... the magazine for the industry, about the industry, by the industry
NEWS Including BETA International 2013 report ...................4
IF the British Veterinary Association gets its way and the prescription of wormers reverts to vet-only status [see News in this issue], the role of the SQP could be largely redundant. As one eminently qualified person within the animal health industry put it, effectively outlawing SQPs is “to unfairly demonise one segment of the animal medicines supply system.” As with doctors and dentists, there are good and mediocre vets – and likewise SQPs. Any qualification is only worth the least able, knowledgeable and competent person holding it. On that basis, I would rather entrust my horses’ worming regimes to a retail based SQP who is dealing with the subject day in, day out than a vet who talks to owners about horses and worming maybe once a month. And let’s not forget the distinction between the prescription and supply of wormers. In the future, vets might be ones with the magic pen to write the prescription – but are they going to be prepared to provide the secure, regulated premises required to house these drugs? Will they want cash flow tied up in stock? How are they going to handle dealing with customers both in person and online? With no SQPs, who’s going to safeguard responsible worming in this country?
LETTERS..................................................................12 NEWS FEATURE How long should products last? ................................14 PRODUCT NEWS ....................................................16 RETAILER PROFILE Meet Laurence Pearman ..........................................18 WEIGHT WATCHING Do grazing muzzles really work? ..............................20 Products to fight the flab ..........................................21 HOOF & LEG CARE What’s on the market ...............................................25 SMS NATIONAL COMPETITIONS ...........................26
CONSUMERS were seriously spooked last month when senior police officers warned that wearers of hi-viz gear resembling police uniform could face prosecution. Well done to BETA for issuing swift, sensible advice to retailers concerned about holding stock of such gear – or facing a deluge of returns. And congratulations to my local retailer for having a defiantly prominent display of said gear in its shop window last month! As far as we know, there is no legal precedent for a rider decked out in hi-viz being arrested and charged – let alone prosecuted - for impersonating a police officer. However, ETN’s search did unearth the case of 25 year old Stuart Kennedy, a male stripper whose star turn is appearing at parties in full police rig as Sgt Eros. The hard-working performer has been arrested on 22 occasions, spent 123 hour in police custody – and yet has never been successfully prosecuted. Apparently, he’s far more concerned about avoiding jealous boyfriends than a spell in the clink.
BETA International 2013 will go down as outstanding in the trade fair’s 33 year history. Find out why on pages 10/11 and 28 – 34.
BETA INTERNATIONAL 2013 Review of the trade fair .............................................28 Fashion show report .................................................31 ETN Innovation Awards ............................................32 2013 BETA GALA DINNER & BUSINESS AWARDS Social diary and winners ..........................................36 COMPETITION GEAR Choosing dressage jackets .......................................40 How to sell riding boots ...........................................42 Winning products ......................................................43 COUNTY COURT JUDGMENTS................................46
FRONT COVER: Scenes from BETA International 2013. You’ll find reports, results and pictures in this issue of ETN.
OBITUARIES: STEPHEN ROBERTSON (1923 – 2013) STEPHEN ROBERTSON, who founded one of the equestrian industry’s first and foremost wholesale businesses, has died. Born and raised in Glossop, the youngest of three brothers, Stephen’s love of horses started when as a boy he would help the local milkman with his round which was by pony and cart. After the round was complete, he would be allowed to ride the pony. In June 1942, Stephen volunteered for aircrew duties in the RAF. He was trained as a navigator and flew 31 operational missions in an Avro Lancaster. When not flying, he ran the stables on the RAF base and enjoyed hunting with local hounds in Lincolnshire. Demobbed from the RAF after the war, he became a student at what was then one of the UK’s premier equestrian centres, Porlock Vale Riding School. Stephen was soon became instructor, his BHSI (British Horse Society Instructor) certificate was ‘number two’. During his time at Porlock, Stephen was involved with the 1952 British Olympic Eventing team of Dick Herne, Bertie Hill and Tony Collins who trained there for the Helsinki Games. Realising there was no long-term financial security to be had working with horses, Stephen dabbled in the second hand car trade with his friend, the auctioneer Tony Carden. One day, Tony acquired a second hand saddle and asked Stephen if he could sell it. He duly did – and that was his start in the saddlery business. In 1958, Stephen and Tony founded Stephen F. Robertson Ltd in Exeter. They started with a small retail shop but soon moved into larger premises. They attended all the local county shows with their tradestand and had a stand at Badminton. Business was good but they struggled to get quick deliveries from their suppliers; the final straw was being quoted 14 months for some whips. Deciding to get the products made themselves, Stephen F Robertson moved into a large, old four storey building in Exeter and began manufacturing. Bridles, saddles, sheepskin numnahs and rugs were all made in-house. As the manufacturing
flourished, their products were in demand from other retailers; so the retail side of the business was sold off, leaving the business to concentrate on wholesaling. In the early 1970s, Stephen F Robertson moved to a custombuilt, single storey factory on a local industrial estate. In 1979, the business was honoured by a visit from HRH the Queen and the Duke of Edinburgh. It was one of Stephen’s proudest days. The business ceased in 2007. Stephen passed away on the 30 January after a long illness. He is survived by his son and daughter and four grandchildren. The late Stephen Robertson on the day HM The Queen visited his factory.
DAWN DODD-NOBLE DAWN DODD-NOBLE, the founder of Sandon Saddlery and one of the equestrian trade’s great characters, has died. She was 88 and had until recently continued to work six days a week in her Buntingford, Herts shop. In the 1970s, Miss Dodd-Noble also had shops in Norfolk and Suffolk. In the 1960s, she set up the Sandon Saddlery Company Donkey Stud, enjoying great success in the show ring. ETN profiled Miss Dodd-Noble in our February 2012 issue.
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: firstname.lastname@example.org Tel: 0845 6185007 Advertising Sales: Nicki Lewis Email: email@example.com Tel: 01937 582111 Fax: 01937 582778 Advertising Copy: Nicki Lewis Email: firstname.lastname@example.org Tel: 01937 582111
4 MARCH 2013 EQUESTRIAN TRADE NEWS
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: email@example.com Web: www.ghsmith.com ISSN 1462-9526
Airowear .......................................................................8 Allen & Page ...............................................................13 Animalife ......................................................................3 BETA International .........................................................6 British Horse Feeds ......................................................23 Classified ....................................................................45 Dodson & Horrell Limited .............................................19 Faulks & Cox Ltd ..........................................................15 Finest Brands International...........................................17 GWF Nutrition ...............................................................7 Life Data Labs Inc ........................................................22 Mars Horsecare.........................................................OBC Mountain Horse/Horsemasters .....................................41 Jack Murphy................................................................10 A Poucher & Sons ........................................................24 L S Sales (Farnam Ltd) ....................................................5 Rima Exports ...............................................................12 Sherwood Forest/Puffa ................................................IFC Snowhill Trade Saddlery..............................................IBC South Essex Insurance Brokers........................................5 TopSpec ......................................................................21 Worklite Ltd.................................................................11 W F Young Inc.............................................................25 Web Directory .............................................................46 Zebra Products ..............................................................9
BETA secures export funding A £60,000 funding allocation from UK Trade & Investment means that BETA can go ahead with its programme of trade missions – including two completely new ones – over the next financial year. BETA will accompany trade delegates to Spoga Autumn, Germany, from 1 to 3 September; China Horse Fair, Beijing, from 14 to 16 October; Equitana Asia Pacific, Australia, from 15 to 17 November and Dubai International Horse Fair, United Arab Emirates, from 13 to 15 March 2014. It will also be at Salon du Cheval, France, from 7 to 10 December and has a small amount of funding available for a trade mission to Eurohorse, Sweden, from 24 to 28 April (next month). BETA plans to offer a product showcase at both these two shows to promote products, skills and expertise on behalf of companies unable to attend. Grants ranging from £1,000 to £2,500 per company are available, depending on the show and eligibility. Places in the groups are open to BETA members and non-BETA members. Eligibility criteria are changing for 2013/14, with additional grants available to some companies who have used their allocations to date. “BETA-led trade missions are a fantastic way for companies wishing to develop their export opportunities,” said BETA executive director Claire Williams. “British equestrian products are highly prized and enjoy a keen reputation for innovation, high standards and traditional values. “Companies that exhibit as part of a BETA group benefit from the trade association’s vast experience of international trade shows, logistical support and export advice.” BETA is a UK Trade & Investment-approved organisation providing export funding for eligible member and nonmember companies of any size, whether a manufacturer, distributor or retailer. For more details, contact Tina Rogers on 01937 587062 or email firstname.lastname@example.org • BETA attends Equitana, Germany this month (16 to 24 March) with a group of 35 exhibitors. Participating companies will offer products from saddles and arena surfaces to stable equipment and riding holidays. Thanks to additional support from UK Trade & Investment, BETA will run a showcase feature, promoting goods and services on behalf of companies unable to attend the show. 250,000 visitors are expected to attend Equitana.
WEG open to exhibitors MORE details have emerged about tradestand opportunities at the Alltech FEI World Equestrian Games (WEG) 2014 in Normandy, France. Half a million visitors are expected at the multi-discipline championships which run from 24 August to 7 September. The organisers have invited exhibitors to submit applications to either exhibit or sell merchandise at one of the three WEG sites, the Games Village, the Le Pin National Stud Village and the Sartilly Village. The Games Village is set in 25 hectares near Caen, west of the Parc des Expositions. This will be the venue for many of the sporting events plus concerts, big screen action and a ‘kids’ zone’. 230 stands of a minimum size of 16 m² will be available within the Games Village. Rates are from €3,680 for a16 m² stand to €11,500 for a 50+m². Le Pin National Stud Village will stage the eventing dressage and cross-country competitions. Fifteen stands measuring 25 m² will be available at €3,000 each. A few kilometres from the Mont-Saint-Michel (Normandy’s most popular tourist attraction with 300,000 visitors annually) the Sartilly Village hosts the endurance competition. Fifteen 25 m² stands are on offer at €1,600 each. Companies interested in trading or exhibiting at WEG must apply by 1 June. Successful candidates will be notified from July. Final registration, with financial obligations, is in September. www.equestriantradenews.com
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SQPs under threat as vets want wormer monopoly VETS are calling for wormers to revert to vetonly supply. But other animal health groups claim the removal of SQPs’ right to prescribe the drugs is an unfair attack on their qualification. BETA highlights the effect on small businesses that have invested substantial sums in SQP training for staff. The British Veterinary Association (BVA) is citing the distribution of wormers by SQPs [suitably qualified persons] as one of the main causes of “dangerous levels of resistance to anthelmintics [wormers]”. It’s claimed that removing SQPs from the wormer supply chain will reduce horse Last month, the BVA owners’ access to the drugs - with welfare wrote to the Veterinary implications. Medicines Directorate (VMD, the animal medicines regulatory body) to request that all wormers be reclassified as POM-V (vet only). The BVA is also supporting the Federation of Veterinarians of Europe in lobbying the European Commission for tighter rules across all EU member states regarding the accessibility of anthelmintics for all grazing animals. "Anthelmintics should only be prescribed by a veterinary surgeon who has the animals under his/her care and based on a sound clinical diagnosis,” said BVA president Peter Jones. BETA, which was instrumental in the implementation of the socalled Saddlers’ List to enable SQPs to prescribe wormers along with vets, said it was “surprised” at the BVA’s campaign. “BETA regards this as a step backwards for both the equestrian industry and horse owners,” said a statement from the trade association. “By implication, the BVA seems to be laying a proportion of the blame for resistance build-up to these medicines at the door of SQPs. The evidence, however, doesn’t support this assumption as elsewhere in Europe, where it is solely vets who prescribe worming products, there are still major resistance problems.” If the BVA campaign is successful, adds BETA, it will have a huge impact with far reaching consequences. “It is likely to affect the ease of supply and subsequent use by animal owners, as well as the many small business that have invested substantial sums in SQP training for staff. Horse welfare could also be compromised, said BETA, if owners were deterred from worming correctly by vets’ call-out fees. The vets’ challenge to the role of the UK’s 5,000 SQPs is “without foundation” according to the Animal Medicines Training Regulatory Authority (AMTRA), which regulates training and examination for the SQP qualification. “The large majority of SQPs deal with parasite control on a daily basis, having trained and been examined to a syllabus developed with BVA input,” said Stephen Dawson of AMTRA. “AMTRA has every confidence that qualified SQPs have excellent knowledge of parasitology to advise their clients on the correct choice and use of anthelmintics. “It is important to recognise the hard work, knowledge and dedication of thousands of SQPs throughout the UK.” The Animal Medicines Distributors’ Association (AHDA) described the BVA call for wormer reclassification as “out of touch with its members and the animal medicines industry.” “Instead of launching an attack on SQPs, BVA should be working with them and animal owners to tackle anthelmintic resistance,” said Ian Scott, secretary general of AHDA.
Trade catalogue is packed with new products SNOWHILL Trade Saddlery’s 2013 catalogue is due out next month (April). It’s packed with new products including the bestselling, lightweight turnout rug Rhinegold Torrent Star now with a funky, star design (pictured). Available in standard and full-neck styles, it’s set to make an impact in store and in the field! Also new is the Rhinegold Celltex, an innovative, multi-purpose cellular weave rug. While the Rhinegold Comfey Fleece has been revamped, redesigned and enhanced with new colours for 2013. Also featuring in the new Snowhill Trade Saddlery catalogue is the Rhinegold Vegas Stable Quilt - in chic black and white for 2013.
German market “gratifyingly stable” GERMANY’S equestrian sports industry remains gratifyingly stable despite the turmoil on the European market in 2012. Speaking at last month’s spoga horse spring in Cologne, Tilman Meyer zu Erpen, vice president of the Federal Association of the German Sporting Goods Industry (BSI), said: “The moderate upward tendency of the year 2011 was able to be retained at a very satisfying level over the past twelve months.” Export markets are showing a positive trend too, he added. The Northern and Eastern European countries are recording growth rates while the global sales market is steadily gaining importance. "The spoga horse spring has impressively proven that even in times of Internet trading, the fair remains an essential information and order platform. This is where the industry gets together and presents its innovations,” said Tilman Meyer zu Erpen.
Fair trends Practical equipment and clothing that’s functional yet fashionable was the theme of many A/W 2013/14 collections at spoga horse spring. Trendy details such as hoods with fur applications were popular, while vibrant blue dominated the colourways on show. Carbon coated leather was used to make some innovative, waterproof boots and chaps. When it came to saddles, adaptable saddle trees with exchangeable gullet plates were the trend.
Shopfitting For the first time at spoga horse spring, one stand concentrated on shopfitting. From the right lighting and flooring to impulse buying and merchandising, this stand demonstrated how shopping can be turned into an extraordinary experience.
Spoga winners For the sixth time, Reitsport-Markt magazine and Koelnmesse [the spoga venue] honoured the Best Equestrian Retailer 2013. The coveted prize was awarded to Reitsport Bentele from Ravensburg. Kubens Reitsport from Weimar took first place in the best small tack shop category; while in the ‘pro craftsmanship’ category it was Reit- und Fahrsport Simon from Schlüchtern that made the running. The inaugural shopfitting award went to Horsemax from Norderstedt. In total, 52 equestrian retailers competed across all categories. • spoga horse autumn takes place on 8th -10th September. The organisers were unable to confirm dates for spoga horse spring 2014.
Retailer acquires “ultimate” domain name EQUESTRIAN Clearance Warehouse has acquired the domain name Equestrian.com from the US for a six figure sum. Equestrian.com is “our industry’s ultimate domain name,” according to the online retailer’s CEO Lorraine Meadowcroft. Equestrian Clearance plans to build a global retail operation following the acquisition. Established in 1992, the West Yorkshire based company has become one of the most innovative and influential retailers in the equestrian sector. The purchase of Equestrian.com heralds a new era, it says. “Equestrian.com is our industry’s ultimate domain name and we are really pleased that we can now incorporate this into our future business plans for growth,” said Lorraine. This year Equestrian Clearance intends to re-platform its core systems to use IBM and Microsoft technologies to “future proof the business.” “In today’s rapidly changing retail environment, it’s vital to keep up with the pace of new advances and technology,” said Lorraine. “Equestrian.com will help us become a more ‘rounded’ business, giving us the opportunity to profile and retail premium brands across a stylish and up to the minute medium.” Top quality equestrian fashion and competition wear labels, as well as high end saddlery and tack, will become available from Equestrian.com to complement the existing EquestrianClearance.com. Lorraine added that new technologies “will also give us the opportunity to support the smaller UK manufacturers in gaining access to the global market place.”
Weatherbeeta “to exit” retail stores WHOLESALER Weatherbeeta is to give up its two retail stores. The Horsatack outlets in Milton Keynes and Droitwich are on the market. In a letter to retail customers, Weatherbeeta’s general manager Ellen Bates said: “We will be exiting our two retail stores, thereby creating 100% focus on our strategy of becoming the wholesaler of choice.” Ellen told ETN that Weatherbeeta is continuing to invest in marketing and product development to create leading bands. The company also has a new trade website for online ordering. “Our full retail support offering includes training, merchandising support, promotions, new brand brochures and websites that direct people to retail stores, and a new trade website for online ordering and downloading everything retailers will need to list our products online,” she said. • Jon Sareen (pictured) has recently joined Weatherbeeta to lead its sales team. He has previously worked with retail customers in the photographic industry with Leica Camera and Fujifilm, and in the grocery industry with Heinz.
Why we split with Amazon A PET product brand has stopped supplying Amazon Retail in a bid to restore realistic RRPs for its retail customers. Dog Rocks, a product that stops pet urine marking lawns, says it’s had a successful year with Amazon but now wants to protect the brand and bring back a level playing field for all retailers - online and bricks-and-mortar. "Despite good volumes, the great and navigable online vendor portal and potential reach offered by Amazon, by supplying direct to wholesalers and no longer supplying Amazon, we are able to better support retailers who will in turn be better able to respect and uphold our suggested RRP," said managing director Carina Evans.
Magazine circulations fall THE UK’s three ABC audited, paid-for equestrian magazine titles all saw circulation falls as figures for January to December 2012 were announced last month. Only British Horse, the British Horse Society (BHS) membership magazine, saw a slight increase as Audit Bureau of Circulations (ABC) released average sales per issue for consumer titles. However, unlike Horse & Hound, Horse and Your Horse, British Horse is not ‘actively purchased’ but mailed free to BHS members. Horse & Hound’s weekly circulation fell by 2.4% last year compared with 2011, and Horse – its IPC Media stablemate - by 8.9%. Sales of Bauer’s Your Horse were down by 15.7% The other major players in national consumer equestrian magazines – Horse&Rider and PONY magazine – are not ABC audited. As a sector, equestrian titles fared relatively well, ABC reporting ‘equestrian’ to have fallen during 2012 by just 3.7% compared with the previous 12 months. ABC figures for 2012 (2011 in brackets) are: British Horse 69,070 (68,092); Horse & Hound 48,142 (49,324); Your Horse 23,719 (28,126); Horse 13,164 (14,451)
NEWS IN BRIEF tree manufacturer Eurotrees has reported a busy first year • SADDLE in business. The Walsall based company has made more than 3,000 trees since it was launched. With Pete Dutton at the helm, the current workforce of three is set to grow with plans to recruit an apprentice and another skilled employee. “To be using traditional saddle tree manufacture with new advances such as the cad machine to check the trees are perfectly level is proving very beneficial to the end product,” said Pete who has 35 years’ experience in the sector. MERIAL is organising a Worm Egg Count MasterClass on 14 March at • the Moredun Research Institute, Edinburgh in association with parasitologists Professor Jacqui Matthews and Dr Dave Bartley. With the training worth 52 AMTRA CPD points, the cost is £200 per delegate. RECRUITMENT specialist Equine Careers is working in close • association with First Focus Consultants, a consultancy firm offering personal and bespoke career development and services. The consultancy is run by Anna Morris, a lifelong rider. HILTON HERBS has two new distributors in America. Lori Tankel of • Kentucky Performance Products will represent the brand in Florida and the southern States. Oxford, PA retailer Bit of Britain – owned by former ETN contributor John Nunn - is also to distribute the herbal supplements. TAGG Equestrian has agreed the distribution rights for the KED • branded riding hat range in UK and Ireland. KED is owned and manufactured by D-H-G Knauer GmbH. Based in Freiberg-amNecker, Germany, the company is one of Europe’s predominant manufacturers of helmets for cycling, motorcycle and snow sports. Herr Knauer, founder and general manager, has overseen the transition from manufacturing for major brands to own branded products. www.equestriantradenews.com
BETA International 2013 exceeds expectations – attendance up more than 4% EXHIBITORS and visitors alike were pleasantly surprised that BETA International 2013, held at the NEC, Birmingham on 17 – 19 February, was brimming with enthusiasm and innovation. Visitor numbers were up by more than 4% at 4551* compared with 4373 in 2012. “There’s a good feeling on the floor with stands reporting excellent trade, a lot to feel positive about,” said Richard Lawrence, chairman of the BETA trade fair committee. “There’s a great deal of innovation around as companies are realising that bringing new lines to market is what will draw in the consumer. BETA International 2013 has much to be proud of.” Indeed, many exhibitors had something new on show. “We saved our Pellet Master fork to launch it at BETA International and it’s paid off as we’ve had a very good, strong
show,” said Leon Fynn of Fyna-Lite. Among the busiest areas was the NewZone where visitors flocked to find fresh ideas and unusual products from smaller and emerging companies. “Phenomenal” was how Simon Tucker of rubber mat moving gizmo Grabbit described his BETA International experience. “We sold all our stock in the first two hours,” he said. Equestrian safety and developments in saddles and saddle fitting were important trends at the show, country clothing was as strong as ever, while pets and smallholder lines made an impact too. At Hentastic, Andrew Ball said: “It’s a very good show indeed. No-one we’ve met thinks it’s odd bringing mint and parsley treats for chickens here – they all ‘get it’.” At Battles, there was an obstacle course for chickens, Dengie was promoting poultry bedding alongside its new Healthy Tummy feed while new exhibitor Verm-X is already well established in the smallholder market.
“Being here has been very worthwhile, allowing us to talk to serious equestrian professionals. The majority of the visitors have been of real quality,” said Verm-X’ Oliver Ghazala, son of BETA International commentator Phillip Ghazala. As equestrian retailing becomes ever more professional, B2B services enjoy a higher profile at the trade fair. At Redpin Publishing, sales targets for its new Epos system were smashed by midday on the Monday. “We’re going from BETA International full of optimism,” said Andy Haines, adding there had also been an enquiry from a Dubai based buyer. Migration from the adjacent Moda clothing exhibition resulted in an enquiry about ornaments and fittings for belts for Abbey England from a London buyer who wanted “style not fashion”. The company also enjoyed great success with its Equus rubber goods brand. “Having a horse demonstration arena slot really proved its worth,” said Abbey’s Peter Phillips. “We’ve taken some very good orders.” The wet winter and its effect on keeping horses was inevitably a big talking point. “Being seen at BETA was essential and the result of exhibiting has already had bountiful return," said Alistair McGlynn of Verdo Horse Bedding.
Becky James of Haygain hay steamers – which can make any quality of hay palatable - said: "We made some excellent contacts. The trade fair provides us with a great opportunity to network and develop avenues into retail." Retail buyers were overwhelmingly enthusiastic. “We love BETA [International],” said Ruth Moon from Bridge Inn Saddlery in Formby, Merseyside. “The whole show is buzzing.” Ruth said she’d enjoyed the “complete BETA International package” this year, gained her SQP CPD points from the onsite seminars, seen new products at Carrots and TopSpec and enjoyed hospitality and great service at Trilanco. “And of course I got my £50 subsidy from BETA to help with the cost of travelling,” she added. A veteran of many trade fairs, Peter Lewis from Pointings was delighted that the SMS saddlery competitions continue to attract attention. “There was a great variety of saddles here this year too,” he said, “and it’s always useful to catch up with the big wholesalers.” Innovative saddles included a ventilated style from Wise Equestrian. “It’s been exciting coming here for the first time – we’ve even had an enquiry from Equador,” said Joe Carr of the first-time American
exhibitor. Abigail Lea and Sarah Murphy from Happy Horse Equestrian Supplies in Suffolk felt BETA International was “well laid out so it was easy to find everything.” They’d come hunting for clothing for ‘the larger lady.’ At footwear supplier Cabotswood, Peter Drury summed up BETA International 2013 for many other exhibitors: “We generated
much more new business than we had anticipated.” • BETA International 2014 takes place at the NEC, Birmingham on 16 – 18 February. *BETA International attendance is independently audited by ABC (Audit Bureau Circulations). The 2013 figure is awaiting final verification.
“Common sense” urged over hi-viz resembling police uniform THE British Equestrian Trade Association (BETA) has urged the trade to use “common sense” following a warning that riders who wear hi-viz clothing resembling police uniform risk prosecution. The garments in question are in yellow hiviz with blue-silver chequering and wording similar to ‘police’. A letter sent by the Association of Chief Police Officers (ACPO) to the equestrian media stated that “anyone possessing such products [that resemble police uniform] is at risk of breaking the law”, implying that retailers holding stock of such hi-viz gear could also face prosecution. The letter has prompted discussion on equestrian internet forums, plus news stories in Horse&Hound and on the Your Horse website. Having received queries from retail members, BETA executive director Claire Williams issued comprehensive advice of which the following is an extract: “It is important to note that while ACPO feels that wearing clothing manufactured to match the characteristics of police uniform may put the wearer at risk of contravening legislation, this can only be proven when tested in a court of law. To our knowledge this has not yet occurred. “I have sought advice both from Trading Standards and our solicitor who feel until tested in a court of law that retailers should look to the Sale of Goods Act for immediate guidance. Garments will have been sold in good faith on your part and it is up to you and the consumer to consider the information before making any decision as to any resulting action. “Providing that the garments sold were of satisfactory quality, “as described” and fit for purpose then under the Act there is no reason at this time for a retailer to feel obliged to either take the garments back or stop selling them. Some of these garments will have been in use for some time so common sense should be used when dealing with enquiries.” • BETA members who wish to discuss any aspect of the situation should contact Claire Williams on 01937 587062.
Dodging the legal flak Dear ETN, Having read Ken Lyndon-Dykes’ article ‘This minefield is explosive’ [ETN, February] I wanted to bring it to your readers’ attention that it is possible to help protect against legal threats but that there are things they would need to bear in mind. The best way saddle fitters can protect themselves is to take out Public & Products Liability & Professional Indemnity cover. If the saddle fitter is purely fitting new saddles then full Public & Products Liability cover is provided. Insurers may request that ‘rights of recourse’ is maintained against the original manufacturer of the saddle. That’s to say should a claim arise the saddle fitter’s insurers will pay out and then have the ability to recoup their monies from the original manufacturers insurers should the saddle be defective causing injury or damage to the horse or owner. However, second hand saddles are a very difficult issue as typically insurers will generally not grant any liability cover for second hand goods. Additionally, liability is generally not granted to “items being worked upon” as it is considered that should a saddle fitter make a mistake or damage the item they will be in a position to repair it themselves. In many instances the cost of repair will be below the insurance policy excess. Professional indemnity covers any advice, errors and admissions that the saddle fitter provides to their clients, in a similar way to an equine dentist - who will have medical malpractice cover - the saddle fitter has Professional Indemnity. Yours etc Oliver Lawton, Shearwater Insurance, Waltham Cross, Hertfordshire.
Attention SQPs A DIAGRAM (figure 3) was inadvertently omitted from the CPD feature that appeared in the February issue of ETN. CQPs needing to refer to this to complete the CPD quiz should visit www.equestriantradenews.com where they will find the entire feature complete with diagram.
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ETN welcomes letters to the editor. Please write to The Editor, ETN, Stockeld Park, Wetherby, LS22 4AW or email email@example.com Correspondents are asked to supply their name and business name; requests to publish letters with name withheld will be considered individually. Please note that letters may be edited for reasons of space and clarity.
ManyHappyReturns? Are customer expectations too high or it is true that equestrian products are becoming ‘disposable’? Penny Richardson investigates n recent times, retailers have reported many more items being returned, with customer complaints ranging from leaking boots to torn rugs and broken zips on jackets and jodhpurs. But despite the old adage, the customer isn’t always right. There are many instances of people “trying it on” and asking for a replacement for an item they or their horses have trashed, although could it also be that products just aren’t as well made as in the good old days? As with all retailers, Caz Light of Brendon Horse & Rider Centre has been on the receiving end of customer dissatisfaction. “Of course some products don’t last as long as they should, but you’d be surprised by what people return as ‘unworn’. The favourite is boots with no grip left that have ‘only been worn a couple of times’!” she says. Caz has a theory that might explain ‘leaking boot’ syndrome. “The problem for all us horsey people is that urine rots stitching quicker than anything else and most of us are too lazy or busy to keep changing our boots for different jobs on the yard,” she points out. “One company that makes very expensive country boots tests all returned items for horse urine and if traces are found they won't replace them. They say their boots aren’t sold for wearing round the yard, which is, of course, what most people buy them for! And no, I don't sell that brand!” Caz has a simple system for choosing the products she sells. “I won’t stock one manufacturer’s turnout rugs any more, as they keep being returned because they leak. Although the company replaces them, it’s not worth the aggro and it’s far better to keep customers happy by selling them goods they don’t have to return,” she explains. Carolyn Barton from Wadswick Country Store in Wiltshire agrees. She also doesn’t re-order any product that keeps being returned. “People are definitely becoming more
14 MARCH 2013 EQUESTRIAN TRADE NEWS
price- and quality-conscious and they are much more aware of their rights,” she says. “Because we’re in a recession, they want value for money in everything and some of them can get quite aggressive when returning items. They want their money back there and then.” Although Carolyn says the majority of her customers are understanding if a product is faulty, she finds the cost in time quite onerous. “We have to spend time we could put to much better use sending products back and getting replacements or issuing refunds,” she says. Most manufacturers were unwilling to put their head above the parapet and talk about refunds and replacements. The exception was Phil Duff, managing director of Ariat Europe, a company that scores highly on the replacement front. “I’ve known Ariat replace boots I wouldn’t personally have had the front to return, with no questions asked!” says Caz Light. Phil, however, does have reservations. “We don’t want to be known simply for being good at replacing things. Instead, Ariat prefers to be recognised as being fair and effective in our process of dealing
with potential warranty returns,” he points out. Phil agrees that customer expectation has become much greater in recent years. “Managing customer satisfaction and expectations is much more of a challenge than it was 10 years ago, when things were seemingly more simple and perhaps more black and white,” he explains. So how long does Phil think products should last? “Most products should have a standard warranty that conforms to the national regulations for the sale of goods and fair trading policies,” he says. “In essence, the minimum standard must be that if a product fails when used for the purpose intended within a reasonable period of time — and this is the really important part — due to poor
Equestrian items are used in harsh environments. But are they always up to the task?
workmanship and/or manufacturing defects, it should be replaced.” How does a company such as Ariat judge whether these conditions for return have been met? “Our total product failure due to poor workmanship or material failure actually remains a very small percentage, but every manufacturer needs to factor in the exceptions that inevitably come along,” he says. “In any event, if a consumer has concerns over the longevity or failure of a product, for whatever reason, I believe there must be immediate and decisive action to reduce their anxiety. “Ariat Europe strives to give
last, but still want to pay as little as possible. “They don’t seem to understand that they’re using these items in a harsh environment and they now expect them to last forever.” Some customer complaints appear to be down to a simple case of lack of knowledge. “Someone brought a rug back to me because the surcingle broke after being caught on a fence. They got really grumpy when I explained that the rug has to break to stop the horse being stuck for several hours or suffering a serious injury,” reports former retailer Dee Smith. And not everymember of
If a manufacturer just replaces the item and the customer goes off happy to use it for another year, when is the retailer going to make some money? our retailers a response within a couple of hours, as we appreciate that they’re in the front line and need efficient and reliable support.” Being good at replacing items might help the manufacturer maintain their good name and reputation, but Sean Whiting of Newcastle retailer Houghton Equestrian believes some companies are almost too quick to keep the customer happy. “Quite honestly, an awful lot of customers are taking the pee!” he says. “If an item has a year’s warranty, they’ll wait until just before that’s up and bring it in torn, filthy dirty and covered in mud, saying that they know their rights and it must be replaced. “Instead of investigating, the manufacturer just replaces the item and the customer goes off happy to use it for another year. That’s all well and good, but when is the retailer going to be able to make some money?” Sean says that many of his customers expect products to www.equestriantradenews.com
staff at retail outlets is familiar with the Sale of Goods Act. If they aren’t, they are likely be caught out by a clued-up customer such as British Showjumping course-designer Steve Williams. “I complained to a local retailer about expensive wellies that lasted three weeks and they tried to fob me off by giving me the manufacturer’s contact details and saying I had to take it up with them,” he says. “I told them I knew my rights and because my contract of sale was with them it was their problem. They then exchanged them straight away!” • Are your customers getting more demanding about returns? Which products are winners or losers when it comes to wearing well? Which suppliers are most helpful when it comes to handling complaints? Email firstname.lastname@example.org and let us know
By popular request...
IRISH country and lifestyle label Jack Murphy will have your customers waxing lyrical about its Philomena jacket. In a colour, port, for autumn 2013, the RRP is £174.99. The snug, quilted wax jacket has a full faux fur lining and collar for the ultimate in functional luxury. The Philomena is finished with a flattering elasticated waist panel at the back for warmth without bulk. t Jack Murphy Outdoor 01768 867590
THE Holkham Rider has been introduced by Taurus Footwear as a rider friendly companion to its Holkham country boot. The 100% waterproof Holkham Rider has a robust riding sole for customers who don’t want to have to keep changing footwear between stable, shopping and saddle. The RRP is £189.95. The Holkham Rider has a brown waxy leather upper with drawstring top, contrast stitching and leatherwork, plus a breathable Perlon lining with membrane. t Taurus Footwear 01328 851432
Spring into action
THE Perfect Saddle Fitting Kit, the riders’ toolbox for checking their saddles, has some new instructions for 2013. These include how to check a saddle for asymmetry, help with altering adjustable saddles, advice on fitting saddle pads and using the kit to buy and sell saddles. t The Perfect Fit 07717 447465
SPRING is a wonderful time for saddlers… the winter is behind us, we’ve all been to BETA International and seen the latest launches - and now it’s time to plan for the coming season. Faulks & Cox can help you set up the shop to maximum effect for maximum sales with its Profit Packs. Designed to display and sell Faulks & Cox’ top brands, Profit Packs pack a punch in-store. “At one stroke they enhance the look of retail shops and increase sales and therefore profits,” says Chris Birth, sales manager. t Chris Birth at Faulks & Cox 07966 288272
Additions to saddle fitting kit
Safety boot is packed with features THE new Rhinegold ‘Tec’ Safety Boot is made in Europe from top quality leather. Packed with features – and conforming to its category’s highest European safety standard - it’s priced at £32.75 per pair to the trade. The Rhinegold Tec Safety Boot meets CE EN ISO 20345 SB. This standard ensures a design that offers comprehensive protection for the wearer, from the security of the steel toe cap, to the anti-slip properties of the sole unit. Comfortable and practical, the design also features a technical lining made from breathable materials and with a high absorption capacity. Usefully for horsey people, it’s treated with THERMY-TEX formula to prevent bacteria and odours. Available in black and brown, and sizes from ladies’ 4 to men’s 12, the Rhinegold ‘Tec’ Safety boot is available exclusively to the trade from Snowhill Trade Saddlery. t Snowhill Trade Saddlery 01243 672323
Spring heeled! CARROTS is putting a spring into the steps of your younger customers with these new Bang on the Door Calf Length Socks. Designed with gorgeous, girly patterns, the socks have elastic on the calf to stop them falling down inside wellies or riding boots. A padded footbed makes them ideal for busy, horsey girls who are on their feet all day. Available to fit children’s sizes 12-3, the RRP is from £5.50 per pair. t Carrots UK 01245 445362
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New cubes are “great value” SPILLERS’ new Leisure Cubes are designed to help horse owners cut costs without compromising on quality. The low energy cubes, with mint and rosemary flavours, have an SSP of £7.49 and come in 15kg bags. The smaller bag size is a first for Spillers, but the company says it’s not intending to move away from 20kg bags for its other products. Leisure Cubes are designed for horses and ponies in light work. They contain all the daily vitamins and minerals needed to support equine health and wellbeing; 3kg per day for a 500kg horse is the recommended feeding rate to ensure the diet is fully balanced. With controlled starch levels to help support positive behaviour and reduce the risk of excitability, highly digestible fibre is included to help maintain good digestive health. t Mars Horsecare UK 01908 222888 www.equestriantradenews.com
Breeders’ wake-up call BIRTH ALARM sends an alert to the owner or stud groom when a mare goes into labour; while Animal Cam allows her progress to be viewed. Supplier Gallagher Europe is offering a special deal to retailers ordering both products before 1 May. Birth Alarm includes a transmitter and a receiver. Depending upon the model chosen, it’s fitted to an anti-cast or normal roller or the mare’s halter. The transmitter is triggered when the mare’s contractions begin, sending an alarm that foaling has begun. Launched in the UK in 1990, the device has been developed and improved upon; the modern version can even send alerts to mobile phones. Animal Cam comprises a wireless and mobile camera control set. t Gallagher Europe 02476 470141
Help the aged Cushins, a new supplement from Equine America, is aimed at older equines. Many aging ponies in particular are susceptible to the natural variations of the pituitary gland. When the variation involves overactivity, it is commonly referred to as Cushings. The supplement Cushins contains Chaste Berry to assist in retaining or restoring the natural hormone level. 908gm has an RRP of £29.99. t Equine America 01403 255809
Taking pain in hand SCHWENKEL has developed a riding and driving glove that uses the therapeutic effects of CeraTex. The brand is distributed in the UK by Zebra Products. The gloves’ RRP is £65.99 CeraTex is said to increase blood flow, warming the hands and relaxing muscles for improved dexterity. It’s also reported to be great for arthritic or rheumatic joints. Tests undertaken in Germany on these waterresistant gloves found they helped counteract stiffness and aided riders and drivers with Raynaud’s (which typically causes finger numbness). Made from Pittard’s Armor-Tan leather, the glove’s elastic upper hand contains the CeraTex fibres. In black and cognac, sizes are 6.5 to 10. t Zebra Products 01352 763350
Herbal pick-me-up HERBAL VITAMIN-C from Global Herbs is a plant-based supplement said to work “just like normal vitamin C, but more stable, stronger and longer acting.” One of the plants used in Herbal Vitamin-C is Indian Gooseberry. The fruit contains natural chemicals reported to exert an effect almost identical to vitamin C. The product is recommended as a general daily tonic to help horses stay in the best shape, particularly when the weather is bad or changeable. t Global Herbs 01243 773363 www.equestriantradenews.com
Laurence Pearman is on his second stint as President of the Society of Master Saddlers. Katie Roebuck met him at his Gloucestershire retail shops.
ord Alan Sugar isn’t the only one who likes to have an apprentice. Master Saddler Laurence Pearman has always been a huge fan; he employed his first apprentice as soon he qualified as a saddler himself. Laurence is part way through his second term as President of the Society of Master Saddlers [SMS]. He first took on the role in 2004 and was quite happy to return in September 2012. “It is unusual to be president twice, but I have been on the executive committee for a number of years. This time around I know a lot more about the workings of the
society and I know what is expected of me,” he says. Laurence is passionate about the craft he represents. He lectures on various City and Guilds saddle fitting courses at the Saddlery Training Centre in Salisbury. He is also involved at Capel Manor in Middlesex where full time training in saddlery is offered to budding apprentices. He’s keen for all aspects of saddlery to be acknowledged; not just saddler fitters, but craftspeople too. “A master saddler may not necessarily fit the saddle. I would like all the skills acknowledged,” he adds. Laurence is keen to promote the idea of taking on
18 MARCH 2013 EQUESTRIAN TRADE NEWS
apprentices to other Masters. “I’ve lost count of how many apprentices I’ve had over the years. There are lots of benefits, I find it very helpful developing their skills and it isn’t long before they’re covering their salaries. “I get satisfaction seeing them progress through the trade and become Master Saddlers themselves like Issi Russell and Emily White.” Issi and Emily are based with Laurence at Cirencester Saddles; Issi makes bespoke bridles which are sold in the shop. Having three Master Saddlers under one roof isn’t common, but it is testament to Laurence’s attitude about
nurturing and supporting talent.
Reviving the regions During his term as SMS President, Laurence is eager to revive the regions and wants each area of the country represented at committee level. “For a number of years, the south-west region has been the most buoyant in the country. The others have fallen by the wayside,” he says. “I want to regenerate these regions and pass members’ views down the chain to the executive. “The south-east region has recently been formed and is
doing well. I’m hoping other areas will follow suit.” Laurence wants Walsall to remain the epicentre of UK saddlery particularly, he says, against the current threat of competition from cheap imports. “Craft skills are the hub of it. We need young people coming into the factories. It is a decent living.” Science playing a part into saddle fitting is to be welcomed, he adds. “I’ve worked the last seven years in the Netherlands. I work with a scientist and I see it with my own eyes. Gone are the days of unsymmetrical saddles and trees, it is very technical and precise these days. There is a nucleus of very good saddle manufacturers in Wallsall and very good tree manufacturers based in the UK.” A tireless member of many industry related committees – including the one currently looking at revision of the British Standard for saddle trees, Laurence believes the new standard will happen during his presidency.
Antiques’ loss, saddlery’s gain Laurence began his journey into saddlery as soon as he left school. Initially he wanted to go into antique restoration, but there was no apprenticeship available. Instead his father steered him towards a saddlery shop near his home. By the late 1970s, Laurence was selling saddles and accessories from
“Laurence believes the new British saddle-tree standard will happen during his presidency.”
Stroud Saddlery. Now he runs the two shops in tandem, Stroud Saddlery is more retail based while Cirencester Saddlery is more about the tack. With the use of a neighbouring ménage, clients are welcome to bring their horses to have saddles fitted or Laurence or one of his team carries out yard visits. Boots and bags as well as saddles are catered for, while a new development is donkey pads – although these are classed ‘work in progress’. With his quiet efficiency, Laurence has always protected and promoted the core values of the SMS; to support British manufacturing and the development of design and technology. The future is in the youth who will learn these crafts, especially those apprentices who will be given the opportunity to prove themselves. Some of them won’t even touch a horse. But that doesn’t mean to say the horse won’t benefit from that craft person’s skills, technique and flair.
Being President Laurence sees the SMS presidency as a three-year tenure wrapped around the single year as President. This year’s vice president is Helen Dart who will take over as president from Laurence in September. The ‘post President’ year is also a busy one. “Last time, I was still carrying out what I’d started,” he said. Vice president next year, following on from Helen as President in 2014, is Peter Wilkes of Walsall based Vale Brothers.
A love of speed Laurence likes speed on four legs and two wheels. He used to hunt with the VWH, has evented and team chased. He also raced in Motocross and Speedway before horses prevailed.
Cutting the grass Grazing muzzles are increasingly popular. But do they really work? Dengie nutritionist Tracey Hammond, MSc (Dist) has researched the subject.
f grass is ‘public enemy number one’ of the overweight horse, the good news is that grazing muzzles can reduce intake by up to a whopping 83%. This finding, unveiled at the 2012 European Workshop on Equine Nutrition (EWEN), supports my own research. A study, carried out as part of my Masters degree, revealed that muzzles restricted intake by 75 to 86% compared with horses grazing without muzzles. While it would seem there’s nothing more natural than keeping horses and ponies at grass, equines have evolved to spend many hours roaming over large areas, grazing on relatively poor-quality material. Modern, well-managed pastures supply far more than is needed to meet energy requirements - hence unwanted weight gain and associated health problems. Horses that are obese, insulin-resistant or prone to laminitis require little or no grazing to help improve their health.
What’s wrong with grass? Horses consume about 3% of their body weight per day if given unlimited access to average grazing. For a 500kg horse, that’s 15kg of dry matter daily. At this level of consumption, the National Research Council’s (NRC) Nutrient Requirements of Horses suggests a 500kg horse could potentially consume about 150 mega joules of digestible energy from grass – equating to a terrifying 179% of the energy requirements for a horse in light work! Although barer paddocks might reduce the amount of grass a horse consumes, they still supply enough grass to make a significant contribution to total energy requirements. There are very few horses that get fat on fresh air, despite what many horse owners believe!
Restricting intake There’s scant research available on the effectiveness of various grass restriction methods. While little thought is given to how complex grazing behaviour actually is, plus the fact that horses might change that behaviour to maintain intakes despite restrictions imposed on them. Horses can alter their behaviour in response to restricted grazing time. Ince et al (2011) found that ponies restricted to three hours’ daily turnout, with ad-lib haylage when stabled, gradually increased their intake at grass over the course of the study. By the sixth week, ponies were consuming 40% of their daily intake in three hours at grass, demonstrating that reducing time at grass is not as effective as often thought for cutting intake. Other options are strip grazing, stabling 24/7 or turning out on a grass-free area such as a manège. Often labour-intensive, these methods are not always practical if horses are kept at livery. Using a grazing muzzle is much less labour-intensive while still allowing the benefits of turnout. Muzzles, with single or numerous openings to restrict pasture intake, have been available for many years. But only recently has research been done into their effectiveness. The study by Longland et al (2011), presented at EWEN, found grazing muzzles significantly reduced pasture intake in a three-hour grazing time, with muzzles restricting intake by an average of 83% compared with ponies grazing without a muzzle. This study also demonstrated that those ponies with unlimited access to pasture consumed between 50 and 66% of their total intake in three hours! Further evidence that restricted time at pasture alone might not be an effective approach to weight management...
20 MARCH 2013 EQUESTRIAN TRADE NEWS
Grazing muzzles can restrict grass intake by up to 86% while horses still enjoy the benefits of turnout.
Tips for your customers Horse owners often have some trepidation about using grazing muzzles. Here’s how to help… Make sure it fits: Various sizes are available, correct fit being important for comfort and to prevent the horse from removing the muzzle. Patience is key: Don’t expect to be able to turn out a muzzled horse straight away, ‘training’ is required. Introduce the muzzle in the stable and offer a treat or grass through the holes. Move onto hand grazing before turning out for short periods, ensuring the horse is happy to drink with the muzzle on. Don’t expect the horse to like it: Until the horse gets the idea that it can eat with the muzzle on, you’re likely to see some behaviour aimed at trying to remove it. Don’t panic; do more training (as above). Prevent rubbing: Even well fitting muzzles can rub. If this happens, sew padding onto the affected areas for extra protection. Don’t forget to feed: It’s important to feed a horse that has restricted grazing - not only to ensure appropriate fibre intake but also to supply vital nutrients such as protein, vitamins and minerals. With thanks to Tracey Hammond who supplied references with this feature. t You and your customers can find out more by calling the Dengie Feedline on 0845 3455115
Big, fat Just as the human diet industry never dies, the demand for products to help horses stay slim remains buoyant. First line of defence “DIET and nutrition is likely to contribute to most cases of laminitis, therefore it is key to reducing the risk,” says Clare Barfoot, research and development manager at Spillers. “Stock low starch, high fibre feeds such as chopped fibre feeds approved by The Laminitis Trust or suggest a low calorie balancer to balance the nutrients in a forage- based diet without providing high levels of energy or starch. “It’s also crucial to remind owners to restrict access to grass and, if they can, to provide regular exercise,” adds Clare. Spillers Happy Hoof is a low calorie, short-chop forage which can be used as a complete feed as it contains all the vitamins and minerals the horse needs to stay in good health. Designed to extend eating time compared with traditional compound feeds, it was the first complete, chopped fibre feed to be approved by the Laminitis Trust. Spillers High Fibre Cubes 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. Spillers Lite Balancer’s whole cereal-free, low starch, non-heating formulation makes it suitable for good doers, overweight horses and ponies and those prone to laminitis. It’s designed to be fed alongside a suitable, low calorie compound feed or a forage only diet. t Spillers Careline 01908 226626
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WEIGH-TAPES are a great, inexpensive way for owners to keep track of their horses’ weight. So whether you’re a feed merchant or tack shop, keep some in stock. While they may not always be as accurate as using a weighbridge, tapes can at least show a comparison from one week or month to the next. It’s also encouraging when owners can record an actual weight lost.
For peace of mind
Woody watches his weight
THEY may appear to survive on fresh air, but even good-doers particularly those prone to laminitis, need a balanced diet to stay healthy, says Baileys Horse Feeds. Vitamins, minerals and good quality protein are essential for general well-being, healthy hoof growth and strong muscle tone. Chaff-based ‘all-in-one’ feeds offer customers one solution by providing these nutrients along with low calorie fibre to encourage chewing and provide slow release energy. However, these must be fed at manufacturers’ suggested levels to ensure sufficient nutrients (not necessarily calories) are received. An alternative is to feed two mugs of Baileys Lo-Cal balancer per day - the recommended daily amount (450g) for a 500kg horse - with forage. This gives customers peace of mind that they are feeding the nutrients their horse or pony needs but without the calories that he probably doesn’t! Think of Lo-Cal as a nutrient packed ‘shake’, drunk as part of a human weight-loss regime. Owners can then add as much Baileys Light Chaff as they like, to keep the horse chewing - and be confident that he’s getting a balanced diet. t Baileys Horse Feeds 01371 850247 (option 2)
WOODY, a 14-year-old, 13.1hh New Forest cross gelding is a typical good doer. His young owner Charlotte Bird sensibly cut down his hard feed, but Woody was still piling on the pounds. Here she explains how the battle of the bulge was eventually won. “Woody arrived from the Blue Cross [equine charity] four years ago and we now have a strong bond and enjoy show jumping together. However, Woody is one of those ponies that can maintain weight on meagre rations. “We have regular visits from the Blue Cross and in September last year they gave Woody a condition score of 3.5 to 4 [4 is fat, 3 is a healthy weight],” said Charlotte. “We were surprised as he was already on restricted grazing and we monitored his feed closely. We were set the task of dieting Woody down to a condition score of 3 over winter so he had some margin to put weight on in spring/summer. “He weight-taped at 325kg and was on a diet plan of 1.5% of his bodyweight. His routine was as follows: 6.30 am - 100g Speedi-Beet, 1kg haynet (soaked for 12 hours) 11.30 am - Turnout in a restricted pen with a muzzle 4.30 pm - Brought into stable 5.00 - 6.00 pm - Minimum of 30-40 minutes of ridden work during the week, longer at weekends. 6.30 pm - 100g Speedi-Beet & 2kg haynet (double netted & Speedi-Beet is approved soaked for 24 hours) by the Laminitis Trust. “After consulting with Dr Tom Shurlock of British Horse Feeds [manufacturer of Speedi-Beet] it was reassuring to hear that the energy levels and protein, calcium and phosphorus were all suitable for a good doer on this amount of exercise. “By November there was good news! Woody had lost 12kg and had a condition score of 3.25,” said Charlotte. “We could only get him to lose weight by restricting his turnout on grass. We can increase the amount of An overweight Woody was a typical Speedi-Beet to compensate as good-doer. it is unmolassed and 95% sugar free; it’s reassuring to know Woody is getting plenty of goodness and fibre through his digestive system. “Woody has a salt lick in his stable and we avoid carrots, apples and mints! When his rations are cut, my concern is acidosis and stomach ulcers. However Speedi-Beet helps to keep his gut full and fibre levels high. I’d definitely recommend it as part of a diet plan.” t British Horse Feeds The newly slim-line Woody has become 01765 680300 an athletic jumper.
22 MARCH 2013 EQUESTRIAN TRADE NEWS
LAMINITIS in horses and ponies is a serious, painful and potentially lifethreatening condition. If a customer asks for advice about an animal with laminitis or suspected laminitis, ETN urges you to suggest they consult their vet immediately if they haven’t already done so.
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Nutritional support X-LAM Aid provides comprehensive nutritional support for equines susceptible to, or recovering from, the effects of laminitis. Developed with and approved by specialist equine veterinary practices, it contains 11 beneficial active ingredients. X-Lam Aid contains high levels of Omega 3 to support optimum health, fertility and performance in a non GM soya free formulation. A 10.5kg bucket has an RRP of £42.00. t GWF Nutrition 01225 708482 SEVERAL feed companies now have portable weighbridges which they can bring to your store’s open day or take on yard visits. Weighing customers’ horses is a great talking point. It’s also a useful indicator for administering the correct dose of wormers. Talk to your suppliers about organising a ‘horse weigh day’.
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Spring – with a sting YOUR customers will welcome the Spring with its warmer days and lighter nights. But there’s a sting in the tail for owners of equines prone to laminitis, says Allen & Page. The Spring flush of rich grass can spell danger for horses and ponies prone to laminitis. However, there are some laminitisfriendly feeds which, when coupled with precautionary advice, provide enhanced spring sales for merchants Eye catching displays and seasonal window presentations can remind customers of the dangers of laminitis. Allen & Page’s website has some top tips for owners worried about laminitis, including the signs to look out for. “For those prone to laminitis, high fibre, low sugar and low starch feeds are the best options,” says nutritionist Rachel Parrott. “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.” t Allen & Page 01362 822902
Help for hooves
When weight spells danger...
THINK Laminitix is formulated to support the nutritional requirements of horses and ponies at risk from the effects of seasonal grass flushes. The ingredients provide essential vitamins and minerals plus key nutrients such as biotin and zinc for healthy hooves. A combination of antioxidants, chelated magnesium and cinnamon works in synergy to support a healthy immune system and aid in stabilising blood sugar levels. The palatable, concentrated powder can be mixed with a suitable high fibre feed. A 2kg container lasts a horse for up to 40 days. The RRP is ÂŁ35.95 t Brinicombe Equine 08700 606206
MOST overweight ponies, and some overweight horses, are susceptible to laminitis, warn the nutritionists at TopSpec. Topspec AntiLam is a pelleted, multi-supplement designed to provide nutritional support for those horses and ponies prone to, being treated for, or recovering from laminitis. TopSpec AntiLam combines several supplements with a high-fibre, very lowcalorie carrier to make it palatable â€“ it can even be fed from the hand to pasture-kept animals. Long-term trials at Middle Park Laminitis Research Unit have shown that horses and ponies on restricted/poor grazing do not gain any weight when fed TopSpec AntiLam. It can also be used successfully as part of a calorie-controlled diet when weight loss is required. TopSpec AntiLam should be fed on its own with forage. The forage can be in the form of late-cut hay and/or unmolassed chops such as TopChop Lite, or controlled grazing, or a combination of these. t TopSpec 01845 565030
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LOSING weight can only be good for obese horses. In fact, the only down side is that their saddles may no longer fit. Whether or not you do saddle fitting, do mention this fact to owners. A loss of 20kg in weight can make a significant difference to the fit of a saddle.
ETN highlights products aimed at hoof, leg and joint care. ● Supreme Products Leg Cooling Gel soothes and cools hot, tired legs. It’s perfect for use after work or exercise especially when the weather is warm and the ground hard. The gel is liberally applied by hand or with a sponge and rinsed off with warm water. Available in 500ml, RRP £9.50. t Supreme Products 01377 229050
● Hooflex Natural Spray, from W F Young’s Absorbine range, contains avocado and tea tree oil to promote strong, healthy hoof growth and to deep condition the hoof and highlight the natural shine. It helps maintain the moisture balance in the foot, especially for horses kept barefoot, and is delivered in a quiet spray application which is convenient, clean and easy to use. It is available in a 148ml spray, RRP £10.80. Available from wholesalers.
● Mobility Horslyx is a nutrient rich lick containing optimum levels of glucosamine HCl, MSM and omega oils, all vital to promote optimum joint function. An independent research study using gait analysis technology proved that Mobility Horslyx improved stride length in stiff horses. Available in 5kg and 15kg tubs, RRPs are £12.85 and £24.90 respectively. t Horslyx 01697 332 592
● Farrier’s Aid from GWF Nutrition is a complementary feed designed to maintain hoof integrity and growth. Containing 12 specific nutricines and trace elements, it’s suitable for all horses and ponies. A 5kg bucket of Farrier’s Aid has an RRP of £30. For general maintenance, customers should feed 100 grams a day at a cost of 60p per day. t GWF Nutrition 01225 708482 www.equestriantradenews.com
Improving standards, high-level craftsmanship and attention to detail were the order of the day at this year’s Society of Master Saddlers’ (SMS) National Saddlery Competition. Society of Master Saddlers’ National Saddlery Competition 2013 results:
Prize winners and representatives from the SMS and Saddlers’ Company enjoyed a wonderful evening at Saddlers’ Hall.
eld at Saddlers’ Hall, London and supported by The Worshipful Company of Saddlers, the competition awards ceremony was followed by an evening reception which attracted many of the leading names from the saddlery and equestrian world. Celebrity judge for the occasion was London Paralympic dressage triple gold medallist, Sophie Christiansen. “As a rider, I’ve learned a lot from the day and what to look for in a saddle. I have very much enjoyed the awards and being a part of the national competition,” she said. Following a host of awards throughout the evening, Lee Jones of Patrick Saddlery was the delighted winner of the Bruce Emtage Memorial Plate for Best in Show. The award was made for Lee’s entry in the Open Saddle class. “Today has been brilliant,” he said. “We always support the competition and really enjoy the challenge of making different products for the various classes. The job is still very rewarding and there is always room for improvement and trying out something new.” The Les Coker Millennium Trophy for the Best Entry by an Apprentice went to Tina Madsen in the trainee saddle class. Tina is based in Denmark, being apprenticed with SMS Master Saddler member Jan Guldborg, and is currently training at the Saddlery Training Centre is
Salisbury. “This is the first year I have entered the competition and I couldn’t be more pleased. It is brilliant to win and feels very special,” she said. Lisa Hoskin’s entry in the Open Bridle Class saw her take home the Alf Batchelor Memorial Trophy for the best piece of bridlework . “I am delighted to win the award, and also surprised. The entries were to a very high standard so I am very, very pleased with the win,” said Lisa. A popular class with the brief of making ‘Any Leather Container’ was the President’s Choice section which included SMS President Laurence Pearman as one of the judges. “The class was wonderful and with so many good entries it was very difficult to make a decision,” he said. “The craftsmanship and attention to detail was outstanding.” Winner of the President’s Choice was Master Saddler Frances Kelly who made a document case. The Tony Russell Memorial Trophy for the best harness entry was awarded to Jennifer Roy for her entry in the Open Harness Class. Based in Fife, Scotland, Master Saddler and Master Harness Maker Jennifer has been entering the competition since 2002. “I really enjoy my work and the craftsmanship involved. It is wonderful to go home with a first prize and trophy,” she said.
26 MARCH 2013 EQUESTRIAN TRADE NEWS
CLASS 1 Master & Apprentice: A Noseband and Browband Noseband made by the apprentice and Brow Band by the Master Saddler. Winners: Joanna Heard (Apprentice) and Isobel Russell (Master) Premium Awards: Isobel Russell Joanna Heard (Apprentice) Left and Isobel Russell (Master)
CLASS 2 President’s Choice: Any Leather Container. First: Frances Kelly, Individual Member Second: Bryan Galloway, Houghton Saddlery Third: Helen Leedham, Individual Member Fourth: Tiffany Parkinson, Individual Member Premium Awards: Frances Kelly, Bryan Galloway, Helen Leedham, Tiffany Parkinson, Mary Wing To & Jeanette Hutchinson Class 3 Open Saddle Any design of leather English Astride Saddle First: Lee Jones, Patrick Saddlery Second: Dennis Townsend, Ryder Saddlery Third: Patrick Keane, Patrick Saddlery Premium Awards: Lee Jones and Dennis Townsend Class 4A Trade Saddle: General Purpose Saddle. First: Lee Jones, Patrick Saddlery Premium Award: Lee Jones and Steven Delaney of Vale Brothers Lee Jones with Paul Farmar Master of the Worshipful Company of Saddlers
Class 4 B Trade Trainee Saddle: Any style of English astride leather saddle First: Paul Jones, Ideal Saddle Company 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, Individual Member Second: Tim James, Individual Member Third: Jan Guldborg, Individual Member Class 6 Special Open Class – Pair of Laced Reins. First: Susan Elizabeth Slade, Individual Member Second: Anna Bamford, Cirencester Saddlers Third: Carolyn Truss, Individual Member Premium Awards: Susan Slade, Anna Bamford, Carolyn Truss, Jeanette Hutchinson, Mark Hargreaves & Matthew Payne. Highly Commended: Gill Campbell and Kathrine Bog Holm www.equestriantradenews.com
Class 7 Open Bridle Any type of Rolled Bridle. First: Lisa Hoskins, Individual Member Second: Jennifer Roy, Individual Member Third: Helen Reader, Individual Member Premium Awards: Lisa Hoskins, Jennifer Roy, Helen Reader and Sarah Stevens Lisa Hoskins Class 8 Open Harness Harness Saddle or Pad for private driving First: Jennifer Roy, Individual Member Second: Mark Hargreaves, Individual Member Third: Christine Berrie, Saddlery Training Centre Premium Award: Jennifer Roy Class 9 Intermediate Bridle: Hunting Breastplate with martingale attachment. First: Ellie Tomlinson, Equestrian World Second: Mark Hargreaves, Individual Member Third: Joanne Breese, Individual Member Premium Awards: Ellie Tomlinson, Mark Hargreaves and Joanne Breese Class 10 Trainee Saddle Any type or size of leather saddle (meeting C&G Level 2 or 3 specification). First: Tina Madsen, Saddlery Training Centre. Apprenticed with Jan Guldborg. Second: Tanis Brain, Saddlery Training Centre. Apprenticed with Tina Madsen Pointings Saddlery. Third: Rachael Davie, Saddlery Training Centre Class 11A Trainee Bridlework Years 1 & 2: A Headcollar conforming to Level 2 City & Guilds Skills Assessment specification. Sponsored by H Webber and Osborne Tools First: Willem Buntinx, Capel Manor College Second: Tanya Baldwin, Kings Troop RHA Third: Olivia Kuit, Capel Manor College Premium Awards: Willem Buntinx, Tanya Baldwin, Olivia Kuit, Lois Wybraniec & Heather Wynn Class 11B Trainee Bridlework Years 3 & 4: An in Hand Stallion Show Bridle conforming to Level 3 City and Guilds Skills Assessment specification. Sponsored by Abbey England First: Abby Nowell, Saddlery Training Centre. Apprenticed to Chris Taylor, Saddler’s Den Second: Nicole Louer, Saddlery Training Centre Third: Chris Gransbury Premium Award: Abby Nowell, Nicole Louer & Chris Gransbury
• Neil McCarraher Trophy for the most attractive and
commercially viable saddle in Class 4A – Patrick Saddlery
• Tony Byrne Memorial Trophy for the best harness entry by an Apprentice/Trainee – Christine Berrie for her entry in the open harness class. • Tony Russell Memorial Trophy for the best harness entry – Jennifer Roy for her entry in the open harness class. • Alf Batchelor Memorial Trophy for the best bridlework entry – Lisa Hoskins for her entry in the open bridle class. • Les Coker Millennium trophy for the best entry by an apprentice – Tina Madsen for her saddle entered in the trainee saddle class. • Bruce Emtage Memorial Plate for best in Show – Lee Jones for his saddle entered in the open saddle class. www.equestriantradenews.com
• Farewell and thank you, Aubrey! That was the message when directors and staff at GWF Nutrition toasted their colleague Aubrey Cartledge who has retired after nearly 25 years’ service. He was in charge of buying raw materials for the manufacturer’s horse, dog and camelids feeds. “Aubrey has been an integral part of the company for many years thanks to his reliability, buying skill and unquestionable attention to detail. It goes without saying he will be missed,” said marketing director Simon Vowles. On his last day’s work before retirement, Aubrey and his wife Eve went out to lunch with the GWF Nutrition staff. Aubrey (bow tie) and Eve are to the left of the balloons. • Lucinda Kooij is Carrots’ new sales agent for the south-east of England. Before joining the equestrian fashion/gift label, Lucinda was employed in the horticultural industry and homeware market with brands such as Le Creuset. Three years ago, she worked with equestrian distributor Matchmakers International. “Carrots has so many exciting new products for 2013 and has really made an impact in the equestrian gift market place,” said Lucinda. • London 2012 heroes Nick Skelton, Carl Hester and Lee Pearson have become ambassadors for the Midlands Air Ambulance charity. Of the 36,547 call-outs the Midlands Air Ambulance has received since 1991, 2,936 (8%) have been equestrian. The service responds to an average of 15 rider incidents per month. Nick Skelton who was air lifted to hospital after breaking his neck in a fall in 2000, said he “owed a debt of gratitude to the air ambulance for its tireless work.” • Allen & Page has recruited Emma Hurrell (right) and Anne Howard to its nutritionist team. A first class honours graduate in Animal Management and Welfare, Emma joins Allen & Page as equine and animal nutritionist. Her role includes working on the company’s feed helpline. She has ridden most of her life, shown Arabs in hand and worked with heavy horses. Anne, a British Horse Society (BHS) qualified assistant instructor who competes in showing and dressage, has become a part-time nutrition administrator for the company. • Catherine Betts has joined distributor Zebra Products as sales rep for the north of England, Scotland and Ireland. She will be selling the Fleck, Schwenkel, Gersemi, Sprenger, Amerigo and Equipe (leatherwork but not saddles) brands to retailers. Catherine, pictured on Little Cracker, is a former event rider. She has also groomed for international riders Jeanette Brakewell and Ben Hobday and began doing promotional work for Zebra Products during the 2012 show season EQUESTRIAN TRADE NEWS MARCH 2013 27
Why BETA International 2013 was buzzing.... ETN brings you the people and products that made this trade fair such a special one. The only man in the • country hoping it won’t stop raining? David Foster of Worklite where Grub’s insulated wellies went down ‘a storm’ with buyers... “We’ve had a brilliant day,” said Worklite’s Stephen Joseph on Sunday afternoon. “We’ve seen UK and German retailers and it’s been a very positive experience.”
French wholesaler Ekkia, official supplier of 2014 FEI World Equestrian Games (WEG) branded merchandise, had the collection on display. “This show is amazing with a really good selection of products for every equestrian,” said Sophie Valle of Ekkia who is pictured explaining the WEG branded collection to ETN editor Liz Benwell. “I love the fashion show too, it’s very nice indeed,” added Sophie.
Social media was buzzing with trade fair news and gossip. “It’s our best ever BETA” tweeted a delighted Emma Dyer from recruitment specialist Equine Careers.
Simon Weatherald of Bardsey Mills in West Yorkshire was presented with the 2013 Virbac SQP of the Year award by BBC TV Countryfile presenter Ellie Harrison. At a press conference during BETA International, of which Virbac was the main sponsor for a third year, senior veterinary advisor Callum Blair urged the equestrian press to join Virbac in its quest to educate horse owners about responsible worming. In the face of calls for wormer prescription to revert to vetonly [see News in this issue], Virbac “will continue to support the important status and enormous role played by SQPs,” he added. Virbac also launched its newly upgraded website – www.3dworming.co.uk – which includes a template to make SQPs’ lives easier when advising and prescribing. The site also features a jargon-busting ‘wormapaedia’.
28 MARCH 2013 EQUESTRIAN TRADE NEWS
There was a ripple of excitement when dressage’s golden girl, • dual Olympic champion Charlotte Dujardin, arrived at the show. Famous for favouring a safety hat over the traditional topper, here she is giving her autograph to Roy Burek of her sponsor Charles Owen. Will he ever wash his shirt again? [Photo Bob Hook] There was • some amazing equestrian expertise on offer at the Charles Owen Learning Centre @ The Horse Demonstration and Seminar Arena. Here’s William Micklem, Fellow of the British Horse Society, acclaimed trainer and author, advocating humane bridling techniques while demonstrating his Micklem bridle distributed by Horseware. www.equestriantradenews.com
Fresh from BBC TV’s Dragon’s Den where they secured backing from entrepreneur, keen rider and ‘dragon’ Deborah Meadon, Mark and Kim Richardson struck a deal with Westgate EFI (WEFI) to distribute their Bionic glove to the equestrian trade. Event rider Francis Whittington is already a fan of the ergonomically friendly glove. Pictured from left are Ed Vant of WEFI, Francis, Mark and Kim.
A farming accident in • which his spine was crushed prompted Stefan Schwanbeck (pictured) of USG, exhibited by Walk Trot Canter, to investigate protective equipment. “And when my son started eventing at two star level, I concentrated even harder,” he added. Stefan, who has recovered from the accident that happened 13 years ago, is now a member of the European safety standards committee.
New exhibitor Emerald Green Feeds had to send for more samples of its alfalfa and grass cubes having run out by the end of day one. “We’re definitely glad we came,” said David Burchall.
The February issue of ETN reported how BETA trade fair committee chairman Richard Lawrence agreed to mentor newcomer Alayne Wells of Equilogical. Richard’s advice obviously worked, as Alayne reported: “BETA International has surpassed all our expectations. We’ve had lots of active interest and have already been writing business.” Here’s Alayne visiting Richard at Matchmakers International’s splendid stand where she admired the new Tottie tweed collection.
Former TV soap star Claire King is a dedicated ambassador for BETA International’s 2013 chosen charity, World Horse Welfare (WHW). The racehorse owner who played Kim Tate in Emmerdale – “I never needed a stunt double for the riding scenes”, she said - has made a documentary about her involvement with WHW’s work with horses in Lesotho. Claire is pictured (centre) making a surprise appearance in the final scene of the fashion show.
Exhibitors and colleagues • said “farewell and thank you” to Lynn Pattison who moves to a new post after 11 years as trade fair manager. “I will never forget the thrill of seeing bare halls at the NEC transformed into this fantastic exhibition,” said Lynn. “After this year’s wonderful show, I’ll be going out on a high.” Claire Thomas, commercial manager of BETA International organiser EMC Ltd, said it had been “an absolute pleasure to work alongside Lynn.” Lynn is pictured with Claire and James Palmer of BETA International.
•The Horseware Ireland stand was reminiscent of a bustling marketplace. “I’m so proud of this jacket because it caters for rider as athletes,” said managing director Tom MacGuinness, pictured with the stunningly stylish, stretchy, windproof, washable, water resistant competition jacket that retails at just £65. The jacket, shirt and breeches seen here were made at Horseware’s recently acquired factory in China. “Having that factory will enable us to do in clothing what we’ve done in rugs – innovate with complete control over quality,” added Tom. www.equestriantradenews.com
Alvis, a 24 year old donkey, stopped the show and put smiles on faces. He and a donkey friend enchanted visitors at the horse demonstration arena before making his way – bucket attendant in tow - to check out new TopSpec Donkey Forage Balancer. Alvis also posed for photos with TopSpec’s Michael Bacon. Developed in conjunction with The Donkey Sanctuary, the feed was launched at the show with £1 from every bag sold going to the charity. Alvis has worked at a riding therapy centre in Birmingham for 15 years. There are thought to be more than 30,000 donkeys in the UK, according to Faith Burdon from The Donkey Sanctuary who was on hand to offer donkey-care advice.
Dainese had reason to celebrate, their body protector having been certified to [European standard] EN13158:2009 level 3 just two days before BETA International opened.
First time exhibitor Rolltack travelled from Northern Ireland to receive “worldwide interest from Australia, the US, Europe and UK” for its tack trolley. “It’s been fantastic,” said Clare Medland pictured (right) with Louise Medland (centre) and Anne Medland. EQUESTRIAN TRADE NEWS MARCH 2013 29
Stands in winning form B ETA International 2013 exhibitors excelled themselves with stands that were professionally presented, businesslike yet stylish. The high standard meant this year’s Best Stand Award winners could feel very proud indeed. Judges Lucie Stangl of the show’s chosen charity, World Horse Welfare, and Tony Morley, of The Wine and Hamper Company, the competition’s sponsor, toured the halls in their quest to find the two best in show. Every stand is automatically entered into either Best Large Stand (32 sq m and over) and Best Small Stand (under 32 sq m).
BEST LARGE STAND Winner: SIGG Judges’ comments: “The best minimalist exhibition stand we have seen in years. The people manning the stand were very friendly, helpful, and made good eye-contact.” Highly Commended: Carr & Day & Martin Judges’ comments: A classy stand with staff whose warm and friendly welcome went a long way to helping them secure a Highly Commended in this award.
Members of SIGG collect the winner's Best Stand Award trophy (Large)
BEST SMALL STAND Winner: TRM Judges’ comments: A bright, open stand with engaging staff and plenty of product information. They were pleased to hand out catalogues and speak in detail about items in their range. Runner-up: Keyflow Judges’ comments: A stand featuring brilliant branding with effective displays. TRM was delighted to receive the Best Stand Award (Small)
RETAILER REACTION ● “We haven’t been to BETA International for three years – and now we’ve realised what we’ve been missing,” said Linda Potts and Helen Barron from Riding High Equestrian in Co Durham. “You can isolate yourself [as a retailer] so it’s well worth coming here. Also, how can you tell the quality of product when you buy online all the time? You need to see them for yourself.” ● German retailer Jochan Haget of Horsebrands was visiting for the first time. “I’ve come looking for upmarket brands and I particularly like SIGG [drinking bottles from Switzerland] and Jack Murphy [country clothing],” he said. ● “Fantastic...it’s a joy to be here,” said Michaela Murray of Wormcount.com, a new company offering faecal egg count services for horses and, unusually, dogs too. “We’ve seen Verm-X and the major worming companies. Callum’s [Blair from Virbac] CPD seminar was very good; he made a dry subject very interesting.” ● BETA International is great for networking, remarked Austin Black from Unicorn Leather. “I’m having a good time; I’ve caught up with other saddlers and even my saddlery teacher from Cordwainers in 1987.” ● “When we do so much online, it’s important to see things in the flesh,” said Kirsty McGovern from Millbry Hill which has four stores in North Yorkshire and Cumbria. Her colleague Joanne Tate added: “It was worth coming just for the fashion show and horse demonstrations, they were great!” ● “I’m going home with so many new ideas...this is definitely a show that will pick up the market, and what with Easter being early this year, things are definitely on the up,” said Sue Coffin from Crosswinds Equestrian in Cornwall. “BETA International is so well presented. The New Product Gallery is exceptionally good this year. I particularly like the new feeds from Dengie, the waterproof fly rug from Premier Equine and the new blingy Mark Todd hat. Sue, who was at the show for two days, is the mother of top show jumper Sammie Jo Coffin. ● “It’s great to get a feel of the industry,” said Drummond Miller from R H Miller which has three stores near Edinburgh. “A lot of reps don’t like coming up to Scotland, so it’s great to catch up with folk under one roof.” Drummond said his buying team had liked the look of Dock of the Bay clothing, Grub’s footwear and were pleased to see bedding shown at BETA International “because bedding has gone crazy this year with it being so wet.” Jo Bostock from Chobham Rider in Surrey won the ETN prize draw for £1,000s worth of products from BETA International exhibitors and ETN advertisers. The 2012 winner Karen Matthews was also visiting this year. “Winning [the ETN prize draw] got us hooked up with lots of good new suppliers. It’s been great to see them here – but you do need more than one day to do BETA International justice,” she said.
30 MARCH 2013 EQUESTRIAN TRADE NEWS
Winter wonderland Flying the flag for Puffa on the catwalk.
n Arctic white backdrop brought a touch of icy glamour to the BETA International Fashion Show, sponsored by Horseware Ireland. Shimmering snowflakes twinkled under the spotlights as models danced through a winter wonderland to highlight forthcoming fashion collections. Rich hues of chocolate brown, gun-metal greys and red-hot pinks and scarlets brought the stage to life as garments from some of the equestrian and country clothing sector’s biggest names introduced key lines to retailers from the UK and overseas. Jackets of all varieties were the show’s hot topic, including tweeds from Jack Murphy, quilted fabrics from Regatta, down-filled bombers from Horseware Ireland, short, sporty numbers from Ekkia and waxes from Toggi. Embellishments raised the game for many collections with a colourful array of embroidered
Knitwear, tweeds, quilts and fleeces were all major players in this year’s Fashion Show.
badges, logos, button detailing, fur trims and cord piping, Riderwear had a bold, streamlined presence, with Tredstep's new range of breeches and Aiorwear body protectors raising the profile for safety with a sleek, sophisticated silhouette. Country and leisurewear burst on to the scene in a flourish of mini and above-the-knee skirts worn with beautifully cut longline jackets from Tottie, perfect for a day at the races or a weekend event. Buyers were provided with plenty of inspiration to give their in-store clothing displays a fashionable, new twist. This year’s show certainly ticked all the boxes for buyers, with garments to suit every taste, pocket and market. It also brought along an element of surprise as one of BETA International’s celebrity guests, ex-Emmerdale star Claire King, donned a Horseware Ireland outfit to appear in the show’s finale.
The Sherwood Forest collection had bright trims and lightweight jackets licked.
ntries across eight categories battled it out for the ETN-sponsored BETA International 2013 Innovation Awards. The judging panel comprised course designer Ian Stark, event rider Nicola Wilson, veterinary surgeon Tom Beech, Jackie Potts, groom for William Fox-Pitt and former Groom of the Year, and paraylmpic gold medallist Natasha Baker. Winners received their awards from ETN editor Liz Benwell and advertising manager Nicki Lewis.
FEED & SUPPLEMENTS WINNER Company: Keyflow (UK) Ltd Product: Whitaker Bros Jumpmix Whitaker Bros Jumpmix is a scientifically formulated, fully balanced medium energy feed designed specifically for horses competing in all forms of short format jumping. It is also suitable for polo ponies and activities where on-demand ‘cool’ energy is required. Judges’ comments: “This is a good quality feed which provides the correct level of energy required by show jumpers. We were impressed by the high specification ingredients, including probiotics and beetroot which contains Nitrate (Nitric Oxide) to help aid exercise tolerance, power output and stamina.” Tel: 01672 519000 Email: email@example.com website: www.keyflow.co HIGHLY COMMENDED Company: Keyflow (UK) Ltd Product: Mark Todd Maestro Mark Todd Maestro is a fully balanced high specification feed for horses and ponies in medium to hard work. This scientifically formulated feed is easy to digest and includes ingredients to meet higher energy demands and maximise performance. Judges’ comments: “Micronization and wet steam extrusion are advanced feed technologies which result in a low intake product for more effective results. The packaging is excellent and gives a clear overview of the high quality ingredients selected for their ability to support a horse in medium to hard work.” Tel: 01672 519000 Email: firstname.lastname@example.org website: www.keyflow.co 32 MARCH 2013 EQUESTRIAN TRADE NEWS
HORSECARE PRODUCTS & EQUIPMENT WINNER Company: Grabbit Product: Grabbit The Grabbit is the only product on the market designed for moving rubber matting. Designed as a simple solution to a job that everyone hates, the Grabbit tool effectively grabs rubber matting and is great for use in stables and horseboxes. Judges’ comments: “The Grabbit is easy to use and very effective. It would be a great piece of kit for any yard with rubber matting.” Tel: 01656 746984 Email: email@example.com Website: www.grabbit-europe.com
HIGHLY COMMENDED Company: Equine Fusion AS Product: Performance The first real ‘jogging’ shoe for equines, Performance is flexible, light and durable, protecting hooves from shock, wear and unnatural pressure. It is designed to protect and support while respecting anatomy and biomechanics. Judges’ comments: “The Performance shoe is very easy to fit and the upper and undersole is flexible, working in harmony with the hoof and not impeding movement or functionality. We felt this hoof shoe would be particularly useful for therapy and rehabilitation.” Tel: +47 924 67633 Email: firstname.lastname@example.org Website: www.eqfu.no
WINNER Company: Microfibre Store Ltd Product: Doggy Bag With the super absorbent Doggy Bag, owners can keep their pet, home and car spotless after walks. It effectively absorbs water, slobber, sand and mud. Ideal when kept in the car, simply zip dogs inside after a walk and they will be dry in no time. Judges’ comments: “This novel idea offers a practical and simple solution for wet and muddy dogs. The Doggy Bag is made from premium Microfibre material, making it more effective than standard towels and the mess is contained inside the bag.” Tel: 08000 282799/ 01202 303946 Email: email@example.com Website: www.microfibrestore.co.uk
WINNER Company: Treehouse Sporting Colours Ltd Product: Elite Arena Jacket The Elite Arena Jacket is smart and stylish with the inflatable part discreetly zipped on the inside. This safety conscious air jacket incorporates cutting-edge technology for high performance without compromising on style. Judges’ comments: “This is a very fashionable jacket which would appeal to all levels of rider. It is machine washable and the inflatable part can be used in other clothing from the range making it very versatile.” Tel: 01299 851625 Email: firstname.lastname@example.org Website: www.treehouseonline.co.uk
HIGHLY COMMENDED Company: Equilogical Ltd Product: Spill and Accident Kit SAK The Spill and Accident Kit SAK contains Sprinkle absorbency powder, Germ Kill bactericidal spray and Mess Away; an organic waste digester. All contained in a handy kit bag, the products enable quick and efficient removal of faeces and urine, eliminating the need for disposable gloves and paper towels. The unpleasant mess is turned in to a rose-scented gel which is then swept or scraped up. Judges’ comments: “The kit would be very handy for use when toilet training puppies and kittens, also great for elderly incontinent pets.” Tel: 01249 816078 Email: email@example.com Website: www.thelogicalrange.co.uk
HIGHLY COMMENDED Company: Tredstep Ireland Ltd Product: Symphony Breech Collection by Tredstep This stylish collection of breeches uses high performance fabrics to set a new standard in breech design. Combined with Motion Fit technology comprising of an Integrated Cuff, Definition Waistband and Articulated Knee Pad to accommodate rider movement, the breeches provide a beautiful fit and enhanced performance. Judges’ comments: “The breeches are fantastic quality and look very stylish. The Articulated Knee Pads provide effective traction which would be very useful in certain circumstances.” Tel:+353 1 2950598 Email: firstname.lastname@example.org Web: www.tredstep.com
EQUESTRIAN TRADE NEWS MARCH 2013 33
SADDLERY & TACK
SAFETY & SECURITY
WINNER Company: Stübben Riding Equipment UK & Ireland Ltd Product: 2 in 1 Full Cheek Snaffle 2273 The 2-in-1 Full Cheek Snaffle features an innovative mouthpiece, which increases attention and concentration, as well as preventing desensitization of the mouth. The upper side of the mouthpiece features a rounder shape and provides a smoother impact on the horse’s mouth. The bottom side has an angular shape giving a stronger action on the horse’s mouth. By simply changing the sides, both effects can be alternated. Judges’ comments: “We would all use this bit as it is well made and the sweet copper link will encourage saliva production for better acceptance of the bit. Advanced and professional riders should find this very useful and versatile.” Tel: 01536 741569 / +44 (0) 7435 970306 Email: email@example.com Website: www.stuebben.com
WINNER Company: Walk Trot Canter Ltd / USG Product: USG Equiairbag The USG Equiairbag is designed to protect the rider’s entire spinal column from the nape of the neck to the coccyx - without restricting movement. It allows the wearer to fold and roll for maximum mobility and safety. It also prevents the fall back of the head without pushing it forwards. Judges’ comments: “The USG Equiairbag is an intelligent design which allows the rider to bend fully as the inflation is at the back protecting the spine. It is light and comfortable to wear providing much needed protection.” Tel: Marylise: +44 (0)7590714539 Email: firstname.lastname@example.org Website: www.walktrotcanterltd.com
HIGHLY COMMENDED Company: Equilibrium Products Product: Tri-Zone Airlite Allsports Boots This useful ‘multi-purpose’ boot combines high protection, with lightness, flexibility and breathability. It is ideal for use across the disciplines, from leisure rider to competitor. The innovative design is supported by scientific research and testing carried out in independent laboratories. Flexi Strike Guard protects the most vulnerable areas of the leg, whilst the Ventilated Cushion Lining helps to keep the legs cool. Judges’ comments: “The boots are tough and welldesigned offering a suitable level of protection and a flexible lining moulds nicely around the leg for a comfortable fit. They look very smart and are perfect for any activity requiring leg protection and support.” Tel: 01442 879115 Email: email@example.com Website: www.equilibriumproducts.com
34 MARCH 2013 EQUESTRIAN TRADE NEWS
HIGHLY COMMENDED Company: L S Sales (Farnam) Ltd Product: Intelligent Ice The Intelligent Ice system stays cold for four hours and reduces inflammation without freezing tissue or causing ice burns thanks to the revolutionary liquid inside. It can be secured on any area, so is suitable for a variety of injuries requiring cold therapy. Judges’ comments: “Intelligent Ice is very adaptable and robust, a must have product for any horse owner. It is a safe and effective way of applying dry cold therapy without the risk of ice burns or freezing tissue, ideal for inflammation or walking a horse off after cross country.” Tel: 01608 683855 Email: firstname.lastname@example.org Website: www.lesliesutcliffe.com
WINNER Company: Regatta Ltd Product: Snowpak 3 in 1 This stylish and warm 3-in-1 boot is a breakthrough in footwear design. It can be worn with or without the inner fleece lining and also indoors as a slipper, as the inner bootee has an anti-slip tread. They are water resistant and ideal for a variety of wintery terrains. Judges’ comments: “These quality boots look great and are very practical for wet and snowy weather. You can remove the outer boots and step straight in to the house with the inner bootees on which make warm and cosy slippers.” Tel: 0161 7491200 Email: email@example.com Website: www.regatta.com
WINNER Company: LFA Celtic/horseRATION Product: horseRATION horseRATION is the first app developed specifically for horse owners to calculate equine feed rations. It takes body condition score, behaviour and health status into considerationa.. The aim is for owners to save money by feeding the correct amounts of forage and hard feed to avoid nutritional-related health problems such as obesity. Judges’ comments: “The research behind this app was carried out by Aberystwyth University and senior industry representatives. This is an invaluable tool for any owner seeking extra guidance and should ultimately save them money.”
HIGHLY COMMENDED Company: Luxury New Zealand Original Knitwear Ltd Product: Possmere A luxury collection of socks, gloves, garments and accessories made with a blend of possum fur and merino wool which was developed in New Zealand in the 1900’s to help address a possum issue. This unique fibre blend delivers extraordinary warmth without weight for a sumptuously soft, pillresistant, hardwearing garment which is easy to care for. Judges’ comments: “Possmere is very warm and comfortable to wear and the range is both practical and the garments are well-designed.” Tel: +44 (0)844 776 3639 Email: firstname.lastname@example.org Website: www.possmere.co.uk
HIGHLY COMMENDED Company: Rosker Ltd Product: Stubben Stubben is a practical backpack combining country styling with a clever integrated lightweight aluminium frame which doubles up as a seat. Described as the ‘perfect shooter’s companion’ the high quality water-resistant G-1000 fabric will keep the contents of the backpack dry while remaining durable and smart. There are various pockets and a variety of zips for easy access. Judges’ comments: “The Stubben is very sturdy and lightweight, and would be great to use at equestrian events or for any countryside activity.” Tel: 02392 528711 Email: email@example.com Website: www.rosker.co.uk
ETN editor Liz Benwell (left), ETN advertising manager Nicki Lewis (centre) and Charlotte Dujardin (second right) join judges (left to right) Jackie Potts, Tom Beech, Natasha Baker, Nicola Wilson and Ian Stark.
EQUESTRIAN TRADE NEWS MARCH 2013 35
evening ahead Looking forward to the
ry and Fran Coles. er, Becky James, Brian Fille are (left to right) Tim Oliv Entertainers on stilts we guests to the BETA Gala lcomed Dinner.
It’s time to party. . . PINK CHAMPAGNE flowed as guests gathered for the British Equestrian Trade Association’s annual Gala Dinner. This glittering social occasion, at the Motorcycle Museum, near Birmingham, threw open its doors to more than 450 guests, who were welcomed by circus entertainers and balloon modellers. Guests tucked into a delicious three-course meal with table settings featuring napkins sponsored by Virbac and a model horse centrepiece courtesy of Breyer. HKM supplied horses that danced and whinnied as spot prizes.
Balloon modellers circulated among the tables throughout the meal, delighting diners with their unique latex versions of crocodiles, dummies, penguins, dogs and bicycles. A raffle in aid of Riding for the Disabled raised a record £1,600. Once the dining was over and the BETA Business Awards had been presented, some guests got down on the dance floor while others gathered for a spot of ferret racing. ed & R Country, enjoy Sue Moxon, of R on modelling. llo ba the
discussed Mar y King nings and headwear. n Je ra u La , Emily King ily’s rather unusual Em
Guests took their places for dinner and tucked into a delicious three-course meal.
36 MARCH 2013 EQUESTRIAN TRADE NEWS
tra-special one for d out to be an ex The evening turne y Wild when their company, Hannah and Henr Business Award. ions, won a BETA Supplement Solut
d John Oake ule, Dave Hale an Bob Hook, Tom Jo joke at the reception.
s shared a
More than 450 members of the eque strian trade gathered to party the night away.
Nicola Tyler, of TopSpec, was delig hted with her model motorbike.
of Equilibrium Sher wood-Bruce, balloons. crocodile! Alison Never smile at a s given a model croc made from Products, wa
A balloon modeller presented BETA field officer Tricia NassauWilliams with a penguin.
nted to were prese s trophies ala Dinner. d ar w A s usines the G The BETA Brthy winners during wo
Cheers! Enjoying the drin ks rec Peter Phillips, Sue Hassareption were (left to right) Tina Rogers, d, Ian Hassard and Jane Kane.
and place Table decorations, prizes by Virbac, settings were sponsored . Breyer and HKM
EQUESTRIAN TRADE NEWS MARCH 2013 37
BETA honours industry winners T
he equestrian industry gathered to recognise the outstanding contributions made by many of its members at the 2013 BETA Business Awards. These highly prized accolades were presented to winning individuals and companies during the BETA Gala Dinner, at the National Motorcycle Museum, near Birmingham, on 17 February. “The BETA Business Awards are a real high point of the equestrian trade’s year and the standard of achievement is always extremely high,” said BETA executive director Claire Williams. “Everyone who was nominated should feel justifiably proud.” The winners of the 2013 BETA Business Awards, announced by Philip Ghazala, are…
HAYGAIN NUTRITIONAL HELPLINE AWARD Winner: Allen & Page, Thetford, Norfolk Runner-up: TopSpec Equine, Thirsk, North Yorkshire
voucher and samples to make sure the horses likes it before I have to invest in a whole bag!”
Rachel Parrott and Sarah Bee are 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 consumers 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. One nominator said: “Allen & Page is a fantastic company to deal with. They listen intently to your requirements and give a variety of options and detailed advice on what’s best for your horse.” A judge added: “I was pleased to receive a pack of information in the post, along with a money-off
A judge added: “A really good and forward-thinking person to have in our trade. I am sure that she could give a lot of good advice to new people entering the industry.”
HARRY HALL RETAIL EMPLOYEE OF THE YEAR Winner: Andrea Leavis, Countrywide Farmers, Melton Mowbray, Leicestershire Runner-up: Julie Walton, Speedgate, Longfield, Kent
EQUINE CAREERS SALES REPRESENTATIVE OF THE YEAR Winner: Marilyn Hawley, Agent for Edward Sinclair, Showquest, Kanyon Outdoors and others. Runner-up: Heather Stephenson, Westgate EFI, Romney Marsh, Kent
Marilyn Hawley 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 received from retailers were followed by interviews with the finalists. One nominator said: “She is the most thorough agent around. If you need an agent who will be passionate about your product and make sure your customers know about everything you sell, Marilyn is the person!”
38 MARCH 2013 EQUESTRIAN TRADE NEWS
Neville Lawrence presents the Harry Hall Retail Employee of the Year award to Andrea Leavis of Countrywide Farmers.
This award is given to the retail employee showing initiative, excellence in customer service, good product knowledge and a commitment to retailing. One nomination stated: “She is passionate about customer service and is always receiving comments on the friendly advice she offers. Andrea also strives to achieve what is best for the company.” A judge concluded: “I would feel happy to leave the shop in her care, knowing that it would be professionally run while I was gone.”
JOULES EQUESTRIAN EVENT OF THE YEAR Winner: Bramham International Horse Trials This award acknowledges the event (at which tradestands are present) that best works with its exhibitors and takes their requirements and views fully into consideration.
Tom Joule (centre) presents Laura Jennings and Nick Pritchard of Bramham International Horse Trials with the Joules Equestrian Event of the Year award.
Nominators said: “They are the friendliest, most helpful organisers ever and nothing is too much trouble. When there was so much trouble with the weather last year, they helped us on and off the showground in terrible conditions and kept us informed throughout the show. They did not panic and kept everything running very smoothly for us.”
BLACKS SOLICITORS TRADE SUPPLIER OF THE YEAR Winner: Trilanco, Poulton-le-Fylde, Lancashire Runner-up: Shires Equestrian Products, Leominster, Herefordshire
Lisa and Martin Balmer of Trilanco receive the Blacks Solicitors Trade Supplier of the Year award from jockey Kevin Darley.
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 www.equestriantradenews.com
of retailer requirements. Judges and nominators stated: “Their customer service is second to none. They keep you informed of stock availability, delivery is excellent and they send out monthly emails and a newsletter to keep their customers informed of special offers, prices and news.”
SEIB RETAILER OF THE YEAR
Nominators and judges agreed: “This is a fantastic family-run business with an excellent range of products.”
second to none and delivery is prompt, with that special personal touch.”
adapting, which underpinned its expansion and development.”
TSM RIDER AWARD
BETA LIFETIME ACHIEVEMENT AWARD
Winner: Sophie Wells
Recipient: Stewart Hastie
Winner: Alan’s Ark, Ely, Cambridgeshire Runner-up: Patchetts Equestrian, Watford, Hertfordshire
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.
Large Retailer Winner: Aivly Country Store, Ringwood, Hampshire Runner-up: Speedgate Enterprises, Longfield, Kent
Sheila and Mervyn Lister of Aivly Country Store are presented with the SEIB Large Retailer of the Year award by Nicky Mackenzie.
Nominators and judges agreed: “The staff are so helpful and well informed, and really go out of their way to assist you. The store also has an extensive range of stock.”
Alan and Carole White of Alan’s Ark collect the SEIB Small Retailer of the Year award from Nicky Mackenzie.
Sophie Wells receives the TSM Rider award from Tim Smith.
A judge who was extremely impressed with his shopping experience at Alan’s Ark said: “The level of service was truly exceptional and the shop was obviously a very well-regarded and popular venue. All in all, it was a remarkable experience – Alan’s Ark should run seminars on how to do courteous and helpful service to customers under pressured circumstances.”
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 Sophie Wells as this year’s winner. She was nominated by Black Country Saddles, which said: “Sophie represents the brand at the highest level and is always willing to take part in any promotional work and activity that we ask her to do.”
MAIL ORDER/INTERNET RETAILER
UKTI EXPORT AWARD
Winner: Supplement Solutions, Preston, Lancashire Runner-up: Utterly Horses, Black Notley, Essex
Winner: Equilibrium Products, Chesham, Buckinghamshire
Medium Retailer Winner: Tower Farm Saddlers, Rugby, Warwickshire Runner-up: R B Equestrian, Milton Keynes, Buckinghamshire Katie Hest, Chloe Lee and Hannah Wild of Supplement Solutions collect the SEIB Mail Order/Internet Retailer award from Nicky Mackenzie.
Henry and Prue Welton of Tower Farm Saddlers are presented with the SEIB Medium Retailer of the Year award by Nicky Mackenzie.
This is award has been won by Supplement Solutions for the third year in a row. Judges and nominators agreed: “Staff are knowledgeable and helpful. There is a huge choice of products and prices are kept as low as possible. The website is easy to navigate and the search facility makes it easy to identify product by type, brand or company. Service and advice are
Margaret Donnelly of Equilibrium Products collects the UKTI Export Award from Jane HoldernessRoddam.
This award recognises a company that has generated a substantial and sustained increase in export activity over a period of at least three years. The judges were extremely impressed with the professionalism shown and said: “Equilibrium was driven by a clear set of objectives, which, incidentally, placed equine welfare as the starting point. It showed attention to detail in aspects of business, as well as recognition of the need to keep learning and
Stewart Hastie receives the BETA Lifetime Achievement Award from Jane Holderness-Roddam.
This award is presented by BETA to mark an outstanding and significant contribution to the equestrian industry over a long period of time. This year, it went to Stewart Hastie, a veterinary surgeon who has written seminal works for equine students and had major input into the training and development of the modern saddle fitter. Born in Rutherglen, Lanarkshire, in 1922, he graduated from Glasgow University Veterinary School. He set up an equine practice in Buckingham in 1958. After meeting John McTimoney, Stewart began a long-standing relationship with alternative medicine and equine chiropractics. Stewart has written for publications such as the BHS Veterinary Manual and Horselopaedia: A Complete Guide to Horsecare, as well as conference papers. He has also appeared as a speaker at the British Equine Veterinary Association’s annual conference and provided years of service to the Society of Master Saddlers as its veterinary consultant. He continues to be involved in research surrounding the way in which abnormal movement such as lameness affects the functioning of the horse’s back, as well as the application of complementary disciplines in association with chartered physiotherapists, chiropractors and osteopaths. Stewart has contributed a huge amount to our understanding of the horse in today's environment. He has been at the forefront of intensive studies carried out on the effects on the horse of saddles and girths using state of the art pressure testing.
EQUESTRIAN TRADE NEWS MARCH 2013 39
It starts with a jacket... ervice doesn’t come much more personal than helping a dressage rider choose the right jacket. This is the garment that boosts self-confidence by making a rider look and feel great and creates that vital first impression to the judges. First the basics; provide a comfortable shopping environment with good lighting, mirrors and space. Put customers at ease by discussing the level at which they are competing; ask the colour of their horse, tack and hat so you can begin to build their personal style profile. Finding a jacket that’s the perfect fit will make or break a sale. So familiarise yourself with different fabrics and styles so
Equetech Ladies’ Custom Tails (RRP £305.95): this double-breasted tail coat is hand-made in the UK, using poly/viscose twill fabrics and complimentary trims. There’s a choice of collar colours and piping, Equetech embossed buttons in pewter or gold, mesh or jacquard linings and wipe clean tails linings. Custom sleeve and tails lengths are included in the price; bespoke fit available at extra cost.
Retailers should be prepared to act as stylists when serving customers looking for new jackets, says Liz Heyman of Equetech.
you can be confident and knowledgeable while helping your customer to try different jackets. For lower level competitions, it’s acceptable to wear a tweed jacket. Indeed, riders who also show and compete in riding club events may prefer tweed, although fashion is currently steering dressage riders towards black or navy cloths. Short jackets are correct up to advanced medium level; while for prix st georges and above the fun and prestige of selecting a tailcoat begins.
How to get the look ● Petite riders may favour a cut-away jacket to avoid looking swamped by fabric. ● Button choice and placement can enhance a flattering look, while collar trim/piping and the choice of jacket fabric give riders a variation on colourways and feel. ● Soft shell fabrics are great for machine washing - but not very forgiving when it comes to flattering all figures. ● While traditional pure wool could prove too warm in summer, it offers timeless elegance. A popular fabric option is poly/viscose which, along with a good design and cut, can offer freedom of movement as well as looking good. ● Bling remains popular for riders wishing to sparkle. Diamante buttons add a delicate touch; silver and gold buttons well placed against good fabric also make an impact. There’s an affordable jacket (with patent pending) shortly coming to market with interchangeable collars; a plain, black suede and a grey suede with diamante trim - ideal for riders wanting two distinct ‘looks’.
40 MARCH 2013 EQUESTRIAN TRADE NEWS
Equetech Foxton Tweed (RRP £122.95£128.95): This elegant, contemporary styled hacking jacket is designed with navy, gold and subtle canary highlighted box check. It has double back vents for a flattering outline, navy inset velvet collar and pocket welts complimenting the tweed. Three engraved fox head buttons adorn the front.
● Should your customer go for double or single vents? Well, double vents are more flattering because all jackets with a single, central vent pull regardless of how small the rider’s bottom. Double vents allow for more movement from side to side, creating less pull.
Accessorise for new season trends A well fitting shirt and beautifully tied stock complete the picture, especially when the fabric and colour compliment the jacket and the horse’s colour. Show your inexperienced customer how to tie a stock – or there’s always the option of readytied one. There’s more fun to be had selecting stock pins, gloves and hair accessories. Scrunchies and bun nets were in huge demand after London 2012. Think of a jacket as an investment piece and encourage Equetech 2 in 1 In-Vent Jacket (RRP £87.50-£91.50): this fitted riding jacket features In-Vent stretch shoulder seams and Lycra for freedom of movement. For 2013, Equetech has added an interchangeable collar. This jacket has a showerproof finish.
your customer to maximise its potential by choosing different sets of accessories depending on the season. Explain and demonstrate that pairing a plain, silky stock with a simple gold pin offers a classic look which can be instantly changed, say for a championship, with a lavish brocade stock and antique style pin. Extra detail can transform the classic glove too. Foster the idea that the right jacket is part of your customer’s confidence boosting tool kit. Accessories can be viewed as flirtations with fashion; small, affordable luxuries that instantly update the look.
The question then is bespoke or off the peg... t Equetech 01296 688966
And finally.... It takes time to develop an eye for helping riders choose outfits but it’s important to listen to their wishes and to have a wide variety of jackets in stock. Talk to your brand designers and stylists as they can explain various fabrics’ technical properties, design processes and ethos to enable you to discuss options with your customers.
Equetech Stirling Cutaway Jacket (RRP £189.95): this show jacket has double back vents for a flattering outline. It can be customised for a unique look with Equetech embossed gold or pewter buttons to front and cuffs, choice of cloths, collars, trims and flap pockets. UK made from pure new wool, custom sleeves are included in the price; bespoke fit is extra.
Boots most fitting There’s no better maxim for money well spent than a good pair of riding boots, says Simon Middleton of Zebra Products, UK distributor of Konig and Cavallo brands. iders know when they’re wearing the right boots, because they don’t know they’ve got them on. The perfect pair is comfortable, longlasting and supports the lower leg in the saddle. They look fabulous too. With boots, fit is everything. So stocking a wide choice of foot sizes, leg widths and heights is the way to go. Konig offers more than 66 fitting options for women alone. Sizing charts are available to cover the multitude of standard fits in both brands. However, for riders who are ‘off the chart’, there are three options: ● Custom-made boots cater for customers with one deviation from the chart measurements in either height or width. It’s the best option for the majority as there’s no need for additional leg measurements – so far less opportunity for things to go wrong! ● Partial made-to-measure comes into its own when the foot measurement/shape/bed remains the same but the upper boot changes for riders who have more than two deviations from the measurement chart. Templates and size differences should be kept on record to make re-ordering easy. ● Made-to-measure requires a complete leg pattern/template to be made as a one-off, although it can also be used for the next purchase.
Heel lifters prevent boots from chaffing the back of the legs for the first couple of months.
42 MARCH 2013 EQUESTRIAN TRADE NEWS
The elegant Excelsior
Boot fitting tips
Patent leather, ostrich or crocodile finishes – exotic choices from Konig.
● Keep it simple. Most riders fit into custom-made boots, so don’t make things too complicated. ● Have a chair, mirror and boot pulls handy. ● Consider the temperature when fitting boots. If it’s cold, boots may have less stretch; if it’s hot, the opposite applies. ● Fit boots over what the customer wears in the saddle - socks and breeches. ● Consider the customer’s physique and suggest flattering styles. Riders with short legs may benefit from boots with a high ‘dressage’ cut. ● Boots drop around half an inch with wear. To give customers an idea of where their boots will end up, fit heel lifts. Riders may wish to purchase heel lifts to ride in for the first couple of months to prevent the boots from chaffing the back of their legs.
Who buys what?
Options and add-ons
In our experience, 80% of riders get away with standard or custom made boots and around 15% need partial made-to-measure. Some riders, usually professionals, want made-to-measure boots whether they need them or not. The likelihood is that their purchase will actually be a made-to-measure or custom boot; it’s still individual to them – but with little chance of getting measurements wrong! There’s no doubt that a good, well fitting pair of boots increases rider confidence and effectiveness. Feeling more secure in the saddle and increased control of their riding position are commonly reported by customers with custom-made boots.
Konig and Cavallo stockists can offer their customers many more options over and above size and fit. Your customers can take their pick from short or long zips, extra rubber soles, snap fasteners, elastic inserts, tops and lambskin linings. For the fashion conscious, there’s any colour leather including patent, while crocodile or ostrich style finishes can be ordered, too. Having spent several hundred pounds on the boots of their dreams, many riders will enjoy adding accessories such as heel lifts, boot polish, boot bags and trees too. t Zebra Products, UK distributor of Cavallo and Konig boot brands, 01352 763350 www.equestriantradenews.com
Everyone’s a winner! Get your store stocked up for the 2013 show season with these stunning products from leading suppliers. Patently obvious A NEW addition to the Mark Todd range, the Patent Collection includes a choice of bridles and headcollars with appeal to the dressage market. Two bridles are on offer; one with patent on the browband and noseband while the other has subtle piped patent detail. Matching headcollars are available in both styles. Mark Todd Patent Bridles have stainless steel buckles and are supplied with flash attachment and rubber grip reins. All items come in black, in cob, full or extra-full sizes. The Patent Piped Headcollar is also sold in brown. t Westgate EFI 01303 872277
The golden touch IN glistening gold, with elegant black or mauve contrast and elegant embroidery, HKM's new Golden saddlecloth embellishes any horse. This is also a practical item. The outer fabric is a polyester/cotton mix, dirt repellent and machine-washable. Velcro girth strap loops ensure a secure fit under the saddle. Golden may look luxurious, but with an RRP of £39.95 it’s a tempting purchase. Gold/black and black/mauve colour options are available, as well as GP and dressage styles. t HKM Sports 01952 691784
Show outfits made elegantly easy THE New Harewood is a beautifully tailored competition jacket from Caldene. Underneath every elegant jacket should be a good show shirt. The Allerton from Caldene is just the job. Short sleeved, it comes in pink and white to team up with any jacket. New to the Caldene range for summer 2013 are 4 Tech jodhpurs. The stretch, knitted, traditional style has self knee patches and belt loops; the perfect legwear to complete a smart show outfit. t Matchmakers International 01274 711101
A handy addition NEW Carrots Leather Show Gloves are made from soft, stretch leather for a perfect fit without bulk. Leather reinforcements at the fingers and thumb enhance durability and provide excellent grip. Smart enough for the show ring and a fashionable accessory to team with casual wear, they come in brown only. Children’s sizes have an RRP of £20 and adults’ £25. t Carrots UK 01245 445 362
Get a leg-up! CARBON Lace Paddock Boots from Mountain Horse have an aerodynamic design, Gel-Tech cushioning and shockabsorbing insole. A Boa lsystem allows the laces to be tightened with the simple turn of a dial, helping eliminate pressure points and adding to the comfort factor. Carbon Lace Paddocks come presented in a gold-embossed dust bag. The RRP is £220 – and they combine perfectly with Carbon Leggings for the ideal add-on sale. The leggings have a dual-leather construction featuring a sturdy exterior leather for shape and high gloss, with a soft, supple inner nappa panel for close contact feel and comfort. There are concealed elastic panels for a leg-hugging fit, plus a full length rear zip with protective covers to help safeguard the saddle. The RRP is £139.95 t Horsemasters Distribution 01462 432596
The secret’s in the stretch EQUUS Overreach ‘Pull-on’ Boots are revitalising the market for this invaluable style of protective boot. Made in England by Abbey England, they are easy to put on thanks to the elasticity of the rubber. And once they’re on, there’s nothing to come undone! Durable and suitable for use in all climatic conditions, they come in an extensive range of colours. In fact, any pantone colour can be manufactured, subject to a minimum quantity. Equus also supplies overreach boots with Velcro fastenings, rein stops, rein grips and martingale stops – all made in England in rubber. t Abbey England on 01565 650343 www.equestriantradenews.com
EQUESTRIAN TRADE NEWS MARCH 2013 43
Show jumper’s must-have BLACK Country Saddles’ Stud Guard Girth is a traditionally shaped stud/belly guard protector. Available with long or short ends to suit all styles of saddle and straps/billets, the D-ring and strap/buckle arrangement allows a martingale or draw reins to be attached. The Stud Guard Girth is non-elastic to for even balance without losing stability. It has nylon reinforcement, soft padding and stainless steel roller buckles. In black, brown, oxblood and Newmarket, the RRP is £160. t Black Country Saddles 01543 578243
Show stopping gear YOUR customers can stand out from the crowd at every show with Shires’ new Henley competition jacket. Retailing at under £55, this hard-tobeat, hand-washable jacket elegantly flatters the rider’s shape and features modern trim details. Available from this month (mid –March) in black with purple trim or navy with red trim, it comes in sizes 28” to 42”. The Henley competition jacket can be teamed with one of Shires’ new technical riding shirts and Performance Breeches to stay cool under pressure. t Shires 01568 613600
Sounding the right note TREDSEP Ireland has launched a new high performance clothing collection called Symphony. Made with the latest fabrics and ‘Motion Fit’ technology, Symphony Collection breeches feature an integrated sock, definition waistband and articulated knee pad to accommodate the rider’s constant movement, The Symphony Futura Shirt Collection employs sport fabrics to keep riders cool, dry and comfortable. t Tredstep Ireland 00 353 1295 0598
Sparkle and shine WESTGATE EFI can provide retailers with a wide range of glitzy browbands at competitive prices. The company's Jumper's Horse Line collection includes a dazzling array of styles with something to suit every taste, from simple studded designs to curved and rolled browbands that are positively encrusted with diamante. All come in pony, cob or full sizes with black or brown leather. t Westgate EFI 01303 872277 44 MARCH 2013 EQUESTRIAN TRADE NEWS
Fresh from European success SPOOKS Riding Clothing is new to the UK but the young company is already enjoying success in the European market. The collection includes show jackets made from stretchy, machine-washable fabric with contrasting piping and logo. Available in a choice of six colours, the RRP is £200. Elegant show shirts are cut in short sleeve or sleeveless designs, in a feminine, long cut with beautiful detailing. Available in five colours, the RRP is £47.95. Spooks’ white competition breeches are in stretch cotton with fabric knee patches, elasticated panels around the ankle and sporty contrasting stitching. All sizes are offered at an RRP of £97.95. t Stirling Sales Agencies 07879 811894
A true professional NEW for 2013 and launched this month (March), The Rhinegold ‘Pro’ Vented Riding Hat has been in development and testing for the past year. A carefully styled and rigorously designed competition-grade hat, it represents a significant market entry for this performance equestrian brand. The Rhinegold Pro is Kite-marked to PAS015 standard – which meets or exceeds the required safety criteria for UK equestrian sports and disciplines. Available in a traditional suedelook finish plus a new leather-look, it’s sure to be a hit with the fashion conscious who also demand the highest safety standards. The Rhinegold Pro is available exclusively to the trade from Snowhill Trade Saddlery at just £34.50. t Snowhill Trade Saddlery 01243 672323
High performance breeches TOGGI Gatcombe ladies’ breeches have a soft feel and super stretch for comfort and ease of movement. The breathable fabric offers a moisture management system which helps riders stay cool and dry all year round. The Gatcombe has a full seat in stretch, simulated leather making it a perfect choice for everyday riding or competing. Features include two zip pockets, nickel free fastenings and belt loops. Colours are beige, black, chocolate, navy and white, sizes 24” to 34”. The RRP is £77.50 t Finest Brands International 0113 270 7000 www.equestriantradenews.com
EQUESTRIAN TRADE NEWS MARCH 2013 45
County Court Judgments from England and Wales and the Scottish version, which are called Court Decrees.
List your website here For more information call 01937 582111
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. GEORGE SMITH HORSEBOXES LTD, ELSTON HILL FARM, SHREWTON, SALISBURY, WILTSHIRE SP3 4HR £4,104 MRS CAROLINE JONES T/A WYKE ANIMAL FEEDS, PEARTREE WORKS, WOODSIDE ROAD, WYKE, BRADFORD BD12 8HT £385 LODERI RACING & STUD MANAGEMENT LTD, HAZELDEAN FARM HOUSE, TURNERSHILL ROAD, EAST GRINSTEAD, WEST SUSSEX RH19 4JZ £393 FRANK SHERIDAN T.A FRANK SHERIDAN RACING, 3 DUNSTALL PARK, WOLVERHAMPTON, WEST MIDLANDS WV6 0PE £15,245 FINE & COUNTRY CLOTHING LTD, 11 ST MICHAEL ST, MALTON, NORTH YORKSHIRE YO17 7LJ £2,576 MRS JANINE HAMILTON, SPIGOT LODGE BUNGALOW, COVERHAM, MIDDLEHAM, LEYBURN, NORTH YORKSHIRE DL8 4TL £360 MR M ROBERTS T/A NORTH MOOR FARM, NORTH MOOR ROAD, SCOTTER, GAINSBOROUGH, LINCS DN21 3HT £487 CHRIS KING T/A HORSE & RIDER, UNIT 12 SOUTHERN COURT, NEWPORT IND. ESTATE, LAUNCESTON, CORNWALL PL15 8EX £152 MISS KIRSTY BUCKLE, ASHGILL STABLES, COVERHAM, LEYBURN, NORTH YORKSHIRE DL8 4TJ £3,430 WILLIAM HODGE T/A ALBIE STUD FARM, ALBIE, WATERBECK, LOCKERBIE, KIRKCUDBRIGHT DG11 3JR £18,220 MISS KYLIE GRAY, MABBERSLEY’S RACING STABLES, FRONT STREET, EAST GARSTON, HUNGERFORD, BERKSHIRE RG17 7EU £1,990 EQUINE LEARNING CIC, 14 DARLOW DRIVE, STRATFORD-UPN-AVON, WARWICKSHIRE CV37 9DG £305 HORSESHOES DIRECT LTD, UNIT 6 BOOKERS WAY, DINNINGTON, SHEFFIELD, SOUTH YORKSHIRE S25 3SH £6,093 CLEVELAND HORSEBOXES LTD, R/O 207 NORMANBY ROAD, SOUTH BANK, MIDDLESBOROUGH, CLEVELAND TS6 6SR £405 HORNBUCKLE LIVERY, HORNBUCKLE FARM, DRIFT ROAD, MAIDENHEAD, BERKSHIRE SL6 3SU £1,989 JOHN W HILLS RACING, THE CROFT, UPPER LAMBOURNE, HUNGERFORD, BERKSHIRE RG17 8QH £2,751 BATH RACECOURSE, LANSDOWN, BATH, AVON BA1 9BU £1,314
46 MARCH 2013 EQUESTRIAN TRADE NEWS
The voice of the equestrian industry for over 30 years. March issue articles include show reviews from BETA and SPOGA, ETN Innovation award...