August 2019 Volume 43, No 8 Monthly
SAFETY IN NUMBERS Latest industry statistics
GREAT BRITISH INNOVATION Meet the makers and inventors
ETN is the official media partner of BETA International
PLUS
• Retailer profile • Bench saddler of the month • Bits, bridles & breeches
19-21 JANUARY 2020 NEC, Birmingham, UK www.beta-int.com Main Sponsor
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Editor’s Comment I absolutely adore horsey shopping. Just this evening, in need of a pick-me-up, I’ve splashed a couple of hundred quid on things my horses and I really, really need… And the experience has left me feeling invigorated and excited about the arrival of my purchases and what fun I’ll have with them. I’ve been getting this retail therapy on the Internet, of course. So what was it in particular that made it so enjoyable? The answer to me is obvious… a clear, simple, easy-to-use, e-commerce site. Yes, free delivery and discounts are tempting. But if buying online becomes complicated, I give up and take the dogs for a walk. An evening shopping session especially with a glass of wine is a harmless, happy moment in an otherwise quiet night in. So, please e-tailers, make it easy and folk like me will lap it up. Make it difficult, and we’ll switch off - literally.
The average age of board members of UK companies is apparently now 60. Nothing wrong with that - after all, 60 is the new 40. But woe betide the company that forgets to involve younger people. And there are some cracking examples in the equestrian industry. They’re committed, hard-working and take their roles seriously (sometimes a bit too seriously!).
I wasn’t going to mention the B word - but, hey, I’m going to say it anyway - BRITISH! Deal or no deal, in or out of Europe, one thing’s for sure, British equestrian products still carry kudos. Curiously, the Americans seem to love them even more than some of our homegrown riders. We operate in a global market these days. But in some ways, that means history, heritage and trusted British brands count for even more. So let’s be loud and proud about our Britishness.
NEWS 4
What you need to know
PRODUCT NEWS 8
Fresh on the market
BITS & BRIDLES 13
What’s new?
FINANCIAL FOCUS Patent box: An under-used tax relief scheme
14
LEGAL DIGEST Should you be drug testing your staff?
16
BEST OF BRITISH Here’s to a very British summer ETN visits a British manufacturer Meet the trade’s true Brits
18 20 22
SPECIAL REPORT Is this the answer to damaging discounting?
28
TURNING BACK THE PAGES What ETN reported five, ten, 20 and 30 years ago
29
PEOPLE Who’s new, who’s moved?
30
BENCH SADDLER OF THE MONTH 31
This month’s winner revealed
BETTER RETAILING Make the most of local marketing
A friend who runs an independent general store in Shropshire reports her customers are very keen on regional produce. They’ll often ask the origins of, say, a cheese before buying. Fair enough, but the shopper who came to the till brandishing an avocado, demanding to know “is it local?” was probably taking things a bit too far.
32
STAYING SAFE 34
New statistics revealed
RETAILER PROFILE Meet a luxury equestrian goods specialist
36
BELOW THE BELT Boots and breeches highlighted
38
BETA INTERNATIONAL NEWS What exhibiting did for us
40
BETA MEMBERS’ PAGE News from your trade association
The one thing many up and comings lack, however, is a willingness to take responsibility for their decisions. They can barely sneeze without getting it signed-off in triplicate first.
Liz Benwell
Yet as everyone reading this who runs a business knows, taking wellmanaged risks is part and parcel of being successful.
8
41
COUNTY COURT JUDGMENTS ETN’s exclusive listing
FRONT COVER: Karen Cholerton, inventor of the British made BroomRaker, is pictured with her eight year old, 18.1hh all-rounder Chester. Karen came up with BroomRaker after struggling to clean her trailer floor. Now she spends her mucking out time dreaming up more design ideas. Find out more in Product News on page 8. WWW.EQUESTRIANTRADENEWS.COM
In this issue...
42
Resource Reg. No. 2110
EQUESTRIAN TRADE NEWS AUGUST 2019 | 3
ETN|NEWS From page 5
A WORLD OF OPPORTUNITY FOR SADDLERY COMPANIES The BETA International Saddlery Pavilion supported by the Society of Master Saddlers (SMS) and the Worshipful Company of Saddlers is offering saddle and leatherwork companies the opportunity to put their products on the world stage. It’s part of the 2020 show’s drive to support the saddlery industry. With space for up to 14 companies, stands of up to 6 sq m are available on a first come, first served basis. Only those that have not exhibited independently during the past two years can apply. However, companies that appeared in the 2019 pavilion can also feature in 2020. Companies can exhibit in the pavilion for a maximum of two years. “We are very proud that the BETA International Saddlery Pavilion is such an important part of the show and extremely pleased that it has received such prestigious support,” said BETA International organiser Claire Thomas. “The initiative is a fantastic way to attract companies from this historic sector and allows those who have not previously exhibited - or have not done so for a while - to encounter, and benefit from, a receptive and enthusiastic global market.”
Hazel Morley, chief executive of the SMS, added: “We are delighted to give the Saddlery Pavilion our backing. The SMS wants to support its manufacturing members in every way it can and the pavilion gives them the opportunity to attend the show at very reasonable rates. It’s a great arena in which to showcase the high quality of their products.” BETA International 2020 runs from 19 to 21 January at the NEC, Birmingham. For further information, contact Darren Mottershead, email sales@beta-int.com or tel +44 (0)1937 582111.
fascinating facts about the equestrian industry and its participants. For example, the average age of UK horses is 13. The uptake of digital consumer magazines has doubled in five years, yet just 2% of equine feeds are purchased via the internet. Equestrianism employs more people than agriculture or the music industry. Expenditure on specific product categories, and how it compares with the previous NES, are also documented. Dengie emerged as the most popular feed brand
purchased by horse owners for the second consecutive time, increasing its lead from the last survey that took place in 2015. The survey also revealed a marked increase in horse owners feeding fibre-based diets. BETA member companies each receive a free overview document. Specialist sections can be purchased separately. More details from the BETA office on 01937 587062 or email tina@beta-uk.org • See page 34 for more statistics on rider safety.
LETTER TO THE EDITOR
What price over-packaging?
Keith Bryan (right) of Keith Bryan Saddlery, which exhibited in the BETA International Saddlery Pavilion in January, in discussion with trade fair visitor David Dyer of David Dyer Saddles.
Dear ETN, As an industry we’re still awash with excess packaging. Take a small delivery I’ve just unpacked; the supplier has even put small salt blocks into individual bubble wrap bags! It makes me so angry. On another occasion, someone in the warehouse had got over-excited with the tape gun and over-wrapped some tyre buckets in so much plastic that I could hardly get the scissors through. Tyre buckets can be dropped from space and they wouldn’t break! Why are wholesalers wrapping these things? Once round with the tape to hold them together in transit should be all it takes. There needs to be a push back from retailers to wholesalers who needlessly package products in plastic. Not only can hardly any of it be recycled, but we (retailers) have to dispose of this waste at a cost to us. And talking of cost, on a cumulative basis, how many extra boxes, leading to extra vans, lorries and shipping containers are being used to transport goods that have been over-packaged? I’m sure other retailers must get cross about this too. Maybe it’s because we’re a very small business, and it’s usually me who unpacks deliveries, but I see it time after time. And I haven’t even started on the shavings deliveries yet. I’ve had pallet wrap tested, and none of it can be recycled. So it all goes into landfill. Yours faithfully Mel Jones, owner of Threshers Barn, Newbury
If you’d like to air your views, contact editor@equestriantradenews.com Please include your name and business name.
6 | EQUESTRIAN TRADE NEWS AUGUST 2019
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EQUESTRIAN TRADE NEWS AUGUST 2019 | 7
ETN|LEGAL DIGEST
Testing, testing... One-third of adults aged 16-59 take illicit drugs in their lifetime - 4.3% of them in the last month, according to the 2017/18 Crime Survey for England and Wales. So is randomly testing your staff the way to go? Before you start testing employees left, right, and centre, it’s important to understand the processes and regulations. There are laws on random drug testing in the workplace you must abide by as an employer. These include: • Limiting drug testing to employees you need to test. • Ensuring the tests are random. • Not singling out an employee unless justified by the nature of their job. If you have good reasons for drug testing in the workplace - whether it be
essential to do so for certain roles, or there is reasonable cause to believe an employee is under the influence and someone refuses to take the test, you may resort to disciplinary action. So, how do you go about it? Well, firstly, there are three different types of workplace drug and alcohol testing. 1. Pre-employment: Tends to be the most common, but it’s also the least effective. This is because it’s based on a urine sample an individual can easily dilute or substitute.
2. Post-incident: As the name suggests, it’s testing following a health & safety incident. 3. Random: When a group of individuals consent to testing and you pick a handful of them to test at random. For testing to be effective, it must be done by an individual with the correct qualifications from the UK Accreditation Service. You must also comply with the International Standard for Laboratories. Failing to do this will mean the results are void. Drug tests tend to work in a similar way, no matter which substance you are testing for. The most common package test is for cannabis, cocaine, amphetamine, methamphetamine, benzodiazepine, and opiates.
WHAT IF DRUGS ARE FOUND IN THE WORKPLACE? If you happen to find physical evidence of employees using or storing drugs in the workplace, you must still follow your process. Refer to your drug and alcohol policy and stick to it. Document where, how, why, and who found the drugs, as well as any witnesses, previous complaints, concerns or behaviours. Meet with the employee to discuss the situation; and bring your documents with you to support this. Keep a second party present as a witness. Finally, if the discussion with the employee is inconclusive, you may request the employee submits to a drug test. If the employee refuses to take a 16 | EQUESTRIAN TRADE NEWS AUGUST 2019
test you may go down the disciplinary route, including terminating their employment if necessary.
CREATING A DRUG AND ALCOHOL POLICY If you want to test your employees for drugs, you must have their consent. You should include this in your health & safety policy, which should make up either the employees’ contract or handbook. The aim of this policy is to clearly set out the company’s position on alcohol and drugs within the workplace. The policy should define when the use of drugs or alcohol is an issue, such as within working hours or when it interferes with work capability or conduct. It should reiterate the UK employment and health & safety legislation relating to the use of alcohol and drugs (The Health & Safety at Work Act 1974, The Misuse of Drugs Act 1971, etc) Then it should define when you might request a drug test or conduct an investigation. It should also give direction to employees who suspect a colleague is under the influence, ideally pointing them to a particular contact they can speak to. Finally, the policy should detail the company’s disciplinary procedure and how it will relate to anyone using drugs or alcohol in the workplace. • For assistance with drafting a policy or dealing with drugs and testing in the workplace, call Croner for free advice on 0844 561 8133.
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ADVERTISEMENT FEATURE|ETN
SPOGA HORSE - 01 - 03.09.19 Look out for these exhibitors in the halls at spoga horse 2019…
Parallax Plastics Stand P041, Hall 11.2 Parallax Plastics are pleased to return for the fourth consecutive year. 2019 sees the launch of our latest product, the, UK manufactured, NEW Haymobil,
Ideal & WRS Stand M019, Hall 11.2 Ideal & WRS is one of the largest saddlery specialists in Walsall and a world leader in the manufacture of laminated wooden saddle trees. And with around 5,000 saddles per annum rolling off the
SSG Gloves
a combined mobile hay soaker and stable slow hay feeder. The recently acquired will also be showcased. Its innovative teeth make light work of compacted feed, along with internal measuring gauges. Parallax are proud to distribute the GRABBIT a
rubber mat mover which makes light work of moving heavy rubber mats. Our ever-popular HAY SAVER slow feeder and boredom busting HAY PLAY will of course be featured.
Contact details: Anna Gardner, Sales Director E: anna@parallaxplastics.co.uk T: +44 (0) 115 9663836
production line, Ideal & WRS is one of the largest manufacturers of all leather saddles on wooden saddle trees in the world.
expert knowledge of saddle fit and design and the technical expertise necessary to create the perfect saddle for horse and rider each and every time - Ideal & WRS is a saddle fitters dream, no matter where in the world you are located.
Contact details: T: +44 (0) 1922 620233 E: info@idealsaddle.com W: www.idealsaddle.com
provides the most complete equestrian glove line on the market today. “We offer quality gloves that fit great and perform great, at an affordable price.”
Contact details: SSG Gloves E: info@ssgridinggloves.com W: www.ssgridinggloves.com T: +1 (0) 905 727 9203
questions and advise on making the most of these quality British brands.
Contact details: T: +44 (0) 1655 750523 E: office@likit.co.uk W: likit.co.uk studmuffins.co.uk bizzyhorse.com
Gorilla® can increase your business, both with products and attractive point of sale Profit Packs™. We are multilingual, operate from our office in Spain and really look forward to meeting you.” adds Engel.
Contact details: Contact Engel on E: export@redgorilla.eu T: +34 (0) 96 550 1423 W: eu.redgorilla.red
A British company possessing all the attributes required to create exceptional saddles a passion for horses, their comfort and performance,
Stand L068, Hall 11.2
Giving confidence and comfort in competition or when you’re just having fun, SSG® can fill whatever equestrian need.
SSG® Gloves strikes the perfect balance of sophistication and function. High-quality natural materials and luxuriously style make for a glove designed like no other.
From hunter/jumper, race riding and driving styles, dressage, carriage driving, western riding and show and roping, pleasure riding, eventing and polo styles, SSG®
Talisker Bay
plenty of display solutions to help retailers maximise sales.
Stand A003, Hall 11.1 Talisker Bay is heading to Spoga with its hugely popular Stud Muffins, Bizzy Horse and Likit brands. Their eyecatching trade stand will be packed with exciting new products alongside established favourites, with
Red Gorilla® Stand A003, Hall 9.1 Red Gorilla® 13 Years of Pedigree in Cologne! “The stand is located in the GAFA section to reflect the universal interest in our ubiquitous products which sell equally well into many trade areas,” says Engel
This is a great opportunity to plan ahead for the busy winter season, when stable toys really come into their own, and to get a preview of this year’s Christmas offerings. As always, brand manager, Lindsay Gall, and the rest of the team will be on hand to answer
Niggendijker, the European Sales Manager. “We have consistently sold the best flexible containers since 1981, and have expanded the equestrian range to offer top quality stylish tools, in many colour ranges to satisfy the popular trend for ‘matchy matchy’ stable management. Please accept our invitation to visit us and see how Red
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EQUESTRIAN TRADE NEWS AUGUST 2019 | 17
WHAT HAS BETA INTERNATIONAL EVER DONE FOR US? Rather a lot... as some regular exhibitors have been telling ETN. ➤ A. Perry has been in business since 1925 as an agricultural manufacturer and supplier. In 2016, wanting to explore the equestrian market, director Chris Perry and a colleague attended BETA International as visitors to get a feel for the sector. “We produced a range of coloured equestrian hardware such as stable hinges, tie rings and kickbolts, and took a tiny 3m by 2m stand at BETA International 2017 to launch Perry Equestrian,” says Chris. “The response was extraordinary, and our marketing direction changed dramatically as a result. From dipping in a toe in 2017, we were able to make a real splash in 2018 with a 60m square stand - and now we’re stocked by retailers across the UK. “BETA International is an essential for us. We’re already looking forward to the 2020 show.”
➤ Arpan Bhatia is the managing
director of Stride Innovations, who make equestrian technology under the product name Estride. The company was set up in 2017, and attended BETA International for the first time in 2018, then again this year. “We were highly commended in the innovation awards in 2018 with our Estride tracker, and we won in 2019 with our Estride wearable hand-aid,” says Arpan. “As a new company, that was a fantastic boost for us and we got coverage in local press. “We also had a lot of interest from the US and Canadian markets; we’re currently in the process of finalising
the Canadian contract. We’ve also got interest from countries as diverse as South Africa and Poland, and we’re talking about partnership offers with several big brand names. “All this happened as a result of BETA International, it’s great traction for a start-up company. We’re spending a lot of time developing our product range, but we’re certainly hoping to be at BETA International 2020.”
➤ Margaret Donnelly is the managing director of Equilibrium Products, founded in 2000 to design, develop and manufacture equipment and nutrition to improve equine welfare. They’ve been attending BETA International since 2001, and have exhibited 17 times. “We had a good year at BETA International 2019,” says Margaret. “We won an innovation award for our Magnetic Hind & Hock Chaps, giving this new product a strong marketing push. “Exhibiting the Tri-Zone Impact Sports Boot at the show had an amazing response as it caught so many retailers’ attention, and we sold about 2,000 units. Without BETA International, we wouldn’t have had this springboard.”
➤ Sally Bacon is the UK sales agent
for Danish company Montar A/S, who make equestrian clothing and have just launched anatomical bridles.
International for three. Montar’s owners Birgitte and Morten Hegelund make an annual journey to the show. “We always take on a number of new retailer accounts at BETA International,” says Sally. “It works as it’s a great opportunity for people to meet the faces behind the brand and build new relationships or strengthen existing ones. “That’s particularly important for us as the company directors aren’t based in the UK, so BETA International is a real one-stop shop. We hope to be back in 2020!”
➤ David Thomason is the managing
director of Ollard Westcombe (2000), an Irish family business founded in 1850. Brands include Cameo Equestrian (equestrian equipment and clothing for the everyday rider); Eco Rider (bridle and leatherwork); and Apollo Air technical rugs, girths and saddlecloths. Ollard Westcombe has been attending BETA International “since it was at Sandown Park - however long ago that was!” says David. (The last show at Sandown was 1994, after which it moved to the NEC, Birmingham). “We did very well at this year’s BETA International. In fact, we signed up sufficient new accounts that the event practically paid for itself. We’ll be there in 2020 - and we’re thinking of taking a bigger stand.”
The company has been going for eight years and attending BETA
BETA International 2020 is at the NEC, Birmingham on 19-21 January. Find out more at www.beta-int.com ETN is the show’s only official media partner.
40 | EQUESTRIAN TRADE NEWS AUGUST 2019
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BETA MEMBERS’ PAGE|ETN
A BIG WELCOME TO OUR NEW TEAM MEMBER! We are thrilled to welcome Agy Mossakowska-Knast as our new admin assistant - replacing Philippa MacIntosh, who has left to progress her career in the hospitality industry.
members’ page
Agy, originally from Poland, has lived in the UK for the past five years. She has an equestrian background and is currently working towards becoming an FEI eventing judge. She also volunteers at lots of horsey events and has assisted at Bramham International Horse Trials over the past four years.
NEWS FROM BETA HQ When preparation is key… Hurrah! It’s summer and we’re in the thick of our holiday season as many of the BETA team take a well-earned jolly. I’m now back at my desk after a magical week or so in Florida with my husband, Chris, and daughter, Holly.
SAVE THE DATE Please pop the following dates in your diary: 3 October - BETA NOPS Conference
Before I left, we had been very busy making ready for the BETA Feed Conference and getting everything prepped for the Blair Castle International Horse Trials. There is marketing material to produce, prizes to source for the traditional BETA luxury equestrian hamper and plaques to order for the grassroots riders, among a million other things! This will be our second time at Blair and, if our début last year was anything to go by, we’re in for another cracking show. Having a presence at top events such as Blair really helps us to drive home our messages about rider safety and promote the work of BETA and its members.
* False - they can claim vouchers up to the value of £100
Work is also under way with two of our BETA Business Awards - the SEIB Retailer of the Year and the Stubbs England Nutritional Helpline of the Year. Nominations are now open,
Venue to be confirmed. Further details will be provided shortly. 28 October - BETA Annual Conference De Vere Staverton Estate, near Daventry, Northamptonshire.
True or false?
so, for the next few weeks, we will be busy collating all emails and printing correspondence as it arrives.
Test your knowledge by answering True or False to the statement below. The answer can be found at the side of the page.
Then, of course, we have the Equine Thesis of the Year Awards in October, which are always extremely exciting, as we get to see some of the brightest and best undergraduate research in our sector.
BETA retail members can claim show vouchers up to the value of £50.
Tina Hustler
DON’T FORGET TO MAKE YOUR CLAIM As a BETA member, you can claim a free Overview Report of the National Equestrian Survey 2019. The full Structural Report, offering in-depth data and invaluable insights into riding and buying habits, is available for £200 plus VAT for BETA members.
FOR FURTHER INFORMATION CONTACT TINA HUSTLER AT BETA Tel: 01937 587062 Website: www.beta-uk.org Email: tina@beta-uk.org East Wing, Stockeld Park, Wetherby, West Yorkshire LS22 4AW Claire Williams, Executive Director, claire@beta-uk.org Tricia Nassau-Williams, Field Officer, tricia@beta-uk.org Ann FitzGerald, Secretary, ann@beta-uk.org Deborah Hayward, Press Officer, deborahh@beta-int.com Agy Mossakowska-Knast, Admin Assistant, agy@beta-uk.org
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EQUESTRIAN TRADE NEWS AUGUST 2019 | 41