March Issue

BUSINESS march 2013 Issue 131

What’s in your wormer?

User guidelines

Page 20

Feed approval marks Horse meat scandal Tackling tax

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EQUESTRIAN

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SUPPLIER

INSIDE THIS ISSUE 5 NEWS

30 SPOGA REVIEW

10 A LOOK AT LAMINITIS

31 LET’S TALK

The figures are in

Feeds, research and market PRODUCTS approval Spring jackets

14 BEST OF BRITISH 36 BUSINESS ADVICE The country’s finest 20 WHAT’S IN A WORMER

Ingredients & good practice

How to hire

37 AT THE SHARP END

23 LAUNCH IT

Mike Potter gets down to business

24 TEA BREAK

38 CURRENT AFFAIRS

New products Derek Payne

26 INNOVATING PRODUCTS

BETA Innovation Awards

27 ASK THE EXPERT Preparing for year end

28 SMS COMPETITION

A round-up of winners

And much more!

39 BUSINESS OR PLEASURE Julie Butler talks tax

40 ON THE MARKET The industry’s finest

41 MY FAVOURITE...

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BUSINESS

Electric fencing Hardware Gate fittings Security products Rodenticides Equine first aid Poultry products

Horse meat scandal implications

Front cover image: www.jamiehallphotography.co.uk

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Stable & Tack Room equipment Rubber matting Wheelbarrows Tools Accessories Grooming products KITT products

Editor: Kirsty Whittle editorial@ebmonthly.co.uk

Advertising Sales & Production: Allison Kemp Tel: +44 (0)1953 852946 advertising@ebmonthly.co.uk

Design: Phil Wells studio@presspoint.co.uk Equestrian Business Monthly, The Old Dairy, Watton Road, Hingham, Norwich, Norfolk, NR9 4NN, UK Tel: +44 (0)1953 850678 Fax: +44 (0)1953 851936 enquiries@ebmonthly.co.uk www.ebmonthly.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.

If you have a Smart phone, iPhone or Android phone, all you have to do is download a QR code reader app and scan the barcode and it’ll take you directly to the Equestrian Business Monthly website where you can access the latest news stories, features and products on the market.

Mar 2013 | Equestrian Business Monthly www.ebmonthly.co.uk

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Comment EDITOR’S

The aftermath

If you’ve seen the news, heard the radio or read the paper you will be aware of the public embarrassment currently facing the UK’s food sector; but what does this mean for the equestrian industry?

FORWARD FEATURES April

Worming part 2 – SQPs & training Feeding the competition horse Paddock maintenance Summer healthcare

May

Worming part 3 – industry changes Feeding for intolerances Seasonal supplements Wholesaler guide

June

Preparing for the show ring – best selling feeds Rider safety – equipment from budget to bespoke Miniature marketing – stocking for kids & ponies Extending the reach – diversifying products Our media pack and a full list of features for 2013 are now available.

To get your hands on either of these, email: allison@ebmonthly.co.uk.

Furthermore, give us a call and see what we can do for you over the next 12 months.

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he recent horse meat scandal, which spread from a few contaminated burgers to a huge nationwide controversy, continues to rage on with disastrous implications for all involved. Horse owners are upset and feel violated over concerns that they may have unwillingly eaten horse meat and supermarkets are already experiencing a lack of confidence with a percentage of shoppers refusing to buy ready meals. While it may – and has – been argued that if concerned individuals had been buying better quality meat in the first place they would not have been susceptible to this situation; the fact remains that people should not be duped into eating foods that are not mentioned on the label. Reports have already hinted that meat prices may increase as a result of this scandal, which will leave those affected, who likely purchase lower quality products out of necessity rather than choice, hugely vulnerable.

The situation has also brought to light the concerns over equine passports not being used effectively.

Horses that had been treated with bute ended up in slaughter houses, despite regulations stating that these animals are unfit for human consumption.

Vets are also among those facing the backlash, as Government has warned that failure to record the use of bute in a horse’s passport can result in a £5,000 fine. This opens further doors, with owners themselves being at risk of breaking the law if caught using bute that has been ‘stockpiled’ from previous

veterinary visits. It will be interesting to see how this unwinds and whether further regulations are put in place.

Always keen to have our industry in the spotlight, however saddened by the circumstances, equine charities are urging horse lovers to use this horrific incident as ammunition to promote the welfare of horses heading to slaughter. Turn to page 38 to find out more and visit www.worldhorsewelfare.org to find out how you can support this cause.

Industry news While the above has overshadowed the industry of late, it is important to remember that February represented the start of show season. Spoga once again attracted a healthy number of international visitors to its fair in Cologne, which is indisputably the place to grow and sign up business from worldwide manufactures and suppliers.

Meanwhile, BETA saw several industry professionals represented in the annual BETA Business Awards, and provided visitors with the opportunity to view the latest innovative products.

Meet Jamie Hall

On the cover

Jamie is a Norfolk based equine and wildlife photographer specialising in 1-1 portrait sessions and studio based photoshoots.

To see Jamie’s work visit his Facebook page: Jamie Hall Equine Photography or website: www. jamiehallphotography. co.uk.

Thanks to this month’s cover stars, Tina Everitt and Amber for being very patient while our photographer got the perfect shot.

Equestrian Business Monthly | Mar 2013 www.ebmonthly.co.uk

UK NEWS

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

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

Deserving winners at BETA Business Awards

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he 2013 British Equestrian Trade Association (BETA) Business Awards were presented during the BETA Gala Dinner at the National Motorcycle Museum, near Birmingham on 17th February.

The awards were announced

by Philip Ghazala and saw a collection of the industry’s finest rewarded for their hard work.

Among winners were Allen & Page who pipped TopSpec Equine to the post for the Haygain

Nutritional Helpline Award.

Nominations were invited from retailers and consumers, and the final judging was based on these and mystery callers posing questions designed to challenge each helpline. One nominator said: “Allen & Page is a fantastic company to deal with. They listen intently to your requirements and give a variety of options and detailed advice on what’s best for your horse.”

Other winners were Harry

Hall Retail Employee of the Year Andrea Leavis from Countrywide Farmers, Joules Equestrian Event of the Year winner Bramham International Horse Trials and Blacks Solicitors Trade Supplier of the Year, Trilanco.

Other categories included large, medium, small and mail order/ Internet retailers for the SEIB Retailer of the Year, which is presented to those that offer outstanding customer service.

Sophie Wells picked up the TSM Rider Award for her outstanding contribution to the trade and her sponsors, while Equilibrium took home the UKTI Export Award.

The prestigious BETA Lifetime Achievement Award went to Stewart Hastie, a veterinary surgeon whose work has left its mark in many aspects of the trade.

For more information about each of the awards and runners up, visit www.beta-int.com

No need for speed

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he British Horse Society (BHS) has responded to the Department for Transport’s recent consultation on proposals to increase the speed limit for HGVs over 7.5 tonnes on single carriageway roads, stating that it is against the increase.

The new ruling would allow HGVs to travel at 50mph instead of 40mph on single carriageway roads. The Society believes that “any increase in speed limits would encourage even faster, more dangerous driving to the great detriment of horse riders, who have very few bridleways on which they can ride safely” while encouraging overtaking traffic to travel faster to overtake, thereby increasing the risk of accidents.

“The British Horse Society

considers that there should be no such increase until a full impact assessment has been carried out into the effect that such an increase in speed limits would have on vulnerable road users, especially equestrians,” says Mark Weston, director of access, safety and welfare at the charity.

“It is important that nothing is done to increase the dangers of riding on our roads.”

Mark also commented on phase 2 of HS2 – the high speed train line that will link London and the West Midlands stating: “It is important that all equestrian access, which includes roads across the proposed route as well as bridleways, restricted byways, byways and any commons that cross the route are preserved.

The Society will be working

to ensure that the access that equestrians currently enjoy is not severed by these proposals.”

Society of Master Saddlers Archive Search

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he Society of Master Saddlers (SMS) is seeking those who have access to books and magazine articles on the history and heritage of saddlery design and development; or are simply a walking encyclopaedia when it comes to saddlery facts and figures that changed the way saddles have been made?

Currently developing an archive of material that will trace the history of saddle development, look at leading names in the field and compile interesting facts that have led to modern day saddlery manufacture, the SMS would like to hear from anyone who can help.

“There is so much information out there, but in many different forms and we are keen to collate it and bring all the pieces together for the future,” says Hazel Morley of the Society of Master Saddlers. “From the history of saddle making, to how certain designs came about, why the saddlery industry moved from London to Walsall and leading names who truly made an impact on the sector, we want to find out more.

“It is so easy for material to be lost and we hope that by pulling it all together it will be safe for future generations to read and use.

“As well as older material that is in existence, we would also like to hear from students and younger people who have maybe written projects such as dissertations and thesis on the saddlery industry for their qualifications as this would also be very useful.”

Contact society past president Denise Silman on: 07713 793045 or denisems@hotmail.co.uk if you can help.

Mar 2013 | Equestrian Business Monthly www.ebmonthly.co.uk

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UK NEWS

New BEVA guide makes equine insurance easier

National Equine Health Survey to take place in May

he British Equine Veterinary Association (BEVA) has introduced a guide to help horse owners negotiate the complexities of equine insurance.

The guide has been produced jointly by leading equine insurance providers and BEVA and can be downloaded via the BEVA website.

With up to 40% of horses becoming ill or injured in any one year and 25% of insured horses having a claim in any one year, vet fees insurance is a sensible way for horse owners to budget for unexpected healthcare costs. The BEVA leisure and sports horse Insurance Guide for horse owners provides valuable information for those about to purchase a new policy, those who want to make sure they understand all aspects of their existing policy or

he National Equine Health Survey (NEHS), which helps to safeguard the future heath of horses in the UK will take place on 5th-11th May. Run by the Blue Cross in partnership with the British Equine Veterinary Association, the survey was introduced in 2010 – now running annually in the month of May – and is helping to discover more about common health issues in horses, directly from horse owners themselves.

As an incentive, everyone who takes part will have the chance to win Olympia tickets or Spillers feed vouchers.

The NEHS data collected has revealed crucial information about common diseases such as skin problems, lameness, weight issues and colic. The results

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those about to make a claim. It covers frequently asked questions relating to vets fees and death, including when and how to insure, the importance of prepurchase vetting, types of policy available, exclusions, referrals and permanent loss of use.

BEVA has also introduced the Veterinary Surgeon’s guide to riding and sport horse insurance, which provides guidelines to help vets understand the requirements and issues relating to equine insurance.

“The new guide should make it much easier for owners to understand the finer points of policies, premiums and claim protocols.” says Andrew Harrison, of BEVA Visit www.beva.org.uk to download the guides.

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are shared across the sector to help establish benchmarks for equine health and disease in the UK and define priorities for future research, training and education. For example the high incidence (15.2%) of skin disease recorded to date suggests a need to raise awareness of skin disease management and prevention amongst the veterinary industry and owners.

“We are urging every horse owner to spare just five minutes every year to complete the survey so we can continue to build valuable knowledge to help improve the future health of our nation’s horses,” says Gemma Taylor, Blue Cross education officer.

Visit www.bluecross.org.uk/ NEHS or email NEHS@bluecross. org.uk to register for NEHS.

Equestrian Clearance goes global

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questrian Clearance Warehouse Ltd has acquired the domain name Equestrian.com from the US for an undisclosed six figure sum.

With plans to build a global retail operation, the company which is based at Sowerby Bridge in West

Yorkshire, sees this acquisition as a major part of the long term strategy to develop the company.

“Equestrian.com is our industry’s ultimate domain name and we are really pleased that we can now incorporate this into our future business plans for growth,” says

the company’s chief executive officer Lorraine Meadowcroft.

2013 will see the business replatform its core systems to use IBM and Microsoft technologies which will help to achieve ambitions of becoming a global retailer.

“This is a very exciting time for the business as we continue to forge ahead with a growth strategy that will see the team lead the way in the world of online equestrian retailing with a wide range of major brands and products available,” says Lorraine.

Successful Hallmarq MRI Conference

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any of the world’s leading equine vets travelled to Chamonix in France for a conference organised by Hallmarq Standing Equine MRI. Bringing together key influencers and experts in the field of MRI, delegates gathered to share their knowledge and discuss the latest developments in the diagnosis of equine lameness.

Some 61 delegates were present for the talks which included the latest topics in equine MRI research by leading veterinarians in the field as well as presentations given by Hallmarq staff.

“The conference was the best yet and the number of delegates continues to grow every year,” says Nick Bolas of Hallmarq MRI.

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Powerful presentations by leading academics showed how MRI is proving that traditional methods of lameness diagnoses can be misleading, a fact reflected by market research illustrating

Equestrian Business Monthly | Mar 2013 www.ebmonthly.co.uk

how clinicians in the world’s leading practices increasingly prefer the clear and rapid information revealed by MRI. Through diagnosis made using its unique standing MRI equipment Hallmarq

customers continue to progress the understanding of equine lameness and its effective treatment. Detailed images shown at the conference illustrated how anatomical structures that could barely be seen just a few years ago can be responsible for performance problems in the highly competitive dressage, racing or jumping equine athlete.

MRI images from horses were first seen more than 10 years ago. Over the succeeding decade equine MRI has pro¬gressed from a novelty of the research hospital to an accessible tool for clinical practice. Many thousands of horses have been scanned, including more than 33,000 using the Hallmarq Stand¬ing MRI system.

UK NEWS

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UK NEWS

VET ENTERS EQUINE HALL OF FAME

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he Animal Health Trust’s (AHT) Dr Sue Dyson has been awarded a place in the International Equine Veterinarians Hall of Fame, in recognition of her contribution to hoof care in horses.

Dr Sue Dyson, head of clinical orthopaedics at the AHT, has lectured internationally and is known for both her clinical work with horses and an extensive research record, having published more than 200 refereed papers on lameness and diagnostic imaging in scientific journals. She has also co-authored several veterinary textbooks as well as training and competing as a high-level rider in international events.

Established in 1997, the International Equine Veterinarians Hall of Fame honours veterinarians who have contributed to the knowledge and recognition of proper hoof care for horses. Vets are nominated either as practicing equine vets who work closely with farriers in the field, or as college and industry vets involved in teaching, research or other important aspects of equine veterinary and hoof care.

Anyone can nominate an equine vet for the award, which is sponsored by the American Farriers Journal, but selection is completed by previous inductees into the International Equine Veterinarians Hall of Fame.

Awards are presented each year

during the International HoofCare Summit in Cincinnati, Ohio.

“I was completely surprised, but absolutely thrilled, to learn that I had been selected to join the distinguished list of people who have previously been appointed to the International Equine Veterinarians Hall of Fame,” says Sue. “I think it is very humbling to recognise that, despite the knowledge that my team and I have amassed in the last 30 years, there is so much more to learn. From every new finding comes many more questions.

I hope that the enthusiastic dedication of my team will continue to result in learning and discovering more, and inspire others to do likewise, to the ultimate benefit of the welfare of our great friend, the horse.”

Dr Dyson, who has worked at the AHT for 30 years, is currently researching the

association between hindlimb lameness and saddle slip.

Dr Dyson has observed for several years some association between the two, however saddle slip has traditionally been attributed to an ill-fitting saddle, asymmetry of the horse’s back shape or a crooked rider.

In 2011 a prospective research project undertaken at the AHT by Dr Dyson and Intern Line Greve: ‘Saddle slip may be an indicator of the presence of hindlimb lameness’ presented at the 51st Annual Congress of the British Equine Veterinary Association, Birmingham 2012, identified that in some cases, saddle slip was directly linked to the presence of hindlimb lameness.

Research results showed that of 128 horses assessed for lameness grade and degree of saddle slip when ridden by two riders, the saddle consistently slipped to one side in 54% of the horses with hindlimb lameness, in comparison to just 4% of the horses with forelimb lameness. Diagnostic analgesia to abolish the hindlimb lameness eliminated the saddle slip in 97% of the horses observed in the study.

Dyson and Greve are currently undertaking further research to measure movement of the back, and forces under the saddle, with the aim of explaining biomechanically what is happening during the occurrence of saddle slip.

CONSUMER CORNER Buckingham Palace welcomes British riders The Coronation Festival, held at Buckingham Palace on 11th14th July, will welcome two of Britain’s top young riders, Sophie Wells MBE and Laura Collett.

The one-off event for holders of Royal Warrants will celebrate the 60th anniversary of The Queen’s Coronation and is open to members of the public.

Feed company Dodson & Horrell will be one of the 200 UK businesses invited being joined on their stand by a mechanical horse as part of the ‘Take Up the Reins’ initiative. The horse will allow Festival-goers to

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try horseriding for the first time or hone their existing riding skills under the expert guidance of Sophie and Laura.

‘Take Up the Reins’ is the British Equestrian Federation’s Olympic and Paralympic legacy campaign, which aims to encourage more people to take up horseriding or get involved with the sport.

“It’s a real privilege to be invited to The Coronation Festival at Buckingham Palace by Dodson & Horrell and l am so pleased that the mechanical horse will be there as well; part of the London 2012 legacy is all about

Equestrian Business Monthly | Mar 2013 www.ebmonthly.co.uk

inspiring the next generation and you never know, we may be able to inspire a future riding champion,” says Sophie Wells.

Laura Collett, who is already training hard with Rio 2016 in her sights, adds: “2012 was a magnificent year for the UK with London 2012 and The Queen’s Diamond Jubilee celebrations, and The Coronation Festival in 2013 gives us a great opportunity to extend the celebrations.”

Tickets for the Festival are available at www. coronationfestival.com.

news in BRIEF Farewell After nearly a quarter of a century of service, valued GWF Nutrition colleague Aubrey Cartledge has retired.

Aubrey was in charge of buying in the raw materials which make up GWF Nutrition’s feeds for horses, dogs and camelids.

“Aubrey has been an integral part of the company for many years thanks to his reliability, buying skill and unquestionable attention to detail,” says Simon Vowles marketing director. “It goes without saying he will be missed.”

Feedmark joins IV Horse Feedmark, is the latest company to join IV Horse’s list of brands supplying UK-made products under the UKOK! label.

Feedmark are based in the UK, with their production and packing base in Suffolk and will expand their support of UK manufacturing by initially supplying IV Horse-produced embroidered saddle pads to their sponsored riders.

Sharp exit Wholesaler Weatherbeeta has two Horsatack outlets in Milton Keynes and Droitwich which are now both on the market.

“We will be exiting our two retail stores, thereby creating 100% focus on our strategy of becoming the wholesaler of choice,” stated Weatherbeeta’s general manager Ellen Bates in a letter to retail customers.

UK NEWS

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Laminitis

Confused

CUSTOMERS A severely painful, debilitating and sometimes fatal condition, laminitis can be caused by a number of factors, but it is thought that in over 80% of cases the disease can be avoided through better dietary management. Equestrian Business Monthly looks at the current research being carried out and the potential confusion over ‘approved feeds’.

Spotting the signs Laminitis is a very painful condition which affects both horses and ponies. It involves the weakening of the supporting laminae within the hoof, leading to painful tearing of the support structure suspending the pedal bone within the hoof. This laminar bond is made up of two layers.

The insensitive nonliving layer grows from the coronary band (comparable to our finger nail) and is attached to the sensitive laminae (similar to the sensitive skin under our finger nails), which interlocks with insensitive tissue forming a remarkably strong bond. If laminitis is not treated promptly, the pedal bone drops (cases are described as “sinkers”) or the pedal bone can rotate downwards. Laminitis can, but does not always result in Founder.

The word Founder describes the sinking of the horse’s foot. The

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sinking occurs when the laminar bond fails completely.

Only a vet can diagnose laminitis, but there are certain signs that should make you suspect a problem. In mild cases the horse may just be a little uncomfortable, shifting its weight from one foot to another when standing still.

Many laminitic horses adopt a characteristic stance, with the forelegs stretched forwards and the weight borne on the heels to relieve pressure from the toes.

In severe cases the horse may spend most of its time lying flat out on its side or may be reluctant to move and be lame, with very careful, ‘pottery’ strides, when he does. In most cases the feet will be unusually warm, and there will be a strong digital pulse just underneath the side of the fetlock.

Suitable ingredients Solutions to problems associated

Equestrian Business Monthly | Mar 2013 www.ebmonthly.co.uk

with feeding the laminitic horse or pony is one of the most common requests received by Allen & Page’s award winning nutritional helpline as the company’s equine nutritionist Rachel Parrott explains: “There are various different causes of laminitis, from concussion, to foot trauma and Cushing’s disease; however, dietary laminitis is the most common form.

“The horse has evolved over time as a grazing animal, eating highfibre, low quality forage little and often. In days gone by, horses and ponies would have roamed over vast areas grazing poor quality, low yield forage. Modern pastures however, include grass that is of much higher quality, containing increased levels of fructans (sugar). In addition, many horses today require more energy than is supplied by forage alone, and so many are fed starch-based cereals in order to meet this increased energy demand.”

Sugar and starch are digested by the horse in the small intestine, but this process is relatively inefficient. Rachel continues: “When the horse eats excessive quantities of rich pasture it can lead to incomplete digestion in the small intestine. If the horse is fed too much sugar or starch, then excess will pass into the large intestine, where it will ferment rapidly and lead to the production of lactic acid. This kills off the beneficial bacteria in the gut and releases endotoxins, which can enter the bloodstream, activating enzymes in the laminae and triggering laminitis. Obese horses are particularly at risk of developing the disease.”

For horses or ponies suffering from, or prone to laminitis, a high fibre, low starch and low sugar diet is essential and there are many feeds on the market offering this. “It is not just what is fed that is important, but also how much is fed,” explains Rachel. “It is important to remember that the whole diet needs to be taken into consideration including forage and grazing. Based on research published by the British Equine Veterinary Association (BEVA), we recommend that the diet should not contain more than 10% starch and sugar combined

“ Researchers at PED believe susceptibility to laminitis may be detected using ‘biogenic amine biomarkers’ – substances in the body which could help predict if a particular horse is prone to the disease.” and starch should not be fed in greater amounts than 1g per kg of bodyweight per meal.”

Care needs to be taken when choosing suitable forage types, as hay too contains soluble sugars which may not be removed from soaking alone. “High fibre, low starch feeds should be fed with adequate levels of protein, vitamins and minerals. If the horse is overweight, the amount of feed given may have to be

Because every horse is an individual… we create feeding plans to suit their particular needs

“For the last six years Allen & Page has given me a range of quality feeds and a tailor made service that I can really trust for the whole yard.”

– Sarah Gairdner

Sarah Gairdner and Manado at Little Downham

Whether your horse is a laminitic, poor doer, good doer, fussy feeder or spooky and whatever his workload, our helpful Nutrition Team is on hand to help, and they will not blind you with science!

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Winners of the 2013 HAYGAIN Nutritional Helpline of the Year Award, for excellent advice and customer service.

For friendly and helpful advice, contact our award-winning nutrition helpline today on 01362 822 902, email helpline@allenandpage.co.uk or visit www.allenandpage.com to find out how we can help your horse or pony.

Laminitis modified to ensure weight loss is achieved,” says Rachel. “Both Fast Fibre and ‘L’ Mix are designed specifically for horses and ponies prone to laminitis and are high in fibre and very low in starch and sugar, each with a combined level of well under 10%. Fast Fibre and ‘L’ Mix are both completely free from added sugars, so do not contain molasses or anything similar – it is always worth checking feed labels to be sure that this is the case with anything else that is fed.

“For many, choosing the right diet for a laminitic can seem like a daunting task. However, following recommendations from their vet and calling a feed helpline to check which feed is suitable, and the amount to safely feed, will mean that your customers don’t need to worry.”

Detailed research Founded in 2004 at the prestigious BioCity Nottingham Innovation Centre, Pegasus Equine Diagnostics (PED) specialises in investigating the cause/s of equine metabolic disturbances, such as laminitis and Cushing’s disease, using lab tests and retail supplement products.

Developing a type of test profile (Biogenic Amine Ratio or BAR) to look at how body changes in the horse may be associated with laminitis, researchers at PED believe susceptibility to laminitis may be detected using ‘biogenic amine biomarkers’; substances in the body which could help predict if a particular horse is prone to the disease. These tests involve a vet taking a small blood sample from the horse and don’t carry the risks often associated with some blood analyses such as the dexamethasone supression test.

Regular testing allows a unique profile to be built for each horse and allows PED’s researchers to notice any changes in patterns of neurohormones; changes for the worse could mean that the exercise, management and/or feeding of the horse may need to be altered to help maintain the horse’s health. These types of changes tend to occur as part of the normal aging process, which is why susceptibility to laminitis increases with increasing age in some horses.

The hormones and neurohormones inside the horse change on a daily and annual

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basis. This means that a horse will feel different at different times of day and may behave differently or experience different problems at different times of the year.

Researchers at PED believe that this is a key part of understanding why horses are more susceptible to laminitis at certain times of the year. The company has analysed the seasonal and daily patterns in equine hormones and neurohormones (ACTH, cortisol, insulin, serotonin, melatonin, dopamine being key). The most significant differences during the year seem to occur in the autumn, which may explain why horses have an increased risk at this time.

However, few significant internal changes were found in the spring, therefore raising the question of what is happening inside the horse to make this a high risk period. One suggestion could be the ‘shock’ of large quantities of grass to the bacteria in the hind gut after a winter period without much turnout.

Laminitis Trust Since its inception in 1999, The Laminitis Trust Approval Mark has helped to identify feeds which are suitable for animals at high risk of, or suffering from, laminitis.

The mark shows customers and retailers which feeds can be given to laminitis-prone horses

Equestrian Business Monthly | Mar 2013 www.ebmonthly.co.uk

by just taking a quick look at the packaging. Nine feeds currently carry the trusted Approval Mark.

These are manufactured by four separate companies, three in the UK, Dengie Crops Ltd, British Horse Feeds, Mars Horsecare UK Ltd, and Hygain Feeds Pty Ltd in Australia.

The approval mark was decided for horse feeds after consultation with the Veterinary Medicines Directorate (VMD). Approval is given to feeds which reach certain standards as outlined by the Scientific Committee of the Laminitis Trust. Approval of product packaging and promotional material is also necessary to comply with VMD regulations, as is annual inspections of manufacturing mills.

Receiving the mark requires a series of detailed criteria to be adhered to, including analysis and information, including a list of raw materials with the range of weight of each raw material, total starch content and digestible energy levels among others. Information regarding shelf life, pack sizes and bar codes, details of the site of manufacture and quality control measures employed, and a letter of approval from the VMD signifying their authorisation are also requested.

Approval to brandish the Trust’s logo does not come cheap and applicants will be required to pay

a £5000 fee annually per product.

Failure to adhere to the criteria will result in the approval being withdraw, in which companies have two months to remove the logo from all promotional material and feed bags.

Despite the positives of the logo being evident, there is some concern that as the logo is only

“ Approval to brandish the Trust’s logo does not come cheap and applicants will be required to pay a £5000 fee annually per product.” brandished by those who pay for it, customers may opt for these feeds without considering other alternatives that may – whether it be due to flavour, consistency or price – be more suitable. It would be interesting to find out how many retailers order feed on the basis of this logo and also sell off of the back of it. Manufacturers selling feeds suitable for ‘lamintis prone’ horses and ponies will have carried out extensive research and trials before allowing products to hit the shelves; therefore is the approval logo just one more cause of confusion and should it become compulsory for all suitable products to have it?

Laminitis PRODUCT

PRODUCT

PRODUCT

Friendly Feeds

The Perfect Pair

Balanced diet

For horses prone to laminitis, high fibre, low starch, low sugar, feeds such as Fast Fibre and ‘L’ Mix are ideal.

Allen & Page’s Fast Fibre is a barley and molasses free, ‘quick soak’ feed that is perfectly suited for the good doer. Containing Ceregest GLC2, a unique prebiotic for Gut Loving Care, Fast Fibre is the ideal choice for horses and ponies at rest or in light work. Eye catching displays and seasonal window presentations, that clearly present the signs to watch out for help customers to be mindful of the dangers of laminitis.

You can also point your customers to Allen & Page’s website which has some excellent advice and top tips for owners worried about laminitis, including the signs to look out for.

Baileys Lo-Cal balancer has been providing nutritional support for gooddoers and the laminitis-prone for 15 years. With the complete spectrum of vitamins, minerals, amino acids and antioxidants required to promote healthy hoof growth, well-being and recovery, Lo-Cal balancer can be fed as the sole concentrate, alongside forage, or with reduced amounts of hard feed, where appropriate.

For those who feed a low sugar, low calorie chaff with their LoCal, Baileys’ new Light Chaff is the perfect accompaniment. This blend of UK-grown alfalfa and oat straw contains no added molasses or sugar and smells delicious, with its addition of dried mint and sprinkling of soya oil.

Packed with vitamins, minerals and antioxidants, Safe & Sound is the perfect balanced diet for laminitic equines. Providing therapeutic levels of biotin as well as inflammation reducing MSM, Safe & Sound is a low calorie (50% less than comparable products) fully supplemented, long fibre, low starch and low sugar fibre feed for laminitics.

Safe & Sound is ideal for stabled horses and ponies due to its long fibre content which encourages chewing and saliva production. This market-leading product was launched as a result of Dodson & Horrell led international laminitis studies and is formulated to be fed at less than 1kg/ day for ponies and alongside soaked hay or oat straw.

Allen & Page: +44 (0)1362 822902

Baileys Horse Feeds: +44 (0) 1371 850247

Dodson & Horrell: +44 (0)8453 452627

www.allenandpage.com

www.baileyshorsefeeds.co.uk

enquiries@dodsonandhorrell.com

PRODUCT

PRODUCT

PRODUCT

Natural blend

Healthy hooves

Weight watching

Laminitis Prone Supplement provides the ideal nutritional approach for horses at risk from feed-related Laminitis.

Global Herbs has developed the Laminitis Prone Supplement to be used as a natural nutritional supplement for sensitive horses and ponies. The supplement contains digestive herbs, which perfectly and safely rebalance equine nutrition.

It makes spring and frosty grass safe, rebalances digestion, supports the liver, maintains utilisation of diet and healthy digestion of haylage.

SHAPE-UP is a low calorie feed balancer containing essential vitamins, minerals and antioxidants in a palatable feed, specifically designed for horses and ponies prone to Laminitis, EMS or Cushing’s. The high fibre content of Shape-Up and the inclusion of an original neutralising ingredient help to maintain a healthy digestive system. SHAPE-UP contains omega 3 fatty acids helping to maintain healthy joints and mobility as well as recommended levels of biotin, bioplexed minerals, essential amino acids and quality protein sources to encourage quality hoof development and growth.

“Diet and nutrition is likely to contribute to most cases of laminitis, therefore it is key to reducing the risk,” says Clare Barfoot from SPILLERS. SPILLERS HAPPY HOOF is a low calorie, short-chop forage which can be used as a complete feed as it contains all the vitamins and minerals the horse needs.

SPILLERS High Fibre Cubes are low in starch and high in fibre, with high levels of vitamins and minerals. They can also be soaked to form a mash.

SPILLERS Lite Balancer’s whole cereal-free, low starch, non-heating formulation is designed to be fed alongside a suitable, low calorie compound feed or a forage only diet.

Global Herbs: +44 (0)1243 773363

Saracen +44 (0) 1622 718487

SPILLERS: +44 (0)1908 226626

www.globalherbs.co.uk

www.saracenhorsefeeds.com

www.spillers-feeds.com

Mar 2013 | Equestrian Business Monthly www.ebmonthly.co.uk

13

The circle

OF TRUST

British made products carry a certain clout to them that has seen their production continue through dark times. However, with costs still rising and customers having less money to spend, it is down to the industry to join forces and ensure that these businesses have a long and fruitful history.

A

positive to the economical instability has been customers’ attitudes to products. While some are still intent on buying budget items, many are opening their eyes to the quality of goods that the UK produces and therefore the longevity of them.

At the forefront of development, Britain has always been seen as a leader and innovator and despite tough times has retained this title. Many customers also want to support their economy and appreciate that British products boost British sales – and secure a future for the next generation.

The ‘Country of Origin’ effect should never be dismissed in terms of customer purchasing decisions, and can be used to convey the quality, credibility and intrinsic value of the product.

The ‘Made in Britain’ brand for

“ It is even more important for both manufacturers and retailers to take advantage of the positive associations attached to the ‘Made in Britain’ tag and communicate these values to the customer.” important for both manufacturers and retailers – and also the wider media – to take advantage of the positive associations attached to the ‘Made in Britain’ tag and communicate these values to the customer. Using the positives of a British made product in advertising, websites and on labelling promotes Britain and highlights the careful craftsmanship that goes in to each item.

The benefits of Britain

example can confer a number of connotations, from history, heritage and tradition to wellmade merchandise to high-quality and reliable service.

However, the same British products carry a higher premium that many do not wish to pay. UK manufacturing ensures quicker turnarounds and higher quality; however these factors boost cost and filter through to the customer.

With this in mind, it is even more

14

So what is it that makes Britain a desirable place for equestrian businesses to operate? The first and obvious answer to this is that delivery times are so much faster. Secondly, transport costs are reduced and usually minimum order levels are not as high, making it possible to buy small and often, thus controlling cash flow better. With a UK company it is also usually easier to resolve any problems than with a manufacturer located thousands of miles away. One of the major benefits of being located in this

Equestrian Business Monthly | Mar 2013 www.ebmonthly.co.uk

country is quality control ¬– both of service and of product. Basing production in Britain also allows exceptional customer service and solid relationships to be formed.

Locally sourced products again help to support the nation, while guaranteeing the method in which they were acquired.

Retailers are able to keep stock levels manageable as they can ‘test’ sales slowly, while ordering in items within a few days.

Not only does being based in Britain reduce lead times, it also allows companies to make bespoke services available.

Made to measure items and unique designs are provided by the company’s skilled staff – something that would not be possible of products manufactured in Asia for example.

The future The future of British manufacturing in general has been maligned for years, but it may be that the worldwide economic downturn may see a resurgence of production in the UK, although it remains to be seen what the reaction of the consumer might be. In terms of the equestrian industry, there are some sectors – such as saddlery – that appear to have a particularly strong future in Britain. Walsall is saddlers capital.

Indeed, British companies have always been key innovators in the equestrian industry and it is crucial that such innovation is retained and as John Ayres once told us: “We are a nation of horse lovers and have long been at the forefront of developments within the equestrian industry worldwide. The legacy of the boom years, however, has meant that many British companies got carried away and can no longer afford to continue to operate with their inflated cost structures. It will be manufacturing companies with a long standing tradition of quality manufacturing and decades of experience, that have the strategies in place to come out stronger and that will continue to lead the way.”

Of course, it is impossible to predict what will happen in the future, but by making the most of the ‘Best of British’, manufacturers and retailers alike are helping to guard this important area of the equestrian, and wider, economy.

There is strong emphasis on companies supporting each other and continuing to manufacture in the UK.

BUILT TO PERFECTION TESTED TO DESTRUCTION PRODUCT

Champion Manufacturing Born in 1983, Champion Manufacturing is based in the heart of Cardiff in Wales and has been designing and manufacturing protective safety wear for horse riders for over thirty years. Over this time, Champion has been a driving force of research and product development and has dedicated itself to continual improvement, bringing better quality and more advanced products to the market, for safer and more enjoyable riding. From the iconic Ventair helmet to the revolutionary new Air-Tech helmet and new Freedom and Vanguard body protectors, each and every product produced at the factory in Cardiff is finished to Champion’s exacting standards. Standing as one of Britain’s most trusted equestrian safety brands, retailers around the UK know that when they choose Champion they can be 100% confident in every product sold.

Champion Manufacturing: +44 (0)1132 707007 www.championhats.co.uk PRODUCT

Toggi Toggi has a proud British heritage and a love of the countryside and passion for the outdoors stands at the very heart of its brand identity. Toggi’s wax collection is 100% designed and manufactured in Great Britain, using only the finest quality fabrics and crafted in local factories. This supports the industry while also bringing an attention to detail and quality finish that is second to none. Traditional wax is a wardrobe favourite of dedicated equestrian and country sports enthusiasts, thanks to its hard wearing nature and traditional look that offers a very British feel.

So if your customer’s idea of a perfect day is one spent hacking across the Yorkshire Dales or exploring the breathtaking scenery of the Scottish highlands, then the Toggi wax collection is for you.

A new addition to the Champion stable, the striking Air-Tech helmet combines a stylish modern design with a high tech ventilation system and innovative adjustable head sizing ring, not to mention the confidence and peace of mind that comes as standard with the Champion brand.

This highly ventilated and lightweight helmet is BSI Kite marked, meeting BS EN 1384 2012 and CE marked through British Standards Notified Body ID No. 0086.

Toggi: +44 (0)1132 707007 www.toggi.com

• Small - 6 1/4 - 6 5/8 or 51cm – 54cm* • Medium - 6 3/4 - 7 or 55cm – 57cm • Large - 7 1/8 - 7 1/2 or 58cm-61cm

Mar 2013 | Equestrian Business Monthly 15 Tel: 0113 270 7000 www.ebmonthly.co.uk | Fax: 0113 270 6890 www.toggi.com

Best of British PRODUCT

Fyna-Lite

D grip Long Handle with Softex Grip Fibreglass Handle with Softex Grip Aluminium Handle with Softex Grip

• Innovative fork designed for use on all pellet type beddings • Ingenius design traps debris but allows bedding to fall between tines • Rounded tines pick up debris and wet bedding, but will not damage rubber matting • Strong, light and easy to use

T grip

ST OF BR

E

TH

SH

Registered Design No. 000264296

D

DE

N

M

A

I

TI

BE

• Designed and made in Great Britain

IN E N G

LA

serious tools for serious work

Fyna-Lite is celebrating 28 years of being at the forefront of innovatively designed British made stable tools. Leon Fynn, general manager of Fyna-Lite says: “The number of products has grown considerably since the company was started by my father George in 1985, but the values and skills we started with are as important today as they were then.”

Fyna-Lite has always believed that the skill of the craftsman, the use of the best quality materials and ingenious designs are essential for creating the best possible tools. The investment in tooling and machinery has been pivotal in the company’s quest to improve the quality of products and to ensure that the end user has the best possible tool for the job.

Fyna-Lite now offer a fork for use on every bedding system that is available.

Fyna-Lite: +44(0)1789 764848 www.fynalite.co.uk

www.fynalite.co.uk sales@fynalite.co.uk

PRODUCT

Park Feeders Ltd “There is virtually no waste, the box is tidier and quicker to muck out, and they are safe. an excellent product, which i am very happy to endorse.”

Peter Player, Whatton Manor Stud

“We quickly converted the whole yard.

Hay Bars can also contribute to improvements with back problems of which we see so many cases.”

Hay Bar was first introduced onto the market in Autumn 2003.

Designer, innovator and company director, Raylia Dugmore introduced Hay Bar as there were no other products that fulfilled the need for a safe, natural feeding system. Hay Bar has proved itself not only in the UK but throughout the world. The company is proud to boast that the product has been purchased by Royal Households, top professionals, veterinary hospitals, rehabilitation, studs and numerous other yards.

In 2012 Hay Bar began to manufacture in South Africa where the country is very happy to endorse the British product.

The Hay Bar logo boasts the union flag and it is with great pride that the company is recognised as The Best of British.

Carrie Humble MBE, Founder & Director The Thoroughbred Rehabilitation Centre.

Park Feeders Ltd: +44 (0)1723 882434 www.haybar.co.uk haybar.indd 1

16

Equestrian Business Monthly | Mar 2013 www.ebmonthly.co.uk

8/1/13 16:49:16

Best of British PRODUCT

ShowQuest Still made in Britain!

ShowQuest has worked hard to maintain the high quality of fabrics, workmanship and design enabling it to proudly display Made in Britain on products.

Even designing the fabric weave using UK weavers, the company has a passion to create unique designs of accessories for the discerning competition rider, all of which have now become recognised throughout the world.

The company believes that it is imperative to keep manufacturing in Britain to remain as the world’s market leader in the equestrian industry. ShowQuest is a small forward thinking company that can help restore confidence, especially by training young people, which is needed for the industries future.

ShowQuest: +44 (0)1909 548005 www.showquestworldwide.com PRODUCT

Mears Country Jackets Born in 1982 Mears Country Jackets is proud yet again to have manufactured the jackets for Team GBR and congratulates them on their success!

Mears manufactures top quality British made equestrian coats and jackets at the West Midland based factory, which enables the company to offer choice and individualism. This is achieved by offering a wide range of styles, fabrics and trims, resulting in a unique garment not worm by the masses with the added kudos and quality of British manufacture.

As a family-run business, Mears prides itself on the personal service and considers the differing requirements of each customer.

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

Mar 2013 | Equestrian Business Monthly www.ebmonthly.co.uk

17

Best of British PRODUCT

PRODUCT

Allen & Page

Charles Owen & Co. (Bow) Ltd

Allen & Page was established as a limited company in 1936 but the Page family had been producing horse feeds for many years before that. The company quickly became renowned for the high quality feed it produced. More than two decades ago Allen & Page gained the accreditation of many major food production and quality control bodies, including the Vegetarian Society, Soil Association and ISO organisations. This set a standard for the company to continue working closely with these bodies to ensure the highest quality feed is produced.

In 2009, Allen & Page was honoured to receive a Royal Warrant from HRH The Prince of Wales and last month was delighted that its popular and friendly feed helpline scooped up the Haygain Nutritional Helpline of the Year award at BETA International 2013.

Recognised around the world for setting the standard in equestrian safety, Charles Owen & Co. has been an important part of British manufacturing since Charles Owen himself founded the brand in 1911. With the mission of making products for a safer world in its original central London factory, Charles Owen set about protecting British soldiers.

In 1938, Charles Owen focused on jockey safety, outfitting the Grand National winner, so beginning Charles Owen’s connection to the equestrian world.

Still manufactured in Britain today in the award-winning factory in Wrexham, Charles Owen provides equestrians with stylish designs. From Charlotte Dujardin’s double gold in the London Olympics to the little girl riding her first pony, Charles Owen protects them all.

Allen & Page: +44 (0)1362 822902 www.allenandpage.com

Charles Owen & Co. (Bow) Ltd: +44 (0)1978 317777 www.charlesowen.co.uk

PRODUCT

PRODUCT

Griffin NuuMed

Mirrors for Training

The NuuMed range of numnahs and saddlepads set a new standard when it appeared and has held its own since, with quality and fit of the products recognised globally.

Among the many favorites are those made using British wool – not sheepskin – as NuuMed believe that the slightly coarser, harder wearing and more robust wool from British sheep breeds gives a much better level of protection – as well as being easier to look after. The wool is shorn from sheep, cleaned and then knitted back onto a cotton yarn, which is uniform in quality and density, ensuring each product made is of the same thickness.

NuuMed make numnahs and saddlepads for all disciplines, including dressage, jumping, endurance, side-saddle, racing; along with a range of accessories, including girth sleeves, saddlecovers and noseband covers.

Mirrors for Training’s Arena Mirrors are the ultimate training aid. The unique design is tough and robust for all weather and offers a distortion-free, superior reflection.

As a rider, posture is vital; the ability to hold an upright and balanced position at all times is critical for control and influence of the horse.

From the moment the mirrors are installed, schooling is twice as effective, as riders can access straightness, outline and quality of movement through sight rather than just feel. The mirrors help to identify, in real time, inaccuracies in performance and training, allowing riders to make changes immediately before they become habit, which is priceless for both horse and rider.

Used and highly recommended by many professional riders in all disciplines.

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

Mirrors for Training: +44 (0)1902 791207 www.mirrorsfortraining.co.uk

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Equestrian Business Monthly | Mar 2013 www.ebmonthly.co.uk

Best of British PRODUCT

Hemp Technology Ltd Since the birth of Hemp Technology in 2009 the company has grown rapidly and now offers a choice of three different types of bedding. These are made from different raw materials but importantly use the same specialist manufacturing process to ensure that all three are soft, absorbent and above all make a safe and comfortable bed for any horse or pony.

Flaxcore is the latest product from the Hemp Technology stable. It is fully dust extracted, economical in use, time saving, highly absorbent, quickly biodegradable and Citronella treated. Flaxcore is the first, and the only Flax bedding to be grown and processed entirely in the UK, thus supporting British Agriculture.

MAKE IT EASY ON YOUR WALLET

• • • • •

Fully dust extracted Highly absorbent Warm & comfortable Labour & time saving Quick rot down into excellent compost • Naturally healthy • Economical in use, cost effective

NEW PRODUCT

FROM THE SAME STABLE AS HEMCORE & RAPPORT

NOW WITH CITRONELLA

Grown & processed in the UK

Hemp Technology Ltd: +44 (0)1986 835678 info@hemptechnology.co.uk PRODUCT

Vale Brothers Ltd For over 225 years Vale Brothers Ltd has produced horse grooming brushes and accessories under the brand names of Equerry (holder of a Royal Warrant from her Majesty the Queen) and Stablemates. In 2001 the company acquired the renowned whip company Edward Goddard. Further acquisitions include the popular and versatile rug manufacturing company Thermatex, followed by one of the leading British saddle manufacturers Harry Dabbs.

In 2012 Vale Brothers Ltd launched their new revolutionary range of antibacterial horse grooming and stable products under the brand name KBF99. Products containing the KBF99 additive are chemical free and kill fungi, algae, mycotoxins and some parasites and viruses.

The majority of Vale Brothers products are manufactured at the company’s three UK factories which are located in the Midlands (Walsall) and on the West Coast of Wales in Cardigan.

+44 (0) 1986 835678

or visit hemptechnology.co.uk

BUG BUSTING BRUSHES

HELP TO PROTECT YOUR HORSE USE A KBF99 GROOMING KIT! The chemical free KBF99 additive kills: Bacteria e.g. Strangles Fungus e.g. Ringworm Fusarium (a Mycotoxin) E.Coli And will kill some Viruses and Parasites.

KBF99 HORSE HEALTH REVOLUTION

Anti-bacterial

Vale Brothers Ltd: +44 (0)1922 624363 www.valebrothers.co.uk

Website: www.kbf99.co.uk Telephone: 01239 614648 Email: info@kbf99.co.uk

Laboratory tested at

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Mar 2013 | Equestrian Business Monthly www.ebmonthly.co.uk

19

Worming: Part 1

Products &

PRACTICES With around 20 brands of equine wormer readily available, the industry is a minefield of varied ingredients and differing levels of resistance.

Understanding the products – and their correct usage – is the first step to efficient worming and will help combat the industry’s growing resistance problem.

M

ost equestrian retailers, manufacturers and industry professionals are aware that the equestrian industry is generally valued at around the £2 billion mark and growing. But did you know that the UK equine worming market value is estimated to be £12 million per year? When balanced against the overall horse population of 900,000 this is actually around half of its potential value. For instance, £12 million per year is only around one wormer per horse per year and clearly some larger yards are worming more frequently than that. By default, then, it is clear that some horses are not being wormed at all! “An ideal base worm control programme for a mature, healthy horse would be three or four tests per year, taken approximately quarterly in spring , summer, autumn, then give a routine dose in the final quarter using products to treat encysted redworm, tapeworm and bots,” says Gillian Booth from Westgate Labs, producers of faecal worm egg count kits. “This may be a single dose of a moxidectin/ praziquantel combination wormer.

In some high risk situations add a second tapeworm dose six months from the first. Use either a narrow spectrum praziquantel if worm count results are good or perhaps an ivermectin/praziquantel combination if worm count results have risen. At the lab we advise customers on an individual basis taking into account the history of the horse in question. Young horses, rescue cases or those prone

20

to picking up parasites may need more than this.”

While healthy horses that are part of a regular worming programme are very unlikely to be in at risk of carrying a dangerous level of worms, there are certain times of year that pose more of a threat.

“During winter and early spring encysted small redworm represents the biggest threat, whereas in the summer months the adult stages of this parasite are more likely to be a concern,” says Paul Blanc from Pfizer Animal Health. “Tapeworm

can be associated with some types of colic at any time of the year.

Therefore it is important to plan appropriately throughout the year to reduce the risk of worm associated disease.”

Gillian agrees with Paul. She continues: “It is important to treat for hidden stages of redworm, preferably as the horse goes into winter. This is especially important where the worming history is poor. Mass emergence of worms in spring can be extremely dangerous and encysted worms do not lay

Time of Year

Parasite

Drug

Winter

Encysted small redworms

Single dose of Moxidectin (Five day course of fenbendazole.)

Spring

Roundworms and tapeworms

Combination products that contain ivermectin and praziquantel treat both types of parasite in a single dose.

Alternatively a double dose of pyrantel may be given.

Summer

Routine treatment for roundworms

Ideal routine wormers are ivermectin or pyrantel. Unless faecal egg counts are being performed and indicate differently, these treatments should be given at the manufacturers recommended dosing interval (8-10 weeks for ivermectin and 4-6 weeks for pyrantel).

Autumn

Roundworms, tapeworms and bots

Combination products that contain ivermectin and praziquantel treat all types of parasite in a single dose.

Equestrian Business Monthly | Mar 2013 www.ebmonthly.co.uk

eggs so will not be seen in a worm count.”

Correct use of wormers is important in order to help fight against the widespread resistance that the industry already faces.

“Long term continuous use of worming drugs will lead to further problems with worm resistance in the future,” says Gillian. “It is imperative to save the currently effective products for when they are really needed instead of treating all horses as though they were the same. In particular moxidectin should be regarded as ‘special’ and saved for use on known wormy horses and for treating encysted redworm.

“Worm counts have become main stream over the last 14 years and more owners are getting the message but there is still some way to go. The 2010 BVA guidelines on the use and over use of Anthelmintics really saw a big change as the whole equine industry began to listen.

Looking ahead, sustainable worming incorporating the use of worm counts may just save the role of the SQP which is currently under threat.”

Help for retailers Pfizer provides comprehensive marketing resources to support the EQUEST and EQUEST PRAMOX brands, making it easy for you to help your customers make the right decisions about worming,” says Paul. Pfizer’s Manage, Test, Plan, Dose campaign, which includes the highly lauded Stable Mate App,

Worming: Part 1 makes it easier for horse owners to understand the modern principles of worm control. It includes a practical worming booklet for horse owners, a technical guide for advisors, a clear and logical website and a clever prescribing aid for SQPs to make it easier for you to give accurate, on-the-spot advice to customers. Stable Mate has had more than 12,000 downloads since it was launched for iPhones back in August and made the top 200 apps overall in the UK in September.”

With such a variety of products available, customers and retailers could be easily confused when purchasing these products. Some wormers are not suitable for donkeys, lactating or pregnant mares or even very young foals.

“The Summary of Product Characteristics (SPC) which is ratified by the VMD contains all the relevant information with respect to a product’s use,” explains Senior Veterinary Advisor, Callum Blair from Virbac Animal Health. “Some wormers can be used in foals as young as two weeks whereas others should not be used in horses younger than six and a half months old. Safety studies have proven Equimax is safe to use on all types of horses. Equimax has been proven safe in stallions at five times the recommended dose rate and, in pregnant mares at three times the recommended dose. It is equally safe on foals at more than five times the normal levels.”

To add further confusion, wormers are available in pastes, granules and tablets, with some carrying a different dosage per weight.

For example, most wormers treat 100kg per each ‘twist’ of the syringe, allowing customers to understand that a ‘600kg syringe’ will treat a 600kg horse.

However, tablets vary with their dosage. Eraquell tablets follow the same method, with one tablet

“ Worm counts have become main stream over the last 14 years and more owners are getting the message but there is still some way to go.” treating100kg of the horse’s weight, but Vectin tablets treat 110kg per tablet. This opens the door for incorrect dosing as – and fairly understandably – customers may think that all methods of wormer carry the same 100kg rule.

“There is a lack of awareness in horse owners that different products treat different weights of horse. Horse owners tend to think of their horse as needing one syringe irrespective of how much it weighs,” says Callum. “This can lead to under dosing which will increase the risk of parasite associated problems and wormer resistance. Horse owners should be encouraged to use a weigh tape/ weighbridge or weight calculation to get an accurate indication of their horse’s weight before treating it and ensure they have purchased sufficient syringes or tablets to administer the correct dose for the weight of their horse.”

Wormers also carry a restriction for horses being sent to slaughter, with many having a 21-30 day ingestion period, which after the recent horse meat scandal brings to light the fact that these products, like many administrations of bute, are not being recorded sufficiently.

Active ingredients Not only are wormers known by a variety of brand names, but their active ingredients, even if different, may belong to the same group. Trade names may change

Your horse...

and new wormers are constantly being marketed, so it is helpful to make yourself aware of the active ingredients in each.

The active ingredients in wormers can be divided into four different chemical groups: macrocyclic lactones (ivermectin and moxidectin), benzimidazoles (fenbendazole and mebendazole), pyrantel embonates and praziquantel.

Macrocyclic lactones treat bots, small redworms, large redworms and lungworms. Benzimidazoles treat roundworms, large redworms and small redworms.

Pyrantel embonates treat large roundworms, large redworms, small redworms, seatworms/ pinworms and tapeworms (all species); and Praziquantels treat all three species of tapeworm.

Products based solely on Praziquantel do have a role to play in tapeworm control but must be used in conjunction with products based on the three main chemical groups to tackle other worms.

Combination wormers are also available containing lvermectin and Praziquantel, and Moxidectin and Praziquantel. These products offer great convenience at times when tapeworm treatment is required along with routine worming.

Active chemical ingredients in common brands:

FREE

Marocyclic Lactones EquestiPHONE Oral Gel: Moxedectin Eqvalan Paste for Horses; APP FOR ALL Ivermectin HORSE OWNERS Eraquell: Ivermectin AND RIDERS Eraquell Tablets: Ivermectin Furexell: Ivermection Noromectin: Ivermectin Vectin Gel: Ivermectin Vectin Tablets: Ivermectin

FREE iPHONE

Benzimidazoles APP FOR ALL Panacur Paste: HORSE Equine OWNERS

AND RIDERS

Fenbendazole Panacur Equine Granules: Fenbendazole Panacur 5 Day Guard: Fenbendazole Telmin Horse Granules: Mebendazole Telmin Horse Paste: Mebendazole Pyrantel Embonates Pyratape-P Paste: Pyrantel Embonate Strongid-P Granules: Pyrantel Embonate Strongid-P Paste: Pyrantel Embonate Praziquantels Equitape: Praziquantel Combinations Equest Pramox: Moxedectin + Praziquantel Eqvalan Duo: Ivermectin + Praziquantel Equimax Paste: Ivermectin + Praziquantel Equimax Tabs: Ivermectin + Praziquantel Herbal Multiworm Herbal Liquid Verm-X Herbal Powder Reported resistance Benzimidazoles: widespread resistance in small redworms, reported in many countries around the world.

Pyrantel Embonates: a few reports of small redworm resistance in the UK, but more widespread in the USA where daily low doses are often given in the feed.

Macrocyclic Lactones: A few documented reports of ivermectin resistance in large roundworms, and of ‘reduced efficiency’ of moxidectin against large roundworms in the UK and Holland.

Praziquantel: No reports of resistance.

FREE iPHONE

APP FOR ALL HORSE OWNERS AND RIDERS

manage

test

plan

dose

AH820/12

Available NOW from:

...at your fingertips!

Further information is available from: PFIZER ANIMAL HEALTH Walton Oaks, Tadworth, KT20 7NS

Coming soon for Android and Blackberry

EQUEST & EQUEST PRAMOX are registered trademarks of Pfizer Ltd. EQUEST contains moxidectin.

EQUEST PRAMOX contains moxidectin and praziquantel.

Advice on the use of this or alternative medicines must be sought from the medicine prescriber.

Use medicines responsibly: www.noah.co.uk/responsible/ POM-VPS

Mar 2013 | Equestrian Business Monthly www.ebmonthly.co.uk

21

‘Think twice before prescribing anthelmintics’ *

PRODUCT

Contains moxidectin * BVA advice

Offer your customers a complete, e professional worming programm good profit margin results returned to your shop easy to do no upfront costs fast reliable results trusted award winning service

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 worm control and the longest recommended dosing interval of any equine wormer currently available.

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

ine clients’

‘positive interaction with your equ ‘builds great client loyalty’

WESTGATE LABORATORIES

‘brings customers back into your

shop’

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

Now you can offer this service directly to your customers.

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

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

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

To order contact: info@westgatelabs.co.uk or Tel: 01670 791994 www.westgatelabs.co.uk

Natural Regime Made from a 100% non-synthetic herbal formulation Verm-X has found that the herbs and plants used in its production have many superb benefits to offer. Garlic, Peppermint, Common Thyme, Cinnamon, Echinacea, Quassia, Tansy, Elecampane (Horse Heal), Fennel and Nettle are some of the herbs used in the careful production of all Verm-X products.

Verm-X Pellets for horses and ponies retail at around £11.95, each 250g box contains five individual sachets (one sachet to be used every day for five consecutive days every 12 weeks), also available in powder and liquid form.

Verm-X: +44 (0)8708 502313 www.verm-x.com PRODUCT

A tailor made service Best practice in horse worming has changed in line with BVA guidelines. As the SQP system again comes under threat it is more important than ever for retailers to get on board and sell egg counts.

Westgate’s tailor made service is the ideal solution, using your own logos with results sent back to the shop’s SQP. Increase footfall, boost profits, and give your customers excellent, individual worming advice.

It’s easy to get started and with no set up charges there is nothing to lose.

Members of BETA • AHDA associate foundation partner

Westgate Labs: +44 (0)1670 791994 David@westgatelabs.co.uk

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Equestrian Business Monthly | Mar 2013 www.ebmonthly.co.uk

Jack Murphy PRODUCT

Vitamin goodness Vitamin-C is an amazing plant-based supplement that works just like normal Vitamin-C, but is more stable, stronger and longer acting. It is an excellent source of a phytochemical similar to ascorbic acid, which is a naturally occurring organic compound with antioxidant properties.

The main way to use this formula is as a general daily tonic to help keep the horse in the best shape. This is particularly important when the weather is bad or changeable.

Some tests suggest that excitable horses, that are over-stressed, may cease to produce any ascorbic acid themselves. Research has shown that they may benefit from daily supplies of ascorbic acid, which appears to replace normal endogenous supplies.

One blue scoop (provided with a tub) normally carries 12 grams of powdered Herbal Vitamin C. Small horse up to 300kg – half a scoop once or twice daily Medium horse up to 500kg – one scoop once or twice daily Large horse up to 800kg – two scoops once or twice daily Because of the safety of this product the rate of feeding can be easily doubled when special needs arise.

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

Bag a bargain SPILLERS has introduced an exciting new horse feed to help owners cut costs without compromising on quality. SPILLERS Leisure Cubes are low energy, with a tasty mint and rosemary flavour that horses will enjoy and a price that owners will love.

“It doesn’t matter whether you have a top level competition horse or a family pony, good nutrition can change the way a horse looks, goes and feels,” says Clare Barfoot, the research and development manager for SPILLERS. “A diet that supplies the correct ratio of nutrients to meet the horse’s nutritional requirements will support his long term wellbeing and health. On the other hand an unbalanced or inappropriate diet can result in a lack-lustre appearance, poor feet or unpredictable behaviour.”

SPILLERS Leisure Cubes not only contain a unique mint and rosemary flavour but they also contain vitamins and minerals the horse or pony needs to support health and wellbeing. They have a controlled starch level to help support positive behaviour and reduce the risk of excitability, while the inclusion of highly digestible fibre helps to maintain good digestive health.

Classic style The new Jack Murphy Autumn Winter 2013 Collection encapsulates rugged beauty and radiates humble, well-crafted elegance.

E

mbracing romance and nostalgia through incredibly tactile textures and fabrics and celebrating past and present through the fusion of classic and contemporary design influences, this range exudes a sense of character, durability and timeless splendour to create a delectably alluring, irresistibly wholesome, truly distinctive country clothing collection.

The Jack Murphy men’s collection this season is ruggedly handsome and positively striking in its simplicity. A hark back to days gone by where clothing was worn primarily for function, this men’s range is robust, sturdy and pragmatic, whilst also retaining the qualities of understated, sophisticated style that Jack Murphy men’s collections have become known for – distinctly debonair and classically stylish.

The Jack Murphy ladies’ collection this season is enchanting and effortlessly elegant, but is also designed to be robust and durable, fusing both style and substance to stunning effect. A delicate balance of modest, quiet style with thoughtful, considered finishing touches and magnificently refined detailing creates a range of truly

distinctive and unique pieces.

Each style is both practical and beautiful, with intricate elements of evocative texture and tactility, coupled with timeless styling, to create an overall tone of wistful romance and nostalgia – reflective, enduring and unforgettable.

The range encompasses a delectable selection of stunning moleskin styles, magnificent tweeds, beautifully chunky knits, elegant waxes, colourful quilts and superbly snug fleece styles. Texture is key this season with luxurious faux sherpa linings, supersoft flecked melange knits, opulent faux fur accents and eclectic fabric combinations throughout the range, making for an inspired take on classic country clothing.

The colour palette for this season’s collection is highlighted by wintry hues of duck egg, complimented by warm, earthy tones of sumptuous port, delicious blackberry and rich chestnut.

Offset wonderfully with poignant prints, classic checks, lustrous faux fur and exceptional tweeds, the overall colour palette is soothing, seasonal and uplifting.

Prepare to be enveloped and enraptured by the resplendent new Jack Murphy Collection of iconic country clothing.

SPILLERS: +44 (0)1908 226626 www.spillers-feeds.com

Mar 2013 | Equestrian Business Monthly www.ebmonthly.co.uk

23

TEA BREAK

Liven up your sales with

Premium Equestrian Magazine Published Monthly

Liven up your sales with Multi-platform Content ■ Quality Glossy Magazine ■ Digital Edition ■ Interactive Website (www.eqlife.co.uk) ■ Weekly EQ Life pages in the Eastern Daily Press and East Anglian Daily Times promoting EQ Life brand to 100,000 readers each month ■ EQ Life is more than just a regional equestrian publication – its content is fresh, unique and seriously readable ■ EQ Life covers all equestrian disciplines and provides real insight into the equestrian world as a whole ■ EQ Life is published monthly

by Archant Anglia, the UK’s leading independent publisher for regional magazines. No other publisher or brand offers more within the equestrian market to target premium equestrian consumers

To breathe some life into your sales; Contact Allison Kemp on 01953 852946 or email advertising@eqlife.co.uk

Equestrian Business Monthly | Mar 2013 www.ebmonthly.co.uk

Hadlow College’s Derek Payne Scattered across the country it can be hard to put a face to a name in this business. Our brand new feature – Tea Break – takes a look at various people in the industry and finds out just how they got where they are today.

Job title: Faculty Manager Equine – Hadlow College Relevant qualifications: BHS A.I. I.I., I (Stable Management), Teaching Certificate, NVQ Assessor and Verifier, PTLLS certificate.

Best thing about it: Undoubtedly working with a wide range of professional people dedicated to improving equinerelated education and horse welfare.

Seeing students progress, develop their abilities and overcome their weaknesses to reach their full potential.

Toughest part: Paperwork – and constant changes to policy!

Advice for someone looking to fill your shoes: They need to have a good

understanding and experience of working in the equine industry, education and training.

They must have the ability to plan and to manage budgets including resources and staffing. It is important to enjoy working with different types of people and to be able to help them to progress. A broad understanding of the entire equestrian industry is also a vital factor.

Most importantly, it is essential to be able to talk from experience and lead by example.

Favourite horsey moment in history: Well it has to be the equestrian team’s results at last year’s Olympics. Magnificent.

Best horse name you have encountered: Bucephalus – a little horse that excelled in his job.

Do you know what your customers are saying about you?

Are you controlling your online presence?

Social Media has changed the way people connect, discover, and share information and progressive companies are reaping the benefits of engaging online followers.

Social networks, like Facebook, Twitter, LinkedIn, Pinterest and Google+ are the places where social interaction happens – it’s the new word-of-mouth.

Social media needs constant effort and management and has a huge impact on your business: positively if you use it well and negatively if you don’t!

For our clients we use social media to...

Show your target audience who you are and what you do.

Drive sales by getting your followers to share your company’s products with their friends and circulate information, special promotions, product launches, event attendance and much more. deliver excellent customer service, by listening and responding to what your customers are saying about you.

Build deeper relationships to ensure customers get to know, like and recommend you.

If you’re not using social media to effectively spread your message and attract new audiences, now’s the time to get your message moving.

Talk to Social Focus now...

www.socialfocus.co.uk Like us at: facebook.com/SocialFocusUK

Follow us at: twitter.com/SocialFocusUK

Email: info@socialfocus.co.uk Mar 2013 | Equestrian Business Monthly www.ebmonthly.co.uk

25

BETA Innovation Awards

Pioneering products Each year BETA International’s Innovation Awards cause quite a stir among competitors, each wanting their product to be the next on all equestrians’ wish list.

T

he Innovation Awards were held at the NEC, Birmingham on 17th February. The panel of judges, made up of course designer Ian Stark, event rider Nicola Wilson, veterinary surgeon Tom Beech, Jackie Potts, groom for William Fox-Pitt and former Groom of the Year, and Paralympics gold medal-winning rider Natasha Baker, had the difficult task of selecting those worthy of an award.

“Our judges did a tremendous job, as usual,” says BETA International organiser Claire Thomas. “The Innovation Awards celebrate the finest traditions of design, invention and originality, and this year we were pleased to include a Country Fashion category for the first time.”

This year’s winners were as follows.

FEED & SUPPLEMENTS Winner: Keyflow (UK) Ltd Product: Whitaker Bros Jumpmix Whitaker Bros Jumpmix is a scientifically formulated,

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fully balanced medium energy feed designed specifically for horses competing in all forms of short format jumping. It is also suitable for polo ponies and activities where on-demand ‘cool’ energy is required.

Judges’ comments: “This is a good quality feed which provides the correct level of energy required by show jumpers. We were impressed by the high specification ingredients, including probiotics and beetroot which contains Nitrate (Nitric Oxide) to help aid exercise tolerance, power output and stamina.”

HORSECARE PRODUCTS & EQUIPMENT Winner: Grabbit Product: Grabbit The Grabbit is the only product on the market designed for moving rubber matting. Designed as a simple solution to a job that everyone hates, the Grabbit tool effectively grabs rubber matting and is great for use

Equestrian Business Monthly | Mar 2013 www.ebmonthly.co.uk

in stables and horseboxes.

Judges’ comments: “The Grabbit is easy to use and very effective.

It would be a great piece of kit for any yard with rubber matting.”

PET PRODUCTS Winner: Microfibre Store Ltd Product: Doggy Bag With the super absorbent Doggy Bag, owners can keep their pet, home and car spotless after walks. It effectively absorbs water, slobber, sand and mud.

Ideal when kept in the car, simply zip dogs inside after a walk and they will be dry in no time.

Judges’ comments: “This novel idea offers a practical and simple solution for wet and muddy dogs.

The Doggy Bag is made from premium Microfibre material, making it more effective than standard towels and the mess is contained inside the bag.”

RIDER CLOTHING Winner: Treehouse Sporting Colours Ltd

Product: Elite Arena Jacket The Elite Arena Jacket is smart and stylish with the inflatable part discreetly zipped on the inside. This safety conscious air jacket incorporates cutting-edge technology for high performance without compromising on style.

Judges’ comments: “This is a very fashionable jacket which would appeal to all levels of rider. It is machine washable and the inflatable part can be used in other clothing from the range making it very versatile.”

SADDLERY & TACK Winner: St bben Riding Equipment UK & Ireland Ltd Product: 2 in 1 Full Cheek Snaffle 2273 The 2-in-1 Full Cheek Snaffle features an innovative mouthpiece, which increases attention and concentration, as well as preventing desensitization of the mouth. The upper side of the mouthpiece features a rounder shape and provides a smoother impact on the

BETA Innovation Awards horse’s mouth. The bottom side has an angular shape giving a stronger action on the horse’s mouth.

By simply changing the sides, both effects can be alternated.

Judges’ comments: “We would all use this bit as it is well made and the sweet copper link will encourage saliva production for better acceptance of the bit.

Advanced and professional riders should find this very useful and versatile.”

SAFETY & SECURITY Winner: Walk Trot Canter Ltd / USG Product: USG Equiairbag The USG Equiairbag is designed to protect the rider’s entire spinal column - from the nape of the neck to the coccyx - without restricting movement. It allows the wearer to fold and roll for maximum mobility and safety. It also prevents the fall back of the head without pushing it forwards.

Judges’ comments: “The USG Equiairbag is an intelligent design which allows the rider to bend fully as the inflation is at the back protecting the spine. It is light and

comfortable to wear providing much needed protection.”

COUNTRY FASHION Winner: Regatta Ltd Product: Snowpak 3 in 1 This stylish and warm 3-in-1 boot is a breakthrough in footwear design. It can be worn with or without the inner fleece lining and also indoors as a slipper, as the inner bootee has an anti-slip tread.

They are water resistant and ideal for a variety of wintery terrains.

Judges’ comments: “These quality boots look great and are very practical for wet and snowy weather. You can remove the outer boots and step straight in to the house with the inner bootees on which make warm and cosy slippers.”

expert

EBM seeks out the answers to your questions

an you explain the tax considerations that need to be assessed for both sole traders and those running small businesses such as tack shops and riding schools?

Julie Butler from Butler & Co There are three fundamental ways for a small business to trade, either as a sole trader, partnership or limited company. The partnership can achieve further protection through a limited liability partnership (LLP), although that does mean that Accounts have to be filed at Companies House.

Whatever method of trading is chosen, it is essential that a business plan is produced.

Tailor Made Advice – the choice of trading vehicle must be tailored for the circumstances of the individual equine business.

For example, if it is considered

behind this app was carried out by Aberystwyth University and senior industry representatives. This is an invaluable tool for any owner seeking extra guidance and should ultimately save them money.”

to keep as much detail of the business as private as possible.

Offsetting Losses – where there are likely to be losses at the beginning of the equine trade there are advantages of adopting an unincorporated business model (i.e. a sole trade or a partnership) so that these losses can be offset against other income to save tax.

For example, it could be that a very high earner decides to go into an equine business and takes a couple of years to establish the business. The opening years’ losses can be carried back against previous higher earnings and a tax refund obtained. On the other hand, a distinct tax advantage of a limited company is being able to take the basic remuneration through dividends and therefore minimising PAYE and National Insurance.

Action Points – to summarise,

in order to assess the tax considerations of running an equestrian business, it is essential to tailor the planning around specific considerations of your specific business. It is important to take professional advice in order to make the right decision.

One particular tax advantage at the moment is the recent Autumn Budget announcement that Annual Investment Allowances (AIAs) have increased to £250,000 from 1st January 2013.

That means if any equestrian business needs to buy equipment, and obtain maximum tax reliefs, then there are some sizeable advantages of looking at the timing, especially before 5th April 2013. Many equestrian businesses are holding high levels of stock and a review of writing down stock that is worth below “net realisable value” should be considered.

OTHER Winner: LFA Celtic/horseRATION Product: horseRATION horseRATION is the first app developed specifically for horse owners to calculate equine feed rations. It takes body condition score, behaviour and health status into considerationa.. The

Ask the C

aim is for owners to save money by feeding the correct amounts of forage and hard feed to avoid nutritional-related health problems such as obesity.

Judges’ comments: “The research

that the protection against liabilities such as legal cases is a key issue, then a limited company would offer greater protection. If, however, the business is likely to develop goodwill, then certain tax advantages of trading through a sole trader or partnership are available, with the option of incorporating and achieving the advantage of goodwill still available at a later date.

Partnerships have always been a complex area of understanding, as essentially partners are jointly and severally liable. This is one of the reasons that limited companies can be so attractive, although the Companies House filing requirements are a distinct disadvantage in the eyes of some business people who often prefer

If you’ve got a question that you want answering, let us know at:

editorial@ebmonthly.co.uk Mar 2013 | Equestrian Business Monthly www.ebmonthly.co.uk

27

SMS

SMS

saddler competition Improving standards, high-level craftsmanship and attention to detail were the order of the day at this year’s Society of Master Saddlers’ National Saddlery Competition.

H

eld at Saddlers’ Hall, London and supported by The Worshipful Company of Saddlers, the competition awards ceremony was followed by an evening reception which attracted many of the leading names from the saddlery and equestrian world.

Celebrity judge for the occasion was London Paralympic dressage triple gold medallist, Sophie Christiansen who thoroughly enjoyed the event. “As a rider I have learned a lot from the day and what to look for in a saddle,” she says. “I have very much enjoyed the awards and being a part of the national competition.”

Following a host of awards throughout the evening, Lee Jones of Patrick Saddlery was the delighted winner of the Bruce Emtage Memorial Plate for Best in Show. The award was made for Lee’s entry in the Open Saddle class.

“Today has been brilliant,” says Lee. “We always support the competition and really enjoy the challenge of making different products for the various classes.

The job is still very rewarding and there is always room for improvement and trying out something new.”

The Les Coker Millennium Trophy for the Best Entry by an Apprentice went to Tina Madsen in the trainee saddle class. Tina is based in Denmark, being apprenticed with SMS Master Saddler member Jan Guldborg, and is currently training at the Saddlery Training Centre is Salisbury. “This is the first year I have entered the competition and I couldn’t be more pleased. It is brilliant to win and feels very special,” she says.

Lisa Hoskin’s entry in the Open Bridle Class saw her take home the Alf Batchelor Memorial Trophy for the best piece of bridlework .“I am delighted to win the award, and

28

also surprised. The entries were to a very high standard so I am very, very pleased with the win,” says Lisa.

A popular class with the brief of making ‘Any Leather Container’ was the President’s Choice section which included The Society of Master Saddlers’ President, Laurence Pearman, as one of the judges.“The class was wonderful and with so many good entries it was very difficult to make a decision,” he says. “We chose our top four and then really had to scrutinise them to find our final places. The craftsmanship and attention to detail was outstanding.”

Winner of the President’s Choice was Master Saddler Frances Kelly who made a document case.

The Tony Russell Memorial Trophy for the best harness entry was awarded to Jennifer Roy for her entry in the Open Harness Class. Based in Fife, Scotland, Master Saddler and Master Harness Maker, Jennifer has been entering the competition since 2002. “I really enjoy my work and the craftsmanship involved. It is wonderful to go home with a first prize and trophy,” says Jennifer.

For a full list of the night’s winners and runners up, visit www. mastersaddlers.co.uk.

Equestrian Business Monthly | Mar 2013 www.ebmonthly.co.uk

LOOKING FOR ACRES OF PRESS COVERAGE?

SPEAK TO PRESSPOINT When it comes to Equestrian PR and Marketing, PressPoint has been helping its Clients to stand out from the field for a very long time.

Working with Clients who have both big and not so big budgets, we’ve been devising successful marketing and PR campaigns since 1984.

During that time we’ve built the sort of relationships with the equestrian consumer and trade press that will really help to get your product noticed.

And along the way, we’ve developed all sorts of other clever skills too, like producing websites and highly successful e-marketing campaigns, to add to our experience in graphic design and marketing.

But perhaps the best thing of all, we still don’t cost the earth.

To find out more, please call Mark on 01953 852942

enquiries@presspoint.co.uk

Feb 2013 | Equestrian Business Monthly 29 www.presspoint.co.uk www.ebmonthly.co.uk

Trade fair review

Another successful spoga A stable and suitable economy, Germany provides the perfect location to host the equestrian industry’s leading trade fair, which again impressed many key decision makers with its international attendance.

T

his year’s event was once again a success with around 4,000 trade visitors from 53 countries attending.

The international trade fair for equestrian sports was able to confirm its previous year’s results, recording an increase in the number of countries trade visitors’ were travelling from. “This year, spoga horse spring once more presented itself at a stable level,” says Katharina C. Hamma, chief operating officer at Koelnmesse GmbH – the company in charge of running the event. “The trade fair was again well-received as a business platform by the market.

Almost half the visitorswere from abroad. Thus, the spoga horse spring again fulfilled its role as the leading international trade fair for the industry.”

With around 200 exhibitors presenting their new products and trends for the next season, the show was buzzing with energy.

The visitors’ survey confirmed that 80 percent of visitors had a decisive influence on buying or procurement decisions or have a say in them. Almost 82 percent of the respondents were, on the whole, satisfied with what they had achieved with their visit.

Tilman Meyer zu Erpen, vice ptresident of the Federal Association of the German Sporting Goods Industry (BSI), agreed with the exhibitors’ and visitors’ positive conclusions: “The spoga horse spring has impressively proven that even in times of Internet trading, the fair remains an essential information and order platform.

This is where the industry gets together and presents its innovations. We are satisfied with the spoga horse spring and convinced that the fair will provide positive impetus for the autumn business.”

Despite the turmoil on the European market in 2012, the German equestrian sports industry continues to present itself as stabilised and consolidated, creating the perfect location to host such an event.

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they are supposed to fit all kinds of horses.

Retailer Award 2013 This year, the coveted prize was awarded to Reitsport Bentele from Ravensburg. Kubens Reitsport from Weimar took first place in the category Best Small Tack Shop (with a sales area of up to 200 square metres). In the Pro Craftsmanship category it was Reit- und Fahrsport Simon from Schlüchtern that made the running. This year was the first time that the jury awarded a further prize, in the category Shopfitting; this accompanied the fair’s new area of the same name, which highlighted correct lighting and flooring and the emotional and perfectly staged presentation of goods within the shop. The winner of this category was Horsemax from Norderstedt.

In total, 52 equestrian retailers competed across all categories.

Fashion and function Today, equestrian clothing is expected to be repellent to wind, water and animal hair, as well as breathable and light. At the same time, looks are becoming more and more important, as equestrian wear must be fashionable enough to be worn outside the stable too. In the autumn/winter collection for 2013/14, this is ensured by trendy details such as hoods with fur applications.

Regarding colours, blue made its appearance either in vibrant, radiant colours or as a maritime ensemble with white and grey. The natural colours not only boasted the classics brown and black, but also the appetising shades cream, caramel and nougat, as well as silver. One of the most striking materials was leather that

Equestrian Business Monthly | Mar 2013 www.ebmonthly.co.uk

is coated with carbon. It is both stylish and functional.

Boots, mini-chaps and ankle boots were presented in this waterproof, extremely wear-resistant and easy to clean leather, which is at the same time conspicuously beautiful. Regarding saddles, it was again the inner values that counted, particularly the saddle trees. Made adaptable by features such as exchangeable gullet plates,

The numbers Spoga horse spring recorded 197 (spring 2012: 209) companies from 27 (25) countries, with 65 % (64 %) being from abroad. Among them were 66 (69)

exhibitors and 3 (6) additional companies from Germany as well as 127 (127) exhibitors and 1 (7) additional company from abroad.

What to stock for Successful Sales

Spring and summer jackets Comfort, style, price and functionality are all key elements that customers will consider before purchasing any new jacket – casual or otherwise.

Equestrian Business Monthly showcases the industry’s latest ranges and best buys, and tells you how to get your hands on them.

Ladies Team Waterproof Jacket

Ariat Europe Limited Sizes: XS–XL Colours: Navy Materials: Wind & water resistant fabric RRP: £129.99 The smart Ladies Team Waterproof Jacket features stylish colourblocking and a two way zipper for ease of wear. Ideal for wearing in unpredictable climates, the lightweight jacket is fully lined with a wind and water resistant outer fabric. The detachable hood is designed to fit over a helmet to keep riders warm and dry on rainy days.

C

olours play an important role throughout the seasons, with spring bringing the first injection of colour into the collections – and giving customers an excuse to buy something new. A Carefully thought out window display is the first port of call when attracting new shoppers; however failure to change it regularly could leave you with a bad name.

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 to attending outdoor events and riding – so jackets must not be restrictive, particularly around the back and arms.

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 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.

The competition jacket much equally keep the wearer cool and not hinder performance. With many styles and colours available, a good selection is mandatory.

Less flexible in colours than the casual jacket, many riders are finding ways to personalise their clothing with bling buttons, collars and cuffs. Ranging wildly in price, retailers need to carefully consider their clientele before ordering in lots of stock.

TowneNd Gareeb Quilted Jacket

Caldene Hargrove

Sizes: 8-16 Colours: Rustic red, navy Materials: Nylon, polyester RRP: £60.00

Sizes: S-XL Colours: Black, ruby Materials: Nylon RRP: £69.50

This jacket offers the perfect country casual look. It is a semi fitted quilted jacket with front popper fastening and stylish back popper vents. All poppers feature antique chrome silver T branding, which sets this jacket apart from the competition and finishes the classic look.

Two front pockets and a high neck collar add to the look.

Machine washable.

The new Hargrove is a lightweight, waterproof fitted jacket that is great for the changeable spring weather.

Battles

Matchmakers International

Mar 2013 | Equestrian Business Monthly www.ebmonthly.co.uk

31

LET’S TALK PRODUCTS

Cesar Raincoat

Sherman Gilet

Sizes: S-XXL Colours: Dark Khaki, pebble Materials: AquaDry polyester RRP: £100.00

Sizes: S-XXL Colours: Pebble, black pepper Materials: Insect repellent NosiLife Polyamide RRP: £70.00

Craghoppers

This useful lightweight summer raincoat makes an easy cover up on showery days.

The classic styling means it is perfect for town or country alike. With plenty of pockets and a roll-away hood, the jacket has a 744g weight, adjustable cuffs and a brushed inner collar.

Craghoppers

This men’s multi pocket performance gilet, featuring permanent insect repellent, has a stand up collar and essential Dry Bag. With a 400g fill, ventilated back and UPF0+ SolarShield sun protection, the gilet also has a full length zip.

Foxton Tweed Riding Jacket Equetech

Sizes: 32-48 Colours: Navy, gold and canary over checks Materials: 100% pure new wool RRP: £122.95 This exquisite timeless jacket with subtle navy gold and canary over checks, incorporates double back vents for a flattering outline on the horse.

The jacket also ensures optimum seam positioning to flatter all figures.

Foxxie Tweed Waistcoat

Ladies Quilter Jacket

Harry Hall Darwen

Sizes: 10-18 Colours: Green tweed with mocha/gold over check Materials: Polyester, wool, cotton moleskin RRP: £96.95

Sizes: S-XXL Colours: Khaki Materials: Polyester RRP: £92.50

Sizes: S-XL Colours: Black Materials: Polyester RRP: £53.50

This classic quilted jacket features a modern twist and deep cord lined collar.

The two practical deep hand warmer pockets can be accessed via an Equetech press stud.

The jacket is a great lightweight addition for all year round.

New for Spring 2013 is the Darwen from the Harry Hall menswear collection. The Darwen is a fashionable sandwich quilted jacket that has a zip front fastening with a poppered placket, two front pockets and an extra zip pocket. The inner collar is also lined with cord. This is a practical jacket that could be worn on numerous occasions.

Equetech

An attractive tweed lapel waistcoat that is ideal for country pursuits as well as showing; the Foxxie Tweed Waistcoat is beautifully tailored and flatters all figures.

It has an adjustable half belt to back and chunky buttons.

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Equetech

Equestrian Business Monthly | Mar 2013 www.ebmonthly.co.uk

Matchmakers International

LET’S TALK PRODUCTS

Harry Hall Henshaw

Alma Quilted Jacket

Daisy Quilted Jacket

Sizes: S-XL Colours: Navy, berry Materials: Polyester RRP: £64.50

Sizes: 10-20 Colours: Dark violet, purple blue Materials: Polyester, nylon RRP: £64.99

New for Spring 2013 is the Henshaw Jacket from Harry Hall. The Henshaw is a waterproof jacket with taped seams; the belted design helps to emphasize the waist. A detachable hood makes it a versatile choice for all spring weather. It has two front pockets with side entry and a contrast colour lining. A perfect coat for the unpredictable British summer.

An elegant and stylish quilted jacket, the Alma is available in two vibrant colourways this season. Finishing touches include fine cord trim to side panels, fall collar and back tabs, contrast branded resin snaps, internal wallet and phone pockets, new vivid floral printed lining, branding patch to back neck and vents to back with snap fastening.

The jacket is machine Washable and has a YKK zip and phone pocket.

Sizes: 10-20 Colours: Flamingo, pearl, midnight, powder blue Materials: Nylon, cotton, polyester RRP: £69.99

Millennium Show Jacket

Unisex Blouson Jacket

Just Togs Zahara Jacket

Sizes: Men’s 36-46, ladies 8-18 Colours: Black, grey, red, navy Materials: Nylon, spandex RRP: £150.00

Sizes: XXS-XXL Colours: Navy Materials: Microfibre RRP: £70.00

The jacket is a fusion of practicality, formality and cutting edge innovation, offering the ultimate in sportswear performance for the modern rider.

Made from a revolutionary three layer Soft Shell laminated fabric which offers multifunctional protection from the elements whilst being stretchy allowing it to mould to the contours of your body, the jacket allows perspiration to evaporate keeping the wearer comfortable and dry.

The John Whitaker Unisex Blouson is a new stylish, microfibre jacket suitable for casual wear and riding. This showerproof jacket is lightweight and features the full front zip and side pockets with the red, white and blue elastic on the cuffs and waist line. This jacket will be an essential item to the equine wardrobe.

Sizes: XS-XXL Colours: Dark grey Materials: Polyester, spandex, poly fleece RRP: £49.99

Matchmakers International

John Whitaker international

Jack Murphy

Jack Murphy

John Whitaker International

Bring a dash of colour to your summer wardrobe with the Daisy; a stunning quilted jacket with contrast binding along centre front, hem, sleeves and waist pockets, contrast lining in body, classic antique brass buttons to centre front, contrast grosgrain tape in back neck, contrast colour branded embroidery at bottom hem and internal wallet and phone pockets.

The jacket is also machine washable.

Fieldhouse Riding Equipment

A waterproof riding jacket perfectly styled for riding and yard duties. The jacket is water resistant, windproof, breathable and subtly branded. With a fleece lining and zip pockets the jacket is comfortable too.

Mar 2013 | Equestrian Business Monthly www.ebmonthly.co.uk

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LET’S TALK PRODUCTS

Toggi Gallio

Toggi Haydock

Toggi Kendal

Available sizes: 8-20 Colours: Slate, watermelon Materials: Nylon RRP: £80.00

Sizes: XS – XXL Colours: Black, cherry, navy Materials: Polyester RRP: £72.50

Available sizes: XS – XXL Colours: Black, chocolate, olive Materials: Polyester RRP: £70.00

This immensely practical ladies waterproof and breathable shaped lightweight jacket features a hood, zipped pockets, back vents and two way centre front zip for ease of movement.

With shaped sleeves with forward swing, ripstop fabric with taped seams and DWR finish for enhanced performance, the Gallio is the perfect jacket to keep your customers warm, dry and looking good in and out of the saddle.

A waterproof and breathable unisex blouson, the Toggi Haydock will be a welcome addition to any wardrobe this season. Ensuring your customers are prepared for summer showers or chilly evenings, this lightweight jacket features adjustable velcro cuffs, zipped pockets and MP3 features. Also features a discreet internal zip for embroidery and personalisation.

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, country loving gentleman.

Toggi Lavello

Toggi Newbury

Sizes: 8-20 Colours: Calico Materials: Polyester RRP: £90.00

Sizes: XS – XXL Colours: Fuchsia, navy Materials: Polyester RRP: £55.00

R160X Reversible Storm Stuff Jacket

Your customers will be styled to make an impact this summer with the luscious Lavello ladies cropped trench jacket from Toggi. This stylish waterproof and breathable jacket features a waist adjusting draw cord to ensure the most flattering fit and a concealed zip for understated elegance. The trench coat styling includes epaulettes, gun flaps and cuff adjusters, exquisitely finished with a luxurious satin print lining.

With taped seams and Durable Water Repellent finish, the Lavello offers stylish protection, all season long.

The Toggi Newbury blouson jacket is fully waterproof and breathable with fleece lining and taped seams to keep pony mad kids warm and dry, throughout many a spring shower! With a peached soft outer fabric, elasticated, adjustable cuffs, welt pockets with zips for security and an internal zip pocket, the Newbury also features an invisible internal zip at back to allow access for additional embroidery and personalisation.

Finest Brands International

Finest Brands International

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Finest Brands International

Finest Brands International

Equestrian Business Monthly | Mar 2013 www.ebmonthly.co.uk

Finest Brands International

Result Clothing

Sizes: S-XXXL Colours: More than five Materials: Polyester, PVC coating RRP: £32.00

The ultimate ‘all-year-round’ waterproof jacket, is a high quality garment that offers two jackets in one by having a plush 280g/m² fleece on one side and a fully waterproof with taped seams on the other. It features a concealed hood in the collar, four side pockets and elasticated cuffs. The kids’ R160J and teen’s R160Y versions are available in sizes 2-3yrs, 3-4yrs, 5-6yrs, 7-8yrs, 9-10yrs 11-12yrs and 13-14yrs.

LET’S TALK PRODUCTS

Mark Todd Blouson

Mountain Horse Oakley

Sizes: XS-XL, child 6-14 yrs Colours: More than four Materials: Nylon, polyester, fleec RRP: £58.50, child £40.99

Sizes: XS-XXL Colours: Navy, summer red, atlas green Materials: Polyester RRP: £125.00

This versatile blouson is perfect for wearing on the yard or in between classes at shows and events. Featuring a fleece lining with a high, fleece lined collar, the jacket has an internal zip in the lining at the back of the jacket to allow access for team embroidery if required.

This lightweight, waterproof ladies jacket has quilting on the shoulders, an adjustable waist and a Mountain Horse logo on the chest for style, plus a two-way zip and rear riding vents for comfort in the saddle.

Westgate EFI

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

Horsemasters Distribution

Battles +44 (0)1522 529206 www.battles.co.uk Craghoppers +44 (0)1617 491300 www.craghoppers.com Equetech +44 (0)1296 688966 www.equetech.com Fieldhouse +44 (0)1922 638094 sales@fieldhouse.co.uk Finest Brands International +44 (0)1132 707000 info@fbi-ltd.co.uk

Urban R190X Dax Down Feel Gilet

R111M&F Urban Fell Jacket

Sizes: XS-XXL Colours: Black/orange, espresso/orange Materials: Microfibre, nylon, polyester RRP: £40.00

Sizes: S-XXXL, ladies 8-16 Colours: Black, navy, royal, moss Materials: HydraDri nylon taslon RRP: £42-45.00

This luxurious, highly fashionable unisex down feel gilet offers incredible body warmth but without the weight. The impressive HydraDri waterproof layering garment is a pleasure to wear and offers excellent insulation. It is windproof, waterproof and has a deep hood and full front zip.

The R111M&F Urban Fell Jacket is a contemporary styled multi-functional jacket, which has been designed to be lightweight without comprising on its technical benefits and overall protection. Available in male and female style options, it offers exceptional waterproof and breathable performance to keep the wearer dry and comfortable while on-the-go.

Result Clothing

Horsemasters Distribution +44 (0)1462 432596 www.mountainhorse.co.uk

Result Clothing

Jack Murphy +44 (0)1768 867590 www.jackmurphy.eu John Whitaker +44 (0)1706 340500 www.johnwhitaker.com Matchmakers International +44 (0)1274 711101 www.matchmakers.co.uk Result Clothing +44 (0)1206 865605 www.resultclothing.com Westgate EFI +44 (0)1303 872277 www.wefi.co.uk

Mar 2013 | Equestrian Business Monthly www.ebmonthly.co.uk

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BUSINESS ADVICE

Welcome to the family The search to find a new recruit to join your existing team can be daunting, particularly in the current economic climate with so many applicants applying for the same job. Emma Dyer from Equine Careers provides some helpful tips to bear in mind while short listing prospective candidates.

Initial considerations

closely matched extracurricular activities will build the bigger picture, enabling employers to distinguish between candidates.

■ The importance of the job and person specification ■ The team they are going to be joining ■T he level of salary on offer vs the candidate’s expectations ■ Qualifications vs experience

Understanding qualifications Considering a graduate for a suitable role can pose an extra headache for employers as they enter the minefield that is deciphering between the courses candidates have completed, and which one is most relevant to the business at hand and the role on offer. There is a far wider range of courses now on offer for those looking to specialise in the commercial side of the equine industry. Such courses include Equine Business Management, Equine Science, and International Business and Administration.

Such Programmes may consist of, but are not limited to:

First and foremost, your person specification will ensure you keep your search clear and concise at the initial hurdle, it can be very distracting when faced with a variety of candidates all keen for the opportunity of an interview, with so many different skills and achievements at your disposal.

The use of a person specification as well as a job description is most helpful. A person specification describes the requirements a job holder needs to be able to perform the job satisfactorily. These are likely to include: ■ Education and qualifications ■ Training and experience ■ Personal attributes/qualities

“ A job description describes the job; a person specification describes the person needed to do the job.

A person specification can, therefore, form the basis for the selection of the most suitable person to fill the job.”

After the initial short listing, a more detailed analysis of the candidates will commence.

Dependant on the level of the available vacancy, previous employment or work experience/ education, will play a large part in forming the bigger picture of a candidate for any potential employer.

It is also a valuable trait to learn to look further at each candidate, on a personal level.

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Particularly transferable skills and extracurricular activities, which could include, volunteering, fundraising or event management for the local riding club for example, shows evidence of a good team player, a willingness to make additional contacts, demonstrating their strength within their local community, to go the extra mile without personal gain, being well organised and a good communicator at many levels.

Old name or new talent?

Equally the requirements of each employer will differ, some prefer to lean towards candidates who have already worked in the trade, to build on existing

Equestrian Business Monthly | Mar 2013 www.ebmonthly.co.uk

contacts and experience, others prefer to employ candidates from outside the trade, training them to the company’s individual yet exacting standards, without any pre conceived ideas or methods.

Either way, there is always an abundance of candidates ready and waiting for the next available vacancy and challenge, particularly those having recently graduated.

When recruiting for a junior role, the candidates will have little or no employment history to review, this is when employers rely heavily on understanding the qualifications and courses candidates have undertaken, calculating the relevance of one from another very closely matched. A well constructed CV, a relevant work placement and

■ Applied Equine Nutrition ■ Marketing Principles ■ Business Enterprise ■ Business Planning and Control ■ Strategic Marketing ■ Financial Planning and Decision Making ■ Marketing Development in the Equine Industry ■ L eadership and Management ■ Equine Event Management ■ Academic and Professional Skills ■ Project Planning and Implementation ■ Human Resource Management ■ Equine Law ■ Statistics and Survey Methodology ■ Managing Career Development ■ Equine Sports Medicine ■ Equine Anatomy and Physiology With these in mind, it is worth considering the work experience of each candidate. Dependant on the University they attended, they will have been required to complete a certain amount of work experience as part of their course, and this can range from a four week placement to a 20 week placement. Some students

If you’ve just expanded or business is booming we’d love to hear about it: editorial@ebmonthly.co.uk

will have secured a role closely matched to their course, others may have had to stretch away from their specialist subject.

Care should be taken not to confuse those closely matched courses which are more practically based and gear candidates towards a more hands on role such as Equine Studies.

These courses concentrate more on the practical care and management of the horse, without any business or marketing modules within the programme.

Having decided on a final shortlist of candidates to interview, a potential employer may decide on an initial telephone interview. It provides a perfect opportunity to discuss the role in more detail, and most importantly hear how engaging the potential candidate is on the phone, how prepared they are and if they have completed any background research on the company/business prior to interview.

sharp end

Emma Dyer Equine Careers offers vacancy advertising, management and recruitment. The site is dedicated to office and professional vacancies and appointments within the equine industry, covering all sectors of the market from sales, administration, marketing, accounts, business development, HR, media, PR, and college lecturers nationwide. It also covers all field from nutrition to transport, stable manufacturers to retailers and suppliers.

At the

Mike Potter provides sales & retail ct him on mpotter@talktalk.net Conta training for equestrian retailers.

E

arly feedback is that Christmas and New Year trading was acceptable with a decent amount of shops having had very good trading in the last week before Christmas. There will be exceptions to this both ways – several shops have shut down and some had their best trading ever.

Nearly everyone concedes that 2013 will be another tough year, with some optimistic that they can fight their way through strongly and others admitting in private that this will be the crunch year.

So everyone is looking for ways to improve their business.

Given my varied retail and sales background and fusion of experiences from business to management, I am occasionally asked for advice on how to make

businesses more effective. And that at the end of the day means taking more money.

Forget what the accountants tell you, reducing stock holding is crucial, but you don’t save a business just by cutting back on stock and staff. Eventually you go bust because you don’t have anything to sell or anyone to sell it. The only way to improve a business is take more money.

And don’t believe what the marketing and advertising people tell you. Important as it is bringing more customers into your business (and there are no guarantees that any marketing or advertising activity will) won’t help unless they buy something when they do come in, and a tired dirty shop with no stock, staff,

merchandising etc. will make that unlikely. The only way to save a business is to take more money.

So everyone is looking for the magic bullet to turn their business around. And there is one. But what everyone really means is they want an easy cheap magic bullet – and there is not one of those. And this is not easy because it means working hard, not cheap because unless you know how to do it you will have to pay someone who does.

But it is simple in principle.

Just run every single tiny bit of your business efficiently and effectively. All of it, from changing the toilet roll to ordering. Every last display needs to be planned and thought out and then changed regularly.

Every member of staff must be motivated and committed, especially to making sales. Stock levels must be spot on, just like the bears’ porridge ‘not too hot, not too cold’.

The same if you are a supplier.

You have to have the right stock at the right time, for your customers’ needs, not yours. Every sales call by rep or telesales person needs to be planned and part of a well thought out targeted sales campaign.

The rep needs to be professional from appearance, to time keeping, to understanding the stages and pace of a sales call. Turning up scruffy and talking about their horse for an hour will no longer cut it.

So it’s simple really, to survive you must take more money and to do that you just have to do everything 100% right. And that’s the hard part.

Mar 2013 | Equestrian Business Monthly www.ebmonthly.co.uk

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CURRENT AFFAIRS CURRENT AFFAIRS CURRENT AFFAIRS CURRENT AFFAIRS

The best of a bad situation The recent horse meat scandal has caused upset and concern to horse owners throughout the country and sadly the interest in these magnificent animals has been due to a negative and distressing situation; however the heightened media coverage can and should have a positive effect on the wider implications of equine welfare. Equestrian Business Monthly finds out how the industry can use this tragedy to benefit horses throughout Europe.

I

n the UK the number of slaughtered horses rose from 5100 in 2009 to 9400 in 2012, almost doubling. In continental Europe, the figure is harder to determine, however overall 65,000 horses are transported on long journeys across Europe to slaughter each year.

With many slaughterhouses within a much closer proximity than those that the horses are travelled to, there are some who believe that these unjust journeys may have been encouraged by our own legislation.

Caroline Nokes, MP for Romsey and Southampton North and former chief executive of the National Pony Society has called on the Government to review its policies on abattoirs, journey lengths, auditing procedures and food labelling, to ensure better practices and greater animal welfare in the future. “It is clear that the current system of transporting long distance is caused by the destruction of the local abattoir sector,” she says.

“That sector has been decimated as a result of EU directive 91/497.

If the UK Government presses the EU to relax this directive, whilst at the same time reinvigorating the artisan abattoirs, animals will not need to travel so far for slaughter.”

As a result of the 1991 EU directive 497, which was heavily criticized by the meat trade and MPs at the time of its imposition, the number of abattoirs in the UK halved in the ten years between 1983 and 1993, with smaller ‘artisan’ abattoirs being the first to close. By 2003 the number had halved again, and as a result animals are now travelling ever greater distances to be slaughtered. By 2015, the number of abattoirs is predicted to be just 200, with only around 100 being small, local ‘artisan’ abattoirs.

Aside from the welfare of the horse, transporting horses can spread disease at an alarming rate. “Longer journeys impair horses’ immune systems and in our regular field investigations in

38

Europe we see a great number of slaughter horses with clinical signs of disease. In a shipment inspected in 2011, 93% of the horses showed clinical signs,” explains Roly Owers, chief executive of Word Horse Welfare (WHW). “All along slaughter routes horses mix together at markets and sales and so can spread disease easily. Britain experienced its first cases of Equine Infectious Anaemia for 30 years in 2010, and two more from the same shipment in 2012. The horses originated in Romania where EIA is so prevalent that the country has been under export restrictions for live horses since 2010. While EIA is no threat to human health, it can be fatal to horses and if a more serious disease like African Horse Sickness where to arrive in Europe, there could be big implications for the equine industry.”

Additional concerns “Thousands of horses are put to sleep each year because they are not required for the racing industry, are injured, lame, sick or have simply reached the end of their natural lives,” says Caroline.

“The cost of disposal via a vet can

Equestrian Business Monthly | Feb 2013 www.ebmonthly.co.uk

be beyond the means of some, whereas the meat trade can offer a more cost effective way of disposal.

This is no secret to the equestrian world because the meat is mostly used in dog food. However, there should be no secret crossover of horse meat into the human food chain, and people should not be duped into eating horse meat believing it to be beef! There is

“ There are a number of issues which need explaining and investigating. These include how the meat supply chain is structured, how the equine passport system does or does not work to assure traceability, and finally issues over the equine drug Bute.” anger because consumers have been deceived and now responsible

horse owners may suffer as a result of greed of those willing to dupe the consumer.”

As the scandal continues to unwind, contaminated products are widespread. Food officials say that horses were slaughtered in the UK and their meat sold to takeaways all over the country. The burgers were labelled as beef and the kebabs as lamb. The revelation raises fresh fears that consumers could have been damaging their health by eating tainted beef, after it emerged that last year nine horses tested positive for the drug ‘bute’, which can be harmful to humans.

The contaminated meat was found to have come primarily from a factory in Ireland, which apparently sourced its ‘beef’ from Poland. Frozen-food firm Findus are also among those affected with their beef lasagne found to contain almost entirely all horse meat.

“There are a number of issues which need explaining and investigating,” says Caroline.

“These include how the meat supply chain is structured, how the equine passport system does or does not work to assure traceability, and finally issues over the equine drug Bute. Bute is a commonly used equine drug which was also once available for human use. It is of great benefit to horses and there is now concern that the unscrupulous supply of horse meat containing Bute will lead to the banning of a legitimate drug.”

Roly goes on to explain: “We have no opinion on the eating of horse meat – it is a personal choice, but people should be aware of the welfare implications especially if the meat comes from Europe.”

Fattening horses to the point of obesity before slaughter is also prevalent in certain countries, yet there are no legal regulations that prevent this. “There is a real welfare issue here as, in addition to the health risks associated with obesity in horses, they are even more unfit to travel the long distances to slaughter,” explains

CURRENT AFFAIRS CURRENT AFFAIRS CURRENT AFFAIRS CURRENT AFFAIRS Roly. “These journeys can last for days on end with little food, water or rest and would challenge even the most fit and athletic horses.

Their journeys are made even harder by the fact that there is inadequate space on the vehicles to accommodate their large size and we see terrible red-raw friction and rubbing wounds on these horses.”

Now is the time “We’ve made a lot of progress, but never as much as we’d like,” says Roly. “Thanks to our supporters, the number of live horses transported on these journeys has more than halved over the past decade, from 165,000 in 2001 to 65,000 in 2010 (we are still analysing data from 2011). Our campaign has also helped to introduce individual partitions in lorries to help prevent horses fighting and trampling each other. But we still need a short, maximum journey limit of 9-12 hours which is in line with the opinion of the European Commission’s own scientific advisors (the European Food Safety Authority) who

have said that horses should not be transported to slaughter for longer than 12 hours, because evidence shows they suffer health problems and their immunity declines on longer journeys.

“However, we can use this opportunity to highlight the welfare problems in the trade and the need for a short, maximum journey limit and increased space allowance. We can also call for the EC to introduce better labelling and traceability of horses. Currently, regulations require that cattle are traced from ‘farm to fork’ and their labels show country of origin. This law is being extended to sheep, goats, pigs and poultry – but not to horses. We believe it must include horses, and the EC is due to produce a paper later this year on whether other species should be covered.

“In the UK, we can push for a better, simpler passport system that is more easily enforced and difficult to abuse. Part of this should be the introduction of a new and improved Central Equine Database (CED) which will greatly

EQUINE TRADES AND PERSONAL INTEREST This month Julie Butler is tackling the tricky divide between hobbies and business.

VAT and special purpose yards The basic interpretation by the equine industry was that all liveries are VAT free, i.e. they are exempt. The understanding failed to emphasise the need for conditions to be met and the VAT status of special purpose yards. It also failed to point out that a genuine grass livery, where the grass livery is the predominant supply and any minor amount of services is ancillary, is actually zero rated.

A special purpose yard is, for example, a dedicated dressage, eventing, showjumping, showing yard, if a horse owner and livery user has gone to the yard for that special purpose, (i.e. not just a livery yard), then it cannot be argued that the stable is the principal supply.

Therefore the overall supply is standard rated and not exempt.

help enforcement agencies and welfare charities protect horses.

Funding for the previous National Equine Database was withdrawn

by DEFRA in September 2012.

While this database was not perfect by any means, it did facilitate enforcement and served as a template for mapping and prevention planning for equine disease spread. The British Equestrian Federation (BEF) has been leading efforts to get a new, improved CED off the ground.”

There is currently no deadline for shorter journey times to be reviewed, but it will certainly not be any sooner than 2015.

However, last year the European Parliament voted overwhelmingly for the Regulation to be reviewed, but there is no mandate for this in the Council comprised of member states. “We will continue to press our case and raise awareness among key member states to help persuade them of the need for change,” concludes Roly.

purchase and sale price. A horse or pony which has previously been owned by somebody else is second-hand. A horse or pony which you have bred and are selling for the first time is not second-hand, regardless of how

much work or experience you have put into preparing the horse for sale. If VAT is shown separately on the purchase invoice for a horse or pony you have bought, you can’t use the Margin Scheme when you sell the animal on.

The farming/equine hobby moves to business Many equine projects can start as a hobby and move to business status and this can bring a VAT problem.

Where a business has recovered no original VAT on the basis that the initial intention was to use the goods or services for wholly non-business or private use the expense is not a business cost. No input tax can ever be recovered regardless of any subsequent business use.

“Second hand” horses and VAT VAT registered horse businesses have to charge VAT on the sale of a horse.

A farmer/landowner can sell horses and ponies which are “second-hand” under the VAT Margin Scheme. The scheme allows for VAT to only be due on the difference between the

Julie Butler F.C.A. is the author of Tax Planning for Farm and Land Diversification, Equine Tax Planning, and Stanley: Taxation of Farmers and Landowners.

Mar 2013 | Equestrian Business Monthly www.ebmonthly.co.uk

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ON THE MARKET PRODUCT

Environmentally friendly

Infinity BUFF is made from 58cm of organic cotton grown to reduce the use of chemical pesticides, herbicides and fertilizers. With eight colourways, the dying techniques means each garment is unique. As with all BUFF products made using sustainable fibres, one percent from the proceeds of sales will be donated to a non-profit organisation that works for the environment.

RRP: £26.00 - £33.00.

Buffera: +44 (0)1707 852244 www.buff.eu/environment PRODUCT

And relax

The Serenity Ultra Calm supplement helps to induce calmness, with magnesium which is now well proven to have a considerable calming influence on horses. The supplement includes Magnesium Fumerate and Magnesium bound to a protein, making it very available.

A 1.5kg tub will last the average horse around 40 days.

Equimins: +44 (0)1548 531770 www.equimins.com PRODUCT

Naturally different

PRODUCT

Wax lyrical

The quilted wax Philomena jacket in delicious new port colourway is new from irresistible Irish country and lifestyle clothing brand, Jack Murphy, which has once again set the standard for winter country fashion.

Priding itself on creating fashion forward clothing for country living, Jack Murphy has created a collection for Autumn/Winter 13 that is second to none in the country style stakes.

The Philomena, a distinctive and exceptionally snug quilted wax featuring full faux fur lining and collar presents the ultimate in functional luxury this season – a fine example of Jack Murphy’s clever approach to country fashion. Clever detailing meets fabulous fabrics uniquely assembled to present a fashion option that is as substantial as it is stylish.

Available in the new colour (pictured) the Philomena is finished with a flattering elasticated waist panel at the back providing cosiness without the added bulk that you might expect from a fully faux fur lined jacket.RRP £174.99

Jack Murphy: +353 (0) 18414200 marketing@jackmurphy.ie PRODUCT

A spring saviour

Max Strength Fly Repellent is a triple strength natural formula which complements the existing ranges. Max Strength is the strongest natural fly repellent , which enhances the coat’s natural shine.

It contains citronella oil and is HSE approved. It contains no FEI listed banned substances and gives the ultimate protection against all flying and biting insects while aiding itch related problems.

RRP £11.99 500ml.

The No Fill Detachable Neck Turnout Rug is filling free, with a 1200 denier outer which is waterproof and breathable, large shoulder gussets, a large tail flap and reflective strips. The rug has removable leg straps and sits higher on the horse’s neck/shoulders to prevent rubbing.

Available in sizes 5’3” – 7’6”. RRP: £75.99, currently available for £59.99.

Fly Away: +44 (0)1384 877857 www.flyaway.ltd.uk

Swish Equestrian: +44 (0)1904 264930 www.swish-equestrian.co.uk

PRODUCT

Fluffy and light

PRODUCT

Bags of style

Nedz Advance is a pelleted bedding that expands, without the need to add water, into a soft, fluffy and dust free bed. For those with weak or sensitive feet, and even those suffering from respiratory problems, Nedz Advance provides a supportive bedding.

Suitable for those that are stabled for long periods. Available in 15kg bags.

RRP: £7-£8.50.

Tayberry’s new Meryl Tweed Handbag is from the company’s SS13 collection.

The Meryl material is made using wool mix tweed featuring mocha, purple, pink and pale blue. The structured bag has magenta detail on the corners, handle and detachable shoulder strap, and sports an anti-brass snap fastening flap, single structured handle at the top and logo printed lining.

Available in mocha. RRP: £44.99.

Nedz: +44 (0)1254 677762 www.nedz.co.uk

Tayberry: +44 (0)1507 524816 www.tayberry.co.uk

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Equestrian Business Monthly | Mar 2013 www.ebmonthly.co.uk

My favourite...

Equestrian Business Monthly asked readers about items that they have been impressed with and why. Below are a few of the top choices.

Ed’s pick

North Face Nuptse Vest I’ve owned it for about three years and it’s still in great condition, despite being worn to the yard, out and about at events and during the snow! It’s warm, has large pockets and a handy internal zip pocket which is great for me as I’m always losing my phone and keys! The filling is generous and even thought it’s been through the washing machine it’s still nice and full.

RRP: £130.00

Amy Wicks

Danielle Robinson

Mountain Horse Dakota jacket

Ariat Derwent Boots

I was attracted to the coat by the colour first and then the nice fitted style. I’m quite petit and some brands swamp me, but this fits perfectly. I mainly use it for being out on the yard and hacking, but have worn it out in public and intend on wearing it to shows this year.

I have been wearing Ariat boots for years and have tried lots of different styles but I think this one is my favourite. The boots are easy to get on and off and can be worn while riding or popping into the shops. I especially like the buckle as it adds something different.

RRP: £115.00

RRP: £189.99

Lauren Calvert Tottie Pattern gloves

I only bought these this year, but I really like the pattern on them, which is a series of hearts. They’re knitted so nice and soft and great for keeping my hands toasty. The price is also acceptable.

RRP: £8.50

Stephanie Lewis

Toggi Cody breeches I ride a lot so comfort and practicality is a big thing for me when buying new jods or breeches. These have a great grip and they seem to stop the rain from soaking right through, unlike so many that get soaking wet and stick to your skin leaving your legs a little blue by the time you take them off.

RRP: £79.90

Mar 2013 | Equestrian Business Monthly www.ebmonthly.co.uk

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SUPPLIERS DIRECTORY Abbey Diagnostics +44 (0)1638 552122

Classic Showjumps 0161 765 2010 / 2014

Faulks & Co. +44 (0)1455 848184

Horse Haylage +44 (0)1562 770088

Merial Animal Health Ltd +44 (0)1279 775858

www.abbeydiagnostics.co.uk a

www.classicshowjumps.com

www.wmfaulks.com a Fly Away +44 (0)1384 877857 www.flyaway.ltd.uk

www.horsehaylage.com a

www.merial.com

www.horseswithattitude.co.uk

www.mirrorsfortraining.co.uk a

Abbey Saddlery and Crafts Ltd +44 (0)1565 650343 www.abbeysaddlery.co.uk a

Acorn Developments +44 (0)1432 276600

www.acorndev.co.uk

Allen and Page +44 (0)1362 822900 www.allenandpage.com a

Andis Company +1 262 884 2600 www.andis.com

Andover Healthcare, Inc. +1 978 4650044 www.andoverhealthcare.com a

Animal Health Company Tel - 01787 476400

www.equinehealthandherbal.co.uk a Arden Wood Shavings +44 (0)1675 443 888 www.ardenwoodshavings.co.uk

Aubiose +44 (0)7739 165083 www.aubiose.co.uk

B Jenkinson & Sons Ltd +44 (0)1924 454681 www.elico.co.uk a

Baileys Horse Feeds +44 (0)1371 850247 wwwbaileyshorsefeeds.co.uk a

Barnsby +44 (0) 1922 621676 www.barnsby.com

Bedmax Shavings +44 (0) 1922 621676 www.barnsby.com a

Black Country Saddles +44 (0)1668 213 467 www. bedmaxshavings.com

Brinicombe Equine +44 (0)8700 606206 www.brinicombe-equine.co.uk a

British Horse Feeds +44 (0)1765 680300

www.britishhorsefeeds.com a

Buffera Ltd +44 (0)1707 852244

www.buffwear.co.uk a

Burlerrow Farm Miscanthus +44 (0)1208 841264 www.burlerrowfarmmiscanthus.co.uk

cdVetuk +44 (0)845 512 0423 www.cdvet.org.uk

Champion + 44 (0)113 2707007 www.championhats.co.uk

Charles Owen +44 (0)1978 317777 www.charlesowen.co.uk

Clarendon Equestrian Ltd +44 (0)1825 733361

Clipper Sharp +44 (0)1823 681076 www.clippersharp.comt

ComfyBed +44 (0)1202 593601 www.ecocomfybed.co.uk

Cox Agri +44 (0)845 600 8081 www.coxagri.com a

Creative Equine Marketing +44 (0)780 3728646 www.creativeequinemarketing.co.uk

Dodson and Horrell +44 (0)1832 737300 www.dodsonandhorrell.com a

Dog Rocks +44 (0)1628 822 243 www.dogrocks.co.uk a

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

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

Earlswood Supplies +44 (0)8450 171351

www.earlswood-supplies.com a

www.friendshipestates.co.uk a

Fynalite +44 (0)1789 764848 www.fynalite.co.uk

Gain Horse Feeds +44 (0)7912 197000 www.gainhorsefeeds.co.uk

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

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

a The Grand Plan Consultancy Limited (GPC) +44 (0)1608 654040 www.thegpc.co.uk

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

Griffin Nuumed +44 (0)1458 210324

ww.eqlife.co.uk

www.nuumed.co.uk a Harold Moore +44 (0)114 2700513 www.haroldmoore.co.uk a Haybar +44 (0)1723 882434 www.haybar.co.uk a HaySoft +44 (0)1277 375647 www.haysoft.co.uk

Equi-Ads +44 (0)1738 567700

HeadStart Media Ltd +44 (0)1449 722505

www.equiads.net

www.headstartmedia.co.uk

Equimat +44 (0)1536 513456

Hemp Technology Ltd + 44 (0)1986 835678

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

eGlove +44 (0) 1491 280089 www.eglove.co.uk

EQ Life Magazine +44 (0)1953 852946

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

Hucklesby Associates +44 (0)1362 696309

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

Jack Murphy +44 (0)1768 867590 www.jackmurphy.co.uk

Jamie Hall Photography +44 (0)7717 476792 www.jamiehallphotography.co.uk

Kate Negus +44 (0)1249 740590 www.katenegus.com a

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

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

Kozi Kidz +44 (0)1302 746680 www.kozikidz.co.uk a

Lets Talk Horses + 44 (0)1953 850678 enquiries@letstalkhorses.co.uk a

Life Data Labs Inc +1 256 3707555

www.LifeDatalabs.com a Likit For orders Westgate EFI +44 (0)1303 872277 www.likit.com a

Littlemax +44 (0)1668 213467

www.equinespeedskip.com a

www.lpdlpd.co.uk a

www.hiltonherbs.com a

www.lesliesutcliffe.biz a

www.equestrianvision.co.uk a

EquiAmi Ltd +44 (0)1584 891049 www.equiami.com

Equine Management +44 (0)1825 840002 www.equineman.com a

Equisafety Ltd +44 (0)1516 787182

www.equisafety.com a

Exo2 +44 (0)1335 372600

Hilton Herbs Ltd +44 (0)1460 270700

Honeychop Horse Feeds +44 (0)1359 230823 www.honeychop.com a Horse & Jockey Ltd +44 (0) 1981 550467 www.capcover.net a Horsebedding.co.uk Ltd. Tel: 01476 585 973 www.horsebedding.co.uk a Horsefair +44 (0)1264 811425 www.horsefair.co.uk a Horse First Ltd +44 (0)2830 848844 www.horsefirst.net

Equestrian Business Monthly | Mar 2013 www.ebmonthly.co.uk

Nedz +44 (0)1254 677762 My Day Feeds +44 (0)845 6023782 www.mydayfeeds.co.uk

New Equine Wear +44 (0)1172 303700 www.newequinewear.co.uk

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

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

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

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

PressPoint +44 (0)1953 851513

www.presspoint.co.uk a

Pro Mats +44 (0)121 308 6662 www.pro-mats.co.uk

Rima Exports +91 972 1504005 rimaexport@gmail.com a

Robinson Animal Healthcare +44 (0)1909 735000 www.robinsoncare.com a

Rockall +44 (0)121 5558334 www.rockall.info a

Rockies +44 (0)1606 595025 Rugs R Us +44 (0)7969 659894

www.heavenlyhorse.co.uk a

Equestrian Supplies +44 (0)1254 831645 a Equestrian Vision +44 (0)1403 865320

www.naf-uk.com a

LPD Tel: 0121 580 0880

www.hemptechnology.co.uk a

Heavenly Horse +44 (0)1724 721872

Natural Animal Feeds +44 (0)800 373106

www.rockies.co.uk

www.equimat.co.uk a

Equine Speedskip +44 (0)1989 769435

Mirrors for Training +44 (0)1902 791207

www.nedz.co.uk www.hucklesbyassociates.co.uk a

www.littlemaxshavings.com

www.clarendon-equestrian.com www.exo2.co.uk

42

Friendship Estates +44 (0)1302 700220

Horses with Attitude +44 (0)1274 852139

LS Sales (Farnam) Ltd +44 (0)1608 683855

www.equirugsrus.co.uk a

Saracen Horse Feeds + 44 (0)1622 718 487

Spartan Equestrian Products +44 (0)1474 705065 www.spartanequestrian.com Spoga + Gafa +44 (0)208 6818166 www.spogagafa.com

Sportmark by Signam +44 1926 417300 www. sportsmark.co.uk a Stable Safe +44 (0)7500 091650 www.stable-safe.com Stormsure +44 (0)3333 441500 www.stormsure.co.uk

Studsafe +44 (0)28 406 22658 www. studsafe.com a

Taurus Footwear and Leathers Ltd +44 (0)1328 851432 www.taurusfootwearandleathers.co.uk a

Tirus Equestrian +44 (0)1603 720148 www.plod.co.uk

Toggi +44 (0)113 2707007 www.toggi.com

Tony Fernandes +44 (0)1142 620899 www.tonyfernandesdesign.com Top Paddock +44 (0)1469 563995 www.top-paddock.co.uk a

Trelawne Equine Ltd +44 (0)8442 578585

www.trelawneequine.co.uk a

Unicorn Leather +44 (0)1883 382310

www.unicornleather.co.uk aa

Vale Brothers +44 (0)1239 614648 www.kbf99.co.uk a

Verdo +44 (0)1264 342 009 www.verdorenewables.co.uk a

Virbac Animal Health +44 (0)1359 243243

www.equimax-tabs.com a

W F Young, Inc

www.saracen-horse-feeds.co.uk +001 413 526 9999 a www.absorbine.co.uk Seaquim a Magic Brush +353 (0)8623 64609 Wahl info@magicbrush-online.com www.seaquimequine.net +44 (0)1227 740555 www.magicbrush-online.com a Showing World www.wahl.co.uk a Maquien Design +44 (0)5601 301216 Westgate EFI Ltd +44 (0)8000 925699 www.showingworldonline.co.uk a +44 (0)1303 872277 www.maquiendesign.co.uk a a Silvermoor

Maxavita +44 (0)8450 752754 www.maxavita.com a

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

Measom Freer +44 (0)116 2881588

www.measomfreer.co.uk

+44 (0)1665 602587 www.silvermoor.com a Smart Cart www.smartcartsuk.com a Smart Grooming +44 (0)1823 681076 a Solocomb +44 (0)1235 511358 www.solocomb.co.uk

Westgate Labs +44 (0)1670791994

www.westgatelabs.co.uk aa

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

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

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