ETN - Equestrian Trade News - February 2013

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

CONTENTS

FEBRUARY 2013

Comment

NEWS.........................................................................4

ALL sorts of facts and figures – some more believable than others – come my way when I’m compiling this bumper BETA International preview issue of ETN. But of all the statistics that have crossed my desk, one genuinely made me gasp. There are 80 new exhibitors coming to the trade fair this month. Yes, of a total of 260 companies – and that’s up on last year - 80 are newcomers.

And as we go to press, the news has come through that the trade fair is completely sold out.

Enough said – see you there!

PRODUCT NEWS .....................................................14

RICHARD REED, founder of Innocent drinks and entrepreneur extraordinaire, was recently quoted thus: “If you think the economy is the biggest thing affecting your business, you're bonkers. Success depends on whether you've got the right brand, are selling what consumers want and at the right price.”

Another person who’s determined not to let the economy get him down was, believe it or not, a bank manager. I was speaking to him on a visit to a saddlery company that’s also one of his clients.

“There are plenty of businesses out there doing really well; it’s just that we never get to hear about them,” said the upbeat banker. “And as for that gloomy Robert Peston [BBC financial editor] I could swing for him...”

He’s so right. Nothing sells as well as a positive attitude.

SPONSORS & SHOWS .............................................10

RETAILER PROFILE Saddlery shops at equestrian centres .......................18 NEWS FEATURE How to protect your innovations ................................20 SPECIAL REPORT Could you save on business rates? ............................22 FEATURE The time-starved owner’s feeding guide ...................24 INSURANCE FEATURE............................................27 SADDLERY MATTERS Ken Lyndon-Dykes warns of a legal minefield ...........30 PEOPLE ...................................................................31 OPINION With saddle fitter Craig Millard .................................32 SQP CDP FEATURE & QUIZ.....................................34

ISN’T in infuriating when consumers go into a shop to look, touch, feel and colour-match a product, then go and buy it off the internet?

Imagine a time when there are no more bricks and mortar stores. Then where will consumers go to get fitted, ask advice, squeeze, sniff and try on?

WORMING FEATURE Virbac SQP of the Year ...............................................36 Latest worming news ................................................39

WHILE manufacturing has become relatively cheap and readily available anywhere in the world, ideas have become more precious than ever. That’s why the value of products is increasingly the innovation and design that goes into them, rather than the materials from which they are made.

That’s also why ETN is excited to celebrate all that’s inventive in our industry by sponsoring the BETA International 2013 Innovation Awards. Find out who wins, and why, in the March issue of ETN.

MERCHANDISING How a well planned shop can maximise revenue .......41

Liz Benwell

LEGAL DIGEST With solicitor James Teagle ......................................40

COUNTY COURT JUDGMENTS................................42 FRONT COVER: ‘Melody’ is an original painting by Jessica Hill who captures equestrian energy and excitement in stylish, modern artwork. See www.printzbyjess.co.uk for more information.

BETA INTERNATIONAL 2013 PREVIEW: Everything you need to know about the world’s top equestrian trade fair, starting on page 45.

HorseWorldLive goes bust for £372,000 HORSEWORLDLIVE, the show which left many traders and public disappointed at ExCel in November, has ceased trading with debts of £372,000.

The directors of show organiser Equidae Ltd have appointed an insolvency practitioner. A creditors’ meeting took place next Tuesday (15 January) after which the company was expected to go into liquidation.

Eric Brightwell, of Brightwell Recovery and Insolvency, told ETN he was approached by the directors of Equidae to assist them with the liquidation.

“The shortfall [total claims from creditors] is more than £372,000,” he said.

“Shareholders and directors who invested in the show represent more than half of the creditors.”

It is thought there will not be any funds for distribution to unsecured creditors.

Asked why he thought HorseWorldLive had failed financially, Mr Brightwell said: “Part of the problem was, come the beginning of November, a number of [trade] exhibitors hadn’t paid the amounts due. [Therefore] the company didn’t have as much in the way of funds as it expected to have.”

But many traders who took stands at HorseWorldLive felt the show did not deliver as promised, particularly in terms of visitor numbers.

“Our company and other traders were seriously misled by Equidae Ltd who seem to have little knowledge of organising this type of event, let alone marketing it properly,” said SallyAnne Brown of Hertfordshire based equestrian retailer Equus Sphere. “The expected 30,000 shoppers never happened; we were lucky if there were 5,000.”

The 30,000 anticipated visitors was a figure also quoted on the HorseWorldLive website, which has since disappeared.

Lauren Dodd of Tilly’s Whim, which took a stand at ExCel to sell its rosette holders, said she felt traders had been “duped” into supporting HorseWorldLive.

“The whole show lacked atmosphere and was poorly organised,” she added. “An example of this was a phone call I received the evening before we were due to set up asking if I could move pitch - albeit to a larger pitch, they obviously couldn't fill the hall. As if this wasn't enough, we were then moved once more. I could go on and on...”

One of the directors of Equidae, Ivan Harold Allen, has 31 current or previous company directorships or secretary appointments. Most of the companies concerned appear to be show or exhibition organisers and of the 31 companies, 22 have been dissolved.

Equidae’s creditors include riders William Fox-Pitt and William and Pippa Funnell who gave demonstrations at the show, plus Andrews Bowen who supplied the arena surface. It has also been reported that the Under 18 show jumpers have never received their prize money from HorseWorldLive.

Laminitis: an early warning LAMINITIS could reach near epidemic proportions this Spring, a senior nutritionist has warned.

Following the wet but mild autumn/early winter when grass grew in abundance, many horses are likely to come out of winter carrying more weight than normal, says Katie Williams of Dengie.

She wants merchants to be aware and ready to advise their customers. “Taking action to avoid laminitis, by increasing exercise and promoting weight loss, is the best advice,” said Katie.

"Grass is nearly always the biggest source of calories and sugar for most leisure horses and ponies – reduce intake however you can. Stabling for longer may mean more work [for the owner] but it won’t be as much as a bout of laminitis will generate."

She also warns about over-using ‘hard’ feed. "Half a scoop of a low energy mix supplies enough energy for 20 minutes’ schooling; a sprinkling each day soon adds up - so don’t do it!"

Chopped fibre feeds can easily supply enough energy for horses working up to moderate levels. Owners shouldn’t assume that because they are riding more, they need to feed more mix and cubes, said Katie.

“Alfalfa fibre feeds provide 10MJ DE/kg which is the same level of energy as a cool mix but with ten times less starch.”

• See the March issue of ETN for more about laminitis and hoof care.

ADVERT INDEX

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

Subscriptions Distributed on a controlledcirculation basis to the retail trade.

Paid-for annual subscriptions are £39.95 (UK), £73.00 (Europe), £86.00 (rest of the world).

The magazine is independent of all groups. Editorial views expressed in ETN are not necessarily the official view of any organisation or group.

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

4 FEBRUARY 2013 EQUESTRIAN TRADE NEWS

Abbey England .........................................53 Academy of Master Saddlers......................16 Agrihealth (NI) Ltd.....................................90 Airowear...................................................89 Allen & Page .............................................31 Animal Health...........................................25 Animalife ....................................................3 Asmar.........................................................9 Bauer Media .............................................95 Bergans of Norway ...................................93 Beris UK..................................................104 BETA International ............................55 & 69 Biemen de Haas........................................10 Brinicombe Equine ....................................10 Buffera Ltd ................................................88 Carrots UK Ltd...........................................75 Charles Owen ...........................................81 Classified ..................................................44 Craghoppers .............................................59 Earlswood Supplies ...................................24 Ekkia ............................................8, 63 & 64 Equestrian Supplies ...................................41 Equilogical Ltd ........................................102 Fairfax Saddles........................................117 Faulks & Cox Ltd......................................103 Finest Brands International ................15 & 71 Fynalite.....................................................94 Gallagher UK ............................................14 Grays of Shenstone Ltd..............................98 Greenans ..................................................92 GWF Nutrition...........................................11 Horse First ..............................................109 Horze .......................................................94 Horse & Country TV.................................113 Hows Racesafe .........................................16 B Jenkinson & Son.....................................23

KBIS .........................................................28 Komperdell .................................................5 Lansdown.................................................98 Lyvlee/Leucillin ..........................................21 Magic Brush ...........................................112 Mars Horsecare.........................................43 Matchmakers International......................OBC Merial Animal Health Ltd ..........................IFC H J Lea Oakes ...........................................26 Alan Paine Knitwear Ltd ............................99 Pfizer Animal Health..................................39 A Poucher & Sons....................................105 Regatta.....................................................51 Rocky Brands ............................................87 L S Sales (Farnam Ltd)..............................111 Schockemöhle Sports GmbH ......................17 Shearwater Insurance Services Ltd .............28 Sherwood Forest/Puffa ................................7 Shires Equestrian Products.........................91 Snowhill Trade Saddlery ...........................IBC South Essex Insurance Brokers ...................29 Supreme Products .....................................33 Taurus Footwear and Leathers Ltd ............107 TopSpec....................................................72 Trilanco ............................................12 & 13 Vale Bros ..................................................83 Verdo Horse Bedding...............................111 Vetericyn Europe .....................................107 Virbac Animal Health Ltd ...........................37 Web Directory...........................................42 Westgate EFI.............................................49 Westgate Labs ..........................................38 www.britishequestriandirectory.com ..........67 W F Young Inc ..........................................97 Worklite Ltd ............................................101

www.equestriantradenews.com

Putting the spotlight on girths THE Fairfax Performance Girth, famously kept secret to give Team GB a competitive edge at London 2012, has been officially launched to the trade.

While retailers can find out more about its attributes at BETA International (17-19 February), there’s no doubt that its arrival has heightened consumers’ awareness of girths in general. Which to choose and why have become talking points in tack rooms everywhere.

Credit for this must go to Vanessa Fairfax, the director of Fairfax Saddles who has invested a lifetime’s experience as a competitive rider and product designer into the project.

“Girthing and girths have become my obsession,” she admits. “How many times do you see a rider using a saddle worth £1,000 plus with a sub £30 girth?”

Fairfax’s girth is the result of pressure testing and equine gait analysis trials conducted on prototypes - as well as other branded girths currently on the market. A wide range of girths in different materials, styles and price points were studied.

The headline results are that the Performance Girth can reduce peak pressures by as much as 82%, significantly improve horses’ range of movement and increase joint flexion over fences and on the flat, compared with some other girths tested.

Fairfax is understandably reluctant to name which competitors’ girths were analysed and how they fared in testing. However, Vanessa has made some generic findings available.

• Changing girths has little effect on saddle pressure; but girths do play a crucial role in saddle stability and the way a horse moves.

• The girth lies naturally over several muscle groups and also has an effect on the muscles at the edge of the shoulder girdle and latissimus dorsi.

• Horses do not expand their ribcages when they breathe, the expansion comes further along in the diaphragm area [Dr David Marlin’s 2010 address to the SMS].

• Changes to the circumference of a horse’s girth don’t exceed 2cm and come from muscle movement not ‘blowing out’.

• As there is no expansion though the ribcage, elastic is not necessary in a girth. It only leads to over-tightening and/or saddle instability.

• It’s often thought peak pressure from girths is on the sternum; in fact, most pressure occurs when the muscle bulk is trapped between the leading edge of the girth and the horse’s elbow – where girth galls are commonly seen.

• There is negligible pressure under the buckles/billets, although pressure testing revealed that the further they can be from the ‘pressure zone’ the better. Using a longer girth can therefore be advantageous.

• Saddle fitters should consider advising on the shape, size and style of girth when helping a customer choose a saddle.

Find out more about the Performance Girth from Fairfax Saddles at BETA International, stand F3.1

Top brands get Irish distributor LEADING brands such as Pikeur, Eskadron and Myler Bits are readily available to Irish retailers.

UK distributor Belstane has appointed of Darragh Equestrian Solutions to represent its interests in Ireland. Muck Boot and Samshield riding helmets are other brands included in the arrangement.

www.equestriantradenews.com

Pets at Home: what’s the plan?

PETS AT HOME’S acquisition of Ride-Away in December set the rumour mill spinning. Just what are the pet retail chain’s intentions for the Yorkshire based store/mail order/internet business founded

by Stephen and Angela Clark in 1980?

Pets At Home has 334 stores totalling 2.8million square feet.

Ride-Away turned over £6.7million in 2011 and remained family owned until it was purchased.

ETN asked Nick Wood, CEO of Pets at Home, about his plans for Ride-Away.

ETN: Will Pets at Home continue with the current Ride-Away business model or are changes planned?

Nick Wood: Pets at Home has bought a successful multichannel business and intends to grow and build on the current model. We will look to extend the reach of Ride-Away through our marketing expertise, customer understanding and national store network.

ETN: Is Ride-Away the first of a series of equestrian acquisitions?

NW: No. Ride-Away is our focus on developing our business in the equestrian market.

ETN: In store, Pets at Home tends to have ‘own brand’ products with very few branded lines from outside suppliers. Will this policy continue as you expand into equine - or will there be opportunities for equestrian brand owners to supply you?

NW: Pets at Home offers its customers the best branded lines alongside its own brand offering. Ride-Away’s focus will remain selling branded products to its customers and we believe innovation and new product will be key to future growth. So we are more than happy to talk to anyone with exciting, new and innovative products.

ETN: Are you contemplating introducing equestrian ranges into your existing Pets at Home stores?

NW: Pets at Home already has a small equestrian range in selected stores. It’s too early to determine whether this will increase or decrease as a consequence of the acquisition of RideAway. We recognise that to be successful in this market, we needed to be authoritative and the purchase of Ride-Away gives us a successful multichannel platform and the leverage of this platform will be the focus of our energies over forthcoming months.

ETN: Will buyers from Pets at Home be at BETA International?

NW: Yes, our commercial team is planning to attend.

World champs tradestand bookings open APPLICATIONS for tradestands during next year’s World Equestrian Games (WEG) have opened.

To be held in Normandy, France - highly accessible from the UK the Alltech sponsored WEG runs from 24 August to 7 September, 2014 and hosts seven equestrian disciplines.

Bookings for tradestands in the ‘Games Village’ opened on 4 February; the deadline for submitting applications is 1 June with confirmations being issued by the organising committee in July.

• Ekkia’s Equi-theme brand is an official WEG partner. To mark the occasion, the French wholesaler has created a stunning clothing range. See it at BETA International (Stand E4.1) and in the fashion show.

Online store offers ‘hard-to-find’ products COUNTRYBASE is a new online retailer for riders and horse and pet owners.

Set up by Acorn Internet, which runs equine and pet ‘informational’ websites, Countrybase offers free delivery on orders over £50 within the UK mainland.

The store opened in October and offers more than 600 products.

“The aim is to provide a wide range of products that include unique, hard to find and unusual products alongside popular top brand products,” said Lorraine Hill, director of Acorn Internet.

6 FEBRUARY 2013 EQUESTRIAN TRADE NEWS

University launches first feed ‘app’ ABERYSTWYTH University has launched what’s claimed to be the first ‘app’ for equine nutrition.

HorseRation, on iTunes, takes into account weight, workload, body condition score, behaviour and health status to guide owners towards the most suitable diet (forage and hard food) for their horse or pony.

Equine nutritionist Catherine Hale, in her final PhD year at Aberystwyth, had the idea for HorseRation. Two versions are available, one free and one paid-for at £4.99. The app will be officially launched at BETA International (17 – 19 February).

Bedding gets sporting chance SPORTS superstore Decathlon is stocking horse bedding in more of its UK stores.

The French company’s flagship store in Stockport has been selling the easibed for a number of years, and is now stocking the brand its Bolton and Glasgow outlets too.

“We sell a lot of easibed to horse owners but we also sell it to people with small animals,” said Mandy Vaughan, sales assistant at Decathlon in Stockport.

Decathlon, which has 14 UK stores, sells gear for 70 different sports.

Stick-maker “very concerned” about ash-die back A WALKING stick specialist is hoping its crop of trees will survive the ash dieback disease that’s sweeping the UK. But Somerset based Classic Canes, which began its 30th harvest of ash, hazel and blackthorn in December, won’t know for sure until later this Spring.

The wood is dried and seasoned for at least a year before being made into thumbsticks, knobsticks and hiking staffs.

“Common Ash is one of the most important woods used by Classic Canes, so we are very concerned about the presence of ash dieback disease in Britain,” said managing director Charlotte Gillan.

The company has a contingency plan should it be forced to fell its ash trees. “We have significant quantities of hazel, blackthorn, quickthorn and crabapple growing, which are all excellent woods for walking sticks,” said Charlotte.

Pictured are David Ogilvy (left) and Ben Porter cutting the first walking stick of the 2012 harvest.

Battles distributes helmet range BATTLES has taken on the UK distributorship of Troxel riding helmets.

Initially the wholesaler has limited stock to support existing customers, but says additional supplies of the American brand are expected toward the end of next month [March].

Troxel’s Spirit, Sierra and Legacy models plus the Spirit Dreamscape for younger riders will be available.

Jim Bowen, managing director of Battles, said it was “a privilege to become the distributor for a world leading range of riding helmets.” www.equestriantradenews.com

Defra Minister to speak at forum

ITALIAN JOB: It wasn’t all hard work for this group of retailers who visited the Equipe saddlery factory in Italy last month, courtesy of the brand’s UK distributor Zebra Products. Lined up for a snapshot on the Rialto Bridge in Venice are, from left, Mark and Di Fisher - Woolcroft Saddlery (Mark is also the British Equestrian Federation saddlefitter), Phil Lowe - sales executive Zebra Products, Didier Brailly - independent saddlefitter, Simon Middleton – managing director Zebra Products, Charlotte Dujardin (dual Olympic gold medal winning dressage star who rides in Equipe saddles),Ellie Norrie (with gold bag) - independent saddle fitter, Caroline Rigg - Sport Horse Services, Lindsay Middleton – director Zebra Products, Aimee Alexander independent saddle fitter, Steph Bradley - Freedom Saddlery and Edda Rigon - director Selleria Equipe.

OWEN Paterson, Secretary of State for Environment, Food and Rural Affairs (DEFRA), will reveal his government department’s view of the equestrian industry at the National Equine Forum (NEF) next month.

The 21st NEF will be held in London on Tuesday, 5 March with The Princess Royal as its president. Owen Paterson is an experienced horseman who has ridden in the infamous Mongol Derby.

Other speakers include Ed Bracher, of Riding for the Disabled (RDA) on encouraging volunteers; vets Malcolm Morley on equine pre-purchase examination and Mark Hillyer on colic treatments and success rates.

Riding as a form of therapy will be covered by guest speaker Dr Patricia Pendry of Washington State University, USA, Jennifer DixonClegg of the Fortune Centre of Riding Therapy and thesis of the year winner Sarah Rainford.

Richard Lancaster of the Thoroughbred Breeders Association and Richard Newton from the Animal Health Trust will talk about the control of equine infectious diseases.

After lunch, the Minister for Sport Hugh Robertson will give an overview of the London 2012 Games, followed by input from Olympic and paralympic participants.

Finally, nutritionist Pat Harris of the Waltham Equine Studies Group will look at grass, Badminton director Hugh Thomas discusses cancelling a major event and Pieter Brama, Professor of Veterinary Surgery at the University College Dublin, considers whether horses are ready to race as two-year-olds.

The forum is supported by the Association of British Riding Schools, Bedmax, BEVA Trust, The Blue Cross, British Equestrian Federation, British Equestrian Trade Association, British Horse Society, British Horseracing Authority, Bulley Davey, Darbys Solicitors, Dodson and Horrell, Donkey Sanctuary, Equine Products UK, Horse Trust, Jeffress Scholarship Trust, NFU Mutual Insurance, South Essex Insurance Brokers, Weatherbys Group and World Horse Welfare.

Tickets are available to equestrian trade delegates and equestrian professionals at £100 per person, which includes lunch and refreshments. To apply, contact the Hon Secretary, Mrs Tracy Allen, at Warwickshire College, Moreton Morrell, Warwick, CV35 9BL. Email: teallen@warkscol.ac.uk.

Online resources for retailers BODY protector specialist Airowear has launched a new online resource hub for trade customers.

Available via a secure area of the company’s website, it gives stockists access to downloadable information such as images, videos and literature which can be used to promote Airowear products. The new website is also available in German.

HERE’S TO THE NEXT DECADE: South-east based equestrian magazine Localrider celebrated its tenth anniversary in December, with editor Fiona Rafferty quick to thanks the title’s advertisers. “We’re grateful to all the companies that have supported us over the last ten years and are very excited to be starting 2013 with lots of ideas for the next ten,” she said.

8 FEBRUARY 2013 EQUESTRIAN TRADE NEWS

www.equestriantradenews.com

• Heavy horse enthusiasts from across the world are due to

attend the Shire Horse Society’s Spring Show at the East of England Showground, Peterborough next month (March 15 -17).

“We’re confident it’s going to be the biggest and best show yet, and a chance to see the breed in all its glory,” said David RalleyDavies, secretary of the show that will see more than 200 Shires compete in what is regarded as the national championships.

The three day event also features demonstrations, vintage tractors, farriery competitions, trade stands and a Victorian funfair.

• Charles Owen continues to

sponsor the British Eventing Pony Team, current holders of European team and individual silver medals.

• Houghton International horse trials is looking for a new title

sponsor after the event organisers’ six year partnership with Subaru (UK) ended in 2012. The three-day event takes place in Norfolk in parkland surrounding a house built by Britain’s first Prime Minister, Sir Robert Walpole.

Houghton International is run by Alec Lochore, eventing manager at London 2012, and hosts around 50 tradestands. “Title Sponsorship of an event of this kind is a rare opportunity to gain immense exposure to the countryside and equestrian market,” said Alec who can be contacted on 01485 210070.

• The Chariots of Fire display team, headed by Amanda Saville

(pictured), has secured sponsorship from natural intestinal hygiene control company Verm-X. Established 18 years ago, the team entertains crowds at shows all over the UK. “The display team ponies, sheep and heifers all look fantastic on Verm-X; they have super coats and are very bright within themselves, with no sign of any worms.

“I’ve been using Verm-X on my chickens for years so was very keen to try it on my other animals,” added Amanda who also introduces children to carriage driving at the Chariots of Fire Driving Centre at her home in Scotland.

10 FEBRUARY 2013 EQUESTRIAN TRADE NEWS

www.equestriantradenews.com

• British Showjumping (BS) has announced a number of sponsorship agreements for 2013.

Fairfax Saddles becomes the new title sponsor of the British Showjumping Pony, Children, Junior and Young Rider Teams.

Since 1980, these teams have won 138 medals for Britain.

The new Fairfax Jump saddle (pictured) incorporates a patented panel design which allows the horse’s shoulder great freedom of movement and so enables good knee flexion. A trial involving eight international riders and a gait analysis high-speed camera proved that it allows the horse to be neat in front.

“The young teams have such a focused approach to their training. This fits very well with principles behind the development of our saddles,” said Vanessa who, as Vanessa Roberts, was a British youth team member.

Speedi-Beet, from British Horse Feeds, supports the BS Horse of the Year Show (HOYS) Grade C Championship for a second year. “Speedi-Beet is a fantastic feed for competition horses as it’s high in fibre, low in starch and sugar and provides slow release energy for focused and sustained performance," said Will I’Anson of British Horse Feeds.

Dodson & Horrell sponsors the BS National Amateur & Veteran Championships for a second year; while Equilibrium Products continues to back the BS Senior Discovery Championship series with its Tri-Zone Airlite brand.

• Airowear has teamed up with event rider Harry Meade to promote its body protectors.

“The designers at Airowear understand the need for a body protector that does not restrict mobility but provides a level of safety commensurate with the risks involved,” said Harry who will compete in an Airowear Men’s Outlyne this season.

• Aloeride has a new association with the Veteran Horse Society (VHS). After feeding the natural organic aloe vera supplement to more than 20 horses at the charity’s headquarters, founder Julianne Aston (above) gave it the thumbs up.

“During the winter, supporting the older horse’s immune system is imperative; however the additional benefits of feeding Aloeride are also improved coat and hoof condition and assisting healthy digestion. Aloeride produces great results quickly, even in older horses.”

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

www.equestriantradenews.com

Go wild about this...

New saddle is a weight carrier

ANIMAL print is all the rage; it’s also the theme of a new under-saddle exercise sheet from IV Horse.

Made in the firm’s West Yorkshire factory, zebra, leopard, tiger and giraffe patterns are available in various sizes.

These sheets are not entirely a good-looking gimmick. The good quality, furry Velboa fabric helps keep a clipped horse warm on exercise. t IV Horse 01888 544261

WHAT’S claimed to be the first saddle designed especially for the larger rider has been launched.

The WOW Bounty, from First Thought Equine, is a dressage saddle with a deep profile seat.

Built on the established WOW carbon fibre tree and with Flair air flocking, the saddle is said to ‘cup’ the rider’s seat for support and comfort.

“This is the first saddle of its kind to hit the market,” said coproprietor David Kempsell.

“Larger riders often feel pushed forward in conventional dressage saddles, the Bounty maintains a secure and comfortable riding position.

“Importantly, we’ve designed a longer, larger seat without making a longer saddle, as many weight-carrying horses are short-backed. The panel of the saddle measures 18”, so it is suitable for all horses.”

The RRP is £2,295 to £2,595 depending on flap design. t First Thought Equine 01227 831614

The many colours of magic MAGICBRUSH has launched three sets in new colours.

This versatile grooming tool – which brushes and massages in one go – comes in packs of three (RRP £11.80 per pack).

The fresh colour themes are Exclusive Black (black, fuchsia and grey), Trendy Orange (orange, yellow and green) and Stylish Candy (lilac, pink and mint).

Magic Brushes are so effective thanks to their bristles which are triangular and conical shaped. They can be used anywhere on the horse without irritating, while the top makes a handy sweat scraper.

After tackling dried on mud and sweat, MagicBrush can be popped into the washing machine – and comes out as bright as new. t UK distributor Trilanco 01253 888188

Each hat fits several heads CHAMPION’S new Air-Tech helmet has an adjustable head sizing ring enabling it to cover a wide range of head sizes. Just three models span sizes 6 ¼ to 7 ½.

The ventilated, lightweight helmet is BSI Kite marked, meeting BS EN 1384 2012, and CE marked.

The outer shell is injection moulded in thermoplastic ABS, finished with a soft feel paint coating. Ventilation is via perforated steel grills to the front, sides and rear. The polystyrene inner liner has also ventilation slots.

The Air-Tech has a removable head lining in moisture wicking material for rider comfort. t Finest Brands International 0113 270 7000 14 FEBRUARY 2013 EQUESTRIAN TRADE NEWS

www.equestriantradenews.com

Top up your saddle fitting skills MCTIMONEY animal physical therapist Dani Paizis is running a series of training courses to help saddle fitters improve their assessment of clients’ horses.

The Advanced Musculoskeletal Assessment Of The Horse For Saddle Fitters is a one day course designed to pass on the skills used by therapists to assess for back pain, muscular imbalance and chronic problems. It does not aim to teach saddle fitters to treat horses.

“A saddle can only be fitted correctly to a physically sound, healthy horse. Fitting a saddle to a horse suffering from an unbalanced musculoskeletal system creates problems for the horse, rider and saddle fitter,” said Dani.

The courses combine theoretical and practical work looking at equine anatomy, the main areas of imbalance, acute and chronic muscular pain, assessment of changing body shapes and palpation skills – how to feel the horse’s body.

Dani believes this extra knowledge will enable saddle fitters to protect themselves and their reputations in an increasingly litigious era. “It’s very important for them to be able to recognise problems and to know when to refer clients for help.”

The one-day courses take place near York and cost £95 with tea, coffee and cake provided. Upcoming dates are 18 February, 10 June and 7 October. t Dani Paizis 01423 564829

The long and the short of it NEUE Schule has added new bit sizes and designs to its collection.

Its Performance Pony range now features the NS Tranz Angled Lozenge Pelham. Elegant and correctly scaled down, it’s ideal for show ponies. Sizes are 4” to 5” in ¼” increments.

At the other end of the size range comes the XL NS Verbindend in 6 ¼” and 6 ½” in snaffle and bridoon versions. A ‘dressage legal’ bit, the Verbindend encourages ‘lift’ to help promote self carriage and freedom through the shoulder.

All Neue Schule bit mouthpieces come in Salox Gold t Neue Schule 0844 6644600 16 FEBRUARY 2013 EQUESTRIAN TRADE NEWS

www.equestriantradenews.com

New feed puts beetroot into the mix BEETROOT is being used an ingredient by new feed company Keyflow.

The products Stay Cool, Maestro and Perfectly Balance form the Mark Todd range. The former Olympic champion is a shareholder and director of the Marlborough, Wiltshire based company.

Keyflow also has a Whitaker Bros range comprising Jumpmix and Junpmix Jnr to which John and Michael of the show jumping family have lent their names. Keyflow Key-Plus and Key-3 Oil complete the collection.

The managing director of Keyflow is Cam Price, formerly associated with Australian feed brand Mitavite.

Keyflow’s range has been formulated by equine nutritionists Dr Ray Biffin from Australia and Dr Catherine Dunnet from the UK. The mixes contain beetroot, stabilized rice bran and cold-pressed canola oil.

Cold pressed canola is a source of omega 3 while and stabilized rice bran delivers slow release energy. ETN asked Catherine to explain the inclusion of beetroot.

“Beetroot presents a new and exciting source of protein and digestible fibre for horses,” she said.

“It is also rich in antioxidants and contains beneficial polypehonols including resveretrol and quercetin. Our in-house studies have shown that it is accepted well and is very palatable and we feel it adds ‘something special’ to the overall nutritional balance of our feeds.

“The power of beetroot in horses, however, potentially goes beyond its nutritional characteristics.

“Our interest in beetroot was further sparked by recent studies in human health showing it to be a rich source of nitrate which can be converted in the body to metabolically active nitric oxide.

Nitric oxide is a potent vasodilator (relaxes blood vessel walls)to lower blood pressure and also to increase the economy of exercise by allowing muscles to use less oxygen therefore improving exercise tolerance, power output and stamina.”

Keyflow feeds are sold in 15kg bags at RRPs from £12.50 to £14.50. t Keyflow 01672 519000

Stock up for the show season WHITENERS and brighteners from Supreme Products’ Professional Collection are ‘must stock’ items ready for the Spring showing season.

The range boasts an array of products for producing whiter than white coats, legs, manes and tails. Supreme Products Leg & Body Whitener helps produce brilliant white legs and can be added to final rinsing water for an all-over body wash.

To enhance the colour of a grey coat or give extra depth in a coloured or darker one, Supreme Products Blue Tint or Blue Rinse will help.

Containing optical brighteners for show ring shine, Blue Shampoo helps produce a lustrous finish.

If your customers complain about stubborn stains, Supreme Products Stain Remover Spray and Stain Remover Shampoo are on hand to help. The spray helps dissolve overnight stable stains, while the shampoo tackles established marks.

For a cover-up job, Cover Magic White helps hide those unwanted marks ready for the ring. t Supreme Products 01377 229050 www.equestriantradenews.com

Show stoppers!

Opening saddlery shops at equestrian centres would seem to be a no-brainer - because there’s always a captive audience, says Penny Richardson.

Pat Glover at Norton Heath: “Our first customers are often panicking people who’ve forgotten everything but their horse.”

n these uncertain financial times, the Government is hot on diversification. And the ‘D’ word doesn’t just apply to farmers.

All over Britain, equestrian centres are turning themselves into equine versions of onestop shops, with tack and feed stores — and in some cases veterinary clinics — complementing the chance to compete.

As its names suggests, Bury Farm Equestrian Village fits the bill. The 300-acre former buffalo farm on the Buckinghamshire/Bedfordshire borders is one of the UK’s newest major show centres.

Owner Alan Dugard’s vision was “to create an environment where anyone could enjoy

I

horses” and Bury Farm now hosts everything from top-level dressage and showjumping to eventing, demonstrations and Pony Club camp.

As well as a large livery yard there’s a vet on site, while customers can order feed and bedding before shopping ‘til they drop in the huge equestrian store.

“Footfall is everything and it’s fair to say that we do get plenty of sales when shows are on,” says centre director Gavin Jenkins.

“Because we know competitors will visit the shop, we try to ensure we carry stock we think will appeal to them and so far, touch wood, it seems to have worked.”

New Bury Equestrian is also

18 FEBRUARY 2013 EQUESTRIAN TRADE NEWS

attracting custom from riders in the area who don’t compete, but Gareth believes the publicity generated through shows has helped.

“Over the past couple of years, we’ve had more noncompetitive people visiting the shop, but it’s fair to say that they might not have heard of us if we hadn’t run shows,” he adds.

Simon Bates of Bedfordshire centre Keysoe, which also has a popular in-house shop, agrees that shows are vital to their retail side.

“The whole of the retail industry talks endlessly about footfall,” he says. “Whilst being at a show centre won’t make a bad shop good, it will give it really good footfall of

the correct niche audience required. It will also avoid high street rents, where you won’t find the niche customers anyway.”

Patsy Bates runs Keysoe’s shop and adds: “I try very hard to gauge the demands of my customer. They do on the whole know exactly what they want and the price they want to pay, which is good for me as I can plan the stock.

Competitors are great customers, but you can't take the mickey!”

Many on-site retail shops are operated by the centres themselves, but at Norton Heath in Essex, Pat and Harry Glover have run their own business for 18 years and now have satisfied customers from

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all over Britain.

“On show days, we try to open by 9.30am because our first customers are often panicking people who’ve forgotten everything but their horse!” says Pat. “I’ve lent my own clothes before and we’ve dressed horses in second-hand tack. At a recent dressage show, someone came in for a hairnet. We had a chat, then she looked round and ended up buying a jacket, some jodhpurs and two tops. I let her have the hairnet for nothing!”

For teenage showjumper Melissa Thorpe, part of the fun of shows at Norton Heath is the chance to visit the Glovers’ shop.

“Shows are a great time to browse and get my mum to buy me things. We don’t have much time at home to go shopping together. I also enjoy going to Pyecombe.”

Melissa is referring to the Light family’s Brendon Saddlery, which is open six days a week and attracts custom from all over Sussex.

“We don’t usually open on Sundays, but if we have a show on that day, it’s definitely worthwhile to staff the shop,” says Shirley Light.

Her sister Caz runs the shows and tries to ensure competitors visit the saddlery.

“This year, we got some of our suppliers to send us stock for ‘goodie bags’. We gave them out at amateur shows and they definitely enticed riders to visit the shop,” she says. “We do vouchers at all our shows. Some winners will use the exact amount, but most spend more, so that definitely works for us. We also have offers on competition clothing on show days.”

Nicola Barry of Buckaroo Equestrian rents retail space at Vale View Equestrian Centre near Melton Mowbray, Leics.

“It was a conscious decision to run the shop at the centre, as with the number of shows and the equestrian footfall, if it wasn’t successful here, where would it be?” asks Nicola, who has just added an online retail side.

“So many people visited the shop during shows and asked me if they could buy online

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later and I didn’t have that facility. It became a must,” she explains.

“Competitors have to collect their dressage test sheets from the shop.”

Much of Nicola’s sales come via dressage shows and she caters for the more professional rider through high-end products that appeal to competitors. She also has a novel way of ensuring people visit her shop on show days.

“They have to collect their dressage test sheets from the shop,” she says. “And when the centre runs clear round jumping, they buy the tickets from me!”

Also taking the online saddlery route is Moorhouse Equestrian Centre near Doncaster. This family run centre is managed by showjumping coach Sue Hobson, who does everything from running shows and the busy livery yard to manning the on-site saddlery. Sue is also responsible for Trailblazers merchandise through her Double E embroidery company.

The saddlery is open fully on show days only. “We don’t get a huge amount of passing trade, so there’s no point in having someone sitting in the shop for eight hours a day,” explains Sue. She recently revamped an area for a new online business.

“I’m not thinking of going entirely online and there’ll always be a tackshop at Moorhouse, but to pay the bills, we’ve had to go down that route,” she explains.

Saddlery turned show centre There’s even one saddlery that’s turned into a show centre. After 11 years as a BETA retail member, Saddlesdane Equestrian Supplies in Kent began running affiliated dressage and jumping shows six months ago.

“There were so few venues

in the area that we decided to have a try at running shows,” explains Vicky Vant.

The Vants built outdoor and indoor arenas and the venture has been so successful that they are now taking on another full-time member of staff while Vicky concentrates on show organisation.

“The show centre and tackshop complement each other perfectly,” she says.

“We’ve gained a whole new customer base, so much so that we’ve had to change our stock considerably. These riders are looking for the high-range brands we didn’t carry in the past.”

In Glasgow, Busby Equitation Centre doesn't run shows, but its Everything Equestrian retail side is kept busy kitting out everyone from absolute beginners to local competitors.

"With so many people coming to us to learn to ride, they all need hats, boots, jods and body protectors, so that's a core part of our business," says manager Laura Gardner.

"We also have a large section for kids which is extremely popular.”

Of course, not every equestrian centre needs or wants an in-house tackshop.

In Lancashire, the family run Osbaldeston Riding Centre manages perfectly well without one.

“It’s something we’ve never really thought about doing ourselves,” says Janet Bargh.

“We have three tackshops and feedstores within a few miles and our livery owners enjoy having a day out at one of the giant equestrian superstores, where they can buy everything they need much cheaper than

Shop ‘n’ show: Riders can do it all at Saddlesdane Equestrian Supplies in Kent.

we’d be able to supply it. We haven’t noticed competitors asking for a shop either.”

A few years ago, Osbaldeston did have an onsite agency offering new and used tack. “When the lady who rented the space retired, we advertised it as a possible tackshop and got no takers at all,” says Janet.

There’s no doubt that retail units on site — permanent shops or tradestands — are attractive to the majority of riders, some of whom spend up to four days at a venue.

Kent-based Victoria Beecher travels to shows all over Britain with her daughter Mimi.

“I’m more likely to spend money at stay-away shows such as Wales and the West, as they have good tradestands that often offer value for money,” she says. “Keysoe, Bury Farm, Pyecombe and Crofton Manor have great shops too.”

Riders’ retail therapy ● “I do love to go to a show with a good tackshop and I can guarantee 100% that we’ll spend money. If my daughter does well, she can usually twist my arm!” Fiona Piper ● “I’m more inclined to impulse buy at shows, especially on a successful day. My son once won a championship and a £10 voucher and I then spent an additional £120 in the shop at Rowallan!” Joanne Fairbrother ● “I impulse bought a Kingsland show jacket and saddlecloth at Ingliston in the hope they’d be lucky.”

Laura Smith ● If I know there’s a tackshop at a centre, I always take extra money. Even if I don't need anything, I’ll still look and I rarely come out empty handed.” Cheryle Seedhouse

EQUESTRIAN TRADE NEWS FEBRUARY 2013 19

Protection for your innovations With new products a big talking point on the eve of BETA International, Steve Jones, managing director and principal patent attorney at AdamsonJones, explains how to keep the copiers at bay. ou've invested a lot of time and money developing a new product. It may not be rocket science, but it's something that your competitors might like to copy as soon as they see it. How can you stop that happening, and ensure that you get some reward for the effort that you have put into bringing the product to market?

The answer is to make sure that you ...all forms of IP have secured the intellectual property (IP) may have a role to in your product: maybe a patent, maybe a play in protecting registered design, maybe just a registered your innovation ... trade mark.

If it is possible and worthwhile, all of the choice depends those forms of IP may have a role to play. on what it is that The choice of which IP rights to go for makes the product depends on what it is about the product that is innovative, and equally importantly attractive to a what it is about the product that makes it customer. attractive to a customer.

Patents protect new technical and functional features of a product. In other words, if there is something different about the way that the product is made that makes it beneficial, then it may be possible to obtain a patent for it.

For something to be patentable, it is critical that it has not been publicly disclosed before the application for a patent is lodged. If you are considering obtaining a patent, therefore, you must ensure that you do not disclose the invention to anyone (other than in confidence) before you file your application. The process of taking your application through to a granted patent is quite involved, but the protection that a granted patent gives you is, in many respects, the most valuable and effective form of IP. It is often thought that obtaining ...the Patent Box tax patents is costly, and that the expense may not be worthwhile for SMEs. There break creates a are indeed costs involved, and those costs whole new reason have to be taken into account when for obtaining deciding whether to go ahead, but the patents in the UK introduction of the "Patent Box" tax break one that provides a (in April 2013) has significantly tipped the balance towards obtaining UK patents direct financial wherever possible. Under this scheme, benefit. profits derived from patented products will be subject to a corporation tax rate of only 10%. For any business that pays corporation tax and is developing new products, the Patent Box means that serious consideration has to be given to patents. The scheme is intended to stimulate innovation, but it is only where the innovation is patented that the financial reward will be obtained.

Other products may not be technically innovative, but may have an attractive new design. Where it is the look of a product that is

Y

20 FEBRUARY 2013 EQUESTRIAN TRADE NEWS

at least part of its appeal, that look can be protected by means of a registered design. Much less expensive and easier to obtain than a patent, a registered design gives its owner the right to stop competitors imitating the appearance of a new product. This won't prevent equivalent products with a different design being marketed, but if your product has the more attractive design, protecting that design will still preserve your competitive edge.

Any product, even those that are not at ...registering trade all innovative, will be marketed under a brand name, and a registered trade mark marks stops will prevent competitors taking advantage competitors of a brand's reputation by using the same benefiting from or similar names on their products. your reputation by Virtually every page of ETN contains references to products by trade marks, and using similar brand those companies that have registered their names for their marks find it much easier to prevent products. imitation than those that have not.

So, in summary, intellectual property protects your innovations and stops your competitors taking unfair advantage of the investment you make in developing new products. â—? Patents protect technical features of a product, and if you pay corporation tax could give you a direct financial benefit. â—? Registered designs protect the appearance of a product, which in some cases is what matters to your customer. â—? All products are sold under trade marks, and registering those marks stops competitors benefiting from your reputation by using similar brand names for their products.

Every case is different. Expert guidance is needed. But putting in place the most appropriate forms of IP can help you reap the reward for the investment you make in developing new products.

Based at BioCity Nottingham, AdamsonJones offers a complete intellectual property protection service encompassing patents, trade marks, design and copyright protection in the UK, Europe and throughout the world. A highly experienced team of patent and trade mark attorneys provides technical expertise ranging from chemistry and biotech to mechanical engineering and advanced physics.

AdamsonJones offers commercial advice of the highest quality ensuring clients get maximum value from their intellectual property. The company works with major multinational companies, like Alliance Boots, Google and Sanofi, and innovative SMEs such as Vectura, Intersurgical and Advancis Medical, as well as with Cornell and other internationally renowned universities. t Rachel Biggin at AdamsonJones email rachel.biggin@adamson-jones.co.uk or tel +44 (0)115 947 7977. Or visit www.adamson-jones.co.uk www.equestriantradenews.com

Is your business over-rated?

B usiness rates are a tax on property and all business premises are given a rateable value by the Valuation Office Agency (VOA) in England and Wales.

The basic level of rateable value usually remains fixed for a five-year period. The rateable values that became effective on 1 April 2010 were based on open market rental values on 1 April 2008. The next revaluation comes into force on 1 April 2015.

The amount of business rates payable is calculated using the rateable value and a multiplier, which is set by the government. This multiplier usually changes each year in line with inflation. Currently, the standard multiplier in England is 42.6p. A building with a rateable value of £50,000 would be liable for annual business rates of £21,300. There are reductions for businesses eligible for Small Business Rate Relief (SBRR).

Despite calls for rates to be frozen during such tough economic times, the government implemented an increase in April 2012 of 5.6%.

Challenge a valuation Business rates can be challenged through an official appeal process. There are three grounds to appeal - the new valuation was wrong; the property has changed and should be reflected in the rateable value; or an alteration made to the valuation is wrong.

There are various ways to challenge a rating and businesses should seek advice from a professional advisor including a solicitor, the Royal Institute of Chartered

Surveyors, the Ratings Surveyors Association, or the VOA.

Rural businesses’ relief is aimed at encouraging small businesses to remain open in remote areas.

Businesses who want to challenge their rating themselves, can contact the local VOA stating why they consider the valuation to be incorrect. It can also be done online at www.voa.gov.uk.

The VOA will acknowledge the appeal and check if it’s valid. If it is, they may visit the property. If it is a material change, say, alterations have been made to the property or the use of the property has changed, then a visit may not be required.

Plan B There are other ways to seek to lower liability. There have been instances of businesses shutting off floors of their premises to reduce their bill significantly; if part of the building is empty and not being used, it can qualify for rate relief.

Likewise, an empty property is exempt from paying rates for three months after it becomes vacant. If the premises are an industrial/warehouse building, it would gain a further three months relief.

If the building has a rateable value of up to £12,000, 100% relief is available in 2012/13 and up to 50% in the subsequent years. Those with

22 FEBRUARY 2013 EQUESTRIAN TRADE NEWS

Business rates form a large part of the fixed costs that businesses have to pay. While many believe that a rates demand must be paid without question, there are others who know that the system has leeway built into it.

Louise Hebborn explains.

a rateable value from £12,000 to £17,999 can also make use of SBRR mentioned previously.

Businesses that relocate to one of the new Enterprise Zones can take advantage of a 100% relief to their ratings bill for five years. There are 21 Enterprise Zones planned, with projects announced in Cheshire, Essex, Cornwall, Gosport, Hereford, Humber Estuary, Leeds, Sheffield, Birmingham, Bristol, Liverpool, London, Manchester, Derby, Nottingham, the Black Country, the Tees Valley, the West of England and the North East.

Rural businesses will also be eligible for relief, aimed at encouraging small businesses to remain open in more remote areas.

Time to pay Business owners and property owners will receive the rate demand from the local authority each year in April. There is a choice in ways to pay including spreading the cost over ten months to help with cash flow.

Businesses that are experiencing particular hardship should contact their local authority. They have the power to provide rate relief for struggling companies.

The government’s Business Rates Deferral Scheme helps businesses spread the increase in the current financial year’s bill across three years; it enables companies to delay paying 60% of the retail price index rise until 2013/14 and 2014/15.

Road improvements, road closures and upgrades to transport infrastructure can sometimes be disruptive and can impact on a businesses income; an appeal against the business rating may be

appropriate.

Traders in Rochdale contacted their local MP when improvement work to the Metrolink tram station impacted on their livelihood.

Their MP called for a reduction in business rates for affected traders.

The law allows no compensation available for loss of trade. But, for disruption over a sustained period, it may be possible to apply for a temporary reduction in the business rate, because the highway works may have affected the rental value of the premises over that period.

If a business is affected by local disruption, it can also contact the VOA directly, to lodge an appeal to attempt to have the rateable value of the property temporarily reduced for the period of the works.

While it may not always be possible to reduce business rates liability, there are a multitude of options available to businesses and an experienced advisor will be able to assist in identifying possible reductions.

Where to get help • Find a solicitor http://www.lawsociety. org.uk • The Royal Institute of Chartered Surveyors www.rics.org/ • The Ratings Surveyors Association www.ratingsurveyors association.org/

About the author Louise Hebborn is an associate solicitor at Stephensons Solicitors LLP. www.equestriantradenews.com

The time-starved horse owners’ feeding guide There are many HOSTs among your customers; no, not party-givers but Horse Owners who are Short of Time, says Nicola Tyler, BSc, Nutrition Director, TopSpec. uring the winter, with daylight at a premium, there will be dozens of HOSTs dashing into your store for ideas to make their lives easier.

Retailers are in a great position to help these stressed-out souls – while putting their horses’ welfare top of the list.

You’ll have heard the phrase ‘horses evolved to eat little and often’ and it’s true that by mimicking nature as closely as

D

we can, we give the horse the best chance of digesting his feed comfortably and efficiently.

The more forage a horse eats, the less hard feed he needs, saving precious time when [bucket] feeding. And that, especially for HOSTs rushing off to work, is very valuable.

Large buckets of chop or ‘fibre’ feeds take ages to chew; fine if owners have the

time, but ample hay or haylage is the most costeffective and time-effective solution. More time-saving tips spring to mind: ● Make sure their horses have forage ad-lib. This is easy in the summer; horses can just go out and harvest their own feed by grazing. Winter’s another matter; it’s quite a challenge to keep hay or haylage in front of a stabled

horse so that he’s never without it for more than six hours. A chance to sell an extra haynet, so that horses with a big appetite can have two in their stable, preferably hung in different places. Or small-holed nets so that the forage lasts longer. HOSTs could fill a week’s supply of nets at the weekend to save precious weekday minutes.

● Suggest owners feed an appropriate hay or haylage so that it can be fed ad-lib. A hardworking horse needs topquality ryegrass hay or haylage, most horses in lightmedium work can be kept well on meadow hay or haylage or possibly second-cut ryegrass haylage. Horses in light work need late-cut, high-fibre hay or haylage, and the overweight may need this hay soaking to reduce its calorie content. In freezing conditions sell HOSTs an unmolassed alfalfa/straw chop as an exceptionally low sugar/low starch hay replacer. Horses that are fizzy or prone to ‘tying-up’ have fewer problems on hay than haylage. ● If the horse can utilise his forage better i.e. extract more nutrients from it, he needs even less hard feed. So recommend HOSTs use a feed balancer. Feeding a TopSpecification Feed Balancer improves the amount of useful nutrients that a horse can utilise from his forage and straights in four ways: i) The amino acids, vitamins and minerals in such a Feed Balancer balance the deficiencies in these nutrients in forage and straights/blends, compared with the requirements of the horse,

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improving their utilisation. ii) The pure, protected yeast, sometimes referred to as yeast probiotic, in a TopSpecification Feed Balancer optimises the digestion of fibre in the hindgut, allowing the horse to gain more benefit from the diet. iii) Another useful yeast product in a TopSpecification Feed Balancer, sometimes called a pre-biotic, is mannan oligosaccharide (MOS). This is a constituent of yeast cell walls. It bonds with pathogenic (bad) bacteria, removing them from the gut, leaving the beneficial bacteria free to multiply and therefore digest fibre more efficiently. iv) The forage to concentrate ratio is improved because a TopSpecification Feed Balancer is very nutrient-dense [concentrated]. A small amount of hard feed obviously leaves more space in the digestive system for forage than a large hard feed. ● For HOSTs, minutes can be lost when opening tubs of airtight containers of supplements and adding miniscoops to the feed before sealing the tub again. So recommending an appropriate feed balancer, already containing the necessary supplements, is another piece of advice to share with timestarved customers. For example, you can offer to feed balancers with or without a

hoof supplement, a joint supplement, or high levels of Vitamin E and selenium, the most popular anti-oxidants. ● Grooming takes as long as riding at this time of year. But do HOSTS know that using a feed balancer that contains optimum levels of biotin, methionine, copper, zinc, vitamin A, and soya oil reduces grooming time because the coat is so soft and silky that dirt and mud brush out more easily? ● Do HOSTs really need to spend time mixing chop into their horses’ feeds? Not if their horse is on ad-lib forage and does not bolt his feed! If their horse has all the forage he needs in his net or on the floor, he doesn’t need more, from the nutritional point of view, in his bucket. If he bolts his feed, two large, smooth,

brick-sized stones in the bottom of his feed bowl/manger will stop him.

For those HOSTS who enjoy mixing feeds (which is most of us), then suggest just a double-handful of chop so as not to prolong eating-time too much. ● It’s possible to bucket feed in the field, thus saving time, if HOSTs are organised. Try to have horses in their own spaces, just temporarily [electric fenced ‘pens’ work well], and use non-tip bowls.

We find the Stubbs white plastic feed bowls that sit inside tyres brilliant, as long as the tyre is a good, tight fit. I recommend you keep these in stock. ● It’s much better to feed hay than haylage in the field, especially during the summer.

Solving the problem of

26 FEBRUARY 2013 EQUESTRIAN TRADE NEWS

keeping hay clean and dry in the field while avoiding wastage and poaching is a perennial problem. Stocking a sheep hay rack on wheels may attract a few buyers. ● HOSTs will be grateful to know that, whether living in or out, keeping horses’ feeds small and low in sugar and starch, helps them to be more relaxed. A feed balancer combined with ad-lib suitable forage will keep most horses slim and healthy but those working hard or needing weight gain can have lowstarch blends added to their balancer. If they’re not fed anything ‘heating’, time can be saved on lungeing, ridingin etc. Everyone prefers to ride a horse that is calm and focussed. So forget cereals, cereal-containing compound cubes and mixes except for the

few horses that respond to ‘fast-releasing’ energy sources.

Even with these individuals, research shows that no more than 1kg of high-starch products should be fed at any one time to a typical 500kg horse. ● More music to HOSTs’ ears is that a horse fed in sympathy with his digestive system is likely to be healthier, and therefore the need the vet less often. Horses and ponies fed ample forage and small, low sugar/low starch but micronutrient rich diets should suffer less digestive upsets, loose droppings, colic, laminitis, ‘tying-up,’ and stereotypical behaviour. t Nicola can be contacted on the TopSpec BETA Multiple Award Winning Helpline tel 01845 565030

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Ask the [insurance] experts...

The best advice for any retailer is to seek professional help and be honest and open with their broker.

SEIB has more than half a century’s experience in equestrian insurance. So who better to answer some retailers’ insurance queries?

Q. From flooding of property to show cancellations, the weather has made for a difficult 12 months.

What insurance cover is available to mitigate weather related losses?

Or have recent events made the premiums unaffordable?

A. 2012 was a difficult year for many businesses. If the retailer plans to exhibit at shows with a tradestand, cancellation cover is available and the option to include adverse weather can be purchased. Regarding cover for business premises, premiums vary depending on the sums insured as well as previous history of flooding in the area; it’s wise to speak to a broker who has access to a range of insurers and can offer advice on the insurance cover that is available. Professional advice and the best cover available should be the choice for any business, as buying on price could have very serious consequences should a major loss occur.

Q. What are the most common things equestrian retailers usually forget to insure?

A. Cover varies from region to region, the risks involved www.equestriantradenews.com

and the sums insured. If a retailer is saddle fitting, especially if it is away from the premises, they should let their insurer know and make sure they have the appropriate cover in place. The best advice for any retailer is to seek professional advice and be honest and open with their

Owning a tack shop is often different from a standard retail outlet. broker; often retailers may not be aware what cover is necessary or available.

Owning a tack shop is often different from a standard retail outlet as there could be repairs or manufacture of saddlery involved and specific product liability will be required; a standard off the shelf policy may not be suitable for this sort of business. Retailers also need to disclose the construction of the buildings from which they are operating as this could affect a claim. It could be assumed that buildings are standard brick

and tile, for instance, when they are actually of a wooden construction.

Q. If a retailer is trading exclusively online, what insurance cover is recommended?

A. The cover required for an online business is much the same as for a standard retailer.

Often these businesses will be home based and SEIB can offer a working from home policy which automatically includes public liability, employers liability, business interruption and stock (depending on sums insured) a small amount of legal expenses cover is included.

There have been recent cases where theft has taken place as payment is received for an order and subsequently withdrawn after the items are sent, leaving the retailer out of pocket for the items purchased and subsequently not paid for. Unfortunately this situation would not be covered by the business insurance. Business insurance covers theft, but as with all policies there must be physical and forcible entry or exit when the goods are taken.

Q. What does SEIB offer equestrian businesses?

A. SEIB celebrates 50 years

of being in business in 2013.

Throughout this time the company has provided insurance for equestrian activities and is known as the company that first introduced much of the insurance cover every horse owner now accepts as standard. For example, loss of use, cover for older horses, inexpensive horsebox insurance and higher levels of veterinary fee cover to name but a few.

SEIB is proud that over the years it has not lost its way and still goes that extra mile to offer the cover and advice that our clients truly need. Over the years, SEIB has won awards for customer and claims service and still looks to provide the best possible care.

The company specialises in niche markets. Having an indepth knowledge of its core business, it spends a lot of time discussing with insurers the cover that is needed for each industry within which it is involved. If the cover on offer is not adequate, SEIB looks to find an underwriter to offer the terms that keep our clients protected. It’s a personal, professional service honed over half a century of experience in equestrian insurance. t SEIB 01708 850000

EQUESTRIAN TRADE NEWS FEBRUARY 2013 27

Business insurance:

While the outlay on insurance can seem like just another expense, the financial implications if you aren’t adequately covered could be disastrous. ETN asked Oliver Lawton at Shearwater Insurance for some do’s and don’ts of commercial policies.

28 FEBRUARY 2013 EQUESTRIAN TRADE NEWS

A niche market

Are you paying too much?

JUST as your customers should feel confident with their purchase from your retail outlet, you should feel confident in your insurance company and the level of cover that you have. Using a specific equestrian insurance broker means that elements of your cover that don’t apply to outside of the industry are taken into consideration. This way, in the event of a query, or claim, you can be sure your insurance company will understand the nature of your business.

Every business is unique and this means that what works for one company, may not work for another, so tailoring your policy to meet your requirements is important.

There may be elements of your cover that you are currently paying for that aren’t necessary – or there could be features you are missing that could result in you being out of pocket in the event of a claim.

For example, in many cases you existing business insurance www.equestriantradenews.com

will provide public and employers liability for your premises as well as delivery and collection. It will not cover you for fairs and exhibitions as standard… you must ask for this extension in cover if you want cover at fairs and exhibitions. You may find this saves you money as you will

A liability claim can reach a sixfigure sum very quickly. not need to invest in a specialist fair/exhibition policy.

If you need cover for cancellation and/or curtailment then you will need a specialist stand-alone policy.

This is something you should always check because a liability claim can reach a six-figure sum very quickly – something for which you do not want to be footing the bill.

Situations out of your control In recent years there has been a significant increase in claims caused by adverse weather conditions, most recently due to flood damage.

Flood damage is nearly always included in standard business insurance, unless you have had it specifically excluded but in the event of flooding, or any other problem that arises through a situation out of your control, there can be a huge financial loss – not just from damage to stock and premises, but ask yourself should the worse happen who will answer the phone?

Customers may still need to be serviced!

Do you need alternative premises to carry on trading?

Can you afford the expense of getting this all done? Or even if you can afford to… do you want that sort of drain on resources? If not ensure you have business interruption cover. This is necessary to ensure your company can continue trading, and ultimately you can continue to earn. www.equestriantradenews.com

Your commercial insurance checklist…

There are many things to take into consideration when choosing the correct insurance policy, here are just a few details to bear in mind… ● If you have buildings cover is the sum insured for index linked? Some companies can automatically raise the amount you are covered for, as inflation rises. ● If you have a retail store, are you responsible for the shop frontage under the terms of your lease? If so ensure check your policy, some insurers give this as standard but not all. ● Make sure you have the correct stock cover and keep up to date stock books – look at the details – Are you over insured? You should insure stock for cost price to you. ● Does your Contents Cover include accidental damage?

For example, in the event that you cause damage yourself you will need cover.

In the event of flooding, there can be a huge financial loss. ● In the unfortunate circumstances that you are not able to trade due to an insurable peril – are you covered for Business Interruption for loss of Gross Profit, or Increased Cost of Working? If you lease the building – are you covered for Loss of Rent payable? ● Does your policy include Goods In Transit? ● Do your alarm systems and locks meet the requirements of your insurers – if not this may put your policy at risk in the event of a claim. ● It is law to hold Employers Liability insurance event for volunteers & helpers – make sure this is included in your policy. ● Check the amount you are covered for Public and Products Liability. t Shearwater Insurance 01992 718666

This minefield is explosive!

Ken Lyndon-Dykes identifies the latest legislative threat to saddle fitters.

t’s probable that the equestrian industry is about to be involved in some asinine legal judgements that might put the defendant behind bars – or inflict such crippling financial penalties that their business is bankrupted.

At a recent Society of Master Saddlers (SMS) seminar on litigation a Trading Standards Officer shocked everyone when he told us that we are technically creating a criminal offence when we provide any sort of services at a customer's premises - or elsewhere - without providing them with relevant documented information about their legal rights.

It was only last year that I – and most of my friends and colleagues in the saddlery industry – became aware of the full implications of the 'cancellation of contracts' legislation that came into effect in 2008!

That legislation gives consumers the right to cancel goods or services within seven days of purchase/order and to claim a full refund. There are

I

also masses of 'add-ons' that it would take an expert to interpret.

Now, it seems, most of us have also been unaware – or have misunderstood – legislation relating to services provided at the client's premises or place of their choice. Taking the law to its extreme, if a saddle fitting check – as opposed to supplying and fitting a saddle takes place, the client must be provided with a written right to cancel.

The 'right' applies to services valued at £35 upwards. So what does that really mean and what are the implications?

The check cannot be 'undone' – and a horse can 'change shape' in a remarkably short space of time. How does this sit in the law? The implications are interesting – and disturbing.

A saddler attends the client's premises and undertakes an on-the-spot reflock of a saddle: the client is 'not satisfied' and claims her right to cancel the contract.

Returning the fees paid may not be deemed sufficient – then what?

The same could apply to the equine dentist whose services were considered unacceptable; or the 'back specialist' who failed to cure the problem.

Where does the legislation begin and end?

Tongue-in-cheek aside, the legislation relating to Sale of Goods is a minefield. The Consumer Protection from Unfair Trading Regulations 2008 (CPR) were devised to ensure retailers deal with consumers fairly and honestly;

30 FEBRUARY 2013 EQUESTRIAN TRADE NEWS

in other words, they were intended to protect customers from deliberate malpractice or professional inadequacy. I’m unaware of any legislation that similarly protects retailers from unscrupulous customers!

I’m unaware of legislation that protects retailers from unscrupulous customers!

Another area I find potentially disturbing relates to the sale of second-hand goods. Car dealers, for example, are provided with a comprehensive checklist and advice designed to enable them to take reasonable steps before offering a vehicle for sale. They should – and I quote: “Take all reasonable steps to check its history to make sure that: Everything you say about the vehicle is true, or even if true, is not misleading in the way it is presented.

You find out the important information that your customers need to know such

as: Is it recorded as stolen? Is it subject to outstanding finance? Has it been written off or suffered accident damage? Is it an ex-business use vehicle with multiple users?'

Advice/recommendations to car dealers continue: “If the customer wants the vehicle for a particular purpose for which you think it is unsuitable, make this clear in writing, perhaps on the sales receipt, to protect yourself against future claims. Make sure you have an accessible and userfriendly after-sales procedure to ensure that all customer enquiries and complaints are dealt with in an honest, fair, reasonable and professional way.

“If the vehicle you sell is not of 'satisfactory quality', the customer is legally entitled to a number of possible remedies, which may include a full refund or a repair or replacement.”.

With very little re-writing, most of these comments/questions could be applied to the sale of secondhand saddles. The fact that many saddles have not been bought by the retailer but are sold on commission on behalf of their owners surely creates even more complications?

As I said, a minefield – and one that could explode at any time!

About the author Ken Lyndon-Dykes is a saddle designer, Society of Master Saddlers’ Qualified Saddle Fitter and former international three-day event rider. He is increasingly called upon to act as an expert witness in cases of litigation.

www.equestriantradenews.com

• Mark Todd was made a Knights Companion of the New Zealand Order of Merit (KNZM) in the 2013 New Year Honours List. The eventer has previously been granted the MBE and CBE and was voted Rider of the 20th Century by the FEI. Although he was formally notified some weeks ago, the news is still sinking in for Sir Mark: "It's a huge honour and I'm extremely humbled by the recognition," he said.

"I don't expect the title to make any difference to my everyday life, though; we won't be having 'Sir' added to the Mark Todd Collection logo."

•Westgate EFI has appointed Sue Doyle as sales support manager, a move which sees her take responsibility for the WEFI sales office.

Having ridden as a child, Sue went on to have a high flying career with Goldman Sachs before moving to Kent and taking time out. She joined WEFI in June last year and is currently overhauling the sales office systems and procedures.

• Christine Muirhead has joined Verdo Horse Bedding’s UK sales force. Christine uses the bedding for her seven horses. She enjoys taking her young son show jumping.

• David Broome, the former

world champion show jumper, has become president of British Showjumping (BS).

During his competitive career, David won two Olympic bronze and 12 world and European championships medals. He was voted BBC Sports Personality of the Year in 1960.

Honoured with a CBE for services to his sport, David has served for an uninterrupted 45 years on the BSJA and BS Executive Board. He takes over as president from Liz Astall.

•The British Horse Society (BHS) has appointed its former chairman

Lynn Petersen as chief executive. The new chairman is Claire Aldridge.

My saddle fitting mantra AS a competition rider, I understand the demands on horse and rider. I also understand biomechanics - how the horse moves on the flat and over a fence, and I integrate all this practical knowledge into the advice I give as a saddle fitter.

No client is difficult; the most effective tools I have are two ears and one mouth, used in that order and proportion. I often find myself ‘translating’ what a client is saying.

A new saddle fitting takes me two to three hours. I get the horse and rider’s full history then, as I watch the horse in hand and under saddle, I assess the body language. Is the horse being allowed to move naturally? Does the partnership look relaxed and ‘as one’ or is there tension in horse, rider or both?

I consider the shape and size of the rider compared with the horse. This can be a challenge, but is best handled with frankness and honesty.

Clients often say they want a particular brand of saddle, which may not necessarily be the correct one for them or their horse. I don’t argue; instead I take the requested saddle plus a selection of others, video the client riding in the various saddles, have a discussion – and invariably they end up making the right choice for themselves. I never sell a saddle; I want a client to buy a saddle from me.

Yes, we all want to make a sale, but I want to provide a good service. We can’t change things like leg length or height, but we can modify the block position, specify an open seat to give more room and guide the customer towards other options.

As a rider, I understand the potential influence of every suggestion I make. Each customer contacts me to help make things better, so I need to increase their confidence by finding the positives and building on them. My aim is to ensure that the client goes away with a better level of knowledge and understanding.

I like to look at riders in different saddles and try to improve them as much as possible, but without changing too much, as that can affect confidence.

Part of my job is to ensure the rider is symmetrical. If I don’t mention they sit to one side, I leave myself open to criticism; but if we discuss it, then I can try and help. I contact every client after three months to see how they are progressing and offer them a refit.

Discovering each rider’s ambition is important. Do they train Craig Millard, saddle fitter

Rider, competitor, trainer, equestrian retailer; Craig Millard ticks all those boxes and uses all those skills in his most challenging incarnation yet. Here are his thoughts on being a thoroughly modern saddle fitter.

Craig Millard, rider

and compete or ride just for pleasure? For me, riding is my job; for most it’s their hobby and they work hard to pay for it.

Misconceptions The most common misconception clients have about saddle fitting is the expectation of instant improvement. The answer is to be totally honest about what is realistically achievable.

Next is how often saddle fit should be checked; the answer every three to six months.

Another misconception is ‘I’ll get a cheap second-hand one until he stops growing’. Horses never stop changing shape.

Overall, my mantra is: treat your clients as you would like to be treated, keep in touch, listen to their needs and educate them along the way.

About the author Northamptonshire based Craig Millard has a BSc (Hons) in equine sports science. After graduating in 1998, he worked in Australia for showjumper Chris Chugg before returning to the UK to take up a post as rider/groom to event rider Eddie Stibbe. A move into equestrian retailing saw him become manager of Olney Saddlery and qualify as a Society of Master Saddlers (SMS) Saddle Fitter in 2008. Craig has evented but now concentrates on dressage. He’s ridden at the BD National and Winter Championships for various owners including his long-time trainer Judy Harvey. Craig joined Sue Carson Saddles as a distributor last year. He can be contacted on 07712 898483.

Do you have an opinion?

If you feel strongly about an equestrian industry related subject and would like to air it with your peers in the trade, contact editor@equestriantradenews.com

32 FEBRUARY 2013 EQUESTRIAN TRADE NEWS

www.equestriantradenews.com

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

AMTRA is required by the Veterinary Medicines Regulations to ensure its SQPs undertake CPD. All SQPs must earn a certain number of CPD points in a given period of time in order to retain their qualification. The current training period ends on 30 June 2013.

SQPs who read the following feature and submit correct answers to the questions below will receive two CPD points.

Investigating treatment failures: is it wormer resistance?

By Callum Blair BVMS MRCVS, senior veterinary advisor, Virbac Limited. here is increasing awareness of the issue of wormer resistance and the potential for it to have an impact on horse health and welfare. SQPs not only play a vital role in encouraging best practice to try to slow down the development of wormer resistance but will often be the first point of contact when a case of suspected resistance arises.

Labelling every case of apparent reduced efficacy as wormer resistance can prevent the appropriate action to resolve the problem from being taken. It is therefore important that all cases are handled properly in order to ensure that true instances of resistance are correctly identified.This article will outline the potential causes of treatment failures and the processes that a prescriber should go through to help establish the cause of the problem.

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Figure 1: Factors potentially involved in treatment failures

34 FEBRUARY 2013 EQUESTRIAN TRADE NEWS

What is wormer resistance?

If we are going to be involved in wormer resistance it is important to understand properly what this term means. It is a common misconception that wormer resistance means that the drugs don’t work at all. However, what it actually means is that the drugs don’t work as well as they are expected to i.e. they fail to kill as many worms as they should.The accepted standard for wormer efficacy is 95%, anything below this would be considered at least suspicious of resistance. It is important to remember, however, that in addition to resistance; there are a number of other factors that could compromise the efficacy of

Figure 2: Systematic approach to investigating a case of suspected wormer resistance

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a wormer. In many of these, we or the horse owner are the ones in control of the outcome. Figure 1 shows a number of the contributory causes to treatment failure and a systematic approach to eliminating each of these should be adopted (Fig 2).

Weight (kg) =

Heart girth (cm) X Heart girth (cm) X Length (cm) 11877

Spectrum of drug activity

Compromised product

If resistance is related to expectations, we must first establish if the horse owner’s expectations of a wormer are realistic. We all recognise that not all wormer drugs treat all parasites but to many owners a wormer is a wormer. SQPs are well placed to bridge this knowledge gap.

Even when a drug is authorised to treat a parasiteit may require special treatment instructions to target specific parasites. A good example would be an owner reporting tapeworm in their horse’s dung even though it was treated three weeks previously with pyrantel. If a single dose of pyrantel had been used this does not have sufficient efficacy against tapeworms to achieve adequate control of this parasite. Even if a double dose was given, this will only treat Anoplocephala perfoliata; when tapeworms are seen in dung they are more likely to be Anoplocephaloides mamillana a species against which pyrantel is ineffective.

Another parasite that presents some interesting challenges is Equine Pinworm (Oxyuris equi) which is increasingly being observed in horses even after treatment and is readily attributed to resistance by many vets and SQPs. It is thought, however, that wormer drugs do not reach effective levels to kill the egg laying females that sit in the rectum. Investigation of reports of lack of efficacy against Pinworm are hampered by the fact that the eggs do not routinely appear in faecal egg counts so it is not possible to perform a faecal egg count reduction test. This is one situation where alternative means of control are important rather than relying solely on wormers. Washing the area under the tail every 2-3 days will help to soothe any irritation, remove the eggs and in so doing reduce environmental contamination. Disinfecting stables, fences etc. will also help to break the re-infection cycle.

All products should be used before their defined expiry date (if left unopened) or its in-use shelf life (once opened). In addition the environmental conditions it is subjected to can influence its stability/efficacy. The conditions a wormer are produced and stored under are well controlled up to the point of supply to a horse owner. Once it leaves the licensed premises it may be subjected to extremes of temperature or humidity.

Beyond the established limits the integrity of the product cannot be assured and its efficacy could be compromised.

Underdosing The dose of wormers is determined through extensive research to establish the optimal amount of drug to achieve the desired effect (kill parasites) whilst avoiding undesirable side effects. Accordingly, if the full recommended does is administered the level of efficacy can be predicted under normal circumstances. If, however, insufficient wormer is given either as a result of poor weight estimation or if some of the wormer is spat out instead of being swallowed, then it would not be expected to work properly (as well as contributing to the risk of resistance developing).

Underdosing is one of the most common causes of perceived wormer failure and it has been shown that guesses of horses’ weight are notoriously inaccurate, routinely 20% less than the actual weight.

Many horse owners will fall into the trap of estimating their horse’s weight to be what “one syringe of wormer will treat” (or “half a syringe” in the case of ponies), especially in times of economic hardship. In a recent survey of leisure horses the actual weights rarely fitted in with this approach (Fig 3), not least because of the variation in the weight “a syringe” or “a tube” of different products will treat (575, 600, 700 and 800 kilograms).

If poor weight estimation could have contributed to an efficacy problem then an accurate indication of the weight should be obtained before considering further treatment. The most accurate way to achieve this is to use a weighbridge but if this is not possible other practical options are to use a validated weigh tape or a weight estimation formula. In one study the Carroll and Huntington (1988) formula was shown to have an overall accuracy of 98.6%1:

Formal investigation of a case of suspected resistance Although a possible explanation may be established early in the investigation process, it is advisable to complete stages 1 to 4 for all cases to eliminate all potential sources of error. The remit of an SQP is to prescribe wormers for the prevention of disease, if it has been established that there were no failings in the choice or the use of the wormer, the case is best referred to the Manufacturer or a Veterinary Surgeon for further investigation. The recognised method for the investigation of resistance is the Faecal Egg Count Reduction Test (FECRT). This involves performing a faecal egg count (FEC) before treatment followed by a further FEC 2 weeks after treatment. For these, it is better to perform a modified McMaster technique which is sensitive to 1 egg per gram (epg) as this will be more capable of detecting reduced efficacy than the standard McMaster Technique which is only sensitive to 50 epg. The following equation is then used to calculate the efficacy of the product being investigated:

Conclusion Anthelmintic resistance is an issue that affects everyone involved with horses. By following a systematic approach to investigating suspected cases of resistance an SQP can ensure that actual resistance is correctly identified and the appropriate action is taken whilst enhancing their reputation and cementing their relationship with their customers.

References.

1. Ellis, J.M. Hollands, T. 1998. Veterinary Record 143, 335-336 2. Carroll, C. L. & Huntington, P. J. (1988) Equine Veterinary Journal 20,41-45

AMTRA CPD explained • AMTRA (the Animal Medicines Training Regulatory Authority) is an independent body whose task it is to ensure that the marketing and distribution of animal medicines in the UK is undertaken in a responsible manner by AMTRA qualified persons.

• AMTRA maintains registers of qualified persons, including Suitably Qualified Persons (SQPs), authorises training centres for course provision, provides information and advice for registered persons, monitors and accredits continuing professional development (CPD) for SQPs and regulates professional conduct.

• SQPs are permitted under the Veterinary Medicines Regulations to prescribe and supply medicines classified as POM-VPS and NFA-VPS. • For more about AMTRA and becoming an SQP www.amtra.org.uk

Turn over for CPD quiz. www.equestriantradenews.com

EQUESTRIAN TRADE NEWS FEBRUARY 2013 35

ETN CPD Questions (Continued overleaf) SELECT YOUR ANSWERS AND TICK THE BOXES 1. Which of the following best describes wormer resistance? a. The wormer drugs are difficult to expel from their tube b. The wormer drugs don’t work as well as they should c. The wormer drugs work perfectly well d. The wormer drugs don’t work 2. What level of efficacy is the cut-off point associated with wormer resistance? a. <100% b. <99% c. <95% d. <80% 3. Which of the following is NOT likely to result in apparent treatment failure? a. Under dosing b. Overdosing c. Use of the wrong drug for the target worm species d. Wormer resistance 4. Which of the following tapeworms are most likely to be found in horse’s dung? a. Anoplocephala magna b. Monieziaexpensa c. Taeniamulticeps d. Anoplocephaloidesmamillana 5. Which of the following is NOT likely to compromise a wormer? a. Exposing a wormer to extremes of temperature b. Storing a wormer in the dark c. Using a wormer after its expiry date d. Storing a part used wormer for longer than its recommended in-use shelf life 6. What should be done to help combat persistent equine pinworm infections? a. Administer a double dose of ivermectin b. Administer a dose of wormer into a horse’s rectum c. Regular poo picking d. Washing the area under the tail every 2-3 days

Virbac puts SQPs into spotlight Now in its third year, the Virbac Equine SQP of the Year Award has become an important and keenly contested accolade for animal care professionals.

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7. According to Ellis and Hollands, which method cannot be recommended to estimate the weight of a horse? a. Validated weigh-tape b. Visual estimation c. Weigh-bridge d. The Carroll and Huntingdon formula 8. In a recent survey what percentage of horses measuring between 16hh and 17.2hh weighed more than 700kg? a. 8% b. 71% c. 81% d. 92%

irbac Animal Health, manufacturer of wormer brands Equimax and Eraquell, is well known for its commitment to responsible worming and education.

9. What is the greatest weight of horse that a UK authorised product will treat with a single tube? a. 575kg b. 600kg c. 700kg d. 800kg 10. In a Faecal Egg Count Reduction Test, how long after treatment should the second faecal egg count be taken? a. 2 days b. 1 week c. 2 weeks d. 4 weeks

The SQP of the Year Award was born from Virbac’s recognition that the trade needs companies with which they can work to build their businesses.

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

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

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

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

Send your completed answers to: ETN/CPD Feature, Equestrian Trade News, Stockeld Park, Wetherby, West Yorks, LS22 4AW. 36 FEBRUARY 2013 EQUESTRIAN TRADE NEWS

✁

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

Susie Law was ‘honoured and delighted’ to be become the inaugural Virbac Equine SQP of the Year and receive her award from Martin Clunes at BETA International.

The SQP of the Year Award was born from Virbac’s recognition that the trade needs companies with which they can work to build their businesses. The aim is to create partnerships based on sound principles of worming management and the vital role played by SQPs in www.equestriantradenews.com

advising and guiding horse owners on the correct principles of worming.

All SQPs have passed through a training system regulated by the Animal Medicines Training Regulatory Authority (AMTRA) and can supply products from registered premises.

The Virbac Equine SQP of the Year acknowledges the hard work and commitment required to become an SQP. The current holder of the title is Claire Sellors, seen presenting the Equimax Under 25 Masters trophy to Joe Whitaker, with a little help from Virbac’s Tom Blacklock.

38 FEBRUARY 2013 EQUESTRIAN TRADE NEWS

The Virbac Equine SQP of the Year was developed to support SQPs who are eligible to prescribe equine products. Crucially, it acknowledges the hard work and commitment required to become an SQP. Each year, Virbac begins the search for its SQP of the Year by inviting horse owners, business proprietors and staff to nominate someone who gives exemplary customer service when offering advice on worming.

From the SQPs nominated, six finalists are selected to go forward to the ‘mystery shop’ stage of the competition. They are then invited to an interview, held the day before BETA International starts.

The chosen six are treated to overnight hotel accommodation with dinner on Saturday evening, and can also spend time at the trade fair.

The winner, to be announced at BETA International on the Sunday, will receive a trophy, framed SQP of the Year certificate plus a fantastic prize of a luxury weekend away with VIP treatment at the Hickstead Derby meeting.

The winner of the inaugural Virbac Equine SQP of the Year was Susie Law,

formerly manager of WFC Pet and Equine, Lanarkshire.

“I was honoured and delighted to have been chosen as the 2011 Virbac Equine SQP of the Year,” she said. “It’s so important to be able to give non-biased, accurate advice to those who trust the welfare of their horses to us.

“Virbac takes its SQP, CPD training and education very seriously; it’s been a great help in furthering my knowledge and education.”

The 2012 Virbac Equine SQP of the Year was Nottinghamshire based Claire Sellors of Sellors Country Store.

“I’m so grateful to Virbac for giving SQPs recognition,” she said. “Winning [this award] has made a positive difference to my business.

Customers are more aware of the importance of seeking professional advice when worming and are actively pursuing me in the shop and even on our facebook page.”

Clearly, having a Virbac Equine SPQ of the Year on

Whoever wins this year’s award can feel very proud indeed. hand to advise horse owners on correct and sustainable worming practises brings tangible rewards to a business. The publicity surrounding such an accolade is invaluable too.

The 2013 winner and his or her guest will enjoy a VIP weekend at the Hickstead Derby meeting in June. The prize includes VIP parking and members’ tickets for the two days, plus a ringside lunch during the Derby itself and a two-night stay in the Copthorne Hotel.

The Virbac Equine SQP of the Year also has the honour of presenting to the winner of the Equimax Under 25 Masters in Hickstead’s famous international arena.

Whoever wins this year’s award can feel very proud indeed. www.equestriantradenews.com

Make worming work for you Selling wormers is about so much more than handing over the drugs.

Check out the support available from leading suppliers...

All aboard the SMART bus SQPs can jump onto a bus to gain CPD training courtesy of Merial Animal Health.

The Eqvalan Duo SMART worming bus will call at eight locations across the UK to offer on board AMTRA-accredited training.

The manufacturer of Eqvalan and Eqvalan Duo will provide in-depth presentations with video material including advice on implementing the SMART worming programme. How to manage worm egg counts and practical advice on targeted worming will also be covered.

The SMART bus timetable is: 4 February - Aberdeen, Scotland; 17th – 19 February - BETA International, NEC, Birmingham; 25 February Shrewsbury, Shropshire; 4 March - Cirencester, Gloucestershire; 11 March - Melksham, Wiltshire; 18 March - Truro, Cornwall; 18 March Launceston, Cornwall; 22 April - Towcester, Northants. t Book your place on 0845 6014236

Helping customers make the right decisions PFIZER provides comprehensive marketing resources to support the Equest and Equest Pramox brands, making it easy for you to help your customers make the right decisions about worming.

Pfizer’s Manage, Test, Plan, Dose campaign, which includes the acclaimed Stable Mate App, makes it simple for horse owners to understand the modern principles of worm control. It includes a practical worming booklet for horse owners, a technical guide for advisors, a clear and logical website and a clever prescribing aid for SQPs. Stable Mate has had more than 9,000 downloads since it was launched for iPhone last August and made the top 200 apps overall in the UK in September. It’s now available for Android users and in Ireland too.

As well as a management tool and time-saver, it provides Track My Ride, a GPS mapping and exercise planning service, as well as news feed direct from Horse & Hound.. Stable Mate is available from the iPhone App Store and Google Play Store: text Stable Mate to 80800 to download.

Pfizer is the only company to have wormers containing moxidectin in its product range. Equest and Equest Pramox provide comprehensive roundworm control and the longest recommended dosing interval (13 weeks) of any equine wormer currently available.

The ultimate add-on sale...

IF you sell wormers you need to sell worm counts too. And it’s easy with Westgate Labs’ tailor-made shop service.

All materials are supplied, free of charge, to get you started including paperwork printed with your own logo. You sell the test, the customer sends it to the lab, the results are returned to your shop.

Westgate Labs’ is a name already trusted in the industry, with a reputation for speedy, accurate results, reported back within 24 hours.

Now you can offer a regular faecal egg count service. Your SQPs can talk through the results, sell appropriate wormers if required or plan the next worm count. It all leads to excellent interaction and customer service, not to mention good margins.

With no upfront outlay and tests billed at the end of the month, this is a simple way to increase profits and keep customers coming back. t Westgate Labs 01670 791994

Customers are taking advantage of our returns policy...

Solicitor James Teagle tackles the issues faced by every equestrian retailer.

James Teagle is a solicitor specialising in Dispute Resolution for Blacks Solicitors LLP. James advises businesses of all sizes, from public listed companies to sole traders, but has a particular interest in advising small and medium sized enterprises on complex legal issues. Specific areas of expertise include contract disputes, franchise matters, financial services disputes and insurance claims, partnership disputes, professional negligence claims and property-relates issues.

For more information or advice on these and related matters, please contact James Teagle on 0113 2279298 or by email at JTeagle@LawBlacks.com

Q. We are a saddlery shop that’s expanded recently into country clothing and have some good quality labels in stock. It’s going well and we are attracting new customers.

We’ve always believed that a willingness to exchange items is an important part of customer service. However, since going down the clothing route, we’re finding that some customers are taking advantage. I’m sure a couple of ladies have bought new jackets, worn them at the weekend, then returned them the following week, saying they are the wrong size or colour. I know Marks & Spencer has a ‘no quibbles’ policy, but we can’t afford to be quite so lenient. What exactly is the legal position with regards to offering customers an exchange of goods or a refund?

A. It’s encouraging that consumers are becoming more aware of their rights, but many retailers remain ‘behind the curve’.

First, the news you want to hear: there is no obligation to provide a refund or to exchange items a customer no longer wants – though you may do so if you wish. A compromise would be to consider introducing a policy which allows exchanges within a given period if the original labels and packaging are intact.

Whatever policy you adopt, it is advisable for you to display a copy of it clearly by the till or shop counter.

In the case of faulty items however, when returned by a customer within the first six months there is a presumption that the goods were defective at the point of purchase. This means that the retailer would have to prove any allegation to the contrary. However, after six months since the date of purchase the burden of proof is

40 FEBRUARY 2013 EQUESTRIAN TRADE NEWS

reversed and a customer will have to prove that the goods were defective at the outset (which may be difficult to demonstrate in practice).

Depending upon the nature of the product, if it was defective at the time of purchase you should give the customer the choice of a replacement, a repair (if possible) or a full/partial refund to take account of the benefit which has already been derived from it.

There are some useful websites which provide more detail than this column allows - see, in particular, the Directgov (direct.gov.uk) and Office of Fair Trading (oft.gov.uk) websites.

Finally, problems can and do arise – and most people accept that a customer service policy cannot guard against every eventuality.

However, what sticks in my memory is not what problem occurred but how it was ultimately resolved. If a problem is addressed quickly and professionally then it is unlikely to put customers off returning in the future – and they are often keen to tell others of their experience.

Q. I used to rent premises from which I ran a successful tack shop for ten years. Six months ago, my landlord gave me notice to leave, which I did. I moved my business to a new shop five miles away but I’ve now discovered that the landlord has opened a tack shop in my old premises. The name is different, but it’s causing great confusion for customers and some of my suppliers.

A. There’s nothing in principle to stop the landlord or new tenants running the same type of business as you did from the old premises.

However, the important issue is whether the confusion now being experienced is as a result of some unlawful action or simply because of your customers’/suppliers’ lack of knowledge.

The final few months at the old premises will have been a useful opportunity for you to draw customers’/suppliers’ attention to the imminent move (for example by displaying prominent signs in your tack shop) in order to minimise the loss of business.

Nevertheless, a carefully coordinated marketing campaign at this stage (for instance a mailshot to customers/suppliers) should limit further confusion.

It is important to move quickly if you suspect that the tack shop now trading from your old premises is deliberately attempting to benefit from the reputation of your business (known in a legal context as ‘goodwill’). Each case turns on its own facts, but the factors a court would take into account include an assessment of the goodwill in your business, the location of the two tack shops, the damage suffered and evidence to prove the cause of confusion which is being experienced (for example by use of a similar name and logo etc.).

It may be possible to obtain an injunction to stop the new tack shop trading in a way which will confuse third parties and to obtain an award of damages for the loss which has been suffered as a result - but only if you move quickly.

As a business tenant then you may well have enjoyed a degree of statutory security of tenure. If the landlord’s notice stated that it was terminating the tenancy because it wanted to occupy for its own business, then you might still be entitled to recover statutory compensation for loss of the premises.

• Do you have a question for James? If so, please email editor@equestriantradenews.com (names are withheld if your question is published).

www.equestriantradenews.com

It’s all in the detail Dan Skelcher, equestrian store advisor at shop fit specialist Replan, considers how a well planned shop layout can maximise revenue.

V

ery often the store owner is too close to the business accurately to assess what image the shop offers to its customers – or how to work towards improving that image. As well as this a retailer must also think about how various merchandise categories are positioned to ensure maximum revenue opportunities.

The three key merchandising areas can be simply identified as Demand, Impulse or Browser items. ● DEMAND - these items should be sited to draw customers to the furthest part of your shop: customers can then be attracted to Impulse items displayed on their way to the Demand lines. ● IMPULSE - having been attracted to make an Impulse purchase while moving through the shop to the ‘prime’ Demand purchase, the customer should feel attracted to consider the Browser displays ● BROWSER – these are the lines you want customers

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to view in an unhurried atmosphere, away from the point of sale.

Clearly one customer’s Browser choice could be another’s Demand purchase, so these are only general principles that need much thought and discussion for each individual shop.

However, the shop layout and the concept of Demand, Impulse and Browser merchandising is an essential theme.

Changing seasons and altering fashions will mean that some classes of merchandise need to be sited differently as they move from Demand to Browser status and back again across the year. Seasonality is especially relevant to the equestrian sector.

It’s important that a well planned programme is developed to ensure that merchandise is positioned in the correct part of the shop according to these factors.

This can only be properly achieved if the display system is sufficiently flexible to allow for the changes to be made quickly and easily. ● For more information, contact Dan Skelcher at Replan tel 01484 666666.

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

List your website here For more information call 01937 582111

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

MS KAREN BUCHANAN T/A A H B HORSE BOXES, THOMPSON STREET, WHITTINGTON MOOR, CHESTERFIELD, DERBYSHIRE S41 9AR £1,151 BEDGEBURY PARK EQUESTRIAN CENTRE, PENNYBRIDGE HOUSE, BEECH HILL, WADHURST, EAST SUSSEX TN5 6JR £1,396 STEAMBANK TRADERS LTD T/A ARK VETERINARY CLINIC, 32 PARK ROAD, CHISLEHURST, KENT BR7 5AY £9,652 MR JONATHAN GRIFFIN T/A GRIFFIN BLOODSTOCK, LANGHAM HALL STUD, LANGHAM, BURY ST EDMUNDS, SUFFOLK IP31 3EG £1,364 MR R SMITH T/A R J SMITH RACING, TATTENHAM CORNER STABLES, EPSOM DOWNS, EPSOM, SURREY KT18 5PP £711 MS CAROLINE JONES T/A WYKE ANIMAL FEEDS, PEAR TREE WORKS, WOODSIDE ROAD, WYKE, BRADFORD BD12 8HT £5,272 GEORGE SMITH HORSEBOXES LTD, ELSTON HIL FARM, SHREWTON, SALISBURY, WILTSHIRE SP3 4HR £1,741 7 £1,606 MRS TIKKI ADORIAN T/A TOYHORSE INTERNATIONAL, HOWICK PARK, THE HAVEN, BILLINGSHURST, WEST SUSSEX RH14 9BQ £761 JABEZ CLIFF & CO (BARNSBY SADDLERY), BADGERS YARD, ALDRIDGE ROAD, WALSALL, WEST MIDLANDS WS4 2JP £2,995 RICHMOND EQUESTRIAN CENTRE, BROUGH PARK, RICHMOND, NORTH YORKSHIRE DL10 7PL £266 MR W HUTCHINSON T/A WALTON FIELDS STUD, WALTON FIELDS, CHURCH LANE, GRIMSTON, MELTON MOWBRAY, LEICESTERSHIRE LE14 3BY £2,640 SNOWDONIA ANIMAL SANCTUARY, PANT Y PWLL, CAPEL GARMON, LLANRWST, CONWY, GWYNEDD LL26 0RG £897 C B RACING LTD, HEATHVIEW STABLES, HAMILTON ROAD, NEWMARKET, SUFFOLK CB8 0NY £31,840 LYNN TINKLET T/A N J & L H TINKLER, IVY LEA FARM, LOW MOOR, RILLINGTON, MALTON, NORTH YORKSHIRE £872 LEADENHAM POLO CLUB LTD, THE MANOR, LEADENHAM, LINCOLN LN5 0PX £1,011 MR MICHAEL HOUGHTON T/A THE WIMBOURNE EQUESTRIAN CENTRE, 41 SPRINGFIELD ROAD, BLACKPOOL, LANCASHIRE FY1 1PZ £564 WORLD EQUINE BREEDING SERVICES (WEBS) LTD, MOTE FARM, MOAT LANE, TAYNTON, GLOUCESTER GL19 3AR £387 MISS AMANDA HUTCHISON T/A C A EQUESTRIAN, 64 BRADFORD DRIVE, COLCHESTER, ESSEX CO4 5ZA £2,780 MR DENNIS FRANCIS T/A ST DAVIDS TREKKING CENTRE, PENLAN FARM, ST DAVIDS, HAVERFORDWEST, DYFED SA62 6PX £3,210

42 FEBRUARY 2013 EQUESTRIAN TRADE NEWS

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44 FEBRUARY 2013 EQUESTRIAN TRADE NEWS

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Equestrian Trade News

2013 17-19 February 2013 NEC, Birmingham, UK

www.beta-int.com

Plan your visit with ETN’s official preview • Exhibitor list, floorplan and timetable • Essential visitor • Find out about feature areas, seminars and awards • Stand by stand guide to new products • How to ‘do BETA’ • Meet the major players

WELCOME TO THE SHOW

BETA INTERNATIONAL 2013 BY NUMBERS…

CONTENTS FACTFILE Essential show guide . . . . . . . . . . . . . . . . . . . . . . . 47 NEWS & PREVIEWS What to see, famous faces . . . . . . . . . . . . . . . . . 48 HOW TO ‘DO’ BETA Make the most of your visit . . . . . . . . . . . . . . . . 52 MY BETA INTERNATIONAL JOURNEY Phil Duff has attended 27 BETA trade fairs . . . . 54 EXHIBITOR PROFILE Meet Horseware Ireland’s remarkable MD Tom MacGuinness . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 56 BETA MEMBERS PAGE Who’s in the running for 2013 British Equestrian Trade Association (BETA) Business Awards . . . . 58 LIST OF EXHIBITORS Alphabetical guide to exhibitors at BETA International . . . . . . . . . . . . . . . . . . . . . . . . . . 60 EXHIBITION FLOORPLAN Your BETA International 2013 map . . . . . . . 61

ETN PRIZE DRAW What you could win when you visit the ETN stand at BETA International . . . . . . . . . . 65

BETA International 2013

MY FIRST BETA BETA International chairman Richard Lawrence mentors a new exhibitor . . . . . . . 66

46

AN ENTREPRENEURIAL ARISTOCRAT The Duchess of Northumberland has launched a county clothing collection . . . . . . . . . . . . . . . . . . . . . 68 MEET THE SPONSORS . . . . . . . . . . . . . . . . . . . 70 INNOVATION AWARDS What winning means and a new judging format for 2013 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 73 FASHION SHOW PREVIEW A sneak peek at the famous catwalk . . . . . . . . . . . 76 HORSE DEMONSTRATION & SEMINAR ARENA Lots to see and much to learn . . . . . . . . . . . . . . . . . . 80 STAND-BY-STAND GUIDE

...............

34 Number of exhibitors: 250+ Exhibitors from outside the UK: 63 New exhibitors for 2013: 80+ Country clothing exhibitors: 58 Pet exhibitors: 7 Free coaches for visitors: 5 Sponsors and suppliers: 14 Accredited press: 100 Years established:

ETN sponsored Innovation Award categories

8

5,000+ Donkeys appearing: 2 Eating places and bars: 6 Visitors expected:

Packed lunches for the organising team

106

Years Virbac has been main sponsor:

3

84 (Figures quoted correct at time of going to press)

FEBRUARY 2013 EQUESTRIAN TRADE NEWS

www.equestriantradenews.com

BETA International 2013 takes place at the NEC, Birmingham on Sunday, Monday and Tuesday, 17, 18 and 19 February. Opening times are 9.30am-6.30pm Sunday and Monday, and 9.30am-5pm on Tuesday.

GETTING THERE The NEC is easy to reach by road, rail or air as it’s adjacent to the motorway network, Birmingham International Railway Station and Birmingham International Airport. Taxi cabs are available from outside the Atrium 1 entrance. There’s plenty of parking at the NEC, which is free during BETA International, with shuttle buses taking visitors directly to the doors of the exhibition halls. The postcode for sat. nav. users is B40 1NT.

Free travel Free coach travel is offered to visitors, subject to seats being available.

Luxury, 25-seater vehicles leave Norwich, Ipswich, Peterborough, London, Exeter and Carlisle on Sunday morning (17 February) on a return journey to the NEC, Birmingham, stopping off at collection points en route.

An additional service will operate from Exeter on Monday (18 February), providing an extra opportunity for a day visit to the show, as well as collecting retailers who have been passengers on the previous day.

Reservations can be made at www.beta-int.com. A timetable is available here too.

Hotels Birmingham and the surrounding areas have hotels for all budgets. Whether you wish to make your visit a city or country stay, the exhibition’s official hotel booking agency can help you find the perfect stop-over. Tel 01423 525577 or visit www.reservation-highway.co.uk

Admission This is a strictly a trade only exhibition; admission is free upon preregistration at www.beta-int.com or if unregistered £10 per day, per company on entry. Pre-registering also saves queuing for badges at busy times. BETA International returns an annual independently audited attendance figure by Audit Bureau Circulations (ABC). Touting will not be tolerated.

Eating, drinking, networking…

Win £1,000s of products!

Retailers are invited to call at the ETN stand (P1.1) to enter a free prize draw to win £1,000s worth of products from companies that advertise with ETN and are exhibiting at BETA International.

All you need to bring is proof of business.

Cloakrooms

Visitors can store bags, coats and luggage for £1 per item, per day.

Interpreters Should visitors require their services, interpreters are located at the Information Desk.

Organising team...

BETA International is organised by Equestrian Management Consultants, part of the BETA Group. ETN is the official and exclusive media partner of BETA International. Tel 01937 582111 or visit www.beta-int.com and www.equestriantradenews.com www.equestriantradenews.com

Sunday, 17th February 10.00.......The Charles Owen Learning Centre @ the Horse Demonstration & Seminar Arena programme commences 11.00.......Fashion Show sponsored by Horseware Ireland 11.35.......Virbac SQP CPD Seminar – (10 points available) repeated Tuesday* 13.05.......An audience with Charlotte Dujardin and Charles Owen* 13.40.......An audience with Ellie Harrison, ecologist, journalist and Countryfile presenter* 14.10.......Virbac Equine SQP of the Year Presentation on the Fashion Show Stage 14.30.......Fashion Show sponsored by Horseware Ireland 14.45.......Ellie Harrison Press Call (press only) 15.29.......An audience with Ellie Harrison and Charles Owen* 16.30.......Fashion Show sponsored by Horseware Ireland

Monday, 18th February 10.00.......Virbac Press Breakfast (press only) 10.00.......The Charles Owen Learning Centre @ the Horse Demonstration & Seminar Arena programme commences 11.00.......Fashion Show sponsored by Horseware Ireland 11.35.......Virbac SQP CPD Seminar – (8 points available)* 14.00.......Fashion Show sponsored by Horseware Ireland 16.30.......Fashion Show sponsored by Horseware Ireland 17.15 ......Equestrian Trade News Innovation Awards presentation followed by The Wine & Hamper Company Best Stand Awards presentation on the Fashion Show stage

Tuesday, 19th February 10.00.......The Charles Owen Learning Centre @ the Horse Demonstration & Seminar Arena programme commences 11.00.......Fashion Show sponsored by Horseware Ireland 11.35.......Virbac SQP CPD Seminar – (10 points available) also Sunday* 12.45.......Claire King Press Call and Lunch (press only) 13.40.......World Horse Welfare with patron Claire King (Emmerdale’s Kim Tate)* 14.00.......Fashion Show sponsored by Horseware Ireland 15.29.......An audience with Claire King and Charles Owen*

*to take place in The Charles Owen Learning Centre @ the Horse Demonstration & Seminar Arena within a rolling programme of practical, product based sessions.

The above times are correct when going to press but may be subject to alteration.

EQUESTRIAN TRADE NEWS FEBRUARY 2013

BETA International 2013

The TopSpec Coffee Shop is the ideal place to meet colleagues and contacts while you refresh and refuel. The Equus Boots Champagne Bar, two bars and various fast food outlets can also be found within the exhibition halls.

TIMETABLE

VISITOR FACTFILE

The show starts here…

47

NEWS & PREVIEWS

As seen on TV...

TWO famous faces from television are to appear at BETA International.

Countryfile presenter Ellie Harrison is an ecologist and journalist. Former Emmerdale star actress Claire King rides, owns two racehorses and is a patron of World Horse Welfare (WHW), the trade fair’s chosen charity for 2013.

Ellie will visit the show on Sunday, 17 February. She’ll chat with commentator Philip Ghazala about her work on Countryfile and answer visitors’ questions before presenting the Virbac Equine SQP of the Year Award.

Claire attends on Tuesday, 19 February.

As well as being interviewed about her charitable role with WHW and equestrian interests, the actress will appear in the Horseware Ireland Fashion Show.

“We’re thrilled that Ellie and Claire are coming to the trade fair,” said Claire Thomas, commercial manager of Equestrian Management Consultants (EMC), organiser of BETA International. “They are both extremely well known for their television work and we cannot wait to meet them and hear what they have to say in their interviews, which I’m sure will be great fun, as well as thought-provoking.”

BETA International 2013

SQPs take centre stage

48

THEY’VE been nominated by consumers, mystery shopped by experts – and now six finalists battle it out for Virbac SQP of the Year.

Following individual interviews by a judging panel, the overall winner will be decided – and presented with his or her awards by Countryfile presenter Ellie Harrison on the Sunday.

Now in its third year, Virbac SQP of the Year is designed to reward those suitably qualified persons who go the extra mile to help their customers. It’s all part of Virbac’s on-going quest to encourage responsible worming via education.

This year’s finalists are: Danielle Cawdell - Agri Health, Kettering Mandy Dawkes – Wynnstay Linda Galpin - Rossdales Veterinary Surgeons, Newmarket Elizabeth Harwood - Hook Norton Vet Practice (Part of XL Vet group), Oxfordshire Julia Pearce - JMP Saddlery & Pet Supplies, Cardiff Simon Weatherald - Bardsey Mills, Leeds For more information on the Virbac SQP of the Year, see page 36 in this issue of ETN. FEBRUARY 2013 EQUESTRIAN TRADE NEWS

An eye-catching attraction...

THE Redpin Publishing New Product Gallery is packed with the latest products brought to market across the equestrian, pet product and country clothing sectors.

It sits at the heart of the show and is a popular destination with visitors looking for something new and inspirational.

Created by a team of visual merchandisers, the feature illustrates how products might look in-store.

Each item is labelled to highlight on which exhibition stand it can be found; information sheets are provided as a handy reference guide.

The New Product Gallery features items introduced to the market during the 12 months preceding the trade fair. It’s not connected with the Innovation Awards “In today’s fast-paced business environment, consumers are looking for quicker, easier and more refined solutions, which the New Product Gallery offers,” says Redpin Publishing director Sara Haines.

What goes on in the press office?

FOR anyone who’s ever wondered about the press office...from which journalists and PR folk stride in and out, armed with stacks of media releases and BETA International’s famous press goody bags, here’s an insight.

For visiting media representatives, including magazine editors, PR and marketing executives, and television and radio reporters, the press office is often the first port of call. It’s where they go to familiarise themselves with the floorplan and catalogue, and pick up magazines and press releases, before catching up with colleagues and contacts.

The press office plays host to the main sponsor breakfast, where a media audience is treated to an informative presentation over croissants and coffee. It is also the place where celebrity guests take part in interviews.

BETA International press officer Deborah Hayward runs the press office with Tim Smith. They ensure that exhibitor promotional material and on-stand and show events are brought to the attention of journalists.

They work to keep all members of the media in the loop by using a mix of social media and press releases, flagging up items such as winners of the Innovation Awards and Best Stand Awards. General press releases are sent out during and after the show to secure publicity in trade and consumer titles.

Ultimately, the press office aims to get maximum media exposure for the show and its exhibitors.

Pictured is Callum Blair of Virbac presenting to the press during the 2011 trade fair. Virbac returns as main sponsor this year.

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NEWS & PREVIEWS

Apprentices compete for awards SADDLERY apprentices will be making bridlework in the Saddlery Pavilion as they compete in Society of Master Saddlers (SMS) competitions throughout the three days.

On the Sunday, four Modern and Millennium apprentices from The Saddlery Training Centre will make pairs of laced reins to level three bridle specification. They are Verity Smith from C.H. Brown, Tanis Brain of Pointings Saddlery, Abby Nowell from the Saddler’s Den and Eleanor Tomlinson of Equestrian World.

On the Monday, four second-year Capel Manor College students will make lined and raised browbands to level three. The students are William Buntinx, Olivia Kuit, Lois Wybraniec and Sophie Moracchini.

Four first-year students will be making waist belts on the Tuesday. They are Derek Pratt, Kirsty Thomson, Grace Denny and Amy Murray.

Prize money has been donated by The Worshipful Company of Saddlers. SMS representatives will be on hand in the Saddlery Pavilion to answer questions about the various training courses.

“To be able to work in front of visitors to BETA International is great experience for our students,” said Master Saddler and Capel Manor College course leader, Line Hansen.

BETA International 2013

Chosen charity puts on a show

50

WORLD HORSE WELFARE, an organisation that’s been improving the lives of horses for 85 years, is BETA International’s chosen charity for 2013.

Visitors are invited to stand E7.2 to find out more about the charity’s work, including its high-profile campaign to bring an end to the long-distance transportation of live horses to Europe for slaughter.

The charity also gives a presentation in the Charles Owen Learning Centre @ The Horse Demonstration & Seminar Arena with some of its rescued equines.

Actress and World Horse Welfare patron Claire King will also take part.

“We greatly admire the charity’s work to improve the lives of horses on a global scale. So we are extremely pleased that World Horse Welfare is able to promote its initiatives to our visitors and exhibitors in such a powerful way,” said Claire Thomas, of EMC, organiser of BETA International.

World Horse Welfare’s vision is a world where every horse is treated with respect, compassion and understanding. The charity employs 150 members of staff at its head office in Norfolk and four rescue and re-homing centres across the UK. It supports the responsible use of horses in sport and is welfare adviser to the International Equestrian Federation (FEI) and the British Horseracing Authority (BHA).

About 2,000 horses come under the care of World Horse Welfare in the UK. Overseas, it trains more than 100 saddlers and farriers every year, giving them skills to improve the lives of local working horses and their owners.

FEBRUARY 2013 EQUESTRIAN TRADE NEWS

Stands with winning ways THE results of the Best Stand Awards, sponsored by The Wine and Hamper Company, are always eagerly awaited. Every exhibitor is automatically entered.

The awards are divided into two categories – the Best Large Stand (32 square metres and over) and Best Small Stand (under 32 square metres). Judges are Tony Morley, of the sponsoring company, and a representative from World Horse Welfare.

Stands are judged under the following criteria: ● Overall impact – the way they engage visitors and encourage them to browse. ● Tidiness and a sense of order. ● Success in portraying what the company or brand does and passing on a clear message. ● Clear, attractive, informative displays. ● Smart, well-turned out staff. ● Staff with good product knowledge and eagerness to help.

The winners will be announced on Monday, 18 January at 5.15pm, on the Horseware Ireland Fashion Show stage.

Chill out right here NEW for 2013, the Chill Out Zone is for everyone who needs a few moments’ relaxation during BETA International.

Dedicated to relaxation and entertainment, the area features old-fashioned fairground attractions, massage therapists and the show’s resident artist Kate Scurfield, who will entertain visitors with her cheeky cartoons and caricatures.

The Chill Out Zone will operate on all three days.

Although there’s no formal charge, donations are requested in aid of BETA International 2013’s chosen charity World Horse Welfare.

The new Chill Out Zone offers a moment’s peace and reflection during a busy day at the trade fair

g Early bookings brin savings for 2014 COMPANIES wishing to exhibit at BETA International 2014 can make significant savings with the show’s early commitment scheme. It delivers a 2.5% discount on stand prices.

To qualify, stand space should be booked by 15 March 2013 and deposits paid by 1 October, 2013.

Full payment should then be made by 6 December.

Qualifying exhibitors will receive their discount in the form of a rebate payment made during March/April 2014.

“The scheme was introduced as a great incentive for exhibitors to sign up for next year’s show while providing yet another way in which we can demonstrate to them our support and commitment,” said Claire Thomas, commercial manager of BETA International organiser Equestrian Management Consultants.

• BETA International 2014 takes place at the NEC, Birmingham, 16 - 18 February. Contact James Palmer, tel 01937 582111 or email jamesp@beta-int.com.

www.equestriantradenews.com

BETTER BUYING

How to ‘do BETA’....

Why do you go to BETA International? What do you do when get there? These were the questions Liz Benwell asked retailer buyers at the 2012 show – and here’s a resume of their answers.

BETA International 2013

Deciding to attend

52

WHETHER they’re ‘doing BETA’ for the first time or are old hands, there’s one thing on which all visitors agreed. The benefits of attending the trade fair far outweigh the reasons not to.

Interestingly, some smaller retailers referred to how isolated they felt on a week-to-week basis, with BETA International giving them the chance to meet other like-minded people and experience the wider industry.

Other reasons to visit included the chance to see new products, meet suppliers face to face and get inspiration for in-store merchandising. Networking or ‘gossiping’ were also important to many. “I feel so much better for making the effort to come” was a common response.

Abandoning one’s business for a day or two is a possible excuse for a small business owner not to attend. Most ETN spoke to offered staff some overtime or drafted in

friends and family - while one simply stuck a notice on the door saying “Gone to BETA to find out what’s new” and shut up shop.

Having decided to attend the trade show as a buyer – or potential buyer, all agreed that the planning is everything. You need a strategy and a timetable based on what you would like to achieve before, during and after the show.

Pre-show planning • Allocate a buying budget and be prepared to stick to it without question.

• Pre-register at www.betaint.com to get you in quickly • Make a list of suppliers you know you want or need to see, and make appointments with them.

Then study this issue of ETN for ideas of which new companies or new products to check out.

Make lists.

• Allocate time to see the fashion show, take in relevant seminars and watch demonstrations.

These additional opportunities are too good

FEBRUARY 2013 EQUESTRIAN TRADE NEWS

to miss... which is just one reason for seriously considering attending on more than one day.

“Beware of staying with friends during BETA international.

It may be cheaper, but it’s also distracting.”

• Many buyers use one day to look, sleep on what they’ve seen, then do their ordering on the second day. If you have business partner/s or colleagues visiting too, split up to cover more of the show. An overnight stay then gives you valuable catch-up time to discuss what you’ve seen.

• Beware of staying with friends during BETA international, a couple of

2012 visitors warned. It may be cheaper, but it’s also distracting. Try to book a hotel close to the NEC. See www.beta.int.com if you need help.

• Plan your wardrobe: comfortable shoes are a must with smart clothing equally essential. You will be representing your business and need to look businesslike.

• If you are flying or travelling by train, allow room in your suitcase for bringing back literature and product samples. An ample hold-all works well at the show itself.

• Take plenty of business cards, your phone, a notebook and pen, reading glasses, diary or electronic planner and a calculator.

At the show • Get a BETA International 2013 catalogue and check for updates. Revise your plan if necessary. Check the notice boards and timetables at the information desk as you enter the trade fair.

• Make sure your badge is visible when you browse

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After the show

the stands. Knowing who you are when you get into conversation saves awkwardness on both sides.

• Don’t refuse literature or samples offered; but don’t be afraid to ask for it to be posted to you if you are getting overloaded.

• Keep pausing to take notes. It’s easy to forget what was seen or said at the first stand after seeing a dozen others!

• Take advantage of show

offers, within your budget; but do check that they really are bargains, the minimum order required and delivery costs.

• Don’t be drawn into long conversations with sales people you have no intention of buying from.

It’s a waste of time for all concerned. Be firm, and move on.

• Keep track of orders to stay within that budget.

• Don’t forgo refreshment and loo stops; otherwise

you won’t be able to concentrate.

• If you can’t find something or a particular stand, call at the information desk or ask a member of the BETA International organising

• Evaluate your visit. Think how much you have achieved in terms of new products seen, new contacts made, ideas formed – and you will realise that it’s impossible to replicate the BETA International experience anywhere else.

• Make notes immediately on how you can improve the way you ‘do BETA’.

Next year will come around all too quickly.

About the author Liz Benwell is the editor of ETN and has attended every BETA International trade fair at the NEC, Birmingham since 1995.

BETTER BUYING

team who will be clearly visible in their corporate outfits.

• No matter how small or how new your business, tell people about it. Introduce yourself to others at every opportunity, including while you stop for a coffee.

It’s your one chance of the year to meet everyone who is anyone in the equestrian trade.

EXHIBITOR PROFILE BETA International 2013 54

My BETA International journey Having attended 27 ‘BETAs’ – is that a record? - Phil Duff of Ariat Europe is something of an expert on the trade fair…. e didn’t set out to go into equestrian industry, but Phil Duff has certainly made an impact during his 30 year involvement.

His first brush with horses came in 1979 when he moved to Oxford and started riding at his landlady’s riding school. It began as a means to meet young ladies, but before long Phil had bought a horse and was eventing.

He also quickly realised there was a very traditional approach to riding wear.

“Anything short of beige breeches, tall black boots and a tweed jacket was frowned upon, even if you were going for a leisurely Sunday hack,” he recalls.

“I was very irritated by this; there was no question of fashion and the formality was exacerbated by the accompaniment of hot, sweaty rubber riding boots!”

Elsewhere in sport, fashion was evolving.

“Boris Becker turned up at Wimbledon that year wearing a polo shirt that featured a pinstripe sleeve and a logo,” said Phil.

“Golfers were swapping their traditional plus-fours for slacks and the whole sport and leisure world was becoming less formal.”

Phil was running a sales and marketing company and eventing at weekends.

“I decided to play a part in de-formalising equestrian sport. So I started interviewing riders anywhere I could find them, from people at riding schools to professional riders such as Ian Stark and Lucinda PriorPalmer (now Green).”

Having spoken to more than 300 riders, Phil discovered that the market was predominantly female (around 80%), fairly affluent and that they all wore jeans when they

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Phil Duff, managing director of Ariat Europe, being interviewed

by ETN editor Liz Benwell at BETA International 2012.

weren’t riding.

Fabric technology hadn’t changed since the mid ‘60s and nylon jodhpurs, with all their drawbacks, remained de rigueur. It was something Phil was keen to change.

“I discovered that a fashion boutique in London was selling a stretch denim which inspired me to create an informal stretch denim jodhpur and breech, which looked like jeans but were styled for comfort in the saddle.” Within months HAC-TAC was born.

Dealing with rejection In 1983, Phil took his samples and enthusiasm to retailers across the country and was surprised when the product was overwhelmingly rejected. “I was told that no-one would ever wear jeans to ride in.”

Undeterred, he decided to go it alone and placed a classified advert in Horse&Hound. “In the first week, I sold 28 pairs of denim breeches and had over 100 enquiries – many saying ‘at last’”!

Four years later, Phil tried the retail trade again. “By

FEBRUARY 2013 EQUESTRIAN TRADE NEWS

now, I had a large database of customers – all hand written, we didn’t have computers then – and I went armed with this information to retailers to show them how many of their customers I was already selling to.”

This time, the industry was more receptive and Ken Langford became Phil’s first wholesaler.

In 1997, a call came that would put Phil on a different path. “HAC-TAC was going very well and Beth Cross, one of the founders of Ariat, called me and said she wanted to find a UK distributor,” he explained.

“It was a huge decision as it would mean becoming a multi-brand organisation; but we changed the trading name to SMD Group and between then and 2010 we grew the Ariat brand every year by over 30%.”

In 2009, Ariat International decided they wanted a European office and made an offer to acquire the SMD Group and for it to become Ariat Europe. So Phil moved on to his next challenge: “To

ensure that Ariat became the number one brand not just in the UK, but in the whole of Europe.”

Logistically, the business changed dramatically, from a dozen employees to more than 50 with colleagues speaking seven languages.

The BETA experience Phil believes that BETA International has played a vital role in his career.

“Some of my most informative years came when I was privileged to be elected onto the BETA [British Equestrian Trade Association] Council,” said Phil who remains a “passionate” member of BETA International Trade Fair Committee.

“The whole BETA experience played an important role in where the business and I are today.

Without the association I wouldn’t have done it; from 1986 when I first exhibited until today – I don’t think I’ve missed a single show!

“The early [trade fair] days were ‘on the road’ before it settled at Sandown Park and then, as it grew, the decision was

www.equestriantradenews.com

taken to bring it to the NEC. The show sets an international precedent; I have never been to a trade show in the world that maintains such a high standard for the benefit of the industry or which produces better results.”

BETA International strategy Even after attending 27 trade fairs, Phil admits: “I get frustrated by the comments every year about visitor numbers. It’s about quality and professionalism, not quantity!

“If anything has changed it’s that there is a lot more consolidation in the industry; we have bigger stands at the show than ever and trade fairs across Europe have followed suit.

“However, I still believe that BETA International is vital, not just to the British market but to the international stage too. We shouldn’t be surprised that visitor numbers vary – that’s evolution. I’ve never been disappointed with numbers; year on year we sell more product and see a similar number of people, though not necessarily always the same people.”

Forward planning is the way to get results, said Phil. “I would urge all exhibitors to prepare strategically for their participation. Ensure you have the appropriate staff available, create a clear objective and stand out by offering something new or different. There’s no point bringing last year’s samples.

“If you don’t have a good show, you need to have a long, hard look at your operation and find something unique to get your products in front of influential retailers.

“From a retailer’s point of view, BETA International offers a huge opportunity to drive a business forward.

It’s very beneficial to make appointments and plan your show before you attend. Understand that there is a demand on exhibitors’ time too, so if you make an appointment – keep it! This usually produces win, win results.”

A royal encounter For Phil, BETA International has not only

been about growing his business, but about establishing long term relationships within the industry.

“You get to know people very well, especially when the show was on the road,” he said. “There was a tremendous brotherhood and bond amongst the early exhibitors and that has remained for many years.”

Phil also recalled meeting Princess Anne at the second show at Sandown Park when she performed the official opening.

“I had written to her to ask if I could produce some HAC-TAC jodhpurs for [her children] Zara and Peter and was absolutely elated when she accepted; that was one of my proudest moments.

“I’ve never been to a trade show in the world that maintains such a high standard for the benefit of the industry or which produces better results.” Phil Duff.

“The relationship carried on for quite a few years.

Now Zara [Phillips] is a successful Olympian, it gives me tremendous joy that we are still involved with her as an Ariat Pro sponsored rider. Who could ever have imagined that?”

Phil Duff has attended 27 BETA trade fairs, exhibiting HAC-TAC in the early days (above) – and now with Ariat Europe (below).

www.equestriantradenews.com

EXHIBITOR PROFILE

Why MacGuinness is good for you

Inspiring marketing material: just one way in which Horseware supports retailers.

orseware has enjoyed close links with BETA International since the early days, when the trade fair was held at Sandown, and has exhibited for more than 20 years. The manufacturer is consistently featured in the BETA Innovation Awards roster too.

“The BETA trade show is very important to us, as it gives us a showcase to present our latest innovative products,” says Horseware’s managing director Tom MacGuinness.

“We also use the show to get feedback on up and coming projects, and to make sure we are going in the right direction with as much market research as possible. Of course, it is also an invaluable opportunity to see our retailers face to face.”

Having launched almost 30 years ago, Horseware is now a well-established, world-leading brand. The company employs a large team, with more than 100 staff employed at its Dundalk factory in Ireland, and almost 40 staff employed at Horseware’s base in Kinston, North Carolina, USA. “I can’t stress enough the importance of surrounding yourself with a good team,” Tom says. “There is no point in having a great product without being able to make it or deliver it in time, so everyone at Horseware plays their role in our success - from marketing and finance to the machinists and the warehouse operators; every team member is valued.”

The company’s success is cemented by a good relationship with a network of international retailers. “This is what makes us a success,” Tom explains. “We see ourselves as partners with the retailers; we want their businesses to succeed, and they will only achieve this if they have a good product to sell.”

The Horseware team tries to give each retailer the monopoly in their own particular geographical area, trying where possible to keep Horseware stockists ten miles apart.

BETA International 2013

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FEBRUARY 2013 EQUESTRIAN TRADE NEWS

From inventing the first breathable, waterproof turnout rug 28 years ago to sponsoring this year’s BETA International Fashion Show, Horseware Ireland has shown unstinting support for the equestrian trade.

Kathy Carter meets the man behind what’s become a household name.

Retailers are rewarded with discounts for their level of business, and also for forward-ordering, to help them increase their margins.

“We have also recently been able to reduce our carriage paid level, so that retailers can place smaller orders more frequently, without incurring carriage charges,” Tom explains. “Our online ordering facility allows retailers to check stock availability, view the entire range and order online, to give them the flexibility to place orders out of office hours.”

Key products and new launches are supported with full marketing campaigns to help drive customers into stores, backed up with in-store merchandising and point of sale material. “Our in-house graphic design team is always on hand to provide bespoke flyers, web banners etc to retailers that require it,” Tom adds.

Horseware company representatives also try to attend retailers’ open days, or support them with raffle prizes and giveaways; the company also offers staff training on Horsweare products. “This in turn gives the staff members the confidence to sell the product to the consumer,” Tom explains. “We offer a special staff discount, so that the staff working for our retailers can have the opportunity to buy our products, and put them to the test. We believe that if you have used the product and believe in its value, it becomes so much easier to sell on to the consumer.”

Horseware has decided to stick with the traditional model of manufacturing and trading to retailers, who then sell the products on to the end user, rather than adding an online retail hub for direct sales. “We have a successful business model, and stick to what we are good at,” Tom explains of the company’s decision not to sell online directly. “We excel at design, innovation, manufacturing and marketing. Our ethos is one of support for our retailers – we refuse to compete with them.” www.equestriantradenews.com

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charitable projects in Cambodia.

Another recent charitable association is with ‘Manege Zonder Drempels’ – a Dutch centre that provides specially-adapted carriage rides for severely disabled children as a form of therapy. Horseware supplies its branded Amigo rugs to the centre.

Horseware also provides the Irish Society for the Prevention of Cruelty to Animals (ISPCA), the national umbrella organisation for animal welfare organisations, with canine and equine rugs for its rescued animals.

“We do feel that it is our duty to give something back to society, and we work with organisations and charities that are particularly close to our hearts,” Tom explains. “It benefits us too however, as corporate responsibility brings some very positive effects to our brand, and also the Horseware team gets great satisfaction from helping animals and children. It is easy to think that as individuals, we can’t make a difference to large-scale social problems, but we make huge differences to the lives of the individual animals and people that we help.”

Hypocare: set to revolutionise wound management.

EQUESTRIAN TRADE NEWS FEBRUARY 2013

BETA International 2013

What to look out for at BETA International Horseware’s latest product, Hypocare - a hypochlorous acid compound used for infection control, will be showcased.

Horseware is also looking forward to sponsoring the Fashion Show. “The Fashion Show is an important and integral part of BETA International. The sponsorship also provides us with a stage on which to showcase our own Rambo clothing range, which has now become an integral part of the Horseware business,” Tom adds.

The latest products within the company’s Ice-Vibe range can also be seen. Last year, Horseware scooped an Innovation Award for its Ice-Vibe rechargeable, vibrating boots that boost circulation to the tendons and ligaments, aiming to make them more elastic.

A hock boot and knee boot have been added to the range.

Tom MacGuinness: businessman, philanthropist and horseman.

EXHIBITOR PROFILE

The MD with a social conscience Tom MacGuinness’s altruism and head for business have seen Horseware develop into a world-leading brand that wears its social responsibility on its sleeve.

Tom personally invented the brand’s first (and arguably most famous) product, the Rambo Turnout Rug, 28 years ago in 1985. This was the industry’s first fully waterproof and breathable turnout rug, launched at a time when the concept of a washable, waterproof rug that was also warm and breathable must have seemed like a science fiction plot.

“The only thing available on the market for outdoor protection at that time was a canvas rug; either an expensive one made out of good quality material that was too heavy and stiff to lift, or a cheaper one that was bad quality, and would tear and leak,” Tom recalls.

“I started by changing the traditional fit of the rugs; I made the neck area smaller, so it didn’t rub the horse’s shoulders and didn’t include a back seam - this meant the rug wasn’t too tight behind. Once the fit was correct, I worked on finding the best material that would make the rug durable. To this day, Horseware still uses the original Ballistic Nylon on the outer of the rugs, which is the most durable fabric on the market,” Tom explains.

He drew the designs for the first rug and sewed the first prototypes himself; a year after launch, the Rambo Turnout had become the world’s best selling turnout rug, its design becoming the industry standard. The Rambo Wug followed in 1998, with the Rambo Wug Plus being launched in 1999; Horseware had placed itself firmly on the equestrian manufacturing map.

But rather than simply grow his empire for personal gain, Tom, a devout Christian, wanted to give something back to society. He had already experienced the personal rewards to be gained from carrying out missionary work, having travelled to South America to volunteer as a teenager. He began working with Jessica Newman, founder of Just World International.

Her organisation works with the international equestrian community to fund programmes that provide basic needs, such as education, health and hygiene, to impoverished children. For example, extensive funds have been used to build a school in the capital city of Cambodia, Phnom Penh; the school is located beside the community dump, and is open to all children in the area.

Horseware is also involved with New Hope for Cambodian Children, a charity run by John and Kathy Tucker that provides a home to over 100 children with the HIV virus. Horseware representatives visited the Cambodian orphanage in 2010, installing solar panels into all of the 20 houses to provide electricity. In addition, for every Rambo Fly Buster rug that is sold, Horseware donates $1 to buy mosquito nets for

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Finalists revealed. . .

A

2013

t last the wait is over and the finalists in the 2013 BETA Business Awards can now be revealed.

The equestrian industry held its breath as nominations flooded in and the lengthy counting process was completed. A full list of companies, individuals and events that have made it

Although the finalists have now been named, the search for the ultimate winners is still ongoing.

Depending on the category, this might include members’ votes, visits from secret shoppers, incognito telephone calls and submissions being considered by an independent panel.

through to the finals can be found below.

Our congratulations and best wishes go to all those shortlisted for these prestigious industry accolades, which are presented during BETA’s glittering Gala Dinner, at the National Motorcycle Museum, near Birmingham, on Sunday 17 February.

Harry Hall Retail Employee of the Year Amy Parker, Tower Farm Saddlers, Rugby, Warwickshire.

Andrea Leavis, Countrywide Farmers, Melton Mowbray, Leicestershire.

Georgina Cross, Countrywide Farmers, Wardle, Nantwich, Cheshire.

Jessica Hewson, Tower Farm Saddlers, Rugby, Warwickshire.

Julie Walton, Speedgate, Longfield, Kent.

Sally Price, Countrywide Farmers, Evesham, Worcestershire.

Joules Equestrian Event of the Year Blenheim International Horse Trials.

Bramham International Horse Trials.

Burghley Horse Trials.

Your Horse Live.

The BETA Business Awards will be presented at the BETA Gala Dinner on Sunday 17 February.

TSM Rider Award

Haygain Nutritional Helpline of the Year

Mary King – Joules.

Louise Pavitt – Brendon Saddlery.

Sarah Stretton – Bates.

Natasha Baker – Black Country Saddles.

Sophie Wells – Black Country Saddles.

Allen & Page, Thetford, Norfolk.

Hilton Herbs, Crewkerne, Somerset.

Simple Systems, Dunmow, Essex.

TopSpec Equine, Thirsk, North Yorkshire.

Equine Careers Sales Representative/Agent of the Year SEIB Retailer of the Year – Mail Order/Internet Retailer Clippersharp, Cullompton, Devon.

Equiboodle, Cirencester, Gloucestershire.

Supplement Solutions, Great Eccleston, Lancashire.

The Saddlery Shop, Beaworthy, Devon.

Utterly Horses, Black Notley, Essex.

SEIB Retailer of the Year – Large Tack Shop Aivly Country Store, Ringwood, Hampshire.

Gillett Cook, Sittingbourne, Kent.

Russell’s Country Store, Larbert, Falkirk.

Speedgate Enterprises, Longfield, Kent.

Thomas Irving, Chesterfield, Derbyshire.

Wadswick Country Store, Corsham, Wiltshire.

SEIB Retailer of the Year – Medium Tack Shop Frosbury’s, Guildford, Surrey.

Iron Horse Equestrian Supplies, Doncaster, South Yorkshire.

R B Equestrian, Milton Keynes, Buckinghamshire.

Tower Farm Saddlers, Rugby, Warwickshire.

SEIB Retailer of the Year – Small Tack Shop Alan’s Ark, Ely, Cambridgeshire.

Equicraft of Backwell, Backwell, Somerset.

Equine Essentials Direct, Chalfont St Giles, Buckinghamshire.

Jods Galore, Henley-on-Thames, Oxfordshire.

Patchetts Equestrian, Watford, Hertfordshire.

Tower Farm Saddlers, Earls Barton, Northamptonshire.

Dave Wright, Sherwood Forest/Puffa, New Basford, Nottinghamshire.

Heather Stephenson, Westgate EFI, Romney Marsh, Kent.

Kate Radford, TopSpec Equine, Thirsk, North Yorkshire.

Marilyn Hawley, Agent for Equestrian Supplies, Worksop, Nottinghamshire, Edwards Sinclair, London, and others.

UKTI Export Award Black Country Saddles, Bridgtown, Staffordshire.

Equilibrium Products, Chesham, Buckinghamshire.

Equine Products UK, Newcastle upon Tyne.

Hilton Herbs, Crewkerne, Somerset.

Blacks Solicitors Trade Supplier of the Year Ariat Europe, Faringdon, Oxfordshire.

Huckelsby Associates, Dereham, Norfolk.

Shires Equestrian, Leominster, Herefordshire.

TBK, Biddenden, Kent.

Trilanco, Poulton-le-Fylde, Lancashire.

Westgate EFI, Romney Marsh, Kent.

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

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FEBRUARY 2013 EQUESTRIAN TRADE NEWS

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If you enjoy people-watching, here are a few faces you may well come across.

Claire Thomas

James Palmer A busy figure spotted darting from one end of the halls to the other, BETA International sales manager James Palmer takes care of all exhibitors from the moment of booking through to breakdown at the end of the trade fair.

He spends a huge amount of his year James Palmer travelling around the country and overseas, introducing the show to new audiences.

Barbara Forrester

As the front-of-house manager on the badging desk, Barbara Forrester is one of the first faces you will see on arrival.

She has a real passion for customer service and really looks forward to welcoming everyone to the trade fair.

Richard Lawrence As chairman of the trade fair committee, Richard Lawrence works with other trade members – many of them exhibitors and retailers – to ensure that BETA International remains the world’s No 1 show for the equestrian sector. As sales Richard Lawrence and marketing manager at Matchmakers International, he has been exhibiting at the trade fair for 26 years.

Tom Blacklock

As equine product manager of BETA International’s main sponsor, Virbac Animal Health, Tom Blacklock works closely with the organising team. He helps to promote the company’s presence at the trade fair and will be found on Virbac stand H2.3 and at the presentation of the Virbac Equine SQP of the Year Award.

Deborah Hayward BETA International press officer Deborah Hayward oversees the smooth running of the press office. Often seen with a celeb or two on her arm, she is responsible for welcoming VIP guests to the show and taking care of them during their stay.

Deborah Hayward When the schmoozing is over, Deborah writes all the trade fair’s press releases and commissioned features.

Win £1,000s worth of products!

Retailers visiting BETA International are invited to call at the ETN stand (P1.1), bring your business details and enter our free prize draw. You could then be in the running to win the following for your store. Winner takes all – and you can enter only at BETA International 2013...Here’s what’s up for grabs: ETN ETN – a Retailer Profile editorial feature on your business EMERALD GREEN FEEDS 20kg bag of Grass & 20kg bag of Alfalfa FAULKS & COX Tubtrugs MicroTub Profit Pack FYNA-LITE Pelletmaster: the new pellet bedding fork GRAYS OF SHENSTONE 1 x bronze Arab Stallion model HORSE & COUNTRY TV Selection of DVDs including Carl and Charlotte: Dressage Superstars HKM SPORTS EQUIPMENT ‘Toskana’ Denim Breeches HORZE Grand Prix ladies’ or men’s breeches, or product worth £75 LS SALES (FARNAM)/ LESLIE SUTCLIFFE Sample box of Farnam products worth £200 plus 10% discount voucher

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LANSDOWN Club Polo Shirt REGATTA A Missy quilted jacket SARM HIPPIQUE A pair of Rebecca breeches SCHOCKEMÖHLE SPORTS ‘First Class Plus’ fleece rug in orange VERDO BEDDING SHERWOOD FOREST/ PUFFA A pallet of Verdo bedding Allington Gilet (Puffa) & Gosford VALE BROS Gilet (Sherwood).

KBF99 anti-bacterial grooming kit SHIRES EQUESTRIAN VETERICYN Neigh Station & Shires branded Large bottle of Vetericyn Jacket W.F. YOUNG/ ABSORBINE SMART GROOMING 6 x Horseman's One Step Spray Tame the Mane and Gloss n WESTGATE EFI Go conditioning sprays Rodney Powell Elite X2ESP Body THE LOGICAL RANGE Protector in black or navy 1 x 4ltr Stable Cleanse Thank you to all these companies for 1 x 5ltr Allrounder donating prizes. Their advertisements TRILANCO can be found in this issue of ETN and A bottle of Z-itch they are all exhibiting at BETA International.

EQUESTRIAN TRADE NEWS FEBRUARY 2013

BETA International 2013

ABBEY ENGLAND 10 pairs of Equus Boots ALAN PAINE Alan Paine Gent’s Ilkley Shirt BERIS UK Choice of bit BETA Two x day delegate tickets to the BETA Conference at Whittlebury Hall in October BRITISHEQUESTRIANDIRECTORY.COM 12 month Gold Listing on www.britishequestriandirectory.com worth £95 BERGANS OF NORWAY Bergans Mryull Outdoor Jacket (men’s or women’s) BUFFERA Organic Cotton Infinity BUFF CARROTS 6 x funky fashion hat covers CHAMPION/TOGGI A pair of Blenheim boots

ETN PRIZE DRAW

Tom Blacklock Barbara Forrester

&

As commercial manager of Equestrian Management Consultants and organiser of BETA International, Claire Thomas keeps a watchful eye on the day-to-day running of the trade fair, ensuring that everything flows as smoothly as possible.

Claire Thomas Her ultimate aim is to deliver a positive experience for both exhibitors and visitors.

Nicola Wilson

International event rider Nicola Wilson has been one of the most consistent performers at four-star level in recent years with Rosemary Search’s Opposition Buzz. It was on this horse that she represented her country as part of the silver medal-winning British eventing team at London 2012.

WHO’S WHO

Keep your eyes peeled!

Nicola Wilson

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MY FIRST BETA

Trade fair chairman gives newcomer a helping hand...

The Matchmakers International stand at a previous BETA International; the sheer professionalism of the show is amazing to a newcomer.

BETA International 2013

“Wouldn’t it be great to have a BETA International mentor,” Alayne Wells of first-time exhibitor The Logical Range wrote to ETN. So we granted her wish by introducing Alayne to Richard Lawrence, Matchmakers International’s sales and marketing director and BETA trade fair chairman.

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Alayne Wells: This is my first year at BETA International where I’m introducing The Logical Range of innovative cleaners to the industry.

How long has Matchmakers International exhibited and how much has your presence grown during that time?

Richard Lawrence: We have exhibited at BETA International for more than 25 years, and were one of the first companies to commit to stand space when the trade fair moved to the NEC. It is always a major focus for the business and as we have added new brands to our portfolio the stand has increased in size. We now take new ranges and products from Harry Hall, Caldene, Tottie, Masta, Cottage Craft and The Riding Sock Company so we Newcomer Alayne Wells of The Logical Range with her dear have to think very carefully departed Molly and (above) about the design of the her products.

FEBRUARY 2013 EQUESTRIAN TRADE NEWS

stand and how to showcase each individual collection.

Alayne: What was your biggest discovery or surprise at your first BETA International? What do you think mine will be?

Richard: I think one of the first aspects that hits you is the sheer professionalism of the event and how well it all comes together. When you arrive to set up, it can appear a bit chaotic with stand builders everywhere, packaging lying around and you think, how will this all be ready, but when the halls are clear the next morning, it really is a trade fair to be proud of. The size and scale is also something I remember from my first few years being involved and the more you can prepare, the better in order to make the most of the three days.

Alayne: When you’ve introduced a new brand or new product at BETA International, how long is it before you feel the benefit? How does being at the trade fair help achieve this?

Richard: Introducing and launching a new brand at BETA International is all part of the overall marketing mix and needs to work with your promotional and advertising plans. Launching any product benefits enormously from personal interaction and going out to visit and meet customers. When we bought the Caldene brand we took on the main sponsorship of BETA International and initially the range had its own stand to give extra impact. Without doubt the sponsorship worked very well and helped to get across the message that the brand had become part of the Matchmakers International stable.

Exhibiting at the trade fair will allow you to reach a lot of people under one roof and especially in your first year, provides an excellent launch platform to work from. The promotion doesn’t stop when the show finishes and you really have to make the most of the leads you gather and people you meet and network with.

Alayne: To tweet or not to tweet? 25 years ago, I worked in the advertising department at Horse&Hound and the question then was simply mono or colour! What value do you put on today’s social networking sites like Twitter and Facebook for communicating your BETA International news?

Richard: Without doubt if you have contacts in your Twitter and Facebook accounts then communicating with them in the run up to the trade fair makes a lot of sense.

As the trade fair progresses you can also keep everyone informed how it’s going and create more buzz and excitement over the three days. It is important to engage in and embrace all forms of social media, people www.equestriantradenews.com

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The generous mentor: BETA Trade Fair chairman Richard Lawrence of Matchmakers International with Claire Thomas, commercial manager of BETA International organiser EMC (part of the BETA Group).

have access to the BETA International Press Office where you can have your press packs on display or put up a notice for any special launch events; overall, the press office team do their best to help promote your products.

Also don’t forget to ask the organisers if you are unsure of anything, they are friendly and will always point you in the right direction. The show is run by the trade association for the trade and as a new exhibitor we are delighted to have you supporting the event. I wish you a successful show.

MY FIRST BETA

communicate in many different ways and it is vital to be a part of it.

Alayne: What advice can you offer me in terms of preparation for the show and attracting the right contacts?

Richard: If you are already dealing with any retailers and distributors it’s very much worth inviting them to visit the stand, especially if you are having a specific launch day and time. Also don’t forget about the many international visitors we have at the trade fair. They also want to feel a part of the show and it might be worth getting some of your literature translated into other languages. Success is very much in the planning, so think about everything from the people you want to invite, to logistics, literature, stand design and staffing. Your product displays need to be visually attractive, stand graphics need to be high impact and anyone working on the stand must be welcoming, and want to talk to visitors. Face to face contact is extremely valuable and so much more powerful than conversations over the phone or via emails.

Alayne: BETA International runs for three days. How do the days vary in terms of visitors and expectation?

Richard: Traditionally Sunday and Monday are the busiest days, with Tuesday quieter. Be prepared for visitors to come to see you more than once especially as you are a new exhibitor with a new product range. They may initially call in to find out more about the products and then come back for a second visit to place an order. Also bear in mind that many retailers will spend more than one day at BETA International, so may first be looking for new ideas and so on before making any decisions.

The organisers do a very good job at getting people through the door but as an exhibitor it’s also your responsibility to let potential visitors know when the trade fair is and that they are missing out if they don’t attend.

Use the marketing material such as the email footers and leaflets that the organisers provide to help promote the event and let people know you are exhibiting.

Alayne: Where do you go in the evening for out-ofhours networking?

Richard: Most visitors and exhibitors will be staying in hotels on the NEC complex so there’s plenty of time to catch up in the evenings. There is also the BETA Gala Dinner on the Sunday evening which is very popular, well attended and definitely worth getting tickets for. Suppliers often use the evenings for taking customers out for dinner and there is a real feel good factor at the various hotels around the complex.

Alayne: What do you know now that you wished you had known at your first show?

Richard: Without doubt, preparation is key and the more times you exhibit, it definitely gets easier as you become more familiar with the layout. Also make the most of the help that’s on hand from the organisers and other exhibitors; it’s a very friendly event and people are always more than willing to help and offer advice. Be openminded and try and learn something new every time you exhibit, everyone can always make improvements. When planning for the trade fair try and put yourself in the position of the retailer and think about what they would like to see and what would impress them.

Alayne: Do celebrity endorsements carry a lot of influence at BETA International?

Richard: If you have well known sponsored riders on board it may well be worth getting them to visit the stand on one of the days, but remember BETA International is a trade show only and does not allow general consumers and horse owners to attend. Celebrity endorsement does give retailers confidence in products and brands.

Alayne: As a new company, my promotional budget is modest. But are there other opportunities I should be aware of?

Richard: There are plenty of opportunities to make the most of exhibiting at BETA International including entering the Innovation Awards which showcases exciting new products or putting forward products for display in the New Product Gallery.

It’s also worth remembering that, as an exhibitor, you

Where to find them Alayne Wells and The Logical Range are on stand C1.1 and Richard Lawrence and Matchmakers International can be found on stand H3.1 at BETA International 2013. ETN would like to thank them both for taking part in this feature.

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EXHIBITOR PROFILE BETA International 2013 68

A most entrepreneurial aristocrat...

Jane Percy, Duchess of Northumberland, enjoys a stroll near Alnwick Castle.

The Duchess of Northumberland, famed for her fabulous garden at Alnwick Castle, has launched a country clothing collection to be showcased at BETA International. Deborah Hayward went to meet her. ane Percy, the Duchess of Northumberland, is on a mission – to complete her beloved Alnwick Garden. Since her husband, Ralph, became duke in 1995, she has turned the derelict walled garden at Alnwick Castle into one of the north-east of England’s top visitor attractions.

It is a project that has grown and grown. As well as the famous poison garden, with about 100

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varieties of toxic plant, there are rose, ornamental and serpent gardens, a cherry orchard, a pavilion providing amazing panoramic views and a treehouse with wobbly rope bridges, wooden walkways and restaurant.

The garden is owned by a charitable trust and has cost £42 million so far, but a further £17 million is needed for night-time lighting and a play area.

The duchess has set herself

FEBRUARY 2013 EQUESTRIAN TRADE NEWS

a target of finishing by 2016, but getting funding is harder in the poor economic climate.

So she has launched a string of business ventures from which she will donate 20 per cent of her earnings to the garden. First came the The Poison Diaries book trilogy of stories aimed at the teenage market about a boy called Weed who talks to plants.

Then, to add to the drinks list at her treehouse

restaurant, she concocted a range of cocktails – Delicious Jane, Dirty Jane, Desirable Jane and Deadly Jane.

Now, the duchess has teamed up with quality knitwear brand Alan Paine to launch a country clothing collection that will be on display at BETA International – and particularly aimed at women.

“Country clothing for women was unflattering –

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and mostly designed by men,” she explains. “A woman wants to be a woman outside but also wants to hide her bum.

“I love shooting and, like a lot of women, I could never find what I wanted; so I had my own clothes made and friends asked where they could get them.”

“A woman wants to be a woman outside, but also wants to hide her bum.”

Then came the invitation from Alan Paine to create the Duchess of Northumberland collection.

“I said yes, if they would really listen and I had to have quality control,” she says. “I insisted that the designs and finishes must be really good, and I chose the materials and the colouring.

“I wanted to design skirts that women aged 20 to 70 could wear with warm tights underneath. They had to be flattering and

look good, as well as practical.”

Following last year’s launch of a skirt, jacket and waistcoat come three more garments for women in a choice of tweeds, plus five styles for men in a selection of three new waterrepellent, lighter-weight tweeds.

“There are beautiful jackets that are not specifically country or shooting,” says the enthusiastic duchess. “You could wear them out shooting or keep them on and go to London.”

Other business ventures on the way from Northumberland’s entrepreneurial aristocrat include skincare and cosmetics products using poisons and aphrodisiacs, a heritage food range based on archive material discovered at Alnwick Castle, including what is believed to be the oldest marmalade recipe in the world, and two gift books – The Duchess of Northumberland’s Little Book of Jams, Jellies and Preserves and another on poisons, potions and aphrodisiacs.

This modern duchess has certainly pepped up the country’s aristocracy.

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SPONSOR PROFILE

Meet the sponsors BETA International is sponsored by some of the equestrian industry’s most famous names.

ETN discovers a little more about them.

Main Sponsor Virbac Animal Health THE manufacturer of leading worming brands Equimax and Eraquell continues to demonstrate its support of the trade with main sponsorship of BETA International for a third consecutive year. The company will announce the winner of the Virbac Equine SQP of the Year Award and host CPD seminars for SQPs during the show “We are delighted to sponsor BETA International once again,” said Virbac marketing director Chris Liggett. “We have exciting news to unveil at the show, when the upgraded website of the innovative 3dworming programme goes live. We’re looking forward to welcoming visitors to our stand.”

Virbac supports the equestrian community by sponsoring events such as the Horse of the Year Show, Pony Club Mounted Games and Royal International Horse Show, as well as riders William and Pippa Funnell and Ellen Whitaker.

BETA International 2013

Equus Boots, Abbey England ABBEY ENGLAND is a Royal Warrant holder for the supply of saddlery workshop materials to the Royal Mews. The company’s portfolio includes the Liston Lock Company, B B Stanley Brothers of Walsall and Abbey Bits. Its latest acquisition is the Equus brand of rubber-based products including bell boots, quarter and quick-release boots.

Innovation Awards Sponsor Equestrian Trade News (ETN) THE official media partner of BETA International, ETN has been published by Equestrian Management Consultants (EMC), part of the BETA group, for more than 30 years. Every month, ETN is packed with news, opinion and features to inform and inspire the trade. CPD modules are a recent addition – and equestrian related CCJs, an old favourite.

Horse Demonstration & Seminar Arena Sponsor Charles Owen

THIS world-renowned brand has timeless classics, such as tailored tweed show jackets and stylish breeches. Caldene also offers an extensive collection of clothing and equipment for horse and rider, and fashionable leisurewear.

THE CHARLES OWEN Learning Centre @ The Horse Demonstration & Seminar Arena highlights the company’s commitment to education. This family-owned business celebrated its centenary in 2011. Highly regarded for its British-made riding hats, its managing director Roy Burek is regarded as a world authority on head protection. Charles Owen hats are worn by Olympic medallists Charlotte Dujardin and Cian O’Connor plus youngsters enjoying a weekly riding lesson.

Exhibitor Goody Bag Sponsor

Fashion Show Sponsor

Visitor Carrier Bag Sponsor

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Champagne Bar Sponsor

Caldene

Equestrian Life Magazine EQUESTRIAN LIFE is published in two glossy monthly editions with a circulation that stretches from the Scottish Borders to Cornwall. It features all riding disciplines from grassroots to international competition, product pieces, advice and profiles. Founded in 1996, the title is regarded as one of the UK’s leading regional consumer publications.

FEBRUARY 2013 EQUESTRIAN TRADE NEWS

Horseware Ireland SINCE 1985, when the revolutionary Rambo Original turnout rug was introduced, the company has maintained an ethos of “innovation, not imitation” as it develops products that make life simpler for horse and rider. Horseware Ireland is also famous for its fabulous clothing collections such as The Newmarket and Pessoa. www.equestriantradenews.com

New Product Gallery Sponsor Redpin Publishing WITH seven free regional monthly equestrian titles covering England, Scotland and Wales, the company also publishes The Native Pony, British Breeder and Welsh Pony and Cob Society News. Redpin Publishing also offers a website design, marketing and development service, including e-commerce and an Epos system created specifically for equestrian retailers.

Official Vehicle Sponsor SsangYong THE motor company unveils its new Korando Sports that brings new refinement to the pickup market. It blends the suspension, engine and cabin finesse of a car with the silhouette, space, seating for five and rugged workmanlike ability of a commercial pickup. Described by SsangYong as “the most civilised pick-up around”, it’s backed by a five-year limitless mileage warranty.

Official Clothing Sponsor Toggi FINEST Brands International’s clothing brand is highly prized for style, practicality and performance.

The Toggi range boasts garments for every country and equestrian need, while its footwear offers a winning combination of choice and value.

Coffee Shop Sponsor TopSpec OWNED by experienced equine nutritionists, this feed company strives for excellence in every aspect of its products. TopSpec balancers, blends and supplements are used to improve the performance, condition and relaxation of thousands of horses and ponies in all disciplines.

TopSpec is a multiple winner of the BETA Feed Helpline of the Year Award.

Best Stand Awards Sponsor The Wine & Hamper Company

THIS Leicestershire-based business supplies gift packs and hampers for the corporate and gift markets at home and abroad. It also operates a wine-importing and wholesaler service. www.equestriantradenews.com

The benefits of winning an ETN-sponsored BETA International Innovation Award last far longer than the celebratory bottle of bubbly. Lauren Barber tracks down some previous recipients.

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or Margaret Donnelly, it was winning her company Equilibrium Products’ first innovation award that stands out. It was 2007 and the product was the Magnetic Back Pad for horses.

“It was a terrific boost to staff morale that one of our developments had been recognised as being worthy of such a prestigious award,” said Margaret.

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“We had worked for over five years on the technology and it made all the hard work and financial investment feel worthwhile. After winning, we definitely saw an uplift in awareness of both the brand and the concept from retailers and consumers around the world.”

This year, Barnsby plans to offer the iTree across its saddle range.

In 2010, Leslie Sutcliffe launched the Smart-Lock Bridle, offering a new approach to bridle fastenings. “Instead of hook studs, we used a ‘snap’ which clicks into a rivet hole without a great effort,” she said. “The snap is made from similar material that holds passenger seats together on an aircraft, so is able to withstand tremendous vibration.”

Leslie is clear on what’s required of a product to win a BETA International Innovation Award: “It either needs to be something that makes a rider’s experience easier, or that improves a horse’s life.

A case in point, while this bridle has not established itself in the mainstream, it has found a very important niche for people with mobility and flexibility issues in their fingers, hands and wrists.

Virtual concept It’s not only physical products that are innovative. In 2010 Emma Dyer entered her then new online recruitment business Equine Careers into the ‘Other’ category – and won.

“To be recognised for my own idea was very exciting and it made the remaining time at the show very busy,” Emma revealed. “The award enabled me to launch the business in a way I would never get the chance to do again – and it lead to direct contact with some of the most influential professionals in the industry.”

At BETA International 2012, Racing Blue’s supplement Storm - to help horses deal with lactic acid produced in EQUESTRIAN TRADE NEWS FEBRUARY 2013

BETA International 2013

“After winning, we launched the product in the UK and internationally. With the help of the award we were able to engage editorial staff from key publications, and therefore get horse owners' attention more easily.”

Even now, six years on, the company is still reaping the rewards, added Margaret. “We can continue to say that the Magnetic Back Pad is an award winning product and, above all, it confirms to end users and retailers that we are an innovative company.”

In 2009, Virbac solved an age-old problem and scooped an innovation award with Equimax Tabs.

Designed to make worming easier and cut out waste, it has subsequently gained a loyal following and taken a significant share of the Equimax market.

“Virbac is extremely proud to have won the innovation award,” said equine product manager Tom Blacklock. “It highlighted the years of painstaking research that went into the development of Equimax Tabs and acknowledged the major breakthrough provided to horse owners in worming management.”

The judges that year, including British eventing team trainer Yogi Breisner and dressage guru and Horse&Hound columnist Pammy Hutton, praised the concept as “a genuinely innovative idea”.

Added Tom: “The award immediately helped increase brand awareness and understanding with SQPs at the trade fair and beyond. And this continued through all the subsequent publicity that the award generated.”

Innovation in saddlery – one of our trade’s most traditional arenas – can be daunting. But Barnsby proved it was up to the challenge in 2012 when its iTree impressed the judges.

“It’s a carbon fibre tree which is heated up and moulded to the horse,” explained Barnbsy’s Lisa Davis-Lindholm. “We were hugely honoured to win the award, particularly as it was judged by our peers and people with years of experience in the industry.

INNOVATION AWARDS

Winners take all…

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INNOVATION AWARDS

muscle during intense exercise - collected the feed and supplements accolade.

“The award has been a nice touch to talk about, particularly with export customers,” said nutrition consultant Catherine Dunnett.

Also last year, Pet Republic was recognised in the growing ‘pet’ category for its Car Seat Cover for dogs. The product had been a year in development. winning the award beneficial from an emotional point of view.

“Having worked in the Thoroughbred industry, I’d seen many horses having to be retired from work due to tendon injuries and I felt sure there was more we could do to manage these problems. So I created Ice Vibe.

Louisa created her initial prototype from a car seat massager. “One of the highlights of my life” is how she describes collecting the award.

“You need strength and determination to bring something truly innovative to market - and you have to be prepared for setbacks,” she said. “Receiving a BETA International Innovation Award was the perfect launch pad for Ice Vibe, and the past 12 months have been phenomenal!”

• All these award-winning companies are exhibiting at BETA International 2013.

Who was winning ten years ago?

“Winning at BETA International was the start of a great year for the product,” said director of sales, Tommy Weedon. “The award definitely gave kudos to the product and instilled confidence for both the retailer and end user.

“We use the ‘winning badge’ [which innovation award winners are entitled to display] on our brochure and website and it often gets noticed.”

BETA International 2013

Personal achievement

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A simple concept can make the world of difference, and Jean Hammond’s Golly Galoshes caught the eye of the judges in 2009 because of this.

“I’d been making Golly Galoshes for many years prior to bringing it to the commercial market, so I knew it consistently delivered ‘what it said on the can’,” she said.

“For me, winning the innovation award was primarily a personal achievement for something I really believed in.

“The awards are highly respected in the industry and mean a lot to the recipients. Winning greatly enhanced the brand awareness of Golly Galoshes at the launch. And even though it was four years ago now, it still gives the product credibility and consumer confidence today.”

Louisa Williams, inventor of Horseware’s 2012 award winning Ice Vibe boots, also found

In 2003, what were then known as the New Product Awards were sponsored by the British Equestrian Trade Association (BETA) as part of its 25th anniversary celebrations.

Judges included retailer Maurice Emtage of Colne Saddlery, Andrea Moffatt of Horse&Rider magazine, Lucy Higginson of Horse&Hound, Nicky Mackenzie of South Essex Insurance Brokers and David Dyer, then of Frogpool Manor Saddlery.

Eventer Brook Staples and paralympic dressage rider Lee Pearson lent riders’ expertise to the proceedings.

And the winners a decade ago were: Rider Clothing: winner – Horseware for Rambo Tec; highly commended – SMD Group for Ariat Trainer and Croft Equine for Juss Single Attachment Spur Strap.

Saddlery and Tack: Frank Baines Saddlery for Reflex Dressage Saddle; highly commended – Zebra Products for Amerigo Snap Jumping Boot and TdeT for Ultra Grip Reins.

Horsecare Products and Equipment: winner – Equiplus International for Liquid Ice Equine Wrap; highly commended – Comfort Zone Equestrian for Airflex numnah and Life-Life for Shavings Fork.

Safety and Security: winner - Equine Science for Aussie 21 Helmet; highly commended – Waldhausen for E-Z Latch and Charles Owen for Should Pad Protector T-shirt.

Feed and Veterinary: winner – Armadillo Products for Hot/Cold Therapy Systems; highly commended – HorseHage Marketing for Dr Green Alfalfa Oil. Other Products: winner – Stage Coach Games for Jump Off Board Game; highly commended – Horse IT for www.equinebusiness.com

Thoroughbred Sports Photography

FEBRUARY 2013 EQUESTRIAN TRADE NEWS

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Products that win the 2013 Innovation Awards – sponsored by ETN – will be the talk of the show. BETA International has lined up a diverse panel of independent equestrian experts to choose the winners. There’s also a new judging format.

THE Innovation Awards are open to all exhibiting companies. There are eight categories: Saddlery & Tack, Rider Clothing, Safety & Security, Feed & Supplements, Horsecare Products & Equipment, Pet Products, Other and (new for 2013) Country Fashion.

This year’s judging panel consists of:

TOM BEECH Vet Tom Beech is the director of Rowan Veterinary Services, a mobile equine consultancy service covering Cheshire, Derbyshire, Staffordshire and Nottinghamshire. He has strong ties to endurance riding and this summer will be working at the Mongol Derby, a 1,000km race ride. He is also a contributor to national equestrian magazines, including Horse & Hound.

NICOLA WILSON International event rider Nicola Wilson was a member of the British eventing team at London 2012. Riding Rosemary Search’s horse Opposition Buzz, she took her place alongside Tina Cook, Zara Phillips, Mary King and William Fox-Pitt to bring home a team silver medal.

IAN STARK Course designer Ian Stark enjoyed a 36year career in eventing, which saw him win Badminton three times and scoop four Olympic silver medals. He creates courses for various events throughout Scotland, England and Ireland, as well as California and Michigan, in the United States. This Scottish equestrian was made an MBE in 1989 and an OBE in 2001.

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NATASHA BAKER Para-dressage rider Natasha Baker delighted the nation when she won two Paralympic individual gold medals at London 2012 on her horse Cabral (JP).

The pair set a new Paralympic record for the Grade II classification and Natasha’s amazing equestrian achievement was rewarded with an MBE in the New Year’s Honours List. (Photo: Kit Houghton)

JACKIE POTTS Jackie Potts is head groom to William Fox-Pitt. She oversees care of all horses at his yard and accompanies the event rider to competitions around the world.

Winner of the Groom of the Year Award in 2006, she lives on site and is a regular in the Portman hunting field during the winter months.

(Photo: Fiona Scott-Maxwell)

INNOVATION AWARDS

Who’s in the hot seat?

The judging process This year will see a change in the way that judging takes place. Instead of the judges visiting exhibition stands to see the entries, the products will be displayed and considered in a small competition hall.

Only judges and awards organisers will have access to the hall when judging is in progress. This new environment will allow the judges to concentrate on each product; time previously spent walking around the exhibition will now be invested in an extended period of discussion and deliberation. Judges will visit a stand only if they have an unresolved query about an entry and require clarification or further information.

EQUESTRIAN TRADE NEWS FEBRUARY 2013

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FASHION SHOW

A

picture’s worth a thousand words

ETN previews some of the fabulous clothing collections set to make their mark on the catwalk in this year’s BETA International

BETA International 2013

Fashion Show, sponsored by Horseware Ireland.

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Jack Murphy: McMahon Tweed Jacket Gents’ jacket with silk lining and cord detail to elbow patches and shoulder.

Stand: P4.1

FEBRUARY 2013 EQUESTRIAN TRADE NEWS

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FASHION SHOW

Tottie: Leisurewear A vibrant collection of hoodies, rugby tops and fleeces.

Stand: H3.1

Sherwood Forest: Roseberry Jacket

Elegant jacket with fitted waist belt and mock fur-trimmed hood.

Stand: Q3.1

Waterproof jacket with detachable, mock fur-trimmed hood.

Stand: Q3.1

www.equestriantradenews.com

EQUESTRIAN TRADE NEWS FEBRUARY 2013

BETA International 2013

Puffa: Spencer Jacket

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FASHION SHOW Regatta: Missy Jacket A country-inspired, water-resistant quilted jacket.

Stand: M6.1

BETA International 2013

Airowear brings safety and innovation to the Fashion Show with its range of body protectors.

Stand: M2.2

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Accessories

Toggi: Cordova Jacket

Tuffa: Country Rider

Harry Hall: Moredale Gilet

Ladiesâ&#x20AC;&#x2122; elegant wax jacket with belted waist.

Stand: F3.2

Nubuck leather boots with stirrup-friendly soles.

Stand: P5.1

Padded gilet with detachable hood.

Stand: H3.1

FEBRUARY 2013 EQUESTRIAN TRADE NEWS

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FASHION SHOW

Tredstep: Symphony Collection High-performance breeches.

Stand: L4.1

Horseware Ireland: Platinum Collection Abbey Bomber Lightweight ladies’ jacket with a 50/50 down fill.

Stand E5.1

Ekkia: EQUIT’M

Heritage-inspired fitted waterproof jacket.

Stand: E5.1

Hi-tech materials and functional designs.

Stand: E4.1

www.equestriantradenews.com

EQUESTRIAN TRADE NEWS FEBRUARY 2013

BETA International 2013

Horseware Ireland: Alana Jacket

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HORSE DEMONSTRATION & SEMINAR ARENA BETA International International 2013 2013 BETA 80

Look and learn Good product knowledge leads to strong sales. That’s the theme of The Charles Owen Learning Centre @ the Horse Demonstration & Seminar Arena. As Roy Burek, managing director of Charles Owen, points out: “The most successful retailers are those keen to learn about how they can improve their business.” ew sponsor Charles Owen brings a fresh feel to BETA International’s famous horse demonstration arena – with audience participation and interaction on the agenda.

Here you can see live horses – and, for the first time, donkeys – bringing products to life as various exhibitors demonstrate the usefulness and innovation of their products.

The rolling programme of demonstrations and displays over the three days is presented by renowned equestrian commentator Phillip Ghazala. With a few famous faces popping up too, he can always be relied upon to ask the right questions.

Among the highlights will be Charles Owen’s presentation of an interactive guide to hat manufacture, testing and fitting, with the help of Charles Owen sponsored riders and Q&As with members of the audience.

Also presenting their products within the arena are:

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SLOW GOLD: See Grabbit – the great new device for moving rubber stable mats – in action. What was once a job for two or three people, and strong ones at that, now becomes quick, easy and clean. You can also find out more about MOJO. The patches have been tested at some of the best yards and studs in the country with great success. In an interesting experiment, MOJOs were placed on four horses, unbeknown to their riders, at Osberton International horse trials – and all four won their classes.

TRILANCO: Supreme Products, whose show preparation products are distributed by this wholesaler, will demonstrate how to achieve a winning show ring turnout using its Professional Collection of colour enhancing shampoos, highlighters, brighteners, glosses and make-up. Sarah Turnbull of Supreme Products says that finishing touches are catching on in dressage as well as for showing. “From advice on enhancing the coat, to preparing quarter marks and sharks teeth, to getting manes ready to plait or ensuring a brilliant white finish, we’ll be on hand to offer help and advice during the teachins.” High profile users of Supreme Products Professional Collection include Olympic dressage dual gold medallist Charlotte Dujardin.

WORLD HORSE WELFARE: Saved from terrible conditions and nurtured back to health, meet some of World Horse Welfare’s (WHW) ponies. Actress Claire King will present this display of some of the amazing ponies from two of the international charity’s four British rescue and re-homing centres. Meet Rocky (pictured in this stunning photograph

by Matthew Seed who will be on the WHW stand during BETA international). Rocky was close to death but came back fighting and is now ready for re-homing. Shetlands Milo and Yippee appear too; Milo was rescued from a tiny shed in Tower Hamlets. World Horse Welfare, BETA International’s chosen charity for 2013, is seeking partnerships and corporate support.

FEBRUARY 2013 EQUESTRIAN TRADE NEWS

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HORSE DEMONSTRATION & SEMINAR ARENA BETA International 2013 82

ABBEY ENGLAND: Abbey England will demonstrate its Equus branded boots. Made in England from UK sourced rubber, the overreach boots come in pull-on or Velcro quick release styles in a choice of colours and sizes.

Equus boots offer outstanding protection and are suitable for use in all climatic conditions. Quarter boots are also available; other Equus products include rein grips, bit guards and martingale stops.

TOPSPEC: Two donkeys and Dr Faith Burden of The Donkey Sanctuary will be in the arena to celebrate the launch of Donkey Forage Balancer on the Monday afternoon at 1.35pm.

The new product will benefit donkeys the world over; £1 from every bag sold will be donated to the international welfare charity to support its work. “Donkeys have evolved to do well on a very low intake of energy and protein,” said Nicola Tyler of TopSpec. “The forage that donkeys eat in UK homes today is very different from that found in their natural desert environment.” Find out more during this demonstration.

HORSEWARE: Here’s a great opportunity to hear world renowned trainer William Micklem explain how to use the Rambo Micklem Bridle, winner of a BETA International Innovation Award in 2008. This versatile bridle is used by the likes of Rodrigo Pessoa and Andrew Nicholson, and by riders in all disciplines. Two styles are offered.

The Rambo Micklem Multibridle is a bridle, a lunge cavesson and a bitless bridle in one.

The Rambo Micklem Competition Bridle uses the same patented, pressure relieving headpiece, has soft padding across headpiece, browband, noseband and cheekpieces - and can be used as a bridle and a bitless bridle.

Horseware also demonstrates its 2012 award winning IceVibe boots and new Ice-Vibe hock and knee wraps. The system combines vibration and cooling therapy. British eventer Oliver Townend says: “We’re using the Ice-Vibe boots a lot in the yard…I like that they are not just cold boots and that you can use them as massage boots to increase circulation.”

FEBRUARY 2013 EQUESTRIAN TRADE NEWS

MASTER REIN: This training aid offers the horse an equal, consistent contact into which it can work. It can be used under saddle, while lunging, working the horse from the ground or driving - a unique selling point, say its inventors.

Master Rein's design uses a pulley which allows the horse to bend and flex while moving freely forward, keeping the poll high and the nose in. Launched last August, it's a great product for riders who struggle with their contact and do not have independent hands that work as a pair.

REBEL’S OF SWEDEN: See this groundbreaking modular saddle comprising two parts; a saddle seat – currently in dressage and jumping styles – for the rider, and a carbon fibre frame base with pads for the horse. The two parts can be easily disassembled and assembled with the Clic-One system.

Made in England and designed in Sweden. BETA International sees the official launch of a saddling system designed to care about horses and riders.

EQUIAMI: this UK and US patented training aid can be fitted to a horse prepared for lunging in under two minutes.

It promotes engagement of the hindquarters and can help develop topline and promote balance and self-carriage.

EquiAmi self-centres, so there’s need for adjustment at rein changes. The kit comes in a hessian storage bag with booklet and DVD showing how to fit and use it. It’s ideal for general training as well as rehabilitation following injury or surgery.

Earn SQP CPD points here MAIN sponsor Virbac is offering SQPs the chance to gain a maximum 18 CPD points via AMTRAaccredited seminars taking place in the arena.

Callum Blair, BVMS, MRCVS, the company’s senior veterinary adviser, will present ‘The times they are a changin'' on Sunday 17 and Tuesday 19 February.

The seminar, worth 10 points, will last for 75 minutes and look at the latest developments in equine worming, including changes to Veterinary Medicines Regulations proposed for October 2013.

The seminar is the same on both days, so points are awarded for attending only one session.

Further points can be gained at a second seminar with Callum – also lasting 75 minutes – on Monday 18 February. ‘Database marketing – making the most of two of your greatest business assets’ will bring a maximum of eight points and focus on how database marketing can be used to target customers and motivate employees.

SQPs wishing to attend the seminars do not need to book beforehand but should bring their AMTRA SQP number so that they can register at the show.

www.equestriantradenews.com

SUNDAY 10.00 Charles Owen 10.17 Slow Gold 10.26 Rebel’s of Sweden 10.35 Master Rein 10.44 Equus Boots from Abbey England 10.55 Horseware 11.12 EquiAmi 11.35 Virbac SQP Seminar 13.05 Charles Owen presents an audience with Charlotte Dujardin 13.40 Ellie Harrison Countryfile 14.06 Slow Gold 14.15 Rebel’s of Sweden 14.24 Master Rein 14.33 Horseware 14.50 Supreme Products/Trilanco 15.11 Equus Boots from Abbey England 15.20 EquiAmi 15.29 Charles Owen

MONDAY 10.00 Charles Owen 10.17 Slow Gold 10.26 Rebel’s of Sweden 10.35 Master Rein 10.44 Equus Boots from Abbey England 10.55 Horseware 11.12 EquiAmi 11.35 Virbac SQP Seminar 13.05 Charles Owen 13.40 TopSpec teach-in with donkeys.

14.01 Slow Gold 14.10 Rebel’s of Sweden 14.19 Master Rein 14.28 Horseware 14.45 Supreme Products/Trilanco 15.06 Equus Boots from Abbey England 15.15 EquiAmi 15.24 Charles Owen

TUESDAY 10.00 Charles Owen 10.17 Slow Gold 10.26 Rebel’s of Sweden 10.35 Master Rein 10.44 Equus Boots from Abbey England 10.55 Horseware 11.12 EquiAmi 11.35 Virbac SQP Seminar 13.05 Charles Owen 13.40 World Horse Welfare with Claire King 14.06 Slow Gold 14.15 Rebel’s of Sweden 14.24 Master Rein 14.33 Horseware 14.50 Supreme Products/Trilanco 15.11 Equus Boots from Abbey England 15.20 EquiAmi 15.29 Charles Owen

Collect a free leaflet listing participating companies and their products when you visit the Charles Owen Learning Centre @ the Horse Demonstration & Seminar Arena.

HORSE DEMONSTRATION

TIMETABLE

STAND GUIDE

ABBEY ENGLAND Stands THIS wholesaler celebrates its Equus brand of specialist G5.1 & G6.1 polymer products with special show offers and sponsorship of the Champagne Bar.

Retailers can save 50% off the usual trade price when ordering ten or more pairs of Equus Boots.Colours can be mixed; orders must be placed at the show Abbey England also showcases its workshop range of leathers, tools, hardware, webbing and outdoor textiles, plus British-made riding and driving bits. Stanley Foundry brass buckles and Liston locks will be displayed, attracting fashion buyers as well as equestrian customers. The company prides itself on keeping the British saddlery and associated trades alive by supplying traditional goods and tools to retailers and manufacturers.

Abbey England distributes Fiebing’s horse and leather care products; and look out for the latest stable and yard equipment from the innovative, colourful Stubbs range.

AGRIHEALTH Stand FOLLOWING its acquisition of Eddie J6.1 Palin Distribution two years ago, Agrihealth has developed the Liveryman and Fenceman ranges. Both will be displayed with offers and incentives.

For the 2012/13 clipping season, Liveryman has a brushless motors range. Advantages over conventional motors include additional power and extended lifetime. This range includes the Harmony Plus clipper, and the Classic and Pet Master trimmers.

Fenceman has a new nine volt energiser, the B430. Packing is being revamped for the coming season, making the products more appealing and informative.

Agrihealth also has the German care range Leovet. With its high quality oils and ingredients, products such as Phaser Fly Spray, No Rub and Coat Sheen and Tangle Free really do the job.

See also the HorseAlarm and HorseCam ranges, plus the innovative StudShu.

BETA International 2013

AIROWEAR

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Stand NEW designs in body protectors and sporty solutions for M2.2 shoulder protection are introduced here.

Taking inspiration from the world of sport and fashion, Airowear showcases fresh designs of its best selling Outlyne range for 2013.

With safety at the core of Airowear’s designs, this season’s focus

ALAN PAINE COUNTRY COLLECTION Stand WELCOME to our country is Q4.1 the message from Alan Paine as it unveils its A/W 2013 collection.

The brand’s collaboration with the Duchess of Northumberland has produced seven new tweeds plus exquisitely tailored garments.

The long established English brand is committed to delivering a winning combination of performance and comfort by blending technical excellence with impeccable styling.

Within the Duchess collection are five new styles for gents; three water repellent, lightweight tweeds, including a new field coat action back and drawstring waist, two and three button blazers and a double-breasted jacket.

For ladies, three collections come in stunning tweeds. The tulip jacket is trimmed in velvet, half lined with brushed cotton and finished with a Liberty print. A waistcoat, skirt and fitted shirts trimmed with Liberty print on the under collar complete this collection. See a new waterproof field coat and hacking jacket too.

Also new are a waterproof, breathable jacket and trouser set in robust cotton mix fabric (Durham range), and intermediate performance layers (Balmoral range) comprising windblocks in a choice of vee neck, half zip and full zip with Alcantara shoulder and elbow patches.

Alan Paine offers a 5% show forward order discount.

ANDERSON & CO Stand MEET this specialist in bloodstock advertising and publishing A1.4 services Anderson & Co publishes European and North American Trainer magazines, quarterly titles covering issues affecting the training and development of the Thoroughbred.

Other publications include the NTF Racing Diary and advertising sales for the monthly publication, as well as Thoroughbred Owner & Breeder incorporating Pacemaker.

Find out what’s new in websites and publications for 2013 on this stand.

ARCTIC FOX Stand ARCTIC FOX Riding Gloves have been developed from its L6.2 synthetic Ultimate sailing gloves. Said to last up to four times longer than leather gloves, they are washable, strong and have a soft feel.

They’re available in adults’ and children’s sizes in many colours.

See also a fleece and microfibre Head Protector designed to be worn under a riding helmet and available in black or cream.

There are more than 100 models within the Arctic Fox collection of hats, gloves and scarves in fleece, shadow faux furs, microfibres, acrylics and wool knitted designs. Of particular note are the Trapper and Bomber ranges in more than ten colourways, plus four Headband styles.

has been to develop new and innovative ways to protect the rider’s shoulders. See a new range of shoulder protectors designed to be worn with the Airowear Outlyne and Airowear Reiver 010 body protectors.

AKI Stand AKI INDIA PVT was established in 1992 with technical assistance Q5.2 from the Horse Riding Group of Germany for the making of leathergoods, saddlery and harness. Since then, the company has expanded, introduced new manufacturing technology and fresh product lines.

Today, AKI is ISO 9001:2008 certified for the design and manufacture of horse rugs, riding boots and other equestrian accessories. The company follows all applicable standards and CE requirements.

As well as providing fast delivery, AKI is committed to satisfying its customers' need for quality products. To this end, the best materials available are used and products can be modified to meet customers’ requests.

FEBRUARY 2013 EQUESTRIAN TRADE NEWS

www.equestriantradenews.com

BEDMAX

Stand SEE new styles in footwear, apparel and accessories as well as a H4.1 ground breaking launch.

Stand THIS natural pine bedding is the J1.3 original shaving made specifically

From the Cobalt Pro-Series paddock boots, the all new Cobalt VX is officially unveiled. Ariat formally introduces the Volant Fusion, the newest member of the Volant collection too. This style features the latest in athletic footwear technology, incorporated into a modern, zip fronted riding paddock boot that comes complete with a detachable combo half-chap.

The chap, with Velcro fastening, can be quickly adjusted to best suit the user’s needs - or discarded if not required.

Other new styles include a Kids’/Junior Bromont, a Dress version of the Ladies’ Bromont, a Men’s Mudbuster and the sensational yet classically styled London Jod boot.

“Five years ago, Ariat introduced its first country lifestyle boot, the iconic Grasmere Boot,” says managing director Phil Duff. “Since then this category has been gradually added to with styles including the Coniston, Windrush, Trent and Windermere. Having firmly established our distinctive footprint in this market segment, Ariat Europe will be using BETA International 2013 to launch an exciting expansion of country lifestyle and fashion lifestyle footwear, on a much, much larger scale.”

Ariat Europe recommends retailers pre-book appointments with their area managers.

ASHWOOD LEATHER Stand THIS beautiful UK collection of ladies’ and gent’s leather and N3.3 sheepskin apparel is tailored for the country market. Ashwood Leather also exhibits a complimentary range of fine leather handbags and luggage to ensure the outfit is complete.

BARNSBY Stand THIS Walsall based company has been making saddles and B2.3 bridles for more than 200 years. Anky van Grunsven, John and

for bedding stabled horses. It contains no additives and is not a by-product.

Virtually dust free, absorbent, offering good value for money and ease of use, these bespoke shavings are made in strictly controlled conditions to ensure the same high quality in every 20 kg bag.

Bedmax flakes produce a deep, aerated bed which increases drainage, prevents compaction, and offers cushioning for horses’ feet and joints. Made predominantly from British Pine, extra benefits include natural antiseptic properties.

Bedmax has a Royal Warrant by appointment to Her Majesty The Queen, for the supply of shavings to the Royal Stud at Sandringham. With three production plants, it’s available across the UK and is used throughout Europe, the UAE and Hong Kong.

STAND GUIDE

ARIAT EUROPE

BERGANS OF NORWAY Stand BERGANS of Norway is a name synonymous with the history of M5.2 exploration and a 100 year old outdoor heritage. The brand offers technical excellence in functional clothing and equipment for use in the backwoods, outdoor and country sports.

“Discerning retailers with an eye for being different and an understanding of product competency are attracted to Bergans,” says UK country manager Andrew Nicolson.

The 2013 collection encompasses rugged wool jackets in classic green and hunting brown colours through to colourful, eye catching casual outerwear. The Pasvik Silent jacket in three-layer Dermizax waterproof, breathable performance fabric combined with brushed microfleece delivers a no-noise garment with stretch and comfort.

Loden fabric rucksacks are the perfect pack for days in the wilderness.

Michael Whitaker, Guy Williams and Mary King are just some of the riders who, over the years, have helped Barnsby research and develop its extensive product range.

See the BETA International 2012 Innovation Award winning iTree here – and find out about a new launch in association with a leading rider.

BATTLES Stand BROWSE a G3.1 comprehensive range

BELSTANE MARKETING Stand SEE the new range from the Original Muck Boot Company. The P3.2 A/W 2013 collection will be available to forward order as well as a new Muck XpressCool Series.

Pikeur showcases its A/W collection while Eskadron has high fashion and technical fabrics.

The DS System, launched here, offers more than one million combinations of individually designed, leather riding boots at the touch of a button. It’s only available through retailers on limited licenses in the UK by application only.

Samshield [helmets] has some new styles plus a fresh glove collection.

Freejump [safety stirrups] continues to be popular with show jumpers and is gaining a foothold in eventing. Exoglo [heated clothing] presents its new A/W 2013 designs.

www.equestriantradenews.com

BIT BANK INTERNATIONAL Stand SEE a selection of bits, including Western bits and ‘blue’ bits, E3.8A Spanish style spurs, flexible stirrups and fancy stirrups. Bridles, halters, chaps and girths can also be found here.

BOGS FOOTWEAR Stand THIS waterproof, durable, P6.2 comfortable footwear can work in the factory, on the farm, explore the forest or run around town. Yes, Bogs are ready for anything that life throws at them.

All styles have waterproof rubber seals.

Neo-tech insulation provides unsurpassed warmth and channel air technology keeps feet dry. Comfort comes courtesy of a contoured fit.

Bogs also feature slip-resistant outsoles for traction. The Rancher style is pictured.

EQUESTRIAN TRADE NEWS FEBRUARY 2013

BETA International 2013

of leading brands. Highlights include the Townend collection of country clothing and riding apparel, plus own brands Lincoln, The Super Range, Hy and its sub-brands.

New additions include HyImpact horse boots (pictured) and HyFootwear riding and yard boots. Battles has also added to its HyComfort girth range with waffle, stud and humane girths plus neoprene dressage girths.

HyPerformance includes stylish new jodhpurs and breeches.

Brands exclusive to Battles include Equilibrium, Tuffa, Cavallo, Maxavita and Vetericyn. New for 2013 are Supreme Products, Childs Farm, Troxel and Quiller Books.

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STAND GUIDE

BLISS OF LONDON Stand THIS BETA International debutant arrives with a wealth of J3.2 equestrian experience – and dressage, jumping, hunter and all purpose saddles to suit a wide variety of horses.

“At Bliss of London, the quest for perfection is a passion in all that we do,” says Nikki Newcombe. “Upon order, our aim is to understand the horse’s conformation and meet the individual rider requirements; this allows us to craft a unique saddle to create comfort and harmony and enhance performance.”

Bliss uses social media to connect with customers and create a community. “We understand how best to assist saddle fitters and pride ourselves on our delivery times, communication, dealer promotion/support and excellent customer service from our in-house saddle fitters,” adds Nikki.

Bliss seeks UK and overseas saddle fitters to complement its existing worldwide dealer network.

BOLLA BAGS Stand EARLY morning walks in the P5.3 countryside, spring sunshine

BETA International 2013

glistening between the trees, woodland leaves and flowers, lush green grass and clear blue summer skies inspire Bolla’s Spring 2013 handbag collection.

British heritage is reflected in many Bolla styles too. In soft nappa leather, the Buckingham collection has been given a colour boost for S/S 2013 to include a bright, fun fuchsia, a lively, radiant teal and relaxing neutral cream. Elegant styling in nubuck and vintage leathers, gives a rustic look to the Safari and Napoli collections.

New for 2013 is the Bermondsey collection offering classic shapes with modern styling in traditional colours with the addition of a vivacious red to add a ray of sunshine.

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BREYER Stand SEE dressage superstar Totilas at this stand - among other L2.2 collectable model horses!

Breyer equines are loved by child and adult collectors for play and display. Each model is hand painted to create a model as individual as the horse that inspired it.

Accessories provide fun and realistic play.

Totalis, a new sculpture joins Olympic gold medallist Mistral Hojris plus other elite international horses.

Breyer products are distributed in the UK and Ireland by Hornby Hobbies, the leading model, hobby and collectable toy company.

FEBRUARY 2013 EQUESTRIAN TRADE NEWS

BRIDLEWAY EQUESTRIAN Stand BRIDLEWAY EQUESTRIAN was J3.3 launched three and a half years ago to enable independent retailers to offer a collection of branded, good value equestrian basics.

The range is manufactured by Shires with 50 retail partners having an input into product development and marketing strategy – as well as tapping into the obvious benefits of being associated with a like-minded group.

“The riding public is becoming much more aware of the Bridleway brand and what it stands for – buy a quality product at a realistic price from a Bridleway member and by doing so, support your local independent retailer,” says Louise Ainge, Shires’ marketing manager.

With 50 retailers in the Bridleway group, the aim is to increase their number to around 100.

Members are given realistic geographical exclusivity, so in certain areas it’s no longer possible to admit new retailers unless existing members agree. Many areas do remain available, however; you can find out more at BETA International.

Carole White, of Cambridgeshire based retailer Alan’s Ark, has experienced first-hand the benefits of Bridleway membership. "We have carefully put together an ever growing range of core products,” she says. “Members’ input from concept, design through to manufacture means we have a catalogue of products we can feel proud of and sell with confidence".

Carole adds that her business has made substantial savings via “other group deals available to members” as well as “substantial discounts across Bridleway and Shires’ ranges of products.”

Other advantages she identifies include “no crazy discounting on internet sites” and the chance to network with fellow retailers.

“A fantastic experience for us,” is how Peter Moss of Janette Moss Saddlery in Essex describes his store’s association with Bridleway.

“We’ve never been able to achieve margins like this in 25 years of trading.

We’ve made friends and acquaintances all over the country too.” Peter adds that his customers are aware of the brand and usually target Bridleway products first; it’s all contributed to increased sales.

“If, as a retailer, you worry about competition from other shops, the internet or large chains opening near you, Bridleway is the answer,” he says. “You have a say in the product range at meetings or through a committee member.”

Another convert is Kathryn Jaquet, of Buckinghamshire based RB Equestrian, Buckinghamshire. “Bridleway has provided us with a national advertising campaign we would never have been able to fund independently,” she says, adding that “exclusive products, with great margins, give us a well needed edge over our nearest competitors.”

Kathryn also relishes the ability to influence product design – it’s a sure fire way to make sure RB Equestrian is stocking what its customers want to buy!

The exclusivity of area Bridleway offers is equally important to her.

“Bridleway has given us [something] that other suppliers and manufacturers have promised but never delivered.”

Being part of a group of other independent retailers is another reason to join Bridleway, says Kathryn: “For the first time in 22 years’ trading we’re sharing information with other retailers in a way we’ve never done before.

“A Bridleway committee made up of retailers and Shires representatives meets regularly to discuss products, service and marketing. There is nowhere else in the trade where independent retailers get to decide how to develop a brand.”

Kathryn also gives the thumbs up to the Bridleway ‘click and collect’ service.

Meanwhile at Wadswick Country Store in Wiltshire, Carolyn Barton is equally confident that joining Bridleway was a good move. “We have been able to greatly improve our margins and buying power which is vitally important in this difficult climate.”

The internet and impingement of chain stores means that equestrian retailing has changed beyond recognition; the consensus is that independent retailers need to change too. As Kathryn says: “Great service is not going to be enough in the future to allow businesses like ours to grow.”

Find out if your business could benefit from the Bridleway experience by visiting this stand.

www.equestriantradenews.com

STAND GUIDE

BRITISH EQUESTRIAN BRITISH COUNTRY TRADE ASSOCIATION COLLECTION Stand HERE you’ll find casual country clothing for (BETA) H1.2 children and ladies featuring printed and Stand VISITORS to G4.1 BETA International will find a warm welcome on the BETA stand, where they can meet the team, find out all about the benefits of becoming a member and hear about the trade association’s range of initiatives to support the equestrian trade.

BETA enjoys an unsurpassed reputation as a training provider for retailers. It has recently introduced a City & Guilds Level 3 Certificate in Fitting Protective Horse Rider Equipment and a new avian CPD module worth 48 points, which is perfect for retailers who sell poultry feed and wish to extend their range.

Training dates and booking forms for these, as well as BETA’s popular courses in lorinery and the fitting of safety equipment, plus an extensive series of general CPD days for SQPs, will be available on the stand.

A new credit and debit card scheme is proving to be a popular BETA benefit for members. Available through First Data Merchant Solutions, it brings preferential rates for card acceptance services and there’s no joining fee for those taking payments on a face-to-face basis through a chip-and-pin terminal.

BETA is offering trade members the chance to expand their export markets into the United States through strong links it has forged with Equine Network. This major publisher, responsible for printed titles such as Dressage Today and Practical Horseman, has developed a dedicated microsite on its website, www.EquiSearch.com, specifically to promote the services and products of BETA members. It offers a range of incentives to those who wish to subscribe, including discounted advertising and free editorial for uploading.

The latest guides and promotional material published by BETA will also be available on the stand, including Head First: The BETA Guide to Riding Hats, providing handy advice and information to help keep your customers safe, and a set of case studies on how to organise in-store events that can be linked to the Pony Club’s Safety Equipment and Lorinery badges.

Awareness-raising incentives such as these are a great way to attract additional revenue and new customers to your store.

appliqué designs of ponies, dogs and farmyard animals.

Joining the British Country Collection (BCC) stable this spring are Rocky, Dapple, Four Horses and Love me … love my horse. Dylan and Love me … love my dog are new additions to the BCC ‘kennel’.

The collection of hoodies, t-shirts and appliqué fleeces are bright, colourful, fun - at reasonable prices supported by an excellent stock service, says BCC. Cute t-shirts are just the job for younger customers, with hoodies for tiny tots from six months of age.

Accessories include caps, bags and hi-viz vests, while the best selling Sports holdall is a must for riders.

BRITISHEQUESTRIAN DIRECTORY.COM Stand MEET Ask ED – the friendly face of www.britishequestriandirectory.com, P1.1 home to the British Equestrian Directory (BED) for trade and consumers, and the trade-only Trade Suppliers Directory (TSD).

This directory website offers the largest available source of key contacts for the equestrian and country sectors, across a wide range of categories. This directory platform offers the opportunity for you to market your business, products and services with listings, enhancements and advertisements. It’s owned by Equestrian Management Consultants (EMC), a wholly owned subsidiary of BETA.

As k ED ED...

The ultimate online equestrian directory

www.britishequestriandirectory.com

BUFFERA Stand SEE a collection of stylish tubular accessories made from P5.4 sustainable fabrics and fibres. Longer and wider than the rest of the Buff headwear range, Infinity Buff appeals to the fashion conscious and environmentally aware. 1% of the proceeds from sales are donated to non-profit organisations that work for the environment.

New for Spring 2013 is Infinity Organic Cotton Buff. Each seamless tubular garment is individually dyed, giving it a unique soft, graduated colour or tie-dyed pattern. The fabric drapes beautifully and can be worn in various ways around the head or neck, with up to two loops around the head.

It brightens up any wardrobe and offers warmth on cooler days.

There are eight colourways in the Organic Cotton collection with RRPs of £26 - £33.

Infinity Lyocell Buff, made from eucalyptus tree wood pulp, is back with ten plain and patterned designs plus seven jacquard designs. The Lyocell version is a little longer than its Organic Cotton sibling and loops up to three times around the head. RRPs are from £26, to £40 for the double-sided jacquard designs.

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FEBRUARY 2013 EQUESTRIAN TRADE NEWS

www.equestriantradenews.com

STAND GUIDE 90

CARR, DAY & CARROTS UK CHARLES OWEN Stand NOTCHING up its fifth year of trading, Stand 2012 was MARTIN - DAY, M3.2 Carrots UK continues its quest to K2.1 very special freshen up equestrian accessories and children’s for Charles Owen. The SON & HEWITT apparel. Once again, this dynamic brand’s stand year saw the company Stand THESE sister companies are part of F2.1 the Tangerine Group, winner of the Sunday Times Best Company ‘one to

watch’ 2012 and Lancashire Business Environmental award winners 2012.

Day, Son and Hewitt was established in 1833 and has been a Royal Warrant holder since 1865. It offers a seven strong product range of nutraceuticals which address 85% of environmental issues to simplify buying decisions for retailers and consumers.

“Our unique, daily sachet dose ensures active ingredients are delivered fresh and intact, providing cost effective results for joint, hoof , digestion, calming, respiratory, rehydration and well-being issues,” says national sales manager Sue Taylor.

“Come and talk to us about our comprehensive retail support service and how we can add commercial value to your store.”

Carr & Day & Martin is the UK’s oldest company involved in the manufacture of horse care products. It has held a Royal Warrant since the reign of King George IV. Its range encompasses four categories, leather, coat, hoof and health care, to provide a one-stop shop for the discerning horse owner, be they happy hacker or professional rider.

Find out how Carr & Day & Martin can help your store increase sales and margins.

will be jam packed with bright and beautiful designs for 2013.

Taking on board high street trends, Carrots combines fun, fashion and function for serious riders and horse enthusiasts.

This year sees the addition of a new licence for Carrots; ‘Me to you’ is a well known brand in the gift market and the new character ‘Tatty at the Stables’ brings the cute and cuddly teddy bear to luggage, gift ideas and riding wear galore.

Me to you joins the popular Bang on the Door collection which itself introduces new equestrian characters for the season ahead.

The Carrots Country collection is constantly evolving to appeal to all outdoor enthusiasts. The classic, chic designs are perfect for walking, riding, shooting or wearing to the shops or work.

See also new styles in Carrots’ keynote hat covers, riding gloves and socks.

FEBRUARY 2013 EQUESTRIAN TRADE NEWS

develop the first jockey skull with four standards and four certifications, making it the safest riding helmet yet. But more was to come...

The London Olympics saw many riders in Charles Owen hats, including Rodrigo Pessoa. Medals were won in Charles Owen, with Nick Skelton, Gerco Schroder, Cian O'Connor, Charlotte Dujardin (pictured courtesy Kevin Sparrow) and Sophie Christiansen standing on the podium.

As top riders were choosing Charles Owen for comfort, safety and traditional looks, brands such as Gucci and Carolina Herrera wanted branded helmets made for them. All hats are designed and made in Britain from the shell upwards; they’re not just assembled imported components.

With more than 100 years of heritage, Charles Owen is recognised with a Royal Warrant. Stop by this stand to see its latest creations in safety - or listen to the latest techniques to increase helmet sales at the new Charles Owen Learning Centre @ the Horse Demonstration and Seminar Arena.

www.equestriantradenews.com

CAPZ

Stand CRAGHOPPERS started making outdoor clothing back in 1965. A K8.1 group of guys in West Yorkshire was planning to climb Everest

Stand DISCOVER cap covers are created by Horse & Jockey. The family P6.1 run, Herefordshire based business has been manufacturing and

and wanted gear to withstand the harshest of conditions, so they researched and designed some. They successfully reached the

summit – and Craghoppers was born.

“Back in the day, trousers were trousers, and a jacket was a jacket.

Outdoor gear was designed with just one thing in mind, functionality.

Functionality is still critical of course, but as our sense of national style has grown and evolved, so too has our idea of what outdoor clothing can, and should be,” says Robert Fox of Craghoppers.

“Our Heritage collection seamlessley blends nearly 50 years’ experience of waterproof membranes, seam taping and technicality in all its myriad forms, with an unparalleled appreciation for our tradtions, our culture and not least our shared sense of identity. The end result is a range that offers peerless performance and timeless style.”

supplying the equestrian trade for more than 30yrs. Clients include the British Army, The British Equestrian Team and leading racehorse trainers.

Capz accommodate the latest headwear styles as new standards and profiles are developed. Export sales are strong, the products proudly flying the British flag. The company also strives to meet the demands of an increasingly fashion conscious market

CHILDS FARM Stand THIS innovative children’s toiletry brand offers products that are A2.3 as natural as they can be, while still working effectively.

Childs Farm goes the extra mile to reduce tantrums at bath time with the addition of Argan Oil to its shampoo and hair and body wash ingredients list. Its cosmetic, emollient properties for hair include hydration, smoothness, elasticity, nourishment and strength; that why it’s known as liquid gold in the hair industry.

Manufactured in the UK by Medichem International, Childs Farm products are fragranced with fruity smelling organic essential oils. They are kind and gentle to all skin types, including eczema.

CONTIGO Stand FROM Dublin, Ireland, Contigo travel mugs, N1.2 water bottles, kids’ cups, and coffee mugs are for savvy consumers who enjoy hot or cold drinks outside.

Knowing that on-the-go beverages can be messy and complicated to use, Contigo developed a line of simple, yet functionally innovative, environmentally friendly drinkware.

The products are stylish, yet resilient; sleek yet strong.

The drinking vessels use patented Autoseal technology that seals between sips. The products are also leak-proof and spill-proof with superior insulation properties that keep beverages hot or cold longer.

STAND GUIDE

CRAGHOPPERS

STAND GUIDE

CLOAKROOMS

DURANGO

Stand LINDA and John Gregory’s tackroom H5.3 range has been created to

Stand DURANGO adds glitz, glamour and rock ‘n’ roll to its Western F4.1 boots for autumn 2013. The Crush collection uses faux exotic

complement Cloakrooms’ wooden boot racks and jacks. These traditional wooden furnishings are proudly made in England.

Cloakrooms won a BETA International 2004 best small stand award. Over the years its range has developed by listening to Master Saddlers with the end user in mind.

Beautifully made and reasonably priced, the solid oak and Hercules(marine ply) range of saddle and multi-station bridle racks are robust but very kind to leather. See the latest version of Ikarus – now with a step up.

DEE TWO Stand THE Country Cognac P10.1 collection is based on British classic design using leather and Teflon coated tweed.

This combination of materials creates a collection of bags that’s luxurious yet immensely practical. The leather is soft but durable, and the tweed cut precisely to ensure each section is centred accurately.

All bags are lined with a matching, suede-look fabric which is also used to make the dust bags which are included with every item. Each product comes with a swing ticket, is bar-coded and packaged in cellophane.

DENGIE HORSE FEEDS Stand DENGIE is devoted to creating E3.5 the best and healthiest horse feeds, and believes that fibre should form the basis of every horse’s ration to promote general wellbeing and ensure the gut remains in great working order.

BETA International visitors can find out more about Dengie’s premium fibre products – all made with home-grown alfalfa. Its latest feed, Healthy Tummy, is packed with the best ingredients known to help keep the digestive system healthy.

The Dengie nutrition team will be on hand to advise visitors of the perfect feeds to stock, particularly at this time of year, as the risk of laminitis increases. This spring threatens to be even more of a problem than usual for owners, as the relatively warm, wet weather has resulted in plenty of lush, green grass. With six of its fibre feeds approved by the Laminitis Trust – more than any other feed company – Dengie really has something suitable for every horse, in every situation.

Visitors can also catch up on Dengie’s programme of services and support for new and existing stockists.

prints, sequins, floral embroidery and shimmery metallic fabrics that are on the forefront of style.

Style RD011 (pictured) features a faux-painted, retro pin-up girl on the tall Western boot. These

beauties are the perfect accessory for dancing the night away at the honky-tonk or poker night with the girls.

Durango’s Crush collection is constructed with soft mesh lining, cushion flex insoles, tempered steel shanks and composition rubber outsoles. Select styles are made with full grain leather. Women’s styles have RRPs from $119.99-$219.99.

Founded in 1966, Durango is a division of Rocky Brands, a publicly traded company.

ELLA LONDON Stand ELLA London designs and creates M1.2 beautiful, feminine blouses with exquisite detailing such as braiding, rosettes, ruffles and crystals.

The label was established four years ago by Jason and Cherry Yap. Cherry wanted to bring her personal designs to the commercial market place following complements from friends and family. Her passion for simple, elegant, wearable blouses with a unique twist meant that she had a wealth of design ideas to appeal to women.

Shortly before Cherry's first collection entered the market place, her beautiful daughter Ella was born – and so was Ella London. The elegant shirts and blouses are woven from stretch cotton making them comfortable as well as attractive.

EGLOVE Stand EGLOVE launches touchscreen equestrian gloves to enable B3.4 smartphone use without glove removal. Summer and winter styles are available.

The UK company has tested the range for nine months with a Dutch equestrian team to ensure these gloves provide maximum warmth, feel and moisture management. Sizes range from XS to XL for maximum touchscreen accuracy.

Summer Grip Pro gloves give a second skin feel on the reins; while the Winter Elite brings warmth combined with silicon grip palms to keep hold of that expensive phone. The RRP is £29.99.

EMERALD GREEN FEEDS Stand THESE 100% natural grass K9.1 and alfalfa pellets are grown and produced by A Poucher & Sons in Lincolnshire.

Free from additives and cereals, and low in starch but packed full of naturally occurring vitamins and minerals, they offer a valuable source of slowly released, digestible fibre.

Containing nothing but grass and alfalfa respectively, the unique process used to produce the pellets means they retain their original flavour and smell. This renders them highly palatable.

A versatile feed, the Emerald Green alfalfa or grass pellets can be fed dry, as a mash or completely soaked, making them ideal for all horses including veterans with poor teeth. Suitable for all year round use, these feeds represent year-round sales.

A feeding guide is available to pass on advice to your customers. And these pellets are also perfect for use in feed balls or other equine boredombreaker toys.

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FEBRUARY 2013 EQUESTRIAN TRADE NEWS

www.equestriantradenews.com

EQUEST & EQUEST PRAMOX Stand DISCOVER the latest innovations and support from Pfizer Animal M2.3 Health for equestrian trade businesses in the UK. Equest is an oral gel containing moxidectin for single dose control of roundworms - including encysted larval stages of small redworms, and bots.

Equest Pramox is an oral gel containing moxidectin and praziquantel for single dose control of all three species of tapeworm, roundworms - including encysted larval stages of small redworms, and bots.

They are the only equine wormers to contain moxidectin, providing comprehensive worm control and the longest recommended dosing

interval of any equine wormer currently available.

Moxidectin is a second generation macrocyclic lactone (ML) and has a different chemical structure to the other MLs such as ivermectin, giving it unique properties. Moxidectin has been shown [references available] to be effective against benzimidazole-resistant worms and more potent against ML-susceptible and resistant strains of parasitic worms than ivermectin.

Moxidectin treats encysted small redworm with a single dose and has a 13 week recommended dosing interval. This means it can be used less frequently, potentially reducing the selection pressure for resistance to macrocyclic lactones.

EQUINE AMERICA Stand BY feeding a proven joint supplement, your customers can help F6.1 protect their horses’ joints, says Equine America which launched Cortaflex in 1997.

Cortaflex is based around the concept that small molecules are more likely to be absorbed than large ones. It’s a unique formulation of the small key active isolates of chondroitin and glucosamine.

Cortaflex is also fortified with an oral form of hyaluronic acid (HA), a major component of joint lubricating fluid, and avocado soybean unsaponifiables (ASU), which has been clinically shown to assist equine joint health when used in combination with other key ingredients.

Cortaflex achieved a significant improvement in the symmetry of equine tarsal joint movement following a rigorous double blind clinical trial, conducted by the College of Veterinary Medicine at Michigan State University.

The American publication Horse Journal tested the product and concluded: “We laughed when Equine America said Cortaflex Solution would work in five days – but the laugh was on us, it worked in three days.”

EQUINE MANAGEMENT Stand CHECK out Bombers J9.1 Equestrian Equipment bits.

Handmade in South Africa from sweet iron, they offer hundreds of bitting solutions, incorporating different mouth and cheekpieces.

Also on show, Equine Management’s Stephens brand, encompassing English leatherwork and sheepskin. Don’t miss the renowned Gel Eze range, using gel technology for incredible absorption of impact. This exhibitor is also the exclusive distributor for American supplement brand Grand Meadows.

Equine Management distributes Cowboy Magic, Equine Textiles, WF Young (Absorbine) and Weaver Inc ranges, as well as the worming and oral paste bit, Wormabit – a nylon bit fitted to adjustable webbing straps.

Royal Rider stirrups, including Evo 80° angled stirrups and Jump 25 Poly Nylon stirrups, are available to view, plus a polo range.

www.equestriantradenews.com

EKKIA Stand WITH almost 13,000 products – all of which are stock items - in its E4.1 700 page catalogue, Ekkia offers probably the most comprehensive range of equestrian products in Europe.

The France based wholesaler showcases garments in the fashion show as well as on its stand. Always well worth a visit for merchandising ideas,

the Ekkia stand has ‘shop windows’ in which its gloriously colour-coordinated stock is displayed.

See the all new S/S 2013 collection of colourful appliquéd tops and jackets, and get a taste of A/W 2013 too. The emphasis for Spring is on feminine, equestrian themed tops in a huge variety of colours with matching jodhpurs.

Ekkia also presents its new Equit'M range of technical, summer weight jackets with matching polos and value-added accessories.

Ekkia’s Equi-theme brand is the official partner of the 2014 World Equestrian Games (WEG), taking place in Normandy, France. To mark the occasion, Ekkia has created a stunning clothing range – also to be seen in the fashion show.

“Due to our policy of keeping items in stock for the duration of the season, you can buy in the knowledge that you can repeat order across our product ranges, and experiment to see which lines work best in your shop,” says Sophie Valle.

Orders can be made via the Ekkia-Pro website, which enables retailers to check if an item is in stock.

EQUILIBRIUM PRODUCTS Stand THIS innovative company has F2.3 planned an exciting calendar of seasonal brand promotions across its full range of products including Stretch & Flex, Tri-Zone, Equilibrium Therapy, Equi-Chaps, Field Relief and Net Relief.

The new Tri-Zone Airlite Impact Sports boot, the latest boot in the range, will be on show along with the recently re-styled Stretch & Flex wraps plus the ‘must have’ product of 2013, the Equilibrium Therapy Massage Pad. An exclusive discount voucher is offered to all retailers ordering at BETA International 2013.

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EQUINE CAREERS Stand THIS is the only D6.2 website dedicated to office and professional vacancies within the equestrian industry.

It also incorporates the unique Equine Sales Agents Database.

“It’s simple to advertise your staff vacancy with Equine Careers,” says founder Emma Dyer. “We offer a ‘submit your vacancy’ facility via our website, where companies can upload their staff vacancy and get the advert online and visible to potential applicants fast.

“We will again have current vacancies on display at the show, so if you have a staff vacancy to advertise then contact us or up-load it now - or visit our stand during the show to discuss your requirements.

“We offer a range of services from advert only to vacancy management or full recruitment as used by Dengie and Natural Animal Feeds.”

Equine Careers’ Equine Sales Agents Database is the only one of its kind, holding details of agents nationwide who are seeking further products to represent.

Equine Careers won an innovation award at BETA International in 2010 (Emma is pictured receiving her award). The company also sponsors the Rep/Agent of the Year, a BETA Business Award.

EQUESTRIAN TRADE NEWS Stand VISIT Equestrian Trade News (ETN) for the P1.1 chance to win £1,000s worth of products for your store. All items in the free prize draw have been donated by ETN advertisers who are also exhibiting at BETA International. Just bring along your business card to enter.

Every month for more than 30 years, ETN has informed and inspired businesses large and small across the equestrian trade. Recent developments have been AMTRA accredited CPD features for SQPs and the launch of www.equestriantradenews.com with its spin-off e-newsletter. Sign up here

to receive breaking news from ETN straight to your inbox.

Find out how you and your business can get involved with ETN; pick up a 2013 features list and a free copy of the magazine – and tell us your news and views. Comfy seats and a cup of tea or coffee await you.

ETN is the official media partner of BETA International and is published by EMC Ltd, part of the BETA Group.

EQUINE PRODUCTIONS Stand FOUNDED under a year ago, this exhibitor can show you how E7.3 high quality video can be an affordable and hugely effective form of marketing.

Equine Productions already has a string of clients in the racing world, including The Jockey Club, British Horseracing Authority, Qipco British Champions Series, the Injured Jockeys’ Fund and Racing Welfare. Now the firm is keen to branch out to equestrian businesses and disciplines.

"It's been a fantastic first year," says Sam Fleet, director. "We've worked with some of the biggest names in racing, but as we have experience in all strands of equine life, we would love to show what we can do in the nonracing sphere.”

Joining Sam at the Gloucestershire based company are former jump jockey Nathan Horrocks and camera operator Dave James. “We shoot with top-end equipment tailored for the individual project– but for a fraction of the price you might expect to pay,” adds Sam.

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STAND GUIDE

EQUIAMI Stand THIS lunging aid has D6.3 UK and US patents recognising its novel design and function.

Simple to use, EquiAmi functions as a self-centring loop ensuring that the horse develops a soft, equal contact. It requires no adjustment for rein changes.

The aid encourages engagement of the hindquarters and wither lift with lightness and balance, swinging through the back while discouraging leaning and resistance. With no need for fiddly settings, the horse can work from long and low to more advanced outlines merely by adjusting the size of the loop.

Horses soon develop topline, power and improved paces when it’s used once or twice a week. EquiAmi is suitable for competition and pleasure horses or those in retraining or rehabilitation after surgery and/or treatment. The one-sized kits contain an illustrated instruction booklet and DVD and come in a hessian storage bag. The RRP for this British made aid is £65. EquiAmi cavessons and new fleece lunge rollers are available too.

FAULKS & COX Stand THE Profit Pack concept from B6.1 Faulks & Cox Ltd (FCL) ensures products are easy to buy, easy to display and therefore easy to sell.

“The Profit Pack displays have opened up completely new vistas of trade for saddlers,” says Chris Birch, sales manager at FCL. “They make introducing new lines simplicity itself with retailers sharing our expertise to increase their retail offering and revenue stream.

“Previously untapped markets such as paddock maintenance tools come complete with display stands which can be up and taking money within minutes of arriving… professional point of display graphics add the finishing touch,” he added.

Standard equine lines such as Tubtrugs and Tyre Rubber Products all have the special display stands available; in fact, Profit Packs have been shown to improve sales by around 400%.

“I really hope saddlers who are interested in increasing profits will visit our stand… we have some great new lines and lots of improvements to our tried and tested best sellers. Innovative traders are thriving on our products and presentations,” added Chris.

FIRST EURO BETA International 2013

Stand CHOOSE First Euro for a professional, customer caring F1.1 manufacturing company that can fulfil your needs in a timely

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fashion, says managing director Noman Arshad.

Once again this well established company brings new designs and products to the BETA International. First Euro can also work with others to develop existing and new products, giving all parties complete peace of mind.

FIELDHOUSE RIDING EQUIPMENT – JUSTTOGS Stand DISCOVER exciting new products from Justtogs and Fieldhouse C6.1 Riding Equipment.

“We are continuously improving our product offering,” says Geoff Fieldhouse. “As a forward thinking company, we are committed to supporting our retailers and have increased our marketing efforts to promote our brands through 2012 and will continue to do so through 2013.”

Genesis Club is a new range of saddles. See also the new Pessoa Jumping saddles made from premium quality leather materials and a new PDS XCH monoflap dressage saddle.

A pony saddle has been added to the Monarch range that first appeared in 2012. Saddles will be demonstrated on the GFS Mechanical Horse.

Justtogs has new additions to its leather footwear collection, new helmet colours and a completely fresh look to the Justtogs and Mizz fashion ranges. Special offers will be available to trade fair visitors.

FINEST BRANDS INTERNATIONAL Stand SEE Toggi’s A/W 2013 collection here. Thanks to F3.2 waterproof, breathable fabrics and comfortable,

stylish garments, every weather eventuality is catered for.

Look out for country pieces such as Roseville and Shelly.

Luxurious down filled garments such as the Arlington belted coat in super soft fabric and the Alden jacket with its flattering silhouette will keep your customers warm on the coldest of days.

For wet days, the Brockton lightweight jacket is waterproof and breathable; lightweight fabric and an engineered hood make this the ultimate high performance piece.

New additions to the Toggi wax family - Cordova and Pemberton combine style with substance for an authentic, elegant country look; while two new Real Leather handbags join the Toggi accessory range.

Retailers will be delighted that the Toggi Rough Country Men’s collection continues to grow; while a new range for the youthful and modern follows on from the success of the Black collection.

Toggi footwear is expertly designed and rigorously tested to ensure that your customers’ feet enjoy the outdoors. The new Highgrove country boot combines good looks with exceptional comfort and performance, while Toggi’s new wellies come in beautiful blackberry and chic chocolate.

New fleece welly boot liners offer added comfort and individuality, with the faux fur trim of the Shelburne boot liner styled to stand out.

Also on this stand are Champion’s safety hats, body protectors and accessories. The brand has been a driving force in the design and development of protective riding wear for more than three decades.

Retailers can explore the British-made range and talk to Champion’s team of experts on any aspect of rider safety.

Champion’s best selling lines include the Ventair helmet, the stylish Evolution, the traditionally styled Grand Prix and Champion’s FlexAir and ZipAir body protectors.

The latest addition is the Air-Tech helmet.

With a stylish, modern design, high tech ventilation system and innovative adjustable head sizing ring, sales of the

Air-Tech have already proven this to be another winning product from Champion.

FEBRUARY 2013 EQUESTRIAN TRADE NEWS

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FYNA-LITE Stand BRITISH-MADE stable J1.2 tools specialist FynaLite introduces the new Pellet Master fork. Three years in development, it’s believed to be the first designed for use on wood pellet type bedding.

“It’s been extremely satisfying to work on the first production forks as opposed to prototypes,” says general manager Leon Fynn.

The new Pellet Master fork range is joined by new, lightweight aluminium handle options on the stable tool ranges.

There are also longer length ash handle options on the hay and manure forks, new plastic shovels and a new heavy duty tub trolley.

Fyna-Lite now offers a fork for every bedding system – shavings, straw, wood pellets, paper, hemp or rubber available with a handle variant suitable for every operator.

GALLOP EQUESTRIAN Stand THIS leading, UK based wholesaler launches a wide range of S/S13 K6.1 products. Visit the stand to find out more.

GRAPHIC EVIDENCE Stand THIS creative marketing, PR and design company marks its tenth F4.3 anniversary in 2013. BETA International visitors are invited to share in the celebrations – and grab a slice of cake.

For a decade, Graphic Evidence has combined its knowledge of the equestrian industry with the expertise to engineer stunning brands, develop beautiful websites, produce powerful PR campaigns and design remarkable packaging.

The last ten years has seen this exhibitor work with clients such as Allen & Page, Animal Health Company, BedSoft and HaySoft, Cavalleria Toscana, Charles Owen, Dressage At Hickstead, Farm & Stable Supplies, Guardian Equestrian, HorseQuest, Horse Radar, Ingatestone Saddlery Centre, Keratex, MSD Animal Health, Puffa, Quainton Stud and riders Andrew Gould, Ben Maher and Sharon Hunt.

Graphic Evidence recently moved to a new, larger office in Loughton, Essex.

“Though we have accomplished a great deal over the past decade, we’ve still got tons of ideas and enthusiasm for the industry…here’s to the next ten years of success!” said Stephanie McKee.

GREENAN’S PRODUCTS – THE SMART BUNKER Stand HIGHLY commended in the BETA International 2012 Innovation B1.1 Awards, Smart Bunker is back – and even better.

“A clever solution to ensure feed is fresh and free from contamination. The locks are a valuable feature to provide security when in use at competitions or for outside storage, which is appropriate as the Smart Bunker is waterproof and vermin proof,” is how the awards’ judges described it.

“Since then we’ve been finalising our manufacturing plans and making a few improvements to the Smart Bunker,” says Niall Greenan of the Irish company.

Designed for ease of use and with horses’ health in mind, features include top loading, lever release, locks, portability and a chute which neatly channels the contents into a feed bucket or container. Freshness is maintained because the first feed into the system is the first feed delivered to the animals.

Recent improvements are an airtight lid and the replacement of a steel hopper with a plastic one.

Now in full production in Northern Ireland and with deliveries available from next month (March), the Smart Bunker has been tested by industry experts including at CAFRE (Northern Ireland’s College of Agriculture, Food and Rural Enterprise).

Following its appearance at BETA International 2012, interest has already been shown from the UK, Europe, Australia and the United Arab Emirates.

www.equestriantradenews.com

GRABBIT Stand DO your customers use rubber matting but find it a nightmare to D3.3 move? This ingenious device makes light work of the problem.

“I’ve just moved yards and had to move matting from 14 stables,” says eventer Katy Hurst. “Usually the job would take at least two to three of us per stable, but with the Grabbit we could do each stable on our own and in no time at all.”

The Grabbit is launched here; RRP £29.99.

GRIFFIN NUUMED Stand SEE UK manufactured saddlepads and numnahs from this exhibitor’s F4.2 factory in Somerset.

The well-known range is created by a skilled team of cutters, machinists and finishers. “As a result, we know the quality, consistency and longevity of NuuMed products is unrivalled. These are the best of British numnahs,” says Ros Burridge of Griffin NuuMed. The company prides itself on its service to retailers in terms of trying to ensure all goods are delivered on time, offering advice on which products to stock and supporting the NuuMed brand through marketing activity.

Widely renowned for British wool numnahs and saddlepads, the company also offers a made-to-measure and embroidery service, making saddlepads to customers’ exact specifications. Pictured is a close contact numnah.

HKM SPORTS EQUIPMENT Stand HKM is based in Germany and supplies more than 2,500 retailers N2.1 worldwide.

Find out about its competitive prices and attractive profit margins. See the new S/S 13 range of clothing, riding and horse equipment. With emphasis on colour co-ordination, it encompasses breeches, riding jackets, polo shirts, rugs and bandages.

Be among the first to sample HKM's A/W 2013 collection of

footwear, winter coats and rugs.

Ordering from HKM is easy via its UK based call centre. Shipping takes three to five working days from the German warehouse. Call at this stand to enjoy hot and cold beverages and traditional German snacks.

HARPLEY EQUESTRIAN Stand SEE the new BOBhat, worn under any style of riding hat to keep the A1.1 head and ears warm and protect the hat lining. Also new is a Stretch Hood, designed to stay central and away from the horse’s eyes.

With many years’ UK manufacturing experience within the equestrian trade, high quality, practical and stylish items from Harpley Equestrian include Cool Leg Wraps, Hot-Chilly Leg Wraps, Magnetic Therapy items, plus the thermal, wicking Warmwick range of exercise sheets, leg wraps and dog coats. There are hairnets and bow-nets for riders too.

Find out why this company has excellent testimonials from top riders, physiotherapists and happy hackers, and gets good results in equestrian magazines’ ‘tried and tested’ features.

“We also offer a commission manufacturing service to companies requiring reliable UK manufacturing of their own branded products such as rugs, numnahs and girths,” says Kath Harpley.

“We have the flexibility to produce small or large quantities.

Our customers benefit from all the perks of buying from a British manufacturer; excellent communication, fast and low cost, door to door deliveries and regular deliveries for better cash-flow.”

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Stand CATCH some great, all new, fun products here - including the H2.2 Pony Pals Partyware range.

The ever popular collection now includes a bright and cheerful set of children’s party cups, plates, invitations, napkins, goody bag, banner, cup cake cases and table cover. Prices start at RRP £1.99 to £3.99 There’s also a fantastic new set of ten Pony Pals Model Ponies selling at RRP £11.95 each.

As an added incentive, Gray's is offering

a 5% discount on all orders placed at the show. There are many sale items too.

You’ll find this stand opposite the main entrance.

HAYGAIN HAYSTEAMERS Stand HAYGAIN hay steamers are scientifically proven to eliminate K4.1 respirable dust in hay and haylage by killing mould spores and bacteria to produce clean forage.

The patented, proven manifold spike system is designed to push steam into the centre of the hay to ensure full steaming. The process takes place in a double-skinned, insulated container attached to a purpose-built steam generator; components are designed and manufactured by Haygain.

Three models are available. Steaming takes around 50 minutes and hay is ready to feed immediately. Nutritional value and goodness are maintained with improved palatability.

See also Flexineb - the fast, portable equine nebuliser. Noise free, it operates from a rechargeable battery. It generates ideally sized particles to enable the aerosol solution to penetrate into the lower part of the horse’s lungs.

See Protek EnviroCair disinfectant products too.

HARRIS TWEED CLOTHING COMPANY

STAND GUIDE

GRAY’S OF SHENSTONE

Stand THIS exhibitor designs M7.1 and manufactures exquisitely tailored garments for men and women, exclusively in Harris Tweed fabric. Garments incorporate linings featuring the famous Harris Tweed Orb. See also handbags, messenger bags, purses and other accessories in Harris Tweed. “Our collection is available to discerning retailers; our pricing is competitive,” says the company.

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STAND GUIDE

THE HAYMAN Stand ALREADY a big name in hay, haylage and straw in E2.2 Northamptonshire, Bedfordshire and Buckinghamshire, The Hayman has responded to a demand for small bale haylage.

Importantly, it’s achieved this in meadow grass format rather than what it describes as “powerful ryegrass”. The result is nutritious, dust-free forage in convenient 20kg bags.

The company grows its own haylage in its own fields on the Northamptonshire - Buckinghamshire border, ten minutes from Towcester Racecourse. No artificial fertilizers or conditioners are used - just three generations of good management with rotation, cattle and sheep grazing.

The Hayman can tailor make a marketing campaign to suit the local needs of retailers stocking its products. Previous examples involve Olympia and the East Cheshire Pony Club. Find out more here.

HEAVENLY HORSE Stand FIND out about the UK’s first sugar-free equine treat. Show J4.1 ‘specials’ and a free gift with every order placed at the fair also

BETA International 2013

await visitors to this stand.

Heavenly Horse is best known for its imaginative treats and licks. There’s a handmade gift range, jar range and the popular Pick and Licks in four yummy flavours with great names like The Minty Princess, The Handsome Prince, The Little Superstar and The Apple Crumble.

Most products feature Heavenly Horse’s signature horsefriendly candy, are beautifully packaged and come in at a really good price.

Cindy Marshall-Day and Julie Taylor, who started Heavenly Horse three years ago, also have a clothing range aimed at the leisure and competition market.

The Equine Couture Fit Filly Collection includes high performance, soft shell show jumping jackets with Swarovski buttons and diamante detailing.

Breeches feature a fabulous crystal encrusted logo, and can be teamed with colourful polos, blousons and ear warmers. “The ethos is performance and glamour - something that a huge majority of our young riders are looking for,” says Cindy, adding that the products are UK made.

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HIHO SILVER Stand HIHO Silver showcases its equestrian collection of silver J4.4 jewellery, ideal for country or equestrian retailers.

HERITAGE MARKETING (EURO-STAR & KIEFFER) Stand SINCE 1959, euro-star has been renowned for its high quality L3.1 riding breeches. The German label also offers sportswear and horse fashion items.

For winter 2013, its colour trends are classic snow white, polished purple and spicy gingerbread. The items are colour-coordinated, reflecting euro-star’s principle of blending horse and rider into a perfect team.

Functionality remains key, as represented by the ESX-line which includes a waterproof down jacket, technical underwear and socks, plus a line of blankets with reflective hi-viz additions.

Georg Kieffer has been making saddles in Munich, Germany for more than 175 years. Kieffer was among the first to develop an adjustable saddle tree back in the 1960s.

At BETA International, Kieffer presents two new bridles designed for the UK market. The Elite bridle was developed with top dressage rider Anna RossDavis; check out the comfort moulded headpiece, half rubber reins and crystal encrusted browband.

The Kieffer event bridle shares many features, but has rubber reins and a plain browband.

See also the Majic Tac range with decorative Swarovski browbands, plus two pony dressage saddles and a new, lightweight long distance saddle (pictured). Self locating dressage girths and natural bees’ wax care products can be seen too.

HORSE & COUNTRYSIDE Stand MAI PUBLICATIONS unveils big changes to The Equestrian P3.3 magazine. The publication has been given a new lease of life and a new title - Horse & Countryside.

With heaps of horsey stuff and a colourful array of fabulous features on topics such as gardening, keeping hens, cookery, crafts, fashion and dogs, it’s aimed at anyone who loves the countryside and horses. An image from an upcoming travel feature is shown.

“We’re really pleased with the new-look magazine,” said editor Deborah Hayward. “It has been completely revamped and reinvigorated, and given a title that truly reflects the content.

“Horse owners don’t just live in a small, equestrian bubble – they enjoy their rural lives with their pets, homes, friends and families. Horse & Countryside embraces all these elements to deliver an inspiring and entertaining read, and provides a great platform for our advertisers.”

For 16 years, the brand has had enduring popularity. Now it brings new designs, exclusive lines and jewellery that can be worn all day to BETA International. Yes, HiHo can take the wearer from riding out to going out.

Hiho Silver offers great customer service – and truly stunning silver jewellery at price points to suit everyone.

HUNTER OUTDOOR Stand THIS exhibitor from the West Midlands invites visitors to view its K1.1 latest range of outdoor countrywear. The Hunter Outdoor range is manufactured by K & K Clothing which specialises in high quality garments for retailers.

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HORSE & HOUND

Stand THIS wholesaler offers a fast, efficient service – backed by H2.1 equestrian knowledge - to every size of trade customer. There's

Stand FOR more than 125 years, this weekly magazine has been a K4.3 must-read for equestrians.

no minimum order and a dedicated trade website for online ordering with drop shipping options.

Horse Health offers access to products from around the world, many not readily sourced elsewhere. Its flagship brand is LeMieux. Established by former Olympic rider Robert Lemieux and his wife Lisa, it’s become a leading name in Merino lambskin equestrian products in Europe.

The Horse Health label appears on its own range of supplements and grooming products. Top UK names such as Protexin, Equi-N-icE and Animalife are also represented.

In addition, the company wholesales international brands such as Acavallo from Italy, NutriScience and Horse First from Ireland, James Hart from New Zealand and Lubrisyn, Equine Health International, Eqyss, Flair, ColdOnes and HorseShaves from the USA.

This year sees several bumper issues of H&H, with special reports from Badminton, Burghley, Horse of the Year Show plus a review of the year; all perfect bound and with extra pages.

Also in 2013 , the H&H website re-launches with a fresh design and added features. The perfect complement to the magazine, it has breaking news, coverage from major events, a lively forum and hundreds of horses for sale.

In 2012, H&H published two special supplements, Ask The Vet and Ask The Trainer. The popular and practical ‘one shots’ return this year.

H&H’s sister titles, Horse for the serious leisure rider and Eventing for the horse trials enthusiast can also be found here.

HORSEBEDDING.CO.UK Stand EQUIBED shavings are a new stablemate for Equisorb flax B3.3 bedding. The purpose-made shavings have small, fine flakes for absorbency and to give the bed a supportive structure.

Equibed shavings have been tested and refined over the last four months at the Fox-Pitt Eventing yard. "We like the finer Equibed flake particularly due to how the bed holds its structure and form, while at the same time being more absorbent than the bigger flaked products,” says William Fox-Pitt.

Ask about free samples and discounts on orders taken at the show.

STAND GUIDE

HORSE HEALTH

STAND GUIDE

THE HORSE BIT SHOP – BERIS UK

HORSE & COUNTRY TV APPALOOSA

Stand THE GERMAN BERIS bit range is new to the UK. The non-metal C5.2 brand encompasses mullen, ported and butterfly mouthed

Stand THIS year, Horse & Country TV exhibits alongside equestrian F5.1 agency Appaloosa – and for good reason.

snaffles, full cheeks, gags, pelhams, weymouths, kimblewicks and tandem bits plus a curb gag design.

Good quality, availability and performance with affordable price points make Beris an attractive proposition for recreational and professional riders.

Ellen Whitaker is already a fan.

Beris offers attractive retailer margins, while support from bitting experts is available to help stockists maximise sales.

A bespoke service is available - and don’t miss the new ported, butterfly and mullen mouthpiece fulmers plus hanging cheek snaffles.

HORZE Stand THIS rapidly growing supplier of equestrian equipment and K3.1 clothing makes no secret of its goal – to become global market leader.

See the exciting new seasonal collections from Horze and B Vertigo.

“Retailers up and down the country are taking on the brands and coming back for more,” says James Jacobs, sales manager for Horze UK. “Everyone - including the consumer – feels they have bought quality at the right price.

“Our stockists know they are earning a well deserved margin, and their customers in turn receive the benefit of well priced products, with RRPs that reflect unbeatable value for money.”

In addition, Horze guarantees excellent customer service, marketing support and a matchless availability and supply record, he adds. Find out more on this stand.

“The two questions we get asked most frequently are ‘How much does it cost to advertise on H&C?’ and ‘How do I get my TV ad made?’” says Richard Burdett of H&C TV. “So now you can visit one stand and get the answer to both questions.”

Find out how television can turbo-charge your 2013 marketing plan. H&C reaches half a million horse lovers each month in the UK. “Many of our viewers don’t read any of the leading specialist publications, so by advertising on TV, you can tap into a whole new audience and grow your market share,” adds Richard.

Appaloosa’s focus is on equestrian brands and businesses. Its clients range from small scale startups to global operations. Whatever the budget, it consistently produces some of the most impactful and eye-catching creative work in the sector.

Together, this pair can help you make the most of television.

HORSE FIRST Stand MAKE your visit to BETA H1.1 International pay, says Horse First, by checking out leading products such as RelaxMe, Hoof First, My Joints, Garlic & More and Omega D Oil.

You and your customers will get maximum results from these supplements and there’s always good Irish craic on this stand too!

Horse First supplements are fed to horses worldwide, so effective are these products in their distinctive red and white packaging.

“Time and time again, all we hear from our stockists is praise for the range which is endorsed by so many of the world’s leading riders. In store support and promotions mean the products sell themselves and our stockists are thrilled with the amount of repeat business and profits the range generates,” says Paddy Hughes, managing director.

Call here to hear about our new products – and be in with a chance to win a weekend break in Ireland.

HORSEWARE IRELAND Stand HORSEWARE has been involved with BETA International for E5.1 twenty years and this year sponsors the fashion show.

In its famous rugs, Horseware has made Vari-Layer available in more styles including the Rambo Supreme, Wug and the Amigo Enduro. VariLayer puts increased fibre-fill across the back and hips and wraps the rug closely around the horse, trapping heat with less weight overall.

Horseware has diversified into equine healthcare with the BETA International 2012 Innovation Award winning Ice-Vibe boots and antibacterial treatment Hypocare. Ice-Vibe now has hock and knee wraps, with Horseware constantly developing more products using the combination of cooling and massage.

Hypocare is a spray-on, anti-bacterial product that works naturally with the body yet kills 99.99% of bacteria. It doesn’t sting, so can be used on sensitive horses.

Horseware’s collection of stylish clothes for riders and horse lovers can be seen on all three days in the fashion show.

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HORSESHAPE Stand IT’S now widely understood that a correctly fitted saddle can improve B4.4 a horse’s well being and performance. Here you can see systems that provide the professional saddle fitter with an essential tool - an accurate measurement of the horse’s back.

Horseshape’s ScanKit is said to be the first mobile 3D scanner for horses’ backs. A laser measurement system scans the back and creates an exact 3D model. The scan takes only about five seconds and can be easily executed by anyone with a short, basic introduction to the process. The 3D data provides accurate information for saddle fitting and reflocking.

From the digital 3D model, Horseshape produces FittingSet - a physical twopiece, life-size model of the individual horse’s back.

The saddle fitter can also use Saddleguide, an actual one-to-one model of the horse’s back, to customise a saddle for that individual horse. Complementing it, the Shapeproof can be put onto the horse’s back to check the accuracy of the scan. It can be used to check the back for alterations in shape in the future too.

You can see live 3D scanning with ScanKit at the Horseshape stand.

HORSLYX Stand LICKS add important nutrients J3.1 to horses’ diets. Palatable, time saving and simple to use, they offer value for money too - a huge selling point for retailers.

Horslyx are cooked by a patented method exclusive to manufacturer Caltech and which is similar to making treacle toffee at home. The base ingredients – molasses and oil - are cooked, and when the product cools down, the nutrients are added; it then sets and become hard.

The finished lick is weatherproof, contains no chemical hardeners, artificial colours, preservatives or flavourings.

Cooking also produces a lick with a low (less than 5%) moisture content for a nutrient-rich, long lasting lick.

Designed to balance deficiencies in forage, Horslyx offers horses a trickle feed nutrient supply, encouraging a natural feeding pattern to aid digestion, while also helping to reduce boredom and stress. Each tub contains a Healthy Hooves package of biotin, methionine and chelated zinc as well as a high oil content plus anti-oxidants.

New for 2013 is a 15kg Lick Holder for safe use and to protect the product from wayward hooves. Call here for eye-catching PoS and exclusive show offers.

www.equestriantradenews.com

HOWHI MARKERS Stand HOWHI MARKERS D6.2A let riders see how high they are jumping.

The product consists of a self-adhesive magnet that is permanently attached to the wing, plus a magnetic marker indicating various heights.

“Nothing like this has ever been produced before,” says its inventor Rhianna Jones.

“Many people would like to know how high they have been jumping in the field or in their arena – then there are no nasty surprises when they get to a show!”

HowHi is aimed at trainers, riding schools and show centres for use in warm up rings, competition arenas or at home. The system was used at the Pony of the Year Show last year.

HowHi Markers come in metric or imperial units.

INTELLIGENT RETAIL Stand IF you want a best-of-breed e-commerce website, these experts can C4.4 design and implement it. They can also link it to a Connect till in your shop – making it easy to sell in-store and online.

“Lots of smaller retailers try and sell across multiple channels but fail because it’s like running multiple businesses - and they simply don’t have time,” says Kate Saville.

By contrast, Intelligent Retail has hundreds of retailers doing it successfully.

And that’s because, adds Kate, you only do things once, it’s simple - and you work efficiently to increase profits with central stock control and reports.

Ask about no obligation, on-site consultancies.

JACK MURPHY Stand THIS Irish country and lifestyle clothing company presents its A/W P4.1 2013 collection featuring elegant styles without sacrificing fashion for function.

“Texture is key this season,” says Caitriona Kelly, “with luxurious faux sherpa linings, supersoft flecked melange knits, opulent faux fur accents and eclectic fabric combinations throughout the range.

“The colour palette is highlighted by wintry hues of duck egg, complimented by warm, earthy tones of sumptuous port, delicious blackberry and rich chestnut; offset wonderfully with romantic prints, classic checks, lustrous faux fur colourways and exceptional tweeds.”

Jack Murphy’s A/W13 collection provides a selection of moleskin styles, plus tweeds, chunky knits, elegant waxes, colourful quilts and snug fleece styles.

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FEBRUARY 2013 EQUESTRIAN TRADE NEWS

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E. JEFFRIES

Stand THE new official Mary P8.1 King collection

Stand THIS Walsall based manufacturer returns to BETA International J7.1 with saddlery to suit every customer.

celebrates the charismatic eventer’s 2012 Olympic team silver medal. Mary will be at BETA International, talking about her preparations for the 2013 season and signing autographs, on the Joules stand on the Sunday (17 February).

Joules introduces its A/W 2013 collection. Expanded to offer a wider range for men, women and children, highlights include the new heritage inspired collection which reflects the brand’s country roots. Rich colours, luxury details and iconic prints signal a successful season ahead.

Bridlework includes the new Wembley Pro range, alongside the existing Falcon, Premier, Traditional and IR ranges. A new dressage bridle will be shown too.

The exciting news in saddles is the introduction of an adjustable Jeffries GP, the Raptor. Several other new saddles joined the Jeffries range at Burghley last year; trade customers who didn’t catch them there can see them here.

Other saddles to view include close contact show jump models and monoflap cross country designs.

Pictured is the Abraxas close contact jumping saddle.

STAND GUIDE

JOULES

JUMPSTACK – NELLIE O’NEIL Stand BALES of hay, straw or other bedding are transformed into show B4.2 jumps with Jumpstack covers. See a new fade resistant design for 2013.

‘Tropical’ class ink has been used to print the new covers; it slows down light degradation of the motifs, giving them a longer life.

With no price increases, Jumpstack claims to supply the most economical show jumps on the market. Covers are available in twin packs and seven colours and designs.

See also Nellie O'Neil’s Sockchaps, the colourful substitute for half chaps.

Grab some great show offers and enter a free, on-stand competition.

www.equestriantradenews.com

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STAND GUIDE

ALBERT KERBL Stand INTERNATIONAL animal husbandry manufacturer and F6.1A wholesaler Albert Kerbl GmbH exhibits for the first time.

The German based company is a leading supplier of equine, agricultural, pet and smallholder products. Its watchwords are “high quality products, individual service and attractive prices.”

Kerbl can trace its roots back to a small farm where, in 1962, Isidor Kerbl developed a calving tool. His son Albert founded the present company in 1984. The current management team includes export manager for Northern Europe and America, Florian Kerbl.

KOMPERDELL Stand FOR 15 years, Austrian company Komperdell has D4.4 manufactured protectors for the motorcycle industry, as well as skiing and boarding.

Since entering the equestrian market, Komperdell has won two innovation awards for its Frontzippvest safety vest at the Spoga trade fair.

Said to be “unbelievably comfortable”, the garment has an integrated, automatic width adjustment. It carries the CE mark and meets EN-131582009, Level 3.

New for 2013 is the Cross Vest Light, an extremely lightweight protection vest which fits closely to the body and is said to provide the ultimate in comfort. This garment carries the CE mark and is approved according to standard 1621-2, valid for motorcycle sport.

Thanks to the vest’s thin construction and flexible, breathable foams, a protector has never before been so comfortable and light, says Komperdell.

KOZI KIDZ

BETA International 2013

Stand ESTABLISHED in 2008, Yorkshire based Kozi Kidz’ children’s N5.1 outdoor clothing is colourful and stylish as well as functional.

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From base layers to wind and waterproof outer layers, the Swedish designed collection is already selling in 28 countries including Europe, Russia, The Baltic States, China and Japan.

Kozi Kidz founders Linda and Tomas Torstensson aim to work with customers to build strong, long term business relationships and to grow Kozi Kidz into a favourite and trusted brand name.

Their philosophy is to allow children to enjoy being outdoors whatever the weather. So their collection includes items that children will want to wear, yet which still conform to stringent safety regulations.

LANSDOWN Stand BEST known for its horse rugs, Lansdown returns to BETA P5.2 International to showcase its new ladieswear collection.

“Inspired by our sporting heritage, our collections of hoodies, polos and gilets combine comfort and practicality with great aesthetics,” says Pia McGee of Lansdown. “Our S/S Club collection rocks the vintage vibe, County is floral, flirty and outstandingly feminine whilst Hedley excels for everyday wear.”

The range uses soft fabrics in beautiful, wearable colours. Extra touches include secret i-pod pouches tucked inside hoodie pockets and handy earphone loops. New for A/W are long sleeved polos, rugby shirts and blouson jackets in addition to polos, hoodies and gilets in the new season’s colours.

Also new at Lansdown is the Therma-Dry dog coat. Warm enough for winter weather, its wicking properties mean it excels as a dog drying coat for working gundogs or those that like to get wet. Ask about Lansdown shooting jumpers with Quiltknit technology too.

FEBRUARY 2013 EQUESTRIAN TRADE NEWS

L S SALES (FARNAM) – LESLIE SUTCLIFFE Stand SEE the next generation of supplements in the Vitaflex range A2.1 from the USA. Potent and compact, these products are said to cut right to the source of any issues horses may have. Each tub is sold on a per dose/day basis; most pots being a one month or 30 day supply.

New at BETA International 2013 is Maxflex XR, a ‘time released’ joint supplement. The only known product of its kind, it feeds the problem 24 hours a day because it’s absorbed a bit at a time.

From LAS Helmets comes the Comby bluetooth head-set. It works either as a walkie-talkie or hands-free to a phone. Comby allows a trainer to talk to a rider who’s out of earshot, for example while riding cross country or training racehorses.

It could also be a useful safety device when hacking or long distance riding. Comby can be pre-loaded with numbers, so one tap of the earpiece can connect a rider to the emergency services – or a friend – without having to reach for a phone from their pocket.

LEXVET INTERNATIONAL Stand DISCOVER top quality yet affordable supplements containing B5.1 macro and trace minerals, vitamins, salts and electrolytes in balanced ratios - but no fillers, energy or protein.

LexveT Mineral Mix is recommended for broodmares, weanlings, yearling, stallions, performance horses, racehorses, retired horses, veterans, laminitics, resting horses, pleasure horses and ponies.

LexveT B1 Cool Mix is for nervous or fizzy horses as it has the benefits of Mineral Mix with higher ratios of magnesium and vitamin B1 which can aid the nervous system.

LexveT has previously been sold online. “We are seeking feed and saddlery retailers to become stockists or provide a special order service until they are ready to maintain stock,” says Ricci Latham.

“LexveT has a flat pricing structure with no minimum order, free freight and handling charges, so all retailers big or small - can be competitive and profitable on LexveT products.”

LIFE DATA LABS Stand THIS American animal nutrition research and manufacturing F1.4 company has been in business for over 30 years.

Its flagship product Farrier’s Formula has been a trusted name in the UK market for more than 20 years. The company’s founder Dr Frank Gravlee is a vet with a Masters in Intermediary Metabolism and a Certified Nutrition Specialist (CNS).

While no single nutrient is the key to a healthy hoof, says Life Data Labs, most horses with hoof problems respond to better overall nutrition. Farrier's Formula provides phospholipids, omega fatty acids and amino acid ‘protein building blocks’ important for healthy hoof structure and growth.

Safe and effective, Life Data Hoof Dressing helps repel the invasion of the bacteria and fungi that cause hoof capsule problems. It not only defends against these hoof-eating microbes on the hoof’s surface, but permeates deep within the hoof wall to block these microbes. Life Data Hoof Dressing is delivered into the hoof capsule by a highly penetrating base of tea tree oil.

The Right Step hoof conditioner uses natural resins and plant extracts to preserve the correct moisture balance within the hoof capsule, promoting a healthy, pliable hoof with no greasy residue.

Karen Zetsche, Life Data Labs’ EU representative for the past nine years, will be on this stand.

www.equestriantradenews.com

LIKIT PRODUCTS stand LIKIT exhibits its brightly coloured, high D8.1 quality stable toys and treats. The long established company will be greeting retailers in support of its UK distributors, Westgate EFI and Trilanco.

“We’ll be encouraging stockists to think about our range and see how it can best work for them in order to maximise sales and profit,” says Lindsay Gall. “Likit Products are very eye-catching and we aim to give retailers merchandising ideas by exhibiting various display options and point of sale.”

In the last year, Likit has re-launched its website and developed the Likit Challenge System. The latter is designed to take customers from introductory level, progressing through to the more complex and challenging products. The concept is designed to ensure that the products work well for horse owners by introducing the stable toys in a way that will maximise consumer satisfaction and keep customers coming back for more.

THE LOGICAL RANGE Stand PROFESSIONAL cleaning products for busy, animal loving families can C1.1 be seen at this new exhibitor’s stand.

The Logical Range is produced exclusively for Equilogical Ltd. Alayne Wells, who founded the company with partner Colin Thompson (an accountant), formerly worked for the British manufacturer of these products that are highly regarded across many sectors.

As well as selling the cleaning range into the trade, Alayne became one of their biggest enthusiasts. “I had the perfect opportunity to test them in my seriously animal-challenged home,” she says, “I found the products that impressed and performed the best came from the inimitable Biological and Ecological collections.”

Recognising that consumers are showing greater responsibility for the use of effective, environmentally kinder alternatives to harsh chemicals, Alayne has set about re-positioning the most suitable lines for the retail equine and pet sector.

“Setting up Equilogical fitted seamlessly with the offer to hold a customer account instead of being a name on the payroll,” she says.

There’s masses of potential for retailers stocking this versatile range of cleaners which is ideal for rural home owners without mains drainage, adds Alayne. “The pet and family friendly cleaners handle numerous tasks around stables and yards, kennels and other animal housing units.

Stable Cleanse works brilliantly on floors and rubber mats in stables or horseboxes; while your customers won’t find anything like orange based All Rounder on the high street. Pet owners can benefit from specialised products that rid stains from carpets, eradicate organic smells for good and make the task of cleaning up ‘accidents’ much more manageable.

MACKENZIE & GEORGE Stand HEADLINING here are luxury accessories for gents, ladies and dogs M1.1 all handmade in Shropshire.

See also high fashion belts, gadget covers, dog collars, purses, scarves and more.

All products are made using British woven tweeds, genuine British hair on hide, vegetable tanned leather, Liberty print fabrics and solid brass fittings.

The unique designs work beautifully in country or urban settings.

Ask about accessible prices, small minimum orders and a friendly, personal service

MAPLEWOOD Stand MAPLEWOOD and Superyacht are marine and outdoor leather Q5.1 footwear brands marketed exclusively to retailers by Bonzer Worldwide.

“We have passion for our products, an appreciation of their heritage and a genuine belief in their benefits,” says Parbodh Sharma of his products that are comfortable, unique, timeless and “respectful of the world around us.”

These high performance boots feature internal waterproof, breathable membranes for permanent protection. “They are designed to give you the same comfort, fit and performance as a pair of cross-trainers,” adds Parbodh.

www.equestriantradenews.com

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STAND GUIDE

MATCHMAKERS INTERNATIONAL MERIAL ANIMAL Stand SEE NEW launches from some of the equestrian market’s best-known brands here.

HEALTH H3.1 From Harry Hall comes a fresh look for autumn with bright colours cerise, coral and dewberry, toned with navy and light grey marl. Rider friendly outerwear - suitable for all weather conditions and equestrian activities - covers waxed, quilted and waterproof leisure jackets through to padded gilets.

The Waddington belted, quilted jacket comes in red, black, chocolate or beige; while leisurewear features rugby tops, tunics and fleeces in a variety of colours. Styling includes fashionable Chambray trim fabric detail for a casual feel.

Jeggings stay on trend while traditional everyday jodhpurs are joined by bright, stretchy pull-ons for the fashion conscious rider in the Zoey, Samantha and Jenilee. Harry Hall menswear is extended with a waterproof jacket, waxed jacket and everyday rugby top.

Four new snowboots join the Harry Hall footwear collection, joining neoprene wellingtons with an improved fit.

Three new tweed jackets feature in Caldene’s autumn offering. Whether it’s the Kinsale shooting style jacket, the Westport long coat or Strandhill short fitted jacket, there’s a tweed for all. Fur accessorises – scarf, hat, headband, snood and mittens - add the finishing touch to a Caldene outfit.

Classic Caldene winter jackets include the fitted, quilted Kilbryde, the wax padded Catcliffe and Bower which is a belted, faux suede jacket. New outerwear comes in plum, chocolate, forest, mocha and black. Look out for Castle and Morar padded or quilted gilets too.

A/W 2013 legwear sees new colours for existing favourites, plus something new and exciting that riders will love. Look out for Heburn, stretch woven check breeches. Caldene’s durable yet elegant competition clothing will be on show too.

Tottie’s leisurewear collection draws inspiration from a preppy, college feel - a current high street trend. Hoodies, rugby tops, fleeces and polo shirts are offered in light grey marls, navy, berry, wine and fuchsia. A must for winter is the Martha long sleeved fleece.

Be sure to see Tottie’s children’s wear, including a pretty hoody, tunic, fleece and polo top, the new Rigby quilted, fitted jacket, new Wharfedale horse print Wellingtons and knitted accessories.

New in Tottie tack are printed brushes, striking heavyweight fleece rugs and a distinctive shadow printed turnout rug with matching accessories including a tote bag, hat bag and dog coat.

Matching dog collar and lead sets are a fun addition.

Turning to Masta, the Turnoutmasta rug has been improved with a 1,200 denier, quick drying, dobby pattern, ripstop fabric. The new Turnoutmasta XT features Masta’s innovative One-Click front fastening system designed to make rugging-up quick, easy and secure.

Elsewhere, Masta has improved the Zing range with textile look check print and added a buckle/clip combination for easy front fastening. A new range of ‘value driven’ stable rugs bears the Avante label, while improved Quiltmasta stable rugs have heavier weight fillings, tail flap and new check colours. Masta also has travel,

Stand E3.9

BRUSH up your worming knowledge on the Eqvalan Duo SMART worming bus.

Merial Animal Health, manufacturer of Eqvalan and Eqvalan Duo wormers, provides AMTRA accredited SQP CPD training on all three days in the fully equipped training bus.

Combining presentations with video material, the training will include implementing the SMART worming programme and how to manage worm egg counts - practical advice on targeted worming for your customers.

The training will take place twice: 9.30am and 3.00pm on Sunday and Monday and 9.30am on Tuesday with each session lasting approximately 75 minutes. Spaces are limited and should be booked in advance.

Also on this stand, pick up your SMART

worming goody pack and find out about the 2013 promotion - the new Eqvalan Duo SMART Worming Yard Bucket. The latter provides a simple starter pack combining a yard planner, ten tubes of Eqvalan Duo Paste for horses, five tubes of Eqvalan paste for horses and five free worm egg count vouchers for customers to redeem online.

brushing, fetlock and over reach horse boots as well as dog coats.

New from Cottage Craft are stable forks, fresh colours in the Double Moulded brush range and a handy stand-on tack box in a variety colours.

Other reasons to visit Matchmakers International are slipper socks, knee high socks, fur welly liners and boot toppers from The Riding Sock Company. From practical to fun, styles feature bright colours and patterns to suit all tastes.

MICROFIBRE DOGGY BAGS & TOWELS Stand SEE DOGGY BAGS and Towels P2.4 from this manufacturer of

BETA International 2013

microfibre products.

These are simple, practical products that work.

With the Doggy Bag, it’s a case of wet dog in, dry dog out!

The super absorbent Doggy Bag and Towels help keep pet, home and car spotless after walks. They absorb water and slobber, sand and mud - so man's best friend will be dry before he gets home.

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MOJO Stand “YOU’VE heard about them and seen D3.2 them being used by eventers and top jockeys; now come and see what all the fuss is about,” says Simon Tucker of these performance wristbands and horse patches, The horse patches have been tested by some of the best yards and studs in the country with fantastic results, he adds. “For the retailer, it’s a great seller because it works, and it’s now selling itself.”

FEBRUARY 2013 EQUESTRIAN TRADE NEWS

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MERCER RIDING WEAR Stand THIS is a new equestrian fashion brand for women who love riding – N5.2 as well as hiking, biking or walking the dog.

Sophisticated, technical design features ensure it keeps wearers warm, dry and comfortable.

Mercer’s A/W 2013 collection, inspired by international fashion trends, consists of jackets, tops and riding pants.

There’s a long, lightweight, waterproof rain jacket that is packable and fits into a saddle bag; a waterproof, woollen bomber jacket with fur lined hood; a stretchy, breathable, feminine shaped softshell jacket; riding pants with a water repellent coating; plus furry vests with soft, high collars and power-stretch tops for indoor riding.

Colours are equally sophisticated with dark navy and off-whites combined with warm faded pink tones and cool emerald green.

Mercer Riding Wear is designed in Amsterdam, manufactured mostly in Europe and distributed in several countries worldwide. BETA International marks the label’s first UK appearance.

NEUE SCHULE Stand SEE the new Comfy Contact, launched by this bitting specialist. Fresh D2.1 designs from the Sports Horse Collection and Performance Pony Range can also be examined on this stand.

Neue Schule has a retailer training DVD to ensure you and your staff can confidently promote the benefits of its bits.

Bitting expert and company founder Heather Hyde will be available to offer advice and discuss how you capitalise on the current interest in bits and bitting.

Neue Schule bits are designed to promote comfort, communication and performance. They are made from a unique metal, Salox Gold, the high thermal conductivity of which encourages the horse to relax in the mouth rather than inwardly fixate on the presence of the mouthpiece.

www.equestriantradenews.com

STAND GUIDE

NEXT FILTRATION

PEAK & BRIM

Stand HERE’S an interesting opportunity for retailers to increase C3.2 revenue streams from their existing customer base.

Stand CALL here to see British, handmade J1.1 hats and accessories for town and

Most horsey people live in rural areas - and many will have septic tanks.

Accell is an effective treatment for problem tanks, of which there are many!

When used regularly, it prevents smells and reduces or even eliminates the need for tanks to be pumped out.

Accell is a safe, effective additive which works with the indigenous micro-organisms to accelerate the waste treatment process. Biodegradable and environmentally benign, a monthly dose of 480ml keeps systems trouble and odour free - and brings the retailer regular repeat business.

Legislation is coming, warns Next Filtration, with the Environment Agency looking at poorly functioning septic tanks. Regulations are already in place in several European countries including Ireland.

OAKWOOD EUROPE Stand LIKE its namesake, the Black Caviar grooming collection is H6.3 a winner!

It’s part of the Joseph Lyddy horsecare and leathercare range from Australia which Oakwood Europe is introducing to the UK. Established for more than 100 years, the brand also has Dubbin, Farriers Choice, Crib Stop Spray, Water Stop, Camping and Outdoor Waterproofer, Glycerine Saddle Soap and Jay El Leather Care.

Black Caviar – the wonder from Downunder - remains unbeaten in 22 races, and now lends her name to a grooming kit in her racing colours of salmon pink and black.

A waterproof, drawstring tote bag with side pockets for products, contains eight grooming tools.

Black Caviar grooming products, also presented in the great mare’s colours, include shampoo, crème conditioner, hoof black, hoof enamel, coat gloss spray and silky detangler.

PAMPEANO POLO

BETA International 2013

Stand POLO is the name of the F7.4 game at this well-

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established wholesaler of specialist products for pony and player. Discover polo themed fashion accessories here too.

“We supply only the best quality pieces of equipment at good wholesale margins,” says Jenny Ferraresse. “For retailers new to polo we can provide suggested ‘starter packs’ of products, advising which items are more important than others and so on. We work hard to help polo equipment sales work for you.”

In addition to Pampeano’s polo range, see a selection of leather goods, with and without cowhide. Handbags, belts, purses, wallets and briefcases are of good quality at great margins. There’s 5% off all polo belt orders placed at the show too.

PATRICK SADDLERY Stand SEE the new Celestial saddle range. Competitively priced, it H6.1 features the easy change adjustable gullet plate system built on proven SimaTree technology. There’s a choice of three panels and three flap design options.

The Celestial range offers the ultimate in comfort thanks to the high quality leather and superb workmanship for which Patrick Saddlery is known. The new collection complements the made-to-measure Decorus range of saddles.

FEBRUARY 2013 EQUESTRIAN TRADE NEWS

country in a wide range of fabrics and colours.

POSSMERE Stand SEE - and more importantly, touch - this extraordinarily warm L7.1 knitwear and accessories.

Uniquely New Zealand, Possmere yarn is made from 40% possum fur, 50% superfine Merino wool and 10% nylon.

Like polar bear fur, each fibre of possum fur is hollow for superb insulation, warmth and lightness. It has also superior longevity and softness. Possum fur is 16 to 17 microns (very fine) and when blended with superfine Merino wool feels luxurious. It has good antipilling qualities with no scratchy feeling on the skin.

The Brushtail Possum was introduced to New Zealand in the 1850s. With no natural predators, there are more than 70 million eating more than 20,000 tonnes of native vegetation every night! The NZ government and conservationists recognise that numbers must be controlled.

Possmere is brought to BETA International by Luxury New Zealand Original Knitwear which is supported by the NZ government.

P J PET PRODUCTS Stand SEE something completely different here!

D5.2 P J Pet Products has exclusive European distribution rights for the new Yellow Dog Design range of collars, leads and horse ‘headwear’.

As well as very attractive, unusual and appealing to end users, the collection is said to have ‘fantastically affordable’ RRPs. See also this exhibitor’s own unique Loopy Lead.

Designed to alleviate the strain when walking a dog which won’t stop pulling on the lead, it offers great retail margins too. If you’re intrigued...come and see for yourself.

PRIMERO EQUINE NUTRITION Stand PRIMERO Total is a cereal free yet naturally nutrient rich D8-3 horse feed.

Its highly digestible formulation includes super fibres and unprocessed oil sources such as linseed meal and black sunflower seeds for essential Omega oils. Organic selenium, yeast probiotic and herbs such as mint, sage, marjoram, oregano, parsley and garlic are added.

Low in sugar and starch, Primero Total is suitable for equines prone to laminitis, insulin resistance, Cushing’s disease and azoturia. For performance horses, it provides sustainable energy.

For a decade, Primero has offered a simple, safe feeding and management system for all types of horses.

www.equestriantradenews.com

PUREFLAX Stand GROWN, cold pressed and bottled on a B1.4 Yorkshire farm, PureFlax is a pure and natural source of flaxseed oil for all animals.

It‘s said to be the only oil on the market with a balance of Omega 3, 6 and 9 – the essential fatty acids animals need to be healthy on the inside and out.

Benefits include support for mobility, improved skin problems, immune support and better coat condition. It works for dogs too. “I’ve tried other oils but nothing compares for quality,” says racehorse trainer Ann Duffield.

Retailer David Johnson, of The Country Store, Collingham, West Yorkshire, added: "We have stocked PureFlax for over a year now and it’s out-selling all other oils we supply. People who have changed to PureFlax continue to use it and are delighted with the results."

Fans include Roger Charlton, from the racing industry, and Irish Olympic eventer Mark Kyle.

RAMBLERS Stand RAMBLERS Clothing makes its first appearance since the brand was L5.2 acquired by Fludes S.H Ltd in 2009.

“We’ve invested in the brand’s strengths and worked hard to eliminate its weaknesses,” said new owner Simon Flude.

Made in England, Ramblers has children’s and ladies’ ranges.

The ‘fun with fashion’ children’s collection boasts strong colours and eyecatching, embroidered designs. Some items feature wash-proof noise units. The traditional ladies’ range has classic country clothing design themes, beautifully embroidered onto high quality, hard wearing fabrics.

“Both ranges offer something different from the high street design approach, which makes them very suitable for specialist outlets,” adds Simon.

“Quality is good and low minimum orders mean that stockists can take a `little and often` approach, buying throughout each season to keep the offer fresh and minimise mark-downs.”

REBEL’S OF SWEDEN Stand SEE a revolutionary saddle here. “We’ve created the first real modular C4.2 seating system; a system that truly cares about the horse,” says Sylvia Dickinson of Rebel’s UK division.

These saddles are made in two parts; the seat - currently in dressage and jump with safety and endurance to be launched; and the base - comprising a carbon fibre frame and pads. The base fits the horse and the seat fits the rider.

These modular parts are changed via the Clic-One system, making it easy to change the tree or pads when the horse’s back muscles develop or when switching to another horse.

Rebel’s Jump and Dressage saddles are said to distribute the rider’s weight over an optimum contact area. Horses’ back muscles can then work freely and benefit from increased blood supply.

Made in England in full grain leather with double stitching and colour options, the saddle was designed in Sweden.

www.equestriantradenews.com

EQUESTRIAN TRADE NEWS FEBRUARY 2013

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REDPIN PUBLISHING Stand REDPIN PUBLISHING launches e-commerce and EPOS systems for equestrian retail businesses.

J4.3 Red E-Shop is an online shopping portal developed to provide businesses with an easy way to manage an online shop and to handle orders efficiently. No specialist knowledge is required; it’s as easy as using Ebay, says Redpin.

Red E-Shop is integrated with the Google Merchant Center so each item listed is optimised for search engines such as Google, helping them to be highly ranked.

An integrated EPOS (electronic point of sale) system called Red E-Till can run alongside. Features include an easy to use back-end system for creating products, reducing items for sales and adding bespoke services such as clipper rental and rug repair. An Internet based back-end means that the store can be managed from any internet connection anywhere.

Red E-Till can have many tills in many locations, making it ideal for retailers with separate shop units.

REGATTA Stand THE new A/W13 Heritage range from M6.1 Regatta loves the outdoors!

The stylish lifestyle design has two distinct looks; traditional country and urban fashion. Think warm, fur-trimmed parkas, high pile cosy fleece and fashionable quilting in jackets and bodywarmers. New for this season, children get a mini-me Heritage too.

Regatta’s warm hats, gloves – you must see the new Touch Tip style - and scarves co-ordinate with the clothing.

New for A/W13 are ladies’ Snowboots combining luxury faux fur linings with warm, waterproof technologies. Taking the three in one technology from its jackets, Regatta has designed a men’s and women’s lightweight three in one snowboot. Perfect for snowy, low level trails or casual wear, the inner worn separately is a great indoor/camping slipper.

See also selection of Regatta’s S/S13 products - cool tees, lightweight waterproofs, colourful midlayers and casual legwear for immediate delivery.

REGENT FOOTWEAR (SANDERS & SANDERS) Stand “WE must be getting something right as Regent Footwear/Sanders and Sanders has been established P2.1 since 1873,” says Jan Metcalfe of this exhibitor which returns to BETA International after about six years.

Indeed, there are few in the trade who can claim this lengthy history, with British manufacture to boot (excuse the pun).

“We are sticking to our traditional core products; Junior Steeds, Jodhpur Boots, Hunting Boots, Polo Boots, Yard Boots, Country Shoes and Chaps,” adds Jan. “And believe it or not, I’m still around. I’ll be parking my Zimmer on the Regent stand and if any of you silver surfers out there would like to borrow it to get around the trade fair, just come and ask.

“Over the years we’ve collected many brilliant customers who have stood by us through the good times and the not so good. We as a company look forward to many more years of supplying good quality, British-made products to customers old and new.”

ROSKER Stand THIS first-time exhibitor showcases Fjällräven country and outdoor clothing including K7.1 practical jackets and trousers, comfortable shirts and classically-styled packs.

For more than 50 year, the Swedish brand has developed durable, functional and timeless outdoor equipment. Many of Fjällräven’s products are made using its adaptable G-1000 fabric, a tightly woven blend of polyester and cotton that’s tick and thorn proof and can be adapted with Greenland Wax for improved water and wind resistance.

The Timber Buck jacket was a winner of the IPC Shooting Industry Awards in 2011.

This versatile, 4-in-1 outdoor jacket is made from a combination of waterproof Hydratic fabric and soft, quiet G-1000 Silent. Ideal for all weathers, the jacket comes with a reversible, detachable quilted inner jacket lined with fleece on one side and polyamide on the other.

ROLLTACK Stand THE Tug tack trolley solves the problem of carrying saddle, bridle, hat, horse boots and grooming kit all E3.7 at the same time.

The height adjustable, contemporary styled, four-in-one trolley eliminates many a heavy, awkward task.

It has a built-in mounting block, doubles as a transportable tack rack for the boot of any hatchback or 4x4 and has a wet/dry compartment.

It can even be converted into a pet carrier with the purchase of an accessory. It can hold 18 stone in weight too.

“The Tug can be used by anyone; whether you’re on your own or have help, disabled or able-bodied, recreational rider or top competitor regardless of which discipline you pursue,” says Clare Medland of Rolltack.

“I came up with the idea as I groom for my niece. I searched the web to buy a trolley for use at home or away at competitions, and which could also be a saddle rack for the car boot.

“When I couldn’t buy one, I decided to make one! Then I thought there must be others like me who want a Tug.”

www.equestriantradenews.com

Stand TOP European brand Schockemöhle Sports K2.2 presents its hot new A/W 2013 collection of apparel and horse clothing.

The range consists of two fabulous colour themes.

Firstly, a combination of granite, lime and white (pictured); secondly, red wine, granite and hot pink.

In addition, Schockemöhle once again offers its elegant Royal Collection, a great success in 2012.

Within the new seasonal selections, you’ll find various completely revamped styles as well as bestselling products given a fresh, new look.

Besides its seasonal items, Schockemöhle presents a wide range of brand new products from its standard ranges.

Established in 2005, Schockemöhle Sports is a

leading brand for bridles and leather accessories. Several new styles developed especially for this market will be highlighted on this stand at BETA International.

SADDLERY TRAINING CENTRE Stand THE Saddlery Training Centre provides training courses designed to enhance or H6.4 update the skills of those working in the saddlery trade.

Courses are available in saddle, harness, bridle and side saddle manufacture as well as repair and refurbishment. Short courses are also offered to support trainees and more experienced saddlers gain City & Guilds Qualifications.

The Centre is currently the only training provider in England offering the Government’s Modern Apprenticeship Scheme which is suitable for full time employed trainee saddlers.

Saddlers who are self employed or working part time may consider attending the New Entrants Training Scheme.

“Last year, we successfully applied to Creative Skillset (the saddlery sector skills council) to be part of their new programme, the Creative Skillset Tick,” says Mark Romain.

Creative Skillset’s chief executive Dinah Caine adds: “We’re delighted to be awarding the Creative Skillset Tick to this pilot group of providers for their accredited apprenticeship programmes.

“The providers whose programmes now carry the Tick have been through a robust and in-depth process that was led by the industries they serve. This ensures their training provision is in keeping with industry standards and will help employers to develop a generation of apprentices who are the future of our industries.”

Pictured, from left, Peter Barnett, Erin Pope, Jim Adair, instructors Laurence Pearman and Mark Romain, Godfrey Morris, Sharon Church and Katie Jones.

STAND GUIDE

SCHOCKEMÖHLE SPORTS

STAND GUIDE

SIGG SWITZERLAND Stand SIGG, the ‘Original Swiss Bottle’, has been made only in Q2.1 Switzerland since 1908.

Described as the world’s best-selling and most recognizable, reusable bottle, SIGG was voted into the Museum of Modern Art (MoMA) in NewYork and won the Mother and Baby ‘Best Travel Item’ award 2012/13.

An outdoor brand for all ages, there is a SIGG for every activity from riding and walking to climbing and cycling. Whether the drink is hot or cold, fizzy or still, a SIGG is the perfect companion whatever the journey.

Experience SIGG for yourself at BETA International – and find out what SIGG can do for you.

SHERWOOD FOREST – PUFFA COUNTRY SPORTS Stand HEAD for this stand near the fashion show stage to see two Q3.1 iconic British brands - Puffa and Sherwood Forest. This year the famous duo has come together, giving retailers the luxury of browsing them both in one location.

Puffa celebrates its 40th anniversary this year, with a capsule collection marking the occasion. A strong, dynamic colour palette ensures the wellloved designs and products stand out this season.

The Sherwood Forest collection combines the exciting colour palette from its Equestrian collection with the traditional, classic look from the Country and Sportswear ranges. All offer quality, functionality and good value for money.

All business cards received will be entered into two free prize draws to win ‘his and hers’ Puffa Original gilets and two Sherwood quilted jackets.

SHIRES EQUESTRIAN Stand SHIRES manufacturers and markets its own brand ranges which J2.1 gives the company great control over product development.

“This is demonstrated in the quality of the products, realistic retail prices and margins available to retailers,” says Louise Ainge.

With a complete range for horse and rider, Shires offers UK customers a 24 hour delivery service from its Herefordshire main base. The company also has a buoyant export service supplying equestrian retailers all over the world.

The brand is supported by a “substantial” marketing budget. 100,000 catalogues are distributed each year directly to consumers, while retailers are supported via stockist listings and special offers.

BETA International 2013

Come and see many new and profitable Shires lines on this stand.

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SILVERFEET Stand SILVERFEET is a D1.1 patent-pending hoof balm containing silver ions. Applied to the wall, sole and frog, it produces a barrier against the environment while the silver ions fight bacteria which may lead to hoof odour and other conditions.

Free from prohibited substances, it’s safe to use even by children. It enhances natural hoof colour with a lasting shine, making it a versatile product for everyday or show day use.

Silverfeet is endorsed by leading riders such as Nicola Wilson, Tim Stockdale, Laura Renwick, Paul Barker and Michael Whitaker. Stock has been dispatched to the US, Australasia and Europe where top show jumpers Steve Guerdat, Rolf-Göran Bengtsson, Pius Schwizer and Marcus Ehning are among its fans.

SIMON KEMP JEWELLERS Stand SEE some exquisite work in silver, 24 carat gold on silver, and A1.3 solid gold.

Simon Kemp has been making jewellery since 1990 and has a strong country and equestrian themed range. This exhibitor’s horsehead cufflinks have been stocked by the British Museum; matching pendants and earrings are popular with UK retailers.

Simon Kemp is a member of the British Jewellers Association.

FEBRUARY 2013 EQUESTRIAN TRADE NEWS

www.equestriantradenews.com

TAURUS FOOTWEAR

Stand THE magazine for anyone B2.2 and everyone involved in

Stand THIS family firm, run by Jonathan K6.3 and Sally Groome (pictured), is

showing horses and ponies reaches top showing professionals and amateur competitors. Showing World also caters for studs and breeders.

A guaranteed, targeted readership is the title’s unique selling point. Six issues per year are mailed directly to members of UK showing organisations including the National Pony Society, British Show Horse Association, British Show Pony Society, Coloured Horse and Pony Society, Ponies Association (UK) and Veteran Horse Showing.

Showing World is also available on subscription and is free to read online, with an improved website due out this year.

The website will house directories of professional showing producers and breeders plus show dates and information for the Showing Council/Showing World Show Personality of the Year Awards. These national accolades, voted for by the showing public, are to evolve into a Gala Dinner Presentation at the End of Season Showing Gala in October.

based in Fakenham, Norfolk. However, Taurus Footwear originated from the shoe and leather county of Northamptonshire – hence its strong background in manufacturing, sourcing and distribution of footwear and leather.

Taurus boots are engineered for performance and style, and guaranteed for six months from purchase. Therefore consumers can buy with confidence.

Taurus provides a prompt, friendly and efficient service to retailers. Reflecting demand from customers, its stylish, durable and comfortable range includes various short riding boots, yard boots and muckers, plus long riding boots for all disciplines and outdoor pursuits.

New from Taurus is the Holkham Rider Boot (pictured) with a riding sole. Like the Holkham Country Boot, it’s available in

STAND GUIDE

SHOWING WORLD

wide fittings. Also on display will be the elegant Lancer Narrow boot, a laced riding boot in a narrow fit.

SMART GROOMING Stand THIS brand B6.2 specialises in innovative, practical grooming products and accessories. Mane, tail and coat conditioners, such as Tame the Mane and Gloss n Go are recent additions.

Smart Grooming products carry a distinctive bright yellow label for instant recognition. Its original Smart Tails – the humane tail thinner – remains a best seller.

“Most of our business is generated from customers asking for our products,” says Victoria Goody of Smart Grooming. “We also supply a wide selection of fun quarter marking stencils, plus colour and glitter sprays.”

For riders, there’s a wide choice of coloured and plain stocks at competitive prices, as well as a small range of event accessories including a medical armband with insert.

Totally Smart, this exhibitor’s wholesale company, is the sole UK distributor for the ergonomically shaped Borstiq grooming brushes.

Moorland Rider products, hi-viz from Equisafety, and pet grooming products from Ancol, Mars and Wahl are also supplied.

STUEBBEN RIDING EQUIPMENT a new generation of saddles.

“Our saddles are eliciting lots of positive comments from professional and everyday riders,” says Suzy Gibson. “Our ambassador rider Tim Stockdale is really enjoying working with us; it’s a win/win situation for us all.”

Pictured is the S Genesis De-luxe with Biomex, a ‘Test-a-Stuebben’ saddle.

Among Stuebben’s new bridles is the Leitrim 2300 with padded headpiece, browband and noseband at an RRP of £150 with reins. The elegant Antrim has a removable flash strap, curved brow band and anthracite coloured buckles; there’s a double bridle version too. The Offaly 4300 comes with a sparkling brow band.

Also new from Stuebben are two “stunning value” headcollars and the Contours stud girth.

See a back protector, said to be selling well in Europe; and the PhilippeFontaine range of affordable, European designed saddlery. Swiss chocolates and a warm welcome await visitors.

www.equestriantradenews.com

Stand A RIDING helmet with built-in Bluetooth is among the new and G2.1 innovative products to be found here.

TAGG Equestrian is the home of top brands Loveson, SSG, Polly Products, Tagg Clothing, Comfort Zone, The Funnell range and Falpro.

See the new Comfort Zone footwear collection. ‘Step into the Comfort Zone’ is a stylish, modern range featuring the comfortable Milan short boot and Capri with matching gaiter.

The Ki by Polly Products is a riding hat with an integral Bluetooth system to enable rider and trainer to communicate during lessons.

Tagg puts style into competition legwear; see new Sportflex, Bonn and Crown breeches. Under the Loveson brand is a spring collection of complementary legware and clothing for adults and children. And don’t miss the new fun-to-wear Pony in my Pocket and Crystal Pony tops and jodhpurs for young riders.

Colourful new rug collections from Loveson are highlighted with Tango Turnouts and Candy stripe fleece coolers and stable rugs. From Falpro, the all-time classic Commander returns, while there’s a new Boxer for the Fal enthusiast.

The SSG gloves range will be on show too with brand representatives on hand to answer queries. TAGG is looking to build on the first year of distribution and encourages anyone who has not seen the range to come and look.

You’ll also find plenty of offers and seasonal specials here at TAGG Equestrian.

TUFX WORKHORSE WHEELBARROWS Stand SEE a new breed of Canadian made wheelbarrows here. Built to D 3.1 last on a rigid, one-piece, zinc-coated frame, with no nuts and bolts to lose in the mud, the TuFx barrow’s poly tub is virtually unbreakable, easy to empty and comes in two different sizes. Flat free tyres are available. Frames stack neatly on a standard pallet for easy shipping/storage.

EQUESTRIAN TRADE NEWS FEBRUARY 2013

BETA International 2013

Stand FIND out about the Test-aD8.4 Stuebben partnership and see

TAGG EQUESTRIAN

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STAND GUIDE

TAYBERRY

TRILANCO

Stand A STYLISH yet affordable S/S13 country clothing range makes its P3.4 debut here in seven collections.

Stand MEET the ETN sponsored Trade Supplier of the Year 2012 (a J5.1 BETA Business Award) on this stand.

Bloomsbury combines a palette of dusky pinks, blue, greys and browns on zipped tops, sweatshirts, waistcoats and long sleeved tops. Butterfly comprises practical gilets with a Tayberry twist, supersoft sweatshirts and rugby tops, using damson and lavender with complementary blue, stone and pink tones.

Confetti is all about embracing the colours of spring, using pinks, purples and pale blues on zipped fleeces, reversible gilets, sweatshirts and lighter weight tops for spring and summer days. Logo’s colour palette has Tayberry’s heritage in mind, using blues and greens with accents of red on a cotton shirt, belted gilet and quilted jacket with blazer styling, in addition to sweatshirts and gilets.

The Tweed range includes a new style jacket, hat and stunning handbag with purple detail, to highlight the green, pale blue and damson colours present in the wool mix fabric.

Cape Coat is a different take on mid and long length waterproof jackets, while the Menswear collection provides wearable, practical, stylish attire for the equestrian and country gent.

During 2013, Trilanco will distribute even more new lines from leading suppliers. The new catalogue is available to view at the show, with the team on hand to talk through any queries or questions.

There will also be some “amazing” show offers to be enjoyed by those who come and say hello.

Trilanco can claim to be the largest animal health and equine wholesaler in the UK and has invested heavily in the business. Increased warehousing space, barcode scanning, a fleet of delivery vans, bespoke computer systems for easy ordering, 24/7 e-store, bi-monthly specials and a knowledgeable, friendly team complete the picture.

TUFFA INTERNATIONAL FOOTWEAR TREDSTEP IRELAND

BETA International 2013

Stand SEE the new Symphony breeches collection. The sophisticated L4.1 addition to Tredstep’s boots and chaps brand represents a new

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direction for the company.

Two years in development, the collection has been extensively researched and is influenced by top riders. The result is Tredstep’s proprietary Motion Fit Design which accommodates riders’ constant movement.

Inspired by the beauty and precision of symphonic music, each of the Symphony breeches styles promise comfort, a beautiful fit and enhanced performance. Three styles are available, the Argenta, the Azzura and the Rosa, in ladies’ and gentlemen’s sizes. The breeches can also be seen in the fashion show.

“We’ve incorporated world class fabrics, stylish design elements and carefully detailed features to create a collection of the very best breeches available today,” says Aidan Keogh. “Whether a rider wears them for one hour or all day, we’re confident that Symphony breeches will provide them with the ultimate feeling of comfort, confidence and style to perform at their best.”

FEBRUARY 2013 EQUESTRIAN TRADE NEWS

Stand THIS stand will be brimming with boots, chaps, gaiters, gloves P5.1 and new products.

Recent launches include Easy Peasy Pull-On Chaps for children, and Gloves 4 Gallops, made with tackified leather for great grip. Popular country lines, such as the best selling Suffolk Boots, and competition wear such as Derby Boots, Morgan Boots and Lipizzaner Gaiters will be available to see, feel and try on.

Tuffa prides itself on its products’ exceptional quality and durability, plus attention to detail and innovation. Its collection caters for children from shoe size 6 up to adult shoe size 15.

There’s a great choice of leg widths in long boots, country boots, gaiters and chaps, enabling retailers to offer what’s virtually a bespoke fit at an off-the-shelf price.

TREEHOUSE Stand THIS season’s big hit with the hunting fraternity and collecting C2.2 ring parents - the Treehouse Heated Gilet - is just part of a range of heated clothing to be seen here.

With an RRP of £99, it has a rechargeable, removable battery pack that heats four areas, front, chest and lower back, for two and a half to four hours depending on the temperature selected. A small, hand-held control inside a Velcro pocket has three heat settings.

The gilet has a breathable outer and double zip. The heating elements are durable and flexible to avoid damage if bent or twisted.

Rays from the Far Infrared function may help prevent muscle stiffness after a long day in the cold. www.equestriantradenews.com

TOPSPEC EQUINE Stand 2012 saw TopSpec launch new products, support a host of J4.2 riders and events across many disciplines and win the BETA Feed Helpline of the Year award for a sixth consecutive year.

TopSpec feed balancers, blends, chops and additives meet the total requirements of any horse or pony and are used by leading competitors, major studs and leisure riders.

New to this top specification range are TopChop Grass and TopSpec Donkey Forage Balancer. The latter is launched in conjunction with The Donkey Sanctuary with £1 from every bag sold donated to the international animal welfare charity.

The official launch of TopSpec Donkey Forage Balancer takes place in the BETA International horse demonstration arena on the Monday afternoon.

Experts from the Donkey Sanctuary will be on hand to answer questions with a couple of four legged friends in attendance too.

New TopChop Grass is a blend of specially selected, dried, British grasses. It’s ideal for horses and ponies needing a soft, palatable chop, perfect for fussy feeders including fit performance horses and elderly equines and suitable for all horses and ponies other than those prone to laminitis and/or needing to lose weight.

TopSpec also sponsors the Coffee Shop at BETA International for the fourth year running.

“Our goal is to achieve excellence in every aspect of equine nutrition, from selection of the highest quality ingredients, creating innovative, outstanding formulae, manufacturing to the highest European standards and providing the most comprehensive nutritional advice to clients,” says Nicola Tyler of the Yorkshire based company.

“We are fortunate in that we can test, amend and improve our formulations based on research carried out at Middle Park Farm, TopSpec’s purpose built, applied nutrition research facility.

“Naturally the formulations also incorporate findings from the latest international research which is integrated with traditional knowledge. The resulting formulae are expertly balanced by experienced equine nutritionists.”

WISE EQUESTRIAN Stand FROM Delaware County, USA, Wise-Equestrian saddles are E1.6 designed by London Olympic eventers Phillip Dutton and Ronald Zabala-Goetschel.

The patented WIS AIR ventilation system is said to provide a lightweight saddle with excellent ventilation for improved performance.

“This system is facilitated under the saddle through the use of channels and apertures on the seat, panels and flaps,” says Joe Carr.

“Our saddles are also lighter (28.57%) than most saddles available on the market. With both options, this saddle will produce better competition results.” www.equestriantradenews.com

STAND GUIDE

VALE BROTHERS

VETERICYN

Stand UNUSUAL, practical, fashionable... you’ll find it being launched M3.1 at Vale Brothers where a host of products make their debut.

Harry Dabbs showcases its new luxury Platinum range of saddles.

Designed to a high specification, they feature exceptional leather quality and fittings, performance panels for extra freedom of movement and a variety of girthing options.

Stand SEE an extended range and ask about great value pricing D9.1 here.

Anti-fungal, anti-bacterial Vetericyn is a leading, non-toxic wound, skin and eye care collection. The range has improved offerings for 2013.

New for the fashion enthusiast, Suga-Tail & Suga-Mane are brightly coloured hair accessories that easily attach to the mane or tail. Guaranteed to appeal to children and adults who like to be noticed!

A new selection of Softy brushes from Equerry is launched. They’re manufactured using synthetic tapered fibre which, due to its thin tip, gives an incredibly soft feel similar to goat’s hair. New Softy is available in three varieties, large and medium body brushes plus a face brush.

Celebrating the success of London 2012, Thermatex displays its new and unique Union Flag pattern cooler rug. Designed in conjunction with Stella McCartney, the patriotic design replaces the familiar small squares and is clearly visible throughout the knitted fabric.

At BETA International 2012, Vale Brothers pre-launched KBF99 antibacterial stable and grooming products. “We are continually receiving extremely good feedback regarding the effectiveness of KBF99 against bacteria, fungus and some parasites and viruses,” said Stacy Coates. “With full stock now available, we’ll be focusing on the promotion and development of this innovative brand throughout the year.”

BETA International 2013

VERM-X

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Stand INTESTINAL hygiene specialist Verm-X takes a stand for the D8.2 first time. Consultant vet Nick Thompson (pictured right) will be available to answer questions.

“We’ve always had a presence at BETA International but we decided to take our own stand this year,” says Philip Ghazala (left).

“Verm-X celebrates its tenth birthday in 2013 and following our success in the poultry and pet markets, we wanted to commit to BETA International as Verm-X for Horses and Ponies has experienced rapid growth.

“Stockists of the horse product have increased dramatically over the last three years and we’re keen to support them.”

In an exclusive offer, there’s a ‘buy one get one free’ deal on Verm-X for Horses and Ponies on all orders placed at the show.

More horse owners are reportedly turning to Verm-X. “Having such a powerful and effective product containing only herbs for supporting the intestines during periods of challenge, and that promotes health, is a revelation,” says Nick.

“People using Verm-X can be confident that they are providing their animals with a natural and effective product free from harsh chemicals.”

FEBRUARY 2013 EQUESTRIAN TRADE NEWS

New Vetericyn Hydrogel Spray has all the features of regular Vetericyn with the added advantage of adhering to the skin better for continual action and as a barrier to further contamination.

Also new for 2013 is Vetericyn Eye Care Wash in a 120ml size with a handy dropper applicator. It’s the ideal, safe ophthalmic cleansing solution for all species.

The entire Vetericyn range is available in attractive, pre-populated, point-of-purchase multipacks, as well as individually. There’s also great new pricing across the brand for 2013.

VIRBAC ANIMAL HEALTH Stand SEE the newly unveiled 3D Worming website and be in with a H2.3 chance of winning a pair of Members’ tickets to the Hickstead Derby meeting.

Virbac Animal Health, manufacturer of wormer brands Equimax and Eraquell and renowned for its commitment to responsible worming and education, is the main sponsor of BETA International for a third consecutive year.

Virbac has fostered the approach of working in partnership with the trade to nurture mutual and sustainable growth for the future.

During its sponsorship of BETA International, the company has developed the Virbac Equine SQP of the Year. Once again the winner will be announced at the trade fair.

In addition, Virbac’s senior veterinary advisor Callum Blair [author of the SQP CPD feature in this issue of ETN] will deliver CPD seminars during the show.

“We recognise that the trade needs companies which they can trust and with which they can work to build their businesses, based on sound principles of worming management,” says Virbac’s equine product manager Tom Blacklock.

“We’re looking forward to welcoming customers old and new to the stand to find out more about Virbac’s innovative 3D Worming programme and how we can work together to develop a sustainable future.”

www.equestriantradenews.com

Stand THE American manufacturer of the Absorbine range has been E1.2 dedicated to horse care since 1892. However its 2013 offering is vibrant, modern and uses the latest technology.

The extended ShowSheen range includes ShowSheen 2 in1 Shampoo and Conditioner to deep clean and revitalise hair, with pro-vitamins for added strength.

ShowSheen Stain Remover and Whitener employs Oxi-Eraser cleansing technology to lift stains, is colour safe and free of bleach.

ShowSheen Detangler Gel is an equine take on hair gel, creating voluminous manes and tails.

Hooflex Frog and Sole Care joins the Hooflex hoof care range. Along with Hooflex Original conditioner and Hooflex Natural dressing, it helps keep hooves in good condition.

Horseman’s One Step has a new spray delivery system. It can be applied sparingly, yet reaches into folds and creases.

This makes it convenient and economical to use as well as leaving leather clean and conditioned in one easy step.

Horseman’s One Step cream is available in the 425g size in an improved screw top pot.

Stand THE home of Grub’s introduces Rideline and Cityline high L6.1 performance equestrian boots.

Rideline boots combine Grub’s unique Insu-Foam Ultra technology with thermal engineering. “We’ve developed new technologies that work seamlessly with each other to give a new level of performance footwear,” said a spokesman.

Grub’s Rideline has a tapered toe, tall shaft, elegant, smooth hair grain rubber finish and ankle flexion for riding. An equestrian logo indicates its intended use.

Hard toes and a new equestrian sole provide safety and grip. The boot also has Hexzorb technology - a hexagonal shock absorbing component moulded into the heel outsole to dissipate shockwaves travelling up the wearer’s leg when dismounting and walking.

The Grub’s Cityline jodphur boot features the same technology and is designed for easy entry to the stirrup. Both boots are 100% waterproof, durable, comfortable and lightweight.

STAND GUIDE

W F YOUNG – ABSORBINE WORKLITE

WESTGATE EFI Stand THIS wholesaler launches its new website. The portal will enable E6.1 trade customers to log on to a secure area to order online and view their account details, trade prices and stock availability.

Westgate EFI (WEFI) sales and marketing manager Tracey Woods is confident that the new system is an improvement. “This website has been a long time in the planning but we wanted to be sure that it was going to work well for our retailers, as well as giving end users the opportunity to search for stockists and view our ranges,” she says.

“We’re really pleased with the results and can’t wait to show it off to potential and existing customers at BETA International. Our customers have been fundamental in creating a user area that works for them and have been involved in testing and giving feedback on functionality.”

View the new Westgate EFI website; those who sign up will be entered into a prize draw to win an iPad. Accounts manager Tina Keeler will be on hand to talk retailers through the website too.

WEFI also highlights new and existing products from its exclusive brands, including the Mark Todd Collection, Rodney Powell Body Protectors and Gatehouse Riding Hats. Various sponsored riders are due to appear, including the newly knighted Sir Mark Todd.

YOUR HORSE & HORSE DEALS Stand MONTHLY magazine Your Horse celebrates everything about K4.6 why we keep, ride and enjoy horses.

It provides a community for riders and offers inspiration and practical advice. The title helps readers improve their riding, care for their horses, keep up to date and encourage them to try new things with their horses.

Your Horse Live, held each November at Stoneleigh Park, Warwickshire is the place where consumers can meet celebrities, get expert advice and see live demonstrations. With 20,000 attending over two days,

Your Horse Live is the biggest equestrian shopping event in the UK.

WOLF LAUNDRY Stand THIS expert in washing horse rugs specialises in the supply, D5.3 installation and maintenance of commercial laundry equipment.

Wolf Laundry offers new machines from Electrolux Laundry Systems, complemented by its own Reborn range of reconditioned equipment to suit every pocket. Refurbished from top to bottom, Reborn machines come with a 12 months parts warranty.

Wolf Laundry has supplied many machines for equestrian use and often helps customers decide which size of machine is most appropriate. Advice covers all aspects, from installation requirements to the supply of dosing systems, detergent and re-proofer.

All machines come with bespoke wash programmes developed over a number of years to ensure the best possible results and eliminate the need for costly re-washing.

www.equestriantradenews.com

EQUESTRIAN TRADE NEWS FEBRUARY 2013

BETA International 2013

Horse Deals is the UK’s only monthly equestrian sales magazine and website, offering a competitively priced, tailor-made service for print and online advertising, backed by informative editorial enjoyed by professionals, horse owners and enthusiasts alike.

Since 2001, Horse Deals has provided buyers and sellers with a great value buying and selling environment for horses of all prices, as well as horseboxes, property, saddlery and equipment, plus the must-have guide to leading stallions and studs.

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THE SHOW OFFER SPECIAL

The Show Offer Special Visit these stands and benefit from the show offers available.

Abbey England G-5-1 & G-6-1

K-6-3

All orders placed at the show will receive 5% off. This applies to all products including many new items launching at the show. The only exception being any sale items.

10% discount on all orders placed at the show plus other special show offers - details available on the stand

HKM Sports Equipment GmbH

The Logical Range C-1-1

N-2-1 All orders made on site at BETA International 2013 will be processed carriage-free.

BETA International introduction - We're offering 2 ears: 1 mouth. Please come talk to us - We're here to listen.

Alan Paine

Komperdell

Trilanco

Q-4-1

D-4-4

J-5-1

We would like to offer a Show forward order discount of 5% for retailers placing an order at the Show*. *This offer must not be used in conjunction with any other offers.

P-1-1

BETA International 2013

Taurus Footwear

H-2-2

Exclusive show offer – Save 50% on all Equus Boots from Abbey England (50% off the usual trade price when ordering ten or more pairs of Equus Boots, colours can be mixed). Orders must be placed at the show for the 50% off saving to apply

britishequestriandirectory.com

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Grays of Shenstone Ltd

Our special offer for your BETA order: 10% DISCOUNT on all orders placed at the show!

Trilanco have a number of fantastic discounts available at BETA International only, so come to stand J-5-1, see the team and find out how you can save! To find out more, visit stand J-5-1 and speak to a member of the Trilanco team.

L S Sales (Farnam) Ltd/ Leslie Sutcliffe

Vale Brothers

A-1-2

M-3-1

Book an advert on the britishequestriandirectory.com website at BETA International to receive a 10% discount.

10% off any orders placed at the show.

And free shipping on full box quantities.

KBF99 Anti-bacterial grooming and stable products kill bacteria, fungus and some parasites & viruses (see website www.kbf99.co.uk for more information). Place your KBF99 grooming brush order at BETA International 2013 and get 15% off other KBF99 products. No minimum order needed for free delivery.

Equestrian Trade News

Emerald Green Feeds

Vetericyn Animal Health

P-1-1

K-9-1

D-9-1

Come and see us, enter our prize ETN Product Hamper draw to win £1,000s of products and register for our popular e-newsletter.

Our show offer, is 3 x 20kg bags of Grass or Alfalfa Pellets for £20 or £7 each.

Faulks & Cox Ltd

Sherwood Forest Ltd & Puffa Country Sports Ltd

B-6-1 FCL have new sexed-up Tubtrugs® plus Wm.Faulks™ tools and fantastic state of the art Profit Pack™ displays to brighten up your shop and your profits! www.faulks.co.uk

FEBRUARY 2013 EQUESTRIAN TRADE NEWS

Q-3-1 Retailers who present their business cards to a representative at the Beta show will be entered in to:- (a) Puffa - Free prize draws to win his and hers Puffa Original Gilets (b) Sherwood – Free prize draw to win 2 x Sherwood quilted jackets

Great new range and great new pricing for 2013. A further 10% off the new 2013 Vetericyn trade price when ordering either or both of the new Vetericyn POP Kits. Order from Battles or from Vetericyn.

Westgate EFI E-6-1 Visit our stand, register for online ordering and you will be entered in to the draw to win an ipad.

www.equestriantradenews.com