Horse Economics. Catherine E O'Brien

exam is no longer on soundness alone, but on serviceability, too. It is important to have a veterinarian familiar with the type of horse you are buying, whether it is a reining horse, jumper, or broodmare. Dr. Newton also agrees that a reputable trainer should go with you to look at a prospect. “It is the trainer’s responsibility to assess the suitability of the horse; it is the veterinarian’s job to make sure the horse is physically serviceable,” he says. “By getting both a professional trainer and a licensed veterinarian to look at the horse, the purchaser has two professionals to fall back on.”

      In the case of a performance horse, it is important that he perform his intended job during the exam—and the veterinarian needs to know why you are planning to purchase a horse: if you intend to get a higher value from resale, then Dr. Newton recommends radiographs be taken during this initial exam. You will then have a comparative set when another exam is performed before a resale.

      The expense of the pre-purchase examination is borne by the purchaser. When asking local veterinarians their prices for necessary routine care (see p. 3), also ask about pre-purchase examinations. Prices range from $200 to $1,500, depending on how extensively the horse is examined.

       Rational Purchase Decisions

      Pre-purchase exams can help you make a rational decision when buying a horse. A rational decision is one that is thought out and alternatives are considered. Many adults fall in love with the idea of having a horse and buy the first one that comes along. This is an emotional rather than a calculated, well-thought-out decision. Dr. Newton mentions that he often sees children whose hearts are “broken” when a horse or pony doesn’t pass the vet check, and parents unfortunately going along with a child’s pleas rather than listening to reason.

      In order to make a rational decision, it is important to consider all options. As the purchaser, you are in control, and waiting is an option. Instead of being in such a hurry to “own a horse” that you “settle” for a horse, or overlook serious defects, wait until you find one that you really like and that meets your other criteria. Consult experienced horse people for advice, and ask questions of the seller before you buy.

       Beware the Hard Sell

      Some people who buy and sell horses “target” the novice horse person. These unscrupulous dealers prey on beginners who are more likely to “fall in love” with a horse, whether due to a pretty face or because he appears to be really quiet and good with children. Frequently, they offer a horse they have only had in their barn a few days so don’t know well. However, they will “assure” you the horse is bombproof! Such dealers usually sell their horses at low prices so they can move them quickly. They are wonderful salesmen—they could put a hood ornament on a Buick and sell it as a Jaguar!

      I remember when I was looking for a schoolhorse suitable for teaching beginners to ride, and I was working on a shoestring budget. I wanted something quiet that would forgive riders’ mistakes as they learned. I didn’t need anything beautiful, just a good solid horse.

      In a matter of a few weeks, I ran across several predatory marketers of horses. Their advertisements on the internet looked great, the telephone conversations were pleasant, and they seemed knowledgeable and genuine. Road trips found their facilities ranged from immaculate to horrid—though I found that the nicer the facilities, the more I was thrown off guard because I assumed that negotiations would be fair and honest.

      For instance, one place I visited actually had a horse that fit the bill. The horse seemed to have a great mind and a kind eye, and I was instantly hooked. I told the seller that I wanted a veterinarian to look at him, but I was willing to put a deposit down. (Horses, like houses, do move quickly if they are desirable. Experience had taught me that if I did find a horse I liked, I should put a deposit down in an amount I could stand to lose.) At this point, several red-flag phrases were thrown at me (see sidebar). I was dumbfounded because I had not expected it. Because I really liked the horse, I pleaded with the seller to hold the horse until my vet could see him—a very reasonable request. No dice. The seller wasn’t budging.

       THE HARD-SELL SALES PITCH

      When horse shopping, the following claims should raise a red flag:

       “At this price, the horse won’t last long.”

       ”You had better make a decision—I have people lined up to see this horse every day this week.”

       “Most of the people I sell to are just starting out, so I try to have really quiet horses.”

       “My veterinarian has already looked at the horse, and he says the horse is fine.”

       “I have recent pre-purchase exam records right here, so you won’t need one, which will save you money.”

       “The first or second person who sees this horse will buy him.”

      And, if you hear any of the following during negotiations, hang on to your deposit and look elsewhere:

       “I don’t make sales subject to vet checks or pre-purchase exams anymore,” followed by some story about how the seller lost two weeks of valuable sale time when a customer didn’t end up purchasing a really great horse.

       “I’ll take your deposit, but it won’t hold the horse while you make arrangements for your vet. If someone sees the horse and writes me a check for the purchase amount, the horse is sold.” (Then essentially, your deposit is meaningless.)

       “You can have a right of first refusal. If someone wants to buy him, I’ll call you and give you the option of purchasing the horse first.” (You don’t know if another buyer even exists.)

      The horse was not the best mover and a little short-strided in front, which I assumed was due to his fairly upright pasterns. I held the gelding’s right front leg bent for one minute, and then we trotted him off. He was lame. I flexed the other front leg and the gelding was off on that side as well. He certainly did not appear sound enough to stand up to any kind of work for any length of time.

      I realized then how easily someone could get pressured into buying a horse. Because I really liked the gelding, I was a prime candidate for the “hard sell.” A horse might be offered at a great price, but you need to know what soundness and maintenance issues may be awaiting. Your “cheap” horse won’t be cheap if he is chronically lame requiring frequent visits from the veterinarian, pain medication, and expensive supplements every month. A reputable horse person will allow you to have a horse vetted, honor your deposit, and hold the horse for you for a reasonable amount of time.

       The True Cost of an Unsuitable Horse

      Unfortunately, when a new horse is purchased, he doesn’t come with a guarantee that he will be a perfect match in temperament and ability for the rider. Just as people are affected and shaped by their experiences in life, a horse comes with baggage, too. Evaluating a new horse takes time, much longer than the two-week trial period prospective purchasers may be able to negotiate. Sometimes, it may take months for a horse to adjust and bond with his new owner, learn the new rider’s communication style, and unlearn bad habits he may have picked up in former homes.

      However, if a horse and rider are not making progress after six months, or the horse is exhibiting unexpected and dangerous behavior not caused by the handler or rider, it may be time to assess the long-term viability of the partnership. Consult your instructor and veterinarian if you are having difficulty with your new mount. You may have purchased an animal you simply don’t get along with or that wasn’t properly represented to you. If this is indeed the case, you should find a trainer or rider who is more compatible with your horse to work with him and prevent any bad behavior from becoming habit. The trainer can evaluate the horse, correct unwanted behaviors, and reeducate the horse, if needed. This process can either better