Equestrian Trade News
T h e Vo i c e o f t h e E q u e s t r i a n I n d u s t r y
ROCKIN’
October 2018 Volume 42, No 10 Monthly
T h e Vo i c e o f t h e E q u e s t r i a n I n d u s t r
ALL THE WAY TO
CHRISTMAS! Great gift ideas
T h e Vo i c e o f t h e E q u e s t r i a n I n
WHY SUPPLEMENTS ARE GOOD… …for retailers and horses
4
ANNIVERSARY
TH
2019 NEC, Birmingham, UK 20-22 January www.beta-int.com The Voice of the Equestrian Industry
Main Sponsor
Official Media Partner
ETN is the official media partner of BETA International
PLUS • Beware evergreen contracts • Winter ailments tackled • Who’s got a new job?
3 –7 APRIL 2019, SWEDISH EXHIBITION & CONGRESS CENTRE, GOTHENBURG
AT EUROHORSE YOU GET THE MOST HORSEPOWER FOR YOUR MONEY. WELCOME TO NORTHERN EUROPE’S BIGGEST VENUE FOR ALL HORSE LOVERS Super satisfied visitors In 2018 the average visitor bought items to the value of around SEK 2,500 and this continues to be the highest total ever. EuroHorse represents all segments within the equestrian industry. Statistics from EuroHorse 2018:
79 062 Exhibitors: 212 exhibitors from 15 countries Visitors:
For more information please visit www.eurohorse.se or contact:
EuroHorse runs paralle l to Gothenburg Horse Show.
Claire Williams British Equestrian Trade Association E-mail: claire@beta-uk.org Telephone: +44 (0)1937 587062
www.eurohorse.se
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... the magazine for the industry, about the industry, by the industry
Editor’s Comment
CONTENTS
OCTOBER 2018
HOW important is it to be horsey to work in our industry? Or is business acumen more useful? It’s all very well being “passionate about horses” as new appointees frequently style themselves; but can he or she succeed in a commercial environment which just happens to involve equestrian products? Undoubtedly a retail sales assistant needs the ability to ‘talk the talk’ to end users. However, many brilliant brains in our industry are business people first, horse people second – and some not horsey at all. And the latter sometimes have the best ideas… For sure, being imbibed with equestrian culture means understanding consumers’ needs and wants. But, occasionally, being too obsessed equals failure to see things objectively and freshly. Many a retail buyer has tripped themselves up by ordering what they’d like for their own horse… Equally unfortunate is a marketing manager using photographs in adverts and losing their brand’s credibility because any horsey person can see that it’s all wrong. As with most things in life and work, it’s a question of balance – and keeping an open mind.
NEWS.................................................................... 4
COMPILING ETN’s annual Christmas gifts feature – seen in this issue – has given me a wake-up call. Not so much because of shopping days left, but because BETA International 2019 is just around the corner. Coming as it does in January (20 – 22 to be precise), no sooner has the tinsel come down than it’s time to head for the NEC, Birmingham. So if you’re planning to visit – and you’d be foolish not to, now’s the time to get organised… because, honestly, it really is worth spending more than one day at BETA International. So arrange cover in the shop, organise a dog-sitter, bribe someone to do the horses, tell friends and family you won’t be available for social gatherings and book that hotel. You’ll find all you need to know at www.beta-int.com
COVER STORY PEOPLE Who’s new, who’s moved.................................... 34
Liz Benwell
BETA INTERNATIONAL NEWS COVER STORY New feature area for 2019.................................. 14 BETTER BUSINESS How valuable are your customers?.................... 16 CHRISTMAS GIFTS COVER STORY Inspiring festive shoppers.................................. 18 SPECIAL REPORT What’s big at Battles?......................................... 26 WINTER AILMENTS & FIRST AID COVER STORY Vet advice on how to manage mud fever............. 28 Seasonal products round-up.............................. 30
TURN BACK THE PAGES..................................... 36 SUPPLEMENTS & BALANCERS COVER STORY Why supplements are good for horses and retailers............................................................. 38 Product gallery................................................... 40 RETAILER PROFILE Deborah Hayward catches up with Burnhills...... 44 COVER STORY LEGAL DIGEST Beware evergreen contracts.............................. 46
Equestrian Trade News
2019 BETA BUSINESS AWARDS PREVIEW How to nominate your favourites........................ 48 T h e Vo i c e o f t h e E q u e s t r i a n I n d u s t r y
Equestrian Trade News
COUNTY COURT JUDGMENTS............................. 50 T h e Vo i c e o f t h e E q u e s t r i a n I n d u s t r y
Equestrian Trade News
LIKE the little girl so excited about her Saturday morning riding lesson that she sleeps in her hat, I put mine on when I arrive at my horses’ livery yard and don’t take it off until I leave. I don’t care what anyone says. There appear to be as many accidents around horses when leading them, picking out feet, loading or turning out as there are when riding, so my hat’s staying on. Anyway, the peak shields my eyes from the sun, it’s warm in winter and it’s so comfortable I don’t notice it. Of course, I’ll never make it to the WEG or Burghley trot-up - or should I say fashion parade? But with several fit eventers waving their hooves around their handlers’ ears, is it time riding hats were added to the couture collections? It would certainly give manufacturers a fashion challenge.
PRODUCT NEWS................................................. 10
T h e Vo i c e o f t h e E q u e s t r i a n I n d u s t r y
FRONT COVER: ETN has been busy wrapping up a host of Christmas gift ideas for this month’s issue. Our rocking horse themed cover design is by Nicki Lewis and Alexander Roberts.
ROCKIN’ CHRISTMAS! Great gift ideas
T h e Vo i c e o f t h e E q u e s t r i a n I n d u s t r y
WHY SUPPLEMENTS ARE GOOD… …for retailers and horses
4
ANNIVERSARY
TH
2019 NEC, Birmingham, UK 20-22 January www.beta-int.com The Voice of the Equestrian Industry
Main Sponsor
www.equestriantradenews.com
October 2018 Volume 42, No 10 Monthly
T h e Vo i c e o f t h e E q u e s t r i a n I n d u s t r y
ALL THE WAY TO
Official Media Partner
ETN is the official media partner of BETA International
PLUS • Beware evergreen contracts • Winter ailments tackled • Who’s got a new job?
EQUESTRIAN TRADE NEWS OCTOBER 2018
News
4
Trainee saddle fitters swell SMS ranks Executive Committee, the five sub-committees and Management Group. “It has also been great to have the support from Sue Norton as president over the last 12 months,” she said. The AGM saw the appointment of Chris Taylor as new SMS president with Ted Boggis as vice president (see People).
SMS committee members gather ahead of the society’s AGM.
ADDITIONAL training courses, more fledgling saddle fitters joining up and a new president were reported at last month’s Society of Master Saddlers’ (SMS) AGM at The Black Country Living Museum in Dudley, West Midlands. “It has been a very busy and successful year for the society with a number of new developments and an increase in membership,” SMS chief executive Hazel Morely told delegates. Total membership stands at 498, with 362 UK and 136 overseas, she added. The category seeing the largest increase is that of Trainee Saddle Fitter with 21 people joining the Mentor scheme in the last 12 months. There were also 21 new applications in the Craft categories. Saddlers and saddle fitters are encouraged to participate in the society’s CPD programme and gain the flocking qualification, said Hazel. New training courses, including modules suitable for craft and saddle fitter members, range from tool sharpening, sewing machine maintenance, whip repairs and a new harness fitting day to saddle fitting discussion days, trees for breeds and a business seminar. Hazel thanked Frances Roche for her work on the Bridle Fitting course, now featuring a life-size horse’s head as a teaching aid. “The creation of a Bridle Fitting Qualification is part of the work being undertaken by the SMS within the current review of our City & Guilds Saddle Fitting Qualification,” she added. Delegates also heard that the SMS is part of the Saddle Fitting Steering Group, chaired by the Worshipful Company of Saddlers. The Society is supporting the Saddlers’ Company’s work in Walsall to develop apprenticeship training. Hazel acknowledged the hard work of the board of directors, the
UK distributor for European fashion label ZEBRA Products is the new UK distributor of Covalliero. The equestrian fashion and lifestyle label from German supplier Albert Kerbl is said to deliver a fresh new approach for consumers seeking style and good value. Simon Middleton, of Zebra Products, added that it was also “very affordable… The Covalliero range is an ideal addition to the brands we offer. It has already met with a lot of very positive feedback from riders as well as stores.”
Top speakers line up The 2018 BETA AGM and Conference, with its Time to Grow theme, is at the De Vere Staverton Estate Hotel, near Daventry, Northamptonshire, on Monday, 29 October. Presentations include an update on the economy from Tim Knight, of St James’s Place Wealth Management; understanding market segmentation in the equine sector with Anna Hall, of the BEF; controlling business risk with Helen Barge, of Risk Evolves; Brexit and beyond with political affairs consultant John Arnold; and the future of retailing with Clara Kellock, of Citrus Lime. Bookings are now being taken for the conference. Delegates wishing to stay over the night before can secure bed-and-breakfast and a place at BETA's 40th Anniversary Celebratory Dinner at a preferential rate. Contact Philippa Macintosh, tel 01937 587062 email philippa@beta-uk.org.
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Equestrian Trade News Stockeld East Wing, Park, Wetherby,Park, Stockeld West Yorkshire LS22 4AW Wetherby, Tel: 01937 West Yorkshire 582111 LS22 4AW Fax: 01937 Tel: 01937 582111 582778 – Sales Email: Fax: 01937 sales@equestriantradenews.com 582778 – Sales Website: Email: info@equestriantradenews.com www.equestriantradenews.com Website: www.equestriantradenews.com Publisher: Equestrian Management Consultants Ltd Subscriptions Distributed on a controlled-circulation basis to the Editor: retail trade. Paid-for annual subscriptions are £39.95 Liz Benwell (UK), (Europe), £86.00 (rest of the world). Email:£73.00 editor@equestriantradenews.com Tel: 0345&6185007 Design Print: G.H. Smith &Sales: Son, Advertising Market Place, Easingwold, Nicki Lewis North Yorkshire Email: sales@equestriantradenews.com YO61 3AB Tel: 01937 582111 Tel: 01347 821329 Fax: Fax: 01937 01347 582778 822576
Email: etn@ghsmith.com Advertising Copy: Web: www.ghsmith.com Nicki Lewis Email: sales@equestriantradenews.com ISSN 1462-9526 Tel: 01937 582111
OCTOBER 2018 EQUESTRIAN TRADE NEWS
Publisher: Subscriptions Equestrian Management Consultants Ltd basis to Distributed on a controlled-circulation the retail trade. Paid-for annual subscriptions are Editor: £39.95 (UK), £73.00 (Europe), £86.00 (rest of the Liz Benwell world). Email: editor@equestriantradenews.com Tel: 0345 6185007 is independent of all groups. The magazine Editorial views expressed in ETN are not Digital Manager: necessarily the official view of any organisation NickiorLewis group. Email: info@equestriantradenews.com Tel: 01937 582111 Copyright: All material is copyright Equestrian Management Senior Advertising Executive: Consultants Ltd. Beth Crow Email: bethc@beta-int.com Design & Print: Tel: 01937 582111 G.H. Smith & Son, Market582778 Place, Easingwold, Fax: 01937 North Yorkshire The magazine YO61 3ABis independent of all groups. Editorial views expressed Tel: 01347 821329 in ETN are not necessarily the official Fax: 01347 822576view of any organisation or group. Email: etn@ghsmith.com Web: www.ghsmith.com Copyright:
All material is copyright Equestrian Management Consultants Ltd. ISSN 1462-9526
Allen & Page..........................................................17 Battles....................................................................37 Bequestrian............................................................24 BETA International..................................................27 Blaze Wear.............................................................10 Breyer........................................................... 18 & 21 British Horse Feeds.................................................41 Charles Owen...........................................................8 Charles Sainsbury-Plaice.........................................22 Classified................................................................50 Crafty Ponies..........................................................22 Dodson & Horrell (Chudleys)...................................12 Ekkia......................................................................18 Equetech....................................................... 18 & 24 EuroHorse............................................................. IFC Fairfax Saddles.......................................................25 Gallop Equestrian.......................................... 13 & 18 Hilton Herbs.................................................. 22 & 30 Horse First..............................................................43 Horslyx...................................................................45 Inspire Furniture.....................................................14 Jenkinsons......................................................... 6 & 9 Kikon Equest................................................. 22 & 47 Muckboot..............................................................11 NAF................................................................ 7 & 39 Nettex....................................................................29 PelGar International................................................32 Pulsar UK...............................................................20 QHP.............................................................. 19 & 22 Red Gorilla.............................................................35 Robinsons Animal Healthcare..................................33 Saracen Horse Feeds............................................ OBC SEIB.........................................................................5 Snowhill Trade Saddlery.........................................IBC Talisker Bay (Likit)...................................................18 Talisker Bay (Stud Muffins)......................................18 The Animal Health Company...................................42 The Golden Paste Company....................................15 Toggi............................................................ 18 & 23 TopSpec.................................................................40 Vetcling..................................................................30 Weatherbeeta........................................................22 W F Young (Absorbine)...........................................31
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Well known wholesaler calls it a day WHOLESALER Ackland Clark is to close for good at Christmas. The Bristol based family business has supplied the equestrian trade for more than 100 years, earning a good reputation for its efficient but friendly service. “We’re shutting down after five or six years of losing money,” proprietor Andrew Clark told ETN. “As a number of our competitors – like Cottage Craft, Loveson and Westgate [EFI] - have disappeared [as wholesalers], we thought things might pick up. But they haven’t.” A shrinking number of retailer customers has reduced Ackland Clark’s customer base, added Andrew. “We’d built up a really good number of loyal customers but gradually they’ve shut down due to retiring or dying. And of course some of the independents were taken over by chains over the past decade.” The internet had also played a part in disrupting the traditional trade supply chain, he agreed. “Fifteen or 20 years ago, things were good. People used to say that we may not be the cheapest, but we were the best and quickest on service,” said Andrew. Ackland Clark was established 1891 as a harness manufacturer and saddlery wholesaler. In April of this year, its team of five staff were told they would be losing their jobs by Christmas. They will be awarded redundancy packages. Four have been with Ackland Clark for around 25 years. Andrew plans to take “enforced retirement” and to play more bridge.
Workshop tools worth £500 to be won
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“Winning the award helped lift my profile,” said Rachel Lok who was presented with her scholarship by Abbey England’s Richard Brown.
ABBEY England has launched its 2019 Saddlery Scholarship. The winner of the annual award receives £500 worth of workshop tools from the saddlery supplies specialist. “We’re delighted to be supporting trainee saddle-makers who are the future of the industry,” said Richard Brown of Abbey England. Since being awarded the inaugural scholarship earlier this year, Rachel Lok has completed the Society of Master Saddlers (SMS) Flocking Assessment and started the SMS Qualified Saddle Fitters Course. “As well as the prestige of winning the award, and using the £500 for tools and equipment, it has also helped lift my profile in the industry,” she said. The Abbey England Saddlery Scholarship is open to anyone in their first or second year of saddlery training; and those with saddlery and/or leather trade experience who are pursuing further training. To enter, visit www.abbeyengland.com/downloads and download the Abbey England Scholarship Application. Entries close on 30 November, 2018. www.equestriantradenews.com
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News
6
BETA makes Blair sponsorship début BLAIR Castle International Horse Trials saw BETA sponsoring and spreading the word about its members’ work for the first time at the Scottish event. Charlie Morris of Treehouse Sporting Colours As part of its receiving his gold standard in the BETA Best 40th-anniversary Stand Awards from Blair International Horse Trials director Alec Lochore. celebrations, BETA supported the Scottish Grassroots Eventing Festival, organised the Best Stand Awards and hosted a tradestand holders' drinks reception. “We were thrilled to be at Blair and our experience proved to be nothing short TopSpec with its gold standard, won in the BETA Stand Awards – Equestrian & Saddlery of fantastic,” said category – Susie Law, Richard King and BETA executive Katherine Merial. director Claire Williams. “The event enjoys a tremendous reputation and we can certainly see why. The organisation was first-class and the large audience of horsey people it attracts is phenomenal. “It certainly kept the trade busy and gave us a great opportunity to engage with riders of all abilities and from a wide range of backgrounds. People were keen to hear about BETA's many exciting initiatives and the excellent services offered by our members.” Blair visitors flocked to the BETA stand for free riding hat and body protector checks. In return, they were given discount vouchers worth 10% off the price of a new safety garment when bought from a participating BETA retail member. The BETA team also reported lots of interest in the trade
Watch your T&Cs post GDPR, lawyers warn ONLINE retailers are increasingly seeking legal advice about their terms and conditions of sale (T&Cs). Law firm Howes Percival says it’s seen a “significant increase” in e-commerce instructions since the introduction of GDPR (General Data Protection Regulations) in May. The hike is due to retailers reviewing their online presence in the light of the new legislation, lawyers believe. "Terms and conditions of sale are often seen as a necessity rather than something that actually adds value to a business, but this couldn't be further from the truth,” says Miles Barnes, corporate and commercial solicitor at Howes Percival. “A company's terms and conditions are the legal basis on which all of their products
OCTOBER 2018 EQUESTRIAN TRADE NEWS
association's two feed assurance schemes covering NOPS and EGUS. The competition for BETA Best Stand Awards was divided into three categories, each with stands judged according to BETA's set criteria – including customer service and passion shown for products - and awarded gold or silver standards. In Equestrian & Saddlery, Treehouse Sporting Colours and TopSpec Equine were awarded gold. Silver went to Just Chaps, Baileys Horse Feeds and Libby's International. In the Lifestyle, Pet & Fashion section, gold was won by Scotia Cabins (also Best in Show), Equafleece, Carl Scarpa and Grays. Silver was awarded to Massage Cushions, Rugby Plus and Ruff & Tumble. Food & Beverages saw gold go to Aelder, The Gin Bothy and Clootie Dumpling. (PHOTOS: Bob Hook)
Wholesalers in acquisition AGRIHEALTH has acquired the business of Mackey Equestrian. The new arrangement became effective on 1 September. Based in Monaghan, Ulster, Agrihealth has distributed animal health, veterinary and equestrian products in Ireland and the UK for more than 50 years. Mackey Equestrian, founded by Ernest and Samantha Mackey in Donard, Co Wicklow, has been involved in equestrian wholesaling in Ireland for almost three decades. Among the brands Mackey Equestrian represents are Mackey, Equi-Sential, Carr and Day and Martin, Charles Owen, SSG Gloves, Racesafe and Stubbs. According to Sean Guinan, managing director of Agrihealth, the development “strengthens and complements our existing portfolio of products and our footprint in the equestrian space in Ireland, the UK and beyond.” The integration of Agrihealth and Mackey Equestrian will be happening over the next few months, says a spokesman. “But for the moment the business will be conducted as normal from Mackey Equestrian.” Agrihealth already distributes brands such as leovet, Liveryman and Fenceman to equestrian retailers. are sold and can make all the difference between a business that has clear processes and protections and one that's constantly fighting fires.” Here’s Miles’ checklist for e-commerce businesses: Know your audience: Who are you actually selling to? Are your customers consumers or businesses? The law around what you can and cannot do varies significantly depending on who you're selling to and your terms need to reflect that. Know your products: Are you selling physical goods, services or digital content? Again, there are different rules for each type of product, including areas like cancellation and refunds. Consider too the type of products you're selling. If you're selling clothes, how do you avoid having to pay for returns when people have worn and damaged the items? These are things that won't be covered by a generic set of terms. Keep it simple: Make your terms as simple and easy to read as possible. Giving your customers and staff a clear set of rules to follow helps avoids complaints and confusion. If you can't understand your terms, how do you expect your customers to? Leave out the sales pitch: E-commerce is a competitive business and good quality content on your website can make all the difference to whether a customer buys your products or someone else's. However, T&Cs are not the place to make your sales pitch. Not only does it clutter up your terms with unnecessary detail, but it could also land you in hot water by turning marketing claims into legal obligations. Review regularly: A good set of T&Cs is one that not only complies with the current laws but also reflects how your business works. Both things will change over time, so your terms need to as well. We recommend a review at least every couple of years, more often in particularly fast-changing environments like technology. www.equestriantradenews.com
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GastriVet There’s always scope for better sales
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For more details please contact your NAF Area Sales Manager, or the NAF Sales Office on 01600 710726 or email info@naf-uk.com www.equestriantradenews.com
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EQUESTRIAN TRADE NEWS OCTOBER 2018
8
Enjoy the view We’ll protect you #Safety365
#Safety365 isn’t just about wearing your helmet or body protector every day, every ride. It’s about being prepared so you can enjoy your ride from start to finish.
New Zealand embraces saddle fitting training WOULD-BE saddle fitters in New Zealand have welcomed a course being run by BETA for the first time in the country. Most places have already been snapped up for the Introduction to the Principles of Saddle Fitting, says BETA which developed the course with the Society of Master Saddlers (SMS). The two-day course is at Ambury Park (Manukau), Auckland, over the weekend 24/25 November. “Although not a qualification itself, it provides the perfect opportunity for those wishing to take the first steps to becoming a saddle fitter,” said BETA’s executive director Claire Williams. “The course has only ever been available in the UK and US, and delegates from the southern hemisphere have previously had to travel over to us. I’m excited we can take the course over to them.” The course is designed for people who wish to become SMS qualified saddle fitters including physiotherapists, coaches and other equine professionals. Course presenters will be SMS trained saddle fitters Nikki Newcombe, David Jones-Parry and Ian and Dee Silman. New Zealand vet and chiropractor Deb Prattley will give a lecture. More details from Claire Williams, email claire@beta-uk.org or telephone +44 (0)1937 587062. WEG WASHOUT AND BRITISH GOLD MEDALS: This was the sodden scene at the World Equestrian Games (WEG) as storm Florence hit the site in Tryon, North Carolina, US, on 16 September. Our picture shows eventing competitors trotting up on the warm-up runway as the main arena was flooded, as was much of the venue. WEG’s shopping village, the World Equine Expo, was closed. A spokesman said it would re-open “when the weather was OK.” When competition did recommence, there were many empty seats in the stands. The multi-discipline championships had started well for the Brits with our dressage team securing the bronze medal and ensuring Olympic qualification. There was individual bronze for Charlotte Dujardin and Mount St John Freestyle too. But as stormy conditions closed in, the dressage to music final was cancelled. The endurance event had already been abandoned. By Monday, 17 September, the weather cleared up and the eventers show jumped after a day’s delay. On an historic day for British eventing, Team GB won the team gold medal with Ros Canter riding Allstar B (pictured) becoming the sport’s new world champion.
Charles Owen is committed to making every day safer for equestrians.
www.equestriansafety365.com
BY APPOINTMENT TO HER MAJESTY THE QUEEN PROTECTIVE HEADWEAR MANUFACTURERS WREXHAM
Kitemarked to PAS015:2011
Kitemarked to VG1 01.040 2014-12
VG1 01.040 2014-12
Certified by SEI to ASTM F1163-15
OCTOBER 2018 EQUESTRIAN TRADE NEWS
M38 FEB2015
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9 SADDLER’S SUCCESS: Helen Reader, who runs Carmarthen based HR Saddlery, flew the flag for the trade at this summer’s British Riding Clubs NAF 5 Star National Championships. Helen travelled from West Wales to the Lincolnshire Showground with her two 17hh grey horses, Tinahely Rocket and Zennith. She’d qualified for the dressage and show jumping finals – and won two classes and notched up several places. “They’re both such versatile horses which allows me to compete in so many disciplines,” said Helen who also events and has just taken up side saddle. Running her own business means Helen gets up early to keep her horses fit. “I usually exercise the boys at 6am, under floodlights through the winter. During the summer, I’m up at 4am a couple of times a week to get out on the beach. I can be back in the workshop or on the road saddle fitting by 9am; it’s a lovely way to start the day.” • Have you enjoyed success with your horse this season? Or would you like to share with ETN readers some of the fun and joy a favourite equine brings to your life? Let us know at editor@equestriantradenews.com – and remember to send a picture too.
Charity giveaway SEIB Insurance Brokers is asking the public to nominate charities they would like to see win £50,000. Another £50,000 will be split between other good causes. Nominations close on 30 November. Once a shortlist of charities has been drawn up, SEIB clients will have the final vote. The winning charity and runners up will be announced at the SEIB Charity Awards Luncheon on 22 March.
www.equestriantradenews.com
News
Hay-fed horses may have nutrition shortfall HORSES on a hay-only diet may not digest some nutrients as effectively as those fed combination diets, say researchers. And such horses could benefit from dietary supplementation. Following a dry summer with stunted grass growth, many horse owners have been feeding hay or haylage earlier than usual. But simply giving horses hay may not be enough for optimum health, even if it meets their energy needs and requirement to chew, say scientists. A study published last year by Waltham in collaboration with Michigan State University discovered that feeding a hay-only diet resulted in reduced digestibility of many micro and macro minerals (such as calcium, magnesium, copper and zinc). • See more on supplements and balancers in this issue of ETN.
NEWS IN BRIEF • IN AMERICA, the Western & English Sales Association (WESA) is to relocate its international WESA Markets to the Dallas Market Center. WESA says the aim is to expand the trade fair. The first running in Dallas is scheduled for January 2021. • EQUINE insurance company Shearwater and Equine Register have announced an affiliation. Equine Register manages the Central Equine Database for Defra and provide an equine microchip checking service. • CHAMPION safety wear is to be distributed in the USA through Toklat Originals Inc. Toklat already handles Myler Bits, Irideon Riding Wear and its own brand English and Western saddle pads. The company also distributes European labels Bucas, Roeckl, Woof Wear, Zilco - and now Champion.
EQUESTRIAN TRADE NEWS OCTOBER 2018
Product News
10
Wrapped in style
Wondering ‘witch’ broom to stock?
FROM the new Equetech Poncho & Wrap Collection, this gorgeous reversible Snaffles poncho offers twice the style with its inside-andout design. Your customers can choose from classic navy with grey snaffle bit detail or slip into easy-to-wear grey with a navy bit themed hem. Made in a lightweight knit, the RRP is £37.50 with sizes small/medium or large/ extra-large.
NEW Deluxe Brooms from Red Gorilla are flying in this autumn. They’re bigger brothers to the same brand’s Corn Brooms, and available in red and blue. Made to last, they have durable polypropylene bristles. Stock up, and they’ll soon be flying out of your store!
Autumn discount A SPECIAL offer is underway on Equerry Cool Mash, the quick-soaking mash for horses needing a low energy feed. Throughout October and November, your customers can get £2 off at participating retailers, while promotional stocks last. Designed for horses and ponies in light to medium work, Equerry Cool Mash is cerealgrain-free. It has low levels of starch, is nonheating and contains highly digestible fibre sources including sugar beet. The mash also includes yeast to support a healthy digestive system plus added vitamins and minerals including magnesium. The RRP is £11.95 for 20kg.
Must-have accessory
Grooming and cleaning couldn’t be easier with Red Gorilla’s new Tub Belt. It’s the perfect, practical accessory to the original 26 litre and 38 litre Gorilla Tubs. With its multiple pockets, the handy belt makes organising grooming or tack cleaning kits a breeze.
Not just a bucket… Red Gorilla has also introduced the Gorilla Grade range of buckets, made of durable, lightweight plastic with strong metal handles and measuring markers. Gorilla Grade buckets come in three different sizes plus a hook-over manger option - ideal for travelling or around the yard. And, of course, a yard can never have too many buckets.
Rider friendly country boots
Innovative Battery Powered
Heated Clothing For more information please get in touch on 0845 4757510 or visit
WWW.BLAZEWEAR.COM OCTOBER 2018 EQUESTRIAN TRADE NEWS
TREDSTEP Ireland has launched a new range of Country Boots. There are six styles, each incorporating features from the brand’s Renaissance riding boots. The stirrup friendly, all terrain soles flex with the foot, making these boots suitable for riding. Made in waterproof, breathable leather, the boots are lined with 200gms of Thinsulate to regulate foot temperature. They feature heavy duty zips and a memory foam, Coolmax lined, footbed. www.equestriantradenews.com
Gardiners have full exclusive national distribution for the Original Muck Boot Company and ten other high profile Brands across the UK and Ireland, we wholesale a diverse portfolio of labels meeting both retailer and consumer needs. For more information, please contact: Matt Martin, Brand Manager • T: 07833 509775 • E: matt.martin@gardinerbros.co.uk
Green. PMS 7494 Black. PMS Black
Product News
12
Extra special sausages
Winter promotions
EVERY dog loves a sausage – but, as Teddy can testify, these particular sausages have an extra special something. The chocolate Labrador has hip dysplasia, so his owner - ETN’s very own Beth Crow, decided to treat him to some turmeric sausages from The Golden Paste Company. “You wouldn’t believe the difference the sausages have made,” reports Beth. “He’s so much more comfortable – when we took him to Burghley, he happily pulled us round for two and a half hours!” Turmeric sausages for dogs are made with 60% chicken or white fish, sweet potato and TurmOil Supplements to deliver the Golden Paste Company’s turmeric blend.
Lighting up time OPAL Equestrian’s new hi-viz gilet has LED lights front and back. The lights can be set to on, fast flash, slow flash or off. They have an 8.5 hours’ running time and are rechargeable via a USB cable. The gilet is machine washable, has exterior and interior pockets and the materials conform to standards EN ISO6330, EN ISO20471 and EN471. In sizes extra-small to extra-large, the RRP is £65.
DODSON & Horrell has some special offers to pass onto your customers. There’s £2 off KwikBeet, the fast-soaking, unmolassed flaked sugar beet feed. Normal RRP is £11.99 for a 20kg bag. Special bags are available to order throughout October and November. Meanwhile Winter Health Mash is the subject of a ‘2 for £22’ offer. The soakable mash, which has a normal RRP of £13 for a 12kg bag, is available to order until end of January 2019.
And now in black… THE award winning Rhinegold Elite Brooklyn Boot has arrived in new black. Distributed exclusively to the trade by Snowhill, these country boots are made from waxy leather with a suede cuff and drawstring detail. Sizes are 3 to 8, and new black joins the brown colour option. The RRP is £78.50. Rhinegold Brooklyn country boots were voted ‘best value’ in a Horse & Hound survey this summer. Product tester and event rider Lisa Spence reported that the Brooklyn was “smart enough to wear at events and good quality for the price.”
B
R
AN
New and updated range now available
D NE W !
NEW AND UPDATED RANGE NOW AVAILABLE
OCTOBER 2018 EQUESTRIAN TRADE NEWS
www.chudleys.com
#CHOOSECHUDLEYS
www.equestriantradenews.com
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Product News
Go for gold
Masterful celebration
THE Gatehouse Conquest MkII is now available with a rose gold trim. The Kitemarked riding hat is approved to PAS015 and has a removable, washable liner. It comes in a choice of finish – the limited edition rose gold being available in matt navy or black. Gatehouse is distributed by Trilanco.
AMERIGO’S new Masterclass collection has a fashion twist to celebrate the saddle brand’s 20th anniversary. Coloured edging between the seat and panels, plus accents on the flap and logo tag, come in a choice of 12 different shades from silver and gold, through soft pastels to bright bursts. Masterclass saddles, initially in one dressage and one jumping style, are individually made to order. The UK distributor is Zebra Products.
Bright new ideas IT’S high season for hi-viz – and Elico has launched a new reflective range called Aurora. The Elico Aurora Reflective Exercise Sheet comes in a bright yellow breathable, knitted fabric. There are two 25mm reflective tapes on the tail flap and each side. With girth straps and fillet string, the sheet meets EN471 (2003). Meeting the same standard, the 40mm elasticated Elico Aurora Reflective Hat/Helmet Band fits most riding hats. It has 25mm reflective tape. Elico Aurora Reflective Leg Bands come as a set of four with Velcro closures and 25mm reflective tape. They fit over horses’ legs or boots and are made in polyester knitted fabric to EN471 (2003). Ideal to pop over bridles, headcollars, nosebands or reins, Elico Aurora Reflective Covers come in sets of three with 25mm reflective tape meeting EN471 (2003). And for riders, the adjustable, one-sized Elico Aurora has a reflective vest with 50mm reflective tape front and back, plus two side and front openings. This, too, meets EN471 (2003). To complete the hi-viz look, Elico Darley Reflective Gloves have bright yellow softshell backs with reflective tape, and black grip Serino palms.
Free retail display tips THE new SDEA (Shop and Display Equipment Association) Retail Display Directory is free of charge. Brimming with creative, specialist products and services for retail interiors, the new directory is a useful tool for all retailers large and small. More than 100 specialist shopfittings and display manufacturers and suppliers are listed to help you locate specialist fittings, display, PoS, lighting, signage, mannequins and visual merchandising. The directory also includes store reviews and specially commissioned editorial features. To receive your free copy, email directory@sdea.co.uk
TROJAN 350GSM COMBO TURNOUT RUG
CODE: 789
TRADE PRICE
FROM
£24.95 RRP: £54.99
www.equestriantradenews.com
01902 454771 contact@gallopequestrian.com EQUESTRIAN TRADE NEWS OCTOBER 2018 www.gallopequestrian.com
BETA International news…from ETN…official media partner…
Putting entertainment and education in The Spotlight
T
4
ANNIVERSARY
TH
2019
NEC, Birmingham, UK he Spotlight is BETA International’s new 20-22 January www.beta-int.com entertainment and education feature. With a stage and large digital screens, The Spotlight will host celebrity interviews, the Talking Business debate with Alastair Stewart, seminars, award presentations, teach-ins and the Fashion Show. Riding hat manufacturer Charles Owen is The Spotlight’s sponsor. “We are proud to remain an integral part of the educational aspect of BETA International,” said Charles Owen chairman Roy Burek (pictured). “The Spotlight is an opportunity to showcase the latest in the equestrian industry and we are looking forward to sponsoring this innovative new part of the trade fair.” BETA International organiser Claire Thomas added: “We are thrilled that Charles Owen is to remain as one of the show's loyal supporters and extremely excited that the company will enjoy such close links with this vibrant new feature. “I am confident that The Spotlight will be a big hit with many of our visitors and exhibitors, and play an important role in the trade fair as it continues to develop and move forward.” There will be activity in The Spotlight during each of the show’s three days. With plenty of free seating, everyone at BETA International is welcome to come along and watch. The Voice of the Equestrian Industry
Official Media Partner
BETA International news…from ETN…official media partner…
Main Sponsor
Dog food brand supports coffee shop THE BETA International Coffee Shop is to be supported by a premium complete dog food range for the first time in 2019. TopSpec’s VetSpec brand is giving its support to the area where everyone stops for a cuppa and chat during the show. VetSpec is a range of hypoallergenic, cereal grain-free, premium dog foods. “As TopSpec Equine experienced a number of incredibly successful years as sponsor of this very same feature, we understand perfectly how effective supporting BETA International in this way can be,” said company managing director Philip Tyler. “We are really excited about VetSpec's new range and very much looking forward to the opportunity to introduce it to the show's visitors. Sponsoring the Coffee Shop plays a key role in our
marketing strategy and will be a powerful tool in helping to secure maximum traction for this new-to-the-market brand.” BETA International organiser Claire Thomas added: “We are thrilled to have Philip and the TopSpec and VetSpec teams on board. The company has been a loyal supporter of the trade fair for many years and both I and the rest of the organising team are really looking forward to joining forces once again.”
What, where, when THE 40th anniversary edition of BETA International takes place at the NEC, Birmingham, on 20 – 22 January, 2019. It’s the world's leading trade fair for equestrian, country clothing, outdoor and pet products. Sponsors include official media partner Equestrian Trade News (ETN), exhibitor bag sponsor Henson Franklyn, visitor bags sponsor Hy, Champagne Bar sponsor NAF, New Product Gallery sponsor Shires Equestrian, official model horse supplier Stubbs England, official clothing supplier Toggi, Coffee Shop supporter VetsSpec, The Spotlight sponsor Charles Owen and main sponsor Neue Schule. For further information about exhibiting, contact James Palmer, telephone +44 (0)1937 582111 or email jamesp@beta-int.com To get involved with ETN’s official BETA International previews, contact Beth Crow on telephone +44 (0)1937 582111 or email bethc@beta-int.com
OCTOBER 2018 EQUESTRIAN TRADE NEWS
www.equestriantradenews.com
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www.equestriantradenews.com
EQUESTRIAN TRADE NEWS OCTOBER 2018
Better Business
16
HOW LOYAL ARE YOUR CUSTOMERS? Having customers is one thing, but knowing their true value is quite another, says Adam Bernstein.
Knowing your advocates and detractors – and who they are – is invaluable commercial knowledge.
I
t’s entirely possible to run a business on a series of one-hit-wonder transactions; but it’s a wasteful, time consuming and expensive way of doing it. Far better is to win and keep customers by understanding their value through studying their loyalty to the business. One way of doing this is to generate a Net Promoter Score (NPS). NPS is a tool used to gauge a business relationship, irrespective of whether it’s business to consumer (B2C) or business to business (B2B). The key benefit is that NPS gives insights into elements of a relationship such as customer satisfaction, effectiveness of communications and how well customer service is judged. Ian Cass, managing director of the Forum of Private Business (FPB), believes it to be a very effective way of measuring customer experiences. “You can see if the customer would recommend you to others, with answers based on a zero to 10 scoring method,” he says. Cass adds that the size or sector of the business concerned does not matter because it’s the understanding of the customer experience that is important as “it allows the business to keep improving.” He continues: “NPS is a great tool for driving a strategy for business performance; it can also improve a business model as it provides a metric measurement.”
accurate result. “Having a scoring for a product or service will give you the insight of a job well done or not,” says Cass. “If the scoring is poor, a business can see the areas that need work and take action to improve them. If a business is not asking for this kind of information, then how do they know if they are doing a good or bad job?” NPS can be used generally or specifically, depending on the strategy being deployed. For example, after a customer has visited a store, a simple, automated email can be sent asking for their feedback. But Cass offers a note of caution here. He says that for NPS campaigns to work, a business-wide strategy needs to be implemented such as making all staff aware of what NPS is, how the measurements work and what they mean; not ignoring or failing to respond to negative comments; and actively seeking to engage with those classified as promoters. “Think about how you will communicate further with promoters,” says Cass. “They have given you a good score but how will you continue to communicate positively with them now that you have their goodwill?” He says negative scorings should also create a similar thought process and asks: “How will you work with those that give you a low score? The key is to keep monitoring the scoring results and act upon them.”
NPS calculations
Predictor of growth
Essentially, NPS asks a series of “why” and “would” questions which return scores of between zero to 10. Cass illustrates how the process has worked for the FPB. “We’ve asked many members for their opinions over the years, from looking at changes to government policy to business rates and budgets. We condense what we ask into a 20 to 30 second questionnaire for our members to answer quickly.” He says that NPS has led to a good level of response from members and provided his organisation with valuable feedback. A similar NPS scoring regime for your business could look like this. • Customers scoring 9-10 are promoters. They are likely to come again and recommend the business to others. They are great advocates for you and will be loyal customers in the future. • 7-8 scoring customers are labelled as passive. These people are undecided and don’t want to commit, so don’t give active responses to the questions. • Customers scoring 0-6 are detractors. They can be detrimental to a business as they can become negative and give comments that adversely influence others’ buying decisions.
If NPS scores are high, it’s fair to hope this is reflected by a healthy business that is growing. Conversely, if the scores are low the rate of growth is expected to be poorer. But Cass says that this may not always be the case, and he cites an example well known to economists: “If a product is one that is in very high demand – say it’s currently the trendy thing to have - then it may well sell despite poor customer service and low NPS scores.” But clearly, a business in this situation is not going to have a long life.
Using NPS to best effect NPS needs to be used properly, especially if a business truly seeks an OCTOBER 2018 EQUESTRIAN TRADE NEWS
Getting an NPS The actual calculation when measuring NPS involves subtracting the percentage of detractors from the percentage of promoters. The closer the result to 100, the better it is. Negatives should be dealt with quickly. Of course, NPS is not the be-all and end-all of customer satisfaction. Any business owner or manager worth their salt should have an ear to the ground... NPS is just one tool for honing the detail.
More information Satmetrix (co-developer of NPS): https://www.netpromoter.com/know/ NPS Calculator: http://www.npscalculator.com/en • About the author: Adam Bernstein is a business writer with 25 years’ experience. www.equestriantradenews.com
17
Fast Fibre
®
Forage shortage? We can help… Feed Fast Fibre The summer heatwave has left many areas with limited amounts of forage. Fast Fibre® is ideal to use as a partial hay replacement to top-up horses’ fibre intake and by introducing a small amount can help to make hay supplies last longer.
The Quick Soak Fibre Provider • Low Starch, Low Sugar (7.5% combined) suitable for laminitics • High in fibre can be fed as a partial hay replacement • Low calorie/energy level DE 8MJ/kg similar to average quality hay • Ideal for older horses and ponies and those with poor teeth
FAST FIBRE 1.5KG STUBBS SCOOP
HAY 1.5KG HAY
(DRY WEIGHT)
QUICK SOAK
60
seconds!
For more information contact your Allen & Page Area Manager or our Sales Team on 01362 822 900 0 or email helpline@allenandpage.co.uk www.allenandpage.com www.equestriantradenews.com
EQUESTRIAN TRADE NEWS OCTOBER 2018
18
Christmas gifts
THE JOY OF GIVING There’s no need for your customers to shop elsewhere when there’s a great choice of gifts at their favourite equestrian store.
Hooray for the holidays! BREYER’S limited edition 22nd Holiday collection features Celestine, the crystal queen – a sumptuously seasonal model horse. Celestine, made to an exact 1/9 scale, has ice crystals on her headdress and dangling from her costume. Her pearly grey coat is detailed with embroidery, pearls, beads and frosty white roses. The RRP is £66. Breyer also has equestrian themed Christmas tree decorations. The Celestine 2018 Holiday Horse Stirrup Ornament is a detailed miniature. Celestine hangs within the silver-tone stirrup on a blue ribbon while a crystal snowflake dangles from the stirrup top. The RRP is £17.50. Breyer is distributed in the UK by DKL Toys.
䜀攀愀爀 昀漀爀 愀氀氀 琀栀攀 昀愀洀椀氀礀⸀⸀⸀ 眀眀眀⸀攀焀甀椀琀栀攀洀攀⸀挀漀⸀甀欀
christmas giftware
Pocket sized cuteness
LIMITED EDITION
www.equetech.com
www.toggi.com
PONY World’s new Thelwell Plush Pony is ready for Christmas cuddles. Featuring the official Thelwell logo, it’s the ultimate in cuteness. There are themed cushions and bags to match. Pony World is distributed by Surprise Marketing.
Likit.co.uk
Gateley Country Boots Stylish, waterproof, windproof and breathable. TM
The Perfect Christmas Gift
Christmas Made Special! OCTOBER 2018 EQUESTRIAN TRADE NEWS
www.equestriantradenews.com
19 Fluffy, fun and functional ► THIS stylish, fluffy headcollar from Gallop Equestrian comes in clever colour combinations. Each features a horse logo design and adjustable fittings. The super soft faux fur is detachable for washing - or for swapping with other colours for lots of fluffy fun! The trade price is £4.75 or buy ten for £3.50 each. The RRP is £7.99.
mas gifts: t is r h C t s e b Some of our
◄ Dazzle your customers with these sparkly glitter bandages. A wonderfully frivolous present with many practical uses too. The trade price is £5.95/RRP £11.99 per set. ► An innovative vented spine for breathability is just one stand-out feature of Gallop Equestrian’s fully lined numnah. The sumptuous fleece feels and wears like sheepskin - but washes and dries easily. Inside is hexagonal quilting. The trade price is £12.95 or £10.95 each when you buy ten. The RRP is £25.99.
Life story worth reading FOLLOWING his untimely death in March earlier this year, the official biography of equestrian commentator Mike Tucker takes on new resonance. The Man Behind the Mike, £20 from Quiller Publishing, has a foreword by eventer Ian Stark and is written by another former top rider Jane Wallace. Mike Tucker was an accomplished competitor; his book shares anecdotes and gives insights into the real stories behind the headlines. Readers also learn about Mike's family history and connection with the Badminton Estate where his grandfather farmed; The Beaufort Pony Club, a huge influence in his life; staying with the Roycroft family, a pivotal moment in his efforts to become a successful event rider; and about Mike's second place at Badminton. The voice behind the microphone had the experience and knowledge to commentate with authority live at events as well as for television. The pinnacle of Mike's commentating career was covering Nick Skelton's gold medal at the Rio Olympics in 2016 for the BBC.
50cm tall
tion 2019 c e ll o c r e m Sum
For lucky horses THE new Duet rug uses two different weights of Thermatex fabric. The top section, covering the back, is made from the brand’s popular wicking fabric; while the lower section is in a lightweight, breathable material. By combining the two, horses benefit from a rug that keeps the back warm yet offers increased airflow around the lower part of the body. It’s a perfect choice for nippy autumn days – therefore making a super Christmas gift. The Duet has a belly strap - cross surcingles can be added on request - plus double quick release buckles at the chest. It’s reinforced at the shoulders and over the withers. Available in a typically large choice of Thermatex colour combinations and sizes from 4’ to 7’3”, the RRP is £160 (for larger sizes). www.equestriantradenews.com
Quality and the best service since 2005. Discover all our products for horse and rider. We offer an extensive range of basics and outstanding seasonal collections. Interested in becoming a stockist? Call our UK agent with over 30 years of trade experience Tina Farrow at 07411 938144 or send an email to info@qhp.nl.
Visit www.qhp.nl to view all our exceptional products.
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Christmas gifts Practically perfect presents
Festive fun TALISKER Bay has a host of festive gift ideas within its Stud Muffin and Likit brands. Christmas pudding flavoured Stud Muffins have returned. There’s also a Stud Muffin Advent Calendar containing bite-sized mini muffins. Top of the wish list for Likit fans is a new limited edition Rainbow Likit Holder (pictured). The fun, multi-coloured stable toy - plus tasty Rainbow Likit with apple, carrot, cherry and mint layers – is perfect for keeping ponies happy over the Christmas period, and beyond.
Time to get cheesy HORSEY people love practical presents they can use all year. And Red Gorilla has a host of colourful solutions. The Tidee Companion Set makes the perfect gift as the extra-large scoop comes with a rake and a broom. This back-saving, poo-picking innovation is big too - so it has that Christmas morning wow factor. Red Gorilla also keeps horses happy at Christmas. The Dripfeed equine toy is made to last and comes in a choice of colours. And while your customers tuck into their turkey, it will keep their horses amused during the long winter evenings. Take advantage of Red Gorilla’s super display stands to ensure these practical present ideas stand out in store.
Bags of pleasure THE gorgeous Galicia bag by Toggi is crafted from soft suede with fashionable tassels. Fully lined with three compartments and an inner zip pocket, it features a leather base and removable, adjustable shoulder strap and antique brass trims. Colour choices are berry, bitter chocolate or midnight blue. The RRP is £200.
Delight that dressage diva
Anyone who loves dressage and schooling would be delighted to unwrap the Carbon Composite Dressage Whip from Fleck on Christmas morning. This high-tech whip is feather light and beautifully balanced, making for softness in the hand and effortless carrying. Available in black, and lengths 100cm (48”) to 140cm (56”), the RRP is around £32. Fleck is distributed in the UK by Zebra Products.
CHRISTMAS merchandising is all about stating the obvious and reminding your regulars that they can do all their seasonal shopping with you. So be as cheesy as you like with the tinsel, tree, glitter, fake snow and baubles to get them in the mood. Have carols playing, and decorate everyday items to give them a festive spin to suggest them as gifts. Small goodwill gestures matter, so pull on the Santa hat and offer every customer a mince pie. Done with a smile, who can resist?
RETAI TIP L
Ideas for everyone DIP into the new Equetech gift collection for inspiration from clothing to jewellery. ► The Equetech Snaffle Bit bracelet, ring and necklace are contemporary in design with RRPs from £18.50. ► The smart Equetech Recycled Storage Bag is laminated for a water-resistant finish - a great gift for the equestrian who’s always on the move. The RRP is £10.50. And check out Equetech’s Tweed Horse Cards featuring four horse designs in actual tweed from this label’s clothing collection. RRPs are £5.50. ► For the list-maker or dressage rider trying to remember their test, what better gift than the Equetech Dressage/Notes Magnetic White Board? The wipe-clean board comes with a pen and window suction cups to stick where it’s needed. The RRP is £7.50.
PULSAR
Keep warm and visible this winter with the mens & ladies Blizzard thermal base layers and LED Active Harness
Order direct from www.pulsaruk.com and save 25% using discount code ETN1825
Celebrate the Holidays with
Celebrating 65+ Years of Breyer
Celestine
2018
Holiday Horse
World’s Largest Range of Authentic Model Horses and Accessories FOLLOW US:
www.BreyerHorses.com www.dktoys.co.uk
Contact us for the 2018 Breyer Range at sales@dkl.co.uk Telephone: +44 (0) 1604 678780 DKL Marketing Ltd., 11 Deer Park Road, Northampton NN3 6QD, United Kingdom
22
Christmas gifts The safest bet GIVING a rider some new safety gear for Christmas is indeed a generous gesture. But because hats and body protectors should be fitted to the recipient, preferably by a BETA trained person, perhaps suggesting gift vouchers to a well-meaning gift buyer is safer still? The lucky rider could then spent it on this Pro-Ultimate, Champion’s first helmet to meet the Snell 2016 standard, PAS 015 2011 and VG1. It’s also Kitemarked. The Pro-Ultimate features a vented, lightweight fibreglass/Kevlar composite shell, with a choice of gloss or sanded matt finish. The four-point harness is in soft leather. RRPs are £147.50 or £175, depending on size.
Little things matter
We love ponies!
Plush horse
Star ! 185cm long
The closest thing to a real pony. Visit www.qhp.nl to view all our products.
TREATING the youngest riders is easy with the Equi-Kids Pony Love reversible gilet from Ekkia. To mix things up, the smart blue outer can be turned inside-out and swapped with the fun pink and blue polka dot design. With a full length front zip, pockets and ribbed edging, it’s offered in kids’ sizes four to ten years. The RRP is £33.90.
STOCKING up on attractive under-atenner gift ideas is a job well done. Customers will always come looking for that last-minute present, emergency gift or thoughtful little gesture – so having an inexpensive but tasteful selection in store is essential. Accessories like this stylish Covalliero Headband, from UK distributor Zebra Products, are always welcomed. In a trendy knitted pattern with a fleece inner, the black version has a colour burst of purple ash while the blue nights colourway is finished in moonlight blue. The RRP is £7.50.
RETAIL TIP
HILTON HERBALLS The Irresistibly Healthy Treat! Free of molasses, artificial sugars, flavourings & GM products. Totally safe for ‘laminitics’ or ‘insulin-resistant’ horses & ponies. Herballs come in re-sealable recyclable bags and are available in sizes from 400g to 10Kg, including a 12 x 400g countertop display box for retailers. Prices start from £2.25 RRP for a 400g bag. For details of our special Christmas Tub offers contact Claire Peace. Tel: 01460 270701
tradesales@hiltonherbs.com
www.hiltonherbs.com
MERRY CHRISTMAS AND A HAPPY AND SUCCESSFUL NEW YEAR to all Crafty Ponies stockists from the Crafty Ponies team!
Countryside Greetings Cards Thelwell, Bryn Parry, Alex Underdown & more
www.craftyponies.co.uk PS. Christmas snuggle rug sets available now!!
OCTOBER 2018 EQUESTRIAN TRADE NEWS
www.sainsburyplaice.com www.equestriantradenews.com
23 For happy horsey families SNOWHILL’S trade catalogue and website are brimming with ideas to solve your every gift buying dilemma this Christmas.
For him ► If the men in your customers’ lives are tricky to buy for, check out Rhinegold Men’s Thermal Breeches. These soft, lined breeches come in a thick, warm, thermal weight material to keep out the winter chill. Made from 95% cotton and 5% Spandex, they’re comfortable against the skin while a stretch suede full seat offers extra grip in the saddle and helps prevent rubbing on the legs. In sizes 30” to 38” (and ladies’ sizes 8 to 18 too) the RRP is £44.50. ► Rhinegold Thinsulate Velcro Wrist Winter Riding Gloves have non-slip palms for working and riding in the cold. An elasticated Velcro cuff and Lycra inserts in the fingers give great comfort and fit. With rider’s finger reinforcements, there’s also a triple reflective feature across the back of the glove. In sizes small to extra-large, the RRP is £18.50
For her ► Sumptuous new Rhinegold Santorini Long Riding Boots are due in stock at Snowhill from late October. Trimmed with ‘mock croc’ detail, these boots look and feel luxurious. There’s a soft leather foot plus strategically positioned stretch panels and a full length zip, making the Santorini extremely comfortable and easy to wear. Available in sizes 3 (36) to 8 (42), the RRP is £119.50. ► Rhinegold Spandex/Lycra Gloves provide optimum stretch and finger sensation. With a soft, brushed lining and silicone grip palm, they’re useful for riding or doing jobs around the yard. With a simple double-folded cuff, they work well under rubber gloves when warmth is needed doing wet or dirty tasks. Easy to wash and quick to dry, this is the ‘handiest’ gift ever! In sizes small to extra-large, the RRP is £12.95.
For the children ► The Rhinegold Rainbow Glitter Grooming Kit contains a junior body, junior dandy, rubber curry comb, mane comb and hoof pick brush. With an RRP of £14.50, it’s the perfect present for the pony mad youngster.
AUTUMN/WINTER 2018 COLLECTION
For the horse ► The Rhinegold Luxury Sheepskin Saddle Pad is a cotton half pad, fully lined with the finest sheepskin. Small quilting gives the pad stability, breathable sheepskin is super comfortable – and, with its rolled edges, it looks fabulous too. In pony, cob and full sizes, the RRP is £66.50. www.equestriantradenews.com
www.toggi.com
24 Pestering for a pony?
WINTER GIFTWARE Lo v e Fro m , E q u e t e c h
Pony Care: A complete guide to buying and caring for your first pony (£16.95 from Quiller Publishing) appeals to potential pony owners and their parents. Author Alison Pocklington, named Groom of the Year by Horse & Hound, is also a riding instructor and mum to a pony-mad child. This great little book offers sound, practical advice to get pony ownership off on the right foot. As well as buying, owning and caring for a pony, it covers acquiring equipment, livery options, daily care, feeding, shoeing, health, exercise and, when the time comes, selling the pony. w w w. e q u e t e c h . c o m
Gloves always go down well HORSE-people can never have too many gloves – which is why they make great gifts. The SSG Winter Training Glove is the ultimate answer to cold hands. Made from black drum-dyed goatskin leather, they offer good grip and longevity. The cold is kept out thanks to a double lining of 70gram Thinsulate plus a layer of SSG polar fleece. The long knitted cuff fits well up the wrist and under the jacket. Unisex sizes 6 to 12 are available. The trade price is £21.15. For children who love the outdoors, the Sno Bird is a waterproof, warm glove. A double lining of fleece and Thinsulate keeps small hands warm and dry, yet Sno Bird retains grip and feel on the reins. There’s a Neoprene cuff with a hook and tab closure for a watertight fit too. In children’s sizes extra small to large, the trade price is £11.05. SSG gloves are available from Mackey Equestrian Wholesale.
Always well received WHO doesn’t love a snuggly fleece? So suggest this cosy, colourful Cavallo Lanka fleece jacket when a customer is wondering what to get for horsey friends or their yard owner. The ladies’ long-hair fleece is light, soft and super comforting for those cold winter months. With slit pockets, and a matching hood complete with fashion sequins, the Lanka comes in black, lipstick (pictured) or sand with an RRP of £125. Cavallo is distributed by Zebra Products in the UK. www.equestriantradenews.com
25 Slippers with a difference NUUMED Stirrup Slippers are the perfect gift for the rider looking to protect their saddle from marks and scratches. The neat products fit the majority of saddles and stirrups including FreeJump and Acavello. Offered in ten colours to match NuuMed saddlepads and numnahs, they can be personalised or branded. The RRP is £24.50. NuuMed is available from Vale Brothers.
The countdown is on… YOUR customers can count down to Christmas with this special edition Crunchits Christmas Advent Calendar. It’s filled with 24 low sugar Crunchits treats in six different flavours, including strawberry, beetroot, parsnip, carrot, banana, pea and spinach. The RRP is £4.95 and the trade price £19.80 for a pack of six. Promoting Redwings Horse Sanctuary Adoption Scheme, the advent calendar is also a lovely way to show support for the charity’s work. Crunchits treats are low calorie, low sugar, alfalfa and molasses free, and manufactured under the BETA NOPS scheme.
Psst! Get one for yourself… BE warned - if you order stock of The Tack Room by Paula Sells, published by Merlin Unwin Books, you’ll end up reading a copy! This fascinating book looks at how saddlery reflects social history and attitudes to horses over the past 300 years. It’s said to be the only book on its subject. As well as describing how tack evolved for 27 different disciplines, the author delves into the tack rooms of the great and the good, from Hyde Park Barracks’ to Carl Hester’s. As she says, tack rooms are treasure houses of craftsmanship and innovation. The Tack Room (£30) has 256 pages, is hardback and jacketed with colour illustrations throughout.
Trusted by riders for more than 30 years
Racing jargon busted
T4 Compact GP
Also from Merlin Unwin Books, Horse Racing Terms is a beautifully illustrated and entertaining guide to the sport of kings. Artist and racing enthusiast Rosemary Coates explains the likes of ‘on the nod’ and ‘nursery stakes’ accompanied by witty, colourful drawings. At £8.99, this 144 page hardback makes for superb fireside browsing on a winter’s afternoon.
£495
And finally… Happy New Year!
T8 Compact GP £625 LIVERPOOL International Horse Show – the equestrian spectacular on 28 to 31 December – is offering deals on tickets for clubs and groups. So why not get a group of customers together or work with a local livery yard or riding club to do so? When you buy ten or more tickets in one transaction, Liverpool organisers are offering 10% off plus one extra ticket free. “It’s great to go together to an event like Liverpool International where you can enjoy the fun and competition alongside team mates, friends and colleagues,” said show president Nina Barbour. Liverpool International combines world class dressage and show jumping with family entertainment – plus plenty of festive fun and a brilliant way to see in the New Year. www.equestriantradenews.com
Saddles made in England
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with real leather
26
Special report
BATTLING TO BE THE BEST Big things are happening at Battles. Managing director Richard Dewey Clarke talks candidly to ETN about changes for the better and ambitions to be the best. This wholesaler has been cranking up its service levels and product range – with more to come in 2019.
ETN: Battle, Hayward & Bower began manufacturing agricultural products in Lincoln in 1832. Today, the company is an international equestrian, pet and It’s been quite a year. agricultural manufacturer Richard and Anna Dewey and wholesaler. It’s most Clarke acquired Battles in recent milestone was its December 2017. acquisition by you - Richard and Anna Dewey Clarke (commercial director) in December 2017. What are the most important changes that have happened since then? Richard Dewey Clarke: The business had been in existence for 186 years. We wanted to build on its heritage and reputation, the values that have served it well for decades. The key improvements we wanted to make were service levels and product range. The most significant service improvement was the move to a 5pm order cut off for next day delivery. This required the support of our staff, and some considerable sacrifices on their part; but they all understood it was necessary for the business to continue to move forward. We have also been striving to improve the range of products we carry to give our customers the choice they need. As well as extending the range we carry from leading brands such as LeMieux, Life Data, Champion and Noble Outfitters, we have also introduced exciting new brands such as LazyOne, JCB Paint and Deckled Edge. Improving service levels and product range are an ongoing imperative for us so there will be much more to come in 2019. ETN: And what’s on your bucket list for Battles? Richard: Our aim is to be retailers’ first choice supplier for equine and animal husbandry supplies. ETN: Do you still manufacturer in Lincoln? Richard: Yes we do. Everything in the Lincoln, Dermoline, Hydrophane, Battles (farm and poultry), Radiol, Wendals and Super Codlivine brands is made by us. As well as our own brands, we provide an end-to-end solution for the manufacture; labelling and supply of creams, powders, OCTOBER 2018 EQUESTRIAN TRADE NEWS
gels, liquids and tablets for many own label customers. ETN: How many people does Battles employ? Richard: It varies with seasonal demand but at least 130. Since the MBO [management buy-out] we’ve been focused on strengthening the management team. The most recent appointment was Matt Cummins this August to the role of sales manager. Matt spent two years building the Noble Outfitters brand in the UK and prior to that was at Musto. His experience at these leading brands will help us improve our service to retailers. ETN: How big is your warehouse/production site? Richard: We have 100,000 sq ft. The current focus is using the space more efficiently. The next major project is the move to narrow aisle fork trucks which will increase our racking/shelving space by around 10 to 20%. This is needed to support our growth plans for the next one to two years. ETN: Battles’ own label brands include Aintree, Battles, Battles Poultry, Companion, Dermoline, Hy, Hydrophane, Lincoln, Super Codlivine and Wendals. Are there more? Richard: Yes! We recently acquired Supreme Products from Sarah Turnbull and have integrated it into our operations in Lincoln. Supreme Products is the market leader for products where presentation matters and is a good fit with our other brands. We have distributed the product range for many years, so when Sarah approached us, there was a clear fit. We are delighted Sarah has also joined the Battles team, bringing considerable commercial and product knowledge. ETN: What are some of the other major equestrian brands you wholesale? Richard: In horse care, there are very few major brands that we don’t carry. We want to offer choice - and that means having the best brands. Some of the more recent additions that retailers may have missed are Rockfish wellies, Trickle Net and VetCling. ETN: What percentage of the company’s activity is equestrian? And do you see the sector as one for growth? Richard: At least 75% is equestrian; and we see growth opportunities for Battles. Whether the sector as a whole is growing, we’re not so sure. ETN: What can you do for retailers that goes above and beyond other wholesalers’ offerings? Richard: Battles is focused on this sector and that sets us apart from some of our wholesale competitors. We have built our first showroom this year; it allows us to invite customers to visit us and showcase the ranges we carry – and to do this much better than we have in the past. ETN: Battles has always worked hard to protect (suitably qualified) retailers’ rights to sell wormers and other animal medicines. Is this something that continues? Richard: Yes. We certainly believe that the role of SQPs is a very valuable one. We employ five SQPs in our own business. We are also members of AHDA (Animal Health Distributors Association). ETN: Battles has always been a staunch supporter of BETA International, having exhibited every year in its 40 year history. What are your plans for this year’s BETA International and why www.equestriantradenews.com
27
4
ANNIVERSARY
does the show remain important to Battles? Richard: BETA International is the only UK equestrian trade show and it would seem to us to be a poor reflection of our industry if we cannot have one successful trade show each year. That said, it is a costly exercise for us and we keep it under review. For 2019, though, we will be there with more products, more exclusive offers and a bigger team of people than ever before. We want to put our best foot forward and use the show as springboard for The HyFASHION Supersoft Tartan our customers, and therefore Scarf is set to be a big seller this autumn/winter. Battles, to have a successful year. We already have a number of new, exclusive brands secured which we will exhibit for the first time. ETN: What do you predict to be your top six best-selling equestrian products this winter? Richard: That’s a tough question when you represent 200 brands and 15,000 SKUs (stock keeping units)! We expect Rockfish to sell well this autumn. JCB Paint is a ground breaking improvement in its field with significant animal welfare and environmental benefits over existing products; we’re already seeing good repeat sales. Our HyVIZ Padded Gilet and HyFASHION Supersoft Tartan Scarf are looking good. We’ve recently secured the distribution of HAAS brushes. HAAS is a world renowned market leader, so these are sure to be a good seller.
We recently acquired Supreme Products.
The new padded gilet, from the HyVIZ collection, is bound to get noticed this winter.
TH
2018
2019 2018 NEC, Birmingham, UK 20-22 January www.beta-int.com
NEC, Birmingham, UK 20-22 January NEC, Birmingham, UK www.beta-int.com 20th - 22nd January Main Sponsor
Want more stockists? Apply for a stand now! Main Sponsor
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Contact James Palmer: T: +44 (0)1937 582111 E: jamesp@beta-int.com
www.beta-int.com The Voice of the Equestrian Industry
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Official Media Partner
Main Sponsor
EQUESTRIAN TRADE NEWS OCTOBER 2018
28
Winter Ailments
HOW TO MANAGE MUD FEVER Mud fever is notoriously common in the UK’s wet winters. It can affect any type of horse or pony and can be awkward and frustrating to control, despite meticulous care, says Dr Wendy Talbot who has some tips to pass onto your customers.
The mud is coming… spotting early signs of mud fever and taking prompt action can help stop a flare up in its tracks.
M
ud fever is in fact a collection of diseases that can affect the skin and cause inflammation of the lower limbs. Probably the most accurate term to use for the condition is pastern dermatitis (meaning inflammation of the skin on the pastern) but your customers will probably know it as mud fever. It’s easiest to think of mud fever as a syndrome rather than a diagnosis – it’s the way skin on the pastern reacts to any insult. The condition can become chronic if the skin becomes infected or any other underlying cause is not resolved.
Causes of mud fever Bacterial infection is often involved but it may not be the primary cause of the syndrome. There are several primary causes of mud fever, such as a fungal or parasitic infection, photosensitisation/sunburn, allergy or genetic-based immune disease. These may occur individually or in any combination. These primary causes may make the skin more susceptible to damage. Horses that are kept on wet, muddy ground may lose some of the protective properties of the skin barrier on their legs, giving bacteria a chance to invade. As the condition progresses, the horse’s legs subsequently become inflamed and itchy and then scabs form over the sores. If bacteria are present, the scabs can seal in the infection. The scabs usually form on the pasterns and may become crusty and ooze pus, causing hair loss and considerable discomfort.
Preventing mud fever Tips for your customers: Avoid muddy paddocks: Try creating several smaller paddocks, using electric fencing and rotate these during the winter to help prevent the ground from poaching. Place woodchip, matting or road chippings in gateways to create some firm, dry ground or make two gateways for each paddock to reduce traffic over the same path every day. Provide a dry stable: Wood shavings or wood pellets are best for keeping legs dry and irritation-free in the stable. But be aware some horses may be allergic to some products, so it’s advisable to change the bedding if the condition does not improve. OCTOBER 2018 EQUESTRIAN TRADE NEWS
Don’t keep washing legs: While legs need to be kept clean, it can be counter-productive to wash them repeatedly as it can remove natural protective oils and cause the skin to weaken, making it more susceptible to bacteria. If legs need washing, warm water is recommended and making sure they are dried thoroughly afterwards. Often, it’s best to wait for mud to dry and then brush it off. Be careful about covering legs: Using wraps, boots or bandages consistently may increase moisture retention and retain warmth around the legs, which is exactly what mud fever likes. They may also damage the skin and make it more vulnerable to infection. Check legs daily: Spotting the earliest signs of mud fever and taking prompt action can help stop a flare up in its tracks. Not all cases of mud fever are due to mud! In some rarer cases, horses can develop signs of mud fever despite their environment being clean and dry. These horses will often have an underlying, predisposing cause which will need investigating by a vet.
Treating mud fever It’s always best to encourage your customers to speak to their vet if they think their horse has mud fever. Every case is different, and what works for one horse may not be right for another and may even be detrimental. In most instances owners will need to: • Carefully trim the hair from the affected area. • Remove dirt and scabs using a mild anti-bacterial warm water wash. • Dry very thoroughly – strong paper towels tend to work best. • The vet may suggest applying an anti-bacterial, anti-fungal, antibiotic or anti-inflammatory ointment. • If mites or mange have been identified, an anti-parasitic treatment will be needed. • Systemic therapy may be prescribed for severe cases. References https://www.bluecross.org.uk/pet-advice/common-ailments-and-health-problems-horses https://en.wikipedia.org/wiki/Mud_fever https://liphookequinehospital.co.uk/wp-content/uploads/mud-fever.pdf Anthony (2013) pastern dermatitis. Vet Clin Equine 29 (2013) 577–588
About the author: Dr Wendy Talbot is a vet and national equine veterinary manager at Zoetis.
www.equestriantradenews.com
29
For more information please contact: Email sales@net-tex.co.uk Tele: 01283 524222 www.equestriantradenews.com
EQUESTRIAN TRADE NEWS OCTOBER 2018
Mud Defender FR0EmE l 5
2 fender Mud Dtieon lo red tub orde Per 2Kg - 30th Oct 1st in Europe & the US • Maintains natural resistance to mud-dwelling bacteria • Rich in essential fatty acids (EFAs) • Supports the skin’s resistance to wet conditions • Use Mud Defender lotion to soften scabs and support skin regeneration
For more info contact Claire Peace Tel: 01460 270701 tradesales@hiltonherbs.com www.hiltonherbs.com
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LET IT SNOW, BLOW AND RAIN…
Winter Ailments
30
Winter’s wet, cold and muddy conditions pose particular challenges for horse owners. But there are some brilliant products that can help your customers cope with and even enjoy this time of year.
Wrap comes highly recommended
VETCLING is a multi-purpose film wrap. Developed for the equestrian market, it was launched at BEVA (the veterinary trade show) this September. Vetcling is self-adhesive, lightweight, waterproof and leaves no adhesive residue after use. It comes in 100cm x 50m rolls in different colours; no scissors are required as it can be torn by hand. Rachel Brassington, of Bishop Burton College, recommends it for poulticing hooves when it can eliminate the need for a bandage while keeping the dressing dry. “It’s durable and easy to apply,” she adds. Vetcling’s ability to make bandages water-tight, secure ice packs and wrap tails for injections or examinations means it’s found favour with Hambleton Equine Clinic. “A brilliant product with many diverse uses,” said spokesman. Jeremy Harforth of Stanley Grange Stud uses Vetcling to wrap show horses’ tails to keep them clean. While show jumping coach Julia Nelson winds hers around jump poles to give them a facelift. “It’s much better than painting,” adds Julia, who also suggests green or red Vetcling around the top of horses’ tails if they are novices or kickers. www.equestriantradenews.com
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Winter Ailments
No mud on me!
Just what the doc ordered
EQUI-CHAPS Close Contact Chaps from Equilibrium Products are breathable turnout boots. Developed to keep horse’s legs dry and mud free, this updated design retails at under £50 per pair. Made from perforated Neoprene with four-way stretch, they fit like a second skin and cover the lower leg from knee/hock to hoof for protection against the damaging effects of mud. New features include handy grip tabs for easy removal and a contrasting front seam for improved visibility and to ensure the correct fit on the horse’s leg. Available in six sizes, Equi-Chaps Close Contact Chaps are easy to wash and quick to dry. Each boot be worn on front or hind legs as required. The RRP is £49.95 per pair; trade price £27.75 per pair.
CAVALOR’S newly reformulated Mud Doc contains a combination of essential oils such as aloe vera, lavender, eucalyptus and tea tree. After disinfecting areas affected by mud, and drying the pastern cavities, the white cream should be applied daily. A 200ml jar has an RRP of £34. Cavalor is distributed in the UK by Zebra Products.
Nutritional support
Skin wash and clippers team up NAF and Lister have joined forces to launch a consumer competition for the clipping season. For every purchase of Love the Skin he’s in one litre skin wash, your customers get the chance to win a set of Lister Star clippers. Love the Skin he’s in offers a gentle, therapeutic yet deep cleansing hot or cold wash. To enter the competition, consumers should send the paper holder from their free Red ‘Skin’ Towel (supplied with the product) to NAF with their name, address and contact number. The closing date is 30 November.
MUD HeeI from Dodson & Horrell is a dried herbal supplement for nutritional support of skin exposed to muddy conditions. It contains echinacea purpurea, garlic granules and nettle to maintain the skin’s natural immunity; clivers, marigold and burdock root to help promote healthy skin growth; and devil’s claw root to encourage mobility and ease of movement. The RRP is £14.48 for a 1kg tub.
Showring Shine, Everyday. The winning formula you can count on when it's your time to shine. As the world's #1 grooming aid, ShowSheen® Hair Polish & Detangler is uniquely formulated to provide professional results. Ÿ
Ÿ
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Delivers a radiant shine and professional-level detangling Repels dirt and dust to keep horses cleaner longer Contains pro-vitamins to nourish coats and silk proteins to strengthen manes and tails
Available from your regular Absorbine® supplier. absorbine.co.uk
32
Winter Ailments
PERFECT POULTICING International show jumper Laura Renwick knows only too well that hoof abscesses can happen to the best of horses. She offers some timely advice to pass onto your customers.
Top show jumper Laura Renwick recommends poulticing with Animalintex to treat hoof abscesses for a fast return to competition.
H
aving to pull out of a big class because of ‘pus in the hoof’ can be devastating. But the main thing is to act promptly to clear it up. Recognising the symptoms, knowing what to do and having the right products and equipment to hand can make all the difference to a speedy recovery and quick return to competition. As we head into winter, hoof abscesses are more common due to prolonged wet weather making hoof soles soft. The most common cause is dirt or a foreign object (such as a nail from a loose shoe) penetrating the white line, the weakest area on the sole of the foot). As infection develops, pus builds up within the confines of the hoof capsule, causing the horse great pain. Abscess treatment needs to commence quickly. Otherwise the pus will find an exit point, often via the coronary band, destroying sensitive foot structures as it goes.
Recognising symptoms Lameness associated with an abscess appears suddenly and can be so severe that a horse is reluctant to bear weight on that leg. The affected foot may also feel warm to touch and have a raised digital pulse.
Treatment A vet or farrier is needed to locate the abscess and drain the pus. Once drained, the foot must be cleaned before a poultice such as Animalintex Hoof Treatment is applied to draw out any remaining pus.
Applying a poultice
Hands should be washed before starting. Then use a saline solution (level teaspoon of salt per pint of water) to clean the hoof. This sterile solution helps prevent further infection entering the hoof. The poultice should be applied hot. Unwrap the Animalintex and place it, plastic side up, in a clean, shallow tray. Next, allow boiled water to cool to 38 degrees centigrade and pour it into the tray around the edges of the poultice. Remove the Animalintex from the water when saturated, squeezing out excess liquid, so the poultice is damp rather than wet. Place the poultice on the sole of the foot with the plastic side facing outwards and upwards, then cover with a piece of Veterinary Gamgee cut to shape. Secure the poultice and padding in place with an Equiwrap bandage, using a figure-of-eight pattern across the sole of the foot. When treating an abscess, the poultice should be changed every eight hours for the first 48 hours. Animalintex from Robinson Animal Healthcare is the only VMD licensed, multi-layered absorbent poultice available in the UK.
Place the poultice on the sole of the foot with the plastic side facing up
A cohesive bandage such as Equiwrap should be used to secure the poultice and padding
When treating an abscess the poultice should be changed every eight hours for the first 48 hours
If in doubt…
First clean the hoof, for which the following are needed: a hoof pick, hygienic sponge and a bucket of previously boiled water. To poultice, your customer needs: Animalintex, Veterinary Gamgee padding and an Equiwrap cohesive bandage.
If a customer is concerned about a horse’s health or condition, suggest they contact a vet. In fact, it’s helpful to keep a list of local veterinary practices and farriers in store in case you’re asked.
NO RAT PROBLEMS HERE. Rats have nowhere to hide with Roban & Rodex. For stockists and advice go to getthatrat.com
Leading the way in British pest control 01420 80744 www.pelgar.co.uk OCTOBER 2018 EQUESTRIAN TRADE NEWS
www.equestriantradenews.com
Use rodenticides safely. Always read the label and product information before use. Roban contains 0.005% w/w difenacoum. Rodex contains 0.005% w/w bromadiolone.
33 Helping hand for hooves
The licensed veterinary poultice from Robinson Animal Healthcare
THE wet winter months play havoc with hooves. Maintaining a constant moisture balance by avoiding extremes of saturation and drying out is key to preserving hoof integrity and strength. So a good stock of hoof care products will always be welcomed by customers keen to look after their horses’ feet. Veredus Winter Hoof is a grease designed to be used daily, after cleaning, on the hoof wall, sole and frog. It includes vitamin F to support hoof renewal, thyme oil for a protective shield and lanolin to maintain suppleness. Veredus Winter Hoof is available from Zebra Products in 1litre tubs with an RRP of £19.
More riding, less grooming IF your customers feel they’re spending more time brushing mud off their horses than riding them, they need Seven Day Mud Away from Nettex. The clever spray prevents mud balling up and sticking to coat, feathers, mane and tail. As its name suggests, it needs applying just once a week. Seven Day Mud Away cuts down the need for hosing legs with cold water. It also provides a barrier against muddy conditions – and is a must if going hunting or riding off-road. The RRP is £5.89 for 250ml or £9.41 for 500ml.
Talking skin care…
IT’S been a dry summer, but Sean Cooney, founder of equine skin care specialist Botanica and show circuit regular, has been busy talking about mud. He’s pictured on his stand with international show jumper Michael Whitaker and his wife Melissa. “Our customers have had fantastic results over the years using a combination of Botanica Cleansing Wash and Botanica Herbal Cream,” says Sean. “We recommend diluting the Cleansing Wash as per instructions and massaging well into the affected area and leaving it for three to five minutes. Then apply Botanica Herbal Cream, massaging well in and repeat twice daily.” www.equestriantradenews.com
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Ask for at your local stockist, call us on 01909 735000 or visit www.robinsonhealthcare.com Follow us on Facebook & Instagram for a chance to enter our monthly competition
34
People • Isobel Bannister has joined
• Edmund Hirst has joined the
team at BETA International organiser and ETN publisher, Equestrian Management Consultants (EMC). He is the new admin assistant, so will often be the voice callers hear on the phone. Nineteen year old Edmund was educated at Ampleforth College before spending his gap year working in a pub. He says he loves being outdoors “especially walking” as well as playing and watching rugby. Music and singing are also among Edmund’s favourite things to do.
• Equestrian underwear specialist
Derriere Equestrian has appointed Alexandra Phillips as its brand manager. Born in Hong Kong, she started riding aged seven at the Royal Hong Kong Jockey Club Riding School. Alex later won a dressage scholarship to Hartpury College from where she graduated in equine science. She has worked for 15 years in the animal health industry, mainly in sales roles with Zoetis, Ceva and MSD. Alex has also taught science in a secondary school. She currently has two horses on which she competes in dressage.
Thunderbrook Equestrian as an equine nutritionist. Her new role follows a year lecturing in animal science at Hartpury College. Isobel graduated in veterinary medical science from Nottingham Vet School and completed a Masters degree in applied equine science from the Royal Agricultural University. Her thesis researched the impact of a fibre diet on growth and gut health in Thoroughbred foals compared with a concentrate diet. Isobel has a yellow Labrador called Penny who goes to work with her at Thunderbrook Equestrian’s Norfolk base.
• Britain’s best pony
racers thrilled spectators at York Racecourse last month during the Charles Owen Racecourse Series Finals. The Pony Racing Authority races took place immediately before the ‘proper’ racecard, giving the young jockeys a true taste of professional race riding. Charles Owen chairman Roy Burek presented the prizes to Harry Davies, 138cm and under winner with Little Anne, and Charlie Sprake who led the way in the 148cm and under race on Mr Marshall.
• Chris Taylor became president of
• This month’s Horse of the Year Show (HOYS) will hold many memories
for Emma Williams (nee Wardell). The recently appointed events director of the show’s organiser Grandstand Media made her first appearance at HOYS 15 years ago. On that occasion, Emma was part of the Atherstone Hunt Branch of the Pony Club Mounted Games team appearing in the Prince Philip Cup final. Emma (far left) is pictured back then, and last year presenting a prize to para-dressage rider Sophie Wells.
• TopSpec national
business manager for Ireland Finn O’Sullivan presented PJ Casey riding Somerville with the supreme hunter championship at the Royal Dublin Horse Show. This showcase of Irish hunters has been held in the famous Dublin main arena every year since 1868. TopSpec was sponsoring for the fifth year running. “Dublin is very special and the atmosphere was fantastic,” said Katy Mickle of TopSpec.
OCTOBER 2018 EQUESTRIAN TRADE NEWS
the Society of Master Saddlers (SMS) at its AGM last month (see News). He has run Saddlers’ Den in Southport, Merseyside for 22 years and is a Master Saddler. Chris takes over as SMS president from Sue Norton, with Ted Boggis moving into the vice president’s role. A former computer analyst, Chris has owned horses and ridden for many years. Before moving into the saddlery industry full time, he enjoyed leather work as a hobby. “As a bench saddler, I hit, stitch or cut it,” he said. “Our industry is a very hands on, traditional style trade - yet we’re living in a fast moving, highly technical world. More and more people are coming to understand and acknowledge the skill of our craftspeople and qualified saddle fitters. “But it’s important not to stagnate, so we need to move with the times and buy into new technology and new advances.”
• Joanne Smales has re-joined
the sales team at Friendship Estates, a regional producer of HorseHage, after taking time out to start a family. An equine science graduate from Bishop Burton College, Joanne has worked with horses including in international transport. She enjoys producing youngsters and owns a Connemara which she has recently backed and hopes to show next year.
www.equestriantradenews.com
35
• Members of the Society of Master Saddlers (SMS) enjoyed a harness
ervice Award
• National accounts manager at
Trilanco • Michelle joined Trilanco in 1993 – 25 years ago - as a receptionist. After helping in sales, she took up a full-time position within the wholesaler’s office-based sales support team. After returning from maternity leave, Michelle was promoted to sales office manager, then key accounts manager. Last November, she became national accounts manager and now works with Trilanco’s fieldbased equine and pet sales managers to provide sales and customer service support to national account holders. Outside work, Michelle enjoys spending time with her family and catching up with friends, a fair few of whom she met through Trilanco. Michelle even met her fiancé at work - Tony Caine, purchasing manager. • Martin Balmer, manging director of Trilanco, says: “Michelle is a popular and invaluable member of the team. She deals with customer orders and supports our sales managers in an efficient and helpful manner and has welcomed opportunities to adapt her role and responsibilities to help meet business and customer needs. Having worked with Michelle for many years, I’m delighted to nominate her for this long service award to celebrate her 25th work anniversary and in recognition of all her hard work.” HOW TO NOMINATE: Tell us about your outstanding long-time employees. From the company co-director to a Saturday girl/boy, ETN would like to mark their contribution to our trade. We need to know the employee’s name, his or her job title, how long they’ve worked for you – and why they’re a valuable member of your team. Do send us a picture too.
www.equestriantradenews.com
P
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e & Tru
100% Pre mium Qualit
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MICHELLE THORNTON
ETN
Long S
Q UA LI T Y
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Celebrating experience and loyalty amongst the equestrian trade’s workforce, this month Trilanco has nominated a worthy winner for this accolade.
IU
100%
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100%
Great practical gifts for Christmas customers! M
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fitting course run by keen carriage drivers Martin Wilkinson, of Martin Wilkinson Saddlers, and Rosemary Neale at their home in Bedfordshire. The course gave harness-makers the chance to see harness in action on various horses – and to learn more about its fitting and appropriate use. Guest lecturer was British Driving Society judge Derek Wootton. Pictured are, from left, Keith Webb, Russell Pettit, Claire Webb, Rosemary Since 1988 Silman, Ian Neale, Derek Wootton, Julie Rollins, Martin Wilkinson, Denise Silman and Emma Vernon. The vehicle is an 1890 Pickering Float which Martin is about to restore.
VISIT RED GORILLA® WWW.REDGORILLA.RED
NOW!
To find out more contact your wholesaler, agent or call us on 01455 848 184 The Big Tidee design is protected under registration number 000785431-001 and -002
ETN Reporting
36
TURNING BACK THE PAGES…
In October 2013, ETN reported: • Rural retailer Countrywide Farmers reported record profits, up to £4.3 million compared with £1.3 million for the previous 12 months. The group’s total revenue had grown 15% to £306 million. Increased retail sales across an expanded trading area were said to be contributing to Countrywide’s growth. • Lorraine Meadowcroft, managing director of online retailer EquestrianClearance.com, said she was open to offers for the domain name ridinghats.co.uk which she had acquired five years earlier. • Animal Planet TV reported on its Monkey Life programme that a group of chimps, who would otherwise have gone bananas with boredom, was being kept occupied with Elico Decahedron equine stable toys. • Diamante plaiting bands were ruled ‘legal’ by British Dressage as the craze for sparkly accessories continued to sweep the world between the white boards.
Equest Trade Nerian ws
For almost four decades, ETN has reported on the equestrian trade. So let’s look back at the news, people and products that were making headlines this month five, ten, 20 and 30 years ago. …Five years ago…
The V oice of th e Equ e
Supplem
en
New pr ts special od best ba ucts and lancer s
NEC, Birmingh 16-18 Februaryam, UK www.bet 2014 a-int.com
Main
n Ind us
as cr
try
ETN is mediathe official BETA Intpartner of ernati onal
October 2013
Volume 37,
No 10
Monthly
us
ents ailm g ter stin win CCJ li ting ive Bea xclus E
Pl
Equest Trade Nerian ws
…Ten years ago…
Sponsor
stria
Christm
ackers Gift idea ! s galo re
In October 2008, ETN reported: • Stephen and Angela Clark announced they were to sell Ride-Away, the retail business they founded almost 30 years ago. “When we first opened, Stephen was working as a farrier and I did saddle repairs,” said Angela. • Virbac launched a tablet form of its Equimax wormer, said to be the first of its kind. A survey by the company had revealed that many owners found using worming syringes “difficult and messy”. • There was a soggy end to the show season. Blenheim was cancelled after the dressage phase; while a Burghley trader described the muddy conditions as “like Glastonbury without the music.” At Grays of Shenstone, Nick Gray remarked: “It’s the worse show for 30 years – unless you’re selling wellies.” • Express Eventing was unveiled as “a glamorous new equestrian sport”. The first running was to be at Cardiff’s Millennium Stadium for a £250,000 prize fund later that year.
The V oice
of th e Equ estr
ian I ndus
try
October 2008
Volume 32,
No 10
Openi a n ng wardrew obe
…20 years ago…
In October 1998, ETN reported: • W & H Gidden had a new owner. The Metropolitan Group, which ran London car parks of the same name, acquired the Royal Warrant holding retailer from Mr Houminer, an American business lecturer who had bought it from the Gidden family. Mr Marks, a British based South African who had recently taken up polo, told ETN: “We like to invest in things with niche appeal.” • Challenger Distribution took over Mactack, the Surrey based wholesaler of whips, saddle cloths and numnahs. Roy Gore, managing director of Challenger, said Mactack founder Neil McCarraher would be staying with the company. • Walsall saddlery manufacturers set up the Walsall Equestrian and Allied Trades Association. Chief of its aims was to create a Walsall mark to identify products made in the town. A committee of Frank Baines (Frank Baines Saddlery), Alixe Etherington (James Cotterell & Sons), Richard Farrow (Sedgwicks), Paul Jones (Equisport), Ian Rae (Lariot Equestrian Supplies) and Colin Sergeant (C B Sergeant) was elected, with Jackie Pountney (J & E Pountney) as chairman. It was proposed that the local MP be approached about imposing tariffs on imported saddlery. • Germany’s former Olympic and world dressage champion Klaus Balkenhol was unmasked as co-designer of the Albion SL saddle. It was being made in Walsall from Swiss leather.
Monthly
Feed youngfor and old Tips r festivfo e spend s
…30 years ago…
In October 1988, ETN reported: • House of Fraser installed a life-size model horse in the entrance to its Oxford Street, London store to highlight its Astral Sports concession – proof positive that the retailer was determined to increase its share of the equestrian market, reported ETN. Suppliers at the launch party included John Vant of Westgate, David Hutchinson from Stylo, John Armstrong of Belstaff, Ian Beattie of The Gatehouse Range, agent Marilyn Hawley and Jeremy Dale of Sherwood. Eventer Rachel Hunt and Page Three girl Sandra Jane Moore lent “a touch of glamour” to the occasion. • ETN asked members of the trade to send in their fax numbers to be published. “The postal strike may reoccur at any time and we hope this service will help prevent the problems we all experienced last month,” wrote the editor. • Spoga saw British made Bootz, Spatz and Shooz - footwear with leather uppers and rubber feet – having a good show. Other in-demand exhibits were HAC-TAC’s stretch denim jods, stock pins from Rich Riding, a Barnsby saddle developed with Olympic rider Ian Stark and a newly designed lungeing cavesson developed by William Micklem, chief riding instructor at The Gleneagles Hotel, shown by Jabez Cliff. • Hydrophane Coldstream – the show jumper who publicised the brand to millions of fans – died aged 23. He was ridden by Derek Ricketts during his illustrious competitive career, and later hunted by his owner Rodney Ward. OCTOBER 2018 EQUESTRIAN TRADE NEWS
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EQUESTRIAN TRADE NEWS OCTOBER 2018
38
Supplements and Balancers
GOOD FOR HORSES, As horses come in for winter, customers will be re-assessing their diets. So now’s the time to talk about supplements.
Strong equestrian retailers, whether ‘brick’ or ‘click’, agree that selling supplements is an essential part of their success. However do horses really benefit, and what should you consider before filling your shelves with those pots and potions? Kate Hore has some seasonal suggestions.
GOOD FOR BUSINESS
T
he simple answer to the question ‘do most horses and ponies need a supplement?’ is ‘yes’; and a quick look at the diet will tell you why. Research increasingly backs up the understanding that a high forage and low concentrate diet is the best choice for all equines. After all, it is what they’ve spent millions of years perfecting, so it shouldn’t be down to the whim of man to try to turn them into concentrated meal feeders. A diet based predominantly on forage and fibre provides sufficient energy for most horses, and sales of fibre feeds compared with concentrates will clearly be telling you that. Avoiding starchy concentrated feeds reduces the risk of many conditions, including EGUS (best managed on a forage diet), laminitis, obesity and excitability to name a few. The only issue, nutritionally, with the fibre diet is that it is likely to be micronutrient deficient. Certain nutrients may be lacking in our soils, such as zinc and copper, and this deficiency will be passed to the forage. Equally some nutrients present in fresh grazing, such as vitamin E, are easily lost through preservation. Feeding a broad-spectrum multi-vitamin and mineral supplement meets these short-falls and ensures the horse has everything required for health and vitality.
So that’s the nutritional argument, but what about the commercial? Of course, if customers are not purchasing bagged feeds then that’s a loss of sales for your store; it also means fewer visits. You’re not just losing the feed sales but also those potential additional purchases once the customer is in store. Ensuring your store offers diet balancing through supplements, means you maintain regular sales – usually at a preferential margin compared
with feed – and you keep up regular contact with your customers. For web-based retailers, offering diet solutions in a form relatively easy to package and post, is a valuable way to build your horsey integrity online, and encourage customer loyalty.
Owners will need to feed smart this year As horses start to come in for winter, customers will be re-assessing their diets: Have requirements changed? Could they improve efficiency and cost effectiveness of the diet? This year, particularly, given the challenging summer for hay production, owners will need to feed smart. Now’s the time to talk to customers about optimising the winter diet – and basing it on fibre, balanced with a supplement. Once the diet is balanced, what else should you be offering? Let’s look at optimising equine health. Taking nutrition beyond simply balancing the diet and into the realms of nutraceuticals is nothing new. Chinese herbal medicine is the longest established continually used medicine in the world, dating back over 5,000 years - and making our couple of hundred years of modern drugs look relatively inexperienced. Herbal veterinary history isn’t limited to China, with recipes for treating livestock being found on papyrus thousands of years old in ancient Egyptian pyramids. So dietary supplements for health have a long history, and one that suits many horse owners’ preference for natural approaches, rather than relying on pharmaceuticals.
You never know what the next enquiry will be… Supplements to suit all areas of health and performance are available,
Training tips • All reputable manufacturers offer training to ensure the correct product is advised. • Manufacturers may offer their own qualifications; these are great for staff to work towards, and improve customer confidence when certificates are displayed in store. • Ask your area sales manager about accredited AMTRA CPD courses, how you can gain those essential SQP points through training on targeted nutrition. OCTOBER 2018 EQUESTRIAN TRADE NEWS
A forage based diet – balanced with a supplement to address micronutrient short-fall provides enough energy for most horses.
www.equestriantradenews.com
39 from simple herbs to Selling supplements means you keep in complex formulae. And regular contact with customers. it’s useful to consider stocking a reasonably broad range, at least from one manufacturer, to create a strong display in store – and because you just never know what that next enquiry will be. As consumers increasingly have many other options available, simply saying you’ll order something in is less likely to result in a sale. On the other hand, avoid overfacing the horse owner with shelves rammed full of different options. Too much choice can be baffling and is equally likely to result in no sale. Concentrating on just two or three key brands offers choice without confusion. Choose manufacturers well known by your consumers, with a strong brand identity and market presence, as that means their reputation and their advertising budget will be doing half the sales job for you. For your peace of mind, choose a manufacturer you trust to provide excellent customer service, such as regular visits, next day delivery and a customer advice line – then if you do get stuck there’s always someone there to ask.
Competition confidence is paramount If your customers compete - at any level - competition confidence is paramount. Ensure at least one of your chosen brands is BETA NOPS accredited. This requires high standards of independent quality audits to
Trusted by riders BRONZE
Emile Faurie
GOLD
Gemma Tattersall
BRONZE
Damaged or open packages will invalidate the manufacturer’s quality audits.
GOLD Spencer Wilton
be in place, so minimising the risk of accidental contamination by NOPS (Naturally Occurring Prohibited Substances). It’s best to only advise those products – in feed and supplements – carrying the BETA NOPS logo for use in competing horses. In conclusion, offering a straightforward, but strong, supplement section in store will help ensure your customers’ needs, their horses’ needs and your business’s needs are all met.
Why packaging matters • Recycling logos grade 1 and 2 on pots and bottles means easily recycled. • Bags are more challenging as they are generally mixed-plastics. Trials are ongoing to find more recyclable bags. • For environmentally conscious customers, offer to stock larger sizes, which are easily recycled and can double as slosh buckets or grooming kit holders. It’s better to reuse than recycle! • Report all breakages on delivery, as damaged or open packages will invalidate the manufacturer’s quality audits. Once a pot or bag is open, the true contents cannot be guaranteed. About the author: Kate Hore RNutr (Animal) is senior nutritionist at NAF. www.equestriantradenews.com
Tom McEwen
worldwide NAF, PROUD SUPPORTERS of MEDAL WINNERS from the WORLD EQUESTRIAN GAMES For more details please contact your NAF Area Sales Manager, or the NAF Sales Office on 01600 710726 or email info@naf-uk.com
naf-equine.eu/uk EQUESTRIAN TRADE NEWS OCTOBER 2018
e*
Even if you don’t stock feed, check out these balancers and supplements. They take up minimal space in store – and offer potentially lucrative profit margins.
BOOSTED AND BALANCED
ic pr
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Warding off winter woes C-VITE is a powdered vitamin C supplement from The Animal Health Company. People have been taking vitamin C over the colder months for years thanks to its properties including immune support as an antioxidant. It’s also useful against the build-up of lactic acid in the muscles after exercise, says The Animal Health Company. C-Vite is, therefore, a winter stand-by for your customers with competition horses or hunters to aid their post training/work recovery. C-Vite is available in re-sealable tubs in 1kg and 2.5kg sizes.
Autumn Offer!
‘Cool’ autumn offer THROUGHOUT October and November, TopSpec Cool Balancer is available half price at participating retailers, while promotional stocks last. TopSpec Cool Balancer is designed for horses and ponies in light to medium work that need extra topline and condition. Its non-heating, cereal-grainfree formula has low levels of sugar and starch plus good quality protein to promote topline. Cool Balancer provides a palatable, safe and effective way to improve condition and topline without adding excess calories to the diet. It also improves the amount of nutrients a horse can extract from forage so concentrates can be reduced. This more natural way of feeding benefits digestion and results in a more relaxed horse, says TopSpec. And because Cool Balancer contains very low levels of sugar and starch and is fed in small amounts, the chance of excess sugars and starch overflowing from the foregut to the hindgut and causing a microbial imbalance leading to acidic conditions is virtually eliminated. Therefore the likelihood of a horse behaving badly due to ‘acid guts’ is minimised. TopSpec Cool Balancer contains generous levels of B vitamins, some of which are helpful for their relaxing effect. It also contains useful levels of anti-oxidants which can help neutralise the effects of stress and, by so doing, may help horses relax.
Seasonal Promotion • National advertising • Extensive Social Media support • Targeted consumer marketing • Established, successful product *Available from participating retailers throughout October and November and whilst promotional stocks last. Normal RRP £23.95. A bag will last a 500kg horse for 30 days. A 500kg horse gets 500g per day which equals two measures a day.
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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
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Putting hooves first HOOF First, from Horse First, contains high levels of biotin plus all the other vitamins and minerals essential to produce strong, healthy hooves. Hoof First also supports continuous horn growth which can help alleviate thin soles and cracked, chipped or weak walls. A 2kg tub provides 80 days’ supply. www.equestriantradenews.com
41
Supplements and Balancers
Carbohydrate digester
Sea’s bounty
EQUINECTAR, new from Tharos, is a syrupy mixture obtained from the malting process. It contains a range of amylases and other carbohydratedigesting enzymes. Horses on high carbohydrate diets tend to accumulate inefficiently digested carbohydrates in the gut, says Tharos. This is because horses naturally produce only very small quantities of amylase in their saliva, and sometimes this is insufficient efficiently to digest the starches and complex carbohydrates in their feed. Equinectar is mixed with the regular ration. It’s very palatable, making it useful to encourage horses to finish their feed. It’s currently available in 25kg barrels and is UFAS and BETA NOPS accredited.
IMMUN-OCEAN supplements are made from selected types of macro algae (seaweed). Each of seven products in the range provides minerals, vitamins, amino acids and antioxidants to help maintain a healthy immune system and gut environment, whatever the horse’s discipline. The macro algae combinations in these supplements are said to be rich in calcium and magnesium, in addition to over 70 other minerals.
New manufacturer for balancer brand
Flexible feeding
DODSON & HORRELL says its six strong range of feed balancers offers complete flexibility. Your customers can feed a consistent amount of balancer, while increasing or decreasing the calories and fibre fed with it depending on the condition and workload of the horse, says the company. Each balancer contains a combination of vitamins and minerals as well supplements for hoof health, coat condition, digestive function and mobility, depending on the balancer chosen. The Balancer Range comes in 15kg bags.
BLUE Chip Feed’s bagged and concentrated balancers are to be produced by F H Nash, manufacturer of Baileys Horse Feeds. Earlier this year, Blue Chip ended its seven year distribution agreement with Dodson & Horrell, saying it was to supply the trade directly. “As family-owned companies, we have a synergy and F H Nash have been very helpful and accommodating during the recent transitional period,” said Blue Chip’s owner Clare Blaskey. “I’ve known F H Nash chairman Paul Venner for some years, since we met and had dinner in Dubai, where we share the same distributor, Al Basti Equiworld.” Clare added that Paul offered his manufacturing capabilities back then and she has since taken him up on his offer. Blue Chip’s balancers come in newly designed 15kg sacks, while the brand’s Super Concentrated Feed Balancers come in 3kg tubs. Both are available from feed wholesalers or the Blue Chip online trade portal. Laura Cackett, who previously worked for Horseware before moving to Harry Hall, joined Blue Chip as the feed company’s commercial director last month (September).
High Fibre Fuel The first choice for health and condition • Highly palatable soaked feed • Suitable for all horses who need added condition • Low in starch and sugar • Provides non-heating slow release energy • Promotes condition and topline* • Boosts nutritional quality of poor forage and grazing • Suitable for equines prone to gastric ulcers** *Provides quality proteins for muscle tone, function and topline ** As part of a balanced diet
T: +44 (0) 1765 680 300 F: www.facebook.com/britishhorsefeeds W: www.britishhorsefeeds.com
Supplements and...
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Weighing up the choices IDEALLY a balancer provides the vitamins and minerals needed to balance the horse’s base diet while supplying negligible calories and starch, writes Spillers nutritionist Clare Barfoot. This makes them ideal for horses that maintain their weight on a forageonly diet or for those needing less than the recommended amount of compound feed. So does this mean you only need to stock one generic balancer? Ideally no – your customers wouldn’t give an overweight pony the same diet as a fit hunter, would they? In the same way as traditional feeds, different balancers are formulated to meet different needs. Stocking a range of balancers allows your customers to choose the most suitable product, based on the needs of their individual horse or pony and the base diet they’re feeding. • Good doers on a forage-only diet or less than the recommended amount of compound feed ideally need an all-round balancer that provides vitamins and minerals without additional functional ingredients, such as Spillers Daily Balancer. For those looking for extra digestive support try Spillers Original Multi Balancer • Those on a diet should opt for a balancer designed to complement a calorie-restricted diet. Such diets are usually based on poor nutritional quality hay or soaked hay so a balancer high in essential amino acids is beneficial, such as Spillers Lite + Lean Balancer. • Seniors needing a little extra digestive and joint support benefit from a balancer that contains glucosamine or other joint supporting ingredients such as Spillers Supple + Senior Balancer. • Performance horses needing a top up of nutrients including important antioxidants such vitamin E and C alongside digestive support without unnecessary nutrients that will already be supplied in the base diet will gain support from Spillers Pro Performance Balancer. • For breeding and growing horses known to be good doers or those on good pasture, a stud balancer such as Spillers Gro N’ Win Stud Balancer is ideal.
WINTER JOINT JOINT CARE CARE COMFORT FOR JOINTS THE NATURAL WAY ALTERNATIVE TO BUTE (Phenylbutazone) VERY STRONG LIQUID SUPPLEMENT CAN BE GIVEN LONG TERM
RANGE RANGE INCLUDES: INCLUDES: NoBute, NoBute NoBute, NoBute Premium, Premium, Navilam‘O’ Navilam ‘O’ & & NoWheeze. NoWheeze. Available at tradeatprices from us. Available Tradedirect Prices. Please refer to FEI Rules Please note the FEI Rules regarding Devils Claw. regarding Devils Claw.
www.animal-health.co.uk www.animal-health.co.uk Tel: Tel:01787 01787476400 476400
Joint supplement is clinically proven CAVALOR says its new joint supplement ArtiTec is clinically proven. It contains turmeric root, boswellia serrata, glucosamine, MSM, chondroitin, hyaluronic acid, blackcurrant extract, feverfew and pineapple in a palatable liquid. ArtiTec was the subject of a randomised, double-blind study undertaken by Ghent University and published in the Equine Veterinary Journal. A further field trial of the product has been undertaken by vets in Belgium with a positive outcome in 74% of cases. Lieselot Hamerlinck, managing partner at Cavalor, said: “Joint supplements account for 34% of the equine supplement market so we know how important these products are to horse owners. ArtiTec can also be used in combination with our other joint supplements, Arti Matrix and Arti Base.” Available in 2 litre bottles, the RRP is £157.60. Cavalor is distributed in the UK by Zebra Products.
At the peak NAF Five Star Optimum Feed Balancer complements a high fibre, low concentrate or performance diet. The pelleted product is formulated to address condition, topline and digestive health while providing daily essential nutrients. Extremely palatable and easy to feed, whether a horse is on a large or limited diet, it can be fed from the hand, added to chaff or given alone. RRPs are £28.50 for 3kg or £79.50 for 9kg. Just 100g per day is required for the average horse. Optimum also offers prebiotics and live probiotic yeast and herbal support. www.equestriantradenews.com
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Balancers
In the mix SARACEN Horse Feeds’ Competition-Fit Balancer comes in the form of a mix. It has the BETA Equine Gastric Ulcer Syndrome (EGUS) approval mark. The product is for competition horses and ponies in medium to hard work that are gooddoers and hold their weight well on a small amount of feed. The balancer is based on digestible superfibres and oils for continuous energy. Added maize aids glycogen replenishment and helps to reduce the onset of fatigue while providing power to perform. The mix includes live yeast and Acid Buf, a marine derived buffering agent which has been proven to help support an optimum pH in the stomach and hindgut, says Saracen. Fortified with vitamins and chelated minerals, there are also antioxidants to maintain normal muscle function and ensure performance horses can train, compete and recover throughout the season.
Hoof First contains 40mg Biotin per scoop plus the key ingredients to improve the quality of the hoof.
New name, new packaging BOEHRINGER Ingelheim has rebranded its equine joint supplement, previously known as Seraquin GLME, to call it Equitop GLME. It thus joins the Equitop portfolio of products which includes Equitop Myoplast, Boehringer’s supplement that supports lean muscle growth in horses. Eye-catching new packaging distinguishes the product as an Equitop brand and communicates the benefits of Equitop GLME to horse owners. Equitop GLME is a highly palatable, pearl formulation joint supplement developed to support the healthy function of cartilage, joint capsules, tendons and ligaments. It’s derived from an active extract of New Zealand Green Lip Mussels - a natural source of glucosaminoglycans (GAGs), chondroitin and essential fatty acids. The nutrients within this product help to lubricate joints, as well as supporting normal joint function, the stability and elasticity of ligaments and the shock-absorbing properties of cartilage. Equitop GLME is fed once a day either separately or mixed with feed. One tub typically lasts for 30 days. “By encompassing Equitop GLME into the Equitop portfolio and launching easy-to-read new packaging, we are enhancing our product offering to both retailers and horse owners,” comments Dr Amy Scott, brand manager for Equitop GLME at Boehringer Ingelheim. RETAILER PICKS A WINNER: Adrian Charley, owner of Townfields Saddlers, joined former Badminton winner Nicky Coe and show producer Jane Crofts to judge the Supreme Pony at the Royal International at Hickstead this summer. The judges’ choice was Melanie Stanford’s Benbreac of Croila, ridden by Matt Cooper. The 11 year old Highland is fed on TopSpec Comprehensive Feed Balancer, TopChop Lite and TopSpec Joint Support. As the weather was so hot at Hickstead, he also had TopSpec Electrolytes. “He really is a once in a lifetime pony and I enjoy every moment with him,” said Melanie who bought Benbreac of Croila straight off a Scottish hillside. www.equestriantradenews.com
750g lasts 30 Days
2kg lasts 80 Days
5kg lasts 200 Days
BEFORE
AFTER 4 MONTHS
Horseman’s Tip
“We”ve got healthy hooves nailed.”
www.horsefirst.net T: +44 (0)28 3084 8844
E: info@horsefirst.net
Retailer Profile
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TRADITIONAL ROOTS MEET THE DIGITAL AGE “I was really interested in growing the business and, at around this time, Sam – who had trained in electrical engineering – came on board and we began to stock a lot more horse accessories, rugs and footwear. “When the mill site was eventually sold, we decided to carry on with the store, as we had built a viable business to support ourselves, and we took a leap of faith, found this new location – a small business park less than a mile from the town centre – and moved into our current building, an 11,500 sq ft store and warehouse.”
Feed for footfall
Ben Burnhill represents the fifth generation of his family to run this major player in animal feeds.
Deborah Hayward visits the Burnhills country store in Cleckheaton, West Yorkshire, to find out just what makes this longstanding family business tick.
T
he name Burnhills has echoed around the winding streets of Cleckheaton, a small industrial town in West Yorkshire, for more than 160 years. From 1855, it was a grocer and large animal feeds manufacturer, before finally evolving into a country store specialising in equestrian, pet and farm supplies. Ben and Sam Burnhill, as sales director and financial director respectively, are the fifth generation of the family to run the business, joined by sister Sophie, who helps with admin and customer services. “None of us were pushed to come into the business,” says Ben, who is justifiably proud of the family firm. “I often worked in the old mill – where the business was based until 11 years ago – during the holidays when I was young. “After leaving school, I went to Askham Bryan College, near York, to do a national diploma in agriculture, as I wanted to join the business as an animal feeds rep. However, while I was studying, that side of the business was sold. We retained a small cash-and-carry shop where people could buy their feed, so I worked there instead.”
From father to sons
Equine, poultry, pet and wild bird feed are big sellers for Burnhills and, while it stocks all major brands – everything from Baileys, Allen & Page and Dengie to TopSpec, James Wellbeloved and Royal Canin – the company also offers its own-label dog food and horse feed. “We introduced our equine range in response to interest from customers,” explains Ben. “The beauty about it is that you can only get it from us, so it keeps customers coming back. It's all about customer retention and building a brand. “More than half our building is devoted to the feed side of the business and we're still a massive player on that side of things. The margins are quite tight on these types of product, but it keeps footfall coming into the store. We also have our own liveried van that goes out four days a week delivering within a ten mile radius of the store.”
Traditional and digital Despite the store's strong bricks-and-mortar presence, Burnhills has worked hard to keep up with the digital revolution. “I always think that we were a bit of a latecomer to the party when it comes to the web, but we've been online less than ten years now and it’s become 40% of the business,” says Ben. “People’s shopping habits are changing. We can see what is happening on the high street and some of the massive names that are closing down, and we are addressing this by having a strong synergy between web and bricks-and-mortar. “The equestrian industry is unique. People want to come and speak to someone about a feeding query, ask advice or show them a picture of what they have done at the weekend – and you can't always replicate that online. “So we have a large, attractive store, a mobile website and we do in-store collections. We’ve tried to show that you can step into the modern world of the internet and catch that wave while still seeing the importance of the shop.”
Promoting the business Social media plays a huge part in Burnhills’ marketing. “Facebook is a big one for us,” says Ben. “Then, a few Sundays
Ben's father, Andrew, retired four years ago, handing over the reins to his sons. Andrew had already experienced the business being handed down through the generations, having worked with his own father, as he had with his father before that. “He said he didn't want it to get to the point where he felt like he was in the way,” says Ben. “He understood when it was time to let go and play a less active role. He's still a director, though, and pops in for his bags of compost and feed.”
Developing the store Extending the product range to introduce equestrian equipment began at the old mill site as a means of diversification. “At that time, I didn't really know that much about horses,” admits Ben. “I remember being asked for a numnah and wondering what on earth one was! OCTOBER 2018 EQUESTRIAN TRADE NEWS
Burnhills’ business is 80% equestrian.
www.equestriantradenews.com
45 Burnhills moved to a business park on the edge of Cleckheaton 11 years ago.
ago, we had a stand at a local dog show. We handed out vouchers and samples, and promoted our ownbrand dog food. Some people told us they didn't realise we existed! We get that now and again – people not realising we're here – even though we've been around for 163 years!”
Ben is proud of Burnhills’ heritage and the mill site where the company operated from for more than 100 years.
ETN asks Ben. . . Q: Do other family members help in the business? My wife, Mia, did for a time, but she left in 2015 to have the first of our two children. Sam's wife, Aneta, took care of the invoicing for a while, until she also left to have a child. Q: How many members of staff do you have? We have 11 full-time and three part-timers. Q: What are your opening hours? We're open from 8am to 5pm Monday to Friday and 8am to 4pm on Saturday. We are closed on Sunday and don't work on bank holidays. Q: What rider clothing and safety brands do you stock? We have Horseware Ireland, Shires and Toggi clothing, and riding hats and body protectors from Charles Owen, Airowear, Racesafe and Champion. Q: Do you have any hands-on experience of horses? I prefer horse power to horses, but my wife has had two and my mother and sister have had horses. I did sit on a horse a long time ago – although I wouldn't call it riding! All my equine knowledge has come from working in the business. It's the nutritional side that interests me and we invest in our staff by ensuring that they are given training by the feed companies. I am the SQP for Burnhills. Q: What's it like to live in a town where your family has such a long presence? I can't get away with anything, although it's nice being known – most of the time!
www.equestriantradenews.com
Burnhills’ timeline 1855 – James Hodgson Burnhill takes over a grocer’s shop in Cleckheaton from his uncle. 1860-80 – James starts to roll oats in the shop's cellar and sell them to local farmers and horse owners. He has four sons, Benjamin, Frederick, Clifford and Charles. 1890 – Part of Northgate Mills, opposite the shop, is rented for animal feed production. 1919 – The feed side of the business continues to grow and the mill is bought and machinery installed to grind and mix cereals. 1960 – The grocer’s shop puts up the closed sign for the last time as the mill is extended. Adjoining land is bought and used for new warehousing and offices. 1967 – The mill is razed by a huge fire, but Burnhills retains its customer base with the help of several companies who manufacture its branded feed. 1968 – A modern, new mill is opened on the site. 1973 – The company buys local corn merchant J Blackburn as Andrew Burnhill, father of Ben and Sam, joins the business, 1976 – The company diversifies by adding a fresh and frozen meats store. 1999 – The mill becomes one of the first in the country to be recognised under the UKASTA feed assurance scheme. 2002 – A change in legislation makes manufacturing the full range of feeds in one plant impossible, so it is closed and the animal feeds business merged with Massey Bros. 2003 – Ben, followed two years later by his brother Sam, takes over the running of the business, extending the shop and introducing more product lines. 2007 – Northgate Mills is sold for redevelopment and Burnhills moves to a new site at Middleton Business Park, on the edge of the town.
Legal Digest
46
LET’S PUT IT IN WRITING… Getting your company’s contracts and documentation right can help professionalise your business, says Kim Klahn.
R
obust, accurate, comprehensive and up-to-date business contracts with suppliers, customers and employees are critical if your business is to operate smoothly, and within the law. When mishandled, contract law can be a minefield. And with so much riding on the back of successful business deals, you need to be certain you’ve covered every angle. A commercial law expert can explain the diverse range of contracts relating to every aspect of your business, from guiding and assisting you in negotiations, to drafting and concluding commercial deals. Here, it’s impossible to name each type of contract, clause and sub-clause or agreement necessary to totally protect and professionalise your business. But this summary provides some general information and useful tips on how to approach and identify what should be in your business contracts, and what they should cover to be effective. 1. Don’t rely on a verbal agreement for any commercial transaction or arrangement as it is difficult in a dispute to prove the terms of a verbal contract. Always put an agreement in writing so both parties know where they stand and have signed / committed to it. 2. Clear, simple and, where possible, concise agreements and contracts work the most efficiently for all parties. 3. Ensure you are dealing with the correct individual at the company your contract is with – ideally the individual with the greatest interest in making the contract fit for purpose and someone with capacity to conclude the contract. 4. Accuracy, particularly clearly identifying the parties to the contract, is essential to avoid disputes in court. 5. Attention to detail is especially important when it comes to payment obligations. Make sure these are all absolutely right; from the amount of payment, how and the frequency of invoicing, to the method of payment, and any instalments or interim payments. 6. The contract should set out its duration; it could be terminable on notice or for a fixed period. 7. On this point, be mindful of ‘evergreen contracts’. An evergreen contract is a contract provision that automatically renews an agreement after the fixed term. This means the contract would roll over periodically until one of the parties defaults or gives notice to terminate the contract. As explained in point 6, you could specify a contract duration eg. a pure fixed term, which will expire automatically at the end of the term, a fixed term including an option to give notice during the term, or alternatively specify an initial fixed term, where the contract continues until notice is given. 8. Consider what will happen if the contract doesn’t progress as hoped, or as well as hoped. Of course, this isn’t something anyone wants to consider as a possibility, but including a termination clause in the contract will make early termination possible and easier. 9. Be mindful that disputes may occur between the parties during the term of the contract. It would therefore be advisable that a relevant provision is inserted into the contract to determine how such disputes may be resolved. This could include adopting a less formal procedure such as mediation before embarking on court proceedings.
10. If providing sensitive information, include a confidentiality clause to protect details of any transactions and agreements. Importantly, this will safeguard any highly sensitive or unique information.
Remember GDPR With new General Data Protection Regulation (GDPR), that came into force on 25 May 2018, came tougher rules for the collection and use of personal data. So with all contracts, documents and agreements, you are accountable for the personal data you hold and what you do with it.
Business structures As well as putting effective, formal business agreements and contracts in place, you should also consider the structure of the business. Businesses can choose to operate through different trading vehicles. The best structure for each individual business depends on a variety of factors including tax liabilities, limited liability status and administration. The three main options are: a) General partnership: partners are jointly liable for the debts and obligations of the partnership business and also jointly and severally liable for wrongful acts or omissions of their fellow partners in the ordinary course of the business. b) Limited Liability Partnership (LLP): is liable for its own debts and other obligations. Members' liability is generally limited to the amount they have contributed or agreed to contribute to the LLP. Limited liability of members may be lessened in some circumstances, for instance if personal guarantees are given. c) Limited Company: is liable for its own debts and other obligations, and its shareholders' liability is limited.
Attention to detail is especially important when it comes to payment obligations.
OCTOBER 2018 EQUESTRIAN TRADE NEWS
Note: The opinions and views in this article are for information only and do not constitute legal advice.
About the author: Kim Klahn is a corporate and commercial law specialist. She is Head of the Corporate & Commercial team at Lodders Solicitors’ Stratford upon Avon office, and a Partner in the firm’s Business Group team. She advises on a range of company and commercial matters and is a specialist in non-contentious employment law. Contact Kim on tel 01789 206154 or email kim. klahn@lodders.co.uk For more information about Lodders visit www.lodders.co.uk www.equestriantradenews.com
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THE BEST SADDLE FITTERS…
This award, presented in conjunction with the Society of Master Saddlers (SMS), recognises those whose good practise is making a difference to horses, riders and the saddlery industry.
ETN SADDLE FITTER OF THE MONTH:
Stephanie Bradley NOMINATED BY: Helen Stone of Utopia Saddlemakers who says: “Stephanie (Steph) and I recently worked together on a very special saddle for para-dressage rider Rowan Crosby. In all her fittings, Steph pays a lot of attention to detail to ensure horse and rider are happy.” ABOUT STEPH BRADLEY: A quest for advice about her own saddle and its fitting inspired Steph. “As a rider, I always understood the importance of correct saddle fit and wanted to know more,” she said. Much of her early training was with her mentor Frank Baines. It was a world away from Steph’s former life in financial services when she was a chartered banker and mortgage advisor. Having started Freedom Saddlery eight years ago, Steph has stacked up beneficial qualifications including the SMS QSF (Qualified Saddle Fitter), MSFC (Master Saddle Fitting Consultant) Diploma and BHS Stages I & II. She’s also a BHS Accredited Professional Coach. Chester based Freedom Saddlery offers comprehensive saddle fitting consultations. “The name Freedom seemed to capture the essence of being independent but also the importance of the horse feeling as free as possible to carry a balanced rider,” says Steph. She deals with a number of saddle manufacturers, depending on clients’ needs - and cares enormously that every horse deserves a saddle that fits. Steph recently bought a livery and training centre called Whitegate Farm in the village of Hope where Freedom Saddlery is now based. It’s here too that Steph trains her horses – she proudly represented Wales this year - as well as teaching and running clinics. She also co-directs the Hickstead Young Professionals
www.equestriantradenews.com
Saddle Fitter of the Month Quadrille. Educating the public and equine professionals about saddle fitting has become something of a mission... Steph has lectured to vet students at Bristol and Leahurst universities, presented to Irish riding clubs and spoke at the Pony Club Annual Coaches’ Para-dressage rider Rowan Crosby scored Conference. an international win on the saddle created It was when Rowan for her by Freedom Saddlery and Utopia Crosby attended a clinic Saddlemakers. given by Russell Guire of [equine gait analysis specialist] Centaur Biomechanics at Steph’s yard that idea to create a saddle to improve the 16 year old para-rider’s position and stability began. “Rowan’s dedication to her sport knows no bounds,” said Steph. “I was keen to help her after seeing how Steph Bradley competes Forever at the she could improve British Dressage regional championships. with a more supportive saddle.” Steph contacted Helen Stone and [Master Saddler] Nick Stone at Utopia Saddlemakers to ask if they would get involved. “Rowan was adamant she wanted her saddle to look like a normal dressage saddle, and it really is International rider Rebecca Hughes calls in a lovely style. It’s also at Freedom Saddlery’s stand at Somerford enabled her to stay Park Premier League Show. more stable - her halts have most definitely improved,” said Steph. “When a saddle makes a difference to the way a horse can move either by a small change to the saddle or to rider balance and position - and this leads to happier athletes optimising their performance - that just makes my day.” • To nominate a saddle fitter for this award, email editor@equestriantradenews.com
EQUESTRIAN TRADE NEWS OCTOBER 2018
BETA Business Awards 2019
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Celebrating the cream of the crop!
2019
ETN checks out the 2019 BETA Business Awards – highly acclaimed industry awards – and provides the low-down on how to make your nominations.
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he hunt is on to find the winners of the 2019 BETA Business Awards – those companies and individuals who have gone above and beyond in doing their bit for the equestrian industry. The finalists will make their way to the British Equestrian Trade Association Gala Dinner at the National Motorcycle Museum, near Birmingham, on Monday 21 January, when the winners will be announced and presented with their awards. You can read a full list of the awards below and find out how to make a nomination.
Ceris Burns Equestrian 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: 5 December
Weatherbeeta Group Retail Employee of the Year
Nominations are sought for employees showing excellent customer service, great product knowledge and a passion for professional retailing. The winner will receive a cash prize in addition to the award and their 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: 30 November
BETA Sponsored Rider of the Year
Designed to recognise professional and amateur sponsored riders who have made significant contributions to the trade, the BETA Sponsored Rider of the Year award is presented to those who have established and maintained a strong, mutually beneficial relationship with their sponsors. Nominations: Sponsoring companies can nominate riders, with supporting information such as competition results, evidence of personal appearances and involvement with product development. Entry deadline: 30 November OCTOBER 2018 EQUESTRIAN TRADE NEWS
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 complete a nomination form from the BETA website and post it to the BETA office. A shortlist will be drawn up for final judging, which will include incognito calls. Entry deadline: 30 November
TSM Social Media Award
This award marks the achievements of companies that have employed social media to powerful effect throughout their marketing strategy. The use of images and video, blogs and vlogs, posting of original content, engagement with followers and online etiquette will all be taken into consideration. Nominations: Companies can nominate themselves, but nominations are also welcome from third parties – including consumers – stating why they think a company should win. An entry form must be completed by the company nominated. The final decision will be made by a panel of judges. Entry deadline: 5 December
Equine Careers Sales Representative of the Year
This award is open to both employed and self-employed sales representatives and agents, and is given to the individual judged outstanding in his or her approach to customer service. Nominations: Retailers and suppliers are invited to submit nominations, stating why they feel their nominee deserves to win. The final decision will be made by a combination of BETA members’ votes and an interview with each finalist. Entry deadline: 30 November www.equestriantradenews.com
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BETA 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 the BETA Trade Supplier of the Year award. Nominations: Retailers can nominate the supplier they feel offers them the best service and works to help them build sales and profitability. Suppliers can also nominate themselves by submitting a formal application stating the reasons they deserve to win. Shortlisted companies will be judged, followed by a further retail members’ vote. The final judging stages will be overseen by an independent panel. Entry deadline: 5 December
Equestrian Event of the Year supported by Henson Franklyn
This award acknowledges the indoor or outdoor consumer show that works best with tradestand exhibitors and takes their needs and requirements into consideration. Visitor experience is also an important factor. Nominations: Tradestand holders – individuals or companies – who have exhibited at such events from January 2018 onwards can nominate an event, explaining why they think it caters well for the trade. Consumers, too, will be asked to nominate their favourite event, giving reasons for its success. An independent judging panel will make the final decision. Entry deadline: 30 November
MAKING YOUR NOMINATIONS Nominations can be made by completing a form on the BETA website, beta-uk.org, and sending it to the BETA office either by post to BETA, East Wing, Stockeld Park, Wetherby LS22 4AW, fax to 01937 582728 or email to philippa@beta-uk.org. Please
Let's get down and party! THE BETA Gala Dinner is, without doubt, one of the finest celebratory evenings of the entire equestrian calendar. Members of the trade gather to celebrate the best of the best, decked out in their finest attire as they take to the dance floor to party into the small hours.
www.equestriantradenews.com
BETA Business Awards 2019
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 filling in a form on the BETA website. Cards with nomination details are available from the BETA office, as well as forms on which retailers can add their details to make it as easy as possible for customers wishing to nominate them. On receipt of nominations, retailers will be sent a questionnaire from BETA for them to complete and return to the trade association by 5 December 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 mystery shoppers and incognito telephone calls organised by the trade association. Entry deadline: 26 November
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: 14 December
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 are available by contacting Philippa Macintosh in the BETA office.
Corks pop and the champagne flows as guests celebrate the success of their counterparts, partying the night away to the strains of the after-dinner disco kindly sponsored by Keratex. Tickets for this amazing annual extravaganza are on sale for £59 per person, £540 for a table of 10 and £648 for a table of 12 – all plus VAT. Places always sell like hot cakes, so, if you would like to come, please book early to avoid disappointment. Contact Tina Hustler, telephone 01937 587062 or email tina@beta-uk.org for tickets.
EQUESTRIAN TRADE NEWS OCTOBER 2018
Classified
CCJs
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County Court Judgments from England and Wales and the Scottish version, which are called Court Decrees. The judgments listed are those recorded by the Registry Trust Ltd and appear to be of a commercial nature. Judgments/Decrees can be for damages rather than debts, and their listing here does not imply an inability to pay.
STOCKIST REQUIRED STOCKISTS REQUIRED
AGENTS & RETAILERS REQUIRED Well established countrywear manufacturer seeks to expand. Well known brand in Europe. Good stock range. Full support provided. All areas. Reply in confidence to:
T: +44 (0) 121 555 8334 F: +44 (0) 121 565 3404
for the
BE NICE HALTER SERIES II (UK) (By kind permission of the late Be Nice Halter Company - USA)
The most effective halter you will ever use now crafted with care in the UK “beware of imitations”
kraindi@aol.com www.rockall.info Manufacturers of Hunter-Outdoor Collection
SADDLES (SILHOUETTE) LIMITED, 65 LODGE ROAD, WALSALL, WEST MIDLANDS, WS5 3LA, £482
GOSLING STUD LIMITED, R/O 51 CLARKEGROVE ROAD, SHEFFIELD, S10 2NH, £1,959
Tel: 07767 687983 Email: janet@thewesterndepartment.com Web: www.thewesterndepartment.com
LOOKING FOR NEW STOCKISTS... Our superb quality heated clothing includes jackets, gilets, gloves and base layers for more information please contact Lorraine T: 0845 475 7510 E: sales@blazewear.com W: www.blazewear.com
SIMMONS STABLES, ROEBUCK STUD, ISFIELD, UCKFIELD, EAST SUSSEX, TN22 5XG, £8,144
THE PET & EQUINE GROUP HOLDINGS LTD T/AS NATURALLY, UNIT E0290, THE OLD COAL YARD, EXETER, DEVON, EX4 7AE, £4,308
samantha.roberts@agec LMD EQUESTRIAN, HILL HOUSE FARM, JEREMYS LANE, BOLNEY, WEST SUSSEX, Dragon Display Advert 90w x 40h.qxp_Dragon Display Advert 90w x 40h 01/06 RH17 5QE, £2,105
SHOP FITTINGS
Bring your display up-market! (without breaking the bank)
WHITEHORSE EQUESTRIAN LIMITED, UNIT B2, LONGFORD TRADING ESTATE, THOMAS STREET, STRETFORD, M32 0JT, £991
Makers of shop-fitting systems. for Clothing & equipment: including equestrian centres.
www.dragondisplay.co.uk
Display Systems Ltd
FUNDAMENTALS OF EQUESTRIAN PERFORMANCE LIMITED, 47-49 PARK ROYAL ROAD, LONDON, NW10 7LQ, £1,249
01952 290055
PHILIP KNIGHT HORSE TRANSPORT FREELANCE, 127 LOCKS RIDE, ASCOT, BERKSHIRE, SL5 8RX, £1,570
Call us now for a
e
competitive quot
on Contact Beth Crow 11 21 58 Tel. 01937 ta-int.com Email: bethc@be
BOHM FARM FEEDS LTD, OAKFIELD, COXWELL ROAD, GREAT COXWELL, FARINGDON, SN7 7LU, £611
VALLEY FEEDS & ANGLING LIMITED, UNIT 6C, DUFFRYN INDUSTRIAL ESTATE, YSTRAD MYNACH, HENGOED, CF82 7TW, £753
VALLEY FEEDS & ANGLING LIMITED, UNIT C6, DYFFRYN BUSINESS PARK, ALDER AVENUE, HENGOED, CF82 7TW, £4,368
List your website here
For more information call 01937 582111
JILL LANCASTER T/AS LANCASTER ANIMAL FEED, UNIT 7, 25A NOTTINGHAM ROAD, FAIRFIELD IND ESTATE, LOUTH, LN11 0WB, £2,093
BOHM FARM FEEDS LIMITED, 47 FERNHAM ROAD, FARRINGDON, SN7 7LU, £20,5487
OCTOBER 2018 EQUESTRIAN TRADE NEWS
www.equestriantradenews.com
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NOW £7.50
Rhinegold Stainless Steel Black Flexi Stirrup Irons
Stainless steel irons with rubber covered flexi-joints for impact absorption. Product Code: 557 Colour: Black Sizes: 4.3/4, 5, 5.1/4, 5.1/2 WAS £12.50
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Elegantly designed patent leather bridle with raised browband and noseband. Includes rubber reins. WAS £36.50 Product Code: R126 Colour: Black, Havana Sizes: Pony, Cob, Full, Extra Full
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Harlequin MultiPurpose Fleece Rug
Rhinegold Patent Leather Bridle
OFFERS !
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Rhinegold Aspen Full Neck Outdoor Rug
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IS YOUR FEED FIT FOR PURPOSE?
SUPPORTS POWER & SPEED BASED EXERCISE • High energy, fast response formulations • Full spectrum of vitamins, minerals & antioxidants • Contains live yeast to support digestive health • Range allows easy transitioning between products depending on work load.
TRAIN - COMPETE - RECOVER FEED THE DIFFERENCE
work
Suitable for horses probe to Gastric Ulcers
For nutrition advice or further information on our feeds please call,
Tel: +44 (0)1622 718487 Email: info@saracenhorsefeeds.co.uk or visit www.saracenhorsefeeds.com
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