EBM August 14

MoNThly

EQUESTRIAN August 2014 Issue 147

Page 26

body pRoTEcToRS ANd AIR jAckETS equipmenT for The horSe SeaSonal SupplemenTS T Talking Therapy

Bringing buyers & suppliers together www.ebmonthly.co.uk

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INSIDE THIS ISSUE 4 nEwS

26 lEt’S tAlk ProDuctS

10 SEASonAl SuPPlEmEntS

Body protectors and air jackets

Decision time for late season stock

30 on thE mArkEt

14 EquiPmEnt for thE horSE Tack, training aids and accessories

Pick of the products

31 kEn’S column The big European question

18 DivErSificAtion

32 BuSinESS ADvicE

Bulking up sales

Health and safety

23 lAunch it

34 SuPPliErS DirEctory

New from Rebel Rider

24 tAlking thErAPy

EQUESTRIAN

BUSINESS Editor: Vanessa Britton editorial@ebmonthly.co.uk

Advertising Sales: Tel +44 (0)1953 852931

MoNThly

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Disclaimer 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.

On the cover

USG Flexi Body Protector

August 2014 | EquEstrian BusinEss Monthly www.ebmonthly.co.uk

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FORWARD FEATURES September ● ● ● ● ● ●

Clippers Hi-viz and rider aids Worming Bedding Business Matters Let’s talk products: winter rugs

October ● Winter feed ● Christmas stocking ● Stable and yard

essentials, including storage and pest control ● Business matters ● Let’s talk products: winter jackets Our media pack and a full list of features for 2014 is available.

To get your hands on either of these, email: allison@ebmonthly.co.uk.

Furthermore, give us a call and see what we can do for you over the next 12 months.

UK NEWS

A round-up of the UK’s equestrian trade news

Rural broadband hits the headlines

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he state of rural broadband was under fire from Milton Keynes based retailer, RB Equestrian when it featured on BBC Breakfast last month. The rural nature of many equestrian businesses means that slow broadband speed is a regular gripe and with many now relying more than ever on email and websites to run their business, rural broadband problems cause a headache for thousands of businesses across the country.

To have their say, the team at RB Equestrian opened early on Monday July 14 to host the BBC Breakfast News outside broadcast unit and BBC Breakfast Business Presenter Dominic Laurie. As members of the Federation of Small Businesses (FSB) they were asked to share their experience of rural broadband service as part of a BBC investigation following up on the FSB report that highlighted the need for improved high-speed connectivity for rural businesses.

The FSB report states: “Small businesses are the bedrock of the UK economy and critical to growth and job creation. In an increasingly globalised world in which technology is changing business practices, the vast

majority of small firms will need access to high-quality digital communications infrastructure and services in order to succeed.

“Too many small businesses in the UK are unable to access fixed and mobile broadband services that are ‘fit for purpose’ and meet their commercial needs. Lack of access reduces productivity, stifles innovation and restricts the ability of British firms to grow and compete in global markets.” A recent FSB survey found that: ■ Ninety four per cent of small business owners consider a reliable internet connection critical to the success of their business, while 60 per cent expect to increase their online presence in the next year.

■ As many as 14 per cent of small businesses consider lack of reliable and fast broadband connectivity to be their main barrier to growth.

■ Two thirds (65 per cent) of small businesses access broad band through a wired connection. However, only 12 per cent have a fibre-optic connection, while 35 per cent

Kelly joins Trilanco Trilanco is delighted to welcome Kelly Whapples to the team. Kelly is the company’s new area sales manager, covering the south of England.

Kelly Whapples joins Trilanco

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If you have some news you’d like to share email us at: editorial@ebmonthly.co.uk or tweet @EBMonthly

Kelly has a thorough equestrian knowledge, having been involved with horses since she was just five years old. On a professional level, Kelly has been working in the equestrian industry for the past six years, and has worked for Shires Equestrian and Westgate EFI. She now joins the Trilanco team, and is excited to get started.

“We’re pleased to have Kelly join our team,” says Martin Balmer, managing director of Trilanco.

“With in-depth equestrian knowledge and industry knowledge too, we’re delighted to have Kelly representing us to retailers all over the south of England.”

have a mobile connection.

■ Worryingly, approximately 45,000 small businesses (1 per cent of Britain’s 4.5 million small businesses) still have to rely on a dial-up connection.

■ Only 15 per cent of small firms say they are very satisfied with their broadband provision, while a quarter say they are fairly or very dissatisfied.

■ In a separate survey, 40 per cent of small businesses said improved digital infrastructure in their area would encourage them to invest in new technology.

RB Equestrian was pleased to add to the discussion and Kathryn Jaquet from the retailer said: “It was a great opportunity to highlight the dreadful internet speeds many businesses in this country have to contend with but also to raise the profile of the equestrian industry in the UK. In addition it was a fabulous experience and gave us a unique opportunity to show off our own business, and some of the fantastic brands we stock, to the two million viewers of BBC Breakfast.”

New agent for Ireland H

eritage brand Alan Paine has appointed Donal McCloy of McCloys Guns Unlimited as a new Country Collection agent to cover both the Republic of Ireland and Northern Ireland.

Donal boasts many years in the trade and says of his appointment: “I am delighted to have been appointed as an agent for Alan Paine Country Collection and very much look forward to developing the brand in Ireland.”

Retailers can contact Alan Paine’s Head Office on +44 (0)1623 522573 for more information.

EquEstrian BusinEss Monthly | August 2014 www.ebmonthly.co.uk

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

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UK NEWS

Equine Management and Training announces new partnership F

red and Rowena Cook from Equine Management and Training are delighted to announce their new partnership with Greatwood, the charity that combines ex-racehorse welfare, rehabilitation and rehoming with educating children and young people with special educational needs.

“We have long been aware of the wonderful work of Greatwood with regards to children and young people, but consider the charity is not receiving enough recognition for its retraining and rehoming activities and this needs addressing,” says Fred Cook from Equine Management and Training.

Following a recent visit to Greatwood, it became apparent the charity was housing horses that could be successfully rehomed, a move that would help it continue its good work and ease some of the financial burden. After in-depth discussions with Helen and Michael Yeadon, founders of Greatwood, Fred and Rowena were

asked if they’d consider promoting and assisting the charity with their equine training and rehoming programme, a role they willingly accepted: “We are delighted to be working with such a wonderful charity as Greatwood,” says Rowena. “Obviously the equine side is our primary role with racehorse retraining being what we are most well-known for, but we are sure that we will also be able to help further promote Greatwood as a whole through our other business activities.”

“All at Greatwood are honoured and privileged that Rowena and Fred Cook have so kindly accepted the role of Retraining Consultants at Greatwood,” says Helen Yeadon, founder and managing director. “I have no doubt that with their help and expertise, more horses will be able to leave us to undertake exciting and rewarding careers after racing. We are extremely grateful for their invaluable generosity.”

Equine Management and Training announces new partnership with Greatwood

New innovation category B ETA International’s Innovation Awards have become even bigger with the introduction of a new category – Technical Outdoor Clothing and Footwear.

The decision to move forward with this addition was taken following the trade fair’s growing number of exhibitors from the outdoor sector. “As more outdoor companies are choosing to make their mark at the show – and reaping the rewards for doing so – we needed to develop the awards to reflect their presence,”

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said BETA International organiser Claire Thomas. “Diversification continues to be a driving force for both exhibitors and visitors, and we are extremely pleased to welcome trade members from a range of related industries.”

Exhibiting companies’ products that have been introduced to the market no more than 12 months before the show can be entered for the awards, which are judged by a panel of carefully selected industry experts, all specialists in their own fields.

Full house at Spoga horse autumn Fair T

he Spoga horse autumn trade fair runs from August 31 to September 2 and over 410 exhibitors from more than 30 countries will present their products for the coming season to the trade audience. The situation in the run-up to the fair couldn’t be better: the whole of Hall 4 of the Cologne Exhibition Centre, is completely sold-out. “In addition to its position as the leading international order platform, Spoga horse also carries out an important role as a communication platform. The decision-makers of the equestrian sport industry from all over the world meet up in Cologne to engage in a personal exchange and establish new business contacts,” explains Katharina C. Hamma, Chief Operating Officer at Koelnmesse GmbH. In addition to the comprehensive trend and product show for the

coming season, the trade visitors can look forward to the industry’s latest innovations. An even stronger focus is being placed on the Spoga horse Innovation Award as a result of the presentation of all the submitted products this autumn.

Hall 4 of Spoga horse 2014 is open to the industry and trade on August 31 and September 1 from 9am to 6pm and on September 2 from 9am to 5pm. The trade fair is exclusively open to trade visitors.

Admission tickets can be ordered from the ticket shop (www.spogahorse.com) at reduced presale prices. Tickets for the trade fair entitle the holder to visit both the spoga horse and the spoga+gafa, the garden fair that is being staged simultaneously, and are also valid as free travel tickets for the entire local public transport network in the Cologne area.

Caviera celebrates growth S pecialist horse bedding producer Caviera Bedding is pleased to announce a significant increase in sales and stockist numbers for 2014. A family business launched in March 2012, Caviera Bedding originally supplied racing yards exclusively, but increased demand soon saw the product stocked by many independents and output has increased more than 40 per cent this year.

Prior to developing the range, director Nick Walker listened to the needs and concerns of several top racing and competition yards to create a very high quality horse bedding as an alternative to more traditional materials on the

market.

The entire range produced by Caviera Bedding is farmed, harvested, and processed on the company’s site near Tickhill, South Yorkshire, allowing Nick to guarantee that every bag meets his high quality standards.

Boost for Caviera bedding

EquEstrian BusinEss Monthly | August 2014 www.ebmonthly.co.uk

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Al FARES DUbAI – AT ThE hEART oF EqUESTRIANISm Al Fares takes place on October 29-31 2014 in Dubai, a country rich with equestrian heritage from racing to endurance. Read on to discover a vast market of business opportunities in the region.

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love of horses runs in the blood of most Emiratis, especially a fondness for the classical Purebred Arabian horses that were stalwart companions for centuries. The racing season begins in November with meetings taking place at the Jebel Ali Racetrack, Abu Dhabi Equestrian Club and Meydan Racecourse. Dubai is also a world power in flat racing; its annual World Cup in March is the world’s richest race with a $10 million purse. Even show jumping, historically more of a focus in Western countries, has been growing in the UAE. One recent

show jumping competition offered 260,000 dirhams ($70,800) of prize money, while show jumping horses bought for as little as $5,000 in Eastern Europe can fetch prices of $80,000 in the UAE if they perform well. The industry is also supporting the development of home-grown businesses within the UAE. Several studs in the UAE breed pure Arabian horses, not only for races but also for horse beauty contests, which are popular across the Gulf Arab region. Dubai’s Godolphin stable, which flies some of its 400 horses to Britain in April to race and escape the

Gulf’s summer heat, has made $14.8 million in prize money so far this year. That brings the total to $232 million since 1992. Monthly stable, feed and grooming costs typically range from $650 to $1,090 or more, compared to around $450-$970 in Britain, people in the industry said.

According to the data compiled by the Fédération Équestre Internationale (EFI), 7,282 horses are registered to UAE owners, out of which there are 2,000 active endurance horses and 87 racing stables. Compare these to 4,320 in Australia or 800 in France, where riding is extremely popular as

well and the business stakes fall in context. Lack of grazing pastures and the harsh climate means that upkeep of these competition horses is even costlier than elsewhere. Breeders import hay and feed from countries as far as Canada and USA and those associated with the prized equines are constantly looking for the best equestrian products and facilities.

Certainly, the UAE takes good care of its horses. The study estimates that annual individual expenditure in the UAE on equine equipment, including sheltering and treatment of horses, is DH 120,000

To make the most of this equestrian market visit or exhibit at Al Fares Dubai. To find out more contact official UK and Ireland Exhibition Agents: PressPoint media ltd Email: alfares@presspoint.co.uk tel: +44 (0)1953 852937

August 2014 | EquEstrian BusinEss Monthly www.ebmonthly.co.uk

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UK NEWS

Young entrepreneur success

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Ruth Spencer, Emma Ardern, Bridget Middlebrough and Mark Bryan of Black Country Saddles

Successful open day for Black Country Saddles B

lack Country Saddles recently held a highly successful Open Day for its trade customers at its state-of-the-art premises in Cannock, Staffordshire.

This busy day included a champagne reception and provided the chance for visitors to view the exciting new and significantly updated Black Country Saddles collection.

Newcomers introduced to the range include the Solare, the Tra Li, the Classic Show Saddle, Poppy Show Saddle and the Ballina.

Partners Rob Cullen and John Hartley were on hand to go through questions fielded by clients covering many aspects such as types and qualities of leathers used; design feedback on

saddle trees, in fact the amount of interest was almost endless.

Black Country Saddles managing director, Mark Bryan said: “We had a fantastic turnout and it was great to see both long-established and also new clients throughout the day.

“I was delighted this included road trips from Devon and flight routes from Scotland. That said, it’s no surprise – we’ve had several transatlantic visits from dealers new and old in the last few weeks alone!

“There was a lot of interest, especially in our new saddles, and the day provided the ideal opportunity to talk with so many members of the Black Country Saddles family.”

aidenhead based manufacturer Dog Rocks Ltd has been named winner for the West Berkshire region in the Haines Watt Young Entrepreneur Series.

Carina Evans representing Dog Rocks Ltd, which manufactures and distributes pet products worldwide, came top in her age group in the region.

Carina says: “We’ve built on successful worldwide sales of Dog Rocks to forge relationships with manufactures and distributors both in Europe and the States. We have great infrastructure and shipping lines in both regions and will continue to innovate and capitalise on the space we have created.

We have exciting plans and more ideas in the pipeline but really we were lucky to find a product that sells itself.”

New website for Lincoln T

he Lincoln brand now boasts a brand new website at www. lincoln-equestrian.com. The new and improved site features in depth product areas across the whole range, links to the company’s social media activities, a monthly newsletter and a stockist search.

H-Trap attracts attention at charity event S entomol’s David Loughlin provided visitors attending the Society for the Welfare of Horses and Ponies (SWHP) Open Day with welcome relief from horseflies last month, which was particularly fitting as this charity, near Monmouth, was the test site for the H-Trap in the UK. “In South East Wales, we have a lot of horseflies in the spring and summer months and they are a constant nuisance when out of doors.

I didn’t have to look far to test the H-Trap before we introduced it to the UK market,” says David. The Open Day on July 7 was very well

attended and the day raised over £5000, which helps to support the centre.

The H-Trap was a popular attraction with the large black ball and its green canopy leaving visitors mystified as to its purpose! “It was great to be able to attend the SWHP’s Open Day and explain how the H-Trap works to the many visitors,” says David.

“We’ve donated a number of our horsefly traps to the charity and I’m so pleased that they’ve proven to be of value to SWHP – the visitors also seemed to appreciate them!”

Product recall following feed contamination F

ollowing the news that the Queen’s gold Cup-winning racehorse Estimate tested positive for banned substance morphine, BETA has released a statement on the subject that outlines the companies involved and the situation that occurred. “It would appear that two companies within the feed industry have discovered that some of the raw material used in feeds may have been

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contaminated by seeds from the morphine poppy.

“Both manufacturers sourced the affected ingredients from the same supplier, which has now accepted full responsibility for the contamination.” The companies affected are Dodson and Horrell and Allen and Page and both companies have issued product recalls on a narrow range of products. Dodson and Horrell

has recalled all stocks of Alfalfa Oil Plus with the batch numbers of week 20-28. Although there have been no positive tests to date through feeding Allen and Page feeds they do use the same supplier and discovered a low level of contamination in raw materials leading to a recall of products with a batch date of between 18 June and 7 July 2014.

“Both Dodson and Horrell and

Allen and Page are members of the BETA NOPS assurance scheme and both companies have all the recommended internal processes in place to reduce the risk of this happening and are independently audited under the UFAS NOPS scheme but have unfortunately been let down by one of their suppliers,” the BETA statement says.

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August 2014 | Equestrian Business Monthly www.ebmonthly.co.uk

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Seasonal Supplements

ONE FOR ALL or

ALL FOR ONE?

The supplement sector is a minefield when it comes to stock decisions – do you buy into the latest wonder product, stick to the tried and trusted or try to offer everything? Equestrian Business Monthly asks the experts for their stocking advice.

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he supplements market is still growing and it can be difficult to decide which to stock to provide the best possible choice for your customers, without over-stocking and being left with waste product. But catering for your customer’s year round needs through the changing seasons does not necessarily involve tying up money in vast quantities of stock. The key is to pick proven products backed up with excellent training and retailer support. “We would always advise our retailers to stock the best sellers first and foremost because they really earn their place on the shelf,” says Sam Horrell, marketing director and Dodson and Horrell.

“Then the majority of customer needs can be met – for additional products we can turn around specific orders within 72 hours

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as part of our support for the retailers.” Supplements may be manufactured by a renowned feed company, or they may be more specialist products, so think carefully about how to cover all bases. Jonathan Nelson from Protexin advises: “Stick to the specialised products or brands relevant to the market that are high quality and recognised with product support.”

build up from a base As we head from summer to winter stock, the emphasis shifts slightly from summer respiratory supplements and fly repellents towards mud fever and immune support type products. But there are some supplements that will sell year round that could be a good base from which to

build your stock. “There are key supplements that are topical all year round and it is these that will instil customer loyalty and repeat purchases. So by taking stock of essential items

stock could tie up money in unnecessary stock and Heather Giles from Hilton Herbs sounds a note of warning: “There is a huge amount of duplication in the supplements market so retailers

“Stock the best sellers first and foremost because they really earn their place on the shelf” such as joint supplements and calmers, retailers can be sure to carry the most widely consumed supplements on the market and always have a wide appeal,” says Ross Riley at Animalife. However, as the market is growing so rapidly and new products are constantly being launched to tackle all sorts of equine ills, how can retailers cash in on the newest products?

Grabbing onto the latest products without considering your current

should endeavour to stock just a few established brands. When yet another ‘new’ product is launched retailers should ask themselves, ‘Have I already got something in my shop which does the same job?’ If the answer is ‘yes’ then they should be prepared to educate their customers on the benefits of buying a tried-andtested product as against a ‘newto-the-market’ unproven one even if it is celebrity-endorsed.”

EquEstrian BusinEss Monthly | August 2014 www.ebmonthly.co.uk

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Seasonal Supplements shelf life An important part of stock management is of course rotation of perishable goods and trying to gauge just the right amount of product to order. If your summer supplements haven’t sold make sure you check the packaging before storing them in a back room as supplements could well have a short shelf life. Whatever a supplement does, it needs to perform with maximum efficacy and manufacturers go to great lengths to ensure the products perform at their optimum for the most amount of time possible. For instance, Protexin products carry a fairly long shelf life of two years and this is thanks to stringent manufacturing procedures that enhance stability of the product.

Sam Horrell from Dodson & Horrell says: “Some nutrient content, flavour intensity and freshness of ingredients inevitably change over time. Manufacturers understand this and to what extent and rate such changes occur. They also undertake extensive testing of the individual ingredients and finished products, in their final packaging, to confirm at what point in time after manufacturing the product would be less than optimum for the animal. A shelf life is then attributed to the product which would be a shorter time period than the point at which loss of efficacy occurs. Thus using the product before its best before date ensures suitability in terms of safety, nutrient delivery and enjoyment by the animal.”

Protexin production techniques help to give it a two-year shelf life

display Interestingly, opinion seems to be divided on how best to display supplements, whether grouped by brand name or by categories.

In the brand name camp is Sam Horrell who says: “We would strongly recommend organising supplements by brand – so that immediately the shopper is able to see the brand and recognise the value of a trusted name. Then they feel more comfortable about choosing a supplement especially if the customer already buys that brand of feed.” Jonathan Nelson agrees, saying: “Maintain brand presence by keeping products grouped by brand.” However, on the other side of the fence is Ross Riley, who explains: “Customers want to find their supplements

Online Options There is almost no chance of stocking every supplement so does online retailing come in to its own here? What other options are available for retailers to satisfy all of their customers’ Most retailers can turn around products pretty quickly when ordered, for instance Sam Horrell says: “It is always good policy to stock the best sellers and then place additional orders to meet specific needs – these can always be turned round within three days.” However, these days customers can’t wait even a couple of days, and so they may be tempted online where both choice and speed prevail – delivery options and service notwithstanding.

Most retailers will try their

best to order in products as requested and some will bend over backwards for customers, offering drop-shipping and so on. Heather Giles, however, tells it as is: “If satisfying a customer’s every whim is key your retail business then an online shop is one way forward. Discuss drop-ship arrangements with manufacturers and suppliers but don’t be surprised when you are offered a reduced discount as your supplier will consider that drop-shipping is doing a large part of your job for you.”

quickly and easily. Ensure that products are grouped together by type, i.e. joint supplements, and that any shelf labelling is clear.”

Heather Giles agrees with Ross and says: “Display products in ‘categories’ rather than in brand families as this enables customers to make quick comparisons between supplements.” She also advocates that retailers: “Keep displays simple by, for example, not trying to stock every joint supplement on the market.”

However you choose to group supplements, signage and information is key to helping customers make informed decisions. Packaging on supplements has been designed to be both eye catching and informative, explaining what the product does and who it is suitable for in a glance, but more information on action and ingredients must also be available.” Heather Giles says: “Make space for product catalogues and POS material so that customers can make their own decisions. Take advantage of any onsite training or training aids offered by suppliers and if a particular staff member has an interest in nutrition or supplements then invest in that person so you have a ‘specialist’ in your shop.” Reputable manufacturers should provide free POS material such as product catalogues, banners, and shelftalkers, so ask your suppliers.

Heather adds: “Product training videos and access to a supplier’s helpline are both ways to fill the ‘knowledge gap’ for hard-pressed retail staff.”

When a customer is faced with row upon row of products to treat all manner of physical and

behavioural ills it is important that you can provide answers to questions – and some of them are crucial, such as does the supplement contain any banned substances? In this instance you must do your research on the product and a quick call to the supplier or manufacturer should answer any questions from concerned competitors. Animalife has an Accredited Retailer scheme, which means that only preapproved businesses can stock Animalife products. Ross Riley says: “This enables us to offer a more personal level of support to our retailers and ensure that they have all their POS and promotional material requirements met. We are working closely with retailers to provide what they need and currently provide wobblers, leaflets, shelf strips and posters with the plan to introduce more items in the pipeline.” The right support and guidance at point of sale leads to more confidence from the customer in the product that they are purchasing as well as the retailer. It also encourages repeat

“Take advantage of any onsite training or training aids offered by suppliers” business and store loyalty.

If you favour open days and informational evenings for your customers, then most supplement manufacturers would be happy to provide an expert to help out.

Sam Horrell says: “We also offer training and talks for retailer open days as well as taking part in their events to help educate their customers.”

August 2014 | EquEstrian BusinEss Monthly www.ebmonthly.co.uk

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Seasonal Supplements PRODUCT

PRODUCT

Aloe-vera

Trusted brand

Aloeride is a totally palatable natural, certified organic aloe-vera supplement, which not only helps to promote healthy skin, condition hooves, encourage great coat shine and glossy locks, but also supports the immune system as well – another key factor to consider over the winter months.

Each box of Aloeride contains 30 sachets (30 days worth) equaling over 12 litres of aloe vera juice. It has also been tested by an accredited Newmarket laboratory and does not contain any synthetic compounds.

Super Codlivine provides active life support for supple joints and is a strong brand name to stand out on the shelf. It contains a balanced broad spectrum blend of vitamins, minerals, trace elements and cod liver oil for optimum health and wellbeing, but with the additional ingredients beneficial to ease stiffness in joints. With essential nutrients plus evening primrose oil, MSM and glucosamine.

Available in 2.5kg bucket and 2.5kg carry pack.

www.aloeride.co.uk

www.battles.co.uk

PRODUCT

PRODUCT

Healthy treat

Help and support

Equimins’ Tip Top Supplement Treats are the perfect way to supplement the horse’s diet with vitamins and minerals.

The tasty treats contain a broad spectrum of vitamins and minerals, to help maintain horse health.

With in built goodness, Tip Top Supplement Treats are a great way to supplement the diet and can be fed from the hand each day, all year round, when daily checks are made.

Tip Top Supplement Treats are available in 1.5kg bags.

Recover Aid from Protexin Equine Premium contains an effective combination of B vitamins, antioxidants, probiotics and prebiotics along with milk thistle to support liver function.

As the name suggests, it can be used as a ‘pick me up’ for any horse recovering from illness or over exertion, and is an excellent recovery supplement to use after a weekend of competing.

Recover Aid retails at £35.35 and contains 14 x 15g sachets.

www.equimins.com

www.equinepremium.com

PRODUCT

Calming effect

PRODUCT

Revive for hydration

T.E.N. has launched its long-awaited supplement to support calm behaviour in mares. T.E.N. Challenged Mare has been specially formulated following repeated customer requests for a product to help support a healthy hormonal balance.

T.E.N. Challenged Mare contains chastetree berry, which has been traditionally used to support a healthy hormonal balance and vitamin D, known as the ‘sunshine vitamin’ for general well-being.

Magnesium has been added for its observed calming properties, alongside B vitamins to help to support the nervous system.

The Animal Health Company, makers of No Bute, introduces the re-hydration powder ‘Revive’. Revive is a great tasting powder supplement, that is simply added to the horse’s drinking water to help keep then hydrated.

Formulated to help restore and maintain essential salts and minerals lost through sweat, it contains calcium, potassium, sodium and magnesium.

3kg for £25.50.

www.tensupplements.co.uk

www.animal-health.co.uk

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Equestrian Business Monthly | August 2014 www.ebmonthly.co.uk

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REVIVE Restores essential minerals lost through dehydration Balanced source of supplemental energy, calcium, sodium, potassium and magnesium

Can help replace essential minerals lost following hard work and exertion

Find us on

O

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www.animal-health.co.uk Tel: 01787 476400

R ev i w ve eb pr si o EB te w duc M ith ts o 00 co n t 1 de he

FF

From the company that brought you No Bute Original

A vitamin & mineral-rich seaweed and rosehip supplement with a balanced blend of nutrients Supports healthy skin growth • Deepens coat colour Maintains skin & coat quality • Very cost effective For more information and details of retailer offers contact Allie Tayler, Tel: 01460 270701 Email: tradesales@hiltonherbs.com www.hiltonherbs.com

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Tack & Accessories

equipment

for the horse Saddles, bridles, bits and accessories come under the spotlight this month, with industry experts providing adad vice on stock choices, training and product displays. what’s new?

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he equipment currently available for horses is extensive and what used to be considered gadgets are now considered essentials. “There are a number of other tack accessories that retailers should consider stocking alongside saddles and bridles,” says Simon Middleton from Zebra Products.

“Some items like breastplates, martingales and stud girths are geared more towards eventing and showjumping, while training aids such as draw reins are popular across the board. Girths offer a big opportunity for saddlers and are often overlooked. It’s also worth including leather headcollars – they are still hugely popular for many equestrians.”

Julia Andrews, managing director at Kate Negus Saddlery agrees that breastplates and martingales are also very popular items and says:

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“The beauty of a breastplate is that you can sell attachments to add a martingale function, making it a two in one product. It’s important to have a range in store for people to buy, because if a customer comes in looking for a product, like a breastplate, and you don’t have one, they’ll just go online and buy one!”

Training aids are a growing area for sales and Dr Hilary Bentley from EquiAmi says: “With the growth in the number of all-weather surfaces people are doing lots more ground work and lungeing as more people have access to arenas. A wide range of tack and equipment exists for this market and retailers should consider both the leisure horse and pony riders as well as professional and competition riders who will use cavessons and rollers as well as training aids, boots, whips and relevant literature on the subject.”

Saddle and bridle design is constantly changing, with an eye on increased comfort for both horse and rider and more stylized finishes such as unusual leatherwork and patent, even waterproof, leather. “Equi-Scuto was created to fill a niche in the market for quality products that incorporate the finest waterproof leathers as well as the latest technologies available wholly manufactured here in the UK,” says Miri Ringrose, director of EquiScuto. The company has designed, developed and manufactured a range of equestrian products including protective boots, saddle pads and leather girths.

Targeting a wide appeal is key with any new products and Kate Negus Saddlery launched a new padded headpiece earlier this year that does just that: “Our newly designed Grand Prix Padded Headpiece has been really well received,” explains Julia. “We redesigned it to increase horse comfort and reduce pressure on the poll and ears by making it wider and adding extra shaping behind the horse’s ears. This headpiece comes as standard with our Grand Prix range, but is also available as an option on all other bridles, although an adjustment to the noseband may also be required.”

saddles These are all excellent additions to the tack sector, but what about the basics? Can retailers stock saddles if there is no saddler on site? There is plenty of training available from manufacturers and official training bodies, to help staff learn to fit saddles correctly, but it is important that this

training is utilised – a poorly fitted saddle will leave the customer dissatisfied both with the retailer and the product. “Saddle fitting is such a fundamental part of the soundness and mental wellbeing of our horses that I strongly feel it should be regarded as a ‘profession’ like an equine dental technician, physiotherapist or chiropractor,” says Sue Carson, founder and managing director of Sue Carson Saddles.

“We’ve done a little research recently and in total we think there are no more than perhaps 400 people in the UK fitting saddles, quite a few of them only doing the odd one or two and I personally doubt whether they all have the required knowledge and experience. Looking at just those horses competing in the main affiliated disciplines and the ‘measurable’ unaffiliated sector gives a total of around 150,000 ridden horses. That works out at one saddle fitter for every 375 ridden horses.”

Sue works with a network of franchisees selling the Sue Carson Saddles range of saddles and all are highly trained, alongside having successful affiliated competition experience as riders. “We have always insisted that our saddle fitters are riders,” confirms Sue, “as otherwise how can they understand what a rider is ‘feeling’ from their horse and the fundamental importance of the harmony between horse and rider.”

She continues: “Too many riders still don’t have access to a good saddle fitter and many don’t understand how to find one, as not all skilled saddle fitters are amongst the 200-ish members of the Society of Master Saddlers, which for some is simply because they don’t fulfil all the membership

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Tack & Accessories criteria, examples of which currently include selling three or more different brands of saddles and having a shop or country store as a base.

“Currently in the UK, there is no requirement to have any qualification or experience to fit saddles and this has to be detrimental to the horse. Anyone can set up as a saddle fitter and work on what is a vital aspect of equine soundness, performance and wellbeing. I think that needs

“Too many riders still don’t have access to a good saddle fitter” to change, as not only will it will help to attract more good people into what is a rewarding career in more ways than one, it will also make it much easier for riders to be confident that the saddle fitter they choose has the knowledge and experience to do the job competently.”

It is clear that although there is no requirement to have a qualification to fit saddles, doing so without the necessary skills and experience risks alienating customers – it’s all well and good providing a service that is needed in the area, but if you wish to fit saddles it’s best to take up the option of training.

If a retailer does have an onsite fitter, there is still a minefield of saddle options to stock and as saddles are bulky items requiring careful storage and display, never mind the cost, you must choose stock wisely.

Demo saddles could help in this instance: “At Zebra Products we offer our approved retailers the opportunity to purchase saddles at a discounted rate for them to use as demo products (these are not for re-sale),” says Simon Middleton. “This gives customers the opportunity to try before they buy; ensuring a more satisfied purchase. It also means that the saddler avoids having to purchase extensive stock that they then may struggle to store.”

bridles Bridles, accessories and general leather work are another option for those short on space or unwilling to step into the world of saddle fitting. Julia Andrews says that choice is important when it comes to bridlework: “Choice is important, but choice without crippling yourself financially is key. Look to stock ranges with interchangeable elements, so you can deliver a really great service to your customer without having to carry huge amounts of stock.”

Another potentially costly area due to the sheer variety of products available is bits. Tracey Woods, sales and operations manager for equestrian distributor, Westgate EFI gives this advice: “Buying through an equestrian distributor allows retailers to place mixed orders which in turn enables them to top-up lines if required, or to add any customer requests on to their next order. This is a real advantage when it comes to stock control and is of particular benefit to the smaller outlet as well as those wishing to trial new items without committing to massive quantities of any one line.” Simon Middleton agrees but puts added emphasis on staff training, saying: “I’d encourage retailers to glean as

much information as possible from their suppliers, and look out for training opportunities to enhance their own knowledge of the bits they stock.” Ema Odlin from www. thehorsebitshop.com emphasises that training is key and says: “Over the past few decades we have learnt so much and understand so much more about how a bit works and the effects it has on the horse. Incorrect bits can cause bridle lameness, respiratory issues, head shaking to name only a few.

So prescribing the right bit can make a big difference to the horses’ behaviour and way of going.”

A service often appreciated by customers is a trial option, as some horses will not get on with a change of bit, and therefore the purchase becomes an unnecessary waste.

“It’s worth considering running a ‘try before you buy’ or similar offer,” explains Simon. This is also a good way to let customers suss out the new bits that come onto the market. Ema says: “The bit market is changing and improving all the time and unfortunately to say is much more complex now that it used to be as the equine breeding programme is becoming more refined. So fitting bits to large tongues, fatter lips, and more sensitive mouths is becoming more common.”

3D-Scan for horsebacks 1 3D-Scan

Precise and fast measurement

2 Life-Size Model

Individual two-part model

3 Saddle Fit

Sue Carson fits a new saddle for a client

Choosing, fitting or reflocking

4 Show Changes

Horseback documentation

Visit us on Spoga Horse in Cologne, Germany from 31.08. to 02.09.2014 HALL 04.2 STAND K110

Horse equipment display tips Simon Middleton, Zebra Products: “In terms of display I’d always say less is more. The customer needs to be able to see the product and chances are if the items are cramped or difficult to get to, they’re perceived as less exciting or lower quality. Showcase your products, don’t hide them – avoid putting saddles on top of one another, or piling bridles together.”

Dr Hilary Bentley, EquiAmi: “Grouping products will enhance sales. A section in the shop devoted to ground work and lungeing should encompass lunge aids, cavessons, rollers, gloves, brushing boots, whips and related literature. Posters, help guides and a DVD running can all add to the shopper’s experience.”

Contact us and become a partner of HORSESHAPE:

www.horseshape.com

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Tack & Accessories PRODUCT

PRODUCT

Smart appearance

Training aids

Perfect for the show ring, the Caldene Black Label Plain Snaffle Bridle with Plain Reins is the ideal bridle to make the horse stand out in the show ring. Made from high quality leather, the bridle is designed to look elegant and fit correctly.

Available in Pony, Cob and Full sizes.

Available in two colours, Black or Havana. This simple, striking bridle is an affordable item to stock that appeals to a wide customer base.

Designed to promote engagement, topline, balance and self-carriage, EquiAmi training aids are simple to fit and use and give brilliant results.

EquiAmi’s lunge aid can be fitted in less than two minutes; saving time for professionals and simplifying lungeing for novices.

EquiAmi aids are patented and used and endorsed by top riders, trainers and therapists. EquiAmi training aids, award winning cavessons, new fleece rollers and new pony grass reins are all made in England – trade enquiries welcome.

www.caldene.co.uk

www.equiami.com

PRODUCT

PRODUCT

3D-Scan for horsebacks

Build muscle

A correctly fitted saddle is very important for the horse’s health.

The Horseshape mobile 3D scanner measures the horse’s back surface digitally, quickly and with high accuracy. The data is then used to either share the measurement directly with saddlers or create a template. The model has two parts: the positive model is used to fit, choose or reflock the saddle. The negative model fits seamlessly on the horse and helps to monitor changes to the horse’s back over time.

Designed to be used whilst lunging, the TSR Training System from John Whitaker International helps to develop neck and back muscles, improve the horse’s balance and encourage the horse to work in an outline which teaches self-carriage. For ease of use, the system features coloured straps and clear instructions and comes complete with a branded roller. Four different positions allow for gradual improvement in the horse’s muscle tone and can be used on horses of all abilities.

www.horseshape.com

www.johnwhitakerintltd.com

PRODUCT

PRODUCT

Draw reins

A range to suit

Kate Negus’ Draw Reins are made from top quality English leather and match other products in the Kate Negus range.

The reins are made using best bridle leather and have brass fittings and an elastic belly loop to attach the reins to.

Draw Reins are available in black and chestnut, in one size.

The Beris range is a high quality, non-metal bit brand that comfortably fills a gap in the British lorinery market. Offering a full range of mullen and ported mouthed snaffles, full cheeks, gags, Pelham and tandem bits, plus the popular curb gag design.

German born, Beris is new to the UK market but will soon be a leader thanks to its quality, availability and performance, not to mention price point that is affordable to the recreational rider and professional alike.

www.katenegus.com

www.beris.co.uk

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THE ULTIMATE CLOSE CONTACT SADDLE Designed to enhance the bond between horse and rider, our Ultimate Close Contact saddle is crafted from the finest quality calfskin leather for a slimline profile and the closest fit.

Calfskin seat and panels Tri-Panel Leather System

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Shock Absorbing Latex Under Panel

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Stylish JW Embossment

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Calfskin knee rolls

CODE COLOUR SIZES RRP

JWS029 BLACK OR LIGHT HAVANA 17, 17.5, 18”, N, M, W, X-WIDE £1350

For your nearest stockists visit

www.johnwhitaker.com View the Brochure Now

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or call us on 01706 340 500

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Diversification

pet products & feeding

farm animals

stock. The obvious problem with holding stock is that it affects your cash flow. This is one of the reasons we suggest starting smaller and expanding the range as it grows.” However, he also advocates using more specialist suppliers too, to create a unique draw to your shop: “We are big believers in specialising. Our key products are unique and very specialised. It means your clients come to you for the products you become known for, rather than trawling through your competitors first. Specialising also means you are not necessarily being compared purely on price, but on the specialisation and support you can provide.”

Heather Giles from Hilton Herbs agrees that starting small to test the water is a good idea and says: “Stocking a small range of pet accessories is often a way for equestrian retailers to dip their toes into the pet market as a high proportion of horse owners have pets. Pet beds, collars, leads, toys, and grooming materials are a relatively low-cost high-margin addition, are easily displayed and can add colour to a traditional equestrian store and will attract younger members of the family.”

A word of caution though,

With an increasing number of equestrian retailers branching out into the pet, livestock and wildlife product sectors as a means of diversification, we take a look at the pros and cons of moving into this ever-expanding segment of the market.

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dding pet, smallholder, livestock or wildlife goods to existing equestrian ranges is an example of ‘horizontal’ diversification – namely, adding products that are different from your core business.

Figures from 2013 estimated that 13 million (45% of) households have pets. The pet population has increased by 4 million to almost 71 million – including fish.

There can be little doubt then that the pet products industry is serious business. If you have only ever sold in to the equestrian marketplace, but are now thinking of diversifying there is some important advice to remember: “It is good to diversify to meet your customers’ needs, but not just for the sake of adding new lines to your shop,” says Martin Balmer, managing director of Trilanco.

“If your customers also have smallholdings, dogs and other pets, then ask them what products

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they use and what they’d buy from you- there’s nothing like a bit of market research, and selling to your existing customers is a very good place to start! There’s no doubt that taking on new stock does have other implications, such as finding new suppliers who can help fulfil your needs, but the good news is that you might not need to look too far as some wholesalers, such as us, also stock lines for the

pet products to your shop floor: “Our advice is to start with some core products, like collars, leads, and feeding bowls, and then add lines as your clients learn you are a pet product stockist. You can then build the range based on what your clients are looking for.” In this situation it again makes sense to see if one of your existing

“Many smallholders like to feed their animals as naturally as possible” agricultural and pet sector that are ideal for retailers looking to dip their toe into new markets as they can do this with minimal cost, dealing with a company that they already have a relationship with.”

Elan Mansur, director at Long Paws, advocates a step by step approach, gradually introducing

wholesalers or suppliers can fulfil your need, therefore while you’re testing the water you don’t have to set up new accounts and place large volume orders with a pet supplier. Elan continues: “The risk of branching out is that you need to hold more

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Diversification

IN THE GARDEN In the last few years there has been a surge of interest in feeding garden birds, fuelled partly by advice from organisations such as the RSPB, and partly through programmes such as ‘Springwatch’ on the BBC, so this is another area to consider.

Bird seed, fat balls and feeders could be easily added to a shelf but bear in mind you’ll be competing against large outlets like garden centres, so research the competition before taking the plunge. for those looking for a fresh approach: “If you stock the right products for your customers it will boost profits, but if you’re making your buying decisions based on nothing more than an idea, you could compromise your business,” says Martin Balmer. Heather Giles thinks that although diversification into pet and smallholding products may seem appealing, “branching out can be tricky and there is a risk of ending up with lots of unsold stock. Research your market and your competition i.e. where is the nearest tack shop or feed store?

Visit competitive stores and try to stock products they don’t.” If you can’t offer something unique or better value than competitors, then work on your existing business instead of trying to diversify as it doesn’t work for all: “Some shops, by virtue of their history, their owners, or sometimes a member of staff with niche knowledge, are better off focussing on what they do best,” says Heather.

food for thought Whilst adding a line of leads and pet bowls to your stock is relatively easy and requires little specialist knowledge, introducing pet and smallholder feeds is a whole different ball game. Jane Buchan from Baileys says: “Firstly, do your research. It doesn’t have to be extensive but questions that need answering include, where else in the area can customers buy the products you’re thinking of stocking, how many of your existing customers are likely to buy your diversified range and are you and your staff going to have or acquire the necessary knowledge you’ll need to both choose the right products and offer customers sound advice?

Whilst some nutritional principles apply across the board, different species function differently and can therefore have very differing requirements.”

There are different routes for sourcing alternative animal feeds.

Jane says: “Many of the larger equestrian feed wholesalers also sell wide ranges of pet food whilst

best at producing everything for everyone. It is also worth noting, that people don’t look to use the same brand of food for all their pets and animals. We would also suggest looking at some of the specialist pet product distributors rather than simply choosing from the range available through the larger wholesalers.”

Several horse feed manufacturers also produce their own ranges of pet food, as Jane explained, so stocking this kind of product is an easy and natural progression for many equestrian retailers.

But what other opportunities are there for proactive retailers in this sector? Martin Balmer from

“Start with some core products, like collars, leads, and feeding bowls” several horse feed manufacturers also produce smallholder and poultry ranges. Choosing to stock products or ranges from existing suppliers can bring benefits, including the possibility of more competitive prices across the ranges as overall volumes are increased.” However, Elan Mansur says: “We suggest looking a little wider than your existing suppliers.

While they may also produce pet products, and may be able to supply you, they may not be the

Trilanco says: “Stocking products from manufacturers you already work with is a great way to start as you already have that relationship and know the background on the company and the way that they work, which will be useful when you’re answering customer questions. Some wholesalers stock pet and smallholder lines too, many from trusted ‘household’ brands, so it really is worth picking up the phone and chatting to them.

You don’t need to throw yourself in the deep end, stocking pet care essentials like wormers and spot on style treatments alongside your equine wormers could be a good route, and when people enquire about equine wormers, there’s the option of asking if their pet worming needs are also being met.

Tie in with seasonal issues that any pet or livestock owner is dealing with, it’s a good way to start a conversation!”

on the farm Smallholder ranges, particularly in feed, are also increasing in popularity as more people seek ‘the good life’. Joanna Palmer, nutritionist for the Smallholder

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Range, explains, that feeding livestock tends to be much simpler than feeding horses. “It is generally only the species of animal, their age and reason why they are being kept, that needs to be considered when choosing an appropriate feed. It is also worth considering that many smallholders like to feed their animals as naturally as possible, so stocking feeds made from organic or non-GM ingredients is ideal,” she says.

Poultry feed and accessories such as feeders may be a good place to start as chickens are by far the most popular livestock to keep and if this proves successful you can branch out still further. Joanna says: “Many smallholders enjoy keeping pigs and so if stocking poultry feeds proves to be successful, branching out into pig feeds is the next natural step. Breeds such as the Pot Bellied and Kune Kune are popular as pets, but over feeding and lack of exercise can result in obesity and joint problems from carrying excess weight.” Another consideration is seasonality, which, like horse feeds, often means a decrease in demand in the summer months.

Jane Buchan says: “Whilst poultry need feeding all year round, smallholder feeds tend to be seasonal, with few producers requiring supplementary feeds once the grass is growing.” This shows one of the difficulties of diversification – the further you go, the more knowledge you need, so it is vital to consult the manufacturers for training and point of sale material to ensure all staff can offer good advice for the products stocked. Jane adds: “As with our horse feeds, we provide product training across our Fancy Feed Company and Badminton Country Feeds ranges to ensure that all who are selling them are confident in advising customers on the right feed. We offer ‘sale or return’ terms and detailed product brochures as well as advisory leaflets on basic animal nutrition and husbandry.”

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Diversification PRODUCT

PRODUCT

Lawn saver

Target new markets

Dog Rocks placed in the dog’s water bowl are a 100% natural and hassle free solution to urine burn patches on lawns and shrubs. Safe for all household pets, Dog Rocks do not change the pH balance of the dog’s drinking water or urine and there are no known side effects.

Dog Rocks has been selling for ten years with over 1 million Rocks sold worldwide.

They are fast becoming a household name in the UK.

Equestrian retailers interested in branching out into the poultry market to generate an extra income stream could try easichick poultry bedding. easichick is a wood-fibre bedding specially manufactured for poultry and cage and aviary birds. Because it is bio-secure it is free from moulds and bacteria making it ideal for nesting boxes, hen coops and scratch areas as well as houses and cages. Easichick helps keep birds clean and doesn’t compact or smell and is available in 10kg bales.

www.dogrocks.co.uk

www.easichick.co.uk

PRODUCT

PRODUCT

Kitty Kalm

Stylish neckwear

The perfect solution for situation changes that may have a negative effect on cats, such as moving home, changes in the environment, the introduction of a new pet or baby, or loud and sudden noises. Kitty Kalm will also help rescue cats adjust to their new environment. Formulated to help cats adapt and relax, Kitty Kalm is a sweettasting palatable mixture of pure herbal extracts and vegetable glycerine that can be added to feed or drinking water.

Kate Negus Saddlery’s Dog Accessories collection caters for whippets and greyhounds too, with collars made especially for this type of dog.

The high quality English leather collar has that traditional greyhound/ whippet collar design that widens in the middle. It’s finished with brass fittings and lead loop and also sports a Union Jack bridle stud too.

The collars are available in black and chestnut.

www.hiltonherbs.com

www.katenegus.com

PRODUCT

PRODUCT

Better behaviour

Perfect for bantams

Breeder’s Formula is a concentrated nutritional supplement formulated by veterinary nutritionists to promote healthy skin, reduce nervous behavior, and support joint mobility in dogs.

Breeder’s Formula contains tryptophan and magnesium to create a calming effect that reduces nervous behavior and lessens compulsive itching, licking, and skin chewing. It also supplies the needed nutrients to strengthen connective tissue proteins, which aid skin’s resistance to dermatitis and support joint mobility.

This product is safe and effective for all breeds and ages, including pregnant dogs.

With added Omega 3 oils for healthy birds and wonderful eggs, Natural Free Range Layers Pellets is one of the most popular feeds within the range. Natural Free Range Layers Pellets provide everything hens need for optimum health all year round and the small pellet size is also suitable for bantams.

The Smallholder Range has developed and grown, to provide a good quality, non-genetically modified feed for birds and livestock kept in free range or non-intensive conditions.

www.lifedatalabs.co.uk

www.smallholderfeed.co.uk

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LAUNCH IT

Rebel Rider Mane and Tail Extensions Brighten up your stock with these new colourful mane and tail extensions, now available to the trade.

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hese mane and tail extensions are available in a wide range of bright colours and are popular with riders looking to stand out from the crowd, co-ordinate for team events or just thicken up their horse or pony’s mane or tail.

The extensions are 1” wide and 30” long, can be cut to length and each pack contains three extensions.

The quality packaging is great for re-use and storage and includes attachment instructions, making them simple to use.

The extensions are made from synthetic hair with top quality metal clips and are washable. They are a fabulous way to let a horse stand out from the crowd.

Also putting colours in the tail is a way of communicating ie: Red Watch out he/she kicks Green Inexperienced, unpredictable Blue Stallion White For sale Pink Mare in season (although pink is now very

popular to use in charity rides now)

Find out more by emailing sales@rebelrider.co.uk or call +44 (0)1359 244483

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Talking Therapy From treatments such as massage and laser therapy to products such as hot and cold boots, this area of equine management is blossoming as owners search for new ways to help their horses. We ask the burning question: is there a role for the retailer in the therapy sector?

The Activo-Med Combi Pro Rug combines pulsed electromagnetic field therapy and massage in one rug

Hot, Cold, Massage &

MACHINES W

hen looking at this sector and deciding how you as a retailer can get involved, there are a number of considerations and a simple way to begin is by canvassing your customers for their needs. Begin by stocking smaller items such as boots to see how they go. Boots, or leg wraps can have magnetic, hot or cold properties and things like gel packs can also be stocked to add to the existing range.

Moving up from leg products are things like massage pads, magnetic headpieces and other medium range products. These may all be smaller products with less investment required, however all therapy products need to come with the right advice, to ensure that the product is matched to the customer’s requirements and they understand how it operates and the results to be expected. Even a simple cold pack must come with advice, as used incorrectly it can cause damage to the skin. Serena Hickson, managing director of FMBs Therapy Systems says: “There

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is a role for the retailer when it comes to therapy products, but it is key that anyone looking to sell therapy products really does their homework, so they have an understanding of the products: the therapy that these items offer, what the products can do and how they work. They should be approached like any other product – it’s important to know the products’ selling points so that you can share this information with the customer, and give them accurate information about items. Knowledge is so important

be placed on knowledge and being able to give well informed advice on which products might help with particular problems,” Kath explains.

ComBInIng SKILLS Which products to stock is a tricky decision and Simon Middleton, managing director of Zebra Products, says: “The equine therapy sector is pretty vast and covers a range of products to help treat various conditions or symptoms. Clearly products need

“Knowledge is so important in the therapy sector” in the therapy sector.” Kath Harpley from Harpley Equestrian agrees that therapy products can enhance the bog standard product range, making the local tack shop more specialist and service orientated than the big chain stores. “Importance has to

to be effective and it makes sense to do your research to ensure that those items you stock are backed up by research and are well reviewed.” Kath Harpley agrees that customer reviews and recommendations are all important, but professional

recommendations, for instance from equine physiotherapists can be particularly helpful. “We work with equine physiotherapists who have specialist knowledge and skills. Their role is generally very hands on, working on the horse and our products can compliment that work. Retailers too can work with their local equine physios, offering a joint service to the consumer where the physio goes in and does their job and then recommends a product which will help the problem, maybe on a commission basis from the retailer. This builds good retailer, physio, consumer relationships and trust within the local equine community.”

IronIng out ProBLemS “The pitfalls of selling therapy products in store depend on the exact products sold,” says Serena Hickson. “Smaller products such as magnetic wraps and boots won’t take up too much space at all, but if you’re looking to sell bigger items, such as PEMF therapy and massage rugs, they need to be displayed correctly in order to attract interest. In the case of a rug, a horse mannequin is the best way to display it.” If you are covering a broad range of therapy items and display is sorted, then information is the next consideration. “The training and knowledge is so

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Talking Therapy

FMBs Therapy Systems Massage Mounty Roller uses compressed air technology to massage the horse’s back muscles important,” says Serena. “A lot of information needs to be passed to the customer if they’re interested, and the next step with higher value items is usually to arrange a demonstration away from the shop, actually on the customer’s horse, which would put further demands on staff.

For this reason, most companies selling this sort of equipment would have their own local agents to demonstrate equipment.” The rugs and massage pads will often require specific demonstration to customers thanks to their technical design and the variety of operation settings, so discuss this with your suppliers. It might

make sense to run an event where customers can come and watch a demo at a local yard or store, with stockist details on hand for those keen to order.

Other products may not require specific demonstration on the horse, but will require extensive information in the form of point of sale, leaflets and verbal advice.

Equilibrium Products offers full support and advice on the range of massage and magnetic products available to all retailers in various forms including: product trainers who will visit your store to demonstrate the products and provide full training for your staff on a regular basis; a technical

PRODUCT

manual available to download from Equilibrium trade website with full details and clinical data on the products including results from trials; catalogues and leaflets with full details available to give to your customers; and in store posters and POS. All of the suppliers will offer this sort of information and Kath Harpley also points out: “We give detailed information on how to use our products in the packaging and periodically publish blogs with extra information.”

the anSWer The answer to the leading question is yes, there is a role for the retailer in the therapy sector, and if space allows it can be much more than just boots and accessories.

Therapy products, backed up with information and training from suppliers alongside demonstrations and expert recommendations, can create a unique specialism for your business that will draw customers from a wider area to seek out your expertise.

Harpley Equestrian’s magnetic rug

PRODUCT

PRODUCT

Two in one

Cool down legs

Ice Gel

Mounty Cool + Press Boots from FMBs apply cold and intermittent compression, combining two therapies in one.

The boots have twin air bags on the lower and upper parts, with gel inserts that can be cooled in a freezer. They link to a unit on the surcingle which pumps air into the boots to provide a choice of intermittent or continuous compression that can help to disperse any excess fluid.

The system’s set up means that the horse can wear it when he’s moving.

Cool Leg Wraps for sprains, strains, or after heavy exercise and where cool treatment is required. Offers cool compression and helps reduce swelling. Fixes with comfortable stretch hook and loop straps and stays firmly in place. Soak Cool Legs in cold water for up to 40 minutes and the crystals will turn into a soft, comfortable cooling gel.

Leave on for 20 minutes. They can be applied for 20 minutes every two hours.

Available in pony, cob and full size.

Biocare’s Ice Gel is a refreshing gel with calendula and seaweed to tone and refresh horses’ legs. Recommended after every intense workout, to help ease muscle and tendon fatigue. It is easy to apply and a good product for the grooming kit or to keep in the lorry for after competitions, helping the horse’s legs to recover. RRP: £21.72

www.fmbs.co.uk

www.harpleyequestrian.co.uk

www.zebraproducts.co.uk

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What to stock for successful sales

B

ody protectors are now super flexible, breathable and adjustable, providing a better fit and sleeker look than ever before, whilst providing superb protection. Add an air jacket into the mix and a rider will have some formidable protection in the event of a fall so these are must-stock items for any equestrian retailer.

All of the body protectors in our showcase boast of their flexibility, an important factor when it comes to wearability, after all, a body protector is only effective if worn regularly and one that is hot and uncomfortable will not be appealing.

Just like helmets, not every make of body protector will

suit every rider, but flexible designs, a wide range of sizes and varying back lengths help.

Ensure that staff members know how to fit a body protector properly, using coloured tabs if they are included in the design, which can help ensure the item fits.

Air jackets are becoming more and more popular, particularly among the eventing set. For competition, they must be combined with a body protector to abide by the rules, but more people are also wearing them for schooling too. All the brands offer servicing and support for their air jackets, as well as replacement gas canisters, so make sure you’re armed with all the info to pass on to customers.

Hickstead Body Protector

£195

Airowear

Sizes: Teen & womens sizes Colours: Black, Truffle RRP: Teen £155.00. Women £195.00 The Airowear Hickstead body protector is the first of its kind to be launched for showjumpers. Its design makes the body protector almost invisible over a show jacket. It conforms to the highest level of safety EN13158:2009 and BETA 3009 Level 3. The technologically advanced design offers superior shock absorption, is 400g lighter than a conventional body protector and is incredibly flexible. It is designed for women and teens.

evo-Flex Body Protector Champion Manufacturing

Body Protectors and air Jackets Never before has there been so many options for safety, as air jackets combine with body protectors to provide the ultimate in rider protection for competitors and leisure riders alike.

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Sizes: XS Child–Adult XL. Short, regular or long length Colours: Black RRP: £63.95–£121.95

£121

.95

The new unisex Evo-Flex body protector incorporates Champion’s revolutionary Cut-Flex and HingeTek technologies. These maximise the flexibility of the Evo-Flex’s ultra lightweight foam and allow the bottom of the protector to mould into the nape of the back. Evo-Flex also incorporates a high-tech Polygiene treated inner lining. It meets the latest 2009 BETA safety standard and EN13158:2009, level 3.

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let’s talk PRODUCTS

Flexair Body Protector Champion Manufacturing

Sizes: XS Child–XL Adult. Standard or long fit Short also available in some colours.

Colours: Black/Berry, Black/Gunmetal, Black/Light Blue, Navy/Purple, Navy/Silver, Navy/Sugar Pink.

RRP: £62.25–£119.95

Freedom Body Protector

£119

.95

Champion Manufacturing

Sizes: Small, Medium, Large, Extra Large Colours: Black, Navy RRP: £22.50–£33.50

Sizes: L Girls–XL Ladies. Short, regular or long length Colours: Black/Silver RRP: £95.90–£145.90

£145

.90

The Freedom body protector from Champion offers a superb fit especially tailored for the female figure, without compromising on flexibility and protection. Meeting the latest 2009 BETA safety standard and EN13158:2009, level 3, the Freedom features a darted and tailored bust design, a slim and sculptured underarm for a close contact fit and a broad shoulder panel with enhanced weight distribution for exceptional comfort.

Meeting the latest 2009 BETA safety standard and EN13158:2009, level 3, the award winning Champion FlexAir body protector is made from ultra lightweight nitrile foam for a supple yet secure feel which moulds to the contours of the riders’ body. The flexibility ensures a comfortable fit and it is highly breathable.

Guardian sHoulder Protectors

Champion Manufacturing

kontakt 5

Charles Owen & Co

£33.5

0

Designed to snugly fit the contours of the shoulder area, Champion’s Guardian Shoulder Protectors are available for purchase separately and combine protection, style and comfort for outstanding performance. Meets the latest 2009 BETA safety standard and EN13158:2009. Helps to protect the shoulders and collarbone area from impact in case of a fall.

Sizes: Child: S–XL. Adult: S–XL Colours: Black, Navy, Brown, Green, Red, Purple, Pink, Custom RRP: £112.80–£174.72

£174

.72

The Kontakt 5 is made from lightweight and impact absorbing Gelfoam that moulds to the body when warm, for a flexible fit. The body protector has a one of a kind fit system featuring interchangeable panels, allowing for a customised fit off the shelf.

The Kontakt 5 features an innovative cooling design and meets the latest body protector safety standards.

equi-tHème ‘lady’ Body Protector £132 Ekkia .90

level 3 equiProtex 5* Body Protector £1

Sizes: Sizes: S, M, L, XL Colours: Black, Dark Grey RRP: £132.90

Sizes: Child: S–XL. Adult XS–L Colours: Pink, Red, and Blue RRP: £105.00–£145.00

An articulated body protector designed especially for women: pre-shaped at the chest for more comfort and memory foam squares (PVC/nitrile) adapt to every move. The flexible squares take the shape of the rider’s posture for well adapted, firm and secure protection. Belt closure is secured with selfgripping straps on the sides and PVC clips on adjustable elastic straps. Conforms to EN 13158:2009 BETA standard level 3.

Equisafety’s new Equiprotex features an incredibly flexible and comfortable design and is made to the European Standard EN13158:2009 and European Directive 89/686/EEC (Level 3). It features breathable memory foam sections with highly wickable technical mesh lining. The body protector consists of two separate pieces which are fastened tighter on each side and over the shoulders with strips of strong Velcro.

Equisafety

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let’s talk PRODUCTS

ladies Hi-Flex Body Protector £94.9

Harry Hall

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Sizes: S, M, L, XL Colours: Black RRP: £94.99 Approved to BETA Level 3, the Hi-Flex Body Protector is great for riders looking for a piece of safety equipment that can be relied upon.

The Hi-Flex Body Protector features a lightweight high impact absorbing foam. It is highly flexible, created specifically to fit the female body and is exceptionally comfortable to wear thanks to air-mesh outer material.

0

Sizes: Ladies: S–XL. Junior: S–XL Colours: Black RRP: Junior £55.00, Ladies £69.00

Westgate EFI

Sizes: S–XL Colours: Black RRP: £398.00

£398

The new Rodney Powell Pro Air Jacket incorporates proven airbag technology, which offers an inflation rate of one tenth of a second. Designed to complement Rodney Powell’s BETA Level 3 body protectors, the air jacket is manufactured in lightweight fabric with a soft shell collar. The airbag component has a lifetime warranty, provided that it is registered and receives an annual service with a nominated specialist.

The JT Maxi Flex Pro body protector is a fully adjustable unisex body protector made to the highest standard EN13158:2009 and certified to BETA 2009 level 3. It offers an extremely close comfortable fit and features piping detail for a flattering shape.

The Maxi Flex is lightweight, flexible and easy to fit and adjust through the waist and shoulder.

Helite air sHell Gilet

rodney Powell suPerFlex contour Body Protector

Treehouse Sporting Colours

£154

This new, lightweight body protector is of block foam construction and offers superior flexibility, allowing body heat to quickly penetrate the foam panels for maximum comfort.

Features include a wipe clean outer, front zip fastening and adjustment at the shoulder and waist. Approved to BETA 2009 Level 3 and EN13158. Shoulder pads also available.

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Sizes: Full size range with short & standard back options. Made to measure options Colours: Dark Blue, Bespoke (22 colour options) RRP: £110.00 – £160.00

£160

rodney Powell Pro air Jacket

£69.0

Just Togs

Sizes: Childs: XS–XXL. Adults: XS–XL Colours: Grey, Black or Navy (more colours coming soon) RRP: Child £108.99, Adult £134.99–£154.99

Racesafe

The lightweight, flexible and elegant Racesafe RS2010 is a high specification body protector focused on safety, style and performance. It offers the highest European and BETA standards of protection with market leading levels of comfort and flexibility thanks to up to seventy independently hinged sections. This makes the RS2010 a firm favourite of professionals and amateurs alike.

maxi Flex Body Protector

Westgate EFI

racesaFe rs2010

.99

Sizes: Childs: large, Adult: XS–XL Colours: Blue, Black RRP: £375.00–£455.00

£455

The Helite Air Shell Range was a BETA innovation award winner 2013. Helite Air Jackets offer protection for the back, pelvis and chest and gives neck coverage as well as preventing impact injuries.

The Air Shell Range is made of soft shell technical fabric ‘Tekseries’ to allow for outward inflation and the multi directional trigger releases the rider in less than 0.1 seconds.

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let’s talk PRODUCTS

equiairBaG

USG (United Sports Germany) Sizes: Child XL. Adult S–XL Colours: Black RRP: £450.00

£450

EquiAirbag combines with the Flexi Body Protector for ultimate protection.

It is certified according to EN1621-2 2003 (when activated) and can be refilled when not damaged. The EquiAirbag protects the spinal column from nape to coccyx. EquiAirbag inflates in only 80/85 milliseconds and when inflated, it is possible to move freely, go on riding, mount or dismount the horse, allowing the rider to get up and move away from dangerous situations.

Contacts Airowear

+44 (0)1434 632816 www.airowear.com

Champion (Finest Brands International) +44 (0)1132 707000 www.championhats.co.uk

Charles Owen & Co

+44 (0)1978 317777 www.charlesowen.co.uk

Flexi Body Protector USG (United Sports Germany) Sizes: Child XS–XL, Adult S–XXL Colours: Black, Navy, Brown RRP: Child £99.99, Adult £134.99

£134

.99

USG’s Flexi Body Protector fully meets EN131582009 and BETA 2009, both standard Level 3 and ASTM F1937-04, SEI approved. Its block structure system of shock absorbing foam panels moulds around the body to give a close flexible fit. Shoulder and waist tape closures give individual adjustment.

This body protector combined with the Equiairbag air vest won a BETA Innovation Award in 2013.

coming next month…

Winter rugs It’s that time of year again so we showcase the latest season’s winter rugs, looking at the all-important details. From straps, to materials, to non-slip designs, rugs are getting more technologically advanced than ever and if you have a product that you would like to feature, act now to be included. The showcase will cover all types of winter rugs, including stable rugs, turnout rugs, winter travel rugs, under rugs, neck covers and anti-rub vests.

Find out more by emailing letstalkproducts@ebmonthly.co.uk.

Ekkia

+333 88 07 40 04 www.ekkia.co.uk

Equisafety

+44 (0)1516 787182 www.highvisibility.uk.com

Harry all

+44 (0)1274 711101 www.harryhall.co.uk

Just Togs

+44 (0)1922 616777 www.justtogs.co.uk

Racesafe

+44 (0)1536 771051 www.hows-racesafe.co.uk

Treehouse Sporting Colours +44 (0)1299 851625 www.treehouseairjackets.co.uk

USG

+44 (0)7590 714539 www.usg-reitsport.eu

Westgate EFI

+44 (0)1303 872277 www.wefi.co.uk

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on the MARKET Product

Secure protection

Product

Star designer

NEW’s NewFit Over Reach Boots are hardwearing, well-designed and really do the job.

The boot is shaped around the heel area with a heel lock that helps to minimise spinning and slipping. In front, there’s a double fastening hook and loop style security strap to ensure that boots stay in place whilst the high denier ballistic nylon outer covering promotes strength and gives a long life.

Available in small, medium, medium/wide, large and extra large and come with a three year guarantee against defects.

The Integro Mono Flap saddle from PDS was designed in association with Carl Hester and is built on a close contact tree.

The mono flap design gives the rider a much closer feel to the horse enabling a higher level of communication between horse and rider. The adjustable tree enables the saddle to be fitted on site by a PDS approved saddle fitter so there is no need to have the saddle sent back to a factory in Europe for minor adjustments to be made.

www.newequinewear.co.uk

www.gfsxch.co.uk

Product

Benefit from Bliss

Product

Diverse bedding

Bliss Bedding was one of the first companies in the UK to process animal bedding from the straw of the oil seed rape plant.

Bliss Bedding provides stockists with great sales margins for both wholesalers and retailers and ‘ex works pricing’ is available (though minimum orders apply). Bliss Bedding has its own transport network for ease of delivery and the range is precision chopped, dust extracted and treated with ‘Trus-STEED – stable guard disinfectant’ as standard. There is a choice of products to meet the year round requirements of retailers and horse owners alike.

Aquamax might be best known as a quality equine bedding, but it’s also ideal for other livestock and pets.

The bedding is made using pure pine whitewood that is formed into pellets and cracked into crumble to increase surface area and the speed of moisture absorption. Easy to use and fast to muck out or clean out, Aquamax is virtually dust free and naturally inhibits the smell of ammonia, without the need for additional products.

www.blissbedding.com

www.aquamax.co.uk

Product

Just fibre

Product

Keep flies away

Just Fi-blocks from Just Feeds are a natural forage, in an easy to use compact form. Each Just Fi-block weighs 1kg and retails at just £1.25 each. They are made using quality natural ingredients sourced from the UK, with no added sugars, preservatives, oils, molasses or cereal straw. Just Fi-blocks are a natural complementary feed designed to encourage extended feeding time. They can be used as partial forage, replacer, treats, top-ups or distractions. For horses with poor teeth, the blocks can be soaked to make a tasty chop.

Available in Alfablend and Meadowblend.

Defleqt Fly Spray is a 100% natural insect repellent with a non-staining, invisible formula that can be applied to all exposed areas of coat. HSE approved as effective as chemical alternatives, no DEET included.

Defleqt Midge Away Cream is a super strength natural formula proven to stop the itch rub cycle by repelling all midges, biting insects and flies. Aids problems caused by midge bite reactions, reduces rubbing, hair loss and skin soreness related to these reactions. HSE approved for safety and effectiveness, contains no banned substances.

www.justfeeds.co.uk

www.flyaway.ltd.uk

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ken lyndon-dykes

the big european questions Should we be in or out? Ken Lyndon-Dykes muses on the state of the European Union and considers its impact on UK business, now and in the future.

I

s the EU broken? Or breaking?

Is the original concept lost in bureaucracy, jargon, mountains of paperwork, failures to comply with the regulations (other countries – of course!) and unwelcome interference? Put very simply, should we opt (vote – when we get the chance!) for ‘in’ or ‘out’? Does patriotism play a part? How difficult is it to weigh up the advantages of continuing membership against the potential disadvantages of going it alone?

Most equestrian businesses fall into the SME category. How are they affected by Europe?

What part is played by the global market? Are our views of Europe restricted to ways in which membership benefits (or disadvantages) our businesses and thus subjective because we fail to consider the bigger picture?

Were it easy to answer these questions, there wouldn’t be so many people – including a fair number of politicians – dithering!

Red tape – yards of it – colours the vision. The unemployment rate would escalate if all the individuals needed to fulfil the criteria (and tick the everincreasing numbers of boxes) were dismissed! The ‘Business for Britain’ group states that it would ‘take a UK business person – working 40 hours per

week and reading at an average speed of 300 words per minute – 92 days to read’ (note the word ‘read’ – not ‘digest’) ‘all the EU red-tape enacted since the current government came to power’!

The European Parliament has been described as ‘a travelling circus, shuttling back and forth between Brussels and Strasbourg’. ‘Problems’ cited in relation to our membership of the EU include belief that the Common Agricultural Policy is a waste of money and accounts for food prices being higher than they would otherwise be; many regulations are ridiculous – or verge on the ridiculous; the EU meddles in affairs that would often be far better left to individual member states.

Those in favour of Europe point

lobby.

Currently, when we negotiate terms with China, Japan, the USA and other big players, we do so as a part of the world’s largest trading body. If we were trading independently, we would be dealing – on our own – with countries that have much, much larger economies. (The US seven times, China five times, Japan twice as large.) The prolobby argues that our global influence, already eroded, would diminish further. The knock on effects would reduce our voice and have unwelcome impact way beyond matters concerned with the economy.

Some interesting statistics: the UK now accounts for less than 1 per cent of the world’s population and less than 3 per

“The EU meddles in affairs that would often be far better left to individual member states” out that the single market affords British businesses access to 500 million consumers and there is belief that pulling out of Europe would compromise our access to this important free trade market.

The pro-Europe lobby says that the costs of membership amount to about £130 per person per annum – nothing like as high as sometimes indicated by the anti-

The European Parliament at Strasbourg

cent of global income (GDP).

Does this matter? If the answer is ‘yes it does’ – or even ‘yes, of course it does’ – in what sort of ways? Do we need to give more attention, for example, to the fact that the EU is the largest single market for financial services exports and thus responsible for one third of the sector’s £55bn trade surplus?

Up to the sixties, the British saddlery industry was virtually top-of-the tree – and it then went into decline. In some respects, a victim of a built-in market – the Commonwealth – the industry perceived itself as invincible.

Hungry competitors in Europe with far more distinct – and very much more attractive – marketing techniques began to take over the market. ‘Continental’ was ‘in’ and ‘British’ – usually defined as ‘English’ in the case of saddlery – was decidedly ‘out’. Initially negating the changed situation, the industry subsequently went through a period of major alignment and adjustment

KEN LYNDON-DYKES

is an ex-international level three-day-event rider.

A Qualified Society of Master Saddlers’ saddle fitter and a member of the society’s executive committee, he owns and runs SaddleWorld, one of the largest saddle retailers in the UK. Ken is increasingly in demand as a professional witness and adjudicator in reation to saddlery-related claims and disputes.

He is also well-known as an inspirational and interesting lecturer/speaker. and today British saddlery, still centred round Walsall, is respected and back in favour.

During the last forty years other major changes have taken place.

At Saddleworld we stock over a thousand saddles (minimum).

Although I continue to favour and support British saddle-makers, our stock includes continental brands and some saddles that have been produced in China, Argentina, Asia – and so on. It isn’t only high street chains that place bulk orders abroad – some British saddlery firms have a portion of their saddles made abroad. What does this tell you – and does it in any way relate to EU membership?

In any event, should decisions regarding EU membership be relegated to a simple ‘in’ or ‘out’?

Have David Cameron and team got it right when they opt for ‘in’ – but driving for reforms that make Europe more competitive, more forceful, fairer – but infinitely less interfering? Do we sometimes confuse facts with ideology – on both side of the debate?

Interesting facts: unrest and dissatisfaction with the current status quo are not restricted to the British: the recent European elections threw a light onto feelings amongst members and reforms are surely on the cards?

Are we swayed by the fact that we perceive ourselves as ‘British’ rather than ‘European’? If Scotland opts out of the United Kingdom, will this influence our attitude to Europe?

I welcome comments from others in the saddlery industry and the wider equestrian industry.

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business MATTERS

health and safety Is your health and safety strategy up to date? Mark Lumsdon-Taylor provides a brief history of the legislation involved and provides advice on tackling the issues.

Not so very long ago, even in pretty large businesses, health and safety was something that was relegated to the bottom of the pile and added to someone’s existing role with little consideration of the issues involved. Thus provision varied according to the individual’s genuine concerns for the workforce and their ability to apply common sense!

The first Factories Act in 1833 resulted in the appointment of inspectors who were responsible for the prevention of injury to children working in factory conditions. By 1871 the legislation was extended to cover most workplaces – inspectors had become advisers and enforcers.

The Mines Act of 1842 aimed to protect miners who hitherto had suffered disastrous – but often avoidable - accidents. Quarrying was another area that suffered

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from serious safety issues and in 1895 the Quarry Inspectorate was formed, but it wasn’t until 1956 that regulation began to regulate agriculture and related industries!

For many years and in many industries, responsibility for health and safety was given to someone perceived to have sufficient time to ‘look after it’ and this state of affairs continued until the Acts of the 1970s dealt with a wide range of work situations.

Employers and employees were consulted, guidance was available and codes of practice put into operation. Amazingly, however, it wasn’t until 1976 that the Health and Safety Commission (HSC), which had been formed to conduct research and provide advice, published the first of their annual reports in regard to safety standards in the workplace.

By 1980 employers were

required to keep records of all accidents that occurred. From 1981 employers were required to provide first aid facilities (many had instituted coverage a long time before). Subsequently laws were passed in relation to exposure to asbestos, lead, carbon monoxide, radiation, excessive noise – and so on. In 1992 much of the legislation with which

“Risk assessment is vital in every business” we are now familiar came into being. Risk assessments, health surveillance, advice about lighting, seating, space, computer screens – and a great deal more – were all covered. But by 1994 it was recognised that existing legislation

was unwieldy and immensely complicated and since then various revisions and strategies have been undertaken in order to make legislation more easily understood and thus more likely to produce the desired results.

Responsibility for enforcing health and safety regulations is divided between the Health and Safety Executive and the local authority.

The HSE deal with factories, farms, offshore installations, building sites, nuclear installations, schools and colleges, mines, fairgrounds, gas, electricity and water systems, hospitals and nursing homes, central and local government premises.

Local authorities are responsible for premises including offices (except government offices), shops, hotels, restaurants leisure premises, nurseries and playgroups, pubs and clubs,

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business MATTERS

Health and safety regulations began in factories in the 1830s museums (privately owned), places of worship, sheltered accommodation and care homes.

The Environmental Health Department, Trading Standards, Highways Department and the Building Control Authority are just some of the enforcing authorities controlled by Local Authority.

In addition, there are various other bodies controlling specific sectors such as the Care Quality Commission, the Environment Agency, et cetera.

Every employer and every selfemployed person is required by law to ‘conduct their business in such a way as to ensure – as far

undertake the role – this achieves continuity during holidays/ periods of sickness and in the case of one individual leaving the firm.

Some employers elect to employ a consultant who specialises in providing initial advice and then ensuring the business remains compliant thereafter; overall, this can be the cheapest option and it certainly cuts out worry.

A consultant will probably write a health and safety policy document specific to the business – and upgrade in relation to changes subsequently taking place. He or she will also advise about insurance coverage, provide (or

“Responsibility for enforcing health and safety regulations is divided between the Health and Safety Executive and the local authority” as is reasonably practicable – that persons affected are not exposed to risks to their health and safety.

This includes providing essential welfare facilities for employees’.

These days multi-nationals and large companies employ a team of well qualified people to undertake this work but most small businesses cannot afford to go down this route. Fortunately the controlling bodies provide excellent advice and the Health and Safety ‘ABC’ website is accessible and understandable.

It is vital to appoint someone to oversee health and safety responsibly, including keeping up with the requirements of changes to legislation. It may be sensible to appoint two people to

arrange) training if it is needed, organise or advise re provision of first aid and other facilities and ensure the up-to-date Health and Safety Law Poster is displayed where it can be easily read by employees. (The poster includes a straightforward list that outlines employers’ responsibilities.)

Some people – those suffering disabilities, expectant mothers, new employees, very young employees, contractors, those undertaking freelance activities, visitors – even members of the public who could be affected by the business activities – should all be considered in the plan. It is also important to take account of new hazards relating to acquisitions of additional machinery and/or

equipment.

Risk assessment is vital in every business. The chances are that this is already being done informally but now is the time to apply a little more structure. Identify risks – they exist in all businesses in every sector – it is only the degree of the risk that varies. This might afford opportunity to consult with staff concerning the best and the most appropriate measures to control risks. It is impossible to remove all risks but it is possible to control most. Businesses with less than five employees don’t currently need to construct a formal plan but, having got this far in relation to assessments and controls, it is sensible to formalise whilst everything is clear in the mind.

(Several helpful templates to help with this chore are available on-line.)

The majority of equestrian businesses come into the SME category. ROSPA (Royal Society Prevention Accidents) has led a consortium that provides advice especially for this sector. It is clear and jargon-free: http://www. rospa.com/occupationalsafety/ adviceandinformation/info/sme/ joint-statement.pdf.

Provision for health and safety in the majority of workplaces has, with rare exceptions, made enormous strides forward and our record in this country improved massively from Victorian times onwards. But this shouldn’t mean that we don’t appreciate the need to move forward, especially in relation to those industries that continue to have unacceptably high accident rates. ‘An accident waiting to happen’ shouldn’t have a place in our workplace dictionaries!

mark lumsdon-taylor Mark Lumsdon-Taylor is director of finance and resources at Hadlow College.

He attended Keele University where he read Law and Economics. On leaving, he joined Macintyre Hudson, a leading London accountancy firm, undertook an ACA training contract and quickly rose to become a director of audit. Mark joined Hadlow College with an initial brief as a ‘troubleshooter’ to design and implement fiscal recovery and to effect change within the College’s central services.

He was appointed Director of Finance & Resources in 2004 after extensive work involving further recovery and reorganisation of the college’s activities, (Hadlow is rated Outstanding by Ofsted and is in the top category for financial stability) Mark’s work was acknowledged when he was awarded Accountancy Age UK Finance Director of the Year (Public Sector) in 2007 and was a runner-up in 2010 and 2013. In 2008, Hadlow College was awarded the title ‘KEIBA Large Company of the Year’ for its performance in business. Mark is shortlisted in the Public Sector and Voluntary UK FD of the Year category for this year’s prestigious Financial Director magazine’s Business Finance Awards.

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suppliers DIRECTORY Abbey Diagnostics +44 (0)1638 552122 www.abbeydiagnostics.co.uk a Abbey Saddlery and Crafts Ltd +44 (0)1565 650343 www.abbeyengland.com a Acorn Developments +44 (0)1432 276600 www.acorndev.co.uk

Earlswood Supplies +44 (0)8450 171351

Harold Moore +44 (0)114 2700513

Likit For orders Westgate EFI +44 (0)1303 872277

Eazitools Equestrian +44 (0)1302 746077

Harpley Equestrian +44 (0)115 9611537

Littlemax +44 (0)1668 213467

EQ Life Magazine +44 (0)1953 852946

Haybar +44 (0)1723 882434

Albedo100 UK Ltd +44 (0)113 3955266

Equestrian Creative Network

Hemp Technology Ltd +44 (0)1986 835678

www.albedo100.co.uk

Allen and Page +44 (0)1362 822900

www.allenandpage.com a

www.earlswood-supplies.com a www.eazitools.co.uk a ww.eqlife.co.uk

www.equestriancreativenetwork.com

Equi-Ads +44 (0)1738 567700 www.equiads.net

www.haroldmoore.co.uk a info@harpleyequestrian.co.uk www.harpleyequestrian.co.uk

www.haybar.co.uk a

www.hemptechnology.co.uk a

Hilton Herbs Ltd +44 (0)1460 270700

www.hiltonherbs.com

Equimat +44 (0)1536 513456

Holdsworth PR +44 (0)1903 892060

Animal Health Company +44 (0)1787 476400

Equine Speedskip +44 (0)1989 769435

Honeychop Horse Feeds +44 (0)1359 230823

B Jenkinson & Sons Ltd +44 (0)1924 454681

Equestrian Supplies +44 (0)1254 831645 a Equestrian Vision +44 (0)1403 865320

Andover Healthcare, Inc. +1 978 4650044

www.andoverhealthcare.com a www.equinehealthandherbal.co.uk a www.elico.co.uk a

Baileys Horse Feeds +44 (0)1371 850247

wwwbaileyshorsefeeds.co.uk a

Bedmax Shavings +44 (0)1922 621676

www.bedmaxshavings.com a

Brinicombe Equine +44 (0)8700 606206

www.brinicombe-equine.co.uk a

British Horse Feeds +44 (0)1765 680300

www.britishhorsefeeds.com a

Champion + 44 (0)113 2707007

www.championhats.co.uk

Charles Owen +44 (0)1978 317777

www.charlesowen.co.uk

Clarendon Equestrian Ltd +44 (0)1825 733361

www.clarendon-equestrian.com

Classic Showjumps +44 (0)161 765 2010 / 2014 www.classicshowjumps.com

Clipper Sharp +44 (0)1823 681076

www.equimat.co.uk a

www.equinespeedskip.com a

www.equestrianvision.co.uk a

EquiAmi Ltd +44 (0)1584 891049 www.equiami.com

Equine Management +44 (0)1825 840002

www.equineman.com a

Equisafety Ltd +44 (0)1516 787182

www.equisafety.com a

Exo2 +44 (0)1335 372600 www.exo2.co.uk

Faulks & Co. +44 (0)1455 848184 www.wmfaulks.com a

Fly Away +44 (0)1384 877857 www.flyaway.ltd.uk

Friendship Estates +44 (0)1302 700220

www.friendshipestates.co.uk a

Fynalite +44 (0)1789 764848

www.clippersharp.comt

www.fynalite.co.uk

Cox Agri +44 (0)845 600 8081

Gain Horse Feeds +44 (0)7912 197000

Creative Equine Marketing +44 (0)780 3728646

Global Herbs +44 (0)1243 773363

www.coxagri.com a

www.gainhorsefeeds.co.uk a

www.creativeequinemarketing.co.uk

www.globalherbs.co.uk

Dodson and Horrell +44 (0)1832 737300

Golly Galoshes +44 (0)7585 557775

www.holdsworthpr.co.uk a www.honeychop.com a

Horse & Jockey Ltd +44 (0)1981 550467 www.capcover.net aa

Horsefair +44 (0)1264 811425

www.horsefair.co.uk a

Horse First Ltd +44 (0)2830 848844 www.horsefirst.neta Horse Health Trade +44 (0)2380 814360

www.horsehealthtrade.co.uk

Horses with Attitude +44 (0)1274 852139

www.horseswithattitude.co.uk

Horseware Ireland +353 42 9389000

www.horseware.com

Horslyx +44 (0)16973 32592 www.horslyx.co.uk

Hucklesby Associates +44 (0)1362 696309

Merial Animal Health Ltd +44 (0)1279 775858 www.merial.com

Smart Grooming +44 (0)1823 681076 a Solocomb +44 (0)1235 511358

www.solocomb.co.uk

Spartan Equestrian Products +44 (0)1474 705065

www.spartanequestrian.com

Spoga + Gafa +44 (0)208 6818166

www.spogagafa.com

Sportmark by Signam +44 (0)1926 417300

www. sportsmark.co.uk a

Stable Safe +44 (0)7500 091650

www.stable-safe.com

Stormsure +44 (0)3333 441500

Mirrors for Training +44 (0)1902 791207

www.stormsure.co.uk a

New Equine Wear +44 (0)1172 303700

www.taurusfootwearandleathers. co.uk a

www.mirrorsfortraining.co.uk a www.newequinewear.co.uk

Taurus Footwear and Leathers Ltd +44 (0)1328 851432

Parkgate Equestrian +44 (0)1306 631374

Toggi +44 (0)113 2707007

www.parkgateequestrian.co.uk

www.toggi.com

Parallax Plastics Ltd +44 (0)115 966 3836

Top Paddock +44 (0)1469 563995

www.parallaxplastics.co.uk

Pellet Beds +44 (0)1789 761333 www.pelletbeds.com

PelGar +44 (0)1420 80744 www pelgar.co.uk

www.top-paddock.co.uk a

Trelawne Equine Ltd +44 (0)8442 578585

www.trelawneequine.co.uk aa a

Vale Brothers +44 (0)1239 614648 www.kbf99.co.uk

Hunter-Outdoor (K & K CLOTHING) +44 (0)121 555 8334

PressPoint +44 (0)1953 851513

www.vetericyn.com aa

Rima Exports +91 972 1504005

www.equimax-tabs.com a

www.rockall.info

Jack Murphy +44 (0)1768 867590

www.jackmurphy.co.uk

Kate Negus +44 (0)1249 740590

www.wormingyourhorse.info a

Vetericyn +353 91 796896

www.presspoint.co.uk a

Virbac Animal Health +44 (0)1359 243243

rimaexport@gmail.com a

Robinson Animal Healthcare +44 (0)1909 735000

www.katenegus.com a

www.robinsoncare.com a

www.keratex.com a

www.rockall.info a

www.kevinbacons.co.uk

www.rockies.co.uk a

Keratex +44 (0)1373 827649 Kevin Bacon’s +44 (0)1296 662473 Kozi Kidz +44 (0)1302 746680

Grays of Shenstone +44 (0)1543 483344

www.dogrocks.co.uk a

www.graysofshenstone.co.uk

Lets Talk Horses + 44 (0)1953 850678

www.DurangoBoot.com

www.nuumed.co.uk

Griffin Nuumed +44 (0)1458 210324

a LS Sales (Farnam) Ltd +44 (0)1608 683855 www.lesliesutcliffe.biz aa Maquien Design +44 (0)8000 925699 www.maquiendesign.co.uk a Maxavita +44 (0)8450 752754 www.maxavita.com a Mears Country Jackets Ltd +44 (0)1922 476930 www.mearsjackets.com a Measom Freer +44 (0)116 2881588 www.measomfreer.co.uk

www.silvermoor.com a

www.hucklesbyassociates.co.uk

www.gollygaloshes.com

Durango +1 740-753-1951

www.littlemaxshavings.com

Silvermoor +44 (0)1665 602587

Pfizer Animal Health +44 (0)1304 616161

www.dodsonandhorrell.com a

Dog Rocks +44 (0)1628 822 243

www.likit.com a

www.kozikidz.co.uk a

enquiries@letstalkhorses.co.uk a

Life Data Labs Inc +1 256 3707555

www.LifeDatalabs.com

Rockall +44 (0)121 5558334 Rockies +44 (0)1606 595025

Saracen Horse Feeds + 44 (0)1622 718 487

www.saracen-horse-feeds.co.uk a

Seaquim +353 (0)8623 64609

www.seaquimequine.net

Science Supplements +44 (0)8456 800606

www.sciencesupplements.co.uk

W F Young, Inc +001 413 526 9999

www.absorbine.co.uk a

Wahl +44 (0)1227 740555 www.wahl.co.uk a

Westgate EFI Ltd +44 (0)1303 872277 a Westgate Labs +44 (0)1670791994

www.westgatelabs.co.uk aa

Worklite Ltd +44 (0)1279 418052 www.work-lite.com a

Your Gift Horse +44 (0)1454 510102

www.yourgifthorse.com a

to advertise in the suppliers directory the minimum requirement is 5 insertions at £20 each. a sixth insertion is then added free of charge, producing a net cost of just £16.60 each.

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