The Voice of the Equestrian Industry
March 2020 Volume 44, No 3 Monthly
GET SET FOR A NEW SEASON! Competition gear to stock Hoof, leg and joint care
WORMING: WHERE ARE WE NOW? AMTRA accredited SQP CPD feature
PLUS
ETN is the official media partner of BETA International
2021
24 – 26 January
• Royal Warrant holders • Retailer profile • Award winning saddler
NAEC Stoneleigh, Warwickshire, UK Main Sponsor
Main Sponsor
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2 | EQUESTRIAN TRADE NEWS MARCH 2020
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Editor’s Comment
In this issue... NEWS What’s been happening? Latest launches
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PEOPLE Who’s new, who’s moved?
So gifts are the new clothing… I lost count at BETA International of the number of retailers who said they were snapping up gifts and homeware products – greetings cards, cushions and covers, cute figurines of birds and animals. Eye-catching impulse buys for their customers. My guess is that while ‘ordinary’ consumers rarely cut back on what their horses need, they’re thinking twice about spending on themselves. Yes, they need essential and safety items like hats, boots and legwear, but why pay for a ‘label’ when you can get warm tops and waterproof jackets pretty much anywhere? Brands and their all-important logos – displayed for all their friends to see – are still sought after… But only by those with the spare cash. So when it comes to appealing to today’s cautious equestrian shoppers, maybe more gifts is the way to go? And the more unusual, the better. Is a good telephone manner a dying art? And does it matter? Personally, I think it does… I rather enjoy picking up the phone to interrupt (and often resolve) an interminable email exchange. Yet all too often, I sense the person at the other end is surprised, even shocked, to hear from an actual human. In some cases, they sound downright irritated – almost kicking themselves for picking up the phone. The first rule of telephone answering is, surely, that the recipient should sound pleased to hear from the caller. I read somewhere that when you’re on the phone, you should replicate the body language you would display if the person on the line was facing you…
FRONT COVER: Omega Equine sponsored rider Laura Renwick with the nine year old Arkuga competing at the Mediterranean Equestrian Tour. Arkuga is home-bred out of one of Laura's top mares, Beluga. Laura uses the whole range of Omega Equine supplements, in particular the Omega Muscle and Omega Vita E for Arkuga.
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So sit up and smile. And for goodness’ sake, speak slowly and clearly. Here endeth the telephone lesson.
Eating and shopping go together like cheese and pickle or ham and eggs. Very often, enjoying one is a good excuse to do the other. And while some equestrian retailers – Ingatestone in Essex and South Yorkshire’s Iron Horse being two that spring to mind – already have excellent on-site catering, should more be thinking in foodie terms? It’s definitely an idea that’s sizzling away on the high street. Debenhams introduced Harry Ramsden’s fish and chip restaurants in some stores last autumn, Next shoppers can grab a Costa coffee, Greggs has new concessions in some Asda stores and Swedish clothing giant H&M has installed an opulent garden café in its Berlin store. At least with horse owners burning off all those calories while riding and mucking out, no-one can begrudge them something sticky while shopping.
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DOGS AT WORK Busy canines
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WORMING News and views
It appears that cash remains king in New York. The city council has passed legislation that effectively bans cashless stores. Retailers who refuse to accept legal currency, as well as digital payments, can be fined. A bit like metal horseshoes and leather saddlery, sometimes the old ideas are the best.
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PRODUCT NEWS
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AMTRA ACCREDITED SQP CPD Worming: where are we now?
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LEGAL DIGEST Food shaming
25
RETAILER PROFILE TFM Country Store
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HOOVES, LEGS & JOINTS A vet’s view How to nail hoof care Laminitis alert Product gallery
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COMPETITION GEAR Get set for a new season
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BENCH SADDLER OF THE MONTH Profiling our winner
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TURNING BACK THE PAGES What ETN was reporting five, ten, 20 and 30 years ago
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ROYAL WARRANT HOLDERS Meet the chosen ones
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SPECIAL REPORT Update on J & E Sedgwick
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COUNTY COURT JUDGMENTS ETN’s exclusive listing
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BETA MEMBERS’ PAGE News from your trade association
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Resource Reg. No. 2110
Liz Benwell
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ETN|NEWS
IN BRIEF • Shaws Equestrian is to manage and promote the Tredstep Ireland riding wear brand in Britain. “Tredstep Ireland has an important portfolio of products with considerable consumer loyalty,” said Monty Stuart Monteith of Shaws Equestrian. • Thermatex has celebrated its 30th birthday. The knitted, wicking fabric used to make the famous cooler rugs was previously known as Texnique and has existed for more than four decades. But it wasn't until 13 January 1990 that Robert Reynolds purchased the company, renaming it Thermatex. Now owned by Vale Brothers, Thermatex rugs are still manufactured in Cardigan, west Wales. • In a bid to encourage more vets into equine practice, the British Equine Veterinary Association (BEVA) is offering free membership to veterinary students. Currently fewer than one in ten veterinary students opt to go into equine practice. • British Horse Feeds donated 600 bags of Speedi-Beet for Australian retailers to hand out to communities affected by the country’s bush fires.
Obituary – Pam Beatty Pam Beatty, Westgate’s former area manager for the south-east, has died after a long illness. She was 73. Pamela Elizabeth Beatty (nee Knight) was born in Canterbury on 14 April, 1946. She spent her whole life in East Kent. From an early age, Pam had a passion for horses and was an accomplished rider excelling at long distance riding and showing. She became secretary of the North Kent Riding Club, chief instructor for the Herne Bay Pony Club and was the BHS representative for Canterbury. In 1986, to fund her equestrian activities, she took a parttime job at the Canterbury Saddle Centre. After much persuasion by business owner Michael Vant, Pam became a full-time tele-sales supervisor when the company expanded into wholesale as the Westgate Group. Her last job before retirement from Westgate was as area manager visiting retailers in the south-east. It was a job she loved. Pam was fun loving, a devoted mother, grandmother, great grandmother and wife. She will be best remembered for her warm personality, her no nonsense approach, her smile, her love of life and will be missed by all who knew her. Pam leaves two children, Beverley and Rachel, her loving husband Jeremy, thirteen grandchildren and one great grandchild.
REPUTABLE RETAILERS TO ENJOY PREFERENTIAL PRICING BRAND REMOVED FROM UK MARKET A new pricing structure that favours bona fide retailers has been announced by Gallop Equestrian. The West Midlands based company – best known for its keenly priced, good quality rugs, rider clothing and equestrian Ready for spring/summer: Gallop accessories – Equestrian’s new Seahorse introduces a new lightweight turnout rug. ‘partner’ scheme this month (March). Retailers qualify as Gallop partners by being BETA members and/or VAT registered – and are then entitled to a 15% discount on trade prices across the board. There is no minimum order requirement for partners to benefit from the new partner pricing structure. Gallop’s famous weekend deals are also now exclusive to partners. Pointing out that its ‘normal’ trade prices are always competitive, company founder Bobby Taak says retailers can always achieve a 100% mark-up when stocking Gallop products “because we have done the homework for them.” Bobby added: “We realise that the trading landscape is changing, so we listened carefully at BETA International to what real retailers had to say. “Retailers who are accepted as members of BETA or who are VAT registered are running reputable, serious businesses. And we want to reward them – while showing support for BETA – by offering something extra in the shape of preferential pricing.” New lines in bridlework, fly rugs and riding tights from Gallop are in stock now for spring, with brand new products on the way for summer and autumn/winter. 6 | EQUESTRIAN TRADE NEWS MARCH 2020
The Noble Equestrian brand has been sold by Innov8 Trading and distributor Bradshaw Taylor to American business Dover Saddlery. The move means that from this autumn, the Noble Equestrian label will be available only in the US via Dover Saddlery. There will be no supplies from the autumn/winter collection to UK stockists. “[UK] retailers have been reassured that their spring/summer 2020 orders [of Noble stock] are secure, with any re-orders and block orders being available throughout the spring/ summer season,” Grace Mulligan of Innov8 Trading and Bradshaw Taylor told ETN. “Going forward,” she added, “we will not be seeking preorder sales for autumn/winter 2020.” Noble Equestrian was formerly known as Noble Outfitters. Its riding tights and tops have proved popular with British riders since their arrival in the UK in 2016. Distributor Bradshaw Taylor entered a joint venture with Marwyn Investment, which owns luxury Wellington brand Le Chameau, in November 2019. The Rutland based distributor’s portfolio of clothing and footwear brands also includes Schoffel Country. WWW.EQUESTRIANTRADENEWS.COM
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ETN|BENCH SADDLER OF THE MONTH
Celebrating
the best bench saddlers and craftspeople…
This award, presented in conjunction with the Society of Master Saddlers (SMS), recognises those whose good practice is making a difference in the saddlery industry.
Helen Reader’s bench skills have earned her many awards.
ETN BENCH SADDLER OF THE MONTH: HELEN READER NOMINATED BY: Richard Miller, Heniarth Stud, Ferryside, Carmarthenshire, who says: “Very rarely do you come across an individual whose passion and dedication for their chosen craft is so infectious, Helen is one of those people. She produces some exquisite bespoke work. As a breeder of Welsh ponies, it’s important that my animals are turned out correctly for the show ring; the quality of their bridlework is often commented on. Nothing is ever too much trouble for Helen who is a true craftswoman.” ABOUT Helen Reader: Helen runs HR Saddlery, Carmarthenshire and is an SMS Master Saddler, Master Bridle Maker, Master Harness Maker, Registered Master Saddle Fitter and Registered Qualified Bridle Fitter. Her first pony was a grey Welsh mountain mare called Solo. “When Solo’s saddle needed a new seat, we visited our local Master Saddler’s workshop and he let me help choose the hide and showed me each stage of the repair,” Helen recalls. “After that, I was hooked.” Before taking up saddlery full-time, Helen studied equestrian business management at Berkshire College of Agriculture and took her BHSAI.
“I occasionally get asked to judge at local shows and it’s always a nice surprise to go down the line and find one of your bridles in the rosettes!” Helen also competes and most days, before she heads to her workshop which was built by her father, she exercises her two horses, often on the local beach. “I love to see my customers when l’m out competing; but it can be an occupational hazard… just as you’re going through your final warm-up before being called into the dressage arena, someone stops you to discuss a new bridle,” she says with a wry smile. At the end of a long day, Helen relaxes at home with a well-deserved glass of wine in front of the fire.
Two years as a working pupil at Earlsway Farm Dressage Training Centre in Suffolk followed. “This gave me real insight into how saddlery items were used within a competition yard environment,” she says. Helen’s current career began with an HND in saddlery technology at Cordwainers College, then apprenticeship with Pointings Saddlery in Bath during which she attended the Saddlery Training Centre (STC) for week-long courses. Return visits to the STC have enabled her to further her bench skills, including learning side saddle techniques. Helen’s dream commission is a rolled double bridle in black leather. She enjoys refurbishing family heirlooms, giving each item a new lease of life for generations to come. “I have a lovely collection of old saddlery tools, including many pricking irons, some of which I use, including a favourite antique one to Helen has a life-long love produce the finest for horses and competes stitching,” she says. successfully with her two greys. Unusual calls on Helen’s bench skills have included refurbishing the HOW TO NOMINATE steering wheel for a racing yacht “which hardly fitted into my A BENCH SADDLER: workshop” and a signal pad for the Everyone is invited to nominate Didcot rail museum. Last year, she bench saddlers they feel deserve produced a set of twelve bespoke to be named ETN Bench Saddler leather door stays for an oil refinery. of the Month. Candidates must The item of which Helen is most be members of the SMS and proud is an endurance riding bridle based in the UK or overseas. incorporating red patent leather. To nominate a bench saddler Something of a revelation when it (or more than one), email editor@ first appeared on the SMS stand at equestriantradenews.com and BETA International some years ago, it appears to have set the trend for tell us why this person deserves dual-leather bridle designs favoured to be put in the spotlight. Please by the dressage fraternity. include the bench saddler’s name and business name. One of her favourite things is seeing her bridlework out and about.
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ETN REPORTING|ETN
TURNING BACK THE PAGES… For more than four decades, ETN has reported on the equestrian trade. So let’s look back at the news, people and products that were making headlines this month five, ten, 20 and 30 years ago. 20 YEARS AGO…
In March 2015, ETN reported: ● Building work was underway at John Whitaker International’s Rochdale base to double the size of its offices and warehousing. An improved showroom and larger product range were planned. ● British Eventing banned helmets with fixed peaks from the cross country phase of affiliated competitions. ● Vale Brothers and its recent acquisition E Jeffries moved into a new factory in central Walsall. The Jeffries workforce was being kept on with Dave Darley to remain as managing director. ● Frank Baines and Steve Marks were awarded Fellowships of the Society of Master Saddlers. Frank founded his family saddlery business in 1983 and the semi-retired Steve was staying on as chairman of The Ideal Saddle Company.
In March 2000, ETN reported: ● Jeep injected £275,000 into the National Riding Festival, a BETA led initiative. With The Princess Royal as its president, that year’s campaign aimed to give riding more “street cred.” ● The strength of sterling enabled Stubben UK to reduce prices to the trade. A Siegfried saddle was now £411 and a 1000 range bridle £56, down by 10%. ● Dodson & Horrell replaced soya in its Pasture Mix with a British grown cereal protein source. The manufacturer told ETN it was doubtful that any feed containing soya could be guaranteed GM [genetically modified]-free. ● Kickon.com – promoted as “the ultimate equestrian website” – was launched with a lavish London party. Its star contributors included Mark Phillips, Henry Cecil, John Whitaker, Ginny Elliot and Mark Todd. Meanwhile Clarke Willis, Spillers’ former general manager, set up Equestria.Net with special rates for BETA member companies wanting get on line. ● Neil McCarraher started his new job as field officer for the Society of Master Saddlers. Florencia Arrambide became Spillers’ new international development manager.
In March 2010, ETN reported: ● ETN’s report from BETA International 2010 pictured Zara Phillips on the fashion show catwalk modelling her new Musto collection. A gathering or ‘tweet-up’ of equestrian contributors to Twitter was also considered newsworthy. And Abbey Saddlery handed over the show’s main sponsorship to Virbac. ● Sales of equestrian consumer magazines took a hit with Horse&Hound’s circulation down almost 10% to 55,489 copies per week (ABC figure). Your Horse saw a similar percentage dip to 29,802. ● B Jenkinson & Son warned that copies of its Elico Decahedron equine toy could be dangerous. In laboratory tests, the fake product cracked under a 4kg weight. ● Potential suppliers of London 2012 branded merchandise complained they were given a mere 18 day window in which to bid for licences. ● Eventer Oliver Townend was keeping busy. A sponsorship deal with supplements brand TRM and an own brand leatherwork collection produced by Hills Wholesale were his latest ventures.
In March 1990, ETN reported: ● The Indian saddlery industry was advertising for an expert to help them improve production for export. The Kanpur based post involved working with 50 local manufacturers “mostly small and with minimal use of machinery.” A six month contract and a salary of £600 per week plus air fare and subsistence were offered.
FIVE YEARS AGO…
TEN YEARS AGO…
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30 YEARS AGO…
● At BETA International at Sandown Park, Joules wrote more business in three hours than during the entire 1989 show; while Tom McGuinness told ETN he had quadrupled Horseware Products’ order book. ● G. Fieldhouse Saddlery (Walsall) began distributing Pessoa saddles. And Equi-Brief Underbreeches, with a stirrup foot to prevent rucking up, were a less bulky alternative to thermal underwear for riders ● The latest CAM Equestrian catalogue extended to 100 full colour pages, and was said to list the biggest range of equestrian joinery and equipment in Europe. “From rugs to stable doors, we can supply from our Eardisley [Hereford] factory,” said the company.
EQUESTRIAN TRADE NEWS MARCH 2020 | 41
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