Inside this issue Features 10
CARING FOR THE VETERAN
14
WHOLESALE & DISTRIBUTION
Horses in their twilight years Maximise the benefits
24 CLIPPERS
Staying sharp
26
SPOGA HORSE AUTUMN
30
BETTER BUSINESS
Preview of the Cologne show
Packaging
Regulars 5
UK NEWS
18
LET’S TALK PRODUCTS
32
LAUNCH IT
32
SECRET SURFER
The latest industry news Winter rugs
New products to stock Websites on show
Front cover image courtesy of Horseware Ireland.
Contact US Equestrian Business Monthly, The Old Dairy, Watton Road, Hingham, Norwich, Norfolk, NR9 4NN, UK T: +44 (0)1953 850678 F: +44 (0)1953 851936 E: enquiries@ebmonthly.co.uk W: www.ebmonthly.co.uk Editor – KATE HANNAM E: editorial@ebmonthly.co.uk Advertising Sales & Production - ALLISON KEMP T: +44 (0)1953 852946 E: allison@ebmonthly.co.uk Design – HOLLY TODD @ PressPoint E: graphics@presspoint.co.uk Disclaimer
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Whilst every care has been taken to ensure that the information and reviews contained in this magazine are both accurate and up-to-date, neither Equestrian Business Monthly nor its contributors accept any liability to any party for loss or damage incurred by reliance on the information contained in this magazine or through omission or errors, howsoever caused.
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EDITOR’S COMMENT or to somewhere like Tesco or Aldi, where customers do not expect as high a level of service and are simply drawn by price. Who can afford that?
Online competition
Faithful service This title reflects not just one of our features for this month – Caring for the veteran – but something else that has leapt to the fore, customer service. Last month saw the demise of many more high street names in a stark reminder that no retail business can afford to be complacent, particularly as the economy is struggling. With this in mind, here’s a story… I decided I wanted a new pair of denim jodhpurs, popped into a tack shop, and found a stack of jodhpurs randomly piled in a dingy corner, with a ladder and boxes blocking the way. Having moved the obstructions, I found one denim pair. I asked the manager if they had any more available, and “No, just these ones” was the response. Politely, I replied that I had tried this brand before and wasn’t keen, to which the only answer I received was, “Well, we’ve never had any complaints about them before.” So what did I do? Go home and ‘Google’ denim jodhpurs and buy a pair online. No offer to order in another brand for me, no suggestions of other styles I could try, not even a particularly courteous reply. Bad customer service in tack shops drives people away – to a competing store, to the internet 4
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Thanks to the internet, consumers are able to shop around like never before. Our news story this month on Derby House closing most of its stores to focus on online illustrates the effect this is having on even larger-scale retailers. Phillip Cullum of the UK consumer champion Consumer Focus highlights: “In our survey, 85% of consumers said that the internet makes it easier than ever to get the best deal. This isn’t just the view of younger people: nine out of ten people aged 55 and over agreed.” Furthermore, where previously even badly-run businesses had a chance of succeeding due to consumer isolation – if one customer felt let down, it was no great loss as another one, oblivious, would be along shortly – now more and more people use the internet to tell the world about their experiences, good or bad. There are many online forums where equestrians
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customer loyalty in future and provoke a good review instead of bad. As an aside, Consumer Focus is developing an App to allow customers to check their rights in a shop. For more information on Consumer Focus, visit www. consumerfocus.org.uk. Talking of mobile phones – the rise of smartphones means that consumer behaviour is
to shop, browse and research. There are two main points to draw from this. Firstly, it again heightens the challenge that many retailers face in terms of competition with online. Secondly, with this demand for fast, user-friendly and seamless mobile transactions only likely to increase (Morgan & Stanley predicts that mobile sales will overtake PC sales by 2014),
changing once more. A recent survey showed however that
e-tailers need to bear this in mind if they too wish to remain competitive.
There are many online forums where equestrians can and do easily name and shame, as well as ask for recommendations
can and do easily name and shame, as well as ask for recommendations. This should be ignored at your peril. The negative impacts of a bad review have been vastly increased. Says Phillip: “US research suggests that if 100 people have a bad experience, a retailer stands to lose up to 36 current or potential customers. People may be even less likely to shop where a friend has had a bad experience than if it had happened directly to them because bad stories often get exaggerated in the re-telling.” Most customers however are reasonable, and understand that mistakes can occur. If a company makes a mistake and they deal with it in a prompt, friendly and efficient manner, this can actually increase August 2011
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many online retailers are failing to meet the demands of ‘m-Commerce’, with many sites currently mobile ‘unfriendly’. The Office of National Statistics states that 31% of internet users connected via a mobile phone in 2010 (up 23% from 2009). Incidentally, the most popular products bought online (by 52% internet shoppers) were clothes and sporting goods. According to recent research by eDigitalResearch and Portaltech, half of smartphone users have completed a purchase on their mobile, an increase of 20% over just nine months, with 11% of smartphone shoppers now making a purchase on a weekly basis. Not only are people using their smartphone to buy products, they are also increasingly using their phones
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Last month, the subject of customer service in tacks shops took over the @EBMonthly Twittersphere, on more than one occasion - log into Twitter and see for yourself! It started off as a question on how equestrian retailers can compete with eBay, and just grew! People are clearly very passionate about this subject, and its not one that is going to go away.
Don’t keep your thoughts to yourself! - email editorial@ebmonthly. co.uk or write to Equestrian Business Monthly, The Old Dairy, Watton Road, Hingham, Norwich NR9 4NN
Kate Hannam
UK News A round-up of the UK’s equestrian trade news
Virbac SQP of the Year 2011 enjoys her prize
Obituary – Sue Norrington
Having been presented as the winner of the inaugural Virbac Equine SQP of the Year Competition at BETA International in February, Suzi Law enjoyed her prize of an expenses paid weekend at the Hickstead Jumping Derby. Suzi’s weekend included a course walk around the famous International Arena, along with exclusive access to the famous Derby Bank for a photo call. Suzi met top eventer and Olympic gold medallist Wendy Schaeffer, sponsored by Virbac in Australia, who took time out to pose for some photos with Suzi and Virbac senior veterinary advisor Callum Blair. She was then invited to present the award to the winner of the Virbac sponsored showjumping championship, The Equimax Under 25 Masters. The weekend was rounded off with lunch in the members restaurant enjoying the thrills and spills of the Hickstead Derby. The nail biting competition saw Tina Fletcher take the title with the only clear
Sue Norrington sadly passed away in July, after being diagnosed with pancreatic and liver cancer in January this year. Sue had been involved in the field of equine therapy for 40 years as the MD of H R Medics Ltd in Newmarket. Her knowledge of equine therapy was unsurpassed, her research and innovation in this field provided care and relief for horses across every discipline. H R Medics exhibited and sold its products across the world and her customers were a who’s who of the equine world. The company ceased to trade in March this year. Says Elaine Welsford of ECW Consultancy: “I worked with Sue for 10 years. She was a cheerful, charismatic character and a good friend. She was full of enthusiasm for the health and welfare of the horse, always looking for the next product to advance their care. Her knowledge is now sadly lost, but the work and enthusiasm will be long remembered by those who knew her.”
round, becoming the first woman to win the class since 1973. “I had a truly fantastic weekend,” says Suzi. “I was honoured and delighted to have been nominated for and then to win the Virbac Equine SQP of the Year, and to be able to enjoy a prize like this was just amazing.” Virbac Animal Health is inviting nominations for the Virbac Equine SQP of the Year Award 2012. More details can be found at www.3dworming.com, and you could win a prize just for registering a nomination.
Chelford Farm Supplies goes the extra mile
The winners of the EQVALAN SMARTest Store competition have now been chosen. First place went to Chelford Farm Supplies in Cheshire, where the team set up an amazing display of SMART banners, leaflets, dummy packs and balloons as well as a real pony inside the
store. Shop manager Louise Brown explains: “The display was a group idea really, we came up with the idea of the pony in the store and it grew from there. We kept the display of balloons and banners up for about ten days and the pony created a lot of interest and allowed us to explain more about worming, discuss worm egg counts and the options available to customers. This has been our most creative display yet and we even used horse treats that look like droppings and soaked noodles to look like worms to really make an impact!” The team at Chelford Farm Supplies has won an Apple iPad and £250 as a reward for
their hard work. Two runners up received an Apple iPhone and £100. These were Wynnstay Farm Supplies in Oswestry and John Toomers in Swindon, who both made creative use of materials to increase customer awareness of worming. EQVALAN product manager Claire Edmunds says: “The entries were excellent for this competition and many stores made great use of our SMART point of sale material. We know that some customers can feel a little intimidated by worming and may not approach an SQP, but eye-catching displays like the one set up by Chelford Farm Supplies can really encourage customers to ask for advice, which is crucial to ensure horses are wormed correctly.”
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UK News
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Efeed ceases trading Berkshire-based online feed company Efeed.co.uk has ceased trading. Explains managing director Stuart Fitzgerald: “Unfortunately despite attempts to move Efeed. co.uk onto a new owner we have been unable to find a suitable suitor for the business and will be closing the online store in order to concentrate our energy
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New Appointments
on our core and fastest growing divisions, namely the White Horse Bedding brand of animal bedding and the rapidly growing domestic solid fuel supplier White Horse Energy.” At the time of going to press, the company website, domain name and trademark were all listed for sale on eBay.
Alpha Feeds purchases Vitalin North Nottinghamshire-based pet food manufacturer Alpha Feeds has purchased the business of Kennel Nutrition Ltd in administration, well known for the Vitalin brand of dry pet foods. All the Vitalin stock and packaging from the Ripon-based business has been moved to the Alpha Feeds site at Retford and the systems are already in place to fulfil customer orders and manufacture stock. Alpha Feeds managing director Ryck Turner says: “We’re delighted to have purchased such a prestigious and long
UK News
established brand. Our initial plan is to provide complete continuity and operate the Vitalin business as normal. The Alpha and Vitalin brands will be kept very separate and will stand alone with discreet development plans which will be made over time as we look to move them both forward by building on their relative strengths.”
Chloe joins Dog Rocks In line with its continued growth, Dog Rocks has announced another new appointment – Chloe Hill-Thomas will take on the role as business development manager. Chloe will specifically work with key accounts both in the UK and Europe to coordinate their promotions and implement objectives and her first sales focused project will be to secure garden centre distributors and wholesalers.
Ideal post for Jim Revilles The Ideal Saddle Company has appointed 40-year-old Jim Revilles as product development manager. The new post will see Jim playing a key role in the development of new saddles and techniques as well as working on the marketing side of the business. A former instructor in the Royal Air Force (RAF), Jim is an experienced rider and was a member of the RAF’s showjumping and eventing squad. He currently owns four horses, including an ex-racehorse on which he regularly competes at eventing and dressage. Says Rob Lugsdin of The Ideal Saddle Company: “Jim has been using our saddles on his own horses for several years and for the past five years he has been closely involved with us in a consultancy role, so he seemed the perfect candidate for this position.”
Vicky joins Supreme Products Vicky Archer has joined Supreme Products as area sales executive for the south. With a wealth of knowledge in the equestrian industry, Vicky has previously worked in both the feed and healthcare sectors. A keen showing competitor, Vicky is based in Hertfordshire and competes in Hack and Side Saddle classes as well as producing show ponies. Says Vicky: “I am delighted to be part of the Supreme Products team. The products are fantastic and I have used them to help with top class turnout on my own horses and ponies for many years.”
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August 2011
Groomers welcomes new communications manager Groomers has appointed Melanie Leando as its head of communications. The Newbury-based role will focus on developing online relationships and building further brand awareness across new media platforms. Melanie, who has a background in public relations, has been involved in the equestrian industry for many years. She owns and competes her horse Macchiato. Melanie says: “After working in beauty PR for a number of years I’m eager to return to an industry I’m passionate about, working to develop both our equine and canine markets here at Groomers is an exciting challenge.”
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UK News
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GlassGuard provides stable protection Accidental breakage of fluorescent strip lights commonly found in most stables pose a risk of glass contaminating the stable or even injuring a horse. Now GlassGuard is providing a new type of shatterproof lamp to the equestrian world which eliminates this risk. GlassGuard’s IP65 fixtures and GlassGuard BlackBand coated lamps have been fitted at Highland Farm Livery in Suffolk following one too many accidental breakages. The 19 box livery yard is home to rising event and show jumping rider Chloe Winchester. Her father
Chris is pleased with the lighting upgrade: “We use fluorescent lamps to light the stables, but when you throw a rug over a horse’s back the straps fly up into the lamps. We have smashed a number of lamps that way and the result is a bed full of glass. I now have total peace of mind that if the new GlassGuard lamps break, the coating will keep all the glass contained, so it won’t fall in the bed or on the horse.
Westgate Labs pleased with tour response Westgate Labs has been on tour during the first half of the year. Says Gillian Booth: “We were delighted that BETA invited us to be part of the CPD days for SQPs. It was great to get out to far flung corners of the UK and talk to people in the industry. Our aim was to give confidence in using worm counts in worming programmes, keeping folk up to date with the current BVA guidelines on only using worming products for the horses who need them. Judging by the feedback this was mission accomplished! “We have two systems to support shops, the well
established pouch kit which sells like any other product, or the service for shops where all the results come back to the in store SQP. Since the tour we have had lots of interest from stores wishing to join the merchants scheme and are very pleased to be working with so many new contacts. As we don’t sell wormers the customers return to the shop if they need to buy any. “There is no doubt that worming advice has changed and shops need to take their share of the business opportunities this offers. It’s great for customer service and loyalty too.”
Body protectors made in any size Powell Protec, the manufacturers behind the Rodney Powell body protector range, has recently gone the extra mile to prove their body protectors can be made in any size. A recent request from its European distributor JVH Eventing was to make a body protector for the President of the French Carriage driving Association, Mr Cataneo, who is 6 feet 9 inches tall with a 62inch waist. A change in carriage driving rules has meant all competitors now need to wear a body protector for the marathon stage of competitions. Mr Cataneo is said to be extremely happy with his 8
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new body protector, if left a little baffled as to just how it has been achieved in such a bespoke size.
August 2011
UK News
Saddle fault puts Quantum in liquidation Quantum, the company behind the lightweight and awardwinning Quantum saddle, has gone into liquidation after a technical fault forced the company to stop trading. The innovative saddle was launched in 2009 after ten years of research and £2 million investment. In a letter sent to customers in June, director Matthew Stockford explained: “In March, we were made aware by one of our professional riders that a bridge had broken. We decided not to sell any more saddles until the problem had been rectified. “We came up with a redesign when we were informed of two more bridge failures and then another failure in the saddle’s metalwork, something we hadn’t seen before. Our engineers informed us that they did not understand why the saddle was breaking and could not come up with a solution. They were not prepared to put any more time or effort into the saddle. “Given the lack of support from the engineers and the fact that no further funding was available, the company had no choice but to cease trade.”
RS-tor launches point of sale material Polypads has re-launched the RS-tor rider safety aid with new packaging and eye-catching counter displays for retailers. All orders from June 1st 2011 will be supplied with the new point of sale materials, together with exclusive retailer offers and promotions, including branded RS-tor polo tops for retailers. “The RS-tor rider safety aid was recently redesigned to offer more safety and usability features, including adjustable fixing straps and a new ergonomic end-piece, and we wanted to really help retailers showcase these new elements,” says PolyPads’ Lee Buck. “The packaging clearly displays the ergonomic end-piece, so customers can see and feel the item without having to take it out of its packaging.”
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UK News News In Brief Derby House closes stores to focus on online The equestrian retailer Derby House is closing or selling all bar one of its stores in a restructuring that will see the business focus mainly on its online operation. The one retail outlet that will remain open is the 10,000sq ft Wrightington store in Lancashire.
Battles supplies Aqueos Battles is now supplying new brand Aqueos, a water-based disinfectant launched at BETA International 2011. Products include shampoo, sanitisers, soap, tack cleaners and multiuse disinfectants.
Trade fair extends free coach service BETA International is running an extended free coach service for 2012. The new arrangement will see coaches leaving Exeter, Maidstone and Carlisle early on Sunday morning – with collection points en route to the NEC, Birmingham. An extra coach will travel up from Exeter on Monday, providing an additional opportunity for a day visit to the show, as well as collecting retailers who have been passengers on the previous day. Contact Lynn Pattison on +44 (0)1937 582111 or email tradefair@beta-int.com for further information.
Correction SP Equine Health and Herbal is now known as The Animal Health Company, +44 (0)1787 476400 www.animal-health. co.uk, and not as stated in July’s issue.
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Spot light on America
Want to do more business and increase the respect of other women working in the horse industry?
It all started for me in the summer of 2009. Two friends told me about a new business networking organisation called the Women’s Horse Industry Association (WHIA). Its mission was to help members gather the information they need to become more successful in their equine businesses and to promote the advancement of women in the equine industry. I immediately contacted Catherine Masters, the brainchild of the new association, to learn more, and then decided to join myself. I was pleasantly surprised to learn that the membership dues were only $50.00 per year, plus an additional $35.00 to be included in their big Christmas Book/ Directory. Other benefits of membership included a oneyear digital subscription to Equine Wellness Magazine, and other free things including a listing in the Member’s Directory, promotion in the WHIA monthly newsletter, member profiles or product spotlights, use of the WHIA logo, and discounts on WHIA products and events as well as discounts from other WHIA member products and services. One of the things that I quickly learned that helps make WHIA so special is their annual conference. Last year I was fortunate enough to be asked to be a speaker at their Nashville, TN educational event, and not only was I able to teach others more about marketing and public relations within the horse industry, but I was delighted to learn from other speakers as well. Not
only that, but I was able to network with other women in equine-oriented businesses from all across the country. Remember, sometimes it’s not what you know, but who you know. The membership in WHIA has grown to over 750 in just two short years. You might be thinking, that’s nice, but how does this association in the United States affect me? The Women’s Horse Industry Association is pleased to announce that memberships are now open to working women in the equine industry in the United Kingdom. “We have had a lot of requests to open a chapter in the United Kingdom and we feel that now is the time to do it. We have some members already and they want to start meeting one another and having more opportunities to do business with one another. We are hoping that by opening this branch, it will make doing these things a lot easier,” states WHIA’s global director, Catherine Masters. Michelle Girling, of Tuffa International Footwear, is the acting branch director and can be reached at michelleg@tuffaboots.com. To find out more about the UK Women’s Horse Industry Association, please visit www. ukwomenshorseindustry.com.
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CARING FOR THE VETERAN
The twilight years
Advances in medicine and better management practices means that, as with humans, the equine population of the UK is living longer. Equestrian Business Monthly highlights the specific needs of veteran horses that, if addressed, can help keep them healthy and active throughout their twilight years.
Image courtesy of British Horse Feeds
Horses are classified as veteran once they reach the age of 15. In practice however, their physical ‘age’ often depends on factors such as its health, workload and management throughout its life, together with some level of genetic variation. Signs that age is catching up with a horse include loss of condition, stiffness, worn or missing teeth, sunken back and hollowed eyes, together with a greying of the coat. Advancing age needs not prevent the horse from living a healthy and active life in the years to come, so long as the veteran receives some additional care to take into account its aging body and individual need. One of the main areas to address is often feeding, and this is where the retailer can step in to assist. Sales and marketing manager for British Horse Feeds, Simon Parker, neatly sums up why retailers should ensure that veterans are provided for in the product lines they carry: “Veteran horses make up 25% of the total UK horse population, providing retailers with a significant opportunity. Owners of veteran horses are prepared to pay extra for feeds that are well formulated and balanced.”
Digestive challenges As a horse ages, the efficiency of its digestive system naturally begins to decline, meaning that energy and nutrients may 10
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not be absorbed to the same degree as when the horse was younger. Consultant nutritionist for British Horse Feeds, Dr Tom Shurlock, explains: “The gut is an extremely complex muscular tube. As with any muscle, time has an effect, and the motility (that pushes food through it) and force of contractions weakens with age. Additionally, stomach acid declines, as does enzyme production from the pancreas. Changes in acid and the proportions of enzymes have a knock on effect on the pH of the gut, which, in turn, can affect the proportions of bacteria along the whole length of the gut, and impact on fibre fermentation.” Diets fed to veteran horses must therefore take into account these changes, maintaining good levels of all the key nutrients absorbed in the small intestine and optimising their absorption, whilst also supporting the function of the hindgut. Dr Shurlock continues: “Any horse over 15 years should be regarded as a veteran and feeding changed accordingly. This means understanding that changes are occurring and adapting the feed to bolster key areas such as bone accretion, biochemical efficiency and gut function.” The feed provided should not be fully balanced with quality nutritional sources, but should also take into account other potential challenges the veteran horse might face. Clara BaillieLane, sales and marketing manager for Allen & Page, August 2011
highlights that veteran horses are more likely to have sensitive digestion and poor dentition, and therefore recommends, “A feed that is easy to eat, is free from ingredients that commonly cause intolerances, such as barley, and provides
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requirements. With many different brands on the market – and a wealth of difference between the health and needs of 15-year-old ‘veteran’ compared to one that is 30 – customers may need guidance on finding the right product for their
As a horse ages, the efficiency of its digestive system naturally begins to decline
the right amount of energy and nutrients for lower work levels.” As veteran horses may struggle to chew long fibre such as hay due to worn or loose teeth, owners must also ensure they are providing adequate levels of
Images courtesy of The Horse Trust
more manageable fibre to keep intake high. For very old horses, this may mean replacing hay completely.
Specialist feed Most of the leading feed manufacturers now produce feeds specially formulated for ageing horses, taking into account their specific nutritional
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veteran at home. Clara Baillie-Lane advises: “Make sure you talk to them about their horses’ needs – are they in work, prone to weight gain or weight loss, what is the condition of their teeth? By getting a full picture of the horse you will be more likely to find them the correct feed. This applies to any horse feed, but for veterans it pays to suggest a food specifically designed for them – the diet they have always been on may no longer be suitable but it can be difficult for owners to break a habit.” To add weight to this persuasion, it is worth doing some research as to the qualities of veteran feeds that make them different from ‘regular’ formulations. Dr Tom Shurlock describes how British Horse Feeds produces feed that is more supportive of the ageing gut: “The first priority is to offset a decline in gut function by offering highly digestible nutrients and to improve the fermentation efficiency of the hindgut. Veteran Care Mix contains whole milk that supplies highly digestible milk proteins, and lactose that can be utilised by the gut’s residual lactase
CARING FOR THE VETERAN – providing an alternative to starch. Inclusion of other simple sugars allows utilisation by the interstitial enzymes, reducing the dependency on declining pancreatic enzymes. The inclusion of Speedi-Beet has a prebiotic effect, which alongside yucca extract maintains hindgut integrity and reduces the Images courtesy of The Horse Trust
production of toxins. “The second priority is to target skeletal and physiological decline. Whole milk contains conjugated linoleic acid, which combats the breakdown of bone tissue and supports the positive action of Omega 3 and 6 fats
in the heart. Combined with this Veteran Care Mix contains antioxidants from a wide variety of sources that help maintain the oxidative capability of the ageing horse. “Finally there is a selection of herbs, chosen so as not to interfere with any veterinary medication (as far as scientific data allows), to provide support to the metabolism of the horse.” Allen & Page meanwhile has recently launched a brand new feed to the market that also specifically targets the needs of veterans, both nutritionally and practically. Clara Baillie-Lane explains: “Horses find Veteran Vitality to be very palatable, and as it is free from barley and molasses even horses with sensitivities to certain ingredients do well on it. Our nutritional helpline often hears from owners who are struggling to keep weight on their veterans, so the feed must be palatable and easy to eat. “Veteran Vitality is also quickly soaked to form a soft ‘mash’ that is easy for older horses to eat. Not all veterans are retired, so we’ve made sure
that Veteran Vitality has a good calorie level and energy is derived from fibre, so older horses that are still working can perform to their best. Being specially designed with the older
horse in mind, Veteran Vitality contains probiotics for healthy digestion and linseed, a rich source of Omega 3 oils, and also is boosted with a full range of vitamins and minerals.”
Cushing’s disease Also known as hyperadrenocorticism, equine pituitary gland hyperplasia or pituitary pars intermedia dysfunction, Cushing’s disease is more common in horses and ponies over the age of 15. The condition is caused by the pituitary gland producing excess hormone, resulting in the over-stimulation of the adrenal glands, which in turn produce extreme amounts of steroids which have a negative impact on health. Clinical signs include a failure to shed the coat in spring, a long, thick, dull or curly coat, weight loss despite increased appetite and excessive drinking, and eventually laminitis will occur. The horse’s body shape may also change – with filling above the eyes, loss of muscle mass, a dipping of the back, pendulous abdomen and a ‘ribby’ yet also ‘blocky’ appearance. Weight loss may be made the more severe if the horse has had its feed intake reduced in the mistaken belief that it is obesity causing its laminitis. Cushing’s horses also have a reduced resistance to worm infestation. Diagnosed by a blood test, horses with Cushing’s disease can live happily for years on medication to control hormone levels, although the long-term prognosis may not be so good. One of the most important things is to delay the onset or reduce the impact of the inevitable laminitis as much as possible, through careful farriery and management of feeding.
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CARING FOR THE VETERAN
Experts in veteran care The Horse Trust, based in Buckinghamshire, cares for the retirement needs of over 90 horses, ponies and donkeys, making it an expert veteran horse care. Liane Crowther, welfare development manager, explains more about caring for these veterans. There are various types of problems common in veteran horses, including dental, hoof and skin problems, obesity and lameness. Obesity is a common problem. Veterans tend to be less active, so may require less food, but many owners think older horses digest food less efficiently, so may over-increase feeding which can lead to excessive weight gain. Overweight horses have a greater risk of developing diseases including heart, lung and joint problems, as well as laminitis. It is recommended that like all horses, veterans are fed according to their body
condition and level of exercise. Dental problems become more common as horses get older, and missing or damaged teeth can affect the veteran’s ability to eat hay or haylage. Horses with dental problems can be given hay replacement feeds, which offer shorter chopped fibre. Rescue horse Ryan arrived at the sanctuary in an emaciated state, caused by his poor teeth, which his previous owner had not treated. He made a good recovery and is now the right weight. As Ryan has no teeth, staff feed him soaked fibre beet or sugar beet and chopped hay throughout the winter months. In spring and summer, when the grass is long, he is able to feed on grass and chews using his gums. It is recommended that veteran horses should have their teeth checked every six months, to ensure early detection of potential problems. It is also important a farrier checks the horse’s hooves
regularly (ideally every two months). This will enable the farrier to spot any changes, such as laminitis. There are also lots of products available to help with hoof problems, including hoof moisturisers, hoof hardeners and in-feed hoof supplements. There is anecdotal evidence from horse owners that these products improve the condition of hooves. Early signs of lameness may be difficult to detect, especially when the horse is retired, as often these problems can only be spotted when the horse is trotting. Regularly picking horse’s feet provides an opportunity to assess whether joints are becoming stiffer or less flexible, which can be associated with conditions that cause lameness. Arthritis is the most common cause of lameness. There are various things owners can do to help manage the condition, including regular gentle exercise, reducing work on
hard and uneven ground, and ensuring adequate warming up and cooling down periods. There are countless products that claim to improve arthritis, many of which contain glucosamine and chondroitin. Anecdotally, some horses do well on these supplements, but when choosing between them, find one that clearly states the quantity of the active ingredients – there is little regulation around these products, so they vary greatly in their contents. Finally, skin problems are common in veterans as their skin defences are not as good as in younger horses. Regular grooming will help owners pick up on any problems, such as a change in the coat, or any lumps, bumps, injuries or infections and also helps maintain better skin condition. Thanks to Jo Ireland, researcher at the Animal Health Trust, for providing much of the information for this article.
From the first signs of ageing
NoBute for veterans
Veteran Vitality has been specially formulated for horses from the first signs of ageing. Part of the Barley & Molasses Free Range, Veteran Vitality is high in fibre but low in starch and also includes live probiotics. Veteran Vitality is highly palatable and has a good calorie level to help weight maintenance, as well as being fully balanced. Contains linseed as a source of Omega 3 fatty acids to support mobility.
NoBute is a complementary liquid feeding supplement that offers veterans a genuine alternative to the pain relief drug Bute. NoBute is produced from natural ingredients, and it does not contain Phenylbutazone. The NoBute range includes; NoBute (a natural comfort for joints), NoBute Premium (repairs and maintains cartilage, joints and coat), NoBute Navilam ‘O’ (to assist the laminae, pedal bone and navicular) and NoBute No Wheeze (to soothe the respiratory system).
Allen & Page: +44 (0)1362 822902 www.allenandpage.com
The Animal Health Company: +44 (0)1787 476400 www.animal-health.co.uk
Veteran Care
Grand Flex Senior
Formulated specifically for the mature digestive system, new Veteran Care Mix has a fibre profile ideal for the older horse. The high specification of carefully selected, natural ingredients includes Speedi-Beet (that also works as a probiotic), plant extracts (to combat the negative effects in hindgut fermentation), 100% of key minerals in a natural form and enhanced vitamin and antioxidant levels to maintain optimum uptake, maintain the integrity of the gut wall and nutritionally assist natural defences. RRP: £11.20.
Grand Flex Senior targets tendon-ligament injuries, chronic lameness, stiffness and soreness and acute joint problems. Grand Flex Senior combines a proven formula including 7,500mg of glucosamine HCL, which stimulates glycosaminoglycans, and 10,000mg of MSM, a biologically-active sulphur. Other ingredients include devil’s claw, yucca, boswellia, vitamins and minerals, plus Diamond V probiotic yeast culture. Like many feed supplements containing natural products that reduce pain and inflammation, Grand Flex Senior may contain compounds prohibited for competition.
British Horse Feeds: +44 (0)1765 680300 www.britishhorsefeeds.com
Equine Management: +44 (0)1825 841 303 www.worldwidetack.com
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Nutritional joint support
Through the use of 11 specific nutricines, Joint Aid Plus provides support to the normal wear and repair of cartilage, synovial fluid, tendons and joints in the skeletal structure, helping to maintain flexibility of movement throughout the life of the horse. Joint Aid Plus contains the Oatinol Delivery System to maintain a healthy digestive tract and a high rate of absorption of essential nutricines, vitamins and trace elements. GWF Nutrition: +44 (0)1225 708482 www.gwfnutrition.com
Clinically proven LitoVet is a clinically proven, award winning joint supplement that can help to maintain soundness, suppleness and mobility in joints, joint tissues and muscles. LitoVet is the only supplement in the UK that contains GOPO, a unique key active component of the specially cultivated rosehip, Rosa Canina, derived using a patented method. GOPO supports the horse’s natural recovery processes, and this rose hip is also high in bio-available vitamin C, essential for the health of cartilage, ligaments, tendons and muscles. LitoVet: www.litovet.com
Nature’s ideal My Day Feeds’ patented air-dried Carrot and Apple Express are the ‘natural’ solution for promoting energy and nutrition in the aging horse or pony. Products consist of premium carrots and apples free of artificial additives serving two purposes – a feed supplement and an alternative to electrolytes. The older or ailing horse and those with teeth problems are sometimes unable to eat hard fresh carrots. Rehydrated Carrot and Apple Express however are palatable and softer. My Day Feeds: +44 (0)8456 023782 enquiries@mydayfeeds.com
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WHOLESALE AND DISTRIBUTION
Demand for supply
The wholesaler provides an important link in the supply chain network, for unlike most larger or high street stores, many equestrian retailers do not have a dedicated purchasing manager or buyer able to devote their time solely to sourcing stock. Equestrian Business Monthly profiles some of the benefits that using a wholesaler can offer, and how to maximise them. Access to a wide variety of products and brands ‘all under one roof’ is one of the key benefits of using a wholesaler, with the company representative, or ‘rep’, usually the main point of contact. Having access to just one or two wholesaler catalogues can simplify the selection and ordering processes, saving valuable time and money. It is also a good way to get variety into a shop without holding lots of stock, whilst at the same time being able to secure discounts for bulk purchase and stay ahead in terms of new products and trends. Some wholesalers also hold helpful product road shows around the country, allowing customers to meet their area managers, preview new ranges, get tips on merchandising and enjoy exclusive special offers, whilst many produce regular newsletters to keep their customers informed of new lines, product updates, special offers and end of line deals. As a further benefit, many will promote their products to
Smaller firms It is wrong to assume that you are operating on too small a scale to make approaching a wholesaler worthwhile. If you plan to buy stock and sell it on, you are technically ‘trade’, although most wholesalers will want to see evidence that you are operating a legitimate business and not sourcing the products for personal use. This proof of trading can easily be provided in the form of a business card, business invoice or bank statement. If the wholesaler does only wish to supply larger-scale outlets, this will be clear in the higher minimum order values set, and you can shop around elsewhere for one more able to supply your needs. 14
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horse owners on the retailer’s behalf using extensive media campaigns, as well as being able to provide a wealth of point of sale material and specialist
vital to avoid overbuying – the buyer must have confidence that the stock can be turned over relatively quickly, or else this could prove an expensive
advice. Agents can also suggest new products to try in-store, enabling the retailer to trial new lines without having to commit to a large order on spec direct from the manufacturer. For start-up businesses, a good wholesaler will send an agent to advise and set up a package of key lines as a starting point. If the supplier is local, it pays for interested retailers to make a visit to their premises, view the showroom and establish a relationship with the managers and reps.
mistake. Negotiating on price is often expected, although a reduction in price should not be taken for granted as wholesalers also have a margin to make. Retailers however should not be afraid to shop around for a better deal or ask one wholesaler to ‘price match’ another, particularly if a large order is on the cards. For new customers, the wholesaler will often ask for payment upfront, with a higher minimum order value than usual for the first order. Once a successful relationship has been formed however, the retailer will be in a position to negotiate better terms. Most wholesalers will offer credit, sometimes with percentage discounts for accounts settled within a fixed period of time or payment on the sale of goods – highly beneficial to the retailer’s cash flow. Trade credit may be easier to secure than a short-term loan from the bank because collateral is not required, as suppliers are usually insured to cover any risk.
Price points For many smaller retailers, or those on a tight budget, there is may be little option but to use a wholesaler for the sourcing of stock; either they cannot meet the purchase quantities required to buy direct from manufacturers or, if they were to purchase direct, they would not be offered the same lower prices that larger retailers can achieve. As wholesalers sell to a number of buyers, their order quantities can match those of a large retailer, allowing them to obtain lower prices and pass these on to the smaller retailer – enabling them to remain competitive. When it comes to price, most wholesalers will offer discounts for bulk ordering, but it is August 2011
Planning ahead Planning ahead is vital to maximise the benefits of using a wholesaler and ensuring a good supply of in-demand and on-trend products are available
Equestrian Business Monthly
year-round. Forward ordering of certain, more seasonal, items such as clothing or rugs not only ensures the latest fashions are in store at the right time, but may also lead to additional discounts. Many wholesalers also produce customer-friendly versions of their catalogues that are minus the trade prices, to allow them to browse items that the retailer may not hold in store, but will have easy access to if required. With carriage often free above a certain order value, the retailer should time their larger orders right so that delivery is free but over-buying is avoided. Holiday periods such as Christmas must also be planned for, with stock ordered well in time to take into account office closures and order cut-off dates.
Controversy In recent years, disintermediation of the supply chain has created some level of controversy. At least partly due to the rise of internet shopping, roles have in places been somewhat blurred, with, for example, some wholesalers choosing to supply not just trade but also direct to the consumer via their own retail outlets. Unsurprisingly, this has frustrated some retailers, who feel this had undercut some of their trade. There are arguments for and against on both sides – wholesalers can sometimes struggle to get rid of end-ofline stock, and may argue that the only way they can achieve this is to sell at discount price to the consumer. The debate continues as to whether this is due to wholesalers ordering too much product, or simply having to keep up with the strong pressures from retailers for a high level of choice.
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WHOLESALE AND DISTRIBUTION Ackland Clark & Co Ltd
Earlswood Supplies
Address: Ravenscourt Road, Patchway, Bristol BS34 6PL Tel: +44 (0)1179 312571 Email: sales@acklandclark.co.uk Website: www.acklandclark.co.uk
Address: Thatchems Farm, Williamscot, Banbury OX17 1AR Tel: +44 (0)1295 758734 Email: sales@earlswoodsupplies.com Website: www.earlswood-supplies.com
Ackland Clark was set up in 1891 as a manufacturer of cart harness and a wholesaler of saddlery items. Today the company wholesales many well-known brands as well as importing its own range of Castle rugs from China. Ackland Clark currently supplies: Hunter Boots, Charles Owen, Champion Hats, Toggi Boots, HowsRacesafe, Equisafety, Happy Mouth, WB Stubbs, Liveryman, Lister, Wahl, Shires, Matchmakers, Loveson, NAF, Nikwax, Fynalite, Smart Grooming, Tubtrugs, NEW, Barrier, Aerborn, Gold Label, Lenrys, Keratex and County Whips. Please have a look at the website to see the full product range. Minimum order £100, carriage £6.95 if under £300, no carriage on £300 and over.
Earlswood Supplies is a family owned business committed to supplying high quality products accompanied by unbeatable, customer care. The company supplies a large range of stable and tackroom equipment, grooming products, hardware, gate fittings, tools, accessories, rubber matting, smallholder poultry products, range of first aid products, security products, grazing nutrition and rodenticides. It is renowned for its range of high quality competitively priced Carrimore products. Large stockholding allows a rapid response to all orders placed with next day delivery available. No minimum order quantities. £125.00 nett orders carriage paid. Orders under £125.00 nett carriage £10.00.
Equinelink Ltd Address: Fearns Farm, Liverpool Road, Ruffolk, Lancashire Tel: +44 (0)8007 561308 Email: sales@equinelink.co.uk Website: www.equinelink.co.uk Equinelink is now the UK distributor for Equiline. Founded in the 1980’s, Equiline has grown to a point of international reference within the riding world. The company mission is to offer top quality products for horses and riders thanks to the use of the best fabrics and production processes. The company’s items satisfy all its customers’ need and match their demand for high technical standards, innovation, and extreme performance with a touch of Italian style.
LS Sales (Farnam) Ltd
Equine Management Ltd Address: Lower Honeys Green Farm, Easons Green, Uckfield, East Sussex TN22 5RE Tel: +44 (0)1825 840002 Email: info@equineman.com Website: www.equineman.com Retailers working with Equine Management Ltd enjoy a reputable and reliable service, with back-up advice if required. Products available include Bombers Equestrian Equipment bits, the ‘Stephens’ brand, encompassing quality English leatherwork and sheepskin, and the ‘Gel Eze’ range, utilising gel technology for absorption of impact. Equine Management is also the exclusive distributor for Goldengrass Haylage, plus the leading American supplement brand, Grand Meadows. Also distributes products from the Cowboy Magic, Equine Textiles, W.F.Young (Absorbine) and Weaver Inc ranges, as well as Wormabit.
Hucklesby Associates Address: Pear Tree Farm, Long Road, Shipdham, Norfolk IP25 7RH Tel: +44 (0)1362 820235 Fax: +44 (0)1362 821033 Email: hucklesbys@aol.com Website: www.hucklesbys.com Founded in 1985, Hucklesby Associates is a friendly, family run business offering a comprehensive range of products alongside outstanding customer service. Ranges include Toggi, Champion, Hows RaceSafe, Robinson Healthcare, Moorland Rider, Smart Grooming and the exciting new ‘Polite’ Range from Equisafety. Hucklesby Associates goes the extra mile to ensure that all its customers receive great service with free delivery on orders over £150 nett, next day delivery, orders sent out the same day and no minimum order value. Orders can be placed via telephone between 9.00am and 5.30pm, or via email or fax 24 hours a day. Please contact the company for a free trade catalogue. 16
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Address: Bloxham Mill, Barford Road, Bloxham, Oxon OX15 4FF Tel: +44 (0)1608 683855 Fax: +44 (0)1608 683856 Email: sutcliffel@aol.com www.lesliesutcliffe.biz
The comprehensive range of Farnam American products, which includes Red Cell, Ice Tight, Electro-Dex and the Vetrolin grooming range of Liniment, Bath, White ‘n Brite, Vetrolin Shine, Laser Sheen, Shur Hoof and Tri Tec-14, are market leaders in the USA and all available here. The increasingly popular LAS Helmet range combines stylish good looks with excellent safety standards. The XT-VIP model features ‘reptyle’ or real leather covering. The addition of Swarovski crystals gives the bling-factor. For endurance, the XT-VIP is the must have in shiny finish. The J1BV Star is the helmet for the top jockeys. Low minimum orders and quick 24-hour dispatch on stock items. LS Sales Ltd’s marketing campaigns ensure its products are regularly requested by consumers and public requests are forwarded to local shops.
WHOLESALE AND DISTRIBUTION Tagg Equestrian
Address: Home Farm Barn, Winkburn, Newark, Nottinghamshire NG22 8PQ Tel: +44 (0)1636 636135 Email: sales@taggequestrian.co.uk Website: www.taggequestrian.co.uk Tagg Equestrian now encompasses the leading brand names Polly Products, Comfort Zone, The Funnell Ranges, Tagg Clothing and the new acquisitions of Loveson and Fal Pro Rugs. The Fal Pro Rug range was relaunched at BETA 2011, alongside a redesign of the Funnell Rug range, plus a new Funnell competition horse boot range and expansion of the horse care range. The Polly Hats and core stock product lines are all included alongside these major brand names in a comprehensive catalogue from Tagg Equestrian. No minimum order, carriage free over £350.00. Operating in Ireland with Darragh Equestrian.
Weatherbeeta Ltd Address: Beaumont House, Beaumont Road, Banbury OX16 1RH Tel: +44 (0)1295 226900 Email: sales@weatherbeeta.com Weatherbeeta distributes quality products and leading brands worldwide. The company offers friendly, professional staff who go that extra mile to help you achieve great results. High order fill to ensure that you have what you need, when you need it. Global sourcing and distribution allows the company to offer great products at competitive prices. Range: over 10,000 products from leading brands – WeatherBeeta, Dublin, Bates, Wintec, Saxon, Collegiate, Kincade, Roma, Korsteel, Good Hands, Onyx, Effax/Effol, Harold Moore, Solo Comb, Equerry, Stablemates, WM Faulks, Tubtrugs, Tyre Rubber, Equisafety, Champion, Edward Goddard and HV Polo.
Maximising the benefits of using a wholesaler By Stephen Biddlecombe of Equine Management Ltd
• Work with a reputable
wholesaler who knows the products well and can deliver what you want, in areas such as payment terms, carriage and delivery.
• Ask for recommendations
within the industry, and chat
Westgate EFI Ltd Address: The Street, Newchurch, Romney Marsh, Kent TN29 0DZ Tel: +44 (0)1303 872277 Email: sales@wefi.co.uk Website: www.wefi.co.uk Supplying everything from everyday essentials to clothing and horsewear, WEFI delivers top selling brands alongside quality exclusives including the Mark Todd Collection, Jumper’s Horse Line, Likit, Tekna, Coolex, StableKit, LunaRider and Gatehouse. With a full national sales team, knowledgeable telesales staff for home and export trade, and an efficient delivery service, Westgate EFI is well equipped to meet its customers’ needs. The company has more than 50 years of experience in supplying the equestrian retailer and is committed to supporting its customers by developing exciting new products and securing innovative product lines, as well as helping them achieve the best possible margins wherever possible. No minimum order for existing accounts, carriage free on mainland UK orders over £350 plus VAT.
to several wholesalers about their most popular ranges and USPs. Does their range fit your needs – are you selling investment pieces to high-end customers, or lowcost repeat purchases? Does their sales strategy fit with yours (e.g. using in-person visits or focussing more on email correspondence)?
• Utilise trade shows to
develop relationships and, where possible, see the products before ordering. The relationship with your wholesaler will be key.
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Equestrian Business Monthly
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let’s talk products
Winter RUGS
fo Wh r S at uc to ce St ss ock ful Sa les
In our new-look Let’s Talk Products feature, we begin by showcasing some of the best of winter rugs on the market, allowing you to compare them side by side to make your decisions on stock for the long cold winter ahead. The term ‘winter rugs’ encompasses a range of styles, fills and weights to take into account all types of horse and weather conditions. In this countr y, temperatures can rise and fall significantly from day to day, and so most horse owners should have several different rugs to ensure they are fully prepared, not forgetting some effective hi-viz to stay safe on the roads. Manufacturers tend to have staple rug ranges but add variety by launching new colours in favoured styles each season, instilling a sense of fashion to tempt the customer into making a purchase even if they did not originally intend to buy. Indeed, many horses now have their ver y own ‘wardrobe’. Gone are the days of the dusky green New Zealand – brighter purples, blues and reds are here to stay, and as an added bonus make the horse easier to spot on those dark winter evenings. Patterned rugs still appear popular for both stable and turnout, and allow customers to choose colour whilst being
practical by disguising muddy stains within the pattern. Shiny new rugs make great window or in-store displays, looking particularly smart on a horse mannequin paired with colour-matched items such as a headcollar, bandages or boots, or even next to a human mannequin wearing similarly coloured gear. Add-on sales items meanwhile include rug washing, proofing and mending kits plus additional items such as neck covers, under rugs (better than that old duvet), leg straps and fillet strings. Remind horse owners buying clippers to ensure they have a good clean stock of rugs for their newlyshaved charge at home – why not purchase brand new to really complete that smartly turned out look? It is best to make the space to display one of each rug you have in store for customers to get their hands on. The alternative is pulling rugs out of their packaging and on to the floor in order to fully evaluate them, and the retailer is left
Dinky Classic Deluxe Summer Sheet
having to dust them off and stuff them back into bags as neatly as possible if the item is not bought.
Editor’s choice Let’s Talk Products is a shop window of similar products sideby-side, in much a similar way as they might appear on the rail or an online store. In the retail setting, it is up to the customer to choose which one they like best, using criteria such as looks, price or the information on the ticket, and here we provide this same information for in this case the retailer to peruse and compare. All the products featured here are showcased as valuable suggestions for future stock. ‘Editor’s Choice’ is simply our way of highlighting a product that has particularly caught our attention, using the aforementioned criteria, but of course, our highlight might be different to yours!
Dinky Classic Super-Light Turnout Rug
Tack & Turnout ‘Dinky Rugs’
Tack & Turnout ‘Dinky Rugs’
Available sizes: 3’0–5’0 Available colours: Black with Black/White striped trim Materials/bindings: Cotton drill, fully lined with silky nylon RRP: £28.00–£30.00
Available sizes: 2’9–5’0 Available colours: Purple, Burgundy, Forest Green with Navy trim Materials/bindings: 600D ripstop outer with cotton lining, anti-rub nylon shoulder lining RRP: £43.00–£45.00
Initially designed with show ponies in mind, this Dinky Rug is popular as an under-rug, show/travel rug and as a lightweight stable rug. The silky lining helps keep the coat in tip-top show condition and the lined tail flap protects the tail both in the stable and whilst travelling.
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This Dinky Rug is ideal for un-clipped ponies and miniatures during the mild but wet weather. It is designed to keep the pony clean and dry without providing much warmth.
Equestrian Business Monthly
let’s talk products Dinky Classic XD Outdoor Rug
Equisafety Ltd
Polite Exercise Sheet
Tack & Turnout ‘Dinky Rugs’
Available sizes: XS Pony, Pony, Cob, Horse, X Full Available colours: Yellow Materials/bindings: 300D EN471 waterproof fabric, breathable and wickable performance lining Fill weight/s available: Summer and winter weights RRP: £45.00
Available sizes: 2’9–5’0 Available colours: Forest Green with Black trim Materials/bindings: 600/1200D ripstop outer. Breathable nylon or fleece fur lining Fill weight/s available: No fill, fleece lining or 250g quilted lining RRP: £43.00–£59.00
The Polite range is the ultimate in protection on the road. The Polite rug is 360 degree reflective and fluorescent, using the highest quality of performance high-viz EN471 fabric. Exclusively designed with a girth vent, tail guard, adjustable neck band and sandwich pocket, this is the best high-viz exercise rug on the market.
These special ‘XD’ Dinky Rugs are designed especially for foals, yearlings and donkeys, with smaller neckline and less depth than the standard rugs.
Fal Pro Bulldog Turnout
EDITOR’S CHOICE
Tagg Equestrian
Available colours: Lilac (400g), Plum (200g) Chocolate (350g) Materials/bindings: Outer 640D ripstop Cordura, with anti-rub Equitex liner RRP: £119.00–£175.00 This is one of Fal Pro’s most popular turnouts. It has a ripstop high tenacity Cordura outer fabric, which is strong and light. It is warm, will dry very quickly and is easy to throw over the horse. Waterproof and breathable with an absorbent blotting layer. Like all Fal Pro rugs it has no side seams, Matrix belt fittings and an easy clean fillet string.
Fal Pro Godolphin Stable Rug
Fal Pro Viking Turnout
Tagg Equestrian
Tagg Equestrian
Available sizes: 5’6–7’3 Available colours: County Check Materials/bindings: Outer 1200D stain resistant fabric RRP: £298.50
Available sizes: 5’6–7’3 Available colours: Morella Red, Black, Silver, Navy Materials/bindings: Outer 100D ballistic nylon RRP: £220.00–£317.00
The lining of the Godolphin Stable Rug incorporates silver interactive technology, which provides dynamic temperature control by addressing the heat transfer mechanisms. The anti microbial agent present in silver eliminates bacterial and fungal microorganisms that can lodge in the rug, helping to keep the horse comfortable and inhibiting the odour causing bacteria.
The Viking offers a layer construction, with the separate duvet liner and absorbent blotting layer next to the outer shell making the rug completely waterproof, and at the same time virtually eliminating condensation and maintaining breathability. The silver interactive technology provides dynamic temperature control and eliminates bacterial and fungal microorganisms.
Royal Equus Full-neck Fleece Rug Horze UK Ltd
Available sizes: 115 (5’3), 125 (5’9), 135 (6’0), 145 (6’6), 155 (6’9), 165 (7’3) Available colours: Black Iris/Egret White Materials/bindings: 100% polyester fleece Fill weight/s available: 250g polyester filling RRP: £51.90 Full neck fleece rug of 100% high quality polyester fleece, 250gsm. Two front buckles, detachable cross-surcingles and plastic buckles on the neck. Royal Equus embroidery on the shoulder. Checked colour. Cross stitching at binding. www.ebmonthly.co.uk
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let’s talk products Royal Equus Exclusive Stable Rug
Royal Equus Exclusive Winter Rug with Hood
Available sizes: 125 (5’9), 135 (6’0), 145 (6’6), 155 (6’9) Available colours: Dark Blue Materials/bindings: 420D with 210T polyester lining RRP: £92.20
Available sizes: 125 (5’9), 135 (6’0), 145 (6’6), 155 (6’9) Available colours: Dark Blue Materials/bindings: 840D polyester with 400g filling. 210T polyester lining RRP: £154.75 (#24357 £111.00 + #24358 £43.75)
Stable rug of 450g polyester filling with a down touch feel. 210T polyester lining with cotton has crowns printed on the fabric. Detachable belly pad. High gussets and striped webbing. Contrasting coloured fleece on the withers with Royal Equus embroidery. Royal Equus crest badge on the left rear corner.
The 210T polyester lining with a down touch has a crown pattern printed on the fabric. Two front buckles with snaps, cross-surcingles, tail flap and elastic leg straps. Contrasting coloured withers with Royal Equus print. High gussets and striped webbing. Comes with warm and comfortable detachable hood.
Horze UK Ltd
Horze UK Ltd
Amigo Bravo 12 Plus Heavy Horseware Ireland
Available sizes: 5’6–7’3 Available colours: Black/Black & White, Thyme/Thyme & Magenta Materials/bindings: 1200D outer, polyester lining, RRP: £143.00 This fabulous rug has all the features you would expect from a rug in this price range but with that little extra that comes from being a member of the Horseware rug family. A patented front leg arch allows the Amigo to be wrapped deeper around the horse’s shape to give that extra coverage and protection from the elements.
Rambo Optimo Turnout
Rhino Stable Plus
Available sizes: 5’0–7’3 Available colours: Black/Pewter, Chocolate/Tobacco Materials/bindings: 1000D ballistic nylon outer, 400g liner as standard, antibacterial lining, stainless steel fastenings, patented V front closure, safety surcingles RRP: £333.00
Available sizes: 5’0–7’3 Available colours: Black, Red Check/Red Materials/bindings: Polypropylene outer shell, polyester liner, 370g thermobonded fibrefill, integrated neck RRP: £116.00
Horseware Ireland
The Rambo Optimo is designed to conform to the structure and movement of the horse’s front and back halves. It uses split rug technology – the joining of two rugs at a given point to match the motion of the horse, with maximum coverage provided at all times.
Horseware Ireland
Made from a tough polypropylene outer fabric, the fit of the Rhino Plus Stable uses Horseware’s SureFit neck design with patented V front closures and an integrated neck cover for ultimate coverage and warmth. This heavyweight 370g rug will become a staple piece in the horse’s wardrobe.
Four Seasons Combination Turnout Rug IV Horse Ltd
Available sizes: 5’0–7’3 Available colours: Royal, Bound Red Materials/bindings: 600D breathable double ripstop fabric, nylon lined, 300g fill RRP: £81.10 The Four Seasons Combination Turnout Rug features a combi neck cover, breathable double ripstop fabric, sprung cross surcingles, removable leg straps, generous gusseted tail flap, nylon lining and quality fittings. Part of the Four Seasons Collection of rugs and accessories, offering a variety of rug styles including turnout, fly, stable, cooler and fleece. 20
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let’s talk products Greenwood Stable Rug
IV Horse Ltd
Available sizes: 5’0–7’3 (pony sizes also available) Available colours: Navy, Red (other colours available) Materials/bindings: Quilted nylon lined fabric, choice of fills. Single bound with acrylic binding RRP: £75.85 (without neck), £95.05 (with neck) Available with standard neck or combo neck cover. Single front buckle fastening with integral rear fillet string loops. Hollow fill insulation with coat polishing anti-static nylon lining. Bound in soft feel, but strong acrylic binding. Single buckle front fastening with reinforced eyelets. Optional tail flap.
Cranberry Check Kingshead Equestrian Ltd
Available sizes: 4’6–7.0 Available colours: Cranberry Materials/bindings: 600D ripstop outer, nylon lining Fill weight/s available: 100g, 200g, 300g standard neck, 200g, 300g combo RRP: £69.00–£108.00 The Cranberry check has a 600D ripstop outer shell with integrated full neck that is tough and durable, and a nylon lining to help keep the coat shiny. Front leg gussets for ease of movement, twin buckle and clip chest straps for easy fastening, crossed surcingles with elasticated inserts for flexibility and detachable tail strap.
RRU-1572 Rugs R Us Ltd
Available sizes: 4’6–7’0 (others if required) Available colours: Large selection Materials/bindings: 600D or 1200D Fill weight/s available: No fill, 200g or 300g Price: from £29.15 Ever thought of having your own rugs made, with your own logo? Rugs R Us Ltd is a UK-based import company that offers top quality rugs at a competitive price. All products are manufactured to order. Minimum orders 25 rugs per design and colour (with same fastenings but can be mixed sizes and weights).
RRU-1600
RRU-1915
Available sizes: 4’6–7’0 (others if required) Available colours: Large selection Materials/bindings: 600D or 1200D Fill weight/s available: No fill, 200g or 300g Price: from £29.15
Available sizes: 4’6–7’0 (others if required) Available colours: Large selection Materials/bindings: 420D Fill weight/s available: 200g or 300g Price: from £25.15
Rugs R Us Ltd
Ever thought of having your own rugs made, with your own logo? Rugs R Us Ltd is a UK-based import company that offers top quality rugs at a competitive price. All products are manufactured to order. Minimum orders 25 rugs per design and colour (with same fastenings but can be mixed sizes and weights).
Rugs R Us Ltd
Ever thought of having your own rugs made, with your own logo? Rugs R Us Ltd is a UKbased import company that offers top quality rugs at a competitive price, tailor made to your specific requirements. All products are manufactured to order and come pre-packed and labeled to suit your design.
Thermatex SHR Vale Brothers Ltd
Available sizes: 4’0–7’3 Available colours: Choice of 22 Materials/bindings: Thermatex woven knitted fabric RRP: From £96.50 Thermatex SHR rugs are constructed using three layers of fabric; natural wool and acrylic are blended to provide the ‘wicking’ element whilst the third (middle layer) of polypropylene provides essential warmth. These rugs are made from a single section of fabric (no spinal seam), which allows the rug to gain close contact with the horse and achieve the perfect fit. www.ebmonthly.co.uk
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let’s talk products
CONTACTS Equisafety Ltd
IV Horse Ltd
Tack & Turnout ‘Dinky Rugs’
Countries available:
Countries available:
Countries available:
UK and USA
Worldwide
UK and Europe
+44 (0)1516 787182
+44 (0)1888 544261
+44 (0)1279 410300
www.equisafety.com
info@4horse.co.uk
sales@dinkyrugs.co.uk
Horseware Ireland
Kingshead Equestrian Ltd
Tagg Equestrian
Countries available:
Countries available:
Countries available:
Worldwide
Europe
UK and Europe.
www.horseware.com
+44 (0)1738 580080
In Ireland from Darragh Equestrian
www.kingsheadequestrian.co.uk
+44 (0)1636 636 135 www.taggequestrian.co.uk
Horze UK Ltd Countries available:
Rugs R Us Ltd
All Western Europe
+44 (0)1695 716262
Vale Brothers Ltd
+44 (0)7824 387643
www.equirugsrus.co.uk
Countries available: UK, Europe, USA
james.jacobs@horze.com
+44 (0)1239 614648 www.thermatex.co.uk
RUG CARE AND CLEANING
Rug WASHING and REPAIR
Not all customers need or can afford to buy new this winter, but there are still sales opportunities to be made. Rugs can be a big investment for horse owners, and so it makes sense to spend money on keeping them clean and in good repair. Demand for rug reproofing and repair kits may be year-round – emergency repair might be required at any time – but demand is likely to be higher through the spring and into summer after a long winter of wear and tear. Reproofing a rug is fairly straightforward, but making repairs can be trickier. Iron-on patches can be used to mend small tears in light rugs, but sewing recommended to repair a larger tear on a rug with multiple layers. If the damage is extensive or has gone through to the inner layer – or if surcingles, buckles or straps have been torn – horse owners should use a professional repair service instead of an at-home kit. This is especially true for turnout rugs, as a bad repair could cause moisture to trap in the inner lining. 22
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Cleaning service Large, damp rugs are hard to handle, so from a practical perspective washing horse rugs at home can sometimes be difficult. They also have to be hung in a suitable place in order to dry – for example, the excess moisture from wet rugs can rot leather, so utilising the tack room for this purpose is not a good idea. Furthermore, excess hair and dirt, the heavy weight and metal fittings on rugs can damage domestic washing machines. As an add-on to the main business, some equestrian retailers are installing their own specialist laundry equipment and setting up professional rug washing services, either by buying – new or reconditioned August 2011
– or by leasing the appropriate machinery, depending on the start-up budget. They can then drive home to customers that using a professional service, though it may first seem the more expensive option, is both time and labour saving and guarantees that the proper equipment and products are used. Repairing and re-proofing services may also be offered at the same time. Installing the correct equipment is of the utmost importance, including at least one heavyduty commercial
Equestrian Business Monthly
washing machine, of a minimum 13kg capacity, but preferably 16kg or above. The right chemicals must also be sourced, and it goes without saying that they must be horse and horse rug friendly. Environmentally friendly detergents and proofs are often used by rug washers and also have more consumer appeal. Practical issues such as space should also be considered. Not just the space for the required machinery, but
RUG CARE AND CLEANING also a purpose built drying room and space to reproof and repair if necessary. It is also important to set aside a secure area to store rugs to be washed and those awaiting collection, and have a good record and labelling system in place to prevent any mix-ups.
Laundry link-up If you have neither the money nor the space to set up a rug cleaning service in-store, linking up with a reputable local rug washing company may be a good solution. The customer drops off their dirty rugs in the tack shop to be collected
by the rug washing company at a set time, and returned – often within seven days – to the shop cleaned and dried for the customer to collect. The shop manager should negotiate measurable deadlines and standards with the rug washing company beforehand. Though it may not be highly lucrative, if well advertised it can help to drive customers into the shop and encourage extra purchases, as when dropping off or picking up their rugs, it presents opportunities for them to buy other items. Retailers can also add their own small margins to this service – without being greedy – for little to no overhead cost or effort.
Good as new? With the correct detergents and proper processing, even the dirtiest rugs can turn out almost as good as new. For really heavy staining, faint marks post-washing may still be visible, although most horse owners are unlikely to be worried by this. In a similar fashion, even very badly torn rugs can, within reason, be repaired to a high standard, but patched-up rugs will not ever be quite as waterproof as one that is brand new. There is a reason why rugs are designed with as few a seams as possible!
Gee Up Equine Laundry Address: Unit 2, Whalley Industrial Park, Clitheroe, Lancashire BB7 9WP Tel: +44 (0)1254 822066 or +44 (0)7527 379469 Email: info@geeupequinelandry.co.uk Website: www.geeupequinelaundry.co.uk Gee Up Equine Laundry is an established family-run business providing rug washing and repair services across Lancashire, the North West and West Yorkshire. Renowned for a quality service, the company hand prepares and finishes all rugs, washing and proofing in market leading Nikwax products and air-drying in a purpose-built drying room, preventing shrinkage. The company does not bulk wash rugs and does not mix customer loads. All repairs are professionally undertaken using manufacturer’s replacement parts and material. Rugs can be brought to the friendly counter-service or collected and delivered according to customer requirements and a growing network of collection points is also available.
Georgie’s Horse Laundry Address: The Old Stables, Hoath Farm, Church Road, Mountfield, Robertsbridge, East Sussex TN32 5LJ Tel: +44 (0)1580 880088 Email: georgie@kingsmithdesigns.co.uk Website: www.georgieshorselaundry.co.uk Nearly a decade spent cleaning, reproofing, mending, altering and making horse rugs from scratch. The company continually researches new products to ensure it is up to date with the best available on the market with 100% horse friendly and green credentials. The first rate services include: de-hairing ‘monster’ rugs that look as though they own a full winter coat themselves, correct washing and safe drying technology, thoroughly researched water repellency/reproofing, first class repairs. Georgie’s Horse Laundry is extending the ‘full rug service’ package to a limited number of tack shops/equestrian outlets across Kent, Surrey, East and parts of West Sussex. See website and apply online for details.
Girbau UK Address: Girbau House, Trust Industrial Estate, Wilbury Way, Hitchin, Hertfordshire SG4 0UZ Tel: +44 (0)1462 427780 Email: sales@girbau.co.uk Website: www.girbau.co.uk The Girbau MS-617 washer is perfect for cleaning all types of horse rugs. Very energy efficient, it is high capacity and has a large door for easy loading. Sarah Armstrong, proprietor of Equicare, an equine solutions business providing livery, coaching, laundry and saddlery repairs based in Keysoe, Bedfordshire, uses a Girbau MS617 washer for her successful equine laundry service and says: “I’ve been really impressed by the Girbau machine and our customers have been delighted with the way it cleans their rugs. Investing in a professional washer that is really up to the job makes such a difference!” www.ebmonthly.co.uk
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CLIPPING
August is the time when most horses begin to shed their summer coats and grow thicker coats in preparation for winter. It is therefore time to get the clippers and blades out on the shelves as horse owners begin to think about clipping for the season ahead. From September through to January many horses will be clipped out, with the style of clip depending on the type of work the horse will be expected to perform throughout the winter. Clipping should not be done later than the beginning of January, after which time the horse will begin to grow its summer coat, although some older horses – those who do not fully lose their winter coat – may also be clipped in summer to make them more comfortable. Purchasing clippers is an investment, and it pays for the horse owner to get it right. They should never be purchased for example on eBay, where the product’s safety and performance may not be guaranteed. Modern clippers are generally more quiet, more safe and are of more ergonomic design, taking into account points such as grip or weight. There are various different types of clippers available, and the type the customer chooses really depends on the use and finish they are looking for. Cordless battery-run clippers can be more practical in certain situations, although charge and usage times must be taken into account, whilst clippers that run at higher speeds (measured in strokes per minute) are needed for thicker or longer hair, tales and manes. Variable speed clippers provide a versatile option, particularly if a range of horses is to be clipped, whilst finer blades should be used on nervous horses so that they require clipping less often. Trimmers should be used around the eyes, hooves and bridle path and for finishing around the head; they are also a less expensive option for horse owners looking to ‘tidy’ their charges without a body clip. To ensure those customers on more of a budget, or those do not need to clip as regularly, are not left out, retailers could consider starting a clipper hire service for additional revenue. A refundable deposit is a must. 24
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Clippers not cutting? This could be due to a number of things. It may simply be that the horse’s coat is dirty or damp, which inhibits the blades. It could be incorrect blade tension – in which case refer to the instruction manual – or insufficient lubricant. It might be that the clipper blades are worn, blunt, rusty or dirty and need sharpening or replacing, or the clippers are suffering wear and tear and need servicing. If the clippers are producing unsightly lines in the coat, this may be due to using uneven pressure, or it could be that the blades are missing teeth. Likewise if the clippers are cutting the horse, advise the user that they may need to replace the blades as this might be caused by damaged teeth or overly-sharp edges.
Blades Horses should be clipped before the coat grows too thick, and then clipped frequently throughout the season to maintain an even coat length. Blades should provide between five and ten clips before they require sharpening, but as blunt blades are not as efficient and will pull at the hair, horse owners should ensure they have a spare set of the correct style on hand in case they need to change them during a clip. There are many different types and sizes of clipper blade, sold in millimetres of coat thickness they produce so that customers can choose the finish they want. This varies from about 1.0mm to about 7.0mm; finer clippers are available but should be used for veterinary purposes only. To achieve the best results and maximise the ‘life’ of blades, proper tension is vital. The manufacturer’s instructions will advise how to do this. If the August 2011
blades become hot to touch during use, which is likely during longer clips, specialist coolant should be applied. A good spray coolant is a great add-on sales item, and should cool the blades instantly and render them more comfortable for the horse.
Servicing and repair As clippers and blades are relatively expensive items, few horse owners can afford not to look after them properly. Clippers should be regularly oiled and the blades regularly sharpened, and should be serviced yearly in order to prolong their life. There are further opportunities for add-on sales here. WD40 should never be used as a lubricant for clippers, nor should graphite or Molyslip type grease, which is electrically conductive and therefore dangerous. Instead, customers can be encouraged to stock up on specialist oil, which should be applied at around five to tenminute intervals between the blades and onto the rotating crank mechanism.
In addition, some tack shops choose to offer sharpening or servicing to customers, often sending the equipment away to the manufacturers or specialists to check and repair. These retailers should encourage customers to service Heiniger Delta 3
their clippers out of peak times, as during the busy season the turn-around time is likely to be longer. Ideally, blades used for clipping should be sharpened using the lapping process, not grinding, as lapped blades provide a smoother, finer and long-lasting cutting edge, and cut more consistently. As sharpening blades may slightly compromise their function, purchasing a new pair might sometimes be a better option if the blades have been frequently used. Clippers should be given a thorough clean after each use. The air filters can be soaked in hot water and dishwasher detergent and then rinsed, whilst blades should be removed, cleaned and checked over before being smeared in oil or covered in an oiled cloth for storage.
In Harmony The Harmony is a two-speed battery clipper. It comes with a wide medium and a wide fine blade for clipping and a narrow blade from trimming. Provides three hours of clipping time from a two-hour charge, with no trailing leads allowing the user to move around easily. The Harmony features pre-tensioned blades for ease and convenience and a 12-volt permanent magnetic motor. It is extremely quiet and lightweight making it ideal for nervous or young horses. Agrihealth incorporating Eddie Palin: 02838 314570 www.eddiepalin.com
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Andis Clippers The Andis 2-Speed Horse Clipper features a detachable blade system and the company has a complete line of detachable blades that can be stocked separately. The clipper’s housing is break resistant and the shape is ergonomically designed for less hand fatigue. The clipper itself never needs oiling or greasing, and runs so cool that no fan or air vents are needed. Comes complete with a hard-sided carrying case, T-84 blade, blade oil, and step-by-step DVD. Andis Company: +1 262 884 2600 www.andis.com
Winning finish Swiss manufacturer Heiniger has further improved the Progress Clipper with a new electronic control board for greater power output. Progress is perfect for clipping nervous horses; it features a quiet motor, slim grip for greater control and weighs just 930g, reducing user fatigue. Key features include soft start and electronic overload protection. Supplied with a spare set of blades. Two-year warranty. New, proactive equine stockists sought for the Heiniger range.
Cox Agri: +44 (0)8456 008081 www.coxagri.com
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SPOGA HORSE AUTUMN
Spoga exhibits international flair From 4th to 6th September, the equestrian trade will descend on Cologne, Germany, to preview the latest trends, products and innovations in a truly international setting. To date, a total of 357 companies have booked to exhibit at Spoga Horse Autumn, which takes place at the Cologne Exhibition Centre in Halls 4.1 and 4.2. Over 80 of these are from Germany and the rest from overseas, including 32 from the UK and four from Ireland. “At Spoga Horse, we are once again welcoming all the leading players connected with equestrian sport from home and abroad,” says Metin Ergül, vicepresident of Koelnmesse. In addition to leading German manufacturers such as Cavallo, Herm. Sprenger, Leovet, Passier, Pikeur, UVEX and Waldhausen, many renowned international companies have announced their participation, including Jansen, Ekkia, Ariat, Prestige, Zaldi, Kingsland, Bögebjerg, Horseware and GPA. Represented for the first time will be Karlie, Arpo, Karlsrund and EZY Keepers. In addition to many European companies, firms from far-flung countries such as New Zealand, Korea and the United Arab Emirates are also making use of the orderplacing and innovations platform in Cologne. Last year’s Spoga Horse Autumn attracted a total of 395 suppliers from 30 26
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“It is also an opportunity to get a feel for how the market is moving.”
Awards for innovation
different countries, with a crowd of 4,100 trade visitors from 106 countries. At Spoga Horse Spring 2011, the number of exhibitors was marginally down on 2010, but visitor numbers were up by 7%. It will therefore be interesting to see how trade at the autumn fair holds up in light of the continuing economic slowdown. Bucas Rugs has exhibited at Spoga since the company was established in 1981. Says managing director Ulf Casselbrant: “Spoga is by far our most important show and we expect to do well both with new and existing products. However there is no denying that there is an enormous amount of uncertainty in relation to the economy and consumer demand in general. Therefore it is very difficult to predict the outcome of Spoga.” Interestingly, the company has not attended BETA International for several years: “Since Spoga is now run twice a year we do not see any reason to exhibit at BETA. Over the years Spoga is where we have made most of our important contacts; it is an excellent place to launch new products and to show customers the complete product range.” Visiting Spoga gives visitors the opportunity to meet in person companies that for whatever reason do not attend BETA International. Like Bucas, Amerigo Saddlery is one of these companies, and director Lisa Menet highlights: “The show August 2011
gives us an opportunity to meet new and existing customers and to introduce new products. We have a non seasonal business and good customer coverage in most markets, so direct order taking at the show is probably not so important for us as some, but we like to take the opportunity to be able to spend some time with our customers.
Opening times: For visitors: Sunday: 10.00am to 7.00pm Monday: 10.00am to 7.00pm Tuesday: 10.00am to 6.00pm
For exhibitors: Sunday: 9.00am to 8.00pm Monday: 9.00am to 8.00pm Tuesday: 9.00am to 7.00pm Visitors can obtain their tickets from the online shop at www. spogahorse.com. The advance sale price only applies to Ticket Shop orders received on or before 3rd September. During the trade fair, all tickets bearing the symbol of the Rhine-Sieg Transport Authority (VRS) serve as travel tickets for all means of public transport except trains operated by Deutsche Bahn AG that are subject to a surcharge. Tickets also include entry to the garden trade fair Spoga+Gafa, which is being held at the same time.
Equestrian Business Monthly
In the horse, rider, and accessories categories, Koelnmesse together with ‘Equitrends’ magazine is presenting the Spoga Horse Innovation Award for the 11th time. A specialist jury will select in advance the top five in each category. During the fair, in addition to an expert jury, trade visitors will for the first time also be able to vote for their top product. The winners will be honoured on Tuesday 6th September 2011 at 12:00 noon in the Innovation Forum.
7 o’clock party Once again, the 7 o’clock party will be held to close the first day of the fair in style, with a reception, buffets, bars, artists, live-music and dance on offer well into the night. Enjoy an appetiser with business partners, a drink among colleagues or a chat with friends, starting at 7.00pm at three top locations near the fairgrounds - Parksaal, Rheinterrassen, and Theater am Tanzbrunnen. Tickets are priced at £39.00 per person.
Classic meets Kölsch In addition to the comprehensive range of products and information at the fair, the city itself is enticing visitors with numerous cultural and leisure activities on offer. With eight municipal museums, a large number of exhibition institutes and a lively gallery scene, art fans in Cologne really get their money’s worth, with several exhibitions on at the same time as Spoga Horse. For music lovers, the Berlin Philharmonic Orchestra will guest in Cologne on 3rd September in the Kölner
SPOGA HORSE AUTUMN Philharmonie from 8.00pm. At the same venue on 7th September the “Höhner-Classic-2011’ concert will be held, featuring the Kölsch cult band together with the Cologne Young Symphony Orchestra. A guided tour through the Cologne brewery taverns meanwhile is thoroughly recommended, available in various ‘Veedeln’ (districts), for example in Cologne’s famous old town or through the city’s earthy south district (Südstadtviertel). Tours with Kölsch refreshments can be
booked at www.brauhaustourenin-koeln.de, whilst the Cologne Brewery Association is laying on an exciting walk through the old town – visit www.koelnerbrauhaus-wanderweg.de for more information. For a bit of fun, try the city thriller ‘Tödliches Verlangen’ (Deadly Desire), where fans of detective stories will not only be able to watch what is going on, but also get a piece of the action. A walker along the banks of the Rhine finds a man’s body in the meadows, and groups of participants must
launch a manhunt. The aim is to combine facts, follow clues, locate suspicious persons and question them. The manhunt will begin on 3rd September at 2.00pm. Information is available at www.citythriller.de. You can find other leisure and cultural tips at www.koeln.de.
Exhibitors from UK and Ireland Abbey England Airowear AKI UK Ariat Europe British Equestrian Trade Association Bucas Limited Carr & Day & Martin Cedar Clothing Charles Bentley & Son Charles Owen & Co (Bow) Classic Showjumps Equestrian Supplies Equine Products UK Fairfax Saddles Gray’s of Shenstone Horse First
Horseware Products Ideal + WRS Company IV Horse Jabez Cliff & Co John Whitaker International Joseph Clayton & Sons Joules Lister Shearing Equipment LS Sales (Farnam) Mervue Laboratories Ireland Neue Schule Oxford Blue Patrick Saddlery Planit Products Ryder Saddlery Sherwood Forest Tayberry Outdoor Limited The Animal Health Company TRM Vale Brothers
LAUNCH IT: Unique solution The classic, innovative and safe design makes the Non Tip Feeder a must for any horse owner. The Non Tip Feeder will not move, spill, tip or flip over whilst the horse feeds, creating a unique solution to the constant problem of horses tipping over and spilling their food. Why use the Non Tip Feeder? - Natural feeding position for horse - Saves money on wasted feed - Ensures supplements and medication are eaten and not lost on the floor - Saves constant replacement of broken buckets - No handles or parts for horses to get their legs trapped in The Non Tip Feeder is a low-level, evenly balanced floor feeder that overcomes the problem of tipped buckets whilst avoiding the problems associated with using wall mounted mangers and feed buckets. The unique design has been developed following a great deal of research. Made from re-enforced materials the Non Tip Feeder is a safe and durable alternative to the current feed buckets on the market. Whether used in the stable or field, the Non Tip Feeder is designed to be left in situ and filled up with daily feeds as often as required. It is lightweight and easy to carry, and no rough surfaces mean that it is easy to clean and food cannot get trapped on uneven surfaces, thus maintaining levels of hygiene. “Unique, an absolute necessity,” says Andrew Hine, coach of the England Polo Team and stud owner. “Brilliant design, brilliant idea. This product is so cost effective when you think about how much food is lost from other feeding methods. Every serious horse owner should have one,” says Nick Evans, manager of High Goal Polo.” For trade enquitires, please contact +44 (0)1628 822243 or visit www.nontipfeeder.com www.ebmonthly.co.uk
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Equestrian Business Monthly
LAUNCH IT
Finally … a calmer your customer’s horse will love! If you were stressed out, you’d want something tasty too, so Blue Chip is proud to launch a new range of delicious, naturally flavoured, concentrated, instant calmers, based on the tastes your customer’s horse loves the most: carrot and apple.
Each syringe of Carrotcalm and Applecalm contains three concentrated calms, which use a unique combination of fast-acting magnesium through its quick absorption into the blood stream; L-tryptophan, an essential amino acid required for the formation of serotonin, the ‘feel-good’ and ‘anti-stress’ hormone and Vitamin C, which is vital to horses under stress from exercise, training and new environments or situations. Carrotcalm and Applecalm will give your customer’s horse an instant boost of magnesium and calm, without leaving a bad taste in their mouth. The results have been incredible, with Carrotcalm and Applecalm working very quickly and horses loving the taste. Already horses
got very anxious at shows. Jerome Harforth of Stanley Grange Stud and Show Team says: “We get a lot of youngster that come to us that haven’t been handled very much or have just been weaned leaving their dam, which can be very stressful. It is a big change for the youngsters coming to our yard, and we have found that Carrotcalm and Applecalm has been very effective. It helps to relax them, removing their anxiety when trimming, if they are being shod and when
travelling. These calmers have helped a number of horses and ponies to cope with new situations, without affecting their performance in the ring.” Other leading equestrian riders who tested the instant calmers include:
and ponies that have taken part in our trials have qualified for HOYS. The syringes have been trialled on a large variety of horses and ponies, from one that was petrified of water, one that would not be shod, to those that
Top show producer Danielle Heath, who says: “Carrotcalm had a brilliant effect on my four-year-old, Whitikers Prince. He is usually nervous at shows, but after a dose of Carrotcalm before he travelled and before his class he was much more settled and relaxed.” International dressage rider Henry Boswell, who says: “I fed Carrotcalm to my five-yearold Breichio, he really liked it
and was much calmer, better behaved and didn’t spook. It really took the edge off my young horse.”
Shetland pony show producer Frances Morkill, who says: “My Shetland pony mare normally gets very stressed the day before a show, when she is
in her stable after being bathed. She loved the taste of Carrotcalm, and was so much calmer and settled.” Young, up and coming show jumper Beth Vernon, who says: “I gave Zirina AppleCalm 1 hour before warming-up, as she can be a handful when I’m trying to mount – previously she has spun round, and even reared up and gone over backwards, despite someone being stood at her head. After giving her Applecalm, she stood perfectly for me to mount, with no-one to help! Truly amazing!” In the extensive trials horses all loved the taste and over 92%
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became more relaxed and settled in a variety of situations. With the ingredients being 100% natural, non-drowsy and containing no banned substances, Carrotcalm and Applecalm are perfect for every customer’s requirements. The calms are designed to be given between 30 and 60 minutes before an exciting or stressful situation to help ensure a better experience for your customers and their horses alike. The calmers are available to retailers in counter display boxes, giving your customers a choice of flavours as they contain six Applecalm and six Carrotcalm syringes. Boxes can be purchased through your Dodson & Horrell representative, at your wholesaler or contact Blue Chip if you have difficulty getting them, as demand for this new product is expected to be high. The launch will be supported by a national marketing campaign, under the heading ‘Calm down dear, it’s just a new calmer’ in magazines such as Horse & Hound, Your Horse, Horse & Rider and many, many more. The syringes are very well priced at £12.50 per syringe (RRP) making that just over £4.00 per calm for the customer, as well as making a healthy margin for the retailers. They’re sure to be another great seller from a company that really does bring results. For more information please call +44 (0)114 266 6200 or contact info@bluechipfeed.com. Equestrian Business Monthly
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better business
PACK
AGIN
Although horse owners may be motivated by more than just an attractive label when making a purchase, it should never be taken for granted – this is one area where people really do judge a book by its cover. The packaging is the
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Three to four seconds is the average amount of time that packaging has to grab the attention on the shelf. It must then clearly convey to the customer how and why to use the product, and convince them to buy. Equestrian Business Monthly investigates how to make packaging really stand out from the crowd.
immediate face of a business and brand, and can directly impact the decisions made at the point of sale. A study undertaken in 1995 found that around 70% of purchasing choices take place
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at the shelf, and although this figure may seem high it further emphasises the significance of a professional and eye-catching design for product packaging. This may be especially true for smaller scale manufacturers, where the packaging may be the only ‘advertising’ that the product inside receives. When planning to design or re-design packaging, it is important to allow enough time to plan properly and enable any re-drafts necessar y to get it right before it goes to production. Utilising the ser vices of a marketing and design agency can sometimes be the best solution, as they will have the specialist knowledge and time to devote to producing a professional finish.
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Planning and research As with many business decisions, market research is the starting point. It is important not just to know your audience but also to review competing products on the shelves to see what you can do better and plan where you wish your product to fit. Market positioning is key, and as packaging can a strong statement about the product it is important to ensure it is delivering the right message and reflects the desired brand credentials. If an entire range is planned, considerations must be made as to the differences on the packaging between entrylevel or less expensive products
better business up to the more premium end of the scale. Once a prototype has been established, it can be a useful idea to seek some objective feedback, perhaps from retailers or consumers, to see what connotations they take from the packaging and if they can suggest any improvements in form or function.
Shapes and sizes The type of packaging used will depend on how the end product will be sold – for example, items sold solely on the internet may need to attract attention differently than products sold in-store that can be handled by the customer in person. If the product will be sold in shops, other considerations may include shelf height restrictions and additional point-of-sale display packaging. It is also important to bear in mind storage requirements. Many equestrian retailers have limited shelf space, so products should be the right shape and size so that they take up as little room as possible. For example, a rectangular tub may take up less shelf space than one that is circular.
Environmental protection Environmentally friendly packaging is of increasing concern to consumers. To increase a products green credentials, it pays to explore ways of reducing package size and packing, utilising recyclable materials and reducing carbon emissions. There are advantages and disadvantages to all different material types. Plastic for example is a popular choice, but can raise concerns about end-of-life disposal. The
British Standards Institution (BSI) has recently published a new standard targeting the biodegradability of plastic known as BS 8472, which attempts to end the confusion over claims that plastic could not be described as biodegradable unless it complied with the EN 13432 standard. Producing containers that are reusable is one way of being more environmentally friendly and can work well with certain products, such as some feed supplements. This of course entails producing product refill packs, but may help to cut production costs and encourage product loyalty. Whichever packaging material is chosen, it must protect the product inside from exterior pressures and provide a sufficient barrier to the elements – mainly moisture and oxygen – during shipping, storage and handling. The packaging must also be able to withstand any damage from the product within – for example if it contains certain chemicals. When considering these points, it is important to bear in mind the expected life of the product and how long it may sit on the shelf before it is opened. As more people become concerned with product integrity and security, investigating tamper-evident devices may also be a good idea for relevant products.
Labelling
adhered to in order to save costly alterations at a later date. Company contact details should also be present. The types of font used, the font size, colour and images should be consistent with the brand and brand message. They also all have an effect on readability and visual appeal – labels that are difficult to read cause frustration and will not make much impact in that three to four seconds of time to grab the customer’s attention. The brand or company name, plus the key point about the product, should be readable from six feet away. In terms of the colour of the label, it is also important to bear in mind the colour of the background on which it will
be stuck to ensure it does not clash – if the packaging is clear, what colour is the product that will show through? Whatever the design, ensure that you leave enough space for the barcode, and that before the final label design is sent to print the barcode is checked with, and accepted by, a standard barcode reader.
Case study – The Animal Health Company NoBute has been given a new look with an extensive branding and packaging makeover for the whole range. NoBute has been a popular natural joint comfort for equines for the last 14 years, and with the decision to re-brand and update the look and structure of the whole company’s image, NoBute was one of the first to be tackled. The product has a strong and loyal customer base so it was imperative to keep existing customers happy whilst refreshing the dated look of the old labels. The new packaging needed to highlight that NoBute is the first and leading product that is a genuine alternative to Bute. The new look is now bright, eye-catching and has strong identity throughout the range. “It’s an exciting, new development for us,” says Paul Westcott, managing director of the Animal Health Company. “We wanted the re-brand to reflect the quality of the products and the high esteem our customers hold them.” Over the last six months branding agency Graphic Evidence has re-branded and restructured all the Animal Health Company’s ranges. Says Adam Arnold, managing director of Graphic Evidence: “We are really happy with the branding we completed for the NoBute range. The packaging looks great and the whole range now has a strong identity and a Before brand to build upon.”
The label is perhaps the most important consideration, and must convey the product’s message and benefits in as clear and as simple, yet eye-catching, a way as possible. Ideally, text should be kept to a minimum, with strong imagery and branding used to create impact. Certain products require specific points to be displayed on the label by law, or have restrictions on what claims can or cannot be made, and these must be strictly www.ebmonthly.co.uk
After
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SECRET Surfer
If you would like the Secret Surfer to visit your website just send us your details. Email:editorial@ebmonthly.co.uk
www.smartworming.co.uk
www.bed-down.co.uk
www.agrisellex.co.uk DESIGN: 5/10
DESIGN: 9/10
Quite a busy design, bright and does the job, but could do with an update and more consistency. The images of wild animals are a little confusing at first, but certainly memorable and make sense once you know the company’s history!
Striking and colourful design, very reminiscent of the brand. Plenty going on without being too much.
NAVIGATION: 7/10
Very simple and easy to navigate.
The top-bar navigation menu is comparatively small and not immediately obvious. There is also a left hand menu, where links to products are logically sorted. Fairly easy to find what you need, despite busy design. Helpful site map. Bottom page link to ‘About us’ doesn’t work.
CONTENT:
CONTENT: News and media:
7/10
No news page, but there is a good Blog, which looks to be frequently updated with relevant articles and discussion.
Company information: 8/10 Plenty of company background under ‘About us’ – almost too much, as is one large block of text! Would be good to break up with some imagery. Separate, informative ‘Terms’ page. All basic contact details.
Product information: 9/10
NAVIGATION: 10/10
News and media:
3/10
News page contains just two stories, with no indications of the dates of when they were posted. There is a newsletter available to subscribe to however. There is a tab called ‘User stories’, but there is nothing under here except an invitation for users to contact the company.
Company information: 2/10 No ‘About us’ page, though there is a little on the ‘Products’ page. There is a ‘Stockists list’ tab but unfortunately it says: ‘We are currently updating our stockists list which will be available online soon.’
Product information: 6/10 Good product information, which includes guidance on how to use. Could do with some more images here perhaps? Also, no indication of RRPs, which might be helpful.
Very good, an abundance of information under each product, plus handy ‘These may also be useful’ links at bottom of each page. Minor point – could add to imagery here. Under ‘Information’ on left hand menu are many more pages of information on electric fencing – everything you could think of – including useful diagrams.
OVERALL SCORE OUT OF 50 32
www.ebmonthly.co.uk
August 2011
36
OVERALL SCORE OUT OF 50
Equestrian Business Monthly
30
www.harpleyequestrian.co.uk DESIGN:
http://powellprotec.com DESIGN: 9/10
5/10
The design is fairly basic and could do with a bit of tightening in places, particularly the home page, which is lacking the wowfactor, though it does have an animated flag at the top for added effect!
Modern design with an eye-catching background, and slideshow of good quality images on the home page to create impact. Slight readability issues in places where the text is light grey in colour.
NAVIGATION:
NAVIGATION: 7/10
10/10
Easy to get around the site, top bar menu is simple and everything is logically sorted.
The site is quick to navigate with the menu on the left corner easily in view, but perhaps would be more simple to read if the tabs were more logically sorted – e.g. ‘News’ after ‘Home, ‘Contacts’ at the end.
CONTENT: News and media: 5/10
CONTENT: News and media: 6/10 The ‘News’ page has been updated every month or so, with some stories including pictures. Separate ‘Testimonials’ page is good, although again the design could do with a tidy.
This is a letdown – the ‘News’ page has just three stories dating from August 2010 to early April 2011. Helpful list of dates and venues where the company is exhibited alongside. Sponsored rider page is good, could perhaps add testimonials here.
Company information: 6/10
Interesting page on the history and ethos of the company. To get Company information: 4/10 No ‘About us’ page, although there is some company information on the home page. Shame not to have more information, for example on the manufacturing processes. You have to contact the company for a list of retailers, although there are a few links to online stockists.
Product information: 5/10 Good basic product information, with size charts available where relevant. Some extra information under some of the product sections, but scope for improvement both in content and design. Separate ‘Product info’ pages lists some simple but important dos and don’ts.
OVERALL SCORE OUT OF 50
27
stockist information you have to email the company – shame no stockist list.
Product information: 10/10 Product pages very slick, with interactive image/graphic you can use to point to the various features of each product. Information very detailed, including explanations on key features. ‘Fitting’ tab contains really useful guidance and really handy videos to illustrate. ‘Body Armour Standards’ page under ‘About’ completes the picture.
OVERALL SCORE OUT OF 50 www.ebmonthly.co.uk
August 2011
40
Equestrian Business Monthly
33
SUPPLIERS DIRECTORY bbey Diagnostics A +44 (0)1638 552122 www.abbeydiagnostics.co.uk
Duralock +44 (0)1608 644988 www.duralock.com
Fresha Tank +44 (0)1733 203077 www.aquamidas.com
Hows Racesafe +44 (0)1536 771051 www.hows-racesafe.co.uk
Nedz Bed +44 (0)1772 877096 www.nedz.co.uk
Spoga + Gafa +44 (0)208 6818166 www.spogagafa.com
Abbey Saddlery and Crafts Ltd +44 (0)1565 650343 www.abbeysaddlery.co.uk
E. & E. Corn Supplies (Havens UK) +44 (0)1388 603333
Fuller Fillies Ltd +44 (0)1977 625 025 www.fuller-fillies.co.uk
Hunter-Outdoor (K & K CLOTHING) +44 (0)121 555 8334 www.rockall.info
Novel gmbh (Pliance) +49 (0)894 177670 www.novel.de
Spillers +44 (0)1908 222888 www.spillers-feeds.com
Future Forks (by Aubiose) +44 (0)1293 416759 www.futureshavingsfork.co.uk
Innovacyn / Vetericyn Europe +353 91 796896 www.vetericyn.com
Parkgate Equestrian +44 (0)1306 631374 www.parkgateequestrian.co.uk
Stable Environment + 44 (0)1422 310483 www.stable-environment.co.uk
Fynalite +44 (0)1789 764848 www.fynalite.co.uk
Intelligent Retail +44 (0)8456 800126 www.intelligentretail.co.uk
Osmonds +44 (0) 1948 668100 www.osmonds.co.uk
Stable-Safe +44(0)23 8083 9907 www.stable-safe.com
Gee Up Equine Laundry +44 (0)1254 822066 www.geeupequinelaundry.co.uk
IV Horse +44(0)1888 544261 www.4horse.co.uk
PelGar +44 (0)1420 80744 www pelgar.co.uk
Starkie’s +44 (0)116 2592022 www.starkiesbeeswaxcreams.com
Gillman’s +44 (0)1452 509050 www.gillmanscommercialappliances. co.uk
Karoo Equine +44 (0)1706 559569 www.karooequine.com
Petlife +44 (0)1284 761131 www.petlifeonline.co.uk
Stockshop Limited +44 (0)1392 460077 www.stockshop.co.uk
KC Sports Ltd +44 (0)1823 681100 www. powellprotec.com
Pfizer Animal Health +44 (0)1304 616161 www.wormingyourhorse.info
Stormsure Ltd +44 (0)1638 570478 www.stormsure.com
GollyGaloshes gollygaloshes@btinternet.com
Keratex +44 (0)1373 827649 www.keratex.com
Polly Products +44 (0)1636 636132 www.pollyproducts.co.uk
Storm waterproofing (UK) Ltd +44 (0)1773 521309 www.stormwaterproofing.com
Grays of Shenstone +44 (0)1543 483344 www.graysofshenstone.co.uk
Kevin Bacon’s +44 (0)1296 662473 www.kevinbacons.co.uk
Pony Maloney +44 (0)1825 872600 www.ponymaloney.com
Griffin NuuMed Ltd: +44 (0)1458 210324 www.nuumed.com
Kingshead +44 (0)1738 580080 www.kingsheadequestrian.com
PressPoint +44 (0)1953 851513 www.presspoint.co.uk
Taurus Footwear and Leathers Ltd +44 (0)1933 674679 www.taurusfootwearandleathers. co.uk
Groomers Limited +44 (0)845 230 7997 www.groomers-online.com
Kitt +44 (0)1278 727755 www.kitt.eu.com
RS-tor www.rstor.co.uk
Gumbies Ltd +44 (0)1258 839100 www.gumbies.co.uk
LaundryStuff +44 (0)1226 717180 www.laundrystuff.co.uk
GWF Nutrition + 44 (0)1225 708482 www.gwfnutrition.com
Lets Talk Horses + 44 (0)1953 850678 enquiries@letstalkhorses.co.uk
Harold Moore +44 (0)114 2700513 www.haroldmoore.co.uk
LexveT International +44 (0)8003 345856 www.lexvetsupplements.com
HARPLEY Equestrian Ltd +44 (0)115 9611537 www.harpleyequestrian.co.uk
Life Data Labs Inc +1 256 3707555 www.LifeDatalabs.com
Haybar +44 (0)1723 882434 www.haybar.co.uk
Likit www.likit.com For orders Westgate EFI +44 (0)1303 872277
Healing Tree UK Ltd + 44 (0)7850 738875 www.healing-tree.co.uk
Lister Shearing +44 (0)1453 544832 www.lister-shearing.co.uk
Hickstead Horse Feeds +44 (0)845 0250444 www.hicksteadhorsefeeds.co.uk
LITOVET +44 (0)1452 524012 www.litovet.co.uk
Hilton Herbs Ltd +44 (0)1460 270700 www.hiltonherbs.com
LS Sales (Farnam) Ltd +44 (0)1608 683855 www.lesliesutcliffe.biz
Honeychop Horse Feeds +44 (0)1359 230823 www.honeychop.com
Marie Bridgwater Equestrian PR & Media Consultant +44 (0)7795 416511 www.mariebridgwater.com
Agrifence +44 (0)1432 373920
Earlswood Supplies +44 (0)8450 171351 www.earlswood-supplies.com
Airowear +44 (0)1434 632816 www.airowear.co.uk
Easibed +44 (0)161 370 2360 www.easibed.co.uk
Amigo Stable Mirrors: +44 (0)1858 432652 www.amigostablemirrors.co.uk
Eazitools Equestrian +44 (0)1302 746077 www.eazitools.co.uk
Andis Company +1 262 884 2600 www.andis.com
Eco Comfybed +44 (0)1202 593601 www.ecocomfybed.co.uk
Andover Healthcare sales@andoverhealthcare.com www.andoverhealthcare.com
Emvelo +44 (0)1494 875848 www.emvelo.co.uk
Animalife +44 (0)1527 857 920 www.animalife.co.uk
Equivet +44 (0) 808 1084995 www.equivetanimalcare.com
Arctic Fox – Bulls Eye International +44 (0)1923 210646 www.arcticfoxuk.com
Equestrian Supplies +44 (0)1254 831645
Aubiose (Future Forks) +44 (0)1293 416759 www.futureshavingsfork.co.uk B2B +44 (0)870 7510605 www.btoblinks.net B Jenkinson & Sons Ltd +44 (0)1924 454681 www.elico.co.uk Badminton Horse Feeds +44 (0)1425 658450 www.badmintonfeeds.co.uk Baileys Horse Feeds +44 (0)1371 850247 wwwbaileyshorsefeeds.co.uk Battles +44 (0)1522 529206 www.battles.co.uk
Equestrian Vision +44 (0)1403 865320 www.equestrianvision.co.uk Equistro +44 (0)1280 814500 www.equistro.co.uk Equetech +44 (0)1296 688966 www.equetech.com Equilear + 44 (0)1543 414474 www.equilear.co.uk Equilibrium Products +44 (0)1442 879115 www.equilibriumproducts.com Equine America +44 (0)1403 255809 www.equine-america.co.uk
Bling Equestrian www.blingequestrian.co.uk
Equine Management +44 (0)1825 840002 www.equineman.com
Brinicombe Equine +44 (0)8700 606206 www.brinicombe-equine.co.uk
Equisorb: +44 (0)1476 585973 www.equisorb.co.uk
British Horse Feeds +44 (0)1765 680300 www.britishhorsefeeds.com
ESF Services +44 (0)1600 780051 www.tackrepair-rugwash.co.uk
Buffera Ltd +44 (0)1707 852244 www.buffwear.co.uk
Euro Front International +44 (0)1332 590460 www.eurofront.co.uk
Classic Canes +44 (0)1460 75686 www.classiccanes.co.uk
Faulks & Co. +44 (0)1455 848184 www.wmfaulks.com
Classic Showjumps 0161 765 2010 / 2014 www.classicshowjumps.com
Field Galleries +44 (0) 1932 342055 www.field-galleries.co.uk
Clipper Sharp +44 (0)1823 681076 www.clippersharp.com
Finest Brands International (Toggi and Champion) +44 (0)113 270 7000 www.toggi.com
Cox Agri +44 (0)845 600 8081 www.coxagri.com D&H Animal Husbandry +44 (0)845 270 6691270 2224 www.dandhgroup.co.uk Davies & Co +44 (0)1536 513456 www.equimat.co.uk Dodson and Horrell +44 (0)1832 737300 www.dodsonandhorrell.com Dog Rocks +44 (0)1628 822 243 www.dogrocks.co.uk
34
Five Star Horse Bedding +44 (0)1732 863116 www.fivestarbedding.co.uk Fly Away +44 (0)1384 877857 www.flyaway.ltd.uk For Riders +44 (0)1865 377853 www.ivriders.com
Girbau UK +44 (0)1462 427780 www.girbau.co.uk
Horsefair +44 (0)1264 811425 www.horsefair.co.uk Horse First Ltd +44 (0)2830 848844 www.horsefirst.net Horsemasters Distribution +44 (0)1462 432596 www.mountainhorse.co.uk Horse Source +44 (0)1924 848 438 www.horsesourceltd.co.uk Horsesport www.horsesport.com
Frank Baines Saddler +44 (0)1922 640847 www.frankbaines.com
Horses with Attitude +44 (0)1274 852139 www.horseswithattitude.co.uk
Friendship Estates +44 (0)1302 700220 www.friendshipestates.co.uk
Horslyx +44(0)16973 32592 www.horslyx.co.uk
www.ebmonthly.co.uk
August 2011
Maxavita +44 (0)8450 752754 www.maxavita.com Measom Freer +44 (0)116 2881588 www.measomfreer.co.uk Medco Enterprises +92 524 602961 www.medcopk.com Merial Animal Health Ltd +44 (0)1279 775858 www.merial.com Natural Animal Feeds +44 (0)800 373106 www.naf-uk.com My Day Feeds +44 (0)845 6023782 www.mydayfeeds.co.uk
Equestrian Business Monthly
Robinson Animal Healthcare +44 (0)1909 735000 www.robinsoncare.com Rockall +44 (0)121 5558334 www.rockall.info Rockfish Riders +44 (0)1503 240615 www.rockfishriders.com Rockies +44 (0)1606 595025 www.rockies.co.uk Rower & Rub +44 (0)1223 969740 www.roewer-rueb.com Rugs R Us +44 (0)1695 716262 www.equirugsrus.co.uk Rutland Fencing +44 (0)1572 722558 www.rutland-electric-fencing.co.uk Santé Franglais Ltd + 44 (0)1858 464550 www.aloeride.com SCH (Supplies) Ltd +44 (0)1473 328272 www.schsupplies.co.uk Sherwood Forest Ltd +44 (0)1159 424265 www.sherwoodforest-uk.com ShoeSecure +44 (0)1475 54068 www.shoesecure.com Silvermoor +44 (0)1665 602587 www.silvermoor.com Smart Grooming +44 (0)1823 681076 Solocomb +44 (0)1235 511358 www.solocomb.co.uk Spartan Equestrian Products +44 (0)1474 705065 www.spartanequestrian.com Animal Health Company Tel - 01787 476400 www.equinehealthandherbal.co.uk
Tayberry +44 (0)1507 524816 www.tayberryoutdoor.com The British Horse Society +44 (0)8450 777692 www.bhs.org.uk Top Paddock +44 (0)1469 563995 www.top-paddock.co.uk Trailer Vision +44 (0)1775 640737 www.trailervision.co.uk Trelawne Equine Ltd +44 (0)8442 578585 www.trelawneequine.co.uk Tuffa International Footwear +44 (0)1953 880914 www.tuffaboots.com Uncle Jimmy’s Brand Products +1 866 965 4669 www.jimmysballs.com Unibed +44 (0)1977 796278 www.unibed.uk.com V-Bandz +44 (0)8450 956810 www.v-bandz.co.uk Virbac Animal Health +44 (0)1359 243243 www.equimax-tabs.com VSM Ltd: +44 (0)1664 506746 www.easywormer.com W F Young, Inc. +001 413 526 9999 www.absorbine.co.uk Westgate EFI Ltd +44 (0)1303 872277 Westgate Labs +44 (0)1670791994 www.westgatelabs.co.uk Your Gift Horse +44(0)1454 202033 www.yghtrade.com Zilco +44 (0)1844 338623 www. zilcoeurope.com