ETN - Equestrian Trade News - April 2014

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 2014 Volume 38, No 4 Monthly

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Workplace mediation: can it save time, temper and money?

The latest in safety gear, clothing and feed

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

CONTENTS

Comment

APRIL 2014

NEWS.........................................................................4 PRODUCT NEWS .....................................................11

GO to work on an egg, bootiful, probably the best lager in the world; marketing slogans so successful that they’ve crept into the English language.

Their impact was underlined when news that Mr Kipling was about to stop describing his cakes as ‘exceedingly good’ was reported by the national media last month.

So does the equestrian trade have its own memorable catchphrases?

Equilibrium Products’ “making a difference to horses’ lives” is a super one. TopSpec’s “created without compromise”, Jack Murphy’s “irresistible Irish clothing”, BETA’s “shop where you see this sign” and Ekkia’s “the horse day after day” are others I can instantly recall – which says something about their respective effectiveness.

Have I missed any? And do retailers have great catchphrases too? I’m sure you’ll let me know ... editor@equestriantradenews.com

SAFETY GEAR Roy Burek: heading for a safer world...................16 Gallery of safety products .....................................19

WITH so many trouble spots around the world, many people might just use that as an excuse to stay home this summer and enjoy their homes - and horses.

If you love animals, riding, country sports and a rural way of life, making the most of what you have is a lovely way to spend precious leisure time.

Add to that the fact that people are spending again, and throw in some good weather, and the signs are positive for a good summer’s trading.

Rosslyn Boggis, whose family runs newly expanded Buckinghamshire retail store RB Equestrian, says that this time last year customers were coming in mainly for essentials such as lead ropes and hoof picks. But 12 months on, they’re browsing and treating themselves to, say, a new top.

Rosslyn also reported that a swimming pool business local to RB Equestrian has never been busier...They will be praying for a good summer even more than us!

RETAILER PROFILE Thomas Irving’s of Chesterfield............................32

THIS year has started brighter than we could ever have dared to hope.

BETA International was buoyant, there are lots of new people in new jobs, big sponsorship announcements (all reported in this issue of ETN) and even the ground is drying up.

Consumers’ new found confidence is reportedly driving the retail recovery. Shoppers are willing and able to spend more – but only when good quality and value for money (and preferably both) are on offer.

The challenge many retailers face during 2014 will be how to wean shoppers off their everyday diet of price promotions.

MY HORSE WORLD Sue Carson on sponsorship...................................44

Liz Benwell

BETA MEMBERS’ PAGE Find out how to get involved with BETA Year of the Horse..................................24 SPONSORS & SHOWS .............................................26 GOOD GROOMING COVER STORY Gallery of products.................................................28 Are your customers well turned out? ..................30

FEED FOR PERFORMANCE What to stock ..........................................................34 BETTER BUSINESS COVER STORY Workplace mediation .............................................37 CLOTHING & FOOTWEAR New collections and top tips..................................38 PEOPLE COVER STORY New recruits galore ...............................................42

COUNTY COURT JUDGMENTS................................46

FRONT COVER: This month’s stunning front cover image comes courtesy of Smart Grooming and Clippersharp tel 01823 681076. The image is by Paul Ruffle Photography, Facebook.com/paulrufflephotography. Read more on good grooming products inside...

OBITUARY

Toe the line to stay accredited, retailers warned

JOSEPH ALEXANDER (JOE) GORDON BELFAST Master Saddler Joe Gordon of Joseph A Gordon & Son, died in February. He was 91.

Joe Gordon began his saddlery apprenticeship to Hugh Sterling of Ballymena in 1936.

In 1948, he purchased a saddlery business as a going concern in Peters Hill, Belfast. It was a tough start as saddlery was entirely working harness at that time with no riding to speak of in the area. The war was over and petrol rationing too; so the horse as a beast of burden was finished and with it the city saddlery trade.

Joe survived that period by making schoolbags, handbags, straps and just about anything from leather. Every year he made a new set of Peyton show harness for Wiltons funeral service. His was the only saddlery in Belfast town to survive that period.

Joe studied the art of making riding saddles and as the country’s prosperity recovered so the business grew along with Joe’s reputation for excellence.

He would make regular trips to Walsall and attended every BETA trade fair [later BETA International] since the first travelling fairs. He made many friends in the industry.

Joe’s stock and premises were completely destroyed in 1973 during ‘the troubles’ that hit Northern Ireland. At the time, Government compensation amounted to only around 10% of what he’s lost. So he started again.

His enforced move of premises turned out to be fortuitous and his shop on Lisburn Road became a bit of local legend. Joe took pride in the excellence of his work and the integrity of his service and all his dealings, winning the respect and friendship of customers and suppliers alike. Those who knew him well knew that his faith in Christ and love for family underpinned his gracious attitude to people.

Joe was one of the grand old characters of the trade and if anyone presented him with imperfect work or goods they heard his favourite phrase – “not worth the full of your ear of roasted snow.”

Joe retired in 1987 and was succeeded by his son Roger Gordon who carries on the business today. Joe is pictured with his late wife Eileen.

RG

ANIMALIFE is warning its accredited retailers that they must stick to the scheme’s ‘no online sales’ criteria.

Those not doing so are being asked to leave, warns the supplements specialist.

Animalife launched its accredited retailer scheme – under which it refuses to supply products for online sale - at the end of last year.

“The scheme was designed to support bricks and mortar equestrian outlets by increasing footfall in stores,” said Ross Riley of Animalife.

The company says it has already “taken steps” to enforce the scheme’s terms and conditions.

“Retailers who are found to be selling online, or disregarding the terms and conditions they have agreed to, will have accreditation instantly removed and will be unable to stock the product range,” added Ross, confirming that accredited retailers are regularly checked. “[This] maintains the integrity of the scheme and gives bricks and mortar retailers the best chance to ensure that stocking the range provides them with a successful return on their investments,” he said.

Accredited retailers are entered into a monthly free prize draw to win £100 of Animalife credit. They also benefit from training, point of sale materials and support from a marketing campaign.

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 Advertising Copy: Nicki Lewis Email: sales@equestriantradenews.com Tel: 01937 582111

4 APRIL 2014 EQUESTRIAN TRADE NEWS

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 ISSN 1462-9526

Airowear .....................................................................17 Alanto Limited.............................................................22 Allen & Page ...............................................................35 Animalife ................................................................3 & 7 Barrier Animal Healthcare.............................................30 Battles ..........................................................................9 BETA International .......................................................33 Biemen de Haas ..........................................................14 Buffera ........................................................................14 Carrots UK Ltd ...............................................................5 Charles Owen..............................................................19 Classified ....................................................................45 Equisafety Ltd..............................................................31 Faulks & Cox Ltd ..........................................................15 Finest Brands International...................................21 & 39 Horslyx........................................................................27 Life Data Labs Inc ........................................................26 Mars Horsecare ...........................................................25 Norbrook Laboratories Ltd............................................10 Rockfish ......................................................................12 Saracen Horse Feeds .................................................OBC Sherwood Forest.........................................................IFC Smart Grooming ..........................................................31 Snowhill Trade Saddlery..............................................IBC South Essex Insurance Brokers........................................5 L S Sales......................................................................29 Target Dry ...........................................................11 & 13 Trade Suppliers Directory..............................................22 United Sportsproducts Germany GmbH.........................18 UVEX Sports................................................................23 Web Directory .............................................................46 Westgate EFI ...............................................................20 Worklite Ltd...................................................................6

www.equestriantradenews.com

Saddle fitters launch new society

A GROUP of saddle fitters has founded the Master Saddle Fitting Consultants (MSFC) Society.

Already the new body has members from England, Scotland, Wales, Spain and Holland.

Their aim is to exchange ideas and information while working to develop best practice in saddle fitting.

MSFC Society members have either qualified or are students with the Dutch based Academy for Master Saddle Fitting Consultants.

The MSFC course and examination are accredited by the Utrecht University School of Veterinary Science. Candidates attend a sevenday course in Holland. Lecturers included course founder Dr Gerry van Oossanen and British Master Saddlers Laurence Pearman and Emily White.

“We want to support all qualified MSFC fitters, MSFC students and anyone interested in the MSFC qualification with advice and second opinions, shadowing days, up-to-date research, articles and other training activities,” said MSFC Society chairman Catherine Norris.

“We all care about educating riders and owners about saddle fitting and want to promote that side of our work too.”

MSFC Society members are keen to work with saddle manufacturers and are planning an own brand. At one of its first meetings, the idea was mooted to offer to act as consultants to retailers that don’t employ their own saddle fitters.

“We don’t claim to be bench saddlers, we are all about saddle fitting and coming at things from the horse’s and rider’s point of view,” said Catherine.

The MSFC Society has a Facebook page.

Pictured at the society’s launch are, from left, Nicola Barry (from Buckaroo, Leicestershire), Lynda Swindells (MSFC secretary and from Saddle Sense, Dorset), Steph Bradley (from Freedom Saddlery, North Wales), Anne Scott (MSFC treasurer and from Gammock’s Saddlery in Murray Shire), Catherine Norris (MSFC chairman and from Breathe Saddlery, Northants), Sarah Rymer (from Sarah Rymer Saddle Fitters, York).

Hunt on for top apprentices THE search is on to find the country’s top apprentices and apprenticeship employers.

The National Apprenticeship Awards, run by the National Apprenticeship Service, are open for entries. Regional and national honours are to be decided.

“The National Apprenticeship Awards are an opportunity for employers and individuals to gain the recognition they richly deserve,” said skills and enterprise minister Matthew Hancock.

Paul Cadman, of Walter Smith Fine Foods which last year scooped an Employer of the Year Award, said apprentices bring “a myriad of benefits” to the business.

To enter, visit www.apprenticeships.org.uk

www.equestriantradenews.com

EQUESTRIAN TRADE NEWS APRIL 2014 5

Feed company supports laminitis research SPILLERS is involved with an international effort to make laminitis a thing of the past.

As part of the Waltham International Research Consortium, the feed company is supporting research into the disease which is thought to affect around 3% of UK horses and ponies.

Spillers also offers practical support to your customers to help them manage laminitisprone animals This year the four main areas of research for Spillers and the Waltham International Research Consortium include: ● How best to reduce the water soluble carbohydrate (WSC) content of hay to make it more suitable for the laminitis prone. ● The role of insulin in the development of laminitis to identify individuals that may be at higher risk. ● The role of blood supply in laminitis to help discover whether the way blood vessels behave in some equines may have an impact on the development of the condition. ● The relationship between laminitis and obesity to understand further the effects that obesity has on the metabolism of some horses and ponies but not others.

“Our work with the Waltham International Laminitis Consortium places us at the forefront of laminitis research,” said Spillers’ research and development manager Clare Barfoot.

“This means we can provide the most up-to-date advice to horse owners to help them care for their horses and ponies better.”

Spillers Happy Hoof, said to be one of the safest feeds for the laminitis prone, is a blended, low calorie, short-chop forage containing all the vitamins and minerals horses need to stay in good health.

Approved by The Laminitis Trust, it can be used as a complete feed or hay replacer for hay and is designed to extend eating time.

New event for pony people A NEW equine show is to run at the NEC, Birmingham on 20/21 September – barely a fortnight before the Horse of the Year Show (HOYS) at the same venue.

The Pony Show is to run alongside the new National Pet Show.

Tickets will allow visitors into both fixtures.

The Pony Club is the show’s official partner, while PONY Magazine is media sponsor.

The organiser is Brand Events, the company behind Top Gear Live, Car Fest with Chris Evans and the London Pet Show.

Top farriers come to UK THE 2014 European Farriery Championship and Convention come to the UK this summer.

The events, hosted by the British Farriers and Blacksmiths Association at Myerscough College in Lancashire in July, provide a rate opportunity to promote hoof care products to such a specialist audience.

Farriers from 16 countries will compete for the bi-annual European championship. The convention involves international farrier clinicians delivering demonstrations and hands-on clinics.

For tradestand enquiries, contact Claire Brown on 07747 602978.

www.equestriantradenews.com

Showroom offers retail inspiration

FIELDHOUSE Riding Equipment has opened a showroom at its Walsall headquarters.

The trade-only facility enables retailers to view the latest JustTogs, GFS and Pessoa branded clothing, footwear and saddlery.

“The showroom looks stunning and really shows off the many ranges of products that we have to offer,” said Helen Stone of Fieldhouse Riding Equipment. “A visit will definitely inspire retailers’ merchandising too.”

To visit the showroom, retailers should make an appointment with a Fieldhouse sales representative.

Sponsoring “is win-win for businesses” RIDING for the Disabled Association (RDA) has announced a range of sponsorship opportunities for businesses who want to support the charity.

“It’s a great way for companies to build a meaningful partnership with RDA,” says the RDA’s Vaughan Pearson.

Current opportunities include the RDA Gala Awards (title sponsor or individual awards). The evening is hosted by writer and presenter Clare Balding at a central London venue.

Support is also invited for the RDA National Championships at Hartpury, the charity’s flagship event and the biggest of its kind for riders with disabilities.

£71k settlement ends trademark dispute DUTCH wholesaler Grovet and its retail website Doc Horse have agreed to pay €85,000 (approx £71,000) to Equine America’s sister company Horsham Nutraceuticals following a trademark dispute.

The case, held in the District Course of The Hague, Holland on 17 March concluded with the parties agreeing to meet their own legal costs.

It was decided by the court that the Utrecht based companies’ importation and marketing of the US version of the joint supplement Corta-Flx had infringed Horsham Nutraceuticals’ European registered trademark Cortaflex.

Grovet and Doc Horse were told to refrain from any further infringement of the Cortaflex trademark.

After the case, Phil Middleton of Equine America told ETN: “We are very pleased with the outcome because this case has taken two years’ hard work.

“The US version of Cortaflex (Corta-Flx) is about one quarter of the strength of Cortaflex, so it’s clearly important that horse owners know what they are buying and are not misled by a name that looks similar.

“This outcome has not only safeguarded the consumer but has fired a warning shot to other companies about infringing trademarks and other intellectual property.”

Track down more trade contacts THE Trade Suppliers Directory (TSD) is back in print joining its online counterpart, found at www.britishequestriandirectory.com.

The reference guide, launched more than 30 years ago, is packed with company websites, email addresses, brands and product listings.

TSD is published by Equestrian Management Consultants (EMC), publisher of ETN, organiser of BETA International and a wholly owned subsidy of the British Equestrian Trade Association (BETA).

Company listings in the TSD are free with paid for advertising available.

“We decided to offer online and printed versions to appeal to everyone,” said Claire Thomas, of EMC. “Although many people prefer the speed and easy accessibility of a web-based guide, they also like to keep a hard copy handy on their desk or counter when dealing with customers.”

The printed TSD will be distributed free of charge to BETA retail members in the UK and can be purchased for £18 (UK), £21.50 (Europe), £22.50 (rest of the world).

For more details, contact Laura Clegg, tel +44 (0)1937 582111

Helicopter crash peer owned wormer brands

Medicinal claims: BETA to brief media

LORD Ballyedmond (70), who died in a helicopter crash near his Norfolk estate last month, was the chairman and founder of Norbrook Laboratories.

The veterinary pharmaceutical company employs around 1,700 people at its Newry, Northern Ireland headquarters.

Norbrook Laboratories introduced Noromectim to the equine market in 2002 and earlier this year launched Noropraz Equine Paste.

The former Edward Haughey was made a life peer in 2004 when he became Baron Ballyedmond of Mourne in County Down.

WHAT can and can’t be written about feeds and supplements is the subject of a BETA media briefing.

The trade association is inviting journalists, marketers and PR representatives to attend the session which will cover advertisements and editorial copy.

“Writing feed-based copy can sometimes prove rather challenging because of the claims made by some manufacturers that border on being medicinal in nature,” explained BETA executive director Claire Williams. “The briefing will help to bring clarity and clear up any confusion.”

BETA is consulting members of the media to find out their preferred date and location. The options are Stoneleigh in May or July, Bramham in June or Gatcombe in August.

To attend, or for more information, contact Tina Hustler in the BETA office, telephone 01937 587062 or email tinah@beta-int.com.

SURVIVING THE FLOODS: The week before the company was due to exhibit at BETA International in February, Global Herbs’ West Sussex premises were flooded. “Luckily the farm where we’re based had some temporary space that we were able to move into over that weekend,” said the supplements company’s Claire Rossiter.

Although the advice team was working from one phone line and the production team operating in limited space, Global Herbs had one of its busiest periods so far following the trade fair. “Our production team worked really hard to ensure all orders went out on time,” added Claire. “Luckily our stock was unaffected by the flooding as it’s based further up the farm.”

New show postponed TOTAL Confidence Live – next month’s new show from the organisers of Your Horse Live – has been postponed until 2015.

The event, due on 26/27 April at the South of England Showground in West Sussex, has been re-scheduled for the same weekend and venue next year.

Members of the public who have already bought tickets are offered refunds. No money had been taken from tradestands, said a spokesman for organiser Bauer Media.

Total Confidence Live is a franchise within Your Horse magazine.

The show is based on shopping, celebrity demonstrations and the chance to ‘have a go’ at various equestrian activities.

8 APRIL 2014 EQUESTRIAN TRADE NEWS

WAR HORSE WINNERS: John Carr and Laura Newhouse, of Lancashire retailer JC Country, won a War Horse print in a prize draw on the Grub’s stand at BETA International. Jan Foster (pictured far right) and Pete Allen (far left) of Grub’s visited John and Laura at the store near Preston to present the print signed by artist Jo Taylor.

www.equestriantradenews.com

Horse industry “must take responsibility” THE National Equine Forum (NEF) provides an annual snapshot of topical issues within the horse world.

The 22nd edition, held in London last week, was attended by NEF President HRH The Princess Royal, international equine vets, researchers, riders and trainers plus equestrian business leaders.

Speakers agreed that the horse industry must take collective responsibility for the future health and welfare of all horses.

Specifics raised were the unnecessary breeding and the treatment of unwanted horses, the development of a workable equine ID system and a central database and the ethical use of horses in sport.

The forum played host to the signing of a Memorandum of Understanding between the FEI and World Horse Welfare, which provides guidelines for welfare in equestrian sport.

It also saw the launch of e.hoof.com an online educational tool for vets, farriers and interested owners.

Among the speakers Stephen Potter, partner at LJ Potter Partners abattoir, identified media pressure as contributing to the general public’s negative view of euthanasia.

A review of current drug control legislation, which requires permanent exclusion from the food chain without good scientific reason, would increase the value of unwanted horses that might otherwise become welfare cases, he said.

‘Are you riding straight?’ was a theme addressed by a number of speakers including saddler Mark Fisher.

BETA is among the NEF’s sponsors. The full proceedings can be downloaded at www.bef.co.uk

NEWS IN BRIEF • THE National Minimum Wage (NMW) is to increase from 1 October

2014. The new rates are £6.50 per hour for workers aged 21 and over (19p increase), £5.13 per hour for workers aged between 18 to 20 (10p increase), £3.79 per hour for workers between the age of 16 and 17 (7p increase) and £2.73 per hour for apprentices (5p increase).

• BT SPORT is to broadcast the British Showjumping International

Stairway series from a number of county shows this summer.

Action from Devon County, Suffolk County, South of England, Royal Norfolk, New Forest, Hampshire and Royal Berks will all be included in a six part series.

• COUNTRYWIDE Farmers has cited a mild autumn as partly

responsible for its £0.5m group operating loss announced last month. The figure for the six months to 30 November compares with a £0.5m operating profit for the rural retail chain for the same period in 2012. “Group sales at £143.6m showed a 3% increase on last year,” said chairman Nigel Hall.

• THREE riding centres are to benefit from Sport England funding.

Newham Riding School & Association, East London; Conquest Centre for Disabled Riders, Taunton; and Morpeth Group Riding for the Disabled, Northumberland will benefit from some of the £1.1m allocated to encourage disabled people into sport. Riding equipment, such as reins, saddle pads and stirrups, a driving carriage and new horse are to be purchased.

• EQUI-EXPO is a new shopping and demonstrations show to be held at Kent County showground on 17 May.

• THE ‘new’ 2009 health and safety law poster, which replaced the

version published in April 1999, must be displayed in workplaces from 5 April 2014. The leaflet is available as download or as a pocket card. Employers have a legal duty under the Health and Safety Information for Employees Regulations (HSIER) to display the approved poster in a prominent position or to provide each worker with a copy of the approved leaflet. Download at www.hse.gov.uk/contact/faqs/lawposter

10 APRIL 2014 EQUESTRIAN TRADE NEWS

www.equestriantradenews.com

Carrots goes cross country

THIS gear from Carrots is guaranteed to put a smile on your young customers’ faces.

True to form, the label known for its bright and funky designs has hit the spot just in time for the start of the new season.

From sporty hat covers to knee high socks, Carrots’ cross country collection comes in three styles; pink and purple stripes, black and silver stars and multi-coloured pink, yellow and blue.

With popular detail such as pom poms and scatterings of stars, the co-ordinated clothing also features cross country tops and reinforced riding gloves.

Typical RRPs are £6 for socks, £14 for gloves, £14.50 for hat covers and £22 for cross country tops. t Carrots 01245 445362

Caring website HORSOLOGY.CO.UK is a new online advertising platform with a commitment to donating 100% of private advertising revenue to equine charities.

Its first two charity partners are Equine Market Watch and The Gambia Horse & Donkey Trust.

The site was launched at BETA International 2014 in February. By the end of the show all trade advertising slots were sold out until this month (April).

“I’m thrilled at the response to the site from the trade,” said founder Christina Carter Jones.” They instantly got the concept of Horsology with social entrepreneurship at its core.” t Horsology 0117 2120183

Gate, please ZEDLOCK, the alternative to a padlock and chain for large gates, has been upgraded.

New handles and bespoke sizes are among the extra offerings.

The patented device features a long ‘throw’ sliding bolt which engages into the gate post when the gap between gate and post is up to two inches.

“I installed Zedlocks to my lorry parking area and gates because they are subtle, effective and look nice,” said customer Pip Wates. “[Previously] I used chains and padlocks on the gates, but I often couldn't find the right key for the right padlock and had to fiddle about with frozen chains and WD40.” t Zedlock 01798 342251 www.equestriantradenews.com

www.britishequestriandirectory.com

New take on tack cleaning

Keeping bedding sales buoyant

FURNITURE Clinic, a leather care and repair specialist, has entered the equestrian market under the Saddle Clinic trading name.

Its handily packaged kit provides everything required for cleaning, protecting and nourishing leather tack.

The Saddle Soap provides maximum cleaning power while remaining non-aggressive to the leather’s surface. A Conditioner uses barrier technology to repel dirt as well as reinstating the natural leather aroma. A sponge and cloth are included too. t Saddle Clinic 01207 279963

THE arrival of spring doesn’t necessarily mean your bedding sales should grind to a half.

Many customers will be taking their horses away to shows, to Pony Club camps or even on holiday. Verdo Horse Bedding is just the job for summer use at home or away.

When a small amount of water is added to the bag of heat-treated wood pellet product, a regeneration process is activated. Within approximately 15 minutes, the open bags can be emptied onto the lorry, trailer or temporary stable floor to create a soft, fluffy and dry bed.

Quick to muck out, Verdo has low dust content and absorbs up to three times its own weight in liquid. It comes in stackable, easy to carry 15kg bags. t Verdo Horse Bedding 01264 342 009

12 APRIL 2014 EQUESTRIAN TRADE NEWS

www.equestriantradenews.com

Wool numnahs in new colours GRIFFIN NUUMED had added new colours – red, blue and grey - to its range of saddle pads, numnahs and accessories.

Products now available in grey quilt include the HiWither Original Wool Numnah and the HiWither Half Wool Saddlepad.

Red and blue feature in the HiWither Pro Pad Plus, HiWither Endurance Pad and accessories such as the Fleece saddle cover and Girth Sleeve.

“Having been asked many times if we can produce saddlepads with wool in colours other than natural, black and brown, we felt it was the right time to introduce these eye-catching blue, red and grey options,” said managing director Rosie Pocock.

“They have already been introduced into the endurance market overseas and have proved popular, so it will be interesting to see if the UK market takes to them,” she added.

NuuMed Products are made in Somerset using British wool. t Griffin NuuMed 01458 210324

Hoof sock “to revolutionise poulticing”

A RUBBER-DIPPED hoof sock which 'breathes' while protecting and soaking damaged hooves is new from Wolseley Stockshop.

Invented by a New Zealand farrier and vet, the Tubbease provides a hygienic footbath environment for the hoof without softening and weakening the hoof wall by subjecting it to warm, wet conditions.

Tubbeasesock can be used with a dry dressing or as a wet poultice. It has a cushioning EVA foam rubber sole-pad. t Wolseley Stockshop on 01392 460077 www.equestriantradenews.com

Is your EPOS on your side?

That using a well-implemented EPOS system can improve the cost-effective running of your business was never in doubt. However, as Grant Hadwin of Citrus-Lime explains, it’s important to use an industry specific EPOS provider.

THERE are complexities to any retail outlet but the real knowledge becomes very obvious when speaking to an organisation who knows your industry.

It’s important to work with a company that understands your business and the type of retail you conduct. Every industry has its quirks and pitfalls; being able to pre-empt them is imperative to the way we deal with them.

For example, the customer who asks ‘I notice you don’t have that item in stock, could you order that in for me please?’ is more common now than ever. So, as a retailer you need an efficient way of dealing with this request to minimise the time spent on processing and thus maximise profit.

With a good EPOS system, you can take flexible payment up front or on receipt of goods. This will create the demand for the product at the point-of-sale, which in turn then adds the item to the order automatically which can then be assigned to customer on goods in.

Streamlining the special order process and reducing customer service cost makes it a worthwhile and profitable exercise in store.

Customer service Good customer service is essential to this process and ultimately costs money, so it’s important to do it well. Doing so creates profit where there wasn’t any profit before.

When e-commerce is put into the mix it’s vital to be able to present yourself in a particular way to inspire new customers to purchase from you.

There are some very obvious ways to do this; price, quality of product presentation, easily understood delivery times and a simple returns policy. As an absolute minimum you need to be ticking these boxes and you will achieve online sales.

Working with an industry specific provider is important as the ecommerce site can be designed to target the right audience.

You have full control over the customer experience, so why not rely on an industry expert to help you deliver the best customer experience possible?

If an EPOS and e-commerce provider can supply the tools to one successful store, they can do it again. The only difference is the retailer.

Citrus-Lime can build tailor-made EPOS and e-commerce solutions to sell product to the equestrian market, improve efficiency and maximise profit. t Citrus Lime 0845 890 1270

Saddle has classical style JEREMY Rudge Saddlery has launched a new saddle for classical riding.

The Classic 45 has a forward, curve-cut flap suitable for the 45 degree leg position favoured in this style of riding.

There’s a choice of seat styles - flat and open or deep, plus six knee blocks.

The saddle has been designed in cooperation with equitation expert Mary Wanless, author of Ride With Your Mind. t Jeremy Rudge Saddlery 01922 455233 14 APRIL 2014 EQUESTRIAN TRADE NEWS

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Why we’re protecting our product Dear ETN,

t for A UK supplement company recently introduced a produc beta acid performance and sport horses containing the amino alanine. and other The use of beta alanine in this way for humans, horses which includes animals is protected by a global suite of use patents, any unauthorised UK, Europe and the USA. This precludes the use of ny infringing compa The es. purpos such for alanine source of beta t. reques our at t produc their awn the patent rights has withdr be may who We would like to point out to contract manufacturers, that future, the in alanine beta ning contai ts asked to produce produc of the suite Racing Blue director Dr Mark Dunnett is the co-inventor ook the undert of patents that protects the use of beta alanine. He in humans. then and horses in ient ingred this on ch resear original ide rights to Not surprisingly therefore, Racing Blue holds the worldw animals. Our other and horses for alanine beta ed patent sport t marke into our orated incorp is e rnosin ProCa brand alanine registered beta .

STORM ment supple g winnin award BETA International Innovation of use ing the If any ETN readers have concerns or questions regard our do will we and us t contac please , and inclusion of beta alanine best to answer your queries.

Yours etc

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Dr Catherine Dunnett , director, Racing Blue, Glouc & Life • ETN asked Dr Steve Jones, Director of Chemistry expert an for nes, sonJo Adam eys attorn t Sciences at paten comment on use patents. new way of “It is not just new products that can be patented. A can often also al, materi known a for use new making something, or a be protected. cial use that Even if a particular substance occurs naturally, a benefi be may has not previously been identified for that substance substance for commercially very valuable. Patenting the use of the tion. protec ve effecti very give can use lar that particu marketing the Of course, any ‘use’ patent cannot stop a competitor y known before alread were that es purpos for on questi in nce substa titor taking the new use was discovered, but it can stop a compe developing into unfair advantage of the development work that went the new use. sildenafil, One recent example from the medical field is the drug drug itself better known as Viagra. In the USA, the patent on the ent of erectile expired in 2012, but a use patent relating to the treatm side effect in dysfunction (which was discovered as an unexpected ension hypert of ent treatm the to g relatin patients undergoing trials and angina]) will remain in force until 2019. billions to the Those extra seven years of patent lifetime will be worth patent owner.”

947 7977 or For patent advice, contact AdamsonJones on 0115 o.uk email contact@adamson-jones.c

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

Heading for a safer world Helmet manufacturer Charles Owen is at the heart of a revolution that’s seeing riders choose safety over vanity. The company’s managing director Roy Burek talks to Kathy Carter. today,” he states.

“For those riders looking for a traditional ‘look’, there are several very good helmets, such as the Charles Owen H2000 or Fiona that offer the protection of a certified helmet without sacrificing aesthetics,” he adds.

Roy Burek: “Give tomorrow’s riders the gift of safety.”

I

t seems like a lifetime ago that show jumpers wore strapless hats and young helpers at riding schools galloped their ponies bareback to their fields. Surely reckless riding behaviour has been consigned to the 20th century? Sadly not…

Just last year, a hunt Master wearing a linen hunting cap fell from her horse and died from severe brain injuries. A teenager riding bareback needed the muscles in her face stitched back together after being kicked in the face by her horse.

Horse riders take risks, and think it won’t happen to them; however, it does.

Charles Owen’s Roy Burek says traumatic brain injuries are a serious issue in the riding community, although wearing a helmet significantly reduces the risk of devastating rider injuries.

“With the wide range of helmets that are available in very traditional styles, there is no reason for people not to wear a certified safety helmet

Fine-tuning the manufacturing process through experimentation Charles Owen can make a helmet from start to finish without subcontracting. As well as giving the company control over every stage of manufacture, Roy says it’s the only way to understand each manufacturing process thoroughly, and fine-tune it through experimentation.

“Helmets are often just constructed to prevent breakage [of the skull] and anyone who has visited hospital suffering from concussion knows that the CT and MRI scans don’t necessarily show breakage,” he explains.

“It’s our duty as manufacturers of riding helmets to expand our understanding of the brain at the cellular level. We [in the industry] have relied on the research from the 1960s and 70s for far too long. However, science is starting to allow us to see how a blow to the head affects each neuron in the brain.

“I can’t accept that riding helmets can no longer be improved; not until no rider

16 APRIL 2014 EQUESTRIAN TRADE NEWS

needs to go to hospital after a fall or riding accident.”

Sport is beneficial Roy and his team are studying research that shows that vigorous sport is beneficial to the brain.

“Vigorous exercise is necessary to create the conditions to prevent brain damage, and make the brain grow,” Roy states. “I’m not surprised by a recent Canadian study that showed that active mothers have smarter babies (ref 1).

“Not only does exercise increase the amount of energy stored at the cellular level for repair and growth, but it increases Glutathione, the most powerful antioxidant and brain-derived neurotrophic factor (BDNF) that stimulates

‘neuron sprouting’,” Roy says.

“For manufacturers of riding gear, the fact that exercise is so beneficial is a great line to get more people riding. I believe there is no better sport.”

Ambassadors for equestrianism Roy has high praise for those dressage riders who are promoting safer riding and the use of helmets instead of top hats at elite levels.

When London 2012 Olympic champion Charlotte Dujardin resolutely wore her Charles Owen helmet throughout the Games, including at each post-ride press conference, she normalised the practice of riding in a helmet as opposed to a top hat, believes Roy.

Charlotte Dujardin normalised riding in a helmet rather than a top hat at London 2012.

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Charles Owen can make a helmet from start to finish at its Wrexham factory.

“Charlotte is a brilliant pioneer for helmet safety across all equestrian sports.

Winning double Olympic gold broke down every barrier that has ever been associated with wearing a helmet in dressage, and truly proved that safety can win," he explains.

"The fact that Charlotte chose to wear a Charles Owen Ayr8 at the event shows her commitment to equestrian safety.”

Safety heritage With a century of safety heritage under its belt, Charles Owen has earned its right to be evangelical about helmet safety.

In 1911, founder [a man named] Charles Owen started manufacturing helmets for the British army in the east end of London before expanding into the manufacture of motorcycle helmets in 1928.

In the 1930s, the company moved into the equestrian industry, kitting out the winning jockey of the 1938 Grand National in a jockey helmet.

Charles Owen has been instrumental in the development of safety standards, manufacturing to the first equestrian helmet standard in 1953. The brand followed this up with the first Kitemarked riding hat in 1963.

The company later introduced a body protector and then a collarbone and shoulder protection system.

Charles Owen acquired body protector manufacturer Airowear in February 2012.

Yet Roy says Charles Owen puts its commitment to rider safety before commercial success. “Researchers in the field are always surprised by our willingness to listen to their ideas, but also by our request to make helmet standards better,” he explains.

“The Charles Owen motto ‘For A Safer World’ perfectly

reflects the approach of our company’s commitment to safety.”

A quest for safety Roy represents Great Britain on the European Standards of Safety Committee, and is a member of ASTM International (American Society for the Testing of Materials), the equestrian safety standards body in the United States.

He seemingly will not stop in his quest to make riding as safe a sport as it can be.

“We’re not only committed to providing the best today, but want to know what is the best for riders tomorrow,” he says.

“It’s probably a testament to this approach that retailers saw no noticeable aesthetic change in the Charles Owen helmets they were buying after a 30% required increase in protection in 2011, with the PAS015 helmet.”

Education, education, education Roy believes that through education, riders will choose what’s best, as people like Charlotte Dujardin and many of her peers have done.

A poor safety record in equestrian sport creates a disincentive to new entrants to riding, he says. “Riders who choose not to protect themselves are affecting not only those close to them, but the children who are kept from the sport because of this barrier.

“Retailers are ideally placed to educate their customers about the safety products available to themselves and their families - and give tomorrow’s riders the gift of safety.”

Ref 1 - ‘Foetal brain development is influenced by maternal exercise during pregnancy’, E. LABONTELEMOYNE et al, Univ. of Montreal, Montreal, QC, Canada.

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Products that protect Staying safe no longer means ugly or boring. Leading suppliers are continuing to innovate by combining personal protection with aesthetics. ETN looks at what’s new.

Protecting precious young riders WEIGHING just 300g, the new uvex onyxx children’s helmet is thought to be the lightest kitemarked helmet on the market.

Kitemarked to BSEN:1384, the onyxx combines ventilation with a moisture wicking, removeable, anti-allergenic washable liner. It aims to be so comfortable, kids will enjoy wearing it.

Technology from the extreme sports such as cycling and skiing has been applied so that cool air is drawn in and funnelled over the top of the head. uvex says its IAS 3D fitting system ensures that fit is secure and comfortable around the head’s circumference, and also over the crown, creating a correct fit for the depth of the helmet.

The skull finishes developing at the age of 12, adds the company, therefore helmet adjustability is crucial for

safety as well as the rider’s comfort and enjoyment.

As the rider grows, the helmet can be adjusted by up to an extra 5cm, thereby reducing the costs of continually replacing a helmet with every centimetre of growth.

This also means that a helmet can be shared between friends and siblings, says uvex, because essentially the uvex onyxx helmet provides a customised fit.

The harness is a soft-edged and yet highly robust webbing material that does not irritate or scratch the face.

The helmet’s wipeable surface comes in two child friendly designs for boys and girls. Available in sizes 49-54cm/3xs-xs, colours include anthracite, white, black and blue in shiny or matt finishes. t Zebra Products 01352 763350

Body protector is “virtually invisible”

HOW HATS HAVE CHANGED: Hands up who remembers those nylon webbing harnesses that instantly transformed velvet caps into ‘safety’ hats? Can you guess the identity of this smartly turned out young lady riding her favourite pony Paleface to an opening meet and wearing one such harness? Answer at the bottom of the page...

It’s none other than Nicki Lewis – ETN’s advertisement manager.

THE Hickstead, the body protector developed by Airowear for show jumpers, was described as “a fantastic design” by judges of the BETA International Innovation Awards.

The garment, which is endorsed by the All England Show Jumping Course’s famous Hickstead venue, duly went on to win the awards’ safety and security category. “...virtually invisible over a jacket, the Hickstead body protector moulds to the body for a comfortable and very safe fit,” the independent judging panel concluded.

Despite its slimline, discreet appearance, the Hickstead meets the BETA Level 3 standard – the highest level of safety.

Airowear was acquired by riding hat manufacturer Charles Owen in 2012.

Expect more exciting innovation from this union of two safety specialists. t Airowear 01434 632816

Why big names choose this brand

THE list of top riders wearing Gatehouse and Rodney Powell branded safety gear reads like a who’s who of eventing.

And now competitors from other disciplines are joining the stellar line-up of wearers too.

Brand owner Westgate EFI reports that the new Snell approved RXC1 jockey skull and Superflex Contour and Tabard body protectors have been extremely well received.

Yet strong demand remains for long established favourites such as the Gatehouse HS1 and Rodney Powell Elite X2ESP, a combination worn by Lucinda Fredericks, Laura Collett and mother and daughter Mary and Emily King (pictured).

The Gatehouse HS1 was the first jockey skull to hold Snell E2001, the highest equestrian helmet standard in manufacture. As a result, it has long been synonymous with eventing and is an essential piece of cross country kit for the likes of Sir Mark Todd, William Fox-Pitt and Zara Phillips.

Contemporary designs The addition of contemporary designs has seen Gatehouse extend its reach to other equestrian disciplines.

Show jumper Tim Stockdale and dressage rider Richard Davison have opted for the lightweight, well-ventilated Conquest riding helmet. It’s also popular with endurance riders.

Tradition still holds true for some however. The Gatehouse Hickstead caters for those seeking a stylish velvet riding hat with a leather harness, qualities that make it a firm favourite with leading show producer, Katie Jerram. t Westgate EFI 01303 872277 THE British Equestrian Trade Association (BETA) runs regular safety courses for retailers (members and non-members).

The courses are designed to help you and your staff sell safety products with confidence. Sessions include safety standards, independent advice on the latest technology available and practical fitting practise.

BETA safety courses are held in various parts of the country. Many retailers who have attended report an instant boost to their hat and body protector sales - not least because they can offer their customers a personalised fitting service. t BETA 01937 587062 www.equestriantradenews.com

RETA IL TIP

Introducing High-Impact Foam with Dual Temperature Performance conforming with requirements of 20°C and 30°C Alanto Limited are proud to announce the introduction of their newly developed All-in-One Impact Foam.

This material offers Impact protection for Horse Riding Body Protectors in Temperatures of 20°C & 30°C, conforming to BS EN 13158:2009

This new Soft Flexible Foam is an exciting addition to our extensive range of materials, specifically designed to combat Impact and Trauma in numerous High-Performance Personal Body-Protection applications Please contact us with your individual requirements; Alanto Limited Units 21 & 23 Walsall Enterprise Park Regal Drive, Walsall, West Midlands, WS2 9HQ Contact: Mr. Gary Knott Tel: 01922 723740 | Fax: 01922 724284

SAFE SUMMER HACKING: High visibility specialist Equisafety is offering a free gift to anyone who’s pictured wearing one of its products in any printed magazine. The offer extends to dogs, horse and humans – and photos can have appeared during 2013 or this year.

Meanwhile this lovely picture of horse and rider wearing Equisafety serves as a timely reminder that high visibility gear is as important during the summer months as in the depths of winter. t Equisafety 0151 678 7182

Hats off to tradition

FOR those customers who prefer a traditional look, the Prestige Riding Hat from Caldene is velvet covered with a soft, padded leather harness.

It conforms to EN1384, is BSI Kitemarked and has a Coolmax lining.

The Prestige comes in junior and adult sizes in black or navy. The RRP is a great value £54.99. t Matchmakers International 01274 711101 22 APRIL 2014 EQUESTRIAN TRADE NEWS

www.equestriantradenews.com

Champions of safety NEW hats and body protectors from Champion have definitely got the looks to catch your customers’ eyes – but of course they comply with safety standards too.

The new, limited edition Champion Evolution Couture features Swarovski crystals and a striking synthetic crocodile skin finish.

The low profile, lightweight hat is made by Champion in the UK. It’s built with a glass fibre shell and incorporates an airflow ventilation system.

Kitemarked to PAS 015 2011 and BS EN 1384 2012, Evolution Couture’s harness is made from soft, padded, synthetic nubuck with a rear drawstring and quick release buckle. The RRP is £140 - £170 depending on size

Spectacular bling Also new, the X-Air Star features a spectacular bling design in rhinestone crystal.

UK made and built on a lightweight injection moulded ABS shell, the X-Air Star is kitemarked to BS EN 1384 2012 and incorporates a ventilation system plus four-point padded nubuck harness. The RRP is £85.

Maximising flexibility The new Unisex EvoFlex body protector incorporates Champion’s Cut-Flex and HingeTek technologies into the design of its FlexAir body protector.

Cut-Flex and Hinge Tek were developed for Champion’s Freedom and Vanguard body protectors which are tailored for the female figure. Now they are being used to maximise the flexibility of the Evo-Flex’s ultralightweight foam and allow the bottom of the protector to mould into the nape of the rider’s back.

The Evo-Flex is Champion’s lightest and most flexible body protector to date. It aims to take tabard styles to a new level, says the company.

In common with all Champion’s body protectors, the Evo-Flex has a Polygiene treated inner lining with anti-bacterial and anti-odour properties to help keep it fresher for longer. t Finest Brands International 0113 270 7000 www.equestriantradenews.com

PRIZES SOUGHT FOR BETA HAMPERS

B

ETA’s famous luxury equestrian hamper prize draw and goody bags are to be rolled out once again at two of the country’s top equestrian events and we are inviting trade members to get involved by contributing a prize.

As part of our mission to promote the work of BETA and its members, we will be sponsoring the CIC 3* at the Equitrek Bramham International Horse Trials from 5 to 8 June and returning as presenting sponsor at the Festival of British Eventing, Gatcombe Park, from 1 to 3 August.

The prize draw and goody bags are a tremendous incentive for visitors to come to the BETA stand. Last year, we received more than 750 entries!

Donations of goods are

gratefully received and essential for these two initiatives to be made possible. Contributions for each hamper (Bramham and Gatcombe) should have a minimum retail value of £100 and will be displayed on the BETA stand during the event. All contributing companies will be acknowledged in the show programme.

Small items such as pens, baseball caps and sample posts are also required for the goody bags, which are handed out at both events – and to the winning teams in the Pony Club Show Jumping finals at Gatcombe.

If you would like to be involved in the hamper or goody bags, or both, please contact Tina Hustler in the BETA office as soon as possible.

IF YOU would like to expand your knowledge and the service you offer your customers, why not sign up for BETA’s next Lorinery Retailing course, which takes place at Stoneleigh Park on 15 April?

This day-long course is made up of four modules, covering elements ranging from an introduction to lorinery and rules of good bitting to bit libraries and steps to successful lorinery selection and sales.

The course is open to both BETA members and non-members. For further information, please contact the BETA office.

Make it a date THE annual BETA Feed Conference is set for 15 May at Whittlebury Hall, near Towcester. It will feature a full programme of presentations from specialist speakers, with a focus on labelling and claims guidance. Aimed at those working in the feed and supplements industry, it is open to both BETA members and non-members, at at a cost of £85 (plus VAT) and £110 (plus VAT) respectively. Contact the BETA office to book your place.

Food for thought BETA has circulated formal advice about the incorrect use of L-Glutamine as an ingredient in horse feed and the naming of certain supplements – including biotin – that might be seen to be misleading. Let us know if you have missed this important document because copies are still available.

A winning year

The BETA hamper is a star attraction at both Bramham and Gatcombe. Last year, Amy Bennett was one of our lucky winners.

CONTACT TINA HUSTLER AT BETA Tel: 01937 587062 Website: www.beta-uk.org Email: tinah@beta-int.com Stockeld Park, Wetherby, West Yorkshire LS22 4AW 24 APRIL 2014 EQUESTRIAN TRADE NEWS

TAKING a lead from the Chinese horoscope, we have decided that 2014 is going to be the BETA Year of the Horse and we have launched a national competition to celebrate.

Consumers are invited to submit their horse of a lifetime – one they have owned or one that has inspired them – to be in with the chance to win either a specially commissioned painting of their favourite equine or a beautiful Swarovski crystal horse figurine.

Nominations can be made until 29 August by completing an entry form or by submitting an online form at www.beta-uk.org. The winner will be notified on 3 October.

It would be tremendous if retailers could promote the competition in-store by displaying posters and nomination forms. Please get in touch if this is something you would like to do and we will arrange for you to be sent some promotional material. www.equestriantradenews.com

• International dressage rider Matt Frost has chosen Woof Wear as his preferred equestrian leg protection and riding glove brand.

He is also working with the company to develop and test new products for the dressage market. Gloucestershire based Matt and his partner Adam Kemp run the AM Dressage training centre.

• Natural aloe vera feed supplement Aloeride is supporting next

month’s Golden Horseshoe Ride, run by Endurance GB on Exmoor on 11 – 13 May. (Photo: Ian Wigley)

• LeMieux – the saddle pad brand owned by Horse Health - is

the new title sponsor of the National Dressage Championships under a three year deal. This year’s ‘Nationals’ take place at Stoneleigh Park on 18 – 21 September and marks the diamond anniversary of the sport’s British championship.

The LeMieux range has recently expanded into boots, bandages and rugs. “We aim to broaden the appeal of our products even further in the coming year,” said Robert Lemieux, the former Olympic event rider who founded Horse Health.

• Balancer and feed specialist TopSpec has announced further

• Neoprene boot brand Grub’s is sponsoring Ben Hobday’s advanced event horse Ramilo. The eight-year-old German bred gelding is aimed at Bramham. The company is also associated with his young horse Shadow Skyfall.

“We are a British company wanting to support the very best of British and we are huge supporters of Ben and his horses,” said Jan Foster of Grub’s.

new sponsorships spanning the equestrian disciplines.

An agreement for 2014 and 2015 includes support for the scoreboards at a number of British Eventing (BE) competitions.

The new TopSpec Scoreboard will be seen at Blair Castle International, Houghton International, Burnham Market International, Cholmondeley Castle and the FEI European Eventing Championships in 2015.

In endurance riding, The Lindum Spirit has secured TopSpec’s support for the next three years. The company’s veterinary nutritionist and feed advisors will be on hand during the fixture at Market Rasen Racecourse on 23 – 27 July.

Showing is also set to benefit from TopSpec’s backing as the company sponsors the Style and Performance Show Jumping at this year’s NPS [National Pony Society] Spring Festival at Addington Manor, Bucks on 11/12 April.

• Equestrian.com – the

• Equine bedding maker Bedmax is supporting Retraining of Racehorses (RoR) by sponsoring Racing2Eventing for a fourth consecutive year.

Bedmax dust-free pine shavings were originally developed for the racing industry. “We’re proud to be supporting RoR,” said the company’s managing director Tim Smalley (pictured). “The charity does sterling work to show that racehorses can go on to have a useful and fulfilling life after they’ve retired from the track.”

RoR was set up in 2000, the same year as Bedmax.

• The Musical Ride of the Household Cavalry is to headline Horse of the Year Show’s (HOYS) displays when it returns to Birmingham’s NEC from 8 - 12 October. The presentation by soldiers and horses from two regiments – The Life Guards and The Blues and Royals - was the most requested by HOYS visitors when asked what they’d like to see again. (Photo: Nico Morgan) • The Royal Norfolk Show marks its 60th running on the Norwich showground on 25/26 June. Said to be the largest two day agricultural show in England, last year’s event attracted more than 1,640 equine entries plus 321 starters in the show jumping.

• Sky Sports’ At The Races

presenter Simon Mapletoft has become a brand ambassador for Alan Paine country clothing. Here he’s wearing a Compton tweed coat.

• HRH The Princess Royal has accepted an invitation to become Patron of the Royal Three Counties Show. The show, which last year was granted a royal title, takes place on 13 – 15 of June near Malvern.

domain name owned by retailer Equestrian Clearance - is the new title sponsor of the Hickstead Derby and the entire Equestrian.com Derby Meeting on 26 – 29 July.

The West Yorkshire company, winner of the SEIB Internet/Mail Order Retailer of the Year at the 2014 BETA Business Awards, is also launching an online Hickstead Derby Community to offer fans benefits and prizes.

“We want as many people as possible to feel a part of the Hickstead Derby, which is such a fantastic and thrilling event,” said director Lorraine Meadowcroft.

The Hickstead Derby, which has run since 1961, has a prize fund of £115,000 for 2014. Last year, when it went ahead without a sponsor and its future looked uncertain, the winner (pictured) was Phillip Miller with Caritiar Z. Horse&Hound is newly involved for 2014 too, as media partner. (Photo: Samantha Lamb)

• Dan Neilson’s tweets

about the benefits of Likit stable toys were spotted by the company’s brand manager Lindsay Gall. She then promptly snapped up the Essex based show jumper to endorse the products.

"Dan’s tweet coincided with the launch of the Likit Electro-Bar,” said Lindsay. “I sent him some to trial and he was only too willing to endorse the product for us. It can be difficult to get horses to consume electrolytes, yet his took to the Electro-Bar immediately.”

Dan and his girlfriend Stacy use the Likit Boredom Breaker at home and away. “Our horses might even be stabled in underground car parks at some major events,” said Dan who’s pictured with Coco Bongo. “Anything that can help alleviate environmental stress has to be beneficial."

How to get your event or sponsorship listed ETN welcomes submissions to Sponsors & Shows from all organisations, commercial companies, events, training courses and conferences. Please include your dates, venues, contact details and why your fixture/event/training is of interest to the trade.

Time to shine Grooming has many benefits, from ensuring horses are clean and comfortable to keeping them insect free. Here are some products with springtime appeal.

Total fly control

Lovely clean sheets!

LS SALES (Farnam) offers a total fly control package with SimpliFly and Tri Tec-14.

The importer of US based Farnam products to the UK was highly commended for SimpliFly in the 2014 BETA International Innovation Awards.

The independent judging panel said it was “a clever product which has the potential to revolutionise pest control.”

SimpliFly is a palatable, in-feed supplement given daily. It works by breaking the fly’s life cycle by killing the eggs and larvae in manure before they can mature into adult pests.

Fly populations in and around the stable have been seen to be reduced by 97 – 100%, says Leslie Sutcliffe of LS Sales (Farnam).

SimpliFly can be used on conjunction with Tri Tec-14, a long-lasting fly control spray. Together they create a cost-effective package for owners with good margins for stockists.

“Selling both products together gives customers peace of mind that they are doing the best for their horses,” added Leslie. t LS Sales (Farnam) 01608 683855, also available from Battles and Trilanco.

WHEN they’ve shampooed, washed and polished their horse or pony ready for a show, who could resist these inexpensive yet classy summer sheets?

The Elico Ingleborough Waffle Rug (pictured) from Jenkinsons is made from attractive acrylic waffle material which is shrink resistant and colour-fast.

Complete with cross surcingles, double breaststraps, tail-flap and fillet string, it’s lined at the chest. Available in sizes 4ft to 7ft, the RRP is around £35.95.

Jenkinsons also has the Elico Cotswold Summer Sheet in heavyweight cotton drill. Double breaststraps, cross surcingles, fillet string, padded wither and chest lining to help prevent rubbing add up to a smart, traditional product.

In navy with navy/white binding, the Elico Cotswold comes in sizes 4ft to 7ft and has an RRP of £27.50. t Jenkinsons 01924 454681

Hands-on brushes NEW S-Line grooming brushes from Equerry are ergonomically designed to feel nice in the hand.

They come in dandy or body brush types and have soft edges for a comfortable grip.

Removable hanging loops make for easy shop display and storage.

Display boxes of ten brushes are offered. t Vale Brothers 01922 624363

Best bib and tucker BARRIER ANIMAL HEALTHCARE has a host of hair and skin care products to ensure your customers’ horses stay clean and comfortable this summer.

Anti-Itch Soothing Shampoo, featuring tea tree, aloe vera, chamomile and lavender, is a rich and gentle, anti-bacterial two in one shampoo and conditioner.

It’s especially useful in summer use when cleansing, conditioning and anti-itch properties are most needed. The shampoo addresses sore, bitten, irritated areas whilst cleaning away bacteria and fungi with ease.

New from Barrier Animal Healthcare is a 1 litre size Pesky Pest Wash for horses, ponies, donkeys, deer, goats and a new 250ml Pesky Pest shampoo and conditioner for dogs.

Both are natural, low lathering, no-rinse formulations to wash away nasties without stripping the coat of natural oils. Frequent use helps to eliminate scurfy, dry areas and maintain healthy skin, hair and coat.

And those customers with native and traditional type horses and ponies need something to keep those flowing locks tangle-free.

Barrier has an answer to that too with Tangle Free & Silky for manes, tails and coats and Free Flow & Shine knot and dreadlock detangler. t Barrier Animal Healthcare 01953 456363 28 APRIL 2014 EQUESTRIAN TRADE NEWS

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Best turned out

Want to help your customers win in the show ring this season?

Vicky Goody has some tips on what to stock.

G

etting the right look and turning out to perfection for the show ring is an art

in itself.

The professionals spend years assessing the conformation and type of the horses and ponies they produce. They’re also clever at highlighting the best points and disguising areas that are not so good.

Whiteners are essential stock items now that showing feathered horses, from coloured to Shires, is so popular.

Show horses and ponies need to be treated as animals; ridden a lot, groomed a lot, fed enough and cleaned up the night before.

Products formulated for equine use can deliver that high gloss, shiny show ring finish guaranteed to catch the judge’s eye. However, these preparations are designed for

the final touches; nothing can substitute correct feeding, grooming, exercise and turnout.

Traditional grooming including strapping to build up muscle and improve skin tone and condition - is rarely part of

30 APRIL 2014 EQUESTRIAN TRADE NEWS

a normal stable routine these days. Many owners have limited time, and with the popularity of shower systems, hot water and solariums, grooming is now mainly done under the hosepipe with a quick dry and brush off ready for the ring.

This modern approach does, however, ensure that demand for shampoos, conditioners and washes remains steady all year round.

There’s nothing better for a proper grooming than a body brush and curry comb, followed by strapping with a wisp and/or stable rubber for a final polish. But I doubt many shops get big sales of stable rubbers these days.

With many other short cuts also applied - including too much feed, too many rugs, insufficient natural exercise and lack of turnout - the show horse often emerges far too fat as opposed to well covered

with muscle tone and fitness.

Show and competition horses and ponies need to be treated as animals, ridden a lot, groomed a lot, fed enough and cleaned up the night before or early on the morning of the show to get consistently top results.

With so many lotions and potions, pastes, oils, sprays, whiteners and even make- up available, owners are spoilt for choice when it comes to finishing touches to wow the judges.

Coat and conditioning sprays are great to stock all year round. More specialised show ring products should be sourced and on the shelf from March onwards to catch the early show sales.

High gloss Gloss products are best used to enhance areas that aren’t naturally shiny. Whitening products are useful to brighten

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and whiten the white areas for that extra brilliance. When applied carefully, make- up and enhancers really do contribute towards a beautiful turnout.

Show horses must stand out and catch the eye. Owners want something to give them that little extra; something that maybe their rivals don’t have...

Personal preference must also be catered for. Some customers prefer conditioners containing silicone, for instance, while others prefer a more natural approach.

Practise – and the right kit - makes perfect when it comes to quarter marking.

With good quality shampoos and conditioners available, who says grey horses’ coats can’t shine?

While this magnificent example of heavy horse plaiting may be specialised, the grooming products required remain the same for most show horses.

Show prep checklist

Whitening powder and stain remover sprays.

Good quality equine shampoos.

Coat conditioners/detanglers for easy brushing and to minimise hair loss.

Hoof oil or dressing in clear and dark formulae.

Make up, enhancing gloss, mane and tail high gloss dressings, hoof varnishes and colour paints are more specialised but worth considering as stock items.

The show basket is normally of traditional wicker and filled with essentials for a last minute touch-up.

The choice is endless where brushes are concerned. Consider stocking soft finishing brushes for the final flick-over, sponges, slicker brushes for quarter marking, closely bristled body brushes for applying shark’s teeth.

Quarter marking comb [for adding little squared patterns], sprays and stencils are now mainstream items.

The stable rubber or more commonly used teacloth, towel or face cloth can save customers a trip to another shop.

Mane and tail thinners plus pulling combs.

Plaiting thread and bands.

Tail bandages and covers, body wraps, hoods, leg bandages, summer sheets.

ABOUT THE AUTHOR Vicky Goody is sales and marketing director for Devon based Smart Grooming and Clippersharp t 01823 681076

www.equestriantradenews.com

EQUESTRIAN TRADE NEWS APRIL 2014 31

Facebook or face-to-face, customers come first Customers travel surprisingly long distances to shop at Derbyshire based Thomas Irving’s. Penny Richardson finds out why.

Meet the majority of the team, from left, Debbie Kay, Lauren Smith, Catherine Mosley (E-SQP), Georgie Wragg, Jade Glossop, Anna Franklin (E-SQP) and Learna Frost.

A

background in international eventing might be an unusual route into the equestrian retail trade, but Barnaby and Anna Franklin have proved a huge success since they took over the management of the Thomas Irving’s Equestrian Superstore in 2011.

Thomas Irving’s began life as a feed mill in central Chesterfield and was moved to a new location outside the town when the centre was redeveloped in 1998. It is now part of a Mansfield-based transport company.

“It was still a feedstore after the move, but because agricultural feedstuffs have such a low profit margin, the owner added a small tackshop,” explains Anna.

It proved a good move. The store has since been extended twice and now lives up to its “superstore” billing, as it occupies 13,000 square feet, comprising a large feedstore and a two-storey equestrian emporium.

“We haven’t forgotten the

company roots and we still sell feeds for everything from guinea pigs and ferrets to dogs and cats, horses and farm animals,” says Anna.

Anna started work with the company by chance.

“I did a sports science degree at university and then decided to go into coaching,” she explains. “I just popped into the shop one day and asked them to get in touch if they ever needed a hand. I was told I could start straight away, was whisked behind the till and stayed there for three years.”

Anna took a break to run her own livery yard and compete up to two-star CCI level in eventing, while Barnaby — an equine dental technician who also competes — worked on the coursebuilding team at international four-star events such as Luhmühlen, Chatsworth and Blenheim.

“Then three years ago, the then manager left the Thomas Irving’s store and we got a call asking if we’d like to take over,” says Anna. “It was an

32 APRIL 2014 EQUESTRIAN TRADE NEWS

opportunity we couldn’t turn down.”

One of the first things Anna did when returning to the shop was to raise its social media profile. In fact, she did it so well that the company has won an award for its effective use.

“The business did already have a Facebook page, but we’re now much more active and I’ve added a Twitter account too,” she says. “Social media does have a downside because if something goes wrong, not matter how small, people are very quick to vent their frustrations.

“I’m not prepared to get into arguments in public because I believe in sorting out problems face to face or on the phone, but I think it’s been a 99% positive move.”

Anna loves the “instant factor” of social media. “If a customer asks a question, you can answer them straight away, which makes them feel valued,” she points out.

“Although I do prefer Twitter because you feel as though you’re having a proper

conversation with someone.”

Anna agrees that there has been an increase in business since Thomas Irving’s became more high profile on social media.

“Only recently, a lady from Wales saw our Facebook page, hired a minibus and came here for the day with her friends,” she says. “We’d now love to do a postcode survey to see how far people travel to buy from us.

“We also have former customers who have emigrated and call in to stock up on their gear when they’re visiting friends in the neighbourhood and we’ve recently introduced an international delivery option on our website.”

The idea of making the store even more of a one-stop shop through the addition of a café is another move that has been under consideration recently.

“We do have the space and it is part of our forward planning,” says Anna. “It would have to be good, though, as there’s a garden centre just 200 yards from us with a fabulous restaurant.”

As most of the current customers visit the store in person, Anna’s next quest is to increase the online presence — although she is at pains to explain that this won’t be at the expense of quality and customer service.

“We currently have 12 staff members. Two of them are over 65, but they’ve been working in the feed store for more than 25 years and their knowledge is amazing,” she explains.

“And every person who works on the equestrian side is www.equestriantradenews.com

Consumers love browsing in the well merchandised store.

a horse owner, so when customers come into the shop and ask a question, we’re likely to have a member of staff who’s been through the same situation and can give them good, real-life advice. You can’t do that when people press a button and buy online.”

This is why Anna is adamant that while she is in charge, Thomas Irving’s will never go down the route of selling safety equipment via the Internet.

“There’s no hiding the fact that retail is a big challenge and it can be very hard. We do have to be accepting of new approaches to be competitive, but there are always people who want the cheapest and someone who will sell things at a discount.

“We’ve made the choice of providing the best service we can and keeping a conscience over items such as body protectors or riding hats that really must be fitted properly to keep people safe.

“It’s so easy to get drawn into price wars and say: ‘Oh people will buy their hat over the Internet anyway, so we might as well sell one to them’. I prefer to steer clear.”

Anna cites the example of a non-horsey father who came into the store to buy a new riding hat for his young daughter.

“He told us that before she went for her first riding lesson, he bought her a hat off the www.equestriantradenews.com

shelf at the local supermarket,” explains Anna.

“He had no idea that it needed to be fitted and when she arrived at the local riding school no one asked her where it had come from. He had a horrible shock when she fell off and the hat hit the ground in a different place to where her head landed.

“That father is now one of our biggest advocates. He really appreciated the fact that we didn’t mind spending up to an hour giving him advice and making sure everything he bought fitted well and was suitable for his daughter’s needs. That’s what a philosophy of customer service really means.”

Anna’s enthusiasm for her role really shines through, although she does admit that her ambition is to be able to combine it with eventing.

“I’d love to compete again.

We still run the livery yard at home, but we do have a threeyear-old daughter who’s starting to show an interest in ponies, so finding the time would be the biggest problem.

And there’s the small matter of funds, as eventing is a very expensive sport,” she says.

“I’m also a bit of a workaholic. I find it quite hard to keep a work-life balance.

Barnaby has to force me to turn off my work phone in the evening because otherwise I wouldn’t be able to resist chatting to customers on Twitter!”

Putting petrol in the tank With a new competition season underway, ETN looks at feeds that fuel performance.

When competitive customers need advice...

TO PERFORM successfully, a horse requires power and athleticism combined with concentration and obedience.

To achieve all of these aims can be difficult and accurate feeding plays a huge part in getting it right, says Allen & Page.

Too much energy and the control and concentration may be lost; too little energy and the horse may lack the verve and impulsion required.

Add to this the need to treat each horse as an individual - plus other considerations such as condition, temperament and character - and feeding becomes a challenge.

When merchants are asked to recommend a concentrate feed, they should take into account the workload, temperament, age and condition of their customers’ horses.

As part of its Barley & Molasses Free Range, Allen & Page says Calm & Condition can be suggested as a medium energy feed providing calories mainly in the form of fibre and oil.

If more energy is needed for a greater workload, then Power & Performance can be suggested as it provides fast and slow release energy to give a horse the extra fuel required for more regular, higherlevel activities.

Allen & Page offers more advice on feeding for performance on its website. t You and your customers can contact the Allen & Page nutrition helpline on 01362 822902 for individual solutions.

Get your free guide

RETA IL T IP FREE booklets and posters entitled The BETA Guide to Avoiding Prohibited Substances are available to retailers to hand out to customers or display in-store.

Produced by the British Equestrian Trade Association (BETA), the literatures helps riders steer clear of dope test failures in equestrian sport.

“Many riders are unclear what a prohibited substance is and are surprised to hear that they can be found in everyday food and drink such as chocolate, coffee and tea,” said BETA executive director Claire Williams.

Many competition yards are already displaying the poster in their feed rooms. While more trainers and competition riders are selecting feeds labelled with the BETA NOPS logo, indicating the manufacturers involved are part of the NOPS scheme.

The NOPS initiative was devised by BETA, in collaboration with horse racing’s and equestrian sports’ governing bodies, to help reduce the risk of dope test failures due to NOPS [naturally occurring prohibited substances].

The poster can be downloaded from the BETA website www.beta-uk.org or laminated copies, plus booklets, requested from Tina Hustler in the BETA office, tel 01937 587062 or email tinah@beta-int.com

Tying up? This feed can help RE-LEVE, from Saracen Horse Feeds, is useful for horses with a tendency to tie-up.

The cereal free performance ration is also handy for horses with difficult temperaments, not least because it meets the growing demand for low starch feeds.

Re-Leve provides the calories required for performance and maintaining body condition by using super-fibre sources and oils as an alternative energy source to cereals.

Other scenarios in which a low starch formulation is suitable, say Saracen nutritionists, include horses 34 APRIL 2014 EQUESTRIAN TRADE NEWS

at risk of, suffering with or recovering from equine gastric ulcer syndrome (EGUS).

Re-Leve’s highly fermentable fibres and elevated oil levels reduce reliance on starch. High levels of antioxidants, such as vitamin E and selenium, are included to assist normal muscle function.

Saracen Re-Leve is based on collaborative research by Dr Stephanie Valberg at the University of Minnesota and Kentucky Equine Research in Lexington. A 20kg bag has an RRP of £12.66 – £14.59. t Saracen Horse Feeds 01622 790321 www.equestriantradenews.com

Feeding the hard worker TOPSPEC Super Conditioning Flakes are a good choice for hard working horses that need high levels of calories without excessively large feeds.

The palatable flakes are packed with naturally oilrich ingredients which are highly available to horses.

These calories are balanced with high quality soya as a protein source and with available sources of calcium and salt added.

TopSpec Super Conditioning Flakes improve condition, provide balanced calories and protein for performance.

They are particularly beneficial for show horses and ponies, bloodstock being prepared for sales, hard working horses and elderly horses that struggle to maintain condition. t TopSpec 01845 565030

Think electric

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MOST owners now appreciate the importance of turning out their competition horses for their mental as well as digestive well being.

However, it’s important that these horses don’t gorge themselves on potent spring grass and become too fat. Electric fences are a simple and cost-effective way to restrict horses’ and ponies’ grazing.

As well as enabling easy strip-grazing, they can be used to make corrals or small pens to bucket feed animals separately.

Other applications include saving part of a field for growing hay, fencing off a forbidden area around fruit trees or a pond or even to create an instant schooling area.

And of course electric fencing on top of post and rail protects the latter from chewing and other damage.

Leading suppliers produce tape, rope, posts and insulators, plus ingenious handles and hooks, ‘springy’ gates and energisers that run off the mains, batteries or solar power.

Kits are available too, comprising posts, tape or rope and an energiser all neatly presented in a carry-away bag.

36 APRIL 2014 EQUESTRIAN TRADE NEWS

Manufacturers’ role in feed quality and safety In an extract from a new book Equine Applied and Clinical Nutrition, Ruth Bishop discussed methods used in feed manufacturing processes to assure feed hygiene and safety.

FEED quality can mean different things to different people; for some it is the nutrient content or presence of certain ingredients, for others the consistent appearance and physical form and for others still it is the assured absence of undesirable substances.

All involved in the feed chain from suppliers of raw ingredients, manufacturers and distributors, to the end user, the horse owner/feeder, have a role to play in ensuring the horse receives a diet that is of appropriate quality and is safe to eat.

On its journey from individual ingredients to landing in the feed bucket, a feedstuff faces certain challenges to its inherent quality and safety that can arise through its harvest, storage and/or transport. Once in the feed room, the responsibility for quality and safety is with the owner or feeder of the horse, in ensuring that the feed has been stored appropriately, is the right product being fed at an appropriate level for the horse, and, if being fed in conjunction with other feedstuffs, no harmful deficiencies or excesses of nutrients are being administered.

The manufacturer’s role is essentially to consistently make products that simultaneously contain those nutrients and ingredients which it holds out to be present, in the stated proportions and in its expected physical form, but that also do not contain levels or concentrations of substances that could affect the health or performance of horses, or the legal status of the feed. It is fundamentally illegal to knowingly manufacture or provide feed that is not safe.

Manufacturers also have a commitment to ensure that appropriate recommendations for storage and use of their products are clearly visible for customer use.

Adverse quality can result not only in potential physical harm to the horse, but also seriously affect a feed business in several ways, including unwelcome media interest, loss of business, brand damage and prosecution. Therefore it is incumbent on feed producers to safeguard the safety, quality and integrity of feed products, to minimize the opportunity for product contamination and mis-manufacture.

There are many harmful or undesirable substances that can enter the equine diet, for example: ● Microbiological contaminants ● Pesticides ● Dioxins

● Mycotoxins ● Heavy metals ● Certain nutrients used at levels above those recognized as safe, for example selenium or rapidly digestible/ fermentable carbohydrate.

Additionally to the list above, there is a further category of undesirable substance, those that are not considered harmful but are prohibited under the rules of racing and equestrian sport see Box 21.1 for recent examples of adverse feed product quality in the marketplace.

This chapter focuses on what the manufacturer’s role in assuring feed quality and safety is, and outlines tools commonly used to help achieve this in practice.

The scope of this chapter is taken to apply to commercially manufactured and packaged products. However, the general principles may also apply to products where there is no required regulatory compliance, such as forage.

Box 21.1 Recent Examples of Adverse Feed Product Quality in the Marketplace • April 2009: 21 polo ponies in Florida died of acute selenium toxicity, linked to a faulty manufacture of a supplement preparation (Anon 2009).

• May 2008: Nationwide product recall instigated after elevated Aflatoxin content found in equine and other feed products manufactured at three sites in the US (FDA 2008).

• Oct 2002 – Jan 2003: 43 horses, including 16 winners test positive for morphine in post race samples in UK and Ireland. The source was identified as racehorse feed (BHA 2004).

Characteristics of equine feeds Whilst the equine diet is nominally described in terms of its forage and concentrate proportions, in practice a further degree of complexity exists due to the wide range of feed type, physical form, feeding rates, packaging and shelf life (Table 21-1) exhibited within the category of equine feedstuffs. ●This article is an extract from the new book Equine Applied and Clinical Nutrition, Geor, Harris, Coenen, The manufacturers’ role in feed quality and safety, Page 381, Copyright Elsevier (2013). The title is available to order via the Elsevier website www.elsevierhealth.co.uk www.equestriantradenews.com

Mediation: worth having up your sleeve?

Resolving disputes between employers and employees - or agents and businesses can get costly as well as damaging long-term commercial relationships.

But, as Andrea Brereton explains, there is another way... hen a job offer is made and accepted, there is general expectation it will be mutually beneficial for both parties.

Likewise when a business agrees terms with a freelance agent, or two businesses exchange goods and/or services, it is anticipated that both parties will be happy with the arrangement.

W

Mediation significantly reduces the tension and emotion involved.

Thankfully, in most instances, a healthy, productive working relationship is established.

However, there will be occasions when things don’t turn out this way and discord may lead an employee to resign; a dispute may arise which could lead to a formal employment procedure such as a grievance or disciplinary; or, where two business entities are involved, there may be a commercial dispute.

The thought of having to undertake a formal employment procedure or, in the case of commercial disputes, a litigation action, is one which fills most business owners with dread and it is easy to see why.

It is time consuming and can be costly, especially when www.equestriantradenews.com

senior management time and any associated legal costs are accounted for. In the case of grievance or disciplinary cases, the employer may feel they have dealt with it fairly and reasonably but the employee may feel otherwise and decide to take their case to an Employment Tribunal.

This not only lengthens the process and adds to the associated costs, it also increases the level of stress felt by all those involved and can negatively impact both the employee and the business over the longer term.

Many managers believe that a formal employment procedure is their only option when dealing with workplace disputes. However, this is not the case and additionally there is one notable weakness in this approach.

The outcome of a disciplinary or grievance process is such that there inevitably will be a “winner” and a “loser” – someone who was right and someone who was wrong. This scenario means hostility often remains between the parties after the case is over. So, is there an alternative?

Mediation is a collaborative and interest-based approach to resolving disputes and the correct handling of these matters can often enable the outcome to be win:win rather than win:lose - or even lose:lose!

It provides a safe environment in which parties can be open and frank about what has happened; why they took the action they did; and it enables them to be heard. In

doing so, it significantly reduces the tension and emotion involved and moves the parties towards a mutually acceptable outcome and action plan.

Whereas formal disciplinary and grievance processes are often drawn out over several weeks, even months, a mediation process is typically completed in one day. The parties involved recognise the issues that have brought them to this point, and they devise and agree a mutually acceptable action plan to deal with matters going forward.

This means that mediation not only provides the opportunity to resolve disputes in a way that is acceptable to all parties; it also provides a clear framework for how they will work together in the future in order to prevent a similar situation arising again.

It delivers all of this in a time

efficient, cost effective way and with a high success rate.

Mediation offers business leaders and managers an extremely effective tool which overcomes many of the challenges of managing conflict and change, whilst gaining greater employee confidence that disputes really can be dealt with fairly and in an unbiased manner. This has led to mediation being highly recommended by the legal profession as a means of resolving both workplace and commercial disputes.

So, if you should be confronted with a working relationship which is damaged and where the positive and mutually beneficial interaction you originally envisaged seems a forlorn and distant prospect, do give consideration to using mediation as an alternative way to deal with these notoriously tricky and sensitive situations.

ABOUT THE AUTHOR ANDREA BRERETON is managing director of Mercer Brereton which specialises in resolving workplace disputes.

She is a former director of Weatherbys; prior to this she was sales director of Spillers Speciality Feeds (now Mars Horsecare).

Using her knowledge of management and HR/employment law issues, Andrea frequently acts as an independent expert dealing with formal employment processes and appeal hearings. Also, as an accredited Workplace Mediator, she can assist businesses to resolve workplace disputes in a cost effective and practical way. She can be contacted on tel 07775 426789.

EQUESTRIAN TRADE NEWS APRIL 2014 37

Where fashion meets function For its technical detail and sophisticated styling, equestrian clothing and footwear is right up there with the best. ETN takes a peek at what’s new for the seasons ahead.

Technology from top to toe

Casual but correct IT'S important for riders to be comfortable while riding at home as well as in competition. Therefore mirroring competition and casual breeches is a must to achieve the best results.

There’s nothing worse than feeling restricted or uncomfortable in the middle of an event or dressage test.

Choosing familiar leg wear, albeit in an appropriate colour, can eliminate the risk.

In fact, offering riders’ favourite competition breeches in casual colours is a great way to upsell to the consumer...

Competition crossover Clothing brand Equetech offers many legwear styles in competition and casual colours. The garments nevertheless remain true to the fit across its styles, giving riders the same consistent feel across their casual and competition ranges.

Equetech High Waist Denim Breeches, recent recipient of 'Best in Test 2014' in the breeches selection of Horse & Rider magazine, have the same fit as the label’s Snaffle Breeches, Vision Breeches and Perform HW Breeches for effective casual/competition crossover.

Versatile looks Another useful idea for this season is the versatile Equetech Combination Gilet. Perfect as a training waistcoat, or as a smart item to wear around the yard, it’s easily embroidered for corporate identity.

A unique zip feature allows the garment to be worn in a formal lapel shape, enabling it to be used as a competition gilet too. t Equetech 01296 688966

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38 APRIL 2014 EQUESTRIAN TRADE NEWS

Grub’s has given cold, damp wellies the boot by using the latest technology to keep your customers’ feet comfortable. David Foster of Grub’s explains some important features.

THE Grub’s range encompasses field boots and riding boots to gardening shoes, work and walking boots. But did you know...? ● All Grub’s boots feature a removable 6mm Nitrocell footbed for comfort and thermal protection from cold surfaces. ● The neoprene uppers are self-insulating and designed to remain soft; they lose only 7% of their thickness during wear and tear. ● Grub’s boots have a 100% stretch to fit most calves. ● The neoprene in these boots has a fine micro cellular structure to help stop heat loss. ● The neoprene uppers are made from a material similar to that found in deep-sea dry suits. To add to the waterproofing effect, Grub’s boots have a water shedding finish to seal the materials and create a watertight outer. ● Grub’s boots are breathable, while moisture wicking terry knit linings helps avoid sweaty feet in warm weather. ● Layers of epoxy impregnated material stiffen the toes and underfoot chassis of Grub’s boots.

Not only does this provide a surefooted platform and protective toes, but it means the boots can take knocks as well as high end mountaineering footwear. ● Grub’s boots come with two levels of thermal performance. 5.0 Technology keeps feet comfortable at temperatures from -10ºc to 30ºc for prolonged periods. Boots incorporating 8.5 Technology offer an extra polyester fleece lining combined with Grub’s Highloft liner for effectiveness across a temperature range of 40ºc to15ºc. ● Traxion and Trax soles provide great grip, stability and foot balance.

TheTredz sole is designed to reduce aquaplaning and has a shock absorbing heel. The Vibram sole has a self-cleaning, open design and enables 360º traction at the ball of the foot. t Grub’s 01279 418052

www.equestriantradenews.com

Life of Riley NEW to the Mark Todd Collection, the Riley Boot is manufactured in soft, supple leather with contrasting panels.

It has a sturdy grip sole and full length back zips with elasticated panels for a good fit.

Available in sizes 37 to 42, it comes in standard or wide calf fittings. t Westgate EFI 01303 872277

Summer stunners FROM dazzling sunshine to warm showers, Toggi has your customers well covered this summer. The label also ensures they stand out from the crowd.

Highlights from the Toggi spring/summer 14 collection include the Rosedale country jacket. Waterproof and breathable with taped seams, durable water repellent finishing and featuring a lightweight padding throughout, it’s perfect for the unpredictable British summer weather.

Toggi Albany is a longer length quilted jacket, on trend and beautifully feminine. Soft, peached outer fabric features a water repellent finish while the corduroy collar, elbow patches and trims add a touch of country chic. Large patch pockets reveal a flash of pretty floral print lining.

For gorgeous gilets, look no further than the Toggi Sharow, a stylish padded example for ladies. The outer fabric is a poly suede with water repellent finish, while the flattering quilted design and waist adjusters for added shaping give feminine look. t Finest Brands International 0113 270 7000 www.equestriantradenews.com

Go anywhere paddocks boots

Instant comfort

ELICO Bramhope Boots, which joined wholesaler Jenkinsons’ footwear range of last year, are now available in the new colour of brown.

The elegantly styled leather paddock boots look as good with jeans as jods. Your customers could wear them anywhere!

Offering good support at the ankle, they feature elastic inserts, hassle free rear YKK ankle zips, front laces, double stitching detail and non-slip, stirrup-friendly soles.

The Bramhope comes in black or brown and sizes 36 – 46. The boots feature in Jenkinsons’ spring supplement which is mailed to the trade this month (April). t Jenkinsons 01924 454681

CHATHAM has unveiled its summer 2014 women’s footwear collection.

Featuring country footwear and stylish deck shoes, it blends modern design with traditional craftsmanship and British style, coupled with comfort.

Updated for this season, Collingwood is a waterproof leather hiking boot with rubber soles, breathable mesh panels and padded insock and lining. The RRP is £99. t Chatham 0845 2700217

No cracks - guaranteed ROCKFISH has pledged to alleviate one of the main bugbears for retailers selling rubber boots.

“The retail trade are tired of a percentage of cracked boots from the wellington industry in general,” said Marcus Aldred, director of Rockfish.

In response, the manufacturer has introduced a new rubber formula that enables it to guarantee “zero crack or split returns” “Most natural rubber wellington brands suffer from varying degrees of returns due to splits or cracks occurring in the natural rubber,” added Marcus.

“Rockfish has worked very closely with an American rubber formulation chemist to create a new natural rubber formulation that is guaranteed not to do either.” t Rockfish 01503 240615

Introducing water-repellent fleeces THE ubiquitous fleece is a great garment on a bright, breezy day – but not so clever on a damp one.

By using fabric technology that replicates the way plant surfaces fend off moisture, Climescape has created a range of water repellent fleeces.

While providing protection from rain, sleet and snow, these clever garments nevertheless maintain a cosy, comfortable feel.

The collection offers five men’s and four women’s styles in a wide range of colours.

Pictured is the Altitude Hoodie for men, RRP £49.

Climescape’s fabric stays water-repellent for four hours in severe weather conditions, and for much longer in showers. The effects last for 30 washes, after which a hot iron restores the water repelling qualities.

The brand is a wholly owned subsidiary of Six Tiger Holding Corp which designs, manufactures and distributes affordable multifunctional garments for what’s known as the ‘active casual crossover’ market in North America and Europe. t Climescape 0 7714 326550 40 APRIL 2014 EQUESTRIAN TRADE NEWS

Shades of winter THIS flattering Savary jacket comes from the BR autumn/winter 2014 collection. The BR brand belongs to Dutch wholesaler Bieman de Haas.

The Savary comes in three different quilt patterns with suede piping around the zip fastening, collar and cuffs.

The jacket is ideal to co-ordinate with the winter shades of mazarin blue, cerise and black that feature strongly in the BR winter collection. t Bieman de Haas + 31 487 597 880

These boots are made for selling KANYON Outdoor is fast making a name for itself for good quality, good value country and waterproof boots.

The branded footwear is made by proper shoemakers with vast experience across industrial and military markets.

Current best sellers in Kanyon’s equestrian and country offering include the Gorse X Rider, plus Yew and Ash boots with their adjustable, attractive side laces.

New for autumn/winter 2014 is the Alder (pictured). Made with soft grain leather with a K Dry waterproof lining, the acrylic fur roll top can be worn turned up or down. t Kanyon Outdoor 0845 872 6370

www.equestriantradenews.com

Step out in style THE Cartwright riding boot from Toggi is packed with innovation.

It features a curved side zip, rear Cordura panel and side elasticised panels to enhance comfort and fitting.

The boot has an anatomic arch moulded footbed, plus gel cushion for additional comfort and shock absorbency. The sole is lightweight and yet hardwearing enough to perform well on the ground and in the stirrup.

The new Toggi Winnipeg riding boot also has an anatomic moulded foot bed with shock absorbing insole.

A Puratex waterproof, breathable membrane keeps feet warm and dry.

Winnipeg features an elasticised side gusset with strap and buckle for an adjustable fit. A dual density sole unit comprises a durable Thermo rubber abrasion resistant outsole for secure grip and a shock absorbing PU midsole for comfort, support and performance. t Finest Brands International 0113 270 7000

Step into a galaxy of footwear!

GERMAN wholesaler Schockemöhle Sports launched its TONICS footwear label at BETA International 2014.

The initial collection comprises three styles of paddock boots and three pairs of half chaps.

The European-made products will be available for delivery to the trade by the middle of June. Then stock will be held at Schockemöhle Sports for immediate delivery.

The TONICS range features three performance levels, two of which were presented to wide acclaim at BETA International.

The Orange Label is TONICS’ highest technology level.

This category is headlined by Space paddock boots (RRP £189.95) and matching Galactic half chaps (RRP £149.95) which team up perfectly and are pictured here.

Made from fine Italian leather with X-Static breathable, antibacterial and odour resistant mesh lining, the Space boot is waterproof. It looks good too, with its orange contour line and logo.

The optical connection carries through to Galactic chaps. These have a waterproof YKK zip, elastiated, anatomically molded inserts for optimal calf adjustment and a non-slip leather interior.

A patented button fastener system connects (or should that be docks?) the Galactic chaps with the Space boots, cleverly eliminating the need for conventional under-foot stirrups.

TONICS’ Silver Label represents mid-level technology. This category includes Stardust paddock boots (RRP £129.95) and Cosmic half chaps(RRP £129.95) . European leather features, with half chaps are lined in calfskin.

Once TONICS’ Orange and Silver Labels are established, Schockemoehle Sports plans to introduce an entry level label. t Schockemoehle Sports +49 (0) 5492/41779-0 www.equestriantradenews.com

ADDON SALE

Revive those wellies!

GRANGER'S Rubber Boot Care, said to be the only product of its kind, restores the original shine of wellington boots.

Suitable for expensive and budget wellies, the formulation revives natural rubber boots by removing the ‘bloom’ - the white surface haze that can occur during storage.

Retailing at £5.99 for a 150ml bottle, Rubber Boot Care also removes dirt and helps wellies last longer. t Grangers 01773 521521

Get colour coded!

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With each new season comes a new colour palette honed by global designers who have attended trend presentations and poured over colour charts.

But for equestrian consumers, on-trend tones must be practical and commercial too if they are to sell well.

Tayberry’s senior designer Susan Foster gives us a glimpse of what’s hot this season…

IT’S all about blues, pinks and neutrals. Although we keep global trends in mind when we create a collection, some shades that are ‘in’ don’t necessarily work with every garment in our sector. So for spring/summer 2014, we’re focusing on… ● Key shades of blue include cobalt, eggshell and sky.

Cobalt is more exciting than your average navy and is easy to coordinate. Fresh and breezy sky blue brightens up a wardrobe in an instant. Eggshell is a pretty, feminine shade in the blue spectrum and is an important colour for us this season. ● Pinks come in strong, bold magenta tones as well as rose pinks for those who aren’t fans of ‘brights’. Rose tones are feminine and coordinate well. ● Neutrals are vital for any collection, especially when teaming up with a new colour. They can take the form of conventional creams and sands, but don’t overlook inks and mochas that can complement brighter shades.

Looking ahead to autumn/winter 2014… ● Add a bit of vibrancy! Team plums and magentas with black, ink and slate. ● Rosewood and rust give a nod to a trend for orange in wearable, warm earth tones that work well for autumnal weather. ● Bottle green is more eyecatching than khaki and really ties into the countryside. ● Grape is a subdued purple shade that works well in cooler weather. ● Don’t forget the neutrals; ink, chocolate, cream and oatmeal coordinate well with stronger colours for a great overall look. t Tayberry 01507 524816

EQUESTRIAN TRADE NEWS APRIL 2014 41

• Competing in your first ever British Dressage (BD) competition is

nerve-wracking enough – without your customers watching! Yet Verdo Horse Bedding's south-east sales rep Lyndsay Sims found herself doing just that... Riding her nine year old Westphalian gelding Falco, she entered a BD show at Saddlesdane in Kent. The on-site tackshop is on Lyndsay's patch.

"As they’re one of our stockists, I wanted to make a good impression and not make a fool of myself in front of one of my customers,” admitted Lyndsay. But she needn’t have worried; the combination posted a respectable score of 63%. (Photo: Alec Murrell Photography).

• Oliver Lawton has become a

director of Shearwater. He has been the insurance broker’s marketing manager for the past couple of years.

Oliver, who is the son of Shearwater founders/co-directors Jeremy and Susan Lawton, has an analytical and scientific background. “I believe it’s vital to understand where the company’s business comes from in order to make informed decisions about expenditure,” he said.

As well as following the Shearwater competition horses, Oliver enjoys spending time with his wife and family.

• Equine lick manufacturer Horslyx has appointed Nick Mackley as its

UK area sales manager for the north of the UK. Nick has previously worked for Baileys Horse Feeds, Dengie and most recently for Dodson and Horrell and its sister company Gold Line.

An occasional rider, Nick has two young children.

• Kevin Duffy has been promoted to sales manager for Easidri by brand owner and sole distributor Trilanco. The original Easidri is a horse/dog grooming towel, to which dog shampoos, washes, a cooling coat and bed/kennel cleaner have been added with three launches at last month’s Crufts.

Kevin has been part of the Trilanco team for many years. He will continue to work with Trilanco customers in Cheshire, Lancashire, Manchester and Merseyside.

• James Edwards

(pictured centre) has taken over the running of Acorn Saddlery in South Molton, Devon.

His parents Frank and Susan Edwards (also pictured), who have overseen the retail and saddlery workshop business for 30 years, say the move will allow them more time to develop their new saddle and leather accessory designs.

James trained as an electrical engineer before specialising in fire defence systems for the Ministry of Defence. “Having grown up in the business he can see there’s room for modernisation and has decided to have a career change to help the saddlery go forwards,” said Susan.

Clearly saddlery is in James’s blood. His mother’s great grandfather William Bell was a saddler and harness maker based in Cambridge. Both his parents are Master Saddlers. Acorn Saddlery produces hand-made leather goods in its workshops on the edge of Exmoor.

42 APRIL 2014 EQUESTRIAN TRADE NEWS

• Feed manufacturer Dodson & Horrell has appointed three new

members of staff.

Laura Hardwick (above left), new to the sales team and covering the north of England, previously worked for Finest Brands International (Toggi and Champion brands owner), Horse of the Year Show (HOYS) organiser Grandstand Media and Blue Chip Feeds.

Charlotte Read joins Dodson & Horrell this month (April) as marketing assistant. Charlotte has also worked for Grandstand Media and, before that, Allianz (PetPlan Insurance).

Sarah Helen Kearney (above right) has joined the company’s technical support team and is offering equine and canine nutritional advice via its helpline.

Dodson & Horrell celebrates its 75th anniversary this year.

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• Grandstand Group, parent

• Peter Wilkes, managing director of Vale Bros, and saddle fitter Janet Blackburn were married on 20 February.

Family and friends gathered at The Old Vicarage, Bridgnorth, Shropshire to wish them well.

Janet is a Society of Master Saddlers (SMS) qualified saddle fitter with her own business, Just Saddles, based near Preston, Lancs. She has worked for some time as a consultant to Harry Dabbs Saddle Makers, part of the Vale Bros group.

• Equine bedding specialist Fergus Byrne has never been as busy since his last employer went bust.

When Hemp Technology, for whom he’d been working for just six months, went into administration last November, Fergus founded GB Animal Bedding.

Now he’s supplying Hemcore, Rapport and Flexcore – the bedding brands Hemp Technology handled to retailers and wholesalers.

Fergus is well known in the trade from his 14 years as a rep for a large Irish feed manufacturer. Before that, he worked in racing as a conditional jockey to Andy Turnell and David Murray-Smith, head man for Jeremy Tree and Roger Charlton and travelling head man for Alan Jarvis. He can be contacted on 07878 259643.

• Phil Duff is to mastermind the trade

stand area at Badminton. The former managing director of Ariat Europe and founder of HAC-TAC has been named ‘trade stand development consultant’ ahead of next month’s event (7 – 11 May).

“Phil has been given a wide ranging brief to review our current arrangements and recommend future development ideas” said Hugh Thomas, director of Badminton.

Phil has attended the Gloucestershire event annually for the past 30 years, often working closely with exhibitors.

“Badminton is the premier international equestrian event and its trade stand area offers an unparalleled business opportunity to hundreds of exhibitors,” he said.

Phil is also on the board of directors of Horse & Country TV.

• Telford saddler Colin Sargent has launched a charity in memory of his late wife Jayne who died of cancer last year [obituary, ETN December 2013 issue]. The Jayne Sargent Foundation’s first event, a Valentine’s Day ball, raised more than £1,000 for local hospitals and hospices.

Now the charity is seeking support and fund-raising ideas from individuals or companies who would like to help cancer concerns local to them.

Wholesaler Abbey England has already pledged its support.

Colin and Jayne formed C B Sargent Bridlemakers in 1994 followed by Steedsman Limited in 1995. Pictured at BETA International 2014 are Richard Brown (left) of Abbey England with Colin Sargent. For more details visit www.jaynesargentfoundation.org.uk www.equestriantradenews.com

company of the Horse of the Year Show (HOYS) organiser Grandstand Media, has appointed Sarah Bird as ‘head of group commercial’.

Sarah was head of media and sponsorship at The NEC Group between 2000 and 2011. Her new role encompasses Grandstand Media as well as Grandstand–Stoneleigh Events, the event venue management company based at Stoneleigh Park and Zinc Management, the company’s corporate division.

• Dr Teresa Hollands has taken

• Marketing graduate Will Jenkins (above) has joined Buffera as marketing and PR executive. “My first challenge is to broaden the reach of our brands beyond our core audiences,” said Will. Buffera is the UK and Ireland distributor of Buff headwear, SueMe sportswear and Hides eyewear.

the post of senior tutor in nutrition at the new vet school at Surrey University. “It’s really exciting as we will be producing vets for the 21st century,” said Teresa who was with feed company Dodson & Horrell for 20 years. Latterly she had also been a specialist lecturer at the University of Nottingham vet school.

• Wholesaler Trilanco has

appointed Heather Stephenson as area sales manager for the north-east of England the East Midlands. She was previously with another wholesaler, Westgate EFI. Heather grew up on a small holding. She has been a rider since the age of three and loves eventing and hunting. She shares her home in Consett, Co Durham with three Springer spaniels.

• Supplement specialist Global Herbs has three new recruits. Nicky Caines ( above left) and Hannah de Monti (right) join the sales team while Claire Rossiter (above right) has been appointed e-media administrator.

Nicky, who used to work for Manchester Police Mounted Unit, the Duke of Beaufort’s Hunt and most recently in the corporate business sector, is now Global Herbs’ area sales manager for the south-east.

Hannah, who’s covering maternity leave for Michelle Knott, area sales manager for the East Midlands, has a nutrition and pharmaceutical sales background. She owns an Irish sports horse called Guinness.

Claire was previously with Redpin Publishing.

EQUESTRIAN TRADE NEWS APRIL 2014 43

Where altruism stops and business begins...

The start of a new season heralds a myriad of new sponsorships with some high profile announcements (see page 26 in this issue of ETN). Sue Carson considers whether rider sponsorship can ever deliver a measurable return on investment.

he horse industry is trading to a certain extent on 'the love of the sport'. While I honestly don't know whether that’s unique to our industry, I feel it is important to know where altruism stops and business objectives take over.

We need to understand what makes people running businesses decide to sponsor a rider and what benefits they want to enjoy.

As part of that, horse sports need to be aware of just how well the people behind sponsorships at every level should be looked after. They must ensure they not only benefit from the promised commercial benefits, but also that they have 'a nice day'.

When it comes to rider sponsorship, our [Sue Carson Saddles’] policy is to offer product support only. But whether you're giving product or money, you need to be sure of what the rider is going to give you ... some riders think it's a God-given right to have sponsorship!

Generally speaking, the

T

'right' riders find us and we 'scoop them up' and help them to help us; it works.

These riders are already using our product range and are enthusiastic about it. But even so, I still send them away with a request to write to me, so they've actually have to think about what they’re going to offer.

My expectations from a sponsored rider? They must be prepared to give so many days a year on trade stands, for yard visits, show promotions and photo shoots. They must also be capable of helping with product development – and that means being sensible about what can practically be achieved, taking the time to learn about how your product is made and why any 'restrictions' arise.

There are riders who win classes but don’t always ride or behave in the most pleasant way.

Your requirements of a sponsored rider need to be set out in a contract to ensure they’re genuinely committed to using your product range.

If you set out to find a sponsored rider, as opposed to them coming to you and already using your product, they may pay lip service to the product just because they

44 APRIL 2014 EQUESTRIAN TRADE NEWS

want a sponsor. But deep down, they may not be really committed to it, and that will show through eventually.

Our good sponsored riders do leaflet drops around lorry parks at shows and events, display banners outside their horseboxes and make themselves known on trade stands. Amongst the worst of them, I've spotted riders going out of their way to avoid a chat on our trade stand at a show - and that’s not acceptable!

You should be sure your sponsored rider is someone potential customers genuinely respect. There are riders who win classes and appear effective, but possibly don’t always ride or behave in the most pleasant way.

My next consideration is whether people will recognise and relate to a rider and his or her horses. Will he or she enhance your product or not?

A clothing manufacturer will not want to sponsor a size 20, but equally, do they want a stick insect?

It's about knowing your market sector and also the age group you’re trying to appeal to. People buy in different ways and we need to

Riders may pay lip service to a product just because they want a sponsor. understand why. Is it because a product works for them personally, or because Carl Hester endorses it or because a friend has one and likes it?

If you want a more local market, there is merit in sponsoring a rider at a lower level. There are definitely more of them than there are affiliated riders, and there’s mileage in both options.

If a sponsorship goes wrong, that all-important contract will clarify what is expected.

If things aren’t happening as you’d hoped, you have to be able to sit down and have a frank discussion - and that requirement rules out any rider who’s too high profile and too 'precious'.

I want someone I can talk to and who can talk to me.

ABOUT THE AUTHOR SUE CARSON is the managing director of the business she founded, Sue Carson Saddles. She trains horses and riders in dressage, has competed up to international grand prix level and is a List 1 British Dressage judge. Sue became involved with her family’s horse dealing business when she was nine and later worked in the family tack shop. She has been saddle fitting for 25 years and acts as an expert witness in equine legal cases.

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EQUESTRIAN TRADE NEWS APRIL 2014 45

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

List your website here For more information call 01937 582111

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.

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PRESTIGE HORSEBOXES LIMITED, 222 MOSS LANE, HESKETH BANK, PRESTON, LANCASHIRE, PR4 6AE, £13,304

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 and World Equestrian Games (WEG) preview

● Equestrian media – magazines, television and websites for your marketing

● Marketing, PR and advertising agencies – major players profiled ● Finest saddles and saddle fitting – from home and abroad

● SMS CPD feature – accredited by the Society of Master Saddlers and a chance for saddle fitters to earn CPD points

Editorial for consideration should be received by 1st May Tel: 01937 582111 Email: editor@equestriantradenews.com 46 APRIL 2014 EQUESTRIAN TRADE NEWS

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