Business Edge 18

DECEMBER/JANUARY 2013/14

the magazine for sussex enterprise members

British Chambers of Commerce

Inside | 04 welcome | 08 business matters | 12 awards| 16 the voice | 26 cover feature | 28 inspirational leaders | 38 chamber benefits

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contents 3

this month

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.

05 Crawley team picks

regulars

up award

5

Researchers at Linac House on Fleming Way, part of Elekta Ltd, visited Parliament to pick up an Innovation Award from Secretary of State for Business Vince Cable.

26 Reeves Growth

SUSSEX ENTERPRISE

28 Creating a legacy for the Sussex economy

PRODUCTION & DESIGN

26

Distinctive Publishing Unit 6b, Floor B, Millburn House, Dean Street, Newcastle Upon Tyne NE1 1lE Tel: 0845 884 2384 www.distinctivepublishing.co.uk

When Ron Crank talks about the massive challenge facing him and his team, one word sums it up - legacy.

n 15 The Expert n 16 Fine Print n 17 World View n 18 What Makes Me Mad n 21 Business Matters n 26 Cover Feature n 28 Inspirational Leaders n 36 Opinion

n 44 New Members n 48 Diary n 50 Business Matters

ON THE COVER Photograph Courtesy - Wendy Bell

ADVERTISING John Neilson, Business Development Manager, Distinctive Publishing Unit 6b, Floor B, Millburn House, Dean Street, Newcastle Upon Tyne NE1 1lE Tel: 0845 884 2343 Email: john.neilson@distinctivegroup.co.uk

Page 26

DISCLAIMER Distinctive

FEATURE EDITORS

E-BOOK

n 09 Business Matters

n 38 Chamber Benefits

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

John Dean & Francis Griss email:deangriss@btinternet.com

n 08 Business Matters

n 12 Awards

Reeves, one of the major accountancy and financial services firms practising in the South East of England, has had particular success this year, and is delighted to announce they are growing their presence in Sussex by expanding and strengthening their corporate team at their Gatwick office.

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

n 05 Business Matters

n 11 Business Matters

in Sussex

Business Edge is a Sussex Enterprise publication.

n 04 Welcome

28

British Chambers of Commerce

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

Publishing or Business Edge 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.

www.distinctivepublishing.co.uk/ publications

Feedback

Please let us know if there are any burning issues you want us to take up.

Send your letters to the Editor to businessedgeenquiries@sussexenterprise.co.uk december/january 2013/14 business edge

x

4 welcome

Welcome to the latest edition of Business Edge

Wendy Bell General Manager at Sussex Enterprise

Chris Goulding

Membership Account Executive

Welcome

Welcome to the December and January Edition of Business Edge. Phew what an end to the year it has been! Business confidence is blooming in Sussex despite the cold weather and the forecast is good...

Hopefully we will have seen you recently out and about at our very popular networking events but if you haven’t had the time to get out then do get in touch for the new year is set to be even busier with events than in 2013!

It just leaves me to wish all our readers a very merry Christmas and an exceptionally prosperous 2014!

Your Voice There is lots of information about the autumn statement further on in this edition of Business Edge but as usual we want your comments and views on what this means to you as a business?

There were comments on continuing austerity in the Autumn Statement and then as we go to press an announcement about MP’s receiving an 11% pay rise.... Not sure how these two issues work together but I am sure one of our clever accountants out there may be able to work it out!

to the magazine of sussex enterprise

The Man in the office writes:

Logistically Speaking Happy New Year to all our members, I certainly hope 2014 will be prosperous one whichever sector you’re in.

2013 Was a very busy year for all of us here at the Chamber and this year threatens to be an even busier year with a raft of exciting things in the pipeline!

From a personal standpoint, I always make resolutions, maybe one of yours will be to get a little more involved this year, by way of coming to more of events or letting us know about your successes for our various platforms.

We held a well attended Construction forum at the end of last year, and there are plans afoot to hold further exciting forums in the Manufacturing and logistics sectors in the first quarter of this year.

We’re very keen to hear from members in these fields, so please don’t hesitate to contact me here in the office for full details chris.goulding@sussexenterprise

Please do let us know so that I can stop trying to work it out!

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business matters 5

(l-r Dr Vivian Cosgrove and Christopher Walker, two of Elekta’s NHS partners, Bill Yaeger, Exec Vice-President of Oncology, Dr Giulia Thompson, Manager of Physics R&D, and Dr Vince Cable)

Crawley team picks up award Researchers at Linac House on Fleming Way, part of Elekta Ltd, visited Parliament to pick up an Innovation Award from Secretary of State for Business Vince Cable.

The Innovation Award is from the Institute of Physics for the development of ‘Agility’ – a beam shaping device employed in radiotherapy – to provide hospitals with a device for efficient, reliable and safe radiotherapy treatment.

Agility was introduced to hospitals one year ago and has given clinicians the ability to target tumours more accurately with moulded beams of radiation and thereby save patients from unwanted doses. The innovation has earned the

company in excess of £20m while also helping save many lives.

Executive Vice President Oncology of Elekta Ltd, Bill Yaeger, said: “The Institute of Physics Innovation Award is important for Elekta. For us, the Agility 160-leaf multi-leaf collimator represents the pinnacle of British collaborative healthcare engineering.

“More than that, it demonstrates how our physics expertise and innovation continues to directly benefit cancer patients globally.”

Dataline celebrates 30 successful years Dataline Software Ltd has turned 30 and, following its most successful year of business to date, has moved to larger premises in the refurbished One Gloucester Place, Brighton Dataline software had been resident at Clarence House in North Street, Brighton since 1998, initially with a staff of seven.

Now, with staff numbers approaching 25, the company which, among other customers, hosts the Brighton Centre events website, has moved to new premises.

Adrian Bleach, Managing Director, said: ”We are naturally very excited about the move to new premises and the business opportunities driving

Dataline’s expansion but we remain loyal to our fundamental principles of serving our customers and providing first class IT solutions to meet their needs in a rapidly changing market place.”

Caroline Lucas, MP for Brighton Pavilion, said: "Our thriving IT sector is key to the economic stability of Brighton and Hove. It’s great to see local businesses flourishing and creating new jobs."

Sold on sale boards fundraiser Life-saving charity Kent, Surrey & Sussex Air Ambulance has reaped the rewards of a pick-up in the housing market.

For every For Sale board put up by Howard Cundey Chartered Surveyors and Estate Agents in recent months, the company has been making a donation to the emergency service. Hundreds of pounds were raised.

Howard Cundey Associate Partner Ron Gibson, from the Tunbridge Wells Office, was called out to value a house as a direct result of sponsoring the Air Ambulance by a vendor and avid biker whose friend was saved by the pilot, doctor and paramedic.

He said: “It is close to the hearts of some of our members of staff whose family members have been rescued and with offices in Kent, Surrey and Sussex, we are ideally placed to support one local charity.”

Howard Cundey sells hundreds of properties a year and employs more than 80 staff at offices in Tonbridge, Tunbridge Wells, Biggin Hill, Edenbridge, Reigate, Oxted, Bletchingley, Lingfield, East Grinstead and Forest Row. december/january 2013/14 business edge

6 advertorial

Happy 25 Birthday to Weald th

25 years ago, on the 23rd November 1988 – “Weald Computer Maintenance Ltd” was incorporated. Two young men began repairing, building and selling computers.

The good news is that 25 years later, we are a thriving professional IT service and seeing good growth this year. After a static period, through the recent economic downturn, the last 9 months has shown excellent growth.

We are re-investing in the company and strengthening our team to ensure that we deliver a service that exceeds our client expectations.

We have now increased our helpdesk to five, our network engineers to two, one senior consultant, one in administration, one in customer service, and two in sales. Last but not least the MD, who is still primarily active and hands on in the management of client accounts is also heavily committed to defining our future.

We are looking forward to all the challenges that IT will bring and are currently working hard to restructure our team to ensure that our service level exceeds all expectations.

Our core business activity; We support around 300 clients throughout Sussex, Surrey & Kent. Our clients vary in size and therefore our work varies greatly depending on the individual client requirement - http:// www.wealdcomputers.com/clients

business edge december/january 2013/14

1988

We are a strong and stable partner with an excellent reputation who can provide references across the South East. We are a Microsoft Cloud Partner, A DELL Premier Partner, HP Registered, Citrix Silver Reseller and a VMware Professional Solutions partner.

The “Cloud” is a specialist area of expertise in which Weald has a large presence and proven expertise. Our clients benefits more substantially in this area from much greater flexibility than that offered by typical hosting providers.

A selection of these specialist products are 365 Office, internet access logging, internet access filtering, Barracuda spam, antivirus defence and online backup and disaster recovery solutions (with a difference.)

Although some of these, for Weald, are routine skills, Weald has additional capabilities which some of our competitors have yet to learn.

We are invested to understanding each business individually and in streamlining processes in order to empower and add

2013

value to our clients’ operations through technology. We are proactive in putting new ideas to our clients and prospective clients. We are always interested to hear what each client feels IT can do for them and helping them realise their expectations. n We have the ability to design and implement systems that meet with each client’s desire to automate and streamline. n We are competitive, but we recognise that the greatest savings are rarely realised by low pricing but almost always by a well thought out system design.

We would welcome the opportunity to provide a free no obligation review of your current IT setup. Whether you are looking to upgrade or looking at new technology, we will ensure you are getting the best value for money service possible.

Please contact Barry on 01444 241381, or email us at; sales@wealdcomputers.com

bizbites

business matters 7 A look at business news in brief

Anthony Parkins and Lee Appleby Qaboo with sponsor Sue Berry of Timeless Time

n Locate East Sussex welcomes

business rates cap Locate East Sussex, the county’s inward investment service, welcomed the Chancellor’s recent announcement of a cap on business rates as a “vital shot in the arm for the local economy”.

Director Philip Johnson said: “Capping business rates to 2% is great news for SMEs still recovering from recession and will act as another stimulus to growth locally, which judging by the enquiries Locate East Sussex is receiving is definitely gathering speed.

“The Chancellor’s call on colleges to work closely with businesses through the LEP should also be strongly welcomed as a boost to how effectively young people are prepared and trained for employment, another crucial element to a healthy and vibrant local economy.”

Locate East Sussex is funded by a partnership of the county, district and borough councils of East Sussex.

n UK exporters encouraged to take advantage of loans from UK Export Finance The Government’s credit agency, UK Export Finance, is to provide individual loans of up to £50m to help international buyers access British goods and expertise.

Richard Reid, Chairman of KPMG’s High Growth Markets practice in the UK, said: “This is very welcome news for UK business. The welldocumented potential in the likes of China, India and Brazil for UK products and services is matched and indeed exceeded in parts of Africa and ASEAN, where huge rising middle class populations require infrastructure, technology and consumer goods in huge quantities, and quickly.

“UK Export Finance offers credit guarantees and other services that give UK exporters of all sizes a wonderful opportunity to seize the moment while minimising financial risks.”

More information is available at www.kpmg.com/uk/ autumnstatement

Accolade for media company Burgess Hill media and marketing company Qaboo Ltd received recognition for its initiatives to support local enterprises by picking up the Innovation award at the Business Matters Awards.

The black-tie award ceremony, staged at the Effingham Park Hotel Gatwick and attended by local business luminaries, was hosted by TV personality and newsreader Fred Dinenage Qaboo has developed and launched a number of initiatives, including in-taxi advertising and specialised Qaboo Taxi Booking and Local Deal Apps for use on passengers' GPS Smartphones and DealBooks. This helps promote other local businesses.

Managing director Anthony Parkins said: “To be recognised for that is great.

It means we are doing the right thing because we are trying to support local businesses the best we can. To get something back is great.”

As well as receiving one of the night's top awards Qaboo also made its own contribution by sponsoring the ‘Retailer of the Year’ award. december/january 2013/14 business edge

8 business matters

Nick Handley Executive Chairman at Sussex Enterprise

New Board Line-Up At County’s Chamber Of Commerce The largest business organisation in Sussex has announced its new line-up of board members to serve the large membership base and help create a more successful Sussex.

Sussex Enterprise, with its headquarters conveniently located in Burgess Hill, is the accredited Chamber of Commerce for the whole county, supporting and representing businesses across Sussex.

Newly appointed to the Sussex Enterprise board are: Rob Clare, Natwest’s regional director of commercial banking for Surrey, Sussex and SW London; Paul Hills, the managing director of EDO MBM; Sharon Phillips, previously head of business and enterprise at the University of Sussex, and responsible for initiating a strategic approach to business; David Sheppard, business owner and former chief operating officer of Ricardo plc, the global defence and automotive engineering company.

business edge december/january 2013/14

Nick Handley, the executive chairman of Sussex Enterprise, said: “These individuals bring a wealth of experience and talent which will be vital to the continued success of the chamber.

When I took over as chairman my view was that to grow Sussex Enterprise we needed some of the most senior business people in the county to help us. We are therefore delighted to have these entrepreneurs on our board.”

David Shore of Time 24 and Farid Ahmed of Wolf Unique continue to serve as board members.

Sussex Enterprise strives to improve the economic environment in which its members operate and provides a range of commercial services to support members, including practical business support, HR, training, information and advice to help businesses develop, grow and profit.

In this special issue on Infrastructure, Transport and Logistics, it is important to review the biggest likely infrastructure project for years to come – HS2.

The British Chambers of Commerce have lobbied the Government hard following feedback from chambers of commerce across the country (including Sussex Enterprise). The BCC said – ‘HS2 is the only scheme that can transform capacity on Britain’s overstretched railways.

Cancelling HS2 in favour of upgrades to the existing railway infrastructure would cost a fortune, disrupt business, and deliver just a fraction of the capacity we need for the future’.

By the time you read this, a decision will hopefully have been agreed by government and the opposition to press ahead with this important contributor to economic growth.

Major infrastructure projects similar to HS2 have always suffered from opposition and naysayers in Britain. Bemoaning the approach of the railways to his beloved Lake District, William Wordsworth said – ‘Is then no nook of ground secure from rash assault?. In their day, the M25 motorway, the Jubilee Line Extension, High Speed One and the Channel Tunnel were heavily opposed. Yet each one today is part of Britain’s core economic infrastructure, and have brought economic benefit to businesses across the UK. HS2 is no different. A new highspeed rail network, as part of a wider infrastructure investment strategy, will allow for more commuter services into key cities, and for more freight trains to take cargo off our roads.

As you read this, we will also have held our special members meeting with Stewart Wingate, CEO of Gatwick Airport. As part of our strategy to grow the local economy, we strongly support the expansion of Gatwick too.

Watch this space or should I say look out for some green light for some exciting new projects.

Nick Handley Executive Chairman

business matters 9

Julie Causton and Amy Simmons from Cobb PR

Cobb PR scoops national award Communications agency Cobb PR won a Gold Award for a recent public relations campaign highlighting the need for superfast broadband in East Sussex.

The Sussex-based company beat some of the country’s leading PR agencies to scoop Gold at the prestigious Fresh PR Awards in Manchester.

The Go e-Sussex campaign was created

by Cobb PR and East Sussex County Council to highlight the demand for high-speed broadband in East Sussex.

With more than 12,360 sign-ups, it has been a major success following rigorous campaigning for the people of East Sussex.

Central to the campaign was a website where businesses and residents could find out more about the benefits of fast, reliable broadband, check the speed of their current service and see how much quicker tasks like downloading films or books would be with a faster service. The campaign also highlighted rural businesses who are hampered by slow, unreliable broadband and used Facebook and Twitter to spread the word out into the community.

Cobb PR worked in close partnership with the Council’s Broadband Engagement Team.

The founder members of SREF with Gus Christie in the shadow of the Glyndebourne Turbine

Forum airs green issues A meeting took place between a group of local businesses keen to provide a forum to share advice, experience and knowledge about energy use and renewables.

The Southern Renewable Energy Forum was recently set up by Samuel & Son surveyors, Mayo Wynne Baxter solicitors and Knill James accountants.

The meeting was hosted at Glyndebourne Opera House by Gus Christie, executive chairman of Glyndebourne.

Mr Christie provided an update on how his initially controversial wind turbine supplies up to 90 per cent of the electricity used at the opera house. The turbine was the subject of much local opposition but was strongly supported

by world famous wildlife expert and presenter Sir David Attenborough.

The other keynote speaker was David Rolton of the Rolton Group, who is an independent consultant advising businesses across the UK and further afield on the opportunities for and difficulties in delivering renewable energy schemes.

Mr Rolton’s main theme was how landowners and businesses can make the best use of their available resources.

Each situation is unique and different technologies or a mixture of them may be suitable for different sites. The important message was that any renewable scheme should be driven by the consumer’s needs.

For more information, visit: http:// www.bsk-cic.co.uk/news/southernrenewable-energy-forum

december/january 2013/14 business edge

10 advertorial

Developing effective boardroom talent A new programme developed by Portsmouth Business School and supported by the Institute of Directors (IoD) promises to be a masterclass in developing boardroom skills.

The Boardroom Talent Course begins in Portsmouth next February and over ten sessions will provide business owners, current and aspiring directors and those new to leadership the tools they need become talented and professional directors.

Those who book by 21 December will benefit from a substantial Early Bird Discount which has been made available to the University through the Higher Education Innovation Fund.

Participants will learn practical and solutions-oriented skills they can put into action from the on-set. Topics covered include strategic thinking, operations strategy, financial management, risk and crisis management, governance, board dynamics, leadership and management and problem solving.

Developed to help current and future leaders, it will add value to their businesses and enhance their understanding of the key legal responsibilities of directors. It will give them the confidence to lead and manage and create opportunities through their enhanced knowledge. It will also open doors to building strong working relationships with others at board level.

Grant Harrison, IoD Ambassador, said: “A significant challenge for those running small and medium-sized businesses is they often don’t know what they don’t know. This course is designed to cover all the bases of effective leadership at director level.”

Gary Jeffries, MD of Hughes Ellard, and Local Enterprise Partnership board member, said: “This course can help those who wish to extend their skills as part of their personal

development as well as prepare those who aspire to progress their career.”

David Smith, Associate Dean, Portsmouth Business School, said: “The hard edge experience of practicing directors combined with the high level knowledge of the Business School, is a great feature of this course, and should add real value for participants.”

The course runs for 10 fortnightly sessions from 4-8pm at Lakeside 1000 starting on Wednesday, 26 February 2014. To find out more visit www.port.ac.uk/boardroomtalent or email bsro@port.ac.uk

Show you mean business. Go back to school.

Portsmouth Business School’s Master of Business Administration (MBA) will provide you with the opportunity to develop your strategic problem-solving skills whilst mastering the latest business knowledge and practice: • • • • •

Develop your management abilities Benefit through innovative work-based learning Generous scholarships Taught part-time in two-day blocks over two years Accredited by the Association of MBAs

To find out more about our wide range of degrees, come along to one of our regular open evenings – details of which can be found at www.showyoumeanbusiness.com.

‘Since graduating, I’ve applied much of what I have learnt through new challenging roles in the UK and internationally.’

Marc Gray, Performance Excellence Manager, BAE Systems

www.port.ac.uk business edge december/january 2013/14

For more information or to apply: T: +44 (0)23 9284 4888 E: mba.admissions@ port.ac.uk W: www.port.ac.uk/mba

business matters 11

India contract for £1.2 million fuels growth for Hastings firm A small Hastings electronics firm has won an order that will be worth £1.2 million, to help monitor power generators across India, with help from Government export body UK Trade & Investment (UKTI).

The news came during UKTI’s biggest ever national Export Week, a week of events designed to help businesses to start exporting or to expand their export activity.

Hastel Ltd employ six people in St Leonards on Sea to manufacture probes to monitor the amount of fuel in tanks and generators.

They have won an initial order to supply 10,000 of the monitors for use across India, following a trip to assess the market with UKTI. Managing Director John Hilbrig, said: “Our firm was initially producing speed reduction systems for road signs near schools, but as the recession hit and local authorities tightened their belts, we knew

we needed to look at manufacturing new products and approaching new markets.

“The SmartGuard fuel monitor developed out of this. The product keeps a check on fuel levels warning the owner when the levels dip, for example if fuel is stolen, and alerting the owner when the levels are low and they need to restock.

In countries like India where generator power is heavily relied on as power cuts are common, it is absolutely vital that the fuel doesn’t run out so this equipment alerts them when they need to get more.”

John has worked with UKTI’s locally based international trade adviser Richard Smith.

Richard said: “It’s a well-known fact that exporting is the key to growth and Hastel’s large contract win in India provides a great example of how this can be successful.”

UKTI offers free non-biased face-toface advice and support to firms across the South East. To book an appointment and get help to export contact UKTI South East on 08452 789 600.

Honour for delivery company Fittleworth Medical won the CIPD People Management award for SME HR Initiative of the Year.

More than 400 companies were entered for the prestigious awards and the ceremony in London was attended by more than 750 people.

Fittleworth Medical, a home delivery company for stoma, continence and wound care products based in Littlehampton, was summed up by the judges as the “most innovative in the category”.

It was further praised for its coherent approach to the “Fittleworth Way”, which

celebrates the great things that their staff do every day in showing genuine care and compassion for the clients they serve.

Peter Waller, HR Director at Fittleworth, said: “We are really proud of this achievement as it recognises the way our staff approach their work and it’s this approach that makes Fittleworth such a special company.”

Tool helps young people with back problems More than two-thirds of primary school children have reported experiencing back or neck pain over the course of one year, according to new research.

Sixty-four per cent of secondary schoolchildren have suffered problems over a similar period and almost 90 per cent of the children have not reported their pain to anyone.

The results appear in a questionnaire-based study drawn from interviews with primary and secondary school children.

The findings underline a growing concern among the medical community about the effects of computers, games consoles, smartphones and iPad-style tablets on young people’s developing bodies.

The research was conducted in Neath Port Talbot by Helena Webb, a leading paediatric physiotherapist at Morriston Hospital. In the study 204 children from the ages of 7-18 were questioned in an in-depth survey about their back care.

The findings contributed to the thinking behind a free e-learning tool which has been launched.

Healthy Working MOVE has been developed by Cardinus Risk Management in conjunction with Matt Birtles of the Health & Safety Laboratory, and Lorna Taylor, a paediatric physiotherapist with 12 years’ experience, and the founder of Jolly Back.

Healthy Working MOVE explains to young people how using electronic devices, carrying school bags and adopting different postures when working and relaxing can affect their bodies. It teaches them how to use technology comfortably and safely.

For more information, schools and colleges should telephone 020 7469 0200.

december/january 2013/14 business edge

12 sussex business awards

WINNERS REVEALED AT 25th SUSSEX BUSINESS AWARDS The winners of the twenty fifth Sussex Business Awards were announced at the Brighton Dome.

Five hundred of the county’s leading business people gathered to celebrate twenty five years of business excellence, many of whom were previous award winners themselves.

VIPs in attendance included Peter Field, Lord Lieutenant of East Sussex and Chairman of the Judges; Jason Kitkat, Leader of the Council and the Mayor of Brighton, Denise Cobb.

Presented by Countdown’s Rachel Riley, 15 awards were presented to the winning companies and individuals.

The Grand Hotel Brighton was the only company to win more than one category and took home two awards - Best Customer Service and the Most Sustainable Business.

A brand new category, the Award for Social Enterprise which was sponsored

by Legal & General, was made to The Big Lemon - a Community Interest Company founded in 2007 to develop a new fun, friendly, affordable and sustainable bus service. The Brighton and Hove Food Festival received a highly commended accolade for its work in attracting 160,000 residents and visitors to their 60 plus events throughout the year.

business edge december/january 2013/14

The International Business of the Year (sponsored by HSBC) was made to Scientifica who supply equipment to researchers into degenerative diseases in more than 30 countries around the world.

The Argus category, Best Boss of the Year went to the co-owners of Cheesmur Building Contractors, Terry Nitman and Steve Hayman, for their inspiring story of how they turned debts of over £650k into an £10m turnover company in less than five years.

Kevin Byrne, managing director of Checkatrade.com and last year’s Businessperson of the Year received the top accolade of Company of the year. Kevin said: “I have sat on the list of finalists for this category many times before. In the year that we celebrated one million customer reviews and approximately 500,000 website visits each month, I am delighted to be able to say that we are finally the Sussex Company of the year.”

The Award for the greatest contribution to charity was made to John Peel OBE. Presenting his award, the publisher of Absolute Brighton, Alan

Prior said: “John has been a driving force behind the Sussex Community Foundation, which has already awarded around £6 million in grants to over 1,500 community groups since it was founded in 2006. And as a managing director he turned a loss-making £3 million business into a highly profitable £65 million turnover success. A true example of a businessperson putting something back into the community.”

Peter Field, Lord Lieutenant of East Sussex Chair of the Sussex Business Awards judging panel for the third year commented: “I am really impressed at the resilience of our companies and individuals in the face of a slow economic recovery and to see that, far from just staying alive, all our entrants managed to develop their businesses and increase their market share.

“To me it proves that the timely and clever decisions they made while trading through the downturn has ensured that they held their nerve and are ready to take the advantage as the economy steps up another gear.

“Their stories and achievements are all remarkable, and it was only at the end of a very long day of debate that the final list of winners for the Awards emerged.”

sussex business awards 13

SUSSEX BUSINESS AWARDS WINNERS 2013 The Award for Best Customer Service The Responsible Business Award Sponsored by Domestic & General WINNER: The Grand, Brighton HIGHLY COMMENDED: Checkatrade.com RUNNER-UP: Classic Consulting

Sponsored by Checkaprofessional.com WINNER: Jurys Inn Brighton RUNNERS-UP: Basepoint, Clear Computing Ltd

The Award for Innovation in Business

The Small Business of the Year

Sponsored by Sussex Innovation Centre WINNER: Cash Bases Limited RUNNERS-UP: Madgex, Vent-Axia

The Award for Most Promising New Business Sponsored by Morrisons Solicitors WINNER: DevAssist Ltd RUNNERS-UP: Brighton Film School, Sussex Funeral Services

The Award for Leisure and Tourism Sponsored by Midnight Communications WINNER: Brighton Dome & Brighton Festival RUNNERS-UP: Fishers Adventure Farm Park, Swan House, The Eventa Group

The Boss of the Year Sponsored by The Argus WINNER: Terry Nitman and Steve Hayman, Cheesmur Building Contractors RUNNERS-UP: Kevin Byrne (Checkatrade. com), Nikki Gatenby (Propellernet)

The Award for the Most Sustainable Business Sponsored by Sussex Enterprise WINNER: The Grand, Brighton RUNNERS-UP: Jurys Inn Brighton, Pureprint Group Limited

The Healthiest Workplace Award Sponsored by The Montefiore Hospital WINNER: Domestic & General RUNNERS-UP: European Recruitment, Madgex

The International Business of the Year

Sponsored by Heart FM WINNER: ARCH-angels Architects RUNNERS-UP: PSM Instrumentation Ltd, Sciensus Ltd

The Social Enterprise of the Year Sponsored by Legal and General WINNER: The Big Lemon HIGHLY COMMENDED: Brighton & Hove Food and Drink Festival RUNNERS-UP: hiSbe Food CIC, Young Start-up Talent

The Sussex Businessperson of the Year Sponsored by Mazars WINNER: Andrew Hookway, extech RUNNERS-UP: Andrew Stenning (Searches UK), Terry Nitman and Steve Hayman (Cheesmur Building Contractors)

Sussex Company of the Year Sponsored by Morgan Sindall WINNER: Checkatrade.com RUNNERS-UP: Propellernet, The Eventa Group

The Entrepreneur of the Year Sponsored by Sussex Business Times WINNER: Alan Margetts (The Kitchen Store) RUNNERS-UP: Mark Bailey (Sciensus Ltd), Matt Turner (Creative Pod Ltd), Nicola Thomas and Richard Zinzan (ARCH-angels Architects)

The Greatest Contribution to Sussex Charity Sponsored by Absolute Brighton WINNER: John Peel OBE

Sponsored by HSBC WINNER: Scientifica WINNER RUNNERS-UP: Ambiental, Rainbo Supplies & Services Ltd

december/january 2013/14 business edge

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business edge december/january 2013/14

the expert 15

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

“How I can use social media successfully in my business?”

Expert: Derek Wright - Sussex Chairman, The Ultimate CEO, and proprietor of Kester House in Sedlescombe, an award winning B&B

answer

Derek Wright

Sussex Chairman for the Ultimate CEO programme

Social media is not a business tool to be used in a specific circumstance or marketing campaign. It is an essential part of every business to be use every day to promote your brand, values and drive customers to you. There are many formats with longevity - you don’t have to Tweet everyday.

It makes people talk about your business when you are not in the room. It makes you be a trend setter in your own market. It makes your employees appreciate they are part of a successful business and feel good about their jobs. It makes customers trust you and refer business. It makes suppliers and business contacts value your professionalism.

So how can you use social media to good effect. Taking my own B&B business in the tourism sector we use many forms of social media, including the usual suspects of Facebook, Twitter and Youtube. There are many more industry review blog and listing sites, Google plus for offers and location links, Pinterest to post pictures of your products, designs and finished work. Social media is to get people talking about you make it fun and informative Don’t forget your social media output must reflect the same quality and values your business website contains. It is no good having interesting Facebook pages or Youtube videos if your website is old and out of date. Social media is a conversation. It introduces customers to your business, builds trust and knowledge in a non-intrusive way in their own time. The result, if used properly, is that social media will drive customers to your business website to buy and commit to use your products and services.

Let’s look at some specific examples.

How can I get help with reducing crime for my business?

answer

The National definition of Business Crime currently being adopted is:

PC Claire Hart

Sussex Police.

“Business Crime is any criminal offence that is committed against a person or property that is motivated by the connection of that person or property to a business.”

Results from the 2012 Commercial Victimisation Survey show that there were an estimated 9.2 million incidents of crimes against businesses in the 12 months prior to the survey, equating to 13 incidents of crime per business across the four sectors

interviewed (Manufacturing, Retail and Wholesale, Transport and Storage, and Accommodation and Food).

The majority of incidents were experienced by businesses in the retail and wholesale sector (84%), who on average each reported experiencing nearly 20 incidents of crime in the 12 months prior to being interviewed. The vast majority of incidents these were theft related - e.g. shoplifting.

Although crime in general is on the decrease, it is widely recognised that business crime, for a long time has been under reported and sometimes not given the attention it deserves by Police.

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december/january 2013/14 business edge

16 fine print

Getting the sales pitch right High Performance Sales Strategies Author: Russell Ward Publisher: Pearson Price: £14.99 Sales, or the ability to sell, is increasingly recognised as one of the skills that could drive the growth needed to lift most Western economies out of difficult times.

However, it is still a profession that has very few recognised qualifications or standards, and even most universities and further education institutes fail to cover sales in their faculties.

That’s the message from a new book. Frustrated with the quality of sales training and the state of the sales industry, Russell Ward wrote High Performance Sales Strategies to explain the skills required in the Critical Hour, the point at which a sale is actually made.

Russell spent his entire career in sales and has sold everything from Christmas trees and carpet cleaning to helium balloons door-to-door and became European Sales Director of MAID Plc, developing a team of 165 salespeople across 13 countries.

He decided that the industry was failing to measure sales capability so set up Silent Edge, which has become one of the world’s leading brands in sales transformation and talent management.

High Performance Sales Strategies delivers a methodology that has been tried and tested by more than 30,000 individuals and has been recognised by The Cranfield School of Management and profiled in the Harvard Business Review.

It provides insights into the science, tactics, mindset and approaches behind winning new business.

Aimed at people who sell businessto-business, the book empowers individuals with a set of skills that will transform their results.

business edge december/january 2013/14

South East firms on - £5.6 Billion Worth Thirteen South East firms were among a delegation of UK companies on the largest ever trade mission led by a Prime Minister to China.

Trade and investment deals totaling over £5.6 billion and creating over 1,500 UK jobs have been signed between UK and Chinese firms during the largest ever trade mission led by a Prime Minister to China.

More than 120 British companies, including around 60 small and mediumsized UK firms, have made the trip to China, which aims to take the economic relationship between the two countries to a new level.

Announcements include Surrey Satellites Technology’s contract with Chinese partners Space Star Technology Company for a new satellite constellation worth £100 million.

Surrey-based firm Modern Water announced three key contracts during the trip. The firm has worked within China for five years, targeting water shortage, energy efficiency and environmental protection. Their contracts will benefit their business in the UK and additional

technical jobs are already being created at the firm’s Guildford Head Office.

Buckinghamshire-based Intercontinental Hotels Group (IHG) has signed contracts for 42 new hotels in Greater China so far this year, taking its total pipeline to nearly 180 hotels due to open in next three to five years. As a result, the company will recruit 110,000 people in Greater China over the next three to five years helping to safeguard hundreds of jobs in the UK. Surrey-based McLaren announced that in only three months of trading in China, they had exported 108 high-technology 12C sports cars and have taken more than 30 orders for the ground-breaking McLaren P1 – with a total export value of £45m.

McLaren anticipate that in future China may account for 10% of total McLaren sales – with an export value of over £50m per year.

Prime Minister David Cameron said: “Linking Britain to fast-growing

world view 17

Prime Minister’s China Mission Of Deals Signed In China markets like China is a vital part of the government’s plan to provide sustainable growth and compete in the global race.

“These announcements show the huge potential to increase business with China.

“We are determined to do all we can to throw open the door for British companies to benefit from China’s vast and varied markets, showcasing British business, particularly small enterprises, in China and highlighting investment opportunities.”

Lewis Scott, Director for UK Trade & Investment South East, said: “South East goods and services are in high demand in China as the excellent reputation of UK companies continues to give us the edge over our competitors.

“I was delighted to hear about the headline deal secured by Surrey Satellite Technology Ltd. We have worked with the firm for nearly ten years, assisting them with research and making high level contacts in target markets.

“This £100m deal in China will contribute not only to the growth of the South East, but to the growth of the whole UK economy.

“I look forward to seeing many more South East companies following their example in the upcoming weeks and months by making the most of these lucrative markets.”

Business Secretary Vince Cable said: “Increasing trade with China and other fast growing markets will help us to build a stronger economy. Our Industrial Strategy is providing the confidence for continued investment in key sectors of the UK economy.

“It is particularly encouraging to see increasing business today for the success story that is the UK automotive industry from companies like Jaguar Land Rover, Chang’An Automobile Co, Geely Automotive and McLaren. All are helping to create more private sector jobs outside of London.”

Trade Minister designate Lord Livingston said: “More and more UK companies are selling their products and services to China with exports almost doubling since 2009 - reaching more than £1 billion per month. The UK is one of the most open countries to Chinese investment and was the most popular

European destination for Chinese investment last year.

“The raft of deals shows that the UK and China truly are partners for growth - China’s growing appetite for British expertise proves that the UK is one of the most attractive inward investment destinations in the world.

“UK Trade & Investment stands ready to support companies of all sizes that want to take their first steps into this rapidly-expanding market and is actively showcasing all that the UK has to offer to Chinese companies looking for business opportunities overseas.”

Karren Brady, Vice Chairman of West Ham United, who formed part of the delegation, said: “I’m absolutely delighted to be part of this trade mission and have already seen the tangible benefits that such a trip can provide, especially to SMEs. SMEs are the engines of the economy and I’m so pleased that the Prime Minister has delivered for them during this ground-breaking trip”.

december/january 2013/14 business edge

18 what makes me mad

Nimbyism in a word! We all want prosperity for our region but clearly not in our back yard...

unfortunately we really do have to look at the bigger picture, at the moment it’s Gatwick Airport and the proposed second runway, are the ‘nay-sayers’ genuinely concerned for our living conditions?

If so what happens to the area if we lose the airport, it really doesn’t bear thinking about... how would we replace the jobs that would be lost, maybe not

business edge december/january 2013/14

initially but eventually the prosperity we’ve always enjoyed would be slowly destroyed.

I was born and brought up in the shadow of Gatwick Airport and have been very proud of the area and its’ ability to attract people from all over the country and the world at points. Through three recessions East and West Sussex have managed to maintain their stability and Gatwick Airport has played its’ part in that.

But what of the environmental concerns? Are we being told the truth, the whole truth and nothing but the truth? I really don’t know but surely there were concerns like this for the

Channel Tunnel and I know there were definitely concerns when Heathrow opened Terminal 4, should we stand in the way of progress or should we look to the future and watch the march of progress? I personally believe that we have to change and adapt to survive and I believe passionately that the 2nd Runway proposal for Gatwick is vital for the area and its’ economy. But don’t take my word for it – there are reports out there to back up or dismiss claims either way but if you care about the area and you want to continue to see its’ success then you should show your support for the proposal.

advertorial 19

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Stakrak Limited provide everything from practical advice and innovative design to in-depth CAD drawings and comprehensive site surveys. As specialists they are able to recommend any number of space-saving initiatives to companies in all sectors of industry that allow your business to function efficiently once again.

As well as all types of shelving and racking, they offer storage solutions for hazardous materials and gas cylinders.

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business matters 21

Sussex CCC and City College announce new partnership Sussex County Cricket Club and City College Brighton and Hove have joined forces to launch the ‘Sussex Student Partnership’, an initiative aimed at providing transformative and meaningful opportunities for local young people to raise and shape their aspirations.

Launched on November 7th at the County Ground in Hove, the Partnership is based on a shared commitment to providing young people with new opportunities to develop work-based skills, real experience and confidence in the workplace.

This will include Traineeships (pre-apprenticeship training), work experience, placements and collaborative Digital Media/ Photography projects.

“We’re absolutely thrilled with this partnership as it will really benefit local young people”, said Lynn Thackway, Principal of City College. “The team at Sussex County Cricket Club are so committed and supportive of our learners and we know that this partnership will go from strength to strength.”

“I’m delighted that City College and Sussex County Cricket Club are partnering on such an important and exciting initiative”, said Zac Toumazi, Chief Executive of Sussex Cricket.

“The Sussex Student Partnership will pave the way to provide support and meaningful opportunities for local people to flourish and progress. The relationship will not only benefit the students but will also benefit the Club in its pursuit of excellent client service. We look forward to working with City College, welcoming the students to The BrightonandHoveJobs.com County Ground and doing all we can to make our partnership the success it deserves to be.”

For Sussex CCC media enquiries, please contact Adam Matthews via 01273 827103 or email adam. matthews@sussexcricket.co.uk

China air service to continue London Gatwick Airport has announced that Air China will continue operating direct services between Gatwick and Beijing into summer 2014.

The airline began operating this four weekly non-stop service in May 2012, helping to broaden the UK’s trade links with this fast-growing developing market and giving passengers a real choice of departure points within the South-East.

Mr Wang Mingyuan, Senior Vice President and Chairman of Air China’s Commercial Committee, said: “Air China regards London as an important global market, and the economic and tourism prospects for China and the UK are positive. We are therefore pleased to reintroduce services to London Gatwick with whom we are developing a good strategic partnership.”

Stewart Wingate, London Gatwick Airport CEO said: “Demand between China and the UK is increasing and Gatwick has a very clear role to play in helping the UK remain one of the best connected cities anywhere in the world.

The London Gatwick – Beijing route has proved popular since its inception in May last year and so I am very pleased

that Air China has decided to continue operating this service into next summer.”

Air China will continue to provide a non-stop service from Gatwick to Beijing International Airport four times a week on the Airbus A330-200 aircraft.

Summer flights will start on 30 March and tickets are now on sale. * London Gatwick has welcomed Norwegian’s announcement that it will begin three new non-stop long haul services to North America from next summer. The routes include direct flights to New York, Los Angeles and Fort Lauderdale.

The announcement means passengers using London’s airports will have a real choice about who they fly to the US with, where from and, critically, have a choice of competitively priced, good-value fares starting from just £149 one way to New York, £179 to Fort Lauderdale and £199 to Los Angeles. These fares will be, on average, up to 50% cheaper than fares from Heathrow.

december/january 2013/14 business edge

All the Fun of the Unfair Do you earn enough? Yes? If you found someone in a position lower than you earning more than you would you think it unfair? Even if they earned four million and you earned only three million? It appears that what really nags at us is not what we earn as such, but how much more or less it is than our neighbour.

You are not alone in your concerns about fairness: the issue dates back almost to the beginnings of life on the planet. Bacteria, amoebas, even leguminous plants all behave as if they were making judgements about others’ fairness. Among humans we find a sense of fairness in young and old, rich and poor.

A balanced viewpoint will be sought at Fun Of The Fairness on March 2nd at the Brighton Science Festival. With guests Paul Moore (the ‘HBOS whistle-blower’), Richard Wilkinson (author of The Spirit Level), Caroline Lucas and a spread of scientists.

A week before that the Festival will be dealing with what happens when we try to make things fairer: conflict – all conflict, from sibling rivalry to road rage to problems at work (audience therapy from the British Association of Anger Management)…. Oh yes and a little matter of the First World War, whose centenary falls in 2014.

The Brighton Science Festival runs from February 15th to March 2nd.

Go to www.BrightonScience.com, or just google “Brighton Science Festival”.

Helping you get the best out of your local health and social care services.

For help and advice, or to share an experience, please contact us.

Phone: 0300 012 0122 Email: helpdesk@healthwatchwestsussex.co.uk Online: www.healthwatchwestsussex.co.uk Twitter: @healthwatchws Or call in at your local Citizens Advice Bureau in West Sussex

business edge december/january 2013/14

SOVEREIGN COMMERCIAL Installations Limited

Your Commercial Refurbishment & Construction Specialists ‘Pharmaceutical Contracting Specialists’

Why Training and Development Works In this specialist industry the requirements of building construction enter a whole new area. Building projects do need a specialist pharmaceutical contractor that understands the importance of particulate control, aseptic and gowning procedures and air handling, which is just a small part of it. You’ll find our team is experienced with the requirements for building all classes of clean-rooms to FDA and MHRA standards. They are highly skilled in the clean area building techniques and we ensure that all our work complies with good manufacturing practise (GMP) requirements.

Contact us for all building works and refurbishment relating to the pharmaceutical industry, you can trust us to deliver a top quality result.

www.sovereigncommercial.com T: 01323-763179 | F: 01323-763081 | E: info@sovcomm.co.uk

Commercial House, 13 Westham Business Park, Eastbourne Road PEVENSEY East Sussex BN24 5NP

Logistic Thinking Here at RT Page we follow a different approach to warehousing and distribution, one that recognises that in providing logistic support to your organisation we are part of the entire process of delivering satisfaction to your customer.

We know that to deliver the service you need we must understand your business, objectives, ethos and systems. Only then can we bring our 50 years of experience, knowledge and expertise to produce the most effective solutions. In conjunction with our strategic partners we will deliver a service that will reduce costs, improve the efficiency of your supply chain and contribute to your profitability.

Comprehensive Service

From our purpose built warehouses at Ford in Sussex, in conjunction with our strategic partners, we offer our customers a smooth, efficient service that integrates easily with their operations whether they are seeking:l Total Supply Chain Management l Warehousing l Transport l Distribution l Pick and Pack l or any of the other servies we offer We believe that success is based on real collaboration, trained, motivated staff who regards customers as colleagues, backed by effective IT system - to give you visibility and control over your stock - and, above all, a commitment to deliver! In short whatever you want to store, wherever you want to move it, by land, sea or air we can help.

All to often businesses around the world put a low value on the training and development of the people within the business. I say low value as when everyone is up against it training is the first thing to be ditched, even when research shows that the development of the people in the business is possibly the number one thing that will serve to turn things around.

You can’t turn on the news at the moment without hearing more bad news about the struggling state of the economy, rising debt and the human costs associated with keeping small and medium size businesses afloat. Yet a quiet revolution amongst discerning businesses looking for growth rather than survival has shown that simply by understanding and developing engagement across their business has an almost instantaneous impact on their bottom line. In fact, research shows that organisations achieving double-digit growth have extremely high levels of workforce and customer engagement. The quickest and most cost effective way to build engagement is by developing the people, the managers, leaders in the business.

I work with groups of managers in all sizes of organisations on a regular basis with varying levels of experience, skill and knowledge to manager a team and take them into High performance. The biggest thing I have noticed is that when a manager is able to understand the needs of an individual and make an objective decision about the best way to manage and develop that person then business benefits from high performance.

It’s not just about the intangible either, human resource is the number one cost to a business. Here are just a few tangible of the benefits to be had by developing the people in your business:18% Greater Productivity, 12% More Profitable, 12% Happier Culture & Better Engagement with Customers, 31% - 51% Greater Retention of Good Staff and Massive Savings in Recruitment, 27% Less Absenteeism/ Sickness, 62% Less Job Accidents, 51% Less Theft The figures speak for themselves. The only thing left to ask is what Training and Development are you doing? Or, what is the right Training and Development for your business right now to drive forward as a High Performing Team with continued growth and success.

Ric Hayden, Director - LearningCog Ltd

www.learningcog.com 0845 2179696

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Want to take on an Apprentice?

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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.

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business edge december/january 2013/14

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Effective communication is the key to success With everyone able to search and compare products and services so easily online, it’s important to get it right, from the content on your website, to your Facebook updates, blogs and tweets.

With 50% of the UK population now using mobile phones to interact on the web, 1.15 billion users every month on Facebook, 500 million twitter users, 300 million active users on Google+ and 200 million active users everyday logging into YouTube, it is vital that you are doing everything possible to ensure you and your business are communicating your messages and business aims in the right way. n To enhance your messages try and add value by talking about not only what you do but also why you provide the product or service to add an emotional connection to ensure your messages are engaging. n Use twitter to listen and interact with conversations and use to influence your customers. n When issuing a blog or release do not just send out once, re-use the content to share over different forms of social media and where appropriate in-print. n Think about your title for articles and blogs – what will your customers search for in Google to land on your page? n Use keywords throughout but be careful to make your content flow and sound natural.

Who is keeping track of communication in your business?

Are your key messages being delivered to your customers in an engaging way?

We have been writing effective content for a variety of industry sectors for many years. If you would like to talk further about your current methods of communication and your business needs please get in touch by emailing info@mediawordwaves.com or visit our website for our top tips www.mediawordwaves.com.

Lorraine Nugent Managing Director, Media Word Waves

Paul Smart, MD Compatibility Ltd

Run Your IT System from Cash-flow I understand that every business has different needs but fundamentally the issues are the same. You need the right IT system, at the right price, causing you the least possible hassle. And as a business imperative, it needs to work every day when you switch it on.

But what happens when it is time to replace your systems?

In tough times, or at any time, finding anything from £5,000 to £50,000 to replace systems and servers is a significant challenge. Allocating that much capital expenditure can put your business under a lot of pressure.

So, we are offering clients a brand new way of managing your long-term IT infrastructure. From January 2014, we will be rolling out our SYSTEMrent product which is a simple monthly fee-based option, rather than a cash-first outright purchase.

If you need a new server, backup solution, server software and up to 5 PCs, a traditional approach would cost around £7,000. With SYSTEMrent it’s £269 per month and that includes full maintenance and support.

If the hardware fails, we replace it free of charge. If you crash your system, we’ll fix it. It is all covered in your inclusive agreement.

It’s the solution that gives you complete peace of mind. If you think your system is creaking and you are interested in a brand new IT solution that you can manage through cash-flow, give us a call.

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december/january 2013/14 business edge

26 cover feature

Reeves Growth in Sussex Reeves, one of the major accountancy and financial services firms practising in the South East of England, has had particular success this year, and is delighted to announce they are growing their presence in Sussex by expanding and strengthening their corporate team at their Gatwick office.

One of the major additions to the team is Shirley Smith, a Corporate Partner at Reeves, who will now be working with the Gatwick office on a full time basis.

Being born in Sussex, having trained in Brighton and spent the majority of her 20 years accountancy career in the area, Shirley is delighted to be bringing her expertise back to the area. Shirley said “I am really enthusiastic to be working in the area on a full time basis again. My focus will be on using my expertise on helping businesses succeed, in particular in the International and Manufacturing sectors. I am really looking forward to working with such businesses in Sussex again”.

Lynne Harris, Managing Director of Trendco Hair Supplies based in Hove and valued client of Reeves comments; “I am delighted Shirley

will be focusing on Sussex again.

I’ve got such a good relationship with her and her team. I can just pick up the phone and call at any time. Recent advice and assistance I have received from Reeves has been invaluable to the expansion of our business”.

Reeves recent success this year includes winning an award for ‘Outstanding Client Service’ Award at the Kreston Worldwide conference in October 2013.

Kreston International is a worldwide network of accounting firms, operating in over 90 countries. Reeves won the Kreston award for the team’s work on behalf of their client, Rock-it Cargo USA LLC and its affiliates, subsidiaries, and divisions around the world, of which Shirley is part of the team.

Through its network of contacts around the world, Reeves has consistently looked out for the best interests of Rock-It Cargo. Reeves specialises in rapid response to its clients’ needs and we will continue to rely upon Reeves’ trusted advice in our global endeavours.

business edge december/january 2013/14

Steven M.Mattessich, Chief Financial Officer, at Rock-it Cargo, commented, “Through its network of contacts around the world, Reeves has consistently looked out for the best interests of RockIt Cargo. Reeves specialises in rapid response to its clients’ needs and we will continue to rely upon Reeves’ trusted advice in our global endeavours”.

On receiving the award, Shirley Smith commented; “I’m delighted that we have received this award that recognises our value to the Kreston network as well as our excellent client service”.

Further award success followed as Reeves were recently recognised as ‘Accountancy Firm of the Year’ at the M&A Awards. Paul Roe, Business Services Partner at Reeves’ Gatwick office, commented; “I was thrilled that Reeves won this prestigious award for our work on a range of outstanding and innovative deals in a challenging economic climate. The judges felt Reeves excelled at strategic input, quality of financial modelling and

Charlotte Hawkins, Clive Stevens, Managing Partner at Reeves, accepting the award and John Atkinson

cover feature 27

Reeves Gatwick team – Allan Pinner, Shirley Smith, Clive Stevens, Maxine Reid and Paul Roe Shirley Smith, Corporate Partner at Reeves with Lynne Harris, Managing Director of Trendco Hair Supplies

The Reeves team including Shirley Smith and Nigel Fright, Corporate Partner’s at Reeves with GB Freeski’s Head Coach Pat Sharples

speed of execution. We’re looking forward to further demonstrating these innovative solutions for clients throughout Sussex”.

Allan Pinner, Corporate Partner at Reeves’ Gatwick office comments; “Reeves are always keen to put something back into the community and we take part in many charity events in the area. As well as supporting Crawley Open House throughout the year by raising funds through various staff events, we also raise funds for other local charities.

This year these have included taking part in the ‘Manor Royal Monaco Challenge 2013’ raising funds for 13 local charities, taking part in a charity abseil and raising funds in various long distance running events”.

Reeves are also proud to help others in their journey to succeed, and are currently in partnership with GB Short Track, GB Freeski and Chemmy Alcott in the build up to the Sochi 2014 Winter Olympics.

Pat Sharples, Head Coach of the GBFreeski team commented, “I am very excited that Reeves have been added to our support team.

Reeves’ support has a major direct impact on our athletes and is vital as we work to help them achieve their peak potential over a packed upcoming competition season, whilst preparing for next February’s Winter Olympics. There’s a lot to think about on and off the slope, so the team at Reeves supporting our Freeski team will be immensely helpful, and I’m looking forward

to showing what we can achieve working together as a team”.

Reeves run complimentary technical seminars in the area to assist clients and Sussex businesses to succeed and have opened up invitations to all Sussex Enterprise members. Details of such events will be advertised through the Sussex Enterprise events calendar.

Clive Stevens, Managing Partner of Reeves said; “We’re proud to be part of the Sussex business community. Our office expansion in the area will provide us with a springboard for further growth in Sussex and Gatwick and we’re looking forward to sharing some of our successes locally”.

And just in case you’ve not heard, Reeves is delighted to remind members of our significant strategic merger with CLB Gatwick, formerly part of Haines Watts.

We see this as a perfect match, our new colleagues are highly experienced, they have a great reputation, and they share our focus on entrepreneurial business.

This undoubtedly enhances the service offering we can bring to local businesses, this is definitely a case of the whole being greater than the sum of the parts. Exciting times lie ahead.

december/january 2013/14 business edge

28 inspirational leaders

Creating a legacy for the Sussex economy Ron Crank Chief Executive Coast To Capital

When Ron Crank talks about the massive challenge facing him and his team, one word sums it up - legacy.

As the man tasked with leading Coast to Capital, the Local Enterprise Partnership (LEP) for Brighton and Hove, Lewes, Croydon, Gatwick Diamond and West Sussex, he sees a great opportunity to strengthen the area‘s economy and create jobs.

Ron also sees big challenges ahead. Driving the work to overcome them is a small but strong team with a shared vision, something that Ron says is crucial if LEPs are to succeed in delivering the Government‘s aim of economic growth.

He said: “The Government is pushing the LEP agenda and the key to success is having an experienced board and team - and we have both. Our aim is to see 100,000 jobs created over the next 25 years, and the team buys into our ethos and that makes my chief executive role easier. Together, with our partners, we can help to create, and leave, a fine legacy for this area. “ Ron came to the role following a career in business and in business support. Educated in Lancashire, he worked for Grand Metropolitan, Mecca Leisure where he managed an MBO for £8.5m. He has also worked at Lancashire County Cricket Club, has owned a hotel in the Lake District and established his own company, Signature Leisure, a food manufacturing business with over 100 staff and

business edge december/january 2013/14

a turnover of more than £5m.

After four years, Ron sold his share of that business and joined Business Link for London as a Senior Business Manager, before becoming the Director assigned to develop the London Business Support Network. In early 2005, he joined West Sussex County Council to develop an economic strategy.

His latest role as Chief Executive of the Coast to Capital Local Enterprise Partnership, focuses on strengthening the economy, developing employment opportunities and supporting devolved Government funding to achieve its objectives. This includes the facilitation of the Government’s Growing Places Fund and the European Structural and Investment Fund.

Ron is creating an environment of collaborative working to enable his team and partners to help re-balance the economy and to encourage private sector growth. “ Innovation emerges from an environment that supports shared aims and common goals”, says Ron. “This is true collaboration at work.”

The Government is pushing the LEP agenda and the key to success is having an experienced board and team - and we have both. Our aim is to see 100,000 jobs created over the next 25 years, and the team buys into our ethos and that makes my chief executive role easier.

inspirational leaders 29

“We are a strategic body and our job is to act as a channel between our region and Whitehall. To that end, we have made partnerships and strategic alliances at a local and national level. People in business, research and education are essential partners and our success relies on understanding how knowledge, ideas and skills are developed through collaborative networks.

“Take skills as an example.

We are talking to businesses to identify their skill requirements and are working with our further education colleges and universities to help ensure that they produce the kind of skill-sets that our local businesses need”.

“However, we have to see the bigger picture as well. That is what makes the job so interesting. Last night I was talking flood defences, today it’s the economy. We have

to take a strategic approach that considers all aspects of economic and infrastructure issues.”

Ministers have handed Coast to Capital responsibility for the delivery of EU and UK Government funds. To best identify how that money will be spent, the LEP team is currently producing a series of strategic economic plans for the Government, required by March 2014. Ron says: ”It is a tight timescale when you consider that the Government told us this Summer 2013 what they wanted.

In addition, the guidance changes, so we need to remain flexible and adapt to an evolving situation”.

“We are the channel for the Government and what we are seeking to provide is focus. Our vision is to see 100,000 jobs created in this area in the next twenty five years so, every time one of my team comes up with an

innovative idea, my first question is always how many jobs will it create?”

“We want to leave a legacy for our local economy. In the coming years, we want to create opportunities for our SMEs and we want to see every company in the area offering young people a work placement”.

“We also believe that expansion at Gatwick Airport should be seriously considered because of the economic advantage it can deliver through employment growth. However, we do recognise the need to consider the potential impacts of airport development on noise and pollution.”

“Our work is about identifying opportunities, then doing what we can to make things happen. It’s a big challenge.”

The business support portal of

Funding s Support s Advice and Guidance s Information s Mentoring

www.c2cbusiness.org.uk

december/january 2013/14 business edge

30 focus on auto enrolment

what does AutoEnrolment mean to you as an employer?

“I’m in!” “I’m in!” even Karen Brady and Theo Paphitis from Dragons Den say they are “in”.

You’ve seen the advert so what does Auto-Enrolment mean to you as an employer?

The Government has decided that we all need to save for our retirement, as the State Pension is not sufficient to live on and like Statutory Sick Pay and Maternity Pay etc the responsibility has been imposed on employers.

The advert makes it seem so simple - every employer will have to enrol their staff in a pension scheme and pay contributions into it. The idea is simple but the required procedures which every employer will have to follow have been made unnecessarily complicated.

As the official guidance runs to many hundreds of pages I can only give you a simple outline here.

When will I have to start AutoEnrolment?

Auto-Enrolment is being phased-in over several years, depending on the size of your payroll at 1st April 2012. The date your Auto-Enrolment duties starts is called your ‘Staging Date.’ The largest employers started in October last year.

Employers with 59-499 employees will start Auto-Enrolling their staff in 2014 and should have received notification of their Staging Date from the Pensions Regulator. If you do not know your Staging Date you can find out here http://www.thepensionsregulator.gov.uk/ employers/tools/staging-date.aspx.

business edge december/january 2013/14

How much will it cost Me? The minimum contributions are initially a total of 2% of earnings; the employer pays a minimum of 1% and the employee pays the balance. This will rise in two stages to a total of 8% (employer minimum 3%) in 2018.

Can I avoid Auto-Enrolment?

Believe it or not failing to carry out the new Auto-Enrolment duties is a criminal offence and you could be fined up to £10,000 a day! These penalties have carefully been set so that there is nothing to gain by simply paying a fine and not complying. Furthermore the penalty for persistent non-compliance is up to two years in prison.

Where can I get help?

The Pensions Regulator and the Dept of Work and Pensions have issued complementary guidance.

These can be found here http://www. thepensionsregulator.gov.uk/employers. aspx and https://www.gov.uk/ workplace-pension-toolkit. Even a quick glance will confirm that these procedures are tediously long and time consuming to understand, so all but the largest employers will need assistance from specialist Auto-Enrolment advisers.

What do I need to do before my Staging Date?

If you reach your Staging Date in 2014 you should already be progressing well with your preparations, if you are not then you need to act quickly as these procedures can take a long time to set up.

Here to get you started is a simple Action Plan: n Find out your Staging Date n Decide whether or not you want specialist advice n Assess your staff to see who you need to Auto-Enrol n Decide in principle the level of contributions you wish to pay n Calculate the cost to your business of paying the contributions and consider the effect that it will have on your business n Review any existing pension schemes to see it they are suitable and if necessary set up a new scheme n Set up and test data flow, payroll and payment procedures to ensure that the correct contributions are paid Robert Brown is Managing Partner of Tacit, which specialises in Auto-Enrolment support to employers.

Website: tacituk.com

focus on auto enrolment 31

Auto Enrolment Extensive guidance has been produced for employers by both the DWP and The Pensions Regulator but it is both extensive and, ‘written for professionals’!

RIDGEFORD CONSULTANTS LIMITED Pension & Employee Benefit Consultants Ian Williams FPFS CFPcm Chartered Financial Planner

T: 01403 267955 M: 07786 584584 E: ianwilliams@ridgefordconsultants.co.uk

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Experience to date suggests that the typical lead in period for an employer to prepare for auto-enrolment is anything up to 12 months. Have you started yet?

And it’s not just about paying a pensions contribution either.

Auto enrolment is about ‘process’ and ‘compliance’; the latter starting in earnest at your staging date when the fun really starts.

Get ahead of the game, and let us help you with an assessment while there’s still time to plan ahead.

Call Ian Williams FPFS, specialist employee benefits consultant on 01403 267955 for an initial appraisal, without obligation.

“Experience to date suggests that the typical lead in period for an employer to prepare for auto-enrolment is anything up to 12 months”

Would you like to promote your organisation?

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We have a mag for that British Chambers of Commerce

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Commerce Chambers of British

If you would like to promote your organisation in Business Edge magazine please contact Distinctive Publishing on 0845 884 2343 or email john.neilson@distinctivegroup.co.uk

See our full portfolio on: http://www.distinctivepublishing.co.uk/publications GX^\ )-

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december/january 2013/14 business edge

Byron House Slines Oak Road Woldingham Surrey CR3 7BH

EASING THE BURDEN OF AUTO-ENROLMENT l Are

you starting Auto-Enrolment this year?

l Are

you aware of what you need to do to comply with the regulations?

l Do l If

you have the time to study more than 700 pages of guidance?

not then you need a specialist Auto-Enrolment support service

We at TACIT have developed Auto-Enrolment solutions designed to make complying with the Auto-Enrolment legislation as easy as possible.

Our solutions are sufficiently flexible to meet the particular needs of each employer.

Every client will be advised by one of TACITâ&#x20AC;&#x2122;s highly-qualified partners For more information see: www.tacituk.com

For a free initial consultation please contact TACIT at: Tel: 01883 708308

focus on auto enrolment 33

A new dawn in the provision of pensions?

Auto-Enrolment should be heralding a new dawn in the provision of pensions for all, because for the first time all employers will have to provide a private pension scheme for their staff.

However for employers trying to cope with these new regulations it seems anything but a new dawn, as they try to grapple with these new requirements. It is absurd to think that even a family who employs a nanny or even just a cleaner have to comply with over 700 pages of official guidance.

The truth, for employers, is that AutoEnrolment is far more about compliance with regulations than about providing pensions.

Robert Brown of Tacit says ”AutoEnrolment should have been about providing pensions for everyone, instead the bureaucrats have turned it into an administrative and compliance nightmare for employers.”

Just when you thought that it could not become any worse, in November the Pensions Regulator issued their Defined

Contribution Code of Conduct for pension scheme trustees and backed it up with a new Compliance and Enforcement code.

With potential fines of up to £10,000 a day for not fully meeting all the Autoenrolment rules it is sobering to hear Andrew Warwick-Thompson, of the Pensions Regulator, saying recently about the DC Code: “I have very little sympathy for trustees who say, ‘it’s too difficult’.

Robert Brown says “Never before have employers been faced with such burdensome legislation. Never before has there been such a risk of being fined and never before has there been need for specialist advice and support.”

So where will employers go to obtain specialist help? Because of the amount and the complexity of the guidance, the majority of financial advisers, accountants and solicitors have been unable to commit

the time needed to understand the full implications of Auto-Enrolment. It is clear, therefore, that employers should look for support from firms with skilled, personnel who specialise in Auto-Enrolment.

Ian Williams of Tacit says, ”we at Tacit have spent many long days studying the guidance and assisting our clients on Auto-Enrolment. We have applied our experience with our clients to develop services for employers, which will make meeting the Auto-Enrolment requirements as easy as possible.”

It seems clear that the regulations desperately need a major overhaul to make compliance simpler so that employers can cope much more easily.

But until that happens employers must comply with the existing rules and most are going to need help to cope with them.

december/january 2013/14 business edge

34 focus on auto enrolment

The countdown is on for SME businesses and Auto Enrolment From Petra Griffiths, Director at PSG Financial Solutions Auto Enrolment will affect every Employer in the UK - Why? With a growing, but longer living population - simply we are not saving enough towards our retirement which are projected to be longer and the Government is seeking ways to reduce dependency on the State Pension. Currently, it is estimated that around 7 million people are not saving enough to provide sufficient retirement income. The significant shift though is that the onus is now on the EMPLOYER, not the employee.

What does this mean to employers?

It is now compulsory for employers to enrol and contribute for all their eligible workers into a workplace pension scheme.

A company’s staging date is phased from 2012 – 2018, but for the vast majority of SME businesses, the timeline of 2014 – 2016 is most likely to be when they are required to have their workplace pension in place. Doing nothing just is not an option and The Pension Regulator will ensure compliance and has the powers to make penalty fines in instances of noncompliance.

What do employers need to do?

A recent report by the Centre for Economic Business Research (CEBR) highlighted that SME firms will have to complete 33 different administrative tasks leading up to their staging date, with a typical timeline of 103 days towards this preparatory work, but the key stages for employers to go through broadly break down as:-

business edge december/january 2013/14

1. Know your Staging Date – find your staging date at www.tpr.gov.uk/staging 2. Assess your workforce – who is eligible?

Eligible jobholders are classified as Aged 22 to State Pension age, working in the UK and earning over £9,440 per year 3. Review your Pension Arrangements – there is qualifying criteria and minimum requirements 4. Communicate the changes to all your workers – all workers must receive written information, specific to them – a poster display in the workplace is not good enough!

5. Enrol your eligible workers who do not already have a qualifying scheme 6. Register with The Pensions Regulator and collect, retain and be able to produce at request core records 7. Contribute to your workers’ pensions Employers planning towards their workplace pension scheme is crucial and The Pensions Regulator recommends that employers start this process 12 - 18 months before their staging date.

I know my Staging Date, so what do I do now?

The Pension Regulator has plenty of information available on their website – www.tpr.gov.uk but it is anticipated that employers will look to professional Independent Financial Advisers for help.

At PSG Financial Solutions, we help and advise Employers’ understand the main issues specific to their business as

they make the key decisions in the lead up to their staging date. Our expertise on auto enrolment, along with access to administrative support tools allows us to advise employers on implementing good quality pension schemes for auto enrolment with confidence, with us supporting their business through each step and beyond.

For an initial discussion to find out how PSG Financial Solutions can help you through the stages of Auto Enrolment, or any other Financial Planning requirement, please contact us on 01273 579486, info@psgfinancialsolutions.co.uk or visit our website www.psgfinancialsolutions.co.uk We are holding a free Business Financial Planning Seminar (incorporating Auto Enrolment) on Thursday 16th January 2014 at the Amex Stadium, Falmer. Please contact us directly for further details on how to secure your place.

PSG Financial Solutions Limited (Registered Office 33, Neville Road, Peacehaven, East Sussex, BN10 8PE; registered in England & Wales No 08299218) is an appointed representative of Intrinsic Independent Limited and Intrinsic Mortgage Planning Limited, which are authorised and regulated by the Financial Conduct Authority. Intrinsic Independent Limited and Intrinsic Mortgage Planning Limited are entered on the FCA register (http://www.fsa.gov.uk/ register/home.do) under reference 217742 and 440718.

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FOR YOUR FAMILY, FOR YOUR BUSINESS, FOR YOUR FUTURE

36 Opinion

Autumn Statement: Solid and steady– but more still to do on business rates The British Chambers of Commerce (BCC) has delivered its verdict on the recent Autumn Statement delivered by the Chancellor of the Exchequer George Osborne.

John Longworth, Director General, said: “The Chancellor has in large part heeded business’s call for a steady Autumn Statement, rather than a grab bag of electoral giveaways. While Britain’s economy is improving, and our businesses report strong confidence, the UK is still some way from achieving the truly great economy we need.

“Business will be pleased that the Chancellor has finally acted on business rates bills after years of relentless increases that sucked the life out of businesses in all parts of the UK. The measures announced to curb business rate increases are positive, but not strong enough to boost companies’ cash flow and investment. The Chancellor should have been bolder, freezing business rates entirely until this pernicious tax can be properly reformed.

“Upgraded growth forecasts, lower borrowing forecasts, and increased business confidence are all indications that the UK economy is moving in the right direction. However, restoring stability to the public finances remains crucial to businesses.

The Chancellor must continue to restrain current spending, and prioritise resources on investment in infrastructure and on creating the most competitive environment for wealth creation and enterprise.”

business edge december/january 2013/14

Commenting on the latest forecasts published by the Office for Budget Responsibility, published in conjunction with the Chancellor’s Autumn Statement, David Kern, Chief Economist at the BCC, said: “The OBR forecast confirms that economic growth is much stronger than previously thought at the time of the March Budget. The projections of 1.4% for this year, 2.4% for 2014, and 2.2% for 2015 are on the cautious side, although the expectation that growth will slow in 2015 is also consistent with our view that the current spurt of growth will not continue at the present pace, so measures to boost growth are still needed, particularly around access to capital.

“The Chancellor has acknowledged that the structural deficit is still too high. We agree that it is important for further action to be taken to stabilise our public finances, in spite of the lower borrowing forecasts.”

ON BUSINESS RATES: The measures announced to curb business rate increases are positive, but not strong enough to boost companies’ cash flow and investment. The BCC has long called for action to make rate relief schemes work better for business – particularly those relating to empty properties.

The Chancellor has acknowledged that the structural deficit is still too high. We agree that it is important for further action to be taken to stabilise our public finances, in spite of the lower borrowing forecasts.

The announced changes will go a small way towards this, but only serve to illustrate how broken the current system is as a whole. While we welcome the intention to consult on longer-term reform, businesses have heard this all before. They want a solid commitment to reform, not another vague pledge.

Businesses will support the commitment to speed up valuation appeals, but will reserve judgment until they see improvements on the ground.

ON APPRENTICESHIP FUNDING: The Government will develop a model which uses HMRC systems to

Opinion 37

route apprenticeship funding direct to employers (consultation on the technical details and alternative funding route for the smallest businesses in early 2014).

Employers support the idea that they should have a greater say over how apprenticeship funding is used. At the same time, though, we are pleased that the government has listened to our warning that funding apprenticeships through the tax system may not be suitable for all companies. We support the concept for those companies that want to take greater control over apprenticeship funding, but there need to be alternatives for those who cannot take this task on.

Businesses already pay huge amounts to train their employees, both young and old. So we remain adamant that the training costs of the youngest apprentices should be met by the government in full as they are at present, with employers responsible for their wage and mentoring costs.

ABOLISHING EMPLOYER NICs FOR OVER 21s: From April 2015, employer NICs will be abolished for under-21s earning less than £813 a week (equivalent to the NICs upper earnings limit, matched to the income tax higher rate, which will be £42,285 in 201516) This measure will encourage many businesses to take on young people, as it will help reduce risk and cover

the costs of the additional training that under-21s so often require in the workplace. Abolishing employer NICs on under-21s will open up new opportunities to those entering the labour market straight from school and college.

However, we are concerned that some companies might find it difficult to keep these young people on after their 21st birthdays, when employer National Insurance contributions would kick in. We would urge the government to consider some sort of taper, so that we avoid seeing people who are hired at 18 or 19 let go when they reach 21. A taper would also mean that over-21s are not disadvantaged in the job market.

ON ENERGY SECURITY: Energy security remains a huge priority for British businesses.

We welcome new tax allowances that will help kick-start start the exploration of onshore oil and gas, including shale gas. All energy sources must be investigated as serious contributors to our national energy needs. Britain must continue to support its oil and gas sector, both on-shore and off-shore, as well as investing in new nuclear and renewables.

ON EXPORT SUPPORT AND BUSINESS FINANCE: The doubling of the amount of business that UK Export Finance can support is a welcome boost to British exporters. We would like

to see its regionally-based export finance advisers working hand-inglove with Chambers of Commerce, which are the premier private sector providers of export support.

“If the Government can take the hugely positive step to back British exports to the tune of £50bn, it should also back the British Business Bank at a similar scale – to ensure we have access to finance for today’s growth companies, who will become tomorrow’s export champions.”

ON INFRASTRUCTURE: The Chancellor’s comments, which follow the announcements on the revised National Infrastructure Plan, are welcome. But the government’s commitment to improving the UK’s outdated infrastructure can only be properly judged when projects are being built, rather than by the number of aspirational strategies produced.

All too often new infrastructure projects are promised and not delivered. Business is counting on government to finally break that cycle, by ensuring that the infrastructure projects that underpin business growth go from the drawing board to reality on the ground.

A link to the Autumn Statement document can be found here: https://www.gov.uk/ government/publications/autumnstatement-2013-documents

december/january 2013/14 business edge

38 chamber benefits

Membership Benefits Mailserve

Chamber Vehicles

This Service is provided in partnership with MailServe, based in Haywards Heath.

Every member that signs up receives a free starter pack that consists of an ink cartridge, a full box of labels and £50 worth of free postage. This has a total value of £194.99.

Vehicle leasing for both businesses and private individuals. n Fleet management software FleetCheck.

n Franking offers savings of between 17p per item and as much as £1.40 for packets/parcels.

n Free fleet audit.

n Current lease will be looked at to identify all payments being made. n Full postal audit to identify each company’s exact requirements. n Minimum of 2 offers, one of which will be a cost reduction compared to current payments. n Cheque provided to settle outstanding payments on current lease agreement(s). n New Royal Mail license implemented, and installed and full training with new equipment. n Guaranteed same day service call back.

n Protection cover with GAP and RTI Insurance. n Maintenance and accident management.

Telecoms n Cheaper calls guaranteed. n Up to 65% cheaper than BT’s line rental. n Free line installations available. n Calls billed to the tenth of a penny. n 24/7 Fault reporting.

Over 5,000 businesses currently benefit from using Focus Telecom for their calls and lines. You may think you are already getting a good deal on your telephone bill, but by taking the time to speak to one of our account managers, you will find that we can save you money by switching to us as your provider.

AXA PPP Medical Insurance Direct savings through subsidised Sussex Enterprise membership (50%) or cash back on premiums (10%).

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

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

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

Fund Finder Tool Access over 3,000 funding opportunities Regus Preferred Card Access to 1,500 business lounges globally, further information to follow soon.

n Contract comparison meeting.

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.

contact

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

business edge december/january 2013/14

chamber benefits 39

Training Courses Communication & Assertiveness Skills When: 09:30am – 16:30pm 15th January 2014 Where: Sussex Enterprise, Burgess Hill Almost everyone in business needs to be able to communicate effectively to get things done. Technology often makes us more distant rather than helping us build rapport and be fully understood. This course helps staff and managers practise avoiding appearing aggressive or submissive to others. It helps them recognise the triggers for aggressive and submissive behaviour in themselves and others so they can chose an assertive response.

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.

Effective Supervision & Team Leadership When: 09:30am – 16:30pm 27th January 2014 Where: Sussex Enterprise, Burgess Hill

Delegates are given tools and techniques for dealing assertively and constructively with difficult behaviours in the workplace, leading to more positive outcomes. All in all it’s a course few can afford to miss if they value building better, more productive relationships in work and life.

It has often been said that the biggest challenges a manager faces come when they first transition into a supervisory or team leadership role. First line management requires a very different mind-set to any operational role and requires a very different skill set. This course will support supervisors, both new and experienced, to focus on how to successfully lead their teams (rather than just keeping their heads down and trying to do most of the work themselves).

Classification of Goods Using Commodity & Tariff Codes

Effective Time Management and Personal Effectiveness

When: 09:30am – 12:30pm 17th January 2014 Where: Sussex Enterprise, Burgess Hill

When: 09:30am – 16:30pm 10th February 2014 Where: Sussex Enterprise, Burgess Hill

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. Increasingly security procedures at ports of exit/entry are being linked to commodity and tariff codings

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.

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.

Successful Selling Skills

An Introduction to Export Procedures When: 09:30am – 16:30pm 20th January 2014 Where: Sussex Enterprise, Burgess Hill 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.

When: 090am – 16:30pm 19th February 2014 Where: Sussex Enterprise, Burgess Hill You know you have the right product or service, now all you have to do is translate this into money in the bank through your sales. Sales does not need to be pushy, annoying and manipulative. If fact to be really effective you need to build genuine strong relationships with customers and find ways to meet their needs for repeat business and referrals.

This course helps you to perfect the full sales cycle from introduction through to agreeing a deal with your customer.

It is suitable both for new and experienced salespeople and will equip them with new tools and a strong sense of purpose, confidence and motivation to get income rolling in.

The course is designed to provide an overview of the Terminology, Procedures and Documentation used in

contact

For additional information on any of the above member benefits, please visit our website www.sussexenterprise.co.uk or call 0844 371 5404 december/january 2013/14 business edge

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Southern Investment Network Limited Bringing Equity Investment to Small and Medium Sized Businesses Based In The South of England

Unable to achieve your business aims through lack of cash?

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Southern Investment Network have built a network of business investors (‘Business Angels’) who are looking to invest privately into small and medium sized businesses.

They aim to assist SMEs in any business sector who are seeking funding for:

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42 focus on finance

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Sheencroft House, 10-12 Church Road, Haywards Heath, West Sussex RH16 3SN.

When responding to this advertisement please quote “Sussex Enterprise” Xl^ljk&j\gk\dY\i )'(* Ylj`e\jj \[^\

Call us today on 01243 776938 to book your F REE meeting and see how we can help to ensure you and your business succeeds!

KƵƌ ĞdžƉĞƌƚ ƚĞĂŵ ĂƌĞ ŽŶ ŚĂŶĚ ƚŽ ƉƌŽǀŝĚĞ LJŽƵ ǁŝƚŚ ŵŽƌĞ ƚŚĂŶ ũƵƐƚ ƚŚĞ ĮŶĂŶĐŝĂů ŝŶĨŽƌŵĂƟŽŶ LJŽƵ ĞdžƉĞĐƚ ĨƌŽŵ ŚĂƌƚĞƌĞĚ ĐĐŽƵŶƚĂŶƚƐ͘ Ɛ ǁĞůů ĂƐ ƚĂdžĂƟŽŶ͕ ĂĐĐŽƵŶƚƐ ĂŶĚ ĂƵĚŝƚ ƐĞƌǀŝĐĞƐ͕ ǁĞ ĐĂŶ provide: Ύ &ƌĞĞ ƚƌĂŝŶŝŶŐ ŝŶ ƚŚĞ ĮƌƐƚ LJĞĂƌ ƚŽ ŐŝǀĞ LJŽƵ ĐŽŵƉůĞƚĞ ĮŶĂŶĐŝĂů ĐŽŶƚƌŽů Ύ /Ŷ ŚŽƵƐĞ WĂLJƌŽůů ĂŶĚ ŽŽŬŬĞĞƉŝŶŐ Žƌ ϭ ƚŽ ϭ WĂLJƌŽůů ƚƌĂŝŶŝŶŐ Ύ hƉ ƚŽ ĚĂƚĞ ƚƌĂŝŶŝŶŐ ŽŶ ^ ' ĂŶĚ DĂŶĂŐĞŵĞŶƚ ĐĐŽƵŶƚƐ Ύ &Ƶůů ƐƵƉƉŽƌƚ ĨŽƌ LJŽƵƌ ďƵƐŝŶĞƐƐ͛ ĚĞǀĞůŽƉŵĞŶƚ Ύ WƌĞͲĂƌƌĂŶŐĞĚ ĮdžĞĚ ĨĞĞƐ ƐŽ LJŽƵ ĐĂŶ ďƵĚŐĞƚ ǁŝƚŚ ƉĞĂĐĞ ŽĨ ŵŝŶĚ ĂŶĚ ŵŽŶƚŚůLJ ƉĂLJŵĞŶƚ ƉůĂŶƐ

ƚĂůŬ͗ 01243 776938 write: ŝŶĨŽΛũĂŵĞƐƚŽĚĚĂŶĚĐŽ͘ĐŽ͘ƵŬ read: ǁǁǁ͘ũĂŵĞƐƚŽĚĚĂŶĚĐŽ͘ĐŽ͘ƵŬ :ĂŵĞƐ dŽĚĚ Θ Ž͗ ϭΘϮ dŚĞ ĂƌŶ͕ KůĚǁŝĐŬ͕ tĞƐƚ ^ƚŽŬĞ ZŽĂĚ͕ ŚŝĐŚĞƐƚĞƌ͕ tĞƐƚ ^ƵƐƐĞdž͕ WKϭϴ ϵ

Monks 180 x 110_Layout 1 29/11/2013 13:17 Page 1

Get the plain-spoken business advice … but without the meter running Cabbies are famous for offering a frank opinion on all subjects - when you’re paying for the time. But when you talk to Monks about your business you’ll not only receive informed and dependable professional advice, but also a completely free initial business review and ongoing responsive support that won’t be added to your bill.

You’ll find that Sarah Fitzgerald and Chris Boustead are ready to discuss finance, business procedures and tax planning in plain English that helps to make the options clear and understandable.

So you get the knowledge without the bumpy ride!

Monks

Chartered Accountants and Business Advisers

The Stables London Road Cottages Arundel BN18 9AU

info@monksaccountants.com

01903 883 884

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.

A J Mobility Ltd 17 North Crescent, Hailsham, East Sussex BN27 3JF Martin Dixon 01323847250 martin.dixon@ajmobility.co.uk www.ajmobility.co.uk ABC International Bank PLC Arab Banking Corporation House, 1-5 Moorgate, London, London EC2R 6AB Paul Harle +44(0)0207 766 4000 paul.harle@arabbanking.com www.arabbanking.com ABN Amro Commercial Finance 10-12 Church Road, Haywards Heath, West Sussex RH16 3SN Phil McLeod +44(0)01444 441 717 phillip.mcleod@ abnamrocommercialfinance.co.uk Ardington Hotel 30-38 Steyne Gardens, Worthing, West Sussex BN11 3DZ Richard Margaroli 01903230451 richard@ardingtonhotel.co.uk www.ardingtonhotel.co.uk Assured Asset Finance Sion House, The Hyde Business Park, Brighton, East Sussex, BN2 4JE Michael Bolland +44(0)08700844044 mbolland@aafmail.com

contact

BN Thermic 34 Stephenson Way, Crawley, West Sussex RH10 1TN Lisa Westwood 01293547361 lisa.westwood@bnthermic.co.uk www.bnthermic.co.uk Bright â&#x20AC;&#x2DC;nâ&#x20AC;&#x2122; Shiny Oven Cleaners 32 Overhill, Southwick, West Sussex BN42 4WN JeffThomas +44(0)01273 245385 info@brightnshinyovencleaners.co.uk www.brightnshinyovencleaners.co.uk Brighton & Hove Bus & Coach Co Ltd 43 Conway Street, Hove, East Sussex BN3 3LT Martin Harris +44(0)01273886200 martin.harris@buses.co.uk www.buses.co.uk

Buxted Park Hotel Buxted Park, Buxted, Uckfield, East Sussex TN22 4AY Abi Stevenson +44(0)01825732711 acstevenson@handpicked.co.uk www.handpicked.co.uk/buxtedpark Cascade Clamps Ltd Unit 3, Rutherfords Business Park, Marley Lane, Battle, East Sussex TN33 0TY Andrew Munro 01424777102 andy@cascadeplc.co.uk www.cascadeclamps.co.uk Castleham MOT Test Centre Ltd 45-47 Manor Road, Hastings, East Sussex TN34 3LL Mark Orford +44(0)01424436414 castlehammot@btconnect.com www.castlehammottestcentre.co.uk

Certas Energy 9 Colwood Lane, Warninglid, Haywards Heath, West Sussex RH17 5UE Rose Beet +44(0)7771678674 rose.beet@certasenergy.co.uk www.gb-oils.co.uk City College Brighton and Hove Room No 908, City Business Skills, Pelham Street, Brighton, East Sussex BN1 4FA Donna Keenan +44(0)01273667788 dk1@ccb.ac.uk www.ccb.ac.uk Crawley Town Football Club Ltd Broadfield Stadium, Brighton Road, Crawley, West Sussex RH11 9RX Ewan Dunlop 01293410000 ewandunlop@crawleytownfc.com www.crawleytownfc.com Get Waisted Boutique 98b High Street, Steyning, West Sussex BN44 3RD Toni Pickles +44(0)01903812992 toni@getwaisted.co.uk www.getwaisted.co.uk Glide Training 5 Green Mews, The Green, Southwick, West Sussex BN42 4D2 Jane Hames +44(0)07771517344 jane@glidetraining.com http://www.glidetraining.com/

SUSSEX ENTERPRISE 0845 67 888 67 www.sussexenterprise.co.uk

business edge december/january 2013/14

new members 45

Haywards Heath Golf Club High Beech Lane, Haywards Heath, West Sussex RH16 1SL Graham White +44(01444)01444 414457 secretary@haywardsheathgolfclub.co.uk www.haywardsheathgolfclub.co.uk Hit Training 85 Dyke Road Avenue, Hove, East Sussex BN3 6DA Jon Clay 07984501131 jon.clay@hittraining.co.uk ISO-IMS Solutions Ltd 25 Farm Close, Portslade, East Sussex BN41 2HP Terry Westley +44(0)07908151911 terry.westley@iso-ims.co.uk htttps://iso-ims.co.uk Janeâ&#x20AC;&#x2122;s Events Unit 2 Lower Ham Farm, Ham Lane Oving, Chichester, West Sussex PO20 2BT Jane Sterck +44(0)1243 538456 jane@thegardenshowonline.com www.thegardenshowonline.com JIS Europe Ltd Unit 2, Nash Lane, Scaynes Hill, Haywards Heath, West Sussex RH17 7NJ Richard Thelwell +44(0)1444831200 richard@jiseurope.co.uk John Hall Consulting 113 Limmer Lane, Felpham, West Sussex PO22 7LR John Hall +44(0)1243 587385 john.hall@johnhallconsulting.co.uk www.johnhallconsulting.co.uk

Kaycee Veterinary Products Unit 14, Enterprise Park, Lewes Road, Lindfield, Haywards Heath, West Sussex RH16 2LH Sam Sesemann +44(0)1444482888 sam@kaycee.co.uk www.kaycee.co.uk KMG Independent Ltd Rough Beech Court, Dowlands Lane, Smallfield, Surrey RH6 9SD Yanna Peck +44(0)01342 840100 yanna@kmg.co.uk www.kmg.co.uk Latest Homes Ltd Unit 1 Level 5 North New England, House, New England Street, New England Street, Brighton, East Sussex BN1 4GH Angi Mariani 01273818150 angi@thelatest.co.uk www.thelatest.co.uk MBA Surveys 36 Cuckmere Road, Seaford, East Sussex BN25 4DJ Martin Ball +44(0)01323 891600 admin@martinballassociates.co.uk http://www.martinballassociates.co.uk/ McIndoe Surgical Centre Ltd Holtye Road, East Grinstead, West Sussex RH19 3EB Ian Harper 01342330300 ian.harper@macindoesurgical.co.uk www.mcindoe/surgical.co.uk

Paul R Palmer Ltd The Old Market House, 72 High Street, Steyning, West Sussex BN44 3RD Paul Palmer +44(0)07969562516 paul@paulrpalmer.com www.IconBusinessSolutions.co.uk Penton UK Ltd Unit 2 Teville Industrials, Dominion Way, Worthing, West Sussex BN14 8NW Kevin Tester 01903215315 kevin@pentonuk.co.uk www.penton.co.uk R H & R W Clutton 92 High Street, East Grinstead, West Sussex RH19 3DF Andrew Barton +44(0)c AndrewB@rhrwclutton.co.uk www.rhrwclutton.com Rossetts Commercials Meadow Road Industrial Estate, Worthing, West Sussex BN11 2RU Perry Reeves +44(0)01903 223401 perryreeves@rossetts.co.uk www.rossetts.co.uk RS Components Ltd Unit 2b, Old Brighton Road, Lowfield Heath, Gatwick, Crawley West Sussex RH11 0PW John Rooney +44(0)0845 850 9900 john.rooney@rs-components.com www.rs-gatwick@rswww.com

Judith Norris Ltd Wordsworth House, High Street, Ticehurst, Wadhurst, East Sussex TN5 7BQ Judith Norris

Metro Bank 1 Southampton Row, London, London WC1B 5HA Brian Quinton

Rugged Display Products Ltd 62 Victoria Road, Burgess Hill, West Sussex RH15 9LR Adrian Beach

01580201888 judith@judithnorris.co.uk www.judithnorris.co.uk

+44(0)0345 08 08 505 Brian.Quinton@metrobank.plc.uk https://www.metrobankonline.co.uk/

+44(0)01444245123 abeach@rdphealth.com www.rdphealth.com

contact

SUSSEX ENTERPRISE 0845 67 888 67 www.sussexenterprise.co.uk december/january 2013/14 business edge

46 movers and shakers

Napier Partnership prospers B2B technology PR and marketing agency Napier Partnership, has promoted Debbie Norton from senior account manager from her recent role as account manager.

This promotion comes at a time of expansion and growth for Napier, with the company announcing a further promotion and new hire.

Debbie joined the agency as account manager in 2006, and has since used her extensive knowledge of the industry to demonstrate tangible success for a portfolio of clients, including LEM, Crowcon, and Marachel.

As a Senior Account Manager, Debbie will continue driving campaigns for Pan-European clients in the Electronics, Information Technology and Industrial Automation sectors.

Further moves to strengthen the Napier team include the promotion of Jess Baker to account manager and the recent hire of Jill Wakeford, who will manage Napier’s financial operations, including handling payments to over 30 countries.

Jess began her career at Napier in 2011 as a marketing intern, being recruited as a marketing specialist upon graduating from the University of Chichester in 2012. Jess’ dedication and hard-work on accounts such as Panasas and Future Electronics, pays testimony to her position as account manager.

business edge december/january 2013/14

From Apprentice to Account Executive in one year for go-getter Katy A Digital Media Apprentice who City College Brighton and Hove’s City Apprenticeships team placed with an expanding local Digital Media company this time last year has been made an Account Executive at the company on completion of her apprenticeship.

In September 2012, Katy Knight (19) became part of SeeThat’s team providing Video Agency Services, Digital Video Production & Video Editing for clients in Brighton, London, Cardiff and Manchester and her apprenticeship ran in tandem with the company’s in-house training programme, the SeeThat Academy.

She impressed her employers so much with her confidence and skills that they decided that she was ready to take on responsibilities such as managing live projects with high-profile organisations and liaising with the client & production team to create and deliver projects. Katy is also taking on office management responsibilities within the company.

City Apprenticeships Recruitment Consultant Nicole Bass, who originally arranged Katy’s apprenticeship at

SeeThat, said: “Katy’s maturity and work ethic was evident from the outset and I think she’s a fantastic ambassador for apprenticeships in general. With commitment and the right attitude, it can clearly be a stepping stone to a successful career in your chosen profession.”

“The SeeThat Academy was created to attract talented young individuals such as Katy and provide them with the skills and knowledge to progress into a full role as the company continues to grow”, said SeeThat Managing Director, Tim Jarvis. “Katy has helped organise and manage some high-profile projects including an ongoing series of videos with Great Ormond Street Hospital and we’re delighted that she’s graduated from her apprenticeship into a full-time role.”

“Working within a growing company like SeeThat has given me a huge insight into the media industry and the career I wanted to achieve”, said Katy. “I received so much input from the team which has definitely contributed to how much I’ve learnt and my promotion within the company.”

For more information on apprenticeships, visit City Apprenticeships at the City Skills & Jobs Shop on 6 Queens Road by the Clock Tower, email cityapprenticeships@ccb. ac.uk or call 01273 667771

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WE TAKE THE TIME TO HELP PROPERLY PLAN YOUR FUTURE

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.

december/january 2013/14 business edge

48 diary

Sussex Enterprise Networking Events Premier Event Premier Breakfast This event will provide you with a great opportunity to network with other prominent business leaders from the county. Not to be missed.

When: 14th February 2014 07:30 – 10:00am Where: Newhaven, Venue TBC soon

Be The Business Roadshow Gatwick Diamond When: 6th February 2014 9:30am - 5:00pm Where: Civic Hall, Crawley

Be the Business - Boot Camp When: 8th February 2014 10:00am, Saturday February 8th - 4:30pm Where: Dome, Bognor Regis

Contact

Breakfast Networking Event How to get Business from Talks and Presentations If you want to get more clients by public speaking – this event is for you! Many people want to promote their business by speaking to audiences, however very few know how to do this in a way that gets new clients consistently.

When: 11th February 2014 7:30am - 10:00am Where: Venue TBC

Be The Business Roadshow Bognor Regis When: 11th February 2014 9:30am - 5:00pm Where: University of Chichester, Bognor Regis C

East Sussex Lunch Club The first of our regular and very popular lunch events in 2014. Please see the website for further details.

When: 20th February 2014 12:30 – 3pm Where: East Sussex, venue TBC soon

Sussex International Trade Forum There’s never been a better time to trade internationally. And whether you’re completely new to exporting, have some experience, or are looking to expand a well established range of global markets and services, there’s always more you can do to increase your bottom line. Our events will be brimming with expert speakers and businesses sharing their experiences.

When: 27th February 2014 5:45pm - 8:30pm Where: Eastbourne, venue TBC

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

business edge december/january 2013/14

diary 49

TRAINING COURSES Using Documentary Letters of Credit, Drafts & Bills When: 09:30am – 16:30pm 24th February 2014 Where: Sussex Enterprise, Burgess Hill The use of Letters of Credit has increased significantly by UK exporters and importers because of the global economic situation, political insecurity in some markets and the withdrawal of credit insurance cover.

This course is suitable for both importers and exporters. The content will be relevant to field and office based sales staff, purchasing staff, shipping and despatch personnel, accounts and finance staff, customer services, freight forwarders. No previous knowledge or experience is necessary and it will be suitable for experienced personnel who require an update on the latest rules.

People & Team Management When: 09:30am – 16:30pm, 12th March 2014 Where: Sussex Enterprise, Burgess Hill This course is designed for managers who would like a solid grounding in people management best practice.

The content lays the foundations for strong manger/staff relationships, ensuring that they know how to focus on doing their people management job well and can deal with more difficult situations.

Inward Processing Relief When: 09:30am – 12:30pm, 20th March 2014 Where: Sussex Enterprise, Burgess Hill 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 alternative available. It will look at the options available within IPR, the methods of operation and compliance with Customs requirements

Exporting - Understanding the Paperwork When: 09:30am – 16:30pm, 24th March 2014 Where: Chatsworth Hotel, Worthing Problems associated with Export Documentation will often lead to delays in getting goods to customers, increased costs and charges, and a breakdown of goodwill between seller and buyer.

Changes to regulations and requirements often pass unnoticed or are misunderstood.

HM Revenue and Customs require exporters to demonstrate documentary compliance with security and customs regimes, even if they choose to outsource the shipping function to agents or forwarders or delegate logistics to the buyer under ex-works terms or similar. Non compliance risks delay in the supply chain and the possibility of financial penalty.

Customer Service Excellence When: 09:30am – 16:30pm, 14th April 2014 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.

People & Team Management - Stage 2 When: 09:30am – 16:30pm, 22nd April 2014 Where: Sussex Enterprise, Burgess Hill This course builds on the topics covered in Stage 1 to give a more complete overview of people management best practice.

These topics can also be seen as more advanced or involved for experienced managers.

A Foundation Course in Importing When: 09:30am – 16:30pm, 28th April 2014 Where: Sussex Enterprise, Burgess Hill The seminar will offer practical guidance on the latest procedures, terminology and documentation required for successful importing. It will highlight some of the pitfalls that often cause importers to incur unnecessary costs and delays in arrival of goods and suggest some ways of avoiding these.

It will examine Customs rules and compliance procedures and look briefly at some of the duty reliefs available. A summary of The New Incoterms® Rules 2010 will be included.

The course is aimed at those new to IPR; Experienced staff who wish to update their knowledge and those responsible and concerned with their company’s compliance procedures.

Contact

For additional information on any of the above training courses, please visit our website www.sussexenterprise.co.uk or call 0844 371 5405 december/january 2013/14 business edge

50 new members continued Safi Cleaning Services Ltd 249 Junction Road, Burgess Hill, West Sussex RH15 0NX Frank Woollard +44(0)01444 253103 saficleaningservices@ btconnect.com www.saficleaningservices.co.uk Servecorp Ltd 70 Victoria Road, Burgess Hill, West Sussex RH15 9LH Amanda White 01444239052 amanda@servecorpsvs.com www.servecorpsvs.com Sussex Grange 14 Vincent Road, Selsey, Chichester, West Sussex PO20 9DH Tom Jameson +44(0)01243606262 tjameson@sussexgrange.co.uk www.sussexgrange.co.uk Tacit Financial LLP Byron House, Slines Oak Road, Woldingham, Caterham, Surrey CR3 7BH Robert Brown +44(0)01883 708308 robertbrown@tacituk.com www.tacituk.com The Effective Marketing Company Unit H, KBF House, 55 Victoria Road, Burgess Hill, West Sussex RH15 9LH Martin Henley 01273467606 martin.henley@ effectivemarketingcompany.co.uk www.effectivemarketingcompany.co.uk Titan Maritime (UK) Ltd New Road, Newhaven, East Sussex BN9 0HE Louise Baker 01273515555 louise.baker@titansalvage.com www.titansalvage.com X-Country Ltd Peregrine House, Ford Lane Ford, Arundel, West Sussex BN18 0DF Gillian Reid +44(0)07500 725626 gillian.reid@x-country.com You Become Ltd 24 Pennington Drive, Weybridge, Surrey KT13 9RU Mike Turner +44(0)01932 888 489 admin@youbecome.com www.youbecome.com business edge december/january 2013/14

From garage to global: firm hits £4milion global sales A Worthing firm that started life in a spare room 30 years ago has announced global sales of £4 million.

The news came during UK Trade & Investment’s (UKTI) biggest ever national Export Week, a campaign designed to help businesses and the economy to grow by encouraging firms to start exporting or to expand their export activity.

It also coincided with a new national campaign, Exporting is GREAT, targeting almost 3 million people with the ambition to generate 3,000 appointments with locallybased UKTI advisers.

From checking the temperature of a Starbucks Panini to an award-winning cake on a prime time TV programme, Worthing company Electronic Temperature Instruments Ltd has been at the forefront of food safety since 1983.

The firm’s digital thermometers, produced by a team of 155 staff, have been steadily gaining prominence overseas for the last 10 years.

However, the firm have enjoyed a recent surge after receiving help from government export body UKTI, with exports doubling over the past three years, and now making up 40% of their almost £10 million turnover.

To help increase their export sales they have been on UKTI’s flagship Passport to Export scheme and accessed funding to attend trade shows, alongside working with locally based senior export adviser Stephen Golding.

Managing Director Peter Webb said: “Food legislation has driven our business. As the UK began to develop strong definitive legal

guidance around food temperature at the end of the 80s, we experienced an overwhelming surge in demand for our digital thermometers.

They’re used at every stage of the food industry – from farm to plate, testing the temperature of food is an essential requirement.

“This legislation has improved the food we eat and the way it is served in the UK, and has of course boosted our business.

“EU countries also have had to comply with similar legislation, driving our sales across Europe and beyond.

“We are increasingly becoming an export driven firm as we’ve identified that countries like the USA and Scandinavia are big areas for growth, as more and more business realise that it is good practice to monitor the temperatures of the food we eat.

“With help from UKTI to identify suitable markets and trade shows, this year’s exports have already increased by 18%.”

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