ETN (Equestrian Trade News) – February 2020

The Voice of the Equestrian Industry

February 2020 Volume 44, No 2 Monthly

GOOD SHOW! ONLY IN ETN… Reports and pictures from BETA International 2020 • Innovation on parade • New venue unveiled for 2021

WINNERS AND PARTY-GOERS • BETA Business Awards • Living it up at the BETA Gala Dinner

PLUS

ETN is the official media partner of BETA International

2021

24 – 26 January

• Best bedding • How to negotiate

NAEC Stoneleigh, Warwickshire, UK Main Sponsor

Main Sponsor

ETN|TITLE

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2 | EQUESTRIAN TRADE NEWSusFEBRUARY 2020 Become A Stockist Contact to find out how on 01902 454 771, contact@gallopequestrian.com WWW.EQUESTRIANTRADENEWS.COM

Editor’s Comment BETA International’s relocation to Stoneleigh Park (see News) next year is a bold but brilliant move.

Yes, the NEC – the trade fair’s home since 1995 – is impressive. But whether you’re taking a stand or buying a cup of coffee at the show next year, the well-proven Warwickshire venue will surely be more affordable.

And it’ll be the same BETA International organising team under BETA’s (the trade association’s) ownership. So no worries there.

As a venue for our industry’s annual showpiece, Stoneleigh matches today’s leaner, cleaner business models. The workmanlike setting lends itself to the way our trade – and indeed trade shows in general – is evolving.

If proof were needed of this fresh diversity, look at how many new and different exhibitors were at last month’s show. The “same old, same old” it was not!

So, see you at BETA International 2021 at Stoneleigh Park on 24 to 26 January. It’s a good move.

The environment is this year’s big talking point – and, indeed, selling point.

But before companies jump on the bandwagon and parade their green credentials, please can they be honest about what they’re saying.

Please, no more press releases telling me how ‘earth-friendly’ or ‘environmentally aware’ a product is – with no actual reasons for saying so.

Let’s have some facts and definitions…

For example, Tesco is working with the World Wildlife Fund (WWF) to enable customers to assess at a glance how consumption of some of its own brand products affect the environment.

In this issue...

NEWS What’s been happening

4

PRODUCT NEWS Latest launches

12

DOGS AT WORK

Apparently, the project covers specifics such as deforestation, sustainability, marine impact and packaging waste.

And it will be interesting to see how detailed are the results.

On the hunt for a quite technical item of tack recently, I phoned a handful of equestrian retailers.

The advice given varied from vague to brilliant. But what struck me even more was the variation in how much – or how little – they asked about me and my horse. Surely, when selling specialist equipment, you need to know nearly as much about the user and their experience as you do about the product?

A couple of retailers’ staff were very knowledgeable and genuinely interested in what I did with my horse, tailoring their advice to what would be right for me. I purchased from one of them.

Asking, listening and responding to answers is quite a knack – and a great selling tool.

Busy canines

15

OPINION The magic of horses

16

BEDDING & STABLES Sleep and hygiene explored

17

BENCH SADDLER OF THE MONTH Meet February’s winner

20

PEOPLE Who’s new, who’s moved?

21

BETA INTERNATIONAL 2020 News from the stands What the retailers said Feature areas highlighted Innovation Awards winners Best Stand Awards winners

26 29 32 34 38

LEGAL DIGEST “I’m snowed in”

39

TURNING BACK THE PAGES ETN over the years

40

BETTER BUSINESS How to negotiate

41

BETA BUSINESS AWARDS & GALA DINNER Winners revealed It’s party time

42 45

COUNTY COURT JUDGMENTS ETN’s exclusive listing

46

Liz Benwell

26

42

FRONT COVER: Scenes from BETA International 2020.

ETN is the show’s official media partner.

32 WWW.EQUESTRIANTRADENEWS.COM

Resource Reg. No. 2110

EQUESTRIAN TRADE NEWS FEBRUARY 2020 | 3

ETN|NEWS

News BETA International moves to Stoneleigh B

ETA International is to move to Stoneleigh Park in Warwickshire for the 2021 show on 24 – 26 January.

The trade exhibition for the equestrian, pet and country sectors has been at the NEC, Birmingham since 1995.

BETA International 2021 will use the entire Stoneleigh Park site with its three large exhibition halls, indoor and outdoor areas and 250 acres of parkland. Private rooms can be hired for retailer training.

Near Coventry and Birmingham and centrally located in the country, Birmingham International Airport and good road and rail networks are close by.

Exhibiting at BETA International at Stoneleigh will remain affordable and accessible, say organisers, with cost-effective and money-saving stand packages available.

BETA International 2021 will host a large party on the Sunday (24 January) evening.

Next month – on 3 March – past and prospective exhibitors are invited to an open day at Stoneleigh Park to see the new venue and hear more about plans for the show.

For more information about BETA International 2021 at Stoneleigh Park on 24 to 26 January, contact sales manager Darren Mottershead, email darrenm@beta-int.com or telephone +44 (0)1937 582111.

“Times are changing and our industry continues to evolve – and it’s essential that we do the same,” said BETA International organiser Claire Thomas. “Stoneleigh Park has an immensely rich equestrian heritage and is linked to some of the UK’s top equestrian activities.

“So the move is an incredibly positive one and we are in great hands with the Stoneleigh Park team.

“Switching from the NEC, Birmingham, where we have been for the past 26 years, will allow us to realise our vision for the show, with a powerful new programme tailored to the needs of today’s modern business and retail world, and the finest facilities.”

Want more news?

Sign up at www.equestriantradenews.com to receive ETN’s weekly e-newsletter straight to your inbox. And it’s free!

Equestrian Trade News East Wing, Stockeld Park, Wetherby, West Yorkshire, LS22 4AW Tel: 01937 582111 Email: info@equestriantradenews.com Website: www.equestriantradenews.com 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).

Design & Print Elliot Cierpiol Resource, 78 Armley Road, Leeds, West Yorkshire, LS12 2EJ Tel: 0113 200 5000 Email: ec@weareresource.co.uk Web: www.weareresource.co.uk ISSN 1462-9526 Publisher Equestrian Management Consultants Ltd

4 | EQUESTRIAN TRADE NEWS FEBRUARY 2020

Editor Liz Benwell Email: editor@equestriantradenews.com Tel: 0345 6185007 Advertising Manager Beth Crow Email: bethc@beta-int.com Tel: 01937 582111 Fax: 01937 582778 Digital Manager Nicki Lewis Email: nickil@beta-int.com Tel: 01937 582111 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.

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TITLE|ETN

NEW CHAPTER FOR ABBEY ENGLAND A new-look board and £500,000 investment programme herald a new era at Abbey England.

However the wholesaler and champion of British manufacturing says being a family firm remains its greatest strength.

Former managing director Richard Brown has become Richard Brown: CEO of what’s now the “Being a family business is our Abbey England Group, a main strength.” consolidation of its wholesale and warehousing operation in Knutsford, Cheshire, and Walsall manufacturing base.

New to the board of directors are recently appointed business consultant Ian Traynor and Richard’s son Gregory Brown who has worked at the Abbey Foundry for nine years.

Abbey England is to recruit for a number of senior and middle management positions. However, Richard told ETN: “The business is still fully owned by my v family. Being a family business is our main strength.”

He added that the restructure has been on the cards for some time.

“Then last year we saved Sedgwicks [Abbey England is part of a consortium that bought the leather supplier out of administration] and took on [bitmaker] Young & Co. That all put back our plans for a year while we re-organised ourselves.”

Abbey England’s £500,000 – which the company says is ‘new money’ – will enable capital investment into the buildings, machinery and IT systems behind its stable of brands. An expanded collection of UK made bits is just one project already in the pipeline.

“We are determined to continue to support the British equestrian industry,” said Richard. “Our manufacturing heart is in Walsall and it’s an honour and a privilege to be able to preserve lorinery manufacturing in the town.

“We are also indebted to Walsall Council for its support,” he added.

Abbey England, a Royal Warrant holder founded in 1982, supported the Saddlery Pavilion at BETA International 2019.

HOPE VALLEY OPENS THIRD STORE Hope Valley Saddlery has opened a new store in Leeds on the site of the former Robinsons Equestrian outlet in the city.

The Yorkshire store is a third for the retailer. Hope Valley already has a 15,000 square foot store in Cheshire at Somerford Farm Equestrian Centre, and another at Beaver Hall Equestrian Centre in Staffordshire.

All three stores offer hat fitting, knowledgeable staff and are dog friendly.

The new Leeds store was opening on some weekends in January ahead of a grand opening, date to be confirmed.

SEIB Equestrian trade insurance for members of BETA and SMS. Option to pay premiums by interest free instalments too!

Equestrian Trade Insurance From SEIB

An off-the-shelf policy is unlikely to give your business the protection it needs. In partnership with a UK based insurer, SEIB have developed a business insurance policy carefully tailored to your specific needs.

Whether you’re a tack shop (fixed, mobile or online), equestrian goods manufacturer, or a saddle fitter, simply contact us for a quote.

Our bespoke policy includes the following features as standard: Professional indemnity cover with a £50,000 limit Care, custody & control for a £5,000 limit per animal (£25,000 in any one period of insurance) Work away cover for saddle fitters Cover for the import and export of stock Flexible enough to provide cover for a wide range of equestrian trade activities Property in transit cover with a £10,000 limit

Call 0345 612 0302 or visit www.seib.co.uk (office hours only) and click on WE ALSO OFFER COVER FOR: HORSE & PONY · HORSEBOX & TRAILER · LIVERY YARDS EQUESTRIAN HOME · MOTOR · RIDING SCHOOLS · PET INSURANCE

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ETN|NEWS

SADDLEMAKER CLOSES AS NEW BRAND EMERGES Utopia Saddlemakers has been closed.

But some of the same team are already seeing success with a new British saddle brand – Discovery.

Nick Stone, who founded Lichfield based Utopia in 2014, has returned to design saddles for Albion Saddlemakers where he previously worked for 14 years.

He told customers it was “with great sadness… due to stressful personal circumstances” that he was closing the business he ran with his wife Helen Stone. The couple have separated.

Discovery Saddles have been in development since for nearly four years, Helen told ETN. Now she’s bringing the brand to the fore, making the saddles in Staffordshire to supply to the trade.

“We’ve kept on some of the same team,” Helen told ETN. “The saddles are already proving popular internationally.”

Quashing the strangles rumours Up-to-date information on strangles diagnoses from across the UK is available via a new website from the Animal Health Trust (AHT).

The Surveillance of Equine Strangles project aims to share accurate information about the disease. Rumours about strangles often circulate around the horse world, sometimes affecting businesses.

Strangles is an infectious equine disease, with more than 600 UK outbreaks annually.

The AHT website maps regions where cases have been confirmed, and allows users to view information relevant to them and their location.

Dr Richard Newton, AHT director of disease surveillance and epidemiology, called on vets to help keep the site current. The scheme is supported by The Horse Trust and SEIB Insurance Brokers.

CARL HESTER PARTNERS WITH NAF

Lambskin specialist has new distributor Zebra Products is the new UK and Ireland distributor for Mattes.

The German company is best known for its distinctive saddle pads and other equine accessories featuring lambskin.

Mattes sources lambskin in Australia and has its own tannery in Poland.

As well as standard, branded items, it manufactures customised and bespoke products.

“We are delighted to be working with well-known equestrian distributor Zebra Products,” said Peter Mattes, of Mattes.

Simon Middleton of Zebra Products explained that, while the distributor has been selling some Mattes products for some years, the full collection would now be available.

“We’re very proud to be distributing the fantastic brand and I’m sure it will be a huge success,” he added.

6 | EQUESTRIAN TRADE NEWS FEBRUARY 2020

NAF has formed an official partnership with British dressage hero Carl Hester.

NAF, the Monmouth based supplements and equine care products manufacturer, is a Team GBR official supplier.

“We are delighted to announce this most valuable relationship and are extremely excited for the new decade ahead, especially with this being an Olympic year,” said NAF’s advertising and PR manager Mel Newman.

“Carl Hester is extremely influential worldwide and all the horses on Carl’s yard will be supported with bespoke advice and Five Star support from us here at NAF whilst helping us to develop the business further.

“Additionally, given our official partnership status with Team GBR, it makes complete sense to support such a fundamental rider, trainer and mentor, as well as his team, including super-groom Alan Davies, and look forward to working together for years to come,” added Mel. Announcing his role as brand ambassador for NAF, Carl said of the new partnership: “As a rider and trainer, trust is a crucial part of everything I do and this applies to the products used with the horses.

“The reputation NAF has as official Team GBR supplier, their commitment to Clean Sport, combined with their extensive product research, resulting in products that really work, gave me total confidence in agreeing to represent this iconic British brand.”

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Stock up for sales

TITLE|ETN

Girlfriend New National advertising campaign Get ready for no stress Oestress sales as demand for girl power is set to increase with new national advertising campaign.

“Oestress is a Godsend” Tilly & Lisa Field

2020

no stress

“Less ‘stressy’ and more comfortable” Team Holder & Birkinbrook Juliet

“Her hormones don’t get in the way of our performance” Sienna Charles & Chaitanya Z

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“It gives her Girl Power!”

Charlotte Armstrong & Chateau

for antioxidant defence

fast acting liquid

Oestress complements the mare’s natural oestrus cycle by encouraging regularity and providing extracts of herbal ingredients that have been used for hundreds of years to support hormone balance. So by improving her diet with Oestress, you are helping your mare to help herself.

For more details please contact your NAF Area Sales Manager, or the NAF Sales Office on 01600 710726 or email info@naf-uk.com

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naf-equine.eu/uk EQUESTRIAN TRADE NEWS FEBRUARY 2020 | 7

ETN|NEWS

Announcing the first Battles Shop Assistant of the Month...

AND THE WINNER IS… SANDRA CALVERT

AND NEXT MONTH’S PRIZE IS…

Sandra works at Complete Rider which is based at Bury Farm Equestrian Village in Buckinghamshire.

She was nominated by Vicky Armitage who says: “Sandra has invaluable levels of knowledge and equestrian experience which she gladly shares with customers old and new.

“Sandra is always prepared to go the extra mile to deliver exceptional customer service with a tale to tell and a warm welcome. Always keen to be on board and provide support at open days and seasonal events, Sandra is happy to develop ideas for promotions and special offers instore.

“Sandra’s loyalty to the company, commitment and dedication deserve recognition.”

Sandra wins a Coldstream Kimmerston Long Quilted Coat.

The HyFASHION Motion Xtreme Competition Jacket (RRP £109.99).

This fitted jacket in classic navy has stunning silver binding on the collar and front pockets for an understated, elegant look. It fastens with a hidden zip and four smart navy and silver buttons.

Flex-tech fabric allows freedom of movement, while twin slits in the back enable it to sit neatly in the saddle. The elbows are pleated for an improved fit.

TO ENTER: Email your nominations for Battles Shop Assistant of the Month to editor@equestriantradenews.com

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8 | EQUESTRIAN TRADE NEWS FEBRUARY 2020

Spoga splits with industry body The influential German Association of the Sports Goods (known as the BSI) and Koelnmesse – home of the spoga trade fairs – have ended their long-standing partnership after 45 years.

The collaboration which began in 1974 finished on 31 December with an announcement that “the BSI e.V and Koelnmesse are terminating their longstanding cooperation for the events spoga horse and spoga+gafa.”

In future, said a statement from the exhibition centre in Cologne, Germany, “Koelnmesse is going to rely more than ever on the personal and direct contact to all of the customer groups for the alignment of spoga horse.”

Thanking the BSI, Koelnmesse’s vice president Catja Caspary described the upcoming spoga fairs as “writing a new chapter”, adding: “We… will of course remain in close exchange with the member companies of BSI." Speaking to ETN, Koelnmesse director Ines Rathke said that while the BSI did not subsidise spoga horse, it had acted as the fairs’ conceptual sponsor “with a direct influence in their strategic development.”

The new arrangement will not change costs or services for exhibitors at upcoming spoga fairs, she added. spoga horse FASHION DAYS is on 8-10 February and spoga horse autumn is 6 – 8 September.

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NEWS|ETN

BETA launches bedding code BETA is introducing a new assurance scheme designed to help minimise the risk of prohibited substances occurring in all types of equine bedding.

The BETA NOPS Code for Bedding is being launched following the success of the BETA NOPS Code for Feed, which has nearly 90 companies in the UK and overseas audited to the scheme.

There will be a three-month consultation period allowing bedding manufacturers to find out more and express their interest in the code, which will bring peace of mind to riders and trainers by ensuring that bedding products are manufactured and packaged in ways that conform to current best practice.

The code, written in response to demand from BETA members, also offers assurance that a bedding company is marketing its products fairly and legally through the auditing of claims made by code members.

“We are very pleased and proud to have developed this new code,” said BETA executive director Claire Williams.

“Now, for the first time, horse owners will be able to buy bedding safe in the knowledge that it has undergone the same degree of scrutiny that their horse’s feed receives.”

Bedding companies interested in joining the scheme can request a copy of the draft code during the threemonth consultation period. Auditing will then start in May, with all those signing up and auditing in the initial phase becoming scheme members at an agreed date later this year.

For further information, contact Agy Mossakowska, telephone +44 (0)1937 587062 or email agy@beta-uk.org For more on bedding, see page 17.

£5,000 START-UP FUNDING AVAILABLE

New rural businesses are invited to apply for grants via a royal initiative.

The Prince’s Countryside Fund and Forest Holidays have launched a Rural Start-Up Fund.

Set up in 2010 by HRH The Prince of Wales, the fund aims to support sustainable rural economies.

A total of £5,000 is available in the Rural Start-Up Fund for 2020, to be awarded to one winning business or shared between a small number.

“We all know how hard it is to set up a new rural business,” said Tom Youngs, England rugby player, farmer and Prince’s Countryside Fund ambassador.

“This is an excellent opportunity to offer a helping hand to rural entrepreneurs embarking on a new business venture.

“In addition to financial support, winners will have the opportunity to receive mentoring support from a relevant member of the Forest Holidays team for 12 months.”

Forest Holidays offers breaks in luxury log cabins in 11 UK locations, many of which are also in excellent areas for riding.

Applicants must demonstrate how their business will support rural communities, promote conservation of the countryside, or support rural sustainability.

To find out more and apply, visit www.princescountrysidefund.org.uk/startupfund Applications close on Friday, 6 March.

WWW.EQUESTRIANTRADENEWS.COM

EQUESTRIAN TRADE NEWS FEBRUARY 2020 | 9

ETN|NEWS

SPONSORS & SHOWS – GET SET FOR THE 2020 SEASON Burnham Market International (10/11 April) is the latest fixture to join the Event Rider Masters (ERM) series which offers a total prize fund of £350,000. The other UK ERM leg is at Chatswoth on 10/11 May. Event rider James Avery has joined distributor Zebra Products’ team of sponsored riders. James (27), originally a farrier from Nelson in New Zealand, is representing the Cavalleria Toscana, EGO7 and Uvex brands. Based in Lambourn, his top rides are Mr Sneezy and One Of A Kind.

Having worked together for some years, NAF has put its partnership with Van Olst Horses – Netherlands based breeders, producers and trainers – on an official footing.

Rising British dressage star Lottie Fry is based with Van Olst Horses, her best known rides being Glamourdale, the 2018 seven year old world champion, and her 2019 European championship partner Dark Legend.

Said NAF’s international marketing manager, Claire Rowlands: “Given our official partnership status with Team GBR, it makes complete sense to be able to further support the horses of current and future shining star Lottie Fry.” Pictured, from left, are Gertjan Van Olst, Lottie Fry and Anne Van Olst.

Olympic champion Big Star, pictured here ridden by John Whitaker but who won his gold medal under Nick Skelton, is among the stallions due to appear at the British Breeding Stallion Event at Addington Equestrian Centre in Buckinghamshire on 8 February. The showcase of top breeding stallions is sponsored by Baileys Horse Feeds.

The British Dressage (BD) National Dressage Championships is to move to Somerford Park Farm in Cheshire, after 20 years at Stoneleigh Park, Warwickshire.

Title sponsor LeMieux has agreed a new three-year deal to support the fixture on 24 – 27 September. Show Direct continues as the championships’ organiser.

Insurance company KBIS and Baileys Horse Feeds are sponsors of the inaugural Equestrian Employers’ Conference to take place in Shropshire next month (25 February).

TV stunt horses and riders from Atkinson Action Horses are signed up as a main arena attraction for the 162nd Great Yorkshire Show in Harrogate on 14 – 16 July.

10 | EQUESTRIAN TRADE NEWS FEBRUARY 2020

Albion Saddlemakers has appointed junior event rider Gracie Tyte, better known as Pony Nuts on social media, as a brand ambassador.

Gracie is the face of Albion’s K3 Sport jump saddle which was launched at Burghley last year. “We enjoy Gracie’s content… and how kind and warm she is to the people who follow her and see her at meet-ups. So being able to support her like this… makes us really happy as a company,” said Sherry Belton of Albion Saddlemakers.

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NEWS|ETN

RIDERS SUPPORT FIRESTRICKEN AUSTRALIANS

After flooding forced it to close to the public last year, the 2020 Equerry Bolesworth International Horse Show (9 – 14 June) is putting in new areas of hard standing and making wet weather contingency plans at the Cheshire venue.

Highlights include grand prix show jumping, top class dressage, hospitality and shopping.

Spillers has become an official partner of Badminton Horse Trials (6-10 May) via its parent company Mars Equestrian. Said Sarah Dawson, sales director at Spillers: “We have been the official feed supplier at Badminton for many years but to be able to support and celebrate this world leading event at the next level epitomises the ethos of the Spillers brand: aiming to build our vision of a better world for horses, pets, and their owners.” (Photo: Julia Shearwood Photography)

International riders have formed the Equestrian Fire Relief Australia Fund (EFRA) to support the Australian equestrian community affected by bushfires.

An estimated 10 million hectares have burned across the country, with the loss of human and animal life. It’s thought 480 million wildlife have perished too.

As well as raising funds for emergency relief, EFRA aims to provide moral support and distribute materials and goods.

Brits lending their support as EFRA ambassadors included William Fox-Pitt, Carl Hester and Charlotte Dujardin.

Said Australian rider Andrew Hoy: “To see my home country going up in flames, to see the suffering of people, wildlife and all other animals is just devastating.

“I have received so many messages from people suffering losses across the affected areas and I am heartbroken for all of them.

To donate or for more details, visit www.equestrianfirerelief.com.au

WESA IS EVOLVING

AND RELOCATING TO DALLAS, TX IN 2021!

The WESA Trade Shows offer the most comprehensive trade experience for retailers of the Western and English industries. Featuring more than 900 product lines, newest trends, educational seminars and entertainment; WESA’s International Apparel and Equipment Markets are where the savvy retailers shop to be educated and inspired.

Join us at WESA’s new home, the Dallas Market Center, which offers: Unmatched business opportunities, a great location, a good value, growing business, loyal customers, superior facilities, and Texas-size marketing support.

Visit our website for more info Wesatradeshow.com

Where the Industry Meets

WWW.EQUESTRIANTRADENEWS.COM #WESAtradeshow

EQUESTRIAN TRADE NEWS FEBRUARY 2020 | 11

ETN|PRODUCT NEWS

Product News Mash on special offer

Your customers can benefit from £2 off per bag of Equerry Cool Mash, while promotional stocks last, throughout February.

The quick-soaking mash is ideal for horses needing a low energy feed. It’s been successful for Amber Major and her horse Howard (pictured), especially through the spring and summer.

Designed for horses and ponies in light to medium work, Equerry Cool Mash is cereal-grain-free. Its non-heating formula has low levels of starch and contains highly digestible fibre sources including sugar beet.

“Equerry Cool Mash proved fantastic when Howard didn’t need a conditioning feed but did require a diet to help him stay calm and perform at his best,” said Amber, “and he loves it too.”

The mash also includes yeast to support a healthy digestive system, plus vitamins and minerals including magnesium.

Equerry Cool Mash comes in 20kg bags, RRP £11.95.

VERSATILE ADDITION Body warmers never go out of fashion with riders. And this new Equi Sport gilet from Holland Cooper is a stylish example.

With a figure-flattering slim fit, it comes in a red, white and navy high-shine nylon with insulation

by Dupont. Holland Cooper’s signature detailing features too.

There are fleece-lined pockets and a detachable hood. The RRP is £149.

12 | EQUESTRIAN TRADE NEWS FEBRUARY 2020

IF IT’S GOOD ENOUGH FOR THE HORSE… Incorporating magnets into horse wear has long been popular. And now riders can enjoy similar benefits.

New Equetech Therapy Breeches have magnets cleverly concealed in the waistband.

The machine-washable, high-waist breeches also offer hidden support to lift and shape the rider’s body.

There’s a stretch Alos faux suede seat too.

Jean-style pockets, belt loops, a zip fly with stud fastening and Lycra panel to the hems complete the picture. The RRP is £105.50.

Half price balancer promotion Throughout this month (February), TopSpec Cool Balancer is available half price at participating stores, while promotional stocks last.

TopSpec Cool Balancer is designed for horses and ponies needing extra topline and condition and that are in light to medium work.

Its non-heating, cereal-grain-free formula has low levels of sugar and starch, plus good quality protein.

It provides a palatable, safe and effective way to improve condition without adding excess calories to the diet.

Cool Balancer is an economical feed balancer for horses that do not need a hoof supplement and are not working hard.

Because it enables a horse to extract more nutrients from forage, the amount of concentrates fed can be reduced. This natural way of feeding benefits digestion, leading to a more relaxed horse.

Cool Balancer contains generous levels of B vitamins, some of which are considered helpful for their relaxing effect. It also offers levels of antioxidants which can help to neutralise the effects of stress in a horse and, by so doing, may help him relax.

Magnesium is included at 0.6% which contributes 3g of magnesium per day to the diet of a 500kg horse.

This may help some horses to concentrate better, particularly when stressed, says TopSpec.

TopSpec Cool Balancer comes in 15kg bags with a normal RRP of £23.95. Feeding advice is available via TopSpec’s multi-award winning helpline on 01845 565030.

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PRODUCT NEWS|ETN

Brand new and in stock Exclusively from Snowhill, these products are hot off the press and ready for you to stock now.

The Rhinegold Performance Saddle Cloth has a PU leather girth protection area. With its close-contact style, Velcro securing tabs and high wither, it’s designed to fit a wide range of forward-cut saddles.

A distinct quilted pattern and twin rope binding give a sleek, professional appearance; while this densely padded saddle cloth offers comfort and protection.

Lined with breathable material, the RRP is £28.50.

Rhinegold Skye Waterproof Country Boots come in 100% waterproof waxy leather with Cordura panels in the leg.

Fully lined with warm, soft brushed faux suede, a new chunky design sole unit has eye-catching heavy stitch detail.

The boots are finished with a suede cuff and drawstring detail.

The RRP is £108.50.

If your customers are worried their horses or ponies are eating too much and too fast, Hungry Horace extrasmall holed haynets will slow things down.

The good quality nets come in two sizes, with an RRP of £7.99 each.

Performance, BOTTLED UP. Our revolutionary new bottles bring superior performance. Now our premium products can be applied more evenly and effectively than ever for unbeatable results. Ÿ

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Available from your regular Absorbine® supplier. absorbine.co.uk

WWW.EQUESTRIANTRADENEWS.COM

EQUESTRIAN TRADE NEWS FEBRUARY 2020 | 13

ETN|PRODUCT NEWS

FIVE STAR APPROACH TO PET CARE NAF is expanding its range with supplements and care products for cats and dogs from its sister brand Natural VetCare.

“We receive calls every day from horse owners wanting to provide their pets with the same five star quality of supplement that they use in their horse,” said Linda Porter, sales and marketing director at NAF. “We are delighted to now be able to offer exactly that.”

A 2019 survey of horse owners revealed 84% also had at least one dog, says NAF. While 65% of dog

owners questioned at Badminton reported their pet as having health problems.

So the ability to stock Natural VetCare alongside NAF represents a big opportunity for equestrian retailers who do not currently offer a pet range.

Natural VetCare’s range is focused on three major categories – skin, joint and senior health issues.

The skincare range provides blends of omega 3 and 6, herbal extracts, natural antioxidants and skin nourishing nutrients to

Italian innovation The new Kalifornia dressage saddle from Equipe’s E-Carbon collection is built on a redesigned carbon tree.

Innovative features include a taller cantle for rider support, re-positioned knee rolls, and panels offering extended contact with the horse’s back.

The Kalifornia has been created at Selleria Equipe in Italy and is distributed in the UK by Zebra Products. It comes in three seat sizes and a choice of flap sizes.

Offered in black, brown, redbrown or Newmarket leather, a selection of customisable coloured welting and stitching options are available.

Trade price is £2,400, and the RRP £4,800.

TURMERIC FOR PETS The Golden Paste Company has a new product to deliver the benefits of turmeric to pets.

TurmOil Supplements – Turmeric Capsules for Dogs (and cats) contains turmeric, flaxseed oil and piperine.

The turmeric provides a minimum of 4% curcumin, the flaxseed oil is packed with omega 3 and the piperine (a black pepper extract) enhances bio-availability.

Turmeric is safe to feed to dogs (and cats).

It does, however, need a dedicated delivery system such as TurmOil Supplements, says The Golden Paste Company.

Owned by I’Anson Brothers, the Golden Paste Company is a sister company to British Horse Feeds. Its specialist turmeric supplements are available directly or from wholesalers.

14 | EQUESTRIAN TRADE NEWS FEBRUARY 2020

soothe itchy skin, balance the immune system and support skin repair. Dog’Skin features in this range.

Natural VetCare’s senior range includes unique blends of ingredients such as ginseng and immortality herb to support stiff joints, promote vitality and maintain kidney and liver health. Ageility is a key product.

The Mobility range offers optimum levels of targeted nutrients to support stiff active joints with the proven synergistic combination of glucosamine, chondroitin sulphate and MSM.

All Natural VetCare products are designed and tested for maximum palatability and ease of use. But the brand is so confident owners will see a difference in their pet that a money back guarantee is offered.

Natural VetCare’s team of vets and nutritionists is available to support retailers and pet owners with a free helpline on 0800 1585 3323.

The Natural VetCare range is available now. Retailers should speak to their NAF area sales managers.

FREE STREAMING CHANNEL TO BE LAUNCHED Horse & Country (H&C) is introducing a 24/7 streaming service.

H&C Free, available free worldwide, will feature programmes from the network’s four core genres: Sport, Training & Learning, Entertainment and Documentary.

H&C ended its broadcasts on Sky TV on 31 January.

New H&C Free will be distributed through H&C’s digital platforms, and third-party platforms. The channel will be available at horseandcountry.tv and through H&C’s iOS and Android apps, as well as a wide range of streaming platforms. It will be advertising supported.

“The rise of streaming services such as Netflix has had a dramatic impact on viewing behaviour,” said H&C’s chairman and CEO Heather Killen.

“Viewers are now accustomed to seeking out TV content online and via apps. We expect H&C Free to achieve even wider viewership than any of our pay-TV channels have delivered to date.”

H&C Free will sit alongside H&C’s subscription services, which offer live streaming of equestrian sport (pictured) and content such as clinics and masterclasses with top riders, in addition to a programmed channel.

WWW.EQUESTRIANTRADENEWS.COM

CANINE COMPANIONS|ETN

Dogs at work

They greet the customers, chase the postman, lick up after lunch, travel in the car or van or snooze under the desk. These are the dogs gainfully employed in the equestrian trade. And we love ‘em…

KORA AND TWIGLET This dedicated pair work full-time with their owner Jennie Westcott at The Animal Health Company. The Essex based manufacturer supplies natural health, hygiene, supplements and cleaning products for horses and dogs, so Kora and Twiglet take a keen interest.

Kora (pictured in the office) Kora is a seven-year-old Australian Kelpie. She used to do agility until a diagnosis of hip dysplasia put a stop to that.

“Kelpies are incredibly intelligent dogs,” says Jennie. “She has quite a few tricks and leads a very active life with us.”

Sitting by the fire after a hard day’s work is Twiglet. “I met her at a show, wearing a jacket saying ‘rescue dogs – I need a home’ and I fell in love with her,” recalls Jennie.

Twiglet is a Podenco, a Spanish hunting dog, and a very lucky one. “Podencos are high on the list of the world’s

most neglected dogs, many being killed or dumped after the Spanish shoot season is finished for the year,” Jennie explained.

“Twiglet was fortunate to be found as a stray after being abandoned.”

Nowadays life is good for both dogs who spend most of their working days up in the office with Jennie and the Animal Health Company team.

Twiglet

“They also come to the factory with me or over to the warehouse to help me pack when I’m needed there,” said Jennie. “They have beds and favourite spots to rest, and love nothing better than sitting up on the window seat and shouting at passing dogs being walked by.

“Twiglet also likes to sit behind us on our office chairs to oversee our work!”

JACKSON This handsome six year old Dalmatian is owned

by Linda Porter, sales and marketing director at NAF. Jackson told ETN: “I work in the Design Studio at NAF. My main roles are to notify everyone when it’s lunchtime and to sing along to The Archers theme tune.

“I do get chilly at times and love to be wrapped up in my woolly blanket with just the tip of my tail poking out. I don’t really like the postman or delivery drivers as they wake me up, but I always manage to chase them away.

I wonder why they keep coming back, to be honest…”

Jackson’s favourite time of year is summer because he can sunbathe outside the studio door. “If you’re very lucky, I’ll grin and show you all my teeth, which means I’m very happy to see you,” he says.

DO YOU HAVE A DOG AT WORK? Tell ETN about the dog in your shop, office, warehouse or work vehicle – and we’ll feature him or her in the magazine. Email editor@equestriantradenews.com Please send photos – and tell us about their likes and dislikes too.

WWW.EQUESTRIANTRADENEWS.COM

Removing the barriers to greater outdoor activity.

Award-winning drying towels and coats help keep dogs clean and dry. In-car products protect car interiors and provide for a healthy, safe day out.

The equine microfibre towels remove dirt and water from a horse’s lower legs and head.

All the products are packaged to allow consumers to experience the product quality and when ranged together in store create an eye-catching display.

VISIT US

PATS Sandown stand M5

E: grant@henrywag.com • T: 01594 810990

henrywag.com EQUESTRIAN TRADE NEWS FEBRUARY 2020 | 15

ETN|OPINION

Why we hang haynets before dawn...

In the first of an occasional ETN series, Steve Faulks muses on the magic of our relationship with the horse.

The equestrian trade is an ancient one.

Since the time that the first human had the idea to ride rather than eat a horse, there has been a market for equipment to enable and enhance the experience of equine use and ownership.

As with all human activity, it must have started very simply, maybe just a piece of rope for a bridle; but as is the habit of humans, expanding steadily to include every conceivable accessory, accoutrement and some just plain silly add-ons… incredible advancements in technology, leather

processing, leather substitutes, metalwork, wheel and axle making, and workmanships of so many types, including the nigh-on miracle of farriery.

Imagine the first bright spark that suggested metal shoes could be nailed on to the feet of a living creature to improve its capability and potential! I think the first comment would have been “Yeah, go on then!” but the incredible truth is that the horse let him do it.

Standing with one foot up being rasped, cut and trimmed, and finally

Being alone with a horse is something very special.

having a red hot piece of iron stuck on to the hoof creating thick acrid smoke which inevitably wafts right up the creature’s nose… this is essentially a tamed wild animal and so instinctively frightened of fire, yet it submits itself to the ordeal with a trust that is truly humbling.

Again, as with all human activity, this trust has often been exploited by the very people the horses have placed their faith in… war and industry being promulgated using them for their speed and strength… many a famous battle has been turned and many charges made and placed on the wall of fame by those who promote and hold dear such violent incursions into civilised behaviour.

Many a magnate has sat on piles of gold made by vile equine exploitation including the pit ponies, rewarded for their service by losing their sight through working in thick dusty coal blackness…

WARM HORSE AND LEATHER However, anyone who has ever sat in the middle of a wood, with steed at rest, the gentle inimitable scent of warm horse and leather, the quiet chink of bit in mouth, the warm breathing movement, while the birds and rabbits and squirrels run unafraid around this creature of their kingdom… for a while this human being can transcend the curse of their species and be at one with raw creation….

It is surely for this last treasure that we hang haynets before dawn, carry water because of frozen pipes, spend money on feed and then get extra treats “just because…”

It’s our privilege.

About the author: Steve Faulks spent 40 years with Red Gorilla supplying the equestrian, gardening, household and construction trades. Now retired, he has time for freelance writing on a variety of topics. Contact Steve at steve@faulks.info

16 | EQUESTRIAN TRADE NEWS FEBRUARY 2020

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BEDDING AND STABLES|ETN

Home comforts Mucking out and bedding down are only part of the story.

Health and hygiene are hot topics on the yard too.

ONE IN FIVE HORSES “SUFFERING FROM LACK OF SLEEP” Many horses are not getting enough sleep, warn leading vets.

the animal is standing, lying upright or flat on its side.

getting enough sleep to maximise wellbeing and performance.

"A normal horse needs a minimum of one hour’s REM (deep) sleep per day which requires him to lie down.

Less than that, and horses have an increased risk of sleep deprivation which can lead to injury if they collapse,” says Dr Michael Hewetson of the Royal Veterinary College.

Overall, 20% of horses lay down for less than one hour in a 24-hour period, while 9% lay down for less than 30 minutes. Researchers concluded that neither group was

They also found that horses lie down the most between midnight and 3am (35 minutes on average), and between 9pm and midnight for 25 minutes.

“At the hospital, we see cases of sleep deprived horses due to either an underlying painful condition or because the horse is insecure in its environment.”

During a 2019 study at Brunel University, researcher Juan de Benedetti monitored 43 healthy horses’ resting habits. He used a Trackener device which detects if

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EQUESTRIAN TRADE NEWS FEBRUARY 2020 | 17

ETN|BEDDING AND STABLES

Company has plans to clean up It was by chance that Tracy Richards started Aqueous, a manufacturer of cleaning and grooming products for horses and pets.

While she was running a wholesale clothing company, a colleague told Tracy about a disinfectant for the human dental market.

She tried it in her stables at home, and was so impressed, she decided to create her own range.

Wiltshire based Aqueous was founded in 2010. “I started with equine and then moved into canine,” says Tracy.

“My first large customer was Wadswick Country Store in [nearby] Corsham who then put me in touch with a wholesaler, Battles. They’ve been fantastic and we are still working with them today.”

The brand is now in pet wholesalers too, has moved into the equine dental market and has a growing export market thanks to support from UK Trade & Industry.

Aqueous’ sanitising products are based on a water-based disinfectant that kills 99.999% of known bacteria, fungi and viruses. With less than 1% active ingredients, animals can safely return to disinfected areas immediately. The UK made products can be used on any surface and carry on working after application.

“The active agent in Aqueous is registered on the European Biocidal register and effective against test standards EN1276 (bacterial), EN1660 (fungicidal) and EN14476 (virucidal),” adds Tracy.

“Our stable disinfectant is DEFRA approved and we have carried out more detailed approvals for strangles, ringworm and parvo virus.”

STRAW STAYS STEADY Nedz reports that 2019 was a good year for straw production and harvest.

With fruitful quantities, the quality was good and dry, says the bedding brand – all excellent news for horse and livestock owners, especially with this winter’s persistent wet weather.

Current straw supplies are, however, darker in colour than those from the 2018 harvest, says Nedz owner Lisa Cooper.

“The 2018 straw was exceptionally bright, more so than usual, meaning this year’s (2019) straw looks even darker in comparison,” she explained, “although it is probably more of a return to the ‘normal’ straw colour we have seen over the last few years.”

With careful planning, consistent supplies and quality have been maintained, she added, with prices remaining steady.

“Nedz offers fantastic absorbency and comfort, alongside being easy to muck out, quick rotting and friendly on the pocket,” said Lisa. “Nedz straw is specifically sourced from suppliers who have been used by us for many years and are known for their ability to grow a good quality product.”

Alongside the traditional advantages of a straw bed, Nedz features upgraded health benefits such as dust extraction.

18 | EQUESTRIAN TRADE NEWS FEBRUARY 2020

FOR A BLISSFUL NIGHT’S SLEEP Bliss Bedding is made from chopped, dust extracted, UK rape straw.

The choice of professional riders such as Sir Lee Pearson CBE, it’s economical to use, easy to muck out and biodegrades in approximately three to six months.

Bliss Bedding creates a supportive, cushioned base and a clean, comfortable environment. It’s treated with Trus-Steed Stableguard to help protect against harmful airborne bacteria and make the bedding unpalatable.

There are three varieties. Eucalyptus Bliss Bedding has added eucalyptus essential oil, making it ideal for horses with respiratory challenges. Eucalyptus is also a natural antiseptic.

Citronella Bliss Bedding, with citronella essential oils, helps deter flying insects from the stable and maintains a fresh, pleasant stable environment.

Basic Bliss Bedding is the chopped, dust extracted rape straw product without additions.

The problem with dust…

Airborne, breathable dust and spores in the confines of a stable are recognised as the biggest cause of equine respiratory disease.

And bedding is known as one of the biggest sources of airborne dust, if not the biggest.

So, when Bedmax introduced purpose-made shavings specifically for horses 20 years ago, it was pioneering work.

The company identified that horse owners were facing two major problems trying to keep stabled horses healthy – respiratory illness and hoof disease.

So Bedmax became the first in the UK to produce a large flake, dust free, naturally antibacterial bedding. Littlemax, a small flake shaving which is also dust free, was to follow.

Properly managed, Bedmax enables owners to maintain high levels of stable hygiene – and a bed that reduces the potential for respiratory and hoof disease.

Manufactured in three dedicated production plants in Northumberland, Nottinghamshire and Hampshire, Bedmax and Littlemax are available UK-wide.

Bedmax is made from British pine, containing no additives or preservatives and benefitting from the antiseptic properties associated with pine. The flakes – designed to produce a deep, supportive aerated bed – are dried at sterilising temperatures to ensure the same quality in every bag.

The company acknowledges the support of its network of retailers. “Our relationship with them has been the cornerstone of our success over the past 20 years,” said a Bedmax spokesman.

“Every aspect of our development has been geared to sending more customers to buy our products from your stores.”

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BEDDING AND STABLES|ETN

NATIONWIDE DISTRIBUTION

Where there’s muck…

Woodland Shavings offer large flake, dust extracted shavings which are manufactured purely for the equestrian market.

The Cumbria based company distributes nationwide and has a number of wholesale customers around the country.

Woodland Shavings are ideal for horses and ponies with respiratory issues, and for owners who suffer from dust allergies or breathing problems, says the company.

All Woodland Shavings are manufactured at its plant near Carlisle with timber sourced from sustainable forests, the majority being spruce.

The bedding is available on pallets of 30 or 35 bales which can be stored outside.

Established in 2006, Woodland Shavings is a family run business that regularly exhibits at major shows and events.

Poo picking is made easy with the Stubbs High Manure Collector and Scraper Rake.

Ideal in the stable, yard, arena and paddock alongside a barrow, the rake has a scraper on the back which is great for lifting shavings, wet bedding and on concrete/rubber floors or grass.

The collector is 80cm high and the rake 84cm, saving adults from having to bend down.

In a choice of black, blue, green, neutral, purple or baby pink, the RRP is £19.99.

RETAIL TIPS • If you’d like to stock bedding but are short of storage space, check which brands can be kept outside. Some suppliers provide pallet covers.

• Consider opening one bale of each of the different brands you stock and display the actual bedding so customers can see, touch and smell it.

• Consistency of supply is massively important if customers are to be loyal about where they buy their bedding. So ask the bedding companies’ reps or sales teams the question.

• Getting rid of their muck heap is often a big headache for horse owners and yards. So why not keep a list of local farmers and contractors who do removals?

• Offer to deliver bedding to local stable yards with their feed. Make the service a first class one by asking the customer where they would like it stacking if they’re not at around to take delivery.

By Appointment to Her Majesty The Queen Manufacturer of Horse Bedding Bedmax Limited, Northumberland

T H E

By Appointment to HRH The Prince of Wales Manufacturer of Horse Bedding Bedmax Limited, Northumberland

B E S T

O F

B R I T I S H

Thank you to all our retailers for making BEDMAX Britain’s bestselling brand of equine bedding*

20 YEARS

We’re heading into the next 20 years of our journey, still growing, still improving, so come with us. Find out more on our website.

Use our dedicated retailer portal for online support. Connect with BEDMAX and STOCKMAX on social media, or call us to talk…

bedmaxshavings.com/retailers

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01668 213467

EQUESTRIAN TRADE NEWS FEBRUARY 2020 | 19 * BETA National Equestrian Survey 2015 & 2019

ETN|BENCH SADDLER OF THE MONTH

Celebrating

the best bench saddlers and craftspeople…

This award, presented in conjunction with the Society of Master Saddlers (SMS), recognises those whose good practice is making a difference in the saddlery industry.

Now part-time and due to retire in just over a year, Frances also runs a small bridle-making business. Windsor and Henley Bridles, based at her home in Henley-on- Thames, specialises in bespoke bridles for showing and dressage riders.

“I enjoy making all sorts of things from military belts to fishing rod cases, but I’m particularly interested in making bridles and bridle fitting,” says Frances. “As a natural progression, I’ve been very involved in the development of the SMS’s new City and Guilds bridle fitting qualification.”

And what changes has she noted over two decades in the saddlery industry?

“The most significant changes have mainly been to do with the correct fitting of saddles, and now bridles,” Frances remarks. “This is all good news, especially for the comfort and welfare of the horse, and of course for improved performance.”

When Frances isn’t working, she enjoys dog walking and cycling, things she hopes to have more time for when she retires. Meanwhile, she loves her work.

Frances Roche has worked as Master Saddler and Harness Maker at the Royal Mews, Buckingham Palace for over 23 years.

ETN BENCH SADDLER OF THE MONTH: FRANCES ROCHE NOMINATED BY: Helen Reader, Master Saddler and Harness Maker, who says: “When I first started in the trade, Frances was one of the first saddlers I met other than my lecturers at Cordwainers College.

I was impressed by both her method of working and the quality of the items she produced. Now, some 20 years later, I’m still inspired by her work and thankful for all her advice and guidance.”

ABOUT Frances Roche: Frances was always keen on arts and crafts. As a child, she would draw her own saddlery catalogues full of everything equestrian, despite not coming from an equestrian background.

“No-one in my family rode or was at all horsey,” she says, “but my best friend’s sister had a pony and started to teach me to ride.” Aged 11, Frances also started helping out at the nearby riding school.

“My parents weren’t keen on me working with horses,” she recalls. “But when I was about 14, our local saddler appeared on a television programme.

It was a lightbulb moment for me as it suddenly became obvious that saddlery was what I should do.”

“The satisfaction is creating something beautiful from a natural by-product.”

Frances has worked as Master Saddler and Harness Maker at the Royal Mews, Buckingham Palace for over 23 years.

20 | EQUESTRIAN TRADE NEWS FEBRUARY 2020

“The best thing about my job is the satisfaction of creating something beautiful from a natural by-product material that should, with care, last for decades,” says Frances.

“The worst thing for me is the invoicing and bookkeeping, I’m hopeless at it and really don’t enjoy it. Luckily my husband does all my accounts – so it gets done in time for the tax man!”

HOW TO NOMINATE A BENCH SADDLER: Everyone is invited to nominate bench saddlers they feel deserve to be named ETN Bench Saddler of the Month. Candidates for the award must be a member of the SMS and based in the UK or overseas.

To nominate a bench saddler (or more than one), email editor@ equestriantradenews.com and tell us why this person deserves to be put in the spotlight. Please include the bench saddler’s name and business name too.

WWW.EQUESTRIANTRADENEWS.COM

PEOPLE|ETN

People CLARE BARFOOT AND SARAH DAWSON In promotions at Spillers, Clare Barfoot has been appointed marketing and R&D director, and Sarah Dawson as sales director.

Gordon Smith, the former marketing director, is now the general manager. He takes over from Jeremy Brereton, who has retired after 20 years heading Spillers in the UK and Mars Horsecare in the US.

MARK SAUNDERS Horseware Ireland has appointed Mark Saunders (left) as its new CEO. He succeeds company founder Tom MacGuinness (right) who becomes executive chairman of the Horseware Ireland Group.

Mark joined Horseware Ireland in 2017 from Irish beverage company Bewley’s.

XENIA DIVAKOVA Xenia Divakova has joined the business development team at Hilton Herbs.

Xenia, who hails from Berlin, previously represented Somerset based tool manufacturer Silverline in Europe and the Baltic States. She is married to a dentist, they have two children, and Xenia enjoys yoga, reading and travel.

RENATE WELLER Professor Renate Weller has received the Worshipful Company of Farriers’ (WCF) Honorary Fellowship for her outstanding contribution to farriery and equine welfare. As a vet, Renate recognised that farriery is a key aspect of preventing lameness. She is pictured with WCF Master Steven Wilson.

DAVID MUIR A racing welfare expert who helped develop cushioned whips was named an MBE in the Queen’s New Year Honours List. David Muir also worked on improving hurdle design with safety in mind.

Following 34 years with the police, including 17 as the officer-in-charge of the Lancashire Constabulary Mounted Branch, David joined the RSPCA as racehorse welfare consultant and remains with the charity two decades on. Every April, he can be spotted on Grand National day, walking the course in his distinctive tweed suit, trusty police tap-stick in hand, testing the fences and the going.

SANDY ROBERTSON

Susan Reynard, Weatherbeeta’s receptionist/HR administrator, is celebrating 20-plus years with the company. She started picking and packing in the warehouse, moving to her current role in 2004.

In the early days, Susan did lots of manual filing. Nowadays, while still maintaining an iron grip on all matters stationery, she’s a technical whiz. Says her manager, financial controller Mark Abrahart: “Susan is reliable, honest, organised, hard-working and always putting others first. She is one of the most helpful and supportive people you will ever meet.”

The 2019 Virbac 3D Worming Equine SQP of the Year is Sandy Robertson from Equine Endo. Lincolnshire based Sandy provides on-site sampling, testing and worming advice from her mobile clinic.

“It’s great to be nominated by my clients and I’m delighted to be recognised within the industry,” said Sandy whose background is in the equine welfare charity sector. Part of her prize was an all-expenses-paid trip to Olympia.

Sandy is pictured (right) with Rebecca Spurr of Virbac, the manufacturer of wormer brands Equimax and Eraquell.

The annual Virbac 3D Worming Equine SQP award highlights the hard work and dedication of equine SQPs [suitably qualified persons considered competent to prescribe and supply certain animal medicines including equine wormers].

RICHARD WAYGOOD

EDDIE PALIN

In British equestrian team news, Richard Waygood has taken on the role of performance director alongside his duties as eventing performance manager.

A former riding master of the Household Cavalry Mounted Regiment, Richard was dressage performance manager until 2016. The British Equestrian Federation (BEF) says his appointment will “bring leadership and stability for the sports of dressage, eventing, jumping and para-dressage ahead of [this] year’s Tokyo Olympic and Paralympic Games.”

The eponymous founder of Eddie Palin Distribution has embarked upon a new career. The 74 year old has become the major shareholder in a bakery business.

Swifts Bakery, bakers and confectioners, was founded in 1863. Today, it has four branches in Shropshire and Worcestershire. Eddie was already part of the family behind the firm. “I’m working with my nephew John Swift [a professional baker] at this expanding bakery,” he told ETN.

SUSAN REYNARD

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EQUESTRIAN TRADE NEWS FEBRUARY 2020 | 21

ETN|ADVERTORIALS

A catch up with some BETA STAND NUMBER:

STAND NUMBER:

C6.1/6.2

C6.1/6.2

WINTEC SADDLES

BATES SADDLES

ARENA SADDLES

It was great to see you exhibiting at BETA International. What was the highlight for you?

Simply the gathering of the entire British equestrian industry, it’s such a joy to share our products and innovations among our peers and dealers at this prestigious event.

It was great to see you exhibiting at BETA International. What was the highlight for you?

We pride ourselves on finding creative solutions for genuine horse and rider concerns. It gives us great joy to demonstrate and discuss our innovations that dramatically improve horse comfort for their optimal performance.

It was great to see you exhibiting at BETA International. What was the highlight for you?

Being welcomed into such a passionate industry! Our inaugural BETA International was in itself a great highlight, and we sincerely thank the British equestrian trade for such a warm welcome.

Which of your products grabbed the most attention at this year’s show?

We were very excited to showcase our leading range of saddles, mounts and accessories. Our luxurious leather options were again a highlight, along with some exciting additions to our range covering high-performance disciplines (NEW Bates Victrix) and conformation options (NEW Bates High Wither All Purpose SC)!

Which of your products grabbed the most attention at this year’s show?

Being a new brand, we were delighted to have had such interest across our entire range. However, if we had to pick the most popular it would probably be our range of conformation options for both wide and high wither horses across dressage, jump and general purpose.

Which of your products grabbed the most attention at this year’s show?

All of them! The Wintec Saddles range…

JUST GOT BETTER! Host to a complete showcase of our entirely NEW Wintec Saddles range, BETA International was a huge success for the Wintec brand. Retailers were excited about the new super-soft materials, innovative features and a refreshed and impactful new marketing campaign across the entire range.

ADVERTISING FEATURE

C6.1/6.2

STAND NUMBER:

Will you be back at BETA International 2021?

Certainly, BETA International allows us to hold valuable discussions with our retail partners with our complete range of easy-care, weatherproof saddles and accessories on display for ease of demonstration.

Email: hello@wintec-saddles.com Website: www.wintec-saddles.com Wintec Saddles are distributed by Saddlery Brands International within the United Kingdom.

Telephone: +44 1865 670 888

Will you be back at BETA International 2021?

Yes, we will be there with bells on! BETA International is a great opportunity for us to support the industry, launch new products, have valuable discussions with our retail partners and showcase our complete range of high-performance saddles.

Email: customerservice@batessaddles.com Website: www.batessaddles.com Bates Saddles are distributed by Saddlery Brands International within the United Kingdom.

Telephone: +44 1865 670 888

STUBBS ENGLAND

Will you be back at BETA International 2021?

Of course, we will.

Stoneleigh is an opportunity for the industry to breathe more time and energy back into their stands and products. With less to hold people back than ever before, we expect to see everyone there.

How can retailers keep up to date with your products?

We upload fresh images of new and existing products to our site continuously. If you don’t already have access to our online image gallery, descriptions and weights – please contact Ross@STUBBSENGLAND.com who will be happy to help answer any questions you have.

It was great to see you exhibiting at BETA International. What was the highlight for you?

The real highlight of BETA is the positive reception we always get to our new products and our quality. It is the best opportunity we get to connect with people and it always makes us smile when we hear that our products can be 30 plus years old and still in use daily. The cherry on top was probably meeting Princess Anne, who stopped by to see what exciting new products we had to offer and told us that she had been using our products for years.

Which of your products grabbed the most attention at this year’s show?

Between the RETRO, CLASSIC and other NEW products there was a huge amount of interest overall. Was there a favourite?

The Equestrian industry is incredibly diverse- Pleasure riders, Show jumping, Carriage driving, Racing, Mounted Police, Dressage, Eventing, etc. Everyone has different needs.

22 | EQUESTRIAN TRADE NEWS FEBRUARY 2020

Will you be back at BETA International 2021?

Absolutely! Not only do we want to support the equestrian industry, but BETA International is a fabulous platform to spark valuable conversations with retailers and showcase our range of comfortable, practical and beautiful new saddles!

Email: care@arenasaddles.com Website: www.arenasaddles.com Arena Saddles are distributed by Saddlery Brands International within the United Kingdom.

Telephone: +44 1865 670 888

STAND NUMBER:

H3.1

Email: Info@STUBBSENGLAND.com Telephone: 01949850218 Website: www.STUBBSENGLAND.com

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ADVERTORIALS|ETN

International 2020 visitors STAND NUMBER:

STAND NUMBER:

WALDHAUSEN SOLUTION SADDLES It was great to see you exhibiting at BETA International.

What was the highlight for you?

As a UK-based saddle manufacturer, BETA was the ideal opportunity to showcase our unique, flexible SMART saddle range to saddle fitters interested in adding the brand to their stock.

Our highlight was engaging with such a high-quality audience across all three days, not just for the scheduled meetings, but also the many new visitors and familiar faces who came to find out more about our product range.

Which of your products grabbed the most attention at this year’s show?

One of our most popular models, the SMART PRO Dressage Saddle, was very well received; many saddle fitters commented that they already had clients in mind who they though it would suit.

Will you be back at BETA International 2021?

We have enjoyed being part of the Saddlery Pavilion for the past two years – it has been a great opportunity for us as a small manufacturer. Moving forwards, we will have to decide whether to take the leap and ‘go it alone’ or not.

How can retailers catch up with you meanwhile?

Contact Solution Saddles directly: Email: smart@solutionsaddles.com Telephone: 01909 720259 Website: www.solutionsaddles.com

STAND NUMBER:

C4.3

GERMAN HORSE INDUSTRY It was great to see you exhibiting at BETA International. What was the highlight for you?

We had great chats about business opportunities for UK companies in Germany.

Will you be back at BETA International 2021?

We will be back in 2022.

How can retailers catch up with you meanwhile?

Email: info@ghi-consulting.com Telephone: +494204914035 Website: www.ghi-consulting.com

WWW.EQUESTRIANTRADENEWS.COM

It was great to see you exhibiting at BETA International. What was the highlight for you?

Our highlights at BETA International were the presentation of our Autumn/ Winter Collection of ELT as well as the horsefashion collection. Also we were welcoming our new business partner for England, Wales, Scotland and Northern Ireland Agrihealth Ltd. Which of your products grabbed the most attention at this year’s show?

Definitely our new Autumn/Winter Collection of Waldhausen, ELT and SWING. We presented also our

new Waldhausen bridles and bits from Equimouth.

Will you be back at BETA International 2021?

Yes, of course.

How can retailers catch up with you meanwhile?

Waldhausen GmbH & Co. KG Email: info@waldhausen.com Telephone: +49 (0)221 588 01 135 Website: www.waldhausen.com Agrihealth Ltd Email: info@agrihealth.ie Telephone: GBR: +44 (0)28 38 31 45 70 IRL: +353 47 71 800

EQUINE AMERICA UK

CHATHAM FOOTWEAR

It was great to see you exhibiting at BETA International. What was the highlight for you?

We had great time exhibiting at BETA. Our highlight would be meeting lots of new and existing customers, along with seeing Princess Anne during the show!

Which of your products grabbed the most attention at this year’s show?

We have a new product called Buteless Super Strength which has been very successful along with our NEW Uls Gard Pellets which have given customers some really good results, therefore catching the most attention as customers keen to know more.

Will you be back at BETA International 2021?

Yes we will be back to BETA in 2021!

How can retailers catch up with you meanwhile?

Retailers can catch up with their local distributer which we can point you in the correct direction via the Equine America office 01403 255809.

Email: info@equine-america.co.uk Telephone: 01403 255809 Website: www.equine-america.co.uk

It was great to see you exhibiting at BETA International. What was the highlight for you?

With over 15 new leads this was the best BETA trade show to date.

Which of your products grabbed the most attention at this year’s show?

Our men’s and women’s deck shoes continue to be the first choice for the equine and country market.

Will you be back at BETA International 2021?

Yes, we will be back and looking forward to attending BETA in 2021 at Stoneleigh How can retailers catch up with you meanwhile?

North – Steve Hosking – 07764 583 946 South – Tristan Beavis – 07789 372 941 Email: info@chatham.co.uk Telephone: 01392 822981 Website: www.chatham.co.uk

STAND NUMBER:

L10.1

STAND NUMBER:

P4.1

ADVERTISING FEATURE

K8.1

J9.8

EQUESTRIAN TRADE NEWS FEBRUARY 2020 | 23

ETN|ADVERTISING FEATURE

NEW Venue... NEW Er

BIG, BOLD, EXCITING BETA International sits on the cusp of something big, bold and exciting. Well-thought-out and carefully created plans are now beginning to unfold as we ride out of the NEC, Birmingham, on the coat tails of another highly successful trade show and prepare to move to NAEC Stoneleigh – the show’s new home for 2021.

The move brings huge potential and a world of opportunity for exhibitors and visitors, and allows BETA International to spread its wings at last. The new venue’s large, 250-acre site brings the chance to grow and develop, and its rich equestrian heritage sits nicely with our own.

Great space, great location NAEC Stoneleigh, in Warwickshire, is only a short distance from Birmingham and conveniently located in the centre of the country. It is close to Birmingham International Airport, train stations and motorway networks, with a wide range of accommodation and amenities nearby.

The entire NAEC Stoneleigh site will be dedicated to BETA International, offering three large halls, multi-purpose covered space and a unique combination of indoor and outdoor areas. It is ripe with possibility and an invitation to introduce inspirational new ideas and initiatives.

BETA In

ADVERTISING FEATURE

NAEC St

Exhibitor benef The large NAEC Stoneleigh site allows companies to think outside the box, with an attractive and affordable range of exhibitor solutions and plenty of space to play with. A bespoke combination of indoor and outdoor space can be arranged, as well as private rooms for retailer training. The possibilities are endless.

Visitor experien Affordable and accessible Our venue delivers a fresh approach to bringing buyers and suppliers together. Return on investment is key, with a fantastic range of cost-effective stand packages available for equestrian, pet, country and giftware companies seeking to grow their businesses without busting their budgets, while entry and parking remain free for visitors.

24 | EQUESTRIAN TRADE NEWS FEBRUARY 2020

BETA International attracts retail buyers from across the UK and overseas, and we are really looking forward to welcoming them to NAEC Stoneleigh.

We want them to have the very best show experience, so we will be pulling out all the stops to ensure they do, with a wide range of vibrant show features, seminars, teachins, displays, demonstrations – and all WWW.EQUESTRIANTRADENEWS.COM

ADVERTISING FEATURE|ETN

ra... NEW Opportunities

Come and see for yourself BETA International really is moving into a new era as it changes to keep ahead of our evolving industry. The switch to NAEC Stoneleigh is an incredibly positive move for us and the industry.

nternational 2021

fits Exhibitors are welcome to bring their own trailers, caravans and motorhomes for on-site accommodation, with hook-up available.

We also provide complimentary hardstanding close to each of the halls’ entrances for an easier, more effective set-up and break-down.

nce those little extras that make a big difference: free parking, free entry, free show catalogue, free visitor bags, free wifi.

There will also be a free party on Sunday evening, when visitors and exhibitors can really let their hair down and have a good time.

Think of our regular After-Show Drinks, only bigger and better!

WWW.EQUESTRIANTRADENEWS.COM

Thank you!

There’s no doubt that new products are the lifeblood of our show, but at its heart are the people who support it – the companies that choose to exhibit with us, our sponsors and the retailers who arrive to do their buying. We wouldn’t be here without them and we are truly grateful for their backing.

Get in touch For further information about the show, please contact BETA International sales manager Darren Mottershead, email darrenm@beta-int.com or telephone +44 (0)1937 582111.

BETA International 2021 NAEC Stoneleigh, Warwickshire CV8 2LZ 24-26 January www.beta-int.com

Main Sponsor

ADVERTISING FEATURE

toneleigh, 24–26 January

We would love you to jump on board with us and see what we have in store, so we’re hosting an Exhibitor Open Afternoon at our new venue on Tuesday 3 March at 1pm. We would love to see as many of you as possible, so please join us in the Oak Tree Suite, NAEC Stoneleigh, for lunch, followed by a presentation and the opportunity to take part in a Q&A session and site tour.

Please confirm attendance to Darren Mottershead (contact details below).

EQUESTRIAN TRADE NEWS FEBRUARY 2020 | 25

ETN|NEWS SNIPPETS

“We can all go away feeling encouraged…” …So said The Princess Royal on the closing day of BETA International 2020 (19 – 21 January). ETN reports from around the stands at the last of our industry’s 26 trade fairs at the NEC before next year’s move to Stoneleigh.

“Stores are looking to diversify, especially those opting to sell less clothing,” said Claire Hayward at Perry Equestrian.

A new Eco-Spade, with its aluminium handle, and RSPB licensed garden bird models from Perry’s Primus gift range were among an appropriately diverse offering.

At Battles’ new product laden stand, Richard and Anna Dewey Clarke’s son Jude (7) and five year old daughter Anya joined the team on the Sunday. As well as practising their equestrian skills, the youngsters appeared in Battles’ fashion show scene – to a tremendous round of applause. “We’ve been very pleased,” said Richard of the show. “There are lots of people here with a new, positive attitude.”

It was sweet treats all round at Elico Equestrian where confectionary themed hat silks – displayed alongside real liquorice all-sorts and jelly beans – were stars of the show. “We’ve had some useful quality time with people,” said Elizabeth Ellis, pictured with her family who run wholesaler Jenkinsons – Richard, Keith and Stephen Ellis.

26 | EQUESTRIAN TRADE NEWS FEBRUARY 2020

Neue Schule, already BETA International’s main sponsor for seven years, is to continue in 2021 and 2022. “Our proud association has been invaluable in drawing attention to developments and the quality of our products,” said Sarfraz Mian. He’s pictured showing Neue Schule’s Innov8 Riding to ETN editor Liz Benwell. The system helps riders find and access relevant technology as well as share data with their trainers in real time.

The same trusted ShowSheen products in new quilt-effect bottles with revamped sprayers that use every last drop and even work upside down featured at Absorbine. “It’s been an excellent show,” said Rachael Holdsworth who summed up many exhibitors’ views on the move to Stoneleigh. “It’s exciting news because the show needs a refresh. We need BETA International as a showcase and networking forum for our industry – it’s the only one we’ve got. But it needs to be a true reflection of our changing industry; hopefully this is what the move to Stoneleigh will achieve.”

Retailers discovered how to merchandise Horseware’s latest rug collection to best effect. “We want to show how to create a tangible in-store experience,” said Clare Silke. Scaled down rugs enable customers to look and feel without taking up too much space on clearly labelled units.

A new Micklem girth and ‘bag for life’ rug packaging were other highlights from the Irish company that launched Rambo rugs 35 years ago. These days, as a global brand, Horseware cleverly tests its rugs in Australia and New Zealand as well as the UK and Ireland, for suitable weather conditions all year round.

WWW.EQUESTRIANTRADENEWS.COM

NEWS SNIPPETS|ETN The stunning Subaru Forester E-Boxer in metallic jasper got visitors and exhibitors dreaming about new wheels for 2020. “We’ve had a busy show; it’s been great,” said Trevor Kelleher, pictured with Kate Frost.

Visitors who called at new exhibitor Performance Brands soon discovered there’s more than meets to eye to this footwear range. As the owner of India’s biggest tannery, the company uses leather impregnated with special treatments to keep the water out; while uppers are injected into the soles giving the boots extra life.

It’s an impressive operation with top brands such as Hoof & Woof paddock boots, farmers’ boots from Perf, and Lemaitre hiking boots distributed via Performance Brands’ 30,000 sq ft warehouse near York. Rachel Hall (pictured) was kept busy telling retailers about this well-priced, top performing collection.

“It’s been a very promising start,” said Mark Poucher of Emerald Green Feeds on the Sunday morning.

Since this brand of fibre based feeds is produced from seed to feed on his family’s Lincolnshire farm, carrying a bag or two of grass pellets on his shoulders is nothing out of the ordinary for Mark.

Fresh new packaging was proving popular with Emerald Green Feeds’ growing band of trade buyers.

With well-known wholesaler Mackey now in its stable, Agrihealth made a splash with a bigger stand and sponsorship of the demonstration arena.

Pictured are Paula Keene (left) and Emma McCarthy with the rebranded Liveryman range. “It’s been really busy,” they told ETN, “with a lot of interest across our product ranges.”

No horsing around...

Ultra Power products from The Big Cheese and Zero In deliver DIY pest control solutions like the professionals use.

Precision applicators, powerful traps, high-end electronics and large-scale solutions provide guaranteed effective control of big pest problems in home, equestrian and commercial environments.

STAND: M8.1

Available now from all good wholesalers. For more information contact 01953 881580 or visit ultrapower.co.uk WWW.EQUESTRIANTRADENEWS.COM

EQUESTRIAN TRADE NEWS FEBRUARY 2020 | 27

ETN|NEWS SNIPPETS Beautiful saddles were on show at Bliss of London; this manufacturer has taken on production of Keith Bryan saddles too. Asked about the move to Stoneleigh, former BETA chairman Nikki Newcombe (pictured with the Santis Boutique saddle) said: “We need a change, it will be a positive thing – a new face for the show and one with many new opportunities.”

Dogs definitely had their day…

Co-ordinated packaging and drying towels for dogs and horses caught the eye at Henry Wag. “It’s been good with a steady flow of people coming by,” said Grantley Rogers. Next door, at dog treats specialist Feelwells, border terrier Dodger was pulling in the punters for his boss, Helen Mayne. “We didn’t know what to expect,” said Helen. “But there’s been a good response to our healthy treats from stores looking for something different to stock.”

The TopSpec and VetSpec stand was the setting for “many valuable conversations”, Philip Tyler, pictured with Nicola Tyler and Katy Mickle, told ETN. Katy summarised what many feel after their annual visit to BETA International: “It’s a motivating event.”

It was ‘back to black’ at Red Gorilla where Dean Cox confirmed a new demand for smart black stable equipment. “This year’s pink is black,” he said, “it’s what the professionals want so the trend will catch on.”

Although he “can’t wait to go to Stoneleigh,” Dean added that BETA International 2020 had been successful for Red Gorilla.

“I’ve already seen lots of new customers, including five I’ve never met before,” he said.

“There’s no substitute for meeting people face to face.”

From her stand in The Saddlery Pavilion, Helen Stone of Discovery Saddles said: “I’ve never seen the aisles so busy. We’ve had several saddle fitters on already (by Sunday lunchtime) and they’re all serious enquiries.”

28 | EQUESTRIAN TRADE NEWS FEBRUARY 2020

“Snowed under” was how Charles Sainsbury-Plaice of CSP Countryside Greetings described his BETA International experience. “I’ve had a lot of retailers say they’re expanding their gifts, and I’ve even had an order from Russia.”

Aiver Saddles was exhibiting under new American ownership. Laura Still has bought the UK made brand with plans to extend its reach in the States. “The English craftsmanship and heritage is very important to us in the US,” she said. “And it’s very hard to find easily adjustable saddles with this level of quality, and with the option for customisable additions such as different leathers and bling. So I feel Aiver Saddles will have great appeal.” Laura who is also supplying the UK and Europe. Girths and pads are available too.

“Everyone was positive about innovative products,” said Carmen Cummiskey who’s awaiting BETA Level 3 accreditation for her FOMO body protector. “It was definitely worth doing the show as we met up with a few [riding] associations and some international retailers and distributors.”

“Brexit? It’s had no effect on us. We just get on with it!” declared Bobby Taak at Gallop which featured in the BETA International fashion show for the first time.

“We’ve had retailers doubling orders this year because we’ve incentivised,” he added. Gallop had some nifty new products too.

At Carr & Day & Martin, Mark Geddes reported some “extremely positive feedback” on the 250 year old company’s sustainable aluminium packaging. “We’re extremely proud that all our new bottles are 100% recyclable and our recycling reward initiative has been very well received,” he added. “The scheme provides consumers with a free one litre Canter Mane & Tail for every ten aluminium bottles they return to us.”

A limited edition aluminium of Flyguard Extra Strength is in the pipeline.

The winner of the ETN prize draw for £1,000s worth of products and a Retailer Profile feature in an upcoming issue is Oldwick Saddlery of Chichester.

“Two or three of us have been talking to visitors all day. And it’s mainly retailers looking for good new products,” said Paul Ainsworth at Omega Equine.

“The quality of visitors has been very good too.”

A free calendar – picturing a happy Omega Equine consumer plus a special trade offer each month – proved a popular give-away here. Featured products and offers are backed-up with posters (also free to stockists) to display in-store. Exhibiting at BETA International has been an important contributor towards the supplement company’s “phenomenal growth”, Paul added.

NEXT STOP STONELEIGH: BETA International 2021 is at Stoneleigh Park, Warwickshire on 24 – 26 January.

For information visit www.beta-int.com

WWW.EQUESTRIANTRADENEWS.COM

RETAILER REACTIONS|ETN

What the retailers said ETN caught up with buyers browsing the show

“We like the colourful new designs from Battles, we’ve been looking at saddles and we’d like to introduce some dog products. I’ll be interested to see if the organisers can fill the venue at Stoneleigh and attract new exhibitors while keeping the old exhibitors happy. The move could be just what it needs to rejuvenate it.”

Nicola Barry, Buckaroo Equine, Leicestershire.

OTHER TALKING POINTS “We come every year to see our suppliers and take a look at the new products out there for our horse, dog, home and giftware ranges. The move to Stoneleigh is a good idea; the event’s been at the NEC for a long while now and it’s time for a fresh start.”

Carolyn Barton, Wadswick Country Store, Wiltshire.

“This is our second year visiting. We deal in long or short term saddle rentals, so it’s a good chance for me to catch up with saddle manufacturers and see what’s new in the field. [Getting to] the new Stoneleigh venue won’t make a lot of difference for us, but additional saddle fitting demonstrations could make it even more interesting for me.”

Rebecca Hindle, Saddle Rentals UK, Windsor.

• The Saddlery Pavilion’s camaraderie between craftspeople, competitions, careers advice, top manufacturers – and the gorgeous smell of best British leather.

• Environmentally friendly products and packaging.

• Working dog displays and dog agility classes highlighted the equine/canine crossover.

• The super-slick Fashion Show got toes tapping and order books out.

• SQPs packed the seminar theatre to hear top speakers and earn CPD points.

• Across collections for horse and human, earthy and pastel shades replaced pink and purple. “It’s as though the industry has grown up,” said one visitor.

“I’m a regular visitor. I come to look for new products and meet suppliers. This year the Kieffer bridles caught my eye – it’s always better to see things in the flesh before you order them. I don’t think I’ll watch any of the demos – sitting down isn’t really my thing – I’d rather walk round the stands and see as much as I can. The move to Stoneleigh will be better for us, and I’m looking forward to seeing the new layout.”

Sarah Shaw, TH Tack Barn, Northamptonshire.

“Often BETA International is the only opportunity I have all year to meet suppliers – I’d much rather speak to people face to face than on the phone. I generally come for two days. This year there seems to be a gap in middle market goods, which I sell a lot of. I’ve signed a couple of new deals with suppliers though. The move to Stoneleigh should be a positive one, and has the potential to shake things up a little.”

Joanna Denman, TackShopUK, Portsmouth.

“I’m here to look for new suppliers. As I’m an internet retailer, it’s important for me to keep stock fresh and relevant to keep people visiting the site. I’ve been looking for new additions to our range of stirrups, and I’ve watched a couple of the demos and the fashion show.

I’m happy with the event changing location next year – we do a lot of trade stands and often go to Stoneleigh, so the venue’s familiar.”

Chelsea Edgington, CE Equestrian, Leicestershire.

“The CPD points available were much appreciated and encouraged more of our employees to come along. I’m fairly new to this industry and find the show very useful and always come away with new stock, info and ideas.

Good luck with the new venue next year.”

Alex Gipps, Buckets Animal Feeds, Lincolnshire.

WWW.EQUESTRIANTRADENEWS.COM

EQUESTRIAN TRADE NEWS FEBRUARY 2020 | 29

ETN|NEW PRODUCT LAUNCH

NEW PRODUCTS LAUNCHED AT BETA INTERNATIONAL 2020 ABSORBINE

EQUILUME

UltraShield Green

Cashel Light Mask

Absorbine are thrilled to announce the launch of new product, UltraShield Green, an all-natural body spray launching at BETA 2020. With a fresh, herbal aroma to comfort and soothe horses during the warmer summer months, it comprises a mix of seven aromatic oils, including thyme, cedarwood, lemongrass and citronella.

UltraShield Green is an effective and non-irritating formula, offering a safe alternative to chemical-based sprays.

Contained in an all-new refillable bottle, this updated shape and spraying mechanism provides an ergonomic grip, plus a vertical and horizontal fan spray option, for upside down usage and hard-to-reach areas, whilst also preventing product wastage and ensuring every last drop is used.

Equilume, a world leader in the research and development of light therapy solutions for the equine industry, has recently leveraged their patented blue light technology into a product targeted at the performance horse market.

The Cashel Light Mask is a rechargeable headpiece that provides 15h of biologically effective light directly to the horse’s eye to maximise coat condition, muscle development and positively influence mood and behaviour. The soft blue light targets receptors in the eye that strengthen circadian rhythms and optimise the functioning of every cell in the body, mimicking the benefits of a bright sunny day and ensuring horses are healthy from the inside out.

ADVERTISING FEATURE

For further information please visit https://absorbine.co.uk or contact Rachael Holdsworth on 01903 892060 or rachael@holdsworthpr.co.uk

info@equilume.com Tel: +353 45 407 040 performance lighting

EQUILIBRIUM PRODUCTS

GRUB’S

Stellar™ Head Collar

Centreline

A stylish, comfortable head collar with a patent pending reusable safety system, which releases when needed to prevent injury to the soft tissue and nerves on the face, poll and neck. Scientifically tested in the laboratory for a consistent release point, and practical field trials for everyday use.

NEW for 2020, the Grub’s CENTRELINE 3.0™ is a smart riding boot designed with comfort in mind. Made from soft, tumbled, Iberian leather upper for a cushioned feel around the foot, combined with the 3.0 INSUFOAM-ULTRA boot shaft offers close contact riders require around the leg.

Stellar™ is a star performer in every way: • Tested in laboratory & field trials • Re-usable release system • Adjustable for a great fit • Durable and weatherproof • Long-lasting stainless-steel fittings • Comfortable padding at nose and poll • Smart leather-look synthetic material with low maintenance UK Patent Application No. 2000234.1 www.equilibriumproducts.com info@equilibriumproducts.com Tel: 01442 879115

30 | EQUESTRIAN TRADE NEWS FEBRUARY 2020

Inside the leg also features a urethane patch on the inner calf for grip against the saddle.

The boot has been equipped with a new sole – the CONTACT™ outsole has stirrup guards, a prominent heel and spur keeper to keep spurs in place.

Available in Black from sizes 4 – 8.

Grub’s, Unit 3, Bradshaw Works, Printers Lane, Bolton, BL2 3DW Tel: 01204 567700 grubsteam@grubsboot.com

WWW.EQUESTRIANTRADENEWS.COM

NEW PRODUCT LAUNCH|ETN

ELICO EQUESTRIAN/ JENKINSONS Elico “Candy Crazy” Lycra Skull Cap Covers Limited Edition lycra covers which were well received, when launched at the BETA International Trade Show in January.

Branded as the Elico Candy Crazy range, these are attractive design covers, featuring colourful, jelly beans, or Liquorice Allsorts with matching pom-poms Featured on our stand with samples of the sweets – everybody passing the stand were tempted!!

With attractive POS packaging, these will be a great addition to your range.

Contact details: Elizabeth Ellis Tel: 01924 454681

PERRY EQUESTRIAN Drip Feed Easy Tie Polypropylene Hay/Haylage Net EXCLUSIVE TO PERRY EQUESTRIAN

ULTRA POWER Zero In Ultra Power XL Outdoor Fly Trap Product description: The XL Outdoor Fly Trap (ZER545) from Zero In Ultra Power is durable and reusable with super effective bait that attracts flies within a 10m radius.

Set up is simple – empty the sachet into the bottle and add water to dissolve the sachet contents. Flies find the bait irresistible, and up to 40,000 of them can be held in one XL Trap. 4-way trap entry ensures maximum catch-rates; ideal for fast control of big fly problems around feed areas, store rooms, and stables.

Available in stackable store packs for optimum sales positioning. RRP £9.99.

Contact details: Tel: 01953 881580 info@stvpestcontrol.com

PERRY EQUESTRIAN (A. PERRY LTD.) Biodegradable Rubber Hook Over Eco-Manger Available in 2 colours and made from virgin rubber, this eco-friendly manger is fully recyclable with a 16 litre capacity. Eco-Manger is easy to wash and clean, flexible and extremely hard wearing making it ideal for feeding in the field or in the stable. Also available in Black version that is make from recycled rubber.

Tel: 01384 414001 sales@perryequstrian.co.uk www.perryequestrian.co.uk

NEW Likit Granola

Available in 2 sizes, the NEW Easy Tie Hay Nets from Perry Equestrian have an extra ring at bottom to tie the rope through making it more secure and the net part is not destroyed by the horse pulling at it, extending the life of the net. Made from strong polypropylene with 1” small square holes allowing longer feeding times, the net is braided and the extra strong tie rope is heat sealed for a longer life. Newly designed POS wrap allows the consumer to see what they are purchasing and its key features.

Tel: 01384 414001 sales@perryequstrian.co.uk www.perryequestrian.co.uk

WWW.EQUESTRIANTRADENEWS.COM

Likit Granola is a longlasting lick, jam-packed with tasty grains including; maize, wheat, barley and oats and is designed to be used with their popular Likit Holder or Boredom Breaker activity toys to help relieve boredom and stress in stabled equines or just as a fun treat to enjoy.

The new packaging for Likit Granola is easy to open and fully recyclable. Sold in an attractive rustic display box containing 8 x 500g units and competitively priced at an MSRP of £5.49 each. Available to pre-order now from our distributors Battles (01522 529206) or Trilanco (01772 754844) for delivery March 2020.

Visit www.likit.co.uk for more information on the Likit range.

Lindsay Gall, Brand Manager Likit Products lindsay@likit.co.uk Tel: 01655 750523

ADVERTISING FEATURE

LIKIT

EQUESTRIAN TRADE NEWS FEBRUARY 2020 | 31

ETN|FEATURE AREAS

ENTERTAINMENT, EDUCATION, DISPLAYS AND DEMOS...

BETA International special feature areas are always an exciting hive of activity.

ETN checks out what was happening on each of them throughout this year’s show.

A ROYAL VISIT TO THE SHOW A visit from Her Royal Highness the Princess Royal brought a frisson of excitement to the halls as she toured the show’s special feature areas and met tradestand holders and industry representatives.

Exhibitors and visitors then gathered to hear Her Royal Highness make a speech at The Charles Owen Spotlight.

“I do hope coming here helps you to focus on what to do, perhaps do it better and see where the new ideas are coming from, and what people’s expectations are,” she said. “Many of you are small- to medium-size enterprises and that adds its own challenge. Staying in touch through BETA, its membership and this show, I hope, makes life a little bit easier.

“The show has played a real role in developing new businesses and helping established ones to maintain their position, not just nationally, but internationally. It is still fundamentally important to you as a sector.”

BETA International organiser Claire Thomas then presented Her Royal Highness, who is president of the Riding for the Disabled Association, with a donation to the charity.

NEW PRODUCT SHOWCASES Buyers keen to source new stock and gather ideas and inspiration made a beeline for the Shires Equestrian New Product Gallery and the Pet Product Gallery – a new feature in the halls for 2020.

These two attention-grabbing showcases were a great way to highlight the equestrian and pet worlds’ finest and direct retailers to the relevant stands to make their orders.

CPD POINTS FOR SQPS

The show’s new Seminar Theatre offered a vibrant collection of sessions throughout the three days, including AMTRA-accredited companion animal and equine CPD modules for SQPs. These were led by veterinary medicines consultant Jim Wishart, NAF senior nutritionist Kate Hore and Emma Farrell (pictured), vet and business development manager of NAF pet brand Natural VetCare.

The Princess Royal meets BETA executive director Claire Williams (middle) and BETA International organiser Claire Thomas.

32 | EQUESTRIAN TRADE NEWS FEBRUARY 2020

The seminar programme also featured sessions on bits and bitting with Heather Hyde, founder of Neue Schule, a look at headcollars with Dr David Marlin of Equilibrium Products and technology for the rider with Neue Schule CEO Sarfraz Mian.

WWW.EQUESTRIANTRADENEWS.COM

FEATURE AREAS|ETN

HOT DEBATE GETS INDUSTRY TALKING

REVVED UP ON THE RUNWAY… Rider and country clothing were a triumph in the Fashion Show, where some of the finest autumn/ winter collections made their mark.

Buyers pulled up their seats to take in the view as some of the biggest names in the business – Covalliero, Bucas, GoLeyGo, Rupert & Buckley, Percussion, HKM, Hy Equestrian, Coldstream, My LeMieux, Gallop Equestrian, USG Germany, Tekna and Horseware Ireland – strutted their stuff before a captivated audience.

Palettes of chocolate, grey, navy, claret, taupe and ice white took centre stage as catwalk cool became hot gossip, thanks to Fashion Show organiser Victoria Thomas, of Red Ice Productions,

a professional dancer, who brought a tantalising twist to the shows with her dancing models, racy routines and a music playlist set to keep your toes tapping for weeks.

The show also unleashed a little canine couture to the proceedings, thanks to Fred the collie, who sashayed down the catwalk modelling the latest coats, collars and leads.

POWERFUL PRESENTATIONS A great range of retailer-focused talks saw visitors drawing up their seats to hear wise words and industry updates from an exciting programme of top-notch specialist speakers.

These included Amanda Chadwick (pictured top, right), who never failed to educate and entertain with her hilarious anecdotes and in-depth knowledge on all things HR and employment law, while social media expert Michelle Goodall’s high-energy delivery and animated presentations (bottom, right) on Facebook and Instagram advertising certainly hit the spot.

SADDLERY SITTING PRETTY Saddlery and BETA International are always a great fit, with the show’s Saddlery Pavilion supported by the Society of Master Saddlers and the Worshipful Company of Saddlers giving a high-profile presence to some of our finest British saddlers.

These included Black Country Saddles, DLF Saddlery, Frank Baines Saddlery, Hastilow & Sons and Ideal & WRS Saddle Company.

The skill and precision required to be a top-class saddler were also on display in the daily competitions run by the Society of Master Saddlers.

Students and apprentices from Capel Manor College and the Saddlery Training Centre worked hard at the bench as visitors looked on.

Alastair Stewart was back in the halls as the popular host of Talking Business, BETA International's thought-provoking industry debate, at The Charles Owen Spotlight on Sunday.

This year's panellists were Abbey England managing director Richard Brown, Shires Equestrian joint managing director Marcus Cridland, Redpin Publishing commercial director Andy Haines, Highfield Equestrian and Online for Equine director Victoria Highfield and Pet n Pony managing director Chris Hughes.

Discussing the changing dynamics of the retail environment, Victoria noticed the consumer market being more “price driven”, while Chris said it was important to “create an experience in-store” to fight back against falling footfall and Marcus added: “Independent retailers have always been the lifeblood of our industry.”

All the panellists agreed on the need to be eco-conscious. “We use as little plastic as we can because that’s a sustainable model that we as a family wish to uphold,” said Richard. Andy recognised that posting magazines in a paper envelope, rather than plastic, was more expensive but necessary.

Retailers in the audience also spoke about their attempts to be responsible and respond to customers’ increasing demands to operate in an eco-friendly way.

LIVE-ACTION DISPLAYS AND DEMONSTRATIONS The show’s new Demonstration Arena sponsored, by Agrihealth under its Liveryman brand, brought high-energy dog agility into the halls, thanks to Liz Finchett and her pack of incredibly well-trained canine companions.

Working dogs also had their chance to shine as one of the UK’s leading trainers, Ricky Moloney (pictured) put his Ribblesdale Labradors – including the gorgeous Inca and Biscuit – through their paces while their tails wagged furiously throughout as they waited for Ricky’s next command.

Thanks to this large, new area, live horses were brought back to BETA International, where they were seen in bridle-fitting and saddle-fitting teach-ins with Frances Roche and Kay Hastilow respectively, and clipping demos with Liveryman.

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RAISING A GLASS TO SUCCESS Exhibitors and visitors got into the party mood at BETA International’s free After-Show Drinks, with bubbles, canapés and Latino music. Some took to the dance floor while others relished the opportunity for a prime piece of networking and catching up with friends old and new.

EQUESTRIAN TRADE NEWS FEBRUARY 2020 | 33

ETN|INNOVATION AWARDS

INNOVATION IS A WINNER!

B

ETA International’s Innovation Awards, with their fresh, new format for 2020, certainly hit the spot with the trade-only audience who gathered to hear the winning products announced as the first day of the show ended at the NEC, Birmingham, on Sunday 19 January.

Sixty-four exciting new products were entered into the awards and considered by an independent panel of judges – retailers Adrian and Julie Charley, of Townfields Saddlers, Dr Georgina Crossman, administrator of the National Equine Forum, and Sonya Cox, a key member of the NEC Group’s Sustainability Working Group.

The awards, designed to recognise and celebrate specific criteria in a product’s design, technology, manufacture and environmental credentials, are sponsored by BETA International’s media partner and leading industry title Equestrian Trade News.

Every exhibitor is invited to enter products in the competition, provided they have not been introduced

to the market during the 12 months preceding the show.

Each entry must feature elements that are truly innovative – radically different, completely viable and able to address a definite need. Winners were then awarded in four categories – Design Innovation, Technology Innovation, Sustainability Innovation and Judges’ Choice.

“To be a world-leading show, it is important to move with the times,” said BETA International organiser Claire Thomas. “Products and the manufacturing environment are constantly evolving and the Innovation Awards have been reformatted to keep in step.

“We are delighted with the industry’s extremely positive reaction to the awards and very excited about all the fantastic entries. Seeing the winners take to the stage to collect their trophies is always very special and congratulations to them all.”

The winners of the 2020 BETA International Innovation Awards were…

TECHNOLOGY INNOVATION

WINNER

Company: Albert Kerbl Product: GoLeyGo 2.0 halter and rope set by Covalliero

This ultimate panic lock, invented by GoLeyGo and Covalliero, has a magnetic fastener system that can be released simply and safely under tension.

Judges’ comments: “The product is simple but clever, allowing handlers to release the rope from the headcollar.

We like the fact that it can be used for other animals, too.”

Zebra Products T: +44 (0)1352 763350 E: info@zebraproducts.co.uk

Albert Kerbl’s Simon Middleton and Klaus Geuecke receive the Technology Innovation Award.

34 | EQUESTRIAN TRADE NEWS FEBRUARY 2020

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saddle buying experience with your INNOVATION AWARDS|ETN

TECHNOLOGY INNOVATION

• • • Company: Frank Baines Saddlery •

Visit www.frankbaines Choose a saddle HIGHLY Customise colours an COMMENDED Bespoke key features Product: Build My Baines saddle parts This digital tool allows riders and fitters to•customise Add Swarowski crysta certain parts of the saddle, optimising customer choice order direct to t and improving experience. It can be used • inSend conjunction with a saddle fitter.

Judges’ comments: “This is great use of technology and innovative – and working with the fitter is good.”

T: +44 (0)1922 640847 E: enquiries@frankbaines.com

+44 (0)1922 64084

Garry Baines, of Frank Baines Saddlery, accepts the Technology Innovation highly commended certificate.

THE FUTURE OF SADDLE DESIGN IS HERE! Go to www.frankbaines.com/bmb to give it a go!

Fitbespoke for the future Use ‘Build My Baines’ to transform the “More than surpassed my expectations” saddle buying experience with your riders A L A I N A , C A N A DA

• • • •

Visit www.frankbaines.com/bmb Choose a saddle Customise colours and materials Bespoke key features and saddle parts • Add Swarowski crystals • Send order direct to the saddlery

WWW.EQUESTRIANTRADENEWS.COM

+44 (0)1922 640847

enquiries@frankbaines.com

EQUESTRIAN TRADE NEWS FEBRUARY 2020 | 35

ETN|INNOVATION AWARDS

DESIGN INNOVATION Company: The Wide Boot Company Product: Atia field boot

Judges’ comments: “We like the design of this boot because it takes into account the size of both the ankle and calf.”

The ankle on this boot is designed to be slimmer and more fitted than other plus-size boots while still being comfortable.

WINNER

T: 07808 865877 E: info@thewidebootcompany.com W: www.thewidebootcompany.com

Company: Sioen UK Product: Baleno Banbury jacket

ETN editor Liz Benwell (right) presents The Wide Boot Company’s Bex Hayward with the Design Innovation Award.

This ladies’ jacket features a lightweight, waterproof, four-way stretch fabric with micro fleece lining and a high snug collar.

Judges’ comments: “The jacket is well designed, with lovely material and a nice fit.”

HIGHLY COMMENDED

Thomas Devos, of Sioen UK, receives the Design Innovation highly commended certificate.

SUSTAINABILITY INNOVATION

WINNER Company: Horseware Ireland Product: Repreve fibre used in Autumn/Winter 2020 clothing collection

Tom MacGuinness, of Horseware Ireland, accepts the Sustainability Innovation Award.

This high-quality fibre is made from 100 per cent-recycled materials, including postconsumer plastic bottles and pre-consumer waste. They are certified and recyclable.

Judges’ comments: “It’s great to see this recycled performance fibre used in clothing.

It could also be used in horse rugs.”

T: +353429389000 E: www.horseware.com W: sales@horseware.com

Company: Ethos Product: Smart bedding This equine bedding is made of 100 per cent chipped miscanthus, a natural biodegradable plant, which dries naturally in the field and is low in moisture.

Judges’ comments: “A lot of thought has gone into this sustainable product, with an interesting use of scents.”

The Sustainability Innovation highly commended certificate goes to Katie Redfern (left) and Zoe Cappaert, of IEC Solutions.

36 | EQUESTRIAN TRADE NEWS FEBRUARY 2020

HIGHLY COMMENDED

T: 01630 318 130 E: info@goethos.co.uk W: www.goethos.co.uk

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INNOVATION AWARDS|ETN

JUDGES’ CHOICE

WINNER Company: Westgate Labs Product: Faecal sand test for horses These two laboratory faecal sand tests in a retail kit monitor sediment levels in the gut of equines, which contribute to bowel irritation and are a major cause of colic and impactions. The kit includes first-class postage to the lab and results are returned on the same day.

Judges’ comments: “We like this move away from regular drugs. As well as being innovative, it is sustainable and supports equine welfare.”

T: 01670 791994 E: info@westgatelabs.co.uk W: www.westgatelabs.co.uk

Claire Shand, of Westgate Labs, is presented with the Judges’ Choice award.

Company: Horseware Ireland Product: Amigo Reflectech competition sheet

HIGHLY COMMENDED

This exercise rug is ideal for use during low light conditions to increase visibility for the horse and rider’s safety.

Judges’ comments: “This is really innovative use of reflective fabric.”

T: +353429389000 E: www.horseware.com W: sales@horseware.com Tom MacGuinness, of Horseware Ireland, picks up a highly commended certificate in the Judges’ Choice category.

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EQUESTRIAN TRADE NEWS FEBRUARY 2020 | 37

ETN|BEST STAND AWARDS

BEST STANDS GET RECOGNITION

E

xhibition stands at BETA International are always polished, professional and powerful sales and marketing platforms guaranteed to impress and delight visitors attending this leading trade show.

They take time, effort and a huge amount of creativity, and the very best are rewarded in the BETA International Best Stand Awards. Every exhibitor is automatically entered into the competition, which is divided into two categories – Best Large Stand (32 square metres and over) and Best

Small Stand (under 32 square metres) – to reflect the different types of companies in the halls.

Judging is carried out by a pair of independent judges.

At BETA International 2020, these were Leanne Silman, who has spent more than 10 years at London advertising agencies such as M&C Saatchi, and Olivia Hayward, a London College of Fashion graduate who specialises in styling and creative merchandising.

THIS YEAR, THE WINNERS WERE… BEST LARGE STAND

Winner: The Original Muck Boot Company Judges’ comments: “There was great use of space and a lot of thought had been put into the styling and concept. We loved the horse trailer and artificial grass, which created a ‘set’ that transported you away from the NEC and into the country. Staff were incredibly attentive and spent a lot of time talking to customers.”

Judges Leanne Silman (left) and Olivia Hayward present The Original Muck Boot Company’s Pete Russell with the Best Large Stand Award.

Highly commended: Le Chameau Judges’ comments: “A wellbranded stand with imaginative styling and use of elements that perfectly reflected the French heritage. Staff were extremely knowledgeable and took time Christopher Montgomery, to explain the company’s history of Le Chameau, accepts the highly commended and its products.”

certificate in the Best Large Stand category.

BEST SMALL STAND Winner: Likit Products Judges’ comments: “We loved the granola tree, which was particularly innovative and a great way of showcasing the brand’s products. Staff were approachable and friendly, and took time to go through the product range.”

Highly commended: WildWash Judges’ comments: “The design and styling of the stand really reflected the brand’s ethos and green credentials. Merchandising of products was really top-notch – eye-catching and really goodlooking. Staff on the stand were friendly, personable and very knowledgeable.”

Likit Products’ Lindsay Gall and Fraser Robertson collect the Best Small Stand Award.

WildWash’s Karen Shaw receives the highly commended certificate for Best Small Stand.

“Congratulations to our winners,” said BETA International organiser Claire Thomas. “They have succeeded in delivering stands that are extremely pleasing on the eye and perfect for this commercial environment – who wouldn’t want to pay them a visit?

“Top-class tradestands are a real hallmark of the show and the standard in the halls this year has been incredibly high. Leanne and Olivia certainly had a challenge on their hands selecting the worthy winners, but what fantastic winners we have!

Congratulations to the four companies – their stands are a real credit to them.”

38 | EQUESTRIAN TRADE NEWS FEBRUARY 2020

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LEGAL DIGEST|ETN

“I can’t get in today…

I’m snowed in” – and other winter woes As the excitement of Christmas and the New Year fades away, the cold, stark reality of January arrives. Employees might be tempted to crawl back under the duvet at the first flurry of snow. So ETN asked Paul Kelly to remind us how businesses stand when staff struggle to make it into work due to bad weather.

T

he Great British winter is upon us. Already this past few months, torrential rain and the resultant flooding has paralysed many parts of the country.

The news is awash [groan!] with weather warnings predicting the arrival of the next storm.

Disruption due to severe weather conditions is fastbecoming a feature of life to which all businesses must adapt. Whilst business owners cannot control the weather, there are things they can do to mitigate the effects of the weather and lower the risk of it disrupting their business or, in the worst cases, closing it down all together.

Before the poor weather hits, employers should: • Review their contracts of employment to ensure that they contain contractual policies to deal with employee absenteeism during spells of bad weather.

• Implement a bad weather policy which tells staff what you expect of them if the weather is bad and they are struggling to make it into work.

• Look at ways to help employees work remotely if they cannot get to their place of work, including ensuring the correct technology is in place.

• Make sure that they can communicate with their employees at all times during spells of bad weather.

“The question of pay looms large.”

However, policies and preparation aside, the question of pay looms large. Do employers still have to pay employees who cannot get to work because of the weather? As with most things employment law related, the answer is not a simple ‘yes’ or ‘no’.

Employees don’t have the automatic right to be paid if they are prevented from getting into work because of bad weather.

Technically, such absences would count as being ‘unauthorised’. It is the employee’s contract of employment which should define pay entitlement in the case of weather-related absence.

In the end, it is up to the employer to decide (preferably via the employment contract) whether to pay staff in full for the days they have not been able to make it into work because of the weather.

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Do employers still have to pay employees who cannot get to work because of the weather?

The situation is different if the weather becomes so bad that the employer has to send staff home. The employer will still have to pay the staff if they are ‘ready and willing’ to work. However, it is possible to include a term in the employee’s contract of employment (called a ‘lay-off clause’) which allows employers to send staff home temporarily, on reduced pay.

But a lay-off clause needs to be part of the established contractual framework. It’s no good trying to introduce the clause unilaterally as a knee-jerk response to a storm warning.

Often employers will suggest that bad weather absence can be treated as holiday, but they cannot force employees to do this unless the contract of employment contains the express right to do so.

When it comes to dealing with the effects of bad weather on your business, preparation is key. A prudent employer will review policies and contracts to ensure procedures are fit for purpose – before the bad weather arrives.

About the author: Paul Kelly is a senior partner at Black Solicitors. For more information and advice, contact him on tel 0113 227 9249, email pkelly@lawblacks.com or visit www.lawblacks.com

EQUESTRIAN TRADE NEWS FEBRUARY 2020 | 39

ETN|ETN REPORTING

TURNING BACK THE PAGES… For more than four decades, ETN has reported on the equestrian trade.

So let’s look back at the news, people and products that were making headlines this month five, ten, 20 and 30 years ago.

In February 2015, ETN reported: ● Countrywide said the £18.4 million raised from the sale of its livestock and agricultural businesses would allow it to focus on its 53 stores across England and Wales. The rural retailer’s equine category manager Sara Blackshaw described it as “a significant opportunity for the equine business within Countrywide.” ● Philip Ghazala sold a majority share in Verm-X, the animal health company he founded. A well-known equestrian commentator, Philip is still a regular at BETA International. ● Nicola Fletcher, the managing director of hi-viz specialist Equisafety, appeared on TV’s Dragons’ Den. She was offered and accepted a deal with dragons Duncan Bannatyne and Piers Linney. ● Matchmakers International appointed a new team of area sales managers. Wendy Campbell, Nina Bye, Charlotte Ridge, Jilly Baker, Amelia Crisp and Angela Pearson were working alongside European sales director Laura Cackett.

In February 2000, ETN reported: ● West Sussex based Petersfield Saddlery, Petworth Saddlers and Winsers went into liquidation with combined debts of around £1 million. The three businesses had been formed in the early 1990s by Ivan Lewis and his wife Ann. ● Horsemasters Distribution hosted 100 people from 48 retailers for an all-expenses-paid overnight stay in a hotel followed by a day’s seminar with speakers and a fashion show. ● Riding hat manufacturer Charles Owen was building a new factory near Wrexham. Managing director Roy Burek said the expansion – to create 30 new jobs – was prompted by the company’s success in the American market. ● As BETA International celebrated its 21st running, four exhibitors who had been at every show were awarded certificates by BETA’s president Sir Adam Butler. The recipients were Caldene Clothing, F R Gray & Sons, James Cotterell & Sons and Thomas H Loveday.

In February 2010, ETN reported: ● American company Ariat International acquired the SMD Group, its UK distributor since 1997.

Ariat planned to retain SMD’s Oxfordshire based staff, headquarters and warehousing, CEO Beth Cross saying it would give the brand a new European foothold. The SMD Group was established in 1987 by Phil Duff as HAC-TAC Ltd. ● Warwickshire retailer Tower Farm Saddlers celebrated 40 years in business. It was started by Henry and Prue Welton, originally for clients of their riding school. ● HOOF, the British Equestrian Federation’s (BEF) London 2012 legacy project, was awarded £750,000 funding by Sport England. BEF chief executive Andrew Finding pledged to “exploit the publicity” surrounding the upcoming Olympic Games and make riding more accessible in the capital. The Ebony Horse Club was an early beneficiary. ● Myths and rumours continued to surround riders’ air vests. There were stories of fallers at water jumps being left helplessly floating; and a tale about a hunt follower discreetly wearing his air vest under his coat – only for all his buttons to ‘pop’ when said safety garment was activated.

In February 1990, ETN reported: ● Michael Gidden, of famous saddlery family but acting in a private capacity, acquired St Albans, Herts based Coleman Croft Saddlery. ETN reported that Rod Sharp, who started Coleman Croft “had a reputation for being one of the sharpest businessmen in the trade.” Starting from nothing, he’d worked in hairdressing and butchery before hitting on the idea of buying bankrupt saddlery stock at auctions to sell on. Before long, he bought Suttons Farm, and set up Coleman Croft. ● Walsall saddle-makers Jabez Cliff & Co were appointed Royal Warrant holders as suppliers of saddlery and lorinery to HM The Queen. ● The Kuwait army and police force ordered £100,000 worth of men’s breeches from Harry Hall. ● ETN’s preview of the 1990 BETA Trade Fair, to be held at Sandown Park, included an interview with event rider Madeleine Gurdon [now Baroness Lloyd Webber] who was to exhibit her The Done Thing leather clothing collection. Showjumper John Whitaker was also to attend the show, having just signed a sponsorship deal with Eddie Palin Distribution.

FIVE YEARS AGO…

TEN YEARS AGO…

40 | EQUESTRIAN TRADE NEWS FEBRUARY 2020

20 YEARS AGO…

30 YEARS AGO…

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BETTER BUSINESS|ETN

Deal or no deal…

Negotiation skills are invaluable in business, says Sara Walker.

N

egotiation isn’t all about getting your own way or ‘winning’.

Done well, it’s about taking the other person’s view into account, building relationships, looking for mutual benefits and being fair.

It’s not a competition; each party will have positives to offer as well as areas where they’re prepared to make concessions.

If you’re the sort of person who runs a mile from confrontation, then you might dread dealing with suppliers or tackling employee issues. But wait…

Negotiation is about handling such situations as smoothly and mutually beneficially as possible, thus avoiding conflict. Suppliers want to sell you their product, and you need it; it’s just a case of finding the deal that best suits both parties.

Some people are naturally better at it than others, as they already have confidence and are a good ‘people person’. A sense of humour can help too.

According to Simon Cookson, who helps businesses flourish through their people, we all have the innate skills.

“Negotiation skills are fundamentally great conversation skills, such as active listening combined with open questioning, empathy with an absence of judgement and an honesty that allows us to have difficult conversations.”

Solicitor Geoff Bell agrees. “The ability to communicate effectively is probably the single most important skill,” he says. “And a good communicator listens as carefully as they speak.”

Outside his ‘day job’, Geoff is the district commissioner of the East Cheshire Branch of the Pony Club – a position also requiring negotiation skills.

“Whatever the situation, you need to be able to understand where the other party is coming from, and appreciate their hopes and needs, if you are to persuade them to move closer to your point of view.”

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DOING A GOOD DEAL To make negotiation successful, both parties must be seen to be playing fair. There’s no quick fix. Good negotiation helps build strong, long term relationships because it fosters goodwill. A deal which leaves both sides equally satisfied means they will be happy to work with each other again.

According to sales strategist Ellen Price, negotiation is about knowing your worth and being proud of it – while also acting in the other party’s best interests.

“If you devalue yourself through a negotiation process, you carry some resentment into the delivery of what it is you’re being asked to do,” she says.

“This means you won’t deliver your best for the other side, and therefore haven’t acted in either party’s best interests. It also alters the power dynamic against you, creating inequality in your relationship.

“You should always negotiate on value, not on price, which means first understanding your own value and the ‘bargaining chips’ you have at your disposal.

“Think in terms of what you can trade.

If a sales prospect asks for a discount, instead of a straightforward price reduction, think how your offer can be re-shaped to sit within their budget requirements.

“If you’ve taken time to build a relationship of trust, they will be open about their budget and respect you for not simply cutting your price – which can suggest that you were planning on making an unreasonable margin in the first place!”

If the other party is trying to take without giving, then it’s better to walk away than concede more than you’re comfortable with.

Freelance consultant Emma Creese says: “I know my worth, know when to pitch high to leave negotiation room so all parties are happy and, most importantly, know when to be brave and walk away from a deal I think is unreasonable.”

TOP NEGOTIATION TIPS • Remove thoughts of winning or losing, they make you fearful.

Negotiate with a desire to agree something that genuinely works for both sides – Simon Cookson.

• Be clear about your objective but ensure it’s achievable and fair to the other party. A negotiation should conclude with both parties feeling they have achieved their objectives – Geoff Bell.

• Beware of closed questions that can end in stand-off. Instead, use open questions that begin ‘how’ or a ‘what’. These allow the other person to express their view and feel in control – Ellen Price.

Simon Cookson: negotiation is about great conversation.

Lawyer Geoff Bell also flexes his negotiating skills as a Pony Club DC.

WHEN TO WALK AWAY Even the most skilled negotiators won’t be able to reach an agreement every time. While some discussions just need a little extra effort to reach a satisfying conclusion, others are so far adrift that there’s no point wasting time over them.

Ellen Price: be proud of your worth.

EQUESTRIAN TRADE NEWS FEBRUARY 2020 | 41

ETN|BETA BUSINESS AWARDS 2020

A CELEBRATION OF THE BEST IN THE BUSINESS! C

ompanies and individuals who have made a significant contribution to the equestrian industry were celebrated at the 2020 BETA Business Awards.

Winners of these prestigious accolades were announced during the British Equestrian Trade Association's annual Gala Dinner, at the National Motorcycle Museum, near Birmingham, on Monday 20 January.

Guests at this high point in the equestrian industry calendar arrived for a champagne reception, followed by a three-course dinner, before dancing the night away with a disco provided by Keratex Hoofcare. The BETA raffle – always a great fundraiser for the Riding for the Disabled Association – collected £1,125 for the charity.

WEATHERBEETA GROUP RETAIL EMPLOYEE OF THE YEAR

Chantelle Snowling, of Tower Farm Saddlers’ Rugby store, is presented with the Retail Employee of the Year award by Doug Walker, of sponsor the Weatherbeeta Group.

Winner: Chantelle Snowling, Tower Farm Saddlers, Rugby, Warwickshire This award recognises employees showing excellent customer service, great product knowledge and a passion for professional retailing. The winner receives a cash prize in addition to the award and their employer is given BETA training vouchers.

The judges said: “Chantelle is a very deserving winner of this award, having proved herself to be a dedicated, focused and ambitious employee. She has a charming manner and friendly approach that is supported by a sound knowledge of the trade.”

42 | EQUESTRIAN TRADE NEWS FEBRUARY 2020

“This year saw another set of deserving winners in the Business Awards,” said BETA executive director Claire Williams. “The bar is always set extremely high and those who received a trophy represented the very best in the industry.

We send our congratulations to them all and our thanks to the companies who sponsored the awards.”

The winners of the 2020 BETA Business Awards were...

TSM MARKETING EFFECTIVENESS AWARD

TSM’s Tim Smith presents (left to right) Westgate Labs’ Katrina Pedlar, Kristy Hodgson and Claire Shand with the Marketing Effectiveness Award.

Winner: Westgate Labs, Morpeth, Northumberland This new award celebrates effective communications and the increased value a company’s marketing campaign has brought to its brands. Aspects such as store and show-circuit promotions, mass media advertising, sponsored riders and social media are assessed to see how powerful a role they play in solving business problems and generating revenue.

Westgate Labs was praised for having clear objectives, effectively rolling out a desirable subscription model across different mediums and keeping print and digital advertising, direct emails, website graphics and social media all within budget. The judges added: “They were able to highlight the campaign’s success in terms of generated interest and financially.”

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BETA BUSINESS AWARDS 2020|ETN

EQUINE CAREERS SALES REPRESENTATIVE OF THE YEAR

Karen Beaumont (left), of Allen & Page, collects the Sales Representative of the Year award from Equine Careers’ Emma Dyer.

Winner: Karen Beaumont, Allen & Page, Thetford, Norfolk Finest Brands International’s Runner-up: Hayley Hayley Weatherstone is Weatherstone, named Sales Representative Finest Brands of the Year runner-up.

International, Leeds This award, open to both employed and selfemployed sales representatives and agents, goes to the individual judged outstanding in his or her approach to customer service.

The judges said of Karen: “With her cheery disposition and horse welfare as high on her agenda as her sales, she is to be congratulated for her commitment, drive and passion.”

STUBBS ENGLAND NUTRITIONAL HELPLINE OF THE YEAR

Stubbs England’s Ross Bradwell presents TopSpec’s Anna Welch with the Nutritional Helpline of the Year award.

Winner: TopSpec Equine Thirsk, North Yorkshire Runner-up: Dengie Horse Katie Williams, of Dengie Horse Feeds Maldon, Essex Feeds, accepts the Nutritional Helpline runner-up certificate.

This accolade goes to the company that offers excellence in nutritional advice and service to customers – consumer, trade and retail.

Judges praised TopSpec for the “clear, precise information given, with details about local suppliers to follow up with after the call”.

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SEIB RETAILER OF THE YEAR This award for tack shops and feed merchants – whether or not they are BETA members – relies on customer nominations. It is divided into two categories: Equestrian Retail Store and Online/Mail Order Retailer.

SEIB’s Nicky MacKenzie presents the Equestrian Retail Store award jointly to (left to right) Tower Farm Saddlers’ JohnHenry Welton, Jean Costello and Prue Welton, and Aivly Country Store’s Matthew Chard and Alex Brown.

Equestrian Retail Store Manor Equestrian’s Mitchell Gent, Matt Severn and Robert Rafferty Joint winners: accept the Equestrian Retail Store Aivly Country Store, runner-up certificate.

Ringwood, Hampshire Tower Farm Saddlers, Rugby, Warwickshire Runner-up: Manor Equestrian, Newthorpe, Nottinghamshire One judge said of the joint winners: “The stores were well laid out, with well-lit displays. I was greeted on arrival by friendly staff who made me feel like a valued customer. They offered great advice, with sound knowledge.”

Online/Mail Order Retailer

Nicky MacKenzie presents (left to right) Supplement Solutions’ Emma Sutton, Laura Nelson and Hannah Wild with the Online/Mail Order award.

Winner: Supplement Solutions, Great Eccleston, Lancashire Runner-up: Urban Horse, Alston, Cumbria Judges were impressed with the company’s easy-to-navigate website, knowledgeable staff and wealth of information available, and felt that this was a retailer that excelled in both the Urban Horse’s Carolyn Hymers collects the certificate for service offered and Online/Mail Order Retailer the range of products runner-up. available.

EQUESTRIAN TRADE NEWS FEBRUARY 2020 | 43

ETN|BETA BUSINESS AWARDS 2020

CERIS BURNS EQUESTRIAN EXPORT AWARD

Ceris Burns presents Tim Smalley, of Bedmax Shavings, with the Equestrian Export Award.

Winner: Bedmax Shavings, Belford, Northumberland This award is presented to the company that has shown substantial and sustained increases in export activity over a three-year period.

A judge praised Bedmax’s commitment to ensuring that its export sales manager has face-to-face meetings with clients at least twice a year, adding: “I am impressed by their foreign-language brochures, international advertising programmes and the Chinese- and Arabiclanguage sections on their website, which show a real commitment to international markets.”

EQUESTRIAN EVENT OF THE YEAR SUPPORTED BY HENSON FRANKLYN Winner: Your Horse Live, NAEC Stoneleigh, Warwickshire This accolade, which is nominated by consumers and tradestand holders that have exhibited at various events, acknowledges the indoor or outdoor Danny Wade, of Henson Franklyn, presents (left to right) Your Horse consumer show that Live’s Lucy Scott and Clare Hall works best to take the Equestrian Event of the the trade’s needs and with Year award. requirements – and visitor experience – into consideration. Judges praised Your Horse Live for its move to a three-day event and trying to “accommodate exhibitors’ requests, and taking time to walk round other shows and listen to ideas, and change the show for the better.”

BETA LIFETIME ACHIEVEMENT AWARD

LORINERY RETAIL DISPLAY COMPETITION SUPPORTED BY THE WORSHIPFUL COMPANY OF LORINERS Richard Cleeve is presented with the Lifetime Achievement Award by BETA president Jane Holderness-Roddam.

Aivly Country Store shop manager Matthew Chard receives the Lorinery Display Competition award from Sue Douthwaite, master-elect of the Worshipful Company of Loriners.

Winner: Aivly Country Store, Ringwood, Hampshire This award is designed to encourage high standards of in-store displays and the provision of information and educational material for the consumer.

Judges said that the winner’s lorinery display featured a wide range of bits and was well-lit and arranged into logical categories. “Aivly is to be congratulated on leading the field with its comprehensive and impressive arrangements of horse bits, and the information provided that helps to clarify the details of bit function and selection,” they added.

44 | EQUESTRIAN TRADE NEWS FEBRUARY 2020

Winner: Richard Cleeve This year’s BETA Lifetime Achievement Award winner, Richard Cleeve, founder of leading equine supplement company NAF, was honoured for the passion he has consistently shown for animal welfare and his belief in the environment and all things natural.

He was praised for his modesty and practice of always investing funds back into the business and the industry, notably NAF’s research and development in new products and further innovating existing ones.

Richard spent his early working life on cattle stations in Australia before returning to Britain and running the family dairy farm in Monmouthshire. He married Fiona and had two daughters who took up riding, just as he had done since childhood. On seeing environmental stresses causing their horses to cough, he pioneered the manufacture of dust-free hay.

With Dr Nicholas Larkins, a vet, he then developed the use of natural products known as nutraceuticals.

This became a core value when, in 1989, Richard founded NAF, which became an official supplier to British equestrian teams 18 years later. He has also been instrumental in raising nutritional awareness among performance athletes.

He retired as Deputy Lord Lieutenant of Gwent in 2017, at the compulsory retirement age of 75.

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GALA DINNER SOCIAL DIARY|ETN

IT’S PARTY TIME!

Gents donned their best bib and tuckers while ladies dressed to the nines for the 2020 BETA Gala Dinner. Guests were treated to a champagne reception on arrival before enjoying an evening of dining and dancing with friends and colleagues.

Getting in the party mood are Neue Schule and guests (left to right) Aisha Kirby, Sarfraz Mian, Emily Sherratt, Daniel Naprous, Sally Anne Oultram, Jonny Worth, Heather Hyde, Mette Larsen, Elise Jones, Eleanor Neil.

The Manor Saddlery team put their best feet forward.

TSM’s Isobel Cooke, Harriet Foster Thornton, Tim Smith and Claire Tew enjoy a glass of bubbly before dinner.

The Worshipful Company of Saddlers’ master-elect, Sue Douthwaite, and prime warden, Nicholas Mason, have a chat over dinner.

Redpin Publishing’s Andy Haines shares a joke with Eloise Chugg-Martin, of NAF, and Richie Porter, of RAP.

Emily Bailey and Verena Bowyer, of Bramham Horse Trials, and Georgina Teece, of Silvermoor Haylage, enjoy a bit of socialising.

Joining the party are Anthony Edwards and Alison Gates, of first-time BETA International exhibitor EqWax.

BETA executive director Claire Williams welcomes a Russian trade delegation to the Gala Dinner (left to right): Liudmila Konopatkina, Evgeniya Rachinskaya, Julia Bagratuni, Ksenia Tihhonova, Andrey Pomogayev, Julia Plotnikova, Gleb Ivanov, Claire, Katya Glukhova, Maria Pankova, Alexandra Zinovyeva and Daria Aksenova.

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EQUESTRIAN TRADE NEWS FEBRUARY 2020 | 45

ETN|CLASSIFIED

Classified Tel: +44 (0) 1937 582111 Fax: +44 (0) 1937 582778 Email: sales@equestriantradenews.com

BETA

List your website here

Listinformation your website here582111 ForFor more call 01937 more information call 01937 582111

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CCJs BERNADETTE O'SULLIVAN T/AS WOODCROFT STUD WOODCROFT MARHOLM PETERBOROUGH CAMBS PE6 7HP £2,235 TIMOTHY HARRIS T/AS WOODCROFT STUD WOODCROFT MARHOLM PETERBOROUGH CAMBS PE6 7HP £2,235 JAMES LITTLER T/AS SPRING BANK STUD HOLME FARM PLEMSTALL LANE MICKLE TRAFFORD CH2 4EN £3,325 LAURA WILLIAMS T/AS SPRING BANK STUD HOLME FARM PLEMSTALL LANE MICKLE TRAFFORD CH2 4EN £3,325 AQUILA SPORTHORSES LIMITED THE CRESCENT ROPERGATE PONTEFRACT WEST YORKSHIRE WF8 1LY £610

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

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

GAVIN HETHERINGTON T/AS NORTH EAST SPORTS HORSES HORSLEY BANKS FARM HORSLEY NEWCASTLE UPON TYNE NE15 0NS £9,916

EQUESTRIAN SURFACES LTD PHOENIX WORKS PHOENIX WAY BURNLEY LANCS BB11 5SX £2,035

HANNA WOOD T/AS IT'S ALL A BIT HORSE DIBBLE BRIDGE BUNGALOW CASTLETON WHITBY YO21 2DR £3,701

TREVOR MCCLELLAND T/AS DOAGH EQUESTRIAN 10 BALLYCLARE ROAD DOAGH BALLYCLARE CO ANTRIM BT39 0PE £4,578

THE BRITISH HORSE SOCIETY (TRADING COMPANY) LTD ABBEY PARK STARETON KENILWORTH WARWICKSHIRE CV8 2XZ £9,641 HRP EQUESTRIAN LTD HENWOOD HOUSE HENWOOD ASHFORD KENT TN24 8DH £2,007

46 | EQUESTRIAN TRADE NEWS FEBRUARY 2020

DAN FYSH T/AS MARWYN EQUESTRIAN MOAT FARM BRAMFIELD ROAD DATCHWORTH HERTFORDSHIRE SG3 6SA £5,160

GHYLL PARK EQUESTRIAN LIMITED LITTLE TRODGERS LAKE STREET MARK CROSS CROWBOROUGH EAST SUSSEX TN6 3NT £7,231 WYLDE EQUESTRIAN LTD WADDOCK FARM WADDOCK DORCHESTER DORSET DT2 8QY £137 GREEN FEEDS LTD CHURCH FARM NORMANTON LANE NOTTINGHAM NG13 0EP £4,789

DAN WILLIAMS T/AS MARWYN EQUESTRIAN MOAT FARM BRAMFIELD ROAD DATCHWORTH HERTFORDSHIRE SG3 6SA £5,160

Appointment of Liquidator LEAMSIDE EQUESTRIAN LIMITED LEAMSIDE EQUESTRIAN 1 ST JAMES GATE NEWCASTLE UPON TYNE NE1 4AD

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Soothe & Gain A High Calorie Conditioning Feed

• Low starch, low sugar soaked feed, suitable for horses prone to equine gastric ulcer syndrome as part of a balanced diet • Ideal for those in harder work or those that need to put on or maintain weight and condition • High in fibre containing Beta-Glucans • Contains prebiotics and a probiotic • Fully balanced with vitamins and minerals* • No whole cereal grains, no molasses, no soya and no alfalfa

For more information contact your Allen & Page Area Manager or our Sales Team on 01362 822 900 or email helpline@ allenandpage.co.uk www.allenandpage.com WWW.EQUESTRIANTRADENEWS.COM

*when fed at recommended levels EQUESTRIAN TRADE NEWS FEBRUARY 2020 | 47

ETN|TITLE

NEW VENUE ◆ NEW ERA ◆ NEW OPPORTUNITIES

24 – 26 JANUARY 2021 Join us at

NAEC STONELEIGH Warwickshire CV8 2LZ

EXHIBITOR OPEN AFTERNOON 1PM TUESDAY 3 MARCH 2020 Oak Tree Suite, NAEC Stoneleigh (Please confirm attendance)

For more information, contact Darren Mottershead: T: +44 (0) 1937 582111 E: darrenm@beta-int.com Main Sponsor

Main Sponsor 48 | EQUESTRIAN TRADE NEWS FEBRUARY 2020

www.beta-int.com WWW.EQUESTRIANTRADENEWS.COM