ETN september 2013

Equestrian Trade News

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

September 2013 Volume 37, No 9 Monthly

The best feed and rugs

• AMTRA accredited CPD feature inside • Award winning SQP profiled

NEC, Birmingham, UK 16-18 February 2014 www.beta-int.com

Main Sponsor

ETN is the official media partner of BETA International

ths r i g n ght o i l t o p S ault f r e p Clip ing tips bust

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

CONTENTS

Comment HAVE you ever been to one of those product launches where they withhold lunch while everyone sits through an interminable sermon? You glance across at fellow delegates and half are fiddling with their i-Phones while the other half are examining their fingernails or nodding off.

Weathebeeta’s introduction to a new way to sell rugs (more of which in this issue of ETN) wasn’t like this. Managing director Ellen Bates’ presentation was concise, crisp, attention grabbing and, like all good things, left her audience wanting more. The lunch, by contrast, was generously long in courses and content.

This was a fantastic networking opportunity. Where else can retailers sit down to discuss - in complete confidence - tiresome customers, the foibles of various reps, irritating suppliers and the latest gossip?

It was therapy like no other. If you get the chance to go to a day like this, drop everything to be there...

HERE’S an interesting consumer rights conundrum...a friend of mine went to a dressage lecture demonstration and won a training aid in the raffle. The next day, she went to try out her prize on her horse, only to find it was faulty. Well, perhaps faulty is a bit strong; but because one of the loops had been stitched in the wrong way, it was difficult to use as described.

But who to complain to? The promoter of the raffle? The organisers of the lecture/demo? In the end she emailed the manufacturers. An instant reply included a profuse apology, followed by a pre-paid envelope for return of the item plus a brand new training aid.

Faults and problems with goods supplied will never be eradicated. It’s how they’re dealt with that counts. So well done Master Rein!

THE hot gossip of last month, of course, was the resignation of Phil Duff from Ariat Europe [see News and Letters in this issue].

Even Phil must have been stunned at the reaction; the shock followed by the tributes.

It all goes to show how much people and personalities mean in a trade where everyone pretty much knows one another.

However, as I’m sure Phil would be the first to admit, Ariat is no ‘one man brand’. Consumers wear Ariat because they like it and it does the job for them.

It will be interesting to see where this brand and its big following go from here.

Liz Benwell

SEPTEMBER 2013

NEWS.........................................................................4 LETTERS..................................................................12 PRODUCT NEWS .....................................................13 SPECIAL REPORT Jenkinsons: a wholesale success .........................16 SADDLERY ACCESSORIES COVER STORY Peter Wilkes gets to grips with girths..................18 Product gallery .......................................................20 NEWS FEATURE SEIB: 50 year of innovative insurance ..................22 WINTER RUGS COVER STORY Product gallery .......................................................24 A new way to sell rugs ...........................................28 How to buy rugs......................................................30 CLIPPERS COVER STORY Fault busting tips....................................................31 RETAILER PROFILE Meet Simon Wetherald, SQP of the year ..............32 FEED FEATURE COVER STORY Can feed change horses, asks Nicola Tyler .........34 A retailer’s rant ......................................................36 Product gallery and opinion ..................................38 MY HORSE WORLD New comment by Sue Carson................................43 WORMING FEATURE COVER STORY SQP CPD feature.....................................................44 News........................................................................46 CPD quiz ..................................................................47 BETA MEMBERS’ PAGE ..........................................48 COUNTY COURT JUDGMENTS................................50 FRONT COVER: courtesy of EQUEST and EQUEST PRAMOX EQUEST and EQUEST PRAMOX are the only equine wormers to contain moxidectin, providing comprehensive roundworm control including encysted larval stages of small redworms and the longest recommended dosing interval (13 weeks) of any equine wormer currently available.

Further information is available from Zoetis UK Ltd, Walton Oaks, Dorking Road, Walton-on-the-Hill, Tadworth, Surrey KT20 7NS www.wormingyourhorse.info EQUEST and EQUEST PRAMOX are registered trademarks of Pfizer Ltd. EQUITAPE is a registered trademark of Bayer Ltd. EQUEST contains moxidectin and EQUEST PRAMOX contains moxidectin and praziquantel. EQUITAPE contains praziquantel. Advice on the use of these or alternative treatments must be sought from the medicine prescriber POM-VPS. Further information from Zoetis UK Ltd, Walton Oaks, Dorking Road, Walton-on-the-Hill, Tadworth, Surrey, KT20 7NS Use medicines responsibly: www.noah.co.uk/responsible

Phil Duff: “I’m not retiring”

Hats off to returning sponsor RIDING hat specialist Charles Owen & Co is to return as sponsor of BETA International’s Horse Demonstration & Seminar Arena.

Live product displays and retailer NEC, Birmingham, UK information sessions will happen in 16-18 February 2014 The Charles Owen Learning Centre www.beta-int.com during the three-day trade fair at the NEC, Birmingham on 16 – 18 February.

“BETA International is very special in its offering and we are excited to be part of its mission to educate the shop Main Sponsor owner to sell smarter and be more successful,” said Roy Burek, managing director of Charles Owen.

The company, which celebrated its centenary in 2011, has exhibited at the trade fair for more than 20 years.

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

Charles Owen joins fellow show supporters Caldene, Equestrian Life, SsangYong, The Wine & Hamper Company, Toggi, TopSpec and main sponsor Neue Schule.

For further information or to book a stand at BETA International 2014, contact James Palmer, telephone +44 (0)1937 582111 or email jamesp@beta-int.com •BETA International has invited World Horse Welfare (WHW) to return as its chosen charity for the next two years. For 86 years, WHW has been improving the lives of horses. “[BETA International] provides an excellent opportunity to raise awareness of our objectives and to seek new partners to support our work helping horses,” said WHW’s director of fundraising John Blake. WHW will present a demonstration of the benefits of its work during BETA International 2014.

PHIL DUFF, who resigned as managing director of Ariat Europe last month (August), has told ETN he’s not retiring.

“This was of course not a decision that I arrived at easily but the outcome of a process”, he said.

“This move is definitely not retirement. I’m not leaving Ariat because I have somewhere else to go and I have no intention of leaving the industry.

The American owned footwear and apparel brand was introduced to the UK and Europe and managed by Phil for 13 years.

His long-established company The SMD Group was acquired by Ariat International Inc at the start of 2010. Phil was retained as managing director of Ariat’s European subsidiary.

“Phil has made many important contributions to the Ariat business over his 17 years with the brand,” said Beth Cross, president and CEO of Ariat International.

“Phil and his team have built Ariat to be the number one equestrian footwear brand in Europe and his contribution will be greatly missed by all.”

“I’ve been incredibly privileged to have worked with the team here and to be associated with the Ariat brand in the way I have been. The team are committed and dedicated and have worked so hard to achieve the consistent year on year growth that we have delivered to Ariat,” he said.

“However, it became clear to me recently that there are differences in our management and direction and as such the time had come for me to go.”

Asked about his plans, Phil told ETN: “I’m keen to see what nonexecutive position opportunities there are and perhaps to work in advisory roles. I’m particularly keen to continue improving employment opportunities and the retail brand experience within our industry.”

Phil is a past chairman of BETA has been a member of the BETA trade fair committee, which oversees BETA International, for more than 30 years.

“I hope that my decision to start a new chapter in my life won’t affect my ability to continue to contribute to BETA and to this industry,” he said. “I would be honoured to continue to serve, if the committee wishes me to do so.”

• See Letters in this issue of ETN.

ADVERT INDEX

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

4 SEPTEMBER 2013 EQUESTRIAN TRADE NEWS

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

The magazine is independent of all groups.

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

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

Allen & Page ...............................................................41 Animalife ......................................................................3 Baileys’ Horse Feeds ....................................................39 Barnsby.......................................................................20 BETA International .......................................................33 Brinicombe Equine.......................................................38 Citrus Lime ....................................................................5 Classified ....................................................................49 Earlswood.....................................................................5 EKKIA .....................................................7, 26, 27 & OBC Faulks & Cox Ltd ............................................................9 Griffin NuuMed ...........................................................21 GWF Nutrition .............................................................35 Horse & Country TV .......................................................8 B Jenkinson & Son...............................................11 & 19 Life Data Labs Inc ........................................................38 Pelgar .........................................................................42 A Poucher & Sons ........................................................40 Rockfish ......................................................................13 Saracen Horse Feeds....................................................37 Sherwood Forest/Puffa ................................................IFC Snowhill Trade Saddlery..............................................IBC South Essex Insurance Brokers......................................23 Tagg Equestrian...........................................................30 Treehouse ...................................................................12 Web Directory .............................................................50 Westgate Labs.............................................................46 Worklite Ltd.................................................................14 www.britishequestriandirectory.com.............................43 Zebra Products ............................................................29 Zoetis..........................................................................47

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Bedding companies “ignoring the law” A BEDDING company boss has accused competitors of using a VAT discrepancy to slash prices.

Alistair McGlynn, sales director of Verdo Horse Bedding, says some wood pellet suppliers are blatantly ignoring the law.

Wood pellet products sold as equine bedding are subject to the standard 20% VAT rate; whereas just 5% VAT applies when the same product is marketed as heating fuel. Users of equestrian internet forums frequently discuss savings to be made when purchasing bedding.

“When the consumer goes online to buy horse bedding on some of the equine bedding sites, some will give an option to tick heating or horse bedding when you reach the checkout,” said Mr McGlynn.

He believes the way consumers are guided to purchase bedding in some cases could be “viewed as misleading”.

“We have become increasingly frustrated by the situation when we as a company are sticking to the law and others are just blatantly ignoring it,” Mr McGlynn added.

HMRC clarification ETN contacted HM Revenue and Customs for clarification.

“The supply of wooden pellets is reduced rated [at 5%] only where they are held out for sale solely as fuel,” said a spokesman.

“Where the product is held out for sale both as horse bedding and as domestic fuel, the product should be standard rated [at 20%].”

HMRC also told us that VATA94, Sch7A, Item 1(a) provides that reduced rating is appropriate to supplies for qualifying use of coal, coke, or other solid substances held out for sale solely as fuel.

Qualifying use means: (a) domestic use; or (b) use by a charity otherwise than in the course or furtherance of a business. A supply of wood, peat or charcoal not intended for sale by the recipient is deemed to be a supply for domestic use.

'Held out for sale' as fuel means that you advertise and otherwise describe the product at its point of sale as fuel or firewood, and that this is consistent with the packaging and wrapping in which it is supplied.

Where businesses ask their customers to choose whether the supply is to be described as horse bedding or as fuel, the supply will not qualify for reduced rating. In order to be eligible for reduced rating, the product must be held out for sale solely as fuel.

Magazine changes hands HERTFORDSHIRE based KCD Publishing has acquired Horse Scene magazine from MCL Publishing.

The free, glossy monthly has been established for seven years.

The new owners have equestrian interests and will work as a team across editorial, design and advertising sales. They are Kate Douglas, a graphic designer who was already working on Horse Scene, her daughter Charlotte Douglas and Anita Hoyle.

“The magazine will remain a national, free publication with good articles to appeal to a mass market,” said Kate.

The new publisher may be looking for additional outlets via tack shops in future, she added.

Former Horse Scene editor Pascale Armitage is no longer involved with the title.

www.equestriantradenews.com

EQUESTRIAN TRADE NEWS SEPTEMBER 2013 5

BETA’s glorious Gatcombe BETA’s seventh year as presenting sponsor of the Festival of British Eventing, at Gatcombe Park, Gloucestershire, from 2 to 4 August, was hailed a great success.

Visitors were welcomed on to the BETA stand, where they learned more about the trade association and its work. 247 of them signed up to join BETA’s Equestrian Consumer Research Panel, which was set up to provide feedback to the industry.

The BETA luxury hamper prize draw, with £1,500 worth of equestrian goodies to be won, attracted 461 entries.

Meanwhile, the trade association’s team of expert riding hat and body protector fitters had a busy three days carrying out free safety checks for riders who each received a discount voucher giving them 10% off their next safety garment purchase from a participating BETA retailer.

Visitors of all ages queued round the block to take a ride on BETA’s mechanical horse RoboCob. Proficient riders could try out their cross-country skills on Racewood’s jumping simulator, which shared the BETA Riding Pavilion.

Three collection tubs for Riding for the Disabled were filled to the brim, thanks to the generosity of visitors who made donations in exchange for doggy bandanas, leads and simulator rides.

The Pony Club Team Championship enjoyed BETA sponsorship with cash prizes presented to third place – plus rugs for the winning team. The Beaufort, Vale of the White Horse and North Cotswold branches

came first, second and third respectively. BETA also presented the vouchers to winners of the British Eventing Open Championship CIC 3*.

Standholders were treated to bacon rolls and pastries on Saturday morning at the annual BETA breakfast, organised as part of the association’s commitment to supporting the trade.

BETA’s Best Stand Awards were announced during the event. The Flying Fox won the Best Large Stand Award, with Moloh taking the runner-up prize. Beaufort & Blake, London, won the Best Small Stand Award and The Pony Club was runner-up.

“As presenting sponsor of the Festival of British Eventing, we were able to use our high-profile presence at the event to promote the BETA brand and highlight the work that the trade association

does for rider safety,” said BETA executive director Claire Williams.

“Gatcombe always attracts a really switched-on audience, with people who are passionate about their horses and equestrian sport in general. The BETA team spent a busy three days engaging with members of the public, who were keen to discover how the trade association can help them.

Opportunities like this are priceless!”

Pictured top: Amanda Mason, owner of interiors company The Flying Fox, is presented with her BETA Best Large Stand Award by Peter Phillips.

Pictured below: Sam Pullin, Edward Bonnar and Harry Lovell, of patterned dress shirt maker Beaufort & Blake, receive their BETA Best Small Stand Award from Peter Phillips.

New law to make criminals of copiers THE Government intends to protect innovators by introducing criminal sanctions for deliberate registered design infringement.

The Intellectual Property (IP) Bill was passed in the House of Lords on Tuesday (30 July) and goes to the Commons this autumn.

It proposes changes to reduce the need for costly litigation to protect innovations and technologies.

An important element is the introduction of criminal penalties for copying UK registered designs and the

strengthening of design protection. This is already the case for copyright and trademark disputes and brings parity to this area of IP law.

"Figures show that UK business invests nearly £16 billion in design each year, which represents 1.1% of GDP,” said Business Secretary Vince Cable.

“The changes in this Bill are to help SMEs and innovative businesses get on and grow. By reforming and simplifying IP rules and making them easier to understand, we aim to help businesses protect their

6 SEPTEMBER 2013 EQUESTRIAN TRADE NEWS

innovations more easily."

Other measures include: ● Allowing the sharing of information, between international patent offices, on unpublished patent applications to help clear existing backlogs and speed up clearance times. ● Allowing the UK to join the Hague system. This is an international designs registration system which allows applicants to designate the countries in which they wish their design to be registered.

Currently, registration for six

countries, taking account of the cost of translation, notary and other fees could add up to £7,500. Through the Hague system this would cost £500 for a business. ● Patent owners will have the option of marking their patented products with a web address which links to the details of the relevant patent number rather than having to put the patent numbers directly on the product in order to get maximum protection.

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Franchise opportunities expand

BETA leads export mission to Spoga

COMPANIES in the equestrian industry are increasingly offering franchise opportunities – with the emphasis on minimal outlay.

Veterinary Thermal Imaging (VTI) is looking to work with people who have an in-depth knowledge of anatomy such as vet nurses or physiotherapists.

“Many qualified saddle fitters will fit the criteria too, and we would love to hear from those interested in expanding their current offering to include thermographic evaluation of backs, saddles and rider influence,” said Helen Morrell of VTI But Helen warns that a franchise isn’t for everyone: “You need to have commercial experience and understand what it takes to run a business.”

VTI is working with recruitment specialist Equine Careers to find suitable applicants.

Meanwhile Sue Carson Saddles’ tradestand at the British Dressage (BD) National Championships (Stoneleigh Park, 19 – 22 September) will also focus on recruitment of franchisees.

"We’ve never been so busy", says founder and managing director Sue Carson. "We’re struggling at times to visit yards for both saddle refits and new sales appointments in what I consider a sensible timescale.”

The company offers a franchise opportunity that requires investment only in stock and initial training.

Sue says she’s particularly keen to talk to riders at the BD National Championships.

BETA accompanies more than 30 UK companies on a trade mission to Spoga this month.

Abbey England, Airowear, Charles Owen, Grays of Shenstone, Carrots UK, Neue Schule, Keratex, NAF, Fairfax Saddles and Blue Chip are among those set to exhibit in Cologne, Germany on 8 – 10 September.

Some companies will benefit from £1,500 UK Trade & Investment (UKTI) grants. BETA secured the funding to subsidise its programme of trade missions to shows around the world.

Firms unable to attend but wanting a presence at the show have taken advantage of the BETA Showcase. Designed to promote British businesses, it was introduced by the trade association at last year’s Spoga and has since appeared at several other international shows.

“BETA’s trade mission to Spoga

is always a popular choice for UK companies wishing to develop their export markets,” said BETA executive director Claire Williams.

“British goods are highly regarded by the German and wider European markets, and members of the BETA group are keen to capitalise on this.

“BETA has vast experience of international exhibitions and we use this to ensure that every company attending – or taking part in the BETA Showcase – benefits from our support.”

BETA trade missions are open to members and non-members. Still to come in 2013 are the China Horse Fair, in Beijing, 17-19 October, and Equitana Asia Pacific Fair, in Melbourne, Australia, 7-10 November.

For details, contact Tina Hustler in the BETA office, tel 01937 587062 or email tinah@beta-int.com.

Brand name gets brush up SALMON horse grooming brushes are being re-branded Equerry.

The change-over will occur as stocks sell through.

Vale Brothers, said to be the only equestrian brush manufacturer in the UK, purchased the rights to manufacture, market and sell the Salmon brush range in 2011.

“As the licence for the use of the Salmon name has now expired, it makes sense for us to incorporate the Salmon range within the Equerry brand,” said Peter Wilkes managing director of Vale Brothers. “The product range and quality of the brushes will remain the same.”

Vales Brothers holds a Royal Warrant for the supply of grooming products to HM The Queen under the Equerry name.

NEWS IN BRIEF care brand Leucillin is to sponsor the Ask the Vet area at • WOUND Blenheim Horse Trials (12 – 15 September). The company has a large stand at the event too. “We also have a very exciting consumer offer up our sleeves for September and October which is to be promoted by two huge equestrian social media sites,” said Georgina Bashford, a director of Lyvlee, the manufacturer of Leucillin which is distributed by Trilanco.

Society of Master Saddlers (SMS) is to run a ‘Fit for Purpose’ • THE day to educate riders, owners, student vets and trainers about the importance of saddle fit and fitness of the horse and rider. It’s on Saturday, October 19 at The Unicorn Equestrian Centre near Stowon-the-Wold. Chaired by saddler Ian Hastilow, speakers include Dodson & Horrell nutritionist Louise Jones, ‘Ride with Your Mind’ coach Dorothy Marks, vet Jane Nixon, SMS veterinary consultant Stewart Hastie and horse and human chiropractic specialists Winston Williams and Emma Phillips. Tickets cost £60 to include refreshments, lunch and a goody bag.

MANUFACTURER is challenging budding designers to come up • Awith a new numnah or saddle pad. Griffin NuuMed will invite the winning innovator to its Somerset factory to get the new style finalised and see it go into manufacture. Retailers are urged to take part. “They are in the position to talk to the end users and find out exactly what people want,” said NuuMed’s Ros Burridge.

Entries close on 30 September.

Equestrian and Pet Supplies has won £250 worth of credit • CROFTS on its account with equestrian distributor Westgate EFI. The company was chosen at random from those retailers that have registered for online trade accounts on WEFI's new website. "It couldn't have come at a better time as we are a new business so every little helps," said Rosanna Branton of the East Yorkshire based retailer. first natural horsemanship competition has tradestand • EUROPE’S pitches available “at minimal rent”. The Horseman’s Calling event is due to happen at Bury Farm Equestrian Centre in Buckinghamshire on 4/5 April 2014. Similar competitions are well established in the USA where the likes of the Road to the Horse and Way of the Horse shows attract tens of thousands of spectators. Horseman’s Calling organiser Grant Bazin of Practical Horsemanship says the UK fixture will be the first of eight events across Europe. and credit card transaction fees could be capped under a • DEBIT European Union proposal. The move would deliver welcome savings for retailers while reducing banks’ revenue. A ceiling of 0.2% on debit card and 0.3% on credit card transactions is in the plan. The cap would be introduced after a two-year transition period during which it applies only to cross-border fees.

www.equestriantradenews.com

Time to down tools...

Dear ETN

it comes to anthelmintic SQPs [suitably qualified persons] are the frontline when nt, up to date excelle se dispen to placed ideally are [wormer] sales. They worming advice to horse owners. system once more under How important it is to get this right. With the entire about making anthelmintics s rumble and nce resista threat, concerns about drug SQPs actively promote that tive impera POM-V [vet only prescription], it really is l. contro worm to ch approa able a sustain and accuse us of being No one should be able to point a finger at the system products. ‘the weakest link’ in the over prescription of worming d at all costs, in line with Year round administration of wormers is to be avoide to vets three years ago. the BVA [British veterinary Association] advice issued counts should be the egg faecal using ch approa able sustain more a Instead, results show an where dosing only n autum er, summ , norm through spring identified worm burden. complete the year. FECs Products to control encysted redworm and tapeworm sustainable worm for base the e provid should are not the whole story but control. rsations with customers This idea is now mainstream, so it’s worrying that conve does not yet simply it where ry indust reveal that there are many parts of the happen.

Westgate Labs’ easy to use Access to laboratory services could not be simpler. over the country making it tailor made service is already helping merchants all not be as simple as ‘worm easy to provide a FEC service to customers. It may we may lose the privilege times the with move don’t we if four times a year’, but of selling wormers.

Yours etc Gillian Booth SQP, Westgate Laboratories, by email.

• See a CPD feature for SQPs in this issue of ETN.

Dear ETN It was with extreme shock that I read about the resign ation of Phil Duff [ETN e-newsletter, 1 August].

I have been a customer of Phil’s for more than 30 years.

Phil has taken the Ariat brand from its humble beginnings to what is widely regarded in the UK as the premier brand.

Ariat is without doubt the strongest brand in our store.

It certainty that this has been made possible by the determ is with absolute ination and strength of Phil's guidance and skill together with his passion for the brand.

Phil has maintained the highest standards - from choos ing his team to selecting his customers and guiding them with strong pricing and Internet sales policies.

‘BORROWED’ stable tools are the scourge of many a livery yard. So the new Stubbs Tool Locker from Abbey England could prove very popular indeed.

It allows tools to be securely stored.

Simply lean them against the wall within the Tool Locker, lock the door – and they won’t go walkabout.

Supplied with a lock, the black Stubbyfine coated steel construction is durable and screws easily to a flat surface. The RRP is £12.99. t Abbey England 01565 650343

Saddle combines tradition with technology THIS show saddle is from First Thought Equine’s new Edge collection.

Although appearing traditional from the outside, Edge saddles are built on First Thought’s WOW tree which is laterally flexible and longitudinally rigid.

The new range also uses the same interchangeable headplate and panels, giving more than 200 fitting combinations. Tree fittings go from extra narrow to 8X wide; there’s a choice of tree curvatures too.

The Edge show saddle has panel hide flaps.

Two stirrups bars offer a choice of positions for jumping and flatwork. The RRP is from £2,295.

“For many years we have been asked to create a specific show saddle incorporating our technology,” said David Kempsell of First Thought Equine.

“But the WOW product philosophy was to give the ultimate choice, which went against specific saddle design. With the Edge range, we’ve made a collection that is discipline specific, starting with the show jumping and now the show saddle.” t First Thought Equine 01227 831614

Modern take on Pelham roundings CUSTOMERS who use Pelham roundings to avoid riding with two reins may find the new Pelham Bit Converter from Sprenger gives a more precise bit action.

Only 16mm in length (compared with the usual 30cm), the converters are made from fine webbed nylon rope looped around the bottom ring with a leather strap and billet fixed to the top ring.

The shorter length is said to provide a more direct and clear rein action with a lot less ‘play’ than Pelham roundings. In black or brown, the RRP is £15. t Zebra Products 01352 763350

As a significant stockist of the Ariat brand, I am seriou sly the future prospects for the brand and the trade withou concerned about t such a strong leader at the helm of UK sales.

I wish Phil every success for the future.

Lynda Mortlock, director, Ingatestone Saddlery Centre • See News in this issue of ETN.

, Essex.

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.

10 SEPTEMBER 2013 EQUESTRIAN TRADE NEWS

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New approach to flexible joints

Jacket has bright future

ZOETIS, formerly Pfizer Animal Health, has entered the equine supplements market with a new and natural alternative for flexible joints.

Flexi4 contains a patented combination of four natural plant extracts to help maintain joint flexibility and the management of joint pain.

Curcumin, an extract from the roots of the herb Curcuma longa, has been shown to down-regulate inflammatory pathways and inhibit the production of inflammatory cytokines.1 It has also been shown to significantly reduce the release of GAGs from the cartilage matrix.2 Yucca schidigera is a botanical extract, rich in saponins that suppress the intestinal protozoa, which are thought to have a role in joint inflammation in some circumstances.3 The extract also contains antioxidant polyphenols, which inhibit the enzymes of the arachidonic acid cascade, thereby reducing the production of inflammatory mediators.4 Salix alba is an extract of white willow bark containing salicin, polyphenols and flavonoids. These are reported to have a positive effect on chrondrocyte viability, differentiation and function5 as well as anti-inflammatory, anti-pyretic and analgesic properties.6 Boswellia serrata is the botanical extract of gum resin. Its role is to inhibit the pro-inflammatory cytokines and mediators which initiate the inflammatory process7 and produce anti-inflammatory activity at sites of chronic inflammation.8 Olympic medallist Mary King routinely uses Flexi4. “It’s important that my horses’ joints remain flexible and free of pain,” she explains. “Using Flexi4 has made them more resilient to aches and pains during intense training and I am confident when competing that my horses are feeling the benefit of this natural product, helping them to perform at their very best.”

Flexi4 is a palatable apple-flavoured gel fed as a once daily supplement, either in bursts or long term. It doesn’t contain any substances listed as prohibited by the FEI. The RRP is between £50 and £55 for 20 days’ supply. t Zoetis 0845 300 8034

THIS lightly padded jacket is the first from Equi-Direct, the new fashion brand from Equisafety.

With a two-way front zip, and wide, elasticated belt, it’s made from soft, peachskin polyester. Zip-off sleeves enable conversion to a gilet.

The shower-proof jacket is breathable and comes in three fashionable colours, sunflower yellow, fuschia pink and tropical orange. The RRP is £69.99. t Equisafety 0151 6787182

1. Jurenka JS, AlternMed Rev. 2009 Jun. 2 Clutterbuck 2009. 3. Cheeke et al. Journal of Inflammation 2006. 4 Wenzig et al. Agric Food Chem. 2008. 5 Shakibaei 2012 Evidence-based Complementary and alternative Medicine volume 2012, article ID 509383. 6 Nahrstedt et al. Wien Med Wochenschr. 2007. 7 Gayathri et al. Int Immunopharmacol. 2007 Apr. 8 Siddiqui, Indian J Pharm Sci. 2011 May-Jun.

Body building for horses VETROCPH12 from Animalife is designed to boost equine muscle development. It works best in conjunction with correct exercise.

The supplement contains creatine monohydrate which is naturally produced in the body from amino acids before being transported in the blood for use by muscles.

The result is a positive effect on muscle mass, strength and overall performance. Human body builders commonly take creatine in supplements VetroCPH12 has been formulated using Animalife’s SOBF (Specially Optimised Bioavailable Formula) technology.

“Traditional pH-incorrect formulas containing creatine monohydrate induce little effect on the muscles, while also causing water retention and toxicity – both of which are detrimental to health and performance,” said a spokesman for Animalife.

“Using a patented pH-correct delivery system, VetroCPH12 prevents this harmful process, while still allowing for optimum absorption of the usable creatine, resulting in increased muscle mass and overall condition.”

Suitable for short or long-term use, VetroCPH12 can safely optimise training capacity by providing muscles with the ability to sustain energy and gain mass.

In a variety of sizes, RRPs are from £19.99. t Animalife 0845 365 00 50

Back to school THE new Runaway Collection from Santoro’s Gorjuss range – designed for supplier Carrots – will brighten the new school term.

Santoro London was founded in 1985 in a small Carnaby Street studio. Today the brand is famous for its magical designs.

The enchanting equestrian inspired Runaway Collection features stretchy pencil cases, notebook covers, gift boxed mugs and trinket tins. RRPs are as low as £8. t Carrots 01245 445362

Accessories that ‘buzz off’ THERE’LL soon be a Buff with built-in insect repellence.

Insect Shield Buff is a seamless tube of Coolmax Extreme fabric offering up to 95% protection from harmful UV rays.

It’s also been treated with Insect Shield technology for long lasting, effective and odourless protection from insects.

The collection, available to retailers in March 2014, includes ten patterned designs and four plain with an RRP of £20 (trade £9.50). t Buffera 01707 852244 www.equestriantradenews.com

Putting leather into ‘muckers’

For shop fitting inspiration...

THE new Ranger Leather Mucker Boot from Taurus Footwear has a waterproof, waxy nubuck leather upper.

With a removable fleece insole plus padded collar and tongue, the boot is fastened with leather and Velcro straps. A robust rubber sole offers good grip, even on snow.

In adults’ sizes 5-12 in tan/black, the RRP is £49.95 t Taurus Footwear 01328 851432

THE latest sdea (Shop and display Equipment Association) Retail Display Directory is brimming with ideas for retail display solutions.

From the smallest hook to an entire store fit-out, it can help you source all manner of display tools, point of sale, lighting, signage, visual merchandising, props and accessories.

Editorial features provide inspiration for retail interiors and profile some of this year’s latest and greatest retail store launches.

The sdea is the retail display industry’s trade body. A free copy of the directory is available to the first 50 ETN readers to call the number below. t Shop and Display Equipment Association 01883 348911

Website packages for retailers HORSEMASTERS Distribution is offering a new webmarketing package to help retailers promote the Mountain Horse range.

As well as the stunning photography for which the label is already famous, there are catwalk movie clips, slideshow videos of lifestyle pictures, revolving 360 degree images of the most popular boots and a spreadsheet of consumerfocused copy for use on e-tail websites.

New for autumn/winter 2013 is a lifestyle video featuring Mountain Horse riders on the beach. t Horsemasters Distribution (UK and Irish distributor for Mountain Horse) 01462 432596

How stable toys reduce vices

Be seen in style

CUSTOMERS with horses that weave will be interested in a recent study into equine stereotypic behaviour and the use of stable toys.

Royal Agricultural College student Melissa Callum’s dissertation indicates that Likit products can help lower horses’ stress levels and thereby reduce the urge to weave.

Weaving, often referred to as a ‘stable vice’, involves rhythmic swaying and is often linked to confinement and isolation in a naturally free-roaming, social animal.

In Melissa’s study weaving activity and ‘blink rate’ were recorded in a group of eight horses at evening feed time, with and without the introduction of a Likit stable toy containing Likit treat blocks.

Blink rates were used as a marker for assessing the horses’ stress levels since it has been shown that they alter according to dopamine production by the central nervous system.

Dopamine - a neurotransmitter – is associated with mood and emotional response. It appears that weaving increases dopamine production and is therefore seen as a coping mechanism for stress in stabled equines.

Melissa found that the presence of the stable licks “significantly reduced weaving rate and blink rate” in the trial group. She concluded: “These results show that providing a stabled horse with a lick will reduce its desire to weave and this helps it to cope with the stress it is experiencing without having to resort to dopamine-producing activity such as weaving.”

Dr Derek Cuddeford, consultant to Likit Products, added: “Provision of a Likit for stabled horses reduces the frequency of abnormal behaviour such as weaving and may well ameliorate the overall stress unwittingly imposed on such animals.

“To ensure effective use of Likit products, it is advisable to allow time for the horse to adapt and to determine the horse’s preferred flavour when choosing a Likit refill.” t Likit Products 01655 750523

HORSES’ legs and boots can stay clean and dry this autumn with Golly Galoshes.

An added bonus is that there are fluorescent versions of the equine gaiters for high visibility when hacking.

This autumn, the brand has upgraded its collection with new fabrics and a new type of reflective tape.

Because Golly Galoshes are breathable, waterproof and versatile, they can be worn comfortably over existing horse boots or exercise bandages.

Professional riders such as eventer Victoria Bax (pictured) and para-dressage rider Natasha Baker are fans, using the gaiters in the school and out hacking.

RRPs are from £25.99 to £34.99 per pair depending on size. Navy and black are also available.

Flexible body protection THE new Harry Hall Hi-Flex body protector complies with BETA Level 3.

Designed to be highly flexible and to suit the female body, features include a part-quilted Air-Mesh outer material and reflective piping. Red indicators on fastenings help ensure a correct fit.

The Hi-Flex is available in children’s sizes small to extra large and in black/grey. The RRP is £86.50. t Matchmakers International 01274 711101

Show you care NEW HYPOCARE point of sale material has been designed to draw your customers’ attention to the product's benefits.

As well as shelf strips and 'thought bubbles' that can be added to the free standing Hypocare display units, shelf wobblers are also offered.

All items list a range of seasonal challenges that can be addressed by using the spray application.

Containing hypochlorous acid, Hypocare mirrors the body's immune system to fight infection by destroying pathogens associated with bacterial, viral and fungal infections. t The distributors are Westgate EFI 01303 874455 or Horseware Ireland.

Sporty French brand has bounce A NEW, fun French brand of rubber watches, belts and bags will appeal to equestrian shoppers.

Colourful Skimp accessories, made from recycled polymers, are ideal for sports and outdoor activities as they are water resistant and tough.

Belts come in 20 bright colours. Skimp quartz watches come in 13 contemporary shades and two sizes for men and women.

A new bag collection is made in colourful tarpaulin fabric with cotton handles. Excellent packaging and point of sale is promised. t Stuf! Marketing (UK distributor) 07890 822183

Absolutely fabulous DVD! JENNIFER SAUNDERS – Back In The Saddle, as seen in the ITV documentary, is available on DVD from Equestrian Vision.

Inspired by an interview with Clare Balding, the comedienne returns to the saddle after a 40 year break. Along the way she collects advice from experts including Princess Anne.

The120 minute DVD has an RRP of £19.99. t Equestrian Vision 01403 864173 www.equestriantradenews.com

EQUESTRIAN TRADE NEWS SEPTEMBER 2013 15

Every second counts at B Jenkinson & Sons, as Liz Benwell discovered when visiting the wholesaler’s Dewsbury headquarters.

TIME is of the essence when the number one priority is getting goods out to retailers.

“Deliveries come first. The paperwork can wait, it can always go afterwards,” says Keith Ellis, the man at the helm of West Yorkshire based equestrian wholesaler Jenkinsons.

The woman at the helm is Keith’s wife Elizabeth Ellis. He’s the man with the calculator; she’s the driving force behind the company’s sales and marketing.

Keith is the third generation of his family to run Jenkinsons (the full and fascinating 178 year company history appears in its catalogue). Having in recent years “cut down to working six days a week”, Keith is every bit as committed as his forebears, and Elizabeth shares his work ethic.

The couple’s occasional weekends away are punctuated by calling in at any customers’ shops they happen to pass. The inspiration for the cover of Jenkinsons’ new catalogue happened during a short break to Amsterdam; a quiet evening at home is rarely uninterrupted.

“We’ll be sitting there watching TV and Keith will suddenly grab the remote and say ‘what do you think about doing so and so?’” laughed Elizabeth.

The extended Ellis family brings an abundance of talent to the business. One of their sons, Richard, is Elizabeth’s ‘right hand man’ while another, Stephen, works elsewhere in IT and devised Jenkinsons’ modern yet user friendly website. Keith’s sister, an equine vet from Sussex, is an invaluable evaluator of new products.

“When I joined the company [in the early 1980s] we had one person working in the office and one in the warehouse. Now there are 12 of us,” said Keith who is always prepared to assist when the warehouse is at full capacity.

“There’s no job we expect the staff to do that we won’t do ourselves,” he said. “In fact, it’s important that I do jobs like picking and packing from time to time to see how long it takes to enable me to work out costings.”

Phrases like ‘family run business’ and ‘customer care’ could have been invented for Jenkinsons. What exactly does ‘personal service’ mean, I asked Keith who’s not one for fluffy PR. “It means that if a customer has a query, he or she can pick up the phone and speak to Elizabeth or me, the owners of the business, and we will sort it out for them,” he replied as though that’s what every supplier does. If only he knew...

16 SEPTEMBER 2013 EQUESTRIAN TRADE NEWS

● New 180- page catalogue out this month (September) backed up with a fully integrated website. ● Jenkinsons has teamed up with Horses with Attitude to offer the fun and funky clothing label to trade customers. ● ShowQuest is another new brand to come on board with its showing specialities such as decorative browbands and hair scunchies. ● Consumer advertising campaign to promote the Decahedron stable toys starts this autumn. ● New Elico logo. ● Retailer-friendly packaging with clear labels and hanging display cards for easy yet effective merchandising. ● Exciting new Christmas gifts and seasonal novelties. ● An extended range of autumn/winter stable and turnout rugs now in stock.

BEING an effective wholesaler means sourcing the best products and most innovative ideas from hi-tech saddle pads to cuddly toys.

Neither Keith nor Elizabeth is a rider yet that’s something which adds objectivity to their choice of product lines. “I remember seeing a lilac fluffy headcollar and rope set and thinking how awful it was,” said Elizabeth. “But my business brain told me it would sell – and it did!”

So where does the inspiration come from? Visiting trade exhibitions and country shows, reading ETN, working closely with suppliers and suggestions from retailers are among the catalysts. However, as Keith points out, theory is one thing, reality quite another.

“There are plenty of good ideas about; it’s making them profitable for our customers - that’s the important thing.”

www.equestriantradenews.com

ALTHOUGH Jenkinsons’ Dewsbury headquarters is very handy to reach from the M62 and M1 motorways and railway station, the firm goes to a great deal of trouble to remain a trade-only supplier.

On the manufacturing front, the last thing Jenkinsons made was Elico horse rugs back in 1990; although all that experience has gone into creating its latest range of Elico rugs.

Yes, this is a wholesaler through and through.

To open an account with Jenkinsons, applicants need a shop with regular opening hours and/or website with its own domain name. Elizabeth authorises new applications before a catalogue and website password are issued.

Elizabeth also remains in close contact with Jenkinsons’ retail customers, preferring to visit them personally where possible rather than relying on agents. “I like to get feedback from them,” she explained.

“Keeping in touch with retailers helps with product development too.”

At a time when many retailers rely on suppliers to keep their shelves stocked on a week by week basis, fast and accurate delivery is more crucial than ever. Jenkinsons works with go-ahead couriers DPD to provide next day delivery with parcel tracking and one hour delivery slots.

“Just in time delivery has become a way of life,” said Keith. “We hold the stock and are happy to be a retailer’s stockroom.”

As well as easing cash flow, dealing with this true wholesaler enables retailers to test-market new products, obtain special orders for customers and freshen up their in-store stock with minimal outlay and risk.

Indeed, choice is everything, as Keith pointed out: “Ten years ago, everything was blue and red. Now, colours have upped the ante.”

Elizabeth agrees: “Retailers need to keep changing stock to keep customers’ interest and enthusiasm.

Many of our customers are doing really well with gifts, and that’s so important to keep things fresh and make the most of the novelty value.”

How easy it is to put dealing with a new supplier into the ‘too much hassle’ box...and how simple to pick up the phone to a true wholesaler like Jenkinsons!

www.equestriantradenews.com

Jenkinsons stocks 5,000 product lines across 60 different brands. 20% of its product range carries the Elico brand, signifying good quality in the mid price range. A browse through the catalogue cannot fail to inspire. For instance, did you realise that Jenkinsons stocks the following? ● The revamped and repackaged range of Elico bridlework is made in England using best British bridle butts. The bridle leather is always at least 3.75mm thick for maximum strength and durability.

Edges are rounded and sealed to protect the fibres from sweat, the elements and to ensure equine comfort. Stress points on Elico bridles are double hand-stitched. Every bridle is crafted with at least nine stitches to the inch on stud linings for safety. ● The new psychedelic Elico Matterdale webbing headcollar with brassed fittings will brighten every retail display.

Available in pony, cob and full sizes, a 10ft rope comes as an optional extra.

● The well-shaped Elico Pennine turnout rug has a 600 denier, waterproof, ripstop, breathable outer. It’s seamtaped and bar-tacked to prevent leaks.

In sizes 4’6” to 7ft, it has 200g fill, double breaststraps, shoulder gusset, adjustable cross surcingles, detachable back leg straps and a tail flap. The Elico Pennine Combo, with integral neck cover, is pictured. ● Jenkinsons developed a range of packaged accessories with the retailer in mind. Packs include Martingale Rings and Rein Stops (pictured), Peacock Rings and Tabs, Bit Guards and Stirrup treads. Complete with Elico branded header cards, these sell best when displayed at eye-level.

Barcoded for EPoS (electronic point of sale) systems, they are less tempting to pilferers too.

The imposing Victorian building in which Jenkinsons is based is a legacy of West Yorkshire’s rag trade. Although the term is now usually associated with the wider fashion industry, rag trade correctly refers to the reusing of worn out wool and cotton clothing, much of which would have been collected from householders by rag-and-bone men. An example of recycling ahead of its time!

EQUESTRIAN TRADE NEWS SEPTEMBER 2013 17

All saddles and girths reduce a horse’s optimal performance.

The task is to minimise this negative impact, says Peter Wilkes. t’s becoming recognised that the importance of girthing has been underestimated. There are not just girth options to consider. The girth choice should be made in association with the choice of saddle.

Just a few years ago, research by Dr David Marlin resulted in the following revelation: It had always been thought that when girthing up a horse may ‘blow out’, inflating its chest. This requires the girth to be tightened after a few minutes, before a pace beyond a walk is contemplated.

However this study showed that, in fact, the horse’s chest circumference does not expand, even after heavy exercise. Instead, on girthing up, the horse actually tenses its muscles, causing the area beneath the girth to expand and so prevent the rider from tightening the girth sufficiently.

The discovery that the rib cage does not expand not only makes us re-think blowing out; it also leads to the conclusion that a tight girth cannot restrict the use of the horse’s lungs. What the girth can restrict, however, is front leg movement due to interfering with the muscles.

Once a girth is attached to the saddle, it forms a continuous circle of material around the horse. As soon as the buckles are done up, the saddle and girth are effectively one and should be treated as such. A good saddle fitter should consider alternative girths and girth fixing positions on the saddle to ensure that the girth does not detract from a well fitted saddle.

the desired position? Ask a dressage rider, a show jumper and a polo player this question and the answers will all be different.

Dressage riders recognise the need to free the shoulder to maximise freedom of movement. Show jumpers want the saddle held further forward as they believe (mistakenly in my opinion) that his riding position is more important than freedom of movement for the horse.

The polo player is yet more extreme, wanting the stirrups to be almost above his mount’s front legs to enable him to lean forward and play under-the-neck shots. This certainly restricts the pony’s acceleration and top speed, as well as its ability to turn sharply.

Because modern saddles are designed to fit behind the shoulder, fitting them further forward at best restricts shoulder movement and at worst causes pain if the points dig into the animal. To be ridden further forward, the saddle and girth should be designed differently from current models. However, with the equipment now available, education of the benefits of having the riding position over the centre of movement of the horse is the way forward.

Saddle/girth combo

Which girth is best?

I

The objective of the saddle and girth combo is to hold the saddle stationary in the desired position. But what is

Girths that curve around the elbow creating a wider distance between the elbow and the girth enable greater freedom of movement.

So, starting with the assumption that the saddle is the perfect fit, how do we maintain this status when we

18 SEPTEMBER 2013 EQUESTRIAN TRADE NEWS

add the girth and complete the circle around the horse?

What material? Should it be leather (of varying qualities) or synthetic (one of the many types available)? This is the least important question in my view. If the material is kept clean, fungal growth should not occur and the chances of chaffing will be reduced. The material should be appropriate to achieve the objective purpose of spreading force evenly.

Elastic or not? There are four options: elastic one side, elastic in the middle, elastic on both sides or no elastic. I believe elastic on both sides is the best, with certain conditions. If these conditions cannot be met, then no elastic moves into first place.

And those conditions?

Firstly, the elastic should be stronger than can be stretched by any human and of extremely high quality. Weak elastic that can be stretched to its full elongated length when girthing up is effectively not elastic when stretched to that extreme point. Secondly, the elastic should be triple crossover elastic with one piece running straight down from each buckle with another crossing diagonally to join the opposite buckle elastic and vice versa. As the shoulder rotates under the front of the saddle, the initial increase in tension is transferred down through the front buckle. As this tension is applied to the girth the cross-over elastic

causes the forces to be spread across the full width of the girth in an even manner, rather just down the front side.

Which shape? To be sure of achieving the best result, a variety of shapes should be tried. Different horses will respond differently to various girths, but my gut feel is that shaped girths generally achieve better results.

The ideal girth should not restrict or interfere with the movement of the legs. It is almost impossible to have zero impact, but using girths that curve around the elbow creating a wider distance between the elbow and the girth enable greater freedom of movement.

It’s important that the girth design and choice of materials are appropriate to the shape.

The girth should transfer forces evenly across its entire width simultaneously, which is where the cross-over attachment straps come into play. The girth’s construction should facilitate this further. It should remain flat against the body, so preventing it digging into the muscles and restricting their movement.

ABOUT THE AUTHOR Peter Wilkes is the managing director of Vale Brothers and Harry Dabbs Saddle Makers.

www.equestriantradenews.com

Let’s tack up!

ETN looks at the latest in girths, stirrups and numnahs High five!

Eyecatching martingale

A FIVE point breastplate, which fastens at both the girth and the saddle, can offer added security with even pressure distribution.

Exclusively from Snowhill Trade Saddlery come two breastplates that meet the needs of different riders and budgets.

The Rhinegold 5-Point Breastplate (pictured) is made from premium grade German leather with suppleness and finish that ensure it will be as durable as it is attractive.

It features elastic webbing sections for easy shoulder movement and real sheepskin comfort pads for cushioning and protection.

Stainless steel buckles make for straightforward attachment and easy maintenance.

Rhinegold‘s 5-Point Breastplate is available in black or Havana and pony, cob and full sizes. It’s priced to the trade at £31.50.

Another five point breastplate is of offered by Snowhill under its Windsor Equestrian brand.

In genuine leather with real sheepskin comfort pads and stainless steel fastenings, it’s priced at just £22.50 to the trade. In pony, cob and full sizes, it comes in black or Havana. t Snowhill Trade Saddlery 01243 672323

THIS martingale from HKM is made from leather with a patent finish and encrusted with diamante crystals.

With an elasticated insert and detachable martingale straps, it has a trade price of £33.26 and an RRP of £78.95.

Matching tendon and fetlock boots, bridles, headcollars, belts and saddle cloths are available. t HKM 01952 691784

Packaged to sell ELICO WAFFLE Girths from Jenkinsons come in new packaging for tidy and effective retail display.

Notably there are proper hanging hooks, rather than ‘euro’ slots.

The wipe-clean girth is made from high quality, soft and breathable material that encourages airflow. In an Atherstone, anti-chafe style, it has self loading spring roller buckles and elastic at both ends.

The Elico Waffle Girth is cut back behind the elbow to allow freedom of movement. In black or brown, it comes in sizes 32” to 56”. t Jenkinsons 01924 454681

Shock absorbing pad THE Equi-Scuto Saddle Pad has a six panel design and uses soft TProhex armour padding for shock absorbing ability.

With a zip fastening, the pad can be quickly adjusted to fit any shape of horse using the different anatomically designed inserts. The outer cotton fabric is machine washable.

The Equi-Scuto Leather Dressage Girth is designed to mould to the shape of the horse and to look smart. It’s made from water resistant Pittards WR100 leather with an inner padding of wool felt.

The girth has elasticated straps, a centre D ring and leather keepers. t Equi-Scuto 07737 626749 20 SEPTEMBER 2013 EQUESTRIAN TRADE NEWS

www.equestriantradenews.com

Flexible friend

Spread the tension

THESE Cottage Craft branded Flexi Stirrups are an excellent example of safety stirrups. They may also help ease the rider’s ankle and knee joints.

Available in sizes 4¼'',4½, 4¾ and 5'', they retail at around £36.99. t Matchmakers International 01274 711101

LIKE many of the girths from the Harry Dabbs collection, the Curved Waffle girth is fitted with Triple Crossover Elastic at each end.

By using this unique system, which features one central section and two diagonal cross sections of elastic, the tension (when girthed) is able to travel evenly across the full width of the girth rather than only through the first/front strap.

This enables the girth to lay flat against the horse’s sides, preventing its edges from causing unnecessary pressure.

Another benefit is the strength of the elastic used. Strong enough to eliminate the need to over-tighten the girth, it allows the horse to expand and contract the muscles under the girth without causing further restriction.

The shape creates distance between the elbow and girth to encourage freedom of movement. The soft waffle fabric enhances airflow, prevents unnecessary chaffing and is easy to clean.

Available in dressage sizes 22” – 34” and 40” – 56” in long girths, both girth types have an RRP of £45.

Harry Dabbs Saddle Makers is offering Waffle girth starter packs to new customers. t Vale Brothers 01922 612238

Safe and traditional WHETHER you need traditional stirrup irons, or a popular safety version, the Elico label from Jenkinsons can help.

All stirrups made in stainless steel and cover the full range of sizes. Fillis irons come complete with white rubber treads.

Peacock safety irons are designed primarily for children or lightweight adults and are popular with users of treeless saddles which have closed stirrup hangers.

Spare Peacock rubber bands and leather tabs are supplied separately in handy, Elico branded display packs (pictured).

Another favourite safety stirrup is the Bent Leg which aims to help prevent the foot being caught in the event of a fall. t Jenkinsons 01924 454681

Keep it up your sleeve GRIFFIN NUUMED is best known for its extensive range of numnahs and saddlepads.

Designed to meet the needs of just about every saddle, equine shape and equestrian discipline …if there is still isn’t one that suits your customer, NuuMed can make a bespoke product.

In addition, this British manufacturer offers a collection of accessories including girth sleeves to fit most different makes, shapes and sizes of girth. A current top seller is the NuuMed-Fairfax Performance Girth Sleeve (pictured).

The girth sleeves are made from pure British wool knitted onto a cotton backing. This production method enables NuuMed to produce top quality, consistent and easily washed products. t Griffin NuuMed 01458 210324

Flexible comfort NEW for 2013, Rhinegold has applied the same attention to the design and detail of a synthetic girth as it does to its leather version.

The flexible, padded material gives a supersoft feel for the horse.

The girth is easy to wipe clean and has stainless steel fastenings. In black and sizes 38" to 56", it’s priced at just £9.95 to the trade. t Snowhill Trade Saddlery 01243 672323 www.equestriantradenews.com

EQUESTRIAN TRADE NEWS SEPTEMBER 2013 21

Barry Fehler founded South Essex Insurance Brokers (SEIB) 50 years ago. ETN recounts the extraordinary story of the man who brings peace of mind to the equestrian community. arry Fehler founded SEIB as a 17-year-old in 1963 when the concept of horse insurance was virtually nonexistent.

At the time, he was doing an insurance apprenticeship in London, but within two years SEIB had taken off.

In 1973, Barry and his late wife Jaslyn bought a heavyweight hunter, Princes Street, and attempted to insure him for loss of use only to find it wasn’t available.

The only option was to insure for death and economic slaughter, so a claim could only be made by having the horse put down after severe injury.

B

homes with stables.

Since the British Grooms Association was instigated, SEIB has provided the insurance cover that’s included within some of the membership categories. The benefit of personal accident insurance for professional grooms includes temporary disablement at a very competitive cost to the member.

Riding school and livery yard insurance from SEIB can include liability and the premises, and takes into account the often nonstandard construction of the buildings. Hay, feed and machinery can be included and there are significant

Barry Fehler invented ‘loss of use’ insurance for horses.

SEIB offers interest free credit for BETA members to help with the cost of their insurance.

Barry went to the insurance market, found an underwriter to offer the cover and ‘loss of use’ arrived. The policy was immensely popular with horse owners and became a milestone in both SEIB’s history and that of equine insurance.

Over the years, Barry has won many awards for his service and customer care. He was presented with the BETA Lifetime Achievement Award in 2009.

SEIB is an all-round equestrian insurance broker, providing cover for horses, horseboxes and trailers plus livery yards, riding schools, racing yards, tack shops, freelance instructors and

discounts for British Horse Society approved establishments.

SEIB also offers riding school and livery yard clients a risk management package which has recently been extended to cover all aspects of commercial equestrian enterprise.

The package includes forms to keep records and provides guidance on protecting the business, explaining the need for insurance plus general advice on health and safety management. It’s already helped defend several high profile court cases involving riding schools.

SEIB has provided cover for equestrian retailers for many

22 SEPTEMBER 2013 EQUESTRIAN TRADE NEWS

years. The company is an active member of BETA and offers interest free credit for BETA members to help with the cost of their insurance. The company also covers saddle fitters and manufacturers, including those producing goods overseas.

Putting something back SEIB’s sponsorship of the Animal Health Trust’s Voluntary Service Award and BETA’s annual Retailer of the Year award underlines the diverse nature of the company’s involvement with the equestrian industry.

Yes, this insurance broker has generously and consistently put a great deal

back into the horse world. The SEIB Search For A Star showing series, with its popular HOYS final, is now in its sixteenth year, while the Racehorse To Riding Horse showing series is increasingly popular.

SEIB supports many other competitions including Trailblazers, the British Riding Clubs Quadrille, BHS Hunter Trials and ROR (Retaining of Racehorses) Challenge.

Today the company offers specialist insurance for charities, taxis, limousines and funeral directors as well as the equestrian world. 50 years on - and SEIB is in the top 75 brokers in the country. www.equestriantradenews.com

• BETA International sales manager James Palmer has embarked on a whistlestop tour to highlight the trade fair to potential exhibitors and visitors. His promotional journey kicked off with a visit to the AETA show, in Philadelphia, USA, followed by an appearance at Autumn Fair International, at the NEC, Birmingham. Further visits are planned for this month, taking in Spoga to address the German market, PATS, Harrogate and GLEE, at the NEC. “The visits are an integral part of our drive to strengthen and develop each element of BETA International,” said James. “The US offers huge potential and is a target market we wish to tap into, while the pet, gardening and outdoor shows provide the perfect opportunity to secure interest from companies wishing to extend their reach into alternative or additional sectors.”

• British Horse Society (BHS) elections saw Marjory Norrie re-elected to the board for a further term of three years and the election of David Sheerin, Christine Worthington, Lotta von der Heyde and Heather Hardy. David is head coach at Wellington Riding in Hampshire. Lotta is a sales professional who is passionate about horse welfare and Heather competes in TREC and works hard to preserve bridleways. Marjory takes special interest in equine matters in her native Scotland and Christine has served on BHS county and regional committees.

• Michele Griffiths, a member of the UK Verdo Horse Bedding sales team, owns a remarkable exracehorse. Lord Ego, now ten, was bred in Brazil before going to Dubai as a three year old. He ran in 41 races, scoring four wins, eight seconds and three thirds.

After his final race in February 2012, he was given to flat jockey Pat Dobbs who had won on him and grown quite fond of the horse.

“I took on Ego last autumn,” said Michele, “He has adapted to his new life extremely well. When out at shows, he takes everything in his stride and gets a lot of nice marks and comments.”

• Talking to like-minded people

during the working day is all part of the appeal of working at Countrywide’s revamped Exeter store. Equine specialist Livvy Van Grudgings (left), who has ridden for as long as she can remember, has worked at the former Town and Country business for three years. She owns a 16.1 Irish Draught x Thoroughbred called Tean.

Her fellow equine specialist is Donna Sansom who has worked at the store for five years. She owns two horses, one of which is a 17.2hh gentle giant called Clyde. She enjoys competing in show jumping and dressage – and has been known to take Clyde to the local primary school where her mum is a teacher.

www.equestriantradenews.com

Well wrapped for winter ETN looks at the latest one of the busiest product sectors – rugs.

What’s hot for 2013/14?

JUST as weatherproof jackets are now available in fashionable styles and colours, so are horse rugs.

Manufacturer Bucas has long recognised that, as well as nailing the technical detail, a ingredient for success is getting the colour choices spot on.

The company begins researching fashion colour trends 18 months before the products hit the shelves. Along with the fashion greats and high street names such as Gucci, Stella McCartney and Topshop, Bucas studies colour prediction charts – and is forced to gamble that the hues it chooses will work with the public.

The Bucas Freedom range is where fashion colours light up retailers’ shelves. And with prices being less than those of Bucas’ main collection, the Petrol and Berry Freedom pieces will appeal to style conscious consumers this winter.

There is a wide range of styles in these two colours including Freedom Turnout (three weights), Freedom Turnout Fixed Neck (three weights), Freedom Stable Rug (two weights) and the Shamrock Power Cooler.

Such an extensive range does indeed underline Bucas commitment to ‘rug fashion’. Even the exclusive

fabrics are used for just one season.

As this part of this collection is forward order only, retailers need to pre-book as limited stock is carried on these lines.

Bucas Freedom colours Ochre and Antelope – for summer 2014 – will be displayed at Spoga this month. Once again, the

24 SEPTEMBER 2013 EQUESTRIAN TRADE NEWS

order books for the spring fashion line mirror that of their clothing counterparts; they’re open for only eight weeks – from August to the end of September.

So retailers need to be one fashionable step ahead and book early. t Zebra Products 01352 763350

www.equestriantradenews.com

New snug rugs

Really reliable rugs

WESTGATE EFI has added two new combo rugs to its Jumper’s Horse Line range.

The JHL Mediumweight Combo Stable Rug is useful for clipped horses requiring the additional warmth offered by a fixed neck cover.

While the JHL Supreme Combo Turnout with1,680 denier outer shell and 350g insulation layer plus anti-rub nylon lining. keeps them cosy in the paddock.

Both rugs come in sizes 5’6” to 7’ and feature adjustable quick release front fastenings and cross surcingles. t Westgate EFI 01303 872277

ELICO branded rugs from equestrian wholesaler Jenkinsons benefit from years of experience of know what retailers can sell – and at what price points.

The Elico Evesham 300 Stable Rug has a 300g filling with a 300 denier polyester outer and a Swiss cotton lining.

In smart navy check, it features shoulder gussets, cross surcingles, fillet string, tail flap and double breaststraps. Sizes are 5’6” to 7’3”.

For when the cold weather really bites, the Elico Evesham 300 Combo Stable Rug offers the addition of an integrated neck cover on an original pattern created by the Elico designers.

Turned out nice again!

THE Winter Buster from Premier Equine is made from 1680D ballistic nylon and treated with the manufacturer’s proven waterproof system, With 450g of fill, the Winter Buster is deep cut to the traditional Buster pattern. It has an elasticated shoulder gusset and snug fit 200g neck.

The detachable neck is secured with Velcro fastenings. There’s also a fleece wither pad and antibacterial lining.

Premier Equine’s waterproof system allows for breathability, making this rug suitable for inside or outside use. The RRP is £164.99. t Premier Equine 01469 532279

Sales are up It’s now the third season for the Elico Pennine Rug, Jenkinsons reporting that sales have increased year on year for this ultra reliable rug.

The well-shaped rug is made from 600 denier, waterproof, ripstop, breathable outer, seam-taped and bar-tacked to prevent leaks A 200g fill, double breaststraps, shoulder gusset, adjustable cross surcingles, detachable back leg straps and a tail flap complete the package.

The Elico Pennine Combo Rug enables your customers to choose a version with integrated neck cover. t Jenkinsons 01924 454681

Viva the Vegas!

RHINEGOLD’S already impressive range of rugs has been revamped and extended for the 2013 season.

Highlights are the redesigned Vegas and Mega quilts in a smart new black check livery and an eyecatching medium quilt festooned with stars!

The Rhinegold Full Neck Mega Stable Quilt is a really heavy weight contender, able to ‘go the distance’ against even the coldest winter conditions!

The tough 600 denier, breathable outer is finished in a smart black and white check design - brand new for 2013. It also features 350gsm polyfill and soft cotton lining, full neck design, cross over surcingles, double chest straps, shoulder pleat, leg straps and tail guard.

Available in sizes 5’6” to 7’0”, it’s priced to the trade from just £23.50.

The Rhinegold Vegas Stable Quilt, featuring the same high specification as the Mega, is a standard rug design with a matching neck cover available separately for flexibility.

Also featuring the new black and white check design, the Vegas is available in sizes 5’6” to 7’0”. It’s priced at £20.50 to the trade. t Snowhill Trade Saddlery 01243 672323 www.equestriantradenews.com

Warmth without weight IN a standard rug, 80% of heat loss happens across the horse’s back and hips, says Horseware. So the company has introduced a new way of dispersing the fill in its rugs.

Under the new Vari-Layer system, the rugs’ fibre-fill is staggered. 450g fill covers the back and hip areas, there’s 300g over the sides of the body and just 150g around the top of the legs and the stomach.

The effect, says Horseware, is reduced compression on the rug fill, so the horse stays warmer.

Vari-Layer is available in Rambo Supreme, Rambo Wug and Rambo Stable Plus styles. t Horseware Ireland +353 (42) 9389000 EQUESTRIAN TRADE NEWS SEPTEMBER 2013 25

How do horse rugs fit into the consumer’s psyche? Liz Benwell joined retailers at the launch of Weatherbeeta’s new collection to find out.

WeatherBeeta Genero 1200D Combo Heavy

ugs are an emotional issue for consumers” was how Ellen Bates, managing director of Weatherbeeta, opened her presentation to retailers.

“R

You what? This from a company that invented the first synthetic horse rug 35 years ago? I could almost feel the cynicism oozing around the room.

Ellen continued, “Rugs are a worry [see panel]. Owners are constantly checking the weather, discussing which rug to put on their horses. Then they worry does the rug fit, will the horse be comfortable, can he move freely?”

Come to think of it, she has a point. Rugs are probably the number one most talked about day-to-day issue on most yards.

So, yes, emotional is a good word to describe the way owners feel about them.

“As a trade we’re guilty of ignoring owners’ concerns by using technical language [about rugs],” said Ellen. “We need to overcome owners’ worries by being clear about fit and durability in terms they can understand.”

To this end, Weathebeeta has refreshed its rug packaging, introduced clearer labelling and commissioned some fabulous action photography and video, all of which is available to retailers.

It’s essential stuff done really well. There’s also a host of new point of sale material.

Talking horses Yes, consumers love talking about rugs – and they love chatting about their horses even more. We all do it; give them ‘if they were human’ characteristics and even make up voices for them.

Weatherbeeta has cleverly tapped into this phenomenon by 28 SEPTEMBER 2013 EQUESTRIAN TRADE NEWS

identifying three different types of horses according to how they behave towards their rugs. They are: Rug wrecker – tears and rubs his rug at every opportunity; the naughty schoolboy who comes home with a rip in his blazer Rug Houdini – escapes from his rug which is found across the field with the fastenings still miraculously intact.

Rug friendly – this horse just loves his rug and looks after it carefully; has a smug – and snug – expression on his face.

The three terms are trademarked and will appear, with real life stories of such horses and their rugs, in a consumer advertising campaign which directs owners to stockists.

The concept is tailor-made for social media. It’s also about having fun and creating a feel-good factor.

Making sales Giving a retail assistant the chance to ask owners about their horses always creates empathy at the start of the sales process.

Once consumers are engaged with identifying their horses’ types, they can visit the online Weatherbeeta Rug Lab to find out which rug is most suitable. This resource also provides full technical information about everything from fabrics to fittings.

Stockists are supplied with a Weatherbeeta Rug User Guide to complete the process in-store, while an updated website replicates much of the information and enhances it with the likes of a 360degree animation and videos.

Selected stockists, defined as those that have made Weatherbeeta their main rug brand, also get a sophisticated touchscreen terminal and screen for in-store use. www.equestriantradenews.com

WeatherBeeta Original 1200D Combo Heavy

WeatherBeeta Freestyle 1200D Detach-A-Neck Heavy

Retailer training Key to all this, of course, is product knowledge. There’s nothing like it for instilling customer confidence.

And to this end retailers are invited to take an online tutorial through the Weatherbeeta Training Stable.

A successful completion brings with it the title of ‘Weatherbeeta rug expert’, branded clothing and a certificate.

A total of 82 retail businesses (138 people)

attended a number of Weatherbeeta rug launch days. The introduction to the new concept was followed by lunch then a visit to the company’s new showroom to examine the rugs and see them displayed in authentic retail surroundings.

Weatherbeeta has refreshed the way rugs are sold, making it easy for the retailer and fun for the consumer, By the way, geldings are definitely worse rug wreckers than mares...

CHOOSING which rug to put on their horse is a source of worry for many owners.

They constantly check the weather and fret about whether their horses are appropriately protected, Weatherbeeta’s research has revealed.

So it’s no surprise that rugs are a massive topic of conversation in tack rooms across the country.

Rugs are not the fashion item some might claim, either.

Rather than this season’s ‘in’ colour, consumers demand rugs that are durable and allow for natural equine movement.

Weatherbeeta conducted its research via focus groups from the UK, Australia and the USA.

www.equestriantradenews.com

ETN asked the experts at Snowhill Trade Saddlery how to get your rug buying right this season. inter rugs are a key line for any retailer, representing a significant investment in stock in the crucial run-up to the Christmas period.

There are vast ranges of rugs and quilts available from many manufacturers to meet any conceivable usage or weather type.

Rugs are offered with different grades of outer, protective fabric, different densities and types of filling,

W

Rhinegold Star Stable Quilt

various design features aimed at improving comfort, waterresistance and practicality - not to mentioning a dizzying array of designs and colours, at price points ranging from tens to hundreds of pounds.

Our recent extreme weather variations don’t make matters any clearer. Regardless of where you are in the country, you may be facing drought, floods, blizzards or balmy days seemingly at any time of year!

It’s no wonder that retailers find the selection of lines and STAR of the show: the Rhinegold Star Stable Quilt is a medium weight, cotton lined rug featuring a breathable 600 denier outer and 300 gsm polyfill. The red and white star design on a navy background is new for 2013. With double chest straps, cross over surcingles, leg straps and front shoulder movement pleats, it comes in sizes 4’6” to 7’0”. The Star Quilt is priced at just £18.50 to the trade. t Snowhill Trade Saddlery 01243 672323 suppliers for their turnouts and quilts tricky. Get it right and you can enjoy a very profitable season; but get it wrong and you may be left with a lot of expensive, bulky rugs taking up your valuable storage space – not to mention leaving a nasty hole in your wallet.

In the past, many wholesalers forced their customers to pre-order rugs for the autumn as early as February or March, warning that stock availability or competitive prices could not be guaranteed otherwise.

This was often because the wholesaler did not want to order products from the manufacturers that they didn’t already have buyers for. In effect, the wholesalers wanted the retailers to do the guess work and bear the risk for them.

But now, retailers do not need to follow this model.

They can look for wholesalers

30 SEPTEMBER 2013 EQUESTRIAN TRADE NEWS

that do not require early preorders to secure preferential prices. They will find wholesalers that have the storage facilities to carry stock right through the season.

In the past, wholesalers wanted the retailers to do the guess work and bear the risk for them. No longer...

That way you can order just what you need and when you need it, responding to changes in customer demand as they happen.

Your cash flow is not tied up in pre-orders and you can concentrate on responding to your customers, whatever the weather throws at us! www.equestriantradenews.com

Keeping customers clip happy Like anything mechanical, clippers are great when they’re working, but a headache when they’re not! Nicky Darling, product manager at Wahl, explains how to prevent common problems coming between your customers and their clippers.

Problem: clippers won’t cut the coat When were the blades last sharpened? Blunt, rusty or badly sharpened blades would be the first thing to consider, this is easily rectified by sharpening blades or purchasing a new set.

Are the blades moving?

Insufficient or incorrect oil can lead to the blades seizing together. WD40 is not an acceptable lubricant as it’s water based. Clipper oil must be oil based and is manufactured to a tried and tested formula.

Are the blades free from hair and grease? Failure to keep blades clean considerably inhibits their effectiveness.

Check there are no hairs trapped between the top and bottom blades causing them to separate.

Are the blades tensioned correctly? Urge your customers to read the instruction manual. Every set of clippers is different and over or under-tensioned blades won’t clip efficiently. Some blades are pre-tensioned at the factory and require no adjustment from the user, so unqualified ‘tweaking’ can render them ineffective.

Has the coat been prepared for clipping?

Clippers find it difficult to cut through hair efficiently if the animal’s coat is damp or too dirty. The coat should be dry www.equestriantradenews.com

and made ready by bathing or with a thorough groom to remove as much dirt and grease as possible. Dirty horses blunt blades very quickly.

Have the clippers been stored properly? Blades should be cleaned and oiled before storing away after checking for missing teeth or damage. Air filters should be cleaned. Cold, damp tack rooms are not ideal as clippers and trimmers suffer corrosion in moist conditions.

Problem: clippers are leaving a bad finish in the coat Check the operator’s clipping technique. The most common cause of this is uneven pressure, so users should adjust their hold and try to avoid leaning on the edge of the blade. The blade’s flat surface should be parallel to the area being clipped, while keeping the tips of the blades against the coat and following the contours of the body. Ideally, there should be an overlap of around 20% on each previous stroke to avoid missing areas and to give a smooth, seamless finish.

Is the blade damaged?

An uneven finish could be due to missing teeth on the blade, in which case the blades need replacing. Missing teeth can cause injury.

Has the clipper been serviced? Insufficient blade

movement or a problem with the motor may develop over time; this can be resolved with a service.

Does the coat look ‘moth-eaten’? If blades are too coarse, or of poor quality, they can ride over the coat rather than cutting it leaving an uneven finish.

The importance of oil To ensure that clippers have a long life and work efficiently, it’s important to oil and clean blades regularly. To oil them properly, the unit should be held in such a way that the blades are in a downward position. With the clipper or trimmer running, dispense two or three drops of oil across the top blade, allowing it to dissipate between the two blades. Then wipe off any excess oil.

Customers should oil their clippers before every use, during use, each time the

blades are cleaned or the unit begins to labour and before putting them away after use.

Encourage your customers to use specific clipper oil. Clipper oil and replacement blades are essential stock items for any retailer selling clippers or trimmers.

Clipper TLC The simplest way of avoiding most clipper problems is by ensuring blades are sharp and well maintained, and clippers are serviced regularly.

Blades should typically last between five and ten uses before needing to be sharpened, depending on the cleanliness and coarseness of the coat and the maintenance regime. Consider offering special ‘clipper days’ to point customers in the right direction. t Wahl 01227 740066

EQUESTRIAN TRADE NEWS SEPTEMBER 2013 31

Simon’s award-winning prescription

The reigning Virbac Equine SQP of the Year — that’s a person suitably qualified to dispense wormers — is the ultimate hands-on businessman, says Penny Richardson.

Simon Wetherald receives the Virbac Equine SQP of the Year Award from BBC TV Countryfile presenter Ellie Harrison during BETA International 2013.

imon Wetherald has owned his Bardsey Mills animal feeds and pet store in Horsforth, a small town on the outskirts of Leeds in West Yorkshire, for 38 years now and spends every day as part of the team on the shop floor. His speciality is animal wormers and he has an encyclopaedic knowledge of the subject. That’s why it was no surprise to anyone other than Simon when he received the prestigious 2013 award.

“It was a delightful shock, to

S

tell you the truth. I was very proud to be recognised, but I really accepted the award on behalf of every hardworking SQP,” he says. “It didn’t change my life because I wouldn’t want to push winning anything in peoples’ faces, but we do have the certificate on the wall of the shop and the publicity certainly hasn’t done us any harm.”

As the Internet is now many horse owners’ favourite way of shopping, a high percentage

32 SEPTEMBER 2013 EQUESTRIAN TRADE NEWS

of Simon’s sales now come via his online shop, Wormers Direct.

“I got into Internet sales in the 1990s, when few other people were interested,” he explains. “I had a little subsidiary business, which was designing websites, so it was a natural progression to think of something I could sell online.

“I looked around the shop and realised that I couldn’t send bales of shavings and bags of pony cubes in the post. But I already sold wormers and they would fit nicely into a Jiffy bag. It all started from there.”

Simon then set about furthering his education of this huge subject.

“There was an awful lot to learn, but it was really fascinating. It was lovely to have found a niche for myself that was so interesting,” he says. “And of course it’s always very much easier to learn if the subject interests you.”

As science advances and problems such as resistance grow from year to year, the subject of worming becomes extremely fluid.

“This is why the Continuing Professional Development programme [CPD) introduced

by AMTRA, the regulatory body for animal medicines, is so vital,” says Simon, who was involved in the scheme from the early days and now sits on the AMTRA council.

The CPD programme is compulsory for all SQPs and comprises seminars and modules, through which they obtain points for keeping abreast with the latest developments. If they don’t reach their target, they are not allowed to renew their SQP qualification.

“CPD is a very good thing, but I’m passionate about making learning fun. I don’t want CDP to be something people feel they have to do, but something they want to do,” says Simon, who is also a BETA council member and sits on the retail and health subcommittees.

Online wormer sales Simon is quick to refute the idea that selling wormers online means customers don’t receive the correct advice or buy the right product.

“The online is policed more strenuously than ever, these days,” he points out. “We’re accredited with the Veterinary Medicines Directorate [VMD] and they go over every aspect of the online business with a fine toothcomb to make sure we’re doing everything right.”

I can’t see how Government ministers would think a vets’ cartel would be a good thing.” Simon on proposals to make wormer supplies vet only.

Simon says that the safeguards on online wormer sales are now much more stringent than those carried out in retail premises.

“Shops used to be inspected all the time, but these days, there aren’t enough inspectors on the ground and it’s all a bit hit and miss,” he explains “But accredited online retailers have to prove that they’re doing everything correctly.” www.equestriantradenews.com

If someone asked me to hold a horse, I’d run a mile!”

Simon on his non-fascination for the outside of equines.

There has been talk of making VMD accreditation compulsory for retailers who stock wormers, but Simon isn’t 100% convinced that this is the way to go.

“I’d much rather see a campaign to get the message across to horse owners that they should buy from accredited retailers only,” he says.

However, if the British Equestrian Veterinary Association (BEVA) has its way, businesses such as Simon’s will no longer be in operation and horse owners will be able to buy wormers only via their vet.

Simon isn’t impressed.

“Quite honestly, BEVA shot their original letter off without thinking it through properly and they’ve now backtracked a little. They are rightly worried about resistance to parasites in farm animals, but they appear to have forgotten that the EU classifies all grazing animals, including horses, as farm stock,” he says. “If they get their way, around 3,000 people in the retail business will be put out of work at a stroke and the only ones it will benefit will be the vets, as the price of wormers is likely to double.”

However, Simon does believe that the current government would not approve such a move.

“The government’s very keen on an open marketplace and I can’t see how ministers would think a vets’ cartel would be a good thing,” he says. “The horse owner might not be able to afford a worming programme and then horses would suffer

www.equestriantradenews.com

ultimately. And those of us in the retail business don’t have to mark things up like vets do to try to earn £100,000 per year. Our margins are much lower because we don’t even dream of taking home that sort of money!”

Although Simon’s Wormers Direct website is packed with helpful information on parasite control in every conceivable pet species, he has no desire to put his knowledge into print.

“I love giving advice, but I’d much rather do it face to face in the shop or on our free helpline,” he says. “I’m quite happy to advise people who might go elsewhere for their wormers, but the whole industry changes all the time and what might be correct advice at one moment could be completely wrong the following day.

“There’s also less information to be gathered these days. Whereas 10 years ago, someone would recommend X, Y or Z, they’re too frightened of being sued if the product doesn’t work. All the present day information has to be couched in very general terms.”

Simon has been looking into the history of Bardsey Mills and has discovered that there has been a retail premises on the site since 1620.

“I’ve also managed to trace every owner’s name back to 1812. It’s absolutely fascinating,” he says.

However, for someone so knowledgeable about the internal workings of the horse, Simon finds the outside of the animal extremely nonfascinating.

“I’m not horsey, I don’t ride and if someone asked me to hold a horse, I’d run a mile,” he says. “In fact, I’m not really an ‘animal person’ at all.”

But he is so passionate about the wellbeing of his customers’ four-legged friends that with Simon Wetherald on their side, horses in Britain can look forward to a healthy – and worm-free – future.

Like the toothless, wizened old woman who takes a picture of Gwyneth Paltrow into the hairdressers and says “I want to look like that”, do owners over-estimate a feed’s ability to change a horse? ETN asked Nicola Tyler, nutrition director at TopSpec, what’s possible – and what’s not.

Q. Should you feed a horse for the weight it is, or the weight you want it to be?

A. As far as TopSpec feed balancers are concerned, you should always feed a horse for its ideal weight. This is because feed balancers supply mainly micronutrients and the requirements for these are calculated on a bodyweight basis. For example, if after seeing a Connemara, we agreed with the owner that he should weigh 480kg, we would recommend 480g/day of the appropriate TopSpec feed balancer. We would do this even if he was actually underweight or overweight.

When considering how much compound feed/blends/straights to feed the answer is a little more complicated. Apologies!

If the Connemara was just a little under or overweight, then feeding for the desired weight is fine. However , if he was significantly overweight it could be advisable to reduce his rate of feeding until he reached the desired weight. Equally, if he was significantly underweight it might be necessary to introduce higher rates of feeding very slowly, until his digestive system had adapted to firstly ad-lib forage and ultimately conditioning levels of hard feed.

In most situations forage (grass/hay/haylage) should be fed ad-lib.

Q. How much difference can feeding (and fitness) make to energy levels, temperament and performance capacity?

A. A fit horse has higher energy levels and greater performance capacity than an unfit horse but his temperament will not change. Horses are born with whatever temperament the genetic lottery has given them.

However, what can be changed significantly by both man and many other factors, including his level of fitness and what he is fed, is his behaviour.

If a horse has a naturally laid-back temperament, simply feeding high-energy feeds will not make turn him into a forward-going, thrilling ride. Getting him as fit as possible and schooling him to be highly responsive to a gentle nudge from your leg will have the greatest effect.

However, in order to expect him to carry out the hard work required in fittening him, he will need a diet with appropriately

As far as TopSpec feed balancers are concerned, you should always feed a horse for its ideal weight.

high levels of micronutrients and protein.

He will also be able to receive a higher level of fast-releasing energy (e.g. oats) in his diet than a sharp horse but researchers are confident that all horses should have the starch content of their diet limited to maintain good health.

This means that however laid-back the horse is, his hard feed should not contain too much starch e.g. a 500kg horse can receive no more than 1.3kg of oats or 1kg cooked barley within his ‘2kg(dry weight) per feed’ meal allowance.

If the horse has a sharp temperament, it’s much easier to modify his behaviour through feeding by minimising any nutrients which commonly exacerbate over-exuberant behaviour. In this situation a high-fibre but low sugar/starch diet is usually recommended. When this is not sufficiently effective a neutraceutical calmer may help the horse to relax.

Q. How fast can a cob go and how sensible can a thoroughbred become with correct feeding and management?

A. As far as their genetic make-up allows.

It’s up to the horse owner to maximise that potential!

34 SEPTEMBER 2013 EQUESTRIAN TRADE NEWS

Q. Are consumers lulled into a false sense of security or given false hopes by feeding their fizzy horses a ‘coolmix’ or their fat horses a ‘low starch, low sugar’ product?

A. Generally speaking it’s easier to make a 'non-heating' cube than a mix because the former can be made without cereals, which are high in starch, whereas the latter has to include some cereals in order to have an appropriate physical appearance.

There’s no doubt that modern ‘coolmixes’ have lower sugar/starch levels than old-fashioned mixes, largely due to high levels of inclusion of low starch pellets/cubes, the threading through of some low starch green fibres e.g. alfalfa and the use of lower levels of molasses.

It could be argued that ‘coolmixes’ should be referred to as ‘coolermixes’ but a pedantic would no doubt say ‘cooler than what’!

The best advice to someone wishing to buy a 'non-heating' feed for their horse is to look at low sugar/starch pellets/cubes, unmolassed alfalfa or alfalfa/straw blend chops and soya/linseed oil if required.

If consumers think that low starch/low www.equestriantradenews.com

A fit horse has higher energy levels and greater performance capacity than an unfit horse but his temperament will not change.

sugar products will help their horse to lose weight, they are perhaps a little confused. The horse simply needs to balance the equation by having a little more output i.e. exercise, and a little less input i.e. forage and feed, until his weight is correct.

This can be helped by poorer/restricted grazing, poorer nutritional quality hay/soaking hay, lower calorie feeds/less feed rather than by the sugar and starch content of the feed alone. A low sugar/starch feed can contain the same number of calories as a high sugar/starch feed.

Q. Do owners under-estimate what’s possible and achievable with their horses and go looking for a new one when they should be working on the one they have? What help is available to them?

A. Possibly those rich enough do! Help with training is available from a wide list of approved and/or accredited trainers through all the competitive disciplines.

Help with feeding is available from the free feed lines operated by most of the major, reputable UK feed companies. TopSpec’s multi award winning helpline can be reached on 01845 565030. � All horses pictured in this feature are fed on TopSpec products.

However laid-back the horse is, his hard feed should not contain too much starch.

www.equestriantradenews.com

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Retailers owe it to their customers to have an informed opinion about feeding horses, says Richard Stevens. something for more than you paid for it? However, the best reward for me has always been selling the right product to the right person for optimum functionality and ultimately to achieve the best form.

customers know about products they’ve been using for years. It’s not their fault, it’s just that no-one has ever taken the time to explain the function of that product.

More often than not, and after a few minutes’ listening

Who’s going to grab your hand and thank you for selling them something for more than you paid for it?

unctionality is one of my favourite words, only just pipped to the post by form. Certainly not for the way they roll off the tongue - that would have to go to onomatopoeia or gazump - but for what they mean.

So where do functionality and form fit into the world of feed retailing? Square peg, round hole comes to mind.

However, with thought, the square edges could be easily whittled down.

The problem lies in a market flooded with thousands of different products all claiming to have a high functionality.

But which ones function to improve form?

With such a vast array to choose from, the consumer is becoming ever more confused about which products to believe in and purchase. It falls, therefore, to the retailer to make the right decisions; decisions on which products we believe in, which products we stock and which products we ultimately sell to our customers.

F

It makes commercial sense, of course, that we also need to be good sales people.

The best sales people I’ve met are those who care enough to advise, inform and guide the customer to the product which is the most functional for their particular need. These sales people are interested, well informed and, most importantly, have an opinion. They have to be interested to be able to search for and absorb the information, and they need the information to form an opinion.

However, it’s the source of that information that concerns me. Take nutritional advice for example. How much impartial advice is available?

Who can be trusted when it comes to the facts of what a horse has actually evolved to eat and will thrive on? I’m sure there are people far better qualified than me to answer these questions. I’m also sure that most of them work for big feed manufacturers.

As a retailer, I’m often amazed at how little

36 SEPTEMBER 2013 EQUESTRIAN TRADE NEWS

What we advise does make a difference. So we need to be informed and knowledgeable about the products we stock. We also need an opinion; an opinion which is based on fact and one which we are not afraid to defend.

Only by developing an informed opinion can we differentiate the PR waffle from the facts. And if we care for our customers, we owe them the truth to the best of our knowledge.

Maybe in the not so distant future retailers will benefit from more freely available, unbiased information and honest opinion which can be responsibly passed on to the trusting customer.

Who knows, one day PR waffle may be gazumped by good old fashioned fact - and we will all be in much better form.

to the facts, it becomes clear that there is a far more functional product that they could be using - and achieving a much improved form of their horses.

After all, isn’t that what makes the retail world go round - the constant pursuit of better form?

Back in my twenties, as a wet-eared young salesman trying to persuade hard-nosed farmers to part with their cash, a wily old colleague once imparted what he thought to be the defining words of wisdom of my sales career.

“Sell what you have, son…whether it fits the bill or not.” Well, I thought about this for all of minutes and have been determined to do the opposite ever since.

Retail selling can be a thankless task. After all, who’s going to grab your hand and thank you for selling them

ABOUT THE AUTHOR Richard Stevens runs Orchard Farm Equestrian. The Plungar, Leicestershire based business retails feed, supplements, bedding, stable management equipment and horse care products.

www.equestriantradenews.com

Winter warmers Autumn is neigh, and your customers are working out their horses’ winter diets. So what should you stock?

Super fibre blend FIBRE-BEET from British Horse Feeds blends the benefits of original Speedi-Beet with alfalfa.

The result is a super fibre feed for optimum condition which also provides good quality protein for muscle tone and function.

Ideal for horses prone to digestive upsets and palatable to fussy eaters, Fibre-Beet has added biotin for hoof quality and is approved by The Laminitis Trust.

It can be used to replace up to 60% of the daily forage allowance. It’s ready to feed after 45 minutes’ soaking in cold water or 15 minutes in warm water. The RRP is £11.95-£12.90. t British Horse Feeds 01765 680300

Ration consultant arrives from the USA SARACEN Horse Feeds has launched an online interactive ration consultant.

The software behind Microsteed, with which consumers can research a suitable Saracen diet for their horses, is already used

by Kentucky Equine Research (KER) in the USA. Saracen Horse Feeds is a KER team partner.

To use Microsteed, owners answer questions to describe their horse, then choose the Saracen feed they’d like to try from an appropriate preselected list. The software then provides a diet that meets the horse’s energetic and nutritional needs based on the information provided.

Recommended daily nutrient intakes are based on KER and National Research Council recommendations for optimal equine nutrition.

Users who register their details with Saracen are emailed a feed plan. The details are saved by the company and can be updated when a change of diet is needed.

The interactive software is free to use and links back to the Saracen Horse Feeds’ website. This enables consumers to find their nearest Saracen stockist. t Saracen Horse Feeds 01622 718487 38 SEPTEMBER 2013 EQUESTRIAN TRADE NEWS

www.equestriantradenews.com

Changing seasons

When condition counts

MANY customers will be reviewing their horses’ diets and feeding routines to ensure a smooth transition that considers more time spent in the stable and possibly a reduced workload.

By gradually making changes to the diet, the beneficial bacteria in the horse’s gut is given time to adjust to change, helping to avoid digestive upset, says Allen & Page.

Many factors need to be considered when changing feed including the horse’s temperament; type, frequency and level of work; condition and health problems.

Feeds such as Fast Fibre, Cool & Collected, Ride & Relax and Veteran Vitality are ideal for customers with horses at rest or in light to medium work. As part of the Barley & Molasses Free Range, the energy provided is slow releasing for stamina, which is less likely to result in fizzy or sharp behaviour.

Calm & Condition, also part of the Barley & Molasses Free Range, is not only an excellent conditioning feed, but can be used for medium to hard work, providing energy mainly in the form of fibre and oil. If even more energy is needed still, perhaps where horses are competing or hunting regularly over the winter, Power & Performance can be fed. It provides fast and slow release energy to give a horse that extra ‘sparkle’ needed.

By moving up and down the Barley & Molasses Free Range of feeds, your customers can provide their horses with exactly the right amount of energy as their needs change throughout the year. t Allen & Page 01362 822900

TOPSPEC Super Conditioning Flakes are packed with palatable, naturally oil-rich ingredients.

A particularly important ingredient is intracellular oil.

Occurring within the cells of plants, this is a highly-available means of providing oil in the diet.

Calories from the oil are balanced with high quality soya as a protein source and with available sources of calcium. Salt is added too.

TopSpec Super Conditioning Flakes improve condition, provide balanced calories and protein for performance. The product offers a combination of fast-releasing energy and oil for stamina. It also reduces the weight of hard feed intake without cutting performance or condition.

The flakes are particularly beneficial for show horses, bloodstock being prepared for sales, hard working horses that need high levels of calories without excessively large feeds and elderly horses that struggle to maintain condition, particularly in winter. t TopSpec 01845 565030

Unlocking nature’s goodness FEEDING alfalfa-based products, such as Dengie’s Alfa-A and Hi-Fi ranges, brings a wealth of equine health benefits. These products also give your customers feeding flexibility.

Feeding alfalfa allows owners to choose a fibre feed most suited to their horses, then add vitamins and minerals separately in the form of a supplement, such as Dengie Natural Vitality Vits & Mins, or a balancer, such as Dengie Balancer.

This enables owners to adjust the amount of fibre feed used according to horses’ body weights and workloads while still ensuring a balanced diet is provided.

Money is saved too, because owners are not paying for vitamins and minerals twice. For example, mixes and cubes contain added vitamins and minerals. However, if they aren’t fed at recommended amounts, a top-up supplement should ideally be added.

Here are some more benefits of alfalfa. . .

Energy: it provides vital nutrients and energy suitable for horses and ponies in light to moderate work. Alfa-A Original, for example, contains the same amount of energy as a cool mix. Meeting energy requirements without the need for cereals helps to reduce the risk of digestive upsets. And because fibre such as alfalfa provides slowrelease energy, it cuts the likelihood of excitable behaviour.

Low starch/sugar: alfalfa is naturally low in starch and sugar, with about a quarter of the sugar found in grass. Dengie has six feeds approved by the Laminitis Trust.

Quality protein: as a legume, alfalfa is able to fix nitrogen from the atmosphere and convert it to protein which is essential for growth and development, particularly for breeding and youngstock. Adult horses also require protein – especially essential amino acids for developing muscle tone and repair.

Calcium: is vital for the structural integrity of bone so has an important place in the diet of breeding and youngstock. Research by

the Royal Dick Vet School found that including alfalfa in the diet helps to improve the quantity and quality of hoof growth. Alfalfa contains nearly three times as much calcium as grass.

Wide range of vitamins: alfalfa is rich in fat-soluble vitamins A and E, and rich in water-soluble B vitamins thiamin, riboflavin, pantothenic acid, biotin and folic acid. It also contains valuable levels of the trace mineral cobalt, which enables a horse to synthesise vitamin B12.

A natural buffer: alfalfa acts as a natural buffer to acidity in the digestive system. Research has shown that horses fed an alfalfabased diet had a lower incidence of gastric ulcers compared with horses turned out on pasture 24/7.

More chew time: horses would naturally spend 16 to 18 hours a day eating. Using fibre as a bucket feed instead of cereals helps to increase feeding time because, when compared with the same weight of cereals, fibre takes up to three times longer to chew. t Dengie Feedline 0845 345 5115

Ribs: to see or not to see?

Sarah Nelson, Spillers nutritionist, ponders the dilemma ALTHOUGH many horse owners seem aware of the problems associated with excess weight gain, we are still seeing large numbers of overweight horses.

Perhaps part of the reason for this is that the perception of the ideal weight has become a little skewed.

Body Condition Scoring (BCS) is an objective and effective way of assessing if and where the horse is carrying body fat. In many respects, this is of greater importance than the horse’s actual weight.

The 1-9 scale assesses six main areas that should be scored individually before calculating an average.

For leisure horses, a score of five (described as ‘moderate’), is considered ideal. A ‘perfect five’ is defined as: ● No crest, neck blends smoothly into the body ● Shoulder blends smoothly into the body, no fat pads behind the shoulder ● Withers defined but smoothly rounded ● Back level, no fat pads behind the saddle area ● Ribs can be easily felt but not seen ● Fat around the tailhead beginning to feel spongy However, when using the BCS system there are some important points to bear in mind, particularly the horse’s breed and the natural cycle of seasonal weight loss/ gain. For example, on a Thoroughbred

horse you can often see a faint outline of the last two ribs (particularly when they turn), even when they are at an ‘optimum weight’ or in ‘ideal condition’.

It’s usually a very different matter for ponies and other native breeds though. They evolved to gain weight in spring and summer and lose it again over the winter, ready for the return of better grazing in the following spring. Allowing natives to slim down and enter spring a little on the ‘lean’ side as nature intended (perhaps a score of 4.5) helps to prevent excess weight gain.

Provided that the horse or pony is otherwise fit and healthy, seeing ribs is not automatically something that we should be concerned about, even for natives!

In addition to whether or not you can see the horse’s ribs, consider other areas on the BCS chart as well as factors such as general health and fitness, skin and coat condition and hoof quality/ health.

Whilst ‘ideal condition’ and seeing ribs can go hand in hand, owners of such horses can sometimes be faced with conflicting advice from other liveries, particularly if there are several overweight horses on the yard.

Like people, horses come in different shapes and sizes and for natives particularly, the natural cycle of losing and gaining weight is very important. This considered, is being able to see a horse’s ribs a problem? Not always!

OPINION

Top riders’ choice LEADING competitors Sophie Wells, Yazmin Pinchen, Piggy French and Laura Collett are all Dodson & Horrell brand ambassadors.

They work closely with the company’s top nutritionists to ensure optimum performance for their elite horses.

Para-dressage rider Sophie Wells and Valerius received nutritional advice from Dodson & Horrell area manager Rachael Sainsbury ahead of their European championship appearance last month.

Rising showjumping star Yazmin Pinchen was ninth on the Global Champions Tour in Monte Carlo. Event rider Piggy French has five horses qualified – three fives year olds and two four year olds for the Burghley Young Event Horse Final.

Piggy and Laura host a Dodson & Horrell cross country course walk at Blenheim Horse Trials this month.

Preventing a sore point INSURANCE company Petplan Equine has noticed an increase in the number of enquiries it’s receiving from horse owners about Equine Gastric Ulcer Syndrome (EGUS).

So the company has teamed up with the 2009 Petplan Equine Vet of the Year, Gil Riley (pictured right), to advise owners how to avoid its onset.

“EGUS is a condition that is often easier to prevent than it is to treat which can be extremely expensive,” said Gil (pictured)

“Ulcers are generally caused by two main factors – diet and stress,” he added. “So really, it can be quite simple to prevent EGUS in many cases by paying enough attention to your horse’s management.

“If the horse goes for long periods without fibre, or is fed a high-grain diet, acid levels in the gut increase. This acid can splash against the stomach wall, particularly during exercise, which can give rise to EGUS. “Stressful situations, such as travelling for long periods of time, the competition environment, being in a field alone or out with others they

don’t get on with, are also important causes of EGUS.” Gil has the following preventative tips: ● Turn-out as much as possible and feed a fibre-rich diet little and often ● Avoid cereals and grains where possible or at least feed as part of a high fibre diet ● Turn horses out with friends they get on with to mitigate stress ● Pay attention to worming and dental care ● Provide horses with shelter so they can get away from the hot sun, wind or rain ● Make sure horses are happy

in their work ● Provide a buffer layer of fibre before exercise, such as a handful or two of hay [or alfalfa]

Stockist offers money back A RETAILER is so pleased with the results of two feeds that it’s offering a money-back guarantee.

Delahooke Feed Services, which delivers feed across Gloucestershire, is offering the deal on Mollichaff Condition and Mollichaff Calmer if the products don’t live up to expectations.

“We really believe in these feeds,” said Emma Martin who has been convinced by two customers’ experiences.

“One horse struggled to keep weight on. The owners tried all sorts of different feeds to no avail.

But Mollichaff Condition really did what it says on the tin and the horse has never looked better.

“Mollichaff Calmer did the trick for another horse that kept on running backwards while out hacking. So we can fully recommend both these feeds.”

As ETN went to press, Delahooke Feed Services had yet to give anyone their money back.

Horse owners begin to worry about their horses losing condition at this time of year. So we asked Baileys Horse Feeds for some feeding solutions to pass on...

IF your customers own good-doers, balancers - such as Baileys Lo-Cal or Performance Balancer - are useful. When added to an existing, potentially inadequate diet, these products can improve body condition by ensuring the diet is balanced with vitamins, minerals and quality protein.

Most balancers contain a digestive enhancer, such as Yea-Sacc, which improves gut efficiency and so helps the horse get more from his existing diet.

However, those who seek weight gain will struggle to get the results they want without increasing the horse’s calorie intake. It’s the one nutrient that balancers do not really provide.

Feeding the recommended amount of a conditioning feed, such as Baileys Top Line Conditioning Mix or Cubes, is likely to be more effective - and cost effective - than feeding increasing amounts of a lower calorie feed or adding extras, such as barley.

Top Line Conditioning Cubes can be fed whatever the horse’s workload, are non-heating and balanced with performance levels of vitamins and minerals.

Being nutrient and energy dense, meal sizes can be kept manageable.

Enhanced digestibility means the horse gets the most of every mouthful.

For those who are still struggling, Baileys Outshine high oil supplement can be added to an existing balanced diet for a serious ‘hit’ of slow release calories, without significantly increasing the overall amount fed.

Outshine’s unique balance of Omega 3 and 6 fatty acids is designed to mimic that found in pasture. With a digestible energy content of 24MJ/kg, it provides more ‘calories per mug-full’ than most other high oil supplements. t Baileys Horse Feeds 01371 850247

RETA IL TIP

Saddler, businesswoman, competitor, judge and horsewoman Sue Carson begins a new series for ETN looking at the horse world from her perspective. query is “no problem, I'll sort it” – then you go away and think about how!

Riders who compete regularly usually need more saddlery, clothing, transport, feed etc than their homebased happy hacker counterparts. So to those centres who look after these high spending consumers, we salute you!

he National Riding Festival is no longer. But the sentiment behind it remains true: more riders equals more customers.

If we are to create and retain regular consumers, it’s vital that all contacts the public has with the equestrian community are positive.

Take show organisers. They are selling a service and everyone who comes to their centre should enjoy a pleasant exchange with everyone they meet. From the person serving in the canteen to the collecting ring steward, judges to entries secretary, they need to give that competitor a good experience.

Show centres are a melting pot of equestrian emotion.

Riders – and parents in the case of juniors – plough in vast amounts of time, effort and money to get to competitions. Feelings run high when things go well – or badly.

Running an equestrian centre is like running a pub.

You have to be the 'hostess with the mostess' seven days a week. The first answer to any

T

Let’s communicate With the seasonal upturn now setting records for some, reviewing sales practices and customer care could produce rich rewards for those not yet back on the crest of the wave.

For any business, it's vital to pick up the 'phone and talk.

Don't just answer by email or text, people are fed up of not getting a human being on the end of a 'phone.

‘Phone calls should be returned within two hours.

Even if the information the customer requested isn't yet to hand, they should still be called to say “I'm on it, haven't forgotten and this is what I've done so far.” People do like to be kept informed.

If a customer has ordered something that’s out of stock, again, keep them informed. If you do use email, don't miss the opportunity; include the 'offer of the week', 'sale of the week' or news of open days and evenings. It's another way to promote your store and potentially cross sell to the customer.

Everyone who walks into a store or onto a tradestand should be approached for a

chat; it's essential to talk if you’re to make a sale. One retailer asked a visitor if she'd like a cup of tea and on her next visit, she was asked if she'd like a cup of tea with two sugars. That level of attention to detail is important. Find out what your customer's horse, husband, children are called; keep it in the records and make them feel important next time you speak to them.

If a customer has a problem, don't leave it two days before you call back. Do it in five minutes; that way you pour water on things and calm it down. The longer you leave it, the bigger the fire will get!

'Always have a smile on your

face' might be a bit of a cliché, but it's good advice. A smile goes down the 'phone too.

Learn for free Learn how to sell for free – by being sold to.

Assess the techniques different salespeople use by putting yourself in the market for a car, conservatory, lawnmower, carpet or washing machine.

Think about the phrases and selling methods that you warmed to, as well as those that made you recoil.

One of Britain's best saddlemakers looks at every saddle he possibly can. He tells me he learns as much from a badly made one as he does from a good one.

ABOUT THE AUTHOR Sue Carson is the managing director of the business she founded, Sue Carson Saddles. She trains horses and riders in dressage, has competed up to international grand prix level and is a List 1 British Dressage judge.

Sue became involved with her family’s horse dealing business when she was nine and later worked in the family tack shop. She has bred horses, evented and show jumped and was a candidate FEI horse trials panel judge. She was the youngest judge ever appointed to the BSPS (British Show Pony Society) Working Pony panel.

She has been saddle fitting for 25 years and acts as an expert witness in equine legal cases. www.equestriantradenews.com

EQUESTRIAN TRADE NEWS SEPTEMBER 2013 43

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

AMTRA is required by the Veterinary Medicines Regulations to ensure its SQPs undertake CPD. All SQPs must earn a certain number of CPD points in a given period of time in order to retain their qualification. SQPs who read the following feature and submit correct answers to the questions below will receive two CPD points.

Driving home messages for autumn and winter worm control espite the on-going efforts of pharmaceutical companies, vets and SQPs to keep horse owners fully up-to-date with the best protocols for responsible and sustainable worm control, a recent survey indicated that there is still a high degree of misunderstanding, particularly about appropriate treatment for encysted small redworm.

Wendy Talbot, equine veterinary manager for Zoetis (formerly Pfizer Animal Health) reminds us of the key messages for your customers for autumn and winter worming and also highlights the potentially growing threat of pinworm.

D

The main focus During the autumn the main worms to treat for are tapeworm and then in late autumn and winter, encysted small redworm and bots – none of which will show up in a standard Faecal Worm Egg Count (FWEC). With cases of pinworm appearing to be on the rise and now affecting all age groups rather than just youngstock, it’s also a good idea to remind horse owners about the importance of good stable hygiene to keep this itchy rogue at bay.

Small redworm What are they?

Small redworms are the most common worms found in our horses, with their larval stages giving the most cause for concern. The control of the adult small redworm (cyathostomes/small strongyles) is now the main basis for our routine worm control over the grazing season, as their relations, the large redworms (large strongyles), are now a much less common parasite in our horses than they were twenty years ago. This is because our worming protocols have drastically reduced large redworm numbers and allowed small redworm to become the main issues for our horses and ponies.

How do they reproduce?

Small redworm eggs laid by the adults are passed in the faeces. They hatch on pasture and develop into larval stages before being eaten by the horse as it grazes. As part of the lifecycle, small redworm larvae burrow into the wall of the gut where they develop and emerge to become egg-laying adults and the cycle starts again. Typically over the autumn/winter these larvae will hibernate in the gut lining instead of developing into adults. They are then known as ‘encysted small redworm’.

What problems can they cause?

Adult redworm can cause ill-thrift, weight loss and colic when present in large numbers. Severe infestations of encysted 44 SEPTEMBER 2013 EQUESTRIAN TRADE NEWS

Faecal worm egg counts can identify horses or ponies shedding large amounts of worm eggs.

larvae can lead to a disease syndrome known as ‘larval cyathostominosis’. This is due to the sudden ‘waking up’ and emergence of the hibernating larvae, causing diarrhoea and colic with up to a 50% mortality rate1. Typically this occurs in late winter/early spring.

How are they controlled?

Using faecal worm egg counts (FWECs) is a good plan to identify any horses or ponies shedding large amounts of worm eggs onto the pasture during the grazing season. Worming these horses will reduce overall worm numbers and control the risk of re-infection and disease.

However, a specific treatment for the encysted small redworm larvae in the late autumn or early winter is still vitally important to avoid the risk of larval cyathostominosis. Even if a horse or pony has shown a negative or low faecal egg count it could still be harbouring several million of these ‘hidden’ larvae and therefore treatment is essential to avoid the risk of this disease1.

The only way to treat for encysted small redworms with a single dose is with a wormer containing moxidectin.

Alternatively a five-day course of fenbendazole can be used, however use of this drug should be based on continued susceptibility since resistance is known to be widespread.2If horsesare at high risk of larval cyathostominsis, they may require re-treating in the late winter/early spring. www.equestriantradenews.com

Survey shows owners still don’t fully understand A survey conducted in May last year, as part of the National Equine Health Survey (NEHS), reported that only 50% of 1095 respondents wormed their horse with an effective product for the control of encysted small redworm.

15% of respondents said that they had wormed their horse appropriately for encysted small redworm but when asked which wormer they had used it became apparent that they had in fact used a product that was unsuitable for the treatment of encysted small redworm. Of those who did not provide any treatment at all for encysted small redworm the most common reason given was that the horse had had a clear faecal worm egg count or that the owner wasn’t aware that they had to treat for this important condition.

Tapeworms What are they?

Tapeworms are white, flattened, segmented worms which can grow up to 20cm in length. They are usually found at the junction of the small and large intestine in your horse and use suckers to attach themselves to the gut wall.

What problems can they cause?

They can result in a number of health-related problems, ranging from loss of condition to diarrhoea and colic. An infected horse has been shown to be 26 times more likely to develop ileal impaction colic than a non-infected horse, and eight times more likely to experience spasmodic colic3.

How are they controlled?

Tapeworms won’t reliably show up in a standard FWEC. The best way to test for them is a tapeworm antibody test, which can be carried out by a vet. The accepted method for tapeworm control is to break the cycle by using a licensed wormer about every six months4, traditionally in the spring and autumn, although it can be at any time of the year if necessary.

A wormer containing praziquantel or a double dose of a wormer containing pyrantelis required for tapeworm control.

Bots What are they?

Bots are the insect larvae of the bot fly and are a common adult parasite found within the horse’s stomach. The female bot fly can lay up to 1,000 distinctive yellow eggs on the hair on your horse’s legs and shoulders or around the eyes, mouth and nose. The eggs are accidentally eaten by horses as they groom themselves or a companion and they then develop in to larvae inside horses, usually attaching to the stomach lining.

What problems can they cause?

Bot fly eggs are quite easily identified on the legs of animals, but bot larvae infection is not so obvious. Clinical signs are rare but infection can show as mouth irritation or ulcers or stomach irritation How are they controlled?

A wormer containing ivermectin or moxidectin is recommended for the control of bots, administered in the winter, after the first frost when the adult flies have died and before the bots mature.

Pinworm What are they?

Pinworm are whitish grey in colour and can grow up to 4 inches long. They are found in the large intestine but the adult female will migrate to the rectal area where she can lay up to 60,000 eggs per day. The eggs are laid in a sticky substance, which is an irritant to the horse. Adult worms may be seen with the naked eye or a skin scrape or sticky tape test in the area around the anus, may be carried out by a vet. Although a faecal worm egg count may show pinworm eggs it is not particularly reliable for this parasite because eggs tend to remain around the anus rather than being passed in faeces. www.equestriantradenews.com

It is thought that the changing behaviour of pinworm may be giving rise to increasing and more stubborn infections. Not only has a shortened time between infection and egg production been reported but the parasite also appears to be adapting immunologically. Traditionally pinworm was thought to be specific to young horses, with older horses appearing to acquire a degree of natural immunity but now infections are being seen regularly in older horses. One study reported that 4 out of 8 horses with pinworm were 17 years or older5.Although there have been some concerns of resistance to wormers developing in Pinworms, this has never been conclusively demonstrated. As for all parasites meticulous yard management and reducing the pressure on wormers will play a key role in the control of this parasite.

What problems can they cause?

The sticky substance in which the pinworm eggs are laid around the anus is an irritant that can cause itching and tail rubbing. When a horse scratches itself, residue of this sticky substance can be left on surfaces such as fences or stable walls, which can lead to spread of infection. Contaminated feed and water bowls can also present a problem if they are shared around the yard.

How are they controlled?

Good stable and horse hygiene are imperative for the management of pinworm. It’s crucial to break the lifecycle of the worms. Walls, fence posts and any surface that may have been contaminated should be scrubbed using a hard wire brush and a non-toxic disinfectant and feed and water sources should be thoroughly cleaned out, to prevent re-infection. Given the possibility that resistant strains of this parasite may be emerging it is important for your customers to discuss the most suitable worming programme with their SQP or vet if they think their horse may be suffering from pinworm.

Even though research shows that some owners aren’t getting their worming protocol quite right it seems it’s not for want of good intentions. The potential complexity of the subject and some of the jargon that is unavoidably used can make it difficult to clearly understand the key messages, such as ‘targeted’‘strategic’ dosing’ and‘resistance’. Furthermore, the complicated names of the chemical ingredients of wormers can be bewildering to even the most conscientious of owners. It makes your job as their trusted SQP advisor even more important. With your informed and intelligible help the majority of owners will be able to get their worm control right the majority of the time.

References.

1. Dowdall S.M.J. et al (2002) Veterinary Parasitology 106, 225242 2. AAEP (2013) Parasite Control Guidelines 3. Proudman CJ Journal of Equine Veterinary Science (2003) 23 (1) 6-9 4. Proudman and Matthews, In Practice (2000) 22, 90-97 5. Reinemeyer, C., (2012) Anthelmintic resistance in non-strongylid parasites of horses. Veterinary Paristology; 185, 9-15

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

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

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

See page 47 for the CPD quiz EQUESTRIAN TRADE NEWS SEPTEMBER 2013 45

Retailers sign up for Internet accreditation MANY well known, large retailers have signed up to the VMD’s Accredited Internet Retailer Scheme, but more applications are welcome...

The scheme was launched last year to help reduce the risk of consumers purchasing unauthorised, inappropriate or ineffective veterinary medicines online.

Internet retailers accredited under the scheme are awarded an Accredited Internet Retailer logo showing they have met the criteria for accreditation.

There are now 25 accredited websites representing 23 businesses with a further six applications being considered.

“The list of companies whose websites have been accredited includes some well known, large retailers,” said a spokesman for VMD. “Together with our ongoing enforcement action in tackling those retailers who do not obey the law [see below], we are continuing to make progress in making sure the buying and selling of medicines, by whatever method, is legal and safe within the UK.” The challenge now will be to increase public awareness of the scheme and its benefits to create a market demand for accredited online retailers.

For further information at http://www.vmd.defra.gov.uk/public/internetretailers.aspx

Illegally offered wormers seized ANIMAL health officials have seized wormers from a feed merchant that was illegally retailing veterinary medicines.

A person not permitted to supply horse wormers was offering them for sale at Killingholme Animal Feed, of South Killingholme near Grimsby.

The Veterinary Medicines Directorate (VMD) enforcement team removed from the business on 20 May nine Panacur granules 1.8g, three Panacur granules 4.5g, 11 Equest, two Panacur Equine Guard, six Equimax syringes and six Eraquell syringes.

Only suitably qualified persons (SQPs) and vets can prescribe and supply medicines classified as POM-VPS.

Why SQPs take training seriously THE country’s SQPs (suitably qualified persons) have excelled themselves. They have earned the highest number of CPD (continuing professional development) points since CPD for the profession became mandatory.

Stephen Dawson, secretary general of AMTRA (Animal Medicines Training Regulatory Authority), the regulatory body for SQPs, said it shows how seriously they take their ongoing training.

SQPs have a legal requirement to undertake CPD to retain their professional qualification. But Stephen believes it means much more.

“SQPs have a great deal of responsibility, ensuring the right medicines are given at the right dose with the right advice, to support the health and welfare of animals in their care,” he said.

SQPs are required to complete a minimum of between 30 and 80 CPD points over a two-year period, the most recent of which ended this June, depending on their discipline.

On average, E [equine]-SQPs gained 55 CPD points when their average target was 47 points. Anyone not doing enough CPD has to sit a fresh exam before the end of the year to show they are still up to speed.

Stephen believes these CPD results send an important message to the animal health industry about how SQPs view their job.

‘SQPs pride themselves on their expertise, and CPD has been embedded into the profession for some years now. Because of this, we can be sure that SQPs have the knowledge to use animal medicines responsibly.

“I’d like to thank SQPs for their hard work, their employers for their support, and those who have contributed with CPD training opportunities.”

Find out about becoming an SQP at www.amtra.org.uk 46 SEPTEMBER 2013 EQUESTRIAN TRADE NEWS

www.equestriantradenews.com

SELECT YOUR ANSWERS AND TICK THE BOXES

Wormer advertising ban: timing uncertain THERE was uncertainty last month about when and how the ban on advertising horse wormers in consumer magazines would take effect.

The blanket ban on magazine and internet advertising to the public refers to all veterinary medicines, including wormers, that require a prescription from a vet or SQP was due to come into effect next month (October).

Changes to the rules on advertising veterinary medicinal products have been imposed by the European Commission and will be implemented by government agency the Veterinary Medicines Directorate (VMD). But when remained unclear as ETN went to press.

The VMD said it was still working towards introducing the changes in October. However, it was awaiting a date to lay the revised Veterinary Medicines Regulations before Parliament.

Until that date is set, when the new revised Regulations come into force remains tentative.

With regards to the ban on advertising, the animal health industry was also debating the interpretation of the term. Would ‘advertising’ include sponsorship and paid-for so-called ‘advertorial’ in magazines was one point under discussion.

‘Alternative’ suppliers team up NATURAL intestinal hygiene control specialist Verm-X has teamed up with faecal egg count kit supplier Westgate Laboratories to run a special offer.

Promotional 750g packs of Verm-X Pellets for Horses & Ponies include a voucher for two free worm count kits worth more than £18.

“It provides new and existing customers with the opportunity to see, in black and white, the benefits of Verm-X for horses and ponies,” said Philip Ghazala of Verm-X. “We’re pleased to be working with Westgate Laboratories and fully support a scientific and intelligent approach to equine management.”

The 750g pack of Verm-X Horse Pellets has a trade price of £21 (with a suggested selling price of £31.50 offering a 50% mark-up). The offer is also available on Verm-X Horse Powder.

1. What is the name of the most common worm found in horses today?

Small redworm Large redworm Tapeworm Pinworm 2. Where in the horse do encysted small redworm hibernate?

Gut wall Intestinal lumen Liver 3. When might larval cyathostominosis typically occur?

Spring/summer Autumn/early winter Late winter/early spring 4. Which of the following chemical ingredients can be used to treat for encysted small redworm in a single dose?

Ivermectin Moxidectin Fenbendazole Pyrantel 5. According to the 2012 NEHS survey how many people wormed their horse effectively for encysted small redworm?

20% 30% 45% 50% 6. How do tapeworm attach themselves to the gut wall?

With their teeth With suckers With a special sticky substance 7. What is the accepted frequency of worming for tapeworm?

Once a year Twice a year Four times a year 8. Which of the following may be signs of bot larvae infection?

Mouth irritation Ulcers Lumps on the skin Swollen limbs 9. Is an FWEC a reliable test for pinworm?

Yes No 10. Which of the following is the most important procedure for the control of pinworm?

Good stable hygiene Regular FWECs Worming every six months

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

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

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

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

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

Send your completed answers to: ETN/CPD Feature, Equestrian Trade News, Stockeld Park, Wetherby, West Yorks, LS22 4AW.

✁

DOING YOUR BIT FOR BETA

T

he BETA team returned from another highly successful Festival of British Eventing, at Gatcombe Park, where the trade association was proud to be the presenting sponsor for a seventh year.

The event provides us with a wonderful opportunity to promote BETA’s work – and that of its members – to a large audience of riders and horse owners of all ages.

It’s hard work, but extremely rewarding – and we couldn’t do it without the generosity and help of our members, many of whom donate items of equestrian gear for the BETA luxury hamper and our highly prized goody bags, and others who think nothing of giving up

a few hours to help on the BETA stand.

This year, some committee members – Malcolm Ainge, Tracey Morley-Jewkes, Michael Mullavey, Ian Hassard, Peter Phillips, Alison Sherwood Bruce, Lynda Mortlock, David Dyer, Chris Gordon, Ian Silman and Andy Haines – joined the team at Gatcombe, staffing the stand, offering assistance with RoboCob in the Riding Pavilion and ensuring every passing dog was equipped with a BETA doggy bandana.

If you would like to do your bit on the BETA stand at a forthcoming event, please get in touch. We would love to hear from you and your help would be most welcome.

Conference and AGM PLACES are still available for the BETA Conference and AGM, at Whittlebury Hall Hotel & Spa, near Towcester, Northamptonshire, on Monday 14 October. An exciting programme of speakers is planned for the day and there will be plenty of opportunities for networking over lunch and during coffee breaks.

Delegates are welcome to make the most of their stay by booking in for a pre-conference overnight stay with dinner at preferential rates for BETA members. For further information or to book your place, contact Tina Hustler at the BETA office.

New members welcomed THE following applications for membership were approved by the BETA Council at its meeting in July: Two Times Tack (retail shop), Long Crendon, Buckinghamshire – Retail (full).

Oxford Blue/HS Tank & Sons (manufacturer/wholesaler), Birmingham – Trade.

Pure Flax (manufacturer), Wetherby, West Yorkshire – Trade.

R Hackworth Animal Feeds (feed merchant), Rochdale, Lancashire – Retail (full).

Chandelles Saddlery (retailer), Jersey – Retail (provisional).

Equilibrium Products sales director Alison Sherwood Bruce reports for duty on the BETA stand and soon has the desk covered in beautiful red, white and blue BETA rosettes.

The Muddy Rug Wash (rug repairs and shop), Carmarthen – Retail (full).

Courses reminder BETA Animal Medicine Course Date & Venue: 10-11 September, Chepstow, Monmouthshire – followed by an exam at Stoneleigh Park, Warwickshire, on 17 September.

Cost: £190 plus VAT (BETA members) and £220 plus VAT (non-members).

Safety Course (hat and body protector fitting) Date & Venue: 17 September, Thetford, Norfolk.

Cost: £65 plus VAT for BETA members and £160 plus VAT for non-members.

Safety Course (hat and body protector fitting) Above: Lynda Mortlock, of Ingatestone Saddlery, uses her skill and knowledge to fit riding hats on the youngsters queuing up for their turn on RoboCob. Above, right: You never know who you’ll meet on a coffee break. Chris Gordon, of Dodson & Horrell, catches up with Phil Duff, former Ariat Europe managing director, who pops on to the BETA stand.

Right: Peter Phillips, of Abbey England, and Ian Hassard, BETA chairman and Dengie managing director, enjoy handing out BETA doggy bandanas at the event and are pleased to meet these two canines from Greyhound Rescue. Photo credits Bob Hook.

48 SEPTEMBER 2013 EQUESTRIAN TRADE NEWS

Date & Venue: 8 October, The Curragh, Co Kildare, Ireland.

Cost: £65 plus VAT for BETA members and £160 plus VAT for non-members.

For further information about all courses, please contact the BETA office.

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

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EQUESTRIAN TRADE NEWS SEPTEMBER 2013 49

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.

LOUISE ST CLAIR T/AS ALL TACKED UP, 152B HIGH STREET, ECKINGTON, SHEFFIELD, S21 4DR, £440 CWM LLANWENARTH STUD LIMITED, 74 KING STREET, BRYNMAWR, EBBW VALE, GWENT, NP23 4RG, £6032 MAWDSLEY, SARAH REID (CENTYFIELD STUD), 11A EVEREST DRIVE, SEATON, DEVON, EX12 2ED, BANKRUPTCY ORDER AUCHEN HILL EQUESTRIAN CENTRE LTD, R/O-27 LAURISTON ST, EDINBURGH, EH3 9DQ, £150 BONIFACE, PAULA MARIE (PAULA BONIFACE EQUESTRIAN SUPPLIES), 20 TOWN STREET, SUTTON, RETFORD, NOTTINGHAMSHIRE, DN22 8PT, BANKRUPTCY ORDER CRUMLEY EQUESTRIAN LIMITED, 30 CHURCH ROAD, BURGESS HILL, WEST SUSSEX, RH15 9AE, £477

EQUESTRIAN WHOLESALERS

60 leading brands – One supplier

HEIDI BUTLER T/AS PLAS GORON WY EQUESTRIAN SUPPLIES, PLAS GORONWY ISAF, RED WHARF BAY, PENTRAETH, LL75 8EZ, £1523 RICHARD PARRY T/AS PLAS GORO NWY EQUESTRIAN SUPPLIES, PLAS GORONWY ISAF, RED WHARF BAY, PENTRAETH, LL75 8EZ, £1523 SARAH WOODWARD T/AS WELSH EQUINE BOUTIQUE, SWN Y, MAESYBONT, LLANELLI, SA14 7SU, £298 ALTERNATIVE EQUINE SERVICES LTD, 12 LONSDALE GARDENS, TUNBRIDGE WELLS, TN1 1PA, £871 GRAY HORSEBOX MANUFACTURER'S LTD, UNIT 3, HARTLEY WOOD FARM, OAKHANGER, BORDON, £7252 KAREN LITTLER T/AS HOLME FARM FEEDS, HOLME FARM, PLEMSTALL LANE, MICKLE TRAFFORD, CHESTER, CH2 4EN, £351 C & P ANIMAL FEEDS LIMITED, ST MARKS HOUSE, 3 GOLD TOPS, NEWPORT, SOUTH WALES, NP20 4PG, MEETING OF CREDITORS C & P ANIMAL FEEDS LIMITED, PURNELLS, ST MARKS HOUSE, 3 GOLD TOPS, NEWPORT, SOUTH WALES, NP20 4PG, APPOINTMENT OF LIQUIDATOR,

Equestrian Trade News

T AND J FEEDS LLP, 23 KENTS HILL ROAD, BENFLEET, ESSEX, SS7 5PN, MEETING OF CREDITORS

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

Coming soon in ETN. . .

NOVEMBER ISSUE

● FIBRE POWER – fibre, forage and hay alternatives ● HERBAL PRODUCTS – plus horse treats

● BOOTS, SOCKS AND GLOVES – to beat the chill

Editorial for consideration should be received by 1st October.

Tel: 01937 582111 Email: editor@equestriantradenews.com 50 SEPTEMBER 2013 EQUESTRIAN TRADE NEWS

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