Business Edge #2

BUSINESSEDGE The magazine of Sussex Enterprise

Gatwick Airport – looking to the future Land of opportunities Building a business in age of innovation

British Chambers of Commerce Accredited

APRILMAY 2011

Apprenticeships -

They’re Our Next Generation There are many different types of Apprenticeship suitable for hundreds of job roles from accountancy to motor vehicle, electro-technical to hospitality, business administration to construction.

Sussex Downs College wants to raise the profile of apprenticeships so that more people understand what they are. We want to help employers and encourage individuals to start on the apprenticeship journey, whatever their age and experience.

Overall apprenticeships offer: t An opportunity to earn while you learn with a clear career path t Structured form of vocational training t Nationally recognised higher level qualification t Apprenticeships make an organisation more effective, productive and competitive t Apprentices are part of the skilled workforce trained for the future

Rachael Bessant works for The Lady Plummer based in Cross in Hand. “ I am currently doing my level 2 plumbing studies apprenticeship and then I hope to complete an Advanced Apprenticeship which includes gas qualifications.”

The benefit for employers:

The benefit for apprentices:

Apprenticeships are an effective and affordable way to provide training for staff. We will provide your apprentices with all the training they need. We can even help find you a suitable apprentice, or provide apprenticeship training for an existing member of your staff.

Benefits of employing an apprentice are: t Lower recruitment and training costs t Improved productivity t Improved competitiveness t Introduces enthusiasm and a new perspective Research says that over 80% of people are more likely to use a business if they offer apprenticeships.

Apprenticeships are an opportunity for people to get into a working environment, gain valuable experience and earn money. At the same time they participate in a structured training programme, specific to their needs, gaining the knowledge and experience to take the first steps on the ladder to a first or alternative career.

Becoming an apprentice you: t Earn a salary t Get paid holidays t Receive training t Gain qualifications Employer Training t Learn job specific skills

Tom Clark completed an advanced bench joinery apprenticeship in 2009 studying one day a week at Sussex Downs College. He has now become a fully qualified Master Carpenter working at Harveys Brewery in Lewes.

“Apprenticeships are a brilliant idea as you gain a qualification at the same time as you are working. Apprenticeships are a real alternative bridging the gap between education and work.”

Curtis Murray is a carpentry apprentice working for Firle Estates.

“I was one of the youngest apprentices when I started at College completing my level 2 in July last year with a distinction in my final exam. I am now looking at options for higher education after I complete my Advanced Carpentry Apprenticeship this year.”

Charlie Roberts is undertaking a work based apprenticeship in Business Administration at Hearing Concern LINK in Eastbourne.

“I found this role through the apprenticeship vacancy matching service which allows employers to market their apprenticeship opportunities at no cost. It was fantastic and I am so pleased to have found my ideal job with training included.”

Ritza Sindon, HR and Training Manager from Westridge Contruction said: “I really appreciate the total support that the College offers our apprentices. The wrap around support they provide reassures me that our apprentices will receive not only the skills they need but support for any issues that they may also have.”

For more information on Apprenticeships contact one of our skills advisers on 0845 2302 007 or email Employertraining@sussexdowns.ac.uk.

www.sussexdowns.ac.uk/apprentice

Contents

Welcome

05 09 22 44 04 05 07 08 10 12 13 15 16 19 21

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

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

22 The Big Interview 26 Cover Feature 36 Training Courses 41 Events 43 Movers and Shakers 44 MP View 46 Legal Update 47 Upfront Extra 48 New Members 50 The Last Word Cover image courtesy of Gatwick Airport

This issue focuses on one of the key drivers of the Sussex economy: Gatwick Airport, and tells us about some of the changes the new owners have brought about to date and their plans for the future.

Gatwick is still predominantly a tourist airport, so we have also looked at the impact of the economic climate on the tourist industry in the county to see whether ‘staycations’ are going to compensate for the potential drop in visitors from other countries. And we visit one of our primary tourist destinations, Eastbourne, to hear some good news stories about industry and enterprise in the town.

And don’t miss Global Immersion’s feature – a Premier member, and a great success story. Global build high performance ‘Immersive Theatre experiences’ and if you don’t know what these are, have a look at page 22.

We have been very pleased with the response we have had to calls for stories in the first issue, but we are always looking for more. So, if you have anything you would like to tell us, please get in touch on: businessedgeenquiries@ sussexenterprise.co.uk.

Our next issue, due out at the end of May, will focus on Local Enterprise Partnerships and business support. We look forward to hearing from you.

PRODUCTION & DESIGN

FEATURE EDITORS

Distinctive Publishing, 8th Floor, Aidan House, Sunderland Road, Gateshead NE8 3HU Tel: 0191 4788300 www.distinctivepublishing.co.uk

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

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

E-BOOK www.distinctivepublishing.co.uk/publications

British Chambers of Commerce Accredited

BUSINESSEDGE 3

ECONOMIC OVERVIEW

Spring has Sprung!

Have you?

The flowers are blooming, the trees are budding, but can we see the green shoots of recovery or is the temperature still too low?

Well to continue the weather analogy, it is very unsettled. In the last few weeks I have spoken to over 200 businesses. The message I am getting is that from one week to the next sentiment is changing. Some businesses are finding it hard to keep pace with the demand for their services.

Most businesses though are having a few good weeks followed by a couple of bad weeks. All are under enormous margin pressure. It is tough.

And it is going to get tougher.

Is there good news ahead? Well I hate to bring bad news, but no there is not. Why can’t you bring us good news I hear you say?

Well there are four reasons that I will come onto, but basically we are suffering from an enormous economic hangover and indigestion!

The government has not really explained the problem that we are facing. So I will have a go.

1. Between 2000 and 2008 we borrowed an eye-watering additional £315 billion of new mortgage debt. That figure is the amount we remortgaged by, not new borrowing! We are now suffering the consequences. Fortunately interest rates remain low at the moment.

As a nation we have a very high debt level.

We have started to pay some of it back. £38 billion in the last two years. There is a long way to go. At that rate another 15 years.

at 0.5% for a long time and even if they go up a bit it won’t make much difference.

At least that is what we all think. It is the money market rate that matters at the moment, not the Bank of England rate. It is the money market that lends to our financial institutions and to our government. At the moment it is running at 3.6% and has been rising. So that variable rate that you borrow at is going to go up and will continue to do so over the next year or so. Not good news.

4. On top of all this our major trading partners (Europe and the USA) are growing very slowly. The World economy is set to grow by 4% a year, but much of this growth is led

by China, India, Brazil and other emerging economies. These are parts of the World with whom we have weak trade links. So if you are on holiday there this year try and drum up some business.

“All is not lost. Our economy will continue to grow, most people will have jobs and we enjoy a very high standard of living, but the next few years will be tough.”

2. Now while we as consumers were doing that the government also decided to get in on the act. Between the first collection of tax by the State in 1798 and 2005 our governments managed to amass a total debt (for which they have to pay interest) of £450 billion. Between 2005 and 2010 it increased by another £450 billion and even with the reduced growth in public spending it will rise by a further £450 billion by 2015. By 2015 we should have just about stopped it rising! Then we have to pay it all off! We currently pay £1 million in interest payments on our debt every 55 minutes. So we have a large borrowing problem as a nation.

Overall it is not a hopeful outlook. However, we are one of the richest countries in the world and while we might slip down the league table, we will still be very affluent and our standard of living will grow – not decline.That wealth is based on the talents of our people to innovate.We are still very innovative and could be more so.We need to get out of our comfort zones and plan to export. It is those overseas markets that will generate the growth of the future. If you have not got out there yet then let us help you. Give Sussex Enterprise a ring on 0845 67 888 67.

3. The problem with too much borrowing is that you have to repay it. As long as interest rates are low then surely it is not difficult.

The Bank of England has kept interest rates

All is not lost. Our economy will continue to grow, most people will have jobs and we enjoy a very high standard of living, but the next few years will be tough.

4 BUSINESSEDGE

CEO Mark Froud

UPFRONT

Expert Ian addresses international seminar Safety expert Ian Harrison (right) delivered a seminar in the south coast Chinese province of Guangdong.

Ian was a key speaker at the “Guangdong Ex-proof Technologies and Safety Management Seminar”, sponsored by Guangzhou Academy of Special Equipment Inspection & Testing, which was attended by more than 90 delegates including government officials, representatives from companies such as Shell and Akzo Nobel, and manufacturers and dealers of equipment from across China.

Consulting in the UK, delivered a presentation about the status of explosion protection safety standards, legislation, regulation enforcement & equipment inspection.

for personnel working in hazardous areas and has become the world’s first to be recognised for area classification of gas, vapours and combustible dusts atmospheres without limitation.

He said: “I was pleased to present at this important event and share my experience and knowledge in a country where the safety of workers is a major concern.”

Ian, process safety systems specialist from safety and risk management company Ex-Solutions

He was recently awarded the International IECEx Certificate of Personnel Competence,

Ex-Solutions Consulting is a Pyroban Group company offering consulting and training services to help companies solve particular explosion protection problems worldwide.

Sussex Enterprise member, Pyroban specialises in explosion protection in the materials handling and oil and gas sectors.

Environmental Entrepreneurs After steering another Brighton business towards a successful sale, three local entrepreneurs, Chris Taylor, Simon Turner and Simon Boyle, teamed up with local businessman Antony Turck to form Argyll Environmental in 2005. The aim was simple - to create a premium brand business selling specialist environmental risk screening reports to UK property professionals.

After striking a deal with a major supplier of environmental information, Argyll grew rapidly from humble beginnings in the Laines to become the UK’s leading supplier of commercial desktop reports. Turnover grew sharply to reach almost £2 million within 4 years.

Whilst the recession hit most firms hard, Argyll saw this as an opportunity to streamline the business and move into new growth areas such as Flood Risk Management. In 2008 it launched the UK’s first commercial flood risk screening reports, which continue to lead the market.

With so many great opportunities in the

pipeline, and its reputation to maintain, the Directors saw quality as a key driver to continuing business success. Having already worked with Sussex Enterprise in other areas, Argyll teamed up with one of their quality consultants and after an initial meeting in 2010 a commitment was made to obtain ISO9001.

Using consultancy support from Sussex Enterprise, Argyll achieved ISO accreditation in January this year. Argyll’s Technical Director and Quality Manager commented, “Gaining ISO9001 in such a short timeframe was a great achievement. Whilst we have only just begun the journey we are already seeing tangible benefits and this will ensure Argyll continues to lead the environmental risk screening market, both in the UK and overseas.”

Argyll have recently been acquired by the Daily Mail and are looking to obtain other accreditation such as ISO27001 (information security) to help service a growing client base within the banking and finance market.

Marketing leadership 2010/11 has seen further growth for Marketing Leadership the Haywards Heath Strategic Marketing Consultancy. Recent assignments have included two major public sector organisations requiring marketing strategies and new brand identities as well as projects for a major Sussex based home improvement company and one of the South East’s most successful IT companies.

With new print and web designers on board, we continue to be able to provide any business who wants to grow with the right strategy and marketing materials that will be noticed by the biggest potential spenders. If you would like to talk about how you can grow your business, call Nick Handley on 07951 502029 or email info@ marketingleadership.co.uk

BUSINESSEDGE 5

Ger

man

y

Kong

Hong

India

Italy

Jamaic

Ja p

Ma

M

ex

ico

lay

a

an

sia

M or oc

co

UK

Peru

Poland

ia

Qatar

rab

Russia

di A

UAE

Sau

DELIVERING EXCELLENCE TOGETHER

At DHL Express, we’re delighted to be joining forces with the Sussex Chamber of Commerce.

From small companies to large organisations, we care about our customers’ needs. They’ve been trusting us to deliver for over 40 years – probably because we make understanding international express shipping our business. And that’s why we’re so excited about working with your Chamber of Commerce.

Because together, we can do even more.

To speak to a member of your local DHL team please contact 0844 248 0844. www.dhl.co.uk

UPFRONT

Successful acquisition for Chamber Member

Five steps to smarter energy management

Warehousing & shipping solutions experts ILG, has acquired another Sussex based shipping solutions company, Express 2000. Both are Sussex Enterprise member companies and have been successfully operating out of the West Sussex area for 20 years, and are two of the largest independent courier companies in the South East.

The acquisition is seen a positive step by both organisations as they have differing areas of expertise that can now be utilised to benefit clients, suppliers and staff alike. ILG will now be parent company to Express 2000 (known as E2K) who will continue trading under the Express 2000 / E2K name.

We spoke to Grant Ashley, Managing Director of ILG for his thoughts on this very positive story at a time when many businesses were facing difficult times. “This is very good news for both ILG, E2K and their clients. Our primary focus has always been on service and relationship, during more difficult times it is tempting to change your focus onto costs.This can create a nervousness amongst the team and our clients and anything that takes us away from our core strengths (in our case, service) can be a costly distraction. Our strategy has always been to sell hard during a recession in order to retain or gain market share.

So what does the future hold for the new integrated company? “Going forward the new integrated company provides a platform for ILG to offer its existing and prospective clients a more comprehensive service proposition. A broader range of services including international courier services, UK parcel services, international mail services, warehousing, order fulfilment as well as air, road & ocean freight

Grant Ashley, MD of ILG (left) with Ian Saunders, MD E2K

services. In April the E2K team will relocate to the ILG Gatwick facility which we have just doubled in size to 44,000 sq ft and from there the new team will service the needs of some 500 companies in Sussex, Surrey and Kent.

Our objective this year is to ensure that we manage the integration of the two companies and that each and every one of the E2K and ILG clients remain with us as we go through these changes. The newly combined group will support our clients as their business grows and key to this are two very well established and experienced teams who will now join forces and continue to deliver the very highest levels of service to our loyal clients.

Our ambition is to be regarded as “a great company” from every perspective, as a partner and service provider to our clients, as an employer, in the way we work to support the local community and so much more.”

Editors note: Congratulations to ILG on winning at the Gatwick Diamond Awards.

Chamber Utilities has been re-launched with a revitalised new brand and a comprehensive range of solutions to cost-effectively buy and manage electricity and gas consumption.

As carbon reduction remains high on the Government’s agenda and energy prices continue to rise, this new range of products and services can play a vital role in helping reduce energy costs and carbon footprint.

Chamber Utilities is part of the global ENER-G group, a recent National Business Award winner. ENER-G has a £130 million turnover and operates in 18 countries. The company was one of the founder members of the Utilities Intermediaries Association (UIA), created to bring best practice and transparency to the way electricity and gas brokers do business.

Visit www.chamberutilities.co.uk, or call 0844 225 1650. n

Member Plus members have access to Chamber Utilities as part of their membership benefits.

Support Network Boosts Sussex Law Firms’ Services A scheme to help law firms grow their business by offering services outside their specialist areas has been launched in Sussex.

Connect2Law is already well-established in other parts of the UK and is being introduced to Sussex by Mayo Wynne Baxter Solicitors who have been selected as the regional hub.

The scheme is a free, mutually beneficial referrals and support -network for law firms and allows smaller firms to retain their clients

by providing access to specialist lawyers.

There are now more than 2,000 law firms in the UK who belong to one of the 21 hubs across the country. Mayo Wynne Baxter will act as the hub for firms within BN and RH postcodes, providing members with access to specialist lawyers, free CPD training, fee share and a written non-poaching agreement.

Lara Squires (right), Business Development

Manager at Mayo Wynne Baxter, which is rolling out the initiative to law firms in the area, said: “This is a really exciting scheme that will be of enormous benefit to the legal sector in our region.”

BUSINESSEDGE 7

WORLD VIEW

Land of opportunities...

2011 Sussex International Trade Forum Meetings 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

China is the great economic success story of the past 30 years. China’s growth has been sustained with the economy continuing to grow 8.7 per cent in 2009, the best performance of all major economies. It is forecast to be the biggest economy in the world by 2023 and well on plan to achieve that milestone, recently overtaking Japan into 2nd place. While the rise of China is easy to acknowledge, businesses constantly need to catch up with the speed and depth of change and development in China’s large and complex market space. Whether selling, trading, investing or franchising, China offers lots of opportunities in abundance to UK companies, large or small.

China must be thought of as a continent rather than just another country.

The opportunities for business in China are not just in the well-known Chinese business centres of Beijing, Shanghai, Guangzhou and Shenzhen, but increasingly further a field in numerous emerging regional centres. As Vince Cable said, “China is not one market. It is many markets.

UK companies can reap the benefits of trading and investing in the world’s second largest economy by looking beyond the established commercial centres in Beijing, Shanghai and Guangzhou.

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

“There are provinces in China with greater populations than Ireland, Denmark and Belgium put together. They represent huge opportunities for UK firms. For companies new to China it can be hard to decide where to start, but the answer lies in seeking out the city or region that matches your business needs”. And there are clearly benefits both for the Sussex and the wider British economy if we can harness business strengths to the many opportunities throughout China.

The development of regional cities in China offers huge opportunities to UK business.

Support for businesses to trade with China comes through a range of agencies: primarily UKTI (www.ukti.co.uk), but also the China-Britain Business Council (www. cbbc.org). The UKTI website has a range of supporting material, information and advice specifically on China, as well as market experts who can provide specific support. And the aim of the China-Britain Business Council is to support British businesses wishing to trade with China.

And the next Sussex Enterprise International Trade forum (to be held at HSBC Commercial

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

Centre in Worthing on 9 May) is going to focus on trading with China. We will have an expert speaker from UKTI as well as presentations from businesses who are experienced in trading with China. So, if you are thinking of exporting to China for the first time or experienced exporters maybe looking to explore different parts of what is a huge potential market, then please visit our website www. sussexenterprise.co.uk to book for the event.

Don’t delay the Trade Forum is always full, so why not note the dates for the rest of the year in your diary now…

When you want something delivered, you can trust ILG Direct

Call Now: 01293 400 800 Our friendly customer service team is waiting to take your call

Independent Advice | Impeccable Service | UK & International Parcels | International Freight

8 BUSINESSEDGE

f ulfi

lli n g e x p e

ns tio a t c

fo

years one y t en r tw

LOCAL VIEW

Tourism riding the storm Tourism is a crucial industry for the South East of England and areas like Sussex with its coastal resorts and attractive country locations rely heavily on its income.

According to Tourism South East, the industry in the region in 2009 brought in expenditure of £2.6billion on overnight trips from domestic visitors, a further £1.8 billion from overseas visitors and £9 billion on day trips, a total of £13.4 billion. Sussex’s share of the investment is £3.8 billion, 28 per cent of total tourism expenditure in the region.

That makes tourism one of the South East’s largest industries, generating more than £13 billion per annum in terms of visitor expenditure.

The investment means that the tourism industry provides employment for more than 300,000 people, about 8% of the region’s total workforce and the same volume of jobs found in the region’s manufacturing sector and more than in the construction and transport sectors.

According to Dr Parves Khan, Head of Research for Tourism South East, the recession does not seem to be hitting one of the largest sectors in Sussex, the holiday centre/camping and caravanning sector.

Parves said: “We know that regionally it grew in 2009 and is still going strong as a result of ‘staycation’ – more people ‘holidaying’ close to home and trading down from hotels to caravans, chalets and tents. “ The big question for those working in the tourism industry is whether or not the recession is having a major effect. Talk of recession certainly does not seem to have hit one of the biggest names in the UK holiday industry with Butlins optimistic about the state of the market.

Lesley Penniston, PR Manager, said: “After two exceptional years of growth in 2009 and 2010, Butlins is still performing well with increased year on year sales in 2011. Whilst we recognise that recessionary factors may play a part in people staying in Britain for their holidays, we also

attribute our year on year performance to the £150million that will have been invested across the three resorts, Bognor Regis, Minehead and Skegness, from 2003 to the end of 2011.

“In fact, 2011 will be our biggest single investment year since the company’s creation in 1936 with about £34m being invested this year including another hotel and new restaurant concept both on the drawing board for the resort in Bognor Regis - both subject to necessary planning consents. We have already invested £10m in the construction of Shoreline Hotel in 2005, and £20m in that of Ocean Hotel & Spa, 2009, at Bognor Regis .

“Whilst we don’t, at this stage, know the effects of the Olympics on our resorts we know that the extra Bank Holiday, on the 29th April, has resulted in a 48% increase in year on year sales for the Bognor Regis resort.”

The company is celebrating its 75th Birthday this year and to mark the occasion has introduced a retro Redcoat uniform for this year only, based on the original one from 1936. Redcoats are pictured here in their new uniforms in from of Ocean Hotel & Spa at Bognor Regis.

For Celine Jorgensen, Sales & Marketing Manager at Gravetye Manor Hotel at West Hoathly, the economic downturn has had an effect.

She said: “The recession has unquestionably affected tourism in the UK. The weakening of the pound over the last few years combined with people tightening their belts has meant more holidays at home. But that doesn’t automatically translate into more business for us.

“As a top end hotel and restaurant our domestic leisure business is often associated with special occasions, birthdays and anniversaries. Where in the past people would have splashed out for

somewhere extra special to celebrate a special occasion with a dinner or week-end away, they are now thinking twice about how much they really want to spend. It is therefore essential, more than ever, that people feel they are getting value for money. We are noticing that if the guest experience on all levels, food, comfort, service, matches the price then people are still prepared to spend a bit more. Thankfully we have regular leisure clients who seem unaffected by the recession and continue to book as before and our aim is to continuously ensure they know how much we appreciate their loyalty – it is what will see us through hard time.

“We’ve also definitely noticed a decline in corporate entertaining. Gravetye was a favourite for entertaining clients, especially in the local banking community. That business obviously disappeared over night.

“The ‘staycation’ is also very weather dependent.

Summer 2010 wasn’t great weather-wise.

I know many visitor attractions local to us noticed a drop in numbers on the year before.

If the sun isn’t shining or it’s raining, people are much less likely to leave the house. Remarkably that affects us too. Gravetye is famous for its garden, poor weather definitely affects our lunch trade. Spending time in our garden is so important to the whole Gravetye experience and when the sun shines it definitely helps.

“With regards to the Olympics, I am on the fence as to whether it will really affect our business or not. It seems to make sense that as London hotels start to become full the business will start spreading out of the capital. But I’m not sure if it’s luxury hotel business. My feeling right now is that any new business we pick up as a result of the Olympics will make up for domestic business we lose because people are spending on tickets to events rather than week-ends away.”

BUSINESSEDGE 9

Deloitte supports business growth areas in Sussex and the South East The longstanding commitment of Deloitte to the business growth areas in Sussex and the South East was reinforced by the recent appointment in the Gatwick office of Ian Smith, as partner in charge of Capital Markets in the South and head of the Gatwick audit practice, Elanor Gill as Head of Financial Services in the South East and Abbey Gough and Janet Lucke, leading advisors to the financial services industry.

Kerr Mitchell, Practice Senior Partner of the South Region, commented. “The appointment of Ian Smith strengthens the capability of our Gatwick office to work with companies across the region that require new or additional capital to finance their growth, either from private equity, AIM or a full listing and to provide a greater visibility of exit routes to the entrepreneurial businesses in the region.

“Elanor, Abbey and Janet joining the office will mean that we can broaden our focus on the financial services industry, one of the key growth industries in the South and one that will support the development of the regional economy. This strengthening of our financial services team, together with the office’s existing specialisations in the airline and tourism, technology telecoms and media, business services and property and construction sectors means that the Gatwick office now has a sector specialisation that is unrivalled in the South East.“ Raising capital for expansion “Our focus has always been on the local business community in Sussex and the South East, using the strength of our national and global organisation to provide the high quality services that the business community needs to prosper”, Ian Smith commented.

“In the current environment we feel that having a local capacity to assist companies in raising finance is a key service that local companies need.”

“It has been clear for some time that the South East has continued to generate a very significant number of capital market transactions and we wanted to make sure that we had the expertise in the region to support the increasing level of capital market activity.

© 2011 Deloitte LLP. All rights reserved.

Member of Deloitte Touche Tohmatsu Limited

“I am delighted to have the opportunity to lead that service line here. We have already been involved in a number of significant transactions, including the recent listing of CSF Group plc on AIM and the raising of £30m for the expansion of the business. I look forward to working with our corporate finance advisory teams in the South East on more of these transactions.”

Supporting the financial services industry “The development and strength of the financial services sector in the South East market has been a very clear contributor to the growth of the region” commented Mark McQueen, the head of the Deloitte Financial Services team in the South. “The range of activity in the region, from general and specialist insurers to a number of specialised lenders, together with the changes in the regulatory environment, make the financial services market a very complex, dynamic and fast growing sector for us. Having the additional skills and experience of Elanor, Abbey and Janet in the Gatwick office will enable us to considerably increase our ability to provide the range of services that the industry needs from a local presence in the South East.”

A full strength office “We are at full strength as an office and can now provide an even broader range of services to listed, internationally owned operations, AIM, FTSE 350 and entrepreneurial business” noted Graham Pickett, the Gatwick office Senior Partner. “Our sector specialisation continues to increase and we can support any form of transaction from the Gatwick office using the strength of our regional, national and international organisation.”

Pictured, from left to right, Abbey Gough, Ian Smith, Elanor Gill and Janet Lucke

For further information contact Ian Smith 07900 134990 ismith@deloitte.co.uk Elanor Gill 07771 976481 egill@deloitte.co.uk Deloitte LLP London Gatwick Office Global House High Street Crawley West Sussex RH10 1DL Tel: +44 (0) 1293 510112 Fax: +44 (0) 1293 533493 www.deloitte.co.uk

• The cumulative total is the sum of the listed regulations’ net one-off costs and net annual recurring costs to business, from the date of their inception up until April 2015.

Can the private sector create the jobs necessary to mitigate the effects of public sector job losses and high youth unemployment? The British Chambers of Commerce’s second annual employment legislation timeline shows that although the cost to employers of the 1% NICs rise in April 2011 is greatly reduced, following government action, the Government has failed to stem the flow of new employment legislation – and, indeed, they have added to it. Unusually, this Government has claimed that two of its regulatory interventions (the removal of the Default

Retirement Age and an extension to the Right to Request Flexible Working, both in April 2011) are actually net benefits to UK businesses, POLICY NEWS

• Costs are counted between April 2011 and April 2015. Where only half a year needs to be counted, i.e. from October 2014 to April 2015, the cost is halved. Where

even though the business view is that the stated benefits will not materialise. The promised reform of the Employment Tribunal system is welcome, but as yet there is no timescale for its implementation – and the potential cost savings to business are dwarfed by new burdens.

Will this Government continue to make it more expensive to employ people – or enable businesses to take on staff and create new jobs?

2011 Right to Request Time off To Train April 2011: One-off Cost £0m Net Annual Recurring Cost £174.96m

Right to Request Flexible Working April 2011: One-off Cost £0m Net Annual Recurring Cost -£2.6m

Employers National Insurance Changes April 2011: One-off Cost £0m Net Annual Recurring Cost £1,230m

Additional Paternity Leave and Pay April 2011: One-off Cost £3.35m Net Annual Recurring Cost £5.72m

Immigration Cap April 2011: One-off Cost £0.1m Net Annual Recurring Cost £0m

Removal of the Default Retirement Age April 2011: One-off Cost £51.3m Net Annual Recurring Cost -£47.8m

Recast European Works Council Directive June 2011: One-off Cost £2.6m Net Annual Recurring Cost £5.45m

2013

Wage increases are derived from Government Impact Assessments (IAs), which accompany the regulations.

• All Government Departments are required to complete IAs that evaluate the risks, costs and benefits of any new regulatory proposal that has an impact on business.

• The figures show the costs to businesses, net of benefits

imposed over different years, the cumulative total of the costs of the regulation are summed and then divided by the time period it will be enforced to give an annual average total.

• Figures cited in the ‘to be confirmed’ section are not included in the final total.

The implementation of these regulations is not yet definite, but has been touted.

2015

Equality Bill (Gender Pay Reporting) April 2013: One-off Cost £1.42m Net Annual Recurring Cost £0.4m

Shared Parental Leave April 2015: One-off Cost £TBC Net Annual Recurring Cost £TBC

National Minimum Wage Increase 2013 October 2013: One-off Cost £0m Net Annual Recurring Cost £44.86m

Scotland

£1.57bn Northern Ireland

£0.66bn National Minimum Wage Increase 2011 October 2011: One-off Cost £0m Net Annual Recurring Cost £42.61m Agency Workers Directive October 2011: One-off Cost £40m Net Annual Recurring Cost £1,548m

Pensions Reforms October 2012: One-off Cost £200m Net Annual Recurring Cost £4,526m

National Minimum Wage Increase 2012 October 2012: One-off Cost £0m Net Annual Recurring Cost £43.72m

Parental Leave Directive October 2012: One-off Cost £0m Net Annual Recurring Cost £9.57m

National Minimum Wage Increase 2014 October 2014: One-off Cost £0m Net Annual Recurring Cost £46.03m

North West

£2.29bn West Midlands

£1.75bn

2014

Wales

£1.01bn

2012

South West

£2.21bn

To Be Confirmed EU Regulation

Key

UK Regulation

UK Regulation

Pregnant Workers Directive One-off Cost: £0m Net Annual Recurring Cost: £2.45m

Workplace Disputes Reform Package One-off Cost: £5.2m Net Annual Recurring Cost: -£88m

EU Regulation UK Regulation Extension of Right To Request Flexible Working For All One-off Cost: £TBC Net Annual Recurring Cost: £TBC

• The cost of NMW increases are estimated based on the average increase of the different rates over their recent history. This increase is offset by average earning increases, and the remaining portion of uplift is attached to hours and employee data to generate a range value, of which the mid-point is given in the timeline. This is based on IA methodology.

North East

£0.73bn Yorkshire & the Humber

£1.67bn East Midlands

£1.50bn East of England

£2.28bn London

£3.81bn South East

£3.38bn

Cumulative cost to business 2011–2015: UK Regulation Equality Bill (Dual Discrimination Amendment) One-off Cost: £4.86m Net Annual Recurring Cost: £2.42m

£22.87bn

www.britishchambers.org.uk

New employment laws to hit business There are a raft of new employment laws due to be implemented between now and April 2015. Despite a pledge from the Government to tackle the burden of red tape, these new regulations are estimated to cost UK businesses a staggering £22.87bn.

This is the cumulative sum of the regulations’ costs to business from the date of their commencement until April 2015 and taken from the Government’s own regulatory impact calculations. There are seven major changes planned for 2011 alone! The two greatest culprits which are the most costly to business are the Agency Workers Directive and Pensions Reform.

2011 Agency Workers Directive will have an annual recurring cost to business of £1,548m All agency workers are given equal rights to a permanent comparable worker under this Directive. The CBI-TUC agreement means that the majority of it does not have effect in the UK until an agency worker has spent 12 weeks on one assignment.

2012 Pensions Reform will have an annual recurring cost to business of £4,526m From October 2012, all employers will have to set up and enrol their employees into a

12 BUSINESSEDGE

qualifying pension scheme and pay a minimum 3% contribution. There are also administration requirements such as processing the-opt out form, registering with The Pensions Regulator and providing information to employees.

It is not all negative though. The employment tribunal system in the UK, which is currently too slow and weighted in favour of the employee, is finally facing reform. This is welcome news but, there is no timescale for its implementation, and the potential cost savings to business are likely to be dwarfed by the cost of new employment burdens.

Overall, all of these regulations will undoubtedly leave employers confused and distract them from growing their business. It is not just the volume of employment law and the speed in which it is churned out that is a problem. The constant threat of tinkering to employment law is detrimental to business and has to stop. For example, Government is proposing three changes to parental leave in the next four years. And, if you want to see what a

member thinks of the raft of legislation, look at ‘The Steam Room’ on page 19.

The Government claims business growth is top of the agenda, yet UK firms will be hit with huge costs once these new regulations come into force. The Chamber network is urging the Government to match its rhetoric with reality – by starting the deregulation process and scrapping costly employment laws which are a burden on business, particularly smaller firms.

The Chamber network called on Government to use the Budget to act on its promises and deliver concrete reductions to the regulatory burden faced by the private sector. By the time you read this the Budget would have taken place and, hopefully, the Coalition would have listened to the voice of business.

The British Chambers of Commerce Employment Timeline sets out the employment regulations in the pipeline.

For more information about the regulatory changes, visit www.sussexenterprise.co.uk/ voice-business.

BCC FOCUS

Why 2011 must be a Year for Growth In the face of public sector cuts, continued global uncertainty, and rising inflation, ensuring the health of UK businesses is critical to economic recovery. The British Chambers of Commerce (BCC) working with the entire network of chambers across the UK, will help to make 2011 a Year for Growth for businesses, to make the UK’s recovery certain and sustainable. David Frost, Director General explains.

UK businesses have witnessed some of the toughest years in recent memory. But we can no longer afford to talk down our economic prospects. Our country needs stronger companies, more new start-ups and more employment.

While all signs point to our economy recovering, we need to take action now for it to continue.

This year we will feel the full impact of the public sector cuts, coupled with the VAT increase.

Only growth in the private sector will ensure that the UK’s prospects recover.

addressed to ensure 2011 is a Year for Growth for business are:

In 2011, we will lobby government to ensure all policy decisions are pro-business, tackling the obstacles that prevent companies growing.

We need a year where costly regulatory barriers are removed, where companies are given real incentives to expand, and where businesspeople are encouraged to take risks – especially in new and growing markets.

If companies are to grow, then they will have to have access to finance on terms and conditions that are reasonable. A recovery cannot be held back by the failure of banks to lend

The four key areas the BCC believes must be

Recruitment

We must make it easier for companies to recruit. There are currently 2.5m unemployed, including over one million young people. If we are to increase employment in this country, we have to roll back the tidal wave of employment regulation.

Business Investment

Supporting British Exporters The UK must rediscover its trading spirit, and make 2011 a year for exports. Concrete Government action has to support new exporters, encourage seasoned firms to enter

new markets, and facilitate critical trade finance flows which have stopped many companies from reaching their export potential.

Planning Planning decisions, whether for an individual company’s expansion plans or for wider local development, must be speeded up and simplified. Proposed changes in the Government’s approach to planning have to be challenged if true changes are seen as a charter for the anti-growth lobby.

With your help, we will collect evidence on the real obstacles to growth, develop constructive policy solutions, and seek out new ways for businesses to help other businesses. We must focus on future growth that can deliver real results in every city and town across the UK – with stronger companies, more new businesses and higher rates of employment.

To get involved and feedback your views directly to government, please complete the Quarterly Economic Survey email we send to you. It is one of the most well regarded surveys and government do listen to its evidence. Please contact us on any issue concerning you as a member by emailing businessedgeenquiries@sussexenterprise.co.uk.

BUSINESSEDGE 13

Aim higher!

Brighton Business School offers a range of part-time, specialist courses for busy professionals: t (FOFSBM .BOBHFNFOU .#" t 1VCMJD 4FSWJDF .BOBHFNFOU .#" t 1SPGFTTJPOBM "DDPVOUJOH "$$"

t 1FSTPOOFM BOE %FWFMPQNFOU .4D $*1%

t %JQMPNB JO -BX $1&

t %JQMPNB JO .BOBHFNFOU BOE -FBEFSTIJQ $.*

Why not visit us at an open evening? t 5IVSTEBZ .BZ o QN t 5IVSTEBZ +VMZ o QN

www.brighton.ac.uk/bbs/prof

ASK THE EXPERT

Each edition we ask a panel of experts for the answer to any aspect of business issues that are challenging you.

I have an employee who is due to retire in November, he has suggested that he may wish to stay on but work part time (he’s full time currently). How can I ensure that he’s treated fairly under the new laws?

Q

Much depends upon the age of the employee concerned and in particular when he reaches the age of 65. As has been widely reported, the current default retirement age of 65 will be abolished with effect from 1 October 2011. If the employee is not already 65 by 1st October 2011, his compulsory retirement will amount to an unfair dismissal and age discrimination.

A

If he turns 65 between 6th April and 1st October 2011 he can be retired provided a Notice of Intended Retirement is served upon him before 1st April. In this scenario, he has the right to request working on beyond the age of 65 and if he exercises that right a statutory procedure must be followed, although you may ultimately turn down any such request. Due to a drafting error in the proposed regulations, an employee who is already 65 by 1st April this

I run a small company, and am thinking about the Bank Holiday coming up for the Royal Wedding – do I have to give my staff the day off as that day could impact significantly on my business, and its not a ‘real’ bank holiday is it?

Q

Whether you decide to give Friday 29th April as a Bank Holiday partly depends on what your employee contract says. If your contract does not specify details of public and Bank Holidays, or if the number of them given in a year is not expressed, then the Royal Wedding should be included as a Bank Holiday for all staff.

A

However, if your contract explicitly lists the usual 8 Bank Holiday dates, then you will not have to give the 29th as a Bank Holiday.

And of course, life is never that simple! Even if your contract does explicitly state the usual

Paul Maynard is a Partner, Employment Law Services at Gaby Hardwicke and can be contacted on 01323 435900 or pcm@gabyhardwicke.co.uk. year cannot be compulsorily retired between 6th April and 1st October, although this error may well be rectified.

With the abolition of the default retirement age you must decide whether to have a fixed retirement age for some or part of your workforce or abandon a retirement age altogether. After 1st October, a fixed retirement age will be permitted only if it is capable of being objectively justified as a proportionate means of achieving a legitimate aim, such as encouraging career progression for younger employees. This is a high hurdle to overcome and you will be expected to produce compelling evidence to justify such an aim.

Your employee has no right to insist that he should work part time when he reaches the age of 65 (or any other age for that matter). He may

only make a formal flexible working request in order to care for a child or an adult relative and in such circumstances his request may only be declined on certain grounds, relating to the needs of your business. In such cases a statutory procedure must be followed.

That said, it would be sensible to build into your post October 2011 retirement policy a mechanism to facilitate discussions with staff nearing an age where they might want to consider retirement, about their future plans and the extent to which you can accommodate those plans. It is likely that the change in the law will see employers placing a greater emphasis upon under-performance to justify dismissals in the future. Steps should therefore be taken now to implement performance management procedures for the entire workforce.

Jenna is a Sussex Enterprise HR consultant, and can be contacted on 0845 67 888 67 or jenna.pittam@sussexenterprise.co.uk. dates, so you are not required to give staff the day off, you may still want to consider the impact of holding firm and insisting that staff work. It may be that the day will be quiet, and you might want to weigh up the value of having unhappy, de-motivated staff working on a day where most of their friends and family will probably have the day off, against the extra cost to the business and the brownie points that management could earn if this day is given!

And if you do take the firm line, and decide not to grant the day off, you will not be alone.

There are increasing numbers of press stories indicating that that a range of both private and

public sector organisations are requiring staff to come into work on the big day. Highland and Fife Councils have both said that they will treat April 29th as a normal working day, and concrete manufacturer CPM have said they can’t afford the £50K it will cost them in lost production to give staff the day off.

With estimates of each Bank Holiday costing the economy £6bn, and the challenges of restoring the country’s finances still ahead of us, maybe a compromise of keeping production going whilst watching the ceremony on tv may be the best option !

If you have a business question that you would like answered, please email it to businessedgeenquiries@sussexenterprise.co.uk, marking the subject line Ask the Expert, and we will try to include it and the answer in the next edition.

BUSINESSEDGE 15

SPOTLIGHT ON…

...Eastbourne With the town’s combination of skilled labour, access to key markets and excellent quality of life, at first glance Eastbourne is an attractive business location.

E

astbourne Borough Council describes the seaside town as a place people want to “live, work and visit”. With influential companies such as Gardner Books, Hotchkiss, Genesis and The Range all operating in the town, and Morrisons now reviewing a number of sites in the area, business confidence appears to be high.

But what is Eastbourne really like for companies in the area? In the second Spotlight On in the series, Business Edge speaks to firms to drill down to the key challenges affecting the commercial landscape in Eastbourne, and what the future holds.

In 2008 there were 3,200 businesses in Eastbourne employing approximately 38,000 people. The hospitality industry brings in over 4.5 million visitors a year; ploughing huge amounts of revenue into the local economy, with £92 million spent by day visitors alone each year. Early indications for 2011 suggest that this trend will continue – with tourists choosing to holiday in the UK. Furthermore, the business and conference trade is thriving, contributing over £5.5million to the local economy.

16 BUSINESSEDGE

Press in the last couple of years focused on the parking situation, in early 2008 featuring in The Telegraph. In October 2008, controversial controlled parking regulations were introduced in Eastbourne town centre and seafront.

At the time, it was met by much debate from businesses and residents alike, with the press reporting the long and bitter battle between the county council and Eastbourne Borough Council; who were strongly opposed to the parking controls. Residents feared fewer spaces for disabled drivers and the vocal business community worried that the lack of parking would lead to customers fleeing to out of town areas such as retail parks where they are able to park with ease and without payment. Another issue raised was the difficulties for employees to park, leading to problems with punctuality.

Now that the controls have had time to develop, we were keen to understand current views.

Half the business people we spoke to said that the transport infrastructure in the town was a problem. Nik Askaroff, Chief Executive of EMC Management Consultants Ltd, sees both benefits and challenges of the transport situation in Eastbourne.

“Eastbourne is a lovely place to come to work!

Its location in the South East has easy access to

Gatwick and Heathrow, Dover and Newhaven and, most importantly, London; making it a great place to be based.” However, he points out that this is a double edged sword. “Whereas location is strength, it’s also a weakness. The road infrastructure is awful, we are behind on Broadband development and this is just not acceptable.” When questioned about the latter, the Leader of Eastbourne Borough Council responded: “Next Generation Broadband is a priority for the area and the Council are working in partnership to make this happen”, so there are likely to be some improvements in this area soon.

Similarly to Nik, Derek Blaney, Partner of recently started Mak Property Partnership, has seen the parking situation have a detrimental effect on his business.

“The parking situation in Eastbourne is counterproductive to business and shows the county council has no understanding and probably doesn’t care that their policies have a negative effect on the local community. They are making the use of out of town facilities cheaper and more convenient to use and wonder why the town centres are dying. We even get important business meetings disrupted as visitors leave to move their vehicles.” Strong views it seems, but certainly press in the last

couple of years has reported similar observations of business people in the area.

Bill Murphy, Interim Director of Governance & Community Services at East Sussex County Council, said, “The County Council is really excited about the prospects for Eastbourne and is working hard with the District and others to secure funding for improved broadband and from the Regional Growth fund to continue the development of Sovereign Harbour. There is a joint recognition that there is no easy solution to parking - someone has to balance the competing needs of businesses, residents and visitors. This is why there is a need to review how any scheme is going from time to time to see what the impact it is having and make changes where possible. Difficult problems benefit from robust debate - this is how you get better solutions. We all want Eastbourne to do well and we will continue to work together with all the interest parties to achieve this.”

At the time of writing, the East Sussex County Council had conducted a thorough review and is to report back in the near future. It will be interesting to see the outcome.

Competing directly with other resorts such as Brighton, Torquay and Weston Super Mare which are targeting the same markets, promotion is obviously of optimal strategic importance.

When the Eastbourne & District Chamber of Commerce conducted a survey of their members in late 2010, it was found that many were dissatisfied with the marketing of the town.

As austerity continues to grip the nation and consumers holiday in the UK, it is vital that Eastbourne does not miss the opportunity to promote the seaside town as a key resort. The

All pics courtesy of visiteastbourne.com

challenge it seems, as Ian Turnball, Manager of the Hydro Hotel points out, is that Eastbourne is still trying to “remove the ‘Blue Rinse’ and ‘God’s Waiting Room’ image”.

Christine Purkess is Operations Manager at the Eastbourne & District Chamber of Commerce Ltd. When questioned about the marketing of the town, Christine supports Ian’s view saying, “This needs to be improved. The image of the town needs to be revitalised as an out-of-London site with a superb quality of life, which is a young and busy place to work. The image of the town bears little resemblance to the actuality.”

When you visit Eastbourne, you are struck with a number of clubs, bars and restaurants which serve up drinks, food and nights out to many young people; a university campus bringing young undergraduates as well as the town playing host to over 30,000 foreign students year on year. It does in fact have a thriving social scene, with dedicated student nights at many of the town’s pubs and clubs. Hardly the initial idea that you conger up when thinking of Eastbourne – a town ‘full of old people’. In reality, the Eastbourne Borough Council’s Annual Monitoring Report (2009/2010); found that it actually has a lower percentage of those above pensionable age than East Sussex as a whole.

For Nik Askaroff it’s a case of accepting what Eastbourne has to offer, and in fact using this to its advantage: “We have to accept Eastbourne’s mixed retirement, leisure, business community, but that’s what makes it a great place to live and work.”

The challenge that comes across is in finding the balance between promoting Eastbourne’s unique selling point – beautiful Victorian features and a town full of culture; at the same time persuading consumers of the younger clientele that it can, and does, accommodate.

The tension between the two may be the problem it has in encouraging further tourism trade to the area.

Although promotion for the town is wide and varied, such as the recent release of ‘Brighton Rock’ set in Eastbourne, it may be that there just needs to be a clearer targeting strategy.

Commenting on Eastbourne’s outlook, Derek Blaney, of MAK Partnership says, “Eastbourne has a great opportunity to reinvent itself as a tourist resort for families as well as it’s more mature clientele. More and more people are taking holidays in the UK and Eastbourne can benefit from this with the right promotion.”

So, what’s the outlook for businesses in Eastbourne? When asked about the future, Ian Turnbull remarked, “All the government cuts are having a knock on effect and we have seen a decline in spend on the conference market although numbers are holding up”, with Jo Ellis, Chief Executive of Eastbourne Homes, an organisation that works with a wide range partners from the local business community, commenting on the synergy between businesses and public sector: “Eastbourne is becoming increasingly active in the collaborative work between businesses and various public sector organisations. Our local MP, Stephen Lloyd, is driving this approach very hard and recently convened a procurement conference to look at how businesses can increase their chances of bidding successfully for major capital works and large and small public sector contracts.”

Nik Askaroff, of EMC Management Consultants Ltd, sees the future as clear. ”The Council and our new MP are really trying to communicate with businesses and put their weight behind their needs; so the outlook for the town is very positive. For EMC, 2011 has started very well and we expect it to continue.”

There are numerous issues affecting doing business in Eastbourne; the transport infrastructure, marketing in the town and the public sector cuts all having an impact in the current climate, but it does seem that despite this, the future still looks bright for the Sussex town.

BUSINESSEDGE 17

VisitBritain Quality Accredited Agency

Grievances and workplace dispute cost UK plc £27 billion…

a

…a figure that equates to this year’s Government spending cuts! Workplace disputes damage relationships, lose customers, increase staff turnover, lower morale and leave targets unmet.Yet experience shows that 80-90% of these grievances and disputes can be resolved early on, by employing the range of resolution mechanisms now available, preventing them escalating to tribunal, industrial action or court. Commercial litigation is fearsomely expensive, and by nature adversarial, whereas the use of advocates, neutral third parties or mediators can have a significant impact by defusing difficult situations.

FEATURE

For the best in Self Catering in Brighton and in East and West Sussex try: Fully furnished houses, flats, studios, apartments and cottages to be let on a Self Catering basis in East and West Sussex including: n n n n n n

Brighton and Hove Seaford Eastbourne Lewes Rottingdean Worthing

Letting periods of from three days to three months. Ideal for Holiday, Business or Conference accommodation letting purposes.

Eastbourne Apartments/Best of Sussex Cottages Brighton Apartments/Best of Sussex Cottages part of Best of Brighton and Sussex Cottages We are the only ‘VisitBritain’ approved Quality Accredited Agency in the South East

Contact us at 4 Laureens Walk, Nevill Road, Rottingdean, East Sussex BN2 7HG Telephone: 0044 (0)1273 308779 Email: enquiries@bestofbrighton.co.uk

Check us out on our websites: www.eastbourneapartments.com www.apartmentsinbrighton.com www.brightonmarinaapartments.com www.bestofbrighton.co.uk www.bestofsussex.co.uk

Meetings & Events at Hotel Seattle

The work of Amadeus can be described as the business equivalent of WD40, unlocking deadlock, mediating in some situations whilst keeping dialogue open in others. For employees, knowing there are neutral and independent alternatives for dealing with grievances can be reassuring. If they don’t trust HR, which sometimes they don’t, who else can they turn to? Using neutral advocates can offer a confidential and effective process, with a sense of freedom and safety, providing significant savings both in legal fees and management costs.

Celebrate our New Space

To celebrate our New Meeting Space, Hotel Seattle are now offering...

50% OFF the published 8hr rates below* & £50 OFF the published 24hr rates below*

Alternative forms of dispute resolution (ADR) will feature strongly in the Government’s Green Paper on Employment Law, and innovative firms will develop ADR strategies and policies as part of employment and contractual obligations. For example, simply inserting an ADR clause into a contract now can save tens of thousands in legal fees later! Establishing mechanisms by which employers can proactively manage conflict such as developing early warning systems, instigating early dispute resolution and putting in place review processes to learn from mistakes can save considerable amounts of management time and money. At Amadeus Mediators we don’t just mediate. There are many interim steps available where the mediator’s skills can be effectively employed as an advocate or neutral third party to investigate and help parties resolve issues before they even become problems.

Meetings Conferences Private Dining Accommodation

*For all new bookings for over 40 people

Take a look at our NEW Function Room for exclusive parties of up to

80 GUESTS * *Available from April 2011

8hr Meetings package £65 pp (inc.VAT) 24hr Meetings package £195 pp (inc.VAT)

For more information or to make a booking please telephone: 01273 679 799 or email events@hotelseattlebrighton.com

18 BUSINESSEDGE

BRIGHTON MARINA BRIGHTON BN2 5WA TEL: 01273 679799 hotelseattlebrighton.com

For an informal and confidential conversation call Amadeus Mediators on: 0800 032 2088

THE STEAM ROOM

Where have all the regulations gone? NOWHERE! The Coalition Government announced in a fanfare that they would sweep away pointless regulation and bureaucracy. HURRAH “We will cut red tape by introducing a ‘one-in, one-out’ rule whereby no new regulation is brought in without other regulation being cut by a greater amount.”

“We will end the culture of ‘tick-box’ regulation” That was a year ago. What has happened since then? NOTHING. Now I know that patience is a virtue, but I have heard it all before from the last two governments. Their promises are vacuous.

Getting rid of regulations is a good headline, but no more than that.

So why the rant? Well since Christmas I have come across two examples of stupid red tape.

Procurement Easy “my a**e!” (in the words of Jim Royle) I was asked to bid for some work by a Local Authority recently and had to fill out the requisite forms. On one of them I had to confirm and then prove I had £10 million of public liability insurance. Most small businesses do not require this level of cover. The contract was worth £15,000 and was research and consultancy. Anyway upon enquiry I was told that I could say that if successful I could sort it

out then. When I actually got the tender details I found that the contract asked for only £2 million public liability insurance. How many of you would have given up at that point?

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.

Why aren’t Local Authorities honest? I wasted a lot of time in January putting together a tender for one lot out of 6 lots. In the instructions it said very clearly that the tender would be reviewed as individual lots. Problem is that when the Local Authority reviewed the tenders they awarded it to a business that could deliver all six lots.

By doing this they have excluded lots of small businesses with quality and innovative ideas. And they have wasted the time of a lot of people.

The supreme irony is that the last government created a quango called the “Better Regulation Executive”. Guess what its job is? Do you know how much they spend on the “Better Regulation Executive” It costs £6 million to reduce the pointless bureaucracy that all the other highly paid civil servants create. That is good use of our tax, don’t you think?

Editors note: If you have any examples of pointless regulation and bureaucracy then let Sussex Enterprise know (on businessedgeenquiries@sussexenterprise. co.uk), and they will try and remove it for you.

Did you know that red tape now costs the 3 million businesses in the UK £88 billion. The employment regulations being introduced between 2011 and 2015 alone will cost Sussex businesses £457 million.

To finish on a lighter note. Maybe we should adopt the Chinese approach to health and safety. The picture left (taken in China) shows a different approach. Note the warning triangle at the back of the lorry.

BUSINESSEDGE 19

For racedays & everyday

is one of the most popular sporting, wedding, conference, event & hospitality venues along the South Coast As well as holding jump racing throughout the year, Fontwell Park is now the perfect location for a wide range of events and this expansion in the business has been made possible by the development of the 888sport Premier Grandstand, opened in August 2010.

On racedays, the Grandstand offers 12 private boxes on the second floor that seat between 14 and 40 people and offer superb views from their private balconies over the racecourse and all important winning post.

Further hospitality areas have been made possible by the first floor Grandstand Lounge which is sold on a restaurant basis on racedays and can seat up to 300 people. With glass fronted floor to ceiling windows and a balcony stretching over 50 metres along the length of the room, the Lounge boasts superb viewing over the course with raceday hospitality in the Lounge starting at £55 per person depending on the fixture.

With a fantastic fixture list, Fontwell Park is so suitable for both the casual and keen racegoer.

In February, the National Spirit Hurdle attracted a record crowd for that fixture, whilst more commercial events such as the Royal Wedding Race Night on 29th April and Ladies Evening on 18th August are set to have similar success with advance tickets selling strongly.

The investment in the new stand takes overall spending on the facilities to almost £9m since 2003 and widens the opportunity for nonraceday events. With great links to the A27, free parking and wifi, businesses such as Southern Water and The Body Shop have already held successful conferences in the 1000 square metres of space over the ground and first floors.

In addition, the 12 private boxes on the second floor are perfect for meeting and breakout rooms – ideal for groups of ten or more.

There is also a restaurant and hotel complex on the site which serve as ideal accommodation for an overnight stop-over.

Advertising at Fontwell Park provides many opportunities to raise the profile of your brand.

Naming a race reaches all racing newspapers such as The Racing Post, but also major tabloid newspapers too. There is the opportunity to brand areas of the racecourse, have an advert in the racecard, present the winning trophy as well as the best turned out horse and the resultant coverage on SKY channel Racing UK is watched by almost half a million people on feature race fixtures.

Fontwell Park has also been used for a number of open air concerts including Katie Melua, Midge Ure and Alexander O’Neal with reality sensation Peter Andre performing on 2nd July this year. Held in the centre course, Fontwell Park has the capacity for 10,000 people and has also been used for team building, camping events, trade shows and exhibition fairs.

With a permanent fully heated marquee, the new Premier Grandstand and the charming 1920s Fontwell House, weddings are popular at Fontwell Park with the three venues in one location to choose from.

For full details of racing fixtures, weddings, hospitality and corporate packages as well as conference and events at Fontwell Park, please visit

www.fontwellpark.co.uk or telephone 01243 543335

START UPS

Eastbourne based Adrian Smith of Jet Pack Pictures talks to Business Edge about the challenges of turning a passion for film and media into a viable commercial business.

Jet Pack set to take off I have been working in education for the last ten years, specialising in film and media. I have always had an interest in this area, particularly in production. But finding work in the media is incredibly difficult. For some reason the industry seems to think it is okay to expect people to work for free for a long time before you have a hope of finding a paid position, unless of course you know the right people!

It was for this reason that I opted to work in education instead, but I have always had a yearning to be producing videos. In 2010 I decided to put myself out there as a video production company, willing to make corporate videos, wedding videos, music videos, and, given my experience, educational videos. I thought if I had my own equipment I could begin to compete in the south east. I attended free Business Link training sessions which were really helpful in getting my head around all the legal issues and how it should be structured.

With a small investment from a generous member of my family, and a credit card, I opened a business bank account and bought the equipment I thought I would need. Now all I had to do was find work!

Starting a business is an exciting idea but the reality is more difficult than I expected. I think there are three areas I have found challenging:

1

Finding work. I have had some small jobs so far, but I realise now that I need to put a lot more effort into marketing and networking. I am rebuilding my website and using Twitter, but I think I need to actually get out and meet local businesses and organisations. I could get more free work in order to gain experience, but it is not something I can really afford to do!

Finding time. Being unable to risk plunging in head first, I have continued teaching part-time whilst I work on building up the business. Having small children when trying to work from home is more difficult than I initially imagined, so finding time to actually do the work is tricky.

2

Through some advice given at the Business Link sessions I created a free website using Google and BT’s Get British Business Online.

It’s very basic but you get your own URL. However I somehow got talked into paying almost £200 for a web designer to make the site for me. I thought this was a good deal until I saw the finished product. All they had done was use the free online tools which I had already been using myself. It was pretty poor. I then got involved in a protracted argument with BT over the bill, which they eventually agreed to drop. This took up a lot of time, and I really should have sought out advice before I agreed in the first place!

I am excited by the prospects of running my own small business. I have a real passion for filmmaking and photography, but I was naïve to think in the beginning that getting paid work would be easier. My goal now is to get out there, find potential clients and become more known in the community. I know that I can deliver a professional product, but I need to let others know that too!

Developing skills.

As I have looked more into the competition I have realised that I need to be right at the top of my game if I want to compete. Alongside marketing and working on existing jobs I also have to be improving my knowledge and experience in the equipment and skills I use, whether it’s editing video, shooting with an HD camera or providing graphic design and illustration. These are all things I hoped to learn as I progressed, but some work could pass me by until I have a wider portfolio and a greater breadth of experience.

3

BUSINESSEDGE 21

THE BIG INTERVIEW

Building a business without limits in an age of innovation Martin Howe is a man who has built a business on innovation and imagination - and he and his colleagues are rapidly developing a worldwide reputation for pushing boundaries.

G

lobal Immersion Ltd, a Premier Member, was formed from a management buy-out of the Visualisation division of the specialist flight simulation company SEOS Ltd, based in Burgess Hill, which is now part of Rockwell Collins.

The company builds high performance ‘Immersive Theatre experiences‘, mainly for Science Centres, visitor attractions and Museums around the world and often carries out large-scale digital renovations and upgrades of existing Planetariums.

For Martin, who led the management buy-out with a small team four years ago, the key to their continued success is marrying technology with imagination.

He said: “Planetariums, or ‘fulldome theatres’ as the industry calls them, have come a long way since the days of twinkling stars in a darkened dome.

With today’s technology, our audiences virtually lift off from the earth surface and are taken on a tour right out to the edge of the known Universe.

Also, thanks to live links to data resources from NASA and other such organisations, up to date information can be superimposed onto the image of the Earth to show surface temperature, polar ice migration and deforestation to help explain Global climate effects.

22 BUSINESSEDGE

That link to the environment is a powerful one for the company, which chose for its first day of business 7/7/7 to coincide with the worldwide Live Earth music event to promote awareness of Climate Change.

Also important to the business has been the willingness to seek help. Martin said: “The management buyout was led by myself and a small management team who secured the venture capital funding for the buy-out. Along with the assets of the division, nine members of staff were transferred under TUPE.This was the first stage where Sussex Enterprise HR services were engaged to help with an orderly transition. Since then we’ve retained the HR support to help manage the growth and development of the business.

“Today, the company employs 35 people plus a number of specialist consultants and advisors in Haywards Heath and in Denver, Colorado. Most of our business is export, primarily building theatres around Europe and North America.

Two of our major competitors are established companies in the US who’ve been there over 30 years.

first working day, were awarded the contract a few months later and a year after that we were presented with an international award for outstanding technical integration.

“We’re in a really exciting phase right now and currently working on a number of significant projects. In Moscow, we’re installing a multi-theatre project at the refurbished Moscow Planetarium. It will open on the 12th April this year, which is the 50th Anniversary of the first manned Russian space flight. This will be a really big event for both them and us.

“To drive the system we built a high performance computer cluster that the Russians reclassified as a ‘super-computer’ before they allowed us to ship it. Alongside the Planetarium we’re installing what will probably be the world’s most sophisticated 4D theatre with a range of effects and high fidelity motion seats.

“In our first year we had already won a number of prestigious projects against them on their home turf. It wasn’t until the second year that we had realised how much we had impacted them.

“In Chicago, we’re updating the Adler Planetarium with what will probably be the World highest quality digital planetarium system.

In Taiwan we’ve just completed one system in an existing IMAX dome theatre and are currently installing a 3D dome theatre in a new Science centre in the south. We’re also part way through an installation in Cairo, which as you can imagine, brings its own challenges.”

“One such achievement was the stunning new California Academy of Sciences project in Golden Gate Park, San Francisco, particularly memorable because we finished the bid on our

But not everything with which the company is involved is abroad. Martin said: “One of our fondest projects is also one of our first at the INTECH Science Centre in Winchester. They’ve

been a fantastic client. They put their faith in what was practically a start-up when they could easily have gone for one of the established competitors. We work really closely with them on an ongoing basis to establish and support ways in which they can continue to show new and exciting media.”

‘No Limits’ – this is a value that we adopt and enforce across the business - from the client relationship and the theatre design, through to the professional development and the encouragement of ‘boundary-pushing’ personal goal achievement for our staff. This has become a core value of the business.”

Despite an exciting four years, there remain many challenges. Martin said: “We’re only in our fourth year but it’s been quite a journey already. In the first year we got off to a tremendous start and were able to win the key projects we went after.

The second year was tougher for a number of reasons, not least because we underestimated how fiercely our competitors would come back at us.

Supporting the company every step of the way has been Sussex Enterprise’s services (HR Consultancy and Training).

“Clearly we had made a bigger impact that we thought but by the time we had reacted we’d lost a few deals that we had anticipated and took a disappointing half a step backwards. It was a difficult time but helped us focus on our core strengths and identity.

“These last 18 months or so have really been exciting.We’ve gained a lot of traction from the projects that we have won and delivered.We doubled our business last year and are set to double it again this year. Our brand has already gained strong market acceptance and customers are coming to us from all over the world. Admittedly that was part of the plan but we have been taken aback from time to time by the rate of change and scale and profile of opportunities in hand.

“Our strapline closes with the promise of

Martin said: “Now that we have achieved a certain critical mass and momentum we’re focussing a lot of effort towards managing growth, which of course is mostly about our people. A very high proportion of management time and company resource is assigned to attracting the best people to the business as well as retaining and developing those already on board.

the first place; making regular minor adjustments but sticking to the core principles without getting pulled off course inadvertently.

“Then constant communication; seeking constant feedback from the staff, suppliers, partners and customers, then endeavouring to concisely deliver a clear and up to date message, then listen for feedback again. In that same category of communication is getting as much support and advice from the network of organisations that are able to support SME’s like us, such as UKTI and Sussex Enterprise.

“Oh, and a good bank helps, too. We had the courage to change after our first year to one that has been superbly supportive through these unprecedented economic times – thank you, Lloyds.”

For Martin, the company may deal in highly imaginative projects but the answer to success still lies in getting the basics right.

He is optimistic for the future: “When I wrote the business plan towards the end of 2006 I could see the potential to grow the business to maybe ten times the size. Now four years on, we are well on our way to that and as we look forward, we can see a whole lot more. Of course, there’s a way to go but by further broadening our range of products and services and more significantly by building and strengthening our local presence in key countries we can already see how to get there.

We really are building a business without limits.”

He said: “I doubt there are any secrets or novel approaches. In our case I’d say it’s a combination of two main factors. Getting the strategy right in

Editors note: Congratulations to Global on winning ‘International Business of the Year’ at the Gatwick Diamond Awards.

“The team from Sussex Enterprise have been superb in developing and delivering that strategy. Through planning and implementing best practice, via training, writing procedures, attending and delivering staff presentations and various meetings and a whole host of other planned and unplanned services.”

BUSINESSEDGE 23

At Brighton Media Centre, there is a truly amazing track record of supporting businesses that succeed and grow! Over the past few months, there have been 5 more resident businesses in BMC that have moved on to their own office buildings! This kind of progression does not go for most of the client companies, of course – most of them come in to BMC, perhaps as a freelancer or a normal small business, and stay for a long time, because they are happily growing and being successful there.

Those special stories of success are coming from clients who have been working hard to develop, and found themselves in just the right place at the right time – at BMC! They only had to move on because of their requirement to double in size very quickly, e.g. from around 20 members of staff now, to 40 employees as soon as possible. This signifies an astounding growth for each company, through making serious profits and then needing to employ so many additional staff to deal with their success, within a time-range as short as 2 or 3 years. With each of these companies, while their stories all differ, there are commonalities.

They have initially come to BMC as a 1 or 2 person business, and found the environment there to be just right, nurturing their creativity and prosperity to be turned into sustainable growth. That growth has taken place right through what most people experienced as a Recession. This shows something very important about both the companies’ plans and practices, as well as the crucial nature of the support they have had from BMC which enabled them to develop their success and profitability so rapidly.

There is also plenty of evidence that being at BMC is generally good for your company’s health! Since its inception in1992, The Media Centre has had over 500 businesses coming through! Almost all of these are not only still operating, but operating well, either growing and moving to their own premises, or staying on in a productive, stable workplace milieu that means they are free of distractions, they can budget in a clear and comfortable way, easily attract and retain good staff, and benefit from the handson friendly Support Team that runs the BMC sites.

If you already are in business, or have an established company, however small or large, or even if it is just a gleam in your Mind’s Eye, it is always on the cards that this business will change, and will grow! This means that it is sensible, and essential, to plan ahead, even if you cannot tell what the future situation will be exactly. We are all in an accelerating period of change. It is the flexible, fleet-footed, creatively-charged companies that are spear-heading where the world of commerce and production are travelling to. To stay on board and be successful in this totally exciting knowledge-and-digital based era, where people are engaging with work they love doing, in a whole new set of modalities, means ensuring that the right foundations are in place.

You can find all that in abundance when you locate your company in your own workspace at Brighton Media Centre!

COVER FEATURE

Gatwick Airport – looking to the future

Gatwick Airport is vital to the economic well-being of Sussex and surrounding areas. We asked the airport what it sees as crucial issues for its future

A

s a major international gateway, Gatwick plays a significant role in enabling trade and business, particularly inward investment.

We are also a major economic driver for the south-east region contributing £2 billion and generating around 23,000 on-airport jobs.

In addition, 4,000 people are employed off-site in roles directly related to the airport’s operation and, indirectly, Gatwick creates around a further 9,000 jobs.

organisations like Sussex Enterprise and the Gatwick Diamond, both of whom work to unite hundreds of local employers in improving the economic performance of the Gatwick region from good to excellent.

All in all, Gatwick pumps £6.8 million into the economy every day. This is in addition to the substantial income tax, national insurance, VAT and corporation tax revenues paid to the Exchequer by employers and employees every year. We are a significant net contributor to UK plc.

We support locally-focused procurement among our on-airport partners where possible, and we’ve ensured that 20% of our supply base is located in the Gatwick postcode area to reflect this. We also support the Gatwick Diamond ‘Meet the Buyer’ events programme, which have successfully developed a strong locally based supply chain made for our own company, as well as numerous other companies based at the airport. Through the events we host, local businesses have the opportunity to introduce their products and services to buyers from over 35 major organisations based in and around Gatwick. Over 900 face-to-face meetings take place at each event, which have led to local businesses winning over £10 million in new contracts since 2001.

Gatwick pursues a partnership based, responsible approach to development. We align our plans with economic objectives agreed by local authorities, agencies and other organisations, and back them with legal agreements and consultative arrangements with local communities. We work with innovative

Gatwick is a particularly large employer, with 36,000 jobs directly or indirectly linked to activities on and near to the airport. We have a responsibility to maintain the diversity of the labour market in towns such as Crawley, and have widened our employment catchment area to include the north-south corridor from south

26 BUSINESSEDGE

London to the South Coast, working with transport providers to improve surface access transport links and with employment, education and skills training agencies to give people from areas of relatively higher unemployment the chance to work here.

What impact has the economic climate had on the aviation industry?

2010 was one of the most challenging years for the aviation industry as the economic downturn affected all parts of the economy. Passenger numbers were only slightly down on 2009 at 32.4 million, which is a good performance in the face of the tough economic conditions, and the impact of severe weather conditions and the volcanic eruption in Iceland.

We expect passenger volumes to grow in 2011 and are pleased that existing airlines like easyJet, British Airways and Norwegian Air Shuttle are growing through new routes and additional capacity. We’re also delighted that new airlines are choosing Gatwick. For example, Air Berlin switched its Nuremberg and Hanover services from Stansted to Gatwick in February. It’s great to see Gatwick competing for, and winning, new business.

What impact will the proposed aviation tax have on the airport?

The future of the aviation tax regime is currently very uncertain. The coalition agreement committed the Government to moving from one model, based on charging a tax on a per passenger basis, to another based on charging on a per-plane basis. Government has not yet committed to either model in future or consulted on any change. The Government has substantially increased the tax that is charged under the existing model (APD). We project that the APD paid by our passengers will rise by 20% overall as a result.

We will look at proposals for reform of aviation taxation with interest, and will evaluate those proposals when they are published. In the long term, if aviation tax is to truly incentivise less impact on the environment on the part of our sector, and move away from disproportionately affecting areas such as the Caribbean (where under current system, more tax is payable than if you fly Hawaii, and where 1.6 million fly from Gatwick every year,) rates must, at the very least,be based on more criteria around a given flight than they currently do.

extension is planned this year that will increase the terminal’s capacity from 16 million to at least 22 million passengers a year. That would enable Gatwick to handle around 40 million over the next ten years.

We are also opening a new 19-lane £45 million state-of-the-art security search area this summer providing passengers with a straightforward system and improved facilities that will keep passengers moving as well as keeping everyone secure. Such is our commitment to delivering great service; we have removed a significant area of landside retail space to create the new search area resulting in a £5 million annual revenue hit.

Other improvements include: South Terminal: n £30 million on a new entrance and improved terminal forecourt n £160 million on replacing pier one and delivering a new baggage handling system, which will transform the check-in experience

We are investing close to £1 billion in new, modern facilities to significantly enhance the passenger journey to, through and from our airport. This means quicker check-in and security processes and improved on-time performance. It means arriving passengers experiencing swifter taxiing to gates, less time waiting at immigration, shorter waits at baggage reclaim and accessible information to make informed choices about onward travel and leisure options.

While work on the South Terminal is largely about bringing modernising the facilities, investment in the North Terminal is designed to lay the foundations for growth. A 5,000 sq m

million on almost 1,200 new short stay car parking spaces next to the terminal

What role will the airport play in the 2012 Olympics?

We will be supporting the achievement of London 2012’s Olympic ambitions by offering a great welcome for our Olympics customers, providing a smooth and efficient experience through our airport and facilitating a positive onward journey.

Of all the London airports, Gatwick’s rail link with the non-stop Gatwick Express provides the fastest route into central London and over 30% of air passengers use this vital service. We want to encourage more passengers to get to and from our airport by rail as it is the most environmentally sustainable form of transport.

A £53 million major upgrade of the station is planned for 2013, jointly funded by Gatwick Airport and Network Rail.

What does the future hold for Gatwick Airport?

It’s over a year since Global Infrastructure Partners took ownership of Gatwick, creating real competition in the South East airports market for the first time in decades.

Finally, we also noted some ‘kites’ being flown

by Government around the idea of proposals varying APD rates according to which part of the country an airport is in. These have been aired in the media and attributed to Theresa Villiers. Our view on that is clear. Firstly, compliance with EU State Aid rules would need to be closely analysed. Secondly, the stated goal is to “resolve overcrowding issues” in South East airports. Gatwick is operating close to capacity, but we are not completely full. We don’t feel it is appropriate to address an “overcrowding issue”, that may apply to Heathrow, but applies far less to Gatwick, through the tax system. We hope that the Government recognises that the vast majority of business people and tourists want to fly to London and the South East.

What are the airport’s investment plans?

n £17

Competition creates choice, and our ambition is to become London’s airport of choice for passengers and airlines. We are actively building our customer-base that chooses Gatwick for its warm welcome, ease of use, on-time performance and exemplary service.

We understand the goals of our airline customers, and are anticipating the future needs of passengers, so that we can efficiently target the investments in infrastructure, assets, technology and people that deliver the best outcomes. We are doing just that with our near £1 billion capital investment programme, which will transform Gatwick and the service we provide to our passengers and airlines.

CEO Stewart Wingate

n £34 million on a significantly extended and

enhanced departure lounge, giving passengers more space and a greater choice of retail outlets n £40 million on refurbishing and upgrading all the ‘gate rooms’ and reorganising how existing piers are used to promote efficiency n £8 million on a new immigration hall, with a new lay-out and interior and design aimed at reducing waiting times.

North Terminal: n £76 million on extending the terminal building to allow faster check-in, more space, improved signage and more capacity at baggage collection in the arrivals hall

We’re working hard every day with our staff, airlines and our partners to deliver the high standards of service that we know passengers expect. These centre around being committed to treating passengers as our guest; working hard with our staff and airport partners to keep queues in all areas to a minimum and doing our best to get passengers away on time.

We are committed to driving the performance standards and demonstrating the leadership necessary to realise this ambition. We are working more closely than ever with our airlines, their handling agents and our other airport partners who recognise that we all need to put the passenger first and that we each have an important role to play.

Images courtesy of Gatwick Airport

BUSINESSEDGE 27

Enhanced Due Diligence When there is a need to know more about a customer or potential business partner our staff can make use of a variety of sources to check for adverse information and use independent sources to verify their identity.

Identity Verification Companies in many sectors are now required to undertake identification and verification procedures for their customers and business partners.

Through Compliance Assist our staff can either verify in house processes have been correctly completed or carry out an independent electronic identification,

Sanctions and PEP Screening Sometimes a company just needs to know quickly whether they are about to deal with a customer or business partner who is on a sanctions list or a politically exposed person. Through Compliance Assist clients can carry out real-time screening against their selected choice of watch-lists.

Bulk Screening Watch-lists used in screening systems change on a regular basis and should be checked periodically to ensure you know if your customer or business partner has now been added. Compliance Assist gives clients access to a secure, hosted, bulk screening facility and as a fully managed service any potential matches are reviewed by fully trained staff ensuring you only spend time on matches which need your attention.

>// IDENTITY CONFIRMED

Financial Crime Prevention is having a greater and greater impact on business both in terms of the cost of compliance and the potential fines for when things go wrong.

In spring 2011 Heed Consulting launches its new Compliance Assist solution to help businesses meet the increasing demands in a consolidated and cost effective way.

Compliance Assist is a consolidated

web portal which delivers the benefits of a specialist financial crime team without the expense of employment, training and IT deployment. Heed Consulting’s Financial Crime Analysts have been trained under the principles of the International Compliance Association and have access to the same systems and data sources used by major financial institutions ensuring the highest quality of information and processing.

For further information or to discuss your requirements please contact Heed Consulting.

Tel: 0800 07 87 421 Email: info@heedconsulting.co.uk Web: www.heedconsulting.co.uk

BC Design & Development specialises in helping your business establish a strong web presence.

Giving you and your business positive credibility For Competitively Priced Affordable Website Designs Contact us today to get your website online

0800 9887351

Options In Mind Mindfulness Coaching and Stress Reduction Training

WWW.BCDD.CO.UK info@bcdd.co.uk Creative Website Designs : Website Make-overs Content Managed Sites : Website Search Engine Optimisation

“Stress related illness is now the leading cause of long-term absence from work” (UK CIPD) n

Improve your staff’s wellbeing and productivity with mindfulness coaching and stress reduction techniques

n

Half day and full day training programmes

n

121 coaching for managing stress effectively

Contact Nicola Preston Bell for details

+44 (0) 1444 819075 www.optionsinmind.co.uk

“You’ll fall in love with our coffee ... and our snack vending services” To find out how we can supply you with a delicious range of refreshments, call ...

0800 195 3170 www.westwaysvending.co.uk

BUSINESSEDGE 29

BRANDING, PUBLIC RELATIONS AND MARKETING

What’s in a name?

Just everything

Think of baked beans. Then think of the name of a company that manufactures them. Was it Heinz? More than likely. In that one simple exercise can be found overwhelming proof of the importance of branding.

a

Yet despite its importance, branding can sometimes be overlooked by FEATURE businesses that are confident about the quality of their product but do not invest the necessary money in developing it in the public eye. The reasons vary; they may see it as an expensive luxury, they may simply not see the point. Those business people that have got the message know that good branding does not happen by accident.

So what are the key issues for those that advise business about branding? Well, for a start there is the name of the company or product. Is it one that can be instantly remembered or is it too wordy, too obscure? If you examine some of the great brands, they are usually short and snappy. One word usually. Nike. Adidas. And yes, those bean people. The importance of branding begins with creating a simple name and easily remembered name.

30 BUSINESSEDGE

There are other issues. Good branding makes connections - the beans in question succeed because they are connected with the idea of making life easier for mums and happier for children, good sports shoes are connected to high quality sportspeople who achieve.

Consumers like products with those kind of positive associations.

Another aspect of branding is that the product name must be different. No point trying to sell a product that sounds like another one; consumers will just get confused. Unless, of course, you have an inspired moment and decide to use a meerkat.

Another key message is that everyone associated with the company should understand the thinking behind the brand - understand the reason for the name, convey the right messages to the public and use the selected colour schemes.

There is nothing that destroys all that work more effectively than promotional materials going out

with mixed messages and the wrong colours. This is about a uniform approach to placing an image of the product in the consumer’s mind.Vary it and the consumer becomes confused.

Despite all the evidence to the contrary, there may still be those who wonder why all this preparation matters. Surely a good product will sell itself? The sad truth is that it will not. Look at the beans.

Yes, there are other similar products, yes they may be just as good, but where does the shopper’s hand go first? The one with the strongly defined branding. The one with the positive connections, the instantly recognisable colour scheme that has not changed on its labels in years and the name everyone remembers because it’s short.

And that kind of thinking can translate into income for a company. It is estimated that good brand name recognition can increase profits by between 10 to 20 per cent. And that meanz good business sense!

BRANDING, PUBLIC RELATIONS AND MARKETING

Getting the message out a

Branding is only half the story for a company seeking to work its way FEATURE into the public perception - and stay there. Good branding needs to be supported by good communication skills.

As with so many other business sectors, marketing and communication has found itself having to cope with the dramatic development of technology. It is an industry that has undergone rapid transformation and that has led to an exciting atmosphere of innovation.

Going back twenty years, the main way for public relations and marketing agencies to convey information about their clients was through the post, sending out hardcopy press releases and printed photographs.

What brought about the major change was the advent first of the fax then pretty rapidly afterwards of email. Suddenly, it did not take a press release two days to reach a media outlet, it took two seconds, and all done at the press of a button.

The effect has been dramatic: an agency sending out a release can see it hitting the web within minutes, particularly as many media outlets now consider themselves as much Internet news providers as anything.

That in itself has created new outlets and PR agencies are aware of the growth in independent websites or those run by organisations which focus on a particular field of speciality. For some companies, a hit on a specialist website is worth as much, or even more, than an appearance on the pages of a local newspaper.

However, that does not mean that more traditional outlets are being ignored. Far from it. The newspapers, radio and television remain important, it is just that for many PR specialists, the web is where their successes are increasingly being recorded.

However, there is more to promoting a business than the good old press release and marketing companies know that, which is

32 BUSINESSEDGE

Making social media easy

why they are becoming increasingly inventive.

Their ideas go way beyond PR, seeing great opportunities offered by the Internet as well as the proliferation of independent television and radio stations, many of which offer great opportunities to get the message out there.

Good marketing experts realise that the companies who fare best in this hothouse of creativity are those who think - to use a modern, but very appropriate, cliché - outside the box. That has resulted, for instance, in companies sponsoring television and radio programmes in return for a mention in the advertising breaks.

Other companies experiment with the likes of podcasts and flash banner advertising on websites or take advantage of the exciting revolution in hand-held technology and the opportunities it offers for downloads.

Video increasingly offers those kind of opportunities with companies commissioning corporate films for promotional purposes or taking advantage of the links on YouTube for viral marketing. They can see that a short film showing someone enthusing about a product can be a very effective marketing tool indeed, particularly if it is told with a dash of humour.

The savvy agencies have also worked out that viral marketing is hugely effective and are using the likes of Twitter and Facebook to raise the profile of their clients.

Another media still popular is the most traditional one of all. For many companies, producing their own print publications remains the key to success and those who succeed are the ones who value creativity above everything else, who dedicate time and effort to getting the look and the text right so that they make for attractive and informative reads.

For all marketing experts, it is about making the client stand out. Whether it be attractive adverts in magazines and newspapers or inventive use of downloads and websites, creativity holds the key to success. Always has, always will..

For James McLeod, Managing Director of Narvi Digital Media, social media can be very effective when it comes to getting a message out.

He said: “Social media is like the international calls of the 80s. They took forever to dial and always echoed. Now, international calls are easy and the quality is amazing.

“Social media is like when email was adopted by businesses. People weren’t convinced, servers were needed, and it was expensive. Now, emails are written on iPhones.

“Social media is like yesterday’s technology. It might be confusing and doesn’t feel right.

However, it is here and should be embraced. Narvi Digital Media takes businesses beyond the confusion of social media to reap the benefits of having millions of people at your fingertips.” james.mcleod@narvi.co.uk www.narvi.co.uk

innovative ways to help your teams communicate & collaborate ... ... and improve customer service, increase productivity and reduce costs HOW? • Communicate using phone, video, email and Instant Messenger • Conduct face-to-face meetings without travelling • Share documents online with colleagues, customers and partners • Integrate communications with business applications With affordable Cisco solutions from Infrastructure UK you get all your business communications sorted without the hassle. One call to us and we take care of the rest.

Learn more at www.infrastructureuk.com or call 0800

054 2468

BE ‘LIKED’ BY A NETWORK OF 500 MILLION PEOPLE CALL 01444 240310 www.narvi.co.uk info@narvi.co.uk Communications Evolved…Evolve!

THE TELEMARKETING CONSULTANCY TTC was formed by its principal Christine Cardy in 1996 to provide a confidential and professional service to organisations seeking to improve market share without diverting staff away from their own roles.

TTC is a leading telemarketing and targeted research company offering clients an exclusive, quality service at an affordable cost. Our services include: n n n n n n n

telemarketing selective research business development database creation and maintenance advertising response and monitoring general appointments for sales leads competitor analysis

45 Ridgehurst Drive, Hills Farm Lane, Horsham West Sussex RH12 1XF Email: christine.cardy@sky.com Tel: 01403 266694 Fax: 01403 272293 Mobile: 07803 125917

BUSINESSEDGE 33

Website Designers and Online Marketing Experts Chichester based Website Success specialise in building websites that work for your business. Whilst a well designed website is crucial to enhancing your brand image, as with many things, looks are nothing without substance. Your website should work as hard for you and your company as you do.

n

We specialise in total business internet marketing solutions derived from real business objectives.

n

Specialties include internet marketing, website design, search engine optimisation techniques, email marketing and leading-edge web technology.

n

We focus on true Internet solutions, built with specific purpose in mind, with measurable results according to a client’s business plans and goals.

n

Exceptional customer service and support is paramount with WSI.

Whatever business you’re in we specialise in delivering the right online solution to put you in front of more potential customers who are looking for your services on the web, converting these browsers into customers, lowering business costs and reaching out and doing more business with your existing client base.

We are certified Internet business experts ready to deliver the products and services that will best meet your business needs and deliver tangible online marketing results to your organisation So don’t think of us as just another website design company, think of us as:

...Your Online Business Partner 30 The Hornet, Chichester, West Sussex PO19 7JG Call us now on 0800 3345662 Mobile or International: +44 1243 786398 Email us at: hello@websitesuccess.co.uk

www.websitesuccess.co.uk

Why isn’t your website performing?

Free Webscan report for the first 10 businesses who email us (normal cost £49)

creative persuasive online offline on brand on time on budget Clever words from lovely people: 01273 739477 creative copy and content

creative copy and content

hello@antwords.com www.antwords.com This week’s Word of the Week is: gymnosophy To find out what it means visit www.antwords.com Register to get a new word every Monday at www.antwords.com/register

TRAINING COURSES

Thinking beyond learning Learning & Development with Sussex Enterprise New look, new feel, new courses.

Our underlying principle is about giving you the most relevant, cost effective service to ensure your teams and your business function at their best.

Whilst everyone is busy ‘jumping out of the box’, we believe staying firmly ‘in the box’ is what’s required. It’s just about what you do in the box that counts!

As the Chamber of Commerce, we talk to local businesses daily; we have listened and are responding by providing a new flexible ‘relevant but not radical’ offering which represents exceptional value and clear, measurable results.

What’s new in our approach? n Member Plus and Premier Members receive an incredible 20% discount off all scheduled courses. n

Loyalty club – if you book 6 delegates onto any course until October 2011, you get the 7th one free!

n

We have increased our bank of Trainers, in numbers, experience and skills.

n

All scheduled courses now take place at The Birch Hotel in Haywards Heath, with full conference facilities, Wi-Fi and break out areas.

36 BUSINESSEDGE

n

Leadership & Management has a clear focus on strategy and business planning through to influence and impact. All our trainers are experienced senior managers and certainly ‘walk the talk’.

n

How Green is your business? Very relevant for all business but a little understood topic. Our workshop will empower you with knowledge of the benefits and legal requirements.

n

Every delegate receives a Sussex Enterprise Academy certificate.

n

n

Not all course dates are printed in our new brochure; we have other available dates and one off learning days that will be marketed via our website and directly to members throughout the season.

Quality: We have our own QMS consultancy team in house and it’s time to share their wealth of experience as part of our scheduled offering.

n

Networking: An activity which makes lots of people uncomfortable; this workshop gives people confidence to network effectively.

Our events are a great place to practice!

n

Making savings on your accountancy fees: A look at in-house financial controls, so you can leave the accountants to do what they do best!

A selection of new courses including: Coaching – we now have a ‘pay as you go’ facility, to suit you.Via Skype, telephone or face to face.

n

n

Creativity: Not a skill we are all born with but open up the corners of your mind with the aim of being more productive and profitable at every given opportunity!.

n

Social media – we have partnered with a highly skilled local company to provide inspirational and impactful knowledge of this crucial new area. The workshops have unique value in offering a free sign up to a Q&A blog afterwards.

We look forward to hearing from you.

Contact details Learning and Development Team 0844 375 9543 training@sussexenterprise.co.uk

Business start-up service

If you are looking for a team of reliable, approachable, and proactive accountants who will do more than just respond to your needs but work alongside you to help you succeed you have come to the right place.

Today’s business environment is fast moving, complex, and highly competitive. Business owners need the support of professionals who provide ontime, effective solutions to help their business move forward. We aim to provide such a service.

Be a superhero for the day, have fun and raise money for local life-limited children

Most people who start up in business do so because they have a good business proposition and the enterprise and commitment to see it through, not because they are experts in the legal, financial, and fiscal aspects of running a business.

n Decide on the most suitable structure for your business - sole trader, partnership, or limited company

Indeed, these matters can often seem daunting, and even off-putting, to the budding entrepreneur. The good news is that you do not need to be an expert in these fields to succeed in business. All you need is the support of a team of trained experts.

n Establish a good working relationship with your bank

That’s where we fit in. Bring us your business ideas and we’ll help you to evaluate them in a constructive and realistic manner. We can also help you:

n Prepare a business plan, cashflow projections, budgets, and trading forecasts n Assess your finance requirements, advise on the best sources of finance, and draw up the necessary proposals

n Complete any registration procedures with Companies House, Inland Revenue, or Customs and Excise n Deal with company secretarial issues n Set up a recording system for your internal use and for complying with statutory requirements

01403 218390

Start your new venture on a sure footing - call us on: for an initial consultation today or visit www.daclark.co.uk

4 Peel House, Barttelot Road, Horsham RH12 1DE

“We develop a close relationship with our clients on a friendly but professional basis. We offer top quality and timely service at a competitive price”.

Be a Superhero for a day and help Chestnut Tree House care for local life-limited children We are Chestnut Tree House and we are your local children’s hospice. Based near Arundel, we care for children aged from birth up to their early twenties who have a life-limiting condition or illness, right across East and West Sussex.

For your free fundraising pack www.chestnut-tree-house.org.uk 01903 871820 Registered charity no. 256789

We spend £2.5 million per year on caring for these special children and their families. We are a charity and have to find over 90% of that money for ourselves. In order to be able to offer our care, we need the support of our whole community.

This year, the theme for the week is ‘Heroes’.

This is because everyone involved in children’s hospice work is a hero; the children themselves, battling with their condition to enjoy their lives; the parents who look after their child, often without a break or support; the volunteers without whom most children’s hospices could not function; and the nurses, who work tirelessly to make every day the children have as full of love and happiness as possible.

Chestnut’s Challenge is our campaign to reach out and help every life-limited child in Sussex.

At present, Chestnut Tree House cares for 215 children but for every child we are currently caring for, there is another child somewhere in Sussex we are not yet reaching due to lack of funding.

So, our Challenge is to care for these children, for as long as they live. Your Challenge is to help us to pay for that care, by encouraging your friends, family and colleagues to take part in our ‘Superhero Day’ on Friday 20th May 2011, and raising vital funds for our children’s hospice service.

Chestnut Tree House is part of a network of over 40 children’s hospices in the UK that provide the highly complex care that these special children need. Each year, we come together to celebrate ‘Children’s Hospice Week’, which is when we encourage everyone to spare a little thought – and a little time – for local children who may not reach adulthood.

There are many fun and exciting ways you could choose to get involved. You could all dress up as your favourite Superhero or simply do something ‘heroic’ for the day.

For your free fundraising pack, call our Fundraising Team today on 01903 871820 or visit www.chestnut-tree-house.org.uk and be a Superhero for Chestnut Tree House!

BUSINESSEDGE 37

FREE IT Support No It’s Not April Fools Day!

BlueWatch is an IT Support Service provided by Blueshift Networks.

Here are just a few BlueWatch Benefits: • • • • •

AFFORDABLE - one fixed monthly, affordable rate for ALL the IT Support you need.

FASTER SERVICE - you will avoid expensive trip fees while receiving faster support.

EXPERTISE - all of the benefits of an in-house IT department WITHOUT all of the costs.

EFFICIENT - potential problems are highlighted and prevented before they occur.

REDUCE DOWNTIME - you can stop wasting time troubleshooting technical problems.

Don't take our word for it! Here's what one of our customers has to say about us: Following meeting after several networking events I invited Blueshift Networks to come in and talk to us on looking after our IT infrastructure. Blueshift Networks have provided us with a better quality professional and personal service. Since taking over our IT, everything is now running smoothly and we have no hesitation in recommending them to our clients and suppliers. - Bruce Phillips, Foundry Press

Call us now for a FREE 30 day trial.

If you are not happy with our service just cancel within the first thirty days at no cost, no payments made and no other obligations.

So you have absolutely nothing to lose in signing up.

Call us now for more information and quote WATCH-SE1

T: 01403 259990

E: info@bluewatch-it.com

W: www.bluewatch-it.com

The Perfect Place to Entertain

Goodwood Racecourse has invested £500,000 on a refurbishment programme of the hospitality boxes in the Sussex Stand to provide the perfect place to entertain and impress clients.

With spectacular panoramic views across the Racecourse and Sussex Downs these top quality private boxes allow guests to soak up the atmosphere in a chic and sophisticated setting, while enjoying fine dining, first class service and excellent racing action.

A fresh new look to the boxes has been created using contemporary styling and a muted colour palette.The boxes offer flexible entertaining areas, and cater for parties from 16 to 50 people.

Whatever the budget, Goodwood Racecourse can tailor a corporate hospitality package to suit, and guarantee a day to remember. Competitive pricing ensures the best value for money for a thrilling day at the races, whether you are entertaining or taking advantage of one of Goodwood’s sponsorship packages.

Catering can range from a simple lunch to a

grand champagne reception, with three course meal and full afternoon tea.

It was the third Duke of Richmond who in 1802 first brought horseracing to Goodwood. Now more than 200 years later Goodwood is internationally acclaimed as being one of the most beautiful racecourses in the world.

Goodwood has enjoyed a long standing reputation for the high standard of entertaining; meticulous attention to detail and looking after its guests.

There are plenty of opportunities to bring guests or clients to Goodwood, with 21 days racing this Season.The start of the Season is celebrated with a Garden Party on April 30, and meetings will run until mid October. July sees the return of the highlight of the summer racing and social calendar, the five day Festival which is affectionately known as Glorious Goodwood.

To discuss hospitality requirements please call the Goodwood team on:

01243 755072 or visit: www.goodwood.com

Financial services company, Prudential has been hosting events at Goodwood Racecourse for ten years, and return each year with their clients because they know they are assured of a warm Goodwood welcome and excellent service.

Jessica Price, Event Manager at Prudential says: “Glorious Goodwood is a firm favourite in our events’ calendar.

The facilities and the standard of service are first class and this creates the perfect environment for developing business relationships.”

Guy Harwoods, Chairman of Harwoods Limited comments: “I have been coming to Goodwood Racecourse since I was a boy and have always been a huge horseracing fan. Goodwood is a unique setting with a great atmosphere and excellent racing. The principal week at the end of July is one that is set aside from the beginning of every year.”

“We use Goodwood Racecourse for entertaining with our corporate and business friends because it is a great opportunity for us to provide a special day out both for people who are regular racegoers and for those who only go racing on occasion. Clearly we hope that this is a nice way for us to be able to repay the loyalty of our customers and to consolidate our good relations with them. Our guests really seem appreciative of the day’s hospitality at Goodwood and usually like to come back on a regular basis with us.

The surroundings are fantastic and the personnel are always attentive.”

TAKE ON AN APPRENTICE Taking on an Apprentice is a wise investment in your business and an effective recruitment solution.

Apprentices are: • Committed • Reliable • Skilled • Loyal • Cost Effective You will receive an excellent customer service experience from us, including a dedicated Skills Advisor who will guide you and your Apprentice through every stage of their training. Meaning that you can just get on with what you do best!

Contact us on: 01273 667759 • Email apprenticeship@ccb.ac.uk or visit our website www.ccb.ac.uk to find out more

XXX DDC BD VL

40 BUSINESSEDGE

EVENTS

Sussex Enterprise events We have a varied programme of events across the county. Most of our events are breakfasts, making sure you can get great information and make lots of contacts, but still be back to work by mid morning leaving plenty of time to put those new ideas into practice. Our topics vary from getting the best out of social media to sales and marketing to bidding for the Olympics, and all speakers are member businesses, keen to share their experience and ideas with you, all for free! And if you don’t believe us, here’s a comment we received following a recent event: “It is a credit to the Sussex Enterprise team that they actively seek out interesting and different presenters, so that they do not become a “run of the mill” networking club.”

So, if you haven’t yet tried an event, do come along, but be sure to book early, as our last three events have sold out within days of being posted on the blog. And we look forward to seeing you soon!

7th April - SEO Breakfast Fontwell Park Race course,West Sussex 07:30 - 10am Most people aren’t getting the most out of their websites. If you’re one of them – and you don’t know how to bring more visitors to your site; if you don’t know how to improve your search engine rankings – or even why you need to – then take comfort in knowing you’re not alone.

Search Engine Optimisation is what you need.

If that means nothing to you then don’t worry – our SEO breakfast is here to help. Bringing

together like-minded people, who wish to improve their visitor numbers and rankings on search engines but don’t know where to start.

It’s a great way to learn about how to get the most from your website, how to attract more customers – and, since our attendees come from a wide business background, it’s a great place to network!

Registration and breakfast is at 07:30am and we’ll start at 8am. Register now!

5th May - Branding Uncovered Hilton Metropole, Brighton 07:30 - 10am Does your business have a brand identity that is more than just a logo? The Chartered Institute of Marketing says “brands matter to every company because what they capture is distinctive. This is the primary source of your competitive advantage and the ability to create value”. Join us for breakfast as we explore the meaning of Brand culture, what it can do for your business and how you can achieve your goals. Guest speakers: Louise Fenwick, Coalition Communications & Jono Oswin, Design Distillery 17th May - Olympic Breakfast Mid Sussex, (venue tbc) 07:30 - 10am Think it’s too late to pitch for Olympic tenders for 2012? Then think again. We’ve teamed up with Lloyds TSB, the official Finance and Banking Partner of the 2012 Olympics to bring you the advice you need on tender

opportunities still available for the games. We’ll here from successful local bid winners Icon Live on their experience of winning the prestigious contract and what it means for the future of their business.You’ll also have an opportunity to learn everything you need to know about the remaining opportunities and how to make the most of your applications.

7th June - Business Breakfast Venue TBC 07:30 - 10am 23rd June - Hickstead British Show Jumping Breakfast Hickstead Showground,West Sussex 07:30 - 10am PREMIER EVENTS (Premier level members only) 24th June - Hickstead British Show Jumping Derby, Premier Lunch Hickstead Showground,West Sussex time tbc

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

BUSINESSEDGE 41

$OLVRQ 3XUYHV

Is your business looking to achieve ISO Certification?

8QZUDS \RXU SRWHQWLDO

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

Looking for a cost effective solution?

Business Development Consultant

Would you like some guidance to help you on your way?

Could a web-based interface help you organise and share all your documentation?

We specialise in business development for those who want, or need, to increase their income by working flexibly from home.

As full-time Carer for my elderly Mum, I understand first-hand the challenges traditionally associated with balancing work, home, time and money. Our proven Business Model balances these conflicting demands and enables you and your family to live prosperously.

For more information, please get in touch.

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.

:H FDUH EHFDXVH \RX FDUH

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.

W: E: T: M:

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

www.unwrapyourpotential.org alison.purves@googlemail.com 01424 863 780 07545 596 703 8QZUDS \RXU SRWHQWLDO

HAVING BIRD PROBLEMS? NESTING, MESSING, ROOSTING? GULLS, PIGEONS, STARLINGS?

What is Coaching?

Coaching is a process that helps you to identify and achieve goals, for example: l Increase profitability l Develop a new product or service l Develop a new marketing strategy Bird Guano Removal Nets, Spikes, Bioacoustics Complete Systems & Installation Trade and Consumer Hardware Sales

Free Consultations Fully Licensed & Insured Homeowner and Residential Commercial, Industrial and Municipal

20 YEARS EXPERIENCE SERVING SUSSEX, KENT, SURREY, HANTS & DORSET

FOR AN APPOINTMENT CALL 01273 421307

Why should you use a Business Coach?

Opportunity to explore and develop new ideas An independent ‘sounding block’ l Goals will be achieved quickly l l

Now is the time to try something different!

Business Coaching is highly effective and affordable.

Call me for an initial discussion – IT’S FREE! Barbara Hibbart T: 01435 865135

WWW.BIRDCONTROLSUSSEX.COM

42 BUSINESSEDGE

E: Barbara@hibbart.com

www.barbarahibbartcoaching.co.uk

MOVERS AND SHAKERS

Lyndsey earns promotion

alike thanks to the calm and considered approach she takes to very complex issues.”

Lyndsey Ratcliffe, a rising star in the world of dispute resolution according to leading legal directories, has been promoted to Partner at asb law LLP.

Lyndsey’s colleague in the dispute resolution division is also celebrating her promotion to Associate. Tania Clench joined asb in 2005 and handles a wide range of commercial litigation and insolvency work, including managing the team that acts on behalf of DBIS in relation to directors’ disqualification proceedings.

Having trained with the firm, she qualified in 2005 and became an Associate in 2008. She deals with a broad range of commercial disputes involving complex, high value matters with particular expertise in intellectual property and fraud.

Russell Bell, asb’s senior partner, said: ”It’s always good news when we are able to promote home-grown talent. Lyndsey is a valuable member of the team, a great ambassador for the firm, and her promotion is richly deserved. She’s held in very high regard by clients and colleagues

Russell Bell said: “Tania already deals with some of our key clients and is known for her no-nonsense, sensible approach. She is also recognised as an expert in insolvency matters by independent researchers. I’m sure both will play a key role in the future development of the firm.”

One of the south east’s leading law firms, asb law operates from two regional centres in Sussex and Kent .

Tania Clench (left) & Lyndsey Ratcliffe

New faces at Ticketmedia Ticketmedia has appointed three new members to its growing sales and administration team.

Glenn Haynes joins as National Sales Executive and will focus primarily on driving new business for the bus ticket portfolio. Anne-Marie Matthews takes up the role of Head of Client Services and will oversee all administration and client liaison. Completing the new team is Campaign Planner Paula Pratt who will handle bookings, orders and samples for clients.

Ticketmedia marketing director Susannah Burbidge. “Glenn, Anee-Marie and Paula all bring with them the energy and dedication that an SME like Ticketmedia needs to thrive in this challenging business climate.”

Going up The combined productivity of the Chemicals/Pharmaceuticals/ Nuclear/ Petroleum/Oil and Gas and Polymers sectors has increased by 86 per cent over the past ten years The company’s Maple Works premises on Hove’s Old Shoreham Road is currently undergoing an extensive rebuilding and expansion project.

Lloyds Banking Group has returned to profit for the first time since being bailed out by the Government at the height of the financial crisis. It recorded a pre-tax profit of £2.21bn, compared with a £6.3bn loss in 2009

Knill James appoints new tax manager Jackie, who has made Sussex her family home after being brought up in Norfolk, obtained a law degree at the University of East Anglia before training and working for KPMG for more than a decade.

She is a Chartered Tax Advisor with 13 years’ experience in providing corporate tax compliance and advisory services to owner managed businesses as well as groups of companies and large multi-nationals.

Tax specialist Jackie Colvin has joined the management team of leading South East accountancy firm Knill James.

Jackie said: “I was attracted to this role because of the interesting opportunities, varied client base and flexible working opportunity which Knill James offers to me as a mother. The firm has the same ethos as me, with a focus on the importance of building strong relationships with clients.”

Going down The UK economy shrank by more than previously thought during the last three months of 2010, revised figures showed.

They revealed gross domestic product (GDP) slipped by 0.6%.

Royal Bank of Scotland reported a loss of £1.13bn for 2010, a bigger figure than analysts were expecting.

However, this was an improvement on the £3.6bn loss the bank made in 2009, and the £24.3bn loss it made in 2008.

BUSINESSEDGE 43

MP VIEW

Looking forward to with or without a s For MP Henry Smith, representing the interests of the businesses in his area has been a major priority in the months since he secured the seat for the Conservatives in last year’s General Election.

H

e believes that, as the country emerges from the ravages of recession, Crawley is better placed than most to take advantage of the upturn in business confidence and that it is important that its companies receive as much help as possible.

Henry said: “It really annoys me when I hear people say that Crawley has a bad reputation.

These are very exciting times for Crawley.

The town has a great advantage geographically because of its location close to London and the South Coast and, of course, it has Gatwick Airport within its boundaries. It also has good transport links, with the M23 and the railway linking the South Coast to the Capital.

“One of the other important factors is that it is a great place to live and quality of life is a key consideration for companies. It has good schools, it lies within beautiful countryside, and quality of life is big issue for potential investors.

“These have been very difficult times for business but I do believe that Crawley is better placed than many other areas to meet the challenges. His passion for the area comes from his own background. Henry knows the town well. Before being elected as MP for Crawley in May last year, he was the Leader of West Sussex County Council from 2003 and was Chairman of the South East Strategic Leaders group.

44 BUSINESSEDGE

Before becoming a MP, he had been a county councillor representing Crawley since 1997 and has also been a Crawley borough councillor as well as a governor at several schools in the town.

Henry and wife Jennifer, a local Borough Councillor and who previously worked for the NHS, have a young daughter and son who they are bringing up in Crawley.

For all he paints a rosy picture of the area, he acknowledges that more can be done to develop its business landscape and one of the initiatives he identifies as doing that is the Gatwick Diamond concept taking shape to promote the area’s businesses and their links with the airport.

He said: “The Gatwick Diamond is an organisation with a very keen focus and which has the support of the local authorities and of myself, as the Crawley MP. There is a real synergy here and that can only be strengthened by the creation of the Coast to Capital Enterprise Partnership. I can see that both organisations have a strong mission to grow the economy of this area.”

There are those who would argue that a major way of achieving that is pressing ahead with the second runway at Gatwick Airport, something which Henry acknowledges but which the Coalition has been reluctant to support.

Henry says that nothing is likely to happen for several years. He said: “The idea is in the long grass really and there are no plans for it to happen anytime soon. The Government White Paper does not envisage the construction of

any more runways in the South East for this Parliament although I do acknowledge that the years will pass pretty quickly.

“From a personal point of view, a second runway would have to balance economic needs with the needs of the environment. Having said that, there is an argument that the airport is doing well without the second runway. There is a case for saying that the current arrangement with one runway is working well. Gatwick is seeing 35 million passengers going through it each year, despite the recession’s effect on aviation.

And it is being expanded. Credit must go to the owners GIP, who have only been there for 15-16 months. They are putting a lot of investment into the airport. I was up there recently and the scale of the work was breathtaking.

“There is also significant investment going into Gatwick’s railway station, which is having £53 million spent on upgrading it as part of plans by

o the future – second runway

Network Rail and Gatwick to complement the £1 billion being spent on the airport.”

Henry believes that the airport will play a major role in the area’s response to the opportunities offered by the 2012 London Olympics. He said: “Gatwick will be the second point of entry for people coming to the Games. It is ideally sited, just forty minutes from London and an hour and a quarter from the Olympic Village. I think Gatwick will play a major role.

“The area can benefit in other ways. The Barbados Olympic Team has already said, for example, that it will be based in Crawley and do its training at the K2 Leisure Centre.”

Dividing his time between Crawley and the Commons is a tough ask for the MP, especially as he is already serving on some important committees, including the European Scrutiny Committee and is Vice-Chair of the Trans Atlantic & International Security APPG even

though he has not yet been an MP for a year.

However, his focus is not, for the moment, on a possible Ministerial appointment. He said: “My focus is to serve as a good constituency MP until we reach the next General Election. That means meeting as many constituents as possible and also talking to what I call my corporate constituents, the businesses that are based in the Crawley area.

“They are the ones who employ my constituents and I need to represent companies both large and small who are based in the Crawley area. Their input into the local economy makes them very important.”

“I think Sussex Enterprise play an important role in supporting and promoting business and growth in the county. I enjoy a constructive working relationship with them as I seek to better represent my corporate constituents – those who provide employment for local residents.”

These have been very difficult times for business but I do believe that Crawley is better placed than many other areas to meet the challenges.

BUSINESSEDGE 45

LEGAL UPDATE

UK Bribery Act – Buffalo ticks rejoice as back scratching is outlawed With new legislation set to come in to force regarding Bribery and how individuals conduct activities, Richard Mumford, Partner, Dispute Resolution, Sussex Entreprise member asb law LLP focuses on the impact for British businesses Many businesses face occasional demands for commissions, grease payments or ‘administrative fees’ which all concerned know are actually demands for payments to influence decisions.

Companies with overseas operation in particular might be familiar with these practices, but companies operating only in the UK can face very similar situations too. Well, that’s just how business is done, and always has been, isn’t it?

Not any more. The UK government has come under enormous pressure in recent years to help achieve the OECD aim to reduce corruption in the developing world. In response, the UK Bribery Act was introduced last year and whilst the original enforcement date has been pushed back from April 2011 whilst consultation continues, it will undoubtedly come into force within the next few months. The Act is not going to go away.

46 BUSINESSEDGE

Essentially the Act makes it an offence to offer, give or receive a bribe in order to influence an individual to improperly perform an activity.

The Act is very wide and very comprehensive in its approach. The legal draftsman who put it together appeared especially keen not to allow any form of bribery to fall through the net.

Accordingly its impact on many businesses, particularly those with overseas operations, will be draconian.

It is important to understand that this is not just about brown envelopes stuffed with cash.

A bribe can include gifts, honours or awards, endorsements or any other benefit bestowed by one person on another, whether directly or through third parties.

How UK companies interact with officials and the business community at home is just as

important. Commission payments should be carefully considered. Gifts and lavish hospitality and benefits in kind could also be considered bribes. When bestowing them, be careful how this might be perceived. The test under the Act is whether a reasonable UK citizen would consider the conduct to meet their reasonable expectations as to how things should be done.

Would a reasonable person consider that an all-expenses paid family trip to a luxury villa to help a travel company decide whether to include that resort in its brochure was reasonable?

The Act has serious teeth. Any person found guilty of bribery can land themselves in prison for up to ten years. Any business that fails to take adequate steps to prevent bribery in its organisation can face an unlimited fine. The stakes can be high.

UPFRONT EXTRA

We’ve got a top-class mediator!

One of our members, Julian Evans, Director at Littleton Evans, has been acknowledged by CEDR, Europe’s largest independent mediation body, for conducting one of the ‘Top 10 Most Significant Mediations’ since 1990!

shareholder dispute which was so problematic that it made him think well outside the box and then innovate and blend a range of traditional approaches for resolving disputes in order to get a satisfactory result.

As part of its 20th Anniversary at the end of 2010, the Centre for Effective Dispute Resolution (CEDR) asked the 500+ members of its Mediator Exchange Network across 24 nations to suggest the most significant and memorable mediations during the last two decades. Included in the Top 10 were a series of major cases like a one billion pound corporate collapse, a 1000+ person case over the retention of children’s organs, and an intergovernmental case on territorial fishing rights, all noteworthy for their size and impact. Others were noteworthy for their challenge or for their progressiveness and innovation.

His case was peer-voted by the mediators present to be second in the category for progressiveness.

Julian presented his mediation case, along with the other Top 10, at a lecture theatre in one of London’s largest ‘magic circle’ law firms, Freshfields. His case concerned a long-running

Julian says, “I am delighted to have been given this honour by CEDR and by my peers. I am also glad that circumstances nudged me into producing a more innovative, holistic and effective approach to resolving disputes and tensions, which is good for the profession and beneficial for clients. This is especially timely because mediation now seems to be rapidly growing in its popularity and because it coincides with my own 20th anniversary of being in this business, helping firms, teams and individuals build bridges.”

Eileen Carroll, Deputy Chief Executive of CEDR and chair of the event said, “We wanted to look back at some of the key mediations,

Brighton & Hove Bus Company Signs Landmark Advertising Agreement with Ticketmedia Brighton & Hove Bus Company has chosen Hove-based ticket advertising specialist Ticketmedia to provide its first venture into advertising on the city’s fleet in a move that will benefit both the city’s business community and the people of Brighton & Hove, with Brighton Sea Life centre the first to advertise on the buses.

This development opens up a brand new way for local businesses to promote themselves across the city and surrounding area by advertising on the reverse of bus ticket rolls, a marketing strategy which has been proven to be highly effective, whilst passengers will benefit by having money-saving offers and messages on important social and health issues put directly into their hands.

“We are absolutely thrilled to be working with our home town bus company,” said Ticketmedia marketing director Susannah Burbidge. “We have been providing bus companies throughout the UK with our highly successful ticket advertising campaigns for several years now so to have Brighton & Hove Bus Company on board is extremely good news.

“The opportunity that this provides for local businesses to access an affordable, flexible and

precisely targeted method of advertising that is proven to be highly effective is invaluable in these economically challenging times. Certainly for us at Ticketmedia, this is a terrific start to the year.”

Roger French, Managing Director of Brighton & Hove Bus Company, said: “I am delighted that we are working with Ticketmedia and Brighton Sea Life Centre on this exciting initiative.

Ensuring that our passengers’ journey is both good value and enjoyable is our highest priority and we believe that ticket advertising will be another enhancement. Plus, in a city that has so much to offer in terms of attractions and services, we are pleased to be able to play a part in helping those businesses communicate their message to the people of Brighton & Hove.”

City centre attraction Brighton Sea Life Centre will be the first advertiser to take up this highly successful method of communication with a campaign planned for May.

among many, which have made a difference in the last two decades and we are delighted that so many of our Exchange Network of Mediators took part submitting, attending and voting for their memorable cases. On behalf of the CEDR Exchange Network we would like to thank Julian for sharing with us this remarkable case and an interesting and enjoyable presentation.”

For more information, please visit www.LittletonEvans.com or contact Julian Evans on Julian@LittletonEvans.com or 0845 116 5151.

Local Video Production Company achieves IOV Accreditation Mike Page of OpenSpace Films in Stonegate, near Wadhurst, has been awarded Master Membership of the Institute of Videography (IOV), a UK-based trade association which promotes professionalism in video production. The IOV has more than 1,000 members in the UK & Europe.

Sussex Enterprise member, OpenSpace Films specialises in documentaries, corporate video and promotional Films and Mike said: “The IOV is a great institution where we can all learn from each other and make a useful contribution to maintaining professionalism and high standards within this exciting industry.”

IOV Membership Secretary Martin Baker said “Gaining an IOV accreditation is no easy task. As general video production standards increase, so does the expectations of those carrying out the accreditation process. I’m sure that Mike and his team at OpenSpace Films will start to benefit from their achievements in the coming months.”

BUSINESSEDGE 47

NEW MEMBERS

Premier Member Newhaven Port & Properties Ltd Port Operator Port Administration Office, Port Offices, Beach Road, Newhaven, East Sussex, BN9 0BG Francois Jean, Captain T: +44 (0)1273 612900 E: francoisjean@newhavenportauthority.co.uk W: www.newhavenportauthority.co.uk

Members Adam & Eve PR PR 35A Ventnor Villas, Hove, East Sussex, BN3 3DA Adam Burgess, Partner T: +44(0)1273 700278 E: Adam@adamandevepr.co.uk W: www.adamandevepr.co.uk

Alan Jones Legal Training 43 Honey Croft, Hove, East Sussex, BN3 8EZ Alan Jones, Owner T: +44(0)7774 885486 E: alanjoneslegal@gmail.com W: www.alanjoneslegal.co.uk

ASEU Trading Ltd Model cars & boats 101-103 Mitre House, 149 Western Road, Brighton, East Sussex, BN1 2DD Shelley Li, Managing Director T: +44 (0)1273 778831 E: shelley@aseu.co.uk W: www.aseu.co.uk

Birch Trees Nursing Home Care Home Hollist Lane, Easebourne, Midhurst, West Sussex, GU29 9AD Teelaga Samy, Managing Director T: +44 (0)1730 813260 E: info@birchtreescare.com W: www.birchtreescare.com

Blueberry Public Relations PR Consultancy Dean Farm House, Rushlake Green, Heathfield, East Sussex, TN21 9QU Suzi Christie, Managing Director T: +44 (0)1435 830031 E: suzi@blueberry-pr.co.uk W: www.blueberry-pr.co.uk

48 BUSINESSEDGE

Chichester Design Web Design Hollybrook House, 4 East Plant, Chichester, West Sussex, PO19 1TR Ben Davis, Managing Director T: +44 (0)1243 787542 E: Ben@chichesterdesign.co.uk W: www.chichesterdesign.co.uk

Clothkits Limited Clothing kits for children and women PO Box 618, Chichester, West Sussex, PO19 9GR Kay Mawer, Managing Director T: +44 (0)1243 600301 E: kiki@clothkits.co.uk W: www.clothkits.co.uk

Coalition Communications Ltd Marketing Planning, Consultancy & Training 12 Northgate, Chichester, West Sussex, PO19 1BA Louise Fenwick, Director T: +44 (0)7894 213141 E: louise@coalition-comms.com W: www.coalition-comms.com

CultureVulture.uk.com Social Networking, Dating & Cultural Services 14 Wickham Avenue, Bexhill-on-Sea, East Sussex, TN39 3EN Richard Thomas, Proprietor T: +44 (0)7733 233992 W: www.culturevulture.uk.com

Dentcom Training Training 137 Southdown Road, Portslade, Brighton, East Sussex, BN41 2HJ Anthony Asquith, Managing Director T: +44 (0)1273 423385 E: anthonyasquith@ntlworld.com W: www.dentcomtraining.co.uk

Doddle Internet Apps The Lodge, Pine Lodge, South Street, East Hoathly, East Sussex, BN8 6DS Harvey Osborn, Partner T: +44 (0)1825 880083 E: Harvey@doddleme.com W: www.doddleme.com

Exclusive Cupcakes Cakes 35 Maplehurst Road, Chichester, PO19 6QL Carole Sharp T: +44 (0)7980 128243 E: carole@exclusive-cupcakes.com W: www.exclusive-cupcakes.com

Griffin Tax Tax Consultancy Gravelye Farmhouse, Hanlye Lane, Cuckfield, Haywards Heath, West Sussex, RH17 5HR Tom Gareze, Director T: +44(0)1444 410740 E: tomgareze@griffintax.co.uk W: www.griffintax.co.uk

Hickstead Limited Sport & leisure All England Jumping Course, Hickstead, West Sussex, RH17 5NU Edward Bunn, Director T: +44 (0)1273 834315 E: office@hickstead.co.uk W: www.hickstead.co.uk

Jet Pack Pictures Video Production 74 Sydney Road, Eastbourne, BN22 8BJ Adrian Smith T: +44 (0)1323 645147 E: jetpackpictures@googlemail.com W: www.jetpackpictures.co.uk

Judy Sharp Marketing Marketing Ramblers, Chesterfield Close, Furnace Wood, East Grinstead, Sussex, RH19 2PY Judy Sharp T: +44 (0)1342 713662 E: judysharp123@gmail.com

Lettuce Flowers Edible living displays 135 Berrall Way, Billingshurst, RH14 9PQ Sushma Patel, Co-founder T: +44 (0)1403 784680 E: sushma@lettuceflowers.co.uk W: www.lettuceflowers.co.uk

Lucky Bucket Productions Musicals for Schools PO BOX 768, Haywards Heath, RH16 9GH Andrew Scullin, Managing Director T: +44(0)1444 401943 E: contact@luckybucket.co.uk W: www.luckybucket.co.uk

NEW MEMBERS

Marlin Financial Services Ltd Financial Services 16-22 Grafton Road, Worthing, West Sussex, BN11 1QP Lauren Kurtis, PA to executive team T: +44 (0)1903 703503 E: lauren.kurtis@marlinfs.com W: www.marlinfs.com

Maximus Employment & Training Government Provider Victoria Gate, 1st Floor, 119/127 South Road, Haywards Heath, West Sussex, RH16 1AG Andrea Morgan, Employer Consultant T: +44(0)1444 884927 E: AMorgan@maximusuk.co.uk W: www.maximus.com

Oldland Consulting Ltd Consultancy 9 Mead Lane, Bognor Regis, West Sussex, PO22 8AP David Oldland, Director T: +44 (0)1243 838331 E: David@OC1.co.uk W: www.rdtaxcredits.co.uk

P.J. Palmers Residential Letting Letting Agent 6 Blatchington Road, Hove, East Sussex, BN3 3YN Peter Fannon, Director T: +44 (0)1273 771115 E: info@pjpalmers.com W: www.pjpalmers.com

Protool Toolmaking Services Ltd Manufacturing 52 Swift Lane, Crawley, West Sussex, RH11 7RD Phillip Johnson, Partner T: +44(0)1293 560663 E: phillip@protool-ts.co.uk

Psysoft Business Psychology Consultancy The Courtyard, 30 Worthing Road, Horsham, West Sussex, RH12 1SL Tim Evans, Director T: +44 (0)1403 295000 E: tim@psysoft.com W: www.psysoft.com

Pure Energy Consultants Energy Consultants 58 Braybon Avenue, Brighton, East Sussex, BN1 8HG Garry Hart, Managing Director T: +44 (0)7974 671483 E: garry.hart@pureenergyconsultants.co.uk W: www.pureenergyconsultants.co.uk

Redman Residential Estate Agents Finnoula, Western Road, Hailsham, East Sussex, BN27 3EW Angela Marden, Owner T: +44 (0)1323 449844 E: enquiries@redmanresidential.co.uk

Rendezvous Fun Casinos Fun Casino 6 Goldstone Street, Hove, East Sussex, BN3 3RL Amanda Atir T: +44 (0)1273 278417 E: info@rendezvousfuncasinos.biz W: www.rendezvousfuncasinos.biz

Seaton Small & Associates Rehabilitation Services The Kennel, 15 Powell Road, Newick, East Sussex, BN8 4LS Seaton Small, Managing Director T: +44 (0)1825 723472 E: seatonsmall@btconnect.com

Smile While You Dial Telephone training 14 Beacon Oak Road, Tenterdon, Kent, TH30 6RY Louise Carter T: +44 (0)1580 766841 E: louise@smilewhileyoudial.co.uk W: www.smilewhileyoudial.co.uk

Soozi Cartoonist & Humorous Illustrator 15 Hoathly Hill, West Hoathly, East Grinstead, West Sussex, RH19 4SJ Susan Harrison, Owner T: +44 (0)7545 487242 E: sue@susanharrison.biz W: www.susanharrison.biz

Temidara Ltd Logistics 92 Seaford Road, Crawley, RH11 9HT Adenrele Onipinla, Owner T: +44 (0)7958 076299

THR (Consulting) Ltd HR Consultancy Homelea, London Lane, Cuckfield, Haywards Heath, West Sussex, RH17 5BD Tracy Humphrey, Director T: +44(0)1444 220762 E: tracy@thrconsulting.org.uk W: www.thrconsulting.org.uk

Tingley Gardeners Gardening 2 Tingley Cottages, Ripe, Nr Lewes, East Sussex, BN8 6BD Karen Thyer T: +44(0)1323 811086 E: tingleygardeners@hotmail.co.uk

Tullett Plant & Commercial Services Ltd Van & Truck Rental Pond Lane, Durrington, Worthing, West Sussex, BN13 2RH Simon Tullett, Proprietor T: +44 (0)1903 267777 E: simon@tullett-self-drive.co.uk W: www.tullett-self-drive.co.uk

Tyche Consulting Ltd Online Gambling 6th Floor Regent Arcade House, 19-25 Argyll Street, London, London, W1F 7TS Carol Batters, HR Manager T: +44 (0)207 255 8888 E: cbatters@tyche.co.uk W: www.tycheconsulting.co.uk

Viper IT IT Consultants Unit 4A Dolphin Way, Shoreham-by-Sea, West Sussex, BN43 6NZ Tom Ramirez, Director T: +44 (0)844 5 000 333 E: info@viperit.co.uk W: www.viperit.co.uk

Westlandgebiet Gesellschaft (UK) Limited Property 33 Richmond Place, Brighton, East Sussex, BN2 9NA Eric Theodore Yepao, Owner T: +44 (0)1273 209509 E: eric.theodore@westland-realestate.co.uk W: www.westland-realestate.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 Stewart Wingate CEO Gatwick Airport

1

Which words or phrase do you most often overuse? ‘The top and bottom of it is….’

2

Karaoke song of choice?

‘King of the Road’ by Roger Miller

3

What’s your biggest regret?

Don’t have any…I’m always looking forward

4 5

When and where were you happiest?

Skiing in France with my family When was the last time you lied?

I can’t abide liars

6 7

What quality do you most admire in a person? I admire passionate people with a ‘can-do’ attitude

8

Early mornings or late nights?

Both

9

Deal or no deal?

Deal

10

50 BUSINESSEDGE

What talent would you most like to have?

To fluently speak a foreign language - pigeon Czech and Hungarian doesn’t get you far!

Tell us a secret...

I wear my heart on my sleeve – and don’t do secrets

Proud Sponsors of

SUSSEX TRANSPORT

www.sussextransport.com

The name behind a great delivery!

www.sussexcricket.co.uk