ETN - Equestrian Trade News - January 2015

Equestrian Trade News

January 2015 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

Volume 39, No 1 Monthly

New year,

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

new opportunities...

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BETA INTERNATIONAL Latest news and exclusive previews

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2015

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

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Comment A NEW year is the perfect time to review a business and its profitability. And as soon as you do that, it’s clear how you never get ‘owt for nowt’ these days. Business rates, wages, utility bills, fuel... they’re all clawing at your cash flow.

There is, however, one really good and free thing you can do for your business as 2015 begins... get organised to go to BETA International next month (22 – 24 February).

It’s free to get in if you pre-register, and car parking is free too, so all it costs is your petrol (see page 18 for your chance to win £100 worth of fuel). There’s even free coach travel available on the Sunday (find out more at www.beta-int.com).

You don’t have to order any stock at the show. Just go, look, listen and learn from the professional merchandising on stands, the fashion show, demonstrations and seminars. If you pick up just one idea, it will have been worth the trip to the NEC, Birmingham.

At the very least, you’ll have a great day out for the price of a tank of fuel. At best, you’ll come back to your business really fired up for a profitable 2015. Happy New Year!

THE news that what’s commonly known as the European riding hat standard (BS) EN1384 is to be withdrawn was as sudden as it is shocking.

That no transition period has materialised is particularly galling to the trade. It’s retailers who will find themselves at the sharp end having to explain to consumers why the hat they’ve just bought is no longer ‘legal’. Likewise hat manufacturers and distributors may feel the brunt of some retailers’ anger, although in fact they are mostly victims of this situation and the last to have wanted the European standard to have been withdrawn.

In fact, used and fitted correctly, (BS) EN1384 hats are just as protective as they have been for the best part of 20 years since the standard first appeared. They can still be sold and worn because, at the time they were made, they met a perfectly good, certified standard.

Yes, some equestrian disciplines are likely to change their headgear rules. But of the 1.6million regular riders in the UK, only around 200,000 compete.

As always on matters of safety, BETA member businesses have the advantage of access to their trade association for the latest developments and advice.

For more on this story, see News in this issue.

I NEARLY stopped the car and applauded the other day when I heard comedian Ben Elton talking on the radio about the demise of independent book shops.

Urging listeners to support their local book sellers, he said that while a book may cost a couple of quid more in store than online, he considered that a small price to pay for the sheer pleasure of 20 minutes’ browsing among brand new books with an assistant on hand to help if needed.

Liz Benwell

CONTENTS

JANUARY 2015

NEWS......................................................................... 4 PRODUCT NEWS New launches and innovative ideas........................ 8 BEDDING & STABLE TOOLS Why bedding is big business................................. 13 PEOPLE Who’s new, who’s won awards?............................ 16 BETA INTERNATIONAL COVER STORY 2015 PREVIEW Get set for the trade fair........................................ 18 HOOFCARE SPECIAL Nutrition for hoof health........................................ 20 Gallery of products................................................. 22 The barefoot debate............................................... 24 BETA MEMBERS’ PAGE.......................................... 25 BETTER RETAILING How to gather customer data................................ 26 FEEDING FOR BREEDING COVER STORY Why protein matters.............................................. 28 Gallery of products................................................. 30 RETAIL CONSULTANCY With Laurie May...................................................... 32 COUNTY COURT JUDGMENTS................................ 34 FRONT COVER: With the breeding season about to start, ETN highlights feeds for mares, foals, stallions and youngstock this month. We also consider the value of protein to these horses.

To celebrate our breeding focus, an endearing but shy foal belonging to renowned dressage trainer Charlotte Lassetter adorns our front cover. With thanks to photographer Leslie Bliss (www.lesliebliss.co.uk)

News

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Trailblazers sold to top course-designer TRAILBLAZERS Championships Ltd, the company behind the nationwide unaffiliated competition series with a Stoneleigh Park final, has been sold.

The new owner is international show jumping coursedesigner Kelvin Bywater’s Show Direct Ltd which already organises the Blue Chip Winter Showjumping Championships.

Trailblazers was launched in 2001, primarily to attract footfall to independently run competition centres.

The company that runs it has been sold by its two directors, Norman Bargh and Wilf Hobson. Their families run Osbaldeston in Lancashire and Yorkshire based Moorhouse show centres respectively.

“Kelvin is a professional and he will do a really good job. We understand he will be keeping many of the current organising team and suppliers together [for the 2015 championships],” Mr Hobson told ETN. Trailblazers runs showjumping, dressage, combined training, showing and re-trained racehorse competitions with qualifiers leading to grand finals at Stoneleigh Park every summer.

In a letter to Trailblazers members, Mr Bywater said: “I look forward to the long term development of this important series and want to continue to create a warm and welcoming atmosphere for competitors.”

RECOGNISING A REMARKABLE WOMAN: Dame Margaret Barbour was presented with The Spirit of Everywoman Award last month. The accolade recognises those who have inspired women in business.

Widowed aged 29 with a two year old daughter (Helen), Dame Margaret took on the running of her late husband’s family business J Barbour & Sons in 1968. At the time, the South Shields based waxed cotton clothing company had a turnover of £100,000. Three Royal Warrants later, and now employing 800 people, the brand is a British export success with annual sales exceeding £135 million.

Now Barbour’s chairman, Dame Margaret has established a family trust and Women’s Fund which together have awarded grants of more than £11 million to help deprived and disadvantaged people in the north-east of England.

Survey exposes saddle fitting shortcomings MORE THAN three-quarters of horse owners say there aren’t enough experienced saddle fitters in their area.

The finding comes from an online survey of 100 consumers conducted by Sue Carson Saddles.

A quarter said their fitter travelled more than 50 miles to visit them, while 28% reported fitters travelling 25 – 50 miles and 29% ten to 25 miles.

Asked where they found their saddle fitters, 75% of respondents followed a recommendation, 27% asked a local retailer and 7% have used an internet search at some point. More than 6% asked a friend or livery yard owner to do their saddle fitting.

Asked by the survey if their saddle fitter was qualified, just over half (52%) said ‘yes’ (although most didn’t know how) while 47% didn’t know.

“Saddle fitting is such a fundamental part of the soundness and mental wellbeing of our horses that I strongly feel it should become a profession like an equine dental technician, physiotherapist or chiropractor,” said Sue Carson, founder of Sue Carson Saddles.

“I encourage riders to check that their saddle fitter does indeed have the knowledge and experience they are entitled to expect and to say ‘no’ to those who do not - until the industry has time to put a more robust framework in place.”

ADVERT INDEX Animalife........................................................3 & 7 Bedmax...............................................................15 BETA International...............................................17

Equestrian Trade News Stockeld Park, Wetherby, West Yorkshire LS22 4AW Tel: 01937 582111 Fax: 01937 582778 – Sales Email: sales@equestriantradenews.com Website: www.equestriantradenews.com Publisher: Equestrian Management Consultants Ltd Editor: Liz Benwell Email: editor@equestriantradenews.com Tel: 0345 6185007 Advertising Sales: Nicki Lewis Email: sales@equestriantradenews.com Tel: 01937 582111 Fax: 01937 582778 Advertising Copy: Nicki Lewis Email: sales@equestriantradenews.com Tel: 01937 582111

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

British Equestrian Directory...................................34 Citrus Lime..........................................................10 Classified.............................................................33 Faulks & Cox Ltd....................................................5 Fynalite...............................................................13 Horslyx................................................................29 Jenkinsons Equestrian..........................................11 Keratex................................................................23 Natural Animal Feeds........................................ OBC Nedz...................................................................14 Charles Owen........................................................9 Alan Paine.............................................................6 Plevin Products....................................................14 Sherwood Forest/Puffa........................................ IFC Snowhill Trade Directory.....................................IBC

ISSN 1462-9526

W F Young Inc.....................................................21 Web Directory.....................................................34

JANUARY 2015 EQUESTRIAN TRADE NEWS

www.equestriantradenews.com

5

Riding hat standard withdrawn

THE European Equestrian Riding Helmet Standard (BS) EN1384 is being withdrawn with no transition period.

Manufacturers using this standard will need to re-certify their helmets to the CE mark using as reference an alternative standard, a new specification currently being developed or one of their own devising.

Helmets already on the market or held in stock by retailers are unaffected by the withdrawal of the standard, however.

Once a hat has been manufactured to a standard it does not become ‘non-standard’ after withdrawal and can continue to be sold and worn.

Therefore riders with EN1384 hats can continue to use them unless stated otherwise by competition rules.

The sudden withdrawal of a widely used riding hat standard appears to have been prompted by members of the relevant European committee failing to agree on revisions. In exasperation, the EU Commission axed it altogether.

Imminent As ETN went to press, the exact date for the so called European hat standard to be withdrawn was unclear, although thought to be imminent.

This is because the EU Commission announced that (BS)EN1384 was to be withdrawn from the Official Journal of the European Union [the official compendium of EU legislation] at its next publication, likely to be in December 2014 or January 2015.

Crucially, deletion of a standard withdraws the presumption of conformity for PPE directive purposes; so riding hats manufacturers cannot use the (BS)EN1384 as their reference for CE certification.

“It’s very sad to see a standard of such long standing come to an end in this way. It’s served us well since 1996,” said Claire Williams, executive director of BETA. “The standard was due to be updated and it’s unfortunate that the inability of members of the committee to agree upon a new specification has caused the EU Commission to take this drastic step and left us in limbo.”

The European committee for equestrian helmets comprises representatives of riding bodies, notified bodies and manufacturers. BETA does not have a seat.

While draft proposals for the revision to EN1384 undergo comment and review - it remains unclear when the final version will be published - an interim specification (known as VG1) is being developed by a group of EU test houses and notified bodies.

This new specification is likely to be closer to the requirements of PAS015, according to sources.

During nearly 20 years’ consistent use across Europe, EN1384 and thus BSEN1384 have undoubtedly saved many riders from head injury, or death.

Why no transition period?

Initially promised a period of transition by the Department for Business, Innovation and Skills (BIS), it’s claimed by industry representatives that this option has been retracted. Manufacturers must therefore re-certify their (BS)EN1384 hats to the revised specification sooner than anticipated.

The UK’s competitive equestrian disciplines and riding bodies are expected to reconsider their hat rules.

A wide range of CE marked helmets remains available to UK retailers and riders. They include PAS015, ASTM F1163 and Snell 2001.

New name for insurance broker SOUTH Essex Insurance Brokers has changed its name to SEIB Insurance Brokers and has a new logo.

The company re-brand reflects SEIB’s national and international operations.

“SEIB has grown steadily over the 50 years it has been in business and has nationwide clients in a number of niche business sectors,” said CEO and founder Barry Fehler.

“Our policy of providing the excellent service that you would expect from a local broker is still at the core of our business, and we continue to handle claims and enquiries in house for some sectors.”

SEIB offers insurance services for horses, horseboxes and equestrian business including retailers and saddle fitters. It also provides member benefits for the British Horse Society, World Horse Welfare and British Showjumping, as well as offering interest free credit to BETA members.

SEIB is wholly owned by insurance group Ecclesiastical which is owned by a registered charity. In 2014 Ecclesiastical donated £16.5m from its profits to good causes.

www.equestriantradenews.com

News

6

PROUD PONY OWNER: Leah Smedley has every reason to feel proud of her show pony Misty. The 13.2hh dun gelding’s face appears on every bag of Dodson & Horrell Pasture Mix. Misty was chosen to be the face of the feed following a competition to celebrate 25 years of Pasture Mix. Our photograph shows Leah visiting the Dodson & Horrell plant in Northamptonshire to watch the first bags come off the production line.

“It was amazing to see hundreds of feed bags - all with Misty’s picture on them,” she said. The young would-be scientist also enjoyed a tour of the company’s laboratory and factory.

Survey highlights ragwort concerns NEARLY 14,000 people responded to what’s believed to be the largest ever survey into awareness of and concerns about ragwort.

The results have led to the British Horse Society (BHS) and Defra launching a plan to tackle the problem.

The BHS is to produce a toolkit for local equine groups giving advice about the best practice and effective mechanisms for ragwort control on own land. It also covers legal responsibilities in connection with the yellow flowering weed.

In addition, the BHS is calling for the establishment of local Ragwort Action Partnerships between local authorities, public and private landowners, and local equine groups. Their aim will be to ensure ragwort is controlled in areas used by horses.

According to the survey, one in five (20%) people know of instances where horses are suspected or confirmed as harmed by ragwort poisoning. 93% said they take preventative measures on land they own or manage.

Just over half of respondents (55%) take no action when they see ragwort growing on land for which they are not responsible. The main reasons are that they don’t know who to contact and don’t think they’ll be listened to.

Worryingly, 84% of respondents reported seeing ragwort on land used by horses in the seven days prior to completing the survey which ran from 22 July to 15 August, 2014.

TV channel launches in Australia

HORSE & COUNTRY TV is to launch in Australia on 1 February.

The channel will initially be available on Fetch TV as an à la carte option for $7.95 per month.

It will also be offered over the internet and on mobile devices, with plans to make it available on other platforms in the future.

“There’s a vibrant equestrian sector in Australia as well as a rural community that is often overlooked by mainstream media,” said H&C TV’s CEO Heather Killen. “H&C TV has become a valued member of that community in our European markets, and we hope to be able to strike the same chord with horse and country lovers [in Australia].”

H&C TV is currently on satellite, cable and IPTV in the UK, Ireland, Holland and Sweden. Pictured are Carl Hester and Charlotte Dujardin being interviewed on the channel. (Photo Kit Houghton)

www.equestriantradenews.com

7

New team for media hub A NEW team headed

by BETA International press officer Deborah Hayward and including her journalist husband Anthony Hayward will run the trade fair’s Media Centre next month.

Located at the top of Hall 6, near the Fashion Show, the Media Centre ensures exhibitors make a big splash with visiting journalists.

“Companies keen to ensure that their presence is felt should make sure they take advantage of all the opportunities that the BETA International Media Centre offers,” Deborah and Anthony Hayward: said Deborah. ensuring BETA International exhibitors She went on to make a splash. explain what’s on offer: l Displaying news releases and promotional packs: Shout about your presence at the show by creating a media pack for display in the Media Centre. It doesn’t have to be too fancy; simply a short, to-thepoint news release providing key information. Don’t forget to include your stand number and contact details. Bring them along to the Media Centre, where they will be put on display. l Flagging up on-stand events such as product launches to visiting journalists: If you have something exciting happening on your stand, make sure that everyone knows about it with an attractively designed invitation. It doesn’t have to cost a bomb – an email version sent to journalists beforehand is just the job, with printed ones brought along to the Media Centre for distribution. Don’t miss the obvious – what is being launched or celebrated, your stand number, company name, date and time. l Hosting the main sponsor media breakfast: Members of the media are automatically invited to a breakfast and presentation hosted by the show’s main sponsor, Neue Schule. Held on Monday 23 February at 10 am, it provides an insight into the company while journalists network over Danish pastries and bacon butties. l Press goody bags: Sending journalists home with goody bags has become a BETA International tradition. Exhibitors are invited to put their brand before members of the media by including a small yet quirky item in each of the bags. Spaces in this powerful promotional initiative are limited and highly prized. l Fielding media queries: Journalists always direct their questions to members of the Media Centre team, so make sure that they know about your plans for show initiatives such as visits from celebrity guests, product launches, competitions and press receptions. l Writing and distributing news releases: The media will be sent news releases on all elements of the show. Journalists sign into the Media Centre each day so that members of the team have their contact details. They also receive log-in details to access copyright-free images taken by the show’s official photographer free of charge. Exhibitors are welcome to contact the show’s official photographer to make their own specific commissions for a fee. l Creating a welcoming environment: Accredited journalists and PR representatives are welcome to arrange meetings with exhibitors – and vice-versa – in the Media Centre where tea, coffee and refreshments are served. There are electric sockets available for recharging mobile phones and laptops can be plugged in. General networking takes place in the Champagne Bar and TopSpec Coffee Shop. l More BETA International news on page 18.

www.equestriantradenews.com

News

NEWS IN BRIEF ORKLITE LTD, the Harlow based distributor of Grub’s boots, has • Wchanged its name to Grubs Boots Ltd. “We’re delighted to bring the

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distribution business name into line with the brand,” said Stephen Joseph, director of the company that specialises in neoprene footwear for the outdoor, country, fieldsports, agricultural and equestrian sectors.

A USTRALIAN website Horsezone.com.au has expanded to the UK and Ireland, launching an equine and equipment sales site in association with bloodstock auctioneers Tattersalls.

S HOP AND DISPLAY Equipment Association (SDEA) took over the International Shopfitting Organisation (ISO) on 1 January. After 58 years as an independent organisation, ISO has been incorporated into SDEA and so is now based in the UK for the first time since the 1970s.

W ORLD HORSE WELFARE (WHW) and Retraining of Racehorses (RoR) are to collaborate on a pilot scheme to retrain and rehome vulnerable racehorses. The project is to begin at WHW’s Norfolk centre, Hall Farm, and could be extended to its three other UK bases. “Racehorses are generally extremely well caredfor, but after they leave racing they can be as susceptible as any other horse to the vagaries of the market or uncertain futures if they cannot find good homes,” said Roly Owers of WHW which is the chosen charity of BETA International 2015.

A DENGIE retailer training initiative saw about 30 of the company’s stockists attend the Oatridge Campus of Scotland’s Rural College (SRUC) in West Lothian. The day was designed to promote the link between equine nutrition and health, and the benefits of feeding fibre.

C EVA ANIMAL HEALTH, manufacturer of ConfidenceEQ, hosts an AMTRA-accredited online CPD seminar for SQPs on the evening of 28 January. Designed to offer help with advising customers about managing equine stress, delegates who take part in the hour long webinar online and then successfully complete a quiz can earn four CPD points. ConfidenceEQ is a synthetic copy of an equine appeasing pheromone.

Product News Luxury numnah has air vents THE limited edition Rhinegold Ultimate Luxury Sheepskin Numnah is lined in finest sheepskin with an extra long trim.

An interesting feature is vents along the spine for greater airflow on this crucial area.

The numnah offers excellent under-saddle protection combined with fashionable looks. Available in full size only, the trade price is just £79.50. t Snowhill Trade Saddlery 01243 672323

Licence acquired to make treats TALISKER BAY, the company behind the Likit brand, has acquired the licence to manufacture Stud Muffins.

Containing natural ingredients, including linseed, fenugreek and whole grains, the treats come in a variety of sizes. New, resealable packs ensure freshness.

Stud Muffins are available to the trade through distributors Westgate EFI and Trilanco. t Talisker Bay 01655 750523

Boots made for horsey people

UPPLEMENT specialist Animalife has announced a new • Ssponsorship of showjumper Nicole Pavitt (above). The company

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behind Vetrofen and Vetroflex already sponsors Hickstead Derby hero Trevor Breen and dressage riders Gareth and Rebecca Hughes, plus a team of amateur riders. “I’m a huge fan of Animalife products, but particularly love using Vetrofen as it helps to keep my horses in winning form,” said Nicole (26).

T HE GAMBIA Horse and Donkey Trust is appealing for donations of tack and equipment. Pony-sized girths, bits and headcollars plus first aid items are particularly needed. More than 40 NFU Mutual offices are acting as collection points for items which businesses or individuals feel able to give. The insurer has made a financial donation to the charity.

M ATCHMAKERS INTERNATIONAL’S Caldene brand makes its BETA Business Awards sponsorship début, lending its name to the Caldene Competition Equestrian Event of the Year next month. Designed to reward an event offering a superior visitor experience, the award is open to trade and consumer nominations. These can be made at www.beta-uk.org or by email to laurac@beta-int.com. The deadline is 9 January. Everyone who nominates will be entered into a prize draw to win a Caldene leather bridle worth £120.

JANUARY 2015 EQUESTRIAN TRADE NEWS

THE Talia boots collection comes with an outstanding pedigree because it has the Hi-Tec brand behind it.

A massive name in the outdoor market, Hi-Tec will be exhibiting at BETA International 2015 in February.

Insulated, durable and waterproof, Talia boots are fantastically light and comfortable. They are especially brilliant for standing around on the yard, fetching horses in from the field, chatting in the tack room and all those other activities horsey people spend hours doing.

They’re also great for dog walking and posing or grooming at indoor shows, looking equally at home with jeans or jods.

Two styles, Talia Hi and Talia Shell, are illustrated.

The secret to the boots’ warm and weatherproof yet comfortable feel lies in the combination of a waterproof bootie ‘shoes’ section and soft leather uppers (the Talia Shell has a nylon upper with leather trim).

The feet are lined with 200g Thinsulate insulation to trap and retain heat; while the Ortholite breathable, moisture-managing sockliner provides cushioning.

The Vibram rubber outsole is not suitable for riding, but offers superb grip on pretty much any outdoor surface.

PS. Hi-Tec has some great equestrian wellies coming soon... t Hi-Tec Sports UK 01702 541741 www.equestriantradenews.com

Product News

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Stay dry, look good

Flying the flags

NEW from Toggi, the Cheminee is a perfect ladies’ coat for unpredictable winter weather.

Waterproof and breathable with taped seams and a water repellent finish, it has a detachable hood and light padding for warmth. A printed lining adds a pop of colour.

Featuring an internal pocket with YKK zip fastening and MP3 patch, flattering seam detailing enhances a feminine fit.

The Cheminee is available in winter white or willow in sizes 8 – 20. t Finest Brands International 0113 270 7000

UNION JACK, stars and stripes, French tricolour, the black, red and gold of Germany, the Italian flag or a Swiss cross; they all feature in HKM’s cosmopolitan collection of bell boots.

On a practical level, the boots are hard-wearing, shock absorbing, softly padded and machine washable at 30°C. They’re even suitable for tumble drying.

Available in pony, cob and full sizes, they retail for around £ 21.95 per pair. t HKM UK 01952 691784

JANUARY 2015 EQUESTRIAN TRADE NEWS

Jockey vest addresses realities of racing RICHARD JOHNSON is pictured wearing Racesafe’s new 2009 European Standard Jockey Vest during a schooling session at trainer Henry Daly’s Ludlow yard.

“The new vest is very comfortable and you can’t even feel it’s there when riding,” was the leading jump jockey’s verdict.

“Every jump jockey lives with the reality that he or she is going to have a fall, on average every nine rides,” added Richard.

“The Racesafe Jockey Vest helps reduce the risk of injury but on occasion a fall is serious. The work of the IJF is fundamental to helping a jockey’s recovery.”

Racesafe’s new Jockey Vest models are certified to Level 1 and Level 2 of the European Standard (EN13158:2009). t Racesafe 01536 771051 Under British Horseracing Authority (BHA) rules, all jockeys and riding stable staff are required to wear safety vests conforming to (BS) EN 13158: 2000 (level 1 only), (BS) EN 13158: 2009 or CSN EN 13158: 2009. The rule was implemented in October and the BHA has said it will be strictly enforced from next April 2015. The EN13158 2000 standard drops away in April next year. www.equestriantradenews.com

11 Body protector is super-flexible

THE Pro-Comfort Body Protector is new from Rhinegold.

Conforming to BETA Level 3, it features small segments of padding for a comfortable feel, even around the ribs. The design also maximises flexibility and movement.

The lightweight garment has double Velcro fastenings with coloured safety closure markers, a front easy clip-in belt with elasticated straps and dayglo piping on the front and reverse to assist visibility.

With volume discounts, trade prices start from £44 for adults’ sizes and £38.50 for children’s. t Snowhill Trade Saddlery 01243 672323

New name has designs on horse and hound

NEWCOMER Eqco (pronounced ‘echo’) believes its British made, matching horse and dog items will catch the eye – and more.

The colourful canine/equine collection includes rugs, saddle pads, saddle covers, bandages, exercise sheets, tail guards, dog coats and leads – with or without bling.

Eqco founder Jessica Thatcher stresses that the range is no gimmick, its Doesitall rug which wicks away moisture being a case in point.

Sizes stretch from Shetland to shire for horses, with toy to tower for dogs. A bespoke design service is offered.

“Coming from a human fashion and interiors background, I struggled to find the kind of items I would like to see on my horse and dog to set them apart from everyone else’s, so the logical step was to start doing it myself,” says Jessica who is keen to work with retailers. t Eqco 07880 528567 www.equestriantradenews.com

Product News Brilliant book from famous physio MARY BROMILEY is arguably the equestrian world’s most famous physiotherapist.

She is certainly the one who persuaded the then Council of the College of Veterinary Surgeons to accept that physiotherapy could be administered to animals with a vet’s agreement.

Her new book A Way of Life Healing Animals (published by Edward Gaskell) should be on every reading list this Christmas – both to learn from and for sheer enjoyment.

If you’re a saddler or saddle fitter, you’ll find Mary’s observations fascinating and admire her skills of diagnosis and treatment (see the extract below).

But most of all, this is a beautifully written life story of a truly remarkable yet self-effacing woman.

As well as top competition horses and racehorses from the UK to Malaya, Olympic cyclists, ballet dancers, actors – and even the infamous Kray brothers – have had reason to be grateful to Mary and her healing talents.

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IN BRIEF

• VOLUME discounts are available on the Rhinegold Eis outdoor

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l In 2011 Mary Bromiley was awarded an MBE For Services to Equine Sport and Equestrian Physiotherapy . She has allowed ETN to reproduce the following extract from A Way of Life Healing Animals.

Mary Bromiley on equine back muscles...

IN many horse patients, admitted for a limb problem, roach back or poor general muscling along the back was also common.

One day, after eating some excellent loin chops, supplied by Ron Thomas from a Welsh mountain farm and wondering why they were so meaty, I had a sudden thought; meat is muscle, mountain tracks zigzag, these sheep zig-zag up mountains, why not try walking the back cases diagonally across a slope?

It worked, but why? I suspect because the horse is mentally programmed to keep the vertebral column straight.

When walking across the slope, the vast weight of the abdominal contents slips to the downhill side of the body creating a slight vertebral concavity on the uphill side; in response, the muscles sited on the convexity (downhill side) automatically contract to pull the column straight.

An interesting feature associated with weak equine muscles is once you have persuaded them to work they appear, although this is not scientifically proven, unlike human muscle, to click into a rebuild mode of their own. Perhaps because the horse is a prey species? l A Way of Life Healing Animals by Mary Bromiley can be ordered by emailing thedownsequine@btconnect.com or via www.downshouseequine.co.uk

• PROBIOTICS specialist Protexin has refreshed its labels. To

No trauma tapeworm test DETERMINED to do my bit in the face of growing resistance to worming drugs, I invested in an EquiSal tapeworm kit.

I paid £22 (including postage) from an online retailer – and was very impressed with the kit and clear instructions, writes Liz Benwell.

Everything is provided to take a saliva swab from one’s horse. I took the sample – it was easy and turned pink to indicate completion, stored it in the special container, filled in the form, packed it in the envelope and posted it on the Monday afternoon.

A results email arrived on the Wednesday morning, with a useful explanation. My horse was free from tapeworm – and I’d saved myself the time, trouble and expense of worming him for this parasite.

Austin Davis Biologics, who developed the EquiSal tapeworm kit, tell me it’s recently been taken up by veterinary practises in Denmark and Sweden. In these countries, anthelmintics [wormers] are only available on prescription by veterinary surgeons.

It makes you realise how lucky we are in the UK with our system of SQPs and their ability to prescribe and supply wormers.

JANUARY 2015 EQUESTRIAN TRADE NEWS

rug (above) which comes in metallic bronze. With a 1680 denier, waterproof, breathable, Teflon coated outer, it has 350gsm polyfill and a breathable nylon lining. The fixed neck rug comes in sizes 5’6” to 7’0”, priced to the trade from £54.00 each. t Snowhill Trade Saddlery 01243 672323 EHL INGREDIENTS has five new products for feed and supplement manufacturers. The importer, blender and packer has added turmeric, fennel, fenugreek, psyllium and agnus castus to bring its ingredients range to 15. Sold in bulk, other lines include garlic granules and powder, dried peppermint, spearmint and mixed herb blends.

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•

be introduced this year, they’re easier to read with larger, more predominant product names and subtle colour coding.

Protexin launched its Protexin Equine Premium range (above) in 2008 with Gut Balancer, Acid Ease and Quick Fix. Recover Aid and Gut Bind have since joined them. Top riders Gareth and Rebecca Hughes and Piggy French are fans. t Protexin 01460 243 230 EQUIMINS has 23 new additions to its straight herbs range including chamomile flowers, dandelion leaves, milk thistle seed, rosehips and slippery elm. Turmeric is particularly popular, says managing director David Willey.

DISTRIBUTOR Zebra Products is offering retailers a discount of 50% on uvex winter ears (right) when purchased as a package with the uvex perfexxion helmet. The offer is available while stocks last.

www.equestriantradenews.com

13

Bedding & Tools

WHY BEDDING IS BIG BUSINESS

It’s clean, it’s convenient and it prompts repeat custom. So wake up to the benefits of stocking bedding and stable tools!

Traditional bedding gets technical

In the zone

FOR TEN years now, Nedz branded bedding has offered horse owners a product with the feel and appearance of traditional straw – but with added technical benefits.

Nedz Original, made from wheat straw to be virtually dust-free, was manufacturer Pegasus Products’ first equine bedding.

Next came Nedz Pro. Made from rape straw, it’s ideal for horses with respiratory issues as its absorbent properties keep ammonia to a minimum.

This makes mucking out quick and easy too.

Nedz Original and Nedz Pro rot down within two to three months and are suitable for use as fertiliser.

Further innovations have been added to the Nedz range over the years.

Natural Nedz, a formula with which the bedding is treated, contains manuka, cade oil and aloe vera. As well as anti-bacterial and antiinsecticidal benefits, it’s gentle on equine skin and respiratory systems. The bitter taste also discourages bed eating.

A further development from Nedz is the use of silver ions, sprayed in liquid form onto the chopped straw during manufacture as part of the Natural Nedz package.

Already popular in veterinary and healthcare settings, silver limits mould and fungi growth, making it a useful addition to bedding.

Nedz Original and Nedz Pro have RRPs of £7 to £8.50 per 20kg bale. t Pegasus Products 01254 677 762

STABLEZONE from The Animal Health Company is an antibacterial bedding powder for the stable and horsebox.

It eliminates ammonia, reduces viral and bacterial contamination and kills odours. And by reducing dampness it minimises bedding waste as well as creating an environment less likely to lead to hoof problems such as thrush and abscesses.

StableZone is available in 5kg buckets or 25kg bags. t The Animal Health Company 01787 476400

Making light work of ‘wet’ horses AUBIOSE bedding is derived from the soft centre of the hemp plant.

Dust and spore free, it’s ideal for horses with respiratory issues.

Being highly absorbent, it also makes light work of ‘wet’ horses. Liquid is absorbed at the bed’s base and retained in a compact area for easy removal daily or weekly. Meanwhile the bed’s top layer stays soft and dry, making Aubiose a useful deep litter option.

Aubiose comes in 20kg bales, retailing at around £10.50 each. t Aubiose 07739 165083 www.equestriantradenews.com

EQUESTRIAN TRADE NEWS JANUARY 2015

Bedding & Tools

14

Where there’s muck, there’s profit...

THANK HEAVENS for the British climate... The changing seasons constantly bring new opportunities to offer different products for sale.

Winter is surely the most profitable time of the year for stockists of stable tools.

Customers are constantly looking out for labour saving devices to make mucking out easier and faster.

And, in most cases, they want the right tools ‘now’. So being prepared is key to successful retailing.

“It’s mega-important to make sure your shop has all the right stock on best display to cash in on this most lucrative of seasons” says Chris Birch, sales manager at Faulks & Cox. “Our Profit Pack systems show off our ranges of stable tools and tubs to the very best, brightening up your store and presenting the products directly to the customer.” t Call Chris directly on 07966 288272

Working hard for horse owners

BEDMAX large flake, dust free shavings are made from renewable British timber.

As well as offering many health benefits to the stabled horse, they also offer a number of advantages to horse owners: Bedmax is made predominantly from British pine which scientists confirm has natural antiseptic properties. Pine has also been scientifically proven to kill harmful bacteria and fungi, including the widespread Escherichia coli (E.Coli).

The large shavings in each 20kg bag allow a deep, resilient bed to be made with only four or five bags per average loosebox. Combined with competitive pricing, this makes Bedmax great value for money.

Owners find it easy and quick to muck out too. In independent trials, ease and speed of use emerged as a major factor in customer loyalty. t Bedmax 01668 283044

Clean and dry STANDING on soggy, soiled bedding can compromise hoof health; while dusty bedding can aggravate respiratory conditions.

Verdo Horse Bedding - the heat treated, virgin soft wood bedding that’s created from water activated pellets - is designed to overcome both issues.

Able to absorb three times is own weight in liquid, it ‘contains’ the wet as opposed to it sinking down through the bedding and along the floor, making more wet and more waste.

Verdo therefore helps maintain a dry environment with reduced ammonia. It also boasts low dust content. The RRP is £5.65 to £5.95 per 15kg bale. t Verdo Horse Bedding 01264 342 009 JANUARY 2015 EQUESTRIAN TRADE NEWS

www.equestriantradenews.com

15 ON MY YARD...

Racehorse trainer David Dennis shares some secrets from his Worcestershire yard.

Trainer David Dennis shares a quiet moment with one of his charges.

How many horses do you have in training? 30 Winners so far? 20 in total; 17 National Hunt and three on the flat.

Best wins? Roman Flight was our first runner at Cheltenham in October and was a winner in a competitive conditional jockeys hurdle.

What’s the key to your training success? We turn the horses out daily. We also have a swimming pool which aids in keeping them at peak fitness without extra strain on their limbs. We have two types of gallops, a circular and a straight, which allows us to combine slow, steady work with the faster work that racehorses need.

What feed do you use? Spillers Which supplements do you use? None What’s the hardest thing about training young Thoroughbreds?

It’s difficult to get the work balance right with young horses that may not be quite physically mature enough to withstand too much.

Do you take precautions to avoid horses failing dope tests? We take feed samples weekly to ensure that should we test positive for any banned substances we’re able to trace exactly what batch of feed it may have come from.

How do you keep hooves in good condition? Our farrier Nick Furlong does a fantastic job. He attends the yard two or three times a week, keeping a close eye on the horses’ feet and maintaining their condition.

What type of bedding do you use? We use shavings as they are easy to store.

How do the lads muck out? We use shavings forks. Our muck heap is on a concrete base on the yard and is removed weekly.

What’s your ambition for 2015? We have a lot of youngsters in the yard so the ambition is to reveal as much of their potential this season as possible.

Where can we find out more about your operation? www.ddracing.co.uk A happy racehorse after rolling in his shavings bed.

www.equestriantradenews.com

People

16

•Ashley Rossiter’s PR and marketing agency MirrorMePR is collaborating with Surrey based Thunderbolt Digital to offer clients an add-on social media marketing service.

“The digital world is constantly evolving. Having experts to hand who can steer our clients in the right direction is key and allows us to plan campaigns more effectively,” says Ashley.

•Jaime Finch has joined Dengie Horse Feeds as area sales manager for the south-east. Jaime has a masters in applied equine science from Writtle College. She previously worked as a nutritional adviser for Kent retailer Frogpool Manor (now Speedgate), as a showjumping groom and an instructor for the Ebony Horse Club, the Brixton, south London children’s charity.

“I’m passionate about equine nutrition and the benefits of feeding good quality fibre,” said Jaime who owns Moreno, a 26-year-old Westphalian gelding.

•Next Spring sees Dan Hughes start his new job as the British Equestrian Federation’s performance director, a role previously filled

by Will Connell. The job includes running the UK Sport National Lottery funded World Class Programme.

During a military career, Dan served as commanding officer of the Household Cavalry. Before joining the Army, he trained with Olympic medallist Ian Stark, competing to 4* level in eventing.

Meanwhile Rob Hoekstra, who managed the 2012 Olympic gold medal winning British showjumping team, has stepped down after four years in the job. Di Lampard, former international rider and currently a coach, is considered by many to be favourite to take over.

•Rosie Askham, an equine management student at Hadlow College in Kent, has been awarded the LyndonDykes Saddleworld Fellowship 2014.

Rosie will be guided by the well-known saddler Ken LyndonDykes throughout her Fellowship.

“I’m proud and delighted to support this research programme and I very much look forward to helping Rosie,” said Ken (right). Also pictured is international trainer John Smart, guest speaker at the awards ceremony.

•Bedmax has promoted Tony Robinson to the post of plant operations manager across its processing plants in Northumberland, Nottinghamshire and Hampshire. Tony has worked for the producer of dust-free pine shavings and fuel logs for more than 12 years. His role is to standardise and regulate the production of Bedmax, as well as safety and efficiency at each site. Tony lives in Alnwick with his wife and son, Adam, who is an apprentice with Bedmax.

JANUARY 2015 EQUESTRIAN TRADE NEWS

•The Queen has become the first recipient of the FEI Lifetime Achievement award. It was given in recognition of her leading role as supporter of equestrian sport throughout her reign as British monarch.

The award was presented to Her Majesty by FEI president HRH Princess Haya at a ceremony in Buckingham Palace.

•Dawn Howard is the new chief executive officer of The National Office of Animal Health (NOAH). She took over from Phil Sketchley who leaves after 13 years. Dawn qualified as a botanist at Nottingham University, and has worked in Defra’s Plant Health Inspectorate and the Pesticides Safety Directorate. She later held roles in the UK and European agri-food sector and with the NFU. Meanwhile Phil Sketchley has been appointed the chairman of AMTRA (the Animal Medicines Training Regulatory Authority). He succeeds vet Bob Stevenson who retired from the post earlier this year. Phil says he’s delighted to be able to support AMTRA and SQPs (Suitably Qualified Persons) in his new role. “There are now more than 6,000 SQPs working in the UK, and this is testimony that AMTRA has provided a robust framework for training and registration of SQPs.” AMTRA secretary general Stephen Dawson added: “Phil is passionate about our work at AMTRA and has been a strong supporter of SQPs for many years.”

ETN runs regular AMTRA accredited features to help SQPs earn the CPD points they need to maintain the qualification.

•International showjumper Tim Stockdale and his support team are sponsored by Tuffa. “We understand how important every member of a rider’s team is, so making sure they’re well shod is essential,” said Michelle Girling, managing director of the footwear brand.

• Comedian and Riding for the

Disabled (RDA) supporter Rory Bremner accepted a cheque for £300,000 on the charity’s behalf. He thanked players of the People’s Postcode Lottery for their donation.

www.equestriantradenews.com

18

THE ULTIMATE TRAD

With only one month to go, we lift the lid on BETA International to find out the very latest news from this ultimate trade shopping event.

2015

A Dragon in the

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

Main Sponsor

Free coaches & cut-price trains RETAILERS can travel to the show without it costing them a penny, thanks to BETA International’s free return coach service operating on Sunday 22 February – the first day of the show – from Carlisle, Exeter and Norwich. See www.beta-int.com/category/visit-beta/free-coach/ for details.

BETA International visitors travelling to the show by train can benefit from a 25 per cent discount when buying Virgin Trains advance tickets. To get the best possible fares, book as far as possible ahead – tickets go on sale up to 12 weeks before the date of travel. You can reserve promo tickets at www.virgintrains.co.uk/nec-venues/nec/.

Claim CPD points VISITORS with an SQP qualification can top up on 10 valuable CPD points at BETA International’s AMTRA-accredited seminar “Reds, Tapes & Pins”, presented by veterinary management consultant Jim Wishart on Sunday 22 February and Tuesday 24 February.

The free 75-minute seminar will take place in the Charles Owen Learning Centre @ The Horse Demonstration & Seminar Arena. Advance booking is not required, although SQP numbers should be brought to register on the day.

Secure your BETA subsidy BETA retail members visiting the trade fair for at least two days can claim a £50 subsidy per company to offset the cost of travel and accommodation. To secure the saving, proof of attendance such as transport or hotel receipts, or an attendance slip signed on more than one day on the BETA stand, G7.1, should be submitted to the BETA office after the trade fair.

WIN back your fuel money!

FILL in this form, cut it out and bring it along to the Equestrian Trade News stand, P1.1, at BETA International to be in with a chance of winning a cool £100 to offset your fuel costs. All forms will be entered into a prize draw and the winner will be notified after the show.

£100 FUEL COSTS DRAW Please enter me into the prize draw to win £100 back on my BETA International fuel costs.

NAME: ……………………………………………………………………………………

COMPANY: ………………………………………………………………………………

ADDRESS: ………………………………………………………………………………. ……………………………………………………………………………………………

!

TEL: …………………………….... EMAIL: ………………………..…………….........

DEBORAH Meaden, of TV’s Dragons’ Den and an ambassador for the British Equestian Federation’s Hoof programme, is to appear at BETA International on Monday 23 February.

She will tour the halls and take part in a range of activities, including a

Q&A session in Learning Cent stration & Sem This is a gre what this hothas to say abo as her passion

Saddlery skills on

A

pprentice saddlers will go head-to-head as they put their skills and craftsmanship to the test in the trade fair’s popular saddlery competitions organised by the Society of Master Saddlers (SMS).

Visitors can watch as the excitement mounts in the Saddlery Pavilion, where talented trainees from two of the country’s top learning centres will showcase their work over three days.

Apprentices from the Saddlery Training Centre will compete against one another on Sunday 22 February to make the best Pelham rounding. Second-year students from Capel Manor College, Enfield, will put their handiwork to the test on Monday 23 February as they create a lead rein with butterfly attachment.

First-year apprentices from Learning Centre @ The Horse Demonstration & Seminar Arena

New Product Gallery

Saddlery competitions are always both colleges will gather on Tuesday 24 February to make an Irish martingale.

Winners will be selected by a

Coffee Shop

Fashion Main Sponsor

DE SHOPPING EVENT

19

e halls! Innovation unlimited

T

he words “inspirational” and “ingenious” are often used to describe products entered into the BETA International Innovation Awards – prestigious industry accolades created to celebrate flair, creativity, cutting-edge technology and extensive research and development.

Sponsored by media partner Equestrian Trade News – the leading equestrian trade magazine – the awards are open to all exhibiting companies provided that entries are new to the market in the 12 months preceding the show.

They feature 10 categories: Country Fashion & Footwear, Feed & Supplements, General, Horsecare Equipment & [horse] Clothing, Pet Products, Rider Clothing, Rider Footwear & Chaps,

Amanda Flowers, of Carr & Day & Martin, picks up an Innovation Award, from Nicki Lewis (left) and Liz Benwell of ETN, for the company at last year’s trade fair.

Saddlery & Tack, Safety & Security and Technical Outdoor Clothing & Footwear. Entries are put before a

judging panel made up of individuals carefully chosen for their expertise and knowledge.

MEET THE JUDGES

n the Charles Owen tre @ The Horse Demonminar Arena. eat opportunity to hear -shot businesswoman out the industry, as well n for horses.

n display SARA BLACKSHAW After a career as a fashion buyer for the Alexon Group, Sara Blackshaw moved to the equestrian sector, where she has worked as a category manager for Countrywide Farmers for the past six years, taking responsibility for equine accessories, feed, bedding, clothing and footwear. Life at home circulates around her dachshunds, three horses, a cat and a very supportive partner.

s popular at BETA International. panel of judges from the Society of Master Saddlers, with cash prizes supplied by the Saddlers’ Company.

Show

Innovation Awards & Media Partner Visitor Bags

Exhibitor Bags

SOPHIE WEBSTER Show rider and producer Sophie Webster works with her mother running a livery yard and riding school in Derbyshire. With her horse of a lifetime, Polo, a 16.2hh grey gelding, she is enjoying growing success, including winning the Novice Dressage Rider class in the National Side Saddle Championships. This year, Sophie has her sights fixed firmly on HOYS.

ALEX COLQUHOUN Chairman of British Eventing’s Young Rider Selection Committee, Alex Colquhoun is a keen horseman. A member of the gold medal-winning team in the Junior European Eventing Championships in 1972, he has owned several successful horses, including The Poser, who won the British National Championship at Gatcombe in 1988, ridden by Robert Lemieux. Alex is an insurance consultant for Lloyd’s of London and a member of the Lloyd’s Livestock and Lloyd’s Veterinary Liaison Committees. He loves racing, art, photography and salmon fishing, and is the father of actress Sophie Colquhoun.

JOHN SOMMERVILLE Horses play a pivotal role in vet John Sommerville’s life. As a partner in North Yorkshire practice Rae Bean & Son and father of a full-time professional event rider, he is never far from a set of hooves. He qualified as a vet from Glasgow University in 1984. He and his wife, Jennifer, have two sons – event rider James and vet William. When he’s not working, John is happy lending a helping hand as support crew for James and following the progress of the promising horses that he and Jennifer own.

BETA International 2015 takes place at the NEC, Birmingham, from 22 to 24 February. For more information, visit www.beta-int.com.

Hoof Care

20

EATING ON THE HOOF Horse owners increasingly understand that equine diet is key to hoof health. ETN asked Nicola Tyler what nutrients should be present in a product that claims to improve hoof quality.

H

oof wall consists of more than 70% protein, the rest is mainly water. It’s important, therefore, that horses receive ample good quality protein either in their daily diet or combined with their supplement.

A horse on a low protein diet or low calorie diet to promote weight loss is more susceptible to poor hoof quality than one on a wellbalanced diet to maintain or increase bodyweight.

Biotin, which is a vitamin, is probably the best known nutrient for hoof quality. But don’t assume that because a feed or supplement claims it includes biotin ‘for hooves’, that it necessarily contains enough to actually improve hoof quality.

Worldwide research has clearly demonstrated that equines need 3mg of biotin per 100kg bodyweight per

day for nine to 12 months to improve hoof quality. So a 16.1hh sports horse mare weighing 500kg with brittle, crumbly hooves needs 15mg biotin daily for nine to 12 months to improve hoof quality from the coronet to the bottom of the hoof wall.

Some firms recommend cutting this level in half once the hoof quality is good but I believe horses with problem feet should remain on full supplementation permanently. It seems strange that anyone could think that if hoof quality responds to nutritional supplementation, it will then remain good if the supplementation is reduced or withdrawn.

But biotin is not the whole story; many other nutrients are needed to optimise hoof quality.

Horn contains a protein called keratin which is made up of amino acids, mainly

sulphur-containing amino acids such as methionine or cysteine. So look out for these on product declarations.

Also look out for zinc which has a role to play in the formation of keratin, while copper plays a role in the formation of the disulphide bonds in keratin.

These trace elements should always be contained in balanced quantities with manganese, whose main role in hoof quality is an anti-oxidant. Another trace element, iodine, is important in the mechanisms that control the growth of all tissues, including horn.

The mineral calcium is important to hoof quality. So alfalfa, which contains highly available calcium, is a good ingredient to include, say as a chop. The opposite is true for bran because it contains relatively low levels of calcium.

Fatty acids, such as those found in soya oil, are important for the internal strength of the hoof as well as for its ‘waxy’ coating. Vitamin A is crucial too.

In theory at least, several other nutrients are important for hoof growth but very little specific, published research has been carried out.

About the author NICOLA TYLER BSc (Hons) is the nutrition director of TopSpec Equine. Nicola and her team can be contacted on the free BETA multipleaward-winning helpline 01845 565030.

What type of hoof supplement should you recommend? l All the vitamins, minerals, trace-elements the amino acid methionine mentioned above are included in TopSpec Healthy Hoof. Designed both to improve hoof quality and to balance the diets of horses in light work, it’s ideal for customers wishing to feed a powdered or granular supplement. l If, however, your customer’s horse is working hard, being shown or suffering from any form of stress, then they need a product containing a broadspectrum supplement that has a higher specification, blended with one or more specific supplements, such as TopSpec All-in-One multisupplement. Naturally it includes optimum levels of all the micronutrients needed to improve hoof quality. l Four reasons might push your customers towards a more sophisticated solution.

One is the knowledge that a diet containing good quality

protein is essential for not only good hoof quality but also all the other functions requiring protein in the diet, for example muscle development. The second is that they wish to take advantage of all the benefits of feeding a feed balancer, such as improved feed utilisation. The third reason is that perhaps their horse does not find a powdered supplement palatable.

Finally, they may find feeding a pelleted product convenient. l For any of the above reasons TopSpec Comprehensive Feed Balancer, which contains therapeutic levels of biotin plus a top specification, broad-spectrum supplement, is the ideal solution.

It also provides significant levels

JANUARY 2015 EQUESTRIAN TRADE NEWS

of high quality protein and fatty acids from soya oil so should improve hoof quality slightly more than a supplement. TopSpec Senior Feed Balancer contains similar nutrients but is tailored for elderly horses. l If a customer has a horse or pony that will not eat powdered products and is either laminitic or is a good-doer, the need to avoid gaining weight must override the ideal of including optimum amounts of good quality protein in the diet. But occasionally horses can have their cake and eat it... There are some neat nutritional solutions to providing those parts of good quality protein that a horse needs to help improve hoof quality without feeding sufficient total

protein to build muscle and consequently bodyweight.

One is a palatable, pelleted product containing several supplements combined with a low-starch, high-fibre, very low-calorie base - TopSpec AntiLam. Another, providing similar nutrients but tailored for donkeys is TopSpec Donkey Forage Balancer. l A solution for gooddoers not considered to be at major risk of laminitis is TopSpec Lite Feed Balancer which combines a general purpose supplement for horses in light work with a hoof-improvement formula. l For customers with breeding stock or racehorses, TopSpec Stud Feed Balancer or TopSpec Racing Feed Balancer provides all the effective micronutrients needed to improve hoof quality with the high levels of protein and additional soya oil needed for muscle development and conditioning properties. www.equestriantradenews.com

Hoof Care

22

BEST FOOT FORWARD...

From supplements to topical applications, the market is brimming with useful products to help horses have better hooves. ETN takes a look.

Must-haves for hooves

Snack for healthy hooves

BATTLES has a whole armoury of tried and trusted hoofcare products under its Lincoln label.

Lincoln Classic Hoof Ointment is designed to improve hoof condition by promoting healthy growth of the horn. Manufactured to a traditional formula, it helps maintain supple hooves which are less likely to split or crack.

It makes horses’ feet look great too. Available in 500g container, the RRP is £14.40.

Lincoln Classic Hoof Oil With Brush has been used by caring horse owners for many years.

This original hoof dressing contains a combination of hoof conditioning oils, natural greases and vegetable tar to enhance the appearance of the hoof. With antibacterial properties, it offers protection too. Supplied complete with a handy brush, it makes a great retail offering. The RRP is £7 for 500ml.

While sharing all the properties of Lincoln Classic Hoof Oil, the nonspill presentation of Lincoln Solid Hoof Oil makes this a must-have for the grooming kit. Clean and easy to use, it comes in a 400g size with an attractive RRP of £6.40. t Battles 01522 529206

NEW hoofmunch from Equilibrium Products is a low calorie, low sugar, high fibre, cereal-free snack that provides extra support for healthy hooves.

Made from timothy grass, each 1kg block is enriched with biotin, methionine and zinc, with added kelp, nettle and rosehip, to support hoof nutrition.

Hoofmunch blocks come in attractive, airtight packaging to keep that ‘just harvested’ taste and smell for 12 months. The RRP is £3.95 each. t Equilibrium Products 01442 879115

Hoof support for weight watchers SPILLERS’ Happy Hoof is a helpful addition to feeding regimes for equines in need of hoof support, but prone to weight gain.

The low calorie, shortchop forage can be used as a complete feed. It contains all the vitamins and minerals horses or ponies need for good health, including biotin for hoof health.

Designed to extend eating time, Happy Hoof was the first complete chopped fibre feed to be approved by the Laminitis Trust. t Spillers 01908 222888 JANUARY 2015 EQUESTRIAN TRADE NEWS

Recipe for healthy hooves IF A customer simply wants a hoof supplement, then suggest TopSpec Healthy Hoof. It’s designed to be added to any horse feed or chop to greatly improve hoof quality.

Featuring optimum levels of all the micronutrients that promote hoof quality, Healthy Hoof also produces a shiny coat and supple skin.

It contains the levels of biotin (15mg/500kg horse per day), and associated nutrients, scientifically proven to improve hoof quality. These include chelated zinc, methionine, MSM, copper, iodine, calcium and vitamin A, all of which improve the effect of biotin alone. t TopSpec 01845 565030 www.equestriantradenews.com

23 Why winter wages war on hooves

NEVER is the saying ‘no foot no horse’ more applicable than over the winter months, says Rachael Holdsworth, Absorbine European key account marketing co-ordinator.

Cold and wet provide perfect conditions for bacteria and fungi to proliferate in the horse’s frog and sole. So it pays to stock Absorbine Frog and Sole Care which helps eliminate odours associated with damp underfoot conditions.

The liquid formula, which penetrates the frog and sole tissue without stinging or staining the hoof, is easily applied with its squeeze applicator that reaches deep into the frog. The product can be used when needed or applied daily to problem feet.

Prolonged wet conditions cause hoof horn to become soft and therefore vulnerable to damage or infection. The aim is to maintain a consistent and correct moisture balance.

Absorbine Hooflex Original Liquid Conditioner provides a breathable barrier as well as conditioners to maintain moisture levels and support healthy hoof growth from the coronet band.

Hooflex Natural Dressing and Conditioner gives an attractive sheen as well as maintaining moisture balance and providing regular care, even for horses kept barefoot.

Bruised soles and abscesses are common in winter. Horses can also become foot sore through shoes being pulled off in thick mud.

Your customers will find it useful to keep a tub of Absorbine’s Magic Cushion hoof packing handy to help overcome these problems. Magic Cushion cools and cushions the hoof, provides a barrier to prevent dirt and bacteria getting into the sole and maintains healthy condition of the frog and sole area even under pads.

The full range of Absorbine hoofcare products is widely available from equestrian wholesalers.

Putting feet first HOOF FIRST supplement from Horse First helps horses grow strong, healthy hooves which are good for farriers to work with.

It also helps fight problems such as cracked or weak hooves which contribute to the inconvenience of lost shoes.

Hoof First offers 40mg of biotin per 25g serving. Other key ingredients include methionine, a sulphur rich amino acid essential in the formation of keratin, zinc for growth plus copper lysine and vitamin B1 – all correctly balanced. t Horse First 028 308 48844 www.equestriantradenews.com

EQUESTRIAN TRADE NEWS JANUARY 2015

Hoof Care

24

The barefoot debate Farrier Daniel Bennett considers this most controversial yet increasingly popular area of hoof care.

S

o called ‘barefoot’ is something that has emerged in the last ten to 20 years chiefly through the natural horsemanship fraternity and a loophole in the British Farriers Registration Act (1975).

Because of that loophole, a hoof ‘trimmer’ does not need to have a Dip WCF, AWCF or FWCF qualification - nor be on the register of The Farriers Registration Council.

Currently, anyone can set themselves up as a barefoot trimmer, potentially without any qualifications or having any relevant experience. There are courses for barefoot trimmers in equine podiatry, ranging from three days to a year. But one must question whether is this comparable to the years of training a farrier must undertake?

Put simply, the philosophy of barefoot trimming is about simulating and stimulating.

Firstly, trimmers are simulating the wear that horses feet would get if they were free to get all the exercise they needed to keep their feet selftrimmed. Secondly, they are trimming the foot to stimulate it to grow healthily and in the proper form for each individual foot. Their goal is to keep the feet at the optimal length for each horse.

A barefoot trimmer recommends a trim every five to six weeks; however in some cases due to hoof problems, more frequent trimming is deemed necessary. After being trimmed a few times, the feet may begin to self regulate as growth and wear start to balance. Once this happens, a barefoot trimmer may allow the horse’s feet to go for eight weeks or longer.

Prices for a barefoot trim vary, but usually start at £35 and can be as much as £50 much more expensive than the usual £20 trim from a certified farrier.

Barefoot benefits Less chance of missing out on a ride or competition due to a lost shoe as there are no shoes to lose!

Injuries from kicks (to horses and people) are much less severe when horses are not wearing shoes.

The unshod horse should have stronger feet due to no nails and clips weakening the hoof capsule at the quarters.

Horses have better grip on concrete and asphalt without shoes on and are less likely to slip.

A horse without shoes on may have better circulation than a shod horse.

Trimming is cheaper than shoeing.

Barefoot disadvantages Horses in certain types of work (for example an endurance horse or hunter) are expected to work on different types of terrain.

Barefoot horses on certain surfaces, especially stones and gravel, are more susceptible to pedal bone fractures and foot soreness. With shoes you can get up and go on any kind of terrain.

Certain veterinary conditions, such as bone and musculature problems in the horse’s legs and feet that can be helped by corrective shoeing, cannot be cured by barefoot trimming in most cases.

Weather conditions impact upon horses’ feet. The change from wet weather to hard ground, for instance, causes the feet to alternate between soft and brittle leaving an unshod horse more susceptible to abscesses and cracking.

Horse shoes are cheaper than shoe boots [more of which below].

Shoes cover the hoof’s ‘white line’, preventing stones from accumulating there.

Shoes provide better traction on grass and, with shoes, riders can use jumping studs and road pins to assist their horses.

The use of ‘shoe boots’ ‘Shoe’ or ‘hoof’ boots are heavily promoted by barefoot advocates and popular with some endurance riders.

Made primarily from plastic or rubber, they are designed

JANUARY 2015 EQUESTRIAN TRADE NEWS

to cover the hooves of a horse as an alternative to, and occasionally in addition to, horseshoes. They can also be used as a protective device when the horse incurs an injury, or to aid in the application of medication such as a poultice.

There are many different types of shoe boot, but all are designed to do the same job of offering protection to the hoof wall and sole from hard surfaces, rocks and other difficult terrain.

Shoe boots are most commonly seen as a substitute for horseshoes, either as a backup for a lost shoe until a farrier is available, or as a temporary form of protection to a barefoot horse that may be subjected to conditions that its unshod hooves are not able to handle without damage. They can also be used when transitioning a horse from shod to unshod riding.

They are also very useful for protection of the hooves of horses that cannot wear shoes, such as a horse that has lost a large chunk of the hoof wall due to disease or injury.

In some cases, horses with laminitis also respond well to the protection of shoe boots while their hooves recover.

As a general rule, hoof boots are not kept on horses full time; they are put on and taken off as needed.

Riding horses have their boots removed daily at the end of the ride. In the case of horses with injuries, they may be kept on for longer periods of time, but need to be periodically removed, cleaned and the horse checked for rubbing, after which the boot may be replaced.

Is barefoot better?

Look at any farriery or equine text book, and the reasons for shoeing are: l Protection l Grip l Surgical/pathological Other factors to take into consideration when contemplating riding barefoot are:

A qualified farrier usually charges £20 for a trim.

Quality and strength of feet l Amount of weight placed on feet l Distance travelled over what terrain l Type of horse Some horses can cope better with each of these factors than others and are able to perform barefoot on each differing type of terrain. When shoe boots are required, however, it’s questionable as to whether a horse would benefit more from being shod when in work as this would provide better protection and eliminate sore feet on a day to day basis.

Welfare issues Overall, the biggest debate with barefoot trimming has to be that the barefoot trimmer. With no qualification or horseshoeing experience, trimming a horse’s foot is a big risk. If a horse has incorrect foot balance or develops a surgical or remedial problem, what knowledge does the barefoot trimmer have to deal with it - and at what point would a farrier or vet be called upon. Is that not a welfare case?

It is proven that in the wild, horses’ feet grow very long toes, split, crack and then snap off to self trim. Wild horses have also been found to have the same conditions, diseases and injuries as our domesticated equines - whether shod or barefoot.

We wouldn’t want our horses’ feet to look like that - and we wouldn’t pay £45 for the pleasure of seeing our horses’ feet like that either.

So is barefoot trimming any different from a qualified farrier’s trim every five to eight week and at £20? www.equestriantradenews.com

25

BETA Member’s Page

BETA TRADE TRIP DOWN UNDER

Training courses planned for 2015 BETA offers a wide range of training courses at different locations throughout the UK – check out this extensive list of those on offer for 2015 – including some exciting new courses introduced for the first time! If you are interested in attending one, please contact Laura Clegg in the BETA office.

JANUARY: 20: Day 1 of E-SQP course. 21: Day 2 of E-SQP course.

28: CPD course for SQPs. FEBRUARY: 5: SQP exam day. 10: CPD course for SQPs. MARCH: 4: CPD course for SQPs. 5: National Equine Forum. 17: Retail sales skills. 17: Day 1 of E-SQP course. 18: Day 2 of E-SQP course. 24: Avian CPD for SQPs. 25: Digital marketing. 26: Social media. 31: SQP exam day.

APRIL: 14: CPD for SQPs. 21: Safety course for hat and body protector fitting. 22: C&G Rider Safety Equipment qualification.

28: Visual merchandising and store layout.

Finding time to catch up on the BETA stand at Equitana Melbourne are (left to right) Anna Wiltshire (Carrots UK), Rosie Pocock (Griffin NuuMed), Becky Goddard (Snuggy Hoods), Claire Williams (BETA), Peter Phillips (Abbey England), Chris Bradwell (Stubbs) and Andy Fish (Griffin NuuMed).

B

ETA’s trade mission to Equitana in Melbourne, Australia, in November proved a big hit for all concerned. This popular equestrian show, largest in the southern hemisphere, attracts about 50,000 consumers, which is an incredible amount of footfall: and a perfect audience for the promotion of British goods.

The trade association accompanied a large group of companies with the help of funding secured from UK Trade & Investment and was one of about 300 stands. Those with a presence at Equitana were Abbey England, Snuggy Hoods, Carrots UK, Bliss of London, Equi-Ads, Equilibrium Products, Horse First, Horslyx, Loddon Engineering, Mount St John Equestrian, WB Stubbs and Griffin NuuMed. BETA executive director Claire Williams said that the show was the busiest she could remember.

“There was a tremendous amount of interest in new products, with people coming along to the stand looking for something that little bit different and taking a look at what British companies had to offer,” she added.

Many of the group reported keen interest in their companies and products, with leads taken, sales made and business done since the show.

Snuggy Hoods director Rebecca Godfrey-Faussett was delighted that her products proved so popular with the

www.equestriantradenews.com

Australian audience. “They really seem to like our range and we have gone on to make plenty of sales on our website after the event,” she added.

Visiting Equitana was something of a PR exercise for Nikki Newcombe and her Bliss of London brand. “We have a good dealer network in Australia and it was a great opportunity to support our fitters with brand recognition for the consumer while also meeting with some of our dealers for the first time,” she said. “It is the footfall at Equitana that is important to us, so the next six months will see whether it was worthwhile for us – I am sure it will be!”

Equitana also proved rich pickings when it came to gathering data, helped by a competition organised on the BETA stand. Visitors provided feedback to set questions in return for entry into a prize draw.

In addition to the shopping village, Equitana is known for its highly successful programme of competitions, demonstrations and displays, which included mounted games, showjumping, reining and barrel racing.

However, the British contingent was thrilled to see the UK’s gold-medal-winning dressage star Charlotte Dujardin take time out from the display she was doing with former trainer and Grand Prix rider Judy Harvey to accept her Sky Sports Personality of the Year Award on a live TV link.

MAY: 14: CPD for SQPs. 19: Lorinery retailing.

JUNE: 2: CPD for SQPs. 3: Retail sales skills. 9: Day 1 of E-SQP course. 10: Day 2 of E-SQP course. 23: SQP exam day. 24: CPD for SQP. SEPTEMBER: 8: Day 1 of E-SQP course. 9: Day 2 of E-SQP course.

22: SQP exam day. 22: Safety course for hat and body protector fitting. 23: C&G Rider Safety Equipment qualification.

NOVEMBER: 10: Day 1 of E-SQP course. 11: Day 2 of E-SQP course. 24: SQP exam day.

Welcome to new members The following companies have been approved as members of BETA: Mr Pets (UK), West Midlands – Trade; Butterfoal Stud Tack & Feed Shop, Hertfordshire – Retail; Derriere Equestrian, Worcestershire – Trade; Bradshaw Taylor Ltd, Leicestershire – Trade; Animal Kingdom Ltd, St John, Jersey – Retail; Animalife, Conwy – Trade; Saddle – Up Saddleworld, Victoria, Australia – Overseas retail; Ruby UK Ltd, Devon – Retail; Arc Equine, Kent – Trade; Racewood Ltd, Cheshire – Associate; Agrihealth, County Armagh – Trade; Equisafety Ltd, Wirral – Trade; Stirling Sales Agencies Ltd, Staffordshire – Trade; W.B. Stubbs Ltd, Nottingham – Trade; Seamus Saddlery, St John, Jersey – Retail; Blaser Mills, Buckinghamshire – Associate; Cheshire Show Services, Cheshire – Associate; Shaws Equestrian, Derbyshire – Trade; Fordville Ltd, Manchester – Trade; Slipquiz Ltd, Leicestershire – Trade; Kopl Distribution Ltd, Roscommon, Ireland – Overseas trade; Mulryan Saddlery, Co.Derry – Retail; Littlegate Developments, North Lincolnshire – Trade; De Lacey Executive, Herefordshire – Associate.

For further information on any of the items mentioned here

CONTACT LAURA CLEGG AT BETA Tel: 01937 587062

Website: www.beta-uk.org Email: laurac@beta-int.com Stockeld Park, Wetherby, West Yorkshire LS22 4AW EQUESTRIAN TRADE NEWS JANUARY 2015

Better Retailing

26

STAYING IN TOUCH

Gathering customer data is critical to successful retailing, says James Steel.

But how do you do it while maintaining good customer relations?

M

y point is painfully obvious. In order to build relationships with people, you have to communicate. In order to communicate with people (especially those you don’t see every day), you have to reach out.

In order to reach out, you need to know how to stay in touch.

Sure. You could open the front door and scream something but, most likely, you’ll hit the ears of people who don’t care, think you’re crazy and want nothing to do with you. Your throat will tire quickly, too.

So you’ll close the door and keep your mouth shut. But noone can say you didn’t try.

More to lose than win Allow me to relate a personal experience. I was visiting a small, independent bike shop to collect my bike which had been in for a service. It had been making strange noises.

Getting customers to divulge their contact details when booking an item into a workshop should be like shooting fish in a barrel.

Now I’m known in that shop; well enough to be called by my name and which bike is mine. A very good thing...

Nevertheless, paying for the service involved nothing more than me putting my card in the machine, checking the value and entering my PIN. Simple!

Good customer service, right? Convenient for me at the time, I’ll grant you that.

However, as soon as I stopped

JANUARY 2015 EQUESTRIAN TRADE NEWS

being a customer, my business brain switched on. Surely there was more for this retailer to lose than win.

I couldn’t stop myself: “I notice you didn’t bring up an account for me on the system.

How will you remind me to bring my bike in for a service in a few months?”

“I hate asking customers for email addresses and what-not so we don’t do that,” was the proprietor’s reply. “Our customers know where we are; they bring their bikes in when they’re ready.”

No cost idea It’s a common theme; unwarranted resistance to a clearly positive, no cost idea for building relationships with customers. And it’s usually based on past experiences of retailers who ask for personal details without any real desire to get to know you.

The chap at the cash desk in a large electronics retailer isn’t asking for a postcode and email address so that

he can serve you better. He’s asking because he’s required to do so. It’s part of his job.

In all likelihood, the system he’s using won’t let him complete a transaction if that information isn’t included first.

So, to tick a box that means he doesn’t eventually get fired, he has to inconvenience you and demand that you provide the information or that kettle will have to be put back on the shelves.

If only Ted on the cash desk understood why getting those details from you might bring you benefits, it might not seem like such a painful irritation for both parties.

Handing over your email address might mean you’re invited to exclusive product launch because you live within a postcode location that suggests you might be willing to travel for the release of the latest techno-marvel. Or you may get notice of a flash sale enabling you to beat other customers to the punch and www.equestriantradenews.com

27 get a great deal.

Valued custom Customers don’t associate the handing over of their contact details as a standard part of an in-store transaction.

To be fair, it isn’t. I’d say 95% of all transactions in the retail space will not involve the exchange of contact details and, of those, probably half really shouldn’t anyway.

This doesn’t mean that they aren’t willing or think it rude of you to ask. People want to feel they’re important to you.

Indicating that you value their custom enough to ensure that you can keep them up to date with relevant reminders is a way to demonstrate that.

Like bike shops, saddlery shops have an advantage over other retailers because they most likely deliver a service, too. It should be like shooting a fish in a barrel getting customers happily to divulge their telephone numbers and email addresses when booking an item into your workshop.

The same goes for saddle fitting, rug washing and repairs, bespoke saddlery work and even special order items.

“So that we can get your saddle/rug/bridle back to you as soon as possible, if we could take a contact telephone number and an email address, the moment the work is complete our workshop system will contact you and let you know it’s ready for collection.”

That seems good to me. Or when someone is buying a pair of boots, try: “We want to make sure you get the most from your new boots and look forward to supporting you for many years to come. So that we can do that, please could I take a contact telephone number and email address? That way we

Letters can keep you up to date with news, events and offers that are relevant to you and it really helps the team perform well for you when you next visit the store.”

If someone is spending a decent bit of their hard-earned on a new jacket, how about?

“That brand you’ve invested in is really popular with our customers and it’s one we really rate. There’s always a buzz about it when the new season is landing so we like to let our customers know as it arrives. Could I take a contact telephone number and an email address from you so that I can try to make sure that you don’t miss out?”

Don’t ask, don’t get When someone is “just looking”, you could say: “If you’re still deciding, why don’t I email you the information on the body protectors I’ve shown you today? That way, when you get home, you can refer back to them. I’ll include my details, too, so if you have any further questions, you’re welcome to contact me and I’ll help in any way I can.”

In an age when the opportunity for in-depth research and purchasing of pretty much everything is possible online, then anyone who takes the time to set foot in a physical store is worthy of attention.

Of course some people will say “no, thanks” (or worse). But so what? It’s not personal. It’s not about you - or shouldn’t be if you got everything right for the customer.

What I can absolutely guarantee, however, is that if you don’t ask, you’ll never get their details.

Why are suppliers shunning my shop?

Dear ETN We have run a successful equestrian laundry for three and a half years. Recently, and largely due to customers’ requests, we invested in turning one of our industrial units into retail premises.

We have a good weekly footfall to the laundry and also service a number of large commercial equestrian establishments.

In order to stock the retail outlet, I have been applying for trade accounts. Those suppliers that have bothered to reply have been great to deal with. But some of my enquiries either go unanswered or I have to chase up the progress of the application.

Today I’ve received a letter from one of the companies I had applied to for an account. In six lines they have turned me down stating that they’ve checked their records and that they have sufficient stockists in my area. In fact, this is completely untrue. I’m disappointed that they did not even consider a telephone call or visit to our premises before making their decision.

Yes, we are a relatively small business, but our company carries no debt, has all the necessary insurance policies and an established large client base in an area with a sparse coverage of saddlery shops.

We haven’t even touched internet sales yet as we’re too busy working from our existing premises.

If orders are paid for upfront with no credit requested, then companies are taking no risk by supplying us.

Considering how many saddleries and tack shops have closed, I would hope that suppliers would support new ventures. Surely for every closure, they lose a showcase for their products?

Yours etc

ABOUT THE AUTHOR JAMES STEEL is a director of ‘clicks and mortar’ specialist Citrus Lime. For more information and advice, tel 01229 588628

www.equestriantradenews.com

Heather Klimczak, Newcastle Equine Laundry, Newcastle under Lyme, 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 2015

Feeding For Breeding

BUILDING FOR THE FUTURE Protein is fundamental to stud feed formulations. But what do manufacturers mean by “quality protein�? And which horses need it? ETN asked Lizzie Drury to explain.

P

roteins are made up of many building blocks called amino acids.

There are 22 amino acids; some are known as essential amino acids (which must be provided in the diet) while others are non essential amino acids (which can be made by the horse).

In the horse, essential amino acids such as lysine and methionine must be present in the diet for optimum muscle function, cell renewal and tissue repair and growth.

The amino acid most likely to be deficient in the diets of growing horses is lysine.

Various researchers have

done a great deal of work to determine the requirement for lysine in this group.

Studies have shown that horses fed diets deficient in lysine will grow more slowly than horses fed a diet high in lysine, even if the crude protein percentages of the diets are identical.

Studies at the University of Florida suggested that the second limiting amino acid for growing horses may be threonine. Yearlings fed maize, oats, and soya bean meal

Breeding stock rations must contain sources of quality protein for optimum colostrum quality and milk production.

JANUARY 2015 EQUESTRIAN TRADE NEWS

www.equestriantradenews.com

29

The world beating combination of Charlotte Dujardin and the Saracen fed Valegro demonstrate how quality protein intake in conjunction with exercise causes a muscle building effect.

Raw materials that are high in quality protein include soya bean meal, alfalfa, linseed and peas. diets, along with the local coastal Bermuda grass hay, grew faster with additional muscle gain when threonine was added to the concentrate feed at a level of 0.1% of the cereal mix.

Breeding stock including mare, stallion and youngstock rations must contain sources of quality protein for optimum colostrum quality and milk production, normal sperm production and conformation and to support the continued development of the foal from birth to maturity.

To ensure an adequate supply of essential amino acids to ensure optimum

muscle function, health and development, your customers need to look for feeds that contain good levels of quality protein sources.

Look at labels You can identify these by looking at the feed label.

Quality protein sources contain the essential amino acids. Raw materials that are high in quality protein include soya bean meal, alfalfa, linseed and peas.

Typically stud and youngstock feeds such as Level Grow Mix, convalescing rations such as Re-Coup 11 and conditioning feeds such as Show Improver Mix have higher inclusion levels of quality protein sources than feeds used for maintenance.

Horse owners sometimes get concerned about protein percentage inclusion. But this is often a mistake as a high protein percentage may be made up of poor quality sources of protein!

Feeds containing good quality protein sources can also be fed at lower intakes.

Cereal grains are lacking in lysine and therefore are considered to be a poor quality protein.

If a customer was to feed their horse a diet containing predominantly cereals and restricted quality protein

sources, they would find that no matter how much work they put into their horse, the development of muscle tone and topline would be very difficult with growth rates reduced.

It’s also likely that their working horses would experience increased muscle soreness and become more prone to infections and so on. In extreme cases, they may even start to observe muscle wastage.

Feeds such as Level Grow Mix have higher inclusion levels of quality protein sources than feeds used for maintenance.

Protein pointers Quality protein intake in conjunction with exercise is known to cause a muscle building effect by stimulating the release of hormones that are concerned with the uptake of amino acids by the body’s cells.

Potentially, the more

amino acids that are taken up, the more protein is produced and the more muscle is laid down.

A note of caution, however... Exceeding a horse’s protein intake will not build twice as much muscle or make a young horse grow twice its size.

In fact, excessively high protein intakes can have a detrimental effect on a horse’s respiratory health and hydration status.

Horses cannot store excess protein and have to break it down by a process called deamination, which produces ammonia or urea

which is excreted.

However, high protein intakes are not a factor in developmental orthopaedic disease.

• ABOUT THE AUTHOR: Lizzie Drury is the senior nutritionist at Saracen Horse Feeds.

Feeding For Breeding

30

FOR A GOOD START IN LIFE...

ETN looks at the latest feeding trends for mares and their foals, youngstock and breeding stallions.

Good nutrition - licked HORSLYX provide extra nutritional value in the diets of broodmares, stallions and youngstock.

As well as vitamins, minerals, trace elements and antioxidants, the lick supplements offer the correct calcium:phosphorus ratio plus the good quality protein essential for healthy, efficient growth.

Horslyx come in weatherproof tubs for feeding in the stable or field. Because the solid formula is waterproof, the licks provide an easy to access trickle feed system which ensures foals or shy feeders can get their fair share.

Free access to Horslyx can help correct nutrient deficiencies in forage and grazing by supplying the likes of magnesium, zinc, copper, iodine, cobalt, selenium and vitamin E. Such nutrients are essential for fertility, healthy growth and to help maintain a strong immune system.

Horslyx is available in Original, Garlic, Respiratory and Mobility formulations in 5kg, 15kg and 80kg tubs (Original, Garlic and Respiratory only). RRPs are from £9.95. t Horslyx 01697 332592

WHEN feeding breeding animals, it’s clearly important to get it right. So if you have concerned customers asking for help, call the feed companies’ helplines for some expert advice. Calling up there and then, while they’re in your store, is a great way to offer good customer service.

If a customer is worried about the health of any animal, you should urge them to contact a vet without delay.

RETAI L TIP

JANUARY 2015 EQUESTRIAN TRADE NEWS

Hands-on experience

HAVING supported the British Equestrian Federation (BEF) Futurity Young Horse Evaluations for ten years, the nutritionists at Baileys Horse Feeds have watched the quality of youngstock presented steadily improve.

Part of the evaluation process involves a veterinary inspection, during which issues that can be overcome with correct management are often highlighted. The process enables breeders to address possible problems early – while there’s still time to minimise any potential long term effects on a horse’s future.

Because correct nutrition is so important in the young horse, the Baileys team works alongside the vet to offer appropriate advice at evaluations.

“While it’s tempting to believe that forage and pasture is all a growing youngster needs once weaned, without the correct balance of supporting nutrients, like vitamins and minerals, problems can arise,” said a spokesman for the company Merchants can tap into Baileys’ hands-on experience via the company’s area sales advisors. They’re happy to train retailers and their staff. Indeed, it may be worth having a refresher this month, before the foaling season gets into full swing.

Key products from Baileys include its Stud Balancer which provides essential nutrients alongside forage, but without the calories associated with a stud mix or cube.

Baileys Stud Cubes are a cost effective solution to feeding all kinds of breeding stock.

Specialist products, such as Baileys Foal Assist and Mare’s Milk Replacer, are always available to order for prompt despatch. t Baileys Horse Feeds Nutritionists at Baileys Horse Feeds 01371 850247 have watched the quality of youngstock presented steadily improve.

www.equestriantradenews.com

31 What every mare expects...

PREGNANT mares require a balanced diet throughout their 11-month gestation period, alongside ad lib forage.

However at approximately eight months, say the experts at Spillers, energy and protein requirements increase and a full ration of stud feed (up to 40% of the diet) or a stud balancer is needed.

Feeds with elevated levels of vitamin E and selenium can aid the transfer of immunity between mare and foal.

After foaling, energy requirements can increase by 75% during lactation indicating the need for a stud feed or stud balancer for good doers/overweight mares.

Spillers’ Stud Cubes, Stud and Youngstock Mix and Youngstock Pellets offer added immune support in the form of vitamin C and ingredients rich in glutamine which may be beneficial during times of stress such as at weaning.

High vitamin E levels, proven to support the transfer of passive immunity via the mare’s colostrum to her foal, are also included.

Spillers Gro n’ Win, meanwhile, is a low calorie stud balancer for foals, youngstock and pregnant or lactating mares. It complements a forage-based diet. t Spillers 01908 222888

New stud rations launched THE NEW Equerry range includes two products for broodmares, youngstock and stallions.

Equerry Stud & Youngstock Cubes and Equerry Stud & Yearling Mix help provide the correct nutrition for all stages of reproduction, lactation and growth.

Whether your customers are feeding broodmares to support late pregnancy or lactation, or are aiming to promote steady growth in their youngsters, the Equerry range provides correct nutrition.

Both feeds include high levels of protein to support pregnancy and growth. Highly digestible energy sources promote condition and milk production, while vitamin E is an important antioxidant and assists with fertility Highly digestible cereals improve digestive efficiency and added vitamins and minerals include calcium, phosphorous, copper, zinc and manganese to support bone development.

Equerry Stud & Youngstock Cubes and Equerry Stud & Yearling Mix come in 20kg bags, with RRPs of £11.25 and £13.85 respectively. t Equerry 01845 565640 www.equestriantradenews.com

How to breed champions CORRECT NUTRITION is a vital ingredient when it comes to breeding future champions, says Emma Blundell of Mount St John Stud.

The North Yorkshire based operation concentrates on breeding top quality dressage prospects using world class stallions from across Europe.

“The focus of our breeding programme is ‘quality without compromise’ which is why we choose to feed TopSpec that is ‘created without compromise’,” she added.

“TopSpec gives us the peace of mind that our stock are getting the very best nutritional Mare and foal at Mount support for fertility, lactation, St John Stud. growth and performance,” said Emma.

TopSpec Stud Feed Balancer promotes superb muscle and skeletal development without providing excess calories resulting in overtopping.

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

Users also report greatly improved hoof, skin and coat quality while the balancer helps to maintain appetite, moderating the effects of equine stress and helping to maintain a healthy immune system.

TopSpec Stud Feed Balancer contains excellent quality protein and intracellular soya oil, plus concentrated levels of added micronutrients, including chelated minerals for improved availability.

There are also powerful levels of vitamin E and selenium, vital antioxidants important for fertility and muscle function.

This is in addition to effective levels of amino acids, vitamins, minerals and trace elements to develop and maintain strong bone and superb muscle; plus scientifically proven levels of biotin (15mg/500kg horse/day), and associated nutrients, to improve hoof and coat quality.

Two advanced yeast products help optimise fibre digestion in the hindgut and remove gut pathogens. t TopSpec 01845 565030

For growing youngsters DODSON & HORRELL’S Suregrow is a low intake, high protein, vitamin and mineral pellet suitable for breeding stock prone to weight gain and associated over-topping or developmental problems.

It can be fed as the sole concentrate when calorie control is important, or used to ‘top up’ vitamin and mineral intake when feeding less than the recommended quantities of a stud feed.

With added calcium, phosphorus and copper to support bone and cartilage health, Suregrow comes in 20kg bags with an RRP of £15.90.

Also from Dodson & Horrell, Equilac is a powdered foal milk replacer suitable for orphan foals or foals whose dams produce insufficient milk.

Containing milk protein to aid growth, it’s balanced with vitamins and minerals including chelated copper to support correct cartilage development.

Equilac mixes instantly in warm water (130g/ltr) and can be fed from a bucket or teated bottle. The RRP is £42.50 for 10kg. t Dodson & Horrell 01832 737300 EQUESTRIAN TRADE NEWS JANUARY 2015

Retail Consultancy

32

FIERY RED OR COOL BLUE: WHICH ARE YOU?

In the third of her business wisdom series, Laurie May looks at personality profiles and how best to deal with them.

Each person will exhibit qualities of all four categories, with preferences towards behavioural traits from one or two of the styles over the others.

Using social styles at work The degree to which someone is flexible with their own social style will determine how well they communicate with others who may have very different styles.

Understanding social styles can help to reduce and avoid conflict with others and enhance understanding between people.

The key to successful communication and building rapport is about understanding the other person and being flexible in our own approach.

Tips for communicating with each social style

Cartoon by John May

W

e each have a social style, some of us having a mixture of several. But what are social styles, why are they important and how can they help those who work in retailing?

Last month [ETN December, page 42], I asked you to complete a questionnaire on social styles to find out a bit more about yours.

On the score sheet below, circle the letter adjacent to each answer you have selected. When you have finished, count up the number of letters circled in each row and you will be able to identify whether you are an analytical, amiable, expressive or a driver in terms of social style.

Analytical Amiable Expressive Driver

1: c 2: a 3: c 4: d 5: c 6: d 7: c 8: d 9: c 10: c 11: a 12: d 13: c 14: d 15: d 16: d 17: d 18: a 19: b 20: d

b d a b a a a b a b b a a b b b c d d b

d b d a b b d c d d c c d c c a a b a c

a c b c d c b a b a d b b a a c b c c a

JANUARY 2015 EQUESTRIAN TRADE NEWS

A social style is the behaviour that one exhibits when interacting with others.

Being aware of your social style can help you to develop better relationships, particularly at work.

I mentioned in a previous column how communication is the key to making effective recommendations and communicating with customers.

Understanding social styles is the next step. It can help you to build rapport with others and enhance understanding between people to achieve better colleague customer relations.

Your social styles If you have a higher score in the DRIVER column you tend to be fiery, passionate, bold and extrovert. You can also be competitive, talkative and courageous.

Drivers are direct communicators.

If you scored highly in the EXPRESSIVE column, you tend to be enthusiastic, bright, creative, flamboyant, involved and extrovert. Expressives are friendly and sociable.

A higher score in the AMIABLE column reveals a personality tending to be earthy, caring, compassionate, quiet, observant, thoughtful and introverted. Amiables are considerate and caring.

Scoring highly in the ANALYTICAL column indicates a tendency to be accurate, precise, methodical, careful, deliberate, intimate, reserved and introverted. Analyticals like to be thorough and well prepared.

l DO: • Be direct and to the point • Focus on results and objectives • Be brief, be bright and be gone. l DON’T: • Hesitate or waffle • Focus on feelings • Try to take over. l DO: • Be friendly and sociable • Be entertaining and stimulating • Be open and flexible. l DON’T: • Bore me with details • Tie me down with routine • Ask me to work alone. l DO: • Be patient and supportive • Slow down and work at my pace • Ask my opinion and give me time to answer. l DON’T: • Take advantage of my good nature • Push me to make quick decisions • Spring last minute surprises. l DO: • Be well prepared and thorough • Put things in writing • Let me consider all the details. l DON’T: • Get too close or hug me • Be flippant on important issues • Change my routine without notice.

ABOUT THE AUTHOR LAURIE MAY is the equine business consultant at Zoetis where her role involves enhancing the range of services offered to trade customers. She is currently a lecturer at the University of Derby Corporate (an accredited study centre for the Chartered Institute of Marketing) and lectures for the Communications, Advertising and Marketing (CAM) Foundation. www.equestriantradenews.com

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EQUESTRIAN TRADE NEWS JANUARY 2015

CCJs

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

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

DIRTY SADDLES LIMITED, SEATON HOUSE, BAGPATH, TETBURY, GLOUCESTERSHIRE, GL8 8YG, £247 SADDLE CLUB LIMITED, HABIB HOUSE, 9-13 FULHAM HIGH STREET, LONDON, SW6 3JH, £247 P WEBBER T/AS PEEWEE SADDLERY, 6 MARKET STREET, ST LONG SUTTON, LINCOLNSHIRE, PE12 9DF, £3,465 BIRCHMORES STUD, PANT-Y-WALL FARM, BRECON ROAD, PENYCAE, SWANSEA VALLEY, SA9 1HG, £1,160 STUD FARM FENCING LIMITED, 4B CHURCH STREET, DISS, NORFOLK, IP22 4DD, £965 FOXHILL STABLES, TARVIN ROAD, FRODSHAM, CHESHIRE, WA6 6XE, £1,506 WOODHOUSE STABLES LIMITED, MILLFIELDS, HYDE MILL LANE, BREWOOD, STAFFORDSHIRE, ST19 9DJ, £1,644 ANNA ROBINS T/AS NICOLL FARM STABLES, DURRANTS FARM, RADCLIVE ROAD, GAWCOTT, BUCKINGHAM, WD6 3NP, £399 KAINE WHITLOW T/AS BUDGET STABLES SOUTH WEST, VICARAGE COTTAGE, BURTON ROAD, ACTON TURVILLE, BADMINTON, GL9 1HN, £3,548 ALEX HAYES T/AS HOME FARM STABLES, TOMLOW ROAD, NAPTON, SOUTHAM, WARKS, CV47 8HX, £1,376 LUCI MAC T/AS HOME FARM STABLES, TOMLOW ROAD, NAPTON, SOUTHAM, WARKS, CV47 8HX, £1,376 EQUIDIVINE LTD, 29 PARK ROAD, BARRY, VALE OF GLAMORGAN, CF62 6NX, £794 ELLIOTT EQUESTRIAN SERVICES LIMITED, HILTON MOOR, EVENWOOD GATE, BISHOP AUCKLAND, COUNTY DURHAM, DL14 9NS, £6,620 GILLIE’S EQUESTRIAN LIMITED, JARRETTS GARDEN CENTRE, WILLSBRIDGE, BRISTOL, BS30 6EE, £526 TIM HESSEL T/AS EQUESTRIAN SERVICES, GREY MARE HILL FIELDS, KILN PIT HILL, CONSETT, DH8 9SJ, £9,403 JASON PROTOR T/AS NATIONAL HORSE TRANSPORT, GLEADTHORPE LODGE, NEATHERFIELD LANE, MEDEN VALE, MANSFIELD, NG20 9PG, £658 ROSIE CUNNINGHAM T/AS HORSE COUNTRY, LYDEWAY, DEVIES, WILTSHIRE, SN10 3PU, £689 H & J QUALITY FEEDS LTD, 17 WOODVIEW ROAD, NEWHALL, SWALINCOTE, DERBYSHIRE, DE11 0UG, £1,034

JANUARY 2015 EQUESTRIAN TRADE NEWS

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