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february/march december/january 2019 2018 business business edge edge

Inside business matters 4 business matters 10 brexit 12 ask the expert 13 fine print 14 business support 18 inspirational leaders 24 big interview 26 cover feature 41 chamber awards 42 training and events 44 new members 46 5 minutes with

the magazine for sussex chamber of commerce members

october/november 2019

Sussex Chamber your first point of call for assistance Sussex Chamber of Commerce



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february/march october/november 2019 2019 business business edge edge

Sussex Chamber of Commerce

Welcome to our Business Edge magazine! Ana Christie

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@


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

PRODUCTION & DESIGN Distinctive Publishing 3rd Floor Tru Knit House, 9-11 Carliol Square, Newcastle Upon Tyne, NE1 6UF Tel: 0191 5805990 www.distinctivepublishing.co.uk

ADVERTISING Angie Smith, Business Development Manager, Distinctive Publishing 3rd Floor Tru Knit House, 9-11 Carliol Square, Newcastle Upon Tyne, NE1 6UF Tel: 0191 5805990 angie@distinctivepublishing.co.uk

Chief Executive Sussex Chamber of Commerce

Business Brexit Awareness Boot-Camps The British Chambers of Commerce network survey of over 1,500 firms from across the country, carried out in July, found that twofifths (41%) of UK businesses have not done a Brexit risk assessment. In order to help companies think about how their operations could be impacted, we are running a series of Business Brexit Awareness Boot-Camps during the month of October. The events are ideal for businesses of all sectors and sizes who want to share their experiences and find solutions to the impact on business functions of a “Deal” or “No Deal” EU exit scenario. The events will provide practical business advice and will be interactive with experts on hand. Business will be able to find out more about: Brexit checklist to help you plan Cross border trade, documentation Impact to supply chains and your customers Changes to people, workforce and immigration Changes to regulations, contracts, legal, tax and VAT How to treat personal data, e-commerce

FREE for all businesses. Please book via our website or by calling the office. The Business Brexit Checklist has also been updated, along with the No-Deal Guidance Dashboard and Risk Register. All of which can be found on the front page of our website. All of these documents provide useful information, links and guidance and have been prepared in response to research on business preparation, and in response to member queries and the information available from government. We hope you find it useful as a basis for business planning at both operational and Board level. Chamber Award Regional Winners It gives me great pleasure to announce two Chamber members who have won the Southern Regional Chamber Award for 2019. Extech Cloud have won the Customer Commitment Award Grommets Ltd have won Family Business of the Year These awards recognise the key role that local businesses play in driving the UK economy. Our finalists should be very proud of their success in reaching this stage. We wish them the very best of luck at the 2019 Chamber Business Awards Gala Dinner on the 28th November. Our magazine is packed full of amazing member stories. Membership provides many benefits, services, and savings. Please speak to the team to find out more and make the most of your membership. For further information please contact the Sussex Chamber on 01444 259 259.

FEATURE EDITOR Ellen Rossiter ellen.rossiter@distinctivepublishing.co.uk

E-BOOK www.issuu.com/distinctivepublishing

CONTENTS welcome business matters building a thriving future

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.


3 4-6 8 10-11

business matters




research and development


skills development


ask the expert


business matters


fine print




business support


chamber awards

inspirational leaders


training and events

42-43 44-45

big interview


new members

cover feature


five minutes with...





business matters

october/november february/march 2019 business edge

Amber Douglas Crowborough

Rebecca Gattinesi Shoreham

Lucie Dolinek Newhaven

Nicola Diebel Haywards Heather

Rob Newman Chichester

Sarah Goulder Crawley

Basepoint Managers across Sussex

Flexible Office Space – The Revolution The buzz around flexible workspace has been building steadily for years and with Brexit (yes I said the B word) on the horizon, flexible space for 2019 onwards is becoming ever more popular. Amber Douglas Manager Basepoint Crowborough

Flexible workspace has been predicted to grow by approximately 30% annually moving forwards. Sub 5 year leases have become a go to for many companies from large corporate to SME’s allowing flexibility to grow, move, develop and evolve with as little notice as possible. These types of leases now make up over 40% of the market place according to G Report from the end of last year. So why would businesses choose flexible managed or serviced offices over a standard conventional lease? I know what you’re thinking ‘she’s already said Brexit’, but what the other factors? Why has the trend been growing before the mutterings of Brexit? Operation costs of a conventional lease are often changing and increasing. Most of the items on the list to the left are often included in managed or serviced


office solutions, these alongside building maintenance can often save companies money in comparison. Having just one payment to make each month also cuts down on administration.

Annual Operating Costs • Annual licence fee/rent • Business rates • Water rates and sewage charges • Estate maintenance / service char

There are also other benefits to flexible working solutions. Many serviced or managed office spaces are situated within business centres. Many run regular events to help support and develop their clients needs and desires. Basepoint in particular run regular workshops and networking events to help their clients connect with one another and develop. With many of their centres including workshops and studios as well and standard office space, the variety of businesses under one address is vast. What a wonderful idea to think that no matter what a business needs or whoever their target market may be, the odds are they can find them in their Basepoint network.

• External building fabric maintenance / service charge

Basepoint have spent years helping SME’s grow and develop. With their connection to IWG they can offer services across over 3,500 centres across the world not just for SME’s but large corporates combined. Contact your local Basepoint Managers and see how they can help grow your business.

• Refuse collection


• Internal building fabric maintenance / service charge • Window cleaning • Building insurance • Utility meter charges • Fire alarm maintenance • Fire alarm call-outs • Fire extinguisher maintenance • Emergency lighting maintenance • Lightning conductor maintenance • Fixed electrical wire testing • Fully maintained and temperature controlled comms room • Leased line charges (up to 100Mb bearer) • Digital telephone maintenance • Gas safety certificate • Portable appliance testing in communal areas • Communal area cleaning • Toilet upkeep including cleaning materials, disposables etc • Hygiene and sanitary contract • Kitchen upkeep including cleaning material • Security system maintenance and monitoring • Health and Safety compliance • Water testing • Drinking water • Pest control • Reception support - post services / staff

tel: 01444 259 259

business matters

february/march 2019 october/november 2019 business business edge edge

The Creative Group expand into Manor Royal HQ The Creative Group - A multi-award-winning full-service marketing and design agency, this month moved into its brand-new office on Manor Royal, Crawley. The move comes as a direct result of the group’s continued and substantial growth over the past 24 months, which has seen it acquire several new, notable clients, including Sally Gunnell OBE, as well as growing its international client base in territories such as China, Jordan and North America. As well as the office providing a thriving new workspace for The Creative Group team to work from, the company is looking forward to welcoming its clients - old and new - to its brand-new headquarters. The office, which was fitted out by two of the company’s clients, Citrus Signs and Space Link office is set to be the perfect environment for continued growth and client acquisition for the business.

Matt Turner, CEO & Founder of The Creative Group, said: “We are going through the company’s biggest growth spurt in its 13-year history so moving into bigger and better premises seemed a natural choice. Our team have been so excited to move into the new office, and I personally cannot wait to host our client meetings in our new premises and get down to business. This move marks an important point for us all at The Creative Group; we’re at a real turning point in terms of our growth, and it’s the perfect office space for us to continue that into 2020, and beyond! I’d especially like to thank Spacelink and Citrus Signs, for making sure our new office is dressed to impress.” www.creativepod.net

Why looking after your employees’ mental health makes sound business sense For many, the workplace is a major part of our lives, but it can also be a significant source of mental distress that has substantial and widespread effects throughout a business. Amanda Kirtland-Page Director Bluestone Corporate Wellbeing

There is not a shadow of doubt that supporting a culture of wellbeing within an organisation is vital to the health and success of the company. One of the easiest, most effective ways to support staff is by providing in-house wellbeing talks. Even a 90 minute talk can offer a significant amount of support. Here is a summary of a talk offered by Bluestone Corporate Wellbeing:

Understanding & Managing Stress Identifying areas of stress – a stress indicator sheet for staff to work through is ideal in recognising where stress lies at work and home.

Recognising different types of stress and individual responses is critical in working out an effective ‘plan of action’. Stress used as a strength needs to be highlighted and explored. Physical and psychological effects can be harnessed and can have a very positive, empowering impact at work. Biochemistry of stress is key. Understanding the Sympathetic NS (fight/flight response) vs the Parasympathetic NS (internal stability) and how employees can consciously switch from one to another when in crisis is invaluable. A talk should offer techniques, strategies, ideas and support to deal with both short-term and long-term stress. This should also include changing thought patterns to remain mentally healthy, mental and physical exercises for homeostasis and developing better interpersonal skills, so staff have more options on how to respond at difficult times.

Companies have a duty of care for the mental health of their employees and good wellbeing talks are fast becoming a great option for ensuring staff feel confident and content. If you are interested in finding out more about Bluestone programmes, please contact founder and director, Amanda Kirtland-Page at www.bluestonecorporatewellbeing.co.uk



business matters

october/november february/march 2019 business edge

Traditional values meet cutting edge innovation at one of sussex’s oldest accounting firms … Based in Steyning, West Sussex, the accounting and professional services firm TC Group has come a long way since its beginnings in the late 19th century. Chris Checkley Partner, TC Group

Known for many years as Russell New, it had already established an enviable reputation across Sussex and neighbouring counties before merging in July 2018 with what was then TC Taylorcocks, a Top 60 firm with offices across the South of England, from the West Country to London and the Thames Valley. The merger provides an insight into how firms are adapting and growing to meet the changing demands of a more complex marketplace and clientele. As managing partner Chris Checkley explains, today’s business landscape is very different from the one when he first joined Russell New in 1998 and was one of the key reasons why he felt the time was right to merge with a larger group. ‘We are very proud of our Sussex roots and of being a resolutely local firm, but clients increasingly need a more holistic approach consisting of a range of complementary accounting and professional services supported by the very latest technology. ‘We’re now able to offer a far wider range of expertise, an expanded service base and cutting edge technology such as Cloud accounting as well as TC’s affiliated global network, BOKS International.’


Among the skills that the Steyning office brings to the wider group are nationally recognised expertises in the charitable (including independent education) and agricultural sectors, headed up respectively by partners Mark Cummins and Suzanne Craig.

‘Modern farming is a complex business and multi faceted. Much of my advice focuses on operational efficiencies such as reinvesting in machinery and freeing up labour time to progress other revenue making opportunities, while at the same time minimising costs.

With over 20 years experience of the sector, Mark oversees a significant portfolio of charity-based clients across various sectors including environmental, religious, hospices, vocational charities fo children and prisoners, drugs and rehabilitation. He also looks after a large number of independent schools, some of which have been clients for up to 40 years. As he says, it’s a demanding sector and his clients’ needs are always evolving.

‘We help with creative and workable solutions as well as advise on tax implications, better use of digital software, commerce, budgeting and forecasting and funding. And of course Brexit is a significant challenge for many farmers and viticulturists. Subsidies are likely to be reduced, so they must continue to explore and act upon commercial alternatives.’

‘For all sorts of obvious reasons it’s a very sensitive area and charities require much more than simply an audit report. So we provide advice around governance as well as often complex tax related issues. It is very much a hand holding and advisory role that we seek to have with our clients. ‘The area of public reputation and exposure to revelations around mismanagement are very topical, hence the need for careful supervision of a charity’s management structures and exposure to risk across multiple areas.’ Suzanne has over 20 years’ experience in agriculture and a growing client base across Sussex and the South East that includes a large number of farms and vineyards. Her clients also have very specific requirements and challenges, as she explains:


Following a recent rebrand to TC Group, TC has expanded its service base to include financial services (investments, protection and mortgages) and legal services (corporate, commercial and HR law) which allows the firm to look after all aspects of their clients’ business and family affairs, a holistic approach that puts them at the vanguard of the profession, breaking new ground. Explains Chris Checkley: ‘What is exciting for us is to be part of a wider metamorphosis that is truly unique among the UK’s top firms – changing from a traditionally accounting and tax oriented business to one providing a full range of professional services. ‘As a group we now act for over 6,000 business owners and their families, providing a broad mix of accounting, tax, legal, HR and financial support, and this is where we are heading.’

tel: 01444 259 259

With three matchday restaurants to choose from, all offer premium seating and an unrivalled atmosphere in the build-up to the match. Hospitality packages at the Amex include:


• Premium seating

• Three-course meal

• Inclusive drinks

• Tea and coffee at half-time and full time

• A drink and snacks on arrival

• Matchday programme


V A L B I O N v TOT T E N H A M Saturday 5 October

V A L B I O N v E V E R TO N Saturday 26 October

V ALBION v NORWICH Saturday 2 November

V ALBION v LEICESTER Saturday 23 November

To view all Albion’s upcoming fixtures visit BrightonAndHoveAlbion.com

For more information on hospitality at the Amex, please call the hospitality team on 01273 878 278 or email hospitality@brightonandhovealbion.com *Includes 1 x category A+ or A, 1 x category B, 2 x category C. Category A/A+: Arsenal, Chelsea, Liverpool, Manchester City, Manchester United, Tottenham Hotspur. Category B: Aston Villa, Everton, Leicester City, Newcastle United, Wolverhampton Wanderers. Category C: AFC Bournemouth, Burnley, Crystal Palace, Norwich City, Sheffield United, Watford.

Building a Thriving Future

october/november august/september 2019 business edge

Latest updates on post BREXIT trade documentation

Building a Thriving Future

Preference and Non-Preference Certificates of Origin – No Deal Contingency Planning

This is a pivotal moment for the UK, with huge uncertainty and transition against the backdrop of global economic change. UK firms remain deeply frustrated at the lack of clarity surrounding Brexit and many will continue to put off business investments and major decisions. UK business needs to see concrete, deliverable plans from the Government to tackle barriers to growth. Key amongst these is infrastructure investment which is critical to the success of business and local and national economies. The BCC’s 2018 Infrastructure Survey showed that 68% of firms regard the UK road network as worse than 5 years ago and 39% consider that the rail network doesn’t meet their needs in accessing new and existing customers.

The British Chambers of Commerce and Sussex Chamber of Commerce continue to work to avoid a messy and disorderly exit from the European Union. However, businesses need answers they can base decisions on, no matter the outcome. This includes the trade documentation to prove origin.

out of the EU. An Economic Operator Registration and Identification number is required by HMRC to allow you to:

Should the United Kingdom reach a withdrawal Agreement with the EU, then the existing documents that Sussex Chamber of Commerce currently issues to exporters will continue to be used throughout any period of transition.

apply to be authorised for customs simplifications and procedures

As part of our contingency planning for a no-deal Brexit, our colleagues at the British Chambers of Commerce have worked closely with HM Revenue and Customs and Department of International Trade on the revised format of preference and non-preference certificates of origin. In the event of a no-deal Brexit we have made preparations to enable us to provide exporters with continuity of service through the issuance of revised ‘United Kingdom’ documentation.

Why you need an EORI number An EORI is for businesses which undertake the import or export of goods into or


trade goods into or out of the UK submit declarations using software (or to give to your agent to make these declarations on your behalf)

www.gov.uk/guidance/customsprocedures-if-the-uk-leaves-the-euwithout-a-deal If the UK leaves the EU without a deal, you’ll need an EORI number to continue trading with the EU after 31st October 2019.

Chamber Successful Campaign! The Chamber network has successfully campaigned to simplify trade procedures. Now government will automatically issue EORI numbers to businesses that are VAT-registered. This will allow traders to prepare for change. For non- VATregistered businesses, you will still need to register for an EORI number.

An efficient transportation system has multiplier effects through improved accessibility to labour, investment, and domestic and export markets. Investment in major infrastructure projects also sends a strong message to our global partners that the UK remains a great place to invest and do business. World class digital connectivity and a comprehensive energy strategy with increased use of environmentally friendly transport are also critical foundation stones required to meet the Paris Agreement ‘net-zero by 2050’ targets. Getting the basics right locally is also important too. Our local road network is in need of an overhaul, with the backlog of maintenance work growing year on year. Committing funding to this would boost business productivity and confidence and support local economies through spending with local contractors and suppliers. When business thrives, people and communities thrive too.

Get started here: http://bit.ly/EORI-number


tel: 01444 259 259

Rob Clare Chairman Sussex Chamber of Commerce

Thinkers Challengers Innovators Leaders DISCOVER THE SUS SE X MBA




october/november february/march 2019 business edge

Brexit – UK manufacturing company Adelphi discusses the potential impacts Directors at Sussex-based supplier of filling and capping machinery the Adelphi Group of Companies, have been conducting their own research into the potential impact of Brexit on their business. Their investigations were based around a no-deal scenario, and the findings were as follows: The main area for concern (rated medium on their Brexit Risk Register) was the continuation of the CE mark. This certifies that our equipment complies with the EU Machinery Directive and other EU Directives. Large, bespoke mixers would have to be compliant with any new regulations in this area. Once we have left the EU, then European countries would not recognize the CE mark on British manufactured goods. The UK have come up with their own alternative mark, and, we understand, were seeking approval of this from the EU. A lot of the standards developed by the EU are embedded into UK standards, so they surmised that there would be little impact or changes to their processes here. A questionnaire sent to key suppliers suggested that suppliers were geared up for the No-deal scenario, and had put mechanisms in place within their own companies to mitigate the risks to their customers. To mitigate the risks posed by Brexit to all companies within the Adelphi Group, there is a proactive initiative to buy from UK suppliers wherever possible, in line with the company pledge, which promises to “support the local economy”. Group company Adelphi Masterfil, who manufacture liquid filling and capping machinery (including for the cosmetics, food and beverage and household products


industries), now have 20% of their suppliers based within a 30-mile radius. This ethos of investing in the local community extends throughout all aspects of the Group, from purchasing machine parts, to exchanging offcuts of stainless steel at the local scrapyard, and using a local recycling company (Shredded Neat), to collect waste cardboard and plastic. The Adelphi Group of Companies are also proud to be a trusted UK manufacturer. Our customers across all industries value this for many reasons, and often give feedback about how ‘buying local’ has been a positive experience, especially with the ever-present anxiety surrounding Brexit: Cosmetics manufacturer Barry M’s Production Manager Greg Suarez recently described how important it was when purchasing their production equipment that they used a company such as the Adelphi Group, who share similar values; “both companies are family run, and both are extremely proud of their British heritage”. John Davis, Managing Director of BD Foods in St Leonards-On-Sea, fondly reminisces that Group company Adelphi Manufacturing’s Sales Director Dean Willis “has dropped components to my house before, when we were in real need. This is why it’s great that Adelphi are a local manufacturer; it’s important to us to buy in the UK”.


Nancy Durham is the owner of Welsh Lavender, who manufacture lavenderinspired bodycare products, including oils, creams, lotions, scrubs, washes and more. She has stressed that finding a UK manufacturer was “a real priority” in the search for a machine to fill her products, to maintain the ‘local’ image of her brand and to ensure that prompt spare parts and maintenance would always be available. In the run up to the Brexit decision, Adelphi are leading the way for UK manufacturing, and are proud to report a growing customer base who want to ‘buy local’ rather than outsourcing abroad. We are exceptionally proud of our products and facilities, and are always pleased to welcome customers and contacts to our West Sussex site for tours.

tel: 01444 259 259

business matters brexit

february/march october/november december/january 2019 2019 2018 business business edge edge

Helping businesses speak up about Brexit The University of Sussex Business School, which celebrates its 10th birthday this year, offers a number of valuable opportunities for businesses to collaborate. Here, we take a timely look at our work around Brexit. Caroline Ward Business Engagement Manager, University of Sussex Business School

The University of Sussex was founded in 1961 as the first of a new wave of universities. It’s an internationally renowned centre of research linked with academic institutions around the world. The Business School, which opened in 2009, now hosts over 4000 undergraduate and postgraduate students. Degrees cover economics, management, accounting and finance, strategy and marketing. As a dynamic, research-orientated and interdisciplinary School, we produce cutting-edge research that addresses real-world issues, pressing global policy agendas and business practices. The School has a distinctive intellectual focus on science, technology and innovation, and sustainability and development.

Working with us Business engagement is one of the key missions of the School, and we partner with businesses and organisations in a number of ways. For example, employers can connect with our bright, businessminded students through internships, placements and graduate employment, offering a fast-track to finding and recruiting talent. Businesses can benefit

from our expertise by commissioning bespoke academic research to help them find and implement solutions to their business challenges. We also invite you to collaborate with us by participating in our research, providing your valuable insights and real-world perspectives from the world of business. One of our most timely research centres is the UK Trade Policy Observatory (UKTPO), which has recently been helping businesses navigate the challenges posed by Brexit. UKTPO, a partnership with Chatham House, draws together the UK’s largest group of academic expertise on the world trading system with specialists in economics, law, international relations, business and management. It offers a wide range of expertise and services to help support government departments, national and international organisations and businesses to strategize and develop new trade policies in the post-Brexit era. UKTPO holds debates across the UK, monitors developments in UK trade and trade policy and provides analysis and briefings on many aspects of the UK’s emerging trade policy.

Getting ready for Brexit In 2018, EURIS (one of the largest trade organisations in the UK), approached the UKTPO for advice about identifying, quantifying and responding to the likely impacts of the changing trade and regulatory relationship between the UK and EU. As we all know, Brexit will potentially induce a huge change in

how companies operating in the UK do business with the rest of the world. The UKTPO worked with EURIS to provide their members with unique insights into different Brexit scenarios and to equip them to advise the Government on trade negotiations with the EU and others. It carried out a major survey of EURIS members in order to understand and communicate the major issues they face with Brexit, which led to 150 industry leaders writing to the then Prime Minister, Mrs May, to express concern over a ‘no-deal Brexit’. The collaboration subsequently published a report on the impact no-deal would have on the industrial product supply sector. The report found that four in ten companies in the sector would face a skills shortage without EU workers, while 1/3 had already seen a fall in investment due to Brexit. This work has enabled a large number of high-value manufacturers to commence informed engagement with trade policy to try to ensure that they get the best deal from Brexit. The collaboration has given these firms the information they need to lobby the UK Government for trade agreements that have the most positive/ least negative impact on income and jobs post-Brexit. Going forward, their aim is to strategically support EURIS member companies in preparation for different Brexit scenarios. Read more about UKTPO at https://blogs.sussex.ac.uk/uktpo/



ask the expert

october/november february/march 2019 business edge

8 ways for SMEs to recruit for growth In an SME, your people are your business, so recruiting the right talent is imperative. Finding the right talent can be a huge and expensive task. Paul Samrah Partner Moore Kingston Smith LLP

What can you do to ensure you are not only recruiting the right talent but also talent who will grow with your business? Here are some easy steps to recruit and retain for growth:

1. Benchmark the salaries and benefits you offer It isn’t all about the money, so think about other benefits as well (they go a long way). Research what your competitors are offering and use it as a benchmark.

2. Have an exciting recruitment and on-boarding process Create an interview process that gives you a real insight into the people you may be hiring. Once you have offered the job, get them excited about joining your organisation. Create a welcome pack giving them some personal insights about the team. Build a great induction experience that is slick and informative.


3. Implement an organisation structure

7. Run an employee survey

It is good to have a career path, if your structure is flat, you may want to change it. Employees with a sense of direction and career structure will be motivated and less likely to leave.

4. Link competencies to your job descriptions Don’t just think about what tasks you want people to do, think about the person that you want and their personality and skills. Having the right mix of personalities and skills is important for any organisation.

5. Establish annual reviews With the right team in place, annual performance reviews should be carried out – these will motivate your team and benefit your business. Meaningful and realistic personal action plans can be reviewed and monitored.

6. Turn your managers into leaders Your managers are key your success. Train them to be great leaders, not task givers. If you do, they will inspire your team and be the future directors of your business.


Surveys are a great way to find out what your team likes and dislikes about your organisation. Showing interest and responding to their concerns is vitally important.

8. Manage your external reputation Bolster your social media profile and reinvigorate your website to show everyone what a great place to work you have. Keep reviewing and updating them as your business grows and changes.

Moore Kingston Smith recently won Employer of the Year at both the Gatwick Diamond Business Awards and the Reigate & Banstead Business Awards. We have recently changed our name from Kingston Smith to Moore Kingston Smith. Our new name reflects our membership of the Moore Global Network, one of the world’s major accounting and consulting networks, covering over 600 locations in more than 100 countries. www.mooreks.co.uk

tel: 01444 259 259

fine print

february/march 2019 october/november 2019 business business edge edge

Thank You for Disrupting: The Disruptive Business Philosophies of the World’s Great Entrepreneurs By Jean-Marie Dru Published by Wiley

Expert help, anytime of the day If you’ve got a concern about your health – day or night – we’re here for you. Whatever shape or size your worry, whether you need reassurance, urgent support or help with living well every day, you can pick up the phone to us at Health at Hand. Our health information service is free to you as a Chamber member and all calls are confidential.

Some of the ways we can help: It’s the middle of the night and you can’t sleep for worrying about a recent diagnosis or upcoming surgery. Call and speak to one of our nurses who will give you information and help put your mind at ease. Sometimes you may have questions about your medicines that you didn’t get the chance to ask the doctor or pharmacist, such as: – How does this medicine work? – Are my medications safe to take together? – What time of day is best to take it? – Does it need to be taken with food? – How should it be stored? – What happens if I miss a dose? The pharmacists at Health at Hand will give you information about your medicines whenever you need it, so you can feel confident that you’re taking the right medicine in the right way. From nurses and counsellors to midwives or pharmacists, our helpline expert team are here to support you*. Nurse and counsellor helpline open 24/7 Midwives and pharmacists available 8am to 8pm, Monday to Friday 8am to 4pm, Saturday 8am to 12pm, Sunday

Activate the Health at Hand service at: axappphealthcare.co.uk/chambers/health-at-hand For a business healthcare cover quote, call 0800 387 754 and mention that you’re a Chamber member. Lines are open 8.30am to 5.30pm, Monday to Friday. *Our Expert Help services do not diagnose or prescribe, and are not designed to replace your GP.

The business ideas and innovation philosophies of the world’s great entrepreneurs—for anyone to implement in any business Steve Jobs. Jeff Bezos. Larry Page. Sergey Brin. Zhang Ruimin. Marc Benioff. Millions of words have been written about the great entrepreneurs of the world. This book is not about describing their achievements. Nor is it about their charisma, personal trials, or their place in popular culture. We have all heard or read about them already. This book is about the entrepreneur, the thinker. It is about the grand ideas, the disruptive thoughts, the innovative underpinnings and business philosophies that gave rise to their achievements. Thank You For Disrupting: The Disruptive Business Philosophies of The World’s Great Entrepreneurs examines 20 of the most significant business leaders of our time. Author Jean-Marie Dru, himself a disruptor who coined the term decades ago, explains not only the impact these leaders have had on their own companies, but also their immense influence on the business world as a whole. Each chapter is replete with in-depth analyses, insightful comments, and personal observations from the author, including discussions covering the experimentation and platforms of Jeff Bezos, to the recruitment policies and core values of Sergey Brin and Larry Page, to the complete CSR and company activism of Paul Polman, and many more. Illustrating how the vision of a disruptive innovator can reach far beyond his or her company, this engaging book encourages and inspires readers to become disruptors in in their own businesses. The Disruptive Business Philosophies of The World’s Great Entrepreneurs is a must-read for anyone interested in the why and how behind the most significant and influential business achievements of our time.

About the Author jean-marie dru is Chairman of TBWA, a leading advertising network with over 11,000 employees across 275 offices in 95 countries. TBWA has been named in 2019 one of the World’s Most Innovative Companies by Fast Company and in 2018 Global Agency of the Year by Adweek. Jean-Marie Dru is also President of UNICEF France and President of the French Academy of Medicine Foundation.




october/november february/march 2019 business edge

Reactive vs Proactive: How are you helping your customer? If you ask me, there are two distinct ways you can be of service to your customers: provide customer support and work to achieve customer success. You certainly need both that’s for sure. And a lot of businesses are doing a pretty good job at customer support, but what about their customer success? From my experience a lot of companies don’t focus on this crucial area and often don’t understand the term and certainly not the difference! It’s really easy to see Customer Support and Customer Success as separate parts of your process, nothing could be further from the truth. Let’s start by defining what we mean by these terms. Support is Reactive; Success is Proactive Customer Support. This is the reactive response to a request and generally has a start and end point. For example, they ask a question about the best way to use your product. You answer their specific question, maybe providing a few extra examples or tips. And then the interaction is done. You both go your separate ways. Customer Success. This is far more proactive and involves reaching out to build relationships. The process often does not have a specific end point, what you are more likely to have is a milestone along the way. Going back to the example of a customer asking about product use. Instead of ending your interaction with a few tips, you recognise that this is only the first milestone achieved. You will plan on getting in touch in a few weeks or months to see how they got on, maybe send through information on more advanced techniques down the line. In another few months, you’ll probably get back in touch with a new product or use case to make sure they are getting the best value from your business. You will use these touchpoints and milestones to build the relationship.

A Minor Difference They both have similar goals in helping the customer with their interactions with your company, product, or service. The big difference is that Customer Success focuses on the long-term relationship building. You still might ‘solve a problem’ (i.e. provide support) as part of your success strategy but you’re playing the long game and this solution is just a milestone to the greater achievement of genuine customer satisfaction.


Don’t get me wrong, both are crucial and I think Customer Success relies on a good foundation of Customer Support. But what companies need to recognise is that they need to bring the two even more in line, working closer together than ever before. We live in a world where Customer Satisfaction and Experience is overtaking price and functionality as a key driver to business acquisition and retention. So you can see how keeping your existing customer on board (as well as acquiring new clients who have become dissatisfied with their current provider) is not only necessary for continued growth but makes for a much more powerful differentiator.

Managing engagement What can you do to increase customer success without being overbearing or an irritation to your customers? In my opinion there are two questions: where do you put your focus? And what practical things need to be in place to achieve this? The key take away is that you need to focus on your customers’ wants and needs, rather than just what’s good for you and your business. As your Customer Success strategy develops, your customers’ wants and needs will go hand in hand with your business goals. Additionally, there are two practical things your business needs to offer world class customer success regardless of the size of your business: (1) up to date and accurate data and (2) the technology to allow the outreach in the most appropriate way.

is super important. Similarly, having the technology to allow you to segment this data and then reach out with an appropriate message makes the whole process worthwhile for both parties.

What we do Looking at my own business, we have found that there are two key elements that really make up the foundation of what our customers are looking for in their relationship with us. First, if we get the onboarding right. If people learn how to use the system, feel confident with it early on, the conversations down the road become much more productive. This is because they are focusing on what the system can do for them, rather than how they can use it. The second thing we must get right is to offer a high level of accessibility to the team here in the office. That doesn’t just mean support, but also for consultative advice. They want us to react in a quick and reasonable way. These two elements always keep our customer engaged and help illustrate that we care about how they are using the system. To talk to a member of the OpenCRM team about how CRM software can benefit your business, call 01748 473000 or visit us at www.opencrm.co.uk

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

Put simply, having the data to allow you to segment your audience and make any communication meaningful and appropriate


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business support

february/march 2019 october/november 2019 business business edge edge

Online Dangerous Goods Training Are your staff involved in the transport of goods classed as dangerous by air, road, sea, rail, or inland waterway? Online courses available:

General Security Awareness Training (GSAT) EU and DfT legislation states that all airport staff requiring an airside staff pass must first complete a General Security Awareness Training (GSAT) course.

1 Introduction to Dangerous Goods by Air, Road, and Sea – overview for management and staff. 2 Dangerous Goods by Air for Cargo Staff and Airport Ground Handling Staff (ICAO/ IATA Cat. 4, 5, 7, 8, 9, 10, 12, 13 and 14) and staff of designated postal operators in categories b and c. 3 Dangerous Goods by Air for Passenger Handling Staff and Security Screeners (ICAO/IATA Categories 9, 12 and 15). 4 Dangerous Goods by Air for Flight Crew Members, Load Planners and Loadmasters (ICAO/IATA Cat. 10 and 16). EU and international legislation states that all staff directly or indirectly involved in the transport of goods classed as dangerous by air, road, sea, rail, or inland waterway, must receive training appropriate to their job. Choose FTA’s cost-effective Online Dangerous Goods training programme, aligned with UK CAA and EASA-OPS requirements.

5 Dangerous Goods by Air for Crew Members (other than flight crew). Book your course at onlinedangerousgoodstraining.com

FTA’s online GSAT course uses clear spoken language, pictures, text and videos, making it easily understood by second-language speakers. It features professional film sequences, taken at a major UK airport, and provides a glossary of abbreviations and technical terms.

Course coverage: The threat to aviation Security in the aviation industry The trainees role Recognising and reporting suspicious behaviour Access control and the screening point Book your course at www.gsattraining.net

Do you ship parcels? This is a big overhead and prices are going up and not down. A new approach is needed to reduce this cost, you need to speak to Parcel Club. info@parcel-club.co.uk | www.parcel-club.co.uk



business support

october/november february/march 2019 business edge

Tighter law for facial recognition? Should British companies adopt facial recognition technology to improve security, just when tougher legislation is being called for? MPs which is recommending that the Home Office apply for a legislative slot for the Bill in the next parliamentary session.

As businesses attempt to make their digital presence safer – to avoid attacks from hackers and to protect customers – one of the key technologies being considered is now facing serious questions.

The Neoface facial recognition system trialled by the police forces was supplied by NEC, a Japanese company that markets the same technology to retailers and casinos to spot regular customers – and to stadium and concert operators to scan crowds for potential troublemakers.

The House of Commons’ Science and Technology Committee has said the current lack of legislation calls into question the legal basis of recent trials. In a report on the Government’s approach to biometrics and forensics, the committee refers to automatic facial recognition testing carried out by the Metropolitan Police and South Wales Police. It says the evaluation of these trials has raised big questions about accuracy and bias.

Custody images The committee’s concerned that custody images of individuals not convicted of any crime aren’t being deleted and says the police should allocate more resources to ensure the comprehensive deletion of such images. It also says the government’s biometrics strategy is a missed opportunity and the

proposal to establish an oversight board, with no legal powers, is not good enough given the highly intrusive nature of facial recognition and other technologies. The government’s failure to turn the Forensic Science Regulator Bill into law is also unacceptable for the committee of


Gary Jowett, from Computer & Network Consultants in Brighton, said: “Facial recognition can play an important part in a range of security-related activities for UK companies but there’s no doubt its use needs to be subject to the appropriate legislation. It’s therefore a good idea to seek independent advice before committing any significant budget to its deployment because serious issues raised by the committee – such as which images should be retained – may lead to tighter legislation which could fundamentally affect the way your company uses the technology. Retention of the wrong images could put your business at risk of legal penalties in the future.”

ISO 9001:2015 & ISO 27001:2013 Certified


CNC provide the most comprehensive range of IT services in the South East including: – IT Support & Outsourcing

– Hosted Phones & Mobiles

– Internet Connectivity

– Security Services

– Installation & Infrastructure

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– IT Hardware & Software

– Disaster Recovery

– Cloud e-Mail Archiving

– Apple Support

– Mobile & Remote Access

– Virtualisation

– Off-Site Data Backup

– Office 365 & Azure

We would love to talk to you and offer a Complimentary systems & security 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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What do you want to do?

How will you know when you’ve reached it?

Is it in your power to accomplish it?

Can you realistically achieve it

When exactly do you want to accomplish it by?

Practical Compliance SMART Goals and Objectives When setting objectives for staff, managers are encouraged to use the acronym SMART: Specific, Measurable, Achievable, Realistic and Timebound. When advising your clients, can you apply the same principles? Here are some questions to ask your client to help bring their objectives to life.

Do you need by committing a smaller amount on a monthly basis and increasing savings over time?

Specific: What do you want to achieve or accomplish? Why do you want to achieve this objective? Who is involved in making this happen? Are there any barriers to prevent you from achieving the objective?

Measurable: How long will it take to achieve your objective? How will you monitor progress – how will you know if you are on track?

Achievable: Do you have the resources to commit to achieving this goal?

Realistic: Is the objective realistic compared to other commitments the client may have? Are they going to over-reach themselves by striving for this?

Timebound: This is set by the date your client wants to retire and will be linked to the questions about the timeframe being achievable and realistic. Your client wanting to retire at age 60 is simply timebound and a wish. By asking the questions above, you can turn a wish into a SMART objective.

your professional skills to help your client achieve his goal. SMART objectives will assist you write more meaningful financial plans for your clients. As Antoine de Saint-Exupery wrote:

“A goal without a plan is just a wish” How can we help Compliance Matters UK Limited offers cost effective and practical guidance in respect of governance, risk and compliance to firms regulated by the FCA. Contact us on 07768 422 213 or email ian@compliancematters.co.uk to discuss any needs you may have.

Your client’s age and other factors you will collect from your ‘know your client’ activity will tell you how achievable and realistic the objective is. You will then be able to use



inspirational leaders

february/march 2019 business edge october/november

A long haul approach Logistics firm DNA, provide delivery and storage services to businesses across the UK and Europe. Founded in 2006 with a single van, what began as a side-line soon grew into a dynamic business. Today, DNA has 50 employees, operates from three locations, with a fleet of over 50 vehicles and a warehouse exceeding 13,000 sq. ft. Each week, the dedicated team carry out over 2,000 deliveries or collections – with the same day service proving particularly popular. A broad range of organisations make up their customer base, from a government department to manufacturing, building and construction, fashion, banking and events companies. In this issue, founder Tony Bunn, reveals his approach to business and how best to lead a team. “The sheer graft involved in setting up a business is immense, but right from the start, my wife and I didn’t waver from the commitments we’d made to our customers. Never taking a customer for granted and treating all of our clients equally. Whether customers use our services once a year or many times a day, our dedication to providing an excellent service remains the same. “Delivering cost-effective logistics solutions for our clients is our aim. We’re not here to make a quick profit, we’re in the industry for the long haul, so we build long term relationships with our clients. Our first customer remains a client today. “Integral to customer service is good communication, even if things are not going according to plan, in fact especially when that’s the case, stay in touch and be open with your customers, as this builds trust. Be true to yourself and true to your customers. “When it comes to managing people, communication is crucial too, listen on all levels and don’t be afraid to ask questions. Understand that as people we are not all the same. Reward people’s efforts, understand their struggles and let them know their opinion counts. “Finding the right people to recruit can be a struggle, but once we do, we invest in people. We recognised a long time ago that the better we train our team, the better the business runs. That’s why we created a training centre within our warehouse at Crawley and why we’ve recently taken over Lancing Driver Training, so we can develop this further. “Bridging the skills gap has been a challenge at times, but investing in our employees has been the best way to address this, whilst they, in turn, appreciate our investment in them. “As a relatively small company, some of our staff are qualified for more than one role, giving us greater flexibility at busy times, with some of our office staff trained


Tony Bunn, Founder and Managing Director, DNA as forklift truck drivers, for example. This flexibility means we utilise our workforce better, improving our productivity and efficiency as a business.

we’ve just taken on a general manager to run the business day-to-day and it’s had a very positive effect, providing our team with additional support.

“Typically, we train employees in more than the vocational qualifications they require, giving them additional business training too. We empower our team to make decisions, which enhances customer service and tends to mean emerging problems are nipped in the bud.

“Over the last five years, the business has grown enormously as we’ve developed our services, beginning with deliveries, then offering storage facilities and joining the pallet network Palletforce. Moving forward, we’re looking at adding another operations site to our existing locations and all the time we continue to focus on quality of service too.”

“Sometimes when you’ve started a business, it can be difficult to delegate and to let go of aspects of running the business, but



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inspirational business matters leaders

february/march october/november december/january 2019 2019 2018 business business edge edge

Window on the retail world One business bucking the high street trend is Carters Domestic Appliances, a local, family-run business, with retail locations across Sussex. “We’re doing this because we enjoy it,” explains MD Robert Carter. “Originally, my brother and I set up Carters in 1991 in addition to my job as an accountant, but the shops soon became our main focus. Now six members of the family work here, along with our dedicated team, and there’s a great atmosphere. “Today, we have seven stores, including our warehouse outlet. The latter helps us maximise the retail space in our stores, cutting down on storage space, as well as offering an additional retail option. “Several factors are likely to have contributed to our expansion. Firstly, we sell products for which there is an established market. Many domestic appliances, even dishwashers are regarded as essential items which people use daily representing a significant investment to their home. “People take a considered approach to a purchase, preferring to see, touch and learn about an item before making a decision. The products we sell are all ones in which we have great faith and many of which we personally use in our homes. “Customer service is crucial. We have a great team here, who contribute enormously to the success of the business. Offering far more than a product, our sales team is enthusiastic and knowledgeable,

spending as much time as needed with our customers. Our service doesn’t stop at the till, we offer the whole package, from supplying an appliance to delivery, taking out old appliances and installing new ones. “Training is vital, so it’s something in which we invest considerably. We’ve found that people learn best in an informal atmosphere, so we prefer to stage regular in-house sessions with relevant manufacturers. This training ensures staff are capable of offering knowledgeable advice on specific benefits and features of models on sale. In addition to our in-house training, our team attends training with key manufacturers Bosch and Miele at various addresses in the UK so they know the products well. “As we carry a wide range of stock, we can usually deliver and install appliances in a very short time. Customers are advised of accurate delivery times if the item(s) needs to be ordered from our suppliers. As a major Euronics member we expect supplies at least three times a week as well as being able to offer goods at competitive prices. Other manufacturers can also deliver within a few days if in stock with them. “Our stock and deliveries computer systems allows us to select the best crew for any particular destination regardless of which Carters store it was ordered from.

This results in a seamless, efficient service benefiting the customer. We deliver free of charge anywhere in Sussex and parts of lower Surrey. We recently joined Trustpilot to assess our performance both in store and at our customers homes. In just 18 months we have gained a five-star rating and over 500 overwhelmingly positive reviews. Our website www.cartersdirect. co.uk is ecommerce enabled allowing on line sales and is considered an excellent tool for customers and staff alike to use various filters to assist in selecting the best model for individual needs. It is an excellent information portal. We like our stores to be highly visible on the high street. Lots of windows are important allowing people to see what’s for sale. Keeping shop windows looking eye-catching draws people into the store. Our new shop in Storrington is a good case in point, the corner site can be seen from several directions and given it’s close to a junction, lots of people pass by in cars and on foot. “Every month we review the business to assess performance of individual stores and the business as a whole. All businesses have their ups and downs, but we find having several stores helps to even things out overall and offers significant savings in important areas. www.cartersdirect.co.uk




october/november february/march 2019 business edge

Combatting Air Pollution on our streets – The Electric Way Air pollution is a major health risk to all and a particular concern for child health. All local authorities have a statutory role in assessing and improving local air quality. Phil Cottrell Managing Director of GCL Ltd

In Bath, a UNESCO World Heritage City, pollution levels regularly exceed EU legal limits by 50% or more and the area is projected to exceed national air quality objectives beyond 2021. Now is the time to act on air pollution caused by vehicles. In London thousands die prematurely each year because of long-term exposure to air pollution, while over 450 schools in the capital are in areas exceeding legal air quality levels. Every Londoner in the capital lives in an area exceeding World Health Organization guidelines for the most dangerous toxic particles. Around half of emissions from road transport are nitrogen oxides (NOx), which contribute to illegal levels of nitrogen dioxide (NO2), and particulate matter (PM). The ULEZ (Ultra Low Emission Zone) in London will help reduce these emissions, to

protect children from lung damage, reduce the risk of breathing illnesses and heart disease in adults, and improve the health of people exposed to the highest levels of pollution. Similar plans to combat air pollution are proposed in Bath. Since 2013 Brighton & Hove City Council has targeted government grants to roll out cleaner less polluting vehicle fleets. On the busiest bus lanes, this has helped to deliver a 25% reduction in roadside nitrogen dioxide and a 3µg/m3reduction in roadside levels of Particulate Matter (PM2.5).

OLEV – The Office for Low Emission Vehicles OLEV is a team working across UK government to support the early market for ultra-low emission vehicles (ULEV). It is providing over £900 million to position the UK at the global forefront of ULEV development, manufacture and use. This will contribute to economic growth and will help reduce greenhouse gas emissions and air pollution on our roads. All future new homes and offices built in the UK will have ULEV charge points installed as standard. From 1 July 2019, all charge points backed by the government Electric Vehicle Homecharge Scheme must have the ability to be remotely accessed and capable of receiving, interpreting and reacting to a signal. These ‘Smart’ charge points can be connected to your home WiFi to enable remote monitoring of the charging process. Smart charging can reduce high peaks of electricity demands, minimising the impact of electric vehicles on the electricity system – and crucially, keeping costs down for consumers by encouraging off-peak charging.



Being kind to the environment is also good for your budget – electricity is much cheaper than petrol or diesel, so your journey may cost less than a third of what it would in a combustion-engine car. And that’s before you take into account the fact that batteryelectric vehicles can also travel in the UK’s new and upcoming Clean Air Zones (e.g. ULEZ) – and London’s Congestion Zone – free. There are tax incentives, too. There’s a £3,500 plug-in car grant available, plus, for company car drivers, battery-electric cars are subject to a lower company car ‘Benefit in Kind’ tax, which is currently 16%, but drops to just 2% in 2020/2021. GCL Building Technologies are a fully qualified and approved installer of electric vehicle charging units, ensuring you receive a reliable and safe charging point. We can install fully compliant charging units in a variety of locations, at the office or at home. You will require an electrical contractor that is conversant with the necessary legal requirements of providing safe and reliable electric vehicle charging units. The qualified engineers at GCL carry out expert installations so you can help achieve your sustainability goals. To find out more about how GCL can help you introduce electrical vehicle charging installations to your premises today contact us now: London: 020 3906 6070 or Kent: 01892 576 950 or email us at sales@gcl. uk.com for more information.

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february/march 2019 october/november 2019 business business edge edge

WANT TO BUILD A STRONG WORKFORCE? Apprenticeships are a cost effective way to help you build a motivated, skilled and qualified workforce. You can use an apprenticeship to train both new and existing staff across a range of sectors including accounting, human resources, business administration, finance and management. To find out more please contact us:

Crawley College Call 01293 442333 Email employers@crawley.ac.uk

Chichester College Call 01243 812948 Email business@chichester.ac.uk

! e v i t s e F t Ge with

Get Festive for Chestnut Tree House and make a real difference to local children with life-shortening conditions and their families this Christmas.

On Friday 13 December 2019 we are asking you to show your support for Chestnut Tree House by organising some festive fun! (Please feel free to choose an alternative day to Get Festive for Chestnut Tree House if you wish)

For more information, or to sign up and receive your free Christmas fundraising ideas pack, please get in touch.

www.chestnut-tree-house.org.uk/getfestive corporate@chestnut-tree-house.org.uk 01903 871838 | 01323 725095 #GetFestiveCTH


Registered charity number: 256789 © Snowman Enterprises Limited 2019 THE SNOWMAN™ Snowman Enterprises Limited


Are you on a mission to be the best you can be? We provide business developing clean and green products and services with:

Access to university expertise and facilities Advice on commercialising ideas Support getting investment ready Clean Growth UK is a university partnership helping develop robust, future-proof businesses that minimise their impact on the environment. Find out more


Funded by

A partnership between


february/march 2019 october/november 2019 business business edge edge

Waste not, want not. Take care of the pennies and the pounds will look after themselves. A stitch in time saves nine. Introducing the Green Growth Platform’s Clean Growth Innovation workshops. A lot of what we need to do today to tackle climate change harks back to how we used to live. We took care of the resources we had, were careful not to waste things and repaired rather than replaced. As we enter an era when helping to protect the planet for future generations is a mainstream issue, it’s becoming essential for businesses to show that they’re doing their bit. A 2018 survey by global insights company Nielsen found that 81% of people around the world feel strongly that companies should help improve the environment. The University of Brighton’s Green Growth Platform is well known locally for supporting

“I believe business has an enormous innovative capacity to tackle all the environmental and social challenges we face” Mike Barry, Head of Sustainable Business, Marks and Spencer

businesses across the South East to develop and commercialise environmental products and services, and find ways to green up their operations. This autumn, the Platform is offering another addition of Clean Growth Innovation, its free two-day workshop run in partnership with Sussex Chamber of Commerce. The workshop is aimed at businesses that have high energy bills and some kind of production or process in their business. It will help participants understand how to reduce costs and environmental impact by being smarter with energy usage and exploring innovative ways of automating processes.

Your bottom line and your sustainability Businesses will spend two days identifying where they can improve efficiency and save energy, and learning about the methods and latest technologies that will make the biggest impact to their bottom line and their sustainability. Also on offer is a free 1-2-1 follow-up with trainer Ian Trow, MD of Energy and Automation, and support from the University of Brighton’s Green Growth

Platform to help take any innovative energy saving projects forward.

How other businesses have benefitted Previous attendees at the workshop include: A pharmaceutical company that will be carrying out a site assessment for solar photovoltaic energy generation and exploring the use of Internet of Things and analytics to improve production efficiencies. A waste company that will be going forward with a site assessment to look at the potential use of a high efficiency motor for energy savings. A manufacturing company that will be taking forward work around data analytics and diagnostics, to improve production efficiencies. The free two day workshop is taking place on 7 November and 5 December at the Aldingbourne Trust near Chichester. The Green Growth Platform is the South East Hub of Clean Growth UK, a national university-led network of environmentallyfocused businesses. Find out more about the free workshop and how to book on at www.clean-growth.uk/events.



big interview

october/november february/march 2019 business edge

Beyond built infrastructure Major infrastructure in the water sector is undergoing a seismic change, no longer is it just about building massive structures with block, steel and glass but more about using the whole landscape to optimise our networks. Ian McAulay CEO Southern Water

For an environmental engineer such as myself these are exciting times indeed. Southern Water has more than 14,000 km of pipeline and hundreds of water treatment works, pumping stations and 365 wastewater treatment sites at the same time as we are planning for a future which faces the challenges of climate change, less water and more people. We have to keep up. For example in Chichester we’re involved in a key project to allow the continued expansion of that vibrant fast-growing area [See Box]. Last year we spent £442.2 million on building and maintaining our physical infrastructure. And based on our annual report’s value of our assets this year of £6,126 million, a rough estimate for the replacement cost for our assets would be around £60 billion. However, this only acknowledges one aspect - the cost. We need to look at the


whole value of our infrastructure and how we can create an environment which ensures the resilience of water resources across Sussex and the wider region from Thanet in the north east of Kent to the Isle of Wight. Over the coming years our region faces the challenges of increasing population and changing climate. We now have the means to understand what the water resources challenge for the next 80 years might look like – well beyond the traditional life cycle of built assets. So we are now looking at our systems and networks from a new angle. We recognise the precious environmental capital that our physical infrastructure sits within and exists to protect. From the Weald to the South Downs National Park and to our precious coastline, the environment is not just beautiful but of enormous economic value to the region. Tourism is worth £1.6 billion a year to Brighton and a key attraction is the ‘excellent’ quality bathing water. I chair the infrastructure panel for the Greater Brighton Economic Board – our goal is to deliver sustainable, clean economic growth for the wider Greater Brighton region. Investment in our natural


capital is now a key part of how I see our infrastructure – and for entirely pragmatic reasons. Sir James Bevan, Chief Executive of the Environment Agency, said earlier this year that the UK and especially our region faces ‘the jaws of death’ – climate change and increasing population. Those two pressures mean we all have to use less water and our Target 100 programme aims to help our customers reduce their average daily use from 129 litres a day to 100 by 2040. We’ll achieve this through a combination of smart metering and behaviour change tactics to support people to reduce their use. We also need to ensure our water resources are as resilient as possible, we’re a founding member of the Water Resources in the South East group which is focussed on coordinating our research and planning how we can ensure that we are as connected as possible through our networks and working collaboratively. This includes coordinating the development of a regional water plan, looking holistically at the area’s water needs; and identifying what ambitious, innovative action is needed to help make us more resilient to drier weather.

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business big interview matters

february/march october/november december/january 2019 2019 2018 business business edge edge

Meanwhile we’re investing almost £20 million a year to cut leakage. Our figures are already near the top of the industry league but we can’t ask customers to be more efficient if we aren’t doing our part. Part of the investment is ‘boots on the ground’ find and fix teams but technology plays a key role. We are installing thousands of acoustic loggers which listen to our water network and locate by sonic signature the telltale sound of a leak which could become a burst. We’re also using new software systems and training more data technicians so we can make the best use of what our network is telling us through telemetry. There is another side to environmental investment. We’re working on schemes to incentivise farmers to harvest rain for us – create wetlands which will hold water in the land and allow the chalk aquifers deep beneath Sussex to refill. Working to reduce the nitrates and phosphates in ground water has a dual benefit. These fertilisers do long term damage to rivers and at the same time nitrates must be removed from drinking water for health reasons. In partnership with the South Downs National Park, the Environment Agency and growing numbers of local farmers, our Brighton Chalk Management Partnership encourages the planting of nitrate-fixing cover crops after harvest which reduces run off, protecting

rivers and improving the resources we draw on for drinking water. We are also making massive ‘infrastructure’ investments in our rivers. We’re improving 537km of river water quality and 1459 hectares of designated sites, such as SSSIs, through one of our largest ever environmental programmes, split into 12

sub-programmes such as phosphorous removal - total £503m allowed at the Draft Determination. This may not be classic concrete and steel infrastructure but it will benefit the environment as well as making it easier for us to ensure we have resilient water resources for the challenging future we face.

Supporting the growing economy of Sussex and the South East region does require investment in concrete and steel infrastructure. Chichester is just one of many parts of the county where new developments are being built to house the ever growing population. We’re laying more than 10 kilometres of new sewer pipeline across the Chichester area and investing £22 million to help protect the city’s infrastructure and the environment. It is our legal obligation to connect new developments to the sewer when requested by a developer. Although the current network is working well as it should, future growth and developments mean we have to invest to produce a sewer network that is fit for purpose. Before we started work, we spent time surveying the new pipeline route and discovering artefacts dating back thousands of years, some as far as 3,500 BC, which isn’t surprising given the city’s rich history. We’ve been grateful to have already had conversations with local residents, councillors, businesses and invited everyone to find out more about the new Chichester pipeline last September. We received lots of feedback, both positive and negative, which has been incredibly useful for us in finalising our plans.

Our work on the ground has already started to the east of Chichester. The work will gradually move across the north of the city before heading west, as we make the final agreements needed with the developer. The 10km sewer pipeline will connect to our upgraded Tangmere Wastewater Treatment Works, and will include three new pumping stations. These will be based in the west and east of the city, with one close to the Tangmere Military Aviation Museum. These pumping stations however will be largely below ground. For those more interested in the technical side, the pipeline will be a maximum of 315mm in diameter. We hope to be completing this scheme by the summer of 2021, where remedial works and returning the area to its original state will need to take place. We’ll always try to minimise any noise and traffic disruption where possible and look forward to delivering the vital infrastructure needed to help Chichester thrive and grow in the future.



cover feature

october/november february/march 2019 business edge

Brexit – Sussex Chamber your first point of call for assistance Sussex Chamber of Commerce, working closely with the British Chambers of Commerce (BCC) is your first point of contact to understand how Brexit is going to impact your business.



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business covermatters feature

february/march october/november december/january 2019 2019 2018 business business edge edge

Sussex Chamber has numerous resources available for companies to help them become aware of all the key issues that could, and in many instances will, affect their business. Please visit our website to see our constantly updated information resources. Resources include:

Business Brexit Checklist This checklist has been created to help you consider the changes that Brexit may bring to your firm, and to help business planning at both operational and Board levels. While not all issues will affect all business, almost all businesses will be affected in some way – find out what you will need to take into consideration and where you need to take action now. Topics include: Workforce Cross-Border Trade Taxation / Insurance Currency / Intellectual Property / Contracts Regulatory Compliance / Data Protection / Accounting This resource is continuously and rigorously reviewed by the BCC. An example from the document, with reference to Insurance: If you are a business that is stockpiling: have you checked with your insurer or insurance advisor on whether you are still fully insured? If you are temporarily storing additional stock or raw materials off site in a warehouse, check the cover under your commercial policy, and the extent of any cover provided by the warehouse firm. An additional range of advice is also available that is specific to your particular sector – please follow the links within the document itself.

Business Brexit Awareness BootCamps – preparing you for all outcomes Why is this needed? The British Chambers of Commerce network survey of over 1,500 firms from across the country, carried out in July, found that twofifths (41%) of UK businesses have not done a Brexit risk assessment. Those that trade internationally (63%) are far more likely to have carried out a risk assessment on the impact of Brexit to their business than their counterparts that trade in the UK only (35%). In addition to this, further feedback received directly from our businesses identified a reluctance to spend too much time on planning for the unknown.

What the Chamber network is demanding – The Business Brexit Risk Register Businesses are looking to the new Prime Minister to take swift and tangible steps to inject momentum and confidence into the UK economy. Unless decisive action is taken, we believe the UK economy will remain locked onto a low-growth trajectory. Firms want to see concrete and deliverable plans to tackle barriers to growth here at home, boosting the UK’s global reputation as the place to invest and trade. But most importantly, they want the incoming government to go all out to avoid a messy and disorderly Brexit, which would bring pain and disruption to communities and businesses across the UK. When business thrives, people and communities thrive too. The Business Brexit Risk Register - Please take your time to review the current state of progress on a range of 24 businesscritical questions being asked on Brexit by businesses across the UK. These are the issues the BCC is actively lobbying for clarity on. There have already been some successes; for example, in the event of a no deal, the UK will introduce postponed accounting – the same system that is currently in place for intra-EU trade. Without this intervention and the implementation of this measure, businesses would have suffered an increased cash-flow burden in the event of a No-Deal. The representation by the Chamber network has provided much needed certainty on this critical business area.

We want to hear from you! To raise any business concerns regarding Brexit please email: info@sussexchamberofcommerce.co.uk Please begin the subject of the email with BREXIT. Your inputs will be forwarded to the BCC and will add weight to their lobbying activities. We represent your interests – let us know your issues!

Resources You will find the following on our website (see link below) Business Brexit Checklist The Business Brexit Risk Register

Business Brexit Awareness Boot-Camps Over the month of October a series of awareness boot-camps will be held across Sussex to address the many questions businesses are asking. We’ll have on hand experts from a variety of specialist fields to answer your questions. The dates are available on our website: www.sussexchamberofcommerce.co.uk These events will be a collaborative approach with the Local Enterprise Partnerships, County, District and Borough Councils, Town Chambers, other business organisations, local professional firms and experts. These practical workshops are a part of a series of Sussex Chamber events to help ALL businesses prepare for Brexit All Events are FREE for any company – member or non-member 7th October Worthing – Field Place 14th October Uckfield – East Sussex National Resort 18th October Hastings – The Sussex Exchange 21st October Manor Royal – Freedom Works 29th October Brighton – Hotel Mercure Times vary – please see our website for further details Join us to learn and leave the event with information and advice: Brexit checklist to help you plan Cross border trade, documentation Impact to supply chains & your customers Changes to people, workforce & immigration How to treat personal data, e-commerce Changes to regulations, contracts, legal, tax & VAT

Brexit: Key unanswered questions for a ‘no-deal’ scenario Brexit Agreement FAQs Prepare your business for any changes to receiving personal data from the EU www.sussexchamberofcommerce.co.uk The Government has also launched a new hub for no deal Brexit information. It has dedicated sections for businesses, individuals, UK nationals in the EU and EU nationals in the UK. www.gov.uk/get-ready-brexit-check



business matters advertorial

october/november december/january february/march 2019 business edge

Take your company to another level through the Coast to Capital Growth Grant Programme 2019-2020 Designed to stimulate capital investment to help businesses innovate and improve productivity, successfully applying for a Coast to Capital Growth Grant could make your business fly. This is particularly relevant at this time with many businesses being cautious about expanding their operation in the build up to Brexit on 31 October 2019 and the following months. £3.5m of funding is available to apply for now to fund capital projects between £40k and £170k. These are match-funded grants with the split of funding up to 40% grant and the remainder funded by you. You’ll need to be able to fund your project short-term as the grants are paid following monitoring and return of the claim document. Growth Grants can be used to introduce innovations demonstrating a clear boost to productivity, profits and business growth. You must evidence exhaustion of all other funding channels including your bank.


and well-connected region. Since 2012, we’ve invested over £300m of public money in making our local economy ready for the future. We believe in this region and we know that, working together, there’s nothing we can’t achieve.

How we helped one company GB Electronics is a successful design and manufacturing company using cutting-edge technology. After a major acquisition, there was little capital left but they needed to improve productivity and production.

If you are an established and growing SME based in the Coast to Capital area, you could be eligible, particularly companies within our growth sectors (excluding retail and wholesale).

Mark Bullen, GBE’s Managing Director, approached Coast to Capital Growth Hub. We sent one of our Account Managers to work with Mark, using our dynamic diagnostic mapping tool on the business.

As one of 38 Local Enterprise Partnerships across England, we provide strategic leadership, driving economic growth and sustainable success of our beautiful, vibrant,

“It was like having an expert non-executive director asking us searching questions, making us find answers and justify them.


We were challenged on assumptions about our business and given vital feedback,” said Mark Bullen. “Because of Coast to Capital we completed our productivity plan three years ahead of schedule, created new jobs and hope to exceed our growth target of a 40% increase in turnover within three years. I recommend you look into this fantastic opportunity right now!” If you need to bridge a funding gap, bring forward or enable an innovative project, this could be for you. For more information and to see if you’re eligible, see www.coast2capital.org.uk/growth-grant or call 01293 305965.

tel: 01444 259 259

A SMART, CONTEMPORARY MUSIC AND CORPORATE VENUE ON THE SOUTH COAST CityCoast Centre has an established reputation for delivering exceptional m u s i c a n d c o r p o r a t e e v e n t s . Th i s Impressive, contemporary and stylish venue offers 5 flexible spaces including 2 stages for 50 - 900 guests. Each space being highly adaptable, allowing complete freedom to shape and brand individual events. With excellent transport links, CityCoast Centre is fully equipped to cater for all business and performance requirements. From conferences to productions, awards evenings to live concerts; our exceptional, skilled and experienced Events Team provide an outstanding service ensuring guests enjoy a truly premium experience, creating events that are as memorable as they are productive. P r o f e s s i o n a l , co m p o s e d a n d g o o d humoured, our Tech Team ensure smooth running delivering on any last minute requests with patience and competence; all staff are trained in elegant troubleshooting.

CityCoast Centre of fers catering designed around the requirements of each client allowing a bespoke and exciting approach to a breakfast, brunch, lunch or evening event, from eclectic graze boards to tapas, high tea to full english breakfast and everything in between, the perfect accompaniment can be effortlessly organised. Book your next exceptional and beautifully managed event at hello@citycoastcentre.co.uk or call 01273 433 433

business matters

october/november december/january february/march 2019 business edge

Entrepreneurial initiative celebrating tenth year of working with young business talent The entrepreneurial initiative, Young Start-up Talent (YST), now in its tenth year of helping local young business minds is once again on the look-out for those aged 16-25 with drive and passion to develop their business ideas. Over the years, the entrepreneurial initiative has worked with hundreds of enthusiastic youngsters from across the South East with many starting their businesses and now employing others across the region and beyond. Ana Christie, CEO of the Sussex Chamber of Commerce and judge for the initiative, commented on the process; “It’s brilliant to see how the candidates develop through the process and how they take on board all our advice moving forward”. Earlier this year the initiative worked with William Venner – one of the youngest contestants during 2019 at aged just 17, who first started his business GMod Admin Suite at just 14 years old and continued to be highly successful to grow the business to currently 800 customers in over 100 countries. GMod Admin Suite is an online administrative gaming software business that William has developed through a wellknown video game called Garry’s Mod. Since impressing the judges and local business professionals involved in the project, William has since turned 18, completed his A levels (gained A*AA), being offered a place at Sussex University, received a cash prize fund to help develop his business, regular mentoring sessions, help with his financials plus a summer paid internship at one of the initiatives long term sponsors of the initiative, Thales UK in


Manor Royal in addition to continuing to run his own business. William had wowed the YST team throughout the process with his professionalism, drive and enthusiasm. Dave Kickham Vice Principal at Thales UK and judge for the entrepreneurial initiative saw the potential in William and his incredible software skills – William has since been working on real live projects at Thales where the team have been impressed and since extended his contract. William commented “I thoroughly enjoyed the YST process and have learnt so much already, in addition to the amazing opportunities offered - it has been life changing.” The team are now out and about looking for their next round of young entrepreneurs. Are you or do you know a 16-25-year-old who has the next big idea? Or simply one that could change the future? Then what are you waiting for? Young Start-up Talent is looking for young entrepreneurs with a passion for business and the drive to run their own company, whatever that may be. A prize fund of carefully selected business products and services donated by both local and national businesses is on offer that will help kickstart a business. Entrants can apply as an individual, or as part of a group of up to five people.


The closing date for applications is 23rd December 2019. All successful candidates will then be contacted via email with a workshop programme. But remember, it’s not just about the prize fund. Once accepted onto the process, our candidates can meet a huge range of business individuals that will help build up a network to help develop their business. With further opportunities offered to those that stand out and impress, with some being offered internships, mentoring and advice to progress their business along the way. With Global Entrepreneurship Week (GEW) fast approaching, now is the perfect time to enter. Lorraine Nugent – Director and Co-Founder of the entrepreneurial initiative said; “Each year we see a diverse range of businesses – ranging from technology to clothing to cosmetics and well-being to name but a few. It’s always exciting to see what new ideas are put forward each year, we are never disappointed with the entrepreneurial talent. The team are really looking forward to meeting and working with this years’ candidates.” Apply or nominate a local young entrepreneur now at www.youngstartuptalent.co.uk/enter/ or contact us to find out more information on: admin@youngstartuptalent.co.uk. We look forward to hearing from you!

tel: 01444 259 259

business matters brexit

february/march october/november december/january 2019 2019 2018 business business edge edge

Brexit – Are you ready to carry on Importing/Exporting? South London Export Club was launched in 1998 at Nestle’s HQ in Croydon by Trevor Baylis - inventor of many products including the clockwork radio. Bryan Treherne Founder South London Export Club

South London Export Club has continued to meet in and around South London some ten times a year and helped many individuals, sole traders, small and large companies into markets around the world - its policy that it should be a "two way street" has ensured that all importers receive the same help and assistance. With our impending departure from the EU this will change most businesses of every size and sector. Lots of companies are already planning for the opportunities and challenges and a Brexit "health check" could bring real dividends in the future. Make sure you have an EORI number which is 12 digits long and if registered for VAT will have that VAT included. You can obtain this number in a few minutes 030 032227 967 Have your HS Codes (international classification system) for your products and check the impact of EU MFN (Most Favoured Nation) on your cost basis. Most countries have a limit on the value of goods that you can bring in duty free. ATA Carnets will allow you to avoid paying duty on goods you bring in temporarily for business reasons such as samples to show at trade fairs or sales meetings, publicity materials, recorded film and audio, equipment you need for work; laptops, cameras, sound equipment and goods for educational, scientific or cultural purposes, personal effects and sports goods - talk to Sussex Chamber’s documentation department in Burgess Hill. Ensure your IT system can handle the extra data that will be required and ensure you have "fire walls" because there are "people" out there waiting to take your data and try to make money out of it. Talk regularly to your supply chain and keep them up to date with any changes required with documentation. Consider using customs procedures which include customs warehousing, inward

Bryan Treherne M B E photos courtesy of: Gareth Curtis Photography processing, temporary permission and authorised use. Look at the Coast 2 Capital web site www.coast2capital.org.uk - it has lots of data on Brexit and includes many links to suitable web sites. Check your Intellectual Property (IP) situation and ensure you are covered for the countries you wish to do business with, otherwise you may find someone using your domain to run their business Decide if you want to complete documentation yourself to move items in and out of the UK or get a specialist Freight Forwarder - there are some really excellent ones, members of this Chamber.

Look for new opportunities using the alerts on the Department of International Trade (DIT) web site ‘Exporting is Great’ www.great.gov.uk Enjoy Importing and Exporting, I have been involved for over 50 years and now have friends in many countries worldwide. Our next meeting is being held on the 14th September. A short ride on the tram from East Croydon station, please join us. South London Export Club meetings: Weatherill House New South Quarter 23 Whitestone Way Croydon, CR0 4WF



business support matters

october/november december/january february/march 2019 business edge

All taste, no waste: making more of surplus food Our business partnerships are a key strategic priority, with the objective of building collaborative relationships with organisations locally, nationally and internationally. Recently we’ve been working with a local social enterprise, the Real Junk Food Project Brighton. The Real Junk Food Project Brighton aims to intercept wasted food that’s headed for landfill and use it instead to feed people who need it, on a ‘pay as you feel’ basis. It has pop-up cafes across Brighton, run by volunteers, and feeds hundreds of people every week.

The students were tasked with gathering data about a number of aspects of the business: how to quantify its social impact, the economic stability of the ‘pay as you feel’ pricing model, and an analysis of the The Real Junk Food Project Brighton’s support networks.

The opportunity to partner with The Real Junk Food Project Brighton came about after it sought help with some business research: collecting and analysing data on specific aspects of their operation to gather the information needed for future funding bids and grant applications.

This was a fantastic opportunity for our students to gain hands-on experience of the social enterprise sector – in fact, they volunteered there in order to get a feel for the business – and the research they did counted towards a module of their degree. We’re in the process of reporting back our findings to the team at the Real Junk Food Project Brighton, and we look forward to continuing our working relationship with them.

Initially, a senior Business School researcher from our entrepreneurship group met with the team to scope out their needs, then appointed three Business School students to carry out the work.

Get in touch At the University of Sussex Business School, we welcome every opportunity to engage with businesses. We work with private, public and third sector organisations in a variety of ways, such as offering access to our research expertise and connecting our talented students and graduates to employers. Find out more about how we can help your business at www.sussex.ac.uk/ business/services or contact our Business Engagement Manager, Caroline Ward (caroline.ward@sussex.ac.uk)

Celebrate Christmas with your team Festive Fun Raceday – Monday 2nd December

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ADVANCE GRANDSTAND & PADDOCK Group Tickets (10+): £14

Book now to avoid disappointment!


Tel. 01273 890383 | racing@plumptonracecourse.co.uk | www.plumptonracecourse.co.uk

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15/08/2019 13:29

tel: 01444 259 259

february/march october/november december/january 2019 2019 2018 business business edge edge

research business & development matters

The cleantech Economy New economic growth need not be at the expense of the environment, if we embrace new technology as the solution rather than the problem Tim Walsh Regional Director RandDTax

For UK industries, clean growth represents a truly global economic opportunity. Key to the success of UK technology companies, so far, has been early adoption or being the first mover on cleantech products, with offshore windfarms and electric car production as leading examples. The evidence is clear; currently the UK is the biggest user of offshore windfarms in the world, which has led to a rapid growth in exports of related technologies. The UK also produces roughly 1 in 4 electric cars used in the EU. The key to the success of both these industries has been government support during the initial stages of development. Government commitment to renewable resources has given invaluable breathing space to fledging technology companies and has rewarded risk taking in the research and development process. By making mistakes and developing solutions early on, UK tech companies have gained valuable intellectual property and built essential capacity, giving us the jump on other competing countries. Part of the wide range of incentives offered by the government for risk taking is R&D tax relief, which significantly reduces corporation tax for all costs associated with the R&D process (or will give an immediate cash credit for loss making companies). While tax breaks on cutting-edge

development activities are offered across all industries, it is undoubtedly proving essential for startup cleantech companies as they try to establish themselves in the market. It is also a lynchpin for wellestablished tech giants who are committed to transforming their underlying energy usage, as well as developing their own alternative carbon-neutral solutions. While there are countless areas of clean growth benefiting from R&D tax relief, we can see some notable successes. Modular housing, i.e. building housing in prefab “blocks” in factories and then constructing them Lego-style on site, reduces labour and energy costs by up to 50% and is set to reach 1.1m units worldwide by 2020. Latin America, The Middle East and Africa, and most importantly the Asia-Pacific, are predicted to be the major growth regions, making the design of modular housing units a truly global economic opportunity. In this sector the UK industry and local government are looking to reach major milestones, such as the proposed 101 George Street building in Croydon, which at 38 and 44 stories high will be the tallest prefab buildings in the world, with a staggering 546 housing units in each building. This is only slightly terrifying, yet such is the brave new world we live in. Another notable public/private collaboration is Worthing Council’s decision to work with IKEA to produce a swathe of housing on the West Sussex coastline. Given the size of the players involved, the success of this particular project will no doubt be heavily scrutinised, and one key to its success will be the application of cutting-edge

innovation. This makes R&D tax relief an essential financial incentive for investment in activities that might otherwise be deemed too risky. As we know, risk and reward are two sides of the same coin. Another case study worth noting is the once unexciting world of waste management. Now that recycling is an established ritual in almost every UK home, and is a wide-spread practice across all industries, attention has turned to other complementary technology. Gasifiers, for example, that incinerate waste (or more accurately turn waste to gas, then burn it) can turn non-recyclable materials into electricity that goes back into the national grid, with as little as 10% carbon waste. There is a vision within the industry of gasifiers being installed on every street corner, creating a perfect blend of cuttingedge technology and localisation. There is no single solution to what is now being legitimately described as the “climate crisis” and a range of technological solutions will be required in an economic environment beset by unknowns and uncertainties. The choice is really rather simple; the UK can either lead the way and experience a new, ethical form of economic growth, or become a secondary actor buffeted by events that are out of our control. Given this choice, government support for early adopters, as well as incentives for R&D, will be an essential component in the drive for clean growth. Tim Walsh is the Regional Director of RandDTax, a national firm of Research and Development tax specialists.



business support matters

october/november december/january february/march 2019 business edge

Burgess Hill based PDP Services has recently completed another Solar PV install on a commercial roof space. The installation is on the roof of Bluelite Graphics Ltd premises, also in Burgess Hill. PDP is a leading commercial Solar PV installer, specialising in both small and large solar installations. PDP has been installing solar PV systems on various types of properties for over ten years including warehouses, schools and solar farms. Bluelite Graphics specialise in vehicle livery to the emergency services, fleet wrapping and premise signs. Steve Avery, Director at Bluelite Graphics, approached PDP Services after seeing the solar installation on PDP’s new premises and was interested in how they could produce their own electricity and reduce their carbon footprint. Steve said ‘Having won the BHPA Eco Warrior Award the company wanted to look further into generating its own electricity and approached PDP services for information on Solar Panels. Their knowledge and expertise in this product is vast, and having had the roof covered in panels we have benefited from a saving of over 50% of our energy costs in the first month. Bluelite has been very impressed with the level of service that PDP gave

us, they have been very professional and efficient through the whole process and would have no hesitation in recommending them.’ Mark Marchant, PDP’s Solar Manager comments ‘The case for businesses to invest in their own Solar PV system has never been stronger. Of course there are the considerable financial savings, but other benefits include a greatly reduced carbon footprint, energy security and of course the public perception of the company.’ The system installed for Bluelite Graphics will generate approximately 24,000 kWh of electricity per year. Half of this will be used by Bluelite with the other half being exported back to the grid. The expected payback period is 11 years. PDP Services provide renewable energy services including solar thermal (hot water), air source heat pumps (ASHP), ground source heat pumps (GSHP), biomass boilers, rainwater harvesting, wind turbines and electric vehicle charging. PDP is an MCS

Approved Installer, member of Trustmark, HIES Accredited member and NICEIC Approved Contractor. PDP is offering all members of the Sussex Chamber of Commerce a FREE Solar PV consultation. For more information call 01444 480444 or email Mark Marchant mark@pdp.services.


Reduced energy bills Sell excess electricity back to your supplier Highest efficiency MCS approved panels Clean, green energy Low maintenance costs Friendly & professional service MCS Approved Installer

PDP is a leading commercial Solar PV installer, specialising in both small and large solar installa ons. PDP has been installing solar PV systems on various types of proper es for over ten years, including warehouses, schools and solar farms. PDP is offering all members of the Sussex Chamber of Commerce a FREE Solar PV consulta on. Call 01444 480444 or email Mark Marchant - mark@pdp.services. PDP Services Ltd are certified to install the following technologies: Air Source Heat Pumps Exhaust Air Heat Pumps Solar Photovoltaics Solar Thermal

01444 480444 info@pdp.services www.pdp.services




tel: 01444 259 259

february/march 2019 october/november 2019 business business edge edge

business support

Is getting palletised freight to your customers in a cost-effective, timely and reliable way critical to your business? If it is, think RT Page. We’ll ensure your goods are always where they need to be when they need to be there. • Here at RT Page and Sons Ltd we are proud to be working in partnership with THE Pallet Network (TPN) to provide a sector leading palletised goods collection and delivery service. • Our stellar customer service, unrivalled postcode coverage, competitive rates and real-time tracking technology means that you can rest assured knowing that your goods are in the safest possible hands at every stage of their journey. Call us now on 01903 736300 to speak to Naomi, our Pallet Network Manager, and find out how we can service your pallet transport needs – however challenging they might be.Alternatively email naomihorne@rtpage.co.uk for expert advice or further information.

RT Page and Sons Ltd – Modern delivery with traditional values.



skills development

october/november february/march 2019 business edge

Skills for the future Stephen Burkes, Director of Sussex Skills Solutions, looks at new skills initiatives to help people upskill and train for the workplace. Stephen Burkes Director Sussex Skills Solutions

The world of work is constantly changing. Over the past few years there have been rapid advances in technology that help workers to become more efficient. Brand new job roles that didn’t exist ten years ago, have been created and are now some of the most sought-after careers. Employment rates are also on the increase in the UK. Records show that the estimated 76.1% (April to June) is the joint highest since records began in 1971. All pretty positive stuff. To help boost the employment rate even further, Sussex Skills Solutions, the apprenticeship and training arm of East Sussex College, has developed a range of new courses to give adults access to new skills, getting them ready for work. ‘Skills for the Future’ was launched in June 2019 and has been backed by the Secretary of State for Work and Pensions, Amber Rudd. Speaking as a keynote speaker at the launch event, Amber Rudd said that the initiative was “a really good example of private and public sector partnerships” and provides adults with good opportunities to get their foot in the door with employers. The new courses are built around three core elements: knowledge, skills, and behaviours. Stephen Burkes said: “We have developed four new courses in collaboration with a number of local employers to help


learners acquire the knowledge, skills, and behaviours they need to find or get themselves back into work. Our courses will utilise the East Sussex College facilities, teach them all about the world of work they are entering into; they’ll be able to develop the skills they need to gain entry into that chosen area of work; and they will be able to develop the behavioural qualities employers are looking for in an employee.” Depending on an individual’s aims, goals, and aspirations, there are four pathways available. Insight programme: The Insight programme has been designed to give adults the opportunity to try their hand at a number of different skills in a range of industries such as construction, digital, cooking, and motor vehicle. It is perfect if they are unsure of the industry they’d like to work in, have been out of work for sometime and need to build confidence. Inside track programme: The Inside Track programme has been designed to boost English, maths and ICT functional skills qualifications to help learners to progress onto college or university courses. It is perfect if they are looking to retrain in a new career. Sprint programme: The Sprint programme is run in partnership with Sussex Skills Solutions’ extensive network of employers and has been designed to give adults a three-week intensive ‘work academy’. They will be able to gain bespoke employability skills in a number of areas such as construction, hospitality, creative and digital, retail, security, and social care. Eclipse programme: The Eclipse programme has been designed to help


adults source flexible working to allow them to have a career that fits around their other commitments, such as caring for others. It can also help adults enter into the gig economy or support them in becoming self employed. Stephen continued: “Our research has told us that one size doesn’t fit all, which is why we have created four different course options. We will help guide learners to make the right choice that will support their goal to find a new career. “Another thing that makes these courses so attractive is that they are funded through the Education & Skills Funding Agency and are free for learners who are unemployed or earning less than £16k per annum.” Amber concluded: “The initiative is making sure adults are ready for the changing world of work by addressing the difficulties that people sometimes have in keeping up with the workforce. “I value the emphasis that Sussex Skills Solutions have placed on addressing anxiety and teaching resilience. It’s an approach that people from all walks of life can benefit from. Appreciating that your first job may not be your best job or even your dream job - but it’s a start.” The courses have various start dates throughout the year and last no longer than three months.


tel: 01444 259 259

business matters

february/march october/november december/january 2019 2019 2018 business business edge edge

A Guide to Business Translations What you need to think about when buying translations, and how to save yourself time and money, improve your reputation, and increase business. Julie Roff Managing Director ABC Translations

Firstly, you should think about the translation process as early as possible, preferably before you create the original documents. If you have a print or publication deadline, allow time for the translation to be done. It sounds obvious, but often gets overlooked, and to show your company in the best light, you should allow your translator sufficient time to produce a text that does your products and services justice. Once you’ve planned out your timeline, you need to think about the documents themselves. Quite simply, the fewer words there are, the cheaper the translation will be. Therefore: Where possible, use graphics for instructions rather than a wordy description. Edit text to simplify and shorten it. It not only saves translation costs, but also makes it easier to understand for all readers, both of the original and the translation. If you have a range of similar products or different versions of the same product, standardise text. For example, if you manufacture machinery, and the health and safety guidelines are the same for all the machines you make, don’t refer to the individual products in that part of the text, and the same translation of the guidelines can be used for all the different products.

Now your documents are ready for translation. The next thing everyone asks about is computer translation. There are two aspects to this, and they shouldn’t be confused. Firstly, there are translation memory tools which can be used by a translator where there is repetition between documents, to ensure consistency and cut down on the time needed for the translation, and therefore the costs. Translation memories work best on texts which are highly repetitive, such as technical manuals. Secondly, there is machine translation – which is a completely different ballgame. Google Translate is probably the best known. You can use it to get the gist of a piece of text, but you have to bear in mind that it has a habit of turning negatives into positives and vice versa, completely reversing the meaning, so it’s not to be trusted. Definitely never use it for translating any of your company materials into another language. You will not be taken seriously by prospective customers if your website or brochures are full of errors or make little sense. And don’t think that you can save money by doing a machine translation and then asking a proper translator just to ‘check it over’ – it will take longer to sort it out and cost just as much if not more than doing it properly from scratch. So, once you’ve decided to have a professional translation done, who will you use? You can find an individual translator, or use a reputable translation company. In most instances I would advocate using an agency, particularly for assignments into several languages, as they can place each

assignment with qualified translators who have the appropriate skills, knowledge and experience for that particular project, and who are available to meet your required delivery date In addition you will also get: extra quality control consistency across all languages one supplier/project manager to deal with. It’s also worth bearing in mind that a good translation company will only use translators who work into their mother tongue, as there are nuances which you only understand by growing up with a language rather than by learning it. So, to summarize Keep it simple – not only will it be better understood both at home and abroad, but it will keep your costs down Keep it consistent – if the original documents are consistent, then it will be quicker and cheaper to translate them into other languages If you’re not yourself experienced with arranging translations, think about getting an agency to do all the hard work for you. And Never – ever - rely on machine translation! www.abc-translations.co.uk



business matters finance

october/november december/january february/march 2019 business edge

Research and Development Tax Relief– Updated HMRC Guidance for Software & IT Projects We’ve teamed up with Annette Beresford from Jurit LLP, who have recently been awarded ‘Most Pragmatic Legal Solutions Provider 2019’ in the UK Enterprise Awards, to write this article as we share a very similar client base. Updated HMRC guidance on claiming Research and Development (R&D) Tax Relief for software and IT projects highlights the importance of considering the availability of R&D Tax Relief at the start of a project. For companies operating in the technology sector, R&D Tax Relief can be one of the most valuable reliefs available. At current rates, a company that is a ‘small or mediumsized enterprise’ (SME) can qualify for tax relief at 230% of the qualifying revenue expenditure incurred in the relevant accounting period. Loss-making SMEs also have the option of surrendering some or all of the loss relating to qualifying R&D expenditure to HMRC in return for a R&D Tax Credit. Larger companies that do not qualify as SMEs and also those SMEs that have been subcontracted to perform R&D, by either a large or international company, or who have received grant funding for their own project may instead be able to claim a R&D Expenditure Credit (RDEC), given ‘above the line’. This means that, instead of a superdeduction, a taxable credit is recognised as an additional “income” (currently at 12% of qualifying R&D expenditure), which is then set against certain tax liabilities of the company (in a prescribed order), with any remaining net credit being repaid to the company. One of the trickier aspects of claiming the relief has always been identifying (and evidencing) qualifying R&D expenditure. The expenditure must relate to “research and development”, as defined by reference to the relevant accounting standards, subject to modifications set out in R&D guidelines maintained on the Department for Business,


Energy and Industrial Strategy (BEIS) website. For expenditure on a given project to qualify for R&D Tax Relief, it is a prerequisite that the project represents an advance in science or technology and that the activities to which the expenditure relates contribute to such advance through the resolution of scientific or technological uncertainty. In addition, there are detailed rules on the types of R&D expenditure that can qualify (such as, among other things, the cost of qualifying staff involved, agency workers engaged, consumable stores used and software licence fees). With regard to demonstrating eligible activity for software and Information Technology projects, HMRC has recently published updated guidance, including some case studies which aim to show how companies might consider whether they are eligible for making a claim. The case studies are intended to be examples of how similar companies might identify the boundaries of R&D. Relevant points which feature in the case studies include the following: Are the relevant R&D activities part of a wider project and, if so, where are the boundaries between R&D and other activities? What technological advance is the project seeking to achieve / what technological uncertainty is the project seeking to resolve?

Is an approach to resolving the relevant technological uncertainty already known and publicly available or “readily deducible (as judged by a competent professional working in the field), in which case R&D Tax Relief would not be available? At what point will the relevant technological uncertainty be considered to have been “resolved”, so that subsequent activities would no longer qualify? It is clear from the case studies that the devil is in the detail and that companies intending to claim will do well to consider at the start of a project to what extent expenditure will be “qualifying R&D expenditure”, and to identify ‘grey zones’ and potential difficulties at that point. This will allow work streams to be structured so as to facilitate demonstrating that relevant qualifying activities have been performed. Please note that this information is of a general nature and should not be considered or relied on as legal or tax advice. If you have any specific questions concerning this updated guidance or any other aspects of R&D Tax Relief, please reach out to a member of the Jurit LLP tax team (e-mail: info@jurit.com or dial 020 7846 2370) or to Simon Bulteel at Cooden Tax Consulting (e-mail info@coodentaxconsulting.co.uk or dial 01424 225345), quoting Business Edge Magazine.

Will there be an overall advance in technology (and not merely an extension to the relevant company’s own knowledge)?


tel: 01444 259 259


february/march 2019 october/november 2019 business business edge edge


Advisory | Audit | Business Tax | Business Strategy | Corporate Finance | International Business | People Solutions | R&D

Keeping a handle on your cashflow is a vital Most business owners can trot out that hoary old maxim, ‘Turnover is vanity, profit is sanity, but cash is reality’ – but the actual reality is that too many business owners don’t prioritise keeping their cash flowing at all. One of the reasons why so many fail to engage with their cashflow situation is that the whole concept is more complicated than the simple profit and loss spreadsheets with which anyone running a company will be familiar. It is historically difficult to measure, difficult to track, and particularly difficult to predict. Fortunately the new generation of cloudbased accounting packages, which are gaining significant traction as a result of the HMRC’s Making Tax Digital initiative, are making the task that much easier. But that counts for nothing if the business owner doesn’t grasp the importance of the metric in the first place. Even if you don’t pay much attention to your cashflow, potential investors and funders certainly will do, because it paints a better picture of how well – or how badly – the business can support itself

and grow than any other metric (and that includes profitability).

of months to tide over a cashflow blip are long gone.

The days when businesses had the kind of personal relationship with their bank manager which allowed them to phone up and extend the overdraft for a couple

So for all sorts of reasons, it is vital to get your head around your cashflow, and ensure it is healthy.




october/november february/march 2019 business edge

Is your business ready for Brexit? Are you a customs agent? Or does your company use customs agents and intermediaries to help you trade with the EU? If so, you need to know how to meet customs requirements fast and efficiently after the UK leaves the EU. There will be new processes to follow and new forms to complete. We can help.

Introduction to Trade Business Responsibilities Export process Import process Valuation – explanation of the main methods and their application Classification – determining the use of commodity codes

Our training will highlight what you need to know to be able to accurately complete a simple customs declaration.

Using Customs Procedure Codes – use of appropriate CPCs

Customs declaration training


The Chamber of Commerce network has partnered with some of the leading industry experts to launch brand new Customs Declarations Training designed to prepare businesses and trade professionals for the future of trade.


The way we trade with the EU is about to change, introducing the need for forms and processes not previously required. Up-skilled people are the key to continued training success once the UK leaves the EU. The Customs Declarations Training programme delivers flexible, bite-sized e-learning modules, classroom courses, and virtual classroom sessions. Delegates: anyone who needs an understanding of Customs regimes and how to complete a Customs declaration form.


Course content is based on the following topics:

Export and import controls

Customs simplified procedures – explanation of procedures and benefits Assessment: no formal exam will be taken however delegates will get to complete simulated forms to ensure they can complete simple customs declarations correctly. Training Course Dates Venue: The King’s Church, 33 - 35 Victoria Rd, Burgess Hill, RH15 9LR

HMRC is investing a further £16 million in its grant programme to fund employee training and IT improvements for customs intermediaries, traders and hauliers that make customs declarations. Businesses based in, or with a branch in, the UK can apply for one or both grants. Applications will close on 31st January 2020 (or earlier if funding is fully allocated). The grant will give you up to 100% of the cost of training for your employees, up to a limit of £2,250 for each course. It will also cover the cost of training you run internally, up to a limit of £250 for each employee on the course. Register for grants at: https://www.gov. uk/government/news/16-million-fundingboost-to-support-thousands-morecustoms-experts The grant will provide funding for training that provides you and/or your employees with skills to: Complete customs declarations Carry out other customs processes in the UK or EU (such as safety and security declarations). Other International Trade Training Sussex Chamber of Commerce provide a number of training courses which can be funded with these grants, contact us for more details or visit our website:

20th November 9.15am – 16.30pm Members: £295 + vat Non-members: £390 + vat E-learning courses will also be available.


Funded training to prepare for Brexit

https://www.sussexchamberofcommerce. co.uk/training/international-trade

tel: 01444 259 259

business chambermatters awards

february/march 2019 october/november 2019 business business edge edge

Two companies win the Southern Regional 2019 Chamber Business Awards The Chamber Business Awards are a great opportunity to celebrate the best of British business. Across the country, there are firms of all sizes and sectors thriving and showing their innovation and adaptability, even in the midst of turbulent times. Businesses are the backbone and driving force of the UK economy. Even in the face of uncertain times, they continue to show their resilience and strength – creating opportunities for employment, investment and growth. Our businesses communities continue to generate prosperity and opportunity so it’s only right that we support and shout about the fantastic things they are doing. The Chamber Business Awards are the perfect opportunity for us to celebrate our business communities’ achievements, to take stock of the outstanding performances of UK businesses over the past year, and to encourage and inspire others to follow in their footsteps. Each year the calibre of applicants impresses our judges, and this pool of entrants was no different. All our finalists should be proud of their success in reaching this stage and we wish them the very best of luck.

The Family Business of the Year winner: Grommets Ltd

The Customer Commitment Award winner: Extech Cloud

Grommets Ltd, a rubber compression moulding business from Henfield in West Sussex has been crowned one of the winners in the Southern Region heats of the Chamber Business Awards 2019. Now in their 16th year, the Awards are a highlight of the business calendar, recognising the key role that local businesses play in driving the UK economy.

Extech Cloud, an IT Support and Cloud technology company, with its headquarters based in Burgess Hill in Mid Sussex, has been crowned one of the winners in the Southern Region heats of the Chamber Business Awards 2019. Now in their 16th year, the Awards are a highlight of the business calendar, recognising the key role that local businesses play in driving the UK economy.

Grommets Ltd are a third-generation family business manufacturing rubber and PVC stockists of products including grommets (open, blind, semi-blind, cable and sleeved); bushes; washers; plugs; ferrules; bungs; discs; feet and cord rings. The business exports worldwide to a wide range of industries including renewable energy; automotive; rail and electronic. Grommets Ltd strapline is “whatever your gap we can fill it!” Joanne Boorsma, Managing Director of Grommets Ltd said: “I am delighted that we have been recognised for building a successful family business by winning this prestigious award. None of this could have been achieved without the support of my family and our fabulous, loyal workforce. My father would be proud to know of the continued success and legacy of the business he founded in 1995”.

Andrew Hookway, Managing Director at Extech Cloud, said: “Extech Cloud are delighted to have won the award for Customer Commitment. Every single day we strive to provide the highest level of service to our clients, who rely on us to provide a solid operational platform so they can be successful in their businesses. Providing IT and Cloud services means we are businesscritical, and we are humbled to win this award for excellent customer service.”

The 2019 Chamber Business Awards culminate in a Gala Dinner that takes place on Thursday 28th November 2019 at Tobacco Dock in London. The awards are proudly supported by Facebook, Bibby Financial Services, DHL Express, Stagecoach, London Stock Exchange, Dell, Indeed, RADA in Business and Quest.



business matters events

october/november december/january february/march 2019 business edge

Events & Training Diary

A lot of business people simply want to meet new clients directly and a cost-effective way of generating new business is networking. Networking is a great way of building your connections quickly at a very low-cost. Our networking events will bring you face to face with some of the brightest business minds this county has to offer. They will give you the chance to grow your contacts through our 100+ annual events and get you shaking hands with the right people. Please see below a selection of events which are now available for bookings.

Training isn’t just important to your company, it’s vital. Training across your workforce can improve competitiveness, morale, profitability, market share, customer satisfaction and company reputation. In these uncertain times training increases your ability to respond effectively to change. We are proud to announce the expansion of our training programme, please see the next page for a selection of current and new courses which are now available for bookings.

Breakfasts 29th October

Networking Breakfast

Mercure Hotel, Brighton

12th November

Networking Lunch & AGM

Holiday Inn, Gatwick

18th November

Economic Update by HSBC

Holiday Inn, Gatwick

10th December

Christmas Lunch

Ashdown Park Hotel, Wych Cross


Other Networking 24th September

Clean Growth Workshop - Day 1

King’s Centre, Burgess Hill

23rd October

Clean Growth Workshop - Day 2

King’s Centre, Burgess Hill

23rd October

Grow Your Connections

Harwoods Jaguar Land Rover - Manor Royal, Crawley

1st November

Maximising Your Membership (morning)

King’s Centre, Burgess Hill

7th November

Clean Growth Workshop - Day 1

Aldingbourne Trust, Chichester

20th November

Improving Efficiencies Workshop (morning)

East Sussex National, Uckfield

5th December

Clean Growth Workshop - Day 2

Aldingbourne Trust, Chichester

Forums - Construction 26th September

Gatwick Airport update

South of England Event Centre, Ardingly

Non-Members’ Events 1st October 8th October 15th October 5th November 19th November 26th November 3rd December

Sussex Chamber of Commerce Burgess Hill These informal meetings include a short presentation, a Q&A session and some networking time too. Sussex Chamber is proud to be at the heart of Sussex, providing businesses with the opportunities they need to help grow the local economy, develop their employees and the future workforce, to discover new global markets and influence key decision makers within government. To book your FREE place, please book online or call the office on 01444 259259

5th December



Jubilee Community Centre, East Grinstead The Hastings Centre, Hastings Sussex Chamber of Commerce Burgess Hill The Sportsman, Brighton The White Swan, Arundel Sussex Chamber of Commerce Burgess Hill Bridge Cottage Heritage Centre, Uckfield

tel: 01444 259 259

business matters training

february/march october/november december/january 2019 2019 2018 business business edge edge

Business Courses

Tailored Group Training

Sussex Chamber of Commerce will unleash your business potential by developing employers’ staff to perform effectively, efficiently and with pride to deliver excellent customer service.

Sussex Chamber of Commerce can provide on-site bespoke training courses, this is a fantastic way of designing one of our training courses to suit your business needs. This is a cost-effective way of training a group of your employees at the same time, on a date that suits you and at the premises of your choice.

A variety of short courses are available to all throughout the year. Typically, 1/2 day, one day and 2 days in duration, sessions are interactive and lively to ensure real benefits that contribute to the success of you and your business.

Scheduled Training Courses All scheduled courses are held at the King’s Church, 33-35 Victoria Road, Burgess Hill RH15 9LR Business Skills 4th October

Train the Trainer

International Trade 1st October

Appointment & Management of International Agents & Distributors

10th October

A Foundation Course in Importing

11th October

Incoterms 2020 Training

18th October

Becoming an Authorised Economic Operator (AEO)

31st October

Incoterms 2020 Training

6th November

Using Documentary Letters of Credits, Drafts & Bills

7th November

Classification of Goods Using Commodity & Tariff Codes

20th November

Customs Declaration Training

Management & Leadership Skills 30th September

Getting the Best from your Staff

11th November

Stepping Up to Senior Management

13th November

Introduction to Supervision & Team Leadership

Personal Development & Communication Skills 4th November

Time Management and Personal Effectiveness

19th November

Confident & Effective Communication Skills

Sales and Customer Service 16th October

Great Customer Service

22nd October

Selling Skills for Results

For more information or to see our 2019 Calendar visit our website www.sussexchamberofcommerce.co.uk to book please call us on 01444 259 259.



business new members matters

october/november august/september december/january february/march 2019 2018 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.


22 Coaching & Consulting

Albion Languages Ltd


1 Ash Drive, Seaford, East Sussex, BN25 4BU

2 Lodge Close, Lewes, East Sussex, BN7 1AR

Quarr House, Mountbatten Business Park Jackson Close, Portsmouth, Hampshire, PO6 1US




07773 716909

01273 020356

02392 313515

At 22 we offer a transformational coaching programmes for individuals, teams and businesses. A programme that is bespoke for you, and will ensure that you overcome the barriers that are holding you back enabling you to reach your full potential – either personally or professionally. Coaching that is truly transformational – turning your dreams into reality.

Based in Lewes, East Sussex, Albion Languages is a full service translation company with an in-house team of 30 people. Over 20 years’ experience in serving the most demanding corporate clients with translation, localisation and multimedia services. Main specialisations include finance, law, marketing, engineering and medicine.

Mountjoy provides professional and highquality construction, refurbishment, building maintenance and facilities management services, exclusively across the South of England. Established over 25 years ago, our expertise lies in Living, Learning and Caring environments. Our mission is to enhance people’s lives in the communities we work, delivering services with Integrity, built-in.


tel: 01444 259 259

business new members matters

february/march october/november august/september december/january 2019 2018 2019 2018 business business business edge edge edge

Peter Taylor Associates Limited

W B Floor Machines Ltd


The Roller Mill, Mill Lane, Uckfield, East Sussex, TN22 5AA

Unit 7 Burns Way, Holmbush Potteries Estate, Faygate, Horsham, West Sussex, RH12 4ST

Portland House, Bressenden Place, London, SW1E 5RS




01825 768377

01293 852022

07497 891221

PTAL is a well-established Practice of Chartered Architects, Designers and Technologists based in Uckfield. We are experts in designing & delivering high quality Residential, Education & Hospitality for the private & public sectors. We believe in building strong relationships with our Clients to provide innovative solutions and elegant sustainable designs.

We are a cleaning machine and janitorial supplier providing sales, service and hire. We specialise in supplying the latest innovation in cleaning machinery, offering unbiased advice of the entire cleaning machine market. We guarantee WB Floor Machines customers are working towards a cleaner, safer, faster, greener method of cleaning.

Ada Auto Ltd exports left-hand drive vehicles to Turkey according to specific customer requirements, we’ve exported over 200 vehicles in the last year, with a turnover of £14 million. We also have a fleet of 21 luxury cars for hire – ranging from a Mercedes E Class to a Bentley - visit Royalsupercars.co.uk for more details.

Bloomsbury Professional

Fratelli Cars

With Honour Recruitment Limited

Maxwelton House, 41-43 Boltro Road Haywards Heath, West Sussex, RH16 1BJ

Unit 2 Horne Park Farm, Bones Lane, Lingfield Surrey, RH7 6HR

16 New Road, Polegate, East Sussex, BN26 6ER



0753 5055634

01444 416119

01342 457240

Bloomsbury Professional publish a wide range of legal, tax and accounting books, events and online services suitable for company and finance directors. Our team of editors and authors provide comprehensive, practical and high-quality information on a broad range of subjects, from capital gains to cyber security. Visit www. bloomsburyprofessional.com for more.

Fratelli Cars is a partnership formed by brothers Geoff and James Baughan.

With Honour Recruitment Limited is a newly formed company looking to provide not only employment solutions for ex service to personnel but also support them once they have secured employment. We feel it’s important to be there to help with any questions or concerns once they have started their new career.

Banyard Consultants Ltd

Birchwood Carpentry & Construction

NXL Finance

Somerhill Business Park, Five Oak Green Road, Tonbridge, Kent, TN11 0GP

Unit 51, Newhaven Workshops Beach Close, Newhaven, East Sussex, BN9 0BY

26, New Church Road, Hove, East Sussex, BN3 4FH




01732 467000

01273 915002

0330 1330425

Banyards is a specialist consultancy, delivering mechanical and electrical design and commissioning services. Our vision, to ‘Transform the Built Environment through Design and Commissioning’. 

We are registered Master Builders providing all aspects of construction work across East Sussex – new builds, loft and garage conversions, extensions, part or full renovations, kitchens, bathrooms or bespoke joinery from our workshop. We offer a professional yet personal approach and we are always on hand to discuss any project.

We help businesses find the right financing solution by providing a fully managed service to secure the most competitive funding from the entire market, from the high street banks to a wide range of specialist lenders. Loans are available for all needs including improving cash flow, growth, acquiring assets and commercial mortgages.

Our services include M&E design; energy/ carbon consultancy; Building Information Modelling; client commissioning validation; commissioning management and M&E building services validation surveys covering the full building lifecycle. 

“Our passion for high performance cars started in 1979 when our father purchased a stunning Martini Porsche 911”. Come see our stock of beautiful performance cars. “We would not sell any vehicle that we would not want to own ourselves.”



business five minutes matters with

october/november august/september december/january february/march 2019 2018 business edge

Movers & Shakers

5 minutes with... Jeff Ingarfield Business Development Manager Glenn Freight Services

Glenn Freight Services Ltd is a family run, independent freight forwarder & customs broker, based at London’s busy Gatwick Airport. We provide comprehensive worldwide transport solutions, tailor made to meet our customer’s requirements, whether it be by air, sea or road. Our helpful team has extensive knowledge of HMRC import & export procedures. Through our worldwide network of like-minded small & medium sized forwarders, we can cover the entire globe, whilst offering a personal service our larger competitors cannot match.

What was your first job and what was the pay packet? £45/week as a Trainee at a Builder’s Merchants. I quickly realised the building trade wasn’t for me!

If you were Prime Minister, what one thing would you change to help business? Something needs to be done to help save the High Street. Online companies are at an unfair advantage. I can only see them dominating even more than they already are. So reduce business rates & tax the Amazons of this world.

What can you see from your office window? A team of tradesmen renovating the office block next door.

If you could do another job what would it be? Leaving it a bit late to be a professional footballer, so I’d settle for being sports commentator.

As a business person, what are your three main qualities? Honesty, hard work & a thick skin

What was your biggest mistake in business? Trying to expand too quickly.

What do you always carry with you to work? Phone, wallet, keys. What else would I need?

What is the biggest challenge facing your business? Economic uncertainty. My biggest worry is post Brexit chaos, coupled with US/ China induced slowdown of global trade. We would have nothing to ship. Simple as that.


What advice would you give to aspiring entrepreneurs? Go with your gut feeling. You can’t blame anyone else then.

Who do you admire most in business? My father. He started Glenn Freight Services Ltd in 1974, amidst political turmoil & the 3 day week. Friends told him he was mad! But that’s another story.


Brian Carter rejoins Telcon as its new MD Telcon International Ltd can trace its history back to the early days of telephones and laid the first trans-Atlantic telephone cable. As with all companies, it has had successes and failures but has always been at the forefront for innovation. Due to historical reasons, Telcon has morphed into Telcon International Ltd, supporting its older customer base but bringing innovative new ideas to the market. Within a month of joining the company we are already launching new products and expect to have a steady stream of innovation to follow. My own background has included working for a flight simulator manufacturer followed by studying Electrical and Electronic Engineering at Brighton Polytechnic. It was after this time that I joined Telcon working on the Hall effect Transducers and other electrical measuring equipment, ending up as Product Manager. After 10 years, the opportunity to move on to newer opportunities was taken with a spell working in distribution and the last 20 years working for the market leader in current and voltage measuring devices. Telcon exports the majority of its products which dovetails nicely with my international experience. Despite the uncertainty of Brexit, the company has a strong future in all global markets. Telcon have a strong network of distributors globally, some of which I appointed when I last worked with the company, as well as blue chip customers in the UK.

tel: 01444 259 259


AUTUMN OPEN EVENING 17 OCT '19 Career-focused courses

Our accredited part-time courses enable you to learn in a way that works for you. You will develop the knowledge and practical experience to accelerate your career, and widen your professional network.

Find out more

Come and visit us at an Open Evening Our Open Evenings give you a chance to speak directly with students and staff and to find out more about our professionally accredited courses in marketing, management, accountancy, human resources and law.

To book your place at one of our Open Evenings visit www.brighton.ac.uk/bbs/parttime. If you want to find out more or have any questions about our postgraduate courses, the course team will be happy to help. Email us at business@brighton.ac.uk.

Degree Apprenticeships Degree apprenticeships bring together the best of vocational training and higher education and enable apprentices to combine university study with valuable ‘on the job’ training. The University of Chichester offers a range of degree apprenticeship options to suit the needs of local businesses. Our Degree Apprenticeships: • Chartered Manager • Digital Marketer • Digital Technology Solutions Professional (Software Engineer) • Digital Technology Solutions Professional (Cyber Security Analyst) • Digital Technology Solutions Professional (Business Analyst) • Electrical/Electronic Technical Support Engineer • Mechanical Engineer • Postgraduate Teacher • Senior Leader Master's (MBA) • Social Worker

“the apprentices quickly become very talented. For us there hasn’t been a time when they haven’t been working on a commercial project, which is very beneficial to the company. In the digital sector this is the most positive step towards addressing the skills shortage that I can recall.” Simon Pringle, CEO Red River Software (supporting Software Engineering degree apprentices) “If we can take local students, children who have grown up in the area, and education then in science, business, and engineering, before having them back in the community, then it’s a win-win for everyone involved.” Henry Powell, CEO Inpress Plastics (supporting Business and Engineering degree apprentices)

FIND OUT MORE Find out about the University of Chichester’s degree apprenticeships at www.chi.ac.uk/apprentice. Interested businesses should get in touch at apprenticeships@chi.ac.uk

Profile for Distinctive Publishing

Business Edge 51  

The magazine for the Sussex Chamber of Commerce.

Business Edge 51  

The magazine for the Sussex Chamber of Commerce.