Equestrian Trade News
T h e Vo i c e o f t h e E q u e s t r i a n I n d u s t r y
December 2011 Volume 35, No 12 Monthly
WHOLESALE COVERAGE Meet the trade’s top distributors
2012 19-21 February 2012 NEC, Birmingham, UK
ETN is the official media partner of BETA International
... the magazine for the industry, about the industry, by the industry
CONTENTS
Comment WOULD you believe it? Just as the European debt crisis becomes enough to make us all give up the will to live...ETN reports on more new equestrian shops opening than we can remember happening for ages. Shoppers want “nice things” says one new proprietor; while that ever-lasting advantage the independent retailer possesses – personal service – has never counted for more. Good quality is, it seems, in high demand. According to consultants Bain & Co, the indications are of a 10% rise in luxury goods sales for 2011 compared with 2010. The likes of Moet Hennessy and Louis Vuitton are already turning in performances of that magnitude. At a time supposedly racked with economic doom and gloom, you wouldn’t think there was much call for Thermapool, an insulation system for swimming pools. Not so! “It’s a fact that we’re seeing no slow-down in sales,” confirms Nigel Rose of Thermapool. “Here at home, in Europe and in north America, people are still building pools and pursuing pleasure.” Nigel believes that any product or service will survive – and perhaps even thrive – during a recession if it is an entrenched and respected brand with a high quality reputation. “Whether it’s a Rolex watch or Thermapool swimming pool insulation – if it’s top quality and highly efficient, in short, the best you can get, it will be sought after through thick and thin.” Far be it from ETN to comment on the technical merits of swimming pool insulation, but Nigel clearly has a useful, correctly targeted product that sells at the right – albeit a high – price. I bet he works hard too... As if to emphasise the luxury end of our sector, the likes of Sir Alex Ferguson and actress Susan George grace ETN’s pages this month. And they’re both spending lots of money on horses... But the really exciting news on the celebrity front is that ITV News frontman Alastair Stewart is coming to BETA International 2012 to take part in a question and answer session with visitors. His news presentation is so incisive and such a refreshing change from that occasionally lefty lot on the other side. And now we learn that Alastair is a show jumping dad who’s full of ideas about raising the sport’s profile in Olympic year... Yes, 2011 is ending on a more optimistic note than many would have dared to hope. And as BETA International 2012 and London 2012 beckon, let’s drink a toast to exciting opportunities - and next year’s terrific adventure. Liz Benwell and Nicki Lewis wish ETN’s readers, advertisers and subscribers a joyous, restful Christmas and prosperous New Year.
DECEMBER 2011
NEWS .......................................................4 Your Horse Live! report ..............................5 LETTERS .................................................12 PRODUCT NEWS.......................................13 EQUESTRIAN TRADE DYNASTIES ...............15 SADDLERY MATTERS ................................18 BITS & BITTING........................................19 WHAT’S ON ..............................................21 PEOPLE...................................................22 NEWS FEATURE Is hemp the new must-have ingredient? .....23 BETA MEMBERS’ PAGE .............................24 ALLERGY ATTACK.....................................25 BETA INTERNATIONAL COUNTDOWN..........28 Puffa: the magic lives on ...........................30 WHOLESALERS FEATURE..........................32 LEGAL EAGLE How to foil the copiers ..............................40 COUNTY COURT JUDGMENTS ....................42
FRONT COVER: From the Puffa Original collection, this Puffa Allington ladies’ gilet is in plum, other colours available being navy, chocolate or jam. Sizes are 8 to 18. With subtle styling for a flattering fit, the garment retains all the famous Puffa features. Puffa sponsors the 2012 BETA International Fashion Show. Find out more on page 30.
ITV newscaster to appear at BETA International ALASTAIR Stewart, the ITV News presenter, will be at BETA International talking about his hopes for Olympic year and new role as British Showjumping ambassador. As part of the exhibition’s London 2012-themed programme, Alastair will appear in an afternoon of interviews with commentator Philip Ghazala on Sunday 19 February. Top riders and trainers past and present will also take part, with BETA International visitors Alastair Stewart will talk to BETA invited to ask questions. international visitors about his passion for equestrian sport. Alastair, a national newscaster since 1983, was moderator of television’s first party leaders’ election debate last year. “He’s been a familiar face on television for many years,” said Claire Thomas, commercial manager of EMC, organiser of BETA international. “But some people may be unaware of his involvement with show jumping and his mission to raise the profile of equestrian sport,” added Claire. Alastair learned to ride at boarding school in Ramsgate, Kent. Three of his four children show jump, Freddie (18) being a pupil of Olympian show jumper Tony Newbery. Alastair lives with his wife Sally on a farm in Hampshire with a menagerie of animals, including several horses. “Show jumping is a great combination of elegance and physical power,” said Alastair. “And, far from being an elite sport, it’s one of the few where you rub shoulders with the wives of Russian oligarchs one minute and the local farmers the next. This sport, at any level, is a joy.” BETA International takes place at the NEC, Birmingham, from 19 to 21 February 2012. Visit www.beta-int.com or contact Clair Leachman, tel 01937 582111 or email clairl@beta-int.com
Enough to make you sick...
Jailed for illegal imports
ILLNESS related absences (real and faked) are costing small firms on average £1,500 a year, according to the Federation of Small Businesses (FSB). The good news, however, is that people who work for small businesses are less likely to take time off than their big business counterparts – at a national average per year of 2.4 days compared with 7.7 respectively.
LEE Wilson (aka Leonard French), 73, of Langworth, Lincolnshire, who had admitted 16 charges of illegal possession, importation and supply of veterinary medicines, was sentenced to 12 months imprisonment at Croydon Crown Court on 9 September. Wilson (French) was one of 13 people convicted in connection with Europe’s biggest ever illegal veterinary medicine business in which more than £6million of products were smuggled into the UK.
Magazines shortlisted for awards Horse&Rider Magazine and PONY Magazine have been short-listed by the Periodical Publishers Association (PPA) for its publishing awards. Horse&Rider is in contention for Consumer Magazine of the Year with PONY vying for Media Brand of the Year. Both accolades are Independent Publisher Awards. Meanwhile group advertising manager Abi Cannon has been short-listed as Sales Person of the Year and Signature Publishing Group, publisher of the two equestrian monthlies, for the Independent Publishing Company of the Year – a title it currently holds. This year’s awards are presented on 6 December.
ADVERT INDEX
Equestrian Trade News Stockeld Park, Wetherby, West Yorkshire LS22 4AW Tel: 01937 582111 Fax: 01937 582778 – Sales Email: sales @equestriantradenews.com Website: www.equestriantradenews.com Publisher: Equestrian Management Consultants Ltd Editor: Liz Benwell Email: editor@equestriantradenews.com Tel: 0845 6185007 Advertising Sales: Nicki Lewis Email: sales@equestriantradenews.com Tel: 01937 582111 Fax: 01937 582778
Subscriptions Distributed on a controlled-circulation basis to the retail trade. Paid-for annual subscriptions are £39.95 (UK), £73.00 (Europe), £86.00 (rest of the world). The magazine is independent of all groups. Editorial views expressed in ETN are not necessarily the official view of any organisation or group. Copyright: All material is copyright Equestrian Management Consultants Ltd. Design & Print: G.H. Smith & Son, Market Place, Easingwold, North Yorkshire YO61 3AB Tel: 01347 821329 Fax: 01347 822576 Email: etn@ghsmith.com Web: www.ghsmith.com
Advertising Copy: Nicki Lewis Email: sales@equestriantradenews.com Tel: 01937 582111 ISSN 1462-9526
4 DECEMBER 2011 EQUESTRIAN TRADE NEWS
Abbey England...............................................31 & 36 Animal Health Company .........................................35 Animalife .................................................................3 Battles....................................................................36 BETA International .................................................IBC Classified ...............................................................41 Equestrian Vision....................................................14 Equetech..................................................................8 Equine Management Ltd.........................................37 Ekkia SAS ...............................................................36 Faulks & Cox Ltd .......................................................9 Gallop Equestrian Ltd.....................................IFC & 38 HG Gladwell & Sons ...............................................37 GWF Nutrition ..........................................................5 Horka International BV......................................8 & 38 E Jeffries & Sons Ltd................................................18 B Jenkinson & Son ..........................................35 & 37 Matchmakers International Ltd ................................35 Maxavita................................................................10 Natural Animal Feeds..............................................27 John Rothery (Wholesale) Co Ltd .............................39 LS Sales..................................................................38 Sabre Leather Company Limited ..............................19 Schockemoehle ......................................................39 Sherwood Forest Ltd...............................................11 Shires Equestrian Products ..............................13 & 35 South Essex Insurance Brokers ..............................OBC SPOGA Horse ...........................................................6 Tagg Equestrian......................................................39 Torq Fitness ............................................................22 Weatherbeeta ..................................................7 & 37 Web Directory ........................................................42 Westgate EFI ..........................................................36 www.britishequestriandirectory.com........................20 Zilco Europe Ltd......................................................38
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Your Horse Live! hits the spot THERE was an upbeat mood at Your Horse Live, held at Stoneleigh over the weekend of 12/13 November. Organiser Bauer Media reported that advanced ticket sales for the event that combines shopping with celebrity demonstrations were up for a third consecutive year. Certainly when ETN visited on the Sunday, the aisles were as busy as ever, with consumers as keen to source information and advice as much as good buys. Additional exhibitors – notably Dengie with its swish new stand – had migrated into the more modern halls this year. As the feed company’s Katie Williams pointed out: “It’s so much lighter and airier in here.” The British Equestrian Trade Association (BETA) stand too was in one of the newer facilities. “There’s been a good level of interest and through-put of customers,” said Claire Williams. “We’ve had lots of requests for the new BETA Riding Holiday Guide and nominations for the SEIB Retailer of the Year Award.” Indeed, one wonders how long it will be before the furthest reaches of the ‘cattle sheds’ are abandoned as the 2011 Joules Equestrian Event of the Year continues to make every effort to cater for its trade exhibitors. Perhaps the brightest note at the far end of the original building – where Your Horse bravely sites its main stand – was Bauer’s own Christmas shop selling glittery but tasteful ornaments and baubles. Why didn’t anyone else think of that? “Your Horse Live is just brilliant, we come every year and it just gets better and better,” said one of many happy visitors Jo Blyth. Exhibitors seemed pleasantly surprised by the levels of spending. At Allbed, Sally Leech said: “We were delighted with sales, orders and interest, the stand was busy as soon as the event opened. Rachel Griffiths of Boss Horseboxes said they were “exceptionally busy”; while Wendy McCaughan of Kan Teq described Your Horse Live as “a thumping good two days.” Anyone who could stand out from the retail throng did well. Demonstrating the beguiling powers of his Mojo wristlets – said to improve balance and endurance – kept Simon Tucker busy. “I’ve not even had time to www.equestriantradenews.com
drink a cup of coffee,” he declared. Your Horse Live continues to be a useful venue at which to test market or introduce new products, something that David Thompson achieved with his natural straw pellet bedding made from miscanthus, wheat and rape straw. “I’ve been as busy as I can handle,” he said. Pellet Bed was among several ‘late entries’ ETN came across. At another newcomer, Joy Rider – a 7-in-1 riding jacket with option protective padding – Christine Boulton thought Your Horse Live was “brilliant; I’ve been very well looked after by the organisers.” While Equestrian Clearance et al were swamped by bargain hunters, at the unashamedly upmarket Saddles Direct Emporium a steady stream of discerning shoppers was to be found. “We were warned not to come here by people saying it was a drop-shop type of show,” said Sarah Lavelle Bowden, “but we’ve had a really good time. It’s a great way to find out what people want – and for data capture, it’s amazing.” A two-minute silence to mark Remembrance Sunday was strictly observed throughout the halls. Meanwhile the biggest laughs of the day could be heard emanating from the Honeychop team who had hired a ‘living statue’ to surprise and amaze passers-by. Their re-branded range of fibre feed was also much admired. Yes, there were plenty of smiles on lots of faces at Your Horse Live 2011. • Attendance at Your Horse Live was 18,916, compared with 15,226 last year. The figure is not ABC audited and includes exhibitors. The dates for 2012 are 10/11 November.
BETA gets tough over logo misuse AS Christmas shoppers are urged to ‘shop where you see the sign’, a clamp-down on bogus use of the BETA logo is underway. “We are being more rigorous about misuse of our logo,” Claire Williams, chief executive, told the BETA AGM in October. Entitlement to use the BETA logo goes beyond paying a fee to join the trade association. To be accepted as BETA members, companies must undergo an approval process which is then ratified by BETA Council. Earlier this year, Trading Standards acted on behalf of unhappy customers in the case of Knightsbridge Equestrian, a non-member that was incorrectly using the BETA logo. In another case, an epos company was using the BETA logo on its website while also purporting to offer discounts to members. Suspicions about misuse of the BETA logo should always be reported to the trade association, said Claire Williams. “It’s always good to hear from companies and consumers alike when they think someone isn’t a member but is claiming to be. “We also monitor past members and follow resignations through to ensure that they remove our logo,” added Claire. “We apply this vigilance to our body protector standard too, as people place so much reliance on the logo.” During December, many non-horsey people are buying gifts for equestrian friends and relations. Since numnahs, dandy brushes and jodhpurs are alien to most consumers, it’s at times like this that shoppers are particularly looking for the BETA logo as a sign of reliable advice and quality service. • BETA membership is currently at an all-time high of 824 companies.
High demand for agents THE number of companies seeking the services of sales agents has never been higher, according to recruitment experts at Equine Careers. The internet based service at www.equine-careers.co.uk hosts a database to which companies can subscribe to help in their search for specialist agents to promote their goods and services. Equine Careers’ agency database is reaching out internationally too. “Until recently, we had sales agents covering England,
Ireland and Scotland; then we were approached by an established agent based in France wanting further work in that country and parts of Switzerland,” said Emma Dyer of Equine Careers. “Within a few days of registering with us, he was offered a few further agencies which he accepted.” More than 30 companies are currently subscribing to Equine Careers’ agents service. “We’re always looking for more agents in any location to keep up with the current demand,” added Emma.
New store for Cheshire EQUESTRIAN retailer Edgemere officially opened its new store near Malpas, Cheshire with an open day last month. The purpose built premises includes a mezzanine area for footwear, saddlery, supplements and grooming products; saddles, rugs, yard equipment and clothing are stocked downstairs. The open day featured discounts on many products, together with prize giveaways donated by suppliers Ariat, Gatehouse and NAF. Edgemere also launched its new Equitrek horsebox dealership. “We have had to stay ahead of the market, making it easier for the customer to shop while delivering realistic price points on our products” said managing director Paul Hill. Edgemere, which began trading in 2003 with the opening of its first store, employs seven people. The firm entered the wholesale market with the launch of its Kentaur saddle brand in 2004 and by 2009 had developed the Townend Saddlery range. Edgemere also operates the ecommerce website www.equestriansuppliesshop.co.uk www.equestriantradenews.com
Research adds mussel to arthritis theory – And prompts a “spurt of orders” due to increased demand from stockists. A MAGAZINE article which examined what it termed “the massive industry based upon non-pharmaceutical remedies for lameness” has given one supplement sector some welcome publicity. Writing in Horse&Hound, vet Peter Green questioned whether such products work. Many, he said, have never been properly tested. He went on to recount how scientists in New Zealand had studied the extract of the green lipped mussel (GLM) shellfish which is widely used as an arthritis remedy. A trial was conducted on horses with known arthritic fetlocks. For 56 days, 26 horses were given GLM extract and the remainder a placebo. The horses receiving the extract had reduced joint pain and lameness. And when ‘placebo’ horses were swapped onto the extract, they showed an improvement too. According to one manufacturer, the H&H report on the trial was quickly acted upon by consumers hungry for solid, scientific information on joint supplements. “We’ve seen an increase in direct enquires since the article with people looking to find out more about GLM with particular interest in our MaxaFlex and Pernamax Equine supplements,” said Hollie Chapman, marketing manager at supplements manufacturer Maxavita. “There’s also been a spurt of orders from our wholesalers, which we can attribute to increased demand from stockists.” The secret of GLM’s usefulness in this area is that it’s a potent source of Omega 3 polyunsaturated fatty acids (PUFAs), added Hollie, which are linked to a wide range of health benefits including joint, heart, eye, skin and brain health. GLM contains a unique profile of soothing Omega 3 PUFAs, called eicosatetraenoic acids (ETAs) which have anti-inflammatory properties. In addition, GLM features a range of chondroprotective nutrients, including glycosaminoglycans (GAGS) and chondroitin sulphate which make up the building blocks of joint structure. The combination of Omega 3 ETAs and chondroprotective nutrients helps reduce the signs of joint problems and support long term joint maintenance. Maxavita’s GLM extract SuPerna is said to contain up to five times more Omega 3 ETA fatty acids than competitor products. “Historically, reports on the activity of GLM powders have been inconsistent due to poor quality which is dependent upon the processing method used,” said Hollie. “Mussels prepared for [most] food supplements are freeze-dried which involves a series of heating and freezing cycles over 24 to 48 hours. The fatty acids in GLM are heat sensitive, therefore processes such as freeze drying and cooking denature the Omega 3 structures and reduce the fatty acids which make the GLM so effective.” Maxavita’s SuPerna is produced by a Rapid Cold Processing method involving low temperature, high pressure spray drying to retains optimum concentrations of the Omega 3 fatty acids. This process is patented, with Maxavita being the only company with access to the technology. GLM is also being recognised for its role in gastro-protection, according to Nupafeed, supplier of Flex GLM supplement. “Many conditions of the gastro intestinal tract have an inflammatory basis and the anti-inflammatory properties of GLM are therefore hugely beneficial,” said a spokesman for the company.” www.equestriantradenews.com
EQUESTRIAN TRADE NEWS DECEMBER 2011 7
Getting to Greenwich riders announced THE line-up of the riders to feature in Getting to Greenwich, Horse & Country TV’s eight-part series sponsored by NAF, has been announced Each episode explores the hopes and dreams of a potential contender for London 2012. NAF is also an official supplier to the British Equestrian Team. Getting to Greenwich began with Piggy French, Greenwich profile of eventer Piggy French. Riders to test event gold medallist, features in the NAF be seen on upcoming Monday evenings at sponsored TV series. 9pm are Sophie Wells, Guy Williams, Charlotte Dujardin, William Fox-Pitt, Debbie Criddle, Peter Charles, and Laura Bechtolsheimer. “To have the opportunity to gain an insight into their horses, their training and what makes them tick will make for compulsive viewing,” said Tracey Lloyd of NAF.
New shop sells “lovely things” A NEW shop which opened in Stow-on-the-Wold last month is pinning its fortunes on a healthy demand for chocolate saddles, canine chic and dressage glitz. The proprietor of Field & Style, to be found in the fashionable Square of the Cotswolds capital, is Heather Sumner who for six years has run internet and mobile retailer For Riders. “Field & Style stocks all the lovely things you’d find at a big three-day event,” said Heather, who will continue to trade at selected shows with For Riders. “Dressage is most definitely on the up. There are so many top trainers in Gloucestershire now, and that effect ripples out. “Dressage people are of a ‘certain age’; and they know what they like – something good quality but sparkly and fun.” Field & Style’s upmarket collection of stock, mostly made by homebased suppliers, includes Belgian chocolates, art, chic dog collars and coats and bespoke, bejewelled browbands (mostly retailing at more than £100 each), aromatherapy and jewellery. “I identify my modest survival and expansion to providing original, quality products, a personal service and searching out individual suppliers,” said Heather. “For example, our dog blankets are made for us by a lady in Witney, so are truly Witney blankets.” Another ingredient in Heather’s recipe for success is “bringing a smile to my customers’ faces.” This has been achieved with the likes of For Riders’ ‘Stressage’ and ‘Keep Calm & Kick On’ collections of mugs, tshirts and chocolates which are now also offered to other retailers on trade terms. Future plans for Field & Style include stocking dressage accessories such as gloves, whips and stocks.
Field & Style launch party.
8 DECEMBER 2011 EQUESTRIAN TRADE NEWS
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OBITUARY FRANK MILNER FRANK Milner, a member of the well-known Leicestershire family firm of saddlers S. Milner & Son, died on 10 November. He was 67 and had been ill with cancer. Having worked in the business alongside his father since leaving school, Frank was very much its driving force, while his brother Roger took care of the saddlery/repair side. Frank retired from the business last year. A popular figure in the trade and beyond, Frank was one of life’s genuinely lovely people. Although small in stature, anyone who met him soon found that he was big in personality and thoughtfulness. Frank’s son Andy Milner and his wife Kirsty continue to run S. Milner & Son.
NEWS IN BRIEF •
COUNTRYWIDE, the 48 store retail chain, has been advertising on television. The campaign, which showcases the wide range of products and services available at Countrywide through the eyes of one family, is on ITV’s Central South region. The first showing was between the ITV early evening news and Emmerdale.
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TRADING Standards is warning of the following scam. A card is posted through your door from a company called PDS (Parcel Delivery Service) suggesting that they were unable to deliver a parcel and that you need to contact them on a premium rate number. Trading Standards are advising you not to call as this is a scam originating from Belize; as soon as you start to hear a recorded message, the average cost of the phone call is £315. Anyone receiving such a card is urged to contact Royal Mail Fraud on 020 7239 6655 THERE are still a few opportunities to supply equestrian equipment for the equestrian events at the London 2012 Olympic Games. These include equestrian laundry, floral decorations, judges’ boxes, loading mats, mounting blocks and ramps, stable plaques, cross country flags and numbers and roping posts. More details at www.london2012.com/business-network The Veterinary Medicines Directorate’s (VMD) inspection and administrative arrangements have been reviewed following the closure of the AMI’s (Animal Medicines Inspectorate) Stoneleigh office. The AMI team, whose role includes inspecting SQP retailer premises, has been transferred to the VMD’s offices in Surrey. “Since it transferred into the VMD from the Royal Pharmaceutical Society of Great Britain in January 2006, the AMI was often perceived as separate from the VMD, rather than as a team within it,” said a VMD spokesman. “We expect this reorganisation to help change that perception. The contact for SQP retailers and feedingstuffs is Marion Yapp email m.yapp@vmd.defra.gsi.gov.uk tel 01932 338475
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The Pooch & Mutt range, created for dogs by Blue Chip Feeds, is being exported to Malta and Iceland though distributors in those countries, Agrimed and Dyrabaer. The latter specialises in pet products, while Agrimed is a specialist veterinary distributor. New from Pooch & Mutt is Slimmin’ tonic, a canine weight loss aid.
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MITSUBISHI Motors was among the winners of the 2011 Animal Health Trust’s (AHT) UK Equestrian Awards, presented in London last month. As sponsor of Badminton Horse Trials, Mitsubishi was recognised for its support of eventing during the evening at which more than £50,000 was raised for the AHT.
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EUROTUNNEL is developing its horse transport service ahead of the World Equestrian Games (WEG) in Normandy in 2014. A new carrier, Equine Travel Agency (ETA), has been authorised to carry horses on the shuttles, along with existing transporters Peden Bloodstock, Harbour Shipping and John Parker International.
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Customers could meet Mary King and enjoy a free hog roast at the annual Aivly Tack Shop and Country Store Open Day last month. The Ringwood, Hampshire store was founded in 2002 by Sheila and Mervyn Lister, parents of international dressage rider Jodie Lister.
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EQUESTRIAN TRADE NEWS DECEMBER 2011 9
Wm Faulks unveils new profit opportunity A SERIES of Profit Packs, designed to make lucrative retail sales of William Faulks Tools even easier, has been launched by Faulks & Cox. The packs include stands, point-ofsale (PoS) material and a collection of tools selected for quick turnover. The William Faulks Tools range encompasses the whole gambit of yard and paddock maintenance, including hedging and ditching as well as mucking out. “Many saddlers don’t sell tools because of the knowledge required and the space needed,” said Chris Birch, sales manager at Faulks & Cox. “Our Profit Packs solve both problems by giving a selection of the correct tools in a stand that looks great and uses little room. Packs are available for Stables, Fencing, Tubtrugs and two types of broom,” he added Faulks & Cox has been selling into the equestrian trade for more than 30 years, gaining a reputation for good, friendly service. t Chris Birch on 07966 288272 or visit www.faulks.co.uk
TV channel to sell supplements HORSE & Country TV and online retailer MedicAnimal are to bring viewers of the channel exclusive deals on supplements, accessories, horsecare and first aid products for horses and dogs. The revenue-share deal will not encompass wormers or any other prescription veterinary medicines that Medic Animal supplies to consumers. H&C TV viewers will be introduced to a new promotion every week. They are then directed to a web page to find offer details and a promotional code. The deals will also be promoted to H&C’s 60,000+ Facebook followers. “We’re delighted to bring our audience special benefits through this partnership,” said Richard Burdett, commercial director of H&C TV, “and also to offer MedicAnimal access to our half a million unique monthly viewers, most of whom are horse owners and riders.” Camille Genevard, UK country manager for
MedicAnimal, said: “Research shows people are increasingly watching TV with their laptop to hand, and going online to purchase is a common response to seeing an ad on TV.” MedicAnimal’s online store features more than 11,000 products. The site promotes veterinary advice and strict compliance with Veterinary Medicines Directorate (VMD) regulations. The online retailer’s promotions will begin airing on Horse & Country TV (Sky channel 280) in time for Christmas. Richard Burdett told ETN he was keen for H&C TV to explore similar initiatives in other product areas. A one-off promotion has already been undertaken in conjunction with Scandinavian wholesaler Horze. “The conventional way of making programmes and then hoping that advertising will cover the cost doesn’t work anymore,” he said. “We want to be part of the equestrian community and bring our audiences exclusive deals.”
How to get best hotel rates for BETA International BETA International offers visitors and exhibitors a dedicated booking service for accommodation and travel from Reservation Highway. The company’s website www.reservation-highway.co.uk has a BETA International page providing travel and recommended hotel information – including specially negotiated rates at hotels within easy reach of the NEC, Birmingham. Reservations can be made on line or by telephoning +44 (0)1423 525577. The Reservation Highway office handles bookings and deals with queries or requests for special arrangements. Early booking is advised to avoid disappointment and ensure the hotel of choice at the best price, with no hidden extras. There are plenty of special deals available, including three-night, advance purchase and early bird rates. Reservation Highway can also provide travel advice to help plan your visit. Visit www.beta-int.com or email admin@reservation-highway.co.uk 19-21 February 2012 • BETA Retail members who visit the NEC, Birmingham, UK trade fair on at least two days are entitled to a subsidy towards their hotel costs. Contact BETA on 01937 587062 for details.
2012
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NEWS IN BRIEF •
AUSTRALIA and New Zealand have each qualified a team for the dressage competition at the London 2012 Olympic Games.
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LISTER Shearing Equipment has a new website at www.horse-clipping.co.uk which is hosting a competition to win a first prize Star or second prize Libretto clipper. Entries close on 3 January.
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BUILDING Trust in Safety has launched an Outdoor Events Health and Safety Pack for organisers of public events, from county shows to open days. The pack includes all paperwork for an event to comply with health and safety requirements. Tel 01939 200 221 or visit www.btsltd.co.uk.
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MERIAL Animal Health’s equine parasitology training programme is newly worth 24 CPD (continuous professional development) points instead of 15, enabling SQPs (suitably qualified persons) to gain almost half their required tally by completing the eight module, online course which is AMTRA accredited.
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WITH the British Dressage (BD) rule requiring competitors to wear up-to-standard hats coming into force this month, dressage riders are looking for ways to augment their new headgear. After all, this sport is all about presentation...Bling is predicted to be the next big thing in hats – matching the sparkles to be found on browbands, of course.
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ZARA Phillips has become patron of the Lucy Air Ambulance for Children, the UK’s first air transfer service for critically ill infants and children. The charity is seeking commercial sponsors to further its scope. Visit www.lucyairambulance.org.uk for details.
EQUESTRIAN TRADE NEWS DECEMBER 2011 11
DIY saddle fitting kit:
d Registered Qualified Saddle Fitters respon Dear ETN, Servicing a saddle that has been correctly fitted should be a regular calendar date and may just require the saddle to be re-balanced to make a huge difference to the horse. A saddle that has settled in its flocking, or a horse slightly slimmer as he has become fitter could mean the rider being out of balance, with The ETN article consequent uneven weight in question. concentration on the horse's back for long periods. It is no wonder he becomes sore and tense. to Unfortunately, RQSFs often find that they are called e muscl ms, proble ioural check saddles only after behav 'back the after and red occur have ess soren and tightness of a person’ has been. Checks on saddles should be part s’ farrier as way same the in e, regim e enanc maint r regula a s mend recom SMS and dentists’ visits are. The maximum of six months between checks, and more frequently for youngsters and horses involved in highintensity work. various British manufacturers produce excellent saddles at using ped develo been having price points; many of them range The SMS. the by owned ment equip testing re pressu horse that s mean ials mater nt of saddles available in differe t budge a within ts emen requir their s discus can s owner saddle a with do’ ‘make with their RQSF rather than two purchased online, which in all probability will not fit QSFs are required to undergo refresher courses every in correctly. The RQSF will advise how to check for years in order to keep up to date with innovations . code ent string the by continuing good fit and ongoing care of the saddle saddling and research. They abide card se of conduct of the Society and carry a membership The new kit is a good idea and hopefully will increa ed s. check saddle r that identifies their qualification and which is renew regula for need consciousness of the (or annually. RQSFs frequently recommend the use of a flexicurve rulequick a but cable) r cooke ical the even a length of electr A worldwide list of current RQSFs is maintained on etre RQSFs of-thumb check is to use a weigh tape with a centim SMS website at www.mastersaddlers.co.uk. Many have scale. are also saddlers in their own right, but if not, they If one very close at hand to carry out any remedial work. Taking care that the horse is not spooked, [the owner the an existing saddle proves to be a really bad fit, then should] firmly but not tightly adjust the tape around can etres. centim in t RQSFs have access to a large stock from which they remen measu the girth line and record . some fit the best saddle for the horse and rider combination Repeat this at least once a month, or more often if or 5cm by es chang figure this If ted. just not expec change can be It should be remembered that good saddle fit is . the of RQSF urs your conto the phone to more, saddle about the physical fit of the horse's back, but also about the way the horse moves Yours etc the under the saddle, and the interaction of the rider with n, fit, ical Ted Boggis, Mike Norton, Sue Norton, Denise Silma horse. Quite often a saddle will be a good techn ke well Wucz nt, Sam differe y, a Birdse under as Dawn h, well as Kirsty Sheat but the horse doesn't go fitting, saddle. This is the advantage of having a good . choice of saddles. All signatories are Registered Qualified Saddle Fitters
A number of equestrian retailers have received an invitation to link their websites to the website of the was producers of the Perfect Fit Saddle Fitting Kit which . issue) mber (Nove ETN in spotlighted e As Registered Qualified Saddle Fitters, we congratulat their rt suppo fully and Scott Clare Albinson and Lyndsey the UK. attempts to further the welfare of ridden horses in ed in The Society of Master Saddlers (SMS) was not involv of some in ed reflect is this and the production of this kit n certai in ding mislea be may which given, advice the cases, and therefore we cannot endorse it. Also, the ing product should, correctly, be called a saddle-fit check kit. fitting kit rather than a saddle te However, this is an excellent first attempt to educa saddle owners of the importance of recognising when their nce insiste The . horse their for ms might be causing proble tial that owners should call their saddle expert if a poten problem is identified is to be applauded. er The saddle expert called should, of course, be a memb ) of the SMS. Registered Qualified Saddler Fitters (RQSF fitting in ience exper years three of have a minimum cal saddles and undergo rigorous theoretical and practi saddle n, rmatio confo my, anato horse assessments in by the faults and fitting. The final qualification is certified erfactur manu only the is and te City & Guilds Institu . independent saddle fitting qualification in the world
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.
12 DECEMBER 2011 EQUESTRIAN TRADE NEWS
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Ride with rhythm
Ready for the Arctic blast...
THESE delightful Rhythm Beads may look like equine jewellery – but are actually much more than that. The brightly coloured strings of beads and bells, with optional pendants, create a gentle, rhythmic jingle as the horse moves. The idea is based on the native Americans’ belief that adorning their horses with shells, beads and bells would calm them, ward off evil spirits – and allow horse and rider to become more harmonious. In the modern context, Rhythm Beads can help riders improve their horses’ tempo, warn birds and animals of a horse and rider’s approach when hacking. They will also provide an interesting, attractive talking point for your customers. Molly Whitlaw, who makes each set of Rhythm Beads individually, is keen that horses get used to the products before being ridden in them and offers plenty of advice on the subject. Retail prices are from £11.99. Molly says she is interested in supplying retailers. t Molly Whitlaw 01425 672347.
BUFF, the original multifunctional headwear specialist, has introduced five new styles to protect your customers against the predicted cold snap. Storm Buff, Hood Buff, Hoodie Buff, Bandana Buff and Polar Headband Buff, each in new prints and patterns, keep the range fresh and make for enticing in-store displays. As ever, though. Buff’s primary selling point is its functionality. Storm Buff (RRP £28) combines Gore Windstopper protection with soft-to-touch microfibre. Reversible for two great looks, the microfibre panel enables the wearer to breathe normally when worn around the nose and mouth while an adjustable drawstring enables easy transformation from neckwear to headwear. Hood Buff (£35), also using Gore Windstopper, offers superb warmth around the head and ears while the neck is protected by two layers of soft, stretchy polyester microfibre. Because Hoof Buff isn’t attached to a jacket, you can see where you’re going when turning your head to left or right – rather than seeing the inside of a hood! Bright and funky Hoodie Buff (RRP £27)is made from Polartec fleece with a built-in double microfibre layer at the neck. Bandana Buff (RRP £22) has a double layer triangle combining warm protective polar fleece with brightly patterned Buff polyester microfibre for style and attitude. It can be worn around the head or neck. Polar Headband Buff (RRP £21), a dual layered headband, has stretchy Buff microfibre fabric backed with the insulating softness of Polartec fleece - a combination that protects and warms the ears while wicking away sweat and moisture. t Buffera 01258 830095.
Winter treats
Think syringes...
THE Likit Winter Selection features three new flavours: Berry Blast, Liquorice and Butterscotch. Designed to be used in conjunction with Likit Stable Toys, the treat blocks keep horses interested and occupied, so helping to alleviate stable boredom and reduce stable vices. The three new flavours are available to the trade in mixed cases of 24 Little Likits and 12 Likit blocks. t Westgate EFI 01303 872277.
BRINICOMBE Equine, the company behind the ‘Think’ supplements range, has launched syringe versions of its Think Calm and Ulcereze powered products. A Prolyte Plus syringe will soon be available too. Think Calm Syringe is designed to help horses maintain an instantly calm approach in every situation from competitions to travelling. Based on a chelated form of magnesium, Think Calm Syringe comes in boxes of three, seven or 36, with respective RRPs of £10.50, £23.00 and £109.95. Ulcereze Syringe has been developed to optimise the horse's digestive environment by helping to prevent acid accumulation and stress reactions. The ingredients help neutralise stomach acid, supporting a healthy gut wall. Brinicombe recommends Ulcereze Syringe as an ideal support for horses on high starch diets and at risk of digestive upset. Boxes of three, seven or 36 syringes have respective RRPs of £19.99, £43.95 and £199.95. t Brinicombe Equine 08700 606206.
Up in flames! BOYS will be boys, so Carrots UK has created a Flames hat cover and riding gloves fun set for chaps who love speed in the saddle. In bold black and red, the stretchy fabric means the cover fits any skull cap, while the gloves are lightweight but offer a good grip on the reins. The Flames collection has an individual RRP of £14 for the hat cover and £13.50 for children’s gloves, £15 for adults’. The set has an RRP of £25 for children or £28 for adults. t Carrots UK 01245 445 362.
My best mate... OCCASIONALLY, one comes across a product that genuinely makes you wonder how you managed without it. Such is the Saddle Mate from W B Stubbs, writes Liz Benwell. Whether going out somewhere with the horse or taking all your kit out to the stables to tack up, Saddle Mate comes into its own. It’s so handy to be able to carry your saddle - plus bridle, riding hat, gloves and grooming tools in the inner space – safely and tidily. And at a show or at home, Saddle Mate means everything can be plonked down securely and cleanly, any time, any place. It’s made in tough Stubbythene moulding in red, blue, green, white or pink. t W B Stubbs distributes through wholesalers.
Classic chic shirts NEW fashion shirts Milano and Toscana from Horka are classy and colourful. Smart with jeans, to dress up or down, to ride in, or to socialize, these shirts are a really useful item to stock. With carefully designed collars and cuffs, elbow patches and contrast fabric, they’re finished with satin for something special. Available now from stock, our photo shows Toscana in pink and Milano in imperial. Contact www.horka.com
Spanish style boots are waterproof NEW Matador Spanish style riding boots from Welligogs have a waterproof, breathable membrane for comfort in the saddle and on foot. Made in soft, water repellent leather, they have a removable instep support and thermo rubber sole. The Matador is said to keep feet warmer in winter and cooler in summer than ‘normal’ boots. The RRP is £200. t Welligogs 01785 662277. 14 DECEMBER 2011 EQUESTRIAN TRADE NEWS
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Keeping it in the family The equestrian industry has a wealth of family businesses. DEBORAH HAYWARD meets some of them and finds out how they live and work together.
T
he equestrian trade is full of family businesses, with some companies boasting three or four generations working together.
Walsall sales manager Craig Evans (left) joins Abbey England family members (left to right) Richard Brown, Jane Kane, Gregory Brown and Peter Phillips to promote the business at BETA International.
Abbey England, supplier of saddlery workshop materials, is a prime example. Its founder, Gerald Brown, and his wife, Yvonne, hold the honorary position of joint chairperson 30 years after setting up the business, while their grandson Gregory has spent the past 18 months learning about the manufacturing side. The couple’s extended family includes their son Richard, his wife, Louise, daughter Margaret and her husband, Peter Phillips, daughter Ellenanne and her husband, Richard Pickering, and daughter Jane Kane. Together, they have developed a highly successful business that has continued to grow, with key acquisitions along the way. “We believe that being a family www.equestriantradenews.com
business is a positive selling point,” said IT and marketing director Peter Phillips who previously worked ‘outside’ in the private and public sectors. “We have always resisted strict roles and positions, which has meant that we have overlapped. But, as we have grown as a company, we have had to develop more of a structure, with a corporate image combined with family values. “Working for a family means there are always family considerations to take into account, as well as business ones - so negotiating skills have to be good.” You would imagine that tensions can sometimes arise when a family works together all day, every day, but apparently this does not happen with the laidback bunch at Abbey England. “Of course, we do have disagreements, but rarely anything major,” explained Peter. “We have all come from different backgrounds and brought different things to the business and that diversity has helped.” Members of this family firm take work home with them, have conversations about it over dinner and, as if seeing one another every day isn’t enough, they love to socialise together. “We even tried going on a large family
It’s why you set up a business in the first place – to look after your family. holiday, but that won’t be repeated,” said Peter. “We shut the business for a week and had to work until nine or ten at night the week before to make sure we were up to date with orders and we
[Our son] isn’t about to run off and start up on his own. were all so shattered it was the Wednesday of the holiday before we began to relax. “When we got back to work after the week, we had to work until ten to catch up! It wasn’t helped by the fact that all our wives had either just had babies or were pregnant!” Business at Abbey England has been an important factor in the children’s upbringing. Gregory, the latest family recruit, has always been fascinated by the production side and, after completing his degree, decided to join the company. “If economic circumstances had allowed, it would have been nice for him to have got a job elsewhere so that he could bring the skills back,” explained Peter. “But, as it was, there weren’t that many around. You can go down and see him in the workshop with his overalls on, doing some actual work and getting his hands dirty, and he’s also learning about the business side of it.” Although Gregory is the latest of the Abbey England children to take his place in the firm, Peter is encouraged to hear that his youngest son, Martin, is showing an interest. “It would be lovely for one of ours to come into the business, but it’s very much their decision,” he said. “If we couldn’t afford to take our children on, we couldn’t have done it, but this is why you set up a business in the first place – to look after your family.”
EQUESTRIAN TRADE NEWS DECEMBER 2011 15
Retailers Alan and Margaret Little work with their two sons, Carl and Mark, who both joined the family’s country sports and outdoor clothing business, Alexander James, of Pendlebury, near Manchester, straight from school. “The boys were only babies when we set up the businesses in the Seventies,” explained Margaret. “They have learned the trade from us and, although they did go to college for a while to learn some aspects of tailoring, most of their skills have come from my husband. “We have a shop with a factory above where we work side-by-side with our sons and we are so very proud of them. We also consider ourselves very lucky to see our children every day, as some people don’t see theirs for weeks and weeks because they live all over the place.”
Being presented with a Best Rural Retailer Award five years ago for their company, Alexander James, are the Little family – Mark (left), Alan (centre), Margaret and Carl (right)
Shrewd business acumen, a range of extra services and an export programme help to keep the firm nicely afloat. “The Americans like the English tailoring and they like dealing with a family business, so we have been building up the export side of things,” said Margaret. “We have just come back from Virginia, where we are supplying a big store with some of our items.” Mark and Carl – whose middle names, Alexander and James, were used to name the store – have accompanied their father on his overseas trips and brought new ideas to the table. “We are happy for them to try new things and they have the ideas and the energy,” said Margaret. “We let them work in all areas of the business to see what they think. One day, we will step aside and they will take over.” Fellow retailers Bob and Cathy Judd, of Juddpurs Saddlery, Halesworth, Suffolk, are preparing their son Gary for a career in the family equestrian business. “He came to work for us two years ago and has just done the first bit of his Master Saddlers foundation course,” said Cathy. Employing a family member in the business that Bob set up 20 years ago
Cathy, Bob and son Gary, of Juddpurs Saddlery, enjoy working and playing together. Here they are enjoying the BETA golf day.
makes sound sense. “We have the loyalty there, as Gary is not about to run off and start up on his own,” explained Cathy. “He also runs the shop when we are not around. We are all keen golfers and we can now go away on golfing weekends sometimes.” Cathy believes that being a family business is very important to the shop’s customers. “They have come to know us all personally and they know they are guaranteed a high standard of care,” she said. “If Gary does something wrong, they know Bob will come down harder on him than we would on a normal employee.” Gary had originally planned a career in the armed forces, but a weak back proved too much of an obstacle, so he decided to cut his losses and approached his parents for a job.
There is no right of access through family connections. “When he originally told me about his idea, I hadn’t been too sure, but he has proved me wrong,” admitted Cathy. “He really enjoys it and the customer feedback has been great. He brings lots of new ideas and helps out with the computers. “Bob had always thought that our daughters, Natasha and Gemma, might work for us, as they were horsy but, when they went their own way, he felt there was no other option but to close down the business on retirement. Hopefully, touch wood, he won’t have to do that now.” When Malcolm Ainge set up Shires Equestrian with only £200, he had no
16 DECEMBER 2011 EQUESTRIAN TRADE NEWS
idea of the large family equestrian enterprise it would eventually become. Today, he employs his daughter Louise as marketing manager, son Stuart as purchasing director and nephew Marcus Cridland as sales and marketing director at the company, in Leominster, Herefordshire. Stuart divides his time between there and the Shires factory in China, where he oversees manufacturing. “There is a huge amount of loyalty in a family business,” said Malcolm. “We all have words occasionally but, because of the relationships, we get over it and get on with it. Probably the person that suffers most in the business is my wife because everyone goes home and complains about me to her. “Having said that, we all get on reasonably well and the frightening thing is that I could walk out tomorrow and it would still go well without me, which is as it should be.” Working in the family business is a great way for the children to learn the ropes and it is something that Malcolm’s have done since they were small. “They used to come and do jobs when they were in their teens,” he explained. “Both Stuart and Marcus have been to college and got a really good grounding by growing up through the business, far better than the university graduates we’ve interviewed who come in green, expecting to earn a lot of money, with no sense of a working life whatsoever.” Malcolm believes that family firms are best suited to the equestrian industry. “The equestrian trade has had a number of big businesses try to muscle in and it has never really worked for them because I think maybe the dynamics of this sector don’t favour big business,” he explained. “Family businesses are more flexible and there’s a much higher degree of loyalty and a far friendlier environment.”
Shires Equestrian is a real family concern, with (left to right) Malcom Ainge, his son Stuart, daughter Louise and nephew Marcus Cridland driving the business forward.
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Paul and Sherry Belton’s Walsall-based family business, Albion Saddlemakers, is founded on mutual respect, with each member bringing their own specialist knowledge and skills to the mix. Their daughter Annie, 27, is now the company’s marketing officer and son Richard, 40, is a qualified saddler who is involved in lecturing and problemsolving. Albion was formed in 1983 after Paul sold his previous company, County Saddlery, and he and Sherry have worked hard to set in place a thriving saddlery business with an international reputation. They rarely switch off from their work and can often be found discussing the latest developments while still in bed at their Shropshire farmhouse. “Six o’clock in the morning, in bed over coffee, and we are discussing work that was emailed in the night,” said Paul. “I’m only just getting my eyes open. Then, we are discussing our six horses at 10 o’clock at night.” The Beltons’ enthusiasm for the equestrian industry is clear. “Working with horses is a labour of love,” said Paul. “If I didn’t need to work, I would choose to work with horses and my family.
Sherry and Paul Belton often discuss Albion business while still in bed.
“We never expected our children to come into the business and we have two others that are nothing to do with it. Annie and Richard are both ambitious and they do have talent, but any steps up the ladder will be earned. There is no right of access through family connections. “There are 60 people working here – that’s 60 families who depend on us for their future, their work prospects and their incomes. They have been very loyal www.equestriantradenews.com
and supportive, a really good team and that puts Sherry and me under an obligation, so I think it is only fair and reasonable that anyone who is elevated to manager or director status earns it. And, having spelled that out to Annie and Richard, they, in fairness, have rolled up their sleeves and done the job.” The next generation plays a vital role in Dodson & Horrell, the feed company established by Claude Horrell and Winifred Dodson in the 1930s. Claude’s sons, Richard and John, who play a key role in the company, were thrilled to welcome their own children on board, although John stresses that this move is something that should not be taken lightly.
A portrait of Dodson & Horrell founder Claude Horrell looks down on his two sons, John and Richard and their children Samuel and Anna.
“It’s important that they gain a good understanding and have the capabilities to take a meaningful role in the future,” he said. “The opportunity to work outside might sometimes be more attractive and to join a family company should not ever be considered as an easy option. Unless they have a real passion to lead the company forward, ultimately they will let down both the shareholders and the employees, but a long-term and successful family continuation can be both fulfilling and rewarding.” Richard’s daughter, Anna, is a solicitor who looks after the company’s legal matters while John’s son Samuel is responsible for marketing and product development. “We are fortunate that they will have the support of a strong and capable board to assist them and contribute to the running of the business,” said John. “It will be extremely rewarding for the older generation to see the enthusiasm of the young breathing new life into the company.” Another young gun returning to make his mark on a family business is 25-yearold Alex Barton, who is now working with his parents, Carolyn and Tim, at Wadswick Country Store, near Corsham, Wiltshire.
Tim and Carolyn Barton have been joined by son Alex at Wadswick Country Store.
“He went to university to do a degree in business studies and has been with us for a year,” said Carolyn. “We are also expecting that his sister, Joanna, will eventually leave London and come back to work with us.” Tim and Carolyn set up shop 20 years ago, selling potatoes, barley and oats from their farm door. “There was no intention of growing the business into what it is today – it just sort of happened,” said Carolyn, with a laugh. “It is a big store, based on our family farm, and we have 30 members of staff, including part-timers. I do all the buying, work on the shop floor and even clean the loo. Tim takes care of the feed side of things – we are arable farmers as well and have crop-drying and green-energy businesses, and we wholesale grain, selling it to feed manufacturers.”
We consider ourselves very lucky to see our children every day. Alex’s presence in the company helps Carolyn and Tim with the daily routine, as well as equipping him with skills for the day he might take over. “He has qualified as an HGV driver and can now deliver the horse feed, as well as learning the business with me and his father,” said Carolyn. “We are really pleased that our children will join us. Otherwise, what are you working for? You are doing it for your family.” • More family businesses to follow in ETN.
EQUESTRIAN TRADE NEWS DECEMBER 2011 17
2012 and all that At 2012 dawns, Ken LyndonDykes ponders the potential of the ‘Olympic effect’ on our industry.
A
British dressage team heading the scoreboard above Germany and the Netherlands was once beyond our wildest dreams. Yet it happened at this year’s European championships. So just imagine the influence on the equestrian industry if this remarkable success was to be replicated at the Olympics across the disciplines. Winning – especially when the victory is somewhat unexpected breeds new and revives existing interest in a sport. If the Brits manage to pull off a notable haul of Olympic medals in the equestrian events, I predict the industry will benefit from a real surge of new
riders. Over the years, a great deal of money and effort has been invested by the trade in encouraging more people to take up riding. The results have been moderately successful with the biggest put-off still being the perception that ‘riding’ and ‘horses’ are for the ‘upper and middle classes’. Considering that 90% of the population considers itself to be ‘middle class’, this theory is somewhat flawed! Even a virtual one-man success produces new involvement in a sport. How many children were interested in tennis before Tim Henman’s star rose? And have been further encouraged by Andy Murray? A fair number!
How much more popular is golf in Ireland since Rory McIlroy became the youngest player to win the US Open in 88 years? Much has been written about the ‘legacy’ that will remain after the Olympics but this has largely been measured in terms of facilities. I believe that the potential involvement of thousands of people in hitherto unexplored sports will be a spin-off of at least equal magnitude. It’s costing the UK a huge sum of money to mount the Olympic Games. I would like to suggest – no doubt following in the footsteps of economists more qualified to comment than me – that the short term benefits will be easier to analyse than those that are mid or long term. Unlike Bejing which was little known to the outside world pre 2008 Olympics, London hardly needs to raise its profile as a world city. However, the fact that London is already a tourist attraction of the first order surely means considerable numbers of visitors from overseas can be expected to extend their stay to take advantage of what the capital has to offer. We can also expect tourists to visit other parts of the country that do the best job selling their wares. It looks as though tickets for the Olympic equestrian events will be a sell-out, judging by the fact that not one of my friends who applied has been successful. This includes – I’m pleased to say - those in the equestrian Paralympic categories in which we have an excellent record. Logically, this should mean that thousands of equestrian-minded visitors from abroad will be coming to this country, presenting an excellent opportunity to demonstrate some of the expertise and excellence available in the UK equestrian industry. We excel in the production of the top-end-of-the-market saddlery and this is the sector of the market where I believe we should target our efforts. Trying to compete on price with some of the saddlery turned out in China is nothing less than a waste of time and effort. And if UK horse owners are sometimes reluctant to pay for quality, it’s less prevalent with buyers from abroad. I’d also like us to sell training and
William Fox-Pitt in action at the stage setting Test Event in Greenwich earlier this year.
education. Since instituting its saddle fitting qualification – the only non-commercially linked assessment in the world - the Society of Master Saddlers (SMS) has revolutionised the provision of saddle fitting services in this country. The SMS’s influence already extends around the world and I’d like to see bookings for the Overseas Saddle Fitters’ courses increasing post-Olympics. An edition or so ago, an ETN feature paid tribute to the excellent work undertaken by Mark Romain at the Saddlery Training Centre (STC). The UK, led by the STC, backed up by Cordwainers - and with excellent introductory courses available at the Cumbria School of Saddlery among others - has the best saddlery training in the world. The STC already attracts reasonable numbers of people from abroad and the Olympics is surely the time to build on this good start. Years back, leading riders all round the world wanted UK-trained grooms. That was largely in the days of the ‘old’ version BHS examinations. I’m conscious that we no longer achieve quite the same status these days – possibly because courses and qualifications tend to be very diverse and not necessarily readily identifiable. I work with several training providers and am aware of some of the excellent work undertaken. One such, Hadlow College based in Kent, is justifiably graded ‘Outstanding’. Hadlow is heavily involved in the ‘post Olympic legacy’ at Greenwich. I hope this and other centres of excellence will look to extend their existing international involvement and succeed in attracting additional students from abroad. Let’s widen our goals - and score heavily.
About the author Ken Lyndon-Dykes is a saddle designer, Society of Master Saddlers' Qualified Saddle Fitter and former international three-day event rider. 18 DECEMBER 2011 EQUESTRIAN TRADE NEWS
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Abbey Bits and independent bitting clinician Hilary Vernon looks at how bitting concepts have changed over the years while the bit remains...
The key to the horse’s mouth H
istorically, horses were a mode of transport and a necessity. Consequently, you could say they were worked and fed more naturally. There were no high energy feed stuffs packed with calories and sugars, no modern rugs making the horse so snug it doesn’t use an ounce of energy to keep warm. There were hours of work each day, so that the horse was naturally fit and utilised its energy, interspersed
Spending £1,000 on a saddle and yet only £20 on a bit is not realistic.
with proper holidays when horses were allowed time off mentally and physically to rest and recover and then brought back into work and fittened well for the work to be done. Bitting has seen many positive changes, however. For instance, we now know more about the conformation of the horse and in particular the mouth. From this has grown a realisation that using well balanced, well made bits is very sensible. We also know that spending £1,000 or more on a saddle and yet only £20 on a bit is unrealistic. The negative side to modernisation is there are some very poorly made bits on the market - and this applies to the cheap and the more expensive categories. Some of these bits lack balance and
A horse that’s evading an uncomfortable bit cannot relax into his work.
Mouth bruised from pinching bit.
have no particular theory behind how they work or how to use them. Whereas once the choice was between a single jointed snaffle, the double bridle or a
Pelham (unless your horse was a carriage horse), there are now many more options. However, the traditional bitting values are well worth maintaining.
Always buy (or stock) a bit that looks well made and appears symmetrical to the eye. The bit should feel comfortable to handle; if you don’t like the action, neither will the horse. Place the bit between the palms of your hands and move it around. Imagine that your palms represent the horse’s tongue and the roof of his mouth. Then ask yourself, how does it feel? Would I like this bit in my mouth? A retailer should have a good idea of how a bit works so you can assess if it’s going to be comfortable for a given customer’s horse and give him the right signals. Finding the right set of bits for each customer is critical. The aim is to help them communicate effectively and humanely so that their horses can relax into their work. Only when the horse can swallow freely and be comfortable as he progresses with his training has the right bit been found.
GOOD BITTING SHOULD
Only stock bits that appear symmetrical to the eye.
Jointed elevator
Four ring Dr Bristol
• Create comfort • Be tailored to the individual equine
• Improve communication • Encourage acceptance of contact
• Follow the Scales of Training
(relaxation, rhythm, contact, impulsion, straightness and collection).
Dalehead lozenge
Bitting solutions unlimited With more than 200 different bit patterns in stock and the ability to meet demand, leading wholesaler Abbey can help retailers follow bit trends by supplying specialist bits in a wide variety of sizes. The vast range includes snaffles, gags, Pelhams, double bridles, driving bits, and hackamores. Bits are available in various materials including copper, stainless steel, sweet iron, rubber and vulcanite. Also available from Abbey is the Hilary Vernon bit range. Informed Designs is made up
20 DECEMBER 2011 EQUESTRIAN TRADE NEWS
of English bits designed to complement the conformation of the horse’s mouth to improve comfort and communication to promote effective and humane control. The range is inspired by the theory that a comfortable horse will be a more relaxed horse and therefore a less resistant horse. The range includes snaffles, Pelhams, doubles, Daleheads, Liverpools and Butterflies. A variety of mouthpieces on these families of cheeks offers a wide choice for
effective bitting for many individual horses and ponies. Abbey Bits are made in the UK. Available to the trade with no minimum order requirement, this collection represents quality and innovation from a supplier specialising in traditional and unusual bits. Abbey also owns the famous Kangaroo bit brand and plans to re-introduce the popular range, made in special, equine-friendly alloy, in the future. t Abbey England 01565 650343
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Welcome to ETN’s guide to upcoming shows, events, training courses and conferences of interest to the trade.
AESE Roadshow: 7 December AESE (Advancing Equine Scientific Excellence) is a new initiative between the British Equestrian Federation (BEF) and the British Society of Animal Science (BSAS). It aims to improve the way in which the horse industry integrates with academic establishments. The inaugural AESE Roadshow takes place at Warwickshire College, Moreton Morrell. Students, lecturers, tutors and researchers will be able to find out how to collaborate to carry out research projects which the horse industry needs. AESE helps to deliver the aspect of the London 2012 Equestrian Legacy Plan which refers to the linkage between sport, industry and the academic world. The setup funding for the Roadshows has been supplied by Alltech, and administrative support funded by BEF and BSAS. For more information visit www.bef.co.uk
Royal International at Hickstead: 17-22 June NEXT year’s Longines Royal International Horse Show has been brought forward a week to avoid a clash with the London Olympic Games (27 July 12 August). “With the FEI Nations Cup series nearing its conclusion at Hickstead, there will be much to play for and we expect competition to be as fierce as ever,” says the showgroound’s director Lizzie Bunn. The course designer for Hickstead is Bob Ellis, who will also design the Olympic course at Greenwich. The British Jumping Derby Meeting will retain its usual spot (20-24 June), while the All England Jumping Championships, Hickstead’s new national show, takes place on 6-9 September.
BETA ‘wormer’ courses for 2012
Olympia: 13 – 19 December OLYMPIA, The London International Horse Show attracts around 80,000 visitors. This year’s line-up of displays includes the return of Lorenzo, The Flying Frenchman (pictured) and the Lusitano Quadrille from Portugal. The first day, the Tuesday, features grand prix dressage – but without any tradestands being open. Olympia’s Shopping Village, a popular last-minute Christmas shopping destination, is on two levels with more than 200 stands. New for this year is an extension of the village into the O2 Gallery, making room for 16 extra stands. For stand availability, contact Tanya Bicknell tel 01753 847900 or email tanyab@hpower.co.uk
Trade openings and amends ETN’s Outlets column tracks newly opened retail outlets and those with changed details. NEW The following are new outlets, or new to us:
BETA International: 19-21 February HELD at the NEC, Birmingham, this is the world’s leading trade fair for the equestrian, country clothing and pet product markets. Exhibitors offer a huge range of new brands, designs and innovations, all under one roof. View latest lines in the Redpin Publishing New Product Gallery, autumn/winter clothing collections in the Puffa Fashion Show and products put through their paces in the Sherwood Forest Horse Demonstration & Seminar Arena. Newscaster Alastair Stewart heads an exciting line-up of guests to celebrate London 2012. For further information, log on to www.betaint.com or telephone Clair Leachman on 01937 582111.
2012 19-21 February 2012 NEC, Birmingham, UK
HOW TO GET LISTED ETN welcomes submissions to What’s On from all organisations, commercial companies, shows and events. Please include your dates, venues, contact details and why your fixture/event/training is of interest to the trade. www.equestriantradenews.com
A SERIES of courses to qualify to sell animal medicines such as wormers as an Equine and Companion Animal Suitably Qualified Person (E-SQP) will be run by The British Equestrian Trade Association (BETA) next year. BETA Members are entitled to considerable discounts on fees. All courses are at Lantra House, Stoneleigh. Before enrolling, candidates must register as a student with AMTRA (Animal Medicines Training Regulatory Authority, tel 01359 245801) Each course comprises two days’ training followed by an examination. The dates are: 17 and 31 January with exam on 1st February; 6 and 13 March with exam on 20 March; 17 April and 1 May with exam on 2 May; 19 and 26 June with exam on 3 July; 4 and 18 September with exam on 19 September; 16 and 30 October with exam on 31 October. More details from BETA on 01937 587062.
Cirencester Saddlery, The Old Kennels Workshop, Cirencester Park, Cirencester, Glos, GL7 1UR. Tel 01285 885454. Additional shop to Stroud Saddlery.
Hill Leather Work, 23 Hardwick Avenue, Skegby, Notts, NG17 3BX. Tel 07504 980751.
CHANGES The following have amended details:
Alison’s Equestrian & Pet Supplies, Unit 4, Yaxham Road Ind Estate, Dereham, Norfolk, NR20 3TR. Tel 01362 690692.
Bromford Country & Equestrian has moved to Ash End House Children’s Farm, Middleton Lane, Middleton, Nr Tamworth, Staffs, B78 2BL. Tel 0121 329 3006.Tel 01635 254091.
Manefaire, 40 Glasslyn Road, London, N8 8RH. Tel 07976 623533.
Hamstead Growers has moved to Ball Hill Stores, Ball Hill, Newbury, Berks, RG20 0NU.
Tack & Feed, 247 Blackburn Road, Egerton, Bolton, BL7 9SN. Tel 01204 309896.
The Barn Shop has moved to North Road Farm, Ermine Street, Arrington, Royston, SG8 0AB.
EQUESTRIAN TRADE NEWS DECEMBER 2011 21
• Andy Haines, who co owns Redpin
Publishing with his wife Sara, was newly elected to the BETA Council at the trade association’s AGM in October. Redpin Publishing has provided publishing and media services to the equestrian sector for 18 years. Andy served in the Royal Navy and was a full time fire fighter with Wiltshire Fire Brigade. In addition to his directorship at Redpin Publishing, he has been a consultant to companies involved with healthcare, kitchens and bathrooms, childcare and equestrianism. “I’m excited about the prospect of serving on BETA Council and exploring ways of helping members to get through these economic times by using the skills and services available to them through their BETA membership,” said Andy. He is also chairman of the south west regional Hoof project. Part of the Olympic legacy initiative, its objective is to get new and lapsed riders participating in the sport.
• International film actress
Susan George owns and runs a stud farm called Georgian Arabians in the Exmoor National Park. Keen to take the natural approach, she has her own brand of therapeutic products for horses, Susan George Naturally, made using pure plant oils. The natural parasite control product Verm-X is widely used on her stud too. Susan is pictured riding Aktor.
• Professor Pete Borriello is the new chief executive of the
Veterinary Medicines Directorate (VMD), an executive agency of Defra which is responsible for ensuring the safe and effective use of veterinary medicinal products.
• Bauer Media, owner of the Your Horse and Horse Deals brands,
has appointed Emma Bedford as associate publisher. Emma has worked for the group for more 20 years on titles such as Motor Cycle News, Angling Times and Trout & Salmon. A keen horsewoman, she grew up on the Fitzwilliam estate where her father was kennel-man for the hunt. Emma was a member of the Pony Club and later team chased with the Frogmarchers. She is assisted at Bauer by new head of commercial Ben Ferguson who has been with the company for four years working on the angling titles and before that at Yell.com.
• TWO graduates from the Royal
Agricultural College have joined Redpin Publishing. Briony Simpson, 21, (pictured left) who has an honours degree in International Equine and Agricultural Business, has been working as regional sales manager for Ridgeway Rider and East Anglia Rider magazines since July. Claire Riley (24) joined the company in October as regional sales manager for All Horse and Welsh Rider. A show jumping and dressage competitor, she has been training horses in Africa and America and has an honours degree in Equine Management. • Redpin Publishing offers graduates the opportunity to gain experience in the work place via its work experience placement scheme. Interested parties should contact Sara Haines tel 01380 730888.
• Michelle McKenzie has joined the customer sales and service
team at IV Horse. Her role involves offering retail customers an additional point of contact for IV Horse queries and product ordering. Michelle has previous experience of working with horses.
• As the stars of Downton Abbey filmed the Christmas special at Highclere Castle, the estate also hosted racing’s elite as Highclere Thoroughbred Racing (HTR) paraded 16 young racehorses for potential owners to view. Pictured, from left, are Harry Herbert, managing director of HTR, football guru and prolific racehorse owner Sir Alex Ferguson and top jockey Hayley Turner who mingled with the likes of sports stars Barry McGuigan and Denise Lewis and actor Nathaniel Parker. The average cost per horse with HTR varies from 80,000 to 200,000 guineas. Each syndicate has twenty shares available with prices from £11,950 up to £46,950. 22 DECEMBER 2011 EQUESTRIAN TRADE NEWS
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HEMP:
the new must-have ingredient? As GWF Nutrition makes the bold move to switch from soya to using in hemp in its feeds, ETN finds out why... GWF Nutrition has removed the ingredient ‘extracted soya bean meal’ from all its equine and camelid [for camels] feeds. The issue of genetic modification was the instigator of this change, but it also coincided with the feed company’s trial work which was being carried out with ‘hemp seed meal’. Hemp seed meal is a by-product of hemp oil and hemp protein extraction for the human food market. Both the oil and protein are very high in quality and are sold as specialist oils and foods.
Stephen Tucker: the content and composition of the Omega 3 fatty acids present in hemp oil caught his attention.
The Omega balance... Essential fatty acids such as Omega 3 have been the subject of extensive research across many species of animals and people, and have been found to be very important for overall health. They are essential for the normal functioning of brain activity, growth and development. Symptoms of deficiency have been linked to low attention spans, mood swings, anxiety, fatigue, dry and itchy skin, poor circulation and other chronic problems caused by low level inflammation, such as heart disease, rheumatoid arthritis, diabetes and irritable bowel syndrome. Too much Omega 6 in relation to Omega 3 in the diet has been shown to be pro-inflammatory which is why a ‘total’ feed balancer needs to address this nutritional aspect as well. The inclusion of hemp seed meal has allowed GWF Nutrition to achieve this better nutritional balance in products that are ‘Guaranteed Non GM’, says the company
Equilibra 500 plus Omega 3 feed balancer: now a soya free formulation.
GROWN IN THE UK “What really interested us was the content and composition of the Omega 3 fatty acids that are present in the hemp oil,” said Stephen Tucker, managing director at GWF Nutrition. “The hemp seed meal by-product provides a combination of oil, protein and soluble fibre, all of which are ideal for horses and alpacas. The soya bean meal was only included as a source of high quality protein.” Until April 2011, GWF Nutrition had used ‘Identity Preserved Non GM soya bean meal’ as the main protein source in its products. However, a problem arose when the previous four GM analyses on the soya the company was using had shown the presence of genetically modified material, albeit at low levels. This indicated that contamination was occurring in transit and the ‘Non GM’ statement on the bags was not totally true. “The level was below the industry tolerance of less than 0.9% adventitious [added from an outside and/or unexpected source] material,” said Stephen. “To most of our customers this was not important; however it’s always our wish to keep everyone happy including those who run ‘Non GM’ and organic stables. “Our trials with hemp seed meal at our research and development unit in Devon had gone very well over the previous six months so the decision was made to make our products truly ‘Non GM’ by removing soya from our formulations. “The use of the hemp seed meal not only replaced the soya protein but improved our formulations through the addition of the Omega 3s – and all without any increase in price.” t GWF Nutrition 01225 708482.
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Extracted soya bean meal is imported into the UK primarily from South America because of the GM issue. In the USA, more than 95% of soya beans grown are genetically modified so no ‘Identity Preserved-Non GM’ comes from there. All the hemp seed meal GWF Nutrition now use is grown in the UK and, like the oats and sugar beet pulp that are other main ingredients, is sourced nationally. Stephen believes this is important in terms of health
because it means that the chances of the feeds containing any ‘exotic’ antagonists – such as mycotoxins from moulds – are almost completely eliminated. “Horses that exist within these islands have developed natural immunity to the challenges that occur within the same environment,” he said. “An invader from elsewhere, imported in a feed material could pose a much greater challenge to health.”
Price freeze GWF Nutrition has now scrapped its plans for a price increase that was due on 1 January. Equilibra 500 + Omega 3 will remain at the launch RRP of £23.99 per 20kg bag. The feed balancer is said to be suitable for all types of horses and ponies in a variety of workloads.
EQUESTRIAN TRADE NEWS DECEMBER 2011 23
A WINNING DISPLAY
Council welcomes new members AT BETA’s AGM in October, the following members were elected on to the council: Nikki Newcome, of Bliss of London. Andy Haines, of Redpin Publishing.
Safety course proves a hit in Scotland Speedgate Enterprises took the honours at the BETA Lorinery Display competition.
Lady Harriet Milnes Coates presents Ashley Hollands with Speedgate’s award.
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peedgate Enterprises is the winner of the BETA Lorinery Display competition. Ashley Hollands, managing director of the retailer based in Longfield, Kent, collected the award and £200 prize on behalf of his team from Lady Harriet Milnes Coates, of the Worshipful Company of Loriners, joint organiser of the initiative during the BETA Autumn Conference. The company was selected by judges and secret shoppers. “A great deal of care and thought had gone into the display, which would promote good sales, stock control and the customer experience,” they said. “The display showed the competition’s information board alongside the bits, which were arranged in the families of bitting. It was neat, tidy and well-lit – making finding any bit easy and logical. Most importantly, Speedgate’s display provided a focal point from which to assist customers with their lorinery selection.” Speedgate’s winning display was the handiwork of retail assistant Jenny Cook and store manager Louise Bristow, who each reported an extremely positive response from customers. The competition was open to all members of the UK equestrian trade and designed to encourage informative, attractive and functional in-store displays. 24 DECEMBER 2011 EQUESTRIAN TRADE NEWS
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ETA’s first safety course in Inchture, Perthshire, was the first in Scotland for many years and it was voted an overwhelming success by the 18 member and nonmember retailers who attended – one even flew in from Northern Ireland. The day, organised in response to requests for a course in the region, saw delegates learning the theory and practice of fitting hats and body protectors. “We have tried in the past to run safety courses in Scotland without much success,” said BETA executive director Claire Williams. “This year, following interest from a couple of members, we contacted retailers in Scotland, resulting in the support we needed to go ahead. “I think the way in which BETA promotes the value of having trained staff and the retailers’ need to offer better customer service might be partly responsible.” Jacqueline Baird, of Central Saddlery, Falkirk, came along to the course to brush up her own knowledge. “I have been selling hats and body
protectors for many years, so treated the day as a refresher course to verify what I was doing was correct and I was relieved to find it was,” she said. “It was good to see so many different manufacturers’ hats and body protectors all under one roof and to have the chance to speak to the other retailers. All in all, it was money well spent!” Emma Haley, of Mad4Ponies, an Internet and mail-order retailer, was so impressed with the course that she has set the wheels in motion to revamp her website to provide better hat and body protector fitting advice to her customers. “The whole day was great and Michael Whitlock, a consultant A&E surgeon who spoke about the medical side of things, gave us so much good advice and information. He really provided me with a lot to think about. As we sell hats on line – and lots of people choose to buy them on the Internet – we really need to give as much fitting and safety advice as possible to our customers.”
CONTACT TINA ROGERS AT BETA:
Tel: 01937 587062 Website: www.beta-uk.org or email us at tinar@beta-int.com Stockeld Park, Wetherby, West Yorkshire LS22 4AW www.equestriantradenews.com
Not to be sniffed at... Horses are affected by allergies, but care is needed when detecting the source, says Dr Teresa Hollands.
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here are distinct reactions horses get depending upon the type of allergy they
have. For example, if he is allergic to hay dust, he may develop respiratory problems; if he is stung by a wasp and is allergic to wasp venom, then he may come out in lumps and have trouble breathing; if he is allergic to a drug, he may also develop breathing problems, have an increased temperature and even develop anaphylactic shock. Another example is hives or urticaria [hives that persist for several months], and it’s often difficult to diagnose what’s triggered them.
In real life, they call it friendly fire. In the horse’s body, it’s called an allergic reaction. Hives are large, itchy red bumps on the skin that can appear anywhere on the body as a result of the body’s reaction to factors such as certain foods, pollen, drugs, insect bites, cold, heat, light or emotional stress. The release of histamine from mast cells in the skin causes the hives to form. An allergy is an adverse immune reaction to a protein (called an allergen) in the horse’s environment. This allergen is normally harmless to the non-allergic horse. Think of the horse’s body as a weapon. The immune system is a machine of war, ready to take on invaders; it has its own internal affairs department, it can identify cells which are infected with viruses and which are in the process of becoming tumours. www.equestriantradenews.com
Hives can be the result of the body’s reaction to foods, pollen, drugs, insect bites, cold, heat, light or emotional stress.
However, like all armed forces, the immune system can make mistakes. In real life, they call it friendly fire. In the horse’s body, it’s called an allergic reaction. In its allergic mode, the horse’s immune system misidentifies an otherwise benign protein substance as harmful - and attacks it. This can cause any of the symptoms described above, or it can lead to failure of the organ that the immune system is supposed to protect.
Is intolerance the same as allergy? No! Intolerance reactions are non-allergic hypersensitivity reactions which do not involve the immune system. There are different types of non-immune reactions to food. The most obvious example is simple toxicity. All reputable feed manufacturers test cereals and forages for mycotoxins before using them.
True food allergy True food allergy is less common than popularly believed. Professor Derek Knottenbelt at the Third International Conference on Feeding Horses, (Northants, 2000) noted that ‘allergies due to feed are fortunately rare;
diarrhoea suggests that the allergic responses also affect the intestine and therefore we generally assume that the allergen is in the food.’ As a number of conditions resemble allergies but do not involve the immune system, it’s not always easy to diagnose an allergy. In the case of a mild allergy, tests may not be necessary and the vet can base their diagnosis a horse’s clinical history and a physical examination. However, certain laboratory tests are suggested when the allergy is severe. A clinical immunologist usually performs tests such as blood cell counts and nasal smears.
Would an allergy cause excitable behaviour?
suggest they talk to their vet who will consult a nutritionist and put together an elimination programme. This involves removing all the potential dietary allergens and then introducing them one at a time over a period of time. Hay, grass and hedgerows as well as cereals - contain proteins which might be potential allergens. Bran, wheat, barley and oats have been implicated in food sensitivities in the horse; it’s the proteins in these cereals which are responsible for the reactions. Remember too, that fat (oil) and carbohydrates (starch, sugars, cellulose) are not allergens and cannot under any circumstances cause an allergic response in the horse. It would be very dangerous if a vital nutrient such as glucose, which is needed for the brain, was to illicit an allergic reaction. • This is an extract from the full article by Dr Teresa Hollands which can be read at www.dodsonandhorrell.com
About the author Dr Teresa Hollands is a nutritionist at Dodson & Horrell and specialist lecturer in Animal Nutrition, School of Veterinary Medicine and Surgery, University of Nottingham. Dr Teresa Hollands with canine friend.
In people, the effects of food allergies on the central nervous system is a controversial area, but have been linked to migraine and hyperactivity. Normally an increase in excitability in horses is a response to excess calories in their diets, especially those provided by fast releasing energy sources. Reducing the calories reduces the excitable behaviour. If a customer believes their horse has an allergy to feed, EQUESTRIAN TRADE NEWS DECEMBER 2011 25
For sensitive souls... ETN highlights some products that aim to avoid aversions such as allergies and intolerances. Keeping it Clear
Catering for intolerances
A DRY, dusty autumn meant we saw an early onset of the respiratory stress more often associated with winter stabling, says Kate Jones BSc Hons, senior nutritionist for NAF. Now winter’s here, the situation isn’t going to improve, particularly this year as we’re seeing a widespread problem sourcing good quality forage and bedding. An allergic respiratory response in horses may be linked to several sources; but poor quality hay, haylage, straw and even dusty shavings are common culprits. Management support Allowing horses to live out is the best approach for lung health. If this is not possible, a well ventilated stable and low dust regime is the key. Soaking hay is recommended, though for no more than 15 to 20 minutes, as we’re looking to expand the fungal spores so ensuring they are swallowed rather than enhaled. Excessive soaking is detrimental to the feed value of the forage, which is why some people prefer steaming. When looking at their stable, your customers should check out the neighbour’s arrangements. Their best efforts to reduce their horse’s dust burden will be undermined if the next door horse is on dry hay and straw – particularly in an American barn where air is shared. Nutritional support Supplementary support can improve the diet, so allowing the horse’s system to optimise lung health. Just as we are advised to take vitamin C for a cold, targeted and scientifically verified antioxidants are recommended to support lung health in horses. However, antioxidants are only part of the approach. For years, certain herbs have been recommended for respiratory stress, for instance in the Chinese tradition dating back some 4,000 years. Processing herbs into liquid tinctures, and extracting important components in a highly bioavailable form, makes for faster absorption. NAF Respirator Boost, sold with a 48hr money back guarantee, provides key antioxidants and herbal tinctures combined with immune support in a soothing solution to support clear lungs. A liquid supplement, Respirator Boost works quickly. Ingredients include echinacea to support the immune system, antioxidant nutrients to mop up and flush away toxins, essential oils of clove and eucalyptus to help clear the airways, plus soothing honey, peppermint and lemon. Your customers shouldn’t forget their own diets either, adds Kate. According to research (British Equine Veterinary Congress, 2007), the level of respiratory stress, such as asthma, is unusually high in stable workers. So those who are mucking out, filling hay nets and riding in indoor schools should maintain their own ‘five a day’ with plenty of fresh fruit and vegetables – not to mention the odd piece of dark chocolate and red wine, purely for their antioxidant qualities of course! t NAF 0800 373106.
EQUINE Sensitive is formulated for horses of a sensitive nature and those susceptible to feed intolerances. The barley free, unmolassed diet contains a combination of wholesome ingredients providing the nutrients required to maintain condition while promoting a healthy digestion and calm behaviour. Equine Sensitive is produced using a cooking process known as extrusion which results in a highly digestible, expanded nugget. The texture of this nugget encourages chewing and may be of benefit to horses prone to or suffering from digestive disorders as the increased chewing time increases saliva production – a natural buffering agent – which helps to protect the upper stomach from acid. Yea-Sacc is added to support healthy gut function and good digestion. Ingredients that are commonly believed to exacerbate excitable behaviour have been excluded from Equine Sensitive; energy is provided by slow release sources such as soya oil and unmolassed sugar beet. For horses that are in light to medium work and prone to muscular disorders, a diet that is high in fibre and oil and low in starch is helpful. Equine Sensitive meets these criteria and offers generous levels of vitamin E and selenium for additional support. Elevated levels of oil and biotin feature to help promote good skin and coat condition. Dodson & Horrell has added its own coat condition formula and has excluded ingredients that are often associated with skin conditions. t Dodson & Horrell 0845 345 2627.
Low sugar and starch
Benefits across the board ALLEN & Page is well-known for producing feeds suitable for equines with dietary problems – be they ponies in light work or top competition horses ridden by the likes of William and Pippa Funnell. The company’s Barley & Molasses Free Range is formulated with low starch and sugar levels, combined with good quality fibre sources for a healthy digestive system. Designed to benefit all horses and ponies - not just those that react in a negative way to some ingredients, the range includes Fast Fibre, Ride & Relax, Calm & Condition, Veteran Vitality, Power & Performance and new Cool & Collected. Each provides the right amount of energy, whatever the horse’s workload. “As the horse’s digestive system is not designed for large amounts of starch or sugar, and with an understanding of intolerances in human terms, the benefits of a low starch and sugar feed for horses seemed a logical step for Allen & Page,” said marketing manager Clara Baillie-Lane. “When we brought out Sugar & Cereal Intolerance Diet, positive effects were fed back to us from reducing the starch and sugar levels - seen in horses’ behaviour, general health and wellbeing. The benefits were seen across the board, not just in horses with intolerances or allergies, so this led to further testing and developed into the popular Barley & Molasses Free Range as it is today.” t Allen & Page 01362 822902.
SPEEDI-BEET from British Horse Feeds is unmolassed and 95% sugar free making it ideal for horses that suffer with sugar/starch intolerance. High in fibre and low in starch, the quick-soak product is also approved by The Laminitis Trust. The 20kg bags of Speedi-Beet retail at around £9.90. t British Horse Feeds 01765 680300.
26 DECEMBER 2011 EQUESTRIAN TRADE NEWS
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2012 19-21 February 2012 NEC, Birmingham, UK
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he last decade has seen international company Virbac set high standards for product innovation, as well as in education and training for the responsible and sustainable use of wormers. “We see BETA International as an important event within the equestrian industry and an ideal platform to promote our work in providing the personal back up service and support to help our partners to develop their businesses and work with them to provide sustainable growth for the future,” said equine product manager Tom Blacklock. Virbac’s entry into the horse wormer market began with
BETA International is the ideal place to promote the responsible and sustainable use of wormers. Eraquell which aimed to be different through the introduction of an ergonomic syringe designed to be easy for horse owners to handle (whether they are left or right handed). But it was Equimax, the first wormer to combine the efficacy of ivermectin (for roundworm and bots) with a new drug, praziquantel, that treats all three types of tapeworm that brought something truly new and innovative to the market place, offering for the first time
Bringing worming education to BETA International Virbac Animal Health, manufacturer Equimax and Eraquell wormer brands, is main sponsor of BETA International 2012, which marks the finale of the company’s 10th anniversary year of its entry into the equine marketplace. an effective tapeworm, roundworm and bot treatment in a single dose. Even back in 2001, Virbac recognised that the threat of wormer resistance would become an increasingly important issue and, along with the development of this new drug, has used education and training to foster correct worming practices. With under-dosing becoming one of biggest threats to maintaining drug efficacy, the need to worm by weight was championed. Equine healthcare professionals were equipped with scientifically validated weightapes to enable them to encourage their clients to more accurately estimate their horses’ weights and ensure adequate wormer is administered. Virbac’s research into the weight of general purpose riding horses found that the old Thoroughbred based guidelines were outdated with the conventional 600kg (and in some cases 545/575 kg) syringe being insufficient for upwards of 30% of leisure horses. 2007 saw Virbac increase the capacity of Eraquell and Equimax to enable horse owners to treat horses up to 700 kg with a single syringe. Virbac also identified that there was a significant problem with horses spitting out wormers, resulting in unintentional under-dosing. The solution was Equimax Tabs, the first wormer in a palatable tablet to combine the efficacy of ivermectin and praziquantel. Virbac has always encouraged a holistic approach to worming by explaining that the best way to control parasites includes faecal egg counts and pasture
28 DECEMBER 2011 EQUESTRIAN TRADE NEWS
management alongside correct worming practises and use of drugs. Recently, the company’s 3D worming programme has been offering help and guidance to horse owners with a campaign of educational media articles. This, allied with access to the Virbac weighbridge at key events, is offering horse owners the opportunity to weigh their animals, and so administer the correct wormer dose. Recognising SQPs The Virbac Equine SQP of the Year, once again to be presented at BETA International, highlight the essential role played by suitably qualified persons in offering guidance to horse owners on worming issues. “All members of the equestrian community have a responsibility to do everything they can to sustain the efficacy of the currently available drugs by using them responsibly, so SQPs have an enormous responsibly to offer sound and well balanced advice to horse owners,” said Tom. “BETA International is the perfect place to recognise their achievements.”
Continued Professional Development (CPD), something which all SQPs must undertake to maintain their qualification, is another area to benefit from support. Earlier this year, Virbac became the first company to offer an equine CPD webinar. “We are delighted to be main sponsor of BETA International again in 2012 and see this as an ideal platform to not only increase awareness of our leading wormer brands Equimax and Eraquell, but also to consolidate our ethos of working closely with the industry to promote education and training for the responsible and sustainable use of wormers,” said Tom. www.equestriantradenews.com
2012 19-21 February 2012 NEC, Birmingham, UK
Gaining maximum exposure!
MAIN SPONSOR
Special features are a highlight of BETA International. ETN find out how they work and what they offer.
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ETA International puts the trade on parade. It’s the place where exhibitors from the UK and overseas promote their latest products, brands and services to powerful industry buyers who arrive in their thousands. The trade fair’s three special feature areas play a key role in making sure that products succeed in achieving maximum exposure and grabbing visitors’ attention.
Redpin Publishing New Product Gallery At the centre of the halls, this area showcases all that’s new in the world of equestrian, pet and country. Created by a team of visual merchandisers to inform and inspire, the eye-catching display indicates on which exhibition stand each item can be found and illustrates how it could look in-store. Last year, the Redpin Publishing New Product Gallery included nearly 70 pieces of new-to-the-market gear, so it’s hardly surprising that it’s a magnet for retailers searching for fresh stock and visiting journalists on the look- out for product news. Everything featured in the gallery stands on its own merit and is not linked to the Horse & Rider Magazine Innovation Awards in any way. Entry into these industry accolades is via a separate process.
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Both long-established companies and small start-ups choose to promote their new products in the gallery. Battles, one of the UK’s leading wholesalers, took part last year because marketing manager Anna Clarke believes that it is the best way to introduce new lines to visiting retailers. “It works exceptionally well and is a real focal point of the show,” she adds.
Puffa Fashion Show You won’t need a floor plan to find this feature – just follow the music. Colourful, bursting with energy and featuring some of the most fabulous autumn/winter collections, the Puffa Fashion Show is a perennial favourite for most visitors, who can sit and watch while they work up a shortlist of seriously hot garments. “Seeing the clothing and footwear in action brings everything to life,” says Richard Lawrence, marketing director of Matchmakers International, which has been showcasing brands such as Tottie and Harry Hall on the catwalk for about 15 years. “Watching the audience reaction also provides great feedback for us.” The Puffa Fashion Show organiser Karen Irving, of Fashion First, leads the way in making sure it is such a success. An industry expert, she has worked at prestigious events such as the London Fashion Week.
Every garment needs to shout out to buyers gathered around the runway and encourage them to visit the exhibitor’s stand after the show. “Last February, we had a mass of people heading straight to our stand, which created an opportunity for increased orders and enquiries,” says Imelda Booth, of Sherwood Forest.
Sherwood Forest Horse Demonstration & Seminar Arena A hub of the show, the arena is where products are introduced to buyers in live-action displays and teach-ins, special guests are interviewed and SQPs attend AMTRA-accredited seminars to gain CPD points. The arena is perfect for pieces of equestrian kit that are difficult to appreciate when packaged. Once unwrapped and put into a real-life scenario, it is quite a different story. “Our Smart Tails product looks fairly innocuous in the pack, so demonstrating how it can thin and tidy tails on a real horse in the arena is the best way to explain to retailers how effective it is,” says Vicky Goody, sales and marketing director of Smart Grooming. TV commentator Phil Ghazala supports exhibitors throughout their demonstrations, pointing out a product’s finer details and inviting questions from the audience. He also gives an extremely polished performance
when it comes to interviewing BETA International’s special guests. Who could forget his highly entertaining talk with actor Martin Clunes and horse trainer Monty Roberts last February? Next year’s show has some equally illustrious guests lined up – including ITV News presenter Alastair Stewart – and Phil is, no doubt, working up his questions for them. t BETA International 01937 582111 or visit www.beta-int.com
EQUESTRIAN TRADE NEWS DECEMBER 2011 29
2012 19-21 February 2012 NEC, Birmingham, UK
MAIN SPONSOR
Hanger appeal translates into superb wearability.
Puffa: the name creates its own hype.
The magic lives on ETN discovers why Puffa will be centre stage at BETA International 2012.
I
t’s what Biro is to ball point pens and Hoover to vacuum cleaners; Puffa is one of those brands that’s so big, it’s a generic term. From royalty to horse dealers at gymkhanas to race meetings, everyone equestrian in the 1980s wore the classless but classy quilted coats and gilets, writes Liz Benwell. Puffa was there when riding became accessible to all, when Princess Diana was creating country fashions. The brand was the great optimistic symbol of the have-it-all decade; the garments bearing it were well designed and warm too. Now Puffa’s back with new confidence and eyeing the future as sponsor of the 2012 BETA International Fashion Show – the world’s most influential catwalk for country clothing. The 20-year licence to manufacture under the label fell into the eminently safe hands of Puffa Country Sports Limited, sister company to Nottingham based Sherwood Forest Limited, at the beginning of this year and made a dignified but low-key
appearance at BETA International. “The Puffa name creates hype on its own,” says Puffa’s new guardian Krishan Sohal, sales director. “What we are trying to do is go back to the bread and butter and get that right first.” This pragmatic approach had already led to the arrival of Puffa Country Classics, Puffa jackets and gilets as we remember them in solid, conservative colours in either nylon or microfibre. The only obvious tweak from the ‘old days’ is a subtle but flattering new fit for the ladies’ garments, the unisex favourites remaining true to tradition. Next to follow is an Equestrian range of polo shirts, tops and more adventurous but tasteful jackets, gilets with co-ordinating jodhpurs plus Puffa wellies. As Puffa progresses, Sherwood Forest remains a separate entity as the fun, functional and affordable brand from this manufacturer – assets reflected in the brand’s sponsorship of the Horse Demonstration Arena at BETA International 2012. Handily, retailers can order
30 DECEMBER 2011 EQUESTRIAN TRADE NEWS
Puffa and Sherwood from the same sources; reps, website or over the phone. Already trade customers can order Sherwood Forest via a password protected area on the company’s website, with the same facility soon to be available for Puffa. Krishan is clearly keeping a tight rein on Puffa. Determined to preserve the brand’s purity, everything from garments to point of sale materials, photography and brochures is designed in house enabling the team to be in full control. In fact, there’s absolutely no danger of the revered brand falling into the ‘all hype and no substance’ category – quite the opposite is true. “We like honest feedback,” said Krishan. “For instance, we’ve positioned the back vents in Puffa by listening to riders. It’s all part of creating hanger appeal that translates to superb wearability.” Manufacturing know-how Twenty-first century Puffa garments have the label’s trademark quilting, knitted cuffs,
two-way zip, branded studded plaque and much-loved logo. The insulation is synthetic wadding known as Puffafill which borrows technology from sleeping bags – no matter how much you squash it, it always bounces back. Krishan’s Chinese contacts are enviable, enabling Puffa to be manufactured to high quality standards that replicate those for which it initially became famous. “I like to work with factories who are already working with leading brands because half the homework is already done,” he said. “I hate getting returns because that’s hassle for my customers, the retailers.” Talking of the trade, there can be fewer more loyal suppliers than Sherwood/Puffa. At their shared Nottingham headquarters, there’s no outlet, not even a factory shop and no selling to consumers via a website. All clearance stock is sent directly to charity. Krishan sees retailer internet sales as crucial, however. “We don’t supply internet only retailers [he’s closed several accounts this year for that www.equestriantradenews.com
Puffa was there when Princess Diana was creating fashions
Krishan: an inspiration PUTTING the spokes into Raleigh bicycle wheels was the 17 year old Krishan Sohal’s first factory-floor job. His father and uncle had already started Gangotra Enterprises, which to this day manufactures waxed cotton clothing in Nottingham. But it was felt the young man needed to Krishan Sohal: see life and commerce outside the determined to preserve Puffa’s family business before joining it. purity. Now, as sales director at Sherwood Forest, Puffa Country Sports, Grassroots Clothing and GTI Nautical, he’s the inspiration for the 16-strong team. “You can’t sit around and expect something to happen.” That’s Krishan’s attitude – and it’s infectious. He wants everyone to have a slice of success. “You’ve got to be prepared to make mistakes,” he says, “because if you don’t, you’ll never have tried anything. I admire equestrian retailers who are diversifying, opening shooting departments, selling to members of the family who enjoy walking, hiking, sailing.” He’s also passionate about getting children outdoors and “away from the telly.” Riding is a fantastic experience for them, he says, being around animals, having responsibility, communicating, having fun and getting exercise. One to practise what he preaches, Krishan has recently started attending a riding school with his eight year old daughter – and having his own riding lessons. “Riding is wonderful,” he says with boundless enthusiasm, “I’m mainly having lessons in the school but when it was warm, we went hacking in the woods. I can’t wait to go again...”
reason]. But what we can do is set up a webshop for retailers who don’t have the time and technology to create their own. The sites run completely under their names but we fulfil orders from here.” As befits the upmarket Puffa image, Krishan doesn’t wish to flood the market with his new acquisition, but would rather supply “key retailers who can do the brand justice.” Export potential for Puffa is patently massive but, as ever, Krishan is measured.
“Once we’ve got the strength and confidence in the UK, then we will explore that fully,” he said. “We’ve already had enquiries from Finland, Germany and France to name but a few countries. “The Japanese will love Puffa. Heritage is important to many markets; everyone likes the British look.” You’ll need to be at BETA International 2012 to see the full and official new-look Puffa launch. ETN suspects Krishan is keeping some of it under wraps until 19-21 February at the NEC, Birmingham!
www.equestriantradenews.com
A question of trust Teun’s mobile tack shop.
A tricky area of 21st century business is the blurring lines between manufacturer, wholesaler, distributor and retailer. Yet Dutch entrepreneur Teun Van Riel has managed to embrace and entice them all, as Kathy Carter reports.
H
e advocates ‘innovation not imitation’ and has strong views about companies that don’t put in the hard work to make their businesses thrive. And he’s well qualified to speak out. Teun Van Riel owns Dutch wholesaler and distributor Equine Industry BV and the Trust Equestrian brand. The mobile tack shop, Teun van Riel Horse Supplements, is his too. In the early 1990s, Teun began working as a groom, employed by leading show jumping riders. He travelled the world and loved what he was doing. “However, I knew I wanted more from life,” he explained. Looking to launch a new business venture after seven years of hard graft, he launched Teun van Riel Horse Supplements, a successful mobile tack shop. Equine Industry BV was born eight years later in 2007, with the aim of developing new equestrian products. Then came the opportunity to distribute [upmarket clothing label] Kingsland.
Development of Teun’s own brand, Trust Equestrian, followed. It initially launched with a range of bits before adding the Trust collection of rugs. The latter includes a unique system called TETRIS – consisting of a filled collar and wither pads that create a ‘tunnel’ effect to keep the horse's withers free and the rug stable. Teun is adamant about manufacturing the rugs in Europe, as opposed to the Far East. “We have quality control this way. It is not hard to copy and make something in China, but developing something new is a different matter,” he says. On the road again Teun feels that the mobile tack shop can be an asset to any retailer, especially one with stock of clothes and rugs that aren’t selling too quickly. “It encourages sales, as commonly the unit is at an event with a captive audience, and it gets products into people’s hands,” he said. “The mobile tack shop is a public relations tool. It’s about
32 DECEMBER 2011 EQUESTRIAN TRADE NEWS
keeping in touch with the sport and meeting your customers, rather than staying in your own little bubble in an actual store. “When you’re on the road, you experience new opinions, and are kept in the loop of a particular equestrian sport. From a practical point of view, because at equestrian events there are competitors there, they come to you if they need new studs or equipment. The spectators come to you for a coat if it rains at an outdoor show. “Of course, such an enterprise brings more cost, but it can be worth it,” Teun added. “We all know that show organisers need to support mobile retailers and exhibitors more, however they don’t perhaps realise the prohibitive costs of the preparation, driving, staff, hotel bills and exhibition stand or marquee costs. “I’d like it if the organisers of events supported us more, and saw us as an integral part of the ambience at the event – there does need to be more cooperation between exhibitor and organiser.”
Teun van Riel: hard work and innovation are the keys to his success
Your USP No matter how good your products, standing out from the crowd can be hard for any retailer. Teun believes they should try and find their own unique selling point, and specialise in a certain area. “For example, equestrian shops are full of fashion. Retailers need to have an interest in being trained in the important areas of advising on the purchase of riding equipment, not just ‘easy sale’ items. www.equestriantradenews.com
The Trust stable rug.
A match made in heaven... It’s never been more RETA important for wholesalers IL T I P to support their retail customers. Richard Lawrence takes us through a checklist of ways in which Matchmakers International backs the trade.
“We [as wholesalers] have sent clients to tack shops with a technical question about a product or piece of riding equipment, and if they get an answer at all, it often isn’t specialised. Meanwhile, there are always rails and rails of clothes to choose from,” he said. How to launch overseas Just how does a company launch its wares to the public these days? “Several people in Europe tell me they’d be interested in launching their products to the UK, if only they could find a good sales agent to manage everything for them,” Teun said. “However, I would say that it’s very important to get involved yourself. You can’t always rely on the agent to carry out your marketing and maintain an international corporate identity – you have to retain responsibility and get involved. “If they are a big company looking after several wholesale clients, you don’t want to be just a number in their address book. Essentially, you need to find a good company to represent your brand that can buy your goods in bulk and sell to the retailers. The ‘sales agent’ model, whereby the agent solely earns on commission, doesn’t really work in Britain, in my opinion,” Teun said.
The world wide web In the UK, internet sales are increasingly popular, accounting for between six and eight percent of the total UK retail market. However, Teun refuses to retail online, believing that store-based retailers still have many strengths. “I don’t sell online – I support our shops,” he stated. “Assortment, service and knowhow help make shops different from the internet. People like to feel a product and pay for good service. “Of course, internet companies may also have a wide product range and a good service, for example with their returns policy, but you can’t provide personal know-how on the internet, in my opinion. “Shops that are scared of the internet’s threat should offer knowledgeable advice through well-trained staff,” Teun added. “Try to specialise in a few things, and stand behind a few key brands.” Finally, does Teun have any advice for budding entrepreneurs within the equestrian sector? “Have faith in your own choices and be an innovator,” he says. Don’t just copy and mass-produce someone else’s product or service. Get out there and meet your customers, and choose carefully the partner companies you work with – trust is everything.”
• For more information, visit www.trustequestrian.eu www.equestriantradenews.com
✓ With a stable of six leading brands Caldene, Harry Hall, Tottie, Masta, Cottage Craft and The Riding Sock Company, we continually develop carefully thought out ranges that meet consumer demand. ✓ New ranges can be viewed in Matchmakers’ state-of-the-art showroom. The light, bright area hosts all our Polo player Anna Ward is sponsored brands and ranges in by Tottie, just one way in which Matchmakers International keeps one room, displaying consumers aware of its brands for the latest styles and retailers’ benefit. highlighting our vision for the collections. A visit provides a great opportunity for retailers to discuss with our sales team how the various pieces co-ordinate. ✓ The showroom features display trends and styles not only within the equestrian industry, but also on the high street. And it’s regularly transformed to follow seasonal trends – and provide retailers with inspiration. ✓ Matchmakers International invests in top quality point of sale material, extensive consumer advertising and PR campaigns. A trade newsletter is issued with the twice-yearly catalogue. ✓ Retailers can receive USB memory sticks on which are photographs of the entire product range, product descriptions and advertising imagery. ✓ Rider sponsorship highlights key brands. We support leading event rider Georgie Spence and polo player Anna Ward under the Tottie label, while Caldene sponsors showman Robert Walker as well as the Caldene Arena at HOYS. ✓ A regular stream of promotions includes the Masta Yard of the Year competition to win lessons with Georgie and Anna, the aim being to increase brand and product awareness to assist the trade in their efforts. ✓ When it comes to delivery, our technologically advanced system provides order acknowledgement and confirmation of product despatch to keep customers constantly informed. ✓ Through the Trade Zone areas on our websites, customers can gain access to product images, catalogue downloads and ordering online to provide up-to-the-minute information and to allow retailers to work closely with the team at here at Matchmakers International. EQUESTRIAN TRADE NEWS DECEMBER 2011 33
The stage is set... HV Polo Padin jacket: for customers searching for something unique.
Good retailing is about theatre, says Michael Mullavey of Weatherbeeta. So stores should use their wholesaler to bring together the best actors, scenery and props to attract the biggest possible audience.
B
uying across many brands and price points from one source makes good use of your valuable time. As a wholesaler, we aim to make your life easier! While you want the convenience of dealing with fewer suppliers, your customers love a store packed with a wide choice of products, brands and price points. That’s why our rugs come under three brands – Weatherbeeta, Kool Coat and Saxon – each with distinctive features and prices. A good wholesaler has reps on the road – Weatherbeeta has six. Pick their brains for good ideas about what’s selling well, next season’s trends and refreshing your in-store displays. Your wholesaler should be able to help with point of sale materials; while posters and backdrops can really liven up your store’s ambience. We offer a set of shelf talkers with every set of rugs as well as DVDs for you to play in-store. Maintaining cash flow is a challenge for every retailer. So use your wholesaler as a stockroom; that’s their job – which is why it’s important to us to maintain good stock levels and offer rapid, reliable delivery service with 95% order fulfilment.
Ask your wholesaler about staff training, especially on more technical items such as saddles. Product knowledge is everything when it comes to successful selling. A good wholesaler works hard to drive consumers into retailers’ stores. At Weatherbeeta, we distribute 200,000 brochures via the consumer equestrian magazines twice a year. We also invest heavily in consumer advertising on your behalf. Some of our products, our more striking rugs for instance, are deliberately designed to draw attention and catch customers’ eyes. Products like that create a talking point and generate a feel-good factor. Good retailing is about theatre. We all want to make riding more accessible to more people while still meeting the needs of the professional sector. Across Wintec and Bates saddles, price points range from £275 to £1,999 – and we can normally deliver any item the next day. That’s what customer choice is all about! Clothing is a very competitive arena. So we’ve discovered something very different for you with our HV Polo collection. It’s a no-expense-spared label to satisfy those customers who are searching for something unique.
Use your wholesaler as a stockroom; that’s their job
34 DECEMBER 2011 EQUESTRIAN TRADE NEWS
A striking Weatherbeeta rug: sure to catch the customers’ eyes in-store.
A good wholesaler will help you stock what’s hot, what’s topical and what’s seasonal. Weatherbeeta offers on-going promotional packages and the chance to be listed as a stockist in double page spread advertisements in Horse&Hound. These initiatives are open to all retailers – ask us for details. t Weatherbeeta 01295 226900.
www.equestriantradenews.com
ANIMAL HEALTH COMPANY
Range: Brands include Caldene, Tottie, Harry Hall, The Riding Sock Company, Masta and Cottage Craft. Retailer incentives: Discounts are available subject to commitments. Retailer communication: The team produces two newsletters each year packed with the latest product news and forthcoming collections. Full time sales representatives cover the country to service accounts and Matchmakers International also provides telesales backup and customer service from its head office. Retailer support: Extensive consumer advertising support is provided for the brands on a national scale, supported by PR campaigns, competitions, giveaways and rider support and sponsorship. Catalogue: The Matchmakers International catalogue is available every six months to include the Spring/Summer and Autumn/Winter collections. Web trade store: Retailers can order on line, download library images and print out the catalogue. Minimum first order: Available upon enquiry. Terms: Available upon enquiry. Carriage: Free carriage (if order is over £300 excluding VAT). Delivery: All orders delivered within 24 hours of despatch. Contact telephone number: 01274 711101. Email address and website: sales@matchmakers.co.uk www.masta.co.uk www.cottagecraft.co.uk www.harryhall.co.uk www.caldene.co.uk www.tottie.co.uk www.theridingsockcompany.co.uk
Range: Supplements, grooming products and disease control products including the popular NoBute, Groom’s Choice, Health & Herbal, OzOil, StableZone, Grooming For Excellence, Animal Health Company and Animal Hygiene Range. Retailer incentives: The best possible prices are always offered. Retailer communication: N/A. Retailer support: Animal Health Company has this year enjoyed an extensive rebrand to its company image and all eight of its product ranges. This has been supported by a large marketing campaign including advertising throughout the equestrian and pet media, a thorough PR campaign for popular product ranges and additional trade stand presence at major events. Catalogue: Available on request. Web trade store: www.animal-health.co.uk. Minimum first order: £200. Terms: First order - payment taken at time of order. All future orders are offered 30 days invoice period. Carriage: Phone us for a quote, discounts available! Delivery: Dispatch within 24 hours of order (subject to standard working days/hours). Contact telephone number: 01787 476400. Email address and website: sales@animalhealth.co.uk.
SHIRES EQUESTRIAN Range: Turn out rugs, stable rugs, summer rugs, exercise sheets, fly rugs, fly masks, saddlery, stirrups, spurs, leatherwork, bridlework, bits, headcollars, lead reins, whips, hunting apparel, winter riding wear, horse boots, grooming equipment, stable equipment, dog rugs, luggage, measuring equipment, rider wear, jodhpurs and breeches, riding jackets, riding shirts, riding boots, yard boots, riding hats, country clothing. Retailer incentives: Monthly special offers, weekly office offers. Retailer communication: Monthly newsletter. Retailer support: Posters, banners. Catalogue: Yearly catalogue distributed to retailers and 60,000 copies with stockist listing directly to the public. Web trade store: No. Minimum first order: £3,000-£5,000. Terms: 30 days. Carriage: Over £300 is free; under £300 is £5.95+vat. Delivery: Next day where possible. Contact telephone number: 01568 613600 Email address and website: sales@shiresequestrian.com, www.shiresequestrian.com.
www.equestriantradenews.com
Advertisement feature.
MATCHMAKERS INTERNATIONAL LTD
Advertisement feature.
ABBEY ENGLAND
BATTLES
Range: Covers every equestrian discipline as well as many related industries involved in the use of leather, webbings, and cotton or woollen materials. Abbey stocks more than 12,500 items in its two warehouses in Knutsford, Cheshire and Walsall and specialises in hard-top-find items. Abbey manufactures Equus products such as rein grips and bell boots and distributes Fiebing’s horse and leather care products from the USA plus Stubbs stable and tack room equipment. Abbey is also prominent in the British bit market. Retailer communication: Quarterly trade newsletters. Retailer support: Extensive marketing campaigns in trade and consumer press, online presence. Catalogue: Abbey England’s extensive catalogue is available by post or online. Web trade store: Yes. Terms: Abbey offers approved accounts monthly credit terms and customers can also pay by credit card, with a minimum order value of £15. Carriage: Carriage is charged on all consignments of less than £250 NETT value (not including leather), and on all overseas consignments. Delivery: For orders in excess of £250 NETT value to one address in the UK mainland, with the exception of certain Highland areas, deliveries are carriage paid. Contact telephone number: 01565 650343. Email address and website: sales@abbeyengland.com, www.abbeyengland.com, www.ridingbitz.com.
Range: A comprehensive range of leading brands including the new Townend range of clothing and riding apparel, own brands Lincoln, The Super Range, Hy and its sub-brands including the new HyCLASS, HySPEED, HyCOMFORT and HyHEALTH. Exclusive brands Equilibrium, Tuffa, Cavallo, Maxavita and many more well known brands. Look out for the new 2012 Trade catalogue for brands being added to Battles’ portfolio. Retailer incentives: Monthly offers on a variety of products. Retailers can join ‘Link up with Lincoln’ and ‘Live the Hy Life’ schemes to enjoy extra discount and monthly offers on these ranges. End of line deals also available, plus deals and offers to retailers who attend the Battles road show during 2012. Retailer communication: A monthly newsletter sent by post, email or to download from the website. Area account managers, telesales and customer care team. Online ordering available. Retailer support: Literature can be ordered free from the catalogue, promotional material is sent on request. Advertising campaigns to generate awareness of brands, account manager support at store days. The Lincoln Jumpcross Eventers’ Challenge offers a forum for retailers and suppliers to communicate. Catalogue: Annual trade catalogue, priced and unpriced copies availble. Web trade store: www.battles.co.uk. Minimum first order: None. Terms: 20 days following month of invoice. Carriage: Paid on orders over £385. Delivery: Nationwide next day delivery service. Contact telephone number: 0044 (0) 1522 529206. Email address and website: battles@bhblincoln.co.uk.
WESTGATE EFI LTD Range: Extensive choice of brands including key exclusives: Mark Todd Collection, Jumper’s Horse Line, Coolex, StableKit, LunaRider, Saddlecraft, Gatehouse, Likit and Tekna. Retailer incentives: Monthly offers and updates. Quantity discounts available – contact Tina Farrow, National Field Sales Manager. Retailer communication: Monthly newsletter containing new products, promotions and clearance lines. Retailer support: Six area managers covering the UK, full customer service team including dedicated export sales manager. Kent showroom open for private viewing by appointment. Rolling PR/marketing campaigns in the equestrian media in conjunction with Mark Todd, Zara Phillips, Tina Cook, Carl Hester, Mary King, Harry Meade and many more. Wide range of POS available. Stockist locator on website. Catalogue: Trade list available in print and on CD including un-priced counter copies. Web trade store: N/A. Minimum first order: N/A. Terms: Payment due by 20th of month following date of invoice. Carriage: Free carriage on orders over £350. Delivery: 24 to 48 hours subject to stock. Contact telephone number: 01303 872277. Email address and website: sales@wefi.co.uk www.wefi.co.uk.
36 DECEMBER 2011 EQUESTRIAN TRADE NEWS
EKKIA SAS Range: Established in 1976, Ekkia is a one stop shop with well-known brands including EquiTheme, Norton, Belstar, Eric Thomas and Hippotonic. Ekkia is committed to stocking all of its 13,000 lines. Retailer incentives: Bi-monthly promotion and clearance sheets. BETA International and SPOGA offers. Retailer communication: Bi-monthly product updates. UK retailers supported by a team of reps. Retailer support: Autumn/Winter campaign of full page ads in Horse&Rider. 5,000 catalogues distributed to riders. Ekkia does not supply the public directly. Catalogue: Extensive catalogue with retail and trade versions. Web trade store: Retailers can order and manage their accounts online. Minimum first order: £125. Terms: 30 days net. UK bank account, transactions in GBP. Carriage: Free over £350, £8.99 a box under £350. Delivery: 3 – 4 days UK mainland. Contact telephone number: 0033 388074006. Email address and website: Export@Ekkia.com www.ekkia.com.
www.equestriantradenews.com
WEATHERBEETA
Range: Products available include Equine Management’s popular Stephens brand, encompassing good quality English leather bridlework and luxurious sheepskin, and the internationally-renowned ‘Gel Eze’ range, with non-slip properties and gel technology for incredible absorption of impact. Equine Management is sole distributor for leading American supplement brand, Grand Meadows, and distributes products from the Cowboy Magic, Equine Textiles, W.F.Young (Absorbine) and Weaver Inc ranges. The company’s worming and oral paste bit, Wormabit, is the ideal product for retailers to showcase to customers. Retailer incentives: Offers available - please ask for details. Retailer support: Equine Management engages in extensive marketing campaigns in print and online to raise awareness of its high quality brands. Catalogue: Available on request. Web trade store: www.equineman.com Minimum first order: No minimum first order. Terms: Payment terms – 30 days following month. Other terms – please call for information. Carriage: All orders subject to carriage – please call for information. Delivery: Express delivery available; normal delivery is 24 hrs from order. Contact telephone number: +44 (0)1825 840002. Email address and website: info@equineman.com www.equineman.com.
Range: More than 10,000 products from leading brands – WeatherBeeta, Dublin, Bates, Wintec, Saxon, Collegiate, Kincade, Roma, Korsteel, Good Hands, Onyx, Effax/Effol, HV Polo, Harold Moore, Solo Comb, Equerry, Stablemates, WM Faulks, Tubtrugs, Tyre Rubber, Equisafety, Champion, Edward Goddard and Aerborn. Retailer incentives: Various discounts are available to offer the best possible margins. Discount levels are based on commitment and turnover per year, with additional incentives for forward ordering of seasonal ranges. Retailer communication: Newsletters, emails, road sales representatives and a customer service team with a 5,000 sq ft showroom. Retailer support: Strong on-page advertising in equestrian magazines such as Horse&Hound, including seasonal promotional ads with free participating retailer listings. 200,000 copies of a 24 page consumer brochure are distributed in leading magazines several times a year, with participating retailers listed free of charge. Free point of sale is available for selected new products. Stockist locators are featured on WeatherBeeta, Dublin, Bates, Wintec and HV Polo websites. Bates sponsored riders include Ferdi, Maria and Michael Eilberg and Amy Stovold. Catalogue: Annual trade catalogue. Minimum first order: £5,000 for new businesses, negotiable for established stores. Terms: Invoices to be settled before the calendar month following that invoice. Carriage: Free on orders over £250. Delivery: Fast order despatch within 24 hours, boasts a 98 per cent success rate. Contact telephone number: 01295 226900. Email address and website: sales@weatherbeeta.com.
HG GLADWELL & SONS (Copdock Mill) Range: Nearing 100 years in business, Copdock Mill continues to grow as the major wholesaler who can deliver what you want, when you want it. Stocking equine feed and supplements including Dengie, Dodson & Horrell , Spillers , Baileys , Allen & Page , Badminton , Blue Chip , Fox Feeds, Honeychop, Saracen, TopSpec and many more. A huge range of bedding is available, plus a vast range of pet feed and accessories. Retailer incentives: Special offers mailed every month to our trade customers; plus special ‘rep offers’ from our mobile sales team. Retailer communication: Price updates mailed every month along with special offers. Retailer support: Marketing campaigns running throughout the year; active area sales representatives. Catalogue: Four complete price lists per year. Yearly accessories brochure. Web trade store: Coming soon. Minimum first order: £300 and every subsequent order. Terms: Cash on delivery or 14 day account after successful credit check. Carriage: included in minimum £300 order. Delivery: Weekly into eastern and southern England. Other areas may incur extra haulage charge. Contact telephone number: 01473 730246. Email address and website: info@copdockmill.co.uk www.copdockmill.co.uk
www.equestriantradenews.com
B JENKINSON & SONS LTD Range: Many leading equestrian brands as well as our own Elico range supplied throughout the UK, Ireland, Europe and beyond. Retailer incentives: Offers and clearance lines are available on an ad-hoc basis. Retailer communication: Regular email communications and a dedicated telephone sales team. Catalogue: Annual catalogue with a further six monthly supplement. Web trade store: www.jenkinsonsequestrian.com Minimum first order: Pro Forma. Terms: 30 days on approved accounts, otherwise payment on despatch. Carriage: Paid on orders over a set amount. Delivery: Nationwide daily deliveries by carrier who provides email notification of one hour delivery slot on day of delivery. Contact telephone number: 01924 454681. Email address and website: sales:@elico.co.uk www.jenkinsonsequestrian.com
EQUESTRIAN TRADE NEWS DECEMBER 2011 37
Advertisement feature.
EQUINE MANAGEMENT LTD
Advertisement feature.
ZILCO EUROPE LTD
HORKA International B.V.
Range: Zilco are specialist manufacturers of carriage driving harness, racing saddlery and endurance saddlery. Zilco also supply a huge range of general equestrian items including bits, helmets, body protectors, horse boots, rugs, grooming products, yard equipment and more. Retailer incentives: Regular sale offers. Discounts available on bulk purchases of certain products. Retailer communication: Regular email updates sent to customers, including new product offers and information. Dedicated sales staff out on the road. Attendance at many shows across Europe. Further support and information available on the Zilco Facebook page and official websites. Retailer support: Zilco place adverts in many leading equestrian magazines throughout Europe and include stockist details where applicable. Onsite training/demonstrations are available from our dedicated staff. Marketing material available for your shop/trade stand and specialist catalogues are produced to educate and inform end users. Catalogue: 220+ page catalogue is published annually in £ and €. Unpriced counter copies are also available. Web trade store: Zilco have websites in various languages packed with product information. Online ordering is coming soon. Minimum first order: £750. Terms: Available upon application. Carriage: UK free on all orders over £250 (£400 for NI & Islands) EU free on orders over £500. Delivery: 7 – 10 Days. Contact telephone number: (01844) 338623. Email address and website: sales@zilcoeurope.com www.zilcoeurope.co.uk.
Range: Equestrian products - everything for horse and rider; plus special products on demand for clubs, police depts., military groups etc. Retailer incentives: Discounts are available when ordering a high quantity of the same product line; plus special offers twice yearly. Retailer communication: Twice yearly catalogue with complete product range, monthly newsletter, website news, website with all products online, online catalogue changing twice yearly, invoice inserts, promotional items such as posters and pens etc. Retailer support: Advertising in Europe, sponsorship of retailer activities eg. anniversaries or competitions, PR products such as flags, posters and pens depending on the time of year. Catalogue: Twice yearly featuring full product range. Web trade store: www.horka.nl or www.horka.com with online ordering coming soon. Minimum first order: 1.500 euro. Terms: 35 days net. Carriage: £15 pounds (under £350). Delivery: 2-5 days (depending on ferry schedules). Contact telephone number: AGENTS Trevor Hucklesby tel 077 34 34 70 91 Keith Dickinson (north of England) tel 079 66 24 05 15/ 01274 873773 Seamus Mc Gillion (Northern Ireland and Ireland) tel 079 57 57 94 87/ 028 816 48 804. HEAD OFFICE Tel: 0031 38 465 57 70 Email address and website: lmvanwalsem@horka.nl
LS SALES
GALLOP EQUESTRIAN Range: All equestrian Products. Retailer incentives: Monthly Offers. Retailer communication: Yes. Retailer support: No. Catalogue: Online. Web trade store: Coming Soon. Minimum first order: Yes. Terms: Pro Forma. Carriage: Free for orders over £300. Delivery: Uk & Europe. Contact telephone number: 01902 454771. Email address and website: contact@gallopequestrian.com www.gallopequestrian.com.
38 DECEMBER 2011 EQUESTRIAN TRADE NEWS
Range: European distributor of Farnam grooming products and supplements including Red Cell, IceTight, Electro Dex, Tri Tec, Vetrolin. LAS Helmets including race skulls, XT-VIP showjumping hats and endurance helmets.Tingley Rubber Overshoes, plus Splintex, Sealtex Bandage and Ultra products. Wentworth Saddles and Sekur Grip/Sadl-Tite. Retailer incentives: Bulk buy discounts. Retailer communication: All orders required by email or fax. Complete library of images for your website. Battles also sells. Retailer support: National advertising campaign to promote key brands to end-users. These are linked with point of sale posters which can mention your shop if required. Sponsored riders promote the product lines. Giveaways and promotions. Catalogue: Yes, and online. Minimum first order: £100 plus VAT. All orders full box only. Terms: Account holders strictly 30 days; otherwise pro forma. Carriage: £8.50 per box up to 25kg/every subsequent box thereafter £6.50. Northern Ireland: £20.00 up to 25kg Interlink. Customer pick up available. Southern Ireland: £15.00 up to 25kg Interlink. Delivery: Normally 24 hour delivery on stock items. Next day if ordered by 12 noon. Contact telephone number: 01608 683855. Email address and website: orders@lesliesutcliffe.biz www.lesliesutcliffe.biz www.farnamproducts.co.uk www.tingleyrubber.co.uk
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Advertisement feature.
JOHN ROTHERY (WHOLESALE) CO LTD Range: Country sporting goods from leading brands including Aigle, Brady, Croots, Bisley Country Goods, Stanley Flasks, Victorinox Knives, Kershaw Knives, Opinel Knives, Led Lenser Torches, Gamebird Seat Sticks, Parker-Hale, David Nickerson, Lincoln Shotguns, Air Arms, Carabinas Cometa, MTM Case-Gard, Birchwood Casey, H&N Sport, Napier of London, Bushnell, Visionary Optical Hardware, Walther, Umarex, Rohm, Sportsmatch, Sport Plast, Acme Calls, Barnett Archery and more. Retailer incentives: Quantity discounts available on most products. Monthly clearance sale lists. Monthly promotional offers. Retailer communication: Monthly newsletter. Account manager so that you speak to the same person and establish a good point of contact. Retailer support: PR on new and existing products. Print advertising in leading consumer and trade magazines. We put consumers in touch with their local retailer and never deal with them directly. Images and barcodes available to retailers on disc. Catalogue: Annual trade catalogues, also on disc. Web trade store: Trade account customers can order online at www.bisley-uk.com. Dealer locator for consumer use. Minimum first order: £1000. Terms: Pro forma for interim period. 30 day account issued subject to two trade references. Carriage: Free on all orders above £250. Standard charge £8 per order. Delivery: Next day guaranteed if order is placed before 3pm. Saturday and morning deliveries at extra cost. Contact telephone number: 01730 268011. Email address and website: sales@bisley-uk.com www.bisley-uk.com
TAGG EQUESTRIAN Range: FalPro, Loveson, Tagg Clothing, Comfort Zone, Polly Products. Retailer incentives: Monthly offers promoted throughout the ranges, emailed to customers and presented by the office sales team and our visiting agents. Retailer communication: Monthly newsletter, email promotions, regular visits by our sales team. Retailer support: Marketing and PR campaign throughout the national and regional equine publications. Online campaigns, using Facebook and Twitter promoting our products, our media campaigns, competitions and sponsored rider news. Active website containing product information on all our brands. Point of sale material available on all our brands supplied on request to the retailer. Good labelling and packaging provides brand awareness in store. Catalogue: Full colour trade catalogue produced annually. Web trade store: N/A. Minimum first order: No minimum order. Terms: Orders accepted and supplied under published terms and conditions. Carriage: Free on orders over £350.00. Delivery: Same day dispatch. Contact telephone number: Newark office: 01636 636 135. Newcastle office: 0191 265 0032. Email address and website: sales@taggequestrian.co.uk www.taggequestrian.co.uk.
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SCHOCKEMÖHLE SPORTS Range: Schockemöhle Sports is a young but already well established company within the equestrian sector. We develop well engineered, sophisticated, high-quality products, which also implicates aesthetic aspects and reflect current fashion trends. We offer a complete choice of equipment for horse and rider, plus dog accessories. The equine collection ranges from fly veils and rugs to saddles and bridles. Rider equipment is colour-coordinated with the horse apparel and covers socks to breeches through to show jackets. The complete collection is featured on our website. Retailer incentives: We run regular special offers; offers and product news are publicised via direct mail, through our sales team and at trade fairs at home and internationally. Retailer communication: Continually updated website, newsletters and flyers. Retailer support: point of sale, visuals and banners for in-store support; give-aways, product information, PR and ad campaigns; shop-in-shop system; sponsorship of shows and riders – both at top level and with ambitions. Catalogue: Once a year for standard products; seasonal brochure twice a year. Web trade store: None. Minimum first order: Available upon request. Terms: In accordance with the sales team. Carriage: Available upon request. Delivery: : Available upon request. Contact telephone number: + 49(0)5492/41779-0. Email address and website: info@schockemoehle-sports.com, www.schockemoehle-sports.com.
EQUESTRIAN TRADE NEWS DECEMBER 2011 39
LEGAL
Don’t let copiers steal your bright ideas... Your ideas, brands, designs and logos are what make your business different from your competitors’. So it’s important that you take steps to protect these valuable assets and stop other people copying them, says lawyer Alexandra Weston.
any businesses recognise the need to safeguard their intellectual property, but are unsure about how to go about it. As ever, there’s a certain amount of jargon to unravel and rules to follow.
M
Trade marks Your trading name and logo can be protected as a registered trade mark. If you obtain a registered trade mark then it gives you a monopoly right to use that name for the goods or services that you sell. Trade marks can be enormously valuable assets. If you think of the worldwide reputation of Hunter wellingtons or Puffa jackets - both of which are protected as registered trade marks – you can see how valuable your brand can become. To be registered, your trademark must be distinctive and not descriptive of the goods that you sell. For example, if you sell rugs under the name “pony rug” you are unlikely to get a registered trade mark unless you’ve used that name for many years. You can’t register a trade mark that is the same or confusingly similar to a trade mark that is already registered for the same or similar goods.
If you have invented something, keep quiet about it.
Patents Patents are used to protect inventions. Patents protect a huge range of goods from pharmaceutical products to new types of hoof boot to improvements to saddles. Once you’ve got a patent it gives you a monopoly right to produce your invention for up to 20 years. The most important thing to remember if you have invented something is to keep quiet about it. To obtain a patent, your invention must be new. If you publicise your invention it will jeopardise your ability to obtain a patent. Patents can be very expensive to obtain but the rewards can be huge. A good example of that is Ron Hickman who invented the Workmate. After an initial lack of interest from tool companies, Black & Decker started manufacturing it and to date worldwide sales have exceeded 100 million units making Mr Hickman a very wealthy man.
Registered designs If you are about to launch a new design of a 3D product you may want to consider registering it. You
40 DECEMBER 2011 EQUESTRIAN TRADE NEWS
can register a design if it is novel and has individual character. Once you have obtained your registration you will have the exclusive right to produce that design for a maximum of 25 years, provided that you renew every five years. Saddles, whips, rugs and clothes and boots for riders have all been protected as registered designs.
Copyright Copyright exists in original artistic, literary, dramatic or musical works. This includes photographs, text in brochures and any video content on your website. Copyright exists automatically – you don’t have to register it. Copyright is owned by the person who creates the copyright work and lasts for the lifetime of the author and 70 years thereafter.
What to do next? If you think you may wish to register a trade marks, patent and design then you have to do this at UK Patent Office. Its website (www.ipo.gov.uk) contains a huge amount of very useful information and is an excellent place to start. If you are considering applying for a patent, I would advise you to contact a patent attorney who will assist you through the process. The website of the Chartered Institute of Patent Attorneys (www.cipa.org.uk) can assist you to find a patent attorney. As a final note, it’s better to take action to protect your ideas, trade names and designs sooner rather than later. If you don’t take these steps other businesses can copy your ideas with impunity.
About the author With more than ten years’ experience as a lawyer, Alexandra Weston advises a wide range of businesses on commercial contracts and intellectual property law.
Headed by Serena Brotherton, Langleys’ Equine Law Group offers one of the largest and most experienced commercial legal teams dedicated to advising businesses and individuals in the equine sector. Equine Law is a highly specialised area of law; the lawyers in Langleys’ Equine Law Group are experienced in the business and regulation of the equine sector. To speak with one of the team telephone 01904 610886 or email equine@langleys.com or visit www.equinelawyers.com.
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EQUESTRIAN TRADE NEWS DECEMBER 2011 41
List your website here For more information call 01937 582111
County Court Judgments from England and Wales and the Scottish version, which are called Court Decrees. The judgments listed are those recorded by the Registry Trust Ltd and appear to be of a commercial nature. Judgments/Decrees can be for damages rather than debts, and their listing here does not imply an inability to pay. MR ROBERT FISHWICK, NORMAN COURT STUD, THE VILLAGE, WEST TYTHERLEY, SALISBURY, WILTSHIRE SP5 1NF £147 MR DAMIAN MIDGLEY T/A NEWTHORPE EQUESTRIAN CENTRE, SOUTH MILFORD, LEEDS, WEST YORKSHIRE LS25 6JU £459 GRAY HORSEBOXES & RACE HOMES UK LTD, FIRST FLOOR, WHITHOME HOUSE, NORTH STREET, MIDHURST, WEST SUSSEX GU29 9DH £1,730 HIGH GOSFORTH PARK LTD T/A NEWCASTLE RACECOURCE, HIGH GOSFORTH PARK, NEWCASTLE UPON TYNE NE3 5HP £886 Mr B CLARKE, CLOCK HOUSE STABLES, MAIN STREET, CHARLTON, BANBURY, OXFORDSHIRE OX17 3DP £288 ALAN COLE T/A RIVINGTON HORSEBOXES, GEOTECHNICAL HOUSE, 575 MANCHESTER ROAD, BLACKROD, BOLTON, LANCS BL6 5RU £11,609 MISS CHRISTINE DANNAN T/A CHRIS DANNAN DRESSAGE, MANNS NEWTON FARM, ZEAL MONACHORUM, CREDITON, DEVON EX17 6LL £609 MR E MAGUIRE, MANOR FARM EQUESTRIAN CENTRE, SWATRY WAY, HOUGHTON, HUNTINGDON, CAMBS PE28 2DY £574 MR ALAN SCOTT, MIDDLETON EQUESTRIAN CENTRE, SADBERGE ROAD, MIDDLETON ST GEORGE, DARLINGTON, DURHAM DL2 1RJ £1,506 R D A MILLERS NOOK RIDING SCHOLL LTD, LOSTOCK LANE, WESTHOUGHTON, BOLTON, LANCASHIRE BL5 3LX £208 MR MARC PALMER T/A FOOTPRINT HORSE SPECIALISTS, 117 WATLING STREET, WELLINGTON, TELFORD, SHROPSHIRE TF1 2NJ £3,432
Equestrian Trade News
ANDREW CROWTHER T/A CROWTHERS EQUESTRIAN, SPRING GREEN NURSERIES, PONTEFRACT ROAD, WAKEFIELD, WEST YORKSHIRE WF4 1LW £10,356 & £3,915 MANOR FARM EQUESTRIAN CENTRE, SAWTRY WAY, WYTON, HUNTINGDON, CAMBS PE28 2DY £3,823 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. . . FEBRUARY ISSUE • BETA International 2012 – preview of the world’s leading equestrian trade exhibition. Stand by stand guide, plan your visit, latest trade fair news from ETN: the official media partner of BETA international.
• Insurance – for the trade and for your customers
• Worming feature – the latest wormers and worming regimes, plus AMTRA accredited CPD feature. Editorial for consideration should be received by 10 January. Telephone: 01937 582111 Email: editor@equestriantradenews.com 42 DECEMBER 2011 EQUESTRIAN TRADE NEWS
MR SIMON FULLJAMES T/A J & S LIVESTOCK FEEDS, DERLWYN, 1 PENYGROES ROAD, CAERBRYN, LLANDYBIE, AMMANFORD, DYFED SA18 3EQ £4,871 J & S LIVESTOCK FEEDS, PENYGOES ROAD, CAERBRYN, AMMANFORD, DYFED SA18 3EQ £1,594 MISS STEPHANIE BERRIDGE T/A APPLEMORE RIDING, THE OLD BARN, DALE FARM, MANOR ROAD, SOUTHAMPTON, HAMPSHIRE SO45 5TJ £3,556 HARWOOD EDGE CARE FARM, SPECIAL NEEDS CENTRE, WILPSHIRE ROAD, RISHTON, BLACKBURN, LANCS BB1 4AH £1,400 MS LOUISE WILLIAMS T/A PHOENIX NATIONAL STUD, GARTH ISAF FARM, LLANHARAN, PONTYCLUN, MID GLAMORGAN CF72 9NH £2,334 MR BRADLEY CLARKE, CLOCKHOUSE STABLES, MAIN STREET, CHARLTON, BANBURY, OXFORDSHIRE OX17 3DP £354 GALLOP EQUESTRIAN LTD, UNIT 2 MARLBOROUGH TRADING ESTATE, COCKSHUTT LANE, THOMPSON AVENUE, WOLVERHAMPTON, WEST MIDLANDS WV2 3NP £897
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