Business Edge #1

BUSINESSEDGE The magazine of Sussex Enterprise

2011 – the Year of Growth Rural broadband speeds Tackling the green energy conundrum

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FEBRUARYMARCH 2011

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Contents

Welcome

05 17 22 45 04 05 07 08 09 10 12 13 15 16 19

Economic Overview Upfront Upfront World View Local View Upfront Policy News BCC Focus Ask the Expert Spotlight On… The Steam Room

Contacts Business Edge is a Sussex Enterprise publication.

If you have any stories you would like to tell us about or any comments please drop us an email at businessedgeenquiries@sussexenterprise.co.uk SUSSEX ENTERPRISE Greenacre Court, Station Road, Burgess Hill, West Sussex, RH15 9DS

21 22 26 32 35 36 41 43 44 48 50

Start Ups The Big Interview Cover Feature Opinion Upfront Extra Training Courses Events Movers and Shakers MP View New Members The Last Word

PRODUCTION & DESIGN Distinctive Publishing, 8th Floor, Aidan House, Sunderland Road, Gateshead NE8 3HU Tel: 0191 4788300 www.distinctivepublishing.co.uk ADVERTISING Ailsa Bedford, Business Development Manager, Distinctive Publishing, 8th Floor, Aidan House, Sunderland Road, Gateshead NE8 3HU Tel: 0191 478 8480 Fax: 0191 478 8301 email: ailsa.bedford@distinctivepublishing.co.uk

Welcome to our first edition of our new look Business Edge.

We very much hope you will enjoy it. We want to put much more emphasis on our members and their successes as part of the magazine going forward, so if you have got a story to tell, do get in touch.

We are also focusing on a particular topic each issue, and this time we are looking at infrastructure: from broadband to TIFs (Tax Increment Financing), to tackling the impending energy crisis.

We will also be looking at a particular geographical area in each issue, and this time its Newhaven, and the challenges the Port is facing, and MP Norman Baker’s view on the town and the bright future he believes it has.

It has been a challenging year for the private sector, and it looks like being an equally difficult one for the public authorities this year. However, there are strong signs of hope during this Year of Growth, from the £300 million projects Howard Goodbourn is managing at Southern Water to Jeremy Burbridge’s success at Ticketmedia.

The magazine is for you, and we look forward to hearing from you.

FEATURE EDITORS John Dean & Francis Griss email:deangriss@ btinternet.com E-BOOK www.distinctivepublishing.co.uk/publications

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BUSINESSEDGE 3

ECONOMIC OVERVIEW

2011 - A Year for Growth Happy New Year (albeit belated by the time you open this). Welcome to our new-look Business Edge. I hope that you enjoy it and write and email in about issues that are affecting you or are winding you up.

The last couple of years have been somewhat traumatic. However, the Sussex economy has fared better than most. That does not mean it has been easy. I have seen many businesses go bust through no fault of their own. Many businesses are still struggling, particularly on profit margins (or the absence of them). I think that this will continue until June this year when we will see the economy start to pick up in all industries. Remember Profit is Sanity, Turnover is Vanity and Cash is King.

The question now is how we build on the nascent recovery. Well it is in all our hands – from policy-makers and politicians to FTSE-100 chief executives, to small business owners and managers in every region of the UK – to make 2011 a ‘Year for Growth‘.

For that to happen, however, we need a renewed sense of business confidence to take root. This, in turn, will help to create a ‘virtuous circle’, with confidence translating into investment, and investment translating into stronger companies, more new businesses, and ultimately, more employment.

What sorts of changes are required to unlock that confidence – the key to our Year for Growth? Our conversations with you suggest that four big issues repeatedly stop business growth in its tracks – and it is these that will get our maximum attention during the coming year.

First, there’s Britain’s sclerotic, unpredictable, costly and slow land-use planning system. At a time when politicians are exhorting the private sector to deliver every possible ounce of growth, it is ludicrous that a local retailer who wants to add floor-space, or a manufacturer who wants to build a new assembly line, are denied permission to do so.

To its great disadvantage, Britain is saddled with a local development control system that favours vested interests and the status quo – rather than the kind of growth that we all want to see. We will hold politicians to account, and demand that planning barriers are stripped back by the Government’s Decentralisation and Localism Bill.

Second, a Year for Growth requires more systematic support for companies that want to do business abroad – including both new and existing exporters.

While the Prime Minister’s hard work to promote UK exports to China and India is welcome, too many businesses tell us that their Continental and North American competitors are beating them to contracts in the fast-growing countries of the

4 BUSINESSEDGE

developing world – generally because UK companies can’t get trade credit insurance on similar terms.

When trade finance is scarce and hard to come by, it’s no wonder that British companies aren’t able to take advantage of weaker sterling. We’ll be working with the Government and with other businesses to support exporters better on everything from finance to missions abroad to promote the UK’s wares.

Third, even with a slack labour market, companies that want to hire say that they are still having a hard time getting the people they need to do the job. To deliver a Year for Growth, we need to see job training that matches the needs of local employers, reduced regulatory burdens for those that take on new staff, and incentives for companies to bring people back from the unemployment rolls to the world of work.

And finally, no matter what changes we see on planning, exports, and training, growth will be hard to come by in 2011 unless businesses can find new ways to gain access to investment capital. A Year for Growth requires business people, banks, equity investors and the Government to join up – and fundamentally reappraise how we go about financing growth at different stages of a business’s lifecycle.

CEO Mark Froud

“The question now is how we build on the nascent recovery. Well it is in all our hands – from policy-makers and politicians to FTSE-100 chief executives, to small business owners and managers in every region of the UK – to make 2011 a ‘Year for Growth’.”

We will be working on this so that every member business that wants to expand can be matched up with a source of capital that enables it to succeed.

Delivering a Year for Growth is a big agenda. It won’t happen overnight – simply because we, or the politicians in Westminster, hope that it comes to pass.

Yet I remain fundamentally convinced that renewed business confidence – coupled with concerted action to knock down the barriers that stop you getting ahead – is a winning formula for our future success.

UPFRONT

Brighton Marathon offers a business challenge

Coast to Capital

“We hope that this team challenge event will give employees in the region an extra incentive to train hard for the marathon,” said Brighton Marathon Race Director Tim Hutchings.

Coast to Capital is the Local Enterprise Partnership (LEP) for West Sussex, Brighton & Hove and Croydon. LEPs are the new private/public vehicle set up by the government to encourage local economic growth. Sussex Enterprise has been a driver behind the business voice within the Coast to Capital partnership.

Coast to Capital has chosen to focus on a limited number of areas: international trade and increasing the number of businesses who start up. A number of other LEPs have decided to tackle a whole range of economic barriers, and our thinking has been that there is more chance of success if we don’t dilute our efforts by trying to change everything all at the same time. If we are successful and can build exports and sustainable new businesses, the region will benefit from economic growth, and this will allow us the resource to tackle other key issues. We were one of the first LEPs to be successful as part of the bidding round, and Coast to Capital is now beginning to form its thoughts around delivery plan. Mark is leading on the LEP for Sussex Enterprise, and you can email him at mark.froud@ sussexenterprise.co.uk. And there is now a website with an enewsletter giving more information for business at www.coast2capital.org.uk.

If your business does not already have a full complement of runners and would like to enter this challenge event, you should contact the marathon at info@brightonmarathon.co.uk requesting top-up places. A team needs a minimum number of three registered competitors in the marathon.

Our June edition will be focused on the LEP, and we hope to be able to give you much more detail on the detail by then..

The 2011 Brighton Marathon, which takes place on Sunday 10th April, will pit business against business because one of the features will be a Corporate Challenge.

Sponsored by one of the region’s top law firms, the Mayo Wynne Baxter Corporate Challenge event is a team event open to Sussex-based businesses and will be decided by the aggregate time of a company’s three fastest individuals in the marathon.

Club invests £27 million Brighton & Hove Albion Football Club has invested a further £2.7million into the American Express Community Stadium to provide 400 extra 1901 Club Platinum match-day seats and an additional supporters’ restaurant.

As a result of a huge demand for more premium seats, a previously-unused floor in the East Stand is being developed into an extra 1901 Platinum lounge. The East Stand will house a themed restaurant and bar.

Chief Executive Martin Perry said: “We are thrilled with the support we have received from the business community in Sussex and also to be able to offer fans what they have asked for - a good quality eating area and bar, where families and individual supporters can enjoy quality hospitality before the match and for special occasions such as birthdays and other family celebrations.”

BUSINESSEDGE 5

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UPFRONT

City College launches employment service City College Brighton and Hove has launched City Jobs, a service that aims to match local employers with local employees.

students to update their CVs, complete applications forms and practice interviews as well as making those all-important phone calls when they’re job hunting. It’s also very much about building links with employers so we’re keen to hear from local businesses who would like to advertise part time or full time jobs, offer work placements or volunteering opportunities.”

Based at the College’s main campus on Pelham Street, City Jobs will provide employers from Brighton & Hove and beyond a service to promote their job vacancies to thousands of current and former students.

The service will provide a pool of applicants who have demonstrated motivation and commitment to a specific career by completing a course directly relevant to that particular sector.

City Jobs will also support both candidates and employers by arranging ‘work trials’ which provide an opportunity to assess candidates’ suitability.

Two employment officers will work to support students and other local residents to search for and apply to jobs that are advertised directly via City Jobs, the Jobcentre Plus website and brightonandhovejobs.com

Dan Shelley, City College’s Head of Partnerships and Projects, said: “We feel that City Jobs is a really exciting development for the College and hope it will become one of the main places that employers turn to when they’re trying to fill their vacancies.

“But it’ll be much more than an employment service and provide a really supportive environment for

It’s all about brain power

City Jobs will also be helping to support employment in the construction sector because City College is a partner within the Council-led Local Labour Market Scheme, which aims to develop a register of local people seeking employment in the industry and negotiates with contractors who are developing sites in the city to employ from the register.

Employers interested in using the City Jobs service should contact Caroline Wilcock or Katy Moore on 01273 667788 ext. 527 or email cape@ccb.ac.uk.

Awards success

For the past five years, Dr Jonathan Hare, (known for his brilliant work on BBC’s Rough Science and Hollywood Science), and the festival director, Richard Robinson, have given up January to touring Sussex schools with their workshops for 12-14 year-olds. Now it’s payback time: the schools are coming up with their own workshops, which they bring to the Family Fun Days.

Brighton Science Festival February 13th - March 6th The human brain looks like a pile of sausages, doesn’t it? It is made from the same ingredients too.

And it’ll remain as smart as a pile of sausages unless we exercise it. So at the Science Festival we try to give it a good work-out.

For a start, we take on the biggest pile of sausage meat in the county – secondary school students.

They are a tough crowd, kids; a demanding audience.

But they are the future for science and technology, so we give them the best.

On the two Saturdays of Half Term – the 19th and 26th February – they will join the other 60 experts and enthusiasts to entertain and challenge mums, dads and their children; getting the next generation going.

Throughout the fortnight, in pubs, clubs, dives and dens all over the place science is being debated and argued about. Sustainability…Obesity…Teenage pregnancy…Drugs…Waste…Fairness? What have they got to do with physics, chemistry, biology, medicine, economics and maths? Everything, as we will discover.You can Google ‘Brighton Science Festival’ for the programme, and check out your future.

James Elsey, a 20-year old apprentice at Cathedral Works Organisation (CWO) Ltd, was named joint winner of the Trainee Mason of the Year Award at the Stone Federation’s Natural Stone Awards 2010, held at Lords Cricket Ground in London. It is the second time in two years that the Chichester-based company has won the award.

n Inspirational Breakfast – see page 41.

BUSINESSEDGE 7

WORLD VIEW

Grow your business and our economy The government has made it clear as has the British Chambers of Commerce that we need an export led recovery from the recession. Expand your horizons in this regular column from the Sussex International Trade Forum.

2011 Sussex International Trade Forum Meetings 7 February – Expert Clinic Aimed at new exporters, the clinic allows you to find out everything you ever wanted to know on all things international from our panel of experts

9 May – China Hear about this major market from a business who has traded there and get some expert advice on cultural norms and differences

11 July – An audience with…

Aimed at experienced exporters, hear from other businesses on their ventures into new markets and what went right and more importantly, what went wrong

3 October – Belgium We will have a presentation on the market and also from a business who has traded there.

We will also have updates on Incoterms, export documentation services, and finance and legal advice

Trading outside your locality or indeed outside your country brings fresh investment into Sussex and grows the economy for us all. Considering exporting for the first time or trying new markets can be daunting, but there is support available and some of it at least is free of charge.

The Sussex Enterprise International Trade Forum, kindly supported by HSBC, has now been running for three years, and originally set out to raise the profile of international trade in the county. At the time of its launch, the number of Sussex based businesses seeking information on aspects of International trade had tripled over the previous 12 months. Even today enquiries about international trade and demand for the specialist and accredited export document service continue to increase year on year.

The Trade Forum meets once each quarter in the early evening in at a location across Sussex, and has a varied programme to appeal to both experienced and novice exporters. In addition, we now have a core group of businesses who attend the meetings who can offer personal experience of the pitfalls of dealing with different countries and cultures, as well as sharing their successes. And we always make sure there is plenty of time for networking. UK Trade and Investment always attend the meetings and provide expert advice and guidance from their team of international market specialists, and can guide you through their programmes of support.

8 BUSINESSEDGE

International trade does not mean solely exporting manufactured goods. It encompasses importing from overseas suppliers or setting up manufacturing outside the UK. Increasingly services and software products are targeted for international trade, not just traditional manufacturing. What these businesses all have in common is the desire to go beyond their locality to create business opportunities, indeed there are many Sussex based companies that import just in order to export and a number of others delivering services and training in Sussex for overseas clients.

If you haven’t yet attended one of our Trade Forum meetings, do come along and expand your horizons! Locations will be detailed shortly, and will be posted on the new Sussex Enterprise blog www.sussexenterprise.co.uk.You can book there too, or contact the events team on eventsbookings@sussexenterprise. co.uk.

The steering group which runs the International Trade Forum is chaired by Rob Fryatt from Xenex Associates, who is also a Sussex Enterprise Board member.

“Sussex has the close proximity to Europe, a world class international airport the business skills to develop international trade to the benefit both those companies willing to give it a go and the Sussex Economy. Come along to the Trade Forum and network with like minded business people”

LOCAL VIEW

If you would like to get involved in the debate on rural broadband speeds email liz.cadman@ sussexenterprise.co.uk

Super-fast broadband arriving too slowly For many businesses, particularly in rural areas, the poor provision of broadband is a major issue. Sussex is no exception and there are plenty of people expressing concerns about areas where slow or non-existent broadband is holding business back.

The Government responded to such concerns in early December when it announced that every community in the UK will gain access to super-fast broadband by 2015.

It cannot come soon enough for Jeremy Leggett, Director Action in Rural Sussex, who said: “As far as rural Sussex is concerned, we clearly do not have the right infrastructure in place.

“We have multiple companies investing considerable amounts to compete on price for market share in the urban areas of Sussex, most notably the coastal strip, whilst we have a virtual monopoly in the hands of BT in the rural areas. The companies involved present this market failure as purely an issue of economic viability for their service in rural areas.

projects shelved as a result of the Government’s cuts, would comprehensive, reliable broadband offer a solution to this problem?

“The Holy Grail for environmentally-sustainable economic development in the South East is to de-couple GDP growth from growth in carbon emissions and especially car-borne transport.

“As a location for a new kind of rural economy that is rooted in the knowledge-based sectors, well connected to our three excellent universities, feeds economic benefit back into the local community and the local landscape but is still able to trade globally, it is second to none. But not without super-fast broadband.”

“This is, at best, a very partial truth as any business will always have to make a judgement about which customers and which parts of its offer cross-subsidise which others. In the case of broadband, a stronger form of regulation could enforce a more equitable delivery of a universal standard of service.

Martin Townshend, Managing Director, Infrastructure UK, a Sussex-based SME that offers IT and communication services, said: “Most broadband is provided over copper connections from the nearest BT exchange to the business premises, which means that the performance is dependent on the distance from the nearest BT exchange, the quality of your line and the quality of your broadband provider’s network.

“The impact of the gaps on the rural economy is becoming profound. Commercial estate agents are very clear that absence of an acceptable level of broadband makes some rural areas a complete no-go area for even the smallest business relocation or start-up.

“BT exchanges are available for BT and third-party communications providers to provide their own network services. More exchanges are being used in this way, which increases competition and has resulted in new networks being implemented that offer a wider choice and improved services to businesses.

“Transport problems cost each Sussex business on average £29,000 per annum. With so many transport

“The future of broadband access will be based on the new BT 21st Century Network (21CN) which is

improving the quality of the network, increasing the speed of access and providing additional services.

“When you will be able to access these services depends on the area where your business is located.

The broadband infrastructure in Sussex is variable and in some cases non-existent. It is reasonable to expect that over time this will improve as more third-party companies expand their coverage in the market and BT’s 21CN is rolled-out. It is likely this will take many years to complete and in the meantime we have to be innovative to find ways of getting the best possible connection today.

“The impact of coverage gaps is that some areas of the county are left without a cost-effective means of accessing high-speed Internet. Whilst rural areas are likely to be the worst affected, there are still urban areas unable to get good quality broadband services as networks struggle to cope.

“Operators upgrade their networks based on population density and the expected return on their investment. There are still four areas in Sussex - East Marden, Isfield, Plaistow and Sutton - that don’t have BT broadband-enabled exchanges as they are deemed unviable.

“Technology is transforming the way we do business by providing the means to dramatically improve the way we communicate with our customers, colleagues and suppliers. That requires fast and reliable broadband technology.”

BUSINESSEDGE 9

UPFRONT

Hybrid car is launched a

The Becks Group which represents Peugeot in Burgess Hill, Brighton and FEATURE Eastbourne, joined Sussex Enterprise last year. And it has some exciting news to bring to members; the new Peugeot iOn electric vehicle is being launched in the UK. The long-awaited replacement for the Peugeot 407, the 508 is introduced to the network in February, boasting hybrid technology.

Not only does The Becks Group offer new products but it also offers used cars, as well as competitive prices on servicing Peugeots and all makes of cars within its Express Fit operations.

It has a fully stocked wholesale parts and accessory departments offering free local trade deliveries. In addition, it has a large modern rental fleet for both business and pleasure.

The Becks Group has specialist staff that can offer motability and finance products to match individual requirements.

Log onto www.beckspeugeot.co.uk for further information or contact Brian McAlister on 01273 320700.

Charitable gift Multi-millionaire Bradley Reback has donated £12,500 to a scheme for people with dementia in Brighton. Bradley gave the cash to Brighton Towner Club as part of Channel 4’s Secret Millionaire television programme, in which he pretended to be a homeless volunteer.

The Club is a day-care service for younger people with dementia and is run by Alzheimer’s Society and Sussex Partnership Trust.

Ethical toys A business has been established in Brighton to sell ethical cuddly toys.

Save Our Friends sells the Fair Trade toys in Brighton and four other stockists around Sussex. Every toy sold makes a contribution to one of three charities, Born Free Foundation, Marine Conservation Society or World Land Trust. The range was the first produced

by Lockhard Conservation Toys, which was established by marketing experts Sarah Eccleston and her husband Dominic Gothard, who live in the Brighton area, and their friend Kevin Havelock.

10 BUSINESSEDGE

Tackling workplace stress Businesses in the area are being offered free courses as part of Work Well, a free training programme for small and medium size businesses, funded by The Department of Work and Pensions, to support employers in reducing stress and improving health and well-being in the workplace.

Courses will be delivered through Safety Net, an independent registered charity established for more than 15 years and designed to promote safety and wellbeing for children, families and adults, in the home, schools and community.

They use a safety and life skills training programme called Protective Behaviours which enables

individuals to recognise when they feel stressed and to take responsibility for their own mental health by creating strategies for dealing with it.

Training can be delivered as sessions or workshops to suit individual business requirements. To qualify as a small to medium sized business you need to be privately owned and operated, and have less than 250 employees.

If you are interested in booking this training for your staff team, or would like more information contact; Wendy Guest, Work Well Coordinator and Trainer, tel: 01273 696622, email: wendy.guest@safety-net.org.uk

Have your own legal department for as little as £100 per month

a

If Stephen Rimmer LLP is on your team we will give you unlimited FEATURE access to our telephone support line for businesses. If you have a problem with an employee or with a customer or a supplier we can give preliminary advice that will resolve the problem or will strengthen your position if the dispute cannot be resolved without litigation.

By giving this day to day support we help our clients minimise their bad debts and employment disputes. If our telephone advice does not bring the matter to an end we will usually offer a fixed fee or a no win no fee retainer to take you to the end of the dispute.

This puts you in control of costs and helps your business’ cash flow.

The problems that businesses encounter can often be complex. As a large firm we can deal with that complexity. The firm has specialists in company and commercial law, commercial

litigation and dispute resolution, employment law, accidents at work, criminal law, family law, property and trusts.

We are looking for businesses that want us to become their legal department. If you want us on your team we will come to your premises free of charge and we will spend time with you getting to know your business. We will review your employment documents and, if necessary, supply you with updated policies and contracts.

We make no charge for the initial meeting and employment procedure review. After that meeting we will send you a fee proposal that can be as little as £100 per month for an annual employment law update and access to our free telephone advice line.

Contact Jonathan Waters to arrange a meeting Telephone 01323 644222 or email jw@stephenrimmer.com

Hospitality and Sponsorship opportunities Plumpton Racecourse is located at the foot of the beautiful South Downs in East Sussex. Whether you are entertaining clients, celebrating a special occasion, or treating your family and friends to a day out, we are the ideal venue to bring your guests and experience the excitement of racing.

We offer tailor made packages to suit your individual requirements, from a private table in the Paddock Restaurant to an Exclusive Hospitality Suite .

The VIP Experience - Gold Hospitality Package n n n n n

Private trackside hospitality box for a minimum of 8 guests with private viewing balcony overlooking the racecourse Complimentary welcome drink on arrival Three course lunch followed by coffee and chocolates Hospitality enclosure badge, Raceday programme & VIP car parking Only ÂŁ75 per person (plus vat)

Race sponsorship can enhance your day at the race whether you are looking for brand exposure, launching a new product, or celebrating a special occasion. With packages starting from only ÂŁ900 (plus vat), race sponsorship is a very cost effective way to promote and maximise awareness of your company, or a unique and memorable way to celebrate a special occasion. Benefits include: n Naming the race n Full page colour advert in the Race Programme n Presentation of Best Turned out Horse n Presentation of an award to the winning connections n Temporary on course branding sites

2011

RACING DATES

Monday 14th February

Valentines Raceday

Monday 28th February

Monday 14th March

Sunday 24th April

Monday 25th April

Monday 17th October

Monday 19th December

2.00pm 12 noon 2.20pm 12 noon

Cheltenham Festival Fever Raceday

2.00pm 12 noon 2.10pm 12 noon 2.20pm 12 noon

Easter Sunday Raceday

2.00pm 11.00am

Easter Monday Raceday

2.30pm 11.00am

Family Raceday Ladies Day Moorcroft Racehorse Welfare Centre Raceday

Monday 31st October At The Races Raceday Monday 14th November Monday 5th December

Doors Open

Albion in the Community Raceday

Monday 28th March At The Races Raceday Monday 11th April

Sunday 8th May Sunday 18th September

First Race*

Christmas Raceday

Please check first race time

2.10pm 12 noon 2.00pm

11.30am 2.20pm 11.30am 12.50pm 11.00am 1.00pm 11.00am 12.30pm 11.00am 12.35pm 11.00am

s nearer the date.

For further information or to book

www.plumptonracecourse.co.uk

01273 890383 racing@plumtonracecourse.co.uk

POLICY NEWS

Green light for a TIF The Government has imported a scheme pioneered in the US to help kick start regeneration projects.

It is known as Tax Increment Financing (TIF). Last year, the Deputy Prime Minster, Nick Clegg, announced TIF saying “it is the first step to breathing life back into our greatest cities”.

S

o what’s the issue?

With the effects of the constraints on public spending, the credit crunch, property market downturn and public and private sector investment dwindling, many development projects are grinding to a halt. In the current financial climate, regeneration schemes need all the help they can get.

For many there are too many financial hurdles that need to be overcome for the development to make economic sense. This is particularly the case for the infrastructure and remediation costs of brownfield land. Sometimes the only way forward is for the public sector to help pave the way for development using up-front investments. It is not a surprise that the challenge of finding new methods of finance has leapt to the top of the agenda in the regeneration industry.

How does it work?

It works on the principle that a developed (or improved) site generates more business rates than an undeveloped site. The anticipated future higher rate revenues are used to raise money that can be used to fund the necessary infrastructure. It is underpinned

12 BUSINESSEDGE

by the notion that building infrastructure leads to more businesses being attracted to the area, which in turn increases the amount of taxes raised from businesses. TIF could be used to fund key infrastructure and other capital projects, which will support economic development.

the track record overseas indicates that it is seen as an effective mechanism with a proven track record, creating more jobs.

The real sticking point is the risks associated with TIFs and these arise if the expected revenues from

“It is the first step to breathing lifeback into our greatest cities”

What’s the Chamber’s view?

TIF has long been used in other countries and the US has decades of experience of successfully using TIF to unlock developments. In the United States TIF has been used to fund affordable housing, infrastructure projects such as roads and urban renewal projects.

The government’s commitment to TIF fits with its drive to devolve power to the local level and empowering local communities but will all this activity help the private sector create jobs? It has been mooted that TIFs may not create new jobs and simply moves existing jobs to a new site. However,

the additional taxes do not materialize in the required timescales. If a TIF fails then the funds will be recouped from council taxes and business rates. Sussex Enterprise’s view is that we must avoid outlandish TIFs based on unrealistic returns, which the business community then has to foot the bill for. This is a scenario we certainly would not welcome. It is only fair that business gets to vote on a TIF in their area.

The next stage is the introduction of a Bill to implement TIF in July 2011.

BCC FOCUS

Infrastructure and delivering a Year for Growth In his regular column, Dr Adam Marshall, Director of Policy at the British Chambers of Commerce, focuses on the challenges that lay ahead for British businesses.

All of us in the private sector know that 2011 can – and must – be a Year for Growth in the United Kingdom. However, as business people who’ve spent too long stuck in traffic or wrangling with our IT providers, we also know that infrastructure has to be right for companies to expand. That means we need the right transport, digital and energy networks in place throughout the UK – coupled with a planning system that delivers confidence, certainty, and lower costs.

There’s a huge amount of academic research out there that shows the positive effects of investing in infrastructure, both big and small. We can all see how countries like Spain and France have been transformed by high-speed rail networks, but the economists say that even everyday investments, like fixing junctions, upgrading fibre-optic cables, and laying on additional rail services can pay off for companies’ bottom lines and for UK plc.

Thanks to the lobbying work done by the BCC and Chambers like Sussex Enterprise, that message is getting through in the corridors of power. In the recent Spending Review, which saw public sector

spending cut to the bone in many areas, ministers went to great lengths to preserve key capital spending priorities. While we didn’t get everything we wanted – given that the UK has an estimated £400bn infrastructure investment backlog – we were able to ensure that the lessons of the past were learnt.

Too often, Governments of every colour delay or slash infrastructure projects when faced with tough choices – something we’ve managed to avoid this time round. As a result, upgrades to many key rail routes, additional carriages to boost capacity, and some important road projects (including fixes to the much-maligned A23 and the M25) will go ahead.

Ministers are also heeding our calls to press ahead with the deployment of faster broadband, and have diverted a small amount of funding from other sources to help make this a reality.

I’ll give the Government credit where credit’s due: under tough conditions, and with lots of competing priorities, they refrained from taking the axe to the infrastructure budget. They also published a ‘technical-but-important’ National Infrastructure Plan, which for the first time analyses some of the

longer-term needs which will have to be addressed over the coming decades.

However, as our recent work as secretariat to a major Business Infrastructure Commission makes clear, even more must be done if companies are to have the confidence to invest. We will continue to campaign for increases in infrastructure spend, even at the expense of other priorities, and critically, we will push hard for a planning system that prevents key projects from getting stuck in political limbo for months and years on end. It’s unacceptable to say Britain is ‘open for business’ while simultaneously creating rules that make it harder for businesses to expand their premises, or that stop companies from reaching suppliers and customers on clogged roads, creaking trains, or crowded broadband connections.

So it’s up to all of us in the business world to become evangelists for infrastructure – the backbone of local economies throughout the UK. When you next see your local councillor, council leader, or MP – don’t forget to make the case. www.britishchambers.org.uk

BUSINESSEDGE 13

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14 BUSINESSEDGE

ASK THE EXPERT

Each edition we ask a panel of experts for the answer to issues that are challenging you. This time, its a panel from the Sussex Enterprise commercial services team.

My company is just going to start using sites like Twitter and Linked In, but I am not sure whether I should have any policies in place for staff? What happens if they post derogatory comments about us on one of these sorts of sites?

Q

Social networking sites such as Twitter and Linked In are a fantastic way to raise your company’s profile, however it is a good idea to have a policy in place so that staff know the boundaries when it comes to social networking. It is advisable to have nominated people that update these sites on behalf of the company and to state in the policy that the sites should only be updated by these people; this will make it easier for you to monitor the content of the sites. There is also a risk that a disgruntled staff member may let off some steam on one of these sites, this is definitely not the place for this to happen, it must be made clear to all staff that any derogatory comments about the company, staff members or suppliers will not be tolerated and will be dealt with through the disciplinary procedure.

A

Jenna is a Sussex Enterprise HR consultant, and can be contacted on 0845 67 888 67 or jenna.pittam@sussexenterprise.co.uk.

I have heard that there is an environmental standard businesses can work towards. Can you tell me what it is and what advantages there are for a business in achieving the standard?

Q

I am trying to put together a case to invest in a training programme to present to my management team. What would you identify as the key information I should gather to make this work?

A

Start with a clear, structured training plan that includes a full analysis of the learning & development requirements and clear objectives. Include how you will evaluate the training and ensure that you have a tangible follow up plan.

The (BS) British Standard (EN) European Standard (ISO) International Standards Organisation has issued the EN ISO 14000: family of Environmental Management Systems which include: n 14001:2004 - Requirements, with guidance for

use. n 14004:2004 - General guidelines on principles,

systems and support techniques. n 14031:2000 - Environmental performance

evaluation guidelines.

This standard is based on the (PDCA) Plan – Do – Check – Act methodology.

It is successfully implemented by understanding our processes and interactions; we refer to this as the “process approach”.

ISO 14001:2004 is fully compatible with ISO 9001:2008 Quality Management Systems and BS OHSAS 18001:2007 (Occupational Health and Safety Management Systems).

Ian runs the Sussex Enterprise Quality Management service, and can be contacted on 0845 67 888 67 or ian.walker@sussexenterprise.co.uk

Q A

Making the training plan relevant to your company’s Key Performance Indicators (KPI’s) and/or business strategy will, obviously, have more relevance to your management team, enabling you to justify the cost and return on investment (ROI).

ROI - This does not always mean a direct financial increase but can manifest as tangible increases in areas such as performance, motivation and output.

Be confident enough to tell your management team that all of the most successful companies in the world wisely invest in planned learning & development. As essential as output and production is in any organisation, don’t forget the element that makes it all happen is the people. Invest wisely in your people and you will see a return.

Paula runs the Sussex Enterprise training and development services, and can be contacted on 0845 67 888 67 or paula.cox@sussexenterprise.co.uk

n If you have a question on any aspect of business that you would like answered, please email it to pr2@sussexenterprise.co.uk,

marking the subject line Ask the Expert, and we will try to include it and the answer in the next edition of Business Edge.

BUSINESSEDGE 15

SPOTLIGHT ON…

...Newhaven It might contain areas of significant deprivation, but Newhaven remains Sussex’s gateway to Europe. With a population of 11,000 that looks set to grow; a large base of manufacturing, construction, fishing and marine businesses; as well as a high proportion of SMEs and affordable industrial space, surely trade in the town should be thriving?

B

ut far from being at the forefront of the export-led recovery, Newhaven languishes in the economic doldrums.

A relatively unskilled workforce exists at the mercy of a manufacturing sector that has proven itself willing to shed jobs.

Retail employs 17% of the working population and, worryingly, the sector has lost ground over recent years.

Penny Shimmin is Chief Executive of Newhaven Community Development Association – a charity that aims to make sure the whole community has access to the benefits of regeneration. For her, the town’s problems are part of a vicious cycle of deprivation.

Publicity last year focused on the high profile fracas between the port and the town, which came to a war of words over public access to a small strip of beach.

Amongst the clamour, it was hard to find many voices giving an accurate picture of Newhaven. Stick to the local papers, and you’d think that economic growth wasn’t a pressing concern.

Fighting Newhaven’s deprivation on the frontline, Penny’s involvement in the community gives her a broad insight into the town’s problems. When the subject of public sector spending cuts comes up, Penny has strong views on what they’ll mean for the town. She says “It is accepted that reductions in public sector employment are likely to have greatest impact on areas already experiencing economic deprivation and high levels of unemployment. Job Seekers’ Allowance claimant counts actually fell in East Sussex in the autumn, but overall it is the highest of all the shire counties at 2.9%.

In the first of its Spotlight On series, Business Edge spoke to locals with a working knowledge of the town, to find out what’s really holding back growth – and what needs to be done to rectify this.

Courtesy of Lewes District Council

16 BUSINESSEDGE

“Newhaven experiences a continuous cycle of needs: low educational attainment and the lack of skills and qualifications means low wages, which in turn leads to child and household poverty, low household income and related health and mental health issues” she says.

Newhaven is a predominantly low waged economy: a typical coastal, industrial town... [which] is going to find it difficult to turn around quickly from public sector job losses. Local residents lack the education and skills to compete for other employment opportunities, and household incomes are already strained. While caps on housing benefit will not have a great effect as these are tied to Brighton levels, changes to welfare benefit structures could have an impact if people find it hard to find local employment quickly.”

Penny pinpoints the origin of the town’s problems on the decline of port related jobs and the loss of traditional manufacturing jobs. Asked about the future, Penny is a realist, but that’s not to say she lacks vision: “Newhaven has the opportunity and potential to develop as a sustainable community. There is a great deal of community spirit and a clear sense of community. But there is no ’silver bullet’ to resolve the issues which need to be addressed as a long term plan over the next 25 years” she explains. For Penny, what is needed are “‘bite sized’ initiatives which contribute to the end vision.”

Courtesy of Lewes District Council

“What is clear is that doing nothing is not an option.

The issues of flood risk, decline in the manufacturing industry, employment and deprivation show action is necessary. The links to Brighton and the employment opportunities along the coastal strip present an opportunity. The Port presents an opportunity. The spirit of the community gives a fighting chance that change can be realised.”

One member of that community who has watched Newhaven’s decline is Philip Stone, managing director of Cash Bases – a manufacturer of custom-designed till drawers that has been in the town since 1988.

According to Philip, the forces of change in Newhaven have left his business relatively unscathed: “To be honest the changes have been centred on the port development and have not affected us too much.

More recently we have seen our neighbours developing a retail store site so we are now manufacturing in the middle of commercial retail outlets” he says.

Cash Bases is certainly a business bucking the trend in the town, on a high after a year in which it

successfully challenged the notion that Newhaven’s stagnation is dangerous to businesses. As Philip explains: “This year has been absolutely fantastic with regards to demand for our core products... at the beginning of last year we were really scratching around for orders and had to make twenty people redundant.

This year our order book is more than double its normal level, and our core product sales are up over 20%. We have been recruiting and the current issue has been to ramp up production in order to keep customers happy before the close of the year... a much nicer problem to have than being hand to mouth on orders!”

Despite Cash Bases success, Philip still feels concern about the town’s future. He says he would like to see “the town become a town again. At present it appears to be more desolate than ever.” Like many other businessmen, ask Philip where Newhaven’s problems stem from and he is quick to highlight the failings of the town’s infrastructure. He explains that “traffic congestion is a real issue. The swing bridge

causes massive delays.” Solve this, he says, and other opportunities for growth might open up: “Somehow the traffic has to be sorted, and perhaps people coming in on the Ferry might even be encouraged to consider spending some time in Newhaven.”

When asked about identifiable barriers to growth, he remains upbeat, but admits things may not always go so smoothly. “The labour market actually suits us at present in Newhaven but this could change if more commercial/retail competition moves into the area” he says.

If Lewes District Council’s aim to regenerate the town by 2026 comes to fruition, Philip could find himself having to adjust to a more competitive landscape. But in the face of the town’s entrenched problems and a dearth of available funding, is 2026 too remote a target to make a difference?

Consultations and development frameworks are ongoing and vague; perhaps the authorities would do well to harness the entrepreneurialism and community spirit of the town’s locals.

BUSINESSEDGE 17

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Just email your vacancy details to careersjobs@sussex.ac.uk and your advert will appear on www.sussex.ac.uk/careers/jobs To find out about the many other ways you can promote your organisation and opportunities at the University of Sussex contact Andrea Wall, Employer Liaison & Events Manager.

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90% of managers and staff believe the UK’s economy is being damaged by organisational conflict a

Workplace disputes can be ignited FEATURE by many factors and, left un-addressed, can escalate with far-reaching consequences. Although some people are comfortable dealing with disputes, a recent Institute of Leadership & Management’s report cites: “only 44% of managers believe they are equipped to handle workplace conflict.” The study

by CEDR found that “63% of both managers and employees questioned, felt their organisation was not prepared to deal with challenging conversations. Nearly 90% of those questioned said they believed the UK’s economy was being damaged by organisational conflict.” However, experience also shows that correctly handled through processes such as mediation, positive outcomes can emerge through creative problem solving and the exploration of underlying interests.

There are now some 16,000 commercial mediations a year, providing annual savings in management time and legal fees of £1.4 billion, and when parties enter into mediation with a spirit of cooperation, around three quarters result in settlement. Where total settlement cannot be achieved, a mediator’s intervention can often enable agreement on some issues, simplifying the litigation process. Mediation is confidential, impartial and without prejudice; it’s also quicker, costs considerably less than litigation - and works!

SMEs need to cut costs: reducing tort, litigation and management time lost dealing with disputes is certainly one such way. Whether you need someone to chair a difficult meeting, mediate between parties, or mentor a manager who finds themselves playing referee, the impartial and neutral mediator can often pour oil on troubled waters.

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18 BUSINESSEDGE

THE STEAM ROOM

Big Brother is watching you Thank you very much. That will do nicely…and here is a bill for interest and penalties to go with it.

The Big Brother state is almost upon us and they are targeting companies of all sizes in seizing control of your business.

Despite the fact that HMRC recently caused misery and worry for thousands of taxpayers when they fired up their new £380 million computer system, they are hell bent on “dipping” into our bank accounts to get information from employers.

None of us can trust HMRC to operate a computer system securely, let alone efficiently, and yet the Coalition’s promise to introduce a universal benefit is the excuse for HMRC to ignore protests from all walks of business life and introduce their ‘Real Time PAYE’ system in 2012.

The professional bodies advised HMRC that their proposals were being rushed and would create chaos – not dissimilar to the chaos surrounding the introduction of the new PAYE computers and working tax credits.

The chosen method of ‘auditing’ the payroll of any sized company will be an addition flag that will be attached to all BACS payments. Apparently, 90% of all employers pay their staff by BACS and HMRC is convinced that they can allocate real time data to PAYE code numbers and avoid large numbers of under or over payments.

They have also admitted that the obtaining of such payment data will highlight when employers are late paying their monthly PAYE bills. The procedures will also enable them to verify what sums should be paid over each month and penalise those employers who either default on or mis-declare the liability.

They have not yet announced how they are going to obtain data from the 10% of employers who pay by other means (that is 400,000 businesses in the UK!).

The danger for smaller businesses is that this method of ‘auditing’ will enable HMRC to dip into the bank accounts – because we know that is what they really want to do so that they can track sales and payments.

The current system of PAYE costs HMRC approximately less than one half penny per £100 collected. The cost in future of attempts at protecting the public purse from the small amount of fraud that the system allows will be passed onto the employer.

We know that a very small number of people abuse the system for fraudulent purposes but HMRC have a reputation for rushing in new systems for the cost

and inconvenience to be bourne by the country’s 4 million employers. This is going to be no different!

All large employers will be ‘recruited’ into the scheme in 2012 – on a voluntary basis for six months – and then all of the others in October 2013.

We are assured that the numerous errors of deduction will be eliminated by not waiting until after the year end to reconcile payments.

We have been assured that there is nothing sinister about the proposal – yeh – and that they will be able verify that an employer is using the correct code numbers as they get issued. (How can they do this from the net payment that the BACS system processes?).

The

Steam Room!

Each edition we invite a visitor to ‘The Steam Room’ to let off steam on the issues that are bothering them and their business.

This is the first giant step to HMRC having full and live access to all of the records of a business and you need to treat it with caution.

They, HMRC, never make mistakes and want to ensure that employers are penalised if businesses do!

My sources in Whitehall also inform me that there are proposals to tax all benefits on a monthly basis – meaning a P11D calculation every month and tax (as well as NIC) being collected every month. This was resoundly rejected when proposed a few years ago.

But the fiasco of recent weeks has given the chiefs at HMRC a good excuse for processing benefit assessments in the year of liability.

There is also a rumour that a change in the calculation methods for NIC will result in HMRC getting the extra tax that the Coalition cancelled in the summer!

Other news from the Treasury (unofficial!) is that as HMRC close more and more local offices the tax compliance teams will rely on more and more data sources to threaten and squeeze tax from businesses because the inspectors will have little knowledge of the local environment that drives our economy.

So, the warning is that all SME businesses in Sussex need to be organised and ensure that their record keeping is perfect and up to date.

I wonder what HMRC are going to do about the 250,000 employers in the UK (including parents who employ au pairs) who maintain manual PAYE records.

Sir Humphrey in Whitehall – watch out BIS!

BUSINESSEDGE 19

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START UPS

Brighton based Start Up Member Hillingar tells Business Edge the challenges of being a start up during a recession and how they have benefitted from their membership. We talk to Rob Little from Hillingar.

What does Hillingar do?

“Hillingar are the stock/inventory specialists.

We ensure companies maximise the Return On Investment (ROI) on their stock. We provide support to all the areas of a business that are affected by or influenced by their stock. Stock can be a company’s greatest asset or biggest liability. Too much stock costs you money and too little stock means lost sales; get the balance right. Hillingar helps you plan for the right amount of stock at the right time; supporting you to optimally control your stock, ensuring you maximise revenue, minimise costs and exceed your customer’s expectations.”

Differentiating yourself from the market particularly as a start up can be challenging. How did you do it?

“Our range of products and processes allows us to help companies of all sizes. We focused on combining the benefits of large company processes, skills and perspectives with the dynamism and innovation of smaller businesses, creating a truly innovative solution. Our Outsourced Services are unique and provide an ideal step to allow the smaller companies to gain all the benefits and savings that in the past has only been available to the larger organisations.”

Why did you join Sussex Enterprise?

We joined Sussex Enterprise right from the start as people had said it was the largest and most proactive business group in Sussex. This combined with the tiny membership cost it was a no brainer. Apart from the networking potential and the information, what surprised us the most was that for such a large organisation and membership it was a really friendly and welcoming experience. The meetings are based around learning and growing not just cold networking, so Sussex Enterprise have really been a great resource for us to learn, ask and grow.

Of course, like everything you have to ask and be proactive; if you are then you will see all the benefits.

(left to righ) Rob Little, Lord Jones of Birmingham and Tim Griffiths at the 2009 Sussex Enterprise conference

Three things we wished we had known when we started

1

Understand your weaknesses and make sure you have them covered. Really understand the strengths and weaknesses of your team. If there are certain areas that you are not strong in then invest quickly in them. This investment could be to get some training or to outsource this area to a specialist who will be able to perform the task better than you.

2

Be realistic about the amount of time it takes to get a new idea to market. Despite living and working in Sussex for many years we did not know the local business community, as we had spent much or our time working in Europe. It took us much longer than expected to build the contacts and relationships necessary.

3

Really understand your numbers – not just bottom line, but all your KPIs, indicators and trends. Don’t just record, know what’s good, what’s bad, which indicators, what targets. If you don’t know what questions to ask, people don’t know what to advise.

Common Sense Common Safety Described by Lord Young as ‘a music hall joke’ the operation of health and safety law is currently under review. Among his recommendations are simplifying the risk assessment procedures in low hazard workplaces,

and exempting employers from having to carry out assessments on home based workers in low hazard environments. Whilst we wait to see the impact of his recommendations, one of our Brighton based members, Concept Safety

Solutions, is offering a 75% discount on initial health and safety management business review for all Sussex Enterprise members. To get in touch and find out more detail, please contact Rob Bewick on rjbewick@googlemail.com.

BUSINESSEDGE 21

THE BIG INTERVIEW

Getting ahead in business - it’s a question of quality In our regular feature, we will be talking to companies overcoming the challenges facing them, and succeeding. This time we talk to Jeremy Burbidge at Ticketmedia.

A

central part of doing business is ensuring that your company provides a quality service or product.

But how to do you prove it to prospective clients?.

The answer could lie with the accreditation UKAS ISO 9001. UKAS is the Government-recognised accreditation body, and the ISO9001 is a standard of

22 BUSINESSEDGE

quality management that’s recognised worldwide. It defines a way of controlling activities to make sure customers’ needs and expectations are fulfilled.

that ISO 9001:2008, which is fully assessed by a third party, provides a logical and effective approach to managing your business.

Whatever your business or industry, it can apply to practically any service or product, which is important, according to Glenys Easton, Standards Officer at Sussex Enterprise.

“It enables you to win more business by ensuring you get the right results each and every time, meaning you achieve a high level of customer satisfaction. In addition, it fully integrates with your organisation’s business objectives and sets you apart from your competitors.

She said: “Quality really is the only option in today’s market, whatever your business sector. It’s my belief

which led to a 300% productivity increase, and an order-to-completion timeframe of less than 24 hours.

As a business that’s clearly always been self-aware when it comes to the systems and processes it’s built on, was there much room for ISO certification to add any value?

Jeremy said: “Accreditation was necessary due to our expansion programme, and because the clients we now deal with require the reassurance it brings.”

He said the company was able to expand their client base from “the moment we received the accreditation.”

Jeremy also realised that the quality symbol may lure in prestigious clients, but that business will be lost quickly without the procedures to back it up. He said: “We were surprised at how far our documentation and procedures were already aligned with the ISO9001 standard.”

The most noticeable change at Ticketmedia, he added, is that all staff now feel they have a stake in their procedures, and feel justifiably proud that their excellence is recognised by a governing body.

Of course, there was still room for lessons to be learnt along the way. Jeremy said: “One of the most surprising benefits we have adopted as a result of the auditing process has been the time-management advantages of introducing documented meetings, which are now proving far more efficient.“ He also realised that the ISO9001 certificate can’t just be left on a shelf in reception to gather dust – quality systems have to be maintained and reviewed to keep the certification valid. Like any aspect of business, there’s no room for complacency. Luckily for Jeremy, that’s a crucial part of staying competitive.

He said: “Things change very quickly in our industry.

If you don’t keep ahead of the game, you can easily find yourself being left behind.”

Ian Walker, Sussex Enterprise’s dedicated Quality Consultant, agrees. He said: “Fast-tracking ISO certification requires everyone involved to pull together: the relationship between consultant, the company and its dedicated Quality Management rep is crucial and has to work smoothly.

“Luckily, the team at Ticketmedia were open, engaged and ready to get down to work. Trying to implement a Quality Management System is doomed to failure unless it can command the focus of every member of the business, but that’s exactly the spirit that rep Richard Higgs managed to muster.

“Getting accredited has raised Ticketmedia’s profile and increased their already rock-solid credibility; while this is clearly beneficial to the business’s medium and long term prospects, there is a more immediate benefit that can be enjoyed by all members of staff. Good quality management is about communication and about teamwork. When everyone in the company bands together and takes ownership of the quality system, it energises the whole workplace.

“Getting the UKAS seal of approval is a worthy endeavour for any business, and sends out a clear message to clients that this is a company to have confidence in. Ticketmedia aren’t just stopping there though: they’ve incorporated Quality Management into the core of their business, and Sussex Enterprise will be there to help deliver their internal quality audit programme as they move forward.”

Contact details If you think your business could benefit from quality accreditation, call Sussex Enterprise on 01444 259 233 to discuss your quality needs with our dedicated consultant.

Many organisations find themselves qualifying for far more tenders and winning far more orders following accreditation.”

One businessman who can vouch for that is Ticketmedia’s Jeremy Burbidge, who isn’t the kind to shy from a challenge. In the mid-90s he spotted an opportunity to create a new market by using the back of ticket rolls as advertising space. Because the technology to exploit this gap in the market didn’t exist, he went out and developed it himself.

It came as no surprise then when Jeremy approached Sussex Enterprise’s Ian Walker to prepare the company for UKAS ISO 9001 accreditation – but, in true Ticketmedia style, they wanted the process fast-tracked and completed in four months, instead of the usual six.

For Jeremy, turning things around at blistering speed is par for the course. Through continual research and development, he had already managed to streamline his printing process to a point where one person could do the job that had previously taken eight. Not content to stop there, he set about acquiring even more hi-tech equipment – a move

BUSINESSEDGE 23

COVER FEATURE

When the in-tray is always full

A

s demanding jobs go, the post of Chief Executive Officer of Premier Member, Southern Water is up there with the best of them. At any one time, Howard Goodbourn will be focused on 20 urgent projects, while keeping a very close eye on up to six major issues vying for space on his desk.

At the top of his In Tray are two projects that are breathtaking in scale: a major construction project that is one of the biggest in Europe; and a water metering programme of national importance aimed at changing the way we use our most precious resource.

team leaders and review our progress against our key performance indicators. Our work on this project is absolutely what Southern Water is about – great teamwork and motivational leaders working together to effect real improvements to the coastal waters.”

The second major issue taking Howard’s time is the water metering programme The Southern Water region has been classed as an area of serious water stress. The effects of climate change, with warmer and drier years, alongside the

“Our regulator OFWAT decides how much we can charge customers and, therefore, how much we can spend on maintaining and improving our services,” he said. “For the current five-year period (2010-2015), we have a £1.8 billion programme to deliver.”

-“It’s one of the biggest building and engineering projects in Europe,” Howard said. “The scope of the engineering challenges is mind-boggling and I feel privileged to be a part of it.”

Customers are at the heart of Southern Water’s business and it strives to deliver the very best customer service possible. The company has achieved significant improvements in this field over the last 12 months and is committed to continuing this trend.

The construction includes a new wastewater treatment works at Lower Hoddern Farm in Peacehaven, an 11 kilometre stretch of sewer tunnels, and a 2.5 kilometre long sea outfall.

Howard said: ““My job is very much the strategic overview. I receive regular reports on the project and go on site about once a month to meet the

26 BUSINESSEDGE

In other areas of the business, Southern Water continued its excellent Health and Safety Performance, taking the Royal Society for the Prevention of Accidents President’s Award.

Howard’s focus is now firmly on the coming years and the vast programme of investment, maintenance and improvements that need to take place.

After years in the planning stages, the £300 million environmental improvement scheme started to take shape in 2009. Upon completion in 2013, the treatment works will deliver cleaner bathing waters to the Sussex coastal strip.

The work is keeping to its schedule and has become something of a visitor attraction. Southern Water receives regular requests for tours around the site to allow politicians and the business community an opportunity to grasp the magnitude of the project.

A visitor centre at Ovingdean is doing brisk business with a steady flow of enquiries from local residents, schools and colleges.

Howard said: “We have an excellent set of performance figures for the last five years, and my priority is to ensure this continues. I will be ensuring we maintain our strong focus on delivering for customers and supporting the communities we serve.”

More awards followed for its apprenticeship scheme and engineering degree course at the University of Brighton, and for its long-running commitment to teaching youngsters to swim through its Learn to Swim scheme.

One of the major projects is the Peacehaven Wastewater Treatment Plant.

Howard said: “When it’s finished, the treatment works will be covered by one of largest green roofs in Europe. It will allow the plant to blend into the downland setting.”

Delivering a strong performance is also of paramount importance to Howard and his fellow directors.

projected population growth in the region will put further pressure on resources. Over the next five years Southern Water will be installing nearly 500,000 water meters in homes in Sussex, Kent and Hampshire.

Howard said: ““At the moment, only 40 per cent of our customers are metered and therefore pay for the actual amount of water they use. We believe metering is a fairer system that will allow customers to review their water usage in more detail and make lifestyle decisions about how to use water as efficiently as possible, while also making energy and financial savings.”

Metering reduces the demand for water by about 10 per cent. Currently, unmetered customers use 150 litres per person per day while metered customers use 132 litres per day.

One topic that often dominates the headlines and causes understandable concern is leakage.

“Customers get upset at the thought of water being wasted,” Howard said. “We understand this and we are committed to a proactive maintenance programme for our underground network, which is so vital to the success of delivering reliable services. We are currently among the best performing in the industry in this area and I am determined to keep it that way.”

There is also a growing awareness of the need for UK plc to reduce its carbon footprint and play its part in reducing the impact of global warming. Southern Water will be investing £30 million in Combined Heat and Power (CHP) plants, with a target of a 20% increase in production of renewable energy by 2020. It currently has 13 CHP plants running, two in Sussex. A third plant – in Peacehaven – is under construction.

Supporting the local Communities Southern Water has long understood the need to support community projects in the areas where it works.

Howard said: “The work we carry out across Sussex is vital to safeguarding our clean water supplies and maintaining our network of sewers but we realise that the work can sometimes be intrusive and cause disruption to people’s everyday lives.This is why we are committed to giving something back.”

Local community projects currently underway include: Assisting with the redecoration of the Joff Youth Centre in Peacehaven Supporting Rye Football Club following an arson attack on their club house Providing educational workshops with the Theatre Royal in Brighton In 2010 Southern Water was proud to be the main sponsor for the inaugural awards for the East Sussex Council for Voluntary Youth Service.The awards celebrate the work done by charities and individuals to support thousands of youngsters across the county.

Southern Water staff are encouraged to support a range of different charities during the year and during 2010 raised an incredible £350,000.The company has also given its support to community champions by sponsoring Achievers Awards in Chichester, Horsham,Worthing, Eastbourne, Bexhill on Sea and Hastings.

In addition, every member of staff is allowed to take two days paid leave a year to work for a good cause.

“Our staff are our lifeblood,” Howard said.

“I am incredibly honoured to play a part in the success story of Southern Water and work Supporting the alongside such talented and motivated people.”

Communities in Sussex

BUSINESSEDGE 27

NEWS

New recruits (left to right): Grant Elgin, Emma Newbery, John Fullbrook, Claire Edwards and Chris Walker

Fontwell Park welcomes new recruits Fontwell Park, one of the most popular leisure venues on the South Coast, has taken on five new recruits to develop the business. In August 2010, work was completed on the £6.5 million 888sport Premier Grandstand which has brought new opportunity for Hospitality, Conferences, Weddings, Banqueting & Meeting Space.

Grant Elgin, 34, Commercial Manager at Fontwell Park is heading up the new team. Having come from Publishing Company Archant Life under the same role, Grant was looking for a new opportunity.

“Fontwell Park provided the perfect opening for me.

I am really passionate about Horse Racing, and the superb facilities we have here are among the best I have seen.”

Chris Walker, 24 from Fareham, has come to Fontwell Park as the Business Development Executive. Chris joins Fontwell from The Amateur Swimming Association where he was the Regional Development Officer, and is closely working with Grant to drive new business to Fontwell Park.

A growing side of the business at Fontwell Park is Weddings, and Claire Edwards, 24, joins us as a dedicated Wedding Coordinator. Claire previously worked in Windermere as the coordinator for

28 BUSINESSEDGE

Weddings at Cragwood Country House Hotel.

Having relocated to move closer to her family in Worthing, Claire feels there is a lot more to do at Fontwell Park. “Non-raceday events have really been strengthened over the past year with the build of the

Operations Manager from a similar background at the Polesden Lacey National Trust site. As Premises Manager previously, John is keen to maintain the high presentation standards at Fontwell Park and ensure the smooth running of the site for all events.

Our reputation as a premier hospitality venue has been developed through a total commitment to our customers and by providing first class facilities in beautiful surroundings.

Premier Grandstand. As well as this modern building, we also have the traditional Fontwell House, and a luxury Marquee to be able to cater for as many couples’ tastes as possible.”

John Fullbrook, 44, joins Fontwell Parl as the

Emma Newbery, 21, completes the new recruits as the Marketing & Commercial Executive. Having joined Fontwell Park from Chichester based Montezuma’s Chocolates, Emma is keen to develop her skills further in marketing, and assist the team particularly with the Hospitality side of the business.

The announcethe thearrival arrivalofof TheBecks BecksGroup Group is is pleased pleased to announce The New New Peugeot Peugeot 508 The 508 Quality, purity, efficiency…superlativesabound aboundbecause because the wraps are executive carcar Quality, purity, efficiency…superlatives are finally finallyoff offPeugeot’s Peugeot’sfantastic fantasticnew new executive offering.

The stunningNew NewPeugeot Peugeot508 508will willbe be launched launched in in the the UK offering.

The stunning UK in in April April2011.

2011.

Available saloon andSW SWbody bodystyles, styles,508 508isisthe the embodiment embodiment of first Available in in saloon and of an an exciting excitingnew newdesign designdirection directionforforPeugeot, Peugeot, first revealed the breathtakingSRI SRIconcept conceptand andmaking making the the car car instantly power, revealed onon the breathtaking instantly recognisable recognisableand andsynonymous synonymouswith with power, refinement and technology. refinement and technology.

The range includes a specific SR business offer and, without doubt, Peugeot’s best ever executive product, the The range includes specific SR business and, without Peugeot’s choice best ever product, the line-up, technology laden,apremium level 508 GT.offer The product offers doubt, a comprehensive of aexecutive 2 petrol and a 5 diesel technology laden, premium level 508 GT. The product offers a comprehensive choice of a 2 petrol and a 5 diesel line-up, from a 1.6 Vti 120 through to a brand new 2.2 Hdi 200bhp FAP unit, and be coupled with manual, automatic and from a 1.6 Vti 120 through to a brand new 2.2 Hdi 200bhp FAP unit, and be coupled with manual, automatic and electronically controlled manual; (EGC) transmissions. electronically controlled manual; (EGC) transmissions.

A wealth of generation technologies will include Peugeot’s new e-Hdi Stop and Start System, Peugeot Connect SOS and A wealth of generation technologies will include Peugeot’sDisplay new e-Hdi Stop and Start System, Connect SOS and Assistance, Quad-Zone air conditioning, Colour Head-Up and Peugeot’s (keyless) OpenPeugeot and Go System.

Assistance, Quad-Zone air conditioning, Colour Head-Up Display and Peugeot’s (keyless) Open and Go System.

With a starting point of £18,150 (OTR including 20% VAT), is extremely competitive for a new vehicle that demonstrates With a starting point of £18,150 (OTR including 20% VAT), is extremely competitive for a new vehicle that demonstrates such exceptional quality. such exceptional quality.

Although the official launch date is April 2011 the Becks Group has had already considerable awareness and interest for Although official launch date isby April 2011 the Becks hastohad already considerable the newthe 508, fuelled particularly an enthusiastic pressGroup reaction early viewings of the car. awareness and interest for the new 508, fuelled particularly by an enthusiastic press reaction to early viewings of the car.

For further information please visit our website: For further information please visit our website: www.beckspeugeot.co.uk www.beckspeugeot.co.uk or contact Brian McAlister on 01273 320700 orand contact McAlister on500666 01273 320700 Andy Brian Coulson on 01323 and Andy Coulson on 01323 500666

RENEWABLE ENERGY

The Green Office When small changes in the office can bring about huge benefits for the environment

A

t a time of difficult trading conditions, saving the planet can come pretty low down the list of priorities for businesses trying to make a living.

However, a few simple measures can not just benefit the environment, they can also benefit the bottom line.

30 BUSINESSEDGE

Businesses spend a staggering 4% of their turnover generating waste because the cost of waste is not just the cost of its disposal but also includes wasted energy, water, raw materials, consumables and labour.

Many business people may still assume that such issues relate primarily to industry where major changes in processes can bring about major savings.

However, there is a growing awareness among many business people that changes in the office can have a significant effect as well, that switching off the light at

night, turning off that leaking tap and recycling paper is not just a ‘good thing to do’ but it can also save money.

According to agencies in the waste minimisation field, the largest controllable outgoing in an office is often energy consumption but a few commonsense measures can cut bills by up to 50 per cent. The same is true when it comes to other everyday office functions.

We hope this guide will help businesses in the area make their own savings.

Recycling

Lighting

Energy

Water

n Ensure that all photocopying

n Artificial lighting can be

n A single computer and monitor

The rate of water use by businesses in the UK is 1.3 billion cubic metres each year – the equivalent of 1,400 Olympic swimming pools every day.

However, businesses that take action to cut the waste typically achieve a 20-50% decrease in the amount of water used, which in turn cuts costs both in water supply and water disposal charges.

and publications are produced in double-sided format on recycled paper. n Consider setting aside one business

printer for draft documents only – and load it with scrap paper. n Use electronic material where

possible to reduce printing and faxing. n Ensure fax machines are set so

they do not produce unwanted header or report sheets. n Use paper recycling bins, including

one next to the photocopier.

automatically controlled through daylight sensors, motion detectors and zoned controls to switch off lighting in unoccupied areas - could cut lighting costs by as much as 15% n Replace high wattage lamps with

low energy versions, which could make energy savings of 65-75% n Make the most of natural light -

Cleaning windows and skylights regularly will allow maximum daylight to enter the building and significantly reduce the need for electric lighting.

left on 24 hours a day will cost more than £50 a year. Switching them off out of hours and enabling standby features could reduce this to £15 a year each and prolong the lifespan of equipment n Measure how much energy you’re

using. Keep track of bills, and how they change after the introduction of energy-saving tips.

Tips include;

n Post reminder notices on the walls

n Identify areas of wastage, including

to ensure staff remember to switch off lights, printers and faxes etc when not in use.

leaks. Keep water-using equipment well maintained and check it periodically for leaks. n Make sure staff are fully aware

Sustainable South East Product provider of energy and water saving products for both Business and Domestic Households.

Our products cover small and larger range of energy saving solutions.

Heating n Temperature control – keep a

thermostat set at the minimum comfort level. Costs will go up by 8% each time the temperature goes up by just one degree.

Larger scale covers solar PV and thermal as well as turbines-water and wind, rain water harvesting Smaller scale such as LED lighting – saving 90% of power and money!

Importance is placed on customers understanding of our transparent pricing structure, which can also include qualified trades people

n Keep the thermostat away from

draughts or hot and cold spots these will all affect the thermostat and increase heating costs

of the importance of water minimisation. Ensure staff are encouraged to report leaks and that leaks are repaired quickly. n When purchasing new equipment,

take its water efficiency into account. Fit water minimising controls where possible, eg push taps, flow regulator/restrictors, cistern displacement devices an low flush toilets.

Carbon Trust We provide specialist support to business and the public sector to help cut carbon emissions, save energy and commercialise low carbon technologies. www.carbontrust.co.uk

n Don’t put equipment that

generates large amounts of heat, like photocopiers, near cooling vents. n Maintain equipment properly

- Poorly maintained heating equipment could be adding as much as 10% to a heating bill.

Sustainable South East, 55 Old Guidford Road Broadbridge Heath, Horsham. West Sussex HR12 3JY

BUSINESSEDGE 31

OPINION

Tackling the green energy conundrum It’s one of the major challenges facing the world with the need to reduce carbon emissions, how do you develop alternative fuel sources while guaranteeing that the power does not run out?

U

K Government ministers have already made clear that they see the answer in a mix of nuclear power and renewables, such as wind energy.

And although such a policy brings forth divergent arguments, one thing is agreed; action is needed and it’s needed now.

David Treadwell, of the Mid Sussex Wood Recycling Project, said: “Depending upon who you speak to, we are already in an energy crisis.The United States of America is the world’s third largest producer of oil and can no longer meet its own demand.The UK Government has made an EU commitment to produce 15% of energy from renewable sources by 2020.

“Decisions on how we meet the twin challenges of climate change and energy security should be made on an assessment of the real merits of the available technologies. It would include the costs and effectiveness of the technologies in cutting CO2 emissions while delivering sufficient, secure heat and electricity. It would also look at how globally applicable the technologies are and how they can complement each other to build a flexible, secure and clean energy system.”

But he does not see nuclear as the solution. He said: “If we do this assessment, nuclear power comes up short. Producing energy efficiently, whether it’s from

32 BUSINESSEDGE

renewable or fossil-fuel sources, saves money, reduces demand and cuts carbon. Of the power we use today, barely a fifth of the energy contained in the fuel is actually used in our homes and businesses. We need to make use of the heat that is normally wasted in the electricity generation process. On average, our

large, centralised power stations throw away two thirds of the energy they generate.

“Studies in the US have shown that spending one dollar on energy efficiency enables us to avoid seven times more CO2 than if we spend that one dollar on nuclear power.“

However, Alex Kaufman, EDF Energy Nuclear New Build Head of Communications, said: “As the lowest cost low carbon technology, nuclear power is a vital part of the mix to tackle climate change while keeping prices affordable for customers. We believe a diverse energy mix is crucial to addressing climate change, ensuring security of supply and providing affordable electricity. This includes all types of generation as well as greater energy efficiency.

Renewables must play a major role in our future energy mix, but will not alone fill the ‘gap’ created by the retirement of ageing nuclear and fossil fuel plants.”

She is pleased that the Government has supported that stance and said: “The Energy National Policy Statement is the Government’s recognition that nuclear must play a part in the future of the UK’s energy mix. It demonstrates the Government’s recognition of nuclear’s role in the future of the energy mix and that the need for investment in new, low carbon, energy infrastructure is now urgent.

“We are pleased that Hinkley Point and Sizewell were both named in the NPS announcement. We expect early ratification of the Energy National Policy Statements by Parliament in the Spring which will include a strong statement on the need for nuclear.”

David Treadwell believes, however, that the answer lies elsewhere, saying: “Supporting the growth in industries that use the power of the wind, waves and sun will not only power our country but also create jobs, new businesses and help make Britain a world-leader in cutting edge 21st Century technologies. A major study by consultants McKinsey, scientists at Imperial College London

and partners in the energy industry showed that it’s entirely possible to have 80 per cent renewable power in Europe by 2050, at the same price and as reliable as energy today.

“The transition to a low carbon energy supply will take some time, and between now and then we’ll need to make the most efficient use of the fossil fuels we have left. This does not mean building new unabated coal fired or nuclear power stations and the Government has said that any new coal plants in the UK that cannot capture and store carbon will not be built.

“We need to use technologies like combined heat and power, which generates both electricity and heat for domestic and industrial use, that is then piped to our homes via heat grids as part of a more flexible, localised, decentralised energy system. This can provide safe, secure energy around the clock, with large-scale technologies available as back-up if needed.

“With the Government already committed to producing 15% of our energy from renewable by 2020 then we need to start taking serious action now. The UK has phenomenal renewable potential, enough to supply all the electricity we need, but it remains under-exploited.”

much as 10%, having green credentials has fallen down the list of priorities for many businesses.

However, he says that technology such as solar panels and air-source heat pumps can save money as well as offer a sustainable future.

He said that Britain depends on imported energy for 27% of its needs, and cannot sustain this for much longer. UK business alone accounts for 45% of all emissions produced in the country and he said: “We are facing an energy shortage if we don’t act now.

Harnessing the natural elements like the sun or wind will help drive down costs leading to less reliance on fossil fuel. Using a combination of these technologies is an effective way to reduce energy bills and generate electricity.

“The recent summit at Cancun was a move in the right direction to secure an energy rich future, but there needs to be clarity and consistency in both Government and industry over the energy requirements of businesses and the best technology to achieve a sustainable and profitable future.”

Bruce Cecil, managing director of East Sussex company Aspen Renewables, which has been providing heat pump and energy-saving solutions for 25 years, sees much that business can do.

He says that, with the recession biting, and the six main energy suppliers increasing prices up by as

Alex Kaufman

Alex Kaufman, at EDF Energy, believes time is running out to take those decisions. She said: “Working with Government, we have a unique opportunity over the course of 2011 to make our market fit for a low carbon future. It is an opportunity we can ill afford to waste.”

BUSINESSEDGE 33

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UPFRONT EXTRA

BCC National Awards

Andrew Ball, Andrew Cobden & Clive Bonny

Garry Miller & Polly Toynbee

Corporate scheme launched Brighton Dome & Festival Limited (BDFL) has launched a Corporate Membership Scheme for businesses.

For the first time, BDFL is providing Corporate Membership covering both its venue Brighton Dome and Brighton Festival. The event was launched at a networking event at the Dome.

of the UK economy. We wanted to ensure we were involved again since it feels like the Brighton Dome and Festival is moving to the next level, and there is a real buzz surrounding the Festival.”

There are three levels of membership; £1,000, £5,000 or £8,000. Benefits include:

Gary Miller, managing director of construction firm GM Building Ltd, which supported the ‘Hellicar and Lewis’ art installation at Brighton Dome Foyer in October, said: “Not only does it promote our business but it supports the local community in which we operate.”

n Entertaining clients at cultural events; n Extending business networks with exclusive

invitations to Brighton Dome and Festival events; Brighton-based Bonett’s Estate Agents, recently joined the new Corporate Membership scheme. Paul Bonett, director of Bonetts, said: “For almost ten years, we were an active Corporate Member of the Brighton Festival, only taking a break recently due to the state

Heather Thomas, Director of Development at BDFL, said: “By partnering with BDFL, companies can stand out from the crowd by developing unique means of engaging their key stakeholders with cultural events as well as enjoy a brand platform with almost 400,000 BDFL attendees throughout the year.”

Congratulations go to Kittiwake, Sussex Enterprise Premier Members on winning London and South East Regional Award for Achievement in International Business in the British Chambers of Commerce awards. And well done to us, too – at a BCC awards ceremony at the Hurlingham Club, we were recognised for our work on Skills Development and on Campaigning. This was a fitting tribute to our Policy team of Liz Cadman and John Heavens, in particular, who spend many hours finding and publicising stories which matter to Sussex businesses.

asb advises on sale Crawley-based asb law acted for the management team of Surrey-based debt collection agency Credit Solutions on its sale to Arvato UK and Ireland for £10million. Helen Mead, the partner who led the asb team, said: “We’ve acted for Credit Solutions for many years and represented the management team in its MBO five years ago, so we were ideally placed to advise on this major transaction.” Helen was supported by Russell Bell and Francesca Messina.

If you have a success story contact our editorial team at businessedgeenquiries@ sussexenterprise.co.uk

Honour for work on Medieval Chapel Chichester-based specialist stonework and restoration contractor Cathedral Works Organisation Ltd (CWO) won an Award for its conservation work at St George’s Chapel, Windsor Castle.

One of the masterpieces of late European medieval architecture, St George’s Chapel received a Commendation from the Royal Institution of Chartered Surveyors (RICS) within the Building Conservation category, at a ceremony at Guildhall, London.

The award honours conservation, with the judges paying particular attention to the construction materials and techniques used, conservation achievements, background research undertaken and the project’s long-term prospects.

Built between 1475 and 1528 and located in the

heart of Windsor Castle, the Queen’s Free Chapel of St George is the setting for Royal and national ceremonies and welcomes more than a million visitors every year. The Dean and Canons of Windsor are undertaking its restoration in eight phases, with the most significant three external phases now complete.

Bernard Burns, Managing Director of CWO said; “To have been given the opportunity to work on such an important historical building was a privilege in itself. The fact that the CWO team has won recognition for its work from RICS, such a renowned national body, is a great achievement and we are all absolutely delighted.”

CWO is one of the UK ’s leading specialist stonemasonry companies and works to restore some of the nation’s oldest and most beautiful buildings.

Recent projects include Buckingham Palace , the Real Tennis Court at Hampton Court and the restoration and rebuilding of the St Lawrence Jewry Memorial Fountain for the City of London Corporation.

BUSINESSEDGE 35

TRAINING COURSES

Support for Sussex based businesses: Global economic downturn does many things.

It forces us to rethink the way we live. The way we work. And the way we run our businesses.

Establishing a need for learning and development makes good business sense. So, crucially, organisational development, creating an overall L&D strategy, and proving a return on investment have become a critical part of a business managers toolkit.

But, change is good! – It’s a great shake up, the way we buy, sell, the way our customers and clients respond, the way our strategies creep to the top of our priority lists. With all these positive changes occurring, it can feel overwhelming for many businesses, but it’s how we respond that’s crucial. This means that L&D has had its work cut out supporting the business with ever tighter budgets. That’s what Sussex Enterprise does best. We offer bespoke designed training, scheduled opened courses and general guidance in best practice. To help support Sussex based businesses, we would like to offer you a springboard into the New Year by giving you a ‘buy one, get one half price’ option on any of the courses listed below. If you book one place, you get another place on the same course for just half the price.

Please quote ‘’BUSINESS EDGE TRAINING’’ and book before February 28th.

A selection of our scheduled training dates; Essentials of Personal Effectiveness: A 6-week program of ‘bite size’ sessions which helps to build skills and confidence to boost your performance at work.

Session 1: Tuesday - 01/02/2011 (AM) - Planning Ahead and Setting Goals Session 2: Tuesday – 08/02/2011 (AM) – Making the Most of Your Time Session 3: Tuesday – 15/02/2011 (AM) Communicate assertively (but not aggressively) Session 4; Tuesday – 22/02/2011 (AM) – Persuading and Influencing People

36 BUSINESSEDGE

Essentials of Sales: A 6-week program of ‘bite-size’ sessions that helps to grow sales expertise and company profits at the same time.

Session 1: Tuesday - 01/02/2011 (PM) - What Makes a Successful Salesperson?

Thursday – 10/02/2011 – Appraisal Skills; Appraisals are a key stage in managing the performance of your employees, this course will show you how you do it and what the benefits are.

Session 4; Tuesday – 22/02/2011 (PM) – Overcoming Objections and Gaining Commitment

Monday – 14/02/2011 – A Foundation Course in Importing; This course is an overview of the importing process. Learn about the payment methods and terms. Understand the procedures, terminology and documentation involved in importing and avoid the common pitfalls that cause unnecessary costs and delays.

Wednesday & Thursday - 02/02/2011 – 03/02/2011 – People & Team Management (2 Day) Designed for middle managers who would like a solid grounding in people management best practice.

Thursday – 17/02/2011 – EFAW – Emergency First Aid at Work; This course is designed for individuals designated as the ‘First Aider’ at work. Upon completion, delegates will receive a certificate valid for 3 years.

Session 2: Tuesday – 08/02/2011 (PM) – Effective Telesales – Intro’s with Impact!

Session 3: Tuesday – 15/02/2011 (PM) – Finding and Fulfilling Buyer’s Needs

Monday – 07/02/2011 – Director Roles & Responsibilities; (Government funding may be available on this course, please ask) An informative course that is designed to highlight the roles and responsibilities exercised and expected of directors of companies today.

Contact details Please contact us directly for full course schedules and booking details: 0844 37 595 43 or email training@sussexenterprise.co.uk We look forward to helping you!

AFFORDABLE TAILOR-MADE RESEARCH SOLUTIONS

Who we are

Ask yourself

Red Market Research was founded by Angie Ledgeway.

You’ve done well so far but could you be doing anything better?

Angie has over 20 years research experience, having worked for several major research agencies in a senior capacity.

Her experience includes working for large global organisations as well as smaller family owned businesses.

Red Market Research fully understand the budget constraints organisations have to work with.

As a small agency, utilising both qualitative and quantative methodologies, our aim is to provide tailor-made, cost-effective research solutions to inform companies and aid their development without charging a fortune.

n

How can you improve your services to your customers?

n How can you add value for money to your

products?

n What do your customers think of you? n How do you compare to your competitors? n Can your brand diversify? n Are you targeting the right customers? n

How satisfied are your customers with your service?

n Is your advertising working for you?

If you don’t know the answers to these questions then it maybe time to contact us to see how our tailor-made solutions can help you.

Angie Ledgeway Red Market Research M: 07770 630855 T: 01797 223258

Here at 360 Automotive, we’ll start you off in the right direction. We take the time to listen to you and use our experience to really understand your requirements.

Take advantage of your FREE without obligation vehicle fleet review by contacting our specialist account management team.

40 BUSINESSEDGE

EVENTS

Sussex Enterprise events 7th February - Sussex International Trade Forum Venue tbc 6 - 8:30pm The Sussex International Trade Forums are quarterly events for members and non members of Sussex Enterprise. The events provide an opportunity for those already exporting, or those thinking about it to meet and network with the right businesses.

8th February - The Guide to Growth (Part II) The Old Ship Hotel, Brighton Seafront 7.30am - 10am FREE to attend Back by popular demand! We are proud to present the second in a series of events designed to bring stories of exceptional business growth to businesses across Sussex. Taking the stage in Brighton will be business power ranger Penina Shepherd of Acumen Business Law. She’ll share her inspiring story of exceptional business growth and deliver her insights into how you can adopt winning attitudes to make your business bloom.

17th February - Chequing Out? The end of cheques and the effect on your Business.

West Sussex, venue tbc The Payment Council’s plans to stop cheque transactions means big changes to the way SME’s do their day to day business. This is your opportunity to get your voice heard to ensure your business needs continue to be met.

24th February - All aboard the Networking Express!

Bluebell Railway, East Sussex 11am – 2:30pm Business advice seminar followed by networking and lunch on the 1pm Departure from Sheffield Park.

3rd March - Inspirational Breakfast Assembly Rooms, University of Chichester (Bognor Regis Campus) 7.30am – 10am FREE to attend Become a networking star - never forget another person’s name again!

Headed up by Director, Richard Robinson, The Brighton Science Festival returns for its seventh year and promises a plethora of events and activities to wow and amaze us. Included in the line-up is our ‘Inspirational Breakfast’ event where we combine business and science with enlightening results! On the agenda this year is the fantastic Ross Page from

TOM International. He will be unlocking the true capabilities of the human memory, giving you the tools to retain information in way you never thought possible. n Brighton Science Festival – see page 7.

11th March - New Members Event Mid Sussex,Venue & times tbc An informal seminar for new members of Sussex Enterprise to meet their account managers and network with other new members.

15th March - Blogging for Business Cooden Beach Hotel, Bexhill 07:30 - 10am Join us at our event in Bexhill as we hear how to write compelling content, engage with your audience and ultimately make more sales by using your blog to launch your business up the search engine rankings.

22nd March - To Infinity & Beyond: Making your IT & Comms work for your competitive advantage.

Mannings Heath Hotel, Horsham 07:30 - 10am The comms and IT giants BT will share advice on how SME’s can drive new business via professional presence on the WWW, control costs by combining services, enable flexible home working for employees, and look at the benefits of cloud computing as the new cost effective solution with added business benefits.

29th March - Sales Maximisation Thales Training Facility, Crawley 07:30 - 10am An essential seminar for SME’s looking to gain more customers and turn their existing ones into gold!

Expert advice on all the practical sales points such as negotiation, having a plan, correct pricing and more!

Not to be missed PREMIER EVENTS (Premier level members only) 3rd February - 2011 Economic Review with Nick Parsons Wiston House, Steyning 7.30am - 10am FREE to attend Please note this event has been rescheduled from the original date of 27th January New Year, new opportunities. Join us in the dramatic setting of Wiston House for our 2011 high profile breakfast event with Nick Parsons, Chief Economist for Clydesdale Bank. Nick is a regular guest commentator for the financial press around the world and has extensive knowledge of interest rate and foreign exchange markets. He will be delivering his review of the past year’s economy and providing insight into what’s in store for 2011. Join us for peer to peer networking over a sublime full English breakfast.

4th March - Employment Law Update Mayo Wynne Baxter Offices, Lewes 8 -10am Peer to peer networking over breakfast as we investigate the new years’ changes to employment law legislation and what it means for your business.

Contact details all bookings need to be made by emailing eventbookings@sussexenterprise.co.uk.

BUSINESSEDGE 41

Is your business looking to achieve ISO Certification?

Are you trying to work out the best place to start?

Looking for a cost effective solution?

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Need some advice on how to engage your staff in the process?

TW Associates and Ampleo have teamed up to provide a comprehensive package for you.

A web-based system will assist you with the implementation of ISO9001, 14001 & 18001.

Subscribers have access to policies, manuals, procedures and forms. Training is also provided to ensure you engage your staff in sustained behavioral change.

Other features include: n Create users and user security access. n Generate your own menus, links to websites and youtube movies etc. You can also change the generic format we have provided to suit your own needs. n Upload your system records into the website. n Unique Flash Demo’s provide audio-visual Flash movies to show how software and systems work; also demonstrating how forms should be completed. n Database Registers for Document Control, Non-conformance and Environmental Aspects. n We have a range of packages to suit your requirements.

TW Associates can also offer you a range of audits and inspections – from basic inspection of the workplace and recommending improvements, to complete ISO System Internal Audits.

Contact us for more information on Email: enquiries@iso-ims.co.uk Websites: www.tw-asc.co.uk www.ampleo.co.uk

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Best of all, you can do it from anywhere.

Interested? Call us on 0845 5050 182 or e-mail us at: iwantanonlineshop@besupported.co.uk with offices in

Surrey & Sussex we are just around the corner.

MOVERS AND SHAKERS

Mike Sargeant joins Reeves as Investment Director Reeves Investment Management Ltd (RIM) has appointed Mike Sargeant as Investment Director with responsibility for developing its investment strategies.

He will also be a member of the senior management team responsible for the asset allocation and fund selection of the company’s discretionary portfolios.

Prior to joining RIM, Sargeant was Managing Director of Pharon IFA for six years and Managing Director of its associated company, Lawrence House Fund Managers. RIM, part of Reeves & Co LLP, a leading accountancy firm, provides discretionary management services to Reeves & Co clients.

Mike Sargeant said; “I have been very impressed by

the vision, ambition and values of the partners of Reeves which was the main attraction to joining RIM. I look forward to making my contribution to their continued and future success.

“In addition to managing money, RIM will also be looking at how changes to regulation is impacting on the way discretionary investment management services are provided to investors and exploring how we can work with other professional firms.”

Eric Clapton, Managing Director of RIM, said:“We are delighted that Mike has joined the team and are confident that his experience will strengthen our investment service and be of great benefit to our clients.”

Opportunity beckons for Steve Bournemouth University graduate Steve Twist, from Hastings, was awarded the Vice-Chancellor’s Prize during the annual Award Ceremonies in the Media School.

Steve, who achieved a Distinction for his MA Computer Animation and Visual Effects, received the £500 primarily for his Master’s project, a piece of work investigating the use of real-time 3D facial tracking. His thesis will provide a foundation for future work in this area.

Steve, who has been offered a job working for ‘Rhythm and Hues’, a visual effects company based in El Segundo, California, said: “One of the best things I discovered on the course was how international the industry is, with a lot of possibilities for travelling all over the world. Artists within the industry regularly move between companies in England, America, Canada, Australia and New Zealand, to name but a handful of countries.”

Historic building contractor eyes the next step Chichester-based specialist stonework and historic building contractor Cathedral Works Organisation (CWO) Ltd has appointed Colin Dent to head up its business development function.

Colin’s role will be to generate new business and tender opportunities as well as managing client retention. To help grow CWO’s business Colin will promote the company not just as a specialist contractor but as a principal contractor.

With 45 years’ experience in the construction industry, 25 of which have been at board management level, Colin joins from construction company Farnrise, where he held the position as a director assisting with the planning and growth of its business. He said: “I am delighted to be working at CWO alongside such incredibly passionate craftsman on such a diverse range of projects from renovations

Going up Flying high: The British space industry has grown by nearly eight per cent through the recession and is worth more than £7.5 billion to the economy Getting bigger: The Chinese economy has grown at an average rate of just under 10% a year for 32 years, overtaking Japan to become the world’s second largest economy.

Going down Business worries: The ICAEW/Grant Thornton UK Business Confidence Monitor for the fourth quarter of 2010, compared with the third quarter, showed that expected business turnover growth over the next year has declined from 4.9% to 3.5%. The percentage of businesses less confident about the coming 12 months has risen from 19% in Q3 to 24% The Office for Budget Responsibility reassessed its projected figure for public sector job losses from 490,000 to 330,000.

In numbers at Buckingham Palace to building façade cleaning in Brighton . CWO’s award-winning stonemasonry is exceptional; the company is highly regarded and offers some truly unique specialist skills.”

£400 million - estimated cost of repairing potholes after the bad winter weather

BUSINESSEDGE 43

MP VIEW

An optimistic futu Norman Baker, the Liberal Democrat Member of Parliament for the Lewes constituency, offers some thoughts on the future of Newhaven

N

ewhaven: home to the first cross-channel ferry, dating from (I think) 1853, and on which Ho Chi Min served as a bar steward; the town where Lord Lucan, or at least his car, was spotted for the last time; and, still, an important manufacturing and employment centre in Sussex.

Poor old Newhaven has had a rough few decades.

The busy railway town has kept its three stations and its tracks, but lost the bustle that went with them.

Newhaven Town had its car park sold off for a pitiful sum, around £14,000, so that no-one can now legally park anywhere near the station. Newhaven Harbour has had nothing down to brighten it since I unveiled a colourful children’s mural there back in 1994 (it remains in place and never vandalised).

As for Newhaven Marine, the old boat train station has just one train a week, there only to avoid closure procedures, and even that is now a taxi replacement service.

The port was allowed to run down by British Rail, then sold in the 1980s to Sea Containers whose only

real interest was to overvalue it in their books and so provide an asset against which to borrow.

And worst of all has been the town centre, slowly strangled by a grotesque ring road that tightens itself around the shopping area like a noose round a neck.

Add to that the disappearance of major employers like Bevan Funnell, and most recently the totemic Parker Pen, and the arrival instead of a horrible incinerator, visible for miles around, and you have to agree that the outside world has not been kind to Newhaven.

And yet, despite all that, I am actually optimistic for the town’s future. How can this be?

Well first, Newhaven is brilliantly situated, geographically: just 55 miles from London, and less than 10 from Brighton; the only port of substance (sorry Shoreham) between Dover and Southampton; and with good connections to the continent.

Second, despite the battering is has had over the years, the town actually works socially as a cohesive unit in a way that many others do not. There is a good, loyal and hard-working workforce, whose skills levels have improved markedly over the last ten years.

Third, the community itself has started to control its

The decision to allocate a part of the Channel just o

own destiny and gained confidence as a result. The turning point was the home-grown, and successful, battle to save the Hillcrest Centre. Now there is a vibrant third sector, not least the omnipresent Newhaven Community Development Association.

Fourth, the local councils, at least at District and Town level, have over the last few years begun to make up for lost time. The development of Denton Island, owned by Lewes District, has been exemplary and wholly positive.

Fifth, the present port owners, the French, are showing a good deal more get-up-and-go than we have seen for decades. They have, rightly in my view, concluded that we need a big step change or the port will do – chugging along slowly and aimlessly is no longer an option. They have developed a port strategy, in detail, which adds up and which they want to deliver.

Newhaven Harbour station

44 BUSINESSEDGE

pic Colin Saunders - www.vanguardway.org.uk

Perhaps the most exciting prospect is offered by

ure for Newhaven

out to sea from Newhaven opens the door to the renewables market

the new renewables market, and in particular the decision to allocate a part of the Channel just out to sea from Newhaven as a site for a major offshore windfarm, something I strongly lobbied for. The country has very challenging targets for the generation of electricity from renewables – 20% by 2020 – and offshore wind will need to meet a large part of this. Beyond that, markets will undoubtedly open up for wave and tidal power.

If Newhaven can get in the door at the start, it could become a major centre for renewable technology in this century. And it has a lot going for it in port terms. Firstly, it has a large area of vacant land, unmatched anywhere along the south coast.

Secondly, it has manufacturing expertise within the town. Thirdly, the port still, and almost uniquely, has railway lines running down to the quayside. Fourthly, there is no NIMBY contingent to object to such developments. Indeed, the people of Newhaven are

generally much more open to change than other towns are, if they can see the benefits, and in this matter, all three local councils support them.

Of course, none of this will fall automatically into Newhaven’s lap.There will be ports on the continent able to offer financial incentives that Newhaven cannot. And there is still infrastructure work to be done to ensure the transport system is prepared.This includes the provision of a new deep-water harbour berth, the long-promised port access road, to take heavy traffic away from residential streets, and some rationalisation of, and investment in, the town’s railway stations.

But I think Newhaven is well-placed for the years ahead. I also think that its luck has begun to turn. If I were a businessman or woman looking for a shrewd investment for the future, I would be looking very closely at Newhaven.

If I were a businessman or woman looking for a shrewd investment for the future, I would be looking very closely at Newhaven.

Norman Baker MP

BUSINESSEDGE 45

RECRUITMENT & CONSULTANCY

Beacon Recruitment Services Ltd Forum Business Centre Stirling Road, Chichester PO19 7DN T: 01243 790879 F: 01243 790183 E: jan@beacon-consultancy.com

Beacon Recruitment & Consultancy have the knowledge and relevant business experience to manage recruitment up to senior management level in Commercial, Engineering, Industrial, Manufacturing and Accountancy. We are your solution for temporary, contract and permanent vacancies.

We also have consultants who can support you with Human Resources, Health & Safety and ISO quality systems.

What do we offer?

Professional services of experienced recruiters / interviewers (over 20 years) N A personal service N Cost effective recruitment focused on your needs N Fully briefed and interviewed candidates N

What we do not do We do not send you inappropriated CVs N We do not waste your time – if we cannot help, we will tell you N We do not see you just as a sales target

member

N

www.beacon-consultancy.com

Member

UPFRONT EXTRA

Offering chances in the design world Waghorne Graphic Designers has recently opened a new design studio offering qualified graduates a chance to gain valuable design and business experience, which gives them a dynamic and creative edge in todays marketplace.

a

Faced with applying for jobs but lacking the relevant experience to obtain a FEATURE position, an increasing number of graduates have to cope with some difficult choices.

Littlehampton-based Steve Waghorne believes he can help.

Colin Willems and Tom Allum have already found a place with Steve, and are already learning how to work with customers, attend business meetings, prepare quotations and deliver projects in a highly skilled and professional manner.

Colin, graduate of North Brook College, said: “I’ve been working with Steve for over a year now and have really appreciated the chance to get my teeth into some excellent projects. I’m developing my creative and business skills, and feel that as each week passes I’ve learnt something new about the how the ‘real’ world operates. College can only teach you so much, and there’s no substitute for discussing a piece of work with a real customer. It’s hard work but I am enjoying it.”

Only two months after moving into their new premises, the team at Waghorne Graphic Designers has also just completed a marketing rebranding project for local furniture outlet Everything in stock, which is forming the basis for a new promotional campaign to raise awareness and drive sales.

Steve said: “It’s great to have Colin and Tom on board. By helping some of the region’s best design graduates to beat off the effects of the recession and giving them the opportunity to work on a variety

“As one of our straplines says, we help to unleash your business, brand and marketing potential for our clients through our high levels of service which are helping to provide a variety of business solutions for

By helping some of the region’s best design graduates to beat off the effects of the recession and giving them the opportunity to work on a variety of freelance and work experience projects, we’re helping them to develop the commercial skill set so valued by business.

of freelance and work experience projects, we’re helping them to develop the commercial skill set so valued by business. As many of our clients can testify, together we offer a unique business experience, which informs, creates and provides added value.

today’s difficult trading problems and conditions at competitive prices.”

Contact us on 01903 718 367 or visit our website at www.waghorne-gd.co.uk

BUSINESSEDGE 47

NEW MEMBERS

Premier Member ABC Translations Translators & Interpreters Unit 4 Elm Business Units, Chartwell Road, Lancing, West Sussex, BN15 8FD Julie Roff, Director T: +44 (0)1903 763336 E: info@abc-translations.co.uk W: www.abc-translations.co.uk

Members About Words Downsview, Wellhouse Lane, Keymer, Burgess Hill, West Sussex, RH15 0BN Deborah McCabe, Managing Director T: +44 (0)1444 235134 E: deborah@aboutwords.co.uk

Aitken & Howard Ltd Timber Merchants, Importers & Agents PO Box 22, Mayfield, East Sussex, TN20 6XB Paul Kemp, Director T: +44 (0)1435 872937 E: billy@gilmouraitken.com W: www.aitkenhoward.co.uk

Amadeus Mediators Mediation, negotiation and conflict resolution PO Box 775, Haywards Heath, West Sussex, RH16 9GS Howard Stern T: +44 (0)800 032 2088 E: hstern@amadeus-mediators.eu W: www.amadeus-mediators.eu

Avtrac (UK) Ltd Aviation Consultants Bramber House, Amberley Court, County Oak Way, Crawley, West Sussex, RH11 7XL Jane Brann, Training Manager T: +44 (0)1293 618881 E: jane.brann@avtrac.co.uk W: www.avtrac.co.uk

Bainbridge Lewis Ltd Chartered Accountants 3 Shakespeare Street, Hove, East Sussex, BN3 5AG Carol Lewis, Partner T: +44 (0)1273 737307 E: carol@bainbridgelewis.co.uk W: www.bainbridgelewis.co.uk

48 BUSINESSEDGE

Bangers Galore

Concept Textiles

Award wining home made sausages

Fabric supplier and contractor

Unit 10, Blatchford Close, Horsham, West Sussex, RH13 5RG David Bell, Proprietor

Unit 65, Station Road Industrial Estate, Station Road, Hailsham, East Sussex, BN27 2ET Warren Stimson, Partner

T: +44 (0)1403 262233 E: david@bangersgalore.com W: www.bangersgalore.com

T: +44 (0)1323 845 400 E: warren.stimson@concepttextiles.com W: www.concepttextiles.com

The Becks Group

Eschmann Holdings Ltd

Peugeot Dealers for Sussex Becks, 200 London Road, Burgess Hill, West Sussex, RH15 9RT Eddi Zoratti, Finance Director T: +44 (0)1444 238000 E: eddizoratti@rossettbeck.co.uk W: www.beckspeugeot.co.uk/burgess-hill

Breakthrough Therapies & Coaching

Manufacture of operating theatre and infection control products Eschmann House, Peter Road, Lancing, West Sussex, BN15 8TJ Tom Randle, HR Manager T: +44 (0)1903 753322 E: Tom.Randle@eschmann.co.uk W: www.eschmann.co.uk

Ethical SEO

Range of short term and extremely effective therapies

Search Engine/Internet Marketing

15 Braybon Avenue, Brighton, East Sussex, BN1 8EA Jenny Jenner

Bridle Cottage, Plough Lane, Litlington, Lewes, East Sussex, BN26 5RE Robin Dally, Owner

T: +44 (0)1273 500467 E: info@breakthroughtherapies.co.uk W: www.breakthroughtherapies.co.uk

Burgess Hill Physiotherapy Physiotherapy Sidney West Primary Care Centre, Leylands Road, Burgess Hill, West Sussex, RH15 8HS Barry Spencer, Manager T: +44 (0)7852 290054 E: info@burgesshillphysio.co.uk W: www.burgesshillphysio.co.uk

Co-Discovery Ltd Executive Coaching Sussex Cottage, Lower Road, East Lavant, Chichester, West Sussex, PO18 0AQ Alan Taylor, Managing Director T: +44 (0)1243 527769 E: alant@mac.com W: www.codiscovery.co.uk

Collective Wisdom Ltd Education and Training Dunston House, Monks Gate, Brighton Road, Horsham, West Sussex, RH13 6JB Jeanette Mercer, Managing Director T: +44 (0)7866 427557 E: ideas@collectivewisdom.uk.com W: www.collectivewisdom.uk.com

T: +44 (0)7917 543565 E: robin@ethical-seo.eu W: www.ethical-seo.eu

Fine Designs Ltd T shirt design and manufacturer The Old Forge, 67 Victoria Road, Worthing, West Sussex, BN11 1UN Vivien Makovik, Sales Director T: +44 (0)1903 201068 E: vivien@finedesignsuk.com W: www.finedesignsuk.com

Global Cashback Limited Finance 2nd Floor, Claremont House, 95 Queens Road, Brighton, East Sussex, BN1 3XE Claire Taylor, Chief Executive Officer T: +44 (0)1273 202555 E: claire.taylor@gcb-global.com W: www.gcb-global.com

Griffin Designs Custom Designed Stamps 119 Stockbridge Road, Chichester, West Sussex, PO19 8QR Karen Griffin, Owner T: +44 (0)1243 528384 E: karen@griffindesigns.co.uk W: www.griffindesigns.co.uk

NEW MEMBERS

Henfield Hire

Mud Foods Ltd

Sales 2 Success Ltd

Storage Services

Food Producer / Bakery

Sales Consultancy

Horsham Railway Station, North Street, Horsham, West Sussex, RH12 1RD Dan Britton, Rental Agent

Unit 19, St James Industrial Estate, Westhampnett Road, , Chichester, West Sussex, PO19 7JU Christian Barrington, Manager

4 Bylanes Crescent, Cuckfield, West Sussex, RH17 5HA Julian Clay, Managing Director

T: +44 (0)8000 842 232 E: info@henfield-hire.com W: www.henfield-hire.com

T: +44 (0)1243 781957 E: christian@mudfoods.com W: www.mudfoods.com

T: +44 (0)1444 456800 E: jclay@sales2success.com W: www.sales2success.com

Marlow Ropes Ltd

Munneries

Stuart Russell

Rope Manufacturer

Retail and wholesale fresh produce

Graphic Design

Ropemaker Park, Diplocks Way, Hailsham, East Sussex, BN27 3GU Richard Edge, Sales Director

21 Shore Road, East Wittering, Chichester, West Sussex, PO20 8DY Julie Barker, Partner

51 Warwick Gardens, Worthing, West Sussex, BN11 1PF Stuart Russell, Graphic Designer

T: +44 (0)1323 444444 E: richard.edge@marlowropes.com W: www.marlowropes.com

T: +44 (0)1243 672121 E: julie.barker@munneries.co.uk W: www.munneries.co.uk

T: +44 (0)1903 200204 E: info@stuartrussell.co.uk W: www.stuartrussell.co.uk

MathRiders

Options in Mind

Taste Deli

Fun maths in small groups

Training - therapy

Delicatessen

56 The Glades, East Grinstead, West Sussex, RH19 3XW Lorraine Doron, UK Sales and Teacher

Stumlet, Oldlands Avenue, Balcombe, Haywards Heath, West Sussex, RH17 6LW Nicola Preston Bell

Brook House, High Street, Henfield, West Sussex, BN5 9DD Louise Thorn, Owner

T: +44 (0)1342 314117 E: egs@mathriders.co.uk W: www.mathriders.co.uk

T: +44 (0)1444 819075 E: options@stumlet.co.uk W: www.optionsinmind.co.uk

T: +44 (0)1273 495551 E: rickandlouise@hotmail.com W: www.tastedeli.co.uk

MCR Print

Rivertrace Engineering Ltd

The Bridge Community Centre

Printers

Manufacturer

Community Centre

11 English Business Park, English Close, Hove, East Sussex, BN3 7ET Max Robinson, Director

Unit P, Kingsfield Business Centre, Philanthropic Road, Redhill, Surrey, RH1 4DP Lee Murphy, Management Co-ordinator

Lucraft Road, Brighton, East Sussex, BN2 4PN Jayne Ross, Chief Executive Officer

T: +44 (0)1273 733607 E: max@mcrprint.co.uk W: www.mcrprint.co.uk

T: +44 (0)1737 775500 E: lmurphy@rivertrace.com W: www.rivertrace.com

Modern Love

Rogue Interactive LLP

Fashion label

Internet systems solutions

43 Springfield Road, Brighton, East Sussex, BN1 6DF Kim Hunt, Managing Director

14 Heather Close, Copthorne, West Sussex, RH10 3PZ Gary Burfield-Wallis

T: +44 (0)7798 521344 E: kim@godsonhunt.plus.com W: www.modernlove.in

T: +44 (0)845 890 4107 E: gary@rogueinteractive.co.uk W: www.rogueinteractive.co.uk

Mosen Ltd

S4B-Secure Document Shredding

Engineering Consultants

Document Shredding

Unit 15, Riverview Business Park, Station Road, Forest Row, East Sussex, RH18 5FS Fathi Tarada, Director

27-29 Gatwick International Distribution, Cobham Way, Gatwick Road, Crawley, West Sussex, RH10 9RX Steve Rham, Sales Consultant

T: +44 (0)1342 458427 E: fathi.tarada@mosenltd.com W: www.mosenltd.com

T: +44 (0)1273 294930 E: jross@bridgecommunity.org.uk W: www.bridgecentre.co.uk

T: +44 (0)1293 534966 E: info@s4b-shredding.co.uk W: www.s4b-shredding.co.uk

BUSINESSEDGE 49

THE LAST WORD

THE LAST WORD… Each edition we invite one of our contributors to answer some key questions we all want to know the answers to.

This time it’s the turn of Howard Goodbourn CEO Southern Water

1

Which words or phrase do you most often overuse? Going Forward

7

What quality do you most admire in a person? Integrity

2

Karaoke song of choice?

Your Song by Elton John

8

Which virtue is the most overrated?

Patience

3

What’s your biggest regret?

No major regrets

9

Early mornings or late nights?

Late nights

4

When and where were you happiest?

Now, at Southern Water

5

When was the last time you lied?

Honestly, I can’t remember

6

What talent would you most like to have?

Musical

50 BUSINESSEDGE

10

Deal or no deal?

Deal

11

Tell us a secret...

You tell me one first!

this feature we’ve had loads of

Step 3. Why buy from you instead of your competitor?

It’s important to convey the reason to buy from you rather than someone else. Again this needs to be read in no more than 2 - 3 seconds!

calls from businesses that are

clearly in need of some extra pointers on how to make their marketing budget provide them

”

with the ROI they deserve

Step 4. Why should they buy from you today?

Is your marketing wasting your money?

There must be a reason to ‘buy today’ rather than ‘pop it in a draw for future reference’ (if this happens it may as well be in the bin, which is where it will end up!)

We don’t like to use the recession word any more than you do but the fact is that many businesses have experienced tough times recently and plenty still are.

Clean, uncomplicated design with each step followed so that your audience has absorbed the key points described in approximately 10 seconds only.

Effective marketing tools can make a huge difference to sales but get it wrong and you can watch your money just fly away!

If you do all this then you will have something worth keeping in your marketing toolkit.

Now, here’s the really good news... HH Design are going to help you get it right!

Unfortunately the money you spend on a marketing tool that doesn’t work, is only a fraction of what gets wasted.

do n’ t

It’s more than just the cost of the marketing tool that gets wasted. ime... w

as

t te

We would like to give your business a gift!

We would like to give you a 60 minute COMPLIMENTARY design and marketing health check.

With a complimentary design and marketing health check with HH Design you will benefit from marketing and design tips and advice that could make a huge difference to your future sales.

A marketing tool that isn’t working for your business wastes two other things – staff resources, using tools that aren’t working effectively and time, which is the very thing we don’t have during a recession.

...or money

These two things can waste as much as 3000% more than the money you spent on your marketing tool. Staggering isn’t it?

What do you need to do to get it right?

Whether it’s a brochure, leaflet, mailer, website, exhibition graphics – what ever you have in your marketing toolkit it MUST follow 4 simple steps.

Step 1. Design that packs a punch and grabs attention.

Effective marketing tools must have a very high impact concept in their design something that grabs attention in a 1 second glance!

Step 2. Once you have attention - KEEP IT!

There are no strings attached. If you are looking to take stock of your corporate identity and marketing communications, this could be a fantastic way to kick the recession into touch.

“

take the first step to

turning your marketing toolkit

into the effective sales tool that

it should be and call us today on 01293 536362 to book your complimentary design and

”

marketing health check

Allison Golding, Business Development, HH Design

Graham Laker, Managing Director, HH Design

“

since the last time we did

You must immediately convey the main point of your message in a headline something that can be read in 2 - 3 seconds!

Tel.01293 536362

info@hh-design.co.uk

www.hh-design.co.uk

Post.2a, Kelvin Business Centre, Kelvin Way, Manor Royal, Crawley, West Sussex RH10 9SF