ETN (Equestrian Trade News) - September 2020 by ETN (Equestrian Trade News)

September 2020

Volume 44, No 6

AUTUMN ACTION! The latest in rugs and clippers

BOUNCING BACK • Be more resilient • Make the most of webinars • Planning for a flexible future

PLUS

• EARN AND LEARN • AMTRA ACCREDITED CPD FEATURES ON MANAGING VETERAN HORSES AND AUTUMN/WINTER WORM CONTROL

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Editor’s comment

In this issue... NEWS

PRODUCT NEWS

BETTER BUSINESS

Five things to do to get through challenging times

FEED FEATURE

Winter weight management Feeding wild birds Products and tips

hat on earth did we all talk about before Covid-19? I admire people that shift the theme of a conversation to something positive. Speaking to at least one optimist every day is the best medicine. The doom-mongers, on the other hand, are best avoided. If you’re working at home alone, it’s so easy to get sucked into a quagmire of coronavirus gloom. Although psychology has famously helped some of Britain’s top riders win medals, it’s never figured much in the equestrian trade. Too time-consuming, expensive and a load of twaddle, you might say. Well, I urge you to read Ruth Denwood’s five tips to get you through these challenging times (on page 14 in this issue of ETN). It feels good when you can ‘do something’… Have you noticed how many traditional saddlery retailers with bricks-and-mortar stores are streamlining their businesses to concentrate on saddle fitting? The specialist retailer is getting even more specialist, it appears, with reduced overheads and honed skills the way to go. The trend says much about the demand for correctly fitted saddles too. And I wouldn’t bet against more retailers going the same way.

FRONT COVER:

The Bucas Power Turnout offers strength, durability and quality. A heatreflective, aluminium inner coating and sun reflective outer extend the rug’s temperature range. The Power Turnout’s Stay-dry anti-bacterial lining means it can be put onto a wet horse; it quickly dries the coat and can be left on, avoiding rug changes. Bucas is distributed in the UK by Zebra Products www.zebraproducts.co.uk

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Having avoided supermarkets since March (I’ve never been a fan), I’ve been amazed by what it’s possible to buy online – and how tempting it all is. Do I really need that posh muesli, special bottle of wine or ethically produced cheese? Not really… but what the hell! Retail therapy aside, what actually made me buy those things was the simplicity of the ordering process. The muesli, wine and cheese all had crystal clear ‘buy now’ systems on their respective websites. And they were all (apparently) from small, family run, artisan type business (unless I’d had the organic wool pulled over my eyes). So I was happy to agree to receiving more information. Many of us go online shopping in the evening when the horses are fed and children in bed. Often, we know what we want, and we want it quickly and hasslefree. Yet I wonder how many e-commerce retailers lose potential customers’ valuable data because they make signing up so complicated that people opt to check out as anonymous ‘guests’, just to make life easy?

AMTRA ACCREDITED CPD FEATURE

14 16 18 20

Managing veteran horses

TURN BACK THE PAGES

CLIPPERS AND RUGS This season’s best-sellers

BENCH SADDLER OF THE MONTH

BETTER BUSINESS

Planning for a flexible future

POST-COVID RECOVERY Make the most of webinars

ANIMAL HEALTH FOCUS

36 38

Meet a mobile RAMA/SQP Behind the worming jargon

40 42

WORMING NEWS

AMTRA ACCREDITED CPD Autumn and winter worming

COUNTY COURT JUDGMENTS

OK, so Mike Ashley may not always be the model of discretion. But he had a point when he warned that the government’s delay of the next business rates revaluation until 2023 might push more stores over the edge. Among those in peril could be his own Sports Direct outlets which, of course, counts Robinsons Country Leisure among its number. In Ashley’s words, failure to rethink business rates is another example of bricksand-mortar retailers “being kicked when trading conditions are already tough.” Let’s all write to our MPs…

Liz Benwell Liz Benwell

EQUESTRIAN TRADE NEWS SEPTEMBER 2020 | 3

ETN | NEWS

News PONY IS BEST FOR CHILDREN

NEW OWNER FOR YOUR HORSE

Kelsey Media has bought Your Horse magazine and its digital properties from Bauer Media. Your Horse Live remains under Bauer Media’s ownership. The three-day show was due to take place in November at Stoneleigh, but has been cancelled due to Covid-19. Kent based Kelsey Media acquired Your Horse following Bauer’s review of its UK publishing portfolio. The deal also included Sea Angler and Car Mechanics. Bauer’s UK CEO Chris Duncan described the move as “tough decisions made to help us recover and rebuild through the Covid-19 crisis.” Kelsey Media is an independently owned publisher founded more than 25 years ago. It has over 60 multi-media brands including a number of motoring and outdoor lifestyle magazines. In addition, the company owns and runs a number of events in the performance motoring, classic motoring, fitness and lifestyle sectors. Stephanie Campbell of Kelsey Publishing Group told ETN. “The [newly acquired] brands complement and extend our audience reach within the motoring, marine and rural interest sectors.” Your Horse first appeared in 1983. 4 | EQUESTRIAN TRADE NEWS SEPTEMBER 2020

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PONY Magazine was named Children’s Magazine of the Year at the Newspaper and Magazines Awards (NMA). The title’s publisher DJ Murphy beat off competition from Fun to Learn Friends, Match of the Day and Cbeebies Specials to take top honours in the virtual ceremony on 16 July. The judges were impressed by the way DJ Murphy had kept PONY relevant after 70 years. They praised the way it listened to readers, improved sustainability in response to feedback, and increased its social media presence. PONY Magazine’s publishing director Zoe Cannon, said: “We’ve worked really hard to make sure PONY Magazine isn’t just keeping up with the times, it’s leading the way and finding exciting new opportunities to engage with young riders. “And while we’ll continue to strive to make PONY Magazine the most loved brand to this readership, we’ll pause to celebrate this moment and raise a glass to the late Marion O’Sullivan [director of DJ Murphy who died earlier this year] – PONY’s champion.”

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NEED MORE NEWS? Receive ETN’s weekly e-newsletter directly to your inbox. It’s free and you can sign up at www.equestriantradenews.com

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 Designed and produced on behalf of EMC by DJ Murphy Publishers: www.djmurphy.co.uk Email: abi@djmurphy.co.uk Tel: 01428 601020 Publisher Equestrian Management Consultants Ltd

Editor Liz Benwell Email: editor@equestriantradenews.com Advertising Manager Beth Crow Email: bethc@beta-int.com 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. Total copies printed 2,983 Copyright All material is copyright Equestrian Management Consultants Ltd

WWW.EQUESTRIANTRADENEWS.COM

NEWS | ETN

Photo: Shutterstock/Nomad_Soul

Pet sales “resilient” Pets at Home reported “inherent resilience” as it released its latest sales figures for the quarter ending 16 July. The retailer remained open during lockdown, with like-for-like sales during the first eight weeks of the quarter dropping by 13.5%. However, Pets at Home said this was offset by a 12% increase in sales in the latter part of the quarter. Overall, a 7.3% drop in in-store sales was offset by a 71% rise in online sales.

MOUNTED GAMES ON AGAIN

Mounted games and polocrosse have been given the green light to resume in England. The move follows Department for Digital, Culture, Media and Sport (DCMS) approval of plans submitted by British Equestrian. Equestrian team sports were halted in March due to the Covid-19 pandemic. An application for horseball to resume is underway. “Great news,” is how David Butler, British Equestrian’s head of participation described the decision to give mounted games v and polocrosse the go-ahead. “Participants, officials, volunteers and other stakeholders can now return to the sports they love, happy in the knowledge that everything possible has been done to keep them safe.” In areas under local lockdown, and/or are covered by different government guidance, DCMS’s provision for a return to recreational sports does not apply. Crowds turned away Last month’s ‘glorious’ Goodwood Festival was to be allowed 5,000 spectators on the Saturday (1 August). However, following the government’s tightening of restrictions the previous day, the meeting was forced to revert to running behind-closed-doors. Racing had been chosen as one of a number of sports to take part in a trial of the return of limited crowds.

Is reduced worming fostering equine skin disease?

Some equine skin diseases are becoming more frequent as wormers are used less, says a leading veterinary dermatologist. “[In the past], overuse of drugs such as equine wormers has inadvertently treated problems such as parasitic skin disease. But these may now be unmasked with a reduction in anthelmintic [wormer] usage,” explains Dr Sue Paterson. Current advice is to use wormers alongside testing and grazing management as part of a strategic control programme. Dr Paterson’s telemedicine company Virtual Vet Derms has seen an increase in enquiries about equine parasitic skin diseases over the past two years. “This escalation seems to coincide with the increase in use of FWECs [faecal worm egg counts] rather than outmoded routine worming,” she said. “Diseases such as sarcoptic mange, which is carried by foxes, and chorioptic mange appear to be more prevalent.

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ETN | NEWS

Why Joe is seeing red

NEW SALES TEAM FOR MARK TODD COLLECTION

Sam Nelmes, formally with Ariat, and Sophie Pollock, who worked for Horseware Ireland, have joined the Science Supplements stable. Sophie is covering the north and Scotland; while Sam’s territory is the south-west. Sam and Sophie are also responsible for the Gatehouse, Mark Todd Collection and JHL (Jumpers Horse Line) brands. Earlier this year, Westgate EFI entered into partnership with HLM Investment Group. The deal saw Westgate EFI take back distribution of these brands from Trilanco.

Sam Nelmes

Sophie Pollock

Another abandonment

Covid-19 has forced the cancellation of the 2020 Royal Welsh Winter Fair. It was due to be held on the Royal Welsh Showground in Builth Wells on 30 November and 1 December.

EQUINE WELFARE CRISIS LOOMS Equine welfare and rescue organisations are bracing themselves for a tough winter. “What we have experienced at our four Rescue and Rehoming Centres has been repeated across the other horse rescue organisations,” said Roly Owers, CEO of World Horse Welfare. “Even with no visitors, diminished income and no rehoming, we were still looking after over 350 animals on a daily basis. Thankfully, since rehoming began again we have rehomed record numbers, but we are expecting to see increasing numbers of welfare case admissions in the coming months.” “There are around 850,000 equines in the UK and even before the Covid-19 pandemic hit, at least 7,000 of these were considered to be ‘at risk’ with regard to welfare.” Contributing factors, Mr Owers said, include over-breeding and a lack of enforcement. “Covid-19 will likely exacerbate this, potentially placing additional pressure on an equine welfare sector that is already operating at capacity.”

6 | EQUESTRIAN TRADE NEWS SEPTEMBER 2020

Red Gorilla struck gold when they signed Joe Stockdale as a brand ambassador. One of Britain’s most exciting up-and-coming international show jumpers, Joe is the son of the late legend of the sport, Tim Stockdale. Northamptonshire based Joe gave up a career as a professional county cricket player to ride the Stockdale string. “Red Gorilla’s products keep our yard working as efficiently as possible,” he says. “We’ve used them for many years and highly recommend them.”

ALLIANCE CHAMPIONS SADDLERY RESEARCH AND CAREERS

Three saddlery industry bodies have teamed up with Hartpury College and University. The new grouping aims to drive equestrian research – and inspire more young people to consider careers in saddlery. The three organisations involved are the Society of Master Saddlers (SMS), the Worshipful Company of Loriners and the Worshipful Company of Saddlers. Working with Gloucestershire based Hartpury, they plan to promote training, education and research in relation to horsehuman partnerships. The alliance also pledges to champion the saddlery industry, providing British riders with the latest equipment and access to registered, qualified saddlery fitters. Hartpury is the world’s largest equine educational establishment. It caters for 4,000 college and university level students studying for PhDs, degrees and diplomas in sport, equine, animal, agriculture and veterinary nursing, and A-levels. “The partnership will provide our students with access to experienced industry professionals and help them to stay informed about the latest developments ahead of a possible career within the industry,” said Rosie Scott-Ward, pro vice-chancellor at Hartpury University. Industry-led research Hazel Morley, SMS chief executive, said the new partnership with Hartpury coincides with the 25th anniversary of the society’s saddle fitting training. “We look forward to developing industry-led research projects with Hartpury staff and students, supported by our members, which will have application and relevance to all equestrian professionals,” added Hazel. “Our members too will benefit from the excellent training available from Hartpury, ensuring that SMS qualified saddle and bridle fitters remain the best in the world.” Sue Douthwaite, Master of the Worshipful Company of Loriners, said: “We’re proud to be part of this exciting new partnership to support ground-breaking research for the benefit of the saddlery and lorinery industry and the wider equestrian sector.” Philip Napier, the Clerk of The Worshipful Company of Saddlers, added: “We are delighted to support this new partnership and hope that it goes from strength to strength.” WWW.EQUESTRIANTRADENEWS.COM

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NEWS | ETN

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EQUESTRIAN TRADE NEWS SEPTEMBER 2020 | 7

ETN | NEWS

A new future for H&H This summer saw multi-media company Future acquire Horse&Hound, with its regular staff staying in post. ETN asked editor-in-chief Sarah Jenkins about H&H’s new stable – and keeping going through lockdown. Will H&H advertisers notice any differences? Many changes to our content H&H editor-in-chief Sarah Jenkins. strategy were driven by the cancellation of sport during lockdown, so ahead of our transfer to Future. These changes have proven so popular with readers that they will remain. A partnership with KBIS Insurance means it’s now free for anyone to advertise their horse in H&H; our horses for sale platform benefited from a great deal of development work over the winter. We will accelerate our digital growth now that we are part of Future, who have a great deal of expertise in this area, while continuing to drive subscriptions to our weekly magazine. The Horse & Hound Awards, in partnership with NAF, will be a virtual event this year. Post lockdown, we’re recommencing our H&H Approved reviews, another opportunity for clients. H&H has done a sterling job to continue publishing weekly throughout the Covid-19 crisis. It’s helped keep horsey people’s spirits up. How have you managed it? Thank you! When sport was cancelled during lockdown, the

H&H team quickly changed to become a news and features-led magazine in the absence of sport. We introduced a number of new regulars including We Can’t Wait To See, and Legends of the Sport, to deliver a mixture of nostalgia - for which there has been huge love and appetite this year - and looking to the future. We introduced a farrier special and budget special, and gave our columnists more space. It has been insightful learning how they have adapted and coped during lockdown, as well as hearing them reminisce about their own happiest days in the sport. I got at least three emails a day throughout lockdown from readers saying that they were loving the magazine, even more than ever, and thanking us for keeping them entertained and in touch with how the pandemic was affecting the horse world. The H&H team works phenomenally hard, they put heart and soul into what they do and we have a really excellent and experienced team. So, for me, the most rewarding thing was being able to share with them the wonderful reader feedback and giving them that deserved appreciation and recognition. We were doing nothing compared with NHS staff and other key workers, but providing joy to readers made us feel like we were doing something with purpose. Our features editor Martha Terry also created a wonderful exclusive during lockdown, with The Queen kindly telling H&H about her favourite horses of all time. The article was referenced in most of that day’s papers. How are you feeling about the equestrian world’s prospects over the coming 12-months? This pandemic has forced us all to The Queen featured in an H&H change, to do things differently, and exclusive during lockdown. in some cases to do things better. In our case, we have had room to introduce features and specials that readers love, and so we will be keeping those even as sport returns. There are other examples of events embracing technology, showjumpers entering in advance (who would have thought?), and of course all the good will and camaraderie that we saw in the depths of lockdown between owners and from businesses. I hope we can keep all the good that has transpired. We see people embracing the outdoors, and looking for ways to get and stay fit and healthy. Boris Johnson is organising bikes for those who are overweight - we have an important message that horses, horse sport and riding are beneficial for all of our physical and mental well-being. We need to engage with the wider public and make them welcome, show them why we love what we do. Throw in (hopefully) an Olympics to inspire, we have a chance to talk on the world stage about how great the horse world is, and help it grow, to the benefit of our retailers, manufacturers, trainers, venues, vets, and of course everyone who takes up our passion or is already here.

H&H magazine editor Pippa Roome at the Olympics.

8 | EQUESTRIAN TRADE NEWS SEPTEMBER 2020

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Product News

PRODUCT NEWS | ETN

A WELLY GOOD IDEA

A new pair of wellies is on many customers’ shopping lists this autumn. Pheasant Game Lady boots from Gateway 1 are clearly at home in the shooting sector. And now they’re putting a spring into the step of the equestrian market. Indeed, these well-balanced boots with their trainer-type footbeds make for effortless walking across the countryside. Other selling points for horsey customers is that they keep feet warm when standing around on cold concrete – yet they’re not clammy when it’s warm. A rear gusset and smart top closure make putting-on and taking-off easy, and help keep bedding, hay and water out of your socks. Pheasant Game Lady boots have neoprene linings and Japan-rubber outers. Available in dark brown, and UK sizes 4 to 10, the RRP is £139.99. There’s a men’s version too.

Hitting the road with horses

A new website aims to rationalise horse transport across the UK and Europe. By linking people with horses to move to transporters with empty return loads, HorseboxHub promises cheaper and more environmentally friendly journeys. The platform also enables real-time price comparison without having to contact multiple transporters. Says Linda Bearcroft, HorseboxHub’s founder: “We’ve seen other sectors of the transport industry streamline services, such as monetising empty loads, but this has not been facilitated for horse transport until now.”

FACE MASKS ARE SEE-THROUGH

Red Gorilla has launched transparent face coverings designed to help staff and shoppers interact more easily. The SP (Social Protection) Mask has a plastic body with integrated filter offering more than 99% protection for eight hours. “There’s something different about wearing a transparent mask, as we’ve found out trialling them here,” said Dean Cox, managing director of Leicestershire based tubs and tools specialist Red Gorilla. “We believe it can really help us all feel a lot more comfortable about going out in public, shopping and interacting with others.” SP Masks from Red Gorilla retail at £1.99. “Retailers can use them in certain situations like a body protector fitting,” suggests Dean, “and/or they can be offered for sale.”

WWW.EQUESTRIANTRADENEWS.COM

EQUESTRIAN TRADE NEWS SEPTEMBER 2020 | 9

ETN | PRODUCT NEWS

No more big bale hay waste

GETTING THE GOOD LIFE LICKED

Horslyx has launched a Smallholder Block for ruminant species such as sheep, goats, deer and cattle. It provides essential vitamins, minerals and trace elements, along with additional energy and protein, in a palatable lick. Available in 5kg and 15kg tubs, it’s ideal for novice smallholders having their first go at keeping livestock for wool, meat or milk. Whatever the species, the Smallholder Block stimulates forage intake, encouraging feeding and growth. Lick holders are available.

Brightening autumn wardrobes

Le Chameau has reflected the changing shades of autumn in its colourful new range of lightweight ladies’ boots. The Iris boot collection is named after the goddess of rainbows in Greek mythology. It will certainly brighten up your customers’ autumn wardrobes. Colours are noir, bleu clair, bleu foncé, vert clair, vert foncé, rouge (pictured) and rose. The RRP is £100.

NEW SIZE, SAME PRICE PER KG

TopSpec Comprehensive Feed Balancer is now available in 15kg sacks as well as 20kg. Product in the easy-to-handle 15kg size is the same price per kg as the original 20kg sack. The new, smaller bag provides a convenient 30-day supply for a 500kg horse, while the price follows a wage-friendly pattern. TopSpec Comprehensive Feed Balancer is a very palatable, non-heating pelleted feed, formulated without cereal grains. It’s low in sugar and starch and contains many supplements, anti-oxidants and digestive aids, combined with good quality protein to promote muscle development and topline. The RRP for the new 15kg sacks is £30.95.

Rodent control, effective baits for every situation.

Many owners use big bales of hay or haylage these days, largely because that’s what’s available… They’re a great idea for ad-lib feeding in the field or open yard. However, wastage and trampling can turn into an expensive problem. Jenkinsons Equestrian has come up with the answer - Elico Wild Boar Bale nets. The big brother to Elico’s popular Little Piggy Haynets, Wild Boar Bale nets come in two sizes. The 2.2 metre version is available in two colours, pink and parrot green; with the larger 3 metre option in black only. Designed to fit large and extra-large bales of hay or haylage, these clever nets slow down eating time – the mesh size is 5cm and hold the bale together. RRPs are from £35.95.

FOLLOW IN THEIR FOOTSTEPS…

Zebra Products is the new UK distributor of Tucci Time boots. The Italian footwear brand is currently the ‘in’ thing with discerning show jumpers and eventers, with many riders aspiring to own a pair. “Tucci Time is relatively new to the UK and much soughtafter,” says Simon Middleton of Zebra Products. The model of the moment is the Tucci Time Harley riding boot, as worn by British show jumpers William Whitaker, Scott Brash and Holly Smith, plus their eventing counterparts Tom McEwen and Sam Ecroyd. Pictured is another fan, German international rider Daniel Duesser. The Tucci Time motto is technical excellence matched with exquisite Italian design. The brand is available to UK retailers now via Zebra Products.

NEW LOOK PACKAGING IN STORE SOON!

Rodent problems vary across different environments and conditions, that’s why PelGar has developed a novel and innovative range of 3 actives and 7 formulations. Specially formulated to be highly palatable and effective, the comprehensive range of baits ensures you always have the most effective solution for your rodent problems.

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Use rodenticides safely. Always read the label and product information before use.

10 | EQUESTRIAN TRADE NEWS SEPTEMBER 2020

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Reach for

PRODUCT NEWS | ETN

RE-COVERY this Summer

Feed as and when needed During periods of warm weather After exercise: hacking, training or competing To disguise the taste of medication After travelling and exertion After foaling or during convalescing

OPTIMUM REHYDRATION AND RECOVERY For further information on the Saracen Re-Covery Mash please contact your Area Sales Manger Kate Hayward, Midlands - 07802 815596 Sarah Rushby, Northern - 07894 611898 Rosie King, East Anglia - 07736 881029

Nic Read, Southern - 07841 045273 Lucy Sweeting, South West - 07736 825571 Abi Turner, South East - 07702 563247

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EQUESTRIAN TRADE NEWS SEPTEMBER 2020 | 11

ETN | PRODUCT NEWS

NEW WAYS OF WORKING

Being open-minded about working in different ways has paid off for businesses prepared to embrace change during the coronavirus outbreak. In many cases, the ideas it’s unearthed are so good, they could be set to stay. “The events of this year have generated positive and different ways of working that have saved huge amounts of time, travel and expense,” says Simon Middleton, managing director of distributor Zebra Products. “I’ve been truly inspired by what some of our suppliers have created in order to overcome what could have turned into a very bleak period.” These are among the innovative twists from the leading European brands that Zebra Products distributes in the UK. • Clothing label Cavalleria Toscana has created a virtual show room where retailers can invite their customers to join them for a virtual presentation. As you view the collections together, your customer can see images for each article and also view them being worn by a moving model to gauge fit and styling. Customers can then place their chosen items in a virtual basket, just like shopping online. • Zebra Products has already viewed Cavallo’s SS21 collection via a Zoom presentation. “Ordinarily we have to fly to Germany for two days to do this,” said Simon, “so not only was this time efficient, but superb for our carbon footprint too.” • Cavalor’s annual distributors’ meeting, normally held in a stunning location, was cancelled due to Covid-19. Instead the

supplement brand hosted Microsoft Teams seminars on topics from gut health to social media. “Highly professional and inspiring, in true Cavalor style, they were very well attended with about 70 plus participants from across the world,” said Simon. • Sheepskin specialist Mattes introduced an online configurator a few years back; now it’s come into its own. Users can design their own bespoke saddlecloth or pad; add or remove bindings or logos (see picture), try different colour combinations – and even see what items look like on different coloured horses. Great idea for customers who like a personal touch, or sponsors or team livery. • German lorinery supplier Sprenger has invested into a Click Training system to host online training with retailers. “It’s a very simple programme to operate, but provides effective, informed results,” says Simon. • Technical products such as the Alogo Move benefit from demonstration and explanation. So much so that David Deillon, CEO and founder of the equine performance measuring device, and Zebra Products have hosted 35 Zoom presentations with saddle fitters, trainers, riders and federations across the world. As a mark of success, 121 followup meetings and live presentations are scheduled.

By Appointment to Her Majesty The Queen Manufacturer of Horse Bedding Bedmax Limited, Northumberland

T H E

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N M TU AU Please call us to arrange a visit from your Regional BEDMAX Sales Manager. Or visit our Retailer Portal to order PoS materials, online staff training and to check your listing.

01668 213467

12 | EQUESTRIAN TRADE NEWS SEPTEMBER 2020

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PRODUCT NEWS | ETN

Best feet forward

Yet again, NAF has hit the spot with a launch that’s right on timing and bang on trend. Farrier Solution and Farrier Dressing by PROFEET arrived when locked-down owners had time on their hands for pampering their horses. Many will now be hooked and coming back for more… all year round. NAF formulates its PROFEET range in consultation with farriers. These new products work well, whatever the weather, as drip-free, economical answers to hoof care. Farrier Solution comes with a brush with natural bristles; Farrier Dressing is packed in a handy bucket. Both PROFEET products penetrate deep into the horn, helping to prevent cracking and drying, while protecting the hoof capsule from waterborne threats. It’s been just the job for a summer that’s swerved from dry to wet and back again – because hooves prefer consistent moisture levels. The end result is a better hoof for the farrier to work with. Everyone’s happy! Farriers Solution has an RRP of £14.99 for 500ml, with Farriers Dressing from £12.99 for 900g. PS. How lovely to see farriers – whose often-underrated skills keep our horses on the road – getting some welldeserved acknowledgement in NAF’s advertising for this new PROFEET range. The wide-ranging campaign has surely kept NAF’s stockists on their toes too.

30 YEARS, AND STILL GOING STRONG

Davies & Co is celebrating the 30th anniversary of its Equimat stable matting brand. The UK manufactured mats use a mix of rubber and EVA for durability, and they have certainly stood the test of time. “Some Equimats have been in place up to 20 years, and are still going strong,” says Matthew Dawson of Davies & Co. Equimats are easy to manage, move and lift – making for better stable hygiene. The range incorporates mats for different budgets, and purposes such as walkways, wall mats, anti-cast strips, trailer mats and tack room mats.

MEASURING DRY MATTER

A new smart-phone operated device enables feed companies and nutritionists to analyse dry matter within seconds. SCiO Cup from American company Consumer Physics is said to be the world’s fastest, portable, lab-grade forage dry matter analyser. The ‘cup’ is simply filled up with forage or haylage, a button is clicked – and the results appear on your phone within ten seconds. It also tracks past results, and trends across time, per field or per clamp. The makers say SCiO Cup is already being used by Cargill and other leading feed and nutritionist brands. It is rechargeable battery operated, can scan more than 1,000 samples on a single charge and comes with a protective carrying case.

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EQUESTRIAN TRADE NEWS SEPTEMBER 2020 | 13

ETN | BETTER BUSINESS

Resilience in a changing world

KEEP CALM YOU’VE

Five simple things will help get us and our businesses get through these challenging times, says Ruth Denwood.

s colleagues return to work, some having been furloughed, others having worked from home, we are all experiencing different emotions and are looking at a future ‘new normal’. Covid has touched every one of us in some way or another. It has been tough for most but we should all focus forwards rather than look to return to the old way of working. Resilience is all about the ability to adapt and grow following any experience. You will be pleased to know that resilience can be developed and learnt by each of us - so here are five top tips to increase your own resilience, ensuring you are more able to manage in an everchanging world.

THE POWER IS IN YOUR HANDS…

GOT THE POWER

Willpower: You have the power to change your ‘now’.

People with high willpower are driven to success, resist giving up easily, avoid careless mistakes and stick to tasks. It is amazing how much better we feel when we keep to tasks and see them through. Take a moment to think what affects your willpower? How does time get wasted in your day? What prevents you from doing your best? If we all do a little something that we have been putting off, the impact is huge. Do it today - you will feel fantastic.

Emotional stability: What makes you feel in control of emotions and what makes you feel out of control? Being open and honest about our feelings allows us to handle our emotions more readily and understand others. Some of you may be feeling exhausted while others are unsure about the future. Share your feelings and plan for the future together. Resourcefulness: In today’s world, we all know that to move things forward, we will run into problems and even failures – and that we have to back up and try again. Each time you have a setback and you back up and try again, you’re using resourcefulness and showing self-reliance. You are learning more and inventing the next best path. The worst thing to do is not to try. So, over to you…

Purpose: What is your one goal? We all have too many goals, lists and plans. Usain Bolt said he only had one goal and that was to win a gold medal. Anything in his life that did not contribute to this, he stopped doing or changed. So, if you had to pick one thing that you had to achieve to help your business, what would it be? Optimism: When we speak to those around us, whether they be customers, colleagues or even friends, what message are we putting across? If we choose a positive mindset it means that we choose to believe we can achieve what we set out to do. We should never say we cannot do something; we can’t do it yet - but we will be able to. When we are young, if we are given a difficult puzzle, we are delighted and try harder to solve it. As adults, we sometimes lose this positive way of thinking and start to have self-limiting beliefs such as ‘I’m hopeless at merchandising’ or ‘I’m not really a figures person’. Actually, we are all far more capable than we think. Let’s get on the shop floor, share our ideas and demonstrate that positivity to all. 14 | EQUESTRIAN TRADE NEWS SEPTEMBER 2020

About the author: Ruth Denwood has 25 years’ experience in leadership development and executive coaching. Clients of her consultancy include Specsavers, Vets4Pets, Royal Mail and the Coop. Ruth says: “I feel very lucky to be able to step into other peoples’ worlds and to be able to share a wider perspective or challenge them to think in a different way.” WWW.EQUESTRIANTRADENEWS.COM

Coming soon

in ETN…

Be as one

...the secret to ignite their dressage performance

NOVEMBER ISSUE • Fibre, forage and hay alternatives • AMTRA accredited RAMA (SQP) CPD feature and quiz • Equine treats and licks • Boots, socks and gloves • A retailer’s guide to feed wholesalers

Please send editorial submissions to editor@equestriantradenews.com by 23 September To find out about advertising, contact Beth Crow on tel 01937 582111 email bethc@beta-int.com

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Bates Saddles are distributed within the United Kingdom by Saddlery Brands International. For more information contact our team on +44 1865 670 888. EQUESTRIAN TRADE NEWS SEPTEMBER 2020 | 15

ETN | FEED FEATURE

Winter weight management

Winter can be an opportunity as well as a challenge as far as maintaining horses in healthy condition is concerned, says Jane Buchan. Access to ad lib forage is essential to maintain healthy gut function and digestive efficiency. If they’re of good nutritional quality, hay and haylage can also be relied upon to provide a reasonable calorie contribution, while the heat generated through fibre fermentation in the hindgut, helps keep the horse or pony warm

GOOD-DOERS

Winter is the ideal time to encourage weight loss in the overweight equine. So controlling forage intake, and continuing to soak it to reduce calorie content, may still be necessary as it will be their main source of calories. Small-holed nets and hay balls are ideal for making reduced forage rations last longer.

This is more beneficial than a ‘token gesture’ of a low energy mix or cubes which provide some calories that good-doers probably don’t need, but not enough of the vitamins and minerals, which they do. All balancers are essentially ‘low calorie’, as they are concentrated and fed in small quantities. The differences lie in the formulation for workloads, age or reproductive status. While the daily balancer ration may be fed on its own, the addition of a low-calorie chaff, or small amounts of soaked unmolassed beet pulp, will encourage chewing and make the hungry pony feel like it’s getting more of a meal. Lightly molassed vitamin and mineral licks are a useful alternative to allow groups of field or barn-kept horses to supplement their diets at will.

POORER-DOERS

SUPPLEMENTARY FEEDING POORER-DOERS

The calories provided by forage alone are unlikely to be sufficient for the poorer-doer. But as it’s so important to gut health and the efficient utilisation of any supplementary feed, fussy or poor forage eaters should be offered alternatives to help improve overall fibre intake. Alfalfa chaffs - including those with added calories from oil – soaked beet products, high fibre nuggets and chopped grasses are all ideal additional fibre sources They can be offered, alongside. hay or haylage, in trugs or buckets separate from the horse’s hard feed to encourage natural foraging behaviour.

SUPPLEMENTARY FEEDING – GOOD-DOERS

Research and laboratory analyses show that the vast majority, if not all, forage is lacking in certain minerals. The same often goes for quality protein, so some form of supplementary feeding is necessary, even for the overweight equine. A broad-spectrum vitamin and mineral supplement will provide just that, while a low calorie balancer has the benefit of supplying additional protein, alongside vits and mins, to support muscle tone, tissue repair and hoof growth.

16 | EQUESTRIAN TRADE NEWS SEPTEMBER 2020

During the depths of winter, it’s always easier to feed to maintain condition than it is to promote lost condition. So encourage owners to anticipate winter weight loss in vulnerable equines, and to adjust their horses’ diets early. Depending on workload and calorie requirements, they may need to introduce a lower energy/calorie feed to start with, then build up to a higher calorie conditioning feed as temperatures drop. Their chosen feed must be fed in the manufacturer’s recommended quantities to provide a fully balanced diet, alongside forage. An alternative way to achieve a ‘mid-calorie’ diet, for those who prefer to feed reduced amounts of their chosen mix or cube, is to top up the diet with a balancer to provide essential nutrients without extra calories. The choice of energy/calorie sources in compound feeds can be mind boggling. But essentially, level-headed or laid-back horses can do well on what may be considered more traditional cerealbased feeds because these provide highly digestible, readily available calories for condition or performance. Stressy or excitable horses are often better suited to feeds whose calories are mainly provided by digestible fibres and oil and are consequently lower in cereals and starch. For digestive efficiency, the total daily ration should be divided into as many meals as possible. For those needing extra calories, vegetable oil or high oil ‘straights’, like linseed, may be added to an existing balanced diet. High oil supplements, with additional antioxidants, represent a mess-free more sophisticated alternative and generally supply a balance of oils, while the antioxidants support the oil’s efficient utilisation. About the author: Jane Buchan is from Baileys Horse Feeds. For advice and guidance on what to feed this winter, you and your customers can contact Baileys on 01371 850247 (option 2) or visit www.baileyshorsefeeds.co.uk. WWW.EQUESTRIANTRADENEWS.COM

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FIZZY / STRESSY FUSSY / VETERANS POOR-DOERS / LACK CONDITION MUSCLE DISORDERS / STARCH SENSITIVE  LOW STARCH & SUGAR  High fibre & high oil  Complete with vitamins & minerals  With flavours of essential oils For POS & information: Baileys Horse Feeds Tel: 01371 850 247 (option 1) www.baileyshorsefeeds.co.uk

MADE IN OUR OWN

UK MILL

ETN | FEEDING WILD BIRDS

Feathering your nest Wild bird feed remains big business for retailers as consumer demand continues to grow. Leading feed manufacturer Henry Bell & Co explains how tills can be set ringing by catering for the needs of our winter garden birds. Spending more time at home has seen many people reconnecting with the wildlife in their gardens and experiencing the pleasure found in feeding and caring for our feathered friends. Earlier this year – before the coronavirus pandemic – a Pet Food Manufacturers Association (PFMA) survey of 2,000 households in the UK revealed that 41% of people with outdoor space at home engaged in feeding wild birds. The UK’s fascination with this activity has seen consumer spend on an upward trend, with the PFMA estimating the wild bird feed market’s value at £235 million – a 6% increase on 2018, which in turn was 5% up on 2017. This is clearly a profitable sector, with plenty of potential for equestrian and country retailers to enjoy a slice of the pie by setting their customers’ spending aflutter with a tempting array of feed and accessories such as feeding stations and nesting boxes

WINTER VISITORS

During the winter months, our resident breeding birds are joined by those migrating from Scandinavia, Russia and mainland Europe. As the temperatures dip and natural food sources are in short supply, they arrive in gardens in search of sustenance and shelter. The days are much shorter and the birds have fewer hours to search for that often-elusive meal. Birds seen at this time of year can include robins, chaffinches, bramblings, goldfinches, bullfinches, dunnocks, goldcrests, blue tits, long-tailed tits, coal tits, nuthatches, blackbirds, fieldfares, redwings, song thrushes, starlings, waxwings and siskins.

Blue tits love high-energy fat balls to get them through the winter. (Photo: Henry Bell & Co)

A MENU TO BEAT THE COLD

Although most types of feed can be given throughout the year, birds need plenty of high-energy feed to help them maintain their fat reserves and survive the cold during the winter months. Feed mixes containing sunflower hearts and seeds, peanuts and Nyger seed are perfect for this purpose. Suet balls, cakes and rolls are also packed with the nutritious energy needed to survive. Some feeds are best suited to feeders, bird tables or putting out on the floor. Clear guidance should usually be found on packaging. As a general rule, bird feeders should be hung in a quiet, sheltered, south-eastern spot where there is sunshine, but away from harsh wind, rain or snow. And they should be placed where birds have a clear view of the feeding area, to avoid being ambushed by cats.

FEED THAT FLIES OFF THE SHELF

Want to add wild bird feed ranges to your store but not sure where to start? Here are Henry Bell’s top 10 tips for a retailer winter feed starter pack: 1. Fat balls and suet treats. 2. A superior seed mix suitable for feeders, bird tables and ground feeding. 3. A no-grow mix – with seeds that won’t sprout in the garden. 4. Peanuts – a powerhouse of energy. 5. Sunflower hearts – rich in protein and invaluable year-round energy. 6. Sunflower seeds – high in oil and protein. 7. Mealworms – ideal for winter survival and such a treat! 8. A small range of bird feeders at a choice of price points. 9. A choice of feeding stations for small and large gardens. 10. Ready-filled feeders. • Henry Bell offers plenty of retailer support and an extensive range of PoS material – including shelving and shelf wobblers to engage customers and help drive sales.

Pre-filled feeders are always a popular option (Photo: Henry Bell & Co)

18 | EQUESTRIAN TRADE NEWS SEPTEMBER 2020

About Henry Bell & Co This Grantham-based, fourth-generation family business has been making feed for private-label wild bird brands for the past 20 years. Its own label, the Henry Bell Wild Bird Care Collection, offers high-quality products and feeds to provide health and wellbeing for a rich variety of British birds in the garden. Tel 01476 565761 or email enquiries@henrybell.co.uk to find out more. WWW.EQUESTRIANTRADENEWS.COM

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EQUESTRIAN TRADE NEWSSEPTEMBER 2020 | 19

ETN | FEED FEATURE

The staff of life… Whatever else is happening in the world, horses still need feeding. As summer fades and grazing diminishes, owners want to know what’s on your shelves.

GET SET FOR WINTER

The most common feeding issues horse owners face in the winter include lack of grazing, frozen water, loss of condition and restricted exercise requiring controlled energy, says Dodson & Horrell. So, how should retailers prepare ahead of the weather changing? • There’s no substitute for well-informed staff who customers trust to help with their purchasing decisions. Make sure your team is up-to-date with the latest nutritional advice and developments. Your Dodson & Horrell area sales manager is often the first point of call; while the D&H website is packed with advice and information including regularly updated blogs from the company’s nutritionists and vets. • Social media is a great source of information from trusted feed companies. D&H’s head of nutrition Dr Courtney Miller regularly produces videos and blogs covering seasonal topics and questions from consumers. • Use nutritional helplines. They are open to retailers, and can be useful if a customer has a question to which you’d like to give a fuller answer.

• Check ETN for product launches and promotions to help you decide which products to stock and display. • When it comes to in-store merchandising, carefully placed products or information boards can nudge customers into considering their horses’ winter feeding regime - and whether changes are needed. New product displays inform customers of developments in the marketplace.

Dodson and Horrell suggests stocking up on:

• Kwikbeet soaks in ten minutes, increases fibre in horses’ diets to aid digestive health and provides the succulence lacking from pasture. This molasses-free feed is low in sugar (5%) and safe to feed as a forage replacer to the laminitis prone. It also benefits horses with dental issues who struggle to chew. • Winter Health Mash is a warming,

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FEED FEATURE | ETN POWER PACKED BAGS

appetising herbal mash to support immune and digestive functioning. The oat-grain and molasses-free formula suits a variety of horses that require additional calories. Its blend of oils helps promote healthy, glossy coats. • Build Up Conditioning Mix/Cubes are for horses that struggle to maintain condition. Supporting weight gain and topline in a controlled way, there’s added oil for condition and energy, L-lysine for muscle condition, probiotics to promote digestive health plus a blend of vitamins and minerals. • Build & Glow is for horses requiring additional calories without necessarily having to alter the current feeding regime. A low quantity of this high calorie, non-heating feed can be added to ensure ideal weight and a glossy coat. • Classic Fibre Cubes are a balanced source of fibre for horses lacking turnout and grazing and whose energy needs to be contained. This low starch, non-heating feed offers peace of mind; the cubes work well in treat balls too.

There are three varieties of HorseHage made from grass - ryegrass, high fibre or timothy. The dust-free bagged forage specialist also produces an alfalfa version. Alfalfa has higher levels of protein, digestible fibre, energy, calcium and vitamins than grass. The protein content has the optimum balance of amino acids and lysine, says HorseHage, which are especially important for growth, pregnancy and milk production. High nutrient levels also make alfalfa HorseHage suitable for horses in hard work, endurance horses, poor doers and veterans.

SHOW RING SPARKLE

With hopes pinned on a late surge of competitions this season, it’s well worth stocking up on products that help horses shine in the show ring. Show Improver Mix from Saracen is an oat free conditioning diet. It combines cereals for instant energy and ‘presence’ in the ring with fibre and oil sources for controllable energy and stamina. The mix includes Saracen’s EquiJewel to support weight gain, muscle tone and topline with an inclusion of yeast for optimum digestion The RRP is £14.75 for 20kg.

The Champion’s Choice The performance demands of today’s equine athletes require more attention to detail. As you fine-tune your feeding program, remember digestive function is key to better performance. BETTER DIGESTIVE HEALTH MEANS: HIGHER, MORE CONSISTENT PERFORMANCE

FASTER RECOVERY AFTER EXERCISE

BETTER APPEARANCE

Original XPC™ — the product of choice by champions and professional trainers — is a nutritional solution from Diamond V that can play a critical role in maximizing digestive function.

Contact Alana Harvey-White for more information: T: +44 (0) 7818 004351 | E: Alana_White@cargill.com

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EQUESTRIAN TRADE NEWS SEPTEMBER 2020 | 21

ETN | FEED FEATURE ENCOURAGING CONDITION

Mollichaff Condition Complete is a high fibre, high oil and low starch blend offering a broad spectrum of vitamins and minerals. It can be fed (at recommended levels) as a complete concentrate feed alongside good quality forage. Ingredients include alfalfa, dried grass, oat straw, fibre pellets, barley, soya flakes, soya oil and mint, plus Yea-sacc live yeast and a prebiotic. Essential fatty acids from the soya oil help maintain healthy skin and a glossy coat. Mollichaff Condition Complete encourages weight gain in underweight horses and ponies and can help maintain condition in competition horses.

WHATEVER THE WEATHER

EquiGlo Quick Soak 10 Minute Beet is low in sugar and starch. This makes it the ideal feed for customers concerned about an autumnal flush of lush grass, boosted by sunshine and showers. British-grown, high-fibre EquiGlo helps to maintain condition and naturally supports healthy gut function. It is made from micronized, unmolassed beet flakes, which can be soaked and ready to go in only ten minutes – five if hot water is used. The feed provides non-heating energy for all horses and ponies, including those prone to, or at risk from, laminitis. EquiGlo can be used as a direct replacement for cereal-based feeds or as a partial forage replacement. It’s approved by BETA NOPS and the BETA feed assurance scheme flagging up products suitable for horses prone to equine gastric ulcers. The RRP is £9.95 for 18kg.

CONDITION WITHOUT FIZZ

TopSpec CoolCondition Cubes provide non-heating calories, making them ideal for horses that need condition without fizz. A blend of straight, raw materials rather than a complete feed, they’re designed to be added to a TopSpec feed balancer or supplement. CoolCondition Cubes are therefore highly versatile because adjusting the rate at which they’re fed has no effect on vitamin and trace-element intake which are supplied by the balancer. One of the ways in which CoolCondition Cubes are superior to most straights however, is that they are supplemented with the major minerals calcium, sodium and magnesium. TopSpec CoolCondition Cubes are not just ‘oat-free’ or ‘barley-free’, but completely cereal-grain-free. Yet they offer a good conditioning index of 12.5MJ/kg, equivalent to most cerealcontaining, conditioning compound feeds.

22 | EQUESTRIAN TRADE NEWS SEPTEMBER 2020

GOODNESS INSIDE AND OUT

Rowen Barbary Condition & Performance has a high oil formula. It provides a balance of energy sources for condition and performance, while supplying a high specification of nutrients to promote overall health. Containing a blend of linseed and soya oil, supported by key antioxidants, Rowen Barbary Condition & Performance provides slow release energy for stamina and condition in horses requiring a high calorie feed. As well as encouraging weight gain, it can help ensure excellent overall condition is maintained throughout the season. Calcareous marine algae are included to act as a buffer to help reduce acidity, benefiting gut health. The feed also supplies B vitamins, amino acids, brewer’s yeast, seaweed and garlic.

STEAMED UP ABOUT GUT HEALTH?

We all know that plenty of water and a high forage intake are essential for good equine gut health. But just how much water is occasionally forgotten… The average horse eating 9kg of food each day requires a minimum of 20 to 40 litres of water just to digest that feed, says hay steamer supplier Haygain. This does not include water needed for other body functions. Additionally, if the horse is exercised, water demands are increased even further. A horse can lose up to 5% of his body weight in fluids before showing signs of dehydration. And while it will undoubtedly affect a horse’s performance, it can also be life-threatening. A simple way to help horses stay hydrated – with the added bonus of removing dust in their forage - is to steam their hay. When steamed in a Haygain steamer, the moisture content in hay is increased three-fold. The process also improves palatability and hygiene by killing the 99% of bacteria and mould spores. Haygain steamers come in various sizes.

RETAIL TIP

Autumnal add-on sales The arrival of autumn – and horses needing more feed to supplement their grazing – often prompts owners to have a management review. The feed room might get cleaned up, horses’ diets revised and the stables prepared to be occupied at night. So, it’s a great time to put all relevant kit – from haynets to stable tools, feed bowls to water buckets – front and centre in-store. Other potential purchases might be a new wheelbarrow, hosepipe, feed bins, scoops, mixers and stirrers. And if they’re on display, they’re more likely to be snapped up as customers think to themselves: “Oh, yes, that reminds me…”

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FEED FEATURE | ETN

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EQUESTRIAN TRADE NEWS SEPTEMBER 2020 | 23

ETN | FEED FEATURE EASY TO EAT

Equerry Conditioning Mash is a quicksoaking mash for horses that need to gain weight and condition. Its non-heating formula has low levels of starch and a good level of protein for muscle development and topline. Highly-digestible fibre sources include sugar beet; while oil and linseed promote condition and a shiny coat. Yeast promotes a healthy digestive system, with added vitamins and minerals including magnesium. The RRP is £12.95 for 20kg.

BUILDING CONDITION

READY FOR THE WRONG SORT OF VISITORS?

In the wake of Covid-19 guidance, retail premises have never been cleaner… However, seasonal invasions of rats and mice can bring new hygiene challenges - not to mention damaged feed packaging, wasted product and general contamination. As soon as arable crops are harvested, rodents make a break for anywhere warm, sheltered and with a food supply. Feed stores represent five-star luxury to them! Anecdotally, rats in particular are on the hunt for new homes this autumn. With many catering outlets and restaurants having been closed due to the pandemic, they’ve got into the habit of looking further afield to scavenge for sustenance. Specialist pest control firms offer tailored advice to protect your premises. Or your local council may be able to help.

Fibre-Beet from British Horse Feeds contains all the benefits of Speedi-Beet with added alfalfa to provide quality protein for muscle tone and function. Fibre-Beet provides a good range of minerals, trace elements and amino acids. And it’s high in fibre with a low sugar content, providing slow release energy without the fizz. Ideal for horses prone to digestive upsets and palatable, there’s added biotin for hoof quality. The product is suitable for the laminitis prone as part of a balanced diet. Soaked and ready to feed in 45 minutes in cold water, or 15 minutes in warm water, Fibre-Beet is ideal for veterans with poor teeth. The RRP is £13.50 - £14.50 for 20kg.

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MORE FOOD FOR THOUGHT…

Next month (October) ETN features feed balancers and supplements. Then in November, the focus falls on fibre, forage and hay alternatives. Each issue also includes an AMTRA accredited feature and quiz (nutrition module) for RAMAs/SQPs to refresh their knowledge and gain the CPD points they need to maintain their qualification. Indeed, ETN hopes all readers will enjoy and benefit from our regular CPD offering.

01472 398 696 sales@bailliehaylage.co.uk www.bailliehaylage.co.uk 24 | EQUESTRIAN TRADE NEWS SEPTEMBER 2020

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FEED FEATURE | ETN

Naturally Nutritious

Naturally nutritious, providing a source of highly digestible fibre with no added sugar. Pure Grass is British grown, naturally sweet and can be used as part of the bucket feed or as a forage replacer providing more chew-time for health and well-being.

100% British Grass • More Chew-Time • High Fibre

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EQUESTRIAN TRADE NEWS SEPTEMBER 2020 | 25

ETN | CPD FEATURE ETN’s series of CPD features helps RAMAs (Registered Animal Medicines Advisors/SQPs) earn the CPD (continuing professional development) points they need. The features are accredited by AMTRA, and highlight some of the most important subject areas for RAMAs/SQPs specialising in equine and companion animal medicine. AMTRA is required by the Veterinary Medicines Regulations to ensure its RAMAs/SQPs undertake CPD. All RAMAs/SQPs must earn a certain number of CPD points in a given period of time in order to retain their qualification. RAMAs/SQPs who read this feature and submit correct answers to the questions below will receive two CPD points. For more about AMTRA and becoming a RAMA/SQP, visit www.amtra.org.uk

Care of the veteran horse Part 2 By Kate Hore RNutr(Animal), senior nutritionist at NAF

In the first part of our veteran horse care series last month (ETN August), we covered some of the key aspects associated for veterans, including soundness, digestive health and the immune system. However, while conditions of the musculoskeletal system and digestive tract are often the most common issues in older horses, they are by no means the only concerns.

ENDOCRINE DISEASE

The endocrine system relates to hormones and those glands that secrete them, and endocrine disease is a significant issue in ageing equines. Two of the most important endocrine conditions are Pituitary Pars Intermedia Dysfunction (PPID) and Equine Metabolic Syndrome (EMS). PPID is commonly known as Cushing’s Syndrome, as it was first recognised by neurosurgeon, Harvey Cushing in 1912. First noted in people, Cushing’s has since been recognised in many species, and is a common condition of older horses, with research finding it one of the principal causes of euthanasia in aged horses. PPID affects the pituitary gland, situated at the base of the brain, which when damaged results in signs including laminitis, weight loss, excessive drinking, sweating and depression. Perhaps the best-known sign is the retention of the longer winter coat, which may become typically curly in its appearance. Although it can occur in younger horses, the average age of onset for Cushing’s is the late teens. Targeted nutritional support is recommended, and will typically include anti-ageing herbs, such as ginkgo and ginseng, working in synergy with herbs for hormonal balance, such as Vitex agnus castus (aka Chasteberry), which is used both for PPID, and for hormonal imbalance in moody mares.

As laminitis is one of the most serious risks associated with PPID, it is important to ensure the horse is on a suitable high fibre, low starch diet, and it is recommended to include digestibility enhancing probiotic yeast and prebiotics for metabolic function. Owners of PPID affected horses and ponies are often looking for a natural, dietary approach to management, and there can be poor compliance associated with long-term pharmaceutical approaches. Therefore, there is a clear role for the RAMA and nutrition advisor in-store to be advising both suitable whole diet and targeted nutrition. However, of course, your customer should be discussing any changes

26 | EQUESTRIAN TRADE NEWS SEPTEMBER 2020

with their vet, particularly if the horse or pony is already on a pharmaceutical course. The second commonly occurring endocrine condition of older equines is EMS. EMS is a syndrome, meaning a condition characterised by a collection of typical symptoms rather than one single disease. For EMS these symptoms typically include insulin resistance (IR), insulin dysregulation, laminitis, obesity and regional fat deposits. Although younger animals can suffer EMS, it is more usually recognised in mid-teens and later, so it’s important that owners of older equines are aware of the signs. Early diagnosis will help the owner manage their EMS individual effectively. Owners of native types should be particularly aware, as they are more susceptible, though it can occur in any breed. The laying down of fat pads is an early sign, and research shows a cresty neck, in particular, is a consistent predictor of EMS, independent of the animal’s Body Condition Score (BCS). Key to maintenance of the EMS horse is to maintain a healthy body condition score. We advise using a weigh tape weekly to monitor change. Ideally that tape will include a centimetre scale to measure the mid-neck circumference, so changes to their cresty neck score will be noted early. Dietary support of the EMS equine includes ensuring the diet is high fibre and low cereal, particularly ensuring to remove starchy concentrates. If additional energy is required, i.e. for performance ponies, it is advised to feed a high oil diet, balanced with supplementary vitamin E. Oil is a highly metabolisable, safe form of energy for EMS individuals. Lastly, don’t forget to ensure that simple diet is balanced for micronutrients, which may be deficient in local forage, so advise a concentrated WWW.EQUESTRIANTRADENEWS.COM

CPD FEATURE | ETN

balancer or broad-spectrum supplement designed to maintain a slim girth line.

NO FOOT, NO HORSE

Maintaining soundness, whether related to the musculoskeletal changes discussed last month, or endocrine changes discussed here, is of paramount importance to vitality and health in the older horse. The hooves are integral to soundness, making the initial contact with the ground, absorbing concussive forces and propelling the horse forward. There is good reason why the saying ‘no foot, no horse’ is so well known. Unfortunately, it is an area that can be overlooked by the owner of the older horse, with research showing that while veterinary examination detected hoof abnormalities in 80% of horses over 15 years old, only 27% of owners recognised and reported the issue. Therefore, we should be advising all owners, particularly those of teenage horses and older, to pay attention to hoof care. For horses with poor quality or slow

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growing hooves a complex of the key nutrients including bio-available sulphur, biotin, zinc and methionine would be recommended. While for all horses and ponies, we recommend a daily application of a farrier approved solution to encourage growth and healthy horn all year round.

OTHER

Ageing may bring changes to almost any system in the horse, and this is related to the compromised immune function discussed in part one of this series. In brief, a couple of other areas it is worth the owner of older animals being aware of include: • Opthalmic: Factors affecting the eyesight of horses increase with age, and can be a source of acute or chronic discomfort for veterans, as well as compromising their ability for ridden work. • Respiratory: Sub-clinical (un-detected) respiratory conditions are common in all horses, but increase with age resulting in airway inflammation. Owners should be

encouraged to ensure their veteran is in a low-dust regime, and supplement with targeted nutrition if necessary. In conclusion, when considering the veteran horse, we can see that maintaining soundness, digestive health (part 1) and managing endocrine changes are, perhaps, the biggest challenges. However, many other areas may also be indicated. It is important that owners assess any changes, and adjust diet and management accordingly, to ensure their older horses maintain health and vitality well into their twenties. Selected references • Fitzgerald D.M et al (2019) The cresty neck score is an independent predictor of insulin dysregulation in ponies. PLoS One 14(7) 10.1371/journal. pone.0220203 • Ireland J. L et al (2012) Comparison of ownerreported health problems with veterinary assessment of geriatric horses in the United Kingdom. Equine Veterinary Journal. 44(1) 94-100 • Miller M. A. et al (2016) What’s New in Old Horses? Postmortem Diagnoses in Mature and Aged Equids. Veterinary Pathology. 53(2) 390-398

EQUESTRIAN TRADE NEWS SEPTEMBER 2020 | 27

ETN | CPD FEATURE

RAMA CPD (NUTRITION) QUIZ 1. What does ‘endocrine’ relate to? Enzymes Hormones Insulin Neurotransmitters 2. What does EMS stand for in horses? Equine Melatonin Synthesis Equine Morphology Scale Equine Memory Status Equine Metabolic Syndrome 3. Which gland is affected in Cushing’s syndrome? Pituitary gland Parathyroid gland Adrenal gland Thyroid gland 4. Which herb has a common name of Chasteberry? Valeriana officinalis Vitex agnus castus Vibernum opulus Vanilla planifolia 5. How is a ‘syndrome’ defined? A group of diseases with similar causes A condition characterised by a typical group of symptoms A single symptom which may apply to different conditions

SELECT YOUR ANSWERS AND TICK THE BOXES

A single disease with a single typical symptom 6. Which area of typical fat deposition is an early warning of EMS? Tailhead Shoulder Ribs Neck 7. Which of these diets is most suitable for an EMS equine? Low fibre, low cereal Low fibre, high cereal High fibre, low cereal High fibre, high cereal 8. Which vitamin is required to balance a high oil diet? Vitamin E Vitamin D Vitamin C Vitamin A 9. What percentage of older horses have hoof abnormalities? 40% 60% 80% 100%

RAMA CPD Questions Septembe r 2020 ETN

10. Which of these issues are common in older horses and ponies? Respiratory stress Deteriorating eyesight Cushing Syndrome All of the above

SEPTEMBER 2020

2 CPD POINTS FIND IT ONLINE: ETN’s CPD features are also available at www. equestriantradenews.com If you submit answers to the quiz on-line, please do not submit them by filling out the printed form as well - and vice versa. Send your completed answers to: ETN/CPD Feature, Equestrian Trade News, East Wing, Stockeld Park, Wetherby, West Yorks, LS22 4AW.

Full name Company name/ address Email Telephone number

AMTRA number

COMPLETE CONDITION IN ONE BAG · A complete high fibre conditioning feed with soya oil and mint · Contains a broad spectrum vitamin and mineral supplement · Contains Yea-sacc® and a prebiotic to help maintain a healthy digestive system · Suitable for horses and ponies that struggle to maintain weight and condition

Photograph courtesy of Simply Equine Photography

HorseHage & Mollichaff Helpline: 01803 527274

www�horsehage�co.uk 28 | EQUESTRIAN TRADE NEWS SEPTEMBER 2020

BY APPOINTMENT TO HER MAJESTY THE QUEEN MARK WESTAWAY AND SON MANUFACTURERS OF HORSE FORAGE

Like HorseHage & @horsehageandmollichaff WWW.EQUESTRIANTRADENEWS.COM Mollichaff on Facebook

ETN REPORTING | ETN

TURNING BACK THE PAGES…

For four decades, ETN has reported on the equestrian trade. Let’s look back at the news, people and products that were making headlines this month five, ten, 20 and 30 years ago. In September 2015, ETN reported:

FIVE YEARS AGO...

In September 2010, ETN reported:

TEN YEARS AGO...

 The NOPS equine feed accreditation scheme became a stand-alone code run solely by BETA. It had been an appendix to the UFAS and FEMAS schemes.  NFU Mutual claimed the internet was helping to drive a buoyant market for secondhand tack. The insurer was concerned that claims for stolen saddlery were up 45% compared with 2014.  Equine business and event management graduate Beth Crow joined ETN’s publisher EMC, part of the BETA Group. She is now the magazine’s advertising manager.  Nottinghamshire retailer Claire Sellors, of the Calverton based Sellors store, won the chance to have a Breyer model created in the likeness of her favourite horse. She chose her Welsh Cob Hobnob.  Faulks & Cox (now Red Gorilla) set up a new company in Europe. Tubtrugs Europe SL, based in Alicante, Spain, was headed up by Engel Niggendijker.

 Tom Eastwood, whose Tagg Group had acquired Thomas H Loveday plus the Loveson and Fal Pro brands, pledged to maintain the popular labels. He said a new umbrella group would be formed for Tagg and its associated company Polly Products.  Production of Blue Chip Feed moved to Dodson & Horrell from Mars. The companies announced a new allegiance, saying they were in “discussions around new product development with a view to a joint venture into a yet to be announced nutritional area.”  In distributor news, Zebra Products moved to new 7,000 sq ft premises in Flint, North Wales. And Belstane Marketing took on Rockfish.  Animal product wholesaler Agrihealth was poised to finalise its acquisition of Eddie Palin Distribution along with the Fenceman and Liveryman brands.  ETN published its first AMTRA accredited SQP CPD feature. The series, which is still running, helps registered animal medicines advisors refresh their knowledge and maintain their qualifications.

In September 2000, ETN reported:

In September 1990, ETN reported:

20 YEARS AGO...

 At a total cost of £1.25 million, the British Equestrian Team left for the Olympic Games in Sydney. Official team sponsors were Spillers, Regent, Natural Animal Feeds, Barbour and Cool Sport UK.  Day Son & Hewitt acquired Carr & Day & Martin. Both brands were to be based at a purpose-built headquarters in Lancaster. Marketing manager Hazel Hubble said the two companies were “a perfect fit.”  Super Solvitax Pure Cod Liver Oil was relaunched by manufacturer Seven Seas in an easier-to-dispense tin.  Statistics from BETA’s National Equestrian Survey were quoted during a House of Commons debate on ragwort management. Owen Paterson MP said MAFF (Ministry for Agriculture, Fisheries and Food) was “utterly feeble” in refusing to use its powers to control the weed.  Equine America was trumpeting an important new customer for its Cortaflex Solution. When Flossie, a 32-year-old arthritic African elephant, did well on the supplement, she was offered a jumbo discount – and urged to make a trunk call when she needed more.

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30 YEARS AGO...

 Carl Uttley was pictured receiving the inaugural ETN Supplier of the Year award from the magazine’s publisher Antony Wakeham. Mr Uttley’s companies swept the board in the poll of retailers. Caldene Clothing was the outright winner, while Harris Meyer was joint runner-up with Thomas H Loveday.  Vetrap – a revolutionary new bandaging tape that “clings to itself, sheds water and does not become wet and heavy” was launched by 3M. Westgate was appointed distributor to the equestrian trade.  A group of schoolchildren visited the Chaskit Horse Clothing Company factory in Sussex. It was their prize for writing an essay about a pony who had been “rescued from the dog dinner men” amid a campaign to end the export of live horses for slaughter.  Puffa said it was modifying its jackets to accommodate the “new trend for the 1990s” of larger clothing sizes.

EQUESTRIAN TRADE NEWS SEPTEMBER 2020 | 29

ETN | CLIPPERS AND RUGS

Autumn action stations! Having lost some summer riding to Covid-19, owners will be keen to keep their horses active well into the autumn. Cue rugs and clippers…

Sleeping bags for horses?

No, not quite… but the new Bucas Atlantic turnout does have a liner made from exactly the same fabric as used in top quality sleeping bags. This rugged addition means that robust range from Bucas offers protection and comfort across a broad range of temperatures. Atlantic turnouts have ballistic nylon outers. The new, silky Dermo-care linings have wicking and stay-dry properties to keep the horse dry and the coat smooth. They’re available in 50g, 200g and 400g weights. Trade prices start at £82.50 with RRPs from £167.

Flexible friend

The Rambo Bundle Duo with Hood from Horseware is the ultimate in rugging versatility. The package comprises a 1,000 denier ballistic nylon waterproof, breathable outer, a 100g outer and 100g detachable hood, 300g liner and 100g liner. The outer has a polyester lining which is anti-static and antibacterial, with shine-enhancing qualities. Thermo-bonded fibrefill provides heat retention. The Rambo bundle is easy to convert from a light, to a medium or a heavy rug. A V-front closure eliminates shoulder pressure. There are leg arches for freedom of movement, reflective strips, and a wipe-clean tail cord. The RRP is £395.95.

Tough customer

The Elicouture Cambrian 200 Combo Rug from Jenkinsons Equestrian is ready and waiting to tackle the worst winter weather. Its attractively patterned, 1,200 denier, waterproof, ripstop, breathable outer is seam-taped and bar-tacked for strength. Features include a 200g filling, breathable nylon lining, twin eyeletted chest straps with quick release fastenings, Velcro closure, leg gussets, low cross-surcingles, leg straps, large tail flap and fillet cord. The Elicouture Cambrian 200’s neck has double-grip, Velcro fastenings. The RRP is £87.50

Quality, stylish riding wear

BECOME A STOCKIST TODAY 01952691784 @ hkmsales@hotmail.co.uk UK

30 | EQUESTRIAN TRADE NEWS SEPTEMBER 2020

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INTRODUCING THE NEW LOOK LIVERYMAN BRAND

CLIPPERS AND RUGS | ETN

C L I V E R Y M A N . C O . U K

Available exclusively from Agrihealth. Contact you local Representative today or call 028 38314570 WWW.EQUESTRIANTRADENEWS.COM EQUESTRIAN TRADE NEWS SEPTEMBER 2020 | 31 L I V E R Y M A for N more . C Oinformation. . U K

ETN | CLIPPERS AND RUGS

WHAT WILL BE THIS SEASON’S BEST SELLERS?

s exclusive supplier of Rhinegold rugs, Snowhill is well placed to monitor consumer demand and identify best sellers. So, what’s shaping up for success autumn 2020?

What’s the ideal rug for a trace clipped horse on a mild autumn day? We see strong sales of the Rhinegold 200gsm fill Konig rug increase in mild autumn weather. It comes with either a standard neck (neck cover available separately) or an attached full neck. The Konig offers perfect protection for the trace clipped horse out in a chilly wind or rain. With a 600 denier ripstop, breathable outer, these rugs have been one of our best sellers for over 30 years. The lighter weight Arizona range with 100gsm fill is useful to stock for customers whose horses are ‘hot bods’. Which rug would you recommend for a fully clipped horse on a day with frozen ground and severe wind-chill in mid-winter? For the coldest of days that never seem to thaw, Rhinegold has six different outdoor rugs with snug 350gsm polyfills. Of these half dozen styles, the new Meribel shares a very tough 1,680 denier ripstop and breathable outer with the Polar rug; one has a detachable neck, the other fixed. They both offer multi-adjustable chest fronts, extra-long shoulder pleats, surcingle guides and large umbrella style tail guards. If you need to stock a winter rug at a particularly attractive selling price, the Rhinegold Aspen (with fixed full neck) and Thor (standard neck) are your go-to products. With the same snug 350gsm fill, these rugs have standard chest fittings and The clips are shown facing outwards for 1,000 denier outers to keep the price lower. 692 Meribel Rug

product visibility, but should face inwards during use.

Star Torrent Lightweight

TIP: Don’t pack your lightweight rugs away for the winter. They’re perfect for putting over heavier weight rugs when it’s freezing or lashing down with rain. They trap air and therefore warmth, stop heavy rugs becoming drenched and dry out much faster than a heavily padded rug. It’s a win-win!

proving very popular. The Torrent is available in plain colours; Jazzy Stars and Fun Dottie Spot are other style options. What new innovations can be found rugs from Snowhill? This year, Snowhill has introduced new chest fittings to its collection of outdoor and stable rugs. The higher end rugs are fitted with a classic black coated metal finish for a really smart look. What colours should retailers keep in stock? What’s in fashion? While novelty rugs (or novelty anything) will always sell to the outlandish few, we’ve learnt that classic is better for us at Snowhill. Sticking to what we know means we can sell large volumes, increase our buying power when it comes to materials – and pass on the benefits to stockists. Are stable rugs still popular? Or do most owners prefer a multipurpose turnout rug that can be used in or out? While large yards sometimes choose to leave horses in one rug day and night, whether stabled or turned out, we at Snowhill are oldschool and prefer to put our horses to bed in clean pyjamas! Because we believe in this, Rhinegold offers a wide range of stable quilts enabling the washing of rugs and better hygiene. From 50gsm fill ‘barely there’ quilts to ‘snug as a bug’ duvet style 350fill rugs, the range is huge.

What should I offer the customer with a native pony kept in full coat for a mild but rainy day when the owner wants to keep it dry to ride? The Rhinegold Torrent is your answer. With a 600 denier ripstop, breathable outer with a breathable smooth finish nylon lining, these rugs are available in standard neck, full neck and tiny pony/ foal sizes. Such is the demand for the Torrent rug that sales keep increasing year on year. New for 2020 is the ‘Quick Clip’ chest front designed for good size adjustment without the heaviness of too many buckles; it’s 32 | EQUESTRIAN TRADE NEWS SEPTEMBER 2020

Detroit Stable Quilt

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Getting to grips with clippers If you’re concerned about stocking clippers because they’re a mechanical product, don’t let that stand in your way. Manufacturer Lister Shearing offers its stockists training guides and one-to-one sessions, so you in turn can advise your customers. Lister Set stations are another tool to help you sell. This new merchandising feature invites customers to hold and feel the clippers, as well as displaying Lister equine clippers and trimmers, plus accessories such as clipper oil, shampoos, conditioners and grooming brushes. And never fear if you’re asked about blade sharpening and clipper servicing… Lister has a UK wide network of authorised service providers who can do these jobs on your behalf. Indeed, all Lister clippers have a two-year warranty, with product support carried out by the company.

Which clipper?

Suggesting an appropriate model, backed up with solid after-sales service, always enhances sales. For the one-horse owner who likes to clip their own horse, Lister recommends the Star clipper. Its lightweight design reduces wrist fatigue while the sleek hand grip makes it easy to manoeuvre. Star has a simple tensioning system unique to Lister, as well as a low maintenance, easy-to-clean filter.

Become a stockist today WWW.EQUESTRIANTRADENEWS.COM

CLIPPERS AND RUGS | ETN And how about the customer who clips professionally and needs a hard-working machine? Lister’s Fusion is just the job… This heavy-duty, two speed, balanced clipper incorporates a dual fan system to keep its body and blades cool during operation. The Fusion has patented automatic overload protection, with an easy-reset function for all-round safety. Lister has manufactured animal clippers in Britain for more than 110 years. The brand recently signed up super-groom Alan Davies as the ‘face’ of Lister.

Retail tips

• Many owners like to hire a professional to clip their horses. Help them find someone by keeping a list of clipping providers in your store. It never hurts to pass on some business by recommendation – they might return the favour. • When clippers stop working or blades go blunt, panic sets in. It always seems to happen when the horse is half clipped and due at a show the following day! So, keep a stock of spare blades and know where you can send customers’ machines for fast servicing and repair. • The performance of cordless clippers has improved hugely in recent years, largely because modern batteries last so much longer. It’s an area worth researching, especially for customers who have no mains electricity supply at their stables. • The popularity of gypsy cobs, native ponies and other ‘hairy’ breeds means clipping, trimming and feather-blending is now a year-round activity. • Make the most of add-on sales as the main clipping season kicks off. Think clipper oil, body washes, shampoos, calming supplements, safety boots, overalls – and of course, rugs.

01522 529 206

www battles co.uk EQUESTRIAN TRADE NEWS SEPTEMBER 2020 | 33

ETN | CLIPPERS AND RUGS

Coping with customers’ complaints As you know only too well as a retailer, some customers are reasonable and polite when they have a query or complaint. Others have an attitude that makes you wonder if they’re trying to pull a fast one. Working on the basis that the customer is always right – until proved wrong – listening, communicating and being seen to investigate and act is crucial to a smooth resolution. Rugs are among the most complained-about equestrian items. Maybe because they look so lovely when new – especially those with a fashionable design – yet very quickly get trashed as soon as the horse is turned out and rolls in the mud. These are some common customer quibbles… with thanks to BETA for suggested solutions and explanations: Why won’t you repair my rug? Rugs brought in for reproofing or repair should be clean and dry. If they’re not, politely refer the customer to the Health & Safety at Work Act – and explain that handling a filthy rug covered in manure and dried urine is unpleasant.

The cross surcingles/front buckles have broken, and I’ve only used it twice… For safety reasons, reputable rugs have in-built breaking points that ‘give’ should the horse become caught up. Perhaps the fittings on this rug were not done up correctly or the straps fastened too tightly? Or maybe the rug doesn’t fit properly? A repair can be offered. The rug is leaking and it’s supposed to be waterproof… This is a very common query with several possible responses. • When a rug is marketed as waterproof, this refers to the fabric rather than the whole garment. Depending on fit and coverage, water can trickle inside the rug – say at the neck – in heavy rain. • There could be a tiny tear, snag or damaged seam that’s allowing water in. For instance, excessive movement can stretch seams if the rug is already a tight fit. • Most often, rugs are not actually leaking but building up condensation inside. This is usually due to either a rug being put onto a damp horse, the rug not being allowed to dry thoroughly before use or a horse being over-rugged and sweating inside. • Rugs need re-proofing from time to time to maintain their waterproof qualities. Excessive machine washing yet neglecting to re-proof can often leave fabric vulnerable to water penetration. There’s a tear in the rug and it’s only been on a week… Ripstop materials, which are generally used for the outers of turnout rugs, are designed to contain tears and snags. However, if any rug comes into contact with barbed wire or a protruding gate latch, it will tear. Horse paddocks should not contain such hazards for the animals’ welfare as well as safeguarding their rugs. The rug has rubbed the hair off his shoulders… There are rug bibs available to help prevent this. A silk-type lining can also help by cutting down on friction. But usually, rubbing happens when a rug doesn’t fit properly or the incorrect style has been chosen for the horse or pony concerned. For example, horses with broad chests may need a different design from narrow-fronted youngsters. Help! I need a new rug now. My horse is freezing because he’s just shredded his clothes… Recommend to your customers that they always keep a spare rug or two for emergencies. Never throw away the old one when they buy a new rug. Stocking a selection of rugs at various price points will encourage customers to buy an additional affordable rug as a stand-by. • BETA produces A Guide to Purchasing Your Outdoor Rug which is packed with more information. Copies are available free to BETA member retailers to pass onto customers.

34 | EQUESTRIAN TRADE NEWS SEPTEMBER 2020

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BENCH SADDLER OF THE MONTH | ETN

Celebrating

“I love making bridles,” she says, “especially ones with bling browbands. I’m most proud of the bridle I This ETN award, presented in conjunction with the made for the National Society of Master Saddlers (SMS), recognises those Competition in 2012. who uphold the highest standards of leather craft It won the Best Bridle skills. in Show.”

the best bench saddlers...

DOG COLLARS AND YACHTS

Lisa enjoys many aspects of the trade, but confesses that saddle fitting is among her favourites. “It gets me out of the workshop, and I get to meet some lovely people and horses; many clients have become good friends.” And the worst? “Having to repair tack which hasn’t been cleaned…” Over the years, Lisa has been asked to make several unusual items. “A memorable one was a cover for the steering wheel of a large yacht – that was something different!”

VILLAGE WORKSHOP

THIS MONTH’S WINNER IS… LISA HOSKINS NOMINATED BY: Mark Romain I first met Lisa 30 years ago when, as a 16-year-old, she had just left school and become apprenticed to the saddlers, Miles & Son of Dorchester. “They enrolled Lisa onto courses with The Rural Development Commission in Salisbury where I was the saddlery training advisor. She was amongst the first to achieve the City & Guilds Saddlery Skill Assessments at Level 2 and 3 in Bridle, Saddle and Harnessmaking. “I remember Lisa being very keen and having a good eye for detail. This turned out to be a real asset as she has gone on to win the Open Bridle Class of the National Saddlery Competition three times and has also won The Alf Batchelor Award for Best Piece of Bridlework. More recently, she has judged at the competition too. “In the early 2000s, Lisa returned for further training, this time in side-saddle refurbishment at my own Saddlery Training Centre.

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These days, Lisa is based at her own workshop in the North Dorset village of Kington Magna. As an SMS Master Saddler and Registered Qualified Saddle Fitter, her work varies hugely from making a dog collar to fitting and flocking saddles and putting zips in boots. “Miles & Son Saddlery closed not that long after Lisa’s apprenticeship was complete. She started her own business and has never looked back. “She works hard and, whether it’s saddle fitting or making bespoke bridles, her aim is always to achieve the best possible outcome and highest of standards. It’s gratifying to have played a small part in that success. Lisa very much deserves the recognition of Bench Saddler of the Month.” About Lisa It was Lisa’s Gran who introduced her to horses before she could walk, and she’s been riding ever since. Lisa has always loved saddlery too. “As a teenager, I was constantly cleaning my tack and making browbands out of ribbon. I loved to paint, draw and make things and have been into craft making skills from a young age.” Having always desired a horsey job, saddlery seemed a good choice for this creative young talent. Having been taken on at Miles & Son, Lisa was apprenticed to saddler Bob Thomas. And her enthusiasm for her craft has never dimmed.

INDUSTRY CHANGES

Lisa cites research carried out within the industry as making a massive difference to saddle fitting and bridle design. “When I started, many items of saddlery were very traditional; now we’re leaning more towards equine comfort across every aspect of the sport.” In her precious spare time, Lisa loves being with her own horse who she competes in dressage. “It’s wonderful to combine my work with my passion for horses and riding in general.”

HOW TO NOMINATE

Nominees for the ETN/SMS Bench Saddler of the Month award can work in a factory or workshop setting, for an employer or self-employed. They must be SMS members. To nominate a bench saddler (or more than one) email editor@equestriantradenews.com and tell us why this person deserves to be recognised. Please include the saddler’s name and where they work too.

EQUESTRIAN TRADE NEWS SEPTEMBER 2020 | 35

ETN | BETTER BUSINESS

Best laid plans… Homes, offices, overheads… Covid-19 has made us review the way we live and work. Equestrian planning specialist Sally-Ann Tinsley answers your questions about premises.

run an equestrian distribution company. Having worked at home during the Covid-19 crisis, I’ve decided to give up renting office space and set up our administration department at my home. This would involve building an extension to accommodate two members of staff plus myself. You would certainly need planning permission to build an extension to your house, but you would also need planning permission for the commercial use. As this would be purely an administrative use and would not involve visiting customers, it stands a greater chance of being approved. The planning authority would want to see that there was sufficient parking for staff on site unless there was a car park close by. The business part of the premises would be liable for business rates. In cases where only one business premises are used, it may be eligible for small business rate relief of 100% as long as the rateable value was less than £12,000 per year, and on a sliding scale up to £15,000. Check your local authority website. Do I need planning permission to install a mobile home on my yard? I don’t live on site and worry about security. A mobile home requires planning permission and is only permitted when it relates to a commercial equestrian yard. Most planning authorities have a planning policy that permits mobile homes for equestrian businesses, otherwise they fall under NPPF paragraph 79. The policy sets out the ‘tests’ that the application must fulfil, primarily the essential need to be on site 24 hours a day to provide essential supervision of the horses and that the business has been planned on a sound financial basis. This requires very detailed information to be submitted about the specific needs of the horses on site together with a business plan and forecasts for three years. It is generally necessary to first apply for a temporary worker’s dwelling (also known as a rural enterprise dwelling) for three years. Before the three-year permission expires an application for a permanent dwelling is submitted. Many equestrian business owners choose to have a log cabin as a temporary dwelling and then to apply to retain it on a permanent basis.

I’m an equestrian retailer with a large car park at my store. I would like to build an all-weather arena so customers can bring their horses for appointments with our saddle fitter. You would certainly need planning permission for an arena. However, providing that there is sufficient room for the arena whilst still providing adequate parking space, it shouldn’t be a problem. The planning application would need to justify the facility, both in terms of the benefit to the business and the practical need for the visiting horses. It would need

to include an estimate of the number of visiting horses and that there was sufficient parking and turning area for horseboxes/ trailers in addition to the existing customer parking. An application for an indoor arena would need to cover the same issues, but due to the visual impact of such a large building, could be more difficult to achieve. If the store is in a built-up area then the additional building would stand a greater chance of being allowed. But if in a fairly open rural area, or within the Green Belt, it would be less likely to be granted.

36 | EQUESTRIAN TRADE NEWS SEPTEMBER 2020

I’m a Master Saddler based at a workshop which is in an annex at my home - a six-bedroom former farmhouse. I’m considering running residential leatherwork courses where people can come to stay for the weekend or longer. Do I need planning permission? You would need planning permission to use the dwelling for bed and breakfast, as well as needing building regulations approval. You would also need planning permission in order to run the workshops, even if not providing accommodation. An application would need to show adequate parking. WWW.EQUESTRIANTRADENEWS.COM

BETTER BUSINESS | ETN GETTING STARTED

Generally speaking, all changes of use or new structures require planning permission. If you are thinking of starting or growing a business, the first thing to do is to contact your local planning authority and simply ask if your proposal requires planning permission. You can find the appropriate contact details on the planning pages of the council’s website. If they confirm that your proposal does require a planning application to be submitted, you can either discuss this with a planning consultant or submit a pre-application enquiry to the planning authority. The planning authority will charge a fee, typically between £120 and £350 depending on the proposal, and carry out a site visit with a full written response as to how they would view your application. A pre-application enquiry can be submitted by you or your planning consultant. It can be helpful in identifying any particular issues relating to your site, such as whether any specialist surveys may be needed and advise on their preferred design or siting of a building. This can save money in cases where they are never likely to approve development.

My tackshop is based on our family’s livery yard. The difficulties of organising staff during the Covid-19 crisis has made us consider offering them on site accommodation. Would we need planning permission if we converted a barn for this? You would certainly need planning permission for the conversion of a barn. Permitted development rights do exist for the conversion of barns, but only where the barns were last used for agriculture, not equestrian use. A full planning application would have to be submitted. If the accommodation is intended for use by staff employed in the tack shop, then this could be quite hard to achieve. However, if the staff worked in the livery yard then potentially a case could be made under workers’ dwelling policy, as discussed above.

People SARAH NELSON

Spillers has promoted Sarah Nelson to product manager. Sarah has been with the feed brand for 11 years, most recently as research and development co-ordinator. Before that, she was a care-line nutritionist. Sarah works closely with Professor Pat Harris, who heads the Waltham Equine Studies Group which supports the science behind Spillers. She’s also responsible for the technical management of products. A rider since the age of five, Sarah was a member of the Pony Club, has ridden in Argentina and Finland and tried her hand at polo and horseball. Of her new role with Spillers, she said: “I look forward to ensuring that we continue to deliver products and advice that help owners care for their horses and ponies in the best possible way, every day; something that has always been very close to my heart.”

DEAN MASTOURAS

Dean Mastouras has joined Ollard Westcombe as sales manager for the south of England and Ireland. Dean has worked in the equestrian industry for 25 years, including spells with Bradshaw Taylor (former distributor of Noble Outfitters), Ekkia and Matchmakers International. At Ollard Westcombe, he joins north of

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About the author: Sally-Ann Tinsley BSc, LLDip, PgC Ag Law owns and runs Equine Commercial-Legal, a planning consultancy in the commercial equestrian development sector. SallyAnn specialises in equestrian workers’ dwellings and has achieved success in cases that have previously been refused and dismissed at appeal. A lifelong rider, Sally-Ann graduated in equine welfare and business management from Harper Adams University. She also has a Graduate Diploma in Laws and Postgraduate Certificate in Agricultural Law. Contact her on tel 07837 543532 email Sally-Ann@ equineplanningconsultants.com

England and Scotland manager Angela Pearson to promote the wholesaler’s brands - EcoRider, Cameo Equine and Apollo air. “We see a strong year of growth ahead, and Dean and Angela are the perfect sales team to bring quality equestrian products to the market,” said sales director David Thomason.

ELEANOR BLINKHORN AND GABY BRISBOURE

Gaby Brisbourne has joined Rowen Barbary Horse Feeds as a brand assistant. She graduated in business and events management from the University of Chester and specialises in marketing. Having grown up in a horse racing family, Gaby has competed nationally in mounted games. A second new recruit at Rowen Barbary Horse Feeds is equine nutritionist Eleanor Blinkhorn. After studying equine stable management at Reaseheath College, she graduated in equine science from Hartpury College. Eleanor comes from a horsey family, has been a groom and has volunteered to work on the arena parties at Horse of the Year Show (HOYS) and Bolesworth. She supports The Brooke equine charity.

GABY BRISBOURE

ELEANOR BLINKHORN

EQUESTRIAN TRADE NEWS SEPTEMBER 2020 | 37

ETN | BETTER BUSINESS

Let’s get together! A well done webinar can do your business the power of good, says Rachael Holdsworth.

he Covid-19 pandemic will be recognised in history as one of those events that changed the course of life as we knew it. More people than ever before have turned to technology to maintain communications and have now embraced the possibilities it offers in the absence of a physical meeting. The stay-at-home order had a huge impact on the environment, with planes grounded and usually jammed motorways all but free of traffic. A study published in May, in the journal Nature Climate Change, shows an average decrease of 26% in carbon emissions in individual countries at the height of the lockdown. But while the benefits of clean air are welcomed, the need to explore other ways to maintain customer relationships has heightened. Suddenly ‘Zoom’ became a household name, and like ‘Hoover’ and ‘Google’, everyone is doing it. If you happen to be launching a new brand, maybe choosing a name with the magic double ‘o’ is a good idea? That coincidence aside, Zoom is now helping many organisations and businesses to stay in contact with customers, suppliers and colleagues. Creative ways have emerged to hold sales meetings, conferences, product presentations and assessments and we can still read body language and look people in the eye.

ENGAGE YOUR AUDIENCE

If you work with riders, trainers or other stakeholders that have an interesting story, use them to engage your audience. Some of the best webinars have been akin to sitting in a pub with a famous person, having a chat over a drink, providing a unique insight or behind the scenes view. Ideally, get two or three people to chat about a topic in a friendly and informal way. Make sure you have a strong pre-promotion campaign to maximise your reach. Social media is a great way to do this, as well as direct email marketing to your database. Once you have agreed on the general format and content, you need to put together a storyboard to help you stay on track. Decide what content you will include, such as videos, interviews, PowerPoint presentations or a live tour. Your storyboard should include approximate timings and information such as who will launch videos, polls and when you will take questions.

LIVE INTERVIEWS

HUNDREDS REGISTERED

When the idea of a webinar was first muted with one of my clients, it was hoped that it would appeal to a hundred or so people. The first event attracted 924 registrations and over 600 attendees. Webinars quickly became a weekly event. It should go without saying that your webinar must be interesting. You may have a database of contacts who are interested in your product, but they are unlikely to want to sit down for an evening to watch you telling them how good it is, unless that story is very special indeed. As with every marketing campaign, the first thing is to establish your aim, identify your target audience and determine the key message. Ask yourself what your audience want to hear about; how you can provide them with added value and plan a topic that will appeal. What time of day will suit your audience best? Be prepared to hold your webinar in the evening, especially if you want to engage with riders and owners who may be busy during the day. Or choose to run it in daytime if your audience will be workers sitting at their desks. 38 | EQUESTRIAN TRADE NEWS SEPTEMBER 2020

Using a mobile phone for live interviews and tours is fine, but there are some things to remember. Always hold the phone horizontally so that the picture is landscape. Most computer screens are landscape orientation, and this will ensure your picture fills the screen. Make sure that your presenter is facing the camera when speaking, especially while walking, as their voice may be lost if they turn away. Also, check in advance that your mobile signal remains strong during your tour, or that you have WiFi available, so you can avoid any areas where the signal is likely to drop out.

VISUAL APPEAL

Pay some attention to your background. If your surroundings are inappropriate, such as if you must broadcast from a bedroom, you can use a virtual background to block out the room. However, a more effective option is to use a pull-up banner to add some branding. Your presentation needs to be visually appealing. Good quality video content is useful and can be shared from your screen, with your webinar platform optimised for video and sound presentation. Short videos with live commentary to illustrate your points will help to keep your audience attentive. Make use of the various options for audience participation, such as polls, to learn about your audience profile. This can be particularly useful to help you pitch your presentation at the appropriate level. WWW.EQUESTRIANTRADENEWS.COM

BETTER BUSINESS | ETN Q&A SESSIONS

The Q&A facility is a great way to engage your audience and you should allow some time for this. The chat function may be used for general feedback or switched off if you prefer. A useful tip is to have a colleague on your panel to monitor the questions and chat to ensure answers are provided during the presentation. You can have several panellists as part of your presentation and, in quiz show fashion, the system ensures that the person speaking is in the main camera frame. There are a number of controls to help the host, including a clever spotlight feature which allows you to keep the camera on one presenter while others speak.

PRACTICE MAKES PERFECT

You are strongly urged to make use of the practice session before your broadcast goes live to check everything is working. Once you hit the broadcast button, all your attendees can see and hear everything. Remember to click on the record button at this stage, as you will want to keep the recording to watch again. Webinars can be an extremely useful way to provide information to enlighten and educate your audience. Most of all, they should be enjoyable, interesting and engaging. Try not to let your presentation go on too long. Depending on the topic, an hour is enough with some extra time for Q&A at the end. Whilst the interest and acceptance of webinars has come about due to the restrictions of Covid-19, the advantages of cost saving and environmentally friendly benefits have now been recognised and virtual meetings are likely to be here to stay.

If you would like help or advice on hosting a webinar, contact Rachael Holdsworth on 07850 017587 or email rachael@holdsworthpr.co.uk.

Holdsworth PR Your Voice in the Media Your Partner in Promotion We care about your brand, and getting your message heard in the equestrian world and beyond. You can trust our practical knowledge and experience to create innovative and effective marketing solutions. Put your reputation in safe hands.

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EQUESTRIAN TRADE NEWS SEPTEMBER 2020 | 39

ETN | RAMA PROFILE

Animal health on the road Meet Sandy Robertson, Registered Animal Medicines Advisor (RAMA), Virbac Equine SQP/RAMA of the Year and principal of Lincolnshire based mobile equine health service Equine Endo. What was your background prior to qualifying as a RAMA (SQP)? Since leaving school at 16, I’ve always worked in the equine industry. Before becoming self-employed and qualifying as a RAMA, I worked in equine welfare for over ten years. This gave me a close insight into the detrimental effects a lack of knowledge and an incorrect worming programme - can have on our horses. Seeing the fatal outcome of many horses, I knew we needed to do better. So I trained and worked alongside some great vets to have a better understanding of parasitology and faecal egg counts (FEC). This became my passion and my goal to set up my own mobile business. I told myself: “If you don’t do it now, you never will.” I wanted to provide a service where customers could get their horses tested and weighed at the same time, while getting advice on weight management and health concerns. I set up my business at the end of 2015, shortly after I qualified as an AMTRA RAMA/SQP, then had my premises registered with the VMD. Being a mobile laboratory allows me a good insight into different yard practices, and to have a better understanding of the individual needs of clients and horses. Following that process, I can prescribe the correct wormers for clients, and give in-depth advice. What’s a typical day for you? My work can vary from day to day. I generally set out on my journey to yards early, arriving and setting up ready for a day of weighing horses and doing FECs on-site. I enjoy the education side the most. Having face to face contact with clients and being able to advise them on a targeted worming approach, helping them to have a better understanding of issues like resistance and under-dosing, over-use of certain chemical groups, and assisting with any weight issues the horses may have. The feedback I receive after visiting yards is very rewarding.

Sandy’s Equine Endo business offers weighing and worming services and, importantly, advice.

40 | EQUESTRIAN TRADE NEWS SEPTEMBER 2020

Sandy Robertson in her mobile lab.

What do you feel is the most important aspect of your role as a RAMA? Definitely the educational aspect. Helping clients understand about parasites and the wormers used, in terms they understand. I advise on how resistance happens, and how to slow-down the process with pasture management, alongside an effective worming programme. Encouraging owners to have the horses weighed and the importance behind it, giving advice on weight management, it is all key. Having a state-of-the-art weighbridge, with no wires or bars, allows the horse to feel relaxed about the experience of being weighed. What are the most important skills and qualities a RAMA should demonstrate? Being able to communicate effectively with customers. You must listen to what is being said and decipher the information you receive. Not all customers are easy, some know what they want, even if it’s not the choice you Sandy’s state-of-the-art weighbridge would advise. It’s up to the helps horses relax. individual RAMA to have the confidence, knowledge and empathy to disagree and guide them in the right direction. Once you have given the reason behind your decisions, you gain their trust. It all works hand in hand. I like to build a rapport with clients, so they feel at ease asking questions. Do you have a particular success story where you have been able to make a real difference? One of the main stories that sticks in my mind is of a client who had several horses, one being a nine-month-old foal. She said the foal always looked rough, never healthy. I went out to test and weigh, and he did have a high FEC. It took many months to get him to start going in the right direction. It involved guidance on correct wormers to use, help with land management and resting paddocks, plus several extra FECs to check the efficacy of each product used. A year on, and he now a yearling and looks amazing; although he still sometimes has a medium count. It’s so rewarding to have a close relationship with a client and her horses. WWW.EQUESTRIANTRADENEWS.COM

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EQUESTRIAN TRADE NEWS XXXX 2020 | 41

ETN | AMTRA PROFILE

Behind the worming jargon… It’s key to horses’ welfare and has an important commercial element. Yet, to outsiders, the world of animal health and horse wormers can appear to be littered with incomprehensible acronyms and terminology. ETN asked Stephen Dawson, Secretary General of the regulatory body AMTRA, to explain more about his organisation, the role of Registered Animal Medicine Advisors (RAMAs) – and why the name has changed from SQP. WHAT IS AMTRA?

AMTRA is the Animal Medicines Training and Regulatory Authority, an independent body responsible for making sure the prescription and supply of POM-VPS animal medicines (for horses and farm animals) and NFA-VPS medicines (for dogs, cats and other pets) is undertaken in a responsible way by AMTRA-qualified people. These animal medicines include many wormers, vaccines, and tick and flea treatments. AMTRA has been working since 1986, and has been appointed by the DEFRA Secretary of State to keep a register of RAMAs/SQPs.

pharmacists and veterinary nurses – who conduct the oral exams for new candidates, and who advise us on other matters.

WITH WHICH OTHER ORGANISATIONS DOES AMTRA WORK?

The AMTRA secretariat is supported by a strong board and council. The AMTRA board is made up of representatives from BETA, the British Veterinary Association, the Royal Pharmaceutical Society, the Animal Health Distributors Association, the NFU and the National Office of Animal Health. The AMTRA council includes representatives of the AMTRA assessors, plus six RAMA representatives, including an equine RAMA representative. The representatives play a vital role, providing a real-world perspective from their fellow RAMAs and the businesses, including retailers, they work for. The council also includes two observers, representing educational partner Harper Adams University and the Veterinary Medicines Directorate (VMD).

WHAT ARE AMTRA’S MAIN ACTIVITIES?

WHO ARE THE KEY PEOPLE AT AMTRA?

The AMTRA secretariat is based at our offices in Woolpit, near Bury St Edmunds in Suffolk, which I head up in my role as secretary general. I am supported by our chairman Philip Sketchley, and our team of staff. The team includes IT & communications executive John Greenstreet, executive officer Lesley Cooper and administrative officer Sue Cutler. We have a dozen assessors – vets,

Throughout various challenges over the years, it has been our remit to help explain the UK’s unique distribution channel for certain animal medicines, and to ensure it remains robust and carries the ongoing respect of UK government and the sectors we work with. We work closely with Harper Adams University to develop and maintain a qualification that meets the needs of animal medicines advisors, but also the requirements of government. Crucially, AMTRA is required by law to ensure that its RAMAs undertake mandatory CPD during each two-year CPD period to remain on the register.

42 | EQUESTRIAN TRADE NEWS SEPTEMBER 2020

We work closely with several partners, including of course ETN, to provide access to CPD resources. While Covid-19 has put a stop to face-to-face CPD for now, we are hopeful this will resume in the coming months. However, this has accelerated an existing trend for professionals turning to other forms of CPD including that in this magazine and online. With many traditional face-to-face providers now offering the same material via videoconferencing such as Zoom, there are no plans to extend the current CPD deadline beyond 30 June 2021. There are many good opportunities to access CPD, with details at www.amtra.org. uk, as well, of course, as looking out for CPD articles and quizzes in ETN.

WHAT ARE AMTRA’S MAIN AIMS/PROJECTS FOR THE NEXT THREE YEARS?

One of our key projects is the change in name to Registered Animal Medicines Advisors (RAMA) from the current legal title Suitably Qualified Persons (SQP). This change better reflects the crucial role of these registered and qualified professionals. We envisage that an official change WWW.EQUESTRIANTRADENEWS.COM

AMTRA PROFILE | ETN could be implemented within the new Veterinary Medicines Regulations in January 2022. This is part of our wider remit, to raise awareness among animal owners about the role of RAMAs. We have been engaging with industry and will be introducing a new range of supportive materials and digital resources to support businesses in doing this. This awareness helps avoid problems when prescribing and supplying medicines including wormers. AMTRA RAMAs are required by law to obtain certain details from the animal owner or those purchasing animal medicines, before medicines can be prescribed and sold. Improved awareness will help this process and ensure equine customers are getting the best advice and healthcare for their animals.

IT’S WELL KNOWN THAT AMTRA REGULATES RAMAS’ QUALIFICATIONS AND REGISTRATION. BUT WHAT OTHER SUPPORT DOES IT OFFER ANIMAL MEDICINES ADVISERS?

The AMTRA team is always working to raise awareness and identify areas where we can address any concerns our RAMAs may have. Recently an anonymous telephone survey targeted a cross-section audience of stakeholders, industry partners as well as trade and consumer press. Respondents included animal health charities, professional industry bodies, medicines manufacturers, as well as livery yards, farmers and retailers. The aim was to evaluate the perceived performance of both AMTRA and our RAMAs within our industry, including the views of animal owners. While the survey revealed a good understanding of the training and CPD undertaken by RAMAs, there are opportunities to work with industry partners, for example to raise awareness amongst RAMAs’ colleagues, about their important role.

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The challenge is always to achieve greater awareness amongst industry, ultimately to educate animal owners on this valuable RAMA resource.

HOW DOES AMTRA SEE THE ROLE AND IMPORTANCE OF RAMAS FOR THE FUTURE?

It is important that we constantly evolve and develop to ensure AMTRA RAMAs remain as important and relevant to animal health as they are today. A key development is the broadening of the syllabus and deepening of the qualifications, with plans well advanced to move to Level 5 assessments. We have been developing the modules, syllabus and qualification alongside Harper Adams University, to better serve the evolving industry in which we operate. We will continue to work to ensure AMTRA RAMAs are delivering the highest standards, and this is only achieved by developing and maintaining a close contact and communication with the industry we serve.

REFRESHING KNOWLEDGE, EARNING CPD POINTS Look out for AMTRA accredited CPD feature and quizzes in ETN: In this issue – part two of an in-depth look at the health and nutrition of veteran horses, with Kate Hore of NAF. See page 26.

PLUS – Dr Wendy Talbot of Zoetis on what your customers need to know about autumn and winter worming. See page 46.

UPCOMING CPD QUIZZES

• October issue – focus on feed balancers • November issue – the importance of fibre feeding for horses • ETN’s AMTRA accredited CPD features also appear on our website at www.equestriantradenews.com where quizzes can be completed and answers submitted too.

EQUESTRIAN TRADE NEWS SEPTEMBER 2020 | 43

ETN | NEWS & DEVELOPMENTS

Coronavirus has made this a challenging year… ivermectin, pyrantel or fenbendazole. Rotating the drugs used for summer worming, every year or every other year, has been suggested to reduce the selection pressure for resistant worms.

TAPEWORM

RAMAs/SQPs have faced new challenges when prescribing horse wormers during 2020, says Rosie Naylor, technical product manager – equine, Virbac UK. Restricted contact with horse owners and reduced footfall in many retail outlets have made it more important than ever to be proactive in promoting appropriate worming strategies as autumn approaches.

As tapeworm infestation is not picked up by routine FECs, and only two of the available wormer ingredients will effectively treat tapeworm infections, specific testing is required every 6-12 months to determine if treatment is needed. Traditionally this has been performed in the autumn and again in the spring if required. The exact time is less important than the interval between tests. Tapeworm treatment is often combined with an autumn roundworm treatment. Only products that contain praziquantel and pyrantel are effective against tapeworm. Pyrantel is more effective when given at twice the standard roundworm dose, although it is only licensed to treat one species of Anoplcephala, the major equine tapeworm. Praziquantel is licensed to treat all three species of tapeworm.

DIRECTION

WINTER WORMING

Worming regimes must be designed in collaboration with the horse owner, to identify and target the horses that need worming and use the most appropriate product when treating them. This will be determined by the type of worms encountered and the time of the year. Programmes should be designed on an individual basis, taking into account the history of worm related disease on the premises, husbandry practices, the health status of the animal and the risk of disease. The results of any previous testing for parasites and treatments administered over the past 12 months should be determined. A good worming programme for adult horses includes:

FAECAL WORM EGG COUNTS Faecal worm egg counts (FEC) should be performed every 2-3 months from March to September, to assess the roundworm burden in each adult horse. This will help to identify the 20% of horses that typically require treatment. Horses with a FEC of >200 eggs per gram should be treated with

Over winter, small redworm larvae can encyst within the wall of the horse’s intestines. The re-emergence of a large encysted worm burden can cause significant disease. Young animals are at greatest risk of disease, particularly animals that have had high worm burdens identified throughout the previous grazing season. Moxidectin remains the only effective treatment against encysted small redworm in many areas therefore resistance is a concern. A recently developed blood test for encysted small redworm infection allows moxidectin treatment to be directed to those horses where it is required.

DOSAGE

It’s vital that horses receive the correct amount of wormer for their weight. Underdosing is thought to be a major factor in the development of resistance and renders the treatment ineffective. Owners tend to underestimate their horses’ weight, so many are unintentionally under-dosed.

DELIVERY

It’s imperative a horse receives the full dose of wormer, so ensuring owners are able to correctly and effectively administer the product is critical.

RESPONSIBLE WORMING

Studies show that many horse owners still do not adopt targeted worming strategies. This highlights the ongoing need to engage with owners at the point of sale and raise awareness of recommended practices. This is an important responsibility of prescribing worming products. Virbac 3D worming increases horse owners’ understanding of the subject of worming and supports RAMAs in delivering key messages. Content can be found on the 3D worming website; printed literature is also available. By sharing resources and working together we are most likely to achieve our objective of sustainable anthelmintic use and optimum horse health. • Equimax from Virbac is ideal for strategic spring and autumn worming, treating roundworms, bots and all three species of tapeworm in a single dose. Eraquell is ideal when summer worming for roundworm is required. • Both wormers are available in ergonomic syringes to treat up to 700 kg bodyweight.

PASTURE MANAGEMENT

Parasite levels in the horse’s environment, and therefore the need to administer wormer treatments, can be drastically reduced if pasture is well managed. Horse owners should avoid overstocking, poo pick at least three times per week, co-graze horses with sheep or cattle, rotate and rest pastures and graze young horses separately from older ones.

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NEWS & DEVELOPMENTS | ETN

Don’t forget encysted small redworm

Equest and Equest Pramox from Zoetis are the only products available to treat for encysted small redworm in a single dose. Equest is an oral gel containing moxidectin for single dose control of roundworms - including encysted larval stages of small redworms, and bots. Equest Pramox is an oral gel containing moxidectin and praziquantel for single dose control of all three species of tapeworm, roundworms - including encysted larval stages of small redworms, and bots. Equest and Equest Pramox are licensed for use in breeding, pregnant and lactating mares and have been shown not to adversely affect the fertility of mares. Equest and Equest Pramox are available in 700kg syringes and have the longest dosing interval (13 weeks) for small strongyles of any equine wormer currently available. Speak to your Zoetis account manager to find out more.

What’s in it for retailers? Westgate Labs offers worm control services for retailers to resell – whether or not they employ or are a RAMA/SQP. Popular test kits from Westgate Labs include worm egg counts, pinworm tests, and a faecal sand test to guard against the risk of sand colic. The kits – now available in compostable packaging - contain everything the horse owner needs to take and send a sample for testing. Westgate Labs also offers a bespoke direct-to-merchant service with the paperwork customised to a retailer’s brand. This way, RAMAs/SQPs can get more involved in selling the kits and giving the results and advice. In current times, when it may not always be easy for horse owners to get face-to-face advice, Westgate Labs’ website is packed with easy to follow instructions and videos on how to use its testing kits. There’s also a wide range of useful and timely information to be found there for RAMAs/SQPs and owners.

NEW!

Shout about your internet wormer sales If you sell equine wormers online, be sure to let potential customers know you’re a reputable retailer. The Veterinary Medicines Directorate (VMD) Accredited Internet Retailer Scheme (AIRS) scheme is voluntary and free to join. Once you’re approved, your business can display the scheme’s logo, along with your unique AIRS reference number, on your website. The VMD is a government agency responsible for assuring medicines for animals are safe, effective and of good quality. It developed AIRS to give online buyers confidence that the medicines they are buying are authorised, appropriate and effective. UK-based retailers can apply to join the AIRS scheme. Most of the criteria are existing legal requirements, so you should already be complying with most of them.

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EQUESTRIAN TRADE NEWS SEPTEMBER 2020 | 45

Autumn and winter worm control: what your customers need to know By Dr Wendy Talbot, national equine veterinary manager at Zoetis Worm control is a foundation block for good horse health and performance and, whether a vet or a Registered Animal Medicines Advisor (RAMA), we have a duty to help horse owners make the right choices about worming. Talking about worm control may not be quite as exciting as chatting about tack or riding kit, but explaining your role as a RAMA can help open the door to the less enthusiastic customer. You have worked hard to obtain and retain your qualification as a highly knowledgeable advisor and prescriber of wormers; making your customers aware of your expertise is likely to make them more receptive to what you have to say.

high egg counts further tests at 8 weeks may be recommended; whereas a horse with consistently low counts, good pasture management and no signs of disease would be more likely to need testing every 12 weeks. It is important to remember that even if a horse has a FWEC < 200epg, if it is showing any signs which may be related to a worm burden it should be evaluated by a vet to determine if a treatment is required.²,³

AUTUMN AND WINTER PRIORITIES

At this time of year most parasites are

entering a less active phase and by winter the potential for further pasture contamination is reduced. However, encysted small redworm, tapeworm and bots will need special attention during this time.

ESRW: Key points for your customers

• During the autumn, the larval stages of the small redworm can stop developing inside the horse’s gut and enter a type of hibernating state known as encysted small redworm (ESRW).³ • Large numbers of encysted small redworm larvae can be present and because larval stages do not produce

COUNTDOWN TO WINTER

Parasite life cycles are linked to the seasons, which is why one of the first rules of worm control is to take into account the time of year. The summer months present the ideal environmental conditions for the development of eggs and larvae on the pasture. This can lead to high pasture contamination and increase the potential for horses to acquire new parasite burdens, predominantly small redworms, and this is why regular faecal worm egg counts (FWECs) every 8-12 weeks from March to October, are so important.¹

Eggs per gram

Treatment is usually recommended if there are greater than 200 eggs per gram (> 200epg).1 The exact timing of further FWECs is determined by a number of factors including the egg count detected, the age and circumstances of the horse and the wormer last used for treatment.² For example, for a horse with previously 46 | EQUESTRIAN TRADE NEWS SEPTEMBER 2020

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CPD FEATURE | ETN

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• •

•

eggs, they cannot be tested for using faecal worm egg counts. However, a vet can carry out a specific blood test which can show if encysted small redworm are likely to be present. ³ Large burdens of encysted small redworm can cause a condition known as larval cyathostominosis when they emerge from their hibernating state. The resulting diarrhoea, colic, and severe weight loss can be fatal, especially in young horses. This typically happens in the spring but in some cases can occur earlier in the winter period. ³ All horses of more than six months of age should be blood tested or dosed with a wormer that will treat for encysted small redworm in autumn/ winter, regardless of their FWEC. ⁴ Moxidectin is the only active ingredient licensed to treat encysted small redworm in a single dose. A five-day course of fenbendazole is also licensed to treat encysted small redworm but there is widespread evidence of small redworm resistance to fenbendazole, including the fiveday dose so a resistance test is recommended before using it. ³ Treating with a wormer that does not specifically target the encysted stages (ivermectin, pyrantel or single dose fenbendazole) during late autumn and winter can actually increase the risk of a horse with a high ESRW burden developing larval cyathostominosis.⁵

Tapeworm: key points for your customers

• In the UK the highest burdens of tapeworm are seen at the end of the grazing season.⁵ • They can result in a number of healthrelated problems, ranging from loss of condition to diarrhoea and colic. An infected horse has been shown to be 26 times more likely to develop colic associated with an obstruction of part of the small intestine (ileal impaction colic) than a non-infected horse, and eight times more likely to experience a type of cramping of the intestine resulting in spasmodic colic. ⁶ • To control tapeworm horses should be dosed with praziquantel in a combination wormer or a double dose of pyrantel at six-monthly intervals usually spring and autumn. ⁶ Alternatively, a blood or saliva test can be carried out to establish antibody levels. ⁷

Bots: key points for your customers

• The female bot fly is a prolific egg layer. She can produce up to 1,000 distinctive yellow eggs on the hair on the horse’s legs and shoulders or around the eyes, mouth and nose.

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• Horses can inadvertently ingest the bot eggs while grooming themselves or a companion. The bot larvae will mature in the horse’s mouth and develop in the stomach over winter before emerging in the spring or summer via dung. The larvae then burrow into the ground and develop into adults. Depending on the conditions, the adults emerge one to two months later and the cycle begins again. ⁵ • The best way to control bots is to administer a suitable wormer in the winter, after the first frost when the adult flies have died and before the bots mature. ⁸ • The correct worming protocol will not only help to safeguard the health of the individual horse but will also have an impact in reducing the bot fly population in the area. • A practical and cost-effective solution may be to combine a bots treatment with ESRW and tapeworm treatments using a single dose of moxidectin and praziquantel.

DOSING FOR OTHER WORMS Large redworm, although uncommon, can be a re-emerging problem in some populations, especially where wormers are not used for prolonged periods of time. For most horses these parasites should be adequately addressed incidentally within a worming programme for small redworm by the administration of either moxidectin or ivermectin once or twice a year. ⁸ Pinworm, liver fluke and lungworm may be a concern for some horses – remember to mention these to your customers to see if their horses may be at risk. ⁵ Foals and young horses are more susceptible to worm-related disease and the parasites can differ from those of adult horses. Foals require treatment for

ascarids twice in the first 6 months of life (at 2-3 months of age and then again at 5-6 months of age) and careful, frequent monitoring and treatment for redworm from 6 months to 3 years old. ⁵,⁹,¹⁰

GOOD WORM CONTROL INVOLVES MORE THAN JUST WORMING Paddock management

Poo picking, ideally every day, will reduce the overall worm burden and thus the need for excessive use of wormers. Some of your customers may be in a position to create smaller paddocks so that each field can be alternately grazed, harrowed and rested. Harrowing is not recommended in wet weather conditions because eggs and larvae are only effectively killed in dry hot weather. Paddocks should have low numbers of horses per acre to reduce the burden on the field. Cross-grazing with sheep and cattle is also effective at reducing horse parasite burdens on the pasture as they will ‘hoover up’ the worms without being affected. In some areas, liver fluke may be a concern for horses cograzing with cattle and sheep. ¹⁰

History

It’s a good idea to encourage your customers to keep thorough records so that they have a history of the wormers used and the results of tests for the whole year and not just from the last wormer. They can share this information with you or their vet to make sure the correct parasite threat has been targeted at the correct time and to avoid overuse of the same types of wormer.

Faecal egg count reduction tests

Faecal egg count reduction tests (FECRTs) are useful to check that wormers are working properly. The test involves taking an FWEC immediately before and two

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ETN | CPD FEATURE

RAMA CPD QUIZ SELECT YOUR ANSWERS AND TICK THE BOXES 1. How frequently should FWECs be conducted? Every 4 weeks Every 8-12 weeks Once a year

weeks after worming to assess how effectively the wormer has reduced the level of worm eggs being shed. The results can indicate if there may be resistance developing to the active in that wormer. 8

Weight matters

In addition, horses should always be weighed before worming for accurate dosing. Establishing a horse's weight by guessing and not using a weigh tape or weigh bridge, means risking giving the horse an overdose or insufficient dose of wormer. It’s particularly easy to underestimate the weight of our horses, which can result in under-dosing and contribute to resistance. 3

New yard members

New horses should be introduced to the yard carefully: A new horse could bring the unwelcome addition of high levels of worms, with the extra problem that these may be worms that are resistant to some of the worming treatments currently available. This means they may be tougher to get rid of and they could cause ongoing problems for the entire yard. Remind your customers to test any new horses and treat them accordingly and then keep them in for at least 48 hours to avoid contaminating grazing. References 1. Rendle D (2017) De-worming targeted plans. Vet Times, Equine, Vol.3 Issue 1 p16-18 2. Hallowell- Evans C and Hallowell G (2017) Vet Times, April 24 3. Matthews JB (2008) Equine Vet Educ, p 552-560 4. Austin Davis Biologics Ltd. Small Redworm Blood Test Press Release. https://www.austindavis. co.uk/small-redworm-blood-test. Accessed 11th October 2019 5. Reinmeyer CR and Neilsen MK (2018) Handbook of Equine Parasite Control. 2nd ed. Hoboken, NJ: John Wiley & Sons. 6. Proudman CJ (2003) Journal of Equine Veterinary Science 23 (1) 6-9 7. Austin Davis Biologics Ltd: Elisa Kits. https://www. austindavis.co.uk/elisa-kits. Accessed 8th April 2020 8. AAEP (2019) Parasite Control Guidelines 9. Nielsen (2016) Evidence-based considerations for control of Parascaris spp. infections in horses. Equine vet. Educ. 28 (4) 224-231 10. Matthews JB (2017) Helminth control programmes for equine yearlings at pasture. Veterinary Times; 47(8):22-22, 24.

2. A worming treatment is generally recommended at how many eggs per gram? 100-200 epg Greater than 200 epg 50-100 epg 3. Which worms don’t show up in FWECs and will need special attention during the Autumn/Winter? Redworm, roundworm and tapeworm Pinworm, bots and encysted small redworm Encysted small redworm, tapeworm and bots 4. What is larval cyathastominosis? When redworm hibernate in the horse’s gut When tapeworm emerge and cause colic When large burdens of encysted small redworm emerge from hibernation 5. Which horses should be blood tested or dosed with a wormer to treat for ESRW? All horses of more than 6 months of age Horses with an epg of more than 200 All horses that have not had faecal worm egg counts conducted

RAMA CPD Questions Septembe r 2020 ETN

6. To which active is there widespread evidence of small redworm resistance? Fenbendazole Moxidectin Pyrantel 7. When are the highest burdens of tapeworm seen in the UK? At the start of the grazing season During the grazing season At the end of the grazing season 8. Where does the bot fly lay her eggs? Around the legs, shoulders and face Around the anus On the belly and between the hind legs 9. How frequently should foals be treated for ascarids? Once in the first six months of life Twice in the first six months of life Once before they are a year old 10.What is a faecal egg count reduction test? It is a test to assess if there is possible resistance to a wormer It is a special test to reduce the need to conduct regular worm egg counts It is an annual test to show how many eggs are being shed

SEPTEMBER 2020 2 CPD POINTS Full name Company name/ address Email Telephone number AMTRA number Send your completed answers to: ETN/CPD Feature, Equestrian Trade News, East Wing, Stockeld Park, Wetherby, West Yorks, LS22 4AW. FIND IT ONLINE: ETN’s CPD features are also available at www.equestriantradenews.com If you submit answers to the quiz on-line, please do not submit them by filling out the printed form as well - and vice versa.

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County Court Judgements from England and Wales and the Scottish version, which are called Court Decrees. The judgements listed are those recorded by the Registry Trust Ltd and appear to be of a commercial nature. Judgements/Decrees can be for damages rather than debts, and their listing here does not imply an inability to pay.

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