Issuu

The Voice of the Equestrian Industry

April 2020 Volume 44, No 4 Monthly

FASHION FORWARD! Style in the saddle and countryside

FEEDING A NEED For performance and shiny coats

ETN is the official media partner of BETA International

2021

PLUS

24 – 26 January

• AMTRA accredited SQP CPD feature • Good grooming and fly control • Safety experts speak out

NAEC Stoneleigh, Warwickshire, UK Main Sponsor

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Editor’s Comment

In this issue... NEWS What’s been happening? Latest launches

PEOPLE Who’s new, who’s moved?

It’s amazing what criminal minds conjure up… Apparently, loyalty scheme fraud is on the increase. It involves the registering of hundreds of thousands of bogus customer accounts with online retailers, then taking advantage of loyalty schemes, deals and offers in bulk. Retailers are particularly vulnerable to coupon claims and redemption options where points or tokens become virtually like cash, or cut-price goods have resale appeal. As well as financial loss, such frauds can leave a retailer’s reputation in tatters. They could, for instance find themselves unable to serve legitimate customers as they would wish – say, if a ‘while stocks last’ offer is wrung dry. Another nasty thing to watch out for this spring and summer are parasites lurking in the long grass. Canadian pop star Justin Bieber revealed earlier this year he has been diagnosed with Lyme disease, a bacterial infection caused by tick bites. Dogs, horses – and their owners – can also be infected. Around 13% of the UK’s tick population are believed to be carriers. “It's been a rough couple of years,” said the singer following social media speculation that he had a drug problem, after he was pictured looking unwell with blotches on his skin. Indeed, the symptoms of Lyme disease, which often include a rash, muscle pain and tiredness, are well worth knowing about. But don’t let it spoil your summer adventures… I’ve just collected a bridle from a local saddler who’s done a super repair job on it. Right down to the immaculate stitching with proper waxed thread, it’s a work of art. And all for £24.

FRONT COVER: Le Chameau has been making boots since 1927; each rubber boot is handcrafted by one Master Bootmaker. Pictured is the Vierzonord, available for men and women, and the women’s Giverny. Le Chameau is all about staying dry and looking stylish in the countryside.

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There’s something very satisfying about making things last; “make do and mend” our grandmothers would have called it. And as I stare at my computer screen, I wistfully imagine how rewarding it must be to craft something in leather; to create something tangible and useful that smells and feels gorgeous. Something that’s the antithesis of the buy-it-cheap, use-it-once, throw-itaway and buy-something-else mind-set.

Busy canines

RETAILER PROFILE Oldwick Saddlery

GOOD GROOMING Top turnout tips Product gallery

16 18

TURNING BACK THE PAGES What ETN was reporting five, ten, 20 and 30 years ago

BENCH SADDLER OF THE MONTH 22

BETTER BUSINESS Are your cookies correct?

FEEDING FOR PERFORMANCE How to achieve a shiny coat Performance products

24 26

AMTRA ACCREDITED SQP CPD Feature and quiz

CLOTHING & FOOTWEAR Fashion forward styles Galloping to the countryside

32 34

SAFETY UPDATE Standards and fitting update

BETA MEMBERS’ PAGE Coronavirus advice for your business 37

COUNTY COURT JUDGMENTS ETN’s exclusive listing

I very nearly didn’t talk about coronavirus… Whatever I say will be out of date by the time you read this. Likewise, the report on our news pages in this issue of ETN, but we had to ‘do something…’ As to the new restrictions, thank goodness for technology which has improved enormously since the foot-and-mouth outbreak of 2001 brought equestrian activity to a halt. If we can’t visit customers, there are conference calls and video links; online horse shows, perhaps shared and watched on social media (no bitchy comments, please), can go some way towards replacing actual ones; even more people will shop online; ETN delivers a weekly e-newsletter to your inbox for free. Yes, all we can do is keep going and be sure to support other businesses. That’s our best chance of rekindling the economic embers once all this is over.

DOGS AT WORK

Meet this month’s winner

Whenever I’m working on a feed feature for ETN, I can’t help feeling for retailers. The sheer number of products now available must make it nigh on impossible to know what to stock. Feed is almost as much a slave to fashion as clothing. Influenced by internet forums, social media and what their friends at the yard have to say, many consumers swing wildly from one fad to another. If ever there was a case for fostering genuine customer loyalty, this surely is it… All too often, consumers fail to use a feed (or supplement) long enough to find out if it actually does what it says on the tin. And, of course, there are no quick fixes with horses.

PRODUCT NEWS

Resource Reg. No. 2110

Liz Benwell EQUESTRIAN TRADE NEWS APRIL 2020 | 3

ETN|NEWS

IN BRIEF • The British Equestrian Federation (BEF), British Dressage, British Eventing and British Showjumping are exploring the potential for closer collaboration. The move follows discussions between BEF interim chairman Malcolm Wharton and interim chief executive Iain Graham, and boards of each of the Olympic disciplines (showjumping, dressage and eventing), where the concept was received positively. • Women working in the sports industry, including those involved with the manufacture of sports equipment, are invited to enter the inaugural Everywoman in Sports Industry Awards. It’s free to enter and nominations close on 18 May.

• BETA Safety Week, the annual awareness-raising initiative promoting the importance of safety gear that is correctly fitted, fastened and up to standard, has been postponed until 27 June because of the coronavirus outbreak.

European brands set for BETA International 2021 The supplier of 15 top European brands will appear at BETA International 2021 for the first time in a decade. Zebra Products – UK and Irish distributor of Amerigo, Bucas, Cavalleria Toscana, Cavallo, Cavalor, Covalliero, EGO7, Equipe, Fleck, Konigs, Mattes, Nathe, Sprenger, Uvex and Veredus – last exhibited at the show in 2009. “The big draw to come back for 2021 was the change of venue [to Stoneleigh],” managing director Simon Middleton told ETN. “I wouldn’t be the biggest fan of the NEC as I find it a bit soulless and not really in keeping with our industry. The reduced cost at the new venue is definitely a major draw too.” Zebra Products was established in 2000 with three members of staff. Today, the company operates from headquarters in North Wales with a team of more than 20. “To have so many important European equestrian companies represented at Stoneleigh will be tremendous for our visiting buyers,” said BETA International organiser Claire Thomas.

WOMAN COMMITTED FRAUD OVER EQUINE SCANNING DEVICE A man and a woman have been sentenced for falsely claiming a thermal imaging device used on horses could detect breast cancer in humans. Sophie Gent (31) was first warned by Staffordshire County Council's Trading Standards' team in October 2014 that a machine, known as a VET2000, was not suitable for use on humans. Gent, from Neats Gate farm, Uppingham Road, Leicester, admitted offences concerning the promotion and use of the Digital Infrared Thermal Imaging (DITI) devices. Operating from sole trader clinics, Gent claimed on her website that ‘DITI’ was capable of detecting breast abnormalities between eight and 20 years earlier than a mammogram could. Businesses were duped by Gent into investing around £20,000 each to set up screening clinics. But despite the warning from trading standards, she continued to advertise her screening services. Last month (2 March), Gent was sentenced at Stoke-onTrent Crown Court to 140 hours of community service and ordered to pay £3,800 in costs. William Bradford (aged 81) of Keates Road, Cambridge, was given a conditional discharge for 12 months and ordered to pay £2,950 costs after pleading guilty to falsely representing that a VET2000 could be used on humans. He did this while he was training delegates to use the devices for breast cancer screening and other medical uses. Ms Gent would arrange for those who had purchased the VET2000 to be “medically trained” by Bradford, who had the UK sales rights for the VET2000 from its US manufacturers. The court heard that Bradford acknowledged in later correspondence that the VET2000 was “basically 6 | EQUESTRIAN TRADE NEWS APRIL 2020

unsuitable for human applications” for technical reasons that were not relevant when screening animals. Gent and another of her businesses, Syncthermology Ltd – formerly Equiscan Ltd – also pleaded guilty to fraud by false representation. In selling equine businesses training packages, at £5,000, with Gent’s consent or connivance, it was claimed that training courses were developed by, and screenings carried out by, the British College of Veterinary Thermography (BCVT). The court heard that the organisation didn’t exist. Syncthermology was fined a total of £10,000 and ordered to pay £4,600 costs. Lisa Fisher, from Middlesbrough, purchased one of the devices but grew suspicious. “I lost a significant amount of money investing in a ‘business package’ that proved to be fanciful at best and potentially harmful at worst.”

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ETN|SAFETY ISSUES

A QUESTION OF SAFETY

Claire Williams, BETA executive director, responds to some topical safety issues. Q: How will Britain’s departure from the EU affect safety standards, in particular the relevance of European standards in the UK? A. There is still a degree of uncertainty surrounding safety standards, but what is certain is that the PAS 015, which is a BSI ‘standard’ (in fact a Product Approval Specification), will continue. Work is ongoing to finalise a new European Standard, until which VG1 will be used. Companies seeking to export safety garments into the European market will need to comply with requirements of the market in terms of safety standard certification, so it is likely that hats, particularly, will continue to be made to both the European and British standards for some time to come. The UKCA mark will replace the CE mark for sale in the UK. British-based certification bodies will no longer be able to issue EU certificates, and UK certificates will no longer be accepted by the EU. The test and certification bodies in the UK have already established offices within the European market to allow for continued issuing of certificates. BSI has negotiated the right for UK experts to continue to have input into European standards committees and working groups. In terms of body protectors, the BETA Standard is linked with the EN 13158, so only time will tell whether this continues to be the case. Q: What can BETA recommend for that perennial problem of customers getting their hat or body protector fitted by a trained retailer, noting the size and model – and then buying it cheaper online? A. Customers need to understand that every head is unique. They might share the same circumference, but each has a very different shape. Even though a hat size is known, each one can vary slightly as many involve a degree of hand finishing. So it’s important that a selection of hats is tried to ensure the very best fit. Retailers really need to emphasise that the ‘micro’ fitting service of both shell and harness they provide to customers is the perfect way to ensure that a hat is suited to their individual head shape and riding requirements. They should also encourage customers to return after a ‘bedding in’ period for a free check. This will get them into the habit of regularly seeking the retailer’s expertise. Q: Tack safety is often ignored – until a stirrup leather or rein breaks. Does BETA train retailers and/or inform consumers about saddlery safety? A. Tack maintenance and safety is indeed an area that is too often overlooked. To address this, BETA publishes the Saddle Up Safely guide, with information on how to care and inspect tack and tips for when riders might need to replace key items of equipment. 36 | EQUESTRIAN TRADE NEWS APRIL 2020

Retailers need to emphasise the importance of the highly personalised fitting service they can offer in-store as opposed to online.

Q: What’s the latest on an equestrian air vest standard? A. I chair the BSI working group dealing with the body protector standard and am an expert member on the EU committee CEN/TC 162/WG 11, which is dealing with the addition of air vests to the EN 13158. It’s envisaged that the current standard for body protectors will contain three parts – one for body protectors as we know them, then two further parts, one for air vests and another for hybrid garments (air and foam combined). Work on this started last year and is likely to take some time to complete. It is unlikely that a final draft will appear before 2021. Q: Should BETA be encouraging everyone to wear up-to-standard hats when handling horses as well as riding them? A. Many professional establishments, including riding schools and educational institutions, already require staff handling horses to wear hats. We also know that children, too, have been brought up to put on their hats and body protectors as soon as they get to the yard. It is certainly something that we should all encourage as best practice.

The safety of saddlery is too often ignored. BETA publishes a free guide.

WWW.EQUESTRIANTRADENEWS.COM

BETA MEMBERS’ PAGE|ETN

members’ page

CORONAVIRUS SPECIAL ADVICE Keeping your staff and customers safe As retailers across the world rise to the challenges presented by coronavirus – Covid-19 – here are some handy guidelines and advice to help keep your staff and their families, and customers, as safe as possible while your store remains open and ready for business… • Keep up to date with the latest government and NHS advice on managing coronavirus in the workplace by visiting their websites, nhs.uk and gov.uk, for daily updates. You will also be able to find details on the government website about financial assistance packages available to small businesses. • Provide hand sanitisers if possible and guidance notes on hygiene and hand-washing. The government website, gov.uk, has a range of useful resources, including posters that you can access. • Find out about the HMRC “time to pay” scheme through its coronavirus helpline, telephone 0800 015 9559. There is also information about delaying PAYE and VAT payments. • Keep in touch with your suppliers. If cash flow becomes an issue, let them know and see whether you can arrange a payment plan that works for both of you. • Let your staff and customers know what steps you are taking to keep them safe. Consider vulnerable members of your team and consider restricting their exposure to the public. • There is no need to cancel rep visits, but check what precautions their own companies are taking and ensure that they adhere to yours. • Check arrangements and procedures for deliveries with your suppliers.

• If you offer a saddle and bridle fitting service, make sure you implement bio-security measures such as wearing disposable gloves, washing hands or using hand gel. Before visiting a yard, check the health status of your customer and others there. • Hygiene is key at all times. Wipe down surfaces such as counter tops, card machines, door handles and telephones on a regular basis. • Use cashless transactions where possible. • Fitting hats and body protectors requires close contact with customers, so you should consider the risk to yourself and your staff. If you decide to continue operating this service, ask customers to confirm that they have not been in contact with anyone who might be susceptible to, or liable to be carrying, the virus. Providing disposable gloves and face masks are options for staff and hand gel for customers. However, be aware that, once a customer touches the product, there is a risk of transmission. • In response to concerns associated with equipment fitting, BETA Safety Week 2020 is now being postponed for three months, until 27 June to 5 July. However, this will be reviewed nearer the time. • Introduce new ways of trading to help reduce the risk to staff and customers. Online sales are an obvious option but, if you deal with bulkier items not suitable for delivery, consider a telephone ordering system where goods are packed and left for collection at a specified time in a dedicated area outside. Now might also be a good time to revisit delivery charges.

• Consider using low-cost video or tele-conferencing services such as Zoom, WebEx, Skype, Facetime or WhyPay so that you can run live Q&As or product demos when in-store promotions might have to be postponed. • Consider offering a delivery service – especially to larger local yards – for a limited time. • Offer a home-drop service for older customers with restricted movement. • Encourage those who feel unwell or are self-isolating to use your online and telephone ordering service. • Keep in touch with customers via all channels of communication, not just social media. Concise emails and notices pinned to entrances are a great way to convey updates.

CHANGE TO COURSE DATES Please note that the social media courses planned for the end of last month have now been rescheduled for 1 and 2 July.

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 APRIL 2020 | 37