ETN (Equestrian Trade News) - August 2019

August 2019 Volume 43, No 8 Monthly

SAFETY IN NUMBERS Latest industry statistics

GREAT BRITISH INNOVATION Meet the makers and inventors

ETN is the official media partner of BETA International

PLUS

• Retailer profile • Bench saddler of the month • Bits, bridles & breeches

19-21 JANUARY 2020 NEC, Birmingham, UK www.beta-int.com Main Sponsor

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Editor’s Comment I absolutely adore horsey shopping. Just this evening, in need of a pick-me-up, I’ve splashed a couple of hundred quid on things my horses and I really, really need… And the experience has left me feeling invigorated and excited about the arrival of my purchases and what fun I’ll have with them.

I’ve been getting this retail therapy on the Internet, of course. So what was it in particular that made it so enjoyable? The answer to me is obvious… a clear, simple, easy-to-use, e-commerce site.

Yes, free delivery and discounts are tempting. But if buying online becomes complicated, I give up and take the dogs for a walk.

An evening shopping session especially with a glass of wine is a harmless, happy moment in an otherwise quiet night in. So, please e-tailers, make it easy and folk like me will lap it up. Make it difficult, and we’ll switch off - literally.

The average age of board members of UK companies is apparently now 60.

Nothing wrong with that - after all, 60 is the new 40.

But woe betide the company that forgets to involve younger people.

And there are some cracking examples in the equestrian industry.

They’re committed, hard-working and take their roles seriously (sometimes a bit too seriously!).

I wasn’t going to mention the B word - but, hey, I’m going to say it anyway - BRITISH! Deal or no deal, in or out of Europe, one thing’s for sure, British equestrian products still carry kudos. Curiously, the Americans seem to love them even more than some of our homegrown riders.

We operate in a global market these days. But in some ways, that means history, heritage and trusted British brands count for even more. So let’s be loud and proud about our Britishness.

NEWS 4

What you need to know

PRODUCT NEWS 8

Fresh on the market

BITS & BRIDLES 13

What’s new?

FINANCIAL FOCUS Patent box: An under-used tax relief scheme

14

LEGAL DIGEST Should you be drug testing your staff?

16

BEST OF BRITISH Here’s to a very British summer ETN visits a British manufacturer Meet the trade’s true Brits

18 20 22

SPECIAL REPORT Is this the answer to damaging discounting?

28

TURNING BACK THE PAGES What ETN reported five, ten, 20 and 30 years ago

29

PEOPLE Who’s new, who’s moved?

30

BENCH SADDLER OF THE MONTH 31

This month’s winner revealed

BETTER RETAILING Make the most of local marketing

A friend who runs an independent general store in Shropshire reports her customers are very keen on regional produce. They’ll often ask the origins of, say, a cheese before buying.

Fair enough, but the shopper who came to the till brandishing an avocado, demanding to know “is it local?” was probably taking things a bit too far.

32

STAYING SAFE 34

New statistics revealed

RETAILER PROFILE Meet a luxury equestrian goods specialist

36

BELOW THE BELT Boots and breeches highlighted

38

BETA INTERNATIONAL NEWS What exhibiting did for us

40

BETA MEMBERS’ PAGE News from your trade association

The one thing many up and comings lack, however, is a willingness to take responsibility for their decisions.

They can barely sneeze without getting it signed-off in triplicate first.

Liz Benwell

Yet as everyone reading this who runs a business knows, taking wellmanaged risks is part and parcel of being successful.

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41

COUNTY COURT JUDGMENTS ETN’s exclusive listing

FRONT COVER: Karen Cholerton, inventor of the British made BroomRaker, is pictured with her eight year old, 18.1hh all-rounder Chester. Karen came up with BroomRaker after struggling to clean her trailer floor. Now she spends her mucking out time dreaming up more design ideas. Find out more in Product News on page 8.

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In this issue...

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Resource Reg. No. 2110

EQUESTRIAN TRADE NEWS AUGUST 2019 | 3

ETN|NEWS

IN BRIEF • British Eventing has named Thoresby Park in Nottinghamshire as a new international fixture for April 2020. The extra event follows the loss of Belton International.

• The Equine Law Firm has been shortlisted in the Best Rural Professional Services Business in the north at the 2019/20 Rural Business Awards.

• Retailers buying PureFlax flax oil supplement for horses and dogs have a shot at winning a night away for two in a charming Yorkshire Dales hotel.

The prize draw, which runs throughout August, is open to existing customers and new stockists who order £80 worth of PureFlax directly from the company or through wholesalers Battles and Trilanco. Winning retailers and their guests will stay at the Devonshire Grassington hotel (pictured).

• SEIB Insurance Brokers took the title of Personal Lines Broker of the Year at the British Claims Awards. It was the second time in as many years that SEIB had won.

News Retailer on a men-only mission A new internet retailer aims to become the one-stop equestrian clothing store for men.

Leicestershire based Rebecca Farrer set up Equestrimen when she spotted a lack of shops catering for male riders.

It’s early days for this newcomer to equestrian retailing whose career has so far been in transport, customer services and accounts. “This is something completely new to me, but I’m very excited about it and where it could go as a brand,” she told ETN. Rebecca’s equestrian credentials are solid, however. She grew up with ponies, progressed into show jumping and eventing and now competes two dressage horses at medium level (pictured).

Rebecca notes that, while the vast majority of amateur riders are female, the higher up the competitive ladder, the more men take part. And with a view to catching them young, her lines for boys are taking off well.

AWARD WINNING PRODUCT ACQUIRED Parallax Plastics has acquired the feed scoop from Design.

The 2.7 litre capacity, polypropylene scoop won an innovation award at BETA International 2015.

“It’s a great addition to our large range of feeding products,” says Anna Gardner of Nottinghamshire based Parallax Plastics.

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

“This is one of three new products launching [for us] this year. It fits very well into our growth plan to develop new equestrian plastic products, proudly manufactured in the UK. We’re grateful to [product inventor] Emma Lawton for the opportunity.”

Design & Print Elliot Cierpiol Resource, 78 Armley Road, Leeds, West Yorkshire, LS12 2EJ Tel: 0113 200 5000 Email: ec@weareresource.co.uk Web: www.weareresource.co.uk

The has teeth to loosen compacted feed and measuring gills for accurate portion control.

Publisher Equestrian Management Consultants Ltd

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ISSN 1462-9526

“I currently work with Horka and QHP with Kingsland and Pikeur in the pipeline,” she says. “I would love more brands, mainly in riding and leisure clothing.”

It’s also likely that many of Rebecca’s future customers will be women buying for their horsey menfolk.

(Photo: Emmpix)

Editor Liz Benwell Email: editor@equestriantradenews.com Tel: 0345 6185007 Senior Advertising Executive Beth Crow Email: bethc@beta-int.com Tel: 01937 582111 Fax: 01937 582778 Digital Manager Nicki Lewis Email: nickil@beta-int.com Tel: 01937 582111 The magazine is independent of all groups. Editorial views expressed in ETN are not necessarily the official view of any organisation or group.

Copyright All material is copyright Equestrian Management Consultants Ltd.

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NEW APPRENTICESHIP TO CHAMPION LEATHERCRAFT SKILLS Industry bodies have collaborated to create a fresh apprenticeship standard that will help preserve leathercraft skills.

The Level 2 Leather Craftsperson Apprenticeship Standard and End Point Assessment Plan have been approved for delivery by the Institute for Apprenticeships.

The new intermediate apprenticeship is equivalent to 5 GCSEs Grades A* to C. It will teach skills, knowledge and behaviours appropriate to both the production of leather and the manufacture of leather goods.

These include processing and finishing leather (post tanning processing, quality control); leather cutting and preparing (including splitting, trimming, corrective

grain treatments); hand and machine sewing leather components, and assembling the final product.

The Worshipful Company of Saddlers has helped fund the development of this standard working with John West of the UK Fashion & Textiles Association (skills body for the fashion and textiles industries including leather); Kerry Senior of the UK Leather Federation; the Employers Trailblazer Group led by Rob Billington of Mulberry; and the Society of Master Saddlers (SMS).

v

“This was an excellent example of collaborative working for the wider benefit of the sector and the development of core skills for employees,” said Patrick Burns, trade and training adviser of The Saddlers’ Company.

Value of equestrian industry rises to £4.76 billion The equestrian industry is worth £4.76 billion - up from £4.3 billion in 2015.

The figure is among the latest statistics from the latest National Equestrian Survey (NES), undertaken by the British Equestrian Trade Association (BETA).

As well as highlighting the equestrian industry’s significant contribution to the national economy, the NES calculates the sector’s health and potential by measuring numbers of riders, horses and horse owners and their expenditure.

An upturn in rider numbers is a cause for optimism; 3 million people from British households have ridden in

the past year, compared with 2.7 million in 2015.

A worrying trend is the five million lapsed riders.

Of the 650,000 expressing a wish to ride again, most cited limited time, funds and access to horses and facilities as the most common reasons for not doing so.

The NES, which is widely quoted and accepted as a reliable barometer of the state of the industry, is produced by BETA approximately every five years. Recent editions are part-funded by Sport England.

The wide-ranging survey unearths a myriad of Continued on next page

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

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

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

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EQUESTRIAN TRADE NEWS AUGUST 2019 | 5

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ETN|NEWS From page 5

A WORLD OF OPPORTUNITY FOR SADDLERY COMPANIES The BETA International Saddlery Pavilion supported by the Society of Master Saddlers (SMS) and the Worshipful Company of Saddlers is offering saddle and leatherwork companies the opportunity to put their products on the world stage.

It’s part of the 2020 show’s drive to support the saddlery industry.

With space for up to 14 companies, stands of up to 6 sq m are available on a first come, first served basis. Only those that have not exhibited independently during the past two years can apply.

However, companies that appeared in the 2019 pavilion can also feature in 2020. Companies can exhibit in the pavilion for a maximum of two years.

“We are very proud that the BETA International Saddlery Pavilion is such an important part of the show and extremely pleased that it has received such prestigious support,” said BETA International organiser Claire Thomas.

“The initiative is a fantastic way to attract companies from this historic sector and allows those who have not previously exhibited - or have not done so for a while - to encounter, and benefit from, a receptive and enthusiastic global market.”

Hazel Morley, chief executive of the SMS, added: “We are delighted to give the Saddlery Pavilion our backing.

The SMS wants to support its manufacturing members in every way it can and the pavilion gives them the opportunity to attend the show at very reasonable rates. It’s a great arena in which to showcase the high quality of their products.”

BETA International 2020 runs from 19 to 21 January at the NEC, Birmingham.

For further information, contact Darren Mottershead, email sales@beta-int.com or tel +44 (0)1937 582111.

fascinating facts about the equestrian industry and its participants. For example, the average age of UK horses is 13.

The uptake of digital consumer magazines has doubled in five years, yet just 2% of equine feeds are purchased via the internet.

Equestrianism employs more people than agriculture or the music industry.

Expenditure on specific product categories, and how it compares with the previous NES, are also documented.

Dengie emerged as the most popular feed brand

purchased by horse owners for the second consecutive time, increasing its lead from the last survey that took place in 2015.

The survey also revealed a marked increase in horse owners feeding fibre-based diets.

BETA member companies each receive a free overview document. Specialist sections can be purchased separately. More details from the BETA office on 01937 587062 or email tina@beta-uk.org • See page 34 for more statistics on rider safety.

LETTER TO THE EDITOR

What price over-packaging?

Keith Bryan (right) of Keith Bryan Saddlery, which exhibited in the BETA International Saddlery Pavilion in January, in discussion with trade fair visitor David Dyer of David Dyer Saddles.

Dear ETN, As an industry we’re still awash with excess packaging.

Take a small delivery I’ve just unpacked; the supplier has even put small salt blocks into individual bubble wrap bags!

It makes me so angry.

On another occasion, someone in the warehouse had got over-excited with the tape gun and over-wrapped some tyre buckets in so much plastic that I could hardly get the scissors through. Tyre buckets can be dropped from space and they wouldn’t break!

Why are wholesalers wrapping these things? Once round with the tape to hold them together in transit should be all it takes.

There needs to be a push back from retailers to wholesalers who needlessly package products in plastic. Not only can hardly any of it be recycled, but we (retailers) have to dispose of this waste at a cost to us.

And talking of cost, on a cumulative basis, how many extra boxes, leading to extra vans, lorries and shipping containers are being used to transport goods that have been over-packaged?

I’m sure other retailers must get cross about this too.

Maybe it’s because we’re a very small business, and it’s usually me who unpacks deliveries, but I see it time after time.

And I haven’t even started on the shavings deliveries yet.

I’ve had pallet wrap tested, and none of it can be recycled.

So it all goes into landfill.

Yours faithfully Mel Jones, owner of Threshers Barn, Newbury

If you’d like to air your views, contact editor@equestriantradenews.com Please include your name and business name.

6 | EQUESTRIAN TRADE NEWS AUGUST 2019

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STOCK UP

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TITLE|ETN

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EQUESTRIAN TRADE NEWS AUGUST 2019 | 7

ETN|PRODUCT NEWS

Product News

Always a winner Thelwell characters adorn on a new collection of soft furnishings from Noveltex.

Invented from necessity COVER STORY

Nostalgic images of plucky little girls and their fat ponies appear on duvet sets, curtains, table cloths and bean bags.

The Thelwell Trophy collection is available to buy wholesale from Noveltex.

POLLEN COUNT ALERT It’s that time of year when pollen counts soar, and horses feel the effects.

Have you ever tried to clear horse muck from the grooves in a rubber mat on a trailer floor? If so, you’ll appreciate the frustration that led Karen Cholerton to invent BroomRaker.

unlike anything else on the market.”

The lightweight, hybrid tool combines a broom with a rake. As well as doing two jobs, it can tackle a multitude of tasks around the yard and garden.

It’s Karen’s first design to go to market; and surely won’t be her last…

BroomRaker (RRP £35) has a recyclable polypropylene head and rake, nylon bristles and sustainably produced wooden block.

“I’m proud to say it’s British-made and extremely good quality,” says Karen who has patented BroomRaker. “It’s a unique, robust and versatile tool

AT FIRST LIGHT New from Back on Track, the Dawn Collection is a range of saddle pads in summer colours.

The pads (RRP £59) are cut to alleviate spine pressure. And the entire capsule collection features Back on Track’s therapeutic Welltex fabric.

Five Star Respirator Boost from NAF provides nutritional support to the respiratory mucosal immune system and the delicate capillary blood vessels that surround the lungs.

It contains a concentrated solution of natural anti-oxidants, alongside herbs such as ginger, rosehip and blueberries, chosen for their targeted support of healthy lung function.

Echinacea is also included for immune system support.

Essential oils in Respirator Boost help maintain clear airways. RRPs are from £19.99 for 500ml.

Get grooming licked Epona Tiger’s Tongue Horse Groomer cleans deeply embedded dirt from the coat - by working just like a cat’s tongue.

Sole European distributor TRI Equestrian reports huge success and fantastic reviews since launching the product in the UK and Ireland.

It may looks like a sponge, but the multi-tasking Tiger’s Tongue is so much more.

It removes caked dirt without dust clouds, cleans white leg markings, cleans and buffs hoof walls and erases dried sweat marks - all while giving the horse a stimulating massage.

The versatile and affordable product is available to stores from TRI Equestrian.

Based at The Curragh,

8 | EQUESTRIAN TRADE NEWS AUGUST 2019

Kildare, this supplier already has 700 trade accounts in Ireland alone.

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PRODUCT NEWS|ETN

JUMP IN COLOUR The much advertised, close contact Bates Victrix jump saddle has arrived.

The compact, lightweight saddle comes with a wide choice of coloured highlights. Bates are encouraging consumers to book test rides with their nearest stockists.

Stand out from the crowd The new Charlotte Dujardin Multi-Coloured Collection from Equisafety is all about having fun while mixing and matching.

The CD Multi-Coloured Mesh Waistcoat is a lightweight, breathable, adjustable mesh waistcoat with large zipped pockets and the Charlotte Dujardin rubber logo badge.

In green/yellow, pink/orange or pink/yellow, RRPs are £29.99 for children’s sizes and £32.99 for adults’.

Team it up with CD Multi-Coloured Leg Boots. The lightly quilted, waterproof equine boots can be worn over brushing boots or on the leg. There are horse or pony sizes; the RRP is £16.99.

Coming soon are matching Multi-Coloured Nose/Brow/Rein Bands at £8.99 and Ear Bonnets at £14.99.

PLAITING PERFECTION New Plaiting Mist from Lincoln Horse Care helps achieve neat, secure plaits.

It makes the perfect add-on sale to Lincoln Plaiting Bands. A pack of bands comes free with the mist under a current promotion.

Lincoln Plaiting Mist finely coats the mane or tail. The hair can then be gripped firmly, for easy plaiting with no stickiness or greasiness. Unplaiting is gentle and quick thanks to the product’s integral conditioners.

Supplied in an easy-to-hold 250ml spray bottle (RRP £6.99), the mist has a fresh, minty scent. Lincoln Horse Care is available from Battles.

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EQUESTRIAN TRADE NEWS AUGUST 2019 | 9

ETN|PRODUCT NEWS

New distributor for cooling products A new company called Highland Wear has become the UK distributor of the American owned range of Equi Cool Down horse and human cooling products.

Highland Wear is run by horse people Heather McCarrick and her partner Sam Holtby. Heather used to work in equestrian retailing, at Millbry Hill’s Stokesley branch.

Each of the eight Equi Cool Down products relies on fabric technology; no gels or crystals, batteries, pre-freezing or refrigeration are needed. Instead, the cooling mechanism is activated by absorbing water.

The clever part is that the multi-fibre fabric regulates how long it takes for the water to evaporate, thus enabling progressive cooling.

Equi Cool Down (ECD) products can be used directly on a horse’s body. They’re all one size and adjustable with Velcro and plastic snap-click fastenings.

Examples of trade prices (excluding VAT) are ECD Body Wrap (£67.81), Deluxe Body Wrap (£94.48), Neck Wrap (£29.72), Leg Wraps £19.50), Hock Wraps (£22.86), Towel (£5.33), Beanie (£5.33) and Headband (£4.95).

Highland Wear will shortly have a stockists’ option on its website for online ordering.

A PLATFORM FOR RESEARCH Mississippi State University has undertaken two clinical trials on Theraplate.

The studies, published in Journal of Equine Veterinary Science (volume 76), investigated the effects of the portable therapy platform on muscle thickness and bone measurements of stable kept horses.

Theraplate uses patented wave vortex therapy with zero vibration. Its centrifugal force supports conditioning and rehabilitation.

Said Dominic Fox, director of TheraPlate UK: “The findings of these [independent] studies fully substantiate many years of anecdotal evidence from customers across the globe.”

SHIRES SPONSORS NEW PRODUCT GALLERY Shires Equestrian has signed to sponsor BETA International’s New Product Gallery for the seventh consecutive year, in line with the company’s commitment to supporting the trade. This highly popular showcase of all that’s new and exciting is always eagerly anticipated by the show’s visitors and one of the top features on everyone’s ‘must see’ list.

Shires’ co-managing director Marcus Cridland said: “We are pleased to continue our sponsorship of the New Product Gallery for 2020 as part of our commitment to supporting retailers. The feature is a strong focal point within the show, where it highlights new and innovative products, and provides excellent brand exposure for Shires. I would like to thank members of the BETA International team for all their hard work and dedication.

We have one UK equestrian trade show in the calendar year and, as exhibitors, we share in a common goal to put on a world-class event. In order for us all to maximise this fantastic opportunity, we need the backing of retailers to ensure that the show remains strong and beneficial to all.”

BETA International organiser Claire Thomas added: “New products are the lifeblood of the industry and this highly effective and attractive feature is a great way to give them the prominence they deserve. We are thrilled that Shires Equestrian is backing the New Product Gallery once again and we really look forward to working with Marcus and his team to roll out a first-class industry experience for our visitors.”

From lifestyle to sport Holland Cooper is launching a technical collection for horse and rider.

The lifestyle fashion label, established by Jade Holland Cooper in 2008, features contemporary garments celebrating the equestrian sporting disciplines.

“Over the ten years of building Holland Cooper, we’ve cultivated a huge equestrian following and dressed some of the world’s top riders, albeit in a fashion capacity,” said Jade, pictured wearing the Crystal Equi Base Layer (RRP £99).

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When hoof care counts…

From cracks and collapsed heels, to lack of growth and an inability to hold shoes, the state of their horses’ hooves is a constant concern for many owners.

And then there’s laminitis… Equi Life and The Laminitis Clinic (TLC) have an armoury of products that can be relied upon when it comes to effective hoof management.

Quick-Soaking Unmolassed Beet Flakes

• Formula4 Feet is the gold standard of hoof supplements.

It improves the strength of horses’ hooves, and the health of the skin and hair, thanks to a unique blend of 65 balanced micronutrients. Formula4 Feet also contains ingredients essential for those animals at high risk of laminitis at no extra cost.

• Solution4 Feet works against horn and skin infections including white line disease, thrush and mud fever.

It combines the potency of natural disinfectant oils with 21st century polymer technology to create a disinfectant that’s highly penetrating while providing a sustained release of active ingredients.

• Solution4 Feet Matrix provides the above benefits in a filamentous base which can be used under sole pads or pressed into hoof cracks.

• NoMetSyn is a herbal product designed and used by The Laminitis Clinic (TLC) to deal with Equine Metabolic Syndrome (EMS), insulin resistant and Cushingoid cases.

When it’s fed for 60 days, animals lose fat, become more energetic, improve their health and have a reduced risk of laminitis by improving their insulin sensitivity.

• When bandaged on, TLC Frog Supports transfer weight from the compromised laminae to the cushioned frog and the animal often sighs with relief.

HENRY BELL

• TLC WeighTapes, calibrated for horses and ponies, are a simple way to estimate and monitor animals’ weight.

RRP

HOMEWORK HELPER This Rhinegold Training/ Breaking Set (RRP £48.50) is handy for any busy yard.

The set comes in synthetic nylon with stainless steel buckles and eyelets.

£9.95

Low starch & sugar l Ideal for horses & ponies prone to laminitis and equine gastric ulcer syndrome (EGUS) l Full PR & social media campaign l

It includes a twin strap roller with padded spine and multiple connection rings, side reins with rubber bungees and a crupper.

Rhinegold is available exclusively from Snowhill.

Trial size offer Dodson & Horrell has a ‘20% off’ special offer running on its herbs and supplement pouches this month (August).

The pouch packs are ideal for customers wanting to sample a new product or for taking to shows. The offer runs until 13 September while stocks last.

BRITISH-GROWN AND MANUFACTURED equiglohorsefeeds.co.uk facebook.com/equiglohorsefeeds/

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EQUIGLO® and 10 MINUTE BEET® areTRADE registered trademarks of Henry EQUESTRIAN NEWS AUGUST 2019Bell | 11& Co

ETN|PRODUCT NEWS

HALF PRICE BALANCER OFFER Throughout this month (August), participating stockists can offer TopSpec Lite Feed Balancer at half price. A fantastic saving for customers concerned about overweight equines.

Lite Feed Balancer is a nonheating, cereal-grain-free formula.

It has low levels of starch and sugar, and offers a considered level of protein to help maintain muscle function but avoid promoting body condition.

It’s important that this group of horses and ponies receive their full requirement of vitamins and minerals, says TopSpec nutritionists. Lite Feed Balancer allows them to receive all the micronutrients required to balance the diet of horses in light to medium work in a small amount of exceptionally low-calorie feed.

Salmon formula joins dog food range VetSpec has launched two new salmon varieties - Healthy Dog Adult Salmon Formula and Puppy & Junior Salmon Formula.

Healthy Dog Adult Salmon Formula contains a veterinary specification healthy dog adult supplement in a cereal-grain-free, super premium dog food which includes 55% salmon with added vegetables and herbs.

Salmon is an excellent high-quality protein source for dogs and is rich in naturally occurring omega 3s to help maintain healthy joints. Specialised supplements include biotin, and other nutrients to improve the coat and promote supple skin.

The prebiotics help maintain a healthy gut in dogs with sensitive stomachs.

VetSpec Healthy Dog Adult Salmon Formula is ideal for all adult dogs,

those with poor coats, dogs with flaky skin, working dogs and show dogs.

New VetSpec Puppy & Junior Salmon Formula contains specific supplements to ensure optimum growth and development of young dogs through to 12 months of age, after which they can go on to one of the VetSpec Healthy Dog formulae.

Cereal-grain-free and including 55% salmon with added vegetables and herbs, VetSpec Puppy & Junior Salmon Formula is a completely balanced dog food suitable for all puppies and junior dogs from four weeks of age.

MYTHICAL STIRRUPS

Lite Feed Balancer is so palatable it can be fed on its own or with a little TopChop Lite. It’s suitable for horses and ponies that have recovered from laminitis, providing they are not obese.

These unicorn themed stirrup irons are new from hi-viz and glitter product specialist Equidivine.

Sparkly saddle cloths, brushing boots and overreach boots are also available in many colour combinations. Stockists are sought.

The normal RRP is £20.95 for 15kg.

Quiet, please!

The new Veredus Soundless FlyFringe helps prevent horses becoming distracted during competitions.

The hand-crocheted product which doesn’t actually have a fly fringe - is made from washable, breathable cotton.

The earpieces are made from sound-absorbing cotton fibres said to absorb sound before it enters the horse’s ear-drums. Available in black and blue, the RRP is £58.

SHAMPOO SOOTHES AND CLEANSES A new shampoo from Battles’ Lincoln Horse Care brand is designed to help manage the seasonal itch-scratch cycle which afflicts so many equines.

Plant based Itchy Horse Neem Shampoo (RRP £8.99 for 500ml) uses neem oil with added wheatgerm oil, coconut oil, aloe vera and glycerine to calm and condition irritated skin.

The formulation also cleans irritants while soothing skin made sore by fly bites; botanical oils moisturise dry, scarred skin.

Watch this space Veredus has launched own brand men’s and women’s watches.

The contemporary timepieces have Swiss movements and 39mm steel cases.

The men’s version has a chronograph design, black face and black leather strap. The women’s watch, with white dial and matching leather strap, is finished with sparkling stones.

Both watches come in presentation boxes, making them great gift ideas.

RRPs are £526 for the men’s, with the women’s at £430.

The gentle formulation is nonsting, pH balanced and can be used on sensitive and broken skin.

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BITS & BRIDLES|ETN

Making contact Highlighting the latest in bits and bridles.

Independently tested The Fairfax Performance Bridle is unique in that it has been developed using independent pressure mapping and gait analysis.

Indeed, it’s proven to reduce pressure and enhance the horse’s movement; demonstrating increased flexion, extension and gait symmetry. Customers using the bridle notice an improvement in their horse’s way of going, often immediately.

Made in England, and available in black or brown, the Fairfax Performance Bridle comes in drop, grackle, cavesson or double styles. RRPs are from £400 for a plain snaffle.

WHEN MOUTH ROOM IS LIMITED

those with a thick tongue or a very flat palate.

Sprenger’s new Slim Bit line offers a choice of styles in 12mm thicknesses.

The slim design means these bits are also suitable for strong horses; the pressure created by the reins being directed more selectively on to the tongue.

The collection covers the KK Ultra Slim Bit, the Novocontact Double Jointed Loose Ring, Novocontact Single Jointed Loose Ring and the Max Control with locking mechanism.

These models are ideal for horses with limited space for a bit; for example

SOFTLY, SOFTLY The Rhinegold Softee Padded Pro-Anatomical Bridle is made from finest Italian leather with an anatomically friendly design.

1/4 Page 133 x 90 At Cut Marks

Dragon Display Systems

Designed and Manufactured in the UK

Pictured is the Novocontact Double Jointed Loose Ring (RRP £128). Sprenger is distributed in the UK by Zebra Products.

Manufacturers of flexible wall and centre-shop hanging and shelving systems, with 4 different systems and design-your-own gondolas & merchandising units.

The RRP is £98.50.

Rhinegold is available exclusively from Snowhill.

The softly curved leather crown is padded for maximum comfort.

It’s strategically shaped around the ears and cheekbones with the cheekpieces of the noseband curved to eliminate pressure points.

www.dragondisplay.co.uk Display Systems Ltd

Tel 01952 290055 • Fax: 01952 290056 • sales@dragondisplay.co.uk

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EQUESTRIAN TRADE NEWS AUGUST 2019 | 13

ETN|FINANCIAL FOCUS

Thinking outside the box Innovative companies need to know about an under-used tax relief scheme, says Caroline Walton.

The UK Patent Box is a tax incentive regime which has been available to UK registered companies liable to corporation tax since April 2013.

It was introduced by the UK Government to encourage companies to carry out innovative activity by taxing Intellectual Property (IP) revenue differently from that produced by mainstream trade activity.

The Patent Box is intended to be harmonious with the existing research and development tax incentive regimes (see ETN April) and designed to be an additional incentive to encourage innovation.

The financial benefit provided for by the Patent Box is attractive. Broadly speaking, the regime provides that the corporation tax payable on profits derived from qualifying patented inventions is reduced from the main corporation tax rate, currently 19%, to 10% - meaning that a company will pay almost half of what they would otherwise pay.

A successful claim could result in the repayment of tax from HMRC if too much tax has been paid or a reduction in tax if there is a current tax liability.

Given that the duration of a patent is generally 20 years, there are significant tax savings to be made as potentially, you could make a claim on profits incurred over a 20 year period.

GO BACK IN TIME The Patent Box enables a company to go back in time and to submit a revised tax computation to claim Patent Box tax relief for two previous accounting periods.

In addition, it allows a company which has filed for a patent to ‘elect in’ to the regime before the patent is granted in order to take advantage of pre-grant roll up provisions.

These allow a company to be able to claim tax relief on qualifying profits generated on the subject matter of the patent in the period before the patent is granted, provided the company has elected into the regime for those periods. The relief is claimed once the patent is granted and the first Patent Box claim is made.

Given that the tax savings to be gained from the Patent Box are so great, it is surprising that it has not had more claimants to date.

The latest statistics published by HMRC for 2016/2017 show that only 1,025 companies claimed the relief in contrast to 39,960 claims for R&D relief in the same period.

WHY THE LOW UPTAKE?

A successful claim could result in a tax repayment.

One of the reasons for the low uptake of claimants to the Patent Box to date is undoubtedly the fact that although the regime came into being in 2013, the full benefit of the tax saving was not available immediately.

It has only been available since 2017.

14 | EQUESTRIAN TRADE NEWS AUGUST 2019

Other possible reasons are that the

regime is still new, it is not well known and many companies are ignorant of its existence. In addition, the Patent Box calculation to compute the benefit is complicated and potentially off-putting for many companies and financial advisers.

Given the newness of the regime and the worry of getting it wrong, perhaps some have chosen to adopt a ‘wait and see’ approach to assess how it works and find out how to claim it before deciding to put a toe in the water.

MISSING OUT? It is clear, however, that there are a great number of companies operating in the equestrian industry who are missing out on the benefits of the Patent Box - particularly when you consider the number of companies applying for patents or being granted patents in the same period.

Whilst we don’t have statistics concerning equestrian patents, we know from statistics published by the UK Intellectual Property Office that for 2017, there were 22,072 published patent applications and 6,311 patents granted. Many of these patents will be for equestrian products and processes used therein, with some of these companies potentially missing out on the relief.

“Don’t look a gift horse in the mouth.”

In addition, we know that there are other companies within the equestrian sector, undertaking research and development activity to develop new products, and who are unable to take advantage of the Patent Box because they don’t own a patent!

OBTAINING A PATENT While legal costs vary, a UK patent can be obtained for in the region of £5,000 - £6,000 and in as little as two years.

If you are a company carrying out continual research and development activity, it would be worthwhile instructing a patent attorney to make enquiries about patenting any new technology developed in order to take advantage of the Patent Box. You could be a saddler developing parts of a bridle to improve horse

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comfort, or a feed manufacturer who has developed a supplement to help gastric health. If you are a company carrying out research and development activity, you are likely to have something which could be patented.

WHAT PATENT PROFIT QUALIFIES FOR RELIEF? There are a number of different patent profit income types which qualify for the relief.

They include the profit from the sales of patented products; licence fees and royalties from any licences granted by your company to others; sales income from an outright sale of your patent and damages which are received following an action for infringement of the company’s patent rights.

It does not matter from where, in the world, the sales income was generated. In addition, sales income from the sales of patented products includes the sales of any product which contains an integral patented component, even though the overall product itself might not be patented; for example, sales income from a bridle having a patented cheekpiece.

WOEFULLY UNDERCLAIMED In summary, the Patent Box is a tax incentive regime which exists to reward companies carrying out innovation. It is being woefully underclaimed at present.

There are a million horsey proverbs and adages which I could say at this point to bring life to the point of this article, but the most suitable are surely these: “Don’t look a gift horse in the mouth” and “horses are predictably unpredictable, but the Patent Box isn’t.”

Trusted by riders for more than 30 years

Thorowgood T8 Leather seat & knee pad Compact GP £625

Saddles made in England

changeable gullet

conformation design

changeable girth straps

ABOUT THE AUTHOR Caroline Walton is a tax consultant who leads the Patent Box service at Catax, Greater Manchester.

She’s a former practising solicitor who spent 19 years in private practice before joining Catax. Caroline owns a part-bred palomino gelding called Colbee, who she competes in unaffiliated dressage, and a riding pony her daughter competes in ridden showing classes.

Catax are experts in specialist areas of tax relief, including Capital Allowances, R&D and the Patent Box. “In ten years, we have identified over £221m in tax benefit for our clients to date,” says Caroline. “We break down the claims process, so all our clients have to do is provide us with some details, and we’ll take care of the rest. There are no complicated forms to fill out, no legal language to unpick and no tax law to get your head around. So far, we’ve helped thousands of clients to claim their money back from HMRC.”

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changeable shimz

Thorowgood T4 Suede effect moveable seat & kneeblocks pad

Pony / Pony Long Leg 15”, 15 1/2” £425 16”, 16 1/2 ” £445 *Pony Long Leg only

available in 16”, 16 / ” with real changeable stuffing leather 1

Made in England

2

EQUESTRIAN TRADE.com NEWS AUGUST 2019 | 15

ETN|LEGAL DIGEST

Testing, testing...

One-third of adults aged 16-59 take illicit drugs in their lifetime - 4.3% of them in the last month, according to the 2017/18 Crime Survey for England and Wales. So is randomly testing your staff the way to go?

Before you start testing employees left, right, and centre, it’s important to understand the processes and regulations.

There are laws on random drug testing in the workplace you must abide by as an employer.

These include: • Limiting drug testing to employees you need to test.

• Ensuring the tests are random.

• Not singling out an employee unless justified by the nature of their job.

If you have good reasons for drug testing in the workplace - whether it be

essential to do so for certain roles, or there is reasonable cause to believe an employee is under the influence and someone refuses to take the test, you may resort to disciplinary action.

So, how do you go about it? Well, firstly, there are three different types of workplace drug and alcohol testing.

1. Pre-employment: Tends to be the most common, but it’s also the least effective. This is because it’s based on a urine sample an individual can easily dilute or substitute.

2. Post-incident: As the name suggests, it’s testing following a health & safety incident.

3. Random: When a group of individuals consent to testing and you pick a handful of them to test at random.

For testing to be effective, it must be done by an individual with the correct qualifications from the UK Accreditation Service.

You must also comply with the International Standard for Laboratories. Failing to do this will mean the results are void.

Drug tests tend to work in a similar way, no matter which substance you are testing for. The most common package test is for cannabis, cocaine, amphetamine, methamphetamine, benzodiazepine, and opiates.

WHAT IF DRUGS ARE FOUND IN THE WORKPLACE? If you happen to find physical evidence of employees using or storing drugs in the workplace, you must still follow your process. Refer to your drug and alcohol policy and stick to it.

Document where, how, why, and who found the drugs, as well as any witnesses, previous complaints, concerns or behaviours.

Meet with the employee to discuss the situation; and bring your documents with you to support this.

Keep a second party present as a witness.

Finally, if the discussion with the employee is inconclusive, you may request the employee submits to a drug test. If the employee refuses to take a 16 | EQUESTRIAN TRADE NEWS AUGUST 2019

test you may go down the disciplinary route, including terminating their employment if necessary.

CREATING A DRUG AND ALCOHOL POLICY If you want to test your employees for drugs, you must have their consent.

You should include this in your health & safety policy, which should make up either the employees’ contract or handbook.

The aim of this policy is to clearly set out the company’s position on alcohol and drugs within the workplace.

The policy should define when the use of drugs or alcohol is an issue, such as within working hours or when it interferes with work capability or conduct.

It should reiterate the UK employment and health & safety legislation relating to the use of alcohol and drugs (The Health & Safety at Work Act 1974, The Misuse of Drugs Act 1971, etc) Then it should define when you might request a drug test or conduct an investigation.

It should also give direction to employees who suspect a colleague is under the influence, ideally pointing them to a particular contact they can speak to.

Finally, the policy should detail the company’s disciplinary procedure and how it will relate to anyone using drugs or alcohol in the workplace.

• For assistance with drafting a policy or dealing with drugs and testing in the workplace, call Croner for free advice on 0844 561 8133.

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ADVERTISEMENT FEATURE|ETN

SPOGA HORSE - 01 - 03.09.19 Look out for these exhibitors in the halls at spoga horse 2019…

Parallax Plastics Stand P041, Hall 11.2 Parallax Plastics are pleased to return for the fourth consecutive year.

2019 sees the launch of our latest product, the, UK manufactured, NEW Haymobil,

Ideal & WRS Stand M019, Hall 11.2 Ideal & WRS is one of the largest saddlery specialists in Walsall and a world leader in the manufacture of laminated wooden saddle trees. And with around 5,000 saddles per annum rolling off the

SSG Gloves

a combined mobile hay soaker and stable slow hay feeder.

The recently acquired will also be showcased.

Its innovative teeth make light work of compacted feed, along with internal measuring gauges.

Parallax are proud to distribute the GRABBIT a

rubber mat mover which makes light work of moving heavy rubber mats.

Our ever-popular HAY SAVER slow feeder and boredom busting HAY PLAY will of course be featured.

Contact details: Anna Gardner, Sales Director E: anna@parallaxplastics.co.uk T: +44 (0) 115 9663836

production line, Ideal & WRS is one of the largest manufacturers of all leather saddles on wooden saddle trees in the world.

expert knowledge of saddle fit and design and the technical expertise necessary to create the perfect saddle for horse and rider each and every time - Ideal & WRS is a saddle fitters dream, no matter where in the world you are located.

Contact details: T: +44 (0) 1922 620233 E: info@idealsaddle.com W: www.idealsaddle.com

provides the most complete equestrian glove line on the market today.

“We offer quality gloves that fit great and perform great, at an affordable price.”

Contact details: SSG Gloves E: info@ssgridinggloves.com W: www.ssgridinggloves.com T: +1 (0) 905 727 9203

questions and advise on making the most of these quality British brands.

Contact details: T: +44 (0) 1655 750523 E: office@likit.co.uk W: likit.co.uk studmuffins.co.uk bizzyhorse.com

Gorilla® can increase your business, both with products and attractive point of sale Profit Packs™. We are multilingual, operate from our office in Spain and really look forward to meeting you.” adds Engel.

Contact details: Contact Engel on E: export@redgorilla.eu T: +34 (0) 96 550 1423 W: eu.redgorilla.red

A British company possessing all the attributes required to create exceptional saddles a passion for horses, their comfort and performance,

Stand L068, Hall 11.2

Giving confidence and comfort in competition or when you’re just having fun, SSG® can fill whatever equestrian need.

SSG® Gloves strikes the perfect balance of sophistication and function.

High-quality natural materials and luxuriously style make for a glove designed like no other.

From hunter/jumper, race riding and driving styles, dressage, carriage driving, western riding and show and roping, pleasure riding, eventing and polo styles, SSG®

Talisker Bay

plenty of display solutions to help retailers maximise sales.

Stand A003, Hall 11.1 Talisker Bay is heading to Spoga with its hugely popular Stud Muffins, Bizzy Horse and Likit brands. Their eyecatching trade stand will be packed with exciting new products alongside established favourites, with

Red Gorilla® Stand A003, Hall 9.1 Red Gorilla® 13 Years of Pedigree in Cologne!

“The stand is located in the GAFA section to reflect the universal interest in our ubiquitous products which sell equally well into many trade areas,” says Engel

This is a great opportunity to plan ahead for the busy winter season, when stable toys really come into their own, and to get a preview of this year’s Christmas offerings.

As always, brand manager, Lindsay Gall, and the rest of the team will be on hand to answer

Niggendijker, the European Sales Manager.

“We have consistently sold the best flexible containers since 1981, and have expanded the equestrian range to offer top quality stylish tools, in many colour ranges to satisfy the popular trend for ‘matchy matchy’ stable management.

Please accept our invitation to visit us and see how Red

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EQUESTRIAN TRADE NEWS AUGUST 2019 | 17

ETN|BEST OF BRITISH

Here’s to a very

British summer...

As ever, the current season sees NAF at the heart of equestrian activity across the UK. ETN finds out more.

ETN: NAF supported British teams are contesting European championships across the Olympic disciplines this summer. Which riders do you tip for medals?

NAF: We are very proud that NAF supported riders such as Gemma Tattersall, Laura Collett, Tom McEwen (below) and Emile Faurie, to name but a few, are regularly long and short listed for senior British teams.

But rather than tip potential winners, as Official Suppliers to the Great British Equestrian Teams, we would like to wish Team GBR and all of the other teams and competitors the very best of luck at the European Championships.

We are looking forward to an exciting week of equestrian sport!

ETN: Every day, NAF assists dozens of ordinary British riders and owners who call your Nutritional Advice Line. What’s been the most common concern this summer?

NAF: Year round, we receive calls regarding maintenance and support for a whole range of equine needs and challenges. We ensure that everyone calling the Nutritional Advice Line is

asked specifically targeted questions to make sure the right product is recommended for their horse.

Our nutritional advisers are under the guidance of our team of vets headed up by our veterinary director Dr Nick Larkins BVSc, DSc, MRCVS and our senior nutritionist Kate Hore RNutr (Animal). Our ultimate goal is to show how much we care about horses, to give the best advice we possibly can once the right product has been established and to signpost the caller to their nearest retailer so they can go in store and buy the NAF product they need.

All callers are also asked if they would like to join the Five Star Club so that they can benefit from exclusive information, product launches, trials and giveaways.

Joint health is always a popular subject as the physical demands on horses and ponies continue to increase. We are doing more with our horses than ever before and thanks to our evolving knowledge regarding welfare and management regimes, they are also living a lot longer making supplementary joint support paramount to a long, sound career.

The NAF Joints range has something for every horse ranging from Devils Relief to keep older, non-competing horses comfortable through to Five Star Superflex Senior, a unique formulation providing our highest specification of the key joint

18 | EQUESTRIAN TRADE NEWS AUGUST 2019

support nutrients for horses.

The need for a calmer and/ or gut health is also high on our incoming call list and can sometimes (unknowingly) be closely related. Again, with careful questioning, ascertaining the need for a calmer or indeed gastric support can be carefully determined and the caller can then be advised whether to purchase Five Star Magic, Five Star Oestress, GastriAid or GastriVet (or indeed a combination of these if required) to provide optimum dietary support for their horse.

They will also be advised on the most effective ways to administer these products to their horses’ feeds for the best results - whether the aim is to make an angel of a moody mare, have a calm, focussed and trainable horse or a happy horse with a healthy gut.

We have also experienced a particularly high volume of calls in the last few months with regards to managing grass intake and the associated risks linked to the uncharacteristically wet, seasonal weather followed by bursts of sun and heat.

We advise to first look at ethical ways to restrict

grazing and evaluate the exercise regime. We would then explore different ways to complement the horse’s diet as restricted grazing necessitates dietary and supplementary support to ensure overall wellbeing and health.

A natural ‘trickled’ intake of high fibre and a low cereal diet is best complemented by added support from NAF Five Star Laminaze. Given daily as part of their healthy lifestyle, Laminaze is ideal for the horse or pony at risk from the effects of a grass flush as its concentrated metabolic support ensures gut health is maintained throughout grass growing periods.

ETN: With the summer competition season in full swing, why is membership of BETA and its Feed Committee important to NAF? NAF: Our commitment to clean sport is of paramount importance; we are proud to be British and a BETA NOPS, UFAS and GMP+ certified company which is recognised worldwide.

We test every batch of product to ensure the absence of prohibited substances and it is this level of trust that we can provide to the consumer and the retailer that makes us the most popular supplement brand in the UK*.

It is the level of commitment that comes from working with independent laboratories, universities and industry partners that

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TITLE|ETN makes our products Five Star, as each product is validated for both efficacy and Clean Sport under FEI rules.

Our most recent groundbreaking research on new and improved Five Star Magic, independently commissioned by NAF at the Royal Agricultural University, working with respected behavioural scientist Dr Andrew Hemmings - along with the BETA International Innovation Award we received in recognition of this research - stand testament to the hard work that goes into bringing five star quality products to market.

It’s more than just science, the proof is in the performance. Alongside the many testimonials from riders, consumers and retailers highlighting the effectiveness of our products, it is our longstanding position as official suppliers to Team GBR that is the pinnacle of the standards of efficacy, quality and commitment to clean sport that make up our brand’s ethos of delivering five star treatment.

The privileged dialogue we have with riders, owners and grooms whose horses compete at world class level in a huge variety of equestrian disciplines enables us to develop new products and continually improve existing products to address the increasing demands that are placed on today’s competition horse.

This in turn benefits all horses and our retailers who are able to offer products

which adhere to the strictest quality control and testing with the reassurance of rider endorsements and trials at the highest level.

ETN: How is NAF making a difference to British retailers this summer?

NAF: Supporting retailers is at the heart of our business model and the Premier Partnership Programme, introduced in May, is an integral part of this.

Although the principles and philosophy behind the Premier Partnership Programme are not new, the newly introduced booklet highlights more clearly how we can offer a performance boosting package for our stockists.

It also clarifies our pledge that we will never seek to gain business from anywhere else other than directly through the retailer.

Through the Premier Partnership Programme, we can offer bespoke promotions tailored to each retailer’s requirements.

This includes extra merchandising support, staff training, product advice, and quarterly category management reviews, monthly visits focussing on stock rotation and management, a loyalty promotion and NAF branded gilets for staff.

Our ethos is to always put our customers first, to exceed their expectations and to deliver a service that is both reactive to their needs and proactive to meet market and consumer demands.

UK’s most

popular supplement brand

The proof is in the sales performance

Laura Collett

Kelsie Willis

Rhianna Jones

Harry Charles

Thank You for your continued loyalty to our Brand

*Independent survey with BRC members June 2019

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We are celebrating 30 years of success this year and have launched the Premium Partnership Programme which offers even more benefits to our loyal customers.

For more details please contact your NAF Area Sales Manager, or the NAF Sales Office on 01600 710726 or email info@naf-uk.com

naf-equine.eu/uk

EQUESTRIAN TRADE NEWS AUGUST 2019 | 19

ETN|BRITISH COMPANIES

ETN toured the immaculate factory and warehousing. From left, Horslyx brand manager Gillian Wardle, ETN’s Beth Crow and Liz Benwell, Horslyx general manager Fiona Nellis, and operations manager David Wood.

How Horslyx are made...

Sea breezes mingle with aromas of aniseed and liquorice, linseed and molasses at a place on England’s most north-westerly coast. It’s as if the world’s finest ingredients have been blown to Silloth, Cumbria to be made into Horslyx, writes Liz Benwell.

The HQ and mill-cum-factory that is home to manufacturer Caltech - part of Carrs Group plc, once famous for its water biscuits - was here long before the present incumbent moved in 26 years ago. Before that, Carrs had been in nearby Carlisle since 1831.

ETN tour in front of the molasses silo.

Cane molasses, the mainstay of Horslyx and agricultural sister brand Crystalyx, arrive in bulk on the dock a stone’s throw from the mill.

This manufacturer gets through 24,000 tonnes a year of the global commodity which is a by-product of table sugar.

vegetable oil and UK grown linseed oil which each occupy massive silos on the site. To these, various pre-mixes all developed in house by Caltech’s technical wizards Dr Kenton Hart and Dr Cliff Lister - will be added, depending upon the Horslyx formulation. Many of the premixes are supplied by Ayr based Scotmin Nutrition, also part of the Carrs Group.

Traceability is a continual thread in bringing together Horslyx’ key

Operations manager David Wood at the computerised control panel.

The other main ingredients are

20 | EQUESTRIAN TRADE NEWS AUGUST 2019

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BRITISH COMPANIES|ETN

“It’s a delicate balance of heat and pressure. We’re letting science do the work.”

FAST FACTS

The gooey dough settles like a contented sigh into Horslyx’ famous tubs.

Batch samples are retained for the life of the product.

components. David Wood, operations manager, is a stickler for recording batch numbers and retaining samples; the products are NOPS and UFAS accredited.

The plant itself is immaculate, tidy, well ordered and so clean you could eat your dinner off the floor. Even the skip is parked in a freshly painted bay labelled ‘skip’.

The factory can manufacture 120 tonnes of product a day and works 24 hours, five to seven days a week, staffed by three shifts. A total of 36 people work here.

Pre-mixes are added during cooling, as excessive temperatures would damage the delicate ingredients.

Again, consistency is key to ensure an even spread throughout the formulation.

The end product emerges from massive mixing augers as a glorious, gooey dough which settles like a contented sigh into Horslyx’ famous tubs.

Packing into smart, branded boxes which double as impactful PoS displays - follows. Indeed, Horslyx are hugely retailer friendly with a two year shelf life and colourful, clean packaging that sits as easily in a boutique saddlery as a feed merchant’s.

ETN’s Beth Crow handles the still warm mixture.

The secret to Horslyx’ success is their consistency - and that’s why horses can lick but not bite them.

This involves removing the moisture from the molasses by a method every schoolboy can understand yet no other company has been able to emulate.

“The patented bit is the way we extract the moisture as steam,” explains David. “It’s a delicate balance of heat and pressure. We’re letting science do the work.”

Importantly, the computer controlled plant has not a single chemical in sight.

Caltech’s patented process enables the formulations to cook, and ‘set’ as they cool, completely naturally.

1

Horslyx Minis make great samplers, enabling consumers to try new formulations in the range of balancers.

2

Retail margins are at least 10% more than on the average compound feed when purchased via the wholesale route to market.

3

28% of Caltech’s production is exported.

4 5

35% of UK sales goes through wholesalers, the remainder to primary direct retail accounts.

Best-selling Horslyx formulations are Original, Respiratory, Mobility and Garlic - with new Pro Digest on track to join them. 5kg is the bestselling pack size, followed by the 15kg.

6

Horslyx also produces a Smallholder product in sizes 5kg and 15kg.

7

5kg and 15kg Holders are available for retailers to stock.

8

Horslyx has a growing band of ambassadors and proudly supports the Ebony Horse Club, a London based charity that introduces inner city children to the joys of riding and animal husbandry.

Mini Horslyx pallet about to be wrapped.

MINIMAL WASTE The Caltech mill has a ‘minimal waste’ policy. The so called ‘dirty’ water - the water from washdown procedures - is used to fertilize local farmers’ fields.

And the steam from the cooking process is re-condensed, treated and then discharged through the sewerage system having been passed as ‘clean.’

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EQUESTRIAN TRADE NEWS AUGUST 2019 | 21

ETN|BEST OF BRITISH

Buy British r be

or you, s–f for t

h he orse

Our m em

for the highest quality materials and craftsmanship

Speak to an SMS member about modern design with traditional quality for comfort and safety – that lasts! www.mastersaddlers.co.uk (01449) 711642

The licensed veterinary poultice from Robinson Animal Healthcare

Licensed by the Veterinary Medicines Directorate Guaranteed quality of manufacture Proven and consistent efficacy Trusted, safe and stringently tested Manufactured in the United Kingdom

Ask for at your local stockist, call us on 01909 735000 or visit www.robinsonhealthcare.com

22 | EQUESTRIAN TRADE NEWS AUGUST 2019

True

Brits

What does being British mean to equestrian companies?

Ross Bradwell of Stubbs says: “My grandfather Bill Bradwell (pictured) was a ‘true Brit’. He was of the generation that just seemed to get on with things.

If something broke, he mended it. When new equipment was needed, he would make it or modify something to save costs.

“I was brought up to believe that this is a fundamental British value. Whenever something goes wrong, we find a way to push through it. In business, this is key to success.

“There’s something special about a long-standing family business here in the UK. Innovation, morals and values are passed down through generations; and this is what has shaped Stubbs.

“In the 1960s, Judy Bradwell, event rider and my aunt, complained to my father [Chris Bradwell] that the hayracks he had bought her had broken again. So he had some strong ones made in Stubbs’ trolley factory; her friends saw them and wanted them. Stubbs stable and tack room equipment was born.

“Our philosophy is to make practical products that are

high quality, durable and (most importantly) never do any harm. Horses are in our blood.

“I’m 25 and the seventh generation of our family business. Having watched Stubbs’ trading success, I believe we must keep our manufacturing British.

How else can we ensure quality, and stay ahead of the market?

“When I joined the company, I was assigned to the workshops for over a year before I was let anywhere near the office.

Having this intimate knowledge of how your products are made is getting rarer these days but it shouldn’t be!”

Founded as a milling business in 1880, Spillers fast became an established name in animal feeds. In the late 1950s, the company developed a horse feed made in the same way as its cube feeds for livestock.

And so Spillers Horse & Pony Cubes - the first ever compound feed for horses - arrived.

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TITLE|ETN Established 1992, Equetech supports the British trade, serving 500 retail outlets in the UK. The equestrian fashion label also has outlets in Australia and USA. Equetech is designed in the UK, with 40% of its clothing range made in its British factory. From riding clothing and underwear to socks and stocks, its distinctly English styles combine the classic with the contemporary.

First Thought Equine combines traditional English leatherwork skills with world class British technology to make innovative saddles.

Co-founder David Kempsell used design skills and engineering knowledge to create first the Flair air flocking system, then WOW modular saddles.

Today, First Thought Equine employs around 25 people in its factory in the village of Kingston, near Canterbury, Kent. While leatherwork skills are needed to make WOW saddles, the team also uses

high-tech manufacturing techniques.

Often, the manual and the modern blend seamlessly.

For example, while leather is cut by a computerguided laser, the positioning of the pieces on a hide is done by an expert human to avoid any faults in the leather.

Attention to detail includes placing each pair of flaps so one is a mirror image of the other. While a computer guides foam into saddle seats, leather is hand-stretched to cover them. Flaps are handstitched too.

“Computer control means all parts are absolutely consistent in all dimensions - particularly important when you make modular saddles,” says David.

“Flaps made today will bolt perfectly onto a seat and panels made 15 years ago.”

Owned by Andrew Robertson and based in Scotland, Talisker Bay - home of Likits, Stud Muffins and Bizzy Horse - re-launched the Thomas Pettifer & Co range at BETA International 2019.

With Andrew’s eldest son, Fraser, already involved in the business, this move brought younger brother Matt (pictured) on board.

Since 1836, Thomas Pettifer products have featured herbs and spices. So Matt, studying for a diploma in herbology at the Royal Botanic Gardens, Edinburgh, alongside developing the brand, has brought things full circle.

WWW.EQUESTRIANTRADENEWS.COM

EQUESTRIAN TRADE NEWS AUGUST 2019 | 23

ETN|BEST OF BRITISH Abbey England goes above and beyond to support British manufacturing.

Founded by the late Gerald Brown in 1982, the Cheshire based family firm supplies high quality materials to makers of goods in many sectors including equestrian, automotive and fashion.

Abbey England provides British-made materials and tools to the equestrian trade, and produces metalwork in its 185 year old Walsallbased foundry. The company was awarded a Royal Warrant in 1995 for the supply of saddlery workshop materials to the Royal Mews.

UK-sourced rubber. Liston Locks sells a range of brass locks; while Matthew Harvey specialises in coach and fridge fittings as well as locks for the vintage car and industrial fridge industries.

From Stanley Brothers come buckles and brass items for the equestrian and fashion industries, all cast and hand-finished at the Walsall foundry. Catras distributes horse brasses and celebration plaques, door knockers and sundials.

The newest addition is the bit making arm at Young’s, responsible for specialist and bespoke horse bits.

Abbey England has acquired a number of companies over the years to preserve traditional manufacturing.

The head office in Knutsford is the distribution arm, with several other brands and businesses in its stable.

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Retailers who want the best saddlery should buy British, says the Society of Master Saddlers (SMS).

With demand for bespoke saddles on the up, the industry is rising to demand, adds Hazel.

“Here in Britain, we’ve been at the forefront of saddlery developments and manufacture for many years and we are proud of the history, heritage and skill that is behind the many thousands of saddles made in Walsall and around the UK,” says SMS chief executive Hazel Morley.

“More businesses - be they three man teams or larger manufacturers - have recognised the need to offer bespoke saddles made working alongside an SMS Registered Qualified Saddle Fitter.

“We encourage retailers to buy British - and from our many members and UK manufacturers that supply the very best saddlery available today.”

“Everything from the fit, leather and colour is bespoke and of individual choice, so finished product is made to exacting standards that will benefit horse and rider and last for many years.”

Hazel stresses that, along with tradition and quality, comes moving with the times. “Keeping openminded and assessing standards and training is key for the craftspeople of Walsall and around the UK to maintain their position as leaders in the saddlery sector.”

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TITLE|ETN “No Comebacks, Only Bouncebacks” was the motto used about Tyre Rubber Products (pictured) when they were introduced in 1981.

“We went to Stow Fair with a little van full of feed skips and sold the lot to the traders. A few weeks later we pulled up unannounced at [wholesaler] Westgate and Roy Gore took a load off us… we knew we were on to a winner,” says Steve Faulks who’s been with Faulks & Cox - home of Red Gorilla - from the beginning.

Things have moved on with Gorilla Tubs, stable

British Horse Feeds, home of Speedi-Beet and Fibre-Beet, is the equine division of feed manufacturer I’Anson Brothers. Since 1900, the Masham, North Yorkshire based company has served British farmers in the north of England.

The company also supplies farm feeds, micronized ingredients and horse feeds to customers in 38 countries.

I’Anson Brothers’ plans to build a £12 million production facility near Boroughbridge look set to benefit the farming sector still further.

Said sales and purchasing director Will I’Anson: “Although politically there is uncertainty about support to UK farmers, we do need to push forward to supply the ever increasing customer base we’re privileged to serve.

management tools in matching colours and Profit Pack point of sale systems for saddlery shops across the UK.

suppliers we buy our raw materials from.

“This will release space at Masham to continue micronized ingredients, branded and own label feed sales for MMF (Masham Micronized Feeds), British Horse Feeds and The Golden Paste Company.

“We’re very positive.

UK agriculture is the backbone of our great country. People and animals need to eat.”

With an energetic, enthusiastic fifthgeneration team at I’Anson Brothers staying close to the rural community, the company will surely be supporting British farmers long into the future.

“We will be able to split production across Boroughbridge and Masham, allowing the business to remain a major supporter of British farming and the many farmers and national trade

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EQUESTRIAN TRADE NEWS AUGUST 2019 | 25

ETN|BEST OF BRITISH Henry Bell introduced EquiGlo horse feed in 2017 with the aim of providing first-class equine nutrition at great value-for-money prices. Key to bringing the British-grown feed to market was the company’s micronizing expertise.

In addition to EquiGlo, Henry Bell manufactures Mr Johnson’s brand for small animals, Dog Gone Fishin’ canine treats and Henry Bell Wild Bird Care feed.

Established almost 200 years ago in Grantham, Lincolnshire, Henry Bell began life as a supplier of seed and fertiliser to local farmers while trading their cereals and pulses. Its agricultural roots still underpin the business today.

“We have been a major player in Britain’s animal feeds industry since 1825 and are a long-established manufacturer for own-label feed brands,” said trading director, Simon Parker.

“We are now enjoying considerable overseas interest in our British-grown and processed products, which has led to significant growth for Henry Bell and the recent commission of additional warehousing capacity (pictured) to meet export orders.”

Bedmax shavings was founded almost 20 years ago by managing director Tim Smalley on the appropriately named Greymare Farm in north Northumberland. Two more plants in Nottinghamshire and Hampshire have since been added.

Each year, the three factories produce over 2.5 million bags of Bedmax and Littlemax equine shavings, Stockmax shavings for other animals, and Hotmax fuel logs made from the extracted dust.

The range has stockists from the Orkneys to Cornwall.

In 2008, Bedmax was awarded its first Royal Warrant by appointment to HM The Queen, and this April was granted a second by appointment to HRH The Prince of Wales. For Tim, Royal Warrants symbolise what makes Bedmax a British success story.

“We’re very proud of the heritage - from the managed

UK forestry where we source all the timber for our shavings, to the British engineering skills that built our factories, plus our commitment to environmental sustainability.”

Indeed, Tim adds, Britain has traditionally led the way in the equestrian world.

“British owners demand the best for their horses, and that’s what we set out to produce over 20 years ago.

We wanted to enable our retailers to offer their customers a completely natural, purpose made, dust free, hygienic bedding.”

Tim’s quest to improve equine respiratory health began in 1987 when he was making dust free haylage for trainers. His attention then turned to bedding. “We’re very proud of our connection to the veterinary experts who helped us formulate Bedmax, and who still use our shavings for the horses in their care,” he says.

YOUR QUALITY STARTS WITH US

Since 1982 we’ve been supplying the equestrian trade with the kind of products and materials they need to offer the highest quality to their customers. Talk to us and find out how Abbey England can help you be the best you can be.

Abbey England Ltd, Abbey House, Haig Rd, Knutsford WA16 8DX 650343 | sales@abbeyengland.com 26T:|01565 EQUESTRIAN TRADE NEWS AUGUST| abbeyengland.com 2019

THE DIFFERENCE IS OUR VALUES WWW.EQUESTRIANTRADENEWS.COM

BEST OF BRITISH|ETN Robinson Animal Healthcare’s Animalintex has been in production since 1930. The British made wound care product owes its longevity to the fact that it’s the only multi-layered absorbent poultice licensed as a

veterinary medicine by the VMD in the UK. Also steeped in history is Veterinary Gamgee, a version of the original Gamgee which Robinson Healthcare began manufacturing in 1885.

It too is made in the UK. Says Andrea Bradshaw from Robinson Animal Healthcare: “Animalintex and Veterinary Gamgee have stood the test of time thanks to their effectiveness to do the job.

When horse owners and vets think of a poultice, they think Animalintex.”

HorseHage has flown the flag for forage for 40 years. It was invented by the late Mark Westaway (senior) when he needed a dust-free forage for his event horses.

HorseHage has three regional licensed producers - Mark Westaway & Son in Devon, Friendship Estates in South Yorkshire and Fox Feeds in

Your staff and brand can be best of British with personalised clothing and promotional merchandise from Bequestrian.

Miniature union flags, colour co-ordinating with your logo, can be embroidered on to coat collars.

Bequestrian also produces hoof picks, feed stirrers and other horsey themed items.

The company caters for businesses of all sizes, often helping smaller companies by sourcing British products. “When we started supplying equine weigh tapes, getting them produced overseas meant the minimum order quantity was very high,” explained Jess Wildsmith. “But now they’re produced on British soil, we can meet orders of as little as 250 tapes.”

For this summer, Bequestrian has a cool cotton sleeveless polo shirt (pictured). In white, navy or pink, it’s the perfect match for corporate logos.

Hertfordshire. It’s also produced in Germany, Sweden and New Zealand.

Holder of a Royal Warrant awarded in 1983, HorseHage is the Official Supplier of Dust-Free Forage to the British Equestrian Team and has supplied the teams at every Olympic Games since Los Angeles in 1984.

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ETN|SPECIAL REPORT

Damaging discounting: is this the answer?

A retailer contacted ETN to say: “Retailers discounting current stock is becoming widespread and damaging our industry. I sympathise with suppliers because often their hands are tied by EU and UK competition law. But many retailers who are trying to stick to RRP - and achieve the margins we all need to survive - are becoming fed up.” Selective distribution could be a solution, says solicitor Stephen Sidkin.

The good news - you’re not alone.

Many stockists are cheesed off with third party retailers competing simply on price. The possibly good news there may be something of a solution through the legal concept of selective distribution.

Many brands operate selective distribution systems to distribute their products. In doing so, the brand owner agrees to supply its products only to approved retailers which meet specified minimum criteria. In return, the retailers agree to supply the brand’s products only to consumers or other retailers within the approved distribution network.

This method of distribution provides flexibility to the brand owner and has benefits for the brand owner who can: • organise the distribution of its products as it wishes by imposing quality standards on retailers to achieve its aims; • maintain the brand’s image and reputation by choosing selection criteria which require, for example, that the products are sold through retail outlets that convey a particular image or carry certain adjacent brands; and • protect the integrity of its brand as the selective distribution system

allows the brand owner to have greater control over the resale of its products than an ordinary distributorship arrangement.

LESS WELL RECOGNISED ARE THE BENEFITS FOR RETAILERS Participating in a selective distribution system comes at a price for retailers who observe the quality standards. Overheads will increase.

But this means: (i) The ability to compete on price is reduced. (ii) The image of the brand is enhanced. (iii) Stockists are effectively recognised by consumers as good quality retailers.

Result - a virtuous circle is created.

So far, so good. However, there are limitations to a selective distribution system.

First, the brand owner must accept any retailer who satisfies the selection criteria.

Nor can the brand owner prevent online sales by the retailer. This is because every retailer in a selective distribution system must be allowed to use the internet to supply products.

However, the brand owner is able to support bricks and mortar retailers by requiring that all retailers in the selective distribution system sell a certain amount of products offline to ensure an efficient operation of its physical store.

The brand owner cannot restrict selective distribution members from making sales to consumers anywhere.

This is because a selective distribution system typically has no element of territorial exclusivity and is characterised instead by a restriction on the resale of goods to third parties who are not members of the system.

In addition, selective distribution systems are regulated by EU competition law. This is because restrictive criteria on where or how products can be sold (as under a selective distribution agreement) are, in essence, anti-competitive.

However, agreements which would otherwise infringe competition law are exempted from being found to be anti-competitive where certain criteria are satisfied.

In practice, to set up a selective distribution system, brand owners need to spend some time establishing objective, qualitative selection criteria linked to the particular products in question. Too wide and too many retailers will meet the criteria and therefore be permitted to be admitted to the system. Too narrow, and membership of the selective distribution system will be too slim and the brand owner won’t necessarily get the desired exposure of its products.

Admission to the system must be applied objectively and without discrimination. For example, it would not be open for a brand owner to decide that because it already has sufficient representation in a particular town, it can choose not to admit a particular retailer if that retailer satisfies the criteria.

It’s clear that selective distribution can be the way forward for brands.

However, whether or not such a system is appropriate for a particular brand will depend on various factors including the brand owner’s strategy for getting the products on to the market and the nature of the product in question.

• Stephen Sidkin is a partner at Fox Williams LLP (www.agentlaw.co.uk; www.distributorlaw.co.uk)

• If you’re a retailer with an issue ETN could ask an expert to address, please email editor@equestriantradenews.com.

We won’t publish your name and business name - but we do need to know them when you contact us.

28 | EQUESTRIAN TRADE NEWS AUGUST 2019

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ETN REPORTING|ETN

Turning back the pages…

What ETN was reporting this month five, ten, 20 and 30 years ago.

FIVE YEARS AGO…

20 YEARS AGO…

In August 2014, ETN reported: ● Aldi started selling its own range of equestrian clothing.

In August 1999, ETN reported: ● Eventer Ian Stark and E. Jeffries’ David Seipel signed a deal to collaborate on developing new performance products.

● The first equine tapeworm test was launched.

EquiSal enabled horse owners to take saliva samples. ● Tracey Lloyd left NAF after more than 20 years’ managing the company’s marketing. She said her job had been “one of the best in our industry” - before heading off to spend more time with her horses.

● Jim Mahon’s Aircush, a whip using air pockets to reduce damage to horses’ skin, appeared on the market. ● Master Saddler Graham Butt was experimenting with computer technology to measure pressure under moving horses’ saddles.

TEN YEARS AGO…

30 YEARS AGO…

In August 2009, ETN reported: ● New Equine Wear’s brand owner Richard Baldry made a licensing agreement with Vale Bros to produce the horse boots in its Cardigan factory.

In August 1989, ETN reported: ● Proposed legislation to make it compulsory to wear a BSI standard hat when riding on roads was abandoned.

● Chris Allen became Dengie’s new national sales manager. ● Brinicombe Equine launched a toffee flavoured joint supplement, Sherwood Forest’s two-tone jodhpurs collection grew, and Moorland Rider revived the fly whisk horse hair on a stick.

● Vets were worried that a single European market would allow products of questionable efficacy, quality and safety into the UK. ● Pontefract sock factory owner Michael Bailey acquired Shasco. He renamed the West Yorkshire rug-maker Shasco International.

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EQUESTRIAN TRADE NEWS AUGUST 2019 | 29

ETN|PEOPLE

People DR KIRSTIE PICKLES Science Supplements has welcomed to its team the world renowned vet Dr Kirstie Pickles, a specialist in equine internal medicine with more than 40 published papers to her name.

Kirstie has previously been a research analyst for University of California, and has lectured at universities in Edinburgh, New Zealand and Chile. She was veterinary quarantine officer at the 2008 Beijing Olympic/Paralympics and is an FEI endurance vet and member of the endurance committee.

“As a veterinary surgeon, I have been impressed with Science Supplements’ products and the added benefit they can provide to my clients and their horses,” she said. “As a company investing highly in evidence based research and clinical trials of their products, I’m delighted to be joining the Science Supplements team and helping to further enhance the quality of the products.”

Kirstie will be responsible for research, clinical studies, product development, and writing articles to help horse owners better understand horse health and supplementation.

JAMIE BRANNAN Jamie Brannan, of Zoetis, has been re-elected chair of the National Office of Animal Health (NOAH). He said: “I am proud to be able to represent our industry at such a critical time for the UK animal health industry.” Caitrina Oakes, of Vetoquinol, was elected to the newly created post of senior vice-chair.

TALLULAH LEWIS Women in Racing, the network that supports women involved in horseracing, has appointed Tallulah Lewis as its new chair. Tallulah has worked for the Thoroughbred Breeders’ Association, Weatherbys and is currently with the Alizeti Group which is acquiring the Tote.

GEOFF BILLINGTON Bedding company Nedz is to host an evening of equine excellence starring Geoff Billington - Britain’s most entertaining show jumper.

The event, on 19 September at Aintree Equestrian Centre, Merseyside, is a fundraiser for the World Horse Welfare’s rehabilitation centre at Penny Farm, Blackpool. Also starring on the night will be Nedz sponsored riders Steph Croxford and Victoria Bax, plus horses from Penny Farm.

“We’re thrilled to be putting on an evening for all equestrian fans which brings together a whole variety of equine disciplines,” says Nedz owner Lisa Cooper.

Tickets cost £5 from info@nedz.co.uk

LORRAINE MACGUINNESS Horses run (and jump) in the family… Here’s Lorraine Macguinness, daughter of Horseware founders Tom and Carol Macguinness, competing Horseware Kinmar Night at the Equerry Bolesworth International Horse Show. Tom is due to contest the European endurance championship at Euston Park in Suffolk this month.

ETN’s Beth Crow has chosen the winner of our latest ‘Nice to deal with’ award. A prize of a luxury hamper is on its way - enjoy!

SHE’S SO NICE TO DEAL WITH… DEBBIE BRYDEN OF RESOURCE

ANYA CLARKE Congratulations to Anya Clarke! The four year old daughter of Battles’ directors Anna and Richard Dewey Clarke has qualified for the Horse of the Year Show (HOYS).

Anya won the mountain and moorland lead rein class with Thistledown Velvet Touch (Piglet) at the Hickstead Derby meeting.

And it’s lovely to hear that she’s a real rider as well as a show ring success. “Anya truly loves her ponies, only yesterday she went for a hack in the rain,” reports Anna.

Anya and Thistledown Velvet Touch are pictured with producer Katie White of Team Hillyard.

(Photo: www.spidge.co.uk)

30 | EQUESTRIAN TRADE NEWS AUGUST 2019

Beth says: “Debbie is ETN’s account manager at our new printers and designers, Resource.

She is the brave soul who collates all the copy, pictures and proofs for ETN’s editorial and advertising content, managing its progress until the magazine rolls off the printing presses each month.

Debbie is highly organised, but she’s also endlessly cheerful and tackles any little glitches with a calm, positive approach. And now it turns out that Debbie has saddlery in her genes. Find out more in ETN next month.”

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BENCH SADDLER OF THE MONTH|ETN

Celebrating the best bench saddlers…

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

influence on a young Dave who had a thirst for knowledge and improvement.

“I learnt the very basics in the early days. Everything from gluing and repairs on everything from reins to leather horse boots. But it was a long time before they let me loose on a saddle,” recalls Dave.

“Once I’d mastered sewing and repairs on the horse boots, of which I remember there seemed to be thousands, I was allowed to move on to stirrup leathers and bridlework.

When the team thought I was skilled enough to get involved in the making of a saddle, it was Andy’s grandfather who cut out the leather for me to produce one.”

Eventually, Dave qualified as a Master Saddler. And today he concentrates on repairs and, in particular, bespoke bridles. “I still get a great deal of satisfaction from seeing a bridle through from start to finish, and working with the best quality materials,” he says.

Dave Kuhn in the workshop at Leicestershire saddlers S. Milner & Son, where he has worked all his life.

AND THIS MONTH’S WINNER IS… DAVE KUHN Nominated by: Andy Milner of S. Milner & Son, Melton Mowbray, who says: “Dave Kuhn has worked for our business for over 45 years. He can make anything somebody is willing to pay for - harness, saddles, bespoke bridlework; you name it, Dave can make it.

“He has even made leather door handles for Aspinalls of London and Penhaligons in Covent Garden, and is currently making a leather lamp. Dave

Dave can make anything with leather; these red handles are for Aspinalls’ leathergoods.

WWW.EQUESTRIANTRADENEWS.COM

Dave remembers well when Prince Charles hunted in the Shires and his groom would visit the shop to get repairs carried out and adjustments made.

also makes adaptive reins for Paralympic dressage rider Sophie Wells. His skills are just fantastic and his attention to detail is second to none.”

“I am the last in my family to choose saddlery as my job and career. But it’s one I have very much enjoyed - even if Andy does say I’ve been here too long!”

About Dave Kuhn: Dave (61) started work at S. Milner & Son as a schoolboy, sweeping the workshop floor at weekends and holidays to earn pocket money.

HOW TO NOMINATE

“As soon as I was allowed to, I left school, started a job at Milner’s and have been here ever since,” he says.

“Although life in general has changed enormously, the skills you learn as a saddler and craftsman stay the same and stand the test of time.

“Yes, new techniques come along and you develop new skills and remain open minded, but much of what you learn in the early days remains with you forever.”

When he started out in the saddlery industry, Dave was mentored by his father, Hans, who also worked for the Leicestershire saddlers, and Andy’s uncle, Roger Milner. Both were a huge

Everyone is invited to nominate candidates for the ETN/SMS Bench Saddler of the Month award.

Nominees can be working in a factory or workshop setting, for an employer or self-employed.

They can be based anywhere in the world.

To nominate a bench saddler (or more than one) email editor@equestriantradenews.com and tell us why this person deserves to be recognised.

Please include the saddler’s name and where they work too.

EQUESTRIAN TRADE NEWS AUGUST 2019 | 31

ETN|BETTER RETAILING

Look local Bricks and mortar retail has one big advantage over online - a local community to market to, says Adam Bernstein.

Being able to draw on customers that can come into store, pick up and examine products is something that web traders can never do.

Physical retailers also have the ability to satisfy instant needs the essential item needed for tomorrow’s show - making them well placed to make a sale.

Retailers just need the opportunity to talk to potential customers. So how best to engage with the community?

OFFER ADVICE First off, consider the free options, the likes of Facebook and LinkedIn, as well as groups in the locality.

Offer to give talks to local groups.

A good rapport with an audience does more for a business than pushing products ever will.

Most think of Facebook as a conduit to share pictures, videos and gossip.

That may well be the case, but bear in mind that a good number of potential customers also use the platform to keep abreast of what is relevant to them.

The advice here is to construct and maintain - a good Facebook presence and at the same time, watch (join) village or town-based Facebook pages. Clearly each will have its own rules on advertising, but well-placed messages can work wonders, especially if they come via a page member who posts a link to your business.

Be careful not to irritate group members with overly frequent or irrelevant posts. That said, incorporate tactics such as entering those who use the ‘share’ and ‘like’ buttons on Facebook posts into a competition to win a free product.

If you do offer products, use timelimited or value-added offers, such as free upgrades, to generate a sense of urgency to buy.

“Be seen as someone who gives to the community.”

Seek to use location targeting on Facebook. Here you’re trying to put your content - whatever it may be in front of those in your locality.

While this involves some cost, at least it’ll be targeted to the area you serve.

Allied to this, don’t ignore the need for a website - not everyone is on Facebook. An actively trading site is not critical, but some form of online presence is - else customers will not know of your existence. For this reason, use location targeting via Google Adwords in addition to that on Facebook.

GO FOR GROUPS Local groups are another potential source of new business; so see if there are any riding clubs or Pony Club branches where you can offer advice.

Use it as a soft-sell with seasonal tips for owners and riders. Talk about common problems and mistakes when caring for horses.

Schools, voluntary organisations such as Round Table, Rotary, business breakfast clubs and others are

32 | EQUESTRIAN TRADE NEWS AUGUST 2019

another way to propagate a business among the locality.

But wherever you visit and whomever you talk to, let the advice do the work here - a good rapport with the audience will do more for the business than pushing products ever will. Put yourself in their shoes what would you want to know?

And if you have time, join a local chamber of commerce or your parish or town council. Be seen as someone who gives to the community; the more networking you do, the better your reach.

A solicitor once said that he never turned down a good funeral.

He wasn’t ‘ambulance chasing’, but rather making the point that he had no idea where an event would lead, no matter how awkward it was.

TIE UPS Can you organise a tie up with another organisation or event to cross-fertilise businesses? Just as a local ale and cheese shop could partner with a music venue to host a

WWW.EQUESTRIANTRADENEWS.COM

BETTER RETAILING|ETN

“Don’t ignore the locals in favour of fighting online.” beer and music festival (the venue benefitting from the footfall, and the suppliers putting their goods before a new audience), could you work with a local show centre and offer a prize which can be publicised in the local paper?

Look at Apple’s example it offers ‘play areas’ for children and discounts for those in education aimed at getting users hooked on Apple products.

In a similar vein, could you sponsor a local competition? Organisers are always keen to have cash, vouchers or product as prizes in return for mentions in the programme, around the arena and over the public address.

MAKE FRIENDS Make friends with local journalists. This takes a little time, but you could help them out with a decent image that they can use (with attribution of course), a story of interest which has nothing to do with your business, or maybe you could just be someone to have a coffee with - after all, people buy people.

Aim to do something newsworthy that gives the journalist a reason to get you (and the shop) in print.

PR can be a very good, cost-effective option.

The local press, radio, online publications and even podcasts love to feature local businesses as they thrive on feel-good stories.

GET TEXTING Consider SMS marketing.

Clearly this requires customer consent and an ability to know when not

to not burden customers with too many messages.

But used correctly, you could send customers a short text to alert them of a sale, or a hard-to-get item that’s just come into stock.

This form of local marketing is great for bricks and mortar businesses that want to drive in-store footfall. Those who want to contact their customers in real time can also benefit.

Even better - it’s more responsive than email.

WELL SERVED But at the end of the day, your best method of reaching local customers is to offer excellent customer service so that your trade grows mostly on recommendations.

According to an October 2018 House of Commons report Retail sector in the UK, web trade stood at just 5% in 2008 and now makes up 18% of all retail sales.

But that means that 82% of sales are in physical stores.

And if small businesses are the backbone of a community, then customers are the heart of small businesses. As such, it is vital that your business focuses its efforts on providing the best customer experience possible.

Equi Life has the solutions to these problems

Hoof cracks

“Shelly” hooves

Collapsed heels

Can’t hold shoes

No apparent horn growth

Poor horn quality

Smelly frogs

Red Soles

THE FIGHTBACK BEGINS Offer incredible customer service, convenient operating hours, a friendly atmosphere, products people want, the best possible pricing - and begin the fightback.

Don’t ignore the locals and passing trade in favour of fighting online. Not only are they your bread and butter trade, they can also be the best advert you’ve ever had - at virtually zero cost.

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

WWW.EQUESTRIANTRADENEWS.COM

+

=

Only available from: Equi Life Ltd. 01249 890784 info@equilife or Trilanco Ltd. 01772 754844 sales@trilanco.com or Broomhall Feeds 01828 686244 EQUESTRIAN TRADE NEWS AUGUST 2019 | 33

ETN|STAYING SAFE

Staying Safe Better riding hats, fewer head injuries A decrease in riders suffering head injuries revealed in the 2019 National Equestrian Survey - reflects the growing effectiveness of riding hats, says BETA. The survey, commissioned by the trade association and undertaken by JDA Research, recorded 14% of accidents in the past year affecting the head compared with 25 in 2015 and 41 four years earlier.

Injuries to the arms, legs and torso accounted for 45% in 2019, two down

on the figure in the previous poll.

The 2019 survey also showed that those injured in riding accidents were now more likely to visit hospital A&E departments than spend time as an in-patient.

Although more than six out of 10 riders said they had experienced a ridingrelated accident during their life - a rise of 10% on four years earlier - the number involved in accidents in 2019 remained almost static, at 14%.

All of those surveyed said they wore a riding hat and nine out of 10 had them professionally fitted, with an average life of 2.2 years.

BODY PROTECTORS

#USG Safety – we protect what we love

When attention turned to body protection however, the survey results suggest little change in the proportion of riders (private or professional) that wear some form of body protection.

Whilst almost half of riders wore none at all, 42% wore a body protector, 8% an air vest and 6% both - similar to the 2015 figures. Six out of ten professional riders wore no form of body protection at all.

SALES ROCKET Nevertheless, sales of safety equipment rocketed from £106.6 million in 2015 to £180.6 million this year.

“Rider safety is at the heart of so much of what BETA does, so it is great to see some positive trends in wearing habits.

I’m particularly pleased to note the increase in the number of riders who have their hats professionally fitted - this is a real vote of support for the professional service our members offer in store,” said BETA executive director Claire Williams.

The four-yearly National Equestrian Survey, partly funded by Sport England through the British Equestrian Federation and the sixth to be conducted over the past 25 years, is a specially commissioned poll - the only independent one - providing a clear and accurate picture of the industry.

• Copies of the Overall Report are available free to BETA members and for £100 plus VAT to nonmembers. The Structural Report, with in-depth data and invaluable insights into riding and buying habits, is available for £200 plus VAT to BETA members and £400 plus VAT to non-members.

“Sales of safety equipment rocketed from £106.6 million in 2015 to £180.6 million this year.”

34 | EQUESTRIAN TRADE NEWS AUGUST 2019

WWW.EQUESTRIANTRADENEWS.COM

THE SCIENCE OF SAFETY Each Charles Owen helmet is certified to three international safety standards. By adding MIPS technology, the manufacturer has topped up the safety of its helmets still further.

MIPS, or the MultiDirectional Impact Protection System, is a slim layer incorporated into the helmet. It’s designed to reduce the tangential forces transmitted to the brain in a fall by allowing the head to slide 10 to 15mm in all directions inside the helmet.

Introducing

This reduces rotational motion to the brain; so MIPS effectively extends the natural protection offered by the scalp.

Though the technology is proven to reduce injury, its addition is no replacement for the proven protection offered by helmets certified to PAS015:2011, VG1 01.040 2014-12 and ASTM F1163-15, says Charles Owen.

The company’s late chairman Roy Burek spent his career studying how the brain reacts to the types of impacts typically experienced by riders. His research led him to embrace MIPS technology and incorporate it into three, triple-certified Charles Owen helmets: the My PS, My PS With Wide Peak and MS1 Pro.

MS1 PRO

My PS WIDE PEAK

My PS

Looking good…

The Dublin Silver Pro Graphic riding hat features an eye-catching outer shell with PU leather-look detail at the front.

The hat, from Weatherbeeta, has a four-point padded harness with padded chin strip and quick release buckle.

It’s Kitemarked to British Standards and meets PAS015.

A Coolmax removable liner offers comfort and easy care.

RETAIL TIP The next generation of customers

At Charles Owen, the science of safety is our business. Our research team regularly tests the latest technologies for a safer world, like the innovative MIPS technology. Innovation that extends protection is key to the future of rider safety.

1.

MIPS is a Patented Brain Protection System.

2.

Rotational motion can cause brain injuries.

3.

The low friction layer allows a sliding movement of 10-15mm in all directions, reducing rotational motion to the brain during impact.

4.

MIPS adds protection.

Retailers who offer personalised safety gear fittings do the whole industry a favour when they pay special attention to young children getting their first riding hat.

It can be tricky fitting a wiggling child. There might also be some patient explaining to do to non-horse parents.

But making the effort is so worth it to welcome and encourage new riders to the fold.

And with luck they’ll be back for the jods and boots and, eventually, to kit out that new pony.

WWW.EQUESTRIANTRADENEWS.COM

BY APPOINTMENT TO HER MAJESTY THE QUEEN PROTECTIVE HEADWEAR MANUFACTURERS WREXHAM

Kitemarked to PAS015:2011

Kitemarked to VG1 01.040 2014-12

VG1 01.040 2014-12

Certified by SEI to ASTM F1163-15

www.charlesowen.co.uk #Safety365 EQUESTRIAN TRADE NEWS AUGUST 2019 | 35

ETN|RETAILER PROFILE

Teamwork: from left, Jennie, Ashley and Steph.

Making it Sara Walker visits Cheshire-based Equiport, manufacturer and retailer of luxury equestrian goods.

Now a thriving brand catering to the top-end market, family-run business Equiport started nearly 30 years ago from more humble beginnings.

The business was set up by Pam Gaynon and her partner Martyn Welsh, and sold equine supplements at horse shows. Pam’s son Ashley Gaynon is now the managing director.

Before long, Pam and Martyn expanded into the manufacture and sale of personalised saddlecloths and rugs. “At the time, no-one else had thought of doing this, so it was an extremely popular concept,” says Ashley.

“Being a relatively new business, we didn’t have the luxury of renting premises. So, believe it or not, we started production with a handful of staff at home in an American style barn. It couldn’t have been too bad though - one of those original team members, Gail Davies, is still with us now 20 years on.”

Some years later, the family moved Equiport to a Northwich industrial unit with a small showroom attached.

Then eight years ago, they relocated to new premises just outside Knutsford, taking on a former pub called The Drovers Arms.

Premium brands and bespoke items on display.

This has provided space for an attractive showroom, a roomy production area for the machinists, storage and packing areas, offices and meeting rooms. The production room features several industrial sewing and embroidery machines, and is stocked with racks of brightly

36 | EQUESTRIAN TRADE NEWS AUGUST 2019

coloured threads, rope piping and trimmings as well as samples and fabrics.

“I spent a few years looking for the right building,” says Ashley.

“Having sufficient space to expand the business, plus housing the production department and showroom together, was critical.

“We chose this part of Cheshire because it’s a very horsey area, with great transport links - we’re a short drive from junction 18 off the M6, and close to the M56 and Manchester Airport - plus we’ve got lots of parking space.

“I particularly wanted a building with character, so this former pub was perfect. We now have 17 staff, working across production, customer service, accounts and marketing and, as with any small business, everyone tends to muck in with everything as needed.”

Equiport produces their own range of personalised saddlecloths, fly bonnets, rugs and stable drapes onsite - and are one of the UK’s largest manufacturers of such products.

They also retail premium brands such as Samshield, Kentucky Horsewear, WWW.EQUESTRIANTRADENEWS.COM

RETAILER PROFILE|ETN De Niro riding boots and Equiline.

Equiport leatherwork, including girths and headcollars manufactured from leather sourced in the UK, is a recent introduction.

“Our target customers are largely professional and amateur competition riders,” says Ashley. “We aim to offer the highest quality, and we provide unique personalisation options.

“We sell our products throughout the UK and internationally across Europe, America and beyond. We frequently supply large orders to equestrian teams, businesses and families who want their own logo and bespoke team colours to be displayed on their equipment.

“We also produce items such as velvet winners’ sashes for Longines to present at Global Champions Tour competitions, and branded saddle cloths for Sederholm (UK distributor of French saddle brand Butet) to give to their top sponsored riders.”

Marketing manager Jennie Dunning is responsible for managing the website, looking after the stock system and reordering products, together with promoting the Equiport brand.

“Part of our business used to be made-to-measure show jackets,” she says. “The market has changed in recent years, though, and the modern, stretchy fabrics that jackets are now made from means that most people can find an off-the-peg style to fit them.

“So we adapted our business model to deliver a personalisation service for technical competition jackets. You can choose your own trim colours diamante, bright or plain - to reflect your own unique style.”

Jennie is supported by marketing assistant Steph Ritchie, who deals

with social media, blogging, photo editing and email marketing.

The whole team works together to find new products to fit with the Equiport brand, which includes attending trade shows such as BETA International to track down likely candidates.

“We’re focused on growing the brand and ensuring it evolves in line with changes in the equestrian market,” says Steph. “We pride ourselves on keeping up with new trends and

ETN ASKS... ASHLEY, JENNIE AND STEPH Do you all ride yourselves?

Ashley: I rode until I was 16 but nowadays I prefer tennis and golf, so leave the equestrian activities to my girlfriend who has two showjumpers. I have a Shetland pony called Spot who has a penchant for escaping - he once took himself to the local pub.

Steph: I’ve been riding since I was five, although I don’t currently own a horse. The majority of the sales staff are horse owners or riders, and it definitely helps to have that specialist knowledge.

What’s your best seller?

Jennie: Our own-brand saddlecloth - it’s personalised, and you can choose your own trimmings and embroidery options, starting at £48.

WWW.EQUESTRIANTRADENEWS.COM

“We’re always moving forwards,” adds Ashley. “We’ll be relaunching the website later this year, and we’re planning an extension on our premises to offer us more storage and retail space. Every day is both a challenge and an adventure!”

Equiport’s HQ is a former pub.

Jennie: I have two horses, Czamira (aka ‘Moo’) and Ginger, and compete in grass roots eventing.

Lifestyle features strongly on the shop floor.

emerging brands. For example, we’re the UK wholesaler for the Body Bandage [designed to prevent riders’ legs or spurs rubbing thin-coated horses] from Italian brand LoveHorses.

What sales channels do you cover?

Ashley: We have our bricks and mortar store outside Knutsford and sell internationally online. We also take a stand each year at HOYS and Olympia.

What’s the best thing about working for a business like Equiport?

Ashley: No two days are the same.

We have some lovely customers, many of whom visit us regularly.

Having that face to face contact in the shop is great. We also love spotting our products out and about - for example, several riders on the Global Champions Tour this year are sporting our saddlecloths, which gives us all a buzz.

And the worst thing?

Ashley: If there’s a problem with an order and we can’t fix it straightaway. One of my pet hates is letting people down so I try and avoid it at all costs; but when you’re relying on suppliers to deliver, sometimes you just can’t do anything about it. We want to make everyone happy all the time - it can’t always be done, but we certainly try.

EQUESTRIAN TRADE NEWS AUGUST 2019 | 37

ETN|BELOW THE BELT

Doing the

legwork

Horse people demand a lot of their boots and legwear. ETN looks below the belt.

WINTER’S ON ITS WAY

Products that hit the spot

Equetech Winter Riding Tights (RRP £55.95) are an easy-to-wear, pull-on style in four-way stretch fabric.

Rhinegold, supplied exclusively by Snowhill, always hits the spot on current trends, quality and affordability.

Rhinegold Full Seat Performance Tights (RRP £32.95) come in a polyester/ Spandex close fitting, stretch material which is non see-through. An extra wide, elasticated waistband incorporates a discreet and tidy phone pocket in the back, so valuables won’t get wet in the rain.

With silicone grip knee patches, two deep thigh pockets, grip hem panel and wide comfort waistband, they’re machine washable.

Colours are navy or black.

When it comes to customers seeking boot styles with a bit more width and a little less height, Rhinegold Wide Leg Luxus Extra Leather Riding Boots (RRP £119.50) are just the job.

DO IT IN DENIM Dublin Shona Denim Breeches (RRP £54.99) are made from a two-way stretch fabric.

Contrast suede knee patches and belt loops add a stylish touch.

With a front zip closure, five pockets, and a mid-rise, no gap waistband, they’re available from Weatherbeeta.

NO NIGGLING SEAMS Stierna Equestrian Sportswear’s new Vega Breeches (RRP £165) are styled along clean lines. Minimal seams aid comfort in the saddle.

Made in high-stretch fabric, there’s a silicone grip full seat. Colours are beige and navy.

38 | EQUESTRIAN TRADE NEWS AUGUST 2019

There’s a new colour coming soon to this popular line.

Watch this space.

Spoilt for choice Legwear from the Mark Todd Collection includes established favourites such as the men’s Auckland and ladies’ Gisborne breeches, to super-stretch leggings.

Elisabeth Breeches (pictured, RRP £129.99) come in four-way stretch, bonded fabric with a printed silicone seat. Available in anthracite/orange or navy/royal, they have zipped back pockets, sock ankles and contrast stitching.

Mark Todd is distributed by Trilanco.

WWW.EQUESTRIANTRADENEWS.COM

ETN|BELOW THE BELT

Like a second skin Covalliero Jaria Riding Tights (RRP £62) suit customers looking for very stretchy riding breeches that fit like a second skin.

With a full, anti-slip seat, colours are dark blue, grey, pink and turquoise. Covalliero is distributed in the UK by Zebra Products.

THEY’LL BE SNAPPED UP Mountain Horse has updated its best-selling Sovereign boot range.

The new Lux (RRP £299) has a full length back zip - plus a fun and fashionable patent top cuff in crocodile design.

The boot comes in black, brown and dark brown.

Stride into the country Gallop Equestrian’s Cumbria Country Boots (RRP £89.99) are a versatile wardrobe must-have. With buckle fastening detail and full back zips, plus heavy duty rubber soles, they’re perfect for wearing at the stables or to the races.

Cumbria Country Boots come in high quality cow hide leather outers with waterproof, breathable linings.

Attractive coloured suede panels come in a choice of brown, burgundy or navy.

A pair for each outfit? The trade price is £42.50.

NOW IN BROWN With brown riding boots so popular, Sprenger’s Ultra Fit Grip Spurs (RRP £44.60) have a new colour - brown.

The stainless steel spurs have rubber covers for stability, pressure reduction and to protect boot leather.

Matching spur straps are available.

Sprenger is distributed in the UK by Zebra Products.

WWW.EQUESTRIANTRADENEWS.COM

EQUESTRIAN TRADE NEWS AUGUST 2019 | 39

WHAT HAS BETA INTERNATIONAL EVER DONE FOR US? Rather a lot... as some regular exhibitors have been telling ETN. ➤ A. Perry has been in business since 1925 as an agricultural manufacturer and supplier. In 2016, wanting to explore the equestrian market, director Chris Perry and a colleague attended BETA International as visitors to get a feel for the sector.

“We produced a range of coloured equestrian hardware such as stable hinges, tie rings and kickbolts, and took a tiny 3m by 2m stand at BETA International 2017 to launch Perry Equestrian,” says Chris.

“The response was extraordinary, and our marketing direction changed dramatically as a result. From dipping in a toe in 2017, we were able to make a real splash in 2018 with a 60m square stand - and now we’re stocked by retailers across the UK. “BETA International is an essential for us. We’re already looking forward to the 2020 show.”

➤ Arpan Bhatia is the managing

director of Stride Innovations, who make equestrian technology under the product name Estride.

The company was set up in 2017, and attended BETA International for the first time in 2018, then again this year.

“We were highly commended in the innovation awards in 2018 with our Estride tracker, and we won in 2019 with our Estride wearable hand-aid,” says Arpan. “As a new company, that was a fantastic boost for us and we got coverage in local press.

“We also had a lot of interest from the US and Canadian markets; we’re currently in the process of finalising

the Canadian contract. We’ve also got interest from countries as diverse as South Africa and Poland, and we’re talking about partnership offers with several big brand names.

“All this happened as a result of BETA International, it’s great traction for a start-up company. We’re spending a lot of time developing our product range, but we’re certainly hoping to be at BETA International 2020.”

➤ Margaret Donnelly is the managing director of Equilibrium Products, founded in 2000 to design, develop and manufacture equipment and nutrition to improve equine welfare.

They’ve been attending BETA International since 2001, and have exhibited 17 times.

“We had a good year at BETA International 2019,” says Margaret.

“We won an innovation award for our Magnetic Hind & Hock Chaps, giving this new product a strong marketing push.

“Exhibiting the Tri-Zone Impact Sports Boot at the show had an amazing response as it caught so many retailers’ attention, and we sold about 2,000 units. Without BETA International, we wouldn’t have had this springboard.”

➤ Sally Bacon is the UK sales agent

for Danish company Montar A/S, who make equestrian clothing and have just launched anatomical bridles.

International for three. Montar’s owners Birgitte and Morten Hegelund make an annual journey to the show.

“We always take on a number of new retailer accounts at BETA International,” says Sally. “It works as it’s a great opportunity for people to meet the faces behind the brand and build new relationships or strengthen existing ones.

“That’s particularly important for us as the company directors aren’t based in the UK, so BETA International is a real one-stop shop. We hope to be back in 2020!”

➤ David Thomason is the managing

director of Ollard Westcombe (2000), an Irish family business founded in 1850. Brands include Cameo Equestrian (equestrian equipment and clothing for the everyday rider); Eco Rider (bridle and leatherwork); and Apollo Air technical rugs, girths and saddlecloths.

Ollard Westcombe has been attending BETA International “since it was at Sandown Park - however long ago that was!” says David. (The last show at Sandown was 1994, after which it moved to the NEC, Birmingham).

“We did very well at this year’s BETA International. In fact, we signed up sufficient new accounts that the event practically paid for itself.

We’ll be there in 2020 - and we’re thinking of taking a bigger stand.”

The company has been going for eight years and attending BETA

BETA International 2020 is at the NEC, Birmingham on 19-21 January.

Find out more at www.beta-int.com ETN is the show’s only official media partner.

40 | EQUESTRIAN TRADE NEWS AUGUST 2019

WWW.EQUESTRIANTRADENEWS.COM

BETA MEMBERS’ PAGE|ETN

A BIG WELCOME TO OUR NEW TEAM MEMBER! We are thrilled to welcome Agy Mossakowska-Knast as our new admin assistant - replacing Philippa MacIntosh, who has left to progress her career in the hospitality industry.

members’ page

Agy, originally from Poland, has lived in the UK for the past five years. She has an equestrian background and is currently working towards becoming an FEI eventing judge. She also volunteers at lots of horsey events and has assisted at Bramham International Horse Trials over the past four years.

NEWS FROM BETA HQ When preparation is key…

Hurrah! It’s summer and we’re in the thick of our holiday season as many of the BETA team take a well-earned jolly. I’m now back at my desk after a magical week or so in Florida with my husband, Chris, and daughter, Holly.

SAVE THE DATE Please pop the following dates in your diary: 3 October - BETA NOPS Conference

Before I left, we had been very busy making ready for the BETA Feed Conference and getting everything prepped for the Blair Castle International Horse Trials. There is marketing material to produce, prizes to source for the traditional BETA luxury equestrian hamper and plaques to order for the grassroots riders, among a million other things!

This will be our second time at Blair and, if our début last year was anything to go by, we’re in for another cracking show. Having a presence at top events such as Blair really helps us to drive home our messages about rider safety and promote the work of BETA and its members.

* False - they can claim vouchers up to the value of £100

Work is also under way with two of our BETA Business Awards - the SEIB Retailer of the Year and the Stubbs England Nutritional Helpline of the Year. Nominations are now open,

Venue to be confirmed. Further details will be provided shortly.

28 October - BETA Annual Conference De Vere Staverton Estate, near Daventry, Northamptonshire.

True or false?

so, for the next few weeks, we will be busy collating all emails and printing correspondence as it arrives.

Test your knowledge by answering True or False to the statement below. The answer can be found at the side of the page.

Then, of course, we have the Equine Thesis of the Year Awards in October, which are always extremely exciting, as we get to see some of the brightest and best undergraduate research in our sector.

BETA retail members can claim show vouchers up to the value of £50.

Tina Hustler

DON’T FORGET TO MAKE YOUR CLAIM As a BETA member, you can claim a free Overview Report of the National Equestrian Survey 2019. The full Structural Report, offering in-depth data and invaluable insights into riding and buying habits, is available for £200 plus VAT for BETA members.

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 Tricia Nassau-Williams, Field Officer, tricia@beta-uk.org Ann FitzGerald, Secretary, ann@beta-uk.org Deborah Hayward, Press Officer, deborahh@beta-int.com Agy Mossakowska-Knast, Admin Assistant, agy@beta-uk.org

WWW.EQUESTRIANTRADENEWS.COM

EQUESTRIAN TRADE NEWS AUGUST 2019 | 41

ETN|CLASSIFIED

Classified Tel: +44 (0) 1937 582111 Fax: +44 (0) 1937 582778 Email: sales@equestriantradenews.com

CCJs 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.

Conference

Designed by

SAVE THE DATE 3 October BETA NOPS Conference Look out for more information coming soon beta-uk.org

Shop Fittings

Samantha Pheby t/as Meadow Stables Hilltop Meadow Lane Runwell Wickford SS11 7DY £326 South West Stables and Shelters Limited Braeside Nunney Catch Frome £1,026

Katie Webster t/as Ank Dragon Display Advert 90w x 40h.qxp_Dragon Display Advert 90w x 40h 01/06 Bring your display up-market! (without breaking the bank) Makers of shop-fitting systems. for Clothing & equipment: including equestrian centres.

www.dragondisplay.co.uk

Display Systems Ltd

01952 290055

List your website here

For more information call 01937 582111

42 | EQUESTRIAN TRADE NEWS AUGUST 2019

Equine 23 Manor Road Bishops Itchington Southam Warwickshire CV47 2QJ £4,446

Cae Newydd Equine Solutions Ltd Tyn Cae Newydd Waunfawr Caernarfon Gwynedd LL55 4BX £8,040

GC Horseboxes Hall Farm Ashby Road Coleorton Coalville LE67 8FB £1,463 Hay Farm Heavy Horse Centre Limited Hay Farm Steading Crookham Cornhill On Tweed Northumberland TD12 4TR £902 Marinas Whitaker (Sport Horses) Limited Cherry Lodge Malton Road Cherry Burton Beverley HU17 7RA £247 Borland Quarter Horses Coverwell Farm Pillerton Hersey Warwickshire CV35 0QA £866

E D Equine Transport Limited 60A Birley Moor Road Sheffield S12 4WD £773

QC Sporthorses Croft House Cargo Carlisle Cumbria CA6 4AW £10,410

Mustag Equine X-Ray Limited Tan-Yr-Unto Cosheston Pembrokeshire SA72 4US £17,850

Lancaster Animal Feeds Hill View Salmonby Road Tetford Horncastle LN9 6PY £318

WWW.EQUESTRIANTRADENEWS.COM

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Sizes: Shetland, Pony, Cob, Full

NOW £2.50

Summer Sheet

Extra deep 100% cotton summer sheet. Crossover surcingles and double chest straps.

Product Code: C666 Colour: Navy Blue bound Red Sizes: 5’3” - 7’0” WAS £12.50

NOW £7.50

Harlequin Wooden Boot Jack with Tread With rubber tread and rubber lined in-step.

Product Code: 362 Size: One Size WAS £4.25

NOW £2.90

Standard Cotton Lead Rope

Standard cotton lead rope with trigger clip.

PACK OF 10

DEAL £10.00

Product Code: C340 (pack of 10) Colours: Black, Burgundy, Navy, Purple, Raspberry, Royal Blue, Red, Tangerine, Turquoise, Black/Purple, Black/Red, Green/Yellow, Navy/ Red, Royal/Red

Rhinegold Adult Leather Gaiters

Soft leather gaiters with a comfortable elasticated leather panel at the calf for ease of movement and variation in fit

Product Code: 758 Colour: Black Sizes: S, M, L, XL WAS £17.90

NOW £12.50

New P roducts for 2019 There are many new things happening at Snowhill this year, make sure you have a copy of our new catalogue to see for yourself!

Not used us before?

If you wish to place an order, call us on 01243 672323 for a trade application form.

T: 01243 672323 | F: 01243 672424 EQUESTRIAN TRADE NEWS AUGUST 2019 | 43 E: sales@snowhill.ltd.uk | www.snowhilltradesaddlery.co.uk

WWW.EQUESTRIANTRADENEWS.COM

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Product Code: C302 Colour: Navy/ WAS £4.90 Burgundy Size: One Size

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Product Code: 336 Colours: Black, Navy, Red/ Navy, Purple/Black, Red/ Black

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Soft Tubular web lunge rein with swivel trigger clip and loop handle.

Nylon Headcollar and matching lead rope with trigger clip.

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Windsor Supersoft Lunge Rein

Harlequin Headcollar and rope set

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ETN|TITLE

QUALITY AT ITS FINEST 19-21 JANUARY 2020 NEC, Birmingham, UK sales@beta-int.com +44 (0)1937 582111 www.beta-int.com Main Sponsor

TRADE SHOW SUPPORTING THE INDUSTRY 44 | EQUESTRIAN TRADE NEWS AUGUST 2019

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