October 2020
HAPPY CHRISTMAS!
Volume 44, No 7
Affordable, fun and practical gifts
ARE YOU READY FOR BREXIT? Rules and wrinkles you need to know
PLUS
• SUPPLEMENTS AND BALANCERS • HOW TO AVOID A TAX INVESTIGATION • AMTRA ACCREDITED CPD FEATURE AND QUIZ
ETN is the official media partner of BETA International
2021
24 – 26 January NAEC Stoneleigh, Warwickshire, UK Main Sponsor
Main Sponsor
2 | EQUESTRIAN TRADE NEWS OCTOBER 2020
WWW.EQUESTRIANTRADENEWS.COM
Editor’s comment D
uring the Covid-19 lockdown, when many employees were furloughed, it was often those ‘of a certain age’ who kept businesses going. Experience is a valuable asset; expensive to hire, costly and time-consuming to develop. But the old guard won’t be around forever… Last year, there was a groundswell of opinion, particularly among the saddlery trade, that the recruitment of new blood is becoming essential – and urgent. With the Government’s Kickstart job creation scheme for young workers underway, now is the perfect time to do something about it. It’s sad to think of so many horses and ponies in dreadful pain with laminitis; yet huge numbers have suffered that fate this summer. Plentiful rain made the grass keep growing, to the detriment of many gooddoers. Another big contributor to obesity related laminitis is insufficient exercise. So well done Neue Schule on your Pledge To Ride campaign that encouraged anyone with a ridable horse to get out there. It infuriates me when people say “oh, she just does hacking” as though they’re referring to some sort of inferior equestrian being. Point me in the direction of a horse or pony that willingly goes first or last, opens and closes gates, goes past tractors and wheelie bins, wades through water, stays
FRONT COVER:
Equetech Novelty Hat Silks offer fun for all the family HAPPY CHRISTMAS! this Christmas. Available in one size, they fit riding hats and cycling helmets, so everyone can join the festivities. PLUS RRP: £14.95. www.equetech.com
October 2020 Volume 44, No 7
Affordable, fun and practical gifts
ARE YOU READY FOR BREXIT? Rules and wrinkles you need to know
• SUPPLEMENTS AND BALANCERS • HOW TO AVOID A TAX INVESTIGATION • AMTRA ACCREDITED CPD FEATURE AND QUIZ
ETN is the official media partner of BETA International
2021
24 – 26 January NAEC Stoneleigh, Warwickshire, UK Main Sponsor
Main Sponsor
WWW.EQUESTRIANTRADENEWS.COM
sound on any going and stands still while you take pictures on your phone - and I’ll snatch your hand off! Will future historians compare 2020’s switch from office to home working, and swerve from bricks-and-mortar towards online shopping, with the Industrial Revolution? Or maybe that’s not a fair comparison? At least the Industrial Revolution had the decency to take place over a few years. Recent Covid-related events have left some of us feeling exhausted, others invigorated by challenge; the majority a mixture of both. If you’re reading this, presumably you’re still in business or a job. Yes, we are the lucky ones. And we’re especially fortunate to operate in an industry that still has keen, committed customers. Do take time to read Are you ready for Brexit? on page 12 in this issue of ETN. It’s packed with handy observations, potential pitfalls and a few useful wrinkles. The small matter of the UK leaving the EU has been somewhat buried by coronavirus. But it’s going to affect all our businesses just as much in the coming months.
In this issue... NEWS
4
PRODUCT NEWS
8
SPECIAL REPORT
Are you ready for Brexit?
12
BETA INTERNATIONAL 2021 PREVIEW
14
SUPPLEMENTS AND BALANCERS Products and trends
AMTRA ACCREDITED CPD FEATURE 26 TURN BACK THE PAGES 29 BETTER BUSINESS
Why motivation matters Building relationships in business
CHRISTMAS GIFTS
Just what Santa ordered
PEOPLE
30 31 32
Who’s new in post?
39
BENCH SADDLER OF THE MONTH
40
BETTER BUSINESS
What now for your marketing?
WINTER HORSECARE For the months ahead
BETTER BUSINESS
Avoiding tax investigations
BETA BUSINESS AWARDS 2021 How to nominate your favourites
Did you read about the metal detectorist who found a complete horse harness preserved by the soil? It was unearthed in the Scottish borders and has been dated at around 1,000 to 900 BC. Amazingly, the chap found not only the bronze ornaments with which the harness was furnished, but the actual leather too. Now archaeologists are studying how it was all put together. And the answer to that is probably not so differently from how a harness would be made now. It reminds us how long-standing and remarkable are the skills of our bench saddlers who we are privileged to feature regularly in ETN.
16
COUNTY COURT JUDGMENTS ETN’s exclusive listing
41 42 46 48 50
Liz Benwell Liz Benwell
EQUESTRIAN TRADE NEWS OCTOBER 2020 | 3
ETN | BETA BUSINESS AWARDS 2021
CELEBRATING THE VERY BEST! ETN puts the 2021 BETA Business Awards under the spotlight to find out how you can nominate companies and individuals for these illustrious annual accolades.
T
he search is on to find the winners of the 2021 BETA Business Awards – individuals and companies who go above and beyond for the benefit of the equestrian industry. All those who make it through to the final will take their place at the British Equestrian Trade Association Gala Dinner, on Monday 25 January at NAEC Stoneleigh, where the winners will be announced. You can check out a full list of the awards below, along with details on how to make a nomination.
professional retailing. This is an opportunity to recognise staff for the contribution they have made during a challenging year for all businesses. The winner will receive a cash prize in addition to the award and his or her employer will be given BETA training vouchers. Nominations: The award is designed for shop-floor staff rather than managers. Nominations are invited from employers or sales representatives. An independent judging panel will compile a shortlist, then a period of interviews will follow to decide the winner. Entry deadline: 23 November
BETA EXPORT AWARD
Companies of varying sizes showing substantial and sustained increases in export activity over a three-year period can be entered for this award. Nominations: Submissions should include details about the level of export and growth in relation to the size and turnover of the company, planning and strategy, and the degree to which the products or services have been adapted to an export market. Applications will be judged by an independent panel. Entry deadline: 27 November
WEATHERBEETA GROUP RETAIL EMPLOYEE OF THE YEAR
Nominations are sought for employees showing excellent customer service, great product knowledge and a passion for
STUBBS ENGLAND NUTRITIONAL HELPLINE OF THE YEAR
The company considered to offer excellence in nutritional advice and service to customers – consumer, trade and retail – wins this accolade. Nominations: Customers can download a nomination form from the BETA or STUBBS ENGLAND websites – beta-uk.org or stubbsengland.com – and post it to the BETA office, or complete a nomination form online. A shortlist will be drawn up for final judging, which will include incognito calls. Entry deadline: 20 November
SEIB RETAILER OF THE YEAR
An award for tack shops and feed merchants – whether or not they are BETA members – that relies on customer nominations, the SEIB Retailer of the Year award is divided into two categories: Equestrian Retail Store and Online/Mail Order Retailer. Nominations: Customers can nominate a retailer by completing a nomination form in-store or by filling in a form on the BETA or SEIB Retailer of the Year websites. Alternatively, retailers can add their details to forms to make it as easy as possible for customers wishing to nominate them. On receipt of nominations, retailers will be sent a questionnaire by BETA for them to complete and return to the trade association by 30 November to be considered for the next stage of judging. Shortlisted companies will be put forward to a vote by BETA trade members. This award also involves independent mystery shoppers and incognito telephone calls organised by the trade association. Entry deadline: 20 November
48 | EQUESTRIAN TRADE NEWS OCTOBER 2020
TSM MARKETING EFFECTIVENESS AWARD
This award celebrates effective communications and the increased value a company’s marketing campaign has brought to its brands. Marketing plans and activity will be put under the spotlight to see how different aspects, including instore and show-circuit promotions, mass media advertising, sponsored riders and social media, play a powerful role in helping to solve business problems and generate revenue. Nominations: Retailers and suppliers are invited to put themselves forward for this award. Judging will reward the contribution marketing has made to business improvement and, because of this, low- or no-budget entries are encouraged. Entry deadline: 23 November WWW.EQUESTRIANTRADENEWS.COM
BETA BUSINESS AWARDS 2021 | ETN
resulted in the cancellation of indoor and outdoor shows.
CITATION TRADE SUPPLIER OF THE YEAR
The manufacturer, wholesaler or distributor judged to offer the best in delivery, customer service, product knowledge and awareness of retailer requirements will win this award, which is back for 2021. For many suppliers this past year has been one full of challenges, so it is their chance to highlight how they have continued to offer exceptional service and products to customers. Nominations: Suppliers are invited to nominate themselves by completing the application form available from the BETA office. Shortlisted companies will be judged by an independent panel including members of both the equestrian and nonequestrian trade. Entry deadline: 25 November
EQUINE CAREERS SALES REPRESENTATIVE OF THE YEAR
The coronavirus pandemic has resulted in an unlevel playing field for many sales representatives and agents, so this particular award will be held over for 2021 and reintroduced the following year.
MAKING YOUR NOMINATIONS Nominations made by completing a form on the BETA website, beta-uk.org, should be sent to the BETA office by post to BETA, East Wing, Stockeld Park, Wetherby LS22 4AW, fax to 01937 582728 or email to info@ beta-uk.org. Please remember to provide the name and award category, reason for nomination and your own name and address. Supporting information can be included where appropriate. All entries must be received by the deadlines stated. Help and advice on making a nomination is available by contacting Agy Mossakowska in the BETA office.
BETA’S GLORIOUS GALA DINNER
The BETA Gala Dinner will take place at its new Stoneleigh venue for 2021, with members of the industry gathering to celebrate the achievements of its own. There will be a champagne reception, delicious dinner and entertainment at this landmark in the equestrian calendar. Planning and preparations are currently under way and further details, including prices, will be made available shortly.
BETA LIFETIME ACHIEVEMENT AWARD This award celebrates an individual who has made a long-standing and significant contribution to the equestrian industry. Nominations: Biographical details of the nominee are invited from all sectors. Entry deadline: 18 December
EQUESTRIAN EVENT OF THE YEAR SUPPORTED BY HENSON FRANKLYN
This award has also been held over until 2022 following a year in which Covid-19
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EQUESTRIAN TRADE NEWS OCTOBER 2020 | 49