Equestrian Trade News
T h e Vo i c e o f t h e E q u e s t r i a n I n d u s t r y
June 2016 Volume 40, No 6 Monthly
TOP MARQUES! Saddle brand jumps ahead
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
T h e Vo i c e o f t h e E q u e s t r i a n I
BEING EUROPEAN • Leading labels • Import/export advice
PLUS • Saddle fitters’ CPD feature • Retailer profile • New products and people
2017
NEC, EC, Birmingham, UK 22-24 January www.beta-int.com
Main Sponsor
ETN is the official media partner of BETA International
S h e r wo o d F o r e s t www.sherwoodforestltd.com
View our brand new SS16 Collection now on line
... the magazine for the industry, about the industry, by the industry
AN owner’s overwhelming sense of satisfaction when his or her horse wins is something special. Unlike the victorious athlete who often hides behind a modicum of modesty, the horse owner can swell with undiluted pride at his or her animal’s achievement. Winning is rarely about the money in this game either. It’s about sheer joyfulness. Wasn’t it wonderful to see The Queen’s smile when her ex-racehorse Barber’s Shop won a ridden championship at the Royal Windsor Horse Show? Her Majesty couldn’t have looked happier as she trotted off clutching her prize - a £50 Tesco voucher.
Liz Benwell
NEWS.................................................................... 4 PEOPLE................................................................. 8 PRODUCT NEWS................................................. 10 LETTER............................................................... 13 TOP MARQUES COVER STORY What’s new at John Whitaker International?...... 14 BETA MEMBERS’ PAGE....................................... 16 RETAILER PROFILE Meet the team at S. Milner & Son Saddlers........ 18 PR & MARKETING Plus more media matters................................... 20 ETN REPORTING Turning back the pages five, ten, 20 and 30 years............................................ 25 LEGAL DIGEST Are you making the most of your premises?...... 26 BEING EUROPEAN COVER STORY Import/export advice and leading labels............ 28 RELOCATION DIARY The latest from Trilanco’s new HQ..................... 32 SADDLES FEATURE Saddlers’ directory............................................. 33 Gallery of products............................................. 38 SMS celebrates 50 years.................................... 41 SADDLE FITTERS’ CPD FEATURE COVER STORY The future of saddle fitting................................. 42 BETTER RETAILING Service with a smile............................................ 44 COUNTY COURT JUDGMENTS............................. 46 Equestrian Trade News
MY goodness, consumers – and maybe retailers too - need their wits about them when buying horse feed these days. Long gone are the ubiquitous 20kg sacks; 15kg is now commonplace. I’ve also come across 18kg and even 12.5kg bags lately. Then there are the concentrated balancers in 3kg and 3.7kg containers, plus 1kg compressed forage ‘bricks’ that can come in packs of one, three or 20kg sacks… Should feed suppliers be encouraged to copy supermarkets and provide a ‘cost per kg’ or ‘cost per litre’ price? Even more helpful – and revealing - would be a ‘cost per day’ rate taking into account various sizes of horse.
JUNE 2016
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
Equestrian Trade News
WHAT was it about American riders always wanting UK saddles while UK riders preferred to ride on something German, French or Italian? Now it appears good sense is taking over with consumers gradually realising that fit is more important than brand. In addition, the best saddle fitters are increasingly using those manufacturers who can help them achieve the custom work they need to fit their clients’ horses. It’s to be hoped this co-operative trend between manufacturers, fitters/retailers and consumers is nurtured by the new Saddle Fitting Steering Group (see News). Getting so many interested parties involved has been something of a diplomatic coup. Well done to those who’ve made it happen. Fingers crossed that the politics which have sometimes plagued this arena can be put to one side to focus on what really matters - properly fitted saddles.
CONTENTS
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
Equestrian Trade News
Editor’s Comment
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
FRONT COVER: Miami Beach is the glamorous setting for this month’s front cover image featuring the inimitable John Whitaker and Argento. Find out more about John Whitaker International, a company jointly owned by the show jumper himself, in this issue of ETN. Or visit www.johnwhitaker.com
June 2016 Volume 40, No 6 Monthly
TOP MARQUES! Saddle brand jumps ahead
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
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
BEING EUROPEAN • Leading labels • Import/export advice
PLUS • Saddle fitters’ CPD feature • Retailer profile • New products and people
2017
NEC, EC, Birmingham, UK 22-24 January www.beta-int.com
Main Sponsor
ETN is the official media partner of BETA International
4
News
Saddle fitters’ training and qualification under review THE Worshipful Company of Saddlers is to chair a steering group looking at education, training and qualifications for saddle fitters. Those invited to attend include BETA, the British Horse Society (BHS), British Equine Veterinary Association (BEVA), Society of Master Saddlers (SMS), Master Saddle Fitting Consultants Society (MSFC) and the Saddle Research Trust (SRT). The group will consider the current provision of saddle fitting education, training and qualifications - and guide a response to the needs and changes identified for the future. “As an interested but impartial party, we’re pleased to accept the invitation to chair this new steering group, the need for which was made to us by a number of the organisations now invited to participate in the first meeting,” said Charles Barclay, prime warden of the Saddlers’ Company. Pointing out that saddle fitting has grown substantially as a recognised profession over the past 15 years, BETA’s executive director Claire Williams said: “As a core member of the Saddle Fitting Steering Group, we hope to help highlight the need for more education and training opportunities among the trade, as well as greater levels of information being needed by the riding public to understand better the role of the saddle fitter.” At its first meeting, the group will draw up terms of reference. It will also consider those with additional expertise who might be invited to attend as co-opted members from time to time. A broad plan of action will be agreed with an open mind to potential opportunities, says the group.
Feed company supports soldiers SARACEN Horse Feeds is supporting HorseBack UK, the people and horses at the charity having become its brand ambassadors. The charity enables service personnel who have been mentally and physically scarred to engage with horses. This helps them regain their confidence, dignity and especially in the cases of amputees, mobility. HorseBack UK was founded in 2008 by exmarine Jock Hutchinson and his wife Emma. They originally moved to Aboyne to set up a quarter horse business offering trekking through Royal Deeside. That Christmas several friends visited. Many were either serving or ex-military personnel and after spending days with the horses and evenings around a bonfire, a comment was made: “This is what guys should do when they come back from war…” Eight years later HorseBack UK uses 35 horses and ponies in all aspects of therapy for physical challenges and post-traumatic stress. “We’ve all been truly inspired by the work of HorseBack UK,” said Michael Bacon, sales and marketing director of Saracen Horse Feeds. “Ridden or on the ground, horses offer so many opportunities to the residents. Everyone who knows horses appreciates just how gentle and understanding they can be with the broken and wounded. “We’re very proud to support the charity by feeding these very special horses and ponies.”
No frills PR service arrives A NEW, no frills PR and communications service has been launched. EMC PR is from Equestrian Management Consultants (EMC) which also runs the BETA International trade fair. The new PR service works on a pay-as-you-go basis. It does not require clients to sign up to retainers or contracts. Various packages are available from one-off press releases to bespoke campaigns. “EMC PR offers simple, honest-to-goodness arrangements to companies wanting a little extra help as and when they need it,” said James Palmer of EMC PR.
ADVERT INDEX
Equestrian Trade News Stockeld Park, Wetherby, West Yorkshire LS22 4AW Tel: 01937 582111 Fax: 01937 582778 – Sales Email: sales@equestriantradenews.com Website: www.equestriantradenews.com Publisher: Equestrian Management Consultants Ltd Editor: Liz Benwell Email: editor@equestriantradenews.com Tel: 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
JUNE 2016 EQUESTRIAN TRADE NEWS
Subscriptions Distributed on a controlled-circulation basis to the retail trade. Paid-for annual subscriptions are £39.95 (UK), £73.00 (Europe), £86.00 (rest of the world). The magazine is independent of all groups. Editorial views expressed in ETN are not necessarily the official view of any organisation or group. Copyright: All material is copyright Equestrian Management Consultants Ltd. Design & Print: G.H. Smith & Son, Market Place, Easingwold, North Yorkshire YO61 3AB Tel: 01347 821329 Fax: 01347 822576 Email: etn@ghsmith.com Web: www.ghsmith.com ISSN 1462-9526
Academy of Master Saddle Fitting........................37 Agrihealth...........................................................29 Albion Saddle Makers..........................................35 Animalife..............................................................3 Battles.................................................................38 BETA International...............................................46 Classified.............................................................45 Faulks & Cox Ltd..................................................19 Forge PR.............................................................22 HKM Sports Equipment................................28 & 30 Holdsworth PR....................................................23 Horse & Country TV.............................................21 Horslyx................................................................32 John Whitaker International.................................11 Lintbells Equine...................................................17 Magloc.................................................................9 Mirror Me PR.......................................................23 Mirza Baig...........................................................37 NAF..............................................................7 & 31 Noble Outfitters...................................................13 Saracen Horse Feeds......................................... OBC SEIB......................................................................5 Sherwood Forest................................................ IFC Snowhill Trade Saddlery......................................IBC The Society of Master Saddlers (UK) Ltd................39 Spoga...................................................................8 Web Directory.....................................................45
www.equestriantradenews.com
5
News
Feed companies in acquisition CHESTNUT Horse Feeds has been acquired by Keyflow (UK), the feed company part-owned by eventer Sir Mark Todd. The deal follows last month’s retirement of Bill Woolliscroft who founded Chestnut Horse Feeds in 2005. His innovation was supplying and filling wheeled feed bins to yards. Keyflow is to continue marketing and distributing Chestnut Horse Feeds and using the bin system. Many staff will be moving to the new Keyflow/Chestnut Horse Feeds set-up too, says the company. Keyflow (UK) was founded in 2012 by managing director Cam Price, Sir Mark Todd and Vicki Glynn. "We’re very excited to be taking over from Bill in providing Chestnut Horse Feeds and further developing the bin delivery system,” said Cam.
Polo upgrades hat safety rules POLO players must wear helmets that are Kitemarked and certified to a minimum of PAS 015:2011 from 1 January, 2018. The new regulation will apply to all players in the UK and Ireland playing under Hurlingham Polo Association (HPA) rules. “We have reviewed again safety standards in polo and this new rule will align with those already in place for all other equestrian disciplines which cannot be ignored,” said David Woodd, chief executive of the HPA. “The HPA has a duty to protect the safety of its members and to reduce the risk of even just one head injury.” Until 1 January 2018, the HPA recommends polo players wear Kitemarked helmets that meet PAS 015:2011 which is already compulsory for Pony Club players.
NEWS IN BRIEF • PETS at Home is expanding in the north-east. A store is scheduled to open in Berwick-upon-Tweed at the beginning of 2017. The retailer is also opening stores in Alnwick and Morpeth this summer. • BLAZE, which publishes shooting titles such as Gun Trade News and Sporting Rifle, has been acquired by Future plc for an undisclosed sum. Future produces computer games, organises events and publishes magazines. The deal also puts the new UK Game Fair (Stoneleigh Park, 22 – 24 July) into Future’s hands. Former Blaze owner Wes Stanton is understood to be staying on as a consultant to the event. • THE Advertising Standards Authority (ASA) has upheld a complaint about an advertorial placed in Horse & Hound by Greencoat Ltd t/a Natural Animal Feeds, last July. • TOPSPEC, Bedmax and Albion Saddlemakers are supporting the British Thoroughbred Retraining Centre as it celebrates its 25th anniversary this year. • MOUNTAIN Boot Company, Regatta and Buffera are among exhibitors to have rebooked stands for the 2016 Outdoor Trade Show (OTS). Expected to attract around 1,300 visitors, the show is at Stoneleigh Park on 7/8 September. • A PARCEL delivery firm is tackling the problem of missed deliveries with a new app. DPD’s system automatically alerts the delivery driver when an app user returns home. So if a parcel couldn't be successfully delivered earlier in the day, the driver can now make another delivery before he finishes his round. The app user is sent a notification to advise that the driver is returning with their parcel. • THE European Eventing Championships, held at Blair Castle last year, contributed £4.13 million to the overall Scottish economy, according to a report from Sheffield Hallam University. www.equestriantradenews.com
2017
BETA International news…from ETN…official media partner… BETA International news…from ETN…official media partner…
Four in a row for sponsor
ROYAL Warrant holder Shires Equestrian is to sponsor the New Product Gallery at BETA International for a fourth year. The popular showcase, which highlights latest lines, brands and launches at the show, always proves a big hit with visiting retailers on a mission to track down new stock for their stores. Shires sales and marketing director Marcus Cridland said: “Backing the British equestrian industry is vital to us and
NEC, EC, Birmingham, UK 22-24 January www.beta-int.com
Main Sponsor
sponsoring the New Product Gallery for a fourth consecutive year is a great way for us to do this, as well as providing the perfect opportunity to connect with the retailers that are fundamental to our business.” BETA International organiser Claire Thomas added: “Shires and the trade fair share a long history. The company has exhibited since the early days and we are thrilled that Marcus and the rest of the team have decided to come aboard as sponsors once again.”
What, where and when
BETA International is the world's leading trade fair for equestrian, country clothing, outdoor and pet products. The 2017 show, sponsored by Neue Schule, will take place at the NEC, Birmingham, from 22 to 24 January. For further information about exhibiting, contact James Palmer, telephone +44 (0)1937 582111 or email jamesp@beta-int.com JUNE 2016 EQUESTRIAN TRADE NEWS
6
News
SQPs invited to free CPD event EQUINE SQPs can earn 24 CPD points via a free-to-attend event this month. Wormer manufacturer Virbac and wholesaler Trilanco are hosting the CPD day for E-SQPs at Rossdales Equine Hospital, Exning near Newmarket on Tuesday, 14 June. The course starts at 10am with registration and coffee. The morning speaker is Virbac technical director Chris Taylor MRCVS who will present the 3D Approach to equine worming. Following a buffet lunch, the afternoon session will address SQPs’ frequently asked questions and solutions. The day concludes at approximately 3pm. Attendance is free, email Sam Weir at samw@trilanco.com or tel 07799 692923. • SQPs (suitably qualified persons) are entitled to prescribe and supply certain animal medicines including wormers. They are required to earn CPD points as proof of continuous professional development to maintain the qualification. ETN’s next SQP CPD feature appears in the September issue.
Free delivery confirmation “great news for traders” ROYAL Mail’s free delivery confirmation on all parcels – due for launch this summer – has been welcomed by delivery experts. The new system applies to parcels of all sizes, including Standard class. With sites such as eBay and Amazon now insisting that items must have delivery confirmation, parcels carriage specialist PercelHero says the move is great news for traders. Previously sellers had to buy more expensive services to receive delivery confirmation. “This is truly exciting news for e-commerce businesses,” said a spokesman. “Royal Mail have always been far and away the cheapest service for small parcels. But the lack of tracking caused problems for traders who currently have to take on trust the fact that items worth £15 or so really were undelivered.”
Students’ thesis competition revived BETA is relaunching the Equine Thesis of the Year competition which last ran in 2012. The academic initiative recognises and rewards excellent work carried out by students on equine-related courses. “Innovation, research and original thinking are the lifeblood of the equestrian industry and essential ingredients for any thesis likely to succeed,” said BETA executive director Claire Williams. Colleges and universities will be invited to submit one undergraduate student thesis each. These will be judged over a two-tier independent process to select the finalists. Students whose dissertations make it through will present their work to a panel of judges and take part in a Q&A session at Equestrian House, Abbey Park, Warwickshire, on 31 October. The winner and runner-up – who will receive cash prizes – will then be announced. The Equine Thesis of the Year competition was developed by Graham Suggett and Pat Harris. It was hosted and administered by the Royal Agricultural Society of England (RASE). “There is a tremendous wealth of knowledge stored in the libraries of equine colleges resulting from student undergraduate research,” said Graham. “However, the general equestrian industry remains unaware.”
www.equestriantradenews.com
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People
8 • Jane Rawlings has
• DKL Marketing, the UK
distributor of Breyer model horses, has appointed Emma Damerell as marketing and social media assistant.
joined the HKM Sports’ sales team. She’s covering the south of the UK. Hertfordshire based Jane graduated from Writtle Agricultural College in equine science before spending two years teaching riding in Australia. She competes in dressage with her German warmblood.
• Colin Guthrie
• Michael Geaves has joined NAF as international sales representative for Europe and Scandinavia. Michael has worked in sales with a number of top equestrian brands for more than ten years. “I’m really looking forward to working with our distributors and riders in Europe and to be part of the continued growth of the NAF brand in these exciting markets," he said. Michael’s strong equestrian background includes working for Olympic riders in the UK and Europe. He also holds an international teaching qualification which he took in Italy. A keen dressage and showing competitor, his first home-bred coloured Irish sport horse (pictured with Michael) is now a yearling.
www.spogahorse.com
has delivered Bedmax shavings up and down the country for two decades in his trusty Scania P94. And last month, the pair clocked up one million miles on the road. How many driving hours that equates to is a statistic known only to his tachograph records, but Colin gives all credit to his trusty truck: “She’s driver friendly and performs as good as gold,” he said. “We always have her serviced bang on the mileage and change filters as we should. The air compressor went once and other than that we’ve had no problems; the engine has never been stripped down, nor has the gearbox and she’s still got her original turbo.” Before joining Bedmax, Colin spent 22 years with the Gordon Highlanders. Working his way through the ranks to sergeant, he served in Northern Ireland, Germany, Kenya, New Zealand, Australia and Singapore.
Visit the industry event for those who have made their passion their profession. From 06.06.2016 onwards you can secure your ticket online at: www.spogahorse.com/tickets
ent:
International Trade Fair for Equestrian Sports
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PASSION & PROFESSION spoga horse • Cologne
04. – 06.09.2016 International Business Media Services, 42 Christchurch Road Ringwood BH24 1DN, United Kingdom, Tel. +44 1425 48 68 30 Fax +44 1425 48 68 31, info@koelnmesse.co.uk
9
People
• Distributor Fearns Farm Partnership
has recruited Sarah Brookes to its sales team. She looks after the Equiline (leatherwork and saddlery), Bombers Bits and Zandona brands. Sarah competes in dressage on an Oldenburg gelding she produced herself. She was on the winning England team at the BYRDS Home Internationals in 2013 and took the young rider medium championship. Sarah previously worked as an equine veterinary nurse.
• Premier Nutrition, supplier of
premixes and micro-ingredients to the animal feed industry, has recruited Ruth Bishop as equine nutritionist. She will develop the company’s services to the equine and small animal sectors including customer support in the areas of product development, regulatory compliance and quality assurance. Ruth is a former technical director of Mars Horsecare and latterly has worked as a consultant to various equestrian businesses. She was also involved in the development of the BETA NOPS Scheme.
• Pip Kirby has stepped down as chief executive of The Pony Club.
The former general manager at The Jockey Club, who joined the youth organisation a year ago, will continue to consult on specific projects until October.
• EAF, manufacturer of BedSoft bedding and Haysoft haylage, has
appointed David Taylor as sales manager. David was previously a sales director at Baileys Horse Feeds and more recently a key account manager for Anglia Farmers.
• Showjumper Tim Stockdale
donned a white coat to learn new laboratory skills on a visit to Austin Davis Biologics, the company behind EquiSal. Tim and his son, up and coming rider Joseph Stockdale, have become ambassadors for the saliva tapeworm testing system. “I take my horses’ welfare very seriously and this professional scientific approach to diagnosing worm burdens is the way forward. For me, using Equisal makes total sense. Healthy horses make winners,” said Tim.
10
Product News A bit of empathy
Pull on for a comfy ride
NEUE SCHULE’S latest bit, the Turtle Tactio with Flex, has reached approved stockists’ shelves. Highly commended in the BETA International Innovation Awards at its launch in January, the bit accommodates large or sensitive equine tongues. The bit rewards horses that want to work with the rider, says Neue Schule. The Turtle Tactio with Flex is available in various cheek styles including the Loose Ring, the Universal, the Balding and the Beval with further designs to follow.
WHETHER it’s for an early morning ride or competition warm-up, new Santiago Endurance Breeches are just the job. Made from a nylon/Spandex blend, the pull-on style is practical, easy wearing and extremely comfortable. Fleece lining around the seat and inner leg prevents chafing and makes these breeches really rider friendly for those who want to ride long distances. Comfy they may be, but the Santiago is practical and smart too. There’s a generously sized front zip pocket, contrasting outer piping down each leg, silicone John Whitaker logo on the left leg and John Whitaker logo across the rear waistband. Colours are black or navy and sizes small, medium and large. The RRP for ladies’ sizes is £45, with a children’s Santiago at RRP £35. See page 11.
Seasonal solutions BATTLES offers two new seasonal solutions under its Lincoln Platinum supplement brand. Lincoln Platinum Pro Lamin8+ encourages the growth of healthy hooves. It also contains concentrated live yeast which acts as a probiotic to help maintain a healthy hindgut environment. Two key ingredients in this laminitis supplement are L-Arginine, which plays a central role in blood flow regulation, and L-Carnitine to support the horse’s natural insulin and blood glucose levels. Lincoln Platinum Pro Lamin8+ comes in a 2.1kg container, RRP £29.99. New Lincoln Platinum Pro Harmon8, meanwhile, is a solution for mares with behavioural problems. Containing eight ingredients associated with supporting female hormonal related tendencies, the highly palatable formulation also contains passionflower extract to ease nervousness. Supplied in a 1.5kg container, Lincoln Platinum Pro Harmon8 has an RRP of £22.50. See page 38.
Under saddle therapy THE new LoveHorses Bioceramic saddle cloth is distributed in the UK by Equiport. The product’s bioceramic fleece lining is made from a synthetic fibre which emits therapeutic warmth. It also helps regulate body temperature; any excess heat is expelled. Bioceramic fleece can help improve cellular metabolism and the micro-circulation blood flow while reducing fluid retention, inflammation and pain, says Equiport. In navy or khaki, the saddle cloth’s RRP is £129.
Test on way for encysted redworm? RESEARCHERS are working on tests to enable the easy detection of encysted [enclosed] redworm in horses. While faecal egg counts and saliva tests are available for various other equine parasites, it’s remained necessary to worm for encysted redworm ‘just in case’. Scientists at the Moredun Research Institute have been developing a diagnostic blood test which works by detecting antibodies to larva encysted in the gut wall of infected horses. And now the researchers are collaborating with Austin Davis Biologics (provider of EquiSal Tapeworm testing) to enable the test to be used with saliva samples. If successful, this would simplify the sample collection process for horse owners, enabling them to take samples directly from their horses for analysis. JUNE 2016 EQUESTRIAN TRADE NEWS
Summer slip-ons VALVERDE Jodphur Boots from The Spanish Boot Company come in summery shades of stone, green and camel. Imported from southern Spain, they have suede uppers, are leather lined and feature an elasticated section for easy slipping on and off. The RRP is £155.
A wash on the wild side WILDWASH shampoos feature natural ingredients for a low lather shampoo. The products are great value too as they dilute at 32:1. A 1litre bottle, therefore, gives up to 33 equine baths. WildWash shampoos are low lather for good reason. “We’ve been programmed to believe that a high lather is needed, but in fact a high lather does not help the washing process at all,” says the company’s Jane Cooper. “A high lather takes a long time to rinse out and leaves a residue in the coat. When using WildWash products, rinsing is very quick saving time, energy and water.” Yarrow, angelica leaf, calendula and nettle form the base of the shampoos. Other selected ingredients include organic aloe vera, neem, sea kelp and evening primrose oil. Sea kelp is an interesting one as it helps soothe and retain moisture in the skin. It’s also said to help strengthen hair and give it shine. Product lines include Ultra Shine Shampoo for chestnut, bay and black coats and Whitening Shampoo for greys and palominos. The latter uses a blue pigment derived from the chamomile flower combined with lavender and ylang ylang. “There’s not another [brand] on the market that has a natural blue shampoo for horses,” said Jane. Battles is the exclusive distributor of the WildWash equine range. www.equestriantradenews.com
EQUESTRIAN DEMANDS
JWS052 Bedale GP Jump Saddle Forward cut with a large shaped knee roll this genuine and synthetic leather mix saddle is perfect for jumping disciplines. The lightweight tree is easily adjustable using an Allen key (included) and changeable gullet bars (RRP £15 each) so it can easily be adjusted to suit your horses seasonal muscle tone.* The knee rolls, flaps and seat are all made from genuine leather so it will ‘break in’ for exceptional comfort and the synthetic leather underpanel is quick and easy to wipe clean and maintain.
RRP £595 Saddle Sizes Colours
17, 17.5, 18” (N, M, W, XW or XXW Gullets) Black or Havana
Why Whitaker? Easy to fit - even easier to maintain! Introducing the new Whitaker Interchangeable Size Bar System! 6 size bars allow you to change the width of your saddle with ease. This simple system uses an easy access panel which is opened using an Allen key (provided with the saddle); this no nonsense approach makes for a quick adjustment process which is ideal for growing horses. Available in Narrow, Medium, Medium Wide, Wide and Extra Wide
We are looking for saddle fitters! John Whitaker International are looking for qualified saddle fitters to sell our new Whitaker synthetic and our luxury John Whitaker line of leather saddles. To learn more about our excellent Saddle Fitters Initiative and to apply, call us on 01706 340 500 or email us on info@johnwhitaker.com * John Whitaker International always recommends that you have your saddle fitted and adjusted by a qualified saddle fitter
interchangable gullets
genuine/synthetlic leather mix
wipe clean underpanel
quick and convenient adjustments
12
Product News 15mph please!
Safe turnout headcollar
WHEN Cornish rider Debbie Smith petitioned for a new law requiring motorists to pass horses ‘wide and slowly’, Equisafety stepped in to sponsor her efforts. And now the hi-viz specialist has launched a Please Pass Wide & Slowly 15mph Air Waistcoat. The garment is cut to fit the body and fastens with a front zip. There are two zipped, hidden front pockets large enough for car keys, a phone and money. The clever design enables a rider to make the waistcoat larger to wear over winter garments, or cinch it in over lighter summer clothing. Washable and in yellow or pink, sizes are small/child to extra-large. The RRP is £24.99.
THE new Hy Fieldsafe headcollar from Battles helps keep horses safe while turned out. A quick-release touch tape ‘gives’ under pressure should the horse get caught up. The throat-lash has an additional break-point. As well as being comfortable, the cushioned nose and headpiece reduce any likelihood of rubbing. And a convenient trigger hook at the throat can either attach to a brass ring for leading, or a plastic ring attached with touch tape, for turnout. Available in black, navy, green, pink or red, sizes are pony, cob or full. The Hy Fieldsafe headcollar has an RRP of £19.90. See page 38.
Leading the way EQUETECH’S latest ridden and lead rein showing collection comes in a new tweed called Stowe. The flattering green herringbone design has a timeless triple navy and canary over-check. Stowe tweed is used in singlebreasted riding jackets, tailored waistcoats, jackets, baker boy and Edwardian style showing hats. Pictured is the Stowe Deluxe Tweed Lapel Waistcoat (RRP £88.95) and matching Baker Boy Hat (RRP £36.50).
Good gut feeling
THE Coopers Gut Range supports good equine health from the inside out. It provides an ideal solution for customers looking for ways to maintain their horses’ gut function, coupled with a desire to keep their horses as healthy as possible. The Coopers Gut Range helps to support normal gut function through using a mixture of prebiotics and postbiotics. This combination supports the beneficial bacteria to help maintain normal gut function, eliminating the need to supplement with a probiotic (live bacteria). There are currently three products within the range - Coopers Gut Support, Coopers Gut Equalise and Coopers Gut Assist.
Distributor appointed EQUINE Management has been appointed exclusive distributor of the Mane ’n Tail equine grooming range in the UK and Ireland. The brand is from American company Straight Arrow Products Inc, which manufactures equine and human hair care and skincare products. JUNE 2016 EQUESTRIAN TRADE NEWS
Latest catalogue is packed with new products SNOWHILL Trade Saddlery has launched its latest trade catalogue – and it’s packed with exciting new and best-selling products. Leading brands featured include Rhinegold, Heritage, Windsor, Harlequin, John Whitaker, Horsewise, Brogini, Agrifence, Global Herbs, Regatta, Tubtrugs, MacWet, Hilton Herbs and Bizzy Bites. This year’s Snowhill Trade Saddlery catalogue has been totally revamped. It introduces vibrant new colours and designs for 2016 too. An unpriced version is available. Ideal to keep on the shop counter for customers to look through, there’s a small charge for this counter catalogue. Snowhill Trade Saddlery can also supply retailers with a CD of images from the catalogue, complete with permission to reproduce them. This leading supplier holds vast stocks at its headquarters and despatches orders the same working day (where possible). This service enables retailers to access a wide range of products to suit any consumer’s pocket. Retailers can order from Snowhill Trade Saddlery over the ‘phone Monday to Friday, 9am to 5pm on 01243 672323, fax 01243 672424 or online 24/7 at www.snowhilltradesaddlery.co.uk If you have not registered online, please contact the office and the sales team will be happy to help you. Trade customers of Snowhill Trade Saddlery who have not yet received their free priced catalogue should call the office on 01243 672323 to have one sent. Retailers interested in becoming stockists of products that Snowhill Trade Saddlery wholesales should call tel 01243 672323 or email sales@snowhill.ltd.uk See page 47.
Clever cooler launched THE new Back on Track Mesh Cooler Rug is highly versatile. Featuring Welltex technology, which radiates heat back to the body for a feeling of well-being, it’s ideal for travelling, before and after competition or under other rugs in colder weather. The Mesh Cooler has an extra Welltex panel along the spine, so the horse’s back ligaments and muscles plus the kidneys get the full benefit. In black or brown and sizes 6ft to 7ft, the rug’s RRP is £109.50. www.equestriantradenews.com
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Letters
Saddle fitting: teamwork is key Dear ETN, The launch of a Saddle Fitting Steering Group (ETN e-newsletter and News in this issue) comes as interesting and welcome news. As one of only three saddle fitters in the UK with both SMS (Society of Master Saddlers) and MSFC (Master Saddle Fitting Consultant) saddle fitting qualifications, I've found different emphasis in the respective curriculums, both of which are equally important. Going forward, a hybrid qualification would be my preference. This should be augmented with continuous professional development, not just in saddle fitting but in all other related aspects such as the latest anatomy research, biomechanics, bridles, girths and so on. It's to be hoped that many saddle manufacture get involved too. The manufacturer and saddle rs fitter must have a good working relationship. This is imperative and works both ways. The number of different saddle styles is ever increasing and we can always learn more from each other and solve problems together. Teamwork and communication are vital for a good end user outcome.
Likewise, increasing horse owners', train ers', vets' and physios' knowledge of the importanc e of saddle fitting is fundamental. Such knowledge will incre ase demand for good saddle fitters, not reduce it. I do many talks with vet practices, schools and riding clubs to help achieuniversity vet Working together with horse owners ve exactly this. and other equine professionals is of massive bene concerned, and again ensures effective fit to everyone communication. Overall, I welcome the new steer group for the greater good of future saddle fittering s and the industry as a whole. Yours etc Steph Bradley SMS Reg'd QSF, Dip. MSFC , Freedom Saddlery.
How to have your say ETN welcomes letters to the editor. Please write to ETN Stockeld Park, Wetherby, West Yorkshire, LS22 4AW or email editor@equestriantradenews.com We reserve the right to edit letters for reasons of space and clarity.
For more information and to place an order, contact matt@nobleoutfitters.co.uk Mobile: +44 (0)7827 948276
nobleoutfitters.co.uk
News feature
14
Outside John Whitaker International’s headquarters are the management team of, from left, Gemma Bates, managing director Ginette Brogan and Freddie Longmire.
TOP MARQUES FOR RETAILERS! There’s a renaissance happening at John Whitaker International, with the trade set to benefit. Liz Benwell reports.
I
f ever there was a brand made in heaven, it’s John Whitaker International (JWI). As a sought-after marque, it ticks all the boxes. The entire horse world – and far beyond – knows, admires and respects the name John Whitaker. Better still, this branding is no sham sponsorship. JWI is owned by the show jumper himself, along with his wife Clare Whitaker and Ginette Brogan. Pundits agree that John Whitaker has stayed at the pinnacle of his sport for 40-odd years because he’s continually producing top horses. The types he rides have evolved too from the chunky, charismatic Ryan’s Son to the athletic, purpose-bred Argento (see ETN’s front cover). Likewise, JWI is reinventing itself and moving with the times. The company is about to double the size of its offices and warehouse near Rochdale, has refined its product offering and initiated slick new systems to assist trade customers.
JWI is partowned by show jumper John Whitaker and his wife Clare.
Ex-retailer JWI was founded in 1998. John and Clare Whitaker, who own half the business between them, invested the money while Ginette Brogan invested her time and expertise in her 50%. The three got to know one other when Ginette ran the Eurostyle retail shop at Birchinley Manor in Lancashire. The now closed indoor competition centre was frequented by all the top riders. Ginette competed up to Foxhunter level, but it was saddles that caught her attention – so much so that she was soon selling 500 a year. “The shop overlooked the arena. It’s amazing when you look down on horses jumping how you can see which saddles fit and which don’t,” said Ginette. In the end, retailing took over from Ginette’s riding. “I remember sitting next to [former Olympic rider] David Barker at a ball and he asked
JUNE 2016 EQUESTRIAN TRADE NEWS
why I’d given up jumping. I told him that if I won a rosette, I’d think it was OK but if I sold a saddle, I thought ‘yipee!’” she said. JWI originally operated from Ginette’s house. Then she and Clare Whitaker bought the current site on an industrial estate handy for the M62. This year, the warehouse – which is a massive 8m high inside compared with the usual 5m – has doubled in size to 25,000 square metres.
Getting a buzz Twenty people work at JWI’s office and warehouse complex. “I get a real buzz from seeing the business grow and particularly from staff growing with it,” said Ginette. “It’s great to see a member of staff turn up in a new car or hear about a holiday they’ve just booked.” Affectionately known as “the boss”, Ginette is clearly one of those employers who doesn’t ask anyone to do something she can’t do herself. As she says: “I’ve learnt about running a company from the bottom up.” Organic growth fills the JWI management team. Ginette’s right-hand people include Freddie Longmire who started in the warehouse and Gemma Bates who joined to “do a bit with the website” and now masterminds the marketing.
New direction A no-nonsense northerner, Ginette was a self-confessed workaholic, certainly until the arrival of her four year old son. Recent completion of a Goldman Sachs business course at Manchester University was another catalyst to pause and evaluate JWI’s future modus operandi. “We want to grow in the areas where we are strong. So we’re concentrating on boots, hats, saddles and legwear and opting out of some of the products that everyone does,” Ginette explained. The other big move has been to demonstrate that John Whitaker is a name associated with good quality and excellent value for money across the equestrian disciplines - not only for show jumpers. Under the JWI umbrella, there are now two distinct ranges: • The John Whitaker collection of high quality performance equipment for competitive riders. As well as showjumping gear, there are five-point breastplates for eventers and dressage saddles too. • The Whitaker brand is accessible to all riders for everyday use; from riding club to Pony Club, there are even some endurance pants in the pipeline. These products are durable and well-made with great value price tags. www.equestriantradenews.com
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News feature
Making stockists’ lives easy A number of new measures have been introduced as part of JWI’s upgraded service to retailers: • Improved fulfilment with next day delivery. • Regular customer surveys, to find out what retailers want. • Each trade customer has a dedicated account manager. • Ordering can be done online or over the phone. First orders to a minimum of £2,500; established accounts are welcome to order one-off items. • “We want to make it easy for retailers to deal with us, then we can grow together,” says Ginette. • The JWI ethos is reliable delivery of good quality products that retailers can sell quickly. “We’ve never wanted to be the over-priced Ferrari – let the Italians be that. We’d rather be the safe and sound Mercedes or Volvo…” is the JWI message.
JWI: did you know? • JWI exports around 40% of its sales. Exports to Scandinavia, Italy, Germany, New Zealand and Japan are especially strong. • JWI has always exhibited at Olympia and Badminton. “We need feedback from consumers and to keep in touch with end users. It’s vital for pricing and product development,” says marketing manager Gemma Bates. • It took John Whitaker two years of trying various permutations of saddle design before he was happy with the Argento jump saddle. • Safety is set to be the next big thing from JWI with safety stirrup irons and further developments in riding hats and body protectors in the company’s sights. • Every few years, JWI raises around £5,000 for Neurocare with a sell-out charity ball. Neurocare supports Sheffield Hallam Hospital where John Whitaker once received life-saving treatment for a brain haemorrhage. • Brogini Limited, distributor of Italian riding boots, is a separate company owned by Ginette Brogan that shares its headquarters with JWI.
This season’s must-haves • The new Whitaker Bedale GP Jump saddle (RRP £595) has a leather covered outer while the under panel is made from wipeclean synthetic material. A more forward cut than a traditional GP, manoeuvrable knee and thigh blocks plus additional point straps make this a versatile saddle. The Bedale also features the new Whitaker Interchangeable Size Bar System for easy alteration of width. • Whitaker Blackshaw breeches are classically cut for competition riding. With a Whitaker logo embroidered down the leg, the multi-way stretch fabric is hardwearing yet comfortable. A Flexi-Lycra ankle makes for a perfect fit under long riding boots. With either a full suedette seat or knee patches (RRP £55), ladies’, men’s and children’s sizes are available. • Remove it from the packaging, and Whitaker Ready To Ride leatherwork is ready to go. Each item is pre-treated with unemulsified oil which penetrates into the leather making it resistant to cracks and blemishes and almost completely maintenance free. Each Ready To Ride product comes mounted on an easy-to-hang display card. This flash bridle has an RRP of £50. • The stylish Whitaker Skipton Tendon and Fetlock boot set (RRP £35) features matt effect plastic shells lined with shock absorbing Neoprene. Velcro straps are reinforced with double fold touch tape fastenings. The Skipton set comes on a ready-to-hang card for tidy in-store display. • The bestselling John Whitaker Training System (RRP £85) helps to develop equine neck and back muscles. Lunging with it also encourages horses to find rhythm and balance, lighten the forehand and engage the hindquarters.
Saddle specialists John Whitaker branded saddles are designed by a Belgium saddle-maker and made in European leather. Hand-finishing makes up a significant element of production, saddle trees are guaranteed for life and stringent quality control is ingrained. Despite their instantly recognisable branding and upmarket look and feel, these saddles are priced to sell. They hold their value well too; a model with a typical RRP of £1,300 can easily fetch £800 or £900 second-hand. Also new is an amazingly luxurious looking synthetic/leather saddle collection retailing from £595 and featuring a system of six interchangeable gullet plates. Launched to consumers at Bolesworth this month, retailers are advised to register an interest now… As well as this newcomer aimed at the leisure market, look out for the WDS (Whitaker Dressage Saddles) range plus a working hunter saddle. Key to retailing saddles, of course, is getting hold of them! “People want a saddle now, not in six or eight weeks’ time,” says former retailer Ginette. “So we’ve focussed on fulfilment by keeping good levels of stock.” www.equestriantradenews.com
• The John Whitaker London collection comprises a saddle pad, fly veil and head collar. In bold red, white and blue - colours synonymous with JWI, it comes in pony, cob and full sizes. Saddle pad has an RRP of £35.
EQUESTRIAN TRADE NEWS JUNE 2016
BETA Members’ Page
TAKE UP THE REINS NEEDS YOU!
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ETA's Take up the Reins Tour of Great Britain – part of the campaign inviting everyone to #GetHorsey, whether as a rider, volunteer or supporter – is gathering momentum as it visits busy consumer shows and key locations across the country. Take a look at where we've been and what we have coming up – and there are many more hot bookings already in the pipeline... 20 March: Sports Relief Games – Queen Elizabeth Olympic Park, London. 3 April: Springtime Live – Great Yorkshire Showground, Harrogate, North Yorkshire. 14 April: John Lewis – Trafford Centre, Manchester. 12-15 May: Royal Windsor Horse Show – hosted by Dengie Horse Feeds. 18-19 June: Family Games Weekend – Wimpole, Cambridgeshire. 2-3 July: Humble by Nature Big Day Out – Penallt, Monmouthsire. 30-31 July: SportFest – Wormsley, Stokenchurch, Buckinghamshire. 29 August: Summer of Sport, Clumber Park – Nottinghamshire. 10 September: Great North Run Pasta Party – Newcastle.
8-9 October: Robin Hood Game & Country Show – Newark Showground, Nottinghamshire. Our mechanical horses are always hugely popular and people are extremely keen to find out where they can learn to ride or book a trek. Fortunately, we always have instructors from local riding schools and equestrian centres on hand at each tour stop. They have a brilliant time with the rest of the Take up the Reins team, helping would-be riders aboard, giving them the confidence to sample a walk, trot and canter, and providing information about their own riding establishments. If you would like the opportunity to promote your riding centre and play a key role on the tour, campaign coordinator Tina Hustler would love to hear from you. Telephone 01937 587062 or email tinah@beta-int.com.
Welcome to BETA FOLLOWING last month's BETA Council meeting, we are pleased to welcome the following companies to our membership: Nags Essentials – Kings Lynn, Norfolk – Retail. The Ark – Fulbourn, Cambridge – Retail. The Worshipful Company of Saddlers – London – Associate. Foal LLC – USA – Overseas Retail. JHC Equestrian Supplies – Barnstaple, Devon – Retail. DRSM Services – Cardiff – Associate. Tithebarn – Winsford, Cheshire – Trade. Harrison Clark Rickerbys Solicitors – Worcester – Associate. Chelford Farm Supplies – Chelford, Cheshire – Retail. Clive Whereatt Saddlery – Chipping Sodbury, Gloucestershire – Mobile Retail. Aylescott Feeds & Driers – Umberleigh, Devon – Trade.
Save the date!
THE 2016 BETA AGM and Conference is set for Monday 7 November at the Woodland Grange Hotel, near Coventry, Warwickshire. This year's theme will be “The Bottom Line” and include presentations on financial issues, intellectual property, the economy and branding. Keep a look out for further details over the coming weeks. JUNE 2016 EQUESTRIAN TRADE NEWS
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Thank you for backing BETA at Bramham
WITH the Equi-Trek Bramham International Horse Trials only days away, we are looking forward to decamping to beautiful Bramham Park – the original home of BETA – where we are sponsoring the CIC 3* for a fourth year. We will be promoting rider safety, with free riding hat and body protector checks, highlighting the work that we and our members do to help consumers and hosting the tradestand holders’ breakfast and ever-popular BETA Best Stand Awards. Star of the BETA stand will be the luxury prize draw hamper, packed with all sorts of equestrian goodies for horse and rider. Thank you to all the companies whose generosity made this possible: Westgate EFI (Gatehouse riding hat, Mark Todd rug and a Rodney Powell air jacket), Hows Racesafe (Provent 3.0 body protector), HorzeHoods (Horzehood and Horzebodz), Equine Speedskip (two skips), Dengie Horse Feeds (£100 feed voucher), Science Supplements (£100 voucher), Nikwax (one year's supply of Nikwax), Equilibrium (All Sports boots), Protexin (Gut Balancer) and Toggi (Team GBR outfit). Our thanks also go to the companies that have provided small but useful gifts for the BETA goody bags handed out to visitors and competitors in the Pony Club Team Show Jumping Championship: Harold Moore, A Poucher & Son, Science Supplements, Leovet, Equilibrium, Protexin and Mollichaff. If you are coming to the event, please don't forget to drop by at the BETA stand to say hello. It's always lovely to see our members.
Training courses 14 -15 June: SQP (Equine & Companion Animals) – Stoneleigh Park, Warwickshire. Cost: £205 + VAT for BETA members and £250 + VAT for non-members. 21 June: BETA NOPS Scheme (providing an introduction and overview for those new to the scheme or intending to join it) – Weybrook Park Golf Club, Basingstoke, Hampshire. Cost: £120 + VAT for BETA members and £200 + VAT for non-members. 23 June: BETA NOPS Scheme (as above) – Pillo Hotel, Rath, Ashbourne, Co Meath, Ireland. 6 July: Lorinery Retailing – Holiday Inn, Darlington, North Yorkshire. Cost: £70 + VAT for BETA members and £120 + VAT for non-members. 19-20 July: Digital Marketing & Social Media – Warwick Mill, Carlisle, Cumbria. This is intended as a two-day course, but we will accept bookings for one of the days. Cost: £200 + VAT for BETA members (£120 + VAT for single day) and £300 + VAT for nonmembers (£180 + VAT for single day).
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 www.equestriantradenews.com
T 01462 790886 E equine@lintbells.com
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YUMEGA contains specially selected Golden Flax oil, providing the highest possible levels of natural Omega 3 to improve coat condition, providing a rich, natural show ring shine. Carefully selected Starflower is a rich source of the Omega 6 fatty acid, GLA, helping to soothe sensitive skin and support the natural skin cycle to replenish skin health and condition.
Ms S Fairburn 100% Pure Salmon Oil is rich in Omega 3, EPA & DHA, helping to calm sensitive and itchy skin.
Added antioxidant, Vitamin E, from natural plant sources neutralises free radicals to support the natural defences of your horse’s skin.
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Retailer Profile
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Andy and Kirsty find the right fit
Kirsty and Andy Milner are now focusing their business just on saddle fitting, taking it back to its roots.
Saddlery and saddle fitting are both a passion and a thriving business for Kirsty and Andy Milner. Deborah Hayward went along to their Leicestershire store to find out more.
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Milner & Son is a busy saddlery and workshop run by Kirsty and Andy Milner in John O’Gaunt, a Leicestershire village not far from Melton Mowbray. It is raining cats and dogs when I arrive to meet the husband-and-wife team – both Society of Master Saddlers-qualified saddle fitters – but even the grey skies can't put a damper on this beautiful area, with its stunning patchwork of lush, green pasture and brilliant-yellow rape seed. This small community sits in big horse country – there's even a nearby pub called The Saddle! There are five hunts in the surrounding area, the Quorn, Cottesmore, Fernie, Pytchley and the Fitzwilliam. The county also has a fine reputation for eventing. Andy is the fifth-generation Milner to run the business, which was founded by his great-great-great grandfather Samuel back in 1870. Today's incumbent always knew he was destined to hold the reins one day, despite his parents encouraging him to do otherwise. After attending Cordwainers College, in London, Andy joined his father, Frank, and Uncle Roger in the shop, carrying out the saddle fitting and taking care of buying. On his father's retirement, Andy and Scottish-born Kirsty took over, shaping the business to suit their lifestyle and allowing them to concentrate on their passion for saddle fitting and the provision of premium-quality leather saddles and bridlework.
Time for change Rewind 15 months, and you would find a very different store to the one that exists today. Where it was once packed with equestrian goods such as horse rugs and rider clothing, lotions and potions, and footwear, there are now only saddles – a glorious selection of premium saddles – together with bridle work, saddle pads and an extensive range of leathercare products. “The market has changed in the past 10 years with the internet, increased number of brands, suppliers and retailers,” explains Andy. “So, as we really enjoy saddle fitting, we decided to shrink things slightly and specialise in that. “We've taken things back to how it was 45 years ago, with guys in the JUNE 2016 EQUESTRIAN TRADE NEWS
workshop and a new apprentice, and we make a huge amount of our own bridle work – including the bridle that Sophie Wells used when she took team gold and individual silver in the Paralympic Games in London. “Concentrating on the saddle fitting and sales allows us to be more flexible. When my dad was here and we had a lot more staff, it was easier to get away for a break. When he retired, we found that we were exhausted, working seven days a week and hardly seeing one another.” Kirsty, who with Andy shares a love of the outdoors, chips in: “We wanted to be able to have time to do things like hill walking and skiing while we are still young and able.”
Saddle fitting service Customers range from event riders to happy hackers and Pony Club children. Saddles can be fitted in the store's manège or Andy and Kirsty can visit horses at home, operating in a 30- to 40-mile radius. The couple both work long hours, with Andy often conducting his first fit of the day at 7am and finishing at 6pm. “I'm not a morning person,” says Kirsty, with a laugh. “Nobody would want me turning up so early to do their horse, believe me. I tend to start at 9am with people coming here so that I can go out less.” Each horse can take between 30 minutes and an hour for a refit and between 50 minutes and two hours to have a new saddle fitted. This process includes assessing the horse before saddling, checking conformation, putting the saddle on the horse and then watching what happens when the rider gets on. Whether the saddle moves to the left or right and the rider is comfortable are among the factors considered before any alterations are made. Challenges faced • Asymmetry of the horse or rider. • People with frustrating expectations who think there is the perfect saddle out there for their horse when they have an unrealistic budget. • Larger people riding small horses and those bred with shorter backs. Andy and Kirsty see some riders who have lost confidence on a 16.2hh, for example, then switch to a cob type, which is strong and sturdy, but www.equestriantradenews.com
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Retailer Profile
Leatherwork has been S Milner & Son’s speciality since it began trading in 1870
jelly bean
there is no room to fit a saddle. • People who don't see subtle changes in their horse’s shape. “Sometimes, you put a trace on and, in the space of five or six weeks, the horse has changed massively,” says Kirsty. • People who buy a second-hand saddle online and expect Andy and Kirsty to dash round to fit it with only days’ notice so that they can send it back if it doesn't suit the horse. “We are happy to refit a saddle, but not within such a tight time-frame to suit the returns restrictions of online shopping,” says Andy. • Overweight riders who lack ability and do not know how to hold themselves correctly – someone with little core strength affects the way the saddle moves on the horse. Conversely, there are some big customers who ride like a feather and have very little or no adverse impact on their horses.
What we love about our job “We see about 50 horses a week on average,” says Kirsty, “so we have to love them for a start. No two are ever the same and you never stop learning.” “The people – they're great,” says Andy. “We have a shared interest in their horse and, when we meet them, they are usually excited about buying a new saddle, which is nice.” The saddlery S Milner & Son has occupied its present site for the past 25 years. In addition to the saddlery showroom, it operates a busy workshop run by master saddler Dave Kuhn, who has been with the company for 42 years and is helped by apprentice Corrie King. Dave's father, a German prisoner of war, worked for the company before that. The workshop produces bespoke bridle work from quality English leather and carries out repair work and alterations.
Each tub is completely unique... This season’s must have! 15 ® Tubtrugs S + FREE PO £54.99
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Sell up to 400% more Specially designed POS Top Marketing Support FREE Merchandiser (Profit Packs™ available in Micro, Small, Medium and Large) The Tubtrugs® brand are not sold into Supermarkets. For more information on this BRAND NEW range, contact your wholesaler or our Midlands based office. Tel: 01455 848 184 Fax: 01455 844 134
Master saddler Dave Kuhn has been with S Milner & Son for more than 40 years.
www.equestriantradenews.com
Email: sales@faulks.co.uk Webstore: www.faulks.co.uk/otw
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Marketing and media - advertisement feature
Your PR & media guide Who to contact when you need help promoting your products and services HORSE & COUNTRY TV
BRIEF PROFILE: Horse & Country TV broadcasts in the UK and Ireland on Sky Channel 253 and is also available online and via apps for smartphones and tablets through H&C Play. Average quarterly reach in the UK in 2015 was 851,00 unique individuals Localised versions of H&C broadcast in Sweden, Germany, Australia and the Netherlands, where we are regularly seeing monthly audiences of 400,000+. The Channel carries exclusive sports event coverage, news, documentary and personality-led programming to the passionate audience for horse sports and country living. H&C also has a large digital presence through its website (horseandcountry.tv), Facebook, Twitter and Instagram communities.
HOLDSWORTH PR
KEY PEOPLE: Richard Burdett, Managing Director Nicky Green, Sales Director Mary Bisco, Sales Manager Lisa Dure, Sales Manager HOW CAN YOU HELP EQUESTRIAN COMPANIES SUCCEED? At H&C we have numerous ways to help build your business including airtime, sponsorship, product-placement, advertiserfunded programming and digital advertising. Talk to our team and we can help create the campaign that will take your brand to the next level. And, for inspiration, tune in to episode 1 of Blue Chip All Star Academy at 9pm on June 12th. CONTACT TEL NO: +44 (0) 1633 647951 EMAIL: advertising@horseandcountry.tv
level athletes or novice riders at grass roots level, horse owners or a wider audience, we will turn your marketing ideas into reality, delivering your message to your target audience and making sure you are seen and heard throughout the equestrian world. Our knowledge and experience as well as an extensive network of media contacts enable this agency to create an effective marketing mix that will see you in print, broadcast, digital and social media. We can manage your advertising schedule to a specific budget, create artwork, run product launches and promotional campaigns, design and write newsletters, digital campaigns and customer incentives and manage sponsorship. Using exciting and relevant promotional activities, we can develop and implement successful campaigns that reach your target audience, increasing awareness, raising your profile and supporting sales growth. CONTACT TEL NO: +44 (0) 1903 892060
ANDREA SEXTON PR
AB COPYWRITING BRIEF PROFILE: A freelance copywriter specialising in the equestrian, rural, and lifestyle markets. KEY PEOPLE: Alice Brown CURRENT CLIENTS: Style Reins, Equestrian ID HOW CAN YOU HELP EQUESTRIAN COMPANIES SUCCEED? I am dedicated to using my wealth of knowledge and experience to provide high quality content for my equestrian clients. Tap into an extensive market worth in excess of £4.3 billion and let your business shine with original, well-written copy tailored to your business and
BRIEF PROFILE: An established and reputable marketing and PR agency with over 20 years’ experience in the equestrian industry, Holdsworth PR provides a broad range of public relations, marketing and publicity services for companies and organisations in the equestrian and rural sectors. KEY PEOPLE: Rachael Holdsworth, Senior Consultant; Jenny Viner, PR Account Manager, Emily Conroy, PR Assistant CURRENT CLIENTS: Absorbine/W. F. Young, Inc.; American Thoroughbred Products Limited; Back On Track UK; Back on Track Benelux; British Equestrian Federation; Harriet Upton, young event rider; Kevin McNab & Emma Dougall international event riders; McTimoney Animal Association; SEIB Insurance Brokers; Trailblazers; World of the Horse. HOW CAN YOU HELP EQUESTRIAN COMPANIES SUCCEED? Whether you are targeting top
customers. If you run an equestrian business, it can be hard to find the time to regularly produce excellent content – after all, those stables won’t muck out themselves! Outsourcing your copywriting and content creation ensures the best possible message is conveyed to your clients and gives you time to focus on what really matters – running your business. CONTACT TEL NO: +44 (0) 7800 965397
JUNE 2016 EQUESTRIAN TRADE NEWS
BRIEF PROFILE: Specialising in creative promotion of sports, fashion, charities and events. KEY PEOPLE: Andrea Sexton and Caroline Herivel CURRENT CLIENTS: Include equestrian athletes and brands, cycling brands, photographers, charities and countryside events. HOW CAN YOU HELP EQUESTRIAN BUSINESSES SUCCEED? By putting the clients’ people, products and brands in front of the
right audience. CONTACT TEL NO: +44 (0) 07887 997922 WEBSITE: : www.andrea-sexton.com TWITTER: @ASextonPR INSTAGRAM: asextonpr www.equestriantradenews.com
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advertisement feature - Marketing and media
FORGE PR BRIEF PROFILE: Forge PR offers a freelance integrated public relations and marketing service, utilising both traditional and digital resources to enhance and develop your reputation and brand. KEY PEOPLE: Claire Brown BA (Hons) Equine Science, MCIPR Accredited Practitioner. Forge PR works with an extended team, as required, which includes graphic design, website hosting and photography. CURRENT CLIENTS: I currently run my own website – www.forgeandfarrier.co.uk – in addition to working on a freelance basis for a range of farriery and equestrian clients. I also work for a website company to provide digitally optimised copy for a variety of businesses including a grammar school, uPVC windows and veterinary practices. HOW CAN YOU HELP EQUESTRIAN COMPANIES SUCCEED? Forge PR combines my love of building great relationships and
TSM
shouting about people and products that are simply really good! The progressive field of equine health and science is close to my heart whilst the meteoric rise of the internet has whet my appetite for all things digital. Following market research and an evaluation of your current assets traditional and digital communication channels will be utilised to build brand awareness, sales and advocacy. I understand the challenges that small businesses face; the service is flexible and can evolve as your business progresses whether on a short or long term basis. CONTACT TEL NO: +44 (0) 7747 602978
BRIEF PROFILE: Tim Smith Marketing Ltd (TSM) is a full service PR and marketing agency, founded in 2002 and headed by MD, Tim Smith. We combine journalism, marketing and media expertise with a love for all things pet and equestrian related, along with a passion for country sports, luxury goods and fine dining. KEY PEOPLE: Tim Smith (MD), Becky Taylor, Joanna Coulthurst, Sarah Mason, Jacqueline Spouge, Isobel Cooke (Account Managers). CURRENT CLIENTS: A wide variety of pet and equestrian clients, covering everything from veterinary supplies to fashion accessories. HOW CAN YOU HELP EQUESTRIAN COMPANIES SUCCEED? TSM is well-known for developing successful PR & marketing strategies to help businesses grow. We offer an excellent bespoke service for all
our clients and provide a dynamic and inspirational approach to all aspects of public relations, marketing, print and design work. CONTACT TEL NO: +44 (0) 1724 784600 WEBSITE: www.timsmithmarketing.co.uk
AND THE WINNER IS... PHOEBE
JOSH
RHIANYDD
STEPHANIE
KELLY
LUCY
DAVID
ISSY
Horse & Country TV’s new reality show Blue Chip All Star Academy has created quite the buzz. And not just among our viewers. To find out who wins the chance to become the new face of H&C, you’ll have to wait until Sunday, June 12th, to watch Part 1 of our series. To see the 10 great brands who are already winners thanks to the unique product placement opportunities in the show, you just have to look below. Put the power of H&C TV to work for your business. Contact advertising@horseandcountry.tv
PREMIERES JUNE 12 AT 9pm In association with
Marketing and media - advertisement feature
BRIEF PROFILE: As an award-winning PR and marketing agency with over 20 years’ experience, Karol Marketing has built a reputation for devising and implementing strategic PR and marketing programmes which take specialist brands into wider consumer based markets. KEY PEOPLE: • Managing Director - Stefan Lepkowski Stefan leads on all strategic work and his experience has seen him deliver award winning marketing programmes for Berghaus, Nike, Kathmandu and Barbour, amongst others. • Account Director - Chrissie Beatty With over 10 years’ experience, Chrissie has a successful track record in building the Airowear brand and promoting safety across the EU and USA. • Senior Account Executive - Jenny
Dawson Working with Dr Martens and DuPont, Jenny has considerable knowledge and expertise in running PPE, safety and B2B campaigns. • Account Executive - Sophie Spaldin A former news journalist, Sophie knows how to make the headlines. CURRENT CLIENTS: Karol Marketing look after a range of equestrian and lifestyle clients including: Helite, AeroChill, Outdoor Hands, Techniche, Vango, Bergans of Norway and Powertraveller. HOW CAN YOU HELP EQUESTRIAN COMPANIES SUCCEED? With a highly experienced team and a wealth of relevant press contacts, Karol Marketing know how to get you noticed. Karol Marketing will work with you to develop effective and creative marketing and PR programmes that will reinforce your brand position and values, persuade and encourage action and also deliver tangible business benefits. CONTACT TEL NO: +44 (0) 191 265 7765 WEBSITE: www.karolmarketing.com
MIRRORME PR BRIEF PROFILE: A public relations & marketing agency specialising in equestrian, canine, country and lifestyle luxury brands. KEY PEOPLE: Ashley Rossiter MD, Maria Webster - Senior Account Manager CURRENT CLIENTS: Dressage Deluxe, Childéric Saddles, Mark Davies Injured Rider Fund, Timothy Foxx, The Spanish Boot Company, Très Health, Verdo Horse Bedding, Aloeride, Golly Galoshes, First Focus Consultants, Equetech, Freddie Parker, Ross Barr Clothing, Pink Whiskers, Dogissimo Designer Dogwear. HOW CAN YOU HELP EQUESTRIAN COMPANIES SUCCEED? Offering a ‘Big Agency Service’ with the personal touch, MirrorMePR’s services embrace a wide spectrum, from social, print and online media through
EMC PR
BRIEF PROFILE: This exciting new communications service has been introduced by the organiser of BETA International to offer PR on an individual-assignment basis with no binding contracts and costly monthly retainers. Members of EMC PR have extensive industry knowledge and are highly skilled at creating engaging, compelling copy for publication in print or digital media. KEY PEOPLE: Sales manager James Palmer is responsible for business generation, client liaison and the day-to-day running of EMC PR, while press officer and journalist Deborah Hayward leads the creative team. CURRENT CLIENTS: EMC PR is a brand spanking new JUNE 2016 EQUESTRIAN TRADE NEWS
to managing social channels, overseeing sponsored rider relations, securing celebrity endorsement, copy writing, styling & viral video content filming & editing. With a wealth of experience working across the industries we specialise in, we offer our clients a fresh approach and an unrivalled bespoke PR service ,which our clients love. Finalists in The RAR (Recommend Agency Register) Awards 2016 for public relations category as nominated by our clients. Members of the CIPR. CONTACT TEL NO: + 44 (0) 207 043 2345 + 44 (0) 1932 918 089
agency that has only just been launched. Its professional PR service is perfect for all companies and organisations, from small start-ups to large, established multinationals seeking additional PR support. HOW CAN YOU HELP EQUESTRIAN COMPANIES SUCCEED? We are able to use our knowledge of this vibrant and challenging sector, and extensive media experience, to deliver the most effective PR material and strategies. As a former equestrian trade and consumer magazine editor, Deborah Hayward knows exactly what is required to help secure those column inches! CONTACT TEL NO: +44 (0) 1937 582111 www.equestriantradenews.com
Advertisement feature
KAROL MARKETING
22
23
Marketing and media
MEDIA
MATTERS ETN brings you the latest media, marketing and PR news. Reality show finds new TV ‘faces’
Filming H&C TV’s new reality show at the Talland School of Equitation. (Photo: Jon Stroud)
HORSE & COUNTRY TV says its new reality show has received a huge thumbs-up from the equestrian sector. Blue Chip All Star Academy, which aims to recruit a group of video bloggers for the channel, invited riders to audition in order to take part in the filming of the series. At the end of April, eight selected participants then joined top trainers and equestrian personalities including Carl Hester, Pammy and Charlie Hutton, Jayne Ross and Ludwig Svennerstål at the Talland School of Equitation in Gloucestershire to be put through their paces. “Immediately upon announcing the show, we got a fantastic response from our audience, as well as other organisations in the sector,” said H&C head of programming Jonathan Rippon. “Our social media posts have reached well over 100,000 people, not including the many shares and retweets. We have had thousands of visits to the special website we created for the show - www.allstaracademy.tv” More than 450 people registered on the website to participate in the show, and 128 ultimately submitted completed auditions. “The videos are all fantastic and truly reflect the H&C audience: enthusiastic, engaged, and passionate about their horses. The process of selecting just eight to be in the show was truly difficult,” added Jonathan. From eight participants, four will be selected to continue as video bloggers (vloggers) with H&C for the next year. One of these will also co-host an episode of Rudall’s Round-Up with H&C’s Jenny Rudall. The show has also enabled a number of equestrian brands to appear as sponsors. They are Blue Chip (title sponsor), Point Two, One K, Bucas, KBF99, Horze, euro-star, easibed, Albion Saddlemakers and Absorbine. Richard Burdett, managing director of H&C TV, described the new reality show as “a real example of creative innovation that has given an entirely new opportunity to brands in the equestrian sector.” • The Blue Chip All Star Academy premieres on Horse & Country TV on Sunday, 12 June. See page 21 www.equestriantradenews.com
EQUESTRIAN TRADE NEWS JUNE 2016
Marketing and media WHY NOT TRY
elling equestrian The UK’s best-s
24
ER
• WORKING HUNT
monthly
WIN A SADDLE
New look for agency’s anniversary
Issue number 554 June 2016
• FLATWORK CONFIDENCE
n Spookbusting
Product awards to be extended
RANCE TEAM QUEST • ENDU
IMPROVE YOUR
• SHOPPING •
SEAT
HOW TO
secrets n How
PREVENT
FIELD
horses learn n
HORSE&RIDER Magazine, the UK's best-selling equestrian monthly, is to INJURIENGS extend its product awards this year. SPOOKBUSTI There will be more categories with SECRETS IZZY TAYLOR HOW YOUR additional coverage online. RNS LEA SE HOR : PHOTOSENSITIVITY REVEALED “The seal of approval given to the is your horse at risk? PIPPA FU Best In Test and Best Value products IMPROVE NNELL'S JUMPI NG SECR ETS!! YOUR HORSE’S in our tried and tested reports are WIN! recognised as a trusted source of e hom at try to Easy stretches information to help readers with their CARING buying choices,” said a spokesman for MAREFOSR THE SECRET TOP TIP LIFE OF S publisher D J Murphy. PONIES Upcoming issues of Horse&Rider will REVEALED ! contain more riding and training advice plus veterinary articles. Feeding, Essentia laminitis, worming and autumn/winter groomingl TIPS gear for both the horse and rider are gorgeous also to be highlighted. 13pos ters Meanwhile its sister title PONY drama!! JEALOUS OF MY Magazine took on a new look from pon its SISTER'S PONY! breed??y April issue. With extra riding and pony care features, the UK’s only magazine for young riders also has a stronger focus on products and shopping too. “A style refresh, including a new colour palette and fonts, as well as greater integration with digital and social media initiatives, sees PONY bring itself more in line with what young riders want,” said Gemma O’Neil of publisher D J Murphy. “PONY is set to continue to build on its outstanding 67 years of success.” Upcoming features include summer hoof care, soundness and autumn laminitis. Preventing field
injuries n Exercises
At home with
to improve your
n Vet’s guide
to photosensitivity
A SADD LE
INE
9
7700
32 42 51
0 6
88
June 2016 £3.49 Issue 813
what's Yo ur perfect
The man behind the pen… IF YOU’RE a reader of equestrian magazines and enjoy perusing the letters pages, Brian Checkland’s will be a familiar name. That’s because he’s written doggedly to horsey titles for more than 50 years - and regularly been published. But who is Brian Checkland? ETN tracked down the prolific letterwriter to his home on the Wirral where he lives with his wife Pamela, but no horses… When ETN asked Brian to send ETN a photograph of himself, he politely declined. Somehow, this modest act seemed appropriate that the power of his pen should overshadow his physical likeness. From Riding magazine in the 1950s to as recently as an April 2016 issue of Horse & Hound, Brian Checkland’s name has appeared at the end of many an insightful script. His letters have covered everything from drop nosebands to riding hats. He has reminisced about the days when milk was delivered by clever ponies who knew at which houses to stop, and tut-tutted when period television dramas make an error over an item of saddlery or riding costume. But this retired solicitor, now 86, has stayed bang up-to-date on matters equestrian. In a recent published missive, Brian questioned the ability of driverless cars to pass horses and riders appropriately on the roads. Perhaps his greatest coup was to contribute to the saving of many horses’ lives by highlighting the dangers of them eating ragwort. Brian had a letter published in the early 1990s on the subject. Accompanied by pictured of a ragwort-strewn pony paddock, it was noticed by the eminent vet Professor Derek Knottenbelt who has gone on to research and publicise the dangers of ragwort poisoning. “Brian remains a great guy and a very perceptive and intelligent thinker,” Derek told ETN. “His concern for the welfare of horses has led him to making constructive suggestions on how welfare can be improved. “He was one of the drivers behind the campaign to reduce the dangers of ragwort that culminated in a dramatic drop in the number of cases of ragwort-related liver failure through the late 1990s and early 2000s.” Brian is also a regular published contributor to The Daily Telegraph letters pages. His persistence and perceptive letter writing has indeed proven the enduring power of the pen.
£3.99
PONYMAG .COM
PONY MAGAZ
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JUNE 2016 EQUESTRIAN TRADE NEWS
June 2016
horse's flexibility
FLEXIBILITY
THE UK’S NO1
EQUESTRIAN, country, canine and lifestyle PR agency MirrorMePR – which celebrates its fifth anniversary this year - has updated its logo to reflect a growing clientele. The new look was designed by Pretty Amazing Creative, a London and Newcastle-upon-Tyne based branding agency. “As we’ve grown, so has the diversity of our client base from core equestrian brands, country fashion and health clubs through to designer dog labels,” said Ashley Rossiter, managing director of MirrorMePR. “The new logo embraces the scope of our expertise within these sectors and the exciting opportunities we’re able to offer clients wishing to expand their horizons.” Earlier this year, MirrorMePR was among four agencies selected from 300 entries to be shortlisted in the 2016 RAR (Recommended Agency Register) awards. See page 23.
New PR service “to plough profits back into the trade” A NEW communications service has been launched by the organiser of BETA International. EMC PR operates on an individual-assignment basis with no binding contracts or costly monthly retainers. It has been developed by BETA International sales manager James Palmer in response to demand for professional, affordable and accessible PR. “We’ve become increasingly aware of the need for a service like this,” said James. “Many companies, particularly those that do not want to be tied into retained PR arrangements, can often miss out when it comes to promoting their news and products in the media. “EMC PR offers the perfect opportunity for them to secure first-class editorial as and when they need it.” James, a business graduate with a wealth of experience in the equestrian sector, is responsible for business generation and the day-to-day running of EMC PR. He is joined by journalist and BETA International press officer Deborah Hayward, who leads the creative team. “We love nothing more than helping companies to secure the recognition and reward they deserve by writing compelling and engaging copy that ticks all the right boxes and has enough bells and whistles to make it stand out from the crowd,” she said. “We have a fabulous range of products, from a standard
Putting PR profits back into the trade: At the launch of EMC PR are, from left, Deborah Hayward, Claire Thomas and James Palmer.
press release to a bespoke package for more complex requirements.” EMC PR is owned by Equestrian Management Consultants (EMC), part of the British Equestrian Trade Association (BETA) group. Commercial manager Claire Thomas said: “I’m thrilled to welcome a PR service to our extensive portfolio which includes ETN and BETA International, the world's leading trade fair for equestrian, country clothing, outdoor and pet products. “EMC PR has a fabulous pedigree in the equestrian industry, which we as a company have been part of for more than 35 years. It’s wonderful that we are now able to help businesses become even more successful with this new communications initiative. “What's more, all the profits we make in the process are ploughed straight back into the trade.” • To find out more about EMC PR, contact James Palmer, telephone 01937 582111 or email jamesp@beta-int.com.
www.equestriantradenews.com
25
ETN Reporting
TURNING BACK THE PAGES… Equestrian Trade News
For almost four decades, ETN has been reporting on the equestrian trade every month. In a new series, we look back at the news, people and products that were making headlines in ETN this month five, ten and 20 and 30 years ago.
T h e Vo i c e of the Eq uestria
n Industr y
June 2011
Volume 35, No
6 Monthly
…Five years ago… In June 2011, ETN reported: • Derby House announced it was to close most of its seven shops to concentrate on internet and mail order sales plus its flagship store at Wrightington, Lancs. New managing director Nigel Cliffe joined the retailer from Mothercare to “sharpen up” the business. • Serena Kidd left Kent retailer Frogpool Manor to become the new equestrian business manager at Net-Tex Industries. • Albion Saddlemakers launched a new division called Albion Sporting covering leather canine, sporting and lifestyle products. • UK Chasers, the organisation promoting off-road riding courses, went into administration.
LET’S GET C ONTI European com NENTAL panies profile d
MEDIA MA
Wha LUSIV t’ at De s happ E rby H ening ouse
de News
06 JuneNo.620 Monthly
rian Tra
In June 2006, ETN reported: • Tesco billed the company’s first foray into sales of equestrian equipment “a huge success”. Several equestrian manufacturers denied supplying the supermarket and Tesco itself remained tight-lipped. • Wellington boots company Hunter, which had gone into administration, was acquired in a £3 million deal. The buyer was a consortium led by Conservative party treasurer Jonathan Marland. • BETA had a tradestand at Badminton for the first time. The trade association also launched its first Guide to Riding Holidays in GB. • Olympic medallist Ian Stark told ETN that he rarely uses tackshops, preferring to buy his tack and equipment at events. Ayr Equestrian was his favourite tradestand.
Equest
…Ten years ago…
EXC
Making PR andTTERS marketing wor k
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…20 years ago… In June 1996, ETN reported: • Fybagrate Products, which had gone into administrative receivership in the February, was acquired by Hong Kong based Cosmopolitan Textile Co Ltd. Richard Grylls, who founded the company best known for its acrylic fibre items, stayed on as general manager. • The first BETA National Equestrian Survey, the horse world’s most comprehensive independent market research document, was published. • Businessman Enzo Santomauro founded Lavenham Leisure Ltd to continue manufacturing the quilted clothing and rugs under licence. Different versions of what was originally the Lavenham Rug Company had been in receivership twice in seven months. • Coleman Equestrian, manufacturer of the Colecraft range of leathercare products, was advertised for sale.
…30 years ago… In June 1986, ETN reported: • Roy Gore’s new company Challenger Distribution began operating from a warehouse near Royston, Herts. The wholesaler’s sales team included Ian Mitchell. • Cleveland saddler David Sayer launched a tack marking scheme in conjunction with his local police. 35 people brought saddles to be branded with their postcode on the first day it was advertised. • Geoff Reynolds was appointed UK sales manager of Dunmow, Essex based Carr & Day & Martin. And Joan Newnham became field sales manager at Tony Cohen’s Castle Sportswear, supplier of Eque-Sport breeches. • Chaskit was so confident of its new Cadence jumping saddle (RRP £395) that it offered a ‘try before you buy’ scheme. Retailers were invited to contact Barry Richardson at the Kent company to find out more. www.equestriantradenews.com
EQUESTRIAN TRADE NEWS JUNE 2016
Legal Digest
26
Property with potential If your business doesn’t fill your premises, why not make it work harder for you? Charlotte Spowage explains how.
T
he last 15 years have seen unprecedented changes in the retail sector. As the decline of the traditional high street shop continues, businesses have expanded onto the Internet to reach more customers at a lower cost. The upshot of digital showrooms, cyber shopping baskets and online checkouts is that some retailers no longer need the space they once did. While some don’t even need a customer facing store at all, instead relying entirely on an online presence with warehousing for their stock. Responding to these changes in property use is crucial for a business to survive and thrive. Tenants and landlords are seeing a shift towards more flexible letting arrangements with shorter lease terms, break clauses and broader allowances for the permitted use becoming common. But what if you own your own building? There’s always the option of selling, but that may not be for everyone. Perhaps then, the secret is making your property work for you. If your property is now more space that you need, you could be in a position to become a landlord.
What are the options?
Bear in mind what happens if your tenant goes bust.
• Leasing the whole of the property If you have no need for the space yourself, letting it out to another business may well work. However, if the rental income will be used to pay the rent for your new location, bear in mind what happens if your tenant goes bust. Also consider what rights you have to take the property back. • Leasing part of the property Can the property be turned into two or more separate parts? If so, a complimentary business to yours may be the perfect pairing. Consider, however, that an informal arrangement can be construed as a tenancy by the courts, so it’s crucial that a proper lease is put in place which sets out the agreed terms clearly. What is the rent? Is it to increase? How much by? How are the outgoings to be apportioned? Who is to undertake the maintenance to the property? Who is to pay for it? All of these questions and many more should be asked and answered at the outset. • Sharing occupation This is usually where group companies (such as members of the same holding group) share premises. There is no formal tenancy in place and no relationship of landlord and tenant exist. This commonly happens, naturally, when companies grow and diversify. • Licences and tenancy at wills These are more informal ways of allowing another party to occupy your property. Commonly used only in the short term where flexibility is key, most often when early access is required for a specific purpose such as so that the tenant can undertake fit out works or where the formal lease documents are still being finalised. The risk of using one of these more informal methods is that a protected tenancy could arise through the course of dealing between the parties even if that wasn’t the original intention. Crucially, a landlord should bear in mind that if they are treating the occupier like a tenant (giving them exclusive possession of a defined premises), a court could well decide that they are.
Other things to consider: • Security Is your tenant a safe bet or an unknown risk? Should you be considering further security such as rent deposits, rent paid in advance or personal guarantees from directors? JUNE 2016 EQUESTRIAN TRADE NEWS
• Consents ‣ If the property is mortgaged there will more than likely be a term in the mortgage that prevents the property being occupied by another party either jointly or solely without their consent. This may even have a further layer of protection by way of a restriction at the Land Registry which may prevent a tenant from registering their new lease without the mortgagee’s consent. ‣ Consent may also be required from a ‘superior’ landlord. If you are not the freeholder of your premises then whoever is may need to give their consent to the property being let out or altered to accommodate two or more occupiers. ‣ Does the building have the correct planning permission? Although a well drafted lease should clearly state that the landlord does not guarantee the permitted use of the property, it’s prudent to check with the local authority whether a change of use application would be required before the property was marketed. • Long term plans Business tenancies carry a statutory right of protection, meaning a good tenant can renew its lease and keep trading as long from that premises as it likes (save for in limited circumstances). If you want to keep your options open, excluding the statutory protection would be advised.
About the author CHARLOTTE SPOWAGE is an Associate Solicitor with the Commercial Property team at Blacks Solicitors LLP. Charlotte originally joined Blacks as a newly qualified solicitor and, since then, has gained experience in all areas of commercial property work including landlord and tenant work, acquisitions, disposals, refinancing and development. www.equestriantradenews.com
27
Focus Europe
Keeping the crossborder cash flowing Funding import/export business needn’t be complicated and laced with risks, even for small companies, says Camilla Bellhouse.
I
n the years since the financial crisis, access to credit for small businesses has been plagued by a risk-adverse lending environment. The upshot is increasing need for applicants to put up security as well jump lengthy bureaucratic hurdles. Indeed, it’s become common for businesses to be told to wait eight weeks for credit; not helpful when there are just 12 weeks to fulfill a big export order. The chronic nature of the problem is thought to be causing a growing number of firms to become permanent non-borrowers (PNBs). Finance monitor BDRC Continental indicates that 48% of SMEs now fall into this category. When the banks created invoice financing offerings to help companies release capital tied up in late payments without having to borrow, their services were expensive at best, and damaging at worst. What with sky-high costs and insensitive chasing of unpaid invoices, third party invoice financing has become something of a dirty word. In a 2009 survey, 63% of business owners said they would not consider going to a bank for help with invoice payment. But the
new networks springing up are a different, more efficient and risktaking breed. So before you go to a bank to help improve your import-export business, consider the other options. They may not only save you money, but have added administrative benefits too.
TOP INTERNATIONAL TRADING TIPS Stay organised – When dealing with trading partners in multiple regions, efficient organisation and administration are key. Online tools can be excellent for this, from simple-to-do list apps such as Wunderlist and Things, to online invoicing platforms. Sending and receiving invoices over email can be onerous when you use your email accounts for multiple purposes. Using an online payments network keeps all your payments administration and communication in one place, with the added benefit of working seamlessly across borders. …But flexible – Working with numerous clients and suppliers internationally can also mean encountering and managing different cultures and preferences in doing business and completing transactions. It’s important to stay adaptable, and to work with clients regarding their preferred methods of delivery and payment, in order to avoid damaging relationships that are important to your company’s success. Minimise currency risks – There are many organisations that support selling services, products or talent overseas, and you needn’t be at the mercy of currency exchange rates when handling the many moving parts involved with your importexport business. With advance payment platforms, you can choose the currency in which you would like each invoice to be paid. You can also decide the timing of your payment, managing the risk that exchange rates may swing out of your favour. Manage credit risks – Effective credit management can help your company stay competitive. With four banks responsible for 80% of lending to SMEs, UK businesses have had few financing options. But when the government set up the British Business Bank in 2013 it fired up some new players to break the banks’ stranglehold on business finance. Payments networks like us
www.equestriantradenews.com
don’t require any personal guarantees or assets to be put up as security when we give our credit terms. We simply check that the company making the payments is credit-worthy, and charge a fee – usually between 1 and 2% of any given invoice value - for using the platform. Keep the cash flowing – Cash is king, goes the adage. Indeed, it has been estimated that around £39 billion is tied up in late payments of invoices between businesses at any time in the UK. You may be perfectly profitable, have a number of payments pending and new clients in the pipeline, but having a solid pool of working capital at hand will always help a small business manage costs when payments get delayed for any reason. If you’re exporting, you may wish to receive payment before parting with valuable product. As a payments network, we facilitate the payment of an invoice - and take on all the risk of late or non-payment on that transaction.
About the author CAMILLA BELLHOUSE is from global online early payments network URICA. Half funded by the UK government, URICA (pronounced eureka) provides advance payments between businesses and their clients. Contact Camilla on 0207 193 7509 or camilla.bellhouse@urica.com
EQUESTRIAN TRADE NEWS JUNE 2016
28
Focus Europe
Broaden your horizons…. ETN crosses the Channel to catch up with some of Europe’s top brands that could add an exciting something to your store. Continental chic for the cost-conscious
Crossing continents
EKKIA is the French company that caters for all levels of rider at prices to suit even the most cost-conscious customer. Established in 1966, Ekkia has been providing top quality products to the equestrian industry for 50 years. Although based in France, the company offers delivery to UK retailers on average just three days after they place an order. All invoices are in GBP sterling to make life easy. What’s more, payments are processed in the UK, making Ekkia a great choice for retailers looking to add a well-stocked supplier to their product portfolios. In fact, the choice is vast. Ekkia offers more than 14,000 product lines and 20 brands, so there’s never a shortage of interesting and well-priced products for today’s style-hungry consumer. With small minimum order values and a highly knowledgeable sales force based in the UK, Ekkia provides valuable inspiration and assistance to all UK retailers.
EURO-STAR is sponsoring New Zealand event riders Tim and Jonelle Price with clothing for competition and training. "euro-star looks forward to working with these two talented riders and to building a long-term relationship with them both,” said Monique Van DoorenWesterdaal, managing partner of euro-star. “We wish them the very best of luck in becoming the first married couple to represent Team NZ at Olympic level."
Best-sellers this season There are many success stories among Ekkia’s extensive product range. Current highlights include the fashionable and technical EquiTheme Verona breeches (pictured). With options such as silicon knee pads, an Ekkitex full seat or plain knee pads, these breeches come in a wide range of colours including green, hibiscus, turquoise and bright blue as well as more traditional navy, white and black. Verona breeches are made in 60% cotton, 33% polyamide and 7% Elastane. They’re well-fitting and stretchy but tough and durable too. Sizes are available for children, ladies and men. With RRPs from £55.90, a colourful display makes a startling addition to any retailer’s offering. For everyday leisure riders, meanwhile, Equi-Theme Pro Fun Line breeches are very popular. The comfortable, two-tone breeches come in a stretch knit with contrast topstitching. Available in six different colour options in children’s and ladies’ sizes, RRPs start at just £21.90. Ekkia sales representatives Dean Mastouras and Piers Westerman are waiting for your call on 07792 936890 or 07896 698746 respectively.
Best-selling brand LEOVET is best known in the UK for its fly protection product Power Phaser. But there’s much more to this German company... Founder Dr Ulf Jacoby began working as a pharmacist in 1969 before taking on an executive research position in the pharmaceutical industry in 1974. He also started keeping horses and riding at shows. Eventually his own interest and scientific curiosity - as well as customer demand inspired him to start creating horse care products. For more than 30 years now, leovet has been the best-selling horse care brand in Germany. All products are developed in its own laboratories. Quality control is rigorous, not least because leovet manufactures for pharmacies across Germany - so the company’s horse standard is also human standard. Products cover coat and skin care, recovery from strenuous exercise, fly protection, hoof care, supplementary feed, wound care and leather care. The leovet motto is: ‘Better health for the horse, less work for the rider.’ See page 29.
An equestrian extravaganza ONE thousand horses, 850 exhibitors and 200,000 consumers from 30 nations are due to converge on Essen in Germany on 18 – 26 March 2017 for Equitana. Said to be the world’s largest consumer equestrian show, it brings together riders, breeders and horse industry professionals from all over the world. Equitana covers a total of almost 100,000 square metres across 15 exhibition halls. Literally everything to do with horses is on show from stables and riding arenas to the latest technology, horse transport, feed and care products plus clothing. As well as browsing the stands, visitors can enjoy around 700 hours of live action. There will be training sessions with top riders, gala shows, performances and competitions. Some of the most prestigious studs will showcase their breeding stallions too. JUNE 2016 EQUESTRIAN TRADE NEWS
www.equestriantradenews.com
SOL
G N I M O O R G R O F S N O I UT
For Christian Ahlmann, No.1 show jumper in Germany & No.2 in the world rankings (30th April 2016), horse riding and leovet go hand in hand. Grooming is extremely important whether you are a beginner or a professional and only a well groomed horse can show off its healthy coat. leovet’s range of innovative grooming products offer focused solutions for all your grooming needs suitable for every horse. Christian Ahlmann relies on leovet; “There is none better!”
Agrihealth
...it ...it works works !! Distributed in the UK & Ireland by Agrihealth. If you would like to become a leovet stockist please contact us on 028 3831 4570 or info@agrihealth.co.uk www.agrihealth.co.uk
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Focus Europe Group makes riders’ dreams come true
From Sweden with style LAST year, Mountain Horse established a new subsidiary called Mountain Horse UK. The move has enabled the company to distribute its products directly to British retailers from its headquarters in Sweden. Pictured is the Sovereign High Rider classic riding boot, part of the Mountain Horse Harmony collection. Available in black or brown, the RRP is £299.
Where tradition meets modernity THE German Horse Industry is a non-profit organisation, founded to promote its members’ equestrian products to an international market. Potential participants are monitored for the quality of their offering. “We choose our partners with care,” says general manager Ina Glaesser.
“The network of permanent members includes only companies that have outstanding quality standards and whose products are exceptionally good. We find the right partner to realise riders’ projects and wishes.” Members of the German Horse Industry include the Röder Group - supplier of Equitent mobile riding halls, Böckmann which has been manufacturing horse trailers and trucks since 1956, Röwer & Rüb stables, Haferboy grain crushers and Summerwind, supplier of horse solaria and arena mirrors.
OUR two pictures tell the story of as famous a name in the European equestrian market as they come – Waldhausen.
The Cologne based company celebrates its 180th anniversary this year. The black and white image shows the Waldhausen showroom as it looked in 1836. Waldhausen moved into its current headquarters in 2000. Today, more than 100 staff work in the modern offices, logistics centre and warehousing. Their mission is the purchasing, marketing, selling and dispatching of goods to customers in more than 70 countries. Designers and brand managers work together to develop new lines to join the Waldhausen range which numbers more than 12,000 products. Customers are invited to visit the company’s spacious showroom to find out more and get a feel for the latest products. “Personal interaction and detailed consultation with customers is part of our corporate philosophy,” says Simone Joseph of Waldhausen. Retailers can also catch up with Waldhausen when it exhibits its products at important trade fairs worldwide. And the company’s sales representatives stay in touch with customers from the very north of Europe to Portugal, from Ireland to the Czech Republic - always with a ready ear for their customers’ wishes, ideas and initiatives. Last year, Waldhausen relaunched its website. The new look and highly responsive design enables retailers and end users to browse through the products on any electronic device. Easy, fast online ordering is available to trade customers. Waldhausen is also involved in saddle fitting, consumer shows and seminars. JUNE 2016 EQUESTRIAN TRADE NEWS
www.equestriantradenews.com
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Focus Europe
An export success story ALREADY the official choice of the British Team, more and more international riders - from professionals competing under FEI rules to recreational riders and everyone in between - are choosing NAF supplements. Top level competitors trusting NAF to provide the best nutritional support for their horses include Portugal’s Goncalo Carvalho, Sweden’s Ludwig Svennerstal, France’s Pascal Leroy and Norway’s Geir Gulliksen to name but a few. NAF also supplies to some of the top performance and breeding stables in The Netherlands including ‘Van Olst Horses’ where the famous KWPN stallion Negro resides. Negro is responsible for a consistent line of up and coming, first class performance horses and some well-known medal winners. As the Dutch ‘face’ of Superflex, ‘Daddy’ does know best! “The NAF brand is trusted not just in the UK but across the globe and our commitment to clean sport is particularly well received,” said Nicola Slater, international sales manager. “Our international team is expanding due to increased demand around the world for more and more products in the range.” NAF is well-renowned for its proactive marketing campaigns which support its UK stockists by driving consumer demand. Country specific marketing strategies are already achieving success in growing sales outside the UK too. The developing international client and distribution base and valued rider and breeder support is testament to the fact that NAF has among the best quality supplements available to support every horse’s needs, and is fast becoming one of the best UK equestrian exports. NAF has always been proud to be British. And now this well respected equestrian manufacturer is flying the flag around the world. See page 31.
Bright and fresh HKM offers two new collections every year to provide regular customers with something bright and fresh. The Germany company, one of the largest wholesalers in Europe, has representatives UK wide. It offers end user catalogues priced in sterling and has a UK call centre. Ordering is easy, says HKM, with carriage paid on orders of £250 and over. See page 28.
When Europe comes to the UK
RETAI L TIP
YOU can catch up with many of Europe’s leading suppliers without crossing the Channel by visiting BETA International. The 2017 trade fair takes place at the NEC, Birmingham on 22 – 24 January. Find out more at www.beta-int.com See page 46.
Daddy knows best
Negro 'We want to protect our competition horses as well as our young horses for the future so that they are able to continually give optimal performances. We know that comprehensive joint support is the key to success, hence why we choose NAF Five Star Superflex' Gertjan & Anne van Olst Superflex is a perfect combination: Superflex is unique. The totally natural formula has been developed by vets using premium grade, fully traceable ingredients, including nutrients proven to support joint flexibility, supported by a powerful combination of naturally sourced ingredients selected for their rich antioxidant properties, and these really do set Superflex apart from other joint formulas. Give your horse’s joints the five star treatment they deserve feed Superflex.
Always innovative DUTCH wholesaler Bieman de Haas can always be relied upon for innovative and refreshing products. Colour co-ordination across the horse/rider ranges is one of its specialities. This new half pad, marketed under Bieman de Haas’ BR brand, is known as the Pressurelizer. It’s designed to distribute pressure, absorb shock and provide ventilation under the saddle. The anatomically shaped pad is made from three-dimensionally woven polyester fibre - a lightweight material also used in aerospace engineering. Available in black or white and pony and full sizes, the RRP is € 59.95 - € 69.95. www.equestriantradenews.com
For more details please contact NAF International Sales on +44(0)1600710719 or email info@naf-uk.com
www.naf-equine.eu/uk
Relocation Diary
32
“It’s beginning to look like a building…” As work progresses on wholesaler Trilanco’s £7 million Lancashire headquarters, managing director Martin Balmer writes a relocation diary exclusively for ETN.
As it con tinues to take sha people in pe, vehic this shot les and put the new hea size of T dquarte rilanco’s rs into p erspecti ve.
W
e’re forging ahead with our build and stop press - it looks like summer has joined us. The steelwork has been finished, as has the roof sheeting – all 10,256 square metres of it! To put this into perspective, a standard football pitch is 7,140 square metres. Our new roof area covers 2.5 acres. The deep eaves and valley gutters along with the inside faces of the parapet upstands have also been completed. So too have the syphonic drainage systems to the roof at high level. You can really get a feel for the space now. Syphonic drainage has been chosen because it’s a cost effective and quicker way of draining the roof. There are fewer outlets to the gutters in the roof and each gutter can be drained by a single downpipe. It works using a vacuum system that sucks water out of the gutters and only allows water into the pipes (no air enters), so smaller pipes can be used and collector pipes do not need to be laid. The graduated, coloured wall cladding to the warehouse area has started and approximately 20% of this is now fixed – representing 800 square metres of cladding. We’ve also made real progress with the blockwork which has all been finished up to roof level. We’ve had the second floor office area concreted and power floated too. The concrete pit to the lift shaft has been cast and the underfloor ducts and drains to the offices are in place. In other news, we’ve ordered our electricity and water supplies. We’ve only just been able to do this because a postcode is required, and we didn’t have one until recently. Our new live cameras are up and working, so when the build is complete we can put together a time lapse video of the whole process. It
also means I can login and have a look at the build from anywhere in the world. You’d be surprised how addictive that is! We’re also working on an open morning for our team, so they can see first-hand what’s going on. We’re always talking about our new build, but only when you stand on site do you really get a feel for the space, how it’s going to work and how it’s going to enable us to grow.
Martin
To find out more, visit www.trilanco.com
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advertisement feature - Saddle-makers' Directory
Saddle-makers at your service Kings Saddlery Limted LOCATION: Walsall, UK TYPE OF SADDLES MANUFACTURED (LEATHER, SYNTHETIC, DIFFERENT STYLES): We manufacture saddles from the finest leathers available to suit most disciplines. DO YOU OFFER A BESPOKE SERVICE? We understand no one saddle fits all so we can adapt our saddles to accommodate specific requirements, i.e. t/bred panels, front inserts, deeper rear gussets and extended gussets. SPECIAL FEATURES OF YOUR SADDLES: Using our speciality design service we endeavour to deliver a unique saddle customised to your specific needs that will deliver on quality and style without compromising on performance. DO YOU DEAL WITH: Retailers - Yes Saddle fitters - Yes Wholesalers - Yes ARE YOUR SADDLES WARRANTED? Two year subject to normal wear and tear conditions. ACCESSORIES AVAILABLE: We offer special leather for facings, seats and cantles. We
can also incorporate diamante embellishments on cantles upon request. Our saddles can be made with velcro rolls that enable the rider to perform a variety of disciplines with minimum disruption to both horse and rider. HOW OLD IS YOUR COMPANY? Kings Saddlery is a family based business trading since 1986 CONTACT DETAILS: Kings Saddlery Limited, Monica House, Long St, Premier Business Park, Walsall. WS2 9DY TEL: +44 (0)1922 641391 FAX: +44 (0)1922 647982 E MAIL: enquiries@kingsaddlery.co.uk WEBSITE: www.kingsaddlery.co.uk
Weatherbeeta Ltd
LOCATION: Adderbury, Banbury, Oxfordshire TYPE OF SADDLES MANUFACTURED (LEATHER, SYNTHETIC, DIFFERENT STYLES): Leather and synthetic BRANDS OF SADDLES AVAILABLE: Bates and Wintec DO YOU OFFER A BESPOKE SERVICE? No SPECIAL FEATURES OF YOUR SADDLES: Bates all-purpose saddles are the most technologically advanced in the world, delivering new benchmarks in comfort for both horse and rider. The comprehensive range now includes a number of different styles to meet the needs of UK riders from pony to wide along with different seat and leather options. World-leading performance systems the CAIR® Cushion System and the EASY-CHANGE® Fit Solution work together to provide
a custom fit and fluid cushioning to hug their horse’s conformation and provide even weight distribution over the length of the panel. DO YOU DEAL WITH: Retailers - Yes Saddle fitters - Yes Wholesalers - No ARE YOUR SADDLES WARRANTED? Yes – 10 years for the saddle tree, 5 years for air bags, and 1 year manufacturing ACCESSORIES AVAILABLE: Girths, leathers, webbers, gullets and riser system HOW OLD IS YOUR COMPANY? 21 years in the UK ANY OTHER INTERESTING FACTS ABOUT YOUR BUSINESS: The Weatherbeeta group DO YOU OFFER AN INTRODUCTION FEE TO RETAILERS? No CONTACT DETAILS: Weatherbeeta Ltd Unit 9 Somerville Court Banbury Business Park Adderbury, Banbury Oxfordshire OX17 3SN TEL: +44 (0)1295 226900 www.weatherbeeta.co.uk WEBSITE: www.batessaddles.com www.wintec-saddles.com
Frank Baines Saddlery Ltd
LOCATION: Walsall, UK TYPE OF SADDLES MANUFACTURED (LEATHER, SYNTHETIC, DIFFERENT STYLES): Leather. DISCIPLINES: Dressage, jumping, eventing, long distance, GP, polo, Icelandic BRANDS OF SADDLES AVAILABLE: Omni dressage / Elegance dressage / Pirouette dressage / Union Lux dressage / Cadence dressage / Capriole dressage / Edessa / Evolution / Eternity / Encore / Reflex /
www.equestriantradenews.com
Elan / Enigma / Eclipse / Elite / Enduro / Adagio dressage / Sequence dressage / Virtuoso eventer / Galliard / Etude / Soprano / Tremolo / Scherzo. DO YOU OFFER A BESPOKE SERVICE? Made to measure for both horse & rider plus some ranges can be personalised with choice of colour, material & extras. SPECIAL FEATURES OF YOUR SADDLES: Each saddle is handmade to the highest standards by an individual saddle
craftsman using only the best quality materials. DO YOU DEAL WITH: Retailers - Yes Saddle fitters - Yes Wholesalers - Yes ARE YOUR SADDLES WARRANTED? Saddles carry a two year guarantee ACCESSORIES AVAILABLE: New range of accessories coming 2016/2017 HOW OLD IS YOUR COMPANY? Started in 1980 (36 years old in 2016) ANY OTHER INTERESTING FACTS ABOUT YOUR BUSINESS: Family run business focussing on traditional hand crafted saddles of the highest quality which
are sold world-wide. We value feedback from our riders & stockists which supports our rigorous R&D programme focussing on designing saddles ‘fit for the future’. DO YOU OFFER AN INTRODUCTION FEE TO RETAILERS? Competitive prices offered to retailers with technical support & product samples. CONTACT DETAILS: Victoria Coleman & Garry Baines TEL: +44 (0) 1922 640847 EMAIL: enquiries@frankbaines.com WEBSITE: www.frankbaines.com new website coming soon.
EQUESTRIAN TRADE NEWS JUNE 2016
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Saddle-makers' Directory - advertisement feature Black Country Saddles
LOCATION: Cannock, Staffordshire TYPE OF SADDLES MANUFACTURED (LEATHER, SYNTHETIC, DIFFERENT STYLES): Leather BRANDS OF SADDLES AVAILABLE: Black Country DO YOU OFFER A BESPOKE SERVICE? Yes SPECIAL FEATURES OF YOUR SADDLES: Our latest saddles are the Dante Dressage and Dante Jump adding to our fabulous bespoke collection for the discerning rider. Both saddles have been designed for optimum performance and a stylish modern appearance. The Dante dressage saddle features a sleek look and a close contact design which allows the rider to feel closer to the horse. This saddle also includes a narrow twist which is preferable for some riders. The design helps to keep the rider in a forward, upright position to maximise effectiveness when in the dressage arena. Extensive research and development was
undertaken in the development of the saddle and this has contributed to its ability to optimise the position of the rider. For jumping, the Dante Jump saddle encompasses similar features to the dressage design. It incorporates a close contact design with a narrow twist, enabling the rider to sit closer to the horse’s back. The squared cantle design gives a stylish finish and really makes the saddle stand out from the crowd. DO YOU DEAL WITH: Retailers - Yes Saddle fitters - Yes Wholesalers - No ARE YOUR SADDLES WARRANTED? Yes for 12 months ACCESSORIES AVAILABLE: Bridles, girths, stirrups leathers HOW OLD IS YOUR COMPANY? 24 years ANY OTHER INTERESTING FACTS ABOUT YOUR BUSINESS: We are a very family orientated business with many members of the Cullen and Hartley families working at Black Country Saddles. DO YOU OFFER AN INTRODUCTION FEE TO RETAILERS? No CONTACT DETAILS: TEL: +44 (0) 1543 578243 WEBSITE: www.blackcountrysaddles.com
Symonds Saddlery
LOCATION: Walsall, UK. TYPE OF SADDLES MANUFACTURED (LEATHER, SYNTHETIC, DIFFERENT STYLES): English Leather. BRANDS OF SADDLES AVAILABLE: Symonds, Designer, Ray Working Hunter. DO YOU OFFER A BESPOKE SERVICE? Yes – all saddles are individually made to customer specifications. SPECIAL FEATURES OF YOUR SADDLES: All saddles are traditionally hand seamed.
DO YOU DEAL WITH: Retailers - Yes Saddle fitters - Yes Wholesalers - No ARE YOUR SADDLES WARRANTED? Yes ACCESSORIES AVAILABLE: None HOW OLD IS YOUR COMPANY? 30 Years ANY OTHER INTERESTING FACTS ABOUT YOUR BUSINESS: All leather is specially selected and hand cut. All seats are hand seamed. All saddles are traditionally hand made by Ray Symonds - no third parties are involved. DO YOU OFFER AN INTRODUCTION FEE TO RETAILERS? No CONTACT DETAILS: Mr. Ray Symonds TEL: +44 (0) 1902 410836 WEBSITE: www.symondssaddlery.co.uk
JUNE 2016 EQUESTRIAN TRADE NEWS
John Whitaker International Limited
LOCATION: Lancashire TYPE OF SADDLES MANUFACTURED (LEATHER, SYNTHETIC, DIFFERENT STYLES): Leather and Leather/Synthetic Mix Saddles BRANDS OF SADDLES AVAILABLE: John Whitaker International and Whitaker DO YOU OFFER A BESPOKE SERVICE? No SPECIAL FEATURES OF YOUR SADDLES: All the John Whitaker leather saddles are built upon our revolutionary flexible Nylon Tree, which absorbs shock and pressure; reducing strain on the horses spine and ensuring a more comfortable ride for both horse & rider. The Nylon Tree also means that your saddle can be adjusted in house for any fluctuation in your horses size without any loss of strength and stability. Our Whitaker Leather Mix Saddles feature an interchangeable
gullet system. DO YOU DEAL WITH: Retailers - Yes Saddle fitters - Yes Wholesalers - Yes ARE YOUR SADDLES WARRANTED? The leather has a 2 year warranty and the tree is guaranteed for life. ACCESSORIES AVAILABLE: Full tack offering available for both the John Whitaker and Whitaker saddles. HOW OLD IS YOUR COMPANY? John Whitaker International have been trading for over 18 years. ANY OTHER INTERESTING FACTS ABOUT YOUR BUSINESS: John Whitaker International are owned by world renowned show jumper, John Whitaker. John is actively involved with the development of the brand including testing of the saddles. DO YOU OFFER AN INTRODUCTION FEE TO RETAILERS? Enquiries to +44 (0) 1706 340 500 to find out about our retailer incentives. WEBSITE: www.johnwhitaker.com
Jeremy Rudge Saddlery Ltd.
LOCATION: West Midlands. UK TYPE OF SADDLES MANUFACTURED (LEATHER, SYNTHETIC, DIFFERENT STYLES): Leather Saddles, General Purpose, Dressage, Jumping and Endurance. BRANDS: Jeremy Rudge DO YOU OFFER A BESPOKE SERVICE? Yes. All saddles are produced made to measure, using traditional, hand-made techniques. Our saddles combine the expertise of a Master Saddler and a Qualified Fitter. SPECIAL FEATURES: The optimum "tree" style and shape is selected, measurements taken and templates made prior to manufacture. Supply includes a full fitting service and factory fitting during manufacture, if required. DO YOU DEAL WITH: Retailers - Yes Saddle Fitters - Yes Wholesalers - No
ARE YOUR SADDLES WARRANTED? Yes. Saddles 12 months. Trees 5 years. Subject to fair wear and tear and normal riding conditions. ACCESSORIES AVAILABLE: A wide range of girths and stirrup leathers. HOW OLD IS YOUR COMPANY: Over 25 years. Established in 1988 INTERESTING FACTS: Jeremy Rudge Saddlery Ltd is an international business. As well as the UK, key markets are Europe, particularly Scandinavia, US and Canada. Jeremy Rudge is a several times winner of the competitions sponsored by the Society of Master Saddler's. INTRODUCTION FEE: Negotiable CONTACT DETAILS: Unit 2 College Farm, Bosty Lane, Aldridge, Walsall, WS9 0LF. England. TEL: +44 (0) 1922 455233 FAX: +44 (0) 1922 455899 E-MAIL: sales@jeremyrudgesaddlery.co.uk WEBSITE: www.jeremyrudgesaddlery.co.uk
www.equestriantradenews.com
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Saddle-makers' Directory
Bliss of London Ltd
LOCATION: London and Walsall TYPE OF SADDLES MANUFACTURED: Leather Dressage, Jump and Eventing BRANDS OF SADDLES AVAILABLE: Bliss of London, Loxley by Bliss DO YOU OFFER A BESPOKE SERVICE? Yes SPECIAL FEATURES OF YOUR SADDLES: At Bliss we create beautiful bespoke products, providing customers with a saddle that can reflect their own individual styling in luxury and exotic leathers if desired. Our belief is in fitting the horse first, each saddle is custom made from a selection of different
tree and panel profiles then complimented with an extensive range of rider options to satisfy all needs. DO YOU DEAL WITH: Retailers - Yes Saddle fitters - Yes Wholesalers - No ARE YOUR SADDLES WARRANTED? Yes ACCESSORIES AVAILABLE: Leather girths, stirrup leathers, bridlework and belts HOW OLD IS YOUR COMPANY? 5 years ANY OTHER INTERESTING FACTS ABOUT YOUR BUSINESS: We welcome the chance to offer qualified saddle fitting advice and in house training. 4 week delivery time. Winners of the BETA UKTI Export Award 2015 Finalist of the BETA Trade Supplier Award 2016 DO YOU OFFER AN INTRODUCTION FEE TO RETAILERS? No CONTACT DETAILS: contact@bliss-of-london.com TEL: +44 (0) 2071188123 WEBSITE: www.bliss-of-london.com
Mirza Shaharyar Baig Groups
LOCATION: Leeds, West Yorkshire, England TYPE OF SADDLES MANUFACTURED (LEATHER, SYNTHETIC, DIFFERENT STYLES): Leather and Foux leather BRANDS OF SADDLES AVAILABLE: Mirza and Customer Brand DO YOU OFFER A BESPOKE SERVICE? Yes SPECIAL FEATURES OF YOUR SADDLES: Hand cut hand made and hand polished, tree width xwide, wide, medium, narrow. Changeable gullet option is also avaliable
DO YOU DEAL WITH: Retailers - No Saddle fitters - No Wholesalers - Yes ARE YOUR SADDLES WARRANTED? YES ACCESSORIES AVAILABLE: Yes HOW OLD IS YOUR COMPANY? SINCE 1973 ANY OTHER INTERESTING FACTS ABOUT YOUR BUSINESS: Manufacturing saddles since 1973 and satisfied trade customers worldwide. DO YOU OFFER AN INTRODUCTION FEE TO RETAILERS? No CONTACT DETAILS: Mirza Shaharyar Baig Groups 11 Grange View, Leeds LS7 4EP, West Yorkshire, England TEL: +44 (0) 113 219 6235, FAX: +44 (0) 113 219 6236 MOBILE: +44 (0) 7941 059335 WHATSAPP: 07941 059335 SKYPE: mirzabaig408 EMAIL: mirza_shaharyar_@hotmail.com
WHERE there’s a WILL there’s a WAY REVELATION CROSS COUNTRY MONOFLAP AVAILABLE IN STANDARD SIZES
William Fox-Pitt riding Chilli Morning Mitsubishi Motors Badminton Horse Trials Winner 2015
British Team Eventing Silver, Olympics 2012 British Team Eventing Bronze, European Championships 2011 British Team Eventing Gold & Individual Silver, World Equestrian Games 2010
British Olympian, 1996, 2004, 2008, 2012
www.albionsaddlemakers.co.uk albionsaddles Image by Adam Fanthorpe
www.equestriantradenews.com
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Saddle-makers' Directory - advertisement feature Albion Saddlemakers Co. Ltd
LOCATION: Walsall, England. TYPE OF SADDLES MANUFACTURED (LEATHER, SYNTHETIC, DIFFERENT STYLES): Leather Dressage, Jump and GP saddles BRANDS OF SADDLES AVAILABLE: Albion DO YOU OFFER A BESPOKE SERVICE? Yes we offer a complete bespoke service including made to measure saddles for the horse and rider with optional coloured patent leathers and crystals. In 2011 we introduced a Precision Fitting System which ensures that precise three dimensional measurements can be taken of any horse’s back to recreate the exact profile of the horse in the factory. Before leaving the factory each saddle made using this technique can be checked on the mechanical fitting horse for parallel fit and true balance for the horse and rider. SPECIAL FEATURES OF YOUR SADDLES: Many of our saddles include the
Utopia Saddlemakers
Adjusta-Tree™ Technology, these saddles are designed to be adjusted using pressure by saddle fitters. The fitting can be altered without damage or distortion to the headplates or rivets of the tree using Albion approved pressure systems whilst remaining in the saddle. DO YOU DEAL WITH: Retailers - Yes Saddle fitters - Yes Wholesalers - No ARE YOUR SADDLES WARRANTED? Yes, we offer a 5 year warranty on trees and 2 year warranty on all other components. ACCESSORIES AVAILABLE: Yes a complete range HOW OLD IS YOUR COMPANY? 31 Years ANY OTHER INTERESTING FACTS ABOUT YOUR BUSINESS: We created a specialist Albion Sporting division in 2011 which manufactures superior leather accessories including gun slips and cartridge bags. We have also recently begun to expand our brand further with handbags, luggage bags and briefcases. DO YOU OFFER AN INTRODUCTION FEE TO RETAILERS? No CONTACT DETAILS: TEL: +44 (0) 1922 646210 sales@albionsaddlemakers.co.uk WEBSITE: www.albionsaddlemakers.co.uk
LOCATION: Shenstone, Lichfield, Staffordshire TYPE OF SADDLES MANUFACTURED (LEATHER, SYNTHETIC, DIFFERENT STYLES): Specialise in leather dressage and jumping saddles BRANDS OF SADDLES AVAILABLE: Utopia DO YOU OFFER A BESPOKE SERVICE? Customisation and made to measure is our speciality SPECIAL FEATURES OF YOUR SADDLES: British made using modern and traditional techniques DO YOU DEAL WITH: Retailers - Yes Saddle fitters - Yes Wholesalers - No ARE YOUR SADDLES WARRANTED? All saddles
carry a 12 month warranty on materials and manufacture, Trees carry a 10 year guarantee ACCESSORIES AVAILABLE: We offer a range of matching girths, stirrup leathers and are soon to be offering bridles. HOW OLD IS YOUR COMPANY? Founded 2014. ANY OTHER INTERESTING FACTS ABOUT YOUR BUSINESS: We have a wealth of experience in the saddle industry, Nick Stone the company owner has worked in the trade for over 20 years. DO YOU OFFER AN INTRODUCTION FEE TO RETAILERS? No TEL: +44 (0) 1543 897260
WEB ADDRESS: www.utopiasaddlemakers.com
Zebra Products Ltd LOCATION: Flintshire TYPE OF SADDLES MANUFACTURED (LEATHER, SYNTHETIC, DIFFERENT STYLES): The finest calfskin leather jump and dressage saddles BRANDS OF SADDLES AVAILABLE: Amerigo and Equipe DO YOU OFFER A BESPOKE SERVICE? Both brands offer a customisation and made-tomeasure service alongside their standard models SPECIAL FEATURES OF YOUR SADDLES: Amerigo - the quality and function of Amerigo saddles is constantly tested and perfected across all disciplines. Their saddles have independent Swiss flocked panels, plastic and unique wooden tree shapes. They are used by leading riders including showjumpers Steve Guerdat, dressage rider Michael Eilberg and eventer Sam
Griffiths. Equipe - as used by Charlotte Dujardin and Ben Maher, Equipe is renowned for innovation and quality. Its saddles boast foam panels (which help keep their suppleness and don’t deteriorate as quickly as other traditional panel fillings), with a choice of trees including plastic, wooden and ultra-light shock absorbing carbon fibre (the E-Carbon range). DO YOU DEAL WITH: Retailers - Yes Saddle fitters - Yes Wholesalers - No ARE YOUR SADDLES WARRANTED? Life time warranties for plastic and carbon fibre trees, five years for wooden trees and two year warranties on the leather ACCESSORIES AVAILABLE: Both brands offer a full range of
JUNE 2016 EQUESTRIAN TRADE NEWS
bridles and accessories HOW OLD IS YOUR COMPANY? 16 years ANY OTHER INTERESTING FACTS ABOUT YOUR BUSINESS: Zebra is committed to supporting its retailers offering a host of tools to bolster their learning which includes saddle seminars and trips to the factories. The team has a dedicated saddle sales and training expert who also works with the company’s sponsored riders fitting their saddles. Plus there’s a host of marketing and show support for those that need it too. DO YOU OFFER AN INTRODUCTION FEE TO RETAILERS? For retailers looking to sell Equipe and Amerigo, Zebra offers a special discount deal on model packages CONTACT DETAILS: Zebra Products TEL: +44 (0) 1352 763350
To speak direct with Phil Lowe, saddle sales expert, M: +44 (0) 7890 550357 EMAIL: phil@zebraproducts.co.uk WEBSITE: www.zebraproducts.co.uk www.equestriantradenews.com
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Saddle-makers' Directory
Vale Brothers Ltd
LOCATION: Walsall, UK TYPE OF SADDLES MANUFACTURED (LEATHER, SYNTHETIC, DIFFERENT STYLES): Leather saddles including bespoke. Styles Jump, GP, Dressage, Event, Polo, Endurance and Show. Choice of panel types including the Future panel. BRANDS OF SADDLES AVAILABLE: Harry Dabbs Platinum, Original and Classic. Jeffries, Hawk and Falcon. DO YOU OFFER A BESPOKE SERVICE? Yes. Customers can alter absolutely anything they wish. Our customers are able to chose their leather types, plus we offer patent options and a choice of piping colours. We also provide a choice of flaps lengths and knee/thigh blocks to suit the rider’s needs. SPECIAL FEATURES OF YOUR SADDLES: We have a large selection of trees for all disciplines (7 Dressage, 5 Jump, 5 GP for Dabbs and 4 for each discipline for Jeffries). We also have a selection of panel designs to suit the majority of horse types from Thoroughbreds to Natives. The Future saddle with patent pending panel and flap design frees the shoulder more efficiently than other saddles. DO YOU DEAL WITH: Retailers - Yes Saddle fitters - Yes Wholesalers - Yes ARE YOUR SADDLES WARRANTED? All of our saddles are manufactured using traditional wooden laminated spring trees, many of which are manufactured in house and are guaranteed for the life of the saddle. The workmanship and materials of the saddles are guaranteed for a year. ACCESSORIES AVAILABLE: Large selection of girths, stirrup leathers, bridles and other strap goods to complement the
www.equestriantradenews.com
saddle range. 4 ranges of strap goods under Jeffries; both leather and synthetic waffle girths, including spring buckles and anatomical shapes. Ranges cover economical options to some of the worlds best quality bridlework HOW OLD IS YOUR COMPANY? Harry Dabbs Saddle Maker has been in existence for over 50 years. E.Jeffries was established in 1820, and is the oldest commercial saddlery company remaining. ANY OTHER INTERESTING FACTS ABOUT YOUR BUSINESS: At Harry Dabbs we take pride in having a forward thinking and flexible approach to manufacturing and believe that it’s important to keep an open line of communication between us and our customers. Saddle fitters provide a wealth of knowledge and experience and therefore we encourage and welcome their input. DO YOU OFFER AN INTRODUCTION FEE TO RETAILERS? No. To aid retailers and saddle fitters we hold regular training days where new and existing customers can see the range of trees/models and discuss the saddle benefits, fitting technics and options. Customers are welcome to visit Vale Brothers at their new 30,000 sq ft site in Walsall that combines numerous manufacturing skills, from brushes and whips, to saddlery, rugs and bags. We may be able to provide some demo saddles. With the combination of Harry Dabbs and Jeffries manufacturing capabilities we believe we offer more saddles and strap goods options than any other company in the world. We believe our quality is second to none and this is regularly acknowledged with awards at the SMS Saddlery Competition. With Vale Brothers unique manufacturing variety, still located in the UK, if you are not doing business with us then there will be a product or repair service that you are missing out on. TEL: +44 (0) 1922 642222 WEBSITE: www.harrydabbs.co.uk www.ejeffries.co.uk
EQUESTRIAN TRADE NEWS JUNE 2016
Saddles
38
ARE YOUR CUSTOMERS SITTING COMFORTABLY? ETN looks at the latest in saddles.
Great all-rounder
Jump to it!
THE GPX from Black Country Saddles is an allpurpose model lending itself to everything from general hacking to show jumping. Featuring a mediumdepth seat, the GPX has a slightly more forward knee position than the GP Event allowing a longer hip-toknee measurement for taller riders. A variety of trees are available, allowing the Black Country Saddles team to work with all profiles of horses and ponies. The GPX comes in black, brown, Havana or oxblood and seat sizes 16” to 19” in a range of width fittings. See page 34.
THE Ares mono-flap jump saddle from Utopia Saddlemakers is perfect for riders desiring a close-contact feel. The security this saddle offers is enhanced with a forward cut flap and supportive knee block. The adjustable tree is narrow through the twist. Combined with the mono-flap design, which reduces bulk under the leg, the rider feels at one with the horse. Made from best quality calf leather with padded detail, the Ares comes with a choice of standard or extra forward flap positions. The RRP is £1,799. Swedish international event rider Dag Albert is a fan and rides in this saddle. See page 36.
Saddles
WALSALL based Symonds Saddlery is celebrating 30 years in business this year. Established in 1986 by Ray Symonds, the Symonds range of saddles has become renowned for superior quality - especially in the show ring. Ray is a meticulous saddler. Attention to detail is evident in every saddle he produces, be it a small GP or a top class working hunter. Being a saddler is not just a job for Ray; it’s a passion. Every Symonds saddle is individually handcrafted from start to finish to ensure the highest possible standard. See page 34.
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Three decades of craftsmanship
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The IB tree features flat rails and an open head. It’s designed primarily for horses that are flat at the base of the withers and where the ‘lift’ of the back is very flat into the stirrup bar area, which makes the wither become smaller, says the Harry Dabbs team. Because the rails are flat, the horse cannot spin the saddle on the rails, allowing freedom to ‘lift’ the back while in motion. “We look at horses statically and also with their backs ‘lifted’ to accommodate the range of ‘lift’ that each horse demonstrates,” is the Harry Dabbs Saddle Makers’ motto. Both trees are available in widths medium to XXW (XL) and W-XXW (IB). Sizes are 16.5” to 18” (XL) and 16.5” to 17.5” (IB). There are dressage, jump and GP flap options. Pictured are Consort saddles from Harry Dabbs’ Platinum range. See page 37.
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Flat rails
ting 50 a r Ye leb
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HARRY Dabbs Saddle Makers has added two new trees to its extensive range - the Avant XL and the IB (Inbetweener). Designed and manufactured in-house, the Avant XL accommodates horses with wide backs by allowing the saddle to wrap around the body and rib cage. This can help horses that move a saddle to one side as the wider seat allows less interference from the ‘lift’ of the back/ribs, says the design team. With a wide gullet channel, the Avant XL is suitable for middle to heavyweight horses.
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New trees launched
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39
ER SADD
The Society of Master Saddlers (UK) Ltd was formed in 1966 to serve as a Trade Association for the craft retail saddler, but has since embraced all aspects of the Trade. The Society’s aims are to safeguard the quality of work, services, training and qualifications of all those who work in the saddlery trade from manufacturers and retailers through individual craftspeople and saddle fitters.
Newcomer goes cross country THE new EK-Class saddle from Equipe is designed for cross country riding. From the Italian saddle-maker’s E-Carbon range, which is distributed in the UK by Zebra Products, it’s built on a lightweight carbon fibre tree. The Italian leather, mono-flap EKClass is fitted with a double set of rings for breastplate and air jacket attachment. It features a forward cut flap, surface mounted blocks and knee rolls for support when galloping and jumping. A new girthing configuration is said to help reduce pressure. Equipe says this involves the girth straps being attached to four tapes joined to the saddle tree, one after the other, in order to disperse pressure more evenly. These are all attached behind the stirrup bar. In the picture, the long girth straps are not shown. The red item is an Equipe rubber logo which also protects the cantle. The EK-Class can be customised to suit various rider shapes and sizes. It comes in brown, Newmarket, black or red brown. The RRP is from £3,500. See page 36. www.equestriantradenews.com
Visit
www.mastersaddlers.co.uk or for further information
Tel: (01449) 711642
Saddles Getting tiny tots on top ELICO has a range of children’s saddles aimed at tiny tots on their first ponies. Elico Kool Kidz Saddles feature a hand grip for security, crupper and girth straps. The saddle comes with free nylon leathers and irons. Young riders can choose from navy stripes, pink floral patterns or multi-coloured stripes. Pictured is the natty chequered Grand Prix saddle. The seat size is 12” and the RRP £79.90 The Elico Child’s Cub First Saddle, meanwhile, comes in plain black. It has a hand grip for security, crupper D-ring and two girth straps. With a 12” seat size, the RRP is £49. Elico saddles are distributed by Jenkinsons Equestrian. See page 46.
Tree is the secret of made-to-measure
40 Beautiful and bespoke BLISS of London creates beautiful, bespoke saddles reflecting customers’ individual styling wishes. Luxury and exotic leathers can be incorporated if desired too, but suitability of the saddle for the horse is also an important consideration. Says proprietor Nikki Newcombe: “Our belief is in fitting the horse first. Each saddle is custom made from a selection of different tree and panel profiles, advised by our independent saddle fitters.” In addition, Bliss is a supporter of British saddle-making. “By investing in our own Walsall factory, we’re helping to secure the future of British saddle manufacturing,” said Nikki. At Bliss, custom-made does not mean additional charges. Prices include building to fit both the horse and rider and, depending upon model, start at £1,200 to over £3,000. See page 35.
Keeping it clean When they’ve just bought a new saddle, your customers will have renewed enthusiasm for tack cleaning – so be ready with some great leather care products…
Luxury for leather
WALSALL based Master Saddler Jeremy Rudge has been making made-to-measure saddles for more than 25 years. Whether he’s supplying dressage, jump or GP models, he believes that the secret behind a good made-to-measure saddles lies in the fit of the tree. “Get the tree right, and the result is a saddle which gets the best from the horse while enhancing riding comfort and performance,” says Jeremy. His approach to saddle making also enables Jeremy to deal with so called problem horses which don’t conform to a standard saddle model. Amy Downing, an SMS qualified saddle fitter pictured here checking a saddle, is a key member of the Jeremy Rudge Saddlery team. Each range of Jeremy Rudge saddles has a different configuration of tree, selected for various breeds and shapes of horse. See page 34.
Stepping up saddle security BATTLES has taken on exclusive distribution of the Datatag equine security marking system. It works by a RFID (radio frequency identification) chip being hidden deep within a saddle, plus a saddle stud to indicate the item is protected. A5 self-adhesive warning stickers act as a further deterrent to would-be thieves. RFID technology is widely used in the building, farming and motorcycle sectors. Said Dave Luscombe of Datatag: “Our security marking technologies ensure that the true ownership of saddles can be easily determined thus making them high risk for thieves. “We’re very pleased to be partnering with Battles and together hope to be able to spread the message to the equestrian community that there is something they can do to combat the scourge of tack theft.” The Datatag Tackroom System, which can protect up to three saddles plus associated tack, has an RRP of £99 - a one-off, lifetime cost. Saddle ownership is easily transferred for a small administration fee. Protecting one saddle with Datatag costs £34.99. See page 38. JUNE 2016 EQUESTRIAN TRADE NEWS
NAF has a collection of luxurious leather care products. Sheer Luxe Leather Food is a rich lotion to revitalise and moisturise recently cleaned or new leatherwork. The RRP is £9.99 for 500ml. For a luxurious finish, Sheer Luxe Leather Cleanse and Condition has a deep cleansing formula. Easy to use, it leaves a non-sticky, natural finish. In a 500 ml container, the RRP is £9.99. Sheer Luxe Leather Balsam is an intensive conditioner designed to penetrate and nourish tack, keeping it soft and supple. The RRP is £9.99 for 400g and a free sponge. See page 7.
Tack cleaning tips • A quick wipedown to get rid of superficial dirt saves time and effort when it comes to a more thorough clean. Leovet Leather foam allows for a speedy clean while also caring for the tack and leaving it supple. • A thorough tack clean enables the leather to be cared-for and safety checks carried out too. Tack should be unbuckled and wiped over with a damp, nonabrasive sponge. • Proper saddle soap such as leovet Oil Soap contains glycerol which enables leather to be cleaned while replenishing lost oils. This prevents it drying out, thus maintaining its suppleness. • Beware of using too much oil and over-conditioning tack. This can make the leather flimsy while oil can rot stitching too. Products such as leovet Leathercream, which contains beeswax, lanolin and carnauba wax, are preferable as they nourish leather while leaving it pliable and dust resistant. Leovet leather care is available to UK retailers from Agrihealth. See page 29. www.equestriantradenews.com
41
SMS Feature
HALF A CENTURY IN SADDLERY
This year marks the 50th anniversary of the Society of Master Saddlers (SMS).
The first SMS bridle fitting course was held in 2009 with subsequent courses run biennially.
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he SMS was formed as a trade association for the craft retail saddler. It has since embraced all aspects of the saddlery trade. The society was formed as a limited company on 23 November, 1966. Subscribers included many well-known saddlers such as JHL Shields of Sunbury on Thames, ME Howitt of Alton, Hants, RE Whiting of London, AP Lewin of Coventry, RC Gidden of W&H Gidden in London, REG Hayes of WG Hayes and Sons of Cirencester and P Davies of JAS Fox Saddlers of Wetherby. The formation was witnessed by Roy Britter, secretary of The Leather Institute who also became the first secretary of the newly formed SMS. There were no representatives from the saddlery trade in Walsall. This new association was set up primarily to look after the interests of retail saddlers whose craftsmen apprentices had access to training at Cordwainers College in London and the Rural Industries Bureau before taking up positions in retail saddlers’ workshops. The SMS was also designed to protect the independence of the retail country saddler and set it apart from its trade counterparts. Says industry expert Mike Williams: “It’s interesting, but not surprising, that most, if not all, of the original subscribers are no longer with us and there are only two of the original list who are still in business in their own right. “Of those two, only one business is still in family hands. That business belonged to the first president (1968/9), M E Howitt of
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Alton in Hampshire, and they are still members of the society.” For the next four years, presidents were drawn from the original subscribers until 1974 when Ron Whiffen, managing director of Rawle and Sons, harness makers of south London, took on the role. The Society really began to take shape around 1978 when its go-ahead president Keith Luxford formed closer links with The Worshipful Company of Saddlers, the trade in Walsall and the Mounted Units of the Army in London. That outward-looking trend continued in 1979 with Ray Judson and then through John Vant of Westgate in his role as the head of Canterbury Saddle Centre. Keith Luxford was re-elected in 1981. Landmark initiatives during this period included a SMS-approved general purpose saddle being made to an agreed specification by a number of Walsall companies. Promoted nationally, it was sold through SMS retail members. There was also work carried out on British Standards for saddle trees. The society set about raising its profile with product swing tags carrying an SMS seal of approval, shop-window badges and logo’d carrier bags. Twenty plus delegates attended the first saddle symposium. There were also factory visits in Walsall. The first recorded results for the SMS saddlery competition were in 1974. By 1982, the Worshipful Company of Saddlers hosted the National Saddlery Competition at Saddlers Hall in London. Presidents that followed - Clifford Ingram, Ken Langford and the first president from
the trade, David Seipel of E. Jeffries (1984), continued to build the society’s standing. Keith Luxford, elected for a third term in 1985, outlined the society’s aims in his yearbook message. They still apply today and include the care and protection of craftsmen in the saddlery trade and the maintenance of their standards of expertise. Keith also introduced a new post of chief executive and appointed Harold Knight who he recruited from BETA. It was also around this time that the society introduced The Code of Practice for Saddlers and appointed Dennis Colton as field officer. Tony Russell became chief executive in 1993 when he retired from running his business, Osier Saddlery. Hazel Morley started working for the society in 1994, becoming chief executive in 2002. And the last word to current SMS president Laura Dempsey: “We’re constantly raising standards amongst saddle fitters and craft members and our aim is to never stand still or rest on our laurels. The society continues to be forward thinking while striving to keep traditional saddlery skills at the highest level.”
Young Blood: Corrin King is a shining example of the next generation to be enthused by saddlery. Based at S.Milner & Son (see Retailer Profile in this issue of ETN), Corrin scooped two awards at this year’s National Competition at Saddlers’ Hall as well as winning a saddlery competition at BETA International for apprentices and students.
EQUESTRIAN TRADE NEWS JUNE 2016
CPD Feature
THE FUTURE OF SADDLE FITTING In ETN’s latest CPD feature for saddle fitters, Dr Gerry van Oossanen looks at the future of saddle fitting and checking horse/rider interaction. Members of the Master Saddle Fitting Consultants (MSFC) Society who read the feature and submit correct answers to the quiz will receive CPD recognition.
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ack pain is a significant cause of altered gait, poor performance and misbehaviour in the horse. There are many similarities between animals and humans in anatomical and chemical ways of nociception (recognising pain). Therefore conditions which are painful in humans should be assumed to be painful in animals until behaviour such as aggression, kicking, grinding teeth and flattening the ears, or clinical/physiological signs eg. heart rate, respiration rate or abnormal locomotion, prove otherwise. Modern techniques like gait analysis and thermographic imaging, as well as observing behaviour, are proven to be important tools in recognising and diagnosing pain and discomfort in animals. As a saddle fitter, you need to be aware of this to be able to recognise a problem promptly because saddle fit is well recognised as an important factor in the welfare and performance of riding horses. However, evaluation of saddle fit is subjective - and therefore depends on the knowledge, experience and preferences of the saddle fitter. The ridden horse must endure not only the static weight of the rider, but also the dynamic load when moving. Therefore the quality of the saddle fit, the pressure peaks under the saddle and how a rider sits and distributes their weight on the saddle are important aspects in developing or avoiding back problems and lameness. Recent studies show that there is a high prevalence of ill-fitting saddles, mainly due to lack of using a professional saddle fitter on a regular basis (minimum twice a year). Ideally saddle fit should be evaluated before, during and after exercise because we know that back dimensions can change during work, with some horses more than others. Repeated measurements of the horse and the saddle with the same rider can be very useful in order to maintain a good fit. Correct tree fit is necessary of course, but will only work when other equally important aspects such as gullet width, panel shape, thickness and especially the type of flocking, and the placement of the girth straps, are correct too. The saddle should follow the movements of the horse’s midthoracic back. Besides the vertical movement of the rider, the components of the saddle force could mainly be associated with the movement of the forelimbs, the lateral flexion and unilateral contraction of the horse’s back muscles as well as with the rotation of the horse’s pelvis. Discussion about what defines a well fitting saddle remains controversial. However, there’s general consensus that a saddle should neither traumatise nor injure the horse. Since it became possible to measure saddle pressure, several studies have tried to define the upper limit of tolerated pressure. Earlier investigations related saddle pressure to the occurrence of
JUNE 2016 EQUESTRIAN TRADE NEWS
42 ACCREDITED BY
The simple flexicurve is cheap and reliable.
back pain or to the fit of a saddle. These studies gave a good overview of what was to be expected when dealing with badly fitting saddles and demonstrated how diverse saddle problems and their potentially negative influence on the horse’s back can be. The most frequently encountered problems are bridging, illfitting headplates and incorrect stuffing of the panels. Therefore, a good saddle fitter is also capable of rebalancing a saddle with flocking him/herself. In horses, back muscle soreness is often accompanied by dry spots in the saddle area. Sweat glands are embedded in a dense network of capillaries. Due to high pressure, local ischaemia [restriction of blood supply to tissues] results in reduction of sweat production. Therefore, the associated symptom of dry spots can be used together with the more obvious signs like a saddle sore as an estimate of too high pressure load. Many modern measuring techniques are now available to the public; some are useful, others are not and a waste of money. It also depends on how much you like gadgets and how much money you want to spend on them. The cheapest and still a very reliable tool to measure a horse is the simple flexicurve. A more advanced version, which provides a similar but more objective picture, is the 3D-scanning device from Horseshape. However, it’s not immediately visible to your client on site. Thermography is, my opinion and experience, the best tool for the modern – and future - saddle fitter. It’s a non-invasive, heat detecting technology that translates skin surface temperature information into colour images. A thermal imaging camera is used to convert infrared radiation emitted from the skin surface into electrical impulses that are visualized in color on a video screen. Heat generated by inflammation is transmitted to the overlying skin via increased capillary blood flow and is dissipated as infrared energy. By using an infrared camera, also known as a thermal imager, and a specially developed analyzing software program, the infrared energy can be measured. The first advantage of using thermal imaging is that it’s an easy and small device to take with you. But most importantly, it gives you and your customer an immediate picture of what’s going on. It shows what the saddle does to the horse’s body. Of course, as with every tool, you need proper training to interpret
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1. The saddle should follow the movements of the horse’s back. Which movements influence most?
A. B. C. D.
Twisted saddle trees Bridging and broken trees Bridging, ill-fitting headplates and incorrect stuffing of panels Too high saddle pressure
3. Which statement is true? A. B. C. D.
Back problems are caused by dry spots Dry spots are always caused by ill fitting saddle High pressure gives local ischaemia Dry spots are main symptom for high pressure
4. What are the advantages of thermal imaging? A. B. C. D.
It’s cheap and easy-to-use The easy-to-use, small device gives an clear picture of what’s going on It’s an easy and invasive heat technology It generates inflammation
5. Equitation scientists found out that…… A. B. C. D.
Horses prefer to avoid rein tension Horses prefer to have rein tension when they get used to it Horses prefer uneven rein pressure so they know which way to go Riders have a good idea of how much pressure they have in each hand
6. Which statements are wrong? A. B. C. D.
If the correct tree is used, a saddle will always fit Gullet width and panel shape are very important The panel shape, the thickness and the type of flocking make a big difference to fit Correct placement of girth straps does not make a difference to correct fit
7. Which statements are correct? A. B. C. D.
A saddle should be evaluated a minimum of twice yearly Everybody is using a professional saddle fitter nowadays The flexicurve is a very reliable tool to measure a horse How a rider sits influences the fit of a saddle
8. What are the two main reasons why saddle pressure devices are not useful for a saddle fitter? A. B. C. D.
The sensors don’t measure pressure The system is not reliable but only repeatable It is easy to set up, but needs calibration every year The system is not repeatable, and forces on the horse’s back cannot be measured with this system
9. Why can pain behaviour in humans and animals be compared? A. B. C. D.
Because they are both mammals Because animals copy human behaviour Because there are many similarities in chemical nociception Because there are many similarities in pain
10. Which statements are true?
!
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Only the movement of the mid-thoracic back The movement of the rider and the movement of the mid-thoracic back The movement of the hindlegs and pelvis The movement of the forelimbs, lateral flexion of the back, rotation of the pelvis and the vertical movement of the rider
2. Which saddle problems do we see most?
About the author DR GERRY VAN OOSSANEN studied at Antwerp University and Utrecht University. She graduated in equine movement science (research subject: the triangle horsesaddle-rider) and has a Masters degree in Equine Physical Therapy Science. She is also a chartered animal physical therapist, certified acupuncturist and certified equine thermographer (Ohio State University). Dr van Oossanen is the Director of the Academy for Master Saddle Fitting Consultants (MSFC) which runs complete training programmes for saddle fitting and saddle making. She is specialises in back and neck disorders (especially in relation to saddles and bridles), and has developed a special back-friendly horse and rider rehabilitation training programme. She also teaches saddle fitting in relation to back problems to veterinary students at Utrecht University.
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SELECT YOUR ANSWERS AND TICK THE BOXES
A. B. C. D.
D CP s C ion N SF st T M ue E E Q UN
ETN MSFC CPD Questions
the pictures correctly. The MSFC is to provide additional training for this in near future. Studies have shown that measurement of pressure between the saddle and the horse’s back offers another alternative for assessment of saddle fit and horse/rider interaction. However, it’s only proven in a standardized set-up on a standing horse - and when calibrated every day! The repeatability was very poor Thermography gives you and when used in practical saddle fitting your customer an immediate situations, and it’s therefore not picture of what’s going on. advised as a reliable, useful tool. According to a new study by equitation scientists, horses prefer to avoid rein tension rather than just get used to it. And beyond a certain force threshold, rein tension can cause conflict behavior. So when a horse owner comes to you thinking he or she has a saddle problem, look further. Also look at the rider, look at the bridle and bit fitting. Many riders, including professionals, have no idea how much pressure they have in their hands – including big differences between their left and right hands. From studies, we know that too much and/or uneven rein pressure says something about the asymmetry of the rider and/or horse. As a saddle fitter, you need to find the main cause of the problem and if the saddle and bridle fit correctly. A handy new tool in this respect is a rein tension device. Already widely used in The Netherlands by vets, trainers and Olympic competitors, when a rider sits more to one side, it can be seen in the graphs. The device is small enough to take with you; you only need a laptop. It’s also easy to show and explain to customers and is especially useful combined with video of the rider. It works well with another new tool, the Visualise System from Centaur Biomechanics, too. Examining saddle fit is perhaps the most important aspect of examining a horse with a suspected back problem. If the back problem is corrected but an ill-fitting saddle continues to be used, the problems will return. An ill-fitting saddle also contributes to lower leg lameness, making correction even more imperative. Riders, trainers and other professionals involved in equine care and performance need better education to recognise ill-fitting saddles, lameness, saddle slip and rider crookedness, said Dr Sue Dyson during the SRT’s (Saddle Research Trust) latest conference. And I fully agree with that.
A. B. C. D.
Checking the fit of a saddle is important to prevent back problems Checking the fit of a saddle is important for rehabilitation Lameness cannot be caused by an ill-fitting saddle Saddle slip can be caused by asymmetry in horse or rider
Full name.................................................................................................. Company name/address ........................................................................... ................................................................................................................ Email ....................................................................................................... Telephone number.................................................................................... Send your completed answers to: ETN/CPD Feature, Equestrian Trade News, Stockeld Park, Wetherby, West Yorks, LS22 4AW. FIND IT ONLINE: ETN’s SQP CPD features are also available at www.equestriantradenews.com If you submit answers to the quiz online, please do not submit them by filling out the printed form as well – and vice versa.
EQUESTRIAN TRADE NEWS JUNE 2016
Better Retailing
44
SERVICE WITH A SMILE Providing good customer service is a golden rule of retailing. And that applies in store, over the phone and online, says Grant Hadwin. they know they can speak to a real person, especially if they have questions about which products to buy. In a specialist industry like ours, this is a massive selling point for a retailer. Customers are buying into something they enjoy, and talking about it is half the fun.
issue. If positive routes to resolution can be offered, then this will go a long way to flipping the whole situation and turning it into a positive outcome. Good customer service leads to countless benefits. It nurtures a feeling of optimism and sends it flowing through a store - and creates an e-commerce site packed with positive reviews. The result is happy customers and new customers with enhanced buying confidence. In short, treat customers fairly and deal with issues professionally. Keep communicating, and the future will be bright for your business.
In every industry, people buy people.
Listening to customers shows that you have their best interests at heart.
T
he customer is always right is a familiar truism. But the real truth here is that while the customer may not necessarily be right, your business always needs him or her to be happy to continue buying from you. And that’s something every single member of your staff needs to grasp. Good customer service creates new customers, keeps customers loyal and instigates good reputation through word of mouth or, more likely these days, social media. From the very first moment an individual comes across your business, he or she develops a perception of what’s offered by your brand. That initial encounter - be it in store, over the phone or online – is your best chance of making a positive impression. And this can be achieved by being as courteous and welcoming as possible. When a customer walks into the store, something as simple as acknowedging his or her presence
with a smile and a kind word is usually enough to make them feel welcome but not intimidated. Whereas if an staff member ignores the customer or behaves as though their arrival is an inconvenience, the buying mood immediately evaporates as a feeling of negativity creeps in.
Service online Achieving good service on an e-commerce site is difficult as there’s no human interaction involved. So it’s incredibly important to have a website that represents your company in a professional yet welcoming manner. Little touches such as putting staff members’ names and photos on the site adds a personal touch. Customers like to know who they are buying from. Likewise, displaying a phone number in a prominent place invites customers to contact the store for any reason at all. Everyone is reassured if
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QUALITY RELIABLE
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FRIENDLY HELP CARE
JUNE 2016 EQUESTRIAN TRADE NEWS
Retailer/customer relationship Good customer service should span the entire time that the customer is in store, on your website or telephone line. Happy customers are loyal customers and a benefit of going the extra mile for them is establishing a long-term relationship. In every industry, people buy people. So if you can establish that relationship then it’s definitely more likely that customers will continue to buy from you. This is the basis for building goodwill; it’s all about making the customer believe that you have their best interests at heart. Even if a customer doesn’t buy on that initial meeting, the relationship has been established and loyalty created. And the chances are they’ll return for more advice and to purchase another time.
Bad experiences This isn’t always the happy sequence of events, however. A customer may have had a bad experience or might simply be having a bad day. How should a retailer deal with that? I’ve always found that listening is the key when dealing with queries and complaints. Most often, a disgruntled customer just wants to get his or her point across - so a member of staff needs to listen to it. Paying someone respectful attention by listening to what they have to say builds rapport. It shows you care and are prepared to deal with the
About the author GRANT HADWIN is from online retail solutions specialist Citrus Lime. The company’s mission is to help independent retailers build profitable, sustainable businesses. For advice, inspiration and information, contact Grant on tel 01229 588628 email grant@citruslime.com or visit www.citruslime.com
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ATQH A Perry Equestrian Abbey England Absorbine Acacia International (Horse and rider needs manufacturer) Agrihealth Al Basti Equiworld Alhamdolillah Exports Alice Reins Ltd Amberley Aromatics Anderson & Co Publishing Animology Ariat Europe Limited Baillie Haylage Baleno Battles Beauty Gate Bedmax Shavings Ltd Bliss of London Botanica International Ltd Bowlby Equine Breyer Model Horses Bridleway Equestrian British Country Collection British Equestrian Trade Association The Brooke Cabotswood/Quayside Carr & Day & Martin,Day,Son & Hewitt Carrots UK Ltd Celtic Equine Charles Owen & Co (Bow) Ltd / Airowear Charles Sainsbury -Plaice Gifts and Greetings Cards 'Chia UK' Equestrian & Pet Feed Citrus Lime Cloakrooms Comfybed Plus Covalliero - Albert Kerbl Cuddl Duds Dee Two Ltd ETN (Equestrian Trade News) Easitill Ltd Ekkia Eldon Horse Emerald Green Feeds Equestrian Business Equestrian ID Equilibrium Products Equine America (UK) Ltd Equine Careers Equine Pages UK EQUIscan Measuring System
Lintbells Ltd EquiSupplies Luminosity Esperado Marstall GmbH Euro Racing Pakistan Matalan Group euro-star Matchmakers International Ltd Fahrenheit Plus (India) Medilogic Fairfax Saddles Ltd MIT VET Faulks & Cox Ltd Mother Bee Fearns Farm Partnership Mountain Horse Finish Line Horse UK Neue Schule FIRST EURO GROUP Nikwax Waterproofing (Designers & Manufacturers) Noble Outfitters Fyna-Lite Ollard Westcombe Ltd Gallop Equestrian Ltd pampeano polo Georgia in Dublin Patey / Protector Glamourati Peter Horobin Saddlery Globus Sport Petface Ltd Gray's Equestrian Gifts Prestige Italia Grubs Boots Ltd Professional's Choice H K M Sports Equipment GmbH Racesafe HUF Design Redpin Publishing Ltd Heather Hats and Accessories Regent Saddles Hilton Herbs Rugsafe UK Ltd Honeychop Horse Feeds S.R Global Hopus Technology Inc SSG Gloves Horse & Country TV The Saddlery Training Centre Horse & Hound Schockemöhle Sports GmbH Horse & Rider and Pony Scruffs Magazines Shires Equestrian Products Horse Empire Showquest Horse First Snowflake Bedding Horse Health Trade The Society of Master Horseshape GmbH & Co. KG Saddlers (UK) Ltd Spooks, Paddock Sports UK & Horseware Ireland SD Design Horzehoods Ltd Stiefel, Innopha GmbH Hotline - Horizont Ltd Stierna Equestrian House of Montar Sportswear AB Hubei KDL Equestrian Stubbs England Products Co.Ltd TRM Intelligent Retail Tandy Leather Jama Old West Thunderbrook Equestrian K M Elite Products Ltd Kanpur Saddle House (India) Thunderbrook Pet Toggi/Champion Kanyon Outdoor LLP TopSpec Equine Ltd Keela Tredstep Ireland Keratex Hoofcare Treehouse Kings Saddlery Limited Trilanco Kingsland/KEP/Tucci Ungula Naturalis Klick and Ride USG GmbH Konia Equestrian Vale Brothers Ltd Krishna International Valley Equestrian Exports Pvt Ltd Kyron Versatile Enterprises Private Ltd L S Sales (Farnam) Ltd WPBGroup SPRL /Leslie Sutcliffe Waldhausen GmbH & Co KG La Valencio WildWash Life Data Labs Wolseley Likit & Stud Muffins Zamberlan
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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. JE STABLES & SONS, GREAVES FARM, FIELD BROUGHTON, GRANGE OVER SANDS, LA11 6HR, £1,636
EQUINE COMMERCIAL SERVICES LIMITED, 128 SANDY LANE INDUSTRIAL ESTATE, STOURPORT, WORCESTERSHIRE, DY13 9QB, £978, SATISFIED
LUCY MORRICE T/AS FENLIEGH EQUESTRIAN, 6 COVENTRY ROAD, SOUTHAM, CV47 1EB, £5,025
NICOLAS PRICE T/AS FENLIEGH EQUESTRIAN, WHISTLEWOOD FARM, CHURCH LANE, UPPER SAPEY, WORCESTER, WR6 6XS, £5,025
NIGEL HOCKEY T/AS GREENFIELDS EQUESTRIAN, 17 BARNSDALE, GREAT EASTON, LEICESTERSHIRE, LE16 8SG, £586
JOHN MOORHOUSE T/AS FILM HORSES UK, SUNNYFIELD FARM, WHINNEY HILL, STOCKTON ON TEES, CO DURHAM, TS25 1BJ, £2,571
TITAN HORSE TRAILERS LIMITED, 83 DUCIE STREET, MANCHESTER, M1 2JQ, £7,896
JAMES BRIZELL T/AS JB SPORTS HORSES, NEW BARN FARM, CAPEL ROAD, RUSPER, HORSHAM, RH12 4PZ, £5,000
APPOINTMENT OF LIQUIDATOR MEADOWLEA SADDLE FITTING SERVICES LTD, WENTWORTH HOUSE, 122 NEW ROAD SIDE, LEEDS, LS18 4QB
MEADOWLEA SADDLERY LIMITED, WENTWORTH HOUSE, 122 NEW ROAD SIDE, LEEDS, LS18 4QB
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Rhinegold Fly Rug with Neck Cover
Mesh rug designed to reduce nuisance from flies. The soft mesh material does not rub, cotton towelling spine section for comfort, front shoulder movement pleat, leg straps and tailguard. Our best-selling, great value summer rug!
Stop fly distraction
Product Code: 671 Colour: White Sizes: 4’6” to 7’0”
WAS £13.50
NOW £12.50 New Catalogue OUT NOW! Call 01243 672323 to order your copy
WAS £4.95
END OF RANGES TO CLEAR! Rhinegold Ladies Corduroy Jodhpurs Product Code: 742 Colours: Grey, Navy, Chocolate, Black Sizes: 24R, 24L, 26R, 26L, 30R, 30L, 32R, 32L
Brogini Front Zip Short Boots
Product Code: BG444 Colours: Black, Brown Sizes: 61/2, 7 WAS £12.50
NOW £10.00 RhinegoldUK
rhinegoldequestrian
Product Code: 683 Colours: White, Black
Rhinegold Ultimate Vented Riding Hat Product Code: 760 Colours: Grey/Black, Navy, Black Sizes: 7, 71/8, 7 1/4 WAS £19.50
WAS £15.95
NOW £7.50
NOW £2.50
Rhinegold Air Cool Fleece Training Bandages
EN1384 Standard
NOW £10.00 Rhinegold Super Flexi Gloves
Product Code: 771 Colours: White, Navy, Grey, Brown Sizes: Large, Extra Large WAS £4.50
NOW £1.50 Images are for illustrative purposes only. Products may vary slightly.
FEEDING FOR 2016
Promotional Point of Sale material including giveaways Extensive National Advertising Campaign across all disciplines Engaging online presence with receptive audience used to support retail activity Supportive Nutritional Helpline Endorsed, promoted and trusted by World Class Riders for over 10 years
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A relationship built on 175 years of experience
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SAR
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EEDS
Image by Sebastian Oakley
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FEED THE DIFFERENCE
For nutrition advice or further information on our feeds please call,
Tel: +44 (0) 1622 718487 Email: info@saracenhorsefeeds.co.uk or visit www.saracenhorsefeeds.com.
working with
Regional Representatives South West Maria Blackmore – 07736 825571 Midlands Kate Hayward – 07802 815596 Northern Sarah Rushby – 07894 611898 Central Claire Roberts – 07714 768250 South East Rosie King – 07736 881029 Scotland Edward Walker – 07710 702789
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