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the magazine for sussex chamber of commerce members

Balancing the books in a hotbed of football passion Football has long presented major financial challenges for clubs that operate outside the sport’s super-rich elite. Page 20

Sussex Chamber of Commerce

Inside | 04 welcome | 07 business matters| 15 the expert | 20 cover feature |28 chamber benefits | 38 new members


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contents 3

Sussex Chamber of Commerce

this month

Sussex Chamber of Commerce currently represents over 1,000 member businesses. Membership of Sussex Chamber of Commerce 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 Chamber of Commerce members as well as key business decision makers across the county. It has a circulation of 4,000 copies per issue.

05 Packaging

manufacturer relocates to bigger premises

5 18

Business Edge is a Sussex Chamber of Commerce publication. If you have any stories you would like to tell us about or any comments please drop us an email at enquiries@ sussexchamberofcommerce.co.uk

A packaging manufacturer is moving to bigger premises thanks to help from property and inward investment service Locate East Sussex.

n 04 welcome

Chamber looks to the future as new chairman prepares to take over

n 11 business matters

It’s all change at the top of Sussex Chamber of Commerce as Nick Handley steps down as Chairman from March 31 to be replaced by David Sheppard.

n 16 business matters

26 Balancing the books


in a hotbed of football passion

Unit 4, Victoria Business Centre, 43 Victoria Road, Burgess Hill RH15 9LR


Football has long presented major financial challenges for clubs that operate outside the sport’s super-rich elite.


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

regulars n 05 business matters n 07 business matters n 08 business matters n 09 business matters n 10 business matters n 12 focus on n 15 the expert n 17 fine print n 18 inspirational leaders n 20 cover feature n 26 business matters n 27 business matters n 28 chamber benefits n 30 business support feature n 34 business matters n 35 business matters n 36 women in business feature n 38 new members n 40 diary n 42 five minutes with ...


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

the magazine for sussex chamber of commerce members

Balancing the books in a hotbed of football passion

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


Football has long presented major financial challenges for clubs that operate outside the sport’s super-rich elite. Page 20


Sussex Chamber of Commerce

Inside | 04 welcome | 07 business matters| 15 the expert | 20 cover feature |28 chamber benefits | 38 new members


Distinctive 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


Please let us know if there are any burning issues you want us to take up. Send your letters to the Editor to enquiries@sussexchamberofcommerce.co.uk march/april 2015 business edge

4 welcome

Welcome to the latest edition of Business Edge

Ana Christie CEO at Sussex Chamber of Commerce

With the elections around the corner, a recent conference in London was the ideal opportunity for the business leaders and Chambers of Commerce to discuss and deliver directly to senior politicians, the British Chambers of Commerce group manifesto, entitled A Business Plan for Britain. The goals of the Business Plan for Britain are shared by companies in every region and nation of the UK. By implementing the Business Plan for Britain, and by maintaining a relentless focus on policies that deliver prosperity, the next government can help to achieve the following aspirations: n Develop the talents of the next generation – because preparing young people for the world of work, investing in the skills of those already at work, and nurturing the business leaders of tomorrow are essential to the UK’s competitiveness; n Support long-term business investment – because promoting access to finance, and backing investors in dynamic businesses will support the rebalancing the UK economy so badly needs and help drive up productivity; n Grow Britain’s global trade potential –because building international networks, investing in our export skills base and removing barriers to trade will support UK businesses to take on the world; n Place business at the heart of local growth –because ensuring business growth takes centre stage in local decision-making and procurement will boost the economies of our cities, towns, and counties; n Rebuild Britain’s business infrastructure –because a world-class economy needs world-class infrastructure, and businesses need certainty that crucial improvements are actually delivered; n Drive down business costs and taxes –because simplifying the UK tax system, and reducing the taxes firms pay even before they generate a profit, will boost businesses competitiveness, investment and jobs; n Deliver a new settlement for Britain in Europe –because making the economic opportunities of the European trading bloc work for business, and ensuring clear safeguards for Britain against unwanted further integration, will be critical for our future success. We represent just 3% of global GDP. Britain was once, but is no longer, the world’s leading political and commercial power. Businesses and government must work together to craft a better destiny for Britain. If you would like to read the full Business Manifesto, it can be found on our website: http://www.sussexchamberofcommerce.co.uk/chamber/ business-manifesto/ Kind regards Ana Christie, Chief Executive, Sussex Chamber of Commerce

business edge january/february 2015

Tara Mason

International Trade Team Leader

As the team leader for the International Trade department I have been coming up with new and innovative ideas to ensure that we continue to offer an efficient and effective Export Documentation service. We are very pleased to announce that to aid a more time effective service we are now offering an Export Documentation walk in service. No appointment will be needed between the hours of 9:00 am – 16:00 Monday to Thursday and 9:00 am – 15:30 Friday for us to assist with your export documentation needs. Please contact myself or a member of the International Trade team on 0844 375 9551 to find out more information. We also offer the following International training courses: n A Foundation Course in Importing n An Introduction to Export Procedures n Appointment & Management of International Agents and Distributors n Becoming an Authorised Economic Operator (AEO) n Classification of Goods Using Commodity & Tariff Codes n Export Controls and Licensing n Exporting – Understanding the Paperwork n e-z Cert Workshop n International Marketing and Selling Overseas n Inward Processing Relief (IPR) n Revised Incoterms Rules 2010 for Import Export n Using Documentary Letters of Credit, Drafts & Bills All of these courses are offered on an Open course basis but can also be delivered as In-house training tailored to your needs – for further information please contact Alison Watson on 0844 375 95 50 or email alison.watson@ sussexchamberofcommerce.co.uk

business matters 5

Adam Berger, Location Service Manager at Locate East Sussex, with Simon Allen, Challenge Packaging Managing Director.

Packaging manufacturer relocates to bigger premises A packaging manufacturer is moving to bigger premises thanks to help from property and inward investment service Locate East Sussex. Challenge Packaging had been seeking to consolidate its production and delivery operations into one site for some time, but finding a large enough unit proved difficult. On two occasions when potential units were identified, the moves fell through at late stages. So Challenge Packaging’s management team contacted Locate East Sussex. Locate East Sussex offers guidance on commercial property issues for East Sussex businesses and was able to help source a new site to meet Challenge Packaging’s changing needs.

Locate East Sussex also supports growing businesses through the Business Growth Funding Scheme funded by the government’s Regional Growth Fund (RGF) and managed by East Sussex County Council enabling funding to assist with the company’s expansion. “We wanted to improve efficiency and consolidate our operation under one roof but couldn’t find a unit in the area that was big enough,” said Simon Allen, managing director of Challenge Packaging. “Without assistance from Locate East Sussex we wouldn’t have been able to go ahead with our plans to grow as a business.” As a result of the move from Uckfield to Oakwood Business Park in Golden Cross, 25 jobs have been safeguarded and Challenge

Packaging intends to recruit up to eight extra staff over the next three years. Adam Berger, Location Service Manager at Locate East Sussex, said: “I’m delighted we could assist Challenge Packaging in relocating within the county and fulfilling its business expansion plan. “This not only ensures local people stay in work but contributes greatly to the thriving economy in East Sussex.” Locate East Sussex is funded by a partnership of the county, district and borough councils of East Sussex, and services are delivered at no cost to growing enterprises in the county. For more information visit www.locateeastsussex.org.uk, phone 0844 4159255 or email enquiries@locateeastsussex.org.uk.

january/february 2015 business edge

6 advertorial

Businesses Must Upgrade From Windows Server 2003 Now Many UK companies urgently need to speak to their IT consultants about switching from the Windows Server 2003 (WS2003) before Microsoft withdraws end of life support (EOL) on 14 July 2015. Companies who don’t migrate from 2003 will be vulnerable to attack from hackers and critical data could be stolen and corrupted. This will seriously impair their ability to serve customers and operate effectively. Leading UK computer experts, such as Sussex-based CNC, have identified a significant proportion of UK businesses who have not yet migrated from Windows Server 2003.

Use WS2003 migration experts These companies are being advised to consult with their IT provider early in 2015 to scope out the new IT platform they wish to migrate to. Essentially, the upgrade will mean moving from a 32-bit to a 64-bit operating system (OS), but the needs of each business and its employees need to be carefully considered to ensure the best tailored solution is deployed.

All businesses have unique requirements. That’s why it’s best to seek advice from experienced IT consultants who will have a sound knowledge of all the options. These consultants will work closely with each business and with hardware and software vendors to ensure a safe and smooth transition to a new OS.

Is Office 365 appropriate? Some companies who upgrade to Windows Server 2012 may want to use Office 365 so that all their emails, storage, calendaring, file sharing and much more is supported and delivered remotely from the cloud. Other organisations may need to run many of their applications and store data on a server which is physically located on their premises. This may be because, in their market sector, it is illegal to store data in the cloud if the storage is outside of the European Union. A good computer consultant will be able to devise the correct set of solutions to

meet the specific needs of each business or public sector organisation.

WS2003 end of life nightmare Whatever the choice a business makes, now is the time to prepare, scope and deploy a replacement to Windows Server 2003 because, after 14 July 2015, it will be too late and the nightmare will begin. As experts at CNC in Shoreham-by-Sea explain, up until 14 July 2015, Microsoft will continue to issue patches to protect Windows Server 2003 from malicious attacks. After that date, any WS2003 operating system will be like an office where all the alarms have been switched off and criminals can enter the building and steal or destroy assets without being detected To wait until end of life support is withdrawn is not an option. If a company waits until the deadline has passed, they may be transferring data to their new OS which has already been corrupted and compromised.

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business edge march/april 2015

Gary and Graham—our directors

business matters 7

Horses for courses: In addition to its front-line accident and emergency ambulances (inset) SECAmb has now assigned Mercedes-Benz vans to a variety of new roles

Vans range has all the answers The South East Coast Ambulance Service NHS Foundation Trust (SECAmb) has based a series of new and innovative vehicle concepts on all three models from the award-winning Mercedes-Benz Vans range. SECAmb, which serves Kent, Surrey and Sussex, has long-standing links with the three-pointed star – its 300 A&E ambulances are based on 5.0-tonne Sprinter chassis cabs while it also assigns Mercedes-Benz vehicles to other tasks such as non-emergency patient transport and logistical support. Over the final quarter of 2014 Dealer Rossetts Commercials supplied SECAmb with 30 Euro VI-engined Sprinter 519 CDIs with automatic transmissions and Wilker box bodies, ordered through its ongoing, annual front-line fleet replacement programme. This time, though, Rossetts has also delivered a number of additional vehicles, which have been commissioned by the Trust’s Fleet Operations and Driving Standards departments for new roles. These include: Four critical care ambulances based on the same chassis and body combination as the standard accident and emergency units, but with additional equipment for treating the most seriously ill patients;

Thirty-seven 2.8-tonne Vito 116 CDI Dualiners with second rows of seats and purpose-built interiors allowing patients to be treated for minor wounds and injuries rather than being taken to hospital, which are being allocated to specialist paramedic practitioners as a more practical and efficient alternative to a conventional fast response car; Five 4.0-tonne Sprinter 419 CDI vans now operating as SECAmb’s first dedicated Driver Training Units, which have been specially converted and fitted with an array of cameras and high-tech telematics equipment to complement and increase the learning experience; Three Logistics Support Units also based on Sprinter 419 CDI vans and used to transport medical equipment and pharmaceutical supplies between hospitals and other establishments, and 14 Compact 109 CDI models from the Citan small van range, which SECAmb is trialling for the first time with a view to using for logistics support and, possibly, providing to community-based ‘first responders’. Justin Wand, SECAmb’s Head of Fleet Operations, said: “We have switched from a ‘one size fits all’ vehicle strategy, to an approach which recognises that the fleet should reflect the changing clinical requirements of our patients and the specialisms within our workforce.” SECAmb teamed-up with driver safety and educational specialist A2OM to develop the Driver Training Units, which feature safety messages promoting the DriveIQ programme on the rear doors.

Brighton marketing agency designs gift range for Tesco Brighton-based creative marketing agency Oliver & Graimes, which has just celebrated its 35th year, has designed the product packaging for three Amber House gift ranges: Forest Friends, Drop Dead Gorgeous and Aap & Tey, all stocked in Tesco stores nationwide. The Forest Friends gift range, designed for children, introduces a set of unique illustrated animal characters. The glamorous Drop Dead Gorgeous range targets the teen market, while Aap & Tey is a set of luxury pamper products for more mature women. Agency co-owner Gavin Graimes said: ‘We’re delighted that the work of our talented design team is appearing on supermarket shelves across the UK. We’ve got a track record of proving that a boutique agency can have a national or even international presence, and this demonstrates that.’ O&G are hoping to design further Tesco gift ranges for Amber House in 2015.

march/april 2015 business edge

8 business matters On the left Andy Smith and Simon Harris on the right.

Nick Handley

Chairman of Sussex Chamber of Commerce and Managing Director of Marketing Leadership

You Deserve to Send a Powerful Message to the Next Government

Brokers bring 40 years of experience to bennett christmas Friends and colleagues Andy Smith and Simon Harris have underwritten their future with a move to a new employer after almost 30 years’ combined service at their previous company. The friends, who recently joined the commercial division of Bennett Christmas Insurance Brokers in Burgess Hill, West Sussex, both spent a long period of their careers with the then family-owned brokerage DF Edmonds & Co, which later became Brighton Insurance Group. When Andy left Brighton Insurance Group to become senior commercial account executive at Bennett Christmas, it wasn’t long before Simon followed as senior commercial account handler bringing with them a combined total of 40 years of industry experience. Andy, who lives in Hurstpierpoint, describes Bennett Christmas as a ‘closeknit’ team.“It’s a well-run insurance

business edge march/april 2015

brokerage with traditional values of service – a family business, but forward-thinking,” he says. Simon, who still lives in Brighton, was also impressed by the firm’s local ethos. “It’s how I like to work,” he adds. Outside of the office the pair are both FA Level 1 qualified football coaches involved in local youth football, as well as both being keen golfers and competitive pool players. Mark Bennett, Bennett Christmas CEO, said: “Andy and Simon are clearly both team players and we’re delighted to welcome them on board at an exciting time for Bennett Christmas as we expand both our brokerage and underwriting divisions.”

The team and I at Sussex Chamber of Commerce meet businesses all the time and again and again, we hear the same issues. These are - preparing young people for the world of work and improving skills, access to finance, making it easier for businesses to export, rebuilding infrastructure, driving down business costs and making the European trading bloc work better for business. That is why the British Chambers of Commerce (of which Sussex Chamber of Commerce is a member) launched recently a nine page business manifesto - A BRITAIN BUILT FOR GROWTH. Copies have been sent to all political parties and the British Chambers of Commerce will be assessing the party manifestos, when they appear, and marking them against our own manifesto. Whatever the results of the forthcoming election, we hope that the party or government in power in 2015 and their representatives in Sussex will respond positively to our manifesto, which Sussex businesses have contributed to. We are confident that the proposals in A BRITAIN BUILT FOR GROWTH will be accepted. If this is the case, this will lead to an education system that better prepares young people with the right skills for the world of work. A new era in business banking will come about where businesses enjoy better terms and conditions. In addition, we will see infrastructure improvements and our relationship with the EU will reflect what businesses tell us they want. If all of the above sounds a bit of a tall order, the British Chambers of Commerce and the accredited chambers can point to recent successes we have had in improving conditions for business across the UK. At Sussex Chamber of Commerce, the only accredited Chamber of Commerce in Sussex, our aim remains the same to help grow Sussex businesses and the Sussex economy grow. Nick Handley is Chairman of Sussex Enterprise and Managing Director of Marketing Leadership. To find out more please visit our website www.sussexchamberofcommerce.co.uk or email ana.christie@ sussexchamberofcommerce.co.uk

business matters 9

Tisserand inspired by National Trust Big Foot Systems joins bimstore

From a chance conversation with a former colleague, a unique collaboration between two brands rich in heritage and natural values was born. First Natural Brands Ltd first approached the licensing company TLC, which was responsible for National Trust licensed partners in September 2013, with the idea of creating a bath, body and home fragrance collection that would captures the essence of all that is special about a visit to a National Trust garden through the scent of essential oils. A five- year contract for a collaboration was agreed with the first products launched just seven months later on 1st April 2014. The first phase of products featured the four key fragrances, Rose Garden, Lavender Walk, Citrus Escape and Cedar Retreat in a range of perfume roller balls, bath oils and scented sachets, each blended by hand to recreate the natural aromas of carefully selected National Trust venues. The collaboration was well received with multiple retailers including John Lewis and Amazon instantly stocking the collection, together with National Trust shops across

the country. As the range continues to grow, what started as an exciting conversation has evolved into a business success. Robin Russell, CEO of First Natural Brands Ltd said: “I have felt since day one that the profile of the National Trust member mirrors the Tisserand supporter. Tisserand today crosses generations with both the younger family mum and her mum seeking alternative, natural products. With the National Trust venues attracting younger families with its ‘50 things to do under the age of 11 3/4 ’ campaign the synergy is stronger than ever.” As First Natural Brands Ltd enter the second year of the partnership, further line extensions are planned. Scented candles and body washes are in the pipeline for this summer.

Sussex-based Big Foot Systems has announced that its rooftop building services support structures are now available to view on bimstore at www.bimstore.co.uk. The website allows users to download manufacturers’ digital BIM content. This now includes Big Foots’ BIM objects, allowing simple visualisation of designs. Since the UK Government mandated all projects tendering for Government work have to achieve Level 2 Building Information Modelling (BIM) by 2016 momentum is growing for BIM, making Big Foot’s addition to bimstore timely. By offering its BIM objects on bimstore, as well as the NBS National BIM Library, Big Foot Systems aims to ease the specification process for architects and specifiers and consolidates its position as a frontrunner with BIM. Big Foot’s popular Light Duty and Heavy Duty ranges of freestanding framework systems and its Safe Access Systems all feature on bimstore. Joe Rose, Technical Marketing Manager at Big Foot Systems, said: “Although Building Information Modelling is still relatively new, its use is accelerating and it looks set to become the mainstream method to design buildings which is why we have added our support systems to a second BIM library. “Big Foot Systems aims to be at the forefront of UK construction and sites like bimstore allow a wider range of specifiers to visualise our products and see the benefits that they can bring to projects.” For further information on all products and services offered by Big Foot Systems, please email enquiry@bigfootsupport. com or telephone 01323 844355. march/april 2015 business edge

10 business matters

Vent-Axia Shortlisted for award

Awards are back and bigger than ever Nominations are now open for the 2015 Seahaven Business Awards. Categories include Business of the Year, Business Person of the Year, Best Environmental Business of the Year, Best Customer Service, Best Retailer and the President’s Award which this year will be for the Best New Business (under two years old). The Seahaven Business Awards recognise businesses which have shown tremendous commitment, innovation, success, commitment to staff and businesses which take pride in being part of the community and which drive to succeed in the current economic climate. Newhaven Chamber President Annie Lorys said: “After the success of last year’s event, this year we will be moving to a new venue for the Awards Dinner, Jerrom Hall in Peacehaven, so that we can accommodate more guests. Also, we are delighted to announce that we have 6 fabulous new trophies, designed and made by Newhaven Chamber member, goldsmith Mike Shorer. Each trophy weighs 4 kg and is made from solid aircraft grade alloy, anodised gold and then hand engraved and hand enamelled’. There are six awards for companies and individuals who either work in or are based in and around the BN9, BN25, of BN10 postcode areas. Businesses can even nominate themselves in one or more of the categories or nominate any other business. Companies and individuals can be

business edge march/april 2015

entered into more than one category. Entry is free. The judging panel will include M.P. Norman Baker, the Mayor of Newhaven and the Presidents of the Newhaven, Peacehaven and Seaford Chambers of Commerce. Closing date for nominations is Friday 10th April and the winners will be announced at the Chamber President’s Gala Dinner on Friday 8th May at Jerrom Hall in Peacehaven in the presence of His Excellency Ambassador Nguyen Van Thao, Vietnamese Ambassador to the UK & Ireland and other dignitaries. The Seahaven Business Awards are organised by Newhaven Chamber of Commerce in collaboration with Peacehaven and Seaford Chambers of Commerce. This year’s main sponsors are Wave Leisure, Newhaven Town Council and Veolia. Wave Leisure are sponsoring this event for the third year running, Sustrans for the second year running and Newhaven Town Council and Veolia for the first time. Four of the new trophies are being sponsored by Swindells Chartered Accountants, HM Bookkeeping, Sustrans and The Sussex Sign Company. There are still two trophies left to sponsor and there are other sponsorship opportunities available so get in touch with Newhaven Chamber if you are a business and would like to have a presence at this event. For more information go to www,newhavenchamber.co.uk where you can download a nomination form or vote on-line. Or ring the Chamber office on 01273 517544.

Leading British ventilation manufacturer Vent-Axia has been shortlisted for a prestigious Heating and Ventilation News Award 2015. The Sussex-based company has been recognised in the ‘Building Services Project of the Year’ category for the Waste House project at the University of Brighton that features a Sentinel Kinetic Plus Mechanical Ventilation with Heat Recovery (MVHR) system, which VentAxia donated and installed. Designed by University of Brighton senior lecturer and architect at BBM Sustainable Design Duncan BakerBrown, the Waste House was built by more than 350 students from City College Brighton and Hove and the University, with main contractor Mears Group, running the construction site. As well as being an exemplum of sustainable design and zero carbon living, the Waste House is a ‘live’ research project, the base for the University’s Sustainable Design MA, and an open venue for schools and local community groups wanting to learn more about ‘green’ issues and solutions. Described as Britain’s first house made almost entirely from thrown-away rubbish, the cavity walls are packed with materials otherwise destined for landfill – denim, VHS tapes, audio cassettes, floppy discs, remnant wallpaper and carpet tiles. Ian Mitchell, Product Marketing Manager – New Build Residential at Vent-Axia, said: “ At Vent-Axia we are committed to designing products that reduce a building’s energy consumption and carbon footprint, we are therefore very proud to have been recognised by our peers for a project and a product that does just this.” Winners of the H&V News Awards will be announced at a glittering ceremony on the 16th April at the Grosvenor House Hotel, Park Lane.

business matters 11

A high flying drones launch new charity

A new conservation and education charity is launching a fund raising programme with the help of a live display of flying drones. The charity Beacon Hub Brighton is raising funds to create a 35 seat classroom on the top of Beacon Hill next to the 40 acre nature reserve and the 200 year old landmark Smock Windmill. The classroom will host schools and community groups interested in conservation, wildlife interpretation and environmental management. Brighton drone fliers are celebrating March 14 as part of a worldwide event for International Drone Day. The all day event is being held at Rottingdean’s Longhill High School and will include indoor and outdoor drone racing, a buying fair and live music.

Charity Trustee of Beacon Hub Brighton, Clive Bonny, says “our plan is to convert our local disused golf course into a

community hub for active learning in arts, sciences and environmental protection. These skills will enable long term employability. The hill is already being used by ten times more people than before for walking and wild life watching. When the class-room is built we want over 3000 people every year of all ages and abilities to use this unique restored building in a beautiful landmark location. We have £25,000 donations promised already and we need more to achieve our goal.” The event is free but numbers are limited for safety reasons. Bookings are online at www.eventbrite.co.uk/e/therottingdean-rc-miniature-airshow-bn27fr-tickets-15406376888 www.youtube.com/ watch?v=Xx8rN2C9clA

march/april 2015 business edge


focus on

Is it time to spring clean your brand? By Karan Hopper, Kameleon Marketing Spring has sprung and summer is on its way – finally! The daffodils are out and there are budding flowers in our gardens, which fill us with a sense of the world around us being reborn after a long, dark and very wet winter! If your business is feeling a little lifeless or like it’s lost its way, then now is a great time to think about refreshing your brand image. Get a grip on your brand A small business brand needs to reflect you, your business and what you deliver for your customers. Its colours, feel, tone of voice, imagery, iconic marks and of course your logo, need to help people appreciate what you do, what you stand for and give them the sense of professionalism and trust that they are looking for. Your brand says so much about you – it is the first thing customers experience of you and don’t forget, it’s NOT just about the design and wording of a logo and website. It’s

about the whole you - about what you look like, your style and those first impressions that compliment that business card you have just handed over. Janine Quinn of Sassy Style works with clients to help them look the part for what they do. She said: “For me, it’s about creating great first impressions. This is key to growing your business and attracting the right clients. How you look plays a huge part in that first face-to-face interaction. “People spend a fortune on their brand and website but the first

impression, how you look and sound, is a vital step that is often overlooked.”

Your brand as a springboard to strategy Have you got a mission and vision? Boring, I hear you say. But stop…..think. You cannot have a strategy without a direction. You cannot have a direction without a vision of where you want to be and a mission to get you there. So – spend some time developing the fundamentals of your brand build and it will help you to develop a clearer strategy.

Consider: Vision – where you are going – a short description of what you aspire to achieve in the mid to long-term future. Mission – a declaration of your core aim and purpose – a bit about how you will get there. Brand values – a set of statements that show who you are, what you stand for and why customers should choose you.

Let’s have a look at the BBC Now, the BBC is clearly not a small business, but their vision, mission and values are interesting and a good example to use because everyone knows them, everyone has a view as to the type of organisation they are and everyone therefore has expectations of how the BBC should “behave” in the world.

business edge march/april 2015

focus on 13

FACT: strong branding drives sales Judge for yourself – does what they portray, in their everyday business, brand and BBC life, tie in with what they say in their brand build? If the answer is “yes”, then they are doing a good job. These foundations of their brand are apparent in everything they do.

BBC’s vision To be the most creative organisation in the world.

BBC’s mission To enrich people’s lives with programmes and services that inform, educate and entertain.

BBC’s brand values n Trust is the foundation of the BBC: we are independent, impartial and honest. n Audiences are at the heart of everything we do. n We take pride in delivering quality and value for money. n Creativity is the lifeblood of our organisation. n We respect each other and celebrate our diversity so that everyone can give their best. n We are one BBC: great things happen when we work together.

Make time – no excuses! Many small business owners make the mistake in thinking their brand starts and stops at their logo – it doesn’t. Your brand is like the life blood running through your business veins – its everything, from your logo, to your email address, to your tone of voice in any copywriting, to the colours you choose, to your website, your imagery and even in you yourself – your personality, your dress. All of this makes up your brand. So if your brand is feeling a little off kilter, give it some focus and nurture it back into life – don’t underestimate its power to influence your customers and your prospects. Karan Hopper owns Kameleon Marketing, a Sussex-based business offering affordable, flexible, handson marketing services for small businesses and start-ups. Kameleon Marketing is passionate about bringing effective and affordable marketing to local businesses to help them thrive and grow. Find out more at www.kameleon-marketing.com or contact Karan on karan@kameleon-marketing.com or 07920 443263 for a free consultation.

For small businesses, branding can quite often be make or break in a sale situation. Imagine a customer finds the services they are looking for online and comes across two providers. One has a professional, clean-looking website and consistent brand image, colours and great imagery. They have a relevant URL and an email address to match and their copy tells the story of who they are and what they believe. The other has a website without a logo, lots of text, no imagery and only a small amount of relevant information. The email address is a hotmail account and the text is dull and lifeless. Which provider would you choose?

march/april 2015 business edge

14 advertorial

MSc is just what the doctor ordered

Marie Corner

Marie Corner, medical device adviser for Southern Health NHS Foundation Trust in Southampton, is studying part-time for her MSc in Risk, Crisis and Resilience Management at Portsmouth Business School. She said: “I live in Fareham and chose to study part-time so I could balance my fulltime work commitments and still study to an advanced level and gain a recognised qualification. I chose Portsmouth because the course offered was exactly what I wanted and it’s well regarded for the quality of its content and the expertise of the tutors. I wanted a course that would help me develop skills that would complement my professional role. “I love learning new things and being able to apply them, but one of the concerns I had before starting was would I be able to keep up, could I study to this level. I needn’t have worried. “I work as the Medical Device Adviser to Southern Health NHS Foundation Trust. I really enjoy my job supporting clinical teams in delivering the best quality care in the safest, most efficient way we can. I am lucky

that I work with everyone from services users and clinicians to those working in procurement and governance, and although there is no clear professional pathway and development structure in my role, the Trust is fully supporting me. “The MSc in Risk, Crisis and Resilience Management course developed the skills I use every day and I now feel I’ve been given a box of tools that I can use to improve the value of my work. Studying helped me develop in other ways, too, and I’m now comfortable using evidence-based research in my work I feel confident in my ability to drive improvements and support staff. “One of the challenges I faced studying was that I needed to know well in advance the dates of lectures and course hand-ins in order to be able to plan my studies with my work, and the School wasn’t always able

to firm up long-term dates. On the plus side, the lecturers and tutors were fantastic and really supported us and helped us. The support I received was brilliant and enabled me to not just grow in confidence but also to really enjoy my studies. Studying to an advanced level also opens up the possibility of promotion. “It’s not until you undertake a commitment like this that you realise the only barriers you face are the ones your construct yourself.” Portsmouth Business School holds regular postgraduate information evenings. To find out more visit www.showyoumeanbusiness.com

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Whether you are responsible for projects, HR, marketing, risk management or have ambitions for a top-level executive role, Portsmouth Business School offers part-time and professionally recognised postgraduate programmes for busy working people. A first degree may not be essential, as long as you have the right attitude and work experience which will have prepared you to succeed. You’ve nothing to lose and everything to gain, so come along to our next open evening – for details please visit www.showyoumeanbusiness.com.

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business edge march/april 2015

the expert 15

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

Training Trends in Sussex


Melody McMillan McMillan Learning

So the word on the street is that we’re all feeling more confident about the economy, so surely it is time to start investing in developing our talent for the future. But what are other companies up to? What is new? What should we do first? Melody McMillan has been the lead Business Skills trainer for Sussex Chamber of Commerce for the past six years and here she points out a few of the trends she has noticed.

Sussex Chamber has responded to parallel increases in demand by increasing its’ portfolio of scheduled courses and providing “ladders” of courses which people can use as stand alone intensive courses or complementary modules which grow increasingly advanced in both Management and Service/ Sales roles. The best selling modules are currently “The Essentials of Supervision and Team Leadership; “People and Team Management” and “Telesales: Profit not Pain” which run quarterly to full rooms.

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Many people are turning to MOOCs, which offer a FREE way to access the latest University led research. MOOC stands for Massive Open Online Course and they are becoming more common and higher quality by the day. Two of the top providers are www.coursera.org, and www.futurelearn.com and they have a wide variety of courses including 4-6 week online programmes starting in April-July 2015 on topics including Innovation and Enterprise; Time Management for Personal & Professional Productivity; Introduction to Marketing; and Introduction to Corporate Finance.

Business and ‘Soft’ Skills The Chamber has noticed a gradual increase over the past two years in local SMEs investing is helping their staff develop better “soft” (as opposed to “hard”/ technical) skills. A poll based on 365 responses from the largest HR group on Linked has recently been circulated ranking the top 10 ‘soft’ skills training requests as follows: 1. Communication 2. Team-work 3. Leadership 4. Listening 5. Self-awareness 6. Inter-personal 7. Time management 8. Conflict management 9. Emotional intelligence 10. Confidence 10: Coaching (Mentoring) – same citations as “Confidence)

Many local SME’s have decided not to employ their own Learning and Development staff directly and instead there has been a resurgence in working in partnership with a consultant to bring one off courses and ongoing training programmes in house while tailoring them to meet organisational needs. The Chamber has seen many businesses focus on improving internal and external service standards and communication channels through this route. Others have cobranded a series of courses with the Chamber to make up “Management Academies” which they ensure all managers attend so they can then cascade consistent good practise throughout many departments or branches. If you have ambitious plans to develop the talent in your business feel free to contact Melody McMillan through Sussex Chamber of Commerce, or directly on melody@mcmillanlearning.co.uk for advice on anything from how to join an individual MOOC to how to design a full Management development programme.

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march/april 2015 business edge

16 business matters L-R: Nicky Binning, Sam Terry and Gary Peters of LoveLocalJobs.com

Local jobs board creates new opportunities Recruiting apprentices and graduates just got a whole lot easier for local business thanks to new initiatives developed by a jobs board specialising in local employment opportunities. LoveLocalJobs.com has launched two new services, namely an apprenticeship matching scheme and a graduate recruitment service. The apprenticeship scheme aims to help young people in the south east into rewarding careers. Believed to be the first of its kind, the project focusses on creating work placement opportunities for apprentices within local companies. Gary Peters, LoveLocalJobs.com’s Founder, has long been an advocate of apprenticeships. He said: “The rising cost of university means that more and more young people are looking at alternative career paths and apprenticeships can open doors to professions in almost anything from accounting to digital marketing. “Any organisation can offer an apprentice scheme and there is government funding available to help with the costs. However, there is simply not enough awareness among businesses as to how apprenticeships work, so the result is that the supply of work placements doesn’t meet the demand. “We provide the missing link between the colleges and employers. We engage with local businesses to

business edge march/april 2015

identify opportunities and help them to access government funding to set up an apprenticeship scheme. We will then place an appropriate apprentice who has the requisite skills, motivation and interest to learn the business,” said Gary. Former apprentice, Sam Terry, has been hired to sell the benefits of apprentices to businesses. He said: “The benefit for employers is the opportunity to mould a young person into their ideal employee, without the commitment of a large salary or long contract.” LoveLocalJobs.com’s second new service is headed up by Nicky Binning, an award winning recruiter who was formerly head of recruitment at KPMG before she joined LoveLocalJobs.com last year. She is now sharing her wealth of skills, knowledge and experience to help local employers find the best available staff with a specific focus on graduates. She said: “Finding the right graduate to join your team can be a job in itself and many employers simply don’t have the resources to make recruitment a priority. But having the right people is key to successful business so LoveLocalJobs. com has launched a recruitment service to help time-strapped bosses through the recruitment jungle. “Employing the wrong person can cost a company dearly, so it’s important to get it right,” said Nicky.

Dedicated legal team set up to help people plan for old age Solicitors Rix & Kay is breaking new ground as one of the first legal firms in the South East to establish a specialist team to help plan for old age. The Later Life team provides expert advice and support to people preparing for their elderly years and to those who are vulnerable, due to age, infirmity or injury. Its services include planning finances for the future, advising on residential accommodation fees and guidance on trust funds for those who have been compensated for personal injuries. The team works closely with care home owners, managers and residents, giving them an in-depth understanding of the sector. The nine-strong Later Life team comprises three solicitors and six support staff. Richard Bates, Head of the Later Life team and Partner at Rix and Kay, said: “We identified the need for a dedicated team to ensure older clients and their families get the best legal advice as people are living for longer and the crisis of care funding is becoming more serious. “Assets built up over generations can often disappear on payment of care home fees within a relatively short space of time. Our Later Life team has a vast knowledge of this sector and our advice has already saved clients thousands of pounds in residential accommodation fees.” “As a forward-thinking law firm we saw the opportunity to start offering this innovative service and our clients are already benefiting from it.” Rix & Kay is a leading regional law firm and provides quality legal services across a range of sectors. Office are based in Brighton & Hove, Seaford, Sevenoaks, Uckfield, with Rix and Kay solicitors advising clients locally as well as across the UK and internationally.

business matters 17

Dinosaur Derivatives And Other Trades By Jeremy Josse Published by Wiley £17.99 Paperback and e-book ISBN: 9781119019596 The world of finance can be a bewildering one for many people in business and yet it has such a dramatic effect on all our lives. This thoughtprovoking book may help increase understanding. Dinosaur Derivatives and Other Trades reveals the philosophical paradoxes found in the world of finance as author Jeremy Josse examines a variety of concepts to offer an easy-to-understand view of the often contradictory world of money. Jeremy highlights the hypocrisies and moral dilemmas that can lie at the heart of the financial system, through a series of modern day stories and historical references. The stories offer a unique perspective on what’s going on ‘inside’ the world of finance itself.

Questions he asks include: What is value? What is risk/uncertainty? What is financial innovation? This includes an alternative take on the 2007/8 credit crisis What is money? Dinosaur Derivatives and Other Trades does not try to offer original financial theory or philosophy but instead provides a compelling read which will both educate and entertain the global business reader, as well as those interested in economic or financial matters and philosophy and morality in general. Jeremy Josse has spent the past twenty-plus years of his career working as an executive in some of the world’s leading financial institutions. He holds a BA in Philosophy and Economics from Trinity College, Oxford University, and a Master’s degree in Political Philosophy and Economics from London University. He has published numerous articles on a wide range of financial subjects including the credit crisis, bank restructurings and financial engineering.

Clive named as one of britain’s top 50 business advisers A Sussex Chamber of Commerce member has been named as one Britain’s top 50 business advisers. Clive Bonny, who offers business advice to help local early stage entrepreneurs, was picked from hundreds of advisers from around the UK for his work with startups, social enterprises and manufacturers. Clive, based in Rottingdean and started Strategic Management Partners in 1990 from his home office, saId: “The past five years have seen a sea change in entrepreneurship. The UK now has 4.6 million self employed persons, creating over 60% of all new jobs last year. They add real value to our economy and local community services. A big challenge is business continuity and risk management and past failure rates have been high. Support from experienced professionally qualified advisors reduces risk and is a catalyst for growth.” Clive’s qualifications include managing risk, protecting intellectual assets, developing clients commercial skills and capital funds. He recently introduced an innovation grant of £250,000 to one of his clients called Applied Microcurrent Technology to cover the costs of developing and launching a safe drug-free health product which repairs tissue and reduces pain anywhere on the body. The awards are run by small business network Enterprise Nation, which asked fledgling businesses to nominate an adviser that had helped them to build and grow a sustainable business. The awards, which set out to highlight the work done behind the scenes by experts helping Britain’s army of small businesses to build and grow, revealed a rich vein of dedicated supporters for the UK’s expanding entrepreneurial culture.

Emma Jones, founder of Enterprise Nation said: “These business advisers are the unsung heroes behind Britain’s booming small business culture. “The awards have uncovered some incredible work that has helped fledgling firms take steps towards sustainability and growth by taking a strategic look at their business. “Research shows that those firms that take advice do better than those that don’t – and it stands to reason that good advice can help avoid some of the damaging, early mistakes entrepreneurs can make that can often force them to give up. “Thanks to the Government’s £30m Growth Voucher initiative, there is now an increasing interest in taking strategic advice to overcome some of these behavioural barriers and unlock growth potential. “The awards were designed to show this important work in action, in order to help more start-ups and small firms find out about the benefits of taking advice.” The 50 advisers were chosen from hundreds of entries from around the UK. Clive’s top 3 tips for growing a business are: Share your ideas with experienced people as innovators need a team to succeed Protect and register your brand designs with the Intellectual Property Office to prevent others copying you as “IP Assets” can add 50% to business valuation. Test the market and get ongoing feedback for your products and services as good ideas evolve into great ideas from early and ongoing customer engagement

For more information contact Clive Bonny on Clive@consult-smp.com or call 01273 308865

march/april 2015 business edge

18 inspirational leaders

Chamber looks to the future as new chairman prepares to take over Nick Handley – stepping down at the end of March It’s all change at the top of Sussex Chamber of Commerce as Nick Handley steps down as Chairman from March 31 to be replaced by David Sheppard. Both men have brought vast experience to their service on the board; Nick has his own marketing business and David has managed large corporates such as Thales in Crawley and Ricardo in Shoreham. Nick’s tenure as Chairman, which started in September 2011, has been a demanding one, including a refocusing of the organisation’s activities and in 2014 the change of name from Sussex Enterprise to Sussex Chamber of Commerce. Being Chair was the latest challenge in a career that has seen him work as Commercial Director of The Sunday Times, International Media Director of Leo Burnett, the world’s largest advertising agency, and Global Sales Director of Readers Digest. Today, he owns and runs Marketing Leadership and for 11 years has brought his global marketing knowledge and strategic business development skills to more than 100

business edge march/april 2015

businesses of all sizes, predominantly in Sussex. He is also a qualified growth coach working with numerous high growth SMEs across Sussex. Nick, who had been on the Chamber board since 2005, said: ”There have been a lot of changes at the Chamber. When I joined the board, we had the Business Link contract and were employing 125 people. “However, we lost that in 2010 when Business Link closed, something that the board had foreseen could happen with changes in public sector finances, and we had to refocus and downsize as a result. “I felt as Chairman that we had to be more focused on operating as a Chamber of Commerce, concentrating on our core roles of serving our members, offering HR and training and providing support in export documentation. “Perhaps we had been distracted from that previously. In board

David Sheppard – new Chairman from the 1st April.

OUR ROLE IS TO GROW THE ECONOMY OF SUSSEX AND WE NEED TO KEEP BUILDING THOSE KIND OF RELATIONSHIPS, HELPING TO SPREAD THE BEST PRACTICE. meetings, it seemed like we spent more time talking about Business Link than the Chamber but after we lost the Business Link contract, we had to come to terms with being an organisation whose funding would come from our members. “We had lost a lot of money so one of my priorities was to see us become profitable, something that we achieved in 2013/14 for the first time in many years. ”Another key thing was appointing a new CEO. We had gone without one for two years and it was time to make the appointment. Having the fresh focus that Ana Christie brought to the role was very useful.”

inspirational leaders 19

To go with that process, Nick also recruited a number of major corporate figures to the board to supplement the small business owners and give the board a more rounded look to it. Together they agreed that the chamber should change its name to emphasise its links with the national British Chambers of Commerce movement. Nick said: “One thing I found was that if I told people that I was chairman of Sussex Enterprise, people would ask me ‘what is that?’ “At British Chambers of Commerce, our parent organisation, events, I would go to pick up my name badge and it would say Sussex Chamber of Commerce. It felt like someone was trying to tell me something so the name change made sense, as did the rebranding that went with it. “Tell someone that we are an accredited member of the British Chambers and they know what that means.” Despite the changes, Nick believes that much still needs to be done, including building on work with the local councils, LEPS and town chambers taking advantage of our unique position as one of the few business

organisations covering the whole county. He said: “Our role is to grow the economy of Sussex and we need to keep building those kind of relationships, helping to spread the best practice. David Sheppard, the new Chairman, was one of the people brought onto the board by Nick two years ago because of his extensive experience of working for both corporate organisations and SMEs and start-ups. An electronics engineer by trade, he has managed organisations through substantial change, particularly in the Aerospace, Defence and Automotive sectors, and is currently a Founder Director of D-RisQ Ltd, a systems and software company providing development tools to companies operating in safety critical environments. David said: “The Chamber has come through a lot of change over the past few years. I think that one of the problems was that it had become over-reliant on public sector contracts, an easy mistake to make when the funding is there. “However, when we lost Business Link, we had to resize and and

re-focus on our core role, which we have now done. Sometimes, in business you have to make some harsh decisions when something like that happens. “Our main role has to be to help the business community of Sussex to grow and to make sure we communicate what value we can offer as a chamber. “We have about 1,000 members but there are 55,000 businesses in Sussex and I think that an increase of membership to 2,500 in five years could be a realistic prospect. “I am optimistic about the future for the Chamber and for the Sussex economy. We have gone past those green shoots of recovery in the economy into growth and I am positive about the services that we as a chamber can offer Sussex businesses as they seek to grow. “A unique strength of the chamber representing the whole of Sussex is that we can gather the views of businesses so that we can take their opinions to the government and policy-makers, which is particularly important with a General Election approaching.”

march/april 2015 business edge

20 cover feature

Balancing the books in a hotbed of football passion Football has long presented major financial challenges for clubs that operate outside the sport’s super-rich elite. Football has long presented major financial challenges for clubs that operate outside the sport’s superrich elite. Recently announced television rights deals for the Premiership, which are worth many millions of pounds, may have given the impression that football is rolling in money but if you drop out of the Premier League life becomes a whole lot tougher . Brighton and Hove Albion is a good example. A proud club with a rich heritage it can trace its beginnings back to November 1897 when the first professional football club in Brighton and Hove, Brighton United, was formed. Several incarnations followed and 118 years later, after a history that has seen its fair share of glory and plenty of dalliances with disappointment, the club is playing in football’s second tier, the Championship, and engaged in a battle against relegation.

So, how does a club which is far away from the big bucks of the Premiership elite balance its books? We asked Paul Beirne, Head of Commercial Development How does the club raise money apart from gate receipts? Football today is a multidimensional industry with revenues

business edge march/april 2015

and expenses in a variety of disparate areas. The majority of revenue is made up of tickets and commercial revenue (corporate partnerships) and can be supplemented by things like nonmatch day revenues, TV revenues and the proceeds from player sales. At BHAFC, we are fortunate to have a wonderful new facility in the American Express Community Stadium which provides us with significant banquet and conference facilities that we can use every day of the year.

How do you balance the need for a successful team on the

field and the need for a sound commercial base off it? How do you resolve the tensions that inevitably throws up? With respect, I would dispute the question. I don’t think that on-field success and commercial success need to be out of balance and I don’t think tensions are inevitable. On the contrary the two concepts ought to be complementary. It is important to always be thinking of and demonstrating sensitivity to the whole package. As an example, we have one of the biggest commercial partners in our league with American Express. But

cover feature 21

our fans understand that they are also very active in our community and contribute to the well-being of their club. By sponsoring the kit and the stadium they are demonstrating their commitment to the financial viability of the club. And by naming the American Express Elite Performance Centre they are helping to ensure the longterm on-field success of the club AND demonstrating a commitment to the future professional players from our region. There is no tension in any of that.

What will be your main commercial challenges in the next year? Do they all hinge on survival in the Championship or do you take a wider view? Success on the pitch always makes selling easier because there is an emotional connection that links the team and the community. And when the team is flying high the community gets to go along for the ride. However, that same connection is what we have to offer our commercial

partners. They understand that in football there are highs and lows and it is that dynamic that makes sport sponsorship so different from any other marketing vehicle. With those ups and downs there is also a very deep connection between the club and the while community. And in Sussex that connection is even deeper than at most clubs. This is what attracted me to The Albion.

What is your view of the massive money in the Premier League – has the game become somehow unbalanced

financially? And if so, how do we address that? The issues created by the bigger money will be felt throughout the Championship and beyond. Of course, it is nothing new - but the scale of it is. The disparity between the leagues is more pronounced, and this means that the recently relegated clubs from the Premier League will be benefitting from bigger parachute payments. But we can’t worry about that. We have to build the best team we can and make sure we are competing in every single match.

march/april 2015 business edge

22 manufacturing feature

Britain is now the lowest - cost manufacturing economy of Western Europe Although the North and the Midlands are often seen as the bastions of UK Manufacturing Sussex is proving to be a hotbed of growing manufacturing companies. The two World Leaders in Radiotherapy Equipment Varian and Elekta are located in Crawley. Rolls Royce Motor Cars in Goodwood are a powerhouse for UK exports, the Thales Group employs 3000 staff in Crawley manufacturing a range of products for Avionics, Rail and Defence and L3 Communications are a world leader in Aircraft Simulation. Manufacturing in the UK accounts for half of UK exports, employs 2.6 million people and represents 11% of our economy. Wages in manufacturing are 13% higher than the economy average. Last Year global research was done by the American think tank the Boston Consulting Group on the relative costs of manufacturing in each country. Their research showed that the UK is now one of the cheapest nations to produce goods in Western Europe. Over the past 10 years wage costs in the UK have increased by 16% which contrasts to a 52% increase in France and by 62% in Italy. The competitiveness of some European countries has been affected by inflexible labour laws and lack of investment in Technology and Infrastructure. When it comes to Europe 85% of Manufacturers polled wanted to stay in Europe. That is because the market value of Europe to the UK is £211 Billion and a lot of those exports are from Manufacturers. For Manufacturers a renegotiation of our terms is infinitely more palatable than a European exit. The Sussex Manufacturing Forum is organised by the Sussex Chamber of Commerce and pulls together like minded Manufacturers to benchmark David Shore at the County’s best Manufacturers. business edge march/april 2015

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manufacturing feature 23

The Edge of Innovation Brightwell Dispensers Ltd have been a global designer and manufacturer of innovative chemical dosing systems for the hygiene industry for almost 70 years. Remaining true to their Newhaven heritage, the company’s headquarters, innovation centre and primary manufacturing facilities are still based in East Sussex where it all started. At the heart of Brightwell’s creativity is their design engineering partner, Bright Innovations Ltd. Thanks to their expertise, Bright Innovations have successfully created the integral parts of Brightwell’s dispenser range, developing some of the most forwardthinking and innovative chemical dosing systems in the world. They currently hold

36 patents worldwide as well as numerous industry awards, including for instance the widely-recognised Modular dispenser range and chemical dilution ring which was a finalist at the 2013 Cleaning Show Innovation Awards. More recently, Bright Innovations designed a laundry data collection smartphone app in response to the growth in mobile data-control across the globe. Clever dispensing mechanisms, together with smart aesthetics and ergonomics have placed Brightwell at the forefront of innovation within the hygiene market.

Bright Innovations’ extensive resources and expertise enable them to provide design engineering and refining not only to Brightwell, but to external customers as well. For more information contact: Brightwell Dispensers Ltd: Tel: +44 (0)1273 511 300 sales@brightwell.co.uk Bright Innovations Ltd: Tel: +44 (0)1273 511 304 info@brightinnovations.co.uk

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march/april 2015 business edge

24 manufacturing feature

Jeanie Marshal Foods Jeanie Marshal foods began its life as a small catering company in 1993. We believed in making good food and, wherever possible, using the best ingredients, locally and responsibly sourced. That belief has never faltered At heart, we are an artisan food company, based in West Sussex close to the hustle and bustle of Gatwick Airport. Originally, we were set up to work with travel caterers. Today, we have grown and now provide thousands of products each week to railway networks, hotels, schools, event caterers, contract caterers, airport lounges, airport caterers and coffee shop chains. We’re proud to have a team of nearly 100 colleagues, including chefs with renowned international experience. Our purpose-built 12,500 square foot kitchen is always a hive of activity, producing bespoke products

business edge march/april 2015

to our individual customer needs and requirements, innovatively developing new products, researching latest food trends and cooking techniques, always searching for the opportunities to introduce these into our business and to our customers. Innovation has the space to flourish at Jeanie Marshal Foods. With so much inspiration coming from chefs and influences outside our business, you may be surprised to learn that a great deal of inspiration comes from within. Regular food tastings, restaurant and market visits, inspiration days with our Michelin Star Chef consultant where we can learn about different styles, trends and techniques, all add to our team’s formal training and gives us ways to surprise and delight our existing customers and attract new ones.

We are passionate about ingredients. We care where they come from and make the most of seasonality. All are responsibly sourced and sustainable. As a responsible business, we’ve worked hard to be a trusted partner to farmers and growers, meaning that our customers can enjoy some of the freshest in-season ingredients in our food. At the same time, we are realistic that our clients have budgets to meet so we offer quality that’s value for money. Our team’s vast experience, industry contacts and depth of knowledge means that we can come up with the right ingredients at the right price. If you wish to find out more about the products and services offered by Jeanie Marshal Foods , please contact Ben Lewis on 01293 523333 or ben@jeaniemarshalfoods.co.uk

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26 business matters

left to right: Jon Lisby, CEO of Kreston International, Nigel Fright, Managing Partner of Kreston Reeves, Clive Stevens, Executive Chairman of Kreston Reeves and Andrew Griggs, Senior Partner of Kreston Reeves.

New name heralds global ambitions Reeves has renamed as Kreston Reeves and its financial planning and corporate finance arms have renamed to Kreston Reeves Financial Planning and Kreston Reeves Corporate Finance. The company has decided to make the move to better reflect its membership of the global Kreston network of independent accounting firms. Clients carrying out activities abroad will benefit from advice benchmarked for quality in the relevant countries. The renaming signals a determination to develop this value still further for clients.

business edge march/april 2015

Clive Stevens, Kreston Reeves Executive Chairman, said: “Nothing has altered our priorities, which remain the provision of excellent service to our clients helping them to achieve their business and individual goals. “An increasing number of individuals and businesses have activities outside the UK or want to develop them. This renaming is intended to show that we are with them all the way. “There are exciting opportunities we all want to seize. The business world is becoming increasingly collaborative, complex and international, as well as digital, for many of our clients. We want to reflect these changes for them and us as we move into the next phase of our own story. “Our focus remains firmly on advising clients in London and the South East where

we have been working for more than 100 years. The change involves no alteration to the ownership of Kreston Reeves which will remain an independent firm. Providing the best possible financial advice, service and value for money will remain our top priorities. The firm will continue to be based in its existing offices in London, Canterbury, Chatham, Gatwick, Discovery Park (Sandwich) and Eastbourne. What will visibly change is the Reeves logo and material used for internal and external communications. Clive Stevens said: “Reeves has been a trusted adviser to generations of clients. This move, together with our new website and greater use of digital opportunities, will help us to keep that trust and remain forward looking.”

business matters 27

Business bounce for local catering company Zebedee’s Lunch Box Ltd, a catering company specialising in supplying healthy, nutritious meals to nurseries and primary schools across the South East has expanded its business thanks to help from Locate East Sussex. The county’s property and inward investment service, Locate East Sussex helped Zebedee’s Lunch Box in securing funding from the Regional Growth Fund on two occasions. The first award of £87,500 was made in July 2014 and the second of £82,500 was agreed in December 2014. As a result, 25 new jobs are being created. Zebedee’s Lunch Box, based in Laughton was started in 1998 and now supplies 6,000 hot nursery meals, 2,500 afternoon teas and 1,500 school items every day. The first tranche of funding enabled the company to expand its offices, improve kitchen equipment and add to its vehicle fleet. The company also appointed a Facility Manager and Fleet Manager to deal with the growing premises and vehicle fleet. After making these improvements, the business continued to grow and Directors, Philip Oates and Stephen Parsons approached Locate East Sussex for its support in applying for a second round of funding. This additional support will enable Zebedee’s Lunch Box to develop an unused mezzanine area within the premises and also to install a new storage mezzanine. This will make more space in the cold production areas. The award will also help to buy equipment that will speed up the manufacturing of meals. Zebedee’s Lunch Box is in the process of employing four new full time members of staff and looks to employ a further eight by the end of May.

L-R: Philip Oates, Director of Zebedee’s Lunch Box, with Adam Berger, Location Service Manager at Locate East Sussex

Philip Oates, Director of Zebedee’s Lunch Box, said: “Without the help of Locate East Sussex we would not have been able to expand our business and successfully keep up with the growing demand we face. “We are now expecting our business to grow further and win customers throughout East Sussex and beyond.” Adam Berger, Location Service Manager at Locate East Sussex, said: “I’m delighted we could help Philip and his team not once but twice. It’s so encouraging to see a

business like Zebedee’s Lunch Box thrive, create new jobs and contribute to East Sussex’s growing economy.” Locate East Sussex is funded by a partnership of the county, district and borough councils of East Sussex, and services are delivered at no cost to growing enterprises in the county. For more information visit www.locateeastsussex.org.uk, phone 0844 415 9255 or email enquiries@locateeastsussex.org.uk

march/april 2015 business edge

28 chamber benefits

Membership Benefits Chamber Healthcare

Chamber Health and Safety

Help to reduce sickness absence and improve staff motivation with a choice of two great schemes. n The Chamber Business Healthcare Plan, offers private medical insurance for your employees. Get 10% cashback annually or 50% off your chamber membership fees for 3 years. Click here to find out more. n Pay as little as £1.10 per employee per week with the cash plan scheme Chamber Primary Health Plan.

Not sure about your Health & Safety policy? Can you afford not to know?

Chamber HR

Receive up to 61% on the cost of breakdown cover (for members of participating accredited Chambers only).

The Chamber HR service provides businesses with access to professional HR advice and documentation.

Chamber Legal Expenses Safeguard your business against the unexpected costs of professional legal services and get legal cover of up to £670,000 as well as access to a 24/7 helpline.

Chamber Roadside Assistance

Training Courses Confident and Effective Communication Skills

Microsoft Excel - Level 2 (Intermediary)

Date: Thursday 19th March, 9:30am – 4:30pm Venue: The Kings Centre, Burgess Hill Training Course Description: 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 difficult behaviour in themselves and others so they can chose a professional response. 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.

Date: Tuesday 24th March, 9:30am – 4:30pm Venue: The Kings Centre, Burgess Hill What this course will do for you: A large percentage of your organisation’s data is held in spreadsheets but at the moment, you’re struggling to extract the information you need. This course will give you the skills to perform simple data analysis in Excel. You will learn how to use formulas, conditional formatting, filtering and sorting and many more data analysis features to help you in your work. By completing structured exercises, using data relevant to your work, this course will increase your competence in day-to-day data analysis making you more efficient and productive. This course also prepares you for moving on to the Microsoft Excel Level 3 (Advanced) Course. To get the most out of this course: You should feel reasonably competent in using worksheets to enter data and do basic formatting work and you now want to find out how to analyse your data using formulas, functions and powerful Excel analysis tools.

Exporting – Understanding the Paperwork Date: Monday 23rd March, 9:30am – 4:30pm Venue: The Kings Centre, Burgess Hill Training Course Description: 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. This course will address all these issues and more. It will examine all aspects of export documentation from first enquiry to arrival of the goods at destination and will seek to establish best practice, emphasising the need for a clear and coherent audit trail for each shipment to ensure customs compliance.

contact business edge march/april 2015

A Foundation Course in Importing Date: Monday 13th April, 9:30am – 4:30pm Venue: The Kings Centre, Burgess Hill Training Course Description: 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.

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

chamber benefits 29

Training Courses continued Essentials of Supervision and Team Leadership Date: Wednesday 15th April, 9:30am – 4:30pm Venue: The Kings Centre, Burgess Hill Training Course Description: 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).

Consultative Selling Skills Date: Monday 20th April, 9:30am – 4:30pm Venue: The Kings Centre, Burgess Hill Training Course Description: To be really effective in business to business sales 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 more experienced salespeople and account managers who work over the phone and visit customers face to face. It will equip them with new tools and a strong sense of purpose, confidence and motivation to keep the income rolling in.

this course you’ll become more competent and efficient at setting out and printing documents. By completing structured exercises, using documents relevant to your work, this course will show you how easy it is to use Word and get the skills to become more efficient and productive in your work. It also prepares you for moving on to the Microsoft Word Level 3 Course. To get the most out of this course: This course will suit you if you have been using Word for some time by you’ve never had any formal training in Word and need to gain more confidence in using it and fill the gaps in your knowledge.

International Marketing and Sales Date: Tuesday 28th April, 9:30am – 4:30pm Venue: The Kings Centre, Burgess Hill Why this course? With the right preparation, international marketing can be approached in a structured, well-informed and focused way to get the best return on the effort and resource invested in this important activity. This workshop aims to demystify international marketing and how to evolve an effective strategy to develop business overseas. It will consider the key areas of difference in the elements of marketing, strategic options for marketing, cultural issues, how to identify and research markets, and the basics of selling overseas. Who is it for? This training course will be very suitable for both managers/owners of smaller companies who are beginning to export and for those in larger companies seeking an understanding of international marketing.

Professional Presenting Skills Date: Wednesday 22nd April, 9:30am – 4:30pm Venue: The Kings Centre, Burgess Hill Training Course Description: Do you get a buzz out of presenting, or do you avoid it at all costs? In business there are few people who don’t have to make a presentation as part of their role: it may be a manager imparting information or encouraging their team; it may be an individual presenting at a seminar or conference, it may be a sales person pitching to win a big contract. However, most people are not born with innate presentation skills, they have to be learned and practised. With practical exercises and clear feedback, this course can ensure your presentation is delivered to maximum impact. You may even begin to enjoy public speaking!

Microsoft Word - Level 2 (Intermediary) Date: Thursday 23rd April, 9:30am – 4:30pm Venue: The Kings Centre, Burgess Hill What this course will do for you: Microsoft Word has the power to lay out your documents in smart and professional ways but you’re still struggling to achieve this. This course will give you the skills to use the more challenging aspects of Word’s text and paragraph formatting features and page layout. You’ll also learn how to work with more advanced Word Tables. By attending


Training Course Name: People and Team Management Date: Wednesday 6th May, 9:30am – 4:30pm Venue: The Kings Centre, Burgess Hill Training Course Description: This course is designed for managers who would like a solid grounding in people management best practice. The day lays the foundations for strong manager/staff relationships, ensuring that they know how to focus on doing their people management job well and can deal with more difficult feedback situations. Some delegates attend the Essentials of Supervision and Team Leadership first and then progress onto this course. More experienced managers often feel this is the right level to begin at and may progess on to Developing Your Management & Leadership Skills or take this as a standalone intensive management course. The content is designed to lay 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.

For additional information on any of the above member benefits, please visit our website www.sussexchamberofcommerce.co.uk or call 0844 371 5404 march/april 2015 business edge

30 business support

When it makes sense to ask for help

sales@avantguardsecurity.co.uk www.avantguardsecurity.co.uk

Our security response teams are out every night of the year patrolling property and dealing with alarm activations…

Being in business can be a challenging task at the best of times. So much to do, so much information to absorb, not enough hours in the day. That is where business support companies come into their own because they can offer assistance in areas including finance, marketing, HR, administration and training. They bring essential knowledge to SME owner and take many of the worries away from the daily task of running a business. The advantages of outsourcing such services for SMEs are many, including the fact that it can represent a flexible approach to problem-solving. Support companies are often prepared to negotiate advantageous terms and conditions for clients, perhaps based on a job-by-job basis or a fixed-price project cost. That means that a SME can sign a deal that is specifically tailored to its needs, which can work out more cost-effective. And even though the company is not employing a full-time member of staff itself, it is still supporting jobs within other companies. Such arrangements can help both parties grow. business edge march/april 2015

so you don’t have to.

• •


It can be whatever Ityou canwant be whatever it to be. Ityou canwant be whatever it to be. you want it to be.

The Charmandean is one of Worthing’s best resources. Based on the major A27 trunk route through Worthing, The one of Worthing’s withCharmandean the capacity toisaccommodate up tobest 400 resources. guests or Based the major trunk route throughcatering Worthing, visitors,onample floor A27 space, superb in-house with the capacity to accommodate up on-site to 400 guests or and hospitality facilities and generous parking, The Charmandean is one of Worthing’s best resources. visitors, floor you’ve space, superb catering it can beample the venue always in-house wished for – Based on the major A27 trunk route through Worthing, and hospitality didn’t thinkfacilities existed.and generous on-site parking, with the capacity to accommodate up to 400 guests or it can be the venue you’ve always wished for – visitors, ample floor space, superb in-house catering and didn’t think existed. and hospitality facilities and generous on-site parking, it can be the venue you’ve always wished for – and didn’t think existed.

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FNot o rany e s tmore. Road Worthing West Sussex Difficulty in finding the perfect venue in Worthing? The Charmandean’s three main room spaces can individually accommodate guest lists of between 40 and 175 – but the beauty of the Not any more. building is that the three rooms are connected and can be joined together Difficulty in finding the room perfect venue in Worthing? The Charmandean’s three main spaces can individually to hold 400 guests in one impressive area. accommodate guest lists of between 40 and 175 – but the beauty of the Not more. At a any price canrooms afford. building is thatyou the three are connected and can be joined together to hold 400 guests in three one impressive area. The Charmandean’s main room spaces can individually accommodate guest lists of between 40 and 175 – but the beauty of the At a price you can afford. building is that the three rooms are connected and can be joined together to hold 400 guests in one impressive area.

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march/april 2015 business edge


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16/02/2015 16/02/2015 12:49 1

Innovation: using technology to grow your business

Townshend Consultancy Services Innovation can help your business to: n Improve productivity n Reduce costs n Increase efficiency n Be more competitive n Increase turnover n Improve profitability

TCS are based in Sussex and support businesses to optimise their processes and technology. This is achieved by applying over 20 years experience of successful technology integration, IT project delivery and service optimisation; and our own unique 3-stage methodology of consultancy, delivery and optimisation.

Technology has an important role to play in TCS are not tied to any particular enabling innovation within your business. It is vital that your technology strategy supports the manufacturer or supplier, so we provide goals and vision that you have for your business. totally independent IT Management, Infrastructure and Communications Services Setting your technology strategy and keeping that are the best fit for our clients. up with the rapid advances in technology can be difficult and time consuming for business owners and senior managers.

Talk to the team if you: n Want to find out how innovation can help you to grow your business n Are frustrated by your current IT systems, telecoms or processes n Aren’t getting value for money from your IT and communications spend n Aren’t sure how to make the most of Cloud, smartphones or mobile computing

Call us on 0333 2407065 to book your free meeting with no obligation to use our services.

info@townshendcs.com www.townshendcs.com march/april 2015 business edge

34 business matters

Locate East Sussex welcomes funding boost

Consultant overcomes planning challenge A Sussex planning and design expert has secured planning permission for a house near Eastbourne on the edge of the South Downs National Park, next to a Site of Special Scientific Interest. Glenn Moore, of Glenn Moore Associates, knew that gaining approval for a large new house in the area would be a challenge but was determined to help his clients fulfil their dream of building a sustainable home with an annex for their extended family. The Hailsham-based, Australian-born consultant said: “I don’t often praise Local Authority planners, but in this case they deserve it. “Eastbourne Borough Council resolved to grant permission for a dwelling on the edge of the South Downs National Park. It took a few meetings and a lot of design tweaks to agree the final design that all parties were happy with. It just proves that if you work with the Local Authority you can achieve a happy ending.” Client Colin Etwell said: “Glenn came highly recommended to us, due to his

business edge march/april 2015

specialist knowledge and experience with both historic and sustainable buildings. His proven track record of obtaining planning permission in difficult circumstances was essential given the planning history of the land we had available for our new home, and he approached the challenge with rugged determinism. “It was refreshing to work with Glenn on the design, as he was able to visualise our concept of a thoroughly modern yet traditionally styled property which would fit comfortably within our village. We also have the reassurance that Glenn will be with us throughout each stage of the build, in order to ensure that the full potential of our own Grand Design is realised.” The house is based on the Arts and Crafts style movement. Reflecting older properties in the area, the design is primarily brick with a front elevation of flint and glass within brick quoins under pitched roofs of slate. There are solar PV slate tiles on appropriate slopes. GM Moore and Associates is based in Hailsham, East Sussex, and provides a range of design, planning and technical services.

Coastal projects in East Sussex have been awarded more than £4.5million from the Government, projected to create more than 400 jobs. The money from the Coastal Communities Fund is part of a £36million nationwide investment to support growth in seaside areas. Philip Johnson, Director of Locate East Sussex, said: “This money enables key improvement programmes to go ahead in seaside areas, creating jobs, boosting skills and opening up new business opportunities.” Devonshire ward in Eastbourne has received £1.84million for schemes including improvements to Princes Park, the transformation of Sea Houses Square and refurbishments to building fronts and commercial space in Seaside Road. A new Tech Resort for teaching coding skills is set to boost the skills base in the town and help people find employment. As a result of the funding for Devonshire, 118 jobs are set to be created. In Hastings, the borough council has received £500,000 towards rejuvenating the seafront in time for the reopening of Hastings Pier later this year. The investment will pay for improvements to attractions to amenities, including bike hire, improved signage, information walks, trails and landscaping. About 260 jobs are to be created. Further west, the dilapidated Saltdean Lido has been awarded £2.3million towards its restoration and the creation of a year-round tourist and leisure destination, community hub and heritage centre that will create 60 jobs.  The 1930s art deco structure is the UK’s only Grade II* listed lido. An estimated £5million is needed for the lido’s refurbishment, which is expected to reopen in 2016. Locate East Sussex is a business support service funded by a partnership of East Sussex County Council, Eastbourne Borough Council, Hastings Borough Council, Lewes District Council, Rother District Council and Wealden District Council.

business matters 35

L-R: Duncan Lee and Chris Thomas at Solar UK in North Trade Road, Battle

eBay purchase leads to unique new premises for solar panel company A unique 17-sided manufacturing centre made out of parts of a former training college is the new premises for a thriving solar panel company. Solar UK, which manufactures and installs solar panels, had been operating from a converted farm building in Northiam since it was set up in 2000. Thanks to a £30,000 grant from the government’s Regional Growth Fund secured with help from property and inward investment service Locate East Sussex, the firm was able to push ahead with its move into new premises that are specifically

tailored to its requirements. Six new jobs will be created as a result. Managing Director Duncan Lee began his ambitious design plans by buying a former public service vehicle facility at Coventry City College which was advertised for sale on eBay. The old building was dismantled and transported on 36 trucks to the company’s new site in North Trade Road in Battle where the parts were recycled to create the new centre. “The almost-circular design of the building was developed to ensure ease of movement and to improve workflow,” said Duncan. “Locate East Sussex helped source the grant which was crucial to building the

internal factory and office space within the centre.” Chris Thomas, Business Manager at Locate East Sussex, said: “We were delighted to support Solar UK in helping to make their business plan a reality. “This innovative design will make the manufacturing process more efficient and the site, which was formerly a timber yard, has good transport links.” For more information about Solar UK visit www.solaruk.com or phone 01797 253563. To find out about how Locate East Sussex can help your expanding business visit www.locateeastsussex.org.uk, phone 01424 772903 or email enquiries@locateeastsussex.org.uk

march/april 2015 business edge

36 women in business

Feel Really Good Heights health & fitness is a wellestablished independent club in Burgess Hill. Since opening in 1997, Owner Sue Upton (top row, left) and her team have helped thousands of Burgess Hill and Mid-Sussex residents with fat loss, improved strength & wellbeing. With a long & varied background in the Leisure industry, Sue is a great believer in no fads, no gimmicks type of training and has endeavoured to bring fun and friendly into fitness. The facility consisting of a gym and class studio, offers a variety of ways to train, including vibrational plate and Gravity Total Gym sessions.Our members love what we do because unlike other fitness centres that provide little support or guidance, Heights health & fitness offers honest and truthful coaching programs to support you and get you results, in a friendly, motivating environment where you are treated like an individual. “We understand that trying to get enough exercise isn’t always easy” says Sue– especially when you are busy. We want to help you see food and exercise as a lifestyle change so you look and feel better - you will love seeing the improvements in your fitness”. We specialise in getting people fit and healthy, whatever your fitness level. age or goals - we have the solution to make it happen for you. From 1-1 personal training to group sessions, inside or outside bootcamps and gym memberships. Our friendly team are expert at identifying your fitness needs and bringing the results and benefits you desire. To see how Heights health & fitness can help you, or your company, please contact Sue and her team by email info@ heightshealthclub.co.uk.

business edge march/april 2015

Peace of mind for your accounting needs Helen Preece has run The Financial Management Centre in Haywards Heath with her team for just over five years. She is a CIMA qualified accountant with over 15 years accountancy experience. Having previously worked in audit, practice and industry she feels she has the varied experience that can be applied to all clients. ‘For a small business the finance side is not normally the first thing on the business owners ‘To Do’ list. This is where we can step in to give business owners peace of mind and one less thing to think about. The services offered by the team include all aspects of an in-house finance department, such as bookkeeping, management accounts, payroll and credit control. Our client portfolio covers various industries including, manufacturing, PR and marketing, retail, recruitment and hospitality companies of varying sizes and we have successfully migrated clients onto cloud based accounting systems. By utilising technology and best management practice, we are competent in working with a number of desktop and online packages to assist businesses with their finances and make better informed business decisions. As well as the Haywards Heath branch, the Financial Management Centre has offices in Brighton, Crawley and Horsham meaning we have more than 50 years of experience in the Sussex area. For more information please visit our website www.tfmcentre.co.uk from where you can contact us direct, email info@tfmcentre.co.uk or call 0800 470 4820.

Independent Financial Advice for SME businesses PSG Financial Solutions provide Independent Financial Advice on all areas of financial planning – Life Assurance, Income Protection, Pensions and Retirement Planning, Investment and Regular Savings. We believe that being Independent is paramount to be truly able to provide clients holistic, ongoing financial advice which focuses on creating and preserving wealth over their lifetime. Owner, Petra Griffiths, set up the business late 2012, and says “Like many business owners starting out, I was worried and a little scared(!), but looking back now it is one of the best things I have ever done!” Our experience in the last fifteen years has been very much working with SME business owners – we focus on building longstanding relationships with them, which allows us to provide advice and solutions that are appropriate as their circumstance naturally change over time. One of the biggest changes we are now seeing for SME business owners is Workplace Pensions/Auto Enrolment. We have and are working with businesses to help them understand the specific issues for their business and enable them to not only implement good quality pension schemes for their staff, but confidently manage their ongoing administrative requirements. See what our clients think at www.vouchedfor.co.uk/financial-advisorifa/peacehaven/3027-petra-griffiths or if there is any aspect of financial planning you would like to discuss, please contact Petra Griffiths on T: 01273 579486 E: petra.griffiths@psgfinancialsolutions.co.uk W: www.psgfinancialsolutions.co.uk The value of pension and investments and the income they produce can fall as well as rise. You may get back less than you invested Tax and Trust planning is not regulated by the FCA

women in business 37

Arbitration or Litigation? Who benefits? Classical Greek philosophers assessed a case based on “cui bono” - “to whose benefit”. This insight can help us decide between choosing litigation or arbitration to solve disputes. Arbitration is based on autonomy. This means that, rather than the courts, the parties in dispute are given the power of much decision making. The parties have far greater control over proceedings and are able to choose a neutral third party to hear their dispute and make a final judgement. Importantly the parties can also set where, when and for how long the arbitration hearing will take place, thus, creating a very specific structure to the resolution of the dispute. Ideally these matters are decided at the time of forming the contract by including an arbitration clause. Traditionally, lawyers suggest the choice between arbitration and litigation. However, parties can select and contact an arbitrator directly and present their case. They may wish to have their lawyers present the case on their behalf, though this is not required. The hearing is often informal, based on business sense “equity”, Law, trust and fairness. Arbitration is usually quicker and therefore a more cost effective private judgment. Like the courts Arbitration judgments are enforceable, unlike mediation which is not. Arbitration is increasingly seen as the preferred dispute resolution path of the future because it makes good business sense and it is the smart choice.

Purrfection for your Pets I am Pam, owner of Pampurr Your Pets, a mobile dog grooming service. I have been in business since 2004 and was lucky enough to expand last year. I now have two vans on the road, the second van being run by my full-time member of staff. Since having my son 21 years ago, I have always run my own successful businesses. Before I launched Pampurr Your Pets, I ran a 5* Livery yard which I had for many years. I closed this business when we moved to Sussex in 2006 and Pampurr Your Pets was moved from Croydon to Sussex and has gone from strength to strength. I decided to work for myself as this gave me the flexibility that I wanted once I had my son. At the time, there were not many job placements around which offered flexible hours with a good salary. I was determined never to end up on the benefit system and I wanted a good life for us both. Running Pampurr Your Pets has definitely had its up and downs, tears and tantrums but all in all it is an enjoyable industry to be in and I love working with all my clients that pass through the van doors. I would not be where I am today without my dedicated team of staff and helpers, especially without Sharon who has been with me through good and bad times. Also my son and partner, both who have an input into the vans and business.

Sally Williams(Podiatrist), Linda Buckingham-Goodsell (Director) and Alison Lewis (Senior sales and Shoefitter)

Your foundation for healthy feet! The Footings is a family run one shop stop for all your foot health needs. In Worthing we have been in the town centre for approximately ten years. We have Chiropodists/Podiatrists in surgery every day offering half hour appointments to deal with all hard skin, corns, calluses and cutting and shaping of nails and also offer some specialist treatments for building up of nails after surgery and needling for veruccas. In the shoe shop we stock a range of styles and brands including sandpiper, easy b, padders, rohde and fittings from size 3 to some in a 9 and wider fittings ranging from d to 8 eee’s. We are a supplier of Sidas orthotics the best off the shelf arch supports available coming in different heights and lengths and a thermic plate to identify the best sizes according to your individual needs. You hobble in and we send you out walking on air. Tel: 01903 202320 Email: enquiries@thefootings.com http://www.thefootings.com/

march/april 2015 business edge

38 new members

Welcome to Sussex Chamber of Commerce Membership of Sussex Chamber of Commerce 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. Bailey Pollock Electrical Services Mark Pollock 40 Brittany Road, Hove, East Sussex BN3 4PB 01273 701177 www.baileypollock.co.uk/ Blue Box London Ltd Mark Metcalf 4 Smiths Barn Farm, Comptons Lane, Horsham, West Sussex RH13 5NN 01403 266155 www.blueboxco.com Business Navigator Kerry Kyriacou Arun House, Hurst Road, Horsham, West Sussex RH12 2DN 01403 333 840 Chandlers Garage Ltd Andy Belton Victoria Road, Portslade, Brighton, East Sussex BN41 1YH 01273 423312 www.chandlers-bmw.co.uk

Jobs In Sussex Chris Mount 58 High Street, Maidstone, Kent ME14 1SY 01622 761704 Konica Minolta Business Solutions UK Ltd Bernard Cassidy 7-8 Commerce Park, Brunel Road, Theale Reading, Berkshire RG7 4AB 07793758529 Masona Plastics Toyna Mason Pine Close, Avis Way Industrial Estate, Newhaven East Sussex BN9 0HE 01273 612440 www.masona.co.uk Parasure Limited Miles Hayward Squirrels, Kithurst Park, Storrington, West Sussex RH20 4JH 01903 741390 www.parasure.co.uk

Halo Corporate Finance Ltd Luke Hultquist Unit 5, Newhouse Business Centre, Faygate, Horsham, West Sussex RH12 4RU

Telnet International Ltd Anna Stoner Unit 4, Newhouse Business Centre, Old Crawley Road, Faygate, Horsham, West Sussex RH12 4RU

0845 4501966 www.hcfl.co.uk

0800 6521800 www.telnet-international.com

contact business edge march/april 2015

SUSSEX CHAMBER OF COMMERCE 0844 375 95 50 www.sussexchamberofcommerce.co.uk

new members 39

We’re passionate about print! Looking for a printer for your next print project? Then look no further, with Charlesworth Press you can expect … • Competitive pricing on brochures, catalogues, magazines, corporate literature, & much more • Full colour printing from short runs up to thousands of copies • Wide range of binding options including soft bound, hard bound, wiro & spiral bound • Dedicated Account Manager to help & advise throughout the process • Accredited to ISO 9001 Quality standards • Environmentally friendly ISO 14001 & FSC production • PLUS lots of care & attention to detail!! Working hard to support Sussex Enterprise members

Contact us to find out how we can make a difference to your next print project Tel: 01924 204830 Email: sales@charlesworth.com

Charlesworth Press ...evolution in print

www.charlesworth.com Charlesworth Press, Flanshaw Way, Flanshaw Lane, Wakefield WF2 9LP

march/april 2015 business edge

40 diary

SUSSEX CHAMBER OF COMMERCE NETWORKING EVENTS Join the Ultimate Business Network (Non-Member Event) Date: Tuesday 17th March, 8:30am – 10:30am Venue: The Sussex Exchange, Queensway, Hastings, St Leonards, East Sussex Event Description: Would you like to capitalise on the Recovery? Would being able to get the best prices and services from a variety of suppliers provide you with a competitive advantage? Would you like to significantly increase the profile of your company? Would you benefit from meeting like-minded business leaders with common interests and problems to share ideas and best practice? Whether you’re looking to reduce essential costs, maximise opportunities to promote your business, network with key decision makers or influence business policy (local, regional, national and international) Sussex Chamber provides the solution. To find out more about how to become a member of Sussex Chamber and get better connected, better informed and more successful please come along to join other local businesses at the “Join the Ultimate Business Network” event. We hope to see you there

MP Event – Premier Members only Date: Wednesday 18th March, 4:00pm – 7:00pm Venue: The Sussex Exchange, Queensway, Hastings, St Leonards, East Sussex Event Description: PREMIER MEMBERS ONLY EVENT Our fantastic MP late afternoon event provides the perfect opportunity for premier members to converse with local MP’s and network with other businesses over a delicious afternoon tea. We are inviting local MP’s to join us to address business issues within their constituency. Furthermore a brilliant chance to discuss any issues that are pertinent to your business. Situated in the shadow of Big Ben and Westminster Abbey, the QEII Centre is only a 5 minute walk away from Parliament. Hosted in a bright and spacious area with superb views of Westminster Abbey, the Caxton Lounge offers a lively, sociable event. BOOK YOUR PLACE NOW TO AVIOD DISAPPOINTMENT!

business edge march/april 2015

Construction Forum Date: Wednesday 25th March, 7:30am – 10:30am Venue: Sovereign Harbour Yacht Club, Eastbourne Event Description: East Sussex is a wonderful location for business. It offers low operating costs, high quality premises, vibrant business networks, close academic links and strong workforce skills. Construction of the Sovereign Harbour Innovation Park has started in Eastbourne with site clearance and piling works. The 5.5 acre business park is being created by economic development company Sea Change Sussex, with support from Eastbourne Borough Council and East Sussex County Council. The construction is being carried out by Buckingham Group Contracting, a £300 million turnover, family/owner-managed building company. The project will bring economic life to a disused site in prestigious Sovereign Harbour, 2.5 miles east of Eastbourne town centre, by attracting expanding businesses and providing jobs. CEO John Shaw will be explaining the progress and the future of the construction.

Growth Accelerator Date: Wednesday 25th March, 8:00am – 5:00pm Venue: Cisswood House, Sandygate Lane, Lower Beeding Event Description: We are holding a joint event which is being fully sponsored by Growth Accelerator. Join us at our Growth Accelerator event, which is being held at Cisswood House, one of England’s most established and well recognised country house hotels, built in 1928 for the then Chairman of Harrods and his wife Cissily. Located in the Sussex countryside close to the historic market town of Horsham, and a short distance from both the seaside city of Brighton and London Gatwick airport. Guest Speaker: Grant Leboff is one of the U.K’s leading Sales and Marketing experts. His latest book, “Sticker Marketing” went straight to #1 in the Amazon Sales & Marketing Chart, and was in the top 10 overall Business Chart, on publication, in February 2014. It provides companies with

the new principles of marketing so they can thrive in a digital world. A thought leader in his field, Leboff’s main focus is to address the massive changes that are taking place in a world that is constantly being introduced to new technologies and an evolving World Wide Web. He continually challenges Sales & Marketing conventions that have become accepted wisdom, but don’t necessarily deliver results. Leboff is a Fellow of both The Institute of Direct and Digital Marketing and The Institute of Sales and Marketing Management, as well as being a regular contributor to many business magazines and newspapers. Amongst others, he has been featured in the Daily Telegraph, The Independent, The Financial Times, The Daily Mirror and The Sun, and has appeared on BBC Radio on numerous occasions. BOOK NOW!

Business Networking Lunch Date: Tuesday 21st April, 12:00pm – 2:30pm Venue: The White Swan,16 Chichester Road, Arundel Event Description: Come and join us for a fabulous two course meal, with a refreshing soft drink on arrival, at the White Swan Hotel in a informal, relaxing, social manor. The White Swan is a very traditional, charming inn complete with low beams and ceilings, stone-flagged floors, woodburning stove and quirky bar counter. It is located just outside historic Arundel. Speakers to be confirmed. BOOK NOW!!!

For all bookings and enquiries, please contact us in the following ways: Tel: 0844 37 595 50 | events@ sussexchamberofcommerce.co.uk www.sussexchamberofcommerce. co.uk/events

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TRAINING COURSES Microsoft Excel - Level 3 (Advanced)

Classification of Goods using Commodity & Tariff Codes

An introduction to Export Procedures

Date: Tuesday 12th May, 9:30am – 4:30pm Venue: The Kings Centre, Burgess Hill What this course will do for you: Although you’re a competent user of Excel, you’re still finding some aspects challenging and you feel frustrated because your existing knowledge keeps letting you down. This course will give the skills to tackle more complex data analysis. With the use of the If function, Vlookup and Pivot Tables, you will have the necessary skills to extract information from your spreadsheets. This course will increase your competence in data analysis helping you meet those targets more efficiently. To get the most out of this course: You have been using Excel for a reasonable length of time and you are competent in basic spreadsheet analysis work and have used formulae and functions. You now need to know how to use more complex functions and data analysis.

Date: Thursday 14th May, 9:30am – 12:30pm Venue: The Kings Centre, Burgess Hill Training Course Description: 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 The correct coding is the legal responsibility of the exporter or importer, even if this code has been suggested by others, such as suppliers, freight forwarders, clearing agents or HMRC. It has been estimated that 30-40% of goods that cross our borders are incorrectly classified, simply using the wrong code. 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 and basic security procedures. This half day course will consider the terminology used and the structure of the Harmonised System, Commodity and Tariff codes. It will examine the General Interpretative Rules that are used for classification and the use of tools available to assist in the establishment of the correct code. We will then look briefly at the International Trade procedures related to commodity and tariff codings and highlight the necessity and benefits of using the correct codes. The course will have live access to The Tariff, enabling the trainer to demonstrate the methodology. Please note that we cannot confirm individual product classifications during the seminar.

Date: Monday 18th May, 9:30am – 4:30pm Venue: The Kings Centre, Burgess Hill Training Course Description: Who is it for? The course is suitable for those new to the problems of exporting and for experienced exporters who need to update their knowledge. No prior knowledge of exporting is assumed. The content will be relevant to field and office based sales staff, purchasing staff, shipping and dispatch personnel, accounts and finance staff, customer services, freight forwarders. What Will I Learn? The course is designed to provide an overview of the Terminology, Procedures and Documentation used in the exporting process and to promote awareness of the responsibilities and obligations of all parties. Attendees should gain an overview of the exporting process from first enquiry to arrival of the goods at destination and the course will highlight the possible pitfalls that can await the unwary. It will include a summary of The New Incoterms@2010 Rules.

Effective Time Management and Personal Effectiveness Date: Wednesday 13th May, 9:30am – 4:30pm Venue: The Kings Centre, Burgess Hill Training Course Description: It seems that everyone is trying to get more done with less resource and for many of us the resource under the most pressure is 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 is critical to both managers and operational staff alike so that we can all achieve our goals and feel comfortable with our choices at work.


Developing your Management and Leadership Skills Date: Tuesday 19th May, 9:30am – 4:30pm Venue: The Kings Centre, Burgess Hill Training Course Description: This course was previously titled People and Team Management Stage 2 as it builds on the topics covered in People and Team Management to give a more complete overview of people management best practice. However it can also be a standalone course as new topics are covered which are more advanced or involved for experienced managers.

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.sussexchamberofcommerce.co.uk or call 0844 371 5405 march/april 2015 business edge

42 five minutes with...

movers and shakers

Chris Goulding

Customer Relationship Executive at the Sussex Chamber of Commerce

Originally from Croydon in Surrey, Chris has been with the Sussex Chamber of Commerce for 5 years, primarily providing support and assistance to existing Chamber of Commerce members. A good all-rounder, who is happy to help clients with any enquiry. Prior to joining the Chamber Chris worked in the financial services sector for the Towergate Insurance company working with in both the Care and Licensed Trade sectors, he is now based in Haywards Heath. 1. What was your first job and what was the pay packet?

6. As a business person, what are your three main qualities?

Paper round, kept me both grounded and out of mischief. I had to make the £10 a week last!

I like to think I’m level headed, not in the least bit arrogant, very humble and genuinely care for my clients’ best interests

What do you always carry with you to work?A pen and diary, I’m a bit of a technophobe, no mod cons for me. 2. What is the biggest Challenge facing your business? We’ve recently re-branded, so these are eminently exciting times, there is a strong team here in place and the challenge will be to reinforce the message of what we provide, a one stop for businesses large and small. 3. If you were Prime Minister, what one thing would you change to help business? Cutting business rates for retailers, the local high street is resembling a ghost town. 4. What can you see from your office window? Trees and houses, nothing too exciting! 5. If you could do another job what would it be? A writer, I do enjoy a good book in my spare time.

business edge march/april 2015

7. What was your biggest mistake in business? Very rashly walking out of a job many years ago, without a new job to go too things worked out alright in the end, but I perhaps would have told my younger self not to have been so hasty. 8. What advice would you give to aspiring entrepreneurs? Be patient and persevere if you have any knock backs. Never be afraid to ask your peers for help and advice, and above all network. 9. Who do you admire most in business? Stephen Browett, began his career as a van driver, but with hard work and perseverance, now runs the multimillion pound fine wine company Farr Vintners and is also CoChairman of Crystal Palace football club.

Leading Sussex accountancy firm Knill James signs five new experts to its tax team Leading Sussex accountancy firm Knill James has expanded its tax team after taking on five new senior appointments with more than 100 years of tax experience between them. Lorna Sizer (Senior Manager, Personal Tax) and private client experts Kirsty Royds-Jones and Sarah Robinson have already joined the team together with Alison Sampson (Senior VAT advisor). Michael Chapman (Senior Manager, Corporate Tax) begins work this month. All five have extensive experience in their specialist field and are well known in the local market, having previously worked for Mazars in Brighton. Their arrival adds to Knill James’ reputation as one of the biggest independent accountancy firms in the region. Nick Rawson, Partner at Knill James which is based in Bell Lane, Lewes, said: “We are delighted to welcome all five to our expanding tax team at Knill James. They bring with them a tremendous amount of experience and expertise, and their arrival is a real coup for the firm. “The strength and depth of our tax team now means Knill James can rightly be regarded as the go-to accountancy firm for tax advice in Sussex and beyond – for both personal and corporate clients.” Knill James has been helping clients for over 127 years and has a team of more than 60 people at its Lewes office. Its tax team, which is now 10 strong, offers advice on a wide range of issues, including planning solutions, Trusts and Estates, Corporate and Personal Tax, Tax Compliance, Tax Investigation and VAT advisory. The team designs bespoke strategies to help clients, from individuals to large companies, to optimise their tax affairs. Knill James also offers its own Tax App, using latest technology to provide clients with useful tax tools and information via their mobile device. It can be downloaded for free from the App Store for Apple devices and from Google Play for Android devices. Other services offered by the firm include Business Services, Wealth Management, Audit and Assurance, Corporate Finance, Business Strategy, Payroll, Management Accounts and Outsourcing. For more details please visit www.knilljames.co.uk

OPEN FOR BUSINESS in the Gatwick Diamond

“We have a Knowledge Transfer Partnership with the university to help us develop accurate temperature measurements” Paul Barnard, Director, Ceres Power

My Profitnet peers have helped me tremendously with training and business strategy. I found the action learning part of the programme really valuable”

“We’re investigating how we might extract and re-use the polymers from clinical waste” Stuart Brittle, Managing Director, Medisort

Debbie Orme, Founding Partner, Clearstone

We can help your business with: • • • • •

Research and product development Knowledge Transfer Partnerships Graduate internships and placements Business development and growth programmes Developing opportunities for Corporate Social Responsibility

Contact our Business Helpdesk on 01273 643 098 or at businesshelpdesk@brighton.ac.uk march/april 2015 business edge

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