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Inside 06 business matters 12 the expert 13 fine print 14 business support 18 international trade 28 cover feature 30 inspirational leaders 34 focus on chichester 38 events and training 42 finance focus 52 new members 54 five minutes with 54 movers & shakers

october/november 2017 business edge

the magazine for sussex chamber of commerce members

october/november 2017

The world wants quality British goods and services Page 28

Sussex Chamber of Commerce

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october/november 2017 business edge

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contents

october/november 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

international trade

business matters

business matters

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business matters

ask the expert

fine print

feature: business support

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feature: business support

feature: business support

international trade

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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cover feature: international trade

inspirational leaders

John Neilson, Business Development Manager, Distinctive Publishing Unit 6b, Floor B, Millburn House, Dean Street, Newcastle Upon Tyne NE1 1LE Tel: 07813 874 970 Email: john.neilson@distinctivegroup.co.uk

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focus on chichester

focus on chichester

events & training

business matters

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

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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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business matters

finance focus

finance focus

business matters

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international trade

new members

movers & shakers

five minutes with ...

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welcome

october/november 2017 business edge

Welcome Welcome to to the October the August/ / November SeptemberIssue! Issue! For any business, going global can be a significant undertaking that can disrupt the general day to day business activities. It is really important for any business leader to understand the risks and also the benefits. Growing your business globally can be complex but extremely rewarding. Gaining an understanding of targeted markets, the competition, market trends and what is required to launch and drive growth are essential as well as developing a separate strategy and business plan to the current business model. You can gain market insights and updates through the http://exportbritain.org.uk/ website and access key contacts at British Chambers offices overseas. The Sussex Chamber can also provide help and advice through a series of events that we hold throughout the year to allow businesses to explore new markets. Be prepared to learn about new opportunities in high growth emerging markets and the export support you can access to help your business grow. The events will give you practical advice, invaluable resources and the contacts needed to grow, and begin the next step of your business growth journey. Whether you’re a novice and looking at the export markets or an expert and wish to explore new markets, our events will help you take your business to the next level. There will be lively panel discussions, informative updates and of course plenty of time for networking. As well as providing export documentation for exporters, we have also recently launched a new service and can now offer Letters of Conformity. These are mandatory documents which are necessary for customs clearance of exports. Please contact the export team at the Sussex Chamber. Furthermore, through our international trade training courses, we can also now offer a British Chambers Foundation Award. Further details can be obtained by contacting the Sussex Chamber office. Expanding your market can mean increased sales and profit.

Ana Christie Chief Executive Sussex Chamber of Commerce

‘Pulses Race’ at corporate networking day raising thousands for Sussex children’s charity! Sussex-based Business Management Consultancy, Business Pulse, raised £3,701 for Dame Vera Lynn Children’s Charity (DVLCC) at their corporate networking day earlier this summer. They were presented with a cheque for £3,000 on the night and this was increased to £3,701 from the proceeds of an auction and bucket collection. Held in the Pavilion Suite at the glorious Lingfield Park Racecourse on 22nd June, the event was organised by Business Pulse’s founder Nass Elaheebocus, a long term supporter of DVLCC which supports young children with cerebral palsy and other motor learning disabilities. Throughout the day guests enjoyed a three course dinner and evening of racing with a raffle and auction raising funds for the Charity. Virginia Lewis-Jones, Dame Vera Lynn’s daughter and Vice-President of the Charity also spoke to guests about DVLCC’s work and the importance of the early intervention service that it offers to families. Mark Hunnisett, whose daughter Abbie attended Dame Vera Lynn Children’s Charity, was then invited to the stage to speak about the difference the Charity made to their lives and how Abbie was taught to do things that they never thought possible - her determination and hard work resulted in Abbie being chosen to represent Great Britain in the London 2012 Paralympic Games in the Club Throwing event and she will be taking part in the forthcoming World Championships this Summer in London. Pilar Cloud, Executive Manager of the Charity, said: “What a fantastic day and a very big thank you to Nass Elaheebocus for holding the event in aid of our Charity and raising so much money. We would also like to thank everyone who attended for all their generosity and support and Lingfield Park for hosting the event.” Dame Vera Lynn Children’s Charity has helped more than 500 families across the South East. It receives no statutory funding and relies entirely on the community to raise the funds needed to be able to offer this vital early intervention service to families.

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international trade

october/november 2017 business edge

How Dualit has worked with distributors to increase export sales Debbie McIvor-Main Marketing & PR Executive Dualit LTD

Crawley based company Dualit has been making kitchen appliances for more than seventy years. Famous for its Classic Toaster, Dualit started out making toasters and appliances for the commercial market in the late 1940s. Originally based on a trading estate in south London, Dualit has expanded over the years to significantly grow its product range. In 2003 we moved our offices and factory to Manor Royal in Crawley, West Sussex. As well as our original range of catering products, we design toasters, kettles, coffee machines and food preparation items for the domestic market. One of our biggest developments was the launch in 2013 of a range of patented coffee capsules that are compatible with Nespresso®* machines. We built our own capsule production facility in order to have complete control over production at every stage of the process and ensure outstanding quality and taste. As our product range expanded, we have been proactive in exploiting new opportunities to develop overseas trade both in Europe and across the world. Dualit products are now exported to over 40 countries worldwide and export makes up 35% of the business, with export sales for the year ending June 2017 up 4% compared to the previous year. All Dualit products are designed and engineered at our Crawley offices and the Classic Toaster is hand built, as it always has been, on site along with several commercial products.

The Product The first key to successful exporting is to have a great product that works, is reliable and is built to last. As a result of this most of our customers own more than one Dualit product.

Strong Distributor Network Developing a strong network of distributors has been the second factor in growing Dualit’s international trade and one such example is the increasing sales of Dualit products in the United States. Williams Sonoma, the US retail chain that specialises in kitchenware, has stocked the Dualit Classic Toaster in two and four slot versions with a polished finish since the 1990s in its retail stores. Founder Chuck Williams saw the Classic Toaster during one of his annual trips to Paris to source new products. He fell in love with the design and flew to England,

turning up unannounced at Dualit’s factory in South East London in his determination to stock the toaster. In 2015, we were presented with the opportunity to sell our products through Williams Sonoma’s online store. However, although the retailer was keen to increase the Dualit range, it was not offering to store the increased amount of stock required to do this. Our distributor in the US, Electra-Craft, became an essential factor in making this happen. Electra-Craft were able to store the volume of stock that we needed in their New Jersey warehouse and we negotiated for them to take control of fulfilling customer orders from Williams Sonoma on a daily basis. Over the last two years, we have increased the product range available through Williams Sonoma from just two Classic Toasters, to include additional breakfast ranges and a wider choice of Classic Toasters in 21 colours. This has resulted in a 46% rise in online sales over the last financial year. The Classic Toasters are also stored and distributed by Electra-Craft. We manage the stock levels of the toasters ourselves and replenish when necessary, shipping straight from our factory in Crawley to the US.

as meeting major international buyers. We support our distributors at in-market trade shows by providing staff from our demonstration team to carryout product demonstrations and provide regular product training for their own staff. By building close working relationships with our distributors we are able to tailor product ranging to suit different cultural and geographic trends. For example, we launched a different choice of hand mixer colours in Scandinavia, when our distributor’s customers showed strong buying patterns for pastel shades.

Removing barriers Several years ago we made a commitment to providing the instruction books to our products in thirteen languages with five languages displayed on the product boxes. This was a worthwhile investment in additional resources as it removed barriers to sale in these countries. One of the biggest investments we make is in product safety. The approvals required for export are always changing so it is a big job to keep on top of this, but it is essential in order to keep exporting our products.

Building close relationships

These are the key factors in what has made our export programme successful and all require continual development and focus as we continue to grow our international sales.

One of the most important events in our year is the annual Ambiente international trade fair held in Frankfurt in February. It’s an opportunity for us to meet with our distributors and customers from across Europe and the rest of the world, as well

*Suitable for Nespresso® drop through capsule machines, excluding professional machines and ‘built-in’ models. Nespresso® trademark is owned by Société des Produits Nestlé S.A.

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business matters

october/november 2017 business edge

ABC Worksafe Few people go to work expecting to perform CPR, treat wounds, soothe burns or deal with diabetic shock, but startling new statistics suggest that there’s a high chance they might just have to. Paul Lane Managing Director ABC Worksafe

According to the Labour Force Survey, a staggering 621,000 injuries occurred at work between 2015 and 2016; a further 1.3 million working people suffered from a work-related illness. Since last year, some 137 deaths at work have also been reported to RIDDOR (Reporting of Injuries, Diseases and Dangerous Occurrences Regulations). The question, says first aid training provider ABC Worksafe, is, therefore, not if first aid will be needed at work but when. In a moment of crisis, business owners have a duty of care to help their employees, clients or customers – which means first aid training is of paramount importance. More sobering statistics from Thomson Reuters demonstrate what happens if corporations fail to comply. Total corporate fines for health and safety breaches increased by 43% to £54m this year, and corporate fines averaged £280,974. Figures like that suggest that if an accident occurs at work and the adequate health and

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safety preparations have not been made, a business can be placed in serious financial turmoil. Paul Lane, managing director of ABC Worksafe, says he also stresses to clients that first aid makes financial sense. “The government’s Health and Safety Executive (HSE) estimates that 30.4 million working days are lost due to work-related illness and workplace injury,” said Paul. “Though the initial outlay of a first-aid course might not always fit in with your financial plan right now, you can bet it’ll work out cheaper than the alternative in the long run.” The solution, according to Paul, is knowing your company’s first aid requirements inside-out. The kind of training needed for each workplace varies considerably according to the level of risk employees encounter day-to-day. Last year, for instance, ABC Worksafe teamed up with St Barnabas Hospice and Chestnut Tree House to design five bespoke Emergency First Aid at Work sessions to educate workers in their charity shops. Training focused on informing staff about their legal responsibilities, including how to deal with incidents such as CPR, choking, seizures, wounds, burns and more – all potential health & safety risks when working in close range with the general public.

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Fortunately, since training took place, the charity’s members have only had to deal with a few cuts and grazes. However, Jan Harper, Head of Retail for St Barnabas and Chestnut Tree House, said staff felt confident about handling a more serious first aid incident at work. “The safety and wellbeing of our staff, volunteers and visitors is paramount,” Jan said. “Across all areas of our retail operation, we’ve had a really positive response to the training. ABC Worksafe provided a fun, interactive and highly informative course and staff tell us they have already been able to call on their training outside of the workplace, which is great to hear.” Paul Lane added: “St Barnabas & Chestnut Tree House are fantastic charities that provide crucial palliative care to the community, so we were delighted to be able to help staff and volunteers feel safer and more confident while they do such important work. The training courses really underscored the importance of first aid courses – the widely acknowledged statistic is that 2/3 of people couldn’t save a life so it’s not just about teaching people what to do when something goes wrong, but also increasing their awareness so they can act responsibly and share their knowledge with others.”

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october/november 2017 business edge

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business matters

Paul Willard Managing Director Willard Conservation Ltd

Willard Conservation Ltd - award winning manufacturers and international exporters Willard Conservation Ltd is a world class UK manufacturer of conservation tools and equipment. Unique Willard products are built in their Chichesterbased workshops and exported to destinations around the globe. The Willard family business was founded in the 1950s by the late Jack Willard MBE who designed and created some of the very first electrically operated tools and equipment designed specifically to assist conservators in their work. The business has been based in Chichester for more than 60 years and continues to trade from the same premises which were originally built by Jack Willard and his Father, Herbert Willard in 1954. The company, is now run by Paul Willard, who with his team of expert engineers and craftsmen together with his son Charlie Willard, continue to design and manufacture a unique range of tools and equipment, which are in regular use in some of the World’s leading art galleries, museums, archives and private collections, helping to preserve some of the world’s priceless works of art and important historic documents. In 2016 the company won a Queen’s Award for Enterprise as a result of their continued outstanding export growth. Willard Conservation Ltd is also a proud holder of a Royal Warrant, which has been granted to the company by Her Majesty, Queen Elizabeth II. In recognition of the quality of the products & services supplied by the company. So far, 2017 has been an eventful & very busy year with increased sales of products being exported to countries such as; Australia, USA, Canada, South Korea, Hong Kong, Germany, China & Estonia. The company has recently completed a large export order to Dubai where their products have been specified for a newly built museum project. The weaker pound gives the company even more of a competitive edge within the global market place, which has undoubtedly resulted in an increased level of enquiries and sales. The company has just appointed a new distributor in Taiwan, which has already resulted in the sale of a Willard Multifunction conservation table to a leading museum there.

Current Willard projects include the following clients. n The National Gallery of Ireland, n National Centre for research Kuwait n Yale University, New Haven, CT, USA, n Chimei Museum, Taiwan n Army Museum, Sweden n Vest-agder museum, Norway

october/november 2017 business edge

Sussex and International Trade I am prompted to remind our readers of the importance of the Sussex Chamber of Commerce being one of only 52 Chambers around the UK accredited to the British Chamber of Commerce (BCC). The other 51, like us, being business representatives divided broadly on county lines. So whilst we represent the whole of Sussex we have neighbouring BCC accredited Chambers in Kent, Surrey and Hampshire together representing the South East “corner” of the UK. It is therefore satisfying that whilst government is creating a degree of uncertainty around BREXIT, the BCC, under the 52 Chambers’ collective direction, are constantly pursuing an agenda to resolve the current uncertainty and provide our members with clear advice and direction. We are closely involved in key BREXIT issues such as customs controls, immigration policy and Northern Ireland borders and through input from our members ensure our local voice and priorities are heard. We are also ensuring that BREXIT is not the only issue on the government’s agenda and we continue to press for focus and attention to help businesses operate at their full potential. We are therefore helping the BCC to set the policy agenda for other key issues such as infrastructure, connectivity and people and skills, all which might otherwise be lost in the morass of effort expended in withdrawing from the EU. I have in the past lamented in this column on the lack of enthusiasm we sometimes see in the county from businesses over exporting. This issue of Business Edge is focussed on International Trade and supplements the many events on the subject we are carrying out with our partners (The Sussex International Trade Forum and East Sussex County Council). These events, throughout the county, are aimed at removing the barriers that businesses sometimes perceive around exporting by delivering support on, documentation, exchange rates, taxes, customers, distributors, culture and language to name but a few. Exporting can be such an easy way to grow a business profitably, particularly if utilising spare capacity or if the scope in the UK alone becomes too restricted. On the subject of International Trade it was a pleasure to welcome Alison Addy the Head of Community Engagement for Gatwick Airport Limited to one of our networking breakfasts recently. Her excellent presentation was a timely reminder about how lucky we are as Sussex businesses to have on our doorstep an airport which provides employment for 24,000 people and contributes £2.7B GVA to the economy. However, perhaps most enlightening was that Gatwick spends £139M annually with local suppliers, so make sure you take the opportunity to connect with their “Meet the Buyers” and Big Breakfast networking events.

David Sheppard Chairman Sussex Chamber of Commerce

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advertorial

october/november 2017 business edge

Are you an Ultimate Decision Maker? When things are going well it is easier to get everything right and keep your focus isn’t it? But, have you ever found yourself looking around and thinking… “…now is the time that matters, and right now – what do I do?”. Decisions are often impulses, spur of the moment reactions to responsibility that you either (a) signed up for when you took that job or (b) evolved into when your business grew. “Leadership is learned behavior that becomes unconscious and automatic over time. For example, leaders can make several important decisions about an issue in the time it takes others to understand the question.” (Llopis, Forbes, 2013) No one ever teaches you how to make that moment (filled with stress and anxiety) and to see it with clarity. How do you maintain your edge? Investing in yourself is more than just buying a new suit or reading a few ‘developmental’ books, despite how much the synopsis will guarantee a life changing revelation after reading it. The best leaders are always learning. We believe in that learning and now you can learn from some of the top speakers in ultimate performance.

Welcome to Ultimate Decision Maker – the Conference for successful business leaders. November 14th 2017. Buxted Park East Sussex What is it about and why should you attend? We have gathered 5 highly successful people to share their experience with you in one exclusive day of personal and business development. Nigel Botterill He’s the straight talking UK entrepreneur and best selling author who has built eight separate £million+ businesses from scratch since 2004. He’s passionate about business and marketing and now devotes

a big chunk of his time to helping other UK entrepreneurs who want to be supersuccessful. Daniel Bradbury He has an amazing personal story which will inspire you along with his list of achievements to date: n Age 26: launched his second company, Dan Bradbury Ltd. Was a mid-six figure company it its first year and increased annual revenue to £3.2 million in less than two years. n Mid-20s: started buying distressed companies with the intent of brokering n Age 29: sold his first business for over $1M (Business Growth Systems, Ltd.) n 2008: was awarded The Ultimate Marketer by Infusionsoft

Kriss Akabusi For over twenty years, Kriss has provided high-energy, inspirational speeches, workshops, and coaching for businesses and events across the UK. He is world famous for inspiring delegates, producing a ‘can-do’ attitude for all who experience his energy. He is always fun but also powerfully thought provoking. No one leaves with any doubt about their next steps. The Ultimate Decision Maker Conference is one not to miss. The decision-making process is an acute understanding of being familiar with the cause and effect of behavioral and circumstantial patterns. Let us begin the process and make this decision for you… book your ticket! Join us on the day to experience:

n 2014: acquired a distressed company, turned it around and sold it for $4.3M.

n World Class speakers with huge learning to share with you

Maria Paviour For over 18 years Maria Paviour (registered psychologist) has focused on the importance of engaging employees and gaining employee commitment. In 2000, she won two UK government awards for Innovation in leadership development and coaching, and a European award for developing technology for measuring and managing stress at work.

n 80 like–minded successful business owners and leaders in the room to network with.

Jo Fairley Jo is CEO of Green & Black’s Chocolate who will be sharing her story with us from the start of a $100 million worldwide brand! She talks about the many lessons learned along the path to business success, including the emotional aspect of building a brand and then ‘letting go’, when it’s sold on, as well as the importance of design, branding, PR and marketing.

n A break through activity to seal your learning at the end of the day! n Extra learning content to access plus a free 1:1 coaching session post event to embed your learning. n First class surroundings with a five star menu, plus the option to stay and experience delicious food in the evening and the following morning. Visit www.ultimatedecisionmaker.com for more information or call 01424 830000 to book.

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business matters

october/november 2017 business edge

Green People: celebrating 20 years of organic beauty Charlotte Vohtz Founder Green People

In 1997, Charlotte Vohtz created her pioneering organic cosmetics brand, offering pure and natural personal care products that are suitable for people with sensitive, allergy-prone skin. From day one, Green People has developed a reputation for being one of the most ethical and environmentally conscious brands in the cosmetics industry. By never putting profits ahead of ethics, Charlotte Vohtz’s brand has secured a position on the shortlist for Best Green Company in the Sussex Life awards 2017, a perfect score from the Good Shopping Guide for ethical retailers, and an award from Sussex children’s hospice, Chestnut Tree House, for Outstanding Long Term Supporter. To tell us more about how Green People has grown from a small, home business, to the internationally successful brand it is today, we’re hearing from the Founder and MD, Charlotte Vohtz, who still lives and works in Sussex to this day. When I first launched Green People, the options for consumers looking for truly natural skin care products were very limited and there were next to no organic beauty products available in high street stores. At the time, there were no formal regulations or certifications for organic cosmetics, which caused confusion for customers and led to wildly inaccurate claims from brands that marketed their products as ‘natural’, but used almost exclusively synthetic ingredients. In 1997, I approached the Soil Association to suggest creating certification for beauty products, as at the time only food, drink and textile products could be certified organic. Because of my work with the Soil Association, Green People was one of the world’s first certified organic beauty brands and we now have certifications from all the major regulatory bodies and over 100 products for women, men, babies and children. Some brands still make misleading claims about how natural their products are, but now that there are regulations in place, consumers can make informed decisions by checking for logos from reputable certification bodies. Choosing a product that has an organic certification from companies such as EcoCert, Organic Food Federation or Soil Association, is the only way to know that it is genuinely organic.

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A lot has changed in the organic beauty industry since Green People was founded 20 years ago. There is now a huge amount of choice for consumers who are conscious about the chemicals they use on their bodies. To keep up with the evershifting beauty landscape, Green People is constantly developing new ways of using nature and science in balance to create outstanding organic beauty products that outperform their synthetic counterparts. To celebrate our 20th anniversary, we have created a special edition collection of certified organic skin care, plus a natural matte lipstick. Containing some of the finest, most complex essential oil blends we have ever produced, this collection is available in two exquisite floral aromas based on Damask Rose or Orange Blossom oil. As much as we may be growing and evolving, we remain true to our founding promises of being environmentally-friendly, suitable for even the most sensitive skin and giving back to the community. The work we are most proud of at Green People is our work with charities, environmental initiatives and the small, independent farmers that supply the finest organic ingredients. We do everything we can to make a positive difference in the world and to reduce our environmental impact. It is this commitment that has led to us being shortlisted as one of three finalists for Best Green Company 2017 at the Sussex Life awards.

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Sussex Life says: “We all want to ensure that Sussex is looked after and preserved in all its glorious beauty for generations to come. This company is environmentally friendly, sustainable and evangelical about issues affecting our countryside.” Some of the ways we uphold our green promises are by using sustainable energy to power our offices and warehouse, using recyclable, biodegradable packaging for our products, supporting organic farming to increase biodiversity, and using non-toxic ingredients that aren’t harmful to wildlife. We are delighted to be shortlisted for this award and to be chosen from over 60 entrants as one of the premier eco-friendly businesses in Sussex. The winner of this title and all the others at the Sussex Life awards will be announced in September.

We all want to ensure that Sussex is looked after and preserved in all its glorious beauty for generations to come.

tel: 01444 259 259


advertorial

october/november 2017 business edge

International Business Travel: an enduring footprint? In May I went with a colleague on a business trip to the US. We had both responded to our company guidance on US entry requirements and had applied for, and received, our Visa-Waiver via the ESTA process (Electronic System Travel Authorisation). I would say we read the guidance more closely than we might otherwise have done given our perception of the disrupted nature of US border-controls at the time. On arrival in the US, we entered through Austin in Texas, and I had a relatively undisturbed experience at border control. However, my colleague – with no obvious difference in circumstances - was quizzed about the purpose of his trip and whether he had the right to enter the US to do what he said he was there to do. This was an unsettling experience for my colleague, and my first direct experience of this sort of scrutiny when crossing a border on a business trip. Anecdotally I hear this is an experience an increasing number of business travellers face – not just in the US and UK, but globally. Whilst globalisation proceeds at an ever increasing rate, the world is certainly still becoming smaller, and coupled with growing political instability, is causing ever increasing protectionism over national borders. Given what we have all seen and read over the last year-or-so, that is old news – but increasingly impactful in our lives and work. Border control is one of the clear and present challenges to business travellers if you don’t have the correct permissions - but it is certainly not the only risk a business faces as a result of the international business travel undertaken by its people. We see a number of trends across the global landscape which are influencing how this risk develops, including increasing exchange of information between national authorities such as tax and immigration organisations, improved digital and analytical profiling of employers, increasing and better-quality global data exchange,

evolving international tax agreements and increasing in-country regulation. The reality is that your footprint overseas as a business traveller has the potential to endure by creating multiple risks for your organisation to recognise and perhaps then deal with. As noted, these include complying with immigration requirements, but also extend to issues such as travel cost management, personal security whilst travelling overseas, managing downstream tax obligations for the company (such as permanent establishment issues and/or payroll tax obligations to administer), or for you personally (such as liability to income taxes or tax return filing obligations). This applies as much to your colleagues and customers from overseas who visit the UK on business. Whilst technology-based communications continue to improve - and increasingly help business people to meet virtually across international borders - our experience remains that people still want to meet, talk to each other and work together in person. Whilst that continues to be true, driven by our naturally collaborative behaviour, international business travel will remain commonplace and a fundamental, high value part of doing deals and getting things done. With this in mind, we are increasingly seeing that business concern around the types of issues international business travel causes are no longer just the preserve of the largest global multi-nationals, but permeate much deeper into UK business. The organisations

experiencing these challenges are often ‘going international’ for the first time, or more typically in our experience, have already become international but are only just becoming aware of some of the broad risks and obligations that places upon them. Implementing some form of centralised business travel process, and educating business travellers on the key elements they need to know, are often actions an organisation wants to take. However, typically that needs to start with understanding who is travelling internationally. As an international business traveller, you may well be an executive or manager within your business who shoulders at least some of the accountability for the enduring foot print you may leave when you, or your colleagues, travel overseas on business. Before you next travel ask yourself whether you, or others within your organisation, understand enough about the impact of your travel, and consider how you would handle potentially awkward questions when you arrive at your destination.

Matt Thames Director | Global Employer Services | Deloitte LLP mthames@deloitte.co.uk

Norbert Varga Associate Director | Tax | Deloitte LLP nvarga@deloitte.co.uk

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ask the expert

october/november 2017 business edge

All employers have automatic enrolment duties – don’t ignore it. It’s the law Darren Ryder Director of Automatic Enrolment The Pensions Regulator

Every employer has automatic enrolment duties. They need to assess their staff, put them into a workplace pension scheme if they meet certain criteria, write to them to tell them what they’ve done, and complete and submit a declaration of compliance with The Pensions Regulator (TPR). To date, more than 8.3 million people have been automatically enrolled in a workplace pension by nearly 700,000 employers. TPR has recently published their annual commentary and analysis report, which shows that more than 70% of all new businesses will have staff they will need to put into a workplace pension. This means the majority of new employers will have full automatic enrolment duties and will need to set up a pension for their staff. The estimates demonstrate how automatic enrolment has and will continue to reverse the decline in workplace saving. In 2012, 55% of staff were saving into a workplace pension and by 2016 that figure had increased to 78%. In addition, a recent Mori poll commissioned by DWP also showed 83% of staff are pleased they are saving into a workplace pension and a similar number welcome an increase in contributions.

Start-up businesses From October, anyone thinking of taking on staff for the first time should start planning for their automatic enrolment responsibilities. As soon as they take on staff they will have workplace pensions duties. Planning for automatic enrolment should be carried out alongside all the other tasks associated with running a business – for example setting up PAYE. If an employer has eligible staff to put into a pension scheme, they will need to identify a provider and they should leave plenty of time to do this. They should also ensure their chosen payroll solution is compatible with their scheme so that staff receive the pensions they are entitled to on time.

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Within five months of taking on staff, employers must complete a declaration of compliance to tell TPR what they have done to meet their duties. Employers and their advisers should be aware that meeting their duties late or failing to set up a scheme as soon as they employ eligible staff, will not save them money. This is because contributions will need to be backdated to the date they first employed staff.

On-going duties Implementing automatic enrolment is not a one off task and employers will have on-going duties. This means they must continue to assess staff and keep records. Every three years, employers must automatically enrol staff who initially opted out back into a workplace pension. They must then complete a re declaration of compliance within five months of the anniversary of their staging date. Between now and the end of the year, 12,000 employers are due to complete their redeclaration of compliance. Research shows that 96% of employers surveyed said they were confident they are successfully meeting their on-going duties. They also said that automatic enrolment was easier than they expected.

Increases in contributions By law, on 6 April 2018, all employers are required to increase their contributions into their staff’s automatic enrolment pension to at least of 2%. Staff contributions will also increase so that their contributions make up the shortfall needed to bring the total minimum contribution up to 5%.

Contribution levels will rise again on 6 April 2019, with employers paying a minimum of 3% towards the pension, and the total minimum contribution reaching 8% with staff making up the 5% difference. The table below shows the minimum contributions employers who set up a defined contribution scheme for automatic enrolment must pay, and the date when they must increase. This is calculated based on earnings between £5,824 to £43,000 per year (£486 to £3,583 per month, or £112 to £827 per week), and including certain elements of pay.

Compliance and enforcement While compliance with the law remains high, there are a small minority of employers who fail to meet their duties. TPR will take action to ensure staff receive the pensions they are entitled to. Our quarterly compliance and enforcement bulletin shows where we have used our powers, and the rolling list of employers who have paid an escalating penalty notice but remain non-compliant. The list features both small and multinational companies, with county court judgments secured by TPR for fines up to £52,500. TPR will consider taking additional enforcement action against employers who remain non-compliant, including prosecution in appropriate cases in accordance with TPR’s published prosecution policy. For information and guidance on what employers need to do to meet their duties, and by when, visit

www.tpr.gov.uk/employers.

Date effective

Employer minimum contribution

Staff contribution

Total minimum contribution

Until 5 April 2018

1%

1%

2%

6 April 2018 to 5 April 2019

2%

3%

5%

6 April 2019 onwards

3%

5%

8%

www.sussexchamberofcommerce.co.uk

tel: 01444 259 259


fine print

october/november 2017 business edge

The Power of Positive Leadership PR and Marketing: beyond the ‘selfie’ Nicole Piesse Turner of innovative PR agency Chatty Hatter explains why if you’re serious about publicising your brand calling in the professionals makes all the difference. From your neighbour who loves a “selfie” in the gym to that company who relishes posting live updates from their weekend on the golf course – it’s no secret the world seems to have gone PR crazy. With the explosion of social media even the most basic Facebook user (let alone the savvy Instagram and Snapchat brigade) could make a boring trip to the shops look interesting, sexy even, with the right caption, pose and flattering photo filter. But with so many DIY publicity experts out there where does that leave us PR and Marketing folk? One answer: very busy. The most common query from prospective clients is how to deal with social media. It turns out many businesses are downright confused: how much is the right amount? Too many posts you look desperate, too little, out of the loop. And is there still a place for traditional marketing – newspaper articles, advertising, radio interviews…? The truth is social media should really be just a strand of a business’s overall PR strategy. As an agency we realise that good and effective PR and marketing is a lot harder than it looks so we have an expert in the field covering every area of publicity a business could possibly want. A social media manager who has the expertise - and time - to keep client’s online accounts up-to-date, relevant and “speaking” to the right audience while staying ahead of the trends, is vital. A national newspaper journalist is also on our team with 15 years on Fleet Street and impeccable contacts in national, regional and b2b press, who knows exactly what makes a good news story and how to write it - traditional media and its accompanying websites are still as important as ever. As a marketing director myself with 20 years experience across a range of industries I help businesses reach clients and peers outside “the media” be it with launch events, conferences or even meetings where you need someone to help sell your business. Having a specialist in event management is also key and that’s what we at Chatty Hatter truly believe - there’s absolutely no substitute for actually going out and meeting your customers and industry colleagues first hand. So what is crucial in this day and age is getting a team behind you who will shout about you in every way possible!

How and Why Positive Leaders Transform Teams and Organisations and Change the World By Jon Gordon, published by Wiley, There is much discussion in the business world about the nature of leadership. In this book, best-selling author and keynote speaker Jon Gordon argues that great leaders are not positive because life is easy; they are positive because life can be hard. He says: “As a leader, you will face numerous obstacles, negativity and tests. There will be times when it seems as if everything in the world is conspiring against you, and your vision seems more like a fantasy than a reality. That’s why positive leadership is essential.” Since writing the The Energy Bus in 2015, Jon Gordon has worked and consulted with leaders who have transformed their companies, organisations and schools. He has also interviewed some of the greatest leaders of our time and researched many positive leaders throughout history to discover their paths to success. The Power of Positive Leadership shares what he has learned and provides a framework on leadership filled with principles, compelling stories and practical ideas. Jon Gordon points out that great leaders understand that people drive the numbers, not the other way around. To win, you must win with people. And it all begins with your decision to become a positive leader, he says, and the understanding that leadership is not just about what you can do but what you can inspire, encourage and empower others to do.

n The book will help leaders: n Discover the true drivers of short- and long-term success n Learn what leadership is really about n Cultivate the habits and outlook of successful leaders

Nicole Piesse Turner Founder & Director Chatty Hatter Media & Marketing

n Strengthen their people and let the results speak for themselves

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13


feature: business support

october/november 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.

software, engineered

Local•National•International

BBA Couriers We operate a comprehensive fleet of vehicles up to 10 tonne payload for all types of same day transport requirements including: n Internal Mail/Banking n Exhibitions n AOG

n Antiques n Medical n Daily/Weekly/Monthly contracts

We also operate daily London vans and monthly Company House runs. For urgent or time specified deliveries we collect anytime of day (or night if required ) in order to meet your delivery deadline. Ideal for tenders, legal matters, print deadlines - in fact anything time specific.

Call us now on info@bbacouriers.co.uk

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0845 6003999 www.bbacouriers.co.uk

www.sussexchamberofcommerce.co.uk

tel: 01444 259 259


october/november 2017 business edge

feature: business support

Wills & LPAs: Planning ahead for peace of mind The brief but blazing hot summer is behind us and the nights are drawing in. The Autumnal Equinox is approaching and it will be Christmas before you know it! It’s not always pleasant to think too far ahead into the future, but some things are worth making time for sooner rather than later, especially when it comes to considering how best to protect ourselves and our loved ones for whatever challenges life throws at us. That is where the friendly and experienced Private Client team at Quality Solicitors Howlett Clarke can help. Oliver Nelms Trainee Solicitor, Howlett Clarke

Have you ever worried about who will care for your spouse or partner, children, parents or pets after you die? Perhaps you have been troubled by what will happen to your belongings or home after you have gone? One method of guaranteeing surety and peace of mind for the future is by making a Will. A Will gives you the power to decide how your loved ones are provided for and how your estate, including your belongings, money and your house, are dealt with after your death. At QualitySolicitors Howlett Clarke, we have seen many instances of distress and hardship caused by the lack of a Will. Regardless of whether you are single, married or in a civil partnership, have children or other dependents, a small or large estate, live abroad, own property overseas, hold a share in a business, have re-married or are in a second relationship, a Will can hold vital importance on administering someone’s estate on their death. Do you sometimes consider who will look after you in your old age or perhaps where you might be living and who might be

helping you make decisions? Have you considered who might be making them for you on matters involving money and medication? Another way of helping to plan a secure and stress-free future is by making Lasting Powers of Attorney. If in the future you become unable to understand or deal with your own affairs, you would need someone you can trust and rely on to make important decisions for you. They would be your attorney. Lasting Powers of Attorney (LPAs) are available in two different types: Property & Financial Affairs and Health & Welfare. A Property & Finance LPA would give your attorney the authority to access your bank account to pay bills, collect your pension or benefits, make investments, and the ability to sell your house or other assets on your behalf. A Health & Welfare LPA permits your attorney the power to decide your day-today care arrangements if you can no longer care for yourself, to include where you live, how you should dress, what you eat and what you like to do. If you wish, this can include giving your attorney the power to accept or refuse life-sustaining treatment on your behalf. Right now could also be a better time to act because as from April this year, the fees for applying for LPAs were reduced from £110 to £82, and for re-submitting an LPA for registration from £55 to £41.

How then can I and my colleagues at QualitySolicitors Howlett Clarke help you? We can help you write a Will that will ensure that your decisions and wishes are recorded clearly and concisely, so that the people and organisations that you care for most are provided for after your death. We can assist in the preparation and registration of Lasting Powers of Attorney so that you are looked after and your affairs dealt with, in accordance with your preferences and wishes, if you are unable to care for yourself and your affairs in the future. We offer fixed fee services for standard Wills and LPAs that can cater to whatever it is you need. If you and your spouse or partner want to make provisions for the future, we offer a reduced rate on both Wills and LPAs if you come in together. Our expert team want to help you safeguard your future and the future of your loved ones and would be glad to discuss your options with you in a clear, stress-free and cost-effective way. For more information, please feel free to get in touch. Call 01273 838594 or email info@howlettclarke.co.uk Or visit our website: www.qualitysolicitors.com/howlettclarke

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15


feature: business support

october/november 2017 business edge

Is your office up for a bit of role play? Once every three months or so, the team at OpenCRM will get together for a quick roll play session. No, not Dungeons & Dragons. We all come together to practice our various disaster recovery plans, from minor service outages to accidental power loss to office break ins. It is a great way to make sure that, if the worst happens, your team are ready for it. I can’t recommend it enough.

Ready for Disaster? I’m going to assume that you have your disaster recovery plans written out and in an easily accessible place that all your employees know about. This could be in a hand book stored centrally, an in-house wiki or FAQ module, or even in a shared file on the business server. And that’s great, these procedures should be written down in a format that is easy to follow and will guide your team through all the necessary steps.

But nothing beats practice. If your service were to suddenly go down and you had annoyed and/or angry customers overwhelming your reception team with calls, would everyone in your office know how to receive those calls? Would they know what to say? Would they be able to say it with confidence? A roll playing session won’t make your technical team customer service experts, but it will mean that they will have experience picking up the phone and transferring a call at least once. They will also have a little bit of practice using your preferred script to pacify that angry caller. And that means that, if something ever did happen, they are ready to step in and shoulder some of the burden.

Preparation Prevents Poor Performance Setting up one of these roll play sessions is easy, I know there are people out there who will come in and run these for you, but before you go that far, you should probably try it out yourself first. First things first, you need some scenarios. I find that starting from your disaster recovery plan is easiest. Remember these don’t have to be compelling stories, just a prompt to make sure people understand which disaster recovery response is required. For example, we used the old “You show up first at the office on Monday morning to find

16

evidence of a break in. What do you do?” at our session. This is a good one because you can make sure every single person in your office knows what to do in the case of a burglary and remind them that they have an individual responsibility to know what to do in these situations. Another one of our scenarios was an undefined system failure at one of our third party supplies. This gave people the chance to practice (and remember) the role each department and individual has to play in an emergency. To make things a bit more fun, you could always split your office into two groups, with one side playing the customers in one scenario while the other group has to respond, and then flip it for the next scenario. This way, you can simulate the actual phone calls people can expect in these situations. These kinds of direct role playing activities can get a bit silly and that’s ok, as long as the overall plan stays on track and in motion.

to ensure that you respond correctly to a business disaster. All businesses should have disaster recovery and business continuity plans, it’s just common sense. But too many companies write up these plans, distribute them to their employees, and think that the job is done. It isn’t. You have to make sure that everyone understands why these plans exist, when to implement them, and what their individual role is in that response. And for my money, spending an hour running through a few scenarios will be a more effective way of ticking all those boxes. To talk to a member of the OpenCRM team about how CRM software can benefit your brand, just call 01748 473000 or visit the website: www.opencrm.co.uk

Best Business Practice This kind of role playing seems like it is just a bit of fun, and it can end up as a bit of a team building exercise, but at the heart these practice sessions are the best way

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.


october/november 2017 business edge

feature: business support

Manufacturers: Automate your 3D CAD Design Improve productivity, efficiency and customer response times If your business involves repeated production of design variants and drawings, no doubt you’d be interested in greater automation of that process. Automated design allows you to: Respond more quickly to customer quotation requests. Improve turnaround time for production and fulfillment. Reduce errors inherent in repetitive, manual workflows. Automated design can also help with: Product optimisation - automatically create and evaluate numerous design variants against key parameters such as weight or cost. ‘What-if’ studies and virtual design prototyping.

For more details call us on 01403 787 930 or email info@bmarq.co.uk.

Putting your Business in the Picture www.bmarqps.co.uk/manufacturing

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international trade

october/november 2017 business edge

Breaking barriers to foreign trade Dan Crothers Managing Director FermionX

Managing director of Worthing based FermionX Ltd, Dan Crothers explores the landscape of foreign trade. It seems the only certainty in foreign trade in 2017 is uncertainty, with difficult Brexit negotiations presenting a blurred roadmap for UK exporters and regular Twitter feeds from USA causing unwanted noise and disruption to stabilised global relationships. Through this noise, British manufacturers must continue through 2018 to be innovative in navigating the export landscape to strengthen the UK economy. As with most things in global markets, uncertainty can create opportunities for those prepared and positioned to take advantage. UK manufacturers that have been proactive and stringent in creating efficiencies in production, quality processes and supply chain improvements while continuing to invest in equipment and training are better positioned to take advantage of opportunities. Having come from the intensely competitive market of contract electronics manufacturing, Worthing based FermionX recently merged with international laboratory equipment company Seward Ltd to form a company that continues to support UK industry in contract manufacturing and design, while expanding its own product range for export. From our own perspective, we have seen benefits with the weaker pound making our products more attractive to export markets. Through selling in multiple currencies, we have also been able to better leverage purchasing with our foreign suppliers to limit the impact of fluctuating currencies.

Impact of Brexit With the clock ticking to March 2019, speculation continues on the outcome of what is unchartered waters for UK trade. It is likely that any trade preference from UK’s position will be offset against other aspects of Brexit negotiations such as immigration.

18

and taxes in advance of receiving UK goods. While this concept is nothing new to imports outside the EU, it would create an unwarranted competitive edge for European based competitors within the single market.

economic reforms that should present more attractive options for UK exporters in what is a vast and highly educated market.

UK manufacturers will also have to bear in mind potential changes in the regulatory landscape which could be used by the EU in establishing concealed trade barriers for the single market.

Aside from the shifting trade landscape under Brexit, one of the issues facing British manufacturers is the ongoing reduction in funding support being offered for innovation and exports. Many UK exhibitors will attest to regularly seeing UK pavilions dwarfed by their counterparts.

However with the EU single market remaining the single largest economy in the world, one viable option for UK SME’s is to explore EU locations to enable localised customer support and continue leveraging off the single market post Brexit.

Strength in International Trade Exports remain crucial to the future strength of the UK economy. The UK Brand continues to be a strong brand globally but it is vitally important UK manufacturers are supported by Government and encouraged to innovate and invest in new technologies and training to remain at the forefront of the global market. The North American market remains a key export partner but with the current presidential office encouraging support for US domestic supply, there is a potential risk of trade protection strategies against UK exports. UK companies operating with a US base will be able to mitigate some of these risks, but may have to swallow increase in trade costs to maintain competition with US domestic supply.

With some economists suggesting reduction in EU trade post Brexit, it is clear the importance of striking a balanced deal will be critical for British SME’s trading with Europe.

China’s strong economy continues to drive attractiveness for UK exporters and China’s appetite for breaking down the language barrier ensures a ready supply of potential distributors. As ever, thorough distribution reviews are essential to secure successful and proactive partners.

In the case of a WTO Tariff arrangement, our EU customers would see a cash flow and profit impact as they pay import duties

The Indian market continues to present opportunities and Prime Minister Modi has shown determination in his bureaucratic and

www.sussexchamberofcommerce.co.uk

New barriers

Innovation remains key to the future success of UK manufacturing and exports and it will be interesting to see how the grant funding landscape adapts to Brexit with significant innovation funding schemes such as Horizon 20/20 and Innovation Union being delivered through the EU. In what often feels a disjointed process, it was frustrating to many manufacturers that within a year of launching the “Exporting is GREAT” campaign through UKTI (now DIT), the Government decided to close the Manufacturing Advisory Service, a body that was responsible for providing UK Manufacturers support on manufacturing efficiencies and driving business growth.

Building optimism FermionX continues to provide a platform for design and development to its customers and through its own product development for the food testing and asbestos monitoring markets, is investing in building global distribution channels to continue building its export base. British manufacturers are globally synonymous with innovation and the British brand remains a strong appeal to international consumers. However, in order to take advantage of opportunities, UK manufacturers need to continue investing in technology and training, a message that should not be lost on the UK Government as it enters an uncertain trading future with its neighbours.

tel: 01444 259 259


international trade

october/november 2017 business edge

Accolade for Business Pulse

Team Phaedo3

Marlow Ropes: The Leading International Rope Manufacturer Emma Donovan Marketing Manager Marlow Ropes

At Marlow Ropes we are always looking to the future with innovation and development and we are proud to have been manufacturing rope on the same premises in Hailsham (East-Sussex) for over 200 years. We operate both nationally and internationally and produce high quality, bespoke-made rope products and accessories for the Leisure Marine, Defence, Rope Access, Industrial, Arboriculture and Event industries. Since 2005, Marlow Ropes has had a continuous period of growth and today is seen as the world’s premier manufacturer of performance yacht ropes. In 2013 Marlow expanded into the USA and opened a sales and distribution office in Plymouth, Massachusetts - Marlow Ropes, Inc. We are extremely proud to specialise in the design and manufacture of technically innovative rope products using the very latest hi-tech and “exotic” man-made fibres. Our cutting edge developments include working with the Special Forces in the design of the famous Fast Ropes for aircraft descent, the Diablo which is used in Rope Access industries and can withstand direct heat. Our premier Grand Prix Racing Series helps to power leading international yacht race teams to victory including the British and US Sailing Teams, Phaedo 3, TP52s, Land Rover BAR and the Clipper Round the World Yacht Race; the latter has just celebrated 16 years with the Grand Prix Racing Series as its offical supplier. The occasion has been marked with the launch of a short film about the production of the ropes supplied for the Clipper Race. (the film can be viewed at https://www.

marlowropes.com/life-marlow-ropefilm)

Export sales make up 50% of Marlow’s business and are integral to our company strategy. We sell to over 80 countries worldwide, regularly visiting clients on every continent and attending major international trade shows both as visitors and exhibitors. In the months since the “Brexit” referendum we have faced substantial increases in costs as our raw materials are sourced in either Euros or US Dollars. However, the value of the Pound in the last 12 months has made our products more competitively priced overseas and we have so far not experienced any major objections from our European clients. Our domestic sales have also seen strong growth in the last 12 months as our competitors are all based in the EU or the US and have therefore had no option but to implement strong price increases. Today our order book is stronger than ever, we have increased our staffing levels and invested in new machinery to service the demand. Marlow Ropes’ reputation for quality and technical innovation continues and the Company continues to forge a path of progress and growth in the international markets in which it operates.

Interesting facts about Marlow Ropes: n Established: 1807 n Thickest to thinnest rope produced: 0.8mm up to 96mm

Business Pulse recently won the Best Business Lending Platform as voted by the readers of Fintech Wealth & Finance magazine. The Fintech Awards acknowledge and reward the individuals, firms, start-ups and banks who are recognised as leaders and thought leaders in their area of expertise. Award nominations are open to those that devise and design new financial technology, those that implement systems and those who adopt new systems and technology - which in turn enhances customer experience. In addition, key categories include Payment Innovation, Customer Experience, Data, Trading, Cyber Security and Lending to name but a few. Each award accolade is given based on the number of nominations received and research conducted by the Finance Monthly editorial team and judging panel.” Fiona Anderson, Entrepreneur Development Manager, Commercial and Private Banking, Natwest Bank plc, said: “Nass has been working with some of the Entrepreneurs who are part of the Entrepreneurial Spark Powered by Natwest programme for about 18 months now. Nass adds immense value to the business relationships that he forms and works hard to ensure that connections made are followed up and come to fruition. He is an astute businessman who can spot opportunities on how to help individuals and business. Nass has been a valuable mentor and supporter for our programme.”

n Longest continuous rope Marlow have made: Over 10,000m for deep water lifting. n Miles of rope that Marlow make in the UK: Approximately 6,000,000 metres every year n Strongest break load of rope produced: 96mm D12+ rope made from Dyneema SK99 with an average break load of 772 Tonnes n Most expensive rope produced per metre: 96mm D12+

AS A CHAMBER MEMBER YOU’RE WELL CONNECTED

19


business matters

october/november 2017 business edge

Free 1-2-1 business advice for growing businesses Kerry Kyriacou Partnership Manager Coast to Capital Growth Hub

Growing businesses often need additional specialist support in specific areas to help fulfil their potential for growth. The Coast to Capital Growth Hub (previously known as Coast to Capital Business Navigator) now has dedicated business advisers, offering you additional free business advice to tap into.

How does it work? It is a flexible arrangement designed to fit around your needs. Up to 12 hours, of 1-2-1 support, over a 12 month period. The offer is structured to help entrepreneurs achieve their growth ambitions and may focus on a broad range of topics that are important to the profitable growth of any successful business such as: innovation, investment, intellectual property, skills, productivity, continuous improvement and new products or services. The support includes diagnostics, an action plan, advice and impartial referrals to specialist support to help you and your team to achieve your growth aspirations. To qualify you will have the potential to increase your turnover by 20% every year, over a three-year period, or you may already be achieving this growth and have other needs to address.

What is the Coast to Capital Growth Hub? The purpose of the Growth Hub is to support the growth of all businesses trading in the Coast to Capital area, whatever the stage, sector or type of business. Coast to Capital’s Growth Hub provides a free and impartial service, with information, advice, support and guidance.

Why engage with Coast to Capital? Our team of dedicated Business Advisers and Business Support Navigators will help you reach specialist support, funding, skilled employees, education and research, which is vital to achieve sustainable business growth. The Coast to Capital Growth Hub works with a comprehensive network of providers (often free, subsidised or commercial).

20

The Growth Hub’s sole mission is to help businesses achieve their growth ambitions.

n Have the potential for growth, but need some practical advice to get you going?

Our website:

If you answered yes to one or more of these questions, then its worthwhile booking yourself onto a free business growth clinic.

Through a simple four-click search, you are able to access a free on-line directory of business support organisations, a calendar of business events in the Coast to Capital area, resources, case studies and videos.

Meet your local team: Claire Atkinson, Business Adviser and Jane West, Business Support Navigator, are able to help identify your priorities and agree a bespoke plan of action to help overcome the barriers to growth that in turn will help meet your growth objectives.

Ros Andrews, K. Lacey Managing Director recently said: “We have been working with Claire since March 2017 receiving valuable support & advice. Claire has pointed me in the right direction on many occasions. She has introduced me to a network of people and organisations who are now supporting my business and its growth. Claire has shown genuine interest in our business in order to understand where she can provide relevant contacts and assistance. She is highly motivated and a pleasure to work with.” K.Lacey (E & D) LTD are Wire & Cable Stockists / Distributors, Established in 1970

Ambitious for Growth? Coast to Capitals Growth Hub has teamed up with Sussex Chamber of Commerce to offer you free business growth clinics.

For each one hour advisory session, you will have the opportunity to discuss your growth aspirations with Claire Atkinson, Business Adviser and focus on a topic of your choice ranging from: sales and marketing, access to finance, innovation or recruiting new staff. Outcomes from these clinics can range from new routes to market, applying for funding, new product development or some simple ideas to help increase turnover. The meeting will result in a few simple actions that will make a significant difference to your business. To qualify you will have the potential to increase turnover by 20% every year, over a three-year period.

Next Clinics n Tuesday 26 September 2017 n Tuesday 24th October 2017 n Tuesday 21st November 2017 To book your FREE one hour 1-2-1 appointment Please email:

growth.hub@coast2capital.org.uk or if you are interested to find out how the Coast to Capital Growth Hub can help your business, call Jane West on 0800 977 4146

n Are you ambitious and would like to scale up your business? n Struggling to get past the hurdles preventing you from achieving high growth?

www.sussexchamberofcommerce.co.uk

tel: 01444 259 259


advertorial

october/november 2017 business edge

NEWICK PACKERS For nearly 40 years, Newick Packers Limited has provided high quality export packing services to Gatwick and the surrounding areas, with their client base ranging from small independent exporters to multinational freight forwarders and manufacturers, offering high quality at competitive prices. Director Jeremy Raynard says “First impressions start when your shipment arrives at its final destination” A properly packed shipment is one of your company’s best forms of advertising. It reinforces essential aspects all businesses strive to project - quality, preparation, the ability to deliver even the most fragile, valuable or irreplaceable items anywhere in the world safely and on time. Packing in today’s commercial and competitive world is an essential part of the customer delivery process and at Newick Packers we not only offer traditional packing services like wooden crates but also specialist services for antiques and art works, and IATA/IMDG compliant hazardous goods packing for the transportation of dangerous goods.” Visit www.newickpackers.co.uk for more information.

• Export Packing + Case Making • Fragile packing / Scientific Equipment • Antiques / Art Works • Onsite packing • IATA / IMDG Hazardous • All timber ISPM 15 compliant • Friendly professional service

Tel: 01293 772473 / 01293 772533 enquiries@newickpackers.co.uk www.newickpackers.co.uk Newick Packers Limited Unit 7, Gatwick Metro Centre Balcombe Road Horley, Surrey RH6 9GA

IF WE CANT MOVE IT… IT CANT BE MOVED… Established in 1998 Mairon Freight Management UK offers high quality service backed by highly competitive rate structures for worldwide freight movements by Air, Sea and Road. As well as offering general and bonded warehouse facilities.

Tel: 01444 400830 Web: www.mairon.co.uk

Why the ant?? Ants never say no!! Weight, size and quantity never phases them – just likethe ant Mairon will manage and move the smallest to the Largest without a fuss – it comes naturally!!

Mairon Freight Management UK LTD Rock Business Park,The Hollow Washington West Sussex RH20 3DA Proud to be secondary shirt sponsors of Hampton & Richmond Borough F.C. 2016/17 & 2017/18 and Cuckfield U19 20/20 side

Why the ant?? Ants never stop!! Like the ant Mairon never stops working - for you! Making your freighting experiences stress free !

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advertorial

october/november 2017 business edge

Sunny golf raises thousands for St Barnabas A great day of charity golf in bright sunshine raised £2,434 for St Barnabas House as teams representing CNC and solicitors Bennett Griffin competed for a new trophy. More than 60 guests — mostly customers of CNC and Bennett Griffin – attended the annual charity event at the Singing Hills Golf Course in Albourne. Before teeing off, bacon rolls and tea and coffee were served and CNC’s Graham Lind and Steve Hollamby from Bennett Griffin welcomed their guests. Each player made a donation of £10 to take part in a number of golfing competitions including nearest to the pin and the straightest drive on various holes. The teams played for points but there were prizes for the best individual scores. Top prize was a £250 holiday voucher. At the end of a sweltering day of golf, a delicious two-course carvery was served in the clubhouse and the trophy was presented to the winning team, Bennett Griffin. Steve and Graham also presented two cheques to the chief executive of St Barnabas House, Hugh Lowson.

Wonderful support Hugh said: “St Barnabas House is truly grateful to CNC, Bennet Griffin and their guests for their wonderful support.

“We are providing specialist end-of-life care to over 1,500 patients and their families each year, both in the hospice and in patient’s own homes. We can only provide this care thanks to the continued support of our community and events like this. A huge thank you to CNC and Bennett Griffin from all at St Barnabas.”

Gary Jowett from CNC added: “Each year the trophy will be inscribed with the name of the winning team so that’s even more incentive for us to brush up our golfing skills for next year. A big thank you to all our guests for helping to make this third charity golf day such a success so that we can continue to support the essential work St Barnabas does.”

ISO 9001:2008 & ISO 27001:2013 Certified

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 meetings. 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


advertorial

october/november 2017 business edge

Let’s do it - The Integrated Business We have reviewed the way the business works and mapped out where we would like to go. Let’s start integrating the business operation, step by step. Try and keep it simple, straight forward and in manageable chunks so you can see progress and modify your plan and approach if some things don’t work and others work well.

Richard Long

Call us now on 01273 447 250 and ask for Stacy or Shelby alternatively email us on brighton@dpdlocal.co.uk.

Step 1. Using the Map put together from your review of the business, build the Procedures and Processes that define what to do through the life cycle of your business. Work with your staff to understand the data needed to run the business and the information it will generate in a way that everyone can understand and work with. Try and keep them to no more than 2 pages of A4. You may want to get the staff responsible for particular areas to write these and then go through them to check everything has been captured. Typically these could be: Sales Process; Proposal Process; Customer Management Process; Service/ Product Delivery process; Invoice process; payment process for services/products.

DPD Local Brighton - Unit 2, Harbour Way Industrial Estate, Harbour Way, Shoreham-by-sea, BN43 5HZ

Link the various documents to your Map so authorised staff can find them easily and refer to them as necessary.

Since 1979, Interlink Express has provided a great delivery service. Now we have changed our name to DPD Local. Part of DPDgroup, we provide the same great services with the same great people.

your brand. amplified.

Step 2. Implement the processes into your existing applications. This is the tricky bit and requires time and care as you may have to update how some of your applications work, look and feel. This is where the staff are important to help implement in the correct way and ensure you have a workable solution. Step 3. Review regularly. In the first few months review what is working well and what isn’t and modify accordingly, once the business operation has settled down, review quarterly or bi-annually to update the process, procedures and new applications with the business. Don’t forget. Businesses evolve, change, are dynamic entities so there is always something to do. Small iterations are easier to handle than big changes! And remember: Your business continuity documentation to ensure you and your staff know what to do if you encounter obstacles to running the business and these do not just have to be security related. They include no access to your offices, burglary, loss of computing power, loss of internet access and so forth. Virtual working - Do you work out of the office on the move, at home? You’ll need processes in place to manage this. Never be afraid to ask, especially the stupid question and whatever you do and however you do it, enjoy the business and the fun they can create. Call us for a no obligation discussion and make the technology work for you.

where solutions are our universe

be

Tel: 020 3318 3260

T: 0845 8842337 E: info@be-everywhere.co.uk www.be-everywhere.co.uk facebook.com/beworldwideltd

twitter.com/beworldwide

linkedin.com/company/be-everywhere

Email: info@associate-planet.com Web: www.associate-planet.com

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23


business matters

october/november 2017 business edge

Fundraising auctions continues to expand after award success Dannii Binns Operations Coordinator Fundraising Auctions

Having launched a little over five years ago. our multi-award winning Silent Auction service has continued to go from strength to strength. In 2017 alone, we will have attended in excess of 200 events and helped raise over half a million pounds for deserving charities all across the country. In addition to this we have had a successful launch in Australia which contributed towards us winning ‘Best Business Growth’ at the recent Lewes District Business Awards. Since the beginning of last year, one of our major areas of focus has been sourcing our own unique experiences to use within our Silent Auctions. To date we have signed agreements for over 50 bespoke experiences with companies such as ‘The Gordon Ramsey Group’ and ‘Champneys’. This success has led to the launch of our new company, Experience it Now, and September sees its official launch. Whilst all built on our existing base of bespoke experiences the new company will consist of three very distinct arms;

Fundraising The Fundraising aspect is a natural progression of what we already provide. This will be supplying our bespoke experiences not only through our own auctions but also on a supply only basis to individual charities and other Silent Auction companies.

Travel Amongst all the experiences we sell, holidays have always proven to be amongst the most popular. It therefore made perfect sense to launch our own ABTA and ATOL certified travel company to go alongside our silent auction and brand new rewards scheme.

Rewards Fundraising Auctions has always been passionate about providing an excellent workplace environment by placing a major focus on staff wellbeing and happiness, a philosophy we are now keen to share via

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our new Rewards scheme. Our extensive range of unique experiences have allowed us to tailor a series of monthly packages to suit the needs and budget of any sized company. Along with many ongoing perks, companies who sign up to the scheme will be given a certain amount of points to spend on experiences for their staff throughout the year.

long-term perk but can quickly be forgotten when spent on everyday items and bills. In the short term, there are plenty of ways you can help your staff happiness levels. Here’s a few:

Are your staff happy?

Rewards scheme – congratulate your staff for their hard work with a points structure which will result in a gift/experience of their choice at the end of the year. If your office is highly competitive, have an ‘employee of the month’ for a prize!

We all know that a business can’t run without the right number of staff. However, some companies fail to realise the true impact of quantity over quality. Finding good recruits is just the beginning. A long, laborious process of reading hundreds of CV’s, countless interviews, job offers declined and negotiated. Alongside this is the crucial lost time that could be spent on your day to day tasks and gaining that all important business. The Independent 2016 quoted “Almost one in four workers were looking to leave their jobs because of the failure of managers to engage and retain staff”. After all that hard work recruiting the perfect employee on paper, it is rather frustrating when they leave after a few months. That’s months’ worth of training and time that could have been used on an employee that would stay for a longer term. Recruitment Agency Monster.co.uk quotes “One in ten Brits love their jobs so much they would do it for free”.

Sign your company up for corporate discounts – this could be for your local gym, car mechanic or supermarket. It means your staff can stretch their salary further.

Socials! – having a strong social calendar will ensure that your staff are interacting on every level alongside giving them something to look forward to. Teambuilding – although this can be in the form of social outings, nothing strengthens friendships like some trust inducing outdoor activities. Extra job roles – more work doesn’t need to be a bad thing! Offer some optional ‘roles’ in the office that will not take up too much of their time but gives them some importance and a voice for the staff from the inside. On LinkedIn, you will often see things such as a ‘happiness manager’, a ‘Monday motivator’ or someone who keeps check for Facebook theme days like ‘Pizza Day!’.

This included a good percentage of workers on the lowest income range. Why? Job satisfaction and fulfilment. A pay rise is a

www.sussexchamberofcommerce.co.uk

tel: 01444 259 259


advertorial

october/november 2017 business edge

Want to boost your leadership skills and access fresh thinking? Become a Sussex student mentor Businesses in Sussex and beyond can benefit enormously by taking part in the student-business mentoring scheme from the University of Sussex School of Business, Management and Economics. You’ll receive comprehensive mentoring training providing you with tools you can use to manage your own teams. The scheme is as an excellent opportunity to link up with our talented students. Why take part in our student-business mentoring scheme?

Signing up as a mentor to one or more of our students gives you the perfect chance to develop your management and leadership capabilities, as well as communication and interpersonal skills.

It’s a great way to build a network and connect with local business leaders, allowing you to benefit from others’ knowledge and experience while sharing your own expertise. You’ll also make a positive difference to students’ career prospects, especially those seeking to find out more about your business and industry sector for placement or graduate vacancies.

What kind of training will I receive?

A full day of mentoring training is provided, equipping you with the skills you’ll need to mentor students and your own staff. Sessions take place on the Sussex campus several times through-out the academic year.

Contact us to find out more

bmecbusiness@sussex.ac.uk www.sussex.ac.uk/bmec/student-business-mentoring

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advertorial

october/november 2017 business edge

One constant is Quench’s ethos to provide customers with the best quality products and service, all served by friendly and knowledgeable staff to provide an unmatched experience. Located in central Burgess Hill Quench is open from 9am (10am on Sundays) to serve a variety of breakfasts alongside a range of teas and Italian espresso based coffees. At lunchtime, the menu includes freshly prepared sandwiches, light bites, homemade Gourmet Burgers finished off with some tantalizing deserts. The bar, featured in CAMRA’s Good Beer Guide for the last 4 years, has an up-to-date appearance with a mixture of urban-industrial and shabby chic interiors to create a modern, cutting edge drinking environment. Whilst the theme takes inspiration from cities outside of the local environment, the decoration is routed firmly in the town that has made the bar a success. Photos of Burgess Hill past and present adorn the walls, showcasing the beauty of the town throughout

its history as well as the photography skills of local artist Abigail Birch from Babi Photography. Burgess Hill continues to be celebrated in the bar’s ‘Craft Beer Fridge’, which contains high quality craft beer from across the globe including Board Walk and Brewlin Rouge, from the town’s new nano-brewery, The Kiln Brewery. Local is certainly the buzz word in Quench. Local ales from the likes of Downlands, Bedlam and Harveys breweries. Local spirits including the fantastic Brighton gin. Local wines on the new English Wine List from Ditchling’s Ridgeview and Court Garden as well as Albourne’s wine estate. Quench is truly an all-day venue that provides the perfect way to unwind, celebrate or just spend time with friends.

2-4 Church Road Burgess Hill West Sussex RH15 9AE

01444 253332 contactus@quenchbar.co.uk www.quenchbar.co.uk

Freight forwarding at it’s best. We deliver on promises.

Operating from our UK base in Crawley, West Sussex, HUSSAR GRUPPA LTD fast approaches its fourth year of business. Originally established in 2014 by UK Managers, Paul Morfett and Kevin Frouin. Between them, having over 30 years’ experience within the freight forwarding industry. Due to their contacts within the industry and developing the company brand, they have steadily built the business, moving a variety of cargo for both UK and European customers alike. Many of the consignments undertaken are done using the fleet of vehicles that are supplied by our sister office, Hussar Transport SA, based in Poland. This has allowed us to undertake large transport movements, both within the UK and across Europe, having the large polish fleet at our disposal.

As the work has increased, there have been more and more requirements for a quicker, express type service being needed by a number of our customers. We have now set up a large list of express contacts that can supply us with last minute vehicles that can collect same day and deliver next day to many European countries. We are currently delivering to Germany, France, Italy, Holland and Czech Republic on a next day or 2 day service, based on the pallet count and weight of cargo required to move. We are growing the business month on month and feel that offering a cost effective express service to Europe to our customers is beneficial to all concerned. We hope to be of service to you in the future…

Hussar Gruppa Ltd is 100% owned by Hussar Gruppa S.A. from Warsaw, Poland - founded in 2007, www.hussar-gruppa.co.uk

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www.sussexchamberofcommerce.co.uk

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2015-07-13 10:11:30

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october/november 2017 business edge

business matters

BRIGHTON MBA OPEN EVENING 13 OCTOBER 2017

TRANSFORM YOUR THINKING

DUAL QUALIFICATIONS

At Brighton we cultivate entrepreneurial thinkers. Designed for professionals who want to advance their career or to pursue their own business ideas, our MBA gives you the tools to turn business challenges into opportunities.

The Brighton MBA is accredited by the Chartered Management Institute (CMI) and the Institute of Directors.

REALISE YOUR POTENTIAL

VISIT US ON 13 OCTOBER

Internationally recognised MBA programmes in full-time, part-time and block formats. Our optional modules and flexible study routes allow you to tailor your qualification to your ambitions. Work-based projects will enable you to practically apply your new skills to the benefit of your business.

Come along to our open evening to speak directly with students and staff to find out more about studying an MBA at Brighton.

You will graduate with an MBA as well as the CMI’s Level 7 Diploma in Strategic Management and Leadership.

To book your place and find out more visit www.brighton.ac.uk/mbaevening.

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cover feature

october/november 2017 business edge

The World Wants Quality UK Goods and Services The Department for International Trade (DIT) is the Government Department with responsibility for delivering a new trade policy framework for the UK as we leave the EU, and promoting British trade and investment across the world. Thomas Fourcade Director Exports and Investment, Southern England – Department for International Trade

The Department for International Trade (DIT) has responsibility for promoting UK trade across the world and attracting foreign investment. We are a specialised government body with responsibility for negotiating international trade policy, supporting business, as well as delivering an outward-looking trade diplomacy strategy. Our research has found that many UK businesses either have the potential to export but don’t, or may already be selling abroad but could significantly increase their exports with the right support and encouragement.

The benefits of exporting for business: n Helps business increase revenues and profit n Boosts companies’ profile and recognition internationally n Achieves greater levels of growth n Spreads business risk

Trade support The UK Government provides advice and assistance on trading opportunities for businesses of all sizes and in all parts of the UK. We can help companies like yours to: n Access the right international contacts or partners

n Drives economies of scale

n Find the best way to do business in an overseas market

n Increases the commercial lifespan of products and services by finding new customers and markets

n Increase profits through effective overseas promotion

n Makes companies more competitive and innovative n Significantly improves financial performance and balance sheets Businesses that sell their goods online may already be exporting but not realise it. You have the potential to access many more customers overseas, and there is support available for you to do so. Many businesses tell us they do not know where to go for information and export advice. UK Government and the private sector have a range of services available to help new and existing exporters. These have come together in a single website, GREAT.gov.uk, which has tailored support and advice for businesses on how to start exporting or increase the amount of goods and services you sell overseas.

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It has guides, services and information from the UK Government and partners for new, occasional and experienced exporters.

You can talk to an adviser who will be able to advise you on opportunities and help your company to access the UK Government’s network of experts based in countries throughout the world. The UK Government’s extensive overseas network of commercial staff has over 1,200 people in 109 countries working to maximise demand for UK products and services overseas and supporting UK companies bidding for high value contracts. Our staff in embassies, consulates and high commissions support UK companies, overseas investors and potential purchasers of British products. These overseas experts can advise your business on market conditions, competitors, regulation and standards in foreign countries. They can advise you on how to influence decision makers, help you organise promotional events and work on

www.sussexchamberofcommerce.co.uk

your company’s behalf to identify potential trading partners. The UK Government also runs a global programme of events and missions that companies can join. In 2016-17 more than 790 trade missions and events were available to UK companies, including more than 80 UK Government created inward and outward missions to and from the UK and our key trading partners globally.

E-Exporting The UK Government launched the E-Exporting Programme in September 2014 to accelerate exports through online channels, including through leading e-marketplaces such as Amazon and eBay. Since its launch, the E-Exporting Programme has assisted over 3,000 UK companies, predominantly in the consumer goods and retail space, with e-commerce related export support. Support ranges from advice on how to internationalise your UK website, to selling your products through overseas e-marketplaces. Through listing on e-marketplaces, companies are able to gain visibility among millions of international online shoppers, who frequent these platforms regularly and have an increasing appetite for quality products from the UK. As well as tapping into face to face advice through DIT’s local offices, UK companies can also use the Selling Online Overseas Tool on GREAT.gov.uk. This free online service allows UK companies to apply to list on a range of global e-marketplaces who appear on the tool, based on the product category and export market of choice.

tel: 01444 259 259


cover feature

october/november 2017 business edge

The first government service of its kind, the Selling Online Overseas Tool helps companies to sell their products to international customers they otherwise would not have reached. Not only does the tool facilitate introductions between UK retailers and e-marketplaces, but you can also access thousands of pounds worth of discounts, including waived commission and special marketing packages, all negotiated by DIT on behalf of UK industry. The E-Exporting Programme has already provided support to companies such as Maxwell Scott Bags, a York-based handbag retailer who, in 2013, noticed an increase in orders from Germany to their UK website. Founder, William Forshaw, reached out to DIT for advice on expanding the businesses online presence to e-marketplaces. Through working with a DIT E-Commerce Adviser, 25% of Maxwell Scott Bags’ export sales are now through Amazon. Exporting overseas has seen the business grow by 300% in three years and has also led to the appointment of a Head of E-Marketplaces, who focuses on expanding their business further in the online world.

Financial support UK Export Finance (UKEF) is the UK’s export credit agency and a part of DIT. Its aim is to ensure that no viable UK export fails for lack of finance or insurance. It can provide financial support for any size of exporter across all sectors, from capital goods to services and intangibles such as intellectual property.

UKEF helps a growing number of companies: n Win export contracts by providing attractive financing terms to their buyers n Fulfil contracts by supporting working capital loans n Get paid by insuring against the risk of non-payment It exists to complement, not compete with, the commercial sector and work with 70 private credit insurers and lenders to help exporters find the right financial solution, whether from a private provider or from the government.

Funding for overseas trade shows The UK Government could provide funding for your business to showcase your products at overseas trade shows. Your company could use overseas trade shows to learn about the market conditions in particular countries, make contacts with potential trading partners and access advice and support from trade experts. The grants offered by the UK Government will match the amount you spend on things like hiring exhibition space, conference fees and producing materials such as leaflets, stands and other promotional material. Amongst over 80 trade shows this year in the calendar, there are opportunities in Germany, China, USA, Thailand and the UAE.

Case Study LAMP is an insurance company based in West Sussex specialising in legal and medical policies. Using their expertise and experience, they develop bespoke insurance products and processes to best suit the needs of their clients. Since its creation in 2005 by CEO, Alan Cousins, and Chairman, Michael Symons, the company has gone from strength to strength with a current annual turnover of £30m. From the early stages of their existence, LAMP began exploring overseas markets. They are now are a truly global business with offices across Europe and Asia, and a client base spanning nearly 100 countries. Building strong relationships are at the heart of what LAMP do, and they are benefitting from their work with DIT. DIT have advised and informed LAMP’s strategy for overseas markets, helping forge new opportunities for trading relationships. Exports now account for two thirds of their business, forming a significant part of their future prosperity. Matthew Goldsmith, Director of Healthcare for LAMP, said: “The LAMP Group is proud to work with the DIT. Over many years LAMP has found the advice and assistance of DIT to be invaluable. The increasing complexity of modern business combined with the uncertainty of future trading relationships due to factors such as Brexit means that we expect to work with DIT ever more closely in the future. “We would thoroughly recommend DIT, especially to smaller and medium sized enterprises who do not have the

same resources and funding as large multinationals.”

Export support Find a ready market for your goods and services through GREAT.gov.uk

Find a Buyer / Find a Supplier n UK businesses can create their international profile on the ‘Find a Buyer’ section of the great.gov.uk website n International buyers view these profiles through the ‘Find a Supplier’ service on the same site

Seek advice from partners n Businesses can access advice from our network of partners including financial services providers, logistics companies and eCommerce platforms

Find an export opportunity n Allowing UK businesses to search thousands of export opportunities and receive new announcements based on their interests

Guides to exporting n Guides, including country information, for new, occasional and existing exporters – helping businesses to be an exporting success

Find the right online marketplace n Selling online overseas helps businesses find the best online marketplaces to sell their products and take advantage of preferential deals

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inspirational leaders

october/november 2017 business edge

Airport CEO strikes an optimistic note Stewart Wingate joined Gatwick Airport as Chief Executive Officer in December 2009. He joined from BAA Airports Limited where he spent five years in senior management roles at several airports. He was Managing Director of London’s Stansted Airport (2007-2009), Chief Executive Officer of Budapest Airport (2005-2007) and Customer Services Director of Glasgow Airport (2004-2005). Previously, Stewart spent more than 15 years at Black & Decker where he had responsibility for a wide range of functions. He was General Manager of a start-up manufacturing plant in the Czech Republic, Operations Director at the company’s manufacturing facility at Spennymoor, County Durham, and European Marketing Manager based in Germany. Stewart holds a masters degree in Business Administration with distinction and a first-class honours degree in electrical and electronic engineering. He is a Chartered Engineer and a Fellow of the Institute of Engineering and Technology.

How is the airport performing this year? The airport is performing incredibly well. We have achieved record passenger numbers once again, reaching 45 million passengers in a year for the first time in June 2017. Gatwick grew by 3.2 million passengers in 2016/17 (up 8% compared to 2015/16), increasing its share of the London market to 26.4%, against a background of strong competition from other London airports, which collectively added 5.1 million passengers. Our performance in attracting passengers has been accomplished through our continued investment in facilities, services and people and all importantly, through collaboration with our airline customers who have successfully grown their businesses at Gatwick. We offer a wider choice than ever to our passengers, with new connections to Seattle, Austin, Denver, Chicago and Taipei joining our network of more than 60 longhaul routes as we continue to open up more connections to more parts of the world. One of our biggest achievements over the past year has been the successful consolidation of easyJet’s operations into the North Terminal in late January 2017, simplifying the journey for millions of our passengers. As part of this consolidation British Airways moved to the South Terminal, while Virgin Atlantic Airways moved to the North Terminal. In the process of making these changes, many improvements to passenger-facing facilities have also been undertaken.

Where do you see the big opportunities for the airport in the next five years? It is an exciting time at Gatwick as we kick off our five-year Capital Investment

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Programme with £1.15 billion committed up to 2022 and £240 million planned for 2017/18 alone. We are halfway through a £2.7 billion transformation programme as we plan for more growth and improved efficiency, while maintaining our record levels of passenger satisfaction. Projects include: reconfiguring stands to facilitate a changing aircraft mix, building a new hangar in partnership with Boeing, extending Pier 6 to increase pier service levels, adding a new domestic arrivals facility in South Terminal and continuing to roll out our popular self-service bag drop product. We will continue to develop the airport to meet the needs of our airline customers and passengers, in the knowledge that further capacity and services will still be required for a single-runway airport. We also recognise that to develop in such a constrained space we will need to increase our investment in innovation and to challenge ourselves to find more efficient and effective ways of working.

How do you see the scenario playing out relating to the new runway? We were, of course, disappointed that the Government announced in October 2016 that it had accepted the recommendation of the Airports Commission and that the Government’s preferred option is for additional runway capacity for the south east of England to be located at Heathrow Airport. We remain convinced that our scheme, which can be delivered faster, at half the cost of Heathrow, while delivering similar economic benefits, and at a dramatically lower environmental cost, is still the best choice for the nation, and we stand ready to deliver a new runway here at Gatwick when this has the support of Government.

www.sussexchamberofcommerce.co.uk

We will respond to the Government’s consultation on its draft airports National Policy Statement and its future national aviation policy during 2017.

Is Brexit having an effect on you? We continue to see strong passenger growth and recently passed the 45 million annual passengers milestone. Gatwick connects the UK to the world, not just Europe, and we believe the strong demand for air travel that we have seen over the last 20 years will continue. While there is obviously a lot of uncertainty at the moment, we are taking a proactive approach to this and have joined forces with other UK Airports - including Heathrow - to ensure that aviation is a priority for the negotiations. We believe the Government needs to act quickly to put in place the arrangements for post-March 2019. Air passengers will start buying tickets for 2019 towards the end of this year and they need certainty.

Are you optimistic about the future of the airport? Very optimistic. Gatwick has a track record of improving on traditional approaches with great success and we will continue to do so, alongside our airline partners. The competition for service excellence at airports is ever increasing. We are extremely proud that many of our achievements to date have set new benchmarks that we now see others following but we recognise that we have to re-double our efforts in order to maintain our reputation for service. We are looking forward to delivering for our passengers the exciting new services and facilities set out in this five year Capital Investment Programme, which we believe will significantly enhance their experience at the airport and encourage them to continue to make Gatwick their London airport of choice.

tel: 01444 259 259


october/november 2017 business edge

inspirational leaders

Stewart Wingate CEO Gatwick Airport

We will continue to develop the airport to meet the needs of our airline customers and passengers, in the knowledge that further capacity and services will still be required for a single-runway airport Stewart Wingate CEO at Gatwick Airport

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focus on chichester

october/november 2017 business edge

Initiatives agreed to boost Chichester economy

Chichester is a city on the up with initiatives agreed over the summer which will breathe new life into its economy.

new ideas and proposals for making the most of what the city has to offer.”

the council provide key services for our residents.

More than 1,000 individuals and 28 organisations across the city have contributed, with more than 500 responses received as part of the public consultation which took place earlier this year.

Key among them was the adoption by the district council of a series of ideas on how to drive a growth in jobs, business and prosperity for the city centre over the next 20 years.

In a separate move, the council’s Cabinet approved six new industrial units to be built in Terminus Road. The £2 million units will go on Plot 21, which was previously home to Goodwood Metalcraft.

“The site represents the upper level of our offer for small businesses, the Woodruff Centre in Terminus Road and the St James trading estate being the intermediate stage two and the Enterprise Centre now under construction in Terminus Road the entry stage one.”

Chichester District councillors approved the final version of the Chichester Vision, which brings together ideas that have been put forward by individuals, groups and organisations across the city.

The redundant building, which was no longer suitable for modern business needs, has already been demolished to make for the new units.

The aim is to help Chichester attract inward investment and stimulate economic growth by making the most of its heritage and culture, while also adapting to better meet the needs of residents, workers, students and visitors. Now, a steering group will draw up a delivery plan and timetable. Councillor Tony Dignum, Leader of Chichester District Council, said: “The aim of the Chichester Vision is to help boost the city’s economy and in turn, the wider economy of our district. “Priorities that have been strongly identified in the Vision are to reduce traffic, support independent businesses and create a more diverse evening culture. “The Vision looks at what untapped opportunities there are in the city, seeks out

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Each unit will provide between 230 and 300 square metres of floor space, plus the potential to add a mezzanine floor. There would also be the option for each business to dedicate some space to a trade counter area. It is predicted that each unit will employ around five people. As well as encouraging business and providing new employment in the district, the scheme will also help generate rental income for the council. Councillor Dignum said: “One of the key aims of this scheme is to improve the area’s economy by attracting new employers. It could also provide an opportunity for existing businesses in the area who are seeking to expand and move to new premises. “Because the site is owned by the council, the rental income will go towards helping

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It is hoped that the units will be ready for businesses to move into by next summer.

The site represents the upper level of our offer for small businesses, the Woodruff Centre in Terminus Road and the St James trading estate being the intermediate stage two and the Enterprise Centre now under construction in Terminus Road the entry stage one. Tony Dignum Leader of Chichester District Council

tel: 01444 259 259


focus on chichester

october/november 2017 business edge

The University of Chichester means business The University of Chichester Engineering and Digital Technology Park will open in 2018, providing the opportunity for 1,500 students to study science, creative and digital technologies, engineering and mathematics by 2021. The technology park will house the Departments of Engineering & Design and Creative & Digital Technologies and will produce graduates with the skills the UK economy needs to remain industriallycompetitive on a global scale. Jane Longmore, Vice-Chancellor, says, “This is not simply a building: it is a social and economic development that will link schools and businesses to increase the aspiration and opportunities for young people in the region. Our investment will impact the economic strength of the area by increasing the capacity of research and innovation while acting as a catalyst for the growth of new businesses and jobs in the key areas of engineering and creative digital industries.” The Engineering and Digital Technology Park represents a £36 million investment and will offer: 5,900 sqm of accommodation, up to 1,000 sqm of facilities accessible to business and the community, and 160 jobs. It will deliver an estimated £176 million into the local and regional economy by 2023/24. All of the degrees delivered at the technology park are designed with employability in mind. The new Engineering & Design programmes take a unique problem-based learning approach following the CDIO engineering cycle: Conceive – Design – Implement – Operate. This provides a highly practical and engaging experience that develops skilled graduates. All students will have applied industry experience, exposure to the latest research, and will be able to move and flex across the engineering, technology and creative areas. The University believes these are the skills that will help its students to stand out in a competitive employment arena. To achieve this, the University is working with local industry to create an integrated approach to curriculum design and delivery. Students in the Department of Creative & Digital Technologies will work extensively with professional directors, filmmakers, animators and screenwriters as well as actors, sportspeople and composers. Meanwhile, Engineering & Design students will work to a syllabus designed in partnership with industry and business partners will have the opportunity to collaborate in co-working facilities. In addition, a Creative Digital hub, at Bognor Regis railway station, will open in late 2017 and intends to support more than 150 businesses at any one time by providing shared working space, business advice,

and networking events, and will link to the Engineering and Digital Technology Park. The project is backed by the University and led by West Sussex County Council. Hemingway Design, led by renowned designer Wayne Hemingway, has worked with West Sussex County Council to develop plans, designs and place branding for the hub, based on local consultations with the sector. The place brand will deliver a clear articulation of what Bognor Regis stands for; one that truly resonates with and unites its residents, businesses and institutions. This new identity will promote the town as a place to live, work, invest and visit.

Supporting Business

form of serviced offices and hot desking for anyone who needs a professional business and mailing address. With considerable experience of successfully developing Leadership and Management skills and capability across a number of sectors, the University provides training courses, professional qualifications, coaching and consultancy that make a real impact on business performance throughout the region. Students too can have an impact, numerous businesses have worked with the University to provide student placements and internships and have seen the benefits that new talent and a fresh perspective can bring.

The University of Chichester has a long heritage of providing skilled personnel and training opportunities for thousands of businesses across the south of England. Its’ aim is to enhance workforce skills in the local area by providing businesses with access to its facilities and expertise, as well as highly qualified graduates and apprentices.

The Business School is currently working successfully with a range of partner employers to deliver two Degree Apprenticeships – Chartered Manager and Digital and Technology Solutions Professional (Software Engineer). Businesses supporting the degree apprentices include Rolls Royce, SSE and a number of SMEs.

The Business School provides a range of services to enable organisations to meet their potential, from consultancy and research to new business incubation. During incubation, businesses work to find solutions to current business issues and are offered practical support to overcome them and grow.

The University of Chichester is continuing to lead social, cultural and economic regeneration in the local area with innovative facilities, courses and opportunities at its campus in Bognor Regis. For more information, contact 01243 812051 or business@chi.ac.uk

The Business School also offers a number of events for businesses in West Sussex aimed at both start-ups and established companies and provides office space in the

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33


focus on chichester

october/november 2017 business edge

Chartered Accountants & Registered Auditors in the South & South East

Outsource your endless march of paperwork! FIXED FEE ON BOOKKEEPING & MANAGEMENT ACCOUNTS We offer a full or partial outsourced service to suit your needs and with cloud based products newly introduced, we can easily access your data and give help where you need it: • reconciling the bank • entering journals • preparing the VAT return • tidying the ledgers • solving queries • quarterly management accounts We can quickly do the work you don’t have time to but is essential for financial control, and all for a fixed monthly price.

Just require bookkeeping training? Then please call us. Offering free initial training to all our clients, we make sure you’re keeping accurate records and getting the most out of your accounting system. No previous bookkeeping experience is needed – we start with the basics and work through all the areas you need to know to keep good books. For a fixed quarterly fee, we can check your records and prepare management accounts, giving you complete control.

Contact Us - talk: 01243 776938/01983 200219 write: info@jamestoddandco.co.uk read: www.jamestoddandco.co.uk

Forward-thinking investment management Whatever your investment objectives, and whatever your circumstances, when you’re looking for expert, individual investment management right here in Chichester, talk to Rathbones.

College merger creates largest college group in Sussex Chichester College and Crawley College (formerly Central Sussex College) merged in August, forming a dynamic and ambitious new group. The merger creates the largest college group in Sussex, providing high quality learning opportunities for around 25,000 students each year. Shelagh Legrave OBE DL has been appointed Chief Executive Officer for the group. She said: “We are delighted to be coming together to form a dynamic group of colleges and businesses focused on championing excellence in teaching and learning.

For further information, please contact Greg Mahon locally on 01243 775 373 or email greg.mahon@rathbones.com.

“Our students at all of the group’s campuses will be at the heart of everything we do as we strive to ensure we are giving them the very best education and experience that we can. “The group will also offer increased opportunities to students as well as employers and communities in Sussex, giving them a greater access to a wide range of courses at many different levels.”

rathbones.com @Rathbones1742 Rathbone Brothers Plc

The value of investments and income arising from them may fall as well as rise and you might get back less than you originally invested Rathbone Investment Management is authorised by the Prudential Regulation Authority and regulated by the Financial Conduct Authority and the Prudential Regulation Authority.

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The group covers four main sites – Chichester College, Crawley College, Brinsbury (a land-based campus) and Horsham Training Centre - and has an extensive portfolio of successful commercial businesses which operate alongside the colleges, including a chain of childcare nurseries (First Steps Childcare), examination board, international education and sports and conferencing facilities. Find out about the group at

www.chichestercollegegroup.ac.uk

tel: 01444 259 259


focus on chichester

october/november 2017 business edge

MEETINGS AND EVENTS

AT CHICHESTER CATHEDRAL

• Cocktail receptions • Meeting rooms • Luxury accommodation

At Chichester Cathedral we offer a blend of luxury and flexibility that makes our venues equally well suited to large corporate events and small meetings. The prime location of all our venues offers your guests the convenience of a city centre location within the tranquil setting of the Cathedral precincts. From the medieval Vicars’ Hall to the elegant tranquillity of 4 Canon Lane, we have something to suit every occasion.

01243 813586

bookings@chichestercathedral.org.uk

IS YOUR BUSINESS MISSING SOMETHING? LET US HELP YOU FIND YOUR PERFECT FIT WITH A CHICHESTER COLLEGE APPRENTICE

Apprenticeships are a great way for you to develop your business and invest in its future – and they are available for new team members or for upskilling your existing staff!

With apprenticeship programmes across a wide range of industries – from construction to care, hairdressing to horticulture and business to engineering – we can help you get on the right track.

www.chichestercathedral.org.uk www.cathedralenterprises.co.uk

NEED HELP NAVIGATING THE NEW APPRENTICESHIP LEVY? Contact our dedicated levy hotline to find out how we can help. Contact us on 01243 812948

CONTACT US business@chichester.ac.uk 01243 812948 chichester.ac.uk/ apprenticeships

AS A CHAMBER MEMBER YOU’RE WELL CONNECTED

MRN: CC1138_07.17

• Corporate hospitality

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business matters advertorial

october/november 2017 business edge

Harwoods opens new multimillion pound Jaguar Land Rover Centre One of the largest independent prestige car retailers in the South of England has opened its new multimillion pound Jaguar Land Rover centre in Crawley, West Sussex. Covering an area of five acres, Harwoods’ magnificent Jaguar Land Rover centre was officially opened on May 16th by sporting legend and Land Rover Brand Ambassador, Sally Gunnell, during a prestigious, well attended event held in the new centre’s two showrooms. Sally’s warm welcome was swiftly followed by an entertaining opening speech from the company’s Chairman Guy Harwood. Champagne flowed and canapés were served while more than one hundred invited guests toured the impressive new complex. The doors to the superbly-equipped workshop were opened for visitors to view Harwoods’ technical facilities featuring Jaguar Land Rover’s very latest diagnostic systems, state of the art tooling and a multitude of hydraulic ramps, all housed within ‘clean room’ conditions. Harwoods’ new Crawley centre incorporates two spacious and inviting showrooms, one for Jaguar, the other for Land Rover. Assembled guests took time to look at the latest models from Jaguar and Land Rover on display that evening. These included the sleek all-new Range Rover Velar now available.

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Separating the service centre from the showrooms is an internal car parking area where Harwoods displayed an alluring array of Jaguar and Land Rover models from the past and present, together with specialist sports and racing models, both modern and classic. The new Harwoods Jaguar Land Rover centre replaces a nearby dealership, where Crawley’s Jaguar Land Rover franchise had operated for many years. The new development represents a huge investment

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by Harwoods in its Crawley business and the fast-growing Jaguar Land Rover franchise. You’ll find Harwoods Jaguar Land Rover Crawley on the Manor Royal Retail Estate in Crawley just 5 minutes from Junction 10 of the M23 and Gatwick Airport. The Centre is just a 25-minute drive from the M25, connecting Harwoods to many areas across Greater London including Leatherhead and Sevenoaks. Harwoods Jaguar Land Rover, Manor Royal, Crawley, West Sussex RH10 9LW

tel: 01444 259 259


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diary

october/november 2017 business edge

Events October 10th

Business Networking Breakfast

Hydro Hotel

08.00 - 10.30

18th

Gatwick Diamond Meet the Buyers

Arora International Hotel

09.00 - 18.00

24th

Grow Your Connections - Harwoods Jaguar Land Rover

Harwoods Jaguar Land Rover Crawley

18.00 - 19.30

26th

Business Networking Lunch & AGM

Hilton Avisford Park Hotel

12.00 - 14.30

November 3rd

Premier Member’s Gala Dinner

Hilton London Gatwick Airport Hotel

18.30 - 23.55

6th

E-commerce Worldwide

Buxted Park Hotel

08.00 - 11.00

8th

A New Way to Measure the Success of Sussex

Arora International Hotel

12.00 - 14.30

22nd

Grow Your Connections

Sussex Downs College

08.00 - 10.00

28th

Business Leaders Conference

The Grand Brighton Hotel

12.00 - 18.00

29th

Southern Water’s Future Plans

Field Place Manor House

08.00 - 10.30

December 6th

Business Networking Breakfast

Lindfield Golf Club

08.00 - 10.30

13th

Christmas Lunch - Ashdown Park Hotel & Country Club

Ashdown Park Hotel & Country Club

12.00 - 14.30

The View Eastbourne

08.00 - 11.00

January 17th

Payment Security

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

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www.sussexchamberofcommerce.co.uk

tel: 01444 259 259


october/november 2017 business edge

training and development

Training October 2nd

Effective Negotiation Skills

The Kings Church

09.30 - 16.30

5th

Strategic Thinking for Senior Managers

The Kings Church

09.30 - 12.30

9th

A Foundation Course in Importing

The Kings Church

09.30 - 16.30

10th

Time Management & Personal Effectiveness

The Kings Church

09.30 - 16.30

November 3rd

Becoming an Authorised Economic Operator (AEO)

The Kings Church

09.30 - 12.30

6th

Using Documentary Letters of Credit, Drafts & Bills

The Kings Church

09.30 - 16.30

6th

Great Customer Service

The Kings Church

09.30 - 16.30

9th

Classification of Goods Using Commodity & Tariff Codes

The Kings Church

09.30 - 12.30

27th

Exporting - Understanding the Paperwork

The Kings Church

09.30 - 16.30

28th

Introduction to Supervision & Team Leadership

The Kings Church

09.30 - 16.30

30th

Inward Processing Relief (IPR)

The Kings Church

09.30 - 12.30

30th

Revised Incoterms Rules 2010 for Import Export

The Kings Church

13.30 - 17.00

December 4th

Selling Skills for Results

The Kings Church

09.30 - 16.30

6th

Essentials of Supervision & Team Leadership - 2 Day Course - December

The Kings Church

09.30 - 16.30

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

AS A CHAMBER MEMBER YOU’RE WELL CONNECTED

39


business matters

october/november 2017 business edge

Wealth Management, do you have a plan? Many individuals have a Financial Advisor who looks after their investments on their behalf, but in this increasingly complex world, we all want to have the peace of mind that the entirety of our financial affairs are being looked after. This extends beyond financial advice and needs to incorporate a comprehensive approach to Wealth Management. At Kreston Reeves, our Wealth Management Team combines the skills of financial planning, tax advice and legal services into a single service, with a dedicated team who ensure that all aspects of your financial affairs are kept up to date and in order. We find that our clients prefer to have a single point of contact with all of their finances dealt with in one place in a joinedup way. With regular ongoing meetings and discussions, this enables us to work with you on an ongoing basis to try to ensure that your financial objectives are achieved in the most tax efficient way. As we all know, our needs and objectives change as we go through life and therefore it is critical to review your affairs regularly

40

and to have an advisor with whom you are very comfortable to discuss what can be very personal matters. It is also important to have a team who stay abreast of all the latest changes in legislation or tax rules which may impact on your decision making. Wealth Management is not only about investing your funds wisely, but ensuring that your personal and financial goals can be achieved wherever possible and with the right timing. Your wealth planning will change as the years go by and this can be illustrated by briefly considering some of the major milestones that occur for most of us at different times in our life.

The early years In the early years, this is often focussed around relationships/marriage, buying your first house and starting a family. Many people then start in business and need advice and guidance to ensure that their tax affairs are kept in order and that they deal appropriately and in a timely way with HMRC.

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Growing a business As a business grows, one of the key factors is tax-efficient extraction of funds from that business to meet your personal needs and aspirations. It is critical even at an early stage to ensure that you have up to date wills to ensure that your hard-earned wealth passes to your chosen beneficiaries in the way that you wish. It often comes as a complete surprise to many that if you die without a will and you are married, that your assets may well not pass directly to your spouse as you would have chosen. Business owners and shareholders should also consider making a Property and Financial Affairs Lasting Power of Attorney to allow you to appoint someone to make decisions about your business on your behalf. This will protect you in the unfortunate event that you no longer have the mental capacity to make decisions yourself due to an injury or illness. It is advisable to make an LPA for each of your businesses to enable different people to be chosen to manage and make decisions about your respective business interests.

tel: 01444 259 259


business matters

october/november 2017 business edge

Working life During your business/working life, we all want to pay the correct amount of tax and generally minimise this wherever legitimately possible. Once again, starting the process of pension planning at an early stage is very beneficial and doesn’t have to be too costly if planned properly. It is also important to think ahead for your family’s future needs. It may be that you have to fund school fees for your children or they are going to university and you want to assist with those costs. Careful planning in advance can make this much less painful and more tax efficient. We offer the highest standards of Independent Financial Advice and will agree a level of service with you so you know what to expect and will carry out regular reviews to ensure that your financial plans are updated as your circumstances change.

Retirement If you own your own business, one of the most important milestones is likely to be the sale (or succession of that business if it is to remain within the family). Ensuring that this is planned well in advance to maximise value and minimise tax can make a huge difference to the outturn. At this stage in life, the focus is likely to be on retirement planning to ensure that you have sufficient income and gains to achieve your wishes. Many of our clients, particularly in recent years, wish to assist their adult children with funding their house purchase but at the same time have concerns that if their children’s relationship(s) were to fail, your hard-earned capital could pass into the

wrong hands. Many of these issues can be overcome and protected with the right approach. We advise on the tax efficient formation of trusts, trust administration and can act as a trustee. Planning your finances during retirement is a key part of wealth management. Whether that is a personal pension or a self-invested pension. We will advise you on annuity purchase when you decide to take your retirement benefits, phased pension withdrawals and unsecured income plans for those people who wish to take tax free cash while keeping funds invested. We also advise on pensions and pension splitting in divorce cases. At this later stage of life, it is important to ensure that you have sufficient income and assets to do what you want, but at the same time thinking carefully about the longerterm Inheritance tax position. We advise on the tax efficient use of all allowances, exemptions and reliefs such as Agricultural Property Relief, Business property Relief, spouse exemption, transferable inheritance nil rate band and regular gifts out of income. We would all generally prefer that our wealth passes to those we choose rather than pay tax that was not necessary due to lack of planning. At the same time, as we are all generally living longer, a major concern is the possible cost of long-term care. Getting the balance right to minimise tax and helping your loved ones whilst ensuring that you are financially secure in retirement is a difficult balance. Ensuring that your wills are regularly reviewed to make them tax efficient and that your wishes are met is something that should be reviewed on an

ongoing basis. It is also important that you consider whether you need a Lasting Power of Attorney (Financial and/or medical) so that in the unfortunate event that you are unable to manage your affairs, you have entrusted that right to the person(s) of your choice, both in respect of your finances and your health. Ultimately, you will want to know that on death, your family/executors have someone to turn to who understands your affairs and can deal with probate and assist with the ongoing financial matters quickly and efficiently. Probate can be costly and time consuming at a very difficult time and we are there to support you or your loved ones. This will include establishing the value of the deceased’s estate and their Inheritance Tax liability, preparing IHT forms, arranging for the grant of probate to be obtained, administration of the estate including collecting the assets, settling liabilities and distribution of the estate per the deceased’s will in a tax efficient manner, preparing accounts and tax returns and providing tax advice for the beneficiaries of the estate. Our aim is to work with you and your family over the long-term to help you to achieve all of this and to ensure that you achieve your individual goals wherever possible. Having the ability to offer all of these services together means that our team are with you every step of the way, offering the most up to date advice tailored for your own personal needs.

Join us at our free wealth management seminar on 27 September, 2.30pm5.30pm at Mannings Heath Golf Club & Wine Estate, to reserve your place, rsvp events@krestonreeves.com or call 0330 1241399. For further information about our Wealth Management services contact:

Bryan Elkins Partner

Philip Lansberry Head of Legal

David Hurst Partner and MD

bryan.elkins@krestonreeves.com

philip.lansberry@krestonreeves.com

david.hurst@krestonreeves.com 0330 124 1399

www.krestonreeves.com

AS A CHAMBER MEMBER YOU’RE WELL CONNECTED

41


finance focus

october/november 2017 business edge

Survey paves the way for improvements The Financial Conduct Authority (FCA) and the FCA Practitioner Panel have set out a range of suggestions to help the financial sector. Their comments came as they published the findings from their 2017 survey of FCA-regulated firms, which provides a view across the financial services sector of the FCA’s performance as a regulator. Including the opinions of more than 2,000-regulated firms from March and April this year, the survey showed that the industry’s satisfaction with the FCA’s effectiveness has increased. Firms reported increased confidence in the FCA’s ability to secure protection for consumers, improve the integrity of the UK financial system and promote competition in the financial markets. Understanding of the FCA’s competition objective, which is the newest of the objectives, has consistently scored lower than the others in previous years but this year 60% of firms reported that they were very or fairly confident in the objective, up from 56% last year.

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The FCA says the replies in the survey identified areas for further improvement, including ensuring that firms, in particular consumer credit firms, clearly understand the FCA’s remit, a need for the FCA to be more transparent about future plans at a time when the volume of regulatory change makes increasing demands on firms and the need to communicate clearly about Brexit. António Simões, Chair of the FCA Practitioner Panel, said: “We are encouraged by the findings of this year’s survey that there has been progress against all three of the FCA’s operational objectives. “Last year, we identified that there were concerns around the competition objective, and that the life and pensions industry was more generally dissatisfied with the work of the FCA than other sectors. To see progress against both these points is a sign that the regulator is heading in the right direction. “The Panel will continue to work with the FCA to address the issues raised in the survey about communication, volume of regulation and the challenges of Brexit.” Andrew Bailey, Chief Executive of the FCA, said: “We are pleased that firms continue to rate our performance as a regulator highly but we know that we can always do better and the survey is very helpful in identifying a number of areas for improvement.

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“In our Mission, we committed to be more transparent, communicating clearly with firms so that they understand our role, remit and expectations. “The survey also reflects concerns amongst firms about the uncertainty ahead for the financial services sector and we remain committed to delivering effective regulation which will enhance the UK financial system in the future.”

We are pleased that firms continue to rate our performance as a regulator highly but we know that we can always do better and the survey is very helpful in identifying a number of areas for improvement. Andrew Bailey, Chief Executive of the FCA

tel: 01444 259 259


Introducing the Financial Advantage Programme! As a company director of a limited company or plc, or a partner in a Limited Liability Partnership you have most likely worked hard for a considerably amount of time on your business. If you have been successful in generating profits, these will be reflected in the value of the investments you have made - your assets – both within your business and personally. Your assets will be intended to fulfil many different purposes: provide income now or later, build a fund for retirement, provide security and ‘insulation’ against life’s uncertainties, and be available to your family or other beneficiaries as an inheritance. The challenge for you is to maximise the value of your assets in two ways: • Firstly, ensure that you achieve a consistently solid return on investment across your entire portfolio, year after year; and • Secondly, use tax breaks and legal asset structures to ensure that you keep as much as possible of your investment portfolio. However, for many reasons Directors often fail to achieve anything like the full potential of their investment portfolio. That’s why the Financial Advantage Programme from Avantis Wealth can deliver substantial financial benefits.

The three elements of the Financial Advantage Programme: Just consider the difference to your investment portfolio if you could; 1. Consistently achieve 7%-15% return on investment, year after year, for investments made personally and with cash reserves inside your company. The Financial Advantage Programme shows you how to do this using the proprietary F.R.E.S.H. investment strategy. 2. Structure your pension to take advantage of the new pension freedoms, have maximum flexibility of investment and even provide a source of future cashflow for your business. The programmes Advantage SSAS can show you how. 3. Deploy well established asset protection strategies to provide protection from future challenges and organise your affairs in the most tax efficient manner. Well established Trust structures will uncover how in our Financial Advantage Programme.

01273 447299

0800 6120880

Ultimately, the Financial Advantage Programme from Avantis Wealth shows company directors and partners how to make more money, then keep more money, from their investment portfolio in both their personal and company arrangements. What does it mean in practice?

The Financial Advantage Programme in action Let’s take a simple example. Suppose you pay income tax at 40%. Your current portfolio is generating an annual return of 4% gross, 2.4% net, on a compounded basis. You have built a portfolio worth £100,000. What would your portfolio look like after 10 or 20 years with this realistic set of figures: Capital now

Time span

Capital in 10 years

Growth

£100,000

20 years

£160,693

£60,693

So what’s the difference if by implementing the F.R.E.S.H. investment strategy you average 8% P.A compound growth, and you have arranged your affairs such that you benefit from tax breaks on your portfolio. What would your capital have grown to now? Capital now

Time span

Capital in 10 years

Growth

£100,000

20 years

£466,095

£366,095

The bottom line here is that by starting with the same £100,000, instead of achieving £60,693 growth over 20 years you could achieve £366,095 growth, some SIX times greater.

Next steps – get the F.R.E.S.H. Report! To introduce the concept of F.R.E.S.H. investments, the keystone of the Financial Advantage Programme from Avantis Wealth, claim your complimentary copy of ‘How to the F.R.E.S.H. Investment Strategy to Achieve 7%-15% Net Annual Returns’. This insightful 72-page report could be the first step you take to make more money and keep more of what you make! Call our investment broker team on 01273 447299 or email advantage@avantiswealth.com, quoting ‘BUSINESS EDGE’ to request your complimentary copy now! invest@avantiswealth.com

www.avantiswealth.com

Disclaimer: Avantis Wealth Ltd is not authorised or regulated by the Financial Conduct Authority (FCA). Avantis Wealth Ltd does not provide any financial or investment advice. We provide a referral to a regulated advisor who will offer appropriate advice, or to the company offering an investment who will determine your suitability for the investment prior to any offer being made. We strongly recommend that you seek appropriate professional advice before entering into any contract. The value of any investments can go down as well as up and you might not get back what you put in. You may have difficulty selling any investment at a reasonable price and in some circumstances it might be difficult to sell at any price. Do not invest unless you have carefully thought about whether you can afford it and whether it is right for you and if necessary consult with a professional adviser in accordance with the Financial Services and Markets Act 2000. These products are not regulated by the FCA or covered by the Financial Services Compensation Scheme and you will not have access to the financial ombudsman service. Information is provided as a guide only, is subject to change without prior notice and does not constitute an offer of investment. Some investments may be restricted to persons who are high net worth, sophisticated or professional investors or who take independent advice from an authorised independent financial advisor.


finance focus

october/november 2017 business edge

Let Me Entertain You – Reclaiming VAT on Business Entertaining

Denny Carr Accounts and Tax Manager Honey Barrett Chartered Accountants

With the children returning to school after the holidays it is coming to the time of year where businesses start to consider corporate events leading up to the festive period and (dare I say it) Christmas. We act for small, medium, and large owner managed businesses, and one thing we like to make sure of is that our clients understand the VAT position of their entertaining costs so that we can help them to claim as much VAT back as possible. That said, VAT is a tricky area with a lot of different rules, so to give some clarity on this area I have two scenarios below which may help to give you a better understanding of the VAT treatment of entertaining.

Corporate Hospitality If you are supplying corporate hospitality to third parties, such as customers, HMRC will block the recovery of VAT as they deem it to be business entertaining (although there is an exception to this rule for overseas customers). If, let’s say, there was an equal mix of employees and customers at the event, you may be able to recover the VAT relating to your employees’ costs, but at least 50% of the VAT would be blocked by the rules relating to non-employees. More could be blocked if your employees were also expected to entertain the customers as they would be acting in the capacity of a ‘host’ to non-staff.

Staff Christmas Party VAT on entertainment for employees, on the other hand, is recoverable in full. That said, care needs to be taken where the invitation is extended to employees’ spouses - as they themselves aren’t employees, there might be a restriction on the VAT relating to their seats at the table. As in most cases with VAT there is never a straightforward answer, just remember when planning your event don’t just consider the venue, consider the VAT as well. For further advice call 01892 784321 or visit www.honeybarrett.co.uk

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Claiming VAT on ‘Business Entertaining’ Do you know what you can and can’t claim for? VAT can be tricky! Don’t miss out – let us help you. We provide a complete range of tax services. Call Denny Carr for a FREE consultation on 01892 784321 www.honeybarrett.co.uk Pharmacy Chambers High Street Wadhurst East Sussex TN5 6AP

Our services include: Accountancy and Audit BACS Payroll Bureau Bookkeeping Business Planning Company Secretarial Management Accounts Personal Tax PRISM – KPI reports R&D Tax Relief Tax Planning Trusts and Estates 10 Steps to Success System Xero Planning

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16/10/2015 09:55


october/november 2017 business edge

Commercial finance

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Call Jon 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.


business matters

october/november 2017 business edge

Supporting businesses through effective water management Generating savings is a priority for most businesses. When it comes to utilities, the obvious place to start is often energy; however water-and especially wastewater also provides opportunities. Water retailer, Business Stream, wants businesses to understand the cost, carbon and operational efficiencies that can be gained through effective water management. The retailer was formed to compete in the new competitive Scottish non-domestic water market in 2008. Since then Business Stream has saved businesses and public sector organisations more than £160 million and helped them conserve over 24 billion litres of water. Now, businesses and public sector organisations in England can also choose their supplier, helping them to reap similar benefits – which includes reduced water bills, improved environmental credentials and innovative solutions to a range of complex water needs. Since acquiring the non-household customer base of Southern Water earlier

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this year, Business Stream has grown to become one of the largest retailers in the Anglo-Scottish retail water market. In addition to water supply services, Business Stream offers a wide range of value-added solutions and customer service innovations. Smaller customers can benefit from simple water-saving measures, such as DIY water audits and intuitive water-saving devices. Whilst larger, more water-intensive usage customers can take advantage of bespoke packages that can help deliver ÂŁ1000s of savings. The retailer has also developed a range of multi-utility

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offerings to generate further efficiencies for customers. Whilst the bottom line inevitably still matters, customers are placing a lot more emphasis on service and want a water retailer that truly understands and supports their business. With a proven track record in Scotland and a fast-growing network of English-based customers, including House of Fraser, Southampton Airport and Debenhams, Business Stream is looking forward to delivering similar benefits to businesses in Sussex.

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october/november 2017 business edge


advertorial

october/november 2017 business edge

It’s a familiar scenario for many Sussex organisations large and small – shelves groan with paperwork stretching back many years and store cupboards bursting at the seams. To many an organisation the ‘paperless office’ remains all but a fantasy. Images on Line work with all business sectors helping to alleviate paper headaches with services including. • Document Scanning • Cloud Based Storage and Retrieval • Conventional storage • On-demand scanning • Free solutions based consultancy • Conndential document shredding and disposal Our interactive website www.imagesonline.co.uk describes our services in greater detail. Please feel free to contact us at info@imagesonline.co.uk or as per the details below.

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advertorial

october/november 2017 business edge

Beard appointed to £500m Sussex and Surrey capital works framework Regional construction firm Beard has been appointed to a £500 million capital works framework by Orbis, a partnership between Surrey and East Sussex County Councils. The framework will deliver an ambitious schools expansion programme and other public building works across the two counties over the next four years. Beard has successfully completed a £0.5 million refurbishment of Southover Primary School in Lewes as part of a previous Orbis framework. The new construction framework has been split into two lots: one for smaller building firms, covering projects up to £3 million, and a second for larger contractors for higher value schemes from £3 million to £10 million. Beard has been appointed to both lots where it is one of six successful contractors on each. The £136 million turnover construction firm, which operates across the South of England and celebrates its 125th business anniversary this year, achieved the highest assessment score for each lot during the tender bid process.

Prompt and faultless delivery “Beard’s commitment to making every construction project we undertake a prompt and faultless delivery is what drives our success. We’re delighted to have been selected for both construction lots on this framework which will provide us with some exciting project opportunities to develop and improve public service buildings for East Sussex and Surrey County Councils,” says Tony Taylor, special projects manager at Beard. “We have significant expertise in delivering public sector projects for education, healthcare, leisure and civic uses and our experienced construction team is looking forward to working with Orbis again and helping the partnership achieve its aim which is to deliver value-for-money, highquality council buildings.”

and resources between the two councils. It was built on the already successful partnership between Surrey and East Sussex County Councils which had previously been operating as a joint procurement service since 2012. The initiative is predicted to save £8 million a year by 2019.

Beard Guildford Office Stonemasons Court, Cemetery Pales, Brookwood, Surrey, GU24 0BL Tel: 01483 485180 E: guildford.enquiries@beardconstruction.co.uk Website: www.beardconstruction.co.uk Twitter: @Beard_Construct

Launched in April 2015, the Orbis partnership aims to deliver higher-quality services at a reduced cost through the sharing of skills

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business matters

october/november 2017 business edge

Tony Taylor, Beard special works manager and Barbara O’Boyle, an ambassador for Shooting Star Chase at the golf day.

Local family firm’s golf day raises over £7,800 for three worthy charities A charity golf day held by local construction company Beard Guildford has raised £7,872.36 for Shooting Star Chase Hospice in Guildford, Surrey educational charity SATRO and regional neonatal intensive care support group BURPS. Eighteen teams made up of Beard staff, suppliers and co-contractors from across the region took part in the 18-hole tournament and fundraising auction at Slinfold Golf & Country Club in Horsham. The event was organised by the familyowned firm as part of its 125th business anniversary celebrations this year. The winning team were Jason Clements, Adrian Smith, Russell Drinkwater and Rob Burnell of recruitment specialist Randstad while the individual Stableford winner was Reece Plummer of Leader Scaffolding in Kent. “We are incredibly grateful for everyone’s generous support and delighted at how much we managed to raise while having lots of fun on the day doing it,” says Tony Taylor, special projects manager at Beard.

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“Shooting Star Chase Hospice, SATRO and BURPS do some truly amazing work in the community and they all have a special connection with our staff, many of whom have volunteered for them, or have benefited from their wonderful services. We’re truly happy to be raising money for three very worthy causes this year.”

The event is part of a company-wide campaign by Beard to raise £125,000 for charities across the South of England. It follows a client and supplier event organised by Beard staff last month at Guildford Cricket Club which raised £1,495 for Shooting Star Chase Hospice, SATRO and BURPS.

We are incredibly grateful for everyone’s generous support and delighted at how much we managed to raise while having lots of fun on the day doing it Tony Taylor Special Projects Manager at Beard

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international trade

october/november 2017 business edge

All systems go as Mecmesin celebrates its 40th anniversary expertise – something for which Mecmesin has established a reputation over the years. The company’s engineering staff often collaborate with customers, creating custom-designed grips and fixtures through to fully automated test systems to meet their specific needs.

Jenny Montgomery Marketing Manager Mecmesin

Developing the next generation of engineers

Having been established in 1977 by accomplished design engineer Jim Oakley, Mecmesin is proud to be celebrating its 40th anniversary. The privately-owned company, based in Slinfold near Horsham, specialises in the supply of force and torque test equipment, which is used across many industries as part of their quality control to evaluate the mechanical strength of raw materials, components and finished products. With equipment ranging from simple hand-held force gauges through to fullycomprehensive software-driven tensile, compression and torque test systems the challenge to meet the varying needs of customers from differing industries in locations across the globe is high. The company has invested strongly over the past 3 decades to create a network of over 40 international distributors plus its own subsidiary companies in the strategically-key markets of USA, France, Germany, Thailand, South Korea and China. Mecmesin is wellpositioned to collect and evaluate userrequirements from as far afield as Argentina to China. Key to this is the communication interface between the end-user and Mecmesin, often with the distributor acting as the intermediary to interpret specific local preferences. This helps enormously to design products to suit many different test applications, budgets and react quickly to customers’ ever-changing needs. The company’s focus has always been to provide an affordable yet easy-to-use alternative to the many higher-priced systems available, enabling small and large businesses alike to undertake quality control checks on their products without compromising on precision. The rugged design of these systems means they can withstand tough factory conditions allowing manufacturers to perform quality-control tests at the point of production rather than having to send out samples to expensive external laboratories and wait for results. With companies increasingly developing new products in Western Europe and USA before upscaling production to factories in lowercost countries it is critical that the quality of components and finished products be maintained and monitored often requiring testing to exacting ISO standards. Being able to rely on proven test equipment is essential. Over 80% of Mecmesin’s products are now exported with its force and torque test equipment having proven popular with

Mecmesin is keen on developing the next generation of engineers through an association with local universities such as the University of Surrey and University of Chichester and other educational establishments, sponsoring employees through internships and apprenticeships.

thousands of customers worldwide from sectors as diverse as aerospace, automotive, construction, cosmetics , education, electronics, food and drink, medical and pharmaceutical, packaging, sports goods and textiles. Amongst the company’s prestigious customers you find BMW, Bosch, British Airways, Chanel, Coca-Cola, Ford, Glaxo SmithKline, Imperial College London, L’Oréal, Marks & Spencer, Nestlé, NovoNordisk, Philips and Unilever.

Looking forward to the next 40 years Jenny Montgomery, Marketing Manager at Mecmesin, says: “For 40 years our test equipment has enabled businesses around the world to ensure their products are fitfor-purpose and guarantee a consistency of performance. Identifying potential problems when batch-testing during production prevents wastage and maximises profitability for our customers. “We are seeing interesting developments in the design and production of packaging particularly in the Food & Drink sectors. The need to attract consumers through innovative new packaging is high and testing those new designs in the development phase and subsequently during massproduction is critical. Our business in South-East Asia has seen a particular rise in demand for our Vortex range of Torque Testers predominantly to check the seal characteristics of plastic closures used on drinks bottles. Both local and international brands in the region are taking advantage of increased consumer spending levels to promote premium drinks for which the quality and performance of the packaging is a key ingredient of the user-experience.” Precise testing of the varied shapes and forms of containers requires application

The company has also taken advantage of the opportunity to diversify into Texture Analysis to address the niche requirements of the Food industry through its North American subsidiary company “Food Technology Corporation (FTC)”. Other business interests include it’s two whollyowned machining centres - one in Horsham and one in Chengdu, China - providing CNC machining services to the group and external end users.

Innovation for the future Mecmesin has no plans to rest on its laurels as it celebrates its 40th year. With enviable organic sales growth over the last five years Mecmesin is now focused on developing their next range of products, based on the company’s new VectorPro™ technology platform. The three years of internal development to create the new VectorPro™ technology platform is starting to bear fruit, helping to achieve a GBP 11.5m turnover in 2016-17, with sales volumes rising 7.5% on the prior year and a doubling of profits. Mecmesin’s latest product launch based on this new platform is the OmniTest 5.0, the company’s first truly universal testing machine (UTM) designed for the materials testing market. Mecmesin Ltd Managing Director John Page says: “The OmniTest-5.0 + VectorPro™ MT software delivers many of the features and functionality that we have been consistently asked for by our customers over a number of years, including intuitive, touch-screen GUI. This new product is the first of many that will benefit from the new VectorPro™ hardware /software technology platform we have developed and so announces a new exciting chapter for the Mecmesin Group. “ The materials testing market is poised for strong and steady growth in the coming years (source: Frost & Sullivan) and Mecmesin plans to grow with it. The company remains committed to delivering high quality force and torque measurement products for quality control, while exploring opportunities globally in growth markets like materials testing.

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new members

october/november 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.

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ABC WorkSafe Ltd

Firetrace International

54 Sunningdale Rd Worthing, BN13 2NE

Unit 11, IO Centre, Salbrook Rd, Redhill, RH1 5DY

01903 911943 http://abcworksafe.com

01293 780390 www.firetrace.com/

Arch Angel Architects

Keensoft

3 Dorset Place Brighton, BN2 1ST

28 Hickmans Lane Haywards Heath, RH16 2BL

01273 267184 www.aaarchitechts.co.uk

0845 894 1771 www.keensoft.co.uk

Blackdown Ridge Estate

Magnus Power

Blackdown Park Haslemere, GU27 3BT

29-30 Brunel Road, Churchfields Industrial Estate St. Leonards-on-Sea, TN38 9RT

01428 656003 www.blackdownridge.co.uk/home

0208 811 78883 www.magnuspower.co.uk

Cathay Pacific Cargo

McCullough Moore Ltd

Building 521A, Stirling Road, Hounslow, TW6 3JJ

Meadow Court, Faygate Lane Horsham, RH12 4SJ

www.cathaypacificcargo.com

0129 3851869 www.mcculloughmoore.co.uk/

Curve Information Technology Ltd

Media Match Ltd

Unit E, Level 2 North, New England House Brighton, BN1 4GH

Unit 6, Gemini Business Centre 136-140 Old Shoreham Road, Hove, BN3 7BD

01273 806220 www.curveIT.com

0333 444 0774 www.claimsinclusive.co.uk

Dolphin Solutions Ltd

Oceanimpex Ltd

Southpoint, Compass Park Bodiam, TN32 5BS

Unit 4, Burns Way, Holmbush Potteries Industrial Estate, Faygate, RH12 4ST

01424 202224 www.dolphinsolutions.co.uk

01293 852255 www.oceanimpex.co.uk

EMC Management Consultants Ltd

Office Changes Limited

49 Gildredge Road Eastbourne, BN21 4RY

Studio 8, John de Mierre House Haywards Heath, RH16 1UA

0132 3410144 www.emcltd.co.uk

01444 474728 www.officechanges.com

Facilis International

Pryzm Supply Group

Bailey House. 4-10 Barttelot Road Horsham, RH12 1DQ

Towerpoint, 44 North Road Brighton, BN1 1YR

01403 788299 www.facilisinternational.com

01273 666353 www.pryzmsupplygroup.com

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new members

october/november 2017 business edge

Shadow Foundr Ltd

Southern Heating Group

Three Gables Residential Care Home

7 Albion Street Brighton, BN2 9NE

Unit 1, Fairways Business Centre Brighton, BN2 4JZ

2 Brand Road, Hampden Park Eastbourne, BN22 9PX

01273 789 430 www.shadowfoundr.com

01273 588123 www.southernclimate.co.uk/

01323 501883

Skipton BF

The Protein Ball Company

5 Park East, Southdowns Park Haywards Heath, RH16 4ST

Unit 2 & 3 Downsbrook Industrial Estate, Southdownview Way, Worthing, BN14 8NQ

07551 008898 www.skiptonbusinessfinance.co.uk

0207 117 2631 www.theproteinballco.com

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movers and shakers

october/november 2017 business edge

5 minutes with Matt Hunt Founder The Protein Ball Company

I met my wife Hayley in Spain in 2001 and after creating a successful snacking business called OLOVES, we moved back to the UK. Hayley first started making our protein balls for our boys as healthy snacks and we loved the use of these raw ingredients. We knew there was a market for gluten free, all-natural protein snacks so we decided to start our adventures in bringing protein balls to the masses. What was your first job and what was the pay packet? It was at the age of 14, working on Romford Market for ‘Dave the Nut’ selling wholefoods. I used to bunk school to go to work - I loved the hustle and bustle of the market but didn’t get paid much.

What do you always carry with you to work? My phone and my laptop so I can always keep an eye on emails.

What is the biggest challenge facing your business? The challenge with our product is that it contains nuts and therefore we are unable to get them into school lunch boxes.

What can you see from your office window? Lots of courier lorries transporting our protein balls to 12 different countries around the world!

If you could do another job what would it be? I love to travel so something that allows me to travel and work as few hours as possible so I could spend more time with my family would be the dream! But I can’t say I would ever like to do another job. I love what I do and we are continually coming up with new ideas and looking for the best way to “roll them out”. Every day is different at The Protein Ball Co and it’s rare that you are lucky enough to have such a great team to work with.

As a business person, what are your three main qualities? 1. I’m a workaholic and I never give up. 2. I’m always watching the bigger picture and how each small change can affect our business on a large scale. 3. I’m quite methodical and approach each task in a step by step approach.

What was your biggest mistake in business? Being naive enough to think that competitors wouldn’t copy our brand and our ideas as soon as we launched. We always want to be ahead of the game, and the competition!

What advice would you give to aspiring entrepreneurs? Never give up. If you think you’ve got a good idea, stick with it. Hard work and vision is what got The Protein Ball Co to where it is today.

Who do you admire most in business? I admire people who aren’t afraid to take risks. I’m quite cautious when it comes to making risky decisions and I know that often those decisions pay off. I think I worry too much!

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Samuel Ashby joins Crawford Davis as new Sales Director As part of Crawford Davis growth plans Samuel Ashby has been appointed as the new Sales Director. Samuel will be responsible for pioneering sales in both the commercial and specialist taxi teams to ensure profitable growth. In addition he will also be building and strengthening key relationships with insurers and local businesses. Samuel said: “I am looking forward to being part of Crawford Davis continued success and driving forward new initiatives within the branch whilst guaranteeing that Crawford Davis is recognised as one of the leading brokers on the South Coast. I have been working in the finance and insurance industry for the last 12 years with roles in both independent and national brokerages. I feel it is important in business to ensure that in addition to seeking growth opportunities, that client experience and service levels are treated with equal importance.” Geoff Hall, Area Managing Director, said:“ Samuel brings a wealth of experience in commercial and personal lines insurance and coupled with his local business relationships we are confident that he will be an excellent resource to help us achieve our growth plan” Crawford Davis is part of Towergate Insurance and specialises in a variety of different insurance products including commercial, personal and specialist taxi covers.

I am looking forward to being part of Crawford Davis continued success and driving forward new initiatives within the branch whilst guaranteeing that Crawford Davis is recognised as one of the leading brokers on the South Coast. Samuel Ashby Sales Director at Crawford Davis

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october/november 2017 business edge


october/november 2017 business edge

Tailor-made solutions We offer a high quality service to both corporate and individual customers, coupled with a flexible and innovative approach. We start from a blank canvas and build a bespoke solution, with all key decisions made locally by the branch. Hove branch | Simon Nicholson - Branch Manager Tel: 01273 721814, email: sini07@handelsbanken.co.uk Brighton branch | Simon Howe - Branch Manager Tel: 01273 779937, email: siho03@handelsbanken.co.uk Crawley branch | Simon Briggs - Branch Manager Tel: 01293 525895, email: sibr01@handelsbanken.co.uk Haywards Heath branch | Dave Barden - Branch Manager Tel: 01444 450189, email: daba08@handelsbanken.co.uk Eastbourne branch | Neil Hooper - Branch Manager Tel: 01323 736061, email: neho02@handelsbanken.co.uk

handelsbanken.co.uk Handelsbanken is the trading name of Svenska Handelsbanken AB (publ). Registered Office: Svenska Handelsbanken AB (publ), 3 Thomas More Square, London, E1W 1WY. Registered in England and Wales No, BR 000589. Incorporated in Sweden with limited liability. Registered in Sweden No, 5020077862. Head Office in Stockholm. Authorised by the Swedish Financial Supervisory Authority (Finansinspektionen) and the Prudential Regulation Authority and subject to limited regulation by the Financial Conduct Authority and Prudential Regulation Authority. Details about the extent of our authorisation and regulation by the Prudential Regulation Authority, and regulation by the Financial Conduct Authority are available from us on request.

Business Edge 39  

The magazine for the Sussex Chamber of Commerce