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FEBRuARy 2013

the magazine for sussex enterprise members

inside | 04 welcome | 08 successful sussex | 10 focus | 16 the voice | 22 cover feature | 26 inspirational leaders | 32 chamber benefits BE 13 NEW.indd 1

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contents 3

Sussex Enterprise is the Chamber of Commerce for the county and currently represents over 2,100 member businesses. Membership of Sussex Enterprise offers access to invaluable business advice, money saving benefits, networking opportunities and provides a voice for businesses at a local, regional and national level. Business Edge is delivered free of charge to all Sussex Enterprise members as well as key business decision makers across the county. It has a circulation of 4,000 copies per issue.

this month 07


Accolade for gym company


a fast-growing client of Chamber member and marketing agency Caburn hope has ranked 13th in The Sunday Times fast Track 100

n 04 Welcome

Cover feature Tackling legal challenges in an ever-changing world


inspirational leaders a century of innovation pays off for engineering specialists ricardos


n 15 The Expert n 17 World View n 19 What Makes Me Mad n 21 upstarts n 26 inspirational Leaders n 30 What our Politicians Say n 32 Chamber Benefits n 36 new Members n 42 Five Minutes With ...

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ADVERTiSinG Claire Todd, Business Development Manager, Distinctive publishing, 8th floor, aidan house, Sunderland road, gateshead nE8 3hu T: 0845 884 2334 f: 0191 478 8301 E:claire.todd@distinctivepublishing.

on ThE CoVER stock image montage


DiSCLAiMER Distinctive



n 10 Focus

n 40 Diary

greenacre Court, Station road, Burgess hill, West Sussex, rh15 9DS

John Dean & francis griss

n 09 Business Matters

n 22 Cover Feature

If you have any stories you would like to tell us about or any comments please drop us an email at businessedgeenquiries@

Distinctive publishing, 6th floor, aidan house, Sunderland road, gateshead nE8 3hu Tel: 0845 884 2384

n 08 Successful Sussex

n 16 The Voice


Business Edge is a Sussex Enterprise publication.

PRoDuCTion & DESiGn

n 05 Business Matters



publishing or Business Comment cannot be held responsible for any inaccuracies that may occur, individual products or services advertised or late entries. no part of this publication may be reproduced or scanned without prior written permission of the publishers and Business Edge. publications

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Telephone: 01903 814949 Email: february/march 2013 business edge

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4 welcome

Welcome to our brand spanking new Business Edge magazine, we hope you like the new format. We’re really excited about how 2013 is progressing. There is a lot to celebrate in Sussex for businesses and we are always looking to help businesses be even more successful so if you have a story to tell then get in touch. Do take advantage of us and our benefit providers this year to maximise your membership value. For example, if you are looking to renew your insurance then give Sussex Enterprise Insurance Services a call and see how they can help you. You can reach them on 0844 499 9905.

Wendy Bell General Manager at Sussex Enterprise

As part of our drive to deliver the best quality at competitive prices for members our new group training solution is offering a 20% discount for Member Plus and Premier Members. If you’re currently planning the learning and development for your business then we may be able to help with a Free Training Needs Analysis. To find out more speak to Amber on 0844 371 5405. Thanks for reading Business Edge.

Members are at the heart of everything we do at Sussex Enterprise. I work alongside the Editor of Business Edge and we hope you enjoy our new-look magazine. You’ll see we’ve crammed an awful lot into this edition of Business Edge, with all the usual features and more besides. That’s because we want the magazine to go that bit further and feature even more stories from our Members and voice your opinion.

Liz Cadman

Chris Goulding

Membership Account Executive

Welcome to the magazine of sussex enterprise

I’m Chris Goulding, affectionately known as ‘The man in the office’ here at Sussex Enterprise. My role in a nutshell, is to ensure members of the Chamber get the most out of their membership, both by networking, and the various platforms at their disposal, to raise the profile of their business. I also like to meet clients here at our offices for a cup of coffee and a chat. I’m delighted to congratulate the following members of Sussex Enterprise, who have recently won prestigious awards; ACUMEN BUSINESS LAW, The Grand in Brighton, Sussex County Cricket Club, jag press & publicity and Vent-Axia. I’m happy to help our members in any way I can, please feel free to contact me at

If you want to share your success stories or write into the magazine, please send it to and we’ll try to include it in the next issue of Business Edge.

Policy & Partnership Adviser

Enjoy the magazine!

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business matters 5

The Sussex Business Awards, held at the South Lodge Hotel near Horsham, raised £1,480 for Brightonbased charity, Rockinghorse.  Celebrating business excellence across Sussex, the Awards are the longest established scheme of its kind in the county and welcomed five hundred of the county’s leading business people including VIPs Peter Field, Lord Lieutenant of East Sussex and Chairman of the Judges, Caroline Lucas MP, Tim Loughton MP, Hugh Burnett OBE and Jason Kitcat, Leader of Brighton & Hove City Council. Supporting children for over forty years, Rockinghorse is the official fundraising arm of the Royal Alexandra Children’s Hospital and aims to make life better for children in hospital in Sussex and beyond. Ryan Heal, Chief Executive of Rockinghorse children’s charity, said: “Once again the business community of Sussex have shown what a charitable community they are helping raise money for the children of Sussex.” Fiona Graves, Events Manager of Midnight Communications and organiser of the Sussex Business Awards commented: “We are delighted to have raised so much money for Rockinghorse. It is lovely to see such generosity from successful individuals and businesses in Sussex and together, help contribute

Sussex Business Awards Raises £1,500 for Children’s Charity

Fiona Graves, Event Manager, Midnight Communication and Allie Polhill, Senior Fundraising and Marketing Manager

to the future of improved care for the children of our county.” Rockinghorse also supports the Trevor Mann Baby Unit, where money is raised for life-saving and cutting-edge medical equipment, while ensuring that children

are treated in an environment that is better suited to their needs. For more information on Rockinghorse and how you can get involved, please visit or call the Rockinghorse team on 01273 330044.

Vent-Axia secures energy award Vent-Axia, a leader in low carbon ventilation, won the Energy Efficient Product of the Year category at the Energy Awards. The company, which won for its revolutionary Lo-Carbon Tempra single room heat recovery unit, received the accolade at a ceremony held at the Grosvenor House Hotel, Park Lane, London. Lee Nurse, Marketing Director, Vent-Axia, said: “We are delighted our pioneering Lo-Carbon Tempra has won Energy Efficient Product of the Year and

Some of the winning team celebrate

are proud to have been acknowledged by the energy industry. “The Government is keen to cut electrical demand by improving energy efficiency. Britain has the oldest housing stock in the developed world, therefore, offering significant opportunities to improve indoor air quality and building performance.”

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6 advertorial

Love sparks a winning business plan A young man who left the UK half way through his university studies to follow his wife-to-be to Australia has come full circle. Alan Buckett, 30, from Hampshire, left Portsmouth for Perth six years ago to be with the woman he loved. Thrown in the deep end of a foreign market and needing to make a living, Alan set himself up as an independent IT consultant and quickly became very successful. He said: “Before I left the UK I was studying internet technologies and about to go into my third and final year when my girlfriend asked me to move with her and her family to Perth. Ten years on, he and his family have arrived back in the UK and Alan, keen to resume his studies and gain a university qualification, got in touch with the University of Portsmouth. But when an admissions tutor looked at Alan’s CV, it was suggested he had so much experience he should instead make the leap to Master’s level and studying for his MBA, a course for business managers. Alan said: “I now have a new role with Quest Software, as a senior

Round the world and back again: Alan Buckett

solutions architect in identity and access management for Europe, Middle East and Africa, I am happily married with two great kids, plus I am now getting the chance to study something of use to me and to my employer.”

As a busy professional the hardest challenge in returning to studying has been finding time. Thankfully with most of the programme being taught in two-day blocks every five-six weeks Alan has been able to use his annual leave to attend Friday lectures and worked evenings and weekends to finish assignments. He said: “The most unexpected benefit has been being able to draw direct comparisons between academic methods and real-world experience, which has enhanced my understanding of situations I have been involved with and, as a result, enriched them.” In Alan’s new role he combines a deep understanding of both technical and business concepts, so he has enjoyed deepening his understanding of how processes in one part of an organisation impact on another and how technology and business interact. He said: “The MBA has a valid contribution to my current role helping enterprise business stakeholders move forward with compliance and governance driven business solutions.

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business matters 7


A look at business news in brief

n Fund offers £40 million boost Small businesses with high potential to grow has been given a £40 million boost after Business Minister Michael Fallon announced the launch of a new Enterprise Capital Fund (ECF) to invest in science, technology and engineeringbased small and medium sized enterprises. The new fund, Longwall Ventures ECF, is the twelfth Enterprise Capital Fund and comprises £25 million of Government investment and £15 million from private investors. ongwall Ventures ECF will be able to invest in funding rounds of up to £2 million to support these growth businesses. The Government’s investment in the funds is made and managed by Capital for Enterprise Limited, the Government’s investment company. Mr Fallon said: “Helping entrepreneurs to access a diverse range of finance options is vital.”

n Agreement offers promise for revolutionary product Vialog, a group of industrial services and logistics businesses based in and around Dieppe, in Northern France, has signed an agreement with Newhavenbased technology company CTEC Energy a member of Sussex Enterprise. The agreement provides a way for CTEC’s revolutionary heat generation system to be sold onto the Continent. In the initial stages of the agreement, Vialog will develop sales activity in France, which will evolve into a full collaboration to involve moving assembly for French market products to Dieppe. Vialog will also install, commission and service within its local market. CTEC’s system is connected to large engines. The device processes the waste exhaust gas and the heat energy is used to generate super-heated steam which is ultimately output as electricity. Currently, these products are being used to enhance the benefits

of Anaerobic Digestion, a process in which waste food and farm materials are broken down, producing methane gas. The gas is the power source for the engine, from which the primary electricity is generated. Using the CTEC device, the user will reap additional benefits, whilst making a significant contribution to the environment. Negotiations between the two parties began in November 2011. At that time, CTEC was in the process of refining the product in readiness for market. With that hurdle overcome, an agreement was reached through the DEEDS initiative of the Chamber of Commerce & Industry for Dieppe and Sussex Enterprise. Alain Verna, President of Vialog, said he was “looking forward to the challenge of bringing this new technology to the French market.” CTEC’s MD Mike Burns said: “We have designed and developed a product which delivers a payback to the customer within three years or less. “As with any new product, we were faced with the dilemma of how best to break into overseas markets, whilst keeping a control on our costs. Vialog fits the bill perfectly and offers us a huge range of skills. I am confident that this will translate into sales within a very short space of time.”

Elizabeth Spence-Phillips

Accolade for gym company A fast-growing client of Chamber member and marketing agency Caburn Hope has ranked 13th in The Sunday Times Fast Track 100. Caburn Hope, a full-service marketing agency based in Lewes, said the accolade has gone to The Gym Group, the high-tech, lowcost gym which outsources all its marketing and branding to the Sussex agency. Customers of all ages have responded to the pioneering contract-free approach, which provides round-the-clock access to high-tech equipment. Sales have grown by 139.8% over the last year, with revenues climbing to £13.5 million, from £1.0 million in 2008/9. A strategy of rapid expansion has seen the number of outlets increase from one to 32, with highquality facilities available on a 24/7 flexible, low-cost basis. John Treharne, CEO, The Gym Group, said: “To be amongst the top 20 fastestgrowing companies in the UK is quite some achievement. Caburn Hope have worked alongside us to develop our unique business model into a leading national brand.” Elizabeth Spencer-Phillips, Director, Caburn Hope Limited, said: “Having worked with The Gym Group since their infancy on every aspect of their branding and marketing, we are proud to be a part of their success story. I hope this inspires other businesses to get out there and win customers - even in these turbulent times.”

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8 successful sussex

nick handley Chairman at Sussex Enterprise

Small is Beautiful

Penina Shepherd

Taking business to the next level with Chamber Awards 2013 uccessful EVENTS

Congratulations to penina Shepherd, founder and MD of aCuMEn BuSInESS LaW, for winning the Entrepreneur of the Year category in the South of England by the British Chambers of Commerce. Looking ahead, we’re keen to keep the good news stories rolling and encouraging our members to enter this year’s Chamber awards. as part of our ‘Successful Sussex’ campaign, we are inviting Members to showcase their talents and successes and enter these prestigious awards. The Chamber awards 2013 is now in its 10th year and is set to recognise and celebrate business excellence through the successes and achievements of its members. There will be several categories of awards and companies can enter as many as they wish.

The Chamber awards will be judged in two stages, with companies assessed at a regional level first, with the winners going through to compete in the national final. a top prize will be awarded to the company that the judges agree should win the overall award and will be announced along with the national winners at the gala Dinner and award Ceremony towards the end of the year. Look out for more information about the Chamber awards in the next issue of Business Edge ...





In recent times we have all been focused on the global economy, but not everyone is aware of the changing dynamics that now characterise the make up of business in the uK. government figures published by BIS at the beginning of 2012 show that small businesses alone accounted for 47 per cent of private sector employment and 34.4 per cent of turnover. remember that a small business is defined as a business with 10-49 employees. We believe the importance of small businesses will undoubtedly continue to grow and we believe this presents both a problem and an opportunity. The problem is that with the demise of Business Link, for most small businesses there is no obvious route to business advice. The opportunity is to provide access to a new source of business advice which is why at Sussex Enterprise we have been offering frEE business advice workshops. for details of the next workshop please email my colleague We will also announce shortly a whole calendar of new style events in conjunction with a major new business partner. These will be in addition to our normal events and activities. The reason I volunteered to become chairman of Sussex Enterprise comes from an intense desire to provide greater support to businesses of all sizes in Sussex and beyond. This government does not seem to realise that if SMEs can be helped to achieve significant growth, this will quickly grow the economy and more quickly wipe out the budget deficit. This is what Sussex Enterprise wants to help with. If you are a small business that wants to know how we can help, please email or ring 0844 371 5404.

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business matters 9

Letters to the editor Dear Editor I just wanted to drop a quick note to see if any other members have had a similar experience as us.  We sell a rotisserie barbecue called BarbeSkew and we get it made in China.  We chose China six years ago as it seemed to be the best place to get items manufactured.  However we have found over the last year that their prices have rocketed and also that we have to check the quality of every single item to make sure our product meets the quality expectations for the British and overseas markets.  I was wondering whether any other member has moved their production away from China because of cost or quality reasons?   Best Regards Ed Wray, Managing Director BarbeSkew Tel: 01273 542382 Email: Web:

Ed Wray demonstrating Barbeskew

Pilot James encourages young people to follow their dreams With unemployment across the UK easing, Burgess Hill pilot James Piper says that now’s the time for young people to follow their vision and make their dream career a reality. James, a former pupil at Oakmeeds Community College, had always dreamed of being a pilot and is now helping other young people reach their potential as an advanced flight instructor at Chamber Member Flying Time Aviation based at Shoreham (Brighton City) Airport. As well as instructing, James also helps inform young people about career choices in aviation and gave two presentations on becoming a pilot at Virgin Atlantic’s Future Flyers and Fixers event in Crawley in November which was attended by more than 700 youngsters aged 13-25.

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James, 24, always wanted to become a pilot but didn’t attend university. Instead, he attended Flying Time Aviation to become a Commercial Pilot - the minimum qualification that a European Airline would require from prospective pilots. Flying Time Aviation is the only centre in the south east which offers the integrated Flight Deck programme, a full time one year intensive course that leads to a Commercial Pilot Licence. “I’ve realised my lifelong ambition. To be up in the air flying four to five times a day makes for a really rewarding career,” said James. To find out more about Flying Time Aviation go to or call 01273 455177.

James Piper follows his dreams

Please visit our new website Tel: 0845 0945 749 l

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Please let us know if there are any burning issues you want us to take up. Send your letters to the Editor to february/march 2013 business edge

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10 focus

Lewes District – A thriving economy with rich heritage, strong community spirit and outstanding natural beauty People love Lewes District with its rich and varied heritage, natural beauty, diverse arts, cultural scene and thriving towns.

With over half of Lewes District lying in the South Downs National Park - chalk cliffs, unspoilt beaches, tranquil open spaces and beautiful countryside are plentiful. Not only this, it is a haven for entrepreneurs, large and small scale enterprises and thriving commercial areas. It is home to iconic buildings and brands including Harveys Brewery, Lewes Castle, Newhaven Fort (a scheduled ancient monument) and Glyndebourne opera house.

Connectivity Lewes is well-connected by rail, road, air and sea. It is a short Frank Mcllwee journey to Gatwick, the UK’s second busiest airport and an hour into London. The district’s port town, Newhaven, is nestled between neighbours Brighton and Eastbourne and provides a vital trade and tourist link to mainland Europe and beyond. Newhaven Port transports 250,000 passengers and 200,000 tonnes of freight cargo across the English Channel each year and is emerging as a centre for marine and renewable technologies. ‘Go e-sussex’ is an initiative that will bring superfast broadband to Lewes and the overall East Sussex area. This will support business growth and development by helping all businesses in the area to improve their productivity and remain competitive in the challenging times ahead.

Business The beauty of the district’s economy is the rich and varied selection of small and medium sized businesses. Harveys Brewery is the oldest independent brewery in Sussex and still in the Harvey family after eight generations. It is very much a local brewery with its beers distributed around a 60 mile radius. Harveys Brewery employs 70 people and has an annual turnover of £19 million. E.ON, one of the UK’s leading energy companies has recently announced that Newhaven Port would be the operations and maintenance base for its proposed Rampion Offshore Wind Farm. This will create up to 85 full time jobs with the majority being recruited locally.  It would also see part of Newhaven Port being modernised and redeveloped through E.ON’s investment in the new facility and could generate enough electricity supply for approximately 450,000 homes.  Newhaven Enterprise Centre, opened since 2007, provides highquality furnished office, workshops, and larger incubator units for start-up businesses. Located on Denton Island and adjoining the town centre, there is easy access by road, public transport, and by sea – thanks to regular ferry service to France.

Promoting prosperity and enterprise across the district is a key priority of Lewes District Council and a number of exciting regeneration projects are planned for delivery during 2013 and beyond. Regeneration Promoting prosperity and enterprise across the district is a key priority of Lewes District Council and a number of exciting regeneration projects are planned for delivery during 2013 and beyond. At West Quay Newhaven, planning permission has been granted for 319 luxury apartments, 12 houses and 1,388 square metres of commercial units across an existing natural Marina. This will attract businesses, visitors and local residents to Newhaven and bring with it the significant complimentary social and economic benefits. There is also a bid to create a University Technical College in Newhaven to equip young people with marine and environmental engineering skills to meet the

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focus 11

needs of local employers. This is the result of a strong partnership between Lewes District Council, the University of Brighton and educational charity the Aldridge Foundation. Newhaven will also be undergoing redevelopment in the form of a Water Park. This £350million project will include a 400-bed hotel and will create at least 650 jobs and another 3,000 in the surrounding area. It will reinvigorate the port, drawing in tourists from Eastbourne and Brighton and even France, breathing new life into the ferry link to the continent. In Peacehaven there is the Big Parks Project; an exciting new initiative to create and improve outdoor sports and community facilities in Peacehaven. Thirty acres of land has been provided for the park, which is half a mile from end to end and 1.5 miles in circumference. The land has given Peacehaven funds of around £1.7 million specifically for outdoor recreation and leisure facilities. Most of the money is to be spent on the new park, with some to be spent on improvements to other parks in Peacehaven. In Seaford there is the newly built Abundant Grace nursing home. The home offers 67 luxurious residential and nursing beds with nursing and specialised care for older people. With the rise in the percentage of the population in retirement age, the care sector will increasingly play a key role in the local economy. Lewes District Council is looking into creating modern flexible business workspaces. This project will help the development of further

Above: Newhaven West Quay

community business hubs and encourage and support business development across all areas of Lewes District. In the rural areas of Lewes District there is the LEADER funding programme. This funding is available for projects by farmers, foresters, rural businesses and community organisations in the rural economy in order to strengthen and support the local rural economy. It has already provided over £270,000 to 10 projects in rural areas of Lewes, which has helped to build farm shops, visitor attractions and increase employment in Lewes’ rural economy. There is also a District-wide Apprenticeship and Enterprise Project to help local people back into work and encourage entrepreneurship and enterprise. The project will involve bringing together employers, training providers and unemployed people

to connect them to current and emerging opportunities for training, work and enterprise. The Project Launch will be taking place on Friday 15th February, 12 - 2 pm at Plumpton College and is open to all businesses. Please email business@ to book your place. The Regeneration team at Lewes District Council are always interested in hearing from budding entrepreneurs, start up businesses and established businesses who want to find out more about the variety of opportunities on offer. For Media enquiries please contact Liz Lacon, Head of Communications or Iain Griffin and Minna K Robertson, Communications Officers, Lewes District Council Communications Office, Lewes House, 32 High Street, Lewes BN7 2LX. Tel : 01273 48 4141 or 4124. Out of hours: 07973 439661. Email:

Right: Harveys Brewery

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the expert 15

You ask the questions Our panel of experts tackle your burning issues

How can I stay in the taxman’s good books in 2013?


Steve Crouch

co-founder/ FD at Crunch Accounting

Vital to the running of a successful business is a healthy respect for the taxman. Ignore him at your peril, for HMRC has the power to dish out hefty fines to businesses not meeting their reporting requirements. This April sees the launch of Real Time Information (or RTI), which has been described as “the biggest shakeup to payroll since the introduction of PAYE in 1944.” The new scheme mandates that all businesses must begin reporting their employee’s tax and National Insurance details “on or before” every payday, to ensure HMRC always has up-to-date information. The introduction has proven a technical challenge for payroll software providers,

and many have simply thrown their hands in the air and redesigned their products from the ground up, such is the magnitude of the incoming changes. To make sure you continue to grow your business free from HMRC penalties, it’s imperative you are ready for RTI come the start of the new tax year. If you use traditional desktop accounting and payroll software your provider will send you an update (which you may have to pay for), which will ensure compliance. If you use a cloud accounting solution the updates will be rolled out behind the scenes, so your reporting requirements should be met with no action needed on your part.

I am struggling to find funding to launch a new product. Any advice?


Many businesses ask us about sources of finance and about the application process. The reality of the financial crisis we’re in is that many businesses complain that they are unable to access finance. In response to this, Sussex Enterprise has recently introduced a Fund Finder Tool, accessible on our website.  You don’t need to be a member to register. The tool helps you look for funding in many different areas, from Venture

Capitalists to Lottery funding (and everything in between!). Once funding is found the service will help guide you through the process of applying. It also provides the latest news on opening and closing dates.  To find our more, visit: fund-finder/

Wendy Bell General Manager at Sussex Enterprise

Information on these pages is meant only as a guide to possible solutions. Please seek professional assistance tailored to your specific needs before acting on information given here.

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16 the voice

Dr Adam Marshall

Director of Policy at the BCC

Young companies struggle to gain access to finance • Lending to firms falls by £2.8bn in November 2012, the largest monthly decline since February 2012 • Net lending to business contracted by £17.1bn in the year to November 2012 Dr Adam Marshall, Director of Policy at the British Chambers of Commerce (BCC), commented on the lending data published by the Bank of England. “The latest figures reveal that lending to UK businesses has declined at the fastest rate for almost a year. Although these figures partly reflect the continued uncertainty in the outlook for the UK economy, they also confirm that businesses are still unable to secure credit, particularly young, fast-growing SMEs. “Businesses want to grow but continue to struggle to gain the finance they need. The government should therefore turn their rhetoric on the Business Bank into reality, to help viable and fast-growing companies get access to capital.”

Get involved and give us your opinion on a topical issue. It might be something which affects your business or those in your local area – we want your views and opinion. 


Wendy Bell General Manager at Sussex Enterprise

Wendy Bell, General Manager at Sussex Enterprise, comments on the MPC’s latest meeting. As expected at the lastest MPC meeting, the MPC voted unanimously to hold interest rates at 0.5%.  Base interest rates are at historically low levels.  Sussex businesses benefit from low interest rates as their borrowing costs are kept down.  When interest rates go up, finance becomes less available and it is then more expensive to make acquisitions with debt.  Typically, when the opposite occurs and interest rates fall, growth will follow with companies able to expand and this will have an effect on a company’s strategy.  For example, businesses will look at perhaps taking on a larger workforce to meet sales orders, others may borrow to move into larger premises and so on.   Dynamic and vibrant SMEs play a key role in the successful economic growth of Sussex.  They provide most of the employment opportunities for the economically active population.  It could be argued, that with their low levels of debt they are less vulnerable to interest rate hikes than larger organisations that are more leveraged.   However, the reality of the financial crisis we’re in is that many businesses complain that they are unable to access finance.   Sussex Enterprise believes the MPC should do more to support revival in business lending, both by making better use of the existing QE programme, and by using measures other than QE alone.  Efforts must be made to ensure that the Funding for Lending Scheme works more effectively and the government’s promise to establish a full-fledged British Business Bank should be acted upon quickly. with a short outline of what you want to say and we’ll get in touch.

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fine print

how to make money on the internet The Internet is transforming the way we do business but with the excitement of new opportunities comes the daunting prospect of understanding how best to take advantage of them. Which is where antonia Chitty, from Bexhill, comes in with her second book launch in a year. The new title, Making Money online, written with business partner Erica Douglas, is for people who wish to start an online business or grow additional income streams in their spare time. The authors certainly know what they are talking about and in the book they share their experiences of running online training and publishing enterprises as well as those of other high-profile online entrepreneurs and bloggers. The launch of the book came after antonia was highly Commended in the East Sussex Women in Business awards. She was also shortlisted as a SuperBlogger in the national MumsClub Business awards. antonia, who runs online training and publishing business aceInspire (http:// says of the book: “More and more people are interested in making money from the internet, and this new book shows you how. “Making Money online takes you step by step through the process of building an online profile, finding fans, creating products and making sales. “from the basics of getting started, through deciding what to specialize in, to finding and keeping followers, you will find inspiring case studies and useful resources in every chapter.” It has to be said that the book is very much targeted at those taking their first steps on the road towards internet success; those more experienced in the art will find that they know most of the information presented here but for those seeking to learn it’s a terrific work and one to be recommended. from blogging to e-commerce systems, product development to residual income, it’s all here. In short, if you have had enough of floundering or failing to make money online and want a serious income this book will show you how. Making Money online is available from, amazon and other good bookstores at £12.99. iSBn 978-0709092674

WoRLD ViEW The 2013 programme for the Sussex Enterprise supported Sussex International Trade forum (SITf), brings some modifications to the established format that has proved such a success over the four years since the forum started. The goals remain the same: n To create opportunities for Sussex business to discuss International trade. n To encourage businesses that do not yet trade outside the uK to consider trading and have the opportunity to learn from other businesses that have that experience. n To assist those already trading internationally to consider new markets and build their general skills base. n To share skills and experience in general between businesses by listening to successful Sussex businesses sharing their insights. The changes include adding to the established format of a territorial focus, a second trade topic that is related to the territory in focus but has wider general interest. In addition, the SITf is for its first meeting of the year, holding a breakfast meeting for the first time. The forum has had the support of uKTI and hSBC since inception, but this year legal company DMh Stallard has added its support and indeed the first Trade forum of the year on february 22nd will be held at their Crawley offices. The full annual programme, along with dates and locations, is highlighted in the box below.

rob fryatt of horsham based international business consultants xenex associates, who chairs the forum commented to Business Edge, “Each meeting is attended by between 30 and 50 delegates, but we would like to see a higher proportion of businesses that are actually operating international strategies attend these meetings. International does not just mean companies who export products and services but those who source products and raw materials from outside the uK or have established their own production overseas.” rob continued. “I feel one of the greatest values of the forum is the opportunity for companies considering their first step into international markets to come along and network with those companies who have that knowledge and experience. Everyone shares to the benefit of all. Come along and join us – it’s free.” More detailed information on the Sussex International Trade forum meetings can be found on the Sussex Enterprise website or contact amber allsopp on 0844 371 5405 or amber.allsopp@





22nd february

DMh Stallard offices Crawley


Trade Barriers Latin america

19th June

Mithras house Brighton university


ask the Experts panel

18th September

hSBC Business Centre Eastbourne


Selling on Line in International markets English Speaking Export Markets

20th november

hSBC Business Centre Worthing


Sourcing and Importing asia

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Introducing the new Kenco Singles Brewer now with Hot Chocolate and a two stage Cappuccino Order your new machine now and quote ‘Business Edge’ to receive a 10% Discount Contact us now for details of this and other great offers

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what makes me mad 19

“All young people are the same”, “No commitment”, “ Can’t get out of bed in the morning”, “lazy”, “Not interested” “No work ethic”

These are all things that I’ve heard from various different people over years and as a young person then I was really offended but even now as part of the older generation I still think that labelling someone, especially a young and impressionable person as lazy or work shy is grossly unfair! Often someone new to the world of work needs to understand the differences between being told what to do and being proactive, my view is that it’s the role of parents to equip their offspring with the tools to be a valuable resource to their employers and whether that is by encouraging their children to work hard or potentially to develop their skills in areas they enjoy – we all know that a happy employee is a productive employee. You might think that I’m sitting here as a non parent saying this but this is not the case, my daughter

is currently taking her GCSE’s so all systems go in revising in our household at the moment and I can genuinely say that if it was up to me she’d get A*’s all round for her commitment to doing her very best... but I am biased. Apprenticeship schemes are often overlooked but they are a great way to help nurture young talent without the risk of exposing your business to a ‘newbie’. We currently have a very talented young person working with on an apprenticeship, he still needs guidance but on the whole he’s proving to be an asset to the team. Commitment wise he’s on a par with his older contemporaries and at times he outshines them all, there is also some great support available from the government for these schemes. Not satisfied with having an apprentice we have also been lucky to have some

help from work experience placements introduced by the Job Centre, all of them have gone on to employment elsewhere but with a reference from us to help them on their way! In over a quarter of a decade of working some of the most inspirational people I have worked with have been young people who proved themselves determined, flexible and most importantly capable! So don’t be a sheep, give a young person the chance to prove themselves. If you don’t who will? Further information on Apprenticeships can be found at local further education providers, there are lots of specialist training companies who can help too but as a start point try: or

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grow your own talent

£1,5 00 gran avai t lab NOW le !

Boost your business! Employ an apprentice and protect the future of your organisation. Apprentices have been proven to improve effectiveness, productivity and competitiveness, leading to increased capacity and a better bottom line. Central Sussex College can provide all the help you need to recruit and train the right person for your business. And there’s never been a better time to take on new talent, with a £1500 grant available to companies taking on someone aged 16 to 24*. Visit for more information.

Currently Recruiting? Let the College’s Job Shop support your company by advertising your vacancy and helping to match the right candidate for the job. Our Job Shop advisers will talk to you about your business needs and provide free help and advice on continuing skills training for your employees too. You can log job vacancies online at, or for more information email * Eligibility applies - companies must employ fewer than 1000 employees and can claim the grant for up to 10 apprentices. Please call for further details.

bringing skills and business performance together

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ess her

upstarts 21

GoinG uP yuletide tax returns:

uk trade:

While millions of people were exchanging presents, feasting on turkey, and nodding off in front of the television, 1,548 people decided to take time out from the yuletide festivities and do their tax return online - a 40 per cent increase on Christmas Day 2011, when 1,100 people filed online.

The uK’s deficit on trade in goods and services was estimated to have been £3.5 billion in november, compared with a deficit of £3.7 billion in october, onS figures show.

Service please: Business confidence is growing in the uK service sector, but the overall outlook remains mixed, according to the CBI.

Through the till: uK retail sales values were up 0.3% on a like-for-like basis from December 2011, when they were up 2.2% on the preceding year, according to BrC-KpMg figures.

Bricks and mortar: according to a recent forecast from the oBr, it’s predicated that there will be a 20% rise in transaction activity within the housing market in 2013. forecast from the office for Budget responsibility.

Eurozone: The European Commission has cut its growth forecast for 2013 to 0.1.

Top tax criminals: The top tax criminals of 2012 have been sentenced to a combined total of 155 years and 10 months behind bars, hMrC announced.

Electric cars: Enthusiasm over electric cars wanes, with petrol engine cars and hybrids set to dominate over next decade, according to KpMg.

GoinG DoWn

interesting facts! If the entire population of the world is taken as 100, then half of the total wealth would be held by 6 people. The aa, or the automobile association, was first started in 1905 to warn motorists about speed traps. Earth’s population rises by 2 million roughly every nine days. There are currently between 4,200 and 5,600 spoken languages in the world. about 4% of them are spoken by 96% of Earth’s population.

Working to give parents peace of mind Sussex ultrasound Services Ltd was born in 2006 from a simple idea ... to provide mums-to-be with the ability to view their unborn child on a 50-inch plasma screen TV and take home colour images and a movie of the child in the womb. In 2006, there were only 13 companies in the uK that provided the technology needed to be able to do this. paul Marchant, the ultrasound practitioner and founding director of Chamber Member Sussex ultrasound Services Ltd, was a practising clinician using ultrasound to place intra vascular devices that would sit in the superior vena cava just above the patient’s heart. he was among the first in the uK to use ultrasound for placing picc lines (peripheral vascular accesses catheters) and, as a Locum in the operating theatre for 17 years, would travel across the country, visiting many theatres and developing a working knowledge of current practices. The ultrasound practitioners that work for Sussex ultrasound Services have had many years’ experience of obstetric anomaly screening. however, 3d/4d image rendering requires further training which starts by utilising 2d function on the machine before switching over to the 4d programme. paul believes the future technology of holographics will further enhance the 3d baby scan experience. parents will be able to view the baby floating in the room in front of them,

almost giving the impression of being in the womb with the little one, which will massively enhance the experience. paul is now in the process of developing a new idea which involves taking advantage of current technology such as a using baby monitor technology, fingerprint and face recognition entry systems, smoke and carbon dioxide monitors and gSM phone technology and placing them in a domestic home front door, thus allowing the client to see who has approached their door via smart phone and control entry remotely. Integrated safety features look after occupants while asleep and provide peace of mind and control for bedbound patients within their home. Many clients would rather strangers didn’t have keys to their property. having a medical and security background has given paul the inspiration for the new invention . paul said that the home front door has not moved on technologically over the years, adding: “I would like to see a fully interactive gSM interactive touch screen front door system.” any investors that would like to be involved in the project to develop the gSM are invited to get in touch at paulmarcha@googlemail. com

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22 cover feature

Tackling legal challenges in an ever-changing world By Marion Wilcock, Lawyer, Partner and Head of Development and Regeneration at DMH Stallard LLP Premier Member of Sussex Enterprise

n Women are now much better represented in the legal profession n Changes in technology present a big challenge for law firms n Environmental concerns are changing the way property owners do business

I am one of those lucky people who can genuinely say that they love their day job. This is not to say that it is not stressful and from time to time has its problems, but working in the southeast, I have been able to work on projects such as the beautiful Dome and Brighton Museum and the magnificent Amex Stadium. Every day there is something new in the life of a property lawyer. I realised with a shock writing this article that in 2013 I will have been qualified for 40 years, and it is inevitable that looking back on my career, I have seen major changes in the profession. I still dine out on the fact that I was the first girl from my school to study law and that my

headmistress once infamously announced to my parents “Girls do not do law”. It was a battle to get “articles” (now traineeship), and I was asked several times, why I was bothering to qualify as I was engaged and was obviously going to get married. A remark that would now get you into a lot of trouble. Today, 46.7% of qualified solicitors are women. After qualifying in private practice, I moved into the Public Sector for twelve years, working my way to Principal Solicitor, when I returned to private practice, joining what was then Whitley Hughes and Luscombe. WHL later merged with Donne Mileham and Haddock, now DMH Stallard LLP. I was appointed the first female equity partner in the firm in 1999. DMH Stallard has grown into one of the leading firms in the South East, with 50 partners. We work with some of the most innovative and successful organisations in the country, including major financial institutions, FTSE listed companies, private equity backed businesses and high profile public sector bodies. The firm has won a number of industry awards and in 2012 was awarded the Corporate Law Firm of

One of the greatest changes I have seen in the profession is the degree of specialisation, which, with the degree of skill level and specialist knowledge required, is now only likely to increase in the future. the Year at the Insider Dealmakers Awards. One of the greatest changes I have seen in the profession is the degree of specialisation, which, with the degree of skill level and specialist knowledge required, is now only likely to increase in the future. In my early years with WHL, you might attend court in the morning and make a will or sell a farm in the

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afternoon. Now, at DMH Stallard, just in the property department we have eight areas of specialism. The legal profession has always faced challenges. Today, not only do firms have to contend with the results of the recession, but also the effect of new market entrants who use increasingly advanced technology. One of my of personal interests in property is Renewable Energy and Sustainability. DMH Stallard was at the forefront of dealing with the legal aspects and the firm is dealing with cutting edge schemes for onshore and offshore wind farms, major PV schemes and anaerobic digesters. I have given the legal module for the MSc in Energy and Environmental Technology at City University for several years. Personally, convinced of the need for renewable energy, I do generate my own electricity via PV panels on my garage roof. Professionally, I was bitterly disappointed when the Government rashly and abruptly

tinkered with the initial FITS regime, rather than dealing with the issue in a measured manner, thereby crashing the burgeoning renewable energy industry. We had a number of clients adversely affected, and there is no doubt that the confidence of investors in renewable energy has been affected. As a property lawyer, I constantly remind clients that property costs usually represent the highest expenditure for a business after employment costs. Clients now have to look really closely at running costs and service charges. The need for all buildings to display Energy Performance Certificates, which has just been announced, will highlight just how inefficient and costly some buildings are. This must eventually affect lettability and rent levels, and I think we will see a gradual migration of a significant number of businesses

from old inefficient buildings to modern sustainable buildings. The move of Nestle to Crawley, may be one such example. Other buildings will undergo major retro-fit and there have been some brilliant award-winning projects. It has been suggested where it is not viable to retro-fit older buildings, usually those erected in the 70s and 80s, there may be no alternative but to demolish them, changing the face of some towns and cities. The Government has just published the Renewables Roadmap. Edward Davey, Energy and Climate Change Secretary, appears to have had a Damascan revelation, announcing that the renewable industry is crucial to driving growth and supporting jobs â&#x20AC;&#x201C; every day something new in the life of a property lawyer!

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24 advertorial

Open doors at the University of Sussex

University of Sussex students and graduates can help you to transform your business! Come to our next University of Sussex Open Doors event. “The really good news for the Sussex business community, says, Linda Buckham, Director of the Careers and Employability Centre, “is that the University has renewed its efforts to engage with you and there are now more ways than ever before that you can recruit our highly skilled student and graduate talent-pool, on a long-term or short term basis.” What’s new? The University of Sussex has launched a one year accredited industrial /professional placement as part of a number of our undergraduate degrees. We have students from a range of disciplines – including Business and Management, Product Design, Informatics (computing and IT), Engineering, the Life Sciences and Law. These students are actively seeking a placement and keen to make positive contributions to their host company. Danny Rolf studies Computing for Business and Management. He says, ‘I have always been passionate about IT so the chance to come to University and learn how the theoretical side of computing is used within business is important and he is particularly interested in computer forensics and security’.

Business and Management student Daisy Tompkins is keen to apply her skills to risk management during her placement. She says, ‘I am particularly interested in risk analysis which involves helping clients spot risks and the way they can be minimized. I’m also really looking forward to contributing and gaining broader business experience’. International students on our new placements programme have the right to work in the UK for the duration of their placement year and can offer a portfolio of skills, cultural awareness, international connections, linguistic abilities and knowledge if you are planning to break into new markets.

We work with companies of all sizes – from multinational conglomerates to digital start-ups with one or two staff. The main focus for us, is that the student has a meaningful, structured learning experience, which relates to their degree discipline and further develops commercial awareness and skills. In addition to accredited placements, we have a number of internship and work experience programmes. Linda says, “We extend a warm welcome to employers who wish to come on to campus and see what we have to offer. We have an Open Doors event on 21st March where you can meet the Careers and Employability team face-toface and find out about the services we offer, and the ways that you can interact with our students and graduates. We can also give advice to companies on graduate recruitment. Simply register here http://www.sussex. to attend this free event. If you are unable to make this event but would like to find out more, visit http:// employers. Or contact one of our team. Andrea Wall, Employer Engagement Manager, on 01273 873384, or Claire Potter, Senior Placements and Work Experience Officer on 01273 877528 or or For graduate and part-time vacancies email

Linda Buckham

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advertorial 25

Art Event 2013 Worthing Churches Homeless Projects The aim of the project is to raise awareness by highlighting the significant number of people Worthing Churches Homeless Projects help in a twelve month period. Moreover, an illustrative project will demonstrate that a homeless person cannot be identified by their appearance and remind us that homelessness is something that can happen to anyone. In doing so the project aims to dispel the stereotypes attributed to homelessness. We would like to recruit 500 artists, one for each person who has used our services in the past twelve months. The artist will be given a brief, anonymous profile of one of our clients from which we would ask them to produce a ‘portrait’. The artwork will then be displayed along the Worthing Open Houses Trail. It will also be displayed in a weather-proof format in a public place. This is a fantastic opportunity to exercise your artistic talents for a good cause. The ‘portraits’ can be painted, drawn, sculpted, sewn, knitted, created out of tin cans—whatever you like! We do ask however,

that all artwork is no larger than A3 size. A sculpture, for example, can be as tall as an A3 piece of paper. We are asking the artist to produce the artwork and donate it to the charity so that we may auction the portraits off. This allows us to raise money from the event to support the invaluable work that Worthing Churches Homeless Projects do in the local community supporting the homeless and insecurely housed. For a registration form please visit our website or contact Rachel on 01903 286480, email



SATURDAY 7 SEPTEMBER 2013 Join us in our exhilarating charity abseil 90 feet down the cliffs at Peacehaven in aid of Worthing Churches Homeless Projects Contact Louise Brooks on 01903 227829 for details or email visit to download a Registration form worthing churches homeless projects registered charity no. 1027832

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26 inspirational leaders

A century of innovation pays off for engineering specialists The success of Sussex company Ricardo, Premier Chamber Member, through almost a century in business has always been characterised by inspiring leadership.

n Engineering company approaches centenary still as committed as ever to innovation n New research centre promises breakthroughs in low carbon transport n Acquisition strengthens expertise in renewable energy sector From founder Sir Harry Ricardo to current managing director Martin Fausset, the company has placed a great emphasis on encouraging its people to be innovative. The firm started life as Engine Patents Ltd in 1915, created by Sir Harry, who was renowned for his work on fuel efficiency and reducing fuel consumption and assisted Alcock and Brown to cross the Atlantic for the first time by aircraft. Over the years, he was responsible for significant developments in the design of piston engines for a number of applications and derivatives of his original designs are still in production. Martin Fausset came to the firm two years ago, following a career that included senior positions with helicopter specialists AugustaWestland and Rolls Royce’s defence and aerospace division.

He joined a company that had grown since Sir Harry’s day to one that is a global, world-class, multiindustry consultancy for engineering, technology, project innovation and strategy and which employs more than 2,300 professional engineers, consultants and staff. Its client list includes the world’s major transportation manufacturers, supply chain organisations, energy companies, financial institutions and governments. Martin said: “What attracted me was that Ricardo is an incredibly varied company, which operates across a wide range of sectors and is global. We are represented in a number of countries. “As a company, we are always addressing the need for technical solutions, whether it be in defence or motorsport, renewables or transport. The company is almost 100 years old and it has always had that sense of innovation that began with Sir Harry Ricardo. We have always pushed the boundaries of technology and innovation. “What I have learned throughout my career is that inspirational leadership must go to as a low a level as possible in the company. It’s not enough for it to come from the person at the top.

“Ricardo is a world leader in the development of the type of clean, low carbon automotive technology that will enable the next generation of road vehicles to have lower emissions and be more fuel efficient than ever before.” “People must feel personally involved. It must not be just a sloping shelf. They have to feel that the company encourages and supports them and my role is to offer the guidelines within which that can happen. If you do that, people come up with ideas that you had never even considered. “I do not believe in leadership by remote control. I prefer to meet people, rather than do it by email, which is why

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inspirational leaders 27

Martin Fausset Managing Director Ricardo

Deputy Prime Minister Nick Clegg and Business Secretary Vince Cable visit Ricardo

I like to visit our sites as often as I can. I think people need to have access to me. “My approach to my working day is that I control my diary, I do not let it control me. I set my own agenda and I am not a fan of answering lots of emails when I get into the office in the morning. You think you’ve done a lot of work but you haven’t really.” That approach has seen the firm continuing to innovate, including the new £10 million research and training facility at the Ricardo Shoreham Technical Centre. This will enable the development of next-generation low carbon vehicles and received part-funding in round three of the UK Government’s Regional Growth Fund.

Deputy Prime Minister Nick Clegg and Business Secretary Vince Cable visited the company in Sussex at the time of the Liberal Democrat’s party conference in Brighton. Following the announcement of the project’s selection just a few weeks later, Mr Clegg said: “This cash injection for Ricardo UK Ltd is part of a major Government drive to create and protect thousands of jobs that will last in the parts of the country where they’re needed most. For too long the UK economy has been focused on the City of London, ignoring places where business can thrive. The Regional Growth Fund taps into that potential, so that places like Shoreham-by-Sea and the surrounding area can benefit.”

Martin Fausset said: “The message we put over to Nick Clegg and Vince Cable was that, as a company, we are reinforcing success and that the Government needs to do the same. “Ricardo is a world leader in the development of the type of clean, low carbon automotive technology that will enable the next generation of road vehicles to have lower emissions and be more fuel efficient than ever before. “The award of funding for the development of our state of the art Vehicle Emission Research Centre under the UK Government Regional Growth Fund will enable Ricardo to continue to lead the world’s auto industry in this vital area and in doing so create and sustain high quality employment opportunities in this nationally important sector, many of such jobs being in support of export customers. “ “Ricardo has been an important part of the West Sussex coastal economy for almost a century, and this new development will help us to continue to fulfil this role and grow our capability in a globally competitive context.” Indeed, the company is increasingly looking to the renewable sector and recently announced that it has acquired AEA Europe, a leading environmental consultancy providing technical consultancy services to the UK public sector, the European Commission, international agencies and private sector organisations. The acquisition sees the AEA Europe business, including an operational staff of approximately 400, transferring to Ricardo where they will operate as Ricardo-AEA under the continued leadership of Robert Bell, reporting to Martin Fausset. Martin said: “We are increasingly seeing opportunities in the renewables and environmental sector. Our existing skills transfer into those sectors and the acquisition of AEA Europe is already showing itself a success and a very powerful addition to the Ricardo business.”

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28 advertorial







Bringing Strategy to Life - time to tear up your values and start again? Unique Development Programme for Award Winning Stadium Wins Unprecedented 3 National Gold Awards A unique leadership and staff development programme that has brought the worlds of customer experience management, football and theatre together has proved a winning combination at Brighton’s brand new American Express Community Stadium. After a first season and summer that saw season ticket and match-day sales soar, putting the club in the top 10 on season ticket sales including premier league, the stadium beat off stiff international competition to win the Best New Venue Award at the Stadium Business Awards in Turin. That success was swiftly followed by the Directors’ Choice Award at the Football Hospitality Awards - graded by visiting directors of other clubs on the stadium, the welcome and the standard of hospitality on offer - and more recently Venue Team of the Year 2012. 1


The stadium’s leadership and staff development programme, “Team Brighton”, has also recently won an unprecedented three Gold Training Journal Awards for Best Learning Partnership, Best Change Programme and Best Leadership Development Programme. Rose Read, Head of HR and Project Leader plus some members of the team went to collect the awards in December. “You are the first ever triple Gold award winner. It took three independent panels of judges to each put this programme top of their lists in their category - without any concurring.



This just shows how credible and important this project is. You’re all doing a remarkable job.” – said Debbie Carter, Director of Research, Training Journal

roadmap to success and to understand the part they play in it, one which stimulates the senses and gets their juices flowing.”

The programme was developed by Amex Stadium learning & development partner Nick Brice, whose company, 360 Degree Vision™, uses tools developed as a result of years of experience in blue-chip international people and organisational development combined with an award-winning theatrical production company.

“I spent my early management career at American Express and helped set-up up a customer experience development programme in the 80’s and have gone on to work on a range of client assignments of all sizes, sectors and cultures. One thing remains a constant for me, and that is that organisations with values that people embrace down to their toes, often outperform their competitors time and time again in the long term - and the research bears this out.

Brice and his team were brought in to help Brighton & Hove Albion transition from its old home at an 8,500 seat athletics track to the brand new, state-ofthe-art, custom-built stadium soon to seat 30,500 people.

We help organisations by working with their leaders and staff - to stimulate, nudge, encourage and chivvy,” says Brice. “We give people experiences, frameworks and strategies that guide them on to the same playing field and help them achieve their goals.”

“We were invited to suggest ways of helping Brighton & Hove Albion up their game to provide a customer experience fitting for a five star stadium. This experience needed to be delivered across all touch-points on both match and non-match days and deliver a level of customer satisfaction that kept existing and new fans coming back.” explains Brice. “The club has done an amazing job,” says Brice. “Everyone there has been incredible. Our role has been as a stimulus, a catalyst to show them what they could achieve and make them run with it, and they didn’t just run, they flew.” The key to successful people and organisational development, says Brice, is authentic engagement with values. And that’s where 360 Degree Vision™ really scores. Says Brice: “People can be encouraged to feel they are part of a story. To know where they’ve been and where they are going. They need a

To do this, Psychology graduate Brice uses a combination of techniques garnered from a 25 year career in staff training and consultancy that’s seen him work all over the world for companies like American Express, TMI/British Airways, Toyota & Orange Business Services, Lucent Technologies, Brighton and Hove Albion, Sky, BAE Systems. 5

This, together with a successful background in developing and producing short plays that have won critical acclaim at both the Edinburgh and Brighton Festivals. In 2010, he was asked to produce seven of them for broadcast on the Sky Arts channel – as well as recently leading a ‘creative team culture’ session for the channel’s programme makers. “It was around then that I started to try and explore how to use some of the techniques of theatre in business

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advertorial 29




to engage people in addressing the strategic priorities,” says Brice. “Theatre is an incredibly powerful medium, and I was convinced that energy could be harnessed to involve people in strategy in a way that nothing else could.” 6

Brice’s first application of applied theatre was with TMI in Scotland, in a programme to improve Glasgow Housing Association’s housing repair and maintenance service. After detailed research, actors were used to represent tenants in realistic, real-life immersive environments at a large conference event.


story and strategy with the leadership team. The next step was to ensure that all staff members not only fully embraced it, but helped author the core values that would underpin the strategy. These values, and all the stages of the customer journey, were the focus of a major team event for 400 people at the stadium in the weeks before opening – featuring sessions developed and run by the leaders and staff champions, facilitated by 360DV in the new facility – the first major corporate event to be held at the stadium.

8 “Without exception, the association staff bought into it. They were given an authentic insight into their customers’ experiences of them and through that, learned how to improve the service and 9 work better together,” says Brice. This resounding success was repeated with the Amex programme and with a national retailer, using actors in in live theatre ‘playbacks’ of real stories (anonymously) 10 of staff experiences of managers who had not lived the company’s values.

“As a verbalisation of the heart and soul of an organisation, especially one such as a football club where fan loyalty is at the core of its offer, values are critical. Using shared values involves everyone in the goal. But it’s not something you can just play lip service to. You need to recruit people using them and recognise people for living them.

It helps to have a story that earns you the right to claim certain values too. So, at the Club, with their fight to stay in the league, the ground share with Gillingham, making more than just the best of it at Withdean, petitioning for the Falmer site, and now the soaring Amex – the core 11 value of “Aim High – We Never Give Up” has a lot of truth behind it.


Brice calls this tool VerbatimPlayback™ - one of many tools 360 Degree Vision uses. And, at the Amex Stadium, a variety of these tools were used to create a programme to involve as much of the organisation as feasible – that could rise to 1100 people on a match-day. Built on a foundation of extensive research, the programme first concentrated on helping hone the club’s


Values have to be adopted and used as an integral part of people’s working lives and that’s why it’s important that all staff are deeply engaged in the process.” The awards were given for a development programme that included HR development ‘clinics’ to help individual leaders manage the transition, short ‘bootcamps’, e.g. manager as a coach, vision & values briefings, customer handling, a mystery shopping


programme with monthly feedback sessions, staff “champions” meetings, noticeboards and graffiti walls. Martin Perry, CEO at the time and now Executive Director says: “They worked with us to clarify and communicate our customer experience strategy and are developing our people and their teams to deliver it. They did a great job in helping us achieve a very high level of performance in a very short time.” 12

Another highly effective tool is Bite-Size Plays. “We’ve just come back from performing a 15 minute play we developed called ‘Bums’ – a fictional argument between Shakespeare and Burbage (one of the owners of the Globe) about marketing and developing a desirable customer experience for their customers (“different kinds of bums in seats”). Performed for the marketing services company TMI and some of their customers at the Royal Shakespeare Company’s appropriately names Ruinart Bar, the reviews have been outstanding. “With a wide range of tools and techniques and highly experienced and creative staff, we can choose the right media and approach to engage people effectively and deliver the key client objectives,” says Brice. He adds: “Every client is different and every programme is tailored to suit them. I’m delighted the one we developed for the Amex Stadium has been instrumental in their success, and look forward to seeing them go from strength to strength in years to come.”

Email: Tel: +44(0)7778-356954 Website: Twitter: @360DegreeVision Facebook Page: 360DegreeVision Bite-Size Breakfast Twitter: @bitesizeplays Facebook: The Big Bite-Size Breakfast

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30 what our politicians say ...

Championing the small business Charles Hendry knew he wanted to be a politician at the age of 11. Now, the Conservative MP for Wealden, he recalls the chance encounter that led him on the road to a life in politics when he was growing up in Sussex. n Politics the first love from childhood for MP n The importance of supporting SMEs n Exports offer great potential for companies brave enough to grasp opportunities

It was then that he met Geoffrey Johnson Smith, the charismatic television reporter who switched to politics and enjoyed a 41-year career in the Commons, including representing East Grinstead, which was redrawn in 1983 as Wealden, until 2001. Charles, who was to eventually succeed him, said: “I had always wanted to go into politics. When I was eleven I met Geoffrey Johnson Smith and I remember thinking ‘that’s what I want to do.’ “However, I also knew that I wanted a business background so I took a business degree rather than one in politics.” Having attended Rugby School before going on to study Business Studies at Edinburgh University from 1977-1981, he initially went into business. He worked mostly for international companies and was Founder/Chairman/

Chief Executive of The Agenda Group (1999-2005), a specialist consultancy. His first foray into Parliamentary politics came during the General Election of 1987 when he stood for the Tories in the safe Labour seat of Mansfield in Nottinghamshire. Remarkably he lost by just 56 votes, explaining the narrowness of the poll by saying: “The election took place in the wake of the miners’ strike and the local Labour vote was split.” Defeated he may have been but the experience confirmed his passion for politics. From 19921997, Charles was Member of Parliament for High Peak, during which time he was Vice-Chairman of the Conservative Party (19951997). Following the 1997 General Election, he was appointed Chief of Staff to the Rt Hon William Hague MP, when he was elected Leader of

the Conservative Party and in 2001 he became the MP for Wealden. Posts have included Shadow Energy Minister (2005-2010), Deputy Chairman of the Conservative Party (2003-2005) and Shadow Minister for Young People, and he served as Minister of State for Energy and Climate Change from 2010 until last year. Last year, Prime Minister David Cameron appointed him as Trade Envoy to Kazakhstan, Azerbaijan and Turkmenistan. Business remains a passion and of Wealden, Charles says: “There are a lot of small businesses in the constituency. We do not have many major employers but we have a lot of small, innovative companies, many of which are tech-based.

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what our politicians say ... 31

Charles Hendry MP for Wealden

“I had always wanted to go into politics. When I was eleven I met Geoffrey Johnson Smith and I remember thinking ‘that’s what I want to do.” “Many companies in the area have come through difficult economic times well. For them one of the challenges is recruiting the right people but the constituency has a good employment record. When the figures come out for employment we tend to be in the top 20. “One of the other challenges for companies can be finance and that is why I welcome recent

Government initiatives such as the Business Bank.” The Bank was announced by the Coalition last year, backed by £1bn and expected to leverage up to £10bn to help businesses struggling to find funds from highstreet banks. Charles said: “The main high street banks will say that they are still lending but talk to many small

companies and that is not their experience. “What we are trying to is change the culture of banking and persuade the banks to invest more in smaller businesses. The Business Bank is part of that process. “Having said that, access to finance is not the main issue for many businesses in difficult economic times and we have to ensure that we support them in other ways as they seek new contracts. “One of the things that has encouraged me as the public sector goes through cutbacks is the willingness of the private sector to step forward and fill the gaps that have appeared. There is a willingness to pitch for some of the work that needs to be done. There has been a loss of jobs in the public sector but we have a vibrant private sector.” Charles also believes that more businesses should consider the international markets. He said: “I think the idea of trading internationally scares a lot of people off but there is great potential. Working with UK Trade and Investment is vital for any company seeking to trade abroad because if you trade with the like of Russia, China or the Middle East, there are language and cultural differences and you need help to understand them. “However, the effort is worth it. Take Kazakhstan, Azerbaijan and Turkmenistan. British companies are involved in £100 billion of oil and gas contracts. What we are trying to do is spread that out, for example into sport with the forthcoming Asian Games which means that £5bn of contracts are available.“ Although no longer Minister of State for Energy and Climate Change, he remains passionate about the environment, saying; “Companies really do have to do more to reduce energy usage. I think that message is getting through particularly with energy prices going up.”

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32 chamber benefits

Exciting New Opportunities for Sussex Enterprise Premier Members In the run up to 2013, the team at Sussex Enterprise has spent a considerable amount of time not just looking at the economy and how we can help our members on a day to day basis but looking as well at the ongoing needs of larger businesses in Sussex.

Our Premier Members remain very important and in addition to the MPs Lunches, Tea on the Terrace at the Houses of Parliament and our well attended Gala Dinner at Goodwood House, we are planning an exciting new programme of high level networking, knowledge sharing and inspirational events in 2013. We know from discussions with large numbers of businesses that when business leaders meet, they want to make profitable contacts and they want to learn from each other. At the same time there is a strong need to participate in honest feedback and open discussion that will help solve business problems. What we are proposing at Sussex Enterprise is to give improved opportunities for likeminded business leaders to learn from one another, thereby reducing the time

taken for problem solving. This needs to be implemented in a way that fits in with the busy lifestyle of a successful business leader. Here are some of our plans.

Premier to Premier (Business Leaders) Hub Our proposed Premier to Premier hub – to be launched early in 2013, is an answer to an old saying that there are two ways to acquire wisdom: “you can either buy it or borrow it”. Borrowing it through our new hub will allow our Premier Members to acquire the wisdom from others who’ve already paid the price. We are hoping that these meetings will be held in prestigious locations across Sussex.

talk by Paul Barber, Chief Executive of Brighton & Hove Albion on ‘Inspirational Leadership’ to be held at The Amex Stadium at 6.00pm on February 27, 2013. If you are an existing Premier Member, we will be communicating shortly more detail on the above. If you are a medium or large business interested in participating in these new opportunities or you want to know more about becoming a Premier Member of Sussex Enterprise, please email me at or ring 01444 259259. Nick Handley is Chairman of Sussex Enterprise

“Premier Membership was a logical choice since it provides us with a mechanism to interact with other business leaders, participate in debates on key topic areas and have our collective views represented at the highest levels.” John Donaldson, Executive Director, Arora Hotels

Premier to Premier Forum In addition we plan to create for our Premier Members an electronic knowledge sharing network that they can access at times most convenient to them. We will track the most interesting, most topical subject matter from the worlds of business and academia and provide electronic access – but only for our Premier Members.

“Sussex Enterprise Premier events are well organised and attended which provides a good platform to inform, consult and receive feedback on key issues enabling us to balance our Business Plan with the needs of our customers in a changing environment.” Geoff Loader, Director of Communications, Southern Water

Inspirational Events and Speakers Finally, for our Premier Members, we plan a bigger series of inspirational events and speakers. The first will be a

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ETLS International provides a wide range of translation services for any client that needs to communicate in other languages and cultures. In this way we help our clients grow their business internationally. We translate into all languages and specialist fields as well as provide DTP services to format your translated brochure or documents in other languages. Contact us for a free quote. 0800 496 9878

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THE DIRECTORS BEHIND CNC CNC has been providing IT Services for over 17 years and your company could benefit from our wealth of experience and knowledge of the IT industry. We care about our customers and the solutions we provide with the aim to establish a long term relationship. We find the best way to improve your IT systems with increased reliability, productivity and fewer running costs would be to have a completely FREE of charge IT Audit, with no obligations to use our services. Let’s talk today about where we can help your business.

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advertorial 35

‘Firm of the Year’ There for You............. for Life Mike Oliver Associates has been awarded Sesame ‘Firm of the Year 2012’ and Mike Oliver, was Runner-Up for ‘Independent Financial Adviser of the Year 2012’. The citation says ‘MOA showed a commitment to the profession, excellent client service, high compliance standards, and effective use of technology’. A delighted Mike Oliver commented: “It’s such brilliant news for us that we’ve won this top industry accolade! We’ve always encouraged our advisers to gain qualifications far beyond those necessary for satisfying regulatory requirements and our clients tell us they are reassured by our high street presence, convivial greeting and confidential service whenever they call.” Mike is expecting a busy year especially as companies need


Mortgage Advisers

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to attend to the new Company Pensions Legislation. “We would urge companies to find out how this legislation will affect business and what provision can be made for employees when the time comes. With a triple-dip recession looming many companies are unaware that IFAs can assist small businesses commercially, we adhere to strict Financial Services Authority (FSA) guidelines and the financial solutions we offer are carefully researched from the market place as a whole. I have over 23 years industry experience as an Adviser, Area Manager, Financial Services Director and Business Owner and understand the pressures facing companies today. We have set ourselves up as an alternative to high street banks, so whether you are looking for advice in a specific area or a full financial review, our technical expertise will help you achieve your goals”. Mike and his partner, Dulcie Brookfield, also play a major role in the local business community and in raising money for local charities. They’re a key part





of the Greater Haywards Heath Charity Bike Ride organisation team and Mike’s mighty moustache raised funds for the Movember appeal. His Rock Band has performed for free to raise money for local community events such as Town Day and Christmas parade. “We very much appreciate the opportunity to collaborate with local business owners, why not come to our offices and meet the team?” For a free initial consultation with Mike himself call 01444 449222, or view or follow us on, @moaifa1, linkedIn, and Facebook.



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36 new members

Welcome to Sussex Enterprise Membership of Sussex Enterprise can help you increase profits, get the best from your people and find new clients. Also, it saves you money, gets your voice heard and puts you in contact with even more businesses. Ro-Tel Mechanical Services Ltd Facilities Management Flat 12 Amstel, Selborne Road, Littlehampton, West Sussex, BN17 5NR Robert Palmer, MD T: +44(0)7717754128 E: W: Big Foot Systems Air Conditioning Equipment & Systems Aspen Building, Apex Way,Hailsham, East Sussex, BN27 3WA Wendy Brown T: +44(0)1323 848842 E: W: Clear Out Services House clearance specialists Larkspur Cottage, Newbridge Road East, Billingshurst, West Sussex, RH14 9JW Paul Punyer, Specialist T: +44(0)01403 783 684 E: CPI Moling Ltd Unit 20, Arun Business Park, Bognor Regis, West Sussex, PO22 9SX Mike Cooke T: +44(0)1243 864765 E: W: Unleashing Dragons Taybenny, Eastbourne Road,Uckfield, East Sussex, TN22 5ST Claire Dolph, Dragon Host T: +44(0)7932 648 576 E: W:


Ballard Chalmers Ltd Internet Services Garland Court, 1 Garland Road, East Grinstead, West Sussex, RH19 1DN Marijke Van Welie, Marketing Director

A Shade Above Hand made manufacturer of silk lamp shades 5 Wellington House, Camden Street, Portslade, Brighton, East Sussex, BN41 1DU Fiona Ascroft

T: +44(0)1342 410223 E: W:

T: +44(0)1273 881 130 E: W:

Colourfast Group Ltd Printers 36 Cheltenham Place, Brighton, East Sussex, BN1 4AB Peter Foulkes, Managing Director

RLG Enterprises Business Consultancy 16 The Martlet, Hove, East Sussex, BN3 9NT Rachel Gedney, Owner

T: +44(0)1273 674321 E: W:

T: +44(0)7786 912355 E: A J R Allen Notaries Public Southerley, Mount Way, Lancing, West Sussex, BN15 0QD Tony Allen, Proprietor

Tinius Olsen Ltd Manufacturer of test equipment (Tensile Testing) 6 Perrywood Business Park, Honeycrock Lane, Salfords, Redhill, Surrey, RH1 5DZ Pam Woolford, Director T: +44(0)1737 765001 E: W:

T: +44(0)7786 168693 E: W:

Affinity Sutton housing association/head office with 2 sites Upton House, 7 Perrymount Road, Haywards Heath, West Sussex, RH16 3TN Alex Dean

Flying Time Flying School Wingfield House, 9 Cecil Pashley Way, Shoreham Airport, Shoreham by Sea, West Sussex, BN43 5FF Jonathan Candelon

T: +44(0)300 100 0303 E: W:

T: +44(0)1273 155477 E: W:

SUSSEX ENTERPRISE 0845 67 888 67

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new members 37

S&C Partnership Ltd Healthcare Consultancy The Old Poor House, 7 Castle Banks, Lewes, East Sussex, BN7 1UZ Jonathan Spencer

Chestnut Tree House Childrenâ&#x20AC;&#x2122;s Hospice Dover Lane, Poling, Arundel, West Sussex, BN18 9PX Sarah Arnold, Fundraising Manager

T: +44(0)1273 478666 E:

T: +44(0)1903 871837 E: W:

Valley Finance Ltd Finance Mapsedge, Cross in Hand, Heathfield, East Sussex, TN21 0TA Tim Thornton, Proprietor

No Pork Pies Marketing 121-123 Davigdor Road, Hove, East Sussex, BN3 1RE Adam Lee, Owner

T: +44(0)1435 868831 E: Social Networking 14 Wickham Avenue, Bexhill-on-Sea, East Sussex, TN39 3EN Richard Thomas, Propietor T: +44(0)7733 233992 E: W: DJ Hough Courier North Leas, Hastings Road, Telham, Battle, East Sussex, TN33 0TP David Hough, Owner T: +44(0)7802 714546 E: Sussex Ultrasound Services Ltd Ultrasound Equipment Sales & Servicing Regus Shaw House, Pegler Way, Crawley, West Sussex, RH11 7AF Paul Marchant, MD T: 44(0)8709 196842 E: W:

T: +44(0)01273 907920 E: W: FDA UK Document Storage Bow Hill Farm, Farm Cottage Bow Hill Farm, East Marden, Chichester, West Sussex, PO18 9JB Philip Matthews, MD T: +44(0)1243 535209 E: W:

T: +44(0)1444 616307 E: W: AT Markert Matching Service The Alexander Hall,The Armoury, Unit R1, Fort Wallington, Military Road, Fareham, Hampshire, PO16 8TT Stephen Baker, Partner T: +44(0)7900 607 936 E: W: Sprint Ltd t/a SCS Telecommunications Equipment & Systems Europa House, Southwick Square, Southwick, Brighton, East Sussex, BN42 4FJ Anthony Bruggen

Eco You Social Enterprise Flat 148, Springfield Road, Brighton, East Sussex, BN1 6DG Randine Perry, Owner

T: +44(0)01273 874200 E: W:

T: +44(18)0207 713 9865 E:

Keyhole Automotive Security & Automotive Services 39-41 Vale Road, Portslade, Brighton, East Sussex, BN41 1GD Dave Cook, Director

MBG Properties (Horsham) Ltd Property 60 Rusper Road, Horsham, West Sussex, RH12 4BL Elaine Gray T: +44(0)01403 267 530 E: W:

Tandem Invoice Finance Limited Invoice Finance 55 West Street, Chichester, West Sussex, PO19 1RP Malcolm Piper, Director

Burrwood Environmental Services Environmental services London Road, East Grinstead, West Sussex, RH19 3FY Sean Bassett, PO Box 102

T: +44(0)1243 520940 E: W:

T: +44(0)0870 998 4413 E: W:


Lyndon Capital Investment & Financial Services 20 Laurel House, Great Heathmead, Haywards Heath, West Sussex, RH16 1FE Hannah Simcoe-Read

T: +44(0)845 521 1730 E: W: West Instruments Manufacturing The Hyde, Unti 5, The Hyde Business Park, Auckland Drive, Brighton, East Sussex, BN2 4JU Fabio Cunha T: 01273 810504 E: W:

SUSSEX ENTERPRISE 0845 67 888 67 february/march 2013 business edge

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38 advertorial

Day Release Degree from the University of Chichester Do you want to employ some of the most talented and motivated college students around and use them to help grow your business? At the University of Chichester we have developed an innovative programme that will help businesses attract and retain the brightest students. In a challenging and competitive job market , many college-leavers are looking for a mix of vocational and academic study combined with employment. This is what the Day Release Degree is all about.

How does it work? The University of Chichester is partnering with forward-looking businesses committed to developing their staff to provide an opportunity for students to combine employment with degree-level study. Employers provide full or part-time salaried positions, a workbased mentor, and contribute towards tuition fees. You can offer the same opportunity to promising and ambitious existing employees also. The University provides support with recruitment and selection of students with employers making the final decision on who to take on. For the first three years, students combine study for one day a week with their employment. The final year is focused on projects which are agreed between the employer, the student and the University so that the student makes a direct bottom line

impact on business performance as well as achieving their academic objectives. Costs are typically shared between the company and the student who qualify for a student loan. The employers with whom we are currently working include Butlins (Bourne Leisure), Nature’s Way Foods, Waitrose, Bombardier, Gardner and Scardifield, URT and Classic Collection Holidays.

What does this mean to your business? The Day Release Degree is an opportunity to develop your own talent in a way which is focussed particularly on their organisation and its goals, whilst enabling the employee to gain a recognised qualification. Calibre of recruits - you can recruit higher calibre BTEC or A Level Students n Business impact – the business will benefit from work-related projects agreed with you which enables the student to make a real difference the business while they are learning n Innovation - through study, students will bring the latest new approaches, ideas and research to your business giving you an edge over your competitors n Talent Management - Ultimately you will have a qualified, experienced, committed employee that will be a dynamic asset to the business’s future. Nick Munday, Managing Director, Classic Collection Holidays Ltd says “With my son starting at University this year I became aware of the challenges facing students from 2012 and the need for businesses to become involved in the development of our future workforce. The Day Release Degree gives students the chance to achieve a quality business degree without building up a debt mountain, whilst at the same time building up valuable work experience.”

Classic Collections employs around 90 people in Worthing. They recognise the value of the Day Release Degree both to the business and the students.

What does it mean for students? n As the Day Release Degree is done whilst in work there is every chance the student will have reduced student debt since costs are typically shared (usually around 50%) with the employer. n Gain valuable work experience and make a direct impact on business performance “You get to learn the business from the bottom up meaning you have a comprehensive understanding of the company’s culture making for a wellrounded manager at the same time as receiving a transferable qualification” – Ashley – Trainee Butlins “Most of us are paying our proportion of the tuition fees out of our salary so we won’t build up student debt like fulltime students” – Anna - Trainee – Classic Collections Holidays Ltd.

And for your existing employees? The Day Release Degree is not just for recent BTEC/A level students. It is perfect for developing and progressing your existing staff. Professional development at this level is a proven factor in staff retention so your investment will pay back in terms of growing your business. If you are interested please talk to Andrew Adams (07796 655247 – or email Steve Ellis ( at the University of Chichester’s School of Enterprise Management and Leadership for more information on how your business can get involved in this exciting new programme. Alternatively, more information can be found on the University of Chichester website at

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SOVEREIGN COMMERCIAL Installations Limited

The Carlton Group: Based in Lancing in West Sussex, this family owned company was established over 65 years ago. In 2000 the original name of the company was changed to Carlton Beauty & Spa Ltd. Carlton Beauty & Spa is renowned as a leading UK based manufacturer of electrotherapy equipment, furniture and accessories for the beauty and spa industries. Manufacturers and suppliers of equipment, Carlton Beauty & Spa’s superior product knowledge allows them to offer customers the best after care and technical support in the business.

Two things stand out about Sovereign Commercial Installations – enthusiasm and exceptional service. As managing Director Stuart McAulay comments: “We are an enthusiastic, professional company and we are proud of our reputation. We know that our clients want to give their customers and staff the best, which is exactly how we feel about our clients. We aim to deliver results that exceed the expectations our customers have.” Whether you have a small project or need a complete refurbishment package, you’ll find that the Sovereign Commercial Installations team can manage and control contracts ranging from £1000 to over £1million. Sovereign House, Avenue Lane EASTBOURNE East Sussex BN21 3UL T: 01323-439090 F: 01323-721967 E:

Carlton Professional, The Carlton Group’s product range, includes electrotherapy equipment, which combines top quality manufacturing at prices appealing to the cost conscious. All Carlton Professional electrotherapy equipment is robust, reliable and results driven. The Carlton Professional range has grown and been developed by Chairman, Angela Barbagelata-Fabes and now includes over 20 electrotherapy machines, as well as 12 styles of couch and a plethora of furniture and accessories. The Carlton Professional brand is synonymous of affordable luxury. With decades of experience in the furniture business, The Carlton Group understands the importance of making client comfort a top priority. As a result, even budget conscious beds offer a range of adjustments. This attention to detail ensures that every Carlton Professional couch offers a comfortable treatment for clients. As well as manufacturing and supplying equipment both in the UK and worldwide to over 40 countries, The Carlton Group also offers college lecturers Continuing Professional Development (CPD) at their dedicated training facility, Carlton Tower. Delivered by The Carlton Group’s in house Trainer, the company also provides students with workshops to keep them up to date with the latest treatment advances in the beauty and spa industries. In 2007, The Carlton Group established SEBTA, the Student Electrotherapy Beauty Therapist Award. The first of its kind in the UK, SEBTA celebrates excellence in electrotherapy. Now in its seventh year, SEBTA continues to grow and develop.

Carlton House, 1 Commerce Way, Lancing, West Sussex. BN15 8TA

A Door to Door Service Collection and delivery, across the UK

Te l : 0 1 9 0 3 7 6 1 1 0 0 Fax:01903 751 111

Tel: 07802 714516 Email: Battle East Sussex, TN33 0TP

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40 diary

Sussex Enterprise Networking Events 1-2-1 Business Review Clinic When: 10:00am – 16:00pm 19th February 2013 10:00am – 16:00pm 19th March 2013 Where: Sussex Enterprise, Burgess Hill Register your interest now to receive your hour-long 1-2-1 Business Review session from Branduin Business Support. The subject for discussion is driven by you and is designed to address any short-term issues or provide advice on general business development. Members will be issued with a pre-Clinic questionnaire upon booking. This will describe the format of the session and provide members with the opportunity to outline what they would like to discuss and what they hope to achieve. For more information and to book your place, please visit Sussex Enterprise Premier and Member Plus Members: FREE Standard Member: £25.00+VAT per session Non Member: £75.00+VAT per session

International Trade Forum - ‘Trade Barriers/Latin America’ When: 7.30am – 10.00am 22nd February 2013 Where: DMH Stallard Offices, Crawley Why not come and join us to learn more about managing both fiscal and cultural Trade Barriers in general and about potential markets in Latin America at our next International Trade Forum. Being our first International Trade Forum of the New year, we have decided to try something different and make it a breakfast event. This will also provide a fantastic opportunity to network with your fellow peers.


We are delighted to welcome three experienced speakers. Hadyn Parry, CEO of Oxitec-Hadyn, will be discussing Oxitec’s ambitious and fascinating adventures in Brazil with an amazing product! Pietro Intranova, International Business Manager, HSBC will be sharing his extensive knowledge of International Finance. Frank Jennings, Head of Commercial Law at DMH Stallard LLP - Frank will be talking about how to grow your exports and reduce export risk. Member plus – free Member & StartUp – free Non-members – free for those sampling events for the first time. Pay as you go £24 inc vat.

Premier Event Inspirational Leadership When: 18:30pm – 20:30pm 27th February 2013 Where: American Express Community Stadium, Brighton We are pleased to announce our forthcoming unique Premier Member event to be held at the American Express Community Stadium. This event will offer the opportunity to hear Paul Barber, Chief Executive of Brighton & Hove Albion speak passionately about Inspirational Leadership in creating and managing a successful business organisation. This event is exclusively open to our Premier Members only.

Membership Benefits Event When: 14.00pm – 16.30pm 28th February 2013 Where: Hilton Metropole, Brighton Come and join us for an afternoon of networking with other Sussex businesses and discover more about membership benefits associated with Sussex Enterprise. During the afternoon you will have an opportunity to preview cost saving benefits which include: n AXA PPP n Fund Finder Tool n Sussex Enterprise Business Support n Sussex Enterprise Insurance Services To name but a few. Our benefit providers will be available to explain how their services can help maximise membership and give non-members an insight as to what membership can include. Don’t miss out - book today. This event is open to all members and non-members.

Premier Event PA Afternoon Tea When: 15.00pm – 17.00pm 13th March 2013 Where: Alexander House Hotel, Sussex A wonderful afternoon tea for our Premier Member PA’s set in the beautiful surrounding of Alexander House Hotel. Full details and guest speaker will be announced shortly.

If you have an idea for an event that we’re not running, please let Amber know at We’d welcome your suggestions.

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diary 41

Mid Sussex Breakfast on Social Media When: 7.30am – 10.00am 14th March 2013 Where: Icon Live, Burgess Hill Come and join us for Social Media breakfast and networking event in the heart of Sussex, which will be held at Icon Live, one of our local Premier Members. We are delighted to welcome two experienced guest speakers. Jono Oswin from Jiminy Consultants who will present on the advantages of Social Media, together with one of the legal experts from DMH Stallard who will present on the legal side of Social Media. Icon Live have kindly offered us the chance for anyone who is interested to look around their 50% discounted jewellery shop. Don’t miss out on this fantastic opportunity - book today.

PREMIER - High Profile Breakfast When: 7.30am – 10.00am 23rd April 2013 Where: Newick Park Hotel, Newick Come and join us for full English breakfast and a fantastic opportunity to network with other local businesses. Full details and guest speaker to be announced shortly. Please see the event homepage for full booking terms and conditions on any of the above events. For further information on any of the above events or to book your place please visit our website or call Amber on 0844 371 5405.


Training courses Inward Processing Relief When: 09:15am – 12.30pm 15th February 2013 Where: Chatsworth Hotel, Worthing Inward Processing Relief (IPR) is used to obtain relief from customs duty and import VAT on goods that are imported from outside the EU for processing and subsequent re export out of the EU. The basic principle is to allow UK exporters to be more competitive by reducing their processing costs. Processes that are permitted under IPR include manufacturing, sorting and packing, repair and refurbishment. This course is graded as intermediate level and would qualify for 15 Continuous Professional Development points. If required, the CPD certificate will be issued by the Institute of Export.

Using Documentary Letters of Credit, Drafts and Bills When: 09.15am – 16.30pm 25th February 2013 Where: Crawley Town Football Club The UK Government has introduced The Letter of Credit Guarantee Scheme. The intention is to stimulate exports to emerging markets by sharing the credit risk associated with Letters of Credit from these markets. This course will examine LC process in detail and offer guidance on how to create a workable credit. It will consider the different interests of the exporter, importer and the banks and methods of reducing the risks for all parties.

Export Controls and Licensing When: 09:15am – 12:30pm 15th March 2013 Where: Barnsgate Manor, Uckfield The programme addresses the provisions of The Export Control Act 2002, updated with the Export Control Order 2008 and gives valuable guidance for compliance with the new orders and secondary legislation for both Military and Dual-Use items. It will also consider compliance with external controls, such as ITAR and EAR regulations that may be imposed on those companies with US connections or shipping goods of US origin This course is graded as intermediate level and would qualify for 15 Continuous Professional Development points. If required, the CPD certificate will be issued by the Institute of Export.

Exporting – Understanding The Paperwork When: 09:15am – 16:30pm 18th March 2013 Where: Sussex Enterprise, Burgess Hill This course will address problems associated with Export Documentation. It will examine all aspects of export documentation from first enquiry to arrival of the goods at destination and will seek to establish best practice, emphasising the need for a clear and coherent audit trail for each shipment to ensure customs compliance.

Coming soon... Due to popular demand we are re-introducing HR Training Courses. We will shortly be publishing the dates for our 2013 HR Training Courses. Don’t miss out, visit our website

For additional information on any of the above training courses, please visit our website or call Amber on 0844 371 5405 february/march 2013 business edge

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have you downloaded our App yet?

42 five minutes with...

Sussex Enterprise has launched an app. With this app you can contact other members of the chamber or contact the chamber itself. You can find out about the latest news and events going on at the chamber and there is also a very useful Expenses Log Tool that will help you to track your daily expenses and send them to your accountant. To find out more, visit the app stores below.

nick Doyle

app Store

Technical Director 1. Which words or phrase do you most often overuse? I try to avoid clichés but it would probably be “hit the ground running”.

7. What quality to you most admire in a person? agility. Being able to react to change, deal with it and move on, rather than complain about it.

2. Karaoke song of choice. “The fields of athenry”

8. Which virtue is the most overrated? Self-confidence. although confidence can obviously be a good thing, you’re not always right.

3. What’s your biggest regret? at times, failing to get the whole work/life balance thing right. 4. When and where were you happiest? Certainly most recently would be seeing my kids’ faces in Disneyland last month! 5. When was the last time you lied? I try to avoid it, particularly in business. It doesn’t do you any good. That sounds like a political answer but it’s true! 6. What talent would you most like to have? I think the art of delegation is something that a lot of us could always be better at.

9. Early mornings or late nights? It’s always been late nights for me, work and play. although since having kids, it usually doesn’t work that way! 10. Deal or no deal? no deal, unless you do a very good job of convincing me.

google play The next issue of Business Edge rolls off the press in early April. IP)'(* =<9IL8

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11. Tell us a secret. If you want that promotion, all you have to do is start doing the job first.

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business edge february/march 2013

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University Centre


Take your learning to a higher level The brand new University Centre at Central Sussex College RIIHUVDpH[LEOHDQGGLYHUVHUDQJHRIKLJKHUHGXFDWLRQDQG SURIHVVLRQDOFRXUVHVWRKHOS\RXUHDFK\RXUIXOOSRWHQWLDO In partnership with the Universities of Brighton and Chichester, the University Centre at Central Sussex College provides local and affordable full and parttime higher education courses which can lead on to degree level study, or facilitate career progression.

With our longstanding experience of delivering higher level skills training, you can be sure you’ll gain relevant practical skills you can use in your employment, as well as the theory to help you further your career.

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Business Edge 13  

Packed with up to the minute business news and in-depth interviews with prominent Sussex personalities Business Edge is committed to celebra...

Business Edge 13  

Packed with up to the minute business news and in-depth interviews with prominent Sussex personalities Business Edge is committed to celebra...