December 2019 Volume 43, No 12 Monthly
SAVE THE DATE! PLUS
• Meet a winning bench saddler • When festive frolics go too far • The Russian market: what’s in it for you?
ETN is the official media partner of BETA International
19-21 JANUARY 2020 NEC, Birmingham, UK www.beta-int.com Main Sponsor
ETN|TITLE
The ever popular SUPAlyx Horse and Pony is back and now with a tasty
20% OFF
*
OOK, L W E N IZE! S W E N
Includes Diamond V, with a prebiotic function
Removable handle
O FR
Less mess, less waste
Consumer offer: 6kg for the price of 5kg (20% extra FREE)**
R O
Contact Trilanco 01772 754 844 sales@trilanco.com Or log on to order www.trilanco.com
DE
R
Marketing toolkit
M
100% recyclable packaging Lower sugar, high in nutrition compared to some alternative licks
Contact Nettex customer services for POS 01283 524222 sales@net-tex.co.uk *Terms and conditions apply. Offer available from 1st Dec – 31st Jan 2020. **6kg for the price of 5kg based on market based pricing.
2 | EQUESTRIAN TRADE NEWS DECEMBER 2019
WWW.EQUESTRIANTRADENEWS.COM
Editor’s Comment
In this issue... NEWS Latest happenings
4
PRODUCT NEWS What’s new
8
LEGAL DIGEST When festive frolics get out of hand 12
Barclays’ decision to stop its customers withdrawing cash at Post Offices highlighted just how urbancentric many corporates have become. Even to the point of discriminating against those of us who live and work in rural areas. And the fact that the bank did a U-turn – in the face of outcry from MPs, consumer groups and customers – underlines how important ‘pound notes’ are to rural people. I was among Barclays’ furious customers when I heard that our village’s invaluable pop-up Post Office would be out of bounds. So when I needed some readies, I’d have an 18 mile round trip drive to the nearest market town (where Barclays has closed its branch) to use an ATM. Not pleasant on a cold, dark evening when withdrawing three figures can make one feel inclined to look over one’s shoulder. Many equestrian related businesses, from farriers to farmers, instructors to equine dentists, still rather like the convenience of cash for a job well done or a sale made. Internet banking and instant transfers are all well and good – if you have a reliable an internet connection and it’s warm enough to take your gloves off. I had to smile when, by the same post as the split-from-the-Post Office letter arrived from Barclays, I was offered a discount on RAC breakdown cover exclusive to the bank’s customers. Presumably this was to keep my car on the road for all those extra journeys to withdraw my own money? With the awards season in full swing, have you noticed how many organisers ask for an entry fee from nominees? Yes, it must be a nice little earner for some. But not so the BETA Business Awards. Free to enter, open to all who are eligible and scrupulously judged, the winners genuinely deserve their accolades when they receive them at next month’s BETA Gala Dinner. Please be careful when using horses as promotional tools. I’ve just been browsing a brochure by an upmarket ladies’ countrywear brand. Thinking I might treat myself, I flicked it open. I know I shouldn’t, but… WWW.EQUESTRIANTRADENEWS.COM
Immediately I spied a picture of a beautifully clad model clutching an overweight horse that looked as though it has just been dragged in from a very grassy field. The reins of the (cheap looking) bridle were attached inside-out, and the girth was barely done up on the bottom hole with its elastic insert stretched to the limit. There was no numnah under the ill-fitting saddle and the poor horse’s plaits were roughly done with rubber bands. It put me right off their lovely clothing…
THE RUSSIAN MARKET
BETA International’s new show-in-show for pet products makes perfect sense. Many big names, from Shires Equestrian to Joules, are going big on pet products. After all, ‘pet’ is so wide-ranging, drifting as it does across lifestyle (dog bedding to match your interior décor…) to the country/ shooting market with its working dogs. Dipping into pets might not be for every retailer. But at the very least, it’s worth exploring with a visit to BETA International next month. All it will cost you is a day out and a tank of fuel… and I won’t say you’d be barking mad not to!
SPECIAL REPORT
What’s in it for you?
14
BETA CONFERENCE & AGM Speakers inspire delegates
16
BETTER BUSINESS How to network
18
SUPPORT FOR RETAILERS The best for your business They’re right behind you
19 20
BETA INTERNATIONAL NEWS Previewing the 2020 show
22
BETTER BUSINESS Dealing with fake reviews
24
When rugs are a hot topic
26
SADDLE FITTERS’ CPD FEATURE With quiz accredited by the SMS
28
SADDLES & LEATHERCARE Latest and favourite products
32
BENCH SADDLER OF THE MONTH Meet December’s winner
34
PEOPLE Who’s new, who’s moved?
35
DIRECTORY OF WHOLESALERS Top suppliers profiled
36
TURN BACK THE PAGES Four decades with ETN
40
BETA MEMBERS’ PAGE Well, it’s nearly 2020, so that’s ETN’s fourth decade complete. We’re proud to continue serving the trade in print and online as part of the BETA Group and official media partner of BETA International. It only remains for advertising manager Beth Crow, digital manager Nicki Lewis and me to wish you a very happy Christmas and prosperous New Year.
News from your trade association
41
DOGS AT WORK Meet some busy canines
42
COUNTY COURT JUDGMENTS ETN’s exclusive listing
42
19
Liz Benwell
16
Resource Reg. No. 2110
EQUESTRIAN TRADE NEWS DECEMBER 2019 | 3
ETN|PRODUCT NEWS
THE COUNTDOWN BEGINS… With its new catalogue at the printers, Perry Equestrian turns its attention to planning its stand in readiness to exhibit at BETA International 2020. Consultant Sara Blackshaw shares an update – and some handy hints. The time has come to make firm plans for that all-important BETA International show stand. There is always a lot to organise, so making a clear and concise forward plan is essential to success. Initial discussions need to be around: • What worked well last year, and you would like to do again? • What new items do you want to introduce? • Have you any new products or services you can enter in the Innovation Awards? And will they be ready in time? • Do you want a new look and feel to your stand? • How can you best use the space you’ve got? • What targets are to be set to measure achievement over the show’s three days?
Then you need to: • Plot out a budget. • Get costings on what you need to do new. • Decide which staff and how many will be on the stand. How will they travel, and will they need accommodation? • Do you need new stationery, uniforms, stand fixtures, display props? Set this out in the budget. • Make sure stock of what you need will be available on time to display – and put it on hold to avoid problems later with stock availability. • Think about things you could do better. • Ask yourself things like ‘could we improve our lighting to draw customers to our stand’ – batterypowered LED lights are amazingly powerful and effective for highlighting items.
SAFETY DEVICE FOR TRAVELLING HORSES It’s not uncommon for horses in transit to get their front legs over a breast bar or up onto internal tack lockers – often with nasty consequences. Just such a calamity with their own horse prompted Yorkshire couple Jordan and Nicky Sutcliffe to come up with a solution. Jordan, a mechanical engineer, set about developing a harness which prevents the horse from rearing yet is safe and comfortable. The device is made from seatbelt webbing, buckles and adjusters with a quick release feature and neoprene padding. When other horse owners saw the couple’s horse happily wearing his safety device, they started asking where they could get one. And so the Equi Travel Safe harness was launched. Jordan and Nicky have since patented the design and begun production. “Over 50% of reported horse transport incidents involve a horse rearing in the horse box,” said Nicky. “It’s really comforting to know that every time someone uses one of our harnesses, it’s another horse that will arrive at its destination safely.” 10 | EQUESTRIAN TRADE NEWS DECEMBER 2019
It takes a great deal of planning to transform this…
…into this
And don’t forget: • Once your list of requirements fits to the budget – and that may need some tweaking – start getting them organised in good time in readiness for the show. BETA International is at the NEC, Birmingham on 19 – 21 January. To find out about exhibiting or visiting, click onto www.beta-int.com
Ready-to-feed linseed British Horse Feeds’ new Cooked Linseed is made from 100% whole linseed. The production process involves cooking and micronizing the linseed to optimise its digestibility. Cooked Linseed can be fed straight from the bag. Linseed provides protein and oil to benefit performance, condition, skin, coat and general health. It has an ideal amino acid profile for horses and is a great source of slow release energy. British Horse Feeds’ Cooked Linseed also provides a good source of vitamins, trace elements and contains natural antioxidants. It comes in 20kg bags, with an RRP of around £24.99.
CLEAN UP WITH THESE GLOVES First aid specialist Robinson Animal Healthcare also does a handy line in disposable gloves. Readigloves are ideal for having around the yard to avoid wound contamination – and for a whole host of biosecurity issues and dirty jobs. The range includes nitrile, latex and vinyl disposable gloves, all of which provide barrier protection against biological organisms and other nasties. The gloves are extremely durable and unlikely to tear, making them perfect for use on a busy stable yard.
WWW.EQUESTRIANTRADENEWS.COM
Specialists in Equine Health
TITLE|ETN
“I love all the Omega Equine products and my horses really thrive on them. My favourite ones at the moment are Omega Ultra Oil & Omega Digest Gut Balancer” Ben Maher MBE | Olympic Gold Medallist
Great Products : Great Margins : Trusted by All Call us now for the chance to stock this Fast-Growing brand!
Omegaequine.co.uk : 01798 817 603 WWW.EQUESTRIANTRADENEWS.COM
EQUESTRIAN TRADE NEWS DECEMBER 2019 | 11
ETN|BETA INTERNATIONAL 2020
Secure a winning edge at
BETA International is the leading trade show for e at the NEC, Birmingham, from 19 to 21 January 2 benefit from a presence at the show and high
EXHIBIT BETA International is a powerful industry platform, primed and ready to bring buyers and suppliers together from around the world for three days of business and buying. This ultimate trade show experience brings a whole host of benefits and added-value extras for companies that exhibit here. It also: • Puts brands and businesses in front of a trade-only audience of 3,500 ABC-audited visitors. • Automatically enters every exhibitor into the BETA International Best Stand Awards. • Allows influential industry names to mingle and meet one another. • Gives free entry into the show’s Innovation Awards. • Offers a great range of stands with sizes, designs and prices to suit all budgets and requirements. • Provides an experienced team of contractors to take care of stand build. • Gives exhibiting companies a free listing in the show catalogue and free editorial in Equestrian Trade News, the show’s official media partner. • Includes exhibitors in the show’s international marketing, social media and advertising campaigns. • Creates the opportunity for exhibitors to reach out to buyers from the equestrian, pet, country and giftware sectors. • Allows exhibitors to showcase their products in special features such as the Fashion Show, Charles Owen Spotlight, Shires Equestrian New Product Gallery, Saddlery Pavilion, Pet Product Gallery and Liveryman Demonstration Arena. • Issues an invitation to join visitors and show organisers for the free After-Show Drinks on the first day.
SPECIAL FEATURES
VetSpec Coffee Shop The perfect meeting point for a five-minute catch-up over a cuppa.
The Charles Owen Spotlight A brilliant entertainment and education stage – home to the Fashion Show, presentations by top speakers and the industry debate Talking Business, hosted by ITV newscaster Alastair Stewart.
Pet Product Gallery A new display area showing the pet sector’s finest gear and equipment.
Seminar Theatre A new area with a vibrant collection of seminars, including companion animal and equine CPD modules for SQPs.
NAF Five Star Champagne Bar A great place to relax with a glass of bubbles.
The Liveryman Demonstration Arena Packed with a full and exciting programme of activity, including working dog displays with top UK trainer Ricky Moloney, dog agility, clipping and saddle and bridle-fitting demonstrations.
BOOK YOUR STAND NOW
Contact Darren Mottershead T: +44 (0) 1937 582111 E: darrenm@beta-int.com Official Media Partner
22 | EQUESTRIAN TRADE NEWS DECEMBER 2019
WWW.EQUESTRIANTRADENEWS.COM
BETA INTERNATIONAL 2020|ETN
t BETA International 2020
equestrian, pet, country and giftware, taking place 2020. We look at how visitors and exhibitors can hlight some of its special features and events.
VISIT
After-Show Drinks
Retailers keen to try out a little diversification – and those that have already moved into this lucrative field – can cast their net wide to catch some of the equestrian, pet, country and giftware’s most exciting new products. From quality leatherwork and saddlery to science-based nutrition, buyers are literally spoilt for choice. Visiting the show allows retailers to see the latest launches and sets them ahead of the competition. It also:
Exhibitors and visitors are invited to get into the party mood by joining show organisers for free drinks and canapés at The Charles Owen Spotlight on Sunday at 6pm.
• Gives them the pick of products from around 200 exciting companies from the UK and overseas.
YOU ARE INVITED! Awards Ceremony Retailers and exhibitors can attend the show’s Awards Ceremony at The Charles Owen Spotlight on Sunday at 5.15pm to discover who has won the Innovation Awards – sponsored by Equestrian Trade News – Best Stand Awards and Society of Master Saddlers and Neue Schule competitions.
Shires Equestrian New Product Gallery
• Allows them to put faces to names and network with industry counterparts.
A contemporary showcase highlighting all that’s new in the world of equestrian and country.
• Grants them a ringside seat to hear the winners of the show’s Innovation Awards announced.
Saddlery Pavilion Supported by the Society of Master Saddlers and the Saddlers' Company, this fantastic area allows saddlery and leather suppliers to promote their products to an industry audience. The pavilion can accept a maximum of 14 stands and only those that have not had an independent presence at the show during the past two years are eligible.
SO MUCH THAT IS FREE! Free entry on registration at beta-int.com. Free parking. Free shuttle buses from the car park to the show. Free show catalogue and visitor bag. Free copy of Equestrian Trade News. Free show seminars, including CPD modules. Free After-Show Drinks on first day of show. Free wifi. Free demonstrations and displays.
WHO’S APPEARING From large, well-established household names to quirky, new start-up businesses, there are lots of companies to visit at the show. Flick to page 32 to see the full exhibitor list.
19-21 JANUARY 2020 NEC, Birmingham, UK www.beta-int.com
• Makes visiting as easy as possible, with nearby motorways, train station and airport. • Puts visitors in touch with the show’s hotel booking agent, Event Express, for the best prices in town. • Provides exciting feature areas to make light work of sourcing the latest products to hit the market. • Introduces them to exhibitor show-only offers. • Presents the perfect opportunity to attend the show’s free seminars, some with CPD points available.
TO VISIT FREE, REGISTER at www.beta-int.com
Main Sponsor
WWW.EQUESTRIANTRADENEWS.COM
EQUESTRIAN TRADE NEWS DECEMBER 2019 | 23