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BUSINESSEDGE The magazine of Sussex Enterprise

Celebrity chef Jamie provides a flavour of Christmas Encouraging students to develop new business ideas The story behind a novel energy invention

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With a fast developing technological world with new projects, ideas and technology advancing everyday and emerging all the time we turn our attention in this issue to the idea of Innovation, with articles on innovative new ideas and new businesses, as well as successful businesses who are innovating their companies with new developments and training. We also hear from two cutting-edge companies who have developed brilliant new products, with an article on CTEC Energy Business, with Mike Burns and his collaborative new design of an Internal Combustion Engine and also hear about an ingenious mobile phone app from the start up company Qaboo, with Anthony Parkins, about their journey in the business world so far. We hop over the Channel and hear from Patrice Gault, the President of Dieppe Meca Energies, about this powerful industrial cluster in France and its role in the European funded DEEDS project. We are making great strides on the DEEDs project with businesses across the channel working together to conquer new markets. We hear from Rosemary French, Executive Director of The Gatwick Diamond Initiative, about the development of a bigger and better Gatwick Airport. Finally we hear from Amber Rudd, Member of Parliament for Hastings and Rye, who talks to us about the vital role small businesses play in creating economic growth. Once again, thank you for all the great news stories and please do keep sending them. We are always looking for exciting news stories from our Members. So, if you have anything you would like to tell us, please email businessedgeenquiries@ Our next issue is due out in December looking at the Tourism industry. We look forward to hearing from you.



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How to Take A, B, C and D to Get to E

Wherever we go, we constantly hear about or read about ‘innovation’ – the theme of this month’s issue of Business Edge. Nick Handley

So what is meant by Innovation?

Business says – “Innovation encompasses all processes by which new ideas are generated and converted into useful products or services” while the Oxford English Dictionary says – “Innovation is crucial to the continuing success of any organization”. Put rather more simply, Fortune Magazine said recently – “Innovation most of the time is simply taking A, B, C and D, which already exist, and putting them together to form E”. Whatever the size of business or sector of business in Sussex, innovation is clearly a key driver that contributes to success and you will hear a lot more about ‘Successful Sussex’ over forthcoming months. Ricardo re-emphasised the centrality of innovation to the company’s mission and culture with the creation of a Chief Technology and Innovation Officer (CTIO) “This role is the guardian of innovation for the company, both in terms of the management and execution of research activities as well as encouraging and developing the core culture of innovation that has been the hallmark of Ricardo throughout its history.”


Mike Herd of the Sussex Innovation Centre says – “There is so much creativity and invention in Sussex, but adding the exploitation - the strategy; the market analysis; the finance and the management and entrepreneurial skills can be difficult.We provide an environment, practical support, key networks and a heap of experience to turn invention and exploitation into innovation.” A further very strong definition comes from Anya Ledwith of ESHCon – “Innovation doesn’t just have to be a new product or service, it’s about applying knowledge or processes in a new and engaging way. For example, we all want to increase profits; rather than focusing just on increasing sales. Environmental management, which is our business, will help a company identify cost savings, find improvements and win new business.” As Rosemary French, Executive Director of The Gatwick Diamond, said after the judging for the Gatwick Diamond International Award for Business – “I was delighted at the level of innovation that existed in the Sussex businesses that we visited. With a stagnant UK economy,

the businesses we visited demonstrated real invention and enterprise in finding very successful new overseas markets.” In my experience, organisations can innovate in different ways: a manufacturing plant could improve its production efficiency; research and development could develop new technology for a product; a service operations department could find a better way of servicing customers and marketing could define a new business model. Looking to the future, throughout Sussex (and beyond) Russell Strutt of Coast to Capital has been working on an Enterprise Strategy which will ensure that all young people in the Coast to Capital area emerge from each phase of education equipped with enterprise and entrepreneurship skills. This welcome plan will surely also help drive innovation and make Sussex even more successful. Still unclear about the meaning of Innovation? How about this? “Creativity is thinking up new things. Innovation is doing them.” — Theodore Levitt, American Economist (1925-2006). I love it.


Celebrity chef Jamie provides a flavour of Christmas Jamie Oliver’s Fabulous Feasts will create this year’s “pop-up” restaurant and bar at the Brighton Royal Pavilion Ice Rink, making it the perfect Christmas party destination. Fabulous Feasts is a partnership between Jamie Oliver and fresh food expert Nigel Harris and the celebrity chef said: “With the incredible Royal Pavilion as the venue, it’s going to be a beautiful place to celebrate Christmas and get together with friends and family.” The ice rink is in its third year and will be open to the public between November 10 and January 20. Shella Parkin, Managing Director of Laine Ltd, which manages the ice rink, said: “We are thrilled to have Jamie Oliver’s Fabulous Feasts team on board and aim to offer the best skating and food experience yet at the Royal Pavilion Ice Rink.”

Jamie Oliver

Your chance to make a difference The Mill Primary School, in Crawley, is looking for a governor with a business background. The school is subject to an Ofsted ‘Notice to Improve’, but is making good progress against an ambitious plan focused on raising standards rapidly. The governing body would be strengthened by someone with a good grasp of business and management practices, especially financial and/or data skills. Meetings are held twice a term, at the end of the day, with some additional contributions arranged to suit work commitments. For more information, please contact the Chair,

New online shop launches in Sussex An online business selling coffee has started in Sussex.

Alice said: “We recognised that many businesses and homes want to be able to buy these products without having to pay high delivery charges, from a reliable, experienced supplier, and at wholesale prices.“

Value Coffee started after Alice Rendle, Director of Sussex speciality coffee distributor Edgcumbe Tea and Coffee Company, was approached by internet entrepreneurs Rob Lowe and Richard Goss to assist in the development of an online coffee business offering ingredients that professional baristas use every day.

Rob said: “Our experience of selling products on Amazon has taught us that our customers demand a top quality service, at low prices, with no hidden extras.They appreciate the fact that while we are an internet business our phone line is manned by friendly, knowledgeable staff eager to assist.”

Ms Rendle joined forces with them to launch a separate business that allows customers to buy quality products and tableware for use at home to replicate their favourite drinks.

For more information, please contact Alice Rendle on or 01243 555775.




Compulsory Pension Schemes are coming back Remember when you joined a company, you had to join their pension scheme? Compulsion was abolished and pension scheme membership declined. The Government has now introduced legislation, which has made it compulsory for employers to enrol most of their workforce into a pension scheme. The rules are fairly complex and a number of employers have not prepared adequately because they do not know what is involved. This article will help you formulate your plan.

Q - When do I need to be ready by? The date that the scheme and the systems need to be in place depends on your PAYE reference(s)/ number of employees as at 1st April 2012. This is called the Staging Date. Available on the DWP website, it can be as soon as October 2012 for larger employers.The planning and implementation is likely to take a year and additional budget will need to be assigned for contributions and implementation.This is not something that can be put in place in a few weeks.

Q - Who needs to be involved in this process? HR, payroll and IT will all have a part to play – start now to pinpoint weaknesses in the systems and you will have time to strengthen them.

Q - I have a scheme in place – is that OK? If it complies, but you will also need the systems in place to ensure it complies month on month as employees start, leave, become eligible, reach the end of their opt out period, etc. The Pensions Regulator are overseeing companies and making sure they provide the records to prove they are complying. We can look at your existing scheme and show you how to amend it if necessary.

Q - What if I do not comply? The fines for non compliance can be up to £10,000 per day and wilful disobedience can mean a criminal record and a custodial sentence. The Government needs these measures to work and this legislation will be enforced.


Q - What does it cost? First you need to define ‘employee’ - an employee is someone with a contract for three months or more – this can therefore include agency workers with your company. Then assess eligibililty.

Contact details For more information telephone (01403) 331503 or email Sally Booker at




Option to join or auto enrolled?

Employers Contribution Compulsary?



Under £5,564*



Non Eligible


£5,564* - £8,105*




22 - 65

Over £8,105*

Auto- Enrolled


* under review Contributions start at 2% of which the employer must contribute at least 1%, rising eventually to 8% of which the employer must contribute at least 3% in 2018.

Q - Do I have a choice of Schemes? There is a national basic one called ‘NEST’ - the National Employment Savings Trust, which is quite prescriptive, but we can help you choose your own tailor-made one with your own choice of provider which will offer more options and flexibility. In summary, it is best to plan early, get as many people involved as possible and get yourself a great adviser! Article by Sally Booker FPFS, an independent Chartered Financial Planner and part of the highly experienced team at Global Financial Limited, who offer local companies local professional financial advice in Sussex.They will help you assess your workforce, choose a scheme, help set up the relevant systems/meet requirements and assist in providing information to the workforce.

Global Financial Ltd is an appointed representative of Best Practice IFA Group Limited which is authorised and regulated by the Financial Services Authority. Registered office is Global House, Daux Road, Billingshurst,West Sussex RH14 9SJ.


Sussex Business Awards Entries Are In! Entries are now closed for the most prestigious business awards in the county, the twenty-fourth Sussex Business Awards. Celebrating business excellence across Sussex, the Sussex Business Awards is the longest established scheme of its kind in the county and it is the one that everyone wants to win! Companies from across Sussex have submitted entries for the fifteen trophies up for grabs this year, including the prestigious Sussex Company, International Company and the Award for Innovation, as well as new categories including Best Boss. Organiser Caraline Brown, from Midnight Communications, says: “We are delighted with the response to this year’s Awards. “Some fantastic companies have submitted one or more entries and the judges are going to have a real challenge in deciding on the finalists. Look out for the shortlist in The Argus on 30th October!” This year sponsors include: HSBC Bank, Deloitte, Active Solutions, Domestic & General, Sussex Innovation Centre, Morgan Sindall, Morrisons Solicitors, Sussex Enterprise, Wired Sussex, Federation of Small Businesses, Checkaprofessional, The Argus, Sussex Life, Smile Sussex, Juice 107 and Absolute Brighton. The county’s leading business people will gather to see the Awards presented at the South Lodge Hotel, nr Horsham, on Thursday 6 December. Tickets cost £85 each (plus VAT) or £850 (plus VAT) for a table of ten. This includes champagne reception, three course meal, and two bottles of wine on each table, as well as entertainment, dancing and a few surprises! Shuttles to and from the venue will also be provided. For more information or to buy tickets please contact us on T: 01273 666200 or E: Follow us on Twitter @SussexBizAwards



Sussex Company of the Year Small Business of the Year The International Business of the Year Businessperson of the Year Entrepreneur of the Year Best Customer Service Most Promising New Business The Boss of the Year Innovation in Business The Responsible Business Award The Healthiest Workplace Award The Award for Leisure & Tourism The Most Awesome use of Digital media Best Place for Business Entertaining The Greatest Contribution to Sussex Charity

Deloitte Deloitte / Sussex Enterprise HSBC Morgan Sindall Federation of Small Businesses Domestic & General Morrisons Solicitors The Argus Sussex Innovation Centre Checkaprofessional Active Solutions Sussex Life Wired Sussex Juice 107 / Smile Sussex Absolute Brighton



Focus on the legacy of our achievements as a country

I think we would all agree that UK PLC has pulled off an amazing marketing campaign this year with the Jubilee and the Olympics, just showing what tremendous skills we have in project management, customer service and logistics, irrespective of sector. Our own Sussex International Trade Forum (SITF) Chairman, Rob Fryatt, has made a huge personal contribution by supporting the Columbian Paralympic Team as one of our celebrated Olympic volunteers, hence his break from this edition’s World View Editorial. Much has already been discussed about how we can now focus on the legacy of our achievements as a country this year and, here in Sussex we have already enjoyed our fourth SITF event of 2012 entitled “To Russia with Love”, which was especially timely, focusing on the next country to host the Winter Olympic Games in Sochi in 2014. Our thanks to our speakers, David Cant (Albion Overseas Ltd) and Christopher Peer (Maritime House Ltd), for sharing their experiences of successfully trading with Russia and for their invaluable tips for those looking to enter or grow their trade with the largest country on earth. We are very grateful to HSBC for kindly hosting

the event at their Worthing offices on Monday 24th September and as always to UKTI for their continuing support. Our SITF market-focused events this year (Asia, Turkey and Russia) have all mirrored the trend in the UK’s growth in exports outside of the EU, which according to the latest figures from the Office for National Statistics now represent more than half of British exports and show a growth of 16% in the year to May 2012. Yet, potential exporters still face a number of barriers. The World Banks’s 2012 Ease of Doing Business country comparison shows the UK as the seventh easiest country in the world to do business with, which means that by definition all but the top six (Singapore, Hong Kong, New Zealand, United States, Denmark and Norway) are harder for us to do business with. According to the British Chamber of Commerce’s 2012 survey of more than 8,000 businesses, many UK firms still lack the skills

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and international connections needed to export; and find domestic and international regulations can be obstacles to global trade. The results also showed that companies across the UK perceive both the cost and quality of transport connections to be barriers to export; and risk management and access to finance as central exporting issues. At the SITF events, we try to demystify international trade with a view to supporting Sussex businesses to break down some of the real and perceived barriers and (in the Olympic spirit) to provide a long lasting export legacy. On Monday, 12th November at 5.45pm at Brighton University Business School, we will be holding our final event of 2012 entitled “Ask the Expert”. The only focus for this event is International Trade and we are looking forward to a wide range of questions for our expert panel on any aspect of growing your international business. Article by Tracy Masters, UKTI.


If we don’t use it, we lose it! Dare I put pen to paper on this topic? It is a subject that generates a lot of heated debate with words such as ‘nimbys’ and ‘destroying ancient villages’. I am going to take this opportunity to focus on what we think are the real issues. Gatwick is a hugely significant contributor to the local economy. Without it, the Gatwick Diamond would not be home to the many UK headquarters of national and international organisations; the largest business park in the South East; the effective, integrated business supply chain network; and the transport infrastructure which enables convenient access to London and the coast. The good news is that the airport can already grow from 32m to 45m passengers. In fact, by the early 2020’s Gatwick could actually have absorbed the equivalent of a Luton, Edinburgh or Birmingham Airport. Of course, this can only be achieved with the further £1bn plus infrastructure investment programme at Gatwick between now and 2020. We have a Gatwick Master Plan which the majority of the community and stakeholders buy into, so we now need to support that plan. It is also true that by 2030 Gatwick will be at full capacity. Indeed, the government has just set up a Commission led by Sir Howard Davies to look at ways to expand UK’s airport capacity which will report at the end of 2013. This was closely followed by MPs launching a Select Committee calling for evidence on where a major London hub airport should be sited which will report mid 2013. But what can we do now to strengthen the Gatwick Diamond economy? The first thing we can do is to trade internationally. In doing so, both businesses and our local economy benefit and we will be helping Gatwick to retain and attract new airlines and routes making it easier for local businesses to reach their customers. Incredibly, one of the new airlines recently attracted to Gatwick tells me that local business travel managers are still sending their staff to Heathrow to get to Asia when they can fly more conveniently and without stopover from Gatwick. Old habits die hard. Secondly, we should be spending the next few years getting the road and rail infrastructure fit for the future. Businesses need to respond to the Rail Franchise consultation so that we can lobby for the best and most appropriate rolling stock, a non-stop Gatwick Express with onward connections to the north and upgraded station facilities.

Rosemary French, Executive Director, The Gatwick Diamond Initiative

Thirdly, we need to be looking at ways to defend our economic position against the threat of new owners at Stansted who will be looking to compete head on with Gatwick. Stansted has lots of room to grow and the competition for routes and airlines will be greater.

interestingly is that government is considering the US customs pre clearance service which is currently only available in Ireland. Gatwick pre-clearance would offer significant passenger benefits and attract back those US routes we have lost and more. What a great opportunity!

Fourthly, we should be responding to the call for evidence for the Draft Aviation Policy Framework where there are several opportunities for Gatwick to improve its position and for the Gatwick Diamond economy to grow. For example, making best use of existing capacity, encouraging new routes and services, and better integrating airports into the wider transport network. Even more

Remember ‘use it or lose it!’




Pension Property Purchase and the Family SIPP Please note this case study is not based on real life events and is intended to demonstrate how a SIPP can be used in a specific scenario.

Before such a transaction is entered into we would recommend that advice is taken from a suitably qualified Independent Financial Adviser Firm such as ourselves. Peter and John own a successful printing firm based in offices in Sussex.They would like to buy their business premises as they see the rent as dead money and feel the offices would be a good investment for the future.The market value is currently £300,000. The problem is they do not have sufficient capital within the business to buy them. Peter and John each have pensions worth £100,000 which they have recently placed in cash due to the recent market volatility and Peter’s wife Jo has a £100,000 pension fund sitting in a Managed Fund. They have been told there is a way they could use their pension funds to buy the property which they feel this could be the answer. They have sought advice and can place all three pensions into a Family SIPP. The pensions will


still be individually owned with each of them owning 33.33% of the Family SIPP. The rent they now pay will be used to build up the pension value; there will be no Capital Gains Tax to pay on the growth in the value of the property and the money they did have within the business remains in place for the business to grow. Furthermore the associated cost for the property purchase can be funded via pension contributions providing additional tax benefits. Their children’s pensions could potentially be added to the family SIPP in the future if they were looking to pass on this asset at retirement. Finally they have also been told that if they want to buy the office next door in the future they could borrow within the SIPP, up to certain limits, in order to fund this purchase. What next? If you would like to know how a Family SIPP could work for you please call us on 01273 457100 or email

Your Individual Pension needs looked after: Opus Gold Financial Consultants offer a range of solutions and on-going service requirements within the Retirement Solutions Arena. For a free no obligation consultation please contact us: Brighton Office Horsham Office London Office 01273 457100 | 01403 333666 | 020 7871 5387 Opus Gold is a trading style of Best Practice IFA Group Ltd, which is authorised and regulated by the Financial Services Authority. Company registration in England number: 04490633. Registered Office: Sussex House, North Street, Horsham, West Sussex RH12 1RG



Protecting your Business You do not have to read this tutorial, visit to watch the video Please note this case study is not based on real life events and is intended to demonstrate how a SIPP can be used in a specific scenario. Before such a transaction is entered into we would recommend that advice is taken from a suitably qualified Independent Financial Adviser Firm such as ourselves.

Situation Mr Jones and Mrs Brown own a business called ABC Company Limited. It has a value of £1 million. They have a £300,000 business loan against their business premises. Mr Jones and Mrs Brown each own 50 percent of the shares. They are each married with two children

Death of a Shareholder: Unfortunately due to an accident Mrs Brown dies. Once this happens her husband, Mr Brown, automatically inherits her 50% share of the business. Mr Jones now has the business to run on his own. This means looking after clients, paying the bills including staff and a bank loan to service. The very survival of ABC Company Ltd and any SME is at stake under such circumstances. Mr Brown, the spouse of the deceased, currently controls half of the business despite knowing little about it.

Mr Jones now has to address and make decisions on the following: Mr Jones wants the Brown family to be financially secure and although a delicate subject to approach now, he wants full control of ABC Limited so that it survives. He needs this in order to secure his own financial wellbeing. He will therefore need to find £500,000 to buy Mr Browns shares.

Business Protection planning: Before Mrs Brown died Mr Jones & Mrs Brown took advice in setting up Shareholder Protection for their business.They insured themselves for the full value of their shares, in trust to ABC Limited, which including a Cross Option Agreement. They also added cover to the value of their business loan.The business paid for both of these policies. The premiums for this cover were surprisingly low, considering the importance of the cover.

Result of Business Protection: The Shareholder Protection policy then pays out £500,000 to ABC Company Limited. Mr Jones instigates the Cross Option Agreement and uses this money to buy the shares from Mr Brown.

This gets paid to the bank and the premises are now fully owned. ABC Company Ltd can continue to trade under Mr Jones ownership safeguarding his own future. Mr Brown and his children are financially secure.

What next? Why not find out how to properly protect your business. To start you can visit to get an online quotation. We will guide you step by step to make sure everything is set up properly and we provide the Trust forms and Cross Option Agreement arrangements at no extra cost. Or call us on 01273 457100 or email

Once he has done this Mr Jones now owns 100% of the business. Mrs Brown’s business loan protection policy also pays out £300,000 thousand pounds to the company.



Myth Busting and Fund Finding Update Many people believe that Sussex Enterprise is some sort of government agency or “quango”. Often people ask “are you government funded?” Always the answer is no – we are funded by members for members; so every time I take a decision which involves spending money I think to myself … would the members be happy with this decision? And then decide accordingly! Lots of people think we are government funded as for 13 years we delivered the government contract Business Link Sussex, however when the contract changed to a regional contract, Serco took up the mantle and Sussex Enterprise continued as before but sadly saying goodbye to friends and colleagues as they moved to work for Serco.


Another legacy of the Business Link contract is that businesses often ask where they can find funding in various shapes and forms and in the past we’ve forwarded them to Business Link, however it appears that this service is changing but the good news is that we recognise the need and we are delighted to confirm that we will be

Wendy Bell, General Manager at Sussex Enterprise

introducing a new online service where funding in all it’s shapes and forms can be found no matter what industry sector or area the business is in!


No, Minister: this is not a strategy for growth Whether it’s technical recession or plodding growth, Britain is in the grip of the most prolonged period of stagnation it has faced in decades. Over recent weeks, we’ve seen a flurry of announcements from a Government eager to demonstrate that it is ‘doing something’ about growth.

Unfortunately, it’s not enough. Upgrades to the rail network won’t start before 2014 at the very earliest, and most of them have been trailed before. Then there’s the aviation “strategy” with a gigantic hole in the middle, as airport capacity in the South East of England was again kicked into the long grass.

Adam Marshall, Director of Policy, British Chambers of Commerce

The clever Treasury-Bank of England Funding for Lending scheme, while welcome, may lower business funding costs and barriers slightly – but there are fundamental questions on whether it will shift banks’ attitude to risk and get money to the new and growing companies that need it most.

Our political class – now adjourned for their summer break – wants companies to invest, to create jobs, and to export more. All perfectly laudable goals, and ones we would share.

Though the regulatory reductions announced recently help to clear out the undergrowth, British companies remain mired in a thicket of red tape, with Whitehall processes undermining ministers’ stated aim to reduce burdens swiftly.

Yet there’s a fly in the ointment. Politicians seem to believe that businesses must be willing and ready to “strain every sinew”, without doing the same themselves.

And the recent range of policy u-turns on both major and minor issues, largely in response to media criticism, gives the impression that the ship of state is not sailing smoothly.

Though the regulatory reductions announced recently help to clear out the undergrowth, British companies remain mired in a thicket of red tape, with Whitehall processes undermining ministers’ stated aim to reduce burdens swiftly.

Let me be perfectly clear. Companies recognise that ministers can’t magically alter world economic trends. The UK’s “real economy” companies know that spiky and unpredictable global demand, and a solution to the ongoing Eurozone crisis, are not in the gift of Westminster. Yet those same companies will hold ministers to account when it comes to the levers they can control. The Government could act far more boldly to improve the UK’s infrastructure, both by using the public sector balance sheet to pump-prime key transport, energy and digital projects, and by delivering innovative new routes for private and institutional investors to get a piece of the action. At the same time, it must take a tough decision on aviation capacity – without which our ability to trade the world will suffer. Ministers could create a business bank, which would ensure that there is always finance available to back bona fide growth companies, as in the United States and Germany. Although this would only start to deliver in the medium term, it would deliver an up-front confidence boost that is not to be underestimated. As we noted when the aviation policy paper was announced, businesses are tired of indecision and equivocation. They are tired of political short-termism, electoral calculation, and the privileging of presentation over substance. Without sustained, long-term action from Government to create a stable business environment here at home, the risk appetite amongst many businesspeople will remain muted. Businesses large and small, North and South, want a new contract with Government. In return for taking on greater risk, whether through investment here at home or through breaking into new markets overseas, they want stability and statesmanship at home. Ministers would do well to take note.


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Each edition we ask a panel of experts for the answer to issues that are challenging you. This time, it is Gary Peters, Founder of


I’ve heard a lot about internships recently, both positive and negative and wondered what the benefit of taking on an intern would be to my company?

An internship is a prolonged period of work experience normally ranging from one month to six. Some interns may be paid a wage, but it’s not unusual for employers to just cover expenses or even offer unpaid placements. Employers should be aware, however, that due to recent horror stories in the media, there is increasing pressure to pay interns, even if it is at minimum wage level.


Having said this, there are mutual benefits for both companies and interns. The company can focus the attention of paid staff onto more skilled activities while training/road testing potential recruits. It allows the intern to demonstrate their value to the company before being taken on permanently. It should, however, be made clear in the advertisement and throughout the position whether there is likely to be a full-time paid position after the placement. There should be no confusion or false hope of employment dangled in front of the intern if that will not be on offer to them. For the interns, they are able to gain vital real-world experience of their chosen careers, boost their CVs, obtain references and set themselves apart from their peers. Yes, they may do a majority of the ‘grunt’ work, but once an intern has demonstrated some ability, the employer should not be afraid to delegate as much responsibility to them as possible in order to optimise the experience and opportunity for both parties. n

If you have a question on any aspect of business that you would like answered, please email it to, marking the subject line Ask the Expert, and we will try to include it and the answer in the next edition of Business Edge.



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Director Steve Dixon continues Managing Director Managing Steve Dixon continues.


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“WeCoast, are located Sussex Coast, so we are ideally posit “Commission Tenkayassemblies, to produce your electronic assemblies, “We are located on the Sussex so we on arethe ideally positioned “Commission Tenkay to produce your electronic for easy access to all main arterial routes for the U andand youexcellence are guaranteed and excellence is built into every for easy access to all main arterial transport routes for the UK. transport Our and you are guaranteed quality is builtquality into every logistics team provide an excellent product. logistics team provide an excellent network of support; currentlynetwork of support; curre product. to in excess ofincluding 20 international delivering to in excess of 20 delivering international countries China, countries including When quality Tenkayand are Russia. second to When quality counts, our customers say thatcounts, Tenkayour arecustomers second to say that Korea Koreatime! and Russia. On time. Every time! On time. Every none. That’s nice to know. none. That’s nice to know. an including extensivepetrochemical, array of industries including petrochem Supporting an extensive arraySupporting of industries Working to IPC for standards across for all wiring, panelsupport and Working to IPC standards across the board all wiring, panelthe boardsimulation, simulation, in-flight support and are renewable energies, Tenkay a in-flight renewable energies, Tenkay andbe P.C.B. assemblies, you can assurednon-dependant that attention to and P.C.B. assemblies, you can assured that attention to be detail non-dependant any onecross market sector. A balanced cross s ondetail any one market sector. A on balanced section is toplist. of Tenkay’s manufacturing to ISO9001 is top of Tenkay’s manufacturing Accredited to ISO9001 list. Accredited of electronic manufacturing of electronic manufacturing disciplines allows Tenkay the disciplines strength toallows Tenkay the stren and ISO14001, shows Tenkay’s commitment not only to and ISO14001, shows Tenkay’s commitment not only to supportofour clients of their idea to full market support our clients from conception their idea from to fullconception market driven exceptional workingbut standards but that we also exceptional working standards and procedures, that we and alsoprocedures, demands. demands. acknowledge our corporate responsibility to the environment. With acknowledge our corporate responsibility to the environment. With manufacturing provides ustowith OHSAS18001 we also great care the safety of both Cell inmanufacturing provides Cell us with total flexibility to adapt anytotal flexibility to adapt to OHSAS18001 we also demonstrate great care in thedemonstrate safety of both requirement large oratsmall, production requirement largeproduction or small, and can be modified very and can be modified a our staff and our visitors.” our staff and our visitors.” short notice.” short notice.”

Unit 2 25 Marlborough Road Unit 2 25 Marlborough Road Lancing West Sussex

For more information visit or call Sue onBusiness 01903 For more information visit or call Sue onBusiness 01903 Lancing Park855459 Lancing Park855459 BN15 8TR

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Not everyone will agree with me! Not, it appears the CBI, the Institute of Directors or my esteemed colleagues in the British Chambers of Commerce and certainly not the Conservative members of Her Majesty’s Government, although I might get a fairer hearing from their Liberal Democrat coalition partners. Many of you will instinctively reject what I’m saying, too, but I urge you to consider the evidence as there appears to be a strong push to do away with the concept of ‘unfair dismissal’ altogether and I think we’re in real danger of throwing the proverbial baby out with the bathwater. Millionaire Tory donor Adrian Beecroft suggested replacing the right to claim unfair dismissal with a “no-fault compensation scheme”, but that proposal was rejected by large businesses and was replaced with a more limited proposal to introduce the scheme for businesses employing fewer than ten people, and a consultation or ‘call for evidence’ was set up. Business secretary Vince Cable, backed by the Chartered Institute of Personnel & Development and many other HR professionals, did not believe there was any evidence to show that making it easier to fire people would make employers any more likely to hire people but he was willing to look at any evidence that businesses put forward. That evidence did not appear. In fact, dismissals or disciplinary issues of any sort barely featured.The research, from the Department for Business, Innovation and Skills, found that, even of those organisations that said employment regulation deterred them from hiring staff, only 1% identified dismissal and disciplinary as the top concern and so the proposal was quietly dropped. However, having found that it could not politically do away with unfair dismissal outright, the government now appears to want to make it worthless. Bear in mind that the qualifying period to bring a claim for unfair dismissal has already been doubled from one year’s service to two, from April 2012, despite there being little demand from business and there are plans to introduce fees for tribunal claims with the obvious intention of deterring claims – probably sensible, due to the high level of pointless or frivolous claims, but likely to affect genuine cases as well. Then, on Thursday 24 May, the Government quietly published the Enterprise and Regulatory Reform Bill, which deals among other things with employment law reform. Currently, if an employee can establish unfair dismissal, there are two elements to the award that they will get: a basic award and a compensatory award.The basic award is equivalent to a redundancy payment: it is not high. The number of years of service is capped at 20, so the minimum award is £860 for two years’ service, and the maximum possible award is £12,090, if you’d worked somewhere for nearly half your working life. Compare this to many countries in Europe where a redundancy or dismissal payment will be a month’s pay (or even 1.5 months’ pay), uncapped, for each year of service. Large compensatory awards are rare, the median last year was only £4,600, but for an employee who does suffer

substantial loss and can prove it, their loss is arbitrarily capped at £72,300. It is obviously unfair that compensation for unfair dismissal is capped at all. A claimant who wins their discrimination case or personal injury claim does not have their compensation arbitrarily capped. In 1998, Labour set out a principled case for removing the cap but the Business Secretary at the time, Peter Mandelson, compromised by raising the cap from one arbitrary figure (£12,000) to another arbitrary figure (£50,000) and index linking it.That is the origin of the current figure of £72,300. The Government is continuing to consult on a wide range of measures as part of the employment law review, but there has been no consultation on changing the level of compensation.The proposal to reduce compensation simply appeared unannounced in clause 12 of the Bill. The proposal provides that the Secretary of State may by statutory instrument vary the limit of the compensatory award to be:


Steam Room!

Each edition we invite a visitor to ‘The Steam Room’ to let off steam on the issues that are bothering them and their business.

(a) a specified amount of between one and three times median annual earnings; or (b) a specified number of weeks’ pay, (but not less than 52) – or the lower of the two. Median annual earnings are currently £26,000, so, assuming whole numbers are used, this would give the Secretary of State power to limit compensation to either £26,000, £52,000 or £78,000 under limb (a), or to limit it to a specified number of weeks pay (at least a year) under limb (b), or to apply the lower of the two if both (a) and (b) are used. Logically I assume that this government intends to go for the lower limits and to use both limits and the ‘lower of the two’ provision so that in short order compensation can be reduced from its present level of £72,300 to, for example, £26,000, or a year’s salary if less (as £26,000 is the median, nearly half the population would earn less than that so the limit would then be even lower in their case). This is about as arbitrary as it gets, and the ‘lower of the two’ provision makes it perfectly clear whose side the government is on here. No principled case has been advanced for empowering the government to impose these arbitrary limits. Remember, we’re only talking about people whom an independent tribunal has found have been badly treated by their employers. In my view, employers should be supported and freely able to dismiss poorly performing employees, but employees should also be able to expect a minimum level of security.The Tories appear to be ideologically opposed to that idea and risk upsetting the delicate balance between employers and employees for very little gain and at a time when we clearly all need to work together. Follow Mo on twitter @MRasanayagam



It’s all fun on Ladies Night More than 4,000 racegoers flocked to Fontwell Park for Ladies Evening. During the event, more than 250 women competed to win the top prize of £2,000 for the Best Dressed Lady. Winner Nadine Hillman, aged 26, who lives in Crawley and is working as a Cabin Crew

member from Gatwick Airport, said: “I can’t believe it, I’m still trying to decide what to spend it on, but I think a holiday and a bit of shopping is definitely in order.” Ladies Evening was the first race fixture for new General Manager Tracy Skinner, 34, who joins from Newcastle Racecourse where she held the position of Commercial Manager. Tracy said: “Ladies Evening was a great success and I’m delighted to get my first raceday under my belt. This is one of Fontwell Park’s most prolific race meetings and I am really looking forward to making it bigger and better next year.”

Best Dressed Lady Nadine Hillman

Employers optimistic for the Sussex economy, according to Hays Survey We recently partnered with Sussex Enterprise, the Chamber of Commerce for Sussex, to find out how the economic situation in Sussex is currently viewed by employers and what impact it has had on their business and employees. Our survey of over 70 employers in the region found that while the UK’s economic situation is a concern for the majority (80%), over half (59%) felt that the Sussex economy is performing better than the rest of the UK.

An optimistic outlook The survey results painted a positive picture of Sussex business, with two-thirds of employers saying their workforce had increased or stayed the same size since 2008. Providing good news for the region’s job hunters, a third of employers expect their workforce to grow in the next 12 months. Helen Kirk-Brown, Director for Hays in Sussex, commented: “Our survey results are very encouraging the fact that 69% of those recruiting are doing so to grow their business is an encouraging sign.While many employers are planning to recruit, skill shortages are clearly a concern that will need to be addressed to ensure this optimism continues and the county can thrive. The results show that the need for talent remains strong and there is a shortage of candidates with some of the skills most needed by employers.


As employers start to think about growing their teams, they will need to address this situation, and to attract the right individuals, it will be essential for organisations to run timely recruitment campaigns, make competitive offers and ensure benefits packages are attractive. At the same time, job seekers need to make sure they stand out and prove they can offer these essential skills to employers.”

Some concerns still lingering The results also highlight some of the concerns that could threaten this growth.The UK economic situation was employer’s biggest concern, followed by increased competition and skill shortages. Employers were asked to rank their business issues in order of importance with the UK economic situation ranking most highly, followed in decreasing of concern by: increased competition, skill shortages, Eurozone crisis, UK government deficit reduction, the ability to retain staff and new Visa rules. Respondents were also asked what local government could do to boost the local economy with common responses including the need to boost transport and communications infrastructure, promote the area as a business destination and encourage apprenticeships.

For more information on the results or to discuss your needs, get in touch with Helen Kirk-Brown, Director, on 0773 834 9931 or

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A company on the road to success Qaboo (pronounced ‘kab-oo’) is the classic example of a company with a bright idea which it turned into reality. The original idea was simple; taxi customers have little to do on their journeys, why not put a screen in front of them and pack it with local information? Company founder Anthony Parkins said: “The lightbulb moment came in April 2011 whilst sitting in the club house of Mid Sussex Golf Club following a game with my father. “The General Manager at the golf club is a good friend and knowing I had been a Marketeer for some 20 years he asked me how he could most effectively communicate with local people to promote the club. “Mulling it over with my father, who drives a taxi for a living, the opportunity emerged.Taxis have a captive local audience.Why not put a screen in front of them and tell them all about the great local businesses of Sussex? Qaboo was conceived.” But having a good idea is one thing, making it work is another. Anthony said: “The biggest challenge initially was the technology.What we needed was a system that automatically started when a customer got in the cab with the very latest adverts playing. “The solution is effectively an in-car computer that is connected via 3G.We are able to update adverts remotely within a matter of minutes. This connectivity also enables us to have great additional functions such as live news feeds.

“But you can’t afford to stand still, especially with technology. As everything came together with the in-taxi headrest TVs, we started to look at how we could possibly spend more time with the passengers.The average taxi journey time in Mid Sussex is ten minutes, so we wanted to look at how we could be with passengers before they get in the taxi and after they get out.

but it also improves safety for taxi users and will hopefully play a part in continuing to demonstrate that Sussex has a highly innovative business community. “

“Our solution is our brand new taxi booking app. This is what the smartphone was created for.The GPS within a smartphone means it always knows exactly where you are. “So, with two taps on the new Qaboo App, users can have a taxi on its way in seconds. “Also, because the app uses location-based technology, we can specifically promote the businesses located at the passenger’s destination. “Another advantage that the app brings, which is really important to us, is the increased level of safety and peace of mind for both passengers and drivers “Both parties get the other’s details before the taxi arrives, with passengers also able to rate drivers after each journey. A passenger can even book on behalf of loved ones and view their journey on their smartphone in real-time. “It has required significant investment and it’s not been without headaches but we’ve achieved something that we’re very proud of.The Qaboo App not only benefits businesses by putting them literally in the pockets of their consumers,


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Outsource, streamline, survive and grow

Efficiency, cost effectiveness, access to expertise and time to focus on business growth; a dream in tough economic periods or simply the benefits for small firms outsourcing business support functions?

in-house for such support our clients are delighted with the services we provide, all for a fixed monthly fee. We were actually taken by surprise at just how quickly clients came on board when we launched in October last year; we were a real overnight success!

Despite long-range predictions of an economic recovery and forthcoming boom, the Bank of England still warns of tough times ahead for UK businesses. One way in which businesses are recession-proofing and preparing to take advantage of the eventual economic upturn is by ensuring they operate on a lean and efficient footing. Outsourcing is a great way of achieving this, allowing firms to manage costs whilst maintaining maximum efficiency.

A new player has entered the business support services sector in the South East, founded specifically to support entrepreneurs and SMEs to maximise their energy and efficiency through outsourcing essential business support processes to qualified professionals.

At Callisto Associates we deliver professionalism and seek to ensure that all clients, regardless of their size, receive exceptional service with the highest attention to detail, fast turnaround times and that our clients’ expectations are exceeded whenever possible.

Callisto Associates offers all the traditional services you would expect from a top class PA including diary management, travel booking, event management, desktop publishing, internet research, assistance with PowerPoint presentations and much more besides. Their marketing support service provides qualified and up-to-date marketing expertise and the team work with clients on specific projects, from strategic planning through to leveraging new digital platforms.

We focus on establishing strong business relationships and we invest significant time and energy in understanding our clients’ business landscape; their structure, visions, goals, projects and competitors, to ensure we support them exactly as an in-house team would, often anticipating their needs without direct instruction.”

Typical customers range from entrepreneurs needing help managing busy schedules to boutique and mid-sized companies requiring support for marketing campaigns. The firm’s client base crosses a variety of industries including financial, legal and professional services, building and construction, charities and start-ups.

Sophia Lee-Spencer - Managing Director

As Managing Director Sophia Lee-Spencer states:- “Executives in smaller firms make it clear that their time could be better allocated if they could rely on expert support for administration and marketing communications. With the prohibitive cost of employing

The benefits to firms who outsource business support requirements to Callisto Associates are clear; you only pay for what you need, you receive professional and confidential business support, you have access to wide experience and up to date knowledge outside your own sphere of operations and, perhaps most importantly, you have more time to focus on your core business. If you would like more information on how Callisto Associates could support your business the team can be contacted on 01273 957088 or at info@



Encouraging students to develop new business ideas Clifford Conway is a Principal Lecturer at Brighton Business School, part of the University of Brighton. He currently runs courses in business planning, marketing and strategy for undergraduates, postgraduates and industry partners. He is a previous president of Brighton & Hove Chamber of Commerce. Brighton Business School offers an extensive range of academic and professional degrees, underpinned by experienced lecturers and world class research. “Innovation and creativity is central to everything we do. Our students are encouraged to develop new business ideas through an entrepreneurship module that is supported by local business managers. The module also involves an elevator pitch competition where students pitch their business idea for two minutes in the most creative way possible (songs, poems and role-play have featured) to a panel of local business people. “This is followed up with a longer ‘dragons den’ style presentation where the dragons offer


feedback and advice, helping students to fine tune their business plan. “The entrepreneurship module also features guest speakers from companies such as HSBC, Rally Strategic and Chauffer Monkey. The Business School’s entrepreneur-in-residence, Peter Jenkins from e-Advantage Solutions Ltd runs several workshops, offering students an insider’s guide to running a small business. “Companies often pitch their own business ideas to students who help write a start-up business plan or revise a current business plan.

“The Business School keeps in touch with the innovation needs of industry by working with professional bodies. Many of our part-time courses are accredited by professional bodies, such as the ACCA Professional Accounting, the Diploma in Law accredited by The Law Society, Diplomas in Management and Leadership accredited by the Chartered Management Institute (CMI), and a Personnel and Development MSc accredited by the Chartered Institute of Personnel and Development (CIPD).

Dr Clifford Conway, Principal Lecturer, Brighton Business School

“Twice a year the Business School hosts a networking event, run in conjunction with some of the aforementioned professional bodies, as well as the Chartered Insurers Institute(CII), the Chartered Institute of Marketing (CIM) as well as the Chartered Institute of Management Accountants (CIMA). The events are an opportunity for cross sector networking and the sharing of the latest news and best practice. “SME innovation and start-up funding would really benefit from greater levels of tax relief and greater lending support from the banking

sector. Unfortunately there is a lot of confusion surrounding SME start-up funding and lending schemes. The latest government proposal is to replace the national loan guarantee scheme (it only started in March 2012) with a new scheme called Funding for Lending Scheme (FLS), with financial pundits predicting that it will offer little help to cash strapped companies.�

“Another area of encouragement would be to support SME’s exporting beyond the recession-hit EU countries to the BRIC economies (Brazil, Russia, India and China). This role is admirably carried out by UK Trade and Investment but would benefit from a greater level of funding support from government.�

“An interesting alternative to high street bank lending is the idea of starting a UK investment bank dedicated to supporting the financing of SME’s, a common feature in many of our competitor countries.�

If you’re interested in Brighton Business School’s courses, collaborating with students, becoming a ‘dragon’ or a guest speaker email

Fast-track your career Our part-time courses provide opportunities to develop and update professional skills. They allow you to combine work and study, and immediately apply your learning from the course to your workplace. t ACCA Professional Accounting t Change Management Postgraduate Certificate t Diplomas in Management and Leadership (CMI accredited) t Management Practice MSc t MBA (Management, Leadership, Innovation and Public Service) t Personnel and Development MSc (CIPD accredited) t Postgraduate Diploma in Law t Social Marketing Postgraduate Certificate We also offer bespoke courses to firms looking to train their staff.




Dieppe Meca Energies (DME): exporting success DME is a powerful partner for DEEDS (Development of Economic Exchanges between Dieppe & Sussex)’.


This industrial cluster groups together 115 companies employing 6,000 people and has a combined turnover of over 600 million euros: it is a spearhead for winning new markets.

Patrice Gault, the President of DME, is a self-made man who owns three industrial companies and who has been working for many years to encourage businesses in the Dieppe area to co-operate with one another so as to keep up with the latest technology, get to know each other better and work together to open up international markets. As a result of his efforts, DME has been set up with the support of major clients. It brings together partners from large groups such as EDF, the Vinci Group, Renault, GDF Suez, and the Japanese giants Toshiba and Amada, and it establishes and maintains contacts with a wide network of SMB subcontractors in the automotive, aerospace, aeronautics and rail industries. The sectors most representative of the cluster are mechanical engineering, metallurgy, production of finished products, logistics, building and civil engineering and industrial services. Patrice, the leader of this new business model for small and medium-sized companies in Normandy, said: “Our identity is founded on the common desire to share our skills to win tomorrow’s markets together. “Our priorities are R & D, training and skills development, communication, export and the commercial promotion of our companies in new markets. “The momentum generated by DME, through its many activities and potential projects already promises a bright future for those who invest in it.


“Unity is strength is a reality reflected in companies’ promotional efforts at international trade fairs, BtoB meetings, conferences, and missions abroad, and which is supported by the wide array of communication tools that we have developed. “Project leaders attach great importance to the services we can provide: identification of the right kind of expertise, prospection for suppliers from among our members, mobilizing companies to agree on the criteria required and to coordinate their responses to tenders and to manage their projects. “There are benefits for everyone: with a collective approach to winning new markets, SMBs now have an opportunity to tender for major projects. The synergy we have created means they are now developing a culture of collective positioning in the marketplace, from the technical, managerial and legal points of view. For prime contractors this is an opportunity to be guided to new suppliers in a simple, quick and structured way.” DME has recently responded with eleven companies to an invitation to tender for the production of 200 boat landings and 300 metal platforms for offshore concrete foundations. Since 2011, DME has supported and accompanied eleven innovative projects by presenting partners, providing information,

‘Pictured: Alain Verna (Manager of Toshiba and President

giving support in the search for funding, giving documentary backup, and coaching on methods of inter-firm cooperation and on intellectual property. Close contacts with R&D laboratories and training centres are another plus provided by the cluster.

Some projects supported by Dieppe Méca Energies: n

Infrastructures to reduce the arduous nature of work in building trades,


A study to modernize a system of perfume bottling,


Positioning for the wind turbine and nuclear markets,


A study on the production and adaptation of engines for biomass power plants.

Patrice said: “The DEEDS programme led by Dominique Garçonnet (Dieppe Chamber of Commerce & Industry) and Patrick Boulier (Dieppe Maritime) together with Sussex Enterprise is a powerful stimulant for cross-border cooperation, and we are highly committed to it”, concluded Patrice Gault. For further information contact: Charles Boucourt Innovation & Export Account Officer

of the Vialog cluster), Dominique Garconnet (Dieppe CCI), Malcolm Bradshaw (Sussex Enterprise), Patrick Boulier (Dieppe Maritime), with some of the participants.’

DEEDS: fast track to French partnership French savoir-faire and English pragmatism combine to make business winners: Sussex Enterprise is setting up relationships between companies in Sussex and the Dieppe region in France and helping them to conquer new markets together. Economic activities on both sides of the Channel between Sussex and the Dieppe region have many points in common, with similar projects developing, including offshore wind, marine industries, alternative energy, and the building of new nuclear reactors. English and French companies, therefore, have many reasons to work together and combine their strengths to win these markets. Sussex Enterprise, Dieppe Maritime and Dieppe Chamber of Commerce together developed the operation called DEEDS (Development of Economic Exchanges between Dieppe & Sussex). This project is supported by Interreg IV European Community funds and is addressed to French and English entrepreneurs, to raise their awareness and encourage them to form links and work together. Dominique Garçonnet, President of Dieppe Chamber of Commerce and Industry, explained that the programme is intended for companies from manufacturing industry, service industry and building.

Dominique said they are: “The Marine Industry, including naval architecture, shipbuilding, refit and repair, equipment design and supply, onboard integrated systems, tests and commissioning, logistics, maintenance and related services;

partner on the other side who can help us, in a complementary way, to respond to complex tenders for major clients, to share networks and experience, and to do business together".

The Food Processing Industry, for wholesale distributors of food products and production of finished products or food ingredients;

The first successful cross-border business meetings therefore took place on 28 and 29 June at the Dieppe Normandy Business Centre; these two days included a business dinner, customized speed-meetings and company visits, and enabled the 20 French companies and 15 UK companies to meet, get to know one another, establish initial contacts and start up real, concrete collaborations.

Logistics: integration and assembly according to specifications, provision of value-added services like outsourced production, storage of products until required, distribution logistics and reverse logistics;

Business meetings took place in England on the 4th and 5th October with a very full programme which included projects for partnerships and cooperation between companies.

Environmental Technologies: the low carbon and environmental goods and services sector, which includes alternative energies such as hydro, wave and tidal power, geothermal, wind and biomass.”

For more information on the programme:

The Aerospace Industry, for companies involved in the aviation, aerospace, defence and security industries and subcontractors to these industries;

Malcolm Bradshaw, Board Member and Former President of Sussex Enterprise, saw the "potential that the two regions have for economic twinning". This vision is shared by Patrick Boulier, President of the Dieppe Maritime Community, who said: “The Channel isn’t really an obstacle; we have a strong



Arundel - From Domesday to Arundel has a rich and long history as an economic centre, bonded port, market town, antique centre and more recently a cultural hub with independent niche shopping and a major visitor destination. It is a great place to live, work and play.


fter iron and bronze age settlements in Arundel Park, the Romans occupied the site as a strategic military outpost, called Tarrant at the time. One of the earliest mentions of the “town” is in the will of Alfred the Great (in AD 901) in which “Erundellan” along with some other lordships were bequeathed to his nephew Athelm. In the will Arundel is simply described as a “ham” (an old reference to a hamlet) The first official reference to “Arundel” occurs in the Domesday Survey of 1085. This is also the first mention, which includes Arundel Castle, although some form of fortifications almost certainly did exist prior to the Norman conquest.

Over the next few hundred years, Arundel enjoyed many milestones including: a fire destroying half the town, participation in the Peasants Revolt, the Civil War, the Reformation and not to mention the Dukes of Norfolk, who either spent time in the Tower of London or were beheaded! From the 17th century, Arundel was a market town, with cattle markets held on Maltravers Street weekly and four annual fairs. It was also an important port, made a “bonding” port in 1817, and so a stopping off point for goods to transfer to road or canal up to London and beyond. This was made possible by the river Arun being navigable far inland. At this time Arundel was also connected to Portsmouth by canal. The Norfolk Arms Hotel was built in 1783 as a resting place for commercial travellers, who no doubt enjoyed many of the over 30 pubs, supplied by one of the seven breweries in the town!

Hilaire Belloc. Belloc’s poem “The South Country” reflects the beauty and tranquillity of Arundel’s surrounding countryside being nestled in the stunning South Downs and so near the sea.

A further key year in Arundel’s economic development was 1842 when the Duke of Norfolk made Arundel Castle their permanent home. Then in 1846 Queen Victoria came for a visit, once again putting Arundel on the map. After this there was a period of about 50 years of restoration and rebuilding work at the Castle and Cathedral.

During the past 50 years, several factors contributed to contemporary Arundel. These include the rise of the out of town supermarket, second-home ownership, the loss of council homes, increasing “weekending”, “Fair Trade” status (from 2004) and the establishment of the South Downs National Park.

In 1856 Arundel Castle opened its doors to tourists for the first time with 1,000 visitors in that year, it was not until the railway station was built in 1864 that the numbers rose to about 17,000. This period coincided with the demise of the port and thus commerce in the town was replaced by tourism, antiques and coffee shops. This characterised the town, up until the mid-20th century, which also retained much of its market town features including many pubs, several butchers, fruit & vegetable shops and fishmongers etc. Arundel in Winter


River Arun

At this time and later Arundel attracted artists and writers including John Constable and

As a result several things happened: 1)ऀArundel’s profile as a visitor destination rose with two major attractions (Arundel Castle and Arundel WWT), “Gateway to the South Downs” and the many food, cultural and shopping events throughout the year. 2)ऀArundel’s reputation as a “nice place to live” grew, contributing to the higher than average for the area property prices in town, and also in the surrounding villages. The Arundel Chamber of Commerce had always been active in the town creating events such as the popular Arundel by Candlelight in December. It has also become an important lobbying group working collaboratively to

the present day

RT Page Ad QP:Layout 1

maintain Arundel’s distinct character and build on its many assets (the skyline, Georgian/Victorian architecture, independent shops and eateries, the river Arun etc). From 2009, the Chamber of Commerce worked closely with Collabor8, LEADER and Arundel Community Partnership to raise money for some key projects in the town including: n

New town centre signage to replace old, out of date and misleading signs.


A brand identity for the Town, under the slogan “Arundel – Sussex in Style”.


A nine month PR campaign to promote the new identity and Arundel as a quality place to visit, stay and shop for both residents and visitors alike.


Replacement of Town Maps in all car parks & new town crest on Town Quay.


A new pontoon on the River Arun allowing boats to moor for the first time for the day.

Arundel currently has about 350,000 visitors per year, which includes traditional tourists, near residents and friends and family of residents.This broad mix means that it has a broad range of frequency of visit from once to more than ten times per year. Approximately 10% of visitors are foreign, most are couples without children, and all ages are well represented from 20-25s to the over 65s. All of this boils down to a complex and sophisticated retail mix in the town offering a wide range of goods from cups of coffee and souvenirs to homewares and up market art works. The main challenge (apart from the generally poor economic climate) for local businesses and authorities is getting the balance right to provide for the... Continued on page 31



Logistic Thinking

Here at RT Page we follow a different approach to warehousing and distribution, one that recognises that in providing logistic support to your organisation we are part of the entire process of delivering satisfaction to your customer. We know that to deliver the service you need we must understand your business, objectives, ethos and systems. Only then can weLogistic bring our 50 years of experience, Thinking knowledge and expertise to produce the most effective solutions. In conjunction with our strategic partners we will deliver a service that will reduce costs, improve the efficiency of your Here at RT Page we follow a different approach supply chain and contribute to your profitability.

to wareho distribution, one that recognises that in providing logistic organisation we are part of the entire process of delivering Comprehensive Service customer. From our purposeyour built warehouses at Ford in Sussex, in conjunction with our strategic partners, we offer our customers a smooth, efficient service that integrates easily with their We that to deliver the service you need operations whether theyknow are seeking:-

we must un business, objectives, ethos and systems. Only then can w l Total Supply Chain Management l Warehousing years of experience, knowledge and expertise to produce l Transport effective solutions. In conjunction with our strategic partn l Distribution l Pick and Pack deliver a service that will reduce costs, improve the efficie l or any of the other serviceschain we offer and contribute to your profitability. supply We believe that success is based on real collaboration, trained, motivated staff who regards customers as colleagues, backed by effective IT system – to give you visibility and control over Comprehensive Service your stock – and, above all, a commitment to deliver! In short whatever you want to store, wherever you want to moveour it, by land, sea or air built we can help. From purpose warehouses at Ford in Sussex,

in with our strategic partners, we offer our customers a smo Smoothly | Securely | Safely service that integrates easily with their operations whethe seeking:Tel: +44 (0) 1903 736300 | Email: • Total Supply Chain Management • Warehousing • Transport • Distribution • Pick and Pack 29 • or any of the other services weBUSINESSEDGE offer

For all your fastening needs Whether it’s product design, sourcing or supply, TFC’s expert team caters for every eventuality Innovative product ranges Experienced product & logistics specialists

Flexible supply solutions UK regional & international offices

call now to speak to our expert team

+44 ( 0 ) 1435 860333

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Quarry Lane, Chichester, West Sussex PO19 8NY




mix of people coming to the town each year, without alienating the core residents (and near residents) and their needs. During 2012, Arundel was one of the major venues in the South East for the Olympic Torch Relay, with a full day of events and entertainment in both the Town Centre and Castle. This combined with the Annual Arts Festival in August and Food Festival in October attract many people to the Town in a short space of time, giving traders the chance to showcase their wares to many new potential clients. There are currently two major regeneration projects completing this year and next: Arundel’s new Museum and Heritage Centre development in Mill Road and the Arun Riverlife project at the WWT Arundel Wetlands Centre. The Arundel Museum Society took possession of their site in October 2011, and £1.4m works started in early 2012 to build the new centre completing in early 2013. Fundraising for this project has been on-going for a number of years and the main sources are the Heritage Lottery Fund, Arun DC, LEADER; local fundraising efforts raising over £40k. The building, designed by Potter Associates, will also house the Visitor Information Centre, and so will be the centre of tourism activity for the Town. Being on the flat river plain it will be accessible to all.

River Arun

The Arun Riverlife project offers fantastic long-term benefits to both wildlife and visitors at WWT Arundel Wetland Centre. They are currently seeking the necessary permissions to carry out different phases of the project. The vision of the project is to create a new landscape, a snapshot of the Arun valley where the visitor feels like they are sat on a meander of the river Arun. This project offers opportunities to develop local partnerships and WWT Arundel are delighted to be working with the South Downs National Park, who are supporting the project with £30,000 from their Sustainable Communities Fund. Further plans in the future involve indoor leisure facilities at the Lido, development of the Victoria Institute as an arts centre and possible pedestrianisation of the Town Centre.

Arundel Town Centre

These projects, and the new pontoon on the River Arun opened in 2011, cement Arundel’s position as an important market town and visitor centre for the 21st century in the Arun Valley and Sussex generally as both a gateway the South Downs and the Sea, connected by the River Arun.


Our Christmas Parties are a load of old junk... Private group bookings available with our spectacular Christmas show from the creators of STOMP! We are offering a VIP group package for your party of friends, or company Christmas party, on Thu 20, Fri 21 and Sat 22 Dec. From only £39.00* per person, you can have exclusive use of our Founders Room for your very own private cocktail party 32 BUSINESSEDGE

and a ticket to The Lost and Found Orchestra - the hotly anticipated new production from the award winning creators of STOMP. Included in the price is: UÊ9œÕÀʜܘʫÀˆÛ>ÌiÊL>À UʘÊ>ÀÀˆÛ>ÊVœVŽÌ>ˆ UÊ-Փ«Ì՜ÕÃÊvœœ` UÊ9œÕÀÊ̈VŽiÌÊ«ÀˆVi I*ÀˆViʈÃÊÃÕLiVÌÊ̜Ê6/Ê>˜`ʈÃÊvœÀÊ>ʓˆ˜ˆ“Õ“ÊœvÊÎäÊ}ÕiÃÌÃ

There are a few selected dates still >Û>ˆ>LiÊvœÀÊ«ÀˆÛ>ÌiÊ«>À̈iÃÊvœÀÊxäqxääÊ }ÕiÃÌÃʈ˜Ê̅iÊ œÀ˜Ê ÝV…>˜}iÊ>˜`Ê >vi‡L>À° For further info please call the events Ìi>“Êœ˜Êä£ÓÇÎÊÓÈ£xÓ{ʜÀÊi“>ˆÊ ÕÃÊ>ÌÊiÛi˜ÌÃJLÀˆ}…Ìœ˜`œ“i°œÀ}



We at The Cheese Man are passionate about cheese and fine foods, and as a local company are proud to promote local products.








We are ever mindful how important food miles and environmental issues are to our customers, and working closely with local cheese makers in sharing our knowledge and expertise we hope to highlight what we know at ‘’The Cheese Man’’ that some of the finest ranges of cheeses are here on our very doorstep ready to be delivered to the wholesale trade by the only Cheese Specialist Van Sales Company in Sussex. As a family run business we can offer over 50 years experience in the Cheese and Fine Food Trade.



With our fleet of refrigerated vans we operate a van sales service Monday to Friday covering the Sussex area and an out of office hours answer machine is available to accept your orders.


We would be happy to talk to you further regarding all aspects of our business.

01273 412444




Reaching for the Moon or a Mop The Goals and Values of the organisation are key to setting out the story that will be followed as they set sail to develop the business and grow. A story has been told over and over in conversations worldwide of how United States President John Kennedy once visited NASA. He passed a cleaner working away and asked him what his job was. An interesting enough situation for a President to ask someone what they do when it is obvious, however, the cleaner replied ‘My job is to help to put a man on the moon.’ Such Charisma isn’t often seen from a cleaner to a president. This story has always resonated with me and I have told it many times myself when working with people and organisations. There has been some debate around whether this story is true or not, but what it illustrates is the cleaner’s complete engagement with the aims of NASA, the mission, values and strategy. What if it had been anyone else that Kennedy had spoken to? What sort of answer would he have received? Was everyone at NASA engaged with this same value within the organisation. The Goals and Values of the organisation are key to setting out the story that will be followed as they set sail to develop the business and grow. Organisations the world over spend hundreds of thousands to develop a mission statement, values and competencies that are a blueprint for a way of working. However everywhere I go in the world I meet with people that don’t really buy into them as they are just words, some people understand what they are and what they mean to the way they work but aren’t really in tune with what they mean for them. The missing link is how they connect with these values on a personal level, how they connect their lives to their work and achieve balance. Being in tune, engagement, having that Charisma, isn’t something that can be done to people, it is a mindset that is developed by each and every person. If you walk into an office and feel the “buzz” or that great “energy” it isn’t an

T: 01273 915019 W: E:


accident. The place you are visiting is working with individuals in order for them to fully engage and take their business to new places, achieving more and being more productive. If a holiday company’s goals are to sell as many holidays as possible, and my personal goal is to create wonderful holidays that people remember, I may be working hard but I will not buy into what my company is doing because I don’t value the goals and values and thus won’t reach my true performance potential.The other applies If the holiday company’s goals and values are to create amazing holidays that people will remember and I just want to come into work and do my job, I’m not bothered about their holidays then I’m not

part of the company’s bigger picture and won’t be as productive as the people who are, those that have their sense of purpose. Does your organisation have a buzz of energy that vibrates at the heart of everything you do? Are your Goals,Values and Mission about performance management or performance enhancement? 2012 is the year of change, build your Fully Engaged Organisation to compliment the bigger brighter future on offer. Ric Hayden - Learning Cog Ltd. Ric can be contacted at or on 01273 915019

Learning Cog is a people development consultancy helping you engage with your customers and your employees and the work you do everyday. We specialise in Leadership, Management and Sales Performance. “Exciting, Engaging, Motivating and Enjoyable training courses that generate creative solutions, whilst also understanding the needs of the business as well as that of the individual learner” Debbie Batley - HR Director - London

Build Build Yourself Yourself Build Yourself A A Bright Bright New New A Bright New Future Future Future Apprenticeships Apprenticeships Apprenticeships

Work Work Based Based Learning Learning QualiÀ QualiÀ cations cations & & Short Short Courses Courses Work Based Learning QualiÀcations & Short Courses

Our Our courses run Ourcourses coursesrun run all all year round, allyear yearround, round, soso applytoday! today! soapply today! Follow us on Follow Follow usus onon

@JACETraining @JACETraining @JACETraining

JACE Training, Jancett House, Stanley Park Road, JACE JACETraining, Training,Jancett JancettHouse, House,16 16 16 Stanley Stanley Park Park Road, Road, Wallington, Surrey SM6 0EU Wallington, Wallington,Surrey Surrey SM6 SM6 0EU 0EU Part ofof the Jancett Group –– – Part Part of the the Jancett Jancett Group Group Winner Best SME Business at Sutton Business Awards 2012 Winner WinnerofofofBest Best SME SME Business Business atat Sutton Sutton Business Business Awards Awards 2012 2012

0845 241 7738 0845 0845 241 241 7738 7738 BUSINESSEDGE 35



Work preparation Brighton and Hove Education Business Partnership (EBP), is making vital connections between schools and businesses to raise aspirations for our young people still in education. Our remit is to ensure that local young people currently in education and training are preparing for work with the appropriate attitudes, behaviour, skills and knowledge they will need to join our future workforce.  We work with a range of companies who want to engage with young people to ensure they are aware of employer’s needs.  We support schools and colleges on Enterprise Education and work related learning days, which can include interview skills, and effective job applications.  Most importantly we get our young people to meet local business people, staff and employers, to learn directly what specific job sectors are all about.



The EBP, which is hosted by the City Council, builds and sustains successful and positive relationships with local employers and businesses in Sussex. Paul Bonett, the Chair of Brighton & Hove EBP, is a local company director who sits on the City Employment Skills Group and is a member of several strategic forums in the City. Therese Cole, the Relationship Manager for Brighton and Hove EBP, with 10 years experience in the Public sector, and 20 years experience managing the Apprenticeship programme at American Express in Brighton. The EBP has built a strong base of nearly 700 employers across the county who are willing to contribute their time and professional expertise in schools. Paul says ‘to have an effective workforce for Sussex, businesses and schools need to work together now to ensure that our young people know about future opportunities within the local and regional economy. Contact ThĂŠrèse Cole, Education Business Partnership, Brighton & Hove Tel: 01273 294819 Email:







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Supporting You, Your Employees and Your Business We are a Private Provider which has been established, to put Quality staff back into your industry. AJS are able to deliver all the mandatory and short course health and social care training Qualified Tutors /Instructors and Assessors for all your managers and care staff requirements.

n We deliver our care courses nationwide and can meet the care training needs of individual homes, small groups through to corporate care providers.

n The Common Induction Standards

n We already deliver our care training courses to organisations across the UK

n Mandatory and specialist training n Continuous professional development. n Quality Management Systems Our care training courses are delivered in your workplace at a time convenient to you and each course can accommodate up to 12 attendees. We also have venues and timetables for training throughout the year

We have qualified Managers that are able to work closely to assist you and carry out independent quality assurance audits and implement systems to meet business requirements under pinning and meeting compliance requirements. They are also available to complete your manager’s independent supervisions and appraisals.

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The story behind a novel energy invention For the past decade, there has been increasing concern over world energy supply sustainability and many new and novel solutions have been proposed involving massive investment with very long lead times. It was against this background that Mike Burns, Director at CTEC, began thinking along the lines of making a much earlier impact by significantly improving the efficiency of energy conversion systems currently in use. From his time at Ricardo Engineers Shoreham, he was very familiar with the notion that less than a third of the energy potential of the fuel used in Internal Combustion Engines (ICEs) produced useful work, a third was expended in cooling the engine and the other third expelled in the heat to exhaust. Whilst running his own Automotive Laboratory Test business based in the facilities of Sussex University in the early 2000s, Mike’s extensive knowledge and understanding of engine thermodynamics was called upon to address the question of how the normally wasted thermal energy in an engine may be turned into useful additional engine power to increase overall engine efficiency. The seed for the development of the CTEC Energy business was sown. Early experiments pursuing the application of heat recovery were started in Mike’s garage at home and began a great deal of research into steam technology past and present including a visit to the USA to examine the very effective steam generator fitted to the 1920s Stanley Steamer car, and visits to Switzerland to review the steam drive systems newly fitted to some independent mountain rail cars. The early exploratory tests confirmed the need to use the phase of super-heated steam and the choice of a piston type ‘Steam Expander’ device to achieve acceptable levels of useful work from the exhaust heat conversion. It was clear that the ‘Steam Generator’ unit would need very efficient heat transfer properties to extract the maximum energy from the exhaust gas. To address this, an intensive design and development programme was put in hand in Newhaven with a small team of highly qualified and experienced engineers. Mike began the non-linear heat effect on dimensions and conflicting demands relating to the Generator’s water tube spacing, driven by the need for compactness versus the



By now the basis of a fully functional ‘closed-loop’ system, taking rejected exhaust gas and converting it to super-heated steam to drive a steam-expander, which in turn could drive a generator, had been attained. There was also the possibility of providing a heating system using the hot water from the Condensers, used to convert back the steam exhausted from the Steam Expander to the feed-water for the Steam Generator. The project had now reached the stage of deployment and “Clean Thermodynamic Energy Conversion Ltd.” was established in late 2010. Attention turned to company structure and working philosophy and a ‘customer centric’ approach was adopted driving company operational systems that were focused on delivering the highest expectations of potential customers, from commercial terms, through product quality, to after sales support. Accordingly, a quality manual covering all aspects of company operations was developed with Sussex Enterprise Quality Management Services and full accreditation to ISO 9001 was obtained in April this year. A tailored MRP system, overseen through an experienced IT specialist, controls all aspects of the company’s activities providing technical update and appropriate management reports. Mike Burns, Director, CTEC

requirements for both unimpeded exhaust gas flow and the ‘High Pressure Steam Vessel Directive’, called for some highly innovative design involving sophisticated investment castings, judicially spaced tubes and fins, with vortex modulators, and vacuum brazing techniques. All design work including thermodynamic and structural stress analysis was carried out using state-of-the-art computer aided engineering (CAE) tools. The quest to find a modern compact piston ‘Steam Expander’ was finally accomplished on locating a large German Engineering Company, Voith, who were developing such a unit for use with their industrial size paper rolling machines and with their rail power-pack products.

A collaboration agreement was set up to jointly develop a specific version of their Expander to be compatible with the ‘Steam Generator’ designs being developed in Newhaven. To ensure the maximum effectiveness of the heat conversion, it was evident that exact control of water and steam temperatures and their flow rates were paramount and the in-house development of a discrete electronic control system formed a significant element of the project. Response from a multitude of sensors was harnessed to effect operational control and a telemetry feature was incorporated to monitor performance of a system remotely.

Funding the project has been an issue throughout and still remains a challenge today against the background of a ‘risk averse’ investor environment prevailing currently and over the last four to five years. The CTEC system enjoys a wide sphere of general global application from an extensive range of heat sources but the stationary gas engine electrical generation sector has been chosen as the most pragmatic area for initial deployment. The high level of innovative technological application employed in this project has resulted in a self contained industrial product, applicable to new installations, or ‘retro-fitted’ to existing installations, that typically will enhance electrical generation output by 12% and pay back the capital cost in 3 years. The fast developing Anaerobic Digester (AD) field provides an excellent opportunity to increase electrical generation potential and maximise return, accordingly CTEC’s priority for its early market deployment is focused in this area and the first customer installation will be up and running at a new AD site in the West Midlands at the end of this year. Discussions are well advanced with a number of high profile AD and Landfill operators with a view to installing CTEC equipment on various sites during 2013 and this augers well for the delivery of the business plan for steady growth over the next two years.



Getting the message right Branding is crucial for businesses of any size because a product or company whose name is ingrained in the public consciousness dramatically increases its chance of pushing up sales.

The Consumer Superbrands 2012 top ten was:

Those businesses that take the science of product recognition seriously have achieved success by creating a brand that stands out in customers’ minds, products that have a positive association, a recognised name and a higher perceived value than their competitors.

1. Rolex

Yet despite its importance, branding can sometimes be overlooked by businesses, some confident about the quality of their product without investing in marketing or smaller firms who believe that branding is for the big boys with their deep pockets.

5. BBC

However, it is worth remembering that all big companies started small and that it was canny marketing that set them all on the path to rapid growth.

9. Jaguar

That does not happen by accident. So what are the key issues in establishing a brand?

The Business Superbrands 2012 table, displayed a similar trend again. The top ten was:

Well, a good brand creates a visual, emotional, and cultural connection with the customer. Whether it be children playing in the garden while swigging a particular soft drink (we bet you can name one, underlining the power of branding) or athletes testing strength and sinew in their snazzy trainers (we bet you can name those as well), the emotional attachment created by the brand translates into sales.

2. Coca-Cola 3. Google 4. Mercedes-Benz 6. BMW 7. Duracell 8. Dulux 10. Royal Doulton

1. Rolls-Royce Group 2. Google 3. GlaxoSmithKline 4. Apple

The right name is key. Is it one that can be instantly remembered or is it too wordy, too obscure? Is it off-putting or does it sound friendly? Is it right for the target market? Will a pensioner go for Wow! drink or will Summer Fruits work better? It’s about knowing your market, understanding your customer.

5. British Airways

If you examine some of the great brand names, they tend to be short. One word usually, two at most, sometimes three. Snappy, easily remembered. This was underlined when the Consumer Superbrands league tables were published for 2012.

10. PricewaterhouseCoopers

The annual tables are based on the opinions of marketing experts, business professionals and thousands of British consumers and there are two sets of results, Consumer Superbrands (the UK’s strongest business to consumer brands) and Business Superbrands (the UK’s strongest business to business brands).

A moment or two considering the humble baked bean should suffice as an answer (and we reckon you‘ve thought of one product already). We all know that Heinz leads the market and, yes, there are similar products out there, yes they may be as good, but where does the shopper’s hand go first in the supermarket? The one with the strongly defined branding, the one with the positive connections, the one with the instantly recognisable colour scheme that has not changed on its labels in years and the name everyone remembers because it’s short and snappy.


6.Virgin Atlantic 7. London Stock Exchange 8. Bosch 9.Visa There may still be those who wonder if all this attention to the science of branding really matters. A good product’s a good product, fancy advertising or not, surely?

Understanding such concepts can translate into strong revenues for a company. It is estimated that good brand name recognition can increase profits by between 10 to 20 per cent. Or put another way, if you ignore the idea of branding that’s between 10 and 20 per cent that your company is not receiving.

Successful branding; it’s a people thing It’s no good working hard to develop a brand if it’s not properly managed. One of the key messages for those that advise on branding is that everyone associated with the company in question should understand the thinking behind it so that they can convey the right image to the public. Nothing destroys all that good marketing work more effectively than promotional materials going out with mixed messages. This is about a uniform approach to placing an image of the product in the consumer’s mind.Vary it and the consumer becomes confused. A new report from the Chartered Institute of Marketing showed that seven out of ten marketing and brand experts questioned in a survey believed that creating a good customer experience was more important than issuing huge amounts of marketing material. Only 25 per cent said that they felt their company’s staff embodied the brand on a day to day basis and only 24 per cent feel staff understood its importance. Thomas Brown, Institute Head of Insights, said: “This is one of the most important findings of our report, the fact that while brand experience is talked about among the executive team and everyone recognises its importance, customers do not necessarily see it because it does not reach operational processes.“ In addition, only 14 per cent of respondents said that customer needs were the main driver of their businesses, citing the likes of financial factors instead. An example of a company that insists that its staff properly serve the brand is Walt Disney, which insists that staff working on its movies or in its theme parks understand the importance of the concept. The company includes brand awareness in the professional development training that it runs through its Disney Institute. Underpinning the Institute’s work is the statement: “Brand loyalty is a reciprocal relationship that begins with the business. A business must be loyal to its customers in order to receive loyalty in return. At Disney, long-lasting relationships evolve: Guests become friends and friends become family.”



Goodwood Gala Dinner 2012 When: 18.30pm – 23.00pm November 8th Where: Goodwood House, Chichester The jewel in the Sussex Enterprise event crown! A champagne reception in The Great Hall of Goodwood House, followed by tours of the famous Canaletto paintings. A fabulous three course meal with fine wine completes the opulent Goodwood House experience. Guest speaker announced: Sally Gunnell OBE; the Essex Girl who captured the hearts of a nation. She remains the only woman ever to hold four major track titles concurrently – Olympic, World, European and Commonwealth. Dress Code for this event is Black Tie. Premier members – free Member Plus – £120 inc vat Please note limited places available Sussex International Trade Forum Ask the Experts When: 17.45pm – 20.30pm November 12th Where: Brighton University An opportunity to have your questions answered by our expert panel including The Lord Green of Hurstpierpoint, Minister of State for Trade and Investment. Full details to be announced soon. This event is free to all of our members. Non-members – Free for those sampling events for the first time. Pay as you go £24 inc vat Please see the event homepage for full booking terms and conditions Mid Sussex MP Lunch When: 12.00pm – 14.30pm November 16th Where: Chardonnay Restaurant, Washington MP Lunch events provide the perfect opportunity to converse with local MP’s and network with other businesses over a delicious lunch. We are inviting local MP’s to join us to address attendees on the issues they are facing within their constituency. This event is open to Premier and Member Plus levels of membership only. Premier members – free Member Plus – £60 inc vat Please see the event homepage for full payment terms and conditions

Brighton & Hove MP Lunch When: 12.00pm – 14.30pm November 30th Where: The Hilton Metropole, Brighton MP Lunch events provide the perfect opportunity to converse with local MP’s and network with other businesses over a delicious lunch. We are inviting local MP’s to join us to address attendees on the issues they are facing within their constituency.


This event is open to Premier and Member Plus levels of membership only. Premier members – free Member Plus – £60 inc vat Please see the event homepage for full payment terms and conditions

All events can be booked by visiting www. sussexenterprise.

Sussex festive lunch When: 12.30pm – 15.00pm December 6th Where: Ashdown Park Hotel Why not come and join us to get you into the Christmas spirit in the beautiful surroundings of Ashdown Park Hotel for a delicious 2 course lunch in the impressive Jacob Henniker Hall. A fantastic opportunity to network with other local businesses during the festive season!

What will be covered? n Ideas on how to use the law to your business advantage n Brand protection tips (including Trade Marks)

To secure your place, please RSVP to stating your options from the list below. Once we have your place registered we will confirm the final details and times etc.

n Legal essentials to secure your business

Ticket prices as follows: Sussex Enterprise Premier Members: lunch £FREE Member Plus: lunch £FREE Standard Member: lunch £35 Non Member: lunch £45 All prices exclude VAT Please see the events homepage for terms and conditions.

This event is ideal for business owners and decision makers from any size or structure of business.

Protecting Your Business: Your Legal MOT When: 07.30am – 10.00am December 11th Where: Frances Court, Copthorne Do you have the tools to protect your business? Delivered by Penina Shepherd, founder and MD of the award winning firm Acumen Business Law, this presentation focuses on Business Law matters and includes legal tips to safeguard your business. In this interactive presentation, Penina uses real life case studies and audience interaction to illustrate how the tips can be utilized in every size of business.

n Guidance on contracts with clients, suppliers and other parties n How to mitigate a dispute in a cost effective manner.

Networking opportunities and breakfast on arrival. This event is free to all of our members. Non-members – Free for those sampling events for the first time. Pay as you go £24 inc vat Please see the event homepage for full booking terms and conditions If you’re interested in upgrading your membership or becoming a member to access these events, please visit our website (www. or call 0844 37 595 50.  


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More resources for HRrelated administration In a recent Sussex Enterprise survey, members were asked about their commercial insurance provision. 40% witnessed a rise in business insurance premiums at their last renewal, 90% consider premium stability important (and no doubt a key factor in effectively managing business costs) and 60% were keen to find out more about insurance services via Sussex Enterprise. Whatever your requirements, SEIS can develop a package to meet your needs. Based in Burgess Hill, and Petersfield, we’re on the ground where you need us. We will provide a single point of contact for all your insurance provision, communicating with you in the way you prefer – i.e. face to face, over the phone or online.  So how have we managed to negotiate such benefits?  “It’s because of the expertise, professionalism and transparency within our business,” explains Sutton Winson Director, Tim Brangwyn. “Our 10-strong Sussex Enterprise team has years of experience, sourcing and managing insurance solutions for a wide-range of businesses and organisations.  We understand and appreciate the issues businesses face and are keen to help them control their insurance costs.

The Sussex Enterprise Insurance Services team, from left to right; Top row: James Penfold, Samuel Ashby, Neil Hobbs, Andrew Lambert. Bottom row: Jessica Park, Mark Warner, Claire Weston.

This feedback not only gave an insight into the key issues surrounding insurance provision, but provided a springboard for the launch of Sussex Enterprise Insurance Services (SEIS) in May 2012, a collaboration between Sussex Enterprise and Sussex broker Sutton Winson – one of the UK’s leading independent insurance providers. The ethos of SEIS is to provide tailor-made insurance solutions to protect your business and the people within it, endeavour to keep insurance costs down and stabilise premiums for a fixed period of time.

So how do we do this? First, we learn more about your business, your operation, your liabilities and areas where you may need protecting financially and reputationally.  

Finally, and where appropriate, we source insurance solutions and proactively manage your portfolio, leaving you free to concentrate on the day-to-day running of your business. In light of the survey feedback, it’s feasible to assume that no insurance provider can keep costs down or stabilise premiums, however at Sutton Winson, we can. Such is our relationship with insurers, we’ve been able to negotiate a package that gives Sussex Enterprise members unique benefits.  These include; n A commitment to reduce or match 2011 renewal rates n Fixed premium rates for three years, subject to acceptable claims experience n 0% monthly direct debit payments spread over 12 months

“We’re also Investor In People accredited which means we’re recognised for our comprehensive training programmes and career development opportunities – put simply, staff study for and attain qualifications which benefit the areas they work in.” Members of the SEIS team include Samuel Ashby, Development Technician who says: “At SEIS, we take pride in what we do – we’re committed to going the extra mile for clients and like to provide a fresh and different approach to insurance. I play a leading role in helping Sussex Enterprise members and am looking forward to making this initiative a success. Look out for me at plenty of events, so we can all put names to faces.” Neil Hobbs, the Manager responsible for the Sussex Enterprise team concludes: “At a time when money is tight, it’s essential to be able to make savings across all business areas, including insurance. It’s brilliant when you’re able to help a client achieve this.”



Innovation and small business the way forward for Hastings As the Member of Parliament for Hastings and Rye since 2010, I am delighted to be contributing an article for Sussex Business Edge.


ver since the start of my working life, business has been at the very heart of my thinking. As someone who has worked in finance by assisting growing businesses with start-up and expansion funding, I know the vital role that small businesses play in creating economic growth in the medium to long term. My election as an MP gives me the opportunity to champion measures that will help these very businesses in my constituency. I strongly share the Governmentâ&#x20AC;&#x2122;s commitment to a sustainable private sector led recovery. In Hastings we have already been the beneficiary of private sector job creation from big business, with the insurance firm Saga opening offices that will eventually create 800 new jobs for the town.

Hastings is also an up and coming location for new start-up businesses, particularly in innovative creative industries. Many of the courses offered by The Sussex Coast College and the University of Brighton in Hastings will support employment in this small but growing sector of the local economy, by offering creative industries a highly skilled pool of labour. Hastings also benefits from competitive rents and low house prices, providing fertile ground for creative entrepreneurs to expand their businesses. For any start up creative industries who are tempted by what is on offer, the Creative Media Centre and Innovation Centre offer workspace from as little as £300 per month. The manufacturing sector in Hastings also shows that other sectors can flourish in the town. Around 10% of employment in Hastings is dependent on the manufacturing sector, maintaining its key contribution to the local economy. During difficult times it is more important than ever that manufacturing firms innovate to stay in business. I am delighted that small manufacturing firms ranging from makers of swimming pool covers to producers of clothing remain in business, proving their ability to adapt to the current challenging environment. Of course, I understand that these businesses need good infrastructure to support them. This is why I was a relentless campaigner for the Hastings to Bexhill link road, which will not only offer existing and new businesses a vital piece of infrastructure, but also facilitate the construction of a ½ million Sq foot business park. I am also an unashamed advocate of the employment opportunities available at the General Dynamics plant in Hastings. This plant produces innovative, high tech machinery for our armed services, providing highly skilled manufacturing jobs in Hastings. Innovation in this sector can make the difference between life and death for members of our armed services.

Amber Rudd, MP for Hastings & Rye


On a national level, I am consistently praising the Government for creating the conditions for businesses to thrive. The Regulatory Reform Bill, which is currently in the process

of going through Parliament, will lift the excessive burden of regulation that has been so damaging to businesses over the past decade. In particular, small businesses often feel swamped by employment regulation, which all too often acts as a significant roadblock to firms who are looking to take on new staff. The Government is also cutting corporation tax over the course of the Parliament, reducing our rates to some of the most competitive in the G20. Furthermore,



the New Enterprise Allowance continues to offer unemployed people assistance in creating new businesses, giving help to budding entrepreneurs up and down the land. These are just some examples of Government measures that will promote a healthy, sustainable economy for the future. My message to entrepreneurs in Hastings is that this Government is on your side. If you want to start a business, weâ&#x20AC;&#x2122;re with you. If you

want to expand your business and take on new staff, weâ&#x20AC;&#x2122;re with you. If you want to innovate or take advantage of a gap in the market, weâ&#x20AC;&#x2122;re with you. I am so delighted that this message is already getting through to the people of Hastings. There are many inspirational people with entrepreneurial spirit in Hastings, taking advantage of the opportunities available to them. One of my constituents, after losing her job in the public sector, opened a flower shop in St

Leonards. I am glad to say that business is good, just as it as for many other small companies in Hastings. I am always keen to promote business in Hastings and Rye, so I want to hear the views of local businesses. If you have any questions, whether it relates to local or national business issues, please do get in touch at


A stunning conference and training venue that can help you make a difference Bowles can offer an outstanding, beautiful and tranquil location for all your conference and training needs. The 12 acre site set on the Kent/Sussex border has been developed in a way that is sympathetic to the local environment. Originally set up in 1964, Bowles is now run as a charitable trust and is one of the UKâ&#x20AC;&#x2122;s leading learning and development centres with a wide variety of conference and training facilities including:

Beautiful chapel lecture hall 5 training/seminar rooms Wi-Fi access Dining room, lounge and bar 16 en-suite single/twin/triple rooms Indoor-heated swimming pool Team of experienced facilitators ILM Accredited management and leadership development Nationally-renowned sandstone climbing rocks Private woodland

By enjoying our facilities you can deliver on your CR values because all profits are donated to the Bowles Rocks Trust, an educational youth charity contributing to the development needs of young people and providing bursaries to children to come and experience the facilities at Bowles. For more information please contact: Email: Discover more online at or call 01892 610600 Black & Green

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Brendan takes up a new challenge Leading regional law firm asb law has welcomed Brendan Roodt to its corporate finance team.

commercial law and is qualified in England and South Africa.

Previously with Brachers, Brendan will play a key role in business development and supporting asb’s clients across the region. He has 15 years’ experience in corporate and

In recent years, he has also developed expertise in advising schools on how to become Academies, and has advised on more than 25 conversions.

Brendan works predominantly with SMEs and owner-managed businesses, focusing on mergers, acquisitions, joint ventures and major commercial transactions.

Brendan Roodt with Helen Mead

Helen Mead, head of the corporate finance team, said: “Brendan is another strong recruit into the firm; his arrival not only enhances further our offering in the corporate arena, but his specialist knowledge will play a key role in developing the services we already provide into the education sector.” asb law has been an established presence in the south east for many years; with regional centres in both Crawley and Maidstone.



Ahha Publications Business Services 257 Kings Drive, Eastbourne, East Sussex, BN21 2UR Audrey Fletcher, Director T: +44(0)1323 501722 E: W:

Allergy Therapeautics Ltd Specialise in diagnosis and immunological treatment of allergy Dominion Way, Worthing, West Sussex, BN14 8SA Davis Binstead T: +44(0)1903 844700 E: david.binstead@allergytherapeutics. W:

Becker Underwood Ltd Bio Pest Control Harwood Industrial Estate, Unit A1-A3 Modern Moulds Business Centre, Harwood Road, Littlehampton, West Sussex, BN17 7AU Graeme Gowling, General Manager T: +44(0)1903 732323 E: graeme.gowling@ W:

Begbies Traynor Group PLC Insolvency Practitioners 2-3 Pavilion Buildings, Brighton, East Sussex, BN1 1EE Jon Beard, Director T: +44(0)1273 747847 E: W:

Blue Arrow Ltd Employment & Recruitment Agencies 15 Hyde Gardens, Eastbourne, East Sussex, BN21 4PR Alison Collville, Branch Manager T: +44(0)1424 444555 E: W:

Bluebell Railway Ltd Preserved Steam Railway Sheffield Park Station, Sheffield Park, Uckfield, East Sussex, TN22 3QL Roger Kelly, Funding Director T: +44(0)1825 720813 E: W:


BNI Sussex Business networking 1 Vemo Place, Little London Road, Horam, East Sussex, TN21 0BJ Andrew Hall, Director T: +44(0)7770 990 020 E: W:

Brambletye Hotel

Deacons Building Services Ltd Building Contractors 20 Deacons Drive, Portslade, Brighton, East Sussex, BN41 2FJ John Wood, Construction T: +44(0)7703 254 223 E:

Duncan Stewart Textiles

Accomodation The Square, Forest Row, West Sussex, RH18 5EZ Jennifer Sharma T: +44(0)1342 824144 E: W:

Spa Products. Retail/wholesale Aztex House, Ivy Arch Road, Worthing, West Sussex, BN14 8BX Fraser Stewart, Partner T: +44(0)1903 201251 E: W:

Callisto Associates Limited

Dyno-Rod South East Ltd

Virtual PA 51 The Gardens, Southwick, West Sussex, BN42 4AP Sophia Lee-Spencer, Owner T: +44(0)1273 957088 E: W:

Capita Symonds Ltd Engineers-Consulting Symonds House, Wood Street, East Grinstead, West Sussex, RH19 1UU Gemma Sheehan, Business Support Manager T: +44(0)1342 327161 E: W:

Chart Interiors Office Furniture & Equipment 3 The Barns Bulrushes Farm, Coombe Hill Road, East Grinstead, West Sussex, RH19 4LZ Michael Piggott, Owner T: +44(0)1342 326659 E: W:

Custom Pharmaceuticals Ltd Pharmaceutical Contract Manufacturing Tecore House, Conway Street, Hove, East Sussex, BN3 3LW Neil Baldwin, Company secretary T: 44(0)1273 323513 E: W:

Drain Cleaning Services Unit 12B, Chalex Ind Est, Manor Hall Road, Brighton, East Sussex, BN42 4NH Wayne Crew, Manager T: +44(0)1273 420735 E: W:

Faraday & Franklin Ltd Electrical contractor Unit B, Bayhorne Lane, Horley, Surrey, RH6 9ES Andrew Aird, Director T: +44(0)1293 822220 E: W:

Francis Court (Care UK) Care/Nursing Homes Francis Court, Borers Arm Road, Copthorne, West Sussex, RH10 3LQ Georgina Reed, Client Relations Manger T: +44(0)1342 719008 E: W:

Friday Media Group Computers & the Internet London Road, Sayers Common, West Sussex, BN6 9HS Robert Hancock T: +44(0)1273 837700 E: W:

Future Proof Consulting CIC Consulting 15 Poulters Lane, Worthing, West Sussex, BN14 7SS Tom Hall, Partner T: +44(0)7538 231 201 E: W:

Judi Watkinson Interiors / Design and Access Interior Design Concorde House, 18 Margaret Street, Brighton, East Sussex, BN2 1TS Judi Watkinson, Interior designer T: +44(0)1273 586464 E: W:

Fisher Clinical Clinical Trials Unit 3, Sussex Manor Business Park, Gatwick Road, Crawley, West Sussex, RH10 9NH Emma Cridland, EMEA Logistics Operations Manager T: +44(0)1403 212700 E: W:

Flude Commercial Surveyors & Valuers Pavillion View, 19 New Road, Brighton, East Sussex, BN1 1UF Edward Flude, Director T: +44(0)1273 727070 E: W:

KRA Technical Ltd Renewable Energy Consultant 5 South Point, Emerald Quay, Shoreham-by-Sea, West Sussex, BN43 5JL Keith Rule T: +44(0)1273 455642 E: W:

Lloyds TSB Commercial Bankers Connaught House, Alexandra Terrace, Guildford, Surrey, GU1 3DA Richard Hutchins T: +44(0)1483 781304 E:


McMillan Learning Training Consultancy 3a Buttermere Close, Horsham, West Sussex, RH12 4GP Melody McMillan, Director T: +44(0)14032 59528 E:

Rohan & Co Solicitors Aviation House, 1-5 Sussex Road, Haywards Heath, West Sussex, RH16 4DZ Martyn Cremin, Partner T: +44(0)1444 450901 E: W:

Nairne Ltd Research Consultancy 85 St Andrews Road,Portslade, Brighton, East Sussex, BN41 1DD Bruce Nairne, Director T: +44 (0)7929 446 665 E:

Nightingale Care Homes Nursing Home 38 Western Road, Newick, Lewes, East Sussex, BN8 4LF Sally Lane, Deputy Manager T: +44(0)1825 721120 E: W:

Paella Fella Ltd Catering 6 Sunny Avenue, Crawley Down, West Sussex, RH10 4JL Nick Blythe, Director T: +44(0)7710 929264 E: W:

Quills UK Ltd Office Supplies 20 Nicolson Close, Tangmere, Chichester, West Sussex, PO20 2LA Ros Thompson, ACC T: +44(0)1243 539935 E: W:

Reo Process Improvement Ltd Process Management Consutlant 25 Bulkington Avenue, Worthing, West Sussex, BN14 7HH Stephen Carleysmith T: +44(0)1903 235535 E: W:

Security 201 Ltd Burgulary Alarm Fitters 332 Goring Road, Goring-By-Sea, Worthing, West Sussex, BN12 4PE Julian Dowding T: +44(0)1903 242902 E: W:

STL - Planning & Design Solutions Architects 6 Kendal Court, Railway Road, Newhaven, East Sussex, BN9 0AY Simon Tucker, Director T: +44(0)1273 513169 E: W:

Sussex Police Headquarters Police Force Arundel 33, Malling House, Church Lane, Malling, Lewis, East Sussex, BN7 2DZ Warren Franklin, Cheif Inspector T: +44(0)01273 475432 E: W:

Centre Crawley Finance 6 Copperfield Place, Horsham, West Sussex, RH12 2HR Brian Johnstone T: +44(0)1293 853035 E: W:

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THE LAST WORD… Dominique Garçonnet

Each edition we invite one of our contributors to answer some key questions we all want to know the answers to. This time it’s the turn of Dominique Garçonnet (President, Dieppe CCI) & Patrick Boulier (President, Dieppe Maritime) Patrick Boulier


Which words or phrase do you most often overuse?

M Garçonnet: terms like “economic added value”, “market leadership” and “strategic partnership” because these are all basic fundamental principles. M Boulier: I agree with Dominique and I’d like to add “sustainable economic growth”.


Karaoke song of choice?

M Garçonnet: I’m not much of a singer – I’d much rather watch a cricket match, particularly here in Hove. M Boulier: since the last Olympic Games I’ve been singing “Survival”.


What’s your biggest regret?

M Garçonnet: I’d have liked my grandfather, who gave me a strong sense of fairness and traditional values, to have seen the work we’re doing now with my friend Patrick. M Boulier: I have so much to do for my region that I regret that there aren’t 36 hours in a day.



When and where were you happiest?

M Garçonnet: Any time and in any place – I’m a happy person. M Boulier: This morning when I got a letter from my friends in Herstmonceux, the Sussex village twinned with Varengeville, of which I’m mayor.


When was the last time you lied?

M Garçonnet: You have a good sense of humour! M Boulier: I can’t remember what “lie” means!


What talent would you most like to have?

M Garçonnet: Horse whispering. M Boulier: to act in a Shakespeare play like Kenneth Branagh.


What quality do you most admire in a person?

M Garçonnet: Trustworthiness. M Boulier: Dominique’s trustworthiness.


Which virtue is the most overrated? M Garçonnet: Pride. M Boulier: I could also add Humility.


Early mornings or late nights?

M Garçonnet: Both; great ideas come at any time of the day or night. M Boulier: From early in the morning to late at night!

10 11

Deal or no deal? M Garçonnet: no deal. M Boulier: no deal.

Tell us a secret.

M Garçonnet: I love challenges. M Boulier: I knew Dominique’s secret; that’s why I offered him the DEEDS project!

Making the right choices about laser eye surgery Centre for Sight’s Medical Director Sheraz Daya, the first surgeon to perform LASIK in the UK, provides 10 tips on how to choose the best for your eyes. Everyone knows someone who has had Laser eye surgery and have been told how it has changed their lives. The procedure is now easily accessible in shopping malls and provided by commercial chains. “The procedure, while fantastic, is not that foolproof ” says Sheraz Daya, Medical Director for Centre for Sight. “Not all patients are the same and each requires bespoke care and attention or vital conditions can be missed and things can go very wrong”.

Mr. Daya is regularly referred patients nationally and internationally who have had less than ideal outcomes; most common being poor visual clarity, halos and severe dry eye. “The problem is one of perception” Mr. Daya says. “Because the procedure is so easily available and is being advertised at misleading rock bottom prices, consumers feel it is now perfect or “they” would not be allowed to operate. The sad reality is laser eye surgery is not well regulated.”

The sad reality is laser eye surgery is not well regulated Mr Daya advises anyone considering laser eye surgery to read the Royal College of Ophthalmologists document “Standards for Laser Refractive Surgery” For additional information visit or free phone 0800 011 2887.

want to tell the world, ‘ Iplease have laser eye surgery at Centre for Sight!’

Mr Daya’s 10 top tips: Over 40 million patients are treated world-wide, avoid being one of those unhappy individuals by choosing well… 1) Choose the correct surgeon, Based on their reputation and your research. Ask your optician as to who they would trust with their eyes? 2) Your Surgeon is on GMC specialist register. Preferably your surgeon should have fellowship (specialised) training in Cornea and Refractive Surgery. 3) Your initial consultation is surgeon lead and preferably the one who is going to do your procedure. It’s very important that you get to know, like and trust your surgeon. 4) The surgeon and centre offers alternative

procedures including lens implants and refractive lens exchanges. All too often centres that only provide one type of procedure are likely to push boundaries and try and do the same on everyone. 5)Your evaluation should include corneal mapping, Wavefront evaluations and dry eye testing. 6) Relax and take your time to think. Have a cooling off period of at least 24 hours after your consultation. Read the consent form in advance in case it generates any further questions. 7) Make sure the treating centre is world class and meets international standards including ISO 9001, 14000. Making the effort to meet standards means they care.

V Moore LASIK patient

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8)Ensure the treating Centre provides 24/7 medical care. This means that a doctor is available even if they are rarely required. 9) Avoid competitions, discounts and two for one offers. This distracts from what is most important – patient care. Be careful, you may just get what you pay for. 10) Avoid low cost e.g. £395 per eye offers. These are misleading and an inducement to “bait and switch”. Once hooked into the system, the sales force are well trained in keeping and influencing patients to undergo surgery.

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