Equestrian Business Feb 15

EQUESTRIAN www.ebmonthly.co.ukuk

Bringing buyers & suppliers together

Feb 2015 Issue 152

inside...

PLAN AHEAD FOR

BETA International & Spoga horse spring Also inside...

feeding fibre

winter worming

All you need to know for successful sales

New developments in testing and management

Ask the experts Seeking out the answers to your questions!

S h e r wo o d F o r e s t

Visit us @ Beta International 2015 NEC - Stand Q3.1 www.puffacountry.com www.sherwoodforestltd.com

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Equestrian Feb 2015 Business www.ebmonthly.co.uk

Inside this issue...

4 News

The latest industry round up

60

8 Launch it

An insider reveals

Top products and services new to the market this month

15 Career insights People on the move and opportunities for you

16 Product watch

What’s caught our eye this month?

18 Supplements Maximising sales

20 Special report

Resounding success for SRT conference

22 Winter feed

Fashion

62 Spoga horse spring 2015 Preview Cologne’s hottest ticket in town

64 Business Mark Lumsdon Taylor on effective point of sale

65 Ken Lyndon Dykes Celebrating the brightest and best

66 Let’s talk

products – part 1

Fuelled by fibre

Horse boots – from brushing to travelling

26 Worming

What’s new in this sector

70 Hot topic

Changes in helmet standards

32

BETA International 2015 Preview On your marks…

74 Let’s talk products – part 2 Helmets and gloves

81 Suppliers

54 NEW Ask the expert

Established in the market – specialists selling rubber matting for 10+ years

matters

carrimore surefoot

Wholesalers of Excellence . . .

Are you one of our Stockists?

• Stable Equipment • Tack Room Equipment • Tools & Accessories • Electric Fencing • Rubber Matting • Security Products • Equine First Aid • Rodenticides • Smallholder Range • Hardware & Gate Fittings • Proviz Hi-Viz Products • Winter Maintenance Low Carriage Paid Order Value Next Day Delivery No Minimum Order Superior Quality & Large Stockholding 4 Established in the Market 4 Personal Service 4 Expert Advice 4 4 4 4

directory

Employment contracts and specialist insurance discussed

56 Yard tools

Moving with the times

Contacts at a glance

82 Interview Five minutes with Christina Jones

EQUESTRIAN

Order via our website and receive an extra 1.5% discount off all orders (excluding rubber matting)

our Order y ing att M le b Sta

nOw

0845 017 1351

www.earlswoodsupplies.com Managing Editor

Vanessa Britton Vanessa@ebmonthly.co.uk

Content Editor

Cathy Wood +44 (0)1953 852941 editorial@ebmonthly.co.uk

Advertising Sales Vicky O’Leary +44 (0)1953 852945 Vicky@ebmonthly.co.uk

Production

Allison Kemp +44 (0)1953 852946 allison@ebmonthly.co.uk

Accounts

Mel Boggia +44 (0)1953 852935 creditcontrol@ebmonthly.co.uk

Design

Carra White carra@ebmonthly.co.uk

Disclaimer Whilst every care has been Earlswood EBM advert -13.4cm x 9.2cm JAN 2015 v2.indd 1 taken to ensure that the information and reviews contained in this magazine are both accurate and up-to-date, neither Equestrian Business 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.

13/01/2015 10:25

Equestrian Business, The Old Dairy, Watton Road, Hingham, Norwich, Norfolk, NR9 4NN, UK

enquiries@ebmonthly.co.uk www.ebmonthly.co.uk

Feb 2015 www.ebmonthly.co.uk

Equestrian Business

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

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

FORWARD FEATURES March 2015 ❚ ❚ ❚

T

Minority equestrian sports First Aid Laminitis, Cushing’s and

weight management Ask the expert: VAT Sponsorship Let’s talk products: Spring and summer jackets

❚ ❚ ❚

April 2015 ❚ ❚ ❚

Equestrian wholesale Paddock maintenance

Best in show: competition clothing and equipment ❚ Ask the expert: PAYE ❚ Let’s talk products: Spring and summer rugs EQUESTRIAN Bringing buyers & suppliers together october 2014 Issue 149

www.ebmonthly.co.uk

EQUESTRIAN Bringing buyers & suppliers together NOVEMBER 2014 Issue 150

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Page 28

wINTER jAckETS

EQUESTRIAN Yard essentials seasonal feeding

Bringing buyers & suppliers together

december 2014 Issue 151

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Christmas stoCking

wIShINg yoU All A vERy

MERRy ChRISTMAS ANd A

pRoSpERoUS NEw yEAR

Page 8

WINTER AIlmENTS lickS, treat & toyS SeaSonal SupplementS Short bootS & chapS

Feeding the veteran respiratory health Feet First

Our media pack and a full list of features for 2015 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.

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New format for National Equine Forum

Equestrian Feb 2015 Business www.ebmonthly.co.uk

he 23rd National Equine Forum, to be held on Thursday March 5 2015, at the Institution of Mechanical Engineers, London, will be presented in a new format to enable even more debate and discussion with panels of speakers and delegates. The programme will encompass three engaging themes: ‘The horse industry: reflections and projections’, ‘The horse industry and the government’ and ‘Further education training opportunities in the UK’.

The day will also include the presentation of the prestigious Sir Colin Spedding Award.

The National Equine Forum is one of the only events in the UK to bring together representatives from all echelons of the equestrian

industry, including government, equestrian sport, veterinary science and welfare. The new format for 2015 has been instigated in response to requests from delegates to open up more debate and discussion opportunities, for which the forum is renowned. The Forum also now has a later start time of 10.15am, with networking from 9.15am, in response to suggestions from delegates travelling from further afield.

In addition to the three themed sessions there will be a number of five-minute topical slots interspersed throughout the day and the winner of the Sir Colin Spedding Award will be announced and the award presented. This award was established in 2013 in recognition of the late Professor

Sir Colin Spedding’s services to the equine sector – most especially for his extraordinary commitment in founding the National Equine Forum and then being Chair of the Forum for 19 years.

Tickets are available to equestrian trade delegates and equestrian professionals at a cost of £100 per person, which includes lunch and refreshments throughout the day. To apply or to find out how you could enjoy the privilege of becoming a Friend of the Forum please contact the Hon Secretary, Ms Tracy Allen, at Warwickshire College, Moreton Morrell, Warwick, CV35 9BL email teallen@warkscol.ac.uk.

For further information on the NEF visit www.bef.co.uk/ National-Equine-Forum/

Successful trade trip down under T he British Equestrian Trade Association has returned from a successful visit to Australia, where it accompanied a group of British companies to Equitana Melbourne 2014 – the southern hemisphere’s largest and most popular consumer equestrian show. BETA executive director Claire Williams reported that the association’s trade mission, for which it had secured funding from UK Trade & Investment (UKTI), had met with a positive response from the British delegates. “They were all extremely pleased with the visit,” she said. “It was certainly the busiest Equitana that I can remember and there was a tremendous amount of interest in new products, with people coming along to our stands

looking for something that little bit different and taking a look at what British companies had to offer.”

Rebecca Godfrey-Faussett, director of Wiltshire-based horse clothing business Snuggy Hoods, agreed. “It was the second time we have attended the show with BETA and it went very well,” she said. “We had lots of interest –

BETA’s successful trade trip

the Australians really seem to like our products – and have gone on to make sales through our website since the show.”

Other companies in the trade mission were Bliss of London, Equi-Ads, Equilibrium Products, Horse First, Horslyx, Loddon Engineering, Mount St John Equestrian, WB Stubbs and Griffin NuuMed.

news

Exciting year ahead for Verm-X V

erm-X, is set for an exciting 2015 with the addition of a new sales director and chairman looking to help build the brand further in the UK and internationally.

Kevin Byrne, well known in the pet and animal health care world, joined the Verm-X team at the start of the year as sales director after many years working for a number of businesses in the pet food and pet care industries. Most recently, he was the EMEA business manager for the PetSafe division of Radio Systems Corporation responsible for all their key customer relationships across the region.

The founder and full-time managing director, Philip

Philip Ghazala, Piers Millar and Kevin Byrne from Verm-X

Ghazala, is also joined by a new chairman and business partner, Piers Millar, who previously spent many years in the private equity industry working with managers to help grow their companies.

Philip will also continue with his work as a commentator for FEI TV. Philip said: “2015 looks set to be a really busy and exciting year for Verm-X and our products. I am delighted to have Piers and

Kevin on board now and this sets us up well for the next stage of our growth and to work closer with our key customers and suppliers.”

Kevin commented: “There is a fantastic opportunity worldwide to grow the Verm-X brand and widen distribution of our products at a time when there is growing awareness of the attractions of the natural healthcare sector.”

Education is vital ingredient for Dengie

A

Dengie retailer training initiative saw about 30 of the company’s stockists arrive at the Oatridge Campus of Scotland’s Rural College (SRUC), in West Lothian, for a day designed to promote the link between equine nutrition and health, and the benefits of feeding fibre.

“Retailer education is extremely important,” said Dengie marketing manager Lisa Wilson.

“If we can help provide store staff with a solid understanding of the link between diet and good health, they will be able to pass on this knowledge to their customers. Initiatives such as our training days allow us to emphasise the key role that fibre feed plays in the welfare and wellbeing of our horses and ponies.”

Survey reveals shortage of saddle fitters A

recent online survey undertaken by Sue Carson Saddles provides a worrying insight into what is a vitally important aspect of equine health and wellbeing.

The survey respondents, who are riders and horse owners, reveal: ❚ 25% own one saddle, 43% own two or three saddles, 30% four or more. ❚ 10% check saddle fit every three months or more often, 23% every three to six months, 44% only every six to 12 months and at the other end of the scale, more than 1% never do. ❚ Of the different ways riders have found a saddle fitter, over 75% have followed a recommendation, 27% asked a local retailer and 7% have used an internet search at some point.

Of most concern, more than 6% have asked a friend or livery yard owner to do it! ❚ Most people (53%) wait less than two weeks for a saddle fitting appointment, 36% two to four weeks, leaving over 10% having to wait more than four weeks. ❚ Over 52% of riders said they are ‘very satisfied’ with their saddle fitter and a further 22%

are ‘satisfied’, but amongst the others, comments ranged from “charged me too much to tell me I had it sat too far forward and didn’t even watch me ride in it” to “recently found a very good one, had some very bad ones, could do better myself!” ❚ 22% of riders say their saddle fitter travels more than 50 miles to visit, a further 28% report 25-50 miles and another 29% between 10-25 miles. Riders are looking for knowledge and experience to ensure they get a good job done and many can’t find that locally. ❚ Over 52% of respondents answered ‘yes’ when asked if their saddle fitter had any qualifications, and 47% said ‘don’t know’. No-one answered ‘no’ but of those who said ‘yes’, many didn’t actually know what or how relevant their saddle fitter’s qualifications are. ❚ Asked whether there are enough experienced saddle fitters in their area, a resounding 77% said no and a further 12% didn’t know.

Commenting on the results, Sue Carson, founder and managing director of Sue Carson Saddles says: “In some respects, these results are not surprising,

because our distributors are increasingly being asked by new clients to look at horses with saddle fitting or related problems. We travel quite widely, because riders value our in-depth knowledge and experience, not just of horses, riding and competing, but also of human anatomy and saddle manufacture and fitting. We know what is possible and what isn’t and we understand that we have a duty of care to get it right.

“Saddle fitting is such a

fundamental part of the soundness and mental wellbeing of our horses that I strongly feel it should become a ‘profession’ like an equine dental technician, physiotherapist or chiropractor.

I encourage riders to check that their saddle fitter does indeed have the all of the knowledge and experience they are entitled to expect and to say ‘no’ to those who do not, until the industry has time to put a more robust framework in place.”

Sue Carson

Feb 2015 www.ebmonthly.co.uk

Equestrian Business

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news

Winter weather boosts sales

S

ilvermoor Haylage has reported an increase in demand for its product due to this winter’s ‘weather bomb.’

Ralph Thompson, managing director of Silvermoor Haylage, said: “We’ve been experiencing an increase in demand from retailers as we enter the predicted poor winter weather.

Horse owners naturally want to keep their horses healthy during a colder winter.

“We have different varieties of haylage which will provide suitable levels of digestible fibre, energy and protein for every type of horse. Haylage has also been proven to be much better for horses as a forage material compared to hay, as it’s been shown to prevent or improve respiratory conditions; a fact that is particularly relevant as we enter a cold snap.”

New branding for insurance brokers F

rom January 2015 South Essex Insurance Brokers will be known as SEIB Insurance Brokers, with a new logo and marketing campaign. The company re-brand reflects the fact that SEIB is a national company and provides insurance throughout the UK and also places business internationally.

“SEIB has grown steadily over the 50 years it has been in business and has nationwide clients in a number of niche business sectors. Our policy of providing the excellent service that you would expect from a local broker is still at the core of our business, and we continue to handle claims and enquiries in house for some sectors. We have frequently had our name referred to in the short form of SEIB, and it is a natural progression to formalise this in our brand to reflect our position nationally in the market,” said Barry Fehler CEO.

SEIB is wholly owned by specialist insurance group Ecclesiastical who are themselves owned by a registered charity. Earlier

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Equestrian Feb 2015 Business www.ebmonthly.co.uk

Barry Fehler

this year, the group set itself an ambitious goal to give £50m to charity over the next three years and in 2014 £16.5m has already been donated from its profits.

SEIB is well known for its support of charities and will have a key role to play in Ecclesiastical reaching this target.

New brand ambassador for Classic Canes

I

nternationally-renowned walking stick specialist Classic Canes has appointed Miss Natasha Baker MBE, double Paralympic gold medal winner and walking stick user as a brand ambassador.

Natasha suffers from Transverse Myelitis, a condition that has left her with permanent nerve damage and severe weakness in her legs since contracting a virus

at 14 months old. She always uses a stick, and sometimes two, to walk. At the London 2012 Paralympics, Natasha won two gold medals for Great Britain in the Paralympic dressage events and as a result of her achievements at London 2012, Natasha became one of only 25 British Paralympians to be awarded an MBE by the Queen.

For her podium appearances at the Olympics, Natasha chose a Classic Canes’ Union Flag print walking stick, commencing a relationship with the familyowned walking stick producer that has culminated in her being formally appointed as a brand ambassador.

Classic Canes managing partner, Charlotte Gillan, explains: “Natasha is the perfect choice for Classic Canes: she shows that using a walking stick can be a glamorous fashion statement, whatever your age or occupation. Her high profile and her talent for co-ordinating her walking sticks with her outfits mean she will show off her wardrobe of Classic Canes sticks to their best possible advantage.”

Q. How do you make a small fortune in the horse industry?

A. Start with a large one!

Alternatively, talk to Steed Media.

Our team of experts can help you stay ahead of the competition through a proven and effective combination of marketing solutions including; • Advertising and PR • Web Development inc e-Commerce • Social Media Management • Video Production & Photography Visit www.steedmediasolutions.com or call 07572 638208 to see how we can help drive your product or brand.

Steed Media Feb 2015 www.ebmonthly.co.uk

Equestrian Business

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CARR & DAY & MARTIN LTD, LYTHAM

Carr & Day & Martin

Celebrating 250 Years of Equine Excellence Est. 1765 Carr & Day & Martin are extremely proud to be celebrating our 250th anniversary. Founded in 1765, we are believed to be the world’s oldest company involved in the manufacture of horse care products.

Having held a Royal Warrant since the reign of King George IV, we still hold it to this day for the supply of quality saddlery care products to Her Majesty Queen Elizabeth II. We are dedicated to producing super premium products that provide a complete care programme for our discerning customers.

about. Our marketing, technical and sales teams work together to educate stockists, horse owners and enthusiasts on the best way to look after their horses and care for their tack.

In the beginning...

The first product manufactured by Day & Martin (as we were originally known in 1765) was a boot blacking to polish leather boots, with the first shop opening a few years later in London in 1770.

Mr Day had a flair for publicity and owned splendid black horses that were used to draw the company carriages, as they delivered the products throughout London.

Apart from the horses themselves, the firm had wonderful stables and equipment and used to win many prizes at local shows and events.

An interest in equestrian products thus ensued and this led to the creation of our world famous Belvoir Bar Soap. Still made to the original formula, it remains the most popular glycerine bar soap on the market to this day, recently winning the Horse & Rider ‘Best in Test’ award 2014. Quite an achievement, it goes to show that quality really does stand the test of time.

Following on from this, and continuing with the equine theme, the company developed another of our world famous products - Cornucrescine Hoof Ointment.

Again, this product is still manufactured to the original secret recipe developed back in the 1800’s and is unrivalled in its ability to promote and accelerate healthy hoof growth.

New Innovations Product innovation and efficacy is what sets us apart and is why over the last two centuries we have remained a trusted supplier at the forefront of the horse care industry.

Introduced late 2013, the MF Pro kit is the ultimate 3 step system designed to cleanse, relieve and protect vulnerable heels and legs. The ideal solution to wet and muddy conditions, this advanced system tackles a traditionally common issue in a technically progressive way.

Equimist BETA Innovation Award Winner, 2014

Conditioner and Gallop Shampoo Range are examples of such, and remain the envy of our competitors. However, it is this continuously developing and improving philosophy, which ensures that Carr & Day & Martin remains firmly established as being global leaders in equine care.

The latest innovation from Carr & Day & Martin is Equimist 360, a revolutionary new spray technology. So advanced for the equine market that the BETA judges decided it should receive the highly coveted Innovation Award 2014.

With Equimist 360, all your favourite Carr & Day & Martin spray products now benefit from our exclusive application technology, allowing horse owners to get the perfect finish every time.

In September 2006, the company was acquired by the Tangerine Group of companies, a family business based in Lytham, Lancashire. All Carr & Day & Martin products are now produced at our own manufacturing site in Lytham and all to the same high standard set respectively by Messrs Carr & Day & Martin.

Moving with the times Throughout the 1900’s the company continued to grow and develop new products many of which remain in our range to this day, such as Carrs Leather Oil and Vanner & Prest Hoof Oil. Throughout its’ history, Carr & Day & Martin has continuously recognised the requirements of modern horse owners, and developed products accordingly.

The formulation of our Canter Mane & Tail

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Equestrian Feb 2015 Business www.ebmonthly.co.uk

Steeped in history, the comprehensive range now encompasses four distinct care categories: Leather, Coat, Hoof and Health Care, providing a ‘one-stop shop’ for our loyal followers and the discerning horse owner.

Retailer support We have long understood the importance of supporting traditional retailers, which is why we do not sell products directly to end consumers or to internet only companies; we are your suppliers, NOT your competitors. We also run an industry leading education programme for our stockists, as knowledge is something Carr & Day & Martin are passionate

Still to come...

This major product launch is just one of the many new developments that Carr & Day & Martin introduced in the run up to our 250th anniversary year. Over the next year we intend to roll out many exciting initiatives and strengthen further the Carr & Day & Martin brand. Horse owners can trust the name Carr & Day & Martin and be safe in the knowledge that we only offer super premium products that outperform our competitors and achieve perfect results every time.

MF Pro GIVE

MUD FEVER THE

BOOT

THIS WINTER!

1 CLEANSE

Gentle but effective antibacterial cleanser to soften and lift scabs

2 RELIEVE

Antifungal and antibacterial balm to soothe and calm affected areas

3 PROTECT

Waterproof salve barrier to protect skin in wet conditions

Carr & Day & Martin速 Est. 1765

Call our expert advice line on 0845 500 40 40

www.carrdaymartin.co.uk

BY APPOINTMENT TO HER MAJESTY THE QUEEN SUPPLIERS OF SADDLERY CARE PRODUCTS CARR & DAY & MARTIN LTD, LYTHAM

Feb 2015 www.ebmonthly.co.uk

Equestrian Business

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launch it

Brand new sparkles for 2015 The YR8 is already a popular helmet for Charles Owen, but the new sparkly options take them to a whole new level of brilliance.

C

harles Owen is excited to announce a brand new sparkly option for the YR8. This lightweight and stylish helmet is perfect for everyday or competitive riding and the sparkles provide a subtle and smart way to brighten up any outfit. The YR8 is specifically targeted at the young rider market, so the sparkle design will surely be well received.

Made of a special sparkle material, the black bling and shiny silver centre seamlessly complement the black or navy microsuede side panels of the helmet. The YR8 features four discreet ventilation holes for added comfort during extended periods of use and it comes in a fun Charles & Owen carry box.

Available Sparkly Colour Options: Black with Black Bling Centre, Black with Shiny Silver Centre, and Navy with Shiny Silver Centre.

Available Sizes: 6 3/8–7 1/2 Also available in Round Fit: 6 7/8–7 1/4 Safety Standard: Kitemarked to PAS015:2011.

Find out more at www.charlesowen.co.uk Contact: +44 (0)1978 317777 or info@charlesowen.co.uk

BY APPOINTMENT TO HER MAJESTY THE QUEEN PROTECTIVE HEADWEAR MANUFACTURERS WREXHAM

MADE IN

BRITAIN

The Leader in equesTrian safeTy Kitemarked to PAS015 and BSEN1384

10 Equestrian Feb 2015 Business www.ebmonthly.co.uk

Certified by SEI to ASTM F1163

www.charlesowen.co.uk

Extra protection from BodyBase Pro Airowear’s new BodyBase Pro combines safety with comfort and performance.

A

irowear’s new safety product BodyBase Pro incorporates removable shoulder protectors within a thermal balancing and moisture-wicking baselayer.

Designed to help reduce the severity of injury to the shoulder and collar area, BodyBase Pro gives the rider the option to add and remove protective shoulder panels and to protect their shoulders independently of wearing a body protector.

Research into eventing falls has identified that through wearing shoulder protectors, a rider can potentially reduce the risk of shoulder and collar bone injuries by up to 80%.

The protective shoulder panels are made using a honeycomb structure which absoarbs impact from a fall and are strategically positioned at an angle on the point of the shoulder, to offer the greatest

reduction in shoulder injuries commensurate with equestrianrelated falls.

When inserted with shoulder protectors, BodyBase Pro is CE marked to EN13158:2009 and tested to BETA 2009 Level 3.

This sporty long sleeved baselayer not only provides protection in the event of a fall, but also features thermal balance technology to help regulate body temperature.

Excellent moisture evaporation properties and quick drying materials help to keep the rider cool and dry, and the close fitting design and high stretch material ensures excellent rider movement and flexibility. The top features a sporty turtle neck with a stock loop so it is easy to get a neat and competition look, and the flat seams means it fits under any item of clothing.

Available colours: Black or white Sizes: Unisex AXS–AXL

Product Features include: Technology Shoulder Protectors Impact absorbing Honeycomb foam structure Lightweight Thermal Balancing Shirt Thermal Balance Technology Moisture Evaporation Properties Temperature Regulating Properties Quick Dry

Find out more at www.airowear.co.uk Contact: +44(0)1434 632816 or enquiries@airowear.co.uk Feb 2015 www.ebmonthly.co.uk

Equestrian 11 Business

THE MICHELANGELO TALL BOOT

The Greatest of Them All

Expertly honed and crafted in Italy, created from the most exquisite hand sourced materials & with meticulous attention to detail, the Michelangelo tall boot. This boot is a true masterpiece

Hand crafted and sculpted on traditional wooden trees which provide extensive shaping to ensure a perfect fit

PERSONALIZE YOUR INSOLE Customisable insoles which mould to the exact shape of your foot for dynamic stability, support and a personalised fit.

www.tredstep.com

The art of great boots Tredstep Ireland continues to expand its successful range with the launch of the stunning Michelangelo tall boot.

T

he Michelangelo boots set a new standard for tall boots. They are fully moulded and hand crafted in Italy from exquisite leather, with additional features including wooden boot trees and a customisable insole which when heated conforms to the exact shape of the foot, offering dynamic support and stability.

Also new from Tredstep Ireland this year is the Solo Competition Collection, which comprises two styles of riding jacket, the Solo Pro and Solo Classic, both expertly developed with a combination

of classic tailoring and modern performance fabrics. The Solo Pro has the unique feature of an interchangeable collar allowing wearers to change and personalise their look.

Complimenting the jackets are Solo breeches and Solo competition shirts.

The very popular Symphony breech collection also has some updates including the Azzura Pro and a Denim breech along with new colours in the shirt range.

Find out more at www.tredstep.com Contact: +353 1 2950598 or info@tredstep.com

Lumin8 for all round condition Carr’s introduces Lumin8, a natural supplement for skin, coat and hoof health.

S

ince 1988 Carr’s has been producing quality, natural supplements for a wide range of animals. The company’s first product on the equine market, Lumin8, is a natural alternative supplement to treat a wide variety of coat, skin and hoof problems.

Lumin8’s active ingredient helps improve the production of keratin, the primary building block for healthy hooves and hair. With the benefit it brings to the skin through its high content of Omega 7, Lumin8 is the all-round supplement for anyone looking to improve and maintain their horse’s condition, either through the winter months or coming up to showing season. With brand new eye catching

labelling, Carr’s is looking to 2015 to expand further into the equine market and ensure Lumin8 is a go-to product for excellent condition inside and out.

Available in 1 Litre, 2.5 Litre and 5 Litre sizes Lumin8 1 Litre (RRP: £19.99) will supply a horse for eight weeks when feeding at the recommended rate of 30ml into feed every other day.

Available from: Argo Feeds, Equus Health, Seals Fodder Room and Westgate EFI.

Find out more at www.carrsuk.com Contact: +44 (0)8452 309606 or info@carrsuk.com 12 Equestrian Feb 2015 Business www.ebmonthly.co.uk

launch it

De Lacy Equestrian De Lacy Executive leaps into equestrian recruitment with its new specialist division.

D

e Lacy Equestrian is the specialist division of De Lacy Executive Ltd, the UK’s largest and longest established land-based business recruitment consultancy. Led by experienced recruiter Amanda Latham and supported by Sarah Milburn, both knowledgeable equestrians, De Lacy Equestrian serves the needs of professional employers and those seeking to develop their careers in the equine and pet industry.

Recruiting from trainee to board level, in commercial, technical, operations and retail environments. Clients range from multi-national corporations to private SMEs, business areas include equine health, veterinary,

feed and bedding, saddlery and equipment, education, insurance, transport, buildings and equestrian surfaces, yard and paddock management, holidays and tourism and equestrian sport.

De Lacy is a professional consultancy not an agency or internet job board. Adding value through pro-actively sourcing the best candidates available from within the equestrian industry and importantly, other relevant land-based or FMCG sectors. High calibre

individuals will have been identified as having an equine connection and will possess the valuable commercial or technical experience required to successfully take up executive positions within the industry.

The company recognises the importance of its responsibility

to act as ambassadors for its clients, providing advice on the selection process, the suitability of candidates and career development.

Find out more at www.delacyexecutive.co.uk Contact: +44 (0)1885 485524 or amandalatham@delacyequestrian.co.uk

Executive Equestrian Recruitment Specialists

De Lacy Equestrian is the new division of De Lacy Executive, the largest and long established Land Based Business Recruitment Consultancy, specialising in executive recruitment in the Equine and Companion Animal Business Sector. We offer professional employers and employees:

Experience

Candidate Sourcing

De Lacy, established in 2000, has proven experience of the executive recruitment market and an extensive database of related industry professional candidates built up over 15 years.

De Lacy does not wait for candidates to apply – the best often do not!! Executive search (head hunting) of the relevant business sectors and databases is undertaken and with access to and advice offered on a wide range of advertising media and techniques as required. We act as ambassadors for our clients at all times.

Recruiting all Levels and Disciplines De Lacy recruits all grades of executive staff from management trainee to managing director, and all disciplines from sales and marketing to technical, operations, retail and international activities.

Expertise De Lacy proposes and implements the recruitment plan including proactive sourcing, interviewing and analysis, selection, package negotiation and advice throughout the process.

We are a consultancy not an agency... we do not simply circulate CVs.

Confidentiality and Integrity The De Lacy team has developed a recruitment practice based on high ethical standards. Searches are carried out for clients with the utmost confidentiality. Candidate discussions are confidential and details are not passed to any third party without their prior approval.

Diverse Clients De Lacy clients range from UK regional and private SMEs, to multi-national corporations in Europe and globally.

A small selection of our current vacancies is listed below. More details can be seen on our website www.delacyequestrian.co.uk:

Technical Manager Animal Health • C142 PR & Marketing Account Manager Midlands • A365 Regulatory Affairs Manager East midlands • C140

Sales Executive Rural Buildings • SE • A349 Project Managers Major retailer • Midlands • A373 Organic Feed Sales Specialist Midlands/NW • G175

Export Sales Manager Pet • Home based • G172 Factory Engineer East Anglia • C089

For a confidential discussion or more information please contact Amanda Latham or Sarah Milburn on 01885 485524 or email your enquiry or CV to amandalatham@delacyequestrian.co.uk or visit us at BETA on stand P4.4 Approved member of the Recruitment and Employment Confederation, overseeing the recruitment industry, and is registered and complies with the Data Protection Act.

Feb 2015 www.ebmonthly.co.uk

Equestrian 13 Business

Contactmanufact make the most of products in store.

SALES AGENTS REQUIRED We are a well established company with 40 years experience in providing quality clothing and footwear to the equestrian, hunting and outdoor trades, and our brands - Shewood Forest and Puffa -are well known within the industry.

Three vacancies have arisen within our company for a Sales Agent, on an agency basis, for the following areas: • East Anglia covering Norfolk, Suffolk, Cambridgeshire and Northamptonshire • South East covering Essex, Hertfordshire, Bedfordshire, Buckinghamshire, Berkshire, Surrey, London, East & West Sussex and Kent • Ireland covering both Northern and Southern Ireland

The ideal candidate will have good communication skills, a proven track record within the equine, hunting and outdoor sector, and the ability to procure new leads and customers.

Knowledge of the trade would be an advantage, as would an understanding of clothing and textiles.

We are looking for someone who is enthusiastic and professional, and is able to travel extensively throughout the designated area.

Please submit your CV via e-mail to: hc@gangotra.com.

Alternatively, apply in writing to: Sherwood Forest Ltd, Sherwood House, High Church Street, New Basford, Nottingham, NG7 7JP.

Tel: 0115 9424265 www.sherwoodforestltd.com www.puffacountry.com 14 Equestrian Feb 2015 Business www.ebmonthly.co.uk

Career insights

Opportunities G172 Export Sales Manager Pet/Livestock

John Davies, director at recruitment consultants De Lacy Executive, kicks off our brand new career insights page by answering some quick fire questions.

John Davies

In the hot seat…

Q A

What is your greatest career achievement?

Building a dedicated team which has created the biggest land-based business recruitment consultancy in the UK.

Q

If you could go back to the age you were when you first started on this career path, what advice would you give yourself?

turers f their On the move…

Karen Howarth

Laura Dolphin

A

Don’t chase jobs with the biggest salary but those with the biggest opportunity for career development.

Q

Q A

A

What is the worst job you have ever had?

As a student I was a bus conductor for Leeds Corporation – I could never get the cash to balance at the end of a day!

If you could invite any three famous people to dinner, dead or alive, who would they be and why?

AP McCoy to experience his aura of decency, drive, passion and bravery.

Vladimir Putin to discuss the destructive nature of ego.

Princess Anne because of her common sense and commitment.

Friendship Estates Ltd has recently appointed Karen Howarth to its sales division. Her new role will see her covering the North of England, Wales and Scotland and she will split her time between being on the road and covering office-based duties.

Karen, who is based near Beverley, East Yorkshire, has a wealth of experience in the equestrian sector, having ridden from the age of four and still enjoys riding and competing. Said Karen: “I am enjoying being involved in the office and on the road, promoting nationally known products and combining my new role with my interest in horses.”

Laura Dolphin has been promoted to the role of Dengie national sales manager after three years with the company. An equine science graduate, she will take responsibility for Dengie’s UK sales team. “I am thrilled with my new job and really looking forward to the challenges that it will bring,” said Laura, previously North West and Wales area sales manager. Dengie managing director Ian Hassard added: “I would like to congratulate Laura and wish her every success for the future. The position of national sales manager attracted a number of highly qualified external candidates, but it was Laura’s professionalism, approach and experience which singled her out as our preferred choice.”

Jilly Baker

Matchmakers International has strengthened its team with the appointment of five new area sales managers to work alongside European sales director, Laura Cackett.

Wendy Campbell, Nina Bye, Charlotte Ridge, Jilly Baker, Amelia Crisp and Angela Pearson are new to the roles and between them have a wealth of equestrian, business, merchandising and sales experience.

Katie Turner

Leading British footwear brand, Chatham, announces the appointment of marketing and product development supervisor, Katie Turner.

With an extensive background in marketing and events management, Katie brings a wealth of experience from previous roles at Warwick Corporate Events and the South West Media Group. Katie says, “I am delighted to join such a forward-thinking business. I’m looking forward to getting to know the product ranges, working on new collections and being involved with the development of the summer 2016 collection. There’s a lot planned for Chatham in the coming year and I can’t wait to get stuck in!”

A leading global animal nutrition business requires an experienced Export Sales Manager to expand sales in the EU and Eastern Europe within the Commercial Livestock and Pet Food Sectors. This position is a rare opportunity and will certainly offer significant future career progession.

C142 Technical Manager Pharmaceuticals Animal Health

A rare opportunity has arisen for a Technical Manager with a science background relevant to the pharmaceutical sector and animal health. Our client is a major global agricultural business with a growing market for its pharmaceutical and nutritional animal health products manufactured in highly accredited facilities in the UK.

A349 Sales Executive Agricultural Buildings South East

A Sales Executive is sought for a very successful buildings company.

Our client is a leading supplier of pre-fabricated buildings to the farming and rural community.

Based in the South of England the company specialises in servicing the farming sector throughout the south of England, East Anglia and the Midlands, but it also supplies and erects buildings to the commercial and industrial sectors within these areas.

A365 PR/Marketing Account Manager Agri-Communications West Midlands

Our client requires a PR/Marketing Account Manager to join their rapidly growing Agri-comms business, and seek a driven and ambitious candidate of graduate calibre. The successful applicant will ideally have three years+ experience in a PR or marketing position. This is a full-time role, largely office based.

Offering an exceptional career opportunity, the position provides the rare additional appeal of working from a rural base located in the Midlands.

Find out more about these jobs and others in the Equestrian and Agricultural sectors by emailing johndavies@delacyexecutive. co.uk or visit www. delacyexecutive.co.uk

www.delacyexecutive.co.uk johndavies@delacyexecutive.co.uk Tel: 01885 483440 www.delacyexecutive.co.uk

Feb 2015 www.ebmonthly.co.uk

Equestrian 15 Business

product watch tangle free IV Horse Mane & Tail Detangler is a great product with an avid consumer following and is perfect for stores with limited shelf space offering around double the usual profit margin and at competitive retail price point. To cater for wider user needs, extra profits can be generated with the full stable of IV Horse mane detanglers – all designed for specific tasks. Tangle Buster –for dredlocks and ringlets, new Naturals, for Mountain & Moorland and Silicone Free for just that.

the hay bar investment

Shovel in the profit

Hay Bar has proved it is a sound investment. Stabled horses fed from the floor maintain their natural way of foraging, which helps to ensure that mentally they are more relaxed and that there are less respiratory, dental and physio problems.

Hay Bar helps to ensure that forage does not become contaminated or mixed with the bedding, and this ensures there is little or no waste.

A super product from Tubtrugs is the new one-piece shovel which is in the ‘light and bright’ tradition created by Faulks & Cox Ltd. The new shovel comes in six great colours, and comes complete with a ‘Profit Pack’ stand to sell it from!

www.haybar.co.uk

www.4horse.co.uk

www.faulks.co.uk

dust free bedding Snowflake prides itself on producing market-leading equine bedding suitable for the single leisure horse owner through to the largest competition livery yards. Manufactured to the highest possible standards from 100% kiln dried virgin softwood, all Snowflake products go through a stringent dust extraction process prior to being baled.

The Snowflake range includes: Snowflake Supreme A premium woodshavings bale Snowflake Standard A blend of woodshavings and woodchip Snowflake Softchip aA bale made from chipped wood

www.plevinproducts.co.uk

couture rugs B Jenkinson & Sons has expanded its wide range of quality horse rugs, launching the ‘Elicouture’ brand, which includes the Quantock Lite, Penpont Lite and Chiltern (pictured), which are in very fashionable design materials. This lighter weight range allows them to be easily layered throughout the season and they feature a ripstop, waterproof outer fabric that has been personally sourced by Keith and Elizabeth Ellis and made to their exacting standards.

a jacket for spring New from the Spring/Summer 2015 collection, the Mickleton jacket from Just Togs is high on the fashion stakes. Lightly quilted in a soft navy fabric, the Mickleton has a beautifully cut, flattering fit, designed for all ladies wanting that stylish look and elegant silhouette.

With a detachable fur collar, twoway zip, stud fastened front pockets and matching studs on a high collar for extra protection, this jacket is perfect for riding or other leisure activities.

Sizes: XS–XXL RRP: £69.95

www.justtogs.co.uk

www.jenkinsonsequestrian.co.uk

Keratin boost Lumin8 is the complete coat, skin and hoof treatment that since release has built up a reputation for being an effective, natural solution to medical treatments. Developed from a specific plant grown in Siberia, Lumin8’s active ingredient helps improve keratin production for a strong, glossy coat and enhanced hoof strength all year round.

• Stand-out shelf presence • Economical to use • Excellent customer feedback Available in 1l, 2.5l & 5 Litres RRP: £19.99

www.carrsuk.com 16 Equestrian Feb 2015 Business www.ebmonthly.co.uk

over 18s Pavo 18Plus will allow owners to take care of their ageing horses with everything the body demands, without burdening the system unnecessarily. This dust-free muesli will help seniors to stay fit and full of vitality. And the combination of Pavo 18Plus and Pavo DailyPlus makes the perfect complete feed for a horse’s daily needs.

www.pavohorses.co.uk

Give your best friend a treat with Pavo SlobberMash

Simply add warm water for a treat your horse will love. It also aids re-hydration after strenuous exercise or when travelling and helps prevent colic.

Retailers required to satisfy the growing national demand www.pavohorses.co.uk Contact: Jonathan Sage E-Mail: Pavo-direct@hawkfarm.co.uk Tel: 07766677519

SlobberMash is healthy!

SlobberMash is not only a delicious treat, it is also ideal for fussy eaters and veteran horses.

D140025

Great way to hydrate after strenuous exercise, put 1kg in two litres of hot water so they drink the water and then eat the SlobberMash.

www.pavo.net

Feb 2015 www.ebmonthly.co.uk

Equestrian 17 Business

supplements

Maximising the sales of supplements

Daniel Storey, senior consultant, Aspen Business Solutions Ltd, a London based Business Consultancy, discusses techniques to help supplement manufacturers make the most of their products in store.

I

n a competitive market the ability to support retailers is a vital element to any business both to sustain sales and also promote growth.

Having great products is one thing, advertising them to the end user is another, but how can any company expect an independent retailer or chain to effectively sell their products without a degree of support? The simple answer is that they cannot.

There will always be a level or organic sales (i.e. a percentage of sales will come naturally) but the art is to

18 Equestrian Feb 2015 Business www.ebmonthly.co.uk

maximise each and every selling opportunity. Whilst having a healthy margin is vital to any stockist, without certain elements to support both customer facing and online retailers, a business will always plateau at a certain level of sales. If your products are of good quality and work, then once you have secured an initial sale, a company should look to maintain 85% of its initial business.

Support the retailer

So what can a company do to support their stockists and

drive sales?

You want the customer facing staff to be an extension of your company so when they are asked ‘Which joint supplement is the best? or ‘How can I help my horse put on condition?’ – the first thing that should come to mind is your product.

So first of all, do your research. Are you offering a competitive margin on your products? If the answer is no, then it is likely that you will fall at the first hurdle. Retailers are a business; first and foremost they need to make

a profit!

With size and floor space commonly an issue, point of sale material (POS) is at premium and ensure you are maximising the opportunities you have. You may have the opportunity to provide a small stand or display. If so, work with your stockist to ensure it is not tucked away in the corner collecting dust.

Failing that, is your literature readily available and up to date? Does it provide both the end user and retailer the information they need when faced with questions? Good

supplements

quality product catalogues and information sheets are vital, along with posters and banners. Keeping your brand in the customer eye enhances any advertising campaigns you may be running.

Do you offer staff training?

With many retail staff riders or owners, quality training is often gratefully received, and if you can, provide some samples of your products.

The best form of recommendation is that the staff have tried it themselves!

Do you incentivise your

products? Consider running a product of the month whereby there is a focus on a specific product and the retailer receives a target bonus or increased margin or even having an open day where you can interact directly with the customers.

Operating on what we call the ‘Rule of Three’ is a good foundation. This in basic terms means the end user should see your products three times before they buy.

So an example would be your brand/product is seen in 1. An ad campaign 2. A mail shot or social media 3. When they walk into the stockist they see your brand for the third time and this

Do you want 92% of customers to buy again?

Do you want 84% of customers to buy more than one product?

Case study: Science Supplements Since rolling out its range of products to retailers in 2012, Science Supplements has seen over 200 retailers in the UK and Ireland stock its products.

The company has a programme in place for both small and large retailers to help support the growth of their sales and build successful relationships. Not only does it provide quality point of sale material such as detailed product catalogues, literature, posters and display stands but the company also actively promotes independent research into feed and supplements, thus taking the ‘guesswork’ out of the buying decision.

Dr David Marlin explains: “The customer and the retailer want to know that what they are buying will work, is safe and is value for money. We therefore share all the independent studies on all products. This demonstrates that the products do what they say they do, rather than relying on some fancy marketing so when faced with a question on what is the best joint supplement, the retailer has the confidence to back up any recommendation with fact.”

With more and more customers researching feed and supplements, this is proving a key element in the successful growth of the company.

Science Supplements also offers incentives to retailers with free delivery, greater margins and free training to those stocking a greater range of the products. prompts them to ask the member of staff either about it directly or about the topic. Finally, and probably the key element, is

Supports a healthy respiratory system.

Aids the management of respiratory problems such as a cough, nasal discharge and breathing problems.

Results in as little as 7 days.

to build up good, solid and trustworthy relationships.

The more you do for your retailers, the greater chance you have of success.

Supports gut health & aids digestion Results in as little as 7 days Optimum levels of protected live yeast. Stimulates the growth of good bacteria and bind mycotoxins.

Does your joint supplement have: The highest levels of active ingredients per feed?

TWO independent scientific trials?

Clinical proof that it works?

Results in as little as 14 days?

Fully Balanced vitamin, micromineral and macromineral support for the older horse.

Added support for joints, gut health and immune system.

THE ONLY Veteran supplement to meet the NRC and BASF recommendations for vitamins & minerals.

THE ONLY electrolyte supplement using MicroBeadTM Technology, a revolutionary concept which allows each granule to be broken down in the small intestine where electrolyte uptake is optimal, and reduces gastric irritation caused by other electrolytes dissolving in the stomach.

Do you want a dedicated helpline and Nutritionist?

Do you want award winning products that are proven to work?

If the answer is YES to any of these, then get in touch and find out how we are changing the supplement industry for good.

Does your calmer have: TWO scientific & clinical tests resulting in behavioural improvements?

We do not use Magnesium, Calcium or Tryptophan.

Find out why!

Find us on Facebook

info@sciencesupplements.co.uk www.sciencesupplements.co.uk

special report

Saddle Research Trust Conference The second Saddle Research Trust International Conference, held at the end of 2014 at Anglia Ruskin University, was declared a resounding success. Presenting to a full house of around 400 delegates from varied quarters of the equestrian industry, the world’s leading veterinary and scientific experts examined, discussed and debated the latest research on saddle-related equine welfare and performance issues.

T

he conference saw leading vets, saddlers and equine therapists joining professional riders and trainers as well as leisure owners and riders to hear international experts share their vast experience and debate their cutting edge research.

SRT director, Anne Bondi, began with an entertaining and thought provoking look at horse, rider and saddle interactions which highlighted some current and very relevant findings of health issues experienced by cyclists who spend hours in their saddles.

Dr Sue Dyson from the Animal Health Trust discussed the causes of saddle slip and the implications of hind limb lameness as well as equine back and rider asymmetry. She went on to present the findings from studies undertaken with her PhD student, Line Greve, investigating changing back dimensions in ridden sports horses after exercise. Evidence suggests that thick pads and numnahs can constrict and interfere with the fit of the saddle and can prevent the changes in back shape that should naturally occur in the horse during exercise. Such under-saddle materials should be seen as an integral part of the rider/saddle equation when calculating fit and considering comfort.

Professor Hilary Clayton gave a fascinating overview of the potential to use new technology in the riding arena to help improve rider position and technique. She explained the potential role of easy to use

gadgets for basic kinematic analysis, sensors to buzz reminders at every crooked, out of balance move and an electronic belt to help improve core strength and control by detecting rider pelvic tilt on the horse.

A perceptive introduction to the afternoon sessions from British Equine Federation director of Equine Sports Science and Medicine, John McEwen, was followed by a fascinating insight into the state-of-the-art in knowledge of animal movement science, given by Professor Christian Peham. He demonstrated how a biomechanical simulation method, based on real data,

“Evidence suggests that thick pads and numnahs can constrict and interfere with the fit of the saddle’ could assist vets as a clinical tool and delegates learned much more about the movement of the equine back and neck, through his 3D model.

Professor Lars Roepstorff and Maria Terese Engell explored the influence of the rider, emphasising that the horse is a partner in sport and, as such, needs a rider who prepares himself or herself with thorough appropriate fitness and core strength exercise. Dr Katja Geser-von Peinen then presented

the effects of saddle design and function on rider and horse. She shared her fascinating work of pressure mapping and reiterated how the expert interpretation of results is key to success with this technology.

The final session saw Professor Renee van Weeren summarise the evolution of the humanhorse relationship, drawing comparisons with other sports and emphasising that there is a huge amount of scope for more science to be used to improve standards on all levels. Olympic dressage rider, Richard Davison, ended by pinpointing which areas he specifically believed to have the most practical relevance for him as a rider as well as discussing the benefits of the research on a wider scale, urging equestrian organisations to take note.

Saddle Research Trust Trustee, Annie Pollock, summarised the take-home message from the conference, saying: “There are very real welfare and performance issues that can occur when the horse, saddle and rider interaction goes wrong.

As horse owners, we need the

practical skill of saddle fitters, the diagnostic ability of vets, the biomechanical knowledge of health practitioners, the expert eye of trainers and the highest standards in construction and design from saddle makers.”

Tony Tyler, director of operations at World Horse Welfare, continued: “The work the Saddle Research Trust is doing has the potential to produce considerable benefits to horse welfare and as such World Horse Welfare is keen to be involved in future projects and events.”

Delegate Claire Kincaid, a veterinary physiotherapist, expressed the sentiment shown by so many who attended: “Thank you for a great conference, I really enjoyed the day and gained so much from your speakers who were so knowledgeable and amusing.

Seeing the scientifically proven analysis of subjects with relation to saddles and the horse’s back, has given me the confidence to relate my new found knowledge to my clients.”

Lucinda Green MBE concluded: “Well done, magnificent day and beautifully organised.”

The full proceedings from the Saddle Research Trust Conference can be downloaded at: www.saddleresearchtrust.com Email: research@saddleresearchtrust.com telephone: + 44 (0)7775 912202 20 Equestrian Feb 2015 Business www.ebmonthly.co.uk

Feb 2015 www.ebmonthly.co.uk

Equestrian 21 Business

winter feeding

“Our sales show the greatest upward trend to be with the low calorie products”

Why is ‘digestibility’ of fibre feed so important?

Jane Buchan from Baileys Horse Feeds says: “The digestibility of the different types of fibre contained in a forage or fibre feed, will influence the length of time spent in the gut.

Late cut, mature, stalky forages, containing a higher proportion of indigestible lignin, will dwell longer in the hind gut as the bacteria there attempt to ferment them and giving rise to the ‘hay belly’ look. Feeds with a higher proportion of more digestible ‘super fibres’, like beet pulp or soya hulls, are more easily and quickly fermented and typically yield more calories than cellulose.”

22 Equestrian Feb 2015 Business www.ebmonthly.co.uk

Fuelled by fibre Fibre feeds are now more popular than ever and mid winter sees a boost in these types of feeds as the nutrition in the grass and access to turnout decreases. However, the type of fibre feeds available is broadening out to include a feed for almost every type of horse.

Fibre for the overweight horse Jane Buchan from Baileys Horse Feeds explains that as more people become concerned with their horse’s weights, the demand for low calorie feeds increases: “Our sales show the greatest upward trend to be with the

low calorie products designed for good-doers and the laminitis-prone,” she explains.

“Many owners recognise that their horses are overweight, or likely to be, so choose a low calorie option to feed from the bucket.”

In some cases owners may find managing their horse’s diet easier if they restrict

grazing and instead feed a low calorie, high fibre bucket feed. However, horses need plenty of long stem fibre to chew as well, producing saliva to aid with digestion so retailers should also offer a selection of low sugar chopped fibre and forage products to these customers too. Jane says: “If equines

Fast Fibre® – suitable for laminitics

Fast Fibre® ➤ Low calorie, barley and molasses free, low starch and low sugar* ➤ Ideal for older horses and ponies, and those with poor teeth ➤ May be fed as a partial or complete hay replacement ➤ Super fast soak, in just 30 – 60 seconds ➤ Includes linseed for a glossy coat

For friendly and helpful advice, contact our award-winning nutrition helpline today 01362 822 902, email helpline@allenandpage.co.uk Quote Ad Reference: 4 laminitics

* When compared to traditional diets with comparative energy levels

www.allenandpage.com

Feb 2015 www.ebmonthly.co.uk

Equestrian 23 Business

Fashion

need to lose weight, we would always advise horse owners to take a holistic approach, looking at forage intake, time at grass and exercise, as well as complementary feeding.

Horses should not be starved and any weight-loss plan should look at maintaining fibre intake and lengthening chew time, whilst minimising calorie intake, feeding a balancer, to supply nutrients likely to be lacking in forage, and encouraging exercise.”

Fibre for veterans

Winter can be a tough time for veterans and if your customers are wondering how to help their golden oldie through the colder months, you could recommend a soaked feed. Products such as Speedi-Beet, sugar beet, Simple System or Allen & Page’s Fast Fibre are easy to soak and far easier to eat for horses with dental problems.

Allen & Page nutritionist Rachel Parrott explains why soaked feeds are a good stock option: “With the ageing population of horses, issues with those struggling to chew

forage because of poor teeth are becoming more common.

Horses unable to eat adequate fibre in their diet can be more prone to weight loss and at risk of gastric ulcers, colic, and also choke, simply because they are not able to chew properly.

“Stocking a fast soaking fibre feed that is easy to chew and can be used as a hay replacement is a necessity and can quite literally be a life saver for many horses and ponies! Pellets and mixes offered as a bucket feed can also be difficult to chew – in these situations, offering a range of soaked feeds that differ in energy will help to ensure all horses and ponies can obtain their essential nutrients in an easy to manage form.”

Soaked feeds not only benefit those with poor teeth. The horse’s natural diet would consist mainly of grass and other forages which contain a high percentage of water – offering a soaked feed provides extra moisture, helping to keep them hydrated along with mimicking the horse’s natural diet. Rachel says: “During the winter months, water intake can also be reduced through horses being reluctant to drink. Being able to provide a soaked feed can help to maximise water intake and if soaked in warm winter can provide a warming winter treat!”

“Haylage’s biggest selling point at this time of year is that it offers far better feed value than that of hay”

24 Equestrian Feb 2015 Business www.ebmonthly.co.uk

Not all fibre ingredients are created equal ‘Super fibre’ is a phrase being used more and more in the equine feed world, but what does it mean and how does it differ from normal fibre ingredients? Liz Reid from Saracen Horse Feeds explains.

Many horses thrive on fibre alone and receive all of their required calories (energy) to carry out their work and maintain optimum body condition.

Fibre is the most important part of any horse’s ration and diets lacking in fibre can cause digestive problems such as ulcers and colic, or behavioural problems such as wood chewing or weaving.

Some horses require more calories than provided by forage alone to support work or optimum body condition.

Traditionally cereals were the answer but with the rise in the number of horses intolerant to starch (ulcers, laminitis or excitable temperaments), ‘super-fibres’ allow us to provide a similar level of calories, but without the starch, reduc-

ing the risk of digestive upset or unmanageable behaviour.

It is important to know that not all fibre ingredients are created equal, for example, oat-feed, wheat-feed and nutritionally improved straw are low in calories and have a low to moderate digestibility level. ‘Super-fibres’ such as alfalfa, beet pulp and soya hulls are however extremely digestible to the horse. They are easily broken down by fibredigesting bacteria in the hindgut due to their low levels of lignin (indigestible fibre). Being highly digestible, they are an effective source of slow-release energy supporting stamina, as well as a safe, natural source of calories for weight gain.

As a comparison ‘Super-fibres’ have a digestibility level of 75– 80%, whereas most hays have a digestibility level of 40–60%.

Fibre for all

Hay and haylage is very important in winter and horse owners are increasingly looking for consistency, quality, low dust and low energy forage, making bagged forage a sensible option.

However, there is a lot of competition from farmers diversifying into animal feed and Kevin Stanbridge, director at Haysoft has noted that there has not been an increase in uptake of stock of bagged forage. “Sadly if anything the opposite due to the diversification of local farmers. It looks a lucrative option to them as the majority of the set up cost is already there.” As ever, offering choice is key, so where a single farmer may only offer hay from their fields, a feed retailer can provide different types of grasses and forage, with different nutrient values.

Haylage provides many benefits over hay when it comes to feeding forage, so if your customers are wondering how to keep condition on their horses, recommend a switch to haylage perhaps before the introduction of a bucket feed.

Kevin says: “Haylage’s biggest selling point at this time of year is that it offers far better feed value than that of hay. So if managed correctly when the owner takes their rug off in the spring the horse wouldn’t have lost nearly as much condition. Haylage may also be stored outside until it is opened whereas obviously hay must be stored under cover.”

Information overload

With so many different types of fibre and so much information about ‘digestibility’, ‘energy’, ‘super fibres’, ‘calories’ and so on, horse owners have many misconceptions about feeding. Ensure staff are fully knowledgeable on the difference between the types of fibre feeds and make the most of training offered by the feed sales teams and nutritionists. Not all types of fibre feed are suitable for all types of horses, so ensure any specifics such as the needs of a pony suffering from laminitis, are known.

fibre feeds without the bulk 19% fibre

22.5% fibre

16.5% fibre

20% fibre

HIGH FIBRE COMPLETE NUGGETS

FIBRE PLUS NUGGETS

KEEP CALM

EVERYDAY HIGH FIBRE CUBES

Low starch, fully balanced

Low starch, no vits & mins, delicious!

BAILEYS HORSE FEEDS

Low starch, low sugar, quick soak, fully balanced

Tel: 01371 850 247 (option 1)

Low sugar, fully balanced, non-heating

OR ADD AD-LIB FIBRE TO LO-CAL BALANCER Low calorie, low starch, low sugar balancer.

Feed with chaff/beet, alongside forage

www.baileyshorsefeeds.co.uk

New. Exciting.

Even more profitable.

And still real page turners!

Check out the new IV Horse, Teviot and Fendale ranges – 100s of lines for horse and rider... all your favourites and lots more added! Now available in a Directory pack of seven brochures.

Order your Product Directory pack today With a preference for personal one to one attentive service, we will not be exhibiting at BETA. Contact us to arrange a store visit!

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...or come to our new Product Centre in picturesque Hawick and view the entire range!

Feb 2015 www.ebmonthly.co.uk

Equestrian 25 Business

worming “We cannot ignore the new EquiSal tapeworm test which is probably the biggest thing to hit equine worming this century”

Images courtesy of Austin Davis Biologics Ltd

What’s new in worming?

Following the change in how worming companies are able to advertise to the end user, Equestrian Business finds out what impact this has had on the retailer and looks at the latest developments in equine internal parasite control.

N

ow that consumers are not shown the brand information through magazine advertisements, there is expected to be a shift in how consumers ask for wormers, increasingly relying on SQPs, which can only be a positive move.

Previously, many horse owners requested products by brand names that they recognised, perhaps regardless of the actual need of the horse and the active ingredients in the product. This is of course still the case – after all consumers can remember the brand names they usually

26 Equestrian Feb 2015 Business www.ebmonthly.co.uk

use. However, hopefully they will be instead persuaded to ask SQPs for wormer advice.

David Booth from Westgate Labs says: “The withdrawal of anthelmintic advertising to the general public is going to take a while to show its full impact as memory fades and horse owners continue to ask for their favourite wormer. It must be admitted that it has been a crazy situation when prescription medicines could be selected on the basis of a catchy name or sexy advertising. As time goes on the role of the SQP will be pivotal in recommending

the correct drug, if any, at the right time and when it is appropriate. This should be independent of any deals or surplus stock available to the retailer.”

The role of the SQP is now more important than ever and Richard Manlove, director of large animal business at Virbac Ltd says: “SQPs need to change their mind set from being ‘retailers’ to that of professionally qualified individuals, which they are; SQPs are authorised in law to prescribe and supply POM-VPS products such as wormers. The change in

advertising regulations will only serve to re-enforce this status.”

Customers do still see worming advertisements in the press, but these are now solely to promote an approach to managing parasites, rather than a specific product. This helps to keep the issue in the consumer consciousness and opens the door for SQPs and retailers to step in and control the use of anthelmintics far better. David Booth says: “Retailers must try to see worming as a service they offer to their customers rather than as a major income stream. If a customer knows that they will only be sold a wormer if a wormer is required they will respect your business and that will be reflected in increased visits to you as their trusted supplier.”

This is not a new approach by any means, but is now an approach that hopefully customers will appreciate.

SQPs have long been recognised for the work that goes into their training and qualifications and it is now easier than ever for SQPs to keep up to date with their all-important Continuing Professional Development.

Online training and seminars are an excellent way to gain points, or why not attend the seminar at BETA International, combining learning with business opportunities that make it an excellent use of a day away from the shop floor.

There is no doubt that training to become an SQP is hard work, not least because of the ongoing education required, but there is plenty of reward and recognition, with the professional service adding an extra element to any retail business that certainly attracts and reassures customers.

Virbac also recognises the important role played by SQPs through the Virbac Equine SQP of the Year which has been developed to support all SQPs and veterinary nurses

The Effective Treatment for Worms...

...for protection all year round*

*Except Small encysted red worm Manufactured and distributed in NI by: Norbrook Laboratories Ltd, Station Works, Newry, Co. Down, BT35 6JP. Distributed in GB by: Norbrook Laboratories (GB) Ltd, 1 Saxon Way East, Oakley Hay Industrial Estate, Corby, NN18 9EX. Distributed in ROI by: Norbrook Laboratories (Ireland) Ltd, Rossmore Industrial Estate, Monaghan, County Monaghan. Noromectin速 1.87% Oral Paste for Horses contains Ivermectin 1.87% w/w Legal Category: POM-VPS Noropraz速 18.7 mg/g + 140.3 mg/g Oral Paste for Horses contains Ivermectin 18.7 mg and Praziquantel 140.3 mg Legal Category: POM-VPS 3061-EQ-v1-UK-16/12/14

www.norbrook.com

‘Think twice before prescribing anthelmintics’ *

* BVA advice

professional Offer your customers a complete, m counts worming programme including wor good profit margin results returned to your shop easy to do no upfront costs fast reliable results trusted award winning service

WESTGATE LABORATORIES

ine clients’ ‘positive interaction with your equ ‘builds great client loyalty’ shop’ ‘brings customers back into your

Westgate Laboratories worm count service is second to none, a name already trusted in the industry, with a reputation for speedy, accurate results, reported back within 24 hours.

Now you can offer this service directly to your customers.

The direct-to-merchant service is easy to set up and supplies you with all the materials you need to start a faecal egg count service, printed with your own logo.

Leaflets, control sheets, sample pots and pre-paid return bags are supplied free of charge. You sell the test, the customer sends the sample to the lab, the results come back to you.

Pay only for tests done, by itemised bill at the end of the month. Don’t miss out on your share of this rapidly growing market.

To order contact: info@westgatelabs.co.uk or Tel: 01670 791994 www.westgatelabs.co.uk Members of BETA • AHDA associate foundation partner

The Equisal kit

who are eligible to prescribe equine products, and acknowledges the hard work and commitment required to become an SQP. Training to be an SQP may add value to your business, but David Booth reminds that it does not necessarily put lots of money in the till. Although shops can add another stock item to the shelf, the nature of prescription and the recommendation to only prescribe wormers when tests show they are necessary takes the emphasis off ‘sales’ and places it firmly on ‘advice’: “If you think that gaining an SQP qualification has ‘allowed you to sell wormers’ – think again,” he says. “Your SQP qualification has ‘allowed you to prescribe wormers’ which means that you need to look carefully at the needs of your client (the horse) and decide on the best course of action based on your experience and knowledge. If you simply hand over a few tubes of wormer because the customer has asked for them then the whole SQP system is pointless.

Hopefully with the withdrawal of advertising the pressure on you to supply drug x, y or z will diminish and customers will come to you for advice.”

Latest developments Not a great deal has changed

28 Equestrian Feb 2015 Business www.ebmonthly.co.uk

with worming: there is still a problem with resistance and there are still no new drugs in development. There is also still a problem with under-dosing that needs to be tackled.

Wendy Talbot, vet at Zoetis explains: “Under-dosing can cause resistance to occur, as can too frequent dosing or the use of a wormer to which there is already significant resistance. Dosing accurately, according to weight on a ‘need to’ basis, by using regular faecal worm egg counts, is key to managing the issue of resistance in our horses.

Simple things like knowing the weight of the horses that you wish to treat before purchasing your wormers can ensure that you have enough product to dose accurately in each case.”

The ability to test for worms with Worm Egg Count kits, and for retailer and veterinary surgeries to promote and sell these kits, is still the leading breakthrough in worm management in recent years, and now this is further enhanced thanks to the new Equisal Tapeworm Test from Austin Davis Biologics. This simple test allows the horse owner to swab the horse’s saliva and send the test off to a lab, in exactly the same easy to understand way the Worm Egg Counts are used.

Legendary Performance More than 200 million doses over 30 years

The active ingredient of EQVALAN®, ivermectin, treats more species and stages of parasite than any other summer and winter wormer. And for additional coverage against tapeworms, there’s the combination wormer EQVALAN® Duo. Being at the forefront of responsible worming, we do all we can to make sure every performance counts.

Merial Animal Health Ltd. CM19 5TG, UK. EQVALAN® is a registered trademark of Merial Ltd.© Merial 2013. All rights reserved. Advice on the use of this or alternative medicines must be sought from the medicine prescriber. Legal category UK: POM-VPS IE: LM .

EQVALAN® paste for horses contains ivermectin. EQVALAN® Duo oral paste contains ivermectin and praziquantel. Read packaging before use. For further information call the Merial Customer Support Centre on UK: 0845 6014236 or IE: 1850 783 783.

Date of preparation: January 2013. Use medicines responsibly.

ROUTINE TESTING, NOT ROUTINE WORMING

EquiSal Tapeworm

The saliva test for tapeworm Offer your customers a more complete worm control package • The first reliable and easy to use tapeworm test • Have results emailed to you to advise your customers or simply sell kits where the owners are emailed directly

Visit www.equisal.com enquiries@equisal.com

By Austin Davis Biologics Ltd.

Equisal trade ad quarter page 160x110 AHA.indd 1

Now available at trade prices to veterinary surgeons, SQPs and retailers

10/08/2014

The test is different, and the method of collecting a sample is also different, but many horse owners are now used to testing their horses before worming, so this tapeworm test should very easily fit into the general horse management routine.

Dr Corrine Austin explains: “EquiSal Tapeworm Test is a revolutionary, simple-touse horse saliva test for detecting harmful tapeworm infections in horses. It meets the need for a user-friendly tapeworm test, where horse owners themselves are able to collect and return samples for testing. A simple saliva collection kit is supplied, which is easily posted back to the laboratory in a preservative solution to keep the sample stable for at least three weeks.

Until now, it has been difficult to detect tapeworm burdens, as worm egg counts do not reliably detect tapeworms, and blood tests are very costly and inconvenient. Instead horse owners wormed annually for tapeworm, which wastes a product and contributes to resistance. The EquiSal 20:44 Tapeworm Test is the only test of its kind in veterinary diagnostics and works like a blood test, but using saliva.”

Adding EquiSal tapeworm tests to the retailer’s and vet’s arsenal allows SQPs to offer a more complete worm control programme and worming advice. David Booth wisely comments: “We cannot ignore the new EquiSal tapeworm test which is probably the biggest thing to hit equine worming this century. Something like 75% of horses do not have a tapeworm problem and therefore are being wormed unnecessarily. A tapeworm test every six months and a Tapeworm

30 Equestrian Feb 2015 Business www.ebmonthly.co.uk

faecal egg count every three months means that the only prophylactic (just in case) wormer is the winter dose for encysted redworm. Our mantra has to be ‘routine testing not routine worming’.”

Corinne says: “EquiSal Tapeworm testing can be used alongside worm egg count (WEC) kits to enable a targeted worming approach to be undertaken for roundworms, strongyles and tapeworms.

When retailers stock EquiSal kits, Austin Davis Biologics (ADB) offer a service where the SQPs are provided with tapeworm burden diagnoses to report back and advise their customers, or alternatively ADB can report the results back directly to horse owners.”

The EquiSal tapeworm test is easily incorporated into existing targeted worming programmes, by simply testing twice a year, six months apart. Customers can be encouraged to test their horse to determine whether there is a tapeworm burden present prior to administering drugs.

“EquiSal’s current tapeworm incidence levels show that approximately a quarter of horses tested during spring and summer 2014 required treatment for tapeworm burdens,” explains Corinne.

“This indicates that the vast majority of horses receiving tapeworm anthelmintics do not need treating.”

She continues: “There is a growing reluctance among responsible horse owners to expose their horses to drugs unnecessarily. SQPs can further enhance their service by offering alternatives to blanket worming and help owners to minimise exposure to unnecessary chemical agents.”

WORKING

TOGETHER

The Experts trust 3D worming

PIPPA FUNNEL THE BILLY STUD

KATIE JERRAM

FOR MORE EFFECTIVE EQUINE WORMING

WILLIAM FUNNEL THE BILLY STUD

&

Equine professionals William and Pippa Funnel and Katie Jerram trust the 3D Worming approach from Virbac, for year round protection.

Reduce spit out with the easy to use and easy to handle ergonomic syringe. Treats up to 700kg quickly and effectively.

Tried and trusted brands Equimax and Eraquell fit perfectly into the 3D worming approach.

For horses that are difficult to worm - Equimax and Eraquell tabs can simply be added to feed.

Tabs treats up to 800kg and come in a handy resealable tube.

Brought to you by Virbac, manufacturers of Equimax and Eraquell

GET THE RIGHT ADVICE AND GIVE THE RIGHT ADVICE:

3dworming.co.uk FOR EFFECTIVE, SUSTAINABLE PROTECTION Further information available from: Virbac Ltd, Woolpit Business Park, Windmill Avenue, Woolpit, Bury St. Edmunds, Suffolk IP30 9UP. Tel: 01359 243243 www.virbac.co.uk.

Use medicines responsibly. www.noah.co.uk/responsible Equimax速 is a registered trademark of Virbac SA. Equimax速 contains ivermectin/praziquantel. POM-VPS Eraquell速 contains ivermectin. POM-VPS

Feb 2015

Shaping the future of animal health www.ebmonthly.co.uk

Equestrian 31 Business

beta international Preview

on your marks... …get set, go! With BETA International 2015 packed full of innovation, advice and opportunities, there are more than just trade stands to see at this leading industry trade fair. Equestrian Business is under starter’s orders, ready to race into Birmingham’s NEC.

Opening times: Sunday February 22: 9.30am–6.00pm Monday February 23: 9.30am–6.00pm Tuesday February 24: 9.30am–4.30pm

Getting there: BETA International uses a handy Travel Service to make it even easier to get to the trade show from anywhere in the world.

Co-ordinating flights, airport transfers, train journeys, car hire and taxis can be arranged by contacting Reservation Highway, telephone +44 (0)1423 525577 or email admin@reservationhighway.co.uk

Free coach service: A free coach service is offered to retailers visiting BETA International. The comfortable coaches from Momentum Coach Hire Ltd will travel to the NEC, Birmingham, on the first day of the show from Norwich, Exeter and Carlisle.

For more information on the show, stand set up times, opening times and transport options, visit

www.beta-int.com

32 Equestrian Feb 2015 Business www.ebmonthly.co.uk

F

rom February 22-24 the industry’s movers and shakers will be at BETA International, with thousands of visitors streaming through the gates to visit hundreds of stands from the UK and worldwide businesses. BETA International leads the way for the equestrian, country clothing, outdoor and pet sectors, attracting influential buyers and suppliers from across the UK and overseas. In a world of digital communication at the touch of a button, the chance to network face to face with the trade is crucial and, for many, BETA International is where orders are placed, new products discovered and connections made.

Supporters return

The trade fair is supported by many of the trade’s heavyweights, with Charles Owen & Co (Bow) notching up a third year of sponsorship at BETA International as it lends its backing to the Horse Demonstration & Seminar Arena once again for the 2015 trade fair.

Leading French manufacturer and wholesaler Ekkia is set to return to BETA International as well as Fashion Show sponsor after a successful inaugural show last year.

This showcase for the cream of equestrian and country clothing will be named the Equi-Thème Fashion Show after the company’s flagship brand. The Fashion Show is a

highlight for many, thanks to the professional staging by Karen Irving and Fashion First.

Catchy music, eye-catching dance routines and stunning clothing and footwear for the autumn/winter markets make this a must-see for every visitor. “We are looking forward to our return visit as sponsor of the Fashion Show,” says Ekkia’s chairman Jean François Vignion. “It proved a highly effective way of presenting our Equi-Thème range to an international audience of industry buyers and made our regular appearance in this extremely attractive and appealing feature even more special.”

Another leading equestrian company returning for a

beta international preview second year of sponsorship is Shires Equestrian Products, sponsors of the influential New Product Gallery, which sits at the heart of the show. If you’re looking for innovative products to wow your customers, then take note of what appears in this fascinating area as well as those picking up the coveted Innovation Awards. The highly respected awards reward genuinely innovative products that are new to the market this year, and feature ten categories judged by leading lights in the horse world.

At the chalk board

Apart from showcasing new products and promoting old favourites, BETA International has established itself as a place for learning. Valuable CPD points for SQPs are on offer at BETA International’s AMTRA-accredited seminar ‘Reds, Tapes and Pins’. The seminar is worth ten points and will be presented by veterinary management consultant Jim Wishart in the Charles Owen Learning Centre at The Horse Demonstration & Seminar Arena on Sunday February 22 and Tuesday February 24.

“Seminars are an important part of the trade fair and we are extremely pleased to give retailers with an SQP qualification the opportunity to top up on their CPD points,” said BETA International organiser Claire Thomas.

“Hosting the initiative on two different days allows visitors greater flexibility when planning their timetable and ensures a highly beneficial and effective trade fair experience.”

The 75-minute seminar is free and open to all visiting SQPs. There is no need to book, but bring your SQP number to register on the day.

Saddlery centre

BETA International 2015 is putting skill and craftsmanship firmly in the spotlight as its annual saddlery competitions – organised by the Society of Master Saddlers – take centre stage in the show’s vibrant Saddlery Pavilion The competitions, designed to promote the work of talented trainee saddlers, take place throughout the three days

of the trade fair. On Sunday February 22, apprentices from the Saddlery Training Centre will compete against one another to make the best Pelham rounding. Second-year students from Capel Manor College, Enfield, go head-tohead on Monday February 23 to craft a lead rein with butterfly attachment and firstyear apprentices from both colleges will gather on Tuesday February 24 to make an Irish martingale.

The winner of each competition will be selected by a panel of judges from the Society of Master Saddlers, with cash prizes supplied by the Saddlers’ Company.

Apprentices train for four years and many go on to set up their own saddlery businesses or take up apprenticeships with master saddlers. Hazel Morley, of the Society of Master Saddlers, says: “The competitions we run at BETA International are a fabulous window for the youngsters who take part to demonstrate their skills to the equestrian industry and we really appreciate the opportunity to show the trade how lucky we are to have the best saddlery training in the world.”

Enter the dragon!

Dragons’ Den star Deborah Meaden will visit BETA International on Monday February 23 to meet key industry players and present some of the show’s prestigious awards. Deborah, a keen rider and owner of horses, is an ambassador for Hoof, the British Equestrian Federation’s participation programme. The Hoof initiative is designed to encourage people back into the saddle and explore the many benefits of horse riding. During her visit to BETA International, Deborah will take the opportunity to speak about her involvement in Hoof and share her passion for equestrianism as well as business. Deborah comments: “In my role as an ambassador for Hoof, combined with my love of horses, I am delighted to lend my support to BETA International which is such an important event for the equestrian world. The trade show provides a wonderful showcase for the industry.

The range and number of industries exhibiting at the show demonstrates the breadth of the equestrian market and clearly emphasises the high value of this important arena.”

Deborah Meaden

Above: Ekkia will once again sponsor the Fashion Show

From the horse’s mouth Equestrian Business speaks to a few exhibitors to find out why both BETA and Spoga are hot tickets this year.

Liz Hayman managing director Equetech:

Lindsay Gall brand manager Likit Products:

Vanessa Britton managing editor Equestrian Business:

“We choose BETA for our return to the trade shows after our absence because being a proudly British company we felt it was only right to support British trade and fly the flag for our first show! With a presence in Europe and further afield we are looking forward to meeting both existing and new customers. Our stand will be carry new exclusives and launching new seasonal additions, as well as offering some great trade incentives for retailers and buyers. We are certainly feeling and seeing evidence that we are coming out of the recession and we hope this is reflected at the show with optimism returning.”

“Because we don’t sell direct to the public it is important that we support our distributors, and both BETA and Spoga give us the opportunity to do that first hand by meeting both new and existing retailers and talking them through our various products.

This year our parent company, Talisker Bay, has taken on manufacture of Stud Muffins which we will be re-launching at both events. These healthy treats have been repackaged and will retain their own identity rather than being marketed under the Likit brand, so it is an ideal opportunity to get that message across to the trade.”

“It has been three years since Equestrian Business has had a stand at BETA but thanks to an increase in positivity in the trade alongside a new look and feel to the magazine, this year is the right time for us to return to BETA International to showcase our bold new ideas.

We are hoping for a real buzz in the atmosphere at the show, and to meet all of our supporters as well as the fantastic number of brand new companies that are grabbing the bull by the horns this year to make the most of the new business opportunities on offer.”

Feb 2015 www.ebmonthly.co.uk

Equestrian 33 Business

beta international preview

Carr & Day & Martin

(F-2-1)

Norbrook

(E-3-1)

Carr & Day & Martin is the UK’s oldest company involved in the manufacture of horse care products. Holders of a Royal Warrant since 1820 to the present day, 2015 sees our landmark 250th anniversary, proving that quality really does stand the test of time. We look forward to welcoming our customers to the stand where they can learn more about our unrivalled comprehensive retailer support package, in our special anniversary year.

Since its foundation over 40 years ago, Norbrook Laboratories has established itself as a global leader in the development of revolutionary veterinary and animal health medicines.

We are a leading producer of equine healthcare products, which have been carefully manufactured to ensure the best possible treatments and remedies.

Our Equine Healthcare range consists of a variety of antibiotics, anti-inflammatories, antifungal and anthelmintic products including Noropraz and Noromectin.

Tel: +44 (0)8455 004040 Email: info@carrdaymartin.co.uk Web: www.carrdaymartin.co.uk

Tel: +44 (0)1536 741147 Email: lizzie.leonard-appleton@norbrook.co.uk Web: www.norbrook.com

Equidivine

(F-8-2)

The Animal Health Company Ltd

(B-5-2)

Equidivine is a holistic products company encouraging children (and adults) to look after and pamper their horses and ponies. Equidivine products help to create that special bond between horse and owner through being creative and having fun. Our range consists of healing balms and oils with added sparkle, show varnishes, glitter quarter mark tattoos (approved for BSJA) and Swarovski elements dressage plaiting bands approved for British Dressage.

The Animal Health Company is celebrating 25 years in business this year. This family run business based in Halstead, Essex, manufactures health and herbal supplements, hygiene and cleaning products and a grooming range for horses, canines and poultry. This is the company that produces ‘NoBute The Original.’ The range has been increased this year, so visit the stand to see the new products.

Tel: +44 (0)7597 574582 Email: equidivine@hotmail.co.uk Web: www.equidivine.co.uk

Tel: +44 (0)1787 476400 Email: sales@animal-health.co.uk Web: www.animal-health.co.uk

Classic Canes

(P-7-2)

Hilton Herbs Ltd

(E-4-1)

Walking stick specialists Classic Canes will exhibit hundreds of traditional and contemporary walking sticks, shooting sticks and umbrellas at BETA 2015.

Highlights will include many sticks grown and made at the family firm’s Somerset woodland; ideal for buyers in search of British goods of interesting provenance. New products such as tartan folding canes, birch wood derbys and horn sticks on blackthorn and crabapple will be launched at the show.

In 2015 Hilton Herbs celebrates 25 years as a leading manufacturer of herbal supplements and topical products for animals. All products are formulated by a medical herbalist, using human-grade ingredients, and produced in a UFASapproved facility in Somerset. With its core market in the UK, the company also exports to over 40 countries worldwide, including Europe, the US and Japan. At BETA this year Hilton Herbs launches its new Mud Defender products to the trade.

Tel: +44 (0)1460 75686 Email: info@classiccanes.co.uk Web: www.classiccanes.co.uk

Tel: +44 (0)1460 270701 Email: tradesales@hiltonherbs.com Web: www.hiltonherbs.com

34 Equestrian Feb 2015 Business www.ebmonthly.co.uk

Feb 2015 www.ebmonthly.co.uk

Equestrian 35 Business

beta international PREVIEW

Honeychop Horse Feeds

(B-2-2)

Airowear

(K-2-1)

Honeychop Horse Feeds is the only horse feed manufacturer to use just oat straw in its products. This is important as it is softer and tends to be more palatable than wheat or barley straw. Having a lower lignin content also makes oat straw easier for horses to digest.

Honeychop currently produce seven chaffs – Honeychop Original, Honeychop Plus Garlic, Honeychop Plus Herbs, Honeychop Plus Apple, Honeychop Senior, Honeychop Calm & Shine and Honeychop Chopped Oat Straw.

On the newly combined Airowear and Charles Owen stand, Airowear will be launching its most innovative product to date; the new hybrid body protector, which combines tailoring with inflatable technology to provide greater protection to the hips, neck and torso. Certified to SATRA M38 safety standard.

In addition to the hybrid, Airowear will also be launching a thermal balancing and moisture-wicking baselayer incorporating removable shoulder protectors certified to BETA 2009 Level 3.

Tel: +44 (0)1359 230823 Email: info@honeychop.com Web: www.honeychop.com

Tel: +44 (0)1434 632816 Email: info@airowear.co.uk Web: www.airowear.co.uk

Comfybed Plus

(D-11-3)

There’s a new look for ShowQuest for 2015, including new products with brand new easy to use packaging to suit all forms of displays. Also, check out the new website for ease of purchase with a design your own browband maker.

Please contact for trade password and login. Orders can be placed via website, email or telephone. A range of products have been put together to help with purchasing and reordering.

Please contact us for an appointment at BETA.

(P-10-8)

manufacturers of high quality, yet affordable, headwear, bags and gloves. With the country retailer firmly in mind, Heather‘s current range include Harris, Mallalieus Of Delph, Abraham Moon and Urban British tweed caps and hats plus a range of wax cotton styles to suit all tastes and budgets. Contact Jon Stafford for more details.

Tel: +44 (0)1525 717535 Email: jon@heather-fashions.com Web: www.heather-fashions.com

Tel: +44 (0)1909 773151 Email: colin.smith@greenwoodforest.co.uk Web: www.greenwoodforest.co.uk

LS Sales (Farnam) Ltd

Heather Hats & Accessories

Heather Hats and Accessories are

(A-2-1)

PolyPads & Libbys Tack

(A-7-4)

Farnam products from the USA, bringing the best of the USA to the UK. Red Cell, Ice Tight, Electro Dex, White n Brite, Tri Tec Fly Control, to name a few of the 185 products kept in stock in Oxford.

Tingley Rubber overshoes: wear your own shoes/boots and keep them clean and away from water/urine/mud.

Splintex-get rid of that splint. Sealtex Latex Bandage for bits or legs - never goes off - endless shelf life.

Quick service, good margins. 15% for orders placed on the stand at BETA.

PolyPads will be showcasing its popular range of British-made saddle pads and accessories at BETA International. A favourite amongst professionals and leisure riders alike, PolyPads’ range provides top quality polycotton pads to suit a variety of saddles and sports. With a rainbow of colours to choose from and embroidery to add a personal touch, PolyPads is a household name. PolyPads will also be showcasing British synthetic tack manufacturer Libbys, a fantastic range of high quality bridles, training aids and accessories.

Tel: +44 (0)1608 683855 Email: orders@lesliesutcliffe.com Web: www.lesliesutcliffe.com

Tel: +44 (0)1842 752020 Email: info@polypads.co.uk Web: www.polypads.co.uk

36 Equestrian Feb 2015 Business www.ebmonthly.co.uk

TREEHOUSE Stand E-10-4

AIR SHELL airbag model

SMART CONCEPT

Looking good with proven safety

INTERCHANGEABLE One airbag for multiple shells

PATENTED

Zip’In technology by Helite

BRITISH SHOWJUMPING competition approved

GILET

BLOUSON AIRBAG

Tel: +44 (0)1299 851625 Feb 2015 Equestrian www.treehouseairjackets.co.uk www.ebmonthly.co.uk Business

37

beta international PREVIEW

Champion, Finest Brands International

(F-6-2)

Fyna-Lite

(J-1-2)

Champion has been a driving force in the design and development of protective riding wear for nearly four decades. Based in the heart of Cardiff in Wales, by choosing the Champion brand you’re offering your customers some of the very best equestrian safety products available on the market today.

BETA 2015 will see the entire Champion collection on display, from the iconic Ventair to the high-fashion Evolution Couture to the sparkling Junior X-Air Star, including some exciting new developments for 2015.

Fyna-Lite is the premier manufacturer of quality stable tools and yard equipment with 30 years of experience, offering exclusive and unique British made and designed products suitable for all bedding types.

As well as an extensive range of stable tools, Fyna-Lite sells brooms, shovels, trolleys, horse washer systems, the Multi Weeda ragwort removal tool and arena equipment which are all designed to make stable, yard and field tasks far easier.

Tel: +44 (0)1132 707000 Email: info@fbi-ltd.co.uk Web: www.championhats.co.uk

Tel: +44 (0)1789 764848 Email: forks@fynalite.co.uk Web: www.fynalite.co.uk

Sherwood Forest Limited

(Q-3-1)

Equetech

Once again the Puffa Country Sports and Sherwood Forest collections will stand united together at BETA International.

Sherwood Forest is staying true to its roots and will be showcasing a colourful pallet of equestrian clothing alongside the more traditional range of country sport wear which continues to be stylish yet affordable. Don’t forget to leave your business card when you visit the stand, for entry into the prize draws to win a Sherwood Forest jacket.

Established since 1992, Equetech is one of the UK’s great success stories, with a strong presence nationwide and overseas. Passionate about British design and supporting British trade, Equetech makes a welcome return to BETA as the company’s first trade show in seven years. The company will be opening its books to new accounts by appointment and offering great retailer incentives for the new season across their range.

Tel: +44 (0)1159 424265 Email: sales@sherwoodforestltd.com Web: www.sherwoodforestltd.com

Tel: +44 (0)1296 688966 Email: info@equetech.com Web: www.equetech.com

Day, Son & Hewitt

(F-2-1)

Snowflake Bedding

(N-1-1)

(L-1-1)

Day, Son & Hewitt has been at the forefront of manufacturing super-premium horse supplements for over 175 years, having been a Royal Warrant holder since 1865.

The range offers seven nutraceutical products that simplify buying decisions, while the unique daily sachet system ensures that active ingredients are delivered fresh.

Come and talk to us about our 90 day supply and how we can add commercial value to your store.

Snowflake is a leading name in quality equestrian bedding.

Manufactured from 100% softwood sourced from sustainable resources, bales are dust extracted to ensure the health and well-being of stabled horses. Our bedding is highly absorbent, easy to use, warm and fully biodegradable.

The Snowflake bedding range appeals to a range of budgets without a compromise on quality - Snowflake Supreme, Snowflake Standard, Snowflake Softchip and Snowflake Premium Equine Wood Pellets.

Tel: +44 (0)8455 007777 Email: info@daysonhewitt.com Web: www.daysonhewitt.co.uk

Tel: +44 (0)8707 500805 Email: sales@plevin.co.uk Web: www.plevinproducts.co.uk

38 Equestrian Feb 2015 Business www.ebmonthly.co.uk

VISIT US AT BETA 2015 - STAND N 1.1

FOR THE LATEST PRODUCT INFORMATION VISIT OUR STAND TO RECEIVE A GOODY BAG OR CONTACT US ON TEL + 44 (0) 1296 688 966 / EMAIL info@equetech.com

www.equetech.com

visit u at be s ta stand B.5-1

www.bedsoft.co.uk

Clean, comfortable, dust-free bedding

www.haysoft.co.uk

39 2015 Equestrian Premium nutritious Feb haylage and chaff www.ebmonthly.co.uk

Business

beta international preview

Agrihealth

(L-2-1)

Toggi – Finest Brands International

(F-6-2)

Visit the Agrihealth stand at L-2-1 for special BETA show offers on the Leovet, Liveryman and Fenceman ranges. Get set for the season with one off offers on Leovet equine care products as well as the ever popular Fenceman range of energizers and accessories with Constant Power Technology. Agrihealth will also launch three new products from Leovet; 5Star Detangler, Cellsius leg care and a new range of Leoveties treats.

BETA will see leading equestrian clothing and footwear brand Toggi unveil its latest creations for AW 2015. Using high tech fabrics, expertly tailored designs and Toggi’s decades of experience in keeping you warm, dry and looking fabulous, the latest Toggi outerwear collection combines style and performance without compromise.

Browse and enjoy several inspiring new additions, including the new Toggi tweed collection – expertly balancing style and tradition – and the Toggi Varsity capsule collection.

Tel: +44 (0)2838 314570 Email: info@agrihealth.co.uk Web: www.agrihealth.co.uk

Tel: +44 (0)1132 707000 Email: info@toggi.com Web: www.toggi.com

Battle, Hayward & Bower

(G-4-1)

Battles is your Trade Supplier of The Year for equine products, bringing you a wide variety of over 9000 products from market leading brands such as: Lincoln, Hy, Equilibrium and LeMieux. This year sees the launch of some very exciting new ranges – Lincoln Platinum, Bionic Gloves, Horse First and Science Supplements to name a few. Don’t miss out on seeing new ranges and making the most of amazing BETA offers – visit stand G-4-1 for exclusive deals designed to give our customers a high profit margin.

opposite the main entrance H-3-1.

This year’s focus is on ‘restocking’, with incentive offers to tempt most customers and sizes of orders placed at the show. We are also previewing our summer introductions and taking forward orders for the autumn.

Finally, see our new ranges of Internet Gift Packs, specially designed gift boxes for easy offerings on your website.

Tel: +44 (0)1543 483344 Email: sales@graysequestriangifts.com Web: www.graysequestriangifts.com

Tel: +44 (0)1522 529206 Email: info@battles.co.uk Web: www.battles.co.uk

Absorbine/W F Young Inc

Gray’s of Shenstone Ltd (H-3-1) Gray’s Equestrian Gifts will be exhibiting at BETA once again

(E-2-2)

Treehouse

(E-4-2)

When it comes to caring for sore muscles and tendons, horse owners have trusted Absorbine since 1892. New at BETA 2015, Absorbine Botanicals is an exciting new formula developed using a blend of 12 herbs and essential oils, including arnica and aloe vera.

The convenient drip-free massage foam eases muscles and the soothing aromatherapy of the body rinse leaves the horse feeling relaxed and refreshed. Eye-catching packaging with unsurpassed convenience.

Treehouse is the UK Distributor for Helite Air Jackets, ‘The Airbag Technology Experts’, featuring the Original Air Jackets and the BETA Innovation Award Winning Air Shell Range with the zip out and interchangeable outer shells made of ‘Tekseries’.

Treehouse is also the distributor for Outdoor Hands, the intense Skin Therapy Cream to relieve cracked and dry hands.

Also on the stand the popular Blazewear Heated Clothing which is distributed by Treehouse.

Tel: +44 (0)1903 892060 Email: lklafeta@wfyoung.com Web: www.absorbine.co.uk

Tel: +44 (0)1299 851625 Email: info@treehouseonline.co.uk Web: www.treehouseairjackets.co.uk

40 Equestrian Feb 2015 Business www.ebmonthly.co.uk

The rst of its kind ...

FAST ACTING SPRAY ON MAGNESIUM CALMER InstaMag freestepsuperfix.co.uk

+44 (0)1902 791743 +44 (0)7525 818730

Feb 2015 www.ebmonthly.co.uk

Equestrian 41 Business

beta international Preview

2015 Exhibitor’s List company

company

company

Abbey England . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

Absorbine . . . . . . . . . . . . . . . . . . . . . . . . . . . E-2-2 Adam Ellis of UK Saddles Ltd . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

Addi Brothers Industries . . . . . . . . . . . . . . . . . .

Agrifence . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

Agrihealth . . . . . . . . . . . . . . . . . . . . . . . . . . . L-2-1 A H Saddles . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

Al Basti Equiworld . . . . . . . . . . . . . . . . . . . . . . . . . . .

Alan Paine Country Collection . . . . . . . . . . . . . . . . . . . . . . . . . .

Albert Kerbl GmbH – Covalliero & Stockshop Wolsely . . . . . . . . . . . . . . . . . . . . . . . . .

Anderson & Cow . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

The Animal Health Company Ltd . . . . . . . . . . . . . . . . . . . . . . B-5-2 Animalife . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

Animology / Pet Rebellion . . . . . . . . . . . . . . .

Arctic Fox/Starling . . . . . . . . . . . . . . P-11-1 Ariat Europe Limited . . . . . . . . . . . . . . . . . . . . . . .

Armstrong Richardson Wholesale . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

Ashwood Leather . . . . . . . . . . . . . . . . . . . . . . . . . . . .

Aztec Diamond Equestrian (UK) Limited . . . . . . . . . . . . . . . . .

Baillie Haylage . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

Baleno . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

Barker Knitwear . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

Battles . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . G-4-1 Bedmax Shavings Ltd . . . . . . . . . . . . . . . . . . . . .

Bedsoft & Haysoft . . . . . . . . . . . . . . B-5-1 Bedwell Bedding Ltd . . . . . . . . . . . . . . . . . . . . . .

BellEqui Equestrian . . . . . . . . . . . . . . . . . . . . . . . .

Beretta Clothing . . . . . . . . . . . . . . . . . . . . . . . . . . . .

Black Yak Ltd . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

Bliss of London Ltd . . . . . . . . . . . . . . . . . . . . . . .

Botanica International Ltd . . . . . . . . . . . . .

Bowlby Equine . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

Bradshaw Taylor Ltd . . . . . . . . . . . . . . . . . . . . .

Breyer Model Horses . . . . . . . . . . . . . . . . . . . . .

Bridleway Equestrian . . . . . . . . . . . . . . . . . . .

British Country Collection . . . . . . . . . . . . . . .

British Equestrian Trade Association . . . . . . . . . . . . . . . . . . . . . . . . .

Cal Rei/Tally Ho Equestrian . . . . . . . . . . . .

Carr & Day & Martin, Day, Son & Hewitt . . . . . . . . . . . . . . . F-2-1 Carrots . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

Casada . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

Celtic Equine Supplies Ltd . . . . . . . . . . . . . . .

Le Chameau . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

Charles Owen & Co. (Bow) Ltd / Airowear . . . . . . . . . . K-2-1 Chatham . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

Chillout Horsewear Ltd . . . . . . . . . . . . . . . . . . . .

Chriwen . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

Chrysalis Clothes Ltd . . . . . . . . . . . . . . . . . . . . . .

Citrus-Lime Ltd . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

Classic Canes . . . . . . . . . . . . . . . . . . . . . P-7-2 Cloakrooms . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

Comfybed Plus . . . . . . . . . . . . . . . . . . D-11-3 Commercial Laundry Supplies . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

Copperfox Model Horses . . . . . . . . . . . . . . . . .

Country Pet . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

Curragh Veterinary Supplies Ltd . . . . . .

Dainese . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

De Lacy Equestrian Recruitment . . . . . . . . . . . . . . . . . . . . . . . . P-4-4 De Mano . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

De Niro Boot Co . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

Dee Two Ltd . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

Derriere Equestrian Ltd . . . . . . . . . . . . . . . . . . . .

Dexshell UK & Proclimate . . . . . . . . . . . . . . .

Dimacci . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

Durante (Town & Country Wear) . . . . .

Easitill Ltd . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

Easyspur/EasyTap/Easystuds . . . . . . . . .

Ekkia . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

Eldon Horse . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

Ella and Cherry London. . . . . . . . . . . . . . . . . . . . .

Emerald Green Feeds . . . . . . . . . . . . . . . . . . . . . . .

English Utopia Ltd . . . . . . . . . . . . . . . . . . . . . . . . . . . .

Eqipad . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

Equ Streamz . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

Equest & Equest Pramox . . . . . M-2-2 Equestrian Business . . . . . . . . . . . . M-10-1 Equestrian Polo Creation (Breeches India). . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

Equestrian Trade News. . . . . . . . . . . . . . . . . . . .

Equetech. . . . . . . . . . . . . . . . . . . . . . . . . . . . . N-1-1 Equi-ads. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

Equidiet (UK) Ltd. . . . . . . . . . . . . . . . . . . . . . . . . . . . .

Equidivine. . . . . . . . . . . . . . . . . . . . . . . . . . . . F-8-2 Equilibrium Products . . . . . . . . . . . . . . . . . . . . . . .

Equine America (UK) Ltd . . . . . . . . . . . . . . . . .

Equine Careers . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

Equine Productions Ltd. . . . . . . . . . . . . . . . . . . .

Equine Products UK Ltd. . . . . . . . . . . . . . . . . . .

EquiNutritive . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

Equisafe-the safest fencing . . . . . . . . . . . . .

Equisafety Ltd . . . . . . . . . . . . . . . . . . . . . M-5-2 Equiscan presented by KOPL Distribution. . . . . . . . . . . . . . . . . . . . . . . . . . . .

EquiSports Performance/ EquiSox/JockeySox. . . . . . . . . . . . . . . . . . . . . . . . . .

Equissential. . . . . . . . . . . . . . . . . . . . . . . . . F-11-2 Equitrade Switzerland . . . . . . . . . . . . . . . . . . . . .

Equiture. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

Equi-vation. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

Equus Health. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

Esperado. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

Etrical. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

Euro Plus(Manufacturers) . . . . . . . . . . . . . . .

Euro-star. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

Event Insurance Services Ltd. . . . . . . . . . . .

Evolution Professional Equipment . . .

Fairfax Saddles Ltd. . . . . . . . . . . . . . . . . . . . . . . . . .

Faulks + Cox Ltd . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

First Euro (Designer & Manufacturer) Flettner Ventilator. . . . . . . . . . . . . . . . . . . . . . . . . . . .

Flint’s Yard. . . . . . . . . . . . . . . . . . . . . . . . . . . D-1-1 Forelock Books. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

FreeStep . . . . . . . . . . . . . . . . . . . . . . . . . . . . . E-10-4 Fyna-Lite. . . . . . . . . . . . . . . . . . . . . . . . . . . . . J-1-2 Gain Horse Feeds. . . . . . . . . . . . . . . . . . . . . . . . . . . . .

Gallop Equestrian Ltd . . . . . . . . . . . . . . . . . . . . . .

Glamourati . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

Global Herbs . . . . . . . . . . . . . . . . . . . . . . . D-10-3 Grays of Shenstone Ltd . . . . . . . H-3-1 Grubs Boots Ltd. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

Guardian Equestrian/a>. . . . . . . . . . . . . . . . . . . .

Gumleaf Clothing . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

H K M Sports Equipment GmbH. . . . . . . .

Hack-Cam (gizapaw.co.uk). . . . . . . . . . . . . . .

Harpley Equestrian Ltd . . . . . . . . . . . . . . . . . . . . .

Harris Tweed . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

Clothing Company. . . . . . . . . . . . . . . . . . . . . . . . . . . .

Hawkins Organic. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

Haygain Hay Steamers. . . . . . . . . . . . . . . . . . . . . .

Healthy Beast. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

Heather Hats and Accessories. . . . . . . . . . . . . . . . . . . P-10-8 Hemcore Bedding. . . . . . . . . . . . . . . . . . . . . . . . . . . .

Herald and Heart Hatters. . . . . . . . . . . . . . . . .

The Herbal Horse and Pet. . . . . . . . . . . . . . . .

Herschal Far Infra Red Heaters. . . . . . . . .

Hilton Herbs Ltd . . . . . . . . . . . . . . . . . . E-4-1 Information correct at time of print.

42 Equestrian Feb 2015 Business www.ebmonthly.co.uk

company Hi-Tec Sports Honeychop Horse Feeds . . . . . . B-2-2 Hooftorch. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

Hopus Technology Inc. . . . . . . . . . . . . . . . . . . . . .

Horizont . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

Horse & Country TV . . . . . . . . . . . . . . . . . . . . . . . . .

Horse & Hound . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

Horse & Rider and Pony Magazines. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

Horse Clothing Impex PVT.Ltd.. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

Horse First Ltd . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

Horse Health Trade. . . . . . . . . . . . . . . . . . . . . . . . . .

Horsecrocz . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

Horsequest UK Ltd. . . . . . . . . . . . . . . . . . . . . . . . . . .

Horseshape GmbH & Co. KG . . . . . . . . . . . .

Horse Tech International. . . . . . . . . . . . . . . . . .

Horseware Ireland . . . . . . . . . . . . . . . . . . . . . . . . . . .

Horslyx. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

HRP Equestrian . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

The House of Cheviot Ltd. . . . . . . . . . . . . . . . .

House of Gilet. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

Hunter- Outdoor. . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

Ice Horse . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . F-11-3 Intelligent Retail . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

Jacaru Australia Pty Ltd . . . . . . . . . . . . . . . . . . .

Jamiq International. . . . . . . . . . . . . . . . . . . . . . . . . .

Java International . . . . . . . . . . . . . . . . . . . . . . . . . . . .

Jk’s Creations Ltd. . . . . . . . . . . . . . . . . . . . . . . . . . . . .

Joey d. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

John Whitaker & Brogini. . . . . . . F-7-1 Just Feeds . . . . . . . . . . . . . . . . . . . . . . . . . . . K-9-4 Kanyon Outdoor LLP. . . . . . . . . . . . . . . . . . . . . . . .

Kastel Denmark. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

Keela. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

Kevin Milner Countryside . . . . . . . . . . . . . . . . .

Card Collection and Prints . . . . . . . . . . . . . . .

Keyflow (UK) Ltd. . . . . . . . . . . . . . . . . . . . . . . . . . . . .

Khan Enterprises . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

Kingsland Tucci Kep. . . . . . . . . . . . . . . . . . . . . . . . .

Kings Saddlery. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

K.M.Elite Products . . . . . . . . . . . . . . . . . . . . . . . . . . .

Kyron. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

L S Sales (Farnam) Ltd / Leslie Sutcliffe. . . . . . . . . . . . . . . . . . . . . A-2-1 Lakeland Footwear. . . . . . . . . . . . . . . . . . . . . . . . . .

La Valencio . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

Ruth Lednik Ltd . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

Life Data Labs. . . . . . . . . . . . . . . . . . . . . F-1-4 Likit Products . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

Lintbells . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

Loddon Engineering Ltd . . . . . . . . . . . . . . . . . . .

Lord and Lady Muck. . . . . . . . . . . . . . . . . . . . . . . . .

Lorenzini Titanium . . . . . . . . . . . . . . . . . . . . . . . . . . .

company Matchmakers International Ltd. . . . . . . .

Matelia Industries. . . . . . . . . . . . . . . . . . . . . . . . . . . .

Medco Enterprises. . . . . . . . . . . . . . . . . . . . . . . . . . .

Medilogic. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

Medi Training. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

Mike Poole. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

Nastz International. . . . . . . . . . . . . . . . . . . . . . . . . .

Neue Schule . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

Newlife Industries. . . . . . . . . . . . . . . . . . . . . . . . . . . .

Nikwax Waterproofing . . . . . . . . . . . . . . . . . . . . .

Norbrook Laboratories. . . . . . . . . E-3-1 Omega Alpha Equine Ltd . . . . . . . . . . . . . . . . .

Open Field Footwear . . . . . . . . . . . . . . . . . . . . . . .

Outback Outfitters. . . . . . . . . . . . . . . . . . . . . . . . . . .

Oxford Blue . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

P C Racewear . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

P J Pet Products. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . pampeano polo. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

Panache Equestrian. . . . . . . . . . . . . . . . . . . . . . . . .

Parallax Plastics. . . . . . . . . . . . . . . . . . D-9-3 Paskacheval. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

Patrick Saddlery Ltd. . . . . . . . . . . . . . . . . . . . . . . . .

Peak & Brim Hats. . . . . . . . . . . . . . . . . . . . . . . . . . . . .

PellMell. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

Pennine. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

Petal Enterprises . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

Petface Ltd. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

Pole Hippolia. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

PolyPads & Libbys . . . . . . . . . . . . . . . A-7-4 Portmann Outdoor . . . . . . . . . . . . . . . . . . . . . . . . . .

Prestige Italia . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

Professional’s Choice. . . . . . . . . . . . . . . . . . . . . . .

PureFlax. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

Purica Store. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

RST Enterprises. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

Racesafe . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

ReadySupp. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

Redpin Publishing Ltd. . . . . . . . . . . . . . . . . . . . . .

Regent Footwear. . . . . . . . . . . . . . . . . . . . . . . . . . . . .

Rockfish . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

Rolltack. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

Roy French Horsemanship . . . . . . . . . . . . . . .

Saddle Clinic . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

The Saddlery Training Centre . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

Schockemöhle Sports GmbH . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

Seahorse Atlantic Ltd . . . . . . . . . . . . . . . . . . . . . .

SealSkinz Limited. . . . . . . . . . . . . . . . . . . . . . . . . . . .

Seeland International A/S . . . . . . . . . . . . . . .

Sherwood Forest Ltd / Puffa Country Sports Ltd . . . . . Q-3-1 Shires Equestrian Products. . . . . . . . . . . . . .

company Shooterking. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

Showquest. . . . . . . . . . . . . . . . . . . . . . . . . . M-11-1 Sidas UK. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

Silverline Tack Inc (Manufacturers). . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

Silvermoor Equestrian Haylage. . . . . . . . . . . . . . . . . . . . . . . . . .

SlowFeeding . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

Snowflake Bedding. . . . . . . . . . . . . . L-1-1 The Society of Master Saddlers (UK) Ltd. . . . . . . . . . . . . . . . . . . . . . . . . . . .

SPA Sport. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

Spooks & Paddock Sports . . . . . . . . . . . . . . .

Sprightly AB . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

S R Global . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

SSG Gloves. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

Stable Environment Ltd . . . . . . . E-11-4 Stance Equine/ Boomerang Copra Meal . . . . . . . . . . . . . . . . . . .

Stetson + Hardy + Parsons. . . . . . . . . . . . . .

Stubbs England. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

Supastuds Ltd . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

TRM . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

Tandy Leather. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

Tapaq Enterprises. . . . . . . . . . . . . . . . . . . . . . . . . . . .

Taurus Footwear. . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

Tayberry Outdoor Ltd. . . . . . . . . . . . . . . . . . . . . . .

Thunderbrook Equestrian . . . . . . . . . . . . . . . .

Toggi/Champion. . . . . . . . . . . . . . . . . . F-6-2 Tom Browns . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

Equine Products . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

TopSpec Equine Ltd. . . . . . . . . . . . . . . . . . . . . . . . .

Tradewinds Outdoor Ltd . . . . . . . . . . . . . . . . . .

Trainer Reins. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

Tredstep Ireland . . . . . . . . . . . . . . . . . . M-7-1 Treehouse . . . . . . . . . . . . . . . . . . . . . . . . . . . E-4-2 Trespass. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

Triad Orthopedic. . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

Trilanco . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

Tuffa Footwear Limited. . . . . . . . . . . . . . . . . . . .

Turtle Fur. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

Ungula Naturalis . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

USG GmbH. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

Utopia Saddlemakers. . . . . . . . . . . . . . . . . . . . . .

Vale Brothers Ltd. . . . . . . . . . . . . . . . . . . . . . . . . . . . .

Vetericyn Animal Health . . . . . . . . . . . . . . . . . .

Waldhausen GmbH & Co KG . . . . . . . . . . . .

Walsh Products . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

Westgate EFI . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

Woodland Shavings. . . . . . . . . . . . . . . . . . . . . . . . .

World Horse Welfare. . . . . . . . . . . . D-8-5 Your Horse Magazine, Your Horse Live & Total Confidence Live . . . . . . . . . . . . . . . . . . . . . .

Feb 2015 www.ebmonthly.co.uk

Equestrian 43 Business

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Life Data Labs, Inc

(F-1-4)

De Lacy Equestrian

(P-4-4)

Farrier’s Formula is the gold standard by which other hoof supplements are compared. Developed by Life Data Labs Inc., makers of Barn Bag for a balanced equine diet low in calories; Compose 2x for equine calming without sedation; Farrier’s Finish to destroy ‘hoof eating’ microbes while maintaining correct hoof capsule moisture balance; and Breeder’s Formula for itchy and frightened dogs.

Visit Karen Zetsche, EU Sales Representative, at stand F-1-4 for more information.

De Lacy Equestrian is the specialist division of De Lacy Executive Ltd, the UK’s largest and long established landbased business recruitment consultancy. The company serves the needs of professional employers and those seeking to develop their careers in the equine and pet industry.

We recruit from trainee to board level in commercial, technical, operations and retail environments. Clients range from multi-national corporations to private SMEs across all equestrian business sectors.

Tel: +1 256 370 7555 Email: cservice@lifedatalabs.com Web: www.lifedatalabs.co.uk

Tel: +44 (0)1885 483440 Email: equestrian@delacyexecutive.co.uk Web: www.delacyequestrian.co.uk

ShowQuest – Equestrian Supplies Ltd

(M-11-1)

There’s a new look for ShowQuest for 2015, including new products with brand new easy to use packaging to suit all forms of displays. Also, check out the new website for ease of purchase with a design your own browband maker. Please contact for trade password and login. Orders can be placed via website, email or telephone. A range of products have been put together to help with purchasing and reordering. Please contact us for an appointment at BETA.

(E-10-4) InstaMag Calmer is a magnesium spray on mist for the quickest possible result. It works faster than standard magnesium based supplements because it does not need to be fed and then absorbed through the gut, instead this product is sprayed onto the neck or ears to be absorbed through the skin for fast delivery to the brain.

Tel: +44 (0)1902 791743 / +44 (0)7525 818730 Email: andrea@freestepsuperfix.co.uk InstaMag Web: www.freestepsuperfix.co.uk 44 Equestrian Feb 2015 Business www.ebmonthly.co.uk

(P-11-1)

Starling Collection will be on the stand, plus Arctic Fox bombers, headbands, neck warmers and much more.

Tel: +44 (0)1923 210646 Email: info@bullseyeinternation.co.uk Web: www.starlinghats.pl

Tel: +44 (0)1909 548005 Email: info@showquest.co.uk Web: www.showquest.co.uk

FreeStep Limited

Arctic Fox The fabulous 2015/2016

Charles Owen

(K-2-1)

Innovation and technology is the key focus on the newly combined Charles Owen and Airowear stand, where exciting new collections in head, shoulder and body protection will be launched.

Charles Owen will be launching a brand new sparkly option for the YR8, making this the perfect bling choice for everyday riding or for sparkling in the show ring. Made of a special sparkle fibre, the black bling and shiny silver centre seamlessly complements the black or navy microsuede side panels.

Tel: +44 (0)1978 317777 Email: info@charlesowen.co.uk Web: www.charlesowen.co.uk

Mud Defender Two New and Unique Products for Skin Health Mud Defender Supplement:

Mud Defender Lotion:

•

Trialled and tested in Europe and the USA

•

Maintains natural resistance to mud-dwelling bacteria

• •

Rich in essential fatty acids (EFAs)

• • • • •

Supports skin’s resistance to wet conditions

Softens scabs Rich in Aloe Vera, Echinacea, & Propolis Supports skin cell regeneration Suitable for all-over body use Pleasant-smelling

nd Come a e our e s , s u meet range, and t produc t from our benefi special BETA stand on offers 41 E-

For more info contact Allie Tayler Tel: 01460 270701 Email: tradesales@hiltonherbs.com www.hiltonherbs.com

...

Feb 2015 www.ebmonthly.co.uk

Equestrian 45 Business

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Global Herbs Ltd

(D-10-3)

Equisafety Ltd

(M-5-2)

Global Herbs is one of the UK’s leading supplement providers and aims to supply horse, chicken and pet owners with the best feed supplements from around the world.

Founded by vet Stephen Ashdown, Global Herbs products are fully backed by a modern scientific approach but originate from wellestablished and authoritative traditional practices. Comprehensive support is on hand from the Global Herbs advice team and area sales managers throughout the UK.

Equisafety is the UK’s largest specialist in equestrian high visibility apparel. The company’s designers continually source new ways of making products even more visible whilst ensuring they pass all necessary standards.

The designs continue to offer comfortable, innovative and stylish ways of making sure horse and rider are noticeable whilst out riding. We look forward to welcoming new and existing customers to our stand and introducing them to our new products. .

Tel: +44 (0)1243 773363 Email: contact@globalherbs.co.uk Web: www.globalherbs.co.uk

Tel: +44 (0)1516 787182 Email: info@equisafety.com Web: www.equisafety.com or www.highvisibility.uk.com

Faulks & Cox Ltd (FCL)

Horse First

(C-7-1)

Faulks & Cox Ltd provides branded products supported by Profit Pack stands which guarantee top sales and enhance any store with their attractive graphics. Established in 1981, the FCL range of down-to-earth products is in demand all year round: the designs and consistent quality combined with excellent delivery service make for top profits! Tubtrugs, Tyre Rubber Products and Wm.Faulks Tools are also available at the online trade warehouse.

Horse First is globally recognised as the supplements brand that works.

From the well known Relax Me and Hoof First, to our newest product Vital-V, top riders such as Michael Whitaker, Scott Brash and William Fox-Pitt use Horse First supplements to get the best performance from their horses.

As company owner Paddy Hughes points out “Horse First supplements are manufactured by horse people for horse people, and deliver results that can be seen and felt.”

Tel: +44 (0)1455 848164 Email: sales@faulks.co.uk Web: www.faulks.co.uk

Tel: +44 28 3084 8844 Email: info@horsefirst.net Web: www.horsefirst.net

John Whitaker International and Brogini

(F-7-1)

Stable Environment Limited

(H-1-1)

(E-11-4)

John Whitaker International is a leading provider of equestrian clothing and equipment across the UK and Europe.

Since 1997 we have been supplying excellent quality and expert tested goods to the market and continue to pride ourselves on the quality of our range.

Founded in 2002, Brogini is dedicated to creating high quality, elegant and hard wearing equestrian footwear.

Our collections feature long and short riding boots in variety of styles and all manufactured to the highest standards.

Stable Environment introduces the new unique ‘Block the Shock’ saddle wear, for a comfortable ride.

All products have advanced technology memory foam, absorbing up to 90% of the shock. Prone to back ache?

The ‘Saddle Seat’ relieves pressure on the lower back and reduces slipping movement, making it ideal for all aspects of riding. The luxurious Pressure Relief Numnah includes four removable fillets and a detachable cropped wool section.

Tel: +44 (0)1706 340500 / +44 (0)1706 514230 Email: info@jwiltd.net / sales@brogini.com Web: www.johnwhitaker.com / www.brogini.com

Tel: +44 (0)1422 310483 Email: info@stable-environment.co.uk Web: www.stable-environment.co.uk

46 Equestrian Feb 2015 Business www.ebmonthly.co.uk

INTRODUCING

ABSORBINE BOTANICALS

TM

IT’S ONLY NATURAL. When it comes to caring for sore muscles and tendons, horse owners have trusted Absorbine® since 1892. Now we have used our 120 years of knowledge and experience to develop an exciting new formula: Absorbine Botanicals™ Natural Herbal Massage Foam and Body Rinse.

Absorbine Botanicals™ pampers your horse with a blend of a dozen herbs and essential oils to help calm and comfort tired muscles and leave him feeling relaxed and refreshed. The soothing aromatherapy of Botanicals comes in an economical body rinse and a convenient drip-free massage foam.

The Horse World’s Most Trusted Name® Available from your usual Absorbine Wholesaler Feb 2015 Equestrian 47

HORSE CARE TIPS AND MORE AT ABSORBINE.COM www.ebmonthly.co.uk Business

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Tredstep Ireland

(M-7-1)

Equissential (2Pure)

(F-11-2)

Tredstep Ireland continues to expand its successful range with the launch of the stunning Michelangelo tall boot which sets a new standard for tall boots.

Also new from Tredstep Ireland is the Solo Competition Collection which comprises two styles of riding jacket, the Solo Pro and Solo Classic, both expertly developed with a combination of classic tailoring and modern performance fabrics. Complimenting the jackets are Solo breeches and Solo

Equissential has been accredited as a genuine scientific breakthrough and removes ammonia on contact, offering horses an enhanced living environment, enabling improved breathing conditions whilst stabled, convalescing or travelling. Equissential kills bacteria and germs allowing riders and their horse to be free from potentially spreading or contracting contagious and infectious diseases.

Additionally, dust, pathogens and allergens will be encapsulated, further improving breathing conditions.

Tel: +353 1 2950598 Email: info@tredstep.com Web: www.tredstep.com

Tel: +44 (0)1912 171717 Email: j.law2pureproducts.com Web: www.equissential.works

World Horse Welfare

(D-8-5)

Zoetis UK Ltd (M-2-2)

World Horse Welfare is a leading international charity dedicated to improving horse welfare worldwide through education, campaigns and hands-on care of horses. The charity is funded entirely through voluntary donations which support the vision of a world where every horse is treated with respect, compassion and understanding. See the transformation of rescued horses on Sunday February 22 at BETA International 2015 where World Horse Welfare is chosen charity of the show.

Visit the Zoetis Stand to find out why our new 700kg Equest and Equest Pramox syringes make it easier for your customers to worm every size of horse accurately. You can also find out more about our business consultancy service and experience a taster session for our popular, AMTRA approved business CPD workshops, each day at BETA. Our specialist vet, account managers and business consultant will also be on the stand at BETA.

Tel: +44 (0)1953 497247 Email: luciestangl@worldhorsewelfare.org Web: www.worldhorsewelfare.org

Tel: Tel: +44 (0)845 300 8034 Email: customersupportUK@zoetis.com Web: www.wormingyourhorse.info

BedSoft & HaySoft

(B-5-1)

Just Feeds Ltd

(K-9-4)

Call at the BedSoft and HaySoft stand to learn more about these two great product ranges. BedSoft, offers four variations of absorbent, dust-extracted cost effective bedding In the popular chopped straw based bedding range.

The HaySoft haylage and chaff range is made from the very best grass that is carefully heat-sealed to retain goodness.

With an extensive marketing campaign, new and current stockists can rest assured that the demand for these products will continue to increase.

Introducing Just Feed, nutritious fibre feed block for use as a complementary feed for horses and ponies.

Low in natural sugars with no additives, cereal straw or molasses – they are purely grass. Ideal for horses stabled for long periods.

Horses are designed to eat fibre and chew for long periods of time. These 1kg blocks go a long way in helping the modern horse maintain their natural routine.

Tel: +44 (0)1277 375647 Email: info@bedsoft.co.uk / info@haysoft.co.uk Web: www.bedsoft.co.uk / www.haysoft.co.uk

Tel: +44 (0)1335 310061 Email: info@justfeeds.co.uk Web: www.justfeeds.co.uk

48 Equestrian Feb 2015 Business www.ebmonthly.co.uk

it TA .1 vis BE .2 at : A us and st

Importing the finest products from around the world

Products whichWORK for the horse, and YOUR profits!

Over 185 Great products with good margins to solve your customers needs

For more details and our complete range see our website: www.lesliesutclie.com or scan the QR code (right) LS Sales (Farnam) Ltd. Bloxham Mill, Oxon, England, OX15 4FF T: +44 (0) 1608 683855 E: orders@lesliesutclie.com Feb 2015 www.ebmonthly.co.uk

Equestrian 49 Business

Equestrian Business

Not Phenylbutazone

Comfort for joints the natural way An alternative to Bute without the side effects Made without the use of alcohol

(M-10-1)

Equestrian Business is the leading independent publication for equestrian buyers and suppliers. Our independent voice means that the equestrian trade really takes notice of what we have to say. Equestrian Business has been at the forefront of equestrian trade marketing for over 12 years, and as a result has real in-depth experience of how to communicate with the equestrian trade, helping you to promote your business to over 5,500 key decision makers within the equestrian marketplace.

Our online offering is more diverse than ever before, with social media and an actively evolving website offering what you need to be seen across the internet.

Tel: +44 (0)1953 850678 Email: enquiries@ebmonthly.co.uk Web: www.ebmonthly.co.uk

Ice Horse

(F-11-3)

Ice Horse, the industry leader in cold therapy treatments, features reusable inserts, that stay cold for over two hours. Chosen by leading veterinarians and trainers, the products are easy to use and made in the USA from the highest caliber materials to withstand daily wear and tear.

Make an appointment at BETA@ icehorse.net or drop by our stand F-11-3 to see why customers will flock to your shop to buy Ice Horse products.

Tel: +1 800 786663 Email: BETA@icehorse.net Web: www.icehorse.net

Flint’s Yard Following a successful first year and the launch of ‘Itching?’, a 100% natural repellent lotion for use on itchy and sensitive equines, Flint’s Yard is delighted to be returning to BETA for the second year to launch a brand new innovative range.

Flint’s Yard prides itself on being a British company offering the very best level of customer service with fantastic product and sales support. All products have a striking shelf presence and favourable retail mark up.

Tel: 01787 476400

www.animal-health.co.uk

50 Equestrian Feb 2015 Business www.ebmonthly.co.uk

Tel: +44 (0)1548 521777 Email: talk2us@flintsyard.com Web: www.flintsyard.com

(D-1-1)

VISIT US AT STAND F11.3

Quality COLD for effective CARE. IceHorse® Works. Our patented “Snow Cold” technology provides continuous cold therapy for over two hours per application.

See it in action on stand

F11.2 SCIENTIFICALLY ENGINEERED TO EFFECTIVELY REMOVE AMMONIA, AND IMPROVE EQUINE HEALTH & PERFORMANCE

IceHorse.net 800-786-6633

www.equissential.works Feb 2015 www.ebmonthly.co.uk

Equestrian 51 Business

If you're not supporting your advertising with PR

Your customers are only seeing half the picture.

The right PR activity adds real credibility to your advertising; editorial coverage is seen as more reputable, trustworthy and perceived by your potential customers to be more independent, than advertising.

So every time you spend money placing an advert and you don’t support it it with at least a press release, you’re missing a major opportunity to let your potential customers know that crucial little bit more about you and your products.

But there’s more to successful PR than just a press release. Successful PR is about doing things at the right time, to the right people, using the right media, for the right reasons.

So, if your PR doesn’t do all that, time after time, then you need to talk to PressPoint.

www.presspoint.co.uk

52 Equestrian Feb 2015 Business www.ebmonthly.co.uk

01953 851513

marketing advice

Communication without the cost The current up-turn in consumer and business spending means it’s now more important than ever to step up your marketing activity.

Here are five tops tips to keep you ahead of the competition:

1 Know your competition

Who are they? What is their unique selling point? What areas are they performing in, better or worse than you?

2 Improve your image

Simple steps such as painting the front of your premises or displaying fresh flowers can make your business look more modern and inviting. Also consider business cards, stationary, branding and signage.

3 Keep your existing customers happy

Your current customers are your competitors’ target market. Be more responsive to their needs by offering low-cost extras such as loyalty discounts or improved credit terms. It is cheaper to keep existing customers than to find new ones.

4 Step up your marketing

Activities can range from leaflet drops, customer surveys, PR, advertising campaigns, and all other forms of communication.

5 Expand your horizons

Target new markets to increase your customer base and spread the risk. Consider if there are any groups you’ve never targeted that might be interested in your proposition?

If you are looking for some help with your promotions or PR within the equestrian arena, PressPoint can help.

Every PressPoint client is an individual with differing needs.

We are adept at listening and sharing thoughts and ideas which help to create a powerful solution first time, every time on time and on budget.

We thoroughly enjoy getting to know each and every client, from the larger corporations that we work with, to the individual entrepreneur. We are genuinely interested in understanding your products and services as only then can we deliver the most appropriate strategy to help increase sales. Always careful to listen to you and your needs, we are equally happy to offer ideas and innovations where previous creativity has been exhausted.

For more information, call Mark on: +44 (0)1953 851513 or email mark@presspoint.co.uk

Packaging for Healthy Horses When you need plastic packaging for containing or dispensing horse healthcare products or feeds, our extensive range is available from stock for immediate delivery. With over 75 years’ experience, environmental production credentials and exceptional customer service, we think you’ll find Measom Freer has just the right packaging solution for most products needed to aid happy and healthy equestrian welfare.

• Containers, Boxes & Jars • Tubes, Ties & Clips • Scoops & Measures • Spoons & Spatulas Dropper, Flip & Screw-on Caps • • Bottles & Plugs • Bespoke Packaging

Now Buy Online Tel: +44 (0) 116 288 1588 Email: sales@measomfreer.co.uk Web: www.measomfreer.co.uk Twitter: @measomfreer

37-41 Chartwell Drive, Wigston, Leicestershire LE18 2FL England.

EH1

Made in England

www.measomfreer.co.uk

Feb 2015 www.ebmonthly.co.uk

Equestrian 53 Business

business advice

Ask the expert Do you have some burning business questions that you would like answered? Our Ask the Expert feature begins this month with insurance advice for saddlers and important information about business contracts. To ask your questions simply email editorial@ebmonthly.co.uk and we’ll find a trade or business expert to help.

Who is the expert?

Spire Solicitors LLP was formed in 2013, following the merger of three of Norfolk’s most established law firms – Greenland Houchen Pomeroy Solicitors (GHP), Hood Vores & Allwood Solicitors (HVA) and Overbury Steward Eaton & Woolsey Solicitors (Overburys).

As a result, Spire Solicitors LLP is now one of the largest legal firms in Norfolk, with head offices in the heart of Norwich city centre, and seven additional offices in the surrounding market towns, offering a comprehensive range of legal advice to clients throughout the country.

Tel: +44 (0)1603 677077 www.spiresolicitors.co.uk

54 Equestrian Feb 2015 Business www.ebmonthly.co.uk

Q

When taking on a new employee, how soon do you need to provide them with a contract and what happens if you don’t provide the contract on or before time? What trial period is reasonable and is there a difference between a trial period and probationary period?

Sarb Gosal from Spire Solicitors LLP answers:

A

Under Section 1 of the Employment Rights Act 1996 an employee is entitled to be given a written statement of their particulars of employment no later than two months after the commencement of

their employment. Often the name that is given to such a statement is a ‘Section 1 Statement’.

The law requires that the statement can be given in instalments or in one document. It is however desirable for all the information to be contained in a single document.

Very often the information given in the Section 1 Statement is also incorporated into a Contract of Employment and it is certainly best practice for employees to be provided with a formal Contract of Employment within the same timeframe.

The consequences of failing to provide a Section 1 Statement within the timeframe prescribed is that the employee is entitled to make a complaint against the employer to the Employment Tribunal during the employment or if the employment has ended within three months of the date of termination. However, failure to provide a Section 1 Statement is not a stand alone right which means that it can only be presented as a complaint to the Employment Tribunal if the employee is also complaining of another act or acts which it says were unlawful.

An Employment Tribunal can declare the terms which the particulars should have

included and it also has the power to award the aggrieved employee compensation which is either two or four weeks pay.

A probationary period is effectively a trial period of employment. In this way the continued employment of the employee is subject to satisfactory completion of their trial period.

The rationale behind a probationary period is to give the employer time to form a view on whether the employee will be able to successfully perform the job in practice.

Typically a probationary period will last anywhere between three and six months although shorter periods are not uncommon. The duration of a probationary period must not be unreasonable and performance reviews during this period are commonplace as they give an employee and employer an opportunity to discuss any concerns.

If an employee is dismissed during their probationary period, whilst they would not have accrued the relevant service to claim unfair dismissal rights their dismissal may still be deemed to be unfair if, for instance, they were subjected to harassment, dismissal due to making a protected disclosure or any dismissal which is connected with a protected reason or discrimination.

business advice

Who is the expert?

James Trevis is an insurance advisor at Circle Insurance Services plc, an Independent Chartered Insurance Broker with five offices across the UK. Circle is the approved Insurance Brokers to the Society of Master Saddlers and has a bespoke insurance scheme for the saddlery industry including saddle manufacturers, fitters and retailers. This is underwritten by a panel of specialist insurers.

Tel: +44 (0)24 7623 2687 www.circleinsurance.co.uk

to employees or third parties, or from damage caused to someone else’s property.

In addition to these principal covers, saddlers should consider extending their cover to include business interruption (consequential loss) which protects the bottom line following damage at the premises which disrupts trading.

Many saddlers would also benefit from personal accident insurance which provides financial compensation to the policyholder should the insured person(s) be injured in an accident (whether at work or elsewhere – most accidents resulting in injury occur at home).

As with all specialist business sectors, it is necessary to find a broker and insurer that fully understands the policyholder’s business; because if the insurer has the wrong picture, the policy may not be worth the paper on which it is written.

Q Q

What are the key areas of cover a saddler needs to consider when it comes to business insurance?

James Trevis Insurance Advisor Circle Insurance Services plc answers:

A

The key areas of cover that a saddler needs to consider are not too dissimilar to other businesses. Insurance is required for the protection of the policyholder’s physical assets including buildings, machinery, tools, contents and stock. It is also vital to protect against the very real risk of legal liability claims which might arise from injury

What does a specific saddlers insurance policy cover, that standard business insurance wouldn’t?

A

The key difference with a saddlers policy compared to one for any other business is that it is written specifically by an insurer which understands risk exposures that a saddlery business faces. One particularly important exposure is product liability. The product liability cover for a saddler will ensure that if a third party is injured as a result of any defect in products supplied by the policyholder, the saddler will be indemnified. Product liability claims arising from serious personal injury can be astronomical and it is not surprising that a defect in a saddler’s products could easily result in such an injury.

Accordingly, it is vital to make sure that your insurance is designed for a saddler’s business. Check the business description in the policy. Does it accurately describe and represent everything that the policyholder does?

Q

What are the key challenges that saddlers face when buying insurance?

A

In this day and age, the key challenge for saddlers is actually finding a broker that fully understands the saddlery business and that has strong relationships with the right insurance companies in order to obtain comprehensive cover at the right price. If the broker doesn’t fully understand your business, you can be sure that the insurer is unlikely to also. This could make the difference between having a claim paid as quickly and straightforwardly as possible and having it rejected.

Saddlers should be sceptical of quotations from brokers and insurers which sound too good to be true. Saddlers operate in a trade which is more risky than many others, mainly because of the potential for product liability

claims. A quality insurer will charge a fair premium in order to pay out any claims which may arise. This is an economical fact.

If any saddler feels that their insurance provider does not understand their business or that they are not receiving good value for money, they should ask a specialist industry insurance broker to appraise their current cover and provide an alternative quotation.

send in your questions To put your questions to an expert simply email editorial@ebmonthly. co.uk. We will search out the best person to answer your question, so you can get the best advice.

Equestrian Retail Trade Panel Our Ask the Experts feature consults leading business experts on a variety of subjects, but of course by successfully running your own equestrian business, you’re an expert in your own right! As such, you can have your say.

Equestrian Business magazine invites you to become a part of our Equestrian Retail Trade panel.

This will involve you giving your views on subjects that we cover within the publication and online, plus reviewing products from equestrian manufacturers with a retailer’s hat on, rather than directly as a consumer.

This is your chance to have your say, get answers to questions you would really like to ask

manufacturers and to give your valuable feedback on the products you sell.

If you would like to get involved please email vanessa@ ebmonthly.co.uk, so you can join the ever-growing panel of retail experts. And don’t worry, it won’t take up lots of time. We will simply email you from time-to-time and your responses should not take up more than ten minutes or so of your time.

For more information contact: +44 (0)1953 850678 or email Vanessa@ebmonthly.co.uk

Feb 2015 www.ebmonthly.co.uk

Equestrian 55 Business

yard tools Tools are now available in a huge range of colours

I

n 1985, there was only a choice of traditional straw or shavings – and the shavings that were on offer ranged from high quality flakes down to shavings supplied by the local joinery shop, often with empty crisp packets and used tea bags included! The cheaper shavings were often very dusty and unsuitable for use as horse bedding due to the fact that they were a by-product of the building industry, not purpose made for equestrian use. Straw was still extremely popular as it was readily available.

In the beginning

getting Tooled up After 30 years of manufacturing stable tools, Leon Fynn, general manager at Fyna-Lite, has seen the yard tools and equipment sector change beyond recognition.

He looks back to 1985, when the products that were available to muck out were extremely limited, and analyses the current market where the consumer has a startling array of bedding to use, and a wide range of tools designed to manage it.

56 Equestrian Jan Feb 2015 Business www.ebmonthly.co.uk

Fyna-Lite started manufacturing forks in 1985 as a reaction to the mucking out products that were available at that time.

George Fynn realised that there was a lack of quality tools available, so he designed his own shavings fork. There has always been a strong interest in horses from the all members of the Fynn family, and this has certainly helped with the development of the business. We designed forks for our own stables; if they didn’t work well in our yard, then that particular design or idea was discarded. Our aim was to create a fork that was light in weight, with good balance, yet strong to make the job of cleaning out stables as easy as possible.

And with six horses needing constant attention, product development was often a quick affair!

Variety spices things up

The current marketplace has evolved dramatically in two main areas: the introduction of different bedding types and the widespread use of rubber matting. This change in how stables are used has been the main driving force for different tools and equipment.

However to fully understand what tools are required, you need to understand why we muck out.

Bedding must serve multiple functions. Firstly, it must protect the horse from injury.

It must be soft and it should cover the whole stable floor.

This will help alleviate the strain on the horses’ limbs and joints after standing in

the stable for any long periods and helps prevent the horse from slipping on the floor.

Secondly, bedding helps to provide warmth and comfort to the horse. Although, most horses sleep standing up and for around seven hours in a 24 hour day, many will at some point rest lying down, so a soft bed is essential

“Design also has to reflect the personal requirements of the end user as well as what bedding is being used” to encourage your horse to lie down comfortably and without risk of injury. Thirdly, bedding should be used to encourage the horse to urinate in the enclosed space of a stable, as they dislike doing this on a hard floor.

Finally, bedding exists to help control the spread of bacteria and ammonia produced from horses’ urine and faeces.

Ammonia is an irritant to the airways and is released by the action of bacteria on degrading organic matter.

It inhibits the ability of the defence mechanisms in the airways to remove particles from the lung and can also increase the production of mucus. The more absorbent a bedding is, the lower the levels of ammonia will be. Mucking out regularly will also reduce the risk of a parasitic worm infestation.

Armed with the requirements of a stable bed, we have three different bedding systems that are designed to look after the horses’ welfare. These are deep litter, daily removed bedding and semi-deep litter systems. Each has their merits and problems, but this has been further complicated in recent years by the arrival of rubber matting which is now very affordable.

Tools for the job

Tool design then has to reflect what bedding is being used. The fork must be light in weight, well balanced, yet strong. There is a trade off between being very strong and light. To facilitate the end user to actually lift the fork, high tech materials are used

“I am so pleased with the Hay Bars which we have installed in our Equine Hospital. I have found them very easy to clean, particularly hygienic and above all completely safe for the horses.

I have no hesitation in recommending their use to all my clients.”

Marion Winter Bsc MA VET MB MRCVS. South Moor Veterinary Hospital.

“Hay Bar is ideal for horses with a respiratory problem.

It encourages drainage of the respiratory tract also preventing contamination seen when feeding from the floor.”

Philip Dixon B.V.Sc. Cert. E.P. M.R.C.V.S

www.haybar.co.uk Tel: 01723 882 434

Feb 2015 www.ebmonthly.co.uk

Equestrian 57 Business

yard tools a key to its success. Bright colours, especially pinks and purples, have become a trend in the stable yard.

Many people now have a colour theme where their fork, wheelbarrow, tub, bucket and even hay nets are the same colour. Pink is very much here to stay, although other bright colours are increasingly popular.

A stock conundrum

in the manufacturing process to ensure that the product fully satisfies the design brief.

For example, when Fyna-Lite introduced the Pellet Master fork, the traditional design of a shavings fork had to be modified. A feature of wood pellet bedding is that the pellets dry out the horses’ manure, which left it in small pieces. On a normal shavings fork a lot of the manure was not being successfully removed from the bed which led to a redesign of the fork.

The tines needed to be closer together, but this significantly increases the weight of the product and caused problems in bending the wire to create the tines. Slightly thinner wire was used which when placed closer together allowed the fork to successfully work.

Side bars were also fitted to stop any bedding or manure from rolling off the fork.

High specification specialist materials and processes have been used as well to allow the fork to fulfil its design criteria.

The best tools for mucking out are always the ones that have been specifically designed to work on the bedding that the client is using. If they are using shavings, a shavings fork is best, a Pellet Master fork is perfect for pellet type beddings. Cross over forks such as the Multi Mucka which is ideal for large shavings flakes, straw or chopped straw and a rubber matting fork is a great aide if you have rubber mats fitted as it stops the mats being damaged.

Traditional manure forks are

58 Equestrian Feb 2015 Business www.ebmonthly.co.uk

ideal for straw or chopped straw, however the number of tines you choose is down to personal preference.

Whichever fork is chosen, the

“The level of passion that people have for their favourite yard broom is frankly a little scary!” balance of the fork is critical as this reduces the effort that you need to make to muck out, as is the quality of manufacture. Cheap or poorly made forks will fall apart quickly and will need to be replaced often.

Design also has to reflect the personal requirements of the end user as well as what bedding is being used. The height and strength of the operator, length of handle, style of grip, weight of handle and head material (metal or plastic) are all factors that a consumer will consider in their purchase. To try and satisfy these ever more complicated challenges has given the retailer a serious headache due to the large number of options the end user demands. It is very true to say that mucking out is a very personal thing and if you don’t have the right fork for the job, mucking out takes longer, puts more strain on the back and can be an expensive mistake if the wrong decision is made.

But it is not only the function of a tool that is important, its appearance that has been

As yard tools have become more sophisticated, so are the needs of all yard equipment.

The range of brooms that are available is simply mind boggling, and the level of passion that people have for their favourite yard broom is frankly a little scary! Buckets and feed buckets now come in a startling array of designs, wheelbarrow design is ever changing and new equipment is constantly being developed for use in the yard. Examples include trolleys designed to carry plastic tubs or tack and hot water shower systems for horses. As with stable tools, the design is balanced with colour, cost and purpose.

Obviously the situation now exists where it is impossible for the retailer to stock all of this equipment. This is where knowledge of what is available and where to source it from is becoming increasingly important. The consumer now

is an extremely well researched person who has a fantastic knowledge of what is available and where to purchase it from and will use a forum or social media for advice. The retailer must now be in a position to

“Production planning is key to predicting the correct stock levels to service the trade” source whatever products a customer asks for and quickly. As the internet grows in strength and power, fast delivery times are critical. For a manufacturer, this change in business model has created a new world where production planning is key to predicting the correct stock levels to service the trade.

Sales advice

Using a wall display stand and point of sale equipment is a great way to sell stable tools.

Key product lines should be stocked to allow the consumer to purchase there and then, with the option to order further lines that are stocked with the distributor or via the manufacturer. This gives access to a huge range of products and allows the retailer to successfully supply any unusual items via catalogues or from manufacturer’s websites.

In summary, the stable and yard tool sector is an integral part of the equestrian industry, and whose products people are passionate about as they are used several times a day.

There is a huge range of products available, from the cheap to the more premium brands, each serving different parts of the sector. The retailer would overlook this sector at their peril, as big rewards are there for those willing to understand what they can offer their customers.

Fyna-Lite now offers a fork for every bedding system that is available with a handle variant suitable for every operator.

Whether your customers use shavings, straw, wood pellets, paper, hemp or rubber matting, Fyna-Lite has a fork which has been designed specifically for their needs. We are currently working at adding to the range, and of course we are constantly improving our processes to ensure that the end user has the best possible tool for the job.

For full details of the Fyna-Lite range of products, please visit www.fynalite.co.uk or contact the factory on +44 (0)1789 764848, or email sales@fynalite.co.uk

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For advice call 01373 827649 or email info@keratex.com. All emails are answered within one working day.

Equestrian 59 Business

fashion

Stay on Trend The equestrian trade is very much driven by the clothing and accessories sector, with horse riders and owners seeking the latest in fashion forward and technical designs to look good on the yard and in the saddle. Equestrian Business spoke to Louise Deery, head of design for Toggi, about the innovations and trends that retailers have to look forward to for 2015.

W

ithout a doubt, equestrian retailers and their customers have a lot to look forward to for 2015. Equestrian fashion brands closely watch catwalk and high street trends and developments and we then look at how the upcoming trends can be translated for our customers and market.

This means that equestrian and country fashion combines style and good looks with the practicality needed by horse riders and outdoor lovers who are out and about in all weathers, all year round.

2015 sees some really interesting new fabric technologies, with sleek

60 Equestrian Feb 2015 Business www.ebmonthly.co.uk

performance fabrics that offer far more than ever before, including a beautiful waterproof and breathable synthetic fabric printed to have the visual texture of a natural woollen cloth. Faux fur

“Faux fur has

been around for a few seasons now, but is still going strong� is another popular material that has been around for a few seasons now, but is still going strong. For AW15

we have removable faux fur trims on a number of key outerwear piweces and a range of accessories to offer a luxurious, comfort-focused theme for next winter.

Textured fabric and trims are another key trend for 2015, which offer depth and richness to both the look and feel of a garment.

Consumers are increasingly looking for clean, sophisticated lines and sportswear trends see less branding and enhanced performance features across the whole range of product categories. For equestrians and country lovers, outerwear is obviously a key wardrobe

essential and consumers can now enjoy even greater protection from the elements, whilst riding performance is not hindered by inadequate designs. Features include ripstop fabric, taped seams, a durable water repellent finish, two way zips, articulated sleeves and removable and adjustable engineered hoods, ensure exceptional rider comfort, both in and out of the saddle.

But despite new technologies, new styles and new fashion trends, an appreciation of the classics remains. Consumers have always cherished classic collections but in recent seasons we have seen an

Fashion increase in demand and an overwhelming response to new styles that see a modern take on a classic. We anticipate this trend will continue in 2015 and beyond.

The speed of change

The rise of fast fashion and social media mean that trends can be translated from the catwalk to high street much more quickly. With the recent rapid advances of information technology, every consumer has the potential to broadcast, though the explosion of

“We have seen an increase in demand and an overwhelming response to new styles that see a modern take on a classic” blogging platforms, the massive penetration and ease of use of YouTube, and the ubiquitous nature of facebook, twitter, Instagram... and a growing number of other social media platforms.

This means that members of the general public are reaching a wide audience and influencing trends on a day to day, not just seasonal basis. Technology also means that consumers can engage directly with the brands they love and keep up to date on the latest developments, together with their favourite stars and celebrities – both equestrian and nonequestrian!

This is extremely exciting and can be beneficial for the retailer as consumers shop more frequently to keep up with changing trends and have a real hunger for something new that will put them ahead of the pack. It also presents enormous opportunities for retailers that stay up to date with the latest trends and exploit the opportunities presented by social me dia to their own advantage.

value of online retail sales in the United Kingdom (UK) grew from £33.24 billion to £44.97 billion between 2012 and 2014 alone.

Online selling does offer many advantages for both retailer and consumer. Crucially, by selling online, your shop is in effect open 24/7/365. And as online sales are processed by technology, this can help to reduce overheads. Through selling online a brand or a retailer can also present their company’s image and the products offered at their very best, unhindered by lack of space or clutter, whilst also offering a complete range and picture of what a brand has to offer. While it’s virtually impossible to stock every single product from a collection in a physical store, this is relatively easy to do in an online environment and retailers can consider offering a wider product selection through their online stores than they can in their retail premises. Online sales also allow retailers to reach a much wider and possibly international audience and take their business global quite easily. An online presence also allows brands to support stores by allowing consumers to research a product before visiting the store to try on and buy the item they want.

A major disadvantage from a consumer’s point of view is that

Merchandising advice Visual merchandising is key to make the most of the space you have to sell fashion.

Even though there are a growing number of large ‘superstore’ style retailers, many equestrian retailers are still hampered by a lack of space, which can make displaying clothing to best effect difficult. However, it’s important to be creative with the space you have available and use it to best effect. ‘Get the look’ visual merchandising is key to strong sales of both key pieces and cross sales, where providing a layered head to toe look including accessories, offers enormous opportunities for link selling and inspiring your customers to get the whole look rather than just one garment. This applies when retailing both in-store and online, where good photography portraying a whole outfit can enhance sales through add-on purchases.

Refreshing displays in-store regularly and providing new content on line is also key, to keep customers coming back for more with a new visual experience and new styles to tempt them to buy!

The high street has become saturated by cheap fast fashion in recent years and savvy shoppers are now looking for more value in their purchases, so selling features should be celebrated through swing tickets, POS and product knowledge of the retail staff to really make a product stand out. Shoppers are happy to ‘invest’ in a product if they can see that they are getting value for money and retailers need to take advantage of the quality and durability offered by many equestrian clothing brands to achieve higher margin sales, whilst also increasing customer satisfaction!

with online shopping you can’t touch, feel and try on the products. As a result, it is crucial to provide useful supporting information such as size charts, multiple photographs of the same piece and also to ensure that your photography is a good colour representation to avoid customer dissatisfaction. From a retailer’s

perspective, online selling can cause issues with the number of returns that may need to be handled, if an item doesn’t quite fit or wasn’t quite what the customer was expecting. So it’s important to be prepared and ensure that all information you provide is 100% accurate.

On the web

Online selling has exploded over the last decade, with the growth looking to continue unabated into the future. The

Country chic is still an important fashion trend this year

Feb 2015 www.ebmonthly.co.uk

Equestrian 61 Business

TRade Fair Preview

Spoga horse spring 2015 Just a hop, skip and a jump away from our shores is the international trade fair in Cologne, Germany – Spoga horse spring (February 8–10). This show is where the continent’s great and good equestrian companies, plus some UK stars, present their pick of the products and showcase their brand new products.

Spoga horse spring is always an exciting and fascinating place to be, with bustling business deals at every corner and fantastic new equestrian products showcased. This year, exhibition space has sold at an incredible rate of knots, proving that the trade is hungry for what spoga horse

Spoga horse spring 2015 is open for trade visitors on February 8 and 9 from 10:00am to 7:00pm and on February 10 from 10:00am to 5:00pm.

Full information on transport, accommodation and tickets is available at www.spogahorse.com.

62 Equestrian Feb 2015 Business www.ebmonthly.co.uk

spring has to offer and this year the offering is spectacular.

“The number of registrations confirms spoga horse spring in its role as an international industry and communication platform,” commented Katharina C. Hamma, chief operating officer. “The industry is clearly in favour of the spring venue. This is also due to the innovations in our event programme. The fashion walk and the academy offer the trade visitors excellent added value. It is the right mixture between information, communication and event.”

With more than 66 percent of suppliers coming from outside Germany, the fair at Koelnmesse in Cologne offers an impressive international standing and everything for the horse and rider is to be found here, from clothing, helmets, shoes and boots to saddles and bridles, grooming products, feed, accessories and services.

Fashion forward

The fashion walk is a highlight of the show, combining entertainment with an efficient way to get a broad overview of the current trends in equestrian clothing design. This year there are new participants and new themes on the spoga horse fashion walk, which will bring the glamour of the catwalk to Hall 8. Trade visitors can look forward to the latest collections and two different shows daily at 12 noon and 5:00pm respectively (3:30pm on February 10) so make sure you catch a show while you are there.

Knowledge seekers

Spoga horse spring not only showcases the latest products, it is also an excellent place to learn more about intricate and important trade and business issues. Spoga horse will once again in 2015 be offering trade

visitors added value in the form of specialised knowledge, information and networking.

On Sunday, February 8, Dr. Jens Rothenstein, project manager at the Institut für Handelsforschung GmbH (Institute for Retail Research) will be holding several lectures on the theme ‘the Do’s and Don’ts in Online Shops’ and will subsequently answer the participants’ questions.

Johannes Michael Mertens, a consultant for retail space, who already convinced the audience with his specialised knowledge at the previous event, will be holding lectures on the themes ‘Limit and Purchase Planning’ and ‘Important today, important in the future’ on Monday, February 9. On the Tuesday, the focus will lie on the German Equestrian Federation (FN).

Thies Kaspareit, director of the Education and Science Department, and Friederike Tophoff-Kaup, also from

the Education and Science Department, will give a lecture on the theme ‘Equestrian Training and Equipment’.

The presentations will be simultaneously translated into English and participation is free of charge so it is easier than ever to access a wealth of knowledge from some of the industry’s leading experts.

Following tradition, the equestrian sports industry will present new products and

trends for the coming winter at spoga horse spring. With their new format ‘VIP Club’ (Very Important Premiers Club), Koelnmesse and the trade magazine equitrends are further underlining this focus, allowing ten companies to present their latest products to the trade audience for the first time at spoga horse. Which products will be presented will remain a secret up until the trade fair and the products will then be presented to the trade

audience in detail in the scope of the exhibition and daily fireside chats. The companies will answer key questions such as: What does the product development involve? Why is the novelty needed? What are the advantages for the rider?

Representatives of the

exhibiting companies will answer these and further questions in a discussion round with the presenter Guido Krisam, editor of the trade magazine, equitrends.

The discussions begin daily 15 minutes before the fashion show, on the fashion walk.

Exclusive premiers

Why go to spoga horse spring?

Franca Schlemmer, project manager at spoga horse: “Spoga horse unites the worldwide trade with a wide-ranging international offer of products. The exclusive concentration on trade visitors is unique.

You will hardly find better conditions for doing business in the UK. Plus our supporting program makes visiting spoga horse a real experience. The fashion walk, the academy and the ‘very important premiers club’ are fantastic added values. Spoga horse is just the right mixture between business, information and event.”

This is a truly unique chance to catch the latest products at the moment they are launched therefore anyone who wants to know which new products will be launched onto the market in the winter of 2015, should make sure they don’t miss spoga horse spring.

Spoga horse spring not only showcases the latest products, it is also an excellent place to learn more about intricate and important trade and business issues

FebFeb 2015 63 2015 Equestrian Equestrian 63 www.ebmonthly.co.uk Business www.ebmonthly.co.uk Business

business matters

What’s the point of point of sale?

Mark Lumsdon-Taylor ❚ 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. ❚ 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. ❚ 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) ❚ Awarded Accountancy Age UK Finance Director of the Year (Public Sector) in 2007 and was a runnerup in 2010 and 2013. In 2008, Hadlow College was awarded the title ‘KEIBA Large Company of the Year’ for its performance in business. ❚ 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.

“Remember that customers appreciate reliable advice – especially the firsttime horse owner”

64 Equestrian Feb 2015 Business www.ebmonthly.co.uk

Mark Lumsdon-Taylor considers techniques to use point of sale displays and promotions to the best effect.

Point of sale (POS) displays are located near the cash register – and some say this is because POS works best when customers are forced to queue and thus have time to take on board what is on offer!

The supermarkets take advantage of the fact that customers will almost inevitably spend a few moments waiting to pay at the till, the perfect place to display literature about the services they offer such as telephone, energy and gift vouchers, and the material is located where clients can pick it up and glance through it.

The large established retailers have huge buying power and this enables them to make very special offers. The offers will be attractively packaged, eyecatching and corporately designed to fill the allotted space. Often the offers are fully coordinated with a comprehensive television and radio advertising campaign.

Such vast promotional activity is rarely available to the small and highly specialised retailer but some manufacturers supply POS displays especially aimed at this particular market.

POS for smaller retailers

Some small retailers are actually very bad at POS activities confining their ‘offers’ to stock they cannot wait to get rid of, or damaged goods that couldn’t be considered ‘cheap’ because they are spoilt! Or the POS features an offer that was certainly genuine – whilst stocks lasted – but the display remained for days after stocks were exhausted. POS promotions work best when they offer the customer something they desire and, while the takings at the till are fundamentally important, there is a subliminal effect that shouldn’t be discounted in terms of developing and increasing customer loyalty.

Another, fairly obvious, point to bear in mind: POS displays that feature goods or services that require explanation are very unlikely to produce the desired results. And seasonally-related offers will only work in advance, not in relation to the previous season. And the same applies to

goods related to special times of the year – Christmas, the New Year, Easter, Halloween.

Offers relating to Wimbledon, the Cup Final and other sporting ‘specials’ – and, in the case of the equestrian retail trade, Badminton, Burghley, HOYS, major show jumping events and so on – promotions work before the event and they might do OK after the event if the British team has been notably successful.

Amazon leads the way

Clever merchandisers know how to operate the cross-check market, which can be a very effective way to boost sales. It relates to jogging the customer’s memory about an extra item they are likely to need or, at least, in which they have a genuine interest. Perhaps the retailer is offering a bridle promotion – in which case, some top-of-the-range leather care products would be an excellent cross-check. (I deliberately refer

might include necessities such as shampoo, elastic bands, saddle cover, summer sheet, new grooming equipment et cetera – and luxuries that might tempt the rider such as the latest in show jackets!

Knowledge sells

Remember that customers appreciate reliable advice – especially the first-time horse owner. POS areas can be used to make it clear to clients that information and advice is available and that it will be provided by staff with in-depth knowledge of horse-keeping and management.

It’s worth remembering that some information is also welcomed by seasoned horse owners – for example, a customer buying an outdoor rug will probably welcome being given details of a triedand-tested rug-cleaning service operating in the area.

And relating to ‘advice’ – it is important to be consistent. As an example the Society of Master Saddlers has long promoted the

“POS promotions work best when they offer the customer something they desire” to top-of-the-range because this will encourage the client to recognise that the quality bridle just purchased is complemented by quality care products!)

Quite a while back Amazon were among the first to develop a different form of website crosschecking. Everyone is familiar with the ‘Customers who bought this item also bought…’ technique.

Proof that it worked: Amazon reported that 35% of its 2006 sales resulted from cross-checks.

It’s clever but simple and it’s an idea that could be adapted.

(One of the advantages of this type of cross-selling is that the ideas appear not to come from the retailer but from a discerning public!)

Reminding customers of what they are likely to need to stock up with at certain times of the year could be effected via a POS promotion displaying the items, or it could be achieved by providing the client with a list of ‘reminders’. For example, when the competition season is approaching the list

importance of every saddle being fitted to the horse concerned, no exceptions. It is therefore unwise to offer any sort of promotion that ignores the importance of saddle fitting. The customer will be confused, may doubt the validity of advice offered in the future and may well form the impression that the retailer ‘isn’t really professional’. Retailing – and POS – should be holistic in the true sense of the word!

Most equestrian retailers share one big advantage: they know their customers well. They often know their clients’ horses equally well and they frequently share (or appear to share) customers’ dreams and aspirations. It is this sort of client knowledge that places the retailer in a strong position to ensure POS displays are customised so as to achieve the maximum potential. And it’s worth remembering that, although ‘success’ in terms of takings in the till is essential, it is also important to measure it in terms of customer satisfaction and increased loyalty.

ken lyndon-dykes

Celebrating the brightest and best

Ken calls for more research Fellowships and believes they are an important tool to encourage the brightest students and develop the equestrian industry.

At the end of 2014 the second Lyndon-Dykes Saddleworld Fellowship was presented to Rosie Askham, a third year BSc Equine Management student at Hadlow College. Application for the Fellowship was competitive and the three short-listed students all gave excellent presentations, however the panel of judges chaired by me unanimously selected Rosie.

The fact that she is a Yorkshire lass and only lives in Kent during term time delighted me; I’m proudly from the same county! This did not, however, influence my personal choice; Rosie gave an excellent presentation and her responses to all the questions we posed were intelligent and thoughtful.

No rambling answers or fumbling for words. I might add that the interviews took place during the college vacation and so Rosie gave her presentation via Skype from her home in Yorkshire; this might be perceived as a disadvantage but Rosie was as enthusiastic, bright and bubbly as if she was in the room with us.

The presentation of the award took

John Smart, Rosie Askham and Ken Lyndon-Dykes

place at Hadlow College. Rosie’s parents, Andrew and Yvonne Askham, travelled all the way from Yorkshire for the occasion. Last year’s Fellowship winner, Kayley Lanston (she graduated this year with First Class Honours) also attended with her mother and grandmother. This level of support indicates the respect with which the Fellowship is regarded but it also illustrates the importance of family interest and encouragement.

The award event had the right atmosphere. It was friendly and relaxed but there was also the recognition that the Fellowship offers a genuine opportunity for research that can benefit the student, Hadlow College, the industry in entirety, horses and their riders and, of course, Saddleworld.

It gave me a great deal of pleasure when John Smart agreed to be our guest speaker. John trained many, many leading event riders who were household names and he continues to have considerable and very beneficial influence on the discipline – and on show jumping.

He is one of those rare trainers who gets the best out of all types

and temperaments of horses and ponies. He is equally good with their riders: encouraging, always seeing the best, yet recognising problems and helping to solve them. Many years ago when I was recovering from a broken back resulting from a serious air accident it was John I approached for help.

I had ridden a lot, and bombed clear round a lot of hunter trials, but I was unused to schooling for serious competition. I owe John a great deal; I was still partially disabled yet John persevered and helped me from novice to international level with my two very talented horses.

Stuart Attwood, who tutored Kayley and currently tutors Rosie, sets high standards for his students. He is totally committed to helping each and every student and is liked and respected by all of them. Stuart also advocates that, right from their first year, students examine all the career routes potentially open to them. Equine faculty manager Derek Payne has similar views and also encourages students to shy away from tunnel vision and instead to broaden

KEN LYNDON-DYKES ❚ Ex-international level three-day-event rider. ❚ Qualified Society of Master Saddlers’ saddle fitter and a member of the society’s executive committee, ❚ 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. their horizons and investigate all aspects of the equestrian industry.

This is undoubtedly one of the main reasons that students find challenging and fulfilling roles in the equestrian industry – aided, of course, by the fact that they are often headhunted even before graduation. Something that certainly boosts their prospects.

I think we need more Fellowships and I would be delighted to see other potential sponsors come forward. We need to utilise every available existing means to improve the UK equestrian industry; be more innovative; take a more realistic stock of foreign manufacturers and the markets they serve; be better able to perceive – and take advantage of – opportunities to develop new markets. In a nutshell, be more professional.

Dare I say it: the equestrian industry attracts people who love horses, which is good, but it is not enough by a very, very long way! We need bright, motivated young graduates who have the determination to move onwards and upwards!

I would be delighted to hear from any industry friends and colleagues who might be interested in developing the Fellowship idea.

A research Fellowship can be designed to produce results that benefit the sponsor, the student, the industry sector and the industry in entirety. I hope you will consider giving it a go!

Feb 2015 www.ebmonthly.co.uk

Equestrian 65 Business

What to stock for successful sales....

HORSE BOOTS

There is a lot to offer the customer in the field of horse boots, so check out our shop window guide of the range of products available this year.

T

here used to be a clear-cut line between ‘bog-standard’ every day exercise boots and top of the range competition boots, with prices to match the engineering and materials used in the boots. However, now the gap is closing and there is a wide range of affordable yet very high tech boots suitable for the rigours of competition, but also cheap enough for everyday use. Battles’ HyImpact boots fit into this middle section, as they offer an anatomical design and

cushioned neoprene to provide a close yet flexible fit. The same can be said for Horseware’s Amigo Tendon and Fetlock boots, which offer a similar level of engineering and protection, yet a full set of four comes in at only £50.

At the higher end of the price scale are Westgate’s Zandonà Carbon Air Tendon Boots and these make use of more expensive materials such as carbon fibre for the strike zones.

These are very high tech tendon boots, which appeal to the highly

competitive show jumpers.

The boots sector really highlights how important it is to know your general customer base. If you are an area with a lot of high level riders, or based at or near an equestrian centre running big show jumping events, for instance, the top of the range boots should sell well. But if you’re in an area where Trek or endurance is the big thing, then things like Trelawne’s EasyBoot Trail Boots might well be the best items to stock.

Sitting slightly apart from the protective boots, are therapy boots. These offer a convenient and increasingly popular way of providing a range of therapies to horses, before or after exercise or as a treatment after injury.

Two types of therapy boots are showcased here by Horseware: the Ice-Vibe boots take standard cooling ice pack boots and add a vibrating massage effect; and the Rambo Ionic Stable Boots uses tourmaline to increase blood flow to muscles.

Abbey England

Battle, Hayward & Bower

Equus Pull On Overreach Boots

HyImpact Pro Tendon & Fetlock Boots

The Equus Overreach ‘Pull-on’ Boots are revitalising the rubber boot market as they are easy to apply thanks to the elasticity of the rubber and they offer outstanding protection. They are durable and suitable for use in all climatic conditions. Made in England from quality UK sourced rubber, the boots are available in an extensive range of colours.

These high quality performance tendon and fetlock boots are flexible, yet protective. The outer is formed using a tough moulded plastic, whilst being lined with cushioned neoprene for added comfort. Complete with an anatomical design, these boots offer a secure fit yet still allowing freedom of movement for your horse.

They have a double hook and loop fastening to keep them firmly in place.

Sizes: S, M, L, XL Colours: Available in ten standard colours, other colours available in larger quantities RRP: £10.99

Sizes: Small, medium, large Colours: black RRP: £53.00

Battle, Hayward & Bower

Bucas

HyImpact Brushing Boots

2000 Travel Boots

The perfect solution for protecting the horse’s legs against any knocks and bumps whilst being worked or turned out. These brushing boots have a tough, padded synthetic strike pad on the inside which provides protection against injury.

They may be used on fore or hind legs and are very lightweight and flexible for that comfortable fit.

Affordable and perfect for everyday use.

The Bucas 2000 Travel Boots incorporate the latest technical fabric and design to ensure that the horse is comfortable and protected whilst on the road.

They are made from a tough rip stop, nylon outer, softly wadded padding and the unique Bucas Stay-Dry Lining on the inner of the boots.

The front boots incorporate the brand’s unique fastening system, which closes back to front, helping to protect the horse’s knees.

Sizes: Small, medium, large Colours: White, pink, purple, navy, black, brown RRP: £15.00

Sizes: Cob, full Colours: Navy, black, brown RRP: £89.00 set of four boots

66 Equestrian Feb 2015 Business www.ebmonthly.co.uk

Lets Talk Products B Jenkinson & Sons Ltd Boots

Horseware

Elico Elicouture Travelling Boots

Rambo Ionic Stable Boots

This attractive range of travelling boots comes in sets of four and is made from 600 Denier ripstop outer, a high density foam filling and Swiss cotton lining.

The boots feature very eye catching and bold designs and feature scuff plates around the base and three wide touch and close fastenings for a snug fit.

Horseware introduces new ionic therapy technology. The inner fabric of the boots is printed with the powdered form of a crystal called tourmaline.

Tourmaline releases negative ions, which cause a change in the water in the horse’s body, increasing blood flow to important areas such as muscles.

This brings levels of oxygen to the muscles and helps to clear toxins from the body.

Sizes: Pony, cob, full size Colours: Chiltern (blue/pink) Penpont (blue/red) and Quantock (multicoloured design) RRP: £42.50

Sizes: Full, Extra Full Colours: Black/black, orange RRP: £80.00

B Jenkinson & Sons Ltd

Harpley Equestrian

Elico Kirkby Scallop Bell Boots

Magnetic Leg Wraps

The Elico Kirkby Bell Boots are attractive, neoprene over reach boots with scallop design that looks funky and also helps to keep the boots in place and provide protection to the heel area. The boots are securely fastened with double closure touch and close fastenings and the range of colours feature as a bright flash of colour on the edges.

The Harpley Equestrian Magnetic Leg Wraps are made in England from a high quality knitted ‘warmwick’ fabric which wicks moisture away. There are six ‘rare earth’ Neodymium magnets encapsulated in the fabric. These high strength magnets will increase localised blood circulation, warming the area and widening the blood vessels. This helps the absorption of oxygen into the blood which brings nutrients, removes toxins and stimulates the body to heal itself.

Sizes: Small, medium, large Colours: Black, cerise, purple, green, blue RRP: £13.95

Sizes: Pony/cob, full Colours: Magna blue RRP: £55.50

Fieldhouse Riding Equipment

Horse Health

Pessoa Travel Boots

LeMieux Schooling Boot

These practical and attractive travel boots are made of tough 600D outer material to protect the horse whilst travelling. The boots are waterproof and breathable and feature a quick drying nylon lining. The touch tape fastening will keep them in place.

These are a very well priced set of smart travelling boots that will appeal to all.

LeMieux Schooling Boots are highly protective all round boots that are contoured to fit joints and tendons with a polycarbonate strike proof shell integrated between shock absorbent lining. The faux leather outer give these boots a high quality feel. Ideal for schooling and general work but especially for dressage training involving more intense lateral work.

Sizes: Cob, full Colours: Navy RRP: £43.99

Sizes: S–XL Colours: Black, white RRP: £39.95 Feb 2015 www.ebmonthly.co.uk

Equestrian 67 Business

Lets Talk Products Horse Health

John Whitaker International Ltd

LeMieux Turnout Boots

LP034 Union Jack Tendon & Fetlock Set

The LeMieux Turnout Boots are strong neoprene boots contoured to fit the lower leg. The boots are perforated to allow exchange of air and keep the legs cooler when turning out for extended periods. Strengthened waterproof guard covers back of pastern to protect most sensitive area prone to mud fever and designed to follow the shape of the fetlock to prevent slipping. Easy to hose off or machine wash.

The Union Jack Tendon and Fetlock Set is designed to protect from striking and damage to the horse’s tendons and fetlock joints without restricting movement. Made with a soft neoprene inner lining these boots will prevent any rubbing to the horse’s legs and the Velcro elasticated straps enable adjustments to these boots for the perfect fit.

Sizes: S–XL Colours: Black RRP: £28.50 per pair

Sizes: Pony/cob, full Colours: White/navy with embroidered Union Jack RRP: £50.00

Horseware

John Whitaker International Ltd

Amigo Tendon and Fetlock Boots

LP029 Travel Boots

The Horseware Amigo Tendon and Fetlock Boots feature a cut away shape to prevent pressure points during exercise. The boots feature a comfortable neoprene lining and elasticated double Velcro closures to give a secure fit, making the perfect jumping boot. Available in stylish charcoal and black colours and sold as a set of four, making them very good value boots.

The outer of the LP029 Travel Boots is made from tough polyester, while the lining is made of soft fleece foam to ensure comfort as well as protection.

The boots are available as a full set of four and they are shaped to provide excellent protection when travelling. Four Velcro fastenings on the rear and three on the front keep the boots securely in place.

Sizes: Full Colours: Black/charcoal, charcoal/ black RRP: £50.00

Sizes: Pony/cob, full Colours: Black RRP: £75.00

Horseware

Trelawne Equine

Ice-Vibe Boots

Easyboot Trail Hoof Boot

The Ice-Vibe boots are rechargeable vibrating boots that help to boost circulation in horse’s legs by creating a massage effect. They combine the effects of cooling and massage therapy to effectively treat strains, ligament and tendon damage. The massage effect helps to stimulate the lymph system to remove soreness and swelling as well as improving circulation.

The Easyboot Trail is a very easy to use hoof boot for barefoot horses, supplied in singles to allow customers to fit each hoof and boot correctly. The simple design will appeal to riders and drivers that enjoy pleasure riding, hacking, endurance, sponsored rides and carriage driving. The Trail is a medium distance riding boot, most suitable for distances of up to 25 miles.

Sizes: Full, Extra Full for lower leg; full for hock and knee wraps Colours: Black RRP: £200, Extra Full: £210. Hock and knee wrap

Sizes: 11 sizes in total: 0–10 Colours: Black RRP: From £59.99 per boot

68 Equestrian Feb 2015 Business www.ebmonthly.co.uk

Lets Talk Products Westgate EFI

Zebra Products Ltd

Mark Todd Exercise Boots

Veredus TRPro Boots

The Mark Todd Exercise Boots are lightweight and synthetic brushing boots. The boots feature large protective strike pads, a ventilated neoprene lining and wide strap fastenings with rubberised tabs and hook and loop closure for quick and easy removal. They are ideal for everyday use and they represent excellent value for money.

These brushing boots are the latest addition to the Veredus training line.

Designed specifically for use at home when training, these open front protection boots combine safety and comfort (through reduced thickness and weight), alongside durability.

Made of neoprene with Lycra and with a strike pad in polyflex (elastic polyurethane), the boots are waterproof and easy to wash, with a double Velcro fastening.

Sizes: S–XL Colours: Black, white RRP: £29.99 a pair

Sizes: Small, medium, large Colours: Black, brown RRP: £64.00 (front) and £40.00 (back)

Westgate EFI

contacts:

Zandonà Carbon Air Tendon Boots

Abbey England

Trelawne Equine

www.abbeyengland.com

www.trelawneequine.co.uk

These hi-tech tendon boots are ergonomically designed to provide ventilation, support and impact protection without impeding natural movement and flexion. Zandonà Carbon Air Tendon Boots are of TPU construction, combined with ventilated neoprene, Gel-Tech for impact absorption, carbon fibre reinforced strike zones and elasticated straps with double locking system. A high tech, high end boot for the competitive rider.

Battle, Hayward & Bower

Sizes: Small, medium, large Colours: Black, brown RRP: £95.00

Woof Wear

Ice Therapy Boot The Ice Therapy Boot is a versatile boot that enables both hot and cold therapy to aid recovery after periods of stress and as a complimentary treatment for leg injuries.

Made from 7mm closed cell neoprene featuring touch and close double fastenings for improved fit, the elasticated mesh pockets safely contain hot and cold therapy packs (available separately) as well as ice.

These boots are a useful addition to the kit bag at home and away.

Sizes: O/S Colours: Black RRP: £30.00

+44 (0)1565 650343

+44 (0)1522 529206

www.battles.co.uk Bucas

+353 21 431 2200

+44 (0)8442 578585

Westgate EFI

+44 (0)1303 872277

www.wefi.co.uk Woof Wear

+44 (0)1208 265920

www.woofwear.com

www.bucas.com

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

www.jenkinsonsequestrian.co.uk www.elico.co.uk Fieldhouse Riding Equipment +44 (0)1922 638094

www.gfsriding.co.uk

Harpley Equestrian +44 (0)1159 611537

www.harpleyequestrian.co.uk Horse Health

+44 (0)2380 814360

www.horsehealthtrade.co.uk Horseware

+353 42 9389000

www.horseware.com John Whitaker International

+44 (0)1706 340500

www.johnwhitakerintltd.com Feb 2015 www.ebmonthly.co.uk

Equestrian 69 Business

hot topic

Helmet standard withdrawal:

Everything you need to know Following the recent announcement of the withdrawal of riding helmet standard BS EN 1384, Equestrian Business lays out the facts, provides answers to key questions and asks leading helmet manufacturers for their thoughts on the issue.

What has happened?

The EU Commission has announced that the European equestrian riding helmet standard BS EN 1384 is to be withdrawn from the Official Journal of the European Union (OJ) at its next publication.

This means that hat manufacturers will no longer be able to CE-mark their hats using this standard and will need

to recertify to a specification currently being developed.

The withdrawal of the standard has no effect on riding hats already on the market. Once a hat has been manufactured to a standard, it will not become ‘nonstandard’ after withdrawal and can continue to be sold and worn. If riders have hats certified to EN 1384, they can

Many competitors already use helmets certified to higher standards, but the advice to pass to concerned customers is to check with their sport’s governing body

continue to use them unless stated otherwise by rules of competition.

The existing EN 1384 standard is currently in the process of revision. The withdrawal is due in part to the European working group responsible for the hat standard failing to reach an agreement on this overdue revision and subsequently

70 Equestrian Feb 2015 Business www.ebmonthly.co.uk

causing the commission to take this drastic step.

Info for competitors

The EN 1384 and thus the BS EN 1384 specifications have proved to be a popular standard throughout Europe, with wide appeal, and have saved many riders from head injury or death.

As a result of these recent

changes, the disciplines and riding bodies within the UK will be reconsidering their hat rules for the future. Full details of the changes currently available are listed below.

British Eventing, British Riding Clubs, the Pony Club, British Dressage, British Showjumping, the British Horse Society will all permit BS EN 1384 hats in 2015

but not thereafter and any tagging procedures will be revised. At this time no other riding bodies have announced their plans for acceptance of EN 1384 helmets, but further changes will be clearly announced in the media and all bodies will be keeping members and competitors informed.

BETA answers key questions

Q A

Can I still sell hats to 1384 standard?

Yes you can, as the withdrawal does not affect products already on the market – hats that are in stock with wholesalers and retailers can continue to be sold. It is the manufacturers who will be most affected by the withdrawal as they will have to recertify their EN1384 hats to an additional new specification or further set of test requirements, either an EU wide one or one of their own devising providing it meets the requirements of the PPE Directive, which would allow them to CE mark the hats.

Q

If a hat has two standards or more on the label, one of which is 1384, is this ok to use for competitions?

A

If the hat has more than 1384 detailed as its standard, then it will not be affected by this change as it also passes an alternative standard, therefore 1384 is not the only standard and provided the other standard is approved by your riding organisation you can use the hat for competitions.

Q

What happens if I have sold a hat (in good faith as being suitable for a particular activity) and now the discipline has changed their rules to exclude 1384 hats? Do I have to refund them their money?

A

If it was sold in good faith as being fit for a particular activity then the customer does not have the right of return, particularly if they have been wearing the hat in the meantime.

Even if the product is unworn there is no automatic right of return. We cannot be responsible for changes to legislation or changes to particular riding organisations rules.

Q A

I have a large number of 1384 hats in stock – what do I do with them?

Hats certified to 1384 have accounted for approximately 50% of the annual sales in the UK for many years. Hats certified to 1384 have lessened injuries and saved countless lives. The protection offered by 1384 has not changed. These hats

can still be purchased from wholesalers and distributors, and sold by retailers, there is no ‘shelf life’ of a hat, and there are approximately 1.4 million regular riders who do not have to comply with competition rules.

EN1384 hats tend to be slimmer in profile, more lightweight and often more ventilated than other hats, and are popular amongst large categories such as leisure, endurance, showing, and hunting.

Q A

Is a hat certified to 1384 still safe?

Used and fitted correctly, (BS) EN1384 hats will continue to be as protective as they have been for the best part of 20 years since the standard first appeared. They can still be sold by distributors, wholesalers and retailers, as well as purchased and worn because, at the time they were made, they met a perfectly good, certified standard. For some manufacturers the only change necessary is that they will need to use a new standard or specification to test their current 1384 against when producing new batches of the same hats in the future. The hats will be the same but the standard number will be different.

Q

Can I sell hats to customers knowing that certain disciplines/ organisations will not tag them?

A

The first question to ask a customer when they want to buy a new hat is ‘what do you want the hat for’? After the customer replies ‘horse riding’ you need to a dig a little deeper. Most customers who are going to compete will know their organisations’ rules, but 1.6 million regular riders in the UK do not ride under any rules.

Q

If 1384 is going to be replaced with a new standard, who is going to want to buy hats with the current standard?

A

On average 100,000 hats certified to EN1384 are sold in the UK annually. There is currently a range of hats made to a number of standards on the market for riders to choose from, and EN1384 has tended to be viewed as the least demanding of the standards, offering lighter weight, low profile hats with increased ventilation.

But it has always been difficult

to compare standards – a hat made to say PAS or Snell 2001 may not necessarily meet all the requirements of the 1384 standard. In some respects it will exceed the requirements and in others it will not.

Hat facts

An estimated 200,000 hats are sold to the trade per year from the UK

Q

Is there going to be any financial recompense for manufacturers, wholesalers and retailers who are not going to be able to sell current stock?

Approximately 100,000 hats of these are estimated to be EN 1384

A

There is no need for wholesalers or retailers to be concerned as we understand that they can continue to sell their stock of 1384 hats indefinitely.

With 1.4 million regular riders able to wear these hats there will be continued sales. The only change is that manufacturers need to find a new standard to certify their future batches of current 1384 models.

Manufacturers will incur fees for testing hats to new standards as well as costs for renewing their existing EN1384 licences to a new standard licence. None of this will be covered by any financial compensation.

Based on membership of all the riding organisations and competitive bodies added together, approximately 200,000 regular riders compete, leaving 1.4 million regular riders who can continue to buy and use EN 1384 In the 2011 BETA National Equestrian survey hat purchases were the third most popular equestrian item last purchased, after boots and jodhpurs/ breeches.

Ninety-nine percent of riders wear riding hats.

Most riders (90%) have their hat fitted professionally and the average length of hat ownership is 2.3years.

Q

Will there be period where we are unable to order riding hats as manufacturers put their hats through new testing?

A

The situation will vary from brand to brand, and from wholesaler to wholesaler. We do not want to create panic buying either by retailers or by consumers. Most brands offer a range of standards and will be retesting their current 1384 models to the new standard or specification as soon as it is issued. It is important to keep the market stable and not cause panic or confusion. It is hard to predict what the market reaction will be to the news and BETA and a number of manufacturers, as well as expert industry advisors have been working hard, lobbying for a transitional period to allow a gradual switch to a new standard but at this time we do not believe that manufacturers can continue to make new batches of hats to 1384 and CE mark them on this basis alone.

Q

Who will benefit from introducing the change so quickly without a period of phasing in?

A

There is the potential for a lot of confusion and upset, but undoubtedly there will be

There are 3.5 million riders in the UK, of which 1.6m are regular riders

some winners in this scenario.

It is hard to say definitively who will see a benefit. We know that the test houses will have increased business, due to the new testing that will need to be undertaken and some riders who compete under an organisation whose rules have been, or will be changed, may eventually have to buy a new hat to meet these rules. You could argue that some brands with lots of hats that are certified to PAS or Snell will benefit, as will retailers who will be selling these replacement hats. This potential for profiteering is why a number of brands together with BETA have been lobbying hard to prevent this situation from occurring, as consumers being forced to buy new hats ahead of the expiry of the natural life span of the hat or an accident is not good for our industry.

Feb 2015 www.ebmonthly.co.uk

Equestrian 71 Business

hot topic

Sarah-Jane Fedarb: “We are very disappointed by the recent withdrawal as 1384 hats have remained popular in the market place and undoubtedly lessened injuries and saved countless lives” Experts say…

Helen Riley, technical & safety manager Gatehouse Hats In terms of helmets currently in stock, the Gatehouse Conquest and Air Rider Helmets and the Hickstead show hat are all tested solely to BS EN 1384 but we also have hats in our range which are tested to other standards such as PAS 015 2011 and SNELL E2001.

We are constantly working on product development and will be launching the new PAS015 Chelsea Airflow Pro at BETA International.

EN1384 has been under discussion for some time with a UK industry representative involved. However, the process itself and level of communication to the majority of UK manufacturers has been hugely disappointing and frustrating. Once it became apparent that EN1384 would be withdrawn, we were informed by our notified bodies that there was likely to be a transitional period of approximately 18 months for manufacturers

There approximately 1.4 million leisure riders that can still purchase and use EN 1384 helmets

72 Equestrian Feb 2015 Business www.ebmonthly.co.uk

to start development on new helmets to a different standard. Guidance was that manufacturers should look to the new VG1 or an alternative, such as PAS 015, in the absence of a replacement EN 1384. As one would expect with equipment of this kind, development takes a considerable time and several months would be needed to allow a smooth shift into the upgraded standard without causing panic and confusion to both retailers and the end user.

How does Gatehouse feel about having to retest their helmets, at their own cost, despite them already being up to a good standard?

It’s a bigger issue than that because the replacement standard has not yet been agreed, although a ‘bolt-on’ test in the VG1 has just been published. While uncertainty for all manufacturers still exists, we are confident that our existing EN1384 helmet designs will pass this test but whether to invest money in future model testing to the VG1 – which will be in existence until the replacement EN1384 is published – or to opt for

PAS015 is the question. With such uncertainty we are launching additional PAS015 helmets at BETA International while our EN1384 designs are under review.

Can you clarify that those hats that reach a higher standard e.g. The HS1 will not be affected?

Competitors that own helmets approved to PAS015 or Snell E2001 will not be affected by any rule changes in 2016 according to the new rules.

It is important to remember that only riders competing in certain affiliated equestrian disciplines or those that ride at BHS approved riding centres will be affected in 2016. All other riders that own or buy a BSEN1384 before stocks run out can continue to wear those hats beyond that date.

Do you expect there to be an increase in sales of these types of higher protection helmets?

Undoubtedly there will be demand for PAS 015 hats for competition purposes, especially as we approach the end of 2015 and until the EU Commission replaces or amends BSEN1384, so no doubt there will be a push by some manufacturers towards PAS015 and standards such as Snell E2001, which we have long embraced in the Gatehouse HS1 Jockey Skull and more recently in the RXC1.

Gatehouse distributor, Westgate EFI, currently holds stock of the Conquest, Air Rider and Hickstead and they can continue to be sold while stocks last.

The sad thing about all of this

is that BSEN1384 has enabled manufacturers to combine style with safety, something that is hugely appealing to many of today’s riders; as demonstrated by the voluntary shift we have seen in the dressage phase of eventing for example, where high profile competitors have chosen to wear the Gatehouse Conquest rather than their traditional top hat, with no pressure from us.

EN 1384 hats have also helped reduce head and face injuries during the standard’s existence by as much as 15% according to studies.

There is no escaping the fact that the more rigorous the test standard, the bulkier and heavier the helmet and outside of affiliated competition there is still an element of choice, whatever we or safety campaigners would like to see. The modern, lightweight, well ventilated – and attractive – designs associated with BSEN1384 will undoubtedly have persuaded many riders to wear safety headgear when riding at home where before they may have ridden without a hat. The uproar when Sports Horse GB introduced new hat rules demonstrates that a large number of riders still value comfort and aesthetics above all else and getting them into a BSEN1384 helmet is certainly easier than asking them to adopt a bulkier helmet approved to a more challenging safety standard.

Sarah-Jane Fedarb managing director Champion Manufacturing How many of Champion’s helmets are affected?

This change affects roughly 50% of our range of Champion riding hats and helmets.

hot topic However, we are in the fortunate position of being able to react quickly as we manufacture all Champion riding hats/helmets and body protectors in the UK. We have our own production facility and a very loyal, committed, longstanding workforce who will enjoy rising to this challenge.

Champion has been making a comprehensive range of PAS hats for over 20 years and we can immediately offer retailers one of our existing PAS models, as an alternative to any of our current BSEN 1384 hats. We are making this project our top priority, and have put in place an action plan so that we will be able to begin production of some of the current 1384 models to PAS in January 2015. As well as continuing to produce our extensive range of PAS hats.

Did you know this was going to happen?

launching at BETA 2015. We are frustrated this situation has developed, and disappointed by the lack of consideration for manufacturers, retailers and indeed consumers in the way it has being implemented. We will continue to invest in our Champion products and will absorb as much of the costs ourselves in order to try to stabilise the market place.

Can you clarify that those hats that reach a higher standard will not be affected?

Hats certified to PAS 015 will not be affected by the withdrawal of BSEN 1384.

We are awaiting clarification in order to understand if the withdrawal of BSEN 1384 may also affect some products that are certified to such as Snell, ASTM and Aus/Nz as these standards are also CE marked to BSEN 1384.

dramatic immediate impact at the retail level, indeed retailers can continue to purchase 1384 hats from us while stocks last, and consumers can continue to purchase 1384 hats indefinitely. If a rider is planning to purchase a new hat that they wish to use for competitions in 2016 they should purchase a PAS 015 hat, however this only accounts for around 200,000 riders, therefore the rest of the riding population, over 3.3 million people, are able to choose whichever hat they prefer. As always we recommend having your new riding hat fitted by a properly trained hat fitter. Champion continues to offer a free in store hat and body protector fitting training service to all of our retail partners.

For those wishing to purchase a new hat to compete in under

“The sad thing about all of this is that BSEN1384 has enabled manufacturers to combine style with safety, something that is hugely appealing to many of today’s riders; as demonstrated by the voluntary shift we have seen in the dressage phase of eventing for example, where high profile competitors have chosen to wear the Gatehouse Conquest rather than their traditional top hat�

Unfortunately none of the Champion Manufacturing team sit on the committee. However Standards are potentially always open to review. There was somewhat of an update to BS EN 1384 in 2012, which led us to believe that it would be around five years before any more updates would be issued. We launched a number of new BS EN 1384 hats at BETA 2014 as we did not see this situation developing. We are very disappointed by the recent withdrawal as 1384 hats have remained popular in the market place and undoubtedly lessened injuries and saved countless lives. The situation has been very unclear until now, and we had expected an 18 month transitional period as has been the case previously.

How do you feel about having to retest your helmets, at your own cost, despite them already being up to a good standard?

At Champion, we are investing heavily in new testing for our current models, and also for new models that we will be

Do you expect there to be an increase in sales of these types of higher protection helmets?

The UK market has 3.5 million riders, 1.6 million of which ride regularly. The only riders affected by this change are those who ride under competition rules and therefore will need to use a hat certified to PAS when competing from 2016.

Leisure riders can continue to benefit from the comfort and protection offered by BSEN 1384 indefinitely, and competition riders can continue to ride in their 1384 hats outside of competitions, although they will need to use a PAS hat when under rules, as the competition governing bodies are not bringing in a rule change until 2016.

We feel there is unlikely to be a

rules in 2016 and beyond, our Champion PAS hat range includes Evolution, Evolution Couture, Grandprix, Ventair Hat, CPX 3000 Deluxe, CPX 3000, CPX 3000 Junior, Prolite Deluxe, Junior Prolite, Ventair Helmet, Euro Deluxe Helmet, Junior Plus Helmet and the Pro Plus Helmet.

Denise Silman Registered Qualified Saddle Fitter and BETA assessor for the hat and body protector examination What advice can you give to retailers to help reassure customers that their hats are still safe and to guide them towards the correct purchase to suit their needs?

My advice to retailers is you can still sell EN 1384 with confidence because at the time they were made they met a perfectly good, certified standard that has withstood a 20 year period. When a customer wants to buy a new hat be sure to ask what discipline they are undertaking.

Most customers who compete will be aware of the rules of the organisation of their chosen discipline. Only BE, BS, BD, PC, BRC and BHS exams and riding road safety have currently revised their rules for next year. Advise your customers to contact their specific disciplines and BETA will update you as they receive this information.

Be honest about what hat is appropriate for your customer and if you or your staff are not sure if a EN 1384 is suitable for their chosen activity ask them to check with their riding organisation. They will appreciate you giving them expert advice.

Feb 2015 www.ebmonthly.co.uk

Equestrian 73 Business

What to stock for successful sales.... ariat

Insulated Tek Grip Gloves

Hats & gloves

Vital for safety and now available in more styles and colours than ever before, Equestrian Business showcases the hats available to stock this year as well as gloves to keep hands warm and protected and offer all important grip on the reins.

T

here is a lot going on in the hat world at the moment, with full information on the withdrawal of EN 1384 on page 70. But, hats manufactured to EN 1384 are still perfectly safe and can still be offered for sale, particularly to the 3.3 million leisure riders across the UK. Retailers may find that the helmets which are certified to a higher standard are more in demand, but in reality, sales techniques will remain basically the same, with the right hat matched to the customer’s needs.

The selection of helmets here shows better than ever that there is a hat to suit every rider and there is no longer the limited choice between velvet cap and jockey skull.

Now there is very nearly a unique look for every rider, with mock crocodile, leather,

74 Equestrian Feb 2015 Business www.ebmonthly.co.uk

Swarovski crystals, union jacks, coloured piping, and everything else you can think of on offer. The difficulty here for smaller retailers is how to make the most of the options available without bringing in excessive stock. Make the most of posters and point of sale that show the full range of colours and finishes available and as most hats are fitted face to face in store, take the opportunity to discuss bespoke options available to customers.

Admittedly, they may not be able to instantly walk out with their exact choice of helmet if ordering is required, but they will appreciate the opportunity to purchase something a little different – and be prepared to wait for it.

Gloves are another item available in a myriad of options, but they are an item that may benefit from a seasonal approach. Fleecey, waterproof and insulated gloves are great for winter, whilst extra-grippy sports gloves and smart leather gloves will be popular in the competition season. Gloves often come on handy display cards that can be displayed on a rotating rack near the till, making the most of add on sales.

The Ariat Insulated Tek Grip Gloves are ideal for winter schooling and are made from Polartec Wind Pro stretch fleece with a hard coating for maximum insulation and minimum bulk. Featuring finest synthetic suede at palm for exceptional grip and sensitivity, articulated fingers for a smooth, enhanced grip, reinforced stress points for durability and Ariat’s signature non-snag adjustable Velcro closure.

Sizes: 6–11 in black; 6–8.5 in bark Colours: Black, bark RRP: £34.99

ariat

Tek Grip Gloves A technical fabric and design combines to create the comfortable and high performing Ariat Tek Grip Gloves. Stretch Tek Twill fabric offers flexibility, while the synthetic suede palm ensures a close contact and superb grip, in a multitude of conditions. In addition, the Ariat Tek Grip gloves feature articulated fingers for a smooth, enhanced fit which prevents rubbing.

Sizes: 6–11 in black and navy; 6–8.5 in bark bark Colours: Black, navy, bark £22.50 RRP:

Carrots

Leather Competition Glove Plain and simple, yet beautifully classic, the Carrots Leather Show gloves add a sense of traditional luxury to competition attire. Made from soft, quality leather these flexible, stretchy gloves provide a perfect fit without bulk.

Equipped with reinforcements at the fingers and thumb to enhance durability and provide excellent grip when riding, they are smart enough for the show ring or fashionable enough for any winter outfit!

Sizes: Adults S/M or L/XLrk Colours: Brown, black £25.00 RRP:

Lets Talk Products Carrots

Charles Owen & Co

Pink Shetland Riding Gloves

Charles Owen V8

Perfect to keep little hands comfy this season are the cute Pink Shetland Riding Gloves. Featuring the cheeky Shetland Pony that kids know and love, together with a lucky horseshoe design, these gloves are lightweight, stretchy to fit a wide range of hands and feature leather reinforcement at the fingers and thumb for durability and rein grip.

cosy this

Charles Owen introduces the new V8 helmet featuring a detachable helmet liner which is machine washable, to keep the helmet fresh. The V8 also offers extra cooling for optimal performance using Charles Owen’s ‘Free Fit’ system which increases airflow across the forehead.

The new six-point patented GRpx harness provides unsurpassed stability, locking the helmet onto the occipital bone for a greater range of head shapes and creating the ultimate in security.

Sizes: One child size only Colours: Black/Pink £14.00 RRP:

Sizes: 6 3/4–7 1/4 Colours: Black, black/silver, navy/navy, navy/silver. Leather look available with

custom order RRP: £176.00–£211.20

Charles Owen & Co

Charles Owen & Co

Charles Owen Ayr8 Leather Look

Roeckl Sports

Madrid Glove

Up-to-date styling, fit and unparalleled safety make the Ayr8 Leather Look the latest choice in equestrian protective headwear. This low profile helmet features centrally located front and rear ventilation holes covered in mesh, while the side panels are covered in an exclusive leather look fabric. The GRpx technology harness takes the superb fit to the next level.

The Madrid Glove combines functionality with a sporty and modern design. The Roeckl Sports logo and the discreet piping, both coloured in gold, together with high-quality materials and a sophisticated fastener make for an outstanding performance. The combination of soft, lightweight micro mesh on the backhand and the elastic, non-slip palm made from Drytec G5 with slip stop trimming, makes this glove comfortable and provides perfect grip on the reins.

Sizes: 6 3/8–8. Also available in Round Fit: 6 7/8–7 1/4 Colours: Black, navy, brown, black, grey £176.00–£211.20

RRP:

Sizes: 6–10.5 Colours: Black, black/gold, white, brown, navy £36.19

RRP:

Charles Owen & Co

Charles Owen & Co

Charles Owen Sparkly YR8

Roeckl Sports

Charles Owen has a brand new sparkly option for the YR8, adding a bit of glitter to competitions or everyday riding.

Made from a special sparkle material, the black bling and shiny silver centre seamlessly complements the black or navy microsuede side panels. The YR8 features four discreet ventilation holes for added comfort during extended periods of use and it comes in a fun carry box.

Sizes: 6 3/8–7 ½. Also available in Round Fit: 6 7/8–7 1/4 Colours: Black with black bling, black with shiny silver, navy with shiny silver RRP: £90.00

Roeck Grip Gloves The popular Roeck Grip glove is the latest in riding fashion. It is made from a lightweight, flexible material that fits like a second skin, providing a sensitive feel on the reins. A joy to wear, stylish and immensely practical, these gloves are machine washable and will come up like new.

Sizes: 6–11 (black, brown, chamois also available in 3–5, white vailable in 5) Colours:White, ivory, black, brown, navy, anthrazite, caramel, khaki, plum, chamois RRP: £31.97

Feb 2015 www.ebmonthly.co.uk

Equestrian 75 Business

Lets Talk Products Charles Owen & Co

Westgate EFI

Roeckl Sports

Gatehouse RXC1 Jockey Skull

Roeckl Mission With this Mission model, Roeckl has succeeded once again in introducing a new standard for fashionable and highly functional riding gloves. This wearable and extremely comfortable style was inspired by the current fashion trend on the riding scene. An excellent fit is guaranteed by a highly elastic Lycra material on the upper hand, and the new durable palm material provides an ideal non-slip grip.

This top-of-the-range riding helmet holds triple safety standards BSEN1384, PAS015 and SnellE2001 as well as the BSI Kitemark. Snell is the highest manufactured equestrian helmet safety standard in the world. Offering excellent levels of ventilation, the RXC1 features a removable, washable lining for complete comfort and hygiene. Mesh-covered ventilation zones allow through flow of air while the soft, padded leather harness further enhances wearer comfort. A new vented hat silk is now available.

Sizes: 4–10.5 Colours: Black, brown, nightblue, black/red, black/ white, black/green RRP: £24.96

Sizes: XS (53-54cm) – XL (61-62cm) Colours: Grey From £159.99 RRP:

Westgate EFI

Westgate EFI

Gatehouse Conquest Riding Helmet

Mark Todd Winter Gloves

This stylish and popular riding helmet is designed to maximise airflow whilst looking smart enough for competition wear. The helmet comes in either a matt finish or suede-effect with embossed leather centre panel. The new Conquest Air incorporates inflatable air chambers for adjustment purposes, while the Conquest ZC is tastefully adorned with Swarovski Crystals.

All Conquest styles are Kitemarked and approved to BSEN 1384.

The smart and hugely popular Mark Todd Winter Gloves have a durable leather outer with reinforced rein fingers combined with a Thinsulate lining for additional protection against the cold weather.

These hard wearing gloves are tough and very practical, but with a smart and soft leather finish for comfort. The elasticated wrist with adjustable stud fastening ensures a good fit.

Sizes: XS (53-54cm)–XL (61-62cm) Colours: Black or navy in matt or suede/leather finish From £172.99 RRP:

Sizes: XS–XXL Colours: Black, brown £23.50 RRP:

Westgate EFI

Westgate EFI

Gatehouse Hickstead Riding Hat

Saddlecraft Touch Screen Magic Gloves

Worn and endorsed by leading show producer Katie Jerram, this deluxe, velvet covered riding hat combines classic styling with all the benefits of modern safety standards. Design features including the Gatehouse Airflow lining for rider comfort plus a luxury four-point harness covered in soft leather with lace adjustment at the nape. The Hickstead is Kitemarked and approved to BSEN 1384.

The touch screens on many modern mobile devices make it virtually impossible to use them whilst wearing a normal pair of gloves. These practical and functional touch screen gloves are the perfect solution. These gloves are set to become an essential riding accessory for anyone with an iPhone, iPod or any other mobile device with a touch screen.

Sizes: 6¼–7½ Colours: Black, navy From £96.95 RRP:

Sizes: One size Colours: Black, blue, purple £2.99 RRP:

76 Equestrian Feb 2015 Business www.ebmonthly.co.uk

Lets Talk Products Westgate EFI

Finest Brands International

Saddlecraft Waterproof Winter Gloves

Champion Air-Tech

These practical and economically priced gloves feature a waterproof and windproof membrane over a fleece lining to help keep hands warm and dry. The outer features PU reinforcement on the palm and rein fingers. The Saddlecraft Waterproof Winter gloves are useful in all weathers for filling water buckets and general yard work, but offer a sensitive feel on the reins for riding.

Made in the UK, the striking Champion Air-Tech helmet combines a stylish modern design with a high tech ventilation system and innovative adjustable head sizing ring. The outer shell is injection moulded in high impact thermoplastic ABS and includes exceptional ventilation.

Sizes: XS–XL Colours: Black £16.90 RRP:

Sizes: S: 51cm–54cm, m: 55cm–57cm, l: 58cm–61cm Colours: Metallic brown, metallic purple, metallic navy, soft feel black RRP: £84.50–£100.95

John Whitaker International ltd

Finest Brands International

Whitaker Sport Grip Gloves

Champion Evolution Couture

These New Whitaker Sport Grip Gloves feature the new Whitaker silicone grip system along the palm of the hand enhancing grip and control for the rider. Featuring an inner fleece lining, these stretch gloves are ideal for everyday riding and feature the iconic Whitaker red, white and blue colouring to co-ordinate with other products in the range.

The limited edition Champion Evolution Couture features genuine Swarovski crystals and a striking synthetic crocodile skin finish, for a high impact look your customers will love. This stylish low profile, modern and lightweight hat is made by Champion in the UK and is built with a glass fibre shell which incorporates a high tech ventilated airflow system.

Kitemarked to PAS 015 2011 and BS EN 1384 2012.

Sizes: XXS–XL Colours: Red/white/navy £12.50 RRP:

Sizes: 6 ¼–7 ¾ Colours: Black mock croc £137.50–£164.95 RRP:

John Whitaker International ltd

Finest Brands International

Whitaker Victory Helmet

Champion Junior Plus

New to the Whitaker Collection comes the Whitaker Victory Helmet, a stylish, lightweight riding hat designed for the competing rider. The Victory Helmet features the new dial-to-fit system and the inner of the helmet incorporates Coolmax lining and a unique air ventilation system.

Used and approved by the legendary John Whitaker and his family.

A lightweight injection moulded ABS shell with a specially designed lining to appeal to children. This popular helmet features a quick release clip and a three-point web harness.

Made in the UK and Kitemarked to PAS 015 2011 and BS EN 1384 2012 to ensure a safe and comfortable helmet for young riders.

Sizes: Small 48-52cm, medium 52-56cm, large 57-61cm Colours: Navy/glitter, navy/black carbon, black/black carbon, black/glitter RRP: from £80

Sizes: 00–5 Colours: Black £50.50 RRP:

Feb 2015 www.ebmonthly.co.uk

Equestrian 77 Business

Lets Talk Products Finest Brands International

Finest Brands International

Champion Junior X-Air Star

Toggi Barbury

The Junior X-Air Star features a bling design to appeal to younger riders, or simply the youthful at heart. UK made and built upon a lightweight injection moulded ABS shell, the Junior X-Air Star incorporates a ventilation system to help keep the head cool.

The limited edition rhinestone crystal design of the Junior X-Air Star ensures your customers will sparkle.

The Toggi Barbury ergonomically designed stretch cross country style glove is designed to help keep hands warm and dry whilst providing excellent grip. Featuring a technical stretch fabric on the palm and back, with a neoprene cuff and adjustable wrist strap for comfort and protection, Barbury gloves have great stretch providing a greater level of flexibility and movement whilst riding. Also features strategically placed reinforcement panels for extra durability and grip.

Sizes: 6 ¼–7 ¾ Colours: Black star RRP: £94.95 RRP:

Sizes: XS–XL Colours: Black RRP: £12.50 RRP:

Finest Brands International

Finest Brands International

Champion Ventair Deluxe

Toggi Dursley

Champion’s extremely lightweight Ventair Deluxe Jockey Helmet features a design registered ventilated airflow system that is styled to increase airflow. Made in the UK and certified to PAS 015 2011 and BS EN1384 2012, the Ventair system features a uniquely tailored harness for complete stability and security and offers further safety reassurance by carrying the BSI Kitemark. Worn and trusted by many of the world’s top riders.

Classically designed, the luxurious Toggi suede Dursley gloves offer stylish performance and warmth on colder days. Designed with quilted stitching on the cuff, this glove has an adjustable wrist strap. With genuine 3M Thinsulate lining, the Dursley gloves are perfect for winter riding and other outdoor pursuits, as well as being stylish enough for fashion use.

Sizes: 6 ¼–7 ¾ Colours: Black, navy, pink, silver RRP: £94.95 RRP:

Sizes: XS–XL Colours: Black, buff £29.50 RRP:

Finest brands international

Finest Brands International

Toggi Andorra

Toggi Hexham

The Toggi Andorra textured matt stretch performance fabric gloves provide good grip on the reins. Specifically designed for the traditional competition rider, smart and stylish Andorra gloves are perfect for riding in addition to other outdoor pursuits, with an adjustable wrist strap for security and comfort.

The Toggi Hexham textured matt stretch performance fabric gloves provide superb grip on the reins. Specifically designed for the traditional competition rider, the Hexham offers a strategically placed mesh panel, providing excellent movement. Hexham gloves are suitable for riding and other outdoor pursuits, with an adjustable wrist strap for security and comfort.

Sizes: XS–XL Colours: Black, white £16.00 RRP:

Sizes: XS–XL Colours: Black £9.50 RRP:

78 Equestrian Feb 2015 Business www.ebmonthly.co.uk

Lets Talk Products Finest Brands International

Zebra Products

Toggi Tetbury

Uvex Perfexxion Active

Classically designed, the luxurious Toggi leather Tetbury gloves offer stylish performance and warmth on colder days.

With genuine 3M Thinsulate lining which is perfect to keep hands snug and warm all winter long, the Tetbury features extra long ribbed cuffs to keep draughts at bay. The strategically placed reinforcement panels of the Tetbury offer extra durability.

The Uvex Perfexxion helmet meets the highest levels of safety, comfort, quality and style. Available in a variety of models and finishes including the Perfexxion Glamour with Swarovski details. Featuring an adjustable fit, courtesy of the IAS 3D fitting system, excellent ventilation and machine washable high tech lining.

Optional accessories include a winter inner lining and matching winter ear pads.

Sizes: XS–XL Colours: Black RRP: £29.50 RRP:

Sizes: 52–55cm, 55–58cm, 57 – 59cm, 60 – 61cm Colours: Black, navy, brown/titian, grey £179.95–£279.95 RRP:

Tuffa Footwear

Weatherbeeta Ltd

Toftwood Gloves

Dublin Crochet Gloves

Tuffa’s Toftwood Gloves are easy to wear, washable riding gloves that are ideal for day to day use.

The close fitting gloves are made using a synthetic material with stretch inserts on the knuckles and across the back of the hand. They have reinforced areas where the reins are held and have large hook and loop fastenings at the wrists that are highly adjustable.

The Dublin Crochet Gloves are a classic style available in a range of colours including the stylish pink, pictured. The gloves feature cotton crochet on the outer hand and leather palm reinforcements for grip on the reins. Featuring a touch tape for secure, adjustable closure.

Sizes: Adult sizes S–XL, Child ages 6–12 years Colours: Black Adult £9.99, Child £8.99 RRP:

Sizes: XS–XL Colours: Natural/black, natural/brown, natural/natural, natural/navy, natural/pink RRP: £19.99

Products Zebra

Weatherbeeta Ltd

Uvex Suxxeed

Dublin Dressage Gloves

The Suxxeed Active helmet offers traditional shape whilst still retaining a sporty and fashionable edge. The helmet is lined with Coolmax and the harness is designed so that the rider only has to use one hand to fasten it. Uvex helmets are suitable for riders who wear glasses, and Uvex manufactures a range of both sporting and fashion sunglasses to complement.

Other styles available including Glamour, pictured.

a

Sizes: 49–52 cm, 52–56cm, 55–57cm, 57–59cm, 59–61cm Colours: Navy, black £269.95–£399.95 RRP:

The Dublin Dressage Gloves feature a synthetic leather and grip palm for non-slip grip in all weathers, with a smart appearance for the dressage arena. The reinforcement is for single and double rein usage and the adjustable touch tape closure makes them easy to fit. Stretch fabric over the knuckles provides flexibility and comfort for all levels of riding.

Sizes: XS–XL Colours: Black, white RRP: £19.99

Zeb £23.99roducts

Feb 2015 www.ebmonthly.co.uk

Equestrian 79 Business

Lets Talk Products Weatherbeeta Ltd

Woof Wear

Dublin Show Gloves

Waterproof Riding Gloves

Leather gloves always look best in the show ring and these Dublin Show Gloves come in a soft leather and in two stylish colours perfect to match showing attire or for everyday use.

Touch tape closure across the back of the wrist offers perfect adjustment and an enamel trim on the closure provides a lovely detail.

This Waterproof Riding Glove has been designed specifically for riding. Features include a breathable waterproof membrane with a thermal tricot inner lining, extra long cuff and Reintex Pro palm.

This glove will keep hands warm, dry and comfortable in even the wettest of weather without compromising on feel.

Can be washed at 30° C, do not tumble dry.

Sizes: XS–XL Colours: Black, white RRP: £29.99

Sizes: XS–XL Colours: Black, navy RRP: £40.00

just togs

contacts:

Junior Imperial Helmet

Ariat

Just Togs

www.ariat-europe.com

www.justtogs.co.uk

The Just Togs Junior Imperial helmet is at the cutting edge of fashion and comfort! This very comfortable, lightweight helmet features a soft finish suede with padded harness and front vent feature. BSI Kitemark for assured safety to PAS 015.

Available in classic black or stylish two tone colours at the forefront of fashion.

+44 (0)1245 445362

Sizes: 53cm–61cm Colours: Black, dark grey/grey, grey/pink, navy/blue RRP: £59.00

Coming next month....

In March, Let’s Talk Products will showcase the latest spring and summer jackets. From lightweight waterproofs to the eponymous gilet, this is always a strong feature just as retailers are looking to change up their displays. To ensure your top offerings arte included get in early – look out for your editorial invite or contact letstalkproducts@ ebmonthly.co.uk to get involved.

80 Equestrian Feb 2015 Business www.ebmonthly.co.uk

+44 (0)8456 003209

+44 (0)1922 616777

Carrots

Tuffa Footwear

www.carrotsuk.com

www.tuffaboots.com

Charles Owen & Co (Roeckl Sports) +44 (0)1978 317777

www.charlesowen.co.uk Finest Brands International

+44 (0)1132 707000

+44 (0)1953 880914

Weatherbeeta Ltd +44 (0)1295 226900

www.dublinclothing.co.uk Westgate EFI

+44 (0)1303 872277

www.wefi.co.uk

www.championhats.co.uk

Woof Wear

John Whitaker International

www.woofwear.com

+44 (0)1706 340500

www.johnwhitakerintltd.com

+44 (0)1208 265920

Zebra Products

+44 (0)1352 763350

www.zebraproducts.co.uk

suppliers Directory 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.

Abbey Diagnostics +44 (0)1638 552122 www.abbeydiagnostics.co.uk

Dodson and Horrell +44 (0)1832 737300 www.dodsonandhorrell.com

Fynalite +44 (0)1789 764848 www.fynalite.co.uk

Horseware Ireland +353 42 9389000 www.horseware.com

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

Spartan Equestrian Products +44 (0)1474 705065 www.spartanequestrian.com

Abbey Saddlery and Crafts Ltd +44 (0)1565 650343 www.abbeyengland.com

Dog Rocks +44 (0)1628 822 243 www.dogrocks.co.uk

Gain Horse Feeds +44 (0)7912 197000 www.gainhorsefeeds.co.uk

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

Mirrors for Training +44 (0)1902 791207 www.mirrorsfortraining.co.uk

Spoga + Gafa +44 (0)208 6818166 www.spogagafa.com

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Global Herbs +44 (0)1243 773363 www.globalherbs.co.uk

New Equine Wear Hucklesby Associates +44 (0)1172 303700 +44 (0)1362 696309 www.hucklesbyassociates.co.uk www.newequinewear.co.uk

Albedo100 UK Ltd +44 (0)113 3955266 www.albedo100.co.uk

Earlswood Supplies +44 (0)8450 171351 www.earlswood-supplies.com

Golly Galoshes +44 (0)7585 557775 www.gollygaloshes.com

Eazitools Equestrian +44 (0)1302 746077 www.eazitools.co.uk

Grays of Shenstone +44 (0)1543 483344 www.graysofshenstone.co.uk

Hunter-Outdoor (K & K CLOTHING) +44 (0)121 555 8334 www.rockall.info

EQ Life Magazine +44 (0)1953 852946 ww.eqlife.co.uk

Griffin Nuumed +44 (0)1458 210324 www.nuumed.co.uk

Allen and Page +44 (0)1362 822900 www.allenandpage.com Andover Healthcare, Inc. +1 978 4650044 www.andoverhealthcare.com

Animal Health Company Equestrian Creative Network +44 (0)1787 476400 www.equinehealthandherbal.co.uk www.equestriancreativenetwork.com Equi-Ads B Jenkinson & Sons Ltd +44 (0)1738 567700 +44 (0)1924 454681 www.equiads.net www.elico.co.uk Equimat Baileys Horse Feeds +44 (0)1536 513456 +44 (0)1371 850247 www.equimat.co.uk wwwbaileyshorsefeeds.co.uk Bedmax Shavings +44 (0)1922 621676 www.bedmaxshavings.com

Equine Speedskip +44 (0)1989 769435 www.equinespeedskip.com

Brinicombe Equine +44 (0)8700 606206 www.brinicombe-equine.co.uk

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British Horse Feeds +44 (0)1765 680300 www.britishhorsefeeds.com Champion + 44 (0)113 2707007 www.championhats.co.uk Charles Owen +44 (0)1978 317777 www.charlesowen.co.uk

Equestrian Vision +44 (0)1403 865320 www.equestrianvision.co.uk EquiAmi Ltd +44 (0)1584 891049 www.equiami.com Equine Management +44 (0)1825 840002 www.equineman.com

Equisafety Ltd Clarendon Equestrian Ltd +44 (0)1516 787182 +44 (0)1825 733361 www.clarendon-equestrian.com www.equisafety.com

Harold Moore +44 (0)114 2700513 www.haroldmoore.co.uk Harpley Equestrian +44 (0)115 9611537 info@harpleyequestrian.co.uk www.harpleyequestrian.co.uk

Jack Murphy +44 (0)1768 867590 www.jackmurphy.co.uk Kate Negus +44 (0)1249 740590 www.katenegus.com Keratex +44 (0)1373 827649 www.keratex.com Kevin Bacon’s +44 (0)1296 662473 www.kevinbacons.co.uk

Haybar +44 (0)1723 882434 www.haybar.co.uk

Kozi Kidz +44 (0)1302 746680 www.kozikidz.co.uk

Hemp Technology Ltd +44 (0)1986 835678 www.hemptechnology.co.uk

Lets Talk Horses + 44 (0)1953 850678 enquiries@letstalkhorses.co.uk

Hilton Herbs Ltd +44 (0)1460 270700 www.hiltonherbs.com

Life Data Labs Inc +1 256 3707555 www.LifeDatalabs.com

Holdsworth PR +44 (0)1903 892060 www.holdsworthpr.co.uk

Likit For orders Westgate EFI +44 (0)1303 872277 www.likit.com

Honeychop Horse Feeds +44 (0)1359 230823 www.honeychop.com

Littlemax +44 (0)1668 213467 www.littlemaxshavings.com

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

LS Sales (Farnam) Ltd +44 (0)1608 683855 www.lesliesutcliffe.biz

Parkgate Equestrian +44 (0)1306 631374 www.parkgateequestrian.co.uk Parallax Plastics Ltd +44 (0)115 966 3836 www.parallaxplastics.co.uk Pellet Beds +44 (0)1789 761333 www.pelletbeds.com PelGar +44 (0)1420 80744 www pelgar.co.uk Pfizer Animal Health +44 (0)1304 616161 www.wormingyourhorse.info PressPoint +44 (0)1953 851513 www.presspoint.co.uk Rima Exports +91 972 1504005 rimaexport@gmail.com Robinson Animal Healthcare +44 (0)1909 735000 www.robinsoncare.com Rockall +44 (0)121 5558334 www.rockall.info Rockies +44 (0)1606 595025 www.rockies.co.uk

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 www.stormsure.co.uk a Taurus Footwear and Leathers Ltd +44 (0)1328 851432 www.taurusfootwearandleathers.

Tayberry + 44 (0) 2920 464606 www.tayberry.co.uk Toggi +44 (0)113 2707007 www.toggi.com Trelawne Equine Ltd +44 (0)8442 578585 www.trelawneequine.co.uk Vale Brothers +44 (0)1239 614648 www.kbf99.co.uk Vetericyn +353 91 796896 www.vetericyn.com Virbac Animal Health +44 (0)1359 243243 www.equimax-tabs.com

W F Young, Inc Saracen Horse Feeds +001 413 526 9999 + 44 (0)1622 718 487 www.absorbine.co.uk www.saracen-horse-feeds.co.uk Wahl Seaquim +44 (0)1227 740555 +353 (0)8623 64609 www.wahl.co.uk www.seaquimequine.net Westgate EFI Ltd Science Supplements +44 (0)1303 872277 +44 (0)8456 800606

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

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

Horsefair +44 (0)1264 811425 www.horsefair.co.uk

Maquien Design +44 (0)8000 925699 www.maquiendesign.co.uk

Clipper Sharp +44 (0)1823 681076 www.clippersharp.comt

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

Horse First Ltd +44 (0)2830 848844 www.horsefirst.neta

www.sciencesupplements.co.uk Westgate Labs +44 (0)1670791994 Silvermoor www.westgatelabs.co.uk +44 (0)1665 602587

Cox Agri +44 (0)845 600 8081 www.coxagri.com

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

Horse Health Trade +44 (0)2380 814360 www.horsehealthtrade.co.uk

Maxavita +44 (0)8450 752754 www.maxavita.com a Mears Country Jackets Ltd +44 (0)1922 476930 www.mearsjackets.com

Smart Grooming +44 (0)1823 681076

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

Horses with Attitude +44 (0)1274 852139 www.horseswithattitude.co.uk

Measom Freer +44 (0)116 2881588 www.measomfreer.co.uk

Solocomb +44 (0)1235 511358 www.solocomb.co.uk

Your Gift Horse +44 (0)1454 510102 www.yourgifthorse.com a

Creative Equine Marketing Friendship Estates +44 (0)780 3728646 +44 (0)1302 700220 www.creativeequinemarketing.co.uk www.friendshipestates.co.uk

www.silvermoor.com

Feb 2015 www.ebmonthly.co.uk

Equestrian 81 Business

interview

5 minutes with...

Christina Jones

from Horsology Introduce your company please:

Horsology is an online advertising platform for the equestrian industry with a difference – we donate 100% of all private ad sales to equine charities. It launched in 2014 as a result of me wanting to combine my passions for technology and horses into a business that made a real difference.

I’ve worked in the equestrian industry for over a decade, running the horse gift wholesaler Your Gift Horse with my mother Sandra. I’ve been around the industry for a long time but have always had other projects on the go, mostly non-equestrian, which has allowed me to bring knowledge and experience from other sectors into what we do.

How has the equestrian industry changed over your career?

There’s been massive change in the last decade – internet retailing, the investment of non-horsey businesses into the sector (Pets At Home, Sports Direct etc) and the growth of equestrianism as a sport in the Middle East and China have all started to disrupt a very traditional sector. I firmly believe that the next decade is going to see even more change and that the industry is entering a wild west phase, with massive opportunities, but there are going to be some big losers as well as winners.

What new products or areas of the industry have caught your eye recently and why?

The Global Champions Tour – Jan Tops has shown that

Find us online...

horse sports can be marketed globally as a glamorous, serious sport. He’s taken show jumping into nonhorsey venues and new countries and now that he has one of America’s most successful sporting investors as a partner, I think it’s going to become even bigger.

Closer to home, I’ve been incredibly impressed by the roll out of Uvex into the UK market by Zebra Products. Many would have said that the UK was already saturated with helmet suppliers but they’ve very quickly established a major presence and built a strong brand and an impressive group of riders wearing and endorsing the helmets. I’m also impressed that the managing director Simon Middleton manages to compete his horses at a serious level alongside growing the business!

What are your top tips for business growth?

The first is blatantly obvious, but hard work and lots of it is essential.

The second is to keep an open mind. The horse world is deeply traditional and there is a tendency to do things a certain way because that’s the way it’s always been done. Thirdly, I think people need to be serious about keeping up with industry trends and technology. It always worries me when I hear that people don’t visit the trade shows or read magazines etc.

I’m writing this in the second week of January and I’ve already exhibited at one and visited a second trade show so far this year.

What do you think has been the secret to your success?

Christina Jones I spend a lot of time and money learning new things, especially in the marketing arena. I’m a huge reader and have pulled lots of ideas, tips and strategies into the business from very unrelated businesses. I’m always testing new things; some of them are a total waste of time, some are a big success but you won’t find the good ones without testing and quickly discarding the bad.

Secondly I’ve always been keen to embrace technology and have reinvested a lot into the business recently to make sure the websites are all fully mobile compatible and the back office databases, account systems and so on are more automated and so more efficient.

Thirdly, I’m very open-minded.

I believe I still have a huge amount to learn and am very conscious of this!

Where do you see your business in ten years time?

In ten years time, I’d like to see horsology as one of the leading global brands in equestrianism. I’ve got very big plans and I am looking forward to bringing them to fruition!

Equestrian Business is growing, so to find out more, access news as it happens or discover how you can get your brand in front of thousands of key decisions makers thanks to our website, visit www.ebmonthly.co.uk. Trade account holders access the full site content, including online versions of the magazine. To find out more email enquiries@ebmonthly.co.uk.

82 Equestrian Feb 2015 Business www.ebmonthly.co.uk

Quickfire questions: Tea or coffee?

Coffee Mac or PC? Mac – total Mac addict!

Ketchup or brown sauce?

Ketchup When you were a child, what did you want to be when you grew up?

Prime Minister!

Who is your hero and why? Steve Jobs – He had a vision, which he pursued relentlessly until he realised it and as a result he disrupted entire industries, built amazing products and his retail stores are the most profitable on the planet per square foot!

If you were a famous horse, which one would you be and why?

Rembrandt, Nicole Uphoff’s dressage horse. Sheer elegance and he kick started my love of dressage.

If you could only eat one meal for the rest of your life, what would it be?

Steak and chips What is your favourite saying or motto? ‘Never, never, never give up.’

Winston Churchill What is the last song you heard?

California Soul by Marlena Shaw

2014

Feb 2015 www.ebmonthly.co.uk

Equestrian 83 Business

Act now don’t let encysted small redworm go untreated

TS TREA UP TO

KG

700

Hidden within the gut wall, encysted small redworm (ESRW) larvae can account for up to 90% of the redworm burden in a horse.1 If allowed to go untreated during late autumn and winter, this burden can lead to the serious and potentially fatal disease known as larval cyathostominosis.1 Treating with a wormer that does not specifically target ESRW can increase the risk of larval cyathostominosis. 2 Act now to combat the threat. Prescribe EQUEST or EQUEST PRAMOX to provide effective single dose control of ESRW. 3,4 Get further inside information on ESRW from your Zoetis Account Manager and advise your horse owners to act now.

Download FREE from the App Store Text Stable Mate to 80800 to download*

Download FREE from Google PlayTM Text Stable Mate to 80800 to download*

References: 1. Dowdall SMJ, et al. Vet Parasitol 2002; 106: 225–242. 2. Reinmeyer CR & Nielsen MK. Principles of equine parasite control. In: Handbook of equine parasite control, WileyBlackwell 2013; pp. 67–80. 3. EQUEST 18.92 mg/g Oral Gel (moxidectin) Summary of Product Characteristics, December 2013. 4. EQUEST PRAMOX Oral Gel (moxidectin & praziquantel) Summary of Product Characteristics, December 2013.

The only single dose treatment for encysted small redworm EQUEST contains moxidectin. EQUEST PRAMOX contains moxidectin and praziquantel.

Use medicines responsibly: www.noah.co.uk/responsible Date of preparation: September 2014 AH 528/14

Further information is available from: Zoetis UK Ltd, Walton Oaks, Tadworth, KT20 7NS EQUEST & EQUEST PRAMOX are registered trademarks of Zoetis UK Ltd. *Standard network charges apply. By responding to this text you are consenting to your data being held either within or outside the EEA and processed by or on behalf of Zoetis to administer and manage any matters relating to Zoetis’ future activities or initiatives. For our full privacy policy visit www.zoetis.co.uk

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