Expand Your Horizons—Go International

In recent years, the demand for imported horse has increased dramatically. Specifically in the upper levels of dressage, show jumping, and eventing, the desire for imported European warmbloods gives United States trainers and breeders an excellent opportunity to expand their businesses.

Communication between the local trainer/breeder, the customer, and the breeder/trainer abroad is essential to creating a successful international business. Eliminate unnecessary confusion and commission fees for the customer by dealing strictly the customer, international contact, and veterinarian; do not employ more agents and “go-between” men. A close relationship with the trainer abroad will only enhance the knowledge of the horse and its suitability for each individual customer.

Ultimately, the customer has the means to go abroad himself and search for a horse; he seeks your advice to quicken the process and find a horse that will truly match his desires. Therefore, a trainer must take into account that he imports for a customer, and he should make the process as straightforward and effortless as possible for the customer. Although customers will want to be involved in the process, the trainer should address all aspects of the purchase before it begins and should have a flawless, proficient system in place that eliminates any possible customer stress.

Services to consider when importing for a customer:

• Customer-horse suitability tests
• Extensive pre-purchase veterinary exams before import
• Partnership with a transportation company to decrease risks and complications associated with the importation and quarantine processes
• Importation insurance policies and horse mortality insurance policies
• Proper registration with American showing and breed organizations

The trainer/breeder should have a personal contact in Europe. Ideally, the local trainer has visited the European facility in order to best evaluate the foreign trainer, the quality of his horses, and his suitability to work in a professional setting. Both trainer need to have a common understanding of terms so the customer-horse pair may truly be a match. Certain suitability tests accompanied by videos and explanations will help to ensure customer satisfaction.

Trusted veterinary examinations prior to the purchase are crucial to avoiding future frustration. Most customers prefer to work with their local veterinarian. Provide uncomplicated, efficient means for this vet to work with the veterinarian abroad; they will need to share test results, x-rays, and video footage of the animal in motion. If necessary, address a language barrier by hiring a translator with sufficient knowledge in equine terminology. Do not import a horse without it passing extensive pre-purchase exams.

Partnering with an equine transportation company may diminish complications during the actual importation and quarantine of the horse. These companies are well established and have a thorough understanding of the processes. Research and choose a company that offers several quarantine locations, air transport that complies with US regulations (regulations vary from country to country; its best to choose a service with its base in the US), and registered US Customs brokers license. Horses must meet the criteria of both US Customs and the US Dept. of Agriculture.

Please see the United States Department of Agriculture website for more information on current animal/animal product import and export policies: http://www.aphis.usda.gov/import_export/index.shtml

Horses travel at their own risk. Customers must be made aware of this fact. Provide your customers with a means of insuring their horses by offering the names of insurance companies that offer importation/mortality policies.

Since the majority of imported horses show competitively in the US upon arrival, offer the customer easy access to showing and breed registries, such as the United States Equestrian Federation (USEF). This is a simple procedure, but offering to register the horse for the customer will only improve your standing in his eyes.

Expanding abroad requires a sufficient amount of research and partnering, yet once set, the system works itself. Success in the equine industry relies heavily upon word of mouth—exemplary customer satisfaction is absolutely necessary to profit; provide the customer with a straightforward, stree-free international experience an your business is sure to meet success in the long run.