February Issue by Presspoint Media Ltd

Inside this issue Features 18

BETA INTERNATIONAL PREVIEW

BETA INTERNATIONAL ESSENTIALS

FIRST AID & INJURY

SPOGA HORSE SPRING PREVIEW

BUSINESS ADVICE

Predictions for this year’s show

Exhibitor and visitor information

Stocking for wound management Visiting Cologne

A guide to social media

Regulars 5

UK NEWS

LET’S TALK PRODUCTS

ASK THE EXPERTS

QUESTION TIME

INSIDE THE OLYMPICS

The latest industry news Riding hats & gloves

Your questions answered Retailer opinion

A behind the scenes look

Contact US Equestrian Business Monthly, The Old Dairy, Watton Road, Hingham, Norwich, Norfolk, NR9 4NN, UK T: +44 (0)1953 850678 F: +44 (0)1953 851936 E: enquiries@ebmonthly.co.uk W: www.ebmonthly.co.uk Editor – KIRSTY WHITTLE E: editorial@ebmonthly.co.uk Advertising Sales & Production T: +44 (0)1953 852946 E: advertising@ebmonthly.co.uk Design – HOLLY TODD @ PressPoint E: graphics@presspoint.co.uk Disclaimer

EQUESTRIAN

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Whilst every care has been taken to ensure that the information and reviews contained in this magazine are both accurate and up-to-date, neither Equestrian Business Monthly nor its contributors accept any liability to any party for loss or damage incurred by reliance on the information contained in this magazine or through omission or errors, howsoever caused.

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February 2012

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EDITOR’S COMMENT

BETA bound Welcome to the packed February issue of Equestrian Business Monthly, our first for 2012. This issue we will be taking a look at the best ways to stock and display first aid products, delving into this year’s expectations for BETA and Spoga and taking a sneak peek behind the scenes at the Olympics.

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Before we get into what’s inside, I feel that an introduction is in order. New for 2012 – similar to several of the features in the publication – is me, the new editor of Equestrian Business Monthly. Having owned and ridden horses since the age of ten and spent the past few years of my career working on B2B publications, I hope that you’ll find me up to scratch for the job and in return I hope that with your involvement we can produce an even better year than last. Aside from BETA, which I’ll get to in a minute, we’ve tried to step up the business section of the publication with the aim of providing you with a set of must-read features each month. ‘Ask the Expert’ offers you the chance to write to us about a tricky situation and we’ll print the answer – from a professional within the industry – in the next issue without you having to do any of the work. The ‘Business Advice’ feature,

February 2012

which this issue provides you with excellent information about social media is another one not to be missed. And on that note, I’m hoping that since the big black hole other wise known as the recession started gobbling up companies, we’ve all learned something and have a plan in place for boosting sales in 2012. A great way to start this is to get out and about and what better way to do this than to head to BETA or

about whether Spoga is going to rise up and steal BETA’s international crown. Aside from the trade fair, Cologne is also a very nice city and is easy to access from all over Europe. However, exhibitor numbers – especially those from foreign climes – seem to be up at BETA this year so perhaps I’m wrong and this is going to be the best year yet? Either way I shall be heading down to the show to form my own opinion and hope to get the chance to meet some of you.

Don’t keep your thoughts to yourself! - email editorial@ebmonthly. co.uk or write to Equestrian Business Monthly, The Old Dairy, Watton Road, Hingham, Norwich NR9 4NN

Spoga. With the competition between the two ever increasing, I’ve been thinking

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Kirsty Whittle

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

Former World Horse Welfare Chairman awarded OBE Christopher Hall, who recently retired from the charity last month was awarded with an OBE by The Queen for his work to help horses. “I feel extremely honoured to have received this award,” says Christopher. “I have worked closely with horses in a number of different ways for many years. I have been lucky enough to meet many wonderful people along the way and have much appreciated the help of excellent Trustees. I have also been very privileged in my time working with horses as I have visited so many interesting countries and met such a diverse range of people while doing what I love. I feel very grateful indeed for the opportunities that I have been given.” Christopher, a practicing solicitor in Tunbridge Wells, became senior partner of Cripps Harries Hall in 1991 before joining World Horse Welfare in 2005 and taking up the postion of Chairman in 2006. Some of Christopher’s highlights during his time at World Horse Welfare include ensuring that the charity became the only welfare organisation to be

appointed as an Associate Member of the International Equestrian Federation (FEI), changing the charity’s name from ILPH to World Horse Welfare and encouraging the decision to substantially increase the charity’s overseas training projects in countries where there is a desperate need for better treatment of working horses. Over the past three years nearly 400 saddlers and farriers have been trained in eight countries worldwide. Nearly all of these projects Christopher has visited, some more than once.

Royal Warrant awarded to Snuggy Hoods Snuggy Hoods, which is known for its fleecy horse pyjamas and hoods, is one of around 850 across many different trades and industries to receive the Royal Warrant and is ‘thrilled and honoured to be included’. The warrant, which represents excellence and quality is a mark of recognition to individuals or companies that have supplied goods or services for at least five years to HM The Queen, HRH The Duke of Edinburgh or HRH The Prince of Wales. Warrants are granted to named individuals – Grantees – who must personally ensure the Warrant is used correctly. Warrant Holders may display

the relevant Royal Arms and the legend ‘By Appointment’ on their products, premises, stationery, vehicles and advertising. Snuggy Hoods, which has been trading since 2001 is a small family run business and operates out of a workshop and office in Holt, Wiltshire where it exports its items worldwide.

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February 2012

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UK News

A new location for Taurus

GPC win back Jack Murphy

Taurus Footwear has moved to a new office and warehouse in Fakenham, Norfolk. According to the company, ‘the larger warehouse will enable improved stock handling and provide space for increased stock levels to meet customer’s requirements for prompt shipments’.

Irish clothing company Jack Murphy has re-appointed The GPC to handle its PR and sponsorship campaigns following the success of the agency’s work for the company’s autumn/winter 2011 and spring/summer ranges. Based in Gloucestershire, the GPC, founded by Andrea Worrall who has more than 20 years’ experience, is well established in the equestrian and rural sectors. “We are delighted to be working with Jack Murphy,” said Andrea. “The brand is already synonymous with quality, style and contemporary design and we have enjoyed immensely the first projects we have undertaken together which have allowed us to inject all of those attributes into a campaign that will make Jack Murphy one of the most popular country clothing ranges

Taurus has seen a steady increase in business and is planning ahead in anticipation of future growth. The company’s new address is: Taurus Footwear and Leathers Ltd, 10 Wymans Way, Fakenham Industrial Estate, Fakenham, Norfolk, NR21 8NT.

Horsebox company joins the fight against crime Roadload Rampless Horseboxes has joined forces with the National Equine Crime Database (NECD) to help prevent theft. Based on the horseboxes’ unique ramp-less design and other security features, the NECD has given the horsebox their stamp of approval. “Any equestrian product of worth, launched onto the marketplace, needs to consider security as a key factor and the Roadload Rampless Horsebox, with its unique design, not only embraces this aspect, but also takes horsebox design into a new dimension,” says Adrian Keeling, managing director of NECD.

The NECD helps victims of theft by providing an online global database, which displays lists of stolen items, reducing the likelihood of re-sale. “This endorsement is such a highlight for us in launching to the equestrian market,” says Keith Jones, managing director at Roadload. “Following the successful introduction of the concept to the commercial world four years ago, we wanted to develop a horsebox that embraced 21st century proven technology, as well as offering versatility and safety. The NECD’s approval further strengthens the thought that we have invested into the design.”

in the UK.” Jack Murphy began as a small business in North County Dublin, but is now an International brand with offices, warehousing and distribution facilities in Dublin, the UK and China, and over 1000 stockists in Europe. “We are delighted in our appointment of The GPC as our PR agency,” says Caitriona Kelly, marketing manager at Jack Murphys. “Their stellar reputation, coupled with the professionalism with which they have handled our brief so far has set the tone for a very successful association for 2012.”

Equestrian Olympic Surface approved

Grays of Shenstone celebrates 90 years in the business The company began life in 1922 when Frank Ralph Gray began selling hardware at local markets in Staffordshire and Derbyshire. Over the years the company developed gaining new members in the form of Frank’s sons Tony and Peter and later Peter’s sons Nick and Jon and began opening shops in various locations. With an array of stock, including Beswick ceramic animals, which was later succeeded by Border Fine Arts, the company began

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to focus on the wholesale and export side, which was spurred on by Norman Thelwell’s cartoon horses. Jon Gray left the business in 2005 and the company was renamed Gray’s of Shenstone Ltd to reflect the new location and domain name. The business has evolved and moved on as trading has dictated but has always focussed on being a specialist supplier and being prepared to change as opportunities arise.

February 2012

The FEI has finally agreed on the footing that will be used for the London 2012 Olympic and Paralympic Equestrian Events at Greenwich Park. After conducting further tests on a site near Preston, The London Organising Committee of the Olympic and Paralympic Games (LOCOG) has confirmed that a mix of non-waxed sand, felt and fibre will be used. Riders Geoff Billington and Richard Davison rode on the surface back in December, which had been laid on the platform structure that will be used at Greenwich Park next year to conclude testing. Leopoldo Palacios, technical advisor to LOCOG, FEI Technical Delegate Frank Rothenberger, footing expert Bart Poels and FEI Director Jumping John Roche attended the test event before producing reports that were

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submitted to the FEI Executive Board. The test was also attended by International Jumping Riders Club (IJRC) representative John Whitaker, Jumping riders Peter Murphy and David McPherson, who attended as observers, two representatives from the Union Internationale de Pentathlon Moderne (UIPM) and Peter Hart, LOCOG Modern Pentathlon Competition Manager. “The riders gave some very positive feedback on the footing and this was backed up by the technical reports we received from the officials that attended the test in December,” says FEI secretary General Ingmar de Vos. “The FEI Executive Board has now signed off on the footing and, together with LOCOG, we are delighted that the process is now in place to deliver the best possible footing for the 2012 Games.”

UK News

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February 2012

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UK News

The Donkey Sanctuary focus on finance The Donkey Sanctuary will be one of the first to sample a new financial system provided by Advanced Business Solutions when it goes live in April 2012. The system will provide integrated financial management (OpenAccounts), business intelligence, budgeting and forecasting, supply chain management, document management and payroll systems. The new service will help to automate the charity’s financial processes and enable instant access to real time financial and non-financial information for improved decision making. The supply chain solution will also improve the stock management of the charity’s online store, Donkey World (www.donkeyworld.org.uk).

The change comes due to the continued growth of the charity, which now requires a more sophisticated suite of software solutions to meet its evolving needs. “As a growing international charity, we need to have a holistic view of our financial and operational performance to ensure that we operate as effectively and efficiently as possible whilst remaining compliant with Charity Commission and HMRC regulations,” says Chris Young, finance director at The Donkey Sanctuary. Advanced Business Solutions is popular among animal welfare organisations and already supplies RSPB, Cats Protection and The Blue Cross.

SQP of the Year finalists announced Virbac Animal Health will once again be hosting their SQP of the Year awards and selecting a winner at this year’s BETA show. This year will see Ann-Marie Brown of Farmway, Harrogate; Mandy Dawkes of Wynnstay, Denbighshire; Sarah Gardhouse of WCF, Carlisle; Toni Wise of Dovehouse Farm, Beds; Claire Sellors of Sellors LTD, Nottingham and Dafydd Lewis of WD Lewis, Lampeter compete for the title. Set up last year, the aim of the award is to highlight the importance of the role played by SQPs with regards to providing worming advice and recognise the level of training that they must undergo in order to hold the title. Horse owners and colleagues

have been voting for the SQP that they think will go the extra mile to offer help and advice. Finalists have been invited to BETA where the winner will be chosen subject to a final interview from a panel of judges, including last year’s winner, Suzi Law. “We are delighted to announce the final six in the 2012 Virbac Equine SQP of the Year,” says Tom Blacklock, equine product manager at Virbac. “Our finalists have already been ‘mystery shopped’ and we have some excellent candidates in the final six, so I am sure that the panel will have a tough decision to make when finding a winner.” The presentation will take place on Sunday 19th February.

UK News

Redpin wins new titles This year is set to be an exciting one for publishers, Redpin as they have been appointed to produce both the British Breeder magazine, which is created on behalf of the British Equestrian Federation and The Welsh Pony and Cob Society News, which is produced for WPCS members. The February issue will be the first to be published under Redpin’s eye. The British Breeder magazine undergone a re-vamp but will continue to be edited by Jan Rogers and Cat Wood of the BEF whilst Redpin will handle the design, print, advertising sales and subscriptions. The Welsh Pony and Cob Society News is the regeneration of the Society’s magazine, which was last produced 10 years ago. It will be directly mailed out to the WPCS’ 8,000 members. This cumulative period of growth for Redpin builds upon the Native Pony Magazine title which was acquired in 2011 and the expansion of the country’s leading free regional titles with the new Scottish Rider Magazine also in 2011.

Ride-Away goes mobile Ride-Away has joined the technological revolution with the introduction of a mobile website, which allows users to shop on the go. The site, www.rideaway.co.uk, can be accessed from any smartphone and is easy to use, with special offers also available through the mobile site. “We’re really pleased with our new mobile website,” says 8

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Angela Clark from RideAway. “We know how popular smartphones are and how many use them as computer substitutes. We’re a forward thinking company and we’re always looking at ways that we can improve our service and make it easier and quicker for our customers to do what they need to.” February 2012

UK News

Equestrian Business Monthly

UK News News In Brief

New website Balcarres International Horse Trials has launched a website: www.balcarreshorsetrials.com, which will include essential information for competitors, spectators and owners alike. The trials themselves will take place from 14th to 17th June in Fife under the watchful eye of James Oakden and his experienced team from Central Scotland Horse Trials.

Suregrow Raises £600 A successful facebook campaign by Suregrow has raised £600 to support the work of the Equine Grass Sickness Fund (EGSF) and helped to further raise awareness of this devastating disease. The fund which is the only registered charity in the UK of its kind was ‘delighted to receive the generous donation’.

Horse Trials under new management Former Kirriemuir organiser, David Reid is taking over the role as organiser of the Scottish one day event, Brechin Castle in Angus. David has been chief steward of Brechin Castle for the past ten years and is hoping to gain the support of local businesses for fence sponsorship and prizes.

Spillers give away a trailer Sarah Dyson from Walsall won the Spillers Diamond Club competition to win an Equi-Trek trailer worth more than £8,000. “When I received the phone call from Spillers I thought it was a joke because I had forgotten that I had entered the competition,” says Sarah. I never usually win raffles, let alone competitions of this standard.” The competition was organised to celebrate the relaunch of the Spillers Diamond Club at the end of last year. The Club provides offers and rewards to loyal members who collect tokens from feed bags.

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February 2012

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UK News

ESMA finalists announced This year’s finalists for the Equestrian Social Media Awards have been announced leaving many ready to battle it out for the online crown. Among the 259 finalists from 34 countries are the best in the global online equestrian community and they cover a wide range of disciplines from western to racing and dressage to polo. 2,629 individuals submitted 8,137 nominations via the ESMA Facebook App. Ten finalists were selected in each category from nearly 2,000 nominees. Selections were based on the number of unique supporting statements, engagement criteria and good online etiquette displayed. “It was such a tough job, the standard of nominees was truly exceptional,” says Liam Killen, director of the ESMAs. Nominees with at least one supporting statement went through to the second round

before final places were awarded. “Each nominee has played their part in enriching the online experience for equestrians globally and we are thrilled to be able to showcase the best of them,” explains Liam. Voting is now open until midday on 10th February. Results will be based 70% on scores from the expert panel and 30% on votes from the public. The panel is a hand-picked group of the best equestrian marketers, digital professionals, social media gurus and branding experts from across the globe. The awards ceremony will be hosted on the ESMA YouTube channel in early March. To find a list of finalists visit: equestriansocialmediaawards. com/voting

UK News

Writing awards now open The Wills Writing Awards, which were started in 1993 in memory of journalist and amateur jockey Martin Wills are now open. The awards, which are in their 20th year and are for creative writing — fact or fiction — around a horseracing theme are open to residents in the UK or the Republic of Ireland. The three categories: under 26, under 19 and under 15 offer £3,125 in prize money split between six – three winners and three runners up – as well as the opportunity to be published in the Racing Post and The Irish Field. The awards offer a good leverage point for new writers with previous winners having gone on to work for the national and racing press, news agencies and the broadcast media.

Those within the age limits on 1st January 2012 must submit a single article with a maximum word count of 1,200 (under 26s/19s) or 800 (under 15s) by 29th February. Awards will be judged by a panel of eight and presented at Newmarket’s Craven Meeting on Wednesday 18th April.

New appointments Brian Holmes joins Countrysmiths The online retailer is expanding its potential for social media commerce with its latest acquisition. Brian will be responsible for growing the company’s social media community with innovative engagement initiatives including suitable Facebook app technologies to enable appropriate Facebook owners to act as sales affiliates and sell products in exchange for a sales commission. “Brian has an impressive track record in social media projects,” says Wayne Munday, managing director for Countrysmiths Limited. “How Countrysmiths interacts with both consumers and the industry in which it operates is important in terms of sustainable revenue growth and reputation. Brian’s goal is to be progressive in our social media activities going forward and ensuring that both our company and the products we sell are positioned authoritatively to always enable informed purchase decisions.”

RDA recruits Head of Therapy Riding for the Disabled Association (RDA) has appointed Denise Robertson as Head of Therapy. The new role has been created to better evidence the therapeutic benefits of RDA activities, to use this evidence to improve training for volunteers, and to raise the profile of this important aspect of the charity’s work. Denise joins RDA from NSPCC/Childline, where she was assistant director.“It can be a challenge to show how services benefit users when you have to respect their confidentiality or if they have significant communication difficulties,” explains Denise. “We need to be able to back up individual success stories with hard evidence of the difference that RDA activities can make. Ultimately, this information can then be used to ensure the best possible therapeutic outcomes for all RDA participants.” 10

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February 2012

Stephanie Godfrey joins Veterinary Thermal Imaging Stephanie will be responsible for the Oxfordshire area of the company, bringing with her BHS qualifications, a degree in Equine Science from Oxford Brookes university and an equine welfare qualification. She was awarded Equine Student of the Year during her studies and has also worked on several livery yards. “I decided to join Veterinary Thermal Imaging after stumbling across the company during one of my modules at university,” says Stephanie. “I was instantly intrigued to learn more about Thermal Imaging and its use as a diagnostic tool. After researching the technology and reading about its effectiveness, I contacted Helen (Morrell) and have since joined the team to continue my passion.” Founder of the company, Helen Morrell is delighted to welcome the new recruit: “We are thrilled to have Stephanie join the team. With her in depth knowledge of horses and dogs, she’s a great asset, and is already helping existing and new clients across the county.”

A new European manager for Zilco Zilco Europe is pleased to announce the appointment of Steve Blackmore as general manager of the European office, based in the UK. Steve brings extensive international sales and management experience to the role, together with his background of carriage driving over many years. He will continue with expansion of the European sales of Zilco’s specialist range of products in conjunction with the current Zilco staff and agents. He will be in attendance on Zilco’s meeting area at Beta International.

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February 2012

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UK News

Robbery at Zebra products A robbery, which took place on the evening of 17th January or early morning on the 18th, has caused the company circa £150,000.00. The premises at Flint were forcibly broken into and the Police have suggested that the robbers were ‘professionals who acted quickly and knew what they were looking for’. Products that were targeted were leatherwork, saddles, long riding boots and whips. “They took around 28 pairs of Veredus Guarneiri boots, all our Konig riding boot stock which at cost was around £40k, lots of Equipe and Amerigo bridlework and around 15 saddles,” says Simon Middleton, managing director at

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Zebra Products. “The saddles they took were mostly our ‘white elephant’ ones – ie cancelled orders or misfits. They also took Fleck whips particularly the driving ones.” Despite the offices being ransacked, the thieves did not attempt to take the computers except for one laptop and a Blackberry. The premises was also victim to another burglary back in November, where the staff were conned into believing the thieves

February 2012

were buyers from a store. “I am convinced that this incident is related to the Chelford one,” says Simon. “The criminals must have a ‘route to market’ to enable them to be able to turn these goods into cash.” The incident is being taken very seriously by the police. “We had CSI here all day yesterday finger printing the premises and also analysing footprints & tyre tracks,” explains Simon. “My staff were very upset about the incident but we are determined our customers will not be effected by this.” Simon has urged UK and Irish retailers to keep a close eye and ear out for any of these products being offered for sale. “The Amerigo and Equipe saddles and Konig and Guarnieri riding boots are only sold through a limited amount of retailers so I am sure that any sightings of stolen goods appearing on the market will become quite obvious,” says Simon.

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UK News

British Horse Feeds offers sponsorship The horse feed company is looking for horses and riders – not necessarily combinations – to join its Speedi-Beet team. Slightly different to the usual requirements, the company is open to owners nominating horses that have been involved with a local charity and have survived against all odds or simply just loyal companions. By visiting the company’s Facebook page, entrants can post a photo of themselves and their horse, explaining why they deserve sponsorship. British Horse Feeds will then contact a selection of people to discuss their application and the final Speedi-Beet team members will be announced in the spring. For more information visit www.britishhorsefeeds.com.

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February 2012

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UK News

Barney will be based in the organisation’s London headquarters and will take full responsibility for the running of the group, with Kate Hoey MP remaining Chairman of the Board.

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“I owe so much in my life to the countryside and I am now really looking forward to giving something back,” says Barney. Barney is a writer and countryman with first-hand knowledge of farming and wide countryside interests. As well as being a regular contributor to The Field magazine he was a former editor of Baily’s Hunting Directory and President of the Association of Masters of Harriers and Beagles.

February 2012

UK News

Badminton sponsorship renewed

New leader for the Countryside Alliance Former head of the UK Field Army, Lieutenant General Sir Barney White-Spunner, has been appointed Executive Chairman of the Countryside Alliance and Director of the Countryside Alliance Foundation with effect from 9th February.

UK News

Mitsubishi Motors is once again to sponsor Badminton Horse Trials and the Grassroots Championship. The company has extended its sponsorship for a further three years taking them up to and including 2015. “This welcome renewal will take Mitsubishi’s involvement to 24 years of a very happy relationship with Badminton and we look forward to a secure future in these challenging economic times,” says Hugh Thomas, event director at Badminton. The trials attract riders from all over the world including Zara Phillips, Mark Todd and Mary King. “Even in difficult times for the UK motor industry and the world economy, our commitment to equestrianism and especially three-day eventing at all levels is as strong as ever. “We are proud to pledge our ongoing support to all those who take part in the sport, whether riders, support staff, friends or families.” Says Lance Bradley, UK managing director at Mitsubishi

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Motors. “This new agreement underlines our commitment to every level of the sport by including the Mitsubishi Motors Grassroots Championship as well as the main Mitsubishi Motors Badminton Horse Trials itself.” Badminton will be supporting Equestrian Team GBR as its ‘cause’ for 2012, raising money for all the British teams taking part in Olympic, World and European Championships over the next four years. This year the horse trials runs from 4th-7th May. For more information, go to www.badminton-horse.co.uk.

WALK ON THE WILD SIDE In another lifetime I was a media buyer and placed numerous ads in a number of ‘in-trade’ magazines. That was as far as any company had to think really – “which magazine shall I place this ad in?” Wind forward 10 years (ok I admit it, more like 20 years) and alongside magazines and other traditional, ‘below the line’ (printed) media we have ‘social media’; Facebook, Twitter, Myspace – the list is ever growing; and the opportunities for self-promotion are endless! In writing this I realised that whilst I had a point to make, I didn’t really understand what was meant by ‘social media’, so, being the hip and happening columnist that I am I wasted no time in researching the term (I Googled it); Wikipedia informed, “social media refers to the use of web-based and mobile technologies to turn communication into an interactive dialogue.” Therein lies the issue I want to talk about; the operative word in this definition is ‘interactive’. This means that to make it work you have to become involved. Ask yourself, how many of your suppliers have a Facebook fan page? I searched Facebook and had keyed fifteen brand names before I found one who didn’t. Now ask yourself how often you visit and become ‘interactive’? Sadly, neither Wikipedia nor Google can give me this answer without a good deal more research; but I do know how many of our stockists/ retailers are involved with the Fuller Fillies fan page, and I’m guessing, after speaking to other manufacturers, it is fairly representative. Out of over 200 live stockists, all wanting to sell our product, there are just five who have regularly participated in our page… only five of our stockists have recognised that it is an effective vehicle for reaching out to our fans – their customers; incidentally, only one of them has their own fan page and it has around 100 times more fans than ours so they are excused – bet your bottom dollar we regularly interact with it though!

Here’s the really interesting fact reader; guess who our ‘Top Customers’ are? Guess who sells more product than anyone else – by a linear mile? Now, I would like to believe that our fan page is the reason that the ‘fab five’ are doing so well – but I have a duty to be honest. However, I honestly think that their business acumen, the very thing that drives them to interact on social media, also drives them to be creative in their own businesses. Each of them regularly emails their ‘latest bright idea’ to us – and we interact with them. What is really irritating is when a stockist accuses us of ‘favoritism’ towards the ‘fab five’; “you are always mentioning X,” they protest. No, X is always mentioning themselves! We urge them to post on the page, but they don’t. We invite them to send us their news of sales, opening days and fun days so we can add it to our website’s News Page and give a shout on Facebook; the response is deafening. It must be because we never hear anything. We launched (successfully) in the USA on the back of a thread on a forum. Five minutes answering a few comments resulted in 60% of our turnover in 2010. Selling and being successful isn’t just about making your shop (or website) look pretty, it’s about interaction, feedback, positivity – your success, more than ever, is in your hands. And all it costs is your time.

Suzanne Wild is designer and managing director at Fuller Fillies.

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February 2012

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February 2012

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AL FARES DUBAI

Al Fares Dubai

Al Fares Dubai is the number one equestrian trade exhibition in Asia and Africa and runs from 3rd to 5th October 2012. This ninth edition of the International Equine Trade Fair provides the perfect opportunity to do business with equestrian professionals and trade buyers from all over the world. Dubai International Convention and Exhibition Centre, offers exhibitors the chance to build on or begin international relationships while seeing the latest on offer from the Middle East. Home to the richest horse race in the World – the Dubai World Cup – the United Arab Emirates is an ever increasing equestrian hub. The racing industry has more than trebled over the past five years, promoting other equestrian sports with it. The growth is part of a wide spread project which hopes to expand the sector in line with the likes of Canada, the USA, Argentina, Europe and Australia. Al Fares, which is held at the luxurious

As the oldest equine trade fair in Asia and Africa it attracts manufacturers of all things from feeds and supplements to equine spas, trailers and stabling products. It also features special pavilions for flat racing, gambling, endurance racing, dressage, show jumping, three-day eventing and polo. In addition, the show will feature an array of seminars and arena demonstrations. In its ninth year, Al Fares is the premier exhibition for products

and services for horse and rider in Asia and Africa. Launched in Dubai in 1995, the show continues to grow and last year attracted 4,876 visitors in addition to 3,500 public visitors and 212 exhibitors. Among the major participants are global players from Austria, Belgium, Canada, France, Germany, India, Italy, Sweden, the USA and the UK. The Arab community shares a deep passion for equestrian sports due to the ancient roots of the Arabian horses and the tales of training by their Bedouin masters. For this reason, equestrian sport is well funded within the region. Visitors to the event could use the opportunity to mix business with pleasure

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February 2012

and visit the Meydan – the one billion dollar racecourse based in Dubai. If time won’t allow for this, then attendees can use the evenings to soak up the region’s glamorous aura and inspiring infrastructure while reflecting on the day’s business. If you are looking to reach a wider global market with your products and make the most of the boom in equestrianism in the Middle East, you need to visit Al Fares Dubai. For more information about exhibiting at Al Fares contact UK and R.O.I sales agents PressPoint Media Ltd on +44 (0)1953 852937 or email alfares@presspoint.co.uk.

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BETA INTERNATIONAL 2012

The best so far? Each year BETA attracts equestrian businesses from all over the world, all hoping to meet some new acquaintances and sign new contracts. Equestrian Business Monthly looks at what visitors and exhibitors can expect this year. With trading conditions still proving tricky, it wouldn’t be a surprise if attendance figures were continuing to fall, however after last year’s success where visitor numbers were up by 400 to 4,839, many are hoping that this year will continue to develop. BETA is an important event on many of the industry’s calendars – whether they are attending or not. With 246 stands booked for this year a positive response is looking likely. “The indications are that visitor and exhibitor numbers will be up compared with 2011 – we have 93 new exhibitors for starters,” says Claire Thomas, commercial manager of BETA International organiser Equestrian Management Consultants. Aside from the potential to secure additional sales, BETA has lots to offer its attendees from prime networking opportunities to the chance to see the very latest products and services all under one roof. With increased pressure from the spring Spoga fair, in Cologne, BETA has to keep on top of the game. “We continue to provide a trading format that has withstood the test of time,” says Claire. “The hall layout is user-friendly, our customer service is excellent and the entire BETA International experience is consistently positive for all.”

Tough competition One thing that is always guaranteed at BETA is competition. Each year exhibitors do all that they 18

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can to entice visitors to their stands. Whether it’s bright colours, fancy gadgets, or great bargains, you’re sure to see it all. “We sell a number of own branded products,” says Martin Balmer, managing director of Trilanco, “and our new stand

gives us to see and speak to our customers,” says Martin. Rob Lugsdin of The Ideal Saddlery Company agrees: “BETA gives our British and foreign customers the opportunity to meet the team and to see any new products and developments as well as look at designs and materials they might not stock or are unfamiliar with. Because BETA is local to us, it makes it easier for us to take a wider range of our goods.”

Opting out

Best Stand Competition All stands are automatically entered for the Best Stand Competition. The competition will be sponsored by Forest Wine and Hamper Company Ltd for the ninth year, with prizes of hampers to the winners in the 32 m2 and over and under 32 m2 stand categories. Criteria for judging include best use of space, design and graphics, promotion material, tidiness and display.

BETA will see certain faithful brands return year in year out, however some companies either cannot justify the cost or choose to attend the show as a visitor and not an exhibitor. Others will decide that appearing on a joint stand is sufficient and may only be in attendance for one of the days. This year companies such as John Whittaker International and Aerborn are among those deciding not to attend. presents these in a more accessible way. In addition to showing the items, we’re also offering customers deals on our own brand products. The offers are available during BETA only and they are so good, they will never be repeated.” The event is a great place for customers and business providers to finally meet having spent months talking on the telephone and exchanging emails. “We enjoy the opportunity BETA International February 2012

CPD seminars Visiting SQPs will have the chance to gain valuable CPD points through a programme of AMTRA accredited seminars which are returning to BETA International for 2012. Hosted by the show’s returning main sponsor Virbac Animal Health, the seminars will be rolled out over three days with a maximum of 14 points on offer. A seminar titled: Equine

Equestrian Business Monthly

Worming at a Crossroads – Which Direction Now? will take place on both the Sunday and Tuesday lasting 75 minutes and can offer SQPs 10 points. A further marketing seminar on the Monday, which also lasts 75 minutes could allow SQPs to gain a further four points. The seminar provides one of the last opportunities many SQPs will have to claim vital CPD points before the 30th June deadline.

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February 2012

Equestrian Business Monthly

BETA INTERNATIONAL 2012

Sponsors’ corner BETA often has little trouble attracting support from its key players. Caldene, Horse & Hound, Horse & Rider Magazine, Puffa, Redpin Publishing, Sherwood Forest, TopSpec and Vale Bros will be sponsoring various areas of the 2012 show. Virbac Animal Health once again has decided to take up position as the main sponsor for the event after a positive 2011. “Virbac has a strong ethos of education and customer service,” says Tom Blacklock, equine product manager at Virbac, “and we see BETA as an integral part of that strategy.” The Animal Healthcare professionals will also be discussing their 3d Worming concept at the show. “3d worming has become a benchmark for innovative worming advice,” says Tom “and we are happy to discuss this with visitors to our stand.” Visitor Carrier Bag Sponsor Caldene Exhibitor Goody Bag Sponsor Horse and Hound Innovation Awards Sponsor Horse&Rider Magazine Fashion Show Sponsor Puffa New Product Gallery Redpin Publishing Ltd Horse Demonstration & Seminar Arena Sponsor Sherwood Forest Official Vehicle Sponsor SsangYong Official Clothing Sponsor Toggi Coffee Shop Sponsor TopSpec

International or not? BETA is one of the largest equestrian trade fairs in the world with exhibitors and visitors travelling from all over the world to attend. Last year saw exhibitors attend from Italy, France, Spain, Germany, America, Canada and even India 20

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and Pakistan. However, with Spoga hot on its heels BETA has been sure to keep one step ahead this year and currently has 50 international exhibitors, which is seven more than its 43 last year. “Farrier’s Formula has been in the UK market since 1990 and most Brits recognise it as the ‘Gold Standard’ in hoof supplements,” says Dr Scott Gravlee of Life Data Labs. “Needless to say, the UK market is important to Life Data and we value the opportunity to attend BETA and meet our customers face to face and we always leave the event feeling optimistic due to the positive feedback from satisfied customers.”

Welcome back After a break from BETA since 2008, Barnsby has decided to return for 2012. “The main reason behind this decision is so that we can showcase our current product ranges, introduce the team to exhibitors and visitors alike and focus on our trade business,” says Lisa Davis-Lindham, International sales and marketing manager at Barnsby. “For us, the aim of the show will be to increase the number of trade accounts that we are dealing with and to show the industry that Barnsby are stronger than ever. We are particularly looking forward to launching a new range which has been in development for the past few years and that is very different from anything currently on the market.” Dengie is another large manufacturer that will be exhibiting having had a period of absence. “Quite simply, BETA International works for us,” says Lisa Wilson, marketing manager at Dengie. “The show’s location is ideal – right in the centre of the country – making it easy for retailers and stockists to pay a visit. It attracts a clued-up and knowledgeable audience from both the domestic and overseas markets, with plenty of buyers who are keen to find out more about our range of fibre feeds.” However BETA’s not just about the sales. “The networking opportunities are fantastic,” says Lisa. “During the show’s three days, we are able to speak to like-minded people, as well as promote product awareness and Dengie’s sales support services.” February 2012

Fashion focus Fashion is a key element that sparks lots of interest. “BETA 2012 will see Toggi unveil its latest must-have collection for autumn / winter 2012,” says Sarah-Jane Fedarb, product director at Finest Brands International. “The range will build on the success of what has gone before, while inspiring new designs and paving the way for the future.” With Toggi taking up the position as the official team GBR range provider, their Olympic-inspired clothing will take centre stage. “Pieces such as the Liberty polo shirt, the Legacy rugby shirt and the Haydock jacket will occupy pride of place in wardrobes around the country and are an essential choice for equestrian retailers looking to ride the wave of support for our equestrian teams,” she adds. Toggi will also be showcasing ranges such as the Extreme, Rough Country and new for 2012, Leisurewear Collections. Tagg will be showing off a range of legwear from both Loveson and Tagg and is expecting to see ‘a selection of technical fabrics and good design this year’. Alan Paine has teamed up with the Dutchess of Northumberland to form a new collection, which will be rolled out at the show. Based on aspects of the Dutchess’ own favourite clothing, the Capsule ladies collection will feature pieces made from pure wool tweed and a luxury cashmere blend. Each year catwalk predications are at the forefront of everyone’s minds and this year is no different.“Last year’s catwalk show was spectacular with each company presenting a classic range of country clothing with a stylish luxury feel and we expect this year will be a development of that,” says Claire Brudenell, marketing manager at Sherwood Forest. “This season the Puffa catwalk will showcase the new casual range of polos, jerseys and gilets in vibrant colour palettes of jam, teal, navy and grape with stunning flower and check printed detail. Sherwood Forest will also present its newest equestrian collection and true to Sherwood’s recent form the collection with be stylish, bold and very much in demand. Look out for the new range of leisurewear available.”

First timers

Special guests

Despite BETA being old hat to many, there are some that will be experiencing the event for the first time. Fullolife supplies nutritional oil supplements for horses and ponies and will be joining the ranks as an exhibitor at BETA International 2012. “We are looking forward to exhibiting at BETA International for the first time to talk to visitors and showcase the Fullolife range,” says Chris Tough of Fullolife. “We are gradually introducing the products to the trade and felt that exhibiting at BETA International would be the next step as part of the launch.”

Humans, animals and puppets will be among the guests at BETA. ITV news presenter Alastair Stewart will be talking about his love of horses, hopes for the Olympics and his new role as British Showjumping ambassador in an afternoon of interviews with commentator Philip Ghazala on 19th February. While Topthorn, a life-size black stallion puppet from the War Horse stage show as well as actors from the production will be giving a performance in the Sherwood Forest Horse Demonstration & Seminar Arena on Monday 20th February.

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February 2012

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BETA International 2012

Abbey England

G5.1 & G6.1

Absorbine E1.2

Contact Name: Peter Phillips Address: Abbey England, Abbey House, Haig Road, Parkgate Industrial Estate, Knutsford, Cheshire, Great Britain, WA16 8DX Country: UK Tel: +44 (0)1565 650343 Email: sales@abbeyengland.com www.abbeyengland.com or www.ridingbitz.co.uk

Contact Name: Rachael Holdsworth Address: The Old Nursery Office, Rock Road, Washington, West Sussex, RH20 3BH Country: UK Tel: +44 (0)1903 892060 Email: info@holdsworthpr.co.uk www.absorbine.co.uk

Abbey England is celebrating its 30th anniversary this year and will be revealing the full product range from the latest acquisition – Equus, which features specialist polymer products for the equestrian market. Abbey England will also be showcasing its high quality workshop range and British-made riding and driving bits, Stanley Foundry brass buckles and Liston locks will also be on display. Also Fiebing’s Horse and Leather Care Products and Stubbs stable and yard equipment, along with the latest range of Stubbs products, including the new Stubby Shifter wheelbarrow.

W.F Young, Inc, manufacturers of the Absorbine range are launching a selection of new products for 2012: New ShowSheen 2 in1 Shampoo and Conditioner, ShowSheen Stain Remover and Whitener and ShowSheen Detangler Gel, Hooflex Frog and Sole Care, along with updated packaging for Hooflex Original conditioner and Hooflex Natural Spray. The Absorbine Embrocation has also been re-launched and is available in both liquid and gel form. The innovative Mitt and Miss Mitt will provide novelty factor while being a useful, waterproof mitt that is ideal for applying ShowSheen, fly control or leather care product without getting your hands dirty.

Alan Paine Country Collection

B Jenkinson & Sons Ltd

Q4.1

D4.1

Contact Name: Keith Ellis Address: 5 Wellington Road East, Dewsbury, West Yorkshire, WF13 1HF Country: UK Tel: +44 (0)1924 454681 Email: sales@elico.co.uk www.jenkinsonsequestrian.com

Contact name: Kam Sahota Address: Alan Paine Country Collection, Unit 2, Observatory Way, Lowmoor Road, Kirkby-in-Ashfield, Nottinghamshire, NG17 7RD Country: UK Tel: +44 (0)1623 522570 Email: sales@alanpaine.co.uk www.alanpaine.co.uk Alan Paine has expanded its stylish country collection for Autumn/ Winter 12. The new range will be unveiled at BETA and highlights include: the introduction of the Stamford range of versatile, natural looking performance outerwear in a striking herringbone fabric. This exciting stock-supported collection includes a quilted jacket, quilted waistcoat and waterproof jackets for men and women. Also, there are two additions to the perennially popular Compton Tweed range together with new colour offerings and new stock supported classic waterproof jackets in three striking seasonal shades. Alan Paine will be offering an exclusive Show forward order discount of 5% for retailers placing an order at the Show.

Wholsaler B Jenkinson & Sons will show lots of new products including Kidz Saddles, headcollars, footwear and a new rug range. Also launching a new website, which allows retailers to show products to customers with a secure login that allows current trade prices to be obtained and orders to be placed. B Jenkinson supplies Owens, Toggi, Champion, Natural Animal Feeds, and its own Elico brand and uses a national carrier who delivers daily to all parts of the UK and parcels to Europe within two days of despatch. International goods are also sent quickly.

Barnsby B2.6

British Horse Society (The)

Contact Name: Lisa Davis-Lindholm Address: Badgers Yard, Aldrige Road, Walsall, WS4 2JP Country: UK Tel: +44 (0)1922 621676 Email: saddlery@barnsby.com www.barnsby.com

Contact Name: David Prince Address: Abbey Park, Stareton Lane, Kenilworth, Warwickshire CV8 2XZ Country: UK Tel: +44 (0)2476 840500 Email: enquiry@bhs.org.uk www.bhs.org.uk

Barnsby was established in 1793 and is the oldest saddler in the UK. This year the company will be exhibiting the top selling Universal VSS Saddle and the Xtreem XC saddle as used by Mary King. One of the products that will be launched at BETA is the new I Tree range. This range features a thermoplastic carbon fibre tree which is manufactured using aerospace composite materials as seen in F1 cars. Visit the stand to discuss the range in person. Also, all orders placed on the stand will be subject to a 5% discount. 22

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February 2012

C1.2

The British Horse Society (BHS) has more than 111,000 members and delivers a diverse range of professional and charitable activities. Everyone at The BHS puts a great deal of effort into developing the most comprehensive equestrian advice, the highest standards of training and qualifications, and effective campaigning. Visit the stand to find out more about: British Horse – Advertise in the highest circulating equestrian magazine (ABC audited), Rider – Advertise to all British Riding Club members, grassroots competitors, Website advertising – including opportunities on EMAGIN the world’s first Equine Mapping and Geographical Information Network.

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February 2012

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BETA International 2012

Buffera Ltd P5.3

Champion F3.2

Contact Name: Sarah Gowans Address: Cranborne House, Cranborne Road, Potters Bar, EN6 3JN Country: UK Tel: +44 (0)1707 852244 Email: sales@buffera.co.uk www.buffera.co.uk

Contact Name: John Ayres Address: Finest Brands International Ltd. FBI House, Low Fields Way, Leeds, West Yorkshire, LS12 6HQ Country: UK Tel: +44 (0)1132 707000 Email: info@fbi-ltd.co.uk www.championhats.co.uk

Buff is the original multifunctional headwear. On show at BETA will be 11 new headwear products, including Infinity Buff made with eucalyptus tree wood pulp available from 1st March. Stylish, functional and environmentally friendly, this product is set to be a big hit. The Buff Apparel Collection will also be on offer with forward orders for delivery September 2012 being taken. This new collection offers three levels of performance to suit general wear to technical kit for competitive athletes. All products are available with attractive margins and realistic price points. Proven, effective point of sale is also available to Buff dealers free of charge.

From its factory in Cardiff, Champion has been producing riding hats, helmets and body protectors in the UK for over 30 years. On the FBI stand, Champion’s display of market leading safety wear will allow retailers to browse the entire range of hats, body protectors and accessories, including new products, with the team on hand to help. Every Champion hat achieves the highly credited British Standard Kitemark and is a guarantee that every hat will comfortably outperform the four main areas of testing; penetration, shock absorption, harness strength and stability. When you choose Champion you can be 100% confident in every product you sell.

Classic Showjumps H1.1

Equestrian Supplies Ltd

Contact Name: Giles Fielding Address: Hartshead Works, Deal Street, Bury, Lancashire, BL9 7PU Country: UK Tel: +44 (0)1617 652013 Email: giles@classicshowjumps.com www.classicshowjumps.com

Contact Name: Eileen Hall Address: The Old Hay Loft, Sloswicks Farm, Broad Lane, Worksop, Nottinghamshire, S80 3NJ Country: UK Tel: +44 (0)1909 548005 Email: info@showquest.co.uk www.showquest.co.uk/www.showquestworldwide.com

Classic Showjumps is one of Europe’s leading manufacturers of plastic products for the yard, field and stable. The company will be exhibiting examples of its best selling products including mounting blocks, poles, jump blocks, Tack Packs, wheelbarrow’s and feed/ tack bins. Classic Showjumps manufactures everything at its plastics factory in Lancashire, is able to offer any product in any colour regardless of quantity, and also keeps stock of bestselling lines throughout the year. New products are released each year and for 2012 the company has launched the Saddle Carrier and the Equibarrow.

ShowQuest design and manufacture in the UK an array of accessories to give any outfit that finishing touch that is rich in quality and style. Products include elegant stocks using finest fabrics and components including Swarovski crystals and pearls, from traditional hunting to elaborate designs, and browbands with new structure, material, design and matching accessories. Still ShowQuest design the unique, new styles being launched. Look out for the single and the lavish three row hat bands offering options to add that distinct Swarovski sparkle.

Equestrian Vision K8.2

Equine Management Ltd

Contact Name: Lara Sherlock Address: Palmerston House, Cowfold, Horsham, West Sussex, RH13 8BP Country: UK Tel: +44 (0)1403 864173 Email: info@equestrianvision.demon.co.uk www.equestrianvision.co.uk

Contact Name: Stephen Biddlecombe Address: Equine Management Ltd, Lower Honeys Green Farm, Easons Green, Uckfield, East Sussex, TN22 5RE Country: UK Tel: +44 (0)1825 840002 Email: info@equineman.com www.equineman.com

Equestrian Vision offers a great value new starter pack and more POS promotional material for stockists. The starter pack includes a whirly display and stock worth £120 and will be supplied on sale or return terms for one year. “Equestrian DVDs are great entertainment and a fantastic way to learn new skills. In the current climate, we are seeing an increase in demand for training programmes that allow the viewer to learn at their own convenience, with no travelling costs or tuition fees, and the exercises can be watched over and over again,” says managing director, Jamie Hawksfield.

Equine Management will again showcase the world-famous range of Bombers Equestrian Equipment bits at BETA. These bits are handmade in South Africa from sweet iron, and include hundreds of bitting solutions, incorporating different mouth and cheekpieces. Other products on show include the ‘Stephens’ leatherwork brand, the internationally-renowned ‘Gel Eze’ range, and the leading American supplement brand, Grand Meadows. Equine Management also distributes the Cowboy Magic, Equine Textiles, W.F.Young (Absorbine) and Weaver Inc ranges, and the revolutionary worming and oral paste bit, Wormabit, will be showcased.

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February 2012

Equestrian Business Monthly

L2.2

J9.1

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February 2012

Equestrian Business Monthly

BETA INTERNATIONAL 2012 outstanding results. The Modern Apprenticeship Scheme – a more recent addition – although similar in content includes small variations and most apprentices undertake both programmes simultaneously. Both schemes are City and Guilds validated and the calibre of the Qualified Saddlers and /or Harnessmakers who emerge at the end of the four-year training period is a justifiable tribute to the structure and management imposed and carried out jointly by the Society of Master Saddlers and the Worshipful Company of Saddlers.

A TIMELESS CLASSIC

Such is the strength, influence and profile of the Society of Master Saddlers that it is easy to forget this acclaimed body is less than fifty years old. Formed in 1966, the constitution remains central to SMS endeavours today, the most important elements being the promotion of craft and skill standards closely aligned to the safety and welfare of horses and riders. Today the British Saddlery Pavilion is one of the largest and busiest areas in the show. The society’s own stand – plus those of the Worshipful Company of Saddlers and the Saddlery Training Centre – are central and the area also includes eminent manufacturers as well as SMS members who supply the trade with tools and materials.

Why visit? There are several reasons for the British Saddlery Pavilion achieving ‘must visit’ status. Firstly, saddlery and bridlework are the horse owner’s most

fundamentally essential tools – something that very few equestrians could manage without. Secondly, the area demonstrates excellence. Thirdly – and very important in a busy trade show with so many distinguished exhibitors – the SMS always manages to incorporate elements of innovation and competition that 26

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The Society of Master Saddlers (SMS) has been a ‘regular’ at BETA for a long time and continuously proves popular with visitors. Pat Crawford looks at the reasons why this year will be no exception.

interest and intrigue. This year the British Saddlery Pavilion includes all these factors. The ‘innovation’ and ‘competition’ elements concentrate on training. Training is something the saddlery industry does very well – indeed, with the current

Government’s desire to revive ‘apprenticeships’, other industries might wish to use saddlery as a role model.

Training The Millennium Apprenticeship Scheme jointly set up by the SMS and the Saddlers’ Company at the end of 1999 has produced February 2012

Competitions The SMS competitions at BETA afford the industry opportunity to show off the progressive training structure followed by apprentices, students and trainees. On Sunday, the first day of the show, the competition is open to current Millennium and Modern Apprentices who are required to design and make a noseband to complement a Double Show Bridle that fulfils City and Guilds Level 3 specification. Frances Kelly and Karen Schlotter are the eminent judges and prizes will be awarded to first (£150) and second (£100). Competitors include Joanna Heard (Stroud Saddlery), Karina Cope (Nuttgens Saddlery), Ruth Wyatt (The King’s Troop, Royal Horse Artillery) and Luke Andrew (Horse E Things). Monday’s competition affords recent former students from Capel Manor College (which incorporates Cordwainers, ‘the leather college’) and those currently undertaking their second year at the college to compete in a similar competition with identical prizes. Laurence

Equestrian Business Monthly

Pearman and Isobel Russell are the highly thought of judges and the competitors include Eleanor Tomlinson, Sarah Tate, Tamsin Raymond and Nina Ball (all second year students). Tuesday’s competition will enable very new entrants to show off their emerging skills. First year Capel Manor students and first year Apprentices and Trainees will compete in the making of a pair of rein stops to detailed specifications. Judges Laura Dempsey and Isobel Russell will expect high standards and are unlikely to be disappointed. Throughout all three days a number of SMS members will be working at the benches to demonstrate different aspects of saddle making – both astride and aside.

Invitation to all The SMS issues an invitation to everyone visiting BETA to spend time in the British Saddlery Pavilion. There will be plenty of opportunity to obtain information about membership criteria including SMS Associate Overseas Membership which is open to those who have gained the Overseas Retailers’ Qualified Saddle Fitters’ qualification and/ or hold a UK-recognised saddlery qualification and/or are approved retailers of UK-manufactured saddles. The Pavilion is also the place to ask for information and obtain advice about training courses – including the Overseas Retailers’ Qualified Saddle Fitters’ Course (ORQSFC) which promotes the advanced principles of saddle fitting to overseas retailers who stock and fit saddles produced by SMS Trade Members.

BETA International 2012

Fly Away Ltd

D3.1

Contact Name: Simon Lloyd Address: Block 15, Unit 2, Amber business centre, Green Lane, Riddings, Alfreton, DE55 4BR Country: UK Tel: +44 (0)1384 877857 Email: simon@flyaway.ltd.uk www.flyaway.ltd.uk Â Fly Away, also incorporating the Groom Away range, continues to be the leading manufacturer of natural equestrian fly repellents; currently producing the market leader Defleqt for sensitive horses and the triple strength formula, Max Strength. With bio-security becoming an ever-increasing concern, Fly Away launches Germ Away, the hard surface sanitiser and stable deodoriser proven to kill 99.99% of harmful bacteria within seconds of contact including strangles and ring worm bacteria, providing up to 30 days continual protection. Groom Awaysâ&#x20AC;&#x2122; range for professional presentation in the show ring will continue to grow in 2012.

Frank Baines

L4.1

Address: Home Northcote Street, Walsall, UK WS2 8BQ Country: UK Tel: +44 (0)1922 640847 Email: frank@frankbaines.com www.frankbaines.com See the full range of saddles including some new models and designs and the range of matching accessories including bridlework, girths and stirrup leathers. On display will be the popular Omni Dressage, Reflex and Elegance Deluxe Dressage as well as the Reflex and Elan Close Contact Jumping, new additions to the range include a new GP model and jumping model. Having mainly exported many of the products, the company is currently looking to expand its stockists in the UK and Europe. Visit the stand for more information.

Fyna-Lite J1.2 Contact Name: Leon Fynn Address: Unit 17, Kinwarton Farm Road, Arden Forest Industrial Estate, Alcester, Warwickshire, B49 6EH Country: UK Tel: +44 (0)1789 764848 Email: sales@fynalite.co.uk www.fynalite.co.uk Fyna-Lite are celebrating 27 years of being at the forefront of innovative design in stable tools and field maintenance equipment with its range of British made products. Fyna-Lite now offer a fork for every bedding system that is available, with a handle variant suitable for every operator. Whether you use shavings, straw, wood pellets, paper, hemp or rubber matting, Fyna-Lite has a fork which has been specifically designed for your needs. Also being exhibited are the exclusive and unique ranges of field maintenance and yard tools.

BETA Exhibitors 2012 Stand Name

Stand Location

Equest + Equest Pramox

M-2-3

3P Enterprise Ltd

B-4-1

Equestrian Life Ltd

D-6-5

AAK - Fullolife

E-2-7

The Equestrian Magazine

E-2-4A

Abbey England

G-5-1/G-6-1

Equestrian Supplies Ltd

L-2-2

Absorbine

E-1-2

Equestrian Trade News

P-1-1

Accapi UK

L-5-2

Equestrian Vision

K-8-2

Aigle

Q-2-1

Equi Style

C-5-4

Airowear

F-4-3

EquiAmi

D-6-3

Alan Paine Country Collection

Q-4-1

Equilibrium Products

F-2-3

Aloeride® aloe vera

B-3-4

Equimatters

D-7-1

Anderson & Co

A-1-3

Equine Acres

B-4-4

Appaloosa Equine Creative Agency

K-8-6

Equine Careers

D-7-4

Arctic Fox

P-10-1

Equine Connexion

E-7-4

Ariat Europe Ltd

H-4-1

Equine Essential Oils Ltd

D-3-3

Art Equine Christina Boetzel

C-5-2

Equine Fusion Jogging Shoe

E-2-1

Ashwood

N-3-3

Equine Management Limited

J-9-1

Asmar Equestrian

K-6-2

Equi-Quote.com

E-7-1

Frank Baines Saddlery Ltd

L-4-1

EquiSapiens

F-2-2

Barnsby

B-2-3

EQUIscan U.K.

E-7-2

Battles

G-3-1

Equitana - Equestrian Sports World Fair

M-6-3

Beaufeeds

H-5-2

Equivation and the Profiles Range

E-1-5

Bedmax Ltd

J-1-3

Equus Imports ltd

B-5-4

Bedsoft and Haysoft

C-3-4

Eqyptian-items

E-3-12

Belstane Marketing Ltd

P-2-1

Eskeez Super Thermal Base Layers

K-8-4

Bogs Footwear

P-6-2

Estribos Argentina

K-7-2

Bolla Bags

N-5-2

Euro Racing

M-1-2

Bonart Ltd

M-2-2

Euro Trend (PVT) Ltd

E-3-10

Breyer Horses

D-4-2

EXO²

J-6-1

Bridleway Equestrian

J-3-3

Fairfax Saddles Ltd

F-3-1

The British Centre for Equine Education and Training

F-7-3

Fan-O-Menal GmbH

C-5-1

British Country Collection

N-1-2

Fieldhouse Riding Equipment Ltd

C-6-1

British Equestrian Trade Association

G-4-1

First Euro

The British Horse Society

C-1-2

Flightman Enterprises

A-1-2A

Brodie Cashmere

M-5-3

Fly Away Ltd

D-3-1

Buffera

P-5-3

The Fortune Centre of Riding Therapy

D-9-2

Cabotswood LLP

N-3-1

Fyna-Lite

J-1-2

Capz

P-6-1

Gabriella Shaw Ceramics

A-2-1

Carr & Day & Martin, Day, Son & Hewitt

F-2-1

Gallop Equestrian Ltd

K-6-1

Carrots UK Ltd

M-3-2

Gatehouse

D-5-1

Cedar Clothing

L-3-2

Glenbrae

K-8-5

Le Chameau

M-4-1

Grays of Shenstone Ltd

H-2-2

Charles Owen & Co (Bow) Ltd

K-2-1

Greenans Products Limited

A-3-2

Chiltern & Thames Rider

D-8-4

Gumbies Footwear

M-1-1

Chrysalis Clothes Ltd

P-7-1

H K M Sports Equipment GmbH

N-2-1

Classic Showjumps

H-1-1

Harpley Equestrian Ltd

A-1-1

Cloakrooms

H-5-4

Harry Jo & Co Ltd

M-6-2

Commando Knitwear

P-11-2

Hastilow Competition Saddles

H-6-2

Contigo

K-8-3

Haygain

K-4-1

Countrysmiths

B-2-1

HBA For The Equine Athlete

E-3-8

Coxwear (UK) Ltd

M-2-1

Heavenly Horse Ltd

J-4-1

Craghoppers

K-9-1

High-Withers

B-3-2

CSY Retail Systems Ltd

B-3-1

Holland Animal Care

D-8-3

Cushionbed

B-7-4

Horse & Country TV

P-9-2

Dainese

E-1-4

Horse & Hound

K-8-1

F-1-1

Horse & Rider and Pony Magazines

P-7-4

Dee Two Ltd

L-7-1

Horse Clothing Impex PVT Ltd

E-2-8

Dengie

J-3-1

Horse First

J-3-2

Designs By Loriece

B-5-2

Horse Health

H-2-1

Dock of the Bay

L-6-1

Horse World Live

D-8-2

Durango

F-4-1

Horseshape GmbH &Co.KG

C-3-2

Easitill Ltd

N-4-2

Horseware Ireland

E-5-1

Ekkia

E-4-1

Horslyx

K-2-3

Davenport Burgess

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E-3-11

February 2012

Equestrian Business Monthly

Horze

K-3-1

Rocking Horse Industry

Hospodar International

D-7-2

The Rose

P-5-2

HOSSuk.com

E-2-4

Rugged Horse Ltd

D-3-4

P-7-2

Rugs R Us Ltd

D-6-2

D-6-2A

S S G Gloves

D-5-3

K-1-1

The Saddle Company Ltd

H-5-5

Ideal & WRS Saddle Company Ltd

J-6-2

The Saddlery Training Centre

H-6-4

Intelligent Retail

C-4-4

Sally-Anne Lugg

C-2-2

J A Allen

B-4-2

Sarm Hippique SRL

L-2-1

Jack Murphy

P-4-1

Schockemรถehle Sports

K-2-2

B Jenkinson & Sons Limited

D-4-1

SealSkinz Limited

N-3-2

John Hanly & Co Ltd

L-6-3

Sebago

K-4-4

Joules

P-8-1

Sherwood Forest

Q-3-1

Joy-Riderz

B-7-3

Shires Equestrian Products

J-2-1

Jumpstack Ltd

C-4-2

Showing World

E-2-6

Kanyon Outdoor

N-5-1

Silverfeet

D-1-1

Kennedy Equi Products

A-3-1

Silvermoor Haylage

B-2-2

Keratex Hoofcare

D-6-1

Edward Sinclair

P-7-3

Krishna International

F-7-2

Smart Grooming

B-6-2

L P D - Equine Laundry Equipment

C-3-1

Smarthooves

A-2-3

L S Sales (Farnam) Ltd / Leslie Sutcliffe

A-1-2

Snowbee International Corp.

D-2-2

Lexvet International

B-5-1

Snowflake Animal Bedding Ltd

L-1-1

Life Data Labs Inc

F-1-4

The Society of Master Saddlers

J-8-1

Likit Products

D-8-1

Softhorse Ltd

F-7-1

MAG Equestrian Washing Machines

F-1-2

SsangYong UK

F-6-1

Manna Pro

E-3-6

Stable Environment Limited

E-3-2

Matchmakers International Ltd

H-3-1

Stetson & Hardy & Parsons

P-6-4

Maxavita

E-2-5

Stormafit Ltd

N-3-4

medilogic

E-3-7

SupaStuds Ltd

F-1-3

Merial Animal Health Limited

E-1-6

Suregrow Fertiliser

C-2-3

Mervue Equine

C-2-1

Swanndri

Mirrors for Training

E-3-9

T M Startech

The Mounted Games Shop Ltd

B-4-3

T R M Ltd

E-1-1

Natraliving Health

B-1-2

Tagg Equestrian

G-2-1

Neue Schule

D-2-1

Target Dry Ltd

M-5-1

Nikwax Waterproofing

P-3-1

Taurus Footwear

K-7-3

Non Tip Feeder / Dog Rocks UK

C-3-3

Tayberry Outdoor

K-4-3

Oakwood Europe

H-6-3

Toggi/Champion

F-3-2

Olney Headwear

P-3-2

TopSpec Equine Ltd

J-4-2

Oxford Blue

M-5-2

TORQ Ltd

E-2-2

Pampeano Polo

F-7-4

Treasure Trove Toys

F-5-1

Patrick Saddlery Ltd

H-6-1

Trelawne Equine Ltd

B-7-1

Peak & Brim

J-1-1

Trilanco

J-5-1

Pegasus Health

B-7-2

Tubtrugs & Wm Faulks Tools

B-6-1

Pellet Beds

E-3-4

Tuffa International Footwear

P-5-1

The Perfect Fit Saddle Fitting Kit

E-7-3

Two Fair Mares

J-2-1

Pet Republic Ltd

A-2-4

Ukrosettes

C-1-1

Pittards PLC

N-4-1

Uncle Jimmy's Brand Products

D-3-5

PJ Pet Products

D-5-2

Vale Brothers Ltd

M-3-1

Point Two Air Jackets

K-7-1

Vetericyn Animal Health

D-9-1

Premier Equine International Ltd

K-5-1

Virbac Animal Health

H-2-3

Prudance Holland B.V.

Q-1-1

Waldhausen GmbH & Co KG

F-4-4

PS Clothing Ltd

M-7-1

Westgate EFI

E-6-1

PSC Outdoors

L-6-2

Westgate Laboratories Ltd

C-1-3

Puffa

P-3-3

Wicked or What

D-6-4

Pureflax

B-1-4

Worklite Ltd

K-4-2

Racewood Limited

E-6-2

www.horsefixator.com

B-1-1

Racing Blue Storm

B-2-4

Your Gift Horse

L-5-1

Redpin Publishing Ltd

J-4-3

Your Horse & Horse Deals

L-3-1

Regatta Ltd

M-6-1

Zaid International

Riding for the Disabled Association

B-5-3

Zilco Europe Ltd

Rissfa International

D-9-3

House of Cheviot HowHi Markers Hunter - Outdoor

B-3-3

M-1-1A A-2-2

C-4-1

List correct at the time of going to press.

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February 2012

Equestrian Business Monthly

BETA International 2012

Grays of Shenstone Ltd

H2.2

Contact Name: Nick Gray Address: Grayson House, Lynn Lane, Shenstone, Staffs, WS14 0DU Country: UK Tel: +44 (0)1543 483344 Email: sales@graysofshenstone.co.uk www.graysofshenstone.com/trade

Gumbies Ltd M1.1 Contact Name: Michel Maurer or Tom Collis Address: Unit 14, Milborne Business Centre, Blandford Hill, Milborne St Andrews, Dorset, DT11 0HZ. Country: UK Tel: +44 (0)1258 839100 Email: mail@gumbies.com www.gumbies.com

Grays of Shenstone will be exhibiting its exclusive range of equestrian gifts. Products include Thelwell cartoon range, stationery, writing instruments, ceramic and polyresin models, greetings cards with an equestrian and country theme and the famous range of socks and tubes.

Hunter – Outdoor

Gumbies will be showing a range of fun, functional footwear for all walks of life. The company will be showing the new Gumbies welly as well as many other new styles for the upcoming autumn/ winter season.

K1.1

Life Data Labs, Inc

F1.4

Contact Name: Kulvinder or Gurdel Address: 31–33 Anne Road, Smethwick, Birmingham, B66 2NZ Country: UK Tel: +44 (0)1215 558334 Email: info@rockall.info www.rockall.info

Contact Name: Karen Zetsche Address: 12290 Hwy 72, Cherokee, AL 35616 USA Country: USA Tel: +001 (256) 3707555 Email: cservice@lifedatalabs.co.uk www.lifedatalabs.co.uk

Rockall is a UK based manufacturer and distributor of outerwear clothing from the highly recognized brand ‘Hunter – Outdoor’. The brand is growing every year and becoming very popular with consumers. The range showing at BETA is in stock and orders can be placed daily, from one piece upwards across colours and sizes. See the range on stand K1.1 or contact the office.

Life Data Labs, Inc. is a dedicated ISO 9001:2008 GM Free animal nutrition research and manufacturing company. Farrier’s Formula has been a trusted name in the UK equine market for over twenty years with ingredients that enable horses to build strong connective tissue proteins important for healthy hoof structure. Life Data Hoof Dressing is a safe and effective topical dressing to help repel bacteria and fungi that cause hoof capsule problems. The Right Step hoof conditioner uses natural resins and plant extracts to preserve the correct moisture balance within the hoof capsule, promoting a healthy, pliable hoof.

LS Sales (Farnham) Ltd

Mears Country Jackets Ltd

A1.2

Contact Name: Leslie Sutcliffe Address: Bloxham Mill, Barford Road, Bloxham, Oxon, OX15 4FF Country: UK Tel: +44 (0)1608 683855 Email: sutcliffel@aol.com www.lesliesutcliffe.biz

Contact Name: John Mears Address: 10 Harrison St, Bloxwich, Walsall, West Midlands Country: UK Tel: +44 (0)1922 476930 Email: john@mearsjackets.com www.mearsjackets.com

The LAS Helmet range continues to grow in popularity, with stylish good looks and excellent safety standards. Top show jumper, Laura Renwick, wears the LAS XT-VIP model with high quality Swarovski crystals. The XT-VIP is also available without crystals in Pelle or Reptyle style with leather or python front panel; new Future Endurance and Simi models. The J1BV STAR Jockey Skullcap, as worn by Mick Kinane, is the preferred model for many jockeys, with its distinctive black triangle insert and ultra light weight. 30

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February 2012

L2.2

Mears is a specialist British jacket and coat manufacturer renowned worldwide for its attention to quality and detail, using only the finest fabrics sourced across the UK. Mears will be showcasing a range of new tweeds for the forthcoming season along with a selection of new styles. See the introduction of a schoeller technology finish which uses nano technology to produce a self cleaning fabric. This nano sphere finish has been applied to a classic wool with Lycra barathea fabric. Mears is proud to be supplying Team GBR with its structured coats and jackets again this year.

Equestrian Business Monthly

BETA International 2012

Merial Animal Health

E1.6

Contact name: Emma Batson Address: Sandringham House, Harlow Business Park, Harlow, Essex CM19 5TG Tel: +44 (0)8706 000123 Email: emma.batson@merial.com www.smartworming.co.uk This year Merial Animal Health will be on stand E1.6 so come along to find out more about Eqvalan, Eqvalan Duo and the popular Smart worming programme. On the stand there will also be a competition to win one of three smart phones and one of three large chocolate eggs. Also, find out more about Merial’s competitive commercial offers on Eqvalan, Eqvalan Duo and Frontline Spot on. Find out more about Merial’s great Smart worming plan at www.smartworming.co.uk or to discover how you can gain 24 AMTRA accredited E-SQP points by simply training online visit www.merial.co.uk/cpd

Pellet Beds E3.4 Contact Name: David Thompson Address: Minerva Mill, Alcester, Warwickshire, B49 5ET Country: UK Tel: +44 (0)1789 761333 Email: enquiries@pelletbeds.com www.pelletbeds.com Pellet Beds manufactures and supplies a range of equine bedding pellets made from natural straw and miscanthus. The pellets offer superior absorbency and odour control and are made from soft comfortable fibres. They are sterile and dust free and the spoilt bedding will compost quickly reducing waste issues. The pellets will help reduce your carbon ‘hoof’ print and save trees from being chopped down.

Puffa Country Sports Ltd

P3.3

Contact Name: Imelda Booth and Steffanie Skinner Address: Sherwood House, High Church Street, New Basford, Nottingham, NG7 7JP Country: UK Tel: +44 (0)1159 424265 Email: sales@puffacountry.com www.puffacountry.com Puffa Country Sports will be sponsoring, as well as appearing, in the BETA Fashion Show this year. This season building on the popular Puffa originals, the ladies Puffa catwalk collection will showcase the new casual range of polos, jerseys and gilets in vibrant colour palettes of jam, teal, navy and grape with stunning flower and check printed detail. The growing men’s collection of casual garments includes striped long sleeve polos, jersey tops and hoodies featuring colours of chestnut, clover, navy, and apple. This collection is a must see for 2012.

BETA International 2012

Sherwood Forest Ltd

Q3.1

Tagg Equestrian G2.1

Contact Name: Tom Eastwood Address: Home Farm Barn, Winkburn, Newark, Nottinghamshire NG22 8PQ Country: UK Tel: +44 (0)1636 636135 Email: sales@taggequestrian.co.uk www.taggequestrian.co.uk

BETA 2012 is an exciting time for Sherwood Forest Ltd, the company will be sponsoring the horse demonstration arena for the second year running and the clothing collection will again appear in the catwalk show. This season Sherwood Forest’s equestrian range will present its newest collection which will be stylish, bold and very much in demand. Look out for the new range of leisurewear available. Sherwood Forest will also be showcasing its country sports collection: from performance waterproof and breathable garments to fashionable quilts the range has something for everyone.

New products will be on show across the range of brands offered by Tagg Equestrian. From FalPro the innovative Nanotech fabric is used for the first time in the Centurion Easi-Clean Rug, this new technology provides the rug with self-cleaning properties on the exterior fabric. In the Funnell range is the new Patriot range of turnout rugs featuring a stunning red, white and blue design. Loveson has new additions to both its rug range, riding wear and boot ranges. Tagg Clothing introduces new legwear in both competition and general riding options.

Taurus Footwear

Toggi F3.2

K7.3

Contact Name: Jonathan Groome Address: 10 Wymans Way, Fakenham Industrial Estate, Fakenham, Norfolk, NR21 8NT Country: UK Tel: +44 (0)1328 851432 Email: info@taurusfootwearandleathers.co.uk www.taurusfootwearandleathers.co.uk

Contact Name: John Ayres Address: Finest Brands International Ltd., FBI House, Low Fields Way, Leeds, West Yorkshire, LS12 6HQ Country: UK Tel: +44 (0)1132 707000 Email: sales@toggi.com www.toggi.com

Taurus will be exhibiting its full range of equestrian footwear at BETA, including several new styles. Four new long boots have been added to the range. Caballero – an old name but a brand new riding boot, the Lancer field boot, with its elegant design and front lacing feature, the Holkham country boot and Savanna, now available in black as well as brown. New designs in short boots include Rutland with a side zip, Palomino in a rugged waxy nubuck leather, and the smart new Breckland for men.

Virbac Animal Health

H2.3

Contact Name: Tom Blacklock Address: Woolpit Business Park, Windmill Avenue, Woolpit, Bury St. Edmunds, Suffolk, IP30 9UP Country: UK Tel: +44 (0)1359 243243 Email: enquiries@virbac.co.uk www.3dworming.com

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Wicked or What D6.4 Contact Name: Nicky Kininmonth Address: Bywell, Tunley, Gloucestershire, GL7 6LW Country: UK Tel: +44 (0)1285 760656 Email: sales@wickedorwhat.com www.wickedorwhat.com The CarPET pet hair remover instantly lifts, gathers and removes the trickiest of pet and horse hair and fluff. Quick, hygienic and easy to use, it is the best tool for cleaning home, car/caravan and horse transportation interiors. Simply brush the surface to see magical results on horse rugs. A very marketable product that is durable, hygienic and provides excellent results. Ideal for pet stores, groomers, equestrian retailers, cleaning services, valeting and use on caravan/motor home, hardware it is mail order. Looking for new UK /International stockists. Great trade prices and service to all customers.

Both Equimax and Eraquell are available in an easy to handle syringe, but for horses that can be difficult to worm, Equimax and Eraquell Tabs can be added to feed or given straight from the hand. Equimax and Eraquell syringes contain enough product to treat 700kg of horse and Tabs 800kg. Both Equimax and Eraquell fit perfectly into a yearly worming programme. 32

As creators of the official Team GBR range, the Toggi brand will walk hand in hand with equestrian supporters on their march towards London and BETA 2012 will see the latest Toggi Team GBR collection displayed. The FBI stand will also reveal the collections for autumn/winter 2012. The new Toggi Extreme collection combines high tech fabrics with outstanding design. The new “Rough Country” Menswear collection offers style and substance with a cutting edge. The latest Toggi outerwear collection will turn awful weather into a mere inconvenience.Retailers can also enjoy the outstanding Toggi footwear range.

February 2012

Equestrian Business Monthly

MAKE 2012 THE YEAR THAT WORKS FOR YOU Call us to book your advertising campaign and find out how we can help. Visit www. ebmonthly.co.uk to download a media pack and see the forward features for the year. advertising@ebmonthly.co.uk Tel + 44 (0)1953 850678 www.ebmonthly.co.uk

February 2012

Equestrian Business Monthly

BETA INTERNATIONAL 2012

BETA essentials All the details you need to know about what to expect for this year’s BETA International trade show.

southern coach will pick up at Taunton, Gordano Services and Strensham Services on the M5 before arriving at the NEC. Return routes will apply. Coach tickets can be secured by downloading a form from the website and returning it to the given address. Alternatively you can email: tradefair@beta-int.com or telephone Lynn Pattison at BETA International on +44 (0)1937 582111. A £15 refundable deposit will be required per each seat booking.

Horse Demonstration Arena See new products put through their paces before your very eyes as companies demonstrate their latest lines. This is an opportunity to see stock out of the packaging with plenty of time for asking questions.

New Product Gallery The gallery sits at the heart of the show, highlighting new products from home and abroad – a great way to source some tempting buys for your customers.

Getting there By car The NEC is situated east of Birmingham and can be reached by car from the M42 motorway. It may be quicker to use the M6 exit during peak times. Follow signs for the NEC and then for BETA International once inside the complex. Parking is free of charge with regular shuttle buses Venue: NEC, Birmingham, UK Visitor opening times: Sunday 19th February 9.30am–6.30pm Monday 20th February 9.30am–6.30pm Tuesday 21st February 9.30am–5.00pm Organisers: Equestrian Management Consultants Ltd. laid on to help you reach the halls. By rail Birmingham International Station 34

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is next to the NEC and connected by pedestrian walkways. For information on train times and costs call National Rail Enquiries: +44 (0)8457 484950 or visit www.thetrainline.com. By air There are direct flights worldwide to Birmingham International Airport, which is situated next to the NEC. By coach National Express runs direct routes into Birmingham International from all major UK cities and airports. Visit www. nationalexpress.com. BETA International is again providing two luxury coaches that are free and spaces will be allocated on a first-comefirst-served basis. The northern coach will depart from Carlisle railway station, picking up at the Lancaster (Forton) and Charnock (Richard) Services on the M6 before heading to the Sandbach services. After leaving Exeter railway station, the February 2012

Equestrian Business Monthly

Fashion Show The Fashion Show brings a touch of glamour to BETA International as models take to the catwalk in clothing, footwear and accessories from colourful autumn/winter collections.

www.ebmonthly.co.uk

February 2012

Equestrian Business Monthly

BETA INTERNATIONAL 2012 A highly popular feature for suppliers to showcase their stylish new gear and buyers to check out the latest lines for later in the year.

If you’re hiring help to set up your stand, it is your job to make sure that they are aware of the rules, this includes security too,

and risk missing a last minute deal anyway. If you have opted for assistance with stand assembling and dismantling, you should be

Seminars SQPs can gain valuable CPD points at the AMTRA-accredited worming seminars, hosted by main sponsor Virbac Animal Health. You don’t need to book – just turn up for the session with your SQP number.

Innovation awards These awards are open to all exhibiting companies – provided the entries have been introduced to the market no more than 12 months before the show. The awards feature seven categories – Saddlery and Tack, Rider Clothing, Feed and Supplements, Horsecare Products and Equipment, Safety and Security, Pet Products and Other – and are judged by a panel of equestrian experts. Winners are announced on the second day of BETA International, bringing them wide acclaim and the right to use the Innovation Awards logo for marketing purposes. Companies wishing to enter a new product should complete the entry form in the online manual.

Exhibitors For many BETA will be an annual occurrence, however for first timers, you will need to make sure that you set up your stand the day before or be prepared to get up bright and early. Stands

Famous faces FaceUp TV will be again creating a general film of the show, which will be published on next year’s website. They will also be available to make short films for exhibitors. Anyone wanting to know more about this should contact Julian Stewart direct on 07712 871250/01993 868517 or email: julian.stewart@faceuptv.com

as they will not be allowed into the hall – and neither will you – until 8:30am on show days. Contractors, along with exhibitors are expected to display their badges at all times. At the end of the show, packing up may not

aware that removing graphics, props, products and all other materials that are not part of the stand will need to be done by 6pm as this is when the team will begin removing the stands. Shell Scheme stands must be cleared by 10am on Wednesday and Open stands by midday. Exhibitors needing longer should contact the organisers. Exhibitors who go over the time will be charged at cost for surcharged time. In any event, all stands must be cleared by 1pm on Wednesday.

Visitors will need to be completed before 6am on the first day of the show. 36

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guests and the press are allowed access to the event. Visitors who pre-register will not be charged for their entrance, however arrivals on the day will need to produce a relevant business card or form of ID and will be subject to a £10 charge per company. UK retailers visiting for the first time will be asked to provide their VAT number. The NEC is a vast space and its layout can be easily confusing. To avoid missing out any stands, ensure that you take a methodical route around the site. If you’re concerned about running out of time, you could try making an appointment beforehand.

commence until 5pm, however you wouldn’t want to start early February 2012

Given the nature of BETA as a trade event, only visitors, official

Equestrian Business Monthly

Additional facilities The NEC is largely equipped and provides a vast array of facilities such as: mobile charging areas, pay phones, prayer rooms, cash points and cloakrooms to name just a few. Smoking is prohibited within the NEC at all times, however, there are outdoor ‘smoking zones’ which are clearly sign posted. These can be found in the piazza and atrium.

BETA International 2012

Worklite Ltd

K4.2

Contact Name: Stephen Joseph Address: 17-18 Mead Park Industrial Estate, Harlow, Essex, CM20 2SE Country: UK Tel: +44 (0)1279 418052 Email: sales@work-lite.com www.work-lite.com Muckboots - Get comfortable, get the original. The Tyne is specifically designed for the serious rider. The Tack is a general purpose boot for leisure or stable work. Both have supreme warmth and comfort.

Your Gift Horse Ltd

L5.1

Contact Name: Christina Jones Address: Unit 6, Tockington Poultry Centre, Upper Tockington Rd, Tockington, BS32 4LQ Country: UK Tel: +44 (0)1454 510102 Email: office@yghtrade.com www.yghtrade.com Your Gift Horse provides a sneak peak of the exciting new Olympia board game at BETA. The company has strengthened its greetings card range with a new collection from Funky Gee Gee. The best-selling Keep Calm and Carry On Riding Mugs will be back alongside other witty designs and for kids, the Pony Parade bag collection is sure to be a hit. There are new jewellery designs in sterling silver and fashion jewellery to tempt the grownups. New trade accounts are welcomed and there is no minimum order and low carriage charges.

Zilco Europe Ltd

C4.1

Contact Name: Steve Blackmore Address: 1, Elizabeth House, Wornal Park, Menmarsh Rd, Worminghall, Bucks HP18 9PH Country: UK Tel: +44 (0)1844 338623 Email: sales@zilcoeurope.com www.zilco.eu Zilco is known worldwide as a respected manufacturer and wholesaler of specialist equestrian saddlery, tack and harness. The innovative use of synthetic materials makes the Zilco range high tech, low maintenance and durable. To compliment the specialist ranges, Zilco also offers a wide range of general equestrian supplies. New and existing dealers will be given a warm welcome at the Zilco hospitality stand. Zilco has an established supply network with twice weekly deliveries to all parts of Europe. Agents are required for some regions of Europe, Eastern Europe and Scandinavia. www.ebmonthly.co.uk

February 2012

Equestrian Business Monthly

INJURY AND FIRST aid

Wound and injury management A first aid kit is a vital necessity for any horse owner. Whether it’s a small superficial wound or an inflamed joint, customers need to be prepared. Equestrian Business Monthly looks at what retailers should be stocking and how to tell if products meet legal requirements. Having a sufficient supply of first aid products available all year around should be a mandatory requirement for all retailers. Horses are, despite their size and power, quite delicate creatures and can injure themselves easily – especially during the colder months when slipping and sliding in muddy fields is inevitable. The basic needs of administering care will share the same principles, however owners might have a

Above & right Images courtesy of Robinson Animal Healthcare preference over whether they opt for a cream, powder or spray and retailers should be aware

member of staff. NAF launched their NaturalintX range a year ago after realising that first aid was a largely untapped market. “It was a natural progression from our care and applications range,” says Tracey Lloyd marketing manager at NAF. “We paid a lot of attention to the presentation and packaging of the NaturalintX brand and produced a complete first aid range, giving it a powerful presence within the market. This supported with a strong advertising campaign and good sales support has helped our retailers to sell the products easily.” There is nothing that customers love more than reassurance from other customers so be sure to cover all areas. “Retailers should contact companies who

“

Magnets can help to treat scar tissue, inflammation, stiffness, filled limbs, muscle cramps and arthritis.

”

of this. The choice could be based on a previous experience that they’ve had with the brand or due to advice that they’ve been given from a vet, friend or 38

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produce the products and get access to testimonials, which they can display in store to generate interest and reassure the customer that they too will February 2012

Equilibrium’s magnetic chaps can help to reduce inflammation.

be satisfied with the result,” says Simon Lloyd, director at Fly Away. Stocking a pre-packed first aid kits is a great way to offer customers a bargain as well as save them searching for the individual products or risk leaving without something important.

Cut and grazes Horses can injure themselves in various ways and will require different medical assistance depending on the injury. A bleeding wound is fairly common and will require quick assistance. The most important factor will be to establish whether a vet is required. If the wound seems fairly small and the bleeding has been stemmed, then owners will need to move onto cleaning and covering it themselves to prevent infection. Products such as cotton wool, antibacterial gels, powders and sprays are a necessity for any customer’s first aid kit. Keeping large syringes, gloves and scissors nearby will assist with ad on sales.

Equestrian Business Monthly

Strains Due to their large frames and slender legs, horses are fairly vulnerable. One slip is all that’s needed to cause injury. If the horse appears lame, it should be brought in and checked thoroughly for any cuts or swelling. Picking out the feet first is always advisable in case there’s something obvious in the hoof. The leg should then be cold-hosed to reduce the blood flow to the area and consequentially swelling. A cooling product can be applied beneath a suitably sized piece of gamgee and an elasticated bandage. Supplying various sizes of gamgee is important as is stocking an assortment of bandages. Some owners might opt for a specific colour if they have more than one horse or keep them on a large yard.

Hoof injuries A punctured sole or abscess must be dealt with as soon as possible to prevent infection from developing and spreading. Initially a farrier should be called and the shoe removed. Once an abscess or puncture has been confirmed the horse will need to be kept in and a poultice applied to draw out the infection.

INJURY AND FIRST aid When applying a poultice, customers will need to ensure that the pressure is even and that the poultice is as flat as possible to ensure that the horse is comfortable.

worn to protect the poultice from ripping or becoming wet. Stocking these near first aid products is a good idea as some owners Image courtesy of NAF might not be aware of their existence and could overlook them. There are several poultice Stocking an assortment of options available – Animalintex sizes is essential if you want to is one of them. “Our product gain a sale. contains Boric Acid BP which is an active ingredient that minimises infection and promotes fast effective healing,” says Robert Ibbotson, marketing manager at Robinson Animal Healthcare. “It also Anti-scarring gels contains Tragacanth, a natural The faster a wound closes, poulticing agent, which draws the smaller the scar will out dirt and infections and be, so delays in healing or reduces inflammation.” Once a complications arising within the poultice has been applied and wound that affect the healing process are not ideal. Once the secured a hoof boot can be

Evolving technologies

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February 2012

Equestrian Business Monthly

INJURY AND FIRST aid wound has healed, creams, oils and ointments can be rubbed into the tissue to reduce any inflammation and potentially alter the colour and size of the scar. Eucerin lotion, cocoa butter, bio-oil and cornucresine can all aid this process with the latter helping to encourage hair growth. Customers will often ask questions about reducing scarring so ensure that your staff understand the products. Cooling therapies – Cold hosing injured or swollen limbs has been a common practice for many years, however recent technologies have paved the for with cooling gels, patches,

the body alongside chemical reactions and can be equally as important – and this is no different for the horse. The majority of chemicals inside our bodies are electro-chemical ions. These have either positive or negative charges, and produce electro-magnetic fields. The balance, movement and interaction of ions is what signals and regulates different biological processes like blood flow and sleep. These ions can be influenced by magnetic fields. The alternating pole sequences increase electric charge in the cell’s membrane, thereby improving the cell’s ability to regenerate. “Magnetic Therapy has positive effects in humans

be covered or left to air naturally, however new products are offering the ideal solution. “Seal To Heal contains an acrylic resin which seals the cleaned wound,” says Simon. “It prevents bacteria Image courtesy of NAF found in mud, dirt, flies and other irritants from entering the wound.” The product seals the Echinacea is another popular epidermis and helps to maintain option for owners. The collection the level of moisture, aiding the of nine related plant species natural healing process. “Seal To can be found in most immunity products. Its antioxidant nature can boost the horses’ immune system, helping to prevent illness or fight illness if the horse is already suffering. It can be safely fed alongside other supplements and is available in both a reduced powder-like form or a liquid depending on the customer’s preference. Keeping a selection of natural pain relief options such as devils root claw and bute replacements

Image courtesy of Robinson Animal Healthcare

boots and sprays. Easier than spending twenty minutes getting cold hands, cooling products can be applied instantly, regardless of whether the horse is at home or out at a competition. For higher end customers retailers could think about stocking hi-tech products such as the Cool+Press Boots from FMBs, which continuously pump cool air into the specially designed boots, cooling the legs after strenuous exercise. Magnetic therapy – Magnets are used worldwide on both humans and animals to help blood circulation and relieve pain. Biomedical research has shown that electro-magnetic interactions take place within 40

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and animals,” says Laura Cutter, marketing manager at Equilibrium. “Magnets can help to treat scar tissue, inflammation, stiffness, filled limbs, muscle cramps and arthritis.” Equilibrium’s Magnetic Chaps can be worn up to 24 hours per day but should be removed on a daily basis for a short period to provide a comfort break for the horse. Retailers should be aware that their staff should know if asked that pregnant women or pregnant animals should avoid strong magnetic fields. Sealing products There is much controversy over whether a wound should February 2012

Heal is flexible so the protection remains constant even when the horse is moving around and dries in 60 seconds,” he adds.

Holistic options Herbal remedies have been around for years, with many owners preferring to turn back to nature rather than use veterinary products. Arnica, is a popular choice, which can help to relieve swelling and bruising. Derived from the European plant, arnica montana, the tablets are significantly watered down and can be administered by dropping them into the horse’s water bucket.

Equestrian Business Monthly

nearby is a handy way to increase sales. Some owners will feel strongly about using veterinary prescribed products, some may not be able to afford them and others might use a bute substitute after coming off prescribed medicines. These are available as supplements and can be added to feed.

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February 2012

Equestrian Business Monthly

INJURY AND FIRST aid

Legalities Thomas Briggs, senior press officer at DEFRA talks about the importance to retailers of knowing where their products are coming from. What is the definition of a veterinary medicinal product? A substance or combination of substances presented as having properties for treating or preventing disease in animals, or any substance or combination of substances that may be used in, or administered to, animals with a view either to restoring, correcting or modifying physiological functions by exerting a pharmacological, immunological or metabolic action, or to making a medical diagnosis.

Do all products passed by the VMD automatically get a marketing authorisation number? Yes, if a product is granted a marketing authorisation by the VMD it will receive a marketing authorisation number. The Veterinary Medical Regulations (VMR) require that any person who places a veterinary medicinal product (VMP) on the market does so in accordance with an MA granted by the Secretary of State or by the European Medicines Authority (EMA). In order to be legally placed on the market in the UK a VMP must be the subject of an MA valid in the UK.

Who is responsible for regulating this? In the UK the Veterinary Medicines Directorate (VMD) is responsible for regulating vet medicines. Is this different in the UK and Europe to America? Yes. The VMD is the regulatory agency for the UK only. In Europe each member state (MS) has their own regulatory system that approves products for sale in that MS. There are approval schemes in place that allow products to be authorised in more than one MS. In the US the Food and Drug Administration is the agency that has overall responsibility for medicines. What do retailers need to know when stocking medicinal products? Depending on the classification and type of the veterinary medicine involved there are different requirements. The best source of information for this is VMGN 3 – Guidance for retailers – which can be found on the VMD website: www.vmd.defra.gov.uk.

Blocking bacteria

Complete range

Seal To Heal is a flexible wound dressing formulated for use on cracked heels and mud related sores, as well as minor cuts and grazes. It seals the epidermis keeping flies, dirt, bacteria and other irritants out while maintaining the levels of moisture, aiding the natural healing process, sealing in 60 seconds. It’s quick, hygienic and easy to use and great for treating hard to reach areas. A real tack box essential. Fly Away Ltd: +44 (0)1384 877857 www.flyaway.ltd.uk

NAF’s NaturalintX range of natural first aid applications will help take care of your horse. The Aloe Vera Purple Spray comes as a non aerosol spray that’s gentle on skin, while the Arnica Gel can be applied by hand to reduce bruising. NAF’s lanolin based MSM ointment provides a moisturising, protective barrier, similar to the Wound Cream which aids healing of minor wounds and comes in a convenient pump dispenser. NaturalintX is the new name you can rely on to take care of your horse, naturally…

Wound dressings

First Aid Kit

NaturalintX veterinary approved, 100% natural dressings are great for wounds. The NaturalintX Poultice dressing comes as a single 41 cm x 21 cm pad which can be cut to size and ensures maximum comfort and protection. Once applied it can be held easily and comfortably in place with a NaturalintX Wrap. The NaturalintX Hoof Poultice is specially designed to comfortably fit the shape of the horse’s hoof.

The Horse & Rider First Aid Kit provides all the essential items for the yard and horsebox. Available in an easy to carry kit bag, Animalintex poultice, Gamgee, Dressings, Equiwrap bandages, Vetalintex wound gel and blunt-ended Scissors are all included. And for the rider, a FastAid essentials travel pack for minor cuts and grazes. The Horse & Rider First Aid Kit retails at around £24.95. Robinson Animal Healthcare has a wide range of products for all your first aid requirements.

NAF: +44 (0)8001 583219 www.naf-equine.eu

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NAF: +44 (0) 8001 583219 www.naf-equine.eu

Robinson Animal Healthcare: +44 (0)1909 735000 www.robinsonhealthcare.com February 2012

Equestrian Business Monthly

AT THE SHARP END

NEW PRODUCTS HILTON HERBS has launched two new and unique products to combat seasonal itching in equines - Bye Bye Itch supplement and lotion were formulated by Hilary Self Bsc MNIMH, medical herbalist at Hilton Herbs, and fall into the ‘Special Needs’ category in the Hilton Herbs’ range. Both products were extensively trialled in the UK and 93% of trial participants felt it significantly helped their horse or pony.

Sales skills: The answer to everything There is a sales technique for selling cleaners with footwear and clothing for instance which can be so effective that I’ve known sales people triple the sales of cleaners in their shop single handed. I was fortunate to be taught such skills by old style retailers who would never have dreamt of letting a customer leave their premises without making a purchase. So much so I’d been watching Arkwright in Open All Hours for years before I realised it was a comedy and not a documentary. There is a saying in the military – the answer to every problem is ‘artillery’. Well I reckon the answer to every business problem is ‘sales skills‘. By sales skills I mean things like ice breakers, reading the sale, opening remarks, creating openings and opportunities, prompts, buying signals and closing, truisms like ‘features tell benefits sell’ etc. I am not talking here about customer service, which many people confuse with selling. It’s important, but it’s no substitute for sales skills. Some people believe that selling does not work because people don’t like pushy sales techniques which is true, but what they overlook is that the really effective sales skills are so very subtle that customers don’t even notice them – which is not helped with some high street stores trying to re-discover these skills but crossing over the line into pushy. Either that or they ask every customer at the till ‘was there anything else’ which is about as much use as a chocolate teapot from the angle of generating additional sales. Neither am I talking about merchandising, which important as it is, will not for instance generate the add-on sales that a really switched on sales person using targeted skills will.

Even when talking about reps, who are by definition sales people, some are actually order takers who have product knowledge, a presenter, a car full of samples and a horse, but little actual sales ability. So I say real sales skills are the answer to every business problem, because whatever business you are in, at the end of the day, if you can’t sell, whatever it is you do you don’t have a business, whether you are a manufacturer or a retailer. Advertising and marketing is all well and good and may well bring you the customers, but at some point someone is going to have to go and actually make the sale and get the customer to part with their money. And we all know that at the moment, retailer or supplier, that’s getting harder to do. Sadly because there are so few old school retail sales people about it’s a struggle to convince anyone that these skills really do work in a retail environment. This is a real shame because in the current climate anything that helps a shop take more money should be worth considering.

Mike Potter provides sales and retail training for equestrian retailers and can be contacted on mpotter@ talktalk.net

To work effectively the Bye Bye Itch supplement needs to be fed to affected horses and ponies in the months prior to the ‘itching’ season and contains herbs rich in Essential Fatty Acids (recommended to encourage a natural resistance to allergens and irritations) plus herbs that have antihistamine actions and will improve skin integrity and coat condition. As a complementary product, the Bye Bye Itch lotion can be used on all affected areas of the body, contains ingredients which will reduce itching and encourage hair re-growth, and is easy to apply and pleasant-smelling. For more info on these fantastic products and details of introductory offers for retailers, contact Hilton Herbs on 01460 270701 or email tradesales@hiltonherbs. To see our field trials data go to www.hiltonherbs.com/useful-articles

Natural worming Verm-X will be running an exclusive half price introductory offer on the Trilanco stand at BETA International enabling the trade to save 50% when ordering the new Verm-X Pellets for horses and ponies. Following BETA International the offer will continue to run until Friday 30th March 2012. The new and improved formulation for Verm-X for equines now includes the herb elecampane (Horse Heal). Horse owners will also find Verm-X even easier to use as the new packaging contains five convenient individual daily sachets which provide natural control of intestinal hygiene and boost every-day health. The new packaging carries a ‘veterinary approved’ logo and an acknowledgement of the Veterinary Medicine Directorate’s (VMD) acceptance to the marketing of Verm-X which differentiates Verm-X from the illegal marketing of any unlicensed products in the market place. 1 x counter display case of 12 x 250g is available for just £47.82 for this limited period only, usual trade price £95.64. A 250g box of Verm-X Pellets for horses and ponies (containing 5 x 50g sachets) retails at around £11.95. For further information call 0870 850 2313 or visit: www.verm-x.com.

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February 2012

Equestrian Business Monthly

SPOGA PREVIEW

Spring into action Spoga’s visitor friendly state-of-the-art centre, it’s large global attendance and its evolving concepts are just a few of the reasons why the event is fast becoming the equestrian trade fair to attend.

“

Following on from its autumn success, this year’s Spoga Spring fair will take place once again in Hall 8 at the Cologne Exhibition Centre between Sunday 5th and Tuesday 7th February. The event is once again tipped to have a positive

German industry leaders such as Busse, Cavallo, eurostar, Herm. Sprenger, HKM, Passier and Waldhausen will be exhibiting at the event alongside EKKIA, Horseware, Kingsland, Prestige, Ariat and Whitaker.

outcome this month, with 95% of the exhibition space filled by early December. Visitors can expect to see an array of equestrian fashion,

Dealer awards Once again, equestrian magazine Reitsport-Markt will be, in conjunction with the event,

The Speakers´ Corner is also new for 2012, where presentations and discussion groups will take place daily. helmets, shoes, boots, saddles, bits, grooming equipment, accessories, nutrition products and services. Visitors should enter through the North entrance and can purchase advanced tickets at a reduced price through the online ticket shop at www.spogahorse.de.

Opening times Visitors Sunday: 10am – 7pm Monday: 10am – 7pm Tuesday: 10pm – 6pm Exhibitors Sunday: 9am – 8pm Monday: 9am – 8pm Tuesday: 9am – 7pm 44

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presenting the award to the best Equestrian Sports Dealer. Winners will receive their award on Sunday at 3pm in the Spoga Horse Arena, Hall 8, C-051.

”

Getting there Visitors to the event can experience discounts on the Deutsche Bahn and low-cost flights when booking through the Spoga online shop at www. spogahorse.com. Visitor’s admission badges will also allow them on all local forms of transport for free as long as they keep their booking confirmation with them while travelling. By air Cologne-Bonn airport is located near the Exhibition Centre, with 35 airlines currently flying to the February 2012

destination. The number 13 train on the suburban railway will take passengers straight from the airport to the exhibition centre in 15 minutes. By rail Passengers arriving to the venue by rail can experience special discounts when travelling within Germany. A second class return train ticket will cost just £99 – £89 if booked online. Visitors selecting this option will need to ensure that they carry proof of their online registration or exhibitor pass during the journey for validation. Visitors travelling from the UK can take the Eurostar from London St

Equestrian Business Monthly

Pancras to Brussels in one hour 55 minutes and then switch to a high-speed Thalys or ICE highspeed train from Brussels to Cologne in one hour 57 minutes. Ticket prices start at £49 one way. Accommodation Once again, booking through the Spoga website will entitle you to discounts and package deals. The event organiser, Koelnmesse has teamed up with several hotels in and around Cologne and can offer trade fair participants discounts on hotels, flights and car hire when ordered as a package.

SPOGA PREVIEW

Cologne’s attractions Those wishing to work hard and play harder can spend their time after the fair visiting some of the city’s local attractions. Cologne is an historical and exciting city packed full of things to do and offering much in the way of entertainment to its guests.

The carnival The trade fair coincides with one of Cologne’s biggest traditions – the carnival. From 6pm on 5th February, the streets will be full of merry revellers heading to the Cologne costume celebration. The event takes

Services for exhibitors There will be a variety of services on offers for exhibitors including help with stand construction, catering and marketing. Visit the website for information on how to arrange these prior to attendance.

Job exchange The exchange will once again be offering exhibitors the opportunity to publish their latest job offers. Interested candidates or job seekers can access available positions and searches during the trade fair via an internet service point.

Educational discussions The seminars will be held daily

place in the Gurzenich, the city’s banqueting hall and is a treat for first timers. The Carnival will feature regulars such as the band Black Fooss and the Cologne Dreigestirn (the trio of the Prince, the Peasant and the Maiden). If that’s still not enough, the Loss mer singe (let’s sing) event will take place on the 7th February at 7pm in the Theater am Tanzbrunnen.

Museum of Applied Art For art fans, there will be an exclusive event held in the museum, displaying the architect-designed furniture from the past 100 years. The aesthetic cultural history

exhibition – Von Aalto bis Zumthor – Architektenmobel, which means Furniture designed by architects from Aalto to Zumthor. The exhibition will show single pieces and entire rooms by architects including Alvar aalto, Daniel Libeskind, Norman Foster and Peter Zumthor.

Cologne Cathedral The cathedral is one of Cologne’s symbolist features and aside from admiring it’s beauty and decedant design, visitors can enjoy the city thriller event Dompfortner which starts at 2pm on 4th February and will allow participants to enter into a detective style game

putting together facts and clues to unveil the murder of the cathedral verger. Special packages can be booked for groups of 12 or more. www. citythriller.de

Music fans Cologne will also present an array of musical highlights during the show including composer and singer Udo Jürgens’, German broadcaster SWR’s Radio-Sinfonieorchester Stuttgart (Stuttgart Radio Symphony Orchestra) with the pianist Bertrand Chamayou and “Grease” on its tour of Germany. Visit the Spoga website to find out more or book any of the above.

in Hall 8, C-051 and will include a wide array of subjects. A full list can be seen on the Spoga website.

New this year New to this year, the fair will be include ‘New products in 100 seconds’. Here the exhibitors will be offered the opportunity to present their latest news within 100 seconds. The Speakers´ Corner is also new for 2012, where presentations and discussion groups will take place daily in this animated and open talking environment in cooperation with the magazine equitrends.

Networking On Sunday evening at 7pm exhibitors and visitors will have the chance to get together for happy hour, which will take place in congress centre north in front of Hall 8.

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February 2012

Equestrian Business Monthly

fo Wh r S at uc to ce St ss ock ful Sa les

let’s talk products

Riding hats and gloves

A riding hat and a good pair of gloves are necessities that no rider can do without. In today’s modern society it’s not just safety that riders are looking for – it’s comfort, style and practicality too. The law in the UK makes it illegal for children aged 14 and under to ride on the road without a hat that is at least up to EN1384 standards. One fall or drop of a hat is enough to damage it and therefore make it unsafe. Ensuring that you stress this to customers when selling and fitting hats is important – keeping a damaged hat in the shop as an example is a good idea. Under the regulations passed by the European technical committee, a current riding hat must have an adjustable threepoint harness and the liner must extend to the rim. Certified hats must hold the following marks of approval: EN1384 1996 / BSEN 1384 1997. Prior to that hats complied with: BS3686, BS6473:1984 and BS4472:1988. The BS prefix

symbolises that the hat has been tested in Britain. PAS015: 1998/ PAS015: 2011 was developed by the British Standards Institute (BSI). PAS stands for product approval specification. The choice of riding hat will be determined by the customer’s preference, however it is important for the customer to think about what they use the hat for as some hats offer additional safety features depending on their country of manufacture. The CE Mark is a mandatory declaration under EU law that represents compliance with essential requirements and the Kitemark or SEI means that the manufacturer has completed additional testing. Although protection is at the top of the list when it comes to hats;

style, ventilation, comfort and practicality are also key. While wearing a hat, riders should be able to see and hear clearly and should not feel like the hat is causing them discomfort. Many modern hats offer ventilation through slats or specialist materials such as Coolon that are designed to be breathable and lightweight. Anti-fungal and anti-odour agents are also a common feature, with memory foam, which moulds around the rider’s head for added comfort, increasing in popularity. When displaying hats, be sure to keep a selection of accessories such as hat bags, cleaners, silks and deodorisers near by.

All hands on deck A developing blister while

riding is a nuisance to any rider and will ultimately cause them discomfort. There are an array of gloves on the market offering a multitude of qualities such as extra grip, ventilation, easy cleaning and durability. A selection of fastenings from zips to touch and close straps or elastic allow manufacturers to cater to the customer’s specific needs. Materials such as deer and sheep skin offer a look of style, perfect for the show ring, while suede and synthetic materials can be used for general riding. Stocking a selection of gloves from the bottom of the line all the way to the top is important, as customers might decide to treat themselves to an expensive pair of gloves, but are likely to pick up a cheap pair too to avoid spoiling their new purchase.

Troxel Sierra Airowear

Champion Evolution Riding Hat Finest Brands International

Sizes: Small, medium, large Colours: Tan or black Materials/bindings: Suede & Cordura, softshell polystyrene, leather RRP: £76.00

Sizes: 6¼ - 7¾ Colours: Navy, black Materials/bindings: Glass fibre shell, shock absorbing polystyrene liner. RRP: £110 - £130

The Troxel Sierra, with a removable and washable lining is the highest quality helmet in Airowear’s product range. The helmet offers the best of both worlds with its lightweight and vented features coupled with a smart, streamlined and glamorous appearance. Certified to BSEN 1384 approved and ASTM F1163/SEI.

A development of the Champion Ventair hat, the Champion Evolution is a low profile, modern and lightweight hat founded upon a glass fibre shell. Covered in a soft and durable synthetic nubuck, the Champion Evolution hat incorporates an effective airflow system and a soft padded synthetic nubuck harness.Certified to PAS 015 1998 and BSEN1384 1996 and carries the BSI Kitemark.

Champion Grand Prix Riding Hat Finest Brands International

Champion Ventair helmet Finest Brands International

Sizes: 6¼ - 7¾ Colours: Navy, black Materials/bindings: Glass fibre reinforced shell, German velvet. RRP: £100 - £117

Sizes: 6¼ - 7¾ Colours: Pink, navy, silver, black Materials/bindings: Glass reinforced shell, polystyrene liner. RRP: £82 - £97

Designed for showjumpers, the Grand Prix Riding Hat is low profile, modern and lightweight. Founded upon a ventilated glass fibre reinforced shell, the Grand Prix is covered in fine, rich and durable German velvet for a luscious, deep finish. The harness is made from the softest padded leather and features a quick release clip buckle for ease of use and absolute security. Certified to PAS 015 1998 and BSEN1384 1996, the hat also carries the BSI Kitemark.

Champion’s extremely lightweight Ventair Helmet features a design registered ventilated airflow system that is styled to keep the head cool. The Ventair system also features a uniquely tailored harness and the BSI Kitemark, guaranteeing that it will comfortably outperform the four main areas of testing: penetration, shock absorption, harness strength and stability. The Ventair is certified to PAS 015 1998 and BSEN1384 1996.

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February 2012

Equestrian Business Monthly

let’s talk products Champion Junior pro-lite Finest Brands International

Gatehouse Airflow Professional Jockey Skull Design Headwear

Sizes: 00-5 Colours: Black Materials/bindings: Injection moulded ABS shell, shock absorbing polystyrene liner. RRP: £50 Featuring a lightweight, injection moulded ABS shell, the Champion Pro-Lite has four ventilation points for maximum through-flow of air. The helmet is secured by a three-point polypropylene harness that incorporates a quick release buckle. For fun, the lining of the Junior Pro-Lite features specially designed cartoon characters that will appeal to kids. Certified to PAS 015 1998 and BSEN1384 1996, the Champion Junior Pro-Lite also carries the BSI Kitemark.

Sizes: 0 - 4.5 Colours: Black Materials/bindings: Reinforced fibre glass shell with shock absorbing EPS. RRP: From £72 This recently redesigned jockey helmet now features an improved leather four-point harness and an adjustable comfort nape pad. The Professional Jockey Skull has a stay cool Airflow lining and is Kite Marked and approved to PAS015 and BSEN 1384 standards, making it suitable for wearing under all competition rules.

Gatehouse HS1 Jockey Skull Design Headwear

Gatehouse Pegasus Helmet Design Headwear

Sizes: 00 to 4.5 Colours: Black, silver Materials/bindings: Carbon fibre reinforced fibre-glass shell with shock absorbing EPS liner RRP: £112 to £144

Sizes: S/M (53-57cm) and L/XL (57-61cm). Colours: Matt black or Deco black Materials/bindings: Super high impact carbon fibre reinforced ABS shell with EPS liner RRP: £72.80

This top of the range Kitemarked helmet is the only jockey skull in the UK to pass the Snell E2001 standard, which simulates a rider falling into a fence rail, or having a secondary hit by a horse’s hoof, as well as British Standards Institute tests. Snell E2001 Carbon fibre reinforcement on the lower edge of the HS1 helps strengthen and balance the helmet, with riders reporting reduced stress on the neck during fast work or competition.

The Pegasus Helmet is well ventilated with a 4-point leather covered harness and a convenient dial adjustment for increased wearer comfort. The Pegasus is Kitemarked, approved to BSEN1384 and comes in matt black or deco black with carbon-effect side panels - both options have reflective piping.

Legend Riding Hat Harry Hall

Polly Hat Tagg Equestrian

Sizes: Children: 6⅜- 6¾. Adults: 6⅞ - 7½. Colours: Black, black/grey, chocolate/ caramel, grey/pink, grey/brick, navy/lilac, navy and grey/pale blue Materials/bindings: Coolmax moulded padded inner lining. RRP £68.50.

Sizes: Dial adjust one size Colours: Black, blue rose Materials /bindings: Outer lightweight and stylish RRP: £29.90

The Harry Hall Legend Riding Hat is a BSI Kite marked lightweight riding hat conforming to EN1384 guidelines. It features front ventilation and coolmax moulded padded inner lining as well as a soft microfiber suede covering.

The hat is streamlined and vented allowing air flow, with an easy dial adjust fitting system, ideal for children. It is fully kite marked and tested to BS EN 1384:1997. The Polly Hat comes in a choice of three colours.

Performance Adult Skull Cap Shires Performance

JT Junior Imperial Helmet Justtogs

Sizes: 53cm – 62cm Colours: Black Materials/bindings: Coolmax lined RRP: £54.99

Sizes: 53-61CM Colours: Black, black & grey, grey and pink Materials/bindings: Suede, Coolon RRP £45

The Coolmax lining and a four point adjustable padded harness ensures a secure, comfortable fit, while the padding on the inside with a textured outer, keeps the hat cover in place. Certified to BS EN 1384:1997 and PAS015:1998, the Perfomrance Skull Cap carries the kitemark and CE standard.

Available in three fashionable designs, this lightweight helmet features a soft suede finish as well as a Coolon linin. The unique fibre shape wicks moisture away from the skin, keeping the wearer comfortable and dry. This material also has antifungal and anti-odour properties. The hat conforms to PAS 015 and EN1384 and carries the Kitemark. Hat comes complete with carry bag. www.ebmonthly.co.uk

February 2012

Equestrian Business Monthly

let’s talk products Ultra Riding Hat Caldene

HZ InCase velvet helmet Horze

Sizes: Junior: 6 3/8 – 6 ¾, adult: 6 7/8 – 7 ½ Colours: Black Materials/bindings: waterproof rubberised finish, coolmax inner lining RRP:£26.99

Sizes: 52(6 3/8), 53(6 ½), 54(6 5/8), 55(6 ¾),56 (6 7/8),57 (7), 58 (7 1/8),59 (7 ¼), 60(), 61(), 62 (), 63()57 (7) Colours: Black Materials/bindings: Velvet RRP: £22.75

Highly ventilated with front and top ventilation grills, this hat is perfect for any rider that spends hours in the saddle keeping them cool and comfortable. The Ultra Riding Hat conforms to EN1384 and BSI Kitemark and is supplied with a high quality carry bag.

The Horze classic velvet helmet with 3-point nylon harness is easy to adjust. And provides a comfortable and great fit. It is CE EN 1384 approved.

HaloRider Pluz Helmet Horze

Atlantic Zhelter Helmet Horze

Sizes: 55(6 ¾),56 (6 7/8),57 (7), 58 /7 1/8),59 (7 ¼) 60 & 61 Colours: Black, grey, brown Materials/bindings: water and dirt resistant micro-fibre textile RRP: £52.45

Sizes: 52(6 3/8),53(6 ½),54(6 5/8), 55(6 ¾),56 (6 7/8),57 (7), 58 (7 1/8),59 (7 ¼) 60 () Colours: Black Materials/bindings: water and dirt resistant micro-fibre textile RRP: £84.60

A trendy and well-fitting riding helmet covered with water and dirt resistant micro-fibre textile. The airflow system at both front and back decreases humidity while the soft shield reduces risk of injury. Comes with adjustable and padded chin strap and includes an inner lining. The helmet is CE EN 1384 approved.

A top-quality helmet with the best fit. The outer shell is made of ABS (Acrylonitrile Butadiene Styrene Copolymer) and the inner material is a shock-absorbing polystyrene. The Atlantic Zhelter also features an adjustable harness and excellent ventilation. The helmet is CE EN1384 approved.

Swing Riding Helmet for Children K4 Waldhausen

Swing Helmet H11 Waldhausen Sizes: 1 (50 - 54 cm), size 2 (53 - 59 cm), size 3 (58 - 62 cm) Colours: Baroque black, trend black, logo print silver, matt black, trend Icelandic black, trend Icelandic silver Materials /bindings: PETG RRP: £89.95

Sizes: 0 (46–51 cm) Size 1 (52–57 cm) Colours: Bambini -Pink Gloss, Pro – Matt Black, Butterfly – Matt Black, Flower- Matt White Materials/bindings: PETG RRP: £ 49.95

The Swing Helmet H11 features two ventilation channels integrated in the visor, a central air intake and two additional forehead ventilators. The breathable micro-fibre inner lining is removable and washable. The helmet also allows riders to set the head circumference, head width and head height of the harness.

The new K4 riding helmet for children has easy size adjustment and eight ventilation slots to ensure effective air flow around the rider’s head. The helmet is also equipped with LED lights for extra visibility while riding in the dark.

Swing Riding Helmet Pro Air Eventing Waldhausen

Swing Riding Helmet Pro Air Waldhausen Sizes: 52 – 60 cm Colours: black, silver black Materials/bindings: Outer Tricot cover, Awatex RRP: £ 59.95

Sizes: 52 – 60 cm Colours: Black Materials/bindings: AWAtex RRP: £59.95 The eventing helmet offers added comfort and security, with ventilation slots on both the front and back as well as on top. Anatomically moulded Pro AIR neck padding with integrated ventilation vents for added comfort and non-slip fit. The helmet also features an AWA Cooling inner lining and an extra soft chin padding on the padded threepoint harness. Conforms to European Norm CE EN 1384. 48

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February 2012

Certified to meet European Standard DIN EN 1384, this helmet features the new Pro Air ventilation system and the moulded Pro AIR neck padding with integrated ventilation for added comfort and a non-slip fit. The noble micro tricot cover is water repellent and easy to care for.

Equestrian Business Monthly

let’s talk products LAS XT-VIP Helmet LS Sales (Farnham) Ltd

Over The Peak Hat Cover Carrots Equestrian

Available sizes: All Colours: Black, blue, grey, brown Materials/bindings: Simulated leather, foam micro-suede over nylon RRP: £395-430.00

Sizes: One size only Colours: Range of designs and colours Materials/bindings: Stretch fabric RRP: £14 A fun accessory to transform a fixed peak riding hat in to something jazzy and fun. Perfect for people who compete and need a traditional look for the ring, but want something fun for everyday riding.

The LAS XT-VIP helmet is extremely lightweight and provides a very good fit. It has easy fit removable liners which make it a sale every time. By having one shell and many different sized liners it keeps stock requirements low and reduces waiting time from the wholesaler. It is up to BSEN1384 standard.

GLOVES Grand Prix Glove Woof Wear Ltd

Equetech Microlite Gloves Equetech

Available sizes: 6, 6.5, 7, 7.5, 8, 8.5,9,9.5 Available colours: Black, chocolate, white Materials/bindings: Spandura and reintex RRP: £23.00

Sizes: Junior : 3 4 5 6 and Adult : 6.5, 7, 7.5, 8, 8.5, 9 Colours: Black, brown, white Materials/bindings: 100% synthetic leather. RRP: £16.25

The Grand Prix Glove is Woof Wear’s most versatile riding glove. Made using reintex, a Japanese designed microfibre, the glove fastens with a touch and close wrist tab and the reintex palm stretches which ensures comfort and a close fit. The glove also has a 0.5mm thickness and is great even in the wet.

These lightweight gloves offer a close fit elegant look, breathable synthetic machine washable leather and superb comfort. The reinforced panels on the fore and inner fingers prevent rubbing, while the adjustable Equetech embroidered hook and loop tab ensures a correct fit.

Domy Suede Riding Gloves Harry Hall

MacWet Sports Gloves MacWet Ltd

Sizes: XS, S, M, L, XL, XXL Colours: Black, brown, navy, white Materials/bindings: synthetic suede RRP: £8.50 Perfect for the outdoor adventurer, these gloves will keep hands dry and looking funky. The combination of fleece material keeps hands warm, whilst the synthetic Domy Suede on the palms aids grip when wearing them. Suitable for competition use, when riding or just being outside.

Sizes: 14 Colours: Black, brown, black and white, green, blue and white Materials/bindings: Mesh, Climatec, Aquatec RRP: Climatec backed £29.99 MacWet gloves are the official gloves of the Horse Guards and the Mounted Division of the Met.Police. Safety is of paramount importance-hence our strap line of ‘Allgrip no slip’ ‘ALLGRIP-NO SLIP’. The gloves are also machine washable. Also available in Mesh backed. RRP: £27.99.

Mountain Horse Crochet Gloves Horsemasters Distribution

Mountain Horse Protech Gloves Horsemasters Distribution

Sizes: XS-XL Colours: black, navy, sand, red Materials/bindings: Cotton and leather RRP: £15.99

Sizes : XS-XL Colours: black, white, bronze Materials/bindings: polyurethane, polyester RRP: £16.99

This glove is now a well-loved classic and its reputation for quality and durability make it an easy sale at all times of the year. Crochet is lightweight, has great grip and there is a colour to go with everything.

A very lightweight PU glove with sticky palms, a great grip and close contact. The pearlescent colours make this glove stand out from the rest – both on the hand and on the display stand.

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February 2012

Equestrian Business Monthly

let’s talk products Crochet Riding Sport Gloves Horze

Gloves w/ thinsulate lining Horze

Sizes: XS, S, M, L, XL Colours: Chocolate brown Materials/bindings: Waterproof, thermal materials, leather RRP: £14.47

Sizes: XS, S, M, L, XL Colours: Black/dark grey, chocolate brown/praline Materials/bindings: Waterproof and thermal. RRP: £10.71

These stylish leather gloves feature a crocheted cotton back and leather on the palms. The adjustable strap and inclusion of a press button allows for added flexibility.

These winter gloves look great and provide a warm lining.

Thin Leather Gloves Horze

Elisabeth Synthetic Leather Gloves Horze

Sizes: XS, S, M, L, XL Colours: Black, chocolate brown Materials: Leather RRP: £27.70

Sizes: S/M, L/XL Colours: Black, chocolate brown Materials/bindings: Waterproof, thermal. RRP: £16.64

Thin, soft leather gloves with lycra inset inside the fingers and touch and close fastener at the wrist. Z-embroidery.

These stylish threecoloured synthetic gloves, fit well, are very functional and fashionable and feature our Z-embroidery.

Toggi Andorra Finest Brands International

Toggi Bayham Finest Brands International

Sizes: S-L Colours: Black, white Materials/bindings: Leatherette RRP: £16

Sizes: S-L Colours: Black, tan Materials/bindings: Deer skin RRP: £35 Exquisite deer skin riding glove with a hook and loop tab adjuster for performance, control and style.

A simply stunning leatherette competition riding glove, perfect for when elegance, style and grace are called for.

Toggi Kempton Finest Brands International

Insulated Tek Grip Gloves Ariat Europe Ltd

Sizes: S-L Colours: Black, navy Materials/bindings: Thinsulate RRP: £13

Sizes: 6-8.5 Colours: Black, bark Materials/bindings: Polartec Thermal Pro stretch fleece, waterproof RRP: £33.50

Breathable fleece gloves with Thinsulate. A lifesaver for wintertime riding and early morning yard duties, helping to make numb fingers a thing of the past.

www.ebmonthly.co.uk

February 2012

The ideal glove for winter schooling, made from Polartec Wind Pro stretch fleece with a hard coating for maximum insulation and minimum bulk. Featuring finest synthetic suede at palm for exceptional grip and sensitivity, articulated fingers for a smooth, enhanced grip, reinforced stress points for durability and Ariat’s signature non-snag adjustable hook and lop fastening. Equestrian Business Monthly

let’s talk products Tek Grip Gloves Ariat Europe Ltd

Mark Todd Winter Gloves with Thinsulate Westgate EFI

Sizes: 6-8.5 Colours: black, bark, fawn Materials/bindings: Synthetic suede, waterproof RRP: £21.00

Sizes: xsmall to xlarge Colours: black or brown Materials/bindings: Pigskin leather, Thinsulate RRP: £17.50

A versatile glove designed for everyday wear featuring finest synthetic suede at palm for exceptional grip and sensitivity together with stretch twill upper for a better fit, articulated fingers for a smooth, enhanced grip, reinforced stress points for durability and Ariat’s signature non-snag adjustable hook and loop fastening.

Mark Todd Leather Showing Gloves Westgate EFI

A real hit with riders, these best-selling gloves combine warmth with style thanks to the hard-wearing pigskin leather outer and cosy Thinsulate lining. Features include reinforced rein fingers, while an elasticated wrist with stud fastening ensures a good fit.

Saddlecraft Winter Neoprene Gloves Westgate EFI

Sizes: childs ages 4-6yrs, 7-9yrs and 10-12yrs, adults xsmall to xlarge Colours: black, brown or white Materials/bindings: Leather RRP: Adults £24.25, Childs £19.95

Sizes: Xsmall to xlarge Colours: Black Materials/bindings: Neoprene, Thinsulate RRP: £16.85

These super slimline gloves are manufactured in fine, soft leather, the close fitting style being perfect for the show ring or everyday riding. Features include an elasticated wrist, reinforced rein fingers, closure tab with hook and loop fastening and ventilation holes on the fingers.

These winter gloves combine the warmth of Neoprene with a further 40g of Thinsulate insulation to keep your hands cosy. Features include pimple palm and fingers for grip, plus hook and loop fastening and reinforcement on the rein fingers.

CONTACTS Airowear

Countries available: UK +44 (0)1434 632816 www.airowear.com

Ariat Europe

Countries available: Benelux, Germany, Switzerland, Austria, Denmark, Sweden, Norway, Eire and UK +44(0)1367 242818 www.ariat-europe.com

Caldene

Countries available: Worldwide + 44 (0)1274 711101 www.caldene.co.uk

Carrots Equestrian

Equetech

Countries available: Worldwide www.equetech.com

Finest Brands International

Countries available: UK +44 (0) 1922 616777 www.justtogshelmets.co.uk

LS Sales (Farnam) Ltd

Countries available: UK and Ireland +44 (0)1132 707000 www.championhats.co.uk

Countries available: Worldwide + 44 (0)1608 683855. www.lesliesutcliffe.biz

Harry Hall

Countries available: Worldwide +44 (0)8456 039075 www.macwet.com

Macwet

Countries available: Worldwide +44 (0)1274 711101 www.harryhall.co.uk

Horsemasters Distributors

Countries available: UK +44 (0)1245 445362 www.carrotsuk.com

Countries available: UK & Eire +44 (0)1462 432596 www.horsemasters.co.uk

Design Headwear

Horze

Countries available: UK & Ireland, Europe, Australia, New Zealand +44 (0) 1793 850342 www.gatehouserange.co.uk

Justtogs

Countries available: All Western Europe +44 (0) 07824 387643 www.horze.co.uk

Shires Equestrian

Countries available: Worldwide +44 (0)1568 613600 www.shires.co.uk

Waldhausen GmnH & Co. KG Countries available: Worldwide + 44 (0)1392 881880

Woof Wear

Countries available: UK, Europe +44 (0)1208 265920 www.woofwear.com

Westgate EFI

Countries available: UK & Europe +44 (0)1303 872277 www.wefi.co.uk

Tagg Equestrian

Countries available: UK, Ireland and Europe +44 (0)1636 636135 www.taggequestrian.co.uk

www.ebmonthly.co.uk

February 2012

Equestrian Business Monthly

ASK THE EXPERTS

ASK THE EXPERTS New for 2012, Equestrian Business Monthly will be taking your burning questions and seeking out answers from leading industry experts. I am a new small equestrian retailer and our refund policy states that items can be returned up to 28 days after purchase with a receipt. However, a customer came into my shop with an item of clothing that was purchased three months ago demanding to return it as it was faulty. After a fuss I gave him a refund. Was this the correct way to deal with the situation? Ann Jackson, Senior Trading Standards Officer, Norfolk County Council Trading Standards answers Retailers often wish to provide information to their customers about their returns policies and many will accept returns where the law does not require them to do so. There is no requirement to display any form of returns policy. If no policy is

If you’ a quest ve got io want a n that you n us know swering, let at: ebmont editorial@ hly.co.u k

displayed then the retailer only needs to accept returns if required by law. Offering a refund policy which allows items to be returned up to 28 days after purchase with a receipt is beyond the business requirements of the law. Using the example of a customer returning goods which were purchased three months ago, if those goods were faulty, then under the provisions of the Sale of Goods Act 1979, the consumer would be entitled to either a repair, replacement or a refund. If indeed the item was faulty this case appears to have been handled appropriately with the consumer being provided with a refund. If the goods supplied to you are faulty then you should be able to claim the money back from the person you bought them from (e.g. wholesaler or manufacturer). How to do this should be agreed between the retailer and the supplier, but usually this would involve sending the faulty goods back to the supplier or manufacturer.

I’ve decided to increase security on my premises after a significant level of stock has disappeared. I’ve been thinking about CCTV as I already have security tags in place. How do I go about having this installed? How long will it take and will I need to close the shop while it is being fitted?

installers can work in the background while you are running your business. A four-camera system usually takes around one day to fit and an eight-camera system around two days.

Jeremy Davies, sales and marketing director, B to B Links answers

I would also assess the use of your security tagging system. There may be more effective tags and ways of tagging your products as a further measure to prevent theft.

You need to contact a reputable CCTV installer to organise a free of charge site survey. An associate member of BETA would be a good place to start. The site survey is partly a discussion to identify the images that are important to obtain from the CCTV System. From there a cost estimate can be made. Installation can be conducted during trading hours as most CCTV

I run a small equine retail company with just myself and two members of staff, one of whom has started having lots of sick days. I am yet to see a certified doctor’s note and as a small business I can’t afford to hire anyone else and am constantly under staffed due to her absence. Where do I stand with regards to letting her go? Stephen Elliott, partner, employment law, Langleys answers If an employee is taking too much time off sick the employer’s remedy lies in a capability procedure. This requires the employer to notify the employee that they are taking too much time off work, inform them of improvements that are required

and specify a time frame in which that improvement should be seen. The employee should be informed that a failure to improve could result in some form of formal warning or even dismissal. If the employee then fails to make the required improvements the employer can hold a capability hearing and, if the employee does not provide a reasonable explanation for their failure to improve, dismiss on grounds of capability. A prudent employer should consider raising the issue in an informal meeting first, to ensure that they have all the information they need to make a reasoned decision. If this informal meeting brings information to light that suggests that the employee might be disabled and so engage the principles of the Equality Act 2010 it would sensible to take legal advice before proceeding further. Make sure you have all the information you need, document everything and keep the requirement to act reasonably at the front of your mind.

Do you need something explaining? Send your questions to editorial@ebmonthly.co.uk 52

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February 2012

Equestrian Business Monthly

BUSINESS ADVICE

Social media: a guide to Facebook and Twitter Thomas Henry is a digital strategist at VML London. In this issue, he talks Equestrian Business Monthly through the benefits of Facebook and Twitter and explains how a business can get the most out of these useful tools.

only be achieved with a good mix of photo, video and text content that inspires interaction from fans and the friends of those fans. Think like a publisher Why do you read your favourite magazines, websites or newspapers? Because they publish the content you like at a time when you’re interested in reading it. Imagine if Grazia or Marie Claire decided that they ‘didn’t really have anything to say in January’ so decided to not publish the issue. It wouldn’t be long before their readers became Cosmopolitan and Glamour readers. Once you set out on a Facebook journey you need to commit to it.

Rules for influencers on Twitter

Be Personal Take time to think this end of your approach through and you will see a dramatic difference in the amount of people who tweet you back. This may even involve studying an influencer’s Twitter feed for a while, seeing who they’re talking to and what they’re talking about. This will enable you to contact them about topics, products and services that you know they’ll be interested in, but more importantly, it will allow you to talk to them like real people about things you’re not trying to sell them. This is social media after all. If you’re so new to the world of social media and haven’t even set up a Facebook or Twitter account, then don’t panic. Simply visit www.facebook.com or www.twitter.com and follow their ‘signing up’ instructions.

Be Relevant With 50% of the UK’s population now on Facebook, we’ve passed the point of questioning whether Facebook is ‘right’ for a brand, publication or service, it’s more a question of how you can use it. Twitter does not have the same mind-boggling figures as Facebook, but it is incredibly popular with influencers and opinion leaders. Winning on Twitter means getting your product or service on the radar of people with opinions that matter, these people will then go on to influence the population at large. The benefits of Facebook and Twitter are that you get direct engagement with your customers, you know who they are, where they are, what they like and what they don’t. This is incredibly valuable information when used correctly. The easiest way to think about it is that Facebook is great for your fans, while Twitter works for potential business partners, contacts and influencers.

Rules for fans on Facebook

Give them something unique Your Facebook page should be giving your audience something they cannot get anywhere else, you have to give them a reason to follow and interact with you, until you have figured out what that is, hold back on establishing a Facebook presence. Reaching an audience The Facebook NewsFeed is the most read place on the internet (ahead of Google search) - it’s the front page of the Sun for the 21st century. Achieving cut through here is essential and will

If you haven’t got the right product, event or service to pitch to an influencer don’t even bother, save your energy for those who are interested. To be relevant you have to be totally honest, something like: “Hi my name’s xxx I work at xxx I know you’re interested in xxxx and here’s a link to xxxxx that I think you’ll be really interested in.” You will get much better results, provided what you send them really is interesting and relevant. Be Expected Influencers on Twitter love being sent information, provided it’s through the channels they like and it’s relevant. This is one of the real strengths of pitching over Twitter, by being on the site, everyone there has agreed to abide by the rules of engagement of the platform IE, you expect to be talked to.

www.ebmonthly.co.uk

February 2012

VML London is a digital agency, formed in 1994 (as Good Technology). It has around 70 staff and works with some of the most recognised brands in the world – from Xbox, the BBC and Premier League to Microsoft, Colgate-Palmolive and Bombay Sapphire. VML London is the European HQ for VML Inc., a business employing over 750 people worldwide and a Young & Rubicam Brands agency and part of WPP.

E: hello.london@vml.com W: www.vmllondon.co.uk T: + 44 (0)2073 433700 Equestrian Business Monthly

Question

Sponsored by Let’s Talk horses www.letstalkhorses.co.uk Your portal to the equestrian world

Time

We want to hear what you think. To join the debate or to send in your question ideas email editorial@ebmonthly.co.uk or Twitter @EBMonthly.

Name: Catherine O Driscoll Company name: Oldcourt Saddlery

Name: John Burdon Company name: IV Horse

With regards to Supermarkets selling equestrian goods, in 99.99% of cases there are no qualified staff to advise customers or to properly fit. On numerous occasions when Aldi sell body protectors and

Good grief, is this the best you can do? Surely there are more urgent questions requiring debate. I doubt very much that The Grocer magazine will be posing to their readers the question, “Should tack shops be selling cans of pop, sweets and crisps and what impact does it have on your business?” I suppose you could argue that a range of equestrian goods on sale in a supermarket would encourage consumers who have never set foot in a saddlers before, or entertained

hats we usually get at least two-thirds of customers who come back to our shop as they weren’t sold the correct size. Surely this has to be the most important issue that needs to be addressed.

the idea of riding to take up the sport and therefore grow the market. Once hooked with what will conceivably be basic quality items, choice and advice, consumers will quickly discover that for best product and service, then the place to shop is at a quality saddlers or tack shop and so, as a whole, the trade will benefit. That is, of course, if the saddler recognises and meets the needs of modern specialist equestrian customer service.

Name: Connie Taylor Company name: Horse Sense Direct

I don’t think supermarkets should sell equestrian goods, as more often than not customers do like to ask advice about what is best for their horse or pony, or even the type

of clothing and equipment for horse and rider. I am against this step, there should be shops & outlets especially designated to different sports and hobbies.

Q: “Should supermarke ts be selling equestrian good s and what impact does it ha ve on your business?”

Name: Dougald Ballardie Company name: Claire Lilley Enterprises Limited

Name: Martyn Channon Company name: Channon’s Country Store

If super markets identify a large enough market inevitably they will stock goods to serve it and with their buying power and low per capita overheads they will probably undercut smaller retailers. It follows then, that the specialist equestrian supplier must provide something more

While it is not possible to restrict equestrian sales to particular outlets we need to ensure that we connect with our customers and provide them with helpful, accurate advice which will encourage them to return to specialised equestrian retailers. Many outlets employ AMTRA trained advisors and can provide a wealth of experience and knowledge.

than just being a purveyor of goods. Claire Lilley Enterprises Ltd specialises in providing personally tried and tested lunging equipment and therefore can support customers by advising on what equipment is needed and how it should be used.

As many other retailers have discovered, it is impossible to match cut price supplies from supermarkets, but they can not provide the specialist service found within our industry. Play to your strengths and hope that the stock turn proves unattractive to the large multiples.

Name: Suzanne Williams Company name: Williams Pet And Garden Supplies

The supermarkets should have been made to stick to groceries like years ago. My business, which I started in 1991 and is mainly pet, garden and country stores goods, has seen the worst year of growth and profit in 2011 so far and is getting worse. I blame the government for letting supermarkets sell

anything from a mobile phone to a garden shed. They might end up with a vet next and sell licensed products like horse wormers, Drontal and Frontline. I have seen many shops like mine close down due to supermarket interference with our main products and it’s such a shame.

Next month’s hot topic will be: “Are equestrian qualifications fulfilling the needs of the industry, or students spending too much time in the classroom and not enough out gaining experience?” 54

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February 2012

Equestrian Business Monthly

INSIDE THE OLYMPICS

Picture perfect

The Olympic Games can bring a wealth of business to the trade industry and with 2012 expected to be no different; the equestrian industry has already begun its preparations. In this new feature, Equestrian Business Monthly hears from the people who are making the Games a reality behind the scenes.

Peter Llewellyn is the deputy photo manager for the London Olympic Games. Originally training as a sports centre manager before taking up a career as a sports photographer, which has allowed him to attend many prominent events.

Is this the first time that you’ve been involved with the Olympics?

No. This is my ninth Olympic Games. My first Olympics was the Albertville Winter Games in 1992. I have worked as a sports photographer at seven Games and this is my second time as a member of the management team – the first being the Vancouver 2010 Games.

that stills photographers are not in their sight lines whilst at the same time ensuring that all the stills photographers can get the images they need. Next I would return to the media centre to brief my photo volunteers and ensure that they are aware of the photo related issues for the day. Once the photographers arrive, I am responsible for briefing them and laying down the rules for the day, details of where the photo working positions are, how to get in and out of the photo positions, and any other details they need to be able to do their jobs. Once competition starts, I move around the photo positions ensuring that all is going to plan. At the end of sports I will be back at the media centre to deal with any photo related problems that have occurred and to listen to suggestions from photographers for the following days.

What preparations will you have to make in the run up to the games?

Preparations involve a huge amount of planning so that the photo positions meet the requirements. This will include working with the sport management team to ensure that the photo positions have no impact on the field of play. Working with broadcast managers to ensure that stills photographers are not in their sight-lines. I also work closely with the Olympic Look team - the people who dress the arenas with the Olympic Rings and the 2012 colour schemes to ensure these work to the best advantage for the photographers. I am responsible for ensuring the technology for the photographers to transmit their images is in place and correctly working. I will also work with the various functional areas to ensure that

What did a normal day during this year’s equestrian test events entail for you?

It was an early start as I had to get to the venue and ensure that all the photo positions were correctly set up and that there were no “I covered unforeseen the equestrian changes events in Hong since the Kong in 2008 where I last time I shot around 26,000 looked. I had images.” to meet with the sports management team to check if they had any photographic issues that needed to be resolved and then the same thing with the broadcast manager. Broadcast cameras Eric Lamaze winning gold at the Beijing Games. always get prime positioning Image courtesy of Peter Llewellyn so it’s very important to ensure www.ebmonthly.co.uk

backgrounds to the best photo positions are kept uncluttered - there’s nothing worse that working out a great photo spot, only to turn up and find that a temporary toilet block has been erected right in the photographers view! In fact there are literally hundreds of details that have to be addressed before the world’s best photographers can perform.

What’s the hardest part about being an Olympic photographer?

Unlike a journalist who can watch replays on television, ask their colleagues what happened, interview the athletes involved or use the services provided by the Olympic News Service, a sports photographer gets only one chance to do the job right, and must cope with a multitude of problems including the weather, photo positions, travelling to the event and getting through security, and occasionally eating and sleeping! And you need to be able to keep on doing it, time after time. The other big problem at the Olympics is to try and get something a little different from all the other photographers. Due to the restrictions on where one can go, the tight security etc it’s often difficult to create an image that is not exactly the same as all the other photographers at the event.

What’s the best thing about your job?

As a photographer seeing my pictures published still gives me a thrill after 30 years of doing it. As a manager, being able to put something back after a fantastic career and ensure that the photographers get the very best facilities we can provide. I want the images from the London Olympics to be the best ever.

February 2012

Equestrian Business Monthly

SECRET Surfer

If you would like the Secret Surfer to visit your website just send us your details. Email:editorial@ebmonthly.co.uk

www.spillers-feeds.com

www.hunter-boot.com DESIGN: 8/10

DESIGN: 6/10

The white background and simple use of colours makes it easy to look at. The branding is cleariy displayed and the rotating images across the middle reflect the audience but are a little irritating to the eye due to their sharp changes.

Quite a lot going on, with an alternating image at eye level and an image behind the main body. Although it is very informative, the selection of boxes make it a little overwhelming in terms of options.

NAVIGATION: 7/10 NAVIGATION: 8/10 Tabs are clearly displayed at the top with a more than adequate drop down menu, which includes sports and fashion, as well as

Drop downs are easy to find and labelled very clearly. Once you begin navigating around the site, the experience is a good one, with a dedicated area for help and advice.

men, women and children.

CONTENT:

News and media: 6/10

News and media:

7/10

No, news area, however there is an option at the top of the page to sign up to the newsletter. Facebook and Twitter links are clearly displayed at the bottom and have been recently updated.

Company information: 7/10 Company history is concise but informative and also includes the option to hear more about the ‘Hunter Story’, as well as the origination of wellies. Information about the company’s Royal Warrants is also displayed here.

Product information: 8/10 Excellent product information. Sections are broken down further to highlight features and classic options – as well as ‘new in’. Once a category is selected, the filters are very specific making quick searching very easy.

OVERALL SCORE OUT OF 50 56

www.ebmonthly.co.uk

February 2012

No news page. Facebook and Twitter links are visible at the top right and the Facebook feed is displayed on the right hand side and seems to be updated every few days.

Company information:

6/10

Divided into headers to cover science behind the products, team members and caring for the planet. No information about the forming of the company or year of establishment though.

Product information: 7/10 Broken down into subheaders and displayed very clearly. Once selected, an image of the product in its packaging appears, along with lots of information about the ingredients and how to feed. No images of what the product itself looks like.

OVERALL SCORE OUT OF 50

Equestrian Business Monthly

www.harryhall.co.uk

www.robinsonsequestrian.com

DESIGN: 8/10

DESIGN: 7/10

Lots going on but separated appropriately – colours also work nicely together. Branding is displayed clearly, although the option to download the catalogue is jumbled in with the icons for various products. The logins for the media and trade zones are also useful.

Lots going on, on home page with deals, offers and more, however, the page still works surprisingly well. There is also the option for a live chat so any queiries or questions can be discussed before purchases are made.

NAVIGATION: 6/10

Clear tabs, although no drop downs. Areas can be selected from the images below however.

Areas are clearly categorised, with drop down menus. No ‘Home’ tab, however clicking on the logo brings you back. Once an area has been selected, things are even busier with sectors being divided by images and more offers and deals.

CONTENT: News and media:

CONTENT:

8/10

The site features a media and separate trade zone which both require password allowing for easy ordering and product research which makes it very user friendly. Bookmark icon at the top right displays a variety of social media and information sharing links. Facebook link gives you the option to link to your own page but there doesn’t appear to be a live page. Latest news section has one line about the new collection.

News and media:

Company information:

‘News and Events’ is listed at the bottom of the menu so easy to find but requires scrolling down to reach. Impressive news area with a blog, Twitter and Facebook feeds, news stories, which have been updated within the past week and useful links – as well as a survey.

5/10

Couldn’t find any information about the company, only a contact us area.

Product information: 7/10 Products are displayed in a list, which is easy to read. An image of the product can be seen and a zoom facility is available once selected. Information is sufficient, although more could be said.

OVERALL SCORE OUT OF 50

9/10

8/10

History of the company, which expands to an abundance of information with images and press cuttings, as well as a paragraph on the locations of their shops.

Product information: 8/10 Listed clearly, with filters for price, brand, gender and more. Also further tabs covering specifications, delivery and returns and reviews once the product is selected. Search facility is very effective.

OVERALL SCORE OUT OF 50 www.ebmonthly.co.uk

February 2012

Equestrian Business Monthly

SUPPLIERS DIRECTORY bbey Diagnostics A +44 (0)1638 552122 www.abbeydiagnostics.co.uk Abbey Saddlery and Crafts Ltd +44 (0)1565 650343 www.abbeysaddlery.co.uk Agrifence +44 (0)1432 373920 Airowear +44 (0)1434 632816 www.airowear.co.uk Amigo Stable Mirrors: +44 (0)1858 432652 www.amigostablemirrors.co.uk Andis Company +1 262 884 2600 www.andis.com Animal Health Company Tel - 01787 476400 www.equinehealthandherbal.co.uk Animalife +44 (0)1527 857 920 www.animalife.co.uk Arctic Fox – Bulls Eye International +44 (0)1923 210646 www.arcticfoxuk.com Asmar Equestrian +1 604 601 2028 www.asmarequestrian.com Aubiose (Future Forks) +44 (0)1293 416759 www.futureshavingsfork.co.uk B2B +44 (0)870 7510605 www.btoblinks.net B Jenkinson & Sons Ltd +44 (0)1924 454681 www.elico.co.uk Baileys Horse Feeds +44 (0)1371 850247 wwwbaileyshorsefeeds.co.uk Battles +44 (0)1522 529206 www.battles.co.uk Brinicombe Equine +44 (0)8700 606206 www.brinicombe-equine.co.uk British Horse Feeds +44 (0)1765 680300 www.britishhorsefeeds.com Brogini +44 (0)1706 514 230 www.brogini.com Buffera Ltd +44 (0)1707 852244 www.buffwear.co.uk

Dodson and Horrell +44 (0)1832 737300 www.dodsonandhorrell.com Dog Rocks +44 (0)1628 822 243 www.dogrocks.co.uk

Future Forks (by Aubiose) +44 (0)1293 416759 www.futureshavingsfork.co.uk Fynalite +44 (0)1789 764848 www.fynalite.co.uk

Duralock +44 (0)1608 644988 www.duralock.com

Gabriella Shaw Ceramics +44 (0)1730 821101 www.gabriellashawceramics.com

E. & E. Corn Supplies (Havens UK) +44 (0)1388 603333

Gee Up Equine Laundry +44 (0)1254 822066 www.geeupequinelaundry.co.uk

Earlswood Supplies +44 (0)8450 171351 www.earlswood-supplies.com Easibed +44 (0)161 370 2360 www.easibed.co.uk

GollyGaloshes gollygaloshes@btinternet.com

Eazitools Equestrian +44 (0)1302 746077 www.eazitools.co.uk

Grays of Shenstone +44 (0)1543 483344 www.graysofshenstone.co.uk

Emvelo +44 (0)1494 875848 www.emvelo.co.uk

Griffin NuuMed Ltd: +44 (0)1458 210324 www.nuumed.com

Equivet +44 (0) 808 1084995 www.equivetanimalcare.com

Groomers Limited +44 (0)845 230 7997 www.groomers-online.com

Equestrian Supplies +44 (0)1254 831645

Gumbies Ltd +44 (0)1258 839100 www.gumbies.co.uk

Equestrian Vision +44 (0)1403 865320 www.equestrianvision.co.uk Equi Matters Ltd: +44 (0)1494 721763 www.redmondrock.co.uk Equistro +44 (0)1280 814500 www.equistro.co.uk Equetech +44 (0)1296 688966 www.equetech.com Equilibrium Products +44 (0)1442 879115 www.equilibriumproducts.com Equine Management +44 (0)1825 840002 www.equineman.com Equisafety Ltd Tel: +44 (0)1516 787182 www.equisafety.com ESF Services +44 (0)1600 780051 www.tackrepair-rugwash.co.uk Euro Front International +44 (0)1332 590460 www.eurofront.co.uk Faulks & Co. +44 (0)1455 848184 www.wmfaulks.com

Burlerrow Farm Miscanthus +44 (0)1208 841264 www.burlerrowfarmmiscanthus.co.uk Finest Brands International (Toggi and Champion) Cabotswood +44 (0)113 270 7000 +44(0)117 9669944 www.toggi.com www.cabotswood.com Fly Away Classic Canes +44 (0)1384 877857 +44 (0)1460 75686 www.flyaway.ltd.uk www.classiccanes.co.uk For Riders Classic Showjumps +44 (0)1865 377853 0161 765 2010 / 2014 www.ivriders.com www.classicshowjumps.com Frank Baines Saddler Clipper Sharp +44 (0)1922 640847 +44 (0)1823 681076 www.frankbaines.com www.clippersharp.com Friendship Estates Cox Agri +44 (0)1302 700220 +44 (0)845 600 8081 www.friendshipestates.co.uk www.coxagri.com Fuller Fillies Ltd D&H Animal Husbandry +44 (0)1977 625 025 +44 (0)845 270 6691270 2224 www.fuller-fillies.co.uk www.dandhgroup.co.uk

Girbau UK +44 (0)1462 427780 www.girbau.co.uk

www.ebmonthly.co.uk

February 2012

GWF Nutrition + 44 (0)1225 708482 www.gwfnutrition.com Halley’s Feeds +44 (0)1738 840830 www.halleysfeeds.co.uk Harold Moore +44 (0)114 2700513 www.haroldmoore.co.uk HARPLEY Equestrian Ltd +44 (0)115 9611537 www.harpleyequestrian.co.uk Haybar +44 (0)1723 882434 www.haybar.co.uk HaySoft +44 (0)1277 375647 www.haysoft.co.uk Healing Tree UK Ltd + 44 (0)7850 738875 www.healing-tree.co.uk Heavenly Horse Tel: +44 (0)1724 721872 www.heavenlyhorse.co.uk Hilton Herbs Ltd +44 (0)1460 270700 www.hiltonherbs.com Honeychop Horse Feeds +44 (0)1359 230823 www.honeychop.com Horsefair +44 (0)1264 811425 www.horsefair.co.uk Horse First Ltd +44 (0)2830 848844 www.horsefirst.net Horse Source +44 (0)1924 848 438 www.horsesourceltd.co.uk

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

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

Spoga + Gafa +44 (0)208 6818166 www.spogagafa.com

Hucklesby Associates +44 (0)1362 820235 www.hucklesbyassociates.co.uk

Natural Animal Feeds +44 (0)800 373106 www.naf-uk.com

Stable Environment + 44 (0)1422 310483 www.stable-environment.co.uk

Hunter-Outdoor (K & K CLOTHING) +44 (0)121 555 8334 www.rockall.info

My Day Feeds +44 (0)845 6023782 www.mydayfeeds.co.uk

Starkie’s +44 (0)116 2592022 www.starkiesbeeswaxcreams.com

Innovacyn / Vetericyn Europe +353 91 796896 www.vetericyn.com

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

Stormsure Ltd +44 (0)1638 570478 www.stormsure.com

IV Horse +44(0)1888 544261 www.4horse.co.uk

Osmonds +44 (0) 1948 668100 www.osmonds.co.uk

Stuart Canvas +44 (0)1925 814525 www.stuartcanvas.co.uk

John Whitaker International +44 (0)1706 340500 www.johnwhitaker.com

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

Taurus Footwear and Leathers Ltd +44 (0)1933 674679 www.taurusfootwearandleathers.co.uk

KC Sports Ltd +44 (0)1823 681100 www. powellprotec.com

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

The British Horse Society +44 (0)8450 777692 www.bhs.org.uk

Keratex +44 (0)1373 827649 www.keratex.com

Pfizer Animal Health +44 (0)1304 616161 www.wormingyourhorse.info

Top Paddock +44 (0)1469 563995 www.top-paddock.co.uk

Kevin Bacon’s +44 (0)1296 662473 www.kevinbacons.co.uk

Polly Products +44 (0)1636 636132 www.pollyproducts.co.uk

Trailer Vision +44 (0)1775 640737 www.trailervision.co.uk

Kingshead +44 (0)1738 580080 www.kingsheadequestrian.com

PressPoint +44 (0)1953 851513 www.presspoint.co.uk

Trelawne Equine Ltd +44 (0)8442 578585 www.trelawneequine.co.uk

Kitt +44 (0)1278 727755 www.kitt.eu.com

Puffa Country Sports Ltd +44 (0)115 9424265 www.puffacountry.com

Tuffa International Footwear +44 (0)1953 880914 www.tuffaboots.com

LaundryStuff +44 (0)1226 717180 www.laundrystuff.co.uk

RS-tor www.rstor.co.uk

Uncle Jimmy’s Brand Products +1 866 965 4669 www.jimmysballs.com

Lets Talk Horses + 44 (0)1953 850678 enquiries@letstalkhorses.co.uk LexveT International +44 (0)8003 345856 www.lexvetsupplements.com Life Data Labs Inc +1 256 3707555 www.LifeDatalabs.com Likit www.likit.com For orders Westgate EFI +44 (0)1303 872277 Limpet Saddle Pad +44 (0)1432 508944 www.limpetsaddlepad.co.uk Littlemax +44 (0)1668 213467 www.littlemaxshavings.com LITOVET +44 (0)1452 524012 www.litovet.co.uk LS Sales (Farnam) Ltd +44 (0)1608 683855 www.lesliesutcliffe.biz Marie Bridgwater Equestrian PR & Media Consultant +44 (0)7795 416511 www.mariebridgwater.com Maxavita +44 (0)8450 752754 www.maxavita.com

Horsesport www.horsesport.com

Mears Country Jackets Ltd +44 (0)1922 476930 www.mearsjackets.com

Horses with Attitude +44 (0)1274 852139 www.horseswithattitude.co.uk

Measom Freer +44 (0)116 2881588 www.measomfreer.co.uk

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

Medco Enterprises +92 524 602961 www.medcopk.com

Equestrian Business Monthly

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 Rowen Barbary Horse Feeds: +44 (0)1948 880598 www.rowenbarbary.co.uk Rower & Rub +44 (0)1223 969740 www.roewer-rueb.com Rugs R Us +44 (0)1695 716262 www.equirugsrus.co.uk

Unibed +44 (0)1977 796278 www.unibed.uk.com V-Bandz +44 (0)8450 956810 www.v-bandz.co.uk Virbac Animal Health +44 (0)1359 243243 www.equimax-tabs.com VSM Ltd: +44 (0)1664 506746 www.easywormer.com W F Young, Inc. +001 413 526 9999 www.absorbine.co.uk Westgate EFI Ltd +44 (0)1303 872277

Rutland Fencing +44 (0)1572 722558 www.rutland-electric-fencing.co.uk

Westgate Labs +44 (0)1670791994 www.westgatelabs.co.uk

Santé Franglais Ltd + 44 (0)1858 464550 www.aloeride.com

Wicked or What +44 (0)1285760656 www.wickedorwhat.com

Sherwood Forest Ltd +44 (0)1159 424265 www.sherwoodforest-uk.com

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

ShoeSecure +44 (0)1475 54068 www.shoesecure.com

Your Gift Horse +44(0)1454 202033 www.yghtrade.com

Silvermoor +44 (0)1665 602587 www.silvermoor.com

Zilco +44 (0)1844 338623 www. zilcoeurope.com

Smart Grooming +44 (0)1823 681076 Solocomb +44 (0)1235 511358 www.solocomb.co.uk Spartan Equestrian Products +44 (0)1474 705065 www.spartanequestrian.com