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EQUESTRIAN www.ebmonthly.co.ukuk

Bringing buyers & suppliers together

Sept 2015 Issue 158

Let’s talk products

Yard tools and equipment Inside...

brilliant Bedding

Market trends & product development

product watch New on the market

ask the experts

View our brand new AW15 Collection now on line www.sherwoodforestltd.com 2

Equestrian September 2015 Business www.ebmonthly.co.uk

Inside this issue...

4 News

The latest industry round up

32 Company Profile

8 Company Profile

The Animal Health Company

10 Product Watch

A cut above

12 Special Report

Lies, damned lies, and statistics

IV Horse

New and interesting stock

Healthy Horse Week launches

13 Launch It

Brand new to the market

34 Clippers 37 Business Matters 38 Q&A

Hi-viz in the hot seat

39 Ken Lyndon-Dykes Operation stack

40 Ask the Expert Cashflow and optimised websites

44 Let’s Talk Products

14 bedding

Market trends and product development

22 Career Insights

Stable and yard tools and equipment

49 Suppliers Directory

Movers and shakers

Contacts at a glance

24 Worming

50 Interview

A foundation for good worming practice

Five minutes with Nicky Townsend

EQUESTRIAN Managing Editor

Production

Vanessa Britton Vanessa@ebmonthly.co.uk

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

Content Editor Cathy Wood +44 (0)1953 852941 editorial@ebmonthly.co.uk

Advertising Sales

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

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

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 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.

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

enquiries@ebmonthly.co.uk www.ebmonthly.co.uk Front cover image: Courtesy of Fynalite

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Forward features

Available NOW To request a copy email enquiries@ebmonthly.co.uk September 2015 www.ebmonthly.co.uk

Equestrian Business

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

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

FORWARD FEATURES October ❚ Feeding: stocking up for winter

❚ Christmas Gift Guide ❚ Stable & Yard: biosecurity & pest control

❚ Let’s Talk Products: Winter rugs

November ❚ Winter ailments ❚ Keeping the customers warm ❚ Let’s Talk Products:

C

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June 2015 Issue 155

Talking Tack

Changing fashions

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Bringing buyers & suppliers together

Inside...

Hoof & Leg care

Let’s taLk products

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Expert Advice

Bringing buyers & suppliers together

Saddle pads and girths

July 2015 Issue 156

bEST of bRITISh

companies revealed

Inside...

product watch Eye catching items

grooming & coat care Stock tips and advice

cARR & dAy & mARTIN 250 years

Diversification

Bulking up Sales seasonal supplements A fast moving market

caring for veterans

Health & diet advice

30

yEARS of fyNAlITE

Our media pack and a full list of features for 2015 is available.

To get your hands on either of these, email: allison@ebmonthly.co.uk Furthermore, give us a call and see what we can do for you over the next 12 months.

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to go riding so I wanted to run a business focused tweetup that was in normal working hours for the UK and US horse business community.

To participate, follow www. twitter.com/horsebizhour and then search the #horsebizhour hashtag from 4-5pm GMT and jump into the chat.

hillout horsewear has had a successful first year and is now celebrating further success as Ride Away has taken on the popular riding wear brand.

Chillout is also launching the brand into new markets in the USA. This month Chillout is also adding to its product range with a new sports line show jacket which features a light and stretchy performance fabric with crest press stud buttons, attractive pocket and zip front detailing and elasticated lining to

add to the comfort and finish of the jacket.

It is also adding to the colour range of silicone seat breeches which have become hugely popular with such an affordable £79.99 price tag. These comfortable breeches with supportive high waists and rear pocket detail feature a beautiful detailed silicone print full seat and are now available in white, beige, navy, brown, red and royal blue with a children’s range available in white and black/pink available from £34.99.

Find out more at chillouthorsewear.co.uk or call +44 (0)7592 088887

Aug 2015 Issue 157

let’s talk products

Jodhpurs, breeches & over trousers

Inside...

A

new horse business focused Twitter meet up has launched, using the #horsebizhour hashtag.

Running every Friday from 4-5pm GMT it allows the global horse community to meet, chat and network via Twitter. #horsebizhour is the brainchild of Christina Jones, managing director of Blacktype Digital, who says: “I love participating in the various horsey Twitter hours but often miss the evening time slots as I’ve escaped the office

Chillout news

winter jackets ❚ Licks, treats & toys

Bringing buyers & suppliers together

Keep in touch on twitter

Equestrian September 2015 Business www.ebmonthly.co.uk

2016 Petplan Veterinary Awards P

etplan, the UK’s largest pet insurance provider and its specialist equine sister-brand Petplan Equine, is delighted to announce that nominations will open for the much anticipated Petplan Veterinary Awards on September 1 2015.

Returning for a 16th year, the Veterinary Awards acknowledge the importance of animals in the lives of British people, recognising members of the veterinary community who have gone ‘above and beyond’ in their daily roles. Petplan is inviting horse and pet owners across the

UK to nominate members of their veterinary practices who they feel are deserving of one of these coveted awards.

Petplan Equine’s Head of Marketing, Isabella von Mesterhazy commented: “At Petplan Equine, our customers are constantly telling us remarkable stories about veterinary staff who have provided vital support to their horses, often going to extraordinary lengths to do so.

The Veterinary Awards provide an opportunity for owners to say thank you to their practice and

the members of the team”.

The Petplan Veterinary Awards capture the public’s imagination and last year Petplan received a staggering 15,101 nominations for practice managers, nurses, vets, support staff or veterinary practices.

Nominations will open on September 1 2015 at www. petplanequine.co.uk/vetawards.

New online ordering system now available - 1.5% discount for all customer orders placed via the new website during September 2015.

• Low carriage paid order value • Next (working) day delivery • Fast, friendly and efficient service

Hucklesby Associates Ltd Tel: 01362 696309 hucklesbys@aol.com

www.hucklesbys.com

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www.charlesowen.co.uk September 2015 Equestrian www.ebmonthly.co.uk

Business

5

news

Apprentice of the year awards W

hile giving a masterclass to Stubbing Court Training Ltd apprentices and employers at Parklands EC, Sheffield on July 24, international show jumper Matthew Sampson also judged the Chesterfield-based equestrian apprenticeship provider’s highly valued Apprentice of the Year awards.

SCT’s Apprentice of the Year for 2015 is Sarah Warner. Sarah, 25, is employed by Jenny Bazeley of JB Equestrian in Stocksbridge, South Yorkshire.

“I’m delighted – I was just pleased that Jenny nominated me for the award, and wasn’t expecting to win at all,” said Sarah.

Although Sarah has ridden since she was a child, she has only worked with horses for the past year. “I used to sell kayaks, but

when I moved to Sheffield to live with my boyfriend, I didn’t know what to do with myself,” she said.

“But I had always loved horses and I decided to work within the equestrian world.

“Doing an apprenticeship has taught me so much. I’m doing my Level 2 Apprenticeship and hope to stay on and do my Level 3 now. It is nice to know that my hard work is paying off.”

SCT’s Advanced Apprentice of the Year 2015 is Helen Bates, 19, who is employed by event riders and producers Mark and Tanya Kyle at Queenholme Equestrian in Leicestershire. “I’m really pleased – it’s a privilege to be chosen,” says Helen. Matthew commented: “The standard improves every year. It is a delight to see enthusiastic young professionals wanting to learn.”

NOPS on the menu at feed conference R

educing the risk of feed contamination by naturally occurring prohibited substances (NOPS) was top of the menu at the fifth annual BETA Feed Conference in June, when more than 100 industry members gathered to hear the latest news and developments in this sector at Whittlebury Hall, near Towcester.

“This year’s Feed Conference enjoyed a record attendance and was a healthy reflection of the sector’s approach to the BETA NOPS code, introduced to help minimise the risk of contamination by naturally occurring prohibited substances,” said BETA executive director Claire Williams.

Representatives from the world of equestrian sport shared their own perspective on this crucial subject: Paul Graham, speaking on behalf of British Dressage and the British Equestrian Federation, outlined the disciplinary and testing procedures used by these organisations. Keen to quash rumours that dope-testing takes place only in high-level sport, he pointed out that this procedure can take place in all standards of competition and explained that infringements at national level

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Equestrian September 2015 Business www.ebmonthly.co.uk

were rare with Bute, the number one prohibited substance found in post-competition samples.

Analyst and toxicologist Dr Mark Dunnett, of IEN, joined forces with solicitor James Pheasant, of Burges Salmon, to share a few facts and findings from some high-profile doping cases: Mr Pheasant explained that it is the rider’s duty to prove his or her innocence in the case of a doping charge. This must be done by establishing how the substance found its way into the horse and arguing that the rider was not at fault. He agreed that this sounded easy but was difficult to achieve in practice.

Recent changes to FEI doping rules mean that the ‘no-fault, zero-ban’ judgments secured for Christine Yeoman and Jock Paget are unlikely to be achieved in the near-future.

Mr Pheasant called for clear product labelling, quality assurance, information and education to help protect riders against doping issues.

Several cases where crosscontamination in the supply chain was responsible for the presence of prohibited substances in feed were highlighted by Dr Dunnett, who emphasised that quality

assurance and quality control were key responsibilities for any company marketing a product as suitable for competition and racing.

Lorraine Chambers, of BETA NOPS scheme auditors KIWI PAI, revealed that the industry’s risk assessment of feed ingredients supplier approval procedure and staff training were areas requiring further work.

Hamish Stewart, of Macfarlan Smith, growers and processors of poppies for morphine production, provided a fascinating insight into this industry sector and explored measures set in place to minimise the risk of crosscontamination. Despite assurances that poppy seeds are free from morphine, BETA members expressed their belief that the seeds are indeed a source when physical contamination occurs inside the morphine-containing seed capsule.

This served to highlight differing perspectives because the morphine extractor measures in terms of per cent content but does not acknowledge that there might be nanograms present that will find their way into feed and urine samples.

BETA executive director Claire Williams put supply chains under the spotlight and announced the production of formal BETA NOPS Scheme guidance notes for members and the compilation of a database of historical NOPS positives.

Liz Bulbrook, of Baileys Horse Feeds, and Natalie Fallon, of Dodson & Horrell, looked at successful risk assessment and assurance activities for feed ingredient suppliers based on the new NOPS scheme guidance and their own experience in feed and herb procurement.

Jon Downer, of Two Circles Marketing Agency and co-author of the BETA National Equestrian Survey, reminded delegates that most of the 944,000 horses kept in the UK were used for social, domestic and pleasure purposes, and just under £600 million is spent on equine feed and supplements. The downside was that rider numbers had fallen by 20 per cent since the previous survey and this, coupled with several highprofile doping cases in racing and competition, illustrated the need for the feed industry to maintain strong and positive links between equestrian sport and the general population.

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BECOME PART OF THE RAPIDLY GROWING

#TEAMCHILLOUT EMAIL SHARON@CHILLOUTHORSEWEAR.CO.UK September 2015 Equestrian FOR INFO ON STOCKING CHILLOUT HORSEWEAR www.ebmonthly.co.uk Business

7

company profile

Anna & Katrina

IV Horse redefines horseplay

IV Horse has always taken an innovative approach to product development, becoming known for unique, high quality and popular products. Perhaps it’s time you took a closer look at the company that sees the devil in the details.

Below: IV Horse’s production processes

Research and development Starting with a number of innovative pieces of training equipment that are still in the range today, such as the Easy Lunger, the brand grew rapidly to offer a wide range of product groups, including grooming and maintenance, rugs, numnahs and saddle pads, showing and leatherwork, whips and canes and, of course, the original product range – training, headcollars and stable requisites.

At first glance, the range may appear to contain several ‘me too’ products. On further inspection, the true nature of the design and thought process behind the items is revealed – as you would expect, often with IV Horse’s take on the equestrian world: working with horses should be enjoyable, fun and rewarding, reflected in their strap line ‘Horseplay Redefined’.

John says: “Look, take a simple product, like a lead rope for instance. It isn’t ‘just a lead rope, it’s an important piece of equipment. Too many lead ropes are produced offshore from any old material, in any old boring colour with any old clip, safe or not. Our lead ropes have gone through the IV Horse challenging research and development process.

“For several years now, we have provided a superb rope that ticks all the boxes on safety and durability. Our lead ropes are made from cotton-feel single spun

8

Equestrian September 2015 Business www.ebmonthly.co.uk

acrylic fabric, giving you total strength, natural antibacterial properties and anti-rot durability.

They are UV resistant, do not absorb moisture and, of course, are available in a great range of vivid colours.

“Couple this with a strong, fully tested brassed trigger clip and you have a lead rope that will last and, for the retailer, a rope that generates a better cash margin that isn’t brought back faulty after a quick tug from an impatient horse. We make these here in the UK too, as we do with the vast majority of our range.

“Now, that’s just one simple product – our design principles are applied to all aspects of the range. If anyone is interested we’re always happy to talk at length about our product USPs, of which there are many.

“We’re great believers in UK manufacturing and will continue to do our best to produce our range here as far as possible – we are great supporters of the UKOK! initiative. Alongside this, our dedicated plant in India continues to produce quality products exclusively for IV Horse to complement our UK production.”

Looking to the future

IV Horse’s future will see a continuation of this unique way of looking at existing products and developing new and innovative products. IV Horse will also look to heighten awareness of these attributes amongst the retail trade, in order to service

the growing band of IV Horse brand fans who already buy into the brand ethos of Horseplay redefined and expansion of export business.

John adds: “In 2015, we’re really only just recovering from a blip in our growth history when ill health at the time of the recession forced us to close one of our main production plants in West Yorkshire. However, we’re back on the scene fully again, with full UK sales team coverage, in addition to which we have just set up a new production plant in Teesside to produce many of our textile products. Our aim is to ensure good product supply of the existing range. We also plan to develop our brand leading Wee Pony product range heavily, with the aim of including a greater number of specific Wee Pony products for this growing market.”

Heading up the sales and accounts departments at head office in Aberdeenshire are Anna and Katrina (pictured) – usually the first point of contact when customers call the office.

Anna says: “It’s a really busy office and managing our small team of production and warehouse staff really makes the day whizz by.”

Katrina says: “I’ve been with IV Horse now for several years and find every day is enjoyable in a variety of ways, especially when we receive a challenging request for a specific requirement. We always do our best to satisfy the customer’s needs.”

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Cool rider wear

September 2015 www.ebmonthly.co.uk

Equestrian Business

9

product watch Clever clogs

Perfect for packing A perfect bag to keep show clothes in immaculate condition – makes a great Christmas present too!

The Henty Wingman is an innovative bag for suits or jackets and accessories for anybody that needs to get changed ‘on the go’. It rolls to become a compact satchel-style bag that can be carried comfortably.

The bag has semi-rigid vertical ribs for minimising garment creases and comes with an extra bag, which fits inside the roll, for storing shoes and smaller items of clothing and toiletries.

New Back on Track Bell Boots support increased circulation in the hoof and provide effective protection against overreaching and injuries to the delicate pastern area. The boots are made from high-strength neoprene with leather look outers and velcro closures.

The Back on Track Bell Boots are lined with Back on Track’s revolutionary Welltex fabric which is infused with ceramic particles. These ceramic particles cause long wave infra-red heat to radiate back towards the body, increasing circulation to relieve joint tension, maximise performance and help avoid injury. RRP: £40.00

www.backontrack.com/uk/home/

New from Blue Chip Blue Chip Super Concentrated Calming Balancer is whole-cereal and molasses free, making it very low in sugar and starch and contains the optimum levels of vitamins, minerals and nutrients required on a daily basis. The complete hoof formula ‘SoundHoof’, which contains biotin, methionine and organic zinc and the respiratory package ‘PrimoVento’, which combines garlic, menthol and eucalyptus are incorporated.

Ingredients from Blue Chip’s best-selling liquid calmer have been included in this new balancer, including an easily absorbed form of magnesium and L-typtophan.

RRP: £24.95

www.henty.cc

Good for the sole

Keep track with Wistiki Wistiki is a useful connected device that links your smartphone or tablet to your treasured belongings, so that they will no longer get lost!

New to the UK market, the small device is just hooked or stuck to your belongings such as keys, wallet, horse rug or headcollar and then you can use your smart phone to make the Wistiki ring so you can locate it. And if it’s your smartphone you’re looking for, you can make it ring by pressing on the Wistiki!

RRP: £19.90

www.wistiki.co.uk

www.bluechipfeed.com

SBS Equine is now offering Thrush Stop in two formulas: ‘staining’ and ‘non-staining’. The new Thrush Stop Blue marks the spots that are being treated and shows where to add more. The new gel staining formula stays put without running and the long, narrow applicator tip allows for the exact placement of the gel deep within the sulcus of the frog and in voids along the horn rim.

www.sbsequine.com

Born to be different Westgate EFI has been appointed sole UK distributor for Harcour riding wear and accessories. The chic French brand has been developed by a passionate team of equestrians intent on designing a unique and practical style by embracing the needs of today’s young riders. The Harcour range incorporates competition wear and casual clothing, all designed to work together as a collection and including fashion accessories such as belts, bracelets and handbags.

www.harcour.co.uk 10 Equestrian September 2015 Business www.ebmonthly.co.uk

Show case your Business more effectively with…

What is Horsezone?

Horsezone is a new premium equine classified site launched in association with Tattersalls Europe’s leading Bloodstock Auctioneers. Used by top riders such as Spencer Roe, Aoife Clark and Sharon Hunt and top producers such as Breen Equestrian and Fernhill Sport Horses!

Horsezone results so far…

In 6 months Horsezone has achieved ● ● ● ● ● ●

Over 350 listings 120,000 total visitors 20,000 visitors per month 2,000 registered users 10,000 Facebook likes Average 0.2% click through rate for display advertising

Why advertise with Horsezone?

For 2015 we are offering discounted advertising rates. We are a friendly and personal team who will help advertisers get the most from their budgets.

What does it cost to advertise with Horsezone? ● ●

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All banners are run of site for 2015 Our team can create bespoke digital banners for you – a full set of banners (including mobile) for all spaces available £200 + VAT All costs are exclusive of VAT

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September 2015 www.ebmonthly.co.uk

Equestrian 11 Business

special report

Horse Health Week gets the trade talking Keeping Britain’s Horses Healthy (KBHH) – a high-profile nationwide campaign, supported by BEVA (British Equine Veterinary Association) and the AHT (Animal Health Trust) – is launching Horse Health Week from September 21-28 2015.

D

uring an action packed week, which introduces the seven pillars of preventative health care, KBHH will bring the industry and all horse enthusiasts together to celebrate great British horses.

The campaign encourages individuals to ‘play your part’, taking personal action to increase the health of our nation’s herd.

As part of the wider equestrian industry, retailers and trade outlets are also encouraged to get involved, as Jane Buchan from Bailey Horse Feeds explains: “With nutrition included as one of the seven pillars of preventative health care covered during Horse Health Week, there is an ideal opportunity for retailers to reinforce the message about the importance of correct feeding. All reputable feed manufacturers, including Baileys, offer training in general equine nutrition and product application. Now may be the time to tap into this service and ensure staff knowledge

12 Equestrian September 2015 Business www.ebmonthly.co.uk

is updated and that they are able to advise on both the most appropriate products and suggested feeding rates.

“Baileys also offer a yard visit service where horses can be assessed individually and diets tailored accordingly. Retailers can work with their local Baileys representative to promote this service and, with offers or discount vouchers, trade can be driven through their store.

The additional attraction of a horse weighbridge, to assist in assessing feeding rates, will also help owners when looking to administer wormers or other medications correctly.”

Seven pillars

During Horse Health Week, KBHH will be looking at the seven pillars of responsible horse ownership in order to continue to raise awareness of horse health, specifically, preventative healthcare and responsible horse ownership.

The KBHH Seven Pillars of Responsible Horse Ownership are: 1. Infectious disease 2. Parasite control 3. Nutrition and weight

management 4. Teeth and dentistry 5. Hoof care and farriery 6. Well-being including

environmental management,

breeding and end of life care 7. Taking on a new horse You can encourage customers to visit the KBHH website throughout the week at www. healthyhorses.co.uk where they will find participating veterinary practices. They will have an opportunity to download horse owner guides, each of which covers one of the Seven Pillars of Responsible Horse Ownership.

Local veterinary practices supporting the KBHH Horse Health Week initiative will also be getting involved with many activities planned

throughout the week and there is also an opportunity for you to get involved too with trade initiatives such as those proposed by Baileys Horse Feeds. Additionally, why not do something in store to support Horse Health Week, such as promoting healthcare products, or creating a healthy horse display?

Put the date in you diary now and get ready to support, and take part in, what promises to be the most worthy week of the year.

free advice For lots of fun facts, healthcare advice, free downloads and much more... plus a chance to win in a daily prize draw, direct your customers to www.healthyhorses.co.uk during the week of September 21-28 2015.

launch it Heiniger prioritises safety on new cordless clipper The Heiniger Xplorer cordless clipper aims to reduce stress and improve safety whilst still achieving a perfect finish.

H

einiger is well known in the industry for its precision engineering and advanced blade design which has enabled it to provide market leading products since 1965.

The technologically advanced X-Series has taken clipping technology to new heights, reinforcing Heiniger’s position as a global market leader.

Following on from the success of 2014, the Heiniger Xplorer

promises to be extremely popular this clipping season, ensuring a safe clip for animals and owners. Whether grooming, trimming or preparing for a competition, horse owners need a versatile clipper that’s easy to use. Swiss engineering experts Heiniger introduced this cordless clipper last year and it provides a safe way of clipping horses, with no cumbersome power cords. The innovative Xplorer combines Li-Ion battery technology with a unique body design to help horse owners achieve the perfect clip with ease.

Bed-down tackles respiratory problems in bedding Using a modern and thorough dust extraction process, Bed-down’s Premium Plus aims to reduce the effects of respiratory problems from equine bedding.

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any factors contribute to the development of respiratory problems in horses and bedding plays a vital part in reducing this risk. For a horse to perform consistently at the top level in any discipline it is essential that the bedding used gives the highest air quality possible in a stable environment.

Bed-down Premium Plus is ‘shaved’ directly from the log to ensure the cleanest possible

bedding. It is then dried using a slow and consistent drying process at a high temperature, to ensure that there are no harmful fungi, mould spores or bacteria present in the bedding.

Bed-down Premium Plus shavings then undergo a comprehensive dust extraction process to ensure consistency and cleanliness.

Find out more at www.coxagri.com

Find out more at www.bed-down.co.uk

Tel: +44 (0) 1207 523167 or email eddiemack@coxagri.com

Tel: +44 (0) 1986 785278

Improvement for PelletBeds

Equisafety lighting up winter riding

PelletBeds is now better than ever and offers an absorbent and clean bedding option for horses.

As the days get shorter and nights longer, Equisafety launches its new Night-Rider Range, set to ‘out-shine’ other hi viz products on the market.

P

elletBeds has further improved its Equine Max Straw Pellet Bedding, with the introduction of a new shorter pellet which creates a larger surface area resulting in faster absorption of liquids.

Pelletbeds is already the most absorbent bedding available, with the Equine Pro Miscanthus pellet bedding offering double the absorption of wood pellets.

The range has also been further enhanced by making the pellet bedding with larger particles which results in lower dust levels when the pellets breakdown.

Tests have shown this results in 20 percent less dust than high quality shavings. In addition to

A

absorbency, PelletBeds continue to offer a number of advantages over wood pellets and other types of bedding, being the only bedding treated with a Defra approved long acting disinfectant ‘Protek EnviroCair Veterinary’.

The bedding will also compost quickly and can be spread on land without affecting soil nitrate or acidity levels.

vailable from late October, the Night-Rider Range uses EN20471 technically advanced reflective, soft touch fabric, which is light weight but warm. The range offers the Mercury Jacket and The Mercury Exercise Rug which are both 100% waterproof with taped seams while the Equisafety vapour technology gives horse and rider maximum breathability.

The Jacket is constructed using customised ventilation with pit zips, back vents, mesh

pockets, moisture transfer mesh lining and cordlocks at hem for an adjustable fit. It also incorporates a ‘flash’ of high visibility material alongside the incredible illuminating properties of the silver-grey fabric, which shines in sunlight, headlights and torchlight, and gives the illusion of pearlescence in sunshine. The range also offers the Mercury Leg Boots, which use the same technology and come in two colours, silver and pink or silver and orange.

Find out more at www.pelletbeds.com

Find out more at www.highvisibility.uk.com

Tel: +44 (0)1789 761333/+44 (0)7595 335640

Tel: +44 (0) 1516 787182 or email info@equisafety.com September 2015 www.ebmonthly.co.uk

Equestrian 13 Business

bedding feeding

Market trends and product development

Equestrian Business finds out from the experts about product development, customer demand and broadening choice.

T

he bedding industry has modernised, reacting to increasingly educated customer demands. As horse owners learn more about respiration, the impact of dust and spores on horse health and look to introduce antibacterial elements into horse and yard care, bedding products have reacted accordingly. Helen Symonds from Bed-Down Horse Bedding says: “The equine bedding industry has changed because of everyone’s increased knowledge of dust, spores and absorbency issues and so subsequently our customers’ expectations, quite rightly, of their equine bedding product is a lot higher. “Therefore, equine bedding is now fully processed in order for it to be a better quality product with a state of the art dust extraction system removing

the maximum amount of dust possible, and creating a more absorbent product which improves the cost efficiency of the product for the user.” This information is more than just anecdotal, and studies have shown the changing customer demands: “Having done our own market research with customers it was identified that absorbency is the biggest selling point when it comes to choosing products,” explains Lisa Cooper, managing director of Nedz. “The industry has gone towards more absorbent, time-saving products over conventional raw materials. There are now many more companies offering additional formulas within bedding products to improve aroma and provide additional health benefits.”

Lisa also highlights that cost is still an important factor when it comes to bedding selection.

How well the bedding product rots down is an important consideration for customers

s

14 Equestrian September 2015 Business www.ebmonthly.co.uk

Value for money is key; this can be through cheaper but still effective bedding, or through more efficient bedding systems. For instance Bed Down’s Excel product is a mix of chopped straw and shavings that spreads up to a third further than softwood shavings alone, claims the company.

A broadening range

Choice is very important for customers and now there are more bedding options than ever. “Wood chips, wood pellets, straw pellets, hemp and flax are all available as a bedding choice alongside more the more traditional straw and wood shavings options,” says Lynne White from Plevin. “Products such as rubber mats and wood pellets have changed the way that stables and bedding are managed. Alongside the health benefits of certain bedding options, ease of use and labour saving are important influencers with today’s busy lifestyles where time becomes a factor.”

Wood shavings are still very popular, and these days there are many types, some are purpose made for equine bedding, others are a by-product from wood mills. Lynne says:

‘Traditional wood shavings still remain the popular bedding choice. We are finding many customers that have tried alternative products return to wood shavings. This has been due to a number of reasons but predominantly due to the upturn in the economy which has increased the availability of raw materials, meaning that wood shavings have become more readily available.”

However, Robert Henson from Equisorb also comments on the market trends: “The market size for bedding has reduced since the start of the recession but the number of suppliers of bedding have increased. The market prior to the recession was of the order of £71-73 million per annum.

It is now nearer £60 million.

Also whereas shavings used to dominate the market (over 70% of all packaged bedding) now due to the large diversity of bedding to choose from, Aquamax is easy to handle and store

September 2015 www.ebmonthly.co.uk

Equestrian 15 Business

veteran bedding “The industry has gone towards more absorbent, time-saving products over conventional raw materials”

Wood pellets have become more popular in recent years

shavings struggles to take 50% of the market.”

Interestingly, Robert says that alongside the shavings powerhouse that still holds onto the majority of the market, wood pellets, a relatively new product within the sector, is also hugely popular: “In volume terms the two main wood products dominate the market; shavings and wood pellets. The main reason these are the highest sellers is due to availability, because although the small

traditional wood waste shaving has diminished in availability, the deficit of small traditional shavings has been made up by plethora of purposemade shavings, the market leader of which is Bedmax with three factories.” Some companies are crossing over into other products to make the most of the market; for instance Snowflake products are traditionally shavings and are “manufactured from a by-product of the saw mill industry and are as such a

recycled waste product,” but the company has now also branched out into wood pellets: “We have received a lot of positive feedback on our Snowflake Premium Equine Wood Pellets as an equine bedding since their launch in November. Pellets are proving to be highly absorbent and very quick and easy to use.

Wet patches are contained and droppings sit on the surface making the very easy to remove. Minimal waste also means a smaller muck heap too,” says Lynne.

There are also more types of shavings now; purpose made large flake shavings and smaller flake wood by product shavings have already been mentioned but Robert Henson explains how his product Equibed fills a gap in the market in between these two products: “There’s the original small flake which

comes out of the timber mills as a by product of the timber Industry and at the other end of the spectrum, the large pine flake manufactured from logs. Equibed is purpose made in a factory but provides a smaller flake than most of the large ones available and the size of the flakes are mixed. This is for two reasons; the smaller/ mixed flake provides

Nedz products use the antibacterial properties of silver

Make your yard a happy yard Unique British Craftsmanship Tel: +44 (0) 1789 764848

www.fynalite.co.uk

16 Equestrian September 2015 Business www.ebmonthly.co.uk

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

MAXIMISE YOUR BENEFITS FROM ALL THE BEDMAX BRANDS Your sales of BEDMAX Shavings over the past 15 years have helped make us the best-selling brand of purposemade bedding for horses in Britain.* But at the same time as we’ve been growing BEDMAX, we’ve been developing new, related brands your customers might like.

All our brands benefit from the reputation for quality that BEDMAX has established, and they all come with our same commitment to whole-hearted service and support for our retailers and customers. *British Equestrian Trade Association National Equestrian Survey 2011 & 2015

Find our more about all our products at:

bedmaxshavings.com/products Or call us to arrange a visit from your regional BEDMAX sales manager, and find out how you can benefit more from all the brands in the BEDMAX stable.

September 2015 Equestrian 17 01668 213467 www.ebmonthly.co.uk Business

veteran bedding “The market size for bedding has reduced since the start of the recession but the number of suppliers of bedding have increased” greater absorbency and thus more economy of use than the larger flake as well as providing a good ‘structure’ to the bed thereby achieving a good looking bed that is economical in its use because of the better absorbency factor.”

Dust devils

Dust extraction from bedding is now at the top of the list for many customers, particularly those with competition horses or those with compromised health. A dusty stable can lead to all sorts of health conditions including potentially COPD, coughing and reduced performance, but even if health is not affected, a dusty coat on the horse is tough to groom out. Also, customers themselves may suffer from respiratory conditions such as asthma and would

benefit from working with dust free bedding. Bedding manufacturers work with their customers to produce the products that they want to use. Helen Symonds from Bed-Down says: “Our main considerations when developing any new products or upgrading our products are our customers’ comments and feedback, as we are fully committed to working with our customers to ensure that our Bed-Down products meet the users’ requirements in every detail. This includes a combination of elements such as cost, ease of use, cleanliness, absorbency, durability, and ultimately making a comfortable warm bed for every horse, as well as continuously working towards eliminating all airborne dust to protect the horse’s respiratory health, including dressing

On the production line Michael Bowlby talks through the production process for Bowlby bedding, a compressed oilseed rape straw bedding.

BowBed is manufactured from oilseed rape straw using all the most advanced technologies available for the production of animal bedding.

In the production cycle the straw is milled, screened and dust extracted to stringent standards. During this process BowBed receives an advanced non-toxic, anti-viral and anti-bacterial treatment.

This treatment also prevents unpleasant odours which can be associated with soiled bedding. The loose material

is then triple pressed to form the uniform and manageable bales ready for palletising by the robotic stacker. The stacked pallets are stretchwrapped ready for transport and can be hooded for outside storage. The all-important feedback from customers has been excellent, ‘the cleanest bedding we have ever used’, ‘it’s so easy to work with’, ‘such great value for money’ and ‘so easy to dispose of’ are typical comments back from the end users.

THE PROFESSIONALS’ CHOICE superior bedding range Fresh living for your

orse horse Fresh living for your h

QUALITY FLAX BEDDING • Longer lasting • Dust free • Super biogradable

Bed-Down – your horses winter warmer With over 50 years experience in producing quality bedding products you can be sure that whichever Bed-Down bale you choose mucking out will be quick, easy and economical and your horse will be safe, warm and comfortable this winter.

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For more information visit www.bed-down.co.uk Email info@bed-down.co.uk | Telephone 01986 785278 beddownbedding

18 Equestrian September 2015 Business www.ebmonthly.co.uk

Equisorb Flax and Equibed Shavings are now available to the Trade in pallet quantities as well as loads or half loads, details of which can be seen on our new website: www.horsebedding.co.uk

Tel: 01476 585 973 Email: rgh@equisorb.co.uk Website: www.equisorb.co.uk

September 2015 www.ebmonthly.co.uk

Equestrian 19 Business

veteran bedding some of our products with our patented dust locking agent Microcote to further enhance the health benefits of using our bedding.” Lisa Cooper from popular chopped straw product Nedz also agrees that dust extraction is important: “Dust extraction is also a priority as a lot of our customers have performance horses, so we recently upgraded our dust extraction technology to improve it even further,” she says. Careful management of the whole stable also now includes the use of disinfectants, which has now grown in use, with or without rubber matting. In fact, bacterial management is now a consideration when it comes to bedding as Lisa explains: “The use of silver in products has recently caught my eye as a way of helping reduce bacteria and maintaining hygiene. This is why we recently added silver to our bedding to further enhance the health benefits.”

Straw is less popular, but does provide a soft bedding for foals

on the shelf...

A reliable choice Verdo Horse Bedding is a new generation of horse bedding pellet which not only has a low dust content which has been independently tested, making it the ideal choice for horses with compromised respiratory issues, but also absorbs three times is own weight in liquid. Every stage of the pellet manufacturing process from arrival through to the bagging procedure is quality controlled and because production is 364 days a year and the company has a dedicated sales team and nationwide delivery in place, customers can enjoy a quality and reliable bedding product.

www.verdohorsebedding.co.uk

Easy rubber Earlswood Supplies specialises in supplying rubber matting to retail outlets. With a large range and free POS advertising banners backed by huge stocks, it guarantees to give great service backed by knowledgeable advice. From stable mats to liquid rubber flooring, lorry and trailer matting and the ever popular ground ring mats for reducing poaching in gateways, the range of equestrian single and twin wheel wheelbarrows are unrivalled and available in all sizes to meet every budget.

Request a catalogue or a representative visit today.

www.earlswoodsupplies.com 20 Equestrian September 2015 Business www.ebmonthly.co.uk

Aquamax Aquamax wood crumble bedding is the perfect bedding for the retailer to stock this season – not only does it really perform, but it also takes up minimal storage space and can be stored outside if needed.

The wood crumble bedding is supplied in easy to handle 15.91kg bags that are plastic wrapped to make them waterproof. The pure pine whitewood fibres create a virtually dust free bedding that eliminates ammonia, works with concrete flooring and matting, is incredibly absorbent and saves the horse owner huge amounts of time as it’s so easy to manage.

www.aquamax.co.uk

brucestarke.pdf

1

11/08/2015

14:34

With the horse’s comfort in mind...

Bruce Starke Stable Matting: • Affordable, competitive prices • Hard wearing and anti-slip • Saving time and effort

t: 01379 870209 e: b.clarke@bruce-starke.com

www.brucestarke.co.uk Bruce Starke & Co Ltd, Langton Green, Eye, Suffolk IP23 7HN

September 2015 www.ebmonthly.co.uk

Equestrian 21 Business

Career insights

Opportunities

Ali Howe from Lillidale Animal Health Ltd on the pleasures of working abroad.

In the hot seat…

Q A

John Davies

What is your job title and what does it entail?

Lillidale Animal Health Ltd, UK & International Business Development Manager. Lillidale Animal Health Ltd is an international animal health company mainly dealing with equine health, but in certain regions of the world camels are also large parts of our business. Up until recently most of Lillidale’s business was manufacturing, sourcing and supplying products from the UK for the Middle and Far East markets. We have offices and warehouses in the UK, as well as Dubai.

I joined Lillidale Animal Health in January 2015, and my first project was to launch a Lillidale Animal Health branded range of equine care products to the European market. This entailed lots from deciding on the packaging, designing and writing the labels, finding a UK manufacturer and distributer, conceptualising an advertising campaign, buying advertising space, PR, and sales.

My role is very diverse, it includes everything from launching new products to market, and all that entails, to growing and retaining

On the move…

existing business, this can be to the trade or direct to the end user. I am also part of the team that sources new and innovative equine products to bring to market either in Europe or the Middle and Far East or both. I will spend the summer based in the UK and will travel to and from Dubai in the Winter months to spend time in our Dubai office and also visit customers there.

Q A

What qualifications do you have?

Other than ‘O’ levels, I have various sales and marketing qualifications gained from the Institute of Sales and Marketing Management, ISSM.

Q A

What route did you take to this career?

My first job was for the international logistics company TNT, where I gained my initial sales and marketing experience.

I then decided to combine the skills gained with TNT and my love of horses and riding and work in the equine industry. My first job in the equine sector was with Baileys Horse Feeds, following on from Baileys I worked for other high profile equestrian companies, including, Martin Collins Surfaces, Woof Wear and Biotal Equine Gold.

Q A Q A Q A

What is the best part of your job?

It is such a diverse role, no two days are ever the same.

What is the worst part of your job?

Waiting for the sales figures after a new product launch.

If you could do any other job in the world, what would you do?

Be a singer.

Alice Owen

Alice Owen has recently joined the team at Blacktype Digital. Alice has recently graduated from the University of the West of England with a 2:1 in Marketing and joins the team at Blacktype Digital as a digital marketing executive. She's also a Google AdWords certified professional and brings fantastic content marketing skills to the team. Outside of work, she's a keen rider, saving for her first horse, a baker and avid blogger.

Justine Whitmore

Dechra Veterinary Products has boosted its equine team focus with the appointment of a former nurse with a background in pharmaceutical sales.

Justine Whitmore’s new role as Equine Sales Manager will allow Dechra to deliver increased customer contact and support for veterinary professionals in the sector in the East of England. Justine, who lives in rural Leicestershire, is a Registered General Nurse who specialised in cardiac and neurological intensive care medicine. She has also worked in a number of roles in the human pharmaceutical sales industry.

www.delacyexecutive.co.uk johndavies@delacyexecutive.co.uk 22 Equestrian September 2015 Tel: 01885 483440 www.delacyexecutive.co.uk Business www.ebmonthly.co.uk

A393 PR and Marketing Opportunity - Senior West Midlands Pinstone Communications is a leading full service agricultural PR and marketing consultancy working specifically with its very diverse, and growing, portfolio of high profile agricultural and land based clients.

They are seeking a driven and ambitious candidate of graduate calibre, with at least three years' experience in a PR or marketing role at not less than Account Manager level. This is an exceptional career opportunity within a small, friendly team environment based in glorious rural north Herefordshire.

J540 Experience in Feed and/or Livestock Production De Lacy has been retained to recruit for a global company offering leading products and services in health, hygiene and efficiency within the livestock consumables sector.

The role is principally performing the duties of an account manager responsible for sales and support to significant UK companies. There are also some client development opportunities in Ireland and Scandinavia.

J539 Regional Sales Manager West Midlands/NW A regional sales manager is required to manage a sales team of six servicing customers in the counties of Cheshire, Shropshire and Herefordshire. Our client, well established and reputable in its territory, offers a wide range of consumables and equipment for farmers and rural businesses including equestrian. The company is currently in a dynamic phase of development providing good opportunities for ambitious sales professionals.

J537 National Sales Manager De Lacy Executive has been retained to secure the appointment of a National Sales Manager who will be responsible for the overall sales performance of the Agricultural Division of a well-known group which sells a range of branded consumables direct to farm.

Find out more about these jobs and others in the Equestrian and Agricultural sectors by emailing johndavies@ delacyexecutive.co.uk or visit www.delacyexecutive.co.uk

Legendary Performance More than 200 million doses over 30 years

The active ingredient of EQVALAN®, ivermectin, treats more species and stages of parasite than any other summer and winter wormer. And for additional coverage against tapeworms, there’s the combination wormer EQVALAN® Duo. Being at the forefront of responsible worming, we do all we can to make sure every performance counts.

Merial Animal Health Ltd. CM19 5TG, UK. EQVALAN® is a registered trademark of Merial Ltd.© Merial 2013. All rights reserved. Advice on the use of this or alternative medicines must be sought from the medicine prescriber. Legal category UK: POM-VPS IE: LM .

EQVALAN® paste for horses contains ivermectin. EQVALAN® Duo oral paste contains ivermectin and praziquantel. Read packaging before use. For further information call the Merial Customer Support Centre on UK: 0845 6014236 or IE: 1850 783 783.

Date of preparation: January 2013. Use medicines responsibly.

September 2015

www.ebmonthly.co.uk

Equestrian 23 Business

worming

SOPs- a foundation for good worming practice \

Engaging with your customers on the subject of worming may not be on the top of your list of productive in-store sales initiatives but it is undoubtedly one of the most important, says Zoetis vet Wendy Talbot.

ABOUT THE AUTHOR Wendy Talbot is the national equine veterinary manager for Zoetis. She qualified from Bristol University in 1999, after which she completed a residency in equine internal medicine at the University of Liverpool. During this time she was awarded her RCVS Certificate in Equine Internal Medicine. She went on to gain her European Diploma in Equine Internal Medicine.

Wendy spent six years in equine practice in the Midlands and joined Pfizer Animal Health, now Zoetis in 2012.

24 Equestrian September 2015 Business www.ebmonthly.co.uk

W

hile most owners now understand the essential role worming plays in good horse management, the majority still need careful guidance on the what, when and why of worm control. It’s the job of the SQP to make sure wormers are prescribed accurately and in the process it can also help to boost your business.

The British Riding Clubs Horse Health survey, commissioned

by Zoetis last year, showed that 59% of horse owners had ‘some confidence’ or ‘no confidence at all’ that they fully understand current worming requirements and advice. The survey also showed that horse owners are keen to find out more from their vets and SQPs: When asked

where they would prefer to go to gain further advice on worming more than 80% chose their vet or SQP at their local tack or feed store.

By offering friendly, informed advice as an SQP you can help build the reputation of your business and put you on the local equestrian map as an indispensible local authority on this topic.

Pre-prescribing checklist

Before prescribing an anthelmintic treatment check the following points carefully: Has a faecal worm egg count been conducted?

Throughout the grazing season

a faecal worm egg count every six to eight weeks is the best way to identify the horses that need worming for strongyles and those that don’t. This saves the cost of worming horses unnecessarily, while protecting the health of those that do and the efficacy of the wormers that we use.

Remember foals and youngstock will need an increased number of worming treatments per year compared to adults and a selective therapy approach based solely on faecal worm egg counts is not sufficient in this age group.

Which parasite(s) are you aiming to treat?

Depending on the results a wormer may be necessary, especially if the result is over 200

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EQUEST & EQUEST PRAMOX 700kg syringes (for horses great and small) In an ergonomically designed, dial-a-dose syringe, EQUEST & EQUEST PRAMOX can treat horses weighing up to 700kg in a single syringe.

EQUEST & EQUEST PRAMOX are both approved for use in breeding, pregnant and lactating mares.

Speak to your Zoetis Account Manager for more information and advise horse owners about sustainable worm control.

Single dose treatment for a broad range of internal parasites Further information is available from: Zoetis UK Ltd, Walton Oaks , Tadworth, Surrey KT20 7NS. EQUEST & EQUEST PRAMOX are registered trademarks of Zoetis 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 Date of preparation: February 2015 AH 108/15

*Standard network charges apply. By responding to this text you are consenting to your data being held either within or outside the EEA and processed by or on behalf of Zoetis to administer and manage any matters relating to Zoetis’s future activities or initiatives. For our full privacy policy visit www.zoetis.com

September 2015 www.ebmonthly.co.uk

Equestrian 25 Business

worming “Unfortunately many owners are still not aware of the risk of encysted small redworm” strongyle eggs per gram (epg) as this may indicate the horse has a burden that needs treating and/or they are contaminating the pasture excessively.

Different parasites have different susceptibilities therefore it essential to know which parasite you are primarily aiming to treat.

In general the larval stages are usually the most difficult to treat and may require a specific drug or a different dose.

Is a strategic dose needed?

Strategic worming refers to worming with a specific wormer at certain times of year, that have been identified as the optimum times to treat for these particular parasite burdens, e.g all at risk horses should receive a treatment effective against encysted small redworm during the late autumn/ early winter, even if they have a low or negative faecal worm egg count.

Individual approaches

All horses respond differently to the same circumstances so it’s imperative to help your customers assess every horse independently as well as part of the group in which it is kept, when worming tactics are planned.

Check each horse’s age and worming history – a young horse is likely to need more regular worming treatments than an adult horse.

What about the resistance risk?

Resistance to wormers is a serious and growing problem.

When a parasite population previously controlled by a drug is no longer susceptible to that drug it is known as resistance.

The active ingredient of the horse wormer kills the sensitive parasites in the population, but those parasites not affected go on to create new generations of resistant parasites. Frequent dosing or under-dosing can cause resistance to occur, as can the effectiveness of the wormer.

Double-check – Is the proposed treatment justified?

Assess the likely challenge of resistance versus the threat of clinical disease and then prescribe the most suitable

Testing for tapeworm In the last year, over 7000 EquiSal tests have been carried out on saliva samples to diagnose tapeworm burdens in horses. Current statistics show that just 24% of horses tested need worming for tapeworm.

Some EquiSal users are now on their third tests. A large yard has recently completed their third test. At the time of the first test just 12.5% of the horses needed treating, by the second test 11% needed treatment and now at the third test only 3% need worming for tapeworm.

This demonstrates that targeted worming is effective, especially when combined with good field management.

The largest yard tested so far has been a yard of 59 horses and only 2% of these horses needed worming for tapeworm.

26 Equestrian September 2015 Business www.ebmonthly.co.uk

wormer for the parasite that is being targeted. Which active has expected efficacy and are there any contraindications applicable for each individual case?

Is the recommended treatment accurate according to body weight?

Remind customers to assess weight using a weigh tape or weigh bridge before dosing.

Under-dosing means that that parasites which are only partially susceptible to the drug may survive and reproduce instead of being killed as expected with the correct dose. Larger horses

can now be treated for a wide range of internal parasites using one large 700kg syringe rather than two syringe insertions, making worming easier and more accurate with one application.

Are there any contraindications?

Always ensure to take a full history including any pre-existing medical conditions or current health concerns. If in doubt, refer to a veterinary surgeon for an examination. As a minimum you should check and record the age of the horse and whether or not it is likely to be pregnant,

Dr Corrine Austin from Austin Davis Biologics provides an update on the EquiSal Tapeworm test for this season.

Is the message reaching horse owners?

Advertising is slowly reaching horse owners and SQPs as well as the message about routine testing for tapeworm.

Many SQPs stock EquiSal kits as well as veterinary practices around the country.

The test is also available in Denmark, Sweden, The Netherlands, Belgium and Germany through EquiSal distributors in the relevant countries. There is still a lot of work to do to educate and disseminate information to the equine industry.

Retesting information EquiSal’s pilot trial data suggests horses with a tapeworm burden can be retested two to three months after worming to check the tapeworm burden status.

For instance, when a horse is diagnosed with a borderline or moderate to high burden,

then tapeworm treatment is recommended. A follow-up test after a few months to confirm that the treatment has been effective would be beneficial and would enable horse owners to feel more confident in their tapeworm control programmes.

Austin Davis Biologics recently carried out a small trial in which EquiSal Tapeworm testing was carried out on horses on well managed paddocks every two weeks following worming treatment for tapeworm.

Data collected from this trial has shown that, in most cases, substantial reduction in tapeworm-specific antibodies was seen within two to three weeks following treatment with 70% of horses reaching low diagnosis within five weeks. It is important to understand that the picture is complicated if the horse becomes reinfected

by tapeworm larvae after worming treatment.

Tapeworm reinfection was seen in some horses in the trial. Austin Davis Biologics is planning a larger trial for later this year. The number of participants will be sufficient to ensure meaningful, statistically significant results, and all the data gathered will be subject to full analysis.

EquiSal’s current testing recommendations: ❚ The first EquiSal test should be carried out four months after the last worming treatment for tapeworm ❚ Routine testing should then be carried out every six months ❚ If a horse has a borderline or moderate/high diagnosis, a retest can be carried out two to three months after worming treatment for tapeworm.

GROW with Norbrook.

Noropraz Equine Wormer.

Ivermectin/Praziquantel wormer for horses for the treatment of mixed cestode and nematode or arthropod infestations due to adult and immature round worms and tapeworms, lungworms and bots.

Manufactured and distributed in NI by: Norbrook Laboratories Ltd, Station Works, Newry, Co. Down, BT35 6JP. Distributed in GB by: Norbrook Laboratories (GB) Ltd, 1 Saxon Way East, Oakley Hay Industrial Estate, Corby, NN18 9EX. Noropraz速 18.7 mg/g + 140.3 mg/g Oral Paste for Horses contains Ivermectin 18.7 mg and Praziquantel 140.3 mg Legal Category: POM-VPS 3333-EQ-v1d-UK-30/06/15

September 2015 www.ebmonthly.co.uk

Equestrian 27 Business

worming “It’s imperative to help your customers assess every horse independently as well as part of the group in which it is kept” prescribing only appropriately licenced products.

Worm control for the coming season

During the winter many horses will be spending much less time at grass and so won’t pick up worms through grazing but also worms don’t develop in such great numbers when the temperature drops. On this basis faecal worm egg counts can be misleading simply because fewer eggs may be produced despite the possibility of a large larval burden inside the horse. There are three common parasite threats that need to be tackled during the late autumn and early winter: encysted small redworm, tapeworm and bots. None of these parasites will show up in any standard faecal worm egg count so it is important that your customers treat for them on a strategic basis every year, usually in late autumn.

Explaining the advantages of

the combination product Equest Pramox can help convince the budget conscious to take your expert advice. It can be a cost-effective solution, as it will treat for both tapeworm and encysted small redworm with one dose. Equest Pramox contains moxidectin and praziquantel for single dose control of all three species of tapeworm, bots and roundworm – including encysted larval stages of the small redworm. Equest and Equest Pramox are the only products available to treat for encysted small redworm in a single dose and the 700kg syringes make it easier for your customers to worm most sizes of horse with just one application. Equest and Equest Pramox are licensed for use in breeding, pregnant and lactating mares and have been shown not to adversely affect the fertility of mares.

Unfortunately many owners are still not aware of the risk of encysted small redworm

or are using products that are ineffective for this purpose. All grazing horses should receive a specific dose effective against encysted small redworm at least once a year in the late autumn or early winter period. Only a five-day course of Fenbendazole or a single dose of Moxidectin are licensed, however there is widespread evidence of resistance in cyathostomes to Fenbendazole, including the five-day dose. Always check the active ingredients carefully when prescribing a product for this purpose.

Remind them to poo pick Poo picking regularly during the grazing season is a free and easy way for your customers to help keep worms under control all year round. Poo picking will reduce the overall worm burden and thus the need for excessive use of wormers. You could also suggest using smaller paddock sizes so that each field can be alternately grazed, harrowed and rested.

Cross-grazing with sheep and cattle is also effective at reducing horse parasite burdens on the pasture as they will ‘hoover up’ the worms without being affected.

What’s new in worming?

The most effective methods for controlling worms in horses continue to evolve as science brings us new research. While faecal worm egg counts and selected treatment for small redworm continue to be best practice during the summer, new information about large strongyles (also known as large redworms) is emerging.

Large strongyles are found in the large intestine, are dark red in colour and can grow up to 5cm long. The developing larval stages can block blood vessels to the gut and cause colic, which can be fatal. It has been widely accepted that the use of modern wormers has reduced the large strongyle population so that they are no longer as prevalent.

However, recent data from Denmark now suggests that burdens of large strongyles may re-appear in horses that have not received any wormer for a number of years.

Danish prescription laws only allow administration of a wormer based on a proven diagnosis of a significant burden. They do

Packaging for Healthy Horses When you need plastic packaging for containing or dispensing horse healthcare products or feeds, our extensive range is available from stock for immediate delivery. With over 75 years’ experience, environmental production credentials and exceptional customer service, we think you’ll find Measom Freer has just the right packaging solution for most products needed to aid happy and healthy equestrian welfare.

• Containers, Boxes & Jars • Tubes, Ties & Clips • Scoops & Measures • Spoons & Spatulas • Dropper, Flip & Screw-on Caps • Bottles & Plugs • Bespoke Packaging

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Equine professionals William and Pippa Funnell, Katie Jerram, Sharon Hunt and The Pony Club trust the 3D Worming approach from Virbac, for year round protection.

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Reduce spit out with the easy to use and easy to handle ergonomic syringe. Treats horses up to 700kg quickly and effectively.

For horses that are difficult to worm - Equimax and Eraquell Tabs can simply be added to feed.

The Tabs treat horses up to 800kg and come in a handy resealable tube.

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3dworming.co.uk FOR EFFECTIVE, SUSTAINABLE PROTECTION Further information available from: Virbac Ltd, Woolpit Business Park, Windmill Avenue, Woolpit, Bury St. Edmunds, Suffolk IP30 9UP. Tel: 01359 243243 www.virbac.co.uk.

Use medicines responsibly. www.noah.co.uk/responsible Equimax速 is a registered trademark of Virbac SA. Equimax速 contains ivermectin/praziquantel. POM-VPS Eraquell速 contains ivermectin. POM-VPS

September 2015 Shaping the future of animal health

www.ebmonthly.co.uk

Equestrian 29 Business

worming or two treatments each year, effective against the dangerous migrating stages of this parasite. Appropriate actives are Moxidectin, Ivermectin or a five-day course of Fenbendazole and unlike the small strongyles, there is no currently reported resistance in these parasites.

For many horses their current worming plan will already incidentally have provided these treatments during control of the more common small strongyles, However, for some an additional treatment may be required.

“Poo picking will reduce the overall worm burden and thus the need for excessive use of wormers”

The importance of point of sale not allow routine or preventative treatment of worms, thus in extreme cases some horses have not received a wormer for many years. Whilst it is important not to overuse wormers to prevent resistance, complete lack of any administration may allow large strongyles to gain a footing once more – a fine balance needs to be maintained.

In the UK, current general guidelines for worm control in adult horses involve treating

strategically for encysted small redworm in late autumn/early winter, and treating or testing for tapeworm in autumn and spring.

Then when the weather warms up, and worms become more active, owners should conduct faecal worm egg counts every six to eight weeks until October to identify any horse requiring additional treatments for small strongyles.

Control of large strongyles should be achieved with one

With a readership of over 22,000 EQ Life is the best way to get your products and services in front of East Anglia’s thriving equestrian community.

Find out more call 01953 852931 or email sharon@eqlife.co.uk

EQ Life - better business all round!

30 Equestrian September 2015 Business www.ebmonthly.co.uk

Helping your customers to understand the what, why and when of worming is going to help them process your advice with confidence and enable them to develop their knowledge of worming. Although wormers are kept safely behind the counter, you can still make sure that the free educational literature produced by wormer manufacturers is readily available.

Zoetis provides an educational toolkit that includes a practical

worming booklet for horse owners, a technical guide for advisors, and a clever prescribing aid for SQPs to make it easier to give accurate, onthe-spot advice to customers.

There is comprehensive website www.wormingyourhorse.info containing relevant information for both you and your customers.

There is also a separate website about encysted small redworm at www.esrw.co.uk. A short video succinctly explains the threat of encysted small redworm and how to minimise the risks.

Owners can then test their knowledge with the quick quiz and download a leaflet, before discussing the best treatment options with their vet or SQP. Horse owners can also download Stable Mate, the horse health management App from Zoetis from the iPhone App Store and Google Play Store. Zoetis has a large support network to answer SQP queries (customer support line, account managers, national equine veterinary manager) and offers engaging CPD presentations through the sales team.

‘Think twice before prescribing anthelmintics’ *

* BVA advice

professional Offer your customers a complete, m counts worming programme including wor good profit margin results returned to your shop easy to do no upfront costs fast reliable results trusted award winning service

WESTGATE LABORATORIES

ine clients’ ‘positive interaction with your equ ‘builds great client loyalty’ shop’ ‘brings customers back into your

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 Members of BETA • AHDA associate foundation partner

September 2015 www.ebmonthly.co.uk

Equestrian 31 Business

company profile

25 years committed to animal care The Animal Health Company is celebrating 25 years of successful trade this September and Jennie Westcott marks the event.

T

he Animal Health Company was founded by Nick Westcott back in 1990. Nick is from a farming background and he saw a gap in the market, so he developed DEFRA approved disinfectants suitable for use in kennels, catteries, stables and home environments. These products took off and soon the business grew into the herbal market, making unique health and herbal supplements. Starting in the canine world and having spent time on the road at championship dog shows, the business expanded into the horse market and recently into poultry products. The company’s motto is: ‘Committed to animal Care’.

The company is still family owned; my husband Paul Westcott, assisted by me and a team of loyal staff, now runs it. Paul and I are huge animal lovers, having both been brought up in rural life with dogs, cats, poultry and horses. Between us we have one horse, one mule, one dog, one cat and two chickens. I am a riding instructor, with qualifications in Equine Science and have started competing in dog agility with our Australian Kelpie, Kora.

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On the up

From humble beginnings and starting in very small premises, the company is now housed in five industrial units in Halstead, Essex. We make, bottle and dispatch all our own products and we are keen to keep this practise going. By doing this production ourselves we feel we can continue to achieve the quality of our products that the market has come to love.

Our British horse owners are

passionate about their horses, whether they are competition horses or pet ponies. The relationship between horse and rider is a compassionate one of devoted attention, enjoyment, time and love. So when The Animal Health Company produce a product for this market, it is made with research and that same love and compassion to make a quality, affordable product. Pauls says: “We like to think of ourselves as innovators not imitators.” We are constantly researching new products to bring to market, which will be long-lived products, not just going along with short trends in the market.

Stand out products

The Animal Health Company was the first company to make a devils claw product for equines, NoBute. As with many of our products, “NoBute” has expanded into a range of products, NoBute, NoBute Premium, NoWheeze, Navilam’0’ and NoBruise. This range is a market leader and as poplar today as ever. You will find this range in almost every equestrian outlet, which is a sign of the loyalty it’s given from the horse

32 Equestrian September 2015 Business www.ebmonthly.co.uk

owner.

In the last five years we have spent a lot of time and resources to update our image, including introducing a new look website, which is easy to use, with a clean friendly format. In the last six months we have updated all the equestrian items to show the ingredients, so buyers can review what’s in every product before purchase to ensure they are complying with competition rules.

The product labels have also been given an update, giving them a classic and exclusive appeal which looks good on the shelf of any vendor.

As well as some exciting new products that have been launched in the last few years, including Westcotts premium dog food, ‘scurf off’ and SLS Free shampoos, there are more products being launched now.

This shows our drive to continue investing in our company.

Having reached 25 years of trading, we are excited about the next 25 years, taking the business further and bringing new innovative products to market. We are also keeping up with the times with a facebook and twitter page, as well as an E-newsletter.

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September 2015 www.ebmonthly.co.uk

Equestrian 33 Business

clippers

A quality display will help to promote clippers at this time of year

A cut above

Advances in clipper design also mean it is much easier to keep the motor and blade cooler for longer during use

With a huge array of clippers on the market, if can be difficult to know which types or brands to stock. Now is the time of year to choose stock for those larger winter coat clipping jobs, but don’t forget that products for trimming and tidying sell all year round.

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lipper designs move quickly in response to new technology and manufacturing processes.

However, choosing a pair of clippers remains a personal choice with factors such as weight and grip size important for many.

Product knowledge is key in the retail setting and is where vendors can really score over online sellers.

While there is almost certainly a machine to suit every customer’s needs, it often relies on the sales person to match the product to the customer. From small, battery powered trimmers, to heavyduty mains powered clippers, the market is filled with models, shapes and colours. Normally fairly large investments for a horse owner, clippers are an important piece of kit, particularly for those with competition horses.

Trimmers

The prerequisite to purchase for most trimmers is that they are lightweight and quiet. Designed to offer total freedom, trimmers are often used around tricky areas such as the face and ears, either during a mainstream clip, or for

34 Equestrian September 2015 Business www.ebmonthly.co.uk

tidying between clips or when preparing for shows. “An important decision with regard to trimmers is the life of the battery,” says Eddie Mack, brand manager at Cox Agri, UK distributor of the Heiniger brand. “When choosing stock, models that are either supplied with spare batteries as standard or with high capacity batteries are a good choice.”

With lower price tags than full sized clippers, trimmers can be a relatively quick, off the shelf

“An important decision with regard to trimmers is the life of the battery” decision, rather than customers having researched their needs for some time. Available in modern and fashionable colours trimmers often appeal to a broader section of customers, especially those who compete or show. Although blade and machine maintenance is also important for trimmers, the lower price and easy accessibility means that some customers would opt to replace rather than maintain.

Clippers

As technology advances, clippers do appear to be getting smaller, but it is important to remember that small isn’t necessarily best.

“It is essential that customers choose the right clipper for their individual requirements,” says Eddie. “A customer with a single horse will not require a heavy-duty clipper that may be better suited to a large livery yard for instance.

“However, heavy-duty doesn’t necessarily mean ‘heavy’ in terms of weight. There are many models that due to their unique design provide a lightweight clipper with a comfortable clipping position.

This also helps when it comes to clipping sensitive areas as the user can be quick and dexterous in their work which certainly helps when clipping nervous horses.

“New motor technology is also a consideration. Measured in watts, the power of the clipper certainly has a bearing on its performance.

Likewise, how that power is delivered is also of interest. New advances in motor expertise, such as innovative permanent magnet motor technology, means that a permanent magnet motor of

80watts is now comparable to a conventional rotary electrical motor of 150 watts,” explains Eddie.

Advances in clipper design also mean it is much easier to keep the motor and blade cooler for longer during use.

Tidy up

Apart from electric clippers and trimmers there are a multitude of products out there to stock, to help remove a thick winter coat or tidy up an unruly mane and heels.

There are a number of thinning combs or trimming products on the market that are inexpensive but useful products, many with replaceable blades to extend the life of the product. Also growing in popularity are coat rakes, which can remove unwanted hair and tidy a tail in seconds. These are all pain-free alternatives to pulling and trimming with scissors and make for a growing trimming tools sector.

THE

CHOICE of CHAMPIONS

HEINIGER EQUINE CLIPPING EQUIPMENT Swiss engineering and blade technology for a winning finish

For more details about Heiniger Clippers go to www.coxagri.com

New for 2015/16 New 3 month consumer advertising campaign in specialist press

Made in Great Britain

Passion for Performance New consumer website launched

Since 1909 Lister have been at the forefront of clipping & shearing in the UK. Today we boast a state of the art manufacturing & research facility, all products are in stock and our dedicated customer service team are on hand, ready to help.

We pride ourselves on our passion and our clippers’ performance and are looking forward to many exciting new developments in 2015/16.

To find out how you can benefit from our new trade support, call today or visit our new site.

New products & colours launching

Consumer competitions & social media campaigns The Lister scroll is a registered trademark of Lister ShearingEquipment Limited

September 2015

Equestrian 35

www.ebmonthly.co.uk www.horse-clipping.co.uk (0)1453 826 692 sales@lister-shearing.co.uk Business

clippers help to drive footfall. A good website is also essential to ensure customers can be as well informed as they would like before coming in store to view potential purchases.

Trimmers have a lower price point and are likely to be regular purchases

Shopping experience Allowing potential customers to handle clippers in store, to feel the weight and balance, and possibly even to switch them on to assess noise levels will ensure they are happy with their purchase in the long run.

Whilst it may not be practical to keep all clippers in unsealed boxes for customers to try at their leisure, instead, think about using working display models and storing them away from the standard shelves, so that you can help the customer make the right decision and supervise the trial.

When considering which brands to stock, look towards those that support retailers with pointof-sale material and consumer advertising campaigns that

36 Equestrian September 2015 Business www.ebmonthly.co.uk

Increased life

Clippers are considered to be an expensive purchase and therefore advice should be given on extending their life. Retailers can increase business by focusing on informing customers how to extend the life of their current clippers and the availability of consumable products will provide valuable add-on sales. Items such as clipper oil and cleaning sprays are essential for extending the life of any clipper or trimmer blade.

Replacement blades and other spares may also prove useful.

Being creative is also possible, by promoting the clipping experience and results, rather than just the clipper model. It may even be worth pointing customers towards other coat products such as shampoos and coat shines, to further enhance the horse’s look after clipping – after all, many horses can look

Keep sharp Clippersharp provides advice on offering a blade sharpening service.

Clippersharp has been providing a repair and blade sharpening service for the last 20 years and is firmly established in the equestrian industry, as a reputable, reliable company with extensive specialist knowledge.

The company has two full time engineers who have a combined knowledge and experience of working on all types of clippers and trimmers that spans 40 years. They

scurfy and untidy straight after a clip.

Other accessories for clipping include stencils and sprays, not to mention items such as cleaning brushes, circuit breaker (for mains powered machines), overalls (not fleece as the hair will cling), steel toe capped boots, tail bandages and chalk for marking the clip outline. The last word on clippers really comes down to personal preference, and not

understand the complexities that are involved and have a selection of professional blade sharpening machines for all types of blades. This can help retailers offer blade sharpening services in store, boosting opportunities.

Blade sharpening is a regular requirement during the winter months, and it is a good idea to advise your customers to keep a spare set of blades and plenty of clipper oil at the ready too.

price. Ask most customers and they are pretty loyal to a brand and will not switch unless a new brand offers something different, which in their eyes delivers a perceived benefit. It is therefore up to manufacturers to promote their models’ benefits, which in turn will give retailers the tools in their armoury to deliver sound, knowledgeable advice that will turn sales in to satisfied customers.

business matters

Lies, damned lies, and statistics Mark Lumsdon-Taylor ❚ Director of Finance and Resources, the Hadlow Group He attended Keele University where he read Law and Economics. ❚ On leaving, he joined Macintyre Hudson a leading London accountancy firm undertook an ACA training contract and quickly rose to become a director of audit. ❚ Joined Hadlow College with an initial brief as a ‘troubleshooter’ to design and implement fiscal recovery and to effect change within the College’s central services. ❚ Appointed Director of Finance & Resources in 2004 after extensive work involving further recovery and reorganisation of the college’s activities, (Hadlow is rated Outstanding by Ofsted) ❚ Awarded Accountancy Age UK Finance Director of the Year (Public Sector) in 2007, was a runner up in 2010 and was shortlisted for the 2013 Award. In 2008, Hadlow College was awarded the title ‘KEIBA Large Company of the Year’ for its performance in business.

Awarded the Business Finance Awards 2014 title ‘UK Finance Director of the Year Public Sector and Voluntary’. ❚ Shortlisted for the Institute of Directors’ London and the South East Young Director of the Year Award 2014 and the Institute of Directors’ London and the South East Chairman’s Award for Leadership in Corporate Responsibility 2014.

Mark Lumsdon Taylor takes a close look at management skills I came across some interesting statistics the other day. A Gallop Poll revealed that, worldwide, only 13% of employees are fully engaged.

Of course, it all depends what is meant by ‘fully engaged’ – it’s a very subjective description.

‘Fully engaged’ might refer to the individual who is prepared to go the extra mile time and again with little or no thought for their personal life. Possibly OTT and not too healthy. On the other hand, the individual who sticks rigorously to the terms of their job description can hardly be termed ‘disengaged’.

Either way, the stats are quite surprising – but then, as Mark Twain (or was it Benjamin Disraeli?) said: ‘There are three kinds of lies: lies, damned lies, and statistics’. A large business in which only 13% of the workforce is engaged would be bad: it would be disastrously bad in an SME where the contributions of every member of staff are vital!

The same poll recorded that only one in every ten managers exhibits the core skills required to be a great manager. How are these skills defined?

❚ They motivate every single employee to take action and engage them with a compelling mission and vision ❚ They make decisions that are based on productivity, not politics They have the assertiveness to drive outcomes and the ability to overcome adversity and resistance ❚ They create a culture of clear accountability ❚ They build relationships that create trust, open dialogue, and full transparency Chances are, everybody running a business recognises these skills – although they may not define them in quite such banal

out-of-a-training-manual terms!

In any event, I think some crucial words such as ‘leadership’ are missing. This is borne out by an article by Daniel Goleman reproduced by the Harvard Business School that suggests softer, personal qualities are often left off the list.

Goleman used the phrase ‘Emotional Intelligence’ and he included self-awareness, self-regulation, motivation, empathy, and social skills.

This might sound subjective, un-business-like – certainly non-corporate – but research into the benefits indicate that Emotional Intelligence produces measurable business results.

Goleman carried out research

“The individual who is not committed to Emotional Intelligence will fail to make a great leader” at nearly two hundred global companies and his findings indicated that ‘soft’ qualities are needed for truly effective leadership.

Many (not all) small businesses embrace Emotional Intelligence naturally and effectively. ‘The boss’ and the managers are interested in the people they employ and they create a ‘family’ culture that produces results.

There is no doubt that people who are happy at work and feel appreciated as a valuable member of the team usually produce optimum results and will go the extra mile time and again. Remove the Emotional Intelligence and, whilst their work will be adequate, they are far less likely to offer ‘extras’ beyond their job description.

They may also be reluctant to offer the flexibility needed to deal with the occasional

emergency.

Emotional Intelligence directly relates to ‘Culture’ – and culture is a key to success. It should help to define strategies, increase proactivity and reduce reactivity and eliminate inactivity. The ‘right’ Culture – the right Emotional Intelligence – results in staff looking forward to the day ahead; not arriving two minutes (or more) late without valid reason – and then spending the morning longing for the lunch break and the afternoon watching the clock desperate for going home time!

Sometimes big business makes the excuse that Emotional Intelligence is all very well in small businesses but it is impossible in large companies; that is simply not true. It may be more difficult to implement in larger businesses but, in some senses, it is even more crucial.

It can be difficult for directors and senior managers to know every member of staff by name but it isn’t hard to disseminate applied Culture throughout the organisation. Emotional Intelligence surely embraces ethics, etiquette (and basic good manners) behaviour and consideration.

Virtually every ‘big business’ and corporate institution has appointed senior executives whose CV met the criteria in every way – nevertheless, they fail. Analysis indicates that – even with the best training in the world and an analytical and incisive mind, the individual who is not committed to Emotional Intelligence will fail to make a great leader.

There is no doubt that people who are happy at work and feel appreciated as a valuable member of the team usually produce optimum results

September 2015 www.ebmonthly.co.uk

Equestrian 37 Business

Q&A

In the hot seat High visibility products are becoming more common as the message about improving visibility when riding is spread. Nicky Fletcher from Equisafety discusses the hi-viz market, tips to improve sales and what has caught her eye this year.

Q

Do you think more riders are buying hi viz year on year?

A

Yes they are on the whole.

Although there will never be a time when every rider will wear high viz – but we live in a democracy which means it’s their choice.

Q

How can retailers target those die-hard riders who never wear hi viz?

A

Ensure that the staff are well-versed in the benefits of wearing high visibility apparel so that they can answer any questions about the products if necessary. Stocking a variety of products with different price bands will also encourage customers to browse.

Q

Is there anything brand new in the safety sector that has caught your eye recently?

A

Our Night Rider Range (Autumn/Winter 2015) is innovative and extraordinary as it offers reflective protection as well as a flash of high visibility colour. We also launched an LED Flashing Breastplate onto the market last year which was extremely popular. Away from hi viz, but still in’ safety’, there are some fantastic new designs in riding hats nowadays.

Q A

How do you think sales of hi viz can be improved?

If retailers hang their hi viz items up on racks in the packaging, they run the risk of

38 Equestrian September 2015 Business www.ebmonthly.co.uk

the products not catching the customer’s eye – especially those who are non-wearers. Displaying the products by the door, till area or in the window they will get attention and may be encourage a sale, and could even attain some impulse buys as well. Also, believe it or not, actually stocking a greater amount of the items seems to generate higher sales.

This could be due to the fact that the larger stock creates a more visual impact, which in turn becomes more noticeable to the end user.

Q

How has hi viz clothing and equipment changed over recent years – especially when it comes to quality and design?

A

The clothing and equipment hasn’t really changed over recent years, but the designs have become more wearable and fashionable, which seems to be what the majority of customers prefer. However, it’s the technology and fabric that has given designers the opportunity, should they wish to utilise them, to tweak shapes and add technology such as LED lights into the items. Quality though, both in fabric and technology will all add to the cost to produce!

Q A

Where do you see these products going next?

This will depend on the various company designers as to whether they wish to use some of the exciting opportunities out there. From the Equisafety perspective though – watch this space.

Equisafety Blue LED

Equisafety Blue LED

ken lyndon-dykes

Operation Stack

Congestion from the channel tunnel has a knock on effect to Ken’s business.

Kent hasn’t been out of the media for days and days and days, and not for the many good reasons my borrowed (I am Yorkshire born and bred) county deserves.

Two simple words: Operation Stack. What, you may be asking, has this got to do with the equestrian industry?

Actually, I am probably wrong, you probably aren’t asking that question because the knock-on effects of thousands of lorries being parked along the M20 are taking their toll further and further afield.

Despite the amazing length of ‘the Stack’ – up to 37 solid miles, ‘the lorry park’ disguises that it is said to be costing the UK’s freight industry alone £1 billion annually and some commentators suggest this is an underestimate. Imagine the addition of the costs to the many other industries that are badly affected.

But what about the equestrian industry per se, how is it affected? Well my business, Saddleworld, is based in Kent and so it stands to reason that we are affected. My saddlefitters and I have all been held up on the M20 and the subsidiary roads for hours and hours. We have suffered long delays reaching the office, even longer delays attempting

to reach clients but, despite our best endeavours and for reasons way beyond our control we have sometimes failed to reach our destinations. We have had clients’ telephone to cancel saddle-fitting bookings because they are similarly delayed and other clients have cancelled because they must prioritise getting to work or school or some other vital commitment. I have no doubt that vets, farriers, trainers, instructors, therapists and other professionals whose businesses involve dealing with horse-owners have suffered similarly.

“The problems associated with refugees and immigrants embrace, in differing ways, most of the world. Solutions must be found.”

Shows and events have been affected because owners simply do not want to run the risk of stressing their horses with journeys that involve hours of queuing in traffic that is barely moving. As Stack has increasingly become a way of

Gridlock traffic can be a nightmare when trying to run your company smoothly and efficiently.

life, more-and-more drivers have attempted to reach destinations via cross-country routes, hence narrow lanes have quickly become congested making progress very slow and turning once quiet villages into nightmare racetracks. Deliveries in and out of the county have been affected and there are reports of gluts on the one hand and of shortages on the other.

The case for ‘buying local’ is surely coming into its own?

Kent, the south-eastern idyllic corner of the UK, the Garden of England of which over 85% is officially designated ‘rural’, has long suffered busy roads.

Kent may be the major sea/ land link between Europe and the rest of the country but, the M20 and M2 aside, the county is largely served by miles and miles of smaller roads and lanes, and many of the latter are single track. At times like these the infrastructure often seems inadequate but normally it is an endearing part of the county’s character. Winding lanes through Weald and Downland villages are part of the fabric that helps to make Kent a popular tourist destination, such a benefit to the county’s economy.

The problems that Operation Stack imposes on the equestrian industry can be multiplied many times over in relation to other industries that are similarly or worse affected.

Debate has been going on, and blame apportioned and despite the French ferry industry going on strike, most of the ‘blame’ has been attributed to migrants.

Of course it is true that some asylum seekers are so called ‘economic migrants’ looking for the greater opportunities they believe this country offers and smaller numbers may well be scroungers intent on claiming every benefit the UK offers. But what about the others who are quite possibly the vast majority?

Do we as a nation, feel happy about turning our backs and closing our doors (the mixed

KEN LYNDON-DYKES ❚ Ex-international level three-day-event rider. ❚ Qualified Society of Master Saddlers’ saddle fitter and a member of the society’s executive committee, ❚ Owns and runs SaddleWorld, one of the largest saddle retailers in the UK. Ken is increasingly in demand as a professional witness and adjudicator in reation to saddlery-related claims and disputes. ❚ He is also well-known as an inspirational and interesting lecturer/speaker. metaphors are justified) on a terrible dilemma that involves desperate people? Commenting on the situation, the Bishop of Dover reminded us that ‘every human being matters’.

The problems associated with refugees and immigrants embrace, in differing ways, most of the world. Solutions must be found.

Whilst in international frame of mind, Europe’s economic concentration has been on Greece. Desperate as it is, in global terms their plight is overshadowed by problems in China’s economy, the world’s second-largest economy. China has contributed a massive one third of the world’s economic growth since 2008/9 but despite this eminence, the World Bank continues to regard it as a developing nation and the second largest numbers of poor (after India) live in this vast country. China’s huge buying power in the debt/money markets has contributed to keeping interest rates low. It is inevitable that China’s current dilemma will have knock-on effects that will cause ripples around the globe, including Europe.

September 2015 www.ebmonthly.co.uk

Equestrian 39 Business

business advice

Ask the expert This month’s business experts answer key questions on cashflow solutions and optimising websites.

To ask your questions simply email editorial@ebmonthly.co.uk and we’ll find a trade or business expert to help.

Who is the expert?

Louisa Buckingham marketing executive Capital Cashflow First Capital Cashflow Ltd was initially formed in 2001 by several banking individuals as an outsourced credit collection service, however the shareholders saw a gap in the UK market for outsourced direct debit management for businesses.

They quickly established a niche position as a provider of bespoke Bacs processing services incorporating Direct Debits and Direct Credits, Sales Invoice Collection Management and Card Processing solutions.

Tel: +44 (0)8448 266713 info@firstcapitalcashflow.com www.firstcapitalcashflow.com

40 Equestrian September 2015 Business www.ebmonthly.co.uk

Q

What is it that First Capital Cashflow does?

A

First Capital Cashflow Limited commenced trading in 2001 and quickly established a niche position as a provider of bespoke and reliable Bacs processing services incorporating both Direct Debits and Direct Credits.

We are a leading Bacs Approved Bureau (B60684) and also a member and key contributor to the Bacs Affiliate Group.

Our services are recognised, audited and licensed by Bacs and we are part of the Facilities Management scheme which enables us to offer sponsorship to third party organisations into the Bacs scheme.

As well as our Bacs Approved and Affiliate status, First Capital Cashflow is one of the first Direct Debit Bureaus to receive accreditation as an Authorised Payment Institution from the Financial Conduct Authority (616279).

Our Cloud-based platform and solutions have been developed in-house and are supported by an experienced, UK-based, client services and development team.

Our solutions are flexible and are managed via entirely secure infrastructure supported by multiple layers of offsite backup, recovery and penetration testing.

Q

Why is efficient cash flow so important for a business?

A

First and foremost, clear knowledge of regular income aids forecasting and sustainability.

To put it simply, businesses need cash flow in order to keep themselves solvent. No cash means bankruptcy. This is why planning and cash flow forecasting is so important!

The importance of strong cash flow is aptly stated in the common expression ‘cash is king.’

The premise of this is that having cash puts you in a more stable position with better buying power.

Along with debt management, strong cash flow provides the comfort and capabilities a business needs to invest in growth. Cash flow also gives your business greater flexibility in responding to emerging dilemmas or making critical decisions.

Q A

Can’t my bank sort out Direct Debit facilities?

Many smaller organisations who are keen to collect payments by Direct Debit have been unable to obtain their own Service User Number (SUN) from a sponsoring bank. A SUN is a unique identifier for organisations collecting payment by Direct Debit.

Typically, most clearing banks will decline businesses sponsorship with a turnover of less than £3 million and businesses that have been established for less than three years.

Even in the instance of an entity being able to obtain sponsorship in to the Bacs scheme, our solutions often prove to be more efficient and cost effective than having to endure the set up process via a bank which includes a lengthy sponsorship application process (6-8 weeks), staff training and investment in expensive Bacs approved software.

Q

How can I integrate your services with my customer database and current operating system?

A

First Capital Cashflow offer a state-of-the-art Cloudbased processing platform which can be integrated seamlessly with clients front end systems,

even ensuring Direct Debits can be accommodated across multiple sites. There is no need for on premise software and infrastructure; negating the upfront cost of software installations, on-going upgrade costs and maintenance fees.

First Capital Cashflow’s integrated Application Programme Interface (API) enables server to server connectivity. This means that clients’ online Direct Debit sign up screens can be fully branded in their own company branding. This powerful technology also enables clients to collect payments over a range of multiple due dates and frequencies across multiple sites.

Via the API clients can retrieve real time information and easily make received amendments.

Q

Are Direct Debit solutions important for a small business, with only a couple of staff members and low turnover? Why?

A

Yes regardless of how big or small a business is, direct debit has a wealth of benefits including the following-

❚ Improved Cash flow Clear knowledge of regular income aids forecasting and sustainability. ❚ Greater control The agreement to collect agreed amounts over fixed periods results in decreased credit control measures. ❚ Increased customer loyalty and retention Direct Debit has been a proven source of increased customer loyalty due its ease of use, safeguard measures, and reliability. ❚ Resource saving Automation means more available time to concentrate on revenue-generating activities ❚ Secure All transactions are processed through highly secure technology and covered by the Direct Debit guarantee. ❚ Environmentally friendly Everything can be managed in a paperless environment.

business advice

Who is the expert?

Darryl Britton Technical Director Wiserweb Darryl Britton runs Norfolkbased WiserWeb, a company that specialises in affordable, creative websites with full functionality. WiserWeb offers a range of services from website design, custom coding and hosting, to social media management and SEO.

Tel: +44 (0)1953 852939 Darryl@wiserweb.co.uk www.wiserweb.co.uk

Q

Are customers now more likely to look at my website on a mobile device than a desktop?

A

There is no definite answer to this question. With the availability of varying screen sizes it has become difficult for businesses to analyse the patterns of consumer activity.

While a particular portion of your consumers might prefer accessing your website through mobile devices another segment might prefer the use of laptops or desktops.

Q

How can I make sure that my website remains easy to navigate for all customers?

A

The answer is quite simple.

Have a responsive website!

Internet trends suggest that the

use of mobile devices to access the internet is to increase by 16% in 2015, since 2010. This means that most of your consumers are likely to be mobile device users. This calls for the implementation of measures to enhance consumer experience in accordance with changing consumer trends.

In the light of changing consumer trends, it has become essential for businesses to seek professional assistance for web design and build. The best companies offering services for website design will already build responsive sites as standard. By engaging one of these companies you can make certain that all your consumers have a good experience visiting your website, no matter which device they use to access it.

Today’s consumers are looking for mobility and convenience.

It is a high possibility that your customers will be accessing your website through a mobile device, on the go. Users want to stay informed at all times, irrespective of the time and location. To add to it they expect to have a good user experience whenever they access a website. If not, it is almost certain that they will move onto one of your competitors’ websites.

As businesses came to realise the potential of mobile friendlywebsites, they heavily invested in their development. However, this brought along management issues. Businesses now needed support for the management of two separate websites, one for mobile screens and another one for laptops and desktops.

This is where responsive web design and build came in to play. Professional companies offering website design services now provide assistance for the creation of responsive web designs, which is the ultimate solution that you may be looking for.

Q A

What exactly is responsive web design and build?

It refers to a web design that is coded to automatically adjust itself in accordance with the screen size it is being viewed on for enhanced user experience. You have one website for all screens that automatically formats itself to adjust with different screen sizes.

The emergence of responsive web design is an innovative solution to meet consumer requirements and expectations.

With more and more businesses increasingly adopting this new solution, it is high time that you too invest in its creation so that you are not left behind.

Q

Is it true that unless my website is mobile friendly I will quickly drop down Google’s rankings?

A

In April of this year, Google applied a major mobile algorithm update, which effectively penalised all sites that are not mobile friendly.

Specifically, but not exclusively, it looks for video content that does not display properly on mobile devices; pages that are not optimised for quick loading on mobiles (flash and splash pages need to be culled now!) and sites that have far too many pictures.

If your site does not comply, you will find it on the end of a ranking demotion, sometimes drastically.

We have been called by customers who were steadily on page one, who have now dropped below page seven – overnight!

Just remember, because it shows up on a smart phone it doesn’t mean it’s mobile optimised.

Simply test your site’s URL here: http://bit.ly/1EVi9R3. Check our site www.wiserweb.co.uk ¬– we

get a top rating, because we know about mobile websites and how they ‘should’ work.

You do need to act now, because if you don’t have a mobile friendly website, your rankings will be drastically affected if they haven’t been already.

If you want to read more on Web Fundamentals and best practices for great multi-device web experiences you can do so here: http://bit.ly/1lAnaIt

send in your questions To put your questions to an expert simply email editorial@ebmonthly. co.uk. We will search out the best person to answer your question, so you can get the best advice.

Equestrian Retail Trade Panel Our Ask the Experts feature consults leading business experts on a variety of subjects, but of course by successfully running your own equestrian business, you’re an expert in your own right! As such, you can have your say.

Equestrian Business magazine invites you to become a part of our Equestrian Retail Trade panel.

This will involve you giving your views on subjects that we cover within the publication and online, plus reviewing products from equestrian manufacturers with a retailer’s hat on, rather than directly as a consumer.

This is your chance to have your say, get answers to questions you would really like to ask

manufacturers and to give your valuable feedback on the products you sell.

If you would like to get involved please email vanessa@ ebmonthly.co.uk, so you can join the ever-growing panel of retail experts. And don’t worry, it won’t take up lots of time. We will simply email you from time-to-time and your responses should not take up more than ten minutes or so of your time.

For more information contact: +44 (0)1953 850678 or email Vanessa@ebmonthly.co.uk

September 2015 www.ebmonthly.co.uk

Equestrian 41 Business

42 Equestrian September 2015 Business www.ebmonthly.co.uk

September 2015 www.ebmonthly.co.uk

Equestrian 43 Business

Talk Products WhatLet’s to stock for successful sales....

Stable and yard tools & equipment From shavings forks and brooms, to mirrors and stable toys, Equestrian Business showcases the products to stock to provide a broad offering in this sector.

S

table and yard tools used to be humdrum – a fork, a shovel, a broom and barrows, usually in ‘wood brown’ and often heavy and

cumbersome, were once the only options. Now, thanks to lightweight materials and ergonomic designs yard tools are attractive, bright and easy

to use.

With a tool for almost every bedding type, it is easy to tie in tools to bedding sales, particularly if a customer is trying something new. But don’t forget to think bigger when it comes to stable equipment – stable toys, mirrors and even buckets are excellent items to stock too. The humble bucket faces competition from hardware stores, garden centres and even supermarkets, but remember that what stands out about equestrian brands is longevity and value for money.

Anything that is left in a horse’s stable must be safe, secure and robust, so any stable licks or toys, mirrors or buckets are best from experienced equestrian

manufacturers.

Shoppers may think a broom is a broom, but as the offerings here show, there is much to consider when buying one.

When a customer has to sweep a large expanse of yard daily, comfort and ease of use are paramount. The Herbie’s Quickie Super Bulldozer Broom is really lightweight so it makes sweeping a breeze, plus it sweeps all types of debris, wet and dry.

Items that come as a flat pack to assemble are easy to stock as they take up less space, so take a look at Vale Brothers’ Equerry Bulldog Broom, which comes with a separate handle that is easily screwed in by the customer.

Battles

Battles

Lincoln Bucket

Rag-Fork

This Lincoln branded multi-functional bucket and lid is ideal for feeding, bathing and storing items in one place.

This is the perfect product to add to your range of Lincoln accessories and is a useful yard product that provides added interest to a display thanks to the many uses it has.

Specifically developed to remove ragwort and other paddock weeds quickly and easily, without the use of chemicals. It removes the whole plant including the roots, reducing the possibility of re-growth. Compact and easy to carry around the field. T handle for ease of use. A must have for all owners to keep fields free from ragwort.

Sizes: 18 litre Colours: Black/Yellow lid or Blue (no lid) £10.00 (Black) £8.00 (Blue) RRP:

Sizes: 90cm high Colours: Pink, Purple, Yellow £24.90 RRP:

Classic Showjumps

Parell Products

Glitter Treat Toy

Elim-a-Net

The new Classic Showjumps 12-sided Treat Toys are available in two sizes and are a great way of relieving boredom for horses in the stable or field.

The Treat Toys are perfect for nuts, chopped apples, carrots or any other treats.

Made from extremely hard wearing polyethylene plastic, the toys can be left outside all year round and will never crack.

Elim-a-Net contains an Inner Net Design that alters the size and the shape of the holes of the hay net, slowing down the eating process and mimicking a natural trickle feeding process. This prevents the horse or pony gorging on, or bolting their hay, helping to protect their digestive system and minimising the risk of issues such as a build up of gastric acid, colic or obesity.

Sizes: Small and large Colours: Pink, Blue, Red, Lime Green, Forest Green, Yellow, Orange and Black RRP: £17.15 +VAT

Sizes: Pony, Cob, Horse Colours: Green/black, red/black, blue/black from £10.99 RRP:

44 Equestrian September 2015 Business www.ebmonthly.co.uk

Let’s Talk Products Fynalite

Fynalite

Fynalite Horse Washer System

Fynalite Pellet Master Stable Fork

The Fynalite Horse Washer System is fully portable for outdoor use and is perfect for the yard, camping or any outdoor pursuit. It washes the horse, dog or vehicle with reliable and constant hot water without the need for an electrical connection. It provides instant hot water; it simply connects via a hose and uses cheap propane gas and is simple to operate. The Horse Washer System comes complete with a 5 metre Tricoflex hose, spray lance and fittings.

The Fynalite Pellet Master Stable Fork is an innovative tool designed to work on pellet bedding as well as most other bedding types. Its ingenious design traps debris but allows bedding to fall between the tines, which are much more closely spaced than a standard shavings fork. The rounded tines pick up manure and wet bedding, but will not damage the rubber matting or bedding floor. The Fynalite Pellet Master is strong, light and easy to use and is available with a variety of handle lengths and materials and grips to suit every user.

Colours: Blue and Pink RRP: £260

Sizes: Various handle lengths and grips Colours: Dk blue head/light blue wooden handle, yellow fibreglass handle or silver aluminium handle RRP: £25.00–£35.00

Fynalite

Fynalite

Fynalite Shavings Fork

Fynalite Super Lite Stable Fork

The best selling and most trusted stable fork on the market. It is a high specification, high quality fork that has been engineered to last. It is strong, light and easy to use and allows the operator to easily muck out and to effortlessly rebuild and shape the bedding in the stable. It is perfectly balanced, making mucking out less back breaking. It is available in a choice of handle lengths, materials and grips and colours to suit every user.

The Fynalite Super Lite Stable fork has been specially designed for the smaller user. It uses a narrower version of the Fynalite Shavings Fork and a shorter lighter handle, which dramatically reduces the weight. The result is a much less wieldy fork that is light in weight and high in ability that makes mucking out a breeze.

Sizes: 2 head sizes for adults or children Colours: Black (Shavings Fork), pink (Groovy Fork)

or blue (Junior Fork) RRP: £20.00–£35.00

Colours: Red head and silver handle (wooden or

aluminium) or yellow fibreglass handle RRP: £25.00

Fynalite

Fynalite

Fynalite Sweepster Broom

Fynalite Heavy Duty Tub Trolley

The Fynalite Sweepster Broom is an innovative tool designed to make yard clean ups easy. It uses clean sweep technology with its unique flexible polypropylene bristles with an adjustable ring to adjust the stiffness of the bristles. It is available with an aluminium handle and softex grip and its design makes the Sweepster a uniquely effective yard broom.

The Fynalite Heavy Duty Tub Trolley effortlessly transports fully laden medium to large tubs. Its clever counter balanced design moves heavy weights with ease, taking the strain out of transporting heavy or awkward loads. The tub trolley is light in weight yet is incredibly strong and is the perfect yard companion.

Colours: Green brush head and silver aluminium handle RRP: £18.00

Colours: Silver, Blue, Pink and Silver RRP: £25.00

September 2015 www.ebmonthly.co.uk

Equestrian 45 Business

Let’s Talk Products HandiWorld

Herbie’s Yard Supplies

The HandiMoova

Quickie Super Bulldozer Broom

Designed and developed in the UK, the HandiMoova uses innovative and patented Camba Technology to help people shift loads of up to 60kg over rough terrain including grass, sand and gravel and up and down stairs with ease. Hemispherical shaped wheels are mounted on separate, inclined floating axles, meaning the wheels both move independently to one another, allowing the HandiMoova to perform unlike any other hand cart. The handcart reduces the need for an extra person, and the amount of time required when moving heavy items around, reducing the risk of injury.

The Quickie Super Bulldozer broom is ultra-lightweight at just over 1kg, and sweeps all debris, wet or dry, even on rough surfaces.

The natural bristles have a superb flick action and take even fine dust with them.

Replacement components are also available to extend the life of the broom. Available direct from Herbie’s with no minimum order, and also available through Battles.

Sizes: One Size Colours: One colour RRP: £99.99

Sizes: 24” head (18” version also available) Colours: Black/Red RRP: £28.99

Horslyx

Horslyx

Horslyx 5kg Holder

15kg Horslyx Holder

The 5kg Holder provides an ideal way of keeping any 5kg Horslyx product clean and away from stable debris, as well as preventing it from being kicked or trodden on. The 5kg Holder comes with a detachable restrictor grill, helping to prevent a greedy horse or pony from over consuming. An excellent stable product and addition to the Horslyx range.

Some horses love Horslyx so much that they can become very enthusiastic when enjoying their lick, occasionally leading to damaged tubs. The 15kg Holder gives horse owners a simple and safe way of protecting their 15kg Horslyx from wayward hooves both in the field and the stable. Having been trialled against kicks and knocks, the re-usable 15kg Lick Holder offers a totally weatherproof and cost effective feeding method.

Sizes: One size Colours: Not stated RRP: £28.25

Sizes: One size Colours: Not stated RRP: £18.25

Likit Products

Likit Products

Likit Snak-a-Ball

Likit Starter Kit

The Likit Snak-a-Ball is a handy feeding ball, ideal for stabled equines or overweight horses on limited rations. Use with dry feed or Likit Snaks, then place in the field or stable to extend feeding times and encourage natural foraging behaviour. Inside this robust feeding ball is a unique baffle plate designed to slow the speed at which feed can pass through the ball. This in turn limits the amount of food deposited on the ground at any one time, thereby slowing consumption rates for a more natural trickle-feeding pattern.

The Likit Starter Kit is ideal for anyone thinking of trying these innovative stable toys for the first time. Stable toys are ideal for the stabled equine to reduce boredom and prevent the occurrence of vices, which may appear as a result. The new product contains a Likit Holder plus, Apple, Carrot and Cherry flavoured Likits and two 100g packs of Likit Snaks. Supplied in an attractive box, the Likit Starter Kit also makes a great gift idea for horse or pony owners.

Sizes: One Size Colours: Purple or red RRP: £25.00

Colours: red, blue, glitter pink, green, yellow,

lilac or clear glitter RRP: £19.99

46 Equestrian September 2015 Business www.ebmonthly.co.uk

Let’s Talk Products Mirrors for training

Moorland Rider

Stable Mirror

Bale-Carry

Mirrors for Training’s Stable Mirror is made from quality acrylic, making it safe for the stable. The mirror can be used to help reduce stress and boredom in stabled horses as when the horse sees his reflection, he sees company. This simple mirror can make a real difference to horses that suffer with stable vices such as cribbing and weaving.

Moorland Rider’s Bale Carry provides horse owners with a clean way to transport a bale of hay in a vehicle, trailer or just around the yard. The bag is made using a shiny, lightweight, showerproof material that repels hay and although light in weight, it’s also very strong. With a drawstring cord at the top to keep hay and straw inside and two well-positioned handles to make lifting the bale a breeze, it’s a must-have yard essential.

Sizes: One size only – 3ft x 2ft Colours: n/a RRP: £31.99

Sizes: One size only (will hold a full bale of hay or straw) Colours: Blue RRP: £21.95

Moorland Rider

Nettex

Hay Carry

SUPAlyx

The Hay Carry is a really useful, versatile carry sack that’s the perfect way to move hay, straw and haylage. The bag is showerproof and holds up to half a bale of hay or straw, or the equivalent of haylage. It can be used to transport hay from the barn to the stable, from the barn to the field, and even from barn to shows. It has a drawstring cord at the top to keep the hay inside, and base handle to make it easy to carry.

A complete all round molasses based vitamin and mineral feeding block that supplements dietary requirements which may be lacking in everyday feed and forage. Available in two sizes for use in the stable and field.

All SUPAlyx contain the following: vitamins, minerals and trace elements, Diamond V XPLS yeast culture, protein, molasses.

Sizes: One size only (will hold a full bale of hay or straw) Colours: Blue RRP: £10.95

Sizes: 3kg, 12.5kg Colours: Original, Easy Breather, Nimble, Garlic RRP: £6.35 (3kg), £19.99 (12.5kg)

Noble Outfitters

Smart Carts

The Wave Fork

Smart Carts UK

Noble Outfitters Wave Fork is an unbreakable, lightweight, and customisable manure fork. The aircraft grade aluminum handle is strong enough to support heavy loads all while feeling light with comfortable plush handgrips. The heavy-duty I-Beam rail and tines were designed as a one-of-a-kind interchangeable assembly. Choose from multiple colours to customise by simply slipping on the tines, with the rail set ends completing the ‘basket’ feature. This revolutionary fork adapts to the task with a copolymer plastic resin construction that allows the tines to bend without snapping.

The Muller’s Smart Cart has an American pedigree. Tough, light, highly manoeuvrable with a large 12 cubic feet capacity, it banishes barrow lugging forever. Originally designed for stable use in 1975, Smart Carts are built to stand up to the heavy use and manure acids found around the yard. It’s so perfectly balanced that when in motion all the weight is over the wheels so very little lifting is required. It can be controlled and emptied with one hand. Virtually indestructible, it is designed to last for decades.

Sizes: One size Colours: One colour/two colour/or multiple in black, orange, lime green, black granite (Grey), flamingo (pink), purple, royal blue, red RRP: £39.95

Size: 7 or 12 cubic foot Colour: Green or Blue RRP: £330 for 7’/ £350 for 12’ September 2015 www.ebmonthly.co.uk

Equestrian 47 Business

Let’s Talk Products Equine Speedskip

Equine Speedskip It is essential to have the right tools for the job and the Equine Speedskip performs the mucking out process quickly and effectively. The rake has been ergonomically designed to remove the manure whilst minimising the strain on the user’s wrist, elbow, shoulder and back. The rake also reduces bedding waste as it is easy to remove only the manure leaving the bedding intact and also does not get tangled up in long grass when cleaning the paddock.

Colours: Black, blue, green, red, purple RRP: £26.50

Vale Brothers Ltd

Bulldog Broom The colourful new British Bulldog broom from Equerry features two fibre strengths to help make light work of sweeping away all types of debris found in the stable yard. The stiff fibres at the front will remove stubborn dirt and debris whilst the softer fibres at the back will enable the broom to catch lighter debris. The hollow centre in the middle of the broom head ensures the brush fibres don’t become ‘clogged’. This lightweight broom comes with a black handle with a screw fixing for easy assembly.

contacts: Battles

Mirrors for Training

www.lincoln-equestrian.com

www.mirrorsfortraining.co.uk

+44 (0)1522 529206

+44 (0)1902 791207

Classic Showjumps

Moorland Rider

www.classicshowjumps.com

www.moorlandrider.co.uk

+44 (0)1617 652010/2014

+44 (0)1782 399728

Equine Speedskip

Nettex

www.equinespeedskip.com

www.nettexequine.com

+ 44 (0)1989 769435

Fynalite

+44 (0)1789 764848

www.fynalite.co.uk HandiWorld

+44 (0)7894 055 949

www.handiworld.com

Herbie’s Yard Supplies +44 (0)7876 741349

www.herbiesyardsupplies.co.uk Horslyx

+44 (0)1697 332592

www.horslyx.co.uk

Likit Products

+44 (0) 1634 257150

Noble Outfitters Europe

+44 (0)1572 772508

www.nobleoutfitters.co.uk Parell Products

+44 (0)7715 172470

www.parellproducts.com Smart Cart Uk

+44 (0)7850 204714

www.smartcartsuk.com

Vale Brothers Ltd

+44 (0)1922 642222

www.valebrothers.co.uk

+44 (0)1655 750523

www.likit.co.uk

Coming next month....

Sizes: One size Colours: Red, Blue, Purple, Pink RRP: £16.00

Vale Brothers Ltd

KBF99 shaving fork The unbreakable KBF99 Shavings Fork not only makes light work of mucking out but also helps to protect horses from harmful bacteria and fungus thanks to the unique additive.

Tested at Coventry University, the KBF99 additive effectively killed 99% of the bacteria test culture (strangles, ringworm and e.coli). An excellent addition to the range of stable hygiene products available.

Sizes: 100cm and 125cm handle Colours: Grey only £29.00 RRP: 48 Equestrian September 2015 Business www.ebmonthly.co.uk

This is probably the most popular Let’s Talk Product feature and retailers can use it to see exactly what to stock for winter.

October’s winter rug feature will give a snapshot of the brightest and best rugs on offers for the winter season, focusing on the facts such as sizing, materials, price and colours. To find out more or submit your rug for the feature contact: letstalkproducts@ebmonthly.co.uk

suppliers Directory To advertise in the suppliers directory the minimum requirement is 5 insertions at £20 each.

A sixth insertion is then added free of charge, producing a net cost of just £16.60 each.

Abbey Diagnostics +44 (0)1638 552122 www.abbeydiagnostics.co.uk

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

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

Horseware Ireland +353 42 9389000 www.horseware.com

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

Spartan Equestrian Products +44 (0)1474 705065 www.spartanequestrian.com

Abbey Saddlery and Crafts Ltd +44 (0)1565 650343 www.abbeyengland.com

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

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

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

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

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

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

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

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

New Equine Wear Hucklesby Associates +44 (0)1172 303700 +44 (0)1362 696309 www.hucklesbyassociates.co.uk www.newequinewear.co.uk

Albedo100 UK Ltd +44 (0)113 3955266 www.albedo100.co.uk

Earlswood Supplies +44 (0)8450 171351 www.earlswood-supplies.com

Golly Galoshes +44 (0)7585 557775 www.gollygaloshes.com

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

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

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

EQ Life Magazine +44 (0)1953 852946 ww.eqlife.co.uk

Griffin Nuumed +44 (0)1458 210324 www.nuumed.co.uk

Allen and Page +44 (0)1362 822900 www.allenandpage.com Andover Healthcare, Inc. +1 978 4650044 www.andoverhealthcare.com

Animal Health Company Equestrian Creative Network +44 (0)1787 476400 www.equinehealthandherbal.co.uk www.equestriancreativenetwork.com Equi-Ads B Jenkinson & Sons Ltd +44 (0)1738 567700 +44 (0)1924 454681 www.equiads.net www.elico.co.uk Equimat Baileys Horse Feeds +44 (0)1536 513456 +44 (0)1371 850247 www.equimat.co.uk wwwbaileyshorsefeeds.co.uk Bedmax Shavings +44 (0)1922 621676 www.bedmaxshavings.com

Equine Speedskip +44 (0)1989 769435 www.equinespeedskip.com

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

Equestrian Supplies +44 (0)1254 831645

British Horse Feeds +44 (0)1765 680300 www.britishhorsefeeds.com Champion + 44 (0)113 2707007 www.championhats.co.uk Charles Owen +44 (0)1978 317777 www.charlesowen.co.uk

Equestrian Vision +44 (0)1403 865320 www.equestrianvision.co.uk EquiAmi Ltd +44 (0)1584 891049 www.equiami.com Equine Management +44 (0)1825 840002 www.equineman.com

Equisafety Ltd Clarendon Equestrian Ltd +44 (0)1516 787182 +44 (0)1825 733361 www.clarendon-equestrian.com www.equisafety.com

Harold Moore +44 (0)114 2700513 www.haroldmoore.co.uk Harpley Equestrian +44 (0)115 9611537 info@harpleyequestrian.co.uk www.harpleyequestrian.co.uk

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

Jack Murphy +44 (0)1768 867590 www.jackmurphy.co.uk Kate Negus +44 (0)1249 740590 www.katenegus.com

Parallax Plastics Ltd +44 (0)115 966 3836 www.parallaxplastics.co.uk Pellet Beds +44 (0)1789 761333 www.pelletbeds.com PelGar +44 (0)1420 80744 www pelgar.co.uk

Keratex +44 (0)1373 827649 www.keratex.com Kevin Bacon’s +44 (0)1296 662473 www.kevinbacons.co.uk

Haybar +44 (0)1723 882434 www.haybar.co.uk

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

Hemp Technology Ltd +44 (0)1986 835678 www.hemptechnology.co.uk

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

Hilton Herbs Ltd +44 (0)1460 270700 www.hiltonherbs.com

Life Data Labs Inc +1 256 3707555 www.LifeDatalabs.com

Holdsworth PR +44 (0)1903 892060 www.holdsworthpr.co.uk

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

Honeychop Horse Feeds +44 (0)1359 230823 www.honeychop.com

Littlemax +44 (0)1668 213467 www.littlemaxshavings.com

Horse & Jockey Ltd +44 (0)1981 550467 www.capcover.net

LS Sales (Farnam) Ltd +44 (0)1608 683855 www.lesliesutcliffe.biz

Pfizer Animal Health +44 (0)1304 616161 www.wormingyourhorse.info PressPoint +44 (0)1953 851513 www.presspoint.co.uk Rima Exports +91 972 1504005 rimaexport@gmail.com Robinson Animal Healthcare +44 (0)1909 735000 www.robinsoncare.com Rockall +44 (0)121 5558334 www.rockall.info Rockies +44 (0)1606 595025 www.rockies.co.uk

Sportmark by Signam +44 (0)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 a Taurus Footwear and Leathers Ltd +44 (0)1328 851432 www.taurusfootwearandleathers.

Tayberry + 44 (0) 2920 464606 www.tayberry.co.uk Toggi +44 (0)113 2707007 www.toggi.com Trelawne Equine Ltd +44 (0)8442 578585 www.trelawneequine.co.uk Vale Brothers +44 (0)1239 614648 www.kbf99.co.uk Vetericyn +353 91 796896 www.vetericyn.com Virbac Animal Health +44 (0)1359 243243 www.equimax-tabs.com

W F Young, Inc Saracen Horse Feeds +001 413 526 9999 + 44 (0)1622 718 487 www.absorbine.co.uk www.saracen-horse-feeds.co.uk Wahl Seaquim +44 (0)1227 740555 +353 (0)8623 64609 www.wahl.co.uk www.seaquimequine.net Westgate EFI Ltd Science Supplements +44 (0)1303 872277 +44 (0)8456 800606

Classic Showjumps +44 (0)161 765 2010 / 2014 www.classicshowjumps.com

Exo2 +44 (0)1335 372600 www.exo2.co.uk

Horsefair +44 (0)1264 811425 www.horsefair.co.uk

Maquien Design +44 (0)8000 925699 www.maquiendesign.co.uk

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

Faulks & Co. +44 (0)1455 848184 www.wmfaulks.com

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September 2015 www.ebmonthly.co.uk

Equestrian 49 Business

interview

5 minutes with...

Nicky Townsend Assistant Event Director, European Eventing Champs at Blair Castle.

What is your job title and what does it entail?

Assistant Event Director for the Longines FEI European Eventing Championship 2015. In a nutshell, I look after the day to day running of the Blair Castle Horse Trials office. I organise the trade stands, health and safety, contractors, liaise with sponsors, the farm, local authorities and our course builders. I also deal with the marketing and box office.

What was your career path that led to this point?

I have had an interest in the events industry since I worked on a trade stand at Bramham while I was at university in Leeds.

I took a detour into motorcycling, working for Honda on their events team, before coming back to the equestrian industry, as Events Manager for Parelli Natural Horsemanship, before moving to Your Horse Live.

How has the equestrian industry changed over time?

It has become much more professional and technological since I started in the events side of the equestrian industry. Customers are more sophisticated in their expectations, particularly when

it comes to information and purchasing. Tickets and entries have to be available to book online and competition results have to be available online almost instantly.

How has eventing changed over recent years with regards to commercialisation/ organisation?

Events have had to become more commercial over the last few years, as costs continue to increase. That being said, even large events would not be able to run without the support of volunteers. We have also had to become even more safety aware as an organisation, in both the sport and the logistics of the event.

An event such as Blair is clearly run as a business – how do you manage to keep the event on track to ensure it is commercially viable?

We work very hard to balance creating a great experience for competitors and spectators, against making sure that the event is viable. Trade stands and sponsors are also an important part of the mix and you have to offer them value for money too.

Nicky Townsen d Contrary to popular belief, even events the size of Blair don’t make a great deal of profit and if you have a wet event, the costs suddenly escalate dramatically. We are very lucky that Blair is run as part of the wider business of Atholl Estates.

What makes Blair Castle stand out as an event? What makes it unique?

I think that the location is the biggest feature of Blair Castle, it is just breathtakingly beautiful.

We also work hard to make it really hospitable for everyone who attends, I can’t think of another event that hosts a Ceilidh!

What are you most proud of from your time in this role?

As with most events, Blair is a real team effort, but the website, www.Blair2015.com was a major project that was my baby from beginning to end.

What do you see for the future of eventing in general, and Blair Castle in particular?

Next year we go back to our regular CCI1*, CCI2*, CCI3* and CIC3* classes. I think that events will have to work harder to create good commercial offerings for trade exhibitors and sponsors. They will also have to make even more effort to attract competitors and spectators. For Blair Castle, our mission is to create an event that gives every rider in Scotland a reason to come to Blair, to either compete or as a spectator.

42 Equestrian September 50 September 2015 2015 www.ebmonthly.co.uk Business

Quickfire questions: Where did you go to school?

Bromsgrove What was the last film that you saw at the cinema?

It was so long ago I can’t remember!

Which three famous people, living or dead, would you invite to the ultimate dinner party?

Stephen Fry Misha Collins Jane Goodall Describe yourself in three words?

Diet Coke Addict!

If you could do any other job in the world what would you do?

Working on the events and marketing team for our title sponsor, Longines, would be lovely.

Find us online...

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September 2015 www.ebmonthly.co.uk

Equestrian 43 Business

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September 2015

Equestrian 52

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