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Inside 05 creative/digital/IT 08 business matters 12 the expert 13 fine print 14 business support 24 inspirational leaders 26 cover feature 28 women in business 39 events and training 45 new members 46 five minutes with 46 movers & shakers

the magazine for sussex chamber of commerce members

february/march 2017

National awards Sussex winners Page 26

Sussex Chamber of Commerce

AS ASAACHAMBER CHAMBERMEMBER MEMBERYOU’RE YOU’REWELL WELLCONNECTED CONNECTED


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contents

february/march 2017 business edge

Sussex Chamber of Commerce

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. 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@

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welcome

feature: creative/ digital/IT

feature: creative/ digital/IT

business matters

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feature: creative/ digital/IT

ask the expert

fine print

feature: business support

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business matters

business matters

feature: creative/ digital/IT

business matters

sussexchamberofcommerce.co.uk

SUSSEX CHAMBER OF COMMERCE Unit 4, Victoria Business Centre, 43 Victoria Road, Burgess Hill RH15 9LR

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women in business

feature: creative/ digital/IT

finance focus

business matters

FEATURE EDITORS

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feature: creative/ digital/IT

events & training

feature: training and development

business matters

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business matters

new members

movers & shakers

five minutes with ...

26 cover feature

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DISCLAIMER 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.

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welcome

february/march 2017 business edge

Welcome to the February/ March Issue!

A chance to celebrate The Chamber Business Awards is one of the UK’s most contested and prestigious business award programmes and will open up again for entries in March. Scientifica, a designer, manufacturer and distributor of scientific instruments based in Uckfield, won the award for Business of the Year, and as a prize will be invited to open the London Stock Exchange on the 13th of March 2017, the day the Chamber Business Awards 2017 are launched. In light of Brexit and uncertainty for Britain’s future outside of the EU, the British Chambers of Commerce Annual Conference is an opportunity for senior politicians, business leaders and thoughtleaders to connect over some of the most prominent issues affecting the economy and society. The annual conference will be taking place on the 28 February 2017. Our next Business Leaders Conference is on the 22 March 2017. We have some fantastic inspirational leaders lined up so please follow the link on our website to book your place onto this conference. This issue of Business Edge brings you some of the highlights from the digital and creative sectors. We are pleased to be a key supporter of the Sussex Digital Awards which will take place on the 13th April. Entries are now open in various categories and close mid February. This is a fantastic opportunity to showcase the outstanding world-class strengths of digital businesses in Sussex. The Sussex Chamber is very pleased to announce some fantastic enhancements and increased benefits for Chamber members. This will all be communicated in newsletters, emails and via the telephone. Do you have any news that you would like to share? Chamber members have the opportunity to share news stories with the business community though our Business Edge magazine or via our social media. Should you wish to find out more about your membership benefits, please call our office on

01444 259 259.

Ana Christie Chief Executive

Sussex Chamber of Commerce

AJW Group raises a grand total of £27,000 for Local Charity Chestnut Tree House AJW Group, a world leading specialist in the supply, repair and lease of commercial aircraft spare parts headquartered in Slinfold, has over the last three years, raised in excess of £27,000 for Chestnut Tree House, the Sussex children’s hospice. Over the last twelve months, AJW volunteers have ramped up the fundraising and have been taking part in various initiatives to raise funds for the local charity. From the air to the ground, and in the aid of an excellent cause, AJW employees have embraced new challenges and have pulled together as a team to fearlessly jump out of an aircraft at 10,000 ft. and run the Brighton half marathon. More recently, the company organised a Halloween cake sale and dress down day, and is now preparing a Christmas grand raffle, which is expected to considerably increase the total funds collected to support the Sussex charity. Boris Wolstenholme, AJW’s Chief Executive, said: “It is massively rewarding for AJW to be involved and raise money for such a worthy cause. Chestnut Tree House does fantastic work supporting the lives of hundreds of children and young adults, which is why everyone at AJW took on the fundraising activities with such passion and determination. “We thank all the staff at Chestnut Tree House for the amazing work they do day in day out and we wish you all a very happy Christmas.” Terrina Barnes, Corporate Fundraising Manager at Chestnut Tree House, added: “We couldn’t be happier with the money raised by AJW not only in 2016, but over the past 3 years. The total of around £27,000 they have raised is continuously helping us to provide a better quality of life for children, young people and their families. “We can only thank the many staff at AJW who pushed themselves to the limit, either running a half marathon or doing a sky dive in the name of Chestnut Tree House.” Based in Sussex, Chestnut Tree House provides care services for children and young adults with progressive life-shortening conditions

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tel: 01444 259 259


february/march 2017 business edge

feature: creative/digital/IT

Integrate CRM for increased profit Does anyone remember the days before computers? Dominic White Managing Director, Computer Systems Engineers

Dominic White, Managing Director of IT support provider Computer Systems Engineers (CSE) looks back on much simpler times. When memory was something you would lose with age. A cursor was someone that swore a lot. A hard-drive was a long trip in the car. A keyboard was a small piano, and a mouse pad was where trendy mice lived! Those were the days! However, nowadays our minds are filled with bewildering error messages and complicated codes, with IT experts forcing meaningless jargon into our brains until we feel more corrupted than the systems we were enquiring about. Let’s go back to the first ever computer ‘bug’. On September 9, 1945, a U.S. Navy officer, ironically named, Grace Hopper, found a moth between the relays on the Harvard Mark II computer she was working on. In those days computers were huge and produced a great amount of warmth, which would attract moths, flies and other flying creatures. These creatures regularly caused havoc with the machines, often causing them to malfunction. The incident was reported in Grace Hopper’s diary, entitled: “First actual case of bug being found.” Hence came the expression that we still use today; “computer bug”. Since this incident the number of computer bugs, viruses and malware has grown tremendously, becoming more and more sophisticated and harmful with each passing year, particularly targeting businesses; forcing the owners to pay extortionate demands made by the cybercriminal.

of piano playing cats on your website. There are now huge groups of cybercriminals, infecting your business and stealing thousands, sometimes millions of pounds every year. A new report from telecoms giant BT and consultants KPMG found that malicious software was infiltrating an astonishing 97 per cent of firms in Britain. It further reported that just a fifth of businesses in Britain feel prepared to deal with future incidents. The IT Support Industry is a service that when you need it, you really need it. In those circumstances you need a provider who understands that not everyone is an IT expert, one that will guide you through any fault that arises on your system, speak to you in layman’s terms and make sure that not only is your problem solved, but also that you understand the advice provided. Using an outsourced IT support company will take away the concerns and complications that arise from the very core of your business and allow you to focus on the day to day running of the company. A good support company will work alongside your business and understand its needs, maintaining and enhancing your systems, keeping you up to date with any modern, relevant technology, so that your business will always be at the forefront of its industry. We’re a well established team at CSE and we are proud of our friendly relationship with our customers. We are proud to have remained at the forefront of the IT Support industry for more than 20 years and we’re proud that our customers feel they can rely on us if they have an IT disaster. The IT Support Service industry may be growing every day, because of the huge rise in cybercrime threats and cyber security software, but who is helping your industry grow? We understand that the only way we can continue to grow, as we have since 1995, is if we help you grow with us.

Tony Trevillion, from CRM specialists Loria Consulting explains how. It is not surprising that one of the primary uses for computers in business is for financial management. Using accounting software and running spreadsheet analytics are now normal business practice. However, when it comes to managing core business activities such as sales, marketing and customer service many companies still rely on mainly manual systems. This leads to inefficiencies and high administration costs, which result in lost sales and low levels of customer satisfaction. Manual systems also represent a business risk, as a large amount of businesscritical information is held by individuals. Customer Relationship Management (CRM) software is designed to capture information to help a business to maximise sales opportunities, manage marketing campaigns, provide excellent customer service and make better business decisions. Implementing a CRM system will save a business money by reducing administration costs and improving business performance. These benefits can be increased by integrating CRM with financial and other systems, to give business managers a complete overview from initial enquiry to delivery. Loria Consulting are experts in the deployment and support of Sage CRM. We work with many different businesses and are particularly adept at integrating CRM with Sage 50 accounts.

Tony Trevillion Director, Loria Consulting

Cybercriminals are no longer the average Joe that sits at his computer placing videos

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feature: creative/digital/IT

february/march 2017 business edge

Military/Defence and Enforcement Intelligence moves towards a more digital age Richard Hill Marketing Manager, MCM Solutions

New threats are facing the modern Military, Police and security services. We are pressured with tighter finances, manpower and often hidden, time-sensitive attacks. Front line digital exploitation and rapid intuitive lab forensics is now critical in saving time, budgets, preserving life, convicting criminals and enhancing a nations counter-terror effort. It is time to switch the momentum and use technological and innovative security and defence products to help prevent terrorist action while implementing and positioning effective strategies moving forward in the digital world of which we are now living. Rapidly changing technology will always present challenges, and as these new technologies arise, it will come down to further innovation to reliably find data of forensic value. The switch from using computers, laptops, workstations and internal network for data storage to cloud-based storage services is just one example of ways in which modernised criminality can be undertaken, i.e. holding Indecent Images of Children and sharing these files with others over a network. The cyber space has enabled globalised crime and enhanced criminal’s abilities to operate. It is now possible for information to be transferred over a network in seconds using a variety of online platforms – the ‘Deep Web’ here is probably one of the toughest spaces to police and govern due to its multiple-layer encryption infrastructure. Operators and investigators can sometimes be faced with encrypted files and even data that have undergone sophisticated alteration, which can prevent forensic analysis – the value and use of such evidence can, as a result, become impractical and unreliable due to the data’s integrity. Further innovation is therefore required to develop alternative access methods to tackle these cases. Police Forces, Military and Intelligence Agencies around the world therefore require a step-change in their digital strategy and the development and use of innovative technologies that match, more importantly, exceed the capabilities of technology that are currently facilitating crimes today, including terrorism, trafficking, paedophilia and fraud. At MCMS, we have learnt that many investigations require looking at digital evidence in transit and trying to build up intelligence pictures to discover ‘needle-in-

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haystack’ links between digital devices or even locally, on an end-user device. Communication is vast in terrorism, with Smartphones now allowing access to tens of thousands of social networking applications, it is becoming more clear than ever before that current operating models in Military and Law Enforcement require a change from traditional practices. One thing MCMS does to combat this sophistication is to design, engineer and develop high capabilities alongside Military Special Forces, adapting and adjusting to these technological advancements. In other cases such as extremism, preventing terrorist actions becomes complex, as the virtual world has allowed for the mass communication of propaganda to vulnerable individuals. ISIL radicalisation of Muslims is ultimately made possible through the execution of social media campaigns for recruitment; they do this in abundance and with great success. A common phrase in the industry is that ‘the battlefield has gone digital’ – there is a new level of sophistication in crime and the ever-evolving terrorist threat is one of the biggest examples of this. The cost of Digital forensics tools can be expected to be in the tens of thousands and in some cases would require extensive training and even additional personnel to

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handle backlogs in analysing evidence. In understanding these issues, we, at MCMS have succeeded in the development of our own automated processes to simply access and interpret digital data, taking this evidence and turning it into actionable intelligence. The experience here illustrates the value of potential and capability of such solutions and how much such tools (and tools alike) can rapidly enhance and cut investigation times. Presently, Police departments and Military units are experiencing budget constraints, however the value of integrating capable technologies like digital exploitation tools into the policing experience is high; the support from upper-level-command is becoming more and more essential. It is time to switch the momentum and use technological and innovative defence and security products to overcome this essential transition phase. Internal / external commands should be focussing on the opportunities and their associated needs to combat crime. Identifying how criminals and terrorists are committing crimes and driving the digital transformation will also be key for Military, Law Enforcement and Intelligence Agencies to combat this modernisation of crime moving forward in this digital age.

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business matters

february/march 2017 business edge

Sussex shows its excellence again Sussex has once again demonstrated the quality and depth of its businesses at the Business Awards in 2016.

Josh Hough from Mas Design Ltd receiving his R&D tax credits cheque

What are Research & Development (R&D) Tax Credits? Blackman Terry, West Sussex Chartered accountants, explain more: R&D tax credits enable SME companies that incur costs in developing new products, processes or services to receive a cash payment or tax deduction. This checklist will help you see if you are eligible: • I have a limited company based in the UK • I employ less than 500 people • My turnover is less than £85 million a year • I’m working on something new and different and think my competitors would use it if they could

Where an SME incurs expenditure of £100,000 on qualifying R&D, it can deduct £230,000 when calculating its taxable profit, or loss, for corporation tax purposes. As the £100,000 would already be accounted for in its accounts, the balance of £130,000 would be an additional deduction from its taxable profit and the corporation tax saving would be £26,000 (at a corporation tax rate of 20%). The equivalent of the company receiving 26p from HMRC for every £1 they spent on R&D activities. Blackman Terry has had great success with claiming R&D tax credits. One client told us they “were thrilled and surprised with the size of the cheque they received from HMRC”.

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Quickly following on were the Sussex Business Awards where we sponsored (and I had the privilege of judging) the small business award. Congratulations to Boom Boom the Label from Lewes for pipping Fundraising Auctions (Newhaven) and The Dental Barn (Heathfield) to the winning post. As ever this was a close run thing, not just for these three but also the twenty six other entrants snapping at their heals. Awards can provide a valuable measure of a business’ success and used wisely, provide a great opportunity to recognise the effort staff have put in and show to the outside world the progress and quality the company represents. So think seriously as to whether you are in a position to win in 2017 and if it appeals then ask us how best to go about it. One of the key measures of success is the continuous improvement in customer satisfaction. As a customer, whilst I have every praise for the Sofitel Hotel at Gatwick for the way they treated us at our recent event there, I can only lament at the treatment I received at the Europa Gatwick Hotel in Balcombe Road, Crawley. Here I was stung for a staggering parking charge for a two hour breakfast meeting and feel that I am being treated with contempt by the management. Be warned!

Sussex Wildlife Trust is the leading nature conservation charity in our county, working to protect the wonderfully rich natural life that is found across our towns, countryside and coast. We are a membership organisation and engage with businesses across Sussex to create opportunities for people of all ages to learn about nature and connect with it. Your business could get involved by joining us for a day out on one of our nature reserves. From Midhurst to Rye, and from Crawley to Brighton, Sussex Wildlife Trust manages over thirty reserves across Sussex, and we welcome business partners to spend a day working on practical conservation tasks alongside our highly trained reserves officers. Your team will enjoy stunning landscapes and fresh air while also learning more about the rich wildlife found on our reserves.

It was a pleasure to take a Sussex team to the BCC National Awards in London to see both Groundsure from Brighton and Scientifica from Uckfield win their categories (best use of technology and export, respectively) and then for Scientifica to go on and win the overall Business of the Year award. Competing against the best that the rest of the UK can offer, this was no mean feat and not having won a national award before, this really puts Sussex back on the UK business map.

copyright © Kevin Lerwill / Sussex Wildlife Trust To find out more please contact our Corporate & Community Fundraising Officer Anne Weinhold.

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tel: 01444 259 259

David Sheppard Chairman Sussex Chamber of Commerce


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feature: creative/digital/IT

february/march 2017 business edge

Effective imagery - your most powerful marketing tool Liz Laundon Studio Manager Split Image

The photography industry is evolving due to the development of social media and the way companies are using it as an ever more important and prevalent platform to advertise. Along with photography, social media also includes animation and video as many adverts are now on digital display boards. Instead of just being static images, digital animation is becoming the way forward to engage with customers. Social media enables us to share our interests, communicate and be informed of new aspects of companies in ‘bite sized’ chunks making it easy to digest and always available on phones and tablets. This highlights an issue that many companies miss, with poor or very little imagery, with no video content on their websites and with

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a complete lack of social media presence they are neglecting their most powerful marketing tool. Many websites that are text heavy with minimal visual content do not show the true personality of the company. It is vital that companies understand the importance of imagery in brochures, websites and social media, as these are the ‘clothes’ that they wear which everyone sees. Although you shouldn’t judge a book by its cover many people do! To portray in a visual sense the heart and soul of a business it’s important that you turn to the skills and facilities of a professional studio that can help identify and portray that essence. In the past year, more companies have recognised this and Split Image has seen an increase in all aspects of photography, video and digital animation. This is driven by popular demand for content for the internet and social media platform advertising. With three large studios, including a drive-in with

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infinity cove, they are able to handle any project from a simple product shot to a portrait. Although digital cameras and cameraphones are used by many people, it is often at a very amateurish level. The experience, creativity, lighting and composition of a professional photographer and retoucher all bring a whole new dimension to create that special look.

tel: 01444 259 259


february/march 2017 business edge

Integration is everything. Nothing exists alone. Ballard Chalmers is one of the UK’s leading enterprise software engineering companies, specialising in custom development for the Microsoft Enterprise Application Platform. We are principally dedicated to software development and integration for the Microsoft Cloud, as well as on-premises and hybrid systems. Our expertise is in Microsoft .NET, SQL Server, BizTalk Server and SharePoint Server. To arrange a free informal technical review and discussion with one of our experts, or for more information call 01342 410223 or visit www.ballardchalmers.com.

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ask the expert

february/march 2017 business edge

Stop Ransomware

Martin Bannister Managing Director Kogo

Ransomware. It’s the word whispered in fear by cybersecurity experts and business owners alike; but does it deserve its reputation as the IT boogeyman? Let’s take a look at just what ransomware is, how it works, and why everyone is talking about it.

What is it? Ransomware is a form of malware that has been heavily funded by cybercriminals, increasing its potency and reach massively. How does it work? Essentially, once you are infected with ransomware it silently encrypts your files, meaning that until they are decrypted they cannot be used at all. Once your files have been encrypted the program then opens up a window offering you your files back – for a price. This screen will usually completely lock up the computer, forcing you to address it and preventing you from checking on your data. Most strains of ransomware will then start counting down, and threaten to randomly delete your files or increase the price at regular intervals, forcing you to act quickly. Cybercriminals rely on these tactics to create a sense of duress, causing some victims to act irrationally or attempt to solve the problem themselves instead of getting professional support. Of course, beyond the moral problem of funding criminals there is no guarantee your files will be restored even if you do pay – either through malice, incompetence, or intervention by authorities there is a chance that paying will have no effect at all; except losing you money.

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While this happens, most ransomware will be trying to spread across networks or via email; creating new infections elsewhere to extort more money and propagating itself further. Modern strains of ransomware have intelligent methods of detecting all connected devices and unexpected tricks of transmitting the infection. A curious case we recently saw was a company using a cheap backup solution that got infected with an aggressive strain of ransomware – the infection detected the backup drive and infected it, corrupting every single backup the company had of their data.

Where does it come from? Where does ransomware come from? All over – because it is so profitable for cybercriminals, they put a lot of money into developing new ways to infect your machine. Seemingly safe websites, ads, emails, and hardware can all be vectors for infection. Advanced strains of ransomware also hide from standard antivirus and firewall software, meaning these programs can lead to a false sense of security for employees. Then, once one person on the network is infected, most ransomware will then try to spread sideways across the network, infecting every computer and device it can find.

How do I fight it? As a form of malware, the same methods to fight malware are also used to fight ransomware – however the amount of money and effort cybercriminals put into ransomware means that it is better at bypassing your protective measures than most other infections. At Kogo we recommend a “layers of protection” principle for the very best cybersecurity possible. No one piece of

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software or hardware is perfect, and so by using various layers with different strengths and weaknesses, holes in your defences are patched before anything gets through. A sophisticated, cloud based antivirus is a must. Many strains of ransomware today are delivered as “polymorphic packages” – meaning they constantly rewrite their own code to avoid detection by most antivirus programs. Smart, cloud based antivirus software can detect this behaviour and put a stop to it, before any files are encrypted. The second layer of security is a firewall. To ensure your whole business is well protected, we recommend a modern hardware firewall; this creates a protective point in your network through which all traffic must pass, meaning ransomware can be caught and stopped before it even reaches a single device. The third layer is email management software. Security measures are all well and good, but a targeted phishing attack can convince a victim to inadvertently allow ransomware to bypass their own protections! By using email management software, phishing scams and infected files can be caught and weeded out before they can arrive in your inbox. The fourth layer of protection is a restorative measure – the only way to ensure the safe recovery of your files should ransomware slip through your defences. A good image based backup and disaster recovery system is a vital part of any cybersecurity suite; but it is so often ignored until it is too late. Finally, education is an important part of successful cybersecurity. Training employees about sources of infection, and what to do when ransomware strikes, can go a long way toward protecting your business.

tel: 01444 259 259


fine print

february/march 2017 business edge

Why Sell Tacos in Africa? By Paul Oberschneider is published by Harriman House, priced £24.99.

Sometimes the best businesses emerge from adversity. That is certainly the case with the author of Why Sell Tacos in Africa?, which reveals one man’s dramatic journey from the highs of Wall street to the lows of addiction, before turning his last $400 into $200 million. Oxford-based entrepreneur Paul Oberschneider was living life in the fast lane as a Wall Street trader but his career was shattered when addiction and alcoholism led to him being fired, leaving him burned out and broke. Down to his last $400, he boarded a plane to Estonia in 1992 where a series of events and opportunities led him to start seven businesses, set up a bank and a mortgage company, become one of the largest property developers in eastern Europe and employ 850 people in a network that spanned six countries, all in the space of just 16 years. Paul reveals the life-changing business lessons of his rollercoaster journey in his new book. His story is living proof that the path to success is never a straight line and by distilling practical business lessons from his experiences, the book will entertain, inspire and enlighten business leaders and aspiring entrepreneurs. The book’s title illustrates Paul’s simple business philosophy, that entrepreneurs can make money by moving decisively in bluesky markets. This means understanding your circumstances and then identifying and following opportunities where you face very little competition. in Paul’s case, his trip to Estonia was the circumstance that drove the opportunities, but for other entrepreneurs, the right circumstances could just as easily make introducing a tex-mex food outlet into an untapped African country the perfect bluesky market. Why Sell Tacos in Africa? contains practical advice that will help readers start a business, scale it up rapidly, build a team and lead the organisation to where they want it to be.

Restrictive covenants in property A restrictive covenant is an obligation which restricts the use of your land in some way. How does a restrictive covenant affect me? If there is a restrictive covenant on the title to your property, then it will restrict what you can and can’t do with the land. What if a restrictive covenant has been breached, or will be breached by my use of the property? The following options may be available to you: 1. Consent You may be able to get consent from the person who can enforce the covenant to remove it. 2. Insurance You may be able to get indemnity insurance to cover a breach, or any potential breach. 3. A Court Declaration You may apply for a court declaration to determine: • Whether the covenant does, or might exist • Whether the covenant is enforceable 4. The Lands Tribunal The Tribunal can discharge or modify a restrictive covenant in certain circumstances. Conclusion In most cases there is a remedy, but the cost of resolving the issue depends on which of the above options is required. You should not take any action to resolve a covenant issue without first seeking the advice of a lawyer. Failure to do so may limit the number of remedies open to you. This document is provided for information purposes only and does not constitute legal advice. Professional legal advice should be obtained before taking any action as a result of the contents of this document.

Isabel Alderton-Sell • 01293 558520 ialdertonsell@rawlisonbutler.com

For further information, visit www.pauloberschneider.com

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feature: business support

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business matters

february/march 2017 business edge

David celebrates a decade of change Sussex Chamber of Commerce Board member David Shore is stepping down from the Board after ten years of service. He said: “This has been a fascinating ten years and I leave the Chamber Board in a great position after a decade of significant change. “We have managed a great transition and it is only fair now to let someone else have a go.” David joined the Board of Sussex Enterprise in 2006 when the organisation was running the Government’s Business Link programme in the region. He said: “We have moved the business from being a quasi public sector organisation to being a member driven high performing commercial unit.” David, who is particularly proud of the values now demonstrated by the Chamber, said: “Sussex Chamber of Commerce is now a highly inclusive organisation deeply concerned about looking after Member interests in both East and West Sussex. ”Through its openness and transparency, it is building excellent bonds with local Chambers throughout the county and it is starting to furnish a class-leading agenda of business networking events. “Above all, the current Board is of the highest calibre I have been involved with in those ten years and the future of the Chamber is really exciting.” In November, David’s business Time 24 announced the signing of a new £6 million contract to provide the electronics and wiring on the new Crossrail Trains and Time 24 officially is one of the fastest growing companies in the County. David will continue to serve on the Boards of the Engineering Employers Federation (South), the Landau Forte Academy Trust and the Burgess Hill Business Parks Association. He will also continue to chair the Sussex Chamber of Commerce Manufacturing Forum.

Felbridge Hotel & Spa undergoes complete rebranding and refurbishment The Felbridge Hotel and Spa are excited to announce to the Chamber the complete refurbishment and rebranding of the hotel to a Crowne Plaza® Hotels & Resorts. The hotel will operate as The Felbridge Hotel and Spa while it undergoes a £2.8 million refurbishment and will reopen as The Crowne Plaza® Felbridge. When travelling on business there are several important factors to consider when choosing your hotel. The price, the location, any parking charges, the service, how connected the hotel is and what reputation the hotel has are just some of points to think about. With several business hotels in the area boasting the same type of services, what makes one hotel stand out above the rest? You need a hotel that understands the needs of business travellers and excels at making business travel work. You want the check-in process to be slick, professional and informative; you want your bedroom to have all the latest technology with a comfortable working area so you can continue to work if needed. You need to be connected to Wi-Fi at all times (free of

charge in all areas of the hotel) and be able to charge several of your devices at once. Once the working day is done, you may also want to be able to switch off and relax with colleagues, in stylish surroundings and enjoy a quality meal and drinks. It is very important to choose a business hotel that offers a variety of healthy and delicious dining options to make sure you are feeling your best for your next working day. Maybe you would prefer to stay in your room to relax and order room service? You may also enjoy relaxing spa treatments and health club facilities so it is worth looking for a hotel which also offers these. Another major factor to consider is how will the hotel reward you? Do they offer a good loyalty program? You may spend days or weeks away from your loved ones and so finding a hotel that rewards you personally for your visits is a huge bonus helping you maintain that all important work/life balance. Whatever your personal preference when staying in a hotel for business, ensure you check out the hotel’s reviews online on the major feedback sites as this will give you a real idea of what to expect from the hotel.

David Shore Managing Director, Time 24

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www.sussexchamberofcommerce.co.uk

tel: 01444 259 259


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february/march 2017 business edge

Automatic Enrolment for Small Businesses 5 tips to save you time and money with your AE duties… In 2016 over 550,000 employers complied with their auto enrolment duties. The number of employers reaching their staging date increases to 650,000 in 2017. At its peak, it is estimated that over 98,000 employers will have a single Staging Date of 1st April 2017. Most of these will be businesses with fewer than 10 employees. But how can small businesses, with a limited budget, manage their AE duties in a cost effective way, whilst still ensuring that the pension solution they put in place is fit for purpose and will provide a good outcome for their valued employees when they retire? We’ve put together some tips for small business employers looking to save time and money:1. Carry out an “Auto Enrolment Cost Forecast” – we cannot emphasise enough the importance of this initial fundamental exercise. Employers need to understand the full financial implications of AE on their business - and not just in terms of contribution costs. There are other expenses that may be incurred, such as additional administration and accounting, replacing or upgrading IT and payroll software or changes to Employee Contracts of Employment. The first task we carry out for our clients is a full “Employer AE Cost Forecast” outlining expected costs for the first 3 years of their AE duties. Our clients’ feedback has been that this was for them the most valuable part of the AE planning process, as it enabled them to fully understand the true costs involved and ensure that these were incorporated into their business cash flow thereby avoiding any unplanned and unexpected expenses later down the line!! 2. Shop around for your Pension Scheme – there are a number of options available to you – not just NEST. Most Workplace Pension Scheme Providers will charge employers a fee for arranging/administering the Pension Scheme. This can be either in the form of a "Set-up Fee" at outset, or an "Ongoing Fee" to cover future servicing costs (or both!). These costs and fees vary considerably between scheme providers and depend on each employer’s business. Our “Micro Employer Service”

provides a full “Workplace Pension Scheme Recommendation Report”, outlining ALL scheme terms provided, their features and options plus any associated employer fees and costs, thereby ensuring our clients adopt the most suitable scheme for their business. 3. Take advantage of tax savings - our “Micro Employer Service” incorporates a “Salary Exchange Arrangement”, thereby enabling valuable NIC savings to be made by both employers and employees. This will contribute significantly towards the costs for facilitating AE. 4. Avoid Regulator Fines – don’t leave it too late!! The key to successful staging is to start planning early. The Pensions Regulator will write to you 12 months in advance of your Staging Date reminding you of your employer duties. The new automatic enrolment requirements are not optional, The Pensions Regulator (TPR) is responsible for ensuring that employers fulfill these new duties and will impose heavy fines on all businesses (big or small) who fail to comply with their new AE duties. 5. Seek advice from “Qualified Pensions Experts such as ourselves” - we have a robust selection process and will design your scheme to ensure it is the most suitable for both your business and your workforce (especially relevant for smaller employers where Scheme Providers may impose pre-acceptance terms and conditions). We have the tools and expertise to do this for you … it will save you hours of wasted time surfing the internet searching for information!! Our Initial Fee is just £499 for a whole of market recommendation and includes assistance with payroll configuration, scheme implementation and a Presentation to your staff to introduce the scheme and assist with questions and queries. We will manage the entire process for you ….leaving you free to run your business.

Special

FREE Member to Member Offer Contact us for a FREE no-obligation “Employer Contribution Cost Report” OR

Call us and ask about with our low cost “Micro Employer Service” just

£499 (exc VAT)

Automatic Enrolment Solutions Ltd Your workplace pension partner Contact us at info@AutomaticEnrolmentSolutionsLtd.co.uk or 0333 900 8333 www.AutomaticEnrolmentSolutionsLtd.co.uk

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17


business matters

february/march 2017 business edge

The 28th Sussex Business Awards 2016 – Winners Announced Five hundred of the county’s leading business people, including the Mayor of Brighton and Hove and Peter Kyle MP, gathered to celebrate business excellence across the region, with 17 awards presented by comedian, Simon Evans.

The winners were drawn from 42 finalists representing 27 Sussex towns. The Awards were presented at The Grand, Brighton which was shortlisted for Best Customer Service – ultimately awarded to The Dental Barn. The big winner on the night was Stelfox which won International Business (sponsored by Natures Way Food) and the Best Employer (sponsored by Morgan Sindall). The accolade of Company of the Year (sponsored by Mazars) was awarded to International Logistics Group (ILG) who were one of five on the shortlist whilst last year’s winner of the Small Business of the Year, Ridgeview Wine Estate, was named as “One to Watch” in the International Business category. A number of individual awards were presented to some well-known business

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faces including Darren Fell, founder and CEO of the innovative Crunch Accounting, who was named Sussex Businessperson of the Year (sponsored by Heart FM). Popular businessman Andy Cheesman from City Cabs received the award for the Greatest Contribution to Sussex Charity (sponsored by The Argus). Andy sponsors a wide range of events from ‘The Best of British to Paddle Round The Pier’, ‘Pride’ and ‘Dragon Boat Racing’ and works tirelessly behind the scenes to help others. He has been a long-standing supporter of Downs View School, Downs View Link College and Chestnut Tree House. A new category for 2016 was the Sussex Graduate of the Year, sponsored by the University of Sussex, to recognise the achievements of a graduate who has made an impact on a Sussex business. This award was presented to Chris O’Hare, the MD of Hare Digital, a digital strategy company that

www.sussexchamberofcommerce.co.uk

he has built from scratch and now employs 11 people. Mike Herd, Executive Director of the Sussex Innovation centre and chairman of the judges commented: “This year was a record year! With the amount of entries received, the judging process proved a difficult task. The exceptional quality of the entries really shined through, and many worthy winners were chosen. “Congratulations to all the winners!” 2016 Sponsors included Mazars, Morgan Sindall, HSBC, Southern Rail, Vantage Professional Risks, Checkatrade.com, Sussex Innovation Centre, Checkaprofessional.com, Wealden District Council, Sussex Chamber of Commerce, University of Sussex, Natures Way Food, Coffin Mew, The Argus, Platinum Business, Heart FM and Title Sussex.

www.sbawards.org.uk @SussexBizAwards.

tel: 01444 259 259


feature: creative/digital/IT

february/march 2017 business edge

The changing world of the office photocopier and printer David Sheppard MPS Director Quills Limpio MPS

David Sheppard at Quills Limpio MPS shares insights The past 15 years has seen a massive shift in the change from analogue to digital with office print/copy/scan/fax devices. Functionality goes way beyond these 4 basic functions. They are intelligent devices with hard drives, processors and software platforms. Devices can perform functions that are driven to save cost (forcing duplex printing, restricting use of colour printing), forcing double sided printing, eliminating colour from emails, accounting and cost recovery, follow me print solutions to reduce wastage and promote security, using mobile devices, tracking print and reporting, remote monitoring, cloud connectivity, search and retrieval, document workflow and management and of course personal apps. You might be surprised at how many ways Managed Print Services (MPS) can improve your business. While cost is often the main driver for exploring MPS, its value can touch many other areas of your enterprise. You won’t know how much until you have an MPS assessment. That’s the first step in learning where and how MPS can transform your document environment. Take a look at the list below to see how many challenges apply to your organisation. You can gain valuable insights and guidance from an MPS assessment if you struggle with:

Cost-based Drivers 1 Escalating costs of existing print infrastructure 2 Pressure to reduce business costs in general

Organisations need a secure print management solution Market Trends

70%

of companies experienced at least one data breach through printing

41%

of companies experienced more than one data breach through printing

13%

of companies do not know if they have had a data breach through printing

20%

of all printed documents are never collected

Control use of device features

17%

of companies have a strategy for print security

22%

of companies place a high importance on the security of printed documents

Protect confidential printing

13%

of print hardware requires a password to release a print job or permit copying

54%

Provide audit trails for print

51%

of employees have printed, copied or scanned confidential information at work

43%

of print data breaches were caused by mailicious attacks

Establish chain of custody for print

33%

of print data breaches were caused by human error

24%

of print data breaches were caused by flaws in the IT infrastructure

Ability to lock down a print device

11 Managing multi-vendor environment with multiple supplier contracts 12 High concentration of desktop devices 13 Current MPS contract ending in 12-18 months

Location-based Challenges

4 How do you develop the future state design?

15 Integrating systems due to mergers, acquisitions or consolidation 16 Newly merged organizations seeking efficiency and savings 17 Distributed offices and multiple locations 18 Autonomous departments making their own buying decisions 19 Growing mobile workforce or widely distributed workers

Strategic, Process and Market Considerations 20 More efficiency in paper-intensive business processes 21 Customer needs that are creating new document or workflow requirements

4 Cost reduction mandates to reduce print spend specifically

23 Print infrastructure not aligned to business needs

5 Balancing operating expense versus capital spend

24 Increasing focus on operational efficiency due to competitive pressures

6 Identifying hidden costs of equipment, archiving and business processes

25 Highly regulated, document-intensive industry such as financial services and healthcare

8 Lack of understanding of existing print infrastructure 9 No ability to track and measure print environment 10 Managing large population of unconnected output devices

2 Do you conduct a detailed current state assessment that considers end user requirements and workflow as well as devices? 3 What is your assessment process, including technology, surveys, and interviews?

3 Increase spend predictability

Governance Issues

security policies

14 Struggling to meet sustainability goals

22 Little understanding of how printed documents get used

7 Pressure to improve revenue and margins

of employees do not always follow their company’s IT

26 High degree of security and compliance requirements

Here’s 10 questions organizations should ask their Managed Print Providers. 1 Do you have a good understanding of our print and document management objectives?

5 What is the process to transition from the current state to the future state design? 6 What type of transition plan do you construct and what is included in the plan? 7 What type of training and change management activities support the transition? 8 What can we expect from you during day-to-day operations? What type of technology is included in your portfolio? 9 How do you ensure the continuous improvement of our print and document infrastructure and workflows? 10 How do you measure success and how do you keep our organization informed about performance against these metrics? In short ASSESS, DESIGN, IMPLEMENT and MANAGE. Taking all of the above into consideration, the first stage is to have a full understanding of lease cost (and termination fees) service costs (and termination fees) paper usage and toner cost if not fully included and any service/ consumable items not included. Design a best time fit (it doesn’t need to be a replace all devices...sometimes a phased change when contracts expire naturally can be the best way). Implementation to consider all aspects of the business process requirements and then managing the solution to ensure the best is delivered.

AS A CHAMBER MEMBER YOU’RE WELL CONNECTED

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february/march 2017 business edge

Why has Microsoft bought LinkedIn? Microsoft’s purchase of LinkedIn has left many people scratching their heads in bewilderment. Where does this acquisition fit into Microsoft’s long-term strategy? The price paid was $26.2 billion – a huge price which Microsoft clearly believes good value because LinkedIn now has 433 million members worldwide and more than 100 million are actively using the service every month. Like its acquisition of Skype five years ago, Microsoft views LinkedIn’s purchase as another key step in its plan to become an essential provider of cloud-based services to businesses worldwide. Its CEO, Satya Nadella, says it’s aiming to juxtapose Microsoft’s own “corporate graph” with LinkedIn’s “professional graph” meaning the interconnected relationships between people and companies.

New experiences The idea is that new experiences would be available to business people to help their companies be more successful. For example, a LinkedIn newsfeed might suggest articles you could read about a specific subject and Office 365 may simultaneously suggest an expert to connect with. The question is: where will such experts come from? A set of Microsoft-approved suppliers

Collaboration and CRM Some industry analysts claim that salespeople already use LinkedIn for pursuing new business opportunities. And if close links can be forged between LinkedIn and Microsoft’s latest collaboration tools and customer relationship management (CRM) applications, this could be a winning combination.

perhaps? Microsoft gold partners maybe? The risk is that independence and objectivity when choosing IT services may be diminished. Gary Jowett from Computer & Network Consultants in Brighton says: “If LinkedIn is turned into little more than a thinly-veiled marketing tool for Microsoft to promote its services this will surely alienate more users than it attracts. So we will have to wait and see if it retains its independence. If it doesn’t, that could damage its reputation and reduce its value as an effective networking platform for the millions of people who currently use it worldwide.”

However, sceptics point to unsuccessful integrations in the past – such as Microsoft’s purchase of Nokia. Such failures are sufficient evidence that the price paid for LinkedIn may not yield the return that’s hoped for. Gary adds: “It’s highly unlikely Microsoft will leave LinkedIn entirely independent as it seeks to gain some extra value from having it in the same group of companies. So it’s more important than ever that companies in the South East seek independent advice about the best IT tools and applications for their businesses rather than relying on what appears at first to be helpful advice from a new connection they have on LinkedIn.”

SAY HELLO TO YOUR NEW IT DEPARTMENT. The benefits of outsourced IT You gain access to a whole team of highly skilled people that are always available, and right up to date with all the latest technology, knowledge and trends. Alongside online monitoring and management tools, we can provide 24x7 cover with regular strategy meeetings. We would love to talk to you and offer a complementary systems check-up with no obligations to use our services.

— 01273 386 333 — sales@cnc-ltd.co.uk — www.cnc-ltd.co.uk

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www.sussexchamberofcommerce.co.uk

tel: 01444 259 259


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february/march 2017 business edge

Resolutions, fresh starts and a helping hand from Howlett Clarke Oliver Nelms

Solicitor QualitySolicitors Howlett Clarke

Now that mince pies and Christmas trees are a distant memory and the New Year is well and truly underway, the early months of the year can become a sobering time of reflection and clarity. In family law practice the New Year certainly heralds a peak in new enquiries relating to divorce and separation, with people looking to resolve matters and make a fresh start for the year ahead. The hardest decision can often be making the initial step to contact a solicitor to seek advice on divorce and/ or separation. It is important to choose an expert in the field who can skilfully guide you through the issues, provide you with clear and reliable advice and help you achieve your desired aims. For several years now, separating couples are legally required to attend a Mediation Information & Assessment Meeting (MIAM) (except where there is domestic violence or child protection issues) rather than going straight to court. This legal obligation to consider mediation, combined with the desire for privacy away from the risk of court reporting, has changed the approach taken at the outset of dispute resolution by many law firms. It is now common family law practice that consideration is given in the first instance to resolving disputes through a process known generally as alternative dispute resolution (ADR). The courts have increased powers to encourage and facilitate the use of ADR at every stage of family proceedings in an attempt to resolve matters without resorting to litigation. The most common ADR processes are mediation, collaborative law and arbitration. Provided common ground and agreement can be found, these avenues are often a much speedier and less confrontational means of resolving family disputes and can be more affordable too. Solicitors and professionals alike who are trained in these processes are able to apply their expertise to issues involving the breakdown of the relationship, finances, property, benefits, tax, wills, pensions, and most important of all, children, who all too often are those that suffer the most in these instances.

Mediation involves helping the couple to deal with the consequences of the breakdown of their relationship and guide the parties towards agreement on issues. Although bad feelings can all too easily cloud parties’ judgement and reasoning, mediation can provide a positive environment for parties to communicate more effectively and respectfully, and can help build an element of trust and goodwill back into a relationship. Usually the mediation takes place across several meetings and both parties will end up with a memorandum detailing the without prejudice agreement reached. With the recent changes outlined above, the utilisation of collaborative law as a means of ADR is growing amongst solicitors and professionals alike. Collaborative law requires both parties to instruct a solicitor to act on their behalf and then discussions take place over a series of meetings where all parties and their legal representation attend, with the aim of resolving issues relating the breakdown of the relationship. All parties sign a ‘Participation Agreement’ which details how the process will work. The aim of this is to encourage agreement through collaborative discussion. Collaboration allows a more flexible approach to arranging and attending meetings, it allows matters to be resolved quickly without incurring the costs and unpleasantness of going to court, and it can improve the relationship and communication between parties.

These meetings provide an environment for parties to discuss matters more openly and freely and help them reach an agreement that both parties are happy with. Arbitration can now also involve disputes relating to children. An independent arbitrator considers the issues in dispute after representations are made either in person or on paper and then makes a final and binding decision. Much like other ADR processes, arbitration offers the benefits of being flexible, more cost-effective, quicker and less formal than court proceedings. At QualitySolicitors Howlett Clarke we offer a unique Ask the Legal Expert (ALE) appointment for £99.00 including VAT. You can meet with one of our specialist lawyers in our Brighton or Southwick office for a one-off 45 minute face-to-face meeting, where you will be provided with jargon free, practical advice and guidance on your particular situation based on the questions you have and the information you provide. Our family lawyers will discuss with you the necessary processes and related costs, the pros and cons of any options ahead of you, and what it is you would like to achieve. Make 2017 the year to resolve your relationship concerns in an amicable and collaborative approach and call 01273 838594 to speak to one of our knowledgeable, experienced and friendly family law experts who would be pleased to help.

Whilst not a form of ADR themselves, round table meetings used appropriately and with proper preparation can move a matter forward quickly in a non-confrontational manner and to reach a resolution that reflects what each party needs and wants.

AS A CHAMBER MEMBER YOU’RE WELL CONNECTED

21


business matters

february/march 2017 business edge

Free Business Support

Experts link with Cobb PR for crisis management seminar

Coast to Capital’s Business Navigator Growth Hub is a free service that signposts all businesses to the vital support that helps business owners achieve their objectives and growth.

Cobb PR’s crisis management team took centre stage at the House of Commons to share knowledge and best practice around incidents that sparked global interest.

Your local Business Navigators are, Amanda Geel, Claire Atkinson, Jane West and Ryan Davies, who cover Brighton & Hove, Lewes and all of West Sussex. The team takes the time to understand the customer’s needs & wants, from which they are able to recommend tailored solutions to help businesses achieve their goals. Some of the work they do with businesses is researching potential funding options, helping you find a business mentor/advisor, assisting with recruitment, and finding support for website development. The team will work with businesses on the telephone, via email and through face to face appointments. It is a free resource for businesses to use that researches the support that you need to help your business grow & prosper.

Some of our customers have said: ‘I was most impressed with Amanda’s very proactive and helpful approach towards my company. She came up with some very good contacts to whom I’ve already spoken. They, in turn, provided me with other avenues of communication and follow up. All in all a very worthwhile meet.’ –

Brian Carbarns of Westgate Partners International, Sussex Chamber of Commerce member ‘The attention to detail was much appreciated Claire understood our current position and was able to recommend exactly the right people with whom we would need to speak to. I would highly recommend this service to any business, small medium or large.’ – Adam Sheldon of

Director Chris Gape was joined by an expert panel of speakers to explore how challenging events were handled and what lessons could be learnt. Alex Bailey, Chief Executive of Adur and Worthing Councils, spoke about his role managing the immediate response to the Shoreham air tragedy, which killed 11 people and injured 16. He also shared personal reflections on how particular issues were dealt with and discussed learning points for the future.

Alex Bailey, Chris Gape (standing), Rupert Clubb and Rob Cottrill

Robert Cottrill, Chief Executive of Eastbourne Borough Council, explained to the 25-strong group of MPs, councillors and council officers how the town responded to the fire on Eastbourne Pier.

Chris Gape, from Cobb PR, said the halfday session was a great way of sharing the knowledge gained through very difficult events.

He said that he received strong support and guidance from Cobb PR, which helped with the media handling and limiting the damage to the town’s all-important tourist industry. And Rupert Clubb, a director at East Sussex County Council, spoke about his emergency planning role, with particular reference to floods, storms and dealing with the fall-out.

Using Brexit as an opportunity to grow your European Business and remain within the EU afforded by continuing to freely trade with the remaining 28 member states within the world’s largest trading bloc, but also it will give them a distinct advantage over their UK competitors who don’t seize the initiative and simply wait to see what happens next.

Marc Jarrett Managing Director, Emjay Consultancy Ltd

Big Egg Films ‘Ryan’s information and approach to linking me with organisations put me in a position to act and discover what I need to be considering and the support I am eligible for.’ – Sultan Caliskan of Academy

International Management You can speak to any of the Navigators at one of the Sussex Chamber Events. Or contact them on the free phone number 0800 977 4146 or visit www.

c2cbusiness.org.uk

“Nobody wants to experience a terrible disaster first-hand, but sometimes fate intervenes,” Chris said. “Our speakers demonstrated that good planning and clear and authorative communications can make a major difference in how you emerge from a crisis. Their words of wisdom were very well received by all attendees and we are grateful to them for sharing their expertise.”

For the 48% of us Brits that voted to remain inside the European Union, the referendum result came initially as an unwelcome shock to most of those who are in the business of doing business. But as Napoleon Hill once pointed out, every adversity, every failure, and every heartache carries with it the seed of an equal or greater benefit. Agile and forward thinking UK SMEs can mitigate the risks associated with leaving the EU by structuring their affairs in such a way that they do not actually leave it at all.

Consequently, the post-Brexit period of widespread uncertainly in which we now find ourselves is the perfect time for UK companies to secure their future by opening a branch office in Europe’s powerhouse economy, Germany. Doing so will ensure that they can continue to trade and to provide services throughout the entire European Union and will alleviate any fears that customers or suppliers might have by demonstrating that they are fully committed to the EU, despite the Brexit outcome and all the uncertainties associated with it.

Creating an EU subsidiary will not only allow them to capitalise on the opportunities

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www.sussexchamberofcommerce.co.uk

tel: 01444 259 259


february/march 2017 business edge

Flying Scotsman Flying South Between 13th and 19th April the iconic locomotive Flying Scotsman will be visiting the Bluebell Railway and the Railway is delighted to announce that corporate facilities will be available over the period of the visit. Exclusive travel in the luxurious GN Saloon and enjoy a journey through the beautiful Sussex Countryside hauled by this historic locomotive.

For more information, availability and costs please contact Julia Piqué, Events Administrator 01825 720800 info@bluebell-railway.co.uk

www.bluebell-railway.com

Health

WALKS

A short walk (about 45 minutes) for all ages led by our qualified Health Walk Leaders Lewes – Tuesdays at 10:00 am Lewes Leisure Centre, Mountfield Road Tel: 01273 486000

Peacehaven – Mondays at 2:00 pm Peacehaven Leisure Centre, Greenwich Way Tel: 01273 588858

Seaford – Thursdays at 10:00 am Downs Leisure Centre, Sutton Road Tel: 01323 490011

w w w.wave l e i s u r e . c o . u k Business Edge Magazine February 2017 advert.indd 1

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04/01/2017 12:32

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Inspirational Leaders

february/march 2017 business edge

Facing up to the business revolution According to the new Chamber of Commerce board member Penina Shepherd, we are witnessing a revolution in the business world whereby making money in business is a given but it is no longer the aim which means that, precisely because of this, businesses in the revolution enjoy extraordinary financial success. She says: “Making money is an outcome achieved along the way, a very important one, too, but it is no longer the driver, no longer the goal or the purpose.” Such views should not come as a surprise. Penina is an award winning entrepreneur, a sought after speaker, an author of The Freedom Revolution, a business lawyer and the founder of Acumen Business Law, a specialist law firm in Brighton and Gatwick. She has built up a reputation for doing things differently and has grown her business law firm since its formation in 2007 into a Top 50 law firm. Penina explains that all this is a direct result of following her passion to change the way in which legal services are provided in the market place. She set up a unique and different law firm, scrapped the hourly rate by introducing fixed fees and made sure the firm has broken away from the aloof culture associated with the legal profession. Penina said: “Acumen Business Law is democratically run and everyone, literally everyone, is involved in all aspects of running the firm. We don’t have an office dress code, only when meeting clients, and many of our lawyers arrive on their bike in shorts and flip flops. Hence our website says: ‘if you happened to see a

lawyer in flip flops, not to worry it is just one of the ways we do happy’!” Indeed they care a lot about happiness. Their culture is all about being inclusive and having respect for individuality. In the summer the entire firm went on a four day trip to Spain at a beautiful boutique hotel at the top of a mountain to celebrate a 36% rise in turnover and profitability. By end of 2016 the firm had grown by that much again. The latest chapter in Penina’s career began when, having been in the legal profession since 1996, she launched Sussexbased Acumen Business Law into the teeth of the recession in 2007. She said: “I had always felt that the legal profession had become old-fashioned and I wanted to do things differently. That was my passion but when I started the business in late 2007 we were about to enter the worst recession in living memory.” She also had a new born baby and two other young children and was the main breadwinner. And to top it all up as she started setting up her business she had been diagnosed with a rare and aggressive form of cancer and had been told she might not survive.

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www.sussexchamberofcommerce.co.uk

Penina said: “These threatening circumstances, and everyone has their set of problematic circumstances, bring about a genuine sense of fear that can be paralysing. To deal with the fear, you have ask yourself: ‘what is the worst that can happen?’

To understand the Freedom Revolution Penina said: “Think of the people in business that earn decent money but hate what they do and live for the weekends and annual holidays. Then think of those who are driven by their passion but do not make any money.

“Very often you realise that ‘the worst’ isn’t bad enough to warrant giving up on your dreams. Then ask yourself an even better question - what’s the best that can happen? And at that point you see yourself living the dream and that is an exhilarating experience.”

“The business people who are part of The Freedom Revolution are neither of those. They are the people who follow their passion and make money as an inevitable consequence of that approach rather than because that was their aim.”

Penina talks about people in business following dreams, passion and purpose and being financially successful in her book The Freedom Revolution, which came out last summer and reached number two at the Amazon Bestsellers list. She passionately claims in her book that it is only when your business or career drive is fuelled by a purpose, that you feel that working is no longer ‘work’, business is pleasure and the dilemma of maintaining a ‘work-life balance’ is irrelevant as they are all one. You feel enlightened, present and full of consciousness. You feel alive like you have never felt before and this is when you know that freedom has trumped fear.

Penina herself has indeed succeeded as was recognised by the British Chamber of Commerce who crowned her Entrepreneur of the Year for London & the South and she has now joined the board of the Sussex Chamber. She said: “I have always been a big fan of the work that the Chamber does and was honoured to accept the invitation to join the board. “The board seeks my contribution both as a lawyer as well as a business person and I was assigned the role of helping the Chamber to remain current, modern and vibrant so that we can continue to be an innovative Chamber for many years to come.”

tel: 01444 259 259


february/march 2017 business edge

Inspirational Leaders

Penina Shepherd

Founder of Acumen Business Law

“I had always felt that the legal profession had become oldfashioned and I wanted to do things differently. That was my passion but when I started the business in late 2007 we were about to enter the worst recession in living memory. Penina Shepherd | Acumen Business Law

AS A CHAMBER MEMBER YOU’RE WELL CONNECTED

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cover feature

february/march 2017 business edge

Chamber Business Awards 2016 The very best of British business were celebrated at the British Chamber of Commerce’s annual Chamber Business Awards ceremony last night. The Chamber Business Awards, which is now in its 13th year, is one of the showpiece events in the business calendar, highlighting the role of business in delivering growth and prosperity for the UK and local communities. Businesses from across the country came together at

the gala dinner, hosted by TV presenter Gethin Jones, to mark the outstanding achievements of both UK firms and Chambers of Commerce. Ana Christie, Chief Executive of the Sussex Chamber of Commerce said: “These awards are the perfect opportunity to thank British businesses,

of different sizes and sectors, for their contribution to the UK economy. I am constantly impressed by the determination, innovation and the contribution made to local communities by business. I look forward to seeing the winners and finalists of our awards continue to prosper, creating more jobs and

opportunities for our nation. The Sussex Chamber is very proud to have 2 members who were awarded with a national award title.”

Martin Clack (Managing Director at BT Local Business, South West London), Mike Creak (Finance Director), Ana Ansell (Interim Product Strategy & Marketing Director), Dan Montagnani (Managing Director), Stuart Telfer (Operations Director)

South East firm wins technology award Groundsure, a South Eastbased business which provides assessments for commercial and residential sales and developments is celebrating after winning the Best Use of Technology award, sponsored by BT, at the British Chambers of Commerce’s annual Chamber Business Awards 2016. The

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Chamber Business Awards, now in its 13th year, is one of the showpiece events in the business calendar, highlighting the role of business in delivering growth and prosperity for the UK and local communities.

significant time and money on all their land and property transactions, in addition to creating a new responsive website that provides customers with greater accessibility and ease of use.

The judging panel praised Groundsure for its user-friendly online system that saves

Groundsure’s ability to digitise maps spanning nearly 200 years, at a higher resolution

www.sussexchamberofcommerce.co.uk

than previously available in the industry, has resulted in steady business growth over the last three years, and increased turnover, profit and staff levels. Congratulations from the Sussex Chamber to both Scientifica and Groundsure!

tel: 01444 259 259


cover feature

february/march 2017 business edge

From left to right: Shannon Diett, Marketing Director at DHL, Ed Saint, Global Business Development Manager Scientifica, Keith Watson, MD Scientifica.

Scientific instrument firm wins Export Business of the Year and Business of the Year

From left to right: Keith Watson, MD Scientifica, Umerah Akram , Head of ELITE UK at the London Stock Exchange

Scientifica, a designer, manufacturer and distributor of scientific instruments based in Sussex, is celebrating after winning the Export Business of the Year Award, sponsored by DHL, at the British Chambers of Commerce’s annual Chamber Business Awards 2016. Scientifica also won the award for Business of the Year, and as a prize will be invited to open the London Stock Exchange on the 13th of March 2017, the day

the Chamber Business Awards 2017 are launched. The judges were impressed by Scientifica’s product range. Their clients are neuroscientists

researching the causes, and cures for, conditions such as Alzheimers, Parkinsons and other neuro-degenerative diseases.

The company exports to 44 countries around the world, 75% of their sales were exports in 2015, and they have grown these sales four fold in the last five years.

AS A CHAMBER MEMBER YOU’RE WELL CONNECTED

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women in business

february/march 2017 business edge

Six decades of success

A satisfied customer is the best business strategy of all Jo Greene

Helen Bailey

Many businesses spend too much time pondering over what their strategy should be. VR Sani-Co doesn’t. We know what our strategy is, we always have done since the company was established over 20 years ago. It’s easy, isn’t it? Our strategy is customer service! Always has been, always will be. Nothing is more important. Customer service and a “customers come first” attitude is embedded in everything we do within our company. Whether it’s our service operatives out on the road or the office staff working tirelessly to make sure everything they do is of the highest standard. That’s why we don’t do contracts! What’s the point? We just do what we say we are going to do…simple. We don’t have to tie our customer’s into long term contracts for their repeat business; they stay with us year after year because we give them high end quality, professional service. That’s why VR Sani-Co has over 2500 satisfied customers. Providing sanitary disposal and other specialist washroom services across Sussex, Kent and London we offer a range of washroom services. Visiting your premises as often as you need and providing a bespoke quote to make sure you not only get a great price, but an outstanding service with no hidden costs. You can have total confidence and peace of mind that we fully meet all your health and safety, duty of care requirements and that we dispose of all our waste diligently with care for the environment being at the top of our agenda. In an industry that sometimes doesn’t have the best reputation VR offers a breath of fresh air in hygiene and care. Please contact us today to see what we can do for you: jo@vrsani-co.co.uk 01227 740220 www.vrsani-co.co.uk

What women want – do you know? FACT: Women make over 80% of buying decisions. FACT: Women recommend products and services to 90% more people than men FACT: Women make buying decisions differently to men. In a nutshell your female and male customers are likely to perceive you differently, they will respond in separate ways to marketing messages and most importantly in their response to how you serve and sell to them. Whilst this knowledge is obvious as soon as you are confronted by the facts - what may not be immediately obvious is what you can you do about it. As a business how can you communicate and sell to such an important part of the market?’ “The companies that we work with typically want to know what actions they should take within their business that are cost effective and quick. A typical question might be how can we improve our sales? We work with our clients to clearly identify what they want to find out by talking to their customers to untap the potential in their business. We came up with the idea of Trixtalk, a female online research community. This community enables us to shortcut and supplement the research process and gain immediate insight by asking 80% of potential customers what they think. The quick turnaround and detailed feedback has proven to be an invaluable resource to our clients.” Helen Bailey, MD of Aviatrix. Helen Bailey set up Aviatrix, a market research consultancy in 2012 after a 23 year career in hospitality and research.

Leisa Sheppard EAR Sheppard Engineers Ltd, which is coowned by husband and wife Richard and Leisa Sheppard, is a Civil and Structural Engineering Consultancy based in Eastbourne. Originally set up in the 1960s by Richard’s father from the front room of his home, it has continued to expand and develop, serving the local areas of East Sussex and Kent ever since. Richard took over the reins of the company from his father in the late 90s with the support of fellow Director Roger Bunney, who has been with the company from its early years and has particular love and expertise in working with timber structures, listed buildings and conservation projects. Between them they have extensive knowledge and experience of the local area and are very proud of the service they provide to their clients, who include private house owners, property developers, and commercial/industrial clients from both the private and public sector. Leisa, who comes from a commercial business background with a large British retailer, joined the business in the past ten years, which presented her with a very different set of challenges and rewards to those that she was used to. She says that no two days are the same. Who knows what the future will hold but learning and ensuring they adapt their business to change with the times will be key to continuing the success her fatherin-law started more than 55 years ago. Tel: 01323 410478 enquiries@earsheppard.co.uk www.earsheppard.co.uk

If you would like to receive ten tips to market to women, have a question you would like to pose or would like to join Trixtalk please contact Helen@aviatrix.co.uk

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www.sussexchamberofcommerce.co.uk

tel: 01444 259 259


women in business

february/march 2017 business edge

Flexible Workspaces Supporting Sussex SME’s

Bluelite making their mark

Creative service with a bunch of fresh ideas

Kate Honey

Lorraine Avery

Basepoint Business Centres are pleased to introduce Rebecca Gattinesi – Sussex Regional Manager, Stephanie George – Crawley Centre Manager, Amanda Jones – Shoreham & Haywards Heath Centre Manager and Abigail Burgess – Newhaven Centre Manager. The team come from a wide variety of backgrounds, but all have one thing in common – a strong understanding of the needs of SME’s. Basepoint Business Centres provide a wide range of quality, cost-effective, managed and serviced offices, alongside different types of flexible office space designed to suit all companies. The centres also offer regular, free networking events with knowledgeable guest speakers to raise awareness of a variety of business issues. In addition, the centre teams work closely with business support organisations such as the local Chambers of Commerce, FSB and Action Coach, to host events that will be beneficial for the business community and provide signposting to qualified business advice, funding streams and more. The company is owned by The ACT Foundation, a leading UK grant-making charity, dedicated to improving the quality of life of those in need and as such, each Centre is dedicated to fundraising for a selected charity and The ACT Foundation match funds any money raised for the chosen charity, up to a maximum of £10,000. For more information on your nearest Sussex Basepoint Business Centre contact Crawley on 01293 817717, Newhaven on 01273 615250, Haywards Heath on 01444 849250 Shoreham on 01273 467500. Alternatively visit our website, www. basepoint.co.uk for more information on all products and services, as well as the dates for our upcoming networking events.

Working within the family business in Sales and progressing to a Director and then 5 years ago being passed the gauntlet by my Father to have overall control has been exciting times. Bluelite has now been trading for 20 years, and during that time I have noticed that more women are being given senior roles within companies. My own experience has been a fine balancing act, family and work, but that is I am sure no different from anyone else. You will notice that I put family in front of work, I couldn’t do my job whilst worrying about my children and husband so they have had to come first and if I know they are happy then it helped me to focus and give all my attention to the company and its needs. Steve my husband is Commercial Director and our son Jake is Production Supervisor working with me, overall the company employs 15 people and works out of a 10,000 sq ft factory with a 5000 sq ft yard in Burgess Hill. Bluelite Graphics is going from strength to strength, Chevronshop. com has just celebrated 10 years, Clearly vizible has just recently been launched and we are looking to do business in the UAE. All of our businesses are involved with vehicle graphics, whether it be reflective markings or complete wraps and we are always looking for the next opportunity.

I’m Kate Honey, owner and graphic designer at Mint Design Studio, launched twenty two years ago, offering a branding, website and promotional print service. I have technical assistance from a business partner and between us we are a small yet perfectly formed team who genuinely care about what we do and feel we have a winning formula that combines creative and expert graphic design and solid technical know-how. We aim to help our customers attract more attention, increase their sales and grow their business. My focus is how to best harness the power of effective marketing. I create a cohesive brand across website and print (brochure, business card, banner) that not only looks good but has impact. I work with estate agents, event coordinators, health and well-being agencies, education and training providers, charities, restaurants and hotels, IT, finance and legal firms... In fact, any organisation that particularly values and needs to make the right and a good impression. Twenty two years trading and counting, I put this continued success down to a couple of useful core strengths: I’m a good listener - I’m able to form a better understanding of my customer’s requirements and so produce good quality work. I’m objective - I take a step back and look at appealing to the most important person, my customer’s target audience. I’m a qualified and experienced designer and I continue to perfect my craft to keep my work contemporary and diverse. I’m a people person - I enjoy forming a good rapport with customers, I like networking and I'm an active part of my local business community. www.mintdesign.studio 01903 695400 or 0743 596 8734 kate@mintdesign.studio

Call 01444 232366 info@bluelitegraphics.com www.BlueliteGraphics.com

AS A CHAMBER MEMBER YOU’RE WELL CONNECTED

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women in business

february/march 2017 business edge

Automatic Enrolment

Business, charity and community leadership coaching

Hayley Jaggers

Brighton delight Automatic Enrolment Solutions Ltd was established in April 2015 as a subsiduary to Horlock Holdcroft Financial Consultants Ltd, our Private Client Firm. Our team of Pensions Specialists have designed and developed a low cost, value for money service to help employers tackle their AE duties from start to finish. We advise, recommend, implement, manage and administer AE Schemes for employers, irrespective of their type and size of business, throughout the UK. Our new “Micro Employer Service” business model is very much focussed towards the smaller business owner who will be reaching their staging dates from 2017 onwards. These employers will generally have less pensions’ knowledge and experience than the larger companies and are unlikely to have any dedicated/trained staff assigned to take care of the new AE requirements. The responsibilities for ensuring compliance with the new Employer Duties will almost certainly fall onto the business owner. A very different AE solution was required for this new group of Small/Micro Employer Stagers and we felt we were fully qualified and able to accommodate this identified need. Our aim was to provide a service that would enable smaller business owners to offer a good quality pension scheme for their valued workforce that would match up to those being offered by larger businesses. We work closely with organisations such as Sussex Chamber of Commerce who have been instrumental in helping us to engage with other businesses and promote our services to what we feel is our key market… the local community. We are now very proud to be the pension scheme advisers for over 150 local businesses throughout the Sussex area. Our future marketing plans involve continuing to raise awareness to employers through local networking events, our Technical Seminars and Presentations and social media.

Automatic Enrolment Solutions Ltd Your workplace pension partner Contact us at info@AutomaticEnrolmentSolutionsLtd.co.uk or 0333 900 8333 www.AutomaticEnrolmentSolutionsLtd.co.uk

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Brighton Gin is a handmade, small batch gin produced at Brighton’s first (legal) distillery by the world's only pair of female distillers, using organic British grain. Its botanicals include juniper, locally-grown coriander seed and milk thistle, indigenous to the South Downs and well-known for its liver-cleansing properties. Kathy Caton and Helen Chesshire met in early 2013 with one purpose; to build Brighton and Hove's first distillery and to create Brighton Gin. Two years down the line and an armful of awards, Brighton Gin is now stocked in over 900 different shops, pubs, hotels and restaurants including the British Airways i360, Glyndebourne Opera House and Fortnum and Mason. The Gin distillery having moved from the basement of a pub in September 2016 is now in a purpose-built unit on the seafront. Helen Chesshire said: "We are unbelievably proud of what we have achieved in the 2 years we have been trading. We haven't quite stopped to process the fact that we have not only been stocked by the Queen's Greengrocer, Kathy and I have been to Number 10 to talk about Gin exports in Europe but that we have now employed a host of brilliantly talented women in our distillery." Kathy Caton who is an award-winning radio broadcaster and still hosts a weekly show on Radio Reverb said, "We work very hard and will continue to make the city proud of us. Everything we have achieved has been with tenacity and passion." 2017 will see Brighton Gin exporting out of Sussex, expanding internationally and creating sustainable jobs in the local economy. info@brightongin.com 01273 448 092 www.brightongin.com

www.sussexchamberofcommerce.co.uk

Sarah Jameson Are you or your business in a time of change, growth or development? Making You Great can work with you to develop tailored, solutions focussed, achievable plans; coaching at all levels of seniority. As women in business we appreciate the need for unified strategies, in both our work and personal life, that brings success and health into all arenas; which is no mean feat! Sarah Jameson was a co-owner and founder of a multimillion organisation for over 10 years and was on the board of directors responsible for the vision and strategic direction of this company which successfully sold in 2013. Alongside this, managing family and high level involvement in the voluntary sector. ‘I can see how people and organisations are designed to function and develop tailored step by step strategies to get them into their right context and purpose. This is why ‘Making You Great’ was developed; to empower leaders of business, charities and the community to make their life and organisation great!’ Sarah works uniquely and individually with each client according to their time, budget and levels of responsibility. Unlocking and revealing skills and envisioning people both personally and professionally. So if you want to see vision, direction and strategy established in your professional and personal life, Making You Great would love to hear from you for an initial free consultation. Contact details: beccie@makingyougreat.co.uk 01403 790676 www.makingyougreat.org.uk

tel: 01444 259 259


feature: creative/digital/IT

february/march 2017 business edge

The importance of creative cohesion across marketing campaigns Matt Turner CEO, Creative Pod

Matt Turner, CEO of Creative Pod, a full service marketing agency based in Crawley, explains. When creating marketing campaigns, there are multiple factors to consider, for example, who is your audience, what is your budget and what are your goals and objectives. However, many brands isolate their campaigns and fail to see the bigger picture and essentially lose brand consistency! Maintaining creative cohesion across all of your marketing campaigns is essential to its success. One of the main things to consider when building a new campaign is whether it is reflective of your brand. Making sure that your branding is consistent throughout all campaigns allows consumers to recognise and resonate with your brand whilst digesting your newest campaign.

Design A brand is an invaluable asset to businesses. When you instantly recognise and/or identify with a brand, its services and what you expect to receive from the company, they have maintained a consistent brand identity. This can be described as the way a brand wants to be perceived by its customers and is portrayed through every form of communication it distributes.

Ensuring that your brand is instantly recognisable is incredibly important for any brand using multiple channels. Without consistency, your marketing efforts could be wasted as consumers may not match the content that you are distributing with your brand. There are many factors that need to be considered when creating a unique brand identity and it is critical that these are adhered to throughout all marketing campaigns. The look and feel of all marketing channels need to follow a clear, consistent design, in particular, all fonts, colours and logos need to be consistent, as does the tone of voice.

Tone of Voice Tone of voice is how the character of your business comes through in the words and language that you use. Throughout all marketing efforts, creating a consistent voice for your brand is really important. It sets the tone for your business. For example, if you are a young, fun company, your tone of voice should reflect this – this is the same if you are a large corporate. Once you understand the audience that you are targeting, speaking to them in a tone of voice that resonates with them is key. It should express your company’s personality, values and what you are trying to achieve.

What channels are relevant? Creating a consistent brand, look and tone of voice is wasted if the platforms that you choose to market on are not used by your target audience. It is counter-productive to spend time building up a repertoire on a certain type of media if your audience aren’t

going to be engaging with it. Further to this, posting consistently on these channels is imperative; if you can’t dedicate the time to posting on certain platforms, then don’t start until you can invest some time into it.

Make sure you are up-to-date! The world is constantly evolving, meaning that the way your brand grows will be changing along with its environment. With this, making sure that all of your collateral is consistent and up-to-date with what your company is trying to achieve is hugely important. A lot of companies have been celebrating their 10 year anniversary for the last 5 years! Constantly check the copy on your website and update your content accordingly to what the business is doing now – your website is usually the first impression that a person will get of you, so make sure that it reflects your company’s values and the products/services that you provide. With product offerings and services continually evolving, ensure that your offline collateral is also reflective of your current offering. Your brand should be at the forefront of all aspects of your marketing efforts as it will allow consumers to identify with your company and your brand personality will instill loyalty and create interest. Being consistent across all channels will allow you to clearly portray your company’s message and values to the right audience. Here at Creative Pod, we recommend our clients constantly assess their brand identity and all marketing communications to ensure cohesion across all of their campaigns.

Using Facebook Insights with real success! What is more powerful than Batman and Robin, or David and Victoria Beckham? Only one thing; the power of marketing. Spreading far wider than the reach of any iconic power couple, marketing can reach anybody, so use it to your competitive advantage. Sonny Cutting of digital marketing agency Sussex Pages explains: Facebook now has its own analytics package called Insights, and this is perfect for businesses who wish to track visitor interaction on their Facebook Fan Pages. Before you can actually see Insights though, your page has to reach 30 likes before Facebook will give you access to it, so get your friends, family and business contacts to hit the LIKE button before you get started.

The KEY tools for Insights are as follows: 1 The Overview facility is great but change it from 7 days to 28 for a full monthly report. 2 PPC Promotions tool is awesome as it gives you reach, engagement and expenditure.

3 Data from Posts is invaluable as it breaks down each article with targeting and clicks. 4 Know which People are by viewing this demographic and geographic data capture info. 5 Local is a new marketing tool which enables you to view Activity and Peak Hours.

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finance focus

february/march 2017 business edge

A look into why Inheritance tax receipts continue to rise Bryan Elkins Tax Consultancy Team Kreston Reeves

Latest figures from HMRC reveal a 22% rise in inheritance tax (IHT) receipts during the 2015/16 tax year - a significant uplift on the average 12% annual increases experienced since 2010. So, why the increase? Several factors have contributed to this uplift, including rising property prices and the static Inheritance Tax (IHT) nil rate band, which has remained at £325,000 since April 2009. Set to remain frozen at this amount until April 2021, clearly these findings reveal the importance of IHT planning to mitigate tax impact. For instance, if inherited assets include residential property which has, at some point, been a residence of the deceased, the new ‘additional main residence nil rate band’ relief may remove or reduce an IHT tax liability. This new relief is being introduced for deaths on or after 6 April 2017 and the amount of relief applicable is being phased in over four years; starting at £100,000 in the first year and rising to £175,000 for

2020/21. For many married couples and civil partners, the relief effectively doubles as a main nil rate band applies to each individual, with each potentially benefitting from the additional band. HMRC data reveals that estates in the £300,000 to £400,000 range often consist partly of a main residence and so the relief proves effective in removing an IHT liability. For larger estates, HMRC data shows an increasing proportion consist of shares and securities. Traditional planning already widely used by individuals to mitigate IHT for these assets, includes: • Claiming exemption on the transfer of assets to a spouse or civil partner. • Gifting assets to charity, which removes the gift from the value of the estate. This may reduce the rate of IHT on the remaining chargeable parts of the estate from 40% to 36%, if at least around 10% of the net estate is given to charities. • Business Property Relief applies to shares in unquoted companies. Assets qualifying for this relief bear no IHT and so potentially, many shares listed on the Alternative Investment Market qualify for this relief.

• Lifetime planning to reduce the value of your estate. For larger estates with a net value above £2 million, the additional nil rate band is tapered away by £1 for every £2 that the net value exceeds that amount. For many individuals, the additional nil rate band will be important but you must ensure that the relief will be available by ensuring Wills are up to date. With careful planning, much of the Inheritance Tax that would otherwise be payable can be avoided or significantly reduced and with the right approach this can benefit your family members at an earlier stage, whilst saving significant amounts of tax. Please contact me to discuss how your IHT planning could be more efficient: Bryan Elkins, Kreston Reeves Tax Consultancy Team bryan.elkins@krestonreeves.com 01403 253282 Offices in: Brighton, Chichester, Gatwick, Eastbourne, Horsham, Worthing, London and Kent www.krestonreeves.com

Supporting you and your business every step of the way To find out more about our broad range of accountancy, business advisory and financial services that help dynamic organisations, private individuals and families make confident decisions about the future, please contact: Shirley Smith, Partner, Gatwick office T: +44 (0)1293 776 152 E: shirley.smith@krestonreeves.com Sarah Ediss, Partner, Horsham office T: +44 (0)1403 253 282 E: sarah.ediss@krestonreeves.com

www.krestonreeves.com

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www.sussexchamberofcommerce.co.uk

tel: 01444 259 259


finance focus

february/march 2017 business edge

Five reasons for Sussex businesses to use specialist finance Specialist lender, Together, provides fast and effective short-term funding to professional services firms and their clients. With more flexibility to consider cases on their individual merits, alternative finance providers like Together have experienced increased demand in recent times, helping small businesses that may not fit within the more rigid criteria set out by mainstream lenders. Together’s Regional Development Manager for Sussex, Jon Elliott, said: “As a specialist lender, we have greater flexibility than those in the mainstream market. We have a broad network of professional introducers including accountants, solicitors, banks and financial advisers, who will refer clients to us knowing that they can be assured of excellent service and a speedy decision.” In order to help SMEs across the region to identify when specialist finance could be for them, Jon outlines the five most common situations in which a company can benefit from using a specialist lender.

Commercial finance

To purchase property When property is in high demand, being able to complete quickly can make you the most attractive buyer. Recently, we helped a client purchase a commercial property in just seven days, after their high street lender was unable to provide the funds in time.

To seize an investment opportunity Similarly, if you want to seize an investment opportunity, such as acquiring another business, our flexible approach means that we are able to work with businesses of all sizes and across all sectors to deliver funding.

To refinance existing debts It’s particularly useful for SMEs to consolidate debts, making them easier to manage. When refinancing, you can also prioritise your creditors, ensuring you

maintain positive relationships with them and protect your business’ reputation.

To clear a tax bill A tax bill can come as a nasty surprise to a small business. Fast and flexible funding can ensure quick payment, whilst spreading the cost over a longer period of time, so it’s more manageable.

To release equity If you need to generate cash flow and have a residential property, we can lend against it. Whether it’s for business or personal purposes, we offer flexible terms and can provide a speedy decision. Visit www.togethermoney.com/southeast for more information, call Jon on 01908 871 387 or email jon.elliott@togethermoney.com

Bridging finance Auction finance Commercial mortgages Buy-to-Let mortgages Development funding

Trusted partners... common-sense lending

As a principal lender, with over 40 years’ experience, we’re dedicated to working closely with our professional sector partners. Our expert team is here to support you and your clients in a range of short-term property funding requirements. Taking a common-sense approach, we aim to put your clients in the best possible position to complete.

Contact Jon Elliott the Regional Development Manager for the South East. Call us on - 01908 871 387 or visit togethermoney.com/southeast This advertisement is intended for professional intermediary use only and must not be distributed to potential clients.

AS A CHAMBER MEMBER YOU’RE WELL CONNECTED

33


business matters

february/march 2017 business edge

At night, do you know what’s happening in your factory, office or warehouse? We do ...and we use security audit technology to let you know! Digital age security services for Sussex from a local company.

• SECURITY PATROLS • EMPTY PROPERTY INSPECTIONS

• PREMISES UNLOCK AND LOCKDOWNS • KEYHOLDING AND ALARM RESPONSE sales@avantguardsecurity.co.uk www.avantguardsecurity.co.uk

RT P

R.T.Page

w a re h o u s i n g & l o g i s t i c s m a n a g e m e n t

Visit us at the Business Show Olympia 17th-18th November

Stand 611

Warehousing & Distribution Services

At our modern purpose built warehousing facility in Sussex we offer highly flexible warehouse services to provide a cheaper storage solution for your business. BENEFIT FROM: ✔ Over 70,000 sq ft of warehouse storage ✔ Flexible storage space, from 1 pallet to 3000 or more ✔ No lengthy contracts ✔ Trained, fully managed warehouse staff ✔ Over 50 years experience in logistics ✔ Just storage or complete 3PL to suit your needs.

To find out more about our services call us now on

01903 736300 or email info@rtpage.co.uk www.rtpage.co.uk

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www.sussexchamberofcommerce.co.uk

RT Page offers a complete 3PL (third party logistics) service to all online ecommerce retailers, whether you are a start-up business or a long established company we can adapt our service to your requirements. RT Page brings over 50 years of experience, knowledge and expertise to provide a flexible warehousing and logistics service which delivers safely and on time to your customers. Our tailored service reduces your costs, improves the efficiency of your supply chain and contributes to your business’ profitability. From our purpose built warehouses based in Sussex we can offer a flexible outsourced warehouse solution to suit the needs of your business and your budget. Whether you’re a start-up business looking for a single pallet or an ecommerce company looking for an entire pick and pack 3PL service we offer a smooth, efficient service that integrates effortlessly with your operations. Rest assured in the knowledge that your goods are being kept safe with secure storage and an expert team on hand.

RT P

R.T.Page

w a re h o u s i n g & l o g i s t i c s m a n a g e m e n t

See us at:

tel: 01444 259 259

Kent 2020 show Stand 495 Let’s do Business Brighton Stand 30


february/march 2017 business edge

Construction has started on £11m spa at South Lodge luxury hotel in Horsham Construction has started on an £11 million spa at South Lodge, a luxury country house hotel owned by Exclusive Hotels and Venues, in Horsham, West Sussex. “We’re very pleased to be working with Beard on this exciting project at South Lodge. The plans are stunning and the addition of this state-of-the-art spa will make South Lodge one of the top leisure destinations in the UK.” Contact us: Working with designers Felce & Guy Architects, Guildford-based Beard Construction will construct a three- and four-storey, state-of-the-art spa, built into the natural contours of the hotel grounds, blending the building with the picturesque surroundings and minimising its visual impact on the landscape.

“A unique aspect of the project’s construction will be its sloped and curved living grass and wildlife roof which will help insulate the building, absorb rainwater and provide a wildlife habitat,” explains Gareth Phillips, contracts manager for Beard. “The spa will also be powered by renewable green energy from biomass boilers.”

Due for completion in Autumn 2018, the spa will offer a range of facilities including 14 individual rooms and a double treatment room, pre- and post-treatment relaxation lounge, a 200m2 gym, a thermal suite with relaxation zone, a 22 x 10m indoor pool, external infinity edge pool, and outdoor heated natural swim pond.

The new luxury spa will also offer a spin studio, nail bar and pedicure suite and a male grooming bar. Other facilities will include a 70-seater restaurant with extensive outside dining, a kitchen, reception area and administrative offices.

Beard Guildford 01483 485180 enquiries@beardguildford.co.uk Website www.beard-construction.co.uk/ Twitter @Beard_Construct

Danny Pecorelli, managing director of Exclusive Hotels and Venues, comments:

AS A CHAMBER MEMBER YOU’RE WELL CONNECTED

35


business matters

february/march 2017 business edge

City expansion signals head hunt for best legal talent in Brighton & Hove DMH Stallard has completed a major expansion into Brighton. The law firm is one of the largest in the south east and has increased its presence in the city centre with around 30 solicitors and support staff moving into its new suite of offices in Jubilee Street. The move includes the relocation of senior partners and other staff from the DMH Stallard office at Gatwick and the recruitment of the best legal talent from other firms in Brighton & Hove. DMH Stallard already employs nearly 300 staff including over 60 partners and also has offices in London, Gatwick and Guildford. It

was recently confirmed in the Top 100 law firms in the UK after reporting revenues of over £24million and is 7th in the ranking of greatest growth in 2016. In addition to digital, media and technology businesses, and family and real estate, the team includes a strategic focus on the private client sector, an area of expertise that Richard Pollins, Managing Partner at DMH Stallard, believes has been lacking in Brighton. Richard said: “Our feedback from both entrepreneurs and private individuals has repeatedly underlined the view that there is a place in the market in Brighton and Hove for high quality, specialist legal advice from a larger firm like ours.

“We have been working closely with our network of contacts and have already made several appointments – others will follow. “Our existing teams are exceptionally well regarded for what they do, and we are confident that together we will be able to provide a first class range of services to these client groups.” The larger Brighton team started in January following work to completely refurbish the offices in the city centre location. Richard added: “I’m so proud of Brighton & Hove. Its culture, diversity, ambition and attitude mark it out in the UK and I love that distinction - it makes our expansion in the city even more special for me.”

“2017 is shaping up to be one of the most exciting years in the proud history of DMH Stallard. We hosted a launch event recently at the i360 and were overwhelmed by the numbers of people from Brighton & Hove who came along. It’s been genuinely humbling to receive so many good wishes and warm welcomes from senior decision makers and influencers in the city.” Tim Ashdown | Senior Litigation Partner

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www.sussexchamberofcommerce.co.uk

tel: 01444 259 259


business matters

february/march 2017 business edge

DMH Stallard in Brighton, the big hitters Tim Ashdown

Robert Ganpatsingh

Joanna Potbury

Tim is the firm’s senior litigation partner. A commercial dispute resolution lawyer, he also advises on all aspects of intellectual property including trade marks, patents, designs, misuse of confidential information (by employees and/or competitors), copyright and databases. Tim also advises on technologyrelated disputes and on the related aspects of competition law.

Robert is a commercial disputes partner in the technology, media and telecoms (TMT) group. He has a wealth of experience in all forms of dispute resolution, including mediation, arbitration, adjudication and litigation.

Joanna is an Associate within the Dispute Resolution TMT Team and has extensive experience in intellectual property claims involving designs, trade marks, patents, copyright and databases, passing off, confidential information and domain name disputes. Well known for her work in the technology and fashion sectors, Joanna also advises businesses and individuals across a variety of areas, including cyber crime, telecommunications, luxury goods, retail, media, manufacturing and leisure. She has experience in both resolving disputes using the court process and through strategic negotiation.

He leads on many of DMH Stallard’s largest commercial and corporate disputes, with extensive experience in the High Court and Court of Appeal. Tim is experienced in resolving disputes by way of arbitration and mediation and is a Manager of our global network of law firms, Law Europe International.

Sarah Cook

Robert is a highly experienced litigator with expertise in all aspects of resolving disputes through the courts, including dealing with worldwide freezing injunctions and search and seizure orders in high value cases. He has extensive knowledge and expertise in contentious matters involving design rights, patents, copyright, trade marks and passing off.

Lorna Fairbairn

Sarah handles a wide range of commercial, intellectual property and technology disputes across a variety of sectors including retail and recruitment. She has particular expertise in designs, trade marks, and copyright and has experience of handling matters in the High Court, the Intellectual Property Enterprise Court and the Technology and Construction Court. Recently, she has acted on a number of cases in the High Court (including an application for a search order) regarding exemployees and the mis-use of confidential information and the infringement of database right. Sarah also advises on advertising and comparative advertising campaigns and disputes.

Lorna is head of the private client department and is involved in the full range of private client matters, including the administration of trusts, of estates and preparation of wills and lasting powers of attorney. Lorna advises clients on the creation of trusts when appropriate e.g. for personal injury settlements and on pension benefits. She also works with clients who are business owners in relation to safeguarding their business assets for future generations. This specialist work includes advising on inheritance tax mitigation through business property relief, lifetime exemptions, potentially exempt transfers and interplay with capital gains tax liabilities, and potential reliefs, such as entrepreneurs’ relief.

Claire Carberry Claire is a partner in the private client department. She provides advice on all aspects of estate planning, wills and trust creation to a broad cross section of clients. She also acts in the administration of high value and complex estates. Claire has expertise in advising on and managing the affairs of elderly and vulnerable clients, including dealing with powers of attorney and court of protection work. Claire advises on inheritance tax, the administration of estates and post-death tax planning. She also drafts wills for clients with a wide range of requirements, including those providing for dependants with learning difficulties.

Kerry Young Kerry deals with all areas of private client work, including drafting wills, powers of attorney and estate administration. In addition she has experience of managing clients property and financial affairs as an Attorney and also acting as a Deputy appointed by the Court of Protection. Kerry has primary responsibility for the work associated with trusts run by DMH Stallard, which includes all day to day trust administration and the preparation of annual trust accounts and trust tax returns. Kerry is able to advise on setting up trusts, and the tax implications, as well as advising trustees on their role. DMH Stallard Trust Corporation is regularly appointed by clients to act as an executor and trustee on their Wills, as well as a trustee of trusts established in lifetime.

Recent appointments Intellectual property and technology solicitor James Martin joined DMH Stallard from City law firm, Fieldfisher. His standing in the industry resulted in James being part of a UK delegation at the International Bar Association Annual Conference in Washington DC. He was invited to speak at the conference by the Government’s Ministry of Justice spokesman in the House of Lords, Lord Keen of Elie QC. Corporate and commercial transaction specialist Mark Harden was recruited from Thrings and Michael Nixon joined the real estate department from Downs Solicitors. The recruitment strategy for 2017 is well advanced with high profile appointments in Brighton and other lateral hires in Gatwick, London and Guildford. Most recently, Kate Norgett started with DMH Stallard in January after her move from Barlow Robbins. Kate joins the award winning corporate team specialising in mergers and acquisitions, private equity and joint venture transactions, corporate re-organisations and other general company law matters.

AS A CHAMBER MEMBER YOU’RE WELL CONNECTED

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feature: creative/digital/IT

february/march 2017 business edge

Some do IT better than others Paolo Vecchi Director Omnis Systems

Paolo Vecchi of open source and Linux-based solutions specialists Omnis Systems suggests we should all look further when reviewing IT solutions procurement. Most business owners use IT solutions as a means to make their organisation more efficient and to comply with various regulations but they don’t always understand what they have been sold and why. I have the same issue when my car needs servicing or repair. I could just accept that the part or service I need costs £500 because the garage has gained my trust over time or I could do some research allowing me to ask the right questions and I’ll often get what I need, if I really need it, at a reasonable price. Wouldn’t you love it, when asking for a new set of tyres, if the sales person told you: “You could buy brand X, if you really wish to spend a lot more than you should, or you could buy the less well known brand Z which will last longer and performs better” You may well ask “Where’s the catch?” Well there are many organisations out there that prefer to create long term relationship based on trust with their customers rather than just looking at a customer as an opportunity to reach their quarterly sales target quickly. In IT, as with tyres, it doesn’t happen that often that a business gets offered solutions that aren’t made by the most known brands. However in IT things are changing fast. Over the past few years we have been witnessing, and in some cases actively participating in, a monumental change in the way software is being written, delivered and used thanks to Linux and Open Source software. Both Linux and Open Source have changed a lot over the years. When once it was written and managed by individuals or small group of developers, nowadays contributors include large businesses, even governments and software has been made available to anyone to use and improve as they wish. We have reached the point where “the Internet”, your phones and many critical infrastructures run Open and collaboratively developed software which is “owned” by anyone that wants to use it. The quality of Open Source applications is now so good

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that some of the best software available on the market is not made and owned by the usual big global brands but rather by smaller, fast reacting companies that create innovation-driven software rather than trend-focussed product.

Golf is a game with respected traditions Lee Andrews

General Manager of Mid Sussex Golf Club

IT software development has evolved to the point where choice, for both individuals and businesses, has grown dramatically, satisfying all types of requirements while providing more flexibility and lower costs. However, not all IT resellers and consultants are adapting to this new way of doing IT. Selling the usual brands and solutions is often easier and more predictable.

Lee Andrews, general manager of Mid Sussex Golf Club, PGA Golf Professional and Sussex Junior Lead Coach ponders how the game could evolve to thrive

Some businesses may be considering Cloud-based solutions as a more efficient and less expensive way of doing things but they are only comparing these solutions to what has gone before. Instead, try asking your reseller about Linux and Open Source based platforms and if they have kept up with this field of innovation then you’ll discover that you can get the same efficiency, ease of use and lower costs gained with Cloud but with the added bonus that you can still control your data and the costs of your IT infrastructure.

Golf is a game with respected traditions, but it’s not unreasonable to think that the game is not so stubborn in its ways that there isn’t room for some form of evolution.

There are many examples of organisations, large and small, that weren’t satisfied with the usual way of doing IT and started asking questions to different IT providers. One example is Sussex Chamber of Commerce.

Image: There is still a stereotypical image

Like all businesses, Sussex Chamber needs to manage information and processes through IT platforms that are efficient, reliable and secure. Being a membership based organisation it also has to take additional care in how members’ data is being handled and, as with any business, it must spend its IT budget in the most efficient way possible.

• Perhaps a relaxation of the dress codes! Clubs could review their dress codes and possibly relax knee-length socks!

That’s why when Sussex Chamber needed to upgrade their IT infrastructure they evaluated the traditional way, the Cloud and Linux and Open Source platforms. After careful assessment and testing, they chose Open Source as the best option. Savings were substantial but also, importantly, they have been able adapt the platform to fully satisfy their requirements. Two years on from their adoption of Linux and Open Source, Sussex Chamber is still able to afford further investment in evolving the platform as their requirements change. They remain in control of the features they develop and improve upon and they remain in control of their data location. When you are planning your IT infrastructure investment, don’t just believe what a sales person or a glossy big brand brochure says. Check what else is available on the market or ask Sussex Chamber of Commerce about their experience.

www.sussexchamberofcommerce.co.uk

Changes to the game will be met with criticism and face strong opposition but progression is a way of life in sport. Formula One changes its rules every year, tennis has Hawkeye, cricket has the T20 and even football finally accepted goal line technology. What needs to change? of the golf club member. • The Clubhouse entrance and facilities need to be more welcoming to new visitors.

• Professional competitions need to adapt. To make watching more interesting shortened versions over less days or target golf formats could be introduced to see new and young people coming into the game. You only need to go to Sussex County Cricket ground on a T20 evening game and see the impact it has on people watching. • One particular way in which golf clubs have now seemingly shown their willingness to embrace new developments is by adopting the game of Footgolf. The game meshes together the concepts of golf and football and requires players to take turns in kicking a football into a large 21-inch cup in as few shots as possible. The game which is growing rapidly in popularity and has attracted new and young customers to clubs and courses. • Can we get this into the curriculum at schools? Time and cost are also issues we need to address. If golf needs changing, it seems sensible that the governing bodies, clubs and professionals who are at the forefront of the economy of the sport, should take a leading role. If you have any opinions as a golfer or nongolfer I welcome your thoughts.

tel: 01444 259 259


events and training

february/march 2017 business edge

Events February 9th

Business Networking Breakfast

TBC - NORTH

08.00 - 10.30

15th

Business Networking Lunch

TBC - EAST

12.00 - 14.30

20th

Grow Your Connections

TBC - WEST

15.30 - 18.00

22nd

South East Food & Drink Exporters Group

TBC - SOUTH

09.30 - 12.30

28th

British Chambers of Commerce Annual Conference 2017

QEII Centre

09.00 - 19.00

1st

A Telemarketing Masterclass

The Kings Church

12.00 - 17.00

2nd

Grow Your Connections

Yet to be confirmed

16.30 - 19.00

9th

Business Networking Lunch

Yet to be confirmed

12.00 - 14.30

22nd

Business Leaders Conference

Jury's Inn Brighton Waterfront Hotel

12.00 - 18.00

28th

Business Networking Breakfast

Yet to be confirmed

08.00 - 10.30

30th

Speed Networking with the Neighbours

Copthorne Hotel London Gatwick

15.30 - 18.30

5th

Business Networking Lunch

Yet to be confirmed

12.00 - 14.30

25th

Business Networking Breakfast

Yet to be confirmed

08.00 - 10.30

27th

Grow Your Connections

Yet to be confirmed

09.30 - 12.00

March

April

Training February 1st

Essentials of Supervision & Team Leadership - 2 Day Course

The Kings Church

09.30 - 16.30

9th

Confident & Effective Communication Skills

The Kings Church

09.30 - 16.30

17th

Becoming an Authorised Economic Operator (AEO)

The Kings Church

09.30 - 12.30

27th

Using Documentary Letters of Credit, Drafts & Bills

The Kings Church

09.30 - 16.30

1st

A Telemarketing Masterclass

The Kings Church

12.00 - 17.00

9th

Personal Customer Service in the Digital Age

The Kings Church

09.30 - 16.30

14th

Persuading & Influencing with Impact

The Kings Church

09.30 - 16.30

20th

Exporting - Understanding the Paperwork

The Kings Church

09.30 - 16.30

22nd

Managing People for Business Success - 2 Day Course

The Kings Church

09.30 - 16.30

30th

HR in 2 Days - Days 1 & 2

The Kings Church

09.30 - 16.30

30th

HR in 2 Days - Day 1

The Kings Church

09.30 - 16.30

31st

HR in 2 Days - Day 2

The Kings Church

09.30 - 16.30

4th

How to Have Great Sales Conversations

The Kings Church

09.30 - 16.30

5th

Introduction to Supervision & Team Leadership

The Kings Church

09.30 - 16.30

19th

Time Management & Personal Effectiveness

The Kings Church

09.30 - 16.30

24th

A Foundation Course in Importing

The Kings Church

09.30 - 16.30

26th

Effective Negotiation Skills

The Kings Church

09.30 - 16.30

27th

Coaching for Performance Improvement

The Kings Church

09.30 - 16.30

March

April

Please check the website for the full 2017 Calendar - www.sussexchamberofcommerce.co.uk

AS A CHAMBER MEMBER YOU’RE WELL CONNECTED

39


training and development

february/march 2017 business edge

Why training is more important than ever Never has the need for training been more apparent for business. With the economy having undergone such dramatic changes, the necessity to train people in order to secure new employment or make them better employees in tough times is seen as absolutely crucial. Many business and economic support agencies have identified training as playing a key role in helping industry to take advantage of the opportunities presented to them as the economy slowly recovers.

A key part of the training is teaching practical skills, everything from understanding changes in legislation to keeping on top of effective customer service but training companies also help employees recognise opportunities when they see them.

They argue that well-trained staff are able to better support their employer as well as identifying new opportunities. A training session can sometimes spark an idea that develops into a new product or maybe new way of working. Gone are the days when someone did the same job for life, now people are accustomed to switching careers half way through their working lives and training allows that to happen. One of the key roles for training companies is helping those still in work to hold onto, and develop, their jobs by

That could be anything from tapping into new markets to coming up with ways of making sure that their employer makes inroads into foreign markets. Sometimes, the opportunity to step aside from the day job and spend time in a training session can have dramatic outcomes.

exhibiting more flexible skills. Training specialists point out that, even in difficult trading times, cutting back on training is a false economy because well-trained staff are better able to meet challenges.

More and more businesses are seeing the benefits of such an approach as their staff use their new knowledge to take advantage of opportunities in the market place. It is a message that is more important than ever.

How do leaders become Ultimate Decision Makers? Do you ever have a day when you don’t feel 10/10 or, worse still, you don’t feel like a successful leader? Sometimes you leave a relatively comfortable place, knowing everything and exactly how to get results. Then it feels like herding cats! This can make you feel wobbly and despair can set in. Being entrepreneurial is about being resilient, which is much more helpful than being perfect.

• Rushed

What do you do on a day when you feel like a five out of ten – or less?

• Justifying

A few years ago I had a major wobble and lost confidence – basically overnight! It was gone. I was distraught. I had to do some major rebuilding work, and quickly! Bouncing back is what great leaders and entrepreneurs are good at! Firstly, it’s very important to remember that how you feel is separate from who you are! In more responsible jobs you can lose sight of the person you are because what you do feels all encompassing. Being stressed or feeling self-doubt can make fear rule your decision-making. When this happens you can turn to a reactive approach. This can make you: • Over-heated • Rash

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• Accusatory

Responding is much healthier than reacting. Responding is better because it makes you less emotional and more effective. It is: • Considered • With breath • Questioning for evidence It is a little known truth that as a human being – with practice, it is possible to be in control of what you think, which leads to having more control over how you feel, which in turn leads to better decisions!

detach from a caravan. As I often remind myself: “Put the caravan in the garden and look at it from the kitchen window!” It’s OK to have feelings but don’t attach and be those feelings. Look at them and separate yourself from them. If you’d like to learn more about Ultimate Decision Maker at the conference November 14th contact us. We’d love to hear from you. 01323 332316 or 01424 830000 World class guest presenters and a full day of excellent learning for leaders and business owners

www.ultimatedecisionmaker.com

A good analogy is if you think of yourself as a car and your feelings as a caravan. When the car is attached to the caravan, the car is harder to steer, heavier, uses more fuel and normally quite unpopular! You can detach yourself from your feelings like a car can

www.sussexchamberofcommerce.co.uk

tel: 01444 259 259


training and development

february/march 2017 business edge

Police officer brings skills to bear in training courses Training is a crucial part of growing your business and that means bringing in highly experienced professionals to guide your team through often challenging situations. with the Lord Chancellor’s Department at the Central Criminal Court, Old Bailey.

courses in interviewing skills, helping clients to ask the right questions.

Using her long police experience and her degree in Psychology, she runs a range of courses designed to make individuals and organisations more resilient in the face of everyday challenges.

Liana, who has trained more than 30,000 employees, said: “I started the business because it had become clear that the demand for training at the Metropolitan Police was growing all the time with a lot of interest shown by organisations outside the police service.

Her courses include helping organisations to deal with conflict within the workplace and training employees to handle aggressive customers, as part of which she trains a range of door staff. That is why it makes sense to employ Lucine Training, which is run by serving Metropolitan Police Constable Liana Lucine, whose expertise includes managing conflict and reducing the effects of stress.

Liana also trains hotel staff in skills including how to recognise criminal behaviour, including drawing on her police experience to help them identify the signs of people trafficking.

Liana has been working at the forefront of law enforcement and Criminal Justice for the past 20 years, including 16 years with the Metropolitan Police Service and a spell

Her stress-handling courses help companies and individuals understand the signs and causes of stress and come up with ways to reduce the impact and Liana also runs

“I bring a wide range of skills to my training courses, drawing on my experience within the Criminal Justice system, and help companies and their staff to strengthen their resilience.” You can find out how Lucine Training can help you by contacting Liana at www.lucinetraining.com and email: lucinetraining@gmail.com

Transform your leadership skills and help your organisation to grow with the Sussex School of Business, Management and Economics Our dynamic Transformative Leadership executive education courses, launching in 2017, will impact your growth as a leader and support you in making a difference to the ongoing development of your organisation.

Courses Aimed at senior leaders with responsibility for driving change, innovation and business growth, our two day courses will be held at the Sussex Innovation Centre, Croydon, on the following dates: n Corporate Entrepreneurship: 10-11 May 2017 n Future-Focussed Leadership: Managing Innovation, Change and Uncertainty: 17-18 May 2017 n Engaging Leaders: Beyond the Hype to Strategies and Interventions that Work: 24-25 May 2017 All courses are taught by Sussex management experts with a wealth of academic and industrial experience whose own research has shaped course content.

Further information and registration To find out more about Transformative Leadership, as well as other opportunities to sharpen your expertise including the Sussex MBA and our student-business mentoring scheme, see www.sussex.ac.uk/bmec/business-connections

AS A CHAMBER MEMBER YOU’RE WELL CONNECTED

41


advertorial

february/march 2017 business edge

Are you ready for a CRM System? Ok, that sounds strange coming from a company that sells its own CRM solution, but hear me out. I can tell you honestly that, unless you can set aside some time to get your strategy right, there is really no point.

deliverable objectives that pay dividends both financially and emotionally.

that can give you measurable goals to make sure it continues to earn its keep.

How, exactly, is that CRM solution going to do those things for YOUR business?

I’ll start with an example. When you go on holiday, you do a lot more than just buy some swimming trunks and a snorkel and hope for the best.

Why?

But if you aren’t willing to take the time to review your needs and focus internally on what you need to do, there’s no point in buying a CRM system.

You plan, decide on the best time of year for everyone, and consider hotels and resorts. Will the location and hotel be good for the whole family? Or is it more of a romantic getaway? How will you get from the airport to the hotel? What will you do when you get there? How much money should you take? There are a whole host of questions you ask and plans you need to make. Your holiday strategy will become a blueprint for you and your family’s two weeks off, so you want to make sure you get it right.

So why isn’t it the same when you’re buying a CRM system for your business? So many times we hear how a business needs a CRM system, but when you dig a little deeper and actually look at the plans behind the decision, there are no clear objectives or goals. Of course we all want “more sales” or “increased profit” or “better efficiency.” We even use phrases like these in our own mission statement: “Increase your sales; make more profit; grow your business.” But so what?! CRM is more than a system, it’s an approach to how you run your business. A CRM system should be a corner stone of your business strategy with achievable goals and

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When you start out looking for your new CRM solution, you first need to look at exactly why you need that system. Who in your business is going to use it? What do they need it for? How will it fit it with what they’re already doing? Once you’ve answered this, however, you’ve only got the barest outline of how your system will be configured. There are more questions to answer.

What? Now that you know why you need a new CRM, you have to think about the goals you want to achieve with it. What are these goals? What will you use to measure whether or not you have met them? With some clear objectives and ideas for metrics to gauge your progress, you’ll be able to flesh out that rough configuration outline with key points and goalposts.

If you aren’t sure what you do best, where you can do better, and get some targets set to measure your improvement, your CRM system won’t really be working for you. You’ll just be paying money out for something that is only half fulfilling its promise. Sure your sales might increase and people might be working a little more efficiently, but you’ll never know if it is down to the CRM system or just coincidence. Trust me, I’ve seen enough CRM implementations start off without clear goals that end up struggling and occasionally failing to know that taking this time is always worth it. If you have any questions about OpenCRM, please get in touch. I would love to hear from you. Find us at www.opencrm.co.uk or drop us a line at hello@opencrm.co.uk

How? With this more detailed blueprint, you’ll be able to speak with your CRM provider to go through what you need the system to do and the key attributes your system will need to be logging. This blueprint will give your account manager something to build on. They will be able to work with you to go even deeper into the details of how your CRM system will function and how your team will utilise it. This will give you a system that is tailored to your business and

www.sussexchamberofcommerce.co.uk

tel: 01444 259 259

Graham Anderson, is the CEO and founder of OpenCRM, one of the UK’s leading customer relationship management systems.


business matters

february/march 2017 business edge

The family businesses on track to save Britain’s high streets Steve Pickering Managing Director Sussex Beds

In recent years, news on Britain’s high streets has made for grim reading. What with the demise of retail giant BHS and the closure of 120 Austin Reed stores in summer 2016, together with falling footfall figures of up to 10% in some towns, the future of British high streets could be viewed as somewhat bleak. But it appears that salvation could be coming just when it’s needed, and from a very unexpected source. Enter the humble family business. There are 4.6 million family businesses in the UK, accounting for 87% of all private sector firms. What’s more, a report published this year by the Institute for Family Business shows that nearly half of SME family firms aim to grow their businesses over the next two to three years, and that retail is one of the sectors in which family firms enjoy a higher percentage share of turnover than non-family firms (35% vs 30% respectively).

These figures are being reflected in the changing face of our high streets, with family businesses now snapping up empty units that were once occupied by major retail players. Sussex Beds is one such example. Two years ago, the 30-year-old family company was near collapse. In administration and preparing for imminent closure, it took risk-taking and resilience from its second generation MD, Steve Pickering, to save the brand. As a result, the company, which has seven stores county-wide, experienced a turnaround in its fortunes, won a national retailer award, and is planning to open a further 11 stores within five years. Another family run company, Pets Corner, has gone from relative obscurity to household name status within half a decade. The first Pets Corner store was opened in 1968 in Haywards Heath by husband and wife team Mark and Sandra Richmond. Now, almost 50 years on, the company boasts over 160 stores throughout the country after undertaking an ambitious expansion programme spearheaded by son, Dean. There is much debate as to why family businesses are experiencing this current

boost in trade and positivity, but personal motivation and service levels have been cited as two likely causes. “Owners of family businesses tend to feel more personally responsible for the success of their company and pull out all the stops to make it work”, offers Alex Kent, professional business consultant at mysherpa.co.uk. “At a time when the high street is competing with growing online sales, the service and expertise provided to customers from family-run firms can give them the competitive edge over large retail organisations.” Alex continued: “I think the best local firms compete against the bigger players by having both a local presence in the physical stores as well as an online presence. Sussex Beds have both and I feel this is definitely a contributing factor to their success.”

Aspiring young entrepreneurs battle for their place in the Brighton Final a real business concept, giving me a safe space to grow and develop.”

Aspiring young entrepreneurs gathered at the Quakers in Brighton on Thursday 15th December, as they fought for their place in the final of the Young Start-up Talent initiative across Brighton and Hove. Over the course of the evening the young entrepreneurs were able to speak with the sponsors on a 1-2-1 basis in a ‘speed networking’ style, gaining invaluable insight into the world of enterprise and advice on how they should proceed with their budding business ideas. The initiative, which started in 2010, is aimed at finding the next up-and-coming young entrepreneurs aged between 16 25 years old. After a gruelling process, one entrepreneur will be announced as the winner of a prize fund of business products and services worth £50,000. With more than 140 sponsors across the South East, including prevalent Brighton businesses such as NatWest, London Gatwick Airport, Hartley Fowler Chartered Accountants and Sussex Chamber of Commerce to name but a few, the initiative is proving to be very popular. Ana Christie, Chief Executive at the Sussex Chamber of Commerce,

Mark Bennett, Bennett Christmas, “Young Start-up Talent gives us the opportunity to support young people in their journey towards creating business. As a businessman I can help! Youngsters are fearless and have the drive to make it work. I am really proud to be a sponsor.”

commented: “As this is my first time judging, I am surprised at the quality of the pitches and presentation of the young entrepreneurial ideas. The Sussex Chamber of Commerce are very proud to be sponsors of such a fantastic initiative.” Jim Cunliffe from FaceMedia added; “Every kid has a great idea. Young Startup Talent gives them the opportunity to express themselves.” With only ten minutes each, the room was bursting with entrepreneurial spirit as the young entrepreneurs competed for their places as one of the finalists. Fadress Nyirenda, one of the young entrepreneurs, said; “Young Start-up Talent has filled me with a sense of empowerment. It has taken my hobby to

Amongst them, Alison Addy from Gatwick Airport and long term sponsor and supporter of the initiative further added; “I am really excited and looking forward to watching the young entrepreneurs progress through the process and seeing how their businesses develop.” Following the speed networking the sponsors and judges have to make the tough decision of whittling the group down by half, with only six candidates making it through to ‘The Pitch’ in January. At The Pitch, each finalists will present their refined and polished business plans to a panel of judges in the hopes of becoming the Young Start-up Talent Brighton & Hove Champion in 2017. The Final is set to take place at The Platform, Brighton, on Wednesday 15th February 2017 where the final winner of the prize fund will be revealed.

AS A CHAMBER MEMBER YOU’RE WELL CONNECTED

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business matters

february/march 2017 business edge

Wave has community health and wellbeing at its heart Duncan Kerr CEO Wave Leisure Trust

Wave Leisure Trust (Wave) is a charitable not-for-profit Trust and social enterprise working to inspire active lifestyles through providing high quality, affordable and accessible health and fitness facilities and activities for our community. The Wave Team works to get people moving more and to be at the heart of the improvement of health and wellbeing in its communities, through increasing participation, reducing health inequalities and increasing accessibility and social inclusion. Wave’s Community Engagement Team, headed by Liz Allsobrook, has acted as the enabler to engagement with community leaders and groups in the identification of barriers to all forms of participation. The team actively engages in the Seaford Seniors Forum and Seaford Health Stakeholders Forum where they have identified a range of requirements for

those with health needs. This has led to the participation of Old School Medical Practice in a pilot scheme to support the engagement in activity for those with a diagnosed health condition and the addition of a GP to the Board of Trustees. Wave has designed and is delivering a number of programmes and community-focused initiatives. These include re:balance™ (weight management programme), Cardiac Rehab sessions and Strength and Balance classes to assist with fall prevention. Wave’s Health and Wellbeing Co-ordinator works to ensure that the community has every opportunity to remain fit and healthy. Wave’s GP Referral Scheme operates throughout the Lewes District and Wave’s Co-ordinator works with GP surgeries and provides a service where residents and patients with medical conditions whose health would benefit from leading a more active lifestyle can be referred. The scheme benefits those with a range of conditions including high blood pressure, diabetes, arthritis, mobility, stress and mild/ moderate depression. Wave regularly meets Parish, Town, District and County Councils for feedback and reports on the services being delivered,

needs being addressed and the sharing knowledge about gaps in provisions. Working with Public Health, local councils and housing associations, Wave has identified a need for the development of impact reporting to enable the development of services across the district. Wave has also been working with Local Community Development Organisations, 3VA and Action in rural Sussex (AirS), and has identified access to services for improved health and wellbeing as a barrier to activity. This is being taken forward with Wave working with Priory School and the Mountfield Road Partnership, on the Let’s Talk Sport project. Funded by the Sussex Police and Crime Commissioner, Let’s Talk Sport uses team sport and activities as ways to engage with young people who are at risk of dropping out of education, demonstrating poor behaviour or participating in risky behaviours. Further development of Let’s Talk Sport has led to the engagement of the Youth Offending Team and Targeted Youth Service, to enable provision of positive engagement in activity as part of developing sustained behaviour change.

Sussex Digital Awards 2017 An award scheme to celebrate the online achievements of businesses, charities and schools from across Sussex will take place in April. The Sussex Digital Awards (SDAs) has 15 categories including “Use of Social Media for Business”, “Website: School, Education or Charity”, “Mobile App, “Blog” and the flagship “Website”. It is the first time an awards scheme solely dedicated to digital work has been organised across West Sussex, East Sussex and Brighton combined. Sussex Chamber of Commerce has signed up as “Key Supporter” of the Awards and will play a leading role in backing the scheme. The SDAs is open to businesses from any industry sector and web designers wishing to take part can enter their clients’ work, even if their customers are based outside of the county borders. Entry is free through sussexdigitalawards. co.uk/enter and closes on February 10. The Awards will culminate in a Presentation Evening in April 2017 at Pelham House in Lewes. The launch of the SDAs follows highly successful sister events in Cambridgeshire,

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Essex, Hertfordshire, Kent, Milton Keynes and Surrey. Selecting the winners is an independent judging panel made up experts from the digital industry and people from major organisations including Sky Sports. Robin Bailey, Chair of the independent judging panel at the SDAs, said: “We are delighted to be launching in the great counties of West Sussex, East Sussex and, of course, Brighton. “The SDAs is all about celebrating businesses and talent across the area and there is a fantastic opportunity for your organisation to gain the recognition it deserves.

The categories are: n Website n Website: School, Education or Charity n Website: Marketing & Creative n Website: B2B n Website: Lifestyle & Culture

“It’s all to play for, there is nothing to lose and everything to gain.

n Website: Tourism & Hospitality

“We have been inundated with entries and competition is going to be tough and we’re expecting the big celebration evening in April to be an incredible night.”

n Responsive Website

There will be Gold, Silver and Bronze Awards across each category and the Gold winners from SDA17 will automatically qualify for the Digital Awards Champions 2018 where they will compete against winners from all other counties in a publicvoted contest, held in London.

n Use of Video for Business

www.sussexchamberofcommerce.co.uk

n Website: Sports & Entertainment n Mobile App n Use of Social Media for Business n Online Retailer n Blog: Business n Blog: Entertainment For more information visit

sussexdigitalawards.co.uk

tel: 01444 259 259


new members

february/march 2017 business edge

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. Creative Process Digital

Making You Great

Smartcare FDI Ltd

6 Albert Works Conway Street Hove BN3 3LW

2 Mitchell Gardens Slinfold RH13 0FQ

Unit 4 The Courtyard Staplefield Road Haywards Heath RH17 5JF

01273 232273

07595 329411 http://makingyougreat.co.uk/

01444 473718 www.fdi-group.net

Drainline Southern Ltd

Our Lady of Sion School

Sussex Digital Awards

Station House South Mercer Road Horsham RH12 3SR

Gratwicke Road Worthing BN11 4BL

Premio 64 Ltd t/as The Digital Awards Unit 1B, , Little Hyde Farm Brentwood CM4 0DU

01273 269557 www.drainlinesouthern.co.uk

01903 204063 www.sionschool.org.uk

01277 356200

Fastsigns

Retrotouch

Thinking Partners

Unit 2 Bank Precinct Crawley RH10 9RF

Suite 1, Kelvin House Kelvin Way Crawley RH10 9SE

5 Hollow Meadows Mews Hollow Meadows Sheffield S6 6GJ

+44(0)1293 520776 www.fastsigns.com

01293 279426 www.retrotouch.co.uk/

07711 439305 http://thinking-partners.co.uk/index.html

Lucine Training 19 Vicarage Road Lingfield RH7 6EZ 07870 616887

AS A CHAMBER MEMBER YOU’RE WELL CONNECTED

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movers and shakers

New CEO takes helm of Horder Healthcare

february/march 2017 business edge

5 minutes with Mike Brand

Finance Director at Alexander Rose Ltd.

Dr Richard Tyler CEO, Horder Healthcare

Horder Healthcare’s new Chief Executive Officer Dr Richard Tyler has taken the helm of the awardwinning charity as it enters an exciting new phase in its 62-year history. Richard joined the charity earlier this year from the Queen Victoria Hospital in East Grinstead where he achieved an “outstanding” rating for patient care as part of the 2016 CQC inspection. His new role at Horder Healthcare includes responsibility for both Horder Healthcare hospitals; the orthopaedic centre of excellence The Horder Centre, in Crowborough and The McIndoe Centre in East Grinstead, a world-famous specialist plastic surgery centre which has just commenced orthopaedic work. The scope of his role also extends across Horder Healthcare outreach clinics in Tunbridge Wells, Eastbourne and Seaford. He leads a charity that has an annual turnover of around £25 million and employs over 300 staff. It handles over 28,000 patients a year of which approximately 8,500 undergo surgical procedures. Horder Healthcare is currently undertaking an £8 million refurbishment programme of The McIndoe Centre, which includes a stateof-the-art operating theatre that recently admitted its first orthopaedic patient. The ambitious project includes the addition of a further two theatres and a six-bed recovery area. A new x-ray suite has already been installed and other plans including upgrading treatment rooms, refurbishing ward bedrooms and providing a new outpatient area. Richard said: “When I first got to know The Horder Centre, I was impressed with the commitment to advancing health and its rich history. The acquisition of The McIndoe Centre enabled me to become better acquainted with Horder Healthcare as it embarked on the next phase of its development. Horder Healthcare Chairman Dr Sue Grieve said: “Richard’s vast experience in the healthcare business is invaluable to us as we consolidate the growth, development and extend the reach of our charity.”

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I have been working with Alexander Rose for two years now, looking after Finance, HR, IT and various other aspects of a fast-moving garden furniture business. We supply not just garden centres but also top-end hotels, pubs, spas and sports venues across the UK, Europe and further afield. We have a fairly small team at our Head Office, so the role is very hands-on which really appeals to me! Prior to Alexander Rose I spent five years working for a company supplying and servicing industrial printers, looking after offices both in the UK and Holland, and before that I worked for fifteen years in the Financial Services industry.

What was your first job and what was the pay packet?

If you could do another job what would it be?

My first “proper” job was working locally at a café in Hove, as a grill chef. I had just turned fourteen and earned the princely sum of £1.50 per hour!!

If I could do any other job it would definitely be FD at Brighton and Hove Albion!

What do you always carry with you to work? My mobile phone and my company credit card.

What is the biggest Challenge facing your business? The weather seems to be the only thing we can do nothing to influence, and for us is a huge determining factor over whether we have an average or brilliant season. Last year was the wettest on UK records so I have tasked our Head Designer, Alan, with building an umbrella covering 94,000 square miles in order to shelter the UK in 2017…

If you were Prime Minister, what one thing would you change to help business? If I were Prime Minister I would invest far more in the education of our young people. As Chair of Governors at a local Primary Academy, I see first-hand how schools are struggling, and I passionately believe investing more money in our education facilities would pay dividends many times over by the time today’s youngsters find themselves thrust into the world of work.

What can you see from your office window? From my office window I can see the thriving Burgess Hill Business Park, a clear blue sky and a whole world of opportunity.

www.sussexchamberofcommerce.co.uk

As a business person, what are your three main qualities? My three main qualities in order of importance would be firstly that I genuinely care for every member of our staff and extended team. Secondly I try to never do a deal that is unfair on one party and lastly I am a very hard worker.

What was your biggest mistake in business? My biggest mistake in business, made on a couple of occasions, has been tolerating people with no passion for their job. It doesn’t matter what role you have, you should enjoy it and be proud of your output.

What advice would you give to aspiring entrepreneurs? I would advise any aspiring entrepreneur firstly to take on board everyone’s opinion about your business - any member of staff, supplier or customer can come up with a blindingly simple idea that nobody else has thought of. Also, if you are worried or not sure whether you have the ability to step up to a task, just go for it and give it your best shot!

Who do you admire most in business? James Caan C.B.E. – a self-made multimillionaire with a passionate belief in giving back to the community.

tel: 01444 259 259


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Business Edge 35  

The magazine for the Sussex Chamber of Commerce

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