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ISSUE 5 • MARCH 2011

“Having such a strong recommendation from the Business Partnership and the opportunity to meet and speak to such a variety of businesses has been invaluable.” Bryony Day, from the award winning Green Banana

Who else has won a local Business Award? Find out inside this issue.

Forrest Consulting Estimating Solutions

•Estimating Services for the Construction Industry. •All sizes of projects professionally priced on an All-trades basis.

Tom Forrest Estimating Consultant 42/3 Hardengreen Business Park, Dalhousie Road, Dalkeith, Midlothian, EH22 3NU. T. 0333 990 0103 M. 07949273456 Email: website:

•“Esti-mate” Estimating Software Agent. •New Build Houses and Extension Budget Costs. •General Surveys and Advice on Repairs.

Estimating Services and Estimating Software The construction industry is fraught with the highest levels of business failures jn the United Kingdom. When you look at the reasons for this there are numerous to mention. However, the primary problem is often traced back to poor estimating or indeed margins that are often so close to the break even point that when problems on site become apparent the resultant recipe for disaster has been initiated. Losses are often incurred and then the pressure mounts to try and claw monies back which is not always possible. This leaves the contractor or builder with a loss making situation which affects the business cash flow and often it all ends in tears with the bankers pulling the plug on the business. This theory could of course be applied to any business. So what can be done to avoid similar situations ? Firstly good management , knowing your limitations, and getting your costs right and profit margins to acceptable levels above the business overheads. A good estimating function is crucial for the business to achieve any real success on a long term basis. Forrest Consulting provide estimates for all sizes of projects small works to major works. This service can be provided on a one off basis or as an ongoing commitment. Estimates are priced on a professional basis from drawings or descriptions of works.

Estimating Software Forrest Consulting provide Estimating Software specially designed for the construction industry . Advice and training can also be provided. Esti-mate is a range of products for the Construction Industry. The software has been designed to be simple to use and includes facilities for Estimating, Quotations, Bill of Quantities, Materials Enquiries, Subcontractor Enquiries and Comparisons and Contract Valuations. Esti-mate’s development team, with over 20 years experience, has previously been responsible for producing other industryleading estimating systems, and now brings their expertise to this highly functional, easy to use, software. Esti-mate is realistically priced. The powerful, yet affordable, features available within our product range are usually only found in systems costing thousands of pounds more. Why not download a fully-working system and test-drive it today by clicking this link: Substantial Discounts available if you trade in your existing estimating system: For more information or a brief chat contact : Tom Forrest Estimating Consultant, 42/3 Hardengreen Business Park, Dalhousie Road, Midlothian, EH22 3NU tel: 0333 990 0103 mobile: 07949 273456 email: website:

contents Welcome.......................................... 3 Editor’s Intro................................... 4


Business Mentoring Scotland......... 4 Welcome New Members................. 5 Member Round Up.......................6-7 Business Awards 2010...............8-10 Tax Calendar................................. 13 Tips For Dealing With Snow Chaos..............................14-15 Are You Fit For Business?............. 15 Don’t Hesitate to ‘Go International’.......................... 17 Green Tick Accreditation.............. 23 Ask the Expert............................... 24 How to Make the Right Choices About Your Website..................26-27

2011 will be a time to make sure you promote any successes and achievements your business has, which is always good marketing.

New Support For Entrepreneurs..........................28-29 Capital Gains Tax – The Saga Continues...................................... 30 Science Parks Worth Over £100million a Year........................ 32 Benefits of Chamber Membership.................................. 34 Member to Member Discounts.................................34-35 31 Low Cost Ways to Promote a Business................................36-37 Upcoming Chamber Events.......... 38 For advertising contact D-Tech on T: 01389 736000 E: For editorial contact editor: Laura Socha T: 0131 654 1234 E: Publisher: InCommerce Ltd Distribution: D-Tech Distribution

In this issue we look at a new way to highlight your environmental achievements with the Green Business Network three tick system. Good environmental management can save money for a business and help find new customers. Promoting that success can have great benefits too, for example in customer and supplier relations and in the way that your employees feel about the business they work for. The green tick system is designed to do just all that. We also have in this issue success and achievement in the shape of our Award winners. Congratulations to them! They are examples of how to do well even in challenging times. And they are also examples of how to promote achievement to build upon success and bring more. I hope the year ahead brings many successes for you to promote.

Gregor Murray Executive Director

InCommerce is published by InCommerce Ltd. Unit 14 Birch Road Broadmeadow Ind Est Dumbarton G82 2RE. Telephone 01389 736000. Fax 01389 736002. E-mail: Edited by Laura Socha, Chamber Manager, Midlothian & East Lothian Chamber of Commerce, 42/3 Hardengreen Business Park, Dalhousie Road, Dalkeith, Midlothian EH22 3NU Tel : 0131 654 1234. Email: InCommerce is fully protected by copyright and nothing may be printed wholly or in part without the written permission of the publishers. The proprietors of this magazine are publishers and not agents, or sub-agents of those who advertise therein. They cannot be held liable for any loss suffered as a result of information gained from this publication. The views expressed by authors of articles published in this magazine are solely those of the author and are not necessarily the views of or shared by the editor, nor the publisher or the directors, shareholders and/or employees of InCommerce Ltd or D-Tech Graphic Design & Print Ltd.

Our Corporate Partners

Front cover – Graham Riddell Photography, 01896 830915.

MIDLOthian & East lothian chamber of commerce Magazine • March 11


editors Intro

Business Mentoring Scotland After a very snowy December, thankfully January has been a hive of activity. Now seems to be the time to think about up-skilling your workforce - so check out our exciting new suite of training opportunities to ensure your business success. We’re also very excited to be able to offer all MELCC Chamber members the opportunity to have their business accredited by the Green Business Network’s Green Tick Accreditation scheme. The Green Ticks allows companies to demonstrate their green credentials to both their customers and their suppliers – details on page 29. As always please spend a few moments looking at the current Member to Member promotions – there are some great offers to be had! I hope you enjoy reading this edition and don’t forget to send me your articles for the next one.

Laura Socha Chamber Manager

Growing a successful business is difficult at the best of times, and you’ll often find you need a wide range of skills and experience. It can bring new challenges, from staffing, or where to get hold of new capital through to managing cashflow, or finding new markets and getting your products or services out to them. That’s where the Business Mentoring Programme comes in, matching experienced mentors with ambitious businessmen and women. Our mentors have a genuine desire to make a difference to your business – they volunteer their time and are committed to sharing their skills, knowledge, experiences and contacts with you.

Local Case Study Kingsway Management Services Ltd - Paul Hayes Mentor: Kevin Dorrian Paul Hayes and his son Andrew have run Kingsway Management Services since 2003 and following a visit from the Mid & East Lothian Chamber of Commerce they learnt about the Business Mentoring programme. Paul said “I realised that this was something that was going to help me and my company.”  He was matched with Kevin Dorrian who has 25 years of PR and Marketing experience and felt that he had “Experience and an ability to take an overview of where a company is” and so offered his services to the Business Mentoring team at the Edinburgh Chamber of Commerce. Kingsway Management Service specialises in quality control standards and accreditation.  Paul explained “I was specifically looking for help with marketing and Kevin was an excellent Match with marketing experience,” Kevin expanded that “Paul had a product he has great confidence in, but he needed to realise that it was a very niche market.  I listened to their aims and suggested that they use media which would not cost them, for example a Twitter campaign and Linkedin to target potential business. I also helped them develop press and news stories – an area they had not considered before.  Paul and Andrew were very easy to work with and soon understood how to maximise their voice and opportunities within the media and make informed decisions.” Paul explained that Kevin had “Helped us put a Marketing and Business Plan together and put forward some articles. He was very helpful and effective.  From it we have had more publicity, have exhibited and published an article which has brought us a new lead although it has not converted to more business it is going in that direction, we have no cognitive output result/numbers but everything is very favourable.”  Kevin agreed that they became “More focussed on their potential.  This and their ability to produce excellent reports and systems has settled them and they are a good business and are going in the right direction.” Both parties agreed that the Business Mentoring was a very good process that worked really well, Kevin went on to say that “I think it is excellent and I want to continue as long as they want me, it is a valuable service which needs to be widely known.”  Paul concurred: “I would definitely recommend it”. To find out more about this free programme email


MIDLOthian & East lothian chamber of commerce Magazine • March 11

Welcome to our New Chamber Members Aquaid Lothian

Water coolers bottle fed and plumbed in. Coffee machines

British Heart Foundation

The nation’s heart charity, Ffyonna Scott dedicated to saving lives through pioneering research, patient care, campaigning for change and by providing vital information.

0131 561 3364

Buccleuch Property

Owner & developer of Shawfair Park, the business park at the gateway to the south east wedge.

Steph Dorward

01750 20753

Cranston Country Nursery

Cranston Country Nursery’s philosophy and rural settings shapes the childcare we provide.

Jane Bergin

DS Morton Ltd

Accountancy and Taxation advisors

Kevin MacDonald

07879 443548

Ecosse Virtual Office

Bogged down with time consuming but unproductive research or just reached the limit of how much time you have, consider using a Virtual Assistant.

Fiona Whybrow

0131 440 3304

Sandie Wood

0131 448 0680

01875 321370

Edinburgh Science Triangle

A multi-disciplinary project Greg Russell bringing together the Scottish capital’s universities and research institutes, science parks, local authorities and Scottish Enterprise

0131 200 6303

GTG Training

Training in Health & Safety, Computer & IT skills, Business Skills & Transport.

David Scott

0131 453 6666

Investors in People Scotland

Business improvement framework that can significantly improve financial performance, profitability, productivity and increase employee involvement.

Vicki MacLean

Leadburn Manor Fly Fishing Centre

Trout fisheries, restaurant and renewable energy demonstration site

Francis Gilhooley

Lead Generator

Lead generation and data mining. Media buying, PR and business development, sales and marketing.

Ian Murphy

0131 625 0155

07834 239227

0131 445 8600

Morton Fraser Solicitors

Employment law advice, Joanna Goddard banking and finance law advice, construction law advice, personal law services

0131 247 1236

Oliver Joinery Developments Ltd

All joinery and building work

Peter Oliver

07780 112040

Peninsula Business Services Ltd

Peninsula is the leading provider of employment law and health and safety services in the UK.

Melanie Robb

07971 146682

Pentland Precision Engineering

Engineering production and Robert McCartney prototyping of high quality precision engineered components and print work

0131 448 2224

Stramash Games Ltd

The Scots took the classic, timeless chase game, adapted and improved it, made it more Scottish. This is Stramash!

Tony Mitchell

01875 616288

TC Events Consultancy

Event management consultancy delivering bespoke events.

Tracey Cunningham

01620 860335

The Ship Inn

Town centre traditional pub Russell Ellis serving food and a wide selection of bottled beers and draught ales.

01620 890676

MIDLOthian & East lothian chamber of commerce Magazine • March 11


member round up Chamber member Scot PR ( has won more business in England. It has been engaged by historic hotel and restaurant The Pheasant at Bassenthwaite in the Lake District. The history of The Pheasant stretches back over 500 years. Originally a farm house, it was converted in 1778 to a popular alehouse. One of its 19th century regulars was the famous huntsman John Peel who would often recount his exploits in what is now the hotel bar.

Earlier this year Scot PR was also appointed by the tourism association of Mull and Iona to run a campaign to attract more visitors to the islands in Autumn and Winter.

Midlothian Residents are really benefiting from saving money with over 60 local businesses offering residents discounts and promotions when using their MLC Card. The hugely successful Midlothian Directory & Loyalty Card is again packed full of Offers all valid until June 2011. To make sure you save money on local products and services, Pick Up Your FREE Midlothian Business Directory & Loyalty Card at any Midlothian Library or Leisure Centre and start saving money today! You can also browse all offers online at: www. Or Contact Smith-Allan Marketing – Tel: 0131 454 9944 or 07980 861 205

Seton Design brands luxury Caribbean Island resort

Family Business Developments – Chocolate, Chocolate, Chocolate ……..

Branding consultancy Seton Design ( has just branded an exclusive 5 Star luxury beach resort development on the tiny Island of Bequai in the Caribbean. This 5 star resort is spread over a large area of beachfront on the tiny island of Bequai in the Caribbean, the overall development features 41 stunning villa locations: from the glorious beach front residences, continuing up the, to the breathtaking ridge-top residences with views across the Grenadines towards Mustique. There is also a Boutique hotel suite and secure marina. With prices ranging from $1 million to $10 million this resort shall be a major Caribbean getaway for its residents once established. This website can be viewed at

Queen Margaret University are delighted to announce that on the 16th March 2011 at 1.15pm, Peter Thornton (former Chairman of Thornton’s Chocolates) will be visiting QM to deliver a keynote address on the challenges and opportunities represented by family businesses. Peter is also chair of the newly formed UK Family Business Association; a dynamic group of business people, academics and policy makers who aim to contribute to the debate around the importance of family business to the UK economy and social structures. The event is free, but pre-booking is required. For further details or to attend the event, contact Claire Seaman at


MIDLOthian & East lothian chamber of commerce Magazine • March 11

member round up

New Judicial appointment for Morton Fraser Anderson Strathern ‘highly commended’ in FT Innovative Lawyers Report Anderson Strathern has been ‘highly commended’ in the prestigious FT Innovative Lawyers Report 2010, the Financial Times ranking of Europe’s most innovative law firms. They are the only Scottish based law firm recognised in the category for ‘Innovation in Climate Change and Sustainability’ for their work with The Crown Estate in the completion of Agreements for Lease for the world’s first commercial wave and tidal electricity projects in the Pentland Firth & Orkney Waters. Anderson Strathern is ranked alongside international law firms De Brauw Blackstone Westbroek, Herbert Smith and Burges Salmon.

East Lothian based robinson.whitehead architects are currently

working on the design of a multi-million pound multi-storey commercial development in Gibraltar from their design studio in Tyninghame. The practice has produced several designs and the current scheme is about to be submitted for planning permission. The award winning robinson.whitehead team were previously directors of an international architectural practice based in Edinburgh and set up robinson. whitehead in a converted sawmill in Tyninghame just under a year ago.

Morton Fraser is delighted to announce the appointment of Partner George Clark as Chairman of the Private Rented Housing Panel for Scotland. (PRHP) The appointment, which is for a period of five years, was announced by Minister for Housing and Communities Alex Neil MSP. This judicial appointment involves chairing hearings to determine rents and questions of whether rented properties meet the Repairing Standard which landlords are obliged to observe.

2011 marks the 25th anniversary of Chamber Member Greentrax, Scotland’s leading folk record label, an important milestone in the impressively varied and colourful life of founder Ian Green. To celebrate 2011 sees the release of his autobiography, Fuzz to Folk. Call Luath Direct on 0131 225 4326 to order your copy of what is sure to be a fascinating read.

MIDLOthian & East lothian chamber of commerce Magazine • March 11


A Night of Celebration for Local Businesses and Entrepreneurs at 2010 Business Awards Over 250 companies gathered in Queen Margaret University for a night of celebration of local business and entrepreneurs at the 2010 Business Awards hosted by Midlothian and East Lothian Chamber of Commerce and the Business Partnership Ltd. The Awards honoured entrepreneurial flair, business development, environmental good practice, social enterprise and support for the business community. Host, Gregor Murray, chief executive of the Chamber and the Business Partnership, also paid particular thanks to the additional businesses, which sponsored the Awards and, in turn, the event’s valuable networking and mutual business support. The Awards and winners were: ■■ High Growth Award, sponsored by Springfords, won by Roslin Cells in Penicuik. The internationally renowned biotech cluster turns over approximately £1.5 million per year and employs 23 staff. A major project with the Scottish National Blood Transfusion Service to generate red blood cells is well established, as is collaboration with Lonza, the world leading cell culture media manufacturer, based in the USA.

■■ Green Business Award, sponsored by the Midlothian Advertiser, won by the Orchard House B&B. The Orchard House is a family run business near Rosewell, which aims to be carbon neutral. It was built from 80% recyclable materials, designed to be energy efficient and features a garden of various habitats to increase biodiversity. Food is bought locally and waste is composted or fed to the hens and ducks. ■■ Business Start-Up Award, sponsored by Midlothian Innovation Centre, won by Thistly Cross Cider. Based near Dunbar the company started in October 2008, making cider mostly from Scottish apples. With a new premium brand, a growing customer list including Dobbies and pub chains like Belhaven, and a good supply of Scottish produce, the company is aiming to reach a £1m turnover within two years.


MIDLOthian & East lothian chamber of commerce Magazine • March 11

■■ Social Enterprise Award, sponsored by the Pentland Science Park, won by Green Banana. From Mayfield and Easthouses, the film production company has a list of blue chip clients including Scottish Chamber Orchestra, CHEX and Midlothian Council. The company also runs a support service for vulnerable young people using video work as a therapeutic tool to develop relationships and identify social, emotional and support needs.

■■ Networker of the Year, sponsored by the Midlothian and East Lothian Chamber of Commerce, won by Andrea Webb of Distinctive Assistants. Andrea runs a virtual PA business and using Chamber of Commerce networking events to establish a customer base has converted more than half of all her contacts from networking into customers.

■■ Bright Stars Award, sponsored by Queen Margaret University, won by Deans Community High School. The pupils demonstrated considerable entrepreneurial flair in devising cartoon character based recycling containers aimed at making young children more environmentally aware. Judges felt their enthusiasm, motivation and aspiration stood out amongst the hundreds of young people who took part in the competition run in conjunction with Jewel and Esk College.

■■ Local Business Hero was won by Ian Young, a key figure in business development in Midlothian. Ian was head of business development and Director of Strategic Development at Midlothian Council. He was also a founder of the Business Partnership 25 years ago and played a major role in other significant developments such as the bioscience triangle and Bilston Glen Industrial Estate.

The evening looked at business past and future as Gregor Murray reminded the audience that the Business Partnership, first started as the Midlothian Campaign, celebrates its 25th anniversary this year. Guest speaker, Derek Mitchell, Project Manager of The Hydrogen Office then spoke of the organisation’s latest involvement in The Hydrogen Office and its work to supports the accelerated development of the renewable, hydrogen, fuel cell and energy storage industries in Scotland. Dr Petra Wend, principal of Queen Margaret University, was also a speaker at the event. As well as the awards ceremony, more than 50 companies exhibited at the event to showcase the wealth of companies, sectors and support organisations in the area.

MIDLOthian & East lothian chamber of commerce Magazine • march 11


2010 Business Awards stands 1st Class Media


Alba Water

Anderson Strathern


BNI Dunedin

Bright Business Partnership

Business Gateway

Business Works

Chalmers & Co


County Physio

Creative Link

Deans Community High School


East Lothian Council

First Display

GMP Print Solutions Ltd

Green Business Partnership

GTG Training Ltd


K & I Limited

MIDLOthian & East lothian

10 chamber of commerce Magazine


March 11

Kinnarps UK Ltd

LA-RG Enterprises

Macdonald Marine Hotel & Spa

McLean & Melrose Wealth Management

Midlothian Council Corporate Resources

Midlothian Employment Action Network

Midlothian Innvoation Centre

Network ROI Ltd

New Leaf

Newbattle Abbey College

Nexum Limited

One stop IT Solutions

Pentlands Science Park

Piotr Ukleja Services

Queen Margaret University

Ramada Jarvis Hotels

Rosslyn Alternatives

Rotary Club of Dalkeith asp?clubID=75

Springfords LLP



TEC Estates

The County Hotel

The Utility Warehouse Discount Club


Yellow Magnolia Press

A law firm for life science and other innovative businesses Legal | Life Sciences | Services for Academics Mediation | Facilitation | Training We provide services tailored specifically to our clients’ needs so welcome the opportunity of talking directly to you. Please contact us without obligation and in confidence: Telephone: E-mail: Principal Office: Website:

0131 202 6527 31 Merchiston Park, Edinburgh EH10 4PW

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Seton Gardens, Longniddry, East Lothian EH32 0PG

01875 811651 / 07768 566197


Agents for Calor Gas Direct and Air Products Industrial Gases

SETON GARDENS LONGNIDDRY EAST LOTHIAN Tel: 01875 815044 Fax: 01875 819687

Delivering throughout East Lothian, Midlothian and Edinburgh



For all your propane, butane, patio gas, welding gases, helium and pub gases

Electrical @ the core but So Much More! For information or to discuss the Feed in Tariff please contact usâ&#x20AC;Ś AKD House, Maulsford Avenue, Danderhall, Midlothian EH22 1PH Tel: 0131 654 7080

Todays business world is highly competitive and ever more volatile and customers expect high standards of health, safety and corporate responsibility. Promoting health in the workplace will enable you to demonstrate that your organisation sets higher standards for staff health and well-being than your competitors, making it more likely people will choose to work with you and keep working with you. A Healthy Business can help you identify areas where positive changes can be made and support you to implement the changes.

At A Healthy Business, Hania Proudfoot heads up a team of specialist advisers with workplace health improvement knowledge and experience spanning over a 15 year period. An experienced change agent, Hania understands that change for whatever reason must be handled sensitively, particularly now during a recession and under the current economic climate. Operating throughout Scotland, our team of advisers are on hand to meet with you and discuss your needs and answer any workplace health and health and safety related questions. Our team of advisers are also available to meet with you at your workplace and carry out a staff health needs survey including recommendations and action planning support.


a healthy workforce, a healthy profit West House, Henderson Street, Moffat, Dumfriesshire, DG10 9EY 5FMFQIPOFt&.BJMJOGP!BIFBMUIZCVTJOFTTDPVL XXXBIFBMUIZCVTJOFTTDPVL

Important tax dates in



Last day for submission of form CT61 for quarter to 31 Dec and payment of related income tax


Due date for payment of PAYE & Class 1 NIC for third quarter


Last day for online submission of 2009/10 Self Assessment Tax Returns


Deadline for balancing payment of income tax and Class 4 national insurance for 2009/10

JULY Last date for agreeing PAYE settlement agreements for employee benefits


Last day for submission of employer benefit in kind forms P9D, P11D and P11D(b) and for providing copies of Forms P11D to employees


Deadline for submission of share scheme returns and Forms 42 (detailing movements in shares, options and securities held by employees)


Last day for submission of form CT61 for quarter to 30 Jun and payment of related income tax

Due date for first payment on account for 2010/11 Self Assessment



Due date for payment of PAYE & Class 1 NIC for first quarter

Deadline to carry back gift aid contributions to previous year


Deadline for payment of Class 1A NIC on employee benefits in kind


Due date for second payment on account for 2010/11 Self Assessment


Self assessment 5% surcharge on tax due 31 Jan but still not paid

Book a pre year end tax planning meeting with your adviser and find out how you could save tax

MARCH Take a break from tax and get in the Easter Eggs!


End of tax year 2010/11 and start of tax year 2011/12


Last day for submission of form CT61 for quarter to 31 Mar and payment of related income tax


Due date for payment of PAYE & Class 1 NIC for fourth quarter

Deadline for electronic submission of employer forms P35, P14, P38 & P38A


Deadline for giving P60s to employees

Due date for payment of PAYE and class 1 NIC

Variable Dates Corporation tax for small/medium companies is payable 9 months and 1 day after the company’s year end. Corporation tax for large companies is payable by 4 installments, beginning 6 months and 14 days after the start of the company’s financial year end and quarterly thereafter.


VAT return due dates and payment deadlines vary depending on the size of the business and the accounting year end. Please contact us for further advice.


Deadline to notify chargeability to income tax/capital gains tax for 2010/11


Last day for submission of form CT61 for quarter to 30 Sep and payment of related income tax


Due date for payment of PAYE & Class 1 NIC for second quarter


Due date for payment of Class 1B NIC on PAYE Settlement Agreements


Last day for paper submission of 2010/11 Self Assessment Tax Returns


Last day for paper submission of tax returns where tax liabilities are to be collected via PAYE coding notices (applies to liabilities of £2,000 or less)

NOVEMBER DECEMBER Please contact us for advice on the tax implications of giving bonuses, gifts or staff Christmas parties


KEY CIS/VAT Employers tax

Income tax Company tax


Enjoy the fireworks

JUNE Get your benefit in kind information to us then dust off the BBQ and take a well earned break whilst we worry about the July deadlines for you


Autumn is on it’s way, start looking out those winter woolies

MAY 19th

Deadline for payment of CIS tax

Party time - taxman’s on his Summer holiday!

Have you made the most tax efficient use of income tax, capital gains and inheritance tax annual exemptions?

of tax year



Have you fully utilsed your tax free ISA and EIS investment limits for 2010/11?


th April end

Monthly Repeated Dates






Tax Calendar 2010/2011

Last day for online submission of tax returns where tax liabilities are to be collected via PAYE coding notices (applies to liabilities of £2,000 or less)

Dundas House, Westfield Park, Eskbank, Edinburgh EH22 3FB T: 0131 440 5000 Integration House, Alba Business Park, Livingston EH54 7EG T: 01506 242002

✁ In these troubled economic times, the last thing businessmen and women need is another bill, so make sure you complete and file your tax returns and payments on time to avoid unnecessary penalties. To help you, take a look at our tax calendar (above) which provides key dates for 2011. Remember, penalties for late filed tax returns are on the increase. From 2010/11 (for both individuals and companies) the new self assessment penalties are expected to be as follows:

Tax Return Submitted Late

Tax Liability Paid Late

Tax returns filed late will be charged an automatic penalty of £100, regardless of their level of taxable income. (For Partnership returns, the penalty is £100 per partner)

If your tax liability isn’t paid by the due date, surcharges will be issued as follows:

If you still don’t send your 2010-11 tax return back, you’ll also be charged the following penalties: Over three months late - a daily penalty (expected to be £10 per day) can be applied at HMRC discretion Over six months late - an additional £300 or 5% of the tax due if this is higher Over twelve months late - a further £300 or a further 5% of the tax due if this is higher Also, failure to deliver your tax return within 12 months of the due date, with deliberate withholding of information, could lead to a massive penalty of 70% of tax due for the return period (instead of the 5% noted above), or even up to 100% if the Revenue can prove information has been withheld deliberately with concealment.

5% of the tax unpaid one month after the filing deadline (except for companies, where it is 5% of the tax unpaid at the filing date), plus another 5% 6 months after the filing deadline and another 5% 12 months after the filing deadline This is in addition to an interest charge on the outstanding amounts. If you’re in any doubt about what penalties you could be facing, you should contact your own accountant or call us on 0131 440 5000 and ask to speak to one of our tax advisors.

MIDLOthian & East lothian chamber of commerce Magazine • March 11


Top Tips for Dealing WITH Snow Chaos – be prepared for 2011 Other than lawfully withholding pay for non-attendance at work, there are other alternatives which employers may wish to consider, such as: paying employees on the agreement that they will make up the time once the weather conditions have improved agreeing with the employee that they will take the time off as paid holiday splitting the employee’s time spent off as 50% (un)paid leave and 50% holidays where facilities exist, allowing the employee to work from home As snow blizzards and freezing temperatures closed schools and disrupted traffic across the country, it is little surprise that many employees failed to make it into work. With predictions of further adverse weather conditions, this may become a frequent occurrence over the winter months. So what is the position for employees unable to get into work and how should employers deal with absenteeism due to bad weather conditions….?

Snowed Under

Do employers have to pay staff who cannot get into work? Generally speaking, employees are obliged to attend work and employers are obliged to provide work and pay the employee for the work they do. This is the case regardless of the severity of the weather conditions. Therefore, if employees fail to turn up for work, unless their contract says otherwise, employers are entitled to treat their absence as unauthorised and the obligation to pay them falls away. However, there are a number of other important considerations for employers irrespective of the formal contractual position.

Skating on Thin Ice

Employers should bear in mind that employees have a statutory right not to suffer unlawful deductions from wages. A deduction from wages will be unauthorised if there is no contractual right in the employment contract to deduct pay and the employee has not consented. In those circumstances, deducting pay would be potentially subject to legal challenge.

MIDLOthian & East lothian

14 chamber of commerce Magazine

march 11

It is questionable whether employers are able to compel the use of holiday entitlement. Unless the individual’s employment contract contains an express right for the employer to direct when their holiday is taken, it is doubtful whether employers can force employees to take a day’s holiday without their consent, particularly after the event. If an employer wishes to deduct days off due to adverse weather from an employee’s holidays, they are advised to make this clear to staff at the earliest opportunity. With some employees spending more time getting to and from work than they are in the office, allowing the employee to work from home using remote access facilities is likely to be a more time efficient option. Once conditions improve, employees should return to work as usual.

There’s No Business Like Snow Business

Employers who decide to close their place of business temporarily, due to severe weather conditions, cannot usually withhold pay from employees who are unable to work as a result. An exception to this is those who have a ‘lay-off or short-time working’ clause in their contract of employment and those who consent to the time off without pay.

It’s Snow Fair…

If an employer is concerned that an employee is taking advantage of the weather conditions to avoid attending work, they may choose to investigate the matter further and consider disciplinary action in blatant or persistent cases. Employees should be reminded of the importance of the absence reporting procedure and should be encouraged to let their employer know as soon as possible if they are not going to make it to work or if they are going to be late.

Are you fit for business? Snow Patrol

While employers may wish to encourage employees to explore alternative means of transport; they should avoid putting undue pressure on employees to attend work if this could result in them taking unnecessary risks with their safety. On this note, it is worth remembering that there are certain regulations in place for those who work outdoors. Although, there is no legal minimum outdoor working temperature, employers would be advised to utilise relevant risk assessments and consult Health & Safety Executive guidance on working outdoors. Tips include: the provision of mobile facilities for warming up, and to encourage the drinking of warm fluids such as soup or hot chocolate.

Schools Out

What if employees cannot come into work, not because of travel problems, but because their child’s school has shut and they cannot arrange alternative child care at short notice? Employees have the right to take time off to look after children or other dependants in an emergency. In circumstances where school closures are unexpected or communicated at short notice, it is likely that this will constitute an emergency situation and employees would be entitled to statutory protection. It should be noted that time off is intended to allow employees to make alternative arrangements rather than remain off indefinitely in order to care for their dependants themselves. Under the statute, any time off would be unpaid, however, employer’s may wish to adopt an alternative position. It is recommended that employers take a consistent approach to the policy adopted for those employees without children.

Fail To Prepare…

Scottish Ministers have recently announced a series of changes to improve its response to severe winter weather, amid warnings of more heavy snow. It may also be worthwhile for employers to consider how best to handle the situation. Amending the absence policy or procedure to include adverse weather conditions or introducing a severe weather policy will enable a clear and consistent message to be communicated to employees. For further information on these issues please contact Murray McCall, Partner,

Make an impact on your business’s performance with the IIP Scotland Impact Programme – and receive £1,000 funding*. A challenging economy requires business to make an impact In today’s economic climate, it’s more important than ever to know your business is ready to face the challenges ahead and the IIP Scotland Impact Programme can help you do just that. Based around the IIP Framework, the Impact Programme consists of a series of coaching sessions to help you identify key objectives and challenges for your organisation and how best to achieve them. The resulting plan will detail the implementation of any change involved and how to measure the impact it has.

£1,000 discount

As an introductory offer, we’re offering the first 50 businesses to apply funding of £1,000, a saving of between 27-43% depending on the size of your business. All you have to do is sign up before April 2011.

Who should apply?

If you’re a Scottish-based small or medium-sized privately owned business (less than 200 employees) this is the perfect programme for you. You can attend training sessions in Edinburgh, Glasgow or Aberdeen, and the workshops will be tailored to your specific business or sector. Our initial consultation is free and will be used to determine whether your business is suitable for the programme. Businesses who have gone through IIP have on average improved their profitability by £406** per person and in addition, the Impact Programme can also lead to, or result in, full IIP accreditation.

Improve and act now – apply today

To find out more about the Impact Programme or IIP Scotland, visit the website at, or call 0131 625 0155 and ask to speak to Sam Kemp or Gregor Megson. *£1,000 funding is available for the first 50 businesses who sign up to the programme. Organisations must be SME’s in the private sector with 200 or less employees. **Based on research analysis conducted by Frontline Consultants

MIDLOthian & East lothian chamber of commerce Magazine • March 11



We have also been providing an accounting and taxation solution to SME’s throughout East Lothian, Edinburgh, Aberdeen and Clydeside. You may be aware that Bridgewells have successfully produced a wall planner advertising local businesses in East Lothian for the past three years. Well, now we feel that we could do more for the business community by advertising their services, promotions and special deals by means of targeted leaflet drops. The leaflets will be produced by ourselves to your own exacting standards.

Dundas House, Westfield Park Eskbank, Edinburgh, EH22 3FB t > 0131 440 5000 f > 0131 440 5001 Ch

been a part of our service. As members of the Microsoft Partner Network, this year we will be adding IT consultancy to our suite of solutions to small businesses requiring computer network installation and support. So, as from January 2011 we will be trading under the new name of Bridgewells Plus Ltd to reflect our expanded service. Bridgewells Ltd will continue to provide your advertising needs. Phone: 07875 105 984 or 07595 848 696 E-mail:

For your next advertising campaign please contact us by phone or e-mail.

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Don’t hesitate to ‘Go International’ It’s become increasingly commonplace to see export growth as imperative for Scotland’s economy. HSBC has a clear and longstanding focus on supporting businesses with international activities, international plans and international aspirations. Scotland’s international outlook is promising but there is more to be done to harness its full potential. In 2009 we commissioned research to improve our understanding of what distinguishes business that have ‘gone international’ from those that haven’t, comparing and contrasting the experiences of 250 businesses which have made this step and another 250 businesses that were more tentative. The Going International report revealed that the perception and reality of what it takes to get started internationally is often quite different. For example, 80 per cent of SMEs currently trading internationally consider it a profitable venture, with a further 15 per cent breaking even. The majority of these businesses have grown by at least 10 per cent, with one in five experiencing growth of more than 50 per cent, as a direct consequence. To realise this exceptional growth, more than half spent less than £50,000 to get started. However, in contrast, SMEs yet to take the international plunge are considerably more pessimistic about the perceived impact. Over 40 per cent estimate that their business will grow by less than 20 per cent and just one in 10 expect that international trade will bring them growth of more than 50 per cent – less than half the number of businesses who are actually trading internationally and achieving this growth. Finally, more than half estimated the cost of international business being over £50,000; with nine per cent of those businesses under the impression that they will need to invest in excess of £250,000 to make international trading a reality Consequently millions of SMEs are being overly cautious when it comes to acknowledging the positive effect of international trade, which is ultimately preventing them form realising the potential business growth they could benefit from.

For Scottish businesses with unrealised export potential; given the choice between dependency on a small domestic market with almost certainly very pedestrian growth rates, or the chance to diversify your market exposure and to gain access to global trade flows, growing at over five per cent, the risky strategy isn’t ‘going international’ – it’s not doing so. Rather than regarding international markets as a great leap into uncertainty, the true business choice is whether to make a start on the groundwork on possible opportunities. My advice to companies beginning to look at international opportunities is to reach out towards the extensive and increasingly well joined-up support network available to Scottish SMEs; whether that’s your bank, professional advisors, or local Chamber. John Rendall is CEO for HSBC in Scotland

Having spent a lot of time discussing these findings and talking with businesses around the theme of ‘going international’, I believe there is a key considerations to take forward.

MIDLOthian & East lothian chamber of commerce Magazine • March 11


The new force combining

Would you like to join us as a corporate partner? If you are interested in: • Choosing us as your Charity of the Year Y •V Volunteering opportunities for your staff f •T Taking part in events • Cause related marketing • Sponsorship opportunities • Donating goods, skills and expertise

Please contact Joyce Sperber by phone 0845 833 9328 or email Age Scotland, part of the Age UK family, is an independent charity dedicated to improving the lives of older people in Scotland, within a charitable company limited by guarantee and registered in Scotland. Reg No: 153343 Charity No: SC010100. Registered Office: Causewayside House, 160 Causewayside, Edinburgh EH9 1PR.

midlothian council Artemis Intelligent Power has been acquired by Mitsubishi as part of a £100m investment. Mitsubishi Power Systems Europe (MPSE) are opening an engineering facility to carry out research and development into offshore wind turbine technology. Over the next five years, MPSE expects to create up to 200 jobs at the new Centre and at the firm of Artemis IP (AIP). If the technology is successful, this could lead to the creation of a major offshore wind turbine manufacturing site in the Lothians. AIP originally started out in 1994 as a spin-out from Edinburgh University and is now based at Edgefield Industrial Estate, Loanhead. The company started out developing ultra-efficient fluid power machines and has now developed a 1.6 megawatt hydraulic power transmission which will replace the traditional gear box in wind turbines. Gearboxes are heavy, expensive and prone to breakdown, but hydraulic transmissions haven’t traditionally been considered to be viable in wind-turbines because of their poor efficiencies at part-load. AIP has been able to dramatically increase the efficiency of hydraulic transmissions through the development of its Digital Displacement® technology. This replaces the mechanical valves of traditional hydraulic machines with computercontrolled, electro-magnetic flow-control. Following involvement in the Carbon Trust programme, Artemis was named overall winner of the 2009 Carbon Trust

Innovation Awards. The research carried out by Artemis was felt to meet the criteria of genuine innovation, carbon saving potential, novel application and commercial potential across multiple industries. As a result the company also won the ‘Power’ award and was shortlisted in the green transport section. While Artemis now becomes a wholly owned subsidiary of MPSE, its current organization of engineers will be maintained to continue the development of leading-edge hydraulic power systems, including computer-controlled high-speed solenoid valves applying Artemis's Digital Displacement® technology. The new ownership will build on the 25 existing jobs and will also create 30 new engineering posts at the sister Mitsubishi Centre for Advanced Technology. Win Rampen, the managing director of AIP, said it will continue as an independent technology company, with Mitsubishi taking 100% shareholding. He said: "This marks a huge step forward for the development of our game-changing technology. "Drawing on the breadth and depth of Mitsubishi's expertise and skills, AIP look forward to accelerating our research and development work with a view to our technology being used in turbines in UK and European waters by 2015." Digital Displacement® is a generic technology that has many potential energy saving applications and Artemis has major partnerships with a number of international companies across a range of market sectors. The company has used a similar hydraulic transmission system in a BMW 5 series - it makes the engine quieter and will lead to substantial improvement in fuel consumption. The company’s renewable energy transmission work has attracted interest from the wind industry and has secured new investment from the government’s Environmental Transformation Fund (ETF). For further information contact Win Rampen on Tel 0131 516 8606 or e-mail

Funding Help for Midlothian Event Organisers Events in Midlothian promoting local produce and keeping active could get 90% of their costs paid under a new scheme launched in February. The funding of up to £4,000 comes after Midlothian Tourism Forum and Midlothian Council successfully applied to the Tyne Esk LEADER Programme. The Midlothian Themed Tourism Event Fund was officially launched at Newbattle Abbey College on Thursday 10th February. Cabinet member with responsibility for tourism, Councillor Russell Imrie said: “This fund of up to 90% of the costs of an event is a fantastic opportunity to help celebrate locally produced food and raise Midlothian’s profile as an active county with plenty to offer anyone interested in keeping fit and healthy. You only have to sample one or two of the great restaurants we have in the area or visit places like the Midlothian Snowsports Centre to realise it is a world class destination.”

Left to right - Quintin Young (Chair of Midlothian Tourism Forum), Manuela Calchini, (Regional Director Visit Scotland), Provost Montgomery (Midlothian Council), Sandy Macmillan (Midlothian Council).

Community groups, groups of small businesses, voluntary organisations, public sector bodies and social enterprises are all invited to apply. The project is part-financed by the Scottish Government, Midlothian Council and the European Community Tyne Esk Leader 2007-2013 programme. For more information visit

Local business, EAE Ltd, based in Loanhead and Scotland’s premier tourism and arts leaflet marketing specialists, have been presented with one of Scotland’s top environmental awards. EAE won the Best Management Award in the Small Business Category of the 2010 Vision in Business for the Environment of Scotland (VIBES) Awards. EAE were the only tourism and arts business to be recognised in the 2010 VIBES Awards.

Scotland – from Dumfries and Galloway to Orkney and Skye. We are recognised as an important part of the green supply chain to tourism and arts organisations throughout the country.”

Now in its eleventh year, the VIBES Awards recognise and reward the efforts of Scottish businesses to become more efficient and competitive through improving their environmental performance while benefiting their bottom line.

EAE Ltd will now represent Scotland in the European Business Awards for the Environment. These awards have been running since 1987 and attract around 200 entries per year from the cream of Europe’s most environmentally positive businesses. VIBES is the only award scheme in Scotland that feeds into these prestigious European awards.

Glen Bennett, Managing Director of EAE said: “We are delighted to have won this award. It is important that the efforts of companies reducing carbon and creating sustainable employment are recognised and the VIBES Awards are a great way to do this. “Through our activities and profile our aim is to encourage, inspire and support others in the tourism and arts industries to become more sustainable. This award also highlights the growing importance of a green supply chain. “EAE aim to be carbon neutral by 2015 and we have implemented a growing number of measures to achieve this. As well as installing our “Windy Boy” wind turbine, we operate an electric delivery van and actively promote recycling and biodiversity. Since 2005 we have reduced the carbon footprint of our headquarters in Loanhead by 60%. The company also provides rural employment throughout

This success builds on their achievements of gaining the Gold Award in the Green Tourism Business Scheme and of winning the VisitScotland organised Scottish Thistle Award for Sustainability. EAE is the first supplier to the tourism sector to achieve this accolade. The Scottish Thistle Awards showcase business excellence and quality throughout the tourist industry. EAE was one of three finalists in the Sustainable Tourism category, sponsored by Scottish Natural Heritage. This is the second time in two years that EAE have made the finalists’ list in this category. The award is given to “businesses that can demonstrate the use of sustainable and environmentally-friendly products, activities and programmes, and can show their contribution to income generation and employment in the wider community.” If you would like further information please contact Glen Bennett on 0131 440 9444 or by e-mail on

Science Parks worth over £100million a year to Edinburgh city region economy COMPANIES based at science parks within the Edinburgh Science Triangle generated revenue of more than £104m in the last financial year – a rise of £6.4m (6.6 percent). They also employed nearly 1100 people, five percent more than the previous financial year. The figures come in a full-scale study conducted for the science triangle project after a pilot in October at Roslin BioCentre in Midlothian, the home of Dolly the cloned sheep. Companies based at Alba Innovation Centre in Livingston, Heriot-Watt Research Park, Pentlands Science Park and Edinburgh Technopole were quizzed for the research, the results of which also include the data from Roslin BioCentre. In the last 12 months the study shows that overall 68 companies spent £35m on R & D – a 13 percent increase. Between them they developed 162 new products or services; more than a third of them (34 percent) filed patents; and half were engaged in activities involving patents or licensing. Thirty-five percent of sales were international with half that figure in Europe and 28 percent in North America. The survey also shows a high level of collaboration with universities and research institutes. Two thirds of the companies surveyed said they had engaged with EST partner universities or institutes, and they expected that to lead to

more than £50m of increased revenues at home and abroad in the next two years. Malcolm Bateman, Chair of the Edinburgh Science Triangle, said: “These results confirm our belief that the region’s science parks provide the physical infrastructure and business support environment to our technology based companies that helps them grow and prosper. “These are difficult economic times and it is really encouraging to see the progress that the tenant companies are making. What particularly stands out is the investment in R&D and the international dimension of these businesses which is vital for Scotland’s economic development in the future” Councillor Russell Imrie, Midlothian Council Cabinet Member with responsibility for Economic Development, said: “The Edinburgh Science Triangle study highlights some welcome signs of business growth, which is especially important in these difficult economic times. Midlothian is well represented within the Edinburgh Science Triangle, being the location for science parks such as Pentlands Science Park, Roslin BioCentre and Edinburgh Technopole. Should you require further information please contact Greg Russell by e-mail on greg.russell@ or call 0131 200 6386

midlothian council

Midlothian Council joins the Supplier Development Programme The Supplier Development Programme (SDP) is now well established as a business growth initiative which, in partnership, delivers a range of specialist business support activities including the provision of advice, information, training and funding support with the aim of assisting businesses to become more capable of accessing and competing for public sector contracts. The Programme’s main priority is to build awareness and provide information, education and training on public procurement and contract opportunities. This prepares businesses to reach the stage required to tender for public contracts whilst delivering transferable business skills that will improve their overall competitiveness and profitability. We can provide direct benefits to local businesses who register with us as Suppliers, such as: • • • • •

Access to any SDP event in any area. Full access to information on website. Company listing on the SDP’s Suppliers’ Register. Receive regular SDP communications. Access to local business support network.

And all free of charge.

We provide events covering many aspects of procurement training from policy workshops to tender writing courses to seminars and exhibitions which bring to you the buyers from many public sector organisations. If you are registered with us you can attend any of our events in any of our partner areas. “Attending an SDP event had an impact on our scoring. We got 197/200 for one tender.”

Interested in exploring procurement opportunities?

We’re here to help. Contact the Supplier Development Programme for help and advice on public sector procurement.

At present there are twenty two local authority partners Aberdeenshire, Aberdeen City, Angus, Dumfries & Galloway, Dundee City, East Ayrshire, East Dunbartonshire, East Renfrewshire, Edinburgh City, Falkirk, Fife, Glasgow City, Inverclyde, Midlothian, North Ayrshire, North Lanarkshire, Perth & Kinross, Renfrewshire, Scottish Borders, South Ayrshire, South Lanarkshire, West Dunbartonshire - and the Third Sector (Social Economy) Division of the Scottish Government. To be eligible to join the SDP and access all the benefits you must be: located within the boundary of one of the partner authorities; an SME (small to medium sized enterprise with less than 250 employee) or a social enterprise (based anywhere in Scotland); have a turnover less than £44.5 million. Midlothian Council (and others listed above) has paid the membership fee for the SDP which means all the services of the programme are rolled out to Midlothian businesses free of charge once you have registered. Register as a Supplier today at

For more information visit our website at

If your local authority is not a member you can still register with the SDP. You will have restricted access to the information on the website but you can still view the tender process, tips on winning tenders and policy guidelines. However, you will not be eligible to attend our events.

Email us at or telephone 0141 287 7251

Should you require further information, please contact Jane Crawford on 0131 271 3427 or by e-mail

The Supplier Development Programme is a partnership of local authorities and the Third Sector working together to deliver a business support initiative.

midlothian council

New Midlothian Food & Drink Directory Food and drink businesses in Midlothian are being asked to sign up to a new Midlothian Food & Drink directory. This is one of the initiatives which came from the recent “Food for Thought Innovation Workshop” which was facilitated by Scottish Enterprise. Midlothian Council in partnership with Midlothian Tourism Forum are linking with the current Scottish Government Tourism Theme of “Scotland’s Year of Food and Drink” to produce the new comprehensive directory. Food producers, suppliers and restaurants in Midlothian are being contacted and will be asked to feature in this free listing. This is part of a wider initiative which has been made possible through funding support from the Tyne and Esk LEADER Programme. The directory will help raise awareness of the quality eating establishments Midlothian has to offer and also highlight local produce encouraging people to eat and buy local. This initiative aims to go one step further by bringing food and drink producers in Midlothian together, providing a promotional platform which will enable them to showcase their produce at a national level. Queen Margaret University’s “Feast Festival” is one of the key events the group will hope to exhibit at this year with more events scheduled for the following year.

Golden Oldies Rugby International event Penicuik RFC 16-18 September 2011 For decades, over 35’s have played rugby under various names. The first Golden Oldies Rugby Festival took place in Auckland in 1979 and they have been organised every two years since, alternating from Southern to Northern Hemisphere. European Festivals also take place every two years. In September 2008, 16 new Scottish Teams took to the field to enjoy the World Festival held in Edinburgh. Over 3,000 people from 18 countries participated. The Scottish Golden Oldies gather annually in Perth. This year an international event has been added to the Scottish Golden Oldies calendar, to be held at Penicuik RFC from the 16th to 18th September, 2011. In this inaugural event, teams from the UK, Latin America and Continental Europe have been invited, aiming for an entry list of 20 teams. The organising committee plans to make this an annual event with increasing numbers of both local and foreign teams participating. Midlothian Council is backing this effort along with other sponsors. This will be a great opportunity for the local community and businesses to welcome around 450 visitors for the duration of the event. Sponsorship is being sought for this event. If you would like to sponsor the event or you require more information, please contact Mauricio Diaz by e-mail

Food & Drink businesses and producers in Midlothian interested in featuring in the directory or food & drink producers interested in more information on being part of the group promoting Midlothian produce should contact Caroline Wight, Midlothian Council. or 0131 271 3432.

Midlothian Tourism – Joined up Promotion Midlothian businesses are once again united in helping to raise the profile of tourism in Midlothian. Representatives from the Scottish Mining Museum, Dalhousie Castle, and Edinburgh Butterfly and Insect World will attend VisitScotland Expo, Scotland’s flagship travel trade event. Joining forces as members of the Midlothian Tourism Forum, the group will travel to Aberdeen’s SECC to exhibit at this international event which will be held on 13th & 14th April this year. This annual event brings together buyers from all sectors of the industry - coach tour operators, group travel organisers, conference and incentive buyers, travel agents, independent tour operators and wholesalers from throughout the world.

“This is always a hugely successful event which helps to showcase the tourism product Midlothian has to offer. Midlothian has great tourist attractions, a range of accommodation to suit all, a wealth of history and heritage and some excellent eating places. This year we will link with the national themes “Scotland – The Land of Food & Drink” and “Active Scotland” to launch our new Midlothian Food & Drink Directory and promote our beautiful countryside and outdoor activities.” says Quinton Young, Chair of Midlothian Tourism Forum Attendance and representation at Expo is one of the many member benefits of Midlothian Tourism Forum. If you are interested in membership of the Forum or would like any other information, please contact Colin Macfarlane on or 0131 6638038.

Green Tick Accreditation – have you got yours? Have your customers asked about your environmental performance recently? If they haven’t yet – they soon will. When companies buy or sell products or services, or tender contract work, more and more of their customers are asking to see their environmental credentials. Green Business Network has introduced their Green Tick Accredited scheme to help businesses demonstrate their environmental performance in a clear and easy way.

One tick demonstrates that your company has an environmental policy has assessed its legal compliance is committed to making continual environmental improvements

Two ticks demonstrates that your company has an environmental policy is managing its legal compliance is committed to making continual environmental improvements reviews its suppliers has an environmental action plan

Three ticks demonstrates that your company has an environmental policy is committed to complying with applicable legislation is committed to making continual environmental improvements reviews its suppliers regularly reviews its environmental action plan engages staff on environmental issues has an environmental management system To see who has already been accredited visit or email to find out more.

MIDLOthian & East lothian chamber of commerce Magazine • march 11


Ask The Expert

Local professionals answer your business-related questions

Q. I’ve booked a small, shell scheme stand, at a forthcoming trade exhibition, to promote my product to retailers. It’s the first time I have exhibited, so don’t really know where to start. What are the main things I should think about?

Q: I would like to book tickets for a staff party at a local wine bar, to reward my employees for their hard work over the last year. It would be nice if we could invite partners to make it a special evening, but will this then be a taxable benefit in kind?

A. This will most probably be your brand’s first exposure to many of the retailers at the show, so no matter how much or how little you are prepared to spend, make sure that your stand reflects all the values that you have established for your product and in turn, your brand.

A: The cost incurred on holding staff parties/social events can be provided as a tax-free benefit, providing certain requirements are met.

If you already use designers, ask them if they have designed for exhibitions in the past and to show you their standard check list related to establishing the brief, dealing with exhibition organisers and the show’s contractors. You should also ask them to give you a summary of the likely cost of a range of options, to allow you to establish a budget before the design process starts. If you feel uneasy about your designer’s response to any of the above issues, you’re probably using the wrong type of designer for this project. Remember, your stand is a 3 dimensional space, however small - it’s not a brochure. People will stand in front of it, walk past it quickly, detect brand messages from a distance and detailed information ‘close up’. Understanding the psychology of exhibitions is important and managing the practicalities of exhibiting is critical to its success. Kay Smith, Director, Agrada,,

MIDLOthian & East lothian

24 chamber of commerce Magazine

March 11

The events must be open to all staff to attend and there is an annual limit of £150 per head (including VAT) per attendee that can be treated as a tax-free amount. If the total cost per person for all functions during any tax year exceeds £150, the exemption can be claimed against one or more functions for which the total cost does not exceed £150.  The exemption cannot be deducted against the cost of any event where the amount per head has exceeded that annual limit.  Expenditure for any event not covered by the exemption would be a benefit in kind and need to be reported on the end of year form P11D accordingly. Expenditure for staff entertaining is allowable as a deduction in your accounts on the basis that it is incurred for the benefit of your employees.  For VAT, input tax can be recovered on the proportion of entertaining expenses relating to employees only and not on any such expenditure relating to other guests. Alasdair MacLean, ,

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Newhailes Business Park, Musselburgh delivers attractive new office & general business accommodation Newhailes Business Park is a purpose-built development of business units and office accommodation which has been designed for companies seeking modern, flexible and attractive space.

Located to the west of Musselburgh town centre and five miles east of Edinburgh city centre, Newhailes Business Park provides good access to the motorway network, with the A1 and the Edinburgh city-by-pass located in close proximity.

Phase one of over 24,000 sq ft in 13 units of high quality office accommodation is now available to purchase or let within Block 1 . Planning is also underway on phase 2, a further circa 14,000 sq ft of accommodation, which can be developed or sold as a site. Units range in size from 880 to 2,799 sq ft with the flexibility to offer larger interconnected units.

Marcus Weurman, surveyor, Knight Frank is marketing the business park. He explains its appeal for occupiers: “East Lothian is a well established business and industrial location that is attracting increasing numbers of occupiers. Accommodation in the area is significantly cheaper than other office and industrial locations, by up to a third in some parts, and occupiers are realising the value for money that it represents. Newhailes Business Park appeals to local businesses looking for more modern space and it is primarily aimed at the owner occupier market although units can be let too.”

Occupiers at the park benefit from excellent car parking on site and flexible spaces which can be designed to suit specific requirements. Newhailes Business Park is situated on Newhailes Road & Olive Bank Road in Musselburgh and appeals to local businesses looking for more modern space. The park is attracting new interest from a variety of occupiers including professional and health care operators. Current occupiers include Aldi Stores Ltd, Lidl UK Ltd and office occupiers such as The Driving Standards Agency and Ingeus.

For further information on Newhailes Business Park contact Marcus Weurman, Knight Frank on 0131 222 9621 or email

How to make the right choices about your website Part 1, By Neil Fraser, eBusiness UK A website is for most of us a major part of our business and as such has to work hard to justify its cost and basically this means either saving you money or making you money. When you are faced with developing a new website or redesigning one thatâ&#x20AC;&#x2122;s not working for you, there are a lot of things to consider, the effectiveness of your home page, the content, the structure, how you convert visitors to customers and how you attract those visitors. So to save you some of the hassle I have come up with a list of pointers for you to consider.

MIDLOthian & East lothian

26 chamber of commerce Magazine


march 11

Determining the chief purpose of your website

You need to decide what the website needs to achieve in order for it to be a success and this needs to tie in directly with your business objectives. So be clear and focussed about what these objectives are. Your site may be for building your brand, creating an online brochure to let people know who you are, what youâ&#x20AC;&#x2122;re all about and where to find and contact you. It may be to generate enquiries and drive sales leads through to you or your team. You may wish to sell over the internet as an additional or as the dedicated sales channel as it functions 24 hours a day 365 days a year. You may wish to use to provide service or support, answering your customer enquiries, supporting contractors or be an information hub for your clients or you may wish to save money by transferring internal business processes into an online environment.

Determining the structure of your website

Your home page can either inspire people to explore further or it can drive them to try another site. You need to answer three important questions for your visitors: •

What’s in it for them

Why should they choose you

What do they do next

Your site needs to be structured so that your customers or potential customers can find what they are looking for quickly and easily. It needs to be organised logically across multiple sections which correspond to your organisations products and services. Most importantly it needs to be structured with some thought for future growth and development. One of the most common complaints from visitors is that they can’t find what they are looking for, so enabling them to navigate around effectively is of primary importance. Research has suggested that most people look at the top first and then down the left hand side to find what they are looking for. Navigation can be displayed in numerous ways such as: •

Tabs at the top

Left side menu

Display of ‘most popular’ and/or‘ most used’

View the latest

Bottom links

Site Map

You can look at the sites you use yourself and compare the navigation to decide which you find most effective.

Make it look good

Think of your website in terms meeting a new client for the first time, choosing the signage for your shop or designing your promotional materials or brochures. It has to make the right first impression. If your site doesn’t project quality then people are going to assume that your products or services aren’t great either. •

The overall design and colours need to match your existing branding

Keep it clean and classy

Make it vibrant fun and interesting

Don’t go for design over substance

Pictures paint a thousand words

Don’t go crazy on graphics they take time to download and people will go elsewhere

Make sure the design suits your business, fun & funky or reliable and professional

Most websites are designed with a template structure, based on how you want visitors to navigate. Website designers will normally create a structure that allows for unique content in the centre of the page allowing you to have a number of pages with unique content but the same look and structure. Designing in this way makes it easier for your visitor to navigate around your site. Most people nowadays prefer to leave the development of the site to their web designers but like the ability to update the content of the pages themselves. The designer will provide a Content Management System (CMS) allowing you to do this. A CMS allows you to change the content and structure of your site in real time with no special technical skills and within minutes new text, images and even new pages or whole new sections can be added keeping up with your businesses ever changing needs. Most importantly your site needs to contain a ‘call to action’, you may wish them to make an enquiry, contact you, make a booking or purchase a product or service. The call to action needs to be placed relevantly and be easily accessed.

Use effective sales pages

The sales pages are those that you want your potential customers to go to in order to sell a product or generate contact information for a sales lead. They can within your site, directed to via the various navigation tools, or they can be specifically designed landing pages accessible via search engines or e-marketing techniques. When your sales pages work effectively your conversion rate from visitor to customer is greater. A really important element of web design is ensuring that you have the ability to change your sales pages to reflect new products or services and to react to your tracked conversion rates. Over a period of time using tracking techniques and making small changes will make your conversion process more effective. A key point here is to keep your site focussed, up to date and relevant to your customers. In the Next InCommerce we shall talk about communication and traffic. To talk about this article in more detail contact

MIDLOthian & East lothian chamber of commerce Magazine • march March 11


New support for entrepreneurs to ‘turbo charge’ UK’s clean tech sector

The Carbon Trust has launched a new service designed to ‘turbo charge’ and stimulate investment in early-stage clean tech companies. This will help create a step-change in the growth of high tech, low carbon businesses in the UK. The launch of Carbon Trust Entrepreneurs Fast Track, developed after consultation with Britain’s emerging low carbon technology companies, was welcomed by business leaders, including Sir James Dyson, Federation of Small Business, the business angel community and the UK Government. The principal aim of Carbon Trust Entrepreneurs Fast Track is to accelerate the commercialisation of Britain’s best early stage clean tech companies, taking them from high risk start-ups to attractive investment propositions. The commercialisation of the country’s early stage companies in the low carbon sector is central to the creation of new jobs across the UK, boosting export revenues and helping the UK move to and prosper in the low-carbon economy. Carbon Trust Entrepreneurs Fast Track has been developed after consultation with more than 400 early stage cleantech companies from across the UK .  According to this latest research ‘proof of concept’ and prototype building/ testing were ranked by small companies as the two most valuable types of support needed to move towards technology commercialisation. This was followed by: the need for assistance in protecting knowledge by navigating the complex issue of intellectual property; and access to seed or venture capital finance. Minister for Energy & Climate Change, Greg Barker, said: “Low carbon investment is a vital part of our economic recovery. The Entrepreneurs Fast Track service will give a much needed boost to innovative companies developing green technologies. This will be vital in growing the UK’s

MIDLOthian & East lothian

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low carbon industry, creating new jobs across the country and tackling climate change.” Sir James Dyson CBE, one of the UK’s leading inventors and one of the world’s most successful industrial designers in the past 20 years, has welcomed the Carbon Trust’s initiative: “The UK will become a leading exporter of low carbon technology – if given the right support. Inventive British companies that invest in research and development are seen as a risky proposition. But new technologies are vital to the long-term health of our economy. “Now is the time to act: we need to match a growing awareness of our environmental impact with British ingenuity. Developing new technology takes time, and other countries have stepped up the pace. This Carbon Trust scheme supports the UK’s most promising low carbon technologies by moving quickly to commercialise new ideas.” Specifically Carbon Trust Entrepreneurs Fast Track will provide a customised package of research and development funding, expert advice and enhanced networking opportunities, to the leading UK clean tech ventures with the highest growth potential. For the first time, the Carbon Trust will support low carbon entrepreneurs to turn their concepts into working prototypes. This will sit alongside support for technology development and demonstration, as well as strategic commercial and expert technical advice on matters such as identifying optimal business models, building capable management teams and protecting intellectual property.

Tom Delay, Chief Executive of the Carbon Trust said: “The UK has great entrepreneurial talent and many promising low carbon ideas.  But early-stage companies struggle to make the transition from concept to commercialisation owing to the high-risk nature of such ventures, and the associated difficulty in attracting financing and managerial talent. The Entrepreneurs Fast Track aims to de-risk these ventures by advancing technology development and building a solid commercial foundation for growth.” Anthony Clarke, Chair BBAA said: “Business angels are increasingly attracted to the clean tech sector and can play a key part in the effective commercialisation of innovations, offering both finance and business building skills.  We are delighted that the Carbon Trust has developed this new Entrepreneurs Fast Track scheme providing angel investors with an important new interface with investment ready clean tech start-ups.” David Caro, Chair of the FSB Environment Committee commented: “Innovative green small businesses have the potential to lead the way to a low carbon economy.  However, it is crucial that they are able to make the leap from risky start-ups to commercially viable investment opportunities if we are to realise this potential.  The Carbon Trust’s Entrepreneurs Fast Track scheme is exactly what we need to help our early-stage clean tech firms make this leap and help the UK reap the rewards of the move to a low carbon economy.”

Publishers of

John Sauven, Executive Director, Greenpeace UK also welcomed the Carbon Trust’s offering: “Developing early stage clean technology is a key area for laying the foundations of a new economy. If the UK is to stay in the game then it has to foster the commercialisation of new ideas.” A number of emerging clean-tech firms across the UK have already benefited from Carbon Trust support including Bath-based G-volution which has developed a lower cost lower emission dual fuel system for the commercial transport sector: Chris Smith, Managing Director commented, “The Carbon Trust support of our business came at a very critical time for us. It enabled all our stakeholders to understand that we have a unique technology with real carbon reducing potential – and that as a business we had the potential to be world beating.  It is hard to overstate the immense value of this to all of us, management team, shareholders, customers, both in terms of professional support and assistance in becoming investment ready, and in terms of the belief Carbon Trust helps to sustain – I see it as absolutely critical in its importance to our business then and now.” Any entrepreneur, start-up or spin-out company with a genuinely innovative low carbon idea or technology should visit to register your interest and find out more about the application process.

Unit 14, Broadmeadow Industrial Estate, Dumbarton G82 2RE T: 01389 736000 E:

Capital Gains Tax â&#x20AC;&#x201C; the saga continues... There are now two rates of Capital Gains Tax for individuals â&#x20AC;&#x201C; a standard rate of 18% and a higher rate of 28%. The higher rate will apply to individuals whose total taxable income and chargeable gains exceed the basic rate limit for Income Tax purposes of ÂŁ37,400. When working out which rate of tax to apply, it is important to note that any gains realised before 23 June 2010 are not taken into account in working out whether the basic rate limit is exceeded. Further, both any losses for the year and the annual exemption, which remains at ÂŁ10,100, can be used in such a way to minimise the overall CGT bill.

CORPORATE MEMBERSHIP & HOSPITALITY at Leadburn Manor Fly Fishing Centre Become a corporate member at Scotlandâ&#x20AC;&#x2122;s 1st zero carbon multi-loch eco centre. Offer your family, friends, colleagues and clients a unique opportunity to try something different in the great outdoors. Fly fishing is the new golf!


To illustrate the impact of these changes letâ&#x20AC;&#x2122;s take an example: Tony has a salary for 2010/11 of ÂŁ30,000. He is entitled to the basic personal allowance of ÂŁ6,475. In May 2010 he realises a gain of ÂŁ50,000 from the sale of an investment property. He makes a further gain of ÂŁ100,000 from the sale a second property in July 2010. Gains made before 23 June 2010 are taxed at 18%. In relation to gains after 22 June 2010, Tonyâ&#x20AC;&#x2122;s total taxable income and gains for 2010/11 for the purposes of ascertaining which rate applies is as follows: Salary ÂŁ30,000 Less: personal allowance (ÂŁ6,475) = ÂŁ23,525. Post 22 June 2010 gains ÂŁ100,000 Less: annual exemption (ÂŁ10,100) = Total taxable income and post 22 June 2010 gains ÂŁ113,425 As Tonyâ&#x20AC;&#x2122;s total taxable income and post 22 June 2010 gains for 2010/11 exceed ÂŁ37,400, the portion of the July gain above this limit will be taxed at 28%. As all gains before 23 June 2010 are taxed at 18%, it makes sense to use the annual exemption against the July gain to save tax at 28%. The May gain of ÂŁ50,000 is taxed at 18%, giving a CGT bill of ÂŁ9,000. As regards the July gain, the chargeable gain, after deducting the annual exemption, is ÂŁ89,900 (ÂŁ100,000 - ÂŁ10,100). The portion up to the basic rate limit (ÂŁ37,400 - ÂŁ23,525), i.e. ÂŁ13,875 is taxed at 18%. The remainder of the gain (ÂŁ89,900 - ÂŁ13,875), i.e. ÂŁ70,625 is taxed at 28%.

Please contact us to arrange a look around and a coffee and we can discuss the many benefits of our corporate membership & hospitality.

TEL: 01968 670571


CA Cameron ACA An accountant you can talk to Professional & Personal Service for: â&#x20AC;˘ Business Advice â&#x20AC;˘ Business Accounts â&#x20AC;˘ Business & Personal Tax Returns â&#x20AC;˘ Company Accounts â&#x20AC;˘ Corporate Tax â&#x20AC;˘ Management Accounts â&#x20AC;˘ Business Planning Christa Cameron CA Cameron ACA Chartered Accountant 4 Templemains, Dunbar, East Lothian EH42 1SE Tel: 01368 840648 â&#x20AC;˘ Mob: 07799 636882 â&#x20AC;˘

CGT payable on the July gain is therefore: ÂŁ13,875 @ 18% = ÂŁ2,497.50 ÂŁ70,625 @28% = ÂŁ21,287.00 CGT on chargeable gain of ÂŁ89,900 = ÂŁ23,784.50 Tonyâ&#x20AC;&#x2122;s CGT liability for the year is therefore ÂŁ32,784.50 (ÂŁ9,000 + ÂŁ23,784.50).

Contact Ronald Thomas @ to discuss how this could impact your earnings.


Boost your companyâ&#x20AC;&#x2122;s online presence... For each issue of a directory of advertisers will be generated on Simply book a 1/4 page advert â&#x20AC;&#x201C; or larger â&#x20AC;&#x201C; and have your logo, contact details and link to your website uploaded, automatically improving your Google search results. PLUS... creating a link on YOUR website for will increase your ratings further.



MIDLOthian & East lothian chamber of commerce Magazine â&#x20AC;˘ march 11


SCOTTISH ENVIRONMENTAL TECHNOLOGY NETWORK SETN is now into its fifth year of developing and supporting the environmental and clean technology (ECT) sector in Scotland. SETN recently moved to the University of Strathclyde and offers superb new laboratories, a larger and better-­equipped meeting/training room for use by members (just a stone’s throw from Queen St station in Glasgow) and two new staff to increase its capacity to give better service to members.

For companies doing work in the clean tech sector, or for those who wish to procure services from the sector, SETN is the natural hub. A revamp of the SETN website will be launching in the spring, with new functions such as the enviroPortal, which will give you easy and fast access to all Scottish environmental services, agencies and online info. There will also be a vastly improved Members Registry, showcasing Scottish ECT sector capabilities.


SETN is the organisation for you, if you own or operate a company doing work in the Environmental & Clean Technologies Sector. We can offer small grants and expertise to help you test a new process or idea, help you to secure R&D funding, and give you opportunities to network with other ECT companies and organisations from across Scotland at our popular cost-free events.

S E T N works actively to support the growth of the ECT sector in Scotland, a sector that will prove fundamentally key to meeting Scotland’s ambitious low carbon economy goal. Joining is simple and without charge, contact us at for a membership application.

SETN is a cross-­Scotland organisation that works with all the universities to build useful collaborations with industry. Member companies are found in all parts of the country. Tempted to join? It’s free. Contact SETN at for a membership application, or call them at 0141 548 2356. If you only wish to receive an e-­newsletter, put “newsletter” in the subject line of your email. The newsletter will keep you in the loop about upcoming events and other items of interest to the ECT sector.


Science Parks worth over £100million a year to Edinburgh city region economy

Celebrating Our 25th Anniversary in 2011



Albums From East Lothian

“PEOPLE AND SONGS OF THE SEA” CDTRAX338 Includes local singers and reflects the heritage of Scotland’s fishing.

“THE BATTLE OF PRESTONPANS 1745” CDTRAX356 A companion to the Prestonans Tapestry in song and music.

All available by mail order for £12.00 Incl P & P. £11.00 if collected from the Greentrax office. COMPANIES based at science parks within the Edinburgh Science Triangle generated revenue of more than £104m in the last financial year – a rise of £6.4m (6.6 percent).

PLUS IAN GREEN’S AUTOBIOGRAPHY: “FUZZ TO FOLK - TRAX OF MY LIFE” Also £12.00 Plus £1.00 P & P. £12.00 from the office.

They also employed nearly 1100 people, five percent more than the previous financial year.

Cockenzie Business Centre Edinburgh Road / Cockenzie East Lothian EH32 0XL / Scotland tel : 01875 814155 / fax : 01875 813545 e-mail :

The figures come in a full-scale study conducted for the science triangle project after a pilot in October at Roslin BioCentre in Midlothian, the home of Dolly the cloned sheep. In the last 12 months the study shows that overall 68 companies spent £35m on R & D – a 13 percent increase. Between them they developed 162 new products or services; more than a third of them (34 percent) filed patents; and half were engaged in activities involving patents or licensing. Malcolm Bateman, Chair of the Edinburgh Science Triangle, said: “These results confirm our belief that the region’s science parks provide the physical infrastructure and business support environment to our technology based companies that helps them grow and prosper. “These are difficult economic times and it is really encouraging to see the progress that the tenant companies are making. What particularly stands out is the investment in R&D and the international dimension of these businesses which is vital for Scotland’s economic development in the future” Councillor Russell Imrie, Midlothian Council Cabinet Member with responsibility for Economic Development, said: “The Edinburgh Science Triangle study highlights some welcome signs of business growth, which is especially important in these difficult economic times. Midlothian is well represented within the Edinburgh Science Triangle, being the location for science parks such as Pentlands Science Park, Roslin BioCentre and Edinburgh Technopole. “This underlines the importance of the science sector to the local and national economies, and the corresponding focus of the Midlothian Economic Development Framework with its key aim of achieving 10,000 new jobs in Midlothian by 2020.” MIDLOthian & East lothian

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Machining Fabrication Assembly Finishes Pentland Precision Engineering Limited, Unit 1, Pentland Industrial Estate, Loanhead, Midlothian, EH20 9QH Tel: 0131 448 2224s&AX 0131 448

Pentland Precision Engineering Finishes Ltd Engineering Solutions Precision engineering and machining specialist Pentland Precision Engineering Finishes (PPEF) has found a loyal customer base in a wide variety of sectors since opening its doors a decade ago. Resulting growth has been such that the company is currently looking at its second expansion to gain additional capacity to support new and existing customers. PPEF specialises in small to medium batch production and prototyping of high quality precision engineered components and has developed the capability and gained the experience to provide an end-to-end service from design through machining and fabrication to assembly and finishing. Subcomponents are delivered reliably and economically without compromise to quality, and the result is an expanding customer portfolio to compliment the existing and excellent relationships with customers who have been with the company since the early days of the business. PPEF’s formula for success can be attributed to a fully trained, committed and motivated personnel with a facility housing the latest machinery and operating in accordance with ISO 9001:2000 and 14001. Headed by Managing Director Gordon Hardman, he and his teams keen awareness to the latest technological advances has resulted in PPEF being involved in some of the most innovative projects to emerge from the renewable energy sector.

Sales & Commercial Director, Robert McCartney, commented: “We are a tier one supplier to Pelamis, and are also working with other emerging technologies in the tidal, wave and wind energy market, and it’s an area with a vast amount of research and development underway . We have cultivated relationships with design houses and local universities, and as a result have tapped into some very clever and innovative spin-offs. It has meant that we have been approached by interested companies for development of prototypes, which in some cases has led to full production.” With a team of 42 working two shifts, PPEF is stretching the limits of its current 20,000 sq. ft. and is in the process of evaluating the possibility of new or additional premises. This would mark the second such expansion; five years ago the company relocated from its original Penicuik site to much larger premises situated near the Edinburgh bypass at Loanhead. The energy sector remains a key market for PPEF, and Robert McCartney identifies clear opportunities across the board: “We are continually breaking new ground in the oil and gas market and expect to see real growth from that area. We have been at the grass roots of renewables and continue to meet our customers requirements as their projects move from conception to full production. Pelamis is set a great success story, and we hope others will follow.”

Benefits of Chamber Membership ■■ Business Awards & Enterprise Exhibition – providing more opportunities to trade with over 300 local companies ■■ Monthly e-newsletters which promote member businesses to nearly 3000 companies The Chamber is a not-for-profit business organisation dedicated to the furtherance of members’ interests. It is the largest private sector business support organisation in Britain. The Midlothian & East Lothian Chamber of Commerce is directed by a voluntary Board elected from among the membership. Day to day operations are managed by the Chamber Business Manager Laura Socha based at the Chamber’s office at the Hardengreen Business Park in Dalkeith. The Chamber is also represented on a variety of organisations and committees. It has regular meetings with Scottish Chambers of Commerce, Midlothian and East Lothian Council, local MPs, MSPs and MEPs and with Scottish Enterprise at which it promotes members’ views. The Chamber is in a stronger negotiating position than individual members can be and uses its bargaining power for the benefit of members. A graduated scale of membership fees makes the chamber accessible to everyone, from new starts to multinationals. And you do not have to be based in Mid or East Lothian to join – only to be interested in business in the area.

■■ Subsidised knowledge sharing seminars ■■ Free training workshops run by Business Gateway ■■ Free access to Business Mentoring Scotland; where successful business people share their knowledge with other businesses ■■ Cost-effective HR solutions including downloadable contracts ■■ Competitively-priced private medical cover or cash-back health plans ■■ Member-to-member offers available through our website and e-newsletter ■■ Discounted products for members including business insurance ■■ Listing in the national British Chambers Directory ■■ Business support and advice ■■ Free copies of our quarterly magazine ‘InCommerce’ and a discounted rate for advertising ■■ An on-line presence via the Chamber website business listing

Benefits include: ■■ Free monthly Chamber Gatherings, where members host an informal networking event with the opportunity to promote their business ■■ Cost-effective networking lunches which 91% of attendees in 2008 found helped towards meeting their business goals

For more information on joining visit, alternatively call 0131 654 1234 or email laura.socha@met. org. uk.You can also follow the chamber on twitter at http://




AKD Systems

Free survey and 25% off cost of Electrical Periodic Inspection Report for Chamber Members Quote Ref: CM2010DG

Keith Groom, 0131 654 7080, Ben McCosh, 0800 089 11 88,

Alba Water

Up to 50% off products!


Free initial consultation with no obligation and six Sue Mitchell. 1:1 coaching sessions for the price of five. 0845 6436 084 or 07738 290384

Arniston House

2 for the price of one on entry tickets

Henrietta Dundas, 01875 830 515,

Anna Devine Commercial

FREE one to one marketing consultation for Chamber Members

Anna Devine, 07837 871 322

Anderson Strathern

15% off our standard rates for employers in relation to employment advice (not employees). We can consult in Haddington or in Edinburgh as required.  We can also speak re employment topics if that is of interest to members

Alan Masson, 01620 828495

Bell & Co Ltd

Discounts –5% -20% (dependent upon which insurer is competitive)

Stephen Stormonth, 0131 442 2493

Green Business Network

Free environmental reviews, 20% off Network Membership, 20% Environmental Events,

Aimee Weatherburn, 0131 561 6270


20% off Training – Discipline and Grievance procedures from 6th April to 31st May

Patricia Barclay, 0131 202 6527

Capital Solutions

Free Print/Document Audit to help you ensure you take control of your document output and costs.

Calum Macinnes, 0131 557 4747,

MIDLOthian & East lothian

34 chamber of commerce Magazine

March 11

Chalmers & Co

Free Services & 10% off other services. Conditions apply.

Christopher Lamotte, 01620 824000,

Cloud Logic

10% discount for set up of Google Apps for Chamber members

Scott McKenzie, 0845 225 5004

County Physio

£5 discount off an initial physiotherapy assessment/treatment.

Maureen Blake, 01620 825380

Create the Future

Bespoke 1 to 1 coach supervision to members at a special rate. All members will receive 6 sessions for the price of 5.

Richard Andrews, 0131 561 6283

Distinctive Assistants

10% off first job when you mention you are a member of Chamber of Commerce

Andrea Webb, 01875 870959,

Dunedin Associates

Special rates for chamber members across the range of our services.

Ali Hogg, 0845 299 0894,

eBusiness UK

Free ‘Marketing Effectiveness Assessment’ of member’s site including a keyword effectiveness analysis. The report includes a number of tips on how to improve a web profile.

Neil Fraser, 01620 829529,

Greentrax Recordings Ltd

We offer other members a discount of 15% on retail price.

Ian Green, 01875 814155,

Hamill Decorating Services

10% discount for chamber members

Jeanette Hamill, 0131 665 8294

Go People

20% discount on all recruitment and training services throughout 2010.

Jean Fenwick, 07946 417930

Jeffery Associates

Free initial consultation to assess/review insurance & risk management needs

Mike Jeffery, 0131 554 1510

Kinnarps (UK) Ltd

free consultation, space planning and installation on all orders placed by members of the Midlothian & East Lothian Chambers Of Commerce

Jonathan Dodsworth, 07525 100077

Macdonald Marine Hotel

15% reduction to all members on meetings/ events, 10% off accommodation, dinner & spa - incentive for any referrals for conference or banqueting to the Marine for those who have passed business to the hotel

Marc Millar, 0844 879 9130,


20% off selected services

Sean Elliot, 0131 510 2210,

Nigel Duncan Media

Free initial consultation

Nigel Duncan, 0131 449 6682,

Optimise Web

£250 off on all Website Packages. Starter website Sid Vel, 0131 448 0483 from FREE (setup and one day’s design) plus £15/ month for domain, hosting, email, and support. Product Catalogue / Portfolio Websites from £500 plus £25/month. eCommerce Websites from £1,000 plus £45/month

Pendrich Heights Ltd

20% off all surveys of your building/structure, 25% off all Lightning Protection Test Inspections and 10% off all Rope Access Services.

Paul Campbell, 0131 440 1991,

Premier Inn – Edinburgh Inveresk

Free continental breakfast when booking a room

Elaine Cowan, 0870 197 7092,

Scot PR

10% discount to members throughout 2010

Scott Thornton, 0131 473 2388,


Free business financial health check report

Carol Wright, 0131 440 5000,

Studio 9 Design

Free Website & Design assessment for Chamber Members

Jon Dalrymple, 0131 553 1000,

Tax Assist Accountants

10% off Fixed Accountancy Fees

Alasdair Maclean, 0131 654 1771,

White Testing

50% off PAT Testing & 10 % off fixed wire testing

Anna or Fiona, 0800 652 8077,

Will Services Scotland

10% Discount on Wills, Powers of Attorney,Living Wills to Chamber Members/Family/Friends

David Doig, 0131 555 6266

Your Doorstep Directory

50% discount off all colour adverts in Your Doorstep Directory to all Chamber of Commerce Members

Scott Morgan, 0131 660 3554

MIDLOthian & East lothian chamber of commerce Magazine • March 11


31 Lo w Cos t Way Prom s to ote a Busin ess

By Pe

nny H


od Ca


Research shows that, on average, it takes 7-9 contact events (nudges) to make a successful sale (excluding fast-moving consumer goods).

1. Personalised news snippets – maybe email a link and a note - like a personal Tweet?

A variety of nudges allows you to be persistent without being annoying. Varied nudges are also more impressive: there’s a buzz created when people keep stumbling across your business all over the place.

3. Or e-mailshots?

Here’s 31 different approaches – select the ones you feel most comfortable with and monitor the results. Generally, high value sales “follow the face”. This first set of tips is all about deepening relationships in between seeing people.

Penny Haywood Calder is MD of PHPR Ltd – this year celebrating 25 years of boosting businesses with on and offline PR. Penny wrote the business best-seller: DIY PR (pub Batsford).

MIDLOthian & East lothian

36 chamber of commerce Magazine

march 11

2. Keep them up to speed with short e-newsletters (rounding up the best posts on your blog or tweets?)

4. Find them online and comment on their blog. Answer or comment on their forum posts 5. Ring if you have news that could be very useful – keep it light. Not everyone is immediately ready or able to buy. Aim to stay at the front of their mind when they are ready. 6. Referrals are more influential than your own sales spiel – so why not have a Referrals Plan to maximise your referrals chances? Roy Sheppherd’s book shows you how: Rapid Results Referrals ( 7. Staff are close to you and your company. 6 degrees of separation means some will have an ‘in’ to people you need to reach, so ask them if they know anyone who might be interested. 8. Same goes for your family and friends. I have horror stories of easy sales missed in the family 9. And advisers. Your lawyer and accountant are dealing with 100s of businesses a year. Why shouldn’t they refer you? Explore cross promoting each other? 10. Keeping track of contact actions with a CRM (customer relationship management) program or the latest versions of Outlook. Other options include Constant Contact for managing e-shots and newsletters.

One-to-Many Boost your profile by making a lot more people aware of your business – the first nudge. 11. Media coverage delivers a huge audience and allows you to say – as seen in (name of TV channel, magazines, newspaper). 12. Case studies and testimonials are also really powerful third-party endorsements and it’s a great idea to use them on and offline. 13. A good website with optimised content helps boost your presence in search results. Ensure there are clear calls to action on every page and people are never more than one click away from requesting further information, signing up for a newsletter, buying online if it’s an e-commerce site or requesting a quotation. 14. You may need printed marketing and communications literature for events and exhibitions but electronic copies on USB sticks is easier for people to carry. Putting the electronic versions up for download generates extra SEO content too. 15. Translate your expertise into online content? E-books, white papers, expert guides, webinars, videos, CDs and DVDs are powerful selling tools and may be a source of extra revenue. 16. Integrating a blog into your website means the blog content feeds into Google via RSS in a couple of hours, instead of the weeks it can take to get Google to recognise web content. 17. Use Linked-In before you go to a meeting, to check who you have in common with your contact. You’ll be off to a flying start, swapping stories about people you both know. You can join up to 50 groups on Linked-In and that expands your potential contacts to everyone in the group. 18. Each group on Linked-In has a forum where you can pose or answer questions and demonstrate your expertise. 19. Twitter is a fast and effective way to engage with excellent people. Follow others to build your following - many people follow back automatically. 20. Make the most of your forum signatures with full contact info, including social media links.

21. Put your social media links up on your email signatures so everything about you adds up. 22. If you are a member of a Chamber or a trade association, use the free promotional tools they offer. Many of these sites carry masses of content, and are highly ranked by Google, so a link from them to your site benefits your Google ranking. 23. Video content does well on Google – they reckon one video well tagged and described video is worth around 50 text posts on Google. 24. Some people favour audio for their info, so why not create podcasts if you prefer speaking to writing or appearing on camera? 25. Design sells, but speed counts. Check your site loads really quickly and that everything works. Visitors are only a click away from your competitors. 26. Giving talks is a great way to promote your expertise – join Toastmasters, a not-for-profit that offers cost-effective training in public speaking if you need practice. 27. Consider events tailored to be attractive to a target niche group – maybe splitting the cost and doubling each other’s contacts by teaming up with a noncompeting business interested in the same type of clients? 28. Getting an award or kitemark is a great excuse for publicity and can seriously differentiate you in the quality stakes from your competitors. 29. Exhibitions cost a lot of time and money and it’s hard to make an impact. However, if you are a speakers at a conference with an associated exhibition, you may need a manned stand to sell books or product on the back of your talk? 30. Charities have great connections and may welcome appropriate sponsorship in kind. Networking at charity events can be more generous in spirit to fellow supporters. 31. If there’s an issue you’re concerned about that impacts on your industry, voicing those concerns can be a good way to raise your profile with media potential in associated trade press.

MIDLOthian & East lothian chamber of commerce Magazine • march 11


Upcoming Chamber Events FEBRUARY At home with Gerry Goldwyre Event Date: Thursday, 24th February 2011 Venue: The Water Tower, Cemetery Road, Eskbank, Dalkeith EH22 3DL Time: 12 to 2pm Cost: Members - £20 | Non-members: £25

MARCH Senior Management Training Growing your business through effective communication Event Date: Tuesday, 1st March 2011 Venue: Chamber of Commerce, 42/3 Hardengreen Business Park, Dalhousie Road, Dalkeith EH22 3NU Time: 9.30am - 12.30pm Cost: Members - £108 | Non-members: £119

Free Chamber Gathering Event Date: Tuesday, 1st March 2011 Venue: Investors in People Scotland, 94 Ocean Drive, Edinburgh, EH6 6JH Time: 4pm to 6pm Cost: Members - FREE | Non-members: £10

Supervisor Training - Effective meetings and facilitation Event Date: Tuesday, 1st March 2011 Venue: Chamber of Commerce, 42/3 Hardengreen Business Park, Dalhousie Road, Dalkeith EH22 3NU Time: 12.30pm to 5pm Cost: Members - £108 | Non-members: £119

Improve Your Search Engine Ranking Event Date: Friday, 11th March 2011 Venue: Business Gateway, 42/3 Hardengreen Bus Pk, Dalhousie Rd, DALKEITH EH22 3NU Time: 9am to 12 Cost: Members - FREE | Non-members: FREE

Senior Management Training - Driving strategy through effective leadership Event Date: Wednesday, 16th March 2011 Venue: Chamber of Commerce, 42/3 Hardengreen Business Park, Dalhousie Road, Dalkeith EH22 3NU Time: 9.30am to 12.30pm Cost: Members - £108 | Non-members: £119

MIDLOthian & East lothian

38 chamber of commerce Magazine

March 11

MARCH cont. Supervisor Training - Customer service Event Date: Wednesday, 16th March 2011 Venue: Chamber of Commerce, 42/3 Hardengreen Business Park, Dalhousie Road, Dalkeith EH22 3NU Time: 12.30 to 5pm Cost: Members - £108 | Non-members: £119

Marketing Your Business Event Date: Thursday, 17th March 2011 Venue: Maitlandfield House Hotel, 24 Sidegate, HADDINGTON, EH41 4BZ Time: 9am to 12.00 Cost: Members - FREE | Non-members: FREE

Joint Networking Lunch With Borders and West Lothian Chamber of Commerce Event Date: Wednesday, 23rd March 2011 Venue: Tontine Hotel, 24 High St, Peebles EH45 8SF Time: 12.00 to 2pm Cost: Members - £20 | Non-members: £25

APRIL Contingency Planning Event Date: Thursday, 21st April 2011 Venue: Maitlandfield House Hotel, 24 Sidegate, HADDINGTON EH41 4BZ Time: 9am to 12 Cost: Members - FREE | Non-members: FREE

MAY E-mail Marketing Event Date: Thursday, 5th May 2011 Venue: Maitlandfield House Hotel, 24 Sidegate, HADDINGTON EH41 4BZ Time: 9am to 5pm Cost: Members - FREE | Non-members: FREE

high quality, flexible office space available on attractive terms d, ft tlan ft sq sq 0 Sco00 r 0 5 le 0 e 2, ab r 5, off En e r o rth nde t t u le a f u

Shawfair Park is strategically located in Midlothian adjacent to the Edinburgh City Bypass, the A1, A7 and the A68.

This premier business park provides: ü Office space available for immediate occupation from 2,522 sq ft (234 sq m) to 22,622 sq ft (2,102 sq m)

ü Proximity to the 500 space Shawfair Park & Ride ü Spire Shawfair Park private hospital

ü Flexible and competitive lease terms with generous car parking

ü Construction of Scottish Qualifications Authority’s new 60,000 sq ft facility, due for completion Autumn 2011

ü Individual sites and design and build opportunities available

ü Planning consent for 120 bed hotel

For further information please contact the joint marketing agents:


InCommerce Midlothian & East Lothian Issue 5  

The Midlothian & East Lothian Chamber of Commerce business to business magazine

InCommerce Midlothian & East Lothian Issue 5  

The Midlothian & East Lothian Chamber of Commerce business to business magazine