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JANUARY/FEBRUARY 2015

the magazine for sussex chamber of commerce members

Sussex Enterprise rebrands as Sussex Chamber of Commerce Sussex Enterprise; the largest business membership organisation in East and West Sussex, has been formally renamed as ‘Sussex Chamber of Commerce’. Page 26

Sussex Chamber of Commerce

Inside | 04 welcome | 07 business matters| 15 the expert | 26 cover feature | 34 chamber benefits | 40 new members


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Sussex Chamber of Commerce

this month

Sussex Chamber of Commerce currently represents over 1,000 member businesses. Membership of Sussex Chamber of Commerce offers access to invaluable business advice, money saving benefits, networking opportunities and provides a voice for businesses at a local, regional and national level. Business Edge is delivered free of charge to all Sussex Chamber of Commerce members as well as key business decision makers across the county. It has a circulation of 4,000 copies per issue.

05 Free intellectual

property protection for high fliers

Thirty five business entrepreneurs around Gatwick Airport attended a free breakfast seminar on intellectual property “IP” asset management.

5

24 The good times roll as

confidence soars in construction industry

The New Year has dawned with the construction industry looking ahead with confidence to the next twelve months.

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

rebrands as Sussex Chamber of Commerce

Sussex Enterprise; the largest business membership organisation in East and West Sussex, has been formally renamed as ‘Sussex Chamber of Commerce’

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Responsible Business Export Documentation Services

Export Documentation Services What are incoterms? The purpose of Incoterms is to provide a set of international rules for the interpretation of the most commonly used trade terms in foreign trade. This means that the uncertainties of different interpretations of such terms in different countries can be avoided or at least reduced to a considerable degree.

Sussex Enterprise rebrands as Sussex Chamber of Commerce

They are governed by the International Chamber of Commerce (ICC) and they come in the form of 3 letter abbreviations i.e. FOB – Free on Board, CFR – Cost Insurance and Freight. The Incoterm should be agreed at the time you finalise your sales order, as it specifies which party is responsible for which part of the shipment.

The ICC publish a book, which is updated every ten years, the current version is Incoterms 2000. This provides more in-depth information in the Incoterms. Sussex Enterprise; the largest business What is my tariff code? membership All UK exporters will at some point need export documentation. The accredited Chamber is licensed to certify and arrange legalization of export Every product has a code, which customs specify. Ideally this should be mentioned on your export documentation. If you do not know your code, organisation in East documentation. We will also assist exporters throughout the process of completing the documentation; from choosing the right documentation to Sussex, has and West please contact the 'customs classification helpline' on the following number: 0845 010 9000. Easily create high-quality PDFs from your web pages - get a business license! been formally renamed as ‘Sussex Chamber of All UK exporters will at some point need export documentation. The accredited Chamber is licensed to certify and arrange legalization of export Commerce’. documentation. We will also assist exporters throughout the process of completing the documentation; from choosing the right documentation to Page 26 Easily create high-quality PDFs from your web pages - get a business license!

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Inside | 04 welcome | 07 business matters| 15 the expert | 26 cover feature | 34 chamber benefits | 40 new members © 1946 - 2014 The Chamber of Commerce for Sussex. All Rights Reserved

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Distinctive Publishing or Business Edge cannot be held responsible for any inaccuracies that may occur, individual products or services advertised or late entries. No part of this publication may be reproduced or scanned without prior written permission of the publishers and Business Edge.

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


4 welcome

Kitty Bowles

Administration & Project Support Apprentice

Welcome to the latest edition of Business Edge

Ana Christie CEO at Sussex Chamber of Commerce

Chambers of Commerce have existed almost as long as there has been commerce. Tradesmen in the Middle Ages banded together in groups to look out for their business interests. In 1599, the first organisation to call itself a chamber of commerce formed in France, and in 1770, King George III chartered the first chamber in the colonies in New York City. Chambers of commerce have been around for hundreds of years. For Sussex though, 2015 is a special year as we celebrate 70 years as a chamber. We also start the New Year with a new name, changing from Sussex Enterprise to Sussex Chamber of Commerce. It is so important that businesses know who we are. Not only have we changed our name, but our branding has changed too! We have a fresh new website and a new membership offering, amazing new events and services. Our fresh approach will help us achieve our vision, which is to be an award winning and excellent chamber of commerce, by being a strong campaigning voice for you, delivering services that help you grow, and by being your premier source of advice and support for international trade. If you would like to know more about our new offering and how Sussex Chamber of Commerce can help your business, why not call us on 0844 375 95 50 or email me at ana.christie@sussexchamberofcommerce.co.uk

business edge january/february 2015

Welcome TO THE MAGAZINE OF SUSSEX CHAMBER OF COMMERCE

I have now been at the Chamber for over 3 months; it has been enjoyable, exciting and amusing! Since I have been here I have gained several skills such as working in a business environment, independency, confidence and learning new things everyday! I love coming into work knowing I am growing as an individual. I particularly like organising and taking part in our lively and proactive events. From our breakfast, lunch and forum events to our spectacular and exclusive membership events. I am always happy to assist customers with their enquiries and direct them accordingly. Please feel free to give me or one of my happy colleagues a call or email at any time. kitty.bowles@ sussexchamberofcommerce.co.uk Tel: 0844 375 95 50


business matters 5

L-R: Alan Novis, Ana Christie, Clive Bonny, Richard Simmonite

Free intellectual property protection for high fliers Thirty five business entrepreneurs around Gatwick Airport attended a free breakfast seminar on intellectual property “IP” asset management. Advice included how to identify, prioritise and register their “IP” to protect against copycats and create financial value for future growth and capitalisation. The seminar was sponsored by Sussex Enterprise, now known as Sussex Chamber of Commerce CEO Ana Christie and co-delivered by Clive Bonny of Strategic Management Partners. Supporting Clive were two entrepreneurs who shared success stories on their patents, trademarks and designs which are now poised for marketing to over one hundred thousand UK customers. The case studies showed how EU and Far East manufacturers with UK branding can enhance quality and build large scale capacity quickly for profitable UK business growth.

Entrepreneurs, Richard Simmonite of Bag Re:Born and Alan Novis of Prestige Promotional Products showed how they both invested in IP registration to protect their ownership rights before launching new products. GrowthAccelerator coach Bonny says “A trademark registration fee is only £170 for 10 years and a design registration is just £60 for 5 years. This is affordable for every single business. Equally helpful is that the government funded GrowthAccelerator and Growth Voucher services can show you how to do this.” The latest Enterprise Nation research reports 3 million Homepreneurs contribute £300 Billion to UK economy, Homepreneurs spend £40 Billion in their local economies, and 56% outsource work creating 5 million freelance jobs.

Reeves recognised at Kreston Annual Awards Reeves, one of the South East’s leading Accountancy and Financial Service firms and Kreston UK member, has announced that the Kreston UK Corporate Finance Team has been presented with the Kreston Annual Award for International Service Line Development. Kreston held its annual awards ceremony at the Staens Museum for Kunst in Copenhagen during the final gala dinner at the 43rd World Conference. Reeves, part of the Kreston UK Corporate Finance Team, accepted the award which recognises the collaborative work ethic of the team in the production and release of the 2013/14 Corporate Finance Deals Report.

New course for ‘accidental exporters’ A new strategic development programme for companies with an ambition to grow their international business is being launched by the University of Brighton. The 5-day programme will help companies to develop their ideas into a tangible export plan for their business, and gain the knowledge and skills to deliver it.

The workshops will cover the identification of new overseas target markets, assessing the most appropriate market entry methods, adapting product and service offerings for international markets and managing export markets. The course runs on 21 January, 18 February, 18 March, and 15 April. For

more information contact the Business Helpdesk on +44 (0)1273 643098 or email businesshelpdesk@brighton.ac.uk

january/february 2015 business edge


6 advertorial

South East IT providers should have ISO9001 Businesses looking for the best IT services provider in the South East should first check which ones have the ISO9001:2008 quality management system certification as firm evidence that they are committed to continually improving business performance. ISO9001:2008 makes some IT services companies stand out from the rest because it proves that they plan everything they do and they constantly monitor the plan as it’s delivered so that it can be continually improved. This, in turn, enhances services for customers.

Internationally-recognised QMS ISO9001 certifications are now globally recognised as the international quality management system (QMS) standard required to do business in all market sectors. Indeed, businesses that don’t have ISO9001 aren’t taken seriously by large

companies. These large companies often sell their services to organisations in the public sector which require evidence that a company and its suppliers have effective quality management systems in place in order to comply with strict procurement procedures.

“It’s tangible proof to new customers that an IT consultancy has a quality management system in place that will be regularly re-assessed by an independent assessor to ensure high standards are being maintained.”

Maintain high standards for IT

Evidence of an effective quality management system is crucially important if a company is considering outsourcing IT support to reduce costs and improve IT. Knowing that an IT provider has welldocumented and well-monitored processes is also essential if they offer disaster recovery and backup services.

The international standard can be adapted to any kind of organisation and ensures a company focuses primarily on meeting customers’ requirements and enhancing customer satisfaction. Gary Jowett of Sussex-based CNC in Shoreham-by-Sea explained: “ISO9001 certification means your IT services provider will be effective and consistent by using documented processes to eliminate inefficiencies, inconsistencies and bad practice.

IT outsourcing and disaster recovery

THEY CALL IT INFORMATION TECHNOLOGY, WE THINK IT’S ALL ABOUT PEOPLE. We’ve been living and breathing technology for over nineteen years but what we really care about is our people and our customers. Extensive, up to the minute knowledge allows us to help our clients achieve productive and reliable systems that power their thriving businesses. We believe the advisory relationship we build with our clients supports their success. We would love to talk to you about your technology and offer a Free IT Health check with no obligations to use our services.

— 0845 0700 585 — sales@cnc-ltd.co.uk — www.cnc-ltd.co.uk

business edge january/february 2015

Gary and Graham—our directors


business matters 7

Worthing walk raises £17k for Sussex residents with dementia Sussex Chamber of Commerce members, ETI Ltd., boast a team of over 30 people, with Myles Gibson taking first place in the 5km run. After days of relentless rain, the sun shone brightly for over 300 walkers, and 20 dogs, taking part in Guild Care’s A Walk to Remember on Saturday 11 October. The charity’s annual fundraising run and walk took place to raise funds for Haviland House, Guild Care’s new dementia care home and wellbeing centre, which is set to open in January 2015. Raising over £17,000, with pledges still coming in, the event saw walkers and runners forming a stream of pink along Worthing seafront for this fantastic fundraising event. After a spiriting warm-up at the Pavilion Theatre, A Walk to Remember was opened by Worthing Mayor, Vic Walker, with Town Crier Bob Smytherman ringing

his infamous bell to see the runners and walkers off on their seafront sprints and strolls. After fifteen speedy minutes, Myles Gibson from ETI Ltd. was the first of the 5km runners to come in, with his colleague Ryan Souter scooping third place. The Worthing based company entered an impressive team of over 30 runners and walkers, raising invaluable funds for Guild Care. Myles said: “ETI have sponsored Guild Care for a long time and it’s an honour to be raising funds for such a fantastic cause. One of my friends has a grandma with dementia and I’m glad that we are helping support people with dementia in our community.” Guild Care’s Senior Fundraising Officer, Anna Durkowska, who organised the event, has been thrilled by the enthusiasm of everyone who took part. She said: “I’m really pleased that the weather held out.

There has been a truly fantastic turn out and thank you to everyone who took part we couldn’t have done it without you.” With just £133K left to raise to open their new dementia care home and wellbeing centre, Guild Care are tantalisingly close to the fundraising finishing line. Thanks to the steps of everyone who took part in A Walk to Remember, this important local charity are one step closer to opening a new dementia care home and wellbeing centre for Worthing – Haviland House. If you’d like to help Guild Care raise the final funds and make these dreams a reality, please contact Anna Durkowska on 01903 528 613. If you would like to attend a tour of Haviland House, please call 01903 327 327.

january/february 2015 business edge


8 business matters

Nick Handley

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

Brighton welcomes new owners for Re-Launch of office Sales and Lettings veterans, Rob Palmer and Terry Gill are preparing to take over and re-launch their Martin & Co office. Rob who previously managed property sales and lettings in Spain and Terry who has a lifetime of experience in property sales, maintenance and customer services, are both excited to begin trading as Martin & Co in the vibrant city of Brighton & Hove. Terry believes that his strong emphasis on customer service and continued client support will help develop the branch into Brighton’s first choice for lettings and sales. Rob and Terry’s ambition is to open further offices in the next five years and they are eager to show clients the dedication and quality of service that the office applies to every sale and tenancy. Brighton, widely regarded as the “Queen of watering places” boasts glittering nightlife, thriving industry links and iconic scenery. All this is some of the reasons why it has retained its popularity with day trippers and residents alike for almost 200 years. Home to Universities and numerous tourist attractions, it proves an undeniable lure for property investment for both student and high end clients, with many choosing to make Brighton a base for commuting to London. With its close proximity to the capital, without the pollution and overdevelopment, Brighton still offers a lively atmosphere and property wise, there is no avoiding the more ‘bang for your buck’ factor, endlessly improving commuters quality of life. Terry and Rob, believe it’s a great place for landlords, new or experienced to invest in. They commented “with the vast number of opportunities to generate income from both student and regular lettings business

business edge january/february 2015

is a huge lure. The high demand for lettings property is currently not being answered and it could prove a fantastic investment for a driven individual”. The dynamic duo took over the existing Brighton Martin & Co branch, after a considering a multitude of different franchise business opportunities. They explained what made them choose to re-launch an existing Martin & Co office “having spoken to others in the letting industry, the benefits of investing in Martin & Co were evident. The support that we can offer our clients through the network is great. The brand values that they promote for value of service really resonate with our own”. Rob & Terry assure existing clients that their continuous custom will not be affected by the change in ownership, they explain that the consolidation of existing business and new clients, is highly important to the office. Any existing customers should expect the same high levels of care, service and expert advice that the office have become known for. If you have any property enquiries or want to find out more about sales and letting in Brighton, please contact Rob, Terry and the team on 01273 571252 or visit www.martinco.com/lettings-agents/ brighton

A New Name for the Most Influential Business Membership Organisation in Sussex As we celebrate our 70th Anniversary in 2015, we also celebrate a major change as we change our name from Sussex Enterprise to Sussex Chamber of Commerce. The original company Sussex Engineers & Manufacturers Association (SEMA) based in Brighton was incorporated on 19th July 1945. We then became the Federation of Sussex Industries and after further name changes, we became known across Sussex as Sussex Enterprise. Over time, a number of issues became clear. Although we had become an accredited chamber of commerce, the name Sussex Enterprise gave no clue as to who we really are. More recently, we thought it would be smart to align our branding with the British Chambers of Commerce brand because we are a member. And we want to remind businesses that we are the accredited chamber for the whole of Sussex. We are one of 52 chambers of commerce accredited to the BCC. This not only ensures that our members receive the highest quality of services but allows our members to communicate their business needs through us and on to government through the BCC. But critically, with a new Chief Executive and exciting new plans for our members across Sussex, we wanted to create a fresh new brand that would position us more powerfully and get us noticed. A brand, after all, is the most important and sustainable asset owned by any organisation. Ana and the team at Sussex Chamber of Commerce have exciting plans for 2015. These include new style networking events, a calendar of sporting events, the development of a Sussex Business Manifesto (in the run up to the General Election) and a longer list of products and services to provide our members with even greater support and cost efficiencies. We also want to work closely with the town chambers across Sussex. To find out more please visit our new website www.sussexchamberofcommerce.co.uk or email ana.christie@ sussexchamberofcommerce.co.uk


business matters 9

Aspray brighton score for Albion Charity A new insurance claims handling service for Sussex enjoyed a kick-off with a difference at The Albion’s home ground in Brighton. Aspray Brighton, headed by Glyn Williams and based in Burgess Hill, pledged a donation to the club’s Albion In The Community charity for every guest joining a local premier-league line up of football chiefs, business and civic leaders at the company’s launch event. Glyn, who grew up in Brighton and attended Varndean Grammar, said: “I’ve been an Albion supporter since I was nine and it’s a great feeling to be able to return

to Sussex and do something for the club’s good cause.” Albion In The Community uses the power of sport – and football in particular – to improve the health and wellbeing of 50,000 people across Sussex, breaking down social barriers and motivating and inspiring individuals. Among those attending Aspray Brighton’s big kick-off at the American Express Community Stadium were Albion CEO Paul Barber, CEO of Albion In The Community Michael Edwards and the Mayors of Brighton & Hove and Burgess Hill. There were joined by City business leaders and industry chiefs from Aspray Brighton’s catchment area of Arundel, Worthing, Brighton and Mid-Sussex.

Firm makes the move Spofforths Chartered accountants and business advisers have announced the relocation of the Horsham office to Springfield House in Horsham. Having been at their current location for four years, Spofforths is moving due to their existing commercial lease reaching a natural end. Richard Spofforth, Horsham-based Managing Partner of Spofforths, said: “As a progressive firm, we continually look to develop our portfolio of accountancy, taxation and advisory services for businesses and individuals. “We strongly believe it is imperative that staff and clients are aware of emerging financial issues and any changes in legislation. We have therefore decided to bring together Spofforths Tax Consultancy, Spofforths Private Client Services and Spofforths Financial Planning to enable effective communication across the Wealth Management Team. This initiative will ensure our clients receive an invaluable level of wealth building expertise in one convenient place.”

january/february 2015 business edge


10 business matters

Staying in the Spotlight

Lora Munro, Founder and Director of The Theatre Workshop

Five key notes from Lora Munro, Founder and Director of The Theatre Workshop, one of the UK’s leading independent part time performing arts schools based in Sussex and West Midlands. Lora, a professionally trained performer with many years diverse professional performance experience from Dubai, Spain to the UK, founded The Theatre Workshop 11years ago age 21 with £500 and 9 students. She now has over 400 students across the UK, is a triple national business winner and has been featured on BBC Sussex, Latest 7, Sussex Life and Small Business heroes as an expert in her field and inspirational young female entrepreneur. Lora lives in Hove with her partner Rob, cat, Leo and enjoys Flamenco dance, travel and yoga. When I first started The Theatre Workshop, there were a limited amount of quality performing arts training opportunities on offer for young people in Sussex. Dance schools may have had the odd ‘drama class’, which was often taught by an enthusiastic local amateur actor with limited professional training or experience. Consequently the classes may have been led without a genuine grasp of the current trends and changing demands of the entrainment industry and limited concept of preparing young people for castings and drama school auditions. At 21, turned away by the biggest national performing arts franchise for being ‘too young’ I embarked upon establishing The Theatre Workshop. National recognition (Young Entrepreneur finalist and regional winner 2013), along side a host of other awards for myself, school and students, numerous students appearing professionally in TV and theatre and students graduating onto leading training centres, resulted in a reputation and methods much celebrated and imitated. But these accolades and status symbols don’t always mean your business model is bullet proof, especially not in an over crowded and highly competitive field.

business edge january/february 2015

The landscape of training options for young people has changed dramatically over the past 11years, or at least it appears this way. If you do a quick Google search for performing arts schools in your area, you will discover there are now as many performing arts training centres and classes in towns and cities as what there are florist shops, but sadly quantity doesn’t always equal quality. The lack of any accreditation system in my industry has made it very easy for anyone with a passing interest in performing arts to offer classes to young people and establish a ‘theatre school.’ Fundamentally there is a problem with the lack of jobs for performers, leading many to teach, as a way to side step a job as a waiter, bar tender or promotional work, so it is easy to understand why running your own business or purchasing a performing arts franchise would be an attractive proposition for many. Methods and strategies for distinction are now shared via the pressured need to upload every achievement and latest news feature to numerous social media forums, resulting in competitors easily imitating your unique ideas and practicesthe distinctiveness of a business is now an open (face) book for all to see. This status quo is not exclusive to performing arts schools, but to a wide range of businesses. How then, can you remain cutting edge, innovative and attractive to customers when on the face of it your competitors appear to offer a like for like service? Customer referral is key. With so many advertising options on offer and your competitors all indulging too, ensure your customers are happy and offer initiatives for customer referrals. Have confidence

in your products and encourage your customers to talk about them. Focus on your own goals, leave competitors in the slow lane. It’s inevitable that competitors will follow your lead if you’re a market leader, so keep a positive focus on being an innovator and recognise the needs of your customers whilst meeting the ever changing demands of evolution in your industry. Keep well informed of your demographics habits and be ready to react to market trends. Make friends and forge bonds. Build partnerships and a support network with other local businesses, a healthy professional relationship with other local industries will pay dividends as you diversify and develop. Be nice. It sounds cliché and obvious, but it’s amazing how difficult it is to undo a negative situation or hastily written email, whether with customers or professional contacts. In industries where there is plenty of choice people will just go elsewhere. Patience, diplomacy and perspective are skills I have had to cultivate to ensure excellent customer service and professional commendation. Work hard, be passionate and love what you do. A successful business is like a glorious, lush garden that keeps giving and establishing year on year, constant attention is necessary to maintain the fruit of your hard work, when neglected the weeds will grow. It’s critical to continue to nurture your creation with the same care and attention as when you bore the original idea. Take every difficult situation as an opportunity to grow and improve. Lora is set to launch in 2015 performingartstutor.com an online recruitment site for performance arts tutors nationwide.


advertorial 11

RealTime DC - giving you peace of mind RealTime DC is a Sussex business success story. Founded in 2003 by Brian Pellett, who was joined in the business by his son a year later, it has made remarkable progress and is about to hit the millionpound annual turnover for the first time. Employing eight people, the Bognor Regis company has achieved its success on the back of innovative products which allow companies to keep track of goods and personnel. One of the company’s specialities is a range of top name hardware products sold through its highly popular websites. Its Barcode Hyperstore offers barcode scanners, mobile computers, mobile printers and barcode label printers which are used in warehousing, distribution and logistics where companies need to keep track of their goods and deliveries. The Epos Hyperstore offers electronic point-of sale hardware, software and accessories, including receipt and label printers, touch screens, barcode scanners, epos terminals, cash drawers, card printers and kiosks as well as Card payment and MPOS solutions. The Hyperstore personnel advise different size companies from start-ups to large retailers across all sectors with the same attention to detail and advice given regardless of size. All these devices are designed to make it easier for companies to handle goods being shipped, stored or sold but it‘s not just products that are being monitored by the technology offered by RealTime DC. It’s people as well. In an increasingly mobile world, it is crucial that companies know exactly where their staff and contractors are at all times

in sectors where mobile personnel move from site to site. Real-Link is a system which ensures that can happen by using Near Field Communication (NFC), which is used by smartphones and similar devices to establish a connection to RFID Tags by bringing them into proximity, usually no more than a few centimetres apart. Each of Real Time’s NFC-enabled mobile phones communicates with RFID tags installed on-site so that customers know that an employee was at a particular location at a particular time. Relevant information is flashed back to the company’s base so it can track the progress of its staff. The system is not just a useful monitoring tool but is also vital for lone workers, who many find themselves visiting sites at all hours of the day and night on their own. It allows employees to instantly transmit that they are in danger, offering both they and their employers peace of mind. The Real-Link system is proving particularly popular in the security industry but is also used for contract cleaning and facilities management, allowing for the instant two-way communication of information with

instructions for each site able to be sent to the operative via the phone. RealTime DC continues to offer software solutions for Manufacturing and Distribution providing a one-stop shop for wireless networks, hardware, consultancy and software to integrate business transactions to ERP systems. RealTime DC has also been successful offering RFID systems for asset monitoring in the Oil & Gas industry and will be shipping a second system for Emergency Shut Down Valve (ESV) safety testing to Venezuela. In addition, RealTime DC’s expansion plans were given a boost this summer with the award of a West Sussex County Councils ‘Be the Business’ grant, a scheme offering support to businesses looking to grow. The key to everything that the company does is quality and simplicity. Whether it be NFC software or retail sector hardware, RealTime DC delivers quickly and efficiently. Tel: 01243 855700 www.realtimedc.com

january/february 2015 business edge


12

business matters

Award for Neva Neva Consultants jointly won the Business of The Year Award in the Uckfield Business Awards. The company is an “outsourced “ Fleet Management business that provides all methods of procurement for Businesses and Individuals to obtain and run their vehicles. This is a by-annual award so they will hold the title for two years. This is the second time the awards have been held to celebrate the excellence and high standards among companies situated in and around the Uckfield area.

business edge january/february 2015

Neva Consultant’s submission was thought to be strong with a clear and measurable focus on its SME customer base to which, through ongoing investment, it is able to offer a bespoke service tailored to each client’s specific requirements. Graham Prince (Senior Partner) said: “This was the main award of the night and to be shortlisted was an achievement especially when we were up against some

major companies based in the town but to win it was unbelievable. “It is a recognition of everyone’s hard work over the 22 years Neva has traded and a huge Thank you must go to all the staff that have played a vital role in helping us to win this award.


business matters 13

City College’s Simon takes over kitchen at just 24 Former City College Brighton and Hove catering student Simon Duncan has become franchisee/head chef of the Preston Park Tavern’s kitchen at the age of just 24, having been head-hunted by the pub’s general manager, Ben Murray. He has taken charge of six staff serving around 500 customers a week. Previously, at just 21, Simon was made head chef of highly-rated Kemp Town restaurant Sam’s of Brighton, and had three successful years in that role before deciding to accept this new challenge. Ben said: “I’d worked with Simon when he was only 18 and I could see he was in a different class to young chefs I’d encountered before. His passion, dedication and motivation were outstanding and I’d hoped that we would get a chance to work together again.”

Simon said: “Becoming a franchisee/ head chef has been a massive challenge - completely different to working for someone else. As well as being head chef, you’re taking on a lot of added responsibilities such as managing and paying your staff, organising supplies and dealing with accounts. “Working in industry has been a rapid learning curve but I’ll always give City College a lot of credit when it comes to my work ethic. I found that I was able to reach a level of maturity at the College because there’s mutual respect between the students and the staff.” Since taking on his new role at the Preston Park Tavern, Simon has employed two other former City College Catering students, Stuart Teague and Blake Chrysantho, as commis chef and sous chef respectively.

RS Gatwick - meet the team RS Gatwick is a branch of RS Components based on the A23 just north of The Manor Royal Industrial Estate. Between them its Trade Counter team have more than 30 years of experience which enables them to assist you to find the product you are after to help keep your business going. RS Gatwick is a key supplier to many businesses on The Manor Royal Estate, and many of regular the customers are known on first name terms. With a range of more than 25,000 products on the shelf and access to a range of more than 500,000 for next day availability, RS Gatwicks customers come from all areas of Sussex, Surrey, Kent and beyond. If you would like to know more about RS Gatwick, RS Components Ltd or just want to pop in for a coffee and a chat, please contact the branch using, email rs-gatwick@rswww.com, or call 01293 521374 or just turn up between 8.00am and 4.30pm Monday – Friday.

january/february 2015 business edge


14 advertorial

Senior firefighter tackles management hurdle Paul Vine, a firefighter from Southampton, had often thought about studying for a Masters in Business Administration (MBA). He knew it would help further his career. Last year he signed up and he’s loving it. Paul said: “I have always wanted to complete an MBA. I’ve seen others within the organisation complete the course and had heard how rewarding, interesting and appropriate it was. “The fire service is going through a period of huge rapid change – as is most of the public sector – and all the areas of the course, including finance, marketing and operations, are playing an important role as the public sector increasingly has to behave like a business. “The MBA has given me access to current knowledge and thinking to help me and my teams through present and future change.

“Learning strategy helps create an understanding of why some organisational decisions have been made, together with the ability to influence strategic decision making either at board level or departmental level in the future. “My advice to anyone thinking about doing an MBA is do it. It’s demanding and having an understanding partner helps, as well as being able to read fast, but it will definitely pay off.” Portsmouth Business School offers three options to study for an MBA. The part-time Executive MBA, which is taught in two-three day blocks over two years to suit the needs of busy working professional; the Master of Business Administration (full time) is offered over one year; and the Master of Business Administration (with Business Placement) is a two-year programme specially designed for students who wish to combine study and work. All courses are taught by specialists in their field, including experts in leadership, strategic management, marketing and finance, to ensure the MBA builds a strong foundation of knowledge and skills invaluable to businesses of all sizes. The course offered at Portsmouth is AMBA-accredited and includes seminars

Rewarding, challenging and fun: Senior firefighter Paul Vine on the MBA

and visiting speakers alongside lectures in finance, operations management and marketing, with an overall core theme of strategy and leadership. More details about the course, scholarships and programme details can be found at www.port.ac.uk/mba.

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

‘The MBA is a key to unlocking the doors to senior and executive level management roles. The pace of the course allows me to carry out a full time international sales role at the same time as studying.’ Katie Ilincariu Europe and South America Sales Manager, Fosse Liquitrol

business edge january/february 2015

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

To find out more about our wide range of degrees, come along to one of our regular open evenings – details of which can be found at www.showyoumeanbusiness.com. For more information or to apply: T: +44 (0)23 9284 4888 E: mba.admissions@ port.ac.uk W: www.port.ac.uk/ mba


the expert 15

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

Britain’s best kept business secret as got to be the UK’s SME R&D Tax Credit Scheme. Why do you think it’s a secret?

answer

During the 2012/2013 fiscal year just over 13,000 different SME companies claimed R&D Tax Credits. Many more, perhaps 100,000 more, do qualify but have never claimed.

Why don’t they claim?

David Oldland Oldland Consulting Ltd

Just the mention of the R&D Tax Credit Scheme is enough to switch off many company directors interest, why? It’s the phrase R&D or Research and Development, the phrase conjures up scientists with brains the size of a small planet wearing white coats and staring into test tubes. Wrong, completely wrong! What if the scheme was called the Product, Software & Process Development Tax Credit or simplified just the Product Development Tax Credit. Would more company directors be saying “that’s what we do, we develop products” or “that’s what we do, we develop software”. Many businesses have been wrongly advised that they do not qualify! I have been assisting companies to produce R&D Tax Credit claims for the past seven years, during that time fewer than 5% of the claimants carried out any research, even fewer had staff in white lab coats. What they do have in common is they were all either developing product, developing process or developing software. If your company is developing product, process or software you need to seek specialist advice as to whether your company qualifies for R&D Tax Credits. Who are the specialists? Your Accountant? Your Business consultant? Someone who calls themselves an R&D Tax specialist? The critical test is what experience does the individual who is going to guide your business through the process have? How many claims have he or she handled?

What experience do they have of your sector? What is their success rate? How much cash have they generated for their clients from the UK’s R&D tax credit scheme?

What’s at stake? The average first claim generates a £40,000 tax free cash injection. Firstly, we can usually go back two financial years. Let’s take a company spending £100,000 per annum on developing new products (staff costs, materials, consumables). If the company is a Profit Maker it could save £25,000 in Corporation Tax (25% of spend), if a Break-Even business it could receive a £18,125 Payable R&D Tax Credit (just over 18% of spend in Cash) and if the business is losing £100,000 or more it could receive a £32,625 Payable R&D Tax Credit (almost 33% of spend in Cash). Finally, if your company develops products, process or software and it is not claiming R&D Tax benefits have an expert spend an hour exploring the “Does my Company qualify for R&D Tax Credits” subject with you – there is a very good chance that it will be the most valuable hour that you spend this year. David Oldland - Oldland Consulting Ltd Email: david@ocl.co Tel: 01243 838331 | Mob: 07740 393891 Web: www.ocl.co 9-11 Mead Lane, Bognor Regis, West Sussex PO22 8AP

Comprehensive Payroll Service Always accurate, Always on time T: 01273 831133

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JGR Business Services Ltd

january/february 2015 business edge


16 business matters Three-pointed star performers: Vale School pupils in their new gym kits

Mercedes-Benz Dealer Rossetts backs Vale School’s stars of the future Young gymnasts from Worthing’s Vale School are celebrating after winning a trophy and a clutch of medals – with a little help from their local MercedesBenz Truck and Van Dealer. The children were competing for the first time in new t-shirts, shorts and leotards sponsored by Rossetts Commercials. Headteacher Martin Garratt said the children’s success in the Inter-Schools

business edge january/february 2015

Gymnastics Competition at Worthing Leisure Centre reflected their pride in the smart new kits. He said: “We recently opened a new sports hall which is a huge benefit to the children, allowing them to train and take part in more competitions. “They really enjoy gymnastics and love their kits, which have helped to make them feel part of the school team. “We are very pleased to be working in partnership with Rossetts. Their support is much appreciated and the children are so proud of their new outfits.” Rossetts Commercials sells and supports the award-winning Mercedes-Benz Truck and

Van ranges, as well as FUSO Canter light trucks, from headquarters on the Meadow Road Industrial Estate in Worthing and other dealerships in Aldershot, Crawley and Eastbourne. The company also operates a highly successful vehicle rental division. Marketing Executive Denise Green said: “Rossetts Commercials is committed to getting out and about within the community, and supporting local events. So we were delighted to take up the opportunity to sponsor Vale School’s gymnastics team – the children look wonderful in their new kits and we wish them every success for the future.”


business matters 17

Event will offer advice on funding From Crew To Captain – A Privateer’s Tale Author: David Mellor Published by: Filament Publishing Paperback RRP: £15.00 Launching your own businesses can be daunting but this book by Sussex-based author David Mellor is designed to help. From Crew To Captain – A Privateer’s Tale takes sound business advice and delivers it in a jargon free, conversational style, making for a business book that is both informative and enjoyable to read. David is a consultant and mentor who, since 2001, has helped countless people successfully launch their own business. His first book, From Crew To Captain, took aspiring entrepreneurs through the transition from being part of a big institution to working for themselves. His second book, From Crew To Captain – A Privateer’s Tale, is designed to help people take the next steps of their journey as they launch and grow their new venture. David’s advice and tips are interspersed with useful checklists and light hearted illustrations as well as one or two cautionary anecdotes. Drawing from David’s own successful career as a consultant and through interviews with colleagues, peers and mentees, From Crew To Captain – A Privateer’s Tale delivers honest and pragmatic advice. His advice is based on plenty of experience. Since 2001, David has developed a portfolio of activities which derive principally from 25 years’ experience in commercial and investment banking with HSBC and Deutsche Bank. His consultancy activities revolve around strategic planning and implementation and he mentors existing and aspiring owner-managers. You can visit www.davidmellormentoring.com for more information or to order your copy of the book.

Sussex Chamber of Commerce is pleased to announce their Business Networking Lunch on 12th February, sponsored by Coast to Capital. The event will provide businesses with advice on growth schemes and providers so come along to find out more about Business Navigator. Book now at www.sussexchamberofcommerce.co.uk or call 0844 375 95 50. Free Sussex-based service to find funding and support to help your business grow With 150-plus business funding and advisory initiatives, where do you start? Simple - talk to a Business Support Navigator, a free one-year pilot project helping Sussex businesses navigate the plethora of growth schemes and providers. A joint venture between Brighton & Hove, Worthing & Adur and Chichester Chambers of Commerce and Croydon Business Venture sees a small dedicated team helping businesses access grants, funding and other practical support. Whether a start-up, existing business or social enterprise, growing or looking to become more sustainable, urban, rural or semi-rural businesses from Peacehaven to Chichester and from the coast to Gatwick/ Crawley and Croydon are all eligible. The project is supported by the Regional Growth Fund and managed by Coast to Capital and Brighton & Hove City Council. The Business Navigator team comprises Laura Evans (Brighton & Hove Chamber), Tom Kenny (Worthing & Adur Chamber), Kerry Kyriacou (Chichester Chamber) and Geoff Ranson (Croydon and East Surrey) and has helped 2000+ businesses in the past five months. After a brief phone conversation to find out individual needs, businesses are guided to the right local and/or national schemes, advice and support. Laura Evans at Brighton & Hove Chamber, comments: “Almost any business can benefit. There are so many resources out there and I enjoy finding out what’s right for them and putting them directly in touch.”

of equipment and moving or expanding premises) Free workshops for start-up businesses Support for exporting products and services at any stage A talented intern in the creative, digital, media, technology and green sectors -a sixweek grant assisted programme to help reduce risks associated with taking on new talent.

How it’s worked for these businesses The Sussex HR Hub Dianne Lambdin found support from Kerry invaluable during the early months of starting up her new business. He helped her focus and through his understanding of Diane and her business, Kerry signposted her to additional mentoring support with Enterprise First which will help her develop her client base, taking the business to the next level.

Cresco Communications Louise Boxall from Cresco Communications went on the Hot Housing programme for new businesses run by Chichester University. She returned from the first business boot camp feeling motivated and excited to move her business to the next level and included networking, business planning, market research and cash flow.

BioRegional Having just opened a new office in Brighton, Anthony Probert from BioRegional was pleased to find a number of support initiatives to help green businesses grow.

Tom Foolery Tom Foolery is a coffee shop and cafe on Shoreham’s high street opened in May. Owners Bob and Vanessa took full advantage of the support offered by the Navigator project and are developing the business through funding and advice they might not have otherwise accessed. Call 01403 333840 to be put in touch with a Business Support Navigator in your area or see http://www.c2cbusiness.org.uk for more information.

Examples of initiatives available at the moment: Grants of between £5,000 and £250,000 for businesses to grow and increase employment (up to 25% of the expansion project and could go towards the cost

january/february 2015 business edge


18 business support Valley Finance Ltd - Leasing & HP of vehicles, machinery and equipment Arranging finance on business assets can be both time consuming and frustrating and shouldn’t necessarily be left in the hands of your mainstream bank, as this can take up valuable credit facilities that have been provided for day to day trading. Talk to us about a more flexible way of financing the assets which will be used over a long term within your business, rather than using your valuable cash or bank overdraft facilities.

Contact: Tim Thornton on Tel: 01435 868831 Email: timthornton@valleyfinance.co.uk Web: www.valleyfinance.co.uk

Looming Financial Year End? Are you claiming your full entitlement to Government funding? Much of the work you undertake to develop and grow your business can qualify for R&D tax credits. As a valuable government means of injecting money into industry, it is particularly worthwhile for companies with an upcoming YE to ensure you have fully explored your suitability to claim.

The scope of the scheme is far broader than most companies believe! The average SME payout is £46k pa, yet c.90% of eligible companies do not claim their annual entitlement, as they do not realise they qualify For a FREE, no-obligation assessment to see if you are claiming your full entitlements to government funding, simply contact: Ingrid Ceronio M: 07827 876527 E: Ingrid.ceronio@ggtc.co.uk www.ggtc.co.uk GGTC have a 100% claim success record and are the UK ‘s leading handler of R&D tax credit claims. Fees are success contingent.

business edge january/february 2015

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How2 Inject £92,000 of free cash into your business in 40 days R&D Tax credits: The scope of R&D for scheme qualifying purposes is broader than most companies think. You can recover up to 32.62% of your development costs in innovative activities and technological & scientific advances in product, materials, systems, processes & devices. The average SME claim is £46,000pa .You can immediately claim back 2 financial years and then you’re current and every forward year of qualifying activity. Companies with losses can claim a cash credit or offset against future profits. You can also claim for cancelled or failed project costs. If your company has a upcoming financial year end, now may be the time to ensure you don’t miss out on the cash benefits available to the bottom line of your business. Simply contact Ingrid Ceronio of GGTC, for a complimentary, no-obligation assessment on your entitlement to government funding. M: 07827 876527 E: ingrid.ceronio@ggtc.co.uk GGTC have a 100% claim success record & are the UK ‘s leading handler of R&D tax credit claims. Fees are success contingent.


business support 19

What are the options available to SME’s when looking at financing needs? Recent survey results show that only 10% of SME’s are fully aware of the whole array of lending options available to them. Most small businesses do not employ a Finance Director with the business owner undertaking this role and not having time to fully research the market. There are many alternative sources of funding available to every type of business in the UK, whether they are SME’s or large publicly owned companies. The high street banks and their asset finance or invoice discounting subsidiary companies are still the easy option for many SME’s, but the banks have experienced constraints on the types and volumes of business that they can transact due to the economic downturn. They’ve also suffered from reducing staff numbers, which can also impact on the speed of their response.

Over the past few years, there has been a significant growth in the SME lending community, which is good news for SME’s but how do you find the right lender for the circumstances that you have? There could be a need for invoice discounting, property finance, asset finance, contract hire on vehicles, or a loan for business expansion. The National Association of Commercial Finance Brokers (NACFB) is a trade body that represents many finance intermediaries in the UK with established links to a wide range of financial services. It recently set up a website (findsmefinance.co.uk) which helps SME’s to locate one of its members in their local area. The website will ask a few simple questions to establish the type of finance that the SME requires and where it is located, and a local NACFB member will make contact to discuss the SME’s requirement in more detail and hopefully recommend a solution. The members of the NACFB have a wide array of expertise in different areas of finance requirements and findSMEfinance. co.uk will be able to direct an SME towards an expert in the field of finance that

they require. Over the past 12 months a steady stream of new lenders have come to the market – some have been suitable as patrons of the NACFB and others have been turned away. Many of the new “Challenger Banks” are patrons of the NACFB as are a number of private banking institutions, European and other foreign banks, building societies, Peer to Peer lenders and Crowd Funders. All are keen to help UK based SME’s grow their businesses and are “open for business”. In summary, whilst your high street bank can still be an option to help your financing needs, there are many other avenues available to SME’s in the UK which will allow them to retain existing facilities with their current bank whilst taking advantage of competitive external funding sources. Valley Finance Ltd has been established for over 10 years in East Sussex, is a member of the NACFB and been a member of Sussex Enterprise for the past 2 years. Contact info@valleyfinance.co.uk www.valleyfinance.co.uk

january/february 2015 business edge


20 business support

How to survive when the economy improves Quantuma the Brighton based business rescue and Insolvency specialists, unlike some of its peers, sees the upbeat economy as prompting more need for its services rather than less. In fact, it’s in such a climate when the insolvency profession should be at its busiest for, when the country is recovering from a recession, factors which have helped businesses survive begin to fade. For example very low interest rates and forbearance by lenders, suppliers and tax authorities have worked towards keeping afloat businesses which might otherwise have had to face collapse,

Once interest rates rise, even by 1%, then a lot of businesses will need support to continue and we are already seeing increased creditor pressure needing strategic and tactical advice to counter consequent risks of forced closure. If there’s a solid business before difficulties begin and advice is sought before relationships with other stakeholders slide then there’s a good chance we can save that business. When, however, business owners are complacent instead of facing difficulties the rescue options diminish the longer the need for specialist help is disregarded. Among the options can be to source new funding such as invoice and chattel finance, devising a turnaround plan to set objectives and bring stakeholders onside or taking the company through an accelerated mergers and acquisitions process to help preserve the value in the business.

The most attractive solution is always that sought earliest when the best hopes of everyone affected can still be achieved.

Providing financial rescue solutions for businesses and individuals At Quantuma we understand the pressures that financial worries can place on a business or an individual. Our partner led team can provide specialised advice on all forms of restructuring and insolvency procedures.

To find out more contact Ian Cadlock & Garry Lock

ian.cadlock@quantuma.com | garry.lock@quantuma.com

tel: 01273 322400

3rd Floor, Lyndean House, 43/46 Queens Road, Brighton BN1 3XB

www.quantuma.com Quantuma LLP. Registered in England & Wales. Registered Office: 14th Floor, Dukes Keep, 1 Marsh Lane, Southampton, SO14 3EX. Registration Number: OC379411. VAT Number: 144 2175 34

business edge january/february 2015

@quantuma1


business support 21

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We specialise in giving businesses first rate services at affordable rates. The Financial Management Centre provides regular and up to date

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Sussex Offices: Haywards Heath, Crawley, Horsham and Brighton Contact us for some free and honest advice in a consultation meeting to assess the requirements of your business.

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Chartered Accountants, Tax and Business Advisers To Sussex Owner Managed Businesses

Research & Development Tax Relief / Credits is a valuable Government supported scheme to help innovative companies who are making advances in science or technology for themselves or others including re-designing products and processes for more efficient production.

We have been helping clients with R&D Tax Relief claims from the inception of this scheme and our fees are time based so generally much lower than a percentage success fee. If you would like to find out more contact Stephen Monk or Richard Colwell – Business Support and Finance.

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january/february 2015 business edge


22 improving business performance

business edge january/february 2015


business support 23

Considering moving to the Cloud this Year? It’s not just family and friends who begin to consider doing things differently at this time of year. Many businesses use the New Year to review their processes, contracts and costings to bring in changes that will make a difference over the next 12 months. Cloud based email and applications provide greater flexibility as well as cutting down the costs for an SME.

A good option for growing business The cloud is a good proposition for businesses that need to upgrade their servers or are updating/renewing their software licence agreements, but it is also the sensible option if there are plans to increase the number of employees during the year – it means you can simply add a new subscriber when they arrive rather than having to pay upfront for a new license.

Be prepared for the winter weather For SMEs, the cloud offers a wide range of benefits beyond its cost effectiveness. It allows employees to work remotely and can be vital in keeping a business more connected. If, for example, extreme bad

weather stops people getting into the office this winter, they can still connect via the cloud, access their email and applications and continue working whilst at home.

Easier to change than you might think With all its benefits, there are still some SMEs that are reluctant to embrace this new, more efficient, technology and have yet to change their IT provision. In fact, recent research shows that 1 in 5 SMEs are still using Windows XP. Microsoft support for Windows XP ended in April 2014. Part of the problem may well be that managers are worried about possible downtime or disruptions to the service. Using a reputable IT services company that can help with planning and the transition from one supplier to another can make changing to the cloud a smooth and hassle free process. Tim Clifford, Finance Manager for The Brookwood Partnership comments, “Moving our entire email system across to the cloud sounded like a tricky job, but M2 Computing completed the project over a weekend with ease. I like the personal service they provide, it means I can get to know them and they can get to know me.”

No minimum term with M2 Computing M2 Computing are now offering a no minimum term on their IT support contracts which means SMEs aren’t tied into lengthy arrangements. Business Development Manager at M2, Paul Kollnig comments, “Customers sometimes feel uneasy about being tied into long term contracts with new suppliers, so we decided to offer an alternative choice. With M2’s personal approach and fully qualified in-house support team, we are confident our customers will be so delighted with our service, they won’t want to leave.” For further information visit www.m2computing.co.uk, email us at enquiries@m2computing.co.uk or give us a call on 01293 871971. Paul Kollnig

january/february 2015 business edge


24 inspirational leaders

The good times roll as confidence soars in construction industry Ian Pinington, Marketing Director, W Stirland Ltd The New Year has dawned with the construction industry looking ahead with confidence to the next twelve months, welcome news after one of the darkest periods in its recent history. One of the companies expressing confidence is Sussex-based W Stirland, whose order books have reached record levels and which expects to keep its 50 workers busy throughout the year. Among key employees enjoying the confidence is Ian Pinington, Marketing Director, who also chairs the Sussex Construction Forum, which is part of Sussex Chamber of Commerce. Ian, who has worked in the construction industry for 44 years, came to W Stirland at the end of 2013, having previously been with Morgan Sindall for eleven years, where he was business development manager. His new role was created by Shaun Stirland, Managing Director, to enable him to use his experience in helping to grow the business and raise the company profile and he arrived as

business edge january/february 2015

the gloom of recession finally began to lift. Ian said: “The year 2013 saw the country emerge from one of the deepest recessions we had known and in the summer of 2013, it was as if someone threw a switch and suddenly companies began to feel confidence again. “There were various reasons, one of which was that the economy was recovering and because interest rates remained low, and it looked like that would continue, businesses were prepared to invest in development again. “Another reason for the confidence was that there was more liquidity in funding, although the banks remained a challenge with their restrictive practices when it came to borrowing money. “Nevertheless, developers were feeling confident again and all

THE YEAR 2013 SAW THE COUNTRY EMERGE FROM ONE OF THE DEEPEST RECESSIONS WE HAD KNOWN AND IN THE SUMMER OF 2013, IT WAS AS IF SOMEONE THREW A SWITCH AND SUDDENLY COMPANIES BEGAN TO FEEL CONFIDENCE AGAIN. the industry benefited at the rapid turnaround.“ W Stirland is one of the companies to see orders increase and the company is delivering projects up to £10m across Sussex, Surrey and East Hampshire, with turnover expected to reach £40m in the next year or two.


inspirational leaders 25

One of the sectors which is driving the increase is education. Ian said: “We are doing a lot of work to create extensions for schools, mainly in the primary sector. “We are doing some new-build as well but most of the projects are extensions as schools seek to find new spaces to accommodate the demand, particularly at primary level. “A child born today will need schooling within four to five years so local authorities and the schools themselves are reacting to that requirement for more space.” Also driving confidence is the upturn in the housing sector. Ian said: “We are seeing a lot more housebuilding, as both private builders and housing associations seek to take advantage of parcels of land, many of them open spaces or redundant blocks of garages, to meet the need for new homes. “Many of the sites on which we are working are brownfield sites, often where housing associations had homes that have grown old and needed to be demolished and rebuilt.

“The recent news about the rise in first-time buyers will help as well, as has the fact that interest rates look like they will remain low.” The news about first-time buyers broke in January when it was revealed that the number of firsttime buyers is at its highest level since before the recession. Almost 327,000 people took their first step on the property ladder last year – a fifth more than in 2013, a report found. This is the highest number since 2007, despite soaring house prices in many parts of the UK. Halifax, the country’s biggest mortgage lender, said that while the rest of the housing market cooled and mortgage approvals dipped, first-time buyers bucked the trend, supported by the Government’s Help to Buy Scheme – which allows people to buy homes with a smaller deposit – and competition between mortgage lenders. All good news but the upturn in demand has not been without its problems for the construction industry, including shortage of raw materials.

Ian said: “Take bricks as an example. Many of the major brickyards had mothballed production during the recession and when the market turned so rapidly, they found it difficult to meet the sudden demand. “We are saying to clients that, because we are being quoted up to 52-weeks’ wait for some bricks, they have to be more flexible in their choice of materials. “Nevertheless, we are confident for the next year or so. Construction companies know that these things go in cycles. “Circumstances change, political situations change, for example, and everyone is watching what happens in early May, but as an industry we enjoy the good times when they are here. “Our order books are at record levels and we expect that ourselves, and other construction companies, will be busy for the foreseeable future.”

january/february 2015 business edge


26 cover feature

Sussex Enterprise rebrands as Sussex Chamber of Commerce Sussex Enterprise; the largest business membership organisation in East and West Sussex, has been formally renamed as ‘Sussex Chamber of Commerce’ in conjunction with the national network; The British Chambers of Commerce. The company has undergone a total brand review, propelling themselves into 2015 with a contemporary, bold and re-defined vision. Sussex Chamber of Commerce will focus on easy-to-understand, clear and consistent messaging, which will help improve the economic regional environment. In addition, Sussex Chamber of Commerce has officially launched its new website www. sussexchamberofcommerce.co.uk, aligning the name change and rebrand, to appeal to a high calibre of future-focused businesses. Ana Christie, Chief Executive of Sussex Chamber of Commerce, said: “Sussex Chamber of Commerce has been proud to provide local businesses with fantastic contacts, expert skills and advice for over 70 years. The rebrand is an excellent opportunity for us to hone our business approach and champion future growth, with an improved image and aligned business objective. Although we are updating our name and brand, existing clients can expect the same, fantastic level of service with updated support, development and membership benefits.” Creative Pod, an award winning Sussex and Surrey based design-led

business edge january/february 2015

Print, Marketing and Design agency, managed the rebrand in conjunction with Sussex Chamber of Commerce. Matt Turner, Managing Director of Creative Pod, said: “As the only accredited Chamber of Commerce in Sussex, we were delighted to work with the Chamber to modernise their brand, creating bold and elegant messaging with a contemporary visual identity. We hope the rebrand will propel the company into the New Year with a clear identity, consistent with the national network, whilst maintaining localised business objectives.” The Sussex Chamber of Commerce repositioning is led by the addition of new social events for all Members in 2015. Further to this, Premier Members can look forward to a variety of new, exclusive events which include a Formula 1 Simulation Day, an invite only Sailing Event and a ‘Meet and Greet MPs afternoon. The Sussex Chamber of Commerce Membership packages are tailored to businesses with a vested interest in Sussex, who want to make a difference in the local community. As the Sussex Chamber of Commerce, the name will allow businesses to associate themselves with a much larger brand. As the accredited Chamber, they have the added support of being a part

AS THE ONLY ACCREDITED CHAMBER OF COMMERCE IN SUSSEX, WE WERE DELIGHTED TO WORK WITH THE CHAMBER TO MODERNISE THEIR BRAND, CREATING BOLD AND ELEGANT MESSAGING WITH A CONTEMPORARY VISUAL IDENTITY. WE HOPE THE REBRAND WILL PROPEL THE COMPANY INTO THE NEW YEAR WITH A CLEAR IDENTITY, CONSISTENT WITH THE NATIONAL NETWORK, WHILST MAINTAINING LOCALISED BUSINESS OBJECTIVES.


cover feature 27

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Export Documentation Services What are incoterms? The purpose of Incoterms is to provide a set of international rules for the interpretation of the most commonly used trade terms in foreign trade. This means that the uncertainties of different interpretations of such terms in different countries can be avoided or at least reduced to a considerable degree. They are governed by the International Chamber of Commerce (ICC) and they come in the form of 3 letter abbreviations i.e. FOB – Free on Board, CFR – Cost Insurance and Freight. The Incoterm should be agreed at the time you finalise your sales order, as it specifies which party is responsible for which part of the shipment. The ICC publish a book, which is updated every ten years, the current version is Incoterms 2000. This provides more in-depth information in the Incoterms.

What is my tariff code? All UK product exporters willa at some pointcustoms need export documentation. The accredited Chamber is licensed to certify and arrange of export Every has code, which specify. Ideally this should be mentioned on your export documentation. If you dolegalization not know your code, documentation. We'customs will also assist exporters throughout process of completing the9000. documentation; from choosing the right documentation to please contact the classification helpline' on thethe following number: 0845 010

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of the British Chamber of Commerce, to a broader audience, and a referral scheme to show the Chamber’s gratitude to their giving businesses the chance to have their members and to spread the word and the views represented at the highest level of government. The British Chamber of benefits to a wider community. Commerce has been voted as a business Sussex Chamber of Commerce are super-brand which is a sign of quality, launching Young Chamber to connect schools Easily create high-quality PDFs from your web pages - get a business license! and local businesses, to give young people a reliability and distinction. The Chamber will now be offering brand voice to engage with business and experience new membership and events packages in a greater understanding of the workplace 2015. This will give businesses the opportunity and future employment opportunities. The to network, grow their business, avail of incentive for business is to have input before young people enter the world of work; support services which offer discounts and valuable advice, allow businesses to explore providing them with a real understanding new markets internationally, and have a voice of the opportunities available and the skills, and influence legislation, policy and decision aptitudes and attitudes that business needs. making. Employers can raise their community profile, There are sponsorship opportunities to creating a positive image amongst young champion events and promote your business people and their families.

This clear identity for the Sussex Chamber will propel the company into 2015 so that they can continue to grow and support businesses as well as the economy in the county.

january/february 2015 business edge


28 business support

Efficient security you can depend on, 24 hours a day

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

Mobile Security Patrols are a highly visible and effective deterrent to help protect your staff, your building and your assets. Our Patrol and Response officers will arrive at your site in an Avantguard branded security vehicle and will patrol key points of your building and grounds to ensure all is in order. This means that any potentially vulnerable areas of your site can be regularly checked and your overall security is improved. Patrols are random and never form a pattern so nobody can predict when the next visit will be carried out. Undesirables in your area will soon see that your premises are being protected. We also lock and unlock offices and factories for our clients at the start and end of each day offering you peace of mind by knowing that everybody has left for the day, lights are off, windows are closed, the alarm is set and the building is secure. No service is complete without a comprehensive audit trail. We use our innovative GuardTools system to manage the workflow of the patrol officers and record the tasks and duties that they undertake. You get reports by email the next day, so it’s great for risk assessment and insurance. Our service is highly personal. You deal with real people whom you get to know. So if you are looking for a modern efficient security company with people you can really talk to, give us a call on 01903 890261. CSG Edge magazine ad no1 1/10/14 13:01 Page 1

Our security response teams are out every night of the year patrolling property and dealing with alarm activations… so you don’t have to.

• SECURITY PATROLS • EMPTY PROPERTY INSPECTIONS

• PREMISES UNLOCK AND LOCKDOWNS • KEYHOLDING AND ALARM RESPONSE

Make the most of your most expensive asset At Cullen Scholefield we’re passionate about developing people. Let us help you make the most of your people too.

0800 0185 052 csgconsult.com COACHING & MENTORING • HR DEVELOPMENT • MANAGEMENT • STRATEGIC HR business edge january/february 2015


Chartered accountants and independent financial advisers

DON’T GET LEFT BEHIND

BE VISIBLE

With strong evidence that the economy is now starting to pick up, it is vital that your target audience know you are still around. Your business and your brand need to be visible now, more than ever. How do you keep your brand and business in pole position?

Accountancy | Audit | Taxation | Investment Services Call us today for friendly, personal and efficient help and advice on all your business and personal finance needs

Get back to basics – think about who your target audience are and who your current customers are? How do they find you? What are you doing to let them know your current offering? How could this be improved? A good mix of media is essential in today’s marketplace; the printed word is still important and definitely not dead yet. Couple this with a good mix of suitable online media. Of course, what works for one business and industry sector may not work for your business – think tactically?

Call 01444 247 871 Email us on susan@keymerhaslam.co.uk

www.keymerhaslam.co.uk Or drop in to our office at 4-6 Church Road, Burgess Hill RH15 9AE

n What do the majority of your customers read? n Where do they network? n What do they watch and listen to? n Which online tools are they using? With regards to social media, don’t just dabble – think about your potential customers, Facebook can work for some businesses but not all, consider the ever growing medium of video and making use of YouTube, Google+, Twitter and LinkedIn. You should try and link all your material to have a common thread. Make full use of every article and press release, if you have something published in a newspaper or magazine, make sure you tweet about the article, promote it via Facebook, mention in your LinkedIn groups and on your Google+ account.

At Hills Of Plumpton we know modern fleet operators need suitably skilled Check out our top tips to get you started drivers to protect the investment in www.mediawordwaves.com their vehicles and perform safe andPDFs from your web pages -at Easily createahigh-quality get a business license! efficient job. We have been the leading industrial vehicle training provider in the southeast since we taught our first students way back in 1953. We are also the only training provider in Sussex that offers the full range of vehicle training, with everything from LGV and PCV to fork lift truck and crane mounted lorry courses, and provide the vehicles

We understand that getting your message out to the right people can be mind boggling and time consuming – if you need help in becoming more visible to your customers, please come and talk to us for a FREE no obligation chat.

Lorraine Nugent Managing Director, Media Word Waves

As a major training provider we operate our own full size outdoor DSA manoeuvring area, an indoor workshop for forklift truck operator training and classrooms just a stone’s throw from Plumpton racecourse. And with our fleet of training vehicles we are able to offer a comprehensive instruction package

01273 890410 liz@hillsofplumpton.co.uk www.hillsdrivertraining.com

01293 817248 Lorraine@mediawordwaves.com

www.mediawordwaves.com

january/february 2015 business edge


30 business support

Follow my leader There is a difference between management and leadership. Managers plan, control, co-ordinate, implement policy and manage others to achieve. Leadership is strategic, establishing direction, co-ordinating resources and motivating individuals. The two often go hand in hand and this is often how the best results are accomplished. So how do you achieve this? Considerations in the pursuit of leadership positions and success include; What kind of leader you are? Who are the leaders in your organisation and what makes someone good? Can you be the leader at all times? Does leadership achieve goals and control systems? What about interpersonal skills? Identifying these and being self-aware is the start of being a better leader.

Leadership can derive from many sources; there is a view that it is a natural quality in some people. Leaders need followers, and knowing the ingredients required to create successful relationships is key. Followers may like and respect a leader for their knowledge, but is leadership based on power? Leaders would expect that there is recognisable legitimacy to their power and as such, it may be necessary to provide rewards or it may be within their power to penalise others. We can learn from outstanding leaders such as Jack Welch of General Electric and Winston Churchill, along with authors from Sun Tzu, through Macchiavelli to Kotter, all continue to have an influence on modern leadership. By Graham Clifford Senior Lecturer Leadership MBA, University of Brighton

Fast-track Fast-track youryour career career Our part-time Our part-time courses courses will help will expand help your expand career youroptions career and options and increaseincrease your earning your potential. earning potential. They allow They youallow to combine you to combine work andwork and study, and study, will develop and will develop and update andyour update professional your professional skills. skills. Take yourTake career yourtocareer the next to the levelnext with:level with: • The Brighton • The Brighton MBA (CMI MBA accredited) (CMI accredited) • Professional • Professional Accounting Accounting (ACCA accredited) (ACCA accredited) • Management • Management and Leadership and Leadership Diploma Diploma (CMI accredited) (CMI accredited) • Human• Resource Human Resource Management Management Diploma Diploma (CIPD accredited) (CIPD accredited) • Diploma • Diploma in Law (Law in Law Society (Lawaccredited) Society accredited)

Open evenings Open evenings

Our openOur evenings open evenings provide an provide excellent an excellent opportunity opportunity for you toforlearn you more to learn more about ourabout part-time our part-time courses. courses. See website See for website details. for details.

01273 642974 01273 642974 business@brighton.ac.uk business@brighton.ac.uk www.brighton.ac.uk/bbs/parttime www.brighton.ac.uk/bbs/parttime

Businessbusiness Edge Business Ad Jan Edge 2014.indd Ad Jan 2014.indd 1 1 edge january/february 2015

30/01/201430/01/2014 09:41 09:41


business support 31

Business Support Ltd Passionate about driving the growth and success of small and medium sized businesses through; Administration Support Project Management l Event Management l Customer Research l Social Media Set Up and Management l l

Contact us now for a free, informal consultation and see how we can help your business grow.

For more information contact us on:

T: 01903 327615 | M: 07834 731615 E: makeithappen@mbsmih.com

www.mbsmih.com make it happen..

How does the person doing the work, run the business? Unfortunately it’s by giving up their social life, family time, holidays and hobbies. But imagine if you could get that time back, what would your business look like then? You’d have more energy and more time. You’d be relaxed and focussed - having finally had that weekend away or relaxing evening in. You don’t need to spend a fortune on various staff members, or get hindered by PAYE and the stress that comes with employing. You need MOMENTUM Business Support Ltd. We can support you with your admin, social media, projects, events and customer research. Our team are very experienced, require no training and work virtually, so you don’t even need to find them a desk. If you want to get your time back and start really focussing on the growth and development of your business, email us today makeithappen@mbsmih.com or call 01903 327615.

IF YOU THINK YOU’RE SPENDING TOO MUCH ON ENERGY, IS COMPETITIVE PRICING THE ONLY ANSWER? That depends upon whether your operation is energy efficient or not. Understanding the link between energy consumption and the business activity is the first step to ensuring that you are as energylean as possible. Eliminating waste of product and consumables is normal business practice but because wasted energy is not easily quantified management may be oblivious to it. Energy awareness should form the part of someone’s job description in every organisation. Avron Consulting can help you get control of your energy use either directly or by training a member of your staff. Avron Consulting Ltd. offers the following services: n Energy Audits n ESOS Lead Assessor n Non-Domestic Green Deal Advice Reports and Energy Performance Certificates n Entry Level Energy Management Training

For more information contact us on

07522 003936

enquiries@avronconsulting.co.uk

www.avronconsulting.co.uk

Energy Saving Opportunities Scheme This year the Government launched the Energy Saving Opportunities Scheme (ESOS) which is mandatory for large enterprises. (More than 250 employees or greater than 50 Million Euro turnover & 43million Euro Balance Sheet). Smaller businesses are encouraged to adopt the principles of ESOS without necessarily following the full compliance route. The scheme is designed to identify cost effective energy saving opportunities by means of energy efficiency audits which must be repeated on a 4-yearly cycle and must be overseen by a qualified Lead Assessor. For all businesses with a significant energy spend the 4 main steps, measure energy use, analyse and identify saving opportunities, evaluate opportunities using life-cycle costs and report/implement make sense. Understanding how energy is used in a business is the key to waste prevention. january/february 2015 business edge


Roller Banner Systems

From ÂŁ60 Elephant produce great value print and display products for a wide range of businesses, our enthusiasm for our work makes us one of the most consistent and innovative printers around. n Indoor and outdoor signage n Vehicle graphics n Window displays n Events and exhibitions

n Digital wallcoverings n Posters, flyers and leaflets n Full installation service

Need a quote, or just have a question? Contact us today!

01273 401 209 info@elephantprint.co.uk www.elephantprint.co.uk

SOVEREIGN COMMERCIAL Installations Limited Commercial Projects across the South of England & beyond: n All Commercial Building Work n Interior fit-outs, Office refurbishments and construction of mezzanine floors

n Clean-Build projects for: Pharmaceutical, Food and other clean industries Westham Business Park, Pevensey, Eastbourne BN24 5NP

Tel: 01323 763179 | Email: info@sovcomm.co.uk | Website: www.sovereigncommercial.com business edge january/february 2015


business matters 33

Locate East Sussex reaches £3.5million award figure Locate East Sussex has helped secure £3.5million in grants and loans for growing businesses and start-ups in the county, creating nearly 400 new jobs. The funding comes from the award to East Sussex County Council from the government’s Regional Growth Fund. To date this has been matched by more than £16million from local companies, representing a total boost of more than £19million to the county’s economy. The landmark figure of £3.5million was reached just before Christmas, less than a year after the funding programme was launched by Locate East Sussex, which is financed by a partnership of East Sussex district and borough councils and East Sussex County Council. For expanding companies or those at the start-up stage in East Sussex, there is still £1million of support available. Applications must be made by the end of January at the latest. Grants are available from £3,000 to £160,000 and loans of up to £250,000 for capital projects. Philip Johnson, Director of Locate East Sussex, said: “We’re actively encouraging

growing companies that are creating jobs and investing in capital equipment to get in touch with us urgently. “We can assist with submissions for loan or grant funding and guide applicants through the process. It’s the right time to make investment and we’ll do all we can to help get funding out to support businesses that are growing and creating jobs for the future.” Among the recent companies to benefit from funding through Locate East Sussex is SolarUK which manufactures and installs solar panels specifically made for the UK climate. The business has secured RGF funding towards a new 17-sided building which has been purpose built for the firm’s requirements from recycled materials. SolarUK is due to move into the New Trade Road site in Battle early in 2015 and six new jobs are expected to be created as a result. Full details about funding support, along with terms and conditions, are available at locateeastsussex.org.uk/funding.aspx, by email at enquiries@locateeastsussex.org.uk or by phoning 01424 205085.

Arco opens new Crawley store Arco, the UK’s leading safety supplier, opened a new store on Gatwick Road in Crawley, with BBC Ground force Star Tommy Walsh officially marking the launch. The new Crawley store, with more than 3,100 square feet of retail space, will offer customers the latest in safety gear, including best selling ranges of workwear, weatherwear, footwear, gloves and tools. The store is based on the new Oakwood Industrial Park. Clive Barstow, head of retail, said: “The opening of our new Crawley store will extend Arco’s national network of 40 UK trade counters which helps us in our goal of making safety products and advice even more accessible to local businesses and tradesmen. Our new store will offer customers the best possible selection of products as well with our own in store experts available to offer advice and training.”

Big Foot Systems receives nomination for awards Sussex-based Big Foot Systems has been shortlisted at the National Air Conditioning & Refrigeration Awards.

The firm was recognised for its Multi Frame, a repeatable support structure for mounting all sizes and weights of standardised AC equipment on flat roofs, in the Air Conditioning Product of the Year category.

The National ACR Awards 2015, will be held on 29th January at the Town Hall in Birmingham. For further information on all products and services offered by Big Foot Systems email enquiry@bigfootsupport.com or telephone 01323 844355.

january/february 2015 business edge


34 chamber benefits

Membership Benefits Chamber Healthcare

Chamber Health and Safety

Help to reduce sickness absence and improve staff motivation with a choice of two great schemes.

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

n The Chamber Business Healthcare Plan, offers private medical insurance for your employees. Get 10% cashback annually or 50% off your chamber membership fees for 3 years. Click here to find out more. n Pay as little as £1.10 per employee per week with the cash plan scheme Chamber Primary Health Plan.

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

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

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

Training Courses Essentials of Supervision and Team Leadership

An Introduction to Export Procedures

When: 9:30am - 16:30pm Thursday 8th January 2015 Where: The King’s Centre, Burgess Hill It has often been said that the biggest challenges a manager faces come when they first transition into a supervisory or team leadership role. First line management requires a very different mind-set to any operational role and requires a very different skill set. This course will support supervisors, both new and experienced, to focus on how to successfully lead their teams (rather than just keeping their heads down and trying to do most of the work themselves).

When: 9:30am - 16:30pm Monday 19th January 2015 Where: The King’s Centre, Burgess Hill

Effective Time Management & Personal Effectiveness

Microsoft Excel - Data Analysis for Businesses

When: 9:30am - 16:30pm Thursday 15th January 2015 Where: The King’s Centre, Burgess Hill It seems that everyone is trying to get more done with less resource and for many of us the resource under the most pressure is our time. This course is all about investing some time and energy up front so that you find ways to stay in control and become as effective at work as you can be. This is critical to both managers and operational staff alike so that we can all achieve our goals and feel comfortable with our choices at work.

contact

Who is it for? The course is suitable for those new to the problems of exporting and for experienced exporters who need to update their knowledge. No prior knowledge of exporting is assumed. The content will be relevant to field and office based sales staff, purchasing staff, shipping and dispatch personnel, accounts and finance staff, customer services, freight forwarders. When: 9:30am - 16:30pm Thursday 22nd January 2015 Where: The King’s Centre, Burgess Hill

What this course will do for you A large percentage of your organisation’s data is held in spreadsheets but at the moment you’re struggling to extract the business intelligence you need to meet your targets. This course will increase your competence in using Excel for data analysis and so help you meet those productivity goals. From learning how to create simple formulas and functions through to more complex data analysis using the If function, Vlookup and Pivot Tables, you will have the necessary skills to extract information from your spreadsheets more effectively. By completing structured exercises, using data relevant to your work, this course will increase your competence in day-to-day data analysis making you more efficient and productive in your work

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

business edge january/february 2015


chamber benefits 35

Training Courses continued Becoming an Authorised Economic Operator (AEO)

People and Team Management

When: 9:30am - 12:30pm Friday 23rd January 2015 Where: The King’s Centre, Burgess Hill

When: 9:30am - 16:30pm Tuesday 3rd February 2015 Where: The King’s Centre, Burgess Hill

Course Outline

This course is designed for managers who would like a solid grounding in people management best practice. The day lays the foundations for strong manager/staff relationships, ensuring that they know how to focus on doing their people management job well and can deal with more difficult feedback situations. Some delegates attend the Essentials of Supervision and Team Leadership first and then progress onto this course. More experienced managers often feel this is the right level to begin at and may progess on to Developing Your Management & Leadership Skills or take this as a standalone intensive management course.

The object of AEO status is to encourage all parties that impact on the international supply chain to achieve a certificated standard that will become an internationally recognised quality mark. This will include importers and exporters, warehouse operators, agents, freight forwarders and carriers. This “kite mark” will confirm that the organisation has met specific high standards including supply chain security, financial stability and compliance with customs procedures. This quality mark may then become a marketing tool similar to ISO accreditation, and is often a pre-requisite for international public sector and defence supply contracts.

Microsoft PowerPoint with Presentation Skills When: 9:30am - 16:30pm Wednesday 28th January 2015 Where: The King’s Centre, Burgess Hill

What this course will do for you: So you need to deliver presentations? You may never have stood in front of an audience before, or you may be an experienced presenter, delivering acceptable, but not brilliant presentations. Public speaking and presenting in front of a group of people, colleagues or strangers, can seem like a nightmare. This course will give you the skills to use PowerPoint to get your message across far more powerfully than before and is packed with practical tips and techniques that can be used by everyone. You will also learn how to create the Master Slide, the key to consistency and with the use of pictures, diagrams and animated effects, your slides will communicate information more effectively, persuasively and professionally.

Export Controls & Licensing When: 9:30am - 12:30pm Monday 2nd February 2015 Where: The King’s Centre, Burgess Hill Export Control restrictions have been greatly expanded in recent years. Control has always been applied to goods that are specifically designed or adapted for military use, but increasing control is now applied to “dual - use goods” ie those that could possibly have both a civil and military purpose. This incorporates a vast range of goods.

contact

Microsoft Office 365 - End-User Training When: 9:30am - 16:30pm Thursday 5th February 2015 Where: The King’s Centre, Burgess Hill

What this course will do for you: Office 365 is a subscription-based online office and software plus services suite which offers access to a suite of business applications including Office Web Apps, Lync Online and SharePoint Online. Depending on the subscription, you will also have Office 2013 applications, Outlook, Word, Excel, PowerPoint and Access which are all integrated with the Office 365 Cloud. This course will allay your fears and resolve your frustration with using the new cloud based systems. In this course as well as understanding the user interface you will learn about the new features that will greatly increase your productivity and efficiency.

Telesales: Profit not Pain When: 9:30am - 16:30pm Wednesday 11th February 2015 Where: The King’s Centre, Burgess Hill Most people dislike telesales, and that includes doing and receiving sales calls. This is largely because so many companies are doing it really badly and annoying us all in the process. However, sales does not need to be pushy, annoying and manipulative, there is still an important role for business to business telesales if it is done in a thoughtful, respectful and intelligent way. This course will teach you how to plan, research and undertake proactive sales and prospecting without falling into the negative sales stereotypes which haunt so many of us. After the course not only will you enjoy your job more, you’ll make a lot more money for your company.

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


36 family in business

Keeping it in The Family

Building on relationships Bruce & Sarra Hawes set up Hawes Building Ltd just 18 months ago and since then they haven’t looked back! They met whilst working for Llewellyn’s which, at the time, was one of the largest family-owned building companies in the South East until it was sold in 2002. In fact Sarra was their first female site manager so she certainly knows a thing or two about running a job! They both stayed in the construction industry with Bruce co-running a “deconstruction” company for ten years and Sarra working with former colleagues at a building company as well as bringing up their family before deciding to start up on their own early last year. The projects they have worked on have varied in size and complexity and have included new build extensions, commercial and domestic refurbishments, retail fit outs as well as diamond drilling and concrete cutting. Other projects include structural alterations on a large scale and propping works. The company has CHAS approval as well as being Builders Profile and Constructionline registered and currently in the process of joining Safecontractor. Current projects include the refurbishment of a large private residence in East Sussex and extensive works to a house in Golders Green including structural repairs, roofing, lead work and refurbishment of pool house and store rooms. Hawes Building Ltd is based in Wilmington just outside Eastbourne but works on projects around the south including North London, East & West Sussex, Surrey and Kent, Hampshire. info@hawesbuilding.co.uk Tel: 01323 483 085

business edge january/february 2015

The Cheese Man was born in 1995 by Fred Cowling whose experience in the cheese Industry goes back over 40 years. After three years of being a one man band, the business had grown enough to enable the next generation of The Cheese Man to join, and in 1998 Fred’s son Tony joined the business. In this their 20th year, the business continues to grow. Continuing to specialise in cheese, but also incorporating other gourmet products to their portfolio. Which have been able to complement their cheese range? The Cheese Man loves to promote local cheeses, and with over 10 Cheese producers in Sussex / Surrey area, enables them to give their customers a vast range of local cheeses. As well as local cheeses, there is always a vast selection of British & Continental cheeses to choose from. The company now employs 15 staff, from their original commercial unit (although they have also added a further 4 units next door). This has enabled them to continue to supply a high standard of service and quality products, to their customers in the Sussex / Surrey area. They supply a wide range of businesses, from Restaurants, Hotels, Delicatessens, Sandwich shops and outside caterers. With 7 refrigerated van sales vehicles cover the area, this gives their customers the chance to choose cheeses directly from van when they arrive at the customer’s premises. For further information please contact us on 01273 412444 www.thecheeseman.co.uk enquiries@thecheeseman.co.uk Twitter @CheeseManSussex Facebook The Cheese Man

Like Father, Like Son’s H2O Linen Services Ltd is an established family business providing a first class linen service to its customers across Kent, Sussex, Surrey and Hampshire. Clients include restaurants, B&Bs, hotels, spa’s, nursing homes, hospitals, schools, conference centres and castles. They occupy a large warehouse site and employ around 50 full time staff who process over 115,000 pieces of laundry a week. This ranges from pillow cases to duvet covers, chefs wear to work wear, napkins to banquet cloths and hospital gowns to bathrobes. They provide a bespoke service to meet the individual needs of each client, working with them closely to meet their exact requirements. H2O Linen Services began as a high street dry cleaners which was bought by Mike and Rosemary Shoesmith on the day of its closure in 1979. The business grew from strength to strength, expanding the service it provided and taking over the assets of a rival laundry that had gone into liquidation. The business is now turning over £1.75 million a year and is run by the couple’s three sons. Partners Steve, Rob & Darren Shoesmith have been working together for more than three decades and the family business ethos remains at the heart of all they do. The business continues to grow and they are developing the business further by investing in new equipment, vehicles and staff development to maintain and improve the service they offer to new and existing customers. For more information please visit www.h2olinenservices.com or telephone 01424 217001.


family in business 37

RT Page was started in 1946 by the current director’s father.

The Ridley Family Ridley Inns is a small group of pubs that comprises The Cock Inn at Ringmer and The Highlands Inn at Uckfield and is run by the Ridley family. Our pubs are characterised by a friendly welcome, a wide range of delicious home-cooked food, and drinks to suit all tastes including fine ales and personally selected wines. Following a chance conversation with the previous landlords of The Cock in August 2005, Ian & Val, together with their youngest son, Matthew, took on the lease. This was a first time venture for the family, Ian having spent the previous 30 years in corporate finance, Val having been a mother and medical secretary and Matthew just graduating from university! The Cock had always had a good reputation for food, but very quickly we enhanced the menu and opening times to improve our service offering. Every year the business has grown to the point where last year turnover reached £1.05M. We have also achieved recognition through The Daily Telegraph, The Good Pub Guide, The Good Beer Guide and The AA Pub Guide. This October we were also awarded ‘The Best Place to Eat’ by the Uckfield Chamber Of Commerce, at their biannual business awards. In October 2012, we were joined by our eldest son Nicholas, and together with our daughter Caroline, who gives us HR support, we embarked on a search for a second pub. In October, we opened The Highlands Inn in Uckfield, after an extensive and beautiful refurbishment, offering the townspeople a great place to meet, eat and drink.

The company was incorporated in 1955 and owners sons joined the business in the 1970’s. Two of the current directors children are still involved the business carrying on the tradition of being a family firm. RT Page offers a complete 3PL (third party logistics) service to all online ecommerce retailers, whether you are a start-up business or a longestablished company we can adapt our service to your requirements. From our purpose built warehouses based in Sussex we can offer a flexible outsourced warehouse solution to suit the needs of your business and your budget. Whether you’re a start-up business looking for a single pallet or an ecommerce company looking for an entire pick and pack 3PL service we offer a smooth, efficient service that integrates effortlessly with your operations. Rest assured in the knowledge that your goods are being kept safe with secure storage and an expert team on hand. Contact us on 01903 736300 or visit www.rtpage.co.uk

RH & RW Clutton As a company RH & RW Clutton can boast a number of unique attributes in particular being the UK’s oldest firm of Land Agents. In addition since the founding of the business 271 years ago, there have been only 17 partners, the majority being family members. This demonstrates that tradition and continuity along with a willingness to embrace modern technique and increasing technology, have created the successful surveying business that is RH & RW Clutton. The firm’s history starts in 1743 when William Clutton was taken on as an apprentice at a surveyors firm in Cuckfield. William’s son and then three grandsons joined the firm and in 1875 when William’s great grand-nephew Ralph William joined the firm it became RH & RW Clutton. In the post war period George Raikes, Tony Duveen and Guy Courage managed the firm when many rural estates were undergoing major changes. In 1955 the firm moved to its present base at 92 High Street, East Grinstead. Between 1971 and 2012 the Partnership was run by Christopher Schooling, Timothy Hutchings and Timothy Raikes (son of George Raikes), and their management has brought the Firm to what it is today. The current partners are George Back and Oliver Harwood. George is married to Victoria who, in October 2014, became the Partnership Manager, continuing in the family tradition. RH & RW Clutton’s key areas of expertise are in Estate Agency, Commercial Property Agency and Property Management. T: 01342 410122 | F: 01342 314489 E: mail@rhrwclutton.co.uk www.rhrwclutton.com

january/february 2015 business edge


38 business matters

O&G founder David Graimes (centre) with sons Gavin (left) and Gareth (right)

Entrepreneur mum gets top results at school A Sussex-based mum who recently founded a school for parenting skills has been given a best-in-class report on her results. Sarah Watkins began Parentskool as a not-for-profit social enterprise three years ago to improve the health and wellbeing of parents and babies. The latest published social impacts of her hard work show an array of positive results. Parentskool is now saving the NHS millions of pounds by innovative teaching methods for parents to reduce baby deaths and sickness. Her report shows her results against national standards. Safe breastfeeding up by 40%, bottle sterilisation rates up from 37% to 96%, parenting confidence levels up by 47%, post natal depression knowledge up from 29% to 98%, and

business edge january/february 2015

education to prevent sudden infant death syndrome up to 98%. Clive Bonny, independent advisor for Responsible Business Standards and GrowthAccelerator coach, said: “Sarah’s ParentSkool programme is uniquely designed to give the right support to busy parents at the right time and in the right way. Potential NHS cost savings are over £20 million every year as a result of Sarah’s hard work. That saving can pay for a brand new hospital.” Sarah said: “My vision is for every parent to be informed, prepared and confident in their ability to care for their baby and my mission is to provide realistic, fun and confidence-building courses, resulting in healthier and happier parents and babies.” Sarah has won the Natwest Venus Award for Business Mother of the Year. Full marks and well deserved.”

Oliver & Graimes celebrates 35 years One of Britain’s longest running creative marketing agencies, Oliver & Graimes, has celebrated its 35th birthday. The agency was launched in 1979 and has won multiple awards for its creative and marketing work across many industry sectors. Founding director David Graimes said: “This is our milestone and if I’m honest, it is one I expected to reach. “I never set out to build a business to make money as I always enjoyed a feeling of privilege from running a business operating in this highly creative sector. “I’ve always had a sense of excitement working with people I’ve employed that are so much more creative than me and I’ve also been very honoured to work for some fantastic big brand companies.” David has been joined by his two sons Gavin & Gareth in running the Hove business.


advertorial 39

Daniel Rowe and Bob Hearnden celebrate 25 years of Jackson Rowe

Daniel Rowe on the Parajet Skycar expedition

Will Bayley

Jackson Rowe’s directors (L-R): Dan Miles, Jordan Relfe, Bob Hearnden, Daniel Rowe

Jackson Rowe supports World In Need visiting children in Delhi

Proud past, Exciting future Jackson Rowe is an international construction and property consultancy based in Crowborough, Sussex, with a proud past and an exciting future. This chartered quantity surveying consultancy recently celebrated its 25th anniversary; a quarter of a century in which it has grown from a business employing two people, to one with over 50 staff and an international reputation. Now, the company has embarked on a new venture, joining well-known companies iWS Group and Clarson Goff Management to form the Front3 Group, a development solutions business which adopts a ‘cradle to the grave‘ approach for project and construction management throughout the property industry. The Jackson Rowe story began in October 1989 when Founder and Chairman Daniel Rowe established the business. The company was unusual in that Daniel and Managing Director, Bob Hearnden, who joined two years later, had previously worked in the contracting industry which gave them the ability to see clients’ requirements from both sides. The business developed quickly, with its success based on a quality service that challenges accepted norms in the development industry. As a result, Jackson Rowe delivers complete quantity surveying, contract services and commercial solutions and its team works across all industry sectors, from commercial

and residential, to local authority and major infrastructure projects. Although it operates across the UK and internationally, the company stays loyal to Sussex at a time when many Crowborough residents work outside the town, Jackson Rowe prides itself on bringing people in. Indeed, the company has long been a major presence in the community, supporting many ventures. For example, it supports the charity World In Need (also based in Crowborough), by sponsoring a number of underprivileged children. The company is also the main sponsor for East Grinstead Rugby Football Club and is the main sponsor for ‘local boy’ and London 2012 Paralympic Table Tennis Silver and Bronze Medallist, Will Bayley, who is now preparing for Rio 2016. Jackson Rowe also sponsors local Alpine Ski Racer Peter Bullivant and supported the world record-breaking Royal Marines North Pole Expedition in 2000, sending three of its people to take part. Much of what the company does is underpinned by a commitment to young people. Jackson Rowe is dedicated to nurturing new talent as a structured training provider registered with the Royal Institute of Chartered Surveyors (RICS), encouraging work experience placements with local schools, running apprenticeship/trainee schemes and graduate opportunities. Jackson Rowe, over the years,

has encouraged hundreds of young people to take up a career in construction. Added to the commitment to youth is plenty of experience. Daniel himself has more than 35 years’ experience in the UK, Europe, Middle East and Far East, having worked for developers, major international contractors and civil engineering contractors before becoming a founding partner of Jackson Rowe. He specialises in strategic procurement advice as well as advising clients with regard to disputes and claims and is an internationally recognised Quantum Expert - not bad for a local Sussex man. The blend of youthful imagination and wise experience that characterises Jackson Rowe can be seen in the launch of the Front3 Group, which offers integrated solutions for development, professional services and expert advisory within the property and construction sector. It is an approach that brings everything under one roof, guaranteeing an exceptional service and reduced costs for clients. It is also the latest step in the history of a company whose motto is ‘Proud past; dynamic future‘. You can contact Jackson Rowe at: Calverly House, 6 The Broadway, Crowborough, East Sussex TN6 1DF Tel: +44 (0)1892 667 476 www.jackson-rowe.com or www.f3g.co.uk.

january/february 2015 business edge


40 new members

Welcome to Sussex Chamber of Commerce Membership of Sussex Chamber of Commerce can help you increase profits, get the best from your people and find new clients. Also, it saves you money, gets your voice heard and puts you in contact with even more businesses. Acorn Lodge Care Home Raj Unmar Turners Hill Road, East Grinstead, West Sussex RH19 4LX

Aspen AC Ltd Bruce Cecil Apex Way, Hailsham , East Sussex BN27 3WA

CTEC Energy Mike Burns Unit 7 West, New Road, Newhaven, East Sussex BN9 0EX

01342323207 punmar109@aol.com

01323 849955 bruce@aspen-ac.co.uk www.aspen-ac.co.uk

01273 911204 mike@ctecenergy.co.uk www.ctecenergy.co.uk

Anita Benge Accountancy Services Ltd Anita Benge Unit 8, Watch Oak Business Centre, Chain Lane, Battle, East Sussex TN33 0GB

Beta Futures Ltd Marie Harris 4c Basepoint Business Centre Metcalfe Way, Crawley, West Sussex RH11 7XX

Engaging Wisdom David Loewy 34 Wickham Way, Haywards Heath, West Sussex RH16 1UQ

01424 774182 info@anitabengeaccountancy.co.uk www.anitabengeaccountancy.co.uk

01293 817227 marie@betafutures.com www.betafutures.com

07801 763414 info@engagingwisdom.com www.engagingwisdom.com

contact

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

business edge january/february 2015


new members 41 Felbridge Hotel & Spa Stuart Noble London Road, East Grinstead, West Sussex RH19 2BH

Northgate Vehicle Hire Simon Lloyds Unit 10, Stephenson Place, Stephenson Way, Crawley, West Sussex RH10 1TN

01342337700 stuart.noble@felbridgehotel.co.uk www.felbridgehotel.co.uk

01293522225 simon.lloyd@northgatevehiclehire.co.uk www.imperialselfdrive.co.uk

GAL Consulting Ltd George Lepine 8 Bayliss Crescent, Burgess Hill, West Sussex RH15 8UP

Search Consultancy Ltd Trish Breach 117-119 High Street, Crawley, West Sussex RH10 1DD

01444 246938 lepine@btinternet.com

01293848100 trish.breach@search.co.uk www.search.co.uk

Lotus Labels Andreas Schillinger 1 Park View, Alder Close, Eastbourne, East Sussex BN23 6QE

The Bookkeeping Ladies Ann Druery The Forum, 277 London Road, Burgess Hill, West Sussex RH15 9QU

01323737888 Andreas@lotuslabels.com www.lotuslabels.com

01444457753 ann@thebookkeepingladies.co.uk www.thebookkeepingladies.co.uk

Worrell Fry & Co Ltd Mike Maskell 55-57 Aldwick Road , Bognor Regis, West Sussex PO21 2NJ 01243841710 mike.maskell@worrellfry.co.uk www.good-drivers.co.uk

january/february 2015 business edge


42 legal services

Holiday Pay – What You Need To Know All employees have a right to paid holiday. The minimum entitlement is 5.6 weeks (i.e. 28 days including public holidays for someone working 5 days per week). The issue for employers is how to calculate holiday pay e.g. basic salary, plus allowances, commission, overtime? The Courts say that holiday pay should be the same as ‘normal remuneration’ and should therefore include allowances paid as an intrinsic part of the work e.g. shift work, unsocial hours, regular commission and compulsory overtime.

The recent case of Bear Scotland v Fulton means payment for non-guaranteed overtime should also be included. It is estimated this will affect approximately 5 million workers in the UK.

Key points to note: n Workers are entitled to pay for normal but non-guaranteed overtime as part of holiday pay n This additional payment strictly only applies to 4 weeks leave not to the full leave entitlement n Claims for arrears will be normally be too late if more than three months has elapsed between underpayments n Employers should therefore account for increased costs for holiday pay in the future.

Practically it may be sensible to: n Carry out a workforce audit of regular additional payments n Assess the additional costs if included in holiday pay n In doing so, average commissions over say 3 months or longer n Make the appropriate adjustment to holiday pay now n Make some assessment for possible back claims (limited to 2 years) For more information on this topic or for any employment queries please contact the employment team on 01273 685 888 or email employment@healys.com or visit www.healys.com

Creative Legal Solutions At Healys we pride ourselves on being an entrepreneurial practice by providing clients with a professional and highly effective legal service. We aim to understand our clients and their businesses to offer them practical and commercially sound advice. Our specialised teams of lawyers are here to be problem solvers and will offer recommended solutions. Creativity, commerciality and value for money are our hallmarks and the high quality legal advice we provide ensures an approach which is tailored to the needs of each client and their business. Our Ethos is to build relationships and to become a Trusted Business Partner, not only to bring our knowledge and experience to our clients, but to also offer advice and guidance from business experts. Our business clients range from multinational organisations to new Atrium Court 15-17 Jockey’s Fields London WC1R 4QR

start-ups and we promise to offer the same high level of service no matter the shape or size of the business. We specialise in the following business services: • • • • • • •

Business Immigration Commercial Property Dispute Resolution Insolvency Employment Property Litigation Real Estate

• • • • • • •

Commercial Corporate Services Employment International Services Media / IP Professional Negligence Tax and Trusts

We are an open, friendly and approachable firm with a genuine team culture, which enables us to work with our clients to deliver legal solutions at outstanding value. For further information on our services please visit www.healys.com or call 01273 685 888.

8/9 Old Steine Brighton BN1 1EJ

Tel: 020 7822 4000 Tel: 01273 685 888 Email: London@healys.com Email: Brighton@healys.com Authorised and regulated by the Solicitors Regulation Authority. SRA No. 510079 | A list of the members of the LLP and of non-members who are described as partners is available for inspection at the registered office address shown above. Healys and Healys Solicitors are trading names of Healys LLP which is a Limited Liability Partnership. Registration number OC342610.

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legal services 43

IP reduces your Corporation Tax A common definition of IP is ‘creations of the mind’ and where these relate to industry, this typically means doing something better than had been done before, in an attempt to create a competitive advantage. This could be more efficient business processes, the better organisation of workflows, more efficient manufacturing processes or a cheaper or more advanced design of a product. R&D tax relief or tax credit is a government incentive that was created to benefit forward thinking companies that invest time and effort in creating and applying IP to their industry. James Dyson’s ‘Ingenious Britain’ report on Innovation from March 2010 said: “Of the various tax instruments available to government, R&D tax credits have the advantage that they seek to help companies that are themselves prepared to invest in R&D. Government does not need to choose sectors or companies, with the result that R&D can be encouraged in the widest possible range of sectors, taking advantage of businesses’ own insights into likely breakthroughs”. Quite often, whist companies are investing heavily in R&D, their turnover is not sufficient to realise a profit. However, the incentive is structured so that a company can benefit whether they are making a profit and paying tax or in a loss making situation and may never have paid any tax. In order to make a claim, a company needs to identify the qualifying R&D expenditure and prepare a supporting narrative to explain why their activities qualify. Whist it is possible for a company

to read the legislation and follow the accompanying guidance and guidelines, it is unlikely that their claim, and hence benefit, will be maximised. At current rates, a company will receive £2,600 in tax relief for every £10,000 of R&D spend. We would strongly recommend that any company that has created, or attempted to create a new product, service, system or process in the last 3 years to speak with an R&D tax specialist to identify the potential benefit available to them in submitting a claim. We help you recognise, identify and quantify your research and development (R&D) activities to complete successful R&D Tax relief claims. We prepare the technical documentation and work with your own accountants to submit the claim. In the last two years alone, our 27 Consultants have handled in excess of 500 claims for more than 250 companies throughout the UK, gaining them in excess of £10m. At the outset many clients did not appreciate that their development work or process improvements qualified. They do now! Our team covers the UK, our success rate is 100% and there is no cost to our clients if a claim fails for any reason.

Tim Walsh CTA is your local RandDTax Consultant and can be contacted as follows: E: timwalsh@randdtax.co.uk M: 07868 304 863 O: 0800 955 7350 W: www.randdtax.co.uk

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44 legal services

Getting on the right side of the law These have been tough times for the legal profession as the economy battles back from recession but one thing is certain, and that is that legal advice remains a crucial investment, hard time or not. Those people who have tried to save money by dispensing with the services of a solicitor have often found themselves deep in trouble because they ignored that basic mantra. And in the law, ignorance of ramifications tend not to be accepted as a good defence. The reason lawyers are so important lies in the complexity of law, a complexity that

is constantly changing. Each year brings amendments, revisions and whole new areas of legislation so keeping on top of the changes is crucial for any company, whatever field they are involved in. It’s so easy to miss a change that can have a major impact on the way a business operates. Also, very few laws are simple so in an age where a compensation culture is increasingly prevalent, getting the right advice at the right time is important. These days, however, many law firms are appointing specialists to their staff so that they can deal with as wide a range of legal issues in-house. Whatever your company’s area of expertise, the basic, overriding message is never to mess with the law. Ignoring the advice can be as costly as it comes. Investing now can save a lot of pain and cost later.

A unique Occupational Health service for employers

Legal advice by legal professionals Sherrards Occupational Health is a solutions-orientated occupational health service created in response to strong employer demand. We provide fitness for work assessments and many other Occupational Health services in the conventional way and work pro-actively in the referral process to understand the needs of both employee and employer. We then establish the most appropriate occupational health professional, whether physician or nurse and create clear, pragmatic and helpful reports.  An instruction to us may end at that point.  If however, further advice is required, we can call on other professionals in the fields of mediation, HR and legal to provide a complementary action plan. Legal advice is covered by legal professional privilege and is confidential between the adviser and the employer. For further details visit www.sherrardsoccupationalhealth.com business edge january/february 2015

We have a unique offering, providing conventional independent medical advice, and complementing this with practical HR and legal advice, where necessary. This makes us the most effective provider of this service in the marketplace today.

We can provide: Pre-employment medicals Sickness absence reviews Fitness for work and ergonomic assessments Return to work medicals Contact us today to start gaining the benefits of our professional, independent advice. T: 01273 834120

www.sherrardsoccupationalhealth.com


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Benefits of Commercial Arbitration for Business Commercial arbitration is a facility often allowing businesses to resolve their disputes with complete confidentiality, quickly and with finality. This saves the parties from the possibility of time consuming, expensive legal battles with their associated stress and potential for damage to reputation.

Disputes are often part of business life, causing disruption, waste and serious damage to the business. As the use of arbitration must be agreed by both parties, the best way to limit the damage caused by disputes is to include an arbitration clause with a mediation option, in any business contract. In this way, the business will be safe from long litigation in court. Compared to unenforceable and drawn out negotiations or mediation alone, arbitration brings results with finality, quickly and with confidentiality. Even if no arbitration clause exists in the contract, as soon as a dispute arises, one party may make an official request to the other to resolve

the dispute by arbitration. This offer to arbitrate is generally viewed favourably by the Court, towards the party that requested arbitration. An arbitrator can be appointed by lawyers or directly by the parties. All or part of a dispute may be arbitrated on. An arbitral award can be based on evidence from an arbitration hearing or on documents alone. An award should be written within 28 days of the final hearing. The parties can be companies or individuals. For further information on arbitration please contact Mary Howard on info@englegal.co.uk www.englegal.co.uk

www.englegal.co.uk

Impartial, professional and legally enforceable arbitration judgment. Mary Howard at ENGlegal possesses hands-on practical experience in dispute resolution, litigation including the Royal Courts of Justice, conflict management and case management since 1984; She is a highly qualified arbitrator with a Master’s Degree in Law and Arbitration. ENGlegal offers a comprehensive range of arbitration services including, commercial disputes, oil and gas contracts, property, neighbour, landlord and tenant disputes.

For a free no obligation initial arbitration consultation contact Mary Howard info@englegal.co.uk

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46 business matters

Vent-Axia celebrate at awards Leading British ventilation manufacturer Vent-Axia won Product of the Year at the Housebuilder Awards 2014. Scooping the award for its Lo-Carbon Response (dMEV) solution, the Sussexbased company received the accolade in London, at a ceremony held at The Tower Hotel. The announcement followed the LoCarbon Response winning the Best Brand New Product Award at the Housebuilder Product Awards 2014 in July. The Response is a Mechanical Ventilation solution designed for both new build and the social housing sector. Jenny Smith, Marketing Services Manager, Vent-Axia, said: “At VentAxia we are committed to innovation and continuous development so we are therefore thrilled to be recognised in these prestigious awards which honour innovation and excellence in UK housebuilding.”

L-R: Richard Morey, The Build Show; Carl Stuijt, Southern New Build Residential Manager at Vent-Axia; David Clark, Sales Director and actor Steve Mangan

*Vent-Axia was shortlisted for three other industry awards; the company’s EKF Kitchen Box was a finalist in the CIBSE Building Performance Awards in its Energy Saving Product category; the Energy Awards saw the fan nominated in the Energy Efficient Product of the Year HVAC&R category; and in the HVR Awards the fan was in the final line up within the Commercial Ventilation Product of the Year category.

Students turn wine decanters into wall art A team of college students have successfully delivered an arts commission from the Hotel Du Vin, recycling wine bottles, decanters and corks into wall murals. Brighton College students created a collage wall display, including oil paintings using champagne corks instead of paint brushes. The project is supported by the Royal Society of Arts Manufacturers and Commerce to encourage students to engage with employers and demonstrate their practical

business edge january/february 2015

skills in design, manufacturing and resource management. RSA Fellows Nikki Bradford and Clive Bonny provided creative interpretation support and a small grant for materials. Clive said “Today’s students are tomorrows architects, engineers, designers and environmental conservationists. We need to create opportunities for the next generation to show their abilities in recycling waste products and make more effective use of

scarce resources. These collages should be offered as local Turner prize nominations.” The project is part of the RSA “I CARE” initiative: Innovation Catalyst and Arts Recycling for Employability. This creates artwork using exclusively recycled materials by students of all ages and abilities in partnership with local businesses – then displayed in public areas to demonstrate successful engagement between schools and businesses.


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Founded in 1973, Dicker Precision Components Ltd specialises in providing phenomenal quality components of small to large batches to various companies worldwide. The industries we serve: n M.O.D n Subsea, Oil & Gas

n Medical n Aerospace n Pumps

Dicker Precision Components LTD is a ISO 9001:2008 certificated organisation, and we strive to continually improve our effectiveness.

C

R

E

A

T

I

V

E

Design • Branding • Marketing • Web

We have the latest high-tech CNC machinery; Milling: Turning: plus tooling and CAD machining software therefore we can happily accept any of our customers’ requirements through e-mail.

Tel: 01323 840140 dickerprecision@btconnect.com www.dickerprecision.com Unit 51 Station Road Industrial Estate, Hailsham, East Sussex, BN27 2ES

Unit 6b, Floor B, Milburn House, Dean Street, Newcastle upon Tyne NE1 1LE

Tel: Nick on 0845 8842337

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48 diary

SUSSEX CHAMBER OF COMMERCE NETWORKING EVENTS Business Networking Breakfast When: 8:00am - 10:30am Wednesday 21st January 2015 Where: Barnsgate Manor, Herons Ghyll, East Sussex, TN22 4DB Start your day off with breakfast and networking at Barnsgate Manor which is set in beautiful surroundings with spectacular views over the open countryside and forest to the South Downs in the distance. Breakfast will be followed by a presentation from our speaker Simon Longhurst, Chairman of East Grinstead Hockey Club will describe how his team has used social, mobile, analytics and cloud to transform the club, turning it into a commercial entity without losing focus on the critical element of talent to drive performance. He’ll bring tangible examples and show what has worked and what has not, and talk about how they have worked with their Olympians and World ranked players to drive performance on the pitch and build profile. Arrival: 8:00am Finish: 10:30am Premier member: FREE Gold, Silver, Bronze member: £6.00 + VAT Non-member: £13.00 + VAT To avoid disappointment book your space now!

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

business edge january/february 2015

Be Inspired, Make it Happen - Women In Business

Join the Ultimate Business Network

When: 8:30am - 14:30pm Wednesday 28th January 2015 Where: Surrey National Golf Club, Rock Lane, Chaldon, CR3 A free women in business event, sponsored by the Gatwick Diamond Initiative and Talent Gateway, supported by Tandridge District Council, Surrey Chamber of Commerce and Sussex Chamber of Commerce. This event is for those of you who have already started your own business, are considering doing so or have reached a cross roads in your life and are in need of inspiration regarding what to do next. It is an opportunity to listen to women in business tell their stories, inspire you and help you to succeed. It is also an opportunity to network and to exhibit your business. The event will commence at 09.30 and finish at 14.30. In the morning you will hear from inspirational speakers running their own businesses already and the challenges they have overcome; and you will hear from the CEO of Tandridge District Council who has ‘broken through the ceiling’ and about their services to small businesses. There will also be a Panel at the end of the presentations taking questions. There will then be a buffet lunch, with lots of opportunity to network amongst the exhibition stands of women led small businesses and local business support organisations.

(NON MEMBER EVENT) When: 8:30am - 10:30am Thursday 29th January 2015 Where: Toby Carvery, Vancouver Drive, Crawley, RH11 7UR Would you like to capitalise on the Recovery? Would being able to get the best prices and services from a variety of suppliers provide you with a competitive advantage? Would you like to significantly increase the profile of your company? Would you benefit from meeting like-minded business leaders with common interests and problems to share ideas and best practice? Whether you’re looking to reduce essential costs, maximise opportunities to promote your business, network with key decision makers or influence business policy (local, regional, national and international) Sussex Chamber provides the solution. To find out more about how to become a member of Sussex Chamber and get better connected, better informed and more successful please come along to join other local businesses at the “Join the Ultimate Business Network” event. The next Join the Ultimate Business Network event will take place at Butlins on Friday 27th February from 8:30am-10:30am.

Agenda 08.45 – Refreshments 09.30 – Welcome and Introductions – Rosemary French OBE, Executive Director, the Gatwick Diamond Initiative 09.40 – Nici Jupp – Managing Director, Talent Gateway ‘A modern woman’s career journey’ 10.05 – Sarah Hardman – Managing Director, Boldly go Leadership Coaching 10.30 – 10.50 – Break and refreshments 10.50 – Amanda Fisackerly – Director, Intelligent Data Management Consulting 11.15 – Louise Round, CEO, Tandridge District Council 11.40 – Sheryl Tipton – Enterprise First ‘How to win a £2,000 Growth Voucher’ 11.50 – Panel of speakers taking questions; chaired by Rosemary French 12.30 – Buffet Lunch and Exhibition 14.30 - End of exhibition and event Sponsored by: Gatwick Diamond Initiative, Surrey Chamber of Commerce, Sussex Chamber of Commerce

Business Networking Lunch When: 12:00pm - 14:30pm Thursday 12th February 2015 Where: Hotel Seattle, Brighton Marina, Brighton, BN2 5WA Join us for our Lunch Networking event. Located by the seafront, with superb ocean views from Hotel Seattle, Brighton Marina, East Sussex. A two course lunch with a complimentary drink on arrival which will set the tone of a lively, bubbly networking lunch. Places are limited so reserve your seat today. Our guest speakers are Malcolm Brabon from Coast to Capital, who will be speaking about Business Growth Grants, followed by our second speaker Kerry Kyriacou from Business Navigator. Premier Members : FREE Gold, Silver, Bronze members: £21.50 + VAT Non Members : £36.50 + VAT BOOK YOUR PLACE NOW! Sponsored by: Coast to Capital (Growth Accelerator)


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TRAINING COURSES e-z Cert Workshop When: 9:30am - 12:30pm Wednesday 18th February 2015 Where: The King’s Centre, Burgess Hill Certifications of Origin (Arab and EC), EUR1’s, A.TR’s and Carnet’s Learn the best way to use e-z Cert and update your knowledge on the regulations which apply to the completion of certified documents. Find out how: n E-z Cert helps you comply with regulations n Use of QR codes can add security to your documents n Standard or Express service for rapid certification n The how and why of Certificates of Origin from your Chamber

Using Documentary Letters of Credit, Drafts & Bills When: 9:30am - 16:30pm Monday 23rd February 2015 Where: The King’s Centre, Burgess Hill The use of Letters of Credit has increased significantly by UK exporters and importers because of the global economic situation, political insecurity in some markets and the withdrawal of credit insurance cover. UK Export Finance now offers a Letter of Credit Guarantee Scheme. The intention is to stimulate exports to emerging markets by sharing the credit risk associated with Letters of Credit from these markets. This should contribute to a further increase in usage.

Developing Your Management & Leadership Skills When: 9:30am - 16:30pm Wednesday 25th February 2015 Where: The King’s Centre, Burgess Hill This course was previously titled People and Team Management Stage 2 as it builds on the topics covered in People and Team Management to give a more complete overview of people management best practice. However it can also be a standalone course as new topics are covered which are more advanced or involved for experienced managers.

Contact

Managing Projects with Microsoft Project

Confident & Effective Communication Skills

When: 9:30am - 16:30pm Thursday 26th February 2015 Where: The King’s Centre, Burgess Hill

When: 9:30am - 16:30pm Thursday 19th March 2015 Where: The King’s Centre, Burgess Hill

What this course will do for you: Managing projects can be difficult. You face complex and difficult challenges that involve the completion of many tasks in a precise sequence, the coordination of many different people and the expenditure of a great deal of time and money. This course will give you the specific skills you need to run these projects successfully, helping you to complete them on time and on budget. This course will show you how to be more efficient and productive by managing projects successfully through the use of Microsoft Project.

Customer Service Excellence When: 9:30am - 16:30pm Tuesday 3rd March 2015 Where: The King’s Centre, Burgess Hill Customer service expectations are rising and your company needs to keep up and exceed expectations if you are going to maximise repeat business and referrals. This course will help your staff to enjoy giving the best service they can and to feel confident dealing with problems well when things go wrong.

Inward Processing Relief When: 9:30am - 12:30pm Thursday 12th March 2015 Where: The King’s Centre, Burgess Hill Inward Processing Relief (IPR) is used to obtain relief from customs duty and import VAT on goods that are imported from outside the EU for processing and subsequent re export out of the EU. The basic principle is to allow UK exporters to be more competitive by reducing their processing costs. Processes that are permitted under IPR include manufacturing, sorting and packing, repair and refurbishment. Organisations must be authorised to use IPR and Customs impose strict obligations to comply with the IPR procedures, which are perceived to be onerous and deter many from using IPR despite the potential benefits.

Almost everyone in business needs to be able to communicate effectively to get things done. Technology often makes us more distant rather than helping us build rapport and be fully understood. This course helps staff and managers practise avoiding appearing aggressive or submissive to others. It helps them recognise the triggers for difficult behaviour in themselves and others so they can chose a professional response. Delegates are given tools and techniques for dealing assertively and constructively with difficult behaviours in the workplace, leading to more positive outcomes. All in all it’s a course few can afford to miss if they value building better, more productive relationships in work and life.

Exporting - Understanding the Paperwork When: 9:30am - 16:30pm Monday 23rd March 2015 Where: The King’s Centre, Burgess Hill Problems associated with Export Documentation will often lead to delays in getting goods to customers, increased costs and charges, and a breakdown of goodwill between seller and buyer. Changes to regulations and requirements often pass unnoticed or are misunderstood. HM Revenue and Customs require exporters to demonstrate documentary compliance with security and customs regimes, even if they choose to outsource the shipping function to agents or forwarders or delegate logistics to the buyer under ex-works terms or similar. Non compliance risks delay in the supply chain and the possibility of financial penalty.

If you would like to book a place onto any of the above events or would like information on membership, please visit our website www.sussexchamberofcommerce.co.uk or call 0844 371 5405 january/february 2015 business edge


50 five minutes with...

Robin Russell Chairman and CEO First Natural Brands Ltd Robin Russell is Chairman & CEO of First Natural Brands Ltd, a player in the Natural Products non-food market, mainly as a specialist in the management of products which use essential oils and natural ingredients instead of synthetics. Brands in First Natural include Tisserand, Barefoot SOS, Colibri, Maroma, Urban Spa. Robin’s background includes several years in senior management of major FMCG groups ( both UK and Internationally ) before working successfully with a number of Private Equity Houses, as an Entrepreneur through the 90’s/2000’s. In recent years, Robin has also held a number of non-exec roles, several leading to successful strategic exits & collaborations, as well as building the First Natural Brands Ltd business, which still takes a lot of his time. 1. What was your first job and what was the pay packet? Working for a major advertising agency in market research. 2. What do you always carry with you to work? I always take my ears and eyes, plus iPad and mobile to work. 3. What is the biggest challenge facing your business? The biggest challenge is managing change, be it turnaround or growth. 4. If you were Prime Minister, what one thing would you change to help business? As PM I would totally simplify the complex Government and Banking schemes for Loans & Overdrafts and introduce a modest element of risk-taking by them in return for their charges. 5. What can you see from your office window? My office window overlooks fields but immediately below there are lorries, so I see business movement, too. 6. If you could do another job what would it be? If I were to have another job, it could be either as a Special Event business organiser, as I had a very successful business in that area some years ago, or a Music Producer. 7. n n n

As a business person, what are your three main qualities? Setting strategies that work Sharing goals and communicating with vibrancy Knowing enough detail to help others take decisions.

8. What advice would you give to aspiring entrepreneurs? n Make sure that the strategic positioning of your business has sustainable differentials but is also realistic. n The faster a problem gets on the table, the faster it gets solved and don’t let creative passion become desperate passion. n Make sure you have an internal AND external team where when the going gets tough, the tough get going. 9. Who do you admire most in business? People taking ownership of their destiny.

business edge january/february 2015

diary continued South East Asia Roadshow When: 8:30am - 12:30pm Thursday 26th February 2015 Where: Copthorne London Gatwick The focus for this event is Indonesia, Thailand, Malaysia, Vietnam and the Philippines – come along and listen to experts from each country who will explain how easy it is to break into these markets. Sponsored by: Export Britain

Join the Ultimate Business Network (NON MEMBER EVENT) When: 8:30am - 10:30am Friday 27th February 2015 Where: Butlins, Bognor Regis Resort, West Sussex Would you like to capitalise on the Recovery? Would being able to get the best prices and services from a variety of suppliers provide you with a competitive advantage? Would you like to significantly increase the profile of your company? Would you benefit from meeting like-minded business leaders with common interests and problems to share ideas and best practice? Whether you’re looking to reduce essential costs, maximise opportunities to promote your business, network with key decision makers or influence business policy (local, regional, national and international) Sussex Chamber provides the solution. To find out more about how to become a member of Sussex Chamber and get better connected, better informed and more successful please come along to join other local businesses at the “Join the Ultimate Business Network” event. The next Join the Ultimate Business Network event will take place on Tuesday 17th March from 8:30am-10:30am. Sponsored by: Butlins

Manufacturing Forum When: 8:30am - 10:30am Tuesday 3rd March 2015 Where: C-Tech Electronics Limited, Worthing PLACES ARE LIMITED, BOOK YOUR PLACE TODAY TO AVOID DISAPPOINTMENT! A professional network, not networking professionals... Following the constant success at our Manufacturing Forums - we are pleased to announce our first meeting of 2015 will be held on Tuesday 3rd March 2015 at C-Tech Electronics in Worthing. C-Tech Electronics Limited offers experience and expertise at all levels of electronic PCB and box build assembly providing a comprehensive range of contract electronic manufacturing solutions. Find out how C-Tech Electronics could improve the efficiency and profitability of your assembly and outsourcing projects. C-Tech has been manufacturing products for one of the world’s leading explosion proofing companies for 15 years. They are now fully conversant with all aspects of ATEX build compliance and FM approval. Following the meeting, there will also be an opportunity to view the manufacturing site and demonstration facility. Guest speakers will include Helen Donnelly, Managing Director at C-Tech Electronics (additional speakers to be confirmed).

Business Networking Breakfast When: 8:00am - 10:30am Thursday 5th March 2015 Where: Busted Park Hotel, Busted, Uckfield, East Sussex Fantastic opportunity to network with businesses! A full English breakfast will be served at Busted Park Hotel, set in beautiful tranquil grounds. Book your lunch now! Speakers are yet to be confirmed. TimingsArrival: 8:00am Finish: 10:30am Premier Members: FREE Gold, Bronze, Silver members: £15.00 + VAT Non-members: £22.00 + VAT BOOK NOW!


A venue for all occasions

If you’re searching for a venue to host your business meeting, seminar, wedding, dinner, or event, the BrightonandHoveJobs.com County Ground can cater to your every requirement. With dining for up to 300 people and a choice of five stunning rooms, the County Ground blends fantastic modern facilities with striking historic features to form a fitting backdrop for any occasion. To book the County Ground for your next event, please call 01273 827106 or email us at corporatesales@sussexcricket.co.uk

For more information visit www.countygroundsussex.co.uk

january/february 2015 business edge


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Business Edge 23  

Packed with up to the minute business news and in-depth interviews with prominent Sussex personalities Business Edge is committed to celebra...

Business Edge 23  

Packed with up to the minute business news and in-depth interviews with prominent Sussex personalities Business Edge is committed to celebra...