ETN - Equestrian Trade News - July 2013

Equestrian Trade News

July 2013 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

RING THE C H A N G ES

Latest fashions and footwear

CAR RI AG E CO ST S: A R E Y O U PAY I N G TOO MUCH? 2014 16-18 February 2014 NEC, Birmingham, UK

ETN is the official media partner of BETA International

Volume 37, No 7 Monthly

ME E T T H E EBAY AND A MA Z O N TR A DE R S

Fitnes s for b Beddin usiness pe ople g and b Impuls ox rest e buys

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

CONTENTS

Comment EVEN the most difficult customer doesn’t argue against a noreturns policy on ear-rings and underwear on hygiene grounds.

So why shouldn’t the same apply to riding hats – on safety grounds?

I raise the question following a conversation with Jo Woolford who runs Canter Happy in Brecon, Wales. Like many bricks and mortar retailers who stock, sell and fit riding hats, Jo is fed up of being used as a showroom.

You know the scenario; customer comes in, tries on various hats and/or asks to have them fitted before noting the size and style. In some cases, they’re barely out of the shop door before they’re ordering online with their smart phones.

Jo has learnt to live with this phenomenon, and sometimes charges a hat fitting fee (refundable on purchase) when she sniffs out likely culprits. But now she’s uncovered another hat hazard...

A customer came into Canter Happy looking for a new hat because the one she had recently bought over the internet “was uncomfortable after wearing it for more than two hours.” The customer was funding her new hat by returning her existing one to the large mail order company from whence it came.

It’s one thing wearing a new dress to a weekend party then returning it to M&S for a refund on the Monday morning. But riding hats? Who’s to say they haven’t been involved in a fall on or dropped on the floor? As Jo pointed out, a damaged hat can look outwardly perfect.

Are retailers taking a risk by accepting hats as returns? And who is liable if the unsuspecting next purchaser isn’t properly protected due to unseen damage? Let us know your thoughts – editor@equestriantradenews.com OMG, as they say...I’ve just been to my local Post Office to send a modestly sized parcel to a UK address – and been charged £8.90!

No wonder internet and mail order retailers are exploring the burgeoning number of courier services. Find out how to get the best delivery deals in this issue.

FEEDING flies to horses doesn’t sound very appetising, until you consider the rising cost of protein sources. Non-GM soya, for example, is apparently increasingly hard to find...

Notable, then, that South African company AgriProtein Technologies has won the Innovation Prize for Africa (IPA) for developing a method of creating livestock feed from maggots.

After allowing flies to lay eggs in bio-waste, the resulting larvae [maggots] are harvested and dried before being mixed with carbohydrates and starch to make food for chickens, crayfish and pigs.

The moot point is whether horses, as herbivores, should eat animal bi-products at all. However owners happily feed cod liver oil, green lipped mussels and chondroitin in various forms.

Feeding insects to horses is perhaps one for the future; for now, let’s hope the summer continues to create a demand for fly repellents.

Liz Benwell

JULY 2013

NEWS.........................................................................4 PRODUCT NEWS .....................................................12 NEWS FEATURE COVER STORY Carriage costs: are you paying too much? ...........16 BEDDING FEATURE A vet’s view .............................................................18 Box rest: what to stock ..........................................21 Product gallery .......................................................24 HORSES IN HISTORY ..............................................27 IMPULSE BUYS Tempt your customers with these inexpensive treats..................................................28 PEOPLE ...................................................................30 HI-VIZ Products to be seen in............................................32 FITNESS FOR BUSINESS PEOPLE Get out from behind the desk................................34 SPONSORS & SHOWS .............................................35 CLOTHING & FOOTWEAR COVER STORY What’s hot to trot? ..................................................36 BETA MEMBERS PAGE ...........................................41 RETAILER PROFILE COVER STORY Meet the Amazon and eBay traders......................42 LEGAL DIGEST ........................................................44 COUNTY COURT JUDGMENTS................................46 LETTER....................................................................46 FRONT COVER: For spring/summer 2013, Puffa Country Sports has embraced a vibrant colour palette of citron, cobalt navy and a range of pinks. Infused with this are bold floral patterns used in the trims and linings of this season’s garments. The S/S13 collection features new designs such as the Dorson polo top with its three-quarter length sleeves, while old favourites like the Harwood jacket come in the new colour palette of pink or navy.

For more details, tel 0115 942 4265 or visit www.puffacountry.com

OBITUARY JOHN AYRES JOHN AYRES, co-founder and chairman of Finest Brands International and Champion Manufacturing, died on 4 June. He was 60.

A great supporter of British manufacturing who worked tirelessly to promote rider safety, John lost his fight against cancer. He leaves his wife Bridget and daughters Sarah-Jane and Charlotte.

Born in Cardiff, Frederick John Ayres (always known as John) was the eldest of six children. His equestrian interests were sparked by his paternal grandparents who were horse dealers and had a horse taxi business. An academically bright pupil at Cardiff High School, John showed early enterprise, turning a profit by peeling potatoes, delivering milk and running the school ‘book’.

John met Bridget, who shared his love of horses, while they were both still at school. They started their first mail order saddlery business from home more than 40 years ago in 1972.

John then opened his own shop, John Ayres Saddlery, in 1974.

He also made horse rugs.

More enterprises were to follow, including riding hat and body protector manufacturer Champion Manufacturing which was established in Cardiff in 1978. John became a director of Finest Brands International, home of the Toggi clothing and Champion safety wear brands, when it was founded in 1991.

John was dedicated to the design and development of protective riding wear. He fought long and hard to obtain British Standard specifications for his British made headwear.

His efforts to promote safer riding hats were acknowledged by, among others, Esther Rantzen on the hit consumer TV show That’s Life.

John’s knowledge of and passion for horses encompassed all equestrian sports. A life-long racing enthusiast, he owned many racehorses. Some were successful, some not so; but John loved them all and ensured they had happy retirements when their racing days were over.

John rode regularly throughout his life. It’s said that, at one stage, he even seriously considered becoming a full-time jockey.

Claire Williams, executive director of BETA said: “I was very sad to hear of John’s passing. We’ve lost a true advocate of safety and a real innovator in product development. John made a great contribution to the equestrian trade, both in terms of his businesses and as a horseman.”

A memorial service in celebration of John Ayres’ life was held on 21 June at Chepstow racecourse.

One of many wins for Victory Gunner, pictured here after winning the Evening Post Handicap Chase for owner John Ayres at Chepstow in January, 2008. From left are jockey Lee Stephens, head lass Lisa Mason, John, Bridget (John’s wife), Charlotte (John’s daughter) and Charlotte’s husband Nick Jeremiah. Photo www.thejockey.co.uk

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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 JULY 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

Academy of Master Saddlers ........................................13 Albedo 100 Ltd.........................................................OBC Animalife ......................................................................3 Animal Health Company ..............................................22 Aqueos .......................................................................26 Arden Wood Shavings Ltd............................................20 Battles.........................................................................15 Bedmax.......................................................................19 BETA International .......................................................12 Buffera Ltd ..................................................................36 Carrots UK Ltd .............................................................13 Classified ....................................................................45 Dodson & Horrell Limited .............................................17 Equetech.....................................................................39 Equisafety ...................................................................33 Faulks & Cox Ltd ..........................................................25 Finest Brands International...........................................37 Fynalite .......................................................................20 Gallop Equestrian ..........................................................9 Harold Moore..............................................................23 Horslyx........................................................................21 Nedz ..........................................................................24 Nettex...........................................................................7 L S Sales (Farnam) Ltd ....................................................5 Sherwood Forest/Puffa ................................................IFC Snowhill Trade Saddlery..............................................IBC South Essex Insurance Brokers........................................5 spoga horse ................................................................10 UVEX ..........................................................................11 W F Young ..................................................................29 Web Directory .............................................................46 www.britishequestriandirectory.com.............................38

www.equestriantradenews.com

Extra export support unveiled BETA has been made a UKTI Trade Challenge Partner, allowing it to do even more to help companies develop their overseas sales.

The trade fair funding scheme, known as TAP (Trade Fair Access Programme), is to grow over the next two years to include more events and a greater number of SME exporters.

“There has probably never been a more important time for businesses to take part in exhibitions and to present themselves to an overseas audience,” said BETA executive director Claire Williams.

“An improved TAP offer means that more companies will be able to break into new markets or support existing export business.”

TAP enhancements introduced from 1 April will result in an increase in grant lives to 12 events (counted from 1 April 2009), of which six must be applied to any of the 20 emerging and high-growth markets, for which grants of £3,000 can be given to companies that have not previously exhibited at a specific show. To enable companies to make the most of this, BETA will be offering trade missions to China, the United Arab Emirates and Turkey.

UKTI has also relaxed qualifications for matched funding for grants, with eligible companies called to pay costs of at least up to the level of the given grant. BETA’s programme of events up to 2015 will include: Spoga Autumn, Germany, from 8 to 10 September (grant level £1,500); China Horse Fair, Beijing, 1719 October (grant level £2,500); Equitana Asia Pacific, Australia, 15-17 November (grant level £2,000); Salon du Cheval, France, 7-10 December (grant level £1,500); Dubai International Horse Fair, United Arab Emirates, 13-15 March 2014 (grant level £2,500); World Equestrian Games, France, 24 August- 7 September 2014 (grant level £1,500); and Spoga Horse, Germany, September 2014 (grant level £1,500).

Further events awaiting approval from UKTI are: Eurohorse, Sweden, 27 February-2 March 2014 (grant level £1,500); Equist, Turkey, April 2014 (grant level £2,500); China Horse Fair, Beijing, October 2014 (fund level £2,500); Equitana Asia Pacific, Melbourne, Australia, November 2014 (fund level £2,000); Swedish Horse Show, Stockholm, Sweden, December 2014 (fund level £1,500); and Dubai International Horse Fair, UAE, March 2015 (fund level £2,500).

Grants per company are available, depending on the show and eligibility. Places in the groups are open to both BETA members and non-BETA members. For details, tel Tina Rogers on 01937 587062 or email Claire Williams, Claire@beta-uk.org IT’S A BULLSEYE: HKM stepped in to donate head collars, leads ropes and waterproofs rugs to Shropshire firefighters last month.

Authentic equipment was needed to practise rescuing horses and riders from water filled ditches and alike, using a life-size equine mannequin called Bullseye.

HKM’s Alison Goodwin and Justine Allan went along to watch the training and see their gear in action. “It was good that the crew had been taught how to behave around frightened horses, we all know how dangerous that can be,” said Justine.

“All riders should carry mobile phones when out riding and tell somebody where they are going and when they expect to be back,” said firefighter Rob Sheppard whose team will continue using the HKM equipment in demonstrations at local events.

Pictured, from left, are Rob Sheppard, Anna Nicholas, Graham Rowley, Justine Allan and Alison Goodwin.

www.equestriantradenews.com

EQUESTRIAN TRADE NEWS JULY 2013 5

Why BETA was a Bramham winner...

BETA promoted its work and member companies to 60,000 consumers at Bramham International Horse Trials last month.

The trade association sponsored the CIC3* competition at the four-day West Yorkshire event attended by a record crowd in glorious sunshine.

In a format similar to its presenting sponsorship of the Festival of British Eventing at Gatcombe each August, BETA had a prominent stand at Bramham and branding around the event.

Consumers were invited to enter a prize draw to win £1,500 worth of goodies donated by BETA member companies.

Visitors who brought their riding hats and body protectors to the BETA stand for free safety checks were given 10% discount vouchers to use against the cost of new garments bought from participating BETA retailers.

“This service was a tremendous success and really helped drive home the importance of wearing up-to-date, up-tostandard riding hats and body protectors,” said BETA executive director Claire Williams. “Some that we saw were fine, requiring nothing more than a few minor adjustments, while others were so old we confiscated them on the spot!

“The event presented us with the perfect opportunity to chat to an enthusiastic and knowledgeable group of people who are passionate about their horses and equestrian sport in general.

“They were keen to hear about what BETA can do for them and a great many of them left the stand with a clearer sense of our work, a bag full of information leaflets and, if they had a dog, it would undoubtedly be wearing a BETA doggy bandana!”

294 visitors registered to join the National Equestrian Research Panel, set up to gather consumer views and attitudes for the industry. Everyone who took part was presented with a BETA goody bag of items donated by trade association members.

Best stand awards BETA hosted a breakfast for Bramham’s tradestand holders during which the BETA Best Stand Awards, judged by BETA and Bramham Park owner and event president Nick Lane Fox, were presented.

Wow Saddles won the Best Large Stand award for its range of interactive displays and product knowledge. The Waggy Tails Store, an Aladdin’s cave of pet equipment, was runner-up.

The Best Small Stand award was claimed by Gold Label UK, which amazed the judges with the amount of lotions and potions attractively packed into a small area. Leather goods retailer Hicks and Hides was runner-up for its styling and effective merchandising.

Exhibitor reaction

Amanda Good and Trevor Stockill from Gold Label with their Best Small Stand award.

At Derbyshire based Hope Valley Saddlery’s stand, Nigel Young said sales figures were similar to those in 2012. “Instead of coats, boots and turnout rugs, the good weather meant that we sold T-shirts and fly rugs,” he added. “Bramham is always a good show – that’s why we’ve been coming for the past ten years.”

Matthew Cooke, of Friendship Estates, had plenty of enquiries about the company’s chaff products and Readigrass.

“The sun really brought people out and we were even busier than usual during the late-night shopping on Friday.”

Becki BielbyRome, of Interior Flare, and Ruth Umpleby, of Umpie Yorkshire, were exhibiting in the Rural Crafts marquee.

“Bramham attracts a stylish group of people, so it’s a really worthwhile show for us,” BETA’s Claire Williams and Bramham president Nick said Ruth.

Lane Fox present to the CIC3* winners, from left, (Photos by Pippa Funnell (second), Sara Squires (first) and New Bob Hook)

Event president Nick Lane Fox presenting the Best Large Stand award to David Kempsall from Wow Saddles.

Shopping in the sun, with the BETA stand in the background.

6 JULY 2013 EQUESTRIAN TRADE NEWS

Zealand’s Clarke Johnstone (third).

www.equestriantradenews.com

NEWS IN BRIEF EFI is offering £250 worth of credit in a prize draw open to all businesses • WESTGATE that register with the wholesaler’s new website by 5pm on 26 July. The website offers a secure 'trade only' area where retailers can log in and order online, as well as check stock availability and the status and value of pending orders. Customers can also view their account details and download photographs for use in promotion. company Maxavita is supporting World Horse Welfare (WHW) for a • SUPPLEMENTS third consecutive year by fundraising for the charity and highlighting its work.

Maxavita is selling a lime green plastic feed stirrer for £3 from its website, the profits going to WHW. The company specialises in Green Lipped Mussel (GLM) based joint care supplements for horses, dogs and people.

ALL England Jumping Course at Hickstead has teamed up with Beewear to • THE launch an official merchandise range for this season. Products include polo shirts and hoodies for adults and children, neck warmers and saddle covers emblazoned with the Hickstead logo.

BROTHERS’ KBF99 anti-bacterial grooming brush and yard tools brand has • VALE launched a Get Grooming campaign on Facebook. “The National Equine Health Survey found that the high incidence (15.2% of respondents) of skin disease recorded to date suggests a need to raise awareness of skin management,” said Peter Wilkes of the company. based Teversal Saddlery has a new website. The company sells its • DERBYSHIRE Walsall made saddles directly to consumers. Established for 40 years, Teversal Saddlery launched its own tree design in 1990.

Lord Greaves was preparing to ask Her Majesty’s Government about the • WHEN value of recreational horse-riding to the UK economy in the House of Lords last month, it was BETA to whom the relevant government department turned for help.

Within hours, the Department for Culture, Media and Sport had been furnished with statistics from the 2011 National Equestrian Survey (NES). Lord Greaves has also been asking questions about mountaineering, recreational walking and angling. So watch this space...The headline figure from the NES, by the way, is that the gross output of the equestrian sector (excluding racing) is valued at £3.8 billion a year.

A bid to save on postal costs, CatEx DCA - the trade body for internet and mail • IN order retail businesses - has negotiated preferential rates for members. Following a tendering process involving seven postal service providers, CatEx DCA chose Secured Mail as “the best service at truly competitive rates.” Group purchasing schemes such as this are said to be saving member companies hundreds of thousands of pounds a year. The annual membership fee of CatEx DCA averages £595. Find out more about postal and courier services in this issue of ETN. EUROPEAN Commission has published a package of proposals to revise animal • THE feed and related legislation. The plans could affect all those involved in the manufacture, supply and regulation of feed. The proposals are designed to simplify the existing regime by consolidating approximately 70 current pieces of EU legislation into roughly five. One aim is to cut down on red tape for businesses such as feed manufacturers and distributors. More details can be seen at http://ec.europa.eu/dgs/health_consumer/pressroom/animal-plant-health_en.htm Stakeholders can submit their views to Defra by emailing animalandplanthealthproposals@defra.gsi.gov.uk The revised regulations will be presented to the European Parliament and the European Council. Voting is expected to take place in late 2014.

THE COUNTRYSIDE Alliance (CA) is to map mobile phone reception rates across the • UK. It aims confirm suspicions that rural businesses and individuals have a far poorer service than their urban counterparts. The evidence collected will be used to lobby for rural businesses to benefit from the Government’s £150m mobile phone infrastructure project. To join the mapping project, download a free RootMetrics app onto a smartphone or tablet and use it at home and while out and about. The app tests signal strength and records results. The information gathered will be used to urge phone companies and the government to improve rural reception. More information at www.rootmetrics.com/uk/ Stoneleigh based equestrian organisations are leaving for new offices. The • FIVE British Equestrian Federation (BEF) and governing bodies of various disciplines have been based at Stoneleigh since the 1970s. British Showjumping has purchased a building at Meriden, south west of Coventry and was joined there by British Dressage last month. The BEF, British Eventing and Endurance GB are to share space with the British Horse Society in its offices at Abbey Park, Stareton, Warwickshire and will move later in the year. The route of the HS2 high speed railway skirts Stoneleigh Park.

8 JULY 2013 EQUESTRIAN TRADE NEWS

Wellies return to rock the UK market ROCKFISH is to reintroduce its own brand wellies to the UK market following a successful foray into the Far East.

The collection brings together the three credentials wearers demand from their Wellingtons: high performance, good looks and affordability.

Rockfish, also well known for hi-viz innovation, has been working with industry experts on fresh rubber formulations that meet the needs of outdoor lifestyles.

A spin-off of the on-going project is a new range of unisex agricultural boots that are resistant to farmyard acids and grip on wet concrete.

Far East fashion It’s primarily on the fashion front that Rockfish has been grabbing the headlines in the Far East.

Recognition included a Premium Brand award presented in South Korea in 2011.

“The overseas demand has been phenomenal,” said managing director Jules Aldred. “Rockfish has emerged as one of the ‘hot’ European brands in Asia, gracing the Eastern covers of Vogue, W, and Leon magazines.

Returning to the UK market is important to Rockfish, Jules added: “There’s a large gap for a new, cool, affordable luxury Wellington made in high quality, natural rubber with a very attractive price point.”

The brand identity has been mentored by international fashion cognoscenti Kim Winser OBE, former commercial director of Marks & Spencer and boss of Pringle of Scotland.

“Rockfish has concentrated on quality and the right partnerships overseas and is set to launch into North America, Australia and South America supported by celebrity endorsements to deliver a very cool Brit brand for the equestrian and outdoor market,” said Jules.

She added that the company’s “new but experienced UK sales agents are having a fantastic response to the quality of our range.”

Rockfish is offering an ‘in season’ order and delivery for autumn/winter ‘13, as well presenting the latest range for Spring. The new Rockfish London website is due to go ‘live’ on 19 July.

DOING THEIR BIT FOR CHARITY: Bit specialist Neue Schule raised £400 for the Gambia Horse and Donkey Trust (GHDT) via a bits and bitting evening at Somerford Park, Cheshire. Pictured are Heather Hyde, founder of Neue Schule, with Anna Saillet from GHDT.

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Back at BETA International after a decade FOOTWEAR label Chatham is to return as a BETA International exhibitor in 2014 for the first time since 2003.

In fact, managing director Philip Marsh wasn’t even aware that the brand – best known in the equestrian market for its deck shoes – had exhibited at the trade fair previously until he booked a stand for next year.

“We only bought the company in November 2007,” he told ETN, “and we’ve made a hell of a lot of changes since. We had a good following among consumers, but we’ve had to completely re-build our relationship with retailers.”

Philip says the ‘new’ Chatham brings together his passion for shooting and equestrian to add to the label’s marine influenced heritage.

BETA International visitors can expect to see a strong ‘country’ themed range from Chatham at the NEC on 16 - 18 February.

Chatham sponsored event rider Julia Hyslop is currently testing new boot styles in an equestrian environment. Pictured is the Andalusia Auburn boot.

Rugs and saddlery manufacturer goes bust ABERDEENSHIRE based IV Horse has gone into liquidation.

The manufacturer and wholesaler of saddlery, rugs, showing accessories and grooming products was wound up on 31 May following a creditors’ meeting at the end of April.

According to Companies House, IV Horse has gone into liquidation. ETN’s calls and emails to IV Horse remain unanswered.

Incorporated in 2003, IV Horse acquired the horsewear manufacturing business of Elizabeth Greenwood and continued to run it under its Greenwood label.

IV Horse also promoted British manufacturing by inviting other suppliers of UK-made products to sign up to its UK-OK brand.

THREE OF A KIND: A new sponsorship deal has brought together three well-known names in the UK and Irish equestrian trade. Vale Brothers’ saddle brand Harry Dabbs is backing Irish event rider Aidan Keogh who owns boots and chaps specialist Tredstep. The deal was brokered by Helena Walsh, managing director of Darragh Equstrian - Vale Brothers’ Irish agent.

Pictured, from left, are Aidan Keogh, Helena Walsh and Peter Wilkes, managing director of Vale Brothers.

www.equestriantradenews.com

A UK first for saddle fitter

SADDLE fitter Stephanie Bradley has become the UK’s first to qualify with the Academy for Master Saddle Fitting Consultants (MSFC).

Stephanie, who runs north Wales based Freedom Saddlery, decided to pursue the international qualification having read about it in ETN a year ago.

The MSFC course and examination is accredited by the Utrecht University School of Veterinary Science. Candidates undergo a science based study period including attending a seven-day intensive course in Holland. Examination is via a full day practical test, internet based theory exam and production of a case study.

Lecturers included Dr Gerry van Oossanen, Dr Carolien Munster and British Master Saddlers Laurence Pearman, current president of the Society of Master Saddlers (SMS), and Emily White.

Freedom Saddlery is a Retail Member of BETA and covers much of the north-west of the UK. Stephanie regularly fits dressage horses, as well as eventers, her work often taking her to the dressage heartland of Gloucestershire.

She told ETN that she started saddle fitting because “I was the customer. I had several fitters out and felt they weren’t explaining properly. So I started learning and people asked me to fit their horses, and it went from there.”

Working closely with brands such as Equipe, Amerigo, Ideal, Kent & Masters, Fairfax, Black Country and Frank Baines, Stephanie says Master Saddlers and manufacturers have supported her as a saddle fitter.

“People like Frank Baines, the team at Ideal, Dave Johnson at The Saddle Company and many others are incredibly helpful when I take my templates to Walsall to discuss new saddles for clients,” she said.

Freedom Saddlery doesn’t carry stock; its saddles are mostly made to order. “I want to find what’s best for each horse and rider within the customer’s budget,” said Stephanie, “even if that means adapting or altering an existing saddle.”

Taking the MSFC cost Stephanie around £2,000 in total, but she reckons it’s money well spent.

“I had to be disciplined to do the amount and intensity of studying required while running a business, but it’s been so worthwhile. I feel I’m already offering my customers something extra.

“I’d like to thank ETN because, unless I’d seen that feature in your magazine, I’d never have known about the course.”

• Three other UK based candidates have been studying for the MSFC. As ETN went to press, Catherine Morris, Anne Scott and Lindsey Cheffings had also qualified. www.equestriantradenews.com

Saddle “improves jump by 5cm” VANESSA Fairfax, designer of the acclaimed Fairfax Performance girth – Team GBR’s ‘secret weapon’ at London 2012 - has turned her attention to show jumping, a sport at which she competed internationally.

Tests indicate that the saddle she’s created improve a horse’s jump by at least 5cm.

Olympic team gold medallist Peter Charles is a recent convert. “I was impressed with the scientific proof of how the saddle improved my horses’ jump,” said Peter (pictured below) who now competes in the Fairfax Performance Jump saddle and girth.

Developed using the same Pliance pressure mapping and Centaur Biomechanics gait analysis technology as the Performance Girth, the saddle has a patented split-panel.

The part that bears the rider's weight ends in front of the tree point, like a dressage saddle. The forward part, which supports the knee pads, is separate and only comes into play when the rider’s weight is forward in the jumping position.

Reduced pressure on the shoulders enables the fore legs to move without restriction, said Vanessa, resulting in a horse that’s ‘neater’ in front. In a trial using high-speed camera and gait analysis, 14 international horses achieved an average of 5cm extra clearance over a fence compared with jumping in their usual saddles.

Three changeable thickness support blocks make it possible to compensate for asymmetry in the horse’s shoulders. For example, a shallower block can be used to accommodate the more developed side of the horse.

The result is that the rider’s knees are perfectly balanced, enabling him to sit straight with enhanced poise and control. Given that many show jumping horses have asymmetric shoulders, thanks to their tendency to favour one landing leg, this is particularly advantageous in a jumping saddle.

The Fairfax Jump saddle (RRP from £1,700) is built on a tree with a flat seat with long, swept-back points to minimise restriction to the shoulder girdle muscles. The tree is open headed with a threequarter cut back to accommodate high or long withered horses and those with wide spinal processes. t Fairfax Saddles 01922 711676

www.equestriantradenews.com

Summer sizzlers

NEW Easy On jodhpurs from Gallop Equestrian come in vibrant colours to complement any summer riding wardrobe.

The pull-on style features lightweight, breathable cotton and spandex fabric, a contoured seat for a shapely, snug fit plus knee patches and zip pockets.

Four snazzy, seasonal colours are offered; coral pink, azure blue, tangerine orange and emerald green. Sizes range from 24” to 32” waist with trade prices from £7.95. t Gallop Equestrian 01902 454771

Helmets earn British fans UVEX helmets, now distributed in the UK by Zebra Products, are gaining some famous fans on the British equestrian scene.

Kitemarked by BSI (British Standards Institute) to EN1384:1996/BSEN1384:1997 and meeting ASTM F1163:04, the German made helmets satisfy the criteria required by all UK equestrian sports’ governing bodies Britain’s Olympic team dressage gold medallist Laura Tomlinson (nee Becholsheimer) has become a uvex product ambassador. She wears the perfexxion helmet (pictured) at home and while competing.

Event rider Izzy Taylor is also sponsored by uvex. t Zebra Products 01352 763350

www.equestriantradenews.com

EQUESTRIAN TRADE NEWS JULY 2013 13

Grazing muzzle with a difference

Supplements address modern malaise

A STUDENT has developed what’s claimed to be a market-first grazing muzzle.

Oliver Ward’s invention involves a detachable fly mask with a grazing muzzle held in place by a webbing system to stop it rubbing on pressure points around the nose and mouth.

Oliver (22), a design undergraduate at Nottingham Trent University, has developed the product in collaboration with Good Life Muzzle. The Derbyshire based company intends to patent the design and have it manufactured in the UK. Grazing muzzles are often used to prevent horses from overeating.

But sores commonly develop when worn for long periods.

“The brief was to make something unique and so I didn’t base it on any previous designs,” said Oliver who has developed four different sizes.

“I did thermal imaging of horses and looked at their skeletons and nerves to find points where it would be possible to mount a muzzle without causing irritation. I found that by mounting it on the ridge of the nose, you’re not hitting any nerves.”

A webbing system suspends the muzzle from the ridge of the nose and keeps it far enough away from the horse’s nostrils and mouth so that it can still reach the grass to feed. It’s estimated that the muzzle reduces grass intake by at least 50 per cent.

The fly mask protects the horse from flies without the use of repellents.

Nottingham Trent design students often undertake work on behalf of manufacturers, Chris Birkle of the university told ETN.

SAVANT DISTRIBUTION, a leading player in the human natural health food market, has re-launched The Missing Link range of supplements for horses and pets.

There are five products aimed at filling the gap between what domesticated animals are fed and what they would typically eat in nature.

The products are supplied in re-sealable pouches, making them easy for retailers of all sizes to stock. Merchandising units, point of sale material and other sales support are offered.

Omega oil from ground flaxseed is an important ingredient in The Missing Link.

“Our cold pressed method ensures the freshest delivery of Omega 3, fibre and phyto (plant) nutrients so that animals get the best support for a healthy skin and coat, healthy digestion and immune function and sustained energy,” said David Gunning of Savant Distribution.

Animals with joint problems are also catered for, with joint health formulae containing glucosamine. The Missing Link for Horses has an RRP of £49.99 for a 60 day supply, the cat and dog equivalent retailing at £19.99.

Another interesting ingredient is barley grass. Harvested at the early stages of growth, it’s said to be packed with nutrients and is currently ‘hot news’ in human health foods.

The Missing Link supplements are designed to be added to horses’ existing diets. Of benefit to animals of all ages and types, stabled horses or those on poor or intensively grazed pasture are prime candidates.

The range has been on the market, most actively in the US, for more than 12 years. A scientific study has recently been published documenting its effectiveness as a pick-me-up for a group of rhinos that were imported into America poor condition. t Savant Distribution 0113 388 5249

Hoof boot in larger sizes EASYBOOT Glove, the UK’s most popular hoofboot for barefoot horses according to distributor Trelawne Equine, comes in two new sizes.

Manufacturer Easycare has introduced size 4.5 and 5 for horses with feet measuring up to 147mm wide by 157mm long. There are now 13 sizes available, from 00-5.

The Glove offers a seamless fit and hugs the hoof. RRPs are from £68.50 to £79.99 per boot. t Trelawne Equine 0844 2578585 14 JULY 2013 EQUESTRIAN TRADE NEWS

Slap on the sun cream NEW NETTEX Sun Block protects horses with pink skin from the sun’s harmful rays.

Applied regularly and liberally while turned out or exercising, it can help avoid the painful cracking and blistering that sunburn causes.

The high-factor sun block contains aloe vera and tea tree oil; it’s also water resistant. 300g retails at around £15.50. t Nettex 01634 257150

www.equestriantradenews.com

Please, Mr Postman...

Every business is feeling the pain of rising postal prices. ETN considers the alternatives and investigates the best delivery deals.

IN APRIL 2012 Royal Mail raised a few eyebrows by increasing their postal charges by 30 per cent. Royal Mail said it was necessary to keep the organisation afloat; others suggested that it could be the beginning of the end for the state owned firm. As if to add insult to injury, this last April saw prices rise again following a revamp of the parcels part of the organisation.

Royal Mail’s pricing structure is forcing users to look at other methods of sending item from A to B, especially where low value items are being despatched at a cost almost equal in value to the item being sent. However, there’s more to the calculation that just cost. Reliability is important – making savings is one thing, but suffering a loss and having to replace the loss as well is quite another. So what are the options?

Royal Mail and franking machines While Royal Mail’s prices have risen, commercial users can make savings by investing in franking machines.

According to Expertmarket.co.uk, which claims to be independent of franking machine vendors, at

http://bit.ly/18xzPXk, entry level franking machines can be rented from £17+VAT per month. The cost to purchase a basic machine starts at £995+VAT. But while franking machines can bring down the cost of postage substantially – see http://bit.ly/12QLAln - there are hidden costs to be aware of. These include the cost of ink cartridges to print the stamps (work out the cost per stamp based on the number of impressions a cartridge will make and the charge for the cartridge); whether the cartridge has an electronic expiry date that invalidates the cartridge, empty or not; the cost of any documentation for the franking machine; the cost of updating the machine with the latest Royal Mail prices (Pitney Bowes, for example, charge £59.95+VAT); and the cost of adding credit to the machine (Pitney Bowes charge £5.50+VAT for top-ups of less than £100, £13 for top-ups over £100).

It’s also worth noting the cost of a maintenance contract; Expertmarket reckons that units can cost in the hundreds of pounds to repair.

As to postage cost savings,

16 JULY 2013 EQUESTRIAN TRADE NEWS

using a franking machine brings a first class letter stamp down from 60p to 47p, second class down from 50p to 33p and a second class small parcel down from £3 to £2.65 (VAT exempt). Clearly it’s a cost versus volume calculation to work out if the franking route is one to follow.

Royal Mail Online Business Account Something else a business that sends more than 1,000 parcels a year (20 per week) can consider is a Royal Mail Online Business Account (OBA). This is a service where registered users are given discounts in exchange for volume and the pre-sorting of mail into postcodes.

The discounts for letters are identical to those for franked mail. But for Special Delivery (9am), they are around 14 per cent cheaper (£18.88+VAT for a 2kg parcel versus £26.16 inc VAT standard). For a 2kg parcel being sent on a standard two-day service, the OBA charges £3.97+VAT which compares favourably with £11.96 inc VAT (Parcelforce) or £8 inc VAT for a medium parcel.

The variations are too great to list here, but more

information is available on this at http://bit.ly/A0dm4T. Interestingly, once registered and on the OBA, anything can be sent – letter, parcel, Special Delivery – and the sender will benefit from the discounts.

The key, though, is to keep sending at least 1,000 parcels per year and pre-sorting the post.

Alternative providers Royal Mail no longer has total control of the postal market in the UK and there are now other postal operators including Royal Mail that can collect, sort and deliver items.

Page 14 of the Postal Services Commission 2012 Annual Report - http://bit.ly/12jMrQB details their names.

According to Ofcom, the regulator here, parcel operators are very lightly regulated. However, since March 2012, Ofcom introduced a new obligation on all postal operators (including packets and parcels operators) to have a process in place to handle complaints.

Those who want to use a firm other than Royal Mail need to be satisfied that the contractor follows Ofcom’s rules.

Naturally, contractors each www.equestriantradenews.com

offer different services; but as an example, TNT Post offer a three day, UK or international, unsorted collection service.

However, they only collect minimum quantities of 100 parcels or 250 letters which may not be ideal for all small businesses. Also, unless sent internationally, the post isn’t tracked. Prices vary on whether the post is sorted and size and weight, but as an example a package of 2kg would cost £4 + VAT to send which is less expensive than Royal Mail’s charge (above).

Other and ad hoc providers There are countless couriers and parcel companies that may be better suited to the smaller volume business. Some will collect from the premises while others require a drop off.

MyHermes, as an example, offer both via http://www.myhermes1.co.uk.

For small businesses they provide a drop off service with delivery in two days from £2.50+VAT or a collect service with delivery in three days from £2.75+VAT. These prices are for parcels up to 1kg.

Prices rise in bands to reach, for a 10-15kg parcel, £7.75+VAT (drop off) and £8+VAT (collection). Contrast this with Royal Mail’s second class pricing for parcels up to 1kg: £2.60 inc VAT for a small parcel or £5.20 inc VAT for a medium parcel or £11.96 inc VAT for a large parcel through Parcelforce. Royal Mail don’t go beyond 2kg for a small parcel (£6.70 inc VAT) but do for medium parcels (£28.80 inc VAT for 15 to 20kg parcels) and charge £42.50 inc VAT for a 30kg parcel.

Collect+ offer a simple twoday service at www.collectplus.co.uk. Up to 2kg costs £5.59, up to 5kg £7.19 and up to 10kg £9.29 (prices inc VAT). Discounts for volume, starting at 5% for 50 or more parcels in a month, can lower these prices too.

There are other services out there such as http://www.parcel2go.com who bundle services offered by TNT, Parcelforce, Yodel, City Link, FedEx and MyHermes and provide quotes based on weight, dimension and destination (UK or overseas). eBay’s postage centre www.equestriantradenews.com

http://sellercentre.ebay.co.uk and see the bottom of the page for a link – is a good place to look for a simple round up of some options. It also offers an online postage calculator.

Most established couriers and transport operators belong to professional organisations such as the National Courier Association, British International Freight Association or the Road Haulage Association.

Finding couriers from the internet or Yellow Pages is one option, but another is to advertise your shipment to couriers on the internet. There are a few sites that cater for private individuals to do this such as www.freightalerts.co.uk or www.shiply.com.

Many courier and transport companies have preferential rates with the parcel companies because of the volume of shipments that they handle. These can often be cheaper for an individual with one shipment.

Drop ship to customer Of course for those handling products that aren’t bespoke, there’s always the option of a ‘dropship’ delivery. This is when the order is taken by the retailer but fulfilled by the manufacturer directly. This process has the added advantage for the seller of not having to keep stock.

Dropshipping tends to be used where a retailer sells small quantities of an item but then receives a single large order. It’s also common with larger items. One of the biggest advantages is that the retailer ends up with positive cashflow because they receive payment from the customer before having to pay for the goods themselves. This, though, is something that needs to be discussed with each manufacturer.

Don’t forget… insert your brochure or promotional leaflets in ETN to go directly to buyers and decision makers – normally for less than your postage cost.

Contact Nicki Lewis tel 01937 582111 or email info@equestriantradenews.com

Indoor comfort for outdoor creatures Good bedding is an essential ingredient in the stabled horse’s well being, says veterinary surgeon Tom Beech. contact with it and its contents for the whole time it’s in the stable. Bedding should be dry, warm, dust free, easy to skip out and as natural as possible.

Health issues

orses have survived for thousands of years in very inhospitable climates.

Take Mongolia with its snowcapped mountains and -30 degree temperatures, or the searing heat of the Gobi desert. Yet the horses thrive in both places.

Unfortunately, modern horses are now a long way from the hardy equines of the Mongolian Steppes or even Exmoor for that matter. While they are larger and have a variety of body shapes specific to their work, today’s horses are less suited to inclement weather.

With the cold, wet seasons that we have been experiencing, most owners have had to provide some form of shelter for their horses. Not only from the biting wind and soaking rain, but from the thick mud that plagues pasterns and hooves.

But all is not always well when you bring horses inside.

They are naturally outdoor creatures and, as such, can suffer issues if the management is not correct.

The choice of bedding is important as a horse is in

H

Respiratory issues are usually the main problem. Horses have a fantastic breathing apparatus that sucks in large volumes of air to power them as they set off at a gallop. This is fantastic when the air is fresh and clean but severely detrimental when kept in a dusty stable.

Some horses can suffer from a type of asthma-like condition called COPD which needs careful management.

Other health issues include damage from the floor or walls not being covered correctly. Pressure sores and scrapes can occur if the bedding moves off the hard floor.

If the drainage is poor and the horse is stood in on the wet, then there can be issues of thrush, frog problems and even abscesses through white line disease.

Ingestion of the bedding can cause choke and obstructive colic.

Choosing bedding One of the main considerations is dust in bedding. This gets whipped up into the air when the horse moves or lies down and is subsequently inhaled. In some cases, this can result in a simple snotty nose but it can lead to lung infections which are more serious.

As well as dust, the stable environment can also be compromised by a build up in humidity. This can be as a result of poor absorbance/inadequate drainage or even poor management.

It’s often a good idea to have a slight layer of damp bedding at the very base, especially to provide some grip on an otherwise slippery floor or to prevent the bedding moving and leaving bare patches. The bed, however, should not be wet.

Continued on page 20

18 JULY 2013 EQUESTRIAN TRADE NEWS

Bedding should be dry, warm, dust free, easy to skip out and as natural as possible.

Absorbency, dust levels and price are all important considerations when your customers choose bedding.

www.equestriantradenews.com

strong, although some horses don’t mind it.

Paper/cardboard – Dust free and often inedible, these beddings are shredded and easy to spread. However, they can be a little tricky to muck out with as they tend to stick to the dung and clot round the urine. Paper has a tendency to move around the stable; it is, however, often very cheap.

Hemp and flax – This is becoming more popular but is still more expensive than most other beddings. It has a low dust content. It isn’t common for horses to eat hemp or flax bedding, but is a possibility.

I like to use the knee test.

Kneel on the bedding and if wet soaks through, then it’s far too wet.

Adequate drainage and regular mucking out is key as the build up of ammonia from the urine can also damage horses’ lungs. The urine can be especially strong when they are being fed high levels of concentrates.

The bedding should be absorbable but at the same time the particles should not clump together. If they do, they will leave bare sections of the floor that could lead to issues such as pressure sores.

Urine can be especially strong when horses are being fed high levels of concentrates.

Rubber matting – When used correctly, mats provide a soft, insulating surface that covers the concrete floor. They usually have good grip and can help drainage. However, in my opinion, it’s necessary to have a good layer of bedding over the top. This helps absorb urine (often horses don’t like urinating on hard surfaces), provides grip and extra comfort. It also helps keep the horse and his rugs clean as the layer of bedding absorbs faeces and urine.

Rubber mat hygiene needs to be up to scratch. When poorly fitted, they can have a large build up of urine underneath which leads to ammonia problems. Grabbit, winner of an ETN sponsored BETA International Innovation Award, is a useful gadget for pulling out mats to enable cleaning underneath.

Types of bedding Wood Shavings – Great if the horse has respiratory issues or eats its bedding. The larger the shavings pieces and lower the dust content, the better. Some are sold as “dust extracted” which I prefer. Always check the bag to look for obvious dust. Avoid those packs with visibly high dust levels.

Shredded wood fibre – Often made from recycled wood, it’s usually dust free and highly absorbent. It doesn’t move much so reduces the risk of injury and as a result is quite popular.

Straw products – Chopped straw products can often have essential oils or fragrances added. They are usually dust free but can be more expensive than plain straw.

Also in some cases I’ve noted that the fragrance can cause respiratory irritation if too

About the author TOM BEECH BVSc MRCVS qualified from Bristol University in 2005. He has worked in Cheshire and Dorset in equine practice. He is the director of the equine consultancy practice Rowan Veterinary Services and also a partner in HorseOst, an equine osteopathic team.

Tom has a strong interest in lameness, especially chronic cases, and prides himself at looking at ‘the whole picture’, integrating nutrition, farriery, saddlery, dentistry, medical and physical examination into his diagnosis and treatment of cases.

20 JULY 2013 EQUESTRIAN TRADE NEWS

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Confined to barracks When a horse is ill or injured, hearing the words ‘box rest’ is enough to make any owner’s heart sink.

But there are ways to alleviate equine imprisonment, as Liz Benwell recounts from recent experience. or whatever reason a horse has to be stabled 24/7, he becomes utterly and completely reliant on his carers. He can’t move about much; let alone play with his friends, graze, roll and do all those other things horses love.

His owner becomes his only source of company, comfort, cleanliness and sustenance, which places a huge responsibility on that person.

Never mind groom, nurse is more apt, as I discovered while looking after a horse on six weeks’ box rest with a hairline fracture of the pedal bone.

F

Like taking grapes and magazines to the hospital patient, caring for a box resting horse creates an urge to buy things for him. Top of the shopping list is anything that passes the time.

Chunky treats scattered in the bedding create a useful diversion and, in the case of carrots and parsnips, valuable succulents. There are some brilliant stable toys and licks on the market; those that elicit a head-down, natural grazing position act to ‘clear the tubes’ as well as entertain.

Mucking out at least twice daily and maintaining a full, clean, dry bed is crucial. It’s amazing how much muck a horse produces when you’re dealing with everything, every day, all day and night. The old-fashioned muck sack or a rubber tub plus rubber gloves

Most horses can cope with box rest, provided it’s managed correctly.

are handy for skipping out between complete mucks-out.

Hoof care Hoof care becomes an essential part of the hygiene routine. We bedded our horse on lovely clean barley straw, but even so, his feet needed picking out twice daily without fail.

We used a moisturising hoof product to keep them from drying out - something my farrier tells me is especially to be watched for when some of the highly absorbent bedding

products are used.

Maintaining hoof integrity is crucial; especially if a box rested horse has remedial shoes fitted.

Our patient was shod with eggbar shoes to support his injured foot. Because the shoe covers the widest part of the frog, care was needed to keep it free from debris. So we gave his feet a good scrub in warm, soapy water every couple of days; while a sprinkle of sulphur powder kept the effects of dampness at bay.

The Likit Snak-a-Ball encourages natural foraging behaviour, extends feeding time and helps keep horses occupied. The Likit Challenge System, featured online and in the company's point-of-sale material, offers guidance on selecting the right product and advises on ways to make the experience more interesting for the box resting or stabled horse.

Diluted sugar beet pulp helps keep the confined horse hydrated.

also receive a full specification of nutrients. A good quality feed balancer mixed with a little alfalfa did the job well.

Hydration

A good quality feed balancer ensures the healing horse receives a full quota of nutrients.

When it comes to feeding, clearly a constant supply of forage is essential. Medium quality - rather than ‘rocket fuel’ - and plenty of it to keep the gut satisfied and mind occupied was the aim.

However, since the box-resting horse is usually undergoing a healing process, he should

Keeping the confined horse properly hydrated is a challenge. It’s well known that most prefer to drink from the field water trough to a bucket in the stable. Fresh water three or four times a day with a choice of containers was well received.

A bucket of highly diluted sugar beet pulp (a small handful soaked in half a bucket) prompted good drinking and hours of fun dipping the nose into the bucket to get at the pulp.

Lidded containers are invaluable for soaking.

In a touching gesture, our box rested horse’s equine friend put his head over the patient’s door each morning so they could enjoy a mutual scratch. Indeed, it’s amazing how dusty and dander-filled www.equestriantradenews.com

What to stoe cbokx:... think outside th

Keeping the hooves moisturised helps maintain integrity.

the 24/7stabled horse’s coat becomes. Grooming is much appreciated by the horse.

Feeling optimistic for a full recovery, it was also a good time to get that mane pulled and tail brushed through.

Other products I found invaluable were a massage pad which the horse enjoyed and must surely promote circulation in an otherwise stationary body. Magnetic boots were also applied daily

on the basis that, if they weren’t doing any good, they could do no harm!

Back to normal After the box rest comes the really traumatic part – returning to normal life. The first turnout can be fraught with fear of undoing all the good work that has gone before. A calmer could be considered, while I found a small, electric fenced pen

Bedding Comfortable headcollars and quick release ties Mucking out tools/rubber gloves Stable toys Hoof moisturisers Feed balancer/general supplement High fibre/forage feeds Small-holed haynets (to spin out the contents) Sugar beet pulp (also great for disguising in-feed

medicines)

Lidded buckets Grooming tools that give a good ‘scratch’ Massagers/magnetic/therapeutic aids Electric fencing

within the wider field for a few days did the trick of reintegrating the horse with his pals and the open spaces.

I hope I’m not speaking too soon, but our patient is now sound again and starting steady work.

Safe, warm and dry...

It won’t be long before owners begin making plans to bring their horses in for the winter. So now’s the time to decide what to stock for the coming season.

For a speedy recovery WHEN box rest is required, a clean and relaxing stable environment promotes recovery and limits the risk of secondary infections.

Nedz Original and Nedz Pro offer a supportive bed of chopped straw.

The absorbent bedding can also help create an environment low in ammonia and dust spores to protect respiratory health.

Both brands feature Natural Nedz formula with manuka and cade oil. This makes the bedding anti-bacterial, antiseptic, anti-fungal and anti-parasitic to minimise hygiene issues.

Available in 20kg bales, with RRPs of £7 - £8.50. t Nedz Bedz 01254 677 762

Cigarette papers, teabags and bedding HEMP Technology is the only UK processor of linseed (flax) straw, the raw material used to make Flaxcore bedding.

Flax is grown for its seed to use as edible oil, a nutritional supplement and ingredient in many wood finishing products.

Flax fibre is extracted from the skin of the flax plant’s stem. It’s soft, lustrous and flexible; bundles of flax fibre have the appearance of blonde hair, hence the description ‘flaxen’.

Stronger than cotton fibre but less elastic, flax fibre is also used in the making of banknotes, cigarette papers and tea bags as well as car door panels.

Flax bedding is made from the soft central core of the linseed stalk, which is protected by its fibrous outer skin. Extremely absorbent, it’s widely used on the continent where its ease of disposal makes it popular. t Hemp Technology 01986 835678

Disinfection made easy AQUEOS Disinfectant and Deodoriser kills 99.999% of bacteria, fungi and viruses (including strangles and ringworm).

It inhibits microbial growth for a number of days after application, yet horses can return to treated areas immediately.

The one litre container, which dilutes to 40 litres of ready-to-use product, comes with a hose pipe applicator for easy disinfecting of stables, horseboxes and yards. The spray can be directed to disinfect walls, ceilings and awkward corners.

Aqueos contains no alcohol or bleach and is packaged in recyclable bottles. The range includes shampoo, hand sanitisers and tack cleaners. t Battles 01522 529206

Organic cleanliness EQUINE V1 virucidal disinfectant is available in one and five litre concentrate to be diluted.

Suitable for use in organic systems, it’s nevertheless effective against equine herpes virus (EHV1-AB4) and all known bacteria, fungi, yeasts and moulds.

Equine V1 has a pleasant smell and is ideal for disinfecting stables, yards, tack rooms and feed rooms including internal structures, equipment, utensils and grooming kits. It has a high dilution rate and fast turnaround where immediate access and re-stocking are required. t Barrier Animal Healthcare 01953 456363 24 JULY 2013 EQUESTRIAN TRADE NEWS

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Boredom buster WHEN a horse is stabled, maintaining a healthy digestive system and relieving boredom are the main priorities.

Along with a sufficient supply of forage, Horslyx helps extend eating times while balancing any deficiencies in the diet.

The palatable lick is easily digested and encourages a natural trickle-feeding pattern to keep horses entertained for hours. It also provides vitamins, minerals and trace elements.

The 5kg Horslyx Holder keeps licks clean, away from stable debris and wayward hooves. A detachable Restrictor Bar prevents horses from over-indulging with their licks. t Horslyx 01697 332 592

Bedding company highlights hoof care

APART from obvious hygiene issues, any connection between hoof care and bedding may have gone unnoticed – until now.

BEDMAX has produced a leaflet to highlight what many farriers already recognise as an important link between equine beds and horses’ hooves.

‘No hoof, no horse’ is available free to stockists to pass onto customers. It contains many useful tips on choosing and using bedding. It also explains why moisture management is key to hoof care.

Here are some extracts, courtesy of BEDMAX: • The size of the bedding ‘particles’ is critical to hoof maintenance.

Particle size affects the quality and durability of the bed’s performance in terms of stability, compaction, absorbency, support [particularly important with problems such as laminitis] and resilience.

• Too damp and the bedding will contribute to soft hoof walls and associated problems. Too dry and the bedding will absorb moisture from the hoof, creating dry, brittle and cracking hooves.

• Many recent forms of bedding stress the value of their capacity to absorb urine. However, bedding that absorbs urine at the surface may contribute to hoof problems caused by long-term contact with ammonia and other urine-derived bacteria and fungi.

• Because BEDMAX shavings are purpose-made [from fresh, predominantly pine timber], they can be dried to the optimum moisture levels for the environment where they are being used. The shavings that BEDMAX supplies to the Hong Kong Jockey Club, for example, have a higher moisture level than those for the UK market. t BEDMAX 01668 213467 www.equestriantradenews.com

Let’s talk bedding How does a relative newcomer see the UK bedding market, ETN asked Alistair McGlynn of Danish company Verdo. decision. We’ve since received orders from Spain, Greenland and The Caribbean too.

Q. What benefits does your bedding bring?

A. Our pellets can absorb up to three times their own weight in liquid for a drier, clean and easy bed to muck out. Plus there’s less waste [than with some traditional bedding], so less muck heap removal and less bedding used, making it cost effective. The bedding also has less than 1% dust.

Q. Why are horse owners turning to the new generation of bedding options, such as wood pellets?

A. Traditional forms of bedding include shavings and straw.

Shavings are often dependent on the output of local sawmills and the availability of straw is dependent on the harvest. The availability, and price, of both these products is seasonal and will vary accordingly. Verdo Horse Bedding is manufactured 24/7 availability and price are not affected by seasonal demand.

Verdo’s Alistair McGlynn with brand ambassador and show jumper Daniel Moseley.

Q. Tell us a bit about Verdo in the UK. A. Verdo Renewables has two production plants in the UK at Andover in Hampshire and Grangemouth in Scotland. Each can produce 55,000 tonnes of wood pellets and 15,000 tonnes of briquettes per year. The wood pellets go through various different processes to end up as horse bedding, cat litter or heating pellets. We are already a leading manufacturer of heating pellets in the UK and hope to build the other areas. Our products are manufactured from locally sourced virgin timber under FSC (Forest Stewardship Council) accreditation.

Q. Why did Verdo choose to launch its horse bedding in the UK? A. Due to the increasing cost of shavings, horse owners and retailers are looking for alternative types of bedding. Wood pellets offer a cost effective, consistent and convenient solution.

Verdo Renewables is UK based, so launching here was an easy

Q. How does launching into the equestrian market compare with the pet equivalent?

A. The two markets are completely different. Cat owners are willing to try alternative forms of litter, whereas horse owners are far more reluctant to change the type of bedding they use due to the initial layout of swapping over. However this view is shifting, especially with our FOC (free of charge) trial bed scheme. Once customers try the product and experience the benefits, they are satisfied. Word of mouth, recommendation from a friend and social media are key ways to promote the product within the equestrian sector.

Q. What sets you apart from the competition?

A. We’ve employed a team of sales people, use an equestrian PR company, launched a devoted website, sponsored a number of high profile competitors, committed to exhibiting at all the major shows this year and produced detailed sales literature and point of sale material for a national network of retailers. Our brand ambassadors include international show jumper Daniel Moseley, double para-dressage gold medallist Natasha Baker and eventer Gemma Tattersall. Our riders have their pick of bedding sponsors and they choose Verdo; you can’t get a better recommendation than that!

Tools of the trade WITH its range of more than 100 British made products, Fyna-Lite can offer a tool for every need.

“People are now using forks specific to their bedding type,” says general manager Leon Fynn.

Fyna-Lite has responded with the new Pellet Master fork, designed to for any pellet type bedding. “We now offer a British made product suitable for all bedding types,” added Leon.

As well as its range of stable tools, Fyna-Lite supplies brooms, shovels, heavy duty tub trolleys, the Multi Weeda ragwort and field tool plus arena tools. Point of sale display stands are available to retailers. t Fyna-Lite 01789 764848 26 JULY 2013 EQUESTRIAN TRADE NEWS

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“Superb quality, realistic prices”

Settle down with a cuppa for five minutes and enjoy the first of ETN’s new series...

The Kentucky Derby, 100 years ago FAULKS & COX promises to make selling stable equipment a doddle.

“Not only is the quality superb at realistic prices, the ranges are colour co-ordinated to appeal to fashion conscious horse and pony owners,” said sales manager Chris Birch.

“Then we provide Profit Packs display units which increase sales and enhance the look of any retail area.”

Tubtrugs, Wm. Faulks Tools and Gorilla Brooms are the brands from Faulks & Cox that are easy to stock, and even easier to sell, added Chris.

And for the coming season...? “Look out for our new ash handle range and colourful lightweight shovels.” t Faulks & Cox 01455 848184

Celebrating a century HAROLD MOORE, the Sheffield based producer of injection moulded plastic handling tools, is celebrating 100 years of manufacturing in the UK. Founded in 1913 to make handles for cutlery, the early 20th century saw Harold Moore begin using the then new polymers.

The company was to become a pioneer in injection moulding.

During the World Wars, Harold Moore contributed by producing components for medical instruments, something the company continued commercially in peacetime.

“To retain control of our stringent standards and quality, we continue to manufacture all our products at our UK factory from our own formulated materials,” said global sales manager Jared Vickerage.

For more than 30 years, Harold Moore has specialised in thermoplastic injection moulded hand tools. In the equestrian world, the company’s expertise and innovation are embodied within ‘the complete stable and yard system.’ t Harold Moore 0114 270 0513

www.equestriantradenews.com

y late afternoon on May 10th 1913, Churchill Downs was filled to capacity with racing fans awaiting the Blue Riband of American turf. Anticipation for the thirtyninth renewal of the Kentucky Derby was high, with West Coast fans making the long trip across to Louisville. Their hopes rested upon Blue Grass Stakes winner, Foundation, while East Coast punters made locally-bred Ten Point the shortpriced favourite.

So smitten by the big imposing colt, little attention was paid to another contender, a horse with whom the favourite had played and grazed with as a weanling: Donerail. By the English stallion, McGee, out of the Hanover mare, Algie M., the bay colt boasted a fine pedigree but was otherwise unremarkable. Of his eighteen starts as a two-year-old, he had won just four. He had already suffered defeat at the hands of Foundation, and had finished unplaced in a race just four days ago.

Thus, as the eight runners lined up, the pari-mutuel lay him at $184.90 for a $2 stake.

Underway, Ten Point bolted to the lead, and passed the grandstand for the first time two lengths clear. Foundation chased in second. Passing the halfway stage, Ten Point extended his lead to

B

three lengths. The blistering pace of the leader soon began to tell on his rivals and Gowell, the only filly, was bumped hard in midfield as Leochares, Lord Marshall and Jimmie Gill began to drop away.On her outside, the unfancied Donerail was making steady progress.

Coming round the turn into the home straight, all eyes were pinned to Ten Point and his jockey’s raised whip. With the shadows of Churchill Downs’ steeples cutting across their path, Ten Point’s lead rapidly began to disintegrate. Into the final furlong he and Foundation traded blows.

Then out of the field burst Donerail.

Ridden by Roscoe “Golden” Goose, the colt soon put daylight between him and his rivals, passing beneath the wire going away. Ten Point finished a length and a half adrift, while the favourably-weighted Gowell got up to snatch third from Foundation.

While a blanket of roses was hung across Donerail’s shoulders, the Churchill Downs crowd greeted him with a somewhat dumbstruck reception, compounded not just by being the longest-priced winner of the Kentucky Derby at 91/1 – a record which still stands today – but also by the manner in which he did it: his time of 2:04 4/5 was a new record.

ABOUT THE AUTHOR HANNAH HOOTON writes about racing and romance. Her new book Giving Chase won the Best International Romance in the 2012 Some Kind of Wonderful Awards. Her other novels are Keeping the Peace and At Long Odds. In paperback at approx 345 pages, Hannah’s books are self published at an RRP of £9.99 each. Trade enquiries are welcome. For details email hannahhooton@yahoo.co.uk

EQUESTRIAN TRADE NEWS JULY 2013 27

Spreadalittlehappiness Hot favourite

Pamper that pony

NEW from Pony World is the Racehorse and Jockey model set.

The popularity of children's events such as Peppa Pig Days at racecourses coupled with the sport’s exposure on Channel 4 television has prompted to the range.

Horses come in black or brown, each with a distinctive, fully attired jockey in multiple colours. t Alpha Toys 00 353 6763800

ABSORBINE’S new ShowSheen Try-Pak contains travel sized packs of its popular products.

ShowSheen Original Hair Polish & Detangler, ShowSheen 2-In-1 Shampoo & Conditioner and ShowSheen Stain Remover & Whitener are packed in a handy zippered case.

It’s perfect for shows – or to treat a child who loves to pamper her pony.

Inexpensive indulgences for your customers to enjoy.

How to lead them into temptation...

The art of drinking SIGG of Switzerland drinking bottles make perfect gifts for outdoor folk.

This one is from its Art Collection of simple, black and white line drawings inspired by London landmarks.

SIGG bottles are shock-proof, leak proof and easy to clean; while the linings are neutral to taste.

For a handy refresher: toss some mint, a few slices of orange and maybe some strawberries into a jug of filtered tap water, pour into a SIGG and drink. t SIGG (UK) 01284 774741

Scaled down essentials NETTEX has created a compact collection of 15 of its most popular products.

The Mini range is a space saving solution for retailers, while giving consumers the chance to sample new lines – or treat a friend.

The smaller sized units are handy for taking to shows and Pony Club camp too. t Nettex 01634 257150

28 JULY 2013 EQUESTRIAN TRADE NEWS

RETA IL T IP

A good impulse buy is something you don’t need but can be tempted by, writes Christina Jones of Your Gift Horse. Christina also runs a general gifts retail outlet.

“FOR the horses, I’m a sucker for gourmet horse treats or a new gadget like a hoof pick with a light. For humans, greetings cards, jewellery and scarves always go down well.

Kitchen table The classic location to display impulse buys is by the till point, but this can soon get over-crowded.

We’ve had great results in our gift shop by placing a round kitchen table sprayed cream by the front door. It’s stacked with pretty gift ideas all under £15. We’ve sold a great deal from this one display.

Attractive displays are crucial for boosting impulse sales; use unusual containers like metal buckets or tall glass vases to display products and catch customers’ eyes.

I’d always recommend spreading impulse buys around the store too. Look to the high street for inspiration. Wallis does a great job of layering up a couple of tops on the first hanger of a display and adding a piece of fashion jewellery on top. No mannequins required, but it makes it really easy for customers to put together a ‘look’.

Price points Under £5 is essential for little must-haves which are frequent buys. Lip balms, greetings cards and mints fall into this category. Then stay under £15 for treats such as fashion jewellery, scarves and gloves.

Think colours as well as products when deciding what will be this season’s must-buys. Mint green and rose pink are fresh shades for summer and look great layered against a traditional wax jacket or tweed of choice.

Something for the horse is always well received.

Weetherbeeta has a great grooming and massage mitt that retails at less than a fiver - and comes in pink. For us, the new horse print scarves (see ‘Pink and soft’) have been flying out.”

www.equestriantradenews.com

Pink and soft

NEW for summer 2013, this feather-light, oh so soft, dusky rose scarf with cantering horse motif is a big seller from Your Gift Horse.

With a trade price of £5 with a RRP at £11.99, it’s a perfect impulse buy. t Your Gift Horse 01454 510102

Whisk ’em away

THE new Fleck Fly Whisk is an elegant hacking accessory for the horse owner who has everything.

Made from lacquered wood, it features a leather wrist strap and horse hair extensions for flicking away flies; a little luxury at RRP £85. t Zebra Products 01352 763350

Stand out styling TOGGI’S new Oakville fleece welly boot liners are made from anti-pill fleece.

For added individuality, the faux fur trim of the Shelburne boot liner (pictured) is sure to be a big hit this winter. Both styles are available in small, medium and large sizes. t Finest Brands International 0113 270 7000

For pony princesses...

THE bright, fun Carrots brand is tailor-made for birthdays, treats or ‘thank yous’. Choose from Hat Cover and Gloves sets, Socks, Stationery and Bags.

Pony mad kids love the Carrots Bang on the Door Mug and Socks set featuring the Pony Princess cartoon character. Co-ordinating calf length socks with padded soles retail at around £12.

Socks make great add-on offerings when well presented. With RRPs from just £5.50 per pair, Carrots has designs for all ages and tastes.

Check out bright and colourful argyles to classy competition socks with subtle sparkles. t Carrots 01245 445362

www.equestriantradenews.com

• Global Herbs has appointed

Laura Healy as area sales manager for the south west.

Laura has been riding since she was six, has an equine science degree and previously worked and competed in eventing.

• Journalist and PR consultant Kathy Carter and her husband Mick have been celebrating the arrival of their first child. Sam Alfie Carter, pictured at a week old with his mother, weighed in at a healthy 9lbs 15oz. “He’s a lovely, contented baby,” said Kathy, adding that Sam slept through his first visit to see the Carter family horse.

• Many in the trade will remember

Amanda Shirtcliffe as store manager at Derby House in Olney, Bucks until it closed down last year.

Before that, Amanda was head of mail order for the retailer’s previous incarnation as Olney Saddlery.

Today, Amanda is better known as a rising star of the British paradressage scene. Diagnosed with Dystonia, an incurable neurological disease, the Milton Keynes based rider is considered a serious contender for the 2016 Paralympic Games in Rio. Amanda competed at the British Para National Championships at Hickstead last month. She ‘blogs’ about living and training with a disability and hopes to secure sponsorship to help her pursue her paralympic ambitions.

• Redpin Publishing is hosting

two Royal Agricultural University students on 20 week work placements. Staci Cox (pictured right) is studying international equine and agricultural business management and considering a career in the equestrian media.

Heather Jeffers, who spent two years as head girl to dressage ride and trainer Ferdi Eilberg, is an equine management undergraduate. “Redpin has provided a fantastic opportunity, one which I hope will continue to benefit me in my future career,” said Heather who hopes to work in media and marketing.

“Graduates can be at distinct disadvantage due to their lack of work experience. We felt it vital to support students in the equine sector as, quite simply, they are the future of our industry,” said Sara Haines of Redpin Publishing.

• Trilanco has appointed Jemma

Bradley as area sales manager for the south and the Midlands areas. After 16 years in sales, Jemma has experience in the equestrian, pet and gardening sectors. She has ridden and owned horses for more than 30 years and is a fan of eventing, team chasing, hunting and polo.

• Laura Clegg is the new advertising

• Zara Phillips was guest of honour at a celebration to mark the 50th

anniversary of John Deere's lawn and turf business at the RHS Chelsea Flower Show. The Olympian is pictured on one of the company’s early models, a restored 1960s lawn tractor. John Deere has been established in agricultural machinery since 1837.

• Victoria Davies is Spillers’ new regional sales manager for the north of England. With a degree in marketing, she has hands-on experience of her family’s flat race training and Thoroughbred breeding business in North Yorkshire. Victoria is an amateur jockey with four winners to date.

Meanwhile, Vanessa Macdonald is the feed company’s new competition nutritionist for the north and east of England. She joins the team that provides free consultations for yards. Newmarket based Vanessa, an equine science graduate, has co-written a number of equine research publications. She previously groomed for event rider Sharon Hunt.

30 JULY 2013 EQUESTRIAN TRADE NEWS

executive for Britishequestriandirectory.com.

The industry reference guide is published by Equestrian Management Consultants (EMC), also publisher of ETN and part of the BETA Group.

An equine management graduate from Askham Bryan College, York, Laura (21) spent time with EMC on work placement from university. She shows two colts inhand, does working hunter and one-day events with a Welsh section D called Nelson and also has the retired Cracker.

“I’m really pleased to have been offered this fantastic opportunity and I’m looking forward to working as part of the EMC team – and with Ask ED [the face of www.equestriandirectory.com] too,” said Laura. Claire Thomas, commercial manager of EMC, described Laura as “bright and enthusiastic; a great addition to the company.”

www.equestriantradenews.com

• Trainee saddler Rachael Davie has visited Buckingham Palace to receive The Saddlers’ Company Award from The Princess Royal. The annual accolade is presented by the Worshipful Company of Saddlers in conjunction with the City & Guilds Lion Awards and Medal for Excellence Programme.

Rachael (22) runs a saddlery workshop from Gatleys country store in Storrington, Sussex. With support from business owner Robin Duke, the workshop runs alongside the retailing of horse feed, bedding, saddlery and clothing.

“The judges recognised the great effort Rachael has made to set up her saddlery workshop and make it a success,” explained Patrick Burns of The Saddlers’ Company.

Rachael, who also won £500, is nearing completion of a four year course to become a qualified saddler. She’s pictured receiving her award from The Princess Royal with Past Master of The Saddlers’ Company, Michael Laurie, in the background.

• Friendship Estates, regional

producer of HorseHage and Mollichaff for northern England, Scotland and Wales, has appointed Jodie Baker as a sales representative. Jodie has competed in various disciplines and now concentrates on dressage. An equine science graduate, she spent the last three years working at Torne Valley feed and retail store at Tickhill in South Yorkshire.

• In what must be a first, a newly engaged couple competed in last month’s British Farrier & Blacksmiths Association (BFBA) National Championships during the Royal Bath & West Show. Sarah-Mary Brown represents a growing number of female farriers. Their numbers are reported to have risen by 70% since 2006 against an 8% overall rise of newly registered members of the profession.

“There are far more girls around now than there were when I started,” said Sarah-Mary. “Even though it’s hard, it's great to see more female farriers entering competitions.” Sarah-Mary’s fiancé and fellow competitor is world champion farrier Steven Beane who joined the Innovation Awards judging panel at BETA international 2012. www.equestriantradenews.com

• Jeffries Saddlery has appointed Michael Darley as sales agent for the south of England and Wales.

Michael, whose father Dave Darley is the Walsall company’s managing director, previously worked for Jeffries as a sales representative. He left in 2011 to establish his own agency which also handles Point Two and Griffin Nuu-Med sales. Prior to working in the saddlery trade, he was in the Royal Marines. Michael and his wife Jo live in Chessington, Surrey with their three year old son, George. The couple expect their second child this month (July).

• Dragons’ Den star Deborah Meaden has become an ambassador for Hoof, the British Equestrian Federation’s (BEF) Olympic legacy.

The businesswoman bought her first pony as young girl - with £60 saved from her summer holiday earnings. “Being around horses and looking after them teaches important life lessons and discipline and is a good thing for young people to get involved with,” said Deborah who keeps a number of horses at her Somerset home.

Of being a regular rider, she added: “Having to concentrate on another brain that isn’t human is good for clearing a busy head and when you get it right makes you appreciate good teamwork. I can’t imagine life without horses.”

• Congratulations to BETA’s Tina Rogers who has become the new Mrs Hustler. Tina was married to Chris Hustler at Newburgh Priory near Thirsk on a sunny day in May. “My surprise from Chris was my transport from the hotel in the morning to the venue - a gorgeous carriage and horses named William and Harry,” said Tina. The couple, whose home is in Yorkshire, rounded off their wedding day with a live band - and partied the night away with family, friends and colleagues.

• Employment within the equestrian industry is buoyant, according to a specialist recruitment agency. “We’ve seen a sharp rise [in activity] in the last few months as more people become aware of our bespoke and industry specific services,” said Emma Dyer of Equine Careers.

Recent appointments brokered by the job and staff finder include Lucy Taylor, new office manager at Chestnut Horse Feeds; Jodie Baker [Friendship Estates’ rep featured on this page]; Nicola Harrison, Matchmakers International’s new south-west area sales person; Dean Mastouras, a former BETA Sales Rep of the Year and now looking after regional UK sales for Ekkia; plus Laura Howshall, the new office manager at Beaufort Embryo Transfer.

EQUESTRIAN TRADE NEWS JULY 2013 31

Shedding a light...

ETN asked the safety experts at BETA to demystify high visibility gear. he term ‘hi-viz’ is often used to describe garments made from fabrics in DayGlo shades of pink, orange, green and yellow, with a few silver strips sewn on for good measure.

Although they give the impression that they possess highvisibility properties, the reality is that this might be only cosmetic.

Hi-viz works by reflecting light back towards a source. So, when viewed in normal daylight or in store, a garment’s retro-reflective bands usually appear as a dull, silver-grey colour, giving no indication of how effective they are. Correct certification is the only assurance of a garment’s reflectivity.

All hi-viz clothing is defined as personal protective equipment (PPE) which means it offers some protection or is safety-related.

All hi-viz items must have been submitted for testing to ensure that they reach the correct standard and, only once this has been done, can a CE mark be given. PPE standards do not include items worn by the horse.

Hi-viz garments should be certified to the appropriate standard.PPE certification is made up of the following: ● EN 471 – for professional use (working around horses). ● EN 1150 – for non-professional use (leisure riders). ● EN 13356 – accessories such as hatbands and gloves.

Safety standards provide a guarantee that a garment will perform exactly as the manufacturer claims. It will be reasonably durable, not fade or lose reflectivity after washing or a short period of time. Requirements for wear and tear will have been set, with precise washing instructions.

Working in partnership with manufacturers and distributors from this sector, BETA introduced the BETA High Visibility

T

Certification Scheme to flag up garments that have been properly tested and certified.

Colour-coded Certification Mark Certification Mark labels represent Certification M ark each standard: CE APPROVED CE APPROVED aqua for EN 471, CERTIFICATION TO CE APPROVED CERTIFICATION TO royal blue for EN CERTIFICATIO N TO 1150 and navy EN 13356 EN 471 blue for EN 13356.

EN 1150 RIDER Only garments RIDER certified to a RIDER HI-VIZ recognised HI-VIZ HI-VIZ standard are admitted to the scheme, where they are monitored and checked annually to ensure they remain compliant. Not all hi-viz garments are included, however, because it is not compulsory for companies to join. However those that have done so play a big part in helping to allay any confusion about certification. ● For information about the BETA High Visibility Certification Scheme or to order copies of the BETA Guide to Rider Hi-Viz leaflet, tel 01937 587062.

Gear to be seen in...

FOR HORSE AND RIDER: The HyVIZ range includes waterproof jackets to adjustable tabards and waistcoats bearing the message ‘PLEASE PASS WIDE AND SLOW’. Accessories include HyVIZ hat, leg and arm bands; while for the horse there are leg bands, tail bands and a bridle set. t Battles 01522 529206

KEEP ABREAST: The Equetech Vision Deluxe Breastplate is V-shaped with 50mm reflective, vertical stripes. It features a neck strap with adjustable buckle clip, adjustable Equetech branded reflective girth strap, reflective badge and reinforced binding. Colours are fluorescent yellow or fluorescent pink. The RRP is £20.25. t Equetech 01296 688966

LIGHT THE WAY: Champion’s high visibility gilet, certified to EN1150, has an electro-luminescent light run by an AAA battery pack. Rather than relying on a third party light source, the garment has its own internal power source.

Another clever feature is a mobile phone pocket on the outside for easy access in case of emergency. In children’s and adults’ sizes, the RRP is £29.90 and £35.90 respectively. t Finest Brands International 0113 270 7000 32 JULY 2013 EQUESTRIAN TRADE NEWS

www.equestriantradenews.com

Bright ideas EXCLUSIVELY FROM Snowhill Trade Saddlery is a wide range of accessories that aid in the visibility of horse and rider. The Harlequin Reflective Martingale features a soft fleece inner for comfort, hi-viz durable plastic cover, and is easily attached by clipping to the saddle D-rings and looping through the girth.

Available in one size and fully adjustable, it’s priced at just £3.50 to the trade.

Harlequin’s Reflective Brushing Boots feature reflective tape and handy Velcro fastenings. In yellow or black and pony, cob and full sizes, the trade price is just £6.95.

The Harlequin Reflective Headcollar is made from bright yellow nylon with Day-glo reflective material on the cheeks and noseband. In pony, cob or full, it’s only £4.50 to the trade.

Harlequin Neoprene Reflective Leg Bands come in durable neoprene for comfort, with hi-viz plastic covers and

www.equestriantradenews.com

Velcro fastenings. There are two size options, 30cm or 35cm, and the trade price is just £2.95 per pair.

Harlequin’s Reflective OverReach Boots are made from tough neoprene in bright yellow with a double-touch Velcro closure. Featuring Day-glo reflective piping around the top and bottom, they’re highly visible for road use. With a choice of pony, cob and full sizes, they’re priced at £4.50 for the trade.

Made from stretchy material to fit all riding hats, the Harlequin Reflective Hat Band is an easy way for every rider to be seen more clearly; just £2.70 to the trade.

Harlequin’s Reflective Tailguard is a valuable aid to improve horses’ visibility from the rear. With Velcro fastening plus ties for extra security, it comes in bright yellow and one size at £2.70 to the trade. t Snowhill Trade Saddlery 01243 672323

EQUESTRIAN TRADE NEWS JULY 2013 33

Get moving!

We all know we should... but as busy people often working long hours, it can be difficult to find the time to keep fit. It’s ironic, really, because the equestrian industry is all about outdoor activity, yet most of us spend our working lives at a desk/computer, behind a shop counter or in a car.

But don't be disheartened, there are some simple and easy ways you can help yourself, as ETN discovered from the fitness-for-business-people experts at iGlobalWellness. There’s even a challenge you and your colleagues may like to take...

The interactive activity monitor can be worn at your desk...

Look at your day: See where you can include small bursts of activity, which are valuable to your health, in a packed daily diary. Go for a walk in your lunch hour; maybe borrow the ‘office or shop dog’ if there is one as an incentive. Go for a jog or even a short bike ride.

Don’t email every message to others within the same building, get up and walk to their desks. It’s a cliché, but using the stairs instead of the lift really does add up.

Change your attitude: Instead of feeling as though your job leaves no time to keep fit and healthy, use your new found positive attitude to incorporate activity into your regular routine. Change your way of thinking from 'going to the gym = exercise = good health' for 'being as active as possible = improving overall health and fitness'. By doing

so, you will see that simple day to day activities like weekend shopping or the doing the gardening can help keep you active and healthy.

Choose activities that interest, excite or inspire you: By taking up an activity or sport you are passionate about, you’ll be much more likely to find a time in your day or week to include it. It's not about the activity you do, but more about the fact that you are getting active. How about bringing back an activity you used to love (such as riding?) or taking up a new sport you have always wanted to try?

Doing so could be commercially beneficial too.

Finding out about the gear required for walking, shooting or cycling may prove revealing.

Give yourself a goal: It could be a challenge such as

34 JULY 2013 EQUESTRIAN TRADE NEWS

...or when undertaking more strenuous activity.

training for a marathon or long distance walk or a health goal such as weight loss.

Giving yourself something to aim for makes a huge difference when it comes to motivation to get active.

Take part in a work based health and wellbeing challenge: Being supported and actively encouraged to get active and healthy by your employer and colleagues is a great way to get motivated. iGlobalWellness' Stay Active Challenge is an 11 week competitive team event where team of participants from companies are challenged to increase their daily activity levels as much as they can.

Any activity counts towards the competition and is measured by advanced 3Daccelerometer technology (supplied by the organisers).

Participants wear a small interactive activity monitor which works like a highly sophisticated pedometer. Not only does it record steps you take, but every single movement. The information gathered by the device is automatically downloaded onto a computer each time the wearer passes it. The competition is exciting, effective and easy to enjoy whatever your job. For more details visit www.stayactivechallenge.com

The tiny device measures every single movement.

www.equestriantradenews.com

• LED Sport

Europe, new sponsor of the Speed Derby at last month’s Hickstead Derby Meeting brought electronic adverts, big screens and LED perimeter boards to the Sussex showground for the first time.

(Photo: Samantha Lamb).

• Suregrow Fertiliser has renewed its support of the British

• Eventer Emma Hyslop, an Alan Paine brand ambassador, took time out from competing at Houghton International to model garments from the company’s Duchess collection.

• Redpin Publishing’s Inharness magazine is to sponsor a new

championship class for registered native ponies at Driving Addington on 28 September. “With Inharness and sister magazine the Native Pony we will be working hard to promote the benefits of our wonderful native breeds as driving ponies,” said editor Sara Haines.

• British Horse Feeds has three newcomers to its Speedi-Beet Team of sponsored riders. Rebecca Wright (19), Nikki Hawkins (36) and Katie Patrick (18) were chosen from hundreds of applicants.

Rebecca and her 16-year-old Connemara Pumpkin enjoy showing, Katie competes in novice eventing with her Thoroughbred Harry and Nikki and her Welsh Section C Harry compete in advanced level dressage.

• The Musical Drive of the King’s Troop, Royal Horse Artillery returns to Horse of the Year Show (9 – 13 October) for the first time in 15 years. The Troop will perform daily during the 65th running of the show.

• Taurus Footwear sponsors current British Showjumping national amateur 1.10m and 1.15m champion Michaela Huntington. Michaela (27) is enjoying success with Zula Maeva, a mare she produced from a four year old. www.equestriantradenews.com

Dressage National Advanced Medium Championship. Used by Oliver Townend, Ruth Edge and Caroline Powell, Suregrow is also the fertiliser of choice for dressage icon Richard Davison, who says: “Our horses enjoy their turnout time and by ensuring the grass they graze provides a correct mineral balance, it offers the potential to contribute significantly to their diet and wellbeing, which is very important to me.”

• Ariat will be

offering Blenheim visitors free lifts from the pay lanes up to the main arena via a new fivecarriage land train when the event takes place on 12 – 15 September.

It will be in addition to the Ariat Golf Buggy service (pictured) that’s been running for some years. “I’m sure the land train will provide a valuable service to transport weary shoppers and all their purchases,” said event director Mandy Hervieu.

• TopSpec is sponsoring the Supreme Pretty Polly Ridden Championship at the North of England Summer Pony Show at Arena UK on 13 July. With a first prize of £1,000 plus £650 down the line, the championship is open to amateur/home produced pony champions at qualifying shows across all categories from Show Hunter Pony to Mountain & Moorlands and Show Ponies.

“We are delighted to reward those hard working amateurs and home producers who live for the sport of showing and put in so much effort to compete at the highest level,” said Nicola Tyler of feed balancer and blends specialist TopSpec.

• Bit specialist Neue Schule is sponsoring British based Dutch international event rider Andrew Heffernan who represented Holland at London 2012. “I’ve ridden in Neue Schule bits for a number of years and have seen a massive difference in the horses since,” he said.

How to get your event or sponsorship listed ETN welcomes submissions to Sponsors & Shows from all organisations, commercial companies, events, training courses and conferences. Please include your dates, venues, contact details and why your fixture/event/training is of interest to the trade.

EQUESTRIAN TRADE NEWS JULY 2013 35

What’s hottotrot?

ETN showcases the latest collections from leading clothing and footwear suppliers.

WATER repellent, windproof and breathable, the Gersemi Sati (RRP £118) is a lightweight riding jacket with removable arms to convert it to a short sleeved top. The Sati is gathered at the back, has piping detail, a two-way front zip and zipped pockets.

In citrine, sapphire, ink and zinc, it comes in sizes extra small to extra large. t Zebra Products 01352 763350

JACK MURPHY’S A/W 2013 collection, launched at BETA International 2013, is due for delivery to stores next month (August). Retailers placing orders receive a PoS pack including a selection of show cards and mood brochures for merchandising plus access to the brand’s online image resource. Jack Murphy branded hangers and branded paper carrier bags are also available. Key pieces for women include tweed jackets, waxes with faux fur lining, moleskin skirts and cardigans. The menswear collection has tweeds and waxes teamed with check shirts and chunky knitwear. t Jack Murphy 01768 867590

MARCY (RRP £42.99) is a long pile fleece sweatshirt from Tayberry. In denim and pink, with a full length zip, it has a fishtail hem, herringbone tie detail, zip pockets, contrast inner neck and printed jersey bound inner seams.

Rook Premium Neoprene Boots (RRP £65) are available in navy, green and brown, in sizes 4-12.

They have kick spurs, adjustable side gussets, thick neoprene linings and hardwearing rubber outer soles for great grip. t Tayberry 01507 524816 TINY TOTS are a ‘mini me’ addition to Jenkinsons’ jodhpur boots collection.

Suitable for infants, they’re available from a children’s size 6 (size 23). With rounded toe and rubberised sole, they have elastic side panels and a heel puller. The adult range extends up to size 10 in black or brown. A YKK zipped paddock boot is also available in black, sizes 36 to 46. t Jenkinsons 01924 454681

NEW to Dublin’s country boots range, the Dublin Turndown (RRP £159.99) has a redskin leather upper with buckle design.

The boot is waterproof, has integral comfort features in the footbed and heel, steel shank, traction grip and fleece lining. t Weatherbeeta 01295 226900 36 JULY 2013 EQUESTRIAN TRADE NEWS

MARK TODD Milestone Boots have waxed nubuck leather outers and lightly quilted cotton linings.

Comfortable and lightweight, yet with a sturdy sole, the full length zip and elasticated panels make fitting easy. Available in sizes 37 to 45 in standard or wide calf in brown or black. t Westgate EFI 01303 872277 www.equestriantradenews.com

THE Equetech Cadence Quilted Jacket (RRP £105) is quilted with down/polyester insulation. The wind resistant shell has a water repellent finish. With over-sized pillow collar and inner storm flap, it has ribbed cuffs, checked cotton brushed lining, front pockets with zip fastenings, elasticated belt with brass effect fittings and scooped back hem.

The Equetech Cable Knit Headband (RRP £8.95) has fleece lining and a stretch fit; it comes in ecru, plum and navy. t Equetech 01296 688966 PUFFA Country Sports is marking the famous brand’s 40th anniversary with a capsule collection celebrating Puffa’s British heritage. With bold use of red, white and blue, the patriotic range maintains the feel-good factor created by the London Olympics and last year’s Queen’s Diamond Jubilee. t Puffa Country Sports 0115 942 4265

THE Ladies’ Arctic Adventure (RRP £99.95) is new to the Muck Boot A/W 2013 collection from Belstane Ltd. The fleece lined neoprene winter welly has a rubber all-terrain sole and is fleece lined. It’s designed on a ladies’ last for lightness of weight, and comes in five plain colour plus four patterned styles.

Available in sizes 3 to 8. t Belstane 01335 372600

www.equestriantradenews.com

ARIAT has gone back to basics with its new Women’s London Jod Boot (RRP £129.99). The full-grain leather boot with duratread outsole has Ariat’s patented support technology and Dri-Lex moisture wicking lining.

The ‘London’, with elastic side panels and leather pull-on tags, comes in sizes 3 to 8.5, in Havana or black. t Ariat 0845 600 3209 NEW to Battles’ HyFootwear collection are the Durham and Canterbury Zip jodhpur boots, the latter having a YKK nylon zip. With buff leather uppers and cambrill linings, they have heel grips, rubber soles, elasticated sides and pull tags. Both lines are presented in branded boxes.

All-action looks and classic cuts, the Townend range has it all. From polo shirts to sleeveless styles and sculptured vests, your customers can enjoy enhancements from floral print detailing to sought-after Townend branding. Highlights include the Townend Unsteelable ladies’ polo in peach or navy, Townend Brucester polo shirt in purple/black or navy/emerald green or Townend You2 for a sporty number. t Battles 01522 529206

THE new Aylsham ladies’ fleece waistcoat (RRP £64.99) from Alan Paine has two zipped pockets, back waist adjustment and contrast colour piping. It comes in sizes 8 to 18 and in brown, navy or wine. t Alan Paine Country Collection 01623 522570

JOULES remains committed to colour and dedicated to detail as the label launches its A/W 2013 collection. New fabrics, textures and prints combine traditional with contemporary; Joules’ famous rural heritage remains the central theme. Pictured is the Holmes tweed hat (RRP £24.95), Downton Scarf (RRP £34.95 – love the name!) and Renata dress (RRP £89.95). t Joules 01858 435261 38 JULY 2013 EQUESTRIAN TRADE NEWS

www.equestriantradenews.com

TIMELESS winter classics from Caldene include the Kilbryde fitted quilted jacket (pictured), the Catcliffe wax padded coat or Bower belted faux suede jacket.

The new outerwear comes in an autumnal palette of plum, chocolate, forest, mocha and black.

Meanwhile Tottie has launched a tweed collection, from which ‘Sophie’ is pictured.

Jackets and shirts incorporate quirky detail with all ages catered for. “Tottie tweeds are stylish, up to the minute and provide history and heritage with a modern touch when it comes to tailoring,” said Richard Lawrence of brand owner Matchmakers International. t Matchmakers International 01274 711011 BLACK, brown, blue and grey are the main colourways for Horka’s A/W 2013 collection. New breeches with details such as embroidery and insignia buttons blend with woollens and jackets to take wearers from the stables to social occasions. Water resistant Highlander and Chesterfield boots, with soft fur lining and antislip soles, complete the outfit.

‘Night fashion’ is an interesting concept from Horka, comprising dreamy pyjamas and pink fluffy slippers for children. t Horka 0031 038 4655 770 RHINEGOLD TEC steel toe safety boots (trade price £32.75) are certified to European Standard CE 20345 SB. Made in Europe from nubuck leather, they are lined with Thermy-Tex material that absorbs moisture and odour. Benefiting from zero VAT as a safety boot, they are available in black or brown and sizes 3 to 12. t Snowhill Trade Saddlery 01243 672323

www.equestriantradenews.com

THE Toggi Roseville is a classic ladies’ country coat made from poly suede fabric with a DWR [durable water repellent] coating. Waterproof and breathable with taped seams, it has a shaped back yoke with open vent and mesh underlay to aid ventilation. Roseville has spacious patch pockets and fleece lined hand warmer pockets. It comes in sizes 8 to 20.

Cordova by Toggi has a sleek, feminine silhouette and is belted for an elegant, fashionable look.

With large bellow pockets plus smaller pockets on the chest, Cordova has a floral lining to complete the look of this wax jacket. Each British made garment comes with a free tin of Toggi wax and carry bag with handle. Sizes are extra small to extra, extra large. t Finest Brands International 0113 270 7000

1-2-3 of successful selling

RETA IL T IP

First impressions count when it comes to selling clothing and accessories in your store, says Mary Hart of Carrots UK...

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Get the basics right. Keep your store clean, tidy and well lit. Good surroundings help people relax, enjoy their time in your store, spend longer shopping and return.

Keep your customers’ attention. Arrange items in an orderly fashion to prevent frustrating searches for the correct sizes. Highlight changes in your collections by moving new products to the front of the store. Show capsules of ranges to inspire cross purchasing; ask your suppliers for helps and ideas. Keep point-of-sale up to date, chuck out the old ones and give customers something fresh to see. People like changes in fashion products.

Be creative. Steal ideas from the Internet or high street to inspire your displays. Pop to your local DIY or craft store to purchase props and decorations to create intrigue and interest. Some displays are intended to catch a customer’s attention, while others strive to draw them closer. Either way, well planned visual merchandising sells lots of products

Use signs to guide customers towards items and make them stop and look.

Ensure pricing and sizes are clear to prevent confusion or frustration.

Customers identify with other people in riding attire; so use Clothing retailer’s check list

40 JULY 2013 EQUESTRIAN TRADE NEWS

mannequins to display outfits and encourage staff to wear products available to purchase in store.

Create a ‘recommendation of the week’ and highlight it at the front of your store.

Get rid of old tape holding up posters or size charts; use frames or at least laminate.

Throw out or refurbish fixtures that are old and tatty and don’t leave cardboard boxes scattered on the shop floor.

Get rid of cobwebs. I bet every tack shop owner who reads this is guilty of cobwebs!

Brands are important so make the branding clear using POS [point of sale].

Team products together to inspire. Accessories are less likely to sell when displayed on their own.

It’s easy to have all the jodhpurs in one place in store and all the jackets elsewhere; but select a few, dress some mannequins or use pins to make a wall display showing how products sit together.

If you do not already have one, organise a changing room with privacy, full length mirror, hangers, chair and carpeted floor – or at least something soft to stand on in bare feet.

www.equestriantradenews.com

FREE TICKETS TO GATCOMBE

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ETA will return to Gatcombe Park next month as presenting sponsor of the Festival of British Eventing, running from 2 to 4 August. To mark the occasion, it is offering BETA members the chance to win tickets to the event.

If you would like to attend, simply email us your name, address and the day you would like to attend – adding “Gatcombe Ticket Giveaway” in the subject line – and we will enter you into a prize draw.

Gatcombe provides the perfect opportunity for BETA to promote its work for rider safety, as well as highlighting the benefits the trade association and its members offer consumers.

The BETA team will be on hand throughout the event, inviting visitors to its familiar red, white and blue stand, where it will be offering a range of initiatives, including free hat and body protector safety checks. All those taking part will receive a 10 per cent discount voucher to be used against the purchase of new safety garments bought from participating BETA retailers.

BETA’s luxury prize draw hamper will take pride of place, giving visitors of all ages the chance to win about £1,500 worth of equestrian goodies –

Win tickets to Gatcombe and enjoy the event yourself or offer them as prizes for your customers.

kindly donated by BETA member companies – for horse and rider, and goody bags will be handed to everyone who signs up to join the Equestrian Consumer Research Panel, providing important feedback on consumer views and ideas to industry members.

We will also be hosting our regular tradestand holders’ breakfast, where we will announce winners of the BETA Best Stand Awards over hot bacon rolls and coffee.

Benefit of the month NOW is a good time to order free information flyers and promotional material such as till receipt holders and carrier bags, which are available to members. Order on line from the BETA shop, at www.beta-uk.org, or contact the BETA office.

Lorinery course for retailers A lorinery course is planned for 4 September in the Midlands with a £25 subsidy for each attending business provided by The Worshipful Company of Loriners. If you are interested in this or other courses, please contact the BETA office for further details and to reserve your place. www.equestriantradenews.com

Free safety checks at Trailblazers Champs THE BETA team will also be out in force at the Trailblazers Championships, which take place from 25 July to 4 August at Stoneleigh Park, Kenilworth, Warwickshire. During this 10-day equestrian extravaganza, BETA will be sponsoring the Combined Training Classes over two days, on 27 and 28 July.

Riders will be invited along to the BETA stand, where expert hat and body protector fitters will be offering free safety checks on all garments.

The Trailblazers Championships format allows all qualified competitors in each discipline to compete over two days.

New members welcomed THE following applications for membership were approved by the BETA Council at its meeting in May: Horse Monkey (equestrian events website), Lytham St Annes – Associate.

Equiami (lunging accessories), Kidderminster – Trade.

Stutley Gun & Equestrian (retailer), Arrington – Retail (provisional).

Verdo Renewables (horse bedding), Andover – Trade.

Nutriad (feed manufacturer), Chester – Trade.

Fares Al Jadeed (overseas retailer), Oman – Overseas retail.

Active Interest Media/Equine Network (media), USA – Associate.

Galloping Gourmet Equestrian Supplies (retailer), Hereford – Retail (full).

Ravenhall Risk Solutions (insurance broker), Leeds – Associate.

Chatham Marine (clothing wholesaler), Exeter – Trade.

MRH Saddler (saddle fitter), Cambourne – Retail (provisional).

A Poucher & Sons/Emerald Green Feeds (feed manufacturer), Market Rasen – Trade.

Lillidale Animal Health (supplements manufacturer), Wimborne – Trade.

Possmere/Luxury New Zealand Knitwear (wholesaler), London – Trade.

CONTACT TINA HUSTLER AT BETA Tel: 01937 587062 Website: www.beta-uk.org Email: tinar@beta-int.com Stockeld Park, Wetherby, West Yorkshire LS22 4AW EQUESTRIAN TRADE NEWS JULY 2013 41

“I wouldn’t do it if it didn’t earn money” Internet retailing is now the norm. But does taking the plunge with Amazon and eBay make sound business sense? Penny Richardson meets three retailers who have embraced the concept. or those of us old enough to remember the days when people actually spoke to each other face to face or on the phone, the modern hi-tech age has much to answer for.

Nowadays, text messages and e-mails are the norm, so it’s not surprising that getting everything by mail order from the weekly grocery shop to gear for horse and rider is now many consumers’ first choice. eBay began life in California in 1995 as an Internet site called AuctionWeb. It’s still based in San Jose, but is now a multinational billion-dollar corporation, although its function is pretty much the same as when it started.

Private and business sellers put items up for auction or with a “buy it now” tag and customers from all over the world bid for what they want.

Millions of items are bought and sold each day via eBay, which also hosts virtual shops for business sellers. These include numerous equestrian outlets, selling everything from top-notch saddles and bridles to discount horse and riding clothing.

Michael Douglas owns and runs the three Eileen Douglas tackshops in Berkshire, Hampshire and Oxfordshire.

He has had a website presence for almost 20 years, has been selling on eBay for around seven years and recently joined Amazon as well.

“Please tell everyone running an eBay shop isn’t worth it or they’ll all want to try it!” he jokes. “Seriously, I wouldn’t do it if it didn’t earn money and

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Internet and eBay sales are the reason my business is still growing year on year.”

Michael offers end-ofline items and some new stock in his eBay shop, but he does point out that discounting on the Internet is rife and you have to be quick to stay ahead and make a profit.

“There are plenty of retailers now selling tack made by their family members at home in India at very low prices. They can afford to do this because they’re cutting out the wholesaler and although the items may not be as high quality as Britishmade tack, people do still buy them,” explains Michael. “If we offer bigname brands in our eBay shop, we can’t discount them much because our costs to buy them in the first place are so high that we’d end up making no profit at all.”

Michael looks back fondly on the time before Internet trading became such big business. “In the ‘good old days’, our competition was a couple of local shops. Now it’s from all over Britain and sometimes worldwide,” he says.

42 JULY 2013 EQUESTRIAN TRADE NEWS

He has also noticed customers visiting his shops and trying on items such as jodhpurs and hats purely to find out their correct size before going home and ordering online.

“I can’t help feeling that tackshops are going to end up being seen as showrooms for the Internet,” he says. “The bottom line is that many consumers are driven by price

above quality and customer service and when it comes to items costing £50 or more, they’ll shop around online.

Then if they find something similar £20 cheaper, they’ll think the local tackshop is ripping them off.”

Michael also sells riding hats through his eBay shop. “I bought 2,000 hats from Gatehouse and I’ve already sold 1,500 of them,” he says. www.equestriantradenews.com

“Am I happy that the buyers aren’t being fitted for their hats? Probably not. Would I be happier if these same people came into one of my shops and used up my trained staff members’ time trying on hats and then bought them from another retailer online?

Probably not. But because many other eBay retailers are doing the same, I can’t afford not to.”

Michael is pleased with his eBay experience and hopes his Amazon shop will become equally profitable.

“They are two very different customer bases. eBay buyers seem to mostly comprise bargain hunters, whereas those who shop through Amazon are more interested in customer service and price doesn’t seem so important,” he says.

Michael is also happy with the amount he pays eBay for his virtual shop. “It’s very much cheaper than a retail outlet. OK, we do pay fees and commission, but we have no rent, no rates and we don’t have to employ extra staff to run it,” he points out. “We can get all the Internet picking and packing done and the goods sent out in around 90min every morning.”

Amazon is also an American company and began life in 1995 when founder Jeff Bezis shipped out his first book from his Seattle garage.

The main difference between Amazon and eBay retailers is that Amazon acts as a giant “store”. Customers look for an item, are offered options at various prices and once they make their choice, Amazon either sends out the products from one of its warehouses or e-mails a business seller, who despatches it to the buyer.

Amazon’s equestrian presence is growing quickly and some of Britain’s biggest retail names are part of the family. Cambridgeshire-based horse breeder Paul Neve is a BETA member who sells via both Amazon and e-Bay through his Styalways Saddlery business.

A former IT specialist who moved into retail after the company he worked for moved to Dubai, Paul www.equestriantradenews.com

conducts his online business totally through eBay and Amazon. He also runs a retail store, but charges exactly the same for goods bought in the store or online.

“Our sales via eBay and Amazon are growing phenomenally, while the retail store is only really standing still.”

“When we started, we had no premises, so we had no option but to do everything online and I honestly believe the Internet is the way to go,” he explains. “Our sales via eBay and Amazon are growing phenomenally, while the retail store is only really standing still.”

Paul’s best sellers are rugs and riding hats, although he does recommend that firsttime hat buyers go to a shop, have their hat properly fitted and purchase it there.

“If they’re people who already ride and are replacing their hat, I really don’t see why buying the new one online would make the slightest bit of difference,” he says. “They know exactly what make and size they want and I don’t consider it any different to buying a Kylie Minogue CD, for instance. It’s exactly the same product whether you buy it on the High Street or online.”

Paul says that one drawback about Amazon is the cost. “It costs a fortune and eBay is much cheaper,” he says. “It obviously makes no difference to the consumer how much it costs me to have an online presence, but it does reflect in our profit margins.”

However, Paul does point out that eBay also has its problems. “Some eBay sellers are, dare I say it, playing at having a shop and they let the rest of us down by not adhering to returns policies and distance selling laws,” he

says. “I’m terribly particular about consumer rights and I think that it’s vital for every retailer to respect these, otherwise we all get tarred with the untrustworthy brush.”

If your preference is for being totally independent, there is also the option to reverse the process and sell your goods to Amazon, which owns giant warehouses all over the globe. This is what Mark Sharwood Walker of Lincolnshire horse supplement and supplies company Pegasus Health has chosen to do.

After approaching him directly, Amazon is now one of Mark’s trade customers. Pallets of products are ordered every Monday by computer and Amazon holds two to three weeks’ worth of stock.

“I’m absolutely delighted by the association,” says Mark,

who has since become a huge fan of the retail giant. “I now even order my food via Amazon. It’s cheaper than going to the supermarket and it’s just so convenient having it delivered quickly to your door exactly when you want it. It’s not surprising that horse owners are choosing to buy their garlic granules and linseed that way as well.”

Mark has recently had his product labels translated, as his supplements will soon be on sale though Amazon Germany and France.

“I love the thought of my goods reaching European buyers,” he says. “And there’s always the chance that people across the Continent will come across my website and my sales will increase that way. It’s a win, win situation as far as I’m concerned.”

How they work How eBay works • To open a Basic eBay shop you must have a minimum feedback score of 10 or be PayPal verified. Featured and Anchor shops have additional requirements • Subscription fees range from £14.99 to £349.99 per month • Insertion fees cost between 1p and 10p per item • Commission is 10% of the final value of each item • PayPal also charges commission on business accounts. The percentage varies according to the number of transactions and monthly sales

How Amazon works • To become a Basic Amazon seller (less than 35 items per month), you pay 75p each time you sell something, plus a referral fee of around 15% of the sale amount • A Pro account costs £25 per month, plus a referral fee of around 15% of the sale amount • Buyers pay Amazon directly and the amount is then passed on to the seller, less fees, via bank transfer

How Groupon works • Groupon is a system that offers “deal-of-the-day” coupons for recommended local services and goods. The coupons offer members discounts of up to 60% on the usual price and the amount paid is split between Groupon and the retailer • Although equestrian retailers have not yet climbed onto the Groupon bandwagon, riding schools and centres have embraced it, offering discounts on lessons. Discounted tickets for events such as the Hickstead Derby are also on offer through Groupon

EQUESTRIAN TRADE NEWS JULY 2013 43

Am I obliged to pay for new trousers?

ETN asked solicitor James Teagle to reply to some real-life ETN readers’ questions.

James Teagle is a solicitor specialising in Dispute Resolution for Blacks Solicitors LLP. James advises businesses of all sizes, from public listed companies to sole traders, but has a particular interest in advising small and medium sized enterprises on complex legal issues. Specific areas of expertise include contract disputes, franchise matters, financial services disputes and insurance claims, partnership disputes, professional negligence claims and property-relates issues.

For more information or advice on these and related matters, please contact James Teagle on 0113 2279298 or by email at JTeagle@LawBlacks.com

Q. A member of my staff who was cleaning the toilet at my shop splashed bleach onto her trousers and has put in a claim for a new pair. I’m flabbergasted! Am I really obliged to pay for these new trousers?

A. You are not obliged to pay for a new pair of trousers for your employee and it is a matter of your discretion as to whether you decide to reimburse her.

Your employee could bring a claim in the Small Claims Court to try and recover the cost of replacing the trousers. However, she is unlikely to do so as the cost would be disproportionate to the value of the damaged item of clothing.

Nonetheless, this situation does raise issues with regards to your Health and Safety obligations. You should revisit your Health and Safety policies and consider whether you are providing adequate protective clothing to your employees. If you do not have such policies in place, you should conduct a risk assessment to identify what protective clothing is required and any other measures that should be taken to avoid a similar (or worse) situation arising in the future.

Q. I’ve been employed on a full-time basis by the same company for two and a half years and have now been made redundant. I’ve been told that I’ll be paid at the end of the month as usual, but that any redundancy entitlement I may have must be used up as annual leave. What am I entitled to?

A. It seems as though your employer is not aware of your

44 JULY 2013 EQUESTRIAN TRADE NEWS

legal entitlements upon redundancy.

Employees with at least two years’ continuous employment are entitled to a Statutory Redundancy Payment. This payment will be calculated according to age, length of service and the weekly pay of the employee. For the purposes of Statutory Redundancy Payments, an employee’s weekly pay is capped, currently at £430 per week.

In addition, consider whether your employer has a redundancy policy which may entitle you to an enhanced redundancy payment.

Either way, your employer is obliged to pay you a redundancy payment and cannot demand that any entitlement you have must be used up as annual leave that is due to you.

Bear in mind that if your employer fails to pay you the Statutory Redundancy Pay that you are entitled to, you may bring a claim against your employer in the Employment Tribunal for payment of Statutory Redundancy Pay. Q. My daughter in-law has been working full-time for the last eleven and a half months.

As soon as she told her employer that she is pregnant but will be staying on after the birth, she was made redundant.

She feels that this is a simple ploy to get the company covering her maternity leave out of having her back when she has a small baby. Is there anything that she can do?

A. It is important to bear in mind that a claim for unfair dismissal can only be brought by employees who have been continuously employed for one year if

employed prior to 6 April 2012 or two years if employed on or after 6 April 2012. However, these restrictions do not apply where the dismissal is classed as an “automatically unfair dismissal” as a result of it being for a discriminatory reason.

Any unfavourable treatment of a woman because she is pregnant or on maternity leave is unlawful. To select a woman for redundancy because of her pregnancy is automatically deemed as unfair dismissal as well as being unlawful discrimination and is a very serious matter.

If your daughter-in-law feels that her employer’s reason for making her redundant was not genuine, and was really because she was pregnant, she may bring a claim in the Employment Tribunal for unfair dismissal and sex discrimination against her employer within three months (less one day) of the date of her termination of employment, notwithstanding the fact that she does not have the qualifying service for an “ordinary” claim for unfair dismissal.

In the Employment Tribunal, the employer would be required to demonstrate the reason for the dismissal and prove, on that basis, that it was fair to dismiss.

If the dismissal was adjudged to be unfair, your daughter-in-law could be reinstated to her position with the employer or receive compensation.

• Do you have a question for James? If so, please email editor@equestriantradenews.com (names are withheld if your question is published)

www.equestriantradenews.com

www.equestriantradenews.com

EQUESTRIAN TRADE NEWS JULY 2013 45

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.

EQUESTRIAN SURFACES, PHOENIX WORKS, PHOENIX WAY, BURNLEY, LANCASHIRE, BB11 5SX. £1357 ISLE OF WIGHT FARM FEEDS, ISLE OF WIGHT FARM, OVER THE MISBOURNE ROAD, GERRARDS CROSS, BUCKINGHAMSHIRE, SL9 0QD. £70 EQUINE RESCUE AND REHOMING LTD, HOLLY TREE COTTAGE, THE STREET, ASHEN, SUDBURY, CO10 8JP. £1691 DANIEL BEAUMONT T/AS MEARCLOUGH FARM FEEDS, UNIT 4, HOLMES ROAD, MEARCLOUGH, SOWERBY BRIDGE, HX6 3LF. £7,805 WYKE ANIMAL FEEDS, PEARTREE WORKS, HUDDERSFIELD ROAD, BRADFORD, WEST YORKSHIRE, BD12 8HT. £2,307 EQUI-PETS LTD, 9 NEW STREET, LAUGHTON, SHEFFIELD, S25 1YJ. £563 LOUISE ST CLAIR T/AS ALL TACKED UP, 152B HIGH STREET, ECKINGTON, SHEFFIELD, S21 4DR. £682

Selling saddles 1980s style Dear ETN After reading your feature on saddles (ETN, June issue), I couldn’t resist writing... Back in the early 1980s, when Ken Lyndon-Dykes [author of Saddlery Matters in ETN] was busy falling off in the water at 3-Day Events on a fairly regular basis, dressage saddles were unheard of.

Then Wicks at Lambourn made a Passier look-alike for [National Hunt trainer] Fred Winter's girls, and one for our children. Eventually I found a firm called County Saddles in Walsall who were making one that looked a bit like a bow.

The rider could only sit in the one place; wonderful, it only had to fit the horse and I was away! I added a few Stubbens with flat seats, to give customers a choice, and I was in business.

Anyone who was doing cross country or show jumping, I stuck on a Stubben. As most were riding Thoroughbred crosses, it was a pretty easy story.

Then who should come my way but Mary King who wanted a Stubben and then Mark Todd who had a County from me for [his double Olympic gold medal winner] Charisma.

Training in saddle fitting? I had none at all...It was all good common sense.

Yours etc

Tiger Davies, manufacturersʼ agent, by email.

The world’s leading trade fair for the equestrian, pet product and country clothing sector Visit our brand new site . . .

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

46 JULY 2013 EQUESTRIAN TRADE NEWS

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. www.equestriantradenews.com