Inside this issue Features 10 SPOGA REVIEW
A summary of the event
12 WORMING
Is the industry changing?
18 BETA REVIEW
The highs and lows of this year’s show
25 WHOLESALE & DISTRIBUTION
The modernisation of the industry
Regulars 5
UK NEWS
The latest industry news
29 LAUNCH IT
New products hitting the shelves
32 LET’S TALK PRODUCTS
Casual & competition jackets
37 ASK THE EXPERTS
Your questions answered
38 QUESTION TIME
Reader opinion
39 INSIDE THE OLYMPICS
A behind the scenes look
40 SECRET SURFER
Websites on show
Contact US Equestrian Business Monthly, The Old Dairy, Watton Road, Hingham, Norwich, Norfolk, NR9 4NN, UK T: +44 (0)1953 850678 F: +44 (0)1953 851936 E: enquiries@ebmonthly.co.uk W: www.ebmonthly.co.uk Editor – KIRSTY WHITTLE E: editorial@ebmonthly.co.uk Advertising Sales & Production T: +44 (0)1953 852946 E: advertising@ebmonthly.co.uk Design – HOLLY TODD @ PressPoint E: graphics@presspoint.co.uk Disclaimer
Whilst every care has been taken to ensure that the information and reviews contained in this magazine are both accurate and up-to-date, neither Equestrian Business Monthly nor its contributors accept any liability to any party for loss or damage incurred by reliance on the information contained in this magazine or through omission or errors, howsoever caused.
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March 2012
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EDITOR’S COMMENT
Time to reflect Having returned from BETA on Sunday evening, it was time to have a soak in the bath before providing you with what I hope will be a good round up of the event. It’s hard to comment on the figures without having received them, however judging by my own estimations there were less visitors through the doors, however that didn’t necessarily mean less business. The arena seemed full with stands – there
were no awkward empty areas covered up with sand sculptures – and both visitors and exhibitors seemed focused on the task in hand. One thing that did catch my attention however was the fashion show. I must say that I was a little disappointed. Call me ‘old fashioned’ but the idea of a catwalk is to have a look at the new collections and observe the season’s new colours. Well as far as viewing the new collections went, the array of swirling ribbons, dance routines and singing models made general viewing rather distracting and the colours – or lack of – were equally disappointing. As I heard from Spoga, gold was a theme seen throughout and as the mainstream fashion buyers are going wild for metallic colours, I felt sure that this would filter through with lightweight macs or snazzy jods. However, the only colours that made an appearance seemed to be those that feature regularly within the equestrian sector: plum, navy, pink. On the drive home I sat wondering to myself whether as an industry we’re playing it safe, or slightly missing the mark. As an increasingly fashion conscious
market, should we be taking the leap along with the high street?
– was also popular and won the Saddlery and Tack Innovation award.
Eye catching
All in all, I would say that BETA 2012 had a positive outcome. As always there are areas that can be improved but the overall opinion was one of good business. Turn to page 18 to read the full review.
Another area that caught my eye was the New Product Gallery – you can’t fail to notice a horse that appears to be wearing a gas mask. On closer inspection it was revealed that the horse was in fact wearing the rather clever Flexi-neb Equine Nebuliser. The battery-powered unit is silent, portable and designed to generate the ideal aerosol particle size of a wide range of drugs that assist with respiratory trauma. Although the idea is revolutionary, I may need a little convincing about the ease of its initial introduction to skittish horses. The ICE-VIBE from Horsewear is another clever product that can save hours of time cold hosing legs as the cold wraps and vibrating panels deliver electronic cold circulation therapy, which can help to improve the realignment of tendon fibres. Barnsby’s I Tree – the saddle that is adjusted using integrated heat technology
New for 2012 is Rhea Freeman’s blog on social media. Head to www. ebmonthly.co.uk to find out what’s got everyone talking.
Don’t keep your thoughts to yourself! - email editorial@ebmonthly. co.uk or write to Equestrian Business Monthly, The Old Dairy, Watton Road, Hingham, Norwich NR9 4NN
Kirsty Whittle
UK News A round-up of the UK’s equestrian trade news Successful launch for Equiport The Equiport showroom was opened on Saturday 11th February by event rider Oliver Townend and working hunter specialist Louise Bell. The showroom in Allostock, near Knutsford in Cheshire, showcased a unique range of products for horse and rider – staying open for more than 500 customers – until 7pm for the launch day. “We are absolutely thrilled with the great success of the launch day,” says Pam Gaynon. “Everyone loved the décor and feel of the new premises. Sales were very good and the feedback has been brilliant from friends, family and customers
old and new.” Over the past 18 years Equiport has developed its own range of competition jackets, show rugs, saddle cloths and stable apparel, which are all manufactured in-house. It also stocks many other equestrian brands such as Gersemi, HV Polo, Veredus, Equipe, De Niro, Parlanti and Samshield. The showroom project is the brainchild of Equiport managing directors Ashley and Pam Gaynon, who had a vision of creating a luxury equestrian store more akin to a designer fashion boutique than a conventional tack shop.
Petplan named Best Pet Insurance Provider
Host Jake Humphrey presents the Consumer Moneyfacts award for the UK’s Best Pet Insurance Provider to Carl Stephens and Susanne Murray from Petplan. Petplan has been named the UK’s Best Pet Insurance Provider at the Consumer Moneyfacts awards. Voted for by over 17,000 consumers, the awards recognise the best financial products available to consumers in the UK. Petplan were chosen by consumers for their market leading policies and outstanding customer service. “The award is great recognition for the fantastic job that our
Maxavita offers its support International 4* event rider Sarah Stretton has signed a sponsorship deal with equine supplement company Maxavita for the 2012 season. Maxavita has agreed to provide Sarah with supplements for her horses and nutritional advice during 2012. Based in Rugby, Sarah’s eventing career highlights include an impressive 16th place finish at Burghley in 2010 and twice named as the best Under 25 at Gatcombe Championships in 2009 and 2011. “I’m looking forward to working
with the Maxavita team and the products,” says Sarah. “I truly feel that these products will help my horses to perform at their best throughout the tough eventing season. If they’re happy, I’m happy.” “We were looking to take on a rider whose values align with our brand,” says Hollie Chapman, marketing manager at Maxavita. “Sarah is a talented, hard working and determined young rider and we are very proud to be supporting her in 2012.”
team at Petplan do to keep pets healthy and owners happy,” says Neil Brettell, director of Petplan. “Our policies truly do what they say, they ensure that a pet or horse can get the best possible treatment throughout its life without the owner having to worry about the cost. It’s great to be recognised for the service that we’ve been providing to the nation’s pets for over 35 years and horses for over 20 years.”
Spillers sponsors top UK riders The feed company has added William Fox-Pitt to its portfolio and will continue to sponsor Jeanette Brakewell and Tim Stockdale. Spillers has also renewed its sponsorship of up-and-coming event rider Flora Harris and will be supporting Scott Brash in 2012. Doing its bit for the racing industry, the company will sponsor racehorse trainer Andrew Balding and newly licensed National Hunt trainer Polly Gundry. “Our feeds help to maintain
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March 2012
the health and performance of thousands of horses in the UK from family ponies to winning racehorses,” Sarah Kitson, Spillers marketing manager. “We are especially delighted to welcome William to our team and feel privileged to support such talented riders and trainers this year. We wish them all a successful season, in what is a very important year for equestrian sport.” Equestrian Business Monthly
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Free product training to retailers Bedmax HorseHage is offering a licensed producer visit: to sponsor comprehensive stockist training www.horsehage.co.uk programme to all retailers, which Bramham allows stockists to expand and refresh their knowledge of the Horse Trials whole HorseHage and Mollichaff range. The training will provide them with the information they require to answer customers’ product and feed enquiries. Interested retailers should call their local regional producer for a training booklet. All retailers completing the training booklet correctly will receive a free framed certificate and a HorseHage and Mollichaff branded ‘feed adviser ‘polo shirt. To find details of your regional
Virbac to sponsor BETA 2013
Free TV commercial and airtime
Virbac Animal Health has announced its support for BETA International 2013 as it prepares to take up the main sponsor mantle for a third year. “We have a proud history in forging strong partnerships with the trade and promoting innovative products to build business, based on sustainable principles of worming management,” says Chris Liggett, Virbac marketing director. “Sponsorship of BETA International, along with our approach to CPD and the Virbac Equine SQP of the Year Award, are integral to our commitment to supporting the trade.”
Appaloosa Agency and Horse & Country (H&C) TV joined forces to offer one lucky winner at BETA the chance to win a free television advertising campaign worth £5,725. Jane Riley from Ryder Saddles won the prize which consists of a 30 second commercial, developed from concept through to production by marketing agency, Appaloosa. The advert will be broadcast on H&C TV for four weeks with six spots a day. Jane had to fill in her company details and correctly answer two questions on the competition form, which was collected at BETA, in order to win.
Bedmax shavings will again be sponsoring the Equi-Trek Bramham International Horse Trials to be held later this year. The event will take place from the 7th-10th of June with over 500 horses competing at various levels of eventing. Bedmax, has been sponsoring Bramham for a number of years, will supply the competitor’s stables with its shavings. “We’ve had a long and successful relationship with Bedmax and are delighted that this is to continue for 2012,” says Nicholas Pritchard, event director of the Horse Trials. Bramham Park has hosted these horse trials since 1974, with the event attracting over 55,000 spectators. “We are proud to be supporting the Equi-Trek Bramham International Horse Trials once again,” says Tim Smalley managing director of Bedmax.
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Health website was launched, we have seen an increase in customers looking for the basic essentials to add to their horse’s diet,” says managing director of Pegasus Health, Mark SharwoodWalker. “Now that Battles is distributing some of the Pegasus Health range it will make these top quality ingredients more accessible to a wider audience
March 2012
One to watch for 2012 The Tangerine Group, which owns Carr & Day & Martin and Day, Son & Hewitt, has been named by Best Companies – the people behind the Sunday Times list of ‘100 Best Companies to Work For – as ‘One to Watch’ in 2012. The ‘One to Watch’ name goes to companies that take the best care of their workforce.
A move from StonEleigh Park The governing bodies of equestrian sport are to move from Stoneleigh Park. The British Equestrian Federation (BEF) has been based at Stoneleigh, Warwicks, since the mid 1970s, alongside British Dressage (BD), British Showjumping (BS) and British Eventing (BE). But due to the growth of equestrian sport they are now too large for the building. BS has bought a building at Meriden, west of Coventry, where BD will also be tenants, while the BEF, BE and Endurance GB are still looking.
Trade area for Dog Rocks
Pegasus joins forces with Battles Pegasus Health has re-launched its own collection of natural supplements and is offering them through Battles. With price being a major concern for consumers in the current climate the herbal supplements offer excellent value for money with their ‘no frills’ approach to dietary additives. “Over the past 12 months, since the new Pegasus
News In Brief UK News
and help the end user save money, without scrimping on top quality raw materials.” As of immediate effect, Battles will be stocking MSM, LiveAid, PegaVite, Biotin PLUS, Glucosamine, Yea-Sacc 1026, NatureBute and PurforMSM from the new collection of Pegasus Health products.
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The new ‘Trade Area’ on the website will enable trade wholesalers and retailers to download visual merchandising ideas, additional point of sale material, tips and suggestions. The area will require a login, which can be obtained by emailing from the website: www.dogrocks.co.uk. The tab is the seventh along at the top of the page.
Positive outlook for Equist The trade show, based at the Istanbul Expo Centre, Turkey, has high hopes for this year’s show on 13th-15th April 2012. The show which is based around a growing market in the region is hoping to receive thousands of visitors alongside the exhibitors expected from 30 countries. Visit the website to find out more or to book a stand: www.equist.org
UK News
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New website for L.S.Sales (Farnam) Ltd
NEW APPOINTMENTS
New and existing customers can find information about the full range of Farnam products, Horse Health Products, LAS Helmets and other great products available from Leslie Sutcliffe on the new website. With new products added each month the aim is to provide a great service to equestrian retailers in the UK and Ireland. The full range of LAS helmets is showcased on the site and are loved by riders in all
disciplines including Sam Penn professional event rider from East Sussex. Sam loves her new XTVIP Swarovski helmet and says: “After riding 22 rounds on 10 different horses at a show recently I barely even knew I was wearing the my new LAS hat, it is so lightweight and cool, and I love the sparkles.” The full range of LAS helmets for show jumping, dressage, endurance and racing can be found on www.lesliesutcliffe.com
A new addition to Blenheim
Frank Smith heads to Willans
Gemma Porter-Rawlings joins VTI
Shelley Bacon, a graduate in Equine studies and Business from the Royal Agricultural College, has been appointed trade stands coordinator for the Fidelity Blenheim Palace International Horse Trials. Shelley’s experience involves the organising team for Blair Castle Horse Trials and international equestrian events for Musketeer Event Management. Shelley will be responsible for implementing various recommended changes to the retail village layout, which will improve the shopping and whole event experience for visitors. Trade stand enquiries can be sent to: Shelley.bacon@blenheim-horse.co.uk. Blenheim takes place between 6th-9th September 2012.
Gloucestershire law firm Willans LLP has appointed specialist equestrian and rural affairs lawyer, Frank Smith. Frank is a nationallyrecognised expert in equine, agricultural and rural matters. He is working closely with colleagues in Willans’ Cheltenham-based commercial and private client services to provide authoritative legal advice to equestrian businesses, farming partnerships, landowners and those buying prime agricultural property. An experienced horseman, Frank is a member of The Equine & Animal Lawyers’ Association.
Gemma PorterRawlings is the latest thermographer to join Veterinary Thermal Imaging (VTI). “We’re delighted that Gemma has joined the team,” says Helen Morrell, managing director of VTI. “Gemma brings a wealth of experience for a range of animals, especially horses and dogs. Her experience with these animals is a great asset, but as a VTI thermographer, Gemma’s training has provided her with the necessary tools and knowledge to offer a first class service to all species.” Gemma is an award winning BHS (British Horse Society) Instructor. She’s also a qualified equine sports massage therapist and has two Hungarian Vizsla dogs who compete in agility competitions and showing.
Ladies shine at SMS Pat Crawford reports on the results from the Society of Master Saddler’ Annual National Competitions. This year, of the 36 prizes that were awarded, no less than 26 were taken home by ladies – and the story was similar in relation to the distribution of the trophies. The Bruce Emtage Trophy for Best-in-Show was awarded to Catrien Coppens, Master Harness-maker at the Royal Mews, for her absolutely stunning driving bridle. Master Saddler and Qualified Saddle Fitter Lisa Hoskins, who runs her own business in Kington Magna, Dorset, was awarded the Alf 8
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Batchelor Memorial Trophy for her winning entry in the open class requiring a bridle suitable for any Olympic equestrian discipline. Abby Nowell, apprenticed with Chris Taylor at The Saddlers’ Den in Merseyside, carried off two trophies – the Tony Byrne Memorial Trophy for the best harness entry by an apprentice/ trainee and Les Coker Millennium Trophy for the best overall entry by an apprentice. The only gentleman to take home a trophy was Patrick Keane who picked up two first prizes for saddles on his way to collecting the Neil McCarraher Trophy for the most attractive and commercially viable saddle.
Overseas entries
The numbers of entries from overseas grew this year with several members from Denmark, the Netherlands and Ireland taking part. Jan Guldborg must March 2012
have returned home to Denmark pleased with second prize in the very strong class restricted to small-business saddle-makers. Master Saddler Helen Leedham took home the first prize to Cookley near Kidderminster, Worcestershire.
President’s choice
Steve Marks, the present SMS President, chose ‘A toy or game made from leather’ for his ‘President’s Choice’ class with Helen Reader awarded first prize for her beautiful chess set.
UK training still on form The strength of the training availability in this country was evidenced by the numbers of prize-winners who have attended the Saddlery Training Centre to benefit from Mark Romain’s tuition. Capel Manor College students also did very well in a class restricted to students
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in their first two years’ of training. The most favoured training method is by way of a four-year apprenticeship (students from Capel Manor who have obtained the relevant qualifications are able to deduct a year) and the results produced by the Millennium Apprenticeship Scheme and the Modern Apprenticeship Scheme are world-class. People from overseas come to train in the UK because of the superiority of the training availability.
AL FARES DUBAI
Al Fares Dubai
If you’re feeling the squeeze in the UK market, why not cast your net wider. Get new ideas at Al Fares Dubai. Why go to Al Fares? There has never been a better time to trade internationally and with export markets sometimes difficult to reach, Al Fares is a great opportunity to access this marketplace. Combining great networking opportunities, new business ideas and vital trade contacts, Al Fares is a great opportunity. Research confirms that companies involved in the export business are more productive than those that are not – gaining stronger financial performance. These companies are also more likely to continue to trade through tough times. The equine industry in the region is booming with racing and breeding being key markets. A trip to the fair will help allow you
to reach these powerful decision makers. Offering easy access from airports, Al Fares in Dubai is an opportunity not to be missed. Al Fares Dubai is the number one equestrian trade exhibition in Asia and Africa and runs from 3rd-5th October. In its ninth year, Al Fares is the premier exhibition for products and services for horse and rider in Asia and Africa. Launched in Dubai in 1995, the show continues to grow and last year attracted 4,876 visitors in addition to 3,500 public visitors and 212 exhibitors. Among the major participants are global players from Austria, Belgium, Canada, France, Germany, India, Italy, Sweden, the USA and the UK.
Al Fares, which is held at the luxurious Dubai International Convention and Exhibition Centre, offers exhibitors the chance to build on or begin international relationships while seeing the latest on offer from the Middle East. As the oldest equine trade fair in Asia and Africa it attracts manufacturers of all things from feeds and supplements to equine spas, trailers and stabling products. It also features special pavilions for flat racing, gambling, endurance racing, dressage, show jumping, three-day eventing and polo. In addition, the show
will feature an array of seminars and arena demonstrations.
Hurry, space is selling fast If you are looking to reach a wider global market with your products and make the most of the boom in equestrianism in the Middle East, you need to visit Al Fares Dubai. For more information about exhibiting at Al Fares contact UK and R.O.I sales agents PressPoint Media Ltd on +44 (0)1953 852937 or email alfares@presspoint.co.uk.
SPOGA REVIEW
A good result for Spoga Over 4,000 trade visitors attended the Cologne event in search of the latest products. With International attendance high, the event proved a positive experience for many. After trade had collapsed in 2009 due to economic turmoil, 2011 was a year to be satisfied with for the German equestrian sports industry. There had been signs of the market stabilizing and of a moderate upwards trend since 2010, a development that was confirmed in the following year. For 2012 the BSI is expecting the good trade results to continue while focusing on the proven positive effects of Spoga horse spring.
Trends at the fair As the pressure to be the leading international event for the industry continued to mount, Spoga did well to stand its ground with a recorded 65% of exhibitors and 48% of visitors coming from foreign countries. “The fair has confirmed its leading position as the most important international order event for the entire equestrian sports industry,” says Katharina C. Hamma, chief operating officer at Koelnmesse, for Spoga horse spring. “Due to its high level of internationality both among exhibitors and trade visitors, Spoga horse spring repeatedly manages to give important business impetus to the industry.” More than 4,000 trade visitors came from 50 countries to visit the 209 exhibitors at the show, who were positive about Spoga horse’s significance as an international business platform. Apart from the level of international attendees, the decision-making authority of the trade visitors was positive. The visitor survey stated that more 10
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than 77% of the trade visitors surveyed were responsible for or involved in purchasing decisions. The survey also stated that 74% of visitors said that they intended to return to Cologne for the next registering Spoga event in September and more than 91% would recommend visiting Spoga horse to a business associate. The high level of international attention the Cologne equestrian sports fair receives from the industry is also considered a key success factor by Tilman Meyer zu Erpen, vice president of the Federal Association of the German Sporting Goods Industry (BSI). He says: “Our sector is increasing in turnover particularly in the markets abroad, which is why the export market is getting more and more important for us. A slight decrease in domestic visitors is met by particularly well-funded export customers. This makes it even more important as with Spoga horse spring we are able to offer our members and customers a trade centre that is indispensable as an important international growth engine for the industry.” March 2012
Apart from apparel for horse and rider, trade visitors were particularly interested in equestrian sports equipment, saddlery and leather goods and products relating to care, health and feeding. Gold emerged as the trendy colour of the coming season, adorning breeches with golden ornamental seams and embroideries and a new collection from Italy with glittering details. However, the more conservative riders were not forgotten with apparel presented in earthy and blue tones such as espresso, nutmeg, indigo, night blue and sand, which can be jazzed up with a bit of red or a fresh shade of orange. Jackets made of high-loft fleece were also tipped to be a big trend this season.
The agenda Safety was again a topic attracting a lot of interest at Spoga horse spring, with riding helmets being the centre of attention. A new 360° airing system with airing tunnels and extremely light materials ensures that riders keep a cool head and this has paved the way for a small revolution, with an extraordinary riding helmet preparing to win over dressage riders, who are sceptical of wearing helmets. The mission to replace top hats in dressage arenas with riding helmets is an idea that was supported by dressage star Isabell Werth.
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Saddles were another popular area with one saddle made according to a modular construction system, which allows riders to easily exchange gullet plates or panels to fit to their needs. In addition, new saddles are rising to one of today’s major challenges, namely that of horses getting ever shorter (due to breeding) with riders not getting correspondingly lighter. Thus, specially shaped panels are required to distribute the rider’s weight evenly on the horse’s back.
The Spoga horse arena Introduced for the first time, the arena featured a new key element of the supporting programme this year. The arena was well received among both companies and visitors, and saw a variety of presentations of new products take place –– each within 100 seconds. The arena also provided an opportunity for industry professionals to be quizzed over topics such as quality management, testimonials as a means of attracting customers and ways to increase turnover through an effective sales training.
A round up of the event Exhibitors – 209 (spring 2011:206) Companies from 26 (23) countries participated with 65% (69%) of them being from abroad. Among them were 69 (62) exhibitors and 5 (2) additional companies from Germany as well as 128 (139) exhibitors and 7 (3) additional companies from abroad.
Save the date The next Spoga event will take place from 2nd to 4th September 2012.
WALK ON THE WILD SIDE Writing this column is a form of therapy for me; it gives me an opportunity to test my thought processes and allows me to canvass the views of others – being an MD can be a lonely business! A subject that keeps cropping up – and from the input I have had from other manufacturers, it would appear it is an industry-wide irk – is that of Manufacturing Issues (MIs) and how we deal with them. Whilst Distance Selling Regulations (DSR) regulate the contract between the consumer and the retailer, there is nothing standard in law which forms the contract between the retailer and the manufacturer. Terms of business, laid out clearly at the beginning of the relationship form the contract in law and stipulate what the manufacturer will and will not accept, but whilst the retailer will agree them at the outset, they can be reluctant to work with them when an issue arises which threatens to cost them money. I found out before Christmas that my company ‘has the strictest standards in the Industry’ – this was an accusation which I thanked the litigant for; I’m not sure that was his aim but I make no apology for protecting the needs of the consumer, retailer - and my business! On occasion a problem does occur; twice we have had ‘batch’ MIs and we alerted and compensated our stockists before most were aware an issue existed. Isolated issues are trickier; items returned to the retailer who in turn approaches us for a refund. With a list of worldwide stockists these ‘oneoffs’ can mount up, as, through either inexperience or to avoid conflict, the retailer returns a product clearly damaged through a lack of reasonable care. Most manufacturers have indepth experience of MIs; having spoken to several others in preparation for this column I see that they have very clearcut rules guiding their decisions as to what does or does not qualify based on their specific knowledge of their products. I for one am time–served within
M&S who appear to have a ‘no quibble’ returns policy however have a team of people who inspect all returns so they can diagnose issues and adjudicate, apportioning costs accordingly. Whilst the stores might accept everything back unquestioningly it is they who carry the cost – not the manufacturing side, unless it is a true MI. This is good business practice; the retailer has every right to refund or exchange their sales without question and must always consider the bigger picture – will doing so protect future business for example? The potential costs of doing so should be built into the selling price. That is the retailer’s job. The manufacturer will look at other issues; they must build into their prices the cost of resolving potential MIs. And they do – because they have to; any manufacturer trying to make recourse to a factory for the cost of their mistakes will know this. They also know that they are not responsible for holes in jodhpurs due to being caught on Hawthorn bushes, regardless of it being their first outing… nor are they responsible if a horse breaks its reins by standing on them. Even if the customer claims, ‘the holes just appeared’ – or ‘the reins just snapped’. If that starts happening I really will need therapy!
Suzanne Wild is designer and managing director at Fuller Fillies. www.ebmonthly.co.uk
March 2012
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WORMING
All change? Equestrian Business Monthly investigates the changing role of the AHA and reflects on the modern worming message. The evolution of the AHA Animal Health Advisers (AHA) are a vital addition to the equine sector as with no recent developments in drug development and worm resistance now widely agreed as inevitable and irreversible, educating the end-user is of the utmost importance. Since their introduction, AHAs have been tasked with educating consumers about effective worming programs, with recent emphasis being on sustainable worming to preserve current drug efficacy. With resistance unable to be reversed it is more important that AHAs are getting the message across and providing a vital link between owners and vets. In their early days AHAs would be there to guide owners in the right direction in terms of which type of wormer their horses needed for the time of year, however the end result would always be that the owner left with whatever they wanted. As times are moving on, the number of AHAs has risen and the nature of their role has evolved. “New AHA enrolments have risen in each of the last two years, though we’re now seeing signs of that levelling off,” says Stephen Dawson,
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secretary general at AMTRA. An AHA can be divided into four sectors: those in veterinary practices, in agriculture-focussed stores, in equine suppliers, and in pet shops. Those responsible for distributing equine supplies, otherwise known as EAHAs are able to distribute POM-VPS medicines, which cover most types of horse wormers. “All four sectors have shown growth, but pet shops have been the fastest growing, and equine suppliers a more stable and mature market,” explains Stephen. Since the development of the role, which licenced AHAs to sell wormers, the title has gained a certain type of status within the industry. “The evolving role of what are still legally called SQPs is perhaps illustrated by the growing use of the alternative description, ‘animal health advisor’,” says Stephen. “Perhaps ten years ago their role, while making sure the medicines were used safely and effectively, was more focussed on giving customers what they asked for. Now these people, nowadays with a first-year degree-level qualification, also have a duty to engage with the customer and make sure that they are prescribing the right product for the customer and their animal – as well as advising on safe
March 2012
Image courtesy of Pfizer
and effective use, meeting the legal requirements on supply and storage, and so on.” The increased requirements have heightened the professionalism of the role. “As a professional group, the learning doesn’t end with the qualification - there is now an obligation to take a certain amount of continuing professional development (CPD) to keep knowledge and skills up to date,” he adds. Dr Emma Batson at Merial Animal Health agrees: “Many horse owners visit their local tack shop or feed store far more often than they see the vet, and it’s important that the advice they receive is up to date with the current thinking. This is why CPD is so important
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for SQPs, as it ensures everyone in the industry can provide information aligned with expert advice.”
Online wormers Despite wormers purchased in a shop having to be sold by an AHA and information such as the name and address of the buyer taken, there are websites that supply wormers direct to the customer’s door. “Any medicine (except certain pet medicines available from anywhere without the need for a qualified supplier) should be being supplied only after an interaction to ensure that the right product is being
WORMING
The science behind WECs
their paperwork or any contact details.
The process
With an increasing number of worm counts being undertaken each year, the message seems to be getting across to consumers that a targeted approach is required. Companies such as Westgate Labs that process the samples are at their busiest between March and October. Gillian Booth from Westgate Labs explains the importance of sending correct samples and how they examine them.
The post bag arrives in the morning and samples are taken straight into the lab where they are carefully set out for testing and recorded in the day book. They are sorted into sections for those from owners, yards, vets and merchants. After preparation the samples are spun in a centrifuge and then sent to the microscope. Here they are floated off onto a double Mc Master counting slide. Each sample is tested twice for accuracy and an average taken of the result, expressed as a number of ‘eggs per gram’. Results range from <50 epg no eggs seen, 50-150 epg low count, 200-1150 epg medium count, 1200 epg and above, high count. These are strongyle eggs, redworm. We may also
The fresher the better We ask for the samples to be as fresh as possible. Lab tests show that there is a window of several days for testing before counts start to drop. It is important that the
The team at Westgate Labs
horse has not been recently dosed or a false negative can result. (Resistance tests can be performed post worming to make sure the wormer has done its job.) Labelling the samples correctly is also a very important factor. Customers can be so focussed on getting the samples into the post that they forget to include 14
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see ascarids, roundworm and sometimes tapeworm eggs. The highest count to date was 80,000 epg from a very old and unwell horse, but thankfully this was unusual. The focus then moves to getting results out to customers, by email, text, phone or post as they choose. All results are completed by the end of the day.
March 2012
supplied and that appropriate advice is given – that’s a key part of the legal controls,” says Stephen. “Whether the medicine is being supplied online or in person, by an AHA, a avet, or a pharmacist, there should be no automatic supply. There are excellent websites that seek a lot of information, some that require the customer to be phoned back on every sale. A computerised system has, by its nature, much more information recorded which isn’t available for inspectors to check in a physical store or practice. So I don’t think it’s as simple as ‘bricks and mortar, good; website, bad’ – there are better and poorer examples of both.” Ben Gaskell, a veterinary advisor from Pfizer Animal Health agrees that online selling doesn’t have to be a negative. “All wormers bought through the correct channels should be sold under the appropriate rules controlling prescription medicines and as long as the AHA takes responsibility for providing the best advice there should be no issue.” AMTRA will act if it is informed of an AHA who is not taking the necessary precautions or providing advice before purchase. “If an individual AHA is not following the rules we can take action with a range of sanctions from advice through to striking the AHA off the Register,” explains Stephen. “Businesses, however, are a little harder to reprimand and our role is usually limited to providing information to VMD.” AMTRA supported a proposal by the VMD for increased regulatory controls on internet supplying, however this is now not going to be implemented. “I’m unsure that the voluntary scheme that is happening instead will be as effective, but with a deregulatory government that’s what we’ve got to manage with, so let’s all work together to educate owners on the benefits not just of buying from a good store but also if they are going online, to use a good website. Buying cheaper is only sensible if you’ve also bought wisely with quality advice,” says Stephen.
Is enough being done? With resistance to wormers a serious problem, retailers, AHAs
Equestrian Business Monthly
and owners must work together to ensure that horses are not being unnecessarily wormed. “Many retailers are doing a great job in promoting responsible worming practice, though some need to keep up with the move away from interval dosing,” says Gillian Booth from Westgate Labs. “More and more are incorporating worm counts into the worming plans they discuss with customers, resulting in fewer unnecessary doses. These can be shop kits stocked and sold like any other product or by offering a direct worm count service where the results come back to the shops’ AHA.” Ben Gaskell agrees that correct information is more important than ever. “It is incumbent on all parts of industry including vets, owners and AHAs to take responsibility not only for the correct prescription of wormers but also for the education that is required for appropriate worm control,” he says. “AHAs need to stay up-to-date with the current efficacy of each product, the recommendations for its indications and appropriate timing of use and how this fits into a proactive approach to worm control. Obviously it’s also important to keep abreast of any changes in the regulations governing the licensing of products to ensure adherence at all times.” It is just as important for the manufacturers to provide AHAs, retailers and customers with the information that they need. “Merial’s new ‘SMART Rules’ campaign comes with a full range of newly designed consumer advertising to drive horse owners to seek advice from vets and AHAs. The adverts will appear seasonally to reinforce the message, and new consumer education and information leaflets are available,” says Dr Emma Batson. “Presented in a clear and concise way, using a variety of point of sale material such as the worming flipchart, posters and leaflets, the campaign helps to educate horse owners in store, and then encourage them to sign up online to access information and set up a free plan,” she adds. Pfizer also offers a range of support material including educational guides and planners for owners and point of sale for stores, ensuring all the information is clear, concise and accessible for AHAs and customers alike.
WORMING
Changes in legislation The Animal Health Distributors Association (AHDA) campaigns for the rights of AHAs to provide wormers to horse owners, instead of restricting it to veterinary professionals only. Ian Scott, secretary general of the AHDA explains the implications that the industry could face should legislation come into play that reverses this process. Q. What would happen if AHAs were to lose the right to sell animal medicines such as wormers? AHDA is aware that the EU have stated an intention to ‘harmonise distribution of animal medicines across Europe’ as part of the overall review of Directive 2001/82 the one which governs sale of animal medicines in Europe. We do not know if that will affect the UK yet but, if it does, EU are unlikely to accept the structure for distribution that we have now. A more common scenario in Europe is to restrict all sales to the vet channel. AHDA has just invested in independent market research to find out the effect of losing the POM-VPS medicines on the rural economy, should that scenario arise. The headline results published last month from farmers (farmers are the largest customers for POM-VPS medicines, all equine wormers are POM-VPS) are as follows we have yet to add to these results a survey from the distributors.
• Prices would increase • Customers would have to
travel 56% further to collect their medicines from a vet • Anti-competitive and monopoly style pricing would emerge • Farmers threaten to reduce medicine usage by £29m if prices were to increase • The most common medicine
to drop would be wormers
• Availability, free advice
and information would be restricted.
Q. Should animal health advisors be the only ones that can provide such medicines from retail outlets? Yes. Their Continuous Professional Development (CPD) training is vital to ensure safe and correct prescribing takes place. This also enables horse owners to discuss worming plans, worming resistance, egg counts and ensure they select the correct wormer, apply the right dose and consider the need to worm. If you had a query on buying a human medicine at a pharmacy you would want to talk to the qualified person to get that advice: it’s the same for animal medicines. Q. Why should retailers support AHDA? AHDA represents 87% of the value of the POM-VPS medicines market via its members, most of which will be prescribing horse wormers as part of an overall equestrian sales range and service. It costs £99 plus vat to join AHDA in the first year, future annual subscriptions are related to animal health sales turnover. Members have a whole range of commercial benefits from a members only section on the website to business savings on a huge range of requisites such as fuel, stationery, credit card processing, IT and office equipment. There is free access to a legal helpline, free attendance at any of our CPD events and free membership for animal health advisors of the Moredun Institute. More importantly membership keeps you up to date with the industry, its threats and successes and helps business budgeting. Prescribers of equine wormer benefit from our work – our investment in the recent market research is one such example.
WORMING
SQP of the year The winner of the 2012 Virbac Equine SQP of the Year Award went to Claire Sellors from Sellors Ltd on Sunday. The award – presented by TV newscaster Alistair Stewart – focuses on recognition of the training and work undertaken by SQPs. Nominations had been received throughout 2011 and Claire went up against six finalists before being crowned the winner. “This award means a great deal to me as I have been prescribing for a long time,” says Claire. “I was absolutely delighted to have been chosen and feel very proud.”
Virbac were also very happy with the result. “The Virbac Equine SQP of the Year award 2012 was once again a great success with all six of our finalists demonstrating how valuable their role is to our industry,” says Tom Blacklock, equine product manager at Virbac Animal Health Ltd. “The whole panel was extremely impressed with the overall standard of the finalists, but we had to choose a winner and our congratulations go to Claire.”
The current training period for SQPs to earn valuable CPD points ends on 30th June 2013.
ITN newscaster Alastair Stewart presents Claire Sellors with the award for SQP of the Year.
Merial spring offer
Just put it in the post
Eqvalan (Ivermectin): Licensed to treat more species and stages of parasite than any other summer and winter wormer. Eqvalan Duo (Ivermectin + praziquantel): Licensed to treat more species and stages of parasite than any other spring and autumn wormer, including tapeworms. Once again this year the Free Worm Egg Count offer is back by popular demand. Retailers and vets purchasing 20 tubes of EQVALAN Duo during March will receive four tubes free, PLUS 20 free WEC vouchers.
Best practice in horse worming has changed in line with BVA guidelines. Faecal egg counts now form a mainstream base for planning good horse worming programmes. It is more important than ever for retailers to get on board and see the opportunities for profit presented in selling them or they will miss out as customers seek this approach elsewhere. Westgate’s tailored service sends all the results back to the shop’s SQP. Give your customers excellent, individual worming advice. You may sell fewer wormers but will profit from selling the worm count tests. There are no set up charges so why not contact the lab to get started today? Email for more details: David@westgatelabs.co.uk
Merial: +44 (0)845 6014236 www.smartworming.co.uk
Westgate Labs: +44(0)1670 791994 www.westgatelabs.co.uk
Just one dose
Make worming easy
Equest is an oral gel containing moxidectin for single dose control of roundworms - including encysted larval stages of small redworms, and bots. Equest Pramox is an oral gel containing moxidectin and praziquantel for single dose control of all three species of tapeworm, roundworms - including encysted larval stages of small redworms, and bots. Equest and Equest Pramox are the only equine wormers to contain moxidectin, providing comprehensive roundworm control and the longest recommended dosing interval (13 weeks) of any equine wormer currently available.
Both Equimax and Eraquell are available in an easy to handle syringe, but for horses that can be difficult to worm then Equimax and Eraquell Tabs can be added to feed or given straight from the hand. Equimax and Eraquell syringes contain enough product to treat 700kg of horse and Tabs 800kg. Both Equimax and Eraquell fit perfectly into a yearly worming programme. Virbac: +44(0)1359 243243 www.3dworming.com
Pfizer Animal Health: +44(0)1304 616161 www.wormingyourhorse.info
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March 2012
Equestrian Business Monthly
BETA REVIEW
Brisk business at BETA
Although BETA 2012 figures are not in, decreased footfall seems likely. However as Equestrian Business Monthly discovers, many visitors came to the show meaning business resulting in a positive show for most
This means business BETA 2012 had a slightly different feel this year – for a starter the snow was kept at bay. Aside from the weather, the absence of ‘window shoppers’ was duely noted by several exhibitors who felt that their time was able to be spent solely on those who were interested in stocking their products rather than admiring the season’s collections. “Last year was the first time that we’ve exhibited here,” says Felicity Norrie at Equi Matters. “This year is different – visitors are more focussed and true trade professionals looking for sales.” Sarah Gowans of Buffera agrees. “In a tough market we’ve had a lot of commitment and have taken a lot of orders,” she says. “The stricter entrance policy has meant that we’ve spent less time making presentations to someone who won’t buy.” Although figures have still not been received from BETA to confirm whether footfall was lower than last year, it is certainly a common suggestion among exhibitors and visitors alike. “The footfall is definitely less this year,” says Geraldine Shannon, at Carr & Day & Martin. “However, the attendees are serious and we’ve opened several new accounts. Our visitors have said that there’s a good energy on the stand and it must be true as we’ve had a good few days.” Melanie Crouch from LS Sales agrees: “The buyers this year are certainly more serious.” Andrew Courage from Horze says that ‘business levels are up’ but there are fewer people around. “We’ve taken more pre orders and it’s a record year for us,” he says. “This is the biggest stand that we’ve ever had and the event was really positive so we’ll be here next year.” The increased restrictions on entrants were barely evident last year, however 2012 seems to have had the desired effect. The absence of another large trade fair that 18
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end a little earlier each day as come 4:30pm things are rather quiet,” says Felicity. Geraldine at Carr & Day & Martin agreed that the show had certain quiet times but noted that a lot of their big clients had returned as promised on Tuesday to open accounts. “Our sales target has increased more than we expected in 12 months,” she says. “Our Liniment, which is being launched in the spring, has gone down very well. We’ve been offering 10% off to retailers and it’s proved a great success.” The views of a more successful year than expected were echoed by many including Sarah-Jane Fedarb, product director, Finest Brands International. “We’re really pleased with the show this year, we’ve taken lots of big orders and we’re 80% up on last year. We’ve opened lots of new accounts and around 99% of people are buying – textiles and footwear have been really popular. The decrease in window shoppers has meant that we’ve been able to target our business. Regardless of what people say, you can’t not go to BETA. We will without a doubt be here next year.”
usually frequents the NEC at the same time as BETA may have something to do with the decrease in visitors, however at the time of going to print, BETA were unable to supply us with any comment about this.
On the whole Year in year out BETA will conjure up a selection of opinions on whether the fair is still relevant to the industry, whether it is holding its ground against Spoga and whether there are any changes that need to be made. This year, unsurprisingly, was no different. Most attendees found Sunday to be by far the busiest day. As
March 2012
some retailers may not be open on a Sunday it’s a great way for small businesses to have a look without losing a day’s work. Mondays were reported to start busy but come to an end a while before the official closing time. Tuesday, as tends to be the case was the quietest day of all. “I think that the show needs to be three days long, but could
Equestrian Business Monthly
The increased levels of business have seen some companies such as Puffa gain access to accounts that were previously unavailable. “We’ve had a great year and opened accounts that we’ve been trying to open for years,” says Claire Brudenell, key accounts coordinator at Puffa. “I think the show is growing, there was a larger range of brands this year – both country and equestrian. Our pre-sales have increased as have our point of sale range.” Despite most reporting a good year
BETA REVIEW of business, the absence of BETA officials circulating among exhibitors was noted. “There are good International sales and the business is better than last year, although I haven’t had anyone from BETA come over and acknowledge us,” says Melanie Crouch. Another exhibitor said over the whole three days, members of the BETA team had continually walked past without stopping to ask how things were going or acknowledge his support for the event – perhaps one point the organisers should work harder on, particularly as the cost of exhibiting is significantly high.
impulsive buys. “Buyers are sticking to what they know and are confident in the products.
A UK market Despite its struggle to be ‘International’ it seems that BETA’s market is mainly UK based. Tosca Ghilardi, communications director for LAS helmets in Italy says: “The sales here are more UK and Europe based, whereas Spoga tends to attract the more global markets such as Asia and the US. We see a lot more of our clients at Spoga.” Andrew Courage who regularly attends both shows feels the same. “At Spoga we see the likes of Japan in attendance, whereas here is mainly the UK and Ireland.”
High flyers Tracey Morley Jewkes, marketing manager at Belstane, sees the company’s visit as a positive one. “We’ve been really busy all three days and have opened new accounts, online ones too,” she says. “The premium ranges seem to be doing well, so Pikeur was really well received. The cost of the stand and attending has been well worth it for the sales that we’ve made. We’ve spent the most money on our stand this year as the collections were too important to leave behind.” Others also reported that premium brands seemed to be doing well and had noticed little difference compared to the middle or economy brands.
Pet products Once again the show wasn’t short of pet product exhibitors. Diversification is still an increasing market within the industry – particularly for smaller
We’ve had a good show – especially with the Dog Buff collection. It’s an easy sell and a great add on. The Infinity Buff has proved popular too,” says Sarah. Pet Republic won the innovation award for its Carseat Carpet and has had a great first year at BETA. “We mostly supply pet shops and garden centres and decided to attend the trade show after a recommendation from some of our retailers,” says Ray Foard, managing director at Pet Republic. “It’s been great for business and we’ve done really well. Lots of orders have been taken and we’ll definitely be attending next year.”
First timers Rhianna Jones from HowHi was the youngstest exhibitor that BETA has ever had at just 16, and was only just allowed entry. Her product, a magnetic height marking system for jump wings, was developed as part of her GCSE project and has been a success in the UK, with Battles distributing it. She also has a distributor in Canada and has had interest from America. “I had trouble even getting the company set up due to my age,” says Rhianna. “You have to be over 16 to own a limited company and I was only just of age. It’s all been a bit of a whirlwind, but things are looking positive and I’ve had interest overseas as well as on the internet.” Aloeride is another exhibitor that www.ebmonthly.co.uk
March 2012
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BETA REVIEW
BETA AWARD WINNERS
sampled BETA for the first time. “We have had a great response from both UK and international visitors on our product and not just from retailers and wholesalers, but also high profile individuals from the equestrian industry,” says Han Van De Braak from the company. “It’s our first time at BETA and we have thoroughly enjoyed it and are looking forward to the follow up.”
Business awards
Best stand awards
HAYGAIN NUTRITIONAL HELPLINE AWARD Winner: TopSpec Equine Runner-up: Allen & Page
BEST LARGE STAND Winner: Puffa Judges’ comments: A striking stand that was bold and simple. Staff were approachable and extremely clued-up about their brand, displaying a strong sense of pride and ownership. Runner-up: Horseware Ireland Judges’ comments: An attractive stand with highly professional and efficient staff. The way in which they dealt with customers – even when extremely busy – was exemplary.
EQUINE CAREERS SALES REPRESENTATIVE OF THE YEAR Winner: Stephen Neale, Battle, Hayward & Bower Runner-up: Jonathan Canty, Natural Animal Feeds
Fashion
HARRY HALL RETAIL EMPLOYEE OF THE YEAR Winner: Caraleen Light, Brendon Horse & Rider JOULES EQUESTRIAN EVENT OF THE YEAR Winner: South West Christmas Equine Fair, Contour Exhibitions ETN TRADE SUPPLIER OF THE YEAR Winner: Trilanco Runner-up: Shires Equestrian Products SEIB RETAILER OF THE YEAR Ballerinas, dance routines and singing were just some of the delights that visitors were treated to at this year’s fashion show. Airowear used ballerinas to display their flexible body protectors while brands such as Asmar stuck to a more traditional style catwalk. “We’ve seen a lot of teal, hot pink and jam, as well as the usual navy and chocolate colours this year,” says Claire Brudenell from Puffa. “I did see that one brand had used a lot of red in their collection which looked really good.” Aside from Horseware who sported a few animal print items, the catwalk seemed fairly plain. There were no signs of metallic colours, despite their strong influence within mainstream fashion and their presence, through the use of gold, at Spoga.
BEST SMALL STAND Winner: Gabriella Shaw Ceramics Judges’ comments: This stand was very well laid out with great use of space. There were attractive displays of UK products with gifts for all ages, which appealed to everyone – not just equestrians! Members of staff were extremely knowledgeable and knew their products inside out. They could
Horsecare Products & Equipment Winner: Horseware Products Product: ICE-VIBE
not do enough for visitors and were extremely accommodating. Runner-up: Ella London Judges Comments: A simple, clearly laid out stand run by people who had a passion for what they did. Kind, enthusiastic and incredibly keen to become part of the country goods supply chain, they pitched salesmanship at the right level and were never pushy.
Rider Clothing: Winner: EquiSapiens Ltd Product: Sonnenreiter Halifax Breeches
Saddlery & Tack Winner: Barnsby Product: I Tree Feed & Supplement Winner: Racing Blue Product: Racing Blue Storm
Medium Retailer Winner: R B Equestrian Runner-up: Tower Farm Saddlers Small Retailer Winner: Iron Horse Equestrian Supplies Runner-up: Equicraft of Backwell Mail Order/Internet Retailer Winner: Supplement Solutions Runner-up: Robinsons Country Leisure TSM RIDER AWARD Winner: Beverley Brightman
BETA TRADE WEBSITE AWARD Winner: Matchmakers International BETA LIFETIME ACHIEVEMENT AWARD Winner: Tom MacGuinness
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Safety & Security Winner: Premier EPOS Product: iPod PDA
Large Retailer Winner: Wadswick Country Store Runners-up: Robinsons Country Leisure and Aivly Country Store
UKTI EXPORT AWARD Winner: Bedmax Shavings
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standing and experience in each of their specialist fields included eventing legend, Blyth Tait, Hartpury College equine event director, Janet Plant and current world champion farrier, Steven Beane. Also on the judging panel, were horseman, Michael Peace of Think Equus, Metropolitan Police Mounted Branch director, Danny Butler and Liz Benwell, editor of Equestrian Trade News.
March 2012
Innovation awards The innovation awards are always an area of interest and this year was no different. The awards, presented on Monday afternoon by a panel of judges selected for their
Equestrian Business Monthly
Pet products: Company: Pet Republic Ltd Product: Stop Muddy Paws Other: Company: TORQ Ltd Product: TORQ Energy Drink – Natural Vanilla For a full list of all the winners at BETA visit www.ebmonthly. co.uk Next year’s BETA International will be held from 17th to 19th February 2013 at the NEC in Birmingham.
WHOLESALE AND DISTRIBUTION
Increasing reach
Employing a wholesaler can be a great way to save time and hassle. Equestrian Business Monthly looks at what to consider before making the decision. Choosing a wholesaler Deciding on which wholesaler you should go with is very important. Ask for recommendations from others in the industry and be sure that you speak to several wholesalers before making any decisions. Trade shows are a great way to network and have a look at what others are offering, Wholesalers will often have three or four brands within a particular area that they stock. You need to be sure that these brands are right for your customers before committing.
How has the role of a wholesaler evolved? Using a wholesaler opens the door to a vast selection of products and brands under one roof and can have many positives for both retailers and manufacturers. Improving efficiency is a key use as wholesalers will distribute on behalf of the manufacturer which not only reduces the time it would take them to source retail outlets, but also means that the number of contacts will be reduced as the wholesalers will now be in charge, so hopefully duplicate efforts in ordering, processing, shipping, etc. can be avoided. It also means that if a business uses the services of wholesale distributors, fewer people are needed to run that business. In order to smooth the flow of goods and services, wholesalers will sort, accumulate, allocate, and create assortments. This means that they will take a supply of different items and sort them into similar groupings for easy searching by clients. They will also bring together items from a number of different sources to create a larger supply for the customers. Finally, they build up an assortment of products to give their customers a wider selection. They will also reduce bulk order sizes into smaller units, allowing smaller
businesses a chance to stock them. The time saved by having a lot, if not all of the products in one place can be put to good use in other ways. It can also save on delivery time for smaller businesses.
practices from the beginning. A good relationship may also offer additional perks such as sampling lines before purchasing. This allows retailers to broaden their horizons and potentially appeal to a new market without the strain of going all in.
Increasing your reach
Cost implications
The wholesaler is likely to be able to distribute to a wider geographical area, therefore potentially increasing sales. Many businesses â&#x20AC;&#x201C; particularly equestrian businesses that are relatively small, may distribute to different countries, allowing them to enter into a much larger market place than they previously could. Apart from the labour saving aspects, using a wholesaler can also benefit both manufacturers and retailers with regards to payment. Once a stable relationship has been established, payment terms may be able to be negotiated. If the wholesaler trusts you and wants to retain your business, they might be happy to give you a little leeway, so make sure that you demonstrate good business
As with all business transactions there will be a cost involved so although the wholesaler will be saving you a lot of time and potentially boosting your revenue with the addition of new lines, it is important to remember that they are offering a service and it will cost you. Over the past few years, roles have become somewhat blurred with the increased rates of internet shopping. This has lead to some wholesalers supplying directly to customers via outlets. Although the wholesaler is entitled to do this, it has caused a bit of a stir among retailers as they feel that it has undercut some of their business. However wholesalers can be left with end of line stock, which may or may not be due to over ordering, which needs to be moved and can be this way by offering discounts.
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March 2012
With the efficiency of technology continually growing, businesses are being forced to move with the times. Wholesalers are now displaying products online and in e-catalogues more than ever and some even offer an online ordering service. The increased use of the internet has also led to some manufacturers selling direct to the customer, which has caused a stir among retailers who think that itâ&#x20AC;&#x2122;s unethical. However, most manufacturers claim that their goods are marked at a competitive price that wholesalers and retailers alike can compete with. Wholesalers are also under pressure to get goods to their clients in super quick time in order to retain the same level of business as those selling direct.
Wholesalers and the internet Wholesalers make their money by selling products in large volumes, whereas online merchants tend to purchase in smaller volumes, and with less frequency so getting a wholesaler to work with you can be tricky. Using your business name when introducing yourself and keeping Equestrian Business Monthly
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WHOLESALE AND DISTRIBUTION the conversation brief and to the point is a good way to show them that you’re serious.
Value Added Tax
ID, you must be a legal business. Any wholesaler that does not require a VAT number in order to sell to you at wholesale prices, could be a middleman who might be supplying you via another wholesaler and marking up your prices. To gain a VAT number go to: www.hmrc.gov.uk.
It is likely that a wholesaler will require your VAT number to give you an account. In the UK, the law does not require companies to register until they have reached up £73,000 in profit, which is calculated over the past 12 months on a rolling basis. Once over the limit, a VAT number is compulsory. Companies
Don’t reveal your sources
wishing to volunteer for the information before they reach the limit will be liable to claim back VAT on expenses, but will also be required to start charging VAT on their products. To acquire your
usually sell very successfully online), so be sure to change the wholesaler’s model number to something that makes sense to you, but avoids others tracking your suppliers.
Revealing your sources can be especially damaging to sellers in niche product markets (which
Plan ahead Ensure that you plan ahead and leave enough time for the request to be checked and granted. The time of year that you contact a wholesaler will affect the length of time it takes you to get a response. Spring or early summer is a good time to request an account as these are slow seasons for the majority of wholesale suppliers. Most wholesalers close down for a week or so in early January, to bring in their stock for the next year.
Drop shipping This is a popular method for new companies as it allows them to sell products online with very little investment or risk. Once
an account has been set up with a drop shipper, retailers list their products on their website. Customers then order those products from the retailer at full price, who emails them to the drop shipper, and pays the wholesale price. The drop shipper sends the product from their wholesale warehouse straight to the customer. The retailer doesn’t invest money in products that might not sell, or worry about stocking or shipping. Although this allows retailers to sample areas in small quantities, the wholesale prices are going
to be higher as there will be no bulk order reduction – you will also have to pay a fee as the wholesaler is doing all the storing, picking, packing, and shipping.
Agrihealth NI Ltd
Earlswood Supplies
Address: 9 Silverwood Industrial Estate, Silverwood Road, Lurgan, BT66 6LN Tel: +44(0)8002 69180 Email: enquiries@agrihealth.co.uk Website: www.eddiepalin.com
Address: Thatchems Farm, Williamscot, Banbury, OX17 1AR Tel: +44(0)8450 171351 Email: sales@earlswoodsupplies.com Website: www.earlswood-supplies.com
Agrihealth, incorporating Eddie Palin Distribution, supplies a wide range of products to the trade industry, including the well-known brand Fenceman, the constant power energisers and high quality tapes and accessories; Liveryman clippers trimmers and studs, including the Arena range and the Harmony clippers. Agrihealth also supplies Leovet the powerful manufacturer of horse care products from Germany and included in the range is the ever popular Phaser fly spray and No Rub. Also available from the Agrihealth range are the Wireless Horse Cam products and Bekina wellingtons.
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March 2012
Earlswood Supplies is a family owned business committed to supplying high quality products at competitive prices accompanied by unbeatable, personal customer care. The company supplies a large range of stable and tackroom equipment, hardware, wheelbarrows, tools, accessories, rubber matting, smallholder poultry products, rodenticides and electric fencing. Large stockholding allows a rapid response to all orders placed with next day delivery available. Earlswood has no minimum order value and gives free delivery on all orders over £150.00 net to UK mainland (excluding rubber matting).
Equestrian Business Monthly
WHOLESALE AND DISTRIBUTION Horze UK Ltd Address: 173 Currie Avenue, Harwell Innovation Centre. Harwell, Oxford. OX11 0QG Tel: +44 (0) 7824387643 Email: uk@horze.com Web: www.horze.co.uk; www.bvertigo.com Horze is a Scandinavian-based company in rapid growth. It supplies a broad range of equestrian clothing and equipment for riders and their horses at every level from young beginners to competing athletes. The product range includes the Horze, BVertigo and Pharmacare brands and it operates through a network of sales agents providing a local and reliable service to retailers both in the UK and across Europe. Horze is quality. Horze is a lifestyle. Horze is freedom of choice.
Hucklesby Associates Address: Peartree Farm, Long Road, Nr Shipdham, Norfolk IP25 7RH Tel: +44(0)1362 820235 Email: hucklesbys@aol.com Website: www.hucklesbyassociates.co.uk Founded in 1985, Hucklesby Associates is a friendly, family run business offering a comprehensive range of products alongside outstanding customer service. The new catalogue is out now – please email for your free e-copy. New ranges this year include Keratex Hoof Care, SoloGroom and the Wheelbarrow Booster along with new products from the current ranges. Hucklesby Associates go the extra mile to ensure that all customers receive great service with next day delivery, low carriage paid orders and no minimum order value.
LS Sales (Farnam) Ltd
Address: Bloxham Mill, Barford Road, Bloxham, Oxon OX15 4FF Tel: +44 (0)1608 683855 Email: orders@lesliesutcliffe.com www.lesliesutcliffe.com The comprehensive range of Farnam American products, which includes Red Cell, Ice Tight, Electro-Dex and the Vetrolin grooming range of Liniment, Bath, White ‘n Brite, Vetrolin Shine, Laser Sheen, Shur Hoof and Tri Tec-14, are market leaders in the USA and all available here. The increasingly popular LAS Helmet range combines stylish good looks with excellent safety standards. The XT-VIP model features ‘reptyle’ or real leather covering. The addition of Swarovski crystals gives the bling-factor. For endurance, the XT-VIP is the must have in shiny finish. The J1BV Star is the helmet for the top jockeys. Low minimum orders and quick 24-hour dispatch on stock items. LS Sales Ltd’s marketing campaigns ensure its products are regularly requested by consumers and public requests are forwarded to local shops. www.ebmonthly.co.uk
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BETA INTERNATIONAL 2012
Gumbies Ltd M1.1
Mackey Equestrian Wholesale Ltd
Weatherbeeta Ltd
Address: Ballinclea Hse, Donard, Co. Wicklow, Ireland. Tel: +35345 404620 Email: sales@mackeyequestrian.com Website: www.mackeyequestrian.com
Address: Beaumont House, Beaumont Road, Banbury, OX16 1RH Telephone: +44(0)1295 226900 Email: sales@weatherbeeta.com
Mackey Ireland specialises in the manufacture and distribution of everything equestrian. With a wide range of quality products carrying the Mackey Ireland and Equi-Sential brand, including leather work, saddle pads, bits, rugs and every day equestrian essentials. Mackey also distributes some of the industry’s leading brands including Charles Owen, Roma, Point-Two, How’s Race-Safe, Nutri-science, Stubbs, Likit and Fyna-Lite. We provide a fast and efficient service, with two day delivery to the UK and next day delivery in Ireland.
Weatherbeeta has developed into the global industry leader, distributing quality equestrian products and leading brands worldwide. There are many reasons why dealing with Weatherbeeta can work for you. The company offers friendly, professional staff who will go that extra mile to help you achieve great results. Weatherbeeta offers the best, with access to world-renowned and industry leading brands across all product categories with extensive marketing support including consumer, marketing campaigns driving traffic for supporting retailers. High order fill to ensure that you have what you need, when you need it. Global sourcing and distribution allows us to offer you great products at competitive prices.
Tagg Equestrian
Westgate EFI
Address: Home Farm Barn, Winkburn, Newark Nottinghamshire NG22 8PQ Tel: +44(0)1636 636135 Email: sales@taggequestrian.co.uk Website: www.taggequestrian.co.uk
Address: Newchurch, Romney Marsh, Kent TN29 0DZ Tel: +44 (0)1303 872277 Email: sales@wefi.co.uk Website: www.wefi.co.uk
The name of Tagg Equestrian now encompasses some of the leading brand names in the equestrian market place. Tagg Clothing, Comfort Zone, The Funnell Ranges, Polly Products, Loveson, Fal Pro, T Frost Racing and now in 2012, SSG Gloves. The company’s marketing is extensive both to the trade and horse owner via the equestrian media and online, plus sponsored riders and events from many disciplines. Retailer incentives include, monthly newsletter offers, clearance lines, email promotions and a dedicated sales team.
In addition to distributing everyday essentials and leading products in all areas of equine care and management, Westgate EFI has a strong portfolio of exclusive lines, including the Mark Todd Collection, Jumper’s Horse Line, Coolex, LunaRider, Saddlecraft and Gatehouse. The company is also the sole UK distributor for Likit Stable Toys and Tekna Synthetic Saddlery. These brands and the vast array of products on offer place Westgate EFI in a strong position to supply the equestrian retailer effectively and comprehensively.
TBK Ltd
Zilco Europe Ltd
Tel: 44 (0)1580 292632 Email: enquiries@tbkltd.com Website: www. tbkltd.com
Address: 1, Elizabeth House, Wornal Park, Worminghall, Bucks HP18 9PH Tel: +44 (0)1844 338623 Email: sales@zilcoeurope.com Website: www.zilco.eu
TBK is a family run wholesaler based in the village of Biddenden, Kent and is celebrating its 10th Anniversary this year. Keith Bentley, director of TBK, believes the company’s success is primarily down to innovative design and quality manufacturing, which he believes has been influential in substantially increasing the number of retail stockists over the past 10 years. TBK is quietly confident about 2012 with the introduction of a new advanced design child pull up jodhpur range, which has already been pre-sold in excess of 70% of the first consignment, before its arrival in the shops in early April. Trade enquiries welcome. 28
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Zilco manufacture and distribute specialist saddlery and harness for disciplines such as racing, carriage driving, endurance and harness racing. The company has been specialists in the innovative use of synthetic materials for over 30 years. Zilco also supplies a wide choice of general equestrian products. The Zilco customer base consists of regular saddlery shops as well as specialsed dealers. Distribution is via twice weekly deliveries throughout the UK and Europe. The new website allows online ordering. Equestrian Business Monthly
LAUNCH IT
Safer Horse Keeping from Stockshop Wolseley Stockshop Wolseley is pleased to launch horseAlarm, horseCam and trailerCam, practical, easyto-use yet innovative surveillance equipment designed to keep your horses safe. By means of a sensor in a harness worn by the horse, horseAlarm will alert owners if the horse starts sweating or lies down, indicators that the horse is foaling or is unwell. Graphic overviews show the previous sixhour history of the horse’s sweat and movement activity. The receiver is portable and can be taken anywhere within the home. Extra harnesses can be added, making it possible to monitor up to eight horses at once. The equipment will work up to 800
metres provided there is a clear line of sight between the stable and home. A GSM alarmer is currently being offered free of charge when purchasing horseAlarm, allowing total mobility as messages are sent direct to the user’s phone. The GSM Alarmer can store up to six different mobile numbers to call or text when the horseAlarm is triggered, allowing the freedom to roam or sleep if the horse is foaling or has colic. horseCam provides a wireless package for use in the stable or trailer. The portable monitor with sound can be used by the bed during the foaling season
or in the trailer. The night vision camera has a microphone. It will work up to 800 metres provided that there is a clear line of sight or up to 200 metres between the trailer and the hand unit when used in transport. With horseCam online, it’s possible to see the horse from a computer or smart phone and 30 days free subscription comes as part of the package. Easy to install and operate, it’s a must for any horse owner. trailerCam is a complete package allowing users to monitor the horse during transportation. The robust camera has a wide angle lens and night vision, ensuring a full overview of the
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trailer. The monitors come in 3.6” or 7” LCD models as well as a 7” digital, which guarantees a picture free of interference. Easy to operate and install, with everything needed in the box. This range is available now from Stockshop Wolseley. Call 01392 460077 for more details, or ask you local Stockshop Area Representative.
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LAUNCH IT
Dodson & Horrell Launches a New Era of Herbs and Supplements Over the last 12 months, Dodson & Horrell has been speaking to horse owners and riders to find out what type of herbs and supplements they use and the reasons why in order to develop the new range. The company has drawn upon years of experience in manufacture, research and development to bring customers tried and tested herbs as well as exciting new improvements to a selection of Dodson & Horrell supplements. A number of the supplements, including Daily Vitamins & Minerals, Digestive Support, Hoof Support, Joint Support and Performance Vitamins & Minerals, are now available in pellet format. Trials have found that the pellets are more acceptable to the horse as they have a pleasant smell and taste. The pellets can be fed on their own as well as within a horse’s daily feed and there is less wastage than with powders. In line with the company’s commitment to developing products to help support health and improve performance, it collaborated with Nottingham Vet School to find what types of supplements horse owners and riders use and why. The research found that a high percentage of the people spoken to were interested in herbs and supplements for joints and mobility and performance and behaviour. The new Herbs and Supplements Ranges: Behave Range (Placid and Stroppy Mare): Horse’s behaviour can have a huge impact on the relationship that people have with them. Undesirable behaviour can affect day-to-day management and exercise routines. If your customer has either an over-excitable horse or a hormonal mare, the
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addition of Placid or Stroppy Mare from the Behave range can help. Daily Range (Daily Vitamins & Minerals, Equi-Bites, Garlic, Hedgerow Herbs): Daily herbs and supplements form an essential part of a horse’s daily routine. For horses that need a vitamin and mineral top-up, Daily Vitamins & Minerals is perfect. For horses that are at grass, Equi-Bites are perfect. Garlic and Hedgerow Herbs are the perfect healthy complement to a horse’s diet. Digest Range (Digestive Support, Yea-Sacc): The horse’s digestive system is delicately balanced and can easily be disrupted by stress and/or illness. This means that there are often occasions when horses and ponies need a bit of extra dietary support to restore digestive balance. Yea-Sacc is perfect for supporting the horse’s hind gut environment and Digestive Support helps to balance the entire digestive system. Hooves Range (Firm Foot, Hoof Support, Lami-Free): Poor quality hooves can make shoeing difficult and problems such as weak horn walls, crumbling and flaking and ridged and misshapen hooves can be associated with dietary deficiencies. Hoof Support and Firm Foot help horses that have temporary or recurrent hoof conditions. There is also a hoof herb for laminitics called Lami-Free.
March 2012
Move Range (Devil’s Claw Root, Joint Support, Mobility): The move range provides nutritional support for the musculoskeletal system and the products can be used as either a preventative or to combat any discomfort caused by joint and muscular aches and pains. The joints of horses and ponies can be subject to a lot of wear and tear and Dodson & Horrell recommend using specific joint support such as Devil’s Claw Root, Joint Support and Mobility. Perform Range (Electrolytes, Performance Vitamins & Minerals, Vitalise): The demands placed upon the performance horse are unique, and supplements are essential for ensuring that horses recover properly after periods of heavy exercise. This range has been formulated with this in mind. Whether your customer requires a performance vitamin and mineral top-up, electrolytes or an energising lift for their horse, the range has the supplements to suit competition horses. Relieve Range (Breathe-Free, Itch-Free, Milk Thistle, UlcaTonic): Seasonal changes bring their own problems for horse owners and their horses, such as sweet itch in the summer and respiratory difficulties in the winter. The Relieve range offers products to give horses a helping hand to aid relief of respiratory problems, skin irritations and internal upsets.
Equestrian Business Monthly
Shine Range (Glow & Show, Soya Oil): A shiny coat and bright eyes signifies a healthy horse, the aim of all horse and pony owners. True health and
shine is demonstrated on the outside but is generated from within. The addition of products such as Soya Oil or Glow & Show will keep horses feeling well on the inside and gleaming on the outside. Well-Being Range (Echinacea): Horses have times when they feel under the weather or below par. For instance, changing of coat requires a lot of energy, which can affect condition, and seasonal changes can lead to suppressed immune systems. Echinacea helps to keep horses or ponies feeling and looking healthy all year round. The nine supplements and 15 herbs and herbal blends have all been sized into new tubs that will make better use of shelf space and all of the products will also have a much stronger shelf presence owing to a new packaging design.
For information about stocking Dodson & Horrell herbs and supplements, call: +44 (0)1832 737300 or email: enquiries@ dodsonandhorrell.com
fo Wh r S at uc to ce St ss ock ful Sa les
let’s talk products
Casual and competition jackets
Comfort, style, price and functionality are all key elements that customers will consider before purchasing any new jacket – casual or otherwise. With the start of the season looming it’s important that retailers have spring displays on full view. Casual jackets Jackets purchased during the spring season should be able to deal with the fluctuating weather and offer protection from rain and a mild wind without overheating the wearer. Most riders will use their ‘casual’ jacket for a variety of tasks from mucking out their horses, attending outdoor events and riding – so jackets must not be restrictive, particularly around the back and arm regions. Those working within the industry may require a certain type of coat. Blouson styles can be easily branded and are often purchased in dark colours to be used as part of a uniform. Pockets are an important feature for many as a deep pocket will help to keep hands warm and an inside zip pocket is an ideal place to keep a mobile phone. The type of fastening is usually
down to customer preference, however having an additional flap that covers a central front zip will help to prevent damage and give the jacket a smarter appearance. Elasticated or adjustable sleeves are another sort-after feature as is an adjustable hood, a removable inner lining and poppers around the neck to keep out the draft. Colours will play an important role throughout the seasons so retailers should be sure to order the lighter shades for spring and summer in time.
Competition jackets Competition jackets are a requirement for most competitors and range wildly in price and style. The less experienced
competitor may choose a basic jacket in the region of £40.00 as the price reflects the amount that they will wear it and the level of competition that they have reached. Whereas a veteran on the circuit may opt for a more expensive design made from a better quality material. Three are three main types of competition jacket – hacking, hunting and show. Show jackets tend to be the most formal, and may have embellishments such as velvet collars, coloured piping or ornate buttons. They are often available in black and navy (although other colours are available they may need approving by the BSJA for affiliated competitions). Hacking jackets meanwhile are often made of tweed, and may be slightly warmer and heavier; often ideal for winter but meaning a lighter version may also be
required for the summer months. For affiliated dressage competitions, a black or dark blue coat with shirt and tie or white stock, or tweed coat with coloured stock or collar and tie, is generally worn, or for toplevel dressage a tailcoat will be required instead. For showing meanwhile, a traditional looking tweed jacket with shirt and tie is usually the preferred style. Although the competition jacket is principally worn for its smart appearance in the ring, it still must be practical in terms of its function. Competition jackets should be carefully looked after, with the manufacturer’s washing instructions properly adhered to. Advise customers to invest in a garment bag or jacket cover if one is not already included in the purchase price.
Women’s Volant Softshell Jacket Ariat Europe
The Hunter Jacket Asmar Equestrian
Sizes: XS-XXL Colours: Black, dark gray Materials/bindings: softshell, bonded mesh back RRP: £94.99
Sizes: XS-2XL Colours: Black, brown-plaid, charcoal, plum, red, camel and navy Materials/bindings: Stretchable, waterproof, windproof RRP: £150.00
The thin coating on this jacket provides protection from light rain and the lightweight surface fabric blocks wind, but is still breathable making this ideal for the slightly cooler spring weather. It also has zippered hand pockets.
This ladies jacket has a two-way zipper, a hidden back gusset with waterproof skirt and removable hood. Adjustable cuffs accommodate gloves and prevent hay from going up sleeves. Machine washable, cool dryer or hang to dry.
Townend Master Paddock Coat Battles
Birch Caldene
Sizes: X Small-X Large Colours: Navy or chocolate Materials: Fleece lining RRP: £109.99
Sizes: S-XL Colours: Forest and black Materials/bindings: 100% Polyester RRP: £90.50
A classic styled ladies coat ideal for country wear or riding. Flattering seam detail, shower-proof with windproof qualities and a fleece lining for added warmth. Features front pockets, internal secure zip pocket, internal waist channel and zipped riding vents.
A quilted, padded jacket with button front, the Birch is super smart and can be used when riding or out on a social occasion. The jacket comes with rear riding vents and double entry hand warmer pockets.
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let’s talk products Coach Quilted Jacket Equetech
Myshell Jacket Fuller Fillies Ltd
Sizes: XS (32-34)–XL (42-44) Colours: Navy Materials/bindings: 100% Polyester RRP: £66.50
Sizes: 16,18, 20, 22, 24 Colours: Grey Materials/bindings: Nylon, fleece inner RRP: £49.95
This ladies durable, lightweight jacket has a quilted pattern and unique collar design. It is fully breathable and showerproof. With a mobile phone pocket, double back vents, an adjustable half belt at the back with double stud fasteners and adjustable cuffs.
The Myshell benefits from ‘illusion designing’ meaning that the lines of the seams flatter the fuller figure. Extremely practical featuring invisible zipped-pockets on the outside and a large map pocket on the inside, the jacket is lightweight and breathable – perfect for the UK’s changeable weather.
Annika Women’s Jacket Horze UK Ltd
Harrington Unisex Jacket Horze UK Ltd
Sizes: XS–XL Colours: Black, brown Materials/bindings: 100% polyester RRP: £69.40
Sizes: XXS–XXL Colours: Midnight blue, bright white Materials/bindings: 100% polyester RRP: £70.75
The Horze Annika short fitted jacket with belt is made from a durable material which makes it suitable for riding and stable work. It has chest pockets and is machine washable at 40°C.
This jacket comes in a 100% polyester micro fleece of 330 grams. Available in white and midnight blue, it has stylish logos on the chest and arm with contrasting piping, zip and inner lining.
Lucas Unisex Jacket Horze UK Ltd
Mark Todd Blouson Westgate EFI
Sizes: XS–XXL Colours: Green, blue, brown Materials/bindings: 100% polyester RRP: £80.30
Sizes: Child ages 7-14, unisex XS-XL Colours: More than five. Materials/bindings: Polyester, fleece lining. RRP: £52.99, child: £39.00 Lightweight: £44.75, child: £34.50
The Horze Lucas unisex jacket in a light and soft material with mesh lining. Four press button pockets at front. Horze badge on left upper pocket flap. It is 100% polyester with 100% polyester mesh lining. Machine washable at 40oC.
Perfect for wearing on the yard or in between classes at shows. Featuring a fleece lining, the jacket has an internal zip in the lining to allow access for team embroidery if required.
Mark Todd Lightweight Jacket Westgate EFI
Harry Hall Taunton Matchmakers International
Sizes: ladies 8–18 Colours: Navy, chocolate Materials/bindings: Ripstop soft shell fabric, fleece lining RRP: £65.00
Sizes: S–XL Colours: Black and plum Materials/bindings: Polyester RRP: £64.50
This stylish ladies jacket is perfect for spring and summer. Manufactured in ripstop soft shell fabric with a lightweight fleece lining, the jacket has shaped sleeves, a stand-up collar, internal phone pocket, drawstring hem and two zipped external pockets.
The Taunton quilted jacket has a fitted design and gathered collar. With two front zip pockets and a two-way zip and rear riding vents the Taunton jacket is not only stylish but also very practical for riding in.
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let’s talk products Mountain Horse Crew Jacket Horsemasters Distribution
Mountain Horse Dakota Horsemasters Distribution
Sizes: XS-XXL Colours: Golden beige, red, navy, black, regal blue Materials/bindings: Fleece RRP: £69.95
Sizes: XS-XL Colours: Red, navy Materials/bindings: 100% polyester RRP: £115.00
This casual blouson jacket is a yearround best seller. It’s fleece lined so is warm enough for autumn and winter but is lightweight and great for spring and summer. A popular coat that deserves a place on your display.
Eye-catching spring and summer jacket with some great images from Mountain Horse to support retailers. This casual jeans-style number will appeal to the younger market – there’s a big logo, ribbed cuffs and waist and brass detailing.
Poppy Jacket Tagg Equestrian
Toggi Captain Finest Brands International
Sizes: XS-XL Colours: Navy Materials: Softshell, fleece lining RRP: £59.99
Sizes: XS-XXL Colours: Granite, black, silver Materials/bindings: 95% Polyester PU coated microfibre peached twill RRP: £79.00
The Poppy is a stylish soft shell jacket that flatters the figure, while keeping the wearer warm and dry. In navy with intricate stitch detail, it has a full front zip up to a snug funnel collar, front zipped pockets and a micro fleece lining.
Made from a highly waterproof and breathable PU coated microfibre peached twill fabric with DWR coating, the Toggi Captain features a cosy fleece lining with a handy zip for embroidery access.
Toggi Cumbria Finest Brands International
Toggi Haydock Finest Brands International
Sizes: XS-XXL Colours: Antique red, chocolate, navy Materials/bindings: Polyester RRP: £85.00
Sizes: XS-XXL Colours: Black, cherry, navy Materials/bindings: Polyester RRP: £72.50
The Toggi Cumbria is a unisex waterproof blouson made from a waterproof and breathable fabric. This durable jacket features strong YKK Zips and an MP3 Pocket to safely and conveniently store your player when you’re out.
A waterproof and breathable unisex blouson, this will be a welcome addition to any wardrobe. Ensuring your customers are prepared for summer showers or chilly evenings, this lightweight jacket features adjustable velcro cuffs, zipped pockets, chin guard and an MP3 pocket.
Toggi Kendal Finest Brands International
Toggi Sandown Finest Brands International
Sizes: XS-XXL Colours: Black, olive Materials/bindings: Polyester RRP: £70.00
Sizes: 8-20 Colours: Antique red, black, chocolate, raspberry Materials/bindings: Polyester RRP: £85.00 The feminine style fitted hip length shape, diamond quilted supersoft fabric and antique brass stud fastenings of the gorgeous Sandown will ensure that your customers look stylish and elegant whereever they go.
The Kendal men’s quilted jacket offers a classic, easy fit for a traditional countryside look. Featuring a water repellent fabric with soft touch filling and quilted in classic diamond quilt stitching, the Kendal combines substance with style, for the discerning, countryloving gentleman. 34
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let’s talk products Tottie Lola Matchmakers International Ltd
ELT Riding Blouson Bella Waldhausen
Sizes: XS-XL Colours: Black and dark chocolate Materials/bindings: 100% Polyester RRP: £77.99
Sizes: Ladies: XS-XL Colours: Blue, cherry, light olive Materials/bindings: 100% Polyester RRP: £59.95
This season’s must have is the Tottie Lola jacket. The Lola part quilted fitted jacket is perfect for the autumn; the traditional design is teamed with a fashionable Tottie twist. The cotton fabric is extremely soft, and the jacket is brilliantly versatile.
This blouson is suitable for all occasions. It is water repellent and breathable with air vents under the armpits. It has two spacious pockets, a hook for keys and a media pocket with an opening for an earphone.
ELT Riding Jacket Theresa Waldhausen
ELT Softshell Jacket Jim Waldhausen
Sizes: XS-XL Colours: Black Materials/bindings: 100% Nylon/100% Polyester RRP: £104.95
Sizes: M-XXL Colours: Black Materials: 100% Polyester, TPUmembrane, 100% polyurethane RRP: £84.95
This classy and feminine riding jacket is made of high quality functional nylon material. Suitable to wear all year round, it is waterproof, wind proof and breathable, with a drawstring waist and a detachable hood (zipper) with a visor.
This comfortable men’s jacket is water and wind repellent with a breathable lining. It also features zips at the front and on the pockets and has a width adjusting waist and cuffs, perfect for all occasions.
Sheriffe Jacket Fuller Fillies Ltd Sizes: 16-24 Colours: Olive Green Materials/bindings: Nylon 49%, cotton 48%, lycra 3% RRP: £74.95 The Sheriffe is made from a waterproofed cotton mix with a little stretch. It has a silvery sheen, a two-way zip, which allows a multitude of wearing possibilities and several zipped and poppered pockets.
Oxford In-Vent Show Jacket Equetech Sizes: 34-48 Colours: Black/navy Materials/bindings: 65% polyester/32%viscose twill 3% lycra RRP: £79.95-£81.95 An exquisite ladies fitted riding jacket featuring the unique in vent stretch shoulder seams for additional movement in the saddle. Carefully designed to be extremely flattering to all figures.
COMPETITION JACKETS Weston Deluxe Riding Jacket Equetech Sizes: 34-48 Colours: Green/overcheck (red, canary, chestnut, navy) Materials/bindings: 100% pure new wool RRP: £122.95- £128.95 A herringbone tweed riding jacket with subtle overcheck. With rich navy velvet collar and pocket welts. Perfect for showing or casual wear carefully designed to be flattering to all figures.
Tina Women’s Softshell Competition jacket Horze UK Ltd Sizes: XXS-L Colours: Midnight blue Materials/bindings: RRP: £196.80 The B Vertigo Tina Women’s Softshell Competition jacket is breathable and water-repellent. This jacket has a beautiful, sporty cut and is very stretchable when moving and when active during competitions. www.ebmonthly.co.uk
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let’s talk products Men’s Competition Jacket Horze UK Ltd
ELT Women’s Show Jacket Waldhausen
Sizes: 46-54 Colours: Black Materials/bindings: woolmix RRP: £135.00
Sizes: Child, lady, lady long Colours: Black, navy with varied piping Materials/bindings: 100% Polyester RRP: Ladies £49.95, kids £39.95
This men’s stylish competition jacket comes in a woolmix fabric with silver-coloured logo-engraved buttons and polyester satin lining.
This elegant show jacket features a velvet collar with piping trim on the pocket flaps and collar. The buttons are embossed with the ELT logo and the jacket has a tailored cut and back vent. It is machine washable at 30°C.
Saville Tweed Jacket Tagg Equestrian
ELT Men’s Show Jacket Waldhausen
Sizes: Childs, maids, ladies Colours: Navy, brown Materials/bindings: 100% new wool RRP: £148.99
Sizes: Eur: H46-H54: UK: 36–46 Colours: Black Materials/bindings: 100% Polyester RRP: £54.95
The Saville tweed in pure new wool creates an elegant look for any level of showing. Complete with a velvet collar and pocket piping, it has fox head buttons and twin vents at the rear. This ladies jacket is beautifully styled.
This elegant show jacket features a velvet collar with stepped lining in a contrasting colour, high-class buttons, embossed with the ELT logo, back vent and a tailored cut. Machine washable at 30°C.
CONTACTS Asmar Equestrian
Countries available: International Kathy@asmarequestrian.com www.asmarequestrian.com
Countries available: Benelux, Germany, Norway, Sweden, Italy, France, Ireland, Great Britain, Switzerland, Austria, Denmark T: +44 (0)1367 242818 info@ariat-europe.com
Countries available: Europe +44 (0)1132 707000 www.toggi.com
Countries available: Worldwide T: +44 (0)1522 529206 www.battles.co.uk/townend
Horsemasters Distribution Countries available: UK & Eire +44 (0)1462 432596 www.mountainhorse.co.uk
Caldene
Countries available: Worldwide T: +44 (0)1274 711101 www.caldene.co.uk
Horze UK Ltd
Countries available: Europe T: +44 (0)7824 387643 james.jacobs@horze.com
March 2012
Matchmakers International Ltd Countries available: Worldwide T: +44 (0)1274 711101 sales@matchmakers.co.uk
Tagg Equestrian
Countries available: UK and Europe in Ireland from Darragh Equestrian T: +44 (0)1636 636135 www.taggequestrian.co.uk
Fuller Fillies
Countries available: Worldwide sales@fuller-fillies.co.uk
Battles
www.ebmonthly.co.uk
Countries available: Worldwide www.equetech.com
Finest Brands International
Ariat Europe Ltd
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Waldhausen GmbH & Co. KG Countries available: Worldwide Tel: +44 (0)1392 881880 patrick.robertson@waldhausen.com
Westgate EFI Ltd
Countries available: UK & Europe T: +44 (0)1303 872277 www.wefi.co.uk
AT THE SHARP END
ASK THE EXPERTS
ASK THE EXPERTS
The internet; the retail bogeyman
I was in a retailer a while ago who watched a customer walk around their shop look at a few items and then walk out. ‘There goes another lost sale to the internet’ they confidently stated, without any evidence to that effect. Certainly there goes a lost sale, but just as likely to one of several other retail outlets in the local area. But the point was obvious, it’s much easier for retailers to blame the internet than admit that they might have been able to do more to get the sale or even admit that a competitor might be running a better business. The internet has become the retail ‘bogeyman’ the thing to blame for all ills, and even more worryingly, a thing many retailers seem to believe they can do nothing to combat. A retailer can have a combination of poor frontage, bad layout, non-existent merchandising, a poor stock offering and inadequate staff and still assertively tell you that the internet is putting them out of business. Of course many online sites offer products at big discounts (even if they can’t actually supply the stock) which is a plus in their favour, but price is not the only issue amongst consumers. Retailers have so many points in their favour verses the internet – customer service and knowledgeable advice plus the
opportunity to actually see and touch products and try them on in the case of clothing etc. A recent study claims that it can take four times as long to make a clothing purchase online as it does to make the same purchase in a shop, and that many consumers prefer, not surprisingly, to actually see, feel and try on clothing before making a decision. It’s also much easier to make the most of each and every customer through add on sales and selling up in a shop than it is online, both through effective merchandising and sales skills. Not forgetting that going into a tack shop and having a look through the ranges and a chat with the staff is an atmosphere and setting that is all about what the consumer is passionate about, horses. It is a huge plus that that can’t be replicated in an online shop. It is an indefinable ambience that is at the heart of any retail experience but especially in this trade where both retailer and consumer are passionate about the same thing. The internet is becoming more important and will continue to be so, and there are an increasing number of very good internet suppliers both linked to retailers and stand alone. It’s also a valuable part of any business with many retailers having their own internet site, even those that complain about the internet. But a really well run shop will always be a first port of call for the majority of consumers especially in this industry, as long as the retailers provide the levels of service and stock and excellent retail experience that they demand.
Mike Potter provides sales and retail training for equestrian retailers and can be contacted on mpotter@ talktalk.net
If you’v e got a quest ion tha t you want an us know swering, let at: ebmont editorial@ hly.co.u k
Equestrian Business Monthly seeks out the answers to your questions We are a riding centre and have decided to open a small tack shop on site and are unsure about the insurance implications. We have Employers’ Liability and Public Liability insurance in place for the riding school, so is this enough to cover the tack shop too as we own the premises ourselves? Daniel Parry, director, KBIS
Firstly contact your insurer to advise of your new business activity, they will inform you whether your current liability policy includes cover for the Do you have any tips on preventing credit card fraud? David Mackley, managing director, Intelligent Retail
In the olden days crooks would rob banks and take cash, these days they target credit card transactions and steal money electronically. In response, the major credit card companies have formed the ‘PCI Security Standards Council’ with the aim of pushing consistent data security measures worldwide.
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March 2012
shop or whether the policy should be extended. You need to make sure that you adjust your policy for any extra staff (Employers’ Liability) and also include some Products Liability in case you are held liable for any incidents, which occur as a result of the products you sell. You should also make sure that any contracts you sign with suppliers and/or manufacturers retain your rights of recourse in case a claim is made against you for a product sold, which is manufactured by someone else. Secondly, you should consider whether you want to insure your stock against loss or damage and whether you need to extend your business interruption cover in case you are unable to work or operate from your usual premises. Your insurer should be able to advise if you have adequate cover or if your policies need to be altered to incorporate your new venture. They created a standard for retailers to adopt, called PCI DSS. PCI DSS is a set of requirements that includes policies, procedures and covers computer systems. It is not law, but credit card companies can fine retailers for non-compliance. It applies to anywhere credits cards are used to pay for goods. The main areas where credit card fraud can take place is a) via your website through online transactions, b) customer not present sales and c) credit card terminals. So if you want to reduce the risk of credit card fraud the place to start is by checking your facilities are up to the PCI DSS specification. There are PCI DSS approved payment systems for websites and Chip and Pin devices can be PCI DSS compliant. The best advice is to ask your providers for details. Equestrian Business Monthly
37
Sponsored by Let’s Talk horses www.letstalkhorses.co.uk portal to the Let’s Talk Your equestrian world
Question
Time
We want to hear what you think. To join the debate or to send in your question ideas email editorial@ebmonthly.co.uk or Twitter @EBMonthly.
A
A
Name: Maya Law Company: Oak Farm
Something is going badly wrong with equestrian courses! We had two liveries on our yard that had completed two and three-year equestrian courses. Neither of them could: identify the leg a horse was lame on, apply a poultice, understand why we had a worming program or space
trotting poles correctly. We asked them what they had learned in their time at college and they replied that they had been taught how to reverse a tractor, drink a lot and get the lads to pay for the drinks. No wonder employers are despairing.
A
Name: Natalie Shaw Company: Otley College
A
Name: Anonymous Company: Anonymous
We can only talk about equestrian qualifications fulfilling the needs of industry from what we do and our experiences, and we believe that the courses that we teach do prepare students for a career in industry. We can honestly say that those students we teach – who show a real commitment to gaining a career in equine – generally go on and do well and gain employment after studying at Otley.
I think the qualifications are spreading ignorance in
Q: “Are equestr ian qualifications fu lf il li ng the needs of the industr y, or are students spending too much time in the classroo m and not enough tim e out gaining experience?”
The question assumes that all courses are identical – and this is not so. Furthermore – turning the question on its head – potential students should consider which branch of the equestrian industry is best suited to their ability and
A
In terms of students spending too much time in the classroom, we are inclined to disagree with this statement. For example, our level three courses at Otley require every student to gain 300 hours work experience. And we are always keen to strike a balance between giving learners a mixture of classroom based knowledge (from our staff who have a great deal of industry experience) and real time practical skills in the field.
Name: Pat Crawford Company: Hadlow College aspirations before signing up for a course. Hadlow tutors are happy to advise and discuss the range of options available – and which course would be best suited to the individual’s career ambitions.
Name: Julia Gray Company: Myerscough College
Equestrian qualifications are designed to ensure that learners gain experience working with horses along with academic skills and knowledge appropriate to the level of course they are studying. All courses contain practical aspects but it is important that the industry understands what the qualifications are designed to do. The equine industry is massively diverse and courses are designed to reflect that. Not all jobs within the industry are as a groom or rider. Colleges that offer equine courses must address this issue and give students who are motivated to work in the industry, but don’t have the opportunity to be a
professional rider, alternative career prospects that allow the industry to move forward. As there is so much to learn and skills will only improve through practice, learners have to gain experience outside of the college environment. In the same way that a student studying French would not be fully conversant in the language without having visited the country, both the college environment and the industry itself must provide a key role in educating future employees. Students undertake a great deal of practical skills whilst studying equine courses but this must be complimented with additional practical experience.
an alarming way, and need rethinking.
Next month’s hot topic will be: “Does current UK legislation meet the needs of creditors and debtors fully?”
38
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March 2012
Equestrian Business Monthly
INSIDE THE OLYMPICS
It’s all in the design Continuing our feature, Equestrian Business Monthly hears from some of the people who are making the Olympic Games a reality, going behind the scenes of the business end of this event.
Sue Benson is the Wiltshireborn course designer who has been tasked with creating the 2012 cross country course at London’s oldest Royal Park. Sue has been actively designing courses for over 20 years including the likes of Bramham, Gatcombe and Boekelo.
Q
Have you always wanted to be a course designer?
Not at all. At the end of my competitive career – I evented for 27 years – I explored the journalism route where I was sent to report on the likes of Badminton and Burghley. Part of my job was to talk to the
previously I’d only looked at jumping courses as a rider and counting strides. Eventually I spoke to Mike Tucker to find out how I could get involved with designing myself and he informed me that Bicton was hiring and off I went. Back in those days you didn’t need any specific qualifications so I began building novice, intermediate and advanced courses straight away, which was a learning curve to say the least. In the years to follow I took on other work alongside Bicton and would always call up the big designers such as Hugh Thomas and Mark Phillips and ask if I could come and listen in to their ideas.
Q
How long does it take to design a course like Greenwich and where do you begin?
It takes as long as you’re given. I was appointed as the course designer five years ago but wasn’t allowed to tell anyone – I didn’t even tell my husband.
we’re still re-designing things now. The first and most important job is to make sure that the minimum and maximum distances of the track are within the legal requirements. I look for natural features in the terrain and find the best way to use them to the course’s advantage. Greenwich has lots of steep hills so it was tricky trying to ensure that they were used in a safe way, while being careful of restrictions such as not going too near the veteran trees. Believe it or not, finding the start and finish line can be a challenge, especially as the course was constantly changing as a result of more overlay being introduced – they wanted my space for toilets and tents.
Q
What has been your inspiration?
Greenwich in itself is my biggest inspiration. I was gripped by the idea of building a cross country course inside Greenwich Park.
through tough times and they continue to inspire me now.
Q
Do you have a say in the dressing of the fences and the materials used?
Yes, completely. I will say whether each fence should be made from oak or beech logs, whether it should be natural or stripped berk, varnished or stained. The timber is very important for the course so once I’ve made a decision on the type that I would like, the builders will go out and source it. With regards to dressing the fences – the decoration is the fun bit – and by the time we’re here the pressure is off. I get to choose everything from the props to the types of flowers used and even the colours. Obviously we have to take the theme of The Games into consideration, but outside of that I have a free rein to do as I wish.
Q
How many people will work on designing and creating the course?
To be honest I couldn’t say. We have a very small window to bring the course together as we have to wait for the security shut down which is only about four weeks before the competition. Jumps are being built in workshops as we speak and will need to be transported to the site and unloaded in due course. The company of builders that we are using have four key builders who will each bring in their own additional teams prior to the event so there will be a lot of man power thrown at it.
Q
Image courtesy of www.london2012.com
designers about why they’d designed the courses the way that they had. This was a completely different way of looking at things for me as
Realistically we could have designed the course in a year and a half but with such a large event there are changes all the time that affect the course and
Aside from that the team of builders that have been involved have been incredible. Their skills and willingness to attempt anything has kept me going
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March 2012
What will happen to the jumps once the Olympics is over?
I would love to see them have a second or third life and LOCOG is very keen to secure a legacy for them and is discussing plans for re-usage with the BEF.
Equestrian Business Monthly
39
SECRET Surfer
www.allyourhorseneeds.co.uk
www.bedmaxshavings.com Design:
9/10
The design is great. The fonts are easy to read, the colours and images work well and you have no doubt about what the company produces.
Navigation: 8/10 The tabs, which are located half way down the page are concise and easy to navigate through. Once a tab is selected a new series of tabs appear on the left hand side – again these are concise. The information within the section is sufficient.
Content: News and media: 8/10 There is both a ‘news’ and a ‘diary’ section, which feature a selection of recent news stories, blogs and competition dates. There is also the option to sign up to the monthly e-newsletter, the Facebook page or to follow the company on Twitter.
Company information: 7/10 Information on the history of the company: why it was started, how and where its plants are based. No information on who started the company or runs it to date. There is a separate ‘contact us’ tab which shows both company and PR contact details.
Product information: 8/10 Hard to fault the product details. Information is presented in easy to read bullet points, with images of the products in their packaging. If you click on the item, you can find out more, or select the text below to be guided to your nearest stockist. Sizes also displayed.
OVERALL SCORE OUT OF 50 40
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March 2012
If you would like the Secret Surfer to visit your website just send us your details. Email:editorial@ebmonthly.co.uk
40
Design: 7/10 Clear design with a selection of imagery on loop. Sections are neatly boxed off with the search bar located at the top right of the page. Scrolling down, there is a ‘quick question’ section and details – including the opening times – of the helpline.
Navigation: 8/10 Simple to navigate through with a site map at the bottom including information on returns policy and clothing sizes. The tabs are divided into horse, rider and young rider – as well as specialist sections for racing, special offers and brand information. Most include a fairly comprehensive drop down menu, which takes you through to a neatly designed page of products. Imagery slows loading down a little.
Content: News and media: 7/10 The ‘news’ section is ok. Seems to have two or three updates a month mostly about racing results so could be broader. Facebook and Twitter pages, which have icons displayed at the bottom of each page, seem to be regularly updated with offers and racing information.
Company information: 6/10 If you scroll half way down you’ll find information on the home page about what the site offers but nothing about the company itself or its history. Contact details are displayed in a separate tab.
Product information: 8/10 Products listed within categories and then individually divided per item. The images are clear and offer a selection per product as well as the option to view them larger. Information is to the point but not lacking. Site offers a ‘things you may like’ section once you have selected a particular product. For example selecting a bridle will show you a further three bridles, a bit and a martingale, which provides an extra sales opportunity.
OVERALL SCORE OUT OF 50
Equestrian Business Monthly
38
www.anythingequine.co.uk
www.dubarryboots.com
Design: 7/10
Design: 9/10
The black and white background works well, however there is a lot going on in each image which clutters the page slightly. This continues as you click through to various sections. The shopping cart icon is ideally displayed at the top of the page.
A minimalist page that combines the clever use of a large backdrop photograph. The crisp white of the page makes it very easy on the eye. The background image remains while you search through the site. Images are clear and quick to load.
Navigation: 8/10
Navigation: 8/10
There are a selection of tabs displayed along the top and the left hand side of the page. Each tab has a drop down, which although informative with options such as frequently asked questions, popular products and shop by manufacturer, leaves you with a constant supply of more drop downs for every small movement of the mouse which is less user friendly.
A selection of tabs across the top of the page are the initial navigation options. Scrolling to the bottom, there is an adequate site map. Each tab has a drop down menu, which displays a small neat selection of further choices. Clicking on the logo at the top will take you back to the home page. Overall fairly straight-forward to use and very informative.
Content:
Content:
News and media: 7/10
News and media: 7/10
Social media icons are clearly displayed and both Facebook and Twitter appear to be used regularly with postings of offers, competitions and general comments. The option to sign up to the newsletter is clearly displayed, as well as a selection of articles and a blog. The latest news section, though hidden half way down the home page, has a variety of stories on it, although many seem to be from last year.
Social media logos are present and active. The Dubarry news area has a selection of updates that appear to be trickling through. There is also a list of the events where products will be on display. The contact section is vast with information for customers, trade and press – an important differentiation that works well.
Company information: 6/10
The ‘Our brand’ tab has an extensive collection of information on the company’s origins, what its brand is renowned for and who uses it.
Again no ‘about us’ tab but some information on what the site can offer half way down the home page.
Product information: 7/10 Product information is sufficient with the option to enlarge the picture if you hover over it. Ordering details are clearly presented with sizes and colours, along with a list of other items you’ve viewed making it easy to return to the product.
OVERALL SCORE OUT OF 50
35
Company information: 8/10
Product information:
9/10
Extensive information on types of materials used and special features of the collection. Also a welcome extra section on care and maintenance, warranty, returns and stockists. Products are categorised and upon selection there are a variety of images available, which can be zoomed in on. ‘Related items’ and ‘save for later’ tabs available.
OVERALL SCORE OUT OF 50 www.ebmonthly.co.uk
March 2012
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Equestrian Business Monthly
41
SUPPLIERS DIRECTORY A bbey Diagnostics +44 (0)1638 552122 www.abbeydiagnostics.co.uk
Dodson and Horrell +44 (0)1832 737300 www.dodsonandhorrell.com
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Hucklesby Associates +44 (0)1362 820235 www.hucklesbyassociates.co.uk
Merial Animal Health Ltd +44 (0)1279 775858 www.merial.com
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Abbey Saddlery and Crafts Ltd +44 (0)1565 650343 www.abbeysaddlery.co.uk
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Innovacyn / Vetericyn Europe +353 91 796896 www.vetericyn.com
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E. & E. Corn Supplies (Havens UK) +44 (0)1388 603333
Girbau UK +44 (0)1462 427780 www.girbau.co.uk
IV Horse +44(0)1888 544261 www.4horse.co.uk
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Andis Company +1 262 884 2600 www.andis.com
Eazitools Equestrian +44 (0)1302 746077 www.eazitools.co.uk
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John Whitaker International +44 (0)1706 340500 www.johnwhitaker.com
Pellet Beds +44 (0)1789 761333 www.pelletbeds.com
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Animal Health Company Tel - 01787 476400 www.equinehealthandherbal.co.uk
Emvelo +44 (0)1494 875848 www.emvelo.co.uk
Griffin NuuMed Ltd: +44 (0)1458 210324 www.nuumed.com
Keratex +44 (0)1373 827649 www.keratex.com
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Equivet +44 (0) 808 1084995 www.equivetanimalcare.com
Groomers Limited +44 (0)845 230 7997 www.groomers-online.com
Taurus Footwear and Leathers Ltd +44 (0)1328 851432 www.taurusfootwearandleathers. co.uk
Kevin Bacon’s +44 (0)1296 662473 www.kevinbacons.co.uk
Pfizer Animal Health +44 (0)1304 616161 www.wormingyourhorse.info
Asmar Equestrian +1 604 601 2028 www.asmarequestrian.com
Equestrian Supplies +44 (0)1254 831645
Gumbies Ltd +44 (0)1258 839100 www.gumbies.co.uk
Kingshead +44 (0)1738 580080 www.kingsheadequestrian.com
Polly Products +44 (0)1636 636132 www.pollyproducts.co.uk
Kitt +44 (0)1278 727755 www.kitt.eu.com
PressPoint +44 (0)1953 851513 www.presspoint.co.uk
LaundryStuff +44 (0)1226 717180 www.laundrystuff.co.uk
Puffa Country Sports Ltd +44 (0)115 9424265 www.puffacountry.com
Aubiose (Future Forks) +44 (0)1293 416759 www.futureshavingsfork.co.uk B2B +44 (0)870 7510605 www.btoblinks.net B Jenkinson & Sons Ltd +44 (0)1924 454681 www.elico.co.uk Baileys Horse Feeds +44 (0)1371 850247 wwwbaileyshorsefeeds.co.uk Brinicombe Equine +44 (0)8700 606206 www.brinicombe-equine.co.uk British Horse Feeds +44 (0)1765 680300 www.britishhorsefeeds.com Brogini +44 (0)1706 514 230 www.brogini.com
Equestrian Vision +44 (0)1403 865320 www.equestrianvision.co.uk Equi Matters Ltd: +44 (0)1494 721763 www.redmondrock.co.uk Equistro +44 (0)1280 814500 www.equistro.co.uk Equine Management +44 (0)1825 840002 www.equineman.com Equisafety Ltd Tel: +44 (0)1516 787182 www.equisafety.com ESF Services +44 (0)1600 780051 www.tackrepair-rugwash.co.uk Faulks & Co. +44 (0)1455 848184 www.wmfaulks.com
GWF Nutrition + 44 (0)1225 708482 www.gwfnutrition.com Halley’s Feeds +44 (0)1738 840830 www.halleysfeeds.co.uk Harold Moore +44 (0)114 2700513 www.haroldmoore.co.uk HARPLEY Equestrian Ltd +44 (0)115 9611537 www.harpleyequestrian.co.uk Haybar +44 (0)1723 882434 www.haybar.co.uk HaySoft +44 (0)1277 375647 www.haysoft.co.uk Heavenly Horse Tel: +44 (0)1724 721872 www.heavenlyhorse.co.uk
Buffera Ltd +44 (0)1707 852244 www.buffwear.co.uk
Finest Brands International (Toggi and Champion) +44 (0)113 270 7000 www.toggi.com
Hilton Herbs Ltd +44 (0)1460 270700 www.hiltonherbs.com
Burlerrow Farm Miscanthus +44 (0)1208 841264 www.burlerrowfarmmiscanthus.co.uk
Fly Away +44 (0)1384 877857 www.flyaway.ltd.uk
Honeychop Horse Feeds +44 (0)1359 230823 www.honeychop.com
Cabotswood +44(0)117 9669944 www.cabotswood.com
For Riders +44 (0)1865 377853 www.ivriders.com
Horsefair +44 (0)1264 811425 www.horsefair.co.uk
Classic Showjumps 0161 765 2010 / 2014 www.classicshowjumps.com
Frank Baines Saddler +44 (0)1922 640847 www.frankbaines.com
Horse First Ltd +44 (0)2830 848844 www.horsefirst.net
Clipper Sharp +44 (0)1823 681076 www.clippersharp.com
Friendship Estates +44 (0)1302 700220 www.friendshipestates.co.uk
Horses with Attitude +44 (0)1274 852139 www.horseswithattitude.co.uk
Cox Agri +44 (0)845 600 8081 www.coxagri.com
Fuller Fillies Ltd +44 (0)1977 625 025 www.fuller-fillies.co.uk
Horslyx +44(0)16973 32592 www.horslyx.co.uk
D&H Animal Husbandry +44 (0)845 270 6691270 2224 www.dandhgroup.co.uk
Future Forks (by Aubiose) +44 (0)1293 416759 www.futureshavingsfork.co.uk
Hows Racesafe +44 (0)1536 771051 www.hows-racesafe.co.uk
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Lets Talk Horses Let’s Talk RS-tor www.rstor.co.uk + 44 (0)1953 850678 enquiries@letstalkhorses.co.uk Robinson Animal Healthcare +44 (0)1909 735000 LexveT International www.robinsoncare.com +44 (0)8003 345856 www.lexvetsupplements.com Rockall +44 (0)121 5558334 Life Data Labs Inc www.rockall.info +1 256 3707555 www.LifeDatalabs.com Rockies +44 (0)1606 595025 Likit www.likit.com www.rockies.co.uk For orders Westgate EFI +44 (0)1303 872277 Rowen Barbary Horse Feeds: +44 (0)1948 880598 Limpet Saddle Pad www.rowenbarbary.co.uk +44 (0)1432 508944 www.limpetsaddlepad.co.uk Rugs R Us +44 (0)1695 716262 Littlemax www.equirugsrus.co.uk +44 (0)1668 213467 www.littlemaxshavings.com Rutland Fencing +44 (0)1572 722558 LITOVET www.rutland-electric-fencing.co.uk +44 (0)1452 524012 www.litovet.co.uk Santé Franglais Ltd + 44 (0)1858 464550 LS Sales (Farnam) Ltd www.aloeride.com +44 (0)1608 683855 www.lesliesutcliffe.biz Sherwood Forest Ltd +44 (0)1159 424265 Marie Bridgwater www.sherwoodforest-uk.com Equestrian PR & Media Consultant +44 (0)7795 416511 ShoeSecure www.mariebridgwater.com +44 (0)1475 54068 www.shoesecure.com Maxavita +44 (0)8450 752754 Silvermoor www.maxavita.com +44 (0)1665 602587 www.silvermoor.com Mears Country Jackets Ltd +44 (0)1922 476930 Smart Grooming www.mearsjackets.com +44 (0)1823 681076 Measom Freer Solocomb +44 (0)116 2881588 +44 (0)1235 511358 www.measomfreer.co.uk www.solocomb.co.uk
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TBK +44 (0)1580 292632 www.tbkltd.com The British Horse Society +44 (0)8450 777692 www.bhs.org.uk Top Paddock +44 (0)1469 563995 www.top-paddock.co.uk Trelawne Equine Ltd +44 (0)8442 578585 www.trelawneequine.co.uk Tuffa International Footwear +44 (0)1953 880914 www.tuffaboots.com Uncle Jimmy’s Brand Products +1 866 965 4669 www.jimmysballs.com Unibed +44 (0)1977 796278 www.unibed.uk.com V-Bandz +44 (0)8450 956810 www.v-bandz.co.uk Virbac Animal Health +44 (0)1359 243243 www.equimax-tabs.com W F Young, Inc. +001 413 526 9999 www.absorbine.co.uk Westgate EFI Ltd +44 (0)1303 872277 Westgate Labs +44 (0)1670791994 www.westgatelabs.co.uk Wicked or What +44 (0)1285760656 www.wickedorwhat.com Worklite Ltd +44 (0)1279 418052 www.work-lite.com Your Gift Horse +44(0)1454 202033 www.yghtrade.com Zilco +44 (0)1844 338623 www. zilcoeurope.com