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the magazine for sussex enterprise members

Changes to holiday industry led to new business venture Sarah Wood has found an innovative way of bringing together two diverse sectors to create a success story. Page 26

British Chambers of Commerce

Inside | 04 welcome | 08 successful sussex | 12 focus | 16 sussex business awards | 26 cover feature | 28 inspirational leaders | 38 chamber benefits

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.

contents 3

this month 08 Morgan Sindall completes £17.9m leisure centre Construction and infrastructure company Morgan Sindall has completed work on the £17.9 million Splashpoint Leisure Centre on Worthing’s seafront.


26 Changes to holiday industry led to new business venture

Business Edge is a Sussex Enterprise publication.

Businesswoman Sarah Wood has found an innovative way of bringing together two diverse sectors to create a success story.

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

28 The birth of a business

Greenacre Court, Station Road, Burgess Hill, West Sussex, RH15 9DS

Distinctive Publishing, 6th Floor, Aidan House, Sunderland Road, Gateshead NE8 3HU Tel: 0845 884 2384


n 08 Successful Sussex n 09 Business Matters n 11 Business Matters n 12 Focus n 15 The Expert n 16 Sussex Business Awards n 17 World View n 19 What Makes Me Mad n 21 Upstarts n 22 Finance Feature n 26 Cover Feature n 28 Inspirational Leaders

n 44 New Members n 48 Diary n 50 Five Minutes With ...



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.

Sarah Wood, Mulberry Cottages


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DISCLAIMER Distinctive



n 05 Business Matters

n 38 Chamber Benefits

Robin Russell’s journey to his role as CEO of First Natural Brands really began with a decision that he took as a young man.


John Dean & Francis Griss

n 04 Welcome

n 36 Opinion





British Chambers of Commerce


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


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

4 welcome

Welcome to the latest edition of Business Edge

Wendy Bell General Manager at

Chris Goulding

Welcome to the summer edition of Business Edge, I think I can call it the summer edition as the sun has been shining now for at least six days and is predicted to last for a few more days yet....

Sussex Enterprise

This edition is packed with information and stories about entrepreneurs and innovation. I am always amazed and impressed with how many innovations come from Sussex businesses but then I remember that the first working television set flickered into life in Hastings during the 1920’s so I shouldn’t really be surprised that Sussex is still at the forefront of innovation! So read on and enjoy...!

Your Voice Road network reforms must help put an end to ‘stop-start Britain’, says BCC Commenting on the Transport Secretary’s announcement of reforms to the way Britain’s road network is managed, Dr Adam Marshall, Director of Policy at the British Chambers of Commerce (BCC), said: “Business growth requires a road network that’s well maintained, congestion free and upgraded where necessary. For too long, the Highways Agency has been unable to deliver on these requirements. “So we welcome the announcement that the Highways Agency is to become a public corporation, managed in a more business-like fashion, and that it will have the same sort of five-year funding certainty that has helped to improve the rail network in recent years. “Business has had enough of ‘stop-start Britain’. We’ll be watching closely to ensure that these changes enable companies and their employees to move full speed ahead on a better national road network. We will also urge ministers to bring forward some of the new road maintenance spending they’ve promised after 2015, as urgent action to maintain our roads is required now.” So what do you think? Have you had enough of Stop Start Sussex? Is the East West route in Sussex causing your business problems? Then write to us and tell us your views - we’ll pass your concerns on to the British Chambers of Commerce so that they can report directly to government!

Membership Account Executive

Welcome to the magazine of sussex enterprise

As I mention in my columns, over the past year or two, I’ve seen a myriad of digital marketing platforms explode, which have had a varying degree of success in carrying “The Message.” People of course may scoff, but the power of twitter was proved to me a while ago, when we put out an enticing membership offer for new members and within 10 minutes I’d had a new enquiry and Omnis Systems were welcomed to the Sussex Enterprise fold! The message of course can take various formats, blogs, newsletters, tweets and so on. I’m often sent very thought provoking and innovative copy from the likes of, Skerritt’s, Acumen Business Law, Neva Controls and ADP Translations to name but a few. “Copy is King”, is one of my favourite sayings! I would hope as we are entering the autumn months after the summer break, thoughts are turning to the winter networking events. In our summer programme, we held delightful affairs at both the Sussex Cricket ground and Brighton Racecourse. As a footnote, I’m grateful to Roy Stannard of Zerofiftyone media, who very kindly gave a lift to a fellow member to ensure his attendance.

Look out for more transport in World View on Page 17

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business matters 5

Firms sign strategic alliance DMH Stallard, the South East commercial law firm, and Riverview Law, the fixed-priced legal services business, have signed a strategic alliance designed to satisfy the changing legal needs of business customers. The focus of this alliance will cover a variety of areas including dispute resolution, M&A and property. Prior to entering into this alliance DMH Stallard and Riverview Law carried out a number of market tests where they successfully combined their resources to win new business. The alliance will enable DMH Stallard to offer an extended range of services to its customers as well as benefitting from additional work from new customers. It also extends the Riverview Law service offerings by supplementing expertise in areas where customers are seeking support. In the coming months, a number of new fixed-fee services and products will be launched to the commercial market which combine the expertise of both businesses. Tim Aspinall, Managing Partner of DMH Stallard, said: “Having watched Riverview Law’s rapid progress, we approached them when it became clear they were seeking a like-minded law firm ally to help them to deliver against customer demand in some complex and specialist areas. “We can support Riverview Law as it grows just as Riverview Law can help us grow faster. This relationship is good news for customers and everyone at DMH Stallard, which is why it was unanimously supported by our partners.” Karl Chapman, Chief Executive of Riverview Law, said: “From the very first meeting it became clear that DMH Stallard has, over many years, been moving in the same direction we are taking Riverview Law. After we had met all the DMH Stallard partners, it was also clear that there is a strong cultural fit.”

Tim Aspinall and Karl Chapman

Sprint Electric is celebrating 25 years in the DC drives business

25 years in the DC drives business – and still growing… DC drives manufacturer Sprint Electric is now 25 years old and its continued growth has led to moving recently into a new large factory and office in Arundel. To celebrate this achievement, Sprint Electric will show its wide range of variable speed drives at SPS/IPC/Drives, the international trade fair for electric automation, systems and components, in Nuremburg, Germany, this November. Gary Keen, Sprint Electric’s sales director, said; “The DC drives market still represents a huge potential for growth with research forecasts predicting it to increase seven percent by 2015 to 470 million US dollars. In the face of reduced competition this is an opportunity not to be missed.” Whether in retrofits or original equipment, DC drives from Sprint Electric are being used in many different applications all over the world including metal processing, the pulp and paper industry, rubber and plastic processing, lifting equipment, food processing, leisure industries and many more.

Sprint Electric has an export turnover share of approximately 80 percent and for its outstanding success in international trade, the company won the Queen’s Award for Enterprise in 2009, one of the most prestigious business awards in the UK. For more information, please contact: Mr. Gary Keen Tel: +44 (0)1243 55 80 80 Web:

august/september 2013 business edge

6 advertorial

Researchers find holy grail to solve fuzzy problem Research might have provided an answer to the question most business managers ask – how to know more about every individual customer and their preferences. In a study of how students select a bank, researchers at the University of Portsmouth Business School have tested a model which predicts with much greater accuracy than previous models why people choose one product over another. Dr Alessio Ishizaka, a specialist in decision analysis, and Nam Hoang Nguyen, MSc financial decision analysis student, have published their case study in the journal Expert Systems with Applications. Dr Ishizaka said: “Understanding consumer needs is one of the holy grails of good business but old models for determining what people want are imprecise. These assumed everyone has the same degree of fuzziness or imprecision about what they want, and this is clearly not the case. “The new model gives businesses much greater power to predict the variables of human choice with all its vagueness and imprecision. Having a better understanding of the precise preferences of each customer will bring major benefits to companies.” The new model, called calibrated fuzzy AHP, combines the best of ‘fuzzy set theory’

Making every decision smarter: Dr Alessio Ishizaka

and ‘Analytic Hierarchy Process’ (AHP). Each is considered good at predicting some aspects of human choice, but neither was elastic enough to give a true picture of choices customers might make. The calibrated fuzzy AHP tool could be used by any person and for any decision, including choosing suppliers, ranking products, and deciding on a new location for a company to be based. Dr Ishizaka and Nam applied the combined model to a small-scale test of what 40 students consider the most important when opening a student bank account. Overall, students rank banks by the quality of their personal service first. Bonuses, including free rail tickets, gadgets

or cash-back offers, were ranked second, and least important were financial factors, such as overdraft charges and interest rates. Dr Ishizaka said: “The development of an appealing product is likely to have a long-term impact on the profitability of any company, but is especially true in banking where students often remain with the same bank after they have graduated and when they are earning significant salaries. “It is in the best interests of banks to attract and retain these customers early. “Banks now understand the priorities of customers but it has taken them a long time with a lot of trial and error. In the past they absolutely did not care about their service, but now they are extending their opening hours, cutting waiting times and being more responsive to the expectations of customers. “It would have been more profitable if they had done this a long time ago.” Dr Ishizaka added that it was essential to not only understand the preference of the consumer, but also to have a strategy in place to meet their expectations. The new model is a starting point and the researchers hope to study it further and combine it with other Multi-criteria Decision Analysis (MCDA) techniques.

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business matters 7


A look at business news in brief

n Aldingbourne Trust strikes Gold A West Sussex organisation which supports adults with learning disabilities has been presented with the Investors in People Gold award. The Aldingbourne Trust was recognised for demonstrating excellence in the way that it develops and supports staff. The Gold award is achieved by just 2.7% of organisations in the UK and goes beyond the nationally recognised Standard, which is awarded to wellrun organisations which demonstrate good management practice with a high emphasis on best practice people management and development. Martin Botting, Organisational Development Manager at Aldingbourne Trust, which has 231 employees, 83 Volunteers and 12 Trustees, said: “As a charity, the Aldingbourne Trust has to demonstrate that it is effective and efficient so that people and organisations continue to kindly give their time, skills and donations. This award underlines how committed we are to working in the best ways for the benefit of our clients, tenants, candidates and students.“ n Company sponsors group Next generation learning partner Brightwave has demonstrated its commitment to the finance sector with the sponsorship of the Towards Maturity Finance Industry Benchmark Group. The sponsorship kicks off a series of activities to explore the effective use of learning technologies in the sector. Charles Gould, Managing Director at Brightwave, said: “We are proud to support the work of Towards Maturity, whose values chime so well with our own, in the pursuit of raising the bar for learning innovation, best practice and business impact.”

n Crunch Accounting launches BankBolt Online accountancy firm Crunch Accounting has launched BankBolt, an online business service that will radically reduce bookkeeping times for freelancers, contractors and small businesses. BankBolt uses bank feed technology to automatically import transactions from customers’ bank accounts and synchronise the data with the Crunch accounting software. Crunch MD Darren Fell said: “Small business owners have enough on their plate without the added burden of having to manually input or upload bank statements. BankBolt completely eliminates the pain of retrieving and uploading your bank statement, as it’s entirely automatic.”

n Author book signing day Dee Blick, author of the genuine no 1 Amazon best seller “The Ultimate Small Business Marketing Book” will be launching her third book in September and is speaking at the Start Up Show in Olympia where she will also be signing copies

Football club makes appointments Creative Pod managing director Matt Turner and Dean Orgill, of MayoWynneBaxter Solicitors. have been appointed as Crawley Town FCs first nonexecutive directors. Dean and Matt will provide assistance and advice to the board in their respective areas of expertise. They are not shareholders or have voting rights but will help guide the business moving forward. Matt Turner runs three locally based businesses: Creative Pod, who will be the team’s back-of-home-shirt sponsors next season, Creative Office Interiors and Young Start-up Talent, a social enterprise to inspire 16-25 year olds to start their first business with a £50,000 prize. He said: “Having been a Crawley supporter since the Town Mead days and a local employer I feel passionately about the future success and sustainability of the club.” Chief Executive Richard Low said: “Between them Dean and Matt have a tremendous amount of business experience and contacts and we are delighted to have them on board, their appointments are two key pieces in the jigsaw.”

august/september 2013 business edge

8 successful sussex

Morgan Sindall completes £17.9m leisure centre Construction and infrastructure company Morgan Sindall has completed work on the £17.9 million Splashpoint Leisure Centre on Worthing’s seafront. The project for Adur & Worthing Councils involved the replacement of the town’s existing 1960s Aquarena and the construction of a new centre which overlooks the sea. The building includes a six-lane 25m competition pool and a learner and diving pool, an indoor leisure pool with flume and play facilities, an outdoor paddling pool, a health and fitness centre, café and studio space. Paul Yallop, leader of Worthing Borough Council, said: “I am so pleased to see this stunning leisure facility delivered on time and within budget. We are grateful to every member of the team which has delivered this wonderful asset for Worthing residents and visitors.” Designed by award-winning architects, Wilkinson Eyre, the building’s design complements and enhances this important location on the seafront. About 100 companies from the local area were employed on the project by Morgan Sindall during the construction process. Kingsley roofing worked closely with the architects to design and install the copper roof. The project, which was managed by Deloitte Real Estate, boasts an impressive range of green credentials. Movable floors which act as a pool cover when raised will maintain water temperature and minimise heat losses in the pools. The complex also features a ground source heat pump, which will use renewable energy to heat and cool the building. In addition, the pools have regenerative filters which will create savings of 6,000m3 of water per year and recycled water will be used to flush the toilets. David Sershall, area director for Morgan Sindall, said: “Splashpoint Leisure Centre is an amazing facility and we’re very pleased to have reached the completion of construction work on this important project, both on time and on budget.”

Nick Handley Executive Chairman at Sussex Enterprise

If You Want to be a Growth Business, Read This

uccessful EVENTS





I never cease to be amazed at the high levels of entrepreneurship and innovation that can be found in Sussex businesses. If you want to set up or grow your business, you need to know what entrepreneurship and innovation are. In the US, Hamid Ulukaya has just been named World Entrepreneur of the Year. His Greek yogurt company has become the number one yogurt company in the US in just six years. Mr Ulukaya says ‘I trusted my gut instinct from the start, hired the right people and set about perfecting our product. We then capitalized on a close connection with our partners’. There are four powerful lessons here for all entrepreneurs. Wikipedia defines innovation as - “something original, new, and important - in whatever field - that breaks in to (or obtains a foothold in) a market or society or put more simply - A recognized need, competent people with relevant technology and financial support. Interestingly, failures in innovation are said to come from a lack of goal definition, alignment of actions to goals, team participation, monitoring of results and communication and access to information. Our role at Sussex Enterprise is to help members and businesses become more entrepreneurial and innovative which is why, in working with partners, we will ensure a More Successful Sussex. Nick Handley, Executive Chairman.

business edge august/september 2013

business matters 9

Megan’s Game set for big screen  

Reeves sponsors GB Short Track Reeves, one of the South East’s leading Accountancy and Financial Service firms, will be a new commercial sponsor of the British Short Track Speed Skating team as they begin their 2014 Winter Olympic campaign. The company will be a sponsor alongside the international children’s charity Right To Play, whose work aims to use the transformative power of play to educate and empower children facing adversity.

The British Short Track Speed Skating team is back training on the ice following valuable rest ahead of the final stage of the four year training cycle for the Winter Olympics. Two-time Olympian Jon Eley said: “Knowing that big names like Reeves think we can achieve things and believe in us in an Olympic year enough to get involved is great. It’s also a big honour for us to be involved with Right To Play. They are a brilliant charity and the work they do around the world is great, so being a part of it is very special. ”

City financier Tony Drury’s debut novel ‘Megan’s Game’ is set to be a feature film due for release in spring 2014. The critically acclaimed author’s romantic thriller will be ‘a movie with international appeal’ according to producer Paul Tucker. A love story with a murder twist, set against the beautiful backdrops of the Snowdonian Welsh coast, the Cote D’Azure and London, ‘Megan’s Game’ has the glitz, glamour and intrigue of the City. Peppered with power struggles and sexual charge, it has all the ingredients of a box office hit. Initial funding is secured and development of a screenplay, written by ‘Emmy’ winning and three times ‘Oscar’ nominated Crispian Sallis, is well underway. Paul’s credentials include Braveheart, Franco Zeffirelli’s Hamlet, three Disney films (King Arthur, 101 and 102 Dalmatians), An Ideal Husband (Rupert Everett and Cate Blanchette), four Bond films, Alien and Aliens. Production and post production of ‘Megan’s Game’ will be at Shepperton film studios where he has been based for more than 20 years. “Tony Drury’s book contains all the elements to develop a screenplay with international box office appeal, “said Paul Tony is also notching up a few credits; he has just finished penning his third book ‘Cholesterol’ for a summer release. His second novel ‘The Deal’ was published last October. He is also the author of six financial books and in 1998-2006 he built St. Helen’s Capital into the most successful PLUS Markets corporate advisory business. In 2004 he raised funds to get Quercus, the publisher of Stieg Larsonn’s trilogy ‘Girl with the Dragon Tattoo’ off the ground.

august/september 2013 business edge

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business matters 11

Golf and race day raises £6,000 Grand National winner Bob Champion, MBE, was the special guest at a charity golf and race day which raised more than £6,000 for Kent, Surrey & Sussex Air Ambulance. The former jump jockey, who rode Aldaniti to victory in 1981, was the charity’s celebrity tipster at the flat racing event at Lingfield Park in Surrey. Bob also presented awards to the golf teams including Air Ambulance crew members who were the overall winners of the competition on the 18-hole championship course. He said: “Being in racing, I know how much the Air Ambulance has helped an awful lot of jockeys. That’s just on the jockey side but there are a lot of people who ride horses and motorbikes, and car drivers, and the helicopter always picks them up. “The pilot, doctor and paramedic do a fantastic job in all weathers and often in difficult locations.”

Air Ambulance golf team Chief Pilot, Captain Blaine Ashurst, and paramedics Chris Fudge, Alan Cowley and David Wright donated their prize to a fundraising silent auction. Other auction prizes included tickets to the British Superbikes at Brands Hatch, A BMW driving experience, a VIP race day at Lingfield and a signed artist’s copy print of Frankel – the highest-rated horse in history after winning all 14 of his career races. Before the racing got underway, flags flew at half mast and there was a oneminute’s silence for Frankel’s trainer Sir Henry Cecil who died that day aged 70 after a battle with cancer. The golf and race day was sponsored by Gallagher Group, 4 Delivery, Holiday Extras, Baker Tilly, Precision Golf, Unibind Digital, Day Aggregates and Sussex Transport, and supported by Vines BMW Gatwick.

Group snaps up Broadway theatre Ambassador Theatre Group (ATG), the owner of the Theatre Royal Brighton, has through its subsidiary, Lyric Theatre LLC, acquired American theatre The Foxwoods Theatre. Acquired from Live Nation Entertainment, the Foxwoods Theatre is the largest theatre on Broadway and is situated on 42nd Street. This strategic acquisition makes The Foxwoods Theatre ATG’s 40th venue and comes just months after ATG announced plans to expand overseas into key international territories including North America, Australia and the Asia Pacific Region. Rosemary Squire, ATG’s co-CEO, said: “We are incredibly excited to be operating this beautiful landmark facility, situated right at the heart of one of the world’s most iconic streets for theatre.“

Photo 1: The winning Air Ambulance golf team pictured with their trophies, presented by Bob Champion Photo 2: Horshambased Unibind Digital Team 3, creators of innovative media, who came third in the Stableford competition

august/september 2013 business edge

12 focus

Manor Royal wins a big BID Most Sussex Enterprise members will know that the Manor Royal Business District is the largest single business area of its kind in the Gatwick Diamond, located in the town of Crawley just south of London Gatwick Airport and minutes from the M23. They may not know that Manor Royal has recently become the largest Business Improvement District (BID) of its kind in the UK. Manor Royal has always been part of the local business scene since its creation and subsequent opening in 1950. It flourished alongside the airport and is now home to 500 business providing jobs for 30,000 people. It covers an area of 539 acres, or 310 football pitches, and at last count approaching 8 million square feet of developed commercial floor space. That’s almost 20% of all such space and jobs in Gatwick Diamond. Noted for its transport related industries (whether by road, air or other freight services) and its big business and global brands like Virgin, Thales, Elekta, Virgin, CGG, Doosan, Varian Medical Systems and others there is actually more to Manor Royal than that. Manufacturing still plays a role, simulation and training, wholesale, medical devices and health care, construction and even food production among the industries represented. While the presence of big business is undeniable, about 60% of firms are very small businesses. It is this scale and diversity that are among the area’s key selling points creating the potential for finding suppliers nearby

business edge august/september 2013

Trevor Williams, Thales UK and Manor Royal Business Group chair

and creating close links with neighbouring companies. It was the fact that these opportunities were not being fully realised and that there were some improvements that Manor Royal needed but that weren’t happening that lead to the creation of the Manor Royal Business Group and business taking matters into their own hands. Initially, with the support of some funding and support from Crawley Borough Council, the Business Group put in place a dedicated website and newsletter to establish an online presence and improve communications, introduced a business watch scheme, created some jogging

“These are exciting times for Manor Royal. The BID will create the platform for Manor Royal businesses to work together and change the trading environment for the better” routes for staff, replaced all the out dated street name signs, undertook some additional maintenance to common areas and organised events for businesses to get to know each other. However, the group felt this wasn’t going far enough and a key challenge would be building on and keeping things going. Without a plan for sustainability, like any business, the gains made would soon be lost. Hence, after serious consideration, the proposal to create a Business Improvement District (BID). “We believe that it (the BID) will give opportunities to enhance the underlying infrastructure” remarked Chris Primett, Managing Director at Welland Medical.

focus 13

Members of the Manor Royal Business Group and other business reps with Henry Smith MP Courtesy of Liam McAvoy – Crawley News

“Working together we act with one powerful voice to bring the spotlight onto local issues that matter to us.” A BID is a way for businesses in a defined area to collaborate and jointly invest in improvements to make their trading environment more competitive and profitable. The process, which is supported by Government legislation, allows businesses to work together to develop a business plan for their area and organise a vote among themselves to approve the plan. The majority of businesses have to vote in favour of the BID for it to be

Trevor Williams, Thales UK and Manor Royal Business Group chair with Nigel Wood, Signs Express in front of one of the new colour coded street name signs

Delegates at the Manor Royal Know Your Neighbour

approved and for the money to be raised to deliver it. The result of the postal vote returned a 70% vote in favour of the Manor Royal BID and now puts local businesses in the driving seat. “These are exciting times for Manor Royal. The BID will create the platform for Manor Royal businesses to work together and change the trading environment for the better” said Trevor Williams of Thales UK and Manor Royal chair. “It’s now up to all of us to grasp this opportunity and make it work for us. There is so much potential.” The Manor Royal BID came into effect on 1st June 2013 and will be in place for at least five years. It will raise £2.5m, of which 25% is expected to come from other sources like grants. Early action is likely to focus on security measures (including CCTV), promoting trade between Manor

Royal firms, looking to improve infrastructure like broadband provision and looking at ways to reduce costs for Manor Royal based firms as well as looking at benefits the BID can deliver to employees.

Steve Sawyer, Manor Royal Business District Manager

Anyone interested to find out more should visit the Manor Royal website at or contact Steve Sawyer the Business District Manager on

august/september 2013 business edge

14 advertorial

Tax avoidance – with the hmrc stamp of approval All goods arriving in the UK from outside the EU have to be declared to Customs (HMRC) and cleared for entry into the country. Part of this procedure includes the assessment and payment of Import Duty and VAT, both of which need to be paid to complete the HMRC release process. Apart from a few select commodities Duty and VAT is, you would be forgiven for thinking, payable on everything we import. However, HMRC have approved a number of schemes whereby these onerous costs can be avoided all together or at least suspended for payment at a later date. Naturally there are rules to follow and a clear audit trail to maintain, but they are slight when compared to the easing of your cash-flow and the boost to your profit margin. Bonded Storage is not just for high value and Duty Free goods. It can be used to store any commodity over an extended period of time, with Duty and VAT only paid as and

when all or part of the stock is withdrawn for sale or use. Onward Supply Relief (OSR) will relieve you of the need to pay Import VAT if you are bringing goods into the UK to then supply to customers in other EU countries. Inward Processing Relief (IPR) will suspend the payment of Import Duty and VAT on goods or materials that you bring into the UK to re-work or process to ultimately re-export outside the EU as another commodity. Once you can prove you’ve exported the resulting items, you are completely relieved from paying these taxes. Outward Processing Relief (OPR) gives you partial relief from Import Duty. If you’ve sent raw materials or parts from the UK (and EU) outside the EU to be manufactured into a commodity which you then import back into the UK, then you don’t have to pay Import Duty on the value of the originally exported goods.

These are just a few headline grabbing schemes. There are plenty of others available which focus on certain commodities, particular industries or select countries of origin. If you’d like to know more and take active steps toward easing your cash-flow and boosting your profits contact Gordon Humphrey at or call 01293 554620. Gordon Humphrey is Managing Director of Seaspace International Forwarders Ltd, providers of strategic, pro-active and innovative freight forwarding and logistic solutions to business for the last 25 years.

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the expert 15

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

I am starting a business and need a logo, what is the process?


Paul Jukes

Creative & Managing Director Vivid Brighton

Your brand is your company’s most important asset and must be viewed as far more than just a logo. When consumers think of your company, what are the things they think about? Society is becoming increasingly more knowledgeable and therefore more critical about brand design and image. They have higher expectations than ever before and, with it, a lower tolerance for anything that is not perfect. Establishing a brand should address everything, from your logo, to stationery, to marketing literature and of-course a website. Every item you produce should maintain a coherent look and feel. You must develop a brand identity that is high quality and really reflects who you are as a company. This does not necessarily mean that if you are

construction businesses that you should have a house, or that if you are a lawyer that you should use a scale. Developing a logo goes beyond the actual content, to the style and image you are portraying. A cheap logo will look cheap no matter how much it says what you do. Remember, you aren’t just saying what you do; you are also saying how you do it. The entire branding exercise will make sure that all the clients goals are adhered to; creating a relevant, vibrant and fresh outlook for the company identity. Paul Jukes Managing & Creative Director vividbrighton 23 Grand Parade Brighton, BN2 9QBTel: 01273 60 40 50

How can I improve my business revenue when sales are not growing?


Gary Gore

Managing Director Goreco

Customer Profitability Analysis (CPA) can grow profits with zero sales growth. Pareto Theory states that 80% of a company’s profits are generated by just 20% of its client base. However, a company’s top 10 customers by revenue will not necessarily be the top ten by profit. CPA puts customers into one of the following categories, with strategies developed for each. Profitable customers can have terms reviewed in an effort to increase sales volumes. Strategic customers are your ‘incubators’ and your long-term customers that have traded with you over many years. They enable your company to enter potentially lucrative markets etc. Other customers which provide neither profitable nor strategic business. They can be targeted for: • increased pricing • cost savings. Cost savings can be achieved by, for example, changing order quantities or agreeing reduced

service level criteria, to improve profitability and retain the business. Ultimately you may lose some customers but overall your firm will benefit by appreciating the customers who previously may have been a little overlooked – i.e. profitable and undemanding. Ideally, you will already in place either ABC or Project Costing Systems to calculate profit. It is a more manual and time consuming exercise if you don’t and it is important to be able to allocate overheads correctly and fairly otherwise the analysis can do more harm than good. That said, if done accurately, CPA can bring huge benefits to the firm and be used to shape plans at a strategic level. Gary Gore BSc (Hons) ACMA CGMA CPA Managing Director goreco - interim finance director services 07933 105204

3 Day Consultative Selling Training in Brighton and London £895+VAT T: 01273 915019 W: E:

This three-day masterclass looks at each stage of the sales process in a logical sequence, learning techniques at a pace that suits each person. Including topics Establishing Customer Needs, Building Rapport, Presenting Benefits, Negotiation Skills, Closing Techniques, Objection Handling with many more handy skills to help you build a strong relationship with your customer. I learnt so much from Learning Cog, best Training ever!!! Mal Lewis - Director of Finance & Operations, Australian Conservation Foundation

august/september 2013 business edge

16 sussex business awards

Sussex Business Awards now open for Entries The 25th Sussex Business Awards are now open for business and entries are now invited across the county from all Sussex-based businesses. Celebrating business excellence across Sussex, the Awards are the longest established such scheme in the county and its awards the most coveted. In recognition of the how critical sustainability is in today’s business world, Sussex Business Awards have included The Award for the Most Sustainable Business, this year sponsored by Sussex Enterprise. Nick Handley, Executive Chair of Sussex Enterprise and judge of the category, commented; “We are delighted to be involved again this year, the opportunity to see and understand so many successful Sussex businesses is always inspiring” There are 15 awards up for grabs this year including the prestigious Sussex Company of the Year, Businessperson of the Year, International Business of the Year and The Award for Innovation. The Award for the Most Sustainable Business is open to any Sussex-based business for which the protection or enhancement of the environment is at the core of their activities or whose products or practices have resulted in significant environmental improvement. This year’s sponsors include Morgan Sindall, Mazars, Legal & General, The Montefiore Hospital, Domestic & General, Morrisons Solicitors, Sussex Innovation Centre, HSBC, Checkaprofessional,

business edge august/september 2013

Sussex Enterprise and Midnight Communications. Our media sponsors will be Heart FM, Sussex Business Times, Absolute Brighton and The Argus. To enter simply go online at www. to review all of the categories available and determine which are appropriate for your business. Entry costs £50 for one entry or £100 for up to three to cover the administration costs of the scheme. Enter The Healthiest Workplace Award, The Greatest Contribution to Sussex Charity and Boss of the Year for FREE.

Sussex companies have until 30 August 2013 to prepare their applications for a chance to triumph at the most prestigious business awards in the county. All finalists receive a free place at the Awards ceremony to be held at the Brighton Dome on Thursday 5 December 2013. For more information or to be added to our distribution list, please contact us on T: 01273 666200 or E: sussex@ Follow us on Twitter @ SussexBizAwards



Absolute Brighton

The Greatest Contribution to Sussex Charity


The Responsible Business Award

Domestic & General

The Award for the Best Customer Service

Heart FM

The Small Business of the Year


The International Business of the Year

Legal & General

The Social Enterprise of the Year


The Sussex Businessperson of the Year

Midnight Communications

The Award for Leisure & Tourism

Morgan Sindall

Sussex Company of the Year

Morrisons Solicitors

The Award for the Most Promising New Business

Sussex Business Times

The Entrepreneur of the Year

Sussex Enterprise

The Award for the Most Sustainable Business

Sussex Innovation Centre

The Award for Innovation in Business

The Argus

The Boss of the Year

The Montefiore Hospital

The Healthiest Workplace Award

world view 17

fine print

The Little Black Book of Business Hints and Advice by Robert Jones

Robert Jones, of Ingenius Media & Communication, has published an Ebook called The Little Black Book of Business Hints and Advice. It contains more than 500 hints and tips, written in ‘bullet-point’ format and sorted into main themes such as ‘work ethics’, ‘skills management’, ‘contacting and meeting customers’ and then ‘marketing and selling’  products or services. There are also some interesting hints on how to employ and look after staff. This Ebook can help anyone thinking of starting up a business, already running their own business, or working within marketing and selling in general and wanting to develop, or better, their business skills. The ISBN for the MOBI version for Kindles is  978-1-898798-03-3 and is available from: Amazon/ Kindle   The ISBN for the EPUB version for Apple iPad/iBooks, Nook, Sony Reader, Kobo, and most e-reading apps including Stanza, Aldiko, Adobe Digital Editions, etc., is  9781-898798-04-0 and is available from Smashwords

Sussex’ largest international trade forum is evolving The Sussex Enterprise International Trade forum are enjoying turning over a new leaf. After 4 years successfully helping Sussex businesses trade internationally we have decided to focus on the things we do well, re-shaping some of the events which have moved to mostly interactive, and most important of all - making great efforts to get the word out to Sussex business. It’s very much evolution rather than revolution. Under new chair Simon Partridge, an international sales and marketing expert, the forum will re-focus on driving exports for Sussex and Britain. After all, this will create wealth and most help boost the economic recovery. Like the Olympics which gave Britain back it’s cool status, and those companies who are not capitalising should take a hard look at themselves, our businesses need to get out and compete on the international stage. We have such talent and some fantastic entrepreneurs so why are we not more successful overseas? We are a shy lot at times and our island mentality doesn’t help us. Battle of Britain yes, global trade outlook? Multilingual? maybe not. Why not come along to the next International Trade Forum on 18th

September . Our events tend to have two linked themes, the next ones are: “Exporting to English speaking nations, and exporting through the internet.” Our easiest access to lucrative international sales should be Europe but sometimes that isn’t the case. The English speaking nations can be a really good starting point. And it is less scary for some of us. It’s not just the common language, countries like Australia, New Zealand and South Africa have a real affinity to Britain and to some extent have a very similar culture and way of life. So what do you get at these events? You come along with an open mind and a desire to expand your business. We help you: That’s the deal. In practical terms there are two expert speakers on the themes for a maximum of 20 minutes. After that we have an hour of interactive audience/panel discussions, with questions and answers. We see the latter as the strongest part of our events and the time flies. Sustained business in overseas trade is hard work but it will be the best move your business ever makes.

august/september 2013 business edge

 Keeping the score  Sussex businesses


    l Accountancy and audit     l Tax compliance, planning and advice    l Business development, strategy and systems   l Corporate finance   l Company formation    l Payroll bureau    

Please contact David Macdonald   or Matt Pedder Tel: 01903 600 555 | Fax: 01903 600 828


     

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ery effort is made to minimise errors, occasionally they do occur. The final responsibility is with you - the advertiser, to check that the advert is correct. Please double-check all items such as telephone numbers vided (IN BLOCK CAPITALS) any alterations required. We cannot accept responsibility for late alterations requested after the 48 hour deadline commencing on the date of proof shown. It is the responsibility prior to this deadline. THIS IS A FULL COLOUR PUBLICATION, PLEASE SPECIFY ANY COLOUR REQUIREMENTS FOR THE ADVERT, FAILURE TO DO SO WILL RESULT IN COLOURS BEING USED AT THE

what makes me mad 19

Clients are fickle and suppliers cut corners. Where has loyalty and respect gone?

Business relationships usually involve two parties: a buyer and a supplier. There are many different aspects to this relationship that will determine its outcome, but I would argue that the two most important ones are loyalty and respect. If both parties are prepared to demonstrate a high degree of loyalty and respect, the relationship stands a much greater chance of surviving the stresses of doing successful business in an ever faster moving world. In order to get the best out of any such relationship you have to put the best in, but how many times have you as a buyer felt that your supplier really didnâ&#x20AC;&#x2122;t seem interested in your product or service? How many of your e-mails went unanswered, or how many telephone calls were not returned? How many times have you been left waiting for a late delivery, or worst still heard nothing at all? How many times

have you started the project dealing with one person and then been bounced around in a pin-ball machine from pillar to post? How many times have you paid the invoice only to find out later that what you had expected to receive was not what you actually got? How many times have you arrived at the end of this process only to pick up the phone with a renewed determination to find another supplier? Good business? ... most definitely not. Why? ... no respect from your supplier and therefore no loyalty in return. But the process must also work the other way round. How many times as a supplier have you felt that your buyer didnâ&#x20AC;&#x2122;t seem interested in the quality of your product or service, only what it costs? How many times have you delivered on time and delivered exactly what was ordered, only to wait months to be paid? How many times have you started a project only to have the buyer change their mind, but find that they still expect the penalty that they have just taken to find the goal that they have just moved? How many times have you been asked to continue to provide the same excellent

service but just make it cheaper, or the buyer will go somewhere else? Good business? ... most definitely not. Why? ... no respect from your buyer and therefore no loyalty in return. We have all heard of the throw away society, where you build a life into something and then as soon as it breaks you throw it away and buy another. This is all very well, but this philosophy cannot be allowed into the actual business relationship itself if either party wants to get the most from it. It makes me mad when the fundamental concepts are ignored. Show both loyalty and respect and you can expect to get them back in return. Ignore these principles and, indeed, clients will seem fickle and suppliers will cut corners. Hamish Neathercoat

august/september 2013 business edge

Commercial Photography

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High ceilings can generate other challenges for the people working in those areas. Every little noise can echo around the space, making it tiring for the employees. Exposed wires, cables and pipes create an unfriendly and unproductive environment and ambient lighting can be poor and cause eyestrain. A suspended ceiling can remove all those challenges by, providing a more attractive environment and hiding all those unsightly facilities. It can vastly improve the lighting both by bringing artificial lights down to where they make a real difference and by reflecting the available light. To discuss your suspended ceiling and other commercial construction requirements please contact us on the number below. T: 01323-763179 | F: 01323-763081 | E:

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upstarts 21

GOING UP Commuters Curb Their Lifestyle Penny-pinched commuters are struggling to keep up with a rise in transport costs, a PwC survey reveals, with many making sweeping changes to their lifestyles. In PwC’s Voice of the Consumer (VoC) survey of 2,000 people, over half (59%) say their transport costs have risen in the past year with many cutting back on essentials such as utilities, savings and leisure activities to offset the rise.  A quarter of adults borrow money to pay for transport costs.

Motoring ahead Figures released today by the Society of Motor Manufacturers and Traders show that UK new car registrations grew 11% in May, with private demand increasing by 20.9%, outperforming prerecession volumes recorded in 2007.

Unleashing Dragons Construction under dark cloud ONS construction output data shows the UK construction industry remains under a dark cloud. The only part of the industry which is on the up, are house builders, where new construction is being driven by market demand in London, the South-East and by the Government’s Help to Buy Scheme elsewhere. Footfall Footfall across all retail locations over the past few months has been very volatile, particularly in high streets, which fell by 7 per cent in March, rising by 3.4 per cent in April and declining by 1 in per cent in May.  Footfall in May was 0.7% lower than a year ago. Through the Till  The retail sector generates 5%of the Gross Domestic Product of the UK.


Hoaxes & Geniuses

On the morning of April 1, 1976, on BBC Radio 2, astronomer Patrick Moore announced a once-in-a-lifetime astronomical event. Moore stated that at 9:47 a.m., Pluto would pass directly behind Jupiter, and at that very moment their gravitational alignment would counteract and so lessen Earth’s gravitational pull. Moore told his listeners that if they were to jump in the air at this exact moment, they would experience a strange floating sensation. At 9:48 a.m., the phone lines of BBC 2 were flooded with stories from people who claimed to experience this sensation. On April 1, 1979, Capital Radio in London broadcast a story saying that Britain’s time was out-of-sync with other countries due to switching to and from British Summer Time. It was announced that, because Britain was around 48 hours ahead of the rest of the world, the Government had decided to cancel April 5 and April 12 of that year. Capital Radio received hundreds of anxious calls from listeners who apparently hadn’t noticed that it was April Fools’ Day. In 1905 Albert Einstein wrote his famous Special Theory of Relativity. It was published in a scientific journal that same year, but took many years to gain general acceptance. In fact, it was not verified by actual experiment until 25 years later. Two years after that paper was published, Einstein wanted a job as assistant professor of mathematics. This job required the applicant to submit a thesis paper, so Einstein submitted his Special Theory of Relativity. The university rejected it.

What prompted you to start Unleashing Dragons? In Asia we compare excellent and outstanding people to the dragon. We wanted to create solutions that transformed performance of individuals, teams and organisations in a unique and stimulating way. Everyone can turn defeat into victory by learning from their mistakes; everyone can excel regardless of background or experience. It does not matter the route you have travelled to date it is the destination that counts. With the purpose and determination of a dragon anything can be achieved for a dragon achieves its destiny by creating it. A bit about what you did before Irene Banham and myself are the principle founders of Unleashing Dragons Ltd. Our experience has been gained by operating at the senior management level within organisations of different shapes and sizes both here in the UK and in the Far East. We both have a strong interest in psychology, in particular human behaviour. What challenges did you face and how did you overcome them? We were uncertain about how our dragon concept would be received. There is nothing ‘fluffy’ about what we do; when we work with individuals or organisations we agree measurable outcomes and our innovative products bring about true transformation. But being different meant we had to work hard to create opportunities; face to face meetings were critical. Business and resource planning were also essential to enable rapid but controlled growth. Tell us about the company and what it does? We create evidence based solutions to support our clients’ unique business and personal ambitions. For organisations we transform performance by

creating environments of Collaborative Ambition creating a community within the Claire Dolph workplace rather than just a workforce; this in turn shapes a brand promise that everyone believes in and subscribes to and drives business development and performance improvement. We are also licenced Investors in People Specialist Practitioners. For young people we recognise the considerable challenges they face and understand that these directly affect their ability to remain engaged in school. Our Young Dragon Academies break down barriers fostering a sense of belonging and achievement and provide access to individual independent learning in exciting environments that stimulate, challenge and engage and encourage young people to explore pathways full of learning opportunities. For individuals we offer Executive and Business Coaching / Mentoring programmes. What advice would you give to anyone starting a company? With the determination and purpose of a dragon anything can be achieved! Paint your ideal picture. Understand your strengths; your areas for development; build a circle of support to help you achieve your goal. Create a meaningful action plan; chunk it down into bite size activities and begin your journey. Celebrate each success and view every obstacle and challenge as an opportunity. And always use reflective practice; if something has gone well – brilliant but what else could you do? How could you improve further? If something has not gone well – understand what went wrong and how you will do things differently next time. The only person that holds you back is yourself.

august/september 2013 business edge

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finance 23

Funding programme seeks to unlock innovation By John Dean

The Government-backed Technology Strategy Board has a record £440 million budget this year to support innovative businesses. Science Minister David Willetts said the funding boost represents an increase of more than £50 million on last year and will be targeted at encouraging knowledge sharing and collaboration. Technology areas that will benefit from the investment include renewable energy, future cities, advanced materials, satellites, digital technologies and healthcare. David Willetts said: “The UK has some of the most innovative business in the world. The £440 million budget means that there will be more funding available than ever before for businesses across the country to bid for and help turn their ideas into reality – bridging the so called ‘valley of death’. “The Technology Strategy Board is making a real difference in driving growth and keeping the UK at the forefront of the global race for innovation. Over 60 per cent of funding is going to small and medium sized businesses, meaning that there are great opportunities for businesses to thrive, grow and generate jobs.”

The Technology Strategy Board works across business, academia and government, helping companies take ideas through to commercialisation. Independent research shows that every £1 invested by the Technology Strategy Board returns £7 to the UK economy. The Chief Executive of the Technology Strategy Board, Iain Gray, said: “Everything we do is driven by the desire to help UK business bring new ideas and technologies to market and so support economic growth. Our Delivery Plan outlines the range of ways in which we do that, from direct funding through to access to expertise, facilities and finance. The UK is a dynamic, innovative place to live and do business.” The Board’s Delivery Plan targets ways to enable businesses to overcome challenges such as access to finance, knowledge, skills and equipment. It will also open up opportunities for UK innovation to access wider, global markets such as India, China and Brazil through its Missions, involvement in EU programmes and bilateral agreements with other countries.

The Delivery Plan sets out commitments to invest more than £300 million through 75 new competitions that will help fund innovative projects across the economy; £55 million will go to programmes in the Healthcare sector, £25 million to Energy, £20 million to Transport and £25 million to support initiatives in High Value Manufacturing. SMEs remain a key focus, with a number of support mechanisms. The budget for the Small Business Research Initiative will be increased to £100 million in 2013/14 and £200 million the following year. This gives SMEs access to public sector procurement contracts. The innovation vouchers scheme, which gives businesses the chance to access specialist expertise, will be expanded, and the SMART awards budget, at £40 million, will continue to provide SMEs with grants to allow them access to new markets and invest in R&D. The Technology Strategy Board Delivery Plan – Financial Year 2013-14 can be downloaded at: https://www.

august/september 2013 business edge

24 advertorial

Credit Union keeps money local Credit unions are in the news. In April, the government announced £36m funding for credit unions to help them to grow. Then in July, the Archbishop of Canterbury, Justin Welby, announced that he wanted to work with Credit Unions to put pay-day lenders like Wonga out of business. Since 2008, West Sussex Credit Union (WSCU) has been encouraging local people to save money - working across the county helping people to put aside some money for rainy days and providing affordable loans as an alternative to highcost lenders. They now hold over £1m of savings for people living and working in West Sussex and have lent out over £2.3m in low-cost loans. From a standing start, they now have over 3500 members and it is estimated that around £6.5m is still circulating in our local economy to the benefit of local business rather than being siphoned out to nationally based high interest lenders. Local businesses have been benefiting from the WSCU in a more tangible way too. Companies like Guild Care in Worthing and Goodwood Estates near Chichester have joined the vast majority of local authorities in West Sussex, working with WSCU to offer their staff the opportunity to Save As You Earn through regular deductions from their salary. More recently, this July, the Manor Royal Business District working with WSCU, launched the Manor Royal Savers scheme. Open to any business operating in Manor Royal, the scheme gives a branded offer to the employees of some 500 companies represented in the area, encouraging them to save regularly or allowing them to borrow sustainably directly from their pay.

business edge august/september 2013

Steve Sawyer, Manager of Manor Royal Business District and Jenny King, Chair of West Sussex Credit Union

Free to companies and with minimal operating demands, both the Manor Royal scheme, or an individual company SAYE scheme offers businesses a costneutral way to support staff financially by allowing savings and loan repayments to be paid from salary. HR staff report that, ‘When people come to us for salary advances, it is great to be able to direct them to the Credit Union, rather than to just say no and worry where they might go to get the money.’ Companies also find that encouraging a regular savings habit for their staff pays dividends in reduced absenteeism and improved well-being as people are prepared for future financial emergencies and more in control of their money. Savers also qualify for cheaper loans as well as low cost health cash plans and access to retail discounts on their shopping. Starting an SAYE scheme with WSCU is easy and pain free. To find out more, just go to the West Sussex Credit Union page and click on the SAYE button, call WSCU on 01903 237221 / 210172 or email More information about the Manor Royal Savers scheme can be obtained from Steve Sawyer on 01293 683 235, email,

Case Study Earlier this year, WSCU received an application for a loan for a loan from a 55-year old man with a stable home environment and a good job of 15 years standing, who owed nearly £7000 to pay-day lenders. WSCU took over the loan and extended it over three years, also asking him to save some money as he repays. This is what he said: “I would like to take this opportunity to thank you and everyone at West Sussex Credit Union. You have helped me turn this around and I can give you a 100% guarantee that I will never have any dealings with these companies again. Thank you.”

advertorial 25

Workplace Pensions – Duty to Help employees with Pension Retirement Options At present, those employers providing company pensions to their staff are only required to offer them some basic information ahead of retirement that encourages them to shop around. Whilst the pension industry has worked hard to improve the information and communications that staff receive, hundreds of thousands of retirees each year are still failing to act. It should be remembered that with pension annuities, there is normally a considerable difference between the highest and lowest annuity rates available from across the market place.

Furthermore, in the event that an individual is or has suffered from one or more health problems, this can lead to the individual potentially benefiting from an enhanced annuity which can sometimes be considerably higher than the highest standard annuity rate in the market place. In addition, there are a number of other pension income options available to individuals which should be considered such as Capped Drawdown and Third Way Products. Employees who are about to retire are not getting enough support when it comes to choosing their annuity or retirement option, according to a recent report from the National Association of Pension Funds (NAPF). Therefore it is important for employees who are considering their retirement options to obtain independent financial advice.

If you are an employer and you are interested to find out more information in relation to the services Skerritt Consultants Ltd could offer to your employees, then please do not hesitate to contact the pensions team on 01273 204 999. For a full copy of the NAPF report please visit the following weblink: Press_releases/~/media/Policy/ Documents/0311_Supporting_DC_ savers_at_retirement_an_analysis_of_ the_advice_and_brokerage_market_ June_2013_DOCUMENT.ashx

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The information provided in this bulletin is based on Skerritt Consultants’ understanding of current legislation and allowances, which are subject to change. The information provided should not be used as a basis for any investments and we recommend full financial advice is taken. The tax treatment depends on the individual circumstances of each client and may be subject to change. The value of investments can fall as well as rise, and you may not get back the amount invested. Skerritt Consultants Ltd are authorised and regulated by the Financial Services Authority (FSA number 163291).


Retirement planning from NFU Mutual. NFU Mutual Financial Advisers advise on NFU Mutual products and selected products from specialist providers. When you contact us, we’ll explain the services we offer and our charges. Call 01273 724286 or pop in NFU Mutual Office, 144 Church Road, Hove, BN3 2DL NFU Mutual is The National Farmers Union Mutual Insurance Society Limited (No. 111982). Registered in England. Registered Office: Tiddington Road, Stratford upon Avon, Warwickshire CV37 7BJ. Authorised by the Prudential Regulation Authority and regulated by the Financial Conduct Authority and the Prudential Regulation Authority. A member of the Association of British Insurers. For security and training purposes, telephone calls may be recorded and monitored.

august/september 2013 business edge

26 cover feature

Changes to holiday industry led to new business venture Starting an estate agency may seem like an ’ordinary’ enough business idea but businesswoman Sarah Wood has found an innovative way of bringing together two diverse sectors to create a success story.

n Two into one does go for

business n Opportunity beckons as

holiday industry changes n Company looks south for expansion

Sarah is managing director of Foxwood Maclean and Mulberry Cottages, which combine a traditional estate agency with one specialising in identifying unique properties for holiday lets in the southern half of England. Passionate about houses since a little girl, with her immaculately decorated dolls houses, Sarah has long had an eye for what turns humble dwelling into a luxurious home. She combined that talent with a flair for business to start Foxwood Maclean, a conventional estate agency with a strong letting arm. However, when one of her clients was unable to obtain full residential planning for a barn, the notion of a specific holiday letting business sprang to mind. 

business edge august/september 2013

Sarah said: “I saw an opportunity and I readily agreed to promote the barn for holiday rentals believing, as it turned out quite wrongly, that it was just another type of residential letting. “I was actually moving into the tourism industry and so ‘Mulberry Cottages’ was born. Sarah quickly found that the holiday business was very different to running an estate agency.

She said: ““I suddenly found that I had to market properties in a completely different way and I had to pedal incredibly hard to get the tourist trade going. “It was difficult to find help too, as of course, no holiday letting agency would help me, so I just talked to as many people as I could and started letting my own house in Suffolk to see how it worked.” As a result of her determination the new company was immediately

cover feature 27

successful and has gone from strength to strength. Initially based in Kent, Sarah has recently opened offices in Hartfield, to cover Sussex, and is increasingly pushing further south into Cornwall. She said: “Discovering Sussex has been an incredible journey for me.  The sublime countryside and coastline, quintessential English villages and the fantastic South Downs National Park – it’s a whole world away from London.  I knew it was ‘the’ place to go next. “We are expanding our range as well, moving into other areas. I tend to be out of the office at least part of every day, maybe accompanying one of the property managers to look at a property or seeking out new opportunities. “I think things are changing in the holiday market. Back in the seventies, the perception was that you went to Spain or other parts of Europe but the cost is tending to keep more people at home.

“One of the other big trends is short breaks with people maybe booking somewhere for three or four nights. “And, although the school summer holidays, remain a peak period people are tending to away all year round and it’s becoming more difficult to work out where one peak ends and another starts. “These are all opportunities for us and there is scope for the business to expand. People who previously had a second home which they kept just for themselves are now renting it out for part of the year. “Some terrific properties are coming on the market. One of our big trends is very large houses, say ones that can sleep 30 so that a group of friends can rent it. We are now handling some very large properties.” She runs Mulberry Cottages on an ‘network’ basis where everyone in the company has their own

specific role but also knows what is going on as a whole, leading to a fluid interchange of ideas. Sarah said: “People often ask me how you know when you have a winning idea and others have flippantly said that I’m just lucky and in the right place at the right time. “There is a moment, sometimes fleeting, sometimes longer when you have to make the move, take the risk. “The existence of that moment may be luck or the space may indeed be created but the sudden solo movement to take the chance is down to one thing only - you.”  And her own holiday choice? Well, she does like a British holiday but enjoys going abroad as well, including earlier this year a trip to one of the Greek islands.

august/september 2013 business edge

28 inspirational leaders

The birth of a business Robin Russell’s journey to his role as CEO of First Natural Brands really began with a decision that he took as a young man. n Using corporate experience to create business n Commitment to learning opens up new opportunities n Future bright for company

Now a vastly experienced corporate operator, he recalls: “I had the option to go to university but I did not feel that it would go at the speed I wanted. “I knew that if you wanted to go into one of the professions you needed to go to university but I wanted to go straight in to business so went in to advertising instead.” That first job was with Everett’s Advertising Agency ( UK) between 1973-76, a spell that saw him work as Market Research Manager for a major high street retailer, which gave him experience of big business and an early insight into the sector in which his current company operates. He also attended night school at the City of London College for business studies simultaneously. That passion for education has continued throughout his career

business edge august/september 2013

when he was placed on courses by the corporates that he went to work for, including those delivered by London Business School. The learning curve intensified when he moved to work for Sara Lee between 1983 and 1988, where he was a Country General Manager for Sweden then Spain, dealing with products including household products, toiletries, food and coffee. He said: “Every month one had to visit HQ for what was called a Barrel meeting in front of the president and his lieutenants, barrel meaning gun! You either loved or hated it. I loved it. It allowed me to gain experience and I was already thinking that I wanted to run my own business.” More jobs followed, including working for BP Consumer Products and as Group Chief Executive with Cork International (UK, Europe, Asia, Australia, USA). Between 2004-6, he was Chairman of three consumer product businesses and between 2001–2004 led a management buyout at a kitchen equipment company, becoming CEO. Robin said: “I think companies saw in me someone who was

“When I was developing the idea, I realised that there were a lot of good small brands run by people who were passionate about what they did and were running their businesses very enthusiastically but needed management expertise and support to take them to the next phases of their development. I tend not to have to motivate the people who work for me because they believe in what they are doing.” pragmatic and realistic in his approach to business. “It was also that time when doors were opening in Europe. Companies saw great opportunities and were buying into the market and I had a lot of experience in Europe.”

inspirational leaders 29

Finally, he set up his own company in 2007; First Natural Brands specialises in natural products to support well-being. Across its portfolio, First Natural Brands offers essential oils and aromatherapy products, personal care and lifestyle products, fragrances and products for the home. Robin said: “I had been intrigued by organic and natural foods from a previous business venture but more intrigued by the non food area and potentially better scope for brands. “It was not something I had been particularly interested in previously but you are constantly learning and I realised that it suited my business model and I could see that it offered opportunities. “People across different countries get the idea. It translates well. They realise that natural products are better for them than ones based on chemicals, although they do need convincing that a specific product works.” Robin became Chairman, CEO and Major Shareholder of First Natural Ltd and First Natural Brands Ltd, acquiring businesses

and securing contracts in the health and beauty sector. Robin said: “When I was developing the idea, I realised that there were a lot of good small brands run by people who were passionate about what they did and were running their businesses very enthusiastically but needed management expertise and support to take them to the next phases of their development. I tend not to have to motivate the people who work for me because they believe in what they are doing.” “I collaborated with some of my friends in business to set up First Natural even though I am the leader shareholder. These friends all have relevant business experience which I and the staff in First Natural can call upon....which brings a wonderful perspective to how we tackle challenges and opportunities. “I think it’s a bit of a USP for First perhaps is the fact that within our 35 staff we have specialists on board who are experts in product technology surrounding the use of essential oils, our main thrust, designers in house and our own in house media communications management.

“As a business we also seek collaborations, with all external parties across the spectrum of business, be they clients, suppliers or whatever may be relevant.” This strategy led to the acquisitions and turnaround of Tisserand Aromatherapy Products and Himalaya UK, distributors of Maroma and Colibri, and in 2011 Robin acquired Barefoot Botanicals which he successfully re-launched. Also in 2011, he negotiated a distribution arrangement with Forever Natural-Urban Spa Accessories and directed an increase in its distribution. In 2012, the business secured a series of major contracts and launched a new Tisserand Professional range into Malaysia, HK, Singapore and Thailand, with further markets to follow. Today, Robin divides his time between the UK and travelling to develop international markets in the likes of India, Malaysia and the United States. He said: “I do want to expand the business further and acquisitions are an important part of the strategy as well as some very exciting organic growth we see for the brands we own today. “Sussex Enterprise have been excellent in our journey for the improvement of our operations organisation. “Initially, they helped us introduce Lean Management, then they assisted with ISO9001 and, following that, they assisted with us achieving GMP 22716. “We have also used other departments and experts from Sussex Enterprise along the way including management of the changing aspect of Human Resources, relevant as we have 35 people now.”

august/september 2013 business edge

30 training

Why training is more important than ever By John Dean Never has the need for training been more apparent for business. With the economy having undergone such dramatic changes, the necessity to train people in order to secure new employment or make them better employees in tough times is seen as absolutely crucial. Many business and economic support agencies have identified training as playing a key role in helping industry to take advantage of the opportunities presented to them as the economy slowly recovers. They argue that well-trained staff are able to better support their employer as well as identifying new opportunities. A training session can sometimes spark an idea that develops into a new product or maybe new way of working. Training falls into two categories, the re-training of people who have lost their jobs and the training of those already in employment but who wish to develop their skills further or maybe start their own business. Retraining unemployed people is important because many will be keen to get back into work and learn new skills if that is what required. They may, for example, have worked in a company that

business edge august/september 2013

made staff redundant but have skills that can be adapted to other businesses in similar sectors. That is where training comes in and encouraging such people is crucial in the drive to create new businesses. Many specialist training companies and agencies take things a step further, not just helping people to adapt their existing skills but instead teaching them new entirely ones so that they can find jobs in other fields. Gone are the days when someone did the same job for life, now people are accustomed to switching careers half way through their working lives and training allows that to happen. Another key role for training companies is helping those still in work to hold onto, and develop, their jobs by exhibiting more flexible skills. Training specialists point out that, even in difficult trading times, cutting back on training

is a false economy because well-trained staff are better able to meet challenges. A key part of the training is teaching practical skills, everything from understanding changes in legislation to keeping on top of effective customer service but training companies also help employees recognise opportunities when they see them. That could be anything from tapping into new markets to coming up with ways of making sure that their employer makes inroads into foreign markets. Sometimes, the opportunity to step aside from the day job and spend time in a training session can have dramatic outcomes. More and more businesses are seeing the benefits of such an approach as their staff use their new knowledge to take advantage of opportunities in the market place. It is a message that is more important than ever.

ll a C for o w no e inf r o m

Training that fits, whatever your business needs! Get set for success Whether for one day business training, health and safety qualifications, specialist IT skills, technology or construction skills, Central Sussex College offers exceptional value for money on a wide range of short courses for business and career enhancement, providing highly focused, tailored training designed to ensure your staff are working to maximum efficiency and to help fill any skills gaps you may have. Choose from a wide selection, including many new courses: ‡ Business Skills ‡ HR ‡ Management

‡ Information Technology ‡ Communication ‡ Health and Safety

‡ Hospitality ‡ Business Improvement ‡ Building Services Engineering

Boost your business performance with accredited professional qualifications Our management and professional courses are designed to provide the practical skills and knowledge needed to boost business performance and results. Develop strategic thinking, leadership and performance management skills through our highly rated professional certificate and diploma courses starting in September. Management and professional qualifications include: ‡ Chartered Institute of Marketing ‡ Institute of Operations Management

‡ Chartered Institute of Purchasing & Supply ‡ Chartered Management Institute

For further details on training opportunities, or for your free copy of the latest Learning and Development Directory, call us now.

0845 155 0043 (press 4) College Road, Crawley, West Sussex, RH10 1NR

‡ Chartered Institute of Personnel & Development ‡ AAT/ACCA

bringing skills and business performance together

32 advertorial

There’s Never Been a Smarter Time to Invest In today’s fast moving and competitive market place a business that invests in its staff and offers them on-going professional development has a greater chance of being successful. Whether you’re a B2B company or a high street chain now is the time to take on a trainee or Apprentice, filling your skills gap and growing your workforce.

So, what are the direct benefits to you as a business? Investing in a trainee for a short period of time (minimum 6 weeks – maximum 5 months) or longer term with an apprenticeship can help you to solve your skills shortage. An apprentice can inject new energy into your workforce – bringing with them fresh ideas, enthusiasm, plus a willingness and openness to learn the way you like to work. Traineeships are part of the same family as apprenticeships and will be introduced in August 2013. Traineeships are offered to young people before they commence an apprenticeship. The aim of this new programme is to secure young people’s progression to an apprenticeship or sustainable job as quickly as possible. Trainees are

business edge august/september 2013

exempt from the national minimum wage therefore there is no payment involved although employers are encouraged to contribute. Behind all these programmes is an essential focus and that is to provide young people with an opportunity to learn the right skills and move ahead in their chosen career. The fact that there is such a robust training system in place only enhances their contribution to a growing business and working partnership. To enable young people aged 16-24 years to access further training and quality work experience, the government has been issuing apprenticeship grants to employers willing to take on an apprentice. At JACE Training, we can let you know more about the grant, advertise and recruit your apprentice and ensure you and your apprentice are well matched. The benefits aren’t just within your business. Your customers will see rewards too. You will see repeat business

due to the excellent customer service / admin your staff has received plus the new found knowledge they can demonstrate. If you are passionate about your business’s growth and want to invest in its future, speak to JACE and find out how a trainee, apprentice or training can help. Telephone Business Development Team at JACE on 0845 241 7738 Visit

JACE Training

Invest in your business

With an Apprenticeship or Traineeship from JACE Training Business Admin

Customer Service





JACE Training | Tel: 0845 241 7738

34 advertorial

Grow your own talent and gain a competitive advantage With recent news that apprenticeships have become the preferred way to start a career over a university education*, there has never been a better time for businesses to embrace work-based training opportunities.

Good for business Apprenticeships can contribute to increased productivity, improved competitiveness and a committed workforce. Large or small, most businesses appreciate that a skilled workforce will help them weather tough market conditions and emerge stronger - in fact, nine out of ten employers** view apprentices as key to their business’ future.

Tailored skills Apprentices learn industry specific skills through a combination of college study and work-based learning. Whether a business is looking to add new talent or develop its current team, apprenticeships can deliver. More than 80% of employers who take on an apprentice agree they

make the workplace more productive and 92% believe they lead to a more motivated and satisfied workforce.

A sound investment Some or all of the cost of training an apprentice aged 16-23 is covered by the government and a £1500 grant is available for employers who take on an apprentice aged 16 to 24***. Training apprentices can be more cost effective than hiring skilled staff, leading to lower overall training and recruitment costs. Sarah Dodwell from Central Sussex College, believes the return on investment in apprentices is huge: “Apprenticeships benefit businesses through increased motivation, efficiency and staff retention. They are also a way for businesses to provide young people with a great start to their career.” Neil Malyon, Human Resources Manager at Elekta Oncology Systems, says: “Elekta recognises the importance of developing new talent and mobilising skills and enthusiasm to support our growth - many

of our apprentices have progressed to key technical and managerial roles.”

The next step Businesses interested in taking on an apprentice should contact Central Sussex College’s Job Shop who can discuss their staffing requirements, advertise apprenticeship vacancies and help to find the right candidate for the job. For more information call 0845 155 0043 (press 4) or visit * The Sun Newspaper, 3rd June 2013 ** City & Guilds *** Terms and conditions apply. Visit Apprenticeships so check eligibility criteria

Want to take on an Apprentice? Let Avanta help you every step of the way. There has never been a better time to take on an Apprentice with grants and support available throughout the region. Avanta can help you recruit and train an Apprentice with a fantastic no-cost service. This includes: l l l l

Working with you to create a Job Description Advertising your vacancy Short listing - so you only get the most suitable candidates Arranging and delivering the Apprenticeship training

We can currently deliver Apprenticeships in: Team leading, Business and Administration, Advanced Management, Customer Services, Retail, Manufacturing Operations, Call Centre, Warehousing & Storage, Hospitality Supervision and Food & Beverage Service. What is the benefit of having an Apprentice? Better motivated and more loyal employees - research has shown that an employee on an apprenticeship is more motivated and enthusiastic at work and tends to stay on average two or three years after their course completes l Better trained employees who tend to be more confident and assertive l More appropriately trained employees - your employee’s job description forms the basis of their apprenticeship so an apprenticeship can be a means of up-skilling in areas like communication, teamwork and self-development. l

business edge august/september 2013

If you are interested in taking on an Apprentice or training your existing staff call Emma Dudley on 07814 487996 or email emma.dudley@

business matters 35

Help for Business founder and project manager Peter Spence

Andrew Tyrie mp commends business self-help scheme to national government From Thursday 23rd May, Chichester micro-businesses and start-ups can turn for support and advice to an innovative ‘Help for Business’ scheme backed by established local firms. Mr Tyrie commended the scheme, saying: “It’s very encouraging to hear that a large number of businesses, entrepreneurs, and educational institutions are coming together to support the local economy. Businesses want advice from other businesses, which is why it’s important to improve the delivery of local face-to-face advice. This service will help to fill that need. I’ve contacted the Department for Business, Innovation and Skills, to discuss how this scheme could be used as an example for other areas and I hope to arrange a meeting for the organisers and the Department in the near future.” Peter Spence, the instigator and project leader for the ‘Help for Business’ (HfB) scheme comments “With its BIS report on growing businesses published just last week, central Government seems keen to recognise the crucial role of microbusinesses and start-ups in securing the country’s economic recovery but they have been long on words and short on action in recent years. Far from matching the increase in new business start ups since the economic crash, government funded business support services have been radically reduced. “It is a credit to our community that established Chichester businesses are willing to step into the breach, providing a system of mentoring and support for our local micro enterprises and fledging entrepreneurs. We know that face-toface support is especially valued by small businesses who are much less likely to access more formal or expensive channels of information and advice than larger companies. We are confident we are creating a valuable model of support which can be replicated elsewhere.”

Airport submits bid for second runway London Gatwick has submitted a proposal to the Airports Commission for a second runway, positioned to the south of the current site. Gatwick says that it has provided a robust and compelling case outlining why the next runway should be built at the airport and believes it is the most affordable, sustainable and deliverable solution for London and for the UK. Stewart Wingate, London Gatwick Chief Executive, said: “London is the best connected city in the world today because the UK’s aviation industry is one of the most competitive and innovative. “Our proposal to the Airports Commission builds on this foundation and would ensure that the UK has an airports policy which offers the additional capacity that Britain needs, improves the resilience of the airports system and, above all, can be delivered. “Our evidence shows clearly that an additional runway at Gatwick would best serve the needs of all passengers, and give certainty to airlines, communities and businesses. It would deliver the connectivity the UK needs with lower environmental impacts, whilst spreading the economic benefits. “A two-runway Gatwick, as part of a constellation of three major airports surrounding London, will also provide flexibility in an industry where the only constant is change.” Gatwick says that a second runway is the best and most deliverable solution. It can be privately financed and would not require substantial government subsidy, as Heathrow or an Estuary airport would. According to Gatwick, the overall number of people affected by noise with a second runway will still be equivalent to only 5% of the people that Heathrow impacts today. Gatwick says that its evidence shows that it can keep within the European and

national air quality standard limits with an additional runway. Gatwick has made a commitment to engage fully and openly with its local community and has already gained support in principle from West Sussex County Council, Kent County Council, the Gatwick Diamond Business, Gatwick Diamond Initiative, Coast to Capital LEP and Sussex Enterprise. Louise Goldsmith, Leader of West Sussex County Council, said: “The county council has voted to support expansion of Gatwick, in principle, because of the huge potential economic benefits for West Sussex. “However, we want to work with Gatwick, residents and partners to ensure that any development will take into account the environmental concerns that people rightly have, and include all of the essential infrastructure that a development of this scale would require.” Paul Gresham, Chair of the Gatwick Diamond Initiative said: “The £19.2bn Gatwick Diamond economy has developed over fifty years as a result of the location of London Gatwick Airport. International businesses have already chosen the Gatwick Diamond to locate their UK and European headquarters and many more will be attracted as Gatwick grows its routes with a second runway proposal. “Thousands of new knowledge sector jobs will be created; transport, housing and town infrastructure developed and UK Plc will be benefit. Businesses are telling us that they want, and support a second runway and that Gatwick Diamond Initiative is delighted to support Gatwick’s submission to the Airports Commission.” For more information, go to http://

august/september 2013 business edge

36 Opinion

Business and Young People: Some Reflections Over the past three years, British businesses have surprised everyone by hiring far more workers than the anaemic GDP growth statistics would indicate. Yet the proportion of young people between 16 and 24 in employment has barely budged, suggesting that older workers and migrants have been the principal beneficiaries of the surge in jobs. Why are our young people being left behind as Britain gets back to work? From my travels around the country, I have gathered together some observations that are crucial to tackling the stand-off we currently face between a political establishment exhorting business to do more for young people, and a business community that says the ‘raw material’ being placed in front of them simply isn’t good enough. At a time in their lives when most want to learn new skills and contribute to the economy, far too many young people feel isolated, excluded and unwanted. The scarring effects of long-term unemployment at this age are welldocumented. We all know the problems. Poor literacy and numeracy skills. Behaviour, attitude and personal skills that are sometimes short

business edge august/september 2013

of expectations. Qualifications that don’t deliver what it says on the tin. Constant tinkering with the qualification system (as seen by the recent reforms to GCSEs announced by Education Secretary Michael Gove). The list goes on. Yet my experience with businesses suggests that there are six common-sense steps that could be taken by local councils, schools, and government to partner more effectively with Chambers and the wider local business community. Six steps to a youth employment revolution, if you will, in every part of the UK: 1) Talk to us, not at us. Want to get business on side? Start a twoway conversation, and put a stop to the preaching. 2) Drop the jargon. For decades now, training and education have been surrounded by what I call a ‘cloak of confusion’, and a language spoken only by those who are part of the system. No more ‘stakeholder engagement strategy roundtables’ and the like. Talk in our language: young people in your business can help you solve

problems, develop new products or markets, and add to your bottom line. 3) Embrace businesspeople in local schools. They shouldn’t have to bang the doors down or convince head teachers that spending time in the classroom is a good thing for pupils, whether said pupils end up being entrepreneurs themselves or perhaps employed in the private sector, which is the source of 90pc of new jobs. 4) Stop ‘initiativitis’. While central government is the biggest culprit here, the continual change in qualifications and support for young people has left businesses adrift. Germany has succeeded through stability in its training system and in transitions from school to work. With a bit of forethought, we can do the same. 5) Give businesses more control over training cash. Setting us a challenge works - as the ‘Employer Ownership’ pilot scheme is showing. Call us on our assertion that we in the private sector can train up young people to become productive members of our companies, and hand over the resources - rather

Opinion 37

Dr Adam Marshall

At a time in their lives when most want to learn new skills and contribute to the economy, far too many young people feel isolated, excluded and unwanted. The scarring effects of long-term unemployment at this age are well-documented.

than maintain a ‘provider knows best’ approach that has produced mediocre results for decades. 6) Invest in the transition from school to work. Whether it’s the hash made of careers advice by central government, or schools’ and colleges’ sometimesunimaginative approach to work experience, we can do better. Limited resources should be prioritised on helping young people to get into work, rather than spent on dealing with the consequences of unemployment thereafter. The fact that too many young people leave formal education without the skills and work experience that employers are looking for is a serious problem that needs to be tackled in the medium term. From my vantage point, businesspeople around the UK concluded a long time ago that there is no intellectually-rigorous, silver-bullet solution to the youth employment challenge. Yet there are some simple things that can be done here and now - alongside a long-term effort to raise educational standards - to make sure young people have a better chance with local employers. It’s down to us all, not to prescription from government. So let’s get to work. Dr Adam Marshall is Director of Policy and External Affairs at the British Chambers of Commerce

august/september 2013 business edge

38 chamber benefits

Membership Benefits Belonging to Sussex Enterprise is one of the best investments your business can make. Membership is the perfect tool to help you achieve your business objectives and save money. To make sure you get the most from your membership, we’ve compiled a comprehensive list of all of the benefits. There is a whole host of benefits available with Sussex Enterprise membership, a large number of which are included free. Make sure you don’t miss out by getting your colleagues involved too. AXA PPP Medical Insurance Direct savings through subsidised Sussex Enterprise membership (50%) or cash back on premiums (10%).

Chamber Foreign Exchange Highly competitive exchange rates and low or no fees.

Chamber Merchant Services No joining fees (saving up to £175), no service fees (saving £20 per month).

Chamber Roadside Assistance (provided by the AA) Save up to 61% off Standard Price.

Health Care Cash Plan Offer includes 24/7 advice line, Employee Assistance Programme and subsidised gym membership.

HR and Legal Helpline Services, normally costing upwards of £95 per hour, are offered to members at no extra cost.

Legal Expenses Nine areas covered offering over £670,000 worth of protection per year.

Branduin Business Support Find new ways of generating sales and make a big difference to your bottom line.

Business Edge Magazine Free bi-monthly publication and press release coverage for our members.

Campaigning Lobby on issues that are important to business. Contacts with key decision makers at a local, regional and national level.

Chamber Utilities ENER-G Help save energy by highlighting inefficiencies and proposing solutions.

Chamber Vehicles Vehicle leasing for both businesses and individuals.

Fund Finder Tool Access over 3,000 funding opportunities

Mailserve Save money on your post requirements. Free starter pack to all new customers (saving £194.99).

Networking Events Access to our free networking events all over Sussex.

Regus Preferred Card Access to 1,500 business lounges globally, further information to follow soon.

Sussex Enterprise Insurance Services In 90% of businesses we guarantee to reduce or match your premium rates from 2012.

Telecoms Cheap calls, low line rental and calls billed to the tenth of a penny.

Health Care Cash Plan

Chamber Utilities ENER-G

Sussex Enterprise Insurance Services

The product can save money by managing risk and absenteeism, promoting quicker return to work. It is a low-cost employee reward, which helps recruit and retain staff. Moreover, it can form part of a Health & Safety strategy, reducing the risk of stress and musculoskeletal related litigation. Flexible packages mean the product can suit all businesses. • Service operated in partnership with Westfield Health. • Includes (to varying degrees depending on the level of cover chosen): • cash benefits towards routine treatments • diagnostic scanning facilities • 24/7 advice line operated by GP’s • Employee Assistance Programme • subsidised gym membership

The service helps save energy by highlighting inefficiencies and proposing solutions. • Audit bills to ensure current rates are competitive. • Compare the energy market and find the most competitive prices and suppliers. • Explain your contract obligations and clarify your T&C’s. • Liaise with suppliers throughout the contract saving time and resource. • Validate every bill to ensure you only pay for the energy you use. • Measure and analyse your energy usage to identify cost savings. • Help save energy by highlighting inefficiencies and proposing solutions e.g. behavioural change and energy efficient technologies.

The benefit can help save money and protect your business by: • In 90% of Sussex Enterprise businesses, guaranteeing to reduce or match your premium rates from 2012. • Fixed premium rates for three years (provided claims do not exceed 35% of the premiums paid in each year). • 0% monthly direct debit payments so the cost can be spread over 12 months without any instalment charge. • Support from dedicated Account Personnel with direct dial, direct email access and faceto-face meetings throughout Sussex. • Help when you need it most the claims notification line open 24 hours a day, 7 days a week. • Risk Management Support to help protect your business against the unexpected.


For additional information on any of the above member benefits, please visit our website or call 0844 371 5404

business edge august/september 2013

chamber benefits 39

Training Courses Inward Processing Relief When: 09:30am – 12:30pm Thursday 19th September 2013 Where: Sussex Enterprise, Burgess Hill 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 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. Organisations must be authorised to use IPR and Customs impose strict obligations to comply with the IPR procedures, which are perceived to be onerous and deter many from using IPR despite the potential benefits. This half day training course will examine the principles and terminology of IPR and some of the alternatives available. It will look at the options available within IPR, the methods of operation and compliance with Customs requirements.

Subjects covered, but not limited to, include: • The key skills and roles of a manager • The difference between leadership and management • Using the right management style for your situation • Motivating your team to do their best • Setting goals and objectives for your team • Delivering effective negative feedback • Building a high performing team spirit

Classification of Goods Using Commodity and Tariff Codes When: 09:30am – 12:30pm Thursday 26th September 2013 Where: Sussex Enterprise, Burgess Hill

An Introduction to Export Operations

The correct classification of goods using commodity and tariff codes is fundamental for customs compliance, establishing correct duty rates, origin of goods, intrastat, export control and many other customs procedures. New Harmonised Systems codings are being introduced in 2012 and increasingly security procedures at ports of exit/entry are being linked to commodity and tariff codings This half day course will consider the terminology used and the structure of the Harmonised System, Commodity and Tariff codes. It will examine the General Interpretative Rules that are used for classification and the use of tools available to assist in the establishment of the correct code. We will look briefly at the International Trade procedures related to commodity and tariff codings and highlight the necessity and benefits of using the correct codes. Where possible, the course will have live access to The Tariff, enabling the trainer to demonstrate the methodology. Please note we cannot confirm individual product classifications during the seminar

Who should attend?

Customer Service Excellence

Who should attend? Those new to IPR. Experienced staff who wish to update their knowledge. Those responsible and concerned with their company’s compliance procedures.

An Introduction to Export Procedures When: 09:30am – 16:30pm Monday 23rd September 2013 Where: Barnsgate Manor, Uckfield

The course is suitable for those new to the problems of exporting and for experienced exporters who need to update their knowledge. No prior knowledge of exporting is assumed. The content will be relevant to field and office based sales staff, purchasing staff, shipping and dispatch personnel, accounts and finance staff, customer services, freight forwarders.

What Will I Learn? The course is designed to provide an overview of the Terminology, Procedures and Documentation used in the exporting process and to promote awareness of the responsibilities and obligations of all parties. Attendees should gain an overview of the exporting process from first enquiry to arrival of the goods at destination and the course will highlight the possible pitfalls that can await the unwary. It will include a summary of The New Incoterms®2010 Rules.

When: 09:30am – 16:30pm Wednesday 2nd October 2013 Where: Sussex Enterprise, Burgess Hill Customer service expectations are rising and your company needs to keep up and exceed expectations if you are going to maximise repeat business and referrals. This course will help your staff to enjoy giving the best service they can and to feel confident dealing with problems well when things go wrong. Subjects covered, but not limited to, include: • Clarity over the customer service excellence fundamentals • What does excellent customer service look like? • Case study challenge to investigate how and when to go the extra mile

People and Team Management

• Using assertive and pro active language

When: 09:30am – 16:30pm Wednesday 25th September 2013 Where: Sussex Enterprise, Burgess Hill

• Building rapport more effectively over the phone and face to face

Designed for managers who would like a solid grounding in people management best practice. The content is designed to lay the foundations for strong manger/staff relationships, ensuring they have time to do their people management job well and can deal with more difficult situations.


• Questioning and listening skills to help you really understand needs • Handling problems and complaints effectively • Dealing with negative emotions • Turning a problem into an opportunity • Varied interaction, exercises and personal action planning throughout the day

For additional information on any of the above member benefits, please visit our website or call 0844 371 5404 august/september 2013 business edge

40 transport

Keeping Sussex on the move By John Dean

Good transport links are vital to ensure the vitality of Sussex’s businesses. Central to communications for many of those businesses is the roads network which links the area’s communities with the rest of the country. And essential for the movement of goods and people to and from the region are logistics companies. It is a simple truth that many businesses would not be able to operate without them. Trying to run a manufacturing firm is a massive undertaking. Managers have to worry about designing and making the products, testing them before they leave the plant and ensuring that the packaging is right. They simply do not have time to worry about logistics. This is particularly true as more and more companies trade abroad, seeking out new and emerging markets to compensate for the declines in their traditional ones. That means shipping products, either by road, rail, air or sea, something

business edge august/september 2013

which some companies may not have experienced on an international scale before. That is why, to ease any anxieties, many businesses outsource the delivery of their products to specialists, allowing them to focus on running and growing their businesses. So what are you looking for in a logistics company? Well, a company with all of the below is well worth hiring, A good way with customers - logistics can be fraught, and delays caused by everything from road accidents to bad weather can cause all sorts of anxiety for clients. However a good logistics company makes sure its staff handle everything calmly and courteously to put the customer’s mind at rest, and that they are adept at finding solutions when things are going wrong! Accountability - Freight is not an exact science, so many things can come into play once a load is on its way, and a good logistics company will make sure that they keep the client informed of progress.

Technology - A good logistics company will make use of the best in new technology, including online tracking systems which allow them to know exactly where a product is at any given time. Available - successful logistics companies make sure that, even if their teams are out on the road, the client can get hold of someone to find out the latest about their product’s progress. In addition to the firms that carry the large loads, there are also specialist delivery firms handling the likes of important letters and parcels. That has become a growth area as the postal service sees itself opened up to fierce competition, and with Internet shopping growing rapidly in popularity, the presence of efficient companies that can span the world will become ever more important. Underpinning it all is the realisation that peace of mind counts for a lot in an ever-more competitive market place.

Airfreight l Oceanfreight l European Roadfreight l Customs Brokerage l Documentation Specialist l Warehousing l Distribution l

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42 commercial property

It’s up, up and away for business centre Fancy working in a building with an important past and an exciting future? Then Orega Gatwick business centre is the place for you. Based in The Beehive, which dates from 1936, the centre occupies what was the original terminal for Gatwick Airport. Although proud of the building’s past, Orega is very much interested in its future, having refurbished the old

business edge august/september 2013

terminal to create a business centre in 2009, retaining its atmospheric art-deco style while providing serviced offices, meeting rooms and virtual offices. The building’s circular shape and its large atrium, which has plug sockets and free WiFi, make for a unique place to do business, surrounded by memories of passengers from the early days of commercial aviation. And although the beehive is an old building, it boasts 100Mb fibre optic broadband, which allows for high speed internet and some amazing new IT and telecoms with allow mobile phones to be used as enterprise handsets, even abroad. The design of the building, its excellent IT and the expertise of the staff, make this a truly productive working environment; research shows that attractive surroundings, good lighting and high quality equipment allow people to work at the height of their powers.

It’s not just about having a physical office either – Orega Gatwick has virtual offices for the centre, providing clients with their own local phone number and use of the address on business cards and stationery. The centre is two stops on the bus from the terminal so it’s a great meeting spot for businesses with catering and presentation materials to hand. Orega prides itself on outstanding customer service so why not ring the team on 01932 445 016 or email:

commercial property 43

Commercial property sector experiences upturn in confidence

The signs of confidence in the commercial property sector continue to grow. Among the latest evidence was the British Property Federation’s annual conference which heard that, after several months of stabilisation and marginal economic growth, the UK real estate sector believes there are signs of improvement not just in London but across the UK. Chris Grigg, President of the British Property Federation, said: “We have seen a real thawing in market conditions of late, and not just in London. The UK economy has done better than the pessimists predicted, and there is undoubtedly more bank finance out there now. “Meanwhile, domestic and international buyers have started to run the slide rule over more real estate. “On the other hand, we are by no means out of the woods yet. UK economic growth remains low and unemployment painfully high. “The challenge to our industry is startling: we must provide relevant space for occupiers whose needs are often changing, and do it at a time when capital markets are still patchy. “The Government faces a similar challenge: to provide world class infrastructure on a tight budget.” So, given this growing confidence, where does the Sussex area stand? The answer is that the city is well placed to take advantage of the upturn and offers an exciting and expanding commercial market in the heart of the city and beyond. All over the region, new development areas are being opened up and old sites are being transformed as the city continues to develop its commercial offer. The range is extensive, from newly-constructed modern office blocks in the outer fringes of the city to those in the centre and plenty of refurbishments of historic buildings being converted for new uses.

Recent surveys of businesses seeking to expand or relocate have suggested that the main considerations when it comes to investing in new property has been the need to keep costs under control and the impact a purchase or lease may have on company cash flow. That is true of all companies but particularly so for small businesses taking their first tentative steps towards expansion. To address those concerns, the number of companies seeking lease arrangements rather than buying outright does seem to be increasing, although there are still companies that prefer the idea of owning their own premises, seeing it as an investment for the future. Location is also a key consideration for companies moving into new properties - can customers find them, can their staff and clients link to the transport network? Often, bringing in expert help can make it easier to get the answers right. The role of the property consultant when a company has decided to invest is to take as much of the hassle away from the process as possible and that starts with locating the kind of sites that would appeal to a client. Their knowledge can save a lot of time.

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august/september 2013 business edge

44 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. Crawford Davis Insurance Consultants Start-up Brooklands House, 58 Marlborough Road, Lancing, West Sussex, BN15 8AF Stuart Langley

ACS Business Performance Ltd. Premier Presentation House, Kings Business Centre, Reeds Lane, Sayers Common, West Sussex, BN9 6LS Ben Shelford

T: +44(0)1903 215 216 E: W:

T: +44(0)1273 463854 E: W:

Apollo Lasertag Start-up 49 The Martlets, Burgess Hill, West Sussex, RH15 9NN Sue Karn

ERG (Air Pollution Control) Ltd. Member Plus Enterprise House, Foundry Lane, Horsham, West Sussex, RH13 5PX Trevor Pratt

T: +44(0)1444 686 686 E: accounts@ W:

T: 01403221000 E: W:

John Newson & Co. Member Unit 11, Laura House, Jengers Mead, Billingshurst, West Sussex, RH14 9NZ John Newson

N Schahid Ltd. Member Unit E3 Knoll Business Centre, Old Shoreham Road, Hove, East Sussex, BN3 7GS N Schahid

T: +44(0)1403 785 383 E: W:

T: 01273424200 E:

GAL Consulting Ltd. Start-up 8 Bayliss Crescent, Burgess Hill, West Sussex, RH15 8UP George Lepine, Director T: +44(0)1444 246 938 E:


Warden Park Academy Trust Member Plus Broad Street, Cuckfield, Haywards Heath, West Sussex, RH17 5DP Marion Bishop T: 01444457881 E: W: Mach Construction Ltd. Start-Up Ground Floor, 17 Adelaide Crescent, Hove, East Sussex, BN3 2JE Babak Kamali T: +44(0)01273 777383 E: Homestyle4u Start-up 73 Hawkswood Drive, Hailsham, East Sussex, BN27 1UP Michael Lowe T: +44(0)1323 847 551 E: W:

Heights Health Club Ltd. Member 49 The Martlet Heights, Burgess Hill, West Sussex, RH15 9NN Sue Upton

Acorn Fasteners Ltd Member Plus Unit 15 & 16 Mid Sussex Business Park, Ditchling Common, Hassocks, West Sussex, BN6 8SE Brian McTavish

T: 01444239444 E: W:

T: 01444 462462 E: W:

SUSSEX ENTERPRISE 0845 67 888 67

business edge august/september 2013

new members 45

Creative Pod Premier 78 Basepoint, Metcalf Way, Crawley West Sussex, RH11 7XX Matt Turner

Seascape Public Relations Member Plus 3 Newport Mews, Worthing, West Sussex, BN11 2HN Andrew Frost

T: 01293 317 228 E: W:

T: 01903 230867 E: W:

Photek Ltd Start-Up 26 Castleham Road, St Leonards on Sea, East Sussex, TN38 9NS Pip Gould

Jiminy Consulting Member Woodend, Chichester, West Sussex, PO18 9BP Jono Oswin

T: 01424850555 E: W:

T: 01243 609 729 E: W:


SUSSEX ENTERPRISE 0845 67 888 67 august/september 2013 business edge

46 movers and shakers

Vent-Axia Celebrates Winning Tenant Services Award for Innovation Vent-Axia, a leader in low-carbon technology, is celebrating winning the Best Innovation category at this year’s prestigious Tenant Services Awards at Stroud District Council, Gloucestershire. Scooping the award for its revolutionary Lo-Carbon Tempra single room heat recovery unit, Vent-Axia received the accolade at an awards ceremony held at the Barn in Berkeley, Gloucestershire. The Tenant Services Awards are designed to acknowledge and celebrate the contributions made by both individuals and companies to the Tenant Services at Stroud District Council. Winners are selected by a panel of judges including a selection of Stroud District Council’s managers, councillors and nominated tenants and chaired this year by its Interim Asset Manager. After a rigorous judging process, VentAxia won the Best Innovation Award for its pioneering Lo-Carbon Tempra single room heat recovery unit, which had been installed in tenants’ properties by Stroud District Council. Part of the company’s Lo-Carbon™ initiative, VentAxia’s Tempra can be simply retrofitted through a 100mm diameter hole in the wall. This allows traditional inefficient extract fans to be easily replaced with this discreet, low energy, continuously running alternative that also offers affordable heat recovery.

business edge august/september 2013

IDentilam expands its team On the back of a number of recent business wins in the UK, Europe and the USA, IDentilam plc the badging company has expanded its team with three new recruits. Antonia Fagan (pictured above) has joined in a business development role, Jason Hunt (pictured below) as Software Systems Engineer and Nikki Gocher in the accounts department. Recent contracts include supply of an online badging and accreditation system for an international sporting event in the UK, a badging service for a series of events held in Europe for a major client in the gaming industry and a photo badging system for a household name IT company in the USA.

Gatwick Airport appoints Sir Terry Farrell Chief Executive of Gatwick Airport, Stewart Wingate, announces the appointment of Sir Terry Farrell to provide expert advice on its runway capacity plans. Sir Terry will offer specialist advice to the airport in support of its proposal for additional runway capacity and its vision for a ‘constellation of three London Airports with two runways each’ – Heathrow, Gatwick and Stansted. Sir Terry, and his architect planning company, brings over forty years of experience in delivering major development projects across the world. In the UK, building schemes include MI6, Embankment Place, the new Home Office HQ and the Deep Aquarium in Hull. Large scale infrastructure planning and buildings dominate their work in East Asia including Incheon Airport in Korea, Beijing and Guangzhou High Speed rail stations in China and the tallest building ever by a British architect in Shenzhen. Stewart Wingate, London Gatwick Chief Executive, said: “Sir Terry has unrivalled experience and a unique insight into the aviation debate and the issues which the Airports Commission will have to consider. Having designed major transport infrastructure around the world, including the hub airport in South Korea, he will bring to the airport a track record of delivering major transport projects whilst ensuring London and the UK gets the right solution”.

in aid of Chestnut Tree House children’s hospice • £295 per team of four • Arrive from 11.30am for registration, bacon roll, tea and coffee • 18 holes of golf • Three course evening meal • Prize giving • Cash bar • Auction

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august/september 2013 business edge

48 diary

Sussex Enterprise Networking Events 1-2-1 Business Review Clinics for Member Plus level members

Inspirational Breakfast

September Lunch Club

When: 17th September 2013 07:30 – 10:00 Where: Worthing – venue TBC

When: 26th September 2013 Where: The White Swann, Arundel

When: 20th August 2013 Various 1 hour slots throughout the day. Where: Sussex Enterprise Offices, Burgess Hill

Come and join us for breakfast and network with your fellow peers in West Sussex. Breakfast will be followed by our guest speaker and Sussex Entrepreneur, Ed Wray, director of Barbeskew Ltd. Ed will share his inspiring story of ditching the rat-race to follow his entrepreneurial spirit, setting up his own rotisserie barbeque business which has now exports to countries across the world, including Australia! Ed has had some amazing experiences along the way, including an appearance on Dragons Den in 2008, so we’re delighted to welcome him to join us fittingly by the beach for this popular event. Additional speakers announced soon.

We would be delighted for you to join us for a delicious two course lunch whilst networking with your fellow peers at the White Swann, Arundel. The White Swann is a traditional and charming pub located in the beautiful South Downs of Sussex. Full details will be available on the website soon.

Are you a ‘Member Plus’ level member? If so, register your interest now to receive your free 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 from attendance. The advice provided at each session can in many cases provide a solution to the issues raised. In other cases, however, the member may be signposted to further or be offered a GMapTM consultation at their premises to discuss the issues in greater detail. Book your slot by emailing

Tea on the Terrace When: 9th September 2013, 4pm – 6pm Where: House of Commons, Westminster An exclusive opportunity to meet and converse with MP’s from Sussex amongst the imposing surroundings of Westminster. Network with other Premier Members from Sussex as you enjoy a delightful afternoon tea on the terrace overlooking the Thames. Premier Members – FREE Member Plus £60 +VAT Book your place by emailing


Premier members – FREE Member Plus – FREE Member & Start Up - FREE Non-members - £24 inc VAT or free to those who are sampling an event for the first time. Book your place by emailing

International Trade Forum – Selling online in International Markets When: 18th September 2013 5:45 – 20:30 Where: Eastbourne Whether you’re completely new to exporting, have some experience, or are looking to expand a well established range of global markets and services, the Sussex International Trade Forum is here to provide quality speakers, networking opportunities and support. Full speaker line up to be announced soon. Book your place by emailing

Premier Members: FREE Member Plus: FREE Standard Member: lunch £35 Non Member: lunch £45 All prices excl VAT Book your place by emailing

Business Planning Workshop – SE Members Only When: 24th September, 08:00 – 14:00 Lunch provided Where: Presentation House, Sayers Common, Mid Sussex Planning is the foundation of success in business and Sussex Enterprise is fully committed in helping its members to be successful. We have teamed up with ACS Performance to create a planning event that will guide you through a structured process to set specific goals for your business. 

New Members Meeting When: 9th October, 09:30 – 11am Where: Sussex Enterprise Offices, Burgess Hill Meet other new members and learn about the support and money saving opportunities available to your business.

If you would like to book a place onto any of the above events or would like information on membership, please visit our website or call 0844 371 5405

business edge august/september 2013

diary 49

TRAINING COURSES HR In 2 Days When: 09.15am – 16.30pm 16th September 2013 Where: Sussex Enterprise, Burgess Hill One of the Chamber’s most popular courses will be even better in 2013! Ideal for those who are taking responsibility for the HR function but have no experience, or maybe for those new to an HR role, or not yet qualified, HR in a Day has become HR in 2 Days, in order to make sure that delegates are brought fully up to date with your company’s legal responsibilities and best practice. This is an interactive two day course which will take delegates through the key aspects of Personnel Management, or Human Resources, and advise on how to avoid the most common pitfalls. Getting HR wrong can be a very expensive business. Equally, getting employee engagement right can make a massive difference to your organisation. Either way, can you afford not to get your staff trained in this key function of any business?

Inward Processing Relief When: 09.15am – 12.30pm 19th September 2013 Where: Sussex Enterprise, Burgess Hill 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 Seminar Description: 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.


An Introduction to Export Procedures

Classification of Goods Using Commodity and Tariff Codes

When: 09.30am – 16.30pm 23rd September 2013 Where: Barnsgate Manor, Nr Uckfield

When: 09.30am – 12.30pm 26th September 2013 Where: Sussex Enterprise, Burgess Hill

An Introduction to Export Operations Who is it for? The course is suitable for those new to the problems of exporting and for experienced exporters who need to update their knowledge. No prior knowledge of exporting is assumed. The content will be relevant to field and office based sales staff, purchasing staff, shipping and dispatch personnel, accounts and finance staff, customer services, freight forwarders.

The correct classification of goods using commodity and tariff codes is fundamental for customs compliance, establishing correct duty rates, origin of goods, intrastat, export control and many other customs procedures. New Harmonised Systems codings are being introduced in 2012 and increasingly security procedures at ports of exit/entry are being linked to commodity and tariff codings.

Introduction to Social Media

When: 09.30am – 16.30pm 2nd October 2013 Where: Sussex Enterprise, Burgess Hill

When: 09.30am – 16.30pm 24th September 2013 Where: Sussex Enterprise, Burgess Hill This course is ideal for anyone who has started to use social media, even if only lightly, but wants to know some of the tips and techniques that will help to get the most out of it. You may well have started Tweeting, set up a Facebook page for your business, or have started to build a good network of connections on LinkedIn, but are not quite sure what you should do to be effective.

People and Team Management When: 09.30am – 16.30pm 25th September 2013 Where: Sussex Enterprise, Burgess Hill Designed for managers who would like a solid grounding in people management best practice. The content is designed to lay the foundations for strong manger/staff relationships, ensuring that they have time to do their people management job well and can deal with more difficult situations.

Customer Service Excellence

Customer service expectations are rising and your company needs to keep up and exceed expectations if you are going to maximise repeat business and referrals. This course will help your staff to enjoy giving the best service they can and to feel confident dealing with problems well when things go wrong.

Professional Presenting Skills When: 09.30am – 16.30pm 7th October 2013 Where: Sussex Enterprise, Burgess Hill Do you get a buzz out of presenting, or do you avoid it at all costs? In business there are few people who don’t have to make a presentation as part of their role: it may be a manager imparting information or encouraging their team; it may be an individual presenting at a seminar or conference, it may be a sales person pitching to win a big contract. However, most people are not born with innate presentation skills, they have to be learned and practised. With practical exercises and clear feedback, this course can ensure your presentation is delivered to maximum impact. We’ll do our best to help you to enjoy public speaking.

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

50 five minutes with... events continued

Training continued

Disaster! Recovery!

A Foundation Course in Importing

When: 15th October, 07:30 – 10am Where: Venue TBC

Robin Russell

CEO, First Natural Brands 1. Which words or phrase do you most often over use? Matrix. I use matrix to get people to think about the size of the prize from their actions, especially on products though it can be applied to most topics. 2. Karaoke song of choice. Blue Moon. It’s a very simplistic, thematic, happy and sad song which can be performed in numerous styles. Also probably the only song I could sing. Blue is also the colour of my team, Chelsea FC! 3. What’s your biggest regret? Passing of friends and family. 4. When and where were you happiest? Always in the current business I am involved with, especially when performance results come through as a result of strategic improvement targets being well implemented. 5. When was the last time you lied? To my partner when I said I wasn’t bothered when she was late again (even when justified in being late!). 6. What talent would you most like to have? More languages to add to my French, Spanish and broken Swedish. Perhaps a Far Eastern language or Portuguese. 7. What quality to you most admire in a person? Crisp, clear, honest and quantified communication skills. 8. Which virtue is the most overrated? Hard working, as it can sometimes be misplaced. 9. Early mornings or late nights? Early mornings for fresh mental and physical work results, indoors and outdoors. Late nights for relaxation. 10. Deal or no deal? No deal if unacceptable obstacles are obvious, but deal if a road to progress is possible. 11. Tell us a secret. Desire to own the side of a mountain and/ or foothills.

business edge august/september 2013

The Business Continuity Plan (BCP) is an essential part of any organisation’s response planning. It sets out how the business will operate following an incident and how it expects to return to ‘business as usual’ in the quickest possible time afterwards. A BCP need not be specific to terrorist incidents and apply to any major disruption such as a major fire, flooding or power fault. The plan itself sets out the agreed arrangements for bringing events under control, the necessary resources for maintaining critical business functions and the staff required for coordinating actions. A wide range of advice for developing and maintaining BCPs is available at our next breakfast event, so join us and many other Sussex businesses for breakfast and networking and learn from the experts.

Premier PA afternoon tea When: 16th October, 2pm – 4pm Where: Mid Sussex – venue TBC We would like to invite your PA’s to attend our wonderful afternoon tea at a secret location! Full details and guest speaker to be announced shortly. To secure your place, please RSVP to eventbookings@

Premier High Profile Breakfast When: 24th October, 07:30 – 10am Where: Wiston House, Steyning We are delighted to invite you to our Autumn High Profile breakfast held in the beautiful surroundings of Wiston House. You will enjoy an exquisite full English breakfast whilst networking with other Premier Members. Full details and guest speaker to be announced. Demand for this event is likely to be high so we would encourage you to book early.

When: 09.30am – 16.30pm 14th October 2013 Where: Chatsworth Hotel, Worthing the duty reliefs available. The seminar will include a summary of The New Incoterms® 2010 Rules.

Course Content: General Importing Issues - A brief economic background to imports and exports – primary and secondary imports – import controls – The Role of HM Revenue and Customs – preferential trading agreements Supplier and Product - Indirect and direct importing – Quality issuesThe importing fundamentals-type of supplier-moral and ethical considerations-sources of help-product risk-instructing the supplier The role of freight forwarders and clearing agents- Shipping agents and airline forwarders – how do they cost for carriage - what is an “agent” – direct and indirect contracting – the role of clearing agent.

Effective Time Management & Delegation When: 23rd October 2013, 09.15am – 16.30pm Where: Sussex Enterprise, Burgess Hill During these tough economic times we are all trying to get more done with less resource. For many of us the resource under the most pressure seems to be our time. This course is all about investing some time and energy up front so that you find ways to stay in control and become as effective at work as you can be. For many people this also means delegating the operational work effectively so they can be a better manager. For further information on any of the above training courses please go to our website or call 0844 371 5405

01293 817717 Basepoint Crawley 01293 817717 Basepoint Newhaven

01273 615250

01273 467500

Basepoint Shoreham 01273 467500 Basepoint Newhaven 01273 615250

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Business Edge 16  

The Magazine for Sussex Enterprise, the Chamber of Commerce for the County

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