ebm june

http://www.puffacountry.com

www.ebmonthly.co.uk June 2012 Equestrian Business Monthly 3

10 GROOMING & COAT CARE What to stock for the show ring

16 SUPPLEMENTS Managing the market

26 RIDER SAFETY Staying on top of sales

5 UK NEWS The latest industry news

31 LET’S TALK PRODUCTS Numnahs & saddlecloths

36 SPECIAL REPORT Bouncing back from Badminton

38 ASK THE EXPERTS Your questions answered

39 THE DIAMOND JUBILEE The impact of bank holidays

40 STOCK TAKE Retailers’ top selling products

41 SECRET SURFER New websites on show

INSIDE THIS ISSUE

FEATURES

Equestrian Business Monthly, The Old Dairy, Watton Road, Hingham, Norwich, Norfolk, NR9 4NN, UK T: +44 (0)1953 850678 F: +44 (0)1953 851936 E: [email protected] W: www.ebmonthly.co.uk

Editor – KIRSTY WHITTLE E: [email protected]

Advertising Sales & ProductionT: +44 (0)1953 852946 E: [email protected]

Design – HOLLY TODD @ PressPoint E: [email protected]

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

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FORWARD FEATURESJuly

Let’s Talk Products – jodhpurs, breeches & over trousersTack room essentialsTransport & travelOlympics build-upHoof & leg careDiversification: Pets, livestock & wildlife

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http://www.earlswood-supplies.com

Rain, rain go awayIt’s still hard to believe that the recent wet weather has seen the cancellation of a succession of big events and even forced the British eventing team selection deadline back.

Here in the EBM office we couldn’t quite believe our ears when we were first told that Badminton had been called off. As a regular attendee myself, I look forward to a day of walking the cross-country course and spending the day with friends – both professional and social – not to mention treating my horse to yet another unnecessary present. Once the shock had worn off it was time for me to start contacting various people and organisations to find out how they were planning to deal with the situation (see our feature on the impact of the Badminton blues on page 36). The first thing that caught my attention was the immediate response from exhibitors. The social media world was buzzing and an unspoken bond had been formed between all those affected. While the cancellation was gutting for all, the tone remained friendly and it was nice to see attendees expressing their understanding of the sadness that the organisers themselves were feeling over having to cancel the event. The willingness to help anyone in anyway was a real pleasure to

see and it reminded me how in times of crisis, people tend to work together. This then started me thinking about Claire Lomas’ incredible marathon walk. People flocked from a variety of industries to walk a few steps with her and reassure her that her goal was achievable. Having never run the marathon myself, I can only imagine the depth of motivation you would need to walk 26 miles in a bionic suit. Had I been there and been awarded my own medal, I think I would have waited at the finish line to hang it around Claire’s neck myself!

EDITOR’S COMMENT

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Kirsty Whittle

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Dave Dow, 63, was killed in a freak accident involving a trailer at Dengie Crops Ltd in Asheldham on Tuesday.Mr Dow had worked at the company for eight years and it is believed that he was killed after becoming trapped in machinery outside of the factory.Emergency services were called to the site just after 1.30pm on Tuesday 1st May. The factory was shut down immediately and two members of staff guarded the entrance to the yard.“We are deeply concerned about the incident and our thoughts and

sympathies are with the family,” says Dengie Crop’s managing director, Ian Hassard. “The emergency services are involved and a full investigation into the death is underway. Dengie’s first concern is always the welfare of its staff and visitors and we are doing all we can to help with the inquiry. The individual was a highly valued and long serving member of staff who was well liked. He will be sincerely missed by all of us.”Essex police are conducting an investigation in partnership with the health and safety executive.

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

Man dies at Dengie plant

The paraplegic, ex-eventer was not issued with a medal as she did not complete the London marathon within the required time of 24 hours. However, Richard Branson himself has granted Claire, who walked the 26.2-mile route in 16 days, the Virgin Trophy, which recognises men and women who go the extra mile and challenge themselves beyond normal human limitations.Claire who had been riding since she was a toddler and had achieved four-star level, fell from her horse as he hit a tree, breaking her neck, back, ribs and puncturing a lung. She was

airlifted to the Queen’s Medical Centre in Nottingham where doctors told her parents that it was unlikely she would walk again.As the first person to walk the marathon using a bionic ReWalk suit, the industry as well as the public has stood behind Claire, watching her progress and cheering her along.The £43,000 ReWalk bionic suit she wore enables paralysed people to stand and walk using motion sensors and an onboard computer.Upon going to press Claire had raised £145,569.26.

No medal for Claire Lomas

Credit: Dom Sancto

http://www.wefi.co.uk


A new document: The Case for Hunting, has been co-produced by the Countryside Alliance and the Council of Hunting Associations and is now available to download from the Alliance’s website.The Case for Hunting’s introduction states: “This document sets out briefly why the management of wild mammals in the British countryside is essential. The proper use of dogs as part of that management is at least as humane in welfare terms as any alternative and has unique welfare benefits. Given that man has a responsibility to manage wildlife, the use of dogs is a natural method of managing species and balancing populations. There is no evidence that it causes unnecessary suffering and is indeed a selective and humane method.” A Scottish Parliamentary Committee put the position extremely well when it concluded its investigation into hunting in 2001 by noting: “It is not the use of a dog in itself that

implies cruelty; but the method and intent with which it is used.” Properly conducted hunting is a natural and humane method of wildlife management. This document makes the case for hunting.“The Countryside Alliance has argued the case for hunting consistently and tirelessly since it was formed in 1997,” says Countryside Alliance executive chairman Sir Barney White-Spunner. “Four years ago we produced the ‘Case for Repeal’ but, perhaps because we have all become so well-rehearsed in the debate, until now there has not been a single concise document expressing the positive ‘Case for Hunting’. That gap has now been filled with this new document.“The Case for Hunting is not a survey of hunts nor does it seek to deal with the individual issues of different types of hunting for different quarry species. What it does is to lay out the basic principles of hunting within the context of animal welfare, wildlife

management and conservation. It will sit beside the ‘Case for Repeal’ as the foundation of the campaign for hunting and inform the debate over the future of hunting for there is one thing that is absolutely certain: that debate has not gone away and can only ever be resolved on the basis of the scientific and logical approach laid out in these documents.”

UK NEWSUK NEWS UK NEWS UK NEWS UK NEWS UK NEWS UK NEWSNEWS IN BRIEF

After both the cancellation of Badminton and Chatsworth, British Eventing felt that the team selection for Great Britain was no longer possible on the scheduled date. The organisation issued the following statement: “With the unfortunate cancellation of both Badminton and Chatsworth International Horse Trials, the British Eventing senior championship selection committee have made the decision to delay the selection of British eventing athletes for the 2012 Olympic Games. An announcement of selected riders will now be made after the Equi-trek Bramham International Horse Trials.”

Chatsworth had already scheduled in an additional day of World Cup dressage to take potential Olympic eventing horses, rerouted after the cancellation of Mitsubishi Motors Badminton Horse Trials just one week previously. “Losing major competitions certainly provides challenges for everyone but we should spare a thought for all the organisers who have worked so hard to organise their events only to have the weather tear apart all their efforts,” says British Eventing chief executive, Mike Etherington-Smith.Turn to page 36 to read our feature on the impact of Badminton among the industry.

Olympic selection deadline postponed MARK TODD’S

SECOND CHANCE

Westgate EFI is distributing Mark Todd’s new book, Second Chance, to equestrian retailers. The autobiography covers Mark’s incredible career, his eight year ‘retirement’ – and his success as a racehorse trainer during that time – and brings readers up-to-date with his amazing return to the international eventing scene and his fourth Badminton win in 2011. Without a doubt, Mark’s story is the stuff of legend and encompasses one of the greatest sporting comebacks of all time. Contact Westgate EFI on 01303 872277 to stock.

BGT WINNER IS FACE OF DOG FOODBritain’s Got Talent (BGT) winner Ashleigh Butler and Pudsey have received offers to become the face of a major dog food brand, with a deal expected to be announced within weeks. A book deal is also being talked about, and the duo will entertain the Queen at the Royal Variety Performance. They charmed viewers with their fast-footed routine to the Mission Impossible theme to take home the £500,000 prize.

NEW ONLINE RETAILERA new online retailer, Discount Equestrian Supplies (DES), which can be found online at: www.discountequestriansupplies.co.uk has been launched. It will feature everything from adult and children’s wear through to yard products. The site will also offer European brands that are not currently available in the UK.

New pro hunting document produced by CA

WEFI Distribute EquivetWestgate EFI has taken on distribution for a selection of Equivet Animal Care products, including the Harmony, Speed and Healthy Stable ranges.While Equivet Healthy Stable includes everyday essentials such as high quality garlic, Limestone Flour and MSM supplements, the Harmony collection is mainly herb/chelated mineral based with products such as Super Calm, Ginger Pearls and Super Breathe to tackle breathing, circulation and calming. The Equivet Speed Range focuses on topical applications for turnout, showing and healthcare issues.“Equivet products are based on natural ingredients that have been responsibly sourced and thoroughly researched and tested,” says WEFI sales and marketing manager, Tracey Woods. “Importantly for our customers, the prices are competitive, which is especially important in the current economic climate.”Registered trade account holders can register for monthly trade list update sheets at: www.wefi.co.uk


UK NEWS UK NEWS UK NEWS UK NEWS UK NEWS UK NEWS

Somerset-based company Probiotics International Ltd, recently donated products to The Donkey Sanctuary. A donation of more than £500 worth of products was presented to staff at the sanctuary’s headquarters – Slade House Farm in Devon. “We are delighted to support The Donkey Sanctuary; the charity carries out such crucial work to help raise welfare standards for donkeys and mules around the world, advising owners and providing veterinary treatment and support,” says Jonathan

Nelson of Protexin.Donkeys may seem like tough and hardy creatures, but in fact are sensitive animals, good at hiding how they feel due to their stoical nature. Stress from illness, changes in their environment or social structures can trigger a chain of metabolic changes in the body resulting in the life threatening condition hyperlipaemia. “Protexin is one of the products we use when nursing very sick donkeys with hyperlipaemia” says Dr Faith Burden.

Probiotics donates to The Donkey Sanctuary The Somerset-based company is

confirming its success by recruiting two new members of staff, as well as launching new products, branding and a catalogue.Amanda Shaw and Abi Perry will take on the roles of accounts manager and sales and marketing assistant respectively. “It’s been a brilliant year for Hilton Herbs; it’s great we are recruiting after the recent tough economic times,” says Tony Self, managing director.The on-going huge demand for the herbal supplements has created a need for the brand overhaul. All product ranges have been consolidated within one catalogue, product names have been simplified, and two new products will be launched. “We felt that although we know what the product names mean, it’s become obvious that many of our customers don’t,” says Tony. “We feel the new names just make it a bit easier for people to identify what the products actually do, for example, Equilibrium has been re-named Easy Mare, so it does what it says on the tin!”The colour-coded category system has been further simplified and

extended to include all product ranges - horse, dog, cat, poultry, and racing pigeons. Packaging on tubs, bottles, and refillable bags is colour-coded in conjunction with the catalogue to make it easier for customers to identify the appropriate supplement for their animal.The company has a solid reputation in the UK natural supplement market and, whilst selling to over 40 countries worldwide, is looking at increasing trade in established export markets such as America, France, Germany, and Japan.

Hilton Herbs expanding

http://www.horseworldlive.com

Racehorse trainer Charlie Brooks and his wife — former News International boss, Rebekah — are being charged with conspiracy to pervert the course of justice, in connection with the phone hacking inquiry.Mrs Brooks’ personal assistant Cheryl Carter, chauffeur Paul Edwards, security man Daryl Jorsling, News International head of security Mr Hanna and “persons unknown” are being charged with conspiring to “conceal material” from police last year.

In a second charge, Mrs Brooks and Ms Carter are accused of conspiring to remove seven boxes of material from the News International archive and in a third charge, Mr and Mrs Brooks, Mr Hanna, Mr Edwards and Mr Jorsling are accused of conspiring to conceal documents, computers and other electronic equipment from police.In a statement, Charlie and Rebekah Brooks said: “We deplore this weak and unjust decision.”

The Canadian clothing manufacturer is seeking support from a dynamic UK-based distributor or agent. “We have been delighted with the response so far from UK stockists, and would now like to work with an organisation or person that can manage our UK distribution to retailers,” says company chief

executive officer, Noel Asmar.Interested parties should email [email protected] to enquire about representing the range.

Asmar Equestrian seeks distributor

UK NEWS UK NEWSUK NEWS UK NEWS UK NEWS UK NEWS UK NEWS


NEW APPOINTMENTS

New labelling regulations, social media, mycotoxins and research and development funding are some of the topics to be discussed at this year’s BETA Feed Industry Conference, at Stanford Hall, Leicestershire, on 13th June. Speakers will include Ruth Bishop, of Mars Horsecare, Tim Franck, of the Food Standards Agency, and Chris Allen, of Blacks Solicitors.The conference is aimed at those working in the feed and supplements industry, such as manufacturers, distributors, retailers, nutritionists and university lecturers. “We decided to make it an annual event after last year’s inaugural BETA Feed Industry Conference was such

an overwhelming success,” says BETA executive director Claire Williams.“It is the perfect way to update members on current legislation affecting the equine feed industry, look ahead to future challenges, agree priorities for further discussion and research, and provide plenty of prime networking opportunities.”The Conference will run from 9.45am to 4.30pm and is open to both members and non-members, at a cost of £80 plus VAT and £100 plus VAT respectively. To book a place contact the BETA office for a booking form or telephone Tina Rogers on 01937 587062.

BETA Feed Industry Conference

Jon Searle joins VTI for Gloucestershire

Jon has a passion for animal welfare and photography, and Veterinary Thermal Imaging (VTI) conveniently combines the two. “My interest in thermal imaging comes

from my photographic background, being interested in technologies and imaging in general,” says Jon. “I’m currently studying for a postgraduate qualification in Animal Behaviour, which I feel my work with VTI complements perfectly, and have an interest in all animals. Working as a VTI thermographer combines my passions of animal welfare, photography and photographic technology in one.”

Promotion for ClaireArea sales manager Claire Hayward has been promoted to a new role of easi Products Team Leader. The position will see Claire take on more

responsibility for ensuring the continued growth of both easibed equine bedding, and its sister product, easichick – a bedding for poultry. “We are finding more and more that there is a real cross over between easibed and easichick, with many consumers and bedding stockists having an interest in both products not just one, so it’s great to be able to join them together and for us all to be working as one team.”

Sarah Woods joins Grandstand MediaGrandstand Media Ltd, organiser of Horse of the Year Show, has recently appointed Sarah Woods as press and communications officer.After graduating in 2010 from Anglia Ruskin University with a first-class honours degree in English Language, Sarah became sub-editor for Chiltern and Thames Rider, having worked with them periodically since 2006. “I’m thrilled to be a part of the Grandstand team and am looking forward to working within the marketing department to promote the show in new and exciting ways across various platforms,” says Sarah.

Dear Editor,

My company is a UK manufacturer of textile horse clothing and therapy products, making our own brand and commissioning manufacturing for other companies. I just wanted to say how much I appreciate Suzanne Wild’s columns. She always seems to sensibly and eloquently say the things I am thinking. She voices my views while at the same time, appreciates where other factions are coming from. I want to thank her for not being afraid to say it how it is and getting over the problems we all experience without being too controversial or antagonistic.

Kath HarpleyHarpley Equestrian

Charlie Brooks charged over phone hacking

UK NEWS

Suzanne Wild is designer and managing director at Fuller Fillies.

WALK ON THE WILD SIDEIn another lifetime I was a media buyer for an International recruitment consultancy; in short I liaised with all manner of titles across the disciplines of creative, PR, engineering, sales, grocery and IT– and in several countries. It is fair to say that when we entered into the equestrian marketplace I thought I understood exactly how advertising sales worked… needless to say I really didn’t because, and I apologise for repeating myself – this marketplace isn’t like any other!Firstly there’s the peculiarity that you have both trade and consumer titles and often an individual will subscribe to, and read both. It makes it extremely difficult to know where to pitch your advertising and how best to get your message across. Of course, as a trade supplier we recognise the obvious benefits of advertising in trade publications, however we realised very early on that first and foremost we had to promote our brand to the consumer, although we do not sell directly to them; my sales training told me that I had to sell to the man – this isn’t a sexist statement it simply means that you must identify the person who has the means (money), the authority and the need. In our case, the trade retailer might have the means and the authority, but the need is entirely the domain of the larger lady rider who risks riding in the nude if she doesn’t buy our products, they also have the means so all that is needed is for them to plague the retailers until they flex their authority and approach us – and as we all know, she who shouts loudest gets what she wants. This represents authority in our house at least!

If you have read this column with any regularity you are waiting for my tub-thumping, so here it comes!I feel certain that those of you who regularly feature in the consumer titles (and there are so many) recognise that the frequency of sales calls has increased exponentially in recent months. If you have advertised regularly enough to be on their radar then you will likely have

appointed a ‘gatekeeper’ to fend off the barrage of calls. Now I appreciate that we all have to pay the mortgage and eat, but isn’t it time to be a little more creative?‘We would really love to feature your company in this month’s edition because we think your brand is fantastic’ just doesn’t wash; and the much recycled ‘We have double the circulation of our competitors because we know our magazine is passed around the yard at least three times’, is just based on supposition and is unlikely to get me to part with my money at any time, let alone in recession.

What I would like to hear is, ‘in order to prove the efficacy of our publication why don’t we run a competition this month and you can review the entry volume; I am sure when you see the response our magazine can offer you will spending your budget with us’. That would work.Put your money where your mouth is advertising sales people, platitudes will only ever sell one slot; proving your worth will fill your pages forever.

http://www.spogahorse.com


There are many reasons to groom a horse such as keeping the horse in good health by removing sweat, excess grease, hair and general dirt; preventing disease and infection; ensuring regular contact is kept up and maintaining the horse’s appearance. The horse’s coat acts as a natural barrier and is therefore a very important commodity. Each hair is situated within a follicle that facilitates the secretion of sebum and has a muscular attachment that can raise the hair in order to trap warm air acting as an insulator, while the sebum coats the hair and skin offering a similar effect. Customers rugging horses up should be aware that by putting a rug onto an unclipped horse

will prevent the horse from regulating its own temperature as the hair is flattened. Keeping a clean and healthy coat will avoid skin parasites such as lice and mites, which live on the skin causing irritation and sore red lesions. Other irritations such as saddle sores and girth galls can be detected early with effective grooming and dealt with accordingly. These are recognised by loss of hair and swelling. If not dealt with immediately, the hair that is lost may grown back white as the pigment is damaged. This is known as acquired leukoderma and is irreversible.

Whiter than whiteThe equestrian industry has always demanded smart and eloquent attire from both horse and rider, so it will come as no surprise that the range of products available for keeping a show horse exceptionally clean is large. The market currently stocks shampoos to make the horse whiter, blacker or redder,

medicated types to treat itchy skin, tea tree infused items to soothe skin and even shampoo with fly repelling properties. So

with all this choice, why do some customers still insist on using human brands of shampoo? Many horse owners will admit to using shampoo bought during their local shop at the supermarket, however, although tested on human skin, this doesn’t mean that it is safe to use on the horse. The skin of a horse has a pH level of between 7.0 and 7.5, whereas human skin is 5.0, making ‘normal’ shampoo unsuitable. As with most liquid-based products, water makes up a large percentage of equine shampoo as it provides a base for other soluble inclusions. Other ingredients include: a surfactant, this will help to encapsulate oil and other compounds allowing easy removal. The surfactant is also likely to contain an antistatic agent that reduces frizzing. Diethanolamide, this is a foaming agent that contains fatty acids and forms a soapy lather when friction is applied. Cocamide DEA is frequently used in horse shampoos. Glyceride is made from vegetable oils or animal fats, which contain triglycerides

and assist in the emulsifying of oils found in dirt allowing the easy removal. Sodium Chloride also known as salt, reacts with the glyceride producing glycerol and fatty acids and helping to remove dirt. Citric acid contains a bacterial inhabitant and helps with pH adjustment. Perfume and a preservative are also often found in horse shampoo. When compared with that of human shampoo, the basics are fairly similar, however both products will have undergone different testing.

All products can cause allergies – even after testing – however the likelihood of a horse having a reaction is significantly lowered if a certified product is used. A typical reaction to products such as shampoo is Urticaria, which is also known as nettle rash or hives. The skin will develop small bumps, which can become larger and spread to form swollen areas. Although serious harm is unlikely, an affected horse can look very uncomfortable. Urticaria is often something that the horse has been previously exposed to and developed a sensitivity rather than a new substance, therefore using a untested product once does not mean that the horse isn’t going to react to it. Opting for a natural shampoo can further reassure some customers. “Our natural Teatree Shampoo offers naturally antiseptic and anti bacterial qualities,” says Tracey Lloyd at NAF. “It is frequently beneficial to shampoo the horse for these particular qualities and it’s great to know you are not running the risk of any unpleasant chemical reactions occurring.”

GROOMING AND COAT CARE

Sprays, wipes and creams are just some of the products available to assist in the grooming of horses. With this booming market continuing to evolve, retailers should keep a close eye on what’s new in order to retain the consumer’s eye.

SQUEAKY CLEAN

“”

Many horse owners will admit to using shampoo bought during their local shop at the supermarket, however, although tested on human skin, this doesn’t mean that it is safe to use on the horse


Prim and properThe equine ‘preening’ sector is full of wonderful items to make the horse shinier, brighter, less hairy or better looking. New variants are constantly being introduced in the form of glittery hoof oil, horse make up and even false tails. Designed to enhance the horse’s natural look, these items are rife among the showing world, but slightly controversial. Retailers often feature entire sections of their shop dedicated to showing accessories. Customers who have spent hours washing and plaiting their horses for an event early the following morning are often happy to pay for products such as tail bags, which keep the tail neatly covered, plait protectors and all over body lycra wraps and hoods. These items are likely to be purchased separately as and when required, however selling plait starter kits complete with needle, thread, bands, a water brush and a carry pouch with an adjustable strap are easy to pick up as a set and will often do well. “The showing market is still very strong for us, although our products are also well liked

across the disciplines and with leisure riders,” says Rachael Holdsworth, european marketing coordinator at Absorbine. “In the current climate, horse owners seem to prefer quality products that go further and last longer – giving good value for money at the end of the day. We constantly look to innovate and our recent introductions, including the new ShowSheen shampoo and stain remover as well as several new Hooflex hoof care products, are already making an impact in the market. We will be concentrating on promoting these for the time being”. Customised quarter markers are also popular, with manufacturers cashing on this year’s events and designing specific markers such as Jubilee inspired items. Making life easier is largely at the forefront of most product designs. Pulling manes is a time consuming task, especially when the horse objects. Revolutionary products that comb the mane and use a blade to cut through the hair are frequently used to reduce the time and stress involved in the task. Saving money is closely followed by saving time when it comes to a new purchase. Items

http://www.absorbine.co.uk

http://www.smartgrooming.co.uk


Innovative productsProducts such as the KBF99 range from Vale Brothers have taken an inventive step in the world of grooming with an array of brushes that kill bacteria and fungi on contact. Peter Wilkes, managing director of Vale Brothers explains how the products was made a reality.

What is the KBF99 range?It is a range of brushes that kill bacteria and fungi. However such technologies

generally have an effect upon the environment and are not suitable for use directly on the horse. Such chemicals also tend to only be used once an infection has occurred. KBF99 is completely non-chemical in its action. No chemicals are released so it is harmless to the animal or person using it. The range is designed to reduce levels of bacteria and fungi on horses and in the stable environment, without the horse owner having to change their regular routine. The old adage of ‘prevention is better than cure’ fits perfectly. How has it been developed?

The KBF99 Range has been developed by working closely with microbiologist Dr Stephen Coupe and his team at Coventry University. We have spent two years ensuring that the manufacturing process is effective, and proving beyond doubt that the products kill bacteria and fungi commonly found in an equestrian environment.

How long will the brush remain effective for? All items will have an ‘effective until date’ on them or on the packaging. This will be between two and a half and three years

to ensure that the consumer has two full years of effective use. This gives the trade six to 12 months to sell the product through.

Is there anything else on the market like this?There are no other equestrian products like KBF99 on the market and with patents applied for there should not be. Commercially this is important to ensure pricing levels are maintained, enabling all parties to generate profit from what have become, almost commodity items.

Ultra clean

ShowSheen 2 in 1 Shampoo and Conditioner contains Pro-Vitamins to help nourish the skin and strengthen hair. It deep cleans and conditions in one step to leave hair soft, strong and manageable whilst revitalizing and brightening the coat. Available in a 591ml bottle with a safety lid to prevent any spillages. ShowSheen Stain Remover and Whitener contains Oxi-Erasers to lift out stains, simply spray it on and rinse off. For the toughest stains it works as a powerful pre-treatment spray. It is colour safe and does not contain any bleach. Available in a 591ml bottle.

Absorbine: www.absorbine.co.ukwww.facebook.com/AbsorbineUK

Tangle buster

Power Detangler is a complete grooming spray, a must have product for the show season. It can be used on the mane and tail for detangling and adding volume and on the body to enhance colour and add shine. It has UV filters to protect against bleaching of the coat and is available in a dark bottle with walnut stock to enhance darker coats, and in the red bottle with camomile to enhance lighter colour coats. It also provides fly protection. RRP £10.99.

Agrihealth incorporating Eddie Palin: +44 (0)2838 314570www.agrihealth.co.uk

Buzz off

Global Herbs Fly Free Shine Shampoo is a natural cleansing equine shampoo that contains the same herbs as Global Herbs FlyFree and Skratch. The Cedar in Shine Shampoo gives a great finish to the horse’s coat, whilst the combination of herbs help repel flies and biting insects, keeping the horse comfortable and helping to prevent scratching and rubbing. Global Herbs Fly Free Shine Shampoo also has no strong odour either which means it is ideal for showing and presentation. RRP: 250ml - £7.25, 500ml - £11.49, 1l - £21.78

Global Herbs: +44 (0) 800 1694709www.globalherbs.co.uk


such as the MagicBrush which are multi functional are a great way for customers to purchase items without the guilt attached to overspending. “The special structure and form of the bristle allows efficient cleaning and has a massage effect at the same time,” says Matthias Mitterer-Kuhn from MagicBrush. “The top side of the MagicBrush can be used as a sweat scraper and can also clean saddlecloths, horse boots, riding boots and equestrian clothing. It is also easy to clean and is machine washable.”

Stocking for the customer

Specialist tack boxes with separate compartments are vital for most horse owners, as are pink, shiny grooming trays for little girls. Stocking a set of ‘girly’ trays, brushes and sprays for young riders can be beneficial. Carrots UK has created a range of bang on the door branded items as part of their Pony girls range. Certain items such as gloves, feed covers and hat silks

that are stocked carefully near appropriate grooming items, may well be the add on sales that retailers are seeking. No parent likes to give in to a demanding child, however as all good retailers know, leaving a relatively low-priced item conveniently in the eyeline of a youngster will often result in a purchase. Just as children are attracted to colourful, pretty items, the established rider is attracted to premium, quality products – especially when neatly packaged and supplied as a fantastic set

that is being offered at discount. Suddenly the old dandy brush and worn out curry comb that await at home are in desperate need of replacing. Mahogany backed brushes and those with delicate stencilling or bling make great gifts too. Offering a selection of expensive brushes in a protective bag will appeal to those who like to keep their belongings in a certain way. Top of the range brushes will often be leather backed for comfort and be made from exquisitely soft horsehair.


http://www.leovet.de

http://www.kbf99.co.uk

http://www.magicbrush-online.com


All in one

MagicBrush cleans and grooms the horse all at once. The structure of the bristles allows efficient cleaning while having a massage effect at the same time. MagicBrush is gentle on sensitive parts such as hoof pads, joints and bones. MagicBrush is the perfect brush during the change of coat on any horse hair. The top side can also be used as a sweat scraper. The brush removes dirt from saddlecloths, riding boots and clothing. The brush itself is easy to clean since you can put it in the washing machine if needed. MagicBrush – three brushes – three colours – one magic bristle – the perfect treat for the horse. Available at www.kerbl.com / [email protected].

MagicBrush: [email protected]

Glossy coat

Moorland Rider’s Coat Shine Mitt is a well priced and easy to use grooming product that helps banish dust and dirt from the horse’s coat, but also helps to remove stubborn stains thanks to the unique mesh on one side. The ultra soft microfibre side can be used to help shine the coat as dust is attracted towards it. On the other side, the unique mesh helps to remove dirt and stubborn stains from all over the horse, but as it is so soft and gentle, it’s ideal for use around the head area and is even accepted by horses that don’t like having a brush around their head. The Coat Shine Mitt is machine washable. RRP: £2.95.

Moorland Rider: +44 (0)1782 397796www.moorlandrider.co.uk

Dazzling coat

Shiny is a luxurious coat gloss with an added bonus, it contains the favoured, much trusted ingredient, citronella. Low in silica, Shiny leaves the coat glossy, with a natural, silky sheen, and, because it helps to repel dust, the coat stays clean and shiny for longer. “I have used new Shiny coat spray and I love it,” says top show producer Claire Oliver. “The coat is left with a really natural looking sheen that doesn’t look or feel false. The citronella scent is a clever addition too for the hot, summer shows!” RRP: 750 ml - £9.95

NAF: +44 (0)1600 710700 www.naf-equine.eu/uk

Silky sleek

Silky Mane & Tail D-Tangler is a deluxe, conditioning spray for smooth, tangle free manes and tails. This high performance grooming gloss leaves clean hair with a smooth, non sticky coating which will not attract dust, therefore the mane and tail remain shiny, sleek and silky. Top show producers Claire & Robert Oliver wholeheartedly endorse Silky. “We are really impressed with Silky. We had our favourite before using it, but after trying it, we now use nothing else. We recommend Silky to anyone who wants an effective, non sticky, detangling product that lasts!” RRP: 750ml Spray – £8.95. New 2.5 litre Refill: £22.50


Smart and stylish

Smart Grooming is a growing company that specialises in equestrian and canine grooming products designed to be innovative, original and most importantly useful. The grooming tools and brushes can be used everyday and make tidying quick and easy, without discomfort to the animals. The revolutionary Smart Tails and Manes thinner, enable horse owners to tidy even the most sensitive of animals humanely and effectively without causing any anxiety. The Swedish range of Borstiq grooming brushes and kits are great quality at an affordable price. Grow your business with us, it makes sense to stock products that you believe in.

Smart Grooming: +44 (0) 1823 681076www.smartgrooming.co.uk

Revolutionary range

Horse owners can now actively help to protect horses from harmful bacteria and fungus with KBF99 grooming products and stable equipment. The range is coated with KBF99 which was tested at Coventry University and effectively killed 99% of the bacteria test culture (Strangles, Ringworm and E.Coli).Consumer research indicates that 88% of people would consider it an advantage to groom their horse with a brush that actively kills Strangles, Ringworm, Mycotoxins and E.Coli without chemicals and 57% said they would buy the products immediately.Prices start from just £2.00 and products are available in a range of colours.

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



http://www.presspoint.co.uk


SUPPLEMENTS

Where to start?These days, supplements can cover a range of items. Anything from tonics, supplied in liquid form that act as a booster to the horse’s overall health, to granules, powders and pastes that aim to alter fitness, mood or well-being. “With half of all horse owners administering one or more supplements to their horses every day, the decision of what to use is almost as difficult as choosing the actual horse feed itself,” says Laura Meszaros, nutrition advisor at Dodson & Horrell. “Not only are horses living longer but they are also working harder. Horses often experience the same ailments as

elderly and active humans – most commonly stiffness and joint pain. Herbs and supplements such as Dodson & Horrell Mobility Herbs and Joint Support aim to provide nutritional support for the musculoskeletal system and they can be used as either a preventative or to combat any discomfort caused by joint and muscular aches and pains.” For manufacturers, creating a new product can be tricky and requires a lot of thought from all parties involved. “Our customers asked us to create an instant calmer in a syringe – as we already have a daily use liquid calmer – that would be easy to take with them to shows, and that tasted really scrumptious, as the problem with many syringes on the

market is that horses don’t like the taste of them and will spit them out,” says Clare Blaskey from Blue Chip Feed. “We asked our Facebook followers which flavour their horses would prefer, apple or carrot, and within an hour we had hundreds of replies and we then thought; why not make both flavours?” The latest form of supplement to be increasing in popularity is a lick. Able to be accessed as and when, they are an easy option and provide both a treat for the horse and an intake of the specified ingredient. “People are increasingly understanding of the serious message behind the Likit brand, says Andrew Robertson, managing director of Likit Products. “The Paddock Likit is a big one for us in this market, being an all-purpose mineral lick with garlic, yeast cultures and oils, as well as ingredients to support healthy hooves.”

However, recent times have been difficult for the UK economy with every industry having to make vital cut backs and important decisions. “Like any business in this current economic climate we have been affected by the recession,” says Laura Meszaros at Dodson & Horrell. “As a company we have many long-standing, loyal customers that value and rely on the use of herbs and supplements to aid their horse’s various ailments. Fortunately customer loyalty, combined with the fact that we have recently launched a new range of pelleted supplements, has resulted in boosting our sales.” It seems that customer loyalty has played a big part in ensuring that the industry remains fruitful. “Our loyal customers continue to purchase NAF products largely because they are so passionate about their horses, they feel a real need

HOW MUCH IS TOO MUCH?The supplement industry is a minefield. With such a variety of choice customers, retailers and manufacturers can feel overwhelmed. Equestrian Business Monthly spoke to the people who know first hand how to effectively market and sell these products.

The dos and don’ts All animal feeds and supplements must adhere to certain rules in order to fit legislation laid down by the EU under the Feeding Stuffs Regulations. One rule that manufacturers are only too aware of is that all feeds have to be described as ‘complementary feeding stuffs’. This term means that the product is not suitable to fed alone and should always be given with a certain amount of forage. The supplement in question has been specially formulated to contain a high content of certain nutrients, which when fed alongside appropriate feeds, will provide a balanced diet. Another restriction on supplements is that they cannot claim to have a medicinal effect, unless there is certified evidence to support this. Any products claiming to treat to prevent disease must have marketing authorisation from the Veterinary Medicines Directorate (VMD).

Manufacturers who create misleading packaging or supply information that cannot be proven, will have its products banned. New manufacturers should be especially careful, as certain words must not be printed without a licence. These include: Dose, treatment, remedy, prevents, dosage, cures, relieves, boosts, treats, heals, repairs, protects. The supplement industry is a tricky one, especially as there are so many supplements, balancers and feeds to choose from. Identifying one from the other can come down to a matter of size. Supplements are designed to offer additional vitamins and mineral to the horse and are fed at a lower rate – up to 150g a day, rather than increase the calorie intake. Whereas a balancer is often fed in larger quantities – up to 1kg – and can be used to provide additional protein, as well as vitamins and minerals. A feed can be given alongside a supplement and a feed balancer and provides energy, protein, vitamins and minerals.


http://www.keratex.com

http://www.seaquimequine.com

http://www.likit.co.uk


to give them the best they can to maintain health and fitness – we realise we are very fortunate to have customers who appreciate the value of five star treatment,” says Tracey Lloyd at NAF.

Encouraging salesPrice and efficiency sit high on a customer’s requirement list when purchasing an item, especially for the first time. With many owners almost becoming addicted to supplements, the market is not at risk of disappearing anytime soon, however the purse strings have been significantly tightened and retailers and manufacturers should be working together as much as possible to ensure that products are given the best chance of being sold. “The packaging and marketing for

AppleCalm and CarrotCalm was devised by Guy Blaskey of XOXX,” says Clare. “Everyone loves the ‘calm down dear’ advert and the product has been flying off the shelves as the competition season gets underway. This has also had a knock on effect on our daily use calmer sales of which have also increased.” Likit are also keeping on top of their packaging. “In 2011, we redesigned our packaging with new eye-catching designs which has also helped refresh the look of our products,” says Andrew. “As a manufacturer, we are always looking at ways to improve efficiency and offset

raw material or overhead costs. This has helped keep our prices competitive.” Design is important for any product. “Our new range of herbs and supplements is user friendly from both a merchant and end user perspective,” says Laura. “Tubs are eye-catching, informative and easy to store. We wanted to make selection of an appropriate herb or supplement a simple process by grouping each product into sections. For example, the Dodson & Horrell ‘Move’ range would incorporate three products; Devils Claw, Joint Support and Mobility herbs.” The company also runs a nutritional helpline, which can be useful for gaining additional knowledge. “Retailers can also contact their area representative to discuss product training opportunities,” explains Laura. Aside from the products themselves, it is

important for manufacturers to interact with their customers. “We have run a number of special offers, product competitions and regular advertising campaigns,” says Andrew. “Social media has also been a great fun way to interact with the end-user and this is being developed more each month.” NAF have also stayed on top of media. “We have maintained our high level of marketing activity in proven media, such as consumer press, whilst exploring new opportunities, such as internet and TV, to underpin the sales support given to our stockists and to create consumer demand.”

Successful stocking “There are two key areas I would ask retailers to consider, first and the absolute key for us is the RRP,” says Andrew. “If a product is overpriced, it just does not sell well. The other is the merchandising and keeping products looking fresh and appealing to the consumer. We have developed in-store displays, both large and small to help with presentation.” Ensuring that you can provide your customers

with adequate information is essential and should be a mandatory requirement among staff. “Retailers should utilise the smart, creative point of sale material we offer for their stores, and discuss with their NAF area sales managers any specific needs they might have for this,” says Tracey. “It is also beneficial to follow our successful colour coding of product categories when displaying NAF products and again, to ask their area sales manager for any help and assistance they need with merchandising.”

To supplement or not to supplement

Jane Buchan of Baileys Horse Feeds explains the importance of correct supplement use.

Feeds and balancers are formulated so that, when fed at recommended levels, they supply all the nutrients a horse needs, in addition to its forage ration, to provide a fully balanced diet. This means that when a horse is receiving the recommended amount of the right type of feed to suit its workload, temperament and calorie requirements, it should require no additional nutritional supplementation, other than electrolytes when working hard enough to sweat.This means that when owners encounter problems, like poor hoof quality, flaky skin, dull coat, lack of stamina, they need to look to the horse’s “base” diet before turning to the supplement tub. If they are not feeding the recommended amount of their chosen feed, or the feed is formulated for a lower workload than the horse is performing, the horse is likely to be missing out on essential nutrients with both visible and invisible effects.Since a horse’s health and well-being is reliant on a balance of nutrients, such as those found in a good quality compound feed or balancer,

supplementing with a single nutrient is not necessarily the answer to a single problem and is likely to unbalance the overall diet with possible additional consequences. Feeds and balancers contain all the nutrients required for healthy hoof growth, for example, so, if a horse receiving the correct amount still has poor feet, a supplement containing a range of hoof-important nutrients is preferable to simply adding biotin.Feeds and balancers may also contain probiotic yeasts and/or prebiotics to help support gut efficiency, inclusion levels will be those for maintenance, however, so any horse with a specific problem is best given a probiotic or prebiotic supplement. Nutrients, like glucosamine, may also be included in some feeds but, again, it is important that the feed is fed at the correct level and better effect may be gained by choosing a specially formulated ‘nutraceutical’ joint supplement containing nutrients not normally included in compound feeds.Choosing the right feed and giving the correct amount can also affect a horse’s temperament and therefore influence an owner’s perceived requirement for a calming supplement. There are so many other factors involved, however, that problems with the diet may not be the sole cause of fractious behaviour and supplementation may remain ineffective unless these are also addressed. So it’s clear that a more holistic approach to horse care will help the horse owner make a more considered decision over the use of supplements, hopefully, to better effect.

SUPPLEMENTS


http://www.dodsonandhorrell.com


SUPPLEMENTS

Breathe easy

Bronchial Elixir with Echinacea is an effective liquid supplement for healthy respiratory ducts and bronchia.It enhances vitality and immune resistance of all types of respiratory tract disturbances including sensitivity to dust.Contains liquid extracts of aniseed, fennel, ribwort, chestnut, primrose, thyme and Echinacea. It is also free from banned substances. Bronchial Elixir comes with a practical measuring top for easy use. RRP- £23.00

Agrihealth: +44 (0)2838 314575www.agrihealth.co.uk

No Bute

No Bute, the original liquid Devils Claw feed supplement which can be used safely with none of the potentially debilitating side effects associated with ’bute. The world’s first liquid Devils Claw supplement was launched in 1996 by SP equine Health & Herbal, it has since achieved worldwide acclaim for attaining and maintaining healthy joints, bringing comfort the natural way. With safe, long term use, and manufactured without alcohol the proven success of No Bute and No Bute Premium makes it widely regarded as the market leader. Available in a wide range of sizes from 1 - 20 litres. Sp Equine Health & Herbal manufacture a full range of vitamins and supplements all available through the website.

The Animal Health Company: +44 (0)1787 476400www.animal-health.co.uk

Proven performance

Sold around the world, Blue Chip’s range of feed balancers and supplements are a phenomenal

success. In modern, bright, eye catching

packaging, the balancers are whole-cereal and molasses free and are the only balancer to contain the revolutionary new ingredient Nucleotides.Blue Chip products really work, their liquid calmer is perfect for daily use and the instant action flavoured syringes are sold in a mixed flavoured, display style box, a must have for the competition season.Blue Chip’s joint protection range includes Blue Chip Dynamic, a pelleted joint and bone supplement and Joint RLF, liquid joint supplement with Rosa canina, a rosehip extract proven to be 40% more effective than glucosamine.*Reported in the daily telegraph 19/05/09

Blue chip Feed: +44 (0)1142 666200www.bluechipfeed.com

No more scratching

Think Itch is now available in a larger 9kg version for customers who wish to bulk buy for the season ahead at a more economical rate. This size will offer a 2½ month’s supply for the average horse. With an RRP of £79.99 it works out at a cost of £1.08 per day per horse.Think Itch incorporates the internationally renowned Think Fly formula together with ingredients for a balanced immune system, effectively combining the benefits of two products into one. The principle behind Think Itch is to deter midges from biting the horse, whilst at the same time helping to soothe the irritation. A 4kg container will last a horse for 33 days. RRP £39.95.

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

Keep calm Ideal for horses of an excitable nature Dodson & Horrell Placid contains a calming blend of chamomile, lemon balm, vervain, magnesium and lime flowers which has been thoughtfully put together for horses with behavioural issues. Both chamomile and magnesium are renowned for their calming properties and support of the nervous system making them an important part of the Placid recipe. Undesirable behaviour from horses can stem from a number of factors such as environment and seasonal changes, whilst trying to eliminate external factors, also try adding Placid to the horse’s diet to calm him on the inside.

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

The perfect balance

The specially formulated minerals, including zinc, are highly absorbable and about as close as you can get to the nutrients that the horse gets from its food. It includes chelated minerals, supports natural defences, maintains conditions and supports immune systems. With an RRP of: 3kg - £23.50, 6kg - £42.50, 12kg - £79.90.Mineral and vitamin deficiencies are an important cause of weakened body defences and weak joints in almost every horse. GlobalVite has been designed to maintain top condition and support immune system stability and is ideal for use with our other herbal products. Typical levels of minerals advised by recognised authorities are only levels sufficient to avoid disease, not give optimum health.

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


http://www.globalherbs.co.uk

http://www.horsefirst.net

http://www.animal-health.co.uk


SUPPLEMENTS

Perfect for all

Horse First supplements are packed with quality ingredients at optimum levels to deliver health and vitality to all horses and ponies irrespective of their discipline. This range of products, with its distinctive red lids, has long been the choice of so many of the world’s leading riders. Every horse and pony benefits from these supplements, from the quiet hack to the dressage star and Grand Prix jumper. Backed up with Horse First’s excellent service and support, these products will ensure plenty of repeat business. Existing stockists of the supplements will tell you ‘here is a range of products we can sell with confidence, because our customers say they work’.

Horse First Ltd: + 44 (0)2830 [email protected]

Essential ingredients Hoof health and quality can make or break a horse, and research shows that diet is key when trying to improve hoof strength, vitality and capability.Keratex has formulated a supplement which can be added to hard feed or sprinkled onto hay. It can be used with weaned foals through to veterans, as it provides the broad range of vitamins, minerals and trace elements which are needed in horses of all ages. Research shows that horses with poor quality feet are deficient in at least one of the nutrients included in this carefully formulated supplement. As with all Keratex products, the formulation uses only British-sourced ingredients. This supplement retails at around £5 per week, that’s just over £60 for a 3kg tub.

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

Healthy hooves

Over 30 years of equine nutritional research, clinical trials and field testing have gone into every cup of Farrier’s Formula. Nutrients such as phospholipids, omega fatty acids, and important amino acid ‘protein building blocks’ enable horses to build strong structural and connective tissue proteins important for healthy hoof structure and growth. The combination of proper nutrition with Farrier’s Formula and the application of an effective topical dressing help repel the invasion of bacteria and fungi that cause hoof problems. Life Data Hoof Dressing not only defends against these hoof-eating microbes on the surface of the hoof, but permeates deep within the hoof wall to block these microbes at the very foundation of the invasion.

Life Data Labs, Inc: +1 256 370 7555www.lifedatalabs.co.uk

Great for paddocks The Paddock Likit is the easy way to provide essential nutrients for equines that are at grass or on limited concentrate rations. Designed for use in the field or stable, the long-lasting formulation is a cost-effective means of providing quality minerals, plus garlic, oils, Biosprint Live Yeast and the ‘Happy Hoof’ formula. “Horses naturally feed little and often over extended periods of time and using the Paddock Likit accords with this natural behaviour pattern as it is available 24/7,” explains Likit consultant nutritionist, Dr Derek Cuddeford. The Paddock Likit is suitable for all types of horse or pony and is especially useful for good doers and equines whose nutrient intake is restricted.

Likit: +44 (0)1655 750523 www.likit.co.uk

Get the scoop Measom Freer has launched a new range of scoops in standard food safety colours, with antibacterial additive also available to provide that extra depth of protection. The scoops are manufactured in very durable food grade HDPE, with natural available from stock and yellow, brown, red, white, blue and green available to order. There are four sizes of scoop; micro, mini, small and large, suitable for a wide variety of bulk handling and dosage applications including pet food preparation, wet and dry ingredients, supplements, additives etc. Other products such as measures, jars and boxes can also be colour matched and treated with anti bacterial additives to help prevent cross contamination right throughout the preparation area. Measom Freer: +44 (0)1162 881588www.measomfreer.co.uk

Performance power

New to the UK market, comes M Power, a leading edge nutritional formula to support the natural, healthy development of muscle.A unique natural formula, M Power is rich in amino acids – which, as the building blocks of protein, are vitally important for healthy muscle tissue growth – and naturally sourced anti oxidants which work together with select herbal ingredients to ensure, smooth, healthy muscle function. These primary ingredients are supported by the necessary vitamins and trace elements needed for performance, plus targeted nutrients, including live yeasts, to optimise the digestive process, enabling efficient utilisation of the key muscle building ingredients. Fed as part of the daily diet M Power will help to maintain optimum muscle strength, power and stamina in fit competition horses. RRP: £65.00 – 900g



SUPPLEMENTS

Respiratory care

Respirator Boost is designed to help all horses with

inhibited respiratory response.

Outstanding results have been seen when fed

to horses that have shown irritation when exposed to high pollen counts and horses that have demonstrated long term pulmonary discomfort. Furthermore, NAF has such confidence in the product, it comes with a 48-hour money back guarantee. Respirator Boost is a liquid supplement formulated from tinctures of ingredients particularly beneficial to the respiratory system. Utilising tinctures enables the product to work very quickly, they are combined with Echinacea to support the immune system, highly concentrated antioxidant nutrients to mop up and flush away toxins, essential oils of clove and eucalyptus to help clear the airways, plus soothing ingredients such as honey, peppermint and lemon. RRP: 500ml: £14.95, 1 litre: £26.75, 2 litres: £47.95.


Natural alternatives

Seaquim Equine is a natural feed supplement that is being introduced to the UK market this year. Seaquim Equine is made from a living freshly harvested marine plant Ascophylum nodosum. This natural plant is sourced in the cold clear waters of the North Atlantic and is rich in minerals and nutrients essential to the horse. The Ascophyllum nodosum used for Seaquim Equine grows in nutrient rich crystal clear waters, absorbing only the nutrients and trace elements it requires, resulting in a perfectly balanced mineral rich plant. The many benefits of this super product include; improved metabolism, stamina and performance; alert appearance; topline; condition; brighter coats; healthy hooves; overall well being as well as increased conception rates in brood mares. The company is currently looking to source distributors for the UK market.

Seaquim Equine +353 (0)8623 64609www.seaquimequine.net

All-in-One TopSpec All-in-One is the fully comprehensive supplement containing optimum levels of all the commonly-needed supplements expertly balanced into one product. It is designed for all horses and ponies, whether competing, in light work or breeding and is also suitable for horses and ponies prone to, being treated for, or recovering from laminitis. TopSpec All-in-One promotes a supple skin and shiny coat, muscle development and function, performance, excellent hoof quality, digestive health, blood quality, bone development and strength, fertility, a healthy immune system and feed utilisation.This new supplement also conforms to the BETA UFAS NOPS code for HRA/competition use. TopSpec All-in-One now offers a 4kg tub for a 3kg price £27.50.

TopSpec: +44 (0)1845 565030www.topspec.com

http://www.measomfreer.co.uk

http://www.naf-equine.eu/uk


RIDER SAFETY

Last year, 225 riding accidents on the road alone were recorded on the British Horse Society’s (BHS) website: www.horseaccidents.org. This number, although thought to be higher included eight rider fatalities, 18 severe rider injuries and 19 horse fatalities. Whether competing or hacking, riding is a risk sport. The 1936 Berlin Olympics saw riders tackle fences – with a good few of them falling off – wearing just an army cap and a basic uniform or hunt jacket. Many equestrian disciplines have since introduced strict rules for appropriate safety, with dressage riders being the last to conform. “It is fantastic to see that safety helmets are now required at all but the highest levels of pure dressage,” says John Ayres, managing director at Champion. “Even at top level competition a number of riders are choosing to wear a safety helmet rather than the traditional top hat, which is an excellent development. Modern helmets such as our Champion Evolution look extremely smart and top riders choosing to wear helmets set a good example for younger people in the sport. There have been a number of high profile safety campaigns which have done excellent work in the media to further the safety cause and we hope that this is a trend that will continue – safer is better in our view.” The industry seems to be making closer links in recent months with Westgate EFI taking on Rodney Powell to

take up manufacture of the Elite X2ESP – which offers enhanced spinal protection ˆ as well as the Elite Flexi-Back Body Protector, and Charles Owen bringing Airowear under its wing. These acquisitions however must still be fully cleared. “For CE marking, if it’s just a change of ownership (i.e. same manufacturing site,

staff, raw material, suppliers, etc.), SATRA could grant the necessary approval as a paperwork exercise but may recommend some check testing if

it’s a particularly old certificate,” says a spokesman for the organisation. When asked about new materials that the industry are working with, we received the following response: “In terms of ‘new materials’, SATRA does not comment publically as many of the innovations we are party to are through confidential work with

other companies. However, I can say that, in the body protector area, we have noticed there seems to be new emphasis at getting the protectors to pass the impact testing at an increased range of temperature.”

AccessoriesHorse falls can often result in the horse being spooked and bolting off in the direction of home, leaving the rider on the ground and miles away from home. If the accident is witnessed, the next step is ensuring that the rider is ok, however if the rider is unconscious or injured and

cannot tell you, products such as the Locata, created by Unicorn Leather are vital. “I decided to make a new safety device for horses, riders and dogs that could possibly save lives in 2005 alongside my career as a traditional saddler,” says Austin Back at Unicorn Leather Saddlery. “In 2010 I changed the design of the what was then called, SOS and re-invented it and named it the Horse Locata. The Rider Locata followed shortly after.” The items can be stocked both individually or as a twin pack and colours can be mixed and matched. “The first order is a minimum of ten which can be mixed styles and colours and can be dropshipped individually to customers for retailers with only internet shops and don’t wish to carry stock,” says Austin. “We can also personalise them with retailer’s names, business name or website details.” Safety products that feature tracking devices are also available and track the rider’s route, allowing worried parties to login to their computer and see exactly where the person is. Great for those who exercise horses for a living or children out riding, these devices offer peace of mind to parents and could always be stocked on an order-only basis while retailers trial their saleability. Medical armbands, which are usually compulsory during cross-country events, are another way to store important information that can be retrieved in the event of an accident.

SAFETY FIRSTMost venues have strict rules on safety items, making – among other things – hats and body protectors compulsory. Ensuring that staff can fit these items correctly is vital for both gaining sales and avoiding accidents.

“”

I can say that, in the body protector area, we have noticed there seems to be new emphasis at getting the protectors to pass the impact testing at an increased range of temperature

http://www.rstor.co.uk

http://www.unicornleather.co.uk

http://www.letstalkhorses.co.uk

http://www.charlesowen.co.uk


RIDER SAFETY

Cutting cornersStocking sufficient promotional material, including testimonials, will encourage customers and reassure them that they are in safe hands. The use of a

video playing on a television is another way to demonstrate the products as is a selection of manikins wearing various items. Items such as body protectors vary wildly in fit and shape, so encouraging customers to try on a few is a good idea. A popular ‘body protector’ that has gained a lot of coverage recently is the Point Two air jacket. The jacket, often seen on professional riders, especially eventers, offers a unique air system that

is inflated as the rider leaves the horse. The jacket recently made the headlines after it was discovered that fake canisters that were bought online and designed for use in airguns

inflated at a slower rate, if at all. Neither jacket nor canister is cheap, retailing between £400-£600 for the jacket and £15-£18 per canister. Retailers should take care when stocking

these jackets as some require an additional body protector to be worn in order to compete under UK legislation. The P2-RS by Point Two, ‘inflates at speeds of up to 0.093 of a second, to

Successfully selling safetySafety is a hot lifestyle trend, thankfully; and there are many products out there that can bring you a high ROI, and also genuinely keep your customers safe in the saddle. Lee Buck from Polypads explains the best ways to ensure your stock is selling.

Purchasers are often influenced by professional riders and there’s also a steady acceptance in the use of high visibility wear for hacking. Store-based retailers can in particular cash-in with items like hats and body protectors, due to the fact that consumers usually choose to have safety items fitted, rather than buying without trying the items on.

Hats and body protectorsHelmets are of course always

popular items, and often the first thing a new rider purchases. Famously, a hat-less Courtney King-Dye fractured her skull after a fall from a horse in early 2010. Around 70% of riding accidents are said to occur outside of the competition ring, and American dressage rider Courtney’s fall occurred when schooling at home. While there’s no suggestion that retailers should encourage shoppers to buy helmets unnecessarily, these items can become repeat purchases, to a certain degree, as industry advice is to throw a riding helmet away if it has suffered a severe impact. Plus, multi-discipline riders may need several different hats. Could you offer a ‘buy one, get one at a reduced price’ helmet offer?Retailers can help their staff sell safety gear by paying attention to their customers’ disciplines – for example, a cross country rider purchasing cross country clothing may be interested in offers on body protectors or helmets. Bear in mind that eventing is said to be the most dangerous equestrian discipline (outside of racing), and consider targeting sections of your marketing towards this audience. Naturally, any one riding over cross country

fences should ride in an ‘up to standard’ body protector; if you are in conversation with customers about their riding wear, make sure they are not using pre-year-2000 body protectors, which are now defunct, and recommend a new model.Body protectors should be replaced at least every three to five years, depending on use, which means a repeat, high-value purchase for regular users. Plus, technology now develops quite frequently, especially with the increased use of air jackets, so offering customers a demo of the latest products is a good idea. Remember to hold plenty of replacement air-gas canisters in stock, too!

Promoting productsMy current involvement with safety is with the RS-tor rider safety aid, which I manufacture; it is widely used by riders as a fall prevention aid. The product retails at under £45, so it has a good price point – it attaches to the saddle via the stirrup bars and is held in the hand – its action only comes into force when the horse spooks, cat-leaps, bucks or rears, and

unseats the rider. I designed the packaging so that the handle is visible through the top of the box, so customers can see how they would hold it, what size it is, and how it suits their dexterity. I would encourage manufacturers to ‘showcase’ products in this way where possible, rather than packaging things up in excessive plastic and cardboard – customers like to ‘have a play’ with products. I also like to see products mounted on a display horse, as this is a good way to promote goods associated with a particular discipline – e.g., you can kit the horse out differently according to your seasonal promotions (which can relate to local, high profile competitions, for example.)I also advise my retailers to look out for what customers purchase – why not consider launching a loyalty scheme that keeps track of their purchases, and gives cash back or free gifts for loyal, repeat buys? Look out for things like cross country silks, breastplates, cooling leg gels etc as this would lead staff to recognise a cross country rider, and someone that is statistically more likely to encounter a fall.

“”

Neither jacket nor canister is cheap, retailing between £400-£600 for the jacket and £15-£18 per canister


provide enhanced protection to all the major thoracic and upper abdominal organs, the spine and the collar of the neck. It also helps guard against crushing injuries in the event of a rotational fall’, whereas it is advisable to wear the ProAir with an additional body protector. Claire Williams, executive director and secretary British Equestrian Trade Association (BETA), recently released the following statement to clarify the use of both forms of protection at the same time. “The Kan has passed independent tests to pass the EN and BETA standards and is approved therefore for all types of riding activity. We do not know of any reason why the two should not be worn together and I know that many riders do, including Nicola Wilson at Badminton. I am not aware of any tests done by Point Two that would suggest that the Kan is not suitable for use and we have certainly had no feedback to the contrary. Before ruling the Kan (or indeed any other body protector) out from use with an air bag, I would wish to see scientific tests justifying their suggestion and supporting the apparently anecdotal nature of their claims.

Safety testingRiding hats and helmets are subjected to rigorous testing procedures to ensure that they provide the rider with a certified level of protection, but just what exactly do these tests involve? John Ayres from Champion explains.

Testing procedures and standards today are more thorough than ever before and in order for a riding hat or helmet to be certified as up to standard, it must pass a number of tests designed to assess its ability to protect the rider’s head in the event

of a fall or blow to the head. There are four main areas of testing: penetration, shock absorption, harness strength and stability. For the shock absorption test, the hat is fastened to a metal shaped head which is then dropped from a given height onto a steel anvil. The penetration test involves an object such as a heavy pointed spike being dropped onto the hat to replicate penetrative injuries, such as from a studded hoof. It’s also important that the hat’s harness does not allow it to be pulled or rolled off and that the hat remains in the correct position to provide maximum protection during a fall, so harness strength and hat stability are also rigorously tested. When it comes to the standards the most important current standards to be aware of are BS EN 1384, PAS 015:

2011 and Snell E2001, with PAS 015 and Snell E2001 providing a higher level of protection than that provided by BS EN 1384. All Champion products are submitted for further testing by the British Standards Institute, where the tried and trusted Kitemark is awarded. What this means is that a Kitemarked riding hat offers additional safety reassurance as it is tested on a continual basis, with every batch produced passing through the BSI’s rigorous testing system for each of the four main areas of testing: penetration, shock absorption, harness strength and stability. Non Kitemarked products are not normally subjected to further testing after the hat passes the initial test to the standard and so any hat with a quality mark such as the Kitemark can be viewed as

being consistently safer than a hat to the same standard without the quality mark.The Champion brand has a tremendous safety heritage and has been a driving force in the design and development of protective riding wear for over three decades. From the company’s factory in Cardiff, Champion has been producing riding hats, helmets and body protectors in the UK to the highest safety standards for over 30 years.

RIDER SAFETY

International Helmet Awareness Day This year’s event will take place on Saturday 9th June, 2012. The aim of the event is to provide education to as many equestrians as possible through a global equestrian retailer network. Charles Owen will waive its minimum pricing policy for this one day to allow retailers to offer special pricing for the event. The company will also offer a 10% discount on one order placed the week after the event for helmets sold during.To sign up, use the following link to a special website specifically created for the event at www.riders4helmets.com/ihad/retailer-information/. By enrolling on the site, retailers will be placed on a map that customers can use to find the stockist closest to them. There is a nominal fee of £16 to enrol this year, which will cover the cost of literature and an educational DVD that you will receive.

“”

The penetration test involves an object such as a heavy pointed spike being dropped onto the hat to replicate penetrative injuries, such as that from a studded hoof


Hats off

The helmet of choice for many of the world’s top event riders, including Pippa Funnell, Piggy French and Lucinda and Clayton Fredericks, not to mention the helmet that protected Oliver Townend from more serious injury in his horrific fall at Rolex Kentucky in 2010, the Champion Ventair is certified to PAS015 and BSEN1384 for total peace of mind. Featuring a design registered ventilated airflow system, the Ventair system features a uniquely tailored harness for complete stability and security and offers further safety reassurance by carrying the BSI Kitemark, guaranteeing that it will comfortably outperform the four main areas of testing: penetration, shock absorption, harness strength and stability. Available in black, pink, navy or silver from sizes 6¼ - 7¾. RRP: £89-£110.

Champion: +44 (0)1132 707000www.championhats.co.uk

Great protection

Designed for the extreme situation, the 4Star jockey skull is certified to the four top international standards: CE marked to BSEN1384; SEI certified to ASTM F1163; SNELL certified to SNELL E2001; and BSI Kitemarked to the newly enhanced PAS015:2011.The deep-fitting 4Star is the result of years of advanced computer analysis and incorporates the latest aramid fibres, which are embedded in a tough resin matrix for vastly improved crush resistance. The neat quick release buckle in a high strength alloy fastens the patented GRpx harness system for the ultimate in stability.The helmet also features the new Charles Owen “Free Fit” system which allows for increased airflow across the forehead. Available in black or heat reflective silver in sizes 1 ½ to 3.

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

Added comfort

Engineered to give total confidence in upper body protection, the Kontakt 5 meets the latest and most comprehensive 2009 body protector safety standards. A slim line appearance is achieved through tapered shoulders and rounded chest protection panels. Ventilation holes are covered in Coolmax fabric for superior breathability and comfort. The spinal grip technology prevents the garment from riding up and allows the rider to maintain freedom of motion. Manufactured to EN13158:2009 and BETA 2009 Standard Level 3. The body protector is available in sizes: Child: S-XL and Adult: S-L.

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

Spoilt for choice

Gatehouse offers an extensive choice of BSI Kitemarked riding hats, from the timeless elegance of the Hickstead velvet hat, to the famous HS1 Jockey Skull favoured by so many leading event riders. For those that prefer the futuristic styling of the modern show jumping helmets, the Gatehouse F1 fits the bill perfectly. Well ventilated and lightweight, the F1 features a four-point harness with padded nape guard, a lightweight ABS outer shell and an extra thick shock absorbent polystyrene liner. The F1 comes in black, black and silver or carbon effect and is Kitemarked and approved to BSEN 1384. Customised ‘bling’ versions of Gatehouse hats are available on request.

Westgate EFI: +44 (0)1303 872277 www.gatehouserange.co.uk

Safe and sound

The Unicorn Leather Rider and Horse Locatas can be bought in one pack or separately and come complete with instructions, as well as spare forms and pouches.The Horse Locata can be attached via the D-rings at the front or rear of the saddle, as well as the fall down staples at the front. The Rider Locata attaches round the rider’s arm or can be placed around the top of a long riding boot. They are fully adjustable and can be personalised with the retailer’s name, business name or website details.Orders can be mixed between colours and styles. A minimum order of ten is applicable for the first order. Discounts will be given on bulk orders.

Unicorn Leather: +44 (0)1883 382310www.unicornleather.co.uk

In safe hands

The innovative, RS-tor riding accessory helps develop rider balance, and is an ideal product for eventing enthusiasts, as it provides extra stability at speed. Inventor George Gorman says the RS-tor could provide additional confidence for riders with young or excitable horses. “The ‘arm’s length’ of extra stability could allow even experienced riders to concentrate more on their body position during the jump approach and getaway, thus further reducing the chances of an accident,” he says. While it cannot be used in affiliated British Eventing competitions, it is an ideal rider training aid for use at home.RRP: £44.99. Available in child, S and M/L sizes. (Adults over 5ft usually select M/L).

Polypads: +44 (0)1842 752020www.rstor.co.uk

RIDER SAFETY


Bucas Max Jumping/All Purpose Saddle PadZebra Products

Sizes: One Size Colours: Navy, white, black, brown Materials/bindings: Cotton, Stay Dry LiningRRP: £37.00

The Max Saddlepad is one of the finest performers available as it has a unique Stay-Dry lining to draw moisture away from the horse and saddle to help maintain a much drier condition. The lightly textured inside surface helps to ensure correct positioning. The pad is available in two styles: All Purpose Jumping and Dressage.

Grip PadBarnsby

Sizes: P-FColours: More than fiveMaterials/bindings: Cotton, neoprene RRP: £70.00-£80.00

The revolutionary non-slip saddle pad from Barnsby is manufactured from soft cotton with a neoprene overlay to support the saddle area. The underside is lined with an exclusive speciaility rubber that provides complete adherence to the horse. The Grip Pad absorbs sweat and does not pinch or rub. Hand wash only.

Keeping a range of numnahs and saddle cloths that offer everything from a basic level of protection to a complete adjustment of the saddle is key to attracting all levels of customer.

NUMNAHS AND SADDLECLOTHS

A numnah or saddlecloth provides a thin layer of material between the saddle and the horse’s hair to offer protection, absorb sweat and help keep the saddle clean. A numnah, traditionally follows the shape of the saddle, while a saddle cloth forms a rectangle leaving a blank area uncovered by the saddle, which is often used for the embroidery of the horse or rider’s name. Basic numnahs and saddle cloths are

made from a breathable material such as cotton and can range in price from £10 to £30. As with all products this market has its premium range, which sees ‘designer’ names such as John Whittaker, Pikeur and Nuumed making an appearance. These items will often feature velvet, wool and sometimes a specialist technology, and have additional properties such as hi-wither, forward cut or anti-slip. Many

children’s ponies can be rotund in shape, making a saddle a little awkward to fit. Neoprene and gel pads can be used to absorb shock, rise the front and back of the saddle and keep it in place. Most brands will offer a selection of numnahs and saddlecloths cut for each discipline and available in a variety of colours. A seat saver, which fits over the centre of the saddle, is a great way to offer a little extra comfort to

those who are in the saddle for a long time. A revolutionary new product from Rambo, the Air Pad, uses a combination of foam and air, allowing the user to adjust the amount of suspension they require. The pad features a ‘stay put’ design, so has no straps and can be adjusted using the special valve.

LET’S TALK PRODUCTS

What to Stock

for Successful Sales

Cottage Craft Air Mesh Cushion NumnahMatchmakers International

Colours: Black, whiteSizes: FMaterials/bindings: Cotton, neopreneRRP: £34.99

The Air Mesh Cushion Numnah from Cottage Craft will keep the horse comfy whilst riding. The numnah features a pair air mesh covered neoprene numnah top and cotton lower.

Caldene Diva GP Saddlecloth Matchmakers International

Sizes: P-FColours: Black, maroon, navy, whiteMaterials/bindings: CottonRRP: £44.50

The Caldene Diva GP Saddlecloth is created from high quality cotton, in triangular sections. It is ideal for a competition or everyday use. Featuring a Caldene diamonte horse on both sides of the saddlecloth, it has a dual rope braiding around the edge.


Comfort Zone Airflex Dressage SaddleclothTagg Equestrian

Sizes: F, XF Colours: White, black Materials/bindings: Airflex – Eva Modified Closed Cell PolyetheleneRRP: £54.50

The Airflex range of saddlecloths are both breathable and lightweight, offering total freedom and flexibility for the horse. The cellular structure of the Airflex allows the horse’s muscle structure to move. It also fits closely into the saddle gullet and is great for horses that suffer from heat and sweat rashes or those with cold backs. Available styles: Dressage and General Purpose Saddlecloths and Riser Pad.


HiWither Half Wool Saddlepad Griffin NuuMed Ltd

Sizes: M-XLColours: Black, brown, whiteMaterials/bindings: Wool, cottonRRP: £67.50

This versatile saddlepad is a real performer. One of NuuMed’s most popular designs cut to NuuMed’s own HiWither style, this saddlepad fits superbly. Made in a quality 5oz quilt with a self coloured half wool lining for added protection over the key pressure points while allowing the rider close leg contact, with D ring top straps and shorter flaps, which fits most CC saddles.

Elite allround saddle padHorze UK

Sizes: P, FColours: More than fiveMaterials/bindings: CottonRRP: £26.20

The comfortable all round saddle pad has a cotton honeycomb lining and three thin cords lining the edges for extra flair. It is also high cut at the withers.

All round Double-Corded Saddle PadHorze UK


The saddle pad is available in the all round shape with extra relief around the withers. Double cords in matching colours add a coordinated elegance. It also features hook and loop fastenings and is lined with honeycomb cotton.

Royal Equus Saddle Pad w/PipingHorze UK


The general purpose saddle pad has piping around the edges with the Royal Equus logo and crown. Diamond quilting pattern and higher fitting at withers.

Comfort Zone Working Hunter NumnahTagg Equestrian

Sizes: 13-18 inch Colours: Brown Materials/bindings: Polycotton, Breathable liningRRP: £31.95

The show range offers a discreet presence under the saddle, with cotton diamond quilt under the saddle and wool fleece on the reverse. The polycotton fabric is dye fast, pre-shrunk and anti-crease and the quilting allows even pressure distribution and no balling of the lining. The natural fabrics used are kind to the skin and machine washable. The numnah is sized to fit by the inch and available in a show version too.



Honeycomb Quilt Saddle PadIV Horse

Sizes: SP-FColours: Black, brown, whiteMaterials/bindings: Quilted honeycombRRP: £21.55

Featuring a heavy duty UK honeycomb quilt design with professional competition-set girth loops and neat D-ring straps. The sturdy design offers maximum shock absorption with shaped wither design as standard. Available with single, double or rope bound finish.

Fleece Seat SaverIV Horse

Sizes: P-HColours: More than fiveMaterials/bindings: fleeceRRP: £7.55

Made with quality 400gm anti-pil polar fleece, the seat saver is lightweight and uses soft napped fabric to offer extra protection, comfort and warmth. It is available in a choice of funky colours.

Royal Equus Saddle Pad w/Functional LiningHorze UK

Sizes: P, F Colours: Baby blue, white, dark Shadow, walnutMaterials/bindings: CottonRRP: £33.10

The general purpose saddle pad has embroidery on the girth strap and left corner. It also has vertical and horizontal intersecting tape at the sides and corner quilting.

Velvet Saddle PadIV Horse

Sizes: SP-FColours: More than fiveMaterials/bindings: Acrylic polyester, velvetRRP: £28.75

Available in GP or dressage styles, high wither as standard, continental wither to order, the saddle pad features a fancy diamond pattern velvet with 380gm wadding.

Rolled Edge Fleece NumnahIV Horse

Sizes: SP-FColours: Black, white, brown, creamMaterials/bindings: Quilt, synthetic fleeceRRP: £29.60

Available in GP or working hunter styles, standard or high wither, the diamond quilted

numnah features synthetic rolled edge fleece binding.

Animal Print Saddle PadIV Horse

Sizes: SP-FColours: More than fiveMaterials/bindings: Foam, cotton, polyesterRRP: £25.05

The pad has a padded foam inner, cotton outer and is acrylic polyester bound. It is available in a range of funky go wild patterns. Single or rope binding options and embroidery are also available.



Internet Non-Slip Saddle MeshNew Equine Wear

Sizes: One sizeColours: BlackMaterials/bindings: Non-slip breathable meshRRP: £10.50

Internet Non-Slip Saddle Mesh provides riders with a lightweight, breathable saddle mesh that can be used on its own in place of a conventional saddle pad or numnah, or with these products to help maintain saddle stability, helping to prevent forward and lateral movement. As the mesh is so lightweight, it is suitable for all climates. It can be used for all equestrian sports and is ideal for barrel shaped horses.

New Spacetec Pad MkIIPolyPads

Sizes: One sizeColours: Grey stripe, blackMaterials/bindings: PolycottonRRP: £61.50

PolyPads’ thinnest pad to date provides amazing protection and cushioning. The new high performance 3D material provides more protection to the pressure bearing area than the current Plus One option but at a fraction of the depth, ensuring minimal bulk under the saddle and an amazing feel.The future of saddle pads is breathable, washable, strong, flexible and tear resistant, but uniquely cushions the rider too.The new MkII version comes with fully adjustable straps ensuring it is held in place during any discipline.

Saddle Sure Non-Slip PadNew Equine Wear

Sizes: P-FColours: Black (numnah), white (dressage) Materials/bindings: Orthopaedic foamRRP: £15 (numnah), £18 (dressage)

The Saddle Sure Non-Slip Pad is made from orthopaedic foam and has a fleece wither protector for extra comfort. It works to

help promote saddle security and takes

the place of a conventional

numnah or saddlecloth.

PerformerPolyPads

Sizes: One sizeColours: More than fiveMaterials/bindings: PolycottonRRP: from £40.19

This is the close-contact member of the range, designed specifically for jumping.The non-slip, absorbent, cotton-rich towelling on the underside of each panel enhances contact and feels much thinner, whilst the High-Profile cut along the spine is ideal for higher withered horses.The increased panel length ensures a generous fit under a longer panelled saddle. It has fine tailoring and a contoured front to enhance the look.It also has a cleverly designed off-set double seam along the spine, reducing bulk for an extra sleek competition look.

JHL Close Contact Half Wool SaddlepadWestgate EFI

Sizes: M, L (XL in dressage)Colours: Black, whiteMaterials/bindings: Quilted fabric, wool RRP: £34.65 (Close Contact Saddlepad)

From the Jumper’s Horse Line Half Wool Collection, this specially shaped saddlepad is designed for close contact and jumping saddles. Also available in dressage and GP styles, the numnahs and saddlecloths are high cut at the wither with broad panels to fit a good range of saddles. Being part lined with 100% wool they offer comfort without the bulk of traditional sheepskin and are machine washable.

Mark Todd Acupressure PadWestgate EFI

Sizes: One sizeColours: BlackMaterials/bindings: Natural latexRRP: £84.99 This technical performance pad has been designed to mould to the

unique contours of the horse’s back. Ideal for sensitive equines, the numnah combines excellent shock absorbency with a subtle massaging action to aid comfort and relaxation.

The natural latex material offers remarkable ‘bounce back’

qualities, while small, breathable vacuum tunnels draw hot air away from the back to improve sweat evaporation and help keep the saddle area cool.

Features a high wither design, extra spine space and a soft, anti-slip lining.


CONTACTSBarnsbyCountries available: WorldwideT: +44 (0)1922 621676www.barnsby.com

Griffin NuuMedCountires Available: VariousT: +44 (0)1458 210324 www.nuumed.com

Horsewear IrelandCountries available: WorldwideT: +353 429389000www.horsewear.com

Horze UKCountries available: Globally except South AmericaT: +44 (0)7824 387643www.horze.co.uk

IV HorseCountries available: WorldwideT: +44 (0)1888 [email protected]

Matchmakers InternationalCountries available: WorldwideT: +44 (0)1274 711101www.matchmakers.co.uk

New Equine WearCountries available: WorldwideT: +44 (0)1172 303700www.newequinewear.co.uk

PolypadsCountries available: WorldwideT: +44 (0)1842 752020www.polypads.co.uk

Tagg EquestrianCountries available: UK & Europe. In Ireland - Darragh EquestrianT: +44 (0)1636 636135www.taggequestrian.co.uk

Westgate EFICountries available: UK & EuropeT: +44 (0)1303 872277 www.wefi.co.uk

Zebra ProductsCountries available: WorldwideT: +44 (0)1352 763350www.zebraproducts.co.uk

Rambo Air PadHorseware Ireland

Sizes: HColours: Plum, kittenMaterials/bindings: SuedeRRP: £49.00

The pad features a mixture of air and foam that allows users to create the perfect cushion under the saddle. It has no straps and a luxurious suede effect covering.

Rambo Handy Pad Horseware Ireland

Sizes: One sizeColours: Navy, black, whiteMaterials/bindings: CottonRRP: £40.00

The new improved shape and size, along with extra foam, prevents the pad from slipping back. The girth straps also stay put. There is a diamond quilted design.

Rambo Grand Prix Show Jumping Saddle Pad Horseware Ireland

Sizes: P/C, C/HColours: More than fiveMaterials/bindings: PolycottonRRP: £58

The pad has a polycotton outer, Non-slip inner panel and a waffle inner to wick away moisture from the horse’s body while working. It also has a decorative cording.

Tottie Vegas SaddleclothMatchmakers International

Sizes: P-FColours: Black, white, pink, navyMaterials/bindings: CottonRRP: 28.99

Brighten up any horse this summer with the Tottie Vegas Saddlecloth. A fresh new look is the cotton quilted saddlecloth, with bright Tottie embroidery on.



SPECIAL REPORT

A bitter tasteThe event, which was cancelled after the wettest April on record should have attracted 100,000+ visitors including the Duke

and Dutchess of Cambridge. Last cancelled due to adverse weather conditions in 1987, the Gloucestershire event is a gold mine for the industry and costs anywhere between one and six weeks of lost planning time. The cancellation will hit others outside of the equestrian industry too and is estimated to cost the local economy up to £2 million in lost turnover. Advanced ticket holders will receive a full refund in due course. A statement issued on the Badminton website in regards to tickets states: ‘there is no need for you to return your tickets to us or to contact us for a refund. A confirmation email will be sent when your account has been credited. We thank you for your patience and rest assured this process is being given high priority but will obviously take a few weeks to process.’ Badminton event director, Hugh Thomas, told

Equestrian Business Monthly that advanced ticket holders would receive a 100% refund. “Our IT team is currently working on a system that will allow mass batch refund,” he says.

“We are hoping that this will allow us to refund ticket prices quicker, rather than doing it individually which will take up to two months.” The industry has been hit hard by the news and continues to struggle. “The event has cost £3,000 for the stand, £3,000 to purchase stock and £300 for promotional material – not to mention the two days of organisation, stock planning and packing,” says Helen Salmon, owner of Justchaps. “It’s a large cost for a relatively small SME to take on board. We’ve already started considering alternative marketing initiatives to try to boost the shortfall in turnover now,” explains Helen. Others agree that Badminton has been a huge cost to the industry and some costs cannot be recovered. “Trade stand organsiers will receive a full refund on their site fee,” says Hugh. “Subject to contract, the site fee does not

cover electricity, tents and other additional facilities.” This alone is enough to pose a problem. “We will get a full refund of our stand,” says Richard Balfry of New Equine Wear, “but we had

invested in a new stand design and all new stand fittings this year. We will not get that back and it will have to go into store for 2013.” On top of stand costs, many exhibitors had spent money on accommodation as the event runs for four days. “We had paid £700 to rent a self catering cottage,” says Heather Giles from Hilton Herbs. “We rent the cottage every year so even though we hadn’t paid a deposit, we still had to pay the full amount as we hope to rent the cottage next year. As for the costs, we’re still waiting to hear from Badminton about refunds, but I wanted to let the dust settle

as I’m sure everyone is trying to get in contact with them. We have however been invoiced by our marquee supplier, but I’m certainly going to see if we can negotiate something as I’m surprised that they don’t have event cancellation insurance.” Others had opted for the more adventurous option. “We hadn’t spent money on accommodation

but some of the team were camping, so had invested in equipment for this. No refunds will be able to be claimed,” says Helen. Promotional material was yet another expense with

lots of exhibitors having ordered additional brochures. Although many can still be used, it is once again the problem of having too many. Julia from Kate Negus Saddlery explained how the company had not ordered extra brochures, but had hoped to use the proceeds from Badminton to fund entirely new ones.

Spreading the loadRetailers took to Twitter and Facebook to vent their upset about the cancellation of the event. Many offered special discounts and promotions

in order to shift stock and attempt to make up the lost sales. With hash tags such as #BadmintonCancelled being created solely to express feelings towards the event. Horse & Hound (H&H) remained firmly on the ball and featured a ‘virtual online shopping bonanza’. The idea was introduced after the magazine issued a pull

The cancellation of large events such as Badminton comes as a surprise to all involved – especially the exhibitors who have bought costly stands or hired extra help.

MOVING ON FROM BADMINTON

“

“

”

”

The event has cost £3,000 for the stand, £3,000 to purchase stock and £300 for promotional material – not to mention the two days of organisation, stock planning and packing

We’re a small company and we don’t have a shop so we rely on events such as Badminton to showcase new ranges and meet and greet


SPECIAL REPORT

out supplement just the week before the news was announced, featuring seven pages of money saving vouchers to be used at Badminton along with a site map. Companies such as Joules even began creating lists of ‘things to see in Gloucester’ for those whose accommodation was non

refundable. Alexander James issued the following statement on their website “Due to the unfortunate cancellation of Badminton Horse Trials, we will be offering a 10% discount on any web orders placed in May.” Chukka opted for an innovative road show in order to fill their quota. Posting updates and details of locations on Facebook, which included the Royal Agricultural College in Cirencester and the Royal Leamington Spa Polo Club. “We heard the news about Badminton at 10am on Monday and put our heads together straight away in a bid to find a solution,” says charlotte Gale, a director at Chukka. “We’ve held road shows in the past, so that seemed like a good idea. Although the company has had to pay additional venue fees, Charlotte believes that it was worth it. “We’re a small company and we don’t have a shop so we rely on events such as Badminton to showcase new ranges and meet and greet.

Hearing that the event was cancelled was devastating but the organisers have been so supportive and I think it was the right decision.” Despite the companies best efforts the road shows made little impact on the estimated Badminton sales. “Unfortunately it was nothing

compared to what it should have been, however it was a weekend that we were meant to be trading

so we had to get out there and try,” she says. Most realise that the likelihood of making up the lost sales is wishful thinking. “Badminton is a one-off and the biggest show in the world,” says Richard. “It’s the only public show we do each year, all our other sales are trade or online.”

Helen doesn’t feel particularly positive about it either. “It is impossible to say whether we’ll make up the shortfall, but it’s doubtful,” was her response when asked whether she would be able to make up the lost sales at other events. “Badminton is our third largest show of the year making it very difficult to recoup those sorts of takings, which should have been between £8-10,000 throughout the event.” With a multitude of excess stock, created especially for the event, as well as a selection of promotional material and a new website to coincide, storage could cause concern. “We have a big enough storage facility it just makes it all a little crowded,” says Helen. “We produced a new GB flag range of half chaps which was our feature product for Badminton so we’ll have to organize a new marketing campaign to promote all that extra stock.” Others are also thinking about how they can make the most of the situation. “To make up the lost sales is nigh on impossible but we will be thinking creatively to see how we can soften the blow,” says Julia. “We have already been in talks with Rural Crafts for Burghley for instance. I would love to get my own stand there but that is a bit of wishful thinking, though I will write to them.” Serena is already planning for the upcoming months and is hoping to make up for lost sales with: “future shows,

advertising and crossing fingers,” she says. “It’s not good for cash flow though.”

Calling in favoursSpeculations among the industry about attending other events

that had not previously been on the calendar are rife. The Subaru Houghton International trails has re-opened entries for its international classes in a bid to offer Olympic hopefuls one more chance to practice before the Games, while the Fidelity Blenheim Horse Trials is adjusting the layout of its trade stand village in order to accommodate requests from Badminton retailers who are looking for other events at which they can exhibit, and are offering them flexible payments terms. “We have had the experience of cancelling an event ourselves due to adverse weather and know how it affects all stakeholders,” says event director, Mandy Hervieu. John Harvey of Horses in Sport, who exhibits at both events, says: “It’s our livelihood attending events. It’s a real help to us when the sport works together and we find supportive and empathetic events, like Blenheim and Badminton, who you know will do all they can for the trade stands as well as their public, competitors and volunteers.” British Eventing (BE) has also stepped in, in an attempt to re-schedule the Badminton Grassroots Championships, while riders and association leaders are assisting that the cancellation will not affect the British team hopefuls. “It hasn’t upset our Olympic preparations,” says Chef d’Equipe, Yogi Breisner.

“With horses one always has to have a contingency plan. There are several other competitions during the spring where potential Olympic horses can compete. A lot of British horses have been entered and intend to compete at Chatsworth, and a lot of the Badminton horses will be rerouted there.” However, despite efforts, cancellations of events are still pouring in with Chatsworth and Richmond Horse Trials the latest to pull the plug. The announcement of Chatsworth’s cancellation, has forced (BE) to postpone the British eventing team

selection date until after the Equi-trek Bramham International Horse Trials, which take place between 7th-10th June. With more rain predicted, this dismal period could be the worst on record for more than just the weather.

“”

It’s a real help to us when the sport works together and we find supportive and empathetic events, like Blenheim and Badminton, who you know will do all they can for the trade stands as well as their public, competitors and volunteers


ASK THE EXPERTS

ASK THE EXPERTSEquestrian Business Monthly seeks out the answers to your questions

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

2012 has so far been another challenging business year. I know of at least three equestrian retailers who have ceased trading for one reason or another, to add to the dozen or so who went last year, and at least one major supplier has gone. I wouldn’t be surprised to see other suppliers either merging or calling it a a day.But it’s not all doom and gloom, there have been a few new shops opening and one or two are showing real potential. A great many existing retailers are really upping their game as well, and a few suppliers are also quietly reporting good increases on turnover, myself included thankfully.

The big change is in the spending patterns of consumers and this is the same for every trade and profession I talk to. Consumers are still making purchases, but when they do they are spending less. Put simply, they are buying what they need not what they want. This has a particular impact on our trade because the good old days were largely fuelled by people buying with their heart not their head. Often you’d see complete new matching outfits for horse and rider, regardless of the fact that there was already ample kit in the wardrobe/tack room. One horse with fourteen

rugs to choose from was the best example I encountered. This change in buying patterns is responsible for the other common cry I hear from nearly all retailers, that trade is up and down, good days/weeks and bad, with no predictable rhyme or reason to it. This makes it hard for retailers to judge stock and staffing levels and is one of the major reasons behind reduced purchases from suppliers.If a retailer has not sold a range or is unsure of how well they will do with it they are understandably reluctant to re-order it.The retailer at least has the option of re-aligning their business around the changes in demand. If a brand or item stops selling they can stop buying it and buy what they can sell.

But if you are a supplier with a limited product range and a majority of retailers decide they no longer need it you have a tougher challenge. Even if you are a supplier in demand, the way retailers need to buy is changing, my increases have come from supplying a little and often – something which I accept is not on the cards for many suppliers – but it’s a reflection of the evolution occurring.‘The ability to survive depends on the ability to adapt’ is the old adage and the army has ‘adapt and overcome’ as one of its mantras. Too many retailers and suppliers are trying to live in the past by being inflexible to the changes happening all around them. We may not like the changes but if a business is going to survive it has to evolve, no one wants to be a dinosaur.

ADAPT AND OVERCOME OR BE A DINOSAUR

AT THE SHARP END

Mike Potter provides sales and retail training for equestrian retailers and can be contacted on [email protected]

We’ve just given our website a bit of a refresh in terms of design, but aren’t too sure about making it searchable. We sell handcrafted browbands and stock pins. How can I make sure that people can find us when searching online?

Liam Killen, director, Abbeyview Equine

Making your website search friendly is an on going process by which you present and label your content in a way that allows search engines to easily categorise your site. Search engines continuously index what they see on the internet, the more traffic a site receives the more frequently it will be indexed. You can help your site to be part of this indexing by:

•Thinking of the language consumers will use to find your product, these are your keywords. Use your keywords throughout your site quite regularly e.g. in your content, image titles, page descriptions, headings and in your URLs.

•Building back links from bigger, more established sites to

yours. This will ensure search engines pick up your site’s content more effectively. News and social media sites receive the most traffic and appearing on them shows search engines that you are a useful source of information and worth indexing. However, avoid reciprocal links and a ‘Links’ pages. Search engines see these as mutual back scratching and discount them as a result. If you do link to other sites they should occur naturally sprinkled in your site’s content.

•Link to your own site’s pages in your content using keywords. An example of this could be a link from a paragraph, e.g. we have a wide range of bespoke browbands available. On your home page where ‘bespoke browbands’ links to a page on your site named ‘handcrafted browbands’.

There have been many books written on search engine optimisation and further reading is recommended. You can track how people find your site by linking to Google Analytics, which will provide you with a range of statistical information.

Helpful tips on accurately creating a risk assessment for your business.

Information according to: www.businesslink.gov.uk

One of the most important aspects of risk assessment is to accurately identify the potential hazards in the workplace. When working in a place every day it is easy to overlook some hazards, so here are some tips to help identify the ones that matter:

•Walk around the workplace and look at what could reasonably be expected to cause harm.

•Ask employees or their representatives what they

think. They may have noticed things that are not immediately obvious to others.

•Check manufacturers’ instructions or data sheets for chemicals and equipment as they can be very helpful in spelling out the hazards and putting them in their true perspective.

•Have a look back at the accident and ill-health records – these often help to identify the less obvious hazards.

•Remember to think about long-term hazards to health (eg high levels of noise or exposure to harmful substances).


QUEEN’S DIAMOND JUBILEE

A world of patriotsThe interest in the monarchy has greatly increased of late. Prince William’s marriage to his university love, Kate Middleton in April last year, saw the nation celebrate with street parties surrounded in bunting and a broadcast of the wedding itself on terrestrial television – not to mention the thousands of Brits that lined the streets of London to follow the precession from Westminster Abbey to Buckingham Palace. The Jubilee is being celebrated in much the same way, with an additional day and evening performance added onto the Royal Windsor Horse Show to celebrate Her Majesty’s reign and many professionals across the country receiving an extra day off. Events such as the Jubilee are a double-edged sword for businesses. On the up hand, special promotions and products can be created and used as a way to increase revenue that would not usually have existed. Bedmax for example are celebrating the Jubilee – and raising the profile of their pine-made bedding – by giving away free pine trees at events across the country and encouraging buyers to ‘plant a pine’. Others have created specific products and promotional material to celebrate the event and hopefully attract customers. Smart Grooming has designed a range of fitting stencils and colour sprays, while others have designed Union Jack inspired clothing that celebrates both fifty years of Her Majesty’s reign and the hosting of the Olympics in London. Freelance photographers and writers are being called in to provide larger organisations with essential pictures and information, without losing yet another full day’s work from staff. For many, the additional bank holiday is something to

be celebrated. “As an online retailer we are open regardless, however as we also show at the big equestrian events on the bank holidays, we tend to treat bank holidays as an extension of the weekend, albeit busier,” says Chloe Bernard from Shadow Horse. “The phones are checked every day, seven days a week including bank holidays and orders are still processed by staff to ensure that there is no delay to the customer.” It seems that Chloe is not the only one to benefit through online sales. “We always find that bank holidays are far busier than your average Monday and sales online are definitely up,” says Rosie Eustace from Timothy Foxx. “We get fewer phone calls, as I think people presume that we are not open, however it’s business as usual at our headquarters as orders still need to be processed and packaged up ready for the following day.” Han Van De Braak from Aloeride agrees: “As an internationally trading online retailer, UK bank holidays are still a working day for us, so we get everything ready for the postal

services’ return to work the following day,” he says. “Bank holidays seem to be better from a sales perspective as people tend to have more time to browse and buy.” Hilltop Horses tweeted: “yes we open all bank hols, they are good for trade.”

Small businessesThe additional days are seen as a good time for retailers with the public free from the constraints of their desks and readily available to spend money. Small Businesses on the whole often benefit among these days, according to the Federation of Small Businesses (FSB). “Some small firms, particularly in retail and leisure and tourism industries can benefit greatly from increased trade during Bank Holidays,” says Pierre Willliams, a spokesman for the FSB. “However, for the majority of businesses not in these sectors, there is obviously a cost derived from the reduced production and trade.” With both 2011 and 2012 seeing an additional day each

created as bank holidays, some businesses may not be able to offer the additional time or payment to their staff. “Although many workers are given time off work on bank and public holidays, employers are not required by law to do so,” explains Pierre. “If they do allow the time off, they do not have to pay. However, the employee’s contract of employment will specify the time off work on bank and public holidays and will also specify whether this time off will be paid or not.”Although there may be some very small businesses which suffer due to paying absent staff, many equestrian retailers are family owned and proprietors are able to open and run the shop themselves therefore balancing losses. “We tend to open but adjust our opening hours,” says Jodie Bardon from Lusted Saddlery. “We may not be as busy as usual but we certainly have some customers so it’s worthwhile being open.” Many other shops opt for this process as it also gives staff a little more time to enjoy the day.

A ROYAL GAIN?With royal celebrations becoming something of a normality, delighted workers are again privy to an additional bank holiday. For most this is a chance to relax and enjoy the three-day week that follows, however how does the trade feel about it? Equestrian Business Monthly spoke to a selection of those who will be operating as usual to find out.


Joanne WilliamsPoole Farm

Brand: Horse FirstProduct: Relax meStocked for: 18 monthsRating: 9/10RRP: £16.25 (700g) & £36.50 (2kg)

“This product does exactly what is says on the tin. I think it’s popular because it really works, is good value for money and the packaging is very noticeable – red and white. The only thing I’m not too keen on is the cellophane wrap on the 2kg tub as it splits very easily.”

Dragonfly SaddleryHolly Paine

Brand: HorsewearProduct: Amigo MioStocked for: four monthsRating: 9/10RRP: £39.99

“This is a simple but effective rug, which is what people like. We’ve only started stocking it this year but it’s been very popular. I think that the low price and the fact that it’s a good brand that everyone has heard of makes it an instant seller.”

STOCK TAKE

STOCK TAKEIn our new tried and tested feature we hear from retailers directly about their top selling products and why they continue to stock them.

Nessa PrattNessa’s Tack shop

Brand: Global HerbsProduct: Super CalmStocked for: Two yearsRating: 9/10RRP: £22.95 (1kg)

“Basing it on customer feedback, this product really works. The price is acceptable and the tub is a nice size and can be easily stored and displayed. It can also be re-used and is water and vermin proof. I don’t use this for my horse personally, but according to my customers it’s perfect and there’s nothing that needs to be changed about it.”

Kathy GreenThe Saddlery & Gunroom

Brand: Global HerbsProduct: RestoreStocked for: As long as they’ve produced itRating: 9/10RRP: £31.50 (1 litre) “I’ve used this on my own horse and it’s great. It’s a brilliant all round boost and really brought the sparkle back to my horse, who arrived in a bit of a rough way. It also lasts quite a long time. Within three weeks he was already looking better. There’s nothing I would change about this product as it’s far more palatable than some of the others too.”

To tell us about your top selling product, email: [email protected].


Equestrian Business Monthly speaks to those who have recently had a re-vamp of their current site to find out how their new websites have been improved.

Equetechwww.equetech.comLaunch date: April 2012

Pfizer Animal Healthwww.wormingyourhorse.infoLaunch date: April 2012

Just Chapswww.justchaps.comLaunch date: May 2012

What’s new about the site? There’s lots of change including the search facility by discipline, better search facility for local stockists, a gallery where the general public can upload images wearing their favourite Equetech garments, a trade login from the main site, better images of the products and a clearer way round the site.

How will it benefit the end user more so than before?

It is easier for customers to find the items that they want.

Which areas have been developed? All areas have been changed and the company has made it easier to purchase products online with the online fulfilment system, where the orders taken on the Equetech website are then allocated for fulfilment by the closest Equetech reseller. Equetech has also developed

the product pages, giving more information, sizing, what to wear guide, etc. The website has been developed to make it clearer and easier to look around the site.

SECRET SURFER: Clean and easy to view site with good use

of imagery including the logo and chalkboard. Contact information is displayed on the homepage as well as snippets of company information. Media is well separated with both a trade and press area – as well as Twitter and Facebook links.

What’s new about it? It’s a complete re-design from top to toe. Based on Pfizer’s popular Manage, Test, Plan, Dose campaign, the new website takes all the confusion out of equine worm control, with clear, logical and easy-to-understand guidance and advice.

How will the new site benefit the end user more so than before? In developing the new website Pfizer has listened carefully to what horse owners really want and need to know. The result is a source of plain-speaking,

unbiased facts and advice, providing horse owners with the most current thinking on worm control in a format they can really identify with.

Which areas have been developed? It’s a complete re-design so all areas of the site have been developed. The four main sections use a combination of diagrams and text to explain how and why it’s so important to manage the worm challenge on the pasture; the role of faecal worm egg counts (FWECs); how history

and management play a part in planning the best worm control programme and how to choose and use the right wormer at the right time of year. It also includes an interactive and educational parasite page with click through buttons and there’s a useful section on frequently asked questions.

SECRET SURFER: The crisp use of white and a small amount of colours works well, directing the user to the four areas listed along the top. All information including the company information, private policy and terms of use are visible on the home page. Products are listed clearly and displayed with appropriate images and descriptions.

What’s new about the site? There are new products, a search facility, easier navigation, blogs, social media incorporation, new design, new sizing guides and an online brochure.

How will it benefit the end user more so than before? The site did not allow users to search by colour, material or size before and it wasn’t socially engaged. Now Facebook, Twitter and news feed neatly in. Product pages are much clearer

and presented with sizes which are much easier to understand and measure. There is also better visibility of the company’s returns policies and discounts and clearance sales are shown. The home page to guide novice buyers includes bestsellers and featured items to assist decisions. The online shopping cart for payments is also new.

Which areas have been developed?The bespoke tailor made items

and all of the above. The site now offers a much nicer, more engaging shopping experience and the user feels that there is someone behind the brand to help.

SECRET SURFER: The site uses a statement from the company

on the opening page which is a nice touch. The items are displayed neatly and the option to ‘get our brochure’ is instantly visible. The sizing guide is concise and easy to access and the simple use of colour doesn’t detract the viewer’s attention.

If you have a new website and would like it to feature on these pages then email: [email protected]


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

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

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

Animal Health CompanyTel - 01787 476400 www.equinehealthandherbal.co.uk

Animalife +44 (0)1527 857 920 www.animalife.co.uk

Asmar Equestrian +1 604 601 2028 www.asmarequestrian.com

Aubiose (Future Forks) +44 (0)1293 416759 www.futureshavingsfork.co.uk

B2B +44 (0)870 7510605 www.btoblinks.net

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

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

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

Black Country Saddles+44 (0)1543 578 243www.blackcountrysaddles.com

Bolla Bags+44 (0)8456 430777www.bollabags.com

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

British Horse Feeds +44 (0)1765 680300 www.britishhorsefeeds.com

Brogini +44 (0)1706 514 230 www.brogini.com

Buffera Ltd +44 (0)1707 852244www.buffwear.co.uk

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

Cabotswood +44(0)117 9669944 www.cabotswood.com

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

Childs Farm +44 (0)1264 736 772www.childsfarm.com

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

Classic Showjumps 0161 765 2010 / 2014www.classicshowjumps.com

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

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

D&H Animal Husbandry +44 (0)845 270 6691270 2224 www.dandhgroup.co.uk

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

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

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

E. & E. Corn Supplies (Havens UK) +44 (0)1388 603333 Earlswood Supplies +44 (0)8450 171351 www.earlswood-supplies.com

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

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

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

Equestrian Supplies +44 (0)1254 831645

Equestrian Vision +44 (0)1403 865320www.equestrianvision.co.uk

Equi Matters Ltd: +44 (0)1494 721763 www.redmondrock.co.uk

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

Equistro +44 (0)1280 814500 www.equistro.co.uk

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

Equisafety Ltd+44 (0)1516 787182www.equisafety.com

ESF Services +44 (0)1600 780051 www.tackrepair-rugwash.co.uk

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

Finest Brands International (Toggi and Champion) +44 (0)113 270 7000 www.toggi.com

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

For Riders +44 (0)1865 377853 www.ivriders.com

Frank Baines Saddler +44 (0)1922 640847www.frankbaines.com

Friendship Estates +44 (0)1302 700220 www.friendshipestates.co.uk

Fuller Fillies Ltd +44 (0)1977 625 025 www.fuller-fillies.co.uk

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

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

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

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

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

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

GollyGaloshes [email protected]

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

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

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

Halley’s Feeds+44 (0)1738 840830 www.halleysfeeds.co.uk

Harold Moore +44 (0)114 2700513 www.haroldmoore.co.uk

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

HaySoft+44 (0)1277 375647 www.haysoft.co.uk

Heavenly Horse +44 (0)1724 721872www.heavenlyhorse.co.uk

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

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

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

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

Horse First Ltd+44 (0)2830 848844www.horsefirst.net

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

Horse World Live+44 (0) 1580 860 988www.horseworldlive.com

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

Hucklesby Associates +44 (0)1362 696309 www.hucklesbyassociates.co.uk

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

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

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

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

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

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

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

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

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

Lets Talk Horses + 44 (0)1953 850678 [email protected]

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

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

Limpet Saddle Pad+44 (0)1432 508944www.limpetsaddlepad.co.uk

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

LITOVET +44 (0)1452 524012www.litovet.co.uk

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

Magic Brush [email protected] www.magicbrush-online.com

Marie Bridgwater Equestrian PR & Media Consultant+44 (0)7795 416511www.mariebridgwater.com

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

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

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

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

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

Nicholson Machinery+44 (0)1366 377444www. nicholson-machinery.co.uk

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

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

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

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

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

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

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

Polybarrow+44 (0)800 0855 509www.waterandoil.co.uk

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

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

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

RS-torwww.rstor.co.uk

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

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

Rockies +44 (0)1606 595025 www.rockies.co.uk

Rowen Barbary Horse Feeds: +44 (0)1948 880598 www.rowenbarbary.co.uk

Rugs R Us +44 (0)1695 716262 www.equirugsrus.co.uk

Ryder Saddles+44 (0)1922 616578www. rydersaddles.com

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

Saracen Horse Feeds+ 44 (0)1622 718 487www.saracen-horse-feeds.co.uk

Seaquim +353 (0)8623 64609 www.seaquimequine.net

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

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

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

Smart Grooming +44 (0)1823 681076

Solocomb +44 (0)1235 511358 www.solocomb.co.uk

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

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

Sportmark by Signam+44 1926 417300www. sportsmark.co.uk

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

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

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

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

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

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

TBK+44 (0)1580 292632www.tbkltd.com

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

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

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

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

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

Unibed +44 (0)1977 796278 www.unibed.uk.com

Unicorn Leather +44 (0)1883 382310 www.unicornleather.co.uk

V-Bandz +44 (0)8450 956810 www.v-bandz.co.uk

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

Virbac Animal Health +44 (0)1359 243243 www.equimax-tabs.com

W F Young, Inc. +001 413 526 9999 www.absorbine.co.uk

Westgate EFI Ltd+44 (0)1303 872277

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

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

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

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

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

SUPPLIERS DIRECTORY

Let’s Talk

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