Equestrian Business Monthly July 2014 by Presspoint Media Ltd

MoNThly

EQUESTRIAN JUly 2014 Issue 146

JodhpURS, chApS & ovER TRoUSERS Page 26

allerGieS & intoleranceS GroominG eSSentialS Summer heal healthcare

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

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

INSIDE THIS ISSUE 4 NEwS

25 lAuNcH it New from Wahl

8 AllErgiES & iNtolErANcES

26 lEt’S tAlk ProDuctS

Dietary management

Jodhpurs, breeches, chaps and over trousers

12 SummEr HEAltHcArE

31 oN tHE mArkEt

Promoting wellbeing

Pick of the products

16 PrEvENtAtivE HEAltHcArE

32 BuSiNESS mAttErS

Keeping Britain’s Horses Healthy

Staffing issues

18 groomiNg ESSENtiAlS

33 kEN’S columN A united approach to education

From brushes to biosecurity

34 SuPPliErS DirEctory

22 tAck & FEED room

EQUESTRIAN

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

Advertising Sales: Tel +44 (0)1953 852931

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

On the cover

Image courtesy of Tredstep Ireland

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FORWARD FEATURES August ● Seasonal supplements

UK NEWS

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

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

from summer to autumn

● Equipment for the horse ● Talking therapy: hot, cold,

massage and machines

● Bulking up sales: small

holder and pets ● Business Matters ● Let’s talk products: body protectors and air jackets

September ● ● ● ● ● ●

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

Our media pack and a full list of features for 2014 is available. To get your hands on either of these, email: allison@ebmonthly.co.uk. Furthermore, give us a call and see what we can do for you over the next 12 months.

Top business award for EquiFeast

quine nutrition company EquiFeast has won a prestigious business award thanks to its passionate approach to the supplement market. EquiFeast was named as Britain’s most innovative small business on May 21 in the Federation of Small Business (FSB) WorldPay UK Business Innovation of the Year Award. The equine nutritional supplements company has tripled its sales in the UK in the last three years and among its customers are Olympic double medallist Laura Tomlinson and leading international event rider Harry Meade. Malcolm Green, marketing and

alisbury Master Saddler and former president of the Society of Master Saddlers, Mark Romain, has been awarded an MBE in recognition of “services to the saddlery industry and saddlery training in the UK and overseas”. Mark, 57, owns and runs the Saddlery Training Centre in Salisbury, the only training centre to provide a government apprenticeship scheme in the

Mark Romain awarded MBE

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approach to every challenge means our business continues to make great strides.”

Malcolm and Sally Green from EquiFeast pick up a prestigious innovation award

MBE for Mark Romain S

research director comments: “This award would not be possible were it not for our team. Their passion, dedication and enthusiastic

industry. Over the years Mark has played a major role in developing the NVQ for the saddlery industry, and revising the City & Guilds National Sadddlery Skill Assessment and Qualification Scheme and played a major role in implementing the Millennium and Saddlery (formerly Modern) Apprenticeship Schemes. Mark, an expert in the manufacture and repair of saddles, bridles and harness for the equine industry, has sat on the Society of Master Saddlers executive committee since 1991 and has contributed to the training of more than 200 apprentices and well over 1,500 saddlers from around the world. Said Mark: “I found out in May and I was absolutely thrilled. I couldn’t completely believe it until I saw the Queens Birthday Honours list published.” Said Hazel Morley of the Society of Master Saddlers: “We are delighted for Mark and extremely proud. Mark is a great asset to the Society and the industry as a whole, and we are very pleased his hard work and dedication has been recognised and rewarded.”

Shires sponsorship promotes innovation

oyal warrant holder Shires Equestrian Products has agreed to sponsor BETA International’s New Product Gallery for a second consecutive year. A household name among horse owners, Shires will lend its name to one of the show’s most popular features, set up to highlight the very latest lines, brands and designs to visiting buyers. Shires Equestrian managing director Malcolm Ainge said that the company’s decision to sponsor the New Product Gallery for a second year was a way of showing ongoing support for the equestrian trade. “The sponsorship is part of a vital initiative for us to reach out to the equestrian retailers that are an integral part of our business,” he said.

Website launch

Showing support

orses with Attitude is pleased to announce the launch of its new online trade website which allows retailers to login, browse the entire product range and order at their leisure. The new site has been designed to encompass all HWAs expanding customer groups. Retailers can place orders for their store with ease whilst drop shippers can order items for direct shipping to multiple addresses. The new site also caters for HWAs Own Brand customers such as Redan, Pony Magazine and RDA who are also able to place orders for their own particular merchandise. Existing stockists can request login details by emailing sales@ horseswithattitude.co.uk and new stockists can apply for an online trade account at www. horseswithattitude.co.uk

quine bedding company easibed has re-launched its sponsorship of local shows as part of its continued commitment to grassroots equestrianism. The wood fibre bedding manufacturer is appealing to its followers on social media platforms to nominate grassroots shows worthy of potential sponsorship over the summer season. After the success of a similar sponsorship project last year, easibed has decided to repeat the offer. “It is important to us that we support the grass root shows. They are the backbone of the equine community. Without them we wouldn’t have some of the great shows and riders we have today,” said Claire Hayward from easibed. “It’s great to see so many people who are enthusiastic about the industry and we love to see the shows grow and expand into more established events,” she added. If you know of a grass roots show that could be considered for an easibed sponsorship follow the company’s Facebook or Twitter page or email enquiries@easibed. co.uk with details of the show.

Putting safety first T

o ensure all staff members are on top of their game when it comes to safety, the team at Matchmakers International spent a day refreshing their knowledge of safety standards for both riding hats and body protectors. The training day allowed the team to learn from the experts about the latest research and technology in the safety market and ensured

they are up-to-date with current standards and correct fitting procedures. The programme covered all aspects of riding hats and body protectors, focusing on human anatomy, possible injuries, protection, standards and testing, correct fitting, construction and developments.

Safety refresher day for Matchmakers team

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UK NEWS XLEquine team up with riding schools

ndependent veterinary group, XLEquine has forged a working partnership with the Association of British Riding Schools (ABRS). With over 320 riding school proprietor members, the ABRS reaches over 3,000 horse owners and riders across the UK. XLEquine business manager, Dr Emma Batson, is delighted with the new relationship: “As a group of independent equine practices, XLEquine will provide a wealth of expertise and information to the members of the ABRS. “This includes the recently launched country-wide series of half-day practical and interactive EquineSkills workshops delivered by XLEquine vets all of whom have been trained in the teaching of practical instruction, delivering high quality veterinary led training for horse owners,” says Dr Batson.

Weighty worming W

orming horses accurately according to their body weight is crucial to help the treatment work as effectively as possible, yet, according to a new survey, horse owners are still not weighing before they worm. Under-dosing is a cause of resistance so it is important to treat horses accurately according to weight, to maintain the effectiveness of the wormers currently available. This means that ideally, every horse should be weighed before giving a worming dose. However, according to the British Riding Clubs Horse Health survey, commissioned by Zoetis and conducted earlier this year, 44% of the horse owners asked do not weigh their horse before worming. Wendy Talbot, vet at Zoetis said: “Under-dosing can cause resistance

to occur, as can too frequent dosing or the use of a wormer to which there is already significant resistance. Dosing accurately, according to weight on a ‘need to’ basis, by using regular faecal worm egg counts, is key to managing the issue of resistance in our horses.” The most accurate way for customers to weigh their horses is by using a weighbridge, but a weigh tape will help make sure that accurate dosages can be given.

Triumph for British breeding S

ix highly experienced riders and horses have been chosen to represent the UK at the Alltech FEI World Equestrian Games (WEG) Eventing Championships in Normandy this summer and three of the horses are British bred. Both Kristina Cook’s ride, De Novo News and Pippa Funnell’s ride, Billy Beware are home bred. Izzy Taylor will ride British bred Allercombe Ellie who was bred by Susan Holroyd. They will join fellow team members William Fox-Pitt, Zara Phillips

and Oliver Townend and all three British bred horses are making their squad debuts in Normandy, showing just how strong British breeding is at the moment. British bred horses have become a regular feature on Great Britain’s eventing squads in recent years and this new group of British bred squad horses have replaced the recently retired, Miners Frolic and Opposition Buzz. The strength and depth of the talent being produced by British breeders is beginning to consistently reap rewards for the

profile of British breeding. Head of equine development at the BEF, Jan Rogers said “This new generation of British bred horses selected for the British squad is a testament to the thought, consistency and effort that goes into breeding these world class horses. It shows that British bred horses are here to stay, and linking the Futurity with the World Class Equine Pathway through the new, Equine Bridge means that we have a long term plan in place.”

Learning from biomechanics

entaur Biomechanics, owned and run by Russell Guire, organised a successful day especially for Society of Master Saddlers members to get an insight into the research that is being carried out and how it is benefiting the saddlery industry. Topics such as conformation, movement and rider influence were backed up with fascinating slow motion footage and slides. The day brought home how important, and at times how difficult, the saddler’s job can be to design and fit saddles that allow freedom of movement for the horse whilst also supporting the rider.

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Equine nutrition on the road

new Spillers leisure nutritionist has taken to the road to bring free nutrition support to horses and ponies around the country. This popular service, which was first introduced three years ago, provides unbiased

Nicki Smith goes out on the road for Spillers feeding advice for horse and pony owners, together with the use of a portable weigh bridge. Nicki Smith has joined the company to cover the south of England while longterm Spillers leisure nutritionist Isabel Harker covers the north. Nicki said: “Being able to combine my passion for horses with my career is, for me, the ultimate achievement. Meeting horse owners every day and helping them devise the right diets for their horses is nothing less than a pleasure.”

SMS members enjoy a Centaur Biomechanics day

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

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Supporting YOUR business As horse owners start to think about buying their bedding for the coming autumn and winter, we want to be sure all our retailers have everything you need to meet the growing demand for BEDMAX shavings.

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Allergies & Intolerances

a chain reaction The demand for diets to specifically suit horses with allergies or intolerances to certain ingredients is rising, and manufacturers are keeping pace. The experts explain the difference between the two conditions and provide information on the options available.

ften when a horse suffers a reaction to a feed, either behaviourally or physically, it is labelled as an allergy, but feed allergies in horses are relatively rare. If you have a customer mention that they believe their horse has an allergy you must tread carefully when offering advice: “Whilst we would acknowledge that, in some horses, there is a very real issue with reactions to elements of the diet, there is a risk that some owners ‘misdiagnose’ an allergy or intolerance when some other aspect of the horse’s management is lacking,” warns Jane Buchan from Baileys. She continues, “The increased use of social media and online forums can be beneficial in many ways, for encouraging discussion and the sharing of information, but can also be counter-productive if owners draw incorrect conclusions about their horses.” Although rare, a true dietary allergy could be possible but it is a serious health concern, as Chris Tar from HorseHage points out: “Retailers should always ensure that the customer has consulted their veterinary surgeon, as true allergies can be a serious health concern, and intolerances may also have clinical implications.”

Whereas an allergy involves a reaction from the horse’s immune system – and of course it is not just a dietary problem, horses may also be allergic to insect bites, plants or other atmospheric factors – an intolerance does not involve the immune system. Katie Williams, technical and product development manager at Dengie provides a concise explanation of the difference between the two: “A true allergy occurs when the horse’s immune system reacts to a protein – or protein-like molecule – resulting in the release of antibodies. Each time the horse is exposed to the substance, more antibodies are released. In contrast, intolerances don’t activate the immune system but cause an undesirable effect such as

“A true allergy occurs when the horse’s immune system reacts to a protein” loose droppings.” When any feed is recommended, the retailer should do so with knowledge of the specific horse’s case, and this is even more important when there is a possible dietary allergy or intolerance.

Chris says: “The retailer should ensure they have full details of the horse’s age, weight, breed, work load and keep regime, including current feed programme (concentrate and forage including pasture) before making suggestions. Retailers should therefore have a sound working knowledge of the practical feeding implications for the common intolerances, and an in-depth knowledge of the nutrient profile and characteristics of suitable feedstuffs.”

ingredients implicated Intolerances to specific ingredients appear to be much more common than allergies, and there are some common culprits to look out for, such as molasses, barley or alfalfa, but other cereals can be implicated too. It is wise to carry some stock specifically designed for horses with intolerances, but Jane says that many standard feeds remain suitable anyway: “Clearly, most coarse mixes contain barley and molasses but all Baileys cubes, for example, are barley-free and the molasses content is minimal. Balancers remain a useful product as a way to provide essential nutrients as, again, any molasses

content will be minimal and they are whole-cereal-grain free. “Indeed, ensuring an allergic or intolerant horse receives a balanced diet can be challenging when owners either believe or know they need to avoid certain common feed ingredients. Molasses-free chaffs and alfalfa products supply digestible fibre calories and some protein, vitamins and minerals but are not a balanced feed and require supplementation with a broad spectrum supplement or balancer. Oil and high oil supplements are useful ‘non-cereal’, nonheating sources of calories as is unmolassed beet pulp but again need feeding with a source of vitamins, minerals and protein.” Chris Tar agrees that the range of feeds suitable for those with intolerances is already quite

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wide: “There are a number of feedstuffs with low or negligible levels of either specific cereals such as barley, or that contain very low levels of all cereals. Retailers should ensure that these feeds will still meet the nutrient requirements of the horse in question, in particular the energy levels.” He also warns that consistency may be an issue: “Feeds with no molasses or oil may be ‘dusty’ and retailers should

“Intolerances to specific ingredients appear to be much more common than allergies” ensure the customer is aware of these issues.” Rachel Parrott, nutritionist at Allen & Page, highlights barley and molasses as “the usual culprits” and recommends that customers and retailers, “check the feed label closely as barley and molasses are often the most

common feed ingredients.” Clear labelling is vital in any case and retailers should encourage customers to read packaging carefully when considering any dietary problems.

marketing strategies Although many feeds are suitable for horses with intolerances to barley, for instance, there are also a number of ranges that are specifically designed and marketed to suit these horses. Allen & Page’s Barley & Molasses Free Range, makes it very clear which ingredients are not included. Both Baileys and Dengie don’t make a range specifically for these horses, but instead have a range of products that are suitable. Katie Williams from Dengie says: “We don’t market our feeds for horses with intolerances but have a range of feeds that are molasses-free or have very simple formulations, so are useful for elimination diets.” If a horse is diagnosed as having a true allergy, the vet may recommend an elimination

What to watch out for... Jane Buchan from Baileys outlines some of the symptoms that horses display when suffering from allergies or intolerances. Allergies involve the stimulation of the immune system to react excessively against a certain protein or proteinlike molecule (allergen) which would not normally happen in the non-allergic horse. This reaction results in the release of histamines which, when produced to excess, cause symptoms which may vary from sneezing and wheezing to itching, swelling, hives (lumps on the skin) or diarrhoea. The symptoms of feed allergies can also include swelling of the lips and mouth but are more commonly seen as diarrhoea and/or hives, although symptoms alone are not necessarily indicative of an allergic reaction to something the horse ate. Allergies can be hard to diagnose and, in severe cases, a vet may carry out blood and skin tests with varying degrees of success. Intolerances are a more common occurrence and are hypersensitive reactions to substances which do not involve the immune system. They can result in many

and varied symptoms which may not necessarily, in the first instance, be attributable to a feed-related issue and, as such, can be equally hard to diagnose. Indeed, it is only in recent years that intolerances to feeds or feed ingredients have become recognised so, although there’s a perception that they are becoming increasingly prevalent among equines, it’s more likely that we are simply more aware of their existence. Symptoms of a feed intolerance can include, ‘crabby’ or ‘jumpy’ behaviour, hives, dry itchy skin, loose droppings or a tendency to colic, all of which can also be the result of environmental and management issues. Any horse that is uncomfortable in its gut, for example, is likely to be crabby, unsettled and prone to colic so eliminating all which could be causing this can help settle the situation. Stress is a primary factor in gut discomfort and this can have innumerable causes from insufficient turn-out or bullying in the field to travelling,

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Allergies & Intolerances

“Getting to the bottom of a problem can be difficult” ing ingredient or substance. This is simply going back to basics and starting to introduce ingredients one at a time to identify which has an effect. Some vets do offer an allergy-testing service, which might also be worth considering.” The vet may be able to help design an elimination diet, or it is worth recommending a nutritionist to assist as it can be tricky for the average horse owner to get right. Katie’s advice is: “Select a couple of products that have very simple ingredient lists – sometimes, products that are marketed for horses with intolerances contain a number of ingredients, which is not ideal for someone trying to identify which ones are a problem for their horse. Straight feeds, particularly those that are fibre-based, such as grass or alfalfa pellets, can be really useful. Stocking molasses-free options is also a good idea because many people believe molasses causes their horse a problem. “It is also a good idea to stock feed products that support the horse’s digestive system, such as those

Could the horse’s behavioural problems be linked to a dietary intolerance?.

containing yeast and prebiotics. Oils high in omega-3 might also have an anti-inflammatory effect on the body, so fish, linseed and hemp oil supplements could be helpful.”

INCREASING AWARENESS The increase in products marketed at horses with intolerances perhaps shows that there is an increase in the number of horses being diagnosed – but is this really the case? Katie Williams says: “I suspect more horse owners are self-diagnosing allergies or intolerances and therefore requesting products for these issues, which is creating an impression that the problem is increasing. Whether or not this is really the case is not certain.” It is clear that more horse owners are becoming aware of the impact of certain feed ingredients on their horse’s behaviour, and therefore the ability to change poor behaviour by altering the diet.

Whether this is an intolerance may be debateable but Rachel Parrott from Allen & Page says: “More and more customers are realising that the bad behaviour which they thought was their horses’ make up may not be the case after all! Many traditional feeds contain barley and molasses, which can cause excitability in some horses. Even horses that do not become fizzy as a result of these ingredients can benefit from a low starch and sugar feed.” The feed industry is constantly evolving and as demand for specific feeds to target intolerances rises, so the ranges diversify. Chris Tar from HorseHage says: “Feed companies such as ours are constantly looking at new product development in conjunction with our veterinary colleagues, to address areas of concern such as intolerances, respiratory problems and other metabolic disorders where feed may be implicated.” He goes on to explain how some of his company’s products were developed: “A chance discussion with an international event rider whose horses were coughing led our founder to develop the ground-breaking, dust-free forage which has been credited by many vets with making the single greatest difference to managing horses with respiratory allergies! Our expertise in this area has enabled us to develop further forage-based feeds to help manage other intolerances.”

OTHER FACTORS The focus here is of course on dietary intolerances and allergies, but just as with humans there are also many environmental factors to which the horse can develop an allergy or intolerance. Certain plants on contact with the skin can cause an allergic reaction, as can sunlight, dust and insects. Tim Smalley from Bedmax says: “The bedding that you choose for your horse is just as important as the feed that you choose for your horse, as bedding can affect a horse’s health in the stable in a number of ways.” Dust can cause allergy type symptoms such as breathing problems in horses and Tim says: “Allergic reaction to airborne dust resulting in respiratory problems or disease is probably the main health risk. Bedding is likely to be the single biggest source of dust in the stable. At very least, dust can compromise health and performance; at worst it causes COPD resulting in severe and sometimes chronic damage. It is therefore critical to be sure that the bedding used is as free of dust as possible. Customers should ensure that they consider all angles of their horse’s management and bedding material is an important factor: “There are a wide range of bedding types on the market and as a general guide, the more natural and untreated the bedding material, the better for the stabled horse,” adds Tim.

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Allergies & Intolerances PRODUCT

PRODUCT

A Range to Suit

No Dust

Allen & Page has long been at the forefront of feed development and is well-known for producing high quality feeds to help with specific feeding requirements, such as the Barley & Molasses Free Range. In recent years, there has been a greater awareness of intolerances to common feed ingredients such as barley, molasses and alfalfa. The Barley & Molasses Free Range now has a feed to suit all levels of work, from horses and ponies at rest or in light work, to horses performing at the highest level.

Bedmax is a high quality, large flake, dust free shaving made from renewable British timber, predominantly British Pine. These shavings are made especially for horses and not from the residue of another wood processing industry so offer many health benefits to stabled horses. Scientists are beginning to confirm that pine has natural antiseptic properties and has been scientifically proven to kill a wide range of harmful bacteria and fungi, including E.Coli. Bedmax is available to stock throughout mainland UK in 20kg bags and is competitively priced.

www.allenandpage.com

www.bedmaxshavings.com

PRODUCT

For Sensitive Souls

No Molasses

Equine Sensitive is a high specification diet that is recommended by vets as free from ingredients commonly associated with sensitivities or intolerances. Low in cereals, with no added barley, sugar or molasses, Equine Sensitive is ideal for horses with sensitive digestive systems or those that need a low starch diet. Added linseed oil means that it provides plenty of omega-3 fatty acids, essential for a healthy immune system. The patented blend of QLC antioxidants, including high levels of vitamin E and selenium, are formulated to give the best possible support for the horse’s immune system.

Speedi-Beet from British Horse Feeds is unmolassed and 95% sugar free making it ideal for horses that suffer with a sugar/starch intolerance. High in fibre and low in starch it is also approved by The Laminitis Trust.

www.dodsonandhorrell.com

www.britishhorsefeeds.com

PRODUCT

Quick and convenient, Speedi-Beet is ready to use in under 10 minutes. Available from all leading wholesalers in easy to handle 20kg bags, SpeediBeet retails at around £10.95-£11.90.

PRODUCT

Fuel from Fibre

Easy Breathing

Dengie Alfa-A Molasses Free is the perfect fibre feed for fuelling hard work or promoting condition, supplying 11.5MJ/kg digestible energy, which is comparable to a medium energy coarse mix or cube. A combination of chopped and pelleted alfalfa with a light rape seed oil coating including the added herbs, mint and fenugreek. AlfaA Molasses Free contains no added sugar and naturally provides 2% starch and 4.5% sugar, which is approximately half the level of sugar compared to average hay. Alfa-A Molasses Free is approved by The Laminitis Trust and is both free from molasses and preservatives. Available in 20kg bales, RRP: £14.49.

Equimins’ Respiratory Formula is a powerful herbal extract that helps to support lung function and respiratory health. The liquid herbal extract contains liquorice, echinacea, marshmallow, coltsfoot, garlic, plantain, clivers, milk thistle, gingko, feverfew, quercetin, yarrow, chamomile, eyebright, rosehips, nettle, astragalus and ginger, with eucalyptus oil and vitamin C. It’s easy to add to the horse’s feed and, with horses receiving 20ml per day and ponies receiving 10ml per day, it’s excellent value for money as well. Respiratory Formula is available in 1L bottles. RRP: £22.45.

www.dengie.com

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Summer Healthcare

At this time of year customers will be stocking up on healthcare essentials to reduce itching, protect skin and promote wellbeing in their horses. From sweet itch to dehydration, Equestrian Business Monthly provides expert advice and surveys stock options.

prevent&protect

weet itch is perhaps the most well known of the seasonal problems and there are plenty of products to protect the horse, treat symptoms and aid recovery. Heath Giles from Hilton Herbs advises that it’s important for retailers to have a clear understanding of the condition and its causes in order to advise customers. She also presents an interesting point to consider: “Sweet itch is regarded as a stigma by many horse owners and they will deny their horse has the condition because it only ‘itches a bit’ or they will say he only has a ‘bit of sweet itch’. In fact the horse or pony either has the condition or it doesn’t, it’s the severity of the symptoms which will vary from

animal to animal.” Although certain breeds such as Arabs and Icelandics are more prone to the condition, Samantha Sinclair, CEO of Aniwell Products, says: “Seasonal Sweet Itch affects all breeds and types of horses in some form or other throughout the world, for example Queensland Itch in Australia, Taupo Itch in NZ, Sommer Eksem in Germany. Although the cause, an allergic reaction to the saliva of the Culicoides midge, is well known there is no known cure. Prevention is the key – to give appropriate advice the retailer should find out about the environment the horse is living in (sheltered boggy, marshlands are breeding grounds for the

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midges). If the horse cannot be moved to an exposed dry area, protection from the insects is paramount either with a repellent, insecticide (being mindful not to cause further allergic skin reaction), a close fitting blanket or protective cover creams.” Of course as there is no cure, this issue of prevention is how you should target your market, promoting creams, repellents, supplements, rugs, masks and neck covers. A combined approach is the best way for customers to tackle the problem. Heather Giles says: “The best management is generally to combine a good quality well-fitting midge rug to minimise the risk of the animal being bitten in the first place,

together with a feed supplement whose long-term action should be to improve the skin’s resistance to allergic reactions.” Sara Davis from Agrihealth cautions against a one-size-fits-all approach where staff are trained to offer one combination of products only as she says, “each case is individual. What may work well with one horse may have no effect on another. Owners should not give up but try different angles to ensure optimal comfort for their horse.” It is important that all staff are aware of the whole raft of management techniques such as avoiding standing water and sheltered, boggy areas in fields, stabling horses away from

Summer Healthcare

SeaSonaL SaLeS Managing sweet itch is all about managing the horse’s whole lifestyle and Heather Giles from Hilton Herbs provides a case study to indicate the different factors involved with the condition.

There’s no cure for sweet itch so prevention is key muckheaps and stable at dawn and dusk when the insects are most active. If customers can ensure they follow these guidelines for sweet itch management, any products they use alongside, either to treat the sore and itchy skin, or prevent the insects biting in the first place, will be far more effective.

WatcH tHe FOrecast Summer protection is not just about insects: the sun and heat can affect horses and ponies

too and the weather will have a noticeable impact on the type of products that will sell well. “Retailers should keep an eye on weather conditions and the long term outlook,” says Sara Davis. “If it is likely to be a wet and cool summer then they are more likely to need rain sheets and mud fever cream whereas hot and dry weather will require sun cream and electrolytes. The weather will also dictate what events will be run and where. This will affect the sale of various products, for example dry weather will allow

“My own horse suffers from sweet itch. He was born on the Quantocks and moved to a large stud in Warwickshire as a weanling and developed sweet itch as a two-year-old but, as a youngster kept out with a large group of same-age youngsters, any form of effective management was virtually impossible. In the autumn of his three-yearold year he came to Somerset to live at the Hilton Herbs HQ which is on a farm surrounded by lots of woodland. I have managed it ever since simply by rugging and using a variety of external products. Three years ago he went on the trials for the Bye Bye Itch and he has been on it more or less ever since. Last summer he was able to be turned out quite often without his rug and he hardly

itched at all. In December I moved him to a small yard 10 miles away which is quite high up so there is almost always a breeze blowing. To date he has only itched his tail a bit and he hasn’t worn a rug of any sort for two months now as he’s on box rest with a soft tissue injury. He is still on the Bye Bye Itch but only a maintenance dose. Obviously it helps that he’s not out to grass at midge times but I feel sure that when he does finally get turned out he will be able to be rug-less a large part of the time. A rather long story to show you how multi-factorial a condition sweet itch is but also with the Bye Bye Itch how important it is to start feeding the supplement early and keep going with it.”

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Summer Healthcare “Soaked sugar beet can help to make up for the shortfall in moisture intake” Davis emphasises: “Listening to customers and knowing what they want will help keep retailers on top of stock levels.” In larger stores it is therefore important that you have good communication between staff and that you manage stock not just by an automated system of in and out, but also by discussing with staff if they have had any regular requests for products not currently stocked, or perhaps heard a strong testimonial from a client. Encouraging staff to discuss or document this can help to cater for all customers, particularly regular customers that will appreciate the personal touch.

hydration matters

Hydration is key in the summer months hunter trials and cross country to run and harder ground may mean the need for leg cooling gels and antiseptic creams for cuts and scratches. Wetter weather may mean horses being stabled more, thus increasing the need for healthy boredom breaking treats and health enhancing supplements.” One obvious factor that often goes unnoticed is the effect of UV rays on the horse’s skin and over exposure will cause damage to pale pigmented skin and sensitive areas with little hair cover such as the muzzle, fetlocks, eyes and ears. Samantha Sinclair describes the damage as “redness, swelling, cracking, blistering of this fine, lightly haired skin – sunburn and ‘dew burn’.” She therefore advises that retailers stock “UV protective products such as nose-flaps for halters, full-face shields, fly sheets and importantly reflective (nonabsorbing) total sunblock creams to be applied to all vulnerable areas.”

product research Summer healthcare is such a broad area it may seem difficult to cater for all eventualities but make sure you keep up with the latest product innovations to ensure you offer your customers the best opportunities to protect their horses. Rugs and creams for instance are constantly evolving, so check the trade catalogues and trade press for the latest product launches and if necessary try out products yourself before stocking, so that you can provide a review to customers when asked. Heather Giles agrees and says: “Retailers should try to research products before stocking them, rather than just stocking the products which are subject to heavy advertising campaigns. Stock products from reputable manufacturers that have invested time and money in research and field trials. Buying from a wholesaler will enable a retailer to stock several different brands whilst having access to niche products which are often available on special order.” Sara

For working horses, owners and riders should be made aware of the link between excessive sweating and problems such as tying up (azoturia). Not just water is lost in sweat, but bodily salts and minerals, known as electrolytes, and retailers should be able to advise on good hydration for horses in the summer and the use of electrolytes if necessary. Owners need to be aware of the potential impact of dehydration, which can cause a loss of stamina and performance, lethargy, and even potentially fatal conditions such as azoturia. Sara Davis says: “Owners need to ensure that the horse’s diet is correct for the work being undertaken and be aware of increasing electrolyte levels prior to heavy exercise. By ensuring a correct fittening programme conjoined with a balanced diet the owner can lessen the risks of tying up. Coming up to competitions, horses can be given extra electrolytes via their feed or in their drinking water if excessive

sweating is likely to occur. Salt licks or blocks can also be given to horses in their stables or in the field to ensure a regular intake.” Owners should consider the change in management that occurs when the horse is competing, and adjust water intake to suit. For instance, Dengie Senior Nutritionist Katie Williams says: “Horses that are competing a lot over the summer will probably spend longer periods of time in the stable and on the road and less time turned out in the paddock. Grass, which is made up of 80 per cent water, normally helps to promote hydration and if this is replaced by hay or haylage, water intake will drop. Hay is only about 10% water and haylage typically between 30 and 50%. Soaked sugar beet can help to make up for the shortfall in moisture intake.” Although the feed range you stock might not be an obvious consideration for summer stock, soaked feeds like sugar beet are worth promoting to customers, as Katie Williams explains: “Feeding sugar beet is the ideal way to provide more energy and help maintain good hydration. It takes water into the digestive system which is then released as the fibre is broken down relatively quickly. This is one key reason why this type of feed is particularly useful for competition horses.” Electrolytes are important for competition horses but some horses are fussy and will not take them. A range of feed additives, treat blocks or water additives are available to stock that provide different flavours to entice horses to consume them. Sara Davis adds: “Having a stock of mineral/salt blocks would also be a good idea as these generally tend to be used all year round.”

Water, bodily salts and minerals are lost in sweat

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Summer Healthcare PRODUCT

PRODUCT

Bye Bye Flies

Summer Essentials

One of the big fly problems which affects horses here in the UK, aside from the general annoyance and lack of concentration of both horse and rider they create, is the threat of Swamp Fever, West Nile Disease and many more insect-borne diseases. SimpliFly breaks the fly life cycle by killing the fly eggs and larvae in manure before they can mature into adult pests, thus cutting down the fly population in and around the stable. For about 50p per day, SimpliFly feed-thru fly control can reduce fly populations by 97-100% when used/fed as directed.

The range of products from FlyAway is full of summer essentials. Seal to Heal keeps flies out of wounds, reduces infection and assists in healing. Aloe Vera Gel is a soothing gel made from natural ingredients, which helps maintain healthy skin and aids recovery. Healthy Hoof Conditioner Cream has been developed to prevent or aid repair of cracked and chipped hooves. Especially effective on sand cracks. Sunburn Cream contains high levels of mineral filters to give 100% protection at UVB30. Can be applied to raw and sunburned areas and is manufactured especially for sensitive skin and areas prone to sunburn.

www.lesliesutcliffe.com

www.flyaway.ltd.uk

PRODUCT

The Power of Tea Tree Tea Clenz Topical Fungicide Solution from Healing Tree treats sweet itch and other fungal and bacterial skin conditions, especially those involving large areas of the horse’s body. The calming influence of benzathonium choloride prevents excessive irritation and itching along with the combination of the natural antiseptic of Tea Tree Oil that cleanses the affected areas. This can be used on a daily basis as a medicated rinse. Tea Clenz is available in a ready to use spray or an easy to measure bottle of concentrate to be diluted as instructed.

www.healing-tree.co.uk PRODUCT

Patented Technology Lincoln Stop the Itch is a timely addition to the Lincoln range at this time of year. Lincoln Stop the Itch is an effective soothing itch relieving lotion particularly useful before onset, during and for maintaining recovery following a bout of seasonal itching. Lincoln Stop the Itch alleviates itching, controls the symptoms of sensitive skin and offers fast relief and effective long term reliability. Contains a combination of skin conditioning agents and patented molecular technology. Lincoln Stop the Itch is available in a convenient and easy to dispense 500ml pack.

www.battles.co.uk PRODUCT

Pure Salt

Snug as a Bug

Rockies’ Baby Pure is a summer essential, providing horses with a free access, cost effective and calorie free way to supplement the diet with salt. The hard pressed block fits into a 2kg holder and is made using the finest quality Cheshire salt. During manufacture, this salt is compressed into blocks using high pressure presses to ensure that blocks won’t crumble, are long lasting and are really hardwearing. With a high sodium content, Baby Pure supports body fluid balance and helps to prevent electrolyte deficiency. Baby Pure is available in 2kg licks. RRP: £2.83.

The Snuggy Hoods Snuggy Bug Body now comes in a new fabric which is lighter, but stronger with increased durability, breathability and water repellency. The Snuggy Bug Body is a headless option – pleasing customers who don’t wish for head coverage on their equine, but want complete fly protection. The Snuggy Bug Body offers protection from poll to tail; it includes a belly flap, lined hood, tail guard which wraps around the dock and a tail flap. Snuggy Hoods can protect from nose to tail if a Sweet Itch Head is added. The Snuggy Bug Body comes in sizes 4’6 to 7’0. RRP: £135.00.

www.rockies.co.uk

www.snuggyhoods.com July 2014 | Equestrian Business Monthly www.ebmonthly.co.uk

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Preventative Healthcare

keeping

britain’s horses

Healthy A new campaign to improve the health of the nation’s horses through better use of vaccination and increased awareness of bio-security measures has been launched. Nicola Snowden BVM&S MRCVS Equine Veterinary Advisor for Keeping Britain’s Horses Healthy explains more.

mproving the all-round health of Britain’s population of horses through the adoption of preventative healthcare practices is in the interests of everyone involved with horses, including manufacturers and retailers. It also makes good business sense to stock up on products that help to improve the bio-security of yards and to arm yourself with some sound knowledge on equine infectious diseases and how they

can severely affect the health and performance of your customers’ horses. Keeping Britain’s Horses Healthy (KBHH) is a high profile national campaign supported by the British Equine Veterinary Association (BEVA), which aims to reduce the risk of illness and disease to Britain’s one million horses by focusing on the benefits of preventative healthcare. The campaign’s website has all the

information you need to gather knowledge on infectious diseases and to act as a resource to which you may direct customers for further information and advice. We all know that a healthy horse is a happy horse and by adopting preventative healthcare practices your customers are able to help protect the health and happiness of their horses, which in turn helps to ensure their uninterrupted leisure riding or

competing. Many of your customers will already undertake routine healthcare, however, in the UK less than 60% of horses are vaccinated against the killer disease tetanus so clearly this is not being undertaken by one and all. The most common diseases to vaccinate against are equine ‘flu’ and tetanus, although it may also be appropriate to protect horses against strangles and herpes too. Customers should firstly take advice from their veterinary surgeon who will be able to recommend a suitable vaccination or prevention programme and the frequency of booster vaccinations needed. To find an equine practice participating in Keeping Britain’s Horses Healthy, direct them to the vet finder at www.healthyhorses. co.uk.

herd immunity When we talk about the prevention of infectious and contagious disease such as flu, strangles and herpes we need to consider the immunity of the equine ‘herd’ and not just the individual horse. Although your customers’ own horses are unique and very much individuals to them, they are part of a larger ‘equine herd’ whether this is their field or stable companion, other horses on the yard or even other horses in the local area. By encouraging a greater proportion of your customers to vaccinate their horses against endemic diseases such as equine flu, strangles and herpes, you can play a part in helping the national population to ideally reach the threshold to achieve ‘herd immunity’. Herd immunity occurs when a sufficient proportion of a population – though not necessarily all – are immunised against a disease. If there are too few susceptible horses in the population then the disease is unable to spread and will eventually die out. Essentially the principle can be described as safety in numbers. The current evidence suggests that fewer than half of Britain’s horses are vaccinated against equine flu, and it is widely agreed that to achieve an effective level of herd immunity, vaccination rates need to be considerably higher – in the region of 70%. Tetanus, on the other hand is infectious, but not contagious, so does not spread from horse to

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Preventative Healthcare

“An important consideration for retailers is the level of customer service support offered by a brand”

horse. As such, herd immunity doesn’t apply and individual horses can only be protected from this deadly disease through vaccination. Current estimates suggest that fewer than 60% of Britain’s horses are vaccinated against tetanus, where KBHH will push for 100%.

Vaccination alone is not sufficient to ensure the health and wellbeing of a horse and doesn’t absolve an owner from basic responsibilities. No vaccine is able to offer 100% protection so the need to be aware of the symptoms of these diseases remains vital to ensure that any potential outbreak

can be identified and controlled at the earliest possible stage.

offering sound advice Some everyday biosecurity actions will help minimise the risk of disease introduction and

this is where you, as an equine retailer and advisor, can really get involved by offering sound advice to your customers and by having the right products, such as disinfectants and cleaning materials, on the shelf. Good hygiene practices, including using clean and separate equipment such as tack, grooming kit, and feed and water buckets are sensible precautions for all yards. Advise customers that it is also good practice to avoid horseto-horse contact with unknown horses and if possible isolate new arrivals to their yard for a minimum of three weeks before introducing them to the rest of the herd. A balanced diet is of course key in helping ensure a fit and healthy horse, whether they are working or not. Modern pasture and forage has been shown to be deficient in certain nutrients, particularly quality protein and some minerals so campaign nutrition partner, Baileys Horse Feeds, strongly recommend some form of supplementary feeding to supply these essential nutrients and provide a fully balanced diet. It pays to ensure you have a range of feeds and supplements in stock to satisfy the many different types of horse and their corresponding workloads. Vaccination and herd immunity should be seen as the basis from which a healthy equine population will stem, a ‘firewall’ or a ‘safety net’ which doesn’t reduce the need for adherence to biosecurity, good hygiene and sound equine husbandry, but does ensure such measures will prove even more effective.

KBHH LAUNCHED Keeping Britain’s Horses Healthy was launched to veterinary practices across the UK in May, at a series of five regional roadshows. Events were held at Badminton, Chester Racecourse, Edinburgh Zoo, York Racecourse and at the Donkey Sanctuary in Devon. Vets and practice staff were introduced to the KBHH campaign, the cause, the objectives, including aspirational vaccination rates and to the partners and supporters of the campaign. At all of the events, the key discussions centred on the reasons for the disparity between the current vaccination rates, for equine flu and tetanus, and the aspirational rates set by the KBHH campaign, and what steps could be taken by vet practices to educate horse owners on the importance of preventative healthcare. To assist with this educational process, practices

were provided with a set of campaign tools and materials to help them communicate the KBHH message, both internally to the other members of their team and also to their horse-owning clients. Practices were also shown how they can participate through the dedicated campaign website (www.healthyhorses.co.uk), through updating their own websites and databases, in addition practices were given advice on how to set up local PR initiatives as a means of improving awareness of infectious disease and the services available from their practice. Feedback from the events has been almost universally positive, and as a result practices have arranged client evenings, set up in-practice point of sale displays, promoted the campaign via their Facebook pages and even started their own local competitions.

To find out more about KBHH and participating veterinary practices from which customers might like to seek advice, visit www.healthyhorses.co.uk

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

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Grooming

Be bold

Brushes with

Grooming kits and shampoos are stock staples but don’t be complacent with this area of the market, there are plenty of opportunities to create further sales with the right advice and innovative products.

rooming products are often seen as low-priced items by both consumers and retailers, but retailers can still make good profits out of selling grooming products by making the most of bulk buying from suppliers and profiting from volume of sales. Sarah Turnbull from Supreme Products says: “Grooming products can be a retailer’s ‘bread and butter’ – sales ticking over and developing. I think that most retailers do recognise the importance of giving a great selection of items to their customers.” Rachel Holdsworth, European marketing coordinator for Absorbine/W. F. Young Inc, agrees and adds: “Grooming products are a regular buy, so there is profit in volume and repeat sales, however, it is folly to use these products as loss leaders, cutting the price and therefore the margin. Customers become creatures of habit and so once they have used a good brand, they will come back for it again.” Stephen Biddlecombe of wholesaler

Equine Management adds a note of warning: “Customers will only repeat-buy if the product actually brings results, so choose a proven product that will mean multiple unit sales over the year.” The range of products stocked in this sector is also important – and thankfully this is expanding to cater for all eventualities. Nicola Darling, product manager at Wahl (UK) Limited advises that you stock a range that supports the needs of all your customers: “The opening price point products are low value to the customer, but also low profit for the retailer. Mid and higher priced items will offer quality and value for money alongside improved profitability. Take advantage when manufacturers and wholesalers offer discounts and, if you can afford to purchase in higher volume to maximise profitability then do so. This extra margin can allow the retailer to offer improved pricing to their customers. If you have customers who show frequently then it is

worth considering the higher end of the grooming product spectrum such as cordless trimmers and replacement blades. There are very few horses that do not benefit from some trimming to improve their looks and keep them comfortable during the summer months. This is an area much neglected by many retailers, which offers good profits and

repeat business in the form of replacement blades, oils and hygiene sprays.” And don’t forget to widen the net when planning stock – the grooming sector is more than just shampoo and body brushes as Becky Godfrey-Faussett, director of Snuggy Hoods explains: “We see our hoods and rugs as grooming aids – preventing the

GOOD advice ADVICE Good What is the most important advice you can give to retailers in relation to choosing grooming products as stock items? “Know your market,” says Serena Kidd at Nettex. “There are standard everyday grooming items that will sell all day long e.g. Mane and Tail Detangler and Everyday Conditioning Shampoo, but then it’s knowing your market for the more specialist products. For example, if you are in a predominantly showing area, products like Nettex Hi-Shimmer Coat Spray and Blemish Cover Up Spray are going to be big sellers. Products should be of a good quality and offer value for money not only for the consumer but also to the retailer. A product that is easy for the consumer to understand (simple and clear labelling) and stands out on the shelf will sell easier.” Stephen Biddlecombe from Equine Management adds: “Create a splash with your store layout, for example using colourful point of sale information, marketing posters etc – leading grooming product manufacturers very often obtain very striking photography which you could utilise. If the wholesaler or manufacturer doesn’t automatically send such info to you, contact them to see what’s available. Look out for clever applicators, eg sprays and nozzles that can be used upside down or that are very hard-wearing, and also products with striking packaging that stands out. Also, brands with multiple products in the range are great to stock, as that entices customers to try another product within a product line that they enjoy using.” Rachael Holdsworth from Absorbine/W. F. Young Inc adds: “If space is limited, I would suggest stocking fewer brands, but offer a full range of products that are designed to work together, rather than a million and one different brands of shampoo.”

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horse from getting dirty in the first instance. We feel that retailers can make maximum profit from this category by offering a full body solution for the horse or pony. Hoods/rugs to prevent the horse getting filthy/muddy/hairy, shampoos and products to clear grease and scurf with brushes to keep coat in tip-top condition and finishing with beautifying aids such as make up, show sheens, glosses and hoof oil.” Consider the horse as a whole and work through the full grooming process in your head when thinking through stock. It may also be seasonal, with more show sheens and soft bristled body brushes in the summer, with curry combs and shampoo featuring more in the winter.

know your products Retailers need a wide knowledge base in order to ensure they are giving the best advice to consumers on horse grooming and it is important to know a product range inside and out and, as Nicola Darling explains, this is particularly important with products that will be applied to the coat and skin of a horse: “You should know which items in a range are appropriate for different situations – for example, a horse with sensitive skin will require a more delicate product.” Manufacturers should offer product training, but always ask for more information if you are unsure. Sarah Turnbull says to “look for good quality POS like ‘How to’ cards or apps that show end users how to use the products to their best effect. Retailers should also just pick up the phone to the manufacturer if they have a question or need assistance – that is what we are there for!” Serena Kidd thinks that first hand experience would be useful when recommending grooming products: “If possible, trying the products yourself will

give you great knowledge of the practical benefits and uses of the products. Being able to offer first-hand experience will give you invaluable knowledge to pass onto the consumer but also gain their trust in the product.” A reputable company will be able to offer staff training. “This should include the practical use but also the technical information about each individual product,” explains Serena. “How to use the product, when to use it and why it should be used are all important to know. Nettex offers a complete staff training programme including staff trials and also have product ‘how to’ videos on the website to show application and top tips. The more information the consumer has about the product, the more likely they will be to purchase.”

product evolution Over the years the redesign of traditional horse grooming products, and the invention of new and exciting ways to keep horses clean and tidy, have kept the market fresh. Nicola Darling says: “Grooming tools are now being designed to offer greater comfort for users – manufacturers understand that people want to enjoy grooming their horses and by offering tools which make the experience easier and more effective it can only be positive.” In terms of finishing products and skin applications, Sarah Turnbull points out that things have moved on a long way from baby oil and boot polish: “Now there are specific products that have been developed, tested and manufactured specifically for doing the job. Manufacturers are aware of the harmful effects of UV sunlight so good quality products have sunscreen included as the norm. My company is moving to a paraben-free product range. We use human grade cosmetic ingredients so the quality is very high – something that is

Vale Brothers’ KBF99 body brush being made. The fibres are treated with an an antibacterial additive that won’t transmit bacteria between horses.

“Things have moved on a long way from baby oil and boot polish”

From cover up rugs to shampoo, offer customers a ‘total body solution’

demanded by the discerning equestrian public.” Stacy Coates brings science into the mix: “In recent years science has entered into the ring. More specifically bio-security has become a hot topic and the way forward. Customers are quickly becoming aware that grooming with the right products can actively promote and protect their horse’s health. By investing in grooming kits and tools which are clinically proven to kill a number of troublesome conditions, the consumer is able to take a responsible role in reducing infections being transmitted from horse to horse.” Bio-security is becoming an increasingly important factor when it comes to horse grooming equipment – the advice has always been to have one set of grooming brushes for each horse, but now horse owners are beginning to take note. Alongside this products such as Vale Brothers’ KBF99 brushes that are treated with an antibacterial agent make good hygiene far easier. Basic hygiene such as regularly washing all grooming equipment is key, and you could offer tips for maintaining good grooming practices such as colour coordinated sets for each horse, so that brushes don’t get mixed up. The novice horse owner may well be attracted to colour matched sets naturally, but that creates a good opportunity to discuss bio-security. Serena Kidd says: “The consumer often looks to the retailer as a source of knowledge

and advice. Being able to advise on bio-security if needed is useful information to have. The novice horse owner who is unaware of such things can certainly benefit from some guidance. Making them aware of the benefits of using individual grooming kits, not sharing rugs or feed buckets and reducing contact of strange horses at shows will reduce the risk of cross contamination from a number of conditions.” Products that are easy to clean are also important and Becky Godfrey-Faussett points out: “All our products at Snuggy Hoods are machine washable. We believe in providing a cost effective product and that means all our rugs, hoods and clothing can be transferred

“Customers will only repeat-buy if the product actually brings results” from one horse or pony to another. Because our items are so easy to clean there should be no risk of contamination.” As with any advice the retailer offers, it must be tailored to the situation and Rachael Holdsworth warns not to oversell the subject: “As a retailer, it is important to understand the needs and requirements of the customer and take care not to over-sell the idea of bio-security where the risk is lower. The better quality the advice that is given, the more likely that customer is going to come back for more.”

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

Grooming PRODUCT

PRODUCT

ShowSheen Celebrates 40 Years

More Power in Harmony

Absorbine’s flagship grooming product, ShowSheen, has turned 40. To celebrate this milestone, ShowSheen Original is now available in 40 oz (1.19L) size with 25% free. ShowSheen is enriched with pro-vitamins and silk proteins to nourish the coat and provide it with shine and definition. Absorbine has now added ShowSheen 2 in 1 Shampoo and Conditioner and ShowSheen Stain Remover & Whitener to its enviable list of grooming products. These products complement ShowSheen Original hair polish and detangler and are proving popular as a three part purchase.

Liveryman has exciting new additions to the rechargeable clipper range that are the first to use brushless motors with a lifetime of 10,000 hours. Introducing the new, more powerful Harmony Plus. Up to two hours clipping time from the internal battery and up to a further three-and-a-half hours from the battery pack, allowing plenty of clipping time without the need for mains supply. Comes with three blades, a wide fine, a wide and a narrow.

www.absorbine.co.uk

www.agrihealth.co.uk

PRODUCT

Infection Control

Improving Efficiency

CleanRound is a new, DEFRA listed equine Body Wash Shampoo, Rug Wash and Yard Wash. Being non-toxic, non-corrosive and non-irritant it prevents strangles, kills ringworm, and helps prevent mud fever and sweet-itch using revolutionary next generation technology to kill 99.999% of bacteria, fungi and viruses. CleanRound is also gentle to use and environmentally friendly. CleanRound is the first and only preventative product range that is available to the retailer offering your customer a total infection control and biosecurity solution. CleanRound is available to purchase online or through Trilanco Ltd.

The Easidri Grooming Towel, available exclusively from Trilanco, helps to reduce grooming times by up to 60%, making it ideal for after shampooing or washing after exercise. The towel looks like a towel and is as pliable as a towel, but absorbs water like a sponge. To use, just wipe the towel across the horse’s coat and wring out between wipes to release the moisture. After use, the damp towel should be folded up and stored in the plastic tube it’s supplied in, ready for next use. Alternatively, Easidri can be disinfected for extra protection. It’s also resistant to most chemicals, machine washable and really hardwearing. The Easidri Grooming Towel is available in small, medium and large, and prices start from £11.00.

www.cleanround.co.uk

www.easidri.com or www.trilanco.com

PRODUCT

New Trade Website

Revolutionary Brushes

After receiving many requests, Snuggy Hoods is creating a website solely for trade. The company will be opening a limited number of trade accounts within the UK and Europe and these customers will be able to benefit from an individual service from Snuggy Hoods to suit the needs of their own businesses. Trade customers will be able to order best selling items such as the Snuggy Bug Body, Turn Out Hood, exercise sheets and saddle pads, as well as travel accessories, bibs and petticoats. On being accepted for an account, log in details will be issued allowing trade customers to order online, there will be no minimum orders as Snuggy Hoods want this to be a bespoke service, tailor made to each of their trade clients.

KBF99 anti-bacterial grooming products from Vale Brothers are clinically proven to kill bacteria and fungus without the use of chemicals. These revolutionary brushes and grooming tools are made with the KBF99 additive incorporated. This was tested at Coventry University and effectively killed 99.99% of the bacteria/fungus test culture (strangles, ringworm and E.Coli). Customers have also reported excellent results against mud fever, rain scald, scurf and thrush. In addition when used regularly KBF99 grooming products improve bio-security. Prices start from just £2.00 and products are available in a range of colours. The KBF99 additive is effective for a minimum of three years and all products feature a best before date.

www.snuggyhoods.co.uk

www.kbf99.co.uk

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

  

• Shampoo • Rug Wash • Yard Wash & Box Spray

W NE

The Revolutionary DEFRA Listed Cleaning System CleanRound Clean takes all the prizes:

Complete Nose-to-Tail & Environment Protection

Kills Streptococcus equi (causes strangles)

Gentle to human hands, smells lovely too!

Kills 99.9999% of bacteria, fungi & viruses

2-in-1: washes superbly & prevents spread of bacteria in one easy-to-use product

Kills ringworm & aids control of sweet itch Non-toxic, non-corrosive & non-irritant

Three great fragrances available

100% environmentally friendly

Tel: +44 (0)7802 952 888 or +44 (0)1442 894 563 • www.cleanround.co.uk

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

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Tack & Feed Room

Getting

organise organiseD

For many horse owners space on the yard is at a premium so good quality and innovative storage ideas to keep tack and feed rooms tidy are must-have items to stock. From large storage bins to scoops, hooks and racks, there is plenty to choose from to help horse owners keep smart and secure. feed rooms With horses’ ever changing dietary needs and many being fed a variety of feeds, supplements and balancers, good storage is essential. On a basic level it should be rodent proof, tough, rust resistant and easy to stack and there are many options available. Chris Birch, sales manager at Faulks & Cox Ltd says: “Plastic or rubber dustbins are the best, particularly ones with clip locking handles; this allows a bike lock to be slipped through to stop ‘borrowing’ of food and also provides the retailer the chance to sell locks too!” Cam Price managing director of Keyflow Feeds says that the best way to store feed is in, “steel or plastic bins to keep feed free from rodents as well as ensuring that equines can’t access the feed should they get loose and find their way to the feed store. Horse owners should routinely clean

“Feed rotation is important to ensure the horses get the best quality product possible” Bright coloured Tubtrubs from Faulks & Cox Ltd make eye-catching displays.

buckets and utensils as well as emptying feed bins completely and cleaning before topping up with fresh stock.” Brushes, stirring utensils and bucket covers are extras that can be stocked alongside the larger feed bins, providing added sales. Feed rotation is important to ensure the horses get the best quality product possible. Many horse owners reach the bottom of the feed bin and then dump in a new sack of feed without completely emptying what was there, therefore continually leaving old feed in the bottom which may be mixed up and fed to the horse. Feed bins should be regularly cleaned out with water or swept out if it is a large metal bin that is therefore too heavy to lift. A new product called the Smart Bunker from Greenans is a multipurpose storage bin that provides many bonuses for horse owners. It is fully airtight and strong to protect from rodents, it dispenses the feed from the bottom, so it ensures the feed is rotated and importantly it is easy to secure, with both a lockable lid and the ability to secure the whole thing to the floor to prevent theft. By ensuring the feed is both protected and rotated, customers can make the most of the feeds that they buy.

tack room essentials For many people, whether they are on a private yard or a large livery yard, space in both the tack room and the feed room is at a premium, so anyone who can provide a range of sturdy, space saving storage for these areas will be well-placed to make a sale. At a basic level, saddle racks and bridle hooks are required, but why not stock some screws and other fitting tools to help customers get the job completed

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

with the least amount of fuss? Whether the racks are wooden or metal, they are all designed to keep tack off the ground and held in a way that doesn’t damage the structure of the saddle or the finish on the leather. Added to these basics, a range of mobile tack holders, on wheels or with handles, will help owners to carry everything they need safely. There are some interesting new ideas to help keep tack rooms tidy, including the Bandage Station from Abbey England, which holds bandages to let them dry and then has an integral bandage roller to get them rolled back up – that’s one boring job eliminated! Another good storage item would be a range of rug racks to keep rugs off the floor and allow them to dry. Don’t forget to present further storage options for customers, with everything from solid metal lockers to low cost plastic boxes to keep everyone happy. Tool racks are another storage option and although they may not be in the tack room or feed room, tools will last far longer if stored correctly, off the ground, so a range of hooks for this purpose is a good idea.

Weigh it Up “Don’t forget a set of scales,” says Cam Price from Keyflow Feeds. “It is so important that people weigh their feeds as they can vary in volume/weight a lot from one to the next. They may be feeding more than they need, which is wasteful and costs money, or not enough which is not good for the horse.”

Best sellers There are always some products that become so ubiquitous they are in every tack or feed room. The round Stubbs feed scoop is one such product, and many equine nutritionists talk about feed quantities using this scoop as a measure, although of course all feed should be weighed. The rubber Tubtrug is another, with horse owners using them for everything from feeding, to watering, to mucking out and soaking hay. Chris Birch, from Faulks & Cox Ltd who manufactures Tubtrugs calls the two handled buckets: “Quite simply the single most useful tool in the world!” Available in a range of bright colours, the products are eye catching but display for all of these storage items is key as they have to compete against more ‘exciting’ products like clothes and rugs. “FCL realises that ‘light and bright’ sells products,” says Chris and if retailers are wondering how to accommodate larger items he advises: “Make the larger item the centre of a display and show lots of smaller items around, this way each item helps the other to stand out.”

“God’s answer for hay net fillers!!!” Val Henson, Senior Judge, Sport Horse Breeding of GB. Owner and producer of top event and show horses

The The premier premierfeeding feeding system as recommended by the vets,physios phsios by the vets, and equine dentists. and equine dentists.

Pony Hay Bar now available in PINK www.haybar.co.uk Tel: 01723 882434 PRODUCT

Multi-Weeda

Unit 17, Kinwarton Farm Road, Alcester, Warwickshire, B496EH

PRODUCT

Modern Feeding System

Stackable Storage

The Fyna-Lite Multi-Weeda Fork is the perfect tool for removing noxious and problematic weeds effectively without the use of harmful chemicals and with minimum damage to the surrounding ground. This tool is fully manufactured in Britain and is extremely easy to use and is an essential tool to keep fields in good condition. The sharpened prongs dig easily into the ground – even when the ground is hard or stony, and the user simply pulls back on the tool. The unique fulcrum design easily extracts the whole root system with the minimum of fuss and damage to the surrounding soil.

Top competition yards, studs, racehorse trainers, rehabilitation centres and veterinary hospitals are all fitting the Hay Bar system for the general welfare of their horses. Safety and hygiene is paramount in the modern yard and the material from which the Hay Bar is manufactured is durable and easily maintained. Also now available is the Hay Bar Deluxe which has a reinforced top edge to help cope with the naughty horse. Hay Bar is now available all over the world and the company is the originator of this type of modern feeding system and remains the market leaders.

The Stubbs Feed Bin and Lid is a large capacity feed bin moulded from strong and durable ‘Stubbythene’ and has a recessed lid to allow multiple stacking of bins where space is tight. The Stubbs feed bin will not leak or rust and is available in five colours, allowing recognition of different feeds. The storage capacity is 81 litres. The Feed Bin is available in White, Blue, Green, Red or Black, Lid in black only. RRP: £39.99.

www.fynalite.co.uk

www.haybar.co.uk

www.abbeyengland.com

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

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Untitled-2 1 11/13/2013 3:33:04 PM

CMY

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

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LAUNCH IT

Groomed to perfection with Grooming is a basic, yet important equestrian management task, which not only guarantees your customers’ four-legged partners look good, but also ensures that their skin and coat remains in optimum condition. Wahl is now introducing a brand new range of equine grooming tools, to help the end user preen to perfection this season!

rooming is a great way for your customers to bond with their equine partner, allowing them to build a stronger and more fulfilling relationship and maintain coat and skin health. Regular grooming sessions help equine owners to really know their horse’s anatomy and quickly identify any unusual lumps, bumps or blemishes. With Wahl’s new collection of Equine Grooming Tools your customers can rest assured that each and every product supplies outstanding quality so grooming couldn’t be easier! The modern design of the range offers an ergonomic handle that has a soft rubberised surface to offer maximum user comfort and makes grooming tasks simpler and easier.

With a selection of different tools available, Wahl has thought of everything! The ergonomically designed Wahl Rubber Curry is ideal for sweat, dirt and loose hair removal, allowing the user to quickly and effortlessly remove mud and debris with a flexible, easy to use, quality tool. The innovatively designed Wahl Body Brushes are available in three different varieties. The Stiff Wahl Body Brush removes mud and dirt, the Soft Wahl Body Brush is perfect for polishing, and the unique Wahl Combo Body Brush is a versatile tool offering

the user one side that removes heavy dirt, and the other with softer bristles to help promote a glossy coat! Also included in the Wahl Equine Grooming Tools range is an ergonomically designed hoof pick, mane and tail brush with moulded ends to reduce split hairs and damage to the skin and a soft, gentle face brush. All essential items for your grooming product offerings in store!

The new Wahl Equine Grooming Tool range starts at £3.99.

For more information visit www.wahl.co.uk or call + 44 (0)1227 744330

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

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What to stock for successful sales

Chorus half Chap Ariat

£99.9

Sizes: XXS–XL Colours: Black RRP: £99.99 The Ariat Chorus Half-Chaps are made from an unlined full-grain outer leather panel, which provides a smooth and smart appearance, and an exceptional close contact feel. They have an oiled, full-grain leather inner panel for durability and lower leg security, and give an almost seamless appearance in the saddle when worn with coordinating footwear. Features of the Ariat Chorus Half-Chaps include a back zip with full-length elastic panel to give a custom and elegant fit, together with a stretch skirt over the instep that adds to the smooth and competition-ready finish.

olympia full seat BreeChes Ariat

Sizes: 24–36 Colours: White, beige, navy, black, truffle RRP: £125 for full seat (£115 without full seat)

Jodhpurs, Chaps, BreeChes & over trousers Every rider needs jodhpurs or breeches to ride comfortably in the saddle, and many also wear chaps either for yard work or competition, thanks to the huge variety available. These ubiquitous items of legwear are a stock staple and are available in a huge variety of styles and colours for men, women and children.

odhpurs and breeches are moving on in terms of fashion technology, with breathable and super-stretchy materials ensuring a close fit with freedom of movement. Waist bands offer support, knee patches provide grip and a number of brands are now including a ‘low profile’ leg on their breeches, that prevents bulky folds under boots and chaps. Traditional designs are still popular, particularly in the lower price bands, but for leisure riders jean designs or ‘jeggings’ are at the forefront whilst for competition

riders a sporty look is coming through. Chaps are also increasingly flexible and slim-lined, with some leather gaiters providing a look that is difficult to discern from long boots when teamed with matching boots – a welcome move for young riders still growing or those that cannot find long boots to fit without going down the bespoke route. Over trousers top off this section, and these are not just a winter item as they are particularly useful on show days to keep jodhpurs clean prior to entering the ring.

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

£125

Designed with all riders in mind, Ariat Olympia Breeches incorporate a patented V3 technology which uses an elastic ‘V’ panel in the back of the waistband offering multi-directional stretch to ensure total freedom of movement when riding. Made from four-way stretch Schoeller fabric, Ariat Olympia Breeches are available with or without a stretch Clarino full seat. To ensure the perfect fit the exclusive Calf Fit System is also utilised to provide the wearer with a smooth, comfortable and adaptable fit without the risk of rubbing seams or irritation from bulky closures.

paloma patent Gaiter Brogini Ltd

Sizes: XS–XL Colours: Black with red detail, black with pink detail RRP: £40.00 The stylish Paloma Gaiter is created to match the Paloma short boot. With a full patent outer this gaiter comes with a choice of contrast pink or red piping and stitching ideal for any stylish rider and the inner features synthetic leather to improve contact between horse and rider. In addition to the eye-catching design, there is a full length rear elasticated panel to allow for a perfect fit. The smooth slim line lining will prevent this gaiter from sliding down the leg and is ideal for any fashion conscious rider.

£40.0

let’s talk PRODUCTS

mortham Jodhpurs

£45.9

Caldene

Sizes: 24”–30” reg/long Colours: Corn, navy, beige RRP: £45.99

eriC thomas ‘eleGanCe’ half Chaps Ekkia

Sizes: XS–XXL RRP: £53.90

These soft fine grain cow leather half chaps are shaped to follow the line of the rider’s leg with elegance. The rear zip is secured with press buttons on tags at the top and bottom of the half chaps, for secure closure. A wide elasticated area on side of leg makes them very comfortable and highly adjustable. They also featur an elasticated foot strap with leather reinforcement.

eQuit’m ‘riBBon’ BreeChes

vinovia amara Chaps

Sizes: Male 38–46, female 36–44 Colours: Anthracite, white/burgundy braid, white, grey/white braid RRP: £99.00 female, £109.00 male

£99.9

Elico

Sizes: Child’s S, M, L Colours: Black and brown RRP: £17.95–£23.50

EQUIT’M Equestrian League products utilise all of Equi-Thème’s very distinctive know-how, alongside high tech materials and functional designs for striking and hip equestrian equipment. These comfortable and tough breeches provide an anatomic cut combined with a high-tech supple stretch nylon fabric for comfort in every move. The breeches feature a self seat and anti-slip silicone knee patches, lower leg made of stretch nylon knit (96% nylon and 4% elastane) for a fixed hold, belt loops and button closure, slant front pockets and faux flat pockets with buttons on the back enhanced with contrasted braid.

The Vinovia chaps from Elico are made from washable Amara suede with elasticated calf sections for a snug fit, an extra protective pad on the inner leg and popper enhanced closures at the top and bottom of the chaps for an easy fit.

olliCana soft leather Gaiters

‘JeGGinGs’ refleCtive Jodphurs

Elico

Sizes: Adult XS–XL Colours: Black RRP: £43.95 Ollicana Soft Leather Gaiters are elegant and formal gaiters ideal for the competition rider. These soft analine leather gaiters have an elastic back zipped panel with good quality YKK zips. The gaiters are complete with underfoot elastic, press stud top closure and a stylish shaped leg.

Colours: Black, brown

The Caldene Mortham jodhpurs are practical, stylish and, most importantly, exceptionally comfortable. The knitted cotton blend offers plenty of stretch and the high waisted design gives support and a stylish look. The Mortham jodhpurs feature a silicon printed full seat which gives a practical grip whilst retaining the stretch for a comfortable fit.

Ekkia

£53.9

£17.9

These are good quality children’s half chaps that are smart, practical and versatile for growing riders.

£43.9

Equisafety

£24.9

Sizes: Child 24”–XXL 36” Colours: Pink, yellow RRP: £24.99–£29.99 These exclusive, technically designed ‘Jeggings’ jodhpurs, feature no inside seam, making them comfortable against the skin. The fabric is 95% breathable polyester and 5% Lycra, so they keep their shape really well, even at the knee. The leg has been designed to be long for added comfort. The two-tone colours and long reflective silver piping down the side of the leg gives the wearer a slim-line look. Black on the inside of the leg also has the added bonus of hiding any stains from the saddle, keeping them looking newer for longer.

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

let’s talk PRODUCTS

toGGi derBy Jodhpurs Finest Brands International

£39.9

Sizes: 24”–34” Colours: Beige, black, dark grey RRP: £39.90 Derby Jodhpurs from Toggi feature a full stretch simulated leather seat and a super stretch, durable body fabric to provide superb comfort and grip whilst in the saddle.

£19.9

Sizes: 32–44 Colours: Grey, white RRP: £108.99 Horze’s fastest growing product group, the B// Vertigo breeches have impressed customers throughout Europe with their quality and superior fit. The Kimberley model with its slanted pockets and contrast-colour stripe is a flattering pair with feminine flair. These technical breeches are made with Coolmax to give a cooling effect when active in the summer. Strong, abrasionresistant micro-fibre nylon on the surface of the fabric provides long lasting good looks and durability. The four-way memory stretch maintains shape to eliminate sagging.

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

asCot Jodhpurs and £43.9 BreeChes 9 Gallopers (UK) Ltd

The Ascot Jod/Breech is a truly classy and stylish design that flatters any figure or age. The Ascot’s fabric and fit performs well and the garments are designed for comfort and quality. Featuring suede detailing around the waistband, inside the pockets and on the knee patches along with on trend contrast stitching and the popular new Lycra sock bottom to replace Velcro.

Practical and hardwearing, with many of the same features as grown up jods worn by Toggi’s famous sponsored riders such as Pippa Funnell and Piggy French, kids will love these fab Showring jodhpurs in a range of colours and sizes.

B//Vertigo (Horze)

£52.5

Sizes: 24–34 Colours: Red/grey, taupe/lime, burgundy/navy, taupe/purple RRP: Jods £43.99, Breeches £46.99

Toggi’s Showring jodhpurs combine quality and comfort with fantastic value for money, to keep mum and dad happy!

KimBerley Women’s Knee-patCh BreeChes

Sizes: XXS–XXXL, short and regular lengths Colours: Black, navy RRP: £52.50

Featuring extra long zips at the outer leg, waterproof lower leg lining to prevent wicking and a higher waist panel for additional warmth and protection. The Severn partners perfectly with Toggi’s Element jacket for head to toe protection from the elements.

toGGi shoWrinG Jodhpurs Sizes: 18”–28” Colours: Beige, black, chocolate, navy, pink, purple, white RRP: £19.95

Finest Brands International

Immensely practical waterproof and breathable unisex over trouser to keep the rain and mud at bay.

With nickel free fastening and two zip pockets, the Derby combine practicality, comfort and ease of use alongside Toggi’s exceptional good looks.

Finest Brands International

toGGi severn overtrouser

£108

.99

Grand prix BreeChes Horze

Sizes: 34R–46L Colours: Navy, gray, white, khaki, beige, black, brown RRP: £66.99 Horze Grand Prix Breeches combine excellent design and technical fabric for an incredibly comfortable fit and fashionable look. Made with exclusive soft Dura Tough fabric and stretchable faux-suede knee patches, they maintain their shape in wash and wear. Stylish cut and slanting side pockets add to the figure-flattering look. Elastic leg bottoms ensure a smooth finish under chaps or boots.

£66.9

let’s talk PRODUCTS

WhitaKer star BreeChes John Whitaker International

Sizes: Children’s 7/8 years to 15/16 years. Ladies 20”–32” Colours: Black, navy, purple, red, white RRP: Children’s £55.00, adults £70.00

maya denim BreeCh

£55.0

solana full seat BreeCh Sizes: 26”–32” Colours: Beige, brown, navy, white RRP: £49.00

£49.0

Sizes: 24R–34R Colours: White, tan, smokie pearl, slate blue RRP: £64.99 The latest generation of Symphony breeches, the Nero offers Tredstep’s signature motion fit design coupled with a new ‘ExCell’ fabric and exquisite styling details. Tredstep’s ExCell fabric’s unique yarn construction combines cotton with Lycra ensuring four way stretch, enhanced shape retention and advanced moisture wicking. The outer fine twill is extremely durable but soft to the touch and the inner surface has a gentle skin friendly feel. The unrivalled design features include a flattering definition waistband, integrated cuff and articulated knee patch.

Tredstep Ireland

£69.9

Sizes: A wide variety of sizes Colours: Black RRP: £69.99 The Liberty Chaps are made from supersoft, full grain leather lined with soft Amara suede. A suede panel on inside of calf allows for a close feel and secure leg position and a subtle stretch panel at the rear ensures a contoured custom fit. An elegant Spanish topline and subtle stretch panel over the forefoot add style and comfort and make them ideal for everyday or competition wear. Available in both side zip and back zip styles.

They feature soft and close fitting fabric around the ankle for maximum comfort and reduced bulk.

Tredstep Ireland

Sizes: Ladies 26”–32” Colours: Blue Denim RRP: £59.00

liBerty Chap

These woven full seat breeches offer style and elegance at a great price. The brereches feature a front zip pocket and are made from a very stretchy and comfortable fabric perfect for everyday or competition wear.

symphony nero BreeCh

£59.0

A fantastic jean style breech with conventional zip fastening and jean style pockets and stitch detail. Made from a very stretchy and comfortable fabric with a full leather look seat. Features soft and close fitting fabric around the ankle for maximum comfort and reduced bulk.

The Whitaker Star Collection is a new and unique range from John Whitaker International. These fashionable breeches are available in five colours with diamanté detailing along the front and back pockets to add bling to any rider’s outfit. The star design on the back is very eye-catching and the pockets add a touch of casual style for young riders and grown up alike. The silver branded buttons and white contrast stitching provide a unique look that will stand out on the shelf, while the cotton/nylon/Lycra mix makes them a lovely stretchy fit.

Just Togs

£64.9

easy peasy pull on Chaps Tuffa Footwear

£14.9

Sizes: XS–XL Colours: Black RRP: £14.99

Tuffa’s Easy Peasy Pull On Half Chaps are designed for younger riders who struggle with zips. Truly innovative, these chaps should be pulled on over jodhpurs and then fastened under the boot using an elasticated strap with press stud fastening. These chaps are entirely free from tricky zips but still look and perform like ‘normal’ half chaps, with Amara suede reinforcement on the calves too.

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

let’s talk PRODUCTS

duBlin defy half alf Chaps

Weatherbeeta Ltd

Sizes: Adults XS in Regular & Tall, S–L in Short, Regular & Tall, XL Colours: Black, dark brown RRP: £69.99

Contacts

£69.9

Brogini Ltd +44 (0)1706 514230 www.brogini.com

These half chaps match perfectly with the Dublin Defy boots and are designed with a more traditional all-purpose styling. The leather look stretch panel moulds to the shape of the rider’s leg providing a perfect fit and the zip is protected by a Velcro fastened cover and button press closure offering further flexibility for a secure fit and comfort while riding. A leather spine provides stability and ensures the chap holds its shape throughout its wear. Leather look stretch panels at the gaiter apron provide an impeccable fit with the Defy Jodhpur Boot.

duBlin supa emBraCe performanCe BreeChes hes Weatherbeeta Ltd

Sizes: Ladies 8–18 Colours: Beige, charcoal, navy, white RRP: £74.99

Caldene +44 (0)1274 711101 www.caldene.co.uk Ekkia +33 (0)3 88 07 40 06 www.ekkia.co.uk Elico +44 (0)1924 454681 www.jenkinsonequestrian.co.uk Equisafety +44 (0)1516 787182 www.highvisibility.uk.com

£74.9

These breeches feature a high waist design with a rise at the back to hug and shape the rider’s waist. This performance range features: technical, high performance woven fabric for breathability and ease of movement, for the rider who wants the ultimate comfort; incorporates Meryl for quick drying and muscle support; Dri Lex in the calf area for breathability, stretch and to help reduce rubbing; Clarino full seat.

marK todd performanCe BreeChes Westgate EFI

Hacked Off (Gallopers UK Ltd) +44 (0)1427 787823 www.gallopers.co.uk

John Whitaker International +44 (0)1706 340500 www.johnwhitaker.com Just Togs +44 (0)1922 616777 www.justtogs.co.uk Tredstep Ireland +353 1 2950598 www.tredstep.com Tuffa Footwear +44 (0)1953 880914 www.tuffaboots.com Weatherbeeta Ltd +44 (0)1295 226900 www.dublinclothing.co.uk Westgate EFI +44 (0)1303 872277 www.wefi.co.uk

Body protectors and air jackets are now available for every shape and size and in a huge variety of colour options. This shop window showcase will present the latest body protection technology for all levels of rider. To ensure your products are included contact letstalkproducts@ ebmonthly.co.uk.

£98.9

These top quality breeches are manufactured in premium Tactel fabric, which is renowned for being lightweight, breathable and super-soft with excellent shape-retention properties. Available in a choice of ladies or gents designs, Mark Todd Performance Breeches come in a choice of practical and competition colours and are perfect for riders that spend all day in the saddle.

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

Finest Brands International +44 (0)1132 707000 www.toggi.com

Horze UK +44 (0)1235 856376 www.horze.co.uk or www.bvertigo.com

coming next month…

Sizes: Ladies 22”–34”, men’s 30”–38” Colours: Grey, beige, chocolate or white RRP: £98.95

Ariat +44 (0)8456 003209 www.ariat-europe.com

Photo by Helen Mathias

ON THE MARKET PRODUCT

PRODUCT

On Trend

Back on Track

A young entrepreneur has combined her love of horses, fashion and design, to create a new brand of equestrian clothing for the female rider. Aztec Diamond Equestrian (UK) Limited, is the brainchild of 18 year old Jordan McCabe. With the help of designer Stacy Marshall of Creative Textile Solutions, Jordan has created 18 pieces of apparel within three collections; essentials, everyday and a limited collection, which will follow the fashion trends. Stylish, practical and certainly on trend, this is a great start for a budding brand. The company is selling direct to customers and Jordan also hopes to partner with a small number of key distributors throughout the UK.

The Back on Track range of high performance clothing and horse wear is widely used by top riders throughout Europe in jumping, dressage and eventing. Developed in Sweden, Back on Track garments incorporate unique Welltex fabric with infra-red technology. Ceramic particles are fused into the fabric fibres, causing heat to radiate back towards the body. This reflected long-wave heat increases blood circulation, relieves joint tension, improves performance and helps avoid injury. The Back on Track human collection includes base layers, underwear, wraps and braces. For equines, Back on Track provides rugs and saddle pads, travelling boots and a selection of braces.

www.aztecdiamondequestrian.com

www.backontrack.com

PRODUCT

Cold as Ice Ice Blue Leg Cooler Gel quickly cools and soothes hot, tired or filled legs. The fast-acting gel is in a pump dispenser for ease of use. It contains arnica and witch hazel to help disperse heat and bruising and can be diluted for use as a refreshing body wash (dilute one part to nine parts cold water). Contains camphor and menthol: please allow a withdrawal period of 1-2 weeks if competing under BHA rules. The gel should be applied liberally to the affected area for instant soothing. For best results, rinse off and re-apply every 4-8 hours.

www.carrdaymartin.co.uk PRODUCT

Versatile Bridle

PRODUCT

Building Confidence Ceva Animal Health, the manufacturer of the leading pet behaviour products Adaptil and Feliway, has launched ConfidenceEQ, an exact copy of the equine appeasing pheromone that mares produce as they nurse their foals. ConfidenceEQ has been proven to help horses of all ages to manage new or unexpected situations by replicating this equine appeasing pheromone. It can help build confidence in horses that are facing new or troubling situations and comes in an innovative gel formulation that is simply applied to the horse’s nostril 30 minutes before any stressful event.

www.confidenceequine.com PRODUCT

Even Better Design

The Half Work Bridle from Kate Negus Saddlery is the perfect product for busy yards as it’s so adaptable, easy to clean and easy to use. The bridle is made from top quality English leather and comes with a plain browband. It has large clips on the end of the cheekpieces to make it easy to change bits. It’s supplied without a noseband, so the rider can select the noseband they like, or even use with a cavesson for lunging. The Half Work Bridle is available in cob and full, in black and chestnut. RRP: £60.00

The new and improved Coolmasta rug from Masta is the rug of the season. It is designed to efficiently cool down a horse after exercise, and features a new print, packaging and colourways. The Coolmasta fabric is a unique and special weave, made from teased polyester. This material creates amazing wicking properties and an incredibly versatile rug, which not only can be used as a cooler but also as a travel and show rug. The high wicking breathable fabric rug is fully washable and quick drying which makes it easy to care for. Available in Navy, Pink and Red, in sizes 4’3” to 7’3”. RRP: £49.99.

www.katenegus.com

www.masta.co.uk

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

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Business MATTERS

staffing issues A business is only as good as its workforce, so take care of your staff

he editor said ‘write about staffing issues’– I will start with two questions I often ask! ‘What is your most important tool?’ And of course, you all answered ‘my staff’! Second question: ‘What are the two most important tools in your vocabulary?’ I am sure most of you responded ‘Thank you’. Staff of the right calibre are worth their weight in gold, but the onus is on the employer or manager to ensure they remain focused and committed. Of course, financial reward is important, but equally, so is recognition, appreciation and – very significantly – holistic appraisal of the business from the employee’s perspectives.

Getting it right Getting staffing levels exactly ‘right’ in a fluctuating market is difficult. Profit and loss, assets and liabilities – get the balances wrong and it is often assumed that ‘overstaffing’ is the culprit. But does the inadequate bottom line/too little profit result from having too many employees or is it something far more fundamental – a failure to recognise failing strategies? ‘Releasing’ good staff with the experience and

intellectual capacity the business needs may save money short-term but results in incalculable longterm damage! Of course, in every business there are times when the staffing levels are too low. A motivated workforce will cope with the extra work for a time – even relish the challenges – providing ‘going the extra mile’ is recognised. When it is unremitting and goes on day after day after day with absolutely no recognition or appreciation, staff are demoralised, de-

opportunity to progress within an organisation. When the business is small – as in the cases of many firms in the equestrian industry – actual job promotion may not be possible. What is always possible is the ability to provide opportunities to up-skill and take on additional responsibilities. No employee should feel that they are obliged to stand still or – even worse – drop existing skills. It is very rare for a business not to be able to utilise specific skills however way-out from the core business.

“Employees need to be engaged” motivated and unhappy. This state of affairs can extend from board level downwards and junior manager upwards: the company’s ethos takes a substantial downturn which can be difficult to reverse. Employees need to be ‘engaged’ – and by that I don’t mean driven to work harder and longer because they fear the consequences if they don’t! Rather, they are led and encouraged to compete to produce optimum performance in the sure knowledge this will be noticed.

An open door

‘Issues’ arise, at all levels, when members of staff are not given

Great industry leaders all have one thing in common: they are good listeners. And there are great leaders in small businesses just as much as in vast multi-nationals. However busy, they will find the time to listen. One highly regarded CEO in the City operates an open door policy one day a week. Some would say that, based on his not inconsiderable salary, this is a shocking waste of resources but it is this policy which has resulted in the recognition of design innovations… the implementation of new work practices that have saved a great deal of money…

marK lumsdon-taylor Mark Lumsdon-Taylor is director of finance and resources at Hadlow College. He attended Keele University where he read Law and Economics. On leaving, he joined Macintyre Hudson, a leading London accountancy firm, undertook an ACA training contract and quickly rose to become a director of audit. Mark joined Hadlow College with an initial brief as a ‘troubleshooter’ to design and implement fiscal recovery and to effect change within the College’s central services. He was appointed Director of Finance & Resources in 2004 after extensive work involving further recovery and reorganisation of the college’s activities, (Hadlow is rated Outstanding by Ofsted and is in the top category for financial stability) Mark’s work was acknowledged when he was awarded Accountancy Age UK Finance Director of the Year (Public Sector) in 2007 and was a runner-up in 2010 and 2013. In 2008, Hadlow College was awarded the title ‘KEIBA Large Company of the Year’ for its performance in business. Mark is shortlisted in the Public Sector and Voluntary UK FD of the Year category for this year’s prestigious Financial Director magazine’s Business Finance Awards.

and the recognition of areas that need improving. His ‘hands-on’ approach results in an integrated workforce that feels valued, inspired, focused, resolute – and happy. A happy workforce isn’t bludgeoned into submission. A happy workforce is good for business. A happy workforce wants to perform better. A happy workforce is socially and intellectually engaged. A happy workforce benefits from sharing an attainable vision. A happy workforce utilises its individual and collective talents and abilities. A happy workforce takes on challenges that make real and positive differences. A happy workforce doesn’t raise barriers that prevent communication. A happy workforce respects the dignity of the individual.

Avoid the blame game What are the negative – very destructive – issues often prevalent as we come out of recession? When times are tough, no-one wants to be blamed for a ‘failure’ – however insignificant; as a result, many businesses have developed a blame culture which is demoralising and destructive. ‘Stress’ exists in all businesses and, in small manageable doses, it is good because it provokes thought and raises capacity to cope; it is not good when it is constant, unremitting and beyond the individual’s reasonable capacity to deal with it. Conflict and bullying reveal inherent weaknesses within the organisation and no individual at any level should be subjected to such behaviour. The business may be well capitalised and secure. The product may be right. The marketing plan may be well devised. However, the business will only perform optimally when employee issues are fully recognised and objectively handled with due sensitivity. The 2014 Deloitte Global Human Capital Trends research indicates that 78% of business leaders rate employee retention and engagement urgent or important.

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Ken lyndon-dyKes

a united front A straight path to education is the key to horse welfare when it comes to saddle fitting and the SMS has forged a united approach that should be upheld.

nowledge, in any sphere, is good. It is especially good when it eradicates ignorance or bad practices! Thus I am going to start by paying tribute to the Society of Master Saddlers, the first organisation to set up a well devised and structured saddle fitting training programme; one that is so good that it continues to enjoy recognition internationally.

“It was essential to educate, inform and advise horse owners about the importance of saddle fitting” In setting up the training and assessment programme the Society made an inestimable contribution to the wellbeing and safety of horses and their riders. SMS training leads to assessment for the Society’s Certificate in Saddle Fitting which is validated by City and Guilds, confirmation of the respect and value the qualification embraces. I count myself fortunate to have been one of the early lecturers and I am delighted that the SMS continues to provide training for would-be saddle fitters in this country and around the world. Very much more recently we have seen several additional courses set up by various organisations and individuals. I have no doubt that all the originators have the best of intentions and that their motives are exemplary – but – and I suggest it is a big but – there is real danger that varying opinions and differing fitting techniques will result in horse owners becoming very confused. And ‘confusion’ is the last thing wanted by any of us who are passionately concerned with the wellbeing, comfort and safety of horses and their riders. Simultaneous to launching its training programme, the SMS recognised that it was essential to

educate, inform and advise horse owners about the importance of saddle fitting. This was fundamental: what was the point of upping fitting standards if the riding public didn’t understand the need to provide their horse with a well-fitting saddle? A saddle fitted by an individual qualified by an institution that promotes and upholds professional standards? A campaign was launched by the then press officer, Pat Crawford, and virtually every element of the equestrian press published articles that embraced very clear messages. Every saddle should be fitted. A saddle should only be used on one horse and not ‘swapped’. Horses change shape, thus fitting checks needed to be carried out at appropriate times. As a result of these endeavours, the vast majority of horse owners in this country understand their responsibilities in regard to saddle purchase, fitting – and subsequent fitting checks. (I personally also played a considerable part in this dissemination of knowledge – as far back as 1983 I was writing articles and giving clinics on the subject of ‘saddles’ and ‘saddlefitting’!)

that standards are upheld. A scheme that is not monitored and doesn’t provide a complaints procedure is, in my opinion, inadequate. I can remember the days when saddle-fitting consisted of the rider visiting ‘Moss Bros’ – then the most elite name in London – where he or she was helped to sit astride a series of saddles ‘mounted’ on a wooden horse. The rider ‘tested’ each saddle in relation to ‘comfort’ from his own perspective! Consideration for the horse amounted to providing the height, a very vague description of ‘the build’ and (very important then and certainly taking precedence over the needs of the equine concerned!) the colour preference. By the way, at that time, London tan was considered the epitome of good taste! On this basis it won’t seem at all strange that, based on the background I have outlined, I was selling saddles by mail order – indeed, it was the norm! Of course, bear in mind that the brands and designs of saddles available then bore no resemblance to the vast choice available today. Indeed, in those days ‘choice’ was hardly the

It is fundamental to the continuing success of the SMS scheme that qualified saddle fitters are required to re-register annually and undertake a refresher course every two years. Equally, the fact that the Society operates a stringently applied complaints policy ensures

right description. General purpose saddles were used for most disciplines – the ‘old-fashioned’ hunting saddle (sit back and kick) was still in demand and ‘specialist’ saddles were more-or-less limited to show jumping and were so rudimentary that today’s riders

KEN LYNDON-DYKES

is an ex-international level three-day-event rider. A Qualified Society of Master Saddlers’ saddle fitter and a member of the society’s executive committee, he owns and runs SaddleWorld, one of the largest saddle retailers in the UK. Ken is increasingly in demand as a professional witness and adjudicator in reation to saddlery-related claims and disputes. He is also well-known as an inspirational and interesting lecturer/speaker. wouldn’t even entertain them as a gift! Of course, those were the days of yore and times have changed. Saddle-fitting, and the influence it has in relation to the horse’s wellbeing and ability to perform optimally, has long been understood. We have come a very long way since the days of visiting Moss Bros in order to buy a saddle over the counter! Without a doubt, the British riding public are the most informed and knowledgeable in the world. Today witnessing a horse with bare patches on the back caused by extreme saddle pressure is very rare indeed. Far fewer horses have patches of grey hair that resulted from pressure points in the wither area or along the spine or in places commensurate to the back of the saddle. Do not let us return to those dreadful days when pressure sores were commonplace simply because, in endeavouring to do good, we confuse! I approve of holism. I approve of competition. I approve of debate and exchange of expertise. I do not approve of unwarranted arguments or of rivalry that leads to unnecessary dissention. Cooperation and discussion are good. Argument – especially from the perspectives of sheer vanity – are bad! As someone involved in the saddle-fitting industry for many, many – many – years, my earnest hope is that commonsense will prevail thus eradicating the opinionated – the stubborn – the obstinate – the egotist – the self-indulgent – and those with tunnel-vision! I welcome comments!

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