ETN - Equestrian Trade News - April 2012

Equestrian Trade News

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

April 2012 Volume 36, No 4 Monthly

SAFE & SOUND Latest hats, BPs, footwear

LOCAL HEROES Companies helping the horse world ar e g g min s o o r g t Great w producs Ne tail tip Re

CCJ JAR

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

CONTENTS

Comment Horse & Country TV boss Heather Killen seems to spend more time in court than Rumpole of the Bailey.

Her latest – unsuccessful – legal foray was detailed last month everywhere from Horse&Hound to the Sunday Telegraph, the latter’s heading The millionairess, the horse trials and the almighty legal row summing up its content perfectly.

All of this is easy to find on the internet if you’re so inclined.

In the early, pre-Killen days of Horse & Country TV, there were many unanswered questions about investments made by the various equestrian sports’ governing bodies into the channel. More importantly, what eventually happened to British Showjumping’s, British Dressage’s and British Eventing’s – or rather their members’ - cash.

Thanks to the accounts of Ms Killen’s latest court case, the facts are finally revealed. British Showjumping, British Eventing and British Dressage were persuaded to subsidise Horse & Country TV, then run by Nick Ludlow, to the tune of £200,000.

And it was all written off when the company went into administration, just as Ludlow was taking Killen to court claiming she had unfairly sacked him.

Today, Ms Killen ploughs on regardless, promoting equestrian sport, personalities and businesses on her TV channel – paid for with her own money.

Horse & Country TV may not be perfect, but it’s improving by the month – and it’s the only one we’ve got. Significantly, it’s now giving airtime, publicity and credibility to the equestrian community, instead of sucking resources from it.

We doubt the combative character at its helm has had her last day in court. But perhaps her forthright, open approach is what equestrian sport needs right now.

APRIL 2012

NEWS .............................................................4 PRODUCT NEWS.............................................10 PEOPLE.........................................................14 LETTERS .......................................................15 FEEDING FOR PERFORMANCE Coming first on fibre.......................................16 Feeds with oomph ..........................................18 RETAILER PROFILE Being part of a chain.......................................20 CLOTHING & FOOTWEAR Get buying savvy ............................................23 How pictures sell products ..............................24 Gallery ..........................................................26 LOCAL HEROES Retailers and suppliers that support their local equestrian communities ..................28 SAFETY FEATURE Ask BETA: topical safety solutions....................30 Safest foot forward.........................................32 Latest hats, body protectors and boots .............33 BETA MEMBERS’ PAGE ...................................35 SPONSORS ....................................................36 SLEEK & SASSY Great grooming ideas .....................................38 DOGS AT WORK ..............................................41 CCJ JARGON BUSTER .....................................42 WHAT’S ON ....................................................43

Are you excited about the Olympics – or fed up about the draconian rules that prevent commercially linked mentions of the ‘O’ word – unless you happen to have a Macdonald’s or Coca Cola sized sponsorship budget?

Never fear – the Queen’s Diamond Jubilee is here!

Celebrating our Monarch’s 60 years on the throne is the perfect excuse for bringing out the bunting, flying the flag and getting all patriotic.

Talking of which, full marks to BETA for marking the occasion with a limited edition, union flag themed BETA badge – generously given free to all members.

Liz Benwell

SADDLERY MATTERS Are we underselling British saddlery?..............44 COUNTY COURT JUDGMENTS ..........................46 FRONT COVER: This performance body protector from Rhinegold is tested and approved to the European Standard EN 13158:2009 and the BETA 2009 Body & Shoulder Protector Standard Level 3. Trade prices are from £37.50 each for adult sizes and £34.50 for children’s, with volume discounts available. For more information, contact Snowhill Trade Saddlery on tel 01243 672323, email sales@snowhill.ltd.uk website www.snowhilltradesaddlery.co.uk For more new products and special offers, see the advertisement inside the back cover of ETN.

Retailer training on offer HORSEHAGE and Mollichaff stockists are offered training programmes to expand and refresh their knowledge of the ranges.

The sessions cover all the information retailers require to answer customers’ product and feed enquiries.

Free training booklets are provided, on completion of which retailers receive free framed certificates and a HorseHage/Mollichaff branded ‘Feed Adviser’ polo shirt (pictured).

E-retailer has Europe in its sights YORKSHIRE based equine health product retailer Equinaide has launched a new ecommerce website at www.equinaide.com.

Brands stocked include Keratex, Robinsons, Multicare, Equilibrium and Wendals and products such as Vetrap, Animalintex, Equi-Ping and Hibiscrub.

The website encourages customers to sign up to receive newsletters for offers, updates, new products and competitions.

Owner Gwen Collingridge says her customer base already covers the UK, Europe, Australasia and South Africa, and that her mission is “to make Equinaide the number one place to source equine health products here in the UK and the EU.”

POLITE sponsorship Julip has new for mounted officers investment NORFOLK Constabulary officers who undertake horseback patrols are being sponsored with the POLITE high visibility range by manufacturer Equisafety.

The items have been re-branded to include the Norfolk Constabulary badge and the word ‘police’.

“I was thrilled when I was contacted by World Horse Welfare’s field officer and former PC Jacko Jackson who told me about this exciting initiative,” said Nicola Fletcher, managing director of Equisafety, “I was pleased to offer sponsorship, in the form of clothing, to the riders.”

The officers are the police’s ‘eyes & ears’ in the countryside. They help tackle crime but are not used to police riots, control public order and large-scale demonstrations.

“It’s an ideal relationship, as the riders and their horses are kitted out in hi-visibility apparel from the POLITE spring/summer 2012 range – and as the riders are voluntary and using their own horses, no monies have had to be found from the ‘public purse’,” added Nicola.

The jackets, rugs, saddle cloths and accessories were presented to Richard Tallent, Becky Taylor, Nicola Rix and Edward Arbuthnot at World Horse Welfare’s (WHW) Hall Farm in Snetterton. They were also awarded their competency certificates

by Chief Superintendant Nick Dean of Norfolk Constabulary. Nicola Fletcher of Equisafety and Jacko Jackson of WHW were also present.

Two of the officers are pictured in their customised POLITE high visibility apparel.

JULIP Horses, back at BETA International 2012 after a ten-year absence, has new investment and “great plans” says owner Annabel Levaux (pictured).

Established in 1945, this is one of Britain’s oldest, independent toy companies, and is believed to be the world’s first dedicated model horse company.

Annabel, a keen rider, is only the third owner during Julip’s 66 year history.

“The 1/12th range has delighted generations with its attention to detail, quality and creativity.

With new investment in the business there are great plans ahead for Julip,” said Annabel.

Irish outlet for Italian brand ITALIAN clothing brand Equiline Italia has appointed Darragh Equestrian as its Irish distributor.

“We’re delighted to have won the confidence of Equiline and encouraged by the interest that has already been shown in the Irish market,” said Darragh Equestrian’s managing director Helena Walsh.

Irish international riders Billy Twomey and Cian O’Connor endorse the Equiline Italia brand.

ADVERT INDEX

Equestrian Trade News Stockeld Park, Wetherby, West Yorkshire LS22 4AW Tel: 01937 582111 Fax: 01937 582778 – Sales Email: sales @equestriantradenews.com Website: www.equestriantradenews.com Publisher: Equestrian Management Consultants Ltd Editor: Liz Benwell Email: editor@equestriantradenews.com Tel: 0845 6185007 Advertising Sales: Nicki Lewis Email: sales@equestriantradenews.com Tel: 01937 582111 Fax: 01937 582778

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).

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. Design & Print: G.H. Smith & Son, Market Place, Easingwold, North Yorkshire YO61 3AB Tel: 01347 821329 Fax: 01347 822576 Email: etn@ghsmith.com Web: www.ghsmith.com

Advertising Copy: Nicki Lewis Email: sales@equestriantradenews.com Tel: 01937 582111 ISSN 1462-9526

4 APRIL 2012 EQUESTRIAN TRADE NEWS

Animalife...........................................................3 Airowear .........................................................33 Asmar Equestrian...............................................7 Barrier Animal Healthcare.................................40 Buffera Ltd.......................................................22 Carrots UK Ltd .................................................25 Charles Owen ..................................................21 Classified.........................................................45 Estribos ...........................................................26 Finest Brands International ...............................31 GWF Nutrition .................................................15 Horse World Live .............................................11 Hows Racesafe ................................................32 B Jenkinson & Son ...........................................19 Maingate.........................................................13 Maxavita Equine Health Ltd..............................17 Mountain Horse...............................................23 Net-Tex............................................................37 Saracen Horse Feeds......................................OBC Sherwood Forest Ltd ........................................27 Soake Farm Equestrian Ltd................................14 South Essex Insurance Brokers............................5 Snowhill Trade Saddlery ..................................IBC Supreme Products ............................................38 Trilanco .............................................................9 Westgate EFI...................................................IFC Worklite Ltd.....................................................24 W F Young Inc .................................................39 Web Directory..................................................46 www.britishequestriandirectory.com .................43

www.equestriantradenews.com

The book is back

AT THE FORUM: The 20th National Equine Forum (NEF), held last month at a new venue, the Institution of Mechanical Engineers in Westminster, was attended by more than 200 influential members of the equestrian industry, including NEF President HRH The Princess Royal, leading equine vets, international riders and trainers and equestrian trade business leaders.

Pictured, from left, are Jeremy Brereton (Mars), Tim Smalley (Bedmax), Ian Hassard (Dengie), Andy Haines (Redpin), Nicky MacKenzie (SEIB), Chris Gordon (Dodson & Horrell), Claire Williams (BETA) and Katie Williams (Dengie). Photo: Craig Payne Photography (www.craigpayne.co.uk).

THE Trade Suppliers Directory (TSD) is to reappear in print to complement its online counterpart at www.britishequestriandirectory.com.

The glossy, A4 publication is packed with suppliers’ websites, email addresses, brands and product listings, making it the retailer’s ultimate reference guide.

TSD is published in June, goes free to BETA Retail members and can be purchased by others in the trade at £16 (UK), £18.50 (Europe) and £20.50 (rest of world).

The printed version of TSD is returning due to popular demand, according to the publisher. The last one was dated 2010/2011.

‘Crowdfunding’ could reap £125k cash injection MULTI-CHANNEL retailer Countrysmiths Limited aims to raise £125,000 working capital in exchange for 15% equity through Crowdcube (www.crowdcube.com) in what’s known as a crowdfunding initiative.

Unlike angel investment, raising venture capital or applying for a bank loan, crowdfunding involves businesses tapping into Crowdcube’s near 11,000 investors and making a pitch.

“It’s an alternative finance route for Countrysmiths as a small business rather than having to deal with the current banking system,” said Wayne Munday, managing director of the retailer that was an SEIB Retailer of the Year finalist at the 2012 BETA Business Awards.

“The underlying value proposition of our pitch is based around building a supportive community of investors, with a direct interest in the market we serve as well as possibly becoming customers for our products and services,” he added.

Already there’s a Countrysmiths Investor Club Card available offering tiered levels of discount on purchases, plus exclusive monthly offers and hospitality at Countrysmiths events.

Is ‘compact’ the way to go?

HORSECARE supplier Net-Tex has launched a ‘compact’ collection of 14 of its best-selling products, with each retailing at under £5.

Described as an eye-catching, space-saving solution for retailers, the range of mini versions becomes available this month (April). It’s being promoted to consumers as ‘buy five for £20’ and is supported by various retailer incentives.

“The small units will be ideal for all sectors of the market from Pony Club campers through to professionals who require space-

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saving options on the lorry, show bag or tack box - or horse owners on a budget or impulse shoppers who just can’t resist a bargain,” said Serena Kidd of Net-Tex. “It’s the only complete mini range available that covers the entire market. It gives everyone the chance to try, before investing in the larger size and is an all inclusive product range.”

Pictured are Lynn Russell products from Net-Tex’s compact mini range.

“We listened to requests and agreed that there was a definite case for a dual-format [print and online] directory,” said Claire Thomas, commercial manager of Equestrian Management Consultants, publisher of the TSD and a wholly owned subsidiary of BETA. “The directories contain identical information – the only difference is how it’s accessed.”

Advertising and enhanced website packages will be linked across both versions.

Inclusion in the online and printed TSD is free and reaches a trade-only audience.

For more details, including advertising information, contact Lynn Pattison, telephone +44 (0)1937 582111 or email tradefair@beta-int.com.

Exports on the up THE privately held Tangerine Group has announced a 43% increase in post-tax profits to £810,000 for the year ended 30 June, 2011.

While its domestic market remained relatively static, the manufacturer of supplements for farm and companion animals, including horses, saw international sales increase by 22%.

The group’s equine businesses - Carr & Day & Martin and Day, Son & Hewitt saw year-on-year growth, with Carr & Day & Martin expanding internationally.

Equestrian opportunity at new lifestyle retail park EQUESTRIANISM is among the sports to be catered for at a new lifestyle and outdoor pursuits development due to open in the Cotswolds in 2013.

Property developer Eagle One has just achieved planning permission for the project to extend Evesham Country Park. Work is due to start later this year.

The facility of 140,000 sq ft and 46 retail units will focus on outdoor leisure outlets including equestrian, cycling, fishing, skateboarding and golf as well as clothing and footwear.

There will also be restaurants, 860 car parking spaces plus an onsite ‘try before you buy’ exhibition area for retailers to offer practical demonstrations.

The 125 acre Evesham Country Park already attracts 1.24million visits per year.

Manefaire wins ETN hamper

Horseware struts its stuff for charity

SHOW jumping took a back seat one evening during the Winter Equestrian Festival in Wellington, Florida, for a fashion show organised and sponsored by Horseware Ireland for the humanitarian charity JustWorld.

‘Strut! Fashion for a Just World’ raised more than $10,000 to benefit JustWorld’s project sites in Brazil, Cambodia, Guatemala, and Honduras.

The not-for-profit organisation works for positive change in the developing world by helping impoverished children.

Horseware founder Tom MacGuinness came up with the idea of holding the fashion show last year to launch to the new Pessoa clothing collection available from the Irish based company. Other brands featured included Le Fash, Asmar Equestrian, Pikeur, GPA, Konigs and Ariat.

Horseware also donates a portion of every fly sheet it sells to supply mosquito nets to JustWorld’s Cambodian projects.

New retailer for Cornwall HACKS is a new country and equestrian store opening in Saltash, Cornwall.

Proprietor Sue Sturton is an equestrian enthusiast who previously ran a contemporary art gallery. As well as equestrian clothing and equipment, Hacks will be stocking a wide range of shooting clothes aimed at the 18-35 age bracket.

“Equestrianism and field sports are about enjoying and appreciating the great British outdoors, having fun and being with friends,” said Sue.

Among the brands at Hacks are Aigle, Ariat, Caldene and Townend, along with horse and dog feed, tack and equipment.

“Our position in an area with its rich equine and shooting population, and by-passed by people on their way to holiday destinations in Cornwall, right next to Waitrose, is perfect,” Sue added.

Hacks is at Units 21-22 Prideaux Close, Tamar View Industrial Estate, Saltash, Cornwall, PL12 6LD. Tel 01752 842151

6 APRIL 2012 EQUESTRIAN TRADE NEWS

KAREN Matthews, of Manefaire, scooped the winner-takes-all ETN prize draw run from our stand at BETA International 2012.

Saying how she would like to thank all suppliers who donated products, Karen added: “I was absolutely delighted and astonished to find out I had won this amazing array of items,” Karen opened the retail business in Bishop’s Stortford, Herts, last November, so winning £1,000s worth of new stock was clearly welcome.

“This was our first trip to BETA International. I thoroughly enjoyed making new contacts and seeing the diverse range of concepts available,” added Karen.

She also revealed that Manefaire has plans to launch its own brand of equestrian attire.

BETA International 2012 exhibitors and advertisers in ETN’s February issue were invited to donate products and/or vouchers for products. The generous companies who made this such a fantastic prize were: Abbey England Absorbine Airowear Alan Paine Knitwear Ltd AloeRide® /Santé Franglais Barnsby Battles Beaufeeds britishequestriandirectory.com Belstane BETA Brian Thornhill Insurance Buffera Classic Show Jumps Craghoppers Equestrian Supplies Equisapiens ETN Faulks Fyna-lite Grays of Shenstone

Greenans Horseware Horze B J Jenkinson L S Sales (Farnam) Ltd/ Leslie Sutcliffe Puffa PureFlax Regatta Rugs ‘R’ Us S S G Gloves Schockemöhle Sports Sebago Silverfeet Smart Grooming Toggi/Champion TopSpec Torq Your Horse / Horse Deals Zilco

Petindex trade show is axed PETINDEX, the pet trade exhibition integral to the Glee show, has been axed.

Potential exhibitors will instead be invited to participate in the main Glee show, to be held at the NEC, Birmingham on 17-19 September.

The Petindex exhibition licence between the Pet Care Trust Association (PCTA) and Glee’s organisers, Emap Connect, finishes with immediate effect. However, as part of Glee’s new agreement with the PCTA, its members will continue to receive a 12.5% discount on exhibition space at Glee in 2012 and beyond.

The PCTA, which retains ownership of the Petindex brand, is said to be considering options for its continuation and development. www.equestriantradenews.com

Trilanco “so proud” to be Supplier of the Year “They are an easy company to deal with. They have good stock levels, excellent customer service and friendly staff with a ‘can do’ attitude.”

Such was the judges’ high praise for Trilanco, winner of the ETN sponsored Trade Supplier of the Year, one of the series of 2012 BETA Business Awards.

The Poulton-le-Fylde based wholesaler distributes a number of own brands such as Z-itch, Easidri, ProTack, ProStable, Bitz and MacTack.

“We are so proud to win this award,” said Martin Balmer, managing director. “We were really pleased to be nominated and although we always hoped that we’d win, we were overwhelmed when our name was read out. Everyone in the company is absolutely delighted.”

Trilanco supports its retail customers with a number of initiatives, including bi-monthly e-shots containing the latest offers, a fleet of its own delivery vehicles, same day despatch, a new e-shop and a catalogue in trade and counter copy versions.

Making sure all staff receive on-going product training is another company policy.

“We continually invest in our internal infrastructure too,” said Martin. “We’ve introduced barcode scanning to help ensure order accuracy levels are high, developed in-house software to allow customers to search by key words, manufacturer or product code, and we’ve recently installed a new fibre optic cable to ensure our e-shop is fully supported.

“We’re regularly told that we’re the friendliest team around, and that’s something we are really proud of - and something we think our customers really appreciate.”

Trilanco supplies more than 9,000 products across the UK and beyond to retailers ranging from tack shops to country stores.

Pictured are Lisa Balmer (second left) and Martin Balmer receiving their Trade Supplier of the Year award from Nicki Lewis (left) and Liz Benwell of ETN.

Charles Owen acquires Airowear RIDING helmet manufacturer Charles Owen & Co. (Bow) has acquired body protector specialist Airowear.

Airowear will continue to operate independently of Charles Owen from its Northumberland location. Its existing team of sales representatives will remain in place.

Charles Owen will still develop its own line of body protectors.

Its flagship product is the Kontakt 5, currently the official body protector of the United States eventing and driving teams.

Treeless saddle company for sale DREAM Team Products, UK distributor of Torsion and FreeForm treeless saddles plus its own Dream range of accessories, is on the market.

Birgit Michaux (pictured), a former City investment banker who established the company 15 years ago, is selling up to move to New Zealand.

“It’s time for a professional to take over to get the business to the next stage,” she told ETN. During the life of Dream Team Products, Birgit has become a respected educator on treeless saddles and has, she says, formed good working relationships with more traditional saddlery bodies such as the Society of Master Saddlers (SMS).

“I would be very comfortable for any Master Saddler to take on the business as well as anybody who wanted to make their dream come true and talk to horsey people all day long,” she added.

“I am open-minded as always – as long as it’s good for the horses.”

8 APRIL 2012 EQUESTRIAN TRADE NEWS

NEWS IN BRIEF •

MONARCH Equestrian has built 48 stables and 96 stalls for the King’s Troop’s new barracks at Woolwich. Before the move, the King’s Troop had been based in St John’s Wood since 1947. Monarch Equestrian also supplies the stabling for BETA International’s horse demonstration arena.

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LEADING eventer William Fox-Pitt is to perform a masterclass at the new HorseWorldLive to take place at ExCel, London on 16-18 November 2012. The consumer show – to take in what will be an Olympic venue - will also host a qualifying round of the new-look Express Eventing series leading to its 2013 final.

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INTERNET feed retailer Efeed.co.uk has added a poultry feed section to its online store. “Keeping poultry, chickens in particular, is becoming more and more popular,” says proprietor Sarah Hughes.

“Many of our equestrian customers also have chickens, ducks, geese and other fowl on their yards and farms, and extending our service to provide feed for these animals seemed like a logical step.” Current stock includes the Smallholder Range, Fancy Feed Company, Heygates Country Feeds and Organic Feed Company.

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Buff is celebrating 20 years of creating innovative headwear with a new logo. The fresh design will be launched in the UK and Ireland to coincide with Buff’s new catalogue due to appear in August.

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GWF Nutrition reports a 20% rise in sales of its Equilibra 500 + Omega 3 feed balancer since its re-launch last year. A 20kg bag has an RRP of £23.99 which equates to 60p per day to feed a 15-16hh horse.

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STEVE and Belinda Tooley are the new owners of Forrest Feeds at Edingley near Newark, Notts. The couple has taken over the business from Jim and Julia Forrest who have retired to live in York.

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PEGASUS Health’s own brand, ‘no frills’ supplements are now available to the trade through Battles.

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YORKSHIRE retailer Ride-Away has introduced a website that enables customers to shop from their smartphones. “We’re always looking at ways that we can improve our service and make it easier and quicker for our customers,” said proprietor Angela Clark. RideAway has a 15,000 sq ft superstore in Sutton-on-the-Forest near York.

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A WELSH harness racing association, Ceredrotian, has secured a grant to promote the sport to spectators and supporters. The cash was awarded by Ceredigion County Council through the Welsh Government within the Wales Rural Development Plan, the European Agricultural Fund for Rural Development and the Welsh Government Fund. Ceredrotian represents four clubs in Ceredigion and was required to demonstrate that harness racing has a strong, historical tradition in the county and that promoting it could boost tourism to the area.

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A facebook campaign by Suregrow raised £600 to support the work of the Equine Grass Sickness Fund (EGSF).

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PFIZER Animal Health and The Hippolia Foundation – a network of leading French equine institutions together with international partners – are collaborating to accelerate advancement in innovation on the diagnosis, treatment and prevention of equine disease. The Hippolia partner organisations and Pfizer are initially investing more than $5 million over three years.

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“Like nothing else ever seen...”

There’s a hot new property in equine boots. ETN finds out more about Kentucky Horsewear.

K

entucky Horsewear was established only in August 2010. Yet the protective boot brand can already count the likes of Bettina Hoy, Lars Nieberg and Laura Collett among its devotees.

More significantly than a handful of star names, the collection is selling strongly throughout Europe, the USA and Australia. It reached the UK last month and is wholesaled by Equiport, better known as an upmarket retailer.

The name Kentucky Horsewear sounds familiar because it’s a licence of the famous German clothing brand Kentucky Reitmoden which dates back to 1961. Both companies are run separately, but share the brand name/logo and distribution network worldwide.

Kentucky Horsewear’s offices are in Belgium, under young entrepreneur, owner and managing director, 29 year old Thomas Tuytens (pictured).

Thomas, who’s a decent event rider, studied marketing in Breda, Holland before moving to China at the age of 23. There he opened the Shanghai office of Concordia Textiles, his Belgian family’s business that specialises in manufacturing technical fabrics such as Cordura and Kevlar for military, medical and workwear applications.

In 2007, Thomas oversaw the opening of a production plant in Suzhou (China) for Concordia Textiles. The group currently has an 80€ million turnover.

Horses and textiles Two years later, with access to some of the world’s most exciting modern materials and industry experts - not to mention his contacts in the horse world, Thomas set about developing “horse boots like nothing else ever seen before.”

Twelve months on, he acquired the Kentucky Horsewear licence in Germany plus worldwide exclusivity of three patented fabric technologies - D3O, Solimbra and Recuptex.

“My focus has always been to specialise in exceptional horse leg protection and to become, in time, hopefully a benchmark to which other brands aspire,” Thomas told ETN. “As the UK is by far the world’s biggest equestrian market in English riding, we wanted first to go into smaller markets. You only get one introduction, so it better be a good one! That’s the reason why we decided to enter the UK market as one of the last.”

With a growing collection of protective and therapeutic horse boots, will Kentucky Horsewear explore other product areas in the future? Body protectors, for example, spring to mind...

“Never say never,” said Thomas, “but Kentucky Horsewear really wants to focus and be the reference in horse leg protection worldwide.”

The tech spec Kentucky Solimbra D3O Eventing Boots contain D3O, a patented material favoured for motorcycling clothing, sportswear and stunt apparel. D3O locks together on immediate impact to absorb and disperse energy from a strike or blow, then instantly returns to its flexible state. This is the first time the material has been used in a horse boot.

10 APRIL 2012 EQUESTRIAN TRADE NEWS

The anatomically designed, lightweight boots also feature a laminated Solimbra outer. This material is waterproof, UV resistant and oil repellent – so the boots remain dry and lightweight whatever the weather and ground conditions. Because Solimbra is breathable, it allows for heat release from around the tendons too.

Kentucky Eventing Boots are said to be the first to protect the fetlock while featuring polyethylene strike guards and a breathable neoprene lining. Velcro straps keep the boots in place, while soft suede binding reduces the risk of rubbing.

Available in brown and full size only, front boots have an RRP of £130 per pair with back boots at £139. t UK distributor Equiport 01565 723 525.

Fly rug with spiritual links THE new Haint Blue Snuggy Bug Body from Snuggy Hoods is of an unusual colour – with fascinating origins.

Haint Blue, found across the Deep American South, is a favourite shade with which to paint porches and roofs (see picture).

The tranquil hue arrived from America with African slaves who were brought there to work on the plantations.

They also bought with them their traditions and beliefs including a fear of haints restless spirits trapped between the world of the living and the dead. However, haints cannot cross water; so Haint Blue was created to deter them and protect the homestead.

Haint Blue is relevant to horses as insects reportedly perceive the colour to be never-ending sky, so don’t settle on it. It’s also said to have a calming effect on horse and human.

The Snuggy Bug Body is a headless rug offering protection from poll to tail. It includes a belly flap, lined hood and tail guard which wraps around the dock and a tail flap. It’s elasticated behind the ears to prevent unwelcome guests, and an optional Sweet Itch Head is available.

In sizes 4’6 to 7’, the RRP is £155.00. t Snuggy Hoods 01225 783399. www.equestriantradenews.com

More muscle

The best start in life

M Power supplement from NAF is new to the UK market but widely acclaimed on the continent.

Rich in amino acids, the building blocks of protein and important for healthy muscle tissue growth, M Power also contains naturally sourced anti-oxidants which work together with herbal ingredients towards healthy muscle function.

Vitamins and trace elements needed for performance are added, plus targeted nutrients, including live yeasts, to optimise the digestive process, enabling efficient use of the muscle building ingredients.

M Power is designed to support muscle development in young, growing horses or any horse following time off work or showing signs of muscle wastage. It can also help maintain optimum muscle strength, power and stamina in fit competition horses.

900g M Power provides a 30 day supply and has an RRP of £65. t NAF advice line 0800 373106.

WITH foals arriving thick and fast, it’s good policy to stock up on products designed to give new-born equines the best start in life.

Net-Tex’s 30gm Foal Care oral syringe provides an instant energy boost and anti-bodies that protect against e-coli, salmonella, rotavirus and coronavirus.

Administered as soon as possible after birth, this product helps the foal to ward off the scours and rapidly develop a healthy and stable gut flora.

It also encourages foals to suckle and gain weight.

Recommended for all new foals, the RRP is £19.99.

If a foal is born weak or small, is rejected by its mother or unable to suckle, Whole Colostrum is a balanced, nutritional replacement feed for foals that have had little or no natural colostrums [first milk].

Whole Colostrum has an RRP of £45. t Net-Tex 01474 816205.

Everyday range fights disease AN additive introduced to everyday equestrian items from grooming brushes to feed buckets can combat strangles, ringworm, e-coli and mycotoxins.

KBF99 antibacterial stable and grooming products, new from Vale Brothers, have been shown in scientific trails to reduce harmful bacteria and fungus thus lessening the chances of disease being transmitted from horse to horse.

KBF99, which remains effective for at least two years, can be included on any plastic product with no risk of staining or leaving chemical residue.

The additive, rich in nitrogen molecules carrying a positive charge, coats the surface with molecular strands (tiny spikes or swords).

Bacteria, fungi, algae and mycotoxins carry a negative charge and so are attracted onto the spikes where the surface membrane is ruptured, killing the cell.

In addition, the negative charge of the bacteria and positive charge of KBF99 means the cell is also electrocuted.

Laboratory tests at Coventry University resulted in KBF99 material killing more than 99.99% of strangles bacteria culture on 15 brush fibres within eight minutes – 95% more effective than non treated fibres.

Research is on-going. Vale Brothers told ETN it intends to commission tests against mud fever, rainscald and thrush in the future. “It is known that KBF99 is very affective on numerous bacteria and fungi but until tests are carried out, conclusive scientific claims cannot be made,” said a spokesman.

A range of 22 KBF99 products is available including mane combs, brushes, mangers, shavings forks, feed scoops and salt lick holders.

RRPs are from £2 to £20, a dandy brush for example costing £13.50. t Vale Brothers 01922 624363.

Your customers will be converted!

RHINEGOLD Silicone Plaiting Bands are superstretchy yet don’t go brittle like rubber bands.

Try them and your customers will be converted!

Supplied in handy tubs of approximately 1,800 pieces and in a choice of black, white, brown, silver or gold, they are available to the trade at just £2.90 per tub. t Snowhill Trade Saddlery 01243 672323.

12 APRIL 2012 EQUESTRIAN TRADE NEWS

Jacket is flattering fit NEW for 2012, this Ladies Show Jacket from Shires Equestrian is tailored for a flattering fit.

With double back vents, it also has a silver edged, velvet collar and pocket trims plus antiquelook metal buttons.

The hand-washable, polyester Ladies Show Jacket comes in black/silver or navy/silver, sizes 30” to 42”. The RRP is £54.99. t Shires Equestrian 01568 613600.

Dual action for tired muscles LINIMENT, new from Carr & Day & Martin, uses five natural ingredients to combat inflammation and pain.

The formulation provides a heating or cooling sensation, dependent upon the method of application. It can be applied neat to massage, as a brace or diluted with water to be used as a refreshing rinse.

Liniment contains up to 57% more menthol than other competing brands, says the supplier, and is safe for use in competition. t Carr & Day & Martin 0845 500 4040.

All about barefoot horses A BOOK that aims to enlighten horse owners about keeping horses ‘barefoot’, and details the use of hoof boots, launches this spring.

The Barefoot Horse: An Introduction to Barefoot Hoof Care and Hoof Boots by Lucy Nicholas is published by J.A. Allen at £15.99.The author, co-proprietor of natural hoofcare wholesaler Trelawne Equine, provides straightforward, impartial advice on the subject.

The book covers the importance of equine diet and exercise in the maintenance of healthy hooves.

Barefoot boots are discussed in detail. t CBS 01892 837171 www.equestriantradenews.com

Insurer gets tough on ‘barefoot’ horse claims A LEADING equine insurer has warned that it may reject claims involving horses’ feet when the animal has had hoof care from anyone other than a registered farrier.

NFU Mutual’s move is clearly directed at owners who choose to keep and ride horses without shoes and often use so-called ‘barefoot trimmers’ to tend to their Barefoot: but who should manage it? horses’ feet.

“We fully support owners who choose not to have their animals shod, which is why our policy wording refers to ‘regular foot care' rather than ‘regular shoeing’,” Nicola Whittaker, of NFU Mutual told ETN. “We refer to a 'registered' farrier to avoid unregistered and unqualified farriers carrying out farriery - which is illegal under the Farriers (Registration) Act 1975. In this way, we can be certain that the person caring for the horse’s feet has the appropriate qualifications and experience.

“Should a policyholder choose to use someone other than a registered farrier to provide foot care for their animal, then in the event of a claim involving or related to the foot, NFU Mutual could repudiate the claim.

“If a claim related specifically to the horse’s foot, for example, in the case of lameness due a foot imbalance, then NFU Mutual would want to reassure itself that the person who had carried out any shoeing or trimming of the horse’s feet was suitably trained and qualified to provide this care and had not inadvertently contributed to the problem.”

Trimming and management ETN asked Lucy Nicholas, of natural hoofcare distributors Trelawne Equine, to respond.

She said: “We fully support the ethos that only experienced and knowledgeable people should manage horses’ feet.

“The issue isn’t really black and white however, as where hoof management and rehabilitation is concerned, a successful outcome very much depends on the skillset and knowledge-base of the individual practitioner, not necessarily their qualifications.

“Barefoot trimming, diet and management, as far as I am aware, is not currently taught as part of a farrier’s syllabus, and it is widely acknowledged that there are differences between the trim a farrier will do to prepare a hoof for a shoe or a horse at rest, compared to that required for the optimal working bare hoof,” said Lucy whose new book The Barefoot Horse – an introduction to barefoot hoof care and hoof boots is just out. See page 12.

“I believe that owners must work with a hoof care practitioner that comes highly recommended and demonstrates the criteria outlined in the NOS (National Occupational Standard) set out for this industry.

“Fortunately, correctly trimmed and managed barefoot horses are seen often to experience drastically less pathologies and lameness than shod horses, because their management programme is optimised for long term, ‘whole horse’ health and soundness. Plus, any lameness is generally spotted earlier in the barefoot horse, as metal shoes can ‘hide’ foot sensitivity and pain.

“So it is likely there will be many less insurance claims made by barefoot horse owners than owners of shod horses. In terms of NFU’s ethos that only farriers should manage a barefoot horse, this is not an ethos that we would support.” www.equestriantradenews.com

• Having worked for E. Jeffries for 22 years, latterly

as sales director, Dave Darley left the company on 20 March for a new job in Brisbane, Australia.

The affable Dave, who began with the Walsall saddle-maker as a sales rep, is heading down-under to work for equestrian distributor Tallahesse. With an enviable territory stretching along the Gold Coast and including New South Wales, Dave will be promoting Speedi-Beet, farriery equipment, saddlery and pet products.

“It was one of those one-off opportunities,” he told ETN, “and when my visa came through, I thought, well, it may never come my way again. I’d like to thank all those in the industry who know me for their support and friendship over the years.”

• Lisa Egan has joined Westgate EFI as area sales manager for the eastern counties. Having ridden as a child, Lisa worked with horses and gained her BHSAI before moving into the recruitment industry five years ago. She still rides and has a four year old she hopes to event. “I’m really enjoying working for WEFI, it’s an absolute pleasure getting out and meeting the customers,” said Lisa.

• Dean Dibsdall,

farrier, part-time model and winner of Channel 4’s Playing It Straight series, is the subject of a Horse & Country TV documentary running this month. The 28 year old from Bedfordshire won £25,000 in the matchmaking reality show.

His new series is called Dean Dibsdall: model farrier.

• Nikki Collins has become

Spillers’ second travelling nutritionist, joining Isabel Harker.

Nikki, who has been an area sales representative with the company for seven years, covers the west of the UK and Isabel the east. Both travel to yards with portable weighbridges to give feeding advice.

• Tracey Morley Jewkes,

formerly with Fly Away, has joined Belstane Marketing.

• Allen & Page has made

two new appointments.

Briony Mitchell has joined the Norfolk based company as an equine and animal nutritionist, working across all three brands – Allen & Page, The Smallholder Range and The Organic Feed Company. Briony recently completed an Equine Science thesis at the Royal Agricultural College in Cirencester on nutrition and weight and condition monitoring techniques. “I’m keen to put my practical and theoretical skills into practice in a commercial environment,” she said.

Meanwhile Equine Sports Science graduate Rachel Harrison joins Allen & Page’s nutrition team and is manning the helpline. “I’m excited to see the diverse range of enquiries that we get as well as learning more about the product development and nutritional research that goes on behind the scenes,” said Rachel who has equestrian retail experience.

• Olympic gold medallist

and heptathlon champion Denise Lewis has joined two Highclere Thoroughbred Racing syndicates. She recently visited trainer Richard Hannon in Wiltshire to watch her horse, Tassel, work. The filly, pictured with Denise, was purchased at the Doncaster Bloodstock Premier sale for £42,000 in August and looks to be a precocious two-year-old in the making.

14 APRIL 2012 EQUESTRIAN TRADE NEWS

www.equestriantradenews.com

Disillusioned with suppliers

BETA International put us on the map

Dear ETN,

Dear ETN,

As a retailer new to the equestrian industry, I’m becoming disillusioned with some trade suppliers.

As first-time exhibitors, we wanted to thank the helpful staff at BETA International.

Since opening in September, I’ve had numerous requests from the public who have accounts – or say they have friends who have accounts – with certain suppliers asking if I too can obtain items for them at trade prices.

It seems that some suppliers do very rigorous checks to verify trade status. I am still on pro-forma payment with some, and that’s fine. With others, you can obtain a trade account over the phone.

I wonder if this is a nationwide problem or a local one?

We lost count of how many visitors we had to the stand – a lot of them we didn’t even get to see or talk to, we were so busy. Many people said they’d come to find us because they’d read about us in ETN. We had people from all over the world wanting to buy our kit and we had a lovely deputation from the Society of Master Saddlers.

Exhibiting at BETA International has created many leads, orders and interest that would otherwise have taken years for us to gather together.

ETN and BETA International have put us firmly on the map - the map of the world!

Yours etc

Yours etc

Disillusioned in Scotland (name and address supplied and withheld)

Clare Albinson and Lyndsey Scott, The Perfect Fit Saddle Fitting Kit, by email.

ce

...And a buyer’s experien

y, is a new Our business, First Saddler ivity Centre shop based at Rowallan Act ouraging enc was it h, suc As e. in Ayrshir aged our enc and ived to be so well rece having to out with ts duc pro k stoc to make massive orders. a show Because we are based at Inside the new First to keep upd nee lly ecia centre, we esp dlery shop – well Sad lly nkfu Tha ts. to-date with new produc d following a visit cke sto d vide al pro BETA International. to our trip to BETA Internation we needed. us with all the information was a trendy Of particular interest to us new bit range, & Co, Stubben UK with a Jo ry clothing range from Har cliffe with new Sut lie Les , rug w sho ler/ coo HossUK with an innovative ge. ran ar twe foo with a lovely competition hats and Tuffa e supported us to the companies that hav We also owe great thanks hospitality at r thei for our business and during the initial set-up of BETA International.

International 2013!

We look forward to BETA Yours etc

Meikle Mosside, Rowallan Activity Centre, Alex Scott, First Saddlery, .

Fenwick, Ayrshire, KA3 6AY

ETN welcomes letters to the editor. Please write to The Editor, ETN, Stockeld Park, Wetherby, LS22 4AW or email editor@equestriantradenews.com Correspondents are asked to supply their name and business name; requests to publish letters with name withheld will be considered individually. Please note that letters may be edited for reasons of space and clarity. www.equestriantradenews.com

EQUESTRIAN TRADE NEWS APRIL 2012 15

Coming first on fibre...

While high fibre diets are commonly used in competitive endurance riding, other performance horses also benefit from more fibre in their rations, says Dengie senior nutritionist Katie Williams, MSc (Dist) R Nutr.

Why do endurance riders use high-fibre diets?

Endurance riders require the horse to work at relatively low intensities for prolonged periods. Most of the time, the horse is working aerobically, which simply means there is sufficient oxygen to break down the fatty acids produced from fibre and oil.

varies, which, in the case of hemi-cellulose, is partly because it is made up of a varying collection of sugars that differ according to the plant type in which it is present.

For example, alfalfa contains hemi-cellulose that is more digestible to non-ruminants such as the horse than the hemi-cellulose found in grass.

This is one reason why horses might ‘do’ better on alfalfa rather than grass-based forages.

performance horses some carbohydrates are fed. Very fit horses often have reduced appetites, so it becomes difficult to get them to consume sufficient fibre to meet their energy requirements.

Using palatable fibre sources that contain added herbs such as Dengie Alfa-A Molasses Free

But can horses working at high intensity benefit from fibre as an energy source?

The energy supplied in Alfa-A Oil is comparable with a competition mix but in a slow-release form.

This is why feeds such as Dengie Alfa-A Oil are ideal for the endurance horse. With 12.5MJ/kg DE, the energy supplied is comparable with a competition mix but in a slowrelease form.

Not all fibre is the same Fibre is a name used to refer collectively to different structural components of plants, including cellulose, hemi-cellulose and pectin. The digestibility of these fibres

The volatile fatty acids produced as a result of fibre fermentation can be used straight away as an energy source in the presence of oxygen or stored for later use.

A particular type of fatty acid called propionate has been shown to be converted in the liver to glucose – a term known as gluconeogenesis, where glucose is produced from sources other than carbohydrates.

It is a less efficient process than glucose generated from glycogen because more energy is required to generate the glucose, but it is a normal metabolic process that helps to maintain glucose levels in the body for forage-fed horses.

Clearly, in real life, there are lots of other factors that mean for most sports and

16 APRIL 2012 EQUESTRIAN TRADE NEWS

Palatable Alfa-A Molasses Free can help maintain fibre intake in fit horses.

can help to increase or at least maintain intake as fitness levels increase.

More energy-dense feeds such as cereal-based mixes and cubes tend to be used to supply sufficient energy within the horse’s appetite limit, but it is important to stress that these can be kept to low levels by supplying as much highquality fibre as possible.

This has the benefit of supplying energy but also

keeping the gut healthy and reducing the risk of digestive upsets.

Hydration benefits The type of fibre used can have other potential benefits for the competition horse.

Fibre acts as a fluid reservoir in the hind gut; however more indigestible material, such as mature grass hays, tend to bind the water, releasing it very slowly, which is not helpful for maintaining hydration status.

By contrast, more digestible fibres such as sugar beet or alfalfa release water more readily. Feeds that are fed soaked, such as Dengie AlfaBeet, take more water into the digestive tract and, because they contain digestible fibre, release the moisture more readily, helping to keep the horse hydrated.

Another topical issue for performance horses is gastric ulcers. Independent research carried out by the University of Texas demonstrated that alfalfa was better at reducing the incidence of ulcers, even compared with turning out to grass 24/7.

This is because alfalfa has abundant levels of natural buffers to acidity such as calcium and very low levels of sugar and starch. t You and your customers can find out more about fibre for performance horses via the Dengie Feed Helpline on 0845 345 5115. www.equestriantradenews.com

International dressage rider Hannah EsbergerShepherd and Vanita are members of the World Class Potential Squad.

Currently competing at prix st georges, and aiming for grand prix next year, Vanita’s diet is made up of Dengie Alfa-A Molasses Free, Alfa-Beet and Alfa-A Balancer.

Event rider Mike Jackson is pictured on Jagganath (Jack), a ten year old that was placed sixth at Blenheim last year. All Mike's horses - including Jack - are fed Dengie fibre diets.

About the author As Dengie technical and product development manager, Katie Williams is responsible for creating new products such as Healthy Hooves and Dengie’s Molasses Free range and developing the brand’s existing portfolio. She frequently lectures at universities around the country and writes for national equestrian publications.

Katie is responsible for ensuring that Dengie products comply with current feed safety legislation. She sits on the BETA Feed Committee that lobbies regulatory bodies on behalf of the feed industry.

Katie gained a Masters Degree with Distinction in Equine Science and received the Edgar Pye Scholarship for her dissertation on the effects of prebiotics on racehorses in training. She leads a team of three nutritionists at Dengie, all of whom are qualified to Masters degree level.

www.equestriantradenews.com

For extra oomph…

ETN looks at feeds to suit the harder-working horse.

Top performance without fizz TOPSPEC Performance Cubes provide energy for work but are ‘non-heating’.

This makes them ideal for horses that are sharp or get fizzy on cereal-based competition mixes or cubes.

Among the product’s growing number of fans is British eventing team regular Nicola Wilson (pictured).

Topspec Performance Cubes are designed to be added to a TopSpec feed balancer or supplement and therefore contain no added vitamins or traceelements. However, they do include the major minerals calcium, sodium and magnesium.

Formulated without cereal-grains, they are not just ‘oat-free’ or ‘barley-free’ - but completely cereal-grain free. With a good calorific index of 12.5MJ/kg, they are low in starch and sugar, but high in fibre too.

Balanced for protein with high-oil soya and linseed, the highly digestible fibre in these cubes helps to promote the beneficial bacteria in the hindgut therefore helping to maintain a healthy digestive system.

An excellent choice when relaxed and focused performance is required, the RRP is £11.75 for 20kg. t TopSpec 01845 565030.

18 APRIL 2012 EQUESTRIAN TRADE NEWS

Why these oats are better UNLIKE conventional hard feeds which can contain high starch cereals, Tiger Oats offers a palatable, low starch (30%), high oil, high fibre energy feed that’s perfect for working horses.

The oats used by GWF Nutrition in all its feeds are Scandinavian black and gold oats, grown on contract in the UK. They are 25% lower in starch than conventional ‘porridge oats’, but high in oil and fibre.

While low starch reduces the risk of digestive upset associated with undigested carbohydrate reaching the hind gut, the high oil content provides concentrated energy in slowrelease form.

A 20kg bag of Tiger Oats retails at around £11.20. t GWF Nutrition 01225 708482.

Breathe easy RYEGRASS HorseHage is a dust-free, bagged forage made from ryegrasses cut at an early stage of growth to provide optimum nutrient and energy levels.

Handily packed for taking away to shows, it’s suitable for competition horses and ponies, hunters, young stock, breeding stock and poor doers. t HorseHage 01803 527257.

Stock to win SPILLERS offers great flexibility in the performance feed sector making it an easy, one-stop process to stock feeds for all types of competition horse.

The versatile Spillers Response system allows the rider/trainer to choose the optimum supply of energy to suit each horse’s requirement, whatever the competition discipline or stage of fitness.

For excitable types, Slow Release Energy Cubes or Mix help deliver controlled power.

For customers with laid back types, Instant Energy Mix give an extra boost. Each feed contains the same high specification micronutrient pack, including chelated minerals and antioxidant vitamins to support athletic performance.

If your customers prefer to use a balancer, Spillers Performance Balancer delivers essential vitamins and minerals necessary to support the equine athlete.

All Spillers’ products are supported by feeding guides, distinctive point of sale materials, marketing campaigns, special promotions and nutrition advisors in the field. Contact your Mars Horsecare UK Ltd regional sales manager. t Spillers Care-Line 01908 226626. www.equestriantradenews.com

“Head office does the buying; we concentrate on customers” What’s it really like running a store that’s part of a giant retail chain?

Katie Roebuck meets Dave Tucker and Claire Forgacs at Countrywide, Melksham in Wiltshire to find out.

Part of the 13,400 sq ft immaculate shop floor at Melksham Countrywide.

C

ountrywide Farmers PLC trades as Countrywide and has 48 stores across the UK. Its store in Melksham was re-launched in September 2010, moving a matter of metres from its old site which was soon to house a new Asda, to a larger retail area, covering 13,400 sq ft.

It was a busy time for store manager Dave Tucker and his staff who were dashing between stores building up to the re-launch.

“We closed at the previous shop at 6pm on the Tuesday,” said Dave, “and opened the new store the same evening.

The refit team came in and swapped the stock over. We had a small launch on the Wednesday followed by a bigger, official launch on the Saturday.

Dave has been at Countrywide for 45 years and seen it adapt with the times.

It’s moved from agriculture into equestrian and explored other retail avenues such as pet and clothing.

“The way we have developed reflects how farms and agricultural stores have diversified into equestrian,” he said. “The garden side is popular too, we sell a lot of plants and pet products. But we haven’t forgotten our core; we’re still owned by farmers.

Equestrian specialist Claire Forgacs is the store’s equestrian specialist – a role she took up four years ago.

Equestrian specialists were employed across Countrywide’s store network to meet new customer requirements.

There have been equestrian supplies at Countrywide for about 20 years. For a while, local saddler Pointings had a section in the Melksham store, but the equestrian side of the

20 APRIL 2012 EQUESTRIAN TRADE NEWS

business was growing quickly and Countrywide responded.

Claire explained: “As an equestrian specialist, I have my British Horse Society (BHS) Stages 1 and 2 in horse care which is the minimum requirement. I’m also AMTRA qualified [as an suitably qualified person (SQP)] meaning I can dispense animal health products and advice, plus I have an NVQ level 3 diploma in customer service.”

From a retail perspective, horse folk are a very different breed from farming folk. They want fashion for themselves and their horses. “New rugs are always popular,” said Claire.

The equine side of the business gives the Melksham store a chance to connect with the local community. For example, they work with nearby Lackham College which runs a two year horse management course.

Manager Dave Tucker and equestrian specialist Claire Forgacs outside their flagship Countrywide store.

“On a Monday, we have students in the store to learn about equestrian retail,” said Claire. “It teaches them that an equine career can include all aspects, not just working on a yard.

“Some students don’t see the point, but then they learn that by working in a store you are the first port of call - you have to know the answers! It’s

www.equestriantradenews.com

101 questions, you have to ask the customer a few things to find out what they want to know, find out the circumstances.”

Big brother Claire was approached by the college about being included in the module.

She spoke about it being viable with Dave before approaching Countrywide head office in Evesham, Worcestershire.

To say it was big brother would sound far too sinister, but it’s where all key decisions are made and approved and where stock is bought.

“We also respond back to head office about products,” said Claire. “If I get asked more than a couple of times about a certain thing, then I will ring the buyer. We endeavour to have a section in the store that people walk into and feel like they are in a saddlery.”

Melksham wasn’t the first store in the group to have the new layout, but Dave believes it’s the flagship store for the company.

“We are the highest turnover store in the company at £3.6m per annum,” he said. “It’s a good thing being under a big umbrella of a chain; head office does the buying and we can concentrate on the customers.”

Although it might seem Mole Valley Farmers is this

chain’s biggest rival, for Melksham’s Countrywide it is probably local, independently owned Wadswick in neighbouring Corsham. There’s a professional respect between the two retailers, however.

“We stock the everyday stuff whereas they are more specialised,” said Claire. “We have a healthy working relationship; sometimes we get in touch with each other over a price query.”

Toddler group With a cafe in store, Dave and his staff have noticed the main source of trade is people meeting over cuppa and holding one to one business meetings.

The local toddler group meets at the cafe too – a clear and visible example that the store is considered part of the community. “It’s a secure area where the mothers feel the kids are safe,” said Dave.

Another way in which the store engages with consumers is via its special equine events with sponsored riders such as Mary King and Oliver Townend.

With offers and discounts geared around events, it all adds value and creates a buzz. Once again, while the main decisions come from head office, the individual store is always involved.

RETAIL EYES Countrywide head office sends ‘retail eyes’ - mystery shoppers - to the store twice a month, once at the weekend and once in the week. The whole shopping experience is judged, from how the store looks to the level of customer service received.

“Sometimes it’s impossible to detect who they might be,” said Claire. “Recently I spoke to two teenage lads about rabbit hutches who were then off to an event at the Bath & West showground. They turned out to be mystery shoppers.”

Head office reports back within two to three days of each visit. “Even if we get negative feedback, we turn it into a positive,” said Dave. “We adapt accordingly to ensure the customers are receiving the best service possible.”

www.equestriantradenews.com

ETN calls on the experts from Sherwood Forest and Puffa to unravel...

That clothing conundrum

I

t’s good to stock country clothing...It keeps your current customers happy and attracts new ones.

Country clothing also makes your store look attractive, inviting and interesting. In fact, there’s never been a better time to stock country/casual equestrian clothing.

Sherwood Forest imposes no minimum orders and encourages retailers to use it as a stock house.

This season’s ‘fashion weeks’ in Paris and London saw catwalks awash with quilts and tweeds; from Milan to Geneva, high fashion houses are exploring colour

palettes inspired by rural lifestyles and Mother Nature; browns, olives and earthy hues – those shades we ‘do’ so well in the ‘country’ world.

Yes, this is a market ripe for the rural retailer’s picking. And our industry is lucky enough to have the real thing.

Take the good quality yet affordable range from Sherwood Forest and its sister label, the upmarket but sensibly priced Puffa. With every fashionable and functional aspect catered for, the only decision your customer need make is how much she wishes to spend at your till.

How to order The fashion industry has traditionally required buyers to forward order. The process is a bit of a gamble, however. Get it right – and you sell out too quickly, and risk upsetting loyal customers. Get it wrong, and you’ll need an ebay shop to offload your stock.

Sherwood Forest has developed a way around this dilemma to help the specialist retailer. While the bulk of the company’s manufacturing is based on pre-orders, extra

stock is always made available for later orders and top-ups.

If you want something, or need extras in certain sizes, it’s always worth asking, say Sherwood Forest. And a tip to get your sizes right... concentrate on sizes 10 to 16, majoring on 12 and 14.

Preserving cash flow Talk to any retail buyer in our sector, and you’ll soon hear of £10,000 plus minimum order requirements. Tying up cash flow, and therefore possibly also restricting the breadth of brands you can stock, are common barriers for the smaller, independent retailer.

Determined to offer an allinclusive service to retailers of all sizes and spending power, Sherwood Forest imposes no minimum orders and supports retailers as a stock house for complete orders as well as mid-season top-ups. The same goes for the Puffa brand, which has a modest minimum order of £1,500. In both cases, orders over £250 are carriagepaid.

FEBRUARY: buyers attend BETA International to view autumn/winter collections and finalise orders for spring/summer.

Retail support packages

AUGUST: new autumn/winter stock goes on display in stores.

So you’ve done your buying, maybe at BETA International or via one of Sherwood Forest’s seven regional agents who can call at your store to show you samples. But what else is on offer?

Sherwood Forest and Puffa already supply PoS posters, header cards and carrier bags for in store use – with various packages involving the addition of giveaways such as keyrings and pens to be available soon.

A strictly trade-only supplier, Sherwood Forest demands that its stockists are all bona 22 APRIL 2012 EQUESTRIAN TRADE NEWS

fide retailers. The philosophy is that today’s tiny tackshop might be tomorrow’s retail giant.

Geographically there’s a ten to 15 mile exclusion zone to protect stockists’ exclusivity.

RRPs are carefully policed too, reducing the risk of undercutting and therefore protecting the retailers.

COUNTRY CLOTHING CALENDAR

MARCH: fresh spring/summer stock arrives in the shops.

JULY: promotions and/or sales to run down last of the spring/summer stock.

OCTOBER: the big preChristmas push starts.

JANUARY: a clear out and/or sale of what is now ‘old’ autumn/winter stock.

FEBRUARY: the new season’s spring/summer stock arrives – and buyers head for BETA International to see what’s new.

T Sherwood Forest and Puffa 0115 942 4265.

www.equestriantradenews.com

Get buying savvy...

Three very different outlets...with examples of what a buyer might choose for their respective customers.

INDEPENDENT SADDLERY – Puffa and Sherwood brands sit perfectly together as a premium and a mid range brand offering this retailer variety for its customers.

Left to right Campolino (SF) – 80% wool, double rear vent, velvet collar, double jet pocket – Classic competition style RRP £99.99 Draper (Puffa) – sleeveless polo, three button placket, floral print and contrast trim – Everyday equestrian wear with a fashionable twist. RRP £27.99 Two Tone Yield (SF) – 95% cotton 5% nylon, front zip pocket, reinforced knee panels, zip and hook fastening, belt hoops – A good quality casual jodphur at a great price point. RRP £34.99 COUNTRY STORE/GARDEN CENTRE – From customers who want a stylish, country look through to technical garments that need to stand up to the elements.

Left to right Richmond (SF) – ¾ length cape, waterproof and breathable, shoulder cape for extra protection, front welt pockets, rear vents – classic styling with practical, technical features for riding or country wear. RRP £59.99 Bloom Gilet (Puffa) – luxury peached microfibre, reversible, floral printed lining, concealed side vents, two way zipper. – Comfortable and stylish, this gilet offers two looks in one. RRP £87.99 Derlington Wellingtons (SF) – neoprene lined, reinforced seams, lightweight and flexible, cushioned inner sole, presented in carry box – A fashionable and durable wellington with an extra touch of luxury. RRP £59.99 Continued overleaf

www.equestriantradenews.com

EQUESTRIAN TRADE NEWS APRIL 2012 23

From page 23 FASHION BOUTIQUE – Stylish and elegant, yes, this retailer also needs key pieces that are fashion inspired.

Picture perfect ETN enlists the help of Horsemasters Distribution (Mountain Horse UK) to find out how a picture speaks a thousand words… especially when it comes to selling clothing.

Left to right Maywood (SF) – 100% cotton long sleeve jersey, three button placket, solid ribbed cuffs, vented hem – beautiful Sherwood Forest embroidery on the chest and bold stripes add to its charm. RRP £32.95 Henshawe Gilet (Puffa) – luxury peached finish, Two way zip, two front pockets, dipped hem – a tailored classic piece that will never go out of fashion. RRP £75.00 Oakland (Puffa) – long sleeve jersey, open piped collar, oversized three button fastening, floral trim, adjustable hem – comfortable but fitted, this jersey will be a staple part of any spring wardrobe. RRP £52.99

G

ood photography is expensive, time consuming and difficult to achieve.

So it’s easy to understand why it might get crossed off the list of priorities.

Focus on the benefits, however, and good images can reap handsome rewards for manufacturers and retailers alike.

“Great pictures, used properly, really enhance brand exposure,” says Lucy Ward, managing director of

Horsemasters Distribution (Mountain Horse UK).

“Our pictures appear not only in our catalogue but also on our website, in magazine editorial and in advertisements. We’ve even had Mountain Horse pictures used as magazine and mail order catalogue front covers.”

Results for retailers When good brand imagery is turned into eye-catching and effective point of sale material in store, retailers benefit too.

Andrew Carswell from Frontier in Sandy, Bedfordshire says: “Since April 2009, when we started stocking Mountain Horse products, the brand has worked with us to help maximise sales through highquality images and interesting point of sale.

Horse owners in this country are a down-toearth bunch and soon notice if tack doesn’t fit properly.

“For example, they provide a great ‘oval’ which fits over a coat hanger. This is an effective way to direct customers to new products, which can sometimes get lost in large displays.”

Point of sale doesn’t have to take up much space to have an impact. If the pictures are good, they will do the job themselves. All the shop has to do is be imaginative about where to put them.

“The quality of Mountain Horse images means they become a great feature when displayed around the store.

We sold several Winnipeg jackets from images that were on the wall in our changing room,” says Andrew.

Image recognition The positive effect of point of sale is enhanced if the consumer has already seen the pictures in brochures or adverts. Hence there should be consistency across website, catalogue, press releases and in-store promotional material.

Only then is the message reinforced each time a consumer views it.

“A picture tends to stick in the mind,” explains Lucy. “The more a consumer sees the same image, the more they become comfortable and familiar with it, and the likelihood of an in-store www.equestriantradenews.com

purchase is increased.”

Mountain Horse UK makes its images available for its retail customers to use free of charge on websites, catalogues, newsletters and local advertising.

The right impression When it comes to conveying a brand statement, it’s crucial that people remember the right image!

“The Mountain Horse brand is synonymous with style, quality and functionality so our pictures have to get this across in a glance,” explains Lucy. “Horse owners in this country are a down-to-earth bunch and soon notice if tack doesn’t fit properly or a hat isn’t done up correctly – all tiny details that could so easily ruin a company’s credibility.

“We use experienced equestrians as models – the

type of riders who look like they would demand performance and reliability from the brands they buy.

They might not be household names but consumers can tell straight away they’re not fashion agency models who have only sat on a horse a couple of times.

“Here is a genuine hardworking rider with whom the customer can identify and trust immediately.”

Coat hanger ovals supplied by Mountain Horse UK with each season’s clothing collection.

There’s always room somewhere for a handy A3-sized poster.

Mountain Horse creates images with which your customers can identify.

EQUESTRIAN TRADE NEWS APRIL 2012 25

Dressed to impress

Saddle up!

INSPIRED by hit TV series The Saddle Club Carrots has launched a cute collection that any young pony addict will love.

The Argyle Polo Shirt in purple features the traditional diamond design with a twist lime green details on the arms and collar.

Teamed with matching Argyle Calf Socks, the look is complete.

The polo shirt has an RRP of £24 with the socks at £5.50 or £10 for a twin pack. t Carrots 01245 445 362.

For stylish show jumpers Discover the latest lines for the seasons ahead.

Captivating collection THE winter 2012 ELT fashion collection from Waldhausen captivates with its bright colours and fashionable, yet practical details.

If your customers go for the classy look, the ELT Premium Line will appeal; while for a sporty appearance, the ELT Sports Line offers the ideal casual solution.

The product lines can be mixed and matched, of course. Waldhausen offers matching ‘horse fashion’ too. t Waldhausen +49 (0) 221 58801-129.

THE Olympia, new from Tuffa, is a high performance show jumping boot.

Made from aniline leather, with full grain leather linings and lacing detail, Q-Tech dial fasteners allow for an adjustable fit around the calf.

The Tuffa Olympia also has natural rubber outsoles that encourage correct stirrup placement, midsole plastic footbeds with recessed arches and cushioned insoles for comfort.

Available in sizes 4-10 and black only, they retail from £375. t Tuffa 01953 880914.

Warm and waterproof THE new Dublin Gwendolyne jacket is warm and waterproof.

Features include a removable hood, rear riding vent for ventilation and fleece lining – perfect for wearing at the yard or riding.

Colour choices are griffin grey and tea, sizes adults XXS to XXL and the RRP is £59.99. t Weatherbeeta 01295 226900.

Lifting the spirits PUT a spring into your customers’ steps with the Toggi spring/summer collection.

Vibrant, trendy colours feature across range from classically styled polo shirts, funky branded sweats, jersey shirts and polar fleece tops to performance outerwear.

Toggi Pippa (pictured) is made from cotton jersey fabric with stretch. It’s available in sizes 6-20 and four colourways – buttermilk stripe, cherry stripe, navy stripe and pink stripe. t Finest Brands International 0113 270 7000.

Couture with a twist BRITISH designed label Timothy Foxx is a hybrid of couture fashion and country classics.

A spring/summer collection of flirty separates and trendy accessories is setting out to inject new life into classic tweed.

Our picture shows the Timothy Foxx Grace Jacket In Duchess (RRP £315) teamed with the Aimee Skirt (RRP £99).

The single breasted jacket with kick pleat inserts and lengthened cuffs can be worn long with military inspired buttons on show or buttoned up to reveal a flash of colour. t Timothy Foxx 01296 423 399.

26 APRIL 2012 EQUESTRIAN TRADE NEWS

www.equestriantradenews.com

Happy days out

Loving the country look

THIS Zinnia rugby style top - new from Tottie – puts a smile on everyone’s face.

With fashionable stripes and an Oxford floral shirt trim on the underside of the collar and placket, cuff detailing and side vents, it’s perfect for days out in the sun.

Available in navy, light and dark grey marl, Zinnia comes in sizes XS – XL with an RRP of £43.99. t Matchmakers International 01274 711101.

THE Jack Murphy A/W collection features cable knits, classic wax jackets with a twist, elegant new tweeds, opulent furs, colourful quilts, soft padded jackets and gilets.

Teamed with bold patterned rugbys, floral prints and exciting accessories, this range is brimming with ‘must-haves’ for anyone living the country life or loving the country look. t Jack Murphy 01768 867590.

Celebrating two decades...

EQUETECH marks 20 years’ trading this spring with a new website that showcases its collection and helps riders plan a wardrobe.

The site features a bespoke design section. Riders can also try Equetech tailcoats before they buy, thanks to a hire option.

Social media fans will find the website is integrated across all platforms, while the company’s sponsored riders will be sharing their news too.

• Meanwhile, with ‘real women’ in mind, Equetech is offering extended sizes – up to size 24 - across its regular collections. The model is pictured wearing Equetech’s Weston Jacket and Grip Seat Breeches. t Equetech 01296 688966.

www.equestriantradenews.com

Boots will glide on YOUR customers won’t struggle to pull on their long riding boots when you stock Slick Sox from Shires.

Designed to be worn alone or over another pair of socks, boots easily slide on over them.

Bright, cheerful designs make Slick Sox great gift ideas. Choose from blue horseshoes, pink/black horse, blue multi or competition colours. Adults’ sizes have an RRP of £9.99. t Shires 01568 613600

EQUESTRIAN TRADE NEWS APRIL 2012 27

Gatehouse sponsors The Talland School of Equitation with riding hats.

Local heroes

Britain’s equestrian trade has long had a reputation for supporting leading shows and riders, which is extremely commendable. But what may not be so widely known is that for many years companies of all sizes have been helping the horse community at much lower and local levels. Penny Richardson finds out more.

F

eed maker Dodson & Horrell bears the grand title ‘Official Supplier of Nutrition’ to Britain’s equestrian teams. The Northamptonshire company also maintains a high profile at major shows and events through a team of sponsored riders that reads like a Who’s Who of British equestrianism.

However, it isn’t just the top names who get such valuable help, as the company’s technical director Chris Gordon explains. “We consider each request for sponsorship from every level really seriously and we’ve always supported equestrianism in the local area,” he said.

Chris Gordon: “By supporting the grassroots we hope riders will continue their loyalty to our brand.”

“We like to aim a large proportion of our sponsorship at novice level, as this is a way of giving support to the maximum number of people.

And we recently joined up with Horse & Hound to support a young rider bursary scheme.”

So does Dodson & Horrell get a good return from its grassroots sponsorships?

“As a company, we decided to take on a variety of sponsorships because we want to put something back into the sport. We’ve always had a good response and been looked after very well at events,” says Chris.

“And, of course, long-term sponsorship gives us a good link to our customer base to promote our feed. From a commercial aspect, by supporting the grassroots we hope riders will continue their loyalty to our brand. An advertising slogan we’ve used for more than 25 years reads: ‘DODSON & HORRELL SUPPORTING YOUR SPORT’.

Long may this continue.”

Tack and equipment company Pink Equine is a more recent recruit to the sponsorship market — and the bulk of the company’s help goes to the youngest and least

28 APRIL 2012 EQUESTRIAN TRADE NEWS

experienced members of British Showjumping (BS) through its Stepping Stones series and championship.

The series was started in Warwickshire in 2009 by a group of mothers and was designed to give young children a ‘stepping stone’ into affiliated competition.

Pink Equine supported it from the start by offering prizes to winners and the company took over as national sponsor last year.

Managing director Denise Field said at the time: “When we first heard about the concept of the series, we knew straight away it was exactly the sort of thing we wanted to support.”

Pink Equine’s initial foray has gone so well that the company is about to announce the name of a sponsored rider for 2012.

Fiona Gordon-Clarke’s Colchester-based Carriagehouse Insurance business has supported the indoor driving national championships at Keysoe from the start, but less well

publicised is the help Fiona gives her local High Fen riding club.

“I offer members 10% off insurance and also give £5 per person towards training and clinics,” says Fiona, who is an active member of the club and competes on teams.

“It all started when the chairman collared me and asked me to help out with

The horse world has given me a good life, so it’s important to give something back. sponsorship. And one benefit I’ve discovered is that it gets me out of the jump judging and collecting ring duties most members are expected to undertake!” she jokes.

Fiona is happy to give something back to her club, www.equestriantradenews.com

but Carriagehouse is involved in other ways. “We used to sponsor at Poplar Park, but have recently supported Stratford Hills BE event,” she says. “It’s a lovely event and is very local. I’m also part of a small syndicate that supports a pair of Chris Orchard’s scurry driving ponies, so that gives something to another sector of the equestrian community.”

Although Buckinghamshirebased Rebecca Slough already sponsored affiliated pony show jumping through her Equitility training banner business, she wanted to offer support at a lower level.

She and Gareth Jenkins at her local Bury Farm Equestrian Village then came up with an idea of giving fun competition opportunities to grassroots riders. The new Equitility series and points league offers classes from 65cm-95cm and competitors are arriving at the shows in record numbers.

“I wanted to support where I came from, as I’ve competed for years at lower levels,” says Rebecca. “I also felt that the unaffiliated sector needed some extra help. After all, the prize-money isn’t great and show days can be very long.

Gareth and I decided we wanted to ‘big up’ unaffiliated people!”

Rebecca’s support has meant good quality rosettes and medals and trophies for every winner. “It’s worth every penny just to see the look on a kid’s — or an adult’s for that matter — face when they win something they’re proud to keep,” she says.

Rebecca has also found this a cost-effective way of marketing her banners.

“We’re a two-person business and we don’t have a lot of money to spend, so it’s important to do it the right way. This type of sponsorship means that we can put our products in front of a bigger audience without the cost of owning and staffing a tradestand,” she adds.

BETA retail members can also help locally through a show voucher scheme. If they’d like to support a class at a gymhkana or show, they can apply to BETA for vouchers to give as prizes. When the vouchers are redeemed for products, BETA refunds the cost to the retailer. www.equestriantradenews.com

The Horse First ‘bouquet’ of products always goes down well with local competitors.

“This is our way of supporting the industry,” says Ann FitzGerald, who administers the scheme. “The retailer gets something back towards the cost of their BETA membership and the rider gets money off a product. In fact, everybody wins.”

In Merseyside, the family-run Fearns Farm Equestrian & Country shop uses a DIY voucher scheme at Aintree International Equestrian Centre, where it also has an advertising board.

“We’ve supported the centre ever since it opened and we now produce our own vouchers to give as prizes in the unaffiliated dressage and show jumping classes there,” says Elizabeth Wrennall. “It works well because when the winner visits us to spend their voucher, they’ll hopefully see something else they might like to buy and spend a bit more.”

The scheme has been so successful that Fearns Farm no longer finds it necessary to take a tradestand to shows.

“The sponsorship and board seem to work equally well,” explains Elizabeth.

Support comes in all sorts of areas. As befits a company specialising in headwear, Gatehouse has got together with Gloucestershire training centre Talland School of Equitation to provide hats that can be hired for a nominal fee by clients. The association began several years ago and Gatehouse now sponsors Talland’s dressage riders Charlie Hutton and Abi Lyle.

“Gatehouse hats are really comfy and there’s no trouble with fitting them to our clients, as the hats are all

adjustable. We haven’t met a problem head yet!” says Abi. It’s not just British firms who help keep equestrianism’s wheels turning. Before returning to his native Ireland, Paddy Hughes was a regular on the UK show jumping circuit and spent many years here buying and selling horses.

When he moved home, Paddy carried on dealing in horses but also started a supplements company.

Horse First grew at a great pace, helped by the fact that Paddy enlisted star endorsement from riders such as Michael Whitaker and US Olympic gold medallist Laura Kraut.

But Paddy is now helping riders at all levels. His Horse First show jump is a regular sight at British shows, where he also gives winners ‘bouquets’ of products in selected classes. It’s a true family business, as Paddy’s wife Tanya produces the beautifully wrapped gifts and Paddy, Tanya and their three children painted the show jump in the company colours.

“The horse world has given me and my family a good life, so I think it’s important to give something back,” he explains.

“Of course, you could be cynical and think of it as a great marketing ploy to get my products seen more widely, but I truly believe that equestrian businesses can’t carry on taking without putting something back into the sport.”

CLOSE TO HOME Every day, unsung heroes from all corners of the trade offer unheralded support to the equestrian community. It may be through class sponsorship such as that offered by Norfolk farrier James Hird at his local Forest Edge centre or the fund-raising that helps Britain’s equine charities keep going.

People at every level are happy to get involved. At the time of writing, Animal Health Trust chief executive Dr Mark Vaudin was in training to run the London marathon in aid of the trust’s cancer centre, which offers treatment to horses and small animals.

Inspired by his young daughter’s enjoyment of the sport, leading racehorse trainer Paul Nicholls has sponsored a pony racing taster day at Cheltenham; while for many years Alec Wynn, owner and editor of the popular Essex Rider magazine, has been putting his hand in his pocket to support local show jumping. The Essex Rider Challenge is now a must for teams from all over East Anglia.

LUCKY BREAKS? ALTHOUGH some forms of sponsorship are tax deductible, the area is complex and all sponsorships should include an agreement making it clear that the sole purpose is publicity for the sponsor.

When the sponsored person is a relative or close friend or

the business proprietor or controlling director has a personal involvement in the sponsored activity that predates the sponsorship, any tax breaks could be lost. The best advice is to check with your accountant before finalising the deal.

EQUESTRIAN TRADE NEWS APRIL 2012 29

Topical safety solutions

Equestrian safety is a fast-moving market – so ETN asks the British Equestrian Trade Association (BETA) for some up-to-speed advice.

Q. I hear there’s now a PAS 015:2011 riding hat standard. Does this mean that hats made to the old PAS standard will soon be defunct?

A. Standards evolve to reflect advances in product design, materials and testing techniques. As new ones are developed, items made to comply with previous standards inevitably cycle through the market.

Most manufacturers are likely to move over to the new standard, but it is expected that the 1998 version will continue for the next 18 months, running in parallel.

The new 2011 revision includes an increased drop height, a more demanding side compression test and introducing an average amount of transmitted force allowable through the helmet. Although the PAS 015:1998 offers good head protection, the newer version does increase the demands on the helmet and sets a benchmark for the rest of Europe.

Q. There seems to be a growing number of body protectors on the market designed individually for men or women. Does the BETA Body Protector (BP) Standard insist on different features for each sex or is this purely a gimmick?

A. The more comfortable and user-friendly a garment, the more likely you are to sell it and the more likely the customer is to use it regularly.

Body protector designs have seen significant advancements over the past five or six years in terms of cut and pattern, and the materials used.

This has resulted in the development of increasingly tailored safety garments, which are even more comfortable for many riders.

30 APRIL 2012 EQUESTRIAN TRADE NEWS

Body protectors are manufactured to meet performance requirements set down by the standard, which outlines areas that must be covered and the level of protection offered. It does not differentiate between male or female body shapes, but does include a clause regarding wearer comfort.

The manufacturer’s role is to design a garment that complies with the standard while meeting the needs of the market. So, if a need for garments that are made to suit the female form is identified, for example, provided it meets performance requirements, it is quite within the scope of the standard.

Q. I’m thinking of stocking air vests, but I’ve heard they can be tricky to fit correctly. Can you give me any tips?

A. It’s always best to seek guidance from the manufacturer on fitting because designs can vary. However, it is essential that you ensure there is enough room for a body protector to be worn comfortably underneath.

There have been instances where air vests have been fitted far too tightly, which can cause problems for the wearer if the vest is inflated.

BETA recommends that air vests should always be worn over a body protector.

Q. I’ve been asked by my local riding school to provide it with half a dozen different sized ‘hire’ hats. Although I feel the association might be useful in terms of the new riders becoming customers, I’m worried that the school’s instructors might not fit the hats correctly. How can I overcome this – and would I be liable if a pupil suffered a head

BETA runs courses to train retailers to fit hats and body protectors, enabling you to offer a vital safety service to customers.

(Photo: IPC Media).

injury as the result of an incorrectly fitted hat that I had loaned to the riding school?

A. Lending hats is something that should be avoided because of possible liability issues such as those you have already mentioned. There is also the question as to what will happen to the hats if they are damaged or if the arrangement ends, they are returned and you are unaware of their history.

Remember, even though a hat might appear in good condition, it is not always immediately obvious that it has suffered impact.

It would be better to sell hats to the riding school – perhaps at preferential rates. The responsibility then lies with it for ensuring that the hats are appropriate for those who ride in them. Perhaps get them to sign an agreement or disclaimer stating that the hats were not bought for any specific individual and have not been fitted by you.

Riding schools and equestrian centres are a target-rich environment for retailers. Nurturing these is important because it provides a good working relationship with the managers or owners of the establishment.

Find out whether it is a Pony Club centre or has links with the RDA. If it does, you might be able to help it with the Pony Club’s Rider Safety Equipment Badge or the RDA’s Rider Safety Equipment Course for RDA Instructors and Helpers – two initiatives created in conjunction with BETA intended to provide support and benefit for all involved.

For full details, a Retailer Information Pack and course teaching aid, contact Tina Rogers, telephone 01937 587062 or email tinar@beta-int,com. www.equestriantradenews.com

Safest foot forward...

Whether you’re a saddle fitter or a farrier, there’s nothing quite like half a tonne of horse grinding its metal shoe into your toes to remind you of the benefits of safety footwear.

Ariat, a name synonymous with incorporating technical features into its equestrian footwear to enhance comfort and performance, also believes that safety is a priority.

S

pending time around horses has its hazards, one of the most common being crushing injuries caused by a heavy animal treading on vulnerable toes and feet.

At best you could suffer painful bruises, which may be sore for a few days. You could also potentially fracture bones in your toes; the result can be excruciating, not to mention inconvenient, particularly if your

32 APRIL 2012 EQUESTRIAN TRADE NEWS

FlexPro styles are popular with farriers and incorporate a composite toe.

livelihood depends on working on your feet.

There are many products on the market offering steel toecaps.

However Phil Duff, managing director of Ariat Europe, advises that customers aren’t swayed by products that haven’t been designed specifically for equestrian use.

“Firstly, if a customer is planning to ride in the boots, they will need to have a riding sole to ensure safety in the saddle,” says Phil.

“The less obvious reason is more important for people working around horses on the ground, for example, grooms and farriers. Equestrian boots have been designed for working with horses in mind offering protection for feet against horse related injuries.”

The other thing to bear in mind is the industry standards. “We believe at Ariat that safety footwear is a simple insurance for anyone involved in horses and a CE certification gives peace of mind for consumers,” Phil says.

“When customers invest in an item that incorporates a CE certified toe, they can be reassured that the product has been assessed before being placed on the market and meets EU safety, health and environmental protection requirements.”

Safety styles Ariat provides several styles of safety footwear which meet CE standards, to cater for both men and women.

The Heritage II Zip Steel Toe is a

lightweight, slender ladies’ boot which remains elegant in style without compromising on protective features. “This is a popular choice for women working with horses because it is versatile and slim enough to wear with half chaps,” said Phil.

“The inclusion of Ariat’s 4LR technology helps to improve allday comfort which is important for those on their feet all day.”

The Ariat Heritage II Zip Steel Toe is a lightweight, slender ladies’ boot.

For men, the new FlexPro styles incorporate a composite toe, which offers a lighter and more flexible alternative to conventional steel toes and reduces temperature conductivity, helping to keep feet warmer in cold weather.

“Whilst this isn’t a riding style,” Phil goes on to say, “it’s hugely popular amongst farriers, yard and farm workers alike because the Ariat ATS stability system helps maintain a surefooted base for work requiring lots of kneeling, bending and up and down motion.”

The FlexPro styles also offer a triple-density PU sole which delivers cushioning and a high slip resistance rating. t Ariat Europe 0845 600 3209. www.equestriantradenews.com

Hats and body protectors are among the most important items you will ever stock. So it pays to stay in touch with what’s new.

WEFI signs Rodney Powell DISTRIBUTOR Westgate EFI has added Rodney Powell Body Protectors to its list of exclusive brands.

The move will see the company pick up manufacture of the Elite X2ESP - which offers enhanced spinal protection – as well as the Elite Flexi-Back Body Protector.

The garments are being re-tested and re-submitted for BETA approval, WEFI marketing manager Tracey Woods told ETN. "The Rodney Powell brand is well respected in the industry and we look forward to continuing with the hard work that went into developing these products,” said WEFI joint managing director Bruno Goyens.

“We already work closely with Rodney (pictured wearing the Gatehouse HS1 Riding Helmet, also available from WEFI) so this will sit neatly alongside our existing association."

It’s expected that Rodney Powell Body Protectors will be available from WEFI sometime this month (April). Both styles will be offered in a compact range of sizes, although a bespoke service will continue to be available. t Westgate EFI 01303 872277

www.equestriantradenews.com

R VE Y CO TOR S

Safe and sound

Security with style and value

YOU can’t put a price on safety – but you can make it affordable for your customers to buy good quality gear that meets the highest safety standards.

Rhinegold, the performance brand from Snowhill Trade Saddlery, does the job perfectly.

Rhinegold Beta 2009 Level 3 Body Protector is tested and approved to the European Standard EN 13158:2009 and the BETA 2009 Body & Shoulder Protector Standard Level 3.

Designed in hard wearing black material, with robust and easy to use catches and straps, it’s available in a range of fitting options for both adults and children.

Volume discounts are available, with trade prices starting at £37.50 each for adult sizes and £34.50 for children’s.

Rhinegold continues its commitment to performance and quality at everyday prices with these lightweight Rhinegold Ultimate vented riding hats.

Conforming to the EN1384 standard, the Ultimate features air vents plus a flexible peak. It’s available in black, navy and grey/black finishes. A wide range of fittings from 6 3/8” to 7 1/4” completes the well thought-out specification.

Volume discounts are available, with trade prices from £20.50. t Snowhill Trade Saddlery 01243 672323

EQUESTRIAN TRADE NEWS APRIL 2012 33

First to four standards

Hexagonal construction

THE 4 Star from Charles Owen is the first riding helmet to meet four safety standards.

Launched at BETA International, 4 Star is Kitemarked to PAS015:2011, meets BSEN1384, is certified by SEI to ASTMF1163 [the American standard] and also meets the Snell standard – widely considered to be the world’s most stringent for riding hats.

Although it doesn’t appear over-bulky, the helmet is deep fitting. There are ventilation slots at the front and rear. The harness has a quick-release alloy buckle.

The 4 Star is available in black or heat reflective silver in sizes one and a half to three.

Charles Owen has also launched a PAS015:2011 helmet. See ‘Ask BETA’ in this issue of ETN for more explanation of the latest PAS. t Charles Owen 01978 317777.

THE Balios 3 protective waistcoat for equestrian sports has a hexagonal construction for maximum coverage and mobility.

The waistcoat is made from Crash Absorb material, a water-repellent visco-elastic nitrile rubber which is protective and perforated for breathability.

An elasticated system allows the Balios 3 to be hooked up to the wearer’s trousers or jodhpurs to help it remain in the correct position during use.

The garment meets the European standard CE EN 13158:2009 level 3 but has not attained approval to the BETA Body Protector Standard. t Dainese (+39) 0444 224134.

Fabulously flexible AIROWEAR has introduced new technology in the shape of UltraFlex II to its Outlyne body protector range.

The fabulous flexibility of the garments was demonstrated when they were worn by models performing a ballet scene in the BETA International 2012 Fashion Show.

The secret lies within the enhanced UltraFlex II 4-layer supple foam, allowing these body protectors to curve to the shape of the body.

Different shaped body protectors are provided for men, women and juniors. Each garment sports a durable mesh and perforated panels for breathability, vented back to keep the rider cool, front zip dual buckle closure and compliance to EN13158:2009 and BETA 2009 Level 3.

Airowear has also launched a Limited Edition Outlyne to celebrate the London Olympics. t Airowear 01434 632816.

Slimline design THE new Lumos riding hat from Caldene has a low profile design and breathable padded Coolmax lining for moisture management.

The hat, which conforms to EN1384 and is Kitemarked, has a PU thin outershell and easy clip fastening.

It’s supplied with a soft fabric carry bag.

The Lumos is available in black/red, brown/champagne and navy/silver, retailing at around £76.99. t Matchmakers International 01274 711101.

Ticks all boxes FOR a stylish look that’s safe too, the Champion Grand Prix Riding Hat ticks all the boxes.

This low profile, lightweight hat has a ventilated glass fibre reinforced shell and is covered in fine German velvet. The harness is made from soft padded leather and features Champion’s quick release clip buckle The Grand Prix is Kitemarked to PAS 015 and BSEN1384.

It comes in black or navy and sizes 6 ¼ – 7 ¾. t Finest Brands International 0113 270 7000.

Trojan of a boot HARDWEARING Trojan safety boots from Tuffa meet EN ISO 20345.

Water repellent leather uppers, sponge backed textile linings, anti-slip rubber mix soles and steel shanks make them appear like conventional yard boots. But the Trojan hides a steel toe cap.

Available in brown or black and sizes 2-12, RRPs are from £54.99. t Tuffa 01953 880914.

Safety with style THE new and distinctive Conquest riding helmet from Gatehouse is Kitemarked and tested to BSEN 1384.

Combining safety with style, the Conquest has a quick-drying, wicking, anti-microbial liner that can be removed for washing. Stainless steel mesh covered vents maximise airflow.

The suede lined harness is padded and features hook and loop adjustment and a Fastex buckle.

The Gatehouse Conquest comes in a choice of finish, from matt black or iridescent navy, to black, navy or brown 'chamude' - a suede-effect material with colour co-ordinated leather trim. t Westgate EFI 01303 872277.

34 APRIL 2012 EQUESTRIAN TRADE NEWS

RETAIL TIPS • At www.kitemark.com – the website of The British

Standards Institution (BSI) – you can find licence holders ie. companies (including those based overseas) that have products meeting various British standards. The site also provides a fascinating history of the Kitemark.

• Garments meeting the highest safety standards are

useless unless they fit the wearer correctly and are appropriate for the activity being undertaken. For advice and training, contact BETA tel 01937 587062.

www.equestriantradenews.com

RAFFLE BOOSTS RDA FUNDS T

hanks to everyone who supported the BETA Gala Dinner and gave so generously to the charity raffle, which we were delighted to discover had raised almost £1,200 for Riding for the Disabled – a 10 per cent increase on last year!

Due to the many kind donations, we were able to offer some fantastic prizes, which went down very well with all those who were lucky enough to claim them. The winners and their prizes were:

Callum Blair, Virbac Animal Health – a 12-month Gold Listing in BED, www.britishequestriandirect ory.com (supplied by Equestrian Management Consultants). ● Tim Henson – a luxury wine hamper (supplied by The Wine & Hamper Company). ● Vicky Willetts, Horseware Ireland – membership of the Land Rover Burghley Horse Trials (supplied by Land Rover Burghley Horse Trials). ●

Prepare to tee-off!

THE annual BETA Golf Day will be on 8 August at the Toft Country House & Golf Club, Bourne, Lincolnshire – a new location for 2012. This highly popular event is a great way to entertain friends and clients, and is open to BETA members and non-members, in a relaxed but competitive environment.

Entry costs £60 per person and includes coffee and a bacon bap on arrival, 18 holes of golf, individual prizes up to sixth place and a team prize. Those nearest the pin and players with the longest drive also win prizes.

If you would like to make the most of the event, why not enjoy a night at this beautiful hotel. Rooms are available at a preferential rate of £80 for a double or twin room and £60 for a single occupancy – all including breakfast.

To book a place, cheques made payable to “The BETA Golf Society” should be sent to Ian Mitchell, 10 Fairways, Toft, Bourne, Lincolnshire PE10 0BS, no later than 30 May. For further information on the event, contact Ian, telephone 07736 957073 or email ian-mitchell@msn.com.

CONTACT TINA ROGERS AT BETA:

Tel: 01937 587062 Website: www.beta-uk.org or email us at tinar@beta-int.com Stockeld Park, Wetherby, West Yorkshire LS22 4AW www.equestriantradenews.com

Badges and ties for the jubilee

Davina Godwin, Virbac Animal Health – set of crystal glasses (supplied by Burridge) ● Chris Allen, Dengie – a pair of tickets to see the stage play War Horse (supplied by the New London Theatre). ● Ed Vant, Westgate EFI – tickets to the Guards Polo semi-finals at Royal Windsor (supplied by RDA). ● Ted Boggis, RB Equestrian – a case of champagne (donated

by BETA). ●

BETA launched its enamel lapel badges and BETA branded ties at BETA International. They were specially commissioned to celebrate the Queen’s Diamond Jubilee and have been met by an enthusiastic response from members. If you would like a badge, please contact the BETA office and claim one as a BETA benefit. The high quality silk ties are available at a cost of £15+VAT.

BETA benefit cuts motoring costs

BETA Feed Industry Conference

MANY of you probably spend far more on fuel than you really want to, so don’t forget one of the most recent BETA benefits that can help to cut your motoring costs.

We are offering membership to a moneysaving fuel card scheme, allowing you to access prices usually reserved for the highest-volume users.

Your business could benefit from a competitive diesel price based on the bulk market, regardless of the type or size of your fleet, and the cards can be used at more than 800 sites nationwide. Key benefits include: • Weekly price notifications by email or text (if requested).

• Free online management of your account.

• A change of card type if required – if you regularly fill up at motorway services, for example.

• A sat-nav download to help you find your nearest petrol station.

For further information, contact the BETA office.

ast year’s inaugural BETA Feed Industry Conference was such an overwhelming success that a second one is planned for the week beginning 11 June (date and venue to be confirmed). It is aimed at those working in the feed and supplements industry, such as manufacturers, distributors, retailers, nutritionists and university lecturers.

With key industry speakers and a highly topical programme, the event will aim to update feed members on current legislation affecting the equine feed industry, look ahead to future challenges, agree priorities for further discussion and research, and provide prime networking opportunities.

Get in touch with the BETA office for further details or to book a place.

L

A day in the country BETA is planning a Country Sports Day a little later in the year. The date and venue have yet to be set, but watch this space – details will be confirmed soon and we would hate you to miss out on what promises to be a fantastic social event.

EQUESTRIAN TRADE NEWS APRIL 2012 35

William Fox-Pitt has joined Jeanette Brakewell and Tim Stockdale (pictured) as Spillers-sponsored riders. The feed company is also supporting young event rider Flora Harris, show jumper Scott Brash, racehorse trainer Andrew Balding and newly licensed National Hunt trainer Polly Gundry. The Trailblazers Championships and ongoing sponsorship of British Dressage also feature in the Spillers portfolio.

WOW Saddles and PolyPads sponsored the British Tentpegging Association (BTA) when it sent a team to compete in India. Tentpegging is the collective name for mounted skill at arms ie. riders using swords and lances.

Polypads supplied saddle pads, bridles and breastplates; and WOW leant a stock saddle to Jenna Copley, the only female on the team. Find out more about tentpegging at www.britishtentpegging.com Aloeride, the organic aloe vera equine supplement, is sponsoring show rider Loraine Homer and paradressage rider Roberta (‘Bert’) Sheffield. With many high profile wins under her belt, Bert – daughter of Frances Sheffield of Fox Feeds - is on the Sport England BEF Excel Talent Programme. “With Bert and Loraine, we have a great platform on which we can show the positive impact that feeding Aloeride can have on horses’ performance and appearance,” said Han Van De Braak of Aloeride.

Bedmax is to sponsor the EquiTrek Bramham International Horse Trials on 7 – 10 June by providing shavings bedding for the 500 plus competitors’ stables. Pictured are, left, Peter Forster of Bedmax with event director Nicholas Pritchard.

Matchmakers International is to continue its association with the Horse of the Year Show (HOYS) until 2015. Since 2004, the company has sponsored the HOYS showing arena and been official rug supplier under its Caldene and Masta banners respectively.

Probiotics International, maker of the Protexin Equine Premium range, is supporting its local Riding for the Disabled Association (RDA) group at Avon Riding Centre. A donation of more than £500 worth of products was presented to centre administrator Gemma Tizzard by Jonathan Nelson of Protexin.

36 APRIL 2012 EQUESTRIAN TRADE NEWS

EquestrianClearance.com is backing the BE80(T) eventing series for amateur riders. With 36 qualifiers, it incorporates the British Riding Clubs (BRC) series with finals held at Brooksby Melton College Horse Trials on September 22 and 23. Katie Farmer of the online retailer said: “Many of our customers compete at riding club level and this is the ideal opportunity to give them something back.” Pictured is Michelle Lawrence on Chester X11.

Baileys Horse Feeds is providing feed and nutritional support for show jumper Peter Charles’ horses and his son’s and daughters’ ponies.

The Charles yard is feeding a combination of Top Line Conditioning Cubes, All-Round Endurance Mix and Performance Balancer - with Peter reporting improvements already. “Fine-tuning some of the horses’ diets has made a real difference,” he said.

Dressage rider Andrew Gould and show rider Danielle Heath are the first to sign for Team Derby House. The pair will provide the retailer’s customers with news and training features via its website. Andrew and Danielle will also post their results and recount the highs and lows of horsey life.

Maxavita is to provide eventer Sarah Stretton with supplements and nutritional advice this season. “I truly feel that Maxavita products will help my horses perform at their best. If they’re happy, I’m happy,” said Sarah who was Best Under 25 at Gatcombe last year.

Sarah joins Ben Hobday, Flora Harris, Izzy Taylor, Matt Heath, Julie Tew and Emma Humphrey on the Maxavita sponsored team.

Speedgate sponsored paradressage rider Emma Kent is writing a monthly blog on the Kent retailer’s website. "I’m very fortunate to be sponsored by Speedgate who ensure I have access to the best feed, tack, clothing for horse and rider and equine equipment on the market,” she says. Emma is pictured riding her top horse, Gentle. www.equestriantradenews.com

Sleek and sassy Whether your customers are getting ready for a show or just love pampering their horses on a warm spring day, they’ll be delighted to find your shelves stocked with the latest grooming aids.

The mane chance MANE Bags, new from Shires, protect the mane from tangling, staining or being worn by the reins when riding.

By preventing damage, Mane Bags help maintain a long, thick mane too.

Perfect for mountain, moorland and traditional breeds, these waterproof, breathable bags come in a pack of six at an RRP of £14.99 t Shires 01568 613600.

Top to tail treatment THE Groom’s Choice label, from the Animal Health Company, adorns this collection of luxury horse shampoos.

Super White, with natural brighteners, gets rid of stains and intensifies colours on greys, dapples and light roans.

Super Black, with a coconut oil base, is formulated for black and dark bay coats. It leaves the coat soft with a non-greasy, dramatic shine.

Super Red gives chestnuts, bays and dark roans a glossy sheen; while Super Gold is formulated for duns, palominos and pale chestnuts to produce a glimmering sparkle.

Available in 500ml (RRP £5.50) plus 1, 2.5 and 5 litre bottles. t The Animal Health Company 01787 476400.

No more dreadlocks TANGLE Free & Silky, in a 500ml trigger spray from Barrier Animal Healthcare, is a natural conditioner for manes, tails and coats.

Containing pure silk protein to deep condition each strand, it leaves hair strong, tangle-free and silky while giving a luxurious shine and flat finish.

Free Flow & Shine, available in 200ml, is a knot buster and detangler. The concentrated formula tackles unruly dreadlocks, ringlets, knotted and tangled manes, tails and feathers.

It also includes UV protection and will not dry out the hair.

Using Free Flow & Shine results in a smooth, rather than fluffy, appearance.

These products are free from prohibited substances under current FEI and HRA rules. t Barrier Animal Healthcare 01953 456363.

No more tangles FIEBING'S Detangler & Shine from Abbey England restores the sheen to horses’ coats while conditioning the mane and tail.

The product can be used on wet or dry hair and works instantly no matter how tangled or matted.

It’s concentrated, so only a small amount is needed. It also helps repel dust and dirt. The RRP is around £16.99. t Abbey England on 01565 650343.

Rosettes all round!

THE Funnell Horse Care range enhances equine show ring looks while being safe for use on delicate areas such as the face.

Eye and Lip Gloss darkens and draws attention to the muzzle and eye area, while the black or white Make Up Stick discreetly covers blemishes or marks.

Hoof Gloss dries rapidly for a black or clear all-day high shine, Glamour Gel comes in gold or silver to add a touch of sparkle to the mane, tail and coat and Show Shine is perfect for highlighting quarter marks.

For last minute emergencies...Easy Clean with tea tree oil removes dirt and stains from the coat without the need to wet it. Finally, Minty Nuts are a treat with which to reward the successful show horse or pony. t Tagg Equestrian 01636 636135.

38 APRIL 2012 EQUESTRIAN TRADE NEWS

www.equestriantradenews.com

Stock up on show stoppers!

T

op class turnout has always been a major part of the showing world. But as standards constantly rise, riders and producers are making that extra effort in their preparation to stand out from the crowd.

There’s also a much wider range of classes available to all types of horses and ponies.

Showing is no longer the preserve of hunters, hacks and show ponies.

Native and ‘traditional’ breeds have made their way into the limelight with prestigious titles to be won.

It’s a trend that’s fostered a whole new range of products to suit the ‘hairier’ breeds.

In dressage too, participants are increasingly recognising the impact extra shine and glamour can have. It’s satisfying – Robert Walker’s horses are and shows respect to the always immaculately turned out judges – to be well turned thanks to Supreme Products. out too.

A good shampoo is the starting point for proper competition preparation; most showing experts now using colour enhancing products.

Coat Gloss has become essential to add a polished finish, while make-up and highlighters can accentuate certain features and add definition to the face and muzzle area.

At the big shows under floodlights or at indoor championships, many competitors reach for products such as Supreme Products Sparkle for that star studded performance. It’s glamorous, adds glitz and is great fun!

Whiteners also remain popular to help create that crystal clean appearance in greys, coloureds and horses with white socks. It’s all about offering your customers what they need to create that ‘wow’ factor that will see them at the top of the line.

• With thanks to Sarah Turnbull of Supreme Products.

Founded in 1993, the Yorkshirebased company focuses on British manufacturing.

A good shampoo is the starting point for proper preparation – then the gloss and sparkle can be added.

www.equestriantradenews.com

RETA IL TIP

A close shave

New for 2012

THE Equi-Shave from Smart Grooming is a disposable razor is designed to tidy equine whiskers and soft hair.

Its Scandinavian blade is flexible for safe trimming around the contours of the nose and chin area.

Counter display boxes, each containing 50 individually wrapped Equi-Shave units and with a trade price of £40, are available from wholesalers or directly from Smart Grooming. t Smart Grooming 01823 681076.

ABSORBINE, from W F Young, has some excellent new ShowSheen products available in the UK for 2012.

ShowSheen 2 in 1 Shampoo and Conditioner in a salon style bottle contains pro-vitamins to help nourish the skin and strengthen hair. It deep cleans and conditions in one step to leave hair soft, strong and manageable. Available in a 591ml bottle, it has a safety lid to prevent spillages.

ShowSheen Stain Remover and Whitener, containing oxierasers to lift out stains, is simply sprayed on and rinsed off.

Colour safe and with no bleach, it comes in a 591ml bottle.

ShowSheen Detangler Gel, which unlocks the toughest knots and tangles, comes in a new shape, pearl effect bottle in an easy to apply gel formula. It conditions for strong, full manes and tails.

The Mitt and Miss Mitt provide an easy and clean way to apply ShowSheen, fly repellent or leather cleaner – because it simply zips back into its bag after use. Large and small sizes are offered. t Absorbine 01903 892060.

For instant shine COAT and Skin Conditioner from IV Horse’s grooming and maintenance range offers instant shine and coat nourishment.

Designed with easy grooming in mind, this product ‘feeds’ the skin and coat with essential oils and vitamins including vitamin E, vitamin B5 and avocado.

It has an RRP of £9.60 for 500ml. t IV Horse 01888 544261.

Little black number SUPREME Products has added new Black Shampoo to its Professional Collection.

Helping to add definition and shine to darker coats, it also deepens colour for a natural looking finish on legs, manes and tails.

Other colour enhancing shampoos from Supreme Products include Chestnut Shampoo - useful when coats fade in the sun, Blue Shampoo - fantastic on white and grey coats, Palomino Shampoo - natural brighteners and honey conditioner for golden duns too and High Shine Shampoo - to remove residues from the coat, mane and tail for a superb, high lustre finish.

Supreme Products Black Shampoo has an RRP of £9.99 for 500ml. t Supreme Products 01377 229050.

40 APRIL 2012 EQUESTRIAN TRADE NEWS

Summer solution HORSES simply sparkle and shine with NAF’s new grooming spray, Shiny.

The luxurious coat gloss has an added bonus - it contains the favoured, much trusted ingredient, citronella.

Low in silica, Shiny leaves the coat glossy, with a natural, silky sheen; and, because it helps to repel dust, the coat stays clean and shiny for longer!

Says show producer Claire Oliver: “I love it... the coat is left with a really natural looking sheen that doesn’t look or feel false. The citronella scent is a clever addition for the hot, summer shows!”

Shiny has an RRP of £9.95 for 750ml. t NAF 01600 710700

It’s a soft touch!

CHECK out this comprehensive grooming solution from Rhinegold – a grooming bag complete with Soft Touch Kit. Each bag is made from durable material with six side compartments, elastic drawstring closure plus extra clip and lid. Two side handles and long over-arm strap complete the convenient design.

Each bag comes with a colour co-ordinated grooming kit featuring soft touch materials for comfort and grip. It includes a body brush, dandy brush, mane comb, mane and tail brush, hoof pick and sweat scraper. Bags are also offered separately too.

Available in blue, grey or red, the complete bag with co-ordinated grooming kit is available at £12.50 to the trade. t Snowhill Trade Saddlery 01243 672323.

www.equestriantradenews.com

In the eye of the beholder Sprays and shampoos aren’t the easiest to merchandise, so ETN asked Absorbine for some tips.

IL RETA TIP

C

onsumable products in pots and bottles should be grouped and brand names should be kept together, not scattered over several shelves.

Manufacturers go to a lot of effort and expense to create a brand identity, with coordinating labels and packaging that sit well together, emphasising the brand qualities and encouraging customers to buy.

The new Absorbine ShowSheen range is a good example of this, using pearl coloured bottles and coordinated labels carefully to link new ShowSheen 2-in1 Shampoo and ShowSheen Stain Remover and Whitener with ShowSheen coat polish and detangler and Finishing Mist.

These products group well to form attractive displays, encouraging customers to try additional grooming products from the range and creating impulse buys.

The most prominent place on the shelf is from just above the waist to eye level. Keep the more popular and/or expensive products at eye level, with less popular products lower down - but not on the floor where they can’t be seen at all.

In order to manage your shelves effectively, don’t cram the shelves with as much product as you can get on there; keep displays practical and easy to fill; and make sure you ‘face up’ – continually pull product to the front as items sell.

There should be plenty of offers and specials on the way to the till. When the customer gets to the checkout there should be counter displays and shelves of smaller items and little add-on type products that they had forgotten they need or might pick up while they're waiting to be served.

All supermarkets and most chain retailers have this strategy. But whatever the scale of your shop, from small store to out of town feed merchant, the same principles apply.

www.equestriantradenews.com

Dogs at work Meet some more charming canines gainfully employed in the equestrian trade.

DOGGY HEAVEN: If a dog could choose his dream job, surely it would be as a member of a treat tasting panel – and that’s exactly what keeps this canine collection busy at Fish4Dogs.

“We always try out new products first on the office pack,” says Dominic Ebery marketing director. “Because they get so many products to try, they’ve become very demanding. Unless a treat is exceptional, they will look at it with withering contempt and stomp off.

However, if a product meets with their approval, then it’s well worth progressing.

“The other great thing about having in-house dogs”, adds Dominic, “is they remind us every day of what we are about and who we are as a company.”

Hard at work testing Fish4Dogs’ Sea Crackling, calamari treats for dogs which was launched last month, are, from left, Gabriel (German Shepherd) Sam (terrier cross and very old) Barney (Poodle - Bichon cross) Amber (Cocker Spaniel) and Lucy (Labrador).

CELEBRATIONS ALL ROUND: Pete Jones’ team of huskies called in at the Thomas Bell Country Store in Brigg, North Lincolnshire to mark their recent win in the 29th Siberian Husky Club of GB’s Aviemore Sled Dog Rally. Pete is a regular customer at the store where he buys his team Alpha High Performance, their favoured sled-pulling fuel.

“The huskies certainly attracted a lot of attention and were full of life,” said Graeme King of Thomas Bell Country Store. Pictured are the retail team of Ellie Hope, Hannah Green and Michaela Harness with Pete Jones and husky heroes.

Do you have a dog at work?

Tell ETN about the dog in your shop, office, warehouse or work vehicle. Email editor@equestriantradenews.com We love to see photos too!

EQUESTRIAN TRADE NEWS APRIL 2012 41

How does a

arrive in

CCJ ETN? County Court Judgments (CCJs) relevant to the equestrian industry have been published in ETN virtually since the publication was founded more than 30 years ago. Here we explain the events that result in a CCJ appearing in ETN. CCJs only relate to England and Wales as Scotland has its own separate legal system, while Northern Ireland has alternative arrangements.

Separate rules and procedures exist for personal injury claims and housing repair claims, so the following relates to claims for debts. Almost all of the CCJs in ETN relate to debt.

Claims can be submitted under three ‘tracks’ 1) Small Claims Track - for claims not exceeding £5,000 2) Fast Track – for claims over £5,000 but not exceeding £25,000 3) Multi Track- for claims over £25,000 The small and fast track claims are managed by County Courts, Multi Track are more often handled by the High Court.

The Procedure A business or individual that believes they are owed money by another party (individual or business) will obtain a form N1 from a Court (or online). The form is completed showing: 1) The Claimant – name of individual or business that is owed the money.

2) The Defendant- name of individual or business that owes the money.

3) Brief details – why the money is owed eg. unpaid invoices.

4) Value - the amount owed.

5) Defendant’s name and address - if your opponent is a limited company, then you can choose between the company’s usual place of business, its principle office or, if different, its registered office.

6) Amount - the amount claimed.

7) Court fee - charged in bands depending on the value of the claim.

8) Solicitor’s costs – if the claimant is using one, then the figure is added to the claim form 9) Total claimed 42 APRIL 2012 EQUESTRIAN TRADE NEWS

10) Particulars of claim - what the amount claimed is for and whether the claimant wishes to claim interest.

The amount is 8% of the value of the claim per annum, less the court and solicitor’s fees, stated as a daily amount by multiplying the amount of the claim by 0.00022. The amount claimed so far needs to be stated as well as the ongoing daily amount. For example, you are owed £600 and the payment was due 57 days ago. Your claim would be for £600, plus the £80 court fee, plus £7.52 interest (£600 x 0.00022 x 57) plus daily interest of £0.13 (£600 x 0.00022) = £687.52 plus ongoing interest at £0.13 per day.

11) Statement of Truth - details of the person making the claim, their position within a business if the claimant is one and that the statements made are true.

12) Address for documents - the address to which you would like documents sent.

Serving the claim The Court will normally serve the claim form by posting it to the defendant. The claimant will receive a form N205 from the Court advising of the date on which the summons was served. The defendant then has 14 days to decide what to do. If the defendant has not replied within 14 days the claimant can apply for ‘judgment by default’.

The defendant has five options....

• Pay in full: Pay the amount in full straight away (plus any interest and court fees). There won't be a court hearing and a CCJ won’t be recorded.

• Ask to pay later or in instalments: A CCJ will be issued.

• Dispute the amount owed: If the defendant thinks that less is owed than claimed, he should pay the amount he thinks is owed or ask for time to pay and explain why he disputes it. The

Court will decide who is right; if it’s the claimant, a CCJ will be issued.

• Dispute the claim: As above.

• Claim against the creditor: The defendant will fill out a counter claim form and the Court will decide who is right; if it’s the claimant, a CCJ will be issued.

The Register of County Court Judgments Nearly all CCJs go on the register: • Paying within a month: If paid in full within one month of the day of the judgment, the CCJ will be removed from the register.

• Satisfied vs unsatisfied: If it isn’t paid, it will show as unsatisfied. If the CCJ amount is paid after it is registered, it will stay on the register but be marked as satisfied.

• CCJ removal: The only way to remove a CCJ is to ask the Court to ‘set aside the judgment’ because a genuine reason exists to dispute having one. If a defendant genuinely disagrees with a CCJ, then the Court can be asked to ‘set it aside' for a £75 fee. If this happens, the CCJ is removed from the Register.

This doesn’t necessarily mean the case is over – it just goes back to the start, and the creditor has to submit the Court forms again. If the defendant doesn’t have a genuine reason for wanting the case set aside, or the court thinks he is wasting its time or lying, he could face fines or a prison sentence.

Summary Before a judgement appears in ETN, the defendant will have: A) Been served by the Court with form N1 B) Had a judgment sent by the Court and C) a period of 28 days will have elapsed since the judgement.

• If a defendant disputes the fact that the debt is owed, then they have had a number of opportunities to either defend the claim or have the CCJ ‘set aside’. www.equestriantradenews.com

Welcome to ETN’s guide to upcoming shows, events, training courses and conferences of interest to the trade.

The Suffolk Show offers something for everyone, including a competitive flower show, world class show jumping, craft, farm machinery, Suffolk Punches on parade and a military display. There’s also the ever popular eat street, food hall and sports village. New this year is ‘Fifth Avenue’ which focuses on fashion.

Trade pitches range in size and there are still a few spots left in good locations. For more information visit www.suffolkshow.co.uk.

Good Friday, 6 April...

Thursday 7 – Sunday 10 June...

The Betfair Lambourn Charity Open Day will see more than 30 racing yards in the Berkshire village open their doors to the public. Nicky Henderson and Charlie Hills’ yards will welcome visitors, along with Valley Equine Veterinary Hospital and farrier Gary Pickford’s forge.

Other attractions include top jockeys past and present in Olympicthemed events, foxhound parades, chef d’equipe to the British eventing team Yogi Breisner presenting an insight into the education of a racecourse and Mark Todd giving a dressage display.

Yards open from 8.30am. Admission prices are £12 all day, £6 for afternoon only. Children under 12 go free. Find out more at www.lambourn.info

The Equi-Trek sponsored Bramham International Horse Trials has nominated the Cystic Fibrosis Trust as its charitable partner. A 60,000strong crowd is expected at the Yorkshire event.

Friday, 4 – Monday, 7 May...

Badminton Horse Trials, with the cross country on the Sunday and show jumping on Bank Holiday Monday, for a record first prize of £65,000. Long standing title sponsor Mitsubishi Motors has signed up until the 2015 event.

Friday, 1 – Monday, 4 June...

The annual Bolesworth Classic Show at Bolesworth Castle, nr Tattenhall in Cheshire celebrates the Queen's Diamond Jubilee by hosting 'A Great British Show' . Attractions include helicopter flights over the showground, vintage car displays, zip wires across the lake, dog agility classes, fine foods and a huge shopping village – plus top class show jumping. The show has a prize-fund of £80,000, with £8,000 going to the winner of the grand prix – so expect to see top riders in action. Contact Anna Du Pré on 01829 782210 for tradestand enquiries.

Friday, 20 to Sunday, 22 July...

The 2012 CLA Game Fair takes place at Belvoir Castle, Leicestershire.

Thursday, 24 May – Sunday, 30 September The Horse: Ancient Arabia to the modern world, a new exhibition at the British Museum in London.

Through an impressive collection of loan objects, this exhibition (in gallery 35) will explore the influence of the horse in Middle Eastern history, the emergence of the Arabian horse, and the importance of its introduction to Europe.

Iconic items from the British Museum including the enigmatic Standard of Ur and the four-horse chariot from the Oxus Treasure will be displayed alongside 1st – 2nd century AD representations of horses from the ancient caravan site of Qaryat al-Fau in Saudi Arabia together with Gigapan photographic panoramas of recent discoveries of rock drawings of horses from a number of sites.

Admission is free. Two exhibits are shown here, courtesy of the Trustees of the British Museum.

Fragment of carved limestone relief featuring the heads and foreparts of three horses drawing a chariot with reins, hands of charioteer and whip, from 9th century BC, Neo-Assyrian.

Man on horseback, with a falcon, early 18th century, India.

Thursday, 7 and Friday, 8 June...

The Suffolk Show is attended by, on average, 80,000 visitors across two days. Hundreds of organisations have already signed up to showcase their products and services at Trinity Park, Ipswich, and are hoping to reach an audience of families, professionals and other businesses from Suffolk and the wider East Anglian area.

www.equestriantradenews.com

HOW TO GET LISTED ETN welcomes submissions to What’s On from all organisations, commercial companies, shows and events.

Please include your dates, venues, contact details and why your fixture/event/training is of interest to the trade.

EQUESTRIAN TRADE NEWS APRIL 2012 43

Let’s value British saddlery!

Most British saddlery is noted for its quality, so surely prices should be more akin to those charged for German, French and Italian brands, says Ken Lyndon-Dykes.

L

ast month’s Society of Master Saddlers (SMS) Annual National Competitions demonstrated the truly amazing craftsmanship we have in our saddle, bridle and harness-making industries.

Through my work, I’ve travelled to many parts of the world and can state absolutely categorically - that the standards exemplified at the competitions were supreme in global terms.

This fact leads me to a question. Why, when we produce such quality goods, do our prices not compare – by and large - with those of the German, the French and the Italian manufacturers?

There are, of course, exceptions. Some of the ‘country saddlers’ [those inside Walsall are known as ‘town’ saddlers while everyone

Many Walsall saddlemakers perceive the only way to hang on to their proportion of the market is to undercut their competitors. outside the leather town is a ‘country saddler’] charge somewhat more realistically for bespoke bridlework and saddles. Even so, I suspect they are ‘cheap by comparison with their counterparts overseas.

I would not suggest the industry forms a cartel – that would be against the law in any economy that operates a free market; but I would like to see discussions that would result in more realism.

It sometimes seems to me that many Walsall saddlemakers perceive the only way to hang on to their proportion of the market is to undercut their competitors! Of course, one or two well-known Walsall manufacturers buck the trend and charge what I would term ‘sensibly’.

A fair proportion of my clients believe that French, German or Italian saddles are better than British-made because they are more expensive!

I persuade a lot of horse owners to buy cheaper – ie British saddles – because in so many cases they are actually more suitable and a better buy for the horse/rider concerned.

At the other end of the spectrum are a few continental manufacturers whose prices are really hyped.

Interestingly, the owner who keeps her horse on a shoestring, can rarely afford lunch - and certainly doesn’t buy designer labels for herself in Harrods or Harvey Nicks – will often aspire to ownership of one of the most expensive saddles on the market!

A guest at the SMS Competitions remarked how generous members are in their appreciation and support of craftsmanship at all levels.

Burgeoning talent among apprentices, students and trainees…older Masters who produce work that is so

44 APRIL 2012 EQUESTRIAN TRADE NEWS

outstanding that it almost brings tears to the eyes… the ‘journeymen’ who are so obviously going to be the elite Master craftspeople of the future.

It is this generosity, this understanding – this desire to laud the outstanding - that helps to make this craft-based sector so elite.

I recognise and applaud this eminence - and I want our craftspeople to benefit from it.

I want to see them pricing their excellence in much the same way as it would be priced in most other countries.

I would also like to see more people to recognise just how diversely our elite craftspeople use their skills. At this year’s

competitions there was a class, chosen by current SMS president Steve Marks, for ‘a toy or game made of leather’.

I’ve no idea how the judges managed to sort out so much ingenuity, design ability and elegant craftsmanship; but the exhibits were of a standard that was mind-blowing.

Then there was the class for a miniature piece of riding or driving equipment. The design, the detail, the careful selection of materials, the tiny, tiny stitching and the accuracy...I suspect that taken to auction, many would have fetched a lot of money.

How good it is that we are justifiably able to salute success.

About the author Ken Lyndon-Dykes is a saddle designer, Society of Master Saddlers' Qualified Saddle Fitter and former international three-day event rider. www.equestriantradenews.com

www.equestriantradenews.com

EQUESTRIAN TRADE NEWS APRIL 2012 45

List your website here For more information call 01937 582111

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.

LINCS EQUINE SERVICES LTD, HOLME ROAD, SWINDERBY ROAD, COLLINGHAM, NEWARK NG23 7NZ £772

MEYNELL SADDLERY, SARACENS COACHING HOUSE, MAIN ROAD, BRAILSFORD, DERBY, DERBYSHIRE DE6 3DA £408

HACKWORTH ANIMAL FEEDS, DUMFRIES FARM, RIPPONDEN ROAD, DENSHAW, OLDHAM, LANCS OL3 5SH £91

MR WILLIAM McKAY T/A MARTIN GRANGE RACING, MARTIN COMMON, BAWTRY, DONCASTER, SOUTH YORKSHIRE DN10 6DD £19,746

MR MATTHEW ROGERS T/A SPIRIT EQUESTRIAN, 4 OLD PAINSWICK ROAD, GLOUCESTER GL4 4PX £1,100 EQUESTRIAN EVENTS LTD, OLDFIELD LODGE, BURNHAM ROAD, LATCHINGDON, CHELMSFORD, ESSEX CM3 6EZ £780 & £654 MRS VICTORIA WOOD, COBBEY CASTLE EQUESTRIAN CENTRE, COBBEY CASTLE LANE, BISHOPTON, STOCKTON-ON-TEES, CLEVELAND TS21 1HD £11,440

NORTHERN RACING LTD, R/O 12C LANCASTER PARK, NEEDWOOD, BURTON-ON-TRENT, STAFFORDSHIRE DE13 9PD £207 ACE DRESSAGE LTD, THE COLLEGE EQUESTRIAN CENTRE, KEYSOE, BEDFORD, BEDFORDSHIRE MK44 2JP £175 ANIVET LTD, VETINARY PRACTICE, EMMVIEW CLOSE, WOKINGHAM, BERKSHIRE RG41 3DA £267

CHOLDERTON EQUESTRIAN LTD, CHOLDERTON, SALISBURY, WILTSHIRE SP4 3DW £1,148

CHESTNUT STABLES LTD, CHESTNUT COTTAGE FARM, LOWES LANE, GAWSWORTH, MACCLESFIELD, CHESHIRE SK11 9QR £897

MR ANDREW CROOK, ASHGILL STABLES, YARD 2 TUPGILL PARK, LEYBURN, NORTH YORKSHIRE DL8 4TJ £718

MR SAMUEL WHITLEY T/A NATIONAL EQUINE DEVELOPMENTS, 15 HAREBELL CLOSE, KILLINGHALL MOOR, HARROGATE, NORTH YORKSHIRE HG3 2XL £4,426

LEE GREEN VETERINARY CENTRE, 251 WELLINGTON ROAD NORTH, HEATON CHAPEL, STOCKPORT, CHESHIRE SK4 2RQ £727 MILLER’S NOOK RIDING SCHOOL LTD, LOSTOCK LANE, WESTHOUGHTON, BOLTON, LANCS BL5 3LX £897

HELEN HARRIS, BEECH TREE STABLES, HORSECROFT ROAD, BURY ST EDMUNDS, SUFFOLK IP29 5NY £491 MR ROBERT WOOD T/A EUROSPORT HORSES, GILES LANE, LANDFORD, SALISBURY, WILTSHIRE SP5 2BG £1,010

Equestrian Trade News

RACING FIXTURES LTD, JUBILEE HOUSE, SANDOWN ROAD, DERBY, DERBYSHIRE DE24 8SR £17,188

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

Coming soon in ETN. . .

JUNE ISSUE • Focus Europe – profiling European equestrian companies.

• Equestrian media – magazines, marketing and PR agencies

• Finest saddles – and saddle fitting.

• AMTRA accredited CPD feature for SQPs – covering equine and companion animals.

Editorial for consideration should be received by 1 May. Telephone: 01937 582111 Email: editor@equestriantradenews.com 46 APRIL 2012 EQUESTRIAN TRADE NEWS

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