The Voice of the Equestrian Industry
February 2020 Volume 44, No 2 Monthly
GOOD SHOW! ONLY IN ETN… Reports and pictures from BETA International 2020 • Innovation on parade • New venue unveiled for 2021
WINNERS AND PARTY-GOERS • BETA Business Awards • Living it up at the BETA Gala Dinner
PLUS
ETN is the official media partner of BETA International
2021
24 – 26 January
• Best bedding • How to negotiate
NAEC Stoneleigh, Warwickshire, UK Main Sponsor
Main Sponsor
ETN|TITLE
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2 | EQUESTRIAN TRADE NEWSusFEBRUARY 2020 Become A Stockist Contact to find out how on 01902 454 771, contact@gallopequestrian.com WWW.EQUESTRIANTRADENEWS.COM
Editor’s Comment BETA International’s relocation to Stoneleigh Park (see News) next year is a bold but brilliant move. Yes, the NEC – the trade fair’s home since 1995 – is impressive. But whether you’re taking a stand or buying a cup of coffee at the show next year, the well-proven Warwickshire venue will surely be more affordable. And it’ll be the same BETA International organising team under BETA’s (the trade association’s) ownership. So no worries there. As a venue for our industry’s annual showpiece, Stoneleigh matches today’s leaner, cleaner business models. The workmanlike setting lends itself to the way our trade – and indeed trade shows in general – is evolving. If proof were needed of this fresh diversity, look at how many new and different exhibitors were at last month’s show. The “same old, same old” it was not! So, see you at BETA International 2021 at Stoneleigh Park on 24 to 26 January. It’s a good move. The environment is this year’s big talking point – and, indeed, selling point. But before companies jump on the bandwagon and parade their green credentials, please can they be honest about what they’re saying. Please, no more press releases telling me how ‘earth-friendly’ or ‘environmentally aware’ a product is – with no actual reasons for saying so. Let’s have some facts and definitions… For example, Tesco is working with the World Wildlife Fund (WWF) to enable customers to assess at a glance how consumption of some of its own brand products affect the environment.
In this issue... NEWS What’s been happening
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PRODUCT NEWS Latest launches
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DOGS AT WORK
Apparently, the project covers specifics such as deforestation, sustainability, marine impact and packaging waste. And it will be interesting to see how detailed are the results. On the hunt for a quite technical item of tack recently, I phoned a handful of equestrian retailers. The advice given varied from vague to brilliant. But what struck me even more was the variation in how much – or how little – they asked about me and my horse. Surely, when selling specialist equipment, you need to know nearly as much about the user and their experience as you do about the product? A couple of retailers’ staff were very knowledgeable and genuinely interested in what I did with my horse, tailoring their advice to what would be right for me. I purchased from one of them. Asking, listening and responding to answers is quite a knack – and a great selling tool.
Busy canines
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OPINION The magic of horses
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BEDDING & STABLES Sleep and hygiene explored
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BENCH SADDLER OF THE MONTH Meet February’s winner
20
PEOPLE Who’s new, who’s moved?
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BETA INTERNATIONAL 2020 News from the stands What the retailers said Feature areas highlighted Innovation Awards winners Best Stand Awards winners
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LEGAL DIGEST “I’m snowed in”
39
TURNING BACK THE PAGES ETN over the years
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BETTER BUSINESS How to negotiate
41
BETA BUSINESS AWARDS & GALA DINNER Winners revealed It’s party time
42 45
COUNTY COURT JUDGMENTS ETN’s exclusive listing
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Liz Benwell
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FRONT COVER: Scenes from BETA International 2020. ETN is the show’s official media partner.
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Resource Reg. No. 2110
EQUESTRIAN TRADE NEWS FEBRUARY 2020 | 3
ETN|NEWS
News BETA International moves to Stoneleigh B
ETA International is to move to Stoneleigh Park in Warwickshire for the 2021 show on 24 – 26 January. The trade exhibition for the equestrian, pet and country sectors has been at the NEC, Birmingham since 1995. BETA International 2021 will use the entire Stoneleigh Park site with its three large exhibition halls, indoor and outdoor areas and 250 acres of parkland. Private rooms can be hired for retailer training. Near Coventry and Birmingham and centrally located in the country, Birmingham International Airport and good road and rail networks are close by. Exhibiting at BETA International at Stoneleigh will remain affordable and accessible, say organisers, with cost-effective and money-saving stand packages available.
BETA International 2021 will host a large party on the Sunday (24 January) evening. Next month – on 3 March – past and prospective exhibitors are invited to an open day at Stoneleigh Park to see the new venue and hear more about plans for the show.
For more information about BETA International 2021 at Stoneleigh Park on 24 to 26 January, contact sales manager Darren Mottershead, email darrenm@beta-int.com or telephone +44 (0)1937 582111.
“Times are changing and our industry continues to evolve – and it’s essential that we do the same,” said BETA International organiser Claire Thomas. “Stoneleigh Park has an immensely rich equestrian heritage and is linked to some of the UK’s top equestrian activities. “So the move is an incredibly positive one and we are in great hands with the Stoneleigh Park team. “Switching from the NEC, Birmingham, where we have been for the past 26 years, will allow us to realise our vision for the show, with a powerful new programme tailored to the needs of today’s modern business and retail world, and the finest facilities.”
Want more news? Sign up at www.equestriantradenews.com to receive ETN’s weekly e-newsletter straight to your inbox. And it’s free!
Equestrian Trade News East Wing, Stockeld Park, Wetherby, West Yorkshire, LS22 4AW Tel: 01937 582111 Email: info@equestriantradenews.com Website: www.equestriantradenews.com Subscriptions Distributed on a controlled-circulation basis to the retail trade. Paid-for annual subscriptions are £39.95 (UK), £73.00 (Europe), £86.00 (rest of the world). Design & Print Elliot Cierpiol Resource, 78 Armley Road, Leeds, West Yorkshire, LS12 2EJ Tel: 0113 200 5000 Email: ec@weareresource.co.uk Web: www.weareresource.co.uk ISSN 1462-9526 Publisher Equestrian Management Consultants Ltd
4 | EQUESTRIAN TRADE NEWS FEBRUARY 2020
Editor Liz Benwell Email: editor@equestriantradenews.com Tel: 0345 6185007 Advertising Manager Beth Crow Email: bethc@beta-int.com Tel: 01937 582111 Fax: 01937 582778 Digital Manager Nicki Lewis Email: nickil@beta-int.com Tel: 01937 582111 The magazine is independent of all groups. Editorial views expressed in ETN are not necessarily the official view of any organisation or group. Copyright All material is copyright Equestrian Management Consultants Ltd.
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TITLE|ETN
NEW CHAPTER FOR ABBEY ENGLAND A new-look board and £500,000 investment programme herald a new era at Abbey England. However the wholesaler and champion of British manufacturing says being a family firm remains its greatest strength. Former managing director Richard Brown has become Richard Brown: CEO of what’s now the “Being a family business is our Abbey England Group, a main strength.” consolidation of its wholesale and warehousing operation in Knutsford, Cheshire, and Walsall manufacturing base. New to the board of directors are recently appointed business consultant Ian Traynor and Richard’s son Gregory Brown who has worked at the Abbey Foundry for nine years. Abbey England is to recruit for a number of senior and middle management positions. However, Richard told ETN: “The business is still fully owned by my v family. Being a family business is our main strength.” He added that the restructure has been on the cards for some time. “Then last year we saved Sedgwicks [Abbey England is part of a consortium that bought the leather supplier out of administration] and took on [bitmaker] Young & Co. That all put back our plans for a year while we re-organised ourselves.” Abbey England’s £500,000 – which the company says is ‘new money’ – will enable capital investment into the buildings, machinery and IT systems behind its stable of brands. An expanded collection of UK made bits is just one project already in the pipeline. “We are determined to continue to support the British equestrian industry,” said Richard. “Our manufacturing heart is in Walsall and it’s an honour and a privilege to be able to preserve lorinery manufacturing in the town. “We are also indebted to Walsall Council for its support,” he added. Abbey England, a Royal Warrant holder founded in 1982, supported the Saddlery Pavilion at BETA International 2019.
HOPE VALLEY OPENS THIRD STORE Hope Valley Saddlery has opened a new store in Leeds on the site of the former Robinsons Equestrian outlet in the city. The Yorkshire store is a third for the retailer. Hope Valley already has a 15,000 square foot store in Cheshire at Somerford Farm Equestrian Centre, and another at Beaver Hall Equestrian Centre in Staffordshire. All three stores offer hat fitting, knowledgeable staff and are dog friendly. The new Leeds store was opening on some weekends in January ahead of a grand opening, date to be confirmed.
SEIB Equestrian trade insurance for members of BETA and SMS. Option to pay premiums by interest free instalments too!
Equestrian Trade Insurance From SEIB
An off-the-shelf policy is unlikely to give your business the protection it needs. In partnership with a UK based insurer, SEIB have developed a business insurance policy carefully tailored to your specific needs. Whether you’re a tack shop (fixed, mobile or online), equestrian goods manufacturer, or a saddle fitter, simply contact us for a quote. Our bespoke policy includes the following features as standard: Professional indemnity cover with a £50,000 limit Care, custody & control for a £5,000 limit per animal (£25,000 in any one period of insurance) Work away cover for saddle fitters Cover for the import and export of stock Flexible enough to provide cover for a wide range of equestrian trade activities Property in transit cover with a £10,000 limit
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ETN|INNOVATION AWARDS
INNOVATION IS A WINNER!
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ETA International’s Innovation Awards, with their fresh, new format for 2020, certainly hit the spot with the trade-only audience who gathered to hear the winning products announced as the first day of the show ended at the NEC, Birmingham, on Sunday 19 January. Sixty-four exciting new products were entered into the awards and considered by an independent panel of judges – retailers Adrian and Julie Charley, of Townfields Saddlers, Dr Georgina Crossman, administrator of the National Equine Forum, and Sonya Cox, a key member of the NEC Group’s Sustainability Working Group. The awards, designed to recognise and celebrate specific criteria in a product’s design, technology, manufacture and environmental credentials, are sponsored by BETA International’s media partner and leading industry title Equestrian Trade News. Every exhibitor is invited to enter products in the competition, provided they have not been introduced
to the market during the 12 months preceding the show. Each entry must feature elements that are truly innovative – radically different, completely viable and able to address a definite need. Winners were then awarded in four categories – Design Innovation, Technology Innovation, Sustainability Innovation and Judges’ Choice. “To be a world-leading show, it is important to move with the times,” said BETA International organiser Claire Thomas. “Products and the manufacturing environment are constantly evolving and the Innovation Awards have been reformatted to keep in step. “We are delighted with the industry’s extremely positive reaction to the awards and very excited about all the fantastic entries. Seeing the winners take to the stage to collect their trophies is always very special and congratulations to them all.” The winners of the 2020 BETA International Innovation Awards were…
TECHNOLOGY INNOVATION
WINNER
Company: Albert Kerbl Product: GoLeyGo 2.0 halter and rope set by Covalliero
This ultimate panic lock, invented by GoLeyGo and Covalliero, has a magnetic fastener system that can be released simply and safely under tension. Judges’ comments: “The product is simple but clever, allowing handlers to release the rope from the headcollar. We like the fact that it can be used for other animals, too.” Zebra Products T: +44 (0)1352 763350 E: info@zebraproducts.co.uk
Albert Kerbl’s Simon Middleton and Klaus Geuecke receive the Technology Innovation Award.
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saddle buying experience with your INNOVATION AWARDS|ETN
TECHNOLOGY INNOVATION
• • • Company: Frank Baines Saddlery •
Visit www.frankbaines Choose a saddle HIGHLY Customise colours an COMMENDED Bespoke key features Product: Build My Baines saddle parts This digital tool allows riders and fitters to•customise Add Swarowski crysta certain parts of the saddle, optimising customer choice order direct to t and improving experience. It can be used • inSend conjunction with a saddle fitter. Judges’ comments: “This is great use of technology and innovative – and working with the fitter is good.” T: +44 (0)1922 640847 E: enquiries@frankbaines.com
+44 (0)1922 64084
Garry Baines, of Frank Baines Saddlery, accepts the Technology Innovation highly commended certificate.
THE FUTURE OF SADDLE DESIGN IS HERE! Go to www.frankbaines.com/bmb to give it a go! Fitbespoke for the future Use ‘Build My Baines’ to transform the “More than surpassed my expectations” saddle buying experience with your riders A L A I N A , C A N A DA
• • • •
Visit www.frankbaines.com/bmb Choose a saddle Customise colours and materials Bespoke key features and saddle parts • Add Swarowski crystals • Send order direct to the saddlery
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EQUESTRIAN TRADE NEWS FEBRUARY 2020 | 35
ETN|BETA BUSINESS AWARDS 2020
CERIS BURNS EQUESTRIAN EXPORT AWARD
Ceris Burns presents Tim Smalley, of Bedmax Shavings, with the Equestrian Export Award.
Winner: Bedmax Shavings, Belford, Northumberland This award is presented to the company that has shown substantial and sustained increases in export activity over a three-year period. A judge praised Bedmax’s commitment to ensuring that its export sales manager has face-to-face meetings with clients at least twice a year, adding: “I am impressed by their foreign-language brochures, international advertising programmes and the Chinese- and Arabiclanguage sections on their website, which show a real commitment to international markets.”
EQUESTRIAN EVENT OF THE YEAR SUPPORTED BY HENSON FRANKLYN Winner: Your Horse Live, NAEC Stoneleigh, Warwickshire This accolade, which is nominated by consumers and tradestand holders that have exhibited at various events, acknowledges the indoor or outdoor Danny Wade, of Henson Franklyn, presents (left to right) Your Horse consumer show that Live’s Lucy Scott and Clare Hall works best to take the Equestrian Event of the the trade’s needs and with Year award. requirements – and visitor experience – into consideration. Judges praised Your Horse Live for its move to a three-day event and trying to “accommodate exhibitors’ requests, and taking time to walk round other shows and listen to ideas, and change the show for the better.”
BETA LIFETIME ACHIEVEMENT AWARD
LORINERY RETAIL DISPLAY COMPETITION SUPPORTED BY THE WORSHIPFUL COMPANY OF LORINERS Richard Cleeve is presented with the Lifetime Achievement Award by BETA president Jane Holderness-Roddam.
Aivly Country Store shop manager Matthew Chard receives the Lorinery Display Competition award from Sue Douthwaite, master-elect of the Worshipful Company of Loriners.
Winner: Aivly Country Store, Ringwood, Hampshire This award is designed to encourage high standards of in-store displays and the provision of information and educational material for the consumer. Judges said that the winner’s lorinery display featured a wide range of bits and was well-lit and arranged into logical categories. “Aivly is to be congratulated on leading the field with its comprehensive and impressive arrangements of horse bits, and the information provided that helps to clarify the details of bit function and selection,” they added.
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Winner: Richard Cleeve This year’s BETA Lifetime Achievement Award winner, Richard Cleeve, founder of leading equine supplement company NAF, was honoured for the passion he has consistently shown for animal welfare and his belief in the environment and all things natural. He was praised for his modesty and practice of always investing funds back into the business and the industry, notably NAF’s research and development in new products and further innovating existing ones. Richard spent his early working life on cattle stations in Australia before returning to Britain and running the family dairy farm in Monmouthshire. He married Fiona and had two daughters who took up riding, just as he had done since childhood. On seeing environmental stresses causing their horses to cough, he pioneered the manufacture of dust-free hay. With Dr Nicholas Larkins, a vet, he then developed the use of natural products known as nutraceuticals. This became a core value when, in 1989, Richard founded NAF, which became an official supplier to British equestrian teams 18 years later. He has also been instrumental in raising nutritional awareness among performance athletes. He retired as Deputy Lord Lieutenant of Gwent in 2017, at the compulsory retirement age of 75.
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GALA DINNER SOCIAL DIARY|ETN
IT’S PARTY TIME!
Gents donned their best bib and tuckers while ladies dressed to the nines for the 2020 BETA Gala Dinner. Guests were treated to a champagne reception on arrival before enjoying an evening of dining and dancing with friends and colleagues.
Getting in the party mood are Neue Schule and guests (left to right) Aisha Kirby, Sarfraz Mian, Emily Sherratt, Daniel Naprous, Sally Anne Oultram, Jonny Worth, Heather Hyde, Mette Larsen, Elise Jones, Eleanor Neil.
The Manor Saddlery team put their best feet forward.
TSM’s Isobel Cooke, Harriet Foster Thornton, Tim Smith and Claire Tew enjoy a glass of bubbly before dinner.
The Worshipful Company of Saddlers’ master-elect, Sue Douthwaite, and prime warden, Nicholas Mason, have a chat over dinner.
Redpin Publishing’s Andy Haines shares a joke with Eloise Chugg-Martin, of NAF, and Richie Porter, of RAP.
Emily Bailey and Verena Bowyer, of Bramham Horse Trials, and Georgina Teece, of Silvermoor Haylage, enjoy a bit of socialising.
Joining the party are Anthony Edwards and Alison Gates, of first-time BETA International exhibitor EqWax.
BETA executive director Claire Williams welcomes a Russian trade delegation to the Gala Dinner (left to right): Liudmila Konopatkina, Evgeniya Rachinskaya, Julia Bagratuni, Ksenia Tihhonova, Andrey Pomogayev, Julia Plotnikova, Gleb Ivanov, Claire, Katya Glukhova, Maria Pankova, Alexandra Zinovyeva and Daria Aksenova.
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