The first annual Merial Champions Summit was held May 13th through the 15th in beautiful Napa Valley, California. Twelve trainers and their guests enjoyed a day and a half of information and education on the latest products from Merial and other AQHA corporate sponsors. The lucky invitees met horseman and women from all across the country and discussed business management, horse care, insurance updates, and financial planning. Of course, wine tastings and great meals rounded out the program and provided great forums for these professionals to share best practices.
Some of the trainers invited included: Ronald Stratton, Robin Frid, Stephanie Lynn, Jerry Erickson, Joni and Craig Nelson, Pete Kyle, and Teddy Johnson.
“The objective of the meeting was to offer valuable business-minded information to trainers in an effort to increase the relationship we have with these key customers,” says Beckie Peskin, Merial Senior Equine Product Manager. “We asked AQHA to provide us with a list that was a mix of well-established and up-and-coming trainers. The feedback we received was excellent. The trainers were thirsty for this business-related information and we were happy to bring it to them. After all, healthy business equals healthy horses–that’s good news for us.”
Merial reached out to Bank of America and Markel who provided speakers on financial/ retirement planning and liability and insurance issues respectively. Denise Ferris, an equine attorney, spoke about various topics including concerns with the use of unapproved equine drugs–some of which many horse owners and trainers are led to believe are actually generics. One of Merial’s Sales Representatives, Jack Chellew, then spoke about profitability, communication, and providing value. Finally, one of their equine veterinarians spoke on equine stomach ulcers – why and how they happen, how they can be treated or better yet prevented with their products.
“The purpose of the gathering was not only to familiarize the participants with Merial products,” says Ruth Ellen of The Horse Source, who attended the event with her friend, Jerry Erickson. “Far from it. In fact, a large majority of the time was spent on other subjects. Merial wants the trainers to succeed in all aspects of their business, and successful trainers are the ones who are able to take excellent care of their horses.”
Trainer Larry Spratto from Wisconsin told GoHorseShow that Merial even put their craft-making skills to the test.
“They had us break up into three teams, gave us a bag of craft supplies and had us recreate a horse’s digestive system and then give a short talk on how their products work,” Spratto explains. “It was a little like, The Apprentice–it was a great group of people that made it fun and informative.”
Amateur Maggie Bellville of Atlanta, Georgia, who was a guest of her trainer, Ronald Stratton, says that the most compelling element of the seminar was the talk, “The Winning Difference,” which was given by Jack Chellew.
“One of the many great points he made to the horsemen was to know your customer. Know their goals and plan to help them get there,” Bellville states. “And overcommunicate! Talk to your customers–involve them. Customer service is part of your business. It was eye-opening and rang true with everyone there.”
Stratton told GoHorseShow that it was a privilege to attend the seminar. “This summit was very informative and lots of fun. Ward Stutz from AQHA had a round table meeting on the Professional Horseman’s Association and also talked about the status of animal welfare in our industry. It was great to swap industry ideas with so many great horsemen and horsewomen that I respect as leaders in our industry.”
Trainer Joni Nelson of Davenport, Iowa was also impressed by Merial’s innovative way to get some of the top professional horseman together to discuss matters in the industry. “We wish that this was done more often because so many trainers need to have these issues put in front of them and discussed without being around the horses.”
Peskin states, “Our goal is to recreate this event–possibly on a regional basis in an an effort to better serve these important customers. I’m very proud of the event and most attendees offered to help us bring this type of summit to their colleagues.”
