ETN - Equestrian Trade News - October 2014

Equestrian Trade News

October 2014 T h e Vo i c e o f t h e E q u e s t r i a n I n d u s t r y

Volume 38, No 10 Monthly

WINTER WELL-BEING

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 Horsecare products Vet’s advice for your customers

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

CHRISTMAS CRACKERS Gift ideas galore

FEED FIRMS CHAMPION TRADITIONAL TRADE News exclusive

2015

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

Main Sponsor

ETN is the official media partner of BETA International

S U L P astilow:

Frank H addlery in s e f i l y m

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

Comment HORSE vets have the highest injury risk of all civilian professions, a survey has revealed. So good for BEVA (the British Equine Veterinary Association) for looking at ways of making equine practice safer.

It’s ironic that vets get hurt while trying to help horses. Former BEVA president Keith Chandler says he’s “shocked” at the extent of injuries sustained. The most common is to the leg (29%) closely following by the head at 23% - with 7% of these injuries resulting in loss of consciousness.

It’s easy to see how this happens. Just the other day, I cringed while watching a bare-headed vet attempting to inject a horse while it waved its front hooves around her ears.

To help mitigate the problem, BEVA plans to consult with various health and safety bodies. May I suggest its practicing members also visit their local retailer, ask for a BETA-trained hat fitter and buy themselves a decent riding hat?

ALSO on a safety theme...Thank you to the ETN reader who got in touch to commend the new trend for jodhpurs with cargo pockets in which riders can carry their car keys.

He did, however, point to a flaw in this arrangement - the likelihood of said keys digging painfully into the leg should the rider fall off. But a good idea soon followed – a pouch, big enough to hold a bunch of keys and lined with memory foam, which riders could safely pop into any pocket. Ideal for branding too...

SOME companies’ disregard for the truth beggars belief.

Last month, ETN received a press release in which the supplier quite clearly stated that a product was patented. So, interested and needing more information, I looked up the patent under the product’s name, the company director and the brand name.

Nothing.

Having asked for a copy of the patent, I was sent a design registration document which is most definitely not a patent.

I also urge anyone involved with the supplements market to read the Advertising Standards Authority adjudication on Calinnova t/a EquiFeast (see News). It contains some useful explanations of what can and cannot be said when promoting products.

With regards to patents and medicinal claims for unlicensed products, both are covered by legislation. So it’s not just immoral or unethical to get it wrong – it’s illegal.

Liz Benwell

CONTENTS NEWS

COVER STORY

OCTOBER 2014

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LETTERS.................................................................. 10 PRODUCT NEWS..................................................... 12 WINTER HORSECARE COVER STORY A vet’s advice for your customers........................ 16 Seasonal products.................................................. 18 BETA MEMBERS’ PAGE.......................................... 22 PROFILE COVER STORY Frank Hastilow: my life in saddlery..................... 24 CHRISTMAS CRACKERS COVER STORY Gift ideas galore plus retail tips........................... 27 SPONSORS & SHOWS............................................. 34 WE’VE GOT THE SELLING POWER Retailer training opportunities............................. 36 SUPPLEMENTS AND BALANCERS SPECIAL Latest products....................................................... 38 NOPS in action........................................................ 44 Bioavailability explained....................................... 47 BETTER BUSINESS Beating business bugbears................................... 50 PEOPLE.................................................................... 52 COUNTY COURT JUDGMENTS................................ 54

FRONT COVER: Horses love to play in the snow. But recent British winters have inclined more towards the mild and wet which, as vet Tom Beech explains, brings its own horsecare challenges. But never fear, also in this issue of ETN are plenty of good ideas for retailers to stock for the season ahead – whatever it brings.

News

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Feed firms join forces to champion traditional trade A NEW Joint Venture between TopSpec and H J Lea Oakes aims to support the traditional manufacturer-wholesalerretailer supply chain.

Central to the national arrangement, effective from 1 October, is the Equerry branded range of cubes and coarse mixes.

Manufactured in Cheshire by H J Lea Oakes and marketed by TopSpec, Equerry branded feeds are to be offered only to wholesalers for onward supply to retailers.

“We aim to work directly with wholesalers and retailers to support the unique attributes of their respective businesses,” said Philip Tyler, director of TopSpec. “Our aim is to reinvigorate the traditional route to market for the benefit of all concerned.”

The Equerry range of seven cubes, six coarse mixes, one mash and one treat will be promoted to consumers via a national advertising campaign.

Wholesalers and retailers can place orders and obtain information about Equerry promotions via their usual TopSpec business development managers.

Run by the Lea family, H J Lea Oakes has been milling since 1675 – making it one of the oldest firms in the UK. The Lea family also owns the Mornflake breakfast oat business.

Equerry is said to offer “industry leading” margins to retailers. Packaged in bright, water repellent polypropylene bags, the good quality, medium priced products appeal to established merchants as well as retailers considering exploring horse feed sales.

TopSpec’s balancers and blends, and the infrastructure behind them, remains unaffected.

Edward Lea of H J Lea Oakes (left) and Philip Tyler of TopSpec shake hands on their Joint Venture.

How the deal came about Before launching their joint venture, TopSpec and H J Lea Oakes engaged in an 18 month long study of the equine feed industry. Their analysis revealed a number of trends which Equerry seeks to address as a wholesaler-only, national brand.

Chief among their findings was that the number of major wholesalers in the sector has been eroded by acquisitions, mergers and closures. There are thought to be around 30 remaining.

Likewise the number of serious retail feed outlets has been depleted. Figures stand at around 1,000 compared with half as many again in the year 2000.

Meanwhile, the past decade has seen considerable growth in multi-site retailing. These chains’ considerable buying power encourages them to deal directly with manufacturers, thus cutting out the wholesaler.

Multiples are also in the market for budget priced, own brand feeds.

In the light of the above, the traditional, independent retailer is all too often left to supply the difficult-to-find product, emergency bag of feed or sympathetic ear to a worried owner.

As eroded profits make it harder to provide a professional offering, some retailers are unwillingly finding themselves slipping into a ‘corner shop’ scenario.

Wholesalers: the crucial cog TopSpec has been talking to the trade to find a way forward – and sees wholesalers as the key to maintaining an effective, flexible and efficient supply chain.

A robust wholesale sector is well placed to sustain a network of independent retailers who, in turn, can offer consumers a specialist, comprehensive and caring service.

This is because wholesalers can maximise shops’ selling space, ease their cash flow, seamlessly mop-up shortfalls in stock and provide professional back-up from well trained staff.

See Product News on page 15.

ADVERT INDEX

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

OCTOBER 2014 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

Animalife.........................................................................3 & 7 Baileys Horse Feeds..............................................................49 Barrier Animal Healthcare......................................................18 Battles..................................................................................41 BETA International................................................................54 Buffera.................................................................................28 Carrots.................................................................................27 Charles Owen.......................................................................35 Classified..............................................................................53 Danetre Health Products.......................................................20 Dodson & Horrell Limited......................................................42 Earlswood Supplies Ltd.........................................................21 Ekkia....................................................................................19 Equerry Horse Feeds.............................................................44 Equilibrium Products.............................................................30 Equisafety............................................................................29 Faulks & Cox Ltd...................................................................15 Gray’s of Shenstone..............................................................28 GWF Nutrition......................................................................45 Harold Moore.......................................................................48 Hilton Herbs.........................................................................21 Horsefirst..............................................................................37 Horslyx.................................................................................32 Kunshan Prayer......................................................................5 Jenkinsons Equestrian...................................................13 & 25 John Whitaker International............................................... OBC Life Data Labs Inc.................................................................40 Magic Brush.........................................................................31 Matchmakers International....................................................33 Maxavita Equine Health Care................................................46 Montar...................................................................................9 Natural Animal Feeds............................................................17 Nettex..................................................................................47 Saracen Horse Feeds.............................................................39 Science Supplements............................................................11 Sherwood Forest/Puffa......................................................... IFC Snowhill Trade Saddlery.......................................................IBC South Essex Insurance Brokers.................................................5 TopSpec...............................................................................43 Pelgar....................................................................................8 Unibed.................................................................................12 United Sportproducts Germany GmbH.....................................6 UVEX...................................................................................51 Verdo Horse Bedding............................................................20 W F Young Inc......................................................................14 Web Directory......................................................................54 Your Gift Horse.....................................................................10 Zoetis...................................................................................23

www.equestriantradenews.com

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Retailers offered free product trial

A SUPPLEMENTS company is offering free product trials to its Accredited Retailers.

Animalife says the initiative will encourage experience-based sales and establish greater brand understanding.

“It can be difficult to persuade customers to change their way of supplementing a horse’s diet when they have used a brand for a long time,” said Animalife director Ross Riley.

“By offering our Accredited Retailers the chance to trial products on either their own horse or a customer’s horse, they can give a more detailed and personal account of the efficacy and ease of use.

“Having already initiated this with some accounts, we’re getting very positive feedback and it’s allowing Accredited Retailers to maximise their sales and improve brand awareness.”

More than 200 outlets have signed up to Animalife’s Accredited Retailer scheme which is designed to support bricks and mortar stores.

Benefits include product training, point of sale aids, healthy margins, ongoing sales support and a money back guarantee to incentivise customers.

The free product trial is subject to terms and conditions.

Retailer’s profits hit by mild winter COUNTRYWIDE Farmers has blamed a mild 2013/14 winter for “disappointing” trading results announced last month.

Figures released for the year to the end of May reveal a 2.5% fall in group turnover to £298.2m, compared with £306m for the previous 12 months.

The rural retailer also reported a fall in operating profit before exceptional costs to £1.9m, from £4.3m in 2013.

“These are disappointing results, particularly in the light of last year,” said Countrywide’s chairman Nigel Hall (pictured).

“The mild winter impacted upon our business with a fall in volumes of 20% in LPG sales and 15% in compound feed sales.”

Chief executive John Hardman added that future performance would be improved by further development of Countrywide’s multichannel strategy.

“We are ready to implement technology which will draw together our existing 53 store network, in-field sales team, on-line, e-commerce and telephone traders, all aimed at enhancing the experience of our customers and making it easier for them to access the products they need, as well as driving efficiency across the business,” he said.

The full annual results show that Countrywide’s retail business grew like for like sales by 0.5%. Margins fell slightly due to an initiative to clear terminal stock.

More than 23,000 new customers joined the Countryclub loyalty card scheme with total membership now exceeding 145,000.

www.equestriantradenews.com

EQUESTRIAN TRADE NEWS OCTOBER 2014

News

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Rookie e-exporters get government help A NEW government scheme is helping UK companies reach consumers overseas.

The UKTI’s e-Exporting programme links exporters with e-marketplaces as well as providing advice.

Well known e-marketplaces include Amazon and eBay. But UKTI has identified more than 400 others worldwide.

By selling through an e-marketplace, it says, companies can find new overseas customers, analyse data on what consumers are searching for and build awareness of their brands.

Under the e-Exporting programme, firms get an advisor who helps them find appropriate e-marketplaces around the world.

There’s also the opportunity to attend events and webinars about retail/e-commerce opportunities.

Retailers new to online selling can also get help with trademark registration, website URL registration, packaging, shipping and payments, tax registration and marketing.

UK online retail exports are set to reach £60bn by 2018, according to UKTI figures.

Find out more from UKTI’s retail team at consumerretail@ukti.gsi.gov.uk

A TALE OF TWO SHOWS: Floods, dodgy loos and catering, poor signage and traffic jams were among the woes reported by traders and spectators at the World Equestrian Games (WEG) in Normandy.

Worse still, some stand holders said they struggled to break even.

At Blenheim International Horse Trials, on the Saturday at least, there was sunshine and shopping aplenty and the immaculate logistics we have come to expect of British events. As the outdoor show season came to a close, there were calls for WEG – which is held every four years - to move to a proven venue run by experienced organisers. (Photos by Bob Hook) • Read show trader and ETN diarist Guy Roper’s reports from Blenheim and WEG at www.equestriantradenews.com

www.equestriantradenews.com

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Advert was misleading, rules watchdog A SUPPLEMENTS company has been reprimanded for making medicinal claims for an unlicensed product.

Calinnova Ltd t/a EquiFeast also made misleading and unsubstantiated statements in a magazine advertisement, according to an Advertising Standards Authority (ASA) ruling published last month.

The advertisement for a supplement made efficacy claims for the role of chelated calcium as a calmer.

It referred to EquiFeast’s trials and experience of the product.

However, the ASA said this amounted to anecdotal evidence for the product’s effects, rather than a robust, variable-controlled trial.

Additional claims were made about the negative effect of magnesium on horse behaviour. But since these were a departure from the widelyheld view on the subject, a high degree of substantiation was required.

The ASA took advice from the Veterinary Medicines Directorate (VMD) as to whether the following were medicinal claims for an unlicensed product: “Getting both chelated calcium and controlled magnesium right improves behaviour in up to 90% of difficult horses” and “it can improve horse behaviour.”

Consumers would be likely to infer from this that the product could treat behavioural problems caused by a nutrient deficiency, it was decided.

Calinnova Ltd was told to ensure that in future they held robust documentary evidence for their efficacy claims and that future advertisements did not contain medicinal claims for unlicensed products.

The full adjudication can be found at www.asa.org.uk/Rulings/ Adjudications/2014/9/Calinnova-Ltd/SHP_ADJ_259007.aspx

Saddle fitting in the spotlight SADDLE company Sue Carson Saddles has become an Allied Trade Member of the long established industry body, the Society of Master Saddlers (SMS).

Proprietor Sue Carson says she looks forward to joining the SMS committee and hopes to “help steer the saddlery trade in the right direction for the future.”

Sue Carson Saddles is also conducting an online survey into the availability of saddlefitters in the UK. Consumers are urged to share their experiences www.surveymonkey.com/s/QCVDSQ7

Referral scheme Meanwhile the Saddle Research Trust (SRT) has launched a new referral scheme to help riders tackle saddle-related problems.

Open to SRT members and friends, potential cases are submitted for initial assessment and, if deemed suitable, passed (with the owner’s vet’s permission) to the SRT’s veterinary advisor, Dr Sue Dyson.

An expert in equine orthopaedics based at the Animal Health Trust, Newmarket, Sue Dyson will undertake a full assessment at a fixed cost of £335 plus VAT. “Many horse owners report that they feel trapped in a seemingly unending cycle of veterinary/musculoskeletal/saddle fit assessments without ever determining the underlying cause of the problem,” said SRT founder Anne Bondi.

Membership of the SRT costs £10 a year for ‘friends’, £75 for individuals or £250 for corporate membership.

New president speaks out Peter Wilkes, managing director of Vale Bros, was appointed chairman of the Society of Master Saddlers (SMS) at its AGM last month. Peter will bring a “forward thinking approach” during his chairmanship, said a SMS spokesman.

Peter commented: “I believe there are many good parts to the society and want to get the views of people who feel they don’t often have a say in matters.

“It’s important to get a wider opinion on issues within and also outside the organisation and this is something I aim to achieve.

“We see change in the market happening at a pace and these new developments should be embraced.”

Laura Dempsey has become SMS vice president.

• See letters on page 10.

www.equestriantradenews.com

News

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Retailers meet a maestro

All smiles as retailers meet arguably the world’s greatest showjumper, John Whitaker.

SADDLERS and saddle fitters enjoyed a demonstration day at John Whitaker’s Yorkshire base last month. The legendary showjumper gave delegates a tour of his yard, introduced his latest foals and his donkey – and answered questions.

The new, ten strong saddle range from John Whitaker International was introduced by the company’s saddle fitter Allison Mason. It comprises a dressage saddle, two event saddles, three children’s and young rider models plus jumping saddles. The visiting retailers watched John’s daughter, international showjumper Louise Whitaker, ride on different saddles.

There were special discounts and offers to be had on the day, before delegates were treated to lunch at one of John’s favourite restaurants.

Mementos of an illustrious career.

John has a quiet moment with one of his top horses, the stallion Argento.

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News

Letter

Brands bag trade fair sponsorship deals

2015

NEC, Birmingham, UK

22-24 February BATTLES is to sponsor the visitor bags at BETA www.beta-int.com International 2015 with its Hy brand.

The Lincoln based wholesaler is a long-standing exhibitor at the trade fair.

“Hy gives retailers a fantastic collection of quality products with good margins,” said Battles’ commercial manager Anna Clarke.

“We are launching a new consumer website that will increase awareness and direct customers to retailers who stock the brand.”

Main Sponsor

Debut appearance Meanwhile BETA International newcomer online equine sales site HorseQuest (www.horsequest.co.uk) will sponsor of the exhibitor bags.

These are distributed by members of the organising team at the show.

“We’re delighted make our début as both exhibitor and sponsor,” said managing director Alison Roeves. “The coming year is going to be incredibly exciting and we are looking forward to BETA International.”

BETA International 2015 is at the NEC, Birmingham, from 22 to 24 February.

NEWS IN BRIEF has been celebrating its 25th birthday with 25% off everything • Jin OULES store and online. The clothing brand was founded in 1989.

US company Stagecoach has donated advertising space for a ‘Hit • Byour breaks, not my horse’ British Horse Society (BHS) campaign.

The advert is intended to persuade motorists to be more considerate when passing horses and riders on the road.

ETA International 2015 was almost 90% full as ETN went to press.

• BExhibitors that confirmed their bookings and paid a 10% deposit

before 1 October were entitled to a 5% rebate on the net cost of their stands (subject to terms and conditions). The trade fair takes place at the NEC, Birmingham, on February 22 – 24.

ORE riders are doing dressage with membership of British • MDressage (BD) is at its highest since 2008. With 14,000 members

and horse registrations at 11,000, BD also has 38,000 free online associate members. The nation’s economy, Olympic success and regional ‘have a go days’ have helped boost participation. But the overriding factor is the appeal of the sport as an accessible equestrian discipline, said a BD spokesman.

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ALMOST one in five (18.5%) horses are lame due to joint disease or other non-foot related problems, according to the 2014 National Equine Health Survey (NEHS). The study of more than 11,000 equines also revealed an increase in laminitis. The NEHS is run annually

by Blue Cross, in partnership with the British Equine Veterinary Association (BEVA), and sponsored by Spillers and Zoetis. In other findings, skin disease was recorded in 18.3% of cases; while sarcoids were seen in 5.6% of horses. Equine respiratory disease was reported by 7.1% of respondents.

Why pads have their place Dear ETN, We read with interest Padding? Get Stuffed (ETN September issue) in which Sue Carson discussed the use of saddle pads and panel filling.

We would like to put forward an alternative point of view; that pads have their place, and that air filling is not always best.

For a fit, mature, well-trained and well-ridden horse, it’s true that a thin cotton saddle pad is all that should be used with a wool flocked saddle. And there is no question that the saddle should be a good fit for horse and rider.

However, many competitors choose to use gel or sheepskin where there are high forces acting on their horses, such as landing from a jump or riding for prolonged periods as in endurance and hunting.

Top level jump and dressage riders are getting good results using foam filled panels alongside gel half pads.

The key is to employ a qualified saddle fitter to advise and fit saddles with the pad which will be used with it.

Whether due to injury, training or previous saddle fit, horses are often asymmetrical or underdeveloped. The careful use of shims – small, shaped pads of foam or felt – to support the rider evenly are invaluable in the short or medium term development of the horse in some cases.

Working with other practitioners such as physiotherapists and fitting a saddle to the horse’s eventual shape is best practise.

Choice of panel shape and filling should also follow the needs of the horse and rider partnership.

Over or under flocking can be detrimental to the horse, as can too much or too little air in panels.

There is a growing body of research related to saddle pad and saddle panel design and material with little academic or professional consensus.

Indeed, it’s emerging that there are horses for courses - gel works in some situations, sheepskin in others; air panels for some horses, flock for others. A good saddle fitter will understand how the behaviour of each material differs, and be able to advise clients accordingly on which proprietary system better suits their horse, themselves and their chosen discipline.

Pads, half pads and gel pads have their place but must be used under guidance from a qualified saddle fitter. We would love to see this advice displayed over racks of thick pads and sheepskin half pads in tack shops.

The bottom line is that a new saddle which needs a pad is not a bad thing - as long as the reasons are fully explained.

Yours etc

Steph Bradley of Freedom Saddlery and Catherine Morris of Breathe Saddlery, on behalf of the Master Saddle Fitting Consultants (MSFC) Society.

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

OCTOBER 2014 EQUESTRIAN TRADE NEWS

www.equestriantradenews.com

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Product News Throwing some light on hi-viz...

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RETAI L TIP

As the nights draw in, it’s time to stock up on hi-viz. But exactly what, in terms of fabrics and colours, should you order? Nicola Fletcher, managing director of equestrian hi-viz specialist Equisafety, has some inside information.

BEING prey animals, horses are designed to blend into their environment, camouflaging themselves against predators.

Meanwhile riders have traditionally favoured muted, natural colours that likewise blend into their rural surroundings.

The aim of hi-viz is to reverse all this and make horse and rider stand out like a shining beacon, particularly to oncoming motorists.

Fluorescent coloured fabrics look bright because of the way they absorb and emit different kinds of light. However, what most people don’t realise is that fluorescent fabrics do not show up in the dark or, as is sometimes presumed, ‘glow’.

To be seen at night, hiviz gear must incorporate reflective tape which comes in three types; printed ink, silver tape or plastic tape.

What’s known as microprismatic retroreflective (plastic) tape uses millions of tiny A close up of 3M retro-reflective tape. glass particles to reflect

light back to the source. It’s the most visible type due to the strength of the reflective light.

Printed and silver tapes, although also utilising glass particles, are classed as reflective. This means the ‘reflections’ bounce everywhere, but not necessarily back to source.

Whichever type is used, provided it’s on a good quality garment, it should offer reflective properties. To be sure of being seen, the tape should be a minimum of one inch wide.

To be seen by day, at dusk and at night, it’s essential your customers wear items that are both fluorescent and reflective.

Colour choices Lifeboat crews wear orange lifejackets because this colour shows up best against blue and grey water.

I’ve also noticed that riders are increasingly wearing pink, probably because it’s a colour that isn’t found in nature (apart from flowers) and therefore shows up well in the spring and summer light.

In short, choose the colour of the hi-viz from a completely different aspect The colour wheel helps define of the colour wheel from that of the choice of shade. the environment in which it will be worn. For instance, pink and orange (popular equestrian hi-viz shades) are totally separate from green (grass and fields) on the colour wheel.

Interestingly, although there is a blue fluorescent fabric available, it isn’t popular as its wavelength is not ideal for emitting light, so generally the human eye doesn’t see it well.

13 What to wear I’m often asked what product(s) riders should wear – and reply that anything is better than nothing!

However, I then ask the enquirer to put themselves in the driver’s position.

What is the first thing they notice when approaching a horse from the front? The rider and the horse’s head – so use a hi-viz noseband or ears and perhaps a neckband on the horse, plus a hatband (highest part visible) and jacket or waistcoat/gilet for the rider.

When approaching from behind, the driver The horse’s ears are one of the first things a driver sees when approaching from the front – will first notice the so make them hi-viz. horse’s tail and, again, the rider. So the products mentioned earlier work well, while the horse could wear a fluorescent tailguard.

A pair, or two, of leg bands is useful as the movement of the horse’s legs catches the motorist’s eye. Sheets or saddlecloths also help.

If the customer is not sure about colour, advise them to mix them up.

That way they’ll cover every eventuality and be sure to be seen. t Equisafety 0151 678 7182

Hunting for safety and style HIDDEN stretch panels enable this hunt coat to accommodate a body protector without losing its traditional, tailored styling.

The Equetech Hunt Frock Coat can also be worn over some types of air vest and is suitable for the competition arena too.

Other practical design features include hidden double zip flap pockets, large single hare internal pocket and an extra throat tab to close the collar against the elements.

The pure wool jacket’s skirt has a water resistant lining. There’s a weather resistant internal membrane across the shoulders too.

It comes in sizes 34” to 44”, in navy only at an RRP of £239.95.

It’s also available in tweed without the stretch panel as well as junior sizes. t Equetech 01296 688966

Product News

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Innovation on show INVENTIVENESS was rewarded with a series of awards presented at the Spoga trade fair in Germany last month.

Sponsored by equitrends, the accolades were awarded in three categories. Before the show, a jury shortlisted 15 products from the original 50 entries. Spoga visitors’ votes accounted for one third of the total cast.

HKM Sports Equipment took the Horse & Stable category with its obstacle sticker Skala, while Carr & Day & Martin was runner-up for Equimist 360, an anti-fly spray.

Victory in the Riders category went to Euro-star Riding Fashion for the ESK Protection Jodhpurs (pictured) incorporating flexible patches which harden on impact to provide protection. In second place was Derriere Equestrian for its Equestrian Padded Support System of equestrian underwear.

Horseshape / Hölscher took the Saddle & Accessories category with its 3D scan saddle pad. Sommer claimed second place with a thermal seat.

New distributor for sizzling breeches EQUIPORT has become the UK distributor for Danish breeches brand Montar.

The range, featuring seasonally evolving styles, uses a bamboo fabric said to provide warmth in winter and coolness in summer.

Despite being “sensibly” priced, these trend-setting breeches sport eyecatching crystal and sequin embellishment making them a glittering attraction in-store.

Montar breeches come with traditional full seats or silicon knee patches. t Equiport 01565 723525

Young and beautiful THE new Charleston Children’s long leather riding boot from Toggi has a removable Velcro strip with a riding charm that can be changed according to your young customer’s mood.

With a full length rear YKK zip and elasticised rear panel, the Charleston is easy to do up and fit. An elastic front lace system adds extra comfort, while the rubber riding sole unit provides grip and stability.

In black only, sizes are 28 to 38. The RRP is from £75. t Finest Brands International 0113 270 7000 www.equestriantradenews.com

15 Generations of knowledge is recipe for new feed range THE new Equerry horse feeds range contains something for every horse or pony.

Whether your customers are feeding youngstock, leisure or competition horses, there’s a product to meet their nutritional requirements.

The range comprises seven cubes, six coarse mixes, one mash and one treat called Equerry Minty Horse Treats.

Important Equerry lines include High Fibre Cubes for horses and ponies at rest or in very light work, Performance Cubes and Sports Mix for competition horses in hard work, plus Conditioning Cubes and Mixes, Stud & Youngstock Cubes and Mix, Veteran Mix and Racehorse Cubes.

RRPs are from £8.95 for High Fibre Cubes to £14.45 for Conditioning Mix. Other examples are Performance Cubes at £11.75, Condition Cooler Mash at £11.95 and Veteran Mix at £13.25.

Each product benefits from generations of knowledge as it’s manufactured in Cheshire by HJ Lea Oakes, one of Britain’s longest established independent animal feed producers. The company dates back to 1675 when the Lea family began milling feeds for local farmers.

Equerry horse feeds are formulated by experienced nutritionists, using only the best quality ingredients. They are produced under the BETA NOPS scheme, giving horse owners – particularly those who compete - peace of mind.

The range combines highly digestible fibre sources to support a healthy digestive system with cooked cereals where appropriate to provide a highly digestible source of energy.

All the feeds are balanced with vitamins and minerals to support health and well being. They also include quality protein sources for muscle development. t Equerry 01845 565640

Boot has unique closure system

THE new Bell Boot from Equilibrium Products’ Stretch & Flex collection has a patent pending closure.

The touch and close system closes flush with the boot’s surface, giving a sleek look and secure fit with no protrusions.

Made from tough TPU with a soft 5mm Neoprene lining, the Stretch & Flex Bell Boot can be used for schooling, hacking and everyday riding. It offers all round protection from knocks, scrapes and overreach injuries.

Adjustable and easy to fit, it comes in two sizes and two colours, black and white. The RRP is £29.95.

Equilibrium Products recommends its Tri Zone overreach boots for show jumping and eventing. t Equilibrium Products 01442 879115 www.equestriantradenews.com

Winter Horsecare

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Weathering the winter Winter is no longer necessarily about frosts and deep snow. Recent mild, wet ones have presented different challenges for owners and retailers alike, says vet Tom Beech.

Time spent in wet conditions allows infection in through soaked, soft skin.

Mild and wet Wet weather brings mud and all the problems associated with it, such as mud fever, hoof abscesses and rain scald.

As a retailer, drive home the message that prevention is better than cure.

Spending too long in wet conditions allows infection in through soft, soaked skin/ hoof. So the best advice you can give owners is to allow their horses to get dry regularly.

Useful items to stock are various barrier creams, anti-bacterial washes, hoof treatments, poultice boots and pads, brushes, rugs and bandaging equipment.

MUD FEVER: This is caused by nasty bacteria found in the mud that get into the wet skin of horses. Some horses are more susceptible and often those with white hair and pink skin around their pasterns get it worse.

In most cases, the skin infection can be dealt with by removing the scabs, keeping the leg away from mud,

cleaning the leg with a dilute anti-bacterial wash and, if there is swelling, applying an appropriate compressive bandage.

In some cases however it’s important that veterinary antibiotics and antiinflammatories are used.

Some people try to use a barrier cream that prevents the mud from affecting the leg. This could be fine, but really you need to let the skin breathe and also not get too wet. Finding the right barrier cream is quite tricky, and for that reason I personally do not tend to use it as a preventative measure.

I do, however, suggest creams that can re-moisten the skin following the antibacterial wash. Anti-bacterial wash can dry the skin, but a barrier cream can help keep the skin supple rather than letting it get too dry.

Obviously, overly wet skin is the culprit here but overly dry skin allows infection in too.

ABSCESSES: These are the bane of some horses’ winters.

In my experience it’s the Thoroughbred hoof that tends

OCTOBER 2014 EQUESTRIAN TRADE NEWS

It’s important to stock a variety of thicknesses of weatherproof rugs. to suffer the most – and even more so if the feet have not been attended to by a farrier.

Any cracks or defects to the hoof allow infection in. Furthermore, the wet ground will act to soak the sole and allow infection into the hoof. The softened sole will also succumb to bruising more easily, which in its own right can lead to an abscess forming.

As a retailer, the same advice could be given as for the mud fever - to reduce the time spent out in the mud.

This could actually boost your bedding sales... You could also suggest that the hooves should be picked out daily and stones removed. Owners are more likely to catch a problem

early when feet are checked regularly for soreness and heat.

Every yard should have an abscess treatment kit comprising poultice boots, poultice material, antibacterial washes, gaffa tape, vet wrap, hoof pick and sissors. Many cases need the help of a vet and farrier to ensure that the abscess is correctly dealt with, but owners with their own gear

It’s not only field kept horses that are vulnerable to mud issues. This horse had been hunting. Photo courtesy of NAF.

www.equestriantradenews.com

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Well rugged horses can enjoy the snow. Photo courtesy of Sita Karlzen of Swedish retailer Stikon AB.

can usefully do the poulticing themselves.

RAIN SCALD: This is not that common unless the heavens really open and the horse has no shelter for a sustained period. The normal bacteria found on the outside of the horse’s skin can enter the body through the soft, soaked skin and cause infection.

You often see this along the midline of the horse’s back where there is a natural parting in the hair; while in the larger horse/pony there’s a furrow where rain water can sit.

If a customer is concerned about a condition, always advise horse owners to call their own vet to provide appropriate diagnosis and treatment.

From a retailer’s point of view, it’s important to stock a variety of thicknesses of weatherproof rugs. A thin, rain-proof rug is ideal for those horses/ponies that do not have any obvious shelter yet can cope with the temperature.

Rain scald is treated much in the same way as mud fever, so the same items tend to be used for both.

Frost and snow There’s talk that we’re due a cold winter, so it’s best to be prepared.

Most obviously, hard ground in frosty conditions can lead to bruising of the sole as well as causing strain injuries when slippery.

Cold weather can bring problems to elderly horses in particular. They’re more likely to be stiff due to arthritis and also far more susceptible to slipping on frosty ground. www.equestriantradenews.com

Importantly for all equines, cold weather affects water sources. Frozen buckets and tubs can lead to dehydration, with the old or young equally affected.

Hunger can be an issue too when snow-covered grass is hard to get to and hay is difficult for the elderly mouth to chew.

Retailers should encourage owners of elderly horses to invest in good quality rugs and consider a mash-type feed that’s easy to eat to help maintain sufficient energy levels.

If the ground remains consistently hard, hoof boots might be an option for some.

Insulation of water sources and ice-breaking items are also essential.

Changeable weather All too often our lovely British weather means it’s crisp and dry in the morning, followed by gale-force winds in the afternoon, rounded off with hail in the evening.

With adequate hard standing, ample water and sufficient shelter, owners can usually be ready for most eventualities or at least easily adapt. For those who only have an open field, then it’s a daunting task to manage changeable weather.

The key is to spend the time checking that the horses are coping well and that their basic needs are met.

An example might be getting a rug on a horse before it gets wet or noticing the early warning signs of mud fever.

Maybe one service you could provide as a retailer is a copy of a five-day weather forecast on a board with suggested items to help owners cope displayed beside it.

Winter Horsecare

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Batten down the hatches... ...winter’s on its way so it’s time to stock up on seasonal products.

Breathe easy MAXABREATHE is designed to help and support the equine respiratory system and maintain healthy breathing.

It contains a patented Green Lipped Mussel extract called SuPerna. This is naturally high in Omega 3 ETA fatty acids, known for their natural soothing properties which help ease irritated airways to combat coughing and wheezing.

MaxaBreathe also includes important antioxidant ingredients as well as soothing herbs.

The RRP is £29.85 for a 900g tub, 30 days’ supply for the average horse. t Maxavita 08450 752754

Dual pronged attack on mud RECENT wet and mild winters have caused mud-dwelling bacteria to become the bane of many horse owners’ lives.

Hilton Herbs is helping them fight back with a new feed supplement that can be used in conjunction with a lotion.

Mud Defender contains herbs with anti-bacterial properties and that are rich in essential fatty acids. Over time, they help improve the skin’s natural resistance to wet and mud, says Hilton Herbs.

Mud Defender Lotion, rich in aloe vera, echinacea, and propolis, helps soften scabs and encourages skin regeneration. Pleasantsmelling, it’s suitable for all-over body use. t Hilton Herbs 01460 270701

OCTOBER 2014 EQUESTRIAN TRADE NEWS

Washing machine’s best friend

THE horse owner’s washing machine seemingly never stops over winter. But heaven forbid her husband finds horse hair in his underpants!

The Horsewear Wash-Bag from Moorland Rider enables washing of dirty turnout socks, bandages and horse towels in a domestic machine without fear of hair or grit clogging up the filter.

The user puts dirty items inside the bag, fastens the zip and puts it into the washing machine. The bag acts like a filtration system, allowing water and detergent through to wash the contents, but preventing anything that shouldn’t from leaving.

The Horsewear Wash-Bag can also be used as a laundry bag to transport horse clothing to and from the stables.

Available in black, white or orange, in three sizes, RRPs are from £8.95. t Moorland Rider 01782 397796

TLC for hooves KEEPING hooves healthy during a wet winter is made easy with the Absorbine Hooflex range.

Absorbine Hooflex Magic Cushion hoof packing is proving a very popular product, says the manufacturer W F Young.

Thermographic tests show that the formula starts working to reduce heat in hooves within one hour. It also cleans, and is ideal for horses with bruised soles or abscesses due to rain-softened hooves.

Absorbine Hooflex Original and Liquid Conditioners are made from nine ingredients chosen because they help maintain healthy new hoof growth.

Wet winter weather provides perfect conditions for bacteria and fungi to proliferate in horses’ feet. Absorbine’s Hooflex Frog & Sole Care has been developed to eliminate odours. Applied with a squeeze applicator, the liquid formula penetrates the frog and sole tissue without stinging or staining.

Absorbine hoof care products are available from wholesalers. www.equestriantradenews.com

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Winter Horsecare

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Looking good, feeling great NAF formulated its ‘Love the SKIN he’s in’ products to complement one another.

The collection works from the inside and out to offer a skin care regime for equine lumps, bumps, rashes and irritations.

‘Love the SKIN he’s in’ Skin Wash is for gentle yet effective cleansing of damaged and/or challenged skin. It can be used as a hot towel wash following clipping, cold for a refreshing cleanse or applied directly in concentrated form to specific areas of skin.

And a bonus for your customers is that every one litre bottle comes with a free deep cleansing towel.

The wash is supported by ‘Love the SKIN he’s In’ Skin Supplement. Rich in naturally sourced anti-oxidants, it’s useful during times when seasonal irritations are likely to occur.

Also available from NAF are ‘Love the SKIN he’s in’ Skin Spray to mist over irritated areas of flaky skin, lumps, bumps and rashes; plus ‘Love the SKIN he’s in’ Skin Salve which is water based, absorbs easily and leaves no residue.

International dressage rider Emile Faurie turned to NAF’s range following a horse’s bad reaction to clipper oil.

“The products worked so well that within one month, Charlie’s skin was soft and his coat took on an amazing shine,” said Emile.

“I was able to ride him again and get him back out to competitions, where he looked and felt great.” t You and your customers can call the NAF advice line on 0800 373106

Home and dry WARMWICK leg wraps are made in England by Harpley Equestrian from thermal fabric that wicks away moisture.

The three-layer fabric comprises two thermal outer knitted layers sandwiching cushioning polyproplylene fibres in a padded, quilted pattern.

The product gets legs dry quickly, thus helping ward off conditions such as mud fever.

It also keeps them warm, which may help horses inclined towards stiffness in cold weather.

Wide Velcro straps over the whole length of the wraps spread pressure, give gentle compression and ensure a secure fit. Web down strips provide strength and durability. A version with magnets is available too.

Available in pony, cob or full size, colours are plain navy, anthracite/silver or black/red. The RRP is £57 for a set of four. t Harpley Equestrian 0115 961 1537 OCTOBER 2014 EQUESTRIAN TRADE NEWS

www.equestriantradenews.com

21 Time for bed

GOOD bedding can make all the difference to a horse’s well-being over winter.

Verdo Horse Bedding is a heat-treated wood pellet product. And while it’s rapidly becoming more to the modern horse owner’s tastes, it’s certainly not to their horses’ – because it’s highly unpalatable.

In the bag, this bedding looks like pony nuts. Once activated with water, it transforms into a soft, fluffy bed.

Manufactured at Verdo’s own UK production plants, 364 days a year, this bedding has a low dust content and absorbs three times its own weight in liquid.

The RRP is £5.65 to £5.95 per bale. t Verdo Horse Bedding 01264 342 009

It’s so soothing HEEL to Hoof Soothing Cream from Barrier Animal Healthcare can be used as a barrier to protect vulnerable areas from water, sharp grit and dirt.

Designed to keep skin supple without sealing or impairing the natural function, it’s rich in lanolin BP and concentrated herbal oils with anti-bacterial, anti-fungal and soothing properties.

Calming sore, cracked, pink areas and helping to restore hair loss are some of its attributes. It can help scabs soften, loosen and fall away naturally without pain to the animal.

Towel dry for cosy comfort AS ETN’s vet points out, allowing horses to dry out regularly is one of the best ways to avoid the likes of mud fever and rain scald.

The Easidri Grooming Towel is ideal for drying awkward areas such as legs and, in particular, heels.

It absorbs water like a sponge but moves like a towel, removing water from the wet horse’s coat as it passes.

Easidri can be wrung out as needed. After use and while still damp, it folds into its plastic storage case or can be machine washed or disinfected as needed.

Available in small, medium and large sizes, with RRPs from £11, it’s available from wholesaler Trilanco. www.equestriantradenews.com

EQUESTRIAN TRADE NEWS OCTOBER 2014

BETA Member’s Page

WEG SUCCESS IN THE FACE OF ADVERSITY

W

e’re back! After two weeks promoting British manufacturing, products, design and services at the World Equestrian Games, in Caen, France, it was good to return to the BETA office knowing that we had put the nation firmly on the map at this high-profile event.

BETA’s British Pavilion, with its red, white and blue branding and eye-catching bunting, provided the perfect showcase for us and eight companies – Dodson & Horrell, Dengie Horse Feeds, Shires Equestrian Products, Hallmarq Veterinary Imaging, Equilibrium Products, Racewood, Mount St John Equestrian and Racing Blue – offering a diverse range of goods and expertise.

We were also pleased to help companies that wished to have a presence but were unable to attend by highlighting their work in our product and

literature display.

Racewood’s jumping simulator proved popular with visitors to the pavilion and even WEG competitors took their turn to try out their skill in the saddle. Another highly popular attraction was the BETA prize draw to win a fabulous collection of British goods.

Getting to WEG was not the easiest trade mission because red tape and stringent protocol made it challenging, to say the least. Once under way, organisers were criticised for poorly planned infrastructure causing a wide range of problems, with everything from not enough toilets to inadequate travel systems.

Despite these pitfalls, our visit proved a successful one, allowing us to raise the flag for Britain and its impressive equestrian industry, and explore the business potential that France and the wider equestrian world offers.

BETA’s British Pavilion played host to equestrian companies seeking to raise awareness of their products before an international audience.

Photo: Chris Hustler

WEG mascot Norman wows young visitors. Photo: Bob Hook

Alison Sherwood-Bruce, of Equilibrium Products, chats to gold medal-winning para-dressage rider Lee Pearson. Photo: Bob Hook

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BETA Conference – make it a date!

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on’t forget that the BETA Conference and AGM takes place this month, at Whittlebury Hall Hotel & Spa, Towcester, Northamptonshire, on Monday 13 October.

The day gives delegates a fantastic opportunity to hear a great line-up of speakers, including digital marketing expert Tim Fidgeon, former Horse & Hound editor Lucy Higginson, Trading Standards officer Sylvia Rook , video production expert Jo Warrilow, of Equine Events UK, and Sarah Green, of specialist market research agency Sportswise.

There will also be plenty of time for networking over lunch and coffee breaks. Registration

takes place at 9am for those attending the AGM, which is a chance to catch up on what your trade association has been doing for the past year, with the first presentation kicking off at 10.30am after the AGM, which is the chance to catch up on what your trade association has been doing for the past year.

Delegates can make the most of the event by booking in for a pre-conference overnight stay with dinner. For further details or to book a place, please contact the BETA office.

CPD courses coming up WE HAVE limited spaces available on two CPD for SQPs days taking place this month at Stoneleigh Park, Warwickshire: 7 October Avian module (41 points) – cost: £95 plus VAT per person for BETA members.

28 October General module, equine & companion (46 points) – cost: £60 plus VAT per person for BETA members.

If you would like to book a place, please contact Tina Hustler in the BETA office.

Winning Spoga for BETA trade mission THIS year’s visit to Autumn Spoga proved a definite hit with many of the 20 British companies that attended as part of our trade mission.

It was a particularly rewarding event for Derriere Equestrian, which won a Silver Spoga Horse Innovation Award for its Equestrian Padded Support System underwear for riders.

More than three-quarters of the BETA delegates attending received funding from UK Trade & Investment (UKTI). Companies in attendance included Abbey England, Airowear, Frank Baines Saddlery, Blue Chip, EMC/BETA International, Shires Equestrian Products and Neue Schule.

Autumn Spoga is always a popular trade show for British companies because our design and craftsmanship is so highly prized by the German and wider European market.

BETA has secured UKTI funding to subsidise an extensive programme of trade missions throughout the world, including forthcoming visits to Equitana Asia Pacific, from 20 to 23 November, and Equitana, Essen, from 14 to 22 March next year. Please contact the BETA office if you are interested in taking part.

For further information on any of the items mentioned here

CONTACT TINA HUSTLER AT BETA Tel: 01937 587062

The Racewood jumping simulator proves a real hit with WEG visitors and competitors. Photo: Bob Hook

OCTOBER 2014 EQUESTRIAN TRADE NEWS

Website: www.beta-uk.org Email: tinah@beta-int.com Stockeld Park, Wetherby, West Yorkshire LS22 4AW www.equestriantradenews.com

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Profile

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The making of a saddler Life-long saddler Frank Hastilow (81) was introduced to leatherwork by watching his father make headcollars for pit ponies. Now the patriarch of Hastilow Competition Saddles, he tells his story.

Frank winning first place in an SMS Saddle & Bridle Competition in 1990.

F

rom the day he left school at 13 until he retired at 72, my father worked at Walsall Wood Colliery where he became the animal welfare officer. On many occasions, I’d watch him as he repaired headcollars and halters for the ponies that were then used in the coal mines.

As a youngster, I was also fascinated by the local shoe repairer making waxed threads and using two needles and a stitching awl.

Inspired by this, and having obtained the necessary tools, I began repairing straps on cricket pads and replacing the stitching on cricket balls. Eventually I was allowed to assist my father with the headcollar repairs.

OCTOBER 2014 EQUESTRIAN TRADE NEWS

My endeavours with the cricket equipment paid off. Alf Buckley, the president of Aldridge Cricket Club, was a retired sales representative for Cliff Barnsby. He arranged for me to have an interview for the position of saddlery apprentice.

My encounter at the Walsall saddlery company with Tom Tibbits and Fred Pritchard went well; I was accepted and joined the workforce as soon as I left school at 15 in1948. My apprentice master was Oliver Morton. He was the best teacher I could have wished for and became a friend for many years.

In 1954, I was called up for National Service and drafted into the Royal Army Veterinary Corps. Before long, I was working in familiar territory - the army’s saddlery workshop in Melton Mowbray.

As well as repairing military saddles and harness, I also studied horse management and feeding.

My spare time and weekends were spent working in local Leicestershire retail saddlery shops including Hollinsheads and Milners. The extra cash was very welcome as I was due to be married to Sheila at the end of my army service.

I returned to Cliff Barnsby in June 1956 and was employed as a pieceworker at the bench. Here I enjoyed the company of many of the workforce, in particular Stafford Clarke. Stafford and I became great friends. He went on to found the Ideal Saddle Company in Walsall.

I had the pleasure of spending 15 years at Cliff Barnsby. However, due to my wife’s illness, the situation at home was becoming worrying and travelling to Walsall every day was increasingly difficult.

Entering into a partnership and starting a new venture appeared to be the way forward. Unfortunately, the partnership was unsuccessful and, over the years, proved to be a very costly personal mistake.

Spending more time with my wife and two sons, Ian and Andrew, meant work was pushed into second place. My wife passed away in October 1974.

Things took a turn for the better in 1978 when I was offered investment by John and Michael Vant, the brothers who

The Americans are prepared to pay for good quality, provided you give them exactly what they want. had established the wholesaler Westgate in Canterbury, Kent. I shall always be grateful to them for enabling me to form Hastilow & Company Ltd. We were manufacturing in Walsall and developed a close contact saddle.

We were soon receiving large orders from the Canadian market – in particular Cavalier Equestrian in Ontario - which took up 80% of our production. Our good UK customers included Sydney Free in Cirencester and E J Weeks of Lambourn.

However, to secure further export sales, some keen prices were agreed. Over time and due largely to the rising cost of materials, this meant a low profit margin.

Understandably Westgate eventually withdrew their support.

My elder son Ian had already joined us at Hastilow & Co, working at the bench and delivering finished work to customers in the home market. On his travels, he met a young lady called Sarah Bowler who worked for one of our customers in Surrey.

Ian and Sarah decided to set up a saddlery outlet in Haslemere, Surrey. It was 1984, and B & H Saddlery was a virtual overnight success with the proprietors forced to find larger premises within its first year.

Andrew, my younger son, had by now finished school. Although I was always careful not to put pressure on him, he wanted to join ‘Hastilow & Sons Saddlers’.

The question was: should the manufacturing side move south from Walsall to join the retail section in Haslemere? It was a hard decision, but with the benefit of 30 years’ hindsight, it was the correct one.

It’s fair to say now that what has become Hastilow Competition Saddles is www.equestriantradenews.com

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Team Hastilow, from left, Ian, Frank and Andrew pictured outside their new premises at Lickfold, West Sussex, to which they moved in January this year.

the largest family owned and run bespoke saddle making business in the south of England.

In 2005, I was honoured by the Society of Master Saddlers (SMS) with a Fellowship for long service to the saddlery trade. Ian, Andrew and I are all Master Saddlers.

We’ve have entered the SMS National Saddlery Competitions on many occasions. Over the years, we have achieved first, second and third awards, and also been highly commended.

The American market is extremely important to us, along with Holland, Finland and of course bespoke work for UK customers. And achieving good results at the SMS Competitions has undoubtedly helped attract this custom.

The Americans are

Frank Hastilow: saddler extraordinaire.

www.equestriantradenews.com

prepared to pay for good quality, provided you give them exactly what they want.

At the moment, for instance, there is a demand for patent leather insets in bright blue or red.

We have always been very particularly about the correct fitting of saddles, and in the future I believe this aspect will come to be even more important. We enjoy working closely with riders and their horses. Making a saddle for a horse and rider is like tailoring a bespoke suit for a discerning client.

We also value the passing on of saddlery skills. Since 2011, Andrew has been the Apprentice Master at Hastilow Competition Saddles and is at present teaching Victoria Scott. Also involved in the family business is Angie, office manager and Ian’s wife.

In January 2014, the Hastilow family firm moved to new premises in Lickfold, West Sussex.

On a personal note, I was remarried to Liz some years ago. I’m also lucky enough to have a granddaughter and three grandsons, one of whom [Andrew’s son] James, although still at school, is already helping out in the workshop on Saturdays.

And as for my future... I’m still enjoying coming into work from eight until five, five days a week.

Christmas Gifts

OCTOBER 2014 EQUESTRIAN TRADE NEWS

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www.equestriantradenews.com

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A time for giving

Get those till bells ringing with these great seasonal stock ideas.

WOODY The Walking, Talking Horse is guaranteed to put a festive smile on faces. He trots forward, shakes his mane and neighs. In bay and dark brown, he’s the must-have Christmas toy.

Also from Grays of Shenstone are Horse Head Grey Slippers, a modern twist on a best seller in children’s and adults’ sizes. And who can resist Gray’s bag range with its horse, horseshoe and carrot motif? The fresh, natural background ensures it enhances any outfit.

COUNTRYSIDE Greetings has launched a fun collection of shooting and equestrian-themed wrapping paper and luxury gift bags. The brainchild of photographer Charles Sainsbury-Plaice, the range features shotgun cartridge and pheasant plumage for shooting fans and a montage of colourful rosettes for horse lovers. Printed in the UK on 130gsm silk finish paper, each gift wrap set includes two sheets plus two gold self-adhesive tags. Gift bags include one designed for wine bottles. Trade price is £1.99 +VAT per pack of two sheets and two tags or £18.75 per 25 sheets. t Countryside Greetings 01789 778603

EURO-STAR Snowflake socks are designed for especially for riders. They have non-restricting cuffs, cushioned soles and strengthened heels and toes. In navy and grey melange, the RRP is £8.50.

DISTRIBUTOR Westgate EFI offers some great gift ideas, from Gold Label Gift Baskets and Compost Heap stationery, to practical Mark Todd fleece accessories and gloves. If bling is your customers’ thing, how about diamante encrusted browbands and these eye-catching Mark Todd Diamante Belts? t Westgate EFI 01303 872277 THIS cosy Darwen Hat from Sherwood Forest co-ordinates perfectly with matching scarf and mittens. Super stylish in light oatmeal or navy, they make an ideal combination for a crisp Christmas day.

The RRP is £7.95.

www.equestriantradenews.com

HORSE owners love practical presents - so what better than Golly Galoshes equine gaiters which keep bandages and boots clean? Made in the UK, in a variety of colours from smart navy and black to hi-viz fluorescents, they are quick and easy to put on and take off. RRPs are from £25.99.

EQUESTRIAN TRADE NEWS OCTOBER 2014

Christmas Gifts

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FOR customers who’d like to give their horses a healthy snack this Christmas, Equilibrium Products has launched a vitamunch gift pack. Wrapped for seasonal giving, each pack contains one vitamunch Heavenly Hedgerow with added rosehips, hawthorn leaf and cleavers, one vitamunch Marvellous Meadow with added dandelion, red clover and nettle plus a munch net. The trade price is £6.15 and the RRP £8.85. t Equilibrium Products 01442 879115

HIGH tech garments from Back on Track quite literally make warm-hearted gifts for horses, humans and dogs.

The collection features Welltex fabric, infused with ceramic particles that cause long wave infra-red heat to radiate back towards the body. This is said to increase circulation, maximise performance and help avoid injury. The range extends from horse rugs to travel boots, human base layers to knee and wrist wraps, plus canine products from dog beds to leg braces.

YOUR customers can give a taste of the good life with these ‘grow your own’ kits from ETL Developments.

Presented in bright packaging, they include everything the budding grower needs – seeds, propagator, pots and labels except the water. Kits include Quirky (unusual) Veg, Snazzy Salad, Nice and Spicy Chilli, Tantalising Tomato. New kits soon available are Percy Pumpkin, Edible Flowers, Super Foods and Vintage Seeds which are true to type from pre-1910. t ETL Developments 01977 796278

OCTOBER 2014 EQUESTRIAN TRADE NEWS

www.equestriantradenews.com

29 CHILDREN have spent the summer making them.

David Beckham and the Duchess of Cambridge wear them. And now equestrian retailers can jump onto the loom band craze, just in time for the Christmas season. The Loom Band Browband Kit from Your Gift Horse contains special browband ends, loom bands, crochet hook and full instructions.

So whether they want to craft a browband in patriotic red, white and blue, funky camouflage or glittery neon tones, the only limit is the youngster’s imagination. With an RRP of £11.99, these are great stocking fillers or pocket money purchases. t Your Gift Horse 01454 510102 THE versatile grooming tool MagicBrush has a limited edition set for the winter season. Presented in a box decorated with winter scenery, three MagicBrushes come in the new seasonal colour combination of Winter-Night, Snow-White and Ice-Blue. MagicBrushes’ special bristles – triangular and conically shaped – enable cleaning, grooming and massaging with one action. The brushes can be used on any part of the horse’s body, with the top making a handy sweat scraper. Horses love them as much as their owners. The limited edition set has an RRP of £11.80. t Trilanco 01253 888188

www.equestriantradenews.com

THE Kingham Ladies Cardigan from Toggi is made from a luxurious wool blend. With a full zip and flattering, fitted shape, the high neckline is just right for a chilly Christmas morning. In sizes 8 to 20, the RRP is from £60. Meanwhile the Rivers scarf is beautifully ‘floaty’ with a horse print in seasonal colours. It can be draped for a sophisticated look or wrapped up close for a super snug feel. Colours are claret or navy and the RRP is £15. t Finest Brands International 0113 270 7000

EQUESTRIAN TRADE NEWS OCTOBER 2014

Christmas Gifts For friends and family...

When customers ask for gift ideas for a pony-mad niece, trendy teenager or horsey dad, be prepared with these seasonal solutions.

For the trend-setting rider: The Rhinegold Patent/Crystal Tendon & Fetlock Boot Set is Neoprene lined with elasticated straps and double touch Velcro closures. A patent outer with fancy stitch and ‘crystal’ details will delight the recipient. Each set comprises one pair of tendon boots and one pair of fetlock boots. In black or white and sized pony, cob or full, the trade price is £17.50 per set.

30 For the horse: Made in finest leather, the Rhinegold Elegance Flash Style Bridle is slim-styled with a padded headpiece. There’s attractive stitching detail in contrasting white thread on the browband and noseband for a distinctive look. In black or Havana and sizes pony, cob and full, soft-feel rubber reins are included. The trade price is £34.50.

For style-loving teens: Rhinegold ‘Crystal’ Twin Stitched Breeches are the epitome of riding glamour. In stretch cotton / microfiber material, lines of sparkling, clear crystals adorn the front and rear pockets. Contrasting white stitching, belt loops and a full seat design round out these elegant and practical breeches. In black, navy or white, and sizes 24” to 34”, the trade price is just £24.50.

For hard-working horsey mums: With punched leather and stitching detail, a full zip, side tassel, buckle strap and smart embossed branding to the outside of the heel, the Rhinegold Spanish Style Bonita boot is as beautiful as its name suggests. Available in black or brown and sizes 4 to 8 (including 5 ½), they are priced to the trade at £69.50.

For horsey friends: Brighten up an everyday task with this soft body brush. With a polished wooden back and leather strap topped with elegant diamantes, it’s the perfect stocking filler.

The trade price is £3.50.

For a pony-mad niece: Bright, colourful flowers festoon this fun Rhinegold Flower Grooming Kit. Inside the blister packaging are a hoof pick with brush, dandy brush, rubber curry comb and body brush - everything a girl needs to keep her best-friend looking beautiful! Trade price is £7.50 per set.

For the long-suffering horsey dad: Rhinegold Adults Classic Leather Jodhpur Boots (below), in sizes 6-11, combine a traditional design with robust quality and great value. In leather with elastic sides and fabric tabs, they come in black or brown. Volume discounts are available, so trade prices start from just £11.50 per pair. t Snowhill Trade Saddlery 01243 672323

OCTOBER 2014 EQUESTRIAN TRADE NEWS

www.equestriantradenews.com

31 SUGGEST the gift of safety. This clever Packaway Hi-Vis Vest from Musto folds down into a neat zipped pack that can be clipped onto clothing or the saddle.

Perfect for hacking home after hunting or when caught out in poor light, it conforms to the EN471 standard and incorporates 3M reflective tape. The RRP is £10.

IF their horses are happy, they’re happy. So what better gift for the horsey person than this new Tubtrugs Drip Feed treat ball from Faulks & Cox? Retailing at under £15, it’s even presented in a ready-to-go gift box. There are some great point of sale material and merchandising aids available too. t Faulks & Cox 01455 848184

MADE from North American deerskin, Winter Rancher gloves from SSG are tough enough for cold weather riding and other activities.

The lack of inside finger seams on the gloves’ palm side makes for a comfortable feel.

A polar fleece lining adds warmth. In natural or black and sizes 6 to 11, the trade price is £16.75.

FAUX Fur Boot Liners from Equetech add glamour to wellies or country boots. Available in arctic wolf or bear, the cosy fleece keeps lower legs and feet warm while boots get a fashion boost. The RRP is £21.50; matching fur mufflers complete the look. t Equetech 01296 688966 www.equestriantradenews.com

CUTE impulse buy ideas from Carrots include this year’s new Me To You collection featuring the loveable Tatty Teddy character. Twin packs of Knee High Bling Socks, priced at £12, make the perfect ‘little something’; the pretty packaging is ideal for gifting too. The Me To You Mug has an RRP of £10 on its own, or it can be retailed as a set with Knee High Socks for £14 - or with cuddly Tatty Teddy for £16. t Carrots 01245 445362.

Christmas Gifts CHUNKY knit Barkstone arm warmers

by Puffa keep hands and arms warm. Thanks to their distinctive striped finish, this handy accessory teams up with matching hat and scarf – and any number of jackets and jeans. Colours are dark violet, rose pink and spruce, with an RRP of £11.85.

3-in-1 Riding Gloves from Caldene are the ultimate practical present. A removable base layer (pictured) with silicon grips and finger reinforcements can be worn for general use or close contact when riding. A durable outer glove has an elastic draw cord to keep out the elements and provide a secure fit. Each glove can be used on its own, or combined with the other to make a third option. The RRP is £27.49. t Matchmakers International 01274 711101 WITH two giftwrapped options, Mini Horslyx make ideal stocking fillers.

Your customers can choose from the individual Mini Horslyx with Christmas Wreath Wrap for RRP £3.65 in either Original, Mint, Garlic or Respiratory flavour, or purchase a Mixed Box of Mini Horslyx containing one of each flavour for £14.60. t Horslyx 01697 332592

32 Are you ready to cash in on Christmas?

RETAI L TIP

l Make every customer’s Christmas shopping experiences with you a happy one. A mince pie, soothing seasonal music and a cheery greeting go a long way. l What do we all need when Christmas shopping? Ideas, that’s what! So display gift ideas by price and/ or by recipient (mum, daughter, horsey friend etc).

Attentive sales assistants - offering suggestions, help and inspiration to shoppers – really come into their own at this time of year. l Dress up essentials such as grooming tools and haynets with tinsel to suggest that the practical is often the perfect present for horsey folk. l Go the extra mile. Offer a gift wrap service; stock cards, gift tags and wrapping paper. l Think outside the box. People have unusual needs at Christmas, so how about a few jokey items for the ‘secret Santa’ at the office ‘do’ or pony themed balloons for a children’s party? l Clothing and accessories are perfect for Christmas gifts for all ages and both sexes, not least because it’s cold and probably wet too at this time of year. As usual, display accessorised outfits to inspire the purchase of a jacket and scarf. l Stock some men’s items so those time-starved horsey women can treat their other halves to hats, jumpers, socks, gloves or even a new pair of wellies. l Consider offering gift vouchers and ‘gift receipts’. One will get customers coming into your store in January; the latter is good PR by making it easy for customers to return unwanted gifts. l Position inexpensive ‘impulse buy’ ideas around the store and by the till. Everyone needs a few little stand-by gifts in reserve in the run up to Christmas – so make sure they buy them from you. l When to start Christmas in store? Well, that’s a tricky one. Too early and it all looks a bit tired by 24 December; too late and you’ve missed the boat.

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Sponsors & Shows

• Light therapy system distributor Photizo UK, is supporting dressage rider Emma Brooks. Emma, who trains with world champion Charlotte Dujardin, uses the therapy as a preventative measure on her Lusitano stallion Zimbral before and after competition.

“I [initially] tested out my portable Photizo while away at Hartpury Festival of Dressage,” said Emma. “It is fabulous; we multi-tasked and used it while hand grazing on Zimby’s back and neck. I also used it on my sore shoulders. It really made a difference.”

• Saddle specialist Freedom Saddlery has a cosmopolitan portfolio of sponsored riders.

The North Wales based company, headed by Steph Bradley who is a qualified Master Saddle Fitting Consultant (MSFC), has recently started working with top young dressage rider Lottie Fry. Freedom Saddlery also sponsors Dubai based show jumper Farhang Sadhegi, who rides for Iran, and Irish grand prix dressage rider Kate Dwyer (pictured with Steph). The company does consultancy work in these countries too.

“The beauty of these sponsorships is my independence,” said Steph.

“These riders have strings of horses, so I can find the best saddle to fit them out of the range of manufacturers I deal with. My suppliers have been very supportive, with particular mention to Equipe and Fairfax.”

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• HorseHage has signed up Lincolnshire based international show jumper Spencer Roe to join its team of sponsored riders. A member of the British world championship team, Spencer and Wonder Why – pictured here – also produced an heroic clear round in the Dublin Nations Cup. Spencer rode for Andrew Saywell and trained with William and Pippa Funnell before setting up his own yard. “I realise the importance of feeding a dust-free forage such as HorseHage, as it can help keep my horses’ respiratory systems healthy, allowing them to perform at their best,” he said.

• Bedding manufacturer Plevin has signed a 12 month sponsorship deal with international event rider Angus Smales. The Leicestershire rider’s horses are stabled on Plevin’s Snowflake Supreme shavings.

“When running a stable of competition horses, it’s essential to find bedding which is warm, comfortable and absorbent. Plevin’s Snowflake Supreme ticks all the boxes and is proving very easy for my team and me to manage,” said Angus.

• The appearance of dressage superstar Carl Hester is bound to pull in the fans to this year’s Your Horse Live.

The show, with its well proven celebrity and shopping formula, takes place at Stoneleigh on 8/9 November.

Also set to dazzle the crowds is Luma the Lion – actually an eight-year-old Shetland pony disguised as a big cat. Already huge stars at major shows across Europe, Luma and his trainer Mélie Philippot make their Your Horse Live debut with a display of liberty work and dressage movements, plus a touch of comedy.

The popular Norbrook Rescue Village makes a return. A number of equine charities brought horses and ponies along last year – and they all found good new homes thanks to Your Horse Live visitors.

OCTOBER 2014 EQUESTRIAN TRADE NEWS

• American international showjumper Lauren Hough’s team of horses is being fed

by Dodson & Horrell. She is pictured with Mark Phillips with whom she is based in Gloucestershire.

“This is an exciting new arena for Dodson & Horrell,” said marketing director Sam Horrell. “We aim to establish our brand around the globe and the association with Lauren will enable us to reach the international market through showjumping”.

• The team from W F Young was cheering for Charlotte Dujardin when she added world champion to her Olympic and European dressage titles last month.

The American company recently began sponsoring the British rider via its Absorbine horsecare brand. “Even more than her accomplishments, it is her determination, ambition and unconditional love for a horse that we truly admire,” said Chris Jacobi, general manager.

As well as Absorbine, Charlotte’s other sponsors include Charles Owen hats, Equipe saddlery, Saracen Horse Feeds and Bucas rugs. www.equestriantradenews.com

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Supplements and Balancers

36

We’ve got the selling power!

Product knowledge is everything when it comes to helping your customers find the best feeds for their horses. ETN spoke to merchants from England, Scotland and Ireland who’ve been benefitting from a supplier’s training.

Lindsay Redfern and her horse Cae in the TopSpec aisle at Riseholme Feeds.

“You can’t get away with bluffing...”

It’s almost more important for staff to be trained than proprietors, says Margot Hendrie (above), director of Ayrshire based Merklands Feeds.

Margot attended a TopSpec retailer training day recently, but not before she’d sent four staff on an earlier one. “You can’t get away with bluffing now; you’ve got to know what you’re talking about when advising customers,” she said.

“And since the staff went on the course, sales of TopSpec have increased substantially.”

Margot said she found the training to be “in-depth to give you a really good understanding but not simplistic or condescending.”

In fact, she added, “it’s the best course I’ve ever been on.”

She also liked the academic nature of the day, with delegates sitting at desks with pens and paper, a test at the end and a folder of information – plus a completion certificate – to take home.

“It was really interesting from a nutritional perspective but it was all done in a way designed to help you sell more product,” said Margot. “The staff all came back more confident in their selling and with plenty of good information to tap into.”

Margot wasn’t the only one to praise the tea and scones provided during their day with TopSpec. She was also keen to commend the way in which this company supports the trade.

“TopSpec have arranged yard clinics locally [weighing consumers’ horses and advising on nutrition]. But they always give out vouchers for owners to spend with us [the retailer].”

“We all need a clear window to concentrate” There’s a complete TopSpec aisle at Riseholme Feeds – because this stockist is selling “more than ever” of the brand.

“TopSpec only launch what they know will work, that they have researched and can stand behind. Their back-up and support is phenomenal too,” said Lindsay Redfern who owns the Wysall, Nottinghamshire based retailer.

Commercially, it’s hard to take a day away from one’s premises.

But when TopSpec offered Lindsay a place on a training day at the company’s Yorkshire headquarters, she decided to invest the time - and therefore money. She took sales assistant Lesley Edwards along too.

“It was a full and very comprehensive day which enabled us to OCTOBER 2014 EQUESTRIAN TRADE NEWS

explore the feeds, and they way they work, in full,” she said. “Any time I spend with Nicola [Tyler, TopSpec director] is inspirational as she’s totally dedicated to the well being of the horse.”

And did the course justify taking two people away from the business? “It was very well worth it for both of us to be there,” explained Lindsay. “We enjoyed the day, had a look around the stud to see the feeding in practice and the hospitality was superb.

“But the best thing was getting away for the day. We often have on-site training, but it’s difficult because you get sidetracked all the time – someone will keep saying ‘can you just...’ and you never achieve that clear window to fully concentrate.”

Lindsay intends to pursue more opportunities with TopSpec in future. “We’ve already had their nutritionists and weighbridge down for an Open Day and that went extremely well with about 30 horses being brought to the store to be weighed.”

She also made the point that training is nothing without good products. “Even if an owner is on DIY livery with limited storage and limited knowledge, they can feed TopSpec [and forage] 365 days a year and know that their horse is looked after inside.

“And they don’t need to keep buying a bit of this and that to add to the diet, so there aren’t any shocks to their budget either.”

There’s no more enthusiastic exponent of selling horse feed than Lindsay. But, as she says, everyone needs a little inspiration...

“I learnt to match products to horses’ needs” Fiona Scott (right) made the journey from Ireland to attend a TopSpec retailer training course in May. It was only four weeks earlier that the Moate branch of J Grennan & Sons had started selling TopSpec. www.equestriantradenews.com

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Delegates like the academic nature of the training courses.

“I found the course very useful,” she said. “I got in-depth training in the nutritional benefits of TopSpec as well as how to assess horses and ponies and match the right balancer to their individual needs.

“The day was highly enjoyable in fantastic surroundings. Even though we had a huge amount to cover, it never felt rushed. The TopSpec

DID YOU KNOW...? l Six TopSpec nutritionists, including a vet, are available to offer you and your customers nutritional and management advice. l The multi-award winning TopSpec helpline is open 8.45am to 5.15pm five days a week and the answerphone is checked out of hours. Last year, one of the company’s advisors helped a vet with a grass sickness case on Christmas Day. l Retailers who call the helpline while a customer is waiting in store are given priority. The advisor will check that the recommended products are in stock too. l Retailer training days are attended by stockists from Aberdeen to the south coast. Help with travel costs is available for far flung delegates. l Half day, in-store training is available for new members of stockists’ staff; along with topical training for all retailers and wholesalers. l TopSpec encourages interprofessional co-operation, so its nutritional advisors regularly work with vets, physiotherapists, equine dentists, trainers and farriers.

Members of the team cover specialist areas such as breeding. l Colourful point of sale brochures and banners are available. A useful selling tool is a series of nutritional articles, printed copies of which are available to stockists to hand out to customers (after which they’re replaced by TopSpec). l TopSpec’s business development managers (BDMs) visit stockists on average every six to eight weeks offering support, ideas and a friendly ear. www.equestriantradenews.com

team were extremely hospitable and couldn’t do enough for us.”

Fiona also appreciated the chance to network over an excellent lunch.

“There were four of us over from Ireland. Our businesses are spread out across the country, so it was nice to touch base with the others.

It was also great to put faces to the names at TopSpec,” she said. l The TopSpec stand spends 100 days at shows and events each year. Although the team advises consumers and hands out vouchers to spend with local stockists, bagged product is never sold from the stand. l There are more than 50 TopSpec sponsored partnerships competing in every equestrian discipline.

Many are up and coming combinations for whom featuring in a TopSpec Horse&Hound advertisement is almost as exciting as winning a big competition! l All sponsored partnerships were already using TopSpec before being signed up. As brand ambassadors, such as Daniel Moseley pictured here, they spread the word to pupils, peers and fellow competitors. Product is supplied to sponsored riders via their local trade outlets. l TopSpec supports equestrian activity from pleasure rides to top championships in all disciplines throughout the UK and Ireland. l Many retailers benefit from running open evenings in conjunction with their local riding clubs, Pony Club branches, veterinary practices or livery yards.

TopSpec BDMs can provide all the trimmings to help make this happen and ensure it’s a success. l TopSpec supports the trade still further by sponsoring the Coffee Shop at BETA International as well as exhibiting at the world famous trade fair. “It’s a great opportunity for us to talk to retailers in a tradeonly, confidential environment and to get lots of feedback from our stockists,” said Nicola Tyler, director. l TopSpec maintains a policy of supplying its products through the trade.

EQUESTRIAN TRADE NEWS OCTOBER 2014

Supplements and Balancers

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Balancing act ETN whets your appetite with the latest in supplements and balancers.

Joint approach

With well-being in mind...

TOPSPEC Joint Feed Balancer is a palatable, non-heating feed that combines the benefits of a top specification conditioning feed balancer with a joint supplement.

It contains a multi-supplement including the levels of micronutrients and digestive aids normally only found in high quality specialised supplements.

Using TopSpec Joint Feed Balancer supports the maintenance of healthy joints, promotes muscle development and topline, optimises bone strength, greatly improves hoof quality and produces a supple skin with an exceptionally shiny coat.

The product contains the veterinary recommended rate of glucosamine in a daily quantity of feed to support healthy joints ie. 10 grams of glucosamine/500kg horse/day.

It’s also rich in the building blocks for hyaluronic acid (HA) and chondroitin.

TopSpec Joint Feed Balancer is available in 15kg sacks, RRP £35.50. t TopSpec 01845 565030

HORSES rely on a balance of nutrients to maintain overall health and wellbeing, says Spillers.

These include antioxidants, such as selenium and vitamin E, to maintain a strong immune system.

Methionine, calcium, zinc and biotin are particularly important for strong hooves and a healthy coat and skin while amino acids - the building blocks of protein - help support tissue repair and muscle tone.

Balancers are concentrated feeds designed to supply these important daily vitamins and minerals, together with the quality protein that horses on forage-only diets or low levels of feed need.

Fed in small quantities, usually by the cupful and without additional unwanted calories, balancers often also contain functional ingredients such as live yeast to support digestive health or glucosamine to support healthy joints.

Feeding balancers, which tend to be low in starch, can also help your customers’ lively horses keep their cool.

There are five balancers within Spillers’ range. Spillers Original Balancer gives the flexibility to feed a variety of horses and ponies across a yard.

Spillers Lite Balancer is designed for good doers and the overweight. Spillers Senior Balancer offers nutrition and joint support for the older horse or pony.

Spillers Performance Balancer delivers additional essential vitamins and minerals necessary to support the equine athlete.

Spillers Gro ‘N’ Win Stud Balancer meets the increased nutritional needs of foals, youngstock and pregnant or lactating mares.

With clear point of sale material and easy-to-use product guides, Spillers makes it simple for your customers to make the right feed decisions in-store. t Mars Horsecare 01908 222888

Cost-effective performer BAILEYS Lo-Cal balancer is a cost effective option for ensuring the good-doer or laminitis-prone receives a balanced diet.

Ideally used with forage as part of a calorie-controlled diet, it contains a full spectrum of vitamins and minerals, including bioplexes and important antioxidants.

Lo-Cal also contains the nutrients essential for healthy hoof growth, including biotin, methionine, zinc and calcium, plus other amino acids to promote muscle tone and tissue integrity.

Baileys Performance Balancer was developed to ensure that working and competing horses receive correct nutrition without adding to their waistlines.

It contains performance levels of vitamins and minerals, including Sel-Plex organic selenium, as well as Yea-Sacc and Digest Plus prebiotic to ensure gut efficiency. These ingredients also support fibre digesting bacteria, of particular importance if fibre intake is restricted to control calories. t Baileys Horse Feeds 01371 850247 OCTOBER 2014 EQUESTRIAN TRADE NEWS

Mineral with many benefits EQUITOX SZA – containing pure zeolite - is a low cost feed supplement said to have many benefits.

The new product from Next Filtration contains a specific type of the mineral zeolite, namely clinoptilolite, which originates from volcanic activity.

Equitox SZA is available as granules or pellets for inclusion in the daily diet. It can also be supplied for use as an ingredient in feeds and supplements.

Next Filtration uses zeolite in other areas of its business including the filtering of drinking water and improving the environment in aquaria. Mike Smethurst, of the company, says he has identified benefits for horses too.

One is Equitox SZA’s ability to ‘mop up’ toxins in the horse’s gut.

The second, which is supported by a published study of young quarter horses in America, is based on the silicon which clinoptilolite has in its chemical make-up.

In the study by Dr Brian Neilson, a professor of equine exercise physiology, found that supplementation with Equitox SZA - in conjunction with a well managed exercise programme - provided the opportunity to improve skeletal development.

Equitox SZA can also be used to enhance the stabled horse’s environment, by removing ammonia fumes from the loose box or horsebox. t Next Filtration 0791 771 3285 www.equestriantradenews.com

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Supplements and Balancers

40

Young horses shape up

First aid at the ready

FEWER young competition horses are either too fat or too thin, says a leading equine nutritionist.

As part of Baileys Horse Feeds’ sponsorship of the BEF Futurity Young Horse Evaluations, nutritionists from the company assess each entrant’s body condition and muscling.

This year, they were delighted to see few extremes as far as condition scores were concerned.

“It was good to see some very well presented young horses with only a few overall that were a bit podgy and some that were a little lean,” said Liz Bulbrook, director of nutrition at Baileys.

“The evaluations are a great opportunity for us to explain to receptive breeders the importance of optimum nutrition to support correct growth.”

The key to producing a strong, healthy youngster is to encourage and maintain consistent, even growth, added Liz. “When grass is plentiful, as it has been this year, Baileys Stud Balancer is the ideal choice to provide essential nutrients, without the calories associated with a stud mix or cube.

“Its quality protein provides the building blocks for muscle, tendon and other tissues, whilst the vitamins and chelated minerals support even growth.”

Stud Balancer can be fed from three months of age and is particularly suited to natural good-doers, such as warmbloods and ponies.

VETROFEN Intense is now available in an Instant Syringe form – perfect for the first aid kit.

The concentrated, apple flavoured gel formula provides support to horses and ponies when they require assistance in dealing with discomfort, says supplier Animalife.

New promotional twin packs are available, inviting customers to ‘buy one 30ml syringe of Vetrofen Intense Instant for £24.99 and get another free’. Vetrofen Intense daily formulation is also available. t Animalife 0845 365 00 50

Trickle feeding

HORSLYX licks are formulated to balance the deficiencies in forage and grazing.

Essential vitamins, minerals and trace elements support vitality, while biotin, methionine and zinc are included for healthy hooves.

Available in four varieties - Original, Respiratory, Mobility and Garlic - Horslyx is extremely palatable and allows the horse to trickle feed. It can also help minimise stress and reduce boredom when stabled.

Horslyx is available in 5kg, 15kg and 80kg tubs with RRPs from £10.75. t Horslyx 01697 332 592

Perfectly poised ULTIMATE Balancer from Dodson & Horrell offers horses all the essential vitamins and minerals needed on a daily basis. It also provides antioxidants to support health.

The product is ideal for feeding on its own to horses and ponies requiring a low intake of feed or for those fed less than recommended levels of concentrate feed.

Ultimate Balancer contains 30mg/kg of biotin to support hoof health and has a high B vitamin content to help maintain energy metabolism.

Added prebiotics promote a healthy digestive system. t Dodson & Horrell 0845 345 2627

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Supplements and Balancers 42 Help for hooves NETTEX developed Biotin +, which provides 50mg of biotin per feed, to help horses’ hoof condition.

The product aids the formation of the protein keratin, from which most of the hoof wall is made, helping maintain hoof strength to cope with the rigours of exercise.

It takes approximately nine months before hoof cracks, splits and weaknesses begin grow out. So a hoof supplement must be fed consistently.

Biotin + has added vitamins, minerals and nutrients important to hoof health.

These include methionine, zinc and manganese. Vitamins A and D3 help with general health and tissue formation while MSM is an essential component of connective tissue.

Biotin + is part of the Nettex hoof care range. Pictured is Carl Hester’s head girl Fiona Lawrence dishing out the Biotin +. The product’s RRP is £14.50 for 1kg or £36.99 for 3kg. t Nettex 01634 257150

Good gut feeling MAXABIOTIC contains natural prebiotic and probiotic ingredients.

The supplement from Maxavita is designed to maintain a healthy digestive system as well as maintaining regular gut function.

MaxaBiotic contains a patented Green Lipped Mussel extract SuPerna, which is naturally high in Omega 3 ETA fatty acids. These ETA fatty acids have natural soothing properties which help to ease irritation, allowing the horse to feel more comfortable.

Added brewer’s yeast helps maintain intestinal health in addition to a healthy and balanced digestive system. These ingredients also help to encourage the growth of friendly bacteria, important for regular gut function.

The RRP is £24.95 for a 900g tub or 30 day supply. t Maxavita 08450 752754

Packaging makeover EQUIMINS’ Advance Concentrate Complete forage balancer has had a packaging makeover to highlight its money back guarantee.

The balancer complements a forage diet, ensuring that the horse receives all the vitamins, trace elements and bioavailable minerals it needs.

In addition, it contains probiotics and saccharomyces cerivisae yeast to support the gut.

“It’s a really popular product for us and we know that when owners try it, they love it,” says David Willey, managing director of Equimins.

Under the money back guarantee, if Advance Concentrate Complete is added to the horse’s normal feeding regime and the owner hasn’t seen any improvement in condition after feeding it for two months, they’ll receive their money back. (Terms and conditions apply) Available in powder or pellet form, it’s is available in 1.2kg, 2kg, 4kg and 10kg quantities at RRPs from £13.55. t Equimins 01548 531770 www.equestriantradenews.com

43 Vitamins for vitality VITAL-V, new from Horse First, provides the essential multi-vitamins horses require for optimum health and vitality.

Horses, such as competition animals, that lack regular access to grazing require extra vitamins to supplement their diet.

The same goes for young, growing horses, and those recovering from illness or injury as well as pregnant and lactating mares and breeding stallions, says Horse First.

The vitamins in Vital-V can help utilise energy from food and maintain healthy cells. The product is in liquid form for rapid absorption and fast results.

A specially designed, accurate dispenser ensures the correct amount is given every time, with no waste.

For five star condition NAF Five Star Optimum restores and maintains condition, topline and health.

It’s designed to maximise the nutritional value of the daily feed ration, and optimise the health and efficiency of the digestive system.

Concentrated and easy to feed, Optimum comes in a palatable pellet form so can be fed from the hand when a daily feed is unnecessary.

It’s formulated to complement high fibre, low concentrate or performance diets.

The RRP for 3kg (a 30 day supply) is £27.50. t 0800 373106

Trial data backs new product SCIENCE Supplements has launched another supplement with trial data behind it.

RespirAid, a formulation of antioxidants, essential trace elements and MSM, was shown in a study to help reduce airway inflammation and signs associated with respiratory disorders.

In a trial involving 37 horses with evidence of respiratory ailments, results were seen within six days. (See the graph).

Respiratory disease and allergies are common in horses. The cause is often environmental factors such as bedding, ventilation, stress, travelling and mixing with other horses.

Respiratory disease and allergies develop when particles, such as dust, mould, pollens or fungi, are inhaled and trigger an exaggerated immune response.

Allergens can cause irritation to cells lining the airways which leads to inflammation. This is turn results in mucous secretion and constriction of the airways. Inflamed airways and mucous restrict airflow and reduce a horse’s pulmonary function leading to impaired health and performance.

RespirAid is available in a 510g pouch or 2kg tub from wholesaler Trilanco or directly from Science Supplements. t Science Supplements 0845 6800606 www.equestriantradenews.com

Supplements and Balancers

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NOPS: the inside track When The Queen’s racehorse Estimate failed a dope test this summer, the BETA NOPS scheme was catapulted into the headlines. Claire Williams, BETA’s executive director, explains why.

Q. What is NOPS? A. The BETA NOPS Assurance Scheme was set up to help minimise the risk of feed contamination by naturally occurring prohibited substances.

Manufacturers belonging to the scheme are required to evaluate the risk of a NOPS contamination during every step of the sourcing, storage, transport and manufacturing process.

The NOPS code focuses on a defined list of prohibited substances agreed in consultation with the sporting regulators. In addition to an early warning system to alert

all members of contamination risks, each company is independently audited on an annual basis.

Q. What was BETA’s role during this summer’s well publicised case of The Queen’s racehorse Estimate testing positive to morphine?

A. After five years without any contaminations involving morphine, we experienced two contaminations of two different ingredients included in horse feed. This made a complicated picture even more challenging.

BETA’s role involved assisting

the companies affected in investigating the sources of the contamination, liaising with the racing authorities and sending out regular updates to the members of the NOPS scheme to inform them of the raw materials at risk so that they could check their own sources and, in liaison with BETA, check that they were not affected.

Q. Some non-feed related BETA members may be concerned that NOPS is placing an undue strain on the trade association’s time, resources and funds? Is

this the case?

A. BETA NOPS members pay an additional annual subscription fee on top of the standard membership fee and this, together with the additional income generated by the annual Feed Conference, funds the costs of the scheme.

To a great extent, the existence of the NOPS scheme also helps to reinforce BETA’s position in ensuring a safe environment for riders to engage in their sport. It also offers manufacturers the ability to safeguard themselves and reduce the risk of contaminations occurring.

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BETA launched a leaflet and wall chart earlier this year outlining ways for riders to reduce the risk of feed contamination in their yard including the use of NOPS accredited feed.

Q. Who does BETA NOPS primarily support and protect - feed manufacturers or riders?

A. The BETA NOPS scheme supports feed companies, riders and trainers by reducing the risk of contamination happening. In the worst case scenario, it can mean that the penalties imposed on riders or race horse trainers are reduced.

In the case of racing, if there’s a clear and established link between a positive post-race sample and contaminated feed, while the horse will still lose the race, the penalties imposed on the trainer are reduced.

BETA constantly monitors its member companies for breaches of the NOPS code and liaises with the independent auditors to ensure that any inconsistencies are followed up.

Q. Given the massive media attention it attracted, did the Estimate incident give competitors a wake-up call?

A. More than anything it has hopefully made trainers more aware that they need www.equestriantradenews.com

Retailers should be aware of the NOPS scheme so that they can advise customers of appropriate feed and supplements for their level of competition. to keep records of what they are feeding the horses they’re training and racing.

The average competition rider is probably more aware than ever before but we (BETA and the BHA [British Horseracing Authority]) have struggled to get trainers to take responsibility for recording the necessary information that will assist us when trying to track and identify the sources of contaminations in feed quickly.

Many trainers forget that everything that is consumed by the horses in their care is classed as feed – including

Supplements and Balancers 46 The average competition rider is probably more aware than ever before of the dangers of accidental doping.

supplements and straights.

Many also expect their suppliers to keep details such as batch numbers. If trainers were to keep stricter records, then it would greatly speed up the process of tracing incidents.

Q. Eventer Jock Paget forfeited his 2013 Burghley victory over a doping incident, although he personally was later ruled to be at no fault. However, the case highlights how riders are ultimately responsible for what enters competing horses’ bodies. How is BETA helping consumers understand the issues and avoid a similar fate?

A. BETA launched a leaflet and wall chart earlier this year outlining ways for riders to reduce the risk of feed contamination in their yard including the use of NOPS accredited feed.

We have also undertaken a series of media briefings and are planning to run rider education days before next year’s competition season.

Q. How does NOPS affect retailers?

A. Retailers should be aware of the NOPS scheme so that they can advise customers of appropriate feed and supplements for their level of competition. NOPS do not just come from manufactured feed but are a risk when travelling and in the yard, so retailers should also be aware of the steps riders and trainers need to take to play their part in reducing the risk of contamination.

Q. What’s the future for the NOPS scheme?

A. The scheme continues to grow with new members being added monthly. We are constantly assessing whether there are changes necessary to the range of NOPS substances.

We will be meeting with the racing authorities and the National Trainers Federation in the near future to discuss streamlining the reporting systems following positive post-race sampling and ensuring trainers keep appropriate records. t BETA 01937 587062 or visit www.beta-uk.org for a list of companies accredited to the NOPS scheme. www.equestriantradenews.com

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Soaking up the goodness A supplement can be packed with fantastic ingredients. But unless the horse can access the benefits, you may as well empty the pot down the drain. Dr David Marlin explains bioavailability.

B

ioavailability describes the extent and rate at which drugs or other nutrients given to an animal reach their target.

In the case of nutrition, this is often described as oral bioavailability and may be a description of how much and at what speed Even within a single horse breed, different individuals may show different bioavailability.

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a feed component enters the circulation (i.e. the bloodstream) after feeding.

Or it may be the more specific and describe the extent and speed at which a substance reaches a specific organ or tissue e.g. into a muscle.

Compounds, such as

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horse supplements, may be described as having low oral bioavailability, for example, if 100g of a specific material is fed and only 1g (1%) ends up in the blood stream. Sometimes this can be due to the product being broken down in the GI [gastrointestinal] tract.

Even within a single horse breed, different individuals may show different bioavailability to the same feed substance given orally in feed. This variation can be due to genetic differences, age, sex, previous health issues, current health, hydration status and the specific feed in which the substance is given. Even the time of day at which the substance is given may affect its bioavailability.

Joint supplements The bioavailability of glucosamine and chondroitin sulphate, two common ingredients in equine oral joint supplements, has been the subject of both considerable speculation and scientific study.

The bioavailability of oral glucosamine hydrochloride in horses has been reported to be 2.5-5.9%, which is low. This makes it even more important that oral joint supplements deliver the recommended dose of 10g per day for a horse weighing around 500kg.

A further consideration is that a study from North America in 2006 found that of 23 commercially available equine joint supplements, the amount of glucosamine in the supplement compared with the claim on the label ranged from 0 to 221% with nine out of 23 supplements containing less glucosamine than claimed on the label by the manufacturer.

A further three supplements had less than a one third of the claimed value and one supplement contained no glucosamine at all.

The oral bioavailability of chondroitin sulphate is considerably higher than that of glucosamine. There

Creatine supplements are popular with body builders. But they don’t necessarily have the same effect on horses.

is also evidence to support the fact that bioavailability of low molecular weight chondroitin sulphate is higher at 32% for 8.0 kDA CS compared with 22% for 16.9 kDA CS. [kDA CS stands for kilo daltons and is a measure of the size of the CS (chondroitin sulphate).

Human power sports A major development in human power and strength sports was

the introduction of creatine supplements. Creatine exists in high concentrations inside muscle cells and is central to high intensity exercise performance.

Creatine is high in meat but is not found in plant material. Thus, it should not be surprising that its oral bioavailability in horses is extremely low and that even when large amounts have been fed, these do

49 not increase the muscle levels.

Vitamins With respect to vitamins, the bioavailability can vary depending on which form of a vitamin is fed.

Vitamin E is particularly interesting as the scientific literature on horses appears to be conflicting. In one study, synthetic vitamin E was shown to have higher bioavailability than natural vitamin E and in a separate study the opposite was seen. Vitamin E is found naturally in both cereal grains and in forages, but they are low or very low respectively, although their bioavailability is similar.

Electrolytes When it comes to electrolytes, many horse owners are aware that bioavailability of calcium can vary between horses and depending on what source of calcium is fed.

Interestingly, feeding calcium at around four times the recommended intake can reduce the rate of uptake into the body, as can feeding fat.

The apparent ‘digestibility’ (approximately equivalent

to bioavailability in practical terms) of calcium has been estimated to be just below 50%. As with other feed components, the source of calcium can affect its bioavailability.

For example, while calcium carbonate (CaCO3; limestone) is higher in calcium (36%) than calcium gluconate (8.5%), the calcium from calcium gluconate has a higher bioavailability.

By contrast, both sodium and chloride are highly bioavailable and it has been estimated that 95% of what is fed is absorbed. However, there is some evidence that sodium has a lower bioavailability than chloride.

Formulating products When formulating nutritional products, it’s not only important to supply the correct levels of specific nutrients, it’s also important to supply them in a form which is both chemically stable and has good oral bioavailability.

It is this combination of factors which in the end determines efficacy.

The vitamin C conundrum A common example of how the exact chemical nature of a nutrient can affect its bioavailability is with vitamin C. Horses can make vitamin C while humans cannot. Vitamin C occurs naturally as L-Ascorbic acid, a form that humans can absorb from food. However, horses cannot absorb vitamin C in the form L-Ascorbic acid; so essentially its bioavailability is 0.

However, other forms of vitamin C - such as ascorbyl palmitate or calcium ascorbate - can be absorbed from the diet by the horse.

ABOUT THE AUTHOR Dr David Marlin is an equine physiologist and has worked with the FEI (Fédération Equestre Internationale), IOC (International Olympic Committee) and as a consultant to the British Equestrian Teams since 1994 and has been a member of the World Class Performance Scientific Advisory Group.

He holds the academic position of Professor in Physiology at Oklahoma State University, is the author of over 200 scientific papers and book chapters and is the past chairman of the International Conference on Equine Exercise Physiology.

Better Business

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Beating business bugbears

Being in business means you profit of your labours. But when there’s no-one else to take care of the little irritants, they can soon mutate into expensive issues.

ETN has some self help solutions.

Problems with the bank?

Private individuals can get redress when it comes to banks and other financial organisations, chiefly via the Financial Ombudsman service (FOS). The FOS can also help small businesses with under ten employees and turnover of less than €2m (a European definition).

The FOS has its own procedures and time limits,

but in essence, whether it’s a complaint with, for example, a bank, credit card, insurance or mortgage company, the FOS can investigate without charge to the complainant. If a case is proven, it can award up to £150,000 in compensation.

For more information see http://bit.ly/1gfeHII.

Leases can be tricky Unless you’re lucky, rich or work from home, you’ll run

OCTOBER 2014 EQUESTRIAN TRADE NEWS

your business from leased premises. Landlords can be tricky to deal with, and they’ll be looking for pure profit from you during the lease.

Taking on premises is a serious obligation that requires good advice from a property lawyer and possibly a surveyor.

Both can be found by word of mouth or from http://solicitors.lawsociety.org. uk and http://www.ricsfirms. com.

When seeking premises and negotiating, be aware of issues relating to rent (the initial rate, rent reviews and getting a good deal); repairing leases (where you could end up rebuilding premises at the start and end of a lease); incentives available to help you into the premises; and lease terms and flexibility (with a watchful eye on break clauses that can get you out of the lease early). www.equestriantradenews.com

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Don’t suffer in silence. Help is at hand, you just need to find it.

Coping with utilities bills Premises require water, gas and electricity. But you don’t have to pay through the nose for them. By using an energy consultancy such as utilityoptions.co.uk (there are others on Google), you can save yourself much angst by not having to worry about being on the best tariff or being stuck in the wrong contract.

Unlike the domestic market, the commercial utility market has a different set of guiding principles relating to contract terms, pricing (which can be based on location and your business credit rating) and the ability to search and compare.

At home you can use the likes of uswitch.com and confused. com to find a better deal; for business utilities you cannot search online so need to make contact with each supplier.

Luckily Ofgem is changing the way that the small business energy market is run including removing automatic contract rollover and demanding more information be given to small business customers to help them make comparisons.

A warning: if you’ve taken on premises and not signed a supply contract, you’ll be paying ‘out of contract’ prices which can be three-times higher than normal.

If you’re unhappy about the service from an energy supplier, Ofgem has guidance at http://bit.ly/1orOiwx.

Getting a better insurance deal As with utilities, you have a choice as to where you buy from, what you buy and how much you pay. Indeed, with some proactive steps you can cut your bills. However, there’s always the trade off between cost and cover (with energy, the product is identical and you’re just paying for service, contract length and your location etc.). www.equestriantradenews.com

Buying directly from an insurer is one option, but another worth serious consideration is going via a broker – and it needn’t cost any more. The advantage is that the broker will take the details the once and then scour the market on your behalf. Even better, you’ll have a single point of contact whereas going directly will be a lottery as to whom you’ll speak to.

Savings can be made by lowering the risks (better security and fire protection), changing insurer (it seems unfair that loyalty is rewarded with higher premiums), choosing cover correctly (there’s no point paying for elements you’ll not need) and even haggling.

Problems with insurance companies are dealt with by the FOS (above).

Dealing with government Governmental actions, local and national, can have a severe impact on your business. Proposals to increase taxation or the arbitrary use of local authority powers can sting. The solution is to complain.

When it comes to local authorities, the government website at http://bit.ly/1mFJrlK offers a simple locator. From there, it’s a question of following their procedures.

If you get no satisfaction, another avenue to explore is the Local Government Ombudsman (LGO) who can be found at http://www.lgo. org.uk.

Whether it’s a complaint about business rates, planning or waste collections, the LGO may be able to help. If the LGO rules in your favour, they can order an apology, a service be provided, the reconsideration of a decision or a payment be made.

Moving on to central government, your best bet is via your MP (there’s a convention that MPs only deal with complaints from their own constituents) who can be located on the Parliament website at http://findyourmp. parliament.uk. MPs may be able to help with local authority issues too.

And finally Don’t suffer in silence. Help is at hand, you just need to find it.

People

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• Business consultant Laurie May has joined the Zoetis equine team in the UK to enhance the range of services offered to trade customers and equine veterinary practices.

Laurie has been with the animal health company for more than seven years, most recently in the companion animal and equine business unit. Here she assisted veterinary practices with performance management systems and coached managers in leadership, communication and team work.

Previously, Laurie was an equine account manager for Pfizer Animal Health in the Midlands.

Currently a lecturer at the University of Derby Corporate (an accredited study centre for the Chartered Institute of Marketing), Laurie has a keen interest in digital marketing. She lectures for the Communications, Advertising and Marketing (CAM) Foundation too.

“Laurie is able to diagnose the most subtle opportunities for business improvement and implement robust programmes to help advance the business of our equine customers,” said Paul Blanc, national equine manager at Zoetis.

“Being a horse owner herself, Laurie is able to add invaluable client perspective. Furthermore, horse owners are known to be incredibly active on social media and digital platforms. With her particular skills in this field, Laurie can help our customers harness the power of digital communications, ultimately improving loyalty and satisfaction for their clients.”

• Read Laurie’s invaluable advice for all equestrian retailers in her new business consultancy column, starting in the November issue of ETN.

• Louise Jones has joined TopSpec as senior nutritionist. She worked as a nutritionist at Dodson & Horrell for almost 12 years before joining the Yorkshire based feed balancer and blends specialist in August.

One of only a handful of registered equine nutritionists in the UK, Louise holds a BSc and MSc in equine science. She has worked with professional riders and breeders in the UK and abroad.

Louise spends two days a week at TopSpec’s headquarters at Middle Park Farm in North Yorkshire and three days a week in the field looking after clients in the south of England and abroad.

TopSpec now has a team of six nutritionists, including a vet, available to help consumers and retailers with advice tailored to their horses’ needs.

• Elegant equitation is big news at Equestrian Life magazine. Louise Graham (pictured below), editor of the regional monthly that covers the East Midlands and northern England, has notched up a clutch of side saddle championships this season with her 17hh, Irish sport horse Corrilea’s Imp. Louise, a Side Saddle Association judge, is passing on her expertise to the younger generation. Her pupils include Alexandra Molesworth St Aubyn (pictured right), daughter of Equestrian Life owner Zoe Molesworth. (Photos courtesy of Emmpix)

• Norbrook Laboratories has appointed Mark Brady as national sales manager for trade in Great Britain. With more than 20 years’ experience in the animal health industry, he was most recently with Pfizer, now Zoetis.

“At Norbrook, we’re able to offer products that hold their own on the global market, but when it comes to on-theground customer care, we’re flexible and fast because we’re not strapped down by bureaucracy,” said Mark of his new employer.

Norbrook is a British veterinary pharmaceutical company, set up in 1968 by the late Lord Ballyedmond. Today, it manufactures in four continents and employs around 3,000 people worldwide. Hon. Edward Haughey is the managing director.

• Phil Ghazala, best known for fronting BETA International’s horse demonstration arena, hosted a daily talk show on FEI TV during the World Equestrian Games (WEG). Chez Philip, featuring celebrities, riders and officials, is available on 40 media sites, including Horse & Country TV. Phil is pictured with the show’s roving reporter Sienna Myson-Davies.

OCTOBER 2014 EQUESTRIAN TRADE NEWS

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EQUESTRIAN TRADE NEWS OCTOBER 2014

CCJs

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

List your website here

For more information call 01937 582111

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

ANDREA FARRINGTON T/AS HORSES TACK, OLD MIDWAY GARAGE, THORPE LARCHES, STOCKON ON TEES, TS21 3HH, £3,809 FIBRELOK EQUESTRIAN SERVICES (A FIRM), GREEN ACRE FARM, HOP HILLS LANE, DONCASTER, DN7 4JX, £249 EASTEN EQUESTRIAN, UNIT 9, MIDLAND COURT, NEW ROAD, RADFORD, NG7 3FH, £1,097 CHOBHAM EQUESTRIAN CENTRE LIMITED, HIGHER PARK FARM, HALEBOURNE LANE, CHOBHAM, WOKING, GU24 8SL, £2,819 GILLIES EQUESTRIAN LIMITED, 141 ENGLISHCOMBE LANE, BATH, BA2 2EL, £138 THAMES VALLEY EQUESTRIAN LTD, DUNRAVEN HOUSE, 6 MEADOW COURT, 41-43 HIGH STREET, WITNEY, OX28 6ER, £902 E J EQUESTRIAN LTD, 1 COLLIERS FARM COTTAGES, MIDHURST ROAD, FERNHURST, HASLEMERE, GU27 3EX, £1,129 LISTON EQUESTRIAN LTD, FAIRLAWN HOUSE, FIRBANK LANE, WOKING, SURREY, GU21 7QS, £1,020 HOLLY SLATER T/AS MAERFIELD GATE EQUESTRIAN CENTRE, MAERFIELD GATE FARM, STONE ROAD, MAER, NEWCASTLE, ST5 5ED, £1,644 STEPHEN BOOTH T/AS MAERFIELD GATE EQUESTRIAN CENTRE, MAERFIELD GATE FARM, STONE ROAD, MAER, NEWCASTLE, ST5 5ED, £1,644 TAMASIN BRADSHAW HAYES T/AS BRADSHAWS EQUINE, THE SHUTTERS, WILLOUGHBY ROAD, SUTTON-ON-SEA, MABLETHORPE, LN12 2NF, £2,123 BEN DUTHI T/AS PLANK FIELD EQUINE, 1 KIRBY HALL COTTAGES, KIRBY HALL ROAD, CASTLE HEDINGHAM, ESSEX, CO9 3EB, £422 IAN LEWIS T/AS PENHALURICK BARTON LIVERY, THE BARN, WEST TREVARTH, LANNER, REDRUTH, TR16 5TJ, £12,785

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OCTOBER 2014 EQUESTRIAN TRADE NEWS

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