ETN - Equestrian Trade News - August 2014

Equestrian Trade News

August 2014 Volume 38, No 8 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 r y

HEADGEAR FOR HORSES Bits & bridles How to display, fit and advise customers

CLICK & COLLECT A must for innovative retailing

BELOW THE BELT What’s new in breeches and boots?

2015

NEC, Birmingham, UK 22-24 February www.beta-int.com

Main Sponsor

ETN is the official media partner of BETA International

iv ew t’s es e v ss a : cce e r ca t su file e rs por pro o r h h ex iler e m itis eta m Su Br R

ul s P

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

CONTENTS

Comment AGE can be a sensitive subject. But from an employer’s point of view, it seems, maturity is something to treasure.

Next month in ETN, equine recruitment specialist Emma Dyer tells us how companies value experience and reliability. While there’s no doubt that people of a certain age know better how to communicate politely with customers.

So how do you tell when a potential employee, colleague or business acquaintance has crossed the line from ‘young’ to ‘mature’? Well, according to retailer Lisa Crocket, it’s all to do with hats and hoods.

Young people incline towards hoods on everything from jackets to jumpers, while the older contingent favours the collar, hat and/or umbrella.

Lisa is as switched on as they come. Yes, she’s got the advantage of 150 year old, family run ironmongery business behind her, but she’s working really hard and introducing many innovations at Ayr based Crockets Equestrian & Outdoor.

For instance, she’s very keen on getting customer feedback and occasionally offers customers a 10% in-store discount in return for completion of a survey. Lisa also predicts that bricks and mortar shopping versus online is about to come full circle.

“I’ve had people coming into the shop and actually telling me that they are supporting us instead of going online,” she said.

“Some even give us a chance to price match, which is great. I’d much rather they did that than just went online.”

Lisa believes that her customers are supporting her store, not just for altruistic reasons, but because they don’t want to see empty shops in their neighbourhood. “They don’t want to live in a run-down area with boarded up properties,” she said.

She has such a good point. And, by the way, Lisa is only 24.

THE development of a saliva test for equine tapeworm [see Product News in this issue] is hugely significant in the battle with resistance to worming drugs.

Even with all he has on his plate, David Cameron took time last month to warn of a parallel looming crisis in human antibiotics.

That’s how serious this is.

Now the equine world needs a reliable test for encysted redworm, which I’m told by those in the know is in the pipeline. If that was added to faecal egg counts and the new tapeworm test, owners would have a considerable armoury at their disposal to avoid unnecessary over-worming.

AUGUST 2014

NEWS.........................................................................4 LETTERS Readers air their views............................................8 PRODUCT NEWS ....................................................10 BEST OF BRITS Enjoy some British businesses’ success stories ........13 Who’s buying British? ............................................18 SPECIAL REPORT Meet Mark Romain MBE ........................................20 BELOW THE BELT COVER STORY What’s new in breeches and boots........................22 CLICK & COLLECT COVER STORY A must for innovative retailing..............................27 BETA MEMBERS’ PAGE ..........................................28 SPONSORS & SHOWS Guy Roper reports from Hickstead .......................30 SUMMER HORSECARE A vet’s view .............................................................32 BITS & BRIDLES COVER STORY Latest products, fitting advice...............................35 Answering customers’ FAQs .................................38 PEOPLE ...................................................................40 COUNTY COURT JUDGMENTS................................42

IT’S nothing new to learn that Amazon can be a tad draconian when dealing with suppliers.

But how about this for a T & C forwarded to me recently?

"Books cannot be sold for a lower price than Amazon's anywhere, including on a publisher's own website.”

Please tell me it’s not true...

Liz Benwell

FRONT COVER: This lovely bay horse is wearing an Anky Sensation bridle in black, RRP £159.95.

The Anky braided browband with Swarovski elements comes in black and crystal, RRP £39.95.

With thanks to Bieman de Haas, more details at www.br.nl Photography by Horse Moments at www.horsemoments.nl

Supplier supports new 2015 product showcase

NEC, Birmingham, UK 22-24 February www.beta-int.com

SHIRES Equestrian Products is to sponsor BETA International’s New Product Gallery for a second consecutive year.

The feature area highlights the latest lines, brands and designs to visiting buyers at the annual trade exhibition.

“The sponsorship is part of a vital initiative for us to reach out to the equestrian retailers that are an integral part of our business,” said Malcolm Ainge, managing director of Shires Equestrian.

BETA International organiser Claire Thomas added: “We have welcomed Shires to the trade fair as an exhibitor for many years and are thrilled that they have decided to remain a key sponsor for 2015.

“Shires is a great company with a fine reputation and we are very pleased to be associated with it.”

BETA International is the world’s leading trade fair for the equestrian, country clothing, outdoor and pet product markets.

Main Sponsor

Event promotes cross channel business A GROUP of British equestrian businesspeople networked with their French counterparts during a new event last month.

Business at the Races 2014, held in Caen, Normandy, gave delegates an insight into French business culture.

Normandy – which hosts this month’s World Equestrian Games (WEG) – is home to an estimated 100,000 horses, the highest concentration in France.

The event was organised by Equestrian Index in conjunction with the Franco British Chamber of Commerce & Industry, French business cluster Hippolia and UK Trade & Investment.

The idea originated from a meeting at BETA International where Equestrian Index was exhibiting.

British companies taking part were Saracen Horse Feeds, Racing Blue, Bluegrass Horse Feeds, Horslyx, Omega Alpha, Equine Speedskip and Fine Fettle Feed.

TV channel gets new number HORSE & COUNTRY TV moves to a new number – Sky 253 – this month.

The satellite channel is also promoted from Sky’s Lifestyle listing to the more popular Entertainment genre.

Horse & Country TV moves to Sky 253 on August 19th.

“We’re delighted that H&C is moving to the Entertainment section of Sky's programme guide,” said Richard Burdett, managing director of Horse & Country TV. “There’s much more traffic there and it’s a real opportunity to bring new viewers to the channel.

“As for the large and loyal audience we’ve built over the last few years, we’ll be working hard to make sure that they’ll have no problems finding our new home at channel number 253.”

What vaulting horses need BETTER equipment is needed to protect the welfare of horses used in vaulting.

The sport, in which male and female athletes perform acrobatics on lunged horses’ back, is increasingly popular. It can be seen at the World Equestrian Games this month.

But international horse sports’ governing body, the FEI, is concerned that equine back pads must be better able to support the impact of a vaulter landing on the horse’s body.

It’s also stated that other pieces of equipment peculiar to the discipline, such as surcingles with grip handles, must evolve to ensure horse welfare.

“As vaulting grows, the equipment is changing to allow for more technical performances,” said Bettina de Rham, FEI director of vaulting. She added that new technologies and materials were being explored to ensure comfort and safety for horses and vaulters.

FEI rules state that vaulting back pads must be made of “elastic/springy material” and that gel pads can be used. Minimum area of coverage is specified, but not construction.

Current FEI rules state a vaulting horse must wear a bridle with smooth snaffle bit with no more than two joints. Rubber bit guards are permitted. If a mullen snaffle is used, the mouthpiece must be flexible. Lunge cavessons are allowed.

Two side reins and a vaulting surcingle with underpad and girth, two solid handles (grips) with two loops, one on each side are required.

Bandages and/or brushing/overreach boots are optional; ear muffs and plugs are allowed.

ADVERT INDEX

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

4 AUGUST 2014 EQUESTRIAN TRADE NEWS

Subscriptions Distributed on a controlled-circulation basis to the retail trade. Paid-for annual subscriptions are £39.95 (UK), £73.00 (Europe), £86.00 (rest of the world).

The magazine is independent of all groups.

Editorial views expressed in ETN are not necessarily the official view of any organisation or group.

Copyright: All material is copyright Equestrian Management Consultants Ltd. Design & Print: G.H. Smith & Son, Market Place, Easingwold, North Yorkshire YO61 3AB Tel: 01347 821329 Fax: 01347 822576 Email: etn@ghsmith.com Web: www.ghsmith.com ISSN 1462-9526

Abbey England............................................................17 Albion Saddlemakers ...................................................37 Animalife ................................................................3 & 7 Barrier Animal Health...................................................32 Battles.........................................................................23 Bedmax.......................................................................29 Beris ...........................................................................39 BETA International .......................................................36 Buffera Ltd ....................................................................8 Carr & Day & Martin ....................................................18 Citrus Lime ..................................................................12 Classified ....................................................................41 Faulks & Cox Ltd ..........................................................21 Fyna-Lite .....................................................................16 Griffin NuuMed ...........................................................18 Horse & Country TV .......................................................6 Horsemasters ..............................................................25 Jenkinsons Equestrian............................................5 & 19 Matchmakers ..............................................................11 Jack Murphy................................................................24 Natural Animal Feeds ................................................OBC Charles Owen..............................................................15 Saracen Horse Feeds......................................................9 Sherwood Forest.........................................................IFC Snowhill Trade Saddlery..............................................IBC South Essex Insurance Brokers........................................5 Trade Suppliers Directory..............................................33 Verdo Horse Bedding ...................................................14 Web Directory .............................................................42 Zoetis..........................................................................33

www.equestriantradenews.com

Product recall follows Queen’s horse dope test failure CONTAMINATED feed was being blamed for five race horses – including the Queen’s 2013 Gold Cup winner Estimate - testing positive to the banned substance morphine.

The five year old filly was screened following her second place in this year’s equivalent race at Royal Ascot in June. She will almost certainly be disqualified with her owner forfeiting the prize money.

John Warren, the Queen’s racing advisor, said in a statement that “initial indications are that the positive test resulted from the consumption of a contaminated feed product.”

Dodson & Horrell issued a statement saying that it is exchanging all stocks of its Alfalfa Oil Plus with fresh product “as a precautionary measure.”

The manufacturer, a Royal Warrant holder as supplier of horse feed to HM The Queen, said it has been informed by some of its suppliers of a possible component contamination.

Estimate hit the national headlines when Buckingham Palace named her as one of five horses to fail British Horseracing Authority (BHA) drug tests.

The BHA has not named any horses and was awaiting requests for so called B samples before doing so.

Estimate is trained by Sir Michael Stoute who, according to John Warren’s statement, was “working closely with the feed company involved to discover how the product may have become contaminated prior to delivery to his stables.”

Morphine is unlikely to enhance performance at the levels found in the five racehorses. Its presence in feed has been linked with poppy seeds.

BETA executive director Claire Williams said: “Dodson & Horrell is a member of the BETA NOPS [naturally occurring prohibited substances] scheme and we have worked alongside the company to identify and isolate the cause of contamination.

“NOPS members have been kept up-to-date with developments and announcements. BETA is in constant contact with both the BEF [British Equestrian Federation] and the BHA as the governing bodies for equestrian sport and racing.”

The BETA NOPS Assurance Scheme was set up to help minimise the risk of feed contamination by naturally occurring prohibited substances.

Manufacturers belonging to the scheme are required to evaluate the risk of a NOPS contamination during every step of the sourcing, storage, transport and manufacturing process.

The NOPS code focuses on a defined list of prohibited substances agreed in consultation with the sporting regulators. In addition to an early warning system to alert all members of contamination risks, each company is independently audited on an annual basis.

•

Stage set for German fair EXHIBITORS from more than 30 countries are due to participate in autumn spoga horse in Cologne, Germany on 31 August to 2 September.

Among the well known German suppliers to be seen at the trade exhibition are Cavallo, euro-star, HKM Sports Equipment, MMCosmetic, Waldhausen, Pikeur, Passier, Herm. Sprenger and Schockemöhle.

Overseas companies due to exhibit include Carr & Day & Martin from the UK, Ekkia from France, Italian company Equiline, Harry’s Horse from Holland, Irish company Horseware and Kingsland from Norway.

Tickets to spoga horse also admit visitors to gafa, the garden fair held simultaneously at the Cologne Exhibition Centre.

www.equestriantradenews.com

EQUESTRIAN TRADE NEWS AUGUST 2014 5

Aldi launches equestrian range

BUDGET supermarket Aldi started selling its own range of equestrian clothing last month.

The collection includes a ladies’ polo shirt at £8.99, cable knit sweater at £12.99, jodhpurs at £12.99, yard boots at £12.99 and socks at £4.99 for two pairs.

Children’s polo shirts are £4.99 and jodhpurs £7.99.

The range was introduced on 24 July under Aldi’s ‘Specialbuys’ scheme.

Specialbuys go in-store every Thursday and Sunday and are only available while stocks last.

“We want retailers to be profitable” Charles Owen & Co (Bow), returning sponsor of the Horse Demonstration & Seminar Arena at BETA International 2015, wants to help retailers become increasingly profitable.

For a third year, the British riding hat manufacturer hosts The Charles Owen Learning Centre, the setting for live product displays and retailer information sessions during the three-day trade exhibition.

“Charles Owen’s mission is to focus on the education of retailers – helping them to develop their businesses and become increasingly profitable,” said Roy Burek, managing director.

“Sponsoring this feature certainly helps us to do that.”

BETA International organiser Claire Thomas described Charles Owen’s decision to support the trade fair once again as “a tremendous endorsement of the show.”

HELPING HORSES IN CRISIS: Matchmakers International has donated a lorry load of Harry Hall, Caldene, Tottie, Masta and Cottage Craft clothing and equipment to World Horse Welfare’s (WHW) Hall Farm rescue and rehoming centre in Norfolk.

Across its four centres, WHW took in 76% more horses last year compared with 2012. “Last November we took in a group of 63 who were suffering from a whole spectrum of problems as a result of neglect,” said centre manager Sue Hodgkins.

“Such cases dramatically swell our farm numbers overnight which puts a real strain on resources, so donations of good quality equipment are a fantastic help.”

www.equestriantradenews.com

£2.5 billion spent yearly by people who shoot WHAT’S the potential for “Shooting customers will happily equestrian retailers? pay more for their coats than New research reveals their equestrian counterparts.” that people who shoot spend £2.5 billion each year on goods and services.

The figure appears in The Value of Shooting, a report by Cambridgebased Public and Corporate Economic Consultants (PACEC) published last month.

Their independent study – featured on BBC TV’s Countryfile - looks at the economic, environmental and social contributions of shooting in the UK. “These figures show that shooting is good for the economy, good for jobs and good for the countryside,” said Richard Ali, chief executive of the British Association for Shooting and Conservation (BASC).

Potential for retailers There’s already significant cross over between the equestrian and shooting markets, particularly on the country clothing side.

As The Value of Shooting emphasises, there are many different types of shooting – all requiring different clothing and accessories. In addition, there’s the valuable ‘lifestyle’ market.

One Nottinghamshire retailer found this sector to be so successful, he’s switched to being a shooting outlet after 40 years in the equestrian market.

Nick Burrows, who owns St Clements Lodge in Calverton, told ETN: “The equestrian side was on a downward curve and there was no other gun shop in the area. It’s thriving – I should have done it years ago.”

Nick reckons the biggest change has been catering for a mainly male clientele, instead of mostly female customers. His audience is around 75% men, 15% boys and 10% women.

At the predominantly equestrian Wadswick Country Store, shooting accounts for a small (5%) but significant proportion of trade. “If retailers have the space, it’s definitely something worth looking at,” said proprietor Carolyn Barton.

The shooting side often brings new customers into the Wiltshire store, she added.

“It’s very seasonal for the traditional shooting coats, starting with lightweight ones for the grouse season in August and going onto the heavier weight, waterproof tweeds for winter.”

However, Carolyn warns that while male shooting customers will happily pay more for their coats than their equestrian counterparts, they do know their stuff. “They’ll often come in having researched the latest tweeds and styles.”

Women and children can be catered for too.

“More ladies are shooting, or they like to accompany their husbands and want to look the part,” said Carolyn. “It’s all about the lifestyle.

Shooting coats are also popular with point-to-point spectators and dog walkers.”

While Wadswick Country Store sells cartridges as “a loss leader” and working dog food, it doesn’t stock guns. As well as clothing, many shooting customers are keen to buy accessories and gifts.

Carolyn buys some shooting lines from suppliers such as Barbour and Aigle who are also equestrian mainstays.

“There’s a lot of shooting and lifestyle to see at BETA International,” she added, “so that’s a really good place to start.”

The Value of Shooting report can be found at The many different types of shooting www.basc.org.uk/the-valueare outlined in The Value of Shooting, of-shooting an independent report.

www.equestriantradenews.com

New job for Hitchen JAMES HITCHEN, the former managing director of Jabez Cliff, started a new job with Walsall based Ideal Saddle Company last month.

“I don’t have an official job title, but I’m really enjoying it,” he told ETN, before confirming that he was employed by Ideal.

Jabez Cliff, best known for its Barnsby saddlery brand, went into administration in June.

NEWS IN BRIEF 2018 World Equestrian Games (WEG) will be held in Canada.

• THE The multi-discipline world championships will be based around

•

• •

the Bromont Olympic Equestrian Park, venue for the 1976 Montreal Olympics equestrian competitions.

BRITISH Eventing (BE) has created a charitable arm. The BE Charitable Foundation has four trustees: BE chairman Hugh Thomas, former principal of Hartpury College Malcolm Wharton, ex international event rider Lady Madeleine Lloyd Webber and course-designer and event organiser Mike Etherington-Smith. The new foundation aims to increase opportunities for individuals of all capabilities and backgrounds to participate in eventing, as well as training amateur riders. When British Dressage (BD) achieved charitable status in January, the organisation said it hoped the move would reap an extra £100,000 a year via ‘gift aid’ tax exemptions.

A WILTSHIRE based retailer helped its local riding club raise more than £3,000 for local charities. Wadswick Country Store donated the use of nearby fields on which the show was held on 6 July.

NEW retail customers of Trelawne Equine, wholesalers of products for barefoot horses, are offered a free pair of comfort pads with each first order of hoof boots.

Dressed up and going nowhere Dear ETN, Further to the editor’s comment (ETN, June), I wanted to express my complete agreement with regard to the quality of communication…and why well written, simple, factual, interesting and genuinely newsworthy press releases should be the industry standard…not something unusual.

PR people don’t always have the best reputation, and the editor’s comment summed up why. When an old fact is dressed up with plenty of embellishment, what does it actually achieve…apart from wasting an editor’s time?

Dressing up an interesting piece of news can be as bad; getting to the point quickly is key, because everyone’s busy.

The quality of a publication - or a brand’s reputation – won’t be enhanced by a news piece about a non newsworthy item, or a huge piece of copy that waffles on but takes an age to get to the juicy information.

For magazines to engage their readers, the news sections should be that…full of news, not an explosion of irrelevant copy. It’s important that we, as the people who create the press releases, remember this. Equally, if something is badly written and makes very little sense, it achieves even less and will most likely end up in the bin…which is a waste of the PR’s time, the editor’s time…and the client’s money.

Yours etc Rhea Freeman, Rhea Freeman PR, by email.

• Editor Liz Benwell says: ETN has a factsheet of hints on how to present editorial submissions. If you would like a copy, please email editor@equestriantradenews.com

Memories of Madeleine Dear ETN, Your mention of Lady Madeleine Lloyd Webber as a trustee of the new British Eventing Charitable Foundation [ETN newsletter and News in this issue], reminded me that before she was wed, she was in the rag trade.

Her company was called The Done Thing – after the horse that took her round Burghley - and she produced the best leather blousons going.

They were all the rage in the late 1980s/early 1990s. She sold them herself at the shows and only to the smartest shops.

I had a couple off her. Unfortunately, one of my sons was always borrowing them, and of course one got left somewhere and was pinched – that’s how popular they were. Anyway, he said I was mutton dressed as lamb!

Yours etc Tiger Davies, manufacturers’ agent, by email.

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

8 AUGUST 2014 EQUESTRIAN TRADE NEWS

www.equestriantradenews.com

www.britishequestriandirectory.com

New gaiter for Thoroughbreds

EQUINE TAPEWORM TEST IS A FIRST A NEW test for tapeworm is available to horse owners.

The saliva swab is thought to be the first test of its kind.

Previously the only test for equine tapeworm was via a blood sample taken by a vet.

The new test, known as EquiSal Tapeworm, was developed by Austin Davis Biologics (ADB). The company analyses samples at its laboratory in Northamptonshire.

An EquiSal Tapeworm test kit costs £17.95 per horse. It contains everything needed to take the test including laboratory processing Westgate Laboratories, the postal worm egg count specialist, is retailing EquiSal Tapeworm to consumers.

One of the scientists behind the tapeworm test was an inventor of the Clear Blue pregnancy test.

To complete the EquiSal test, a sample of the horse’s saliva is taken using a special swab. This is sent off to the laboratory where the level of tapeworm-specific antibodies is analysed to give an accurate indication of the tapeworm burden in the horse.

“This will revolutionise the way we worm for tapeworm in horses,” said David Booth of Westgate Laboratories.

“Worm counts and saliva testing must now become the core of everyone’s worming programme if we are to preserve the few effective wormers we have left.”

Dr Corrine Austin, director at ADB, believes many horses are being over-wormed for tapeworm.

“From our experience so far, it appears that the number of horses with a tapeworm burden is lower than expected,” she said.

“Only 19% tested had a tapeworm burden requiring treatment.

This percentage is even lower in well managed yards.

“Routine dosing increases the speed at which worms gain resistance, and with only two drugs licensed for tapeworm in horses, this should be a major concern to horse owners.”

EquiSal Tapeworm is the first product from ADB to reach the market. The company has also developed a blood test for tapeworm in horses and is working on diagnostics for complex equine wounds and for other parasites.

GOLLY GALOSHES has introduced a new equine gaiter for Thoroughbred horses.

TB GGs are a slimmer version of the brand’s regular horse size, yet allow for the length of cannon bone.

As Golly Galoshes’ creator Jean Hammond explained: “Working with Victoria Bax, our sponsored event rider who specialises in retraining ex-racers, plus numerous enquiries from customers owning lighter boned animals, gave us the incentive to create a gaiter for Thoroughbreds across all disciplines.”

Waterproof and breathable, Golly Galoshes are designed to be worn over boots and bandages to keep them clean.

New TB GGs come in a range of colours. Photo courtesy Thoroughbred Sports Photography.

Signing up for style

Best in test

BARRIER ANIMAL Healthcare’s Super Plus Fly Repellent was voted ‘best in test’ in last month’s Horse magazine.

Winning for the second consecutive year, it scored five out of five stars.

Super Plus Fly Repellent was launched more than 20 years ago and remains Barrier’s best selling repellent.

Approved and licensed by the Health & Safety Executive (HSE No: 8725/6), it deters flying and blood sucking insects including midges, bots, horse flies, black flies, face flies and stable flies.

Suitable for application to pink, sore areas to reduce the need to rub, Super Plus Fly Repellent also contains a hair and skin conditioner. t Barrier Animal Healthcare 01953 456363 10 AUGUST 2014 EQUESTRIAN TRADE NEWS

THE NEW Elico Signature range from Jenkinsons is hand printed in Yorkshire.

Featuring a golden horse’s head logo, garments include this double fabric hoodie. With twin needle stitching and kangaroo pouch pocket with hidden opening for ear phone cord feed, it has a ribbed cuff and hem.

To comply with EU regulations, as a children’s hoodie, it has no draw cords. Colours are black, pink and purple; sizes range from small (age 5 – 6) to extra large (age 12 – 13).

The Elico Signature collection also has Lycra skull cap covers.

Washable and close fitting, they work on all sizes of jockey skull style helmets.

Featuring the distinctive gold horse head on two segments, the covers are topped off with a pom-pom. Colours are purple, cerise, purple/cerise and black. t Jenkinsons Equestrian 01924 454681 www.equestriantradenews.com

www.britishequestriandirectory.com

New trade website

Wash and brush up

SNUGGY HOODS has created a website solely for the trade.

The maker of hoods, rugs and accessories to combat flies and mud says it’s opening a limited number of trade accounts within the UK and Europe.

“Trade customers will be able to order best selling items such as the Snuggy Bug Body, Turn Out Hood, exercise sheets and saddle pads, as well as travel accessories, bibs and petticoats,” said a spokesman.

Once accepted for an account, trade customers can order online. There are no minimum orders.

Wiltshire based Snuggy Hoods was awarded a Royal Warrant two years ago as a supplier of horse clothing to Her Majesty The Queen. t Snuggy Hoods 01225 783399

AS AUTUMN approaches, and horse owners’ thoughts turn to rugs, how about offering a rug laundry service – or even retailing rug washing machines?

Armstrong Commercial Laundry Systems’ Speed Queen top loading washer has a 79 litre capacity drum.

With three energy saving choices and three regular programmes, its 710rpm speed reduces moisture retention and drying time.

The company recently supplied a Speed Queen washing machine to the Society for the Welfare of Horses and Ponies’ horse hospital near Monmouth.

“We have been very pleased with the machine – it is easy for the girls to use and does a good job on the rugs,” said Jenny MacGregor, chairman of the charity.

Armstrong offers a range of machines with capacities from 6kg to 600kg. Trade prices start from around £480 ex VAT. t Armstrong Commercial Laundry systems 01635 263410

Best of Brits

ETN gets patriotic and recounts some British success stories.

British stalwart goes global

True Brits

MOST UK feed and tack rooms have at least one NAF supplement or horsecare product in daily use. And now the company that’s been an official supplier to the British Equestrian Team for more than 20 years is opening doors around the world.

With top international riders using and recommending NAF products, the brand is becoming as popular globally as it is in Britain.

Indeed, NAF’s international sales division is reporting growth in Europe particularly in France, Holland, Spain and Scandinavia.

Perhaps one of NAF’s best kept secrets is its sister company, NutriLabs, which is enjoying huge success in Europe.

Established for more than 15 years, NutriLabs sells a diverse range of equine and canine supplements into the European veterinary markets with a real stronghold in Germany.This success instigated a fresh development for the company in the UK - a new brand in the British pet supplement sector.

In April 2013, Natural VetCare was launched.

The range consists of six veterinary strength, natural nutritional formulas, based on those products that have proven so successful with the German vets. Lines target the most common health areas for cats and dogs; joints, skin and old age. Junior Joints, Mobility and Ageility are the three life stage canine joint formulas with DogSkin, CatSkin and CatCare completing the range.

“We knew we had the right formulas, all we needed was a credible platform to bring these products to the non equine pet owner,” said NAF’s Richard Cleeve.

“We couldn't have wished for a better partner than the biggest pet retailer in the UK, Pets at Home, where we are proud to be listed as the premium supplement brand for cats and dogs in over 300 stores right across the country."

With pet brands now appearing in the equine market, it’s refreshing to see a well loved British equine specialist entering the pet market in a meaningful way.

Indeed, NAF looks set to repeat its successful formula of effective products, powerful marketing and the loyal support of specialist retailers.

IN 1911, a man named Charles Owen started manufacturing helmets for the British army in the east end of London. A century later his grandson Roy Burek has continued the family tradition of innovating and manufacturing products in the UK for a safer world.

Today Charles Owen works with riders who are ambassadors for both the brand and safety in general.

Olympic dressage champion Charlotte Dujardin – who famously chose safety to change the ‘look’ of dressage forever – says: “I trust Charles Owen to take care of me with safety and style.”

Fellow gold medallist Nick Skelton is another fan: “Your head needs good protection and I think this is the best helmet,” he says of his Charles Owen hat.

The company also supports up-and-coming riders.

During its title sponsorship of the Charles Owen Pony Racing Series, pony jockeys have developed into professional jockeys riding in top races. Sponsorship of the Charles Owen British Pony Eventing Squad has likewise helped nurture future champions.

Charles Owen sponsors shows too, hence Hickstead and British Dressage have both benefitted. But perhaps its ultimate dedication to being British is a commitment to manufacture all of its products in the UK from start to finish.

“Using one’s life to make a real difference in others’ lives is what drives me, like it did my father and grandfather,” says Roy Burek.

www.equestriantradenews.com

A great British institution ESTABLISHED in 1765, Carr & Day & Martin is believed to be the oldest horse care company in the UK. It was acquired by Tangerine Group in 2006.

The company holds a Royal Warrant as supplier of saddlery care products to the Queen. Its warrant was originally awarded during the reign of King George IV. Today it has a portfolio of almost 90 products, all of which are manufactured at Tangerine Group’s Lytham, Lancashire headquarters.

Carr & Day & Martin stays ahead in technology too. Its Equimist 360 spray application won a BETA International 2014 innovation award for its ingenious design which allows the user to operate the spray even when it’s held upside down.

The company’s in-house research and development team includes three vets and five PhD scientists. The team works closely with local equine colleges, universities, research institutions and equine professionals.

“We’re proud to be a British company and manufacture our products in our own factory here in Britain,” says Jason Steer of Carr & Day & Martin.

“In-house manufacturing gives many advantages, not least control over the process from start to finish. It also affords flexibility to allow us to react quickly to the demands of our growing customer base.

“Combined with a large warehouse stock, this allows us to deliver all domestic orders 100% complete within 24 hours of request as well as support our international partners located in 29 countries around the world.”

Jason adds that Carr & Day & Martin aims to support other British industries and buys from the UK wherever possible. “Manufacturing in Britain allows us to support the local economy and provide jobs for local people,” he explained.

Next year, Carr & Day & Martin celebrates 250 years in business.

EQUESTRIAN TRADE NEWS AUGUST 2014 13

British through and through

Championing British manufacturing

DODSON & HORRELL, founded

by Claude Horrell in 1939, celebrates its 75th anniversary this year.

Although exporting to more than 40 countries, it remains a family run business.

Dodson & Horrell works with local growers and farmers. Last year it purchased more than 30,000 metric tonnes of British wheat, barley and oats – 98% of which was sourced within a 50 mile radius of the Northamptonshire factory.

Dodson & Horrell was granted the Royal Warrant in 1985 for horse feed. This was extended in 2006 to that of Horse and Dog Food Manufacturer to the Queen. The company is also official supplier of nutrition to Equestrian Team GBR. Research [by Make it British] shows that around half of UK consumers would pay a premium for a product made in Britain. In a recent poll by YouGov on behalf of the National Farmers’ Union (NFU), 79% of shoppers said they wanted to see more locally produced food on shelves.

“We are proud of being a British company, supporting and helping Equestrian Team GBR and being at the forefront of new developments in nutrition,” said Sam Horrell, marketing director. “We feed horses all around the world which gives confidence to our retailers out in the field and shows the value and belief that the sales force and end users have in our products”.

FOUNDED by Gerald Brown in 1982, Abbey England is synonymous with the preservation of British manufacturing.

“Abbey England is maintaining a heritage of industrial skills for the future to ensure that these precious links to our past aren't lost forever,” says Richard Brown, Gerald’s son.

“We employ apprentices in our foundry so that the older workforce can transfer their skills down to the younger generation.”

In 2009, Abbey England purchased B.B.Stanley Brothers of Walsall to safeguard British buckle manufacturing, followed by the purchase of Liston Locks.

Subsequent acquisitions were Equus (specialist polymer products) in 2011 and Catras Leather (brass plaques) in 2012.

Equus is as British a brand as they come. The range, including rein grips, rein stops, martingale stops, bit guards, quarter boots and overreach boots, is made in Britain from British sourced rubber and is ideal for the unpredictable British climate.

“The Equus branding is excellent and we like to think that customers value the fact that the overreach boots are made in the UK,” says stockist Lynda Mortlock of Ingatestone Saddlery Centre in Essex.

“We always aim to support British manufacturers and while we can’t force customers to choose good quality products, we always give them the choice.”

In another bonus for British manufacturing, Equus overreach boots are available in any pantone colour (minimum orders apply).

Flag flying

facts ALTHOUGH manufacturing in Britain has its own challenges, the ability to create a shorter and more responsive supply chain far outweighs the advantages of moving production overseas, says Leon Fynn, general manager at Fyna-Lite.

For almost 30 years, the Midlands based stable tool manufacturer has remained committed to British production.

“We’ve been able to capitalise on the technical expertise that exists in this area and apply it to develop our products,” explained Leon.

Fyna-Lite has found that although manufacturing costs can be higher in the UK than the Far East, once fluctuating transport costs, delays and exchange rates are factored into the final cost of the product, the advantage of imported goods is considerably reduced.

“Being able to offer a unique product with a clear message of quality and technology along with an ability to meet tight delivery deadlines has given us the advantage over cheap generic products,” Continued on page 16 added Leon.

14 AUGUST 2014 EQUESTRIAN TRADE NEWS

www.equestriantradenews.com

BRITISH manufacturer Classic Showjumps says it’s reversing the trend for importing plastic based products to the UK. Its colourful, robust range of tack, feed and stable equipment is made from recyclable, UV stabilised polymer that will not fade or crack if left outside.

Lightweight, easy to clean and maintenance free, the gear is going down a storm across Europe and beyond.

SHEFFIELD based timber merchant Greenwood Forest Products (GFP) guarantees a regular supply of its Comfybed Plus bedding all year round (including Christmas) – because it makes both key ingredients.

Comfybed Plus is a wood-chip and softwood woodshavings blend which is dust extracted, baled and stacked on weather proof hooded pallets.

GFP specialises in servicing the garden building industry by supplying timber cut to precise lengths. The residue is used to produce woodshavings bedding for pet, poultry and equine bedding. GFP has the only double chute small woodshavings pet baler in Europe, capable of producing more than one million small woodshavings pet bales per year for high street stores and supermarkets.

DENGIE Crops, which began life as a farmers’ cooperative, has been growing and processing alfalfa in the UK for more than 40 years. Best known for its fibre feeds Alfa-A and Hi-Fi, Dengie supplies horse feed to the Queen and was awarded the Royal Warrant in 2007.

“We’re proud that the alfalfa used in our extensive portfolio of healthy, complete fibre feeds is grown and manufactured here in Britain,” said Dengie managing director Ian Hassard.

“We have more products approved by the Laminitis Trust than any other company and we’re committed to promoting the benefits of fibre diets for improving health and allowing horses to demonstrate a more natural eating behaviour.”

MARKSWAY HorseHage has been flying the flag for forage for almost 40 years. Invented by the late Mark Westaway (senior) to solve his event horses’ dust-related coughing, HorseHage was the first bagged forage for equines.

The Queen’s state occasion mount Burmese was fed HorseHage when suffering from a respiratory problem. A Royal Warrant was thus awarded to the company in 1983. HorseHage continues to be fed at the Royal Mews and the HouseHold Cavalry.

As the official supplier of dust-free forage to the British Equestrian Team, the product has been at every Olympic Games from Los Angeles in 1984 to London 2012. Horsehage is also an official supplier to HOYS. www.equestriantradenews.com

BOSTON, Lincolnshire based fencing and gates supplier Calders and Grandidge counts the Royal Estates among its customers, and duly holds the Royal Warrant. The company also exports its pressure treated timber range to Germany, Belgium, Holland, Spain and France.

AS WELL as innovating in protective riding wear and manufacturing in the UK, Champion is a great supporter of British equestrian sport. World class riders such as Pippa Funnell, Oliver Townend, Piggy French, Kitty King, Ruby and Katie Walsh and Choc Thornton choose to ride in Champion hats. Oliver was featured in his on the front cover of Horse & Hound last month.

Champion is also a sponsor of the likes of Pony Club Racing and the British Showjumping Youth Teams. The company has recently been appointed by the British Horse Society to carry out hat fitting training at BHS approved centres around the UK. SHAVINGS bedding company Bedmax has held a Royal Warrant from the Queen since 2008. It has also received the BETA UKTI Award for outstanding export achievement.

GOOD QUALITY equestrian textile products and a track record of fast deliveries are on offer from British manufacturer Harpley Equestrian.

Now in its sixth year, the Nottinghamshire based company has an own brand range of popular products such as this Cool Leg Wrap and magnetic therapy rugs. Contract manufacturing, consultancy and help with design and development are also available.

Who’s buying British?

ETN asked retailers how

much their customers care about where products come from.

Scottish connection

Lisa Crocket, younger of the mother and daughter team that runs Crockets Equestrian & Outdoor near Ayr: “It depends on the product, footwear being the main thing that people like to see made in this country. Sometimes customers ask for brands they perceive as British and we have to tell them they are now made in China.

“We have a lot of dog walking as well as equestrian customers and perhaps a handful ask where products come from.

“Hoggs of Fife [footwear] is a very popular brand with our customers. People like the idea of buying something Scottish and to feel a connection with their area, much more so than if it was British made and came from down south.

Moral dilemma David Griffiths, owner of Zoar Horse & Country Stores, Neath, West Glamorgan: “Given a neutral choice on price and quality, we’d all buy locally.

“We sell feed and bedding, as well as clothing, from the budget ranges to what I like to call the aspirational end of the market. Overall, I’d say there’s less of a moral dilemma at the cheaper end...but as a retailer it’s up to us to provide our customers with a choice.”

David added that it has becoming increasingly difficult to source British made bedding, much of the raw material now coming from Europe. Zoar Horse & Country Stores does, however, sell the ultimate home-grown product - hay and haylage made within a five mile radius of the store.

Older people ask Amanda Rielly, shop assistant at Alan’s Ark, Fulbourn, Cambridgeshire: “Yes, we do have a few people asking specifically for British made items. Usually it’s for English leather saddlery and safety items such as hats and body protectors, but a select few also ask for clothing such as jodhpurs and shirts.

So who are these discerning shoppers? “They tend to be older people and customers who are prepared to pay a bit more for something that’s definitely British,” said Amanda.

18 AUGUST 2014 EQUESTRIAN TRADE NEWS

www.equestriantradenews.com

British safety Wendy Beal, retail manager at R & R Country’s Melton Mowbray branch: “There’s still a stigma attached to non-English leather. People also identify safety with products being British made – probably by association with the Kitemark and the BETA body protector standard.

But apart from that, they’re more bothered about price and quality.

“I’ve been here since we opened three and a half years ago, and the only time anyone has come in asking for British products was a farmer’s wife doing her Christmas shopping. Among the items she wanted were a raincoat and a mug, and we were able to help her.”

Wendy also made the point that the British clothing labels have some work to do bearing in mind the popularity of European collections.

Nostalgia and quality Peter Robinson, apprentice saddler at T & C Robinson’s Billinghay, Lincolnshire branch: “When it comes to [leather] saddlery, most people expect it to be British. They do sometimes ask if it’s British and are happier when we tell them it is as they then perceive it as good quality.

“Of course, the saddlery we produce here in our workshop is British.

We like to use English leather too.

“Asked about non-saddlery items, Peter commented: “As a stockist, it’s easy to spot British made goods as they are always highly advertised. And the consumer responds well to that; they like the idea of nostalgia and quality.”

Peter, the fourth generation in the family firm of T & C Robinson, added another positive note about being British. “I’m lucky because this is the only country in the world with a proper apprentice programme in saddlery.”

Alivingleatherlegend In the Queen’s Birthday Honours list, Mark Romain was awarded the MBE for services to the saddlery industry and saddlery training in the UK and overseas. Tim Smith meets the man who has inspired so many saddlers.

Then and now: Mark Romain training in the late 1980s and recently with apprentice Lois Wybraniec at the Saddlery Training Centre.

etting out on the five hour journey to interview Mark Romain, it was good to know I’d be met by his usual broad smile as I pulled up outside the Saddlery Training Centre on a boiling hot day.

Whether catching up with him at BETA International, at the Society of Master Saddlers’ National Competition in London or at one of the many equestrian events or industry meetings he attends, Mark is always the same – interested, thoughtful and a pleasure to be around.

A Master Saddler and former president (1999 – 2000) of the Society of Master Saddlers (SMS), Mark’s award recognises the huge contribution he has made to the saddlery industry – a sector he admits he rather ‘fell into’.

S

“As a teenager, I knew I wanted to do something practical, rather than sit behind a desk,” he said, “so I started an apprenticeship with a lorry body building company.

“Unfortunately, after two months I realised the job wasn’t for me and when a new apprentice joined the team and said he had just given up a job with saddlery and leathergoods experts Sydney Ingram in Salisbury, I went to see them and secured a new role which was to take me in a completely different direction.”

Now, with a wealth of saddlery and training skills to his name, Mark and his wife Dawn decided the time was right to set up the Saddlery Training Centre – and they’ve

never looked back.

Mark is keen to point out that without Dawn’s support none of the centre’s success would have been possible.

She’s a very important part of

Training advisor After 13 years working for Sydney Ingram & Son, Mark joined CoSIRA (Council of Small Industries in Rural Areas) as its training advisor, remaining with the body through its various guises until it closed in 2000.

20 AUGUST 2014 EQUESTRIAN TRADE NEWS

The fledgling saddler demonstrating his skills at a county show in 1978.

www.equestriantradenews.com

the business and everyone who has attended courses has benefitted from her help and advice.

“I enjoy the company of all the students who we meet each year and it’s great to see them improve and get their qualifications,” said Mark.

“There are times when you see them struggle and wonder if they’ll make it, but with a bit of support and encouragement, more often than not they turn the corner and go from strength to strength.

“We are still in touch with so many of the people who pass through the door. Seeing them flourish is fantastic.”

Mark (57) laughs when asked what keeps him motivated: “I’ve just enjoyed myself really and how many people can say that? I feel very lucky to do what I do.

When we had the idea to set

I really enjoy helping people and passing on my skills and knowledge. up the training business, we just wanted to strive to make the most of the opportunity.

“I really enjoy helping people and passing on my skills and knowledge. The great thing about working with leather in the saddlery trade is that there is always something new to create.

When you start from scratch there really are no limits to what you can achieve.”

Out of the blue Mark’s MBE came out of the blue, he says. “I couldn’t believe it and asked Dawn to read the letter as well... I couldn’t completely believe it until I saw the Queen's Birthday Honours list published.”

The investiture, to happen sometime during the next six months, will be a big day for Mark, Dawn and their son Colin. It will also be a day for the saddlery world to celebrate. Well done Mark.

Mark Romain MBE.

Just some of Mark’s massive contribution...

Mark owns and runs The Saddlery Training Centre with his wife Dawn. It’s the only training centre in the UK to provide a government apprenticeship scheme in the industry.

The centre offers both apprentice training and courses, and has a reputation as an internationally renowned training provider.

Over the years, Mark has played a major role in developing the NVQ for the saddlery industry, and revising the City & Guilds National Saddlery Skill Assessment and Qualification Scheme. He was also a key figure in implementing the Millennium and Saddlery (formerly Modern) Apprenticeship Schemes.

As far as individuals are concerned, he has contributed to the training of more than 200 apprentices and well over 1,500 saddlers from around the world.

Having served on the SMS executive committee since 1991, in 2011 Mark became one of the youngest recipients of a Fellowship of the SMS. He is also a member of the Worshipful Company of Saddlers and sits on several of its sub committees involved in training, apprenticeships and qualifications.

www.equestriantradenews.com

The perfect leg-up ETN looks at what’s new in breeches and boots.

Last word in riding glamour

New season trend setters

RHINEGOLD ‘Crystal’ Twin Stitched Breeches are simply stunning.

Made in stretchable cotton/microfibre, they’re exquisitely detailed with lines of sparkling, clear crystals adorning the front and rear pockets.

Contrasting white stitching, belt loops and a full seat design round out these elegant and practical breeches.

They’re available in black, navy or white, and waist sizes24” to 34”. The trade price is just £24.50.

It’s hard to believe that these elegant Rhinegold Bonita Spanish style long leather boots are priced at just £69.50 to the trade.

Made and finished in Portugal by a family of leather workers with generations of tradition, these boots are soft and comfortable to wear.

With punched leather and stitching detail, a full zip, side tassel, buckle strap and smart embossed branding to the outside of the heel, the Bonita is as beautiful as its name suggests!

They come in black or brown and sizes 4 to 8 (including 5 ½). t Snowhill Trade Saddlery 01243 672323

YOUR young customers can stay on trend this autumn with new Tottie Ellen jodhpurs.

Low rise with a ribbed waistband and mock drawstring, they have self knee patches and two back patch pockets.

Made in cotton and spandex they are comfortable for everyday wear and warm enough for cooler autumn days.

Ellen (pictured) comes in mink, plum and navy, in sizes small, medium and large, RRP around £40.99. The line is also available in junior sizes small, medium and large, in the colours cerise, plum and navy, priced at around £36.99.

Best foot forward

New from Harry Hall The new range from Harry Hall has everything riders need for a warm and comfortable day out at the stables.

Princetown jodhpur boots (pictured) are a hi-rise leather ankle boot with short elasticated gusset and back zip. The sole unit has dual shock protection and gel insoles.

Available in black or brown and UK sizes 3-8, including half sizes, the Princetown retails from around £56.99. t Matchmakers International 01274 711101

Gentlemen’s relish

WESTGATE EFI offers a comprehensive range of footwear under its Mark Todd Collection.

This season sees the full-length Riley, short 'Toddy' jodhpur boots and Steel Toe Cap Boots added to the range, as well as the return of old favourites in the Heaphy, Tasman, Kepler and Milford.

The company also reports that the new Mark Todd Crocodile Patent Competition Boots are being “snapped up” by style conscious riders. t Westgate EFI 01303 872277 22 MAY 2014 EQUESTRIAN TRADE NEWS

TREDSTEP expanded its line of gentlemen’s breeches earlier this year with the addition of the Verde Knee Patch Breech.

Incorporating the brand’s Motion Fit Design, including integrated cuff and articulated knee patch, Verde uses Tredstep’s Evolution Fabric and Scholler Nanosphere stain resistant technology too.

These breeches offer four-way stretch, advanced moisture wicking and durability. In tan, white and charcoal, the RRP is £99.99.

Meanwhile Tredstep’s Rosa range of ladies’ breeches has extended to include two new colours – coco brown and midnight grey. t Tredstep Ireland 353 1 295 0598

www.equestriantradenews.com

Podium positions

Broad and beautiful

EQUETECH’S new trio of performance breeches will fill the top spots in any rider’s wardrobe.

Perform breeches are available in high waist or standard rise with full seat; plus standard rise with knee patches in Alos suede for rider comfort.

Equetech's stretch leg panels ensure close contact and negate the need for Velcro.

The Perform range comes in white, corn, coco and navy in sizes 24"- 34" waist.

Regular competitors will love Vision breeches made from cotton woven fabrics with multidirectional stretch and machine washable soft suede. Available in white, champagne, beige, taupe, slate and black, they come in sizes 24” – 34”.

Equetech’s menswear collection includes the Rival KS and Rival FS breeches in white, corn, coco and navy - in waist sizes 30”- 38”. These garments offer a flattering fit for competition and training. t Equetech 01296 688966

TUFFA’S Broadland (pictured) and Breckland boots are perfect for customers with broader calves.

Made from Nubuck leather with antibacterial, moisture wicking linings, Broadland Boots have been designed from the sole up for broader calves – rather than being a scaled up version of standard sizes.

A carefully placed, rear stretch panel ensures a close, comfortable fit that flexes with the rider.

Broadland Boots are available in brown and black, in sizes 3-12 and in two calf widths that fit up to a 19 ½” calf. They have a RRP of £189.99. t Tuffa 01953 880914

Quick drying material BEST known for its saddlery, Jeffries has come up with a new line in breeches.

Jeffries Competition Breeches are manufactured from an innovative lightweight and durable sports material which is designed to be quickdrying and comfortable for any riding activity.

The breeches feature a full stretch leather seat and Drylex gripper micro fibre tubes to reduce bulk around the ankle and allow perspiration to escape.

Ladies Competition Breeches are available in regular and high waist styles in navy, black, white, cream, teak, grey and beige. Waist sizes are 22” to 32”.

Men’s breeches are also available from Jeffries, in beige, navy and black and sizes 32” to 40”. t E Jeffries 01922 642222

Picking winners WE’VE chosen two hot favourites from the Toggi collection.

Gatcombe breeches have a soft feel with super stretch for comfort and ease of movement. The breathable fabric contains a moisture management system to help riders stay cool.

With a full seat in stretch simulated leather, these breeches provide close contact with the saddle.

Other features include two zip pockets, nickel free fastenings and belt loops.

Colour options are beige, black, chocolate, navy and white and sizes 24” to 34” waist. The RRP is from £77.50.

Toggi Cayman Riding Boots in full grain leather have eye-catching patent leather ‘tops’.

With a full length rear YKK zip, an elastic front lace system, rubber riding sole unit and a removable shock absorbing footbed, Cayman not only look great, but provide exceptional comfort too.

In black, and sizes 36 to 43, the RRP is from £130. t Finest Brands International 0113 270 7000

The secret’s in the seams MUSTO has tackled every rider’s bugbear with its new Active Seam Breeches.

ActiveSeam technology replaces traditional overlapping seams with smoothly butting fabrics secured with a single thread.

The unique combination helps to reduce bulk, increases comfort and alleviates seam marks when removed. The system remains highly durable, however.

A vibrant under-thread infused into the seams' outer layer exposes a pop of colour when the leg is flexed and the seam is activated.

Musto has also moved the Active Seam Breeches’ seams away from the inner leg.

Instead, they curve from the outer leg around the knee. This is said to reduce chaffing and relieve pressure.

The breeches are made from a soft-shell, water repellent fabric which is backed with an insulating microfleece. The package is designed to deliver superior breathability while also keeping riders warm and dry when not so active.

Active Seam Breeches feature a Lycra panel to the lower leg for reduced bulk, a zipped coin pocket within the waistband and a Clarino seat. t Musto 01268 491555 www.equestriantradenews.com

For all shapes and sizes

Everyday practicality

DUBLIN’S new jodhpurs and breeches collection offers a choice of fits, fabrics and features with the emphasis on rider comfort.

There are different lines to suit various riders’ figures, from the curvy to the slender.

Sixteen styles encompass ladies’, men’s and children’s designs. The aim is to deliver the right style, look and feel for whichever type of riding your customers prefer.

Pictured are Dublin Supa Shape It Breeches which offer a tailored fit to flatter a curvy shape.

With a navel-high waistband, they are available with a Clarino full seat or euro seat with Clarino knee.

Ideal for competing, schooling or everyday riding, non-competition colours feature two back pockets. t Weatherbeeta 01295 226900

BATTLES supplies breeches and jodhpur boots under its Hy label.

HyPERFORMANCE Frayer ladies’ breeches come in four-way stretch fabric. Practical for everyday use, they are smart enough for shows too.

The RRP is £55.

HyFOOTWEAR Durham jodhpur boots in black have buff leather uppers and cambric linings.

They feature a heel grip rubber sole for support and comfort, elasticated sides and pull tags.

The RRP is £36. t Battles 01522 529206

Top riders’ choice

Riding high THESE newcomers from Mountain Horse should get autumn/winter sales off to a great start.

The Mountain Horse Regency High Rider is a stylish off-the-shelf boot with an elegant made-to-measure look and fit.

The soft leather upper is lined with satin like material for all day comfort, while the hardwearing sole with impact protection makes this a useful everyday riding boot.

In brown and sizes 36 – 43, the RRP is £299.

With winter in mind, Mountain Horse Nordica Breeches come in a fleece-lined fabric. A generous 15% Spandex content makes for exceptional fit and comfort. Complementing the breathable, durable fabric is a stretch imitation leather full seat.

In waist sizes 22” - 30", the RRP is £129.95. t Horsemasters Distribution 01462 432596

EURO-STAR breeches are the choice of many top British riders including Laura Tomlinson, Emile Faurie, Hannah Biggs and the newly sponsored Jay Halim.

And the reason? Innovative designs and outstanding fabrics enable all day comfort in the saddle, whether competing or training. euro-star's Flex hem solution minus Velcro, for instance, is widely praised for removing the worry of skin irritation.

"I wear the George Flex breeches and I find them extremely comfortable when riding many horses each day," says Jay. New Energy FullGrip breeches have become a firm favourite with Laura Tomlinson. Made from light and elastic fabric, they feature silicone dots for security in the saddle.

For riders who love bling, euro-star offers the Laura de Luxe style a favourite with dressage rider Hannah Biggs. t euro star in the UK - Ian Mitchell 01778 590353 26 AUGUST 2014 EQUESTRIAN TRADE NEWS

www.equestriantradenews.com

Anything, anywhere, anytime... ustomers’ expectations are changing, so to stay ahead of the curve every multi-channel retailer needs to adapt to meet these needs.

Multi-channel delivery options - or the ‘any product, anywhere, anytime’ scenario - is something that more consumers are expecting.

It has become a key part of the multi-channel approach, as it promises customers the convenience of browsing and purchasing online and picking up items at their leisure at locations of their choice.

Click and collect bridges the gap between bricks and mortar stores and online retail. It overcomes the difficulties perceived by most online shoppers by eradicating delivery costs and inconvenient delivery times.

This makes click and collect a very appealing option for customers and is an easy win for retailers innovative enough to try it.

C

Click and collect is an appealing option for customers and an easy win for retailers innovative enough to try it.

...That’s what customers want, and that’s why ‘click and collect’ is central to the multi-channel retail offering, says Grant Hadwin.

Independent retailers The perception of some smaller independent retailers is that this is something that only their big high street peers can offer. This is wrong.

Click and collect can and should be built into every e-commerce project, especially when selling high value items.

It improves conversion, allowing a customer to add extra items while he or she picks up the original item.

It also makes the purchasing decision an easier one as customers know they will get to see the product before they walk away with it. However, if they collect the product and decide it’s the wrong size, since the purchasing decision has already been made, it’s easy for the retailer to sell them an alternative size or product instead.

The psychology of the customer is that they have made the trip - so they will walk away with something, even if it’s not the original product purchased.

With only a small percentage of online retailers currently offering this service, click and collect is an opportunity for the more innovative retailers to stake a claim.

Here at Citrus-Lime, we’ve always felt the reasons why customers buy online are price, customer service and fulfilment. So making the fulfilment options as convenient as possible for the customer means you can compete with any business online.

Research by Planet Retail shows that the number of UK shoppers using click and collect is set to double by 2017 (As reported by Retail Gazette)

ABOUT THE AUTHOR Grant Hadwin is from ‘clicks and mortar’ specialist Citrus Lime. To find out more and ask about adding click and collect to your Citrus-Store ecommerce site, tel 01229 588628.

Click and collect: good for you and your customers ● Item pick up ‘when’ it’s convenient ● Item pick up ‘where’ it’s convenient ● Item pick up ‘how’ it’s convenient ● Up sell options ● Improve conversion rate ● Completing the multi-channel shopping experience ● Delivering the kind of online shopping experience the customer deserves www.equestriantradenews.com

EQUESTRIAN TRADE NEWS AUGUST 2014 27

HELPING TO BUILD EXPORT MARKETS

O

ver the next couple of months, BETA will be putting its vast experience of international events and global export markets into action as we lead trade missions to four highprofile equestrian shows.

We brought you up to speed with our planned visits to Spoga Horse, in Cologne, Germany, and the World Equestrian Games, in Normandy, France, in our June BETA Members’ Page, so this month we are focusing on the China Horse Fair and Equitana Asia Pacific.

The China Horse Fair will take place in Beijing from 22 to 24 October, with Equitana staged in Melbourne, Australia, from 20 to 23 November.

British equestrian products are highly prized on the international market, enjoying a keen reputation for innovation, high standards and traditional values. The China Horse Fair, in particular,

BETA benefit keeps you looking smart

G

ood-quality corporate clothing is a great way to ensure that your workforce make a polished and professional impression on customers. BETA members can benefit with a cost-effective arrangement we have with clothing supplier Lands’ End, which allows you to keep your team looking smart and well-turned out without costing you a small fortune.

All new BETA members can receive £50 off a first £100 order and a 20 per cent discount on purchases thereafter. Existing and new members will also gain a 5 per cent saving on single orders over £3,000, resulting in a 25 per cent discount on the total order value.

A Quality Guarantee means that the items can be returned for an exchange or full refund if they fail to meet expectations.

allows companies to tap into the country’s growing potential. This market is still in its infancy, but its long-term outlook could prove extremely lucrative.

Equitana, on the other hand, is a proven hotbed of bustling business, delivering the opportunity for four days of buoyant trade, with demonstrations and competition thrown into this heady mix.

United Kingdom Trade & Investment (UKTI) funding of up to £3,000 is available for each eligible company wishing to exhibit at the China Horse Fair for the first time, with £2,500 available for repeat visits. Funding for Equitana is set at a flat rate of £2,000. Those seeking a presence at either of the shows, yet unable to attend, can take advantage of the BETA Showcase, which promotes and represents your products and services for a small fee.

So you want to sell wormers?

RETAILERS wishing to sell animal medicines, including horse wormers, must first gain a suitably qualified persons (SQP) qualification. BETA offers a two-day course – followed by an exam – for those wishing to do this.

Candidates must first register with the Animal Medicines Training Regulatory Authority (AMTRA) before embarking on the SQP course, which includes a general module on animal health and legislation, and two specialist papers on equines and companion animals.

The next BETA SQP course takes place at Stoneleigh Park on 2 and 3 September.

Retailers must have an SQP qualification in order to sell animal medicines.

For further information on any of the items mentioned here

CONTACT TINA HUSTLER AT BETA Tel: 01937 587062 Members of the BETA team wearing their smart Lands' End corporate clothing, which keeps staff looking well-turned out.

28 AUGUST 2014 EQUESTRIAN TRADE NEWS

Website: www.beta-uk.org Email: tinah@beta-int.com Stockeld Park, Wetherby, West Yorkshire LS22 4AW www.equestriantradenews.com

• Top event rider Laura Collett was among those affected by the recent administration of Jabez Cliff/Barnsby - because her saddles were sponsored by the company.

Laura’s manager Claire King also looks after world championship short-listed eventer Izzy Taylor who rides on Equipe saddles. And so it was that Laura tried an Equipe – and loved it.

“I think the timing with Barnsby’s demise was coincidental,” said Simon Middleton of UK distributor Zebra Products which is now sponsoring the rider. “Laura was looking for a new, modern solution and Izzy strongly recommended Equipe.”

Emily King, daughter of eventing legend Mary King, is another Equipe convert. “She had tried Equipe saddles while training with [Equipe rider] Ben Maher,” said Simon. “She asked if we could work with her, so we struck up a deal.”

Equipe’s UK team of riders continues to help one another.

Izzy has dressage lessons from Charlotte Dujardin and Laura is next on the list to benefit from the Olympic dressage champion’s help.

• Dressage Deluxe sponsors two championships at the National Dressage Championships (18 -21 September). The online retailer was title sponsor for three years before LeMieux took it on.

“We love to have a presence at the Nationals with our shopping emporium because it gives us a chance to meet our customers face to face. We also hope to give something back to the sport which has given us so much,” said managing director Alison Nye-Warden.

• Equilibrium Products has welcomed dressage riders Jo Hamilton, Rob Waine and Daisy Coakley to its team of sponsored riders. All three use Stretch & Flex wraps and Equilibrium Therapy massage and magnetic products on their horses.

They all train with Olympic team gold medallist Carl Hester too.

• euro-star is providing competition and training clothing for show jumper and eventer Jay Halim. "We’re very happy to offer our support to Jay,” said Monique Van Dooren-Westerdaal of the German brand. “He is a talented rider, has a good team of horses and is a pleasure to work with.”

(Photo courtesy Maria Wynne)

• Horseware is sponsoring world number nine French show jumper Kevin Staut and the exciting new talent of 24 year old Columbian Daniel Bluman. The riders join the Horseware Rider Team to represent the brand’s rugs and Ice-Vibes boots.

• Sowerby Footwear is supporting British international polocrosse player Pip Rowland (18) by supplying him with its Cheltenham dealer boots. Pip is due to play in Zimbabwe this summer.

• Feed balancer and blend specialist TopSpec sponsors the show hunter classes and championship at this month’s Dublin Horse Show. Introduced in 1868, these main arena showcases for Irish hunters will attract massive crowds from Thursday 7 to Saturday 9 August.

“We’re very pleased to support the show, and Irish breeders and riders,” said Katy Mickle of TopSpec. The company will also be exhibiting at the Dublin show, on stand 105.

Meanwhile, international show jumper Daniel Moseley (pictured) has secured sponsorship from TopSpec. Lincoln based Daniel was the youngest British male rider to win the Queen Elizabeth II Cup at the age of just 21.

In another move to support equestrian fixtures, TopSpec is offering Equifest competitors the chance to win back the cost of stabling one horse at the show (£130) plus £130 worth of product. Entries can be made at the company’s stand during the event.

TopSpec also sponsors Equifest’s championship arena during the five day show at the East of England Showground, Peterborough on 13 - 17 August.

30 AUGUST 2014 EQUESTRIAN TRADE NEWS

• Leslie Sutcliffe of LS Sales (Farnam UK) is sponsoring show jumper Jake Saywell, pictured after winning in Deauville with Special K. "Farnam products help us to keep our horses fit, healthy and happy. I especially like the Red Cell for Special K who is a naturally laid back horse. Now she’s much more attentive and maintains her energy at a show,” said Jake. www.equestriantradenews.com

Seeing patterns, spotting chances Show trader and ETN diarist Guy Roper reports from his pitch at the Hickstead Derby meeting.

WE all do it. And given the price of a stand at a show like Hickstead these days, it's not surprising that we do. We’re looking for patterns.

Thursday night: am I up or down on last year? Friday night: half way through, how's it looking and what's the weather forecast?

Saturday night: results pretty well predictable now: already thinking about breakdown (mine as well as the stand’s). Sunday afternoon: balancing the long drive ahead against the extra business another half hour’s trading might bring.

In what has become this year's pattern, Thursday and Friday were variable. The Saturday downpour arrived promptly to disrupt traffic and raise the mud, announcing itself this time with an almighty clap of thunder.

And the timetable slipped a bit on Sunday due to a tense jump off which kept the crowd arena-side until after 5 o'clock. Not surprising that some of my 184 pals had had enough and closed up on the dot.

A few stayed open for the late pound, there were people enough about the place and Sunday's weather was bright and sunny. But like Badminton and Bramham overall numbers were down.

asion...but the No, it wasn’t a pitch invcourse walk. traditional pre-Derby

Derby victors Trevor Breen and his one-eyed wonder horse Adventure De Kannon give the water plenty of air.

Giving a bit: getting a bit back No wonder then, in today's difficult trading conditions, spotting the chance to get a good return on your investment is a key concern.

Looks like careful attention to detail could well have done this for title sponsor Equestrian.com. This was their first year in the role and they landed with more of a splash than Saturday's weather.

The branding was spot on, their large and well-presented stand perfectly positioned to catch the eye and the crowds, and the merchandise on offer keenly priced. £25 for a nicely designed event branded polo? Tell that to Badders and Burghley! No wonder the rail kept emptying...

They deserved to do well. Back in the Derby’s "will it/won't it run" days earlier in the year, they'd seen the opportunity, took it and worked at it.

The show bore all the hallmarks of a closely integrated effort between the organisers, the sponsor and the press coverage. That's the way it ought to go. Sponsorship should be a team effort focussed on product and profile – it’s not just about bunging some cash over and enjoying the not-so-free nibbles.

Nobody at Hickstead’s Derby meeting went home doubting who put it on. And to back it up, that week’s Horse & Hound ran a ten page feature with the Equestrian.com Hickstead Derby Meeting banner at the top of each page. How much would that have cost as an advert?

Looks like Equestrian.com had an eye for the main chance, and got it right. After all, the winning horse only needed one!

Yes, I was pretty impressed with Derby winners Trevor Breen and Adventure De Kannon. Just how does this one-eyed wonder horse judge distance? By trusting his rider? That's teamwork too....

Cheers

Guy

• Riding hat brand Champion is sponsoring the 2015 National Riding Schools Championship. Run by the British Horse Society (BHS), it’s an unusual competition in that no competitor owns their own horse.

“Riding schools are where it all starts for many riders. Nothing is more important than safety when it comes to starting and progressing as a horse rider,” said Sarah-Jane Fedarb, managing director of Champion Manufacturing, Qualifiers started last month nationwide with the final to be held at Warwickshire College on 8 April. The series has run since 1996, and until last year was known as the BHS National Equitation Competition. www.equestriantradenews.com

estrian.com gave a New Derby sponsor Equ sponsorship. lesson in effective

Branded polos at

£25 flew off the rai l.

PHOTOS: Bob Hook

• Retailer Naylors

Equestrian is to sponsor the International Accumulator class at the Horse of the Year Show (HOYS) for a second year. “We are very much looking forward to sitting on the edge of our seats as competitors prepare to take on the joker fence,” said James Atkinson from Naylors Equestrian.

• Wood fibre bedding

manufacturer easibed is asking consumers to nominate local shows worthy of sponsorship. “It’s important to us that we support the grass root shows,” said Claire Hayward of the company.

“Without them we wouldn’t have some of the great shows and riders we have today.”

EQUESTRIAN TRADE NEWS AUGUST 2014 31

Some like it hot...

While riders enjoy long, light summer evenings, their horses can suffer from a multitude of health challenges, says ETN vet Tom Beech.

Worm worries

Owners increasingly understand the importance of cooling hard working horses. Photo courtesy of NAF.

wet spring giving way to warm sunshine produced an incredible growth spurt across the pastures. Now

A

with temperatures peaking, we’re seeing a combination of spring and summer issues affecting horses.

The most notable complaint

32 AUGUST 2014 EQUESTRIAN TRADE NEWS

has been the early appearance and persistence of parasites.

The warm, wet weather has allowed them to thrive this year.

There have been numerous instances of worm-related colic, early signs of sweet itch, countless mite-infested cobs as well as lice-riddled ponies.

In most cases, they appear to have taken far more treatment than usual to eradicate, most likely due to the favourable [for them] climate.

As always, prevention is far better than cure. But with high numbers of parasites, even the most fastidious owners can be caught out. In many cases, veterinary assistance is needed to supplement the tack shop remedies.

Tapeworm and roundworm have thrived this year and have been found in faecal and also in blood samples at my practice. Given the chance, they can severely affect a horse’s intestines and cause colic or long standing digestive problems.

Multiple cases across my area have presented with persistent worm issues. The majority of these horses had been wormed correctly with the correct dose, but due to the sheer number of worms on the pasture have started to show worm-related issues way before the wormers’ effect was due to be wearing off.

This is not due to an ineffective wormer; it purely highlights how environmental factors have allowed them to thrive this year.

Even in the cleanest of yards there can be a risk of high worm burdens, but this doesn’t mean that the pasture management is useless. A tight ship should be run when it comes to reducing worm burdens on pastures, along with vigilance for signs that indicate horses remain troubled by worms.

Poo picking is key as well as correct worming. It’s also essential to thoroughly worm new arrivals to a yard before integration. Young and old horses should be monitored as they’re far more susceptible.

Fly frustrations Flies have shown up in force this year and came early too.

They have begun causing sweet itch, initiating sarcoids, horsefly-bite abscesses, causing plaques in ears and Continued on page 34

www.equestriantradenews.com

WHAT TO STOCK...

NAF Off Deet Fly Repellent has a pleasant aroma and is kind to horses’ coats. It comes in various spray sizes or a gel for application to awkward places.

LOVE the SKIN he’s in is an all natural range of complementary products – including spray, wash and salve - to address seasonal skin issues. Every one litre bottle of ‘Love the SKIN he’s in’ Skin Wash comes with a free deep cleansing towel.

THE devilishly simple solution to joint comfort, Devil’s Relief is a powerful herbal liquid containing devil’s claw plus other herbs known for their natural comforting properties, combined with a high concentration of naturally sourced antioxidants.

IRON is also lost on sweat - at a rate of up to 25mg per 1litre, says NAF. Iron rich EnerG is a fast acting liquid formula containing the correct balance of copper and zinc, both important to maximise the benefits of supplementary iron, thus optimising energy metabolism. Syringe based EnerG Shot is for as and when energy is needed.

NAF’s original Electro Salts are formulated to replace the body salts lost in sweat, helping to restore the natural electrolyte balance and support post exercise recovery process.

HEAVY SWEAT and Heavy Sweat NOW from Horse First put back what sweat takes out during hard work, travelling and exercise. Suitable for all equine athletes at all levels, and including racing and hunting, Heavy Sweat NOW can be given before or immediately after exercise, directly into the mouth. www.equestriantradenews.com

EQUESTRIAN TRADE NEWS AUGUST 2014 33

FLY RUGS EARN THEIR STRIPES: Damp, wooded areas are among the worst environments for horses to be plagued by flies. So 20 horses corralled in just such conditions provided the ideal straw poll test of the effectiveness of fly rugs.

Rugs with belly covers worked well as horses without one or with no rug at all were bitten under their bellies more than anywhere. And fly bites around the girth area can be a real nuisance for ridden horses.

Two horses in the group were wearing Bucas Buzz-Off Zebra rugs. As well as protecting them with elasticated belly flaps and neck covers, these actually appeared to draw fewer flies into close proximity with the horses. In a Scandinavian study, researchers found that, like zebras, ‘striped’ horses are less attractive to flies – and it appears they have a point.

Of the unrugged horses, chestnut was the flies’ preferred colour. laying maggots in elderly horses. All in all they are a real pest.

It’s so hard to effectively prevent them as they are so persistent. The only thing I can really ever suggest to my clients is to try a multi-faceted approach. ● If given the chance try grazing in the evening/night when the flies are fewer. ● Allow the horse to find shade where the flies are not as irritating. ● Poo pick the field. Flies love to lay eggs in the wet, nutritious piles left by your horse. ● Try various fly-rugs and masks depending on the areas that are being most bothered. ● Fly repellent is great but each one doesn’t suit each horse. It is a bit of trial and error to find one that works so don’t be afraid to change. ● If your horse suffers from sweet itch then you may want to look towards starting a preventative course of medication such as Cavalesse before the fly season starts. In which case, talk to your vet.

Mite menace Lice and mites are an absolute scourge of cobs and feathered legs. Even our own horse managed to contact

them this year!

There are many topical therapies available in shampoo, lotion or powder form. They are all fine, but personally when there is a persistent infestation, then we always start ours on a course of Dectomax. This is a veterinary cattle injection which works wonderfully in horses. You can need up to three doses, each about a week apart due to the life cycle of the mites, but it works really well.

Often I encourage the owner to use it in conjunction with a lotion such as pig oil and sulphur for a twopronged approach - my injection working from inside out and the topical treatment working from outside to in.

I would also look to trim/clip back those feathers. Not ideal for the traditional or native show animal, but for all others a clip is highly recommended to allow the topical therapies to reach the infected skin.

Dehydration danger Dehydration can be fatal yet is often overlooked. A horse requires a lot of water each day and with temperatures rising, there needs to be a permanent, fresh supply.

Dehydration can creep up on horses, even those in the field;

34 AUGUST 2014 EQUESTRIAN TRADE NEWS

check horses’ limbs each day.

Even a wayward unshod hoof can damage a joint or let infection into a tendon sheath.

Sand cracks: These are dry cracks that start on the hoof from the ground up. They can be quite sore if left to develop, but most farriers can deal with them if caught in time.

Hard ground: Parched, concrete-like, rutted ground itself can cause concussive injuries to occur. Splints, tendon injuries and joint pain can often occur while exercising on hard ground.

For this reason, it’s important to not over-exert a horse or do too much work on overly hard ground. Inappropriate work on Tarmac can have similar effects.

Sun burn: Just like us, horses with pale skin can easily burn in the hot sun. Muzzles and ears are favourite places to blister. Vulnerable horses should have a liberal application of sun cream. For those particularly at risk, owners should consider evening grazing routines.

Plant toxins: If eaten, buttercups can cause blistering to the mouth and muzzle and, on occasion, colic. Not many horses tend to eat them but as we all know, there’s always one!

Adder bites: It appears there’s been a glut of adders in the country this year.

Although they often slither quietly away when a horse approaches, these snakes can be caught off guard while soaking up the sun. Most bites tend to involve the fetlock and pastern region although other parts of the body can be bitten if the horse was lying down.

it doesn’t always have to be those that are exercised in the heat.

Some of the signs to watch for are listlessness, a dull demeanour and when you pinch the skin it remains tented and does not return to its normal position quickly.

You may also notice that the faeces is scarce and hard.

It’s important to provide water and shade for horses kept in a field; while stables must have good ventilation as some buildings can become very hot under the midday sun.

Exercise during the hot weather should be undertaken carefully. Horses lose a lot of essential electrolytes through their sweat so often these will need providing before, during and after exertion. For those owners who are not attempting high level exercise, a daily vitamin and mineral supplement will be the best course of action. Never hesitate to call a vet when there’s concern a horse may be dehydrated.

More summer sickeners Laminitis: Early onset laminitis has caught out and will catch out many more owners, especially those with older ponies who may also be suffering from Cushings or Metabolic Syndrome.

Allergies: This is a huge topic [to be tackled soon in ETN] and a very frustrating one for owners. If there is any chance a horse has an allergy, a vet should be contacted to begin diagnosis and treatment.

Field injuries: Warm weather can bring out the worst in some field companions and hooves fly. Owners should

About the author TOM BEECH BVSc MRCVS qualified from Bristol University in 2005. He has worked in Cheshire and Dorset in equine practice. He is the director of the equine consultancy practice Rowan Veterinary Services and also a partner in HorseOst, an equine osteopathic team.

Tom has a strong interest in lameness, especially chronic cases, and prides himself at looking at ‘the whole picture’, integrating nutrition, farriery, saddlery, dentistry, medical and physical examination into his diagnosis and treatment of cases.

www.equestriantradenews.com

Get the bit between your teeth...

With equine comfort and control in mind, there have been some exciting developments in bits and bridles, as ETN reports.

Quality comes first

Dressage with style CRANK nosebands are popular with dressage riders and this Black Label bridle from Caldene really looks the part.

As well as the crank element, the noseband is raised and padded – with a browband to match.

Available in pony, cob and full sizes, in black or Havana, it retails at around £113.50. t Matchmakers International 01274 711101

ABBEY BITS are made at the company’s foundry in Walsall where each bit is quality checked individually.

With more than 350 designs, Abbey can supply bits for all disciplines within riding and driving.

Whether your customers are looking for a traditional driving bit or a specialist bit for their chosen discipline in various materials and sizes, Abbey can help. t Abbey England on 01565 650343

Innovator in bridle comfort Knowledge sells

RETA IL TIP

WHEN it comes to selling bits, never underestimate the value of advice and knowing the products, says bitting advisor Lindsey Middleton from Sprenger’s UK distributor Zebra Products.

Glean as much information as you can from your suppliers.

Take up opportunities for store training and retailer training days. At Sprenger, we offer to train stockists in how to measure and assess the horse’s mouth, how to fit the bit correctly and how each of the bits work.

We’ve also hosted retail trips to the Sprenger factory in Germany providing great insight into how the bits are made.

We also offer a one-to-one bitting service via phone or email.

This not only adds value for the consumer, but frees up valuable time for retailers too.

More bit selling tips Display: have your bits out on display, not tucked away in boxes or locked in cabinets. Customers like to see and feel the bits.

Price: when covering price differentiation, be sure to highlight quality and explain the benefits of handmade products over cheaper brands in terms of effectiveness, comfort and life span.

Try before you buy: consider running a ‘try before you buy’ or similar offer. With Sprenger, we run a test centre concept for retailers, where they can purchase 26 bits at a 30% discount. This then allows the retailer – ‘an approved Sprenger test centre’ – to give their customers the chance to hire or try the bits to ensure customers are totally satisfied.

www.equestriantradenews.com

IN the year 2000, Albion invented the original, patented, pressure relieving KB Comfort Bridle.

It’s now recognised as one of the most comfortable bridles for horses worldwide.

It’s hugely popular with riders too.

The Albion KB Bridle (European Patent Number 1302440) aids willing submission by dispersing poll, browband and noseband pressure. Important features include ● Cutaway soft padded headpiece to minimise poll pressure. ● Slips and cheeks anatomically positioned over the padded headpiece, dispersing poll pressure and evenly redistributing the weight of the bit. ● Padded comfort noseband buckling on both sides, protecting the poll area from the extreme pressures. ● Oversized browband prevents the entire headpiece from being pulled forward, ensuring ear clearance thus minimising nerve pressure on the poll and the back of the ears.

The Albion KB Bridle comes in an almost infinite range of options so that your customers can mix and match styles and sizes to achieve the perfect fit and look.

Available in cob, full, warmblood, mix and match and made-tomeasure sizes, other options include coloured calf or patent leather padding and Swarovski elements in a variety of browband shapes including the new wavy style.

The Albion KB Competition Snaffle has an RRP from £213.

Due to high demand for Albion accessories, the company is recruiting accessory only accounts. t Albion Saddlemakers 01922 646210 EQUESTRIAN TRADE NEWS AUGUST 2014 35

Carl Hester’s choice LIKE its namesake saddle range, the PDS Snaffle bridle has been created via collaboration between Fieldhouse and dressage ace Carl Hester.

This patent rolled dressage bridle features a raised, padded browband and crank flash noseband. The headpiece is shaped around the ears and becomes wider between the ears to reduce poll pressure.

The noseband is cleverly shaped to provide a wide surface area to the nose, reducing in width to the cheek. The noseband is finished in patent leather and the cheekpieces and Insider Grip reins are in rolled leather.

The RRP is £225. The PDS Snaffle bridle comes in black only and sizes cob, full and extra full. t Fieldhouse 01922 616777

Pinch free bridling

THE Kinda Headpiece from First Thought Equine has a padded base to increase pressure distribution at the poll.

It can be fitted to all standard bridles.

The Kinda may help horses that are sensitive to pressure at the poll and ears, and is useful for those with big ears whose headpieces are prone to pinching.

Available in black or brown, the RRP is £49.99. t First Thought Equine 01227 831614

Pressure relief BRIDLES from the Harry Dabbs Platinum range are designed to reduce pressure behind the horse’s ears and over the poll.

The Harry Dabbs Platinum Figure 8 (BFIG8) snaffle bridle features a cushioned, shaped headpiece.

The noseband headstrap sits on top of the main headpiece and has two sided adjustment to aid bridle balance.

This bridle is fitted with a padded grackle noseband.

Each English leather bridle from the Platinum range comes with an additional set of cheek pieces, giving further scope for adjustment when changing bits.

The RRP is £150. t Harry Dabbs Saddle Makers 01922 612238 www.equestriantradenews.com

Get the fit

RETA IL TIP

The fit of a bridle is just as important as the fit of a saddle, says Julia Andrews, managing director of Kate Negus Saddlery.

● What type of noseband is your customer using and how tightly is it fastened? If the traditional ‘two finger’ rule (two fingers’ space between the horse’s head and the noseband) is used, then a regular headpiece is absolutely fine. However, if your customer is using a noseband designed to keep the horse’s mouth shut, such as a crank, flash, drop, grackle or combination noseband, a padded headpiece is better. When the noseband is tight, the pressure on the poll is huge, especially as the strap that passes over the poll is only around half an inch wide.

Many padded styles help by putting this strap over the top of the headpiece. ● Where should the noseband fit? With a standard noseband, such as a flash or cavesson, the nose part should be approximately a thumb’s space from the bottom of the cheek bones. With drop nosebands, the horse’s breathing must not be compromised by fitting too low. ● What type of bit is being used? The cheekpieces should buckle up on the middle holes of the headpiece hanger for snaffle bridles.

This allows the customer some adjustment to change bits easily and has the added benefit in that should the headpiece break, the rider can ‘get home’ by using another hole. ● How do you size the headpiece? The headpiece should be long enough over the poll so that the split in the leather (which forms the throat lash and cheek hanger) should be below the ears and level with the browband.

The throat lash should be done up so that you can fit four fingers held at right angles to the cheek. Too tight and it will distort the bridle. ● How do you size a browband? It’s important that the browband is big enough. Too tight and it will pull the headpiece onto the ears causing discomfort. It’s better to be slightly too big than too small. If your customer opts for a padded headpiece, you’ll probably find that they will need to go up a browband size too. ● Is it comfortable? Ensure all skin is sitting smoothly on the face when the bridle is in place and that nothing is being pinched or rubbed, particularly when the bit is activated. These issues cause discomfort and even injury; behavioural issues relating to pain can be created from ill fitting bridles, just as they can from saddles.

www.equestriantradenews.com

A bit of help...

Bitting expert Ema Odlin answers the questions retailers are often asked.

Q. I’m about to break in my three year old Welsh Cob. What’s a suitable bit for mouthing him?

A. Opinions vary with many still preferring the traditional mouthing bit with keys.

Personally, I find this encourages the horse to investigate the bit and ‘play’ with it.

Later in the training, this becomes a problem as the horse finds it difficult to keep a quiet and consistent contact. Over activity in the mouth is the root of some tongue lolling and evasion cases too.

The most successful bit I’ve found to work across most breeds is a non-metal loose ring flexible straight bar snaffle.

Examples are a Beris loose ring mullen comfort snaffle in the soft density option or a Nathe mullen loose ring.

Both bits flex to allow the horse to take a hold and move forward in the contact.

These two work differently from Happy Mouth, Flexi and rubber bits as the material is more pliable, so when pressure is applied to the reins, the bit flexes around the bars of the mouth and it behaves more sympathetically without compromising control.

The diameter of these bits is also much less than the alternatives, preventing too much intrusion onto the bars - even without a rein contact. This aspect is crucial particularly when bitting a Welsh Cob for the first time. Although this breed often have wide mouths reaching 6” [bit size] plus, they tend to be narrow between the upper and lower jaws, and the available space is regularly filled with a large tongue.

Ideal for mouthing: Beris mullen loose ring

Q. When we’re jumping a grid or combination, my horse sometimes wavers from side to side. I try to keep him straight between hand and leg, but is there a bit that can help?

38 AUGUST 2014 EQUESTRIAN TRADE NEWS

A. Jumping is often a completely different ball game from working on the flat when it comes to bitting because the horse is asked to maintain a different outline and form of self carriage.

The obvious answer that many bitting advisers give is to use a bit such a Stubben D-Ring with copper mouth, a Neue Schule tranz angled full cheek or D Ring, the theory being to use the large cheek piece to guide the head into a straighter approach.

However, I’m not convinced this would cure the root of the problem. I’d prefer to re-bit the horse to help him ‘lighten up’ more in front and therefore become more balanced and straighter through combinations and related distances.

Stubben D ring may help straightness, but not address the root cause.

Q. I’ve read a great deal in the various horsey magazines about different metals and materials used for making bits. What is the best?

Sensogan: a bitting innovation.

A. Every day, I’m constantly advising all types of materials and take each case on its own merits. Every horse is different, even when they share age, breed and stage of training.

However, something I personally feel is an innovation and has some impressive qualities from which many horses can benefit is Sensogan by Sprenger.

Sprenger has been known for its Aurigan material for more 20 years, but when it introduced the new composition of copper, manganese and zinc – and claimed the combination would have a positive influence on the horse’s satisfaction, motivation and willingness to perform – I was keen to try it out.

Sensogan has, for me, brought a new dimension to bitting as it’s designed to have a calming effect on the horse.

It’s well known that anxious or stressy horses become more active in the mouth, often chewing on the bit. So it makes complete sense that the more active the mouth, the more the bit oxidises and the horse absorbs the calming properties notably manganese - this releases.

I’ve used these bits in several horses that are prone to have their little hang ups in a competition environment, and have so far seen a marked improvement - including in my own horse.

Q. My horse sometimes gets his tongue over the bit. What bit can you recommend to stop this happening?

A. Think of a horse bringing his tongue over the bit in the same way as someone standing on your toe. If you know it’s about to happen, you get your toe out of the way quickly to avoid the impending pressure and discomfort.

Many riders make the mistake of tackling this issue by using grackles

Neue Schule Verbindend, a clever design to reduce tongue pressure.

www.equestriantradenews.com

and flashes to fasten the mouth closed. This actually makes the problem worse as it increases the pressure further. I’m a strong believer in fixing the problem rather than masking the issue.

Therefore I’d look at bit options that offer tongue relief.

Generally these follow the ‘ported’ route. However if you compete in dressage, then ported bits are not ‘legal’, so we need to look at alternative methods of removing the discomfort.

A popular choice is the Neue Schule Verbindend, or for those that struggle to pronounce it, the Connection Bit. This snaffle is a great alternative as the mouthpiece (the cannon) is curved quite aggressively into the lozenge in the centre and also out towards the ring. It cleverly uses its shape to create a ‘bridge’ over the tongue to relieve the pressure.

Many riders say it ‘lifts the shoulder’. This is because the removal of pressure allows the horse to relax the tongue muscle and therefore move more freely and lift into the contact.

Some more difficult cases involve removing the movement a loose ring allows, thus preventing the bit from resting freely on the tongue. This is when bits such as the Myler Comfort Snaffle Hanging Cheek, Myler Mullen Hanging Cheek and Beris Comfort Hanging Cheek come into their own.

Tongue over the bit.

Strapping the mouth shut only masks the problem.

ABOUT THE AUTHOR Emma Odlin runs The Horse Bit Shop. She has been involved with the equestrian trade for more a decade and is an experienced horsewoman of 30 years’ standing. Ema can offer independent guidance to you, your staff and clients by applying an easy-to-understand, practical approach to the science of bitting. For rates, dates and enquiries please, tel 01405 861800 or email julie@thehorsebitshop.com www.equestriantradenews.com

EQUESTRIAN TRADE NEWS AUGUST 2014 39

• Saracen Horse Feeds has expanded its sales and administration team with three appointments.

Brent Adamson has been recruited to the company’s thoroughbred team joining thoroughbred director Polly Bonnor and thoroughbred specialist Clare Aitkenhead. Brent was previously with Dodson & Horrell.

Also new, and based at Saracen’s head office in Aylesford, Kent, are Stephanie George and SallyAnne Perrin. As sales and marketing coordinator, Stephanie is retailers’ contact for point of sale material, literature, samples and merchandise. New office supervisor Sally-Anne’s tasks include co-ordinating export orders.

“This is an exciting time in the development of Saracen Horse Feeds as we continue to grow into a truly national and international brand,” said sales and marketing director Michael Bacon.

• Bedding manufacturer Bedmax has appointed Barbara Scott as regional sales manager for the East Midlands and East Anglia. She was previously an area sales manager for Dodson & Horrell for eight years, and has also worked for Dengie.

Based in Weedon, Northamptonshire, Barbara enjoys riding in her spare time.

• A number of saddle fitters have just qualified as Master Saddle Fitting Consultants (MSFC) and therefore become members of the MSFC Society. They are Lynda Swindells - Saddle Sense, Lisa Theron - LT Equestrian, Helen Stone - Fieldhouse Riding Equipment, Sarah Rymer North Yorkshire Saddles and Frida Nilsson – based in Holland.

• Ashley Rossiter, managing director of

equestrian, lifestyle and country marketing agency MirrorMePR, has been accepted as a member of the Chartered Institute Of Public Relations (CIPR). Membership requires meeting the institute’s rigorous criteria and signing its code of conduct.

• After more than 20 years managing NAF’s advertising and marketing,

Tracey Lloyd leaves the company this month.

Well known for her encyclopaedic knowledge of equestrian sport, big smile and immaculate turnout, Tracey is a familiar face at the many championships, events and shows NAF sponsors.

She leaves the Monmouth based supplements and horsecare manufacturer on 8 August.

“This decision has been a difficult one as I have had the good fortune to hold one of the best jobs in our industry,” she said.

Richard Cleeve, NAF’s founder and chairman, told ETN: “Tracey has been a very influential and important part in the development and success of the NAF brand during her time here. Her creative flair, enthusiasm and passion for everything she does will be greatly missed.”

Tracey, an accomplished amateur dressage rider, plans to take a break for a while and enjoy her horses.

Linda Porter is taking responsibility for Tracey’s work at NAF.

• The people who work at Equestrian Management Consultants (EMC) - the company that publishes ETN and organises BETA International – like doing horsey things for work, rest and play.

Here’s three year old Brody Webster, son of EMC office manager Clair Webster, riding a pony called Murphy at his RDA group’s gymkhana. “He really enjoys it and it’s helped his muscles and with his disability,” said Clair. Brody has been riding for two years, and came home from his latest competition with a medal - and a big smile.

40 AUGUST 2014 EQUESTRIAN TRADE NEWS

• Kelly Whapples has joined Trilanco as

the wholesaler’s area sales manager covering the south of England. Kelly has worked in the equestrian trade for six years, previously for Shires Equestrian, Westgate EFI and Tredstep Ireland. She has been involved with horses since she was five.

“I’ve only ever heard good things about Trilanco, from retailers as well as members of the team, and I’m really looking forward to being part of that,” said Kelly.

• Clothing label Alan Paine has appointed Donal McCloy to act as Irish

agent for its Country Collection. He will cover the Republic and Northern Ireland. Donal runs a retail gun shop, McCloys Guns Unlimited, in Toomebridge.

• New Spillers leisure nutritionist Nicki Smith is

touring yards with a portable weighbridge to bring free nutrition support to horses and ponies around the country. Nicki is covering the south of England while long-term Spillers leisure nutritionist Isabel Harker covers the north.

Before joining Mars Horsecare, Nicki worked in sales for Wrigley, part of Mars, and Nestle. She was a working pupil with eventers Mark and Tanya Kyle and Caroline Pratt and head girl for Arena UK and for eventer Tina Trundle.

“Meeting horse owners every day and helping them devise the right diets for their horses is nothing less than a pleasure,” said Nicki who has been riding since she could walk. She currently enjoys show jumping her Holstein mare Tia and showing her mountain and moorland mare Quiver.

• Becky Benfield (right of picture), founder

of Utterly Horses, won a Young Gun accolade at the fifth annual Red Ribbon Awards which celebrate British family-run businesses. Becky began retailing model horses when she was 16, with help from her mum Sharon Benfield.

The business now has a shop in High Garrett, Essex, an e-commerce site and a mail order catalogue. It sells everything for the model horse enthusiast.

• World Class performance director Will Connell is to leave the British

Equestrian Federation (BEF) after this month’s World Equestrian Games (WEG). He is to become director of sport for the United States Equestrian Federation (USEF). The former commanding officer of The King's Troop RHA joined the BEF in 2003.

• Country clothing company Baleno has appointed a number of UK

agents. They are Ken Taylor (Ireland), Miller Gourley (Scotland), Trevor Dolman (Midlands), Charlie Shearman (London and south east of England), Chris Learmonth (south west) and Tony Newnham (northern England).

• Burghley’s new press officer Carole Pendle runs

sports marketing agency BrandRapport. Having worked at sporting events such as the Queen Elizabeth Olympic Park and world class boxing fights, she was involved with the launch of the Tom Daley Diving Academy.

A keen amateur rider, she owns two Warmblood geldings and competes in dressage. Carole is standing for the voluntary role of British Dressage (BD) marketing director.

Christina Jones, of Your Gift Horse and advertising platform Blacktype digital.com, is also a candidate for the BD marketing director role.

The other two up for election, along with Carole and Christina, are financial marketing expert Anne Somers and ex RAF Wing Commander and training specialist Julie Frizzell. Voting closes on 5 September with the results to be announced during the BD National Championships on 18 September.

www.equestriantradenews.com

www.equestriantradenews.com

EQUESTRIAN TRADE NEWS AUGUST 2014 41

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

List your website here For more information call 01937 582111

The judgments listed are those recorded by the Registry Trust Ltd and appear to be of a commercial nature. Judgments/Decrees can be for damages rather than debts, and their listing here does not imply an inability to pay.

DRAGONFLY SADDLERY (A FIRM), THE GOODS SHED, OFF KEYMER ROAD, HASSOCKS, WEST SUSSEX, BN6 8JA, £1,041 SUE PAINE T/AS DRAGON FLY SADDLERY, THE GOODS SHED STATION GOODS, OFF KEYMER ROAD, HASSDOCKS, SUSSEX, BN6 8JA, £145 NANTWICH SADDLERY, UNIT 4, BEAM HEATH WAY, NANTWICH, CHESHIRE, CW5 6PQ, £75 BIRCHWOOD STUD LIMITED, HIGHER LOWTON, BONDLEIGH, NORTH TAWTON, DEVON, EX20 2AL, £482 LANGSHOT EQUESTRIAN CENTRE, GRACIOUS POND ROAD, CHOBHAM, WOKING, GU24 8HJ, £188 AMANDA'S EQUESTRIAN, 1 PYBUS PLACE, ESPLANADE, REDCAR, CLEVELAND, TS10 3AE, £239 MOAT FARM EQUESTRIAN CENTRE LIMITED, ORIAH BY PRIMROSE HILL, PRIORY ROAD, ULVERSTON, LA12 9QE, £30,030 D HEGINBOTHAM T/AS THURLE GRANGE EQUESTRIAN, WOOD RISE, WIDMOOR LANE, SONNING COMMON, READING, RG4 9RR, £734 WILLOW FARM EQUESTRIAN CENTRE, KINGS NEWNHAME LANE, BRETFORD, RUGBY, WARWICKSHIRE, CV23 0JU, £578

The world’s leading trade fair for the equestrian, country clothing, outdoor and pet product sectors

www.beta-int.com

EASTEN EQUESTRIAN TAILORED STABLES & ENGINEERING LTD, UNIT 9, MIDLAND COURT, RADFORD, NOTTINGHAM, NG7 3FH, £1,160

Main Sponsor

MOSS EQUESTRIAN, HUCKNALL HALL LANE, ULLARD HALL LANE, KNUTSFORD, CHESHIRE, WA16 9PJ, £802 BRAINTREE EQUESTRIAN CENTRE LTD, 30 NORMAN ROAD, HORNCHURCH, ESSEX, RM11 1LH, £1,891 EASTEN EQUESTRIAN TAILORED STABLES & ENGINEERING LTD, UNIT 9, MIDLAND COURT, NOTTINGHAM, NG7 3FH, £3,058 NORTH DEVON EQUINE RESCUE, 1 ST MARY'S ROAD, BARNSTABLE, DEVON, EX32 7EY, £597 JB EQUINE LTD, RED BARNS FARM, TORONTO, BISHOP AUCKLAND, DL14 7RJ, £416

Equestrian Trade News

THE TACK SHACK, 5 FROG ISLAND, LEICESTER, LE3 5AG, £4,880

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

Coming soon in ETN. . .

OCTOBER ISSUE

● Balanced diet – supplements and feed balancers

● All wrapped up for Christmas – great gift ideas ● Winter ailments – products related to seasonal issues ● First aid – essentials for every yard

Editorial for consideration should be received by 1st September Tel: 01937 582111 Email: editor@equestriantradenews.com 42 AUGUST 2014 EQUESTRIAN TRADE NEWS

www.equestriantradenews.com