ETN - Equestrian Trade News - January 2013

Equestrian Trade News

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

January 2013 Volume 37, No 1 Monthly

YEAR

New

PRODUCTS

New

Latest launches Best in bedding

WHAT’S HOT IN

Hoofcare

Farrier’s tricks of the trade

2013 17-19 February 2013 NEC, Birmingham, UK

ETN is the official media partner of BETA International

Januar Feedin y sales g for b Indust reeding ry new s

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

CONTENTS

Comment AMID all the excitement about i-phones and apps, emails and social media, the value of actually talking on the phone is sometimes under-rated or even forgotten.

Not only does one get an immediate response during a ‘telecon’, but often an unsaid reaction too. The pregnant pause, the constricted tones, the nervous laugh all tell a tale that would have been hidden in an electronic communication.

Likewise, an immediately warm, expansive reception to an idea or business proposition may not be conveyed to full effect when ‘said’ by pressing a keypad.

Yes, picking up the phone – as any salesperson will tell you – has unique benefits. I was saying as much to Simon Weatherald of Yorkshire retailer Bardsey Mills the other week.

And he agreed. In fact, rather than considering the good old telephone to be obsolete, he’s harnessing its powers.

Horse owners can now phone Bardsey Mills – purveyor of feeds, bedding and something of a specialist when it comes to supplying wormers – on a freephone number from their mobiles.

As Simon pointed out, an 0800 number normally only works from landlines. Yet an owner usually remembers they need to buy feed, top up on supplements or get some advice about which wormer to buy from an SQP while they are at the stables.

Once they get home, get the supper on and the children to bed, the moment to remember that equestrian order via the landline has long gone...

JANUARY 2013

NEWS.........................................................................4 PRODUCT NEWS New year, new products ............................................12 BETTER RETAILING Promoting your January sale ....................................15 RETAILER PROFILE Meet Peter Lewis of Pointings ...................................16 BEDDING FEATURE How to sell more .......................................................18 Product gallery..........................................................19 PEOPLE ...................................................................21 SPONSORS & SHOWS New sponsors for BETA International 2013 ...............22 FEEDING FOR BREEDING What should I feed? ...................................................24 Product gallery..........................................................26 BETA MEMBERS’ PAGE ..........................................28

A RETAILER contact tells me he’s “seriously impressed” by gift supplier Grays of Shenstone’s system of pre-warning shops of a delivery. Not only does an email alert specify a one-hour time slot, it also asks whether you’ll be available to sign for the parcel – and, if not, where you’d like it to go. Job’s a good ‘un!

SADDLERY MATTERS Ken Lyndon-Dykes on post Christmas returns ...........29 LETTER....................................................................29

A NATIONAL crisis is looming. Tacks rooms are in turmoil; rioting outside retailers’ shops is a possibility...

Yes, Absorbine has discontinued the 3.2kg buckets of Horseman’s One Step. The popular leather cleaner and conditioner is the mainstay of many a busy yard; the smaller pots that remain available just aren’t big enough.

I tried four different retailers in my quest to source a bucket (as opposed to a pot) – and kept being told that I wasn’t the first to complain that the sensible size has disappeared.

For the sake of our tack, bring it back...please!

Liz Benwell

HOOFCARE FEATURE Farrier’s tricks of the trade .......................................30 Product gallery..........................................................31 COUNTY COURT JUDGMENTS................................34

FRONT COVER: With thanks to N R Brown Farriers Www.nrbrownfarriers.co.uk and Nigel Brown AWCF. See this month’s hoofcare feature to pick up some tricks of the trade from Claire Brown, farriery expert and UK distributor of Kevin Bacon’s equine care products.

New London show to run again “DISAPPOINTING” and “expensive” was how many visitors described the new three-day HorseWorldLive show in November.

Consumer reaction to the event that included shopping, celebrity demonstrations and an Express Eventing round was mirrored by the trade’s experience that the show was “quiet” and in some cases “dead.”

Nonetheless, HorseWorldLive goes ahead again on 22 – 24 November, this time with a two week gap between it and the well established Your Horse Live (see ETN, December) which happened just a week beforehand this time.

Lack of footfall meant Gary Yates of Blaze clothing was unlikely to cover the cost of his stand, he told ETN. While at Evison Equine UK, Mary-Jane Booth said that although they had covered costs, it was “disappointing compared with HOYS and Burghley.”

Jump4Joy provided £20,000 worth of fences for HorseWorldLive’s main arena in exchange for a tradestand, and hoped to sell enough to recoup the cost.

“But it was dead,” said Laura Cohen of the show jump specialists, adding that the custom-made wings, poles and fillers were now up for grabs at a 20% discount. “The organisers told us to expect 30,000 visitors; I’d be surprised if there were 5,000.”

Pennie Wallace of Writtle College said she was pleased with the weekend but had found it “quiet on Friday.”

When ETN spoke to horsey people who didn’t go to HorseWorldLive, many cited the cost as prohibitive. Adult, on-thedoor tickets on the Saturday, Express Eventing day, were £55 each.

At the show, Cathy Dance, visiting from Lincolnshire, complained that she had paid £100 for three people to get in. “It was expensive. The shopping was disappointing and Linda Parelli didn't appear on the Sunday which was one of the reasons for my visit,” she said.

‘Lifestyle’ equestrian shows in London have always provided a challenge. Equus, which ran at ExCel from 2001 had disappeared by 2005. However, the HorseWorldLive organising team is an experienced one, the organisers having run the Ideal Home Show and National Wedding Show.

ETN put some questions to HorseWorldLive (HWL) show director Karena Cooper: ETN: What was the overall attendance figure over the three days?

HWL: Not confirmed by Ticket Factory yet.

ETN: Some traders were disappointed with the footfall. Did the organisers share their disappointment having predicted an audience of 30,000?

HWL: Of course we would have liked the footfall to be higher, particularly as we implemented an extensive advertising and marketing campaign and have 10,000 Facebook followers.

However, we were thrilled with the positive reception of the show.

As this is the first year of HorseWorldLive, we can only predict figures. The success of HorseWorldLive 2012 stands next year’s show in very good stead for a bigger audience.

ETN: Some visitors commented that tickets were expensive, particularly as additional tickets were required for arena seats and parking was an extra £15.

HWL: At [from] £16 entry – which gives access to viewing of all demos – we feel that this price is incredibly reasonable, particularly considering the premier venue. Seated tickets started at £24 which is still cheaper than many outdoor shows, this guarantees a seat at the variety of demos from 9am-6pm and access to the shopping village. Unfortunately, parking cost is out with our control and is in the hands of ExCel. Though we appreciate that this is an additional cost, there are very few large venues and events that offer free parking.

ETN: What are next year’s dates? What will be the advantages of running a week later?

HWL: Next year the show will run from 22-24 November. We hope that the later date will encourage a larger footfall from visitors who are keen to attend all of the major equestrian events.

ETN: The HorseWorldLive concept can perhaps be compared with European shows such as Equitana. Would you agree? If so, do you intend to pursue this model?

HWL: Though we recognise the similarities between HorseWorldLive and Equitana, HorseWorldLive is a brand new concept bringing a huge range of disciplines and international stars to the heart of London, in an easy to access premier location with plentiful parking and accessible transport links. Our main aim is to continue to expand the show and provide a great attraction for equestrian enthusiasts and families.

ADVERT INDEX

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

4 JANUARY 2013 EQUESTRIAN TRADE NEWS

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

The magazine is independent of all groups.

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

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

Allen & Page ..........................................................27 Animalife .................................................................3 Bailey’s Horse Feeds ...............................................25 BETA International..................................................23 Classified ...............................................................33 Equetech.............................................................OBC Exhibit One ..............................................................6 Fairfax ...................................................................17 Fynalite..................................................................19 GWF Nutrition..........................................................5 Intershell .................................................................8 Kevin Bacon...........................................................31 Life Data labs Inc....................................................31 Natural Animal Feeds .............................................11 Net-Tex ..................................................................13 Northern Crop Driers ..............................................18 Saracen Horse Feeds..............................................IFC Sherwood Forest/Puffa .............................................7 Snowhill Trade Saddlery ........................................IBC Spoga....................................................................10 Veterycin Europe ......................................................9 Your Gift Horse.......................................................12 www.britishequestriandirectory.com .......................21 Web Directory........................................................34

www.equestriantradenews.com

Free travel to the trade fair SEATS are available on the coaches that transport retailers to BETA International for free.

Luxury, 25-seater vehicles will 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.

“The coaches allow retailers to put their feet up and enjoy a ride to the show without it costing them a penny,” said Claire Thomas, commercial manager of Equestrian Management Consultants (EMC), organiser of the trade fair.

Reservations can be made at www.beta-int.com by completing the booking form at the Free Coach Service link on the Visit page. A timetable is available here too.

Passengers will receive complimentary goody bags from main sponsor Virbac Animal Health. For more details, contact trade fair manager Lynn Pattison, telephone 01937 582111 or email tradefair@beta-int.com

APPLAUDING INNOVATION: Vale Brothers has won a Lord Stafford Award for its KBF99 stable and grooming range. The accolade recognises successful collaboration between business and academia.

“Coventry University approached us with the idea of an antimicrobial horse grooming kit and, using their scientific expertise and our manufacturing know-how, we developed the KBF99 range,” said managing director Peter Wilkes.

Pictured, from left, are Dr Stephen Coupe of Coventry University, Lord Stafford and Peter Wilkes of Vale Brothers.

Conference to address asymmetry ASYMMETRY of horse and rider is sadly misunderstood, claims a leading saddle fitter.

According to David Kempsall of WOW Saddles, the majority of riders sit with their weight dispersed unevenly, usually to the right. And it’s proven through pressure testing, he says.

Equine asymmetry topics from exercises to promote correct development to saddle fit for the asymmetrical horse – will be covered at The Horses Inside Out Conference on 23-24 February at Arena UK, Grantham.

David Kempsall (pictured) is among the speakers. www.equestriantradenews.com

Saddlers celebrate gold medal effect

PARALYMPIC gold medallists Sophie Wells and Natasha Baker visited Black Country Saddles last month to collect their new saddles.

Natasha and Sophie rode in Black Country Saddles at London 2012. The new saddles have been custom-made for their young horses which are hot prospects for Rio 2016.

Natasha, whose saddle has been adapted as she competes without stirrups, became converted to Black Country when she borrowed Sophie’s saddle at a squad training session. “It puts me in a great position and I feel so close to the horse,” she said of the mono-flap style.

“We’ve been incredibly busy with dressage saddles since the Olympics,” said John Hartley, co-director of Black Country Saddles with Rob Cullen. “We’ve definitely benefitted from the British riders’ success in London.”

The riders’ visit was filmed by BBC TV for a Midlands Today report to highlight a busy 12 months for Black Country Saddles.

Since managing director Mark Bryan joined the firm a year ago, the company’s workforce has grown from 17 to 21. Exports, notably to America, are on the up too.

This year has also seen Black Country Saddles open a treemaking business at its former saddle factory in Walsall. Pictured, from left, Rob Cullen, Sophie Wells, Mark Bryan, Natasha Baker and John Hartley.

Why we’re swatting up...

THE hundreds of questions consumers ask about worming prompted Westgate Labs to send its staff on a two-day training course.

The worm count specialist chose Jim Wishart, BETA’s animal medicines course trainer, to conduct its in-house programme.

“We wanted the best for our staff,” said Gillian Booth owner of Westgate Labs. “David [Booth] and I both benefitted from Jim’s equine course when we first qualified as SQPs, so we were keen for our staff to do the same.

The course enabled Westgate Labs’ Katie Marshall and Katie Nicholson to swat up for their upcoming SQP exams; while it provided “excellent CPD [continuous professional development] for the others,” said Gillian.

Pets at Home acquires Ride-Away PETS at Home has acquired Ride-Away, the Yorkshire based equestrian retailer.

The pet retail chain, which has 334 stores totalling 2.8million square feet, is not planning to re-brand Ride-Away immediately but says the acquisition will “significantly expand its specialist credentials.”

Established in 1980 by Stephen and Angela Clark, Ride-Away has remained family-owned. As well as a 15,000 square feet shop near York, it runs online and catalogue mail order operations.

Turnover in 2011 was £6.7 million.

“The acquisition of Ride-Away is a really exciting opportunity for Pets at Home where our equestrian offer is very limited at present,” said Nick Wood, CEO of Pets at Home. “By deploying our wealth of experience and resources to support an accelerated growth plan we look forward to developing the business further over the coming years.”

SALUTING OUR STAFF: William Fox-Pitt did the honours at the official opening of Colne Saddlery’s new store at Bourton-on-the-Water, Gloucestershire, attended by more than 500 people. The business, started

by Bruce Emtage, is run by his son Maurice, a Master Saddler. Now the third generation, Maurice’s daughter Gemma Biddlecombe has joined the team.

Colne Saddlery’s Norton store remains open too and the retailer continues to trade at around 15 shows a year. “We have a fantastic team of staff who make this operation possible,” Gemma told ETN. Pictured, from left, are Sarah Glynn, Gemma Biddlecombe, Heidi Tilley, William Fox-Pitt, Katie Evans, Maurice Emtage, Ellie Caisley and Ali Emtage (Maurice’s wife).

REMEMBERING JOHN: Lorrie McGowan presented a cheque for £2,500 to the Lincolnshire and Nottinghamshire Air Ambulance last month. Lorrie’s late husband John McGowan, the founder of Aerborn Equestrian, died in September. At John’s remembrance service, attended by many from the equestrian trade, £5,000 was donated to be split between the acute cardiac unit at Nottingham City Hospital and Lincolnshire and Nottinghamshire Air Ambulance.

Since Lorrie was air-lifted after a riding accident, the McGowans became regular fund-raisers for the regional air ambulance charity which makes around 150 equestrian ‘pick-ups’ a year. Pictured, from left, are paramedic Jane Pattison, Lorrie McGowan, pilot Capt Matt Tacom, and unit operations manager Roger Linnell.

6 JANUARY 2013 EQUESTRIAN TRADE NEWS

www.equestriantradenews.com

ETN rewards innovation THE BETA International 2013 Innovation Awards will be sponsored

by ETN. The accolades reward new products that combine invention with commercial viability – and guarantee publicity for the winners.

ETN is the media partner of BETA International (NEC, Birmingham 17 – 19 February). The February issue contains the trade fair’s official preview.

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 includes London 2012 medallists event rider Nicola Wilson (below) and paradressage rider Natasha Baker (pictured top).

Brits benefit from Chinese growth NINE UK businesses experienced China’s growing equestrian sector when they exhibited as part of a BETA-led trade mission to the China Horse Fair, in Beijing, on 18 to 20 November.

Companies such as riding surface supplier Martin Collins Enterprises and Scott Smith Showjumping took products and expertise to the show. Others were represented by BETA. “The consensus was that this was the busiest China Horse Fair to date,” said BETA executive director Claire Williams.

“Although buying horses was the key focus for many Chinese, there was also considerable interest in products and services, and a real emphasis on gaining knowledge and expertise.

“Each company that came received £1,800 towards attendance. BETA commissioned a market research report that was made available to each group member and arranged a day of visits to equestrian centres and retail outlets to develop and deepen their understanding of the Chinese market. If funding is secured for next year, we will definitely return.”

BETA secures export funding through UK Trade & Investment (UKTI). For details, contact Tina Rogers, tel 01937 587062 or email tinar@beta-int.com.

Earn CPD points at BETA International

2013

BETA International 2013 is offering SQPs the chance to gain a maximum 18 CPD points – four more than last year – at AMTRA17-19 February 2013 accredited seminars hosted by the show’s NEC, Birmingham, UK main sponsor, Virbac Animal Health.

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 number so that they can register at the show.

“The CPD seminars for SQPs were introduced in 2009 and have become a really important part of the trade fair,” said Claire Thomas, commercial manager of BETA International organiser Equestrian Management Consultants (EMC).

• SQPs (suitably qualified persons to prescribe animal medicines) must earn a given number of CPD points in a given period to maintain their qualification. The current training period ends on 30 June.

See Countryfile’s Ellie Harrison at BETA International ELLIE Harrison, a presenter on BBC TV’s popular Sunday evening show Countryfile, is to appear at BETA International next month.

She will be at the trade fair on Sunday, 17 February and is expected to present the Virbac SQP of the Year Award.

A geographer and ecologist, Ellie is the face of wildlife and natural science programmes for BBC1, Channel Five and Discovery. She travelled to Namibia, South Africa, Australia, New Zealand and Indonesia to film wildlife for a series – Michaela’s Wild Challenge - which earned a BAFTA in 2005.

More recently she has fronted BBC1’s The ONE Show.

Supplement advert was “misleading” A COMPANY that advertised its supplement as “scientifically proven to reduce anxiety and nervousness" has been reprimanded for making misleading claims.

Horse Requisites Newmarket has been told by the Advertising Standards Authority (ASA) that its advert for ProKalm must not appear again in its current form.

The Suffolk based company was also told to ensure it held robust evidence before making future efficacy claims for the product.

A study which Horse Requisites Newmarket submitted to ASA in mitigation of the complaint was considered “not sufficiently robust for the purpose of substantiating the advertising claims.”

8 JANUARY 2013 EQUESTRIAN TRADE NEWS

www.equestriantradenews.com

NEWS IN BRIEF SCOTTISH feed merchant Wm Alexander & Son is to expand into the • equestrian and countryside sectors. The 150-year-old family business has also changed its name - to Alexanders Town and Country Specialists. The business will remain in Dripps Mill at Waterfoot near Clarkston, south of Glasgow. Five generations of the Alexander family have run the company since the mid 1850s.

Eye Care Drops (120ml) and Vetericyn Wound & Skin • VETERICYN Care Hydrogel spray (250ml) have been added to the range of Vetericyn wound, skin and eye care products from Innovacyn, distributed by Battles. Hydrogel adheres to the skin to form a barrier to further contamination; Vetericyn Eye Care is a ophthalmic cleansing solution for all species. The products are anti-bacterial and anti-fungal. New pointof-purchase multipacks can be supplied in large or small animal format.

retail chain Countrywide has secured £26 million funding • RURAL from HSBC to support a three-year growth plan. The Midlands based company says it’s looking to achieve growth both organically and through acquisitions, particularly in southern England. trade body the Shop and Display Equipment • NOT-FOR-PROFIT Association (sdea) is celebrating its 65th anniversary with a new website. www.shopdisplay.org has been updated to reflect shifts in retail design and thinking. Suppliers of shopfitting and display products – including the unusual and hard-to-find - can be sourced here.

BETA has introduced an avian [bird related] module to its continual • professional development (CPD) programme of SQP courses. Worth 48 points, it can be taken as a stand-alone CPD day or delegates can attend the day before sitting an exam to qualify as an A-SQP (suitably qualified person). “The avian module has been included with the commercial retailer in mind,” said BETA executive director Claire Williams. “It’s perfect for anyone who sells poultry feed and wants to extend this part of their range.” BETA continues to offer its general CPD days and training courses that allow retailers to qualify to sell medicines, such as wormers, as an SQP for small animals and horses. Contact Tina Rogers at BETA, tel 01937 587062, or email tinar@beta-int.com. equestrian companies will join other Royal Warrant holders for a • SIX one-off event this summer at Buckingham Palace gardens.

The Coronation Festival (11 - 14 July), marking the 60th anniversary of The Queen's Coronation, will showcase brands that have earned the recognition of Royal Warrants over the years.

Bedmax Shavings, Abbey England, Dengie Horse Feeds, Vale Brothers, Dodson & Horrell and Shires Equestrian will be representing the equestrian industry.

Royal Warrants are a mark of recognition to individuals or companies who have supplied goods or services for at least five years to the Households of The Queen, The Duke of Edinburgh or The Prince of Wales.

WORK has begun on a £125m leisure and entertainment complex at • the NEC, Birmingham – the venue for BETA International. Resorts World Birmingham at the NEC is due to open in January 2015.

Designed to enhance visits to the exhibition centre with 24/7 activity, the complex will consist of a casino, 176 bed four/five star hotel, a factory outlet centre, cinema, conference facilities to be operated by the NEC Group and various catering outlets.

The attraction will be one of a number of Resorts World complexes across the world. www.equestriantradenews.com

No more cold ears

You could clean up with these products...

THE Riders BOBhat, in stretch Lycra, fits under a riding hat to keep the head and ears warm in winter.

It also works as a protective lining for expensive hats, yet doesn’t distort the fit, says manufacturer Harpley Equestrian.

The UK made BOBhat washes and dries quickly, comes in navy, pink or navy/pink and one stretchy size t Harpley Equestrian 0115 961 1537

HORSE owners often joke how they prefer mucking out to cleaning the house. Well, they can do both with The Logical Range – an innovative cleaning collection.

There are four products in the introductory range. All are non-toxic, harmless to handle, sensibly priced and designed for busy, animal owning households.

Alayne Wells, who gave up her job with The Logical Range’s manufacturer BioProductions to distribute the products, says she’s gained positive feedback from consumers at a handful of shows this year. The official trade launch is at BETA International next month.

“The opportunity to demonstrate our products Stable Cleanse and Germ Kill, and show examples of garments and tack washed or cleaned with All Rounder, proved very powerful,” said Alayne.

“The most graphic demonstration though has to be the one where we demonstrate Sprinkle. This highly absorbent powder quickly turns a ‘whichever end’ organic emission into a manageable solid mass that can easily be scooped up and safely disposed of without the need for rubber gloves, a mountain of paper and a nose–peg!”

The Logical Range is modelled on a well-established core product range from the cleaning industry and therefore uses tried and tested formulations. t The Logical Range 07718 701721

New feed has pony appeal PRESENTED in pink packaging adorned with a pretty pony, there’s no mistaking the target market of new Forget Me Not Farm Complete Chaff.

The feed itself – a safe, sensible, low sugar, balanced chaff - is eminently suitable for the children's ponies at which it’s aimed.

Developed with help from ‘chief taster’ Vanilla, Forget Me Not Farm’s cute Haflinger who appears on the bags, the ready-to-feed chaff is made from chopped straw and soya oil with a full complement of vitamins and minerals.

There’s no need to add mixes or cubes – but there is a tantalising sprinkling of, you’ve guessed it, vanilla.

Forget Me Not Farm Complete Chaff comes in 12.5kg bales, with a launch offer of £1.50 off the RRP of £5.50 (normal RRP £6.99). t Forget Me Not Farm Feeds 01621 842984

For outdoor phones...

AQUAPAC has launched a compact waterproof case for the iPhone.

Ideal for riders, saddle fitters and all outdoor folk, you can make calls, send texts and take photos through the case thanks to a Lenzflex window.

As well as sealing out water and sand, the case has been successfully tested by Imperial College London at five metres underwater for up to one hour. The RRP is £20.

For sore stomachs YOUR customers may be interested in Ulser Gard Solution if their horses exhibit teeth grinding, mood swings, are cold backed or object to the girth being tightened.

Ulser Gard works in four ways to combat [equine gastric] ulcers, says supplier Equine America. It neutralises acid in the stomach with ant-acids, soothes and coats the stomach lining, heals underlying ulcers and firms loose droppings, claims the company which launched the product in November.

The RRP is £19.99 for a two month supply (946ml). t Equine America 01403 255809

Time’s up for yellow only OPTIMUM TIME is introducing bright new colours to its existing ‘big yellow’ Event Watch collection.

Check out almost any photograph of a top eventer, and you’ll see the ubiquitous over-sized watch strapped to his or her wrist – essential equipment for avoiding time penalties.

It’s become standard gear for eventers, team chasers and the like – and a useful stock idea as the new cross country season approaches. t Optimum Time 01733 333324 12 JANUARY 2013 EQUESTRIAN TRADE NEWS

www.equestriantradenews.com

Designed for donkeys TOPSPEC has launched a Donkey Forage Balancer.

The product, believed to be the first of its kind, was developed in conjunction with The Donkey Sanctuary. The international charity is set to benefit by £1 for every bag sold.

Among the testers during trials conducted at The Donkey Sanctuary was Arthur. The five year old donkey was so neglected that he was severely underweight, and lacking not only in body condition but also the essential nutrients needed to return him to health.

“We began feeding him the donkey forage balancer as part of a comprehensive rehabilitation programme,” said Faith Burden of The Donkey Sanctuary. “After just six weeks, Arthur was 22kg closer to a healthy donkey weight, and was much brighter for having access to the vitamins and minerals his body had been craving during his period of neglect.”

TopSpec Donkey Forage Balancer is designed to be fed to donkeys from three weeks of age upwards. It provides essential vitamins and minerals plus amino acids, pure specific yeast and MOS (mannan oligosaccharides) to balance forage.

The low protein, low sugar and starch, low calorie formula will not promote weight gain and can be used as part of a weight reduction programme when the rest of the diet is also calorie controlled.

Using TopSpec Donkey Forage Balancer will promote general health, greatly improve hoof quality and produce a supple skin with a strong coat. It also helps to maintain a healthy immune system.

“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 to that found in their natural desert environment.

“Trials at The Donkey Sanctuary have shown that they respond well to micronutrient supplementation. TopSpec Donkey Forage Balancer provides a tailored formula of micronutrients in a palatable pellet, making it simple for owners to improve the quality of life enjoyed by their donkeys.”

This is believed to be the first commercially available forage balancer specifically designed for donkeys. t TopSpec 01845 565030

14 JANUARY 2013 EQUESTRIAN TRADE NEWS

Safety aid approved THE RS-TOR rider safety aid has been approved for use in Jump Cross, the relatively new sport combining show jumping and cross country.

Held in the hand like a whip and designed to aid stability in the saddle and/or prevent a fall, the RS-tor may be used in British Showjumping (BS) competitions but only for warming up with British Dressage (BD) and British Eventing (BE).

It does not contravene Pony Club equipment rules and may generally be used within BSPS Heritage and Tiny Tots showing classes. Retailing at £44.99, it comes in children’s, small and medium/large sizes. t PolyPads 01842 752020

A bit more control GERMAN manufacturer Sprenger has launched two new bits designed to enhance riders’ control and horses’ comfort.

Max-Control, a double jointed, stainless steel bit is a correction or training bit which locks at a certain angle to become a straight bar.

When the horse is working properly, it lies passively in the mouth; but when the horse opposes the rider’s hand, the locking effect occurs.

This helps the horse learn that it’s more comfortable to work in a good outline, says Sprenger.

Max-Control is available from UK distributor Zebra Products in 5”5¾” mouthpieces. The RRP is £63.

Also new, the Eggbutt Mullen Mouth has a hard, carbon covered mouthpiece to disperse pressure over the whole tongue area and the lower jaw bones. It’s useful for horses that ‘back off’ the rider’s aids, encouraging more of a contact when coming into a fence, for instance.

The Eggbutt Mullen Mouth bit comes in sizes 5”- 5¾” with an RRP of £45. t Zebra Products 01352 763350

www.equestriantradenews.com

Fly the flag THERMATEX has launched a patriotic version of its T2000 rug.

Originally designed by Stella McCartney for the Olympic British Team, the Union flag design replaces the familiar small squares in the knitted fabric.

The rug retains Thermatex’s three layered wicking properties; and, of course, it’s available in red, white and blue, with sizes 4’ to 7’3”. The RRP is £140.

Thermatex is the official supplier of cooler rugs to the British Equestrian Team, an association dating back to 1996. The brand is manufactured in Wales from British raw materials and components. t Thermatex 01239 614648

Herbs for chickens GLOBAL HERBS has developed a range of herbal supplements for chickens.

The products - for calming, mites and lice, breathing, droppings, well being and other common poultry issues - are ideal to stabilise rescued hens that may have suffered in a caged environment.

The care4chicken website provides hints and tips for those new to chicken keeping. t Global Herbs 0800 1694709

Sporty accessories THE new accessory series from Schockemöhle Sports consists of protective bags for riding boots, hats and jackets. There’s also a stable curtain and spacious holdall.

In a smart grey livery, with orange highlights, the luggage looks sophisticated and is swish enough to take anywhere. The collection is held in stock as standard. t England: JM Sales Agencies 07818 051375. Scotland: Mary Wastie Agencies 07800 558636

www.equestriantradenews.com

Keep your sale squeaky clean!

January sales get consumers back into the swing of spending. Whether you're planning to offer ‘50% off’ or state ‘was/now’ prices, make sure the benefits can actually be achieved. If they can’t, are exaggerated, or have conditions that are not made clear, consumers are likely to be disappointed. So keep your customers happy and your reputation clean by making these five New Year resolutions, says CAP (Committee of Advertising Practice).

1. Qualify your sale claims Avoid making general “SALE” statements without including information about what exactly is included. Consumers are likely to understand such a claim to mean that everything you sell is reduced. If you indicate that the sale is on “selected lines only”, make sure a reasonable number of categories are included and, if your sale is on say selected clothing items only, make it clear that the sale is limited to that category.

2. Availability of sale items We receive lots of complaints from consumers who visit online retailers and see a reduced item, only to find that it’s not available. If stocks are limited, make that clear. However, in the event that you do run out of stock, remove the advertisement. If, however, you are running a sales promotion, there are specific rules which reflect a retailer’s obligation to make a reasonable estimate of the demand for promotional goods. The Advertising Standards Authority (ASA) upheld a complaint last year about the availability of an item where a promoter failed to make a reasonable estimate of demand and continued to market it after stock had run out.

3. Price items accurately Price statements in your promotions should not mislead by omission or exaggeration. If you’re an online retailer and non-optional charges apply in addition to the cost of the item, be sure to make that clear in the body copy. If non-optional charges apply per item, they should be included in the quoted price. If a one-off delivery or transaction fee is charged per order, and there are no other means for your

customers to avoid these costs, make them clear on the product page.

4. Hold relevant evidence The ASA applies the rule of thumb that 10% of products advertised in “from” or “up to” claims should be available at the quoted price. In the event of an ASA investigation, evidence would need to be supplied to demonstrate this. Savings claims also need to be supported with evidence. They often refer to the amount or percentage that can be saved, such as “save £100” or “save 50%”, and these savings should compare the current price with the price at which the product was most recently sold. If the basis of the comparison is different, the advertisement should make the basis clear; and if the comparison is with an RRP, any savings claim should be based against the price at which the product was generally sold.

5. If you set a deadline, stick to it If your sale items are not subject to availability then you might need to state a closing date to avoid consumers expecting the advertised stock to be reduced indefinitely. Closing dates are significant conditions so, if you pick one, communicate that in your marketing and make sure you stick to it. The ASA has previously upheld a complaint about an ad that claimed "SALE ENDS MONDAY 8PM", because the advertiser continued to offer promotional prices after the end of the advertised sale, in which the price on selected products decreased further.

• For more information, visit the Committee of Advertising Practice website at www.cap.org.uk

EQUESTRIAN TRADE NEWS JANUARY 2013 15

Saddles in the blood…

There’s no country clothing or dog beds at Pointings…only saddles, saddles and more saddles. Katie Roebuck meets owner Peter Lewis, who’s something of a legend in the trade. or more than half a century, Pointings has traded in Bath.

When current owner Peter Lewis’s father bought J.Pointings & Son in 1956 it was a hay and corn merchants at 22 Monmouth Place. Peter joined the business in 1969.

Shortly afterwards, a local council compulsory purchase to make way for the Buchanan Tunnel, an ambitious and flawed traffic scheme which never happened - forced them to move.

Pointings found itself at 37 Kingsmead Street, while Peter’s parents expanded into gardening goods at another Bath location.

F

“ The workshop used to be a riding school where Pat Smythe kept her horses.”

“Smiths were the saddlers in Bath at the time, they were based near the Abbey,” said Peter. “They closed and people started asking me for saddlery.

I obtained the services of Alan Hooper who had been with Smiths and moved into 5 Monmouth Street where the saddlery had its own separate showroom.” The feed side of the business stayed at Kingsmead Street until that was wound up.

At the end of the 1980s, the opportunity came up to rent Blathwayt stables on Lansdown on the northern fringes of Bath. It used to be a riding school where the famous lady show jumper Pat Smythe kept her horses.

Peter initially used the building as a workshop. His parents retired from the

gardening business and Alan retired in about 2002. Since then, the workshop has moved into a set of portacabins opposite what is now the retail shop. Alongside a range of 200 saddles for sale, all other stock relates directly to tack; not clothing, not pets.

Pointings stocks one of the largest selections of new and second hand saddles in the south-west and boasts some of the best quality bridlework in the world.

Since developing the saddle side of the business 40 years ago, saddlery has become the heart of Pointings; it is its niche. Peter taught himself the skills needed. He has since been President of the Society of Masters Saddlers, Chairman of BETA, and Master of the Worshipful Company of Saddlers.

He also lectures on saddle fitting. “It was thanks to Ali who continued the business for me I was able to do it. It required a lot of weekend work, but it was a great honour and I wouldn’t have missed it.”

Ali Kinge, who trained with Peter, works alongside him in the shop and out and about fitting saddles. Tanis Brain is the current apprentice who undertakes bridlework and looks after the internet side of the business.

“The future is online, not necessarily selling, but getting your message out there. These days in the industry you have to multitask,” said Peter.

The internet has provided opportunities, but also problems; customers have been known to get Peter to fit a saddle, say ‘thank you very much’ and buy it cheaper online – something that’s fraught with danger, he warns.

Saddle fitting has undergone a huge transformation in the last ten

16 JANUARY 2013 EQUESTRIAN TRADE NEWS

Pointings was originally a hay and corn merchants.

years which Peter thinks is mainly due to economic factors. For registered saddle fitters, checking and selling saddles can be quite lucrative.

“The Society of Master Saddlers (SMS) is now catering for saddle fitters more, rather than the retail side. When you first applied to be in the SMS, you had to sell saddles and provide a service to the customer, such as sell bridles, soap and sundry goods,” he said.

“The SMS used to be retail orientated, now the saddler has to achieve the right qualifications through City and Guilds which came into force for bridle making and saddle making. The Worshipful Company of Saddlers set up

the qualifications and supports the SMS.” Peter has always taken to the road and gone saddle fitting. In the early days, he recalls, the advice was merely ‘three fingers at the wither’.

There was certainly no connection with vets or ‘back people’.

Since the introduction of saddle fitting courses, Peter has seen tremendous change.

Can it really be only in the last ten years that saddles have been made to fit the horse?

Peter says manufacturers are more aware of the importance of quality and fit too.

“Stubben was the saddle of choice 20 years ago; they were worth £600 new. Times have changed. Pony saddles could

www.equestriantradenews.com

As a former SMS President and BETA chairman, Peter Lewis has contributed much to the trade.

be bought for £30. An English spring tree saddle was £120.

Our best selling saddle range these days is Albion. The advantage Albion have is they make their own tree; so the design is the same tree all the time on an established model which won’t change.”

Peter and Ali travel within a 50-mile radius to meet clients at their own yards. It takes about an hour to fit a saddle and the travel is time consuming, but although they can fit saddles to horses at Blathwayt, the horses are more relaxed and settled at home which is preferable.

Peter counts a lot of top level eventers and dressage riders among his clients.

“Professional riders know exactly what they want and how their horse goes in it,” he said. “The more novice rider doesn’t quite know and initially hasn’t got the ability to detect how the horse is moving underneath them.

“They know if the saddle is comfortable for them or not.

The saddle fitter can see how

the horse reacts. There are more variables when selling to a novice.”

Although it means extra paperwork, Peter welcomes the new trade legislation that stipulates a seven day period during which the customer can return the saddle if not suitable for them. “It’s a change for the better to protect the customers and saddle fitters,” he said.

Peter also carries out a check after four to six weeks to make sure the saddle still fits correctly.

For the man who has been synonymous with saddlery for so long, decisions have to be made. Peter is thinking about retirement and the shop lease is up in four years’ time.

Ownership and location may change again, but there is little doubt after 40 years that Peter will let Pointings do anything other than continue to live up to its well established reputation. Pointings will remain true to its core, selling and fitting saddles for the benefit of rider and horse.

Stock with no sell-by date…

The only trade stand Pointings has these days is at Badminton Horse Trials. In fact, being local and great for publicity, it’s a must-do show.

So it was devastating for Peter and his team when Badminton was cancelled last year. Like other traders, Pointings was left with surplus stock – although of course high quality bridlework never goes out of fashion and will be back on sale at Badminton 2013. www.equestriantradenews.com

How to sell more bales... o longer do horse owners rely solely on straw or shavings. An increasing number of alternative bedding products have entered the market, including wood fibre, paper, hemp and even elephant grass.

Meanwhile growth of the internet and social media marketing means that end users are contacting manufacturers directly – by-passing the retailer altogether.

So how can retailers ensure they not only maintain sales, but also increase them?

Knowledge of the customer base and the products they buy,

N

Claire Hayward “easibed supports its retailers.”

18 JANUARY 2013 EQUESTRIAN TRADE NEWS

along with knowledge of buying patterns and a good stockholding, are the key elements for successful retailing.

People like to visit retail stores to buy their bedding, along with other products that they might need, but retailers must ensure that the products their client base buys are readily available in store.

Products need to be well displayed with clear price points. Time is of the essence for the majority of horse owners; they know what they want and they will shop at the stores that always have what they need.

A lack of space in many retail stores means bedding is often kept on pallets at the rear of the building, making it difficult for shoppers to see the full range on offer. Successful bedding retailers display an open bale of each product, enabling shoppers to see, touch, feel and smell the bedding before making a purchase.

Retail staff who can help shoppers with bedding queries is another way to retain customers. Sound advice about which product might suit a particular horse is more likely to keep the client - and in the process build a trusting relationship, increasing the likelihood of repeat business. easibed attends many open evenings to support its retailers throughout the UK. It’s a great way for stores to promote their products and services and to open their doors to new and existing clients.

Open evenings allow reps to interact with customers and explain the benefits of their products face-to-face. Such events often encourage companies to offer special deals on the night too.

For sales reps, it’s a fantastic

As consumers enjoy more choice and sources of supply, bedding retailers face new challenges, says Claire Hayward of easi animal beddings. means of building relationships with stores and customers; while for retailers it’s a great way to advertise what they have on offer. easibed prides itself on the relationships that it has built with existing clients over the years. We feel our customer service is key to the success of the selling of our products and the loyalty from our retailers and wholesalers.

Horse owners will shop at the stores that always have what they need.

Smallholder sales The launch of easibed’s sister product easichick has also proved popular with retailers, giving them another product to promote to their clientele. easichick’s 10kg bag is ideal for smallholdings or chickens in the back yard – or a new attraction for existing customers who may have poultry as well as horses. It’s also another way to pull customers through the door. t easibed 07717 734207

Clearly displayed and priced bedding for successful retailing.

www.equestriantradenews.com

Sweet dreams...

Is it time you woke up to what’s new in bedding?

The many pluses of pine

Consistent supply assured

BEDMAX has been making shavings predominantly from pine ever since the company launched its purpose-made bedding in 2000.

The anti-bacterial power of pine is particularly important as more horse owners turn to wood shavings or other wood productbased bedding for their horses, says managing director Tim Smalley (pictured).

“We decided to use pine because our research justified the health advantages to horses in the stable.

Pine has been used medicinally and as an antiseptic for centuries in cultures all over the world, but it wasn't until recently that its antibacterial effects were scientifically proved. This is a factor that horse owners should be aware of when choosing bedding.”

Scientific tests [references available] have shown that different types of softwood vary enormously in their anti-bacterial 'performance'. They prove, for instance, that pine works faster and more effectively than larch or spruce, types of wood also used for horse bedding.

In two comparative tests using pine, larch and spruce, carried out by scientists in Germany in 2002 and 2005, pine proved to be the most powerful and efficient killer of two of the most prevalent harmful bacteria: Escherichia coli (E.Coli) and Enterococcus faecium.

In the case of E.Coli in particular, pine killed the harmful bacteria much faster and more completely than spruce or larch, and completely prevented regeneration, unlike the other two softwoods.

Although Bedmax has been using pine for more than 12 years, a remarkable recent experience has prompted the company to promote the source of its shavings.

“A growing number of sheep farmers have been using our pine shavings in their lambing pens, and many of them report that this is reducing their lamb deaths, as well as saving money on expensive antibiotics,” said Tim. The principal cause of lamb death is E.Coli infection leading to scour or diarrhoea. Among farmers using Bedmax, many report that they are virtually eliminating E.Coli infections and seeing far fewer lamb deaths.

“This is a significant practical demonstration of the hygienic properties of pine shavings,” said Tim. “We set out in 2000 to produce a bedding that was as healthy and as hygienic as possible for horses.

We believed then that using pine added an extra benefit to all the other benefits we designed into our shavings - science has confirmed that belief.” t Bedmax 01668 213467

VERDO Horse Bedding is a heattreated wood pellet product.

When a small amount of water is added to a bag of the bedding, a regeneration process is activated and within 20 minutes it’s ready to be emptied onto the stable floor.

Verdo pellets, made from virgin soft wood, is said to contain less than 1% dust. The suppliers claim it can save up to 40% on consumers’ bedding bills.

The pellets, which absorb three times their own weight in liquid, are made in a UK based production plant which is open 364 days a year, ensuring consistent supply, says the company. t Verdo Horse Bedding 01264 342 009

Box clever this winter WITH many horses spending extra time confined to their boxes this winter, Nedz bedding can help provide a safe, hygienic and comfortable environment.

Made from chopped straw, Nedz Pro and Nedz Original have anti-bacterial, antiseptic, anti-fungal and antiparasitic properties to help eliminate odours.

Nedz Original is a traditional wheat straw product, while Nedz Pro is made from oilseed rape straw. Both are said to be quick and easy to muck out. t Nedz 01254 677 762 www.equestriantradenews.com

EQUESTRIAN TRADE NEWS JANUARY 2013 19

The definition of dust BEDDING producer Plevin considers anything of 1.3mm or less as dust – that enemy of the stabled horse.

“Our specialised machines eradicate anything of 1.3mm or lower,” says Colin Smith, group sales manager. “So we guarantee all our equine beddings are dust free with no airborne materials in our packs whatsoever.”

Plevin’s Snowflake Supreme and Woodpecker brands are sourced directly as shavings.

“They’re a by-product of UK saw mills where items like skirting boards, wood paneling, and architraves are made,” explained Colin. “We collect shavings in sealed containers to transport back to our depots.

“At this stage, the shavings and the dust are together, but our machines vibrate them to eliminate all dust. In simple terms, they go into what looks like a big sieve which will not let anything above 1.3mm through.”

Shavings are then baled and packed by approximate weight. “It’s easy to tell quality shavings,” said Colin. “With lower grade brands you see a layer of dust around the base of packs once they settle.

You won’t see that with our brands.”

Snowflake Softchip is also sourced from UK saw mills, but as off-cuts - surplus wood which mills discard.

“It’s recycled in that it would otherwise go to landfill, but it’s all 100% clean, kiln-dried, white softwood. We put it through our own specialised milling process, before it goes through the dust extraction system,” said Colin.

Softchip is a key product in Plevin’s range as it is consistently available year round.

Meeting demand “No company can guarantee supplies of wood shavings bedding, as we really are in the hands of the weather gods,” said Colin.

“If saw mills see a dip in demand for their products, there’s a knock-on effect to us. Wet summers like 2012’s seriously affect supplies. But what we can do is build up stocks in drier periods, monitor customer buying patterns and always do our best to meet demand.

“In addition we have Softchip as a consistent, reliable back up when shavings are short. Customers who prefer traditional shavings may have to make slight changes in bedding maintenance, but we can advise them and the supply is there.” t Plevin 0870 7500805

Tools for the trade Bedding needs tools to muck out and ‘set fair’.

Reduces harmful bacteria YOUR customers can help to protect horses from harmful bacteria and fungus with KBF99 stable equipment.

The range of buckets, brooms, shavings forks, salt lick holders and scoops incorporates the KBF99 additive which was tested at Coventry University and effectively killed 99% of the bacteria test culture (including Strangles, Ringworm and E.Coli).

KBF99 is chemical free and can dramatically reduce harmful bacteria and fungus in the stable environment when combined with good management.

Prices start from £5.99 (retail). The additive is effective for a minimum of two years and all products feature a best before date. t Vale Brothers 01239 614648

Mucking out made easier EZIMATE can be added to any mucking out tool to help reduce back fatigue.

The handle attaches mid-way down long handled tools at the optimum position, depending on the user’s height, to enable him or her to keep a straight back.

Ezimate is available in a range of attractive colours, in single or triple packs. RRPs are from £7.95. It comes nicely presented for retail sale. t New Equine Wear 01172 303700

A prosperous New Year!

Saving time and money TIME and money are two things your customers might be seeking to save in the New Year.

Introducing them to Megazorb could give them more quality time to spend with their horses – and cash to spend on other items with you!

Megazorb’s “amazing absorption capacity” means that once the initial bed is down, very little extra is required for upkeep, says supplier Northern Crop Driers.

By removing the very wet patches and topping up the bed as and when required, costs are dramatically reduced. Mucking out time and the amount of waste for disposal are also slashed. t Northern Crop Driers 01759 318396 20 JANUARY 2013 EQUESTRIAN TRADE NEWS

SADDLERS and agricultural merchants can look forward to a great year.

Agriculture is doing well, so associated industries look set benefit, says Chris Birch, sales manager at Faulks & Cox. “Farmers’ wives and kids have that bit extra to spend on their four legged horse friends. We have already noticed our equine and agri ranges making a great upturn,” he added.

“Wm. Faulks Tools and Tubtrugs [pictured] are doing particularly well as they are items that everyone needs and buys... the convenience of Profit Pack presentation just makes it a nobrainer to stock the products.”

The dedicated POS stands feature in the Faulks & Cox catalogue that was distributed with the October 2012 issue of ETN. t Faulks & Cox 01455 848184

www.equestriantradenews.com

• Equine vet Elizabeth Finding (left) has joined The Royal Veterinary College (RVC) and Walthamled research group, The International Laminitis Consortium, to start a PhD on laminitis. She will be trying to find out why some horses and ponies are more at risk of laminitis than others, and what preventative measures can be put in place.

• Lisa Dure, formerly with Redpin Publishing, has launched a marketing, PR and promotional business, The Brand Wagon.

• Dr Andrew Waller, head of bacteriology at the Animal Health Trust (AHT), was presented with the British Horse Society’s (BHS) Welfare Award for Excellent Service by BHS president Martin Clunes in a ceremony at Saddlers Hall, London.

Andrew has been instrumental in the development of blood and DNA tests to diagnose horses infected with strangles, as well as working toward the launch of the first safe vaccine. Some of this work was partfunded by a £15,000 bursary from Burghley Horse Trials in 2011.

• A number of British appointments have been made to the FEI General Assembly [the governing body for international horse sports]. Dr Peter Whitehead becomes chairman to the FEI Medical Committee. A GP, he is the current director of human sports science and medicine for the British Equestrian Federation's (BEF) World Class Programme.

Endurance sees John Robertson, a 4* endurance judge, technical delegate and endurance course director, appointed to the FEI Endurance Committee. John Eccles has been appointed to the FEI Vaulting Committee. John, chairman of British Vaulting, trains and lunges WH Bentley for his daughters, Joanne – the current female world champion – and Hannah.

Chief executive of British Dressage (BD) Amanda Bond has joined the FEI Para-Equestrian Committee. Amanda was GB’s paralympic equestrian manager in Beijing (2008) and London (2012). Captain Mark Phillips has been short-listed for the position of eventing course designer for the 2016 Olympic Games in Rio.

• Equine nutritionist Eloise Vizor

(pictured on her horse Dominoe) and biomedical graduate Kerry Curtis have joined supplements company EquiFeast.

Both will be helping on the Gloucestershire based firm’s equine helpline, with Kerry also providing bird care and pet advice.

• Editor Abbey Wass has left monthly magazine Hooked on Horses. A replacement for the Essex regional title has not yet been announced • A Day, Son & Hewitt team who took part in a 24-hour mechanical horse ride helped raise £2,500 for a local Riding for the Disabled (RDA) group. It was a particularly valiant effort for the nonriders from the horsecare brand such as events coordinator Tom Davis (pictured doing his stint in the saddle) and James Watts from marketing. Also taking part were Laura Dagg, Sue Taylor and Toby Springham.

• Congratulations to Nigel and Claire

Brown, of Handmade Shoes - UK distributor of Kevin Bacon’s hoof care products, who have an addition to the family. Emily Grace Brown was born on 25 November - the wettest night of the year - weighing 7lbs 2oz.

• Paul Dickson and Orla O'Neill were married on 28 October at Mount Falcon, Ballina, Co Mayo. The happy couple is pictured with Paul's father and mother, Brian & Polly Dickson, well known in the trade as previous owners of Derby House Saddlery. Many family and friends made the journey to Ireland for a wonderful weekend. www.equestriantradenews.com

EQUESTRIAN TRADE NEWS JANUARY 2013 21

• Abbey England is to sponsor the Champagne Bar at BETA International 2013 under its Equus brand, famous for its rubber over-reach boots. The company is a former BETA International main sponsor.

“It’s fantastic to welcome Abbey England back on board as a sponsor,” said Claire Thomas, commercial manager of EMC, organiser of BETA International. “The company is one of the show’s most loyal and enthusiastic supporters and we are really looking forward to working with them once again. The Champagne Bar always brings a sparkle to the show.”

Abbey England, formerly Abbey Saddlery & Crafts, owns an extensive business portfolio including the Liston Lock Company and B B Stanley Brothers of Walsall. The latter is the UK’s last remaining brass foundry, enabling Abbey to supply British-made components to the equestrian, fashion and motor industries.

“The Equus Boots by Abbey Champagne Bar is an ideal opportunity for us to re-launch the Equus brand to saddlery retailers,” said marketing manager Peter Phillips.

The Champagne Bar is the perfect place for BETA International visitors to relax and unwind over a chilled glass of bubbly with friends, colleagues and contacts. Abbey England joins fellow sponsors Caldene, Charles Owen, Equestrian Life magazine, Horseware Ireland, Redpin Publishing, SsangYong, Toggi, TopSpec and Virbac Animal Health which returns as main sponsor.

• There were treats all round for the winners of the 2012 Pony Club Open Eventing League, sponsored by Likit. Competitions had been held all season with 600 horse and rider combinations taking part.

League winner Stephanie Elliot (22), from the North Warwickshire branch, scooped a day’s training with legendary eventer Mark Todd. Hundreds of pounds worth of training bursaries went to the runners-up, Likit also donated prizes in kind and all competitors received a Likit Treat Bar. “Well done to all those who took part and thank you to all the branches for their superb organisation in what was a challenging season weather-wise,” said Likit marketing manager and former Pony Club member Lindsay Gall.

• Charles Owen is to sponsor the Horse Demonstration &

• British paralympic dressage rider Deb Criddle called in at The Ideal Saddle Company in Walsall to meet the man who made her saddle. Deb is pictured with Tony Fellows - and her gold medal. Deb lost her right arm and seriously injured her right leg following a motorcycle accident. London 2012, her fourth paralympics, saw her win three medals riding The Lady Joseph Trust’s LJT Akilles.

• Sally Wagstaff and

Gulliver (pictured) were among the winners of the 2012 Grange Farm JumpCross League, sponsored by feed company TopSpec. The hybrid of show jumping and cross country is proving increasingly popular with the venue near Peterborough something of a headquarters for the sport.

• Dodson & Horrell is to be the title sponsor of Chatsworth International Horse Trials. The event at the Derbyshire home of the Duke and Duchess of Devonshire takes place on 10-12 May. Last year’s running was cancelled due to waterlogged ground. The feed company is also backing this year’s Veteran Horse Showing Championship for the eleventh consecutive year. Open to horses aged 15 and over, 17 regional finals culminate in a championship at Olympia. British Dressage’s novice championship has attracted support from Dodson & Horrell for the 13th year.

22 JANUARY 2013 EQUESTRIAN TRADE NEWS

Seminar Arena at BETA International. The riding hat specialist will introduce The Charles Owen Learning Centre to showcase liveaction product displays and retailer information sessions.

“The most successful retailers are those keen to learn about how they can improve their business,” said Charles Owen managing director Roy Burek. “The Charles Owen Learning Centre @ the Horse Demonstration & Seminar Arena presents a prime educational opportunity for members of the equestrian trade to discover more about the products they sell in their shops. Charles Owen is very excited to support this important initiative from BETA International.”

Charles Owen has exhibited at the trade fair for more than 20 years. The family-owned and run company celebrated its centenary in 2011.

The Charles Owen Learning Centre @ the Horse Demonstration & Seminar Arena will chart the brand’s heritage and present an interactive guide to hat manufacture, testing and fitting, with the help of Charles Owen sponsored riders.

• Katie Jerram is endorsing Gatehouse Hats after testing the company's Hickstead Riding Hat for Showing World magazine. “I was really surprised when I tried the Hickstead,” said the top show rider, “I can honestly say it’s one of the best velvet show hats I’ve ever worn.”

Katie has since purchased a Gatehouse HS1 which passes Snell E2001, the highest manufactured riding helmet standard in the world.

“I wear a jockey skull when I’m on the yard because you can never tell how horses are going to react, not just when being ridden, but when you’re feeding, clipping or turning them out. Wearing my HS1 really makes me feel safer,” she said.

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

Merchants are often the first point of contact when customers need advice...

ETN asked the experts to answer these typical queries.

What should I feed...?

A stallion should enter the breeding season with moderate to good body condition.

...A native pony brood mare that’s due to foal in May It’s tempting to assume a native pony won’t need feeding at all, but correct nutrition is recommended for all mares, from conception onwards, to support the growing foetus and development of the placenta, uterus and mammary glands.

Research has shown that modern pasture and forage is lacking in minerals yet these are essential for healthy growth of the foetus. So some form of supplementary feeding is required.

Specially formulated stud balancers, like Baileys Stud Balancer, Dodson & Horrell Suregrow or TopSpec Stud Feed Balancer, provide all the necessary protein, vitamins and minerals without the calories associated with a traditional stud mix or cube.

This makes them ideal for good-doers, like natives and some warmbloods, and means that a fully balanced diet can be maintained without encouraging weight gain.

Like other balancers, the feeding rates for these are low, typically around one to two coffee-mugs-full for a 12hh – 13hh pony and three to four mugs-full for a 14hh – 15hh mare, throughout pregnancy.

Once the foal is born, the

dam’s nutritional requirements increase massively as she produces milk to feed the foal.

If her forage intake meets her increased calorie requirements, she can remain on a balancer, although the amount will need increasing according to manufacturer’s recommendations.

Alternatively, she may need switching to a stud mix or cube for extra calories.

Depending on the mare’s body condition during pregnancy, forage intake should be ad lib although, if there is a risk of her gaining too much condition when the grass comes through in spring, access to pasture might need limiting accordingly. If this is the case, lower calorie fibre sources must be provided so that intake does not fall below the equivalent of 1 – 1.5% of bodyweight. ...A Thoroughbred yearling that’s struggling to maintain weight during the winter Whether living in or out, the youngster will need plenty of good quality forage to maintain fibre intake. The fermentation of fibre in the horse’s hindgut creates heat, which helps the horse keep warm from the inside and reduces the number of calories from food required to keep warm. This means that, since

24 JANUARY 2013 EQUESTRIAN TRADE NEWS

grass is likely to be in short supply during the winter, ad lib supplementary hay or haylage will be required.

The nutritional quality of the forage will determine the type of additional hard feed required but it’s safe to assume, in this instance, that a mix or cube which supplies calories as well as a balance of other nutrients, is the feed of choice. A yearling is still growing considerably and must be fed to support this growth, as well as to maintain condition, so a specially formulated stud or yearling feed should be given.

Many horse owners and breeders still wrongly believe that growing youngsters should not be fed but quality protein, vitamins and minerals are essential to provide the building blocks for good muscle development as well as strong healthy bones, tendons and ligaments. Growth problems arise when youngsters’ diets are unbalanced or provide insufficient of these nutrients to support growth.

Check the sack, brochure or company web site to ensure the stud or yearling feed is given at the correct levels, as some are formulated to be fed according to the anticipated mature bodyweight of the

youngster and some according to its current bodyweight.

Typically for a Thoroughbred yearling like this, we will be looking at 6 – 8lb per day, divided into a minimum of two meals.

If the youngster is a poor forage eater or the forage is of doubtful nutritional quality, additional fibre sources can be provided, like alfalfa chops and soaked sugarbeet pulp.

Soakable beet combined with alfalfa, such as Fibrebeet or Dengie Alfabeet, is also a good choice as this gives the benefits of both in one product, namely digestible fibre and quality protein from the alfalfa. ...A warmblood stallion soon to be covering mares Sperm takes about 60 days to develop so raising the nutritional status of the stallion 60 days prior to his first covering, or collection if AI is being used, will help ensure that the sperm is at its optimum at the time of covering. The aim should be for the stallion to enter the breeding season with moderate to good body condition and receiving a fully balanced diet.

Research has shown that Omega 3 fatty acids are essential for fertility and must be included in the horse’s diet www.equestriantradenews.com

as he is unable to manufacture them. They are directly incorporated into the sperm cell membrane, making it stronger and more able to withstand the aggressive processes of freezing and thawing when prepared for AI. They do not work in isolation, however, and antioxidants, like vitamins E and C and selenium, work synergistically to increase sperm numbers and fertility.

All these nutrients are included in most good quality stud and performance feeds so, as long as the chosen feed is given at recommended quantities, the stallion should have sufficient to support any work that he is doing and maintain condition and fertility. For good-doers, or those with lighter workloads or limited appetites, a stud balancer is ideal to ensure these requirements are met without the calories of traditional feeds.

Where fertility rates are in doubt, or for hard working stallions and those collecting

regularly for AI, feed supplements designed to support fertility are available.

Baileys Fertility Plus is a rich source of Omega 3 fatty acids and other essential nutrients, whilst Blue Chip Dynamic, originally designed to provide nutritional support for joints, has also been fed to stallions collecting for AI. ...A half-bred mare with foal at foot, born early in February A mare’s energy requirements increase by as much as 44% once she has

A mare’s energy requirements increase by as much as 44% once she has foaled.

foaled and is lactating; other nutrients, such as protein, calcium, phosphorus and vitamin A, are in particularly high demand. With the foal growing most rapidly during the first three months, the mare will give up to 3% of her bodyweight daily in milk production so, if her diet is deficient in calories at this stage, she will lose weight. If her diet is deficient in protein, she will lose top line and muscle, while a deficiency of major and trace minerals will mean she sacrifices stores in her bones and liver.

Since grass availability is negligible at this time of year, ad lib good quality forage is essential and then, depending on the mare’s condition, supplementary feed in the form of a stud mix, cube or balancer. As ever,

manufacturers’ feeding guidelines must be adhered to and rates will be considerably higher during the first three months, with a 500 – 600kg mare needing around 12lb of a stud mix or cube, per day, during months one to three, reducing to 9lb during months four to six of lactation.

If the mare is a good-doer, or doesn’t need the full amount of stud mix or cubes to maintain condition, a stud balancer should be fed to ensure the diet contains the necessary levels of essential nutrients. Ultimately, the quantity and quality of the mare’s milk will determine the foal’s growth rate, body weight and condition, especially during the first three months of life when it is entirely dependent on its mother’s milk.

With thanks to the nutritionists at Baileys Horse Feeds.

For copies of Baileys’ Stud Range brochure, which contains useful feeding advice for all breeding stock - as well as product information, contact Baileys Horse Feeds on 01371 850247.

The generation game Breathe new life into your sales by stocking up on products for the stud season.

For happy brood mares NUTRITION and environment are key considerations when breeding from a mare, says GWF Horses are grazers who should have access to ad-lib forage and food high in fibre and low in starch. For a broodmare to conceive quickly, she should be living a stress free life, be in a healthy condition and feel settled in her surroundings.

Stephen Tucker, managing director of GWF Nutrition (pictured), has the following advice about feeding expectant equines.

“To keep breeding stock in peak condition, a fully functional digestive system is very important to deliver essential vitamins, minerals, trace elements, Omega 3 fatty acids and high quality proteins. These vital nutrients are involved in every aspect of conception and development of the foetus.

“Once the foal is born, these nutrients carry on contributing to the health of both foal and mother going forward. Having gone through the trauma of birth, the mare will continue to need nutritional support to support her foal.

“These vital nutrients play important roles in lactation, so passing on immunity in colostrum and supporting the growth and thriftiness of the neonatal foal. Omega 3 fatty acids aid cognitive development, while globular proteins from hemp are utilised in hormones, enzymes and other metabolic processes.”

Providing this sort of nutritional help does not have to come at a high price, adds Stephen. “Equilibra 500 + Omega 3 is a complementary feed for all horses and ponies regardless of age, size or discipline. It lays the foundation for health, fertility and performance with little or no requirement for other hard feeds and supplements for horses and ponies in light work or resting.

The result is increased well-being for the horse and foal at foot, in a simple manner, and greater economy for the owner.”

Equilibra 500 + Omega 3 should be fed with good quality forage such as grass, hay or chaff. The feed has an emphasis on naturally slow, microbial, hindgut fibre digestion and the slow release of energy that comes from it. It is non-heating and is a natural and beneficial way of feeding. t GWF Nutrition 01225 708482

Meeting their needs IF YOUR customers have youngstock or run a stud, you can meet their requirements by stocking TopSpec Stud Feed Balancer.

Designed for broodmares, youngstock and stallions, this balancer promotes muscle and skeletal development without providing excess calories which may result in overtopping.

It also improves the amount of nutrients a horse can extract from the total diet, ensuring breeding stock receive optimum nutrition from reduced levels of hard feed, with many resulting benefits.

TopSpec Stud Feed Balancer improves hoof, skin and coat quality, while helping to maintain appetite, moderating the effects of stress and helping to maintain a healthy immune system.

Features include good quality protein and intracellular soya oil plus powerful levels of vitamin E and selenium; these antioxidants are important for fertility and muscle function. t TopSpec 01845 565030 26 JANUARY 2013 EQUESTRIAN TRADE NEWS

The retailer’s stud kit SARACEN Horse Feeds can provide your customers with an easyto-follow stud feeding plan.

Within its range are feeds formulated to meet individual horse’s requirements. Saracen takes this approach being mindful that mares, stallions and youngstock have very different nutritional needs.

Take the Saracen Stallion Plan which comprises Covering Mix and Off Season Mix. During the off-season, stallions can be maintained on the latter to keep an optimal body weight. Then, 60 to 90 days before the breeding season begins – the time it takes sperm to be made - Covering Mix should be introduced.

Carnitine is included in Stallion Plan feeds as research has demonstrated that it increases progressive sperm motility [capable of movement by independent means] by over 50%.

There’s also a balanced ratio of omega-6:3 fatty acids which have the potential to affect sperm quality as well as quantity.

Retailers should also consider stocking Saracen Mare-Care at this crucial time. This product focuses on the three stages of equine reproduction: early (conception to seven months), the last trimester to foaling, and lactation – with respective nutrient requirements.

“The most common mistakes made in feeding broodmares are to overfeed during early pregnancy, and underfeed during lactation,” says Saracen’s nutritionist Lizzie Drury. “Saracen Mare-Care is a specifically formulated diet for broodmares during late pregnancy and lactation.”

Among the comprehensive list of Mare-Care’s ingredients is Bio-Mos to help optimise mare health by attracting and ‘mopping up’ bacteria such as E-Coli and Salmonella. Bio-Mos has also been shown to support the horse’s immune system; while the inclusion of Bio-Mos in broodmare diets optimises colostrum quality.

Saracen Level Grow (mix and cubes) is another useful product for merchants to stock at this time of year.

Formulated to be fed like a conventional stud feed, it features fats and ‘super-fibres’ as energy sources. Post weaning, Saracen Level-Grow can be the sole source of concentrate feed given to weanlings to carry them through to their yearling year, until growth rates start to level off.

His Highness (Wynton x Fabriano x Donnerhall), the magnificent KWPN colt in our photograph by Kevin Sparrow, has been fed on Saracen Level Grow. t Saracen 01622 718487

Continued on page 34 www.equestriantradenews.com

No more ‘eating for two’ Obesity has been a cause for concern in humans, pets and equines for some time. But what are the implications for brood mares, asks Katie Williams M.Sc, technical manager at Dengie.

RATHER than ‘eating for two’, a pregnant woman only needs an additional two slices of bread and butter (depending how thickly she spreads the butter!) in her last trimester to meet the additional energy requirements of pregnancy. That equates to about a 20% increase in energy intake - not double!

For mares, the National Research Council Nutrient Requirements for Horses (NRC) guidelines suggest that for the second trimester a mare needs about a 3% increase in energy requirements and in the last trimester, just as for a woman, about a 20% increase. So if the mare is already overweight, increasing energy intake would not be recommended.

Research has shown that a child’s BMI correlates more strongly with the mother’s BMI than the fathers. This has been corroborated with trials in rats.

The litter size, birth weight and size were not affected by maternal obesity but offspring from obese dams gained much greater weight and higher percentage of body fat. This suggests that maternal obesity at conception leads to foetal programming of offspring, which could result in obesity in later life.

As obesity is one of the most significant contributing factors to laminitis risk, possibly the best course of action in reducing the incidence of laminitis in the future is to ensure that no mares are overweight when bred from.

Lactation is when the mare’s energy requirement increases

significantly. NRC guidelines suggest that in the first few months of pregnancy, the energy requirement increases by 90% compared with a barren mare, whereas a woman’s only increases by 43%.

This difference relates to the offspring’s growth rate. A foal grows by about 1.7% of bodyweight per day, over twice as much as a baby at approximately 0.8%, which requires more energy to fuel it. For the first three months, when the foal is dependent on the mare’s milk for this energy, a 500kg mare could produce between 10 and 17.5kgs of milk.

Interestingly, mare’s milk has a relatively low fat content, only the White Rhino is said to produce milk with less fat. This probably reflects the fact that as an herbivore, the horse’s mature diet is generally low in fat and so its metabolism has evolved to function on a carbohydrate based diet.

Lactation can be an opportune time to achieve some weight loss in the obese mare. By feeding the mare less calories but maintaining her micro-nutrient intake, it should be possible to promote weight loss as she uses her own energy stores to support milk production. Stud Balancers or supplements for the mare alongside plenty of fibre are useful.

When advising your customers, don’t be afraid to highlight the importance of a mare being at the correct weight throughout her Dengie nutritionist Claire Akers uses a weighbridge pregnancy for the on all yard visits to help owners keep their horses at a healthy weight – something which is equally benefit of the offspring in later life. important for brood mares.

BLACKS BACKING FOR BUSINESS AWARDS

T

he BETA Business Awards continue to attract strong support from the corporate community and we are pleased to welcome Leeds-based Blacks Solicitors to our loyal group of sponsors.

The legal firm will sponsor the Trade Supplier of the Year award, presented to the manufacturer, wholesaler or distributor judged to offer the best customer service, delivery, product knowledge and awareness of retailers’ requirements.

“We look forward to presenting the trophy to the winner of what

is sure to be a hotly contested competition again this year,” said Chris Allen, managing partner at Blacks Solicitors.

“With a nationally recognised sports law department and a client base that consists of high net worth individuals and SMEs, we see our sponsorship as a natural extension of our commitment to the continued growth of the trade and retail sectors within the equestrian industry.”

Blacks Solicitors joins fellow BETA Business Awards sponsors TSM, Joules, Haygain, Harry Hall, SEIB and Equine Careers.

Don’t forget Gala Dinner tickets

THE BETA Gala Dinner, at the Motorcycle Museum, near Birmingham, on Sunday 17 February, is a glittering highlight of the industry’s social calendar, so make sure you don’t miss out.

The evening includes a fabulous three-course dinner,

dancing and entertainment, and the presentation of the BETA Business Awards.

Tickets cost £55 per person, £500 for a table of 10 and £600 for a table of 12 – all plus VAT. Contact the BETA office to book your tickets.

Trade fair benefit BETA retail members visiting BETA International 2013 on at least two days are entitled to a £50 subsidy per company.

Designed to offset the costs of travel and accommodation, the payment is available regardless of whether or not you stay overnight. You are still eligible if you travel back and forth on two or more days.

To claim, members need take only their attendance slip to the BETA stand at the trade fair,

which runs from 17 to 19 February, and it will be signed.

It should then be submitted to the BETA office, along with the member’s bank details, by the end of April 2013.

28 JANUARY 2013 EQUESTRIAN TRADE NEWS

Final call for nominations THE search for the winners of the BETA Business Awards is almost over as we approach the 11 January deadline for nominations. As usual, the awards have attracted considerable interest from both trade and consumers, with a healthy flow of nominations arriving at the BETA office on a daily basis.

There are nine awards up for grabs, ranging from the Equine Careers Sales Representative of the Year, presented to the sales rep or agent judged to offer outstanding customer service, to the TSM Rider award, now in its 10th year and recognising sponsored riders who have made the greatest contribution to the trade. The rider should have participated fully in building a relationship with his or her sponsors, getting good results for both.

A list of award categories is available on the BETA website. There is still time for your nominations to be counted. So, if you know of a company, event or individual who you think worthy of winning, please nominate without delay.

Send your name, reasons for the nomination and your own name and address to the BETA office by the deadline.

Welcome to BETA We are extremely pleased to welcome these new members to BETA: • Alexander Saddles (saddle fitter), Keith – Retail, provisional.

• Trespass (outdoor clothing), Glasgow – Trade.

• Claytons of Carlton (agricultural dealership), Stockton-on-Tees – Retail, full.

• Hunt Horse Tack & Feed Supplies (retailer), Bolton – Retail, provisional.

• Potters Saddlery (retailer), Sapcote – Retail, provisional.

• First Saddlery & Countrywear (retailer), Fenwick – Retail, provisional.

• Wallow Farm Equestrian (equestrian outlet), Linton-on-Ouse – Retail, provisional.

• Scott Smith Showjumping (breeder and coach), Newark – Associate.

• Milton Equestrian (retailer), Worksop – Retail, full.

• Pampeano Polo (wholesaler), Dorton – Trade.

• Ruth Bishop Consulting (feed consultant), Shrewsbury – Associate.

• Liston Equestrian (manufacturer/wholesaler), Woking – Trade.

• North Yorkshire Saddles (saddle fitter), York – Retail, provisional.

• Southam Saddles (retailer), Southam – Retail, provisional.

• Rosker Ltd (outdoor clothing wholesaler), Gosport – Trade.

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

Many happy returns...

‘Tis the season for unwanted Christmas presents to be returned to your store, warns Ken Lyndon-Dykes. ong queues of customers, some waiting patiently, others drumming on the counter. Yes, it’s the afterChristmas returns rush.

Most relate to presents.

Poor service? Not guilty.

Quality unacceptable?

Certainly not – leading brand!

Doesn't fit rider? Quite likely because it was a present and not tried on. Doesn't fit horse? Ditto. Not fit for purpose? Quite possibly as the 'purpose' was ill-defined by the buyer, First, did you definitely sell the offending item? Not necessarily, because 'unwanted’ presents are often returned by the receiver rather than the giver on the assumption they were bought from you. Are the goods returned complete with receipt? Is the item immaculate or 'shop-soiled'?

L

Will I be seen as Mr Nice Guy – a soft touch?

How do you deal with the 'I would like the money back because I don't like it'? Or 'I would like the money back because I bought it as a present – and my girlfriend doesn't like it'?

Many times it’s been suggested that, although I didn't sell the goods in the first place, 'maybe you could help out' or 'I’m a long-standing customer, please can you help?' or 'I've lost the receipt but I know for certain the bridle/rug/jacket was bought from you.'

Generally speaking, when a www.equestriantradenews.com

client complains, I give them the money back, even when the complaint is a total sham.

Why? Primarily because my time is valuable and it’s counterproductive to spend hours arguing. Am I worried that I will be seen as Mr Nice Guy, a soft touch? I would be lying if I said that being 'nice' pays off on every occasion – but it does so surprisingly often.

Do I make exceptions? How about when I’m confronted by someone – regular client or otherwise – who has bought a saddle off the internet 'because it's cheaper'? Well, I look at every situation on its merits. More often than not, I do 'help out' on the basis of developing - or cementing customer relations. I accompany my generous offer with a homily about the risks of buying off a website, and ensure the customer is left in no doubt about the importance of having a saddle fitted before purchase.

The policy I operate works for me – in most cases - and I would advocate it as a means of saving time and nurturing goodwill. Judging by the stories I hear, this policy is unusual. In fact, I’m surprised by the number of retailers (not necessarily equestrian-related) who seem not to understand their statutory responsibilities.

I’m told about retailers who refuse to exchange goods or return the purchase price because the customer has failed to produce a receipt. It isn't a receipt that is necessary but proof of purchase – and this could be validated by a receipt or a bank or credit card statement.

Tricky situation The very trickiest situation I’ve come across relates to the horse owner who contacted

me about a problem she had with a second-hand saddle.

She bought the saddle through an advertisement (very unwise) and afterwards had it fitted by an SMS qualified saddle fitter (but not me).

Bar very slight alteration, it was deemed suitable for the horse – and the rider found it comfortable. She used it for a couple of months and all seemed well until a nasty problem arose. She was competing at a show when another horse owner approached her saying she thought the saddle belonged to her; it had been stolen – and she could prove it because it was security-stamped...

Describing the complications relating to that transaction would fill a book! The horse owner was unable to backtrack and reclaim the money from the person from whom she had purchased the saddle – that person (probably the thief) had disappeared without trace. The theft had been reported to the police and so they were involved. They removed the saddle!

The insurance company became involved, as did I - as the expert asked to value the saddle. It went on and on; meanwhile I lent the horse owner a saddle. The problem is not yet finally resolved.

Customer relations are important – they build loyalty.

About the author Ken Lyndon-Dykes is a saddle designer, Society of Master Saddlers' Qualified Saddle Fitter and former international three-day event rider.

Dear ETN I can understand Peter Wilkes’ frustration [Letters, ETN December] that his KBF99 range isn’t being stocked as widely as he hoped.

Peter, I have been aware of the products since launch but I will often wait for customer enquires before I decide to stock a novel product/range. We haven’t been shown any of the range by reps and have no idea how it’s packaged. We are not a small retailer but, as yet, we have not been asked by a single customer about KBF99 brushes.

Looking at the KBF99 website, there is no mention that the brushes could be available from retailers and no stockist list . An advert in Equiads and the Facebook page also direct customers to the website, again no mention of availability elsewhere else. I guess most potential customers assume it is only available from your website.

You are blaming us for your own marketing. If you didn’t sell direct, all sales and enquiries would be through retailers.

Yours etc

John Archer, Larkhill Saddlery, Burton-on-Trent, Staffordshire

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

EQUESTRIAN TRADE NEWS JANUARY 2013 29

Putting feet first…

Pick up some tricks of the trade from Claire Brown, farriery expert and UK distributor of Kevin Bacon’s equine care products. nowing a horse’s feet, good basic maintenance and regular farrier appointments are the keys to healthy hooves.

Before the clenches rise and the shoes become worn, horses’ feet become unbalanced. So it’s far better to have a horse shod before the shoe becomes loose and risk losing it, causing the hoof to become damaged and split.

In the long run, regular shoeing saves money and decreases the chance of unnecessary lameness through bruising and punctures.

Whether or not a horse is shod, feet should be picked out daily to check for signs of trauma or infection.

Horses’ feet and legs must be clean for a farrier appointment; you wouldn’t go to the dentist after eating a Mars bar without cleaning your teeth! Beyond the farrier getting dirty and increasing the risk of accidents through slippy/muddy chaps, farriers use rasps to level, balance and finish the foot – and rasps clog easily.

K

Loose shoes Horse owners should know how to remove a shoe if and when necessary. A pair of ‘pull-offs’ is recommended as a minimum. Most farriers will recommend a farrier supply company to get them from.

Being able to remove a pulled/loose shoe until the farrier can get to the horse may help to prevent damage to the hoof and/or injury to the foot.

If a shoe becomes loose on one side and the clenches are tight or no shoe removal equipment is available, stable the horse if possible and wrap the foot with Vetrap and gaffer tape to keep the shoe in

place and prevent it from being pulled off and damaging the foot until the farrier arrives. Gaffer tape applies in strips over Vetrap can also be used to make a fairly strong ‘boot’ to keep poultices in place.

Stud holes Many of those complaints received by farriers about stud holes can be easily prevented by good maintenance.

Studs should not be put into dirty holes. Add oil or Vaseline to the hole immediately after the horse has been shod and when studs are removed at a show prior to travelling home.

Pack the holes with cotton wool or foam stud plugs to prevent dirt from entering.

Teamwork: Owners should work with their farrier, while retailers can help by stocking useful products.

Dressings and supplements Poor quality horn and slow growing hooves may benefit from the application of topical hoof dressing. The foot should always be cleaned thoroughly prior to the application; a soft wire brush or hoof brush used on the underside of the foot and over the hoof to remove bedding, dirt and debris will help prevent bacteria from being trapped and allowing it to proliferate.

Infections of the white line or thrush will benefit from daily application of an antiseptic and antifungal treatment; horses prone to repeat infections will benefit from ‘maintenance’ applications too.

A ‘hoof specific’ feed supplement may prove beneficial in promoting healthy horn growth but should only be added after ensuring the horse is receiving a balanced diet. Feed supplements need to be fed for a minimum of six months before the true benefits are seen.

30 JANUARY 2013 EQUESTRIAN TRADE NEWS

What to stock • Hoof picks • Soft wire brushes/hoof brushes •Studs and stud maintenance items such as cotton wool, oil, foam stud plugs • Vetrap and other self-adhesive bandages, gaffer tape • Tools for basic shoe removal ie. pull offs, buffers.

Available from farrier supply companies including Handmade Shoes (UK), UK distributor of Kevin Bacon’s equine care products • Kevin Bacon’s Hoof Dressing: Formulated to apply moisture in dry conditions and to protect the hooves from becoming saturated in wet conditions, making it suitable for year round application. It is 100% natural and can help protect hooves from bacterial infections. Available as a solid or a liquid – the latter is easier to apply in winter – and supplied with a handy brush in the top of the tin.

• Kevin Bacon’s Hoof Solution: An intense, antibacterial and fungicidal formula with antiseptic properties. Hoof Solution is excellent for drying out and cleaning infected keratinized tissues and can be applied daily in the treatment of specific problems or periodically for protective applications.

• Kevin Bacon’s Feed Supplement: The ultimate nutritional supplement for quality horn growth containing high levels of biotin and calcium, optimum levels of magnesium, potassium and phosphorous and the trace elements copper, zinc, cobalt and iodine. www.equestriantradenews.com

On the hoof It’s been wet - and hooves have never suffered so much. Fortunately, innovative suppliers have taken up the challenge...

Tips from the top THE Katy Carter Show Team has a busy 2013 season planned.

Ensuring the horse care cupboard is well stocked is essential for the smooth running of the yard. Hoof care is particularly important, says Katy (pictured).

“Supreme Products Foot Care Spray has been designed to be used against foot and frog problems. The spray will challenge germs, thrush or local infections that can occur, especially in the turned-out horse or pony.

“We use this product as a preventative on a regular basis - and we find we have far fewer foot problems,” she added.

When it comes to daily care, Katy’s team uses Supreme Products Heel, Sole & Frog Care to help keep hooves in prime condition.

“My partner Jason Lindley is a farrier and recommends the hoof care products to all his clients as they make such a difference,” she said. t Supreme Products 01377 229050

No more chips CRACKED and chipped hooves are the target for Healthy Hoof Conditioner Cream from FlyAway.

In black or natural, and 200 or 500ml sizes, the product contains a blend of lanolin, pure mineral oil and concentrated essential oils.

It’s designed for use on the wall, sole, frog and coronary band.

Added conditioners give the hoof a high gloss finish. t Flyaway 01384 877857

First aid essential ANIMALINTEX Hoof Treatment – the only licensed poultice on the market for equine treatment - is cut to shape for economy and convenience.

Highly absorbent, it can be applied wet, hot, as a cold poultice or as a dry dressing.

As well as an antiseptic to clean and prevent re-infection, it contains the natural poulticing agent Tragacanth.

When this reacts with water, it draws out infection and creates a clean area for the wound to heal.

Applied as a hot, wet poultice, Animalintex increases blood supply to the hoof, providing oxygen and white blood cells to fight infection and reduce swelling. The warmth, meanwhile, relieves the horse of pain.

A must for your customers’ first-aid kits, Animalintex Hoof Treatment retails at around £5.50. t Robinson Animal Healthcare 01909 735000 www.equestriantradenews.com

EQUESTRIAN TRADE NEWS JANUARY 2013 31

Feeding the foot: a scientific approach

Lightbulb moment!

WHEN the hoof supplement Farrier’s Formula was first introduced, the concept of ‘feeding the foot’ was so new that many early customers were confused.

Frequently they would phone the manufacturer to ask: “How many times a day should I rub the pellets onto my horse’s hooves?”

Farrier’s Formula was also a first product to market for the company behind it, Alabama, USA based Life Data Labs. In many ways, it set a new standard for a scientific approach to equine supplements.

Today, Life Data Labs remains a family owned business. Dr. Frank Gravlee, its founder, has a background in equine medicine. He graduated from Auburn University School of Veterinary Medicine and practiced veterinary medicine before attending graduate school at MIT Massachusetts Institute of Technology.

During a three-year residency in nutritional pathology, he received a master’s degree in nutritional biochemistry and intermediary metabolism. Prior to founding Life Data Labs he spent six years in the field of nutritional and clinical pathology.

Life Data labs was established in 1978 with the purpose of determining equine nutritional deficiencies by performing laboratory tests. Dr Gravlee began developing his database from horses owned by his clients. He profiled each horse and developed individual feeding programmes to correct the deficiencies or excesses. The horses were re-tested every six months to one year to fine-tune the nutrient composition of the diet.

In order to continue his self-financed equine research, Dr. Gravlee developed Farrier’s Formula, a commercial product formulated to improve the dermal tissues (hoof, hair, mane and tail) of the horse. It was the first of its kind to be marketed.

Life Data has evolved from a modest, one-product, single market company into a multi-million dollar manufacturer of a range of equine products, all of which provide a scientific approach to external hoof care.

The modern facility allows Life Data to continue to manufacture outstanding products that have come to be a part of its reputation.

The equine research facility and the state of the art laboratory allow the company to develop new and effective products for the equine market.

Life Data Labs is an ISO 9001:2008 certified company. ISO (International Organisation Standardisation) certification is recognized worldwide as a mark of excellence. In addition to ISO certification, Life Data Labs is a ‘GM Free Certified Manufacturing Facility’ and Farrier’s Formula carries the ‘Vegetarian Seal’.

Marketed worldwide, approximately one-half of the company’s sales are international. Life Data plans to continue to provide horse owners with new products that work and are based on scientific research.

HOOFTORCH is a hoof pick with a bright light source incorporated into the pick handle.

It’s just the job for picking out and checking hooves in dim light at evening stables or competitions. It can also be used as a general torch and is compact enough for a jacket pocket.

Hooftorch was invented by Lincolnshire horse owner Michela Littlewood. It comes in pink, aqua, red and blue, RRP £6.50 and is distributed by Battles. t Battles 01522 529206

Year-round maintenance FUNGICIDAL Hoof Oil is an all-year-round product for the maintenance of healthy hooves.

The product from Barrier Animal Healthcare also gives hooves a high gloss appearance. The formulation includes coconut derivatives.

In wet conditions, it helps prevent fungal and bacterial issues; and in the dry, it helps guard against brittle, cracked, split hooves. t Barrier Animal Healthcare 01953 456363 32 JANUARY 2013 EQUESTRIAN TRADE NEWS

Hoof hygiene in a bottle THE company behind new hoof hygiene product Aromafrog is reporting great results against the bacteria and fungi associated with thrush and canker.

Aromafrog provides natural protection for the frog, sole and ‘white line’, says Aromesse which manufactures in the UK. The product combines colloidal silver technology [said to be infection-fighting - and interesting to ‘Google’] with essential oils.

Aromafrog is also appealing to the growing numbers of owners keeping their horses ‘barefoot’. 90ml has an introductory RRP of £8.75, including a brush. t Aromesse 01427 811765

Wash and go AQUEOS is an alcohol and bleach free disinfection range for washing muddy legs and feet after exercise or turnout.

Supplied with an optional hosepipe applicator, Aqueos AntiMicrobial Shampoo is designed to be diluted 40:1.

The disinfectant in the shampoo kills 99.9% of bacteria, fungi and viruses (including strangles and ringworm) in less than 30 seconds, say the suppliers. The shampoo also disinfects minor skin wounds and has a soothing effect on skin irritations.

Aqueos is distributed by Battle, Hayward & Bower t Aqueous 01672 562007

Breathable moisture barrier AT the heart of Hooflex Hoofcare from Absorbine manufacturer W.F Young is a breathable moisture barrier. Maintaining consistent moisture levels within the hoof capsule is crucial.

New Hooflex Frog & Sole Care helps soothe the hoof and eliminates odours caused by bacteria and fungi. The liquid formula penetrates the frog and sole tissue and will not sting, stain or dry the hoof.

Easily applied with a squeeze applicator designed to reach deep into the frog, the RRP is £13.50 for a 355ml bottle.

Recommended by farriers for more than 85 years, Hooflex Original Conditioner is a best seller in America. It helps maintain the pliability of the hoof by providing conditioners necessary for proper moisture balance. Regular use keeps the frog, sole, heel and coronary band flexible, healthy and resistant to cracking.

Hooflex Original Liquid Conditioner is an easy-toapply liquid version of Hooflex Original Ointment. www.equestriantradenews.com

www.equestriantradenews.com

EQUESTRIAN TRADE NEWS JANUARY 2013 33

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.

GEORGE SMITH HORSEBOXES LTD, ELSTON HILL FARM, SHREWTON, SALISBURY, WILTS SP3 4HR £16,299 CB RACING LTD, HEATHVIEW STABLES, HAMILTON ROAD, NEWMARKET, SUFFOLK CB8 0NY £5,894 MR MARK ROBERTS T/A NORTHMOOR TACK SUPPLIES, NORTH MOOR ROAD, SCOTLEV, SCUNTHORPE, SOUTH HUMBERSIDE DN21 3HT £884 MR LLOYD HELM T/A L H H ANIMAL FEEDS, SOLEMANS FARM, WHITEWEBBS ROAD, ENFIELD, MIDDLESEX EN2 9HW £4,056

Passing on the goodness SPILLERS Stud Cubes, Stud and Youngstock Mix and Youngstock Pellets offer added immune support in the form of vitamin C. They also contain ingredients rich in glutamine which may be beneficial during times of stress such as at weaning. High vitamin E levels are also included which are proven to support the transfer of passive immunity via the mare’s colostrum to her foal, says Spillers.

For youngsters that hold their condition well, Spillers Gro n’ Win is a low calorie stud balancer for foals, youngstock and pregnant or lactating mares. It’s the perfect complement to a forage-based diet.

Spillers supports merchants with point of sale materials and easyto-use product guides. t MARS Horsecare UK 01908 222888

Continued from page 26 34 JANUARY 2013 EQUESTRIAN TRADE NEWS

www.equestriantradenews.com