Equestrian Business Feb16 by Presspoint Media Ltd

EQUESTRIAN www.ebmonthly.co.ukuk

Bringing buyers & suppliers together

Feb 2016 Issue 163

The Best of BETA 2016

Inside...

Performance Feeding

Essential nutrients for optimum nutrition

Letâ&#x20AC;&#x2122;s Talk Products

Retail Finance

Offering credit

Performance, Training to help grow and Therapy Boots

business

View our brand new Collection now on line www.sherwoodforestltd.com

Equestrian February 2016 Business www.ebmonthly.co.uk

Inside this issue... 4 News

8 Launch it

Brand new to the market

10 Product Watch

A fresh look at what’s on offer

13 Coat Care and Show Preparation

Cash in on this season’s coat care products

29 Trade Show Review

BETA International 2016

What’s new in worming?

41 Business Matters Royal honours

42 Let’s talk

products

Horse boots for every use

47 Using a blog

to promote your business

Keep up with technology

48 Ken Lyndon Dykes Old fashioned values

18 retail finance New opportunities arise

49 Directory

Contacts at a glance

50 Five minutes with

21 Feeding for Performance

Energy fuels & nutrient boosts

Elaine Pickering and Gareth Hulbert – Equine Speedskip

EQUESTRIAN Editor

Production

Vanessa Britton Vanessa@ebmonthly.co.uk

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

Staff Writer Becky Morris +44 (0)1953 852941 editorial@ebmonthly.co.uk

Advertising Sales

WHOLESALERS OF EXCELLENCE

37 Worming

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

Sharon Long Design +44 (0)1953 852931 Carra White advertising@ebmonthly.co.uk carra@ebmonthly.co.uk

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Disclaimer Whilst every care has been taken to ensure that the Earlswood EBM advert JANUARY 16.indd 1 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.

19/01/2016 09:43

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

enquiries@ebmonthly.co.uk www.ebmonthly.co.uk Front cover image : Trilanco at BETA 2016 - photo Sharon Long

February 2016 www.ebmonthly.co.uk

Equestrian Business

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 2016

❚ Trade Show Reviews – Spoga and AETA International ❚ Facts and figures plus analysis of the shows focusing on the strength of international trade. ❚ Competition Must-Haves Looking at the latest trends in each discipline. ❚ Let’s Talk Products: Hats & Gloves

April 2016 ❚ Feeding –

Laminitis and Weight Gain ❚ The trade’s perspective on laminitis. ❚ Paddock Maintenance Making the most of grazing and turnout. ❚ Fly Control and Sweet Itch Keeping flying pests and resulting ailments at bay. ❚ Let’s Talk Products: Spring Clothing for Horse & Rider EQUESTRIAN www.ebmonthly.co.ukuk

Bringing buyers & suppliers together

Nov 2015 Issue 160

EQUESTRIAN www.ebmonthly.co.ukuk

Bringing buyers & suppliers together

Dec 2015 Issue 161

hay replacement

Fibre for winter

EQUESTRIAN www.ebmonthly.co.ukuk

Let’s taLk products

Inside...

Jan 2016 Issue 162

winter ailments

launch it

The latest advice

Brand new products

Inside...

LIckS, TREATS ANd ToyS

NutritioN advice

For healthy hooves

Let’s taLk Products Short boots

YoUR HoRSE LIvE SUccESS

trade shows 2016

BETA Int Al Fares Inside...

launch it

New products revealed in 2016

SPOGA Spring AETA let’s talk Products

Get a leg up with the latest long boots, styles & brands

woRkplAcE pENSIoNS All you need to know about workplace pension rules.

Our media pack and a full list of features for 2016 is available. To get your hands on either of these, email: allison@ebmonthly.co.uk

orseware is pleased to announce its acquisition of Fly Away & Groom Away, the specialist manufacturer of natural equine products for the show ring, health care and first aid. Tom MacGuinness, Managing Director of Horseware said: “We are delighted to add Fly

Away & Groom Away to the Horseware product range. Our mission is to make life easier for horse and rider. Fly Away products are natural, safe, and above all, effective, making them indispensable tools for the busy horse owner.” Retailers can continue to order Fly Away & Groom Away ranges

Zebra teams up with Kastel Denmark Z

ebra Products Ltd has joined forces with innovative activewear label Kastel Denmark to launch in the UK. Founded by Danish rider Charlotte Jorst the Kastel Denmark range offers functional clothing items that include protection from the elements and it also aims to tick the box in terms of fashion, durability and comfort. Charlotte explains, “My vision for Kastel Denmark is a beautifully

designed active-wear line that protects like a fortress (Kastel means fortress in Danish) against the elements, while eliminating the guesswork of dressing for multiple activities.” Simon Middleton, managing director of Zebra Products, the exclusive UK distributor for Kastel Denmark, said: “Consumers are increasingly looking for added value from their products and clothes are no different. Charlotte’s concept and creativity

through their existing channels. Simon Lloyd of Fly Away commented: “This is an exciting new chapter in the Fly Away story, and we’re looking forward to what the coming year holds as we become part of the global phenomenon that is Horseware.”

Kastel Denmark

captured us and we’re excited to be working with the brand here in the UK and are sure that the collection is going to be a big hit.”

Crack the Hat riding safety campaign E

Warm up with winter fashion

Bringing buyers & suppliers together

Horseware acquires Fly Away

Equestrian February 2016 Business www.ebmonthly.co.uk

quine students studying at the Royal Agricultural University (RAU) in Cirencester have launched the ‘Crack the Hat’ riding safety campaign and it’s gone viral. The Crack the Hat challenge, which aims to raise awareness of the importance of wearing a riding hat with the correct safety standards, was created by Alicia Lee, Grace Pugh, Megan Duffield, Anneli Ives, and Cordelia Marshall. They’ve created the hard-hitting slogan ‘Crack your hat, not your head’ to emphasise

their key campaign message – that wearing appropriate headwear can save your life. You and your customers can get involved in the challenge by filming yourselves cracking an egg on your head, and then donating via text message to the

Injured Jockeys Fund. Upload the video to social media, share it to the official Crack the Hat Facebook and Twitter page @ CrackTheHat2016, using the hashtag CracktheKat2k16, and nominate friends and family to take part too.

FBI to move home E

xciting developments are in the pipeline for Finest Brands International (FBI) – the company behind the iconic Champion and Toggi brands with the purchase and impending relocation to brand new premises scheduled for late spring 2016. Located a few miles from Finest Brands’ current premises, the new site is just under 60,000 sq feet and is currently being customised to suit Finest Brands’ requirements. Sarah-Jane Fedarb, Managing Director of Finest Brands, comments ‘We currently operate from two locations in Leeds,

with our main head office and warehouse ‘FBI House’ being only 12,000 square feet. This has required us to use a third party warehouse and although we have operated from FBI House for the last 25 years, we have always considered this to be our ‘temporary home’. We have far outgrown the present sites and have been planning this development for quite some time!’ Champion will retain its dedicated manufacturing facility and offices in Cardiff, but the new premises will allow the entire Leeds base of Finest Brands to

Who will you nominate?

ominations open for the Virbac 3D Worming Equine SQP of the Year which has, in the last six years, become recognised as a major industry award. The award has grown in stature and prestige into a sought-after accolade, with the winner and their company enjoying extensive press coverage associated with their success. The winner also enjoys a fantastic Horse of the Year Show (HOYS) experience that includes overnight accommodation, evening hospitably and a special winners presentation champagne reception. Six finalists are selected from

the initial nominations to go forward to the final judging to select the Virbac 3D Worming SQP of the Year; judging includes a mystery shop and interview which are undertaken by leading industry experts. All finalists receive a finalist certificate and finalist logo to use on their own and their company’s website and social media. For your business and resident SQP to have a chance of being represented make a nomination for the 2016 Virbac 3D Worming SQP of the Year at www.3dworming.co.uk

Katie Jerram and Dr Rick Manlove, Director of Large Animal Business, Virbac UK, presenting 2015 Virbac 3DWorming SQP of the Year Hannah Wild with her prize at HOYS

Tithebarn is UKTI Export Champion!

T be housed under one roof. “The Leeds development begins a whole new chapter in the evolution of our business and we anticipate many improved efficiencies across the company. We are all so pleased that the move to a permanent home that we own ourselves is finally here.”

Endurance GB partners with AHT

ndurance GB has partnered with the Animal Health Trust (AHT) on a study to investigate veterinary problems of British endurance horses. The study will document common illnesses, training and management practices and will assess whether horse, rider or management-related risk factors are associated with specific health problems. In 2015, 1209 horses were registered with Endurance GB. Currently no objective information is available on the general health status or specific veterinary problems of British endurance horses. The AHT study will be led by experienced veterinarian, Annamaria Nagy. The study will be conducted via a comprehensive online survey of Endurance GB members. The results of the study will raise awareness of common veterinary issues and identify areas that can be modified to improve the health of endurance horses. The welfare of horses taking part in Endurance GB rides is absolutely paramount, and Endurance GB believes any study which helps broaden knowledge of issues is worthy of support. This will hopefully enable Endurance GB to further improve upon an already excellent welfare record in the UK.

ithebarn, the company that makes the Rockies range of mineralised salt licks for horses and livestock, is delighted to announce that it has been recruited as a UKTI Export Champion for the North West. “We’re honoured and privileged to be part of this,” says Jeremy Sample, Sales Director of Tithebarn. “We were selected due to our success exporting our products globally. As part of the Export Champion initiative, our expertise in relation to exporting is used to help other companies in the North West export their products overseas. We’re looking forward to the challenge and working with local businesses of all shapes and sizes.”

Helmet Bounty Scheme helps rider safety

he British Equestrian Trade Association (BETA) and British Eventing have teamed up to develop a new initiative known as the BETA Helmet Bounty Scheme, which will see riders who are concussed while competing at BE-affiliated events provided with a retail voucher that can be redeemed towards the cost of replacing their old hat. “Improving rider safety is an integral part of our work and we are tremendously pleased that the scheme – effectively a hat amnesty – will help to drive home the message that hats should always be replaced when they have been involved in an incident,” said BETA executive director Claire Williams. The BETA Helmet Bounty Scheme caters for riders diagnosed with concussion by an event’s medical officer during the cross-country phase of competition. To be included, riders must first agree to their hat being returned to BETA and BE passing on details of their injury. In return, riders will receive a voucher worth £100 that can be put towards the cost of a replacement jockey skull when bought from a participating BETA retailer. The Scheme will be introduced in time for the start of the 2016 eventing season.

February 2016 www.ebmonthly.co.uk

Equestrian Business

news

HOYS welcomes new Leading companies to championship sponsor sponsor The Showing Register H T

orse of the Year Show (HOYS) is pleased to welcome a new addition to the list of sponsors for HOYS 2016, Equissage Pulse will sponsor the popular Ridden Partbred Pony of the Year Championship. Although this is the first year Equissage Pulse are official sponsors at HOYS, their products are internationally renowned and incredibly popular amongst top HOYS competitors. Richard Todd, Show Director of Grandstand Media Ltd. says “We are delighted to welcome an innovative company such as Equissage Pulse to the fold of HOYS prestigious sponsors portfolio and extending their support with an exciting sponsorship agreement. The

Ridden Partbred Pony of the Year Championship is still a relatively new class only being introduced in 2014 with three more breed inclusions into the 2015 class. It is fantastic to have a pioneering product like Equissage Pulse support the Championship and give the class a well-deserved title.”

he Showing Register, TSR, is one of the UK’s most rapidly growing showing organisations, dedicated to the support and encouragement of aspirational and up and coming riders. Horsezone.co.uk, the new premium equine classified site launched by Tattersalls, Europe’s leading Bloodstock Auctioneers, will be the main sponsors of the TSR/HORSEZONE regional finals that take place at shows across the country throughout 2016. “Horsezone.co.uk look to support a number of equestrian disciplines each year at different levels from grass roots to Grand Prix,” explains horsezone.co.uk Marketing & Business Manager

Gabrielle Barrett. “This year we are delighted to be sponsoring the TSR regional finals.” Freestep, the sole distributer of a range of unique products developed by a specialist LifeScience company (Phytorigins) will be joining TSR as headline sponsor of the FREESTEP/TSR Summer Gala Show, which is held over two days on July 16 and 17 2016 at Onley Equestrian Centre Rugby. “We are pleased to be involved with TSR, which is a forward thinking all inclusive society, as headline sponsor of their summer gala show” said Freestep MD Andrea Gentles “and we look forward to being on hand to offer help and advice to TSR members.”

by apppointment As part of its ongoing development, Dodson & Horrell has made some key appointments to its sales, export and nutritional teams.

Simon Elliott

Cordelia Chapman

Simon Elliott – Midlands and Norfolk Area Sales Manager Lisa Shore – Export Manager Jane Hadley – Northern Thoroughbred & Performance Nutritionist Glyn Jones – Key Account Manager Anna Pyrah – South East Thoroughbred and Performance Nutritionist.

❚ ❚ ❚ ❚ ❚

Walking stick specialist Classic Canes is delighted to announce the appointment of Cordelia Chapman as Account Manager. Cordelia will work closely with company directors Charlotte Gillan and Diana Porter to provide sales and customer service support to the family-run firm’s 2,000 stockists in the UK and abroad. Cordelia says, “I am really looking forward to meeting Classic Canes’ stockists and learning all about the very specialist subject of walking sticks.”

Bedmax shavings has announced the appointment of Christopher King as Timber Manager. Christopher joins Bedmax from King Forestry and Tree Care where he worked as a self-employed forestry contractor, timber faller and arborist. Christopher King

Danielle Meehan

Dechra Veterinary Products has boosted its equine team focus in the West of England with the appointment of a keen equestrian with a strong background in sales. Danielle Meehan has taken up the post of Equine Sales Manager to allow Dechra to deliver increased customer contact and support for veterinary professionals in the West of the country. Emma Jennings, Brand Manager Equine said: “Danielle’s skill and passion for horses means she is ideally placed to help Dechra extend the support it can offer veterinary professionals who work in the equine sector.

Equestrian February 2016 Business www.ebmonthly.co.uk

New Kanyon Outdoor Website goes live T he New Year has brought with it a brand new website for Kanyon Outdoor that reflects the brand’s position as a premium supplier of outdoor and equestrian footwear. The New site; www. kanyon.global also utilises a newer .global suffix which is indicative of the company’s growth into global markets. The new www.kanyon.global website is completely responsive, so it can be viewed just as easily on a smart phone or tablet as it can on a PC. It is also possible for visitors to the site to have a real time online ‘chat’ with a Kanyon staff member to answer any queries they may have. Kevin Freeland, business manager for Kanyon Outdoor comments “The Kanyon brand is going from strength to strength both in terms of website activity and requests from retailers to stock the brand. We felt that it was time we redesigned our website to bring it more in-line with the core values of the brand and to reflect the high quality of the products we supply.”

xxxx

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Equestrian Business

launch it

prepare Increase circulation

perform recover Support mobility

Reduce muscle tension,aid warm-up and warm-down to help prevent injury

Mesh rug, Royal Quick Wraps leg wraps, fetlock boots and Award winning tendon boots, all with Welltex®. Saddle pads, stable and turnout rugs also available.

Supple Muscles and Joints - Back on Track’s own unique Welltex® fabric works by reflecting the body’s infrared heat due to the infused ceramic particles in the textile, helping to support circulation and ease muscle tension. Visit our website to download a brochure. For more information on how to become a stockist, contact us at uk@backontrack.com.

Learn more at www.backontrack.com

For those Feed as nature hairy moments intended

20152701-EBM-Feb_BackonTrack-final 27 January 2016 13:54:50

The EquiGroomer is a fabulous eye catching grooming product, which has taken the dog world by storm and is now set to become the equestrian grooming tool of 2016.

ade in the US, this simple but effective design, enables hairy coats to be thinned out, including removing excess grease build up. The metal blade has tiny even serrations and can be used on the most sensitive or soft skinned animals. Even in less hairy conditions, it can be used

every day as it massages and keeps the skin and coat in great condition. The blade is gentle but effective and can be used at any angle, in any direction or with any degree of pressure. It can be used on a daily basis and not only removes loose hair but dirt too! The handle is shaped and made from wood and coated with a high shine, painted finish. It is available in two sizes – small, 13cm wide – and large, 24cm wide and a choice of eight eye catching colours. RRP: Small: £17.95 Large: £21.95

StableGraze is a revolutionary automated forage feeder which will change the life of stabled horses.

rought to you by the team at Silvermoor Haylage the unique design allows horse owners to divide feed rations into three separate feeds which will be released at pre-programmed intervals throughout the day or night. Horses digestive systems are designed to for little and often feeding however this is often impossible for some owners to achieve as they are unable to be at the stable continuously. As a result horses can be left with a whole day or night’s ration in the stable at once which they can eat in a short space of time leaving them to stand, unoccupied, until their owner returns. We believe horses should be fed as nature intended rather than be forced to

adapt to human schedules. The unique design is made of three separate compartments each of which can be filled with up to 5kg of forage. The easy to use control panel allows the owner to set the time they wish each feed to be released giving complete control to ensure the horse is fed the right amount at the right time.

For further details on trade pricing and becoming a stockist:

Find out more at www.stablegraze.com

Contact Vicky Goody, sales@totallysmart.co.uk Tel: +44 (0)1823 681076

Call +44 (0)1665 602587 or email: info@stablegraze.com

Equestrian February 2016 Business www.ebmonthly.co.uk

launch it

NEW Coopers Gut Range Well-known to equestrians across the UK and Ireland, Coopers, the brand that brought us Coopers Fly Repellent Plus has just launched a new range of feed supplements aimed at supporting good health from the inside out.

nveiled at BETA International, this exciting range will be welcomed by leisure horse owners right up to professional riders. Most owners are constantly looking for ways to support their horses’ gut function, coupled with a desire to keep their horse as healthy as possible. Healthy gut flora are fundamental for good fibre digestion, but the way horses are managed in modern husbandry practices can make it difficult to provide the type of diet which is high enough in fibre and affords the right environment to maintain a healthy gut bacterial equilibrium and hindgut function.

The Coopers Gut range helps to support normal gut function using a mixture of prebiotics and postbiotics which support the healthy (beneficial) bacteria and help maintain the normal gut flora equilibrium. By using prebiotics and postbiotics there is no need to supplement with a probiotic (live bacteria) as these compounds will support the resident healthy bacteria. At launch there are three products within the range:

be used during periods of high energy requirement to maintain optimum body condition. Coopers Gut Equalise A prebiotic and postbiotic oral paste to help maintain normal digestive function in foals and adult

horses, during times of stress or digestive imbalance. Coopers Gut Assist A prebiotic and postbiotic oral powder for horses, enriched with smectite for use during periods of digestive disturbance.

Coopers Gut Support Prebiotic and postbiotic pellets to be mixed with feed or fed alone for daily use to help maintain normal gut function. It can also

To find out more and to be a part of this range’s success contact your MSD National Account Manager or wholesaler today.

EBCoopersgutrange.pdf

Further information is available from: MSD Animal Health. Tel: 01908 685 685 www.coopers-range.co.uk

22/01/2016

16:20

A HORSE’S WELLBEING STARTS

A COMBINATION OF PREBIOTICS AND POSTBIOTICS

HERE

Introducing NEW Coopers Gut Range Coopers Gut is a new range of feed supplements containing a blend of prebiotics and postbiotics. Designed to help maintain a healthy gut flora and hindgut function, Coopers Gut works to help keep horses healthy from the inside out. Contact your MSD Animal Health Account Manager today to find out more or visit www.coopers-range.co.uk

HELPING MAINTAIN A HEALTHY GUT www.coopers-range.co.uk

February 2016 www.ebmonthly.co.uk

Equestrian Business

product watch Award winning nutrition With a growing concern in the equestrian industry surrounding sugar content in horse feedstuff, the Horseware Nutri- Lick allows for a highly palatable alternative to high sugar feeds, licks and treats. It contains 60% to 70% less sugar than any other comparative product on the market. Removing the large quantities of sugar traditionally used in licks means that there’s more room for a high nutrient quantity in the formulation, making the Horseware Nutri-Lick the most nutritious treat on the market.

www.horseware.com

An end to mane loss

Woof Pouf

The No Mane Loss Clever dome neck on these turnout rugs provides complete coverage, takes pressure off the mane and increases air circulation to prevent hair follicles becoming starved of oxygen and falling out. The articulated full-neck design relieves pressure on the withers and allows the neck cover to stay in place while the horse grazes. An antirub lining and tri-vent shoulder gusset give an enhanced fit and freedom of movement, preventing rubbing on the shoulder.

No pressure!

www.matchmakers.co.uk

Significant pressure tests prove the HRP Pressure Reducing WING Saddle Pad exerts no pressure on the horse behind the saddle, over the lumbar spinous processes and significantly less mean pressure in all gaits when compared to conventional saddle pads. Conventional saddle pads do produce some pressure, which may lead to rubbing and sores on the horse’s back. The WING Saddle Pad has eliminated these problems through its innovative design. There are different designs for each equestrian discipline all with a striking visual appearance.

www.absorbine.co.uk

www.hrpequestrian.com

A touch of magic It’s easy with Easidri The super absorbent grooming towel reduces grooming times by up to 60% and can be used all year round. It’s made from a special material that absorbs water like a sponge but moves like a towel to give exceptional performance. For best results it should be wrung out between wipes to free any collected water. It is then stored, damp, in the plastic tube it’s supplied with. Available in three sizes. RRP starting: £11

www.trilanco.com 10 Equestrian February 2016 Business www.ebmonthly.co.uk

The ShowSheen Woof Pouf is a new addition to the pet range and offers a convenient and easy way to bath a dog and remove offensive odour. The unique ShowSheen Woof Pouf contains Ordenone soap beads that help eliminate even the toughest odours - including fox smell. This convenient bathing tool provides a rich lather bath after bath, lasting for 15 or more washes, offering dog owners a simple solution to one of their most common problems smelly dogs.

As part of the Battles group, Hy Equestrian’s range now encompasses over 1000 product lines in 14 horse care brands. The HyShine range offers high quality grooming products for keeping horses coats shiny and tails tangle free. The HySHINE Magic Finish Detangler is ideal for use on manes, tails and coats. Rich in silk proteins, resulting in easy to manage manes and tails, it nourishes the coat leaving it smooth and sleek with an all over perfect finish. A great product for those last minute touch ups. Available in 500ml RRP: £7.20

www.hy-equestrian.com

for the finest performance - in coat care...

...dreamcoat • Ultimate high-gloss shine 3 • Unique non-slip formula 3 • Can be used prior to plaiting 3 • Suitable for under the saddle patch 3 • No grease or residue 3 • Virtually silent, fine mist spray 3

A complete range of horse care products including the iconic & best-selling Canter Mane & Tail, all benefitting from the revolutionary Equimist 360° application technology.

For more information, please contact our customer services department on 0800 867 283 February 2016 www.ebmonthly.co.uk

Equestrian 11 Business

NEW PRODUCT

O-MEGA SHINE Attain & Maintain A Show Winning Coat 100% Cold Pressed Hemp Seed Oil A Vegetarian Source of Omega Oils 87% Omega Oils Contains Omega 3, 6 & 9 Essential Fatty Acids Can also be massaged into the skin Sizes 1 lt to 5 lt. See results with just 20ml daily. Average 2.5lt lasts 125 days FROM THE MAKERS OF

12 Equestrian February 2016 Business www.ebmonthly.co.uk

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

Coat care

Cash in on

coat care In 2015 it was estimated that in Britain alone there was just short of one million horses, creating a healthy revenue stream for manufactures and retailers in horse care products. Owners are always looking for technological and scientific advances to make day-to-day tasks more enjoyable, effective and perhaps above all, easier.

“taking a leap of faith with a new brand or product can prove profitable”

ith the advent of social media providing a valuable source of word-of-mouth traffic, those who find themselves importing, manufacturing, wholesaling or retailing the latest ‘must have’ product will find themselves ahead of the game.

What to stock?

As a retailer of horse care products it pays to ensure you keep up with the latest products

and have enough knowledge in order to offer sound advice, or at least know where to point customers in order to get the right answers. Remember value for money is key. Consumers still look at price before buying and will not always compare like-forlike before making their buying decisions. Often a product can seem a little gimmicky, but if it creates a following then it pays to have some in stock, as the latest trend always captures

attention in store. “It can be a hard choice for retailers to know exactly which brands to choose as the show and turnout market can be quite fickle,” says Vicky Goody of UK based manufacturer Smart Grooming. “We would recommend speaking directly to the different brands if possible and find out exactly what products are selling well, what is their unique selling point, and listen to your own

customers’ requests. Although well–known brands will always sell, consider the lesser known if you are asked for them, as there will often be a reason for this.” When looking at which products to stock, taking a leap of faith with a new brand or product can prove profitable. Smart Grooming as an example has created a brand new tool that they feel will prove a hit. “New to the market this Spring is the EquiGroomer. Designed

February 2016 www.ebmonthly.co.uk

Equestrian 13 Business

coat care and made in the US, it is a really simple, but effective coat shedder which makes grooming anything hairy, short or long haired, a particularly enjoyable experience for both owner and animal,” says Vicky. Another new product, from Carr and Day and Martin, is the Equimist 360, a revolutionary spray action design. Originally launched during the Danish Trade Fair “Hestesportsmessen”, the design has won numerous awards for innovation and has rocketed through international markets. Used on all of Carr and Day and Martin’s coat care products, it has more than proven itself as a best seller for retailers. Medi-Care shampoo from Shapley – a leading horse care manufacturer in the United States is also being launched this year. “The new shampoo is an anti-fungal, anti-bacterial that both treats and prevents scratches, rain rot, greasy heals and other skin conditions. It contains essential oils proven to work and the shampoo is gentle but highly effective on tough skin problems. It also produces a high shine to the coat,” explains the company’s Director of Marketing Sally Stith-Burdette.

Identify ingredients

Consumers generally buy out of habit, based on past experiences, and will often stick with a brand they’ve used before, without giving too much thought to the ingredients that make up their favourite detangler or whitening shampoo. Many companies now take an ethical stance in this

field, ensuring only the safest of ingredients are used to give retailers peace of mind they are selling risk-free products. “At Smart Grooming, we are concerned with what ingredients are actively used and are particularly keen to find shampoos that are kind on sensitive skins and contain more naturally derived ingredients. Horses like humans can be irritated by certain detergents and we do advise to do a skin test on pale skinned animals or those that are proven to irritations before using fully,” says Vicky. “Many shampoos contain Sodium Lauryl Sulfate (SLS) and this is the harshest of the sulfates commonly found in shampoos. It’s both a foaming agent and cleanser. It’s so good at cleaning that it’s commonly used as an engine cleaner too! It will strip the natural oils when used on a regular basis and is one of the primary causes of skin irritation.” Sally Stith-Burdette, agrees that consumers know little when it comes to ingredients in ‘lotions and potions’, confirming that this is happening overseas as well as in the UK. In order to protect retailers and consumers Sally reassures buyers that, “our products use only human grade ingredients,

made especially for horse hair which increases efficiency and keeps the products safe and gentle for even sensitive horses. Nothing we make will cause harm to the hair even when used over time. We make sure that they are compliant with the USEF and FEI current policies so they are safe to use in competitions. We do at least one year of rigorous testing of new products on all types of horses.” Online retailer, Animal Health Company, has also acted against harmful ingredients and will only stock shampoo products that offer the best results – cleaning any dirt and debris but without stripping any natural oils. Some of the brands they stock include OzOil, Grooms Choice and Grooming for Excellence.

“The shampoos work by adding colour in layers – the more times you use it the deeper and richer the colour becomes”

14 Equestrian February 2016 Business www.ebmonthly.co.uk

Specialist products

Throughout the industry the debate around specialist shampoos and colour enhancing products continues. With companies frequently making advancements in this segment of horse care products, it is important to consider both sides of the story. Vicky is cautious in her opinion, “With regards to potions and lotions that are readily available for the equine market, there are some which are specifically designed to brighten or whiten or help with lifting awkward stains, there is always a place in the market for this type of product as horse owners are keen to produce the best possible results for turnout whether in the show ring or for general competition usage. Where special

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coat care coloured shampoos to bring out the natural hair colours are concerned, I am not so sure how effective these are, but again, if there is a certain brand that has proven itself, then I am sure it would be worth stocking.” Conversely, Sally totally believes such products have a firm place in the market and are a necessary addition to any horse owner’s grooming kit. “Our colour enhancing shampoos are

“coat care will move in even more ethical and efficient ways different than others out there in that, as an equine company who owns show horses, we are always on the front lines in developing products that work. Our colour enhancing shampoos are deeply conditioning as well as containing more colour pigment than anything else on the market. This is especially necessary when horses are clipped or sun bleached. The shampoos work by adding colour in layers – the more times you use it the deeper and richer the colour becomes. It’s a colour boost even to a horse with a perfect coat. The whitening shampoo is very different than anything on the market currently. Blueing shampoos work by stripping the stain out of the hair. But doing this can cause the shaft of the hair to be open and in turn attract more stains producing a vicious cycle. We add a deep conditioner to our whitening shampoo that actually seals each hair after the stain has been removed or lightened and therefore deters future stains from grabbing hold of the hair.”

Another well–known, coat care range comes from W. F Young through its brand Absorbine. Absorbine products have an established market position in specialised colour enhancing shampoos with one of the best selling being ShowSheen Miracle Groom. It is a patented five in one formula designed to brighten all colours, remove all grease and stains whilst conditioning and protecting a horse’s coat.

Future trends

Learning to predict future trends can often help retailers to plan ahead, with seasonality and the advancements in welfare as contributing factors. Shampoos and coat applications are more of a spring and summer product, whereas grooming kits and brushes are pretty much year round sellers, perhaps with a spike at Christmas for smart

looking sets and so your stock should reflect that. “There will be more variations on similar products I’m sure over the next few years,” says Vicky, “but we would be looking at liquid products that are derived from more natural ingredients. The welfare of the horse should always be at the forefront, whether it’s from using grooming equipment that is humane, to potions and lotions that are as irritant free as possible.” Sally is in full agreement, “I think coat care will move in even more ethical and efficient ways. Products are improving all the time making them easier and more efficient to use. Instead of products potentially harming hair over time the newer versions including all of Shapley’s current products will increase coat care, health and shine.” As knowledge on contagious diseases such as equine flu

and strangles increases, so does demand for products that can help prevent the spread of diseases. Bentley Brushware has given this progression serious consideration and has developed a new range of deluxe equestrian grooming products featuring anti-bacterial technology, which make an ideal addition to grooming collections. Part of the well-known SlipNot brand, the anti-bacterial collection has been designed following extensive consumer research and features Microban Silver Shield technology, which is built into the bristles to kill and inhibit the growth of up to 99.99% of bacteria, including E.coli. Microban protection works as soon as bacteria comes into contact with the bristle surface, as the antibacterial technology prevents bacteria from reproducing, so the lifecycle cannot proceed and dies.

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February 2016 www.ebmonthly.co.uk

Equestrian 17 Business

Retail Finance

OppORtunity

KnOcKs

Increasing numbers of retail brands are providing point-of-sale finance for their customers. If you aren’t among them, are you missing out? Emily Thomas of Omni Capital Retail Finance explains how offering credit can help grow your business, improve profitability and allow you to compete more effectively for precious consumer footfall.

Case study the airgun Centre The Field Sports sector covering sporting guns and angling is a market very similar to the Equestrian market. Over the past few years, finance has become prominent within the sector. The following case study illustrates how, by offering point-of-sale finance, one well-known retailer has significantly increased turnover while enhancing its customer proposition. The Airgun Centre has been offering finance for three years. During this period, it has submitted over 8,500 applications for customer finance and has seen turnover increase by over 20 per cent. The most common finance option offered by the retailer is the 19.9% APR product repayable over 36 months. Peter Zamit, Managing Director at The Airgun Centre said: “Retail finance is a vital tool for us. We have a substantial amount of customers who take advantage of the facility”. Peter also noted that average order values from customers had risen since the introduction of point-of-sale finance, with consumers who purchase on credit typically spending more than nonfinance customers.

18 Equestrian EquEstrian February 2016 Business wwww.ebmonthly.co.uk ww.ebmonthly.co.uk BusinEss

hoice, it’s everywhere, so how do you ensure you stand out from your competitors? Do you try to compete on ticket price? Do you offer superior products? Is ‘service’ your secret weapon? Or do you choose the path of heavy discounting or other promotions, any of which can cause serious damage to vital profit margins? One way to stand out from the crowd without harming your bottom line is to offer customers a choice when it comes to paying for their purchases. Whilst this might not seem an obvious opportunity, increasing numbers of UK retailers and traders are using this simple but highly effective sales tool.

What is retail finance?

Retail finance is the means by which you offer your customers the ability to pay for goods or services in monthly instalments, so allowing them to spread the up-front cost of purchases. Offering it can be of particular benefit where the cost of purchases often runs into hundreds, if not thousands, of pounds. The price of many high-end products, such as specialist saddlery or stabling, can deter potential customers from placing valuable orders. By offering them the option to spread the cost in more-manageable monthly instalments, you not only improve your chances of securing a transaction that might otherwise be lost but help to satisfy your

customer’s desire to pursue their passion - not only at an affordable price, but there-and-then rather than at some future time.

Hidden benefits

Whilst the benefits of retail finance might seem obvious to more financially-savvy consumers, retailers and traders are often, and surprisingly, far less aware. Ignoring the option could mean denying yourself the opportunity to make sales. Increasing sales is a key objective for every retailer but one that can seem daunting in the face of stiff competition, the rise of Internet trading and the challenging economic environment. By offering finance, you can increase trading volumes by ensuring your products reach a wider audience previously unavailable to you. Critically, this new audience will enhance, but not replace, your loyal customer base, among whom many could also benefit

Grail for retailers: enhanced order values or, expressed more simply, up-selling. Consumers who purchase using finance typically spend 30 per cent more than non-finance customers. The reason is simple: consumers using finance are able to trade-up to better quality, higher-priced products because their purchasing power is boosted courtesy of being able to spread the cost over a period of months. Many also choose to make multiple product purchases for the same reason.

cash flow is king

As any successful entrepreneur or trader knows, cash flow is the lifeblood for small and medium-sized-businesses. Sadly, the history books are littered with the names of firms who, despite offering great products or services, have failed because income did not keep pace with expenditure.

“The opportunity to purchase using finance allows your customers to make instant buying decisions rather than deferring to another day.” from your enhanced offering. Figures supplied by our own retailer partners show that offering point-of-sale finance can increase retail sales by 20 per cent. Whilst increasing your turnover will always be welcome, another key benefit derived by offering finance is, arguably, the Holy

Whilst plastic - whether of the credit, debit or loyalty variety - is the preferred purchasing method for many consumers, it isn’t necessarily best for retailers, most of whom operate under very tight margins. Credit cards come with merchant fees and payment terms that are often painfully slow. Cash caught ‘in

about omni Capital retail FinanCe Omni Capital Retail Finance is one of the UK’s leading providers of retail customer credit solutions. Privatelyowned and funded, Omni Capital Retail Finance is different from the High Street banks and offers retailers and traders a range of competitive and flexible finance plans. If you are interested in offering retail finance, or would simply like to find out more with no obligations, Omni Capital Retail Finance would be pleased to hear from you.

Whilst plastic whether of the credit, debit or loyalty variety - is the preferred purchasing method for many consumers, it isn’t necessarily best for retailers

limbo’ between banks cannot be reinvested in fresh stock or to pay creditors. However, retail finance can provide a solution. Whilst varying from lender to lender, most providers of point-of-sale finance offer faster settlement terms than do credit card providers. A number, including Omni Capital Retail Finance, even offer next-day BACS payment once goods have been dispatched. In cash flow

terms, this allows you to operate your business as efficiently as possible.

competing with big brands

Once dominated by the big high Street banks, the retail finance sector is now well-served by a new generation of lenders keen to lend and forge long-term partnerships. Unlike the banks - who remain

Frequently asked questions:

Q A

Is retail finance common in the equestrian trade?

As the equestrian market is dominated by a large number of small businesses rather than nationwide chains, awareness of this type of finance is not as high as in other retail sectors. Many store owners are passionate about their products and serving their customers.

Q A

How can I offer finance?

The first step is to identify a finance provider. Choice is improving every year, and we suggest you shop around for the best terms. You will also wish to satisfy yourself as to the lender’s credentials, their suitability as a partner and, crucially, their long-term commitment to the equestrian sector.

Once selected, your lender partner should provide handson assistance to guide you through the set-up process. This isn’t complicated, but you will want to feel comfortable you understand it fully before launching to your customers. Most lenders will allow you to operate your facility in-store, online and/or via mail order. This gives you the flexibility to run whichever system most suits your business model.

Q A

Will it cost me anything to offer finance?

Depending on the finance provider, the associated costs will vary. Some lenders, charge no costs for settingup and running your finance facility. Others, however, might. It’s therefore worth researching your options before reaching a final decision.

www.ocrf.co.uk

reluctant to lend to any business other than those with a long track record and a pristine credit history - new lenders are taking a more flexible, pragmatic approach. As a result, point-of-sale finance is now more accessible than it has been for years. Product choice is also improving; as is the technology that supports the critical credit approval and administrative processes. Consumers, too, are increasingly aware of the advantages of buying through finance. All this has led to a surge

in demand from forward-thinking retailers and traders of different shapes and sizes. If you are not among them, how do you compete? Retail finance is not in itself a ‘magic bullet’. It is not suitable or desirable for every client. But having it in your armoury will enhance your offering, extend customer choice and help make yours a more complete, modern-looking retail business. By not offering it, will your customers - current and future look for somebody who does?

Under current consumer credit regulations, anyone offering finance which is interestbearing and extends over 12 months must hold a valid licence issued and regulated by the Financial Conduct Authority (FCA). Applications for licences must be made via the FCA. The cost will vary depending on the size of the retailer. However, as a rough guide it normally costs around £100 to submit an application. Your chosen finance provider should be able to provide helpful advice to help steer you through the process.

How long does it take for a customer to complete an application?

Once again, this will depend on the finance provider with whom you are working. However, applications

submitted through ‘paperless’ online platforms (available from the market leaders) should only take a matter of minutes. Credit approval decisions are returned within seconds, allowing you to concentrate on selling and running your business rather than lengthy paperwork.

How do I know that a customer can afford the products?

It must be stressed that purchasing via finance is not suitable or right for everybody. If you work with a reputable lender they will use sophisticated credit approval technology designed with this in mind and will take great care to ensure customers only take on a commitment that they can afford and for which they are financially suited.

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Equestrian EquEstrian 19 Business BusinEss

20 Equestrian February 2016 Business www.ebmonthly.co.uk

nutrition

FEEding For PErFormancE

Most customers will walk in store with some idea of the feed they are looking to buy, even if it’s just the ‘type’ of feed. Energy sources are obviously a major focus when feeding competition horses, but as Jane Buchan of Baileys Horse Feeds explains, when it comes to feeds for performance, there are other important nutrients, whose presence in the correct balance and at the right levels, are key to optimum performance.

eed company websites are a great source of information for yourself and your customers, but in order to ensure you are giving the right information, it’s ideal if you can learn a little of the science behind the energy sources.

Energy - cereals and starch

Cereals are a commonly-chosen source of energy for performance horses and contain starch, which consists of chains of glucose packed tightly together so that each grain contains a lot of energy. Starch is digested by enzymes in the horse’s foregut or, if it reaches the hindgut, will be fermented by the resident bacterial population. Digestive upsets can occur if too much starch reaches the hindgut, so cereals tend to be cooked to render the starch more digestible and ensure that as much is digested in the foregut as possible. Advising customers to keep meals that contain cereals small will help them to avoid overloading their horse’s relatively small and inflexible stomach. If more than 4lb (1.8kg) of concentrates is fed

at any one time, the risk is that feed can pass out of the stomach and small intestine before it is “ready” so could reach the hindgut and cause problems.

Energy - oil

Oil is even more energy-dense than cereals; supplying 2¼ times as much energy. The energy from oil is slow release and used by the horse’s muscles when working at low intensities. This spares all-important stores of glycogen (the storage form of glucose) for use by the muscles when work intensity increases so has the effect of improving stamina. The higher the oil content of the diet, the greater the body’s requirement for antioxidants to counteract the free radicals produced during its metabolism so, if straight vegetable oil is fed in quantities greater than 100ml, the diet should also be supplemented with antioxidants, like selenium and vitamin E. Feeds or supplements with elevated levels of oils, should contain the necessary supporting antioxidants to avoid the need for further supplementation.

Energy - fibre

Although it does not contain the concentrated levels of energy of starch and oil, fibre is a vital component of the horse’s diet because it also helps to promote healthy gut function. Bacteria in the hindgut of the horse are responsible for the break down of fibre which they do by fermenting it. This process produces volatile

fatty acids (VFAs) which can be used directly as an energy source or converted to fat or glucose. The energy content varies significantly between different fibre sources so the type and quality of the fibre fed will influence the overall energy content of the diet. Good quality forage can make a valuable contribution to the horse’s energy requirements and can help keep the amount of supplementary calories required to a minimum. Your customers may be interested to know that digestible fibre sources, like beet pulp and soya hulls, are increasingly included in compound feeds and yield more energy per kilo than average hay or haylage.

Body building protein

About the Author Baileys Horse Feeds Marketing Manager, Jane Buchan, is a keen eventer and campaigns two horses, her own gelding and another who belongs to Baileys Director of Nutrition, Liz Bulbrook. Last season both horses stepped up to Intermediate, with Liz’s horse coming second in his first attempt at the level and Jane’s own horse, Carleton, picking up 10th at Hartpury CCI* and 13th at Aldon CIC**. “We work with a lot of event riders and it’s great to be “out there” with them,” says Jane. “More importantly, we understand the challenges they and working riders face so can base our advice on practical tried and tested solutions!”

muscle tone and strength and his top line and general “outline” will be more angular than rounded and “muscley”. Good quality protein sources include soya and alfalfa and are rich in “essential” amino acids, which must be provided by the diet because the body cannot make them. Forage contains some protein but supplementation is generally advisable for a performance horse. In a fully balanced diet the protein element is not used as an energy source but, when a horse’s diet does not provide sufficient calories, the body’s fat stores are used first to provide energy then, when they are depleted the body will start to break down its own muscle tissue (protein) for fuel.

LittLE things that mattEr Vitamins &minerals

February 2016 www.ebmonthly.co.uk

Equestrian 21 EquEstrian Business BusinEss

nutrition “Good quality forage can make a valuable contribution to the horse’s energy requirements”

Energy - cereals and starch Cereals are a commonly-chosen source of energy for performance horses and contain starch, which consists of chains of glucose packed tightly together so that each grain contains a lot of energy. Starch is digested by enzymes in the horse’s foregut or, if it reaches the hindgut, will be fermented by sources, like beet pulp and soya hulls, are increasingly included in compound feeds and yield more energy per kilo than average hay or haylage.

Body building protein

One of the main issues customers try to avoid when feeding competition feeds is excitable of fizzy behaviour. Contrary to popular myth, dietary protein is not primarily an energy source so is not the cause of fizzy behaviour nor is it culpable for diseases like laminitis or tying-up. Protein is made up of amino acids which provide the building blocks for all body tissues, of which muscle, tendon and ligament are of particular importance to the performance horse. If a horse’s diet is deficient in good quality protein, it is likely he will lack muscle tone and strength and his top line and general “outline” will be more angular than rounded and “muscley”. Good quality protein sources include soya and alfalfa and are rich in “essential” amino acids, which must be provided by the diet because the body cannot make them. Forage contains some protein but supplementation is generally advisable for a performance horse. In a fully

22 Equestrian February 2016 Business www.ebmonthly.co.uk

the resident bacterial population. Digestive upsets can occur if too much starch reaches the hindgut, so cereals tend to be cooked to render the starch more digestible and ensure that as much is digested in the foregut as possible. Advising customers to keep meals that contain cereals small will help them to avoid overloading their horse’s relatively small and inflexible stomach. If more than 4lb (1.8kg) of concentrates is fed at any one time, the risk is that feed can pass out of the stomach and small intestine before it is “ready” so could reach the hindgut and cause problems.

intensity increases so has the effect of improving stamina. The higher the oil content of the diet, the greater the body’s requirement for antioxidants to counteract the free radicals produced during its metabolism so, if straight vegetable oil is fed in quantities greater than 100ml, the diet should also be supplemented with antioxidants, like selenium and vitamin E. Feeds or supplements with elevated levels of oils, should contain the necessary supporting antioxidants to avoid the need for further supplementation.

Energy - oil

Energy - fibre

balanced diet the protein element is not used as an energy source but, when a horse’s diet does not provide sufficient calories, the body’s fat stores are used first to provide energy then, when they are depleted the body will start to break down its own muscle tissue (protein) for fuel.

are in short supply, the energy sources cannot be utilized to the full. Vitamins are involved in many essential body functions, for example vitamin D helps the body absorb calcium and vitamin K is involved in the blood clotting process. The B group of vitamins are involved in metabolism and the release of energy from the diet and are manufactured bacteria in the horse’s hindgut. This places further emphasis on the maintenance of forage intake to help ensure a healthy population of gut bacteria.

Little things that matter Vitamins &Minerals

The importance of vitamins and minerals in the competition horse’s diet cannot be over emphasised. Copper, for example, is important for the formation of haemoglobin (which carries oxygen in the blood) and plays a major role in the mobilisation and utilisation of iron. Horses who become fatigued or “below par” at the end of a season may be diagnosed as slightly anaemic, for which the long-term-fix is a fully balanced diet, supplying sufficient copper, rather than a quick-fix dose of an iron-based blood tonic. All minerals have many functions within the body but zinc and manganese are also vital components of enzymes and play an important role in the utilisation and metabolism of carbohydrates and fats so, even though a diet may supply more than enough carbohydrates to fuel performance, if the micronutrients

Bio-availability

Since they are so important, reputable manufacturers now include certain minerals in a more bioavailable form in those feeds designed to support performance. Bioplex® minerals, for example, are “chelated” which involves attaching copper, zinc and manganese, to carbohydrate or protein molecules so that they are more easily absorbed and utilised by the horse’s body. Likewise, selenium included in the form of an organic seleno-yeast, like SelPlex®, also ensures the improved bioavailability of this essential mineral to the horse at peak fitness and during times of stress.

Antioxidants

it. This process produces volatile fatty acids (VFAs) which can be used directly as an energy source or converted to fat or glucose. The energy content varies significantly between different fibre sources so the type and quality of the fibre fed will influence the overall energy content of the diet. Good quality forage can make a valuable contribution to the horse’s energy requirements and can help keep the amount of supplementary calories required to a minimum. Your customers may be interested to know that digestible fibre Selenium and vitamins, like C and E, are very important as antioxidants, since the greater the physical demands on the horse, from performance and the associated stress, the more free radicals are produced. They are also involved in the immune response, helping protect against the potentially increased challenge of disease experienced by the busy competition horse.

Balance

The correct balance of both is essential as they can affect the use of other nutrients and minerals, in particular, interact with each other so too much of one can “tie-up” another making it unavailable. It is no use having high levels of minerals in a feed, however, if they are in a form which the body struggles to absorb and/ or utilise. Manufacturers can now use “chelated” minerals, which are attached to protein or polysaccharide molecules so that they are more easily available to the body (bioavailable).

The complete package

Whilst forage supplies a range of nutrients it will need supplementing to support optimum performance. A

Until you’ve fed him Calm & Condition®… ...you’ll never know how glossy his coat could be Calm & Condition® ➤ Barley and molasses free, low starch and low sugar* ➤ For horses and ponies at rest to hard work ➤ Ideal for horses and ponies that need to put on or maintain condition ➤ Quick soak in less than ten minutes

compound feed, balancer or supplement will provide the necessary essential nutrients, accompanied by varying levels of additional calories. As we’ve illustrated, however, it’s important to choose one which is both formulated for performance and contains good quality ingredients, in order to make a real difference.

Customer concerns

Customers often come in store looking for answers for their individual horses, but there are often questions that arise time and again.

My horse has a gastric ulcer With so many working and performance horses now being identified with gastric ulcers, diets are increasingly recommended which minimise starch intake as this helps control the overall acidity of the gut and thereby reduces the risks of ulceration.

I’m concerned about my horse tying up The management of horses who are prone to tying-up also involves keeping starch intake to a minimum, but advise your customers to also ensure that the diet is fully balanced with essential vitamins, minerals, electrolytes and antioxidants. What customers should know •Reduced starch compound feeds – with starch levels below

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Equestrian 23 Business

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nutrition

Pick of the products

A quick scout around reveals a huge number of competition feeds on the market. If you’re looking for some inspiration on what products to stock, here’s a taster of what’s on offer.

Allen & Page Spillers Response Calm & Condition Response slow release energy cubes are a favourite with competition riders such as event riders Wills Oakden and Becky Woolven and show jumper James Smith. Controlled levels of cereal starch blended with high digestible fibre and oil help to deliver manageable power when it’s needed. Response adheres to the (NOPS) code to ensure your customers can rely on the brand’s renowned quality and safety.

A diet fuelled by slow release energy from fibre, combined with regular exercise and training helps to produce good top line and great condition. Calm & Condition is high in fibre, low in sugar and starch and contains linseed and soya oils, as well as vitamins and minerals for a balanced diet. A soaked feed for horses who need to put on or maintain condition it is also used successfully for competition horses who are working hard.

www.spillers-feeds.com

Blue Chip Pro

www.allenandpage.com

Saracen Enduro Performance Enduro-Performance is a high oil, energy efficient mix formulated to meet the nutritional needs of the performance horse. Fully fortified with vitamins and minerals to optimise resistance to stress and aid efficient muscle function. The high fibre levels support digestive health and aid gut mobility during competition. Super fibre energy sources provide long lasting energy release and contain powerful antioxidant protection.

www.bluechipfeed.com

www.saracenhorsefeeds.com

Baileys Top Line Conditioning Cubes The go-to feed for weight gain, these cubes are also a popular nonheating performance feed. With quality protein, to build and repair muscle tissue, and performance levels of vitamins and minerals they now contain additional natural antioxidants to support recovery plus pre and probiotics for gut health.

www.baileyshorsefeeds.co.uk

Blue Chip Pro contains a probiotic yeast, along with a prebiotic and an elevated level of vitamins, minerals and nutrients. Ideal for competition horses and ponies, Pro also includes a blood building formula, a hoof and respiratory supplement and Nucleotides which aid nutrient absorption, reduce recovery rates and assist the immune system.

Dengie Alfa-A Oil Alfa-A Oil is the ultimate pure alfalfa fibre feed for fuelling work, improving stamina and promoting condition. It provides 12.5MJ/kg of slowrelease energy e quivalent to a conditioning/ competition mix or cube, but with 10x less starch. It contains no added sugar, cereals or preservatives and is fed by Dengie ambassador and 4* eventer Lucy Jackson.

www.dengie.com February 2016 www.ebmonthly.co.uk

Equestrian 25 Business

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February 2016 www.ebmonthly.co.uk

Equestrian 27 Business

28 Equestrian February 2016 Business www.ebmonthly.co.uk

BETA review

BETA International 2016

The best one yet! Satisfied exhibitors, new partnerships and great business were the main themes emerging throughout the three days of the international trade show. The NEC once again proved a perfect host to the hundreds of exhibitors – welcoming equestrian businesses old and new.

he 2016 International trade show certainly lived up to its reputation as a trade fair of global significance with an audience of 4,457 industry buyers and 285 exhibitors. Three packed halls saw companies from the UK and overseas set up their stands – retailers, from small independents to large chains, joined their trade colleagues for three days of brisk business and prime networking opportunities to showcase a diverse range of products and services designed to tempt and inspire an audience of premium industry buyers. Exhibitors and visitors were invited to enjoy all aspects of the action on offer over the event. Starting with, “Talking Business” – an exciting industry debate in which hot business topics were given an airing by some of the industry’s top VIPs, hosted this year by ITV newscaster Alastair Stewart. Live action product displays involving the show’s team of

horses proved a real hit in the Charles Owen Learning Centre. Highlights included sessions with the feature sponsor’s managing director, Roy Burek, who shared his vast knowledge of rider safety equipment, bitting expert Heather Hyde, of main sponsor Neue Schule and BETA executive director Claire Williams putting safety standards under the spotlight. The Dungs and Don’ts of parasite control seminar held by Jim Wishart and contributed to by other visiting SQPs, was followed by another seminar – hosted by Blacks Solicitors, providing useful and thought–provoking advice for visitors on how their businesses might be affected by pensions and the living wage. The ever popular Equi–Thème Fashion Show certainly did not disappoint. Equestrian collections ruled the day and set the scene for buyers with the very latest designs paraded on the catwalk for all to see. The evenings

were filled with the eagerly awaited BETA International award ceremonies. Celebrating the hard work and innovation of businesses throughout the industry. Finally highlighted this year – the finest skills employed in British saddlery making were put on display in the Society of Master Saddlers competitions, which ran throughout the three days of the trade fair. Apprentices from the Saddlery Training Centre and students from Capel Manor College battled it out to secure the winner’s slot in each category. Trade fair organiser Claire Thomas was thrilled with this year’s show. “BETA International 2016 has been phenomenal,” she said. “We have had fantastic feedback from our exhibitors and visitors across the board, with many companies reporting brisk trading and retailers absolutely delighted with the exciting range of products and services on offer. “We’d like to thank all members of the trade who support the

show, as well as our sponsors – Neue Schule, Charles Owen, Ekkia, Equestrian Trade News, Hy, NAF, Shires Equestrian, Schockemöhle Sports, The Wine & Hamper Company and Toggi – without whom none of this would be possible.” In fact the show was such a success that Bit specialist Neue Schule has signed to return to BETA International as main sponsor of the 2017 trade fair, which will take place at the NEC, Birmingham, from January 22 to 24. This will be the fourth consecutive year of sponsorship by the North Yorkshire-based company. “We are extremely pleased to receive Neue Schule’s support once again and look forward to working closely with the company for another year. The decision to continue as main sponsor is a fantastic endorsement of the show’s strength and reputation as a powerful business platform for UK and overseas trade.”

“The ever popular Equi–Thème Fashion Show certainly did not disappoint”

February 2016 www.ebmonthly.co.uk

Equestrian 29 Business

Made in Britain to the

Highest Standards of Safety Kitemarked to PAS015:2011

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VG1 01.040 2014-12

Certified by SEI to ASTM F1163

BY APPOINTMENT TO HER MAJESTY THE QUEEN PROTECTIVE HEADWEAR MANUFACTURERS WREXHAM

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beta review

Demonstration Area

“This year demonstrated a noticeable increase in export interest” First impressions

New business and first time exhibitor, Horsezone commented, “This was our first time at BETA - we are only 18 months old so we thought it would be good for brand awareness to have a stand this year. We hoped to gain new advertising clients from attending and although we were not lunching anything at the show, our new rate card for 2016 was available. We achieved our goal of making new contacts and in particular we were really pleased

help and support, being first time exhibitors. I have attended the trade show before but the experience for an exhibitor compared to a visitor is very different. At this early stage of business everything is a learning experience and feedback is so important. BETA was a huge confidence boost for the brand, we made lots of new contacts with retailers both in the UK and internationally, who bought into the brand and placed stock orders – it is great to see riders are taking their safety more seriously. Very much looking forward to the next one, we hope to have an even bigger stand and possibly some new products on offer to the market. Who knows what will happen in a year.”

Old faces

Gabrielle Barrett - HorseZone

that we met brands we perhaps wouldn’t have if we hadn’t gone. For us specifically attending the event bi–annually may be more beneficial as we will target the same people each time, but overall the show was great and we really enjoyed our time there.” Another budding business making its first time appearance was Luminosity, who used the three days to launch its website and new innovative range – Visijax. Andrea Worrel comments, “I could not compliment the team at BETA more for their

The 2016 show was a phenomenal experience for family run wholesaler Trilanco, “BETA was pretty special for us this year as we won Trade Supplier of the Year for a third time,” says Martin Balmer, Managing Director of Trilanco. “It’s great to receive this kind of recognition from the industry.” This year was made all the more special by the fact that three generations of Balmers are now involved in the running of the company. Martin Balmer welcomed daughter Jessica Balmer into the company last year upon finishing her BA Honours degree in Equine Business Management at Hartpury College with an outstanding 2:1 classification. Jessica is lucky to have the

support of grandfather Derek and Mother Lisa, but she also has a lot to live up to! Jessica told Equestrian Business that she was over the moon with the award and that her father kept repeating the statement: “Make mine a triple! That’s three awards for three generations!” amongst

“the experience for an exhibitor compared to a visitor is very different” the excitement of the awards ceremony. 2016 is set to be an exciting year for the Balmer clan and their award winning business, with the purchase and development of new premises for a warehouse expansion the family are hoping for big things in the way of new clients, bigger sales and even more growth! “BETA was good for us in more ways than this though,” continued Martin. “We introduced new range Clipperman, caught up with our existing customers and suppliers, had lots of enquiries from other retailers about becoming our customers and also had a good look around for new products that we feel our customers might be interested in. The overall experience is always a positive one for us. We get a lot done in the three days we’re there; our stand is always busy and we see a lot of people, but that’s what it’s all about. We attend every year and have done for over 10

years now, and it’s something we’re planning to continue to do. It’s THE equestrian trade event in the UK and we do a lot of business there and it also creates a lot of business afterwards. The new contacts we made are exciting and we’ll work with these people, whether new accounts or new suppliers, over the coming months. It gives us good foundations to build new contacts as people get a potted version of what we’re about. They get to see our range, meet members of our team, see what makes us tick and test out our award winning customer service first hand as they learn about the company and how we can support them. "It is expensive to attend BETA, there’s no denying that, but it really is an excellent platform for us and one we’ll continue to utilise to the maximum.” John Whitaker international concurs, “BETA 2016 has been a great show for both John Whitaker International and Brogini. The show continues to be well organised and is a

Alistair Stewart talking to Tom McGuinness of horsewear

February 2016 www.ebmonthly.co.uk

Equestrian 31 Business

THE RECIPE FOR A GOOD WHOLESALER THE MOST IMPORTANT INGREDIENT FOR A WHOLESALER IS STOCK

STIR IN DEDICATED VANS ADD FRESH TRADITIONAL VALUES WHISK IN SOME PROGRESSION AND SEASON WITH FRIENDLY STAFF

32 Equestrian February 2016 Business www.ebmonthly.co.uk

SERVED ALL DAY BY AN AWARD WINNING COMPANY

TA W BE R A E A RE YE H T HE OF F T R O NE IER N L I W PP U S February DE 2016 Equestrian 33 A www.ebmonthly.co.uk Business TR

THE AGRICULTURAL, EQUINE AND PET WHOLESALER

VISIT US AT WWW.TRILANCO.COM

beta review

Horseware enjoyed a raft of awards

“2016 is set to be an exciting year for the Balmer clan and their award winning business” fantastic opportunity for us to meet new and existing business contacts. This year we worked on improving our brand clarity and product range, all of which was showcased on our newly designed stand. We plan to continue expanding on our solid foundations and core categories for next year’s show.” Westgate EFI reported “tremendous interest” in their new PAS015 Gatehouse Conquest MkII which was unveiled at the event. Helen Riley, Technical & Safety Product Manager for the brand said, “The original Conquest was extremely successful for Gatehouse so we were really keen to retain the same high level of rider appeal, whilst improving the overall design. The result is an attractive, slim line, lightweight and well–ventilated helmet that is completely unique to Gatehouse. We have also managed to significantly reduce the price point.” UK based manufacturer Fynalite said, “Increased positivity is the perfect term for describing this year’s trade show. We find BETA a great opportunity for distributors to see our entire range and any new products that are in the pipeline. This year demonstrated a noticeable increase in export interest, which for us was brilliant as we formed new partnerships and had numerous enquiries in this area. However, there may still be room for improvement from the organisers where an international stage is concerned. It would be great if they could

Champion's Ti22

34 Equestrian February 2016 Business www.ebmonthly.co.uk

attract more foreign retailers and interest to help boost export.” BETA has been an annual expedition for Finest Brands – the team behind the Toggi and Champion brands - since the very first BETA International opened its doors to the industry all those many years ago. One of the most talked about new products of the show has to have been the Champion Ti22, which heralds a whole new era of body protector comfort and protection. Sarah-Jane Fedarb, managing director of Finest Brands International explains "The Ti22 was one of the last projects that our late Chairman, John Ayres, worked on and it is extremely satisfying to have perfected it. The Champion Ti22 offers cutting edge comfort and flexibility which is achieved through its revolutionary Seg-Tek construction." With the new Autumn Winter collections for the season ahead traditionally showcased, such is the depth and breadth of the Toggi product range today that the brand now caters for pretty much every country and equestrian clothing need. Sarah-Jane Fedarb comments “We recognise that Toggi is one of Britain’s best loved country and equestrian brands and in designing every new collection, we keep this very much at the heart of our identity. However, within our country and equestrian niche, our design team has worked tirelessly to ensure that we have the widest selection of products and styles possible, to offer retailers a broad and consistent range of products that they know they can rely on.” Toggi’s footwear collection has gone from strength to strength over the recent years and now genuinely offers something for everyone. Sarah-Jane explains “We have a fantastic specialist team dedicated solely to our footwear collection. The collection is designed in-house through extensive research, and every piece is rigorously wear tested to ensure maximum comfort, performance and superb fit.

Celebrating the winners BETA Innovation Awards Competition always plays a key role at BETA International and this year’s prestigious Innovation Awards were as fiercely contested as ever. Sponsored by the show’s official media partner, they attracted a huge number of entries across eight categories. All exhibitors are eligible to take part, provided that any products entered have not been introduced to the market more than 12 months preceding the show. The winners included:

❚ ❚ ❚ ❚

Country Clothing and Footwear: Zamberlan/Snugbug Feed and Supplements: Horseware Ireland General: Solar technology International Horsecare Equipment and Clothing: Matchmakers International and Treehouse Pet Products: Absorbine/ WF Young Rider Clothing and Footwear: Horseware Ireland Saddlery and Tack: HRP Equestrian and Wing Saddle Pads Safety and Security: Kick and Ride

BETA Best Stand Awards The trade fair always features fantastic exhibition stands and every year the bar seems to be raised a little higher. To reward and celebrate the hard work, thought and planning that goes into transforming stands into such professional, attractive and highly commercial environments, BETA International hosts its Best Stand Awards, sponsored by The Wine & Hamper Company. This year’s winners were:

❚ Best Large Stand: Toggi, Champion ❚ Best Small Stand: Stubbs England

BETA Business Awards ❚ Harry Hall Retail Employee of the Year: Jane Yeoman,

Countrywide Farmers

❚ Equine Careers Sales Representative of the Year:

Suzi Law, TopSpec

❚ UKTI Export Award: Vale Brothers ❚ Equestrian Event of the Year, Supported by Henson Franklyn:

❚

❚ ❚ ❚ ❚

❚

Horse of the Year Show TSM Social Media Award: 20 hours and under: Burghley Horse Trials Over 20 hours: Horseware Ireland SEIB Retailer of the Year: Large retailer: Aivly Country Store Medium retailer: Jet Set Saddlery and Countrywear Small: Equicraft of Blackwell Mail Order/Internet Retailer: Houghton Country Haygain Nutritional Helpline of the Year: TopSpec Equine Blacks Solicitors Trade Supplier of the Year: Trilanco BETA Sponsored Rider Award: Amateur rider: Ricki Riley Professional rider: Ben Hobday BETA Lifetime Achievement Award: Bill Vero

Well done to all the winners and all nominees! For a full list see www.ebmonthly.co.uk

February 2016 www.ebmonthly.co.uk

Equestrian 35 Business

xxxxx

A Legendary Performance sxxxxx

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. 2016responsibly. Date of preparation: January 2013. Use medicines

36 Equestrian February Business www.ebmonthly.co.uk

Parasite control “A retailer must use their own knowledge together with the support of manufacturers”

Worming

Wise

With the change on how worming companies are able to advertise to the end user firmly recognised within the trade, we find out about the retailer’s (SQPs) role, consider online wormer sales and get the trade’s thoughts on progression in parasite control. Has the role of SQPs changed?

Brand recognition and loyalty are two factors that play a large part in product selection. It is not unusual for a consumer to buy a worming product primarily based upon past experience – regardless of the ingredients and how these are affecting their horse’s parasite control. Advertising and promotional changes were made in order to direct consumer behaviour

Gone are the days of a one size fits all approach,” adding, “with the growth of Internet pharmacies we estimate that retailers, who in themselves are considered SQPs, could sell as much as 90% of horse wormers to the public.” Rick feels that when done correctly there should be no problem with online sales, but offers a cautionary message “under some circumstances there may only be limited opportunity to a) establish thoroughly the worming history of the horse(s), b) provide correct advice regarding weighing the horse(s), c) provide correct advice about safe disposal of syringes, d) investigate the current worm burden via faecal egg counts and e) pasture management.” There seems to be a number of ‘approaches’ to worming being promoted such as rotational worming, seasonal worming, intelligent worming, smart worming and 3D worming amongst others, so how does the retailer decide what advice to give? Speaking about Virbac’s own approach, Rick comments, “They should use the continued education and support of our 3D Worming approach, where retailers can gain accurate knowledge on using the right product at the right time. The approach also aims to educate retailers on the appropriate dosages to be advised to consumers, meaning accurate and helpful information is always given. Furthermore, a retailer must use their own knowledge together with the support of manufacturers to help decide which worming protocols are best for their

towards consulting SQPs and vets for worming advice, rather than simply buying products they were familiar with. Dr Rick Manlove, Virbac’s Large Animal Business Unit Director is positive about this shift and the role of SQPs saying, “The role of an SQP has changed as it cannot always be a commercial decision. Most SQP's now advise faecal sampling as part of a strategic worm control programme and discuss worming options on an individual basis.

Testing Slides

February 2016 www.ebmonthly.co.uk

Equestrian 37 Business

parasite control customers, but again, every customer and every horse should be taken on a case-by-case basis.” Sara Blackshaw, Equestrian Category Manager for Countrywide Stores offers her opinion on delivering such expert advice, “All Countrywide Stores have SQPs who receive regular training to keep them at the forefront of knowledge on equine worming.”

Best practice

“As routine testing, not routine worming, is now accepted best practice for effective, modern horse worm control it is vital that all SQPs have access to good quality worm counts,” explain David Booth of Westgate Laboratories. “Westgate aims to make it as easy as possible for shops and merchants to follow best practice by offering a Worm Count service to their customers

“The move toward targeted worming protocols based on faecal egg count monitoring still has some way to go.” – and for them to make a sale at the same time.” Sara Blackshaw from Countrywide Stores comments on her experience, “Using Westgate Labs means we can offer a quality worm count product to our customers; they get the benefit of Westgate’s trusted laboratory services while our in house staff are able to develop the direct customer rapport. Our SQPs can then recommend testing regimes and will be on hand to interpret the results, devise a bespoke worming programme if needed and offer good advice on pasture management and general

Testing Slides

38 Equestrian February 2016 Business www.ebmonthly.co.uk

worming health. It’s a system that really works for us; not only is this way of worming better for horses and the land but it is commercially sound and keeps customers linked back to our stores.” Westgate offers two commercial services for retailers to help them choose the right system for their business. The ‘tailor made’ system is a bespoke service to shops and merchants, particularly useful for those with an SQP in store who can become more involved with a client’s worming programme. Alternatively, they offer a retail worm count kit for sale in store. There is no need to be AMTRA registered to sell this product. Westgate Laboratories do not sell wormers and SQPs will refer customers back to the shop should they be required. “Best practice is to design worm control programmes based on worm egg counts and to use a targeted approach to worming in order to prevent resistance developing to the drugs we have,” says Sara. David Rendle, from Rainbow Equine Laboratories, says that, “Although experts have been emphasising the need for a reduction in anthelmintic use in horses since the 1990s, the move toward targeted worming protocols based on faecal egg count monitoring still has some way to go.” This very conviction has led to a new partnership being formed between Merial Animal Health and Rainbow Equine Laboratories. David continues, “Recent studies demonstrate that most horse owners have little understanding of how and when they should be de-worming their horses and do not integrate faecal worm egg counts into their management appropriately. They need, and indeed want, more guidance, which provides an opportunity to build relationships with clients and

Zoetis says to weigh before worming

sell both worm egg-counts and, if necessary, anthelmintics.” Merial has been advocating a reduction in anthelmintic use by means of its SMART initiative since 2008 through the Smartplanner and is now pleased to be able to offer an online database to help horse owners, SQPs and vets in recording and monitoring worm egg count results and anthelmintic use. With results being stored in an online database which can be updated by all parties, decisions on parasite control can be made more easily and reliably.

Tapeworm testing

Developed and carried out by family business Austin Davis Biologics Ltd, the EquiSal Tapeworm Test is a simple-to-use horse saliva test for detecting harmful tapeworm infections in horses. Tapeworm burdens cannot be reliably detected in worm egg counts, and blood tests can be costly and inconvenient. The EquiSal Tapeworm Test works like a blood test but, instead, uses saliva that horse owners collect themselves using a specially designed saliva collection swab. The saliva swab is posted back to the laboratory in a preservative solution, which keeps the sample stable for at least three weeks. The results indicate either a low, borderline or moderate/high burden diagnosis together with a

recommendation of whether to worm for tapeworm or not. Retailing EquiSal Tapeworm tests allows SQPs to offer a more complete worm control programme and worming advice to their customers, which conveys a professional approach to prescribing anthelmintics. Simon Wetherald (E-SQP) owner of wormers-direct.co.uk tells us about his experience in stocking the tapeworm test kits. “EquiSal Tapeworm testing is an extremely helpful tool to aid in the overall worming and testing strategy when advising clients of suitable management systems for their horses. When used in conjunction with the expert advice SQPS can give, with regard to the interpretation of results and consequent treatment plans, they play a major part in the reduction of the unneeded use of anthelmintics.”

The last word

Given that we are all aware for the issue of resistance, is there anything new in the field of anthelmintics to address the problem? It seems not, except Rick advises the one area where horse owners can be vigilant. “Spit out is one factor that we have control over to help minimise the onset of resistance,” he says. “Helping horse owners to get accurate weights for their horses is another significant factor,” he adds.

WORKING

The Experts trust 3D worming

TOGETHER

FOR MORE EFFECTIVE EQUINE WORMING

WILLIAM & PIPPA FUNNELL THE BILLY STUD

& KATIE JERRAM

Equine professionals William and Pippa Funnell, Katie Jerram and The Pony Club trust the 3D Worming approach from Virbac, for year round protection. Tried and trusted brands Equimax and Eraquell fit perfectly into the 3D worming approach.

THE PONY CLUB

Reduce spit out with the easy to use and easy to handle ergonomic syringe. Treats horses up to 700kg quickly and effectively. For horses that are difficult to worm - Equimax and Eraquell Tabs can simply be added to feed. The Tabs treat horses 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

February 2016 www.ebmonthly.co.uk

Shaping the future of animal health

Equestrian 39 Business

Westgate Laboratories POSTAL WORM COUNTS & TESTS

ROUTINE TESTING, NOT ROUTINE WORMING

more than just a worm count By Austin Davis Biologics Ltd.

EquiSal Tapeworm

ASSOCIATE MEMBER

The saliva test for tapeworm Offer your customers a more complete worm control package • Scientiﬁcally validated and easy to use • 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

tailored retail worm count options • • • • • • • •

Retail worm count kit; everything to take and send a sample. Order , through Westgate EFI ct. dire or o Trilanc

Bespoke merchant service; all you need to offer your own brand worm count service. Equisal saliva test; complete the picture with the revolutionary test for tapeworm

Make ‘Routine testing, not routine worming’ your mantra in 2016. All good, modern, worm control programmes now start with tests not wormers. Only worm as needed. Easy to start, time saving, excellent customer interaction Quality tests from a reliable, established lab You sell the test, customer sends in sample, results come back to you All materials, customised for your business, supplied FOC at set up Itemised billing at end of the month Advice always available from our experienced team of SQPs

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40 Equestrian February 2016 Business www.ebmonthly.co.uk

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

business matters

A heritage of honour 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.

“Some of those concerned have given a lifetime of service far in excess of their job description”

Let me start by saying I am a royalist. Objectively I think the royal family, most especially HM The Queen, Prince Philip and their immediate family, do an amazing job. The knock-on effects produce considerable boosts in economic terms that result in the creation of vast numbers of jobs. The tourist industry alone is worth millions of pounds to this country and heritage features high on the list of what attracts overseas visitors to the British Isles. So much of our heritage – not just the royal palaces – has been directly linked to kings and queens for hundreds of years and this is something that fascinates people all round the world. More subjectively, I think our system takes a lot of beating; we are a democracy of which the sovereign is the figurehead: it works well and alternatives generally lack the continuity and certainty that are important factors.

“It is important that we don’t allow criticism for criticism’s sake to mar a part of our heritage that is recognised in all parts of the world” It is against this background that I am aware that the 2016 New Year Honours List has created a degree of dissension. This is a great pity because it casts doubt on a system that is admired and respected around the world. Inevitably there are differences of opinion about the inclusion of some names on the list – and exclusion of others. Surely the important thing is that criticism and adverse comments aren’t allowed to undermine something that is distinctive and valued – and very ‘British’. Constructive observation based on realism and free from envy is good. It is important that we don’t allow criticism for criticism’s sake to mar a part of our heritage that is recognised in all parts of the world – and applauded in most. The honours system has a fascinating history and no doubt – in the distant past – the granting of land and titles by the then reigning monarch was sometimes tainted by favouritism or political objectives. Today a nomination for

an honour can be made by anyone. The Government provides good guidelines: Honours are given to people involved in fields including: community, voluntary and local services; arts and media; health; sport; education; science and technology; business and the economy; civil or political service The Honours List is not drawn up by the Queen but, in a sense, criticism of the system has consequences that reflect totally unfairly on the Crown. (One can only imagine some of the comments exchanged, in private, at royal mealtimes.) Honours are given – bestowed on people in all walks of life. I suggest we celebrate rather than denigrate. We all know people who have been deservedly given an honour. The recognition they receive is often linked to a team which they, in effect, head up or represent; then everyone in the downstream benefits too. Some of those concerned have given a lifetime of service far in excess of their job description - surely this is something that should be recognised and rewarded? Something else that has to be remembered - potential recipients are normally asked in advance if they are prepared – happy – to receive the honour. We have no way of knowing – bar a few who make their decision to decline very public – who, why and how many refuse bestowal of the honour.

Sir Jonathan Stephens, who is chairman of the committee that oversees the honours, has stated that ‘There is a process of scrutiny of all honours nominations for anything which might bring the honours system into disrepute’. This year some 1,200 - plus people were honoured; surely we should be concentrating on the positive aspects we can all share - and forget or forgive the parts we dislike? I know of people concerned with the equestrian industry who have been honoured in the past and I cannot imagine anyone would suggest those recipients were unworthy.

People get honours for achievements such as: ❚ making a difference to their community or field of work

❚ enhancing Britain’s reputation ❚ long-term voluntary service ❚ innovation and entrepreneurship

❚ changing things, with an emphasis on achievement

❚ improving life for people less able to help themselves

❚ innovation and entrepreneurship

❚ changing things, with an emphasis on achievement

❚ improving life for people less able to help themselves

❚ displaying moral courage

February 2016 www.ebmonthly.co.uk

Equestrian 41 Business

What to stock for successful sales....

Performance, Training and Therapy Boots

This season’s horse boots uncover unique material technologies, brand new designs and the latest fashion trends.

he coming season brings new innovative ideas from some of Europe’s leading experts. Performance boots have taken a new turn, combining increased support and protection during exercise with developments in technology that allow added ventilation and air–flow using lightweight, non–restrictive materials. Sure to stand out this season is the Royal Fetlock boot from Back on Track – using revolutionary Welltex ceramic infused fabrics. The boots infra–red heat technology radiates back towards the leg, increasing blood circulation and minimising joint tension.

Where therapy uses are concerned, boot brands have emphasised the importance of flexible, ergonomically designed boots that fit the contours of the horse’s legs making them suitable for prolonged periods of wear. Fresh research into technical materials has led to advancements in temperature control and pressure distribution. One product that stands out in this category is the Equi– Chaps Close Contact Chap from Equilibrium Products. This product provides a simple idea to improve the welfare of horses through the winter months reducing the risk of mud fever.

Use the product information given to you by manufacturers when advising customers on the most appropriate boot for their desired use. Having a firm knowledge of the science behind the design will put you ahead of competitors and will benefit your business in the long run. Owners will always be looking for the next best thing for their horse and if they feel that new boots could help them to avoid injury and boost their horse’s performance they will stop at nothing to acquire them, so make sure you have them in stock!

Abbey England

Back on Track

Equus Pull-On Overreach Boots

Royal Fetlock Boots

Equus Overreach Boots are quick and easy to fit; they won’t rub and they can simply be rinsed clean after use. Even in the cold winter weather the boots remain flexible and they always provide outstanding protection. The high rubber content allows the ‘Pull On’ Overreach Boots to stretch easily over the horse’s hoof for quick and easy use.

Made with a thick, soft neoprene inner – perforated for extra ventilation and airflow and being lined with revolutionary Welltex ceramic infused fabric. The boots infra–red heat technology radiates back towards the body, increasing blood circulation, relieving joint tension, improving performance and avoiding injury. Designed for comfort and protection, the durable boots fit securely and are easy to apply.

Sizes: S, M, L, XL colours: Available in 10 Standard colours

Sizes: Cob, Full colours: Black, Brown or White

RRP: £10.95

RRP: £44.00

Battles

Equilibrium Products

HyImpact Sport Support Boots

Equi–Chaps Close Contact Chaps

The HyImpact Sport Support Boots are perfect for all occasions and disciplines – designed and manufactured to look smart and be flexible yet strong the boots can be used for schooling, competition or turnout. Protective and lightweight materials allow the horse freedom of movement whilst still offering exceptional protection. The boots are

The Equi-Chaps range provides a simple idea to improve the welfare of horses throughout the winter months. Close Contact Chaps are tough yet breathable turnout chaps designed to prevent mud fever. Being made of Stomatex they are flexible, allowing wear for prolonged periods without rubbing and the fabric repels external water, while actively pumping moisture away from the leg.

Sizes: S, M, L colours: Black, White, Purple, Navy 42 Equestrian February 2016 Business www.ebmonthly.co.uk

RRP: £27.00

Sizes: S, M, MW, L, XL colours: Navy

RRP: £74.95

Lets Talk Products Equilibrium Products

Equilibrium Products

Stretch and Flex Training Wraps

Tri–Zone All Sports Boot

Made from breathable Stomatex, Stretch & Flex wraps help to keep the horse’s skin temperature at a comfortable level and provide a snug fit around the contours of the horse’s leg delivering gentle support and effective protection. Pliable and flexible, these wraps allow the horse free movement, without any restrictions, while still providing all of the benefits of exercise bandages.

The Sports boot combines an easy fit with great protection with breathability, flexibility and lightness. Using a unique combination of materials, these boots incorporate a ventilated layered system to help prevent overheating your horse’s legs, which may cause long–term tissue damage. In addition, a highly protective and ergonomically shaped integrated TPU guard helps to protect the vulnerable tendon area.

Sizes: S, M, MN, L, XL colours: Black or White

Sizes: S, M, L, XL colours: Black or White

RRP: £49.95

Jumpers Horse Line

RRP: £39.95

John Whitaker International LTD

JHL Cool Boots

Elite Tendon and Fetlock Set

The cool boot is designed to provide cooling therapy to a horse’s legs after hard exercise, competition or injury. These useful boots comprise of an insulating neoprene outer wrap and removable gel lining that is intended to be chilled before use and an easy three hook and loop strap fastenings keeps the boots securely in place while delivering a comfortable fit.

The Tendon and Fetlock Set is designed with shock absorbing impact protection against the flexor tendons and ligaments, ideal for jumping. These high quality and hard– wearing boots are designed to aid comfort and protection in the most demanding conditions. The set’s unique features include, a snug fit, a neoprene inner lining and fully adjustable secure elastic straps.

Sizes: One Size fits all colours: Black

Sizes: Cob and Full colours: Black or Brown

RRP: £49.99

RRP: £70.00

John Whitaker International LTD

Mark Todd Collection

Whitaker Tendon and Fetlock Set

Mark Todd Pro Mesh XC Boots

This New Whitaker Tendon and Fetlock Set is a practical and stylish set designed for everyday use, as it enhances protection from bumps and scrapes. The boots are made from a soft plastic outer with stylish contrast stitching and new Whitaker branding. A neoprene foam lining providing strength and durability, in addition to a secure double fold touch tape fastening.

These quality protective boots are ergonomically designed using an innovative Pro Mesh outer layer: a lightweight, tough performance material, which provides protection, ventilation, strength and stability. Offering support and flexion, the boots repel water, sit securely and have an integrated PEBAX flexi strike guard and hypoallergenic perforated foam lining that resists mould and bacterial growth.

Sizes: Pony, Cob and Full colours: Red, Black, Blue and White

Sizes: M, L colours: Black

RRP: £40.00

RRP: Front £44.99, Hind £46.99

Trelawne Equine

WeatherBeeta UK

The Easyboot Cloud Therapy Hoof Boot

Cross Country Boots

The ultimate hoof boot for laminitics and horses with other chronic hoof problems. The Cloud comes complete with a specialist removable EVA hoof pad that conforms to the hoof and offers comfort and support to the sole. The boot offers a secure fit, and is designed for use in the stable or yard, as well as other restricted turnout areas.

The Cross Country front boot is designed to mould to a horse’s leg and around the fetlock joint without restricting free movement. The boots offer comfort and protection, breathability and unique lightweight materials including a Pro Mesh TPU outer layer. The tough strike pad protects the tendon from any impact or connection from the horse itself through brushing or knocking.

Sizes: 00 – 8 colours: N/A

Sizes: Pony to WB colours: Black

RRP: £81.49

RRP: £39.99 February 2016 www.ebmonthly.co.uk

Equestrian 43 Business

Lets Talk Products WeatherBeeta UK

WeatherBeeta LTD

Deluxe Travel Boots

Exercise Boots

The Deluxe Travel Boots are made from a strong and durable 1200 Denier outer for protection, and with a dense foam inner and nylon lining for comfort. The Boots feature extra length for combined knee and hock protection with PVC Strike Pads around the bottom and an additional one on the hock point, alongside three easy touch tape closures for security.

The WeatherBeeta Exercise Boots boots are constructed with a soft and durable Pro Mesh BASF TPU outer and breathable neoprene lining. They have a tough PVC strike pad for protection against knocks and brushing and adjustable touch tape closures to ensure a secure fit. Available in two colours these boots are stylish for competition use and sturdy enough for everyday schooling.

Sizes: Pony to WB colours: Black & Navy/Red/White

RRP: £59.99

WeatherBeeta LTD

Sizes: Pony to WB colours: Black and White

Woof Wear

Neoprene Leg Wraps

SMART Tendon boots

Constructed from lightweight neoprene, these leg wraps are ideal for horses prone to mud fever or those that have sensitive skin. They provide protection for against knocks, bumps and brushing and have four secure, adjustable touch tape fastenings for ease and safety when fitting. The materials used for these boots also make them easy to maintain.

This striking tendon boot combines D3O technology with breathable neoprene to provide exceptional protection to tendons allowing airflow to/from the lower leg. D3O is a patented technology used to create a soft and flexible shock–absorbing barrier. The inclusion of D3O in the key strike area enables more flexibility and comfort without hindering performance.

Sizes: Pony/Cob & Cob/Full colours: Black

RRP: £27.99

contacts: Abbey England +44 (0)1565 650343

www.abbeyengland.com Back on Track +46 (0)18 751 23 19

www.backontrack.com Battles (Hy Equestrian) +44 (0)1522 529206

www.hy-equestrian.com Equilibrium Products +44 (0)1442 879115

John Whitaker International +44 (0)1706 340500

www.whitakeruk.com Mark Todd Collection (Westgate EFI) +44 (0) 1303 872277

www.wefi.co.uk

RRP: £60.00

Coming next month.... In the March issue, Let’s Talk Products looks at riding hats and gloves. There are plenty of new and updated products on the market so if you want to get involved and haven’t yet received an invitation to take part, email letstalkproducts@ ebmonthly.co.uk.

+44 (0)844 2578585

www.trelawneequine.co.uk WeatherBeeta UK

Jumpers horse Line (Westgate EFI)

Woof Wear

www.wefi.co.uk

Sizes: S/M, M/L, L/XL colours: White or Black

Trelawne Equine

www.equilibriumproducts.com

+44 (0)1303 872277

RRP: £39.99

www.weatherbeeta.co.uk +44 (0)1208 265920

www.woofwear.com

EQUESTRIAN Find us online at www.ebmonthly.co.uk and keep up to date by following us on facebook

44 Equestrian February 2016 Business www.ebmonthly.co.uk

If you would like to submit a product and have not yet received an invitation to do so, please contact letstalkproducts@ebmonthly.co.uk

Coaching In Bavaria Lets Talk Products

Driving the traditional way along endless back tracks, dirt roads, through huge forests and open land in front of the Alps in Bavaria or through the hills and the macchia of the Maremma in Tuscany/Italy.

Crossing a Tuscan river in low water

Â&#x2DC;Â&#x160;Â&#x152;Â&#x2018;Â&#x2019;Â&#x2014;Â?ČąÂ&#x2019;Â&#x2014;Čą Â&#x160;Â&#x;Â&#x160;Â&#x203A;Â&#x2019;Â&#x160;ČąÂ&#x2DC;Ä&#x203A;Â&#x17D;Â&#x203A;Â&#x153;Çą Original carriages ranging from pair hitched light traps and hunting carriages to four in-hand shooting breaks, omnibuses and road-coaches. Well trained horses of the Old Oldenburg breed and the Kladruber breed.

Cosy inns for the night, picnics alongside of rivers and lakes, great hosts, beautiful scenery in Bavaria and Tuscany. Book driving lessons in pair or four-in hand driving and then go on a 4 - 14 day tour self driving accompanied by knowledgeable grooms and coachmen.

Bring your own horses or take ours.

Â&#x2DC;Â&#x160;Â&#x152;Â&#x2018;Â&#x2019;Â&#x2014;Â?ČąÂ&#x2019;Â&#x2014;Čą Â&#x160;Â&#x;Â&#x160;Â&#x203A;Â&#x2019;Â&#x160;Ç°Čą Â&#x2014;Â?Â&#x203A;Â&#x17D;Â&#x160;Â&#x153;Čą Â&#x17D;Â&#x2013;Â&#x2019;ÄľÇ°Čą Â&#x17D;Â&#x203A;Â&#x153;Â&#x152;Â&#x2018;Â&#x2022;Â&#x160;Â&#x152;Â&#x2018;Ç°ČąĹ&#x17E;Ĺ&#x2DC;Ĺ&#x2122;Ĺ&#x;Ĺ&#x153;Čą Â&#x160;Â&#x17D;Â&#x2018;Â&#x2022;ČŚ Â&#x17D;Â&#x203A;Â&#x2013;Â&#x160;Â&#x2014;Â˘ČąČąČą Â&#x17D;Â&#x2022;ÇąČą+49-8808-386 Â&#x160;ÂĄÇąČą+49-8808-1349 ČŹ Â&#x160;Â&#x2019;Â&#x2022;Çą info@coaching-in-bavaria.com www.coaching-in-bavaria.com February 2016 Equestrian 45 www.ebmonthly.co.uk

Business

Is it time you looked at turning your old plod in to a top performer? Today’s consumers demand mobility and convenience - most now access websites through a mobile device, on the go. Does your website come up to scratch? If not, your customers will most certainly move onto one of your competitors’ websites.

Whether you need a mobile responsive solution an e-commerce site Social media setup and management

WiserWeb provides aﬀordable online solutions for your business.

46 Equestrian February 2016 Business www.ebmonthly.co.uk

www.wiserweb.co.uk/equestrian Tel: 01953 852939 Email: enquiries@wiserweb.co.uk

technology

Using a Blog to Promote Your Business Having a blog is a great way for your product or service to gain visibility both easily and inexpensively through your own website. As Darryl Britton of Wiser Web explains, a blog not only keeps your presence on the web fresh but lets you keep current customers or clients updated. By updating frequently, and using keyword-rich copy in your blog, you will have the potential to draw in new visitors, who in time, may become regular visitors to your website. Blogging is such a great way to engage and reach out from your website, and here’s how you can successfully use your blog to promote your business.

Create a content plan For your blog to be valuable to your website, it must be current and fresh. It’s highly important to ensure you’re posting at least once a week in order to keep readers engaged and coming back for more. Sit down, have a think, and come up with an editorial plan. This plan should include how many blogs you plan to post to your website per week, topics that are relevant, and a rough guide to the content required. Yes, you want to stay current, but things change and trends shift, so you don’t always have to stick to your plan. Simply have a rough guide of what you want to achieve from your blog. When creating an editorial or content plan, always note it down

to avoid forgetting topics you decide to cover. Every aspect of the content on your blog should be optimized with keywords, including the titles and tags. It won’t hurt to spend some time researching popular and common keywords in your industry. Just remember to include them into the content naturally!

Share the right content

A blog is a great platform to share stories, facts and pieces of interest through your website – whether they are about your business or not. The following are some examples of engaging copy that your visitors will want to read about: ❚ New products and services ❚ Tips, guides and advice relating to the industry you’re

in – for us, it’s website design (think about how the copy will benefit the reader) ❚ Updates of current or completed projects, launches, etc. ❚ Positive stories about your business ❚ Q&A sessions where you post the answers to common questions in a blog ❚ Any business or personal accomplishments or awards ❚ Job openings or opportunities within the business. It’s often a good idea to reach out to readers once a blog is established to find out if there’s anything they think is missing or would like to see.

Take advantage of social media

Every time you publish a blog post,

use your social media channels to share the link. You can automate this process if you want to, but some posts may not be relevant to some social media audiences, so think about this first.

Proof, proof, proof!

A final proofread before you publish your post on your website is essential. But even once your post has been published, read through it once more for any errors you didn’t noticed the first time. If you want to be really sure, ask someone else to take a look over it. If you would like to know more, you can contact Darryl on +44 (0)1953 852939 Email: darryl@wiserweb.co.uk or view www.wiserweb.co.uk/equestrian

February 2016 www.ebmonthly.co.uk

Equestrian 47 Business

ken lyndon-dykes

Old fashioned values The January sales have come to an end. In actuality, I am not certain why we continue to distinguish them with this title because many retailers – including some of the largest – hold sales before Christmas in an effort to outdo the competition!

Long gone are the days when queues outside leading stores stretched for yards and yards and yards (it wasn’t ‘meters’ in those days). People arrived complete will all-weather clothing, a blanket, a flask (or flasks!), something to read – and various other commodities to make the long wait more comfortable. A wait of twentyfour hours was not unusual – and records indicated this sometimes stretched even further. No doubt examination of the Guinness Book of Records would be illuminating. At the time we are discussing, I had the equestrian franchise in Lilywhites of Piccadilly – a favoured shopping destination for clothing and equipment for a huge range of sports. The store would be packed to capacity with customers vying to obtain the very best bargains. And there were some extraordinary mark-downs available – after all, offering an item or two for pence that was worth several hundred pounds virtually guaranteed response and the press were delighted to provide advance coverage (often including large photographs!). In effect and in real terms, it amounted to almost free advertising coverage! But something else was different then – rider apparel! Older readers will recall the days when one went out on a hack wearing a shirt and tie and a hacking jacket! In some ways the relaxation of more formal standards adversely affected the equestrian trade and before long riders were wearing whatever took their fancy. Whereas horse owners automatically visited a tack shop/ equestrian retailer, they could find

48 Equestrian February 2016 Business www.ebmonthly.co.uk

quite a lot of garments regarded as ‘suitable’ on the market stall. Sometimes the gear chosen failed in terms of common sense; hacking out in a bikini top, for example, doesn’t provide a great deal of protection in the event of an accident! One thing I think has generally changed for the better. I fear that in the dim past riding hats were often more regarded as fashion items that fulfilled acceptable turnout standards rather than essential safety wear. It was commonplace for customers to go to the appropriate area, try on several hats – and select the one they considered suited them best. Today great importance is attached to correct fitting and especially trained staff pay assiduous attention to ‘getting it right’. Interestingly, even today it can be difficult to persuade some parents that correct fitting is of

“one went out on a hack wearing a shirt and tie and a hacking jacket!” paramount importance. This misunderstanding is probably more applicable to back and body protectors; my business is now 100% centred on saddle and saddle fitting but friends in general equestrian retailing have told me amusing (but potentially dangerous) stories of mothers who would ‘prefer a larger size back protector she will grow into’! From the perspectives of retailers, what a good thing the various disciplines continue to embrace specific apparel – especially when the rules of national bodies are involved. I guess one of the most ‘lucrative’ – for want of a better word – relates to eventing because the rider needs a fair selection of clothing. (When I was three-day evening I was always amazed by how carefully lady riders chose what they would wear to run up their horse for the veterinary inspection!) And of course, the Riding and the Pony Clubs remain fairly formal and members are generally expected to conform to

certain standards. Call me old fashioned (I adhere to old fashioned values - that is for certain) but I do think the fit of riding clothing is important. Way back a lot of small children were forced to wear outgrown show or hacking jackets. They could still do up the buttons – slightly strained - but the arms and the jacket itself were too short. This happens far less often today – for several reasons. Today’s children – especially young ladies – are much more vociferous about what they are prepared to wear – and what they are not. Appearance and peer group pressure probably account for quite a lot of rings at the till! What hasn’t changed – and this is an asset as far as the retailer is concerned – is that the vast majority of owners will go without what might even be deemed as personal necessities in order to provide luxuries for their horse! A decision based on little more than a whim to buy a new rug (even better – rugs) because of a change in colour preference – and suchlike - results in a boost to quite a few bottom lines!

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.

“Way back a lot of small children were forced to wear outgrown show or hacking jackets.”

Nutrition

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

Acorn Developments +44 (0)1432 276600 www.acorndev.co.uk

Durango +1 740-753-1951 www.DurangoBoot.com

Global Herbs +44 (0)1243 773363 www.globalherbs.co.uk

Hucklesby Associates +44 (0)1362 696309 www.hucklesbys.com

New Equine Wear +44 (0)1172 303700 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

Parkgate Equestrian +44 (0)1306 631374 www.parkgateequestrian.co.uk

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

Sportmark by Signam +44 (0)1926 417300 www. sportsmark.co.uk a Stable Safe +44 (0)7500 091650 www.stable-safe.com

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

Equestrian Supplies +44 (0)1254 831645

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

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

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

February 2016 www.ebmonthly.co.uk

Equestrian 49 Business

interview

5 minutes with...

Elaine Pickering and Gareth Hulbert of Equine Speedskip A modern, friendly company based in Ross-on-Wye, Elaine and Gareth have used their experience of looking after horses to develop a user friendly product. The Equine Speedskip makes it quick and easy to keep stables, paddocks and arenas clear of manure and debris - without expensive bedding or arena surface ending up on the muck heap.

ithin 9 months of the product being launched at BETA 2008, over 150 retailers were stocking and selling the Speedskip with the product being voted the Number One yard and stable product on a leading UK national equine website , as well as an endorsement from an internationally renowned equine college. With UK sales being established we decided to explore the EU market and attended Equitana and Spoga in Germany which led us successfully into the German market. BETA International 2016 was a very good show for us and it was great to meet with our current UK retailers as well as have the opportunity to take on new retailers from the UK and Germany. We find the BETA International shows a very good place to network with other companies as well. We are proud to have kept the manufacture of this product wholly in the UK as the standard of British manufacturing is consistently high and we can maintain a quality product..

What is your role in the company? Gareth and I run the business together. Gareth deals with suppliers, manufacture, assembly and distribution of the product. I deal with sales, marketing, customers and everything else.

50 Equestrian Feb February 2015 2016 Business www.ebmonthly.co.uk

What career path led to where you are now? Gareth and I have always been involved with horses and it was due to the necessity of finding a more efficient and easier way of mucking out that led us to the develop the Speedskip. We produced a prototype and after successful field trials went into production.

What new innovations have you brought to the company? The introduction of a shorter rake has been both revolutionary and challenging! Previously there had only ever been a long rake available, but we were convinced that a shorter rake was much more efficient and put less strain on the joints! Also, a bigger collecting bucket was a must. We do have other ideas and products and these are being developed at the moment.

What’s caught your eye recently? We use the Equi-Ami on our own horses as a way of keeping them fit as we are sometimes too busy to ride, and the principle of a continuous loop so the horse cannot lean ensures the horse works in the correct outline. We also like the Premier Equine products as they are excellent quality and perform very well.

What is the secret to your company’s success? We believe passionately that our product works. We always support

Elaine Pickering and Gareth Hulbert our retailers and are willing to work on their stand at horse shows selling the Speedskips on their behalf. This also keeps us in touch with our customers whose feedback we find invaluable.

What are you most proud of about your company? We launched the Speedskip during the recession of 2008/2009 and despite this have had year on year increase in sales. We now export to Denmark and Germany and the feedback from customers in these countries has also been exceptional.

what is your Best selling colour? This has to be blue and purple. However, due to retailer demand at Beta International 2016 we will now be re-introducing Pink in the spring. Also, we can make up special requests on colours should this be required for retailers customers, i.e. we can put a blue handle on a black skip or an orange handle on a green skip. The various colour ‘ mix and match’ schemes are endless, just get in touch with us to discuss your requirements at no extra charge

Where do you see the business in the next ten years? To expand our exports to other European countries and to have other products which are currently being developed on the market.

Quickfire questions: What do you do in your spare time? Elaine: Spend as much time with horses as I can, and keep fit. Gareth: Enjoying being in the countryside by walking. What’s your favourite holiday destination? Elaine: Anywhere with a coral reef where I can snorkel. Gareth: The USA Describe yourself in three words? Elaine: Honest, ethical, hardworking Gareth: Honest, reliable, conscientious When you were a child, what did you want to be when you grew up? Elaine: A nurse. Gareth: An artist.

Find us online... 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.

February 2016 www.ebmonthly.co.uk

Equestrian 51 Business

A feeding revolution from

FEEDING THE WAY NATURE INTENDED StableGraze is a revolutionary forage feeder set to change the life of the stabled horse by allowing them to feed as nature intended. The unique design allows feed rations to be divided into three separate feeds which will be released at pre-programmed intervals throughout the day or night.

Find out more at www.stablegraze.com 52 Equestrian February 2016 Business www.ebmonthly.co.uk