ETN - Equestrian Trade News - September 2018

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

September 2018 Volume 42, No 9 Monthly

WINTER’S

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

ON ITS WAY

The best feeds, rugs and clippers

MONEY

T h e Vo i c e o f t h e E q u e s t r i a n I n

FOR NOTHIN’?

Your guide to business grants

PLUS

• AMTRA accredited SQP CPD feature • Top saddle fitter profiled

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

Win a £3,000 Holiday Voucher with SPILLERS®

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Part of the SPILLERS® Balancer range For full terms & conditions, visit www.spillers-feeds.com ®Registered Trademark. ©Mars, 2018.

3

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

AS the high street fights for survival, John Lewis is planning to turn 15 of its existing shops into ‘pilot stores’ from this month, according to The Daily Mail.

These retail flagships will experiment with events, classes, personal stylists and front-of-house concierge services.

Interestingly, what the mighty John Lewis is striving for is something its independent equestrian counterparts have always done well - personal service. You only have to look at the fate of Countrywide, and Derby House in its acquisition stage, to see what happens without that caring approach to each and every customer.

ON the subject of reducing plastic waste, how about cutting back on coat hangers? Or maybe we should go back to the allwire versions, on the assumption that they are recyclable.

If you piled up every hanger given away by every store – and then promptly discarded by the customer when they get home you’d have a humongous hanger mountain.

SO Horse & Country TV’s Rudall’s Round-Up has a new sponsor, family law specialist Vardags.

Its head Ayesha Vardag is said to be one of the world’s most in-demand divorce lawyers with high-profile clients ranging from royalty to footballers.

Oh, dear. Surely that can’t mean horses could possibly ever lead to divorce.

SEPTEMBER 2018

NEWS.................................................................... 4 PRODUCT NEWS................................................. 10 CLIPPERS & RUGS COVER STORY Get ready for winter with the latest products and repair services................................................... 16 SADDLE FITTER OF THE MONTH COVER STORY Find out who’s September’s winner................... 20 PEOPLE Meet the winner of the ETN Long Service award..................................................... 22 RETAILER PROFILE Discovering Parnaby’s of Malton........................ 24 MONEY FOR NOTHIN’ COVER STORY Guide to grants for businesses........................... 26 AMTRA ACCREDITED SQP CPD COVER STORY WITH QUIZ........................................................... 28 WORMING NEWS Updates on the withdrawal of an important drug................................................... 30 How being an SQP has helped my career............ 33 TURNING BACK THE PAGES What ETN was reporting five, ten, 20 and 30 years ago....................................................... 34 SPECIAL REPORT Environmentally friendly pest control................ 36 FEED FEATURE COVER STORY How to help your customers understand feed labels.................................................................. 38 Products for optimum condition......................... 42 BETTER BUSINESS Are you ready for making tax digital?................. 47 BETA MEMBERS’ PAGE....................................... 49 Equestrian Trade News

AS I write, it’s rained as long last. But the heatwave’s effects will linger into this autumn/winter. The obvious legacy is highly priced hay; while the harvest was nice and dry, there wasn’t much of it in many areas. Add to that a lack of grass forcing people to start using this season’s hay already, and a shortage is very possible. Bring on those forage replacing feeds…

The effects of riding horses on hard, rutted ground will perhaps take longer to manifest themselves. While it’s to be hoped owners are careful with their horses when the going’s not good, the last thing we want is for them to stop riding.

Bring on the joint supplements…

When it’s been possible to ride in shirt sleeves all summer, sales of even the lightest weight garments must have suffered.

Bring on the new autumn/winter clothing collections…

Yes every cloud – even when there have been so few in the sky – has a silver lining.

CONTENTS

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

COUNTY COURT JUDGMENTS............................. 50 Equestrian Trade News

Editor’s Comment

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

NEED something to brighten up a slow afternoon? Put down the chocolate biscuits and check out Tackroom Tom’s antics at Iron Horse Equestrian Supplies’ Facebook page.

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

September 2018 Volume 42, No 9 Monthly

WINTER’S

FRONT COVER: Winter’s on its way… the Weatherbeeta ComFiTec Plus Dynamic Combo Heavy rug, from Weatherbeeta’s Winter 2018 range, is brimming with features for maximum comfort and durability.

See the full range at www.weatherbeeta.co.uk

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

ON ITS WAY

The best feeds, rugs and clippers

MONEY

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

FOR NOTHIN’?

Your guide to business grants

PLUS

• AMTRA accredited SQP CPD feature • Top saddle fitter profiled

Liz Benwell

4

ANNIVERSARY

TH

2019 NEC, Birmingham, UK 20-22 January www.beta-int.com

ETN is the official media partner of BETA International

The Voice of the Equestrian Industry

Main Sponsor

www.equestriantradenews.com

Official Media Partner

EQUESTRIAN TRADE NEWS SEPTEMBER 2018

News

4

Good luck at WEG, say suppliers AS the British Equestrian Team heads for Tryon, USA for this month’s World Equestrian Games (WEG), the trade will be rooting for British success to inspire the next generation of riders and customers.

Among the team’s supplies will be bales of HorseHage, the company having been the official supplier of bagged forage to the British equestrian teams since 1984.

“We’re very proud to support our British riders and wish them all the very best,” said Chris Tar of HorseHage.

• Also backing the bid for British medals are Equestrian Team GBR’s official partners Dodson & Horrell, Equi-Trek, Falpro England, Musto, NAF and Point Two.

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

SEPTEMBER 2018 EQUESTRIAN TRADE NEWS

cheque and say “a huge thank you to Armstrong Richardson.”

Charlotte added: “I’m so proud of Grandpa and what he had achieved in his life, so I’m pleased that we have found a fitting way to honour him.”

Donations to AAT can be made at the Millbry Hill stores in Stokesley, Richmond, Whitby and Whitehaven.

Our photograph shows the Armstrong Richardson team led by Charlotte Jones (front left) presenting the cheque to Grazina Berry of the Aplastic Anaemia Trust.

The Worshipful Company of Loriners Est 1261

LORINERY CONFERENCE

• Equine Conformation – Relating to the Bit & Bridle Jane Nixon, MRCVS • An Independent Seat – Is Rider Balance a Forgotten Art? Jane Holderness-Roddam, CBE LVO

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

Photo – Trevor Holt

(HORSE BITS & BRIDLING)

Equitation – in the Riders’ Hands Cheltenham Racecourse, Cheltenham, GL50 4SH Tuesday 6th November 2018 A day of enlightening information and education for equestrian professionals and all horse enthusiasts.

Tickets £66 Web: www.loriner.co.uk/conference Tel: 01840 214954

PROGRAMME

PEAK OF CHARITABLE ACHIEVEMENT: Climbing Mount Kilimanjaro was just one way in which members of the Armstrong Richardson team have raised £20,000 for charity.

The family business, which includes Millbry Hill and C & C Horse Transport, matched donations made in support of doing the Three Peaks Challenge, bake sales, raffles, soup and sandwich afternoons, Christmas jumper days and via store collection tins.

Chief fundraiser was 25 year old Charlotte Jones, who works for C & C Horse Transport. The beneficiary is the Aplastic Anaemia Trust (AAT) in memory of Charlotte’s late grandfather Brian Jones who previously headed Armstrong Richardson.

Grazina Berry, CEO of AAT, the only charity for the rare blood condition, visited the Stokesley, North Yorkshire head office to receive the £20,000

• Lorinery Research – Dispelling the Myths Dr Caroline Benoist, The Academy • Human & Horse – The Connection Jason Hare, HorseBackUK • Bit Selection – Experiences

with my Horses Nicola Wilson

International Event Rider

and British Team Member • Bitless Bridles – A Closer Look

Speaker Nicola Wilson

CPD applicable SMS & BHS (APC)

5% discount for BETA and SMS Members

Mark Smith, MSJump

ADVERT INDEX

Agrihealth..................................................... 15 & 17 Allen & Page..........................................................39 Back on Track.........................................................16 Baileys Horse Feeds................................................41 Battles....................................................................35 Bedmax..................................................................12 Bequestrian............................................................14 BETA International..................................................21 Blaze Wear.............................................................10 British Horse Feeds.................................................43 Charles Owen.........................................................23 Classified................................................................50 Equerry Horse Feeds...............................................46 Fairfax Saddles.......................................................13 Henry Bell & Co (Grantham) Ltd...............................27 HorseHage.............................................................45 Jenkinsons......................................................... 6 & 9 Mars/Spillers.......................................................... IFC The Original Muck Boot Company...........................11 NAF.........................................................................7 Pelgar International................................................36 A Poucher & Sons...................................................44 Red Gorilla.............................................................37 Rowen Barbary Horse Feeds....................................42 Saracen Horse Feeds............................................ OBC SEIB.........................................................................5 Snowhill Trade Saddlery.........................................IBC Stierna.....................................................................8 Trilanco..................................................................18 Weatherbeeta........................................................19 Westgate Labs........................................................30 Worshipful Company of Loriners................................4 Zoetis.....................................................................31

www.equestriantradenews.com

5

How to win a £3,000 holiday RETAILERS who stock Spillers Daily Balancer, Lite + Lean Balancer and Original Multi Balancer could soon be enjoying a winter holiday.

The feed manufacturer is giving stockists the chance to enter a prize draw to win a £3,000 holiday voucher from TUI. Spillers has set the scene for increased sales of balancers with online activity during the summer. A balancer-focused competition for horse owners has had “a phenomenal response rate”, says the company.

This autumn, Spillers will be offering discounts on its Daily Balancer, Lite + Lean Balancer and Original Multi Balancer.

To be included in the prize draw to win a £3,000 holiday, retailers must stock Spillers Daily Balancer, Lite + Lean Balancer and Original Multi Balancer and submit an entry via their Mars Horsecare regional sales manager before 12 October, 2018. The winner will be announced the following week.

Commercial Insurance to suit your business

If you are a manufacturer, retailer or saddle fitter we can help.

Call SEIB if you are finding it difficult to get cover or you think you are paying too much.

We have bespoke policies tailored to meet your needs including: Professional Indemnity cover with a £50,000 limit Care, custody and control for up to £5,000 per animal Work away cover for saddle fitters Cover for the import and export of stock All trades considered including mobile tack shops, fixed shops, manufacturers, online sales and a mixture of trades.

PEDIGREE FOR THE JOB: Up and coming showjumper Oliver Tuff (15), whose grandparents John and Louise Tuff and uncle Ben Tuff are the family behind Redpost Equestrian retail store in Devon, has become an Equipe sponsored rider.

The son of international showjumper Justin Tuff, Oliver is based with him and his mother Beth at their yard near Totnes. He’s already represented Great Britain as part the Children’s Team NAF. “I’m thrilled to be a sponsored Equipe rider and love my EKGO saddle,” said Oliver. “To be in the same company as household names like Ben Maher [also an Equipe rider] is just fantastic.”

Simon Middleton of Zebra Products, exclusive distributor of Equipe, said: “Oliver has a great showjumping pedigree and is a real talent.”

BETA members only 10% discount & Interest Free Credit*

Protexin sold in £185m deal

HORSE

HORSEBOX

TRAILER

LIVERY YARD

PROBIOTICS International, best known for its Protexin brand of probiotic supplements, has been acquired by Archer Daniels Midland Company (ADM).

The £185 million deal is the latest in a series of investments for ADM, a speciality ingredients provider to the human and animal nutrition sectors.

ADM Protexin Limited, as the company will now be known, will offer natural products and probiotic supplements to the veterinary, agricultural and equine healthcare markets.

MOTOR

LIABILITY

HOME

RIDING SCHOOL

www.equestriantradenews.com

Call 0345 612 0302 (call charges apply)

www.seib.co.uk

South Essex Insurance Brokers Ltd. are authorised and regulated by the Financial Conduct Authority. * Available for BETA members who are retailers, manufacturers or feed merchants. Minimum premium applies.

BETA International news…from ETN…official media partner…

Model horses on parade

Sponsor scores a hat-trick

4

ANNIVERSARY

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2019 NEC, Birmingham, UK 20-22 January www.beta-int.com

The Voice of the Equestrian Industry

Official Media Partner

BETA International news…from ETN…official media partner…

Main Sponsor

E

quine mannequins will be back at BETA International, thanks to the show's official model horse supplier Stubbs England.

Perfect for highlighting the latest rugs and other products, the horses can be found in all corners of the halls, from the New Product Gallery to the Innovation Awards judging rooms and busy aisles.

“Stubbs England is delighted to support BETA International once again,” said managing director Chris Bradwell. “Our professional products perfectly partner the world's top trade fair and we are looking forward to showing all that is new and reliable in the stable equipment world.”

BETA International organiser Claire Thomas added that the model horses are “a tremendous addition to the halls – and a valuable asset.

“They help us to maintain the show's polished, professional appearance and play a valuable role in highlighting the fantastic range of new equestrian products that are launched.”

A family-run stable and tack room equipment manufacturer, Stubbs England has been based in the same small Nottinghamshire village since 1836.

Today, it has more than 350 items in its tack room, stable, yard, field, shows, shops and warehouse collections. All products are made in England, built to last and tested in-house before being introduced to the market. The Bradwell family’s involvement with horses means they fully understand the working yard environment, and how to design products to suit it.

Design-and-build specialist Henson Franklyn is sponsoring the show’s exhibitor bags for the third year running.

These sturdy trade fair essentials are branded with the company's eye-catching logo and handed out to all exhibitors on arrival.

Said the company's managing director, Tim Henson: “Supporting BETA International makes complete sense to us.

We continue to enjoy working with the trade fair team and, as so many of our clients exhibit here, it makes a perfect match for us.”

BETA International organiser Claire Thomas added: “We have really enjoyed working with Tim and the rest of the Henson Franklyn team. We are thrilled that they have opted to continue their sponsorship.”

We’re backing the show…

Henson Franklyn and Stubbs England joins fellow BETA International supporters ETN (official media partner), Hy, NAF, Shires Equestrian, Stubbs England, Toggi and main sponsor Neue Schule.

FIND OUT MORE: BETA International is the world’s leading trade fair for equestrian, country clothing, outdoor and pet products. The 2019 show will take place at the NEC, Birmingham, from 20 to 22 January. For further information about exhibiting, contact James Palmer, telephone +44 (0)1937 582111 or email jamesp@beta-int.com or visit www.beta-int.com

REWARDING RETAIL AND RIDING EXCELLENCE: BETA hosted the annual Best Stand Awards at the Festival of British Eventing at Gatcombe Park, Gloucestershire, last month. In the Equestrian & Saddlery section, gold awards went to Ayr Equestrian, Wychanger Barton, Horse Direct, TopSpec Equine and Dodson & Horrell. Silver awards were won by Noble Outfitters, Style Equestrian Products, Treehouse Sporting Colours and Horses in Sport.

BETA also sponsored Gatcombe’s Pony Club Team Show Jumping, won by the South Hereford & Ross Harriers Hunt branch. At a busy BETA stand, the trade association informed visitors about its work.

Claire Williams is pictured presenting the BETA Anniversary Trophy to Emily King, the highest-placed rider to complete the British Open Championship for the first time. (Photo: Bob Hook)

SEPTEMBER 2018 EQUESTRIAN TRADE NEWS

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News

P r o b a b ly THE BEST WINTER RIDING COAT ON THE MARKET! STELLA WINTER COAT

Waterproofness 10 000 mm / Breathability 10 000 g/mm2/24h.

A water- and windproof winter coat in stretch fabric. Good breathability and a warm yet light padding will keep you warm, dry and comfortable all winter and the reflective parts will keep you visible and safe.

FEATURES: - 2-layer EquTex™ stretch winter riding coat - Padded with warm lightweight 3M™ Thinsulate™ Insulation - Water- and windproof and breathable, fully taped - Eco-friendly fluorocarbon-free DWR-treatment - 360° visibility for safety with panels with reflective tapes, reflective logo prints and pipings at front and sleeves - Pre-shaped sleeves designed for mobility - Asymmetrical sleeve ends with velcro adjustment - Inside lycra cuffs for comfort and fit - High collar with chinguard for comfort - Detachable hood with one-hand adjustments at front and neck - 2-way YKK-front zipper - Detachable front piece that protects the saddle from rain - Storm plackets at zippers to protect against rain and wind - Two YKK-zippered hand pockets - Inner chest pocket with YKK zipper and opening for ear phones - Lining with stretch panels for full movability - Two zippered slits at back with panels in reflective fabric - Inside elastic leg straps FOR FURTHER INFORMATION UK south: Karen Nash 07966 262553 Ireland: Sarah-Jane +353 (87) 132 4133 HQ: Robert Kos + 46 (0) 76 169 4293

8 OBITUARY A visionary retailer

MICHAEL GIDDEN, one of the most influential equestrian retailers of the 20th century, died on 24 July. He was 75 and had been receiving treatment for cancer.

Michael came from a family who were originally curriers in Southampton and went on to found the famous London saddlers W & H Gidden which he later ran.

William and Henry Gidden made their first saddle in 1806. The Duke of Wellington was said to have ridden into battle against Napoleon at Waterloo on a Gidden saddle.

By the 1970s, W & H Gidden held a Royal Warrant as Saddler to HM The Queen with other members of the Royal family among its regular customers.

The W & H Gidden shop in Bond Street was a magnet for visitors from across the globe, from American tourists to Arab princes - for at least one of whom Michael arranged for a saddle with gold plated stirrups and fittings to be made. He was always the proactive retailer.

Over the years, Giddens had acquired manufacturing labels such as Champion & Wilton (particularly well known for its side saddles), Owen & Co and Whippy; bespoke saddlery was an important part of the W & H Gidden offering. Polo equipment from saddles to knee pads was another specialty.

In 1990, Michael and his then wife Pat purchased Hertfordshire based Coleman Croft Saddlery from Rod Sharpe. While his family moved to Sutton’s Farm near St Albans where the store was based, Michael continued to run the Bond Street store.

Sutton’s Farm also became home to W & H Gidden’s saddlery, luggage and leathergoods manufacturing operation, as well as the headquarters for its burgeoning Stubben and euro-star distributorships.

Michael’s father Ernest Gidden (always known as Mick) was awarded the George Cross for gallantry and devotion to duty after he defused unexploded mines as a Royal Navy volunteer reservist during the Second World War. Michael took his father’s medals along to The Antiques Roadshow in 2003; he appeared on the TV programme to hear an expert value them at £16,000.

Michael originally trained as a lawyer. But it was in the world of equestrian retailing that his energy and innovation came to the fore.

“He brought the rest of the world to the UK,” said Sue Moxon, now the managing director of R & R Country and who worked at W & H Gidden’s Bond Street store in the 1980s. “He was a visionary; the first to bring in the European brands such as Stubben, euro star, Cavallo and of course Ariat boots too. He raised the bar for the whole UK trade.”

W & H Gidden was sold to Rolf Schneider of Schneider boots in July 1999.

In his later years, Michael went on to restore classic cars. He leaves his partner Barbara and grown up children Christopher, Peter and Georgina.

NEWS IN BRIEF • Joules posted an 18.4% rise in revenue for the 52 weeks to the end of May with sales of £186 million.

• Lincolnshire based equine rescue and welfare charity Bransby Horses has agreed to acquire 800 acres of land at Grange Farm, Barlings at Langworth, to expand its work helping horses.

Bransby marks its 50th anniversary this year and was the chosen charity of BETA International 2018.

• Clothing company Equetech is celebrating reaching the regional finals of the Rural Business Awards in the Manufacturing Business (south-east) category. Said Equetech’s managing director Liz Hayman (pictured): “As a rural, family run business, it’s nice to get recognition for our hard work, late nights and determination to deliver a trusted brand in the equestrian industry.”

Regional winners will be announced in October.

• Wyevale has agreed to sell its eight largest garden centres to Blue Diamond. The new owner says it will invest £16 million in “remodelling” them over the next three years.

S T I E R N A . CO M SEPTEMBER 2018 EQUESTRIAN TRADE NEWS

www.equestriantradenews.com

9 OBITUARY Towering figure in equestrian trade MARTIN LOVEDAY, whose family business Thomas H Loveday created the Loveson brand, died on 9 August.

He was 71 and had been ill for some time.

In 2010, Martin was presented with the BETA Lifetime Achievement award for his outstanding and significant contribution to the equestrian industry.

Martin joined his family’s footwear business in 1975, at the age of 29, having qualified as a chartered accountant.

Northamptonshire based Thomas H Loveday was originally a harness manufacturer, founded in 1650 and specialising in making collars from local reeds. But as demand for working horses fell away, it switched to steel toe-capped and hobnail boots. It was Martin’s grandfather who thought up Loveson footwear.

By the 1960s, the Loveday family business had gone into equestrian footwear. Growth continued and by the 1980s, its team of sponsored riders included eventer Madeleine Gurdon, now Lady Lloyd-Webber.

Mucker and Chester boots were popular Loveson branded products.

When the equestrian trade began to widen its manufacturing base to India and the Far East, Martin displayed a global approach which saw Loveson move beyond footwear and expand into equestrian clothing.

Lovedays also distributed Matlock & Brown clothing. And when that firm went into liquidation in 1997, Martin took on its 16 strong workforce in Loveday’s new jodhpur factory.

Shaping the modern trade Martin was among a group of equestrian businesspeople to attend a meeting in 1977 to discuss setting up the British Equestrian Trade Association (BETA). His company was one of the first to join and given the membership number 13.

“Without Martin, BETA would not have progressed to what it is today,” said the trade association’s executive director Claire Williams.

“Furthermore he truly helped to shape the modern face of the equestrian trade.”

Martin was a member of the BETA Council for more than 25 years, chairman for two years and honorary treasurer spanning three decades. He was highly respected in the trade for his wise, considered manner and ability to deliver well-balanced opinion and good advice.

Martin served on the BETA Trade Fair Committee (which works with the BETA International organising team) and was an active supporter of the show’s expansion into the international fixture it is today.

In 1986, he was a speaker on BETA’s first business courses for retailers.

BETA’s National Riding Week, launched in 1997 and which aimed to boost rider numbers by 10%, was another project to which Martin gave his considerable energies. “If they’re not riding, we can’t sell to them,” he declared as BETA chairman - and promptly led the way by learning to ride.

Also in that year, Martin was a member of the BETA/EMC working party that oversaw BETA’s acquisition of Equestrian Management Consultants (EMC), organiser of BETA International and publisher of ETN. The 1990s saw Martin become active on the Industry and Parliament Trust, encouraging a better understanding by MPs of the small business environment and the equestrian trade.

Loveson was acquired by Tagg Equestrian in 2010.

Martin attended his final BETA International last year when he congratulated the new owner of Loveson, Horseware’s Tom MacGuinness. “I’m so pleased it’s found a good home,” said Martin.

Martin spent his last days in Sue Ryder Thorpe Hall Hospice for which a collection was held at his funeral. He leaves his wife Sally, daughter Sarah, sons Philip and David and grandchildren.

www.equestriantradenews.com

EQUESTRIAN TRADE NEWS SEPTEMBER 2018

Product News

10

Mix now has turmeric

More for their money

BAILEYS has reformulated its Meadow Sweet mix and relaunches it this autumn as Meadow Sweet with Turmeric.

The mix meets demand for low starch feeds by being free from whole cereal flakes. Its starch content is 7.5% and sugar 5%, making it suitable for equines prone to laminitis.

A new partnership with The Golden Paste Company sees Baileys Meadow Sweet become the first feed to contain TurmerAid, say the makers.

TurmerAid contains ingredients to support healthy joints, well-being and the horse’s natural defence mechanisms. When fed at recommended levels, Meadow Sweet with Turmeric delivers appropriate daily levels of the supplement.

High in fibre, it also supplies low levels of slow release, non-heating energy to help maintain condition and support horses in up to moderate work. It contains Baileys Light Chaff and is molasses-free, with a light coating of honey and a dusting of mint.

Meadow Sweet with Turmeric is ideal for older horses in particular.

Its relaunch is supported by national advertising as well as Baileys’ eyecatching point of sale material.

WINDSOR leatherwork is an economy range suitable for everyday riding.

Bridles are supplied with rubber reins included in the price, so there are no surprises at the till for your customers.

The Windsor collection is hand finished, made with stainless steel buckles/fittings and comes fully guaranteed.

“During times of uncertainty, customer demand changes and the budget ranges can be just what’s needed,” says a spokesman for Snowhill which has been selling this range to the trade for over 20 years.

Examples of RRPs are bridle £24.50; martingale £10.95, stirrup leathers £12.95 (per pair), Fillis irons £14.95 (per pair), leather girth £31.50, saddle £134.50.

Windsor Equestrian Products are exclusive to Snowhill.

It’s guaranteed!

Helping competitors stay ‘clean’

FYNALITE has introduced a five year manufacturer’s guarantee on its stable tool ranges.

“This further delivers our commitment to both the trade and the enduser,” says general manager Leon Fynn. “We’re confident in the quality of our British manufacturing and are proud to provide this guarantee.”

NAF has launched The Clean Sport Log Book for all competitive riders across all disciplines to record their horses’ feeds and supplements.

The aim is to ensure each batch number of each product used is logged in case of testing.

Kate Hore, senior nutritionist at NAF, emphasised the manufacturer’s strong partnerships with equestrian sporting bodies and why Clean Sport must be taken seriously.

“NAF have always been very proud of their quality control methods and being one of the first companies to comply with the BETA NOPS Scheme, we have since become registered as a GMP+ company,” she said.

“As we take such rigorous quality control and assurance methods to uphold Clean Sport policy, we felt it necessary to raise awareness of the importance of it to fulfil our role as Official Suppliers to the British Equestrian Teams and loyal supporters of equestrian sport.”

Free copies of The Clean Sport Log Book are available from NAF area sales managers or the NAF helpline. They will also be distributed through the British Equestrian Federation and its member disciplines.

Carpet recycled into equestrian surface Our range of battery powered designer heated clothing is truly unique.

To become a stockist in your area contact us now

WWW.BLAZEWEAR.COM SEPTEMBER 2018 EQUESTRIAN TRADE NEWS

RECYCLED carpet fibres are being used to make equestrian surfaces for arenas, lunge pens and gallops.

Welshpool based waste management company The Potter Group says Canter Carpet is low-maintenance, hard-wearing and weather-resistant. It can be used as a standalone surface or to top up an existing sand or rubber surface.

Users in the racing world include Nigel Twiston Davies, Alan King, Peter Bowen, Kerry Lee, Oliver Greenall and Ffos Las Racecourse.

“Canter Carpet creates a perfectly cushioned surface for softer landings and reduces fatigue by allowing the horse to ride on top of the surface, rather than sinking into it,” said Debbie Potter of The Potter Group.

The waste management company’s owner James Potter also owns the Leighton Farm Estate, home of Yorton Stud Farm, a National Hunt breeding operation. www.equestriantradenews.com

11

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

www.equestriantradenews.com

EQUESTRIAN TRADE NEWS SEPTEMBER 2018

Product News

12 Need staffing help post-Brexit?

New quicksoaking mash

BLACKS Solicitors has introduced a new immigration law service for businesses.

Louis MacWilliam (pictured) has joined Blacks to help clients hire and retain non-EU workers and secure EU employees’ long-term rights after Brexit.

He also works on Home Office compliance.

For individuals, Louis handles applications for skilled workers, investors, entrepreneurs, sportspersons, family members and EU nationals. He also assists with challenges to Home Office visa refusals.

NEW Equerry Cool Mash is a quick-soaking mash for horses that need a low energy feed.

Designed for those in light to medium work, it’s cerealgrain-free with low levels of starch and a non-heating formula.

Equerry Cool Mash contains highly digestible fibre sources including sugar beet, yeast to support a healthy digestive system and has added vitamins and minerals including magnesium.

It’s available in 20kg bags with an RRP of £10.95.

Socks with stamina

Discounts for sales staff STOCKISTS and their sales staff can pick up a discount offer from Cavallo – and help drive sales of the German clothing brand.

Retailers are offered 50% off trade price on up to a maximum of five products per employee. The discount is only available by pre-order and must be part of the shop order (i.e. products have to be available for customers to buy).

Some exclusions apply - ask your Cavallo sales rep for details. Cavallo is distributed by Zebra Products.

A PLEA went out in last month’s ETN for the perfect pair of riding socks. And Stierna rose to the challenge by submitting a pair for us to try, writes Liz Benwell.

These sleek looking black socks have subtle ‘left’ and ‘right’ markers – usefully because they’re shaped like human feet - and creatively arranged cushioning at the heel and toe.

And as for that annoying bauble that always builds up inside the toe seam then digs into your little toe – well, Stierna has put its seam on the outside. Great idea!

Add that to padding where you need it and a close fit where you don’t, and these socks live up to their name, Performance. They wash and dry really fast too, ready to be worn again; these are socks with stamina.

And the good news is that there’s a winter version with Merino wool for winter.

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13 Tradition knows best NETTEX Traditional Hoof Oil’s non-spirit formula nourishes and protects hooves, yet allows them to breathe.

For your showing customers, this product provides an instant, long-lasting shine to catch the judge’s eye.

When applied to the underside of the hoof, Nettex Traditional Hoof Oil’s antibacterial agents can offer protection from foot-related conditions caused by bacteria.

This non-greasy hoof oil comes with a built-in brush for clean, easy application. The RRP is £7.47 for 400ml.

Are you sitting pretty?

IF you spend too much time chained to your desk or car seat, check out the Move ‘n’ Sit air-filled wedge from Back in Action.

The PVC vinyl cushion’s element of instability means it acts like a gym ball. And by encouraging ‘active sitting’, the stomach muscles are kept moving – which can help with back pain.

Offering a comfortable, supported position, it’s also ideal for dressage judges and writers. The RRP is from £23.99.

Life too short for tack cleaning?

ZILCO’S new synthetic exercise range of bridlework is ideal for busy yards with little time for tack cleaning.

The collection, in leather-look matt brown, includes a bridle with a choice of nosebands, reins with terracotta grip, martingales and a Market Harborough.

The tack stays soft and supple and requires only a wipe over with a damp cloth to clean it.

Zilco also manufactures brown synthetic full and half-tree exercise saddles with a two year guarantee, plus a range of stirrup straps.

Trusted by riders for more than 30 years

T4 Compact GP £495

Breeches get technical too KASTEL Denmark, best known for its technical riding shirts, has introduced a breeches collection.

Like the shirts, Camilla breeches offer UPF 30+ protection and come in lightweight, breathable, four-way stretch fabrics.

The breeches have either silicone full seats or silicone knee patches for added grip. Subtle accents add a touch of glamour, and wide waistbands give extra comfort.

Available in grey, navy or white, plus wheat in the knee patch option, sizes are 22” to 34” waist. RRPs are £119 for knee grip silicone and £129 for the full seat version.

Kastel Denmark is distributed by Zebra Products. www.equestriantradenews.com

T8 Compact GP £625 Saddles made in England

Both saddles are adjustable through 7 width fittings Saddles made in England

conformation design

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Saddles made in England

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moveable changeable blocks girth straps

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with real leather

Product News Because health matters to business

14 All eyes on autumn THE Clarisse ladies’ mid-layer jacket from Toggi’s AW18 collection has flattering stretchy ribbed side panels.

The lightweight garment is lightly padded at the front and back with carefully placed stitch lines to complement the figure. There are also practical zip pockets and high gloss gold trims.

In sizes 8 to 20, Clarisse comes in berry or black with an RRP of £75.

New distributor for grooming range TWO new health cover offerings for independent retailers have been launched.

They’re run by The Retail Mutual, an organisation founded in 1999 to offer an alternative to traditional insurance and financial services for specialist retailers.

“Health can be an unpredictable thing and for small business owners; suffering an accident or serious illness can have major repercussions for their livelihood,” said a spokesman.

The new policies are said to provide independent retailers and small business owners with reliable and affordable health cover designed to suit their individual needs.

The Health Cash Plan offers access to health and wellbeing services and the ability to claim money back on GP-referred diagnostic consultations, dental treatments, eye tests, glasses and contact lenses. It also includes cash pay-outs for hospital stays, day surgery (NHS or private) and the arrival of a new baby.

The Access Surgery product concentrates on low-cost private health insurance.

THE Mane Hub has been appointed exclusive distributor of Shapley’s grooming products for England, Scotland and Wales.

Debra Graham (pictured) set up The Mane Hub earlier this year having used the products herself. She now supplies the full range to the trade.

Shapley’s was founded more than 80 years ago, its first product being Original M-T-G. The brand’s sponsored riders include The Hood Show Team and Katie Jerram Hunnable.

Bedding prices frozen

BEDDING manufacturer BedKind will be holding its prices this winter – and supplies will be plentiful, the company has announced.

The cardboard bedding maker says its stock and supply is “in sustainable abundance” thanks to its in-house packaging and manufacturing in Bedfordshire.

“We make our premium bedding from clean, recycled cardboard, using off-cuts of packaging from our parent company DS Smith, who manufacture over 15 million cardboard boxes each year, so availability is not an issue for us,” said Eleanor Corkett of BedKind.

“We are not reliant on external suppliers or impacted by weather conditions, which makes it a safe and reliable option for horse owners all year-round.”

SEPTEMBER 2018 EQUESTRIAN TRADE NEWS

www.equestriantradenews.com

15

LIVERYMAN CATERING FOR HORSE GROOMING NEEDS SINCE 1986 BLACK BEAUTY • Variable Speed • 10,000 Hour Life • Also comes with Lithium-Ion Battery Pack

Liveryman offers you a full range of Clippers & Trimmers.

CLASSIC

• Multi Use

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• Ceramic Blade • Fast & Accurate • Quiet & Versatile • 10,000 Hour Life • Powerful & Reliable

Our repair, warranty and service centre operates from a purpose built facility in the UK and our nationwide sales force are also available to provide training and technical know how on the Liveryman range.

www.liveryman.co.uk Distributed by Agrihealth If you want find out more about the Liveryman range call Agrihealth on 028 3831 4570. www.equestriantradenews.com

EQUESTRIAN TRADE NEWS SEPTEMBER 2018

Clippers & Rugs

16

WINTER’S ON ITS WAY The whirring of clippers is about to begin in stable yards across the country. Get in on the act with the right machines and repair services, plus rugs to wrap up those newly clipped horses.

Packed with innovation LAUNCHING for the 2018 season, Rhinegold Elite Rugs are made with superior materials.

They also have smart new black buckles and are packed with unique features.

The Rhinegold Elite Storm Outdoor Rug (pictured in blue) comes with a clever stretch chest panel.

This beautiful sapphire blue, middle-weight outdoor rug has a 1,200 denier, ripstop, breathable, waterproof outer with a 200gsm polyfill and breathable nylon lining. A multi-adjustable chest with twin buckles, with trigger hooks for everyday use, creates the perfect fit.

The chest panel is in a waterproof stretch material for freedom of

movement and comfort for the horse. Storm also features a front shoulder movement pleat, surcingle guides and an extra-large umbrella-style tailguard with reflective tape.

A neck cover is included. Nylon lined to keep the mane smooth, it has three elasticated straps for attaching to D-rings on the rug. A nice touch is tri-coloured binding to enhance the sapphire blue main colour.

This rug is available exclusively from Snowhill in sizes 4’6 to 7’3 at an RRP of £89.50.

• The gorgeous new Rhinegold Elite Polar Outdoor Rug has a 1,680 denier outer and is waterproof, ripstop and breathable.

A luxurious 350gsm of polyfill gives a snug feel, as does the full neck which is nylon lined with Velcro closures. Indeed, this generously deep rug wraps around the horse to protect him from the bleakest of weathers.

Other features include a nylon lining to keep the coat smooth, multi-adjustable chest with twin buckles and trigger hooks, a front shoulder movement pleat, surcingle guides and an extra-large umbrella style tailguard with reflective tape.

In striking claret red, the Polar comes in sizes 4’6” to 7’3” with an RRP of £108.50.

prepare Support circulation

perform recover Encourage suppleness

“Back on Track has really made a difference to my horses, I love it”. Lissa Green, 4* International Event Rider.

Reduce muscle tension, aid warm-up and warm-down to help prevent injury

Well-being from Back on Track Back on Track’s own unique Welltex® fabric works by reflecting the body’s infrared heat due to the infused mineral particles in the textile, helping to support circulation and ease muscle tension - for horses, humans and dogs.

FOR TRADE ACCOUNTS - Visit our NEW website for product info, or call Georgia on 07766 463099 or email georgia.keegan@backontrack.com.

NEW WEBSITE: www.backontrack.com/uk

17

Clippers & Rugs

Pick of the pops GALLOP Equestrian strides into the rug season with workmanlike products at keen prices.

From lightweight turnouts to seriously warm combo designs, there are rugs for turnout and in the stable. While function tops the agenda, smart styles are enhanced with fashionable highlights.

Here’s a seasonal The Trojan 200 selection from Standard Turnout Gallop Equestrian.

• The Trojan 200 Standard Turnout is the perfect ‘inbetweener’. As the seasons change, this versatile rug with 200g filling will keep horses dry and warm without overheating.

It has a waterproof, breathable outer and shoulder pleats, cross surcingles, elasticated detachable leg straps, tail flap and Trojan 350 double breast buckle Combo Turnout fastenings. It comes in navy with red binding, sizes 4’6” to 7’ at an RRP of £39.99.

• If your customers want to keep their horses warm and dry all winter, Gallop’s best-selling Trojan

350 Combo Turnout is the rug to recommend.

With a 600 denier waterproof ripstop outer and heavyweight 350g insulated fill, it’s breathable and nylon lined. Other features are as above. In natty navy with sky bindings, the toasty rug comes in sizes 4’9” to 7’ with an RRP of £54.95.

• From Gallop’s stable rugs collection, available in a choice of weights, we’ve chosen the Defender 100 Stable Rug. Perfect for early Spring and autumn weather, the 210 denier polyester outer has a soft, breathable cotton lining. Triple stitch 100g channel quilted polyfill spreads heat evenly, making this an ideal rug for layering in cold weather.

Like the Defender 200 and 300 stable rug versions, this style has two buckles for front fastening, cross surcingles, fillet strings and D- ring attachments for an optional neck cover.

The versatile Defender 100 Stable Rug comes in on-trend navy with orange bindings, sizes 4’6” to 7’ at an RRP of £29.99.

Ask about pricing under Gallop Equestrian’s ‘partner’ scheme and attractive ‘case rates’.

Defender 100 Stable Rug

-20°C

Service, Repair & Blade Sharpening

Agrihealth

TRUSTED SINCE 1966

Service Department 9 Silverwood Industrial Area Silverwood Road, Lurgan Craigavon BT66 6LN United Kingdom

Tel: +44 (0) 2838 314594 Email: service@agrihealth.co.uk Web: www.agrihealth.co.uk

Clippers & Rugs

18 Servicing made simple

How to future-proof clippers STORING clippers and blades inappropriately has a number of unwanted consequences, say the experts at Liveryman’s service team.

Confidently giving your customers knowledgeable advice on the subject will not only benefit them, but add to your credibility and help develop trust – encouraging long-term repeat visits to your store.

Here are a few tips: 1. Ask » Were your clippers in need of maintenance or repair at the end of the winter? If yes, and you didn’t get it done, organise it now and then store them ready for immediate use.

2. Explain » Clippers are an electrical device, mains and/or battery and as such, they do not cope with being stored in a damp environment.

Damp penetrates the motor and will cause one or more components to fail, so dry storage is essential. Assuming dry storage conditions, the motor of mains clippers should be run at least once a year, whereas for battery clippers it would be good practice to run them and then recharge the battery every four to six months.

3. Remind » Don’t store blades that need to be sharpened. Send them away and then store them ready for use.

4. Advise » Blades will benefit from a light coating of clipper oil before storage to ensure any dampness is less likely to cause rust to develop.

If you do wash them in water, they must be dried fully before oiling, or rusting may occur quickly.

5. Remember » Look after the storage box supplied with your clippers and use it to store your clippers each summer. That way they are protected and kept together with spare blades, battery packs and other accessories. Batteries are better stored charged; if flat, they may not re-charge before the next use.

Liveryman clippers and trimmers are available from Agrihealth.

Properly maintained in full working order and stored correctly, they will give many hours of trouble free service.

RETAI TIP L

NEED a fast turnaround on clipper and trimmer servicing and blade sharpening? Look no further than Agrihealth…

The company has extended and refurbished its servicing and repairs department and is ready to go with quick and efficient handling of the complete range of Liveryman and Liscop equine clippers and trimmers.

Agrihealth also offers a streamlined blade sharpening service for any type or make of blade used by horse owners.

The work is done by Agrihealth’s in-house team of skilled staff based at its site in Northern Ireland. Between them they have years of experience in every aspect of clipper servicing and repairs. All spare parts are stocked on site and the modern, fully equipped workshop ensures faults are quickly diagnosed and expertly repaired.

It’s easy for retailers All retailers need to do is securely pack the clippers - not forgetting recently used blades so that blade performance can be assessed - then send the package to Agrihealth with a completed form. In the unlikely event that a warranty repair is necessary, Agrihealth pledges to arrange for the clippers to be collected and returned to your shop.

The blade sharpening team can sharpen every type and make of clipper and trimmer blades used on horses and ponies. New systems in place at Agrihealth to ensure a quick turnaround, says the company, even in busy periods.

To complete the service, blades are returned in handy pouches to help protect them.

It’s a first!

IT’S hot off the press… for the first time, the Elico rug portfolio features a 100g stable rug.

The new Elico Bowmont has a 420D outer and 100gsm filling plus nylon lining.

With twin front buckles, cross surcingles, neck fur and fillet string, it comes in navy with eye-catching navy/lime binding. Sizes are 4'6" to 7’ and the RRP £27.95.

Elico is available to the trade exclusively from Jenkinsons.

Clip, trim and shear…

CLIPPERMAN has a versatile range of clippers, trimmers and shearers with RRPs from £38.

The range includes battery and mains powered clippers and trimmers alongside a mains powered shearer.

Each model includes a twoyear guarantee against material or workmanship defects. Products cater for the single animal owner through to the professional animal groomer.

Clipperman, available to the trade exclusively from Trilanco, also offers a range of accessories including spare blades and oils.

We’ve got it covered

ALL YOUR CLIPPING, TRIMMING AND SHEARING NEEDS COVERED www.clipperman.co.uk SEPTEMBER 2018 EQUESTRIAN TRADE NEWS

WESTGATE EFI’s JHL and Mark Todd brands cover all design options and price points.

In addition to snug, heavyweight stable rugs and turnouts, the Mark Todd Collection extends to a pony range and a foal turnout. Practical winter essentials include exercise sheets, the Horse Walker/Lunge Rug and the new Pro Rain Combo Rug – a must-have for cold and soggy show days.

All are distributed exclusively by Trilanco Ltd. www.equestriantradenews.com

weatherbeeta.co.uk

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INTRODUCING COMFITEC. THE PERFECT BLEND OF SCIENCE AND LOVE. Our revolutionary new ComFiTec turnout rugs are designed to conquer the elements… and your worries.

As you’d expect from us, every aspect of our most advanced range ever – from materials to fastenings – has been developed with comfort and fit in mind. So whatever the winter throws at your horse, you can be sure their rug will hug them as snugly and lovingly as you do.

DURABLE MADE FROM DURABLE FABRICS WITH WEAVES DESIGNED FOR THE ULTIMATE TEAR RESISTANCE AND SUPREME TOUGHNESS.

INSULATING NUMBER OF WARMTH OPTIONS TO SUIT YOUR HORSE AND CLIMATE AND PROVIDE THE VERY BEST LEVEL OF INSULATION.

WATERPROOF 100% WATERPROOF OUTER SHELL FABRIC WITH TAPED SEAMS CREATES A FLEXIBLE YET IMPENETRABLE BARRIER.

SELF-CLEANSING TEFLON/REPEL COATED OUTER SHELL RESISTS DIRT PENETRATION AND ENCOURAGES MOISTURE TO BEAD AND RUN AWAY.

BREATHABLE ‘INTELLIGENT’ INNER MEMBRANE CHANNELS SWEAT AWAY FROM YOUR HORSE AND HELPS REGULATE TEMPERATURE.

CARING OUR UNIQUE AFFINITY WITH HORSES RESULTS IN A FIT AND PERFORMANCE THAT’S SECOND-TO-NONE. WE CALL IT HUGOLOGY.

Become a Stockist Today!

Contact us to find out how on 01295 226900 Or sales @weatherbeeta.com

g n i t a r eb THE BEST 20

Saddle Fitter of the Month

l e C 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:

Gillian Bell of Jet Set Saddlery NOMINATED BY: Jennifer Deane of Weatherbeeta who says: “Gillian is incredibly passionate about her trade, and genuinely interested in her own professional development. Whether she’s working with high profile brands or the smallest and trickiest of ponies, she always brings a wealth of knowledge and commitment to her day. She is a credit to her trade.”

ABOUT Gillian Bell: Ayrshire based Gillian grew up with a love for horses, enjoying competing in tetrathlon through her local Pony Club branch as well as with British Showjumping.

Her childhood was immersed in the saddlery trade as her parents purchased Jet Set Saddlery in 1989. Gillian spent her weekends and school holidays working in her parents’ shop before going to university to pursue a career in HR management.

Having developed a successful retail business, Gillian’s parents sold it in 2006 on their retirement. Then, in 2011, the whole family bought Jet Set Saddlery back with Gillian taking over the reins.

Initially she ran the retail side; however more and more enquiries for saddle fitting kept coming in.

Gillian’s mother Margaret Morrison, a SMS Qualified Saddle Fitter, stepped in the help. But understandably, she wanted to pass on the job - so Gillian trained for her SMS qualification under her mother’s expert eye. Gillian also took it upon herself to spend time working with saddle fitting luminaries Kay Hastilow, Vanessa Fairfax and Di and Mark Fisher during her formative years.

Based in Dundonald, Ayrshire in south-west Scotland, Gillian now owns and runs what’s become an equestrian superstore known as Jet Set Saddlery & Countrywear plus the ecommerce site jetsetequestrian.com.

The business offers a versatile saddle fitting service, either at the store in a custom built arena or within a 30 mile radius of the outlet. To complement the saddle fitting, Jet Set Saddlery offers a Fairfax bespoke bridle fitting service and Neue Schule bit hire.

Gillian has recently been on a training course with Lou Collins of Bates saddles to further her knowledge of the brand’s systems. She says this has enhanced her knowledge of fitting saddles supplied

by Black Country Saddles, Fairfax, Albion, Kent and Masters, Thorowgood and Wintec.

Despite having a busy working life, Gillian makes time to go out to speak to local Pony Club branches to give advice and educate riders on the importance of correctly fitted saddles and tack.

“I believe it’s important to support the grass roots of our sport.

We pride ourselves on being a safe, honest point of contact and information provider for those less experienced equestrians,” she said.

“The best feeling in my job is fitting a horse that has not been reaching its full potential - and seeing a smiling rider and a contented horse able to achieve the best result for them both.”

SEPTEMBER 2018 EQUESTRIAN TRADE NEWS

How to nominate a saddle fitter The trade – saddle manufacturers, distributors and retailer plus relevant equine professionals – are invited to nominate saddle fitters they feel deserve to be named ETN Saddle Fitter of the Month. Candidates for the award must be SMS Qualified Saddle Fitters based in the UK or overseas.

To nominate a saddle fitter (or more than one), email editor@equestriantradenews.com and tell us why this person deserves to be put in the spotlight. Please include the saddle fitter’s name and business name too. www.equestriantradenews.com

21

4

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BOOK YOUR STAND NOW! Contact James Palmer T: +44 (0)1937 582111 E: jamesp@beta-int.com www.equestriantradenews.com

www.beta-int.com

EQUESTRIAN TRADE NEWS SEPTEMBER 2018

22

People • Fox Feeds,

• Nick Robinson, Shaws

Equestrian’s agent for the Home Counties and south of England, has retired. He and his partner Dawn plan to move to Exmoor next Spring.

• Claire Williams, executive director of BETA, has been recognised for

her continued hard work and dedication in safety standards development.

An award presented to Claire by the British Standards Institution (BSI) acknowledges her contribution to equestrian body protection standards.

Claire sits on a BSI sub-committee which is responsible for input into safety standards for body protection across various sports including riding.

BETA devised and monitors the BETA body protector standard.

Claire is pictured (right) at the BSI awards presentation with fellow recipients Karen Hood (centre) of Rugby Football Union and Brooke Thurbon of test house SATRA Technology Centre.

• Laura Cackett joins

Blue Chip as the feed company’s commercial director this month (September).

Laura was for almost 12 years the UK business manager for Horseware, before joining Matchmakers International and then Harry Hall where she became brand and innovation director.

Earlier in her career, Laura worked for Balanced Horse Feeds. She has one horse of her own.

• Electric fencing specialist Gallagher UK has appointed Jane Hadley as area manager in central and northern England.

A graduate of University of Wales, Aberystwyth, Jane has previously worked for Armstrong Richardson, Merial Animal Health, Trilanco and Dodson & Horrell.

SEPTEMBER 2018 EQUESTRIAN TRADE NEWS

producer of HorseHage and Mollichaff for eastern England, has appointed Olivia Colton as quality and business development manager. She takes over from Frances Sheffield who retires at the end of this month (September) after 27 years with the Hertfordshire based company.

Olivia will be ensuring Fox Feeds’ compliance with the UFAS, FEMAS and BETA NOPS schemes. With an MSc in applied equine science from Writtle College, Olivia has ridden since she was three, and owns two horses. She previously worked for a supplements company.

Frances joined Fox Feeds in 1991 as sales and marketing manager, later becoming sales director and then technical director. Before that, she had worked for Badminton Horse Feeds since 1983. Frances says retirement will give her more time to support her daughter Bert Sheffield’s career in international para-dressage.

She’ll also be doing more dressage judging.

• Sian Nash has joined Horse of the Year Show (HOYS) organiser

Grandstand Media as sponsorship sales executive. Sian previously worked at Weatherbeeta for more than seven years, followed by a spell at the British Equestrian Federation (BEF). Sian has two horses and competes at medium level dressage.

• Former National Hunt

jockey Padge Whelan is the new European sales manager at supplements supplier Swedencare Ireland (formerly known as NutriScience).

Padge has a degree in equine science and nutrition, has worked in the equine feed industry and is based at Swedencare Ireland’s Waterford office.

• Weatherbeeta has promoted Bea

Meitiner to sales director for EMEA (Europe, Middle East & Africa). “The work Bea has done in transforming our service to our customers is first rate,” said Adam Bucknell, CEO of the Weatherbeeta Group.

Meanwhile, Doug Walker assumes the title of president EMEA/ North America. “The promotion reflects the leadership he has delivered in building a strong Northern Hemisphere business across three locations [Adderbury in Oxfordshire, Rushden in Northants and Edison, New Jersey in the US] and the contribution he is making to the health of the industry through his service on both the AETA [American Equestrian Trade Association] board and BETA Council,” added Adam.

www.equestriantradenews.com

Q UA LI T Y

Since 1988

23

ervice Award

G

Enjoy the view 100% We’ll protect you

Pre mium Qualit

y

KATE HORE R(Nut)

ETN

Long S

uine & Tru en

d ste

Celebrating experience and loyalty amongst the equestrian trade’s workforce, this month NAF has nominated a worthy winner for this accolade.

#Safety365

• NAF senior

nutritionist • Kate is a registered nutritionist and member of the BETA Feed Committee. She joined NAF in September 1997, so has enjoyed more than 20 years in the equestrian industry.

ETN Long Service Award winners receive a well-deserved box of • Richard Cleeve, NAF’s chairman, chocolates. says: “Kate has given so much to the industry over the years, not only as a pronounced nutritionist but an excellent scientist.

“Kate has lent her knowledge to develop wonderful formulations and is an excellent representative of the NAF brand. I admire her ability to relate in-depth science to each and every one of us. Her lectures to young equestrians inspire, while for our SQPs across our AMTRA training, she helps to develop their knowledge and skill sets.

“Kate is always happy to help and works with all members of the team, from our veterinary scientists and quality teams to our area sales managers.

“Her role as NAF’s senior nutritionist worldwide takes her on an array of different expeditions, from delivering peer reviewed papers at conferences to training with our stockists. Over the years, Kate has met the diverse everyday challenges and developed them into new opportunities. I could not be more proud of what the brand has achieved over the years, underpinned by our much loved senior nutritionist. Thank you, Kate!”

#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.

Charles Owen is committed to making every day safer for equestrians.

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.equestriansafety365.com

BY APPOINTMENT TO HER MAJESTY THE QUEEN PROTECTIVE HEADWEAR MANUFACTURERS WREXHAM

www.equestriantradenews.com

Kitemarked to PAS015:2011

Kitemarked to VG1 01.040 2014-12

VG1 01.040 2014-12

Certified by SEI to ASTM F1163-15

M38 FEB2015

Retailer Profile

24

HARNESSING A PASSION FOR COUNTRY

Parnaby’s history began in 1725 and today it retains its equestrian heritage.

Photograph: Emma Dodsworth

Deborah Hayward heads to Malton, North Yorkshire, to find out why the pretty market town's Parnaby's store is regarded as something of an institution in those parts.

T

he Parnaby's store has kerb appeal. It's handsome, elegant and infinitely classy, attracting the well-heeled of Malton and North Yorkshire through its doors for its stunning collections of country and equestrian wear.

This landmark building in the town's Wheelgate belongs to the local Fitzwilliam Malton Estate and its name is inscribed in large gold lettering on the front window for all to see. There has been a saddlery on this site since 1725 and, like many properties of this age, it’s full of twists and turns, with small rooms housing the most fabulous displays in a series of nooks and crannies.

It is amazing to see that the store, which started out life as Parnaby's nearly 300 years ago, has remained true to its equestrian roots and still carries the same name, despite a few rebrands over the years. Last year, it was sold by Sylvia Milson after almost three decades to the present owners, Ray and Francesca Rochester.

Store manager Lisa WilsonKallagher takes pride in creating “a wonderful shopping experience”.

Dream team The day-to-day running of Parnaby's is left to store manager Lisa Wilson-Kallagher and her staff – supervisor Natalie Lazenby, Emma Dodsworth, a professional photographer who works four days a week in the store, Anna Cooke and showjumper Alix Shaw, who has a fashion degree. This tight-knit retail team was set up from scratch last year, with the exception of Anna, who previously worked for Sylvia.

“We all work really well together and share the same vision for providing exceptional customer service,” says Lisa. “We're all girls from a country background and we've created this wonderful shopping experience for people. We want them to feel comfortable. We can make them a coffee while they are browsing and, if there is a group enjoying an outing to the store, we have champagne in the fridge.”

New-look store “Today's store is unrecognisable to what it once was,” said Lisa. “All the walls have been clad and great care has been taken to give it a beautiful, high-end feel. We didn't want it be like every other equestrian shop where things are wrapped up and customers are left to fend for themselves. Here people are free to come in and view all our lovely products and they get they get good old-fashioned service whether they want some elastic bands for their horse's mane to go hunting, a hair net or a bespoke tailored tweed jacket.”

Quality products Parnaby's product range includes some familiar high-end names – Dubarry, Ariat, Fairfax & Favor, Barker shoes, Pampeano belts – but also boasts exclusive ranges and others made by local artisans.

Maquine makes exquisite tailored Yorkshire tweed coats and jackets with considerable input from Lisa. The girlfriend of a local gamekeeper makes tweed cushions and doorstops, another local makes clocks with cartridge case numerals and a district nurse in nearby Helmsley set up her own brand of socks when she couldn't find any suitable as a gift for her husband.

Gibson & Birkbeck printed cotton shirts, made by a husbandand-wife team in Scotland, are also extremely popular with customers.

SEPTEMBER 2018 EQUESTRIAN TRADE NEWS

www.equestriantradenews.com

25

Retailer Profile They wear it well

Lisa and her team tempt customer spend by wearing the fantastic clothing collections themselves. “We get a very generous uniform allowance so that we are all dressed in the garments we sell,” explains Lisa. “It works well, as it can show customers how to put pieces together and how they actually fit a normal-size person, and it allows us to develop in-depth product knowledge that comes from living and breathing in it every day you are at work.”

Something for everyone In addition to the store's swish country lines, Parnaby's caters for all rider budgets. “We start at the Shires products level and go right up to a bespoke Samshield hat,” says Lisa. All members of the team have taken part in manufacturer training to sell riding hats and body protectors, specialising in Airowear and Racesafe.

The Parnaby’s customer Malton is an incredibly horsey area that sits in the middle of big hunting country, with the Middleton, Derwent, York & Ainsty and Bilsdale right on the doorstep. The region is also well known for its racing activity.

“We get owners and trainers coming in for outfits or to have a bespoke jacket made,” says Lisa. “We also get the stable girls who are looking for something nice to wear when they lead up on race day or the groom who needs some replacement boots because hers are mucky or broken.

“Then there are the small girls with their first ponies coming in with the pocket money they’ve saved for a specific item. The town has a great reputation for its food and is really touristy, too, so we get a lot of holidaymakers popping in.”

Social media Despite Parnaby's traditional approach to products and customer care, it is well ahead of the curve when it comes to social media.

“It is hugely important to us, as that's how young people do their shopping and socialising, and we have to be involved in that,” says Lisa. “It's a fantastic platform and it's free.

“Instead of using company products, Emma takes photographs of us in the outfits and our customers love that, as we are not size 6 models and they can see how the clothing would look on them and we have some great locations to do this – the gallops, woods, cattle market and town hall.

“Last month, we had 25,000 views on our social media, which is amazing for a little shop, and all the social media is run by little old me.

“A visit to Parnaby's is something that people really like to shout about and, when they come to the store, they ask to have their pictures taken with us so that they can put it on their Facebook or Instagram pages.”

Modelling the clothing they sell and photographing it for Parnaby’s social media allows customers to see how it looks on “real people”, as Emma Dodsworth and Lisa demonstrate. Photograph: Emma Dodsworth

Seasonal sales and promotions A presence at local shows and events is proving highly successful for Parnaby’s. Later this month, Lisa and her team will be setting up shop on the gallops as part of the Malton Stables Open Day, where the area's trainers open their yard to the public in aid of Malton Racing Welfare.

“We did the Ryedale and Bilsdale shows, which are both in such beautiful countryside,” says Lisa. “We are in a marquee, take our furniture along and make it look like the shop. Everybody says how lovely it looks and we have been approached by other events, as we attract a lot of customers.”

Saddlery The store currently stocks a plentiful supply of leather-cleaning products and conditioning lotions and potions, and a limited range of saddles and bridle wear, and is happy to order items for customers.

“We are looking into expanding these ranges in the future,” says Lisa. “We are desperate to keep the saddlery side of things alive, as that is what this shop is about – what it's always been about – and we will continue to focus on equine, lifestyle and the sport.”

Alongside equestrian products, Parnaby’s has a reputation for its high-end country clothing and accessories. Photograph: Emma Dodsworth

www.equestriantradenews.com

ETN asks Lisa. . .

Q: Are you a local girl?

I was born over the hill at Battersby Junction, where my father's family farmed, and I moved here when I was about 12.

Q: Do you hunt?

No, I don't, but I follow on foot. My grandfather was a huntsman and my godfather is chairman of the Bilsdale.

Q: Do you have horses?

No, we did when I was a child, but I am a real disgrace to my breeding! I’m not a natural horsewoman – I appreciate that – but I love horses.

Q: What did you do before you worked at Parnaby's?

I was a ground-floor supervisor at Brown's department store in Helmsley before I was approached to do this. My mum owned businesses in high-end lingerie. I think that’s where I’ve got the spark.

Q: What do you do in your downtime?

I used to like watching my son James Robert – who is the apple of my eye – play football but, now he's 17, he gets embarrassed if his mum goes along. Family and friends are important to me and I like to socialise.

EQUESTRIAN TRADE NEWS SEPTEMBER 2018

Better Business

26

MONEY FOR NOTHIN’?

Wouldn’t it be great if your firm could be given a shot in the arm with a grant or a little low cost help? Adam Bernstein has some pointers.

T

he Bible offers much wisdom; take Matthew 7:7 which says seek and ye and shall find. Indeed, firms prepared to search will discover plenty of help available - they just need to narrow down the options and follow the processes.

While there can be ‘free money’ to be had, it will come with strings attached and criteria to be met. And getting through these hurdles can be time-consuming, difficult and without any guarantee of reaching the finishing line.

Much grant funding is from the government, but local authorities as well as some private organisations have roles to play. Amounts awarded can range from three figures – say £500, to £500,000 or more. Naturally, the larger the amount, the greater the inbuilt procedural resistance and the stricter the eligibility conditions.

Further, some awards are matched – that is, those applying for the funding need to meet certain cash-raising targets of their own.

Probing HM Government Helpfully, the gov.uk website has a simple to use online tool (https:// bit.ly/2oR7Z6j) where visitors can search nationally according to keyword (say retail, leisure), type of support (grant, equity, finance, loan, advice), stage of business (not yet trading, start-up, established), industry (service, leisure, retail) and number of employees.

There are pages of programmes that may be of interest; some regional, others UK-wide. For example, there are a number of business start-up grant or support schemes such as one in Mansfield that offers £1,000 to spend on equipment, office furniture, shop fittings and marketing, plus an advice service from Tewkesbury Borough Council that handholds applicants as they navigate the maze of grants.

Enterprise finance is available from a number of sources. Take the Department for Business, Energy & Industrial Strategy’s (BEIS) Enterprise Answers programme for the north of England. Available to firms with up to 249 employees, it offers “affordable” business loans from SEPTEMBER 2018 EQUESTRIAN TRADE NEWS

£5,000 to £100,000 if the business is based in Cumbria, Northumbria, County Durham or North Lancashire.

Matching grants are available from Stoke-onTrent and Staffordshire Grants for Growth. It offers capital and revenue grants of £10,000 to £250,000 with a variable help rate of 10% to 30% which must be matched by private sector or other equity funds. The scheme requires project costs to be for a minimum of £40,000 to qualify for a grant payment of £10,000.

For those over 18 wanting to start their own business, the government offers mentoring and a grant via the New Enterprise Allowance. A business plan needs to be in place before applicants receive an allowance of £1,274 spread over 26 weeks; they’re also eligible to apply for a loan to cover start-up costs.

For many firms, being in the digital slow lane is akin to commercial suicide. Those in this situation may be able to take advantage of the Gigabit Broadband Voucher Scheme from BEIS. Also, for firms with less than 250 employees, up to £3,000 is available towards the cost of getting not just superfast broadband, but gigabit broadband which is infinitely faster.

If low carbon and energy efficiency is of interest, there are a number of regional programmes to apply to, such as that offered by Low Carbon Workspaces in Buckinghamshire, Hertfordshire and the Black Country. This particular programme – backed by the European Regional Development Fund – offers between £1,000 and £5,000 to cover a third of the costs of a project that reduces energy consumption, waste, water and vehicle fuel costs.

Enterprise finance is available from a number of sources.

www.equestriantradenews.com

27 Notable others More help can be found by searching generally on the homepage of gov.uk site and selecting the relevant organisation (most likely the Department for Business, Energy & Industrial Strategy).

Firms wanting to show their eco-values while saving on motoring costs can use a special scheme. Set up by the government to push businesses towards electric vehicles used for commercial purposes, the Plug-in Van Grant Scheme offers business owners a 20% saving off the purchase price off a van. Buyers of heavier trucks in the N2 and N3 class (3.5 tonnes or more) have also, since October 2016, been granted 20% off the initial purchase price, also subsided by the government. To meet scheme eligibility requirements, vehicles must meet necessary commercial vehicle performance criteria on the range, safety and ultra-low tailpipe emissions.

Businesses looking to take on someone with a view to teaching them a trade or skill should consider Apprenticeship funding. Set over a one to five-year period, apprenticeships are designed to meld practical training with job-based learning. Funding is covered for those who don’t pay the Apprenticeship Levy (because their pay bill is below £3m a year) - 10% of the cost is borne by the employer with the other 90% paid for by the government.

It’s also worth searching on the web for third party sources of SME help. Since 2016, courier firm FedEx has offered the FedEx Small Business Grant to firms with less than 100 staff which have been established for at least two years. The 2018 programme hasn’t yet (at the time of writing) been announced, but in 2017 it awarded £20,000 as a first prize.

For the entrepreneur aged 18-30, there is a low interest loan (plus small grants in special circumstances) and mentoring help from the Princes Trust. In a similar vein, the trust’s Prince’s Countryside Fund offers more than £1m each year in grants of up to £50,000 to projects that seek to benefit individuals and their rural communities. The funding has closed for 2018 but keep an eye out for the 2019 round from this month (September 2018).

Shops wanting to improve their outward appearance may be able to get funding and grants from their local authority. Ulverston, for example, is offering up to £400 or up to 40% of the total costs in their conservation area – and the money can be used for painting, repairs and signage. There are plenty more examples of this type grant throughout the UK.

Quick-Soaking Unmolassed Beet Flakes

Look to regional governments Besides checking the UK government website, businesses looking for assistance should also look at what’s available from the Wales, Scotland and Northern Ireland governments. A good deal might make it worth relocating.

Wales, for example, has more than 1,200 finance programmes on its Business Wales finance locator website and Northern Ireland lists 162 business schemes on nibusinessinfo.co.uk. Scotland takes a different approach and hot-links to gov.uk while also giving links to Better Business Finance and the Scottish EU Funding Portal.

A different view Getting money and help without cost is one side of the equation, another is creating interest from investors. Firms looking for equity or cash injection from business angels can utilise various tax regimes to lower the cost of any investments made by investors.

There are two main programmes worth consideration. The Seed Enterprise Investment Scheme is designed to encourage investment in UK companies; investors can claim eligible investments against their tax bill, significantly reducing capital risk.

In a similar vein, the Enterprise Investment Scheme (EIS) is a tax relief scheme for investment in more established companies. With EIS, investors can claim up to 30% back in tax on investments of up to £1m.

Investors can also defer capital gains tax on investment shares and after holding investments for three years they become free from capital gains tax. The detail for both is on HMRC’s website.

Get searching There are as many sources of grants as there are leaves on a tree; far too many to note here. The message is ‘just search’. The web makes the process easier, but remember to broaden your horizons when searching.

Look beyond government and into the local area and third party private organisations.

If you don’t seek assistance - your rivals just might.

About the author: Adam Bernstein is a business writer with 25 years’ experience. www.equestriantradenews.com

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SQP CPD Feature

28

ETN’s series of CPD features helps SQPs (Suitably Qualified Persons) earn the CPD (continuing professional development) points they need. The features are accredited by AMTRA, and highlight some of the most important subject areas for SQPs specialising in equine and companion animal medicine.

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

WORMING DOWN THE LINE With many consumers seeking advice via a phone call and purchasing wormers online, the Suitably Qualified Person’s (SQP’s) telephone manner has become all-important. Dr Wendy Talbot, national equine veterinary manager at Zoetis, looks at the legal obligations involved and how to make the best of communicating down the line.

The legal obligations

For your customers

Whether your customers are in store, online or on the phone, it’s the SQP’s responsibility to prescribe before providing any retail supply of POM VPS medicines.

As well as asking the correct questions, it is crucial you guide your customer through the process so that ultimately they are also happy with their purchase. Questions include, but are not limited to: What age is the animal? What is its health status?

What previous treatments have been administered? What is the animal’s environment? (eg. stabled, at pasture etc.). www.amtra.org.uk/info-forsqps/code-and-guidance/ For those of you holding this important qualification, be proud of what you have achieved. Remember that your knowledge and prescribing advice is helping to preserve the efficacy of the drugs that we have. By prescribing a wormer, you’re ensuring that the customer uses the most appropriate product at the most appropriate time and at the right dose.

Zoetis has recently produced a sustainable worm control module for The British Horse Society’s Stage 3 Care Award www. bhs.org.uk/pathways. Zoetis also has an educational website for horse owners www.horsedialog.co.uk containing a wide selection of articles on equine health and wellbeing, including parasite control.

Don’t miss a trick Giving detailed and accurate advice can be challenging but if you take your time and follow these tips you should be able make the most of the opportunity to advise your customer responsibly. A positive conversation will help win their confidence and is likely to secure not only a sale but repeat business too: • We all love to talk about our horses. Be animated and ask about the customer’s horses. They will appreciate your interest and will become more receptive to your advice.

• Briefly explain your role as an SQP and your credentials for

How Zoetis is supporting learning Zoetis is committed to supporting learning across the equestrian industry. The company has recently set up a series of AMTRA accredited Equine Worming Online Continuing Professional Development (CPD) courses for SQPs https://sqptraining. learnupon.com. A total of 1,257 SQP courses have been completed since they were launched in Spring 2017, with around a further 400 courses in progress.

How to qualify as an SQP To qualify as an AMTRA (Animal Medicines Training Regulatory Authority) SQP a person must undertake relevant training and pass examinations approved by AMTRA at Higher Education Level 4 or higher, and pass a viva (oral exam) conducted by an AMTRA Assessor. The length of the process varies from individual to individual but requires significant commitment in terms of learning. www.amtra.org.uk/what-is-an-sqp/ SEPTEMBER 2018 EQUESTRIAN TRADE NEWS

Everyone loves talking about their horses. Your customers will appreciate your interest and become more receptive to your advice.

www.equestriantradenews.com

advising on and prescribing equine wormers. This will position you as an authority on the topic.

• Try to avoid closed questions that invite a ‘yes’ or ‘no’ answer and may give misleading information. For example instead of asking ‘have you treated for encysted small redworm’? Try asking ‘which product did you last use to treat for, for example, encysted small redworm’? You may find that some people answer with products containing ivermectin or pyrantel, neither of which are effective against this parasite stage.

Build confidence to secure sales Proactively offering season-specific advice can help to build trust and enhance customer satisfaction. The customer can complete the transaction having clearly understood the reasons why they are making a specific worming purchase. In this way they can be guided in terms of knowledge rather than by price.

By giving objective prescribing advice you are helping your customer protect the health of their horses in the most effective way possible. It’s likely you will be sought out for your advice next time and will become a trusted source of information on all things equine.

Checklist • Have you been clear why you have prescribed the product?

• Have you stressed the importance of delivering the right dose?

• Have you established that the customer knows how to administer the product safely and effectively?

Seasonal tips for horse owners Spring to autumn (March to October) • Every horse owner should work with their prescriber to tailor a specific plan for each horse using any history they have on the horse and considering the environment in which it is kept.

• Faecal worm egg counts (FWECs) should be conducted every 2-3 months during the grazing season to guide targeted dosing for redworm.1 • Foals and young horses are more susceptible to infection and disease and the parasites can differ from those of adult horses.

Foals require treatment for ascarids twice in the first 6 months of life and careful and frequent monitoring for redworm from 6 months to 3 years.2 • Tapeworm – test or treat in late spring • Pasture should always be managed carefully, with daily poo picking, regularly rested fields, and avoidance of over-stocking.

Late autumn/early winter • Encysted small redworm (ESRW) don’t show up in FWECs and should be targeted in all horses (over approx. 6 months of age) once a year in the late autumn or early winter using a single dose of moxidectin or a five-day course of fenbendazole. Moxidectin is considered the treatment of choice.3 There is evidence of widespread resistance in small redworm to fenbendazole, including the five-day dose so a resistance test is recommended before using it.4 • Bots don’t show up in FWECs and should be treated annually after the ‘first frost’ using a single dose of moxidectin or ivermectin.5 Combining this treatment with the encysted small redworm dose by using moxidectin reduces the need to give additional doses of this important class of drug.

• Tapeworm doesn’t reliably show up in FWECs however a specific blood or saliva test for tapeworm can be conducted.

Burdens are likely to be highest at the end of the grazing season.3 Dosing with a moxidectin/praziquantel combination at this time will treat for tapeworm, ESRW and bots in a single dose.

Being approachable, knowledgeable and confident, whether face-to-face, online or on the phone, will give your customers faith in your advice, making the prescribing process enjoyable, as well as effective for both of you.

Speak to your Zoetis Account Manager to find out more about the support Zoetis can provide. www.horsedialog.co.uk References 1. Hallowell- Evans and Hallowell (2017) Vet Times, April 24 2. Matthews (2017) Helminth control programmes for equine yearlings at pasture Vet Times, Feb 27 3. Handbook of Equine Parasite Control (2013) Eds. Reinmeyer CR and Nielsen MK Wiley-Blackwell.

4. Matthews (2008), Equine Vet. Educ. p 552-560 5. AAEP (2016) Parasite control guidelines

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SQP CPD quiz

ns N tio T es 8 E Qu 01 D r2 CP e P mb SQ pte Se

29

SELECT YOUR ANSWERS AND TICK THE BOXES

1. Which strategy should help you to make the most of the opportunity to advise your customers?

A We are all busy people so being short, sharp and efficient always works.

B The customer is always right so it’s best to agree with what they say.

C Avoiding questions with yes or no answers can help steer the prescribing conversations more effectively.

2. Should customers be discouraged from making wormer decisions based on price alone?

A Yes

B No 3. Which approach can help build trust and customer satisfaction?

A Offering season-specific advice

B Keeping the customer on hold while you check your information

C Rushing the conversation to save time 4. How often should faecal worm egg counts be conducted during the grazing season?

A Every 6-8 weeks

B Every 6 months

C Every 2-3 months 5. Which parasites won’t be detected by a standard faecal worm egg count?

A Encysted small redworm, tapeworm and bots

B Encysted small redworm, ascarids and bots

C Tapeworm, small redworm and bots 6. When should customers test or treat for tapeworm?

A Spring and autumn

B Summer and winter

C Autumn 7. There is evidence of widespread resistance in small redworm to which actives:

A Moxidectin

B Ivermectin

C Fenbendazole 8. When should encysted small redworm be treated?

A Late spring/early summer

B Late autumn/early winter

C When faecal worm egg counts indicate to do so 9. Which active is the treatment of choice for encysted small redworm?

A A single dose of ivermectin

B A double dose of pyrantel

C A single dose of moxidectin

D Five-day course of fenbendazole 10. When should bots be treated?

A Annually after the first frost

B Annually in the spring

C Annually once the frosts have stopped

September 2018 TWO CPD POINTS

Full name............................................................................

Company name/address ..................................................... ..........................................................................................

Email .................................................................................

Telephone number..............................................................

SQP Number.......................................................................

Send your completed answers to: ETN/CPD Feature, Equestrian Trade News, East Wing, Stockeld Park, Wetherby, West Yorks, LS22 4AW. FIND IT ONLINE: ETN’s SMS CPD features are also available at www.equestriantradenews.com If you submit answers to the quiz online, please do not submit them by filling out the printed form as well – and vice versa.

EQUESTRIAN TRADE NEWS SEPTEMBER 2018

Worming News

30

Best practice update Positive progress as specials manufacturer steps up to produce single chemical tapeworm option for use under the cascade system, says Claire Shand of Westgate Labs.

E

arlier this summer, horse health experts raised concerns over the implications of tapeworm treatment options following the news that Equitape is to be withdrawn from sale in October 2018.

In a turn of fortune for equine health, a specials manufacturer dedicated to the veterinary industry has stepped up to fill this gap.

A new praziquantel-only equine product is now available to vets.

Consultant vet to Westgate Labs, Carolyn Cummins MVB PhD MRCVS comments: “Retaining a species-targeted treatment option is a fantastic outcome for sustainable worming practice and will go a long way in helping us to tackle the major welfare threat of wormer resistance. Evidence based control combining regular testing and targeted treatment is the best chance we have of protecting our horses from endemic disease caused by parasite infection both now and in the future.”

Unlike other available wormers, the product has not gone through the licencing channels to allow it to be sold in tack shops, feed merchants and other retail outlets via Suitably Qualified Persons (SQPs) and veterinary pharmacists. Instead, its classification as an unauthorised extemporaneous preparation limits it to sale by vets only, used exceptionally under the cascade system.

While the manufacturer is inspected and approved by the VMD to provide assurance that the product is made to a specific quality, the product itself has not been assessed. This is what has enabled the drug to be brought to market so quickly.

For the consumer, the prescription limitations may make this wormer less convenient to purchase. For the SQP, it may present a moral dilemma over recommending a wormer that they can’t make a sale on.

Yet if we return to what is right for the horse, these compromises should be indefinitely outweighed by our ability to successfully manage parasite control with the limited numbers of drugs available. For if we have to stop keeping horses, we’re all very much worse off.

New testing kits for yards

Westgate Laboratories POSTAL WORM COUNTS & TESTS

• Promote routine testing not routine worming with our reliable laboratory worm count services • Tested using the modified McMaster technique • Easy to use and profitable • FREE SQP support & point of sale material Ser v

ice R ated 105 r eview s

WESTGATE Labs has introduced worm egg count packs for big yards. The pouches, designed for sale in store, come in multiples of ten or 15 tests.

“The more horses kept together, the more important good parasite control becomes,” says Claire Shand SQP of Westgate Labs. “The yard packs fill a definite gap in the market in providing an easy, cost effective retail testing solution for multiple horses.”

Just like the existing single and double horse packs, they include everything to take and send samples to the lab to test for adult redworm and roundworm, plus advice from Westgate’s team of SQPs if required.

There’s is no need to be SQP registered to sell these products. The ten horse pack has an RRP of £77, or £114.50 for the 15 horse pack.

Make the most of social media Worm count kits Everything to take and send a sample; same day testing & results; vet approved advice.

NEW! Yard Packs Retail worm egg count packs for 10 and 15 horses now available from Trilanco.

tailored retail worm count options contact us

Bespoke service For retailers and vets to offer own brand worm count service.

from our trusted laboratory

01670 791994 info@westgatelabs.co.uk | www.westgatelabs.co.uk

SEPTEMBER 2018 EQUESTRIAN TRADE NEWS

ZOETIS has introduced Time it Right #timeitright - a practical guide to using social media to promote spring and summer worm control.

The initiative will help SQPs raise awareness of the importance of sustainable worm control and build communication with their customers.

The PDF guide takes the retailer week by week through suggested content to post - including collecting contact data, promoting digital assets, content with calls to action, links to videos and blogs and a post campaign worksheet and benchmarking to quantify success.

Penny McCann, Zoetis equine product manager, said: “Our campaign provides busy retailers with relevant content to encourage regular engagement with customers to inform and educate them.” www.equestriantradenews.com

MN AUTU ER WINT

CLEAR THE CHALLENGE

OF ENCYSTED SMALL REDWORM

Prescribe

or

the ONLY single dose control for encysted small redworm @horsedialog

HorseDialog

EQUEST contains moxidectin. EQUEST PRAMOX contains moxidectin and praziquantel. POM-VPS . Date of preparation: October 2016 AH532/16.

Further information is available on the SPC or contact Zoetis UK Ltd, Walton Oaks, Tadworth, KT20 7NS. EQUEST & EQUEST PRAMOX are registered trademarks of Zoetis UK Ltd.

Use medicines responsibly: www.noah.co.uk/responsible.

Worming News

32

WHY RESISTANCE

IS A HARD SELL

The loss of a praziquantel only worming product (Equitape) from the market next SEE month (October) means we’ll join the rest of the world in only being able to sell this UPDATE ON chemical in combination wormers with either ivermectin or moxidectin, says Claire PAGE 30 Shand SQP of Westgate Labs.

Worm egg counts can be used to check a wormer’s effectiveness.

areas. Even greater reason to reserve Equest for the winter dose against encysted redworm wherever possible, unless a specific situation requires a treatment for the larval stages of cyathastomins.

Test for drug efficacy More than ever we advocate using the right treatment or testing for the right parasite at the right time of year and, where a wormer is required, selecting carefully and resistance testing to check it’s been effective.

Worm egg counts should be repeated ten to 14 days after treatment, and EquiSal saliva tests two months after treatment. If the count or saliva score hasn’t reduced significantly, this can indicate drug resistance, providing the dose was correct for the weight of horse and the full amount was administered.

The prescribing conundrum

Use drug names Despite their many brand names, all equine wormers in the UK are made up from just five licenced chemicals. So help the confused customer by talking about active ingredient first, then suggesting brand names. This will aid the clarity of your advice, and also emphasise just what a limited number of treatments are available.

Resistance update Another useful by-product of Equitape’s withdrawal has been the opportunity to brush up on the most recent research into the wormer resistance status of each of our chemicals.

Worryingly, there’s no longer a treatment licenced for small redworm that isn’t showing some degree of developing resistance, the first signs of which are shortened egg reappearance times on a worm egg count*.

This means that products such as moxidectin with a dosing interval of 13 weeks are seeing worm infection rise sooner than expected in some SEPTEMBER 2018 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

Coming soon in ETN. . .

NOVEMBER ISSUE

Equestrian Trade News

I

f anything positive has come from Equitape’s withdrawal, it’s been the opportunity to discuss wormer resistance again.

I’ve been grateful to have countless conversations with horse owners, yard managers, vets and SQPs about the measures we can take to slow resistance. Because, although drug resistance is one of the biggest challenges facing the equine veterinary profession, it’s also quite a hard sell.

I urge other SQPs to use the news to open discussions with your customers - especially now at ‘tapeworm time’. Talk to them about targeted worming practices and the need to use a regular schedule of worm counts and tests instead of chemicals.

Equestrian Trade News

Equestrian Trade News

So what are the alternatives to a praziquantel only wormer for tapeworm treatment? Of course it depends… Best practice should always be to test first – fewer than 27% of horses actually need treatment.

Organising this prior to the annual treatment for encysted redworm in late autumn/winter, when a wormer will be needed anyway, is a sensible start. This will help to decide whether a moxidectin only (or where there is no resistance known, a 5-day fenbendazole) treatment is required or if a moxidectin + praziquantel combination wormer is advised to include treatment for tapeworm at the same time.

At other times of year, where it has been confirmed that treatment for tapeworm is needed, a worm egg count should be conducted. If treatment for redworm is indicated simultaneously, then an ivermectin + praziquantel combination wormer is the first choice.

If the treatment is for tapeworm only, then a double dose of pyrantel can be recommended and is also useful if ascarids are present (more likely in foals or yearlings).

T h e V o iredworm c e o f t h eegg E q ureappearance e s t r i a n I n d u period stry * Shortened after treatment reported in all recent UK published studies.

• F IBRE POWER – fibre feeds, forage and hay alternatives •A MTRA ACCREDITED – nutrition module T h e Vo i c e o f t h e E q SQP u e s t rCPD i a n I nFEATURE dustry •N EW FOR NOVEMBER 2018 – directory of feed wholesalers T h e for V o i chappy e o f t hhorses e Equestrian •H ORSE TREATS – tasty titbits

Industry

•B OOTS, SOCKS & GLOVES – accessories to beat the chill Editorial for consideration should Tbeh ereceived 1eOctober V o i c e o by f th E q u e s t 2018. rian Industry

Telephone: 01937 582111 Email: editor@equestriantradenews.com

www.equestriantradenews.com

33

Worming Feature

WHY THIS QUALIFICATION ADDS VALUE Kirsty McGovern, AMTRA* council equine-SQP representative and buyer for retailer Millbry Hill, reveals how qualifying as an animal health advisor has helped develop her career.

Kirsty McGovern: “Being an SQP delivers tangible benefits to my customers and employer.”

A

keen rider from the age of nine, a horse owner at 14 and holder of an HND in equine management, Kirsty had all the credentials for a career in the equestrian industry.

Indeed, equestrian retailing has been lucky to have her in its ranks for over 16 years. Kirsty started at T J Hughes before joining Millbry Hill in 2002 where in 2007 she qualified as an SQP [suitably qualified person legally allowed to prescribe and advise on certain animal medicines including wormers and flea treatments].

Kirsty, who’s based at Millbry Hill in Stokesley, North Yorkshire, feels her professional role is enhanced by her SQP status. In particular, on-going training through CPD [continuous professional development] helps deliver tangible benefits to her customers and employer alike.

“An SQP is an invaluable asset to a business, as they can really engage with a customer and build a trust that will ultimately deliver the best treatment for their animal,” says Kirsty. “And delivering the best service can only help the overall success of a business.

“From a personal perspective, I have certainly benefitted from the career opportunities and development my SQP status has created.”

Buying role It’s an approach wholeheartedly supported by Millbry Hill, part of the Armstrong Richardson group. After working in its stores, Kirsty moved to the Millbry Hill head office as a buyer, a role that includes the buying of wormers. She’s also now a wholesale dealer qualified person (WQP) for Armstrong Richardson. www.equestriantradenews.com

As a wholesaler, Armstrong Richardson carries a selection of General Sales Licence (AVM-GSL) products. Although there are no legal restrictions on their retail supply, they still need to be carefully monitored. It’s Kirsty’s role to ensure the correct distribution of products via the wholesale channel.

Serena Jones, Millbry Hill’s retail director comments: “Millbry Hill and Armstrong Richardson value the personal development of all our staff.

“Our AMTRA SQPs [currently there are 15] have a crucial role in providing excellent customer service; the more SQPs we can have qualified in-store the better, therefore we encourage as many staff as possible to undertake SQP training.”

Kirsty books all future SQPs onto their exams – and ensures they are ready to sit them. She also arranges for all Millbry Hill and Armstrong Richardson SQPs to attend relevant CPD events and courses.

“Now that I’m elected onto the AMTRA council - a great achievement for me and a role I enjoy - I hope I can be of benefit to experienced and aspiring SQPs,” says Kirsty.

“It’s a two-way relationship. As an SQP, you need to talk to your customers, get to know them, show an interest, and importantly listen to them. This helps establish key facts about the animal, its environment and lifestyle, but also gives the customer confidence and helps them feel part of the process.”

Kirsty strongly supports AMTRA’s ongoing initiative to raise the profile and understanding of the SQP’s role amongst the public and the trade.

“Although it is important that businesses recognise the key role of the SQP, the public needs a greater understanding of what an SQP is qualified to do, and what it means.

“Customer shopping patterns are changing, and information is more readily available than ever before, via social media, smart-phones and search engines.

“There are benefits,” concludes Kirsty, “with horse-owners becoming increasingly interested in understanding the importance of an effective worming routine, or being far more informed on endoparasites - but too much information can be misleading.

“Therefore, retailers need to help promote their SQPs and tell the public what a great service they offer.” *AMTRA is the Animal Medicines Training Regulatory Authority, appointed by the Secretary of State to keep a register of SQPs and to monitor qualification, examinations and ongoing training via CPD. ETN runs regular AMTRA accredited CPD features and quizzes to help SQPs gain CPD points to maintain their qualifications. See page 28

Kirsty’s top tips For aspiring SQPs: “Speak to existing SQPs and ask them for tips about how they found the exam. Consider attending a CPD event [such as BETA International]; although you won’t receive any points until you qualify, it’s a great place to meet other SQPs. Even if you’ve enrolled but not passed your exams, it’s a great way to gain knowledge.”

Why CPD works: “Maintaining my SQP qualification by keeping up my CPD every year has also helped me stay upto-date on any developments regarding worming and flea treatments, allowing me to offer the best advice to our customers. SQPs should look out for CPD features and quizzes in publications such as ETN. They’re quick to do and a great way to chip away at your CPD requirement.

EQUESTRIAN TRADE NEWS SEPTEMBER 2018

ETN Reporting

34

TURNING BACK THE PAGES… The V oice of th e Equ e

stria

n Ind u

stry Septemb er 2013 Volume 37, No

9 Monthly

The be st fee and rug d s

• AMTRA • Award accredited CPD fea winnin g SQP profile ture inside d NEC, Birmingh 16-18 Februaryam, UK www.bet 2014 a-int.com

Main

Sponsor

ETN is mediathe official BETA Intpartner of ernati onal

Spotlight on girths Clipper fault busting tips

Equest Trade Nerian ws

In September 2013, ETN reported: • Phil Duff resigned as managing director of Ariat Europe, announcing “this move is definitely not retirement… I have no intention of leaving the industry.”

• Hertfordshire based KCD Publishing acquired the free, glossy monthly title Horse Scene magazine from MCL Publishing.

• Companies marketing equine bedding as ‘wood pellet products’ got a ticking off from the tax man. HM Customs & Revenue pointed out that if products are held out for sale for animal bedding, they were subject to 20% VAT; whereas just 5% VAT applies to the same product aimed at the domestic heating market.

•Barry Fehler was celebrating the 50th anniversary of founding South Essex Insurance Brokers (SEIB). He told ETN how the idea came to him when he bought a heavyweight hunter and tried to insure the horse for loss of use – only to find no such cover existed.

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…

…Ten years ago…

The V oice

In September 2008, ETN reported: • Nicki Lewis arrived at ETN as sales executive. Nicki joined us from Horse Deals magazine, and before that had worked in business development for a conference centre company.

• The Society of Master Saddlers (SMS) gave the first public demonstration of its Pliance pressure testing system at the Scottish National Equestrian Centre, Outridge.

• Barry Barker, a popular saddler and familiar face on the show circuit, died in his sleep. He had run Barker Saddlery near Walsall.

• Retailer Fiona Preece, of Beechcroft Animal Feeds in Steppingley, Beds, told ETN she was concerned about increasing sales of horse wormers over the Internet. “How can they be confident they are selling the correct wormer with no personal contact?” she asked.

Too for ls yardthe

of th e Equ es

trian

Indus

try

Septemb er 2008 Volume 32, No

9 Monthly

Foc worus on in landm margks

Ho th e trade w f Gatcoamred at be

…20 years ago…

In September 1998, ETN reported: • Riding hat manufacturer Thomas Townend (1778) Ltd went into liquidation. The rights to its jockey skull range, along with the tools, were acquired by Christy & Co who had ceased making jockey skulls when its Stockport factory closed a year earlier.

• Well known Belfast saddlery Joseph A Gordon & Son was taken over by Ken Lyndon-Dykes’ Kent Leather Distributors.

Roger Gordon, whose father founded the business, was to stay on to run the workshops.

• With a Labour government now in power, foxhunting looked vulnerable to legislation. The Countryside Alliance’s chief executive Edward Duke resigned after just 12 weeks in the job. He’d been criticised for his £200,000 remuneration package and sacking of the campaigning group’s popular press officer Janet George. Meanwhile, Guardians of the Land, recorded by George Bowyer to raise money for the Countryside Alliance, went into the charts at number 33.

• Arnold Ziff, chairman of Stylo plc, issued a profit warning to shareholders. The parent company of Stylo Matchmakers, which owned the Harry Hall and Cottage Industries brands, had returned a modest profit. But Stylo’s shoe shops were losing money.

• Keith Bryan of Keith Bryan Saddlery, Alan Hall of Hallmark Bridles and Jackie Pountney of J & A Pountney proposed a Walsall ‘mark’ to promote products made in the town. Walsall Business Link offered support.

…30 years ago…

In September 1988, ETN reported: • Harvey Smith incurred the wrath of UK manufacturers for competing in an ‘American style’ riding hat. British hats were uncomfortable, announced the show jumper when asked why. Bill Vero of hat-maker Thomas Townend urged the BSJA (British Show Jumping Association) to insist upon BSI (British Standards Institution) standard hats for domestic competitions.

• Retailers were invited to do their pre-Christmas buying at one of six regional BETA Autumn Travelling Trade Fairs.

Venues from Perthshire to Surrey included The Gleneagles Hotel.

• That autumn’s must-have jacket for men and women was a padded, leather-covered number by The Done Thing.

The label was named after a distinctive dun event horse and marketed by his rider Madeleine Gurdon. The jackets sold like hot cakes - and she went on to marry musicals maestro Andrew to become Lady Lloyd Webber.

• Big advertisers in this month’s issue of ETN included Westropp Over-Reach Boots, Belstaff – featuring a wine-sipping businessman clutching his Filofax, Equequip (clippers), Shasco (horse clothing), Thorowgood (synthetic saddles), Beaver of Bolton (country clothing) and wholesaler Cross Country.

SEPTEMBER 2018 EQUESTRIAN TRADE NEWS

www.equestriantradenews.com

35

www.equestriantradenews.com

EQUESTRIAN TRADE NEWS SEPTEMBER 2018

Feed Feature

36

“I THINK I HAVE A RAT!” When it comes to rodent control, environmental impact and non-target poisoning are growing concerns, say Nic Blaszkowicz and Alex Wade of rodenticide manufacturer PelGar International.

Brown rats are predominantly active in the evening and at night, but are opportunists and can be found in the day if there’s a suitable food source.

I

f you’re faced with a rodent problem and opt to use a rodenticide, it’s essential to consult the product labels carefully.

The majority of products are only licenced by the Health & Safety Executive (HSE) to control brown rats (Rattus norvegicus) and house mice (Mus musculus). This makes control of other species ‘off-label’ with the potential for prosecution and fines from Natural England.

Mechanical traps and rodenticides are fantastic tools for the

control of rats and mice, but they’re indiscriminate. If sited or applied incorrectly, they can kill non-target pests and allow toxic active ingredients into the predatory food chain. Such secondary poisoning could affect species such as kestrels, red kites and barn owls.

Correct identification of target pest species is therefore crucial.

Common identification mistakes occur between brown rats and voles, including bank voles, field voles and water voles, and non-

Species

Brown Rats: Rattus norvegicus

House Mouse: Mus musculus (domesticus)

Length (excluding tail)

150-270mm

70-100mm

Preferred food

Brown rats are omnivorous. Cereals form the bulk of the brown rats diet, however they will happily eat anything discarded or stored for human or animal consumption.

House mice are omnivorous. Cereals form the bulk of their diet, however they will happily eat anything discarded or stored for human or animal consumption.

Description

The fur of the brown rat can range in colour but typically show a brown coat with a lighter (grey) colouration on the belly. The fur can appear to be coarse due to the presence of longer guard hairs throughout the coat. They have hairless ears and tail with a blunt nose. Their tail is usually hairless and shorter than the length of their body. They range across almost all habitats although typically will live close to, but not immediately next to, areas which are frequently used by people. They are predominately active in the evenings and at night.

The fur of the house mouse is a dark brown which can sometimes lighten to a greyish brown underneath. The house mouse has a pointed nose with large, round, hairless ears. The tail is usually the same length as the body and is a uniform colour and hairless. They range across all habitats but are commonly associated with living immediately alongside humans. They are primarily active at night.

Droppings

15-20mm in length. Rounded at one end and tapered at the other. Brown/black in colour.

6-7mm long. Hard when dry and do not crumble like bat droppings

Control with rodenticide Yes

Yes

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 SEPTEMBER 2018 EQUESTRIAN TRADE NEWS www.pelgar.co.uk

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.

37

Mice are mainly active at night and happily eat anything discarded or stored animal feed.

AWARD WINNING Gorilla Broom® is back in full colour

pest species of mice such as the long-tailed field mouse and harvest mouse.

The key things to look out for are where they live, what they eat, and their droppings.

If your rodent infestation does not match up to these key identifiers, they may be non-target or protected species.

Any rodent control campaign should begin with a survey to identify the rodent species, extent of the infestation and any nontarget species in the area – including predators and scavengers which could consume poisoned or dead rodents. Identifying where rodents are feeding, drinking, travelling and living will form a solid basis for any toxic or non-toxic control programme.

The next step is to plan an effective campaign with least environmental impact. Non-toxic control methods including the use of traps should always be considered first. If and when toxic control methods are employed, the least toxic yet effective product option should be selected. Bait or traps should be placed along the rodents’ routes of travel, and protected from children, pets and non-target species.

To minimise environmental impact you should ensure: • enough bait is placed • bait is regularly checked and topped up • rodents which die outside the burrow or nest are quickly removed and disposed of in line with label/best practice.

If you need help with rodent identification or an environmental risk assessment, PelGar’s technical team can assist.

Voles are non-target species but can often be confused with brown rats.

Helping vulnerable species PelGar International set up a series of regional Conversation in Partnership (CiP) projects in 2014 to work with organisations and communities to protect native species from rodent infestations. For example, in the Isles of Scilly, PelGar has worked with the Isles of Scilly Seabird Recovery Project and similar schemes in the UK, New Zealand and Samoa.

Some of these campaigns use rodenticides to protect ground nesting bird species from rats which readily eat their eggs and decimate populations. Seabirds such as the manx shearwater and storm petrel, which are seeing declining numbers, are among those to have been helped. www.equestriantradenews.com

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For availability and Profit ofit Pack deal contact your stockist, wholesaler or call us on 01455 848 184

Feed Feature

38

FEED LABELLING DEMYSTIFIED

Helping your customers navigate the minefield that is the feed market can be challenging but knowing where to look and what the information means on a feed bag can help you advise your customers appropriately. Below is a quick guide to reading a feed bag, with thanks to the BETA Feed Committee.

Legal Information • Product name • Statutory statement • Net weight • Composition (ingredients) • Analytical constituents •A dditives (including nutritional, technological and zootechnical) • Batch number • Best before date • UFAS registration number • Establishment number • Product code • Manufacturer’s name & address • Storage instructions

Statutory Statement This is a legal statement which identifies the species of animal for which the feed is intended and provides a brief description of the feeding rate. Animal feed of any kind should only ever be fed to the ‘target species’ which may be particularly relevant if horses are kept near goats or sheep; many breeds of which are sensitive to high levels of copper and therefore should not consume feed manufactured for horses.

Example Statutory Statement “A complementary feed for equines for use in conjunction with forage up to 6kg per horse per day according to size and work rate. Should only be fed to the target species.”

UFAS registration number This identifies that the manufacturer is accredited under the Universal Feed Assurance Scheme.

Establishment Number This proves that the feed has been manufactured in an authorised establishment and provides full product traceability.

Product Name The name gives you an idea of the type of horse or pony the product is designed for but don’t be too quick to dismiss a product based on the name alone. It could be that a competition or stud feed is the most suitable option for a senior or laminitic horse.

Description The description or ‘strap line’ can often be found on the front of the bag and gives a little more information as to what the product is for and the type of horse or pony it is designed for. This may include words and phrases such as ‘good-doer’, ‘senior’, ‘nonheating’ or ‘light work’.

SEPTEMBER 2018 EQUESTRIAN TRADE NEWS

Composition (ingredients) Ingredients are listed in descending order of inclusion and will either be printed on the back of the pack or on a label stitched into the top of the bag, any ingredients that are highlighted on the bag for example ‘with added garlic’ should have the included amount stated. Providing a full list of ingredients is a legal requirement and can be helpful if your customer has a horse or pony with allergies. However avoid being guided too heavily by whether a feed may or may not contain a certain ingredient(s) as true feed allergies in horses are rare and the nutritional analysis of the feed is often more important. For example, if your customer’s horse needs a low sugar diet, don’t immediately dismiss a feed just because it contains molasses. Good nutrition is about balance and in the large majority of cases; vilifying individual ingredients is not helpful.

Feeding Guide The feeding guide explains how the product should be fed and includes the recommended feeding rate for horses and ponies of different sizes in different levels of work. The recommended feeding rate is determined by bodyweight and identifies the amount of feed required to ensure an ‘average’ horse or pony maintains a healthy weight and receives a balanced diet.

However, energy (calorie) requirements vary considerably between individuals and can be affected by numerous factors including breed, metabolism, workload and forage. The amount of feed given may therefore need to be adjusted to prevent excess weight loss or gain. If the horse or pony maintains weight well on less than the recommended ration of feed it may be better to advise your customer to add or replace it with a balancer to ensure their horse’s vitamin, mineral and quality protein requirements are met. They will also need to feed a balancer or broad spectrum supplement if the feed they choose does not contain added vitamins and minerals. If on the other hand the horse or pony is unable to maintain a healthy weight on the recommended ration of their current feed, a higher energy alternative may be needed.

Nutrient declaration Some nutrients must be declared by law under the analytical constituents section of the label and include oil, crude protein, crude fibre, ash, sodium and again if there is particular attention paid to nutrients such as starch and sugar these should be declared. In the case of vitamins and minerals these will be included within the nutritional additives section if there is a maximum tolerable level (in any species not just horses) and include trace elements such as iron, iodine, copper, zinc, manganese and selenium and vitamins A&D. There is a further complication though and that is that up until a recent change in legislation it was the amount of mineral salt for example cupric sulphate pentahydrate that was declared which is pretty meaningless to the horse owner but going forward the actual amount of the trace element will need to be declared for example Continued on page 40 30mg/kg copper which is much more www.equestriantradenews.com

39

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EQUESTRIAN TRADE NEWS SEPTEMBER 2018

Feed Feature

40

New campaign to boost consumers’ feeding knowledge How you and your customers can benefit A new annual campaign – BETA Feed Awareness Week – is being launched by the trade association to help dispel feeding myths and improve consumer knowledge of equine nutrition.

It will run from 10 to 18 November, just as the feed season gets into full swing, with an official launch at Your Horse Live, where BETA is sponsor of the event's main arena.

The initiative will follow a similar format to BETA Safety Week, held earlier this year, with a high-profile presence online and in-store. With member retailers and manufacturers involved, the aim is to drive home important feed-related messages and encourage customer engagement.

Retailers signed up to the scheme will be listed on a dedicated page on the BETA website and can order specially branded promotional merchandise to flag up their membership. This will include bunting, window stickers, posters, shelf wobblers and goody bags.

They will also be supplied with digital graphics and a social media kit, and encouraged to host BETA Feed Awareness Week competitions in their stores and on social media platforms.

In addition, BETA will be hosting an in-store display competition for retailers taking part in the campaign.

“BETA Feed Awareness Week offers retailers a tremendous opportunity to work with the trade association and wider feed industry to promote the importance of sound nutritional advice,” said BETA executive director Claire Williams.

“By focusing on good feed practice, separating fact from fiction and helping consumers to make more informed choices when it comes to buying their feed and supplements, the campaign will play a powerful role in raising awareness of equine nutritional welfare.”

From page 38 useful. The manufacturer may also voluntarily list other nutrients to try and help owners make the right choice for their individual horse. Key information to look out for includes: Energy (calories) – although not a legal requirement as there is no agreed equation for energy in the horse, energy will generally be included somewhere on the packaging. Energy in horse feed is expressed as megajoules of digestible energy per kilogram (MJ/ kg). Although we tend to associate ‘energy’ with performance and ‘calories’ with weight, they are in fact exactly the same thing.

The term ‘calories’ is simply a measurement of energy taken from human nutrition – if you look at a packet of your own food you will find the number of ‘kilocalories’ listed in the energy column of the nutrient table! Body condition is therefore the best indicator of whether or not any individual or horse or pony is consuming the right amount of energy for their workload; regardless of their temperament. However if a horse or pony is losing weight, ensure your customer is feeding the recommended ration of their current feed before moving to a higher energy alternative; consult a nutritionist or the feeding guide for more information.

Protein – an essential nutrient that should not be confused with energy. Protein is essential for the growth and repair of tissue and plays an important role in supporting muscle development and topline. Protein is not a primary energy source for horses, will not cause or increase the risk of laminitis, tying up or excitability.

Generally speaking, feeds that are higher in energy will also be higher in protein. This may go some way in explaining why protein may have mistakenly been associated with conditions such as excitability and laminitis. Remember it's not just quantity of protein but the quality that is important so look out for feeds containing soya bean meal or ask the manufacturer what the lysine level is.

Starch – a form of carbohydrate that is derived from cereals and used as an energy source. Although some starch may be useful, levels in the total diet should be kept to a minimum for horses and ponies prone to laminitis and those that require a low non-structural carbohydrate diet. High starch feeds are also best avoided for those prone to being ‘fizzy’ or ‘excitable’ although the amount of starch that can be tolerated will vary between individual.

When listed, the level of starch is expressed as a percentage but only needs to be declared by law if the manufacturer is making a relevant claim such as ‘non-heating’ or ‘suitable for laminitics’.

Some manufacturers include the starch content on all of their feeds but if your customer is concerned, suggest they contact the company’s helpline for more advice. As a guide, remember that cereal based feeds (those with whole cereal grains near the top of the ingredients list) and mixes will be naturally higher in starch.

Vitamins & minerals – the majority of compound feeds and balancers will contain a broad spectrum of vitamins and minerals although the bag may only list a small selection or those that must be declared by law. Don’t assume that the feed doesn’t contain a specific vitamin and mineral just because you can’t see it listed on the packing; call the company helpline for more advice.

SEPTEMBER 2018 EQUESTRIAN TRADE NEWS

Fibre – the second most important nutrient/ component in the horse’s diet. Fibre is essential for maintaining gut health and provides a valuable source of energy. If your customer is concerned about gut health or behaviour, look for feeds that are higher in fibre and in lower in starch.

Oil (fat) – oil is approximately 2.5 times higher in energy compared with cereals, providing a sympathetic alternative to cereal starch.

Low energy feeds will therefore contain lower levels of oil.

You might be also be a little confused to find ‘Ash’ listed here and although this may sound like something you find in your fire place, it actually represents the mineral content of feed.

Symbols & Logos If you look carefully you may also find several logos or symbols aimed at providing useful information. These may include: The BETA NOPS logo – this confirms that the feed is suitable for horses competing under FEI or BHA rules. Companies approved by the BETA NOPS scheme are required to evaluate the risk of cross contamination from naturally occurring prohibited substances (NOPS) during every step of the manufacturing process from the sourcing, storing and transportation of raw materials, through to the production of finished feed. They are regularly audited against identifying and managing these risks so that every possible step is taken to ensure suitability of the finished product. You can also find a list of participating companies on the BETA website although it is still best to seek advice from the manufacturer regarding the suitability of individual products.

The BETA EGUS Approval logo- this mark highlights products that are suitable for those horses and ponies prone to gastric ulcers as part of a balanced diet. These feeds have met set criteria around the level of sugar and starch they contribute per meal and per day and that any additional claims they make have evidence behind them. Although there may be other feeds that are suitable, your customers can rest assured that these feeds have been independently verified.

The Laminitis Trust approval mark – this may offer some reassurance when choosing feeds for a laminitic or Cushingoid horses/ ponies, but take a moment to check that the symbol you are looking at is the genuine Laminitis Trust approval mark. The Laminitis Trust is a charitable organisation that supports laminitis research (visit www.laminitis.org for more information) and the feeds they approve are designed to be suitable for laminitics.

Having said this, feeds do not have to be approved by The Laminitis Trust in order to be suitable and those that are approved are not automatically the most suitable option for individual horses and ponies; speak to a nutritionist for more advice.

Nutritional Helpline information – most feed companies have a nutritional helpline and should be able to offer advice on all aspects of your customers' horses’ diet, not just their own products.

www.equestriantradenews.com

41

NEW

meadow sweet

wItH tURmeRIC A uniquely healthy low starch feed > > > > >

Low starch (7.5%) High fibre (20%) Low sugar (5%) Molasses-free with turmeric, mint & honey

contains new

TurmerAid

Tm

Complete turmeric supplement

Recommend with confidence For those -

# Wanting a high fibre, fully balanced feed # Who would prefer not to soak # Veteran /older horses made in # Fizzy/excitable types our own uK mill # Fussy types

made by horseowners, for horseowners For more information & POS Baileys Horse Feeds Tel: 01371 850 247 (option 1)

www.baileyshorsefeeds.co.uk www.equestriantradenews.com

EQUESTRIAN TRADE NEWS SEPTEMBER 2018

PRODUCTS TO MAKE THEM PROUD

Feed Feature

SEPTEMBER 2018 EQUESTRIAN TRADE NEWS

42

Horse owners take a great deal of pleasure from their horses looking well.

So with winter on the horizon, be sure to stock plenty of products for optimum equine condition.

Exercise matters too A DIET fuelled by slow release energy from fibre, combined with regular exercise and training, helps to produce good topline and great condition, says Allen & Page.

Part of the company’s Barley & Molasses Free range, Calm & Condition is high in fibre, low in sugar and starch and contains linseed and soya oils. There are also vitamins and minerals for a balanced diet.

Calm & Condition is a soaked feed for horses who need to put on or maintain condition. It’s also used successfully for hard working competition horses.

Retailers are welcome to point customers towards the Allen & Page helpline for feeding advice.

Ready for autumn?

DO you have customers who are concerned that their horses or ponies need some extra condition as we approach the autumn?

Are they worried about the colder months ahead when weight can quickly drop off?

TopSpec CoolCondition Cubes provide ‘non-heating’ but conditioning calories, making them ideal for horses that need condition without ‘fizz.’

They’re designed to be added to a TopSpec feed balancer or supplement, so they contain no added vitamins or traceelements. And because they’re a blend of straight raw materials rather than a complete feed, adjusting the rate at which CoolCondition Cubes are fed has no effect on vitamin and trace-element intake as these are supplied by the balancer used.

One of the ways in which CoolCondition Cubes are superior to most straights, however, is that they are supplemented with the major minerals calcium, sodium and magnesium.

TopSpec CoolCondition Cubes are seriously cool and seriously conditioning; a rare combination.

They are formulated without the use of any cereals, so they’re not just ‘oat-free’ or ‘barley-free’ but completely cereal-grain-free. At the same time, they have a good conditioning index of 12.5MJ/kg, equivalent to most cereal-containing conditioning compound feeds.

The formula is very low in sugar and starch, and high in fibre. The RRP is £13.25 for 20kg.

Look, no barley!

BAILEYS Top Line Conditioning Cubes are barley-free making them ideal for horses known to be sensitive to this ingredient.

What they do contain, says Baileys, is wheat so well cooked and prepared that it’s as digestible as it possibly can be - so the horse gets the most from every mouthful.

Along with top quality protein sources, for muscle and top line, and chelated bio-available minerals, ‘top line cubes’ have a good reputation as an effective conditioning and performance product. www.equestriantradenews.com

43

Feed Feature

Muscle maintenance

Get the glow

FIBRE-BEET from British Horse Feeds offers the benefits of Speedi-Beet with added alfalfa.

The result is an ideal feed for optimum condition and to provide good quality protein for muscle tone and function.

Fibre-Beet also supplies a range of minerals, trace elements and amino acids; while it’s high in fibre with a low sugar content, providing slow release energy without the ‘fizz’.

Ideal for horses prone to digestive upsets and palatable to fussy eaters, Fibre-Beet has added biotin for hoof quality and is suitable for horses and ponies susceptible to laminitis.

Soaked and ready to feed in 45 minutes in cold water, or 15 minutes in warm water, FibreBeet is ideal for veterans even if teeth are poor or missing.

The product has been awarded the BETA feed assurance mark as being suitable for horses and ponies prone to equine gastric ulcer syndrome (EGUS).

The RRP is £12.35 - £13.30 for 20kg.

EQUIGLO Quick Soak 10 Minute Beet is a high fibre feed that helps to maintain condition and supports healthy gut function.

It’s made from micronised, unmolassed beet flakes and provides an excellent supply of nonheating energy for all horses and ponies, including those prone to, or at risk from, laminitis.

Low in sugar and starch, and rich in calcium, EquiGlo 10 Minute Beet can be used as a direct replacement for cereal-based feeds. It also works as a partial forage replacer for veterans with poor teeth or when forage is of poor quality or in short supply.

The RRP is £9.95 for 18kg.

Fully fortified SARACEN Horse Feeds Conditioning Cubes are fully fortified, barley and whole oat free, and contain Equi-Jewel to support weight gain, muscle tone and topline.

Highly digestible super fibres and soya oil provide slow release, controllable energy and support digestive health. The RRP is £14.50 for 20kg.

A fortnight’s change for the better SPILLERS Conditioning Cubes can improve condition – without excitability in as little as two weeks.

They contain rapeseed oil and have controlled starch levels making then a good choice for horses that tend to become ‘sharp’ on traditional conditioning feeds.

Spillers Conditioning Fibre is designed to complement conditioning feeds.

The premium quality, short chop fibre contains protein to support muscle tone and topline, plus rapeseed oil for nonheating calories and coat shine. It’s enriched with vitamins and minerals.

The Original and the BEST! The lowest sugar, quick soaking beet pulp flakes • • • • • •

Excellent value Ideal for a maintenance diet High Fibre Low starch and sugar Non-heating slow release energy Suitable for equines prone to gastric ulcers* • The first EGUS approved soaked super fibre *As part of a balanced diet.

T: +44 (0) 1765 680 300 F: www.facebook.com/britishhorsefeeds W: www.britishhorsefeeds.comEQUESTRIAN TRADE NEWS SEPTEMBER 2018 www.equestriantradenews.com

Feed Feature

44 The natural progression

PROOF OF THE PUDDING: Seven year old Connemara stallion Castle Diceman flew the flag for TopSpec CoolCondition Cubes when he qualified for HOYS with a stunning performance at the Great Yorkshire Show.

Owner/producer Alison Grainger has included the cubes in ‘Dicey’s’ diet since he started in-hand classes as a three year old. “I had tried various other conditioning feeds, but found one that balanced condition without adding too much fizziness in TopSpec CoolCondition Cubes. They also enable him to keep condition on all year round.”

Why rice is nice OMEGA Rice from Omega Equine has a high oil, energy dense recipe of stabilised rice bran, linseed pellets and omega 3 with limestone.

Useful for sales and show preparation, Omega Rice can be used to top dress an existing feed. It’s also popular for fussy feeders or veterans struggling to maintain condition.

FORAGE-based diets are in fashion...

And as more consumers move away from cereal based feeding regimes, Emerald Green Feeds has noticed the market for forage-based feeds growing rapidly.

The grass and alfalfa that goes into these products are 100% natural with no added sugars, oils or flavours. The crops used in Emerald Green Feeds are all grown locally to the producer’s family farm in Lincolnshire. After harvest, the grass and alfalfa are flash dried to ‘lock in’ naturally occurring vitamins and minerals and preserve the quality of fresh forage.

As well as fulfilling equines’ natural need for fibre, Emerald Green Feeds can help maintain optimum condition all year round.

Using good quality forage such as this can also support a healthy, shining coat and enable a horse or pony to continue with the level of work they’re used to.

Controlled weight gain ROWEN Barbary ReadyMash Extra offers essential oils and milk powders, and is formulated to encourage controlled weight gain.

High in digestible fibre, it also helps provide an excellent source of slow release energy for improved stamina. Glucose powders are added to help aid recovery from strenuous work.

ReadyMash Extra is fully balanced in essential vitamins, minerals and trace elements. It takes five minutes to soak and expand into a palatable mash.

45

Feed Feature

Show the way

Useful stock ideas

PROVIDING elevated energy and protein levels, Condition & Show Cubes from Castle Horse Feeds are suitable for horses and ponies needing extra condition and those in regular, intense work.

The low starch formulation offers controlled performance without excitability, while a balanced vitamin and mineral profile supports health.

There are also XP yeast metabolites for enhanced fibre digestion, omega 3 and 6 fatty acids for skin and coat, high fibre levels to support hindgut health and vitamin E for antioxidant support.

The RRP is £9.49 for 20kg.

Who are Castle Horse Feeds?

CASTLE Horse Feeds was launched in 2001 by Hay & Brecon Farmers, a South Wales based farmer owned co-operative dating back to 1902.

The company now offers 20 different feed formulations which it says “challenge existing premium brands in their choice of ingredients and nutritional specifications” while offering “the lowest possible cost for horse owners.”

Castle Horse Feeds does not use wholesalers and spends very little on advertising. Says brand manager Robert Fowler: “None of the feeds are solely based on marketing hype.”

Although no riders are sponsored by the company, it offers support through a reduced professional riders pricing model. The brand is exported to Scandinavia.

KEY products to stock for winter include Build Up Conditioning Cubes and Mix, says Dodson & Horrell.

Both products provide an ideal way to help support weight gain and maintenance.

Build Up Conditioning Mix is a high calorie muesli which may help build topline and support the maintenance of condition when it is incorporated into an appropriate diet and exercise programme. The mix contains high quality protein, oil, vitamins, minerals, antioxidants and B vitamins, for show shine and condition.

Retailers could also consider stocking Barley Rings, says Dodson & Horrell. Traditionally, barley or linseed was cooked and fed as a mash in order to provide a calorific ‘meal’ for hard working horses and ponies.

This manufacturer has adapted the concept into a more nutritious, well balanced, and easily digested feed.

Barley Rings are high in oil and protein, easy to feed, and can be used dry as a treat or soaked. They deliver well balanced vitamins and minerals compared with barley in its straight form too.

COMPLETE CONDITION IN ONE BAG · A complete high fibre conditioning feed with soya oil and mint · Contains a broad spectrum vitamin and mineral supplement · Contains Yea-sacc® and a prebiotic to help maintain a healthy digestive system · Suitable for horses and ponies that struggle to maintain weight and condition

Photograph courtesy of Simply Equine Photography

HorseHage & Mollichaff Helpline: 01803 527274

www.horsehage.co.uk

BY APPOINTMENT TO HER MAJESTY THE QUEEN MARK WESTAWAY AND SON MANUFACTURERS OF HORSE FORAGE

Follow HorseHage & Mollichaff on Facebook

Feed Feature

Quality Horse Feeds

Trusted since 1675

• Quick-soaking mash for horses that need a low energy feed • Cereal-Grain-Free, low levels of starch and ‘Non-Heating’ formula • Highly digestible fibre sources including sugar beet • Includes yeast to support a healthy digestive system • With added vitamins and minerals including magnesium

46

The burning questions…

ETN chats to Eddie Linehan of feed supplier Thunderbrook Equestrian.

Q. What are the big issues horse owners are asking about on the Thunderbrook stand at shows?

A. Without question, the two issues we get asked about the most are equine gastric ulcers and overweight horses – or rather those their owners say “live on fresh air.”

Q. How does your presence at shows benefit your retail customers?

A. Visitors to our stand at shows are given goody bags which contain free samples of our four natural fibre products and some ‘£2.50 off’ vouchers.

These vouchers can only be redeemed through stores, and not by buying direct from us. We also direct consumers to their nearest Thunderbrook stockist when they visit our stand; this is made easy by getting them to enter their postcode into the stockist locator on our stand.

Q. How will the hot, dry summer of 2018 affect feed sales this coming autumn?

A. The first thing it will affect is pricing. There has been such a poor harvest; wheat yields are down an average of three tonnes per hectare, so I can see there will be a rise in both wheatfeed and straw prices. Fortunately, we don’t use either in our feeds! Hay is also likely to be scarce and a high price; some farmers may not even get to make a second cut. So I predict an increase in sales of forage replacement type feeds.

Q. In the light of this, which are likely to be your best-selling products?

A. Our Healthy Herbal Chaff continues to be our number one selling product. And we’re seeing a sharp rise in sales of our HayCobs as customers use them as a hay replacement.

Q. Do you have new products in the pipeline?

A. Yes - very much so, and not just for horses either. We will be launching a number of new products at BETA International in January. We will also have some exciting news about a ‘first’ for the UK equine feed industry.

Q. Are there any special offerings or support packages from Thunderbrook that retailers should know about?

A. We have some innovative point of sale (PoS) units and free samples available to retailers. We also have a number of on-going deals available through our wholesalers.

When condition counts

NEW

01845 565640 (062) 85401 www.equerryhorsefeeds.com

SEPTEMBER 2018 EQUESTRIAN TRADE NEWS

MOLLICHAFF Condition Complete is a highly digestible, high fibre, high oil and low starch complete feed.

It contains a balanced blend of alfalfa, dried grass, oat straw, fibre pellets, barley, soya flakes, soya oil and mint plus Yea-sacc and a prebiotic, vitamins, minerals and trace elements.

Soya oil provides essential fatty acids to support skin condition and encourage a glossy coat. Yea-sacc and a prebiotic help maintain a healthy digestive system. Mint is particularly palatable to horses.

Mollichaff Condition Complete is suitable for encouraging weight gain in all horses and ponies. It can be used as the sole concentrate feed when fed at recommended levels alongside good quality forage.

Mollichaff, from the same stable as HorseHage, offers free staff training on its products. www.equestriantradenews.com

47

Better Business

MAKING TAX DIGITAL: WHAT YOU NEED TO KNOW

When a tax submission deadline looms, scraping together receipts, checking files and making sure spreadsheets are accurate is the bane of any small business owner’s life. But things are about to change, says Donna Torres.

Embrace the change to digital tax returns and you could be spending more time relaxing and thinking up new business ideas…

I

n April 2019, Making Tax Digital (MTD) will come into play. And that means UK businesses above the VAT threshold will need to process their VAT returns digitally.

Firms will no longer be able to keep and submit manual records.

Instead, HMRC will only accept VAT Returns provided via software supporting Making Tax Digital for VAT. MTD is part of the government’s plan to help businesses stay on top of their day-to-day accounts. Yes, a modern tax system will make it easier for businesses to comply – but it will take time adjusting to the new process.

The new system will integrate digital record-keeping and enable businesses to generate and send updates directly from their software to HMRC; and it starts with VAT. With tax data now being required every three months instead of annually, you’ll be much more aware of your numbers and have a better understanding of your business thanks to regular analysis. We estimate that approximately 1.2 million small businesses and thousands of accounting practices in the UK will be impacted. But once the transition is complete, a streamlined VAT returns experience is another step towards fully-digitalised business management.

To be effective though, preparation needs to start now. Many businesses and accountants are already moving to online systems in a bid to make the transition in April painless.

So, how do you prepare?

1. Figure out when you need to go digital It’s not yet compulsory to submit your tax digitally, but the government has set a timeline for when it will be. Only businesses with turnover above the VAT threshold will need to comply in April 2019, but this will be rolled out to businesses below the threshold soon after. The smallest businesses will not be required to use the system, although they can do so voluntarily.

Use this timeline on the ICAEW [body for chartered accountants] website to find out when it will become compulsory for your business.

2. Research your options Today, only 11% percent of VAT Returns are filed using software.

You need to decide about your accounting software soon to avoid any potential complications that could arise from upgrading or migrating your software. Remember, the use of technology is compulsory.

Start assessing your online accounting software options now and make

www.equestriantradenews.com

sure the one you choose is easy to use and ticks the following boxes: • Automatically calculates the tax you owe (including VAT and payroll tax).

• Pulls transaction data straight from your bank, your invoicing software, or your POS system.

• Updates your transactions every day, allowing you to stay on top of bank reconciliation.

• Creates digital records of paper receipts simply by photographing them with your mobile phone.

3. Ask your accountant By default, a business owner’s passion tends to be more about what it is they are selling, rather than whether they are compliant or not.

For nine in ten small business owners, setting up shop is one of the accomplishments they are most proud of, but as a rule they’re not keen on all the legislation surrounding it.

When thinking about getting ready for MTD, your accountant, bookkeeper or financial advisor come into their own. An accountant can advise you on how and when to digitise your paper-based system. They’ll also identify the best software for your needs and walk you through how to take advantage of going digital.

4. Embrace change Change isn’t easy – even for the most adventurous of us. And if change involves adopting new technology, then it’s often ignored until the last minute. But fear not, MTD really isn’t as daunting as it seems.

In fact, keeping digital records and filing VAT returns through software quarterly could actually reduce your workload and improve your agility.

You’ll be able to spot opportunities and threats faster – which is really good news for your business.

April might seem like a long way away, but a few months can speed by.

If you haven’t already, it’s worth researching your options. Once you’re finances are completely digital, you’ll be much better placed when it comes to ensuring you’re compliant with HMRC. Cloud-based accounting tools can help you automate and auto-correct invoices, reconcile transactions at the click of a button, manage your payroll system on the go, and much more.

About the author: Donna Torres is director of small business at Xero. Visit Xero’s Making Tax Digital Hub for more advice and useful information.

EQUESTRIAN TRADE NEWS SEPTEMBER 2018

Feed Feature

48 If paddocks are to be in the best of health for next Spring, it’s key to carry out the work this autumn.

PADDOCK RESCUE PLAN A cold, wet winter followed by a summer drought has left many paddocks in need of a pick-me-up.

H

orse paddocks are a bit like human beds. An awful lot of time is spent in them, yet they often don’t get the care and attention they deserve.

And with many more horse owners now appreciating the benefits of winter turnout, for at least part of the day, grazing comes under even more pressure.

A healthy grass cover not only provides a useful source of nutrition – too much in some cases - it also helps to keep mud at bay and soil protected.

Once the grass root structure is undermined, weeds take charge and the land can become poached.

to reseed worn out paddocks; the end because the grass stops growing by late October, early November and hibernates until Spring.

“It’s important to keep maintaining paddocks so they remain in good condition. Doing autumn jobs such as reseeding, mowing and harrowing the paddock will help the grass grow well and keep it tidy.”

Paddocks also need time to recover after so much dry weather, Jonathan adds. “Oversowing damaged areas stops weeds invading. Grass seed can be spread by hand, drill or a fertiliser spreader.”

Early September – now - is the ideal So how can retailers help? time to fertilise and reseed, he says. The Every store has room for a few young grass has time to get established poo picking tools, perhaps the and grow before the weather most essential everyday paddock conditions begin to worsen. maintenance tool.

When reseeding and oversowing, the Electric fencing is another useful seed mixture used should be carefully thing to stock. Used as temporary chosen. The ideal grass for horses fencing, it’s a useful way to rest part and ponies is not the same grass that of the paddock and/or divide it up for farmers might use for silage. reseeding, fertilizing or even to make a The ideal seed mixture provides schooling area. a short, dense sward that cushions Every paddock needs a water supply horses’ feet when the ground is hard. from a big plastic tub to proper metal It should also be palatable and remain troughs. Hosepipes and fittings plus thick at the bottom. water containers are also useful stock “If the preparation is right, then items. the maintenance and upkeep of your Customers new to your area or paddock is easy,” says Jonathan. new maintaining their own grazing “Don’t think fields and paddocks will will appreciate it if you can help recover without the right maintenance The ideal grass for horses and ponies is not the same with contacts for local farmers and grass that farmers might use for silage. and care. When thinking towards the contractors who are prepared to work Spring and wanting to have paddocks on pony paddocks. in the best of health, it’s key to carry out the work this autumn.”

Autumn paddock prep.

Suregrow specialises in the care of grassland for horses and At this time of year, paddocks may have started to look tired, ponies with a range of fertilisers, mineral and trace elements and says Jonathan Cox of Suregrow. grass seeds. Products include Suregrow Fertiliser, CSM, Paddock “Autumn is both the beginning and the end of the grassland Grass Seed Mix, Fast Grass, Meadow and year,” he explains, “the beginning because it’s the ideal time Laminitics Grass Mix. (Photos: Team Davison) SEPTEMBER 2018 EQUESTRIAN TRADE NEWS

www.equestriantradenews.com

BETA Members' Page 49

2018 body protector standard arrives THE BETA 2018 Body Protector Standard – offering three levels of protection – has now been approved and is set to be released to the market from 1 October. This follows an extensive period of transition in which BETA worked alongside manufacturers to ensure that their garments met the new standard.

Despite this introduction, BETA 2009 Level 3 body protector labels will continue to be accepted by all British disciplines and riding organisations, and garments bearing this standard can still be worn for the foreseeable future – and for at least the next five to six years.

Can you snap a winning horsey photograph?

Bramham

ndar Postcard

2018 Cale

2_Layout

8 10:48 AM

1 31-May-1

Page 1

WE’RE on the lookout for some super images for the 2019 BETA Equestrian Calendar and holding our annual competition to find some real winners.

Twelve images will be selected to grace the pages – one for each month – and the one judged Best in Show will bag the lucky entrant a fabulous hamper of luxury goodies.

All images must be supplied in a digital format – minimum size 150 x 115mm (1,722 x 1,358px) at 300 dpi – and emailed to Tina Hustler.

Five Minutes with. . .

Ann FitzGerald

THIS feature provides the ideal opportunity to put faces to names and find out a little more about the people who are BETA members – and those who work at the trade association, such as ANN FITZGERALD, who has been BETA’s secretary for 11 years.

Q: WHAT DOES YOUR ROLE INVOLVE? As an experienced secretary, I can turn my hand to anything in an office situation. I help Claire Williams and my colleagues Tina Hustler and Philippa Macintosh with anything that needs doing.

Primarily, I deal with BETA membership and dispatch body protector labels and members’ orders for merchandise. I input all data collected from equestrian events, answer the telephone, collate all the delegate packs for courses and conferences, and put together the newly approved members’ packs. For the past three years, I have staffed the information desk at BETA International.

Q: WHAT DO YOU ENJOY MOST ABOUT YOUR WORK? The work is very varied – no two days are ever the same. I particularly like processing the membership applications and seeing the whole procedure from start to finish, finally welcoming companies into BETA. I love being on the information desk at BETA International because I get to talk to lots of interesting people. I also thoroughly enjoy being involved on the BETA stand at our “local” show, Bramham International Horse Trials.

Members’ days out TO MARK our ruby anniversary, we are planning two outings for our members: • 18 or 19 September – a visit to the Household Cavalry, London.

• 21 September – a visit to the Royal Stud, Sandringham, Norfolk.

Places on both trips are limited and will be allocated on a first come, first served basis. Please get in touch to register your interest.

BETA Conference THE 2018 BETA AGM and Conference, with its Time to Grow theme, will take place at the De Vere Staverton Estate Hotel, near Daventry, Northamptonshire, on Monday 29 October. Further information and booking details will be provided shortly.

Q: WHAT OTHER ROLES HAVE YOU HELD DURING YOUR CAREER? I used to be the staff partner’s secretary at Price Waterhouse, secretary at three different estate agents – including Knight Frank – and I was the executive director’s secretary at the Civil Engineering Contractors Association for 10 years.

I know a lot more about horses than I do about civil engineering!

Q: WHAT HOBBIES AND INTERESTS DO YOU HAVE? Where do I start? I help out with Harrogate Royal Society for the Protection of Birds' committee and gad about all over the place looking at birds.

I had a fantastic trip to Peru last year and saw about 300 different species. I'm a keen gardener and flower arranger – I do wedding flowers and decorate my local church, where I am also PCC secretary. I sing with Harrogate Rock Choir every week, which has a real feel-good factor. I also make flowers in sugarcraft with the local British Sugarcraft Guild and helped put together a replica of the Queen’s wedding cake last year for Peek Frean’s Museum. I tend to come to work for a sit down!

For further information

CONTACT TINA HUSTLER AT BETA Tel: 01937 587062

Website: www.beta-uk.org Email: tina@beta-uk.org East Wing, Stockeld Park, Wetherby, West Yorkshire LS22 4AW

Claire Williams, Executive Director , claire@beta-uk.org, Philippa Macintosh, Assistant to Claire Williams, philippa@beta-uk.org, Tricia Nassau-Williams, Field Officer, tricia@beta-uk.org, Ann FitzGerald, Secretary, ann@beta-uk.org, Deborah Hayward, Press Officer, deborahh@beta-int.com www.equestriantradenews.com

EQUESTRIAN TRADE NEWS SEPTEMBER 2018

Classified

CCJs

50

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)

Manufacturers of Hunter-Outdoor Collection

SCHOOL FARM STUD & BUSINESS SERVICES LLP, 27 OLD GLOUCESTER STREET, LONDON, UNITED KINGDOM, WC1N 3AX, £902

(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

DURLEY BROOK SADDLERY LIMITED, 23 PIRELLI WAY, EASTLEIGH, UNITED KINGDOM, SO50 5GE, £482

Tel: 07767 687983 Email: janet@thewesterndepartment.com Web: www.thewesterndepartment.com

PETER CHAPPLE-HYAM T/AS CHAPPLE-HYAM RACING STABLE, ST GATIEN STABLES, VICARAGE ROAD, NEWMARKET, CB8 8HP, £1,898 SAMANTA PHEB T/AS MEADOW STABLES, MEADOWLANE, WICKFORD, ESSEX, SS11 7DY, £3,240

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

MEL'S PET & EQUINE SUPPLIES LTD, 68 GLOUCESTER ROAD, CONSETT, DH8 7LN, £377 U.K. EQUINE LIFE LTD, 64 CLARENDON ROAD, WATFORD, HERTS, WD17 1DA, £247

MULLACOTT EQUESTRIAN CENTRE LIMITED, HONEYCLEAVE FARM, ILFRACOMBE, DEVON, EX34 8NA, £482 samantha.roberts@ag

Dragon Display Advert 90w x 40h.qxp_Dragon Display Advert 90w x 40h 01/06

SHOP FITTINGS

Bring your display up-market! (without breaking the bank)

GDR HORSEBOXES, UNIT 16, ALLINGTON WAY, YARM ROAD BUSINESS PARK, DARLNNGTON, DL1 4QB, £2,956

Makers of shop-fitting systems. for Clothing & equipment: including equestrian centres.

ADAM MATTHEWS T/AS TOAT SPORT HORSES, OLD HELYERS FARM, KIRDFORD ROAD, WISBOROUGH GREEN, BILLINGSHURST, RH14 0DD, £485

www.dragondisplay.co.uk

Display Systems Ltd

RIGHT RIDE HORSES LIMITED, UNIT B, BROADOAK BUSINESS PARK, REDBROOK MAELOR, WHITCHURCH, SY13 3AQ, £902

ELIZABETH ANN JONES T/AS JONES HORSEFEEDS, BRIDGE FARM, NEWS LANE, RAINFORD, ST HELENS, WA11 7JT, £416

01952 290055

PANAMA SPORT HORSES LIMITED, OAKHANGER EQUESTRIAN CENTRE, HOLMSHAW LANE, ALSAGER, CREWE, CW1 5XE, £247

Call us now for a

e

competitive quot

on Contact Beth Crow 11 Tel. 01937 5821 ta-int.com Email: bethc@be

M E C (HORSEBOXES) LIMITED, FAIR ACRES, ASTLEY MOSS, ASTLEY, TYLDESLEY, M29 7LY, £10,000 KEALDERRA REHABILITATION FOR HORSES LTD, 13A MIDLAND ROAD, OLNEY, ENGLAND, MK46 4BL, £677 PASTURES NEW RACEHORSE REHABILITATION LIMITED, LANE FOOT FARM, EALEES, LITTLEBOROUGH, LANCASHIRE, OL15 0HJ, £1,672 ANTHONY WILLIAMS T/AS WELSH VALLEY FEEDS, UNIT 6, DUFFRYN BUSINESS PARK, ELDER AVENUE, YSTRAD MYNACH, CF82 7TW, £1,549 HEATHER PHILLIPS T/AS OLIVER'S FEEDS, BLACK HORSE FARM, EYE GREEN, PETERBOROUGH, CAMBS, PE6 7TT, £3,391

List your website here

For more information call 01937 582111

APPOINTMENT OF LIQUIDATOR LONG STABLES LIMITED, HIGH HOLBORN HOUSE, 52-54 HIGH HOLBORN, LONDON, WC1V 6RL EQUINE & COUNTRY ESSENTIALS LIMITED, BERLEY CHARTERED ACCOUNTANTS, 76 NEW CAVENDISH STREET, LONDON, W1G 9TB EQUINE FOOTCARE LIMITED, BRIDGE FARM, SKINNERS BOTTOM, REDRUTH, CORNWALL, TR16 5DU

SEPTEMBER 2018 EQUESTRIAN TRADE NEWS

www.equestriantradenews.com

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Size: One Size

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Rubber over-reach boots with double hook and loop closure Velcro for added security, made using 4mm rubber.

Product Code: C637 White - S, M, L, XL Plum - M, XL

WAS £23.50

Product Code: 204 Colour: Black

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NOW £21.50

Product Code: 664 Colours: Black/Red, Navy Sizes: 4’6” to 7’0”

NOW £2.50

Child’s synthetic cub saddle Super light making it an excellent first saddle.

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Tough 1000 denier, ripstop, waterproof breathable outer, it has a heavyweight 350gsm polyfill with breathable nylon lining.

WAS £29.50

WAS £3.90

Windsor Cub Saddle

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Rhinegold Thor Outdoor Rug

Rhinegold Velcro Fastening Over Reach Boots

NOW £17.50

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NOW £29.50

Product Code: 699 Colours: Black/Red, Navy Sizes: 4’6” to 7’3”

Harlequin Headcollar and Rope Set

A great value matching headcollar and lead rope set for everyday use.

Product Code: 336 Colours: Black, Purple/Black, Navy, Red/Black, Red/Navy, Red Sizes: Shetland, Pony, Cob, Full

ONLY! £2.50

T: 01243 672323 | F: 01243 672424 E: sales@snowhill.ltd.uk | www.snowhilltradesaddlery.co.uk

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Tough 1000 denier, ripstop, waterproof breathable outer, it has a heavyweight 350gsm polyfill with breathable nylon lining.

WAS £39.50

OFFERS !

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Rhinegold Aspen Full Neck Outdoor Rug

ember

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T: 01243 672323 | F: 01243 672424 E: sales@snowhill.ltd.uk | www.snowhilltradesaddlery.co.uk

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Wholesale Saddlery and Country Clothing Suppliers

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Snowhill Trade Saddlery Sept ow

NO OATS NO BARLEY NO WHEAT STILL NO RIVAL

EGUS

SUITABLE FOR HORSES & PONIES PRONE TO EQUINE GASTRIC ULCER SYNDROME (EGUS)

We are delighted to announce that 2 products within the Saracen range have now been awarded the British Equestrian Trade Association (BETA) Feed Assurance Mark for products suitable for horses prone to equine gastric ulcer syndrome (EGUS). The formulations remain unchanged, however within the next 8 weeks you will begin to see the new description and BETA assurance mark added to the packaging.

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

Working with

TRAIN COMPETE RECOVER BALANCE PERFECTED

FEED THE DIFFERENCE