ETN - Equestrian Trade News - April 2015

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 2015 Volume 39, No 4 Monthly

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

STAYING T h e V o i c e o fSAFE the Equestrian I Hats latest: we ask the experts

FEEDING FOR PERFORMANCE AMTRA accredited SQP CPD nutrition module

ETN is the official media partner of BETA International

PLUS • Pre-election business insights • Good grooming • New products

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

Editor’s Comment PLEASE could someone ask Louise Bell to get those lovely Amerigo saddles off those awful racks (Horse & Hound, February 19 issue, page 28)? Or least put some padding under them?

It’s clear from the picture taken inside the top show producer’s tackroom how the rounded racks are digging into the underside of the saddles’ panels. It makes me cringe.

She’d be better off storing them on poles or using the traditional wooden saddle horse she’s leaning on.

THERE were many signs at BETA International 2015 that the equestrian trade is on the up. None more so than the launch of some lovely products designed mainly to make horses – and their owners – happy.

Botanicals from Absorbine, Simplyirrestible from Equilibrium Products and Well Gel from Westgate EFI are all delightfully decadent. And you know what they say about a little of what you fancy…Read more in Product News in this issue of ETN.

THERE was a time when Lavenham quilted coats and even rubbery beige riding macs were considered the height of equestrian chic across the continent.

In more recent times, British clothing brands have had some catching up to do in the European labels’ wake. But they’re most definitely on the case…

Good looking newcomers include British horseracing themed shirts by Freddie Parker. While the toggles that feature in Sherwood Forest’s A/W 2015 collection – previewed in this issue of ETN - are reminiscent of Paddington Bear’s duffle coat.

And what could be more British than that?

TRAVEL to and from Badminton plus an entry ticket for £50 or less is an innovative bargain from the organisers of next month’s Mitsubishi Badminton Horse Trials (7 – 10 May).

Coaches leave from Chester, Cambridge and Exeter, with pick-up points en route, to enable visitors to spend the day at the event on the Thursday and Saturday. All inclusive (travel and admission) prices from Chester and Cambridge are £42 on the Thursday and £50 on the Saturday. Prices from Exeter are £37 and £48 respectively.

Retailers might like to organise days out for customers or local riding clubs. More details at www.badminton-horse.co.uk

Liz Benwell

CONTENTS

APRIL 2015

NEWS......................................................................... 4 PRODUCT NEWS....................................................... 8 PEOPLE.................................................................... 13 BETA MEMBERS’ PAGE.......................................... 14 PRE-ELECTION BUSINESS INSIGHTS COVER STORY Who’ll get your business vote?............................. 16 RETAILER PROFILE Meet White Rose Saddlery.................................... 18 STAYING SAFE COVER STORY Hats: we ask the experts....................................... 20 Latest products....................................................... 23 How to sell air vests............................................... 24 BETTER BUSINESS Crowd funding: could it help you?........................ 28 GOOD GROOMING Get set for a fresh, fly free Spring........................ 30 CLOTHING & FOOTWEAR New collections for the season ahead.................. 34 What every horsey girl wants............................... 40 FEEDING FOR PERFORMANCE COVER STORY Product gallery....................................................... 42 AMTRA accredited SQP CPD feature.................... 46 INSURANCE FOR ONLINE RETAILERS Are you covered?.................................................... 48 COUNTY COURT JUDGMENTS................................ 50

FRONT COVER: Beatle Payne puts safety first as she enjoys a cross country round on Percival’s Rebel at last year’s Animalife British Riding Clubs National Horse Trials Championships. Beatle is wearing an Airowear Outlyne XC with matching shoulder protectors and BodyBase Sport baselayer. Her helmet is a Pink 2Star by Charles Owen. You’ll find features on safety and feeding for performance in this issue of ETN. (Photo: Pete Morris)

News

4

Owners still not getting worming right THE way that eight in ten owners worm their horses is failing to fight resistance to worming drugs.

A survey of 1,000 consumers also discovered that while 67% believe they are protecting their horses from the rise of resistance, 81% are not doing sufficient FECs (faecal egg counts).

An adequate level is considered to be three or more FECs per year per horse.

The figures come from a survey by retailer Countrywide in collaboration with analysts Westgate Laboratories, pharmaceutical company Norbrook and BW Equine Vets.

“Countrywide’s aim was to invest in research that will help build awareness and start to change attitudes and behaviour in the approach to effective worming strategies,” said Sara Blackshaw, equine category manager at Countrywide.

“The survey has brought out the disparities in current practice against best practice and how this is leading to the rise in resistance to wormers.”

Most worm routinely When asked about their worming practice, most owners (59%) say they do so out of routine. The majority use interval dosing at set times of the year, with just 31% conducting regular FEC tests.

In other findings: • 53% of respondents are still choosing their worming product based on active ingredient and time of year.

• 53% have conducted at least one FEC and of those who subsequently did not worm 69% said it was because the FEC was below 200epg and therefore worming wasn’t needed.

• 99% of people worm their horse at least once a year, however 38% of owners do not know an accurate weight of their horse. (Inaccurate dosing contributes to resistance).

• Tapeworms were the most wormed-for parasite with 86% of respondents treating for them. However, only 6% of horse owners have conducted a saliva test for tapeworm and only 8% have conducted the more established elisa blood test through vets.

• 65% seek advice from their vet or in-store advisor (SQP) for worming and general health care with 26% choosing a product based on in-store advisor or vet recommendation.

• 72% regularly poo pick and 45% harrow their fields. However 45% are not rotating pasture, 65% are over-grazing and 51% are overstocking.

• 62% still rely on just a routine wormer when bringing a new horse into a yard.

Half a million Brits keep horses HORSE keeping in the UK is holding steady at nearly half a million households.

It’s just one statistic from the 2015 National Equestrian Survey (NES), just published by BETA. The research, undertaken by independent analysts, also found that spending on equestrian goods and services (excluding racing) has returned to pre-recession levels and stands at £4.3 billion per annum.

The latest NES is the fifth such snapshot of the equestrian community and its habits since the first survey was commissioned

by BETA in 1995.

The NES provides what’s almost certainly the most accurate calculation of the UK equine population which it puts at 944,000.

The latest number of horse keepers is 446,000 households, a figure that was in decline but has levelled out in the past four years.

The NES also covers different equestrian activities, safety and security and detailed expenditure on product sectors. In addition, it looks at current and lapsed riders.

It’s calculated that 4.3% of the British population have ridden a horse in the last 12 months. The figure, which is in decline, equates to an estimated 2.7 million people.

However, the decline is far less among regular riders – those riding at least once a month. The NES puts regular riders at 1.3 million people compared with 1.6 million in 2010.

The survey looks at reasons why people no longer ride, access to horses and time factors being the main ones.

Shopping habits The survey covers riders’ shopping habits, and how they are changing, in detail.

Highlights from this section include evidence that in-store shopping is as popular as ever with equestrian consumers. Other statistics reflect the rise of the internet and decline of mail order.

• BETA Members receive a free overview of key findings from the National Equestrian Survey. This is available to others for £120.

A full structural analysis costs £240 to BETA Members and £456 to non-members. (Prices include VAT). Two products and brands reports will be available focussing on horse feeds and bedding plus horse and rider clothing and saddlery, again with preferential rates available to BETA Members. Hard copies of the structural analysis and overview will be available early next month (May) with the two product reports due out in June. To order, contact Laura Clegg in the BETA office tel 01937 587062 or email laurac@beta-int.com

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: 0345 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

APRIL 2015 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

Allen & Page.......................................................43 The Animal Health Company................................32 Animalife........................................................3 & 7 Airowear.............................................................25 Battles...................................................................9 Barrier Animal Health...........................................30 BETA International...............................................41 British Equestrian Directory...................................50 Classified.............................................................49 Ekkia.....................................................11, 17 & 37 Equisafety...........................................................22 Faulks & Cox Ltd..................................................29 Finest Brands International...........................23 & 39 Freddie Parker.....................................................38 Horse Masters Distribution...................................12 Jenkinson Equestrian...................................19 & 33 John Whitaker International.................................35 Kool Kaps..............................................................5 Magic Brush........................................................10 Natural Animal Feeds........................................ OBC Norbrook Laboratories Ltd....................................15 Charles Owen......................................................21 Saracen Horse Feeds............................................45 SEIB......................................................................5 Shires Equestrian.................................................13 Sherwood Forest................................................ IFC Snowhill Trade Saddlery......................................IBC L S Sales (Farnam) Ltd..........................................31 United Sports Products GmbH..............................26 Westgate EFI.......................................................27 WF Young Inc........................................................6 Verdo Horse Bedding.............................................8

www.equestriantradenews.com

5

Winner relinquishes award BETA International organisers have accepted The Herbal Horse & Pet’s voluntary relinquishment of the Innovation Award won in the Feed & Supplements category for its Ultimate Mix at this year’s trade fair.

The winner’s trophy will be presented to TopSpec Equine, which was highly commended in this category for its UlsaKind cubes.

The Herbal Horse & Pet relinquished its award on discovering that one of the product’s ingredients – the probiotic Bacillus subtilis – was not approved by the EU for use in equine supplements.

BETA International’s Innovation Awards celebrate new products.

“They are highly prized by the equestrian trade and have continued to grow over the past 20 plus years,” said BETA International organiser Claire Thomas.

“They are judged by a panel of independent experts. All products are accepted into the competition in good faith.”

Packaging regulations updated A NEW European regulation on classification, labelling and packaging of substances and mixtures has come into force.

Known in its abbreviated form as ‘the CLP Regulation’, it affects companies dealing with products such as hoof preparations and fly repellents.

Retailers and consumers may notice some updated pictograms that warn of potential hazards on packaging.

Rules suppliers must follow when classifying chemicals and other substances have also changed.

Full details can be found at www.hse.gov.uk/chemical-classification/ legal/clp-regulation.htm

Dressage revises hat rule DRESSAGE competitors can continue to wear European standard riding hats until 1st January 2017.

A revised British Dressage (BD) rule will allow BS/EN1384 standard hats to be worn in affiliated competitions for an extra 12 months.

When the European standard was unexpectedly and suddenly withdrawn last December, BD said it would permit complying hats to be used until 1st January 2016.

The new deadline may yet be extended “depending on the publication of the new harmonised European standard, the date for which has yet to be confirmed,” said BD in a statement.

BD advises that members should update their hats regularly and when doing so that they meet one of the current standards.

The revised hat ruled, announced on 16 March, also applies to RDA (Riding or the Disabled) competitions.

THE STORE THAT STOCKS EVERYTHING: Where can you find a lifestyle model foal in central London? Harrods, of course. The palomino Breyer foal, originally made for the New York Toy Fair, is now a permanent fixture at the famous department store. “We’re considering the idea of having more made for more retailers in future,” said Farel Williams of UK distributor DKL.

www.equestriantradenews.com

EQUESTRIAN TRADE NEWS APRIL 2015

News

6

First UK clinic for saddle guru

More than 30 retailers and saddle fitters attended the day organised by Mark and Jenny Hammett, UK agents for Italian saddle brand Prestige.

SADDLE designer Carsten Engelke presented his first UK clinic to a gathering of 33 retailers and saddle fitters at Wellington Riding in Hampshire in February.

The day began in the classroom with an introduction to Italian saddle brand Prestige. Carsten explained how horses have evolved over the years into being shorter backed with bigger, sloping shoulders. He added that people becoming taller and heavier has made saddle fitting harder than ever.

The afternoon was spent in the indoor school. “We saw four horses, all very different shapes and sizes,” said Prestige’s UK agent Jenny Hammett.

“We discussed what could work for each horse, seeing and feeling how the saddles fitted and the reaction from the horse and rider. To aid the saddle fitting, we also explored the difference the new RP girth makes.”

Many attendees said they left feeling inspired with lots to think about.

“Carsten [Engelke] is such a forward thinking man, who clearly explains the reasons behind the design and technology; I could listen to him all day,” said Keith Ewers of Equitogs.

Karolina Mikulicz-Church, of Arka Equipe, was also impressed.

“It was fantastic to have the opportunity to gain some true insider knowledge.”

Kirsty Milner, of S. Milner & Son said it had been useful “to see a completely different perspective and to hear from a very knowledgeable person.”

While Bev Jenner, of Saddles Direct, described Carsten’s outlook on saddle fitting as “revolutionary in the very traditional industry we work in.”

She added: “It was a great insight into a more scientific approach to saddle fitting. We hope to be able to use this knowledge to further enhance our service in the future.”

Carsten Engelke explains his approach to saddle fitting.

www.equestriantradenews.com

7

Copies provoke legal action THE supplier of a grooming tool has told ETN that he’s considering taking legal action over a number of copies appearing on the market.

Matthias Linnert-Kuhn, whose Austrian aunt invented MagicBrush, is also urging retailers to ensure they’re stocking the genuine article.

The MagicBrush is made in Europe, he said. “The original design has very carefully shaped bristles for the best grooming effect.”

Mattias has sold MagicBrush, available in packs of three and in various seasonal and themed colours, to Australia, South Africa, Scandinavia, the USA, Canada and across Europe.

The popular product makes light work of removing loose hair, sweat and mud, while the back doubles as a sweat scraper. It’s machine washable.

“I saw several copies at BETA International,” said Mattias. “Some are even packed in threes to mimic MagicBrush. I am definitely talking to my lawyers about this.”

The UK distributor of MagicBrush is Trilanco.

British brands sought for China ROYAL MAIL is launching a shop front on Alibaba’s Tmall to help UK companies tap into the Chinese market.

Tmall is an online retail site owned by the Chinese Alibaba Group.

Distinctive products by British brands are sought to be sold through the global e-marketplace. The initiative was due to go live at the end of last month (March).

“Royal Mail’s new shop front will help support British retailers and exporters expanding into the China market, fulfilling the strong demand of Chinese consumers for authentic, high quality British goods,” said chief executive Moya Greene.

“We’re excited at the prospect of offering UK companies a new and streamlined way to increase the accessibility of their products to Chinese consumers.”

Royal Mail says the shop front will give brands the chance to sell to China’s 302 million online shoppers without facing challenges such as local customer support service, customs duties, documentation, shipping and logistics.

WINNING WAYS: Burgess Hill, West Sussex based merchants Bodle Bros won a mixed pallet of feed in a competition run on Honeychop Horse Feeds’ stand at BETA International. Pictured receiving their prize are Julie Sandercock, Gemma Barnett, Claire Thomsett of Bodle Bros with Honeychop agent Susie Blackburn.

www.equestriantradenews.com

News

NEWS IN BRIEF ETA is to continue its sponsorship of the Riding for the •B Disabled (RDA) Business Partnership Award at the charity’s Gala Awards evening in September. The award recognises businesses who work closely with RDA groups to support fundraising or donate time and expertise. The RDA Gala Awards take place at Lord’s Cricket Ground on 30 September 2015 with special guests, Clare Balding, Jonathan Agnew and Alastair Stewart. For tickets email Sal Atkinson satkinson@rda.org.uk ENGIE celebrates the 20th anniversary of its sponsorship of •D the Pony Club Winter League Championships when this year’s event takes place at Moreton Morrell College, Warwickshire, on 3 and 4 April. Members of the Dengie nutrition team will be on hand throughout the event with their portable weighbridge to provide feeding advice.

RENCH sportswear retailer Decathlon is to open its fourth •F store in London in June, bringing the total in the UK to 19 stores.

• V ENUES for horse sports during the 2020 Tokyo Olympic Games have been announced. The dressage and showjumping site will be Baji Koen, the Japan Racing Authority owned facility that hosted the Tokyo 1964 Olympic equestrian events.

The eventing cross country venue is Sea Forest, also known as Umi no Mori, in Tokyo Bay. Olympic rowing, canoe sprint and mountain biking will also be staged here.

Product News

8

New boot “is easy to sell” THE NEW Sovereign boot from Mountain Horse is made from soft, best quality leather with a show-ring shine and finish.

Concealed laces at the instep flex with the foot offering supreme comfort in and out of the stirrup. There’s also excellent ankle support without compromising flexibility plus cushioned insoles and pigskin lining.

“These features should add up to comfort from the moment your customer tries the boot on,” says a spokesman for Mountain Horse.

“The fit is divine and the look speaks for itself. This will, without doubt, be one of the easiest boots to sell, especially at the fantastic RRP of just £299.”

The Sovereign is available in ladies’ sizes 36 – 42 and black or brown. A flat-fronted version, the Opus, comes in black. t Horsemasters Distribution 01462 432596

Simply ingenious!

NEW simplyirrestible from Equilibrium Products is designed to liven up equine mealtimes and support a healthy gut.

Made from natural ingredients in fruit or vegetable varieties, simplyirrestistible can sprinkled on top of hard feed, chaff or forage to add flavour and interest.

It can also hide medication, tempt fussy feeders or be given as a treat. Each variety is packed with an array of delicious tastes and textures (beware the horse owner eating it first, it tastes so good!)

Simplyirrestistible also offers natural plant antioxidants and contains a probiotic to support digestive health and help the horse get the most out of its feed. It’s cereal free with no added sugar.

The fruits blend contains apple, apricot, strawberry, date and sultanas; while the vegetable variety features carrot, parsnip, pea, courgette and beetroot.

The trade price is £36.28 per box of four x 1.5kg packs. RRP is £12.95 per 1.5kg pack.

Pop-up scoop Almost as exciting as simplyirresistible is the new pop-up scoop designed for dishing it out.

This clever device measures out 50g portions, so is ideal for supplements too. It has a clip for attachment to the simplyirresistible pack to help seal in freshness.

Dishwasher safe, the scoop comes in two colour designs. The trade price is £11 per pack of four, RRP £4.95 per scoop. t Equilibrium Products 01442 879115 APRIL 2015 EQUESTRIAN TRADE NEWS

www.equestriantradenews.com

Product News

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Special offer for new stockists

VERDO HORSE Bedding is offering easy payment terms to selected retailers opening new accounts.

From this month (April) to July, new stockists of the wood pellet bedding will enjoy payment terms extended to 30 days on first orders and no upfront fees (subject to terms and conditions).

The move is designed to develop new business, explained Michele Griffiths (pictured), Verdo sales executive.

“Verdo Horse Bedding offers exceptional value for money for both retailer and consumer and product satisfaction on all levels,” she added. “So we hope that this short promotion will enable even more consumers to obtain Verdo through our growing network of retailers nationwide.”

Verdo also offers glossy PoS material, video tutorials with sponsored riders and in-store training. t Verdo Horse Bedding 01264 726 753

Saddle is “a first” AMERIGO says its latest jump saddle is the first to be designed for horses with a lot of compensation in their backs and straighter than usual toplines.

Compensation, in this case, is the difference in height between the withers and the lowest part of the back.

The CC Basso is built on a wooden spring tree with wool flocked panels.

It’s available with monoflap and forward flap options and in plain or printed refined leather. RRPs are from £3,300 for plain leather. t Zebra Products 01352 763350 • Zebra Products is offering retailers a promotion on new Equipe and Amerigo saddles during this month (April) with a 10% discount off trade prices on the Equipe Emporio dressage and Amerigo Vega dressage and jump models. This makes the Emporio dressage £945, Vega Dressage £1,215 and Vega jump £1170, all exclusive of VAT.

Getting the whip hand

RETAI L TIP

IF YOU stock whips and keep them in a pot type container, do store them with the handle downwards.

Otherwise the little lash on the end of schooling whips gets bent and/or worn and the whip looks ‘used’. With thanks to Jenkinsons Equestrian for this handy tip.

www.equestriantradenews.com

11 Just for men EURO-STAR Jay breeches were developed with popular British showjumper Jay Halim.

The new men’s pleated style is made from elastic, micro-stretch fabric. The breeches are available in full seat and knee patch options in a range of colours.

The RRP is £138 for the full seat version.

Do you have polo customers?

THE SSG Digital Pro-Tec Polo glove has protective gel pads across the back of the fingers and hand to protect from mallet strike.

Launched in time for the new season, the palm is in SSG Digital synthetic leather for great grip with breathability.

The glove is sold in singles (trade price £8.75), in a choice of black, yellow or blue with new colours to come. Pairs are available too. t Tagg Equestrian 01636 636135

Club scheme encourages consumer sampling NETTEX’S ‘Try It Club’ initiative enables consumers to buy and try selected products at half RRP. When they sign up via the Nettex website, consumers receive a free welcome pack containing a hi-viz vest, car stickers and other goodies.

The first product range on promotion to Try It Club members is Nettex’s Mini range of popular equine care lines. When consumers spend over £15, postage is free.

“Being able to try products at half price enables existing customers to try other merchandise in the range and also encourages new customers to try Nettex,” said a spokesman.

“The Try It Club is designed to encourage customers to continue to buy the Nettex range from their local retailer once they have recognised the quality and value for money that Nettex equine products deliver.”

Club members will also be invited to enter competitions and receive expert advice on seasonal issues via email. t Nettex 01634 257150 www.equestriantradenews.com

Product News

12

Caring customers will love it ABSORBINE BOTANICALS were launched in the USA last year, and are now available to the UK trade.

The collection helps owners to massage their horses, calm and comfort tired muscles – or simply enjoy some ‘me time’ together.

There are two products; an economical, concentrated Body Rinse and a convenient, drip-free Massage Foam. Both contain a blend of a dozen herbs and essential oils, including aloe vera and arnica.

Absorbine Botanicals Body Rinse gently cools sore muscles and tendons when added to water for an after-work wash. The formula leaves the skin and coat with a healthy shine. A 251ml bottle makes more than 100 litres. The container is calibrated and comes with a non-drip cap and handy hook for hanging.

Absorbine Botanicals Massage Foam can be used all over the equine body. The light, drip free foam can also be used under wraps and bandages. It comes in a 473ml pump action bottle.

Absobine products are available from your wholesaler.

Seeing those step changes

SADDLE FITTERS, physiotherapists and trainers increasingly use the measurement of a horse’s stride length to assess its soundness and well-being.

Using Golly Galoshes, the all-weather equine gaiters, can help illuminate stride patterns and therefore make the job much easier.

They’re also great for groundwork, lunging and long reining. While in lessons or riding with mirrors, they can help focus the eye on rhythm and step length.

Fans include eventer and ex-racehorse trainer Victoria Bax and MBE and multi gold medallist Natasha Baker who both use Golly Galoshes while training their top competition horses.

Originally designed to keep boots and bandages clean and dry, Golly Galoshes are also waterproof and breathable. They feature secure hook and loop fastenings and full length zips with protective fleece lapels for security and comfort. (Photo: Thoroughbred Sports Photography)

Pure pleasure WESTGATE EFI has been appointed sole equestrian distributor for Well Gel horse and pet care products.

Handmade in Essex by aromatherapy specialist Jane Acuta, the aloe vera based collection uses pure essential oils to tackle a range of grooming and healthcare issues.

Natural formulations and appealing aromatherapy fragrances are cleverly combined with stylish packaging. The result is as soothing and pleasurable to the human as it is to the animal. t Westgate EFI 01303 872277 www.equestriantradenews.com

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People

•BETA International 2015 saw saddlery apprentices and trainees competing in Society of Master Saddlers’ (SMS) competitions. Prize money was donated by The Worshipful Company of Saddlers.

Sunday’s competitors, who made pelham roundings, included Julia Balfour of Chobham Rider, Victoria Barnett of Bearhouse Saddlery, George Hills of The Saddleman and Tanya Baldwin of The King’s Troop RHA. The winning prize of £150 went to Tanya with Julia claiming £100 as runner-up. The judges were Master Saddlers Frances Kelly and Roger Coates. “I’m just delighted the judges could see the attention to detail I had tried to achieve,” said Tanya.

On the Monday, second year Capel Manor College students Lydia Newsome, Stephanie Rubbo, Corrin King and Imogen Arnold made a lead rein with butterfly attachment. Judges Laurence Pearman and Issi Russell, both Master Saddlers, chose Corrin as their winner with Lydia taking second place. “We had the opportunity to practice one lead rein and we all found it was stitching the buckle end which proved the most difficult task,” commented Corrin.

On the Tuesday, first year Capel Manor College students Charlotte Fuller and Chang Choi were joined by Saddlery Training Centre apprentices Sam Davies-Thomas of Harley Equestrian and Peter Robinson of T&C Robinson, Lincs. They made an Irish martingale.

Judged by Chris Taylor and Louise Palmer, the top award went to Charlotte with Chang Choi claiming the runner-up prize.

Pictured, from left, SMS president Peter Wilkes, Tanya Baldwin. Julia Balfour and SMS chief executive Hazel Morley.

•Susie Blackburn has become Honeychop Horse Feeds’ sales agent for the south.

Susie previously worked for pharmaceutical company Merial for seven years, winning sales awards in 2012 and 2013. Before that she was with Dodson & Horrell. Always accompanied on her travels by her Jack Russell terrier Molly, Susie says she’s looking forward to visiting retailers across her area.

•Bedmax has promoted Tim Edmonds from area sales manager south to sales manager. Tim, who has worked for the bedding manufacturer for five years, leads a team of three area sales managers promoting Bedmax, Littlemax and Hotmax in Wales, Northern Ireland and England.

Based near Frome, Somerset, Tim formerly showjumped and reached the young riders final at Olympia. He also ran a yard producing, selling and schooling horses.

BETA Members’ Page

14

PRODUCTS FOR PRIZES, PLEASE!

FREE tickets!

WE HAVE a number of free tickets for Bramham and Gatcombe, which we are giving away to BETA members. If you would like a pair – for yourselves or to offer to customers as a special promotion – please get in touch with the BETA office to find out more.

Animation and audio benefits

T

wo new BETA benefits are proving extremely popular with members. A bespoke audio branding package – known as on-hold marketing – for only £100 a month is offered by PH Media. The service means no more beeps, tinny music or silence when callers to your company are put on hold and it is a great way to enhance your professional image, provide essential information and bring callers up to speed about new offers.

Meanwhile, Equine Events is offering BETA members a discounted logo animation to add strength to your brand and “life” to your website and presentations.

Contact us in the BETA office if you would like to find out more about these – or any of our other member benefits.

The luxury equestrian hamper is a fantastic prize, as last year’s winner, Heidi Southgate from Tiptree, Essex, discovered at Gatcombe.

B

ETA is really pleased that 2015 will see its continued support of the CIC 3* at the Equitrek Bramham International Horse Trials, from 11 to 14 June, and return as presenting sponsor of the Festival of British Eventing, at Gatcombe Park from 7 to 9 August.

To ensure that BETA and its members are given maximum coverage, we will be holding a luxury equestrian prize draw and offering goody bags at both events, and would like to invite members to get involved by contributing a prize.

These popular initiatives are a tremendous incentive for visitors to come to the BETA stand and the prize draw typically attracts almost 1,000 entries at each event.

Donations of goods are gratefully received and essential for the draw to take place. Contributions

APRIL 2015 EQUESTRIAN TRADE NEWS

for each hamper – at Bramham and Gatcombe – should have a minimum retail value of £100 and will appear on an attractive display at the BETA stand during the event.

Perfect prizes include a saddle, bridle and other leatherwork, a set of rugs, a rider outfit, safety equipment – including hat and body protector – leg wear for horses, feed and supplements, bedding, stable equipment and giftware.

Smaller items such as pens, baseball caps and sample pots are ideal for the goody bags, which are handed out at both events and to the winning teams in the Pony Club Show Jumping Final at Gatcombe.

If you would like to donate to the hamper, goody bags or both, please contact Laura Clegg in the BETA office.

NOPS on the menu THE fourth annual BETA Feed Conference has been set for 25 June at Whittlebury Hall, near Towcester. It will include an extensive programme of topical issues – including an update on the BETA NOPS code – from a range of specialist speakers.

The event is designed for those working in the feed and supplements industry, and open to both BETA members and non-members, at a cost of £85 (plus VAT) and £120 (plus VAT) respectively. Please contact the BETA office to book your place.

For further information on any of the items mentioned here

CONTACT LAURA CLEGG AT BETA Tel: 01937 587062 Website: www.beta-uk.org Email: laurac@beta-int.com Stockeld Park, Wetherby, West Yorkshire LS22 4AW www.equestriantradenews.com

Politics

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R U O Y T E G L L ’ O H W BUSINESS VOTE? As General Election day (7 May) approaches, political analyst Adam Bernstein has a snapshot of what the main parties are offering your business.

The UK economy and tax The Conservative Party points to past achievements and plans to continue the £2,000 reduction on employee national insurance for all businesses via the Employment Allowance. It would further abolish national insurance on jobs for those under 21 and, from April 2016, apprentices. The party would keep corporation tax at 20%, the 100% annual investment allowance for capital purchases to £500,000 until the end of 2015, and would keep the (doubled) small business rate relief until April 2016.

The Labour Party says that it wants the budget to be run in surplus and aims to do this by further reducing tax avoidance, introducing a “mansion tax” on houses valued over £2m, and restoring the 50p rate of tax for those earning over £150,000.

Lower earners would benefit from the re-introduction of a 10p starting rate of tax. Labour wants a levy on payday lenders with the funds raised going to low cost alternatives like credit unions.

Also being part of the government means that the Liberal Democrat Party can part-claim to have cut corporation tax from 28% to 21% (20% for small businesses with profits up to £300,000), and helped save businesses £2,000 on their national insurance bills. But going forward, this party wants further reforms to business tax, including business rates, which they see as a disproportionate burden on smaller businesses. Personal tax allowances would be raised to at least £12,500.

The UK Independence Party (UKIP) plans to increase the

income tax personal allowance to the level of full-time minimum wage earnings (around £13,000) while introducing a 35p income tax rate on incomes of between £42,285 and £55,000, whereupon the 40p rate becomes payable. The party would set up a Treasury commission to design a turnover tax to compel large businesses to pay a minimum rate of tax proportionate to their UK turnover.

The Green Party takes a different approach and would band corporation tax, with higher rates payable by larger companies in order to encourage smaller businesses. The Greens would phase out VAT, replacing it with taxes targeting environmentally damaging resource use, production methods, products and pollutants - it sees VAT as highly bureaucratic. On the personal side they’d merge national insurance into income tax.

Employment and small businesses In terms of employment, the Green Party would support more apprenticeships and place higher priority on technical and vocational education. At the same time, it would provide free education for adults to acquire skills and qualifications needed for employment, and the minimum wage would rise to become a living wage with £10 an hour being the target rate.

For businesses, the Greens would invest in a network of community banks to provide, among other things, a new source of finance for small businesses.

The Conservative Party, being part of the governing

APRIL 2015 EQUESTRIAN TRADE NEWS

coalition, have the advantage of being able to talk about their government record. It has set up the British Business Bank with a claimed £4bn of backing and plans to keep Funding for Lending to further incentivise bank lending to businesses. The party also plans to treble the number of startup business loans to 75,000 by the end of the next parliament.

The scheme would have £130m backing.

The Conservatives claim two million more apprenticeships created this parliament. If reelected they’d make it easier for businesses to take on apprentices by abolishing national insurance contributions for apprentices under 25 and offering £1,500 grants to those taking on apprentices.

Under this party, employment law burdens would be further reduced for employers together with more trade union reform.

Proposals include requiring 50% membership turnout in ballots before strikes can go ahead, ending the ban on taking on agency workers where employees strike, and ensuring minimum standards of service for public bodies.

The Labour Party plans to help businesses with cuts in business rates for 1.5m small firms followed by a rates freeze.

The party says it would set up a Small Business Administration to work across government to support SMEs, and would also create a British Investment Bank and a network of regional banks to work at a local level. It also wants at least two new challenger banks on the high street.

Labour too backs apprenticeships and wants

more vocational education, new technical degrees and would give employers more control over the design of apprenticeships.

This party wants to abolish zero-hours contracts and give employees who have consistently worked regular hours the right to receive a fixed-hours contract automatically. The party would increase the national minimum wage to £8 an hour by the end of the next Parliament (in 2020) while increasing fines for employers who fail to pay the minimum wage and give local authorities a role in enforcement.

Labour would abolish a loophole that allows firms to pay agency workers less than permanent staff.

Listed companies would be forced to report on whether they pay the living wage and large companies would have to publish their gender pay gap. The law against maternity discrimination would be strengthened.

UKIP wants businesses to be able to discriminate in favour of young British workers and would repeal the Agency Workers Directive that gives equal rights to those working through agencies that do that same work as an employee. The party wants better skilled workers and would implement a skills review that feeds into the education system and qualifications.

UKIP would encourage councils to provide more free high street parking, simplify planning regulations and licences for empty commercial property vacant for over a year, and extend the right of appeal for micro businesses (those with less than nine employees or less) against HMRC action.

Bank lending would be tackled www.equestriantradenews.com

17

by UKIP through better access to business angels and alternative forms of finance such as peerto-peer lending which leave business equity intact. UKIP calls late payment “a scourge” of public and private organisations, particularly big business but they offer no detail on how it would be tackled.

The party wants to see much greater broadband penetration and better mobile phone coverage in the countryside.

An “Industrial Strategy” is part of Liberal Democrat Party policy to help sectors key to UK international trade, listed as motor vehicles, aerospace, lowcarbon energy, chemicals and the creative industries. It would continue to back the Regional Growth Fund (“which has already delivered 573,000 jobs and £1.8bn of private investment.”).

Liberal Democrats would ringfence the science funding spending budget up to 2016.

The party is pro-apprenticeship and wants an expansion of advanced apprenticeships that offer vocational education on a par with academic qualifications.

Part of this means extending the Apprenticeship Grant for Employers for the remainder of the next parliament.

Also, following coalition government policy, it wants to complete the roll-out of high speed broadband, to reach over 99% of the UK.

Europe and further afield UKIP is well known for its antiEurope standing, so if elected would review all legislation and regulations from the EU while negotiating a separate trade agreement with the bloc. It would seek to get the UK out of the EU saving, it reckons, £8bn a year. At the same time, UKIP would not seek to remain in the European Free Trade Area or European Economic Area leaving the UK to manage its own borders.

While UKIP recognises the benefits of limited, controlled immigration, it would extend to EU citizens the existing pointsbased system for time-limited work permits. Those coming to work in the UK would be required to have a job, speak English, accommodation agreed prior to arrival, and have NHS-approved health insurance.

The Green Party also maintains an anti-Europe stance, albeit less fervently than UKIP. It would remove EU VAT www.equestriantradenews.com

regulations and VAT. However, it wants increased funding from EU regional development funds and would devolve spending decisions to the local level. The party also supports breaking up “monopolistic supermarkets” by strengthening and enforcing EU competition laws.

According to the Conservative Party, the EU is heading in a different direction to that the UK signed up to. It sees the single market as valuable but European interference excessive. The party plans to renegotiate the UK’s relationship with Europe and would offer the UK population an in/out referendum in 2017.

Further, the Conservatives plan to prevent benefit tourism, tighten the rules for migrants, seek greater control of justice and home affairs and renegotiate the UK’s financial contribution to Europe. And of course it wants to keep the pound sterling.

The Labour Party wants no more powers transferred to Europe without an in/out referendum, reform of the EU and reform of the free movement of individuals. Immigration would be controlled, with 1,000 new border staff and the counting of visitors both in and out. Illegal immigration could, reckon Labour, be controlled by reinstating fingerprint checks at Calais and closing down student visitor visa loopholes.

A Labour government would ban recruitment agencies from only hiring overseas, ensure that EU migrants earn an entitlement to benefits, and would require public sector workers in public facing roles to speak English.

The Liberal Democrat Party believes that the UK should stay in the EU because they see more than 3m jobs linked to trade with the EU. It also thinks that being in Europe helps the UK when negotiating non-EU trade deals.

However, it wants further cuts to the EU budget and bureaucracy while seeking open borders for “highly skilled, entrepreneurial people.”

More information conservatives.com; greenparty.org.uk; labour.org.uk; libdems.org.uk; ukip.org • Candidates from other parties will be standing at the General Election.

Information in this feature is correct as supplied at the time of going to press.

Retailer Profile

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BEATING THE ODDS White Rose Saddlery, based in the famous horse-racing town of Malton in North Yorkshire, celebrated three decades in business last year. But as proprietor Wendy Hoggard tells Tim Smith, the going hasn’t always been good…

We are specialists; Master Saddlers that ride, understand horses and are involved in racing.”

White Rose Saddlery is convenient for trainers’ yards and the gallops.

Q .Tell us about your business.

A. White Rose Saddlery was founded in 1984 by Chris Hoggard, an ex-jockey who loved horse-racing and Yorkshire cricket - hence the company name. I [Wendy] joined the business in 1987 after finishing my four year apprenticeship.

Q. What makes you remain so passionate about the business?

A. Chris and I worked together and eventually married. We experienced the highs and lows of running a business; we survived three recessions, two monumental floods in the town which caused lots of problems to homes and businesses and many other factors outside our control.

When Chris passed away suddenly in 2009, the business kept me busy. I stayed focused and determined, mainly because it was important for me to keep the show on the road in his memory.

We both always said that the most important thing about the business was the people that came through the door.

Customers became firm friends. I consider my work and business to be a lifestyle choice and not just a job. I feel very lucky.

Q. How do you see the saddlery industry changing?

A. Internet shopping has brought with it so much choice and competition. I believe White Rose Saddlery has survived for 30 years because we’ve specialised in a particular sector of the equestrian

APRIL 2015 EQUESTRIAN TRADE NEWS

world. We’re specialists in what we do, Master Saddlers that ride, understand horses and are involved in racing.

Unfortunately, at times, price seems to have outweighed quality. Some people are unaware of where saddlery is manufactured and I’m sure it doesn’t matter to some of them. As an industry, we haven’t done enough to educate customers and we’re working hard to address this.

We have become a throwaway society, something which is very noticeable through the workshop.

People have become less likely to get saddlery repaired - with exception to some of the older generation who have generally purchased better quality products in the first instance.

Q. Who else works at White Rose Saddlery?

A. I employ one trainee, Les Evans, who has been with me now for nearly three years. He has been attending the Saddlery Training Centre in Salisbury and has passed level 2 and 3 bridle and is currently working towards level 2 saddle. Les rides an exracehorse and whips-in for the Staintondale Hunt.

I also employ Jo Penrose, who works in my office dealing with day-to-day enquiries, website and mail order matters. Then there’s Noel Scaling who is my book keeper and good friend. Jo rides an ex-racehorse for pleasure and Noel loves going racing.

Q. What’s your involvement with the Society of Master Saddlers?

A. I’ve been a member since 1987 when I finished my apprenticeship and joined White Rose Saddlery.

The society is a great organisation and very important to the industry in so many ways.

I joined the executive committee in 2012. I’m also on the marketing sub-committee which is working towards encouraging its members to www.equestriantradenews.com

19 Wendy welcomes shoppers to her tradestand at Witton point-to-point course.

become more pro-active. I would eventually like to arrange some regional and social meetings for members.

I would also like to help the SMS become more accessible to the public. This could include making presentations to equine colleges and schools, educating students and horse owners about the saddlery trade and what it has to offer them.

I’m also keen to be involved with the training side of the industry, more so now I have a trainee. I’m proud to say I was asked to judge at the National Saddlery Competitions at Saddlers Hall in London (reported in ETN March issue) earlier this year, which was such an honour.

Q. What do you enjoy outside of work?

A. I work a lot of hours but still manage to keep a horse for pleasure.

I love eventing and dressage with my Thoroughbred Joey.

Last June, I was lucky enough to ride in a charity race at York. I started in March by riding out for my neighbour, top dual-purpose trainer Brian Ellison. He also provided me with a horse for the race.

The race-day is an annual charity fixture and I personally raised more than £7,000 for Macmillan Cancer Support. It was a day to remember.

Q. How does your business reflect local equestrian interests?

A. Malton is steeped in racing history. Every yard can tell a story!

And White Rose Saddlery considers itself to be the north’s racing and point-to-point specialist. With Chris’s racing background and all his contacts, it was clear from the outset that this was the direction the business would take.

We moved out of the town in 2007 to new premises in a stable conversion at Wold House Stables. It was the very place where Chris had served his apprenticeship to become a jockey, so his career had gone full circle.

Our present shop [on Langton Road, Norton] is convenient for many race yards and the gallops. It also has good parking for horseboxes.

We run a satellite shop on race-days at Beverley racecourse from which we serve the local racing community and meet other trainers and jockeys from different parts of the country. We sponsor an amateur race at Beverley every August too.

Our trade stand attends all the Yorkshire point-to-point meetings, plus a few in Northumberland. We sponsor the Yorkshire Ladies’ Point-to-Point Championship as well as a race in memory of Chris at the Yorkshire Point-to-Point Area Club meeting.

We sponsor three jockeys too. James Reveley, a top northern National Hunt jockey, leading point-to-point jockey Chris Dawson and Jack Garritty, an apprentice flat jockey, are all great ambassadors for White Rose Saddlery.

I’m a keen supporter of pony racing which does so much to nurture our jockeys of the future. We also support the Go Racing in Yorkshire Apprentice Series.

Q. What else has been happening?

A. A new addition to the business last year was an industrial embroidery machine. This enables us to produce everything in-house for jockeys, trainers and owners. I hope to build this into a business supplying embroidered garments for other trades and businesses. www.equestriantradenews.com

Staying Safe

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HATS: LET’S ASK THE EXPERTS….

When riding hats hit the headlines, retailers find themselves facing consumer queries. ETN asked Claire Williams, BETA executive director, to tackle some currently thorny headgear questions…

ETN: What can retailers tell SHOP WHERE YOU their customers who’ve been spooked the withdrawal SEE byTHE SIGN of the European standard EN 1384?

Claire Williams of BETA: We are aware that the withdrawal of this standard has left customers wondering where they stand in terms of riding hat safety standards, particularly as many UK disciplines and organising bodies are considering their hat rules for the future.

It is important to remember that EN 1384 has not been removed for reasons of safety. The standard has helped to reduce injuries and saved countless lives over many years and correctly fitting hats bearing the standard will continue to offer the same levels of protection they have since it was introduced two decades ago.

For many of the country’s 1.6 million regular leisure riders, the revision to EN 1384 makes no difference at all and hats with this standard can still be sold.

A long-overdue review of EN 1384 by the EU Commission – the body responsible for safety standards – is currently under way, with publication of a final version of the standard expected in the next couple of years. In the

Retailers are trained to fit and sell riding hats (and body protectors) on BETA Safety Courses. A three-yearly refresher is recommended to stay acquainted with the latest developments.

meantime, the VG1 specification has been introduced to enable more consistent CE marking throughout Europe in the interim period.

Therefore, those competing under riding club rules can continue to wear their current hats but, if buying new hats for use after 2015, those with an alternative safety standard such as PAS 015, Snell, ASTM F1163 or the new VG1 specification, which is starting to appear on the market, should be worn.

The ASTM F1163 standard,

APRIL 2015 EQUESTRIAN TRADE NEWS

however, is not suitable when a Kitemark is called for. It is also worth remembering that many EN 1384 hats also featuring a second standard such as PAS 015 can still be worn in competition after the end of this year.

(See News for an update on British Dressage hat rules. BS/ EN 1384 hats are now permitted under BD rules until 1st January, 2017) ETN: What is VG1 and is it the new European standard?

Claire Williams of BETA: The VG1 is an interim specification

that has been developed by various bodies and testing houses across Europe to facilitate a consistent approach to CE marking. It is not, however, the new harmonised EU standard, which is currently in draft form following a period of consultation.

The EN 1384 standard was previously used by manufacturers to secure a CE mark for their products. However, with the standard no longer an option, there were fears that an inconsistent approach would result in a lack of agreed protocol. www.equestriantradenews.com

Staying Safe Q: The BETA safety courses are best known for teaching retailers to fit hats and body protectors. But do the courses also cover safety standards and the latest rules issued by the competitive disciplines?

Claire Williams of BETA: BETA safety courses cover topics relevant to the sale and fitting of body protectors and hats, and this includes the standards they meet.

It can be difficult to keep abreast of constant rule changes, so we usually refer people to discipline websites. However, in light of the revision of the EN 1384 safety standard and the uncertainty among riders that it has caused, we will be covering these subjects in much greater detail.

BETA members can also contact the BETA office for a list of current rules from all the disciplines.

Some, such as RDA and the range of showing bodies, are still making decisions on their policies after 2015, but have sought BETA’s advice and we expect to have their changes agreed soon.

ETN: How often do you suggest that individuals attend BETA safety courses? Even if someone has done the course, is it important to sign up for a refresher?

Claire Williams of BETA: We recommend that a course should be taken every three years to keep up to date with the latest developments and advances in riding hats and body protectors, including changes to standards.

However, it is always a good idea to refresh and develop existing knowledge. Retailers can do this - and gain a qualification into the bargain – by taking a City & Guilds course in Riding Hat & Body Protector Fitting. They can attend a refresher morning, followed by the examination in the afternoon. The qualification is available to anyone who has previously completed a BETA safety course and involves a written exam and practical.

ETN: Do you feel that fashion has overtaken safety when it comes to consumer demand for riding hats? Or is it a good thing that there’s more choice and a variety of looks?

22 Claire Williams of BETA: Anything that encourages someone to wear a riding hat can only be regarded as a good thing.

As long as the hat is made and tested to an appropriate standard, it doesn’t matter what the colour is or how much bling it has. The important thing is that is correctly fitted, properly fastened and worn!

Younger riders, in particular, are extremely fashion-conscious and susceptible to peer pressure.

They are also impressionable and need to form good – and safe – riding habits that will follow them through their lives. Manufacturers of clothing and footwear offer a wide range of stylish gear, so it is completely natural that hat makers want to do the same.

The point was proved only last month when ten-year-old Kyra Wood, from Oregon, in the United States, took a nasty tumble from her pony. She was wearing a brightly coloured riding helmet that doctors credited with saving her life. Her mother said that her daughter wore it all the time because “it fits and it’s cute!”

ETN: Does BETA make any recommendations about helmet cameras?

Claire Williams of BETA: We reiterate the advice of British Eventing, which states that no cameras should be used in competition until such a time when manufacturers are able to show that there would be no repercussions in the event of an accident.

The cameras’ protrusion is a concern and any retailers selling these devices should be aware of the potential inherent risks that they pose to the rider.

However, we have recently become aware of a new design of camera, which is certainly something that could be considered for the future because it is lightweight, slim-line and free from any protrusions.

ETN: If you could have one wish granted for riding hats, what would it be?

Claire Williams of BETA: This is an easy one. I would like the revision of EN 1384 to be sorted out as quickly as possible so that stability can be brought back to the marketplace.

• BETA is an authoritative source of information for riders and retailers on riding safety, hats and hat standards, and is regularly consulted by the equestrian disciplines on the subject. For more information or to find out more about BETA Safety Courses, contact the BETA office on 01937 587062 or visit www.beta-uk.org www.equestriantradenews.com

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Because you care…

Retailers are often the first port of call for riders determined to stay as safe as possible. ETN looks at the latest developments in the sector.

Take a tip from Tim POPULAR international showjumper Tim Stockdale (pictured) liked the look of the new Chelsea Air Flow Prohelmet from Gatehouse when he spotted it at BETA International.

The lightweight, slimline PAS015 hat is ventilated with a removable, washable liner.

It comes in black or blue in matt or suedette finish – and, says supplier Westgate EFI, has “an extremely competitive” price tag. t Westgate EFI 01303 872277

Air system supports jaw and pelvis INNOVATIVE air technology from Airowear features in its new AyrVest body protector.

The garment comprises a foundation body protector and a gilet in black or navy soft shell fabric.

A choice of foam technology is available; Flexion for a draped, loose fit or Advanced UltraFlex for a secure, firm fit. In both cases, the foundation body protector is certified to BETA 2009 Level 3.

The air system, certified to M38:2013 Satra Air Vest standard, inflates away from the body to create a protection zone.

This includes an air tube that rises on inflation to offer support around the jaw which in turn stabilizes the head. Other airways create an air bridge over the zip, adding protection to the sternum.

The air system inflates down the body to provide protection to the pelvis and hips.

Additional features include a pocket to store a second air canister and allen key for quick recharging. t Airowear 01434 632816 www.equestriantradenews.com

Staying Safe How to sell air vests…

Rachael Faulkner explains how to make the most of selling the Hit-air brand.

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RETAI L TIP

APPEARANCES COUNT: The product type and price tag means customers usually wish to come into a store or visit a tradestand to try on an air vest before purchasing.

Air vests are best displayed as part of a safety section alongside body protectors and hats. Consider stocking some distinctive colours, perhaps a fluorescent yellow, to grab attention.

The most effective selling tool is a permanently inflated demonstration model displayed on a mannequin. Not only is this eye-catching, but it also clearly shows the areas of coverage.

PERFECT FIT: Always encourage customers to try on air vests; they’re invariably surprised at how neat and lightweight they are. With Hit-air, the air bags are folded neatly away when riding so as not to interfere with the saddle, so you can point this out.

We recommend inflating a customer’s air vest during fitting to enable you to explain how to replace the canister. However, this isn’t essential; simply having an inflated model in store is often enough to satisfy their curiosity.

Hit-air vests are highly adjustable with three sizes fitting more than 95% of customers.

So you don’t need to hold huge quantities of stock.

To achieve a perfect fit for this brand, ensure that the lower internal strap on the vest is correctly adjusted. Also check that it can be adjusted to fit over a t-shirt, body protector and/or winter layers such as jackets.

The other important point to check is that the lower back protection reaches to the bottom of the coccyx when un-popped.

For children, we suggest allowing at least three years’ growing room.

Hit-air vests retail from £325 and come with a free, three-year warranty and servicing support.

SALES CHECKLIST - Explain the air vest’s coverage using a demonstration model.

- Fit with the appropriate size, check the lower strap and length.

- Show the customer how to fit the saddle strap and lanyard.

- Inflate the vest (if the customer requires).

- Change the canister.

- Advise the customer about the limitations of air. In the rare event of a rider failing to leave the saddle when as fall occurs, the garment won’t inflate.

- Explain the servicing and warranty cover. t Hit-air 0845 894 2868

Eventers’ choice THE Rodney Powell Superflex Contour Body Protector is popular with many leading event riders.

Designed for flexibility and perfect contouring of the torso, body heat quickly penetrates the foam panels for maximum comfort.

An absorbent lining and

breathable properties enhance the effect.

Features include a wipe-clean outer, front zip fastening and adjustment at the shoulder and waist.

An air jacket is available too. The Rodney Powell Pro Air Jacket incorporates Point Two airbag technology and offers an inflation rate of one tenth of a second. t Westgate EFI 01303 872277

Overshoes have dual benefit SEALSKINZ Lightweight Halo Overshoes fit snugly over footwear to keep feet warm and dry.

They also have powerful LED lights in the heels. The RRP is £40.

The LED offers up to 500m visibility and runs in flashing or continuous modes.

A replaceable battery gives a maximum of 240 hours’ runtime.

The overshoes have Kevlar heels and toes for wear resistance. They cover the top of the footwear, leaving the sole free, and attach with a strap.

This photograph shows them used on a cycling shoe; the yellow protrusions are not part of the overshoe. t Sealskinz 01553 817990

Smile, you’re on camera!

HACK Cam from Gizapaw is designed to encourage motorists to drive safely around horses.

While reflective and hi-viz tail sleeves and tabards aid visibility, a small attachable camera weighing just 19g records drivers’ behaviour as they pass riders.

The accessories have “Smile You’re on Camera” or “Please Pass Wide & Slow” messages to encourage motorists to drive carefully when they meet horses.

A WIFI version of the Hack Cam – which was highly commended in the BETA International 2015 Innovation Awards - will be available shortly. t Gizapaw 01902 673465 www.equestriantradenews.com

Staying Safe

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Shining example EQUISAFETY has once again raised the bar in hi-viz with new its Mercury Illuminating Jacket.

Part of the label’s A/W 20115 range, it’s manufactured from soft touch reflective fabric which is waterproof, wind resistant and breathable.

This unique jacket incorporates a flash of high visibility material. But its highlight is the incredible illuminating properties of the silver-grey fabric which shines in headlights and torchlight - and gives the illusion of pearlescence in sunshine.

The Mercury Illuminating Jacket is mesh lined for lightness and breathability. It has built-in rear air vents to alleviate sweating plus underarm zips for extra ventilation if required.

There are two front zipped pockets, an inside mobile phone pocket, drawcords at the hemline and a scooped rear hem.

The machine washable jacket comes in men’s and ladies’ sizes in silver/pink or silver/ orange. The RRP is £78.98. A matching rug will be available. t Equisafety 0151 678 7182

Compulsory hi-viz for road riding?

A STUDENT who believes all riders should wear hi-viz on the roads is petitioning her local MPs to press for legislation.

Daniella Flintan (18) from Wiltshire has also contacted the Health & Safety Executive, urging them to back her campaign.

I want to increase awareness of the dangers of not using hi-viz, and to try and make road riding safer for everyone,” she told ETN.

Editor’s note: While we applaud Daniella’s efforts to improve rider safety, we’re not sure about legislation…If it happened, hi-viz sales could potentially rocket – but policing such a law would be very difficult. How would ‘hi-viz’ be defined, for a start?

What do you think? Let us know at editor@equestriantradenews.com

Entered for Badminton…

RACESAFE launches its lightest, most flexible and breathable BETA 2009 Level 3 compliant body protector at Badminton next month.

The new arrival features a new combination of perforated protection with a breathable net outer.

Racesafe says there’s also an improved size range and easy to fit adjustment. RRPs for adults’ sizes are from £185. t Racesafe 01536 771051

www.equestriantradenews.com

27 UK made hats meet PAS015 CHAMPION has 11 new riding hat designs certified to PAS015.

These include the Champion Evolution Pro, the Junior X-Air Dazzle Plus and the Champion Junior X-Air Plus.

In addition, new styles of existing models have been launched. The Euro Deluxe Plus, X-Air Plus, Junior X-Air Plus and Junior X-Air Star Plus are all certified to PAS015.

With colour options available across these styles, your customers have an additional 20 variations to choose from.

It brings to 42 the total number of Champion riding hats kitemarked to PAS015:2011.

What’s new?

The Evolution Pro riding hat has low profile, lightweight glass fibre shell, with a carbon pattern finish. It incorporates a ventilated airflow system designed to keep the head cool and comfortable.

With its dazzling coloured centre panel and sparkling silver vent, the new Junior X-Air Dazzle Plus looks stunning. It’s built on a lightweight, injection moulded shell with a soft, four-point padded harness.

The new Junior X-Air Plus is ideal for children who compete. Built on a lightweight, moulded ABS shell, with a ventilation system, there’s a four-point padded nubuck harness. Colours are black, navy, pink and silver.

Most flexible BP to date The new Evo-Flex body protector is Champion’s most flexible to date. It’s light weight is proving popular with riders and retailers alike.

Flexibility is maximised via Champion’s CutFlex and HingeTek technologies which make the most of the Evo-Flex’s ultralightweight foam.

The bottom of the protector moulds into the nape of the back to enhance comfort; while the Polygiene treated inner lining helps keep it fresh. t Finest Brands International 0113 270 7000

Better Business

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HARNESSING THE POWER OF THE CROWD Crowdfunding is ideal for small companies needing money to grow.

Luke Lang, co-founder of Crowdcube, explains how it works.

ABOUT THE AUTHOR

LUKE LANG is co-founder of Crowdcube, the world’s first and biggest equity crowdfunding platform that enables everyday investors to fund British businesses in return for a share in the company. More details at www.crowdcube.com

Specialist platforms enable the public to buy shares in racehorses.

A

business wanting to finance expansion or new ideas would traditionally have had to convince a bank, or maybe a business angel, to lend it the money.

But the possibility of rejection or discovery of crippling repayments always loom large.

So many companies are now discovering equity crowdfunding as an alternative source of investment.

What is it?

Equity crowdfunding allows entrepreneurs to showcase their business opportunity in an online pitch and attract investment from everyday investors in return for shares in the company.

The shareholders get a return on their money once the company exits via sale or floating. It’s not to

be confused with rewards-based crowdfunding where people just get products in return for their contributions.

On crowdfunding sites, lots of people can contribute small amounts of money in support of a venture, which makes it far easier to raise finance. So the enterprise that’s looking for £50,000, for example, could find 100 people, each contributing £500 instead of relying on one or two individuals.

In 2011, Crowdcube became the world’s first equity crowdfunding platform, and is still the most popular.

There are also specialist platforms like Crowd Racing that lets the general public own a share in either a single racehorse or build up their own string across multiple trainers.

Since it was established last year,

APRIL 2015 EQUESTRIAN TRADE NEWS

Crowd Racing has funded two racehorses, with a number of live opportunities on the site at the moment.

Why do it?

• For younger enterprises

without a track record, the sums that they can borrow (if successful) from a bank are far lower than they actually need to make headway. Crowdfunding offers an opportunity that is more flexible and simpler; it is also cost effective. With Crowdcube, the company only pays a fixed legal and admin fee and then 5% of the total funded rather than a high rate of interest per annum.

The online model means the process of winning investment can be much faster than traditional finance routes.

There are plenty of examples of

•

campaigns hitting substantial targets in a matter of days.

It’s another way of generating customer loyalty as people invest in what they care about. They act as brand ambassadors, which is worth a lot in a competitive market.

Business owners have found that their investors also provide a pool of talent and experience from which they can gain valuable advice and support.

The Government gives investors EIS (Enterprise Investment Scheme) and SEIS (Seed Enterprise Investment Scheme) tax relief which helps reduce the risk. In addition, investors can secure all of the benefits of being business shareholders such as full dividend rights and a share in the future success of the business.

•

• •

www.equestriantradenews.com

29 Who’s done it?

Hundreds of pitches have funded successfully to date on Crowdcube and the other platforms out there, and here are a couple of examples.

Rollasole (www.rollasole.com) In 2008, Matt Horan had a break-through The inventor of this ladies’ lifesaver raised £270 from moment while coming 135 people. home from a night of clubbing with his girlfriend. He had to give her a piggy-back to save her sore feet and she remarked that no-one sold sensible shoes to fit in a handbag. He made a note on his phone and within a year had set up his business.

Women have suffered for decades on nights out, while commuting and driving and at weddings; now Rollasole would come to the rescue. Rollasole footwear is designed to be compact enough to carry at all times.

Five years on and business is booming and Matt is working with some of the biggest high street retailers including Miss Selfridge, NEXT, Oasis, Debenhams and House of Fraser, plus he’s collaborating with brands such as Virgin Airways and the Golden Globes and is distributed across Las Vegas MGM resorts.

To help fund this growth, Rollasole pitched on Crowdcube and raised £270,000 in November 2014 from 135 fans. This was well over Matt’s original £150k target, which just shows what you can achieve if the idea is right and it’s presented well.

JIVE Bike (www.jivrbike.com) Marcin Piątkowski has created the JIVE Bike, a folding, electric, chainless city bicycle that eliminates all Crowdfunding the hassles helped take faced by Jivebike from cyclists prototype to mass and urban manufacture. commuters. No more sweaty, breathless arrivals at work, nor chain oil on your suit. It even plugs into your phone to use GPS to plan routes.

Marcin arrived from Poland to do a Masters degree at University College London and came up with the idea of this smart bike for his dissertation project. He found the banks wouldn’t lend to such an early stage company but savings and prize money from winning four awards for his idea gave him enough to get started.

He then got backing from a network of angels, but turned to Crowdcube for this major investment as he liked the idea of the crowd getting involved: “Crowdcube investors want to be active supporters.

Between them they have so many skills and social media contacts and these are as valuable as the money. However, my first attempt to crowdfund failed because I had no prototype, no market validation and no investment traction.”

He put this right and raised £180,000 in three weeks from an international crowd of 60 investors, overfunding by 25%. The money helped take JIVE from prototype into mass manufacture stage and provide for online advertising campaigns to drive interest and preorders from individuals.

www.equestriantradenews.com

Good Grooming

30

Summer LOVIN’ ETN reviews the latest products designed help your customers enjoy a sparkling, fly free season with their horses and ponies.

Good products equal repeat business “GROOMING products are a regular buy, so there’s profit in volume and repeat sales,” says Rachael Holdsworth of Absorbine.

Customers are creatures of habit, she adds. “So once they’ve used a good brand they know they can trust, they’ll come back for it again.”

W.F Young, the company behind Absorbine, has been manufacturing grooming products for more than 120 years. Today, taking advantage of the latest technology plays a big part in its success.

Current bestselling Absorbine products include original ShowSheen, ShowSheen 2 in 1 Shampoo and Conditioner and ShowSheen Stain Remover and Whitener.

“It’s important to stock a good quality range of grooming products so customers really do notice the difference the products make to their horses,” says Rachael.

Absorbine products are specifically formulated for horses, ensuring the correct pH balance and deep cleaning power without harshness to the hair or skin. Conditioning to enhance a silky, shiny coat, mane and tail is an important part of the recipe too.

So how can retailers guide customers on their choice of grooming products?

“It’s really helpful if sales staff that have an understanding of horses,” says Rachael. “In addition, the staff need to understand the key features and benefits of each product.

“At Absorbine, we carry out product training with the sales reps of our distributors. They can explain how a product works, and retailers can then pass this product information onto their customers”.

Earlier this year, Absorbine introduced its new Botanicals range of Natural Massage Foam and Body Wash. (See Product News in this issue).

Seasonal best seller

ELICO Fly Masks come complete with ears and nose extensions for excellent protection against annoying insects.

The masks are made from strong mesh fabric which lifts away from the horse’s face; while faux fur lining at key inside pressure points enhances comfort and avoids rubbing.

In black, four sizes are available - small pony, pony, cob and full. The RRP is a competitive £14.95 t Jenkinsons Equestrian 01924 454681

Bath-time fun NEW from Flint’s Yard is Fun! – a yummy, scrummy-smelling pony shampoo available in ‘strawberry cheesecake’ or ‘apple and pear’.

Perfect for ponies with sensitive skin, it gently cleans to ensure that all ponies can have Fun! at bath-time.

Along with Itching!, also from Flint’s Yard, Fun! has a striking shelf presence and is backed with excellent sales support from this British company. t Flint’s Yard 01548 521777

No more tangled tails SILKY Tail Un-Tangler, new from Equine America, is a non-greasy mane and tail conditioner. It detangles the hair and leaves a silky sheen.

The product contains hydrolysed silk, lemongrass and coconut oils for easy grooming.

The lemongrass, in the form of an essential oil, is known for its fly repellent properties – adding another dimension to this product. The RRP for 750ml is £10.99. t Equine America 01403 255809

APRIL 2015 EQUESTRIAN TRADE NEWS

www.equestriantradenews.com

Good Grooming

32

Kind yet effective CITRUS Wash is new for Spring from Barrier Animal Healthcare.

Featuring citronella, chamomile, aloe vera and avocado, it’s available in 5litre and 500ml sizes.

Citrus Wash is a 100% natural, long lasting, fresh zesty body wash for the summer months. There’s no need to rinse after application.

The pure blend of concentrated ingredients provides soothing, antiseptic properties to cleanse the skin. High in vitamins A, D and E, the avocado oil helps to deep condition and nourish dry flaky skin, leaving it fresh, soft and silky.

No harsh chemical ingredients, soap, detergent or artificial preservatives are included in Citrus Wash.

Barrier Animal Healthcare specialises in effective products that your customers can trust, all at affordable prices. t Barrier Animal Healthcare 01953 456363

Fly free shower power

FLIES are often at their most annoying during sunny spells between showers of rain.

So this handy, lightweight fly sheet, new to the Mark Todd Collection, is just the job.

In 600 denier showerproof, breathable fabric along the back, with mesh sides and lining, it can be used for turnout on unpredictable summer days as well as at shows and events.

A neck cover is sold separately. The rug was launched at BETA International in February. t Westgate EFI 01303 872277

Ah, that’s better…

GROOMING is as much about enjoying time with a horse as cleaning it.

The Coat Shine Mitt from Moorland Rider can be used for day to day coat care, a pre-show polish or just to show you care.

The versatile, two-sided grooming tool can be used to remove stubborn stains and dirt or to shift the dust.

It can be used all over the horse, including on the head area, and is machine washable.

It’s available in turquoise at a handy RRP of £2.99. t Moorland Rider 01782 397796 www.equestriantradenews.com

33 Highlights for horses THE Grooms Choice collection of concentrated shampoos from the Animal Health Company caters for every type of coat.

Super White is a pearlised shampoo for greys, dapples, flea bitten greys and roans. It produces a fantastic show finish.

Super Black has a coconut oil base to bring out a nongreasy, high gloss sheen on black and dark bay coats.

Designed for chestnuts, bays and dark roans, Super Red helps to maintain a good skin and coat condition and provides a glossy finish.

Super Gold is formulated for use on duns, palominos and pale chestnuts. It enhances the coat’s natural highlights to produce a glistening, golden sparkle.

The shampoos have an RRP of £5.75 for 500ml and are also available in one, 2.5 and 5 litres. t The Animal Health Company 01787 476400

What no stable yard should be without…

MAGICBRUSH is perhaps the best new grooming tool to have hit the market since the rubber curry comb.

Supplied in colourful sets of three, MagicBrushes have special conical bristles that groom and massage simultaneously. The brush’s back works well as a sweatscraper.

Great at tackling dried on mud and sweat, MagicBrush suits even the most sensitive horses, can be used all over the body – and cleaned in the washing machine. Once tried, it’s universally loved by horse owners.

Now the maker of MagicBrush has developed an equestrian apron.

Clever Henry has variously sized pockets designed to hold everything from small items such as a mane comb, hoof pick and plaiting bands to a mobile phone and, of course, a MagicBrush.

In two sizes (small/medium and large/ extra large) and made from easy-clean fabric, Clever Henry has an adjustable neck strap for height adjustment and can be tied back and front.

A useful design feature is that the apron folds apart to protect the jodhpurs or trousers when the wearer squats or kneels down.

Clever Henry comes in a choice of colour combinations such as Petticoat (soft lilac/true lilac/pink kiss) and Tropic (tropical pink/ green/yellow), many of which match MagicBrushes. t Trilanco 01253 888188

Clothing & Footwear

34

THE NOBLE ART OF LAYERING What riders can learn from outdoor enthusiasts’ wardrobes…

EVEN the most competitive riders spend 90% of their time training – and therefore wearing non-formal clothing.

But do they always don the right gear? It’s easy to get wet and cold while hacking; while schooling can quickly work up a sweat, followed by the inevitable chill.

The value of dressing appropriately in garments with proven capabilities has long been recognised in the outdoor sector. Layering is considered very much part of that mantra.

Corry Taylor, the man behind leading UK outdoor brands such as Schoffel Country, believes the equestrian community needs to adopt these principles. He’s also come up with a solution via the newest brand to his stable - Noble Outfitters.

“Whatever the sport, the most important thing is to focus on performance and not be inconvenienced by what you’re wearing,” said Corry.

“The principles of layering technical garments to ensure the best possible comfort is nothing new. But the country, field sports and equestrian set are not generally earlyadopters, although the positive feedback at BETA International [where Noble Outfitters exhibited in February for the first time] indicates that this is now changing.”

Layering explained BASE LAYERS: The key to dressing for activity starts with base layers. Noble Outfitters has some well-cut, comfortable pieces that act as a second skin. Examples include Hailey, a long sleeve crew top with Opti-dry properties. If a customer wants to take it to the next level, the Ashley performance shirt is a Tactel, half-zip fitted top with a stretch mesh back panel and power-mesh under-arm panels for added breathability. With a stock loop, it doubles as a competition shirt.

TECHNICAL TOPS: Over either of these base layers, the First Crush Cowl top is a goodlooking technical top with a funnel neck construction that converts into a hood.

Alternatively, for additional warmth, offer customers a Power-stretch fleece (fullsleeve or gilet) with a brushed fleece interior and flat outer face to which forage and bedding doesn’t stick. Design elements throughout the range include flat seam construction, dropped back hems and thumbholes at the cuffs.

OUTER LAYER: The outer layer is the final barrier against the elements. Noble Outfitters’ Elite insulated jacket has a two layer, laminated construction and is lightly padded with 120gm insulation. It’s packed with detail such as sealed seams, hand-warmer pockets, adjustable hem cord, twoway YKK front zip with snap secure storm flap, internal knitted storm cuffs, secure internal pocket and device cord management system.

The Evolution Insulated Jacket is longer length and shares the same features but has vents at the back and a hidden storm flap.

LEGWEAR: Noble Outfitters’ Balance Riding Tight comes in Supplex/spandex fabric for a great cotton feel, durability and stretch. Useful details include a pocket on the thigh and inside the back of the waist, while the stretch hem reduces bulk inside boots.

Opti-Dry technology wicks away moisture and makes for a comfortable fit.

ACCESSORIES: Cold hands and feet are the rider’s worst enemy, so Noble Outfitters’ textile range also covers Perfect Fit gloves and Xtremesoft boot socks.

“The trick is to keep the layers light and technical, so that clothing works hard and doesn’t restrict movement,” Corry added.

“We’re finding that retailers appreciate design details that add value for their customers.

They’re welcoming the quality and technicity from Noble Outfitters that’s normally only available from more expensive brands.”

Examples of trade prices are technical base layers from £9.07, mid layers from £15.89, fleece from £22.70, soft shell from £27.25 and

APRIL 2015 EQUESTRIAN TRADE NEWS

Evolution insulated jacket

Premier fleece jacket

riding tight from £27.25.

Outerwear has trade prices from £45.43, socks from £3.16 and Perfect Fit Gloves

from £7.95; all exclusive of VAT. t Noble Outfitters 01572 772508 www.equestriantradenews.com

Clothing & Footwear

36

COME RAIN OR SHINE ETN discovers what’s new in clothing for the seasons ahead.

Fine fabrics, form and function…

THE latest Toggi collection has your customers covered this summer.

Each piece combines form with function, using fine fabrics and innovative design.

The Toggi Clementine three-quarter length riding jacket is waterproof and breathable. It has a two-way front zip plus extra wide zip-up side vents for freedom of movement and an easy fit over the saddle.

A highlight of Toggi’s selection of practical country wear is the April waterproof, breathable ladies’ coat, with its taped seams and durable water repellent finish.

Toggi’s collection of finest quality shirts and knitwear has been expanded for 2015 too. Cordelia is a new style of sleeveless shirt with scalloped edge collar, made from a fine stripe fabric for a sophisticated, feminine look.

Meanwhile, the sumptuous waffle knit detailing of the Joy crew neck jumper presents a flattering shape. t Finest Brand International 0113 270 7000

These boots are tops!

HIGHLY polished jodhpur boots work equally well with chinos or jeans as with riding wear.

Part of a new collection from Dublin, the Summit Zip has full grain, soft feel leather uppers.

The boot includes the RCS (rider comfort system) Ultra footbed and a rubber outsole for traction. Poliyou technology enables the wearer’s foot to breathe, while the footbed is antibacterial, antifungal and fast drying.

Retailing at £99.99, the Dublin Summit comes in black or brown and adult sizes 4 to 8. t Weatherbeeta 01295 226900

APRIL 2015 EQUESTRIAN TRADE NEWS

www.equestriantradenews.com

37

Shirts with heritage THE horseracing themed Freddie Parker shirt collection is a hot favourite for a British summer.

Stock it to inspire customers searching for gifts, to treat themselves or simply for something seasonal, smart and wearable.

The Freddie Parker Men’s Newmarket Shirt and the Freddie Parker Cheltenham Ladies’ Shirt in crisp white both feature the signature Freddie Parker graphic print across the inner cuff, inner collar and placket.

Both are styled in a 100% Oxford cotton and follow a slim silhouette. The women’s version is cut to flatter curves.

The men’s shirt has an RRP of £79 and is also available in light blue, pink, white, grey and claret. The ladies’ version retails at £65 and comes in candy pink stripe, pure white and candy turquoise stripe.

Zip up and ride!

THE new Musto ZP 176 Action Jacket and Gilet are made to move with the wearer.

The secret to their stretchy, ergonomic fit is added Elastane.

The overall effect is a lightweight, non-bulky garment that performs like a second skin.

Other features include gripper elastic at the hem to prevent ‘riding up’, plus a phone slot inside the main front pocket.

Soft Elastane DWR (durable water repellent) cuffs reduce drafts and water ingress while encouraging surface water to bead and run off. The Action jacket and gilet use Primaloft technology to achieve a high warmth to weight ratio.

Available in navy or royal blue, the jacket has an RRP of £150 and the gilet £120. www.equestriantradenews.com

Clothing & Footwear New season, fresh colours

CORAL and grey are this season’s new colours from the Mark Todd Collection.

In addition to the usual polo shirts and tops, a new hoody has been included as well as a ladies’ zipped fleece. The popular Mark Todd Blouson and Ladies’ Quilted Gilet also get the grey/coral treatment.

The co-ordinated collection extends to matching lightweight turnout rugs, saddlepads, headcollars and ropes plus waterproof dog rugs. t Westgate EFI 01303 872277

APRIL 2015 EQUESTRIAN TRADE NEWS

38 Advice from beyond our industry...

RETAI L TIP

Charlotte Ridge and Nina Bye joined Matchmakers International from the swimwear and recruitment sectors respectively. So ETN asked them to suggest some retail tips from a fresh perspective.

Charlotte says: “Always aim to keep a brand’s core range in stock. These are key essential items that ensure a strong sell-through rate. You must, however, be confident that your supplier holds good stock levels of these items so that replenishment orders are fulfilled without delay.

“Compliment this with seasonal items you’ve forward ordered to guarantee you get exactly what you want. This keeps the merchandising in store fresh and exciting for your customers, encouraging them to engage with the product offering and ultimately creating sales. It also allows you to keep up with the latest technology and trends.”

Nina says: “Providing your customers with trusted advice, top notch customer service and taking an interest in their requirements will encourage them to continue to come back...

“Back this up on social media, through product reviews, blogs and informative pages to enhance their experience.

This will create additional footfall from recommendations and ‘likes’, along with the more traditional word of mouth.”

It’s a wonderful lifestyle…

RIDERS’ busy lifestyles dictate a need for multipurpose wardrobes.

Cavallo’s Erin quilted biker jacket (RRP £145), which is just as appropriate for the pub as the yard, is a perfect example.

It’s pictured here with new Cavallo Caja breeches. This line uses Cavagrip technology to combine optimum ‘hold’ in the saddle, comfort and freedom of movement. t Zebra Products 01352 763350

www.equestriantradenews.com

39 Totally tweed

THE Karen tweed jacket is a highlight of the Jack Murphy Autumn/ Winter 2015 collection.

Flattering lines coupled with the sumptuous texture of British tweed ensure this jacket looks and feels fantastic.

It’s just the thing for wearing to a three-day event trot up or an evening out. The RRP is £174.99, sizes 8 to 18.

Attention to detail FROM the Alan Paine Country Collection A/W 2015 collection, this Richmond mid-length coat has a pure wool, water repellent outer.

There’s a luxurious gold coloured lining and a single back vent.

Lovely touches are the button cuff detail with contrasting cuff panels; plus two ticket pockets with contrastcoloured jets and two pockets with button closure tabs Sizes are 8 to 20 with the coat available in rosemary, woodland, teak, pine and brindle tweeds. The RRP is £314.99. t Alan Paine Country Collection 01623 522571

www.equestriantradenews.com

Clothing & Footwear

40

WHAT EVERY HORSEY GIRL NEEDS… Elizabeth Ward loves show jumping and hunter trials. She’s a student during the week and at weekends helps out at the livery yard where she keeps her own horse.

Inevitably, Elizabeth has to watch her pennies; but she takes pride in her appearance. She also needs hardwearing, genuinely waterproof and/or warm garments as she’s out all day, in all weathers.

So while the weather was still wintry, ETN asked Elizabeth to put some lines from Sherwood Forest’s Autumn/Winter 2015 collection to the ultimate test…

The waterproof, breathable Sherwood Foxdale jacket (RRP £61.95) has rear zipped vents, embroidered branded Sherwood Forest shield and a detachable hood. Elizabeth says: “I really like the subtle spots theme that carries through on the hood, lining and trim. And the pockets are brilliant; big enough for my phone, and you can put your hand in from two different directions. The jacket is a nice shape while also protecting you from the elements; the vents are very well designed. I like that it has a branding on the outside too.”

APRIL 2015 EQUESTRIAN TRADE NEWS

Sherwood Fairburn ladies’ gilet (£54.99) in indigo has fake down wadding, two-way front zip, Sherwood Forest branded logo, elasticated waist detail and quilted panels. Elizabeth says: “The toggles over the front zip are really stylish and make this gilet smart and unusual. It is surprisingly warm, but nice and light to work in - and I like that you can zip off the hood if you wish.”

The Sherwood Amberley jacket (RRP £72.50) in indigo was the envy of all ages – from 15 to 60 – who saw it.

Classically styled, it has reflective piping, a detachable hood and is breathable and waterproof. Elizabeth says: “This was my choice for the point-to-point as it’s smart and sophisticated. It’s also brilliant for working in and riding in as it keeps you dry but isn’t bulky. It’s also made from ‘quiet’ material which doesn’t rustle and upset the horses. I took the hunters out cantering in it, which is quite hard work, so I know it’s breathable! I like the sturdy zip and the Sherwood Forest logo on the arm too.” www.equestriantradenews.com

41 Off to work Elizabeth goes, in the Sherwood Fairburn ladies’ jacket (RRP £66.95) in haze.

With distinct toggle detail over a two-way zip, it has fake down wadding with quilted panels and a detachable hood. Elizabeth says: “I can see myself wearing this at shows. I love the warm colour and cosy hood, yet it’s cut for a flattering, feminine fit. Those toggles make it stand out from other jackets. Sometimes quilted jackets look nice but are easily snagged if you work in them. But these are very well made and have stood up well to mucking out, grooming and lunging.” t Sherwood Forest 0115 942 4265

With thanks to Dyfnog Stud, home of show jumping, arena eventing, training and equine services and supplies, for help with this feature.

www.equestriantradenews.com

Feeding for Performance

42

Putting petrol in the tank ETN looks at what’s on the market for hard-working competition horses.

Fuelled by fibre

Energy for busy horses

A DIET fuelled by slow release energy from fibre, combined with regular exercise and training, helps to produce good top line and great condition.

Part of the Barley & Molasses Free range from Allen & Page, Calm & Condition is high in fibre and low in sugar and starch.

It contains linseed and soya oils, as well as vitamins and minerals for a balanced diet.

Calm & Condition is a soaked feed for horses who need to put on or maintain condition. It’s also used successfully for competition horses that are working hard. t Allen & Page 01362 822902

New chop for sport horses NEW TopChop Sport is ideal for performance and racehorses.

The palatable chop, a blend of hightemperature dried British grasses and alfalfa, is lightly coated with soya oil and dustextracted.

TopChop Sport is suitable for all horses and ponies except those prone to laminitis and that need to lose weight. It’s particularly useful for fussy feeders.

It can be fed solely with a TopSpec feed balancer or supplement, while TopSpec cubes and blends can be added if extra nutrients for work or condition are required.

TopChop Sport retails at £12.25 for 15kg. t TopSpec 01845 565030 APRIL 2015 EQUESTRIAN TRADE NEWS

NEW Equerry Performance Cubes are formulated to support the needs of medium to hard working horses.

Containing highly digestible cereals to meet the high energy demands of competition horses, they also offer a source of good quality protein for muscle development and function.

Oil and linseed have been added to help promote a shiny coat and increase energy levels to help build stamina for horses throughout a busy competition season.

Performance Cubes also include yeast for a healthy digestive system, plus added vitamins and minerals including vitamin E and magnesium for all round health and vitality.

A 20kg bag has an RRP of £11.75. t Equerry Horse Feeds 01845 565640

For fast release energy COMPETITION Mix from Dodson & Horrell provides fast release energy from cereals and oats.

The muesli contains levels of minerals, antioxidants and B vitamins to cope with the demands of competition.

With cooked cereals and quality protein for muscle fuel, development and strength, an electrolytes package is added for hydration and recovery after training and competitions. t Dodson & Horrell 0845 345 2627

www.equestriantradenews.com

Feeding for Performance

44 Whetting the appetite for a new season

Getting the right response SPILLERS offers feeds for all types of competition horse. The brand’s Response system means riders can choose the optimum source of energy to suit individual needs, whatever competitive level or stage of fitness.

For excitable types, Spillers Response Slow Release Energy Cubes help deliver controlled power. The equivalent mix provides more ‘oomph’ when it’s called for.

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

All Spillers products adhere to the BETA NOPS code which was devised to reduce the risk of naturally occurring prohibited substances in feedingstuffs.

The products are supported by detailed feeding guides, distinctive point of sale materials, comprehensive marketing campaigns, special promotions and nutrition advisors in the field. t MARS Horsecare UK 01908 222888

BAILEYS Horse Feeds supports the Jumping And Style (JAS) and Jump Training series which help event riders prepare for the season ahead.

Earlier this year, an inaugural two-day championship took place at Hartpury College. It was the culmination of many qualifiers held around the country.

Jump Training focusses on the showjumping phase and involves course walks, warm-up and competition rounds under the watchful eye of BE (British Eventing) accredited trainers. JAS comprises a round of showjumps followed immediately by a round of cross country fences, jumped against the clock, again with assessment by a trainer.

“We had capacity entries on both days and lots of positive feedback from competitors on the format of the weekend and the series in general,” said Baileys’ marketing manager Jane Buchan.

Prizes for class champions included vouchers for training and feed, with high redemption rates proving how highly they’re valued.

“It’s great meeting riders at a time of year when we can help them fine tune for the season ahead,” said Jane. “Many keep in touch and report their progress.”

Pictured are the top three in the BE80 Jump Training Championships with BE-accredited trainers for the day Nick Gauntlett and Jonathon Chapman, along with Baileys’ Jane Buchan. (Photo: Fiona Scott-Maxwell.)

When the workload steps up…

AS their horses’ workload and fitness steps up, many competition riders worry about feeding increasing amounts of hard feed in case the additional calories affect rideability and performance, says the experts at Baileys.

However while underfeeding may keep excitability in check, it can leave horses lacking in muscle and top line, something that’s often mistaken for a lean, fit look.

Internal nutrient reserves may also suffer as they’re depleted through training and competing, causing horses to take longer to recover from exertion.

“Whenever we can’t feed the full

APRIL 2015 EQUESTRIAN TRADE NEWS

amount of a performance feed, or when a leisure feed seems to suit on the calorie front, we recommend topping up the diet with Performance Balancer,” says Baileys director of nutrition, Liz Bulbrook.

“This way we can ensure the horse is receiving the elevated levels of nutrients it needs to support performance but without any unwanted additional calories. It can make all the difference,” Liz explains.

“Muscle and top line are built and maintained, while the horse has the nutrients to support stamina and recovery.” t Baileys Horse Feeds 01371 850247

www.equestriantradenews.com

SQP CPD Feature

46

Earn CPD points with ETN ETN’s series of CPD features helps SQPs (Suitably Qualified Persons) earn the CPD (continuing professional development) points they need. The features have been accredited by AMTRA, and highlight some of the most important subject areas for SQPs specialising in equine and companion animal medicine. This is the second in our series of CPD feeding and nutrition modules.

AMTRA is required by the Veterinary Medicines Regulations to ensure its SQPs undertake CPD. All SQPs must earn a certain number of CPD points in a given period of time in order to retain their qualification. SQPs who read the following feature and submit correct answers to the questions below will receive two CPD points.

Feeding Oil: The benefits and pitfalls

By Lizzie Drury Msc Rnutr, senior nutritionist of Saracen Horse Feeds. in both yearlings and arthritic horses. Horses fed the Omega 3 supplement had lower synovial fluid white blood cell counts that those in the control group. Raised white blood cell counts are indicative of local inflammation and arthritic horses typically have a much higher number of white blood cells than nonarthritic horses. In this study, increased mobility in the supplemented arthritic horses was not reported.

Eye health

Oil increases energy density of a competition horse’s ration.

OBVIOUSLY the starting point to keep any horse healthy is to ensure a well-balanced diet that is suited to that individual horse, with forage most importantly forming the basis.

The rest of the diet needs to ensure suitable energy, quality protein, vitamin and mineral levels to keep the horse fit and healthy.

As research into nutrition continually moves forward, there are advances in feed and supplement technology that bring to the shop shelf innovative ingredients proven to help support equine health and well-being.

There has been much talk about the feeding benefits of oil with particular emphasis on the supply and balance of essential fatty acids, in particular the Omega 3 and 6 fatty acids. The Omega 3 family stems from alpha linolenic acid (ALA) while the Omega 6 family originates from linolenic acid (LA).

These essential fatty acids must be balanced within the body in order for both to be effective. Although researchers have not yet pinpointed the optimal ratio of Omega 3 to Omega 6 fatty acids for horses, continuing research is revealing more information about the benefits of supplementing horses with Omega 3 fatty acid.

Arthritis Humans supplemented with Omega 3 fatty acids have shown a reduction in inflammation from arthritis.

Researchers at Michigan State University theorised that, if the same effect was found in supplemented horses, minimised discomfort might manifest itself as increased stride length amongst horses suffering from joint stiffness.

To test this theory, they measured stride length at the walk and trot for 18 Arabian horses. The horses were

APRIL 2015 EQUESTRIAN TRADE NEWS

paired and all the horses were fed a concentrate feed and Timothy hay. One horse in each group was supplemented with fish oil while the other was supplemented with corn oil for a period of 75 days.

The horses were exercised five days a week under saddle or on a lunge line. At the end of the trial the horses supplemented with the fish oil had higher plasma levels of Omega 3 fatty acids.

There was no change in stride length at the walk but horses supplemented with the fish oil tended to have an increased stride length at the trot.

The increased stride length in the trot suggests a decrease in inflammation, stiffness and joint pain associated with movement.

Researchers at Texas A&M University have reported that supplementation with Omega 3 fatty acids reduced joint inflammation

In humans, essential fatty acids are critical for proper visual development in infants; so one may presume that this would also be the case for the foal. In adults, deficiencies of Omega 3 fatty acids can lead to impaired vision and studies also suggest that prolonged deficiencies may increase the risk of damage to the retina.

Essential fatty acids also play a role in helping eye fluids drain, which helps to regulate intraocular pressure.

Supplementation with Omega 3 fatty acid may help to support and maintain normal eye health in the horse.

Performance horses Of all the health benefits associated with Omega 3 fatty acids, the one perhaps most relevant to the performance horse industry is the positive effect on inflammation, specifically inflammation involved in musculoskeletal disease.

Dietary supplementation of Omega 3 fatty acids can help offset the inflammatory response, but the response is not immediate. They must be supplemented for at least 28 days before they have any effect on the inflammatory www.equestriantradenews.com

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Energy

Research is supporting the use of Omega 3 fatty acids for the maintenance of a healthy immune system, which is important for performance horses travelling on a regular basis.

cascade. Supplementation can help to support normal muscle function and recovery rates post exercise.

Research is also supporting the use of Omega 3 fatty acids for the maintenance of a healthy immune system, which is important for performance horses travelling on a regular basis, breeding stock and foals.

Breeding stock

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Scientific study In a scientific study conducted by Kentucky Equine Research, the effects of feeding Equi Jewel and corn oil were compared.

During strenuous exercise, horses fed Equi Jewel had lower lactic acid levels than horses fed corn oil.

The inclusion of rice bran as a substitute for corn oil in rations also resulted in lower heart rates and subsequent shorter recovery periods.

SELECT YOUR ANSWERS AND TICK THE BOXES 1) What are the two essential fatty acids found in oil? a. Omega 2 b. Omega 3 c. Omega 6 d. Omega 3 and 6

2) Which omega fatty acid comes from Linolenic acid (LA)? a. Omega 6 b. Omega 3 c. None of these 3) Which essential fatty acid provides anti-inflammatory effects? a. Omega 3 b. Omega 6 c. Omega 3 and 6 d. None of these 4) What can supplementing omega-3 fatty acids help to support? a. Normal muscle function b. Recovery rates post exercise c. Eye health d. All of the above 5) How long do omega-3 fatty acids need to be fed before an effect on the anti-inflammatory cascade is seen? a. 1 day b. 7 days c. 2 weeks d. 28 days 6) In the stallion what benefits have been shown from supplementing Omega 3 fatty acids? a. Optimum sperm motility b. Normal sperm conformation and output c. Increased sperm survival d. All of the above 7) In the mare, Omega 3 fatty acids are preferentially taken up by what? a. The stomach b. Large intestine c. Placenta d. None of the above 8) What is the most common reason for feeding oil? a. To make the feed more palatable b. To add vitamins c. To stick the feed together d. To increase the energy density of the ration 9) Why is feeding oil beneficial? a. Decreases meal size b. Reduces the reliance on high cereal and starch diets c. Adds condition d. All of the above 10) How an oil be supplied in the diet? a. Concentrate feed b. Liquid oil c. Fat supplement d. All of the above

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There has been an increasing amount of work looking at the benefits of feeding Omega 3 fatty acids to breeding stock including stallions and broodmares.

Studies looking at the supplementation of stallions with high levels of Omega 3 fatty acids has been shown to support optimum sperm motility, normal sperm conformation and output and increased sperm survival in cooled and frozen semen.

In mares, long chain Omega 3 fatty acids in the diet seem to be preferentially taken up by the placenta and may be responsible for supporting: – Increased ovulation rate – Embryo implantation by blocking release of prostaglandins from uterus and the sensitivity of the corpus luteum to prostaglandins – general growth and blood flow in the placenta (thus improving nutrient

Oil is probably most commonly added to the horse’s feed as a way of increasing the energy density of the ration.

Increasing the energy density of the ration in this way helps to reduce the reliance on using high cereal and starch levels to provide those calories, enables meal sizes to be kept smaller to support optimum digestion and encourage horses with limited appetites to clear up their feeds, and to help put condition on horses that find it difficult to maintain body condition.

Oil is also regarded as a non-heating energy source, which can help to manage horses with more excitable and reactive temperaments.

Oil can be supplied into the diet in several ways: • Concentrate feeds: Feeds formulated specifically for performance, breeding, youngstock and conditioning tend to have higher oil levels of around 6-10% versus cool or maintenance feeds, which would typically have oil levels of 3-4.5%.

• Liquid oil: Soya oil, linseed oil etc are usually added by the cup or mug full to help enhance coat condition.

• Fat supplements: Rice bran supplements are becoming a more popular and effective way of adding calories from fat in a highly palatable, less messy and balanced form. Feeding 2lbs of a rice bran supplement is the equivalent to feeding 1 pint of liquid oil, which many horses would find unpalatable.

ETN CPD Questions

E PD UL P C OD SQ N M TN O ITI M E TR NU FRO

supply to the foetus) – increased content of Omega 3 fatty acids in the foetus (thus encouraging normal growth and development)

TWO CPD POINTS Full name......................................................................................

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

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

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

SQP number ................................................................................

Send your completed answers to:

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

EQUESTRIAN TRADE NEWS APRIL 2015

Insurance

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PROTECTING YOUR ONLINE BUSINESS Online equestrian retail businesses have different insurance needs from those with retail premises, explains Oliver Lawton.

L

iability is the first consideration. When operating an online only outlet, the majority of interaction will be done virtually – via email, through web ordering or perhaps phone – so public liability is not necessarily essential unless you have members of the public coming into contact with yourself or staff via a store or warehouse.

If you have staff working for you, whether they are packing or working administratively, you are legally required to have employers’ liability insurance.

And if you’re offering professional advice in terms of supporting your customers, you may wish to include professional indemnity insurance as well.

Product liability Something you definitely need to consider is product liability. This covers you for the cost of compensating someone should a faulty product that you have sold to them cause injury.

For example, if you sell equipment that could break and cause an accident you could be liable.

Product liability protects you against such incidences. You need to ensure that you have ‘rights of recourse’ against any manufacturer or supplier in this case. If you buy all your stock from the EU you should have this automatically covered, but do check.

ABOUT THE AUTHOR OLIVER LAWTON is from Shearwater Insurance. For more information, to receive a no obligation quote or to view the comprehensive range of policies available from Shearwater Insurance, visit www.shearwater-insurance.co.uk or call 01992 718 666 APRIL 2015 EQUESTRIAN TRADE NEWS

Cyber liability An additional extra you can consider is cyber liability. This means that you can insure against business interruption should you be hacked, or a virus upsets your business.

It also means that you can be covered if you subsequently infect third party computers, which in turn disrupt third party businesses and you are pursued for the third party loss.

If you hold client data, including names, phone numbers and/or credit card information, if the data is lost or stolen you face the cost of reinstating the information, investigations into how this happened, as well as the potential fall-out of having to inform your clients. All this could significantly tarnish a reputation. Cyber liability would pick up the resulted cost.

Keeping stock safe As with any retail business, whether you keep items at your home or in a warehouse, keeping your stock safe is imperative to the running of your business.

For this reason, it’s important to keep accurate details about your stock levels and notify your insurance company of any changes to the value of the items. Consider whether you could afford the cost of replacement of stock if it were damaged, stolen or lost. If the answer is no, then this is a vital element to your policy.

If you are relying on courier companies

If you sell equipment that could break and cause an accident you could be liable. and postal services to handle your customers’ orders then you may wish to include an insurance that protects items during transit.

Often the insurance provided by courier services is not sufficient, covering only a small percentage of the items’ value. High value items should be insured for their cost value to you, the retailer, for all risks of damage.

Home office Many online businesses operate from home.

If this is the case, then you should inform your home insurers as you may need to take out a specialist ‘Working from Home’ policy.

Such a policy has the scope to include stock among other things such as business interruption and employers liability which are not covered under standard home insurance policies.

You are also at risk of invalidating your home insurance policy if you do not inform the company that you are working from home. www.equestriantradenews.com

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EQUESTRIAN TRADE NEWS APRIL 2015

CCJs

List your website here

For more information call 01937 582111

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

The judgments listed are those recorded by the Registry Trust Ltd and appear to be of a commercial nature.

Judgments/Decrees can be for damages rather than debts, and their listing here does not imply an inability to pay.

PORTREE STABLES, WOODEND, GARALAPIN, PORTREE, ISLE OF SKYE, IV51 9LN, £868 LOGWOOD STABLES LIMITED, MANOR HOUSE, 35 ST THOMASS ROAD, CHORLEY, LANCASHIRE, PR7 1HP, £902 EQUITRADER MAGAZINE LIMITED, LIMES FARM, DEANS LANE, BARTHOMLEY, CREWE, CW2 5QJ, £482 TEVIOT EQUINE PRODUCTS LTD, 1 SAWLEY’S BARN, SAWLEY CROFT, CONONLEY, KEIGHLEY, BD20 8NZ, £435 TOTAL EQUESTRIAN CONSTRUCTION LIMITED, GLEBE FARM, WESTBURY ROAD, LITTLE CHEVERELL, SN10 4JW, £4,259

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MIDLAND HORSE MAGAZINE LIMITED, 93 MOOR END ROAD, MELLOR, STOCKPORT, SK6 5PT, £482 APJ HORSERACING LIMITED, MILL RACE STABLES, TWYFORD MILL, TWYFORD, BUCKINGHAMSHIRE, MK18 4HA, £495 KINGFEEDERS UK (A FIRM), STYE FARM, BOSLEY, MACCLESFIELD, CHESHIRE, SK11 0PX, £174 NORFEED UK LTD, R/O UNIT 3A, FOLD COURT, BUTTERCRAMBE, YORK, YO41 1XU, £8,487

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EASTERN HORSE MAGAZINE LIMITED, 93 MOOR END ROAD, MELLOR, STOCKPORT, SK6 5PT, £482

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BROMFORD COUNTRY AND EQUESTRIAN LIMITED, THE KNOLL, HOLLY LANE, WISHAW, SUTTON COLDFIELD, B76 9PE, £737

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The ultimate online equestrian directories Thousands of key contacts BED ~ aimed at the Consumer TSD ~ for the Trade Get your company listed today Telephone Jennifer Dalton on +44(0)1937 582111 or email jenniferd@beta-int.com

APRIL 2015 EQUESTRIAN TRADE NEWS

Now In Print and Online www.britishequestriandirectory.com Distributors • Manufacturers • Wholesalers Reach your target audience …

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