Seeds were first sown about 1952, and carefully nurtured in the offices of Light Horse, and Pony Magazines - now Horse and Rider, and Pony Magazines - by, at that time, David Murphy, and Colonel C.E.G. Hope, Editor of Light Horse and Pony, and Charles Harris, recently returned from the Spanish Riding School of Vienna. David Murphy was the Publisher, and one of his daughters, Marion O'Sullivan, is currently Executive Director of these two successful equestrian magazines.
Whenever those three enthusiasts got together, in the tiny offices, on the top floor of 19 Charing Cross Road, there would be rather hectic 'committee meetings', because the trio felt higher standards of equitation, and riding safety, needed much more public support, and encouragement, and the only way to set about such a task, was to try and get the riding schools involved somehow.
The controversial, logical, and often provocative equestrian critiques, and articles by 'CH', in issues of the Light Horse - at that time - was causing some concern among 'the authorities', and 'the establishment', but drawing encouraging comment from riding schools up-and-down the country. both David Murphy, and Col. Hope, were sure that if in some miraculous way, those riding schools showing such an interest in 'CH's' output, could be brought together under the banner of the Light Horse, to form some sort of professional association, this could well be the start to raising riding, and safety standards throughout the country.
Perhaps at this stage the written word(s) of 40 years ago, should take over from recollection, and present the historical facts, as recorded by Col. Hope in Light Horse, which led to the formation of the Association of British Riding Schools in 1954, which following the Association's first full active year, Col. Hope devoted almost the whole of the January, 1956, issue of Light Horse, to the activities of the Association of British Riding Schools.
We wish to make a special mention of Mr A.G. Jeffress FABRS, who on the formation of the ABRS, became its first Honorary Secretary, and to Marion O'Sullivan, for giving us permission to produce the photographs, and reports from those original copies of Light Horse, which for decades had been stored in her stables.
C.H.l
January 1954
A Happy New Year to all our readers, contributors, printers, advertisers, helpers, in short to everybody connected with the horse and equestrianism. May the year 1954 be an interesting and exciting one for us all, not to mention successful and prosperous, and above all for the cause which unites us.
I have reserved a special greeting for the Riding Schools, their proprietors and the clients, still the backbone of modern riding. These need all the help and encouragement that can be given them from the highest authority.
June 1954
A NEW ASSOCIATION
Proprietors of many of the leading riding schools in England met at 17 Devonshire Street, London, W.1, on April 8, 1954. The meeting, which had been called by the Editor of Light Horse and Pony, felt that the time was ripe for British riding masters to combine both in their own interests and for the benefit of the week-end riding public, and for the protection of the riding-school horse. The most effective way to do this would be to form an independent and exclusive Association of British Riding Schools, which would have as one of its main objects the protection of conscientious and efficient establishments from the competition of unqualified persons and the lowering of rates, which hurt the horse as well as the profession generally. Other functions would be the greater standardisation and improvement in instruction, concerted action against encroachments on riding facilities, and the establishment of a system of inspection and approving of schools by the riding masters themselves.
A resolution "that an Association of Riding Schools be formed", proposed by Mrs Shedden and seconded by Captain Younghushand, was carried unanimously. The meeting then proceeded to appoint a Committee to draw up a constitution and to discuss the future policy of the Association.
Members of the Committee are: Captain E.W. Younghusband, Chairman; Mr J.S.V. Pugh, Vice-Chairman; Mr A.G. Jeffress, Secretary; Major G. Warren, Mr E.L. Home, Mr G. Gilbert, Mrs C.F. Fry, Mrs K. Quicke, Mrs F.E.G. Shedden and Miss D. Guy.
It is the intention of this Committee to call another meeting in the near future at which a constitution will be presented and the Association will be inaugurated. The objects of the Association are:
1. To improve the standard of instruction and horsemastership in riding schools.
2. To deal with any problems of common concern to the proprietors of riding schools.
3. To act generally as a professional association for the proprietors of riding schools.
Proprietors of riding schools who wish to be kept informed about the Association are invited to write to the Secretary, The Association of British Riding Schools, c/o Messrs D.J. Murphy (Publishers) Ltd., 19 Charing Cross Road, London, WC2.
July 1954
The Association of British Riding Schools
Further progress has been made with the formation of this Association. A draft constitution has been prepared and circulated, and the first general meeting will be held at 17 Devonshire Street, London, W.1, on Monday, July 5, at 3 p.m. All riding school proprietors are invited to attend. Further information from the Secretary, R.A. Jeffress, Westerham Riding School, Hawley Corner, Westerham Hill, Kent. (Biggin Hill 0149).
August 1954
Riding Schools Association
I was interested in your note about the Riding Schools Association and announcement of a meeting on July 5. I am so sorry I shall not be able to attend, but would like my name to be brought forward as a member. I wish the project every success, as we have been neglected and treated like poor relations long enough.
James Dendle, llfracombe Riding School
With reference to your note on the proposed Riding Schools Association, I am sorry I shall be unable to attend the meeting on July 5, but I would like to say that I think such an association may be of great value to small establishments like my own, in our endeavours to keep a high standard in the care of our horses and in tuition. I hope that the association may be able to deal also with the question of charges for tuition and schooling and horses at livery, and perhaps advise proprietors about third party insurance cover, etc.
Mary E. Fletcher, Burcot Farm, Burcot, near Bromsgrove
I am glad to announce that, at a representative meeting of riding school proprietors from areas ranging between Lancashire and Sussex, it was resolved that an Association of British Riding Schools be formed with these objects:
(a) To improve the standard of instruction and horsemastership in riding schools, and to protect the riding school horse.
(b) To deal with any problems of common concern to the proprietors of riding schools.
(c) To act generally as a professional association for the proprietors of riding schools.
The following officers were elected: Chairman, Capt. E.W. Younghusband; Vice Chairman; Mr J.S.V. Pugh; Hon. Secretary, M. A.G. Jeffress; Treasurer, Miss Dorothy Guy; Public Relations Officer, Mr Gordon Gilbert. Committee: Mrs M.C. Maltby, Miss M.C. Disney, Miss E. Knox Thompson, Capt. W. Sumowski, Messrs S. Gibson, E. Lawson Horne, C.A. Monham, W.G. Oliver and J.D. Tilke.
Any inquiries should be addressed to me.
A. G. Jeffress, The Fox and Hounds, Westerham Hill, Kent.
We hope to have a report of the first general meeting of the proposed association in the next issue of Light Horse (September). Ed.
The Field on Riding Schools
What must have been present for some time in the minds of many people as a desirable possibility has now, at the instance of Lieut-Colonel C.E.G. Hope, editor of Light Horse and Pony, become an actual proposal: the founding of an Association of British Riding Schools ...
Of the many advantages which would flow from the efficient working of this Association, none is more attractive than the improvement, which should be the alternative to the elimination, of the incompetent riding establishment... But it is common knowledge that some establishments are still run by totally unqualified or unscrupulous persons who attract their inexperienced clients by charging a fee at which it is virtually impossible to feed the horses and ponies up to the work demanded of them.
If the Association could raise these unsatisfactory schools to a proper standard or, by ensuring that inexperienced riders are made aware of the advantages of the better-run establishments, lead to the disappearance of the bad ones, it would remove a form of exploitation which has existed far too long in this country.
From the Editorial of June 10, 1954, by courtesy of the Editor.
September 1954
The first General Meeting at 17 Devonshire Street which inaugurated the new Association of British Riding Schools may well be an historic one. Thirty-five schools were represented from all over the country, while letters of apology and support have been received from as many more - and, I understand, are still coming in. (As riding men are not normally the best of correspondents this speaks volumes for the strength of feeling engendered by the original proposal!) The temper of the meeting was significant. Those present were not to be led into a fait accompli, but showed during discussion - and indeed argument - that they were determined at all costs to form this association. The decisive vote for its formal inauguration was unanimous.
So far so good. It now rests with the new body to justify itself and make good its aims and ideals, which everything I saw and heard at that meeting makes it likely that it will do. This new association certainly deserves the good will and support of all connected with the horse world for its bid - in the words of the Editor of Riding in 1939 to "secure a recognised position for riding school proprietors similar to what many other professions already have".
October 1954
The newly-formed Association of British Riding Schools has quickly found something to get its teeth into, in the case of Miss Bridget Adams and the Shrewsbury Town Council. Miss Adams has run a riding school efficiently for seven years, and until last year she rented stables from Shrewsbury School and used their football ground for lessons. A year ago the agreement was terminated by the Bursar on account of complaints received of educational premises being used for commercial purposes. Miss Adams found a place for her horses, which happened to be next to an infant school. Before long she was told to leave there on account of danger to the children. She then used the front garden of her home as an assembly place. The Town and Country Planning Act was now brought into action and a writ was served on her last month. I understand that notice of appeal has been given and the A.B.R.S. will be represented as expert witness.
The bare facts alone reveal something that looks very like persecution, and the result may well affect the position of many riding schools. One point that arises in connection with the Shrewsbury School episode is that, if teaching riding for hire is commercial, then what is teaching cricket and football by people paid by the pupil's parents for the purpose? The A.B.R.S. have acted very promptly; Mr A.G. Jeffress, the Honorary Secretary, went personally to Shrewsbury as soon as the news was known, and there is no doubt that this action had good moral effect, if nothing else. What is now needed is the united power of all riding schools to fight in defence of one of their profession. This case shows more clearly than any argument how much this Association is needed. If the riding schools cannot fight their own battles, who else will fight them for them"
January 1955
The Association of British Riding Schools has been very quiet after its somewhat sensational - though that was none of its seeking - entry into the horse world, but it has not been inactive; The report on page 311 shows that progress has been steady, and that already it is beginning to fulfil some of its more important functions. The most significant of these is the success in defending a small riding school from encroachment - indeed from extinction - by local authorities (the opening phases of this case were the subject of a "comment" in the October, 1954 number). This shows the power for good behind prompt action by an organised body. If the riding masters can so act together in this early stage of their corporate existence, and without the prestige that some of the more eminent members of the profession could give, what will they not be able to do in the future? I venture to think that, during 1955, the initials A.B.R.S. will become as familiar and meaningful as B.H.S. or B.S.J.A., and that the original members will be proud of the privilege of having founded it. A happy New Year to the A.B.R.S.!
The Association of British Riding Schools
The Association was inaugurated in July, 1954, when the Committee was appointed to form an organisation, and to get things started. Since then it has enrolled 60 members and applications are still coming in; others have written but seem to be waiting developments.
The Association has already received enquiries such as "I am going on holiday where can I ride?" and has been able to guide the rider in the right direction.
A Borough Council has approached the Association regarding the suitability of a particular school and its ability to meet the Council's requirements. Once again it was able to give the right answer.
One school was having difficulties with the local Council regarding riding areas and facilities, and it appeared that the school would be forced out of business. The Association was asked to intervene and can report with pleasure that its efforts were successful.
Conversations have been held with some of the leading authorities of the British Horse Society on the most friendly and sympathetic basis, with a view to the closest possible co-operation between the two organisations. The point definitely emerges that they can be of mutual assistance and there is every reason to hope that a very close understanding will develop.
Consideration is being given to the issue of a Quarterly Bulletin. If these ideas come to maturity, the Association hopes to be able to keep riding schools aware of all the latest trends, to advise newcomers into the profession, and to give useful and practical hints to the old stagers.
March 1955
Association of British Riding Schools
On Monday, December 13, 1954, the Association of British Riding Schools held its first Annual General Meeting. Owing to the illness of Captain Younghusband, the chair was taken by Mr J.S.V. Pugh.
The officers in their reports were able to announce that, whilst there had been no spectacular moves, there had been a lot of solid spadework. A real organisation had been built, which covered the whole of the country. Some schools had been visited by the officers, while others had asked for, and received, advice.
The question of insurance was considered, and Mr Coles, an insurance expert, addressed the meeting. From his information it appeared that most schools could reduce their insurance costs by half.
Discussions had taken place between Commandant J. Licart, L.H., C.G., the President of the Syndicat du Maitre de Mandges de France, and the officers of the Association. The outcome was that the Commandant had been elected an Honorary Member of the Association, and Captain Younghusband, the Chairman of the Association, received a like honour from the Syndicat. The exchange of views had been helpful to both sides, and arrangements were being considered with a view to developing a closer co-operation.
Action had been started to protect riding rights on the grass verges of suitable roads.
An advertising campaign had commenced, in which all members were able to participate, and favourable results were already being reported.
The Honorary Treasurer, Miss Dorothy Guy, reported the very satisfactory cash balance of £36.
The following officers and committee were elected:
Chairman: Capt E.W. Younghusband
Vice-Chairman and Publicity Officer: Mr J.S.V. Pugh
Hon. Secretary: Mr A.G. Jeffress.
Hon. Treasurer: Miss Dorothy Guy.
Committee: Mr S. Gibson, Mr E.L. Home, Miss E. Knox-Thompson,
Mrs M.C. Maltby, Mr W.G. Oliver, Mrs F.E.G. Shedden, Capt W. Sumowski,
Mr J.D.Tilke, Miss P. Verner.
This remarkably strong committee covers the whole country.
April 1955
Riding in danger
The news that it may soon be illegal to ride on the grass verges in certain parts of Surrey has filled me with great apprehension, and I am surprised that there has not been a flood of letters in the horse press on the subject. Are riders not aware of this situation, or do they not realise its danger? If this idea spreads throughout the country, it will soon be impossible to go out hacking and, finally, to keep a horse at all, as it will be too dangerous to ride on the busy roads, especially on by-passes with their fast traffic. On the Kingston by-pass two serious accidents have already occurred in the last two years.
The trend seems to be towards banning the rider from the road and from common land. Recent correspondence in Light Horse dealt with restrictions imposed on riders in Epping Forest and common land near Aldershot. On Wimbledon Common two tracks have been closed to horses in the last year, while the former exercising ground has become practically unridable since it has been used as a dumping ground.
From a conversation I had recently with someone who is engaged in "town planning," it was obvious that, whereas open spaces are being provided for sports like football, cricket, rugby, etc., horse riding is completely ignored in forward planning. It seems high time that something is done to avert the danger.
"Worried” (Name and address supplied)
I understand that this is engaging the close attention of the Association of British Riding Schools. - Ed.
May 1955
The late Mr David Murphy
it was with great regret that I read in your last issue of the passing of Mr Murphy, and on behalf of the Association of British Riding Schools and myself I should like to convey our most sincere condolences to his family.
Although Mr Murphy was never in the limelight of the horse world, his efforts in the cause of good horsemanship were well known to those who had the privilege of working with him. But for the assistance and encouragement he gave to the Association at the time of its inauguration, we might never have been able to have formed it. As one who was fully conscious of all he did for the good of riding in this country, I feel a deep sense of loss.
A.G. Jeffress, Hon. Secretary, A.B.R.S.
October 1955
The Association of British Riding Schools
The Association will be holding its first two-day Conference at the Cotswold Equitation School, Kingham, Oxon (by kind invitation of Mrs F.E.G. Shedden, F.I.H.) on Monday and Tuesday, September 26 and 27, 1955.
It will be primarily for the benefit of riding instructors and principals of riding schools. It is intended to have a series of demonstrations and discussions on a variety of subjects of interest to riding schools, and will include such items as instructional methods, standard of riding, jumping, dressage, feeding, equipment, business methods, advertising, type and schooling of a riding school horse, etc. Such diversity should offer something beneficial to everybody interested in the running of a riding school.
That old friend of the riding schools, Major Faudel Phillips, has promised to be present, as well as a number of other leading lights.
Further information may be obtained from the Hon. Secretary, 33 Woodford Road, London, E. I 8.
Our national poster and circular campaign has been followed up with a series of advertisements in Horse and Hound, Riding, the Light Horse, and a half-page in the European Trials programme. As a result there has been a number of enquiries from riders and would-be riders regarding suitable schools for both adults and children. Some wish to learn to ride, others require riding holidays, and some ask about residential courses. They have come from all parts of the country. All enquirers, including the one from Irak for a three months' course, have been referred to appropriate members
The Pullman Press Ltd. are preparing county guides to riding schools, and special reference is being given to members of the Association.
Miss Dorothy Guy, the Hon. Treasurer, will be in hospital for some time, having treatment for her eyes. I am sure that we all wish her a complete and speedy recovery. In the meantime, the Committee has appointed Miss Joan Buckland as Hon. Acting Treasurer.
November 1955
Riding Masters in Conference
The first Annual Conference of the Association of British Riding Schools took place at the Cotswold School of Equitation, Kingham, by kind permission of Mrs F.E.G. Shedden, on September 26 and 27.
Those present were: Captain W.E. Younghusband, President of the Association (Stanmore Riding School, Middlesex); Mr J.S.V. Pugh, Vice-President (Snaresbrook Riding School, Essex); Mr A.G. Jeffress, Honorary Secretary (Westerham Riding School, Kent); Miss Dorothy Guy, Honorary Treasurer (Ruislip Riding School, Middlesex); Miss Joan Buckland (Ruislip Riding School, Middlesex); Mr Clark (White Horse Riding Establishment); Miss Cooper and Miss Linden (Wilpshire Riding School, Blackburn, Lancs); Miss Disney (Fairfield Riding School, Worcs.); Mr H. Douglas (Patchetts Green Riding School, Herts.); Mrs and Miss Downs (The Riding School, Cookham Dean, Berks.); Miss M Fletcher, (Burcot Farm Stables, Bromsgrove, Worcs.); Miss Gibson (The Barn Stables, Upminster, Essex); Mr Steve Gibson (Stocklands Riding School, Hants); Miss E. Knox-Thompson and Miss Dickens (Cornhill School of Equitation, Pattishall, Northants); Mr P. Parker (Lockner's Farm Riding School, Chilworth, Surrey); M. Robert Ploix (Westerham Riding School, Kent); Mr and Mrs Shaw (Shaw's Riding School, Scarborough, Yorks); Miss Smallwood (Radnage Riding School); Miss Stanbury (Pennsylvania Riding School, Exeter); Mr R.F. Stephenson (Falconwood Riding School, Chislehurst, Kent); Captain Sumowski (Kingston Vale, S.W.15.); Mr J. Tilke (Windmill Hill Riding Academy, Stratford, Warwicks.); Miss P. Verner (Lower Lawn Riding School, Tisbury, Wilts.); Mme Vinicky and Mr Organ (Lawn School of Equitation, Wolvercote, Oxon.); Miss I. Wardleworth (Victoria Riding School, St Annes-on-Sea, Lancs.). Also present were Major and Mrs Faudel-Phillips, Mr Charles Harris, and Lieut-Col C.E.G. Hope.
Altogether this was a most instructive and practical conference, which should provide a firm base from which the new Association can develop in strength and usefulness. Reports of the various interesting discussions will appear in the next two issues of Light Horse.
December 1955
Reports of the first Conference of the A.B.R.S. at the Cotswold School of Equitation, Kingham, appear in this and the previous numbers. More will be said of this significant event in the Riding Schools Number next month. It is enough here to emphasise what a resounding success this meeting was, how stimulating were the discussions and demonstrations, and how pleasantly the two days of its duration were spent. Those present at the Conference may justly regard themselves as pioneers of a most important development in the horse world today.
History of the birth and present day summary of the ABRS
June 1954 A NEW ASSOCIATION
Proprietors of many of the leading riding schools in England met at 17 Devonshire Street, London, W.1, on April 8, 1954. The meeting, which had been called by the Editor of Light Horse and Pony, felt that the time was ripe for British riding masters to combine both in their own interests and for the benefit of the week-end riding public, and for the protection of the riding-school horse. The most effective way to do this would be to form an independent and exclusive Association of British Riding Schools, which would have as one of its main objects the protection of conscientious and efficient establishments from the competition of unqualified persons and the lowering of charges, which hurt the horse as well as the profession generally. Other functions would be the greater standardisation and improvement in instruction, concerted action against encroachments on riding facilities, and the establishment of a system of inspection and approving of schools by the riding masters themselves.
A resolution "that an Association of Riding Schools be formed", proposed by Mrs Shedden and seconded by Captain Younghushand, was carried unanimously. The meeting then proceeded to appoint a Committee to draw up a constitution and to discuss the future policy of the Association.
July 1954
The Association of British Riding Schools
A draft constitution was prepared and circulated, and the first general meeting held at 17 Devonshire Street, London, W.1, on Monday, July 5, at 3 p.m. All riding school proprietors were invited to attend.
August 1954
At a representative meeting of riding school proprietors from areas ranging between Lancashire and Sussex, it was resolved that an Association of British Riding Schools be formed with these objects:
(a) To improve the standard of instruction and horsemastership in riding schools, and to protect the riding school horse.
(b) To deal with any problems of common concern to the proprietors of riding schools.
(c) To act generally as a professional association for the proprietors of riding schools.
Officers and Committee were elected.
September 1954
The first General Meeting at 17 Devonshire Street inaugurated the new Association of British Riding Schools. Thirty-five schools were represented from all over the country, while letters of apology and support have been received from as many .
October 1954
The newly-formed Association of British Riding Schools has quickly found something to get its teeth into, in the case of Miss Bridget Adams and the Shrewsbury Town Council. Miss Adams ran a riding school efficiently for seven years, and until last year she rented stables from Shrewsbury School and used their football ground for lessons. A year ago the agreement was terminated by the Bursar on account of complaints received of educational premises being used for commercial purposes. Miss Adams found a place for her horses, which happened to be next to an infant school. Before long she was told to leave there on account of danger to the children. She then used the front garden of her home as an assembly place. The Town and Country Planning Act was now brought into action and a writ was served on her last month. I understand that notice of appeal has been given and the A.B.R.S. will be represented as expert witness.
The bare facts alone reveal something that looks very like persecution, and the result may well affect the position of many riding schools. One point that arose in connection with the Shrewsbury School episode was that, if teaching riding for hire is commercial, then what is teaching cricket and football by people paid by the pupil's parents for the purpose? The A.B.R.S. have acted very promptly; Mr A.G. Jeffress, the Honorary Secretary, went personally to Shrewsbury as soon as the news was known, and there is no doubt that this action had good moral effect, if nothing else. What was needed was the united power of all riding schools to fight in defence of one of their profession. This case showed more clearly than any argument how much this Association was needed. If the riding schools cannot fight their own battles, who else will fight them for them"
History of the ABRS continued ...........
January 1955
The Association of British Riding Schools
Since the Association’ s inauguration in July, 1954, and the formation of the Committee, it enrolled 60 members and applications were still coming in; others have written but seem to be waiting developments.
The Association was already receiving enquiries such as "I am going on holiday where can I ride?" and was able to guide the rider in the right direction. A Borough Council approached the Association regarding the suitability of a particular school and its ability to meet the Council's requirements. Once again it was able to give the right answer. One school had difficulties with the local Council regarding riding areas and facilities, and it appeared that the school would be forced out of business. The Association was asked to intervene and its efforts were successful.
March 1955
Association of British Riding Schools
On Monday, December 13, 1954, the Association of British Riding Schools held its first Annual General Meeting. The officers in their reports were able to announce that, whilst there had been no spectacular moves, there had been a lot of solid spadework. A real organisation had been built, which covered the whole of the country. Some schools had been visited by the officers, while others had asked for, and received, advice. The question of insurance was considered, and Mr Coles, an insurance expert, addressed the meeting. From his information it appeared that most schools could reduce their insurance costs by half. The Honorary Treasurer, Miss Dorothy Guy, reported the very satisfactory cash balance of £36. The officers and committee were elected: this remarkably strong committee covered the whole country.
September 1955
The Association of British Riding Schools
The Association held its first two-day Conference on Monday and Tuesday, September 26 and 27, 1955.
It was primarily for the benefit of riding instructors and principals of riding schools with a series of demonstrations and discussions on a variety of subjects of interest to riding schools, and included such items as instructional methods, standard of riding, jumping, dressage, feeding, equipment, business methods, advertising, type and schooling of a riding school horse. Altogether this most instructive and practical conference provided a firm base from which the new Association developed in strength and usefulness.
Present Day
From this beginning over 50 years ago the Association has expanded in numbers and scope and variety of its activities. There are over 400 approved members throughout the UK, Ireland, Spain and Portugal. The Association offers a comprehensive examination system for grooms and teachers, whether fully experienced or still in training. The Association also offers a system of graded tests in equitation and stable management for member schools to offer to their clients.
The organisation has grown in complexity with an elected Executive Committee of 12 members which meets 4 times a year in London. The officers are a Chairman (Julian Marczak), Vice-Chairman (Liz McIlwraith), and Honorary Treasurer (Paul Reay). There are two Sub-Committees; a Steering Group and Examinations each with their own Chairman which also meet regularly. Regional Meetings are organised by Executive Committee members. Each year the Association holds an Annual Conference and Annual General Meeting in a different part of the country thus bringing the Association closer to its member schools.
The services offered to members are many and varied and include support and advice on the ever-increasing number of difficulties faced by the average riding school proprietor; updates through a regular Newsletter; representation on a wide ranging number of committees (government and otherwise); financial help through negotiation on such products as insurance.
