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JUNE/JULY 2014

the magazine for sussex enterprise members

British Chambers of Commerce

Inside | 04 welcome | 08 successful sussex | 12 focus| 15 the expert | 26 cover feature | 32 exporting | 36 chamber benefits BE 20.indd 1

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Coaching programmes to support individual, team and organisational development

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s” 21

contents 3

this month

Sussex Enterprise is the Chamber of Commerce for the county and currently represents over 2,100 member businesses. Membership of Sussex Enterprise offers access to invaluable business advice, money saving benefits, networking opportunities and provides a voice for businesses at a local, regional and national level. Business Edge is delivered free of charge to all Sussex Enterprise members as well as key business decision makers across the county. It has a circulation of 4,000 copies per issue.

05 Veritek launches Apprenticeship Scheme

Veritek Global has joined forces with Sussex Downs College to launch a local Apprenticeship scheme.

5

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

26 Consultation takes

PRODUCTION & DESIGN


26

Distinctive Publishing Unit 6b, Floor B, Millburn House, Dean Street, Newcastle Upon Tyne NE1 1LE Tel: 0845 884 2384 www.distinctivepublishing.co.uk

n 05 business matters n 07 business matters n 08 successful sussex n 10 business matters

Local residents, businesses and other community organisations in Adur and Brighton & Hove were recently invited to give their views on a new Joint Area Action Plan (JAAP) for Shoreham Harbour.

n 15 the expert

deliver a new runway and a market that works for all passengers

Unit 4, Victoria Business Centre, 43 Victoria Road, Burgess Hill RH15 9LR

n 04 welcome

place on plan for Shoreham Harbour area

28 Only Gatwick can

SUSSEX ENTERPRISE

regulars

London Gatwick has submitted to the Airports Commission a 3,200 page, report that shows why expansion at Gatwick is the obvious solution.

n 12 focus

n 17 world view n 19 finance n 20 eco-tech n 26 cover feature n 28 gatwick n 32 exporting n 36 chamber benefits n 44 new members n 46 movers & shakers n 48 diary n 50 five minutes with ...

JUNE/JULY 2014

ADVERTISING
 John Neilson, Business Development Manager, Distinctive Publishing Unit 6b, Floor B, Millburn House, Dean Street, Newcastle Upon Tyne NE1 1LE Tel: 0845 884 2343 Email: john.neilson@distinctivegroup.co.uk

the magazine for sussex enterprise members

DISCLAIMER Distinctive

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

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British Chambers of Commerce

Inside | 04 welcome | 08 successful sussex | 12 focus| 15 the expert | 26 cover feature | 32 exporting | 36 chamber benefits

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

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Please let us know if there are any burning issues you want us to take up. Send your letters to the Editor to businessedgeenquiries@sussexenterprise.co.uk june/july 2014 business edge

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4 welcome

Chris Goulding

Membership Account Executive

Welcome TO THE MAGAZINE OF SUSSEX ENTERPRISE

Welcome to the latest edition of Business Edge Welcome to Business Edge, in this edition we will be concentrating on the ‘triangle of transport’ in Sussex; a bit like the Bermuda Triangle but a bit chillier and far more productive for Sussex Businesses!

Wendy Bell General Manager at Sussex Enterprise

In our Chairman’s column he will talk a little more about how important international trade is to this area and we have some exciting plans to help businesses new and experienced in this area. Back by popular demand on 25th September is our Business Conference, we’ll be holding it at the Amex Stadium and we are really looking forward to working with Brighton & Hove Albion, Albion in the Community and Sodexho to make the day a really productive and effective for exhibitors and delegates alike... watch this space for more details! Lastly we are changing and improving and I am delighted to confirm that we have appointed our new Chief Executive Ana Christie, we’ll be interviewing Ana under our inspirational leadership section next month so you can hear all about her plans for Sussex Enterprise. As always do please get in touch if you’d like to contribute to Business Edge or to talk about anything Sussex!

30 Years Experience With over 30 years experience in the foreign languages business, we offer the Complete Translation Service for Commerce & Industry. Columbia House – Columbia Drive – Worthing – West Sussex – BN13 3HD www.hattonanderson.co.uk E-mail: translations@hattonanderson.co.uk

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The Man in the office writes: Hi & Welcome! It’s been a monumentally busy time here at the Chamber, Easter has come and gone and we finally appear to be on to sunnier times. The last few months has seen a myriad of network event, on a variety of topics, construction, protecting your business and a look at green affairs. The majority of our breakfast programme is of course free, so I hope you may consider attending a forthcoming one. Logistically speaking, we are of course the ONLY accredited county wide Chamber of Commerce, so our scope is far and wide, we do like to keep an even split between the East and West of the region. Please do let me know if you do need anything in terms of getting the most out of your membership wherever you are based! Transport is a key consideration for businesses in the region as you’ll see in this edition. As you’re no doubt aware, we’ve recently had a very successful office move to a very nice, bright and airy location. Please feel free to pop in and see us for a coffee anytime. chris.goulding@sussexenterprise

What We Do l Translation l Interpreting l Voiceovers l Project Management l Typesetting/DTP l Language Consultancy

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business matters 5

Jim Edgar, Veritek Global with Wayne Wright, deputy principle, Sussex Downs College with some of the applicants at the launch of the new apprenticeship scheme Liza Laws and Chris Randall MWB GDB Awards

Award for Law Firm Leading Sussex law firm Mayo Wynne Baxter scooped a prestigious trophy at The Gatwick Diamond Business Awards. The award for corporate responsibility was sponsored by environmental management consultancy ESHcon. After an in-depth award entry was submitted and the firm was selected as a finalist, Chairman, Dean Orgill, and Marketing Director, Jason Edge, faced a grilling from Anya Ledwith, Director of ESHcon, who was soon convinced Mayo Wynne Baxter were the worthy winners. The winners of all the awards were announced in front of an audience of 600 of the top business people in The Diamond and hosted by writer, actor and comedian Tim Vine. The event was held at the iconic Effingham Park Hotel and the dinner was the culmination of hundreds of hours of hard work by the sponsors, judges, organisers and the entrants themselves. Anya said: “The judge was impressed with this business – with a clear culture of corporate responsibility within and throughout the company. Extensive charity work is evident both in staff fund raising activities and corporate support by the company itself. Social activities reflect the company’s core business. Environmental and economic issues are also included, e.g. waste & energy management, local suppliers and an interns programme. With an adopted policy and plan, there is an embedded CR culture and value to the business.” Chris Randall, Chief Executive, at winners Mayo Wynne Baxter said: “”We are very excited to have won this award. The recognition is not just for Mayo Wynne Baxter,

Apology

it is really for our 200 staff who engage with the many community and charity projects that we are involved with in Sussex. This is a perfect award for us to have won. We take our corporate social responsibility seriously and take time to understand our firm’s impact on the wider world, considering how we can make this impact as positive as possible. We take a responsible attitude, go beyond the minimum legal requirements and follow straightforward principles to ensure that the firm’s activities leave a positive impact on our suppliers, clients, community, staff and environment.” “This year was another record year for entries” said Jeremy Taylor of Gatwick Diamond Business, founder of the Awards. “It was also a record number of attendees, all who came along to reflect on and recognise the quality, diversity and achievement of some outstanding businesses and the people who work in them.” “The competition this year was very hotly contested and there were any number of businesses that, in any other year, could have been winners” continued Jeremy. “Some of the judges have asked if we can recognise some of the entries that didn’t make the final three and I hope they will try again in 2015. We also know that any number of the entrants have been approached to work with the judging companies. That means local businesses are now supplying some of the biggest and best businesses in the Gatwick Diamond.” Mayo Wynne Baxter were also finalists in the professional services category.

Veritek launches Apprenticeship Scheme Veritek Global has joined forces with Sussex Downs College to launch a local Apprenticeship scheme. There were more than 35 applicants for the scheme, with the shortlisted hopefuls gathering at the College to take part in an assessment day for the opportunity to learn and train at Veritek, the award winning engineering support service provider. The scheme, that is offering apprenticeships in both customer service and warehousing, will involve an employed position at Veritek plus accredited training delivered by the College. This will ultimately lead to a Level 3 Apprenticeship and the possibility of a full-time position at Veritek. Jim Edgar, MD, Veritek said: “We are keen to encourage more apprenticeships in the region and also to help nurture local talent for the future. Joining with Sussex Downs College has allowed us to do this. “It is a great way for our rapidly expanding organisation to invest in our skills pipeline.” Kirsti Godson, business development manager, Sussex Downs College, said: “The College has developed an excellent reputation for delivering very successful apprenticeships. We work with a range of employers and partners to achieve this and are delighted that Veritek is providing these fantastic opportunities to new apprentices. “The college is keen to speak with more employers about the benefits of taking on an apprentice and how the college can assist them with their training requirements. For more information contact the business development team on 030 300 39474.”

Our Last Word item in the last edition of Business Edge mistakenly called John Patrick, Chairman of C-Tech Electronics, by the wrong name. We apologise for the error which occurred in the production process.

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High achievers: (l-r) Aymar Dimi, tutor Karen Middleton, Chris Bartley and Craig Mole

6 advertorial

Marketing course wins professional acclaim A high number of marketing students gaining top marks in their professional qualification exams has resulted in the University of Portsmouth winning acclaim. The Chartered Institute of Marketing (CIM), which awards professional qualifications in marketing, has commended the University for achieving excellent results. To be commended, more than five students have to achieve higher than 90 per cent in their CIM exams for their Introductory Certificate, Professional Certificate or Professional Diploma qualifications, or higher than 80 per cent in their Chartered Postgraduate Diploma exams. Tutor Karen Middleton oversees professional marketing qualifications at the University. She

said: “This is absolutely brilliant news. These qualifications are a gold standard in industry and are not easy. “To have a large number of students achieving distinctions is testament to the hard work both of our students and our teaching staff. It is very heartening to see that the supportive environment we seek to engender in the Business School has delivered results.” Students taking the CIM courses alongside their degree studies credit their tutors for their success.

Aymar Dimi, 36, from Eastleigh, is studying towards his BA in Business Enterprise Development and is one of the students to gain a distinction in his CIM professional qualification exams. He said: “I came to the University with little knowledge of marketing principles although I had some previous work experience in sales, so it is fair to say that the teaching and the mentoring support I received really helped me achieve this great result and learn new skills along the way.”

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For more information or to apply: T: +44 (0)23 9284 4888 E: mba.admissions@ port.ac.uk W: www.port.ac.uk/mba

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business matters 7 L-R Ricardo Mwe-Di-Mailila, Natalie Evans, Chloe Meineck and William Sudan

Young Start-Up Finalist Awards Creative for City College Entrepreneurs marketing agency wins national award

The showcase final of Young Start-Up Talent - a competition aimed at 16-25 year olds who have that special spark to start up in business, was held at Brighton Racecourse. Amongst the finalists competing for a £50,000 prize fund were current City College Brighton and Hove student Ricardo Mwe-DiMailila for his business ‘Treble & Base’ (an online musical platform for start-up artists) and former student William Sudan for his business ‘White Eyebrow’ (a healthy antioxidant-packed tea in a bottle). Ricardo and William were pipped to the top prize by Natalie Evans and her 42Juice organic juice business, but for being one of the four finalists, they have received runners-up awards and business mentoring and coaching to develop their businesses. The finalists had all previously presented to a Dragon’s Den panel of judges which included Karim Mohamed – Partner at Mayo Wynne Baxter Solicitors, Dan Simpson – Partner of Hartley Fowler Accountants, Chris Baker – Director of Economic and Social Engagement at University of Brighton, Andrew Hookway – MD of Extech, Lorraine Nugent - MD of Media Word Waves, Ben James – Senior reporter at The Argus and Mike Holland – Entrepreneur and property developer. The whole process was filmed at City College and shown at the showcase event

to an audience of 200 including guests from the business community, heads of education, previous contestants of the initiative and recent finalists. Guest speakers included Davina Wells - Executive Director of Brighton Racecourse, Mike Weatherley – MP for Hove, Mike Holland – entrepreneur and owner of the World of Engineering, Henry Rogers aged just 16 of Hot Iron and Sam French of Sam’s Kitchen – previous winners of the project. The event was filmed by Latest TV for a series that will be shown later this year in December and January on Channel 8. Talking of City College’s contribution to the Young Start-Up initiative, Lorraine Nugent said: "It’s been a pleasure to work with the Enterprise team at the College throughout the project over the last six months. I have been impressed with both Ricardo and William and pleased with how they have taken on board the advice given by our panel of experts and look forward to seeing them developing their businesses in the future. I would like to say a special thank you to both Itziar Leighton and Tina Porter from the Enterprise Department who have worked closely and helped to support both Ricardo and William and some of the other young entrepreneurs during the process.”  For further information on the initiative please visit

Oliver & Graimes, a creative marketing agency based in Hove have won Silver for the ‘Best Direct Marketing’ at the National Travel Marketing Awards. The TMA’s recognise marketing excellence across the national travel sector, and took place this year in Grosvenor House, London. Entering their 35th year, O&G won the award with their entry of the Kuoni Explore Customer Magazine. The magazine is a vehicle to deliver holiday inspiration and destination insider knowledge direct to customers. The award marks a strong commitment to the standard of work that the agency produces and to the 25 year working relationship with Kuoni. Director Gareth Graimes said of the award: “‘This award is a testament to the hard work from both Kuoni and O&G. The magazine is one of Kuoni's best revenue generators and we're looking forward to evolving it and winning Gold next year.’’

http://www.youngstart-uptalent.co.uk/.

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8 successful sussex

Nick Handley Executive Chairman at Sussex Enterprise

Transports Of Delight

Electronic Temperature Instruments Ltd honoured again Sussex company Electronic Temperature Instruments Ltd has announced that for the second time in three years that Her Majesty the Queen has approved a Queen’s Award for Enterprise. The award is within the category of International Trade and is for manufacturing and supplying electronic thermometers to worldwide markets. ETI received the award previously in 2012. The Queen’s Awards for Enterprise have been operating in various forms since 1966, developing over the years into the current format comprising of three annual awards for companies and one for individuals. Each year Her Majesty the Queen makes the Awards on the advice of the Prime Minister, who is assisted by an Advisory Committee that includes representatives of Government, industry and commerce, and the trade unions. This award represents a significant achievement for Electronic Temperature Instruments Ltd and the company is delighted to receive such a prestigious accolade. On receiving the award, Peter Webb, Managing Director of Electronic Temperature Instruments Ltd commented: “Receiving a Queen’s Award for Enterprise for a second time is a fantastic achievement for the company. The

award recognises the achievements and hard work undertaken by all of our employees. By keeping our manufacturing and Research & Development in the UK we have been able to support our local economy whilst successfully growing the business.” EVENTS Electronic Temperature Instruments Ltd has been trading since 1983 and is the UK’s leader in the manufacture and design of Electronic Thermometers and Temperature Probes. Over the past few years ETI’s worldwide export sales have increased by LEARNING & DEVELOPMENT over 90%, with their main export markets being North America, Middle East, Africa and Asia.

uccessful

uccessful

uccessful

SUSSEX

As you will by now have spotted, this issue features some of the leading transport hubs in Sussex. Gatwick Airport and Newhaven and Shoreham ports are a key focus for us because international trade is a key focus for Sussex Enterprise. We not only train businesses in export procedures but we also provide export documentation for Sussex exporters (in 2013 we issued over 11,000 documents for exports to over a hundred overseas markets). This is why we are a supporter of a second runway at Gatwick. In conjunction with Surrey Chamber of Commerce, we recently ran an aviation debate at which the CEOs of Gatwick and Heathrow spoke for the first time on the same platform. We applaud the continuing focus on exports at Newhaven and Shoreham. The British Chambers of Commerce Quarterly Economic Survey for Q1 2014 shows that UK manufacturers reached the highest level of export sales since 1994. This suggests that some progress is being made towards the Chancellor’s target of increasing the value of UK exports to £1 trillion by 2020 with 100,000 new exporters. To help with this, the government have set up the Overseas Business Networks Initiative through the British Chambers of Commerce. So if you want an overseas market snapshot or need support in an overseas market, go to exportbritain.org.uk. Exporters can evaluate opportunities and make connections in overseas markets. Finally, if you are a member who exports you can enter the Achievement in International Business Category of the 2014 BCC Awards. Entries are needed by 27 June. Talk to the membership team or export docs team if you are interested. And Good Luck! Nick Handley Executive Chairman

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business matters 9

L to R Peter Mills, Brian Stevens, Bernard Mcdonagh and Norman Baker MP

Sussex Business Evaclite Wins National Award Two Sussex entrepreneurs are celebrating after the experience of struggling to find the exit in a hotel inspired them to invent an award winning emergency exit signage system. Brian Stevens and Bernard Mcdonagh were running a business that helped companies to ensure they were compliant with the Disability Discrimination Act when they found themselves unable to find the way out of a large, old hotel in Brighton. It struck them that if they could not find their way out under benign conditions they would have little chance in an emergency. They decided to investigate improved signage which would show the safest exit from a building in an emergency and created their new company – EvacLite. Brian said: “The standard passive emergency exit signs have been unchanged for years and they are usually placed high up above doors, smoke rises so the signs can be obscured if there is a fire. We saw an opportunity to use some of the latest lighting technology to develop something that could save lives.” The business partners came up with a different approach to the traditional oblong green box which involved the use of flashing LED arrows which direct people to the best exit. They react to a fire alarm system activation so they start to flash immediately

that the fire alarm is operated but will go out once the alarm is cleared down. They have also developed a more sophisticated version of the system in which the signs can show a green arrow in either direction or a flashing red cross which stops people from taking that route. Bernard said: “The systems can be effective in a variety of situations ranging from earthquakes to fires and terrorist attacks and we are in discussion with customers in the US, New Zealand and Japan.” The business is part of a consortium involved in an EU Funded project called “Getaway” which includes the University of Greenwich and six other companies along with Transport for London. Professor Ed Galea, Director of the university based Fire Safety Engineering Group submitted the signage project for the Guardian University Awards under the Research Impact category. The company has been supported in their development by Barclays and its business manager Peter Mills. MP for Lewes Norman Baker visited the entrepreneurs to hear about the business. He said: It’s really good to see a local company coming up with a niche innovation that has the potential not only to improve public safety and save lives but also to generate significant export earnings for the UK.”

Extech Launch Software Development Division Extech has announced the launch of a new in-house software development division. The team of software developers and engineers can create the simplest of websites through to the most complicated of software systems. Managing Director Andrew Hookway said: “We look after hundreds of businesses IT systems and over the years it has become quite apparent that many of them are frustrated or have outgrown their current IT software systems, but are often finding bespoke development too expensive and packaged applications not meeting their needs. “With this in mind we felt there was a perfect gap in the market to offer clients a fully integrated IT support and software development service, with a price model that makes bespoke applications a realistic and attractive option.” If you would like to discuss how Extech can help support your businesses IT and software requirements please email info@extech. co.uk or call 01444 443200.

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10 business matters

University launches new business network The University of Brighton has re-launched its business collaboration network Profitnet to drive innovation and growth amongst small and medium enterprises. Businesses in the Greater Brighton and Coast to Capital area will share experiences in problem solving and developing opportunities within their businesses. Profitnet brings owners and managers together in confidence once a month over a period of 14 months to discuss their challenges and to access resources and expertise from the University of Brighton including student placements, training opportunities and other services. Previous Profitnet members have seen their businesses expand as a direct result of the programme. Keith Pordum, Managing Director of one of the UK’s top food vending companies, said: “My four year involvement with Profitnet was critical to the success of Bon Appetit in becoming the leading hot food vending specialist. The contribution I received from Profitnet colleagues was something I greatly valued as a sounding board for the innovative ideas we were considering. I strongly recommend Profitnet for any business that wants to grow to the next level.” There will be Profitnet groups running across the Coast to Capital area including Newhaven and Brighton, and in the Gatwick Diamond area. Initial taster sessions will run in Newhaven for environmentally focussed companies on 8 May, and in the Manor Royal, Crawley for businesses in any sector on 5 June. For more information contact Roz Buchan on 01273 641037 or 07740 416214

profitnet@brighton.ac.uk www.brighton.ac.uk/business

Former City College Hairdresser Supports New Generation of Stylists Ex-City College Brighton and Hove hairdressing student and salon owner Jennifer Maag has shown her support and appreciation for the College by employing two apprentices and two senior stylists from the College at her salon, Glow, which has been celebrating ten successful years in George Street, Hove. In her own career, Jennifer benefitted from the encouragement and support of another ex-City College student Debbie Maskell, who employed Jennifer at Artisan Hair in Brighton’s lanes and now works alongside her in Glow. Jennifer said: “I loved my time at City College and appreciated that the teaching, resources, processes and facilities I experienced on the course equipped me with the professional standards I needed to start my own business. Keeping strong links with the College and supporting budding stylists is therefore really important to me. Aside from employing staff from the College, Glow’s

always actively involved in the College’s annual Hair Show and two of my team got winner and runner-up awards in this year’s show.” Rachel Turner, City College’s Hairdressing Team Leader, said: “We really appreciate Jennifer’s support for City College students and she provides an excellent role model when it comes to showing them what they can achieve if they put their minds to it,” . “The College prides itself in having excellent links with local businesses and the fact that many of these are run by ex-students just shows how our employer links are going from strength to strength every year.” For further information on hairdressing courses at City College, call 01273 667759, email info@ccb.ac.uk or see

http://www.ccb.ac.uk/ For City College media enquiries, please call Brian Bell, Marketing Communications Officer, on 01273 667788 Ext. 488 or email bb1@ccb.ac.uk website www.ccb.ac.uk

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advertorial 11

Windows XP SP3 and Office 2003 Support Ends April 8, 2014 WHY? Why is Microsoft ending support for Windows XP and Office 2003? Microsoft Windows XP was launched in December 2001 and Office 2003 in October 2003, both will no longer be supported after 8th April 2014. Microsoft has a policy of supporting these products for a minimum of 10 years hence the announcement has been made. It is therefore very important that any organisation using these versions start to make plans to upgrade their PC/Laptops with either Windows 7 or 8 and Office 2013.

WHAT? What does end of support mean to you and your business? After April 8, 2014, Microsoft will not release any new security updates, nonsecurity hotfixes or online technical content updates. Running Windows XP SP3 and Office 2003 in your business after April 2014 may expose your company to potential risks because there may be vulnerabilities in the operating system or the Office programs. This may lead to a higher risk of harmful viruses, spyware and other malicious software trying to steal

your personal information. CNC is able to identify all the PC/Laptops which have this version of the software and advise you on the best course of action. There may be vulnerabilities in the operating system or the office programs. This may lead to higher risk of harmful viruses, spyware and other malicious software trying to steal your personal information. CNC is able to identify all the PC/Laptops which have this version of the software and advise you on the best course of action. Please call us now on 0845 0700 585 for further details.

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

Gary and Graham—our directors

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

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12

focus

Moving towards Digital: Simple online marketing tips for your small business Your ‘bricks and mortar’ business is doing well, your footfall is high and profits steady. You know many of your clients personally and have done for years. These are all great things for any business but with more and more of your customer base asking ‘Are you online?’ here are 10 Simple online marketing tips for your small business:

1. Begin with your Brand identification: Take a step back and think about what sets you apart from other businesses. Bullet point 5 strong reasons people should choose to spend their money with you. Get your staff involved! Ask them the same question; they may come up with positive attributes that you hadn’t even considered. It’s important to be consistent, use your company logo and brand colours. The power of branding should never be underestimated!

2. Know your Customer base: Who are the people that shop with you online? Are they repeating customers buying lots of related products regularly or customers that

seem to be after one specific item? If they are buying just one item, how did they come to find you online and did they browse a few pages before the final purchase? Knowing the importance of the ‘user journey’ on your site can mean ensuring great customer retention and thus in turn increase sales. We all love sites that are smooth quick and easy to buy from. There is a huge increase in the use of mobile devices to browse and shop, ensuring your website works smoothly on these platforms is critical to success”

3. Know Your competitors: Search other online businesses that are similar to your own and note down what you like about their layout, usability and more importantly what you don’t like. It’s great to get ideas of how you want to appear to your customer base. Using Google Alerts, you can track trends and receive alerts to automatically keep you up to date with a competitor or industry news. You can receive emails informing

you whether your company or product has been mentioned across the internet. These articles are great content to use to easily promote your own range

4. Embracing Social Media It can be a daunting prospect to take the first steps to promoting your business through social media platforms. Facebook, Twitter, Pinterest and Instagram being the main contenders plus they’re free to sign up to! Let your in store customers know that you have a ‘likes’ page and encourage them to follow your business. This opens up lots of new opportunities to offer exclusive discounts or promotional competitions! Don’t just stop at static images either show a new product in action! Get into video apps like Vine, which take a 6 second recording that you can then share over your different platforms.

5. Create Conversations If you already have your social channels in place it’s advisable to keep it friendly and informative. Use visual content with short tag lines instead of a huge word heavy paragraph that no one will engage with. Again, you can look to what your competitors are posting, ask yourself – would I share this? If not, why not? Try to include a ‘call to action’ within your posts, for example ‘The new range is available now. It looks impressive, what do you all think? Click here to find out…’ and add a link to your website. Take advantage of social tools such as Hootsuite to schedule your posts, maximise reach by setting up tweets

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focus 13

or posts to go live at peak times, for example people travelling back from work may be logging on between 7 – 9pm so you may choose to outreach at this time and capitalize on user behaviour.

6. The Review is King Encourage your customers to leave feedback either on your site or through Google review. It not only will keep you and you company on your toes but potential clients and customers love to read external referrals. Often it can make or break a customer’s decision to shop with you. Another tip is to reply to both the good and the bad reviews, thank your customers personally, if you do get a bad review, the best solution ,in general, is to take it offline as soon as possible without the whole of the world wide web witnessing fraught back and forth disagreements.

7. Get Blogging Creating a blog is an inexpensive and easy way to increase inbound traffic to your business and attract prospective customers. Why not tell the world about what’s going on within the four walls of your business? It provides you with a great opportunity to report on industry changes and news, which in turn should give your brand a voice and establishes that voice as an industry leader. Including

natural and genuine brand key words within your content can also have a positive effect on your SEO.

8. Know your basic SEO Optimising your site to rank well in search engines should increase the chances of you receiving higher levels of traffic and audience exposure. Without being too overly complicated, here is an important point to consider when looking at your own ‘on-page’ elements: ensure you have optimised your ‘Page Titles.’ A Page Title is the main title of your page that appears on the Search Engine Results Page (SERP.) Within Google SERPs, it appears as the blue heading of each result and it is also visible in the tabs of your browser. Length is important with title tags as you want to include as many descriptive words as possible, without truncating the title. For Google using 55 characters is advised. It’s recommended to place keywords closer to the start of the title and if you have the free space, your brand name at the end. For example, ‘Second Hand Cars & Cheap Tyres | Sussex Automobiles’.

9. Consider PPC and paid advertising Just like you would buy an advert in your local directory you can also

buy advert space online from search engines and other online platforms. Search engines such as Google it allows you to bid for ad placement within their sponsored links which appear at the top of the page and will be the first thing you see when someone searches a keyword that is related to the business you’re offering. Each time a visitor clicks through to your website there will be a small fee paid to the search engine (usually in the region of 0.30p per click) therefor it is ‘Pay Per Click’ and essentially you are paying for traffic to your website rather than the visits being organic. You can use platforms like the AdWord platform to create these ads that will appear in Google’s search engines.

10. Networking Attend conferences, talks and meet ups. Sign up to industry newsletters and if you feel there isn’t anything out there that suits your needs as a business; why not organise your own event and engage others? Get out there into the community. Offer yourself up to colleges and schools, help other to get onto the career ladder by offering your expertise. Support local charities and projects, the rewards are huge and you will receive genuine publicity out of it.

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Design • Branding • Marketing • Web Unit 6b, Floor B, Milburn House, Dean Street, Newcastle upon Tyne NE1 1LE Tel: Nick on 0845 8842337 or Iain on 0845 8842334 BE 20.indd 14

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the expert 15

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

“What is Fire Risk Assessment and what does it mean to me?”

answer Accord Fire & Security

This is essentially the foundation stone guiding you in your business about all aspects of your fire safety. It is a document which should tell anyone with an interest, including you, what the risks from fire are, what has been done to combat these, and what may still need to be done to remove, or reduce any risk. The legislation driving this area of fire safety is the Regulatory Reform (Fire Safety) Order: 2005 which sets out your legal responsibility in respect of fire safety in your business. Additionally, it sets out key terms and what actions can be taken against businesses failing to comply with it. The two main key terms that seem to be used most are “responsible person” and “suitable and sufficient”. The first of these, “responsible person” is generally an owner or manager of the business who has the responsibility as part of their job role for looking after fire safety. It should be noted that this is a legally defined responsibility and can have consequences in law. The Responsible Person is the one to whom all fire safety matters will be addressed, and who is responsible for ensuring compliance in all aspects, from completion of the risk assessment, through staff safety training, and maintenance of equipment. Then comes “suitable and sufficient”. In context, your fire risk assessment must be suitable and sufficient for the purpose. Quite what the level at which a risk assessment reaches this level is really the difference between a professionally completed assessment, and attempting to get by with one of the very many template type DIY assessments online. Although all business in the UK are required to complete a Fire Risk Assessment, most businesses with fewer than five staff need not have a written

ACCORD FIRE & SECURITY shop fronts vehicle graphics external & internal signs design - manufacture - install

SIGNS

www.freshsigns.co.uk

Fire Risk Assessment in place, though we would always recommend you do, as the burden of proof can be relieved very easily in this way should the need arise, bearing in mind that whatever you do to complete it must be suitable and sufficient. A professional Risk Assessor will always work to some level of standard, such as PAS 79, which sets out a framework of areas to be assessed, and offers a consistent approach to the way in which the assessment is done and written. Enforcement of the legislation is becoming much more stringent, and punishments for failure to comply range from hefty fines up to imprisonment in more serious cases. Failure to comply with the legislation may also result in damage to your business or closure of it until your fire safety complies if the Fire Officer inspects and feels it is unsafe for trading to continue. Accord Fire & Security Services Ltd are professional Fire Risk Assessors, members of the UK Fire Association, and work according to PAS 79. We can help with any aspect of fire safety, and would welcome your call on 0845 474 5839, or contact via our website at www.accordfire.co.uk

01444 870580

sales@freshsigns.co.uk june/july 2014 business edge

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16 business matters

StartUp Sussex Winners Named StartUp Sussex, the annual enterprise competition run by the University of Sussex, reached its climax with the announcement of the three winning teams who will receive grants to help develop their businesses. The winners were revealed at an award ceremony held in the University’s Attenborough Centre Creativity Zone and attended by members of the local business community, academic dignitaries and fellow students. The teams presented their business plans in a pitch to the StartUp Sussex judges, a ‘Dragons’ Den’-style panel consisting of investors, entrepreneurs and representatives from the University. The panel were extremely impressed with the high standard of the pitches, and after much deliberation elected to award a joint first prize to two of the candidates, who will each receive a development grant of £7,500 for their business: Roxanna Bayram, an MSc Social Psychology graduate, won joint first prize for her idea, iStop Smoking, a mobile app to help users quit smoking. She intends to use

the money for app development, testing and marketing the product. Shahid Mahmood, a 2nd year MEng Electrical & Electronic Engineering student, and Donghao Liao, a 3rd year Business and Human Resource Management undergraduate, won joint first prize for their business, German Motor Specialist, an online luxury car showroom for international students. They plan to use the money for marketing, advertising and web development. In third place, Sam Parlett, a 3rd year Human Sciences undergraduate, received a £2,500 grant to develop Authorise, a website collating lessons and courses from different teachers. He hopes to use the money to hire web development support. In recognition of their hard work, and the commitment they have shown to the StartUp Sussex programme, the three

remaining finalists will continue to be supported by the Sussex Innovation Centre as they look to secure funding to set up their businesses. They are: n Naomi Dixon (2nd year BA Anthropology & International Development) and Myrto Lalacos (3rd year BSc Psychology): The Network, a web recruitment platform helping local graduate employers to connect with students. n Jolanta Rusecka (MSc IT with Business & Management) and her business partner Kirk Lee: ICME, a software product for goal setting and personal development among employees. n Diana Jakovele (3rd year BSc Economics & Management) and Julia Spiridinova (4th year BSc Business): MarketBrilliance, an innovation portal allowing companies to crowdsource product ideas.

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world view 17

fine print

Business Zero To Superhero Author: Graham Jules (New Art Originals) This really is a business book with a difference because it uses a comic story running alongside the text to illustrate many of the points. Packed with handy hints, the book allows author Graham Jules to impart his considerable business experience to the reader in a fresh and entertaining way. The book shows you how to start up and grow your business with no money and subjects covered include handling credit ratings, getting the marketing right, tracking down investors and managing websites. Thee illustrations give it a contemporary feel that sets it apart from other business books. You can find out more at http://www. businesszerotosuperhero.co.uk/

New Chief Executive is Named Dominic Jermey is the new Chief Executive of UK Trade & Investment (UKTI). Latterly British Ambassador to the UAE, he was previously Managing Director of UKTI’s Sectors Group for three years, helping 11,000 of the UK’s most innovative companies to do business around the world, and was acting Chief Executive for UKTI in 2009. He began his career in Corporate Finance with British investment bank J Henry Schroder Wagg, working in both London and Madrid, and joined the Foreign and Commonwealth Office in 1993. He will begin the role in June. Business Secretary Vince Cable said: “UKTI is playing an important role in building a sustainable economic recovery that has lasting foundations in exports and investment. “The new Chief Executive has a major responsibility to deliver on our commitment to grow the number of British businesses exporting and to promote the UK as a top investment destination around the world. “I would also like to thank Crispin Simon for undertaking the role of acting Chief Executive over the last five months and for the achievements of the department during his tenure.” Foreign Secretary William Hague said: “The Foreign Office network now plays a bigger role than ever in bringing overseas investment into the UK and creating opportunities for British businesses to expand into overseas markets.

“Dominic Jermey will bring the skills and experience necessary to ensure the work UKTI carries out with our embassies abroad continues to create economic growth and jobs at home.” Dominic Jermey said: “I am delighted to be the new chief executive of UKTI. Many UK businesses have told me what a massive contribution UKTI has made to their success around the world. “I have also seen how overseas investors have been attracted to the UK because of direct engagement by UKTI. Drawing on the expertise and resources of BIS and the FCO, the organisation is well placed to lead delivery of our trade target of £1 trillion by 2020. “I see many opportunities, and some challenges, ahead. Building on all that my predecessors have achieved, I look forward to working with partners in business and across government to support British business success around the world.” Lord Livingston, Trade Minister, said: “Dominic has played a key role in assisting British firms to achieve billions of pounds of orders in the UAE. With a mix of experience in business and in the Foreign Office, his background will be an excellent asset in taking UKTI to the next stage and helping the UK’s export efforts.”

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finance 19

Adapting to the challenges of a changing financial sector

Robert Clare

Regional Director Surrey, Sussex & SW London Commercial Bank

The financial sector is changing rapidly so Business Edge asked Robert Clare, Regional Director Surrey, Sussex & SW London Commercial Bank, for an assessment of his role and the health of the sector. Robert joined NatWest in 1980 and started at the Haywards Heath branch, printing cheque book, putting statements into envelopes. He completed professional banking qualifications ACIB in 1986 and continues to learn and develop nearly 30 years on, having successfully completed Diploma in Financial Services Leadership this year. He says: “Change is an ever present and it is important to keep professional knowledge up to date and remain open minded to learn new things.” He changed roles every two years or so and for a period leading up to the RBS acquisition of NatWest worked with the Executive Board as senior strategist for the SME market. He moved back into Sussex in 2003 and has led the Commercial Banking team for

the past 10 years. He has two decades of experience serving SMEs across Sussex and beyond.

Q You work in a sector that has undergone much change - where do you think it will be in five years’ time?

Q What skills do you bring to the job?

My team and I are working hard to restore any lost trust following the banking crisis and we want NatWest to be known for serving our customers well and adding value to the Sussex business community. We want to help more local SMEs grow as the local economy continues to recover, support more investment and help create more jobs. For any business to prosper in the long term I believe it has to have a reason to exist, a purpose beyond profit. It has to mean something for the people who work in it and the customers it serves. The reason for my part of NatWest to exist is to serve SMEs across Sussex, help them achieve their ambitions and support the wider community. If we do that really well we have a reason to be here, we have a reason to come to work and we will have a successful business. My aim, therefore, is to continue to move beyond but not forget the lessons learned from the financial crisis and its impacts.

I believe strongly that to be an effective leader it is essential to be authentic, honest and to communicate well, all the time. To be successful in business it is also crucial to have a strong sense of purpose, unrelenting customer focus, resilience and at times the courage to take a calculated risk. A sense of humour helps, too! Another key skill is knowing when to seek help and advice. Being the boss can sometimes be a lonely place, with an expectation that you will always have the answer and make wise decisions. The reality is of course very different and no single person has all the answers or can do it alone. Whether in business or in our private lives we all need someone to confide in at times. I’ve always considered the courage to ask for help as a strength and something I encourage at all levels in my business.

Q What is your view of the major challenges facing your business? The banking industry has changed and needs to continue to change, but for my business across Sussex my only aim is to serve SMEs well, to help them grow, manage risk and be more efficient. The economy is recovering and along with that business confidence is returning. Taken together, these positive signs should help my team to find and support more investment opportunities by providing appropriate debt funding. Lending to support the growth of SMEs is my key priority and biggest challenge For example, over the past six months we have written to 723 of our SME customers across Sussex setting out our appetite to lend them £251m.

Q What has allowed your company to survive and thrive in tough economic times? Quite simply a great team of people and fantastic, loyal customers.

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20 eco-tech

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Is your business ready to add electric vehicles to the fleet? Check out the latest models at this year’s Eco Technology Show The respected clean technology market analysts Navigant Research has predicted that global sales of plug-in electric vehicles will grow by 86% in 2014, bringing the total of plug-in electric vehicle stock on the world’s roads to more than 700,000 by the end of 2014. Although Britain lags behind the leaders, Japan and the USA, our EV market is growing. During 2013, a total of 3,584 plug-in electric cars were registered in the UK and research conducted by the retailer IKEA revealed that one in six of us would be encouraged to switch to an electric car if more charging points were available across

the UK. The market is poised for takeoff and, as the network of charging points and options grows, the electric vehicles are becoming part of any business’ green agenda. It is no surprise, therefore, that the electric vehicle section of the third Eco Technology Show in Brighton this June features many of the latest vehicles. Fleetdrive Electric, the UK’s leading specialist provider of low emission business vehicles, will be explaining the logistics of going electric and Chandlers BMW will be showing the latest ultra-efficient hybrid vehicles, including the i3 and, new for 2014, the i8 which will be see for the first time at the Show. Cenex, the UK’s Centre of Excellence for Low Carbon and Fuel Cell Technology, will

A p fi a

display one of their branded SMART Cars and visitors will see how eco-transport is now a practical choice for smaller businesses and private users. Show visitors will also be able to test drive a range of low emission cars and electric bikes along Brighton’s seafront. The Eco Technology Show will be open from 9.30am-5pm on Thursday 26 June and 9.30am-4.30pm on Friday 27 June. Registration is free. Further information can be found on the website www.ecotechnologyshow.co.uk.

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CHANGE MATTERS…

upstarts 21

Organisational change is part of business life; however, when research suggests that up to 70% of change efforts fail, how do you survive and thrive following such events? Dean Cooper from the Centre of Coaching Excellence reflects upon the subject in light of a recent leadership learning event held at their head office in Horsham. When considering matters of successful change, it could be argued this starts with the chosen leadership team; here, the change leader’s skills need to include the ability to engage, influence and inspire others. To this end, the Centre of Coaching Excellence (CCE) recently welcomed a number of organisations from across the region to an event at its premises in Horsham; to consider how to lead change and support organisational resilience. Attendees soon identified that whilst they were all seeking a similar outcome for change, they had also all faced similar difficulties in bringing this about; emergent themes for change failure included: • Lack of people engagement; • Absence of the right attitude; • Unclear goals, timescales or outcomes; and • A reluctance to, or fear of, change. As the success of change is reliant upon people making it happen, attention was firstly given to changing ‘mindsets’; this aligns the emotional response to change to

the logical reasoning for doing so – and this resonated with attendees. This is supported by thinking about how it will feel to make the change and how it will feel when the change is made - and perhaps how it might subsequently feel to change back; if leaders were to achieve the right mindset for themselves, this could support the process of communication and the acceptance of change by others. The existence of an emotional response to change was considered further and good practice for leaders was subsequently identified. This included getting the outcomes for change clear in your own mind; how different roles may require the same outcome; and the need to see things from others’ point of view. If the essence of resilience is ‘the ability to bounce back from adversity’, a leader should also consider why and when this ability may be needed – and this has relevance to change within the organisation. Attendees explored the impact of disorientation (including anger towards the organisation) and how such behaviour can impede progress for - or the outcomes of, change.

The CCE introduced the relevance of neuroscience to attendees and reflected upon the importance of a person’s position and the expectation of them; their potential input and sense of belonging; and the need to be treated fairly. Research within Neuroscience suggests that when such matters are present, individuals are capable of ‘making things happen’. In summary, resilient organisations plan; they support people through change; have to support their leaders; and they build capability to be resilient. With ‘change’ now a part of organisational life, the importance of the part strong change leadership and organisational resilience play cannot therefore be underestimated – as an insight to this can only help to address the reasons change may fail. The Centre of Coaching Excellence partners clients to achieve individual and organisational performance improvement and bring about behavioural change; at the heart of this is the need to deliver the right learning solution for an identified need that might exist across three levels; individual, team or organisation.

Forthcoming Free Events

Not to Be Missed 11th June 9.30am – 1.00pm Talent Spotter & The Corporate Coach

16th July 9.30am – 1.00pm Authentic Leadership & Transformational Leadership

T: 07884 002456 E: dean.cooper@cocex.org june/july 2014 business edge

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22 training and skills

Never Underestimate The Value Of Your Website I think it is fair to say that some companies still under estimate the value of their Website, treating it as just another task to tick off the list. Whilst the company Website may not be actually taking orders it is almost certainly encouraging them. The use of free Website statistics like Google Analytics is helping us all to understand how our Websites are actually being used; which pages are the most popular, how often news or blog posts are read, as well as providing stats on e-mailings with links back to the Website, social media page viewings and online surveys. Creating a good impression is vital and Websites that take care over content and how it is displayed will always do better than those that appear cluttered and out of date. Users are very Web savvy and on the hunt for sites that offer them more.

Having useful information about the business and its services is obvious but Websites that also offer a personalised visitor experience are more appealing. The big players like Amazon have done it for a while with wish lists and personalised logins but smaller companies now have the chance to offer their own personalisation to draw-in and hold onto their audience. Well managed Websites give customers and others reasons to “use” them and not just “visit” occasionally. Publishing useful information, downloads and personalised features using customer logins, blogs, video and mobile phone optimised sites turns

a plain company Website into a valuable source of knowledge and expertise. Never underestimate the value of your Website. With some planning and imagination it will help your business to engage and interact with a wider audience and promote it as an expert in its industry to customers who, through the ever increasing use of social media, will help spread your good name and expertise even further.

Contact: Alastair Murray, The Bureau Tel: 01342 301325 Email: alastair@the-bureau.co.uk

Want to take on an Apprentice? Let Avanta help you every step of the way. There has never been a better time to take on an Apprentice with grants and support available throughout the region. Avanta can help you recruit and train an Apprentice with a fantastic no-cost service. This includes: l

Working with you to create a Job Description

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We can currently deliver Apprenticeships in: Team leading, Business and Administration, Advanced Management, Customer Services, Retail, Manufacturing Operations, Call Centre, Warehousing & Storage, Hospitality Supervision and Food & Beverage Service. What is the benefit of having an Apprentice? Better motivated and more loyal employees - research has shown that an employee on an apprenticeship is more motivated and enthusiastic at work and tends to stay on average two or three years after their course completes

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Better trained employees who tend to be more confident and assertive More appropriately trained employees - your employee’s job description forms the basis of their apprenticeship so an apprenticeship can be a means of up-skilling in areas like communication, teamwork and self-development.

If you are interested in taking on an Apprentice or training your existing staff call: East and West Sussex Emma Dudley

078144487996 emma.dudley@avanta.uk.com

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training and skills 23

How to get the best learning solution for you and your business Choosing the perfect learning solution is not just a case of picking a course from a list. Training requirements are as unique as individuals. Learning should always be treated as a bespoke, “from– scratch” training requirement. Every organisation, department, team and individual works and learns differently, so an “off-the-shelf” training course may not result in the best possible outcome. You may know that you or your team need some Excel training, or need to deliver great presentations - but past experiences, culture and the end objectives will vary. Group training can be extremely effective, but you should work with your training provider to determine whether other options such as coaching or one to one training might be better for you.

Glide Training’s Tips: n Understand the current situation and identify any issues n Ask yourself and others: what outcome do we need? n Based on this desired outcome, what are our objectives? n How do I/we/they like to learn? n Are there any barriers to this learning? n What is the budget? n What is the organisation’s training strategy? n Don’t worry too much about small details. An effective trainer responds to needs that emerge during the training and adapts to the participants’ learning styles.

Expect your training provider to ask you these questions too, as this will form the basis for the learning solution they recommend for you. Glide Training provide I.T (Microsoft, Adobe, In-House systems), Personal Development, Management and Leadership training to suit you and your business. www.

glidetraining.com To discuss your training, call

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Business Edge Business Ad Jan Edge 2014.indd Ad Jan 2014.indd 1 1

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26 cover feature

Consultation takes place on plan for Shoreham Harbour area Local residents, businesses and other community organisations in Adur and Brighton & Hove were recently invited to give their views on a new Joint Area Action Plan (JAAP) for Shoreham Harbour. The JAAP is being produced to identify a set of realistic, deliverable, locally supported and sustainable proposals for Shoreham Harbour. Once adopted, it will sit alongside the Adur Local Plan and Brighton & Hove City Plan. The draft plan sets out proposals for the area’s regeneration over the next 15 years which includes

1,450 homes, new employment space and upgraded flood defences. It also provides for improvements to transport infrastructure, public spaces, community and leisure facilities and conservation of important environmental and historic features. The plan also recognises the importance of Shoreham Port as a major employer in the area and the role it will play in the local economy. Shoreham Port is the largest commercial port between Southampton and Dover and the closest Channel port to London. It employs approximately 1,700 people and a further 1,000 work in the remaining area. The area covered by the plan stretches from the new Adur Ferry Bridge in Shoreham to Hove Lagoon. The plan has been drawn up by the Shoreham Harbour Regeneration Partnership which consists of Adur District Council, Brighton & Hove City Council and West Sussex County Council, working closely with Shoreham Port Authority.

SHOREHAM PORT IS THE LARGEST COMMERCIAL PORT BETWEEN SOUTHAMPTON AND DOVER AND THE CLOSEST CHANNEL PORT TO LONDON. IT EMPLOYS APPROXIMATELY 1,700 PEOPLE AND A FURTHER 1,000 WORK IN THE REMAINING AREA.

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cover feature 27

The many responses that have been received during the consultation will help the local authorities identify areas for further work and refine the document through to a final version. The final plan will be submitted to the

Government for public examination next year. Councillor Jason Kitcat, leader of Brighton & Hove City Council, said: “Shoreham Port is unique to our area and plays an important part in the local economy. We are working together to realise its potential for the benefit of residents and businesses. The Plan encourages high quality, sustainable development that will make best use of resources to provide homes and jobs.” Councillor Pat Beresford, Adur District Council’s Cabinet Member for Regeneration, said: “This Draft Plan represents the future direction for the areas of traditional port land no longer required for Shoreham Harbour activities. It is a marvellous opportunity for the residents of Adur to shape the future use of this land to provide both new homes and new jobs. The council members have gone through the Draft Plan and we’d like to thank residents for giving us their views and taking part in the consultation.”

Councillor Pieter Montyn, West Sussex County Council’s Cabinet Member for Highways and Transport, said: “It is vital we hear from members of the public, including businesses, about their views on this draft plan. Shoreham Port plays an important part in supporting and boosting the West Sussex economy and these views will help us to get this right.” For more information about the regeneration project and to view the Draft Shoreham Harbour Joint Area Action Plan visit: http://

www.adur-worthing.gov.uk/ shoreham-harbour-regeneration/ consultation/

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28 gatwick

Only Gatwick can deliver a new runway and a market that works for all passengers London Gatwick has submitted to the Airports Commission a 3,200 page, report that shows why expansion at Gatwick is the obvious solution to meeting the UK’s connectivity needs for the next generation. A second runway at Gatwick will enable more people to fly to more destinations, earlier. It can be delivered more cost effectively, with a higher degree of certainty and much less planning, construction and financial risk. Expansion at Gatwick will increase competition to destinations around the world from London’s airports which will deliver extra capacity at a lower cost and lower fares for all passengers. The economic benefit to the UK of this enhanced competition will be £40 billion more than Heathrow’s third runway. Furthermore, in contrast to the Heathrow case, this can be delivered at no additional cost or risk to the taxpayer, says the Airport. Stewart Wingate, CEO of London Gatwick, said: “As we reach this critical point in the aviation debate it is clear that the Airports Commission has a very real choice to make:

expand Gatwick and create genuine competition in the market with lower fares for everyone, or move back to a London airport market dominated by a single player and saddle the next generation with higher air fares. “Why would you choose to fly a quarter of a million more planes every year over one of the world’s most densely populated cities when instead you can fly them mostly over fields? “Why tunnel part of the busiest motorway in Europe – the M25 causing serious traffic disruption, when you can build on land already set aside for expansion? The choice is an obvious one. Expand the best and only deliverable option – Gatwick – and create a market that serves everyone.” London Gatwick says its case for expansion builds on the strengths of the existing network of airports, which already serves London and the UK. It is the best solution on the grounds that.

Expanding Gatwick creates the market that works for all passengers A two-runway Gatwick in competition with a two-runway Heathrow will encourage greater competition between airlines and airports, spur innovation, drive greater cost efficiencies and result in lower fares for passengers. Considering the effect of competition alone, we calculate that the UK economy would be better off by up to £30 billion over 60 years. The alternative is returning to a market with one dominant player where passengers will end up paying more for less choice and less convenience.

Expanding Gatwick will deliver greater economic benefits for the whole of the UK Expansion at Gatwick will give the UK the greatest economic boost, more quickly, and more flights to more destinations from London. It will deliver an overall economic benefit to the UK of around £40 billion more than expansion at Heathrow and at no additional cost or risk to the taxpayer. Expansion at Gatwick would attract new businesses creating an additional 120,000 jobs across London and the South East.

Only expansion at Gatwick will address the demands of the future and help maintain Britain’s leading position in the global race Aviation is changing fast. It is important that any decision about where future runway capacity should go is one which best enables the UK

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gatwick 29

Factfile

aviation sector to adapt to market trends of the future rather than the patterns of the past. The Gatwick proposal is best placed to align with key future trends – including continued market share gains by Low Cost Carriers, the spread of new technology hub-busting aircraft such as the Boeing 787 and Airbus A350, and the rapid rise of new hubs in the Middle East and Far East. It is most likely that such trends will continue to reduce the relative importance of traditional transfer traffic through London, and will confirm that seeking to install a single dominant hub is not the best solution for the UK’s future needs. Only Gatwick can cater for all airline models – full service, low-cost and charter – with affordable charges and facilities that enable fast and efficient aircraft turnaround times. The best choice is to build at Gatwick and develop a future proof solution that can support growth of all airline models. The alternative is to build at Heathrow which excludes the low-cost business model which has transformed the market over the past decade and continues to be the main driver of innovation.

Only Gatwick is the deliverable option Gatwick says that what the UK needs above all is certainty that additional runway capacity will at last be delivered.

With Gatwick now firmly at the centre of this debate there is greater certainty that a new runway could be built. Gatwick’s second runway is a straightforward construction project, building a new runway on land already set aside for runway expansion. Unlike Heathrow, it doesn’t involve putting the busiest stretch of the busiest motorway in Europe into a tunnel, which would cost the UK in excess of £1bn in disruption. The lower construction risk means a second runway at Gatwick could be built for £7.8 billion – considerably less than the cost of a new runway at Heathrow. This would result in airport charges (£12-15 per passenger at today’s prices) that would be around a third of the price of Heathrow’s and an operational second runway by 2025. Many fewer homes will be under the flight path than at Heathrow but to support those most affected, Gatwick has introduced Europe’s most progressive noise and insulation scheme. If a second runway is built, Gatwick will also compensate those most affected with an offer of £1,000 per annum towards their Council Tax. The many planning, environmental, surface access and political difficulties associated with Heathrow means there is considerable doubt whether another runway would ever get built – giving the Gatwick option much greater certainty.

n Expansion at Gatwick will enable more people to fly to more destinations – 10 million more passengers each year will be able to travel with a second runway at Gatwick than with a third runway at Heathrow n Expansion at Gatwick will generate more competition, keeping fares low, and delivering £40 billion more in economic benefits to the UK than expansion at Heathrow n A new runway at Gatwick can be delivered around five years earlier than a third runway at Heathrow at no additional cost or risk to the taxpayer n Expansion at Gatwick will deliver over 120,000 jobs in London and the South East, rebalancing the economy away from an overheated M4 corridor n Gatwick’s location South of London means far fewer people will be affected by noise - a second runway at Gatwick would impact only 14,000 people compared to the 240,000 people impacted by noise from Heathrow today

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We develop thoughtful buildings and services that improve the physical environment for living, travelling and working. At Gatwick we’re working on the South Terminal upgrade, helping to improve the experience for passengers.

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skanska.co.uk

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Airfreight l Oceanfreight l European Roadfreight l Customs Brokerage l Documentation Specialist l Warehousing l Distribution l

Worldwide solutions, from the heart of Sussex

Independently owned for 40 years

Telephone: 01293 437770

www.glennfreight.co.uk

Unit 29, Gatwick International Distribution Centre, Cobham Way, Crawley, RH10 9RX BE 20.indd 31

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32 exporting

Have you thought about exporting? by Mark Baulch, Overseas Business Network initiative Regional Co-ordinator South East Economic research consistently shows companies that export to any country, in any financial climate, perform better than those that do not.

minute view on current and future international business opportunities and trends from a global economy expert. Meet with all the key players in the export support network in the Sussex area including UKTI, Export Finance, Coast to Capital LEP and Enterprise Europe Network. If you would like to book onto this event, please visit www.exportingsussex.

On average, businesses earn £100k in additional sales within 18 months after working with support partners in order to commence exporting. The latest quarterly export figures released by HMRC for OctoberDecember 2013 revealed that the South East has topped regional values for exports in the UK reaching £41.9bn during 2013. The US was identified as the most lucrative market for the region in terms of exports, followed by Germany and the Netherlands which has now become the South East’s third largest export partner. There have also been some huge increases in exports from the South East to some of the emerging Brazil, Russia, India and China (BRIC) economies. In order to highlight the power of exporting, the week of 7th-11th April 2014 has been designated as Export Week. During this week, both local Chambers of Commerce and the government’s export support department, UK Trade and Investment (UKTI), will be staging events across the region to promote exporting. In Sussex, in partnership with Coast to Capital LEP, UKTI is running a half-day seminar to help companies maximise their success in overseas markets. Get an up to the

eventbrite.co.uk Current and potential exporters are also being offered a route to a new and powerful global business network, through an international trade expert that has been appointed to help South East exporters reach high growth markets. Mark Baulch will work with Sussex Enterprise to connect firms from across the South East with an accredited network of overseas business centres and support services. The network spans 41 countries across the world and is being developed by British Chambers of Commerce, UKTI and the Foreign and Commonwealth Office. The Overseas Business Networks initiative is an innovative partnership between the UK government and the private sector. The £8 million was launched by the Prime Minister and Lord Green in November 2012 with networks in 20 pilot markets and extended in 2013 to 41 markets. They are Algeria, Angola, Brazil, Cambodia, Chile, China, Colombia, Czech Republic, Ghana, Hong Kong, Hungary, India, Indonesia, Japan, Kazakhstan, Kenya, Kuwait, Malaysia, Mexico, Morocco, Mozambique, Myanmar (Burma), Nigeria, Pakistan, Philippines, Poland, Qatar, Romania, Russia, Saudi Arabia, Singapore,

Slovakia, Slovenia, South Africa, South Korea, Taiwan, Tanzania, Thailand, Turkey, UAE, and Vietnam. In 2011 the Prime Minister outlined the National Challenge of 100,000 more companies exporting by 2020, and in 2012 the Chancellor announced a target to double exports to £1 trillion by 2020. For more information on the Overseas Business Networks initiative, visit http://exportbritain.

org.uk/ or email mark.baulch@ hampshirechamber.co.uk UKTI South East has over 45 International Trade Advisers who can help local businesses rise to the exciting opportunities and challenges that globalisation offers. Through a range of unique services, including participation at selected trade fairs, outward missions and providing bespoke market intelligence, UKTI can help businesses crack foreign markets and get to grips quickly with overseas business practice. Mark Baulch can refer your business to either or both of these organisations. Export Britain, the new online resource from the British Chambers of Commerce, showcases opportunities in key international markets, and links UK exporters to support available from British Chambers and business groups both in the UK and around the world. Export Britain helps businesses to make new connections overseas by drawing on the power of the global network of British Chambers and business groups. The site also helps growing and prospective exporters navigate through the export journey by signposting the support available every step of the way. Additionally, Export Britain provides information on export training and documentation, events and trade missions, and inspiring case studies featuring successful UK exporters. For more information, visit: www.exportbritain.org.uk

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What a bank should be

Whether small family companies or global corporations, we approach every business customer as an individual relationship. We strive to understand your unique needs and to make banking straightforward, so you can focus on growth. That’s why our clients get a dedicated, expert Relationship Director. We believe credit partners should meet you directly, so our decisions are as transparent as possible. We work hard to do right by you and your business now and in the long term. It’s thanks to this approach that we’re proud to say 4 out of 5 of our business customers would recommend us. Find out how we’re supporting businesses like yours across the UK at youtube.com/SantanderUKCCB and if you’d like to get in touch, call Alistair Aird on 0797 010 7047 or email alistair.aird@santander.co.uk We’re proud sponsors of the International Festival for Business. GfK NOP Research: Santander Business Satisfaction survey Q4’13. 1,628 respondents interviewed. Santander Corporate & Commercial is a brand name of Santander UK plc, Abbey National Treasury Services plc (which also uses the brand name Santander Global Banking and Markets) and Santander Asset Finance plc, all (with the exception of Santander Asset Finance plc) authorised by the Prudential Regulation Authority and regulated by the Financial Conduct Authority. Our Financial Services Register numbers are 106054 and 146003 respectively. In Jersey, Santander UK plc is regulated by the Jersey Financial Services Commission to carry on deposit-taking business under the Banking Business (Jersey) Law 1991. Registered offi ce: 2 Triton Square, Regent’s Place, London NW1 3AN. Company numbers: 2294747, 2338548 and 153312 respectively. Registered in England. Santander and the flame logo are registered trademarks. Santander UK plc is a participant in the Jersey Banking Depositor Compensation Scheme. The Scheme offers protection for eligible deposits of up to £50,000. The maximum total amount of compensation is capped at £100,000,000 in any 5 year period. Full details of the scheme and banking groups covered are available on the States of Jersey website (www.gov.je) or on request. CCBB0399 MAY 14 HT

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BORN LEADER?

PROBABLY NOT. FEW OF US ARE.

“Some situations call for managers and others for leaders. The critical factor is CHANGE. Change throws up the need for leaders; it is leaders who bring about change effectively�. John Adair

Is your business going through change? Of course it is. Are you leading that change or reacting to it?

Is your team motivated and excited by change? Our Sussex-based leadership development programmes are created to provide real-life solutions to workplace problems. They are also accredited by the Institute of Leadership and Management (ILM), so you also get a nationally and internationally recognised qualification. An Award programme at Levels 3, 5 and 7 only involves 3 to 4 workshop days. For further details please contact us at:

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36 chamber benefits

Membership Benefits Mailserve

Chamber Vehicles

This Service is provided in partnership with MailServe, based in Haywards Heath. Every member that signs up receives a free starter pack that consists of an ink cartridge, a full box of labels and £50 worth of free postage. This has a total value of £194.99.

Vehicle leasing for both businesses and private individuals. n Fleet management software FleetCheck.

n Franking offers savings of between 17p per item and as much as £1.40 for packets/parcels.

n Free fleet audit.

n Current lease will be looked at to identify all payments being made. n Full postal audit to identify each company’s exact requirements.

n Protection cover with GAP and RTI Insurance. n Maintenance and accident management.

Telecoms n Cheaper calls guaranteed. n Up to 65% cheaper than BT’s line rental. n Free line installations available.

n Minimum of 2 offers, one of which will be a cost reduction compared to current payments.

n Calls billed to the tenth of a penny.

n Cheque provided to settle outstanding payments on current lease agreement(s).

Over 5,000 businesses currently benefit from using Focus Telecom for their calls and lines. You may think you are already getting a good deal on your telephone bill, but by taking the time to speak to one of our account managers, you will find that we can save you money by switching to us as your provider.

n New Royal Mail license implemented, and installed and full training with new equipment. n Guaranteed same day service call back.

n 24/7 Fault reporting.

AXA PPP Medical Insurance Direct savings through subsidised Sussex Enterprise membership (50%) or cash back on premiums (10%). Chamber Roadside Assistance (provided by the AA) Save up to 61% off Standard Price. Legal Expenses Nine areas covered offering over £670,000 worth of protection per year. Campaigning Lobby on issues that are important to business. Contacts with key decision makers at a local, regional and national level. Fund Finder Tool Access over 3,000 funding opportunities Regus Preferred Card Access to 1,500 business lounges globally, further information to follow soon.

n Contract comparison meeting.

Health Care Cash Plan The product can save money by managing risk and absenteeism, promoting quicker return to work. It is a low-cost employee reward, which helps recruit and retain staff. Moreover, it can form part of a Health & Safety strategy, reducing the risk of stress and musculoskeletal related litigation. Flexible packages mean the product can suit all businesses. • Service operated in partnership with Westfield Health. • Includes (to varying degrees depending on the level of cover chosen): • cash benefits towards routine treatments • diagnostic scanning facilities • 24/7 advice line operated by GP’s • Employee Assistance Programme • subsidised gym membership

contact

Chamber Utilities ENER-G The service helps save energy by highlighting inefficiencies and proposing solutions. • Audit bills to ensure current rates are competitive. • Compare the energy market and find the most competitive prices and suppliers. • Explain your contract obligations and clarify your T&C’s. • Liaise with suppliers throughout the contract saving time and resource. • Validate every bill to ensure you only pay for the energy you use. • Measure and analyse your energy usage to identify cost savings. • Help save energy by highlighting inefficiencies and proposing solutions e.g. behavioural change and energy efficient technologies.

Sussex Enterprise Insurance Services The benefit can help save money and protect your business by: • In 90% of Sussex Enterprise businesses, guaranteeing to reduce or match your premium rates from 2012. • Fixed premium rates for three years (provided claims do not exceed 35% of the premiums paid in each year). • 0% monthly direct debit payments so the cost can be spread over 12 months without any instalment charge. • Support from dedicated Account Personnel with direct dial, direct email access and faceto-face meetings throughout Sussex. • Help when you need it most the claims notification line open 24 hours a day, 7 days a week. • Risk Management Support to help protect your business against the unexpected.

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

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chamber benefits 37

Training Courses A Foundation Course in Importing

An Introduction to Export Procedures

When: 09:30am – 16:30pm Monday 13th October 2014 Where: The King’s Centre, Burgess Hill

When: 09:30am – 16:30pm Monday 29th September 2014 Where: The King’s Centre, Burgess Hill

The seminar will offer practical guidance on the latest procedures, terminology and documentation required for successful importing. It will highlight some of the pitfalls that often cause importers to incur unnecessary costs and delays in arrival of goods and suggest some ways of avoiding these. It will examine Customs rules and compliance procedures and look briefly at some of the duty reliefs available. A summary of The New Incoterms® Rules 2010 will be included.

The course is suitable for those new to the problems of exporting and for experienced exporters who need to update their knowledge. No prior knowledge of exporting is assumed. The content will be relevant to field and office based sales staff, purchasing staff, shipping and dispatch personnel, accounts and finance staff, customer services, freight forwarders.

Professional Presentation Skills

When: 09:30am – 16:30pm Wednesday 1st October 2014 Where: The King’s Centre, Burgess Hill

When: 09:30am – 16:30pm Tuesday 4th November 2014 Where: The King’s Centre, Burgess Hill Do you get a buzz out of presenting, or do you avoid it at all costs? In business there are few people who don’t have to make a presentation as part of their role: it may be a manager imparting information or encouraging their team; it may be an individual presenting at a seminar or conference, it may be a sales person pitching to win a big contract. However, most people are not born with innate presentation skills, they have to be learned and practised. With practical exercises and clear feedback, this course can ensure your presentation is delivered to maximum impact. You may even begin to enjoy public speaking!

Customer Service Excellence

Customer service expectations are rising and your company needs to keep up and exceed expectations if you are going to maximise repeat business and referrals. This course will help your staff to enjoy giving the best service they can and to feel confident dealing with problems well when things go wrong.

Effective Supervision & Team Leadership When: 09:30am – 16:30pm Tuesday 7th October 2014 Where: The King’s Centre, Burgess Hill It has often been said that the biggest challenges a manager faces come when they first transition into a supervisory or team leadership role. First line management requires a very different mind-set to any operational role and requires a very different skill set. This course will support supervisors, both new and experienced, to focus on how to successfully lead their teams (rather than just keeping their heads down and trying to do most of the work themselves).

contact

For additional information on any of the above member benefits, please visit our website www.sussexenterprise.co.uk or call 0844 371 5404 june/july 2014 business edge

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38 ICT

Ever Wondered About Custom Software Development? Does your company have……. n a business idea n a business problem that needs to be addressed n a manual process that needs to be automated n spread sheets or old databases that are increasingly labour intensive, time consuming to use and manage n multiple systems that would benefit from integration If so, custom software development is your answer. Exact Software solutions have been developing custom software for businesses and the public sector since 1995. We have developed software for a range of different businesses, including, Healthcare, Finance, Transportation and Manufacturing.

Exact have a detailed knowledge of the development lifecycle and a workforce that are passionate about delivering the best solution for your business. With a custom development, you get exactly what you want, no compromise, no unused functionality, no software that is left on the shelf. At Exact we pride ourselves on delivering the best solution for our clients within their budget All the developed software is hosted by us at an ex MOD nuclear bunker in Kent, providing secure encrypted internet connections. So if your company has….. n hit a glass ceiling n a bottleneck in your business flow n a need for software to automate a system or process, n a need to increase productivity and efficiency

Talk to Paul Sinclair at Exact Software Solutions who can provide solutions to the problems which are holding back your business expansion. Tel: 01444 473000 or email paul.sinclair@exactsoftwaresolutions.co.uk

Smart Talking on IT Halve Your IT Costs If you have a server-based IT system in your business, when the time comes to replace it, it could cost you £7-£10,000. That money is normally found out of capital, or financed by debt. In the current climate, where the former is under pressure and the latter is tough to find, there has to be a better way. Now you can have your IT provided as a service. For a cost of as little as £269 per month, you can replace your server, all of its software and have up to five new PCs as well. Over one year, that equates to less than half of the equivalent capital outlay. And it’s not just the reduction in up-front investment that you can benefit from. If you take our SYSTEMRent service we will not only supply you with the latest hardware and software, but we will also look after the maintenance of your system and provide a UKbased dedicated help-desk to support you if anything goes wrong. Paul Smart, Managing Director

T: 01892 665326

E: enq@compatibility.co.uk

W: www.compatibility.co.uk

Compatibility Ltd, Park Road, Crowborough TN6 2QX

Moving to a service-based system which is paid for as an operating expense is gaining momentum across the IT business, due predominantly to operations in the Cloud. It is helping many businesses to have enhanced peace of mind, knowing their systems are fully taken care of, whilst saving money and freeing up time to focus on their core business. Call our Sales Manager, Ross Sinclair on 01892 665326 to see how SYSTEMRent can help you save and grow.

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ICT 39

extech specialises in delivering Only when you’ve worked for some of the largest UK’s businesses can you apply those experiences to helping small and medium ones. IT entrepreneur Andrew Hookway is doing just that since acquiring IT specialist extech in 2008 having grown the business dramatically since then. Initially targeting small and medium businesses, Hookway has now expanded extech’s offering with capabilities to cater for larger organisations. With a 30-strong workforce based in Haywards Heath and an expanding office in Tunisia with 16 employees, extech is well positioned to service an international economy striding out of recessionary times. Hookway and fellow director, Paul Estep, have both worked for large corporates managing global IT systems, such as Cable and Wireless, British Gas, Gillette, Colt Telecom and Fidelity Investments. Now they are applying their know-how to support companies that do not have their own IT department – managing their PCs, servers and networks and even buying, installing and monitoring their equipment, while advising on IT strategy. Hookway’s easy-going nature belies his prowess in business – he has claimed an enviable clutch of accolades – most recently in December 2013 as Business Person of the Year in the Sussex Business Awards and Small Business of the year 2011 in the Gatwick Diamond Business Awards to name just two. Highly motivated staff declare what a great company extech is to work for, while family man Hookway (he has four children) himself is well liked throughout the business community as someone you can trust. “Andrew is so laid back and calm,” one member of staff, Alan Trace, remarked. “You never see him in a flap.” Another, Nicola Conboy, said: “extech has grown to become an extension of my family”. It is Hookway’s professional yet friendly and approachable style that holds the key to extech’s ideology of helping clients overcome IT’s sometimes daunting and intimidating nature. So, the foundations are laid for extech to further develop its IT outsourced solutions within what is now a far more clement climate than of late, although the company has excelled even in troubled economic times. extech’s team of in-house qualified software developers and Microsoft Gold

Andrew Hookway

accredited engineers can create “the simplest of websites through to the most complex software systems”, says Hookway, who adds that many businesses that have outgrown their current IT software systems find bespoke development too costly and packaged applications unsuitable. “We felt there was a perfect gap in the market to offer clients a fully integrated IT support and software development service, with a price model that makes bespoke applications a realistic and attractive option.” Launch of Cloud services has added another service imperative as clients

approach extech for help and advice on whether or not to adopt it within their business. When time is in such short supply for many business people, being able to turn to a safe pair of hands for sound advice and IT support must be worth its weight in gold. www.extech.co.uk or call 01444 443200

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40 conference

Roffey Park refurbishment plans are unveiled Roffey Park, the Horsham based leadership institute, has recently unveiled the latest phase in its refurbishment – a new suite of five contemporary conference rooms at their venue on the outskirts of St Leonards Forest. “Like most organisations the economic crunch in 2008 had an impact on our business”, said Michael Jenkins, Chief Executive of Roffey Park. “Training budgets were slashed and we had to juggle between the desire to expand with the challenge of keeping costs down”. The Institute’s decision to expand its international operations, as well as increasing the space available at its venue in Horsham has ensured that, against the odds, the organisation has continued to make significant growth over the last few years. “Our organisation has bucked the trend and has continued to generate revenues both from the UK and Asia Pacific”, said Michael Jenkins. “We took the decision twelve months ago to reinvest capital into our facilities to improve and enhance our venue and head office for our clients.” Working with a team of architects and interior designers, the Institute has a phased refurbishment plan which began in 2013 and will complete in 2015. The first phase was to redevelop under-utilised space into offices and a new webinar suite, which opened up space within the building to create new conference and meeting facilities. “Our aim was to create a suite of rooms in our venue portfolio which had flexibility

to accommodate a variety of different conference and meeting requirements”, said Nigel Dean, Head of Commercial Operations at Roffey Park. To meet growing demand for conference space, the new Forest Suite includes a dedicated Boardroom which includes integrated video-conference and webinar equipment, a larger meeting room as well as smaller rooms for interviews or coaching sessions. The Forest Suite also includes a dedicated Conference Organiser’s space as well as separate webinar facilities. The Institute is already well underway for its third phase of development which includes a total refurbishment of its restaurant and kitchen facilities due to be complete by September, as well as introducing a ground source heating system which will benefit the Institute for years to come. “We’re really excited about plans for our restaurant”, said Nigel Dean. “Over the last two years, we’ve seen a growing demand to cater for larger numbers with different requirements ranging from an enhanced dining experience for our participants, private dining for corporate organisations as well as dinners and buffets for wedding parties or private events. As a result we’ve increased

the floor plan and designed a space which will make our restaurant the hub of our venue.” “Roffey Park is an organisation with an exciting future ahead”, concludes Michael Jenkins. “Our refurbishment plans will ensure that we continue to meet the needs of our clients now and in the future.” To find out more about Roffey Park’s conference and meeting facilities visit

www.sussexvenue.com

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Roffey pa


A unique venue in the heart of Sussex

Following a significant refurbishment of our conference and training rooms, our facilities in West Sussex offer a unique venue for meeting, event and conference organisers. • Purpose-built, contemporary venue • 22 conference rooms, including a contemporary boardroom with integrated video-conferencing facilities • Facilities for 2-140 people • 60 executive bedrooms • Free WiFi • 40 acres of landscaped grounds with access to St Leonards Forest • Friendly, welcoming, professional conference and hospitality staff • All conference packages include AV/IT equipment and on-site support • Easy access to rail, air and road networks including free on-site parking Telephone 01293 854044 Email venue@roffeypark.com Roffey Park Institute, Forest Road, Horsham, West Sussex. RH12 4TB www.sussexvenue.com

Private events activity is undertaken by Roffey Park Services Limited, a Company Limited by Shares Registered in England No 5025908, a wholly owned subsidiary of Roffey Park Institute Limited

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42 conference

Optimism Grows In The World of Conferences and Exhibitions Linked to the conferences and exhibitions market is the need to offer corporate hospitality as part of the package and many conference and events organisers are integrating such attractions into their events. More and more companies are realising that the sector needs to offer as much value as possible and that is leading to a growing sense of innovation. One of the things that makes an exhibition successful is a sense that something is happening so it is useful to have staged areas for demonstrations and performances, or for companies to show their products at work. Such activities, with the interest they attract, makes an exhibition feel like it is alive. All good exhibitions have a touch of theatre about them.

Like the rest of the economy, the conferences and exhibitions industry has been through challenging times but the signs are that the sector is thriving. That was underlined by a report compiled by the Events Industry Forum and the Business Visits & Events Partnership, which suggested the future could be bright for the industry. It highlighted opportunities for growth in the UK Events Industry, which it suggested can grow from its existing £36.1 billion, to £42.2 billion in 2015 and £48.4 billion in 2020. Recent economic figures pointing to an upturn in business confidence will drive that even more, experts believe. So as business recovers, what are you looking for if you are trying to organise a conference or exhibition and need to select a venue? One of the key factors, according to industry experts, is a good location, somewhere that is easy to reach and attractive for delegates. When assessing the venue, other factors come into play as well. Can it cope with the numbers expected to attend, has it got a good meeting room, will it provide equipment like projectors and Internet access, are the staff friendly and flexible in helping you meet your needs? The good venues are the ones that can tailor themselves to providing the exact needs of the event organisers and are prepared to be flexible. Their staff are expert and able to bring often complex events together in a skilful way. Another approach for conference originators is to bring in a specialist company to do the legwork. The staff at these outsource companies will have encountered just about every problem presented by the process and take all the worry away from the company originating the event.

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44 new members

Welcome to Sussex Enterprise Membership of Sussex Enterprise can help you increase profits, get the best from your people and find new clients. Also, it saves you money, gets your voice heard and puts you in contact with even more businesses.

Advantage Business Consultants LLP Cherry Cannon 303 Goring Road, Goring-by-Sea, Worthing, West Sussex BN12 4NX

Dyteqta Ltd Roz Garnem Studor House, Sheridan Terrace, Hove, East Sussex BN3 5AE

Hotel Seattle Brenda Kingaby Brighton Marina, Brighton, East Sussex BN2 5WA

+44(0)07590994216 cherry@advantagebusinessconsultants.co.uk

+44(0)0845 6044953 roz@dyteqta.com www.dyteqta.com

+44(0)01273679799 brenda.kingaby@hotelseattlebrighton.com www.aliashotels.com

Alpha Training Safety Solutions Ltd Emma Jackaman The Old Stables, Decoy Lane, Arundel Road, Poling, West Sussex BN18 9QA +44(0)1903 871381 emma@alphahealthandsafety.com www.alphahealthandsafety.com Avantguard Security Ltd Tony Woolcott Littlehampton Business Centre, 10 East Street, Littlehampton, West Sussex BN17 6AW +44(0)01903 890261 aww@avantguardsecurity.co.uk www.avantguardsecurity.co.uk

Extech Ltd Andrew Hookway First Floor, Delta House, Bridge Road Business Park, Bridge Road, Haywards Heath, West Sussex RH16 1UA +44(01444)44 08448467410 ahookway@extech.co.uk www.extech.co.uk Foresight Risk Management LLP Mike Flannery Bank Chambers, The Square, Angmering, West Sussex BN16 4EA +44(0)01903680137 mike.flannery@frm.co.uk www.frm.co.uk

Bay House Nazir Manji 2-3 Middlesex Road, Bexhill-on-Sea, East Sussex TN40 1LP

Hazle McCormack Young LLP Gordon Young Leap House, Frog Lane, Tunbridge Wells, Kent TN1 1YT

01424 210202 naz@bayhousecare.co.uk www.bayhousecare.co.uk

+44(0)01892515311 gordony@hmy.uk.com www.hmy.uk.com

Bluelite Graphics Ltd Lorraine Avory Unit 2, 64 Victoria Road, Burgess Hill, West Sussex RH15 9LH

HB Ingredients Carl Martin Cocoa House, 15 The Cliffe Industrial Estate, South Street, Lewes, East Sussex BN8 6JL

+44(0)01444232366 lorraine.avery@bluelitegraphics.com www.bluelitegraphics.com

+44(0844)8800799 carl@hbingredients.co.uk www.hbingredients.co.uk

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Kier Construction Zoe Wilson Longley House, International Drive, Southgate Avenue, Crawley, West Sussex RH10 6AQ +44(0)01293 561212 zoe.wilson@kier.co.uk www.kier.co.uk Leander International Pet Foods Ltd Wendy Graham Arden Grange, London Road, Albourne, Hassocks, West Sussex BN6 9BJ +44 (0) 01273833390 wendy.graham@ardengrange.com www.ardengrange.com Logic Project Solutions Ltd Robin Watts 73 Church Road, Hove, East Sussex BN3 2BB +44(0)01273 358178 robin@logicprojectsolutions.co.uk www.logicprojectsolutions.co.uk Love Food Cuisine Ltd Aaron Douglass Unit 1, 80 Southdown Road, Worthing, West Sussex BN14 8NJ +44(0)07887565747 aaron@lovefoodreadymeals.com

SUSSEX ENTERPRISE 0845 67 888 67 www.sussexenterprise.co.uk

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new members 45

Mills Removals Dale Mills 20 Fairfield Gardens, Portslade, East Sussex BN1 2BH +44(0)01273 417385 millsremovals@yahoo.co.uk www.millsremovals.co.uk

Rhopoint Instruments Ltd Sam Hobbs Rhopoint House, Enviro 21 Park, Queensway Avenue South, St. Leonards-on-Sea, East Sussex TN38 9AG +44(0)1424739622 sam.hobbs@rhopointinstruments.com www.rhopointinstruments.com

The Footings Linda Buckingham-Goodsell 96 Montague Street, Worthing, West Sussex BN11 3HF 019032 02320 enquiries@thefootings.com www.thefootings.com

Open Technology Ltd Chris Bedford 1 Woodlands Court, Albert Drive, Burgess Hill, West Sussex RH15 9TN

SBFI Ltd Steve Finch Unit 1d, Avis Way, Newhaven, East Sussex BN9 0DP

The Star Inn Julie Garvin High Street, Alfriston, Polegate, East Sussex BN26 5TA

+44(0)01444 230660 chris.bedford@opentechnologyuk.com www.synapsys-solutions.com

+44(0)1273 513527 steve.finch@sbfi.com www.sbfi.com

+44(0)01323870495 events@thestaralfriston.co.uk http://www.thestaralfriston.co.uk/

Pentacraft Ltd Jayne Hayes Unit U3, Ditchling Common, Ditchling, Hassocks, West Sussex BN6 8SG

Smith & Fellows Ltd Alan Hancock Unit C1 & C2, Horsted Keynes Business Park, Cinder Hill Lane, Horsted Keynes, West Sussex RH17 7BA

Trunk Networks Ltd David Turner Lion House, Bell Lane, Uckfield, East Sussex TN22 1QL

01444 244353 jayne@pentacraft.co.uk www.pentacraft.co.uk

+44(0)01342 810357 alan@smithandfellows.co.uk http://smithandfellows.co.uk/

+44(0)03333 44 33 22 david.turner@trunknetworks.com http://www.trunk.net.uk/

PSG Financial Solutions Ltd Petra Griffiths 33 Neville Road, Peacehaven, East Sussex BN10 8PE

Tenants History Ltd Steve Hanbury 244 Hillbury Road, Warlingham, Surrex CR6 9TP

Weald Computer Maintenance Ltd Barry St-John Poulton 53 Perrymount Road, Haywards Heath, West Sussex RH16 3BN

+44(0)01273 579486 petra.griffiths@psgfinancialsolutions.co.uk www.psgfinancialsolutions.co.uk

+44(0)0208 6565075 info@tenantshistory.co.uk http://www.landlordinvestmentshow.co.uk/

01444 241381 barry@wealdcomputers.com www.wealdcomputers.com

contact

SUSSEX ENTERPRISE 0845 67 888 67 www.sussexenterprise.co.uk june/july 2014 business edge

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46 movers and shakers

W Stirland announces New Marketing Director Birdham based construction company W Stirland has appointed Ian Pinington as Marketing Director. This new role has been created to enable Ian to use his experience of more than 40 years of which the last 20 have been in marketing and business development in helping to raise the company profile, increase market penetration and grow the business so that it can become even more successful across Sussex, Surrey and Hampshire. The company successfully delivers projects in a range of sectors up to ÂŁ9m. Honesty, integrity, trust, a non-confrontational approach and a passion for delivering the very best quality workmanship underpin the company values.

www.wstirland.co.uk

New challenge for David David Richardson has been recruited as Head of Business Development by Upstream Ltd, a digital search and marketing company. The company has been helping to grow online markets, create better conversion rates and bring in higher revenue for more than a decade. It has a team of 40 digital marketers and search specialists, offering clients in-house expertise in SEO, PPC, Social Media and Content Marketing.

David has more than 15 years’ experience as a senior business development professional and has worked closely with networks and media agencies, including those of the FTSE 100 and Fortune 500 multinational corporations.

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48 diary

SUSSEX ENTERPRISE NETWORKING EVENTS 1-2-1 Business Review Clinic for members of SE When: 9:00am - 5:00pm, Wednesday June 18th Where: Sussex Enterprise Offices, Burgess Hill Premier Members and Member Plus Members can access this service Free of Charge Standard Member - £25.00+VAT Non Member - £75+VAT Register your interest now to receive your 1 hour 1-2-1 Business Review session from Branduin Business Support.

June Lunch Club When: 12:30pm - 3:00pm, Thursday June 19th Where: Ockenden Manor, Cuckfield, West Sussex Full details announced soon. Premier Members - free Member Plus members - free Standard members - £35+vat

Contact

Networking Breakfast in association with The Landlord Investment Show

Be the Business 1-2-1 Business Advice Clinic Dates for your diary:

When: 7:30am - 10:00am, Thursday June 26th Where: The Brighton Centre, Brighton Full details coming soon

Where: Sussex Enterprise, Burgess Hill When: Various time slots available on the following dates throughout the summer: 1st May 8th May 14th May 5th, 12th, 18th, & 26th of June 3rd, 10th, 17th, 24th & 31st of July

July Summer Lunch Club When: 12:30pm - 3:00pm, Thursday July 10th Where: West Sussex, Venue TBC Full details announced soon. Premier members - free Member Plus - free Standard members - £35+vat

1-2-1 Business Review Clinic for Members of SE When: 9:00am - 5:00pm, Wednesday July 16th Where: Sussex Enterprise Office, Burgess Hill Premier Members and Member Plus Members can access this service Free of Charge Standard Member - £25.00+VAT Non Member - £75+VAT Register your interest now to receive your 1 hour 1-2-1 Business Review session from Branduin Business Support.

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

If you would like to book a place onto any of the above events or would like information on membership, please visit our website www.sussexenterprise.co.uk or call 0844 371 5405

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diary 49

TRAINING COURSES Time Management and Personal Effectiveness When: 09:30am – 16:30pm Wednesday 11th June 2014 Where: The King’s Centre, Burgess Hill During these tough economic times we are all trying to get more done with less resource. For many of us the resource under the most pressure seems to be our time. This course is all about investing some time and energy up front so that you find ways to stay in control and become as effective at work as you can be.

Using Documentary Letters of Credit, Drafts & Bills When: 09:30am – 16:30pm Monday 16th June 2014 09:30am – 16:230pm Monday 17th November 2014 Where: The King’s Centre, Burgess Hill This course is suitable for both importers and exporters. The content will be relevant to field and office based sales staff, purchasing staff, shipping and despatch personnel, accounts and finance staff, customer services, freight forwarders. No previous knowledge or experience is necessary and it will be suitable for experienced personnel who require an update on the latest rules.

Advanced Communication Skills When: 09:30am – 16:30pm Wednesday 25th June 2014 Where: The King’s Centre, Burgess Hill In this course we take our communication skills to the next level and examine how to persuade and influence those around you so you can achieve your aims and build excellent long term relationships. Throughout the course you will be thinking about your colleagues, suppliers, clients and friends and how to “speak their language” so you enhance your standing with them. Another running theme will be the importance of listening and using empathy to achieve mutual benefit and co-operation.

Contact

Appointment and Management of International Agents & Distributors When: 09:30am – 16:30pm Monday 30th June 2014 Where: The King’s Centre, Burgess Hill This seminar deals with the vital area of International Agency and Distribution. It examines the differences between An Agent and A Distributor and when and where the use of each would be appropriate. The seminar will also discuss methods of finding, appointing and motivating agents and distributors and examines the relevant aspects of EU Law of Agency.

People & Team Management When: 09:30am – 16:30pm Monday 7th July 2014 09:30am – 16:30pm Wednesday 12th November 2014 Where: The King’s Centre, Burgess Hill Designed for managers who would like a solid grounding in people management best practice. The content is designed to lay the foundations for strong manger/staff relationships, ensuring that they know how to focus on doing their people management job well and can deal with more difficult situations.

Exporting - Understanding the Paperwork When: 09:30am – 16:30pm Monday 14th July 2014 09:30am – 16:30pm Monday 8th December 2014 Where: The King’s Centre, Burgess Hill

Strategic Selling and Sales Planning When: 09:30am – 16:30pm Monday 14th July 2014 Where: The King’s Centre, Burgess Hill You know you should stop and think about the really big questions your business faces; like am I focusing on the right products, the right markets and the right clients? How can I waste less sales time? How can I accurately forecast future sales? What is my business plan? What sales activity should I expect from myself and my team? This course will be the catalyst which reviews and breaks these tricky but fundamental topics down so that with a little time and common sense you can get your sales strategy sorted and look forward to a focused productive year ahead.

Communication & Assertiveness Skills When: 09:30am – 16:30pm Monday 28th July 2014 09:30am – 16:30pm Wednesday 19th November 2014 Where: The King’s Centre, Burgess Hill Almost everyone in business needs to be able to communicate effectively to get things done. Technology often makes us more distant rather than helping us build rapport and be fully understood. This course helps staff and managers practise avoiding appearing aggressive or submissive to others. It helps them recognise the triggers for aggressive and submissive behaviour in themselves and others so they can chose an assertive response.

Designed for more experienced exporters, those who require a refresher course or updating in the latest procedures or those who have attended the Introduction to Export Operations course. It will be assumed that delegates have a basic knowledge of exporting procedures. The content will be relevant to field and office based sales staff, purchasing staff, shipping and despatch personnel, accounts and finance staff, customer services, freight forwarders

For additional information on any of the above training courses, please visit our website www.sussexenterprise.co.uk or call 0844 371 5405 june/july 2014 business edge

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50

five minutes with...

training continued

members news continued

People & Team Management - Stage 2 When: 09:30am – 16:30pm Wednesday 10th September 2014 09:30am – 16:30pm Wednesday 3rd December 2014 Where: The King’s Centre, Burgess Hill This course builds on the topics covered in Stage 1 to give a more complete overview of people management best practice. These topics can also be seen as more advanced or involved for experienced managers.

Ana Christie

Cheif Executive, Sussex Enterprise 1. Which words or phrase do you most often over use? No problem. 2. Karaoke song of choice. None. I couldn’t and wouldn’t sing even if my life depended on it. 3. What’s your biggest regret? None that I can think of right this minute. 4. When and where were you happiest? When I travelled to Borneo to see the orangutans in their natural habitat. That was amazing! 5. When was the last time you lied? In my answer to question 1. 6. What talent would you most like to have? To be able to paint like Monet. 7. What quality to you most admire in a person? A positive attitude 8. Which virtue is the most overrated? Give me a list to choose from. Any virtue that is given far more value than it deserves is overrated. 9. Early mornings or late nights? Late nights, especially if I’m on holiday enjoying a glass of sangria. 10. Deal or no deal? Deal. 11. Tell us a secret. But then it wouldn’t be a secret.

Time Management and Personal Effectiveness When: 09:30am – 16:30pm Monday 29th September 2014 Where: The King’s Centre, Burgess Hill During these tough economic times we are all trying to get more done with less resource. For many of us the resource under the most pressure seems to be our time. This course is all about investing some time and energy up front so that you find ways to stay in control and become as effective at work as you can be.

Demystifying Disciplinary & Grievance When: 09:30am – 12:30pm Friday 17th October 2014 Where: The King’s Centre, Burgess Hill Every now and then the relationship between an employer and employee can encounter serious difficulties which can’t be handled with the usual performance management techniques. The problems cannot be allowed to fester but the fear of making things worse or putting the business at risk means many employers avoid dealing with it.

Classification of Goods Using Commodity & Tariff Codes When: 09:30am – 12:30pm Friday 24th October 2014 Where: The King’s Centre, Burgess Hill The correct classification of goods using commodity and tariff codes is fundamental for customs compliance, establishing correct duty rates, origin of goods, intrastat, export control and many other customs procedures. Increasingly security procedures at ports of exit/entry are being linked to commodity and tariff codings.

Elekta confirms £4.2 Million Crawley land investment Elekta Ltd, the worldleading manufacturer of treatment solutions for cancer and brain disorders, has purchased the Gateway site in Crawley. This landmark site is adjacent to Elekta’s UK head office on Fleming Way, and overlooks the roundabout at the junction of Fleming Way and London Road. The two hectare (five acre) site is about three miles North of the centre of Crawley. It was bought in a £4.2 million deal handled by property adviser Vail Williams from owner-manager and developer of industrial property company Segro. “We are delighted to be making this massive investment in the local economy,” said Bill Yaeger, executive vice president Elekta Oncology. “We have specific and significant plans for further investment in the site which will effectively future proof Elekta’s commitment to Crawley and the South East for many years to come.” In September last year Elekta - an employer of over 800 people in Crawley received the Queen’s Award for Enterprise 2013 for International Trade. In March, Elekta won the the award for Supply Chain Excellence at the prestigious annual Gatwick Diamond Business Awards 2014 in recognition of its engagement supporting local industry. Elekta also won the Made in the South East awards and an Institute of Export award. Elekta will reveal further plans for the site in the coming months.

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