ETN (Equestrian Trade News) - October 2020

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

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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:

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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 | NEWS

News

A VIRTUAL BETA AGM AND CONFERENCE

The 2020 BETA AGM and Conference is going virtual, taking place online on Monday, 26 October.

The members only AGM, from 9.30am, will include officers’ annual reports, an address from BETA executive director Claire Williams and a parting speech from chairman Ian Silman before he hands over to his successor, Malcolm Ainge.

Council and committees need you

Michelle Goodall is back at the BETA Conference by popular demand.

NEED MORE NEWS? Receive ETN’s weekly e-newsletter directly to your inbox.

It’s free and you can sign up at www.equestriantradenews.com

BETA members are urged to consider putting themselves forward to sit on the trade association’s Council or get involved with its Retail Committee.

“This is a fantastic way to help support our industry, forge links with other members and really make a difference,” said Claire Williams. “Interested parties might have held back in the past, as they felt they didn’t have enough time to commit, but things have become much easier now that some of our meetings take place online rather than in person.”

BETA Conference

Equestrian Trade News East Wing, Stockeld Park, Wetherby, West Yorkshire, LS22 4AW Tel: 01937 582111 Email: info@equestriantradenews.com Website: www.equestriantradenews.com Subscriptions Distributed on a controlled-circulation basis to the retail trade. Paid-for annual subscriptions are £39.95 (UK), £73.00 (Europe), £86.00 (rest of the world).

Design & Print Designed and produced on behalf of EMC by DJ Murphy Publishers: www.djmurphy.co.uk Email: abi@djmurphy.co.uk Tel: 01428 601020 Publisher Equestrian Management Consultants Ltd

4 | EQUESTRIAN TRADE NEWS OCTOBER 2020

Editor Liz Benwell Email: editor@equestriantradenews.com Advertising Manager Beth Crow Email: bethc@beta-int.com Tel: 01937 582111 Digital Manager Nicki Lewis Email: nickil@beta-int.com The magazine is independent of all groups. Editorial views expressed in ETN are not necessarily the official view of any organisation or group.

Copyright All material is copyright Equestrian Management Consultants Ltd

The BETA Conference, open to members and non-members, is designed to inspire and inform delegates with a series of short, topical presentations that will help businesses bounce back from the challenges of the coronavirus pandemic and become even more resilient.

A line-up of expert speakers includes social media guru Michelle Goodall, who will explore the latest trends in all things social, with tips on adapting to recent changes in Facebook, Instagram, Twitter and Linkedin.

Digital marketing specialist Joe Friedlein will reveal ways in which businesses can improve their website presence on Google.

Michelle and Claire will team up to introduce Guild. The new messaging platform for corporate groups, networks and communities will be rolled out over the next few weeks for all BETA members.

Presentations will also focus on the importance of intellectual property, copyright and copywriting.

There will be a nominal charge of £25 for attending the online conference. For further information and to book your place, please contact Agy Mossakowska in the BETA office, telephone 01937 587062 or email agy@beta-uk.org.

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NEWS | ETN

WELCOMING NEW BETA MEMBERS

The following companies’ membership applications were approved by the BETA Council.

• AMZ Saddles Limited, Hamsterley, Durham – Retail member.

Saddle fitter and supplier of associated leather goods such as girths and bridles.

• Watsons Directories Ltd T/A The Equestrian Index/ EquestrianProperty4Sale, Burghill, Herefordshire - Associate member. Industry database, search facility, niche digital marketing.

• Zebra Products Ltd, Flint, Clwyd – Trade member. Distributor of European brands.

• Thea Roberts Executive Coach Mentor, Shrewsbury, Shropshire – Associate member. Business consultancy, coaching and mentoring for equestrian business.

• Nene Milling Co Ltd T/A Eventus Equestrian Bedding & Shire Equine, Wisbech, Cambs – Trade and Retail member. Sale of shavings, horse bedding, sawmill producing softwood timber.

• Aqueos Care Ltd, Pewsey, Wiltshire - Trade member. Distributor of disinfectants, grooming and first aid.

• W.G. Todd & Sons t/a Todds of Kendal, Kendal, Cumbria – Retail member. Equestrian and country store.

• Effipap Ltd T/A Equiking, Aldershot, Hampshire – Trade member. v Distributor of wood pellets for animal bedding.

• RJ Joinery and Equestrian Services, Hereford – Trade and Retail member. Equestrian buildings, joinery, horse, pet and rider shop.

10% OFF*

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Equestrian Trade Insurance From SEIB

An off-the-shelf policy is unlikely to give your business the protection it needs. In partnership with a UK based insurer, SEIB have developed a business insurance policy carefully tailored to your specific needs.

Clipping for a good cause

As the clipping season gets into full swing, Heiniger UK’s new sales manager Simon Freegard has hit the ground running at the busiest time of year for the Swiss-made brand.

Meanwhile, in stables across the UK, clipping machines are whirring and horses’ coats are falling like autumn leaves.

Show rider and producer Robyn-Jayne Hadland clips dozens, if not hundreds, of horses per season.

Now Robyn-Jayne and Heiniger have teamed up to raise funds for World Horse Welfare. Simon gave Robyn-Jayne the chance to try Heiniger’s cordless Xplorer clipper – and she’s pledged to donate £10 to the charity for every horse she clips with it.

“I’ve always used Heiniger clippers,” says Robyn-Jayne, “they’re robust, reliable and always give a great finish.

“This is the first time I’ve used the Xplorer and I’m totally impressed. It’s sleek and easy to handle, yet so powerful and easily up to doing whole horses.

“It’s so useful when I’m clipping where there’s no mains power and a treat to have no trailing cable. I’m smitten with the Heiniger Xplorer and delighted to be helping a good cause.”

Our bespoke policy includes the following features as standard: Professional indemnity cover with a £50,000 limit Care, custody & control for a £5,000 limit per animal (£25,000 in any one period of insurance) Work away cover for saddle fitters Cover for the import and export of stock Flexible enough to provide cover for a wide range of equestrian trade activities Property in transit cover with a £10,000 limit

Call 0345 612 0302 or visit www.seib.co.uk (office hours only) and click on WE ALSO OFFER COVER FOR: HORSE & PONY · HORSEBOX & TRAILER · LIVERY YARDS EQUESTRIAN HOME · MOTOR · RIDING SCHOOLS · PET INSURANCE

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EQUESTRIAN TRADE NEWS OCTOBER 2020 | 5

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Whether you’re a tack shop (fixed, mobile or online), equestrian goods manufacturer, or a saddle fitter, simply contact us for a quote.

ETN | NEWS

CELEBRATING A MILESTONE

One of the trade’s most famous names, Jeffries Saddlery, marks its 200th anniversary this year.

The company was founded in George Street, Walsall by Elijah Jeffries in 1820. Eventually his sons Albert and James joined the firm.

As with many saddlery manufacturers from that era, Jeffries originally made bridles and harnesses, and later, saddles.

Many of the traditional skills used by the company’s craftsmen during the nineteenth and twentieth centuries are still employed today.

In 2015, Jeffries Saddlery joined forces with Vale Brothers and moved to its current site in Midland Road, Walsall, alongside Harry Dabbs Saddlemakers.

IN BRIEF

Nottinghamshire retailer Manor Equestrian opened its new store last month. The 2,700 sq ft premises is in a parkland setting close to the M1, junction 27.

Horse & Country (H&C) has become an official sponsor of the United States Equestrian Federation (US Equestrian), America’s national governing body for equestrian sport. The two organisations are working together on video production and live streaming of events worldwide as well as joint marketing ventures.

Award salutes safety advocate

The new BETA Roy Burek Hat Fitter of the Year Award has been launched to reward trained individuals who ensure that riders receive a great hat fitting service.

To be presented at BETA International (at Stoneleigh on 24 – 26 January), the award has been named in honour of the late Professor Roy Burek. As chairman of hat manufacturer Charles Owen, Roy contributed significantly to rider safety.

“Roy believed shop-based retailers were crucial in helping to ensure that riders get the best possible fit for their hats and that it is essential they have access to expert, independent training,” said BETA executive director Claire Williams.

“Roy was instrumental in developing hat fitter training with BETA in the early 1990s and remained a loyal and dynamic supporter. He was always keen to endorse the independent nature of BETA training and lectured on many of our hat fitting courses, so we are delighted that this award bears his name.”

Retailers are invited to nominate one member of staff – believed to be the store’s best hat fitter – for the award. Customers can also nominate the hat fitter they feel has offered them the best fitting experience over the past 12 months.

Nominations close on 31 October. For details, visit beta-uk.org

The Saddle Research Trust (SRT) 4th International Conference is to be held at Nottingham University on Saturday, 11 December 2021. Delegates can attend in person or via livestream.

Sylvia Eames, who invented the Lycra riding hat cover 36 years ago when unable to source a silk for her daughter’s skull cap, has sold the business. Woodlodge Silks now belongs to Audrey Robbins who is designing a new website.

The Society of Master Saddlers (SMS) is putting on an Introductory Course in Saddle Fitting this autumn. Theory lectures will be run as webinars over two afternoon and evening sessions on 26 and 27 October. This will be followed by a oneday practical session at Moulton College in Northamptonshire on 8 April, 2021. The course is designed to cover the basic principles of the SMS recommended saddle fitting system for members of the equestrian industry.

Any equine born before 30 June 2009 must be microchipped by the following dates below. Horses born after that date already have to be ‘chipped by six months of age or 31st December in the year of their birth. Horses kept in England need to be microchipped by 1 October 2020; horses kept in Wales by 12 February 2021, and horses in Scotland by 28 March 2021.

Need more news? Sign up to receive ETN’s weekly e-newsletter directly to your inbox. It’s free. Find out more at equestriantradenews.com

6 | EQUESTRIAN TRADE NEWS OCTOBER 2020

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EQUESTRIAN TRADE NEWS OCTOBER 2020 | 7

ETN | PRODUCT NEWS

Product News Bedmax launches straw pellet bedding Bedmax, best known for its shavings bedding, has introduced a dust-extracted straw pellets product.

Strawmax is initially available to retailers across the north of England, Yorkshire and Scotland. But the company has not ruled out making it available nationwide.

The 15kg bags are expected to retail from £6 each.

Strawmax is made by Bedmax from high-quality local straw which is screened and dried at a high temperature before being pelleted and packaged.

By launching Strawmax, the company aims to provide horse owners who like straw bedding with ‘the best of both worlds’; a renewable, economical bedding which is time-saving, compact, highly absorbent and odour-suppressing.

Says Tim Smalley, managing director of Bedmax: “We wanted to create a product for owners who are looking for a value-added straw bedding which is healthier for their horse and easier to use in the stable.”

“I’ve been extremely happy with it,” said Sandra who usually uses straw bedding. “It’s very quick and easy [to muck out], absorbent and dust-free. It also looks nice and comfortable for our horses.”

Sandra also likes the ease with which Strawmax can be composted: “It really breaks down well and because of how little we need to remove at mucking out time, there is less of it anyway.”

Summing up Strawmax, Sandra says: “For us, it’s a really good option because it’s got that dust-extracted element but without the price tag of a non-straw product.”

Tried and tested

Renowned breeder and producer of competition horses, Sandra Low-Mitchell of Balcorno Stud in Fife, has been trialling Strawmax in four horses’ stables over two months.

VIDEO SERIES KEEPS THE TRADE IN TOUCH

Five new trade-only videos from Red Gorilla feature new products and current offers.

The series aims to keep retailers connected and informed while visits are limited and shows cancelled due to coronavirus.

The videos are presented by Katherine Tuckley, Red Gorilla’s head of equine sales, and managing director Dean Cox. With more than 35 years’ experience in the industry between them, they share advice and expert opinion.

Each video focuses on a different aspect of Red Gorilla. For instance, you can see the latest products in use and check out innovative PoS. “It’s a great way to get a snapshot of all our BETA [International] deals out now and available until the end of October and not forgetting our new products as well,” says Katherine, pictured with Dean.

“We aim to uncover some facts and myths about Red Gorilla products and our trade in general, and would love to hear about what retailers think.

Are there any new products you’d like to see on the market and any general information you’d like to hear about?”

8 | EQUESTRIAN TRADE NEWS OCTOBER 2020

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PRODUCT NEWS | ETN

FROM LIGHT-BULB MOMENT TO PRODUCTION…

They say necessity is the mother of invention.

And so it was with the new Rhinegold Memory Foam Anti-Rub Vest.

Christine Dale, of exclusive distributor Snowhill, takes up the story.

“My Andalucian horse, Majestoso, has a crested neck, and rugs of many different designs were putting additional pressure on his withers and neckline.

“Therefore a product like this had been on my mind for two or three years.

“I started by buying squares of memory foam and attaching them with glue inside the lining of his rugs. After some experimenting, I found the perfect location for the additional padding so that the rug arched his spine.

“It worked brilliantly, although after Maj enjoyed a vigorous roll, we’d find foam blowing around his paddock. He also went through a 1980s Joan Collins shoulder pads ‘look’ as I gauged what depth of padding worked - and what didn’t.

“The thought occurred that the design could be incorporated into a Rhinegold rug; but the cost of altering patterns and so on was quite high. I also noticed other brands offering padded withers on their rugs, and that they were quite pricey.

“Rhinegold likes to offer products that are affordable to everybody - so I had the idea of adding memory foam in Velcro pockets to an anti-rub vest. We designed a prototype and Maj wore it every day (in fact he still is), before main production went ahead.

“Now horse owners need only one product to use under all their rugs, indoor and turnout, creating comfort and wither relief 24/7.”

The Rhinegold Memory Foam Anti-Rub Vest has an RRP of £24.50.

New wipes kill Covid-19

FastAid Disinfectant Wipes from Robinson Healthcare come in hygienic, single-use packaging.

They containing 70% isopropyl alcohol and kill enveloped viruses, including Covid-19.

The wipes are ideal for keeping at the yard to wipe down shared equipment or in the lorry for cleaning food preparation areas.

They’re also a practical alternative for when soap and hot running water aren’t available. Single wipes come in pocketsized sachets.

WWW.EQUESTRIANTRADENEWS.COM

EQUESTRIAN TRADE NEWS OCTOBER 2020 | 9

ETN | PRODUCT NEWS

IF THE CAP FITS…

I was having lovely canter on my usually sure-footed pony, when we both went splat, writes Liz Benwell.

Blaming a slippery limestone seam hidden by grass, we picked ourselves up in one piece. But it was time for a new hat.

A riding hat should ideally be fitted by a BETA trained person.

But the nearest one being many miles away, and needing a hat in a hurry, I looked at adjustable options.

The result was a uvex exxential 2, the latest version of this lightweight design. Importantly, it’s Kitemarked and meets the VG 1 standard.

This hat was intended as a stopgap; after all, the retail price was under £100. But I’m rather taken with it and have worn it every day.

The dial adjustment combined with side arms mean circumference and tightness over the temples can be adjusted independently. The harness is also easy to tweak.

This summer, the exxential 2 has been cool on my head, yet when it rains, it doesn’t soak up the moisture and dries out quickly. I choose one in a fetching anthracite grey; there’s also mocca, black and sand.

Uvex is distributed in the UK by Zebra Products.

The new lazy

A year-on-year 502% increase in Click & Collect orders since the beginning of lockdown has been reported by e-commerce expert Citrus-Lime. Cate Barnes explains how it works…

When Jack needs a new jacket, he searches online to find one he likes, that he can pick up locally. He likes Click & Collect because it’s the fastest way to get his new jacket, and he doesn’t have to pay delivery.

Customers care about convenience. It’s a top priority for the majority of people when shopping, the quickest and easiest way

Rodent control, effective baits for every situation.

Bit gets FEI approval

Neue Schule’s Turtle Tactio Baucher bit has been approved for use in all phases of FEI [international] eventing competitions.

“The bit was approved for FEI dressage competition following its launch in 2017 and has proved a popular choice ever since,” said Heather Hyde of Neue Schule.

“The fact that the Turtle Tactio mouthpiece and the Baucher [hanging] cheek can now be used on both the Tactio and Turtle Top bits across all three elements of FEI eventing is fantastic news for riders – and their horses.”

The Turtle Tactio’s broad surface sits neatly between the horse’s palate and tongue when the reins are taken up. Baucher arms are shaped to accommodate the bit’s working angle, which utilises the centre of the tongue, removing pressure from its sensitive outer edge and bars.

The bit is a good choice for a wide range of horses, particularly those with sensitive tongues, says Neue Schule.

to take hold of their new items. Some are willing to pay more for a speedy delivery service, but the free option to Click & Collect is hugely popular.

Even in lockdown, Click & Collect continued to rise in popularity. It guarantees a successful shopping trip, and is faster and cheaper than delivery. It suits the way people shop now, combining online and in person.

Baked into Citrus-Lime Ecommerce, our Click & Collect solution has one key element. The seamless integration between Citrus-Lime Cloud POS and Ecommerce makes it possible to show real-time accurate stock positions and location on your website.

This is really important to customers because they can see what’s available to buy right now. It has a direct impact on store footfall as people are confident their trip to your shop will be worthwhile.

It builds trust in your business, and increases sales. Retailers on average see a 14% increase in turnover when they implement Citrus-Lime’s Click & Collect solution.

NEW LOOK PACKAGING IN STORE SOON!

Rodent problems vary across different environments and conditions, that’s why PelGar has developed a novel and innovative range of 3 actives and 7 formulations. Specially formulated to be highly palatable and effective, the comprehensive range of baits ensures you always have the most effective solution for your rodent problems.

www PelGar co.uk

Use rodenticides safely. Always read the label and product information before use.

10 | EQUESTRIAN TRADE NEWS OCTOBER 2020

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PRODUCT NEWS | ETN

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EQUESTRIAN TRADE NEWS OCTOBER 2020 | 11

ETN | SPECIAL REPORT

Are you ready for Brexit?

With just three months until the end of the Brexit transition period, businesses need to prepare, says Stephen L. Sidkin.

Late this summer, the European Commission published Getting ready for changes: Communication on readiness at the end of the transition period between the EU and the UK. It’s worth consideration.

The Communication provides a business sector-by-sector overview of the main areas where changes will arise irrespective of the outcome of current EU-UK trade negotiations.

The sectors most likely to be of interest to equestrian, country and related businesses are those concerning: • trade in goods: • company and civil law; • personal data; and • intellectual property rights.

TRADE IN GOODS

With the exception of trade between the EU and Northern Ireland (see below), the following changes will apply to trade in goods and will affect both goods going into retail for SS21 as well as forward orders for AW21: • The UK will no longer form part of the single market or customs union. Therefore, customs formalities will be imposed on all goods travelling between the UK and the EU, even if a free trade area is established which provides for zero tariffs and quotas.

This will result in increased administrative obligations and potential delays in supply chains.

EU businesses have been advised to familiarise themselves with the formalities required for doing business with the UK as a third country. UK businesses would be wise to follow suit where they will be exporting to the EU. • Customs and taxation rules will apply to the import and export of goods. Any UK content will be treated by EU businesses as “non-originating” in the context of trade with EU preferential partner countries.

• Any goods placed on the market by UK businesses in the EU will need to comply with national Member State or EU rules in respect of certificates of origin and authorisations, labelling, and marking.

• On a practical level: i. importing from, for example, China to a UK distribution centre and then from there to stockists in the EU will result in the completing of paperwork and, in all likelihood, duties to be paid - by the UK exporter to the EU or by their EU customers; ii. attempts to avoid the implications of importing from, for example, China to the UK and then from a UK warehouse to the EU by shipping direct to an EU warehouse can be expected to result in an increase in EU warehouse charges; and iii. thought will need to be given as to whether Incoterms [international commercial terms] used currently in contracts entered into by brands continue to be appropriate.

12 | EQUESTRIAN TRADE NEWS OCTOBER 2020

TRADE BETWEEN THE EU AND NORTHERN IRELAND

Northern Ireland represents the intersection of the venn diagram of two unions – the union of the United Kingdom and the union of the European Union.

This geographical fact coupled with the political imperative of the maintenance of a so-called soft border between Northern Ireland and the Republic of Ireland, has resulted in a protocol being annexed to the EU-UK Withdrawal Agreement.

The protocol makes interesting reading. But what stands out are: i. Goods will be able to move freely without restriction from the Republic of Ireland to Northern Ireland and then from Northern Ireland to the rest of the United Kingdom. In other words, goods coming into Northern Ireland from the Republic of Ireland will be in free circulation within the UK. ii. Given (i), goods will be able to move freely from the rest of the EU to the Republic of Ireland and then via Northern Ireland to the rest of the United Kingdom.

Indeed, it is possible to: • see a situation where sending goods from the EU into the UK via the Republic of Ireland and Northern Ireland may outweigh the extra transport and administrative costs of shipping across the English Channel from France or Belgium; and • ask whether the open border between Northern Ireland and the Republic of Ireland will result in an increase in counterfeit products entering the UK which in turn will increase the workload of the brand protection teams of many UK brands. iii. As (i) and (ii) above do not apply in reverse, UK businesses selling into Northern Ireland will face an uneven playing field.

CONTRACTUAL JURISDICTION CLAUSES

i. Currently, any judgments handed down by UK courts are enforceable in the EU, and commercial contracts often provide that the UK courts are to determine disputes in the event of (that is, have jurisdiction for) litigation. ii. However, after the current transition period ends, EU treaties which provide for EU-UK cross border recognition and enforcement of judgments will no longer apply. iii. The UK plans to become a signatory to the Hague Convention in its own right at the end of the transition period. However, The European Commission’s view is that the Convention will only apply to recognition and enforcement of judgments by the courts specified in exclusive choice of court agreements WWW.EQUESTRIANTRADENEWS.COM

XXXXXX | ETN concluded after the UK has become party to the Convention.

In the meantime, the recognition and enforcement of UK judgments will be governed by national rules of the relevant EU Member State.

As a consequence, UK businesses in dispute about a pre-1 January 2021 contract will need to check that any litigation commenced will be undertaken in the English, Scottish, or Northern Irish courts or whether prospective defendants will seek to start actions in the courts of their respective Member States in order to escape their contractual obligations.

DATA TRANSFERS

• After the transition period, the UK will be classed as a third country and the GDPR’s rules on data transfers will apply to personal data transferred from the EU to the UK. • The EU has stated that it will endeavour to conclude its assessment of the UK regime by the end of 2020, with a view to adopting an adequacy decision to allow free movement of personal data to continue without interruption. However, if no adequacy decision is reached by the end of the transition period, businesses will need to consider utilising standard contractual clauses to ensure compliance of any personal data transfers to the UK. • The UK Data Protection Act will confer adequacy on EU Member States until the end of 2024 for any transfer of personal data from the UK to the EU.

INTELLECTUAL PROPERTY

• Currently, the owner of an intellectual property right (for example, an EU trade mark) cannot rely upon its mark to oppose an import of goods from the UK to the EU if goods bearing that mark have already been placed on the UK market by the right holder or with its consent, and vice versa. This is known as the principle of exhaustion of rights. However, after the transition period, EU traders will no longer be able to rely upon this principle when sourcing goods from the UK. • In addition, while EU intellectual property rights which are already in existence will remain protected under the Withdrawal Agreement, any new EU intellectual property rights will have more limited territorial scope as they will no longer have effect in the UK. As such corresponding UK intellectual property rights will need to be sought.

.EU DOMAIN NAMES

• After the transition period, any businesses which are not established in the EEA (European Economic Area) will no longer be able to register or own .eu domain names.

• If such businesses or individuals cannot demonstrate their continued eligibility at the end of the transition period, their domain names will be withdrawn.

TAKE HOME POINTS

1. Free trade agreement or not, the end of the current transition period will see changes to what has been the norm for decades.

2. These changes will affect every part of the supply chain from design to retail sale.

3. Businesses which have not already done so should urgently consider how they may be affected if they import from or export to the EU. 4. Finally, as a matter of English contract law, it is unlikely that reliance on force majeure will be possible in order to escape contractual obligations at any point of the supply chain.

About the author: Stephen L. Sidkin is head of commerce and technology at Fox Williams LLP, Solicitors. Contact Stephen with your Brexit queries via email to SlSidkin@foxwilliams.com or visit foxwilliams.com

WWW.EQUESTRIANTRADENEWS.COM

EQUESTRIAN TRADE NEWS OCTOBER 2020 | 13

ETN | BETA PREVIEW

BETA INTERNATIONAL LOOKING FORWARD TO WELCOMING YOU BACK! With preparations now under way for BETA International 2021, show organiser Claire Thomas reveals what exciting plans there are in the pipeline and her approach to next January’s event.

To say that we are living in challenging times is something of an understatement.

None of us has ever had to contend with a global pandemic before and it has certainly been a learning curve for us all.

However, as the world reverts to what has been described as the new normal, we are able to return to work with robust health and safety measures firmly in place.

Shops, hotels, gyms, restaurants, bars, hairdressers, beauty salons and schools have all reopened, with event venues set to follow suit from 1 October.

I am pleased to confirm that we have the green light to move ahead with BETA International 2021 at our new venue, NAEC Stoneleigh, in Warwickshire, from 24 to 26 January.

The industry is ripe for a much-needed boost of buying and business, and we are ready to deliver a show in response to this demand. We have an unwavering conviction that this is exactly the right thing to do.

The safety of visitors and exhibitors remains our priority, and after taking expert advice and working together with the Stoneleigh team, we are confident that we are able to deliver the safest possible environment for everyone in the halls.

Our sales manager, Darren Mottershead, is available and happy to talk through different exhibitor options for companies seeking a presence at the show.

BETA International is run by the trade for the trade, with new products and fresh inspiration being the lifeblood of the industry.

We need to move on, reinstate momentum and ensure that our sector – which needs the support of us all now, more than ever – not only survives, but thrives.

We really hope that you can join us and look forward to welcoming you to the show.

NAEC Stoneleigh is BETA International’s new venue for 2021.

OUR PLANS

BETA International 2021 has many of your favourite initiatives, feature areas and competitions, including: Seminar Theatre Industry experts speaking on a wide range of topical subjects.

New Product Gallery Packed with the latest launches and lines from across the equestrian, country and pet sectors.

Innovation Awards Celebrating products that are the cream of the crop in the fields of design, technology, manufacturing and sustainability.

Best Stand Awards Rewarding those companies that go the extra mile to create effective and attractive sales environments in the halls.

After-Show Drinks Join us for a free

14 | EQUESTRIAN TRADE NEWS OCTOBER 2020

tipple – wine, beer or soft drink – as we gather to celebrate the end of a successful first day.

KEEPING THINGS FREE AND EASY

Ensuring that our visitors and exhibitors have a great BETA International experience is really important to us. That’s why we provide the following with our compliments: • Free on-site parking.

• Free shuttle buses to and from airports, train stations and hotels.

• Free hardstanding with electric hook-up for exhibitors wishing to remain on site.

• A free copy of Equestrian Trade News for every exhibitor and visitor.

• Free editorial in ETN’s show preview.

WWW.EQUESTRIANTRADENEWS.COM

KEEPING YOU SAFE

Strict procedures and protocols will be in place throughout the duration of BETA International as the show’s organising team works in partnership with NAEC Stoneleigh to follow safety measures developed by the venue, event organisers and industry associations.

These include the implementation of one-way systems in the halls, social distancing, enhanced cleaning regimes and hand sanitisers.

YOUR INVITATION TO JOIN US

There has never been a better time to enjoy a presence at BETA International

– as an exhibitor or visitor. Bringing buyers and suppliers together is what we do, and we have a whole host of incentives and exciting opportunities available.

If you’re thinking about having a stand, contact Darren to talk things through and hear about the options available. Telephone +44 (0)1937 582111 or email darrenm@beta-int.com.

Details for visitors – including registration – can be found on our website, beta-int.com, and any of the team would be happy to help if you can’t find what you’re looking for. Just call the office on the number above or email info@beta-int.com.

The New Product Gallery is a popular showcase of the very latest launches and lines.

Exhibitors and visitors can enjoy a spot of networking at the After-Show Drinks (picture from January 2020)

WWW.EQUESTRIANTRADENEWS.COM

EQUESTRIAN TRADE NEWS OCTOBER 2020 | 15

ETN | SUPPLEMENTS AND BALANCERS

Poised for perfection Catch up on the latest developments in feed balancers and supplements sector.

Dancing on air

TopSpec Performance Lite Feed Balancer is designed for gooddoers in medium to hard work that don’t need extra topline or muscle development.

It’s very important that this group get their full requirements of vitamins and minerals to support their work.

TopSpec Performance Lite Feed Balancer allows performance horses and ponies to receive these micronutrients in a small amount of very low-calorie feed.

The palatable, non-heating product contains a multisupplement including the levels of micronutrients normally only found in high quality, specialised supplements.

Using Performance Lite Feed Balancer does not promote significant weight gain; yet it helps maintain healthy enzyme function, supports bone strength, improves hoof quality, and produces a supple skin and shiny coat.

Performance Lite Feed Balancer is perfect for hard-working horses and ponies fed forage only, plus salt/electrolytes.

Available in 15kg sacks, which last a 500kg horse for 30 days or a 250kg pony for 60 days, the RRP is £29.25.

Staying in shape

Joanna McIntosh Sim was looking for a feed to keep her dressage horse Don Pasco (Percy) in competition shape – but his waistline in check.

Having fed TopSpec for 13 years, Joanna enquired about Performance Lite Feed Balancer when it was launched last year.

She competes 11-year-old Percy, a good-doer, at Intermediare 1 level - so he works hard.

“Percy now gets a handful of chop and TopSpec Performance Lite Feed Balancer, and looks in fantastic condition. He can live on fresh air but I know he’s getting everything he needs with the balancer,” said Joanna who has three TopSpec-fed horses.

“My husband is a farrier and always comments how strong and healthy my horses’ hooves are.”

16 | EQUESTRIAN TRADE NEWS OCTOBER 2020

FEED ROOM WINNERS

Cavalor supplements are quickly catching the attention of UK riders, especially those seeking to enhance their horses’ performance.

The Belgian brand was founded in 1989 when a young agricultural engineer called Peter Bollen - who had just completed a thesis titled Nutrition of the Sport Horse – was hired by a Belgian company.

The managing director shared Peter’s passion for riding and equine nutrition, so they launched Cavalor - a line of products dedicated to the nutritional needs of high-performance horses.

In 2003, Peter led a management buyout and Cavalor became an independent company.

PRODUCT HIGHLIGHTS

• Cavalor An Energy Boost provides nutrients and quickly available energy for performance before, during and after intense exertion. Energy is supplied as highly available carbohydrates for optimal glucose levels. The product also includes amino acids, minerals, vitamins and substrates important for muscular activity. Electrolytes are also included for replenishment of vital minerals.

• Cavalor Pow’Red Performance supports red blood cells and their circulation, for vitality and endurance. The palatable, liquid supplement provides vitamins and offers correctly balanced traces of iron to support oxygen-carrying red blood cells.

• Cavalor Oilmega uses omega 3 and 6 fatty acids to support a healthy intestinal flora and immune system. A shiny coat is an added bonus. Giving horses energy in the form of fat is useful for those doing endurance work or for hyperactive horses that become ‘hot’ on cereals.

• Cavalor WholeGain is a fat-rich concentrated balancer that contributes to a radiant coat and safely stimulates weight gain.

It includes B vitamins and minerals and supports immunity. A useful option for horses needing to gain condition or in recovery.

Cavalor is distributed in the UK by Zebra Products.

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FEED YOUR DESIRE TO WIN

THE RED MILLS

CARE RANGE TRIED, TESTED, TRUSTED The original performance Care Range has a brand new look and is now enhanced with the addition of Horse Care 10 Mix and Horse Care 14 Mix. Contact our expert team for more information on the RED MILLS Care Range including these two new mix products.

RED MILLS UK: Adam Johnson +44 7860 771063

Woodland Granaries, Narrow Lane, Wymeswold, Loughborough LE12 6SD Tel: +44 1386 552066 Email: info@redmills.co.uk

www redmills co.uk

ETN | SUPPLEMENTS AND BALANCERS

Sea the difference

“All the nutrients they need” Ultimate Balancer from Dodson & Horrell is a low calorie, concentrated source of vitamins and minerals with additional support supplements.

There is digestive support; biotin, chelated zinc and methionine for hoof support; plus recovery and immune support with antioxidants, MSM and vitamin C, and added lysine.

Ultimate Balancer ensures a horse has all the nutrients he needs, says Dodson & Horrell.

With an RRP of £34.20 for 20kg, it can be used for topping-up natural vitamin levels in forage and providing essential amino acids for overall health and muscle support.

BALANCERS: BEST OPTION FOR WEIGHT WORRIES

With its own factory in Rutland, and offices in Newmarket, UFAC-UK has been supplying nutritional supplements to the animal feed industry for over 40 years.

Approved under the Feed Materials Assurance Scheme (FEMAS), it has developed a blend of nutrient sources for optimal health, fertility and vitality of horses.

UFAC-UK’s Omega-3 Supplement is a palatable, easily crumbled, dust-free meal, made up of an enhanced blend of marine oils.

High in omega-3 fatty acids, it provides extra calories in a beneficial and highly useable form to the horses. Omega 3 can play a vital role in cellular repair, brain function, growth, development and coat conditioning.

•

Balancers are excellent for horses needing to cut back on calories but not nutrients.

When used in addition to appropriate management, they can help reduce the risks of obesity and its associated conditions such as laminitis.

Spillers ran an online campaign Nutrients not Calories this summer to help horse owners learn about the benefits of balancers, to inspire them to keep horses healthy and slim.

Lucy Grieve, a vet at Rossdales, Newmarket applauds the initiative: “Unfortunately, many horse owners think their horse is in harder work than it actually is, warranting increased rations,” she says, “but hard work would actually be an advanced eventer or racehorse in full work.

“I try to persuade all my non-professional clients to start with a balancer (together with forage) before even considering a compound feed. It’s amazing how many weight and behavioural issues are solved by this simple move.”

A good balancer provides optimum levels of vitamins, macro and micro minerals and amino acids to balance the base diet, with minimal calories and starch. This makes them ideal for horses and ponies that keep their weight on a forage-only diet or those needing less than the recommended amount of compound feed.

• Spillers Daily Balancer is designed to balance the nutrients typically low in hay, haylage or pasture. It has no added iron, which is often over-supplied in forage-based diets.

• Spillers Lite + Lean Balancer is high in amino acids, including extra lysine, methionine and threonine to help support lean

•

•

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muscle and topline. It also contains cinnamon, FOS and magnesium to support weight loss and a healthy metabolism and is suitable for those prone to laminitis.

Spillers Original Multi Balancer is rich in amino acids including lysine and methionine to support muscle development and topline. It is high in antioxidants, while probiotic live yeast and prebiotic MOS support digestive health.

Spillers Gro N’ Win Stud Balancer has optimum levels of amino acids including lysine, methionine and threonine to support safe, even growth and muscle development. It also has probiotic live yeast to support digestive health and a high level of vitamin E to support muscle and immune health.

Spillers Pro Performance Balancer is designed to enhance performance diets and provides triple digestive support.

Antioxidants, including vitamins E and C, support muscle, immune and respiratory health, while probiotic live yeast and prebiotic MOS and FOS support digestive health.

Spillers Supple + Senior Balancer supports digestion, comfort and movement in older horses. It is high in antioxidants to support immune health and has probiotics and prebiotics for digestive health. It also contains a high level of glucosamine at 7.5g, 10g of MSM and 750mg of omega 3 per 500g serving, to support joint health.

Discounts on newly acquired calmer Nettex, a division of Rumenco, has acquired Natural Vet Nutrition. The deal adds the equine calmer eCalm to Nettex’s product list. eCalm is a non-magnesium calmer with trials published in Veterinary Times.

It’s said to have a prebiotic like functionality which influences the horse’s natural gut microbiome to support calmness and well-being. It also supports gut function and a healthy skin and coat. eCalm has an RRP of £37.99 per 1kg tub, lasting approximately 50 days for the average 500kg horse.

A trade discount of 10% off for purchases of one to three units, or 20% off for purchases of four units or 18 | EQUESTRIAN TRADE NEWS OCTOBER 2020

more, is available via wholesaler Trilanco until 6 November 2020.

Under a consumer promotion, new users can trial eCalm with a 10% discount (on RRP) on a single purchase of the 1kg tub. And to reward existing users, there’s a 20% discount (on RRP) on purchases of four or more tubs in one transaction.

Nettex is providing retailers with promotional PoS material and a digital toolkit.

As well as eCalm, Nettex has range of magnesium and non-magnesium based calmers presented as pastes or powders.

WWW.EQUESTRIANTRADENEWS.COM

Naturally Nutritious

Naturally nutritious, providing a source of highly digestible fibre with no added sugar. Pure Grass is British grown, naturally sweet and can be used as part of the bucket feed or as a forage replacer providing more chew-time for health and well-being.

100% British Grass • More Chew-Time • High Fibre

ETN | SUPPLEMENTS AND BALANCERS

Proud to be British

Horslyx’ lick-based balancers are developed, tested and made in the UK. The brand says it’s proud to support British jobs and the economy, and to have a clear overview of the provenance of its raw materials.

Horslyx was founded in 1997 and today its palatable licks are still made at the same Solway Mills site in Silloth, Cumbria.

Horslyx Original, the brand’s first product, has since been joined by innovative balancers designed to support respiratory and digestive health.

In 2005, a new area of the Solway Mills factory was added to enable Mini Horslyx to be manufactured. These smaller versions can be offered as a treat during training or make a good distraction while clipping.

“Manufacturing here in the UK means we provide jobs for local people and help more money flow into the local economy,” says Horslyx general manager Fiona Nellis.

“We also keep a very close eye on our manufacturing process to ensure compliance with the BETA NOPS (naturally occurring prohibited substances) code. Manufacturing on site here in the UK helps us guarantee traceability and quality levels and means customers can use our products for horses competing under all racing and FEI rules.”

Horslyx balancers contain vitamins, minerals and trace elements in a lick to enable equines to self-regulate intake depending on need. They’re designed to complement a forage-based diet.

FOR SENSITIVE TUMMIES

Dodson & Horrell’s Digestive Support is useful for horses and ponies with sensitive digestive systems.

It’s especially helpful for horses undergoing a change in diet or who need a helping hand during travelling or periods of change or competition.

Live Actisaf yeast probiotic supports hindgut health and fibre fermentation; while prebiotics help support a normal balance of micro-organisms within the digestive system.

Psyllium seed helps encourage regular and healthy digestive transit, while mint and fenugreek provide herbal support for normal digestive function.

The RRP is £17 for 1.5kg.

The cornerstone of health

The gut is the cornerstone of equine health and vitality. In The Pink Powder from NAF is a concentrated feed supplement for perfect condition.

It’s one of the most advanced nutritional preparations available to improve the diet of sport and leisure horses.

In The Pink Powder uses live yeasts and probiotics designed to optimise gut function and the natural digestive process. This enables the horse to use his diet fully to maintain perfect condition and support performance.

It also contains vitamins, minerals and micronutrients. The RRP is from £21.99 for 700g.

20 | EQUESTRIAN TRADE NEWS OCTOBER 2020

OPTIMUM CHOICE FOR ALL

NAF’s Five Star Optimum Concentrated Feed Balancer optimises every horse’s daily diet.

And the great news for retailers is that its formula is suitable for every horse, from family pony to performance athlete.

Optimum comes in a palatable pellet to complement either a high fibre, low concentrate or performance diet and optimise the nutritional value of every daily feed ration.

When a daily feed is not necessary, Optimum can be given on its own. Each pellet contains key ingredients to optimise gut function.

The RRP is from £29.99 for 3.7kg

Top performers

Dengie Performance+ Balancer is a low sugar and starch balancer for horses in work, training, travelling and competing.

It’s also suitable for those with increased nutrient requirements such as veterans, breeding or youngstock.

The molasses free formulation includes glucosamine for joint support, B vitamins for energy metabolism and hoof health, prebiotics for digestive support and linseed for condition and coat shine.

The RRP is £30.41 for 15kg.

Broad spectrum supplement

Dengie Performance Vits & Mins is a broad-spectrum vitamin and mineral supplement for working horses and ponies or those with increased nutritional requirements such as veterans.

It contains generous levels of vitamin E and selenium, two nutrients integral to the body’s antioxidant defence system, plus B vitamins.

Live yeast is included to help maintain a healthy hind gut and aid fibre digestion. Vanilla flavouring enhances palatability.

Available in 2kg or 10kg tubs at RRPs of £20.36 (2kg) and £74.69 (10kg).

TURMERIC IN A TUB

TurmerAid from The Golden Paste Company includes turmeric (with 5.1% curcumin), linseed oil, black pepper, apple cider vinegar and yucca.

It offers additional support in cold weather to maintain healthy joints, while supporting the body’s natural inflammation process.

TurmerAid also aids digestion and promotes a healthy skin and coat.

The RRP is £19.99 for a 2kg tub.

WWW.EQUESTRIANTRADENEWS.COM

THE ULTIMATE BALANCER ULTIMATE BALANCER Concentrated source of vitamins and minerals with additional health support supplements for all horses and ponies Low Calorie

Digestive Support

Hoof Support

Recovery & Immune Support

To stock call 01832 737300 option 1 or email orders@dodsonandhorrell.com

www dodsonandhorrell com

ETN | SUPPLEMENTS AND BALANCERS

On the right track

The horse’s diet should be forage based with balancers making the ideal complement. Blue Chip Feeds has taken things one step further by working with an equine charity on a track system which aims to mimic a natural equine existence.

The track system at Guilford, Surrey based Mane Chance has a layout similar to an athletics stadium. Each field has two or three circular tracks around a central area.

Each track can be up to a mile long.

Fencing is electrified and supported by wooden posts; a gate system (electrified with handles) gives access to the horses and allows them to be moved between tracks.

Each track is approximately 11 metres wide. Although the horses live in friend and family groups, this gives enough space for them to move away from one another if they need to.

Shelter is provided on each track, either from a large tree or mobile field shelter.

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Management and benefits

• Gentle exercise is encouraged by having the water trough positioned some

•

distance around the track from where hay is fed.

Access to grass can be managed according to needs. The elderly thoroughbreds who can never have too many calories, are known as the ‘preeaters’ at Mane Chance. They go onto fresh grass first to graze it down go, then they’re moved to another track while the ‘weight watchers’ follow them onto the now vacated, well-nibbled track.

The process is repeated throughout the growing season When the grass on a track becomes sparse, the track alongside it is opened so that the horses can graze in and out of different lanes.

For safety reasons, loops, or combinations of loops, must always be continuous, with no dead ends.

A new horse can safely be integrated

into a herd by initially grazing him on an adjacent track.

• In winter, horses can be fed hay in the central portion of the fields while the tracks are harrowed and rested.

Great for weight watchers…

By sowing low calorie grass, Mane Chance has created special grazing for its Shetland herd, horses prone to laminitis and those with EMS (equine metabolic syndrome).

These areas are enhanced with trees, shrubs and heathers among which the ponies can safely forage.

The charity also has a ‘lami–track’ with low calorie grass cover and surfaces beneficial to hoof health. This allows those prone to or recovering from laminitis to remain in a natural grazing environment with their friends, instead of being isolated in a stable.

Keep moving this winter

All in one turmeric pellet Turmeric Linseed Oil Black Pepper Apple Cider Vinegar and Yucca

TM

www goldenpastecompany com 01423 503319 info@goldenpastecompany.com

CPD FEATURE | ETN ETN’s series of CPD features helps RAMAs (Registered Animal Medicines Advisors/SQPs) earn the CPD (continuing professional development) points they need. The features are accredited by AMTRA, and highlight some of the most important subject areas for RAMAs/SQPs specialising in equine and companion animal medicine.

AMTRA is required by the Veterinary Medicines Regulations to ensure its RAMAs/SQPs undertake CPD. All RAMAs/SQPs must earn a certain number of CPD points in a given period of time in order to retain their qualification. RAMAs/SQPs who read this feature and submit correct answers to the questions below will receive two CPD points. For more about AMTRA and becoming a RAMA/SQP, visit www.amtra.org.uk

Getting the best from feed balancers

By Anna Welch BVSc, BSc, MRCVS. Veterinary Nutrition Director, TopSpec

There is no doubt that the use of an appropriate feed balancer will be beneficial to most horses and ponies, in many different situations. Consequently, feed balancers are widely recommended by nutritionists, vets, researchers and other professionals.

When a feed balancer is used correctly, the results speak for themselves, which also leads to many recommendations being made by word of mouth between horse owners.

Reputable feed companies offer support from experienced nutritionists and sales representatives; you will also be a valued advisor to many of your customers. Therefore, it is helpful for you to have a good knowledge of the products you are selling and how to get the best from them.

horse that is prone to ‘fizzy’ behaviour or if they need a low-sugar/ starch regime for other reasons.

Even when feed requirements may be high, e.g. for hardworking horses and/or during winter, it is important that a horse’s meal size does not become too large. The maximum amount that should be offered in any one feed is 400g per 100kg ideal bodyweight, meaning that a 500kg horse should usually receive no more than 2kg (as fed). As an example, one level Stubbs Scoop holds approximately 2kg of a cubed product.

THE BEST WAY TO FEED

An important starting point for getting the best from any horse feed is to have an understanding of the horse’s digestive system.

Feeding ad-lib suitable forage, and as little hard feed as is necessary, will help to keep a horse’s digestive system healthy and functioning optimally.

It makes sense to maximise access to grazing when it is available, as it is the best value forage source. However, grass quality is low at this time of year compared to spring, and conserved forage (hay/haylage) will usually be necessary.

Offering the best quality conserved forage an owner can buy will help to minimise the amount of hard feed needed for maintenance, work and condition. However, hay with a lower nutritional value (e.g. late-cut meadow hay) may be necessary for a

The maximum meal size for a 500kg horse is 2kg, which equates to approximately one level Stubbs scoop of a cubed product

An example of the amount of feed balancer needed per day, for a 600kg horse

Feeding in sympathy with the horse’s digestive system, by offering plenty of forage and avoiding large (particularly highstarch) feeds will increase its efficiency. This not only helps to avoid wasting money spent on feed but can reduce the risk of several

Grazing is the best value forage source. However, grass quality is low at this time of year.

WWW.EQUESTRIANTRADENEWS.COM

EQUESTRIAN TRADE NEWS OCTOBER 2020 | 23

ETN | CPD FEATURE problems including gastric ulcers, loose droppings, colic, laminitis, ‘fizzy’ behaviour, DOD, ‘tying-up’ and stereotypical behaviour.

WHAT MAKES A GOOD FEED BALANCER?

TopSpec UlsaKind Cubes • • • •

•

£2

Helps to maintain healthy digestive comfort Helps to maintain the natural integrity of the stomach lining from acid attack Very rich in B-glucansTOPSPEC High levels of calcium, including slow releasing calcium (Ca++) with many resulting benefits Contains many scientifically proven ingredients

off*

TopSpec UlsaKind Cubes are formulated to be highly sympathetic to the equine digestive system, even when it is compromised by extreme acidity.

The formula is very low in starch (UltraLowStarchAnalysis) and sugar and high in fibre but still has a conditioning index of 12MJ/kg making these cubes both ‘Non-Heating’ and conditioning.

®

CREATED WITHOUT COMPROMISE by experienced equine nutritionists

Multiple Award Winner for ‘Excellence in Nutritional Advice and Customer Service’

01845 565 030 (062) 85401 www topspec com Collect

®

Tokens

for product and merchandise

#FedonTopSpec

Redeem your TopSpec tokens at wwwtopspeccom/tokens

*Available from participating retailers throughout

October and November, whilst promotional stocks last.

24 | EQUESTRIAN TRADEand NEWS OCTOBER 2020 Normal RRP £13.95

The best feed balancers can be judged by the quality of the raw materials used and the expertise with which they have been formulated. This will be reflected in the health, welfare and performance of the horses and ponies that they are fed to.

A feed balancer is an exceptionally concentrated horse feed which supplies protein (amino acids), vitamins, minerals, trace elements, yeast products and other micronutrients. Feed balancers are designed to balance forage, and other un-supplemented or poorly-supplemented feed, whilst keeping meal sizes small.

There is an array of different products available claiming to function as a ‘feed balancer,’ so it can lead to confusion for your customers. Some are only ‘top-dressings’ for compound feed and cannot be fed without them. Others have an incredibly low feeding rate and therefore supply an insignificant amount of protein; these products are nearer to a supplement than a feed balancer.

Even some yeast-based supplements are termed a ‘balancer’ because of the role that they play in balancing the microflora in the horse’s hindgut. However, they do not contain vitamins and minerals or balance the diet for protein, and therefore, should not be considered true feed balancers.

A top specification feed balancer is one that combines the benefits of balancing the horse’s diet superbly with respect to protein, vitamins, minerals and trace elements, with the advantages of optimising the balance of microflora in the gut. Products like this are truly feed balancers in every sense of the word.

HOW DOES A TOP-SPECIFICATION FEED BALANCER HELP YOUR CUSTOMERS?

One of the benefits of using such a nutrient-dense product is that it allows a horse to eat more forage by decreasing hard feed size.

For horses that require weight gain and/or those that are asked to perform at a high level, a conditioning feed balancer provides the ideal base for their hard feed. You should look beyond the low feeding rate, and limited Digestible Energy (DE) that is supplied as a result, to fully understand why some feed balancers are certainly conditioning.

The role of protein plays an important part in this and is involved in promoting muscle development and topline, as well as many other structures and thousands of functions within the body. Be aware that the percentage of crude protein stated on the feed label or sack does not reflect the ability of the product to promote topline. The quality of the protein (which affects the level of essential amino acids supplied) has a significant impact.

To see the greatest benefits to muscle development and topline, use a feed balancer with a high percentage of protein (approximately 25%) with good quality protein sources high up on its ingredient list. The best vegetable protein source available for horses is soya, followed by linseed. Sunflower is used in some balancers, but the protein quality is poor. Trying to balance the use of poor-quality protein by adding synthetic amino acids is not as effective as using the more expensive high-quality protein ingredients.

For horses that do not require weight gain, a low-calorie or ‘lite’ feed balancer is one of the only ways to ensure they receive a fully balanced diet without promoting condition. Many good doers are unable to consume the recommended level of even a low-calorie compound feed (e.g. cool cubes or pony nuts).

A top specification feed balancer (whether conditioning or non-conditioning) will supply both general purpose and specialised supplements, which can include those for hooves, coat, skin, bone, muscle, blood, joints, the immune-system and the digestive system. The use of one fully balanced product (rather than multiple separate supplements) avoids unbalanced or oversupplementation, and provides excellent value for money.

WWW.EQUESTRIANTRADENEWS.COM

CPD FEATURE | ETN I would encourage your customers to look at their total feed costs over several months rather than the price per bag of feed.

A feed balancer is likely to cost more compared to a sack of compound feed or straights, but by reducing feed requirements and eliminating the need for many additional supplements, there are significant savings to be made.

HOW TO USE A FEED BALANCER

The recommended feeding rate of a feed balancer will vary according to the product used. For many, it is 100g per 100kg ideal bodyweight per day but there are balancers with a higher daily feeding rate, such as those designed for stud/breeding stock.

Like all feeds, balancers should be introduced to a regime gradually, over at least four days. The total amount should be divided between the daily feeds, but it may be possible to feed only once daily (for example, a good doer needing very little additional feed alongside their balancer).

To get the best from a feed balancer, the recommended amount should be given daily. Firstly, to meet the daily requirement for the nutrients supplied and secondly, because consistent feeding helps to promote a healthy digestive system.

HOW TO STORE A FEED BALANCER

Feed balancers should leave their site of manufacture in pristine condition, in packaging that will keep them as fresh as possible up to their Best Before Date (BBD). They should be kept in cool, dry conditions both in store and on the yard. If the product is stored incorrectly i.e. in damp conditions or at a high temperature, it will encourage problems such as mould development.

All feed, including feed balancers, should be stored in their sack rather than tipped out into a bin. The sack should be placed in a vermin-proof, air-tight, cool, dry container (for example, a metal bin with a lid). The sack should be kept airtight; each time the sack is opened the top should be tightly closed, with a heavy object (e.g. a clean brick) put on top before replacing the lid of the container.

All products should be used before their best before date, which will be printed on the white label or sack. You should discourage your customers from purchasing more food than they can store correctly and use within three months. Feed balancers should not be fed after the BBD.

SUMMARY

• Horses have evolved to thrive on a high-fibre diet, so they do best when offered ample forage and only small hard feeds.

• A feed balancer provides the ideal basis for the diet, as it is a very nutrient-dense feed with a low feeding rate.

• Helping customers to select the most appropriate feed balancer, and then feed and store it correctly, will allow the best results to be seen.

• Look to feed balancers with high quality ingredients and appropriate supplementation.

• The ideal regime for your customer’s horse usually works out to be the most cost-effective, particularly when looking at total feed costs over several months.

About the author: TopSpec can be contacted, free of charge, on their BETA Multiple Award-Winning-Helpline Tel: 01845-565030

RAMA CPD (NUTRITION) QUIZ

SELECT YOUR ANSWERS AND TICK THE BOXES

1. What is the maximum meal size (as fed) 6. Which feed balancers are commonly fed at more than 100g/100kg ideal for a 600kg horse? bodyweight/day? a. 2kg b. 2.4kg c. 2.6kg d. 3kg a. Stud and racing feed balancers 2. What will help to minimise hard feed b. ‘Lite’ feed balancers requirements? c. ‘Gut’ balancers a. Feeding high quality hay d. None of the above b. Maximising winter grazing c. Introducing a conditioning feed 7. Which protein source should be balancer highest on the ingredient list in a good, d. a + c conditioning feed balancer? e. a + b + c a. Sunflower b. Peas c. Linseed 3. Which of the following will a feed d. Soya balancer NOT provide high levels of? b. Trace elements a. Protein 8. Which storage condition is undesirable c. Vitamins d. Fibre for a feed balancer?

Dry Cool Damp Air tight 4. Which of the following will save your customer money when using a feed 9. Over what period of time should your balancer? customer introduce a feed balancer in a. Their horse’s feed requirements to their horse’s diet? will reduce a. It can be introduced immediately b. The need for additional b. 1 month supplementation can be eliminated c. At least 4 days c. Unbalanced or over- d. 2 months supplementation will be avoided d. All of the above Full name 5. Many feed balancers are fed at a rate of 100g/100kg ideal bodyweight/day.

Company name/ When using one of these balancers address how much would you recommend a Email customer feeds to a 350kg pony? a. 300g b. 350g c. 400g Telephone number d. 450g WWW.EQUESTRIANTRADENEWS.COM

RAMA CPD Questions October 2020 ETN

10. To get the best from a feed balancer the recommended amount should be fed….. a. Daily b. After exercise c. With chop d. Every other day

OCTOBER 2020 2 CPD POINTS

FIND IT ONLINE: ETN’s CPD features are also available at www. equestriantradenews.com If you submit answers to the quiz on-line, please do not submit them by filling out the printed form as well - and vice versa.

Send your completed answers to: ETN/CPD Feature, Equestrian Trade News, East Wing, Stockeld Park, Wetherby, West Yorks, LS22 4AW.

AMTRA number

EQUESTRIAN TRADE NEWS OCTOBER 2020 | 25

ETN | SUPPLEMENTS AND BALANCERS

Story of a supplement NAF reveals what happens before a new supplement hits retailers’ shelves.

Have you ever wondered what goes into product development before your area sales manager walks in and excitedly announces: “We’ve got something new to show you…”

According to some sources, ‘anything goes’ when producing a new supplement.

In fact, if it’s to be produced legally and conscientiously, there may be two, three or more years’ work before the product arrives in store.

As thoughts turn to the challenges of increased stabling hours, we’ve chosen Respirator and Respirator Boost to highlight the work of NAF’s research and development team.

It’s vital to our business - and yours that NAF continues to innovate, producing evidence-based supplements to meet the needs of the modern equestrian. Our development work is on-going.

First ideas

Any new product starts with an idea that there is a requirement for it; and ideas come from a variety of sources.

Our fabulous team of area sales managers not only know the market, but also know horses. When our sales managers recognise an opportunity, they feed it back to head office.

Our technical teams, headed by Nick Larkins BVSc, DSc, MRCVS and Kate Hore RNutr (Animal), R.Anim.Technol (Certified), keep up-to-date with latest research.

Kate Hore with NAF’s BETA International Innovation Award, which she won for research behind new and improved Magic.

Therefore, first ideas may come from incorporating new findings into product development where possible.

Of course, new ideas don’t have to be internal. We welcome your input too. If you have an idea or spot a gap in the market, please do have a chat with your area sales manager or contact NAF directly.

The idea for Respirator sprang from a review of existing products and a recognition that by bringing in new research, we could improve on what we currently have.

For Respirator Boost, the first idea came from horse owners and their desire for a particularly fast-acting product, effective as soon as they need it to be.

Formulation

Once we have our aim, we start work on a proposed formulation. It may be a development from an existing formulation, or ground-up new work, depending on the product.

It’s important that the formulation is not only effective, but legal. Legally the word ‘supplement’ doesn’t actually exist;

26 | EQUESTRIAN TRADE NEWS OCTOBER 2020

instead, they are classed as types of feed.

Therefore, all the laws covering feed production, starting with, but not limited to, EU Regulation 767/2009 on marketing feed, apply equally to the pots and bottles on shelf, as they do to the bags in your feed store.

In terms of formulation, these laws inform product development as we must ensure the ingredients are all safe and approved for use, fitting into either the ‘Catalogue of Feed Materials’ (see ‘Composition’ on labels) or the EU Register of Feed Additives (under ‘Additives’ on labels).

When using Additives we need to ensure that not only is it listed, but it is approved for the animal we want to use it on, and the levels meet any legally set maximum or minimum inclusion rates.

For example, the probiotic yeast Saccharomyces cerevisiae is approved for use in horses as a ‘Digestibility enhancer’, and its benefit to gut function is well known. The legal registration is based on its efficacy data, and the law requires that an effective level is added as a minimum.

WWW.EQUESTRIANTRADENEWS.COM

SUPPLEMENTS AND BALANCERS | ETN Therefore, if you see much higher rates advertised, consider the phrase ‘less is more’. Data does not exist to say a dose response is seen with higher rates, so as long as the effective level is used – and that is set by law – then the probiotic element of the product is at an effective level.

Brexit

We will shortly be leaving the European Union. However, EU laws will still apply, for two reasons.

Firstly, it is our understanding that EU law will be adopted as UK law, and therefore the same still applies to new products in the UK. Secondly, export to Europe is an important part of many manufacturers’ businesses. Certainly, here at NAF, it represents significant and growing sales. Therefore, any new product must also be suitable for sale to Europe, as well as within the UK.

Competition suitable

If our new product involves new ingredients, then we also need to ensure that not only are they are legal to use, but also check that they are suitable under FEI guidelines and for our BETA NOPS accredited production.

Occasionally, a potential new ingredient, particularly a herb, has to be disregarded.

Careful risk assessment is required; while the herb itself may not be on the FEI Equine Prohibited Substances List, one of its complex metabolites may be.

Trials

Once we have our new formulation, then a range of trials begins. These include technical trials, such as stability and solubility for liquids, done by our experienced laboratory staff headed up by Dr Matt Hayward.

Palatability trials are another important step, for either NAF or our small animal Natural VetCare brand – where cats can be particularly challenging! Once we are happy with these basics, we progress to efficacy trials. Here at NAF, all our products are trialled before launch.

Supplements, like all feed, are legally prohibited from making any medicinal claims about their product – even if those claims are based on well researched, published data. The authorities simply take the stance that the products are feed and therefore cannot change any disease status – regardless of evidence.

This is EU and UK law, and in the UK is governed by your local Trading Standards and the VMD (Veterinary Medicines Directorate), a Government authority.

We run trials ranging from full clinical trials, independently run at a research station, to in-house field trials. Here in the UK, we have some great researchers working in equine science at our academic

WWW.EQUESTRIANTRADENEWS.COM

We value the feedback of real riders, professional and amateur alike.

institutions and we are keen to work closely with the best in the business.

For example, we support an annual postgraduate studentship at RAU, Cirencester, which benefits both the university and ourselves. Our fabulous New Magic trial was run under that scheme.

The type of trial depends on the product, what it’s designed to do, and its market potential.

Even in-house trials, if they are well designed and well run, can have scientific credibility resulting in peer reviewed, published work. However, for the reasons stated above, those papers cannot be seen alongside the product.

Respirator and Respirator Boost both underwent full independent trials.

Respirator was trialled at the, very sadly now closed, Animal Health Trust; while

as our products are marketed legally, those trial results cannot be used publicly; but rest assured, they are going on behind the scenes.

Most important are real rider trials. Here at NAF, we have a great relationship with our loyal customers, and we know they will always tell us exactly what they think!

Feedback from horse owners, whatever their level, is vitally important; we really value their input.

Our extensive trialling gives our team confidence in our new products, which we’re sure you see in our area sales managers when they are buzzing to introduce a new product to you.

Getting it right

Often, years of research goes into developing and launching an exciting new supplement to the NAF portfolio.

And you can trust us to get it right for you, the stockist, your customers and, most importantly, our horses, dogs and cats who benefit.

Alan Davies and Valegro.

Clinical trials underway on New Magic.

NAF works with the best academic institutions

Respirator Boost was trialled at Vienna University.

Both trials used known RAO [recurrent airway obstruction] animals, and results showed significant benefits. Unfortunately,

EQUESTRIAN TRADE NEWS OCTOBER 2020 | 27

ETN | SPECIAL REPORT

Custom-made in Cumbria

James Todhunter, Commercial Director at Yaris Equestrian

Yaris Equestrian manufactures bespoke horse wear, rider clothing and stable apparel. ETN finds out from commercial director James Todhunter why the idea is catching on with competitors.

ETN: Yaris Equestrian was founded by your father Ray Todhunter and showjumper Simon Buckley. How did that happen?

James Todhunter: My father Ray had joined J W Wilkinson & Sons as a supervisor in his late 30s. He went on to become the company’s managing director and owner.

J W Wilkinson & Sons had been making horse rugs [notably the Kingshead brand] for around 200 years and had a Royal Appointment. At its height, the company supplied 130 retailers across the UK and Europe.

Ray retired at 65 and sold J W Wilkinson & Sons. Sadly, the buyer ran into difficulties and the business ceased trading soon after.

Many former customers asked Ray to come out of retirement; one of their number was Simon Buckley So in 2013, Simon and Ray formed Yaris Equestrian (Si and Ray backwards spells Yaris). They developed a range of horse wear and stable apparel, while also

supplying some former customers on a wholesale and white label [own brand] basis.

By 2018, I [James] had joined the company and acquired Simon’s shares; he’d realised he was happier in the saddle than at a desk. We now have two brands, Yaris Equestrian and Yaris Racing.

What happens next?

We’re proud to be manufacturing in the UK. Now the challenge is to scale up and compete with the imports.

We also need to tell more people about the fantastic, high-quality products we make. There’s no point being the best horse wear manufacturer no-one’s ever heard of.

Why is the making of bespoke products important to Yaris Equestrian?

Customised products allow a sponsor or rider to advertise themselves via their gear.

Equestrian sport is mainly an individual one,

yet many competitors also have coaching or breeding businesses. Therefore, it’s really important that they promote themselves, rather than wearing a mass-produced product from a global name.

What’s your best-selling product?

All of our competition items - show rugs, saddle pads and stable drapes – are really popular. We’ve made some incredible printed drapes. There’s no way you can miss these in the show stables!

Our rider clothing range is growing too.

We believe competitors, at all levels, can gain a competitive edge by looking their absolute best. It gives them the confidence to perform to the maximum of their ability.

Bespoke products enable riders to be their own brand.

What are your plans for the future?

After the [Covid-19] challenges of 2020, we’re looking to step it up another level with our own range of rider clothing. We have several new products to bring to the market too; we can’t wait to get them out there.

The team at J W Wilkinson Ltd. Three members of this team, Gillian Bennett, Gladys Ford and Liz Nicholl still work for Yaris Equestrian today

28 | EQUESTRIAN TRADE NEWS OCTOBER 2020

“Bespoke products enable riders to be their own brand.”

WWW.EQUESTRIANTRADENEWS.COM

ETN REPORTING | ETN

TURNING BACK THE PAGES…

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

In October 2015, ETN reported:

FIVE YEARS AGO...

In October 2010, ETN reported:

TEN YEARS AGO...

l Mountain Horse took over the distribution of its own products in the UK and Ireland. For the previous 22 years, Horsemasters Distribution had handled import and supply of the Swedish clothing label to the British and Irish trade. Lucy Ward had run Horsemasters Distribution since its founder, her husband Nick Ward, died suddenly in 2003. l E-commerce experts Citrus Lime moved into new headquarters in Ulverston in the Lake District. Their new address was Lantern House, an iconic landmark in the area. l Mars Horsecare called a halt on its T.E.N. supplements brand.

Launched in March 2013, the range of 30 products had been sold directly to consumers via the internet. “We’re reallocating the investment and knowledge of the digital world to our Spillers brand,” said Mars Horsecare managing director Jeremy Brereton. l ETN revealed that Mark Norgaard, Europe manager of Kastel Denmark, was leading a double life. Under his stage name Mark Rhodes, he was the lead singer in a band called SengePolitiet that had reached number three in the Danish charts. The following year, Mark was persuaded to sing on the fashion show stage at BETA International.

l Two of Britain’s biggest saddlery retailers came under the same ownership when Speedgate Enterprises acquired Frogpool Manor. David Dyer, who founded Frogpool Manor in 1979 as a small tackshop on his wife’s livery yard, told ETN he planned to concentrate on saddle fitting. l The owner of country and equestrian clothing brand Sherwood Forest acquired the licence to manufacture and distribute Puffa under the Puffa Countrysports label. A capsule collection was to be introduced at BETA International 2011. l In jobs news, Darren Mottershead, now BETA International sales manager, joined NAF as area sales manager for the north-east. Online retailer EquestrianClearance recruited Paul Morgan who’d been with Derby House and Carr & Day & Martin. And Alice Barnard became chief executive of the Countryside Alliance. l Gallop Equestrian was accepted by the BETA Council as a member of the trade association.

In October 2000, ETN reported:

In October 1990, ETN reported:

20 YEARS AGO...

l Kickon – which styled itself “the ultimate equestrian website” – called a creditors’ meeting.

The Sunday Express reported that the company behind it, which named former event rider Ginny Elliott among its directors, to the be “on the verge of liquidation.” Kickon had signed up a number of big-name columnists such as Nick Skelton, Henry Cecil and Mark Todd. l Norma Smithson retired from Finest Brands International (FBI) after nine years. Norma had joined FBI when it was founded in 1991 by Paul Ziff, formerly of Stylo. She initially worked in sales, then became the company’s hat fitting consultant, advising riders across the UK from Pony Club rallies to Badminton. l Electric fencing suppliers Bramley & Wellesley went into liquidation with debts of more than £0.75 million. 70 jobs were lost at the Gloucestershire company whose equestrian lines included Flexifence fencing kits. l The British Equine Event, which in 1999 had attracted 15,000 visitors to Stoneleigh, announced a new media partner – Your Horse magazine. l Stubben UK ran a series of advertisements reminding British consumers that their saddle prices were much reduced due to the strong pound. They referenced that fellow German brand Mercedes was likewise able to slash 20% off the cost of its cars.

WWW.EQUESTRIANTRADENEWS.COM

30 YEARS AGO...

l Buxactic, run by Paul Brooker, was appointed sole UK agent for lorinery products by Herm Sprenger of Germany. l Baileys Horse Feeds reported taking many calls from horse owners about the ongoing BSE or ‘mad cow disease’ scare. Their nutritionists reassured consumers by explaining that Baileys didn’t use animal by-products in its products. l “Cliff gets his man,” ran the ETN headline… While staying in a Cologne hotel during Spoga, Cliff Kirby-Tibbits of saddlemakers Jabez Cliff awoke to find a man in his room helping himself to Cliff’s cash, credit cards and camera. As the thief made his escape, he was pursued down the stairs and into the foyer by Cliff who was still wearing his pyjamas. Luckily the police arrived. l Capt Mark Phillips lent his name to Barbour’s new equestrian jacket. With extra long sleeves and a fold-away front apron to keep the saddle dry, the RRP was £130.

EQUESTRIAN TRADE NEWS OCTOBER 2020 | 29

ETN | BETTER BUSINESS

Motivation for you and your teams Re-engaging yourself and your teams may be challenging. Coronavirus has touched us all, but in different ways. We may feel that as businesses we don’t have a choice in how we manage in the coming months – but far from it. There are some real opportunities ahead, says Ruth Denwood.

M

otivating ourselves and our teams is key to success as we move forwards towards the fourth quarter of our trading year. We could be pre-occupied with what has happened over the last six months, or we could take steps to focus on the next six months; and as leaders and business owners, we need to lead the way.

GREAT WORKPLACES

START WITH YOU

There is an old saying, ‘you cannot pour from an empty cup’ which means look after yourself first and then you will be able to look after others. Try this exercise which may help to clear the fog and give you greater focus to start this journey and make you feel reenergised.

Take a moment to consider what makes you feel good about yourself. Recall a time in life when everything was ‘just right’. It may be a time at work or in your personal life. Revisit the moment, the event or the phase of your life.

Now write down the words, phrases or images that come to mind.

When you have finished, circle the words that define your values.

These will be the words that show your standards and qualities.

This tells us a lot about what makes us ‘tick’. However, we cannot assume that everyone works in the way that we do.

RE-ENGAGE THE PEOPLE AROUND YOU

There are some opportunities that come from a huge change like this global pandemic and for business owners, it is important that we stop and take stock. Consider how your work colleagues see you at this time of unprecedented uncertainty. Are you demonstrating in your words and actions what you would like to see in others? When people are under pressure, they scrutinise the actions of their colleagues and leaders more carefully and so this is a chance to be more visual on the shop floor, to ask opinions, listen, take on board comments and give feedback on their ideas and show you really care.

There are some things we can be sure of and we know motivate those who work with us.

30 | EQUESTRIAN TRADE NEWS OCTOBER 2020

GOALS

HAPPY

People like to work in a place that they feel comfortable

People will work harder if they feel they are doing a good job and they know how to get better

People will work harder if they are happy and will give that little bit more!

What does this mean for you?

Comfortable with the new social distancing?

Comfortable with their new roles?

Happy to be back at work?

Have you asked them how they feel?

What could you do to make them more comfortable?

What are they responsible for? Is this clear in the new post Covid world?

Could you or the team make it better?

Do they know what the vision is?

Are there clear goals?

What do your colleagues do well?

Do they know how to make it even better?

Do you ask for their ideas and let them try?

Do you spend more time praising than you do telling or criticising?

Make work fun.

How do you reward energy, ideas and extra effort?

Don’t punish failure-discuss what was learnt and how that helps in the future.

As a business leader you need to show that you are making business fun. This is a time to lead by example Celebrate the little things and the bigger issues become smaller.

If you want to see your team really engaged, motivated and ready to take on more, remember, it is vital that as business owners or business leaders we lead the way, clearly showing what the opportunities are and encourage others to follow. The opportunities are there. We just need to find them… together.

About the author: Ruth Denwood has 25 years’ experience in leadership development and executive coaching. Clients of her consultancy include Specsavers, Vets4Pets, Royal Mail and the Coop. Ruth says: “I feel very lucky to be able to step into other peoples’ worlds and to be able to share a wider perspective or challenge them to think in a different way.”

WWW.EQUESTRIANTRADENEWS.COM

BETTER BUSINESS | ETN

It’s not what you know…

Building relationships is key to developing your business, says Jacqueline Garner.

SOLELY SOCIAL MEDIA?

In the era of social media, many companies believe they can promote their business solely across digital platforms. While this is undoubtedly the fastest growing marketing medium, it’s a mistake to rely on this alone.

Establishing connections with key individuals and organisations within the industry is still essential to the success of your business.

The right marketing team will already know where and who to go to gain maximum exposure for your brand, whatever your marketing budget.

When a client begins working with an agency, they are not only buying into the agency’s expertise, they also procure their contacts which have been built up over many years.

Successful companies have embraced social media but at the same time they haven’t forgotten the need for traditional marketing strategies.

JIGSAW PUZZLE

F

inding the right team to market your brand is essential to help your business grow and expand.

Out-sourcing this service is a great way to add new energy to your team with new ideas and a fresh way of thinking. However, it’s crucial to find a team that is as passionate about your brand as you are.

Building strong relationships is a key skill of any marketing company, whether that’s with you, the client, or with contacts to maximise opportunities to promote your brand.

The right person for the job needs a sound understanding of your products to market them successfully, particularly if you operate in a niche industry such as the equestrian market.

Good communication between both parties is vital to an effective relationship. It’s impossible to market a company or brand without considerable input from the client themselves.

HAVING THE VISION

The early stage of any new project is when a marketing agency gains a feel for the brand and its ethos. This then develops into a vision to drive your business forward.

Every relationship needs to be built on mutual respect that allows for open discussion and the confidence to speak up when necessary. Only by enabling this can the right decisions be made for the good of the business.

A company’s track record of long-term relationships with clients reflects its ability to go above and beyond, to live and breathe your business as if it was its own. It’s this investment of time and energy that will see your business flourish.

WWW.EQUESTRIANTRADENEWS.COM

Working together with a good marketing team helps pull all the pieces of the jigsaw puzzle together. The aim is to combine the most up-to-date social media trends with tried and tested marketing know-how, along with the valuable contacts required to make sure your message gets to the right audience.

To work effectively as a team, it’s imperative that everyone pulls together with a positive outlook, particularly when times get tough.

As many businesses face an uncertain future due to the consequences of Covid-19, it’s never been more important to have the right team on your side.

“It’s imperative that everyone pulls together with a positive outlook, particularly when times get tough.”

About the author: Jacqueline Garner is from Tim Smith Marketing (TSM). She says: “At TSM, we pride ourselves on building excellent relationship with clients, media contacts, influencers and other key people. We have worked with several of our clients for more than ten years, showing we’re able to keep ideas fresh and significantly contribute to success and growth.”

If you would like to meet the TSM team and find out what they can offer your business, please call Tim Smith on 01724 784600.

EQUESTRIAN TRADE NEWS OCOTBER 2020 | 31

ETN | CHRISTMAS GIFTS

Just what Santa ordered…

You and your customers deserve a happy Christmas. So, check out these great gift ideas…

STOCKING FILLERS THEY'LL LOVE

For kids and big kids, Equetech Novelty Hat Silks are perfect for a Christmas morning ride.

One size fits all - and they fit over cycling helmets too, so everyone can join the fun. Joining this jolly Santa design, there’s a reindeer, elf, polar bear and snowman.

Winter warmers

Equestrians on the go will love to unwrap an Equetech fleece lined cable knit headband. Stylish and practical, in one size to fit all, there’s a matching snood in the same luxuriously soft, warm fleece inner.

Asked for Secret Santa suggestions? No problem…

Equetech’s Unisex Riding Hat Warmer sits snuggly over the ears under a riding helmet to beat a harsh cold wind.

Numb feet out hacking? New waterproof Equetech Stirrup Toe Cosies fit over the stirrup irons with Velcro straps. Easy to remove and attach, they keep toes cosy.

Take stock

A stock pin never fails to delight. Equetech’s collection includes crystal and pearl designs for dressage bling, plus snaffles and horseshoes for the more traditional taste.

The perfect practical present

Any equestrian who wants their horse to look smart for the Boxing Day meet or Christmas show would be thrilled to receive a pair of clippers.

The sleek new Saphir Horse from Heiniger is a great example of everything an easy-to-use modern clipper should be.

The Swiss made machine can undertake full body clips and has the flexibility offered by wide snap-on blades.

The cordless Saphir Horse has an impressive running time of up to 120 minutes. Well balanced, it’s lightweight and quiet as it glides through the hair.

It probably clips reindeer too!

HAPPY DAYS WITH DOGS

Turning the pages of these books from Wet Nose Publishing will make you smile.

Countryside Dog Walks is a series of dog walking routes in some of the UK’s most scenic regions, from the South Downs to the Lake District. There are also some hidden gems in less ‘fashionable’ areas.

Routes are carefully described and mapped, and without stiles so dogs don’t need lifting over. Car parking, dog drinking places, where to put leads on and points of interest are all covered.

Inexpensive, yet illustrated with wonderfully inspiring photographs of dogs enjoying the countryside, these books are as much a pleasure to flick through by the fireside as to have in your pocket on a walk.

Wet Nose Publishing also produces Dog Friendly Pub Walks and Tea Room and Café Walks. RRPs are typically £8.99

Christmas cooking

Homemade Dog Treats (RRP £9.99) features canine capers in the kitchen.

The hard-backed book is packed with recipes to make delicious doggy delights.

Ingredients and finished products have been checked by a nutritionist for suitability and safety.

But what makes this book so special is the often-hilarious images of dogs busily baking. A fun stocking filler for all those horsey people who love dogs.

32 | EQUESTRIAN TRADE NEWS OCTOBER 2020

WWW.EQUESTRIANTRADENEWS.COM

Zebra Products

Ahead of the herd

R

For Trade Details Please Contact: info@zebraproducts.co.uk +44(0)1352 763350 zebraproducts.co.uk

ETN | CHRISTMAS GIFTS

Seasonal surprises to make their day

Christmas is all about catching customers’ eyes with something fun, and maybe a little bit frivolous. But, hey, this is the season to celebrate!

You won’t find a more entertaining yet affordable collection of equine and canine themed gifts than at Jenkinson Equestrian.

This year, the inventive wholesaler has a new collection of equestrian themed Christmas cards and calendars; plus gift ideas from mugs and bags to socks and gloves.

And check out Jenkinson’s trade website for quirky confectionery, jewellery, stationery and toys. New lines for 2020 include a pony alarm clock and unicorn wall clock.

Cushions to covet

Who could resist snuggling up to a horseshaped cushion? Made with a satin front

and soft, plush velour back, its plump filling makes it all the more huggable.

Machine washable, the 48cm by 42cm cushions come in black, brown or chestnut.

Jenkinsons also has jigsaw puzzles, unicorn umbrellas and children’s charm sets.

Eco-friendly gifting

Everyone deserves a tipple at Christmas… and Jenkinsons has environmentally-friendly drinking vessels to last all year.

For those out and about, this canine themed Best in Show stainless steel bottle is a pleasure to own. The plastic-free, 500ml container keeps drinks cool for 24 hours or hot for 12.

Among Jenkinsons’ eclectic collection of bags is this charming Elico Jute Bottle

LET’S GET CHRISTMAS LICKED!

The Likit Selection Box features the brand’s most popular treats - plus two games to play with cut-out characters.

Inside are three Likit Treat Bars in apple, carrot and cherry flavours, with two 100g packs of Likit Snaks in apple and cinnamon, and mint and eucalyptus flavours. The RRP is £5.49 The Limited Edition Candy Cane flavour is back and available in Likit 650g and Little Likit 250g sizes. It can be used in conjunction with Likit activity toys for hours of fun.

Tasty advent calendar

Your customers can countdown to Christmas with the Stud Muffins Advent Calendar.

Each contains 24 miniature Stud Muffins in Christmas pudding flavour. The RRP is £7.99. Meanwhile the popular Christmas Pudding flavour Stud Muffins are back for this winter.

Likits and Stud Muffins are available from Trilanco, Battles and Jenkinsons Equestrian.

34 | EQUESTRIAN TRADE NEWS OCTOBER 2020

Bag - made in natural jute with a soft, padded cotton handle.

Just pop in a bottle, and job done.

Cheers!

TREATS ALL ROUND

Stable Hands from NAF is a moisturising hand cream to give dry, sore, hard-working hands a reward. The RRP is £4.99 for 100ml.

While Safe Stable Hands Cleansing Gel, made with 62% isopropyl alcohol to keep hands clean and protected, is perfect to keep at the yard, in the car or at work. The RRP is £4.99 125ml

Pamper session…

NAF Warming Wash is a no-rinse body wash containing ginger and clary sage to warm and cleanse a horse after exercise on cold winter days.

Just a couple of capfuls in a bucket of warm water are needed to lift sweat and dirt. With a relaxing fragrance, it’s a thoughtful gift for those who love to pamper their horses. The RRP is £8.99 for 500ml.

Tasty treats

NAF Appy Treats, made with real apples, are one of a range of healthy and delicious treats.

Ideal as a reward, training aid or to share the love, the RRP for these chunky treats is £3.99 for 1kg. A super seasonal add-on sale.

WWW.EQUESTRIANTRADENEWS.COM

I ES -SERCHRISTMAS X L GIFTS | ETN L A OW N S R E CLIPP WITH E M O C AR A 3 YE T Y AN WA RR

GO

WIRELESS

BONUS PORTABLE BLUETOOTH SPEAKER WITH EVERY XPLORER CLIPPER*

ALIT U Q D N S OU

www.heiniger.uk.com

Y:

Heiniger UK Ltd. Phone: 01677 938 870 salesuk@heiniger.com

WWW.EQUESTRIANTRADENEWS.COM EQUESTRIAN TRADE NEWS OCTOBER 2020 | 35 *Through Heiniger UK Limited Retail stockists and only while stocks last

ETN | CHRISTMAS GIFTS

Pretty in pink

From Holland Cooper, the Hybrid Puffer in ice pink (RRP £179) is a high-performance alternative to the everyday riding jacket.

Stretch fleece sleeves allow for comfort and movement on or off the horse.

With gold accents in the zip and subtle embroidery around the collar, plus a small stirrup pendant, the design nods to equestrian heritage and contemporary style.

THE GIFT OF SAFETY

Now here’s a bright idea… The Mercury Wraparound rug from Equisafety offers amazing illuminating properties.

It features EN20471 reflective, soft touch fabric. The silver-grey material lights up under headlights, street lights or torches, and is fluorescent in daylight.

Colours choices are yellow (as used by the Met Police), red/ orange and pink in a range of sizes. The RRP is £74.99.

Equisafety points out that this rug is not rip-stop. Made from billions of tiny reflective balls, it’s vulnerable to brambles, barbed wire and tree branches.

For best dressed dogs

Thermatex quilted dog coats offer cosy comfort to yard dogs, lorry dogs - and all those dogs sharing your customers’ Christmas.

Available in a choice of styles including front opening, there’s a selection of colours and sizes to fit Yorkies to Great Danes.

Machine washable and British made, RRPs are from £19.80.

Quality, stylish riding wear

BECOME A STOCKIST TODAY 01952691784 @ hkmsales@hotmail.co.uk UK

36 | EQUESTRIAN TRADE NEWS OCTOBER 2020

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UNIQUELY PERSONAL ITALIAN GIFTS If a customer needs a gift idea for the rider who has everything, check out these bespoke offerings from Italian brands Veredus and Equipe.

Veredus has just launched a Sign and Mix collection which enables horse boots to be customised. Carbon Gel front and rear boots along with the Young Jump Vento can be personalised.

Simply choose a boot in brown or black, then select from eight edging and label colours - light blue, ivory, pink, red, burgundy, light pink, black and brown.

Next choose a grid colour of gold or silver, then add the horse’s or rider’s name for a truly unique pair of boots. RRPs are from £105.

E S T. 1 9 9 2

THE REVIVE

- SHOWERPROOF - DOUBLE FRONT ZIP PANELS - BACK ZIP GUSSET FOR RIDING - DETACHABLE FAUX FUR HOOD - EXCLUSIVE EQUETECH LINING -MADE FROM RECYCLED PLASTIC BOTTLES - AVAILABLE FROM STOCK NOW!

Safety in colour

The clean, elegant lines of the Equipe Staf 14 safety stirrup have made it a show jumper’s and eventer’s must-have piece of kit.

It also comes in an array of colours, so when matched with, say, cross country colours, it’s a generous personalised gift.

The Staf14’s quick release system has no springs, hooks or magnets to impede the rider. Instead, a silicon band attached via a safety pin gives way cleanly and instantly when needed.

With a super-grippy footbed, the Staf14 comes in four different metal colours, with 11 colours of silicone band to choose from. The RRP is £299.

Veredus and Equipe are distributed in the UK by Zebra Products.

FIVE NEW CHRISTMAS HAT SILKS AVAILABLE FROM STOCK NOW! GOOD MARGINS - TRADE PORTAL - NEW STOCKISTS WELCOME

The gift of luxury

This Willow wool and alpaca mix scarf from Toggi is made for cold, winter days.

In super soft yarn that’s breathable and antibacterial, Willow adds colour, style and warmth to any outfit. It’s finished with Toggi leather-look branding.

Colours are wine or snow white; and the RRP £40.

WWW.EQUESTRIANTRADENEWS.COM

W W W. E Q U E T E C H . C O M

Felices Fiestas

Forhe Feiertage

ETN | CHRISTMAS GIFTS

Happy Holidays

Joyeuses Fêtes

Seasons Greetings

Looking for festive best-sellers?

Happy Holidays

Joyeuses Fêtes

Seasons Greetings

Felices Fiestas

Fröhliche Weihnachten

These leading suppliers have some absolute crackers…

Christmas Herballs

Just the very best treats!

The most natural way to give your horse or pony a treat For more info contact 01460 270701 or Email: tradesales@hiltonherbs.com www hiltonherbs com

O RDE R

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INS_Xplorer_60x60mm_en.indd 1

38 | EQUESTRIAN TRADE NEWS OCTOBER 2020

22.09.20 16:06

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CHRISTMAS GIFTS | ETN

FREEBIE! Free Green Oils Gel in 45 Bag of Stud Muffins from October!

Contact our distributors for promotion details; Battles, Jenkinsons & Trilanco

People HANNAH KITCHING

The Golden Paste Company has appointed Hannah Kitching as customer service and sales consultant. Hannah owns a 17-year-old horse called Geordie who she showjumps.

SHARON BULL AND ALICE PORTER

Equine Products UK has two new account managers. Sharon Bull, who’s covering the north-west and Midlands, has previously worked for Horslyx, Chillout Horsewear and Zebra Products.

Somerset based Alice Porter, who’s territory is the south-west, worked in polo before spending four years with National Hunt trainer Harry Fry.

MATT CUMMINS

Hi-viz brand Equisafety has taken on Matt Cummins, formerly with Musto and Noble Outfitters, as a sales agent under his Cloud Retail Consultancy.

KEVIN MOLONEY

Grubs Boots has appointed Kevin Moloney as sales director.

Kevin has previously worked for Travis Perkins, Wickes, Wolseley and Buckler Boots.

JADE HOLLY SMITH

Saddle fitter and retailer Jade Holly Smith of The Saddle Bank has been shortlisted for the New Entrepreneur of the Year award at the 2020 Lloyds Bank National Business Awards on 10 November.

WWW.EQUESTRIANTRADENEWS.COM

EQUESTRIAN TRADE NEWS OCTOBER 2020 | 39

ETN | BENCH SADDLER OF THE MONTH

Celebrating the best bench saddlers...

This ETN award, presented in conjunction with the Society of Master Saddlers (SMS), recognises those who uphold the highest standards of leather craft skills.

This talented saddler from an equestrian family learnt to ride before he could walk.

“I’ve always been around horses. My mother kept horses and worked in a polo yard, my brother had heavy horses, and my sister has many horses,” explained Jason.

His career in the trade began with work experience for a saddler in the village where Jason lived. “As I was already learning to make tack, it seemed like a natural next step. When I left school, I got an apprenticeship with another saddler and went from there.”

GETTING INTO FILMS

THIS MONTH’S WINNER IS… JASON MCCABE NOMINATED BY: Lucy Cushley who says: “Jason runs Hampshire based Leather Designs. He is a Master Saddler and longstanding member of the SMS. “The main focus of Jason’s work is the film industry. He’s a shining example of what a saddler can do and his career highlights that saddlery isn’t only about making saddles and bridles for horses.

“Jason has been involved with many different films including Mary Queen of Scots and Star Wars. His skill-set and knowledge of different periods in history, how the movie industry operates and propmaking are outstanding.”

ABOUT Jason “I’ve liked making things for as long as I can remember,” says Jason who admits to being “a bit of a perfectionist.”

Jason’s business, Leather Designs, started as a conventional saddlery business 21 years ago. Since then, it’s slowly shifted more towards working within the film industry.

“I now specialise predominantly in this field,” says Jason. “I have a permanent workshop based in Hampshire with a small team of amazing saddlers, but we relocate regularly to film studios around Europe.”

POLAR BEAR SADDLE

Looking back on the various projects with which he’s been involved, Jason says he doesn’t have a favourite. But rather he enjoys the creative process of coming up with something new “because of the mental challenge designing provides.”

A sense of achievement, he adds, comes with the designing as well as the making of a product.

“A couple of things which stand out from recent years are a full bridle, saddle and trappings set for one of the horses in the film Maleficent II – which was a joint effort.

“The other was the polar bear saddle from Huntsman, which I designed and made to a brief.”

40 | EQUESTRIAN TRADE NEWS OCTOBER 2020

DINOSAUR HARNESS

“Because I’m a specialist in saddlery for the film industry, I get the chance to make all sorts of things that you wouldn’t usually get to make as a saddler,” says Jason, “and that’s the best part of the job.

“The worst thing is having to answer all my emails myself as I don’t have a personal assistant.”

Asked about the weirdest item he’s ever been asked to make, Jason quips: “Making unusual items is my normality! We’ve made everything from dinosaur harnesses and a giant hobnailed boot to medieval horse armour and Captain America’s belts.”

Outside work, Jason enjoys “anything to do with engines; boats, race cars, making more stuff - and drinking gin.”

HOW TO NOMINATE

Everyone is invited to nominate bench saddlers they feel deserve to be named ETN Bench Saddler of the Month. Candidates for the award must be members of the SMS and based in the UK or overseas. They can work in a factory or workshop setting, for an employer or self-employed. To nominate a bench saddler (or more than one), email editor@equestriantradenews.com and tell us why this person deserves to be put in the spotlight. Please include the bench saddler’s name and business name too.

WWW.EQUESTRIANTRADENEWS.COM

BETTER BUSINESS | ETN

What now for your marketing?

Tough trading conditions make it tempting to axe marketing budgets.

In fact, says Ashley Rossiter, casting your PR net far and wide is the best medicine for post-Covid recovery.

O

nce upon a time, Facebook arrived for businesses, and it was terrific.

You could reach thousands of people, get masses of engagement on your posts and, best of all, it was FREE! Covid-19 saw a big increase in organic (free) reach. However, this time people were hungry for news, rather than making considered buying decisions on nonessential items.

As I write, we’re starting to see a general levelling out of this organic reach. And while sectors such as food and wine have grown, others – including some parts of the equestrian sector - have seen their profits shrink.

highlighted by the crisis through lack of skill and knowledge. Such mistakes could prove costly as consumers return to spending.

And don’t forget, Instagram is owned by Facebook with monetisation is the name of the game. As a business, would you give away your products long-term? I doubt it.

So why would your social channels be any different? Remember you don’t own your social channel; you’re merely renting space.

At any time, they can change the rules, terms and conditions.

Social media is not a cheap way of advertising, it’s one way of promoting your brand amongst others.

SO, HOW TO MOVE FORWARD?

Algorithms will continue to favour more personalised content. Hacking, spamming, data breaches and continued reduction in organic reach and discovery will continue to be a serious consideration for your business’s social channels.

Ultimately, it’s a platform which continues to need careful management and one which you will need to consider as ‘pay to play’ in the future, if you aren’t already.

Sure, Facebook advertising is straightforward. A click to boost for just £15 to reach the masses. However, there is so much more to creating successful Facebook advertising campaigns.

If you think print advertising is expensive, then take a good hard look at your Facebook spend over the past 12 months. Those low value boosts soon add up, and for a lot of brands, they are merely wasting money without any real sales funnel in place.

And don’t think that getting Lucy in accounts to do your social media is okay either; just because “she loves it and is on Snapchat”. Your social media is part of your PR and brand visibility and running personal channels is very different from managing a business profile.

There were some really bad examples

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A multi-media approach is essential post-Covid.

interested, and then they say something which doesn’t sit right with you. That gut feeling stays with you, and the conversation doesn’t convert to a deal.

Your consumers are the same. Seeing your brand or product in print has a positive impact on its credibility. Choosing the right publication is key to targeting the right audience, however.

IT’S NOT GOODBYE BUT HELLO AGAIN

Appearing in print has a positive impact on a brand’s credibility.

PRINT CHARMING

In light of ‘fake news’, which, again, was rife during the crisis, magazines were noted (by Ofcom) as one of the most trusted sources of information by UK consumers, and positioned top of the list for quality news sources.

So, why does that matter to your brand?

It matters because if consumers don’t trust you, they won’t buy from you.

You might recognise that scenario when you’re approached by someone selling you something. You might have been vaguely

‘Buyer’s remorse’ is that feeling you get when you’ve just purchased something.

It makes you check if ‘that thing’ you just bought is, in fact, the ‘right thing’ to have acquired.

A consistent and ongoing presence across all your media channels (social media, Google ads, website, email marketing, print and digital) gives you the perfect opportunity to reassure your new customer that their buying decision was the right one. And this means you’ll ultimately retain them as a customer for future purchases.

So, instead of choosing between press OR social, website content OR email marketing, you need a multi-media approach. A solid plan for your business post-Covid-19.

About the author: Ashley Rossiter is MD of MirrorMePR, an equestrian, country and lifestyle PR and social media marketing agency www.mirrormepr.co.uk

EQUESTRIAN TRADE NEWS OCOTBER 2020 | 41

ETN | WINTER HORSECARE

Shorter days, longer nights…

Whether it’s mild and wet or freezing cold, winter puts seasonal stress on horse owners. So, let’s cheer them up with some great ideas to see them through to the New Year and beyond.

ITCHING FOR AN UNUSUAL PRODUCT LINE? The story of the Scratch n All pads started in founder Cynthia Garry’s Pennsylvania stables in 2008. Her barns were starting to show signs of wear and tear from 15 years of various horses itching their itches.

Having started by nailing old plastic curry combs to posts, Cynthia had a lightbulb moment when she noticed how her animals loved and used them.

Scratch n All pads are based on that initial

plastic curry comb idea. The 5” x 6” pads of silicon rubber are designed to be used as individual scratching pads or to fit together to form a larger scratching surface.

They ingeniously fold in the middle so can be attached to a post or building corner.

Scratch n All pads are designed for safety with small, flexible nubs so skin, face and eyes remain undamaged. The elastomer-type resin material is resistant to low and high temperatures for a long life.

The sturdy pads come in a range of seven colours, with a handy counter-top box available for retailers to display the product.

Distributed by Hilton Herbs, the RRP is £16.75 per pad.

Winter winners Natural Supplements for Animals

MULTI-ANIMAL SCRATCHER PAD Finally, a safe scratching solution for animals.

• Easy to install, use & clean • Durable & Safe • Bends & Interlocks • Perfect self-grooming tool

Now Available

From Hilton Herbs

For more information contact Xenia Divakova

Tel: 01460 270701 | tradesales@hiltonherbs.com 42 | EQUESTRIAN TRADE NEWS OCTOBER 2020

When horses are exposed to prolonged wet and mud in winter, the key is to be vigilant.

Keeping on top of emerging issues keeps coats, skin and hooves in good shape and horses comfortable.

NAF has a host of handy products to help owners stay on top of their horses’ care this winter.

• Love the SKIN he’s in Skin Wash is a gentle blend of herbal ingredients, including teatree oil, designed to help support damaged or challenged skin affected by lumps, bumps, rashes or mild irritations. It can be used as a hot towel wash following clipping or for a deep clean, as a cold wash for a refreshing cleanse to lift sweat, grease and dust from the coat, or applied directly to the skin in a concentrated form to address specific areas requiring attention. The RRP is from £21.99 for 1 litre.

• Lanolin based MSM Ointment provides a protective barrier to minor wounds while supporting the skin’s natural healing process.

The RRP is £13.99 for 250g.

• Arnica Gel is a smooth, cooling gel to soothe minor strains, sprains and bruising following muscular exertion, knocks or blows. The RRP is £12.99 for 400g.

• Water based Love the SKIN he’s in Skin Salve comforts itchy, irritated skin. MSM and aloe vera soothe flaky areas, rashes and minor abrasions. RRP is £19.99 for 750g.

WWW.EQUESTRIANTRADENEWS.COM

WINTER HORSECARE | ETN

LICENSED TO TREAT

Animalintex - the only multilayered absorbent poultice available in the UK that’s licensed by the Veterinary Medicines Directorate (VMD) – has long been a must-have for first aid kits.

Animalintex has proven efficacy and safety. And because it’s licensed to treat – something which unlicensed product may not legally claim - retailers can confidently recommend it for specific purposes.

Foot abscesses are more common in Indeed, Animalintex can be wet weather because horses’ feet are used to treat a wide range of softer, making it easier for foreign conditions, including a number of objects or dirt to penetrate the foot winter ailments.

Abscesses - Foot abscesses are common in wet weather because moisture softens horses’ hooves, making then vulnerable to penetration by foreign objects or dirt. A vet or farrier needs to locate an abscess and drain the pus. Afterwards, the foot must be cleaned, before applying Animalintex and securing it in place with Equiwrap [adhesive bandage] to draw out any remaining pus.

Mud fever – this bacterial skin infection affects horses’ skin on the heel, fetlock and pastern. Cleanse the area with salted, boiled water that’s been allowed to cool before applying a hot, wet poultice to help remove any scabs. Then use a dry poultice as a wound dressing until the skin has healed.

Thrush – Standing in wet conditions can predispose some horses to this bacterial infection of the frog which is characterised by a smelly discharge or soft spots. To treat thrush, ask a farrier to remove the diseased tissue before cleansing the area thoroughly with ten-parts warm water (ideally boiled first) to one-part hydrogen peroxide before applying a hot, wet poultice.

Fascinating facts about Animalintex

• It contains two active ingredients, boric acid to kill infection and promote faster healing, and Tragacanth, a natural poulticing agent that draws out dirt and infection when activated by water.

• The non-sticky skin contact layer helps prevent further trauma to the wound when removing the dressing and is ideal for horses with sensitive skin.

• The layer of cotton wool absorbs pus, holding it away from the body, whilst providing protection and warmth to the infected area. The strong cotton core adds strength to the poultice when wet.

• A cushioned layer protects the wound against external knocks and bumps.

• The plastic backing keeps out external contamination, while retaining moisture and warmth for faster healing.

• Animalintex is also available in packs containing convenient hoof shaped dressings, ready for foot poulticing, eliminating the need to cut to shape.

Always advise customers to consult a vet straight away if they are in any doubt about the seriousness of a first aid situation.

Animalintex retails at around £5.50.

Animalintex is also available in convenient hoof shaped dressings, ready for foot poulticing.

Animalintex is licensed by the VMD and is strictly controlled to ensure efficacy, safety and consistancy across every batch

WWW.EQUESTRIANTRADENEWS.COM

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EQUESTRIAN TRADE NEWS OCTOBER 2020 | 43

ETN | WINTER HORSECARE

Cream offers soothing support

Equine Products UK is stocking the Irishmade barrier cream, Zarasyl.

Zarasyl (RRP £29.16 for a 200ml bottle) contains proprietary liquid silicon which allows delivery of orthosilicic acid - a dietary form of silicone said to support connective tissue growth - to the horse’s skin.

Zarasyl can be used to manage sore or irritated skin. It should be applied after the affected area has been cleaned and dried.

The cream is of a consistency to adhere to the horse’s skin, where it provides an effective and soothing barrier.

KEEPING A LEG AT EACH CORNER

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

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

“The state of a horse’s hooves is 90% down to what he’s standing in,” so says a farrier referring to how wet, muddy conditions can damage horses’ feet.

The Animal Health Company has many effective but affordable products that address a whole host of winter woes.

Lines from its Oz Oil range, which incorporates tea tree oil, are particularly useful for hoof and leg care.

Tea tree oil, which comes from the leaves of the Australian melaleuca alternifolia tree, is known for its antibacterial and antifungal properties.

• Fresh Frog is a natural hoof oil to help maintain a healthy hoof and frog. It contains tea tree oil to help destroy the conditions in which bacteria and fungus thrive. Fresh Frog can be applied daily, or twice daily in severe cases, with a brush or cloth – with particular attention to the frog.

• Leg Wash, also from the Oz Oil range, is formulated to remove mud and debris from the legs without having to shampoo the horse. It really comes into its own after exercising and hunting during the winter months. Leg Wash offers immediate cleansing of minor cuts and abrasions picked up while working in the wet.

It’s simply added to water and sponged onto the legs before rinsing.

• Oz Oil Winter Wash is a non-rinse shampoo formulated for use on clipped horses and ponies in winter. It contains tea tree oil to leave the skin clean and refreshed, plus peppermint oil to warm the skin and help prevent chilling. It also addresses the skin soreness associated with winter conditions. Winter Wash is sprayed onto the coat before being worked into a lather, then wiped off with a cloth or sweat scraper.

Oz Oil is available from the Animal Health Company.

Available at Trade Prices.

Please note there are new FEI Rules regarding Devils Claw.

www animal-health co.uk Tel: 01787 476400 44 | EQUESTRIAN TRADE NEWS OCTOBER 2020

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WINTER HORSECARE | ETN

WHAT TO STOCK

While horses cope well in dry, cold weather – even when it’s below zero provided they have plenty of forage and fresh water – they’re not so keen on wet and windy weather.

And when it’s relatively mild and damp, is when conditions such as mud fever, rain scald, hoof abscesses and other winter nasties take hold.

More owners now see the benefits of turning out their horses as much as possible. If suitable grazing land is available, being outside is undoubtedly better for equine respiration and mobility. Often a combination of daily turnout and stabling overnight works well.

Whatever their regime, owners will always be pleased to see tack shops stocking a selection of lightweight rugs. These can be popped on to keep horses clean, dry and ready to ride. And they can keep out the worst of the weather on a thin-skinned or older horse who does better outside.

“I need it now”

Ideally, owners use appropriate management and products to keep winter problems at bay.

But life isn’t always like that… so stocking a range of items that help hooves and legs cope with the ravages of wet and mud can only help – because someone will always need it “now”.

Likewise, it’s essential to keep the first aid display well topped up. Horses have a habit of getting into trouble, usually just when it’s getting dark on a Saturday afternoon…

THE MIRACLE GREEN STUFF EQUINE HEALTH SINCE 1836

Available from:

thomaspettifer.com WWW.EQUESTRIANTRADENEWS.COM

EQUESTRIAN TRADE NEWS OCTOBER 2020 | 45

ETN | BETTER BUSINESS

It’s been a taxing year so far…

And now, in the aftermath of Covid-19, HM Revenue & Customs are likely to be extra vigilant, says Adam Bernstein.

A

ccording to HMRC’s Annual Report and Accounts for 2018-19, the tax authority brought in £627.9 billion in tax revenue for the government during the period covered by the report.

More importantly, and of interest to taxpayers with a mind to play fast and loose with the tax rules, HMRC protected its revenues to the tune of £34.1 billion and specifically through litigation, to the value of £17.5 billion.

Checks are a key part of HMRC’s armoury. Indeed, investigations and penalties are the backbone of any state-run organisation for without a punitive regime there would be minimal compliance.

Tax investigations are unwelcome, stressful and should be avoided. And if HMRC finds misbehaviour, that taxpayer is bound to receive ‘special’ attention in future.

HMRC oversees 45 million individuals (of which 500,000 are officially wealthy), more than 5.7 million small firms, 207,000 mid-sized firms, charities and public bodies, and 2000 large businesses. And because of this, it’s had to up its game. Technology and online data sources have made it much easier for the body to search for tax it is due.

Tax audits can be expected every five years while just a few percent of income and corporation tax returns are

investigated. But some sectors are more likely to be closely examined – especially those that handle cash such as retail.

Then there’s the new likelihood of targeted investigations that relate to abuses of the Coronavirus Job Retention (furlough) Scheme.

HMRC tax investigations are expensive and time-consuming. They last 16 months on average and cost from £5,000 in accountancy fees plus management time and penalties if anything is wrong.

Fee protection insurance can cover the cost of an HMRC investigation. It’s often available at a discount via a taxpayer’s accountant.

While the risk of an investigation can be minimised through compliance, it cannot be eliminated as some investigations are conducted at random. However, by understanding what triggers an investigation, the risk of trouble can be lowered.

AVOID SIMPLE MISTAKES

HMRC requires compliance and any mistakes – however simple – may lead to questions being asked of the taxpayer.

Of course, one small error, especially if voluntarily corrected, is not going to raise the hackles of an investigator. But a series of regular mistakes will suggest to HMRC

that the taxpayer is either keeping poor records or is unable to follow processes set down by law. It may also suggest that the taxpayer is attempting to commit fraud or evade tax.

While it’s very tempting to complete tax returns without professional help, a good accountant lowers the risk, in HMRC’s eyes, of hidden monies and transactions as well as reducing mistakes caused by inexperience and a lack of knowledge of the tax system. Good record keeping is a legal requirement; a lack of understanding or knowledge is no excuse.

BE CONSISTENT

Some businesses experience wildly fluctuating figures. However, most see a gentle series of peaks and troughs over time. But if one year the profits are reported at, say, £200,000 and the following at £20,000, HMRC would be within their rights to ask why (notwithstanding coronavirus).

The response may be simple and reasonable, but taxpayers should expect HMRC to ask. To forestall the chance of an investigation, the taxpayer is advised to tell HMRC via the notes box in the tax return why profits fell so dramatically; the report should be honest, and the excuse will need to be proven.

To forestall the chance of an investigation, tell HMRC via the notes box in the tax return why profits fell so dramatically.

46 | EQUESTRIAN TRADE NEWS OCTOBER 2020

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BETTER BUSINESS | ETN Similarly, it’s also reasonable for HMRC to ask where a well-established business’s profit is. No business can run for long without a profit. Again, HMRC’s questions can be pre-empted on the tax return.

SECTOR NORMS

With HMRC having a long and storied history, it’s obvious that it’s going to have statistics on what the average business in any given sector should be declaring in terms of expenses and profit.

It will know, for example, what the average takeaway sells and what it buys as raw ingredients and packaging.

Investigators have been known to sit outside of restaurants counting customers and then extrapolating information to see if this tallies with what has been declared.

Clearly then, if a business’s declared numbers are well off the mark of the sector norm then HMRC might seek answers via an investigation.

Avoiding this scenario isn’t easy. Being honest is the first step. Trading via the right form of business entity may help too.

Sole traders often earn less than limited companies; so businesses likely to earn little would be best advised not incorporating.

EARN MORE THAN STAFF

It should be apparent to anyone with a

grain of common sense that management and owners should be earning more than those they employ. While the super-rich can afford to give away blocks of shares or work for a token £1, the majority in business cannot. So to declare an almost nonexistent income is likely to lead to interest from HMRC. Taxpayers should maintain the employment hierarchy which is best illustrated by expected pay structures.

DON’T HIDE INCOME

It shouldn’t come as a surprise that HMRC uses technology to help it check on taxpayers. Back in 2010, it started developing its Connect database which cross references the tax records of individuals and businesses against other databases, looking for evidence of fraudulent or undisclosed activity.

HMRC doesn’t just look at taxpayers or businesses in isolation, it’s actively comparing and linking records of anyone that’s linked to taxpayers too. Any temptation to ‘forget’ payments or receipts should be resisted as transaction records, by definition, have two sides – payer and payee. Whether a client, supplier or bank, HMRC can trace them. The odd record on its own may not lead to an investigation, but the risk of discovery rises over time.

WHISTLEBLOWING

From time to time, HMRC receives information about dishonest taxpayers.

While it hasn’t the resources to investigate everything, situations considered serious merit attention.

As to who might tip-off HMRC, it’s fair to include upset partners (personal or professional), irritated (former) employees wanting revenge, someone with knowledge of a cash-only business, or someone jealous of an individual apparently living beyond their means.

While living beyond declared means can be easy to disprove if there is private unearned wealth from, say, an inheritance or investments, private wealth still needs reporting. Taxpayers should be aboveboard in tax matters and, where possible, avoid taking cash.

COMMON SENSE

HMRC uses technology to gather tax. But it’s important to not lose sight of the fact that it’s run by people. Using a modicum of common sense is key to inspectors giving taxpayers the benefit of the doubt.

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

Coming soon in ETN… DECEMBER ISSUE • Support for retailers – how suppliers are backing stockists with merchandising, payment terms, staff training and communication • A retailer’s guide to wholesalers – directory of essential contacts, brands and terms • Society of Master Saddlers accredited saddle fitters’ CPD – with quiz • Leather – and leather care

Please send editorial submissions to editor@equestriantradenews.com by 23 October.

To find out about advertising, contact Beth Crow on tel 01937 582111 email bethc@beta-int.com

WWW.EQUESTRIANTRADENEWS.COM

EQUESTRIAN TRADE NEWS OCTOBER 2020 | 47

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

WWW.EQUESTRIANTRADENEWS.COM

EQUESTRIAN TRADE NEWS OCTOBER 2020 | 49

ETN | CCJs

CCJs Tom Jones t/as Equi-Excel 24a Church Street Byfield Daventry NN11 6XN £1,222

William Barrons t/as Merrington Stud 13 Foresters Place Rugby Warwickshire CV21 4EY £21,437 Claire Davies t/as CNG Equine Werrington Road Stoke-on-Trent ST2 9AE £1,520

Julie Williams t/a Plassey Equestrian Supplies Unit 3 The Plassey Leisure Park Eyton LL13 0SP £3,646

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

The judgements listed are those recorded by the Registry Trust Ltd and appear to be of a commercial nature.

Judgements/Decrees can be for damages rather than debts, and their listing here does not imply an inability to pay.

JTDW Holdings Limited t/as Eastwick Animal Feeds Eastwick Lodge Harlow Essex CM20 2QT £12,707

Rocky’s Raw Feeds Limited Unite 3E New Street Huddersfield HD7 5BB £12,192

Shane Butler t/as Rightfeed Unit 4 Corner Lodge Farm Knights End Road March PE15 0YR £2,235

NEW VENUE ◆ NEW ERA ◆ NEW OPPORTUNITIES

24 – 26 JANUARY 2021

TO EXHIBIT

Join us at

Contact Darren Mottershead T: +44 (0) 1937 582111 E: darrenm@beta-int.com www.beta-int.com

NAEC STONELEIGH Warwickshire CV8 2LZ

SUPPORTING THE INDUSTRY Main Sponsor

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