Surrey Chambers Business magazine issue 07

SURREY CHAMBERS OF COMMERCE

The Official Surrey Chambers of Commerce Magazine

Issue 7

THE LAST MEDIA MOGUL? PLATINUM Why is Rupert Murdoch selling to Disney?

PLATINUM

COUTTS

Investment Outlook 2018

TUSCANY La Dolce Vita

HOW TO SACK A BOARD MEMBER! RANGE ROVER VELAR Reviewed

FOCUS ON… Redhill & Reigate

GROUP

PLATINUM PUBLISHING

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Big, small, techy, traditional, light, heavy, established, growing, merging.

Whatever your business, we’ll help you achieve your goals, deal with the unexpected and plan for the ups and downs.

www.morrlaw.com/wemeanbusiness

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Redhill | Wimbledon | Teddington | Woking | Camberley

we mean business

Welcome

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THE BIG STORY RUPERT MURDOCH Disney is set to buy virtually all of 21st Century Fox from the Murdoch family. Is Rupert calling it a day?

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30 40 44 58

INVESTING THROUGH DISRUPTION Coutts, the private bank and wealth manager, reveals its investment outlook for 2018

HOW TO SACK A BOARD MEMBER Robert Syms of Herrington Carmichael asks what happens if your board isn’t right?

BUSINESS TRAVEL - TUSCANY Innovation meets authentic charm

FOCUS ON… The East Surrey towns of Redhill & Reigate

WHAT’S IN A NAME Maarten Hoffmann reviews the Range Rover Velar

At a Glance 6 9 14

Policing Surrey

18 20 27

How to create the best Awards events

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Haines Watts – One plan, one team, one voice

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Herrington Charmichael – How to remove a shareholder of a company

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DMH Stallard – Intellectual Property and Brexit

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Surrey Business School – Leading in ‘wicked’ times

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Guildford College – A rewarding experience

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Farrow Creative – All that glistens

40 44 48 49 51 53 54 56 58 60 64 66 68 69 70

Travel – Shake hands in Tuscany

72 73 73 74

Promotional Feature – Syncreate Ltd

Member News Coutts – Investing through disruption

The Last Media Mogul Wilkins Kennedy – Has the Apprenticeship Levy missed the mark?

Town Focus – Redhill and Reigate Kingston Smith Morrisons Solicitors Brewin Dolphin Regus Kingsgate British Wax Designs on Nexus Create Motoring – What’s in a name?

New Members Surrey Chambers Events Surrey Chambers Golf Society Eagle 360 Sponsor a Surrey Chambers event Mailing Expert – Experts in Direct Marketing

Surrey Business School Event Promotional Feature – Pitch Perfect Join the Chamber

All rights reserved. The views expressed in this publication are not necessarily those of the publisher. The publisher cannot accept responsibility for any errors or omissions relating to advertising or editorial. The publisher reserves the right to change or amend any competitions or prizes offered. No part of this publication may be reproduced without prior written consent from the publisher. No responsibility is taken for unsolicited materials or the return of these materials whilst in transit. Surrey Chambers Business Magazine is published and owned by the Platinum Publishing Group Limited.

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PLATINUM PUBLISHING G R O U P

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Start up

Fast growth

Established

Expansion

Succession

Exit

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Issue 7 - 2018

A word from the CEO

S

urrey Chambers of Commerce has got off to a fantastic start in 2018 with new members joining and over 100 businesses attending the first three events. There is no doubt that 2018 is going to be another interesting year for the economy. With Brexit negotiations underway and the appetite of local businesses wanting to grow, Surrey Chambers will be as busy as ever.

Whether we are talking to a sole trader or a large Corporate, Surrey Chambers of Commerce can make a difference. We are looking forward to some exciting events around apprenticeships, flexibility in the workplace, the Modern Slavery Act, cyber security, General Data Protection Act (GDPR), access to funding, sustainability and business resilience to name but a few.

Inflation and productivity The economy is not without its challenges however. Inflation has eased for the first time since June 2017, with air fares placing the largest downward pressure on price growth in December.

I was really heartened to hear that the Surrey economy had grown to over £40 billion in 2016 only to find that our rate of growth was the lowest in the South East, citing productivity as the issue. On the plus side, our work with companies exporting outside of the EU has shown a substantial increase, where the benefits of a drop in sterling have been taken advantage of.

Certainly a day in the life of Surrey Chambers of Commerce involves us meeting many businesses striving to improve their productivity and grow their sales.

Export documentation and immigration Surrey Chambers of Commerce provides export documentation for businesses exporting outside the EU and we are therefore really experienced in the issues facing companies doing this. In January, the British Chambers of Commerce network and the UK Trade Policy Observatory launched an academic paper on ‘Certificates and Rules of Origin: The Experience of UK Firms’. This outlines the important role of the Network in helping firms to trade and will support our work in helping Companies through the transition period, where trading agreements are likely to change.

As a Chambers network we have long campaigned for an immigration policy that supports business and the economy and we continue to do so at this crucial time. With unemployment at an all-time low many of our members are reporting unfilled job vacancies causing skills shortages and obviously productivity issues. It makes no sense to cut-off an important supply of skills and labour and over half of the firms we surveyed told us they would be affected in some way should there be any future restrictions on the rights of EEA nationals to work in the UK. Foreign students are also necessary for the success of universities and surrounding business communities, but the majority do not stay in the UK once their studies are finished so including them in the immigration statistics is misguided.

The UK should be striving to attract the brightest talent from around the world, so it is crucial that our immigration policy reflects this.

Surrey Chambers of Commerce can be reached on 01483 735540, info@surrey-chambers.co.uk, @surreychambers Kind regards,

Louise Punter

CEO Surrey Chambers of Commerce

The Team

PUBLISHER The Platinum Publishing Group Directors: Maarten Hoffmann maarten@platinumbusinessmagazine.com Tel: 07966 244046

Events Director: Fiona Graves Head of Design: Amanda Harrington Travel Editor: Rose Dykins Sub Editor: Kate Morton Food Editor: Amanda Menahem Motoring Editor: Maarten Hoffmann

Ian Trevett Ian@ platinumbusinessmagazine.com Tel: 07989 970804

For editorial and advertising enquiries email lesley@platinumbusinessmagazine.com

GROUP

PLATINUM PUBLISHING

Website: www.platinumbusinessmagazine.com

CHAMBER EDITOR Molly Edwards Molly.Edwards@surrey-chambers.co.uk Tel: 01483 735545 Web: www.surrey-chambers.co.uk If you have a news story for publication, email molly.edwards@surrey-chambers.co.uk

Advertising Director: Lesley Alcock Tel: 07767 613707 lesley@platinumbusinessmagazine.com

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Policing Surrey

THE COST OF POLICING David Munro, the Police and Crime Commissioner for Surrey

A

t this time of year as we fast approach the end of the financial calendar, lots of businesses and organisations will be turning their attention towards budgets and we are no different in policing.

Whilst the police service and other public sector organisations are inherently different from most private companies in terms of revenue and funding streams – they do share the requirement to run an extremely tight ship.

So I have asked the question of the Surrey public whether they would be willing to pay that bit extra on their Council Tax bill to protect local policing. I am currently waiting with interest to see what the response is before putting my final proposal to the Police and Crime Panel for their consideration.

We always have a duty to make the policing service in Surrey as efficient as possible for our residents and inevitably some difficult choices have to be made.

As the Police and Crime Commissioner for Surrey, I am the representative of the county’s residents and it is my role to make sure every pound counts and the public are getting value for money from their police force.

You may have read in the local media in recent weeks that the Force are reducing the number of front counters across the county at locations in Godalming, Camberley, Caterham, Dorking and Addlestone.

In recent years, the financial climate in which police forces operate has become increasingly challenging. Like others across the country, Surrey Police have had to make significant savings. Coupled with inflation above 3% and a recent unfunded and unplanned 1% rise in police pay announced by the government – the strain on our budget has never been greater.

I know the provision of front counters across the county has been examined in detail in terms of the number of people using them on a daily basis and the subsequent decision to close some locations has been given very careful consideration.

In the next year alone, Surrey Police are faced with the task of making £5.3m in savings whilst attempting to maintain the level of service the public expect and deserve.

At the time of writing this, I am currently consulting with Surrey residents on the level of the policing element of the Council Tax for next year, known as the precept. In December, the government announced that the precept cap for policing has been raised from the previous level of 2% – giving PCCs the ability to go up to a maximum increase of £12 on a Band D Council Tax equating to a 5.3% increase for all residents.

Prior to this announcement, I had asked the Chief Constable to consider where further service cuts would need to be made, which would inevitably have led to reduced numbers of police officers. Whilst we are currently working on a number of projects to make savings in the longer term by rationalising the estate, exploring further regional collaboration and seeking better use of upgraded technology – these are in the long term.

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I will be paying close attention going forward to make sure that those alternative ways local communities in these areas can access their local policing service are working as effectively as possible.

I believe Surrey Police provides a good service for the public and I believe we must set

our budget with the aim of maintaining that level in the future.

I am always keen to hear what our residents and those in the Surrey business community have to say on policing so please do contact my office if you want to share your views via our website: www.surrey-pcc.gov.uk/

SURREY

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SURREY CHAMBERS

News

MEMBER NEWS CONFIDENT CAMPAIGN The Government is committed to getting one million more disabled people into employment by 2027, to open up equality and an improved quality of life for the millions of people whose talents are currently being under-utilised.

Over 5,200 businesses have already signed up to become Disability Confident. All employers have an important part to play in giving disabled people the support they need to thrive, and with disabled people making up nearly a fifth of the working age population, it’s important that UK companies are tapping into this pool of talent.

If you would like to find out more about how your business can access a wider talent pool by becoming Disability Confident, email our team of Disability Employment Advisers and Employment Advisers on: DEA.SURREY@DWP.GSI.GOV.UK

Find more information at www.disabilityconfident.campaign.gov.uk

EVOLVING EPSOM

BRITISH CHAMBERS’ REVEAL SURVEY RESULTS The British Chambers of Commerce published its Quarterly Economic Survey last month, the UK’s largest and most authoritative private-sector business survey. Based on the responses of over 7,000 businesses, the survey shows that growth in the UK economy remains subdued, with almost all services indicators below their pre-EU referendum levels.

Businesses in Epsom have backed a project set to bring £1.5 million of investment to its commercial sector. A majority of firms backed the plan to set-up an Epsom BID (Business Improvement District), hoping the backing will allow the BID to “improve the Epsom experience, increase footfall and enhance business performance”.

Of the businesses that voted, 85% voted in favour. The money will come from each business paying a 1.5% levy on the rateable value of each company.

“The BID represents a really bright future for Epsom, and by working together we will be able to achieve great things for the town with this £1.5m of investment over the next five years,” said Laura Sims, Chair of the BID project, and Manager of Marks & Spencer.

Epsom BID will formally launch in April 2018. It will be incorporated as a company limited by guarantee, and its board of volunteer directors will be drawn from the businesses in the BID area.

Projects will include a brand and identity for Epsom, marketing and promotion to draw in new customers, a programme of year round events and BID Rangers. These will be funded by the levy which will be paid annually. Among the BID’s first tasks will be to recruit a BID manager, secure office premises and to draw up detailed operating plans for the first 12 months.

For more information and to view the five-year BID business plan, please contact Michelle@epsom.bid

The findings of the survey indicate the skills shortages are reaching critical levels. Of the service sector firms hiring, the percentage of firms reporting recruitment difficulties rose to 71%, the highest since records began.

In the manufacturing sector, the proportion of firms reporting improved export sales and orders fell slightly compared to the previous quarter. In the service sector, a key driver of the UK economy, growth remains muted and relatively unchanged from the previous three months, and is below historic averages. The proportion of firms confident that turnover and profitability will improve in the next year decreased, and firms reporting improved cashflow remains low.

The results emphasise the need to kickstart the economy by addressing the barriers to growth – in particular the growing skills gap – which is hindering the ability of companies to find the workers they need to develop.

Dr Adam Marshall, Director General of the British Chambers of Commerce, said: “Labour and skills shortages are set to be the biggest potential drag anchor on business in 2018, since ultimately it is people that make businesses work.

Business itself must do more – by training and investing wherever possible in people – but government must also give firms the confidence to put their livelihoods on the line and go for growth.”

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MEMBER NEWS

News

THE SPIRIT OF SHAKESPEARE The award-winning Guildford Shakespeare Company’s production of Romeo & Juliet is taking place now until February 24th 2018, in Surrey’s largest Georgian church, Holy Trinity Guildford.

Embracing the same period as the church itself (completed in 1764), this production will highlight the beauty of the church’s architecture, bringing the impact of Holy Trinity’s ecclesiastical spirit to the forefront.

The production stars Harriet Thorpe as the nurse; Harriet is one of Britain’s best loved actresses, best known for her roles in Absolutely Fabulous, The Brittas Empire, French & Saunders and feature films Calendar Girls and Ab Fab the Movie.

Now in their twelfth year, GSC specialises in creating visceral and immersive theatre experiences The cast of Romeo and Juliet in non-theatre venues. “The nurturing of new audiences for Shakespeare is at the core of our work” said co-founder Matt Pinches, “and this production will be absolutely perfect for that, whether they are young or old; whilst still giving seasoned theatre-goers a very special version of this powerful story.”

For performance times and tickets, please visit www.guildford-shakespeare-company.co.uk

SPELTHORNE MEAN BUSINESS The prestigious Spelthorne Means Business Awards were launched by Spelthorne Borough Council on February 6th.

Local businesses and council representatives gathered to kick off this year’s competition, which is designed to acknowledge the achievements of local companies and showcase the ‘best of the best’ in Spelthorne.

Seven award categories are available for Spelthorne businesses to enter and are as follows: Exporter of the Year, sponsored by Heathrow; Creative Business of the Year, sponsored by Shepperton Studios; Healthy Business Award, sponsored by Everyone Active; Best New Start-Up, sponsored by The TW Magazines; Best Business in Staines-upon-Thames, sponsored by Staines-upon-Thames BID; Independent Business of the Year, sponsored by Spelthorne Business Forum; and Best Small Business, sponsored by A2 Dominion.

Councillor Ian Harvey, Leader of Spelthorne Borough Council, said: “I am pleased to kick off this new initiative designed to celebrate the broad spectrum of successful businesses in the Borough.

I am looking forward to seeing the entries and to saluting their successes at our awards dinner at Shepperton Studios in October.”

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Fanaticism consists of redoubling your effort when you have forgotten your aim

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To enter or to find out more visit www.Spelthorne.gov.uk/SMBA Online entries close on August 31st.

SURREY CHAMBERS

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News

MEMBER NEWS

GOATS GRAZE FOR GOOD CAUSE Staff at Surrey Wildlife Trust have come up with a novel way of recycling their old Christmas trees - by feeding them to their herd of goats. The animals have been munching their way through the prickly pines at their winter home at Pond Farm in Wisley.

“Our grazing goats have been loving their special New Year treat and it’s a great way to recycle our unwanted Christmas trees!” said grazing officer Jo Saunders.

The Trust now has a herd of nearly 20 goats, which originated from feral populations on the coasts of Devon and North Wales back in 2009. The animals are used for conservation grazing, which Photo by Leigh Thornton is the most natural way of looking after the landscape, and goats can access areas that machinery can’t. The animals also have less impact than burning or cutting would, so allowing slower moving species to thrive.

“The goat’s job is simply to eat!” added Jo. “We put them out onto nature reserves in small paddocks to eat woody species, which stop them from taking over precious habitats such as heathland and chalk grasslands.”

In the summer you may find the goats on heathland sites like Wisley Common and nearby Esher Common, where they munch through young pine and birch trees, conserving habitats for ground-nesting birds such as nightjars and Dartford warblers.

CHARITY ENLIGHTENS FUTURE WORKFORCE British companies are short of some 20,000 engineers and technicians every year and the country will need 1.8 million more by 2025, says Engineering UK, the not-for-profit organisation.

A recent survey OnePoll, commissioned on behalf of the Royal Institution of Chartered Surveyors (RICS), found that output from the UK construction market is expected to grow over the next twelve months. But the industry deemed labour shortages to be a serious challenge, with the industry finding it particularly difficult to attract women and minority/disadvantaged groups. A RICS report earlier in the year estimated that that 8% of the UK’s construction workers are EU nationals, accounting for some 176,500 individuals.

A report published in September 2017 by the Association of Professional Staffing Companies (APSCo) found that UK businesses are already finding it “notably harder” to recruit skilled staff for professional roles like banking and engineering as a result of a fall in net migration.

Employers and educational establishments are going to need to collaborate more to make sure students understand all of the opportunities open to them and to help them make the right choices and decisions. To help facilitate this, SATRO, an educational charity based on the Surrey Science Park, brings employers, schools and colleges together to introduce and enlighten young people as to the work and career paths open to them in STEM related industries. They do this through a wide range of programmes, which range from one-to-one mentoring to class based activities, including mobile construction classrooms, to large scale inter-school challenges and regional events.

For further information, please contact SATRO on 01483 688070 or visit www.satro.org.uk

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You can have it all.

You just can’t have it at the same time

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SURREY CHAMBERS

MEMBER NEWS

News

LOCAL INITIATIVE SUPPORTS GLOBAL GOALS Leading Camberley accountancy firm, Grant-Jones Accountancy Ltd, have launched a free “Get and Give A Million” initiative to help the region’s businesses get an extra £1 million, and to help the UN achieve its Global Goals by creating a million micro-impacts and smiles for people in need.

Fiona Grant-Jones

Launching the initiative, Grant-Jones Ltd director, Fiona Grant-Jones said: “I have always wanted Grant-Jones to be more than just an accountant. We want to make a real impact on the lives of business owners. An impact that flows over into their families, communities, economies and the wider world. “Get and Give A Million” helps in two ways. Firstly, by making life better for business owners, their businesses and their loved ones (this is the “Get A Million” part). And secondly, by helping them to play a bigger game, so they can have more of an impact, create more of a legacy and make more of a difference by supporting the UN’s Global Goals (this is the “Give A Million” part).

“Business owners simply come in for a free Get and Give A Million meeting. We then use our skills to identify new ways to add thousands, possibly even millions, to their business and personal bank accounts.”

To find out more about Grant-Jones’ new approach, visit www.grant-jonesaccountancy.com/impact/get-and-give-million

01483 444333 www.visitguildford.com WEDDINGS

CONFERENCES

EXHIBITIONS AND MORE

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Employment

INVESTING THROUGH DISRUPTION Coutts Investment Outlook 2018

C

outts continues to see value in equities this year with particular conviction in sterling, global healthcare and alternatives. Financial credit, Europe and Japan are also identified as key opportunities for growth by Coutts in its 2018 Investment Outlook – Investing through disruption. Coutts continues to see opportunities for investors but also recognises that the economic landscape is changing.

Coutts oversaw an increase in the assets under management (AUM) in 2017, up to £17.86bn, in addition to strong investment performance, achieving first quartile compared to peers over 1, 3 and 5 years across most of its strategies, according to ARC. Mohammad Syed, Managing Director at Coutts, said “Long-term returns from government bonds in the US and the UK remain vulnerable to rising interest rates and we remain significantly underweight. We

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prefer corporate bonds, particularly financial credit as well as emerging market debt given the US dollar weakness.

“Within equities, outside of the UK, we are focusing on Europe and Japan as well as sectoral themes such as healthcare and energy.”

Strong conviction • Sterling – The pound still looks attractive by long-term standards and remains at the low end of its 40-year valuation range.

Coutts expects it to recover further against major currencies, especially if the UK trade deficit begins to fall which should begin soon, in its view, provided Brexit negotiations are not too prolonged.

• Global Healthcare - The sector remains inexpensive by long-term standards and continues to deliver healthy earnings growth, which investors haven’t

yet appreciated fully. Coutts thinks pharmaceutical and biotech companies should benefit from long-run demographic trends, with older people across the world increasingly prepared to spend heavily to live healthier lives.

• Alternatives – Diverse alternative investment strategies, ranging from trendfollowing to market neutral to global macro, still look attractive and provide ballast within portfolios, helping to offset some of the risk that comes from equities.

Challenges and opportunities for 2018 • Global Growth – Coutts thinks the global manufacturing cycle is peaking about now, which raises the question: what next for the world economy and where to find value for investors. With robust consumer and investment demand, low inflation

Technology and accommodative monetary policy in most countries, it is expecting the looming slowdown to be gradual, with world growth as a whole still firm through 2018. With company earnings in the major markets likely to continue rising and no sign of US recession on the horizon, Coutts continues to have confidence in equities, with a bias towards those regions where it sees the growth cycle persisting for longer, like Europe and Japan.

• Inflation - In its search for inflation-beating returns Coutts favours segments of higheryielding bonds, like financial credit (yielding over 5%) and emerging market debt, and equities, where dividend yields are solid (4.2% for the UK’s FTSE 100) and earnings are growing.

• Japan - The view is that Japan’s prospects are normalising and that the outlook for Japanese equities is positive. In Coutts’ view, corporate balance sheets are healthy and equity valuations look attractive compared to other major markets.

• Equity Valuations - Many traditional measures used to value equities indicate that valuations are on the high side, with some in the US more than double their historical norms. Since high valuations are associated with lower future returns, this underscores the importance of identifying areas of the market that are undervalued by investors, consistent with investment beliefs.

The analysis indicates that these areas can be found – as reflected in its regional themes (e.g. Europe and Japan) and sectoral choices (technology and healthcare).

• Emerging Markets - Coutts sees two factors influencing emerging market performance in 2018: The strength of global economic growth– manufacturing exporters in East Asia and commodity producers like Brazil and South Africa do well when global growth is strong. Also, the direction of US interest rates and the dollar – faster rate rises than currently expected would lead to

Mohammad Syed, Managing Director at Coutts

a rising US dollar, a headwind for emerging market bonds and equities. The analysis suggests that global growth and trade will be steady in the next year, that US interest rates are not likely to rise unexpectedly, and that investors in emerging markets should not be put off by the usual political complexities.

Mohammad Syed continued: “As long-term investors, we see the need to look beyond the current environment to the structural shifts emerging around the world that will influence the global landscape in decades to come and fall firmly within the scope of our investment research. We see changes in global trade, technological innovation and government policies as three key areas that when combined have the potential to fuel significant change through the rise of inequality.

“One trend we see that could have a profound effect on the world is the growing gap in developed countries between the wealthiest and the poorest people. A combination of technological change and globalised trade has lowered the demand for

less skilled workers in the developed countries and squeezed their earnings, particularly in manufacturing. By contrast, more highly skilled – and typically higher paid – occupations have fared better.

“Changes in employment patterns have magnified the effects of these inequalities.

Developed economies have moved away from settled ‘jobs for life’ to working patterns that entail shorter tenures at more employers.

At the same time, defined benefit or ‘final salary’ pension schemes gradually became unaffordable and have been closing down, making workers more responsible for funding and managing their retirement. In our view, understanding these long term trends is essential to the management of wealth across generations. It also helps to inform our investment thinking, giving us a range of ideas to explore.”

For further information, please visit https://www.coutts.com/insightarticles/news/2018/investingthrough-disruption.html

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Interview

HOW TO CREATE THE BEST AWARDS EVENTS Fiona Graves has joined Platinum Event Management as Event Director, with extensive experience in producing some the region’s leading awards ceremonies.

PBM asked Fiona what makes an awards event stand out?

How long have you been working for the events industry - and which awards have you worked on?

I have worked in the events industry for over a decade and my portfolio includes an array of high-profile clientele such as the development of the national Sky Sports Living for Sports Awards, Sussex Business Awards, Brighton and Hove Business Awards and the UK Startup Awards.

You also have a background in events management and PR. What events and clients have you worked with?

Alongside my events experience, I worked for an award-winning agency in the South East working on a number of notable PR campaigns and product launches spanning travel, beauty, and tech. Clients included Fujifilm, Grand Designs Live, Hotel Du Vin, Lookfantastic.com, Planet Whale and Red7.

Which of these were most memorable?

The Sky Sports Living for Sport Student of the Year Awards.

The Awards celebrated the successful way secondary schools across the UK were using sport to inspire young people.

As my husband is a teacher, I gained a tremendous amount of respect and admiration for individuals who work in education.

Therefore I recommended an award was introduced to recognise teachers who go the extra mile in helping their students – and it happened! What’s more the event was named Best Awards Scheme at the UK Event Awards in 2011!

What makes an awards event stand out?

Credibility, reputation and a rigorous judging process.

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Fiona far right

What are the main benefits of winning a business award?

• Exposure for you and your organisation – The opportunity to take advantage of PR and marketing activity around the awards and your involvement.

• Seal of approval - It reassure clients that they have made a good choice in working with a business that has been recognised with a prestigious award.

• Networking - It creates opportunities to build contacts, meet and network with

other award participants, sponsors, press and other influential businesspeople.

• Reward and motivate your team - Entering awards provides an immediate boost to workplace morale, even more so when you involve your team in the entry process.

Many entrants will also find the process of entering is beneficial to a business.

• Recruitment – You attract better quality applicants, and you see an improvement in the attraction and retention of talent.

• Return on investment - Awards influence

Interview buying decisions! Boost Marketing, the largest awards entry consultancy, found that over 80% of businesses and consumers surveyed were influenced by awards.

Is the process of writing an entry an essential method of understanding your own business?

Yes. You need to write a compelling story that brings your business to life whilst also providing hard evidence of your success. Writing a successful award entry can be timeconsuming but once you get the hang of it, future entries will become much quicker to write.

What tips would you give to people entering awards - and what mistakes should you avoid?

• Pick the correct categories • Answer all the questions • Provide robust evaluation • Outline your vision for the future of your business • Stick to the word limit • Avoid jargon and typos • Don't leave writing your entries until the last minute and make sure you submit on time!

With the increase in remote working and use of social media, have events become even more important in connecting people?

Yes - whether it’s increasing awareness or finding new contacts, entering business awards can open doors for any business. You can use the images and share the news on social media, in PR and in news posts and blogs on your website.

You have now joined Platinum Event Management (PEM) as Events Director, and will be producing the Surrey Business Awards. What do you hope to achieve in the new role?

The response since joining has been overwhelmingly positive. The business awards have gone from strength to strength and with Platinum’s connections and understanding of the business community, we’ll be able to offer an unrivalled package for entrants and sponsors like no other. Some might say it’s a match made in heaven!

THE 2018 SCHEDULE Brighton & Hove Business Awards

Lewes District Business Awards

Surrey Business Awards

Sussex Business Awards

LAUNCH

Wednesday 28th February

Tuesday 13th March

Monday 14th May

Monday 2nd July

ENTRY DEADLINE

Wednesday 18th April

Monday 30th April

Wednesday 11th July

Wednesday 12th September

CEREMONY

Thursday 5th July

Thursday 19th July (tbc)

September (date tbc)

Thursday 29th November

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19

The Big Story

F

THE LAST MEDIA MOGUL

ew businesspeople provoke a reaction like Rupert Murdoch. He is the brash colossus who has dominated newspapers, TV and films in the UK, USA, Australia and beyond. Prime Ministers and Presidents have quaked at his disapproval and prostrated themselves to earn his favour. He has revolutionised the way we watch TV and destroyed seemingly unbreakable unions. Yet now, he is seemingly determined to see a huge chunk of his sprawling empire be consumed by an even bigger beast, Disney.

Has age finally caught up with the ‘Dirty Digger’? Is he now ready to slide off into the distance to enjoy his final years with his new wife - the still-glamorous Jerry Hall? Or is there life yet in the old campaigner? Is there a master plan in place to secure a family succession plan - and his own legacy? Who would bet against him?

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Sky’s fundamental problem is this. People are happier than ever to pay for TV. They [just] won’t be happy to pay Sky’s prices.

The Big Sell Off

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It would be possible to fill this feature with a list of the companies Murdoch owns or has significant control over.

Effectively (and simplistically) Murdoch has two main business conglomerates: 21st Century Fox which owns his film, TV and broadcasting ventures, and NewsCorp, his publishing empire.

The big headlines have concerned 21st Century Fox, which is being lined up for acquisition by Disney. In December, Disney announced: “The Walt Disney Company is to acquire 21st Century Fox Inc after spinoff of certain businesses for $52.4billion in stock. The purchase is to include 21st Century Fox’s film and television studios, cable entertainment networks and international TV businesses, including Fox’s 39% ownership of Sky across Europe.”

Disney reveals the scale of the Fox enterprises: “21st Century Fox is one of the world’s leading portfolios of cable, broadcast, film, pay TV and satellite assets spanning six continents across the globe. Reaching more than 1.8 billion subscribers in approximately 50 local languages every day.”

One thing conspicuous by its absence is the other 61% of Sky, but Disney states: “Prior to the close of the transaction, it is anticipated that 21st Century Fox will seek to complete its planned acquisition of the 61% of Sky it doesn’t already own. 21st Century Fox remains fully committed to completing the current Sky offer and anticipates that, subject to the necessary regulatory consents, the transaction will close by June 30, 2018.”

The terms reported in a released statement will see Disney issue approximately 515 million new shares to 21st Century Fox shareholders, representing approximately a 25% stake in Disney on a pro forma basis. It also claims that the acquisition is expected to yield at least $2 billion in cost savings from efficiencies realised through the combination of businesses.

20

It is anticipated that the Murdoch family will own 5% of Disney as a result of the sale.

SURREY CHAMBERS

The Big Story

Pie in the Sky In a bold declaration of intent from Disney, there is a nagging element of uncertainty. In its own words: “21st Century Fox will seek to complete its planned acquisition of the 61% of Sky…” Whether Fox seeks it or not, the takeover of Sky may well be disallowed by the UK government. On January 23rd, the Competition and Markets Authority (CMA) provisionally found the deal to be not in the public interest, raising concerns over media plurality. In other words the CMA was concerned that Murdoch would have too much influence over public opinion and the political agenda, with his ownership of Fox, The Times and The Sun. The report was not a big surprise, and Murdoch is well aware that many in government are less than keen to see him assert more influence. He has mooted the idea of closing down Sky News to reduce his information portfolio.

It is a dilemma for Murdoch as the DisneyFox deal takes into account the success of the Fox-Sky deal, yet the likelihood of being allowed to take the other 61% of Sky increases once the Disney-Fox completes, as the buyer will no longer be owned by Murdoch.

However, the CMA’s ruling is only provisional, and a three-week public consultation has to take place before a final recommendation is sent to the Culture Secretary Matt Hancock by May 1st. Fox shareholders didn’t seem unduly concerned and the share price barely flickered. In other words, they are confident it is a done deal.

The $52.4billion question Whether Fox takes control of Sky is yet to be decided, but it is still likely that Disney will acquire 21st Century Fox. Which begs the question - why? Why would you hand over a controlling interest in a company which

creates blockbuster films and mines millions of lucrative pay-TV contracts, in exchange for a measly and ineffectual 5%?

Only Rupert Murdoch knows the answer to this question, but there are several factors which come into play…

The Disruptor Disrupted Murdoch is no fool and it may well be that it’s time to get out of the entertainment business.

Matthew Lynn of The Spectator writes: “Sky, along with the rest of the traditional media assets Fox owns in the US, is a fast diminishing asset. Plenty of industries are being disrupted by the internet, and plenty more will be in the decade ahead. But none is being turned upside down faster than pay television…

“In the last three years, Netflix and Amazon have muscled into its territory with spectacular success. Why pay £20 to £30 a month for Sky when Netflix offers far more exciting programs

SURREY CHAMBERS

21

The Big Story

for less than a tenner, while Amazon gives them away with a Prime subscription?

“In sport, the competition is likely to get even fiercer. There is already speculation Amazon or Facebook will join the next round of bidding for Premier League football. Why wouldn’t they? It is precisely the kind of global, must-have product that locks customers into their systems. It is only a matter of time before one of the web giants offers the right price. And until then, their mere presence will drive the price of sports rights even higher.

“Sky’s fundamental problem is this. People are happier than ever to pay for TV. They [just] won’t be happy to pay Sky’s prices.”

If the Sky model looks outmoded, then it should be easy to adapt and evolve, but The Economist argues that Fox was struggling to compete in terms of investment:

Murdoch and sons

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❝

The sale to Disney is an acceptance of mortality and legacy. Rather than an acknowledgement of waning influence, however, it looks more like a deliberate last-act concentration of it.

❞

“To have any hope of competing, scale is vital. Companies such as Facebook, Amazon, Netflix and Google (with YouTube) are investing heavily to seize consumers’ attention and money. Disney, which has a market capitalisation of $155bn, has lots of clout

because of its premium film franchises: Star Wars, Marvel and its animated blockbusters.

Last year it had all of the top five films at the global box office. Fox does not measure up: its best entertainment network, FX, is losing viewers, it owns only a few stellar franchises, like X-Men, and its film studio ranks fourth with 12.6% of the American box office this year.”

Added to this is the fact that Murdoch may have been feeling a bit exposed at Fox as Tim Adams at The Observer comments: “The sale acknowledges that the film business is being rapidly transformed by Netflix and Amazon, in ways he does not fully understand. More urgently, perhaps, the seen-it-all boardroom schemer was aware that his position at Fox was suddenly not as secure as it had been.

Alwaleed bin Talal, the Saudi royal billionaire and major investor in the company, has long

The Big Story acted as his guarantor. In November, in the shake-up of the House of Saud, Alwaleed was among those arrested by Crown Prince Mohammed bin Salman.”

The sale would allow Murdoch to focus on making money from his two passions: sport and news. The Economist asserts: “If a sale goes ahead, Mr Murdoch would be left with a rump business worth around $45bn, and one not so easily disrupted by streaming services.

Live news and sports account for more than half of Fox’s advertising revenue. Fox News is the largest cash-generator in the company, with an estimated $2.2bn in earnings before interest, taxes, depreciation and amortisation in the current fiscal year. Analysts question the value of the Fox broadcast network without its studio to make shows, but the plan is probably to become even more sports-focused, which makes sense.”

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He threw the weight of the paper behind the Australia Labor Party, who had a radical programme of public spending and nationalisation that Jeremy Corbyn would have been proud of. However Murdoch’s dalliance with the radical left did not last too long!

The Succession

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Tim Adams quotes The New York Times who called the sale of Fox a “King Lear” moment. It is, says Tim, “An acceptance of mortality and legacy. Rather than an acknowledgement of waning influence, however, it looks more like a deliberate last-act concentration of it.

Murdoch has never been much interested in the film business; he saw no way to get hands-on involved, in the way that he had always done with his news operation.”

Above: The Huff Post reports on the demise of Page 3

The theme of legacy has been picked up by many commentators, as well as the issue of succession. Over the years there has been much speculation about which junior Murdoch would inherit the empire, but with such a prize at stake there was the risk of sibling strife, as seen with the bitter wrangling over the business empire of fellow American media magnate Sumner Redstone. The break-up of the business could prevent such a scenario.

It is widely predicted that after the sale goes through, youngest son (and assumed heir) James will leave Fox, possible taking up a senior role at Disney.

Back in 2005, to universal surprise, Lachlan Murdoch stepped away from the family firm. Anousha Sakoui and Nabila Ahmed from Bloomberg believe that the hopes of Rupert Murdoch rest again on his elder son Lachlan: “Today Lachlan Murdoch is the subject of more speculation in media circles than he ever was before. While his father has groomed him for the top job, Lachlan has never independently run anything as big and complicated as what is being billed as the ‘new Fox’. He now seems all but certain to assume the helm after his brother sees through the sale.

“Even though it will be much smaller, the new Fox will still house a broadcast network, a top sports channel and a cable-news outlet that’s the most watched in America - and in the White House. He’ll be responsible for maintaining Fox News’s influence while smoothing its rougher edges.”

SURREY CHAMBERS

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The Big Story paper’s editorials strongly backed his favoured partner in the Australian coalition government of the time. Later he threw the weight of the paper behind the Australia Labor Party, who had a radical programme of public spending and nationalisation that Jeremy Corbyn would have been proud of. However Murdoch’s dalliance with the radical left did not last too long!

In 1968, he entered the UK market, buying the News of the World and a year later he bought a struggling newspaper called The Sun. He poached the Daily Mirror’s Larry Lamb and let his new editor run riot. Lamb’s mantra was: free stuff, winning, booze, fags, football, gossip, and sex. Within six months the circulation had doubled. Murdoch, apparently, was outraged at Lamb’s suggestion of running pictures of topless models on page 3 in 1970 - until he saw how the sales figures soared.

Lamb told Murdoch “I want a tearaway paper “Lachlan hasn’t made public his views on global warming, the Trump administration or much else in the political realm. He has given money to Australia’s conservative Liberal Party. But he also signed a letter with James criticising Trump’s ban on immigrants from Muslim countries, and he’s led reforms at Fox News to create a more welcoming environment for women.”

NewsCorp, which is not for sale, has a portfolio including The Wall Street Journal, Sunday Times, The Times, The Sun, TalkSport, scores of magazines and a list of Australian newspapers and publications as long as your arm. The newspaper market has become increasingly difficult, but the press still has influence and power, possibly bigger motivators for Murdoch than yet more cash.

Whether it is James or Lachlan, the business will have a more modern feel, with both seemingly uneasy with their father’s oldfashioned authoritarian approach. But it is believed that Rupert will have less conflict with Lachlan than James, who struggles with the way his father runs the business.

Murdoch’s father was a journalist-turnedmagnate; it was the family business. Rupert edited school magazines and at the age of 21, on the death of his father, he took over his father’s company. He immediately went on a spree of acquisitions, taking over regional papers across Australia. In 1964, he launched the country first national newspaper, The Australian.

The Dirty Digger Murdoch is ultimately a newspaper man with ink in his veins and the Disney deal keeps his printing presses firmly under his control.

The launch of The Australian also saw Murdoch develop a taste for politics, and the

with lots of tits in it”. Politically, it remained generally supportive of Labour throughout most of the 1970s.

❝

Rupert Murdoch never stood for office in the UK, but at the height of his powers, he never needed to.

❞

If Lamb was Fleet Street’s bad boy, Kelvin McKenzie was Murdoch’s attack dog. Taking over in 1981, McKenzie’s inflammatory style of editing became synonymous with the divisive and confrontational 1980s. Some of his headlines went down in tabloid folklore.

When the Falklands War raged, The Sun was the jingoistic flag-waver, gloating when Argentinian lives were lost at sea with the famous ‘Gotcha’ headline. The paper became the scourge of the left, taunting them with homophobic and right wing splashes. The nadir came when 96 football fans were crushed at Hillsborough in 1989, and the paper led with a headline of ‘The Truth’, falsely claiming Liverpool fans stole from and urinated on the dead. Even Murdoch was appalled by the coverage, and eventually persuaded McKenzie to half-heartedly apologise, but Murdoch clearly wasn’t appalled enough to sack his editor for such a spiteful attack.

Even if McKenzie sometimes went too far for Murdoch’s liking, in general McKenzie had his owner’s approval and appreciation. Sales

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The Big Story Tim Adams writes, “On his telephone call to congratulate Murdoch on the Disney sale, Trump was no doubt keen to affirm that his cheerleading news channel was not going anywhere. Over two decades, Fox News has done the most to make the bigoted and divisive tone of a Trump presidency possible, just as in Britain in the 1980s, it was Kelvin MacKenzie’s thuggish Sun wot won it for the polarising extremes of Thatcherism.”

were surging upwards and The Sun had a forceful role in British politics, actively supporting Margaret Thatcher, a politician much admired

by Murdoch. Labour leaders such as Michael Foot and Neil Kinnock complained about the nasty, personal attacks, but to no avail. Like it or not The Sun had a real influence, and on the 11th April 1992, after John Major won an unlikely election victory for the Conservatives, The Sun lead with the self-congratulatory, “It’s The Sun Wot Won It”.

The Labour party agreed. When an aspiring young politician called Tony Blair took over as the leader of the Labour Party in 1994, he set off on a charm offensive, determined to win the backing of Rupert Murdoch (and, inadvertently, the adulation of his wife Wendi Deng).

His plan worked and in 1997 Labour won the General Election with a landslide. In the same year, The Sun attracted 10 million daily readers.

Rupert Murdoch never stood for office in the UK, but at the height of his powers, he never needed to.

Again it is Murdoch the kingmaker - the master puppeteer. As the influence of newspapers wanes, he still has the power of TV news. It is therefore no surprise to hear that Fox News is in of the few components of 21st Century Fox, which is not being sold to Disney.

Or just other things on his mind…

Why try and take on the young pups at Amazon and Netflix? After a long career creating a media empire unequalled across the globe, maybe he feels he deserves a bit of a rest. Rupert Murdoch is now 86 years old, and is approaching the second anniversary of his marriage to former supermodel Jerry Hall. Perhaps it was just time to sell up, keep the businesses he enjoys and spend time with his younger wife?

Having experienced the addictive power of a zeitgeist-defining newspaper, there was no way that he would ever sell his beloved papers.

Fake News, True Power It would be hard to present a case questioning the impartiality of Murdoch’s Sky News. We are fortunate in this country that our TV news broadcasts from the BBC, ITN, Channel 4 and Sky are about as fair and unbiased as can be reasonably expected. The BBC is completely obsessed with its impartiality, and although the left accuses Laura Kuinsberg of Tory bias and the right will lament the woolly liberalism of the Beeb, this is more an indictment of the accusers than the accused.

Afua Hirsch who joined Sky News as social affairs editor in 2014, told The Guardian that: “The output on the channel – which is as highly regulated and impartial as every other – has about as much to do with Murdoch as the content of The Handmaid’s Tale.” It’s hard to disagree with her.

Perhaps the lack of influence from the proprietor is partly why Fox recently offered to dispose of the channel!

If our TV news is trustworthy, the same cannot be said about certain news broadcasters in the states. And the most infamous of them all is Fox News. When President Trump doesn’t list your station as a purveyor of Fake News, then you know you have a problem.

Rupert Murdoch’s Fox News has been a staunch supporter of Trump from day one. According to the New York Times, the two men speak almost every day.

SURREY CHAMBERS

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SURREY CHAMBERS

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Apprenticeships

HAS THE APPRENTICESHIP LEVY MISSED THE MARK? The Apprenticeship Levy was badged by the Government as their commitment to developing vocational skills and boosting productivity by investing in “human capital”, but has there been an adverse effect? Dave Hedges, Employment Tax Director at Wilkins Kennedy, looks at the Levy and how it has affected the earn-as-you-learn industry almost a year on.

T

he Apprenticeship Levy came into force on 6 April 2017, but despite hopes to create more than three million new apprenticeships by 2020, take-up numbers have actually dwindled. Is the Levy having a detrimental effect on the earn-as-you-learn industry?

Introduced by Government, the Levy aimed to raise £2.5 billion a year for apprenticeship training. These funds would be raised through the Apprenticeship Levy, payable by organisations with a wage bill of over £3 million. Whilst most firms are not large enough to be liable for the Levy, the Government estimated it would only affect 2% of businesses, both large and medium sized firms employing between 50 and 200 staff. Such organisations were faced with new responsibilities, including releasing apprentices for one day a week for off-site training and contributing to some of the costs.

It may well be that these responsibilities lie behind the 59% decline in apprenticeships.

According to latest figures released by the Department for Education, only 48,000 people actually began an apprenticeship between May and July 2017, less than half the 117,000 who did so in the same period last year.

There has also been speculation that employers are actually spending their time formulating new internal training schemes that work better for their organisation, as opposed to adhering to Government Levy regimes. For example, a Levy-paying employer has 24 months to spend the funds earmarked for apprenticeships. But by internalising the process, this time period and allocated spend could be more flexible.

Many industry experts believe the scheme has been badly organised and implemented – another reason perhaps for the decline. It seems that employers have found it difficult to interpret the complex rules around how the Levy may be used, and accessing the funding has proven complex. If this is the case, everything may settle down as

employers become more familiar with the process, and perhaps more opportunities for apprenticeships will come in.

Verity Davidge, Head of Education and Skills Policy at the manufacturers’ organisation, the EEF, said that it is “frankly unsurprising as we continue to hear stories from companies who have hit a brick wall in trying to get Levysupported apprenticeships off the ground.”

It will be interesting to see if any proposals are made in 2018 to help simplify and encourage greater application.

If you would like further information about the Apprenticeship Levy, contact the tax teams at either of our Wilkins Kennedy offices in Guildford or Heathrow.

Guildford – 01483 306 318 – guildford@wilkinskennedy.com Heathrow – 01784 435561 – heathrow@wilkinskennedy.com

SURREY CHAMBERS

27

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Believe it or not all these services are included in your membership fee – you will have nothing extra to pay!

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SURREY CHAMBERS

Taxation

ONE PLAN, ONE TEAM, ONE VOICE A strong management team is key to growth says Dan Morgan, Partner at Haines Watts

Y

ou cannot do everything yourself.

You may think you can. You may feel you have to. But without a strong management team you will struggle to realise your vision for your business and meet the challenges of growth.

Building a strong and capable management team relies on communication, trust and shared vision.

However, many business owners fail to communicate their vision clearly and struggle to give up control. Consequently, they impede the ability of their management team to drive the strategy and share the responsibility for business growth.

❝

While the ability to operate as a team is vital, it’s also important to encourage your management team to think independently and critically.

❞

So, what can business owners do to develop thriving and successful management teams?

As an owner it’s paramount that you share your vision and roadmap for the future but also remain open to contributions from your management team – even if that means adjusting your course.

You need to entrust your management team with the strategy. Give them license to align their specific role and responsibilities with the plan so that they in turn can engage their teams in contributing to the wider objectives.

It’s critical that business owners trust their senior management to implement the strategy without constant oversight. Our

latest research reveals a disconnect between the perceptions of business owners and their senior management. Findings show that 42% of business owners believe that their business would not survive beyond a week without them. While 87% of senior managers believe that they would be trusted to run the business in the owner’s absence. This suggests that there is work to be done to align owners and their teams.

Part of enabling your management team to drive the plan is showing that you don’t have all the answers. Sharing your concerns, doubts and acknowledging that you aren’t an expert at everything gives your management team an opportunity to step up and share the responsibility for solving problems and driving growth.

However, being open and honest often means showing your vulnerability and our research suggests that 52% of business owners surveyed, struggle with this. Masking your concerns can hinder communication and leave management team siloed. This makes your senior managers less likely to step up and take on the day-to-day running of the business which in turn leaves you or on your own to run the business and drive the strategy – you end up back at the beginning – doing everything yourself.

Strong management teams are often made up of strong willed individuals. While the ability to operate as a team is vital, it’s also important to encourage your management team to think independently and critically. This will encourage your team to generate ideas, solve problems, challenge the status quo and drive change – all of which is vital to achieving high growth.

For many business owners your company is your lifelong work; you’re deeply connected to it and stepping back is difficult. Investing in a management team that shares your vision can make that process a little easier but also give you valuable time to plan for the future of your business and occasionally, just maybe take some time out.

If you want to find out how fit your business is or read more about our latest study on business planning, communication and management teams, visit www.hwca.com/ for-love-or-money

Dan Morgan T: 0208 549 5137 E: dmorgan@hwca.com Surrey offices in Esher and Godalming www.hwca.com SURREY CHAMBERS

29

Legal

HOW TO REMOVE A SHAREHOLDER OF A COMPANY Robert Syms of Herrington Carmichael LLP offers tips on how to part company with board members.

S

o… having followed all of our advice in deciding whether to appoint shareholders or directors, you’re now worrying about how you can get rid of a shareholder in your company. Perhaps they aren’t playing their part in running the business… or you’ve just come to the end of the line in terms of your commercial relationship. What complicates it is that often

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❝

the directors and shareholders are usually the

But even once same people in smaller companies. you’ve removed a director, What you need to know is, if you remove they could still own shares… them as a director, can you force a sale of the director’s shares? so how do you remove them as a shareholder, too? First, the facts about removing a director

❞

After giving special notice, majority

Legal shareholders can remove a director by passing an ordinary resolution. This needs a 51% majority when you vote.

Finally, if the director is also an employee, you’ll need to terminate their employment.

This can open you up to risk if you haven’t followed employment law properly.

But even once you’ve removed a director, they could still own shares… so how do you remove them as a shareholder, too?

❝

Once you have assessed your options, and decided to proceed with buying the shares back, you need to start negotiation.

❞

The most important point is to remember that majority shareholders are not automatically entitled to force a sale by a minority shareholder and nor can a minority shareholder force the majority to buy their shareholding. To do this you will need to check your Articles of Association. You’re looking see whether they contain what are called ‘drag along provisions’. These would enable the majority of the shareholders to force the minority to sell, in the event of a buyout of the company.

If you’ve checked them and they don’t

valuation of the shares. Remember: a minority shareholding will often be valued at a figure below what the shares would be worth based on a percentage of the whole.

Throughout all of this your objective is to remove the shareholder without exposing your business to costly litigation.

However, it’s important to remember that a minority shareholder has the right to apply to the court claiming ‘unfair prejudice’. In these cases the court will usually order a sale of the leaving shareholder’s shares at a value it determines to be fair.

Who pays the costs?

Whilst there’s no denying that company litigation can be expensive, it’s worth remembering that costs for this type of litigation will usually be paid for by the individual shareholders. This can be used as a bargaining point, to encourage the minority shareholder to work with you to reach an agreement for the sale of their shareholding, without it going to court.

And finally… what are your options if this isn’t working?

Assuming you have successfully removed the individual as a director, you could consider increasing the remuneration of the remaining directors, and reducing sums paid by way of share dividends. This might cost you more in the long run, in particular in taxes, but could be preferable to paying dividends to this shareholder. This approach needs careful management as it needs to be something

you can justify to the court as a fair course of action, if challenged by the shareholder.

If you can show your company has suffered some loss as a result of a breach of their duties as a director, you could also consider bringing a claim against the departing director. Once

❝

The most important point is to remember that majority shareholders are not automatically entitled to force a sale by a minority shareholder

❞

again, this needs care… in particular to check that the other directors won’t be implicated in the process.

Finally, if none of this works and the majority of the board holds 75% of the shares, you could consider winding up the company.

Assuming your company is solvent you could wind it up through a members’ voluntary liquidation (MVL), transferring assets into the name of Newco. This would not then issue shares to the minority shareholder in Oldco.

If you’d like more information on this or any related shareholder matters, please contact drteam@herrington-carmichael.com

mention this, you can consider passing a special resolution to change the Articles of Association. You would need a 75% majority to effect if you want to force a sale of the shares. However, it’s important that any change could not be considered to be ‘oppression of the minority’ because this could be deemed unjust, should it go to court.

Before you go down this road, therefore, it’s worth checking if there is a shareholders’ agreement, containing a ‘buy-back’ clause.

Often there is such a clause, which can be invoked, should a shareholder leave the company.

Once you have assessed your options, and decided to proceed with buying the shares back, you need to start negotiation. The important thing is that you need to be able to demonstrate that you have tried to reach an agreement for the purchase of any shares for a fair value. Check to see if the Articles contain a formula for valuing a minority shareholding and ask your accountant to carry out a SURREY CHAMBERS

31

Legal

INTELLECTUAL PROPERTY AND BREXIT - A VIEW FROM RIGHTS OWNERS

By Robert Ganpatsingh, Commercial Disputes Partner at DMH Stallard

W

hile progress has been made towards the financial settlement required for Brexit, there remains a vast amount of work to do to prepare this country for the split. Figuring out how Intellectual Property (IP) will be treated post Brexit is one of countless areas where urgent and sustained action is needed to ensure that businesses and individuals are not disadvantaged. With IP, it is vital to ensure, at the very least, that rights holders do not lose the protection they currently have.

A proactive approach from IP rights owners is essential in kick-starting a dialogue and applying pressure in the right places. One association of brand owners has adopted this attitude. A paper has been published by MARQUES, about the desperate need for planning and negotiations to get underway for the treatment of IP post Brexit.

MARQUES is an association of over 750 brand-owning businesses from across Europe.

Its members have a collective turnover of €225 billion, which is higher than the GDP of Portugal.

Being a pan-European organisation, its members are equally concerned about seamless IP protection in the UK as they are about IP protection in the remaining 27 EU member states (EU27).

The paper provides a clear reality check and reminder that businesses in the UK and in the EU27 are in many cases one of the same.

Where they are not, they have the same interests in how IP is treated in the UK and EU27 post Brexit.

Negotiations MARQUES expresses heavy concern about the lack of progress in Brexit negotiations, particularly because there has been no progress whatsoever with bilateral talks on the many intricate areas of law that need to

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be addressed for the ongoing treatment of IP rights.

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The paper provides a clear reality check and reminder that businesses in the UK and in the EU27 are in many cases one of the same.

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The clock is ticking, and unless progress gets underway now, it seems unlikely that there will be sufficient time to conclude negotiations and ratification of the legal instruments needed to ensure the proper protection of IP for UK and EU businesses, prior to ‘Brexit Day’ on 29th March 2019.

Three key objectives The paper provides three key objectives which MARQUES suggests must be addressed as quickly as possible. Broadly, these are: 1. Existing IP rights in EU27 and UK will not be lost or weakened following Brexit.

2. Businesses should not have to incur any significant costs to maintain their existing IP protection as a result of Brexit.

3. There should be no, or very little, administrative burden on businesses in retaining their existing IP rights following Brexit.

Other concerns raised MARQUES makes an urgent call for certainty on the above points, encouraging collaboration between the UK and EU IP offices to produce joint working papers to help in establishing common ground.

Their view is that of all the IP rights, EU Trade Marks (EUTM), Registered Community Designs (RCD) and Unregistered Community

Legal Designs (UCD) will require the most attention in any negotiations, mainly because of the harmonised way in which these rights are treated across the existing EU member states. MARQUES members wish for this harmonisation to survive as much as possible.

The paper also raises a number of specific concerns regarding the priority, ongoing validity and enforcement of existing IP rights.

This includes a desire that where rights owners only have an EUTM, RCD or UCD (which of course currently gives them protection in the UK), they should have a new right created in the UK, which provides the same protection they had prior to Brexit. Any such new right should be created automatically and not include the requirement for any opt-in or fee payment. Also, it is proposed that in any litigation which is ongoing at the time of Brexit, the IP rights being fought over should be treated as having the same effect as they did prior to Brexit.

The paper is a clear signal about how much needs to be done if businesses are to have all the protection they need following Brexit. The

points raised should also serve as a reminder that the views of businesses are important and must be included in the debate.

To let us know your views, or if you have any concerns about ensuring

your business is well protected by its IP, please contact Robert Ganpatsingh on 01273 744213 or email Robert.Ganpatsingh@ dmhstallard.com

APPOINTMENT BRINGS ‘IMMENSE EXPERIENCE’

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eal estate lawyer Sue Lattin has joined ‘Top 100 law firm’ DMH Stallard from the development team at Cripps. Her track record also includes Rawlison Butler and Vertex Law where she was head of residential development.

Acting for developers and landowners, Sue specialises in the acquisition and disposal of land for residential development. Additionally, her work includes freehold commercial developments and related issues such as easements, covenants, overage agreements and infrastructure agreements.

Sue said: “I know DMH Stallard really well having worked for the firm before moving to

Kent just over ten years ago. I am delighted to be working back in Sussex, reacquainting myself with former colleagues and getting to know new ones.

“DMH Stallard’s rapid growth, particularly following the merger with Rawlison Butler, the increased strength in development expertise and the firm’s expansion in Brighton are all very exciting.”

DMH Stallard merged with Rawlison Butler in September reinforcing the leading regional presence of the law firm; the move brought the overall team strength to 350, including over 70 partners, and increased the number of offices in Sussex, Surrey and London to six.

Richard Pollins, Managing Partner at DMH Stallard, said: “It’s great to welcome back a former colleague who possesses such immense experience and understanding of the regional real estate market.

“I’m very proud that we are able to continually attract the best legal talent and I look forward to announcing more high calibre appointments in 2018.”

SURREY CHAMBERS

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Executive Education

LEADING IN ‘WICKED’ TIMES New Innovative ways of delivering Executive Education at Surrey Business School

T

he specialist Executive Education team at Surrey Business School works with organisations to deliver fit-for-purpose education solutions tailored to enterprises. With the core aim of accelerating innovative thinking into practice, the team works with local, national and international enterprises bringing forward cutting edge research and designing practical enterprise solutions that fit.

At Surrey Business School, we believe our Executive Education portfolio should equip leaders to be able to make sense of the confusing digital, economic and business environment, and then figure out and execute responses that are both fit for purpose and innovative.

Hence the overarching theme of our Executive Education portfolio is Leading in ‘Wicked’ Times.

How can we possibly make meaningful progress in addressing these challenges? On our programmes we take enterprises on a journey of Collaborative Discovery that blends research, education, problem-solving and brokering, directly focused on their challenges.

We engage in this process in our novel Business Insights Lab with private companies, from global multinationals to young growing firms, as well as public sector organisations and charities. We believe that Collaborative Discovery will help us navigate - together - the ‘wicked’ times confronting us and finding innovative solutions.

Read about our exciting event on page 73.

THE EXECUTIVE EDUCATION TEAM

Why ‘Wicked’? Because, increasingly: • Despite being better connected through the Internet and associated technologies, consumers, citizens and society seem to be becoming more polarised and fragmented; • We struggle to comprehend the situations we’re facing, let alone how to solve them; • The economic & social burden of these situations seems to be spiralling uncontrollably; and • Each problem seems to be interwoven with other problems to create a tangled mess.

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Welcome a Work Experience Student into your Organisation Partner with the Guildford College Group and welcome a work experience student into your organisation. A work experience placement provides a valuable opportunity for students to gain insight into the structure of an organisation, the qualifications and training required for key job roles, and the rewards and constraints of work.

The Guildford College Group offer a wide range of work experience placements and are keen to develop partnerships with organisations in the following subject areas:

95%

OF STUDENTS AGREE/STRONGLY AGREE THAT WORK EXPERIENCE IS HELPING (THEM) PREPARE WELL FOR WORK IN THIS INDUSTRY

95%

OF STUDENTS AGREE/STRONGLY AGREE THAT IT HAS HELPED TO INCREASE (THEIR) CONFIDENCE IN THE WORKPLACE

Source: Work Experience Student Feedback 2016-17 Guildford College Group

▶ Business

▶ Art and Design

▶ IT

▶ Performing Arts

▶ Marketing

▶ Media

“Well planned out week, full of learning and new experiences.”

▶ HR

▶ Photography

Bethany Alford, Broadwater School

▶ Gaming

▶ Construction

Guildford College Level 3 Health & Social Care

To partner with The Guildford College Group and welcome a work experience student into your organisation, please contact our Work Experience Team on 01483 88 40 55 or by email at: scunningham@guildford.ac.uk

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CHAMBERS GuildfordSURREY College Stoke Road Guildford Surrey GU1 1EZ www.guildford.ac.uk

Work Experience

A REWARDING EXPERIENCE The Guildford College Group Work Experience team need you!

T

he Guildford College Group is the largest provider of Further and Higher Education in Surrey, enrolling around 7,000 students every year across the three Colleges:

opportunity for students to gain an insight into working, its disciplines and challenges, to be involved with a variety of tasks and activities and to gain an understanding of:

• Guildford College, Stoke Park • Merrist Wood College, Worplesdon

• The qualifications and training required for key job roles

• Farnham Sixth Form College, Farnham

• The rewards and constraints of work

Just over a third of the Guildford College Group students study full-time courses with the majority aged between 16 and 18 years old. Work experience is a key component of study programmes for 16 to 19 year olds introduced by the Department of Education in 2013. All students are expected to undertake work experience or some form of work-related training tailored to their career aspirations as part of their study programme.

The Guildford College Group supports a high volume of students to secure meaningful work experience placements and are always keen to partner with employers who are interested in helping students enhance their skills through work experience.

Work experience can help students make career choices, develop their employability skills and provide links between their studies and the world of work. It provides a valuable

• The structure of the organisation

Core areas of interest that currently have a shortage of work experience placements include Business Management (Business, IT, Marketing, HR and Gaming), the Creative arts (Art and Design, Performing Arts, Media and Photography) and Construction.

where the student attends the workplace 1 day per week over a 5 week period. Employers are asked to review and discuss a student’s progress and performance, share background information on their industry, and discuss the qualifications and training needed for their workplace.

If you or a member of your team are keen to partner with The Guildford College Group and welcome a work experience student into your organisation, please contact our Work Experience Team for more information by email at scunningham@guildford.ac.uk or by telephone on 01483 88 40 55.

The format of work experience can be either a 5 day working week, or as day release SURREY CHAMBERS

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Branding

ALL THAT GLISTENS… With all its slick packaging and shiny objects, the festive season got SAM FARROW thinking about the assumptions we make about our customers, and what (we think) they really want.

A

fter Christmas, I decided to try going a whole week without buying anything in plastic packaging. (I allowed myself glass and paper: got a family to feed; plus I wasn’t about to forego wine, even in the name of research.) Needless to say, I failed dismally. It’s not until you set out to avoid plastic that you realise the entire world is bagged, shrink-wrapped, blister-packed, clingfilmed and otherwise encased in the stuff.

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It’s not until you set out to avoid plastic that you realise the entire world is bagged, shrink-wrapped, blister-packed, cling-filmed and otherwise encased in the stuff.

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As everyone who watched Blue Planet II will agree, this is a global environmental disaster we’re only now waking up to, and are

nowhere close to solving. My doomed, shortlived experiment didn’t provide any answers, I’m afraid; but it did make me rethink more than just my own shopping habits.

Finding products that aren’t in slick, glossy, well-executed (and, yes, often plastic) packaging is difficult these days, in no small part because manufacturers and retailers assume it’s what customers want. It’s true that people generally like new things to look ‘new’, and shiny packaging does that brilliantly; and there are often good legal, technical, practical or safety reasons behind a particular packaging solution.

So, to be clear, I have nothing against plastic per se. But is sparkly, flawless packaging really what your customers want? Is that what they’ve told you? Have you asked them? It’s probably not something people have really thought about before; but after seeing that turtle on Blue Planet II, about 11 million of them are now. Taking a lead and being seen to Do The Right Thing could give you a competitive edge now, plus make any future changes in the law easier to accommodate.

Just as importantly, do your packaging design and materials truly reflect your brand values? Not simply in terms of colours, logos and so on; but in what they say about you. For example, if you see your business as creative, innovative, challenging convention, then a slightly raw, less polished look and feel can get that across much more effectively than just saying so. In the same way, more durable materials can convey solidity and reliability; traditional materials speak of heritage and authenticity; and recycled and recyclable packaging demonstrates you’re working responsibly and sustainably more effectively than a CSR statement.

In the same way that avoiding plastic made me consider my attitudes, thinking about your packaging is a good place to start reassessing your brand values – or, perhaps, formally examining and defining them for the first time. And with 2018 still fairly new, and packaging looming larger in the public consciousness than it’s done in years, now’s the perfect moment to do it.

farrowcreative.co.uk SURREY CHAMBERS

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Travel - Tuscany

Shake hands in...

TUSCANY Florence, capital of the Tuscany region

Rose Dykins finds out how this beautiful part of the world retains its authentic flair, while innovating its offering for corporate travellers.

I

t’s autumn in Tuscany. The sun casts a brilliant copper glow over lush meandering hills, and makes orange foliage crackle, as if each leaf is made from light. Pillars of evergreen cypress trees punctuate the plowed fields, and shroud sprawling estates with grand stone buildings from peeking eyes.

Drinking in this scenery – along with an earthy double espresso – it’s difficult to see what has changed here over the past several centuries.

Tuscany’s authenticity is a key part of its appeal as a meetings and events destination.

Timeless, beautiful and culture-rich, it epitomises the Italian dolce vita that the rest of the world covets.

Smoky, cherry-like Chianti in abundance, indulgent, meaty pasta dishes and fragrant truffles to be unearthed from the ground like treasure, it has the components for hosting VIPs (or making employees feel like them).

Too often, travellers to Italy focus only on its

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Tuscany’s attraction as a corporate travel destination may be enduring, but as a whole, Italy is not relying on its incredibly legacy to keep winning new business.

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cities, joining the queue to see Michelangelo’s David, or pretending to prop up the Leaning Tower of Pisa. And of course, an afternoon in one of Tuscany’s major cities – Florence, Siena and Pisa – would be a wonderful addition to a corporate itinerary, to combine a walking tour with a team-building activity, or having a meeting overlooking Florence’s swoonworthy cityscape. But factoring in some time

to experience rural Tuscany is frankly essential, when there are so many memorable, one-off experiences to enjoy.

The region is peppered with repurposed medieval buildings – many of them “borgos”, formerly entire villages – and the quality of the five-star resorts that now occupy many of them is incredibly high. One of these is Toscana Resort Castelfalfi, which underwent a significant renovation last year. Already home to a four-star boutique hotel housed in a former tobacco drying factory, with gorgeous terracotta ceilings and restored beams a five-star hotel was added last year. Offering 120 rooms, II Castelfalfi, a TUI Blue Selection hotel also has a fine-dining restaurant with a panoramic terrace facing dreamy rolling hills. There’s a 1000 sqm subterranean spa, two inside and outdoor heated pools, and a contemporary meeting space for up to 180 delegates.

Travel - Tuscany Rural Tuscany

“Thanks to the unique offering of the resort, we’ve had the pleasure of hosting business trips with meetings and team-building activities, incentives, product lunches for different kinds of companies – especially car brands such as Mercedes-Benz, Porsche and Peugeot,” says Isidoro Di Franco, general manager of Toscana Resort Castelfalfi. “For instance, thanks to our special partnership with Mercedes-Benz, in 2017, we hosted the final tournament of the Mercedes Trophy 2017, one of the most important amateur golf circuits in the world, which brought to Castelfalfi numerous top-luxury guests and VIPs from all over Italy and Europe.”

In 2016, Castelfalfi was the host of the Peugeot Drone Film Festival. Effectively the equivalent of the drone Olympics, eight finalists from across the world (narrowed down from 400) were invited to Castelfalfi to take part in a four-day programme of drone workshops with tech company DJI, culminating in an award ceremony to announce the winner. It’s interesting to imagine eight drones buzzing and leviating over the sun-drenched stone walls of Castelfalfi’s village, but it’s a great example of the region’s ability to pair its historic charm with fresh, innovative attitude to staging events and conferences.

Tuscany’s attraction as a corporate travel destination may be enduring, but as a whole, Italy is not relying on its incredibly legacy to keep winning new business. It is continuing to move with the times and experiment with new strategic ways to work with corporate visitors to benefit local communities (see below) who cannot thrive off historical riches alone. All in all, Tuscany marries outstanding heritage with a forward-thinking approach to welcoming groups from across the world, and the global brands will keep on coming as long as this continues.

Tuscany at night

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Travel - Tuscany

GIVING SOMETHING BACK In the Tuscan town of Limestre (a one-hour drive from Florence) lies a very special place for children in need of some serious fun. Russ Watts, facilitator at Dynamo Academy explains how corporate travel groups can help them continue their good work.

“Dynamo Camp originates from the Paul Newman set of camps, now called the Serious Fun camps (seriousfunnetwork.org). It was created to serve kids with grave illnesses – some terminal, some chronic – and to provide these kids from seven to seventeen years old and the families surrounding them, with the chance to be kids, based on the principal of recreational therapy. No child or parent pays for anything ever at the camp.

“Dynamo Academy [our corporate offering] organically came about when our CEO and founder of Dynamo Camp said, ‘We’ve heard so many business owners say that what we do would be amazing for their organisation and that they want to use our location.’ And so, about five years ago, they began to provide the services we offer for corporate groups.

“We provide the location, tools, games, sometimes facilitation, sometimes consulting, depending on what the client needs. It’s almost always customised, as all clients are different. We can do anything from a four-person event to a 500-person event, and we even have an event planned for 800 people this coming year.

“We can either take our Dynamo staff off-campus and come to your location, or, for the eight or so months of the year where Dynamo Camp is not being used by the children, we can host groups there – we’ve had thousands of people there for events, though 150 people is probably the maximum if you’re planning on using it as an intense work or team-building space. We’ve got surrounding hotels, a theatre and a deluxe cafeteria dining facility as well as our outdoor areas, so we have space to host discussions or breakout sessions.

“We give delegates a break from the office – a chance to enjoy Tuscany and to enhance relationships with colleagues in a different time and space, with both fun and strategic elements of dynamic communication based on the activities that we provide, or, based on the more business facilitation and corporate consulting that we bring to those events.

“All of Dynamo Academy’s earnings – aside from the expenses it take for Dynamo Academy to survive – support Dynamo Camp, so we can continue to offer a better place for the children to be hosted.

“A big reason why corporate entities come to us, is because it feels good. It’s not like they’re lining the pockets of a corporation that is simply providing a service in a beautiful location – instead, they’re enabling the future joy of families and kids dealing with severe disabilities and illnesses. It benefits the society around our organisation, the recipients, and the corporate, so it’s a triple win. It’s an infectious time in Italy right now for Dynamo Academy – we’re experiencing incredible positive growth, and I hope that continues.” dynamoacademy.org

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Travel - Tuscany

TOP PLACES FOR A MEETING/EVENT TOSCANA RESORT CASTELFALFI

Set amid 1,000 hectares of woodlands, olive groves and vineyards, this five-star resort comprises a renovated medieval village, a castle, three restaurants, a 27-hole golf course and two separate hotels. As well as extensive meetings facilities, delegates can take part in group activities such wine tasting and cooking classes, or explore the extremely good-looking estate on foot or by bike. castelfalfi.com

BORGO SAN LUIGI

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Wandering around the five separate blocks of this repurposed 17th-century borgo, it’s hard to believe the original buildings of this former village now houses 73 elegant rooms and suites with free wifi and air-conditioning. The resort’s large outdoor pool and terrace is a standout feature, and for groups, it’s possible to arrange a medieval banquet, with lively entertainment and a spread of delicious Tuscan classics. borgosanluigi.it

CASTEL MONASTERO

A member of Leading Hotels of the World, this spectacular restored monastery perched atop a hill transports you to a calm headspace as soon as you arrive. The menus of the resort’s two restaurants were created by Gordon Ramsay – with seven Michelin stars between them – and the sleek contemporary spa is housed in two former farmhouses. Ferrari 458s can be rented for the day to explore the region’s stunning scenery, and truffle hunting expeditions can be arranged, where adorable, enthusiastic dogs lead you to the precious funghi. castelmonastero.com

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TOWN FOCUS REDHILL & REIGATE

REDHILL AND REIGATE With finance and business services at the heart of its trade community, this Surrey borough is going from strength to strength.

REDHILL

REIGATE

Population : 30,289

Population : 24,193

Gender

Gender

Males: 14,970

Males: 12,025

Females: 15,319

Females: 12,888

Ref: Census 2011

Ref: Census 2011

Reigate Heath Windmill

S

ituated in the east of Surrey, in the borough of Reigate and Banstead sit Redhill and Reigate. Providing the focal point for both the financial and business services sector, Redhill and Reigate have vibrant economies, excellent transport links, plentiful housing, good schools and thriving town centres, all set within diverse countryside and a beautiful natural environment. The

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borough is predominantly open countryside and is crossed by the North downs, a designated ‘Area of Outstanding Beauty’.

The area is centrally located between London and the south coast, within the Gatwick Diamond economic area and at the heart of the Coast to Capital Local Enterprise Partnership. The economy for both towns is

influenced by its close proximity to Gatwick and Heathrow airports and excellent transport links to central London, the wider south east, and national and international destinations via the M25 and M23/A23 corridor.

Reigate railway station serves the town of Reigate on the North Downs line with an hourly direct Southern service to London

TOWN FOCUS REDHILL & REIGATE THINGS YOU MIGHT NOT KNOW • Reigate is the setting for the Sherlock Holmes short story The Adventure of the Reigate Squire (also known as The Adventure of the Reigate Squires and The Adventure of the Reigate Puzzle).

It is one of 12 stories featured in The Memoirs of Sherlock Holmes.

• Famous names including comedian and author David Walliams, adventurer Ray Mears, comedian Jimmy Carr and DJ Norman Cook (aka Fatboy Slim) all attended Reigate Grammar School.

Reigate Town Centre

Victoria. Redhill railway is a major interchange point on the Brighton Main Line. Plans to redevelop and improve Redhill station are expected in the near future and will include a new ticket office, a larger concourse area and a pedestrian-only public square at the front of the station. In line with these plans, Network Rail has already created a new, longer platform at Redhill station for the Gatwick Express, known as Platform, designed to increase capacity within the rail network.

Redhill and Reigate town centres provide the focal point for office activity, particularly in the financial and business services sector.

Several industrial estates are located just

outside the town centres, providing a range of commercial units and making the areas a particularly attractive area to do business in. Business sectors already thriving in the borough include financial and business services, public, education and health, wholesale and retail, engineering and construction, accommodation, information and communication, and manufacturing.

It is no surprise then that many major international companies are already based in Redhill and Reigate. Imaging and informations firm Canon UK have their headquarters on the southern outskirts of Reigate - the building

• Redhill is one of the few places in the UK where Fuller’s Earth can be extracted, though production ceased in 2000. Alfred Nobel demonstrated dynamite for the first time at a Merstham quarry, two miles north of Redhill in1868.

• Redhill Aerodrome is an airfield and aerodrome that was used as a Spitfire base during WWII. It handles around 41,000 aeroplane and helicopter flights a year along with flying training, aircraft maintenance and private charters.

The Belfry shopping centre, Redhill

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TOWN FOCUS REDHILL & REIGATE

Marketfield Way cinema scheme, Redhill town centre. was opened by the Duke of Edinburgh in 2000 and has won numerous ‘green’ awards.

The european headquarters of Kimberly Clark are based on London Road; and further along you’ll find the european headquarters of global financial consultants, Willis Towers Watson. AXA Insurance, Balfour Beatty and utilities giant Total Gas and Power are just a few of the other companies already doing business in the borough.

Reigate has been developed around a historic core, which gives it its unique character.

Host to a range of small independent and specialist shops and restaurants, Reigate has a vibrant community arts scene and a vast range of exciting and innovative businesses from artisan bakers and micro brewers (Pilgrim micro brewery moved to West Street in Reigate in 1985 and was the first new brewery

Priory Park, Reigate

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VISIT THE REIGATE CAVES Reigate is well-known for its ‘caves’. Known largely as disused sand mines, where mining took place under Reigate’s castle grounds, tours through the maze of caves by lantern light include the Baron’s Cave in the Castle Grounds and the East and West Caverns in Tunnel Road.

GATTON PARK Gatton Park near Redhill is the core 260 acres of the Gatton estate, originally laid out by Capability Brown. It boasts a Japanese garden, a rock and water garden, formal Victorian gardens, walled gardens, orchard and lake. Visit in February for their Snowdrop Spectacular.

TOWN FOCUS REDHILL & REIGATE

Warwick Quadrant redevelopment in Redhill Harlequin and library entrance

to be established in Surrey for over a century, well-known for brewing beers using the local water) to household names in the financial, space, transportation and communication sectors.

The area offers a wide range of business accommodation, including small low-cost start-up units, well connected industrial and storage premises, and high-quality town centre and campus-style HQ accommodation to suit a variety of businesses, large and small. A large proportion of the town centre has also been designated as a conservation area of special historic interest.

Redhill is the local borough’s main shopping destination and is the largest of the borough’s four towns, providing a range of retail, employment and leisure opportunities. The face of Redhill has changed in recent years with the council’s ongoing programme

of regeneration, transforming it into a thriving town centre for both day and night economies, a prominent commercial location of choice, a competitive retail destination and a vibrant place in which to live, shop and work - creating real benefits for local businesses and residents. In 2011, a £4.1 million refurbishment of Donyngs Leisure Centre provided a start-ofthe-art centre with a 100-station gym, a youth gym, a new dance and fitness studio, new cafe and refurbished changing facilities.

gym and hotel, alongside additional town centre parking. The scheme also improved the external appearance of the Borough Council’s Harlequin Theatre, Surrey County Council’s library and outside public space in London Road.

In 2014, a £1.5 millions facelift to Memorial Park created a popular and contemporary urban park; improvements included a new cafe pavilion and a new and improved play and sports zone.

This year, with a combined investment of over £100 million, there are a number of redevelopment plans in the pipeline including improvements to road networks, retail and leisure provisions. Marketfield Way redevelopment, expected to begin later this year, will provide a new multiplex cinema with a mix of shops, restaurants and cafes to create a more vibrant leisure offering and evening economy.

The redevelopment of the Warwick Quadrant back in the autumn last year allowed for much-needed expansion of the existing Sainsbury’s along with the delivery of a new

Plans are also being developed by the council to redevelop outdated flats and shops on Cromwell Road to provide the sort of modern retail units and flats that occupiers want.

IN HISTORY Redhill stands on the London and Brighton railway and takes its name from a hilly elevation of the Shanklinsand rock-formation, commanding fine views over the Weald. Prior to the railway epoch, Redhill was a mere hamlet, originally known as Warwick Town, after Warwick Road, and rose rapidly into importance in consequence of its position at the railway junctions. The town became known as Redhill when the post office moved from Red Hill Common in the south-west of the town in 1856.

Reigate earliest history can be traced back to the Battle of Hastings. Victorious William the Conqueror awarded the land as part of a generous grant to one of his principal knights, William de Warenne, on whom he also bestowed the title Earl of Surrey in 1088. It is believed that de Warenne’s son, William De Warenne II, ordered that Reigate Castle be built. Around 1150, ‘Reigate’ was constructed below the castle; its name coming from Roe-deer Gate.

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TOWN FOCUS REDHILL & REIGATE

KINGSTON SMITH includes all manner of personal, financial, legal and tax planning.

How long have you been in Reigate/Redhill?

Kingston Smith has played a pivotal role in the local business community for the past 17 years. In that time, we have established close links with our clients, several local charities and the wider community.

Having recently moved offices, our modern light airy open-plan office in Betchworth House means we now have the space and facilities to hold meetings, presentations and events.

Kingston Smith partners at Redhill [L to R]: Ian Matthews, Paul Samrah, David Montgomery, Parveen Chadda.

Please describe what your business does…

Kingston Smith is a Top 20 firm of chartered accountants and business advisers. Our clients range from private individuals and sole entrepreneurs to SMEs and not for profit organisations. What we love most is that no two clients are the same.

Our clients’ vision, inspiration and ambitions are infectious and we’ve got very good at listening over the years. We ask a lot of questions and get to know each business from the inside.

From our Redhill base, we work with clients throughout Surrey and Sussex.

Our experienced team of partners and professionals is 30-strong and growing as we speak. Clients come to us for strategic business advice, as well as tax, compliance and run-ofthe-mill accounting services.

Beyond Redhill, we have a network of offices around the M25 and in London. We help organisations across the wider South East region develop their strategy and shape their commercial future.

What makes your business special?

All our clients are different, so we treat them individually. We take the time to get to know each business thoroughly, from its ethos to its Balance Sheet to its potential.

Having understood their aspirations and business goals, we can then provide them with commercially astute, innovative advice.

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As each client’s trust in us strengthens, we find ourselves in enduring client relationships.

This means we can be more proactive in our advice. Clients often comment that they like our no-nonsense down-to-earth approach, and that we deliver our technical expertise with bags of enthusiasm and in jargon-free plain English!

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Kingston Smith’s understanding of owner/ managers of family businesses means they have assisted far beyond day-to-day business activities. I like the close working relationship SME Client.

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Why is Reigate/Redhill a good place to do business?

Redhill is home to a vibrant community of small and medium-sized businesses. Large companies also have their headquarters in the area and there are several business parks nearby, adding to the attractiveness of our neighbourhood.

There are plenty of initiatives supporting local businesses. Very active local Chambers of Commerce host regular events that we are proud to be actively involved with.

As if that’s not reason enough, Redhill is ideally located with easy access to both the M25 and M23 with fast rail links to London and across the South East.

Kingston Smith LLP Betchworth House, 57-65 Station Road, Redhill, Surrey RH1 1DL Tel: 01737 779000 Email: Redhill@ks.co.uk www.ks.co.uk/Redhill

Knowing the market as well as we do allows us to run a whole host of dynamic events that are always well attended. One particularly popular event is our regular Business Lunch Club at the Gatwick Hilton. It follows a simple format; a talk on a topical business theme by an invited external speaker with an informal lunch and mingling. Membership is not required and new guests are very welcome.

Email Ruth Parkinson on rparkinson@ kingstonsmith.co.uk for further details.

Additionally, we offer an established private client service, which focuses on lifestyle and personal objectives for individuals. This

Kingston Smith’s office

TOWN FOCUS REDHILL & REIGATE

MORRISON SOLICITORS Paul Harvey, Managing Partner Please describe what your business does…

Morrisons is a leading firm of solicitors with a 140 strong team in offices in Redhill (our headquarters) and across Surrey and South West London, serving a wide range of businesses and private individuals.

We’ve been delivering effective, commercially informed advice to businesses of all types since we opened our doors in Reigate in 1729.

We combine the depth of knowledge, capabilities and resources of a large firm with the approachability of a local practice.

Our team offers a comprehensive range of legal services to businesses in all sectors covering corporate and commercial work, property, employment, insolvency and, when problems arise, dispute resolution including litigation.

We are clear, direct and straightforward in our approach, and relentless in our pursuit of the best solutions for our clients.

What makes your business special?

We’re a modern, forward-thinking law firm but the traditional values of integrity and trust continue to drive our firm and define the service we provide. And that, we think, is what makes our firm a little bit different.

We understand how business works but we also recognise that every business is unique.

We advise on the most effective and practical ways to help clients reach their goals or resolve issues that affect their business; and we choose to do this is in an approachable, down-to-earth and practical way.

To do this, we need a team of high-calibre professionals – lawyers and support specialists – who are dedicated to helping clients achieve their goals. So we place a very high priority on attracting and recruiting, developing, rewarding and retaining the right people – for our clients and our business.

We also place a significant emphasis on collaboration between our teams across our offices, which means that teamwork is a really big part of our culture, it’s integral to everything do.

One final thing that really sets us apart is our commitment to the communities in which we work. It’s one of our firm’s core values and it runs through all of our teams in all of our offices. We we do this by supporting local charities, schools and community projects/ events in the areas where we have offices, as well as organising events that encourage a vibrant and successful business community.

How long have you been in Redhill and Reigate?

We can trace our roots in Reigate back to 1729, when Michael Barnes bought 46 High Street, Reigate (now ASK) and established a firm of solicitors. It quickly became regarded

as the most eminent firm in town. And we’ve been here ever since.

We have deep roots in the area and are committed to the success of both Redhill and Reigate as thriving and prosperous business communities – indeed, we have recently moved our HQ into brand new offices in Redhill.

Why are Redhill and Reigate good places to do business?

Redhill and Reigate are great places to live and work. They both have vibrant and well connected business communities with a healthy mix of both large and entrepreneurial businesses.

There’s also a huge sense of ambition in the area, with lots of regeneration and growth taking place. This is attracting more established businesses to relocate their operations here, as well as being the location many new companies are choosing to establish and grow their business. There are many reasons for this – proximity and transport links to London, Gatwick and the South East, but also because it’s a great place to live and work.

Contact details: www.morrlaw.com paul.harvey@morrlaw.com 01737 854 546 @morrlaw

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This isn’t about money: it’s about what money can do.

Protect your loved ones, create a healthy, wealthy retirement, fund your passion… the first question we’ll ask you is what you want to achieve. And then we’ll use all of our knowledge and knowhow to help you achieve it. But we won’t stop there. We’ll keep on asking, listening, and building a close relationship that helps you reach all of life’s goals.

To find out what money can do for you please contact Lee Clark on 01737 223722 or email lee.clark@brewin.co.uk Wealth and Investment Management from 29 offices across the UK, Ireland and the Channel Islands.

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The value of investments can fall and you may get back less than you invested.

Brewin Dolphin Limited is a member of the London Stock Exchange, and is authorised and regulated by the Financial Conduct Authority (Financial Services Register reference number: 124444).

SURREY CHAMBERS

TOWN FOCUS REDHILL & REIGATE

BREWIN DOLPHIN Please describe what your business does…

Brewin Dolphin is one of the UK’s leading wealth managers. We are experienced in helping people think through the issues and opportunities that affect them, to create financial plans and investment portfolios which meet their personal and professional ambitions and aspirations.

Working with Brewin Dolphin gives our clients the confidence that comes from a better understanding of their financial position, what their options are and a plan to help them get to where they want to be that will respond to changes in their circumstances and financial markets.

Our personal approach to financial planning and investment has stood the test of time.

Managing the wealth of over 100,000 clients requires the kind of expertise gained only through experience – something we have been building since 1762.

Our long history has helped us develop a long-term outlook. It has given us a sense of perspective that has served our clients well, as we have navigated the rises and turns of the markets for them. Forged through over two centuries of financial crises, we have a composure that remains ever relevant in today’s times of uncertainty.

A large number of our clients and their families have been with us for generations and many of our investment managers and other team members have a long-standing association with the firm. Both contribute to the sense of continuity that our clients profit from and enjoy.

What makes your business special?

We have a team of highly qualified and experienced professionals who offer a wealth management service that reflects the individual needs of each client. To achieve

this, we need to get to know our clients well and understand what is important to them.

We offer proven bespoke solutions for clients, including portfolio management, tax-efficient investments, pension planning, inheritance tax planning as well as services for Charities and Trusts.

In addition, the Reigate Adviser Partnership Team was established in 2015 to provide a dedicated service to local financial advisers who require support on a Discretionary Fund Management basis. Our disciplined and robust approach has allowed us to grow an enviable reputation as a leading Discretionary Fund Manager servicing the adviser market in the South East.

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Our disciplined and robust approach has allowed us to grow an enviable reputation as a leading Discretionary Fund Manager

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If you are an advisor located in the South East and would like assistance in relation to your clients, or a private individual who would like to speak to one of our team about your situation, please do not hesitate to request a meeting.

How long have you been in Reigate?

The Reigate office can trace its heritage back to 1990, with the opening of the first mainland Brewin Dolphin office outside London. Since then, the branch has grown consistently and now serves clients across Surrey, Kent, Sussex and the wider South East – continuing the tradition of exceptional

Lee Clark - Head of Office, Brewin Dolphin Reigate

personal attention, while actively helping clients to achieve their long-term goals.

Why is Redhill/Reigate a good place to do business?

Its proximity to London, the south coast, Gatwick airport and excellent road and rail links make it a great place from which to meet with and travel to clients.

Brewin Dolphin 45 London Road Reigate Surrey RH2 9PY E. reigate@brewin.co.uk T. 01737 223722 W. www.brewin.co.uk/reigate Please note that the value of investments and any income from them can fall and you may get back less than you invested.

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TOWN FOCUS REDHILL & REIGATE

REGUS KINGSGATE A global infrastructure built for businesses

How long have you been in Reigate/Redhill?

Regus has just opened the doors to its second Redhill business centre in response to the increased demand for workspace on flexible terms from local professionals.

The first Redhill centre is located in the heart of Redhill, on Clarendon Road. The new centre occupies three floors of Kingsgate House, at the southern end of Redhill High Street. It houses over 180 workstations and offers a range of flexible working options including co-working space, offices of varying sizes and layouts, virtual office services, meeting rooms and hot desks.

Please describe what your business does…

We have built an unparalleled network of office, co-working and meeting spaces for companies to use in every city in the world.

It’s an infrastructure to support every business opportunity.

Our network of workspaces enables businesses to operate anywhere, without the need for set-up costs or capital investment.

It provides our customers with immediate cost benefits and the opportunity to fully outsource their office portfolio.

It’s a network designed to enhance productivity and connect 2.5 million likeminded professionals: an instant global community, and a place to belong.

What makes your business special?

The benefits of Regus include: • OPERATE ANYWHERE Create a business presence in practically every city in the world with our continuously expanding network of workspaces in cities, airports, service stations, public buildings and railways.

• FULLY OUTSOURCED Partly or fully outsource your office portfolio, with one contract, simple reporting, a dedicated account manager and 24/7 customer service. Office amenities set up and ready to use, with Wi-Fi, receptionist, kitchen and cleaning included.

• ENHANCE PRODUCTIVITY Use the app to access the network, find and book space, and manage your account.

Benefit from professional and inspiring work environments, 60 million Wi-Fi spots and thousands of business lounges around the world.

• INSTANT GLOBAL COMMUNITY Access to a global community of 2.5 million like-minded professionals. Promote your business via our community marketplace and monthly networking and knowledgesharing events.

Regus also offers a third location in Reigate London Road, close to the ruins of Reigate Castle and a short distance from Reigate town centre.

Why is Reigate/Redhill a good place to do business?

The area is an excellent location for business due to its large concentration of successful national and international companies as well as to its good communications to the rest of the UK. Richard Morris, UK CEO, Regus, comments: “Redhill is already a popular location with insurers, banks, oil companies and publishers.

Combined with its excellent transport links, this makes the town a great location for Regus.

We expect the new centre to be popular with a wide range of users including those based in Redhill and those visiting for business.”

Website & Phone Number: To find out more, call us on 0800 756 2501, visit regus.co.uk or download our App.

• IMMEDIATE COST BENEFITS Only pay for the space you need. Add or reduce workspace on flexible terms, from an hour to many years with no set-up costs and no capital investment needed.

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TOWN FOCUS REDHILL & REIGATE

BRITISH WAX Can you explain what your business does?

Managing Director, Rob Case-Green

British Wax is a 4th generation familyowned company supplying specialist waxes for a whole range of different uses, whether creating in wax or bronze, removing or styling hair, making organic candles or sealing bottles of craft gin.

Our strengths are designing specialist waxes and supplying natural waxes. We have a long tradition of refining beeswax, and in recent years have added other natural and organic waxes to our range. As wax designers, we have people coming to us who may want a substance to do a certain job. If we think that wax could be the answer, then it’s up to us to design, develop and manufacture it.

How did the company start?

In the early 1900s my great grandfather bought waxes for Boots the Chemist, mainly dealing with German suppliers. When war broke out in 1914, industry still needed wax, so he decided to fill the gap by establishing a manufacturing plant near Redhill. The business developed after the war and by 1920 had started supplying Madame Tussauds, who we still serve today. Continuity really is in our DNA, so we still use the same accountants and bank, and our longest-serving employee is just about to retire after 60 years’ service.

What are your growth plans for the future?

Sidney, Alfred and Roderick Case-Green c1955

We’re looking at growth in the personal care, food and drinks markets both home and

abroad. We are also starting to work in closer partnership with our beeswax suppliers in Kenya. To aid our growth plans, we are also looking for a new site in the Redhill area.

The British Wax Refining Company Ltd 18-20 Holmethorpe Avenue, Redhill, Surrey RH1 2NL United Kingdom Phone: +44 (0)1737 761242 www.britishwax.com

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Up to 67% off † Business Breakdown Cover for Chamber members Service level

Roadside

Relay

Relay Plus

Home Start

Accident Management

Fleetwide 1

3

3

3

3

3

Fleetwide 2

3

3

3

3

Fleetwide 3

3

3

Standard Price

Difference

£89.08

£248.00

£158.92

£80.12

£213.00

£132.88

3

£65.92

£198.50

£132.58

Fleetwide 4

3

3

3

£56.96

£163.50

£106.54

Fleetwide 5

3

3

£48.13

£120.00

£71.87

Fleet Europe

£24.00

£46.50

£22.50

Minibus Rescue

£196.67

£332.00

£135.33

£177.49

£314.50

£137.01

3

Offer Price

Specialist 2

3

3

3

Specialist 4

3

3

3

£152.38

£247.50

£95.12

Specialist 5

3

3

£98.75

£166.00

£67.25

3

The table below gives you more details about the specific services which can be included within our Business Breakdown cover Roadside

Repair or recovery to the AA’s choice of appropriate local repairer.

Relay*

Transportation of vehicle, driver and up to 7 passengers to a UK mainland address if prompt local repair not possible.

Relay Plus*

Extended Relay service to include one of three alternative arrangements for driver and passengers; car hire, accommodation or public transport services.

Home Start

For breakdowns at or within ¼ mile of your home address.

Accident Management

Takes the hassle out of arranging repair, recovery and insurance claims after an accident or vandalism.

For more information or to take up this offer, please contact your local Accredited Chamber of Commerce.

Direct Debit. To make life easier, you can now pay for your breakdown cover by Direct Debit.

Based on Fleetwide 3 Standard rates for 3-6 vehicles. All the above prices are per vehicle per year, inclusive of IPT (Insurance Premium Tax). All prices are subject to change. Fleetwide cover does not apply to: specialist vehicles, ie: taxis, mini cabs, hire vehicles, ambulances, police vehicles, vehicles on tradeplates, minibuses, privately owned vehicles (unless used for business purposes), motorcycles and courier vehicles (all of which can be covered on Specialist rates as above), or any vehicles over 3.5 tonnes gvw.

Terms and conditions apply. *Relay and Relay Plus services are not provided at or within ¼ mile of driver’s home address.

Offer cannot be used in conjunction with any other offer. Offer prices are only available while your Chamber membership is current. We reserve the right to review pricing at any time.

Full terms and conditions available on request by calling 0800 55 11 88. Business Breakdown cover is provided by Automobile Association Developments Limited (trading as AA Breakdown Services).

Relay Plus is underwritten by Acromas Insurance Company Limited. Acromas Insurance Company Limited is authorised and regulated by the Commissioner of Insurance, Financial Services Commission, Gibraltar, and regulated by the Financial Conduct Authority, United Kingdom. Acromas Insurance Company Limited is a member of the Association of British Insurers. Head Office: 57-63 Line Wall Road, Gibraltar. Registered Number 88716 (Gibraltar). UK brand address: Acromas Insurance Company Limited, Enbrook Park, Folkestone, Kent, CT20 3SE. Automobile Association Insurance Services Limited is an insurance intermediary authorised and regulated by the Financial Conduct Authority.

SURREY CHAMBERS Registered Office: Fanum House, Basing View, Basingstoke, Hampshire RG21 4EA. Registered in England and Wales number 2414212. †

BCC_0617

55

Q&A

DESIGNS ON NEXUS CREATE The publishers of Surrey Chambers Magazine have a brand new website. The site (www.platinumpublishing.co.uk) was designed by Nexus Create, and it has taken the digital offering to another level. We asked Creative Director, James Morrison, to tell us more about the company who developed the site.

The Nexus Create team (Steve, James, Milly and Ben) with Beth Nash of Smart Monkey (left)

Who are Nexus Create?

Nexus Create are a South East based Creative Agency specialising in design, web and marketing. Founded by three dedicated and passionate creatives, we have over 50 years experience between us helping brands, businesses and individuals achieve their goals.

We believe in close collaboration and in forming strong relationships with our clients.

We pride ourselves in listening carefully and truly understanding a brief before putting pen to paper to start the design process. We strive

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to deliver the very best for our clients whatever the project. To create purpose, develop awareness and ultimately, connect brands to people.

simply replicate the print magazines online but offer a different experience which would fully take advantage of the online platform and engage viewers in a different way.

You recently designed the new Platinum Publishing website. How did you approach this project?

Given the complexity of the Platinum site, we approached the project from a number of angles and made sure we asked lots of questions early on. We needed to consider the site as a subscriber, partner and author. Each of these perspectives needed to be carefully considered and ultimately would help to enhance the overall user experience.

First and foremost we knew the Platinum site needed to be fully responsive in order to allow a viewer to access the content with absolute ease on the move. We didn’t want to

Q&A needs of your business and to deliver a design and UX solution that both achieve results and resonate with your target audience.

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The site now offers a clean and simple user interface which boasts a powerful search function for finding and sharing content, social media feeds, a blogging platform and an archive.

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The site now offers a clean and simple user interface which boasts a powerful search function for finding and sharing content, social media feeds, a blogging platform and an archive. The articles and blogs combine an elegant layout with smart ’context aware’ areas which trigger the relevant media at the correct point in the text.

The site is now fully functioning and we are really pleased with the end result. Websites are never truly ‘completed’ as they are constantly evolving with technology, so there are already plans for further enhancements on the horizon (we need to get our new website live first though).

As with Platinum we are definitely seeing a shift away from templated sites back to bespoke solutions which can offer a far more unique and personal experience. Of course, template sites have their place and can serve a purpose, but if you want your site to deliver more than a superficial, off the shelf experience, and to engage your target audience on a personal level, then there is no substitute for collaborating with an agency you trust.

Your design team will work together with you to truly understand your brand, brief and objective to deliver a tailor-made solution to fit the brief. Their skill is understanding the

What are the latest trends in digital design?

The concept of ‘Responsive Logos’ has been around for a little while now but is certainly gaining momentum. In a modern world where screens come in all shapes and sizes we need logos that can adapt and make best use of the available space. Your logo no longer has to be a one size fits all solution - it can move, evolve scale and engage with the device and even your location like never before.

It’s something that can elevate your brand and has huge potential benefits from a creative and marketing perspective.

www.nexuscreate.co.uk

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We are definitely seeing a shift away from templated sites back to bespoke solutions which can offer a far more unique and personal experience.

❞

What are the advantages of using professional designers rather than doing it yourself using free web building software?

With the rise in popularity of ‘DIY’ web site builders, it is very easy to be swayed into exploring this route and to remove designers and developers from the equation.

SURREY CHAMBERS

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Motoring

WHAT’S IN A NAME?

by Motoring Editor, Maarten Hoffmann

T

he new Range River Velar is here and as is their wont, Jaguar Land Rover seem able to shoehorn a new model into every tiny gap in their range. But first, why the name?

Funnily enough, the company have had this name for years as it was the code name for the very first Range Rover back in the 1960’s and as they needed to obfuscate it’s true identity, the Velar name was born.

As the word is first-person singular present indicative of the Latin verb velare, which means to hide, it would all seem to make sense.

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Most buttons and switches have gone and you are presented with no less than two screens that are touch sensitive - three if you count the one in the centre dash with heads up display.

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As to how they shoehorn new models in without stealing sales from their own range, l eventually get to see what they are doing. If you don’t want the Evoque, then it is a big jump up to the Range Rover therefore sticking this model in the middle gives an extra step in the range. The Evoque starts at £30,760 and with the RR Sport at £61,315,

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there is quite a jump so popping the Velar in at £44,830, provides that extra step.

So what of the car itself. I have to say l was very impressed. It feels like a full fat Range Rover whilst at the same time feeling quite like a standard car rather than a lumbering beast. It uses a new platform sharing it underpinnings with the F-Pace. Outside, it is smooth and svelte with door handles that disappear and a silhouette that looks streamlined and slippery. Its surface begs to be stroked.

Motoring

TECH STUFF MODEL TESTED: Velar First Edition P380 ENGINE: 3.0-litre supercharged POWER: 380bhp PERFORMANCE: 0-60mph 5.3 seconds TOP: 155mph ECONOMY: 30.1mpg combined PRICE FROM: £44,830 AS TESTED: £85,450 The interior is also quite a sight. Most buttons and switches have gone and you are presented with no less than two screens that are touch sensitive - three if you count the one in the centre dash with heads up display. The top screen carries navigation, entertainment and comms with the bottom screen offering climate control, seat controls, off-road functions and a swipe facility that offers a wealth of other options. These can be controlled from the screen or from the knobs on the steering wheel, the display on which changes depending on what you are attempting to do and that confused me for a while as if you look away for a minute, they are changed when you look back but once understood, it is quite intuitive. The system has fast data, serves as wi-fi and has a bunch of apps for travel and commerce. The seats are superb and adjust a million ways, are heated and cooled and will massage you on your way to heaven. All in all, it is very impressive.

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This is not style over substance

but that rare combo of style and substance.

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With my disgust at all things diesel and/or slow, l plumped for the 3.0-litre petrol and was thankful l did as it is quick. I mean properly quick if you pop it into sport, giving you 380bhp and a 0-60 time of 5.3 seconds which for a big and hefty 4x4 ain’t too shabby. I must say it

actually feels quicker than that and l was never bored with the speed available.

It handles beautifully and has superb road manners although, like all tall heavy cars, it is none too pleased with being chucked around corners, although the roll is not as bad as some others in the sector but then pop it into sport and this tightens the damping, lowers the body and shifts more power to the rear.

The off-road modes are all there as you would expect, raising it off the ground, changing powertrain calibration and the traction and diff thresholds. It’s got wade sensing so it’ll ford a flood or possibly drive to France at low tide. When you are in those modes, the head-up display shows axle articulation and inclination angles and diff lock status.

Power trains come with various options with a 2.0-litre diesel and petrol, then two V6’s with the diesels offering 300bhp, and the supercharged petrol offering 380bhp and they are all from the JLR’s Ingenium family.

This is not style over substance but that rare combo of style and substance. It is a bit of a design statement with a mass of glass, smooth lines and very shiny metal but then gets on with the job of being a hugely competent on and off-road car that just about anyone would be proud to have in their drive.

I love the full fat Range Rover and would buy it every day of the week but the new Velar would give me pause for thought and l guess this is JLR’s intention as both are their cars and it is yet another reason not to go to Stuttgart.

SURREY CHAMBERS

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Mercedes-Benz

Customer Service

Team of the Year 2016

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New Members

NEW MEMBERS Surrey Chambers of Commerce welcomes its latest member companies ACCOUNTING Grant-Jones Accountancy Ltd Tel: 01276 682588 Contact: Fiona Jones www.grant-jonesaccountancy.com

HEALTH & WELLBEING Absence Management Solutions Limited Tel: 01428 658965 Contact: Alexandra Freeman

RECRUITMENT & HR breatheHR Tel: 01403 288700 Contact: Nicky Forsyth www.breathehr.com/

www.absencemanagementsolutions.co.uk

TRAINING & EDUCATION

Freelance Accounting Ltd Tel: 01737 517233 Contact: Gill Sheppard www.freelanceaccountingltd.co.uk SwitchFoot Accounting Limited Tel: 07799 547046 Contact: Rebecca Trudgett www.switchfootaccounting.co.uk

HOTELS/RESTAURANTS/ VENUE The Royal Automobile Club Tel: 13722 276311 Contact: Jane Chandler or Emily Goodyer www.royalautomobileclub.co.uk

BUSINESS SUPPORT Regus Redhill Kingsgate House Tel: 01737 428090 Contact: Josh Goldsmith www.regus.com SGS UK Ltd Tel: 01276 697773 Contact: Rickie Cole www.uk.sgs.com

CONSTRUCTION & PROPERTY Solid Management Tel: 02081 442154 Contact: Carl Boorer www.solid-management.com

FOOD & DRINK Dastaan Tel: 02087 86899 Contact: Dastaan www.dastaan.co.uk

IT & COMMUNICATIONS Telefonix Voice & Data Tel: 01252 333888 Contact: Alex Eve www.telefonix.co.uk

MANUFACTURING/ENGINEERING Gleam Steel Ltd Tel: 01252 870757 Contact: Fareed Ahmad www.gleamsteel.com

MARKETING & PR Tweak Marketing Ltd Tel: 01372 602615 Contact: Tracey Leslie www.tweakuk.com Pink Giraffe Marketing Tel: 07879 118776 Contact: Kimberley Taylor www.pinkgiraffemarketing.co.uk

Innovation Visual Tel: 03337 720509 Contact: Tim Butler www.innovationvisual.com

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Jane Saunders Coaching Tel: 07905 081708 Contact: Jane Saunders www.janesaunderscoaching.co.uk

Blenheim High School Tel: 01372 745333 Contact: Jane Watson www.blenheim.surrey.sch.uk St Bede’s School Tel: 01737 212108 Contact: Elizabeth Shepherd www.st-bedes.surrey.sch.uk The Ashcombe School Tel: 01306 886312 Contact: Chris Panting www.ashcombe.surrey.sch.uk Reigate School Tel: 01737 243166 Contact: Ally Grew www.reigate-school.surrey.sch.uk The Beacon School Tel: 01737 35910 Contact: Maxine Swan www.the-beacon-school.org Oxted School Tel: 01883 712425 Contact: Kathy Lambert www.oxted.surrey.sch.uk

TRANSPORT & STORAGE Access Self Storage - Guildford Tel: 01483 569518 Contact: Eddie Lawrence www.accessstorage.com

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Chamber Events

SURREY CHAMBERS EVENTS DIARY 2018 To find a full list of our 2018 events visit www.surrey-chambers.co.uk

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22

08:30 - 12:30

18:00 - 21:00

Event Theme: Hot Topics Price: Member Rate: £20.00 +VAT | Non Member Rate: £35.00 +VAT Event Location: projectfive, St. George’s House, Knoll Road, Camberley, Surrey GU15 3SY

Event Theme: Networking - Evening Price: Member Rate: £10.00 +VAT | Non Member Rate: £10.00 +VAT Event Location: Komo Bar, Weymead House, Mill Brook, Guildford, Surrey GU1 3YA

Join projectfive for a Cybercrime Awareness Training Course which will help you and your team recognise cybercrime threats and take practical measures towards making yourself – and your business – less vulnerable.

Join Surrey Chambers of Commerce for a touch of informal networking at KOMO Bar, Guildford.

th February

CYBERCRIME AWARENESS TRAINING PROTECTING YOU AND YOUR BUSINESS

“The seminar was practical and informative with real-life examples, that made it easy for our staff to understand the importance of cybercrime.

It certainly opened our eyes and made us much more vigilant. I would highly recommend this training for your employees.” Freda Hill – Wheelers Solicitors.

21

st February

HAVE YOUR CAKE AND EAT IT! 14:30 - 16:00

nd February

SURREY YOUNG PROFESSIONALS NETWORKING

Enjoy drinks, nibbles and live music, whilst gaining some new networking skills by interacting with fellow young professionals.

SYP is a chance to meet other like-minded young people from Surrey who are under the age of 30; networking, building relationships and sharing business between each other in the early stages of their career in a relaxed format style.

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nd February

GDPR – HOW WILL THIS AFFECT YOUR BUSINESS?

Event Theme: Afternoon Networking Price: Member Rate: £8.33 +VAT | Non Member Rate: £12.50 +VAT Event Location: Stockton House, Stockton Ave, Fleet, Hampshire GU51 4NS

07:45 - 10:00

Surrey and Hampshire Chambers of Commerce invite you to our afternoon networking. Following on from last year’s success, this is the perfect opportunity to grow your business connections by meeting a wide range of companies from locations around the Surrey and Hampshire border.

Facilitated networking with tea and coffee, scones or cake.

Don’t forget to bring plenty of business cards!

Surrey Chambers of Commerce, NatWest & Woking Works bring you critical information!

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SURREY CHAMBERS

Event Theme: Hot Topics Price: Member Rate: Free Non Member Rate: Free Event Location: HG Wells Conference & Events Centre, Church Street East, Woking GU21 6HR

To bring you up to speed as much as possible as things stand, we are bringing in an excellent panel who will be bringing their particular perspective on GDPR. All four will share their latest information and welcome questions from the floor.

Getting GDPR right protects the reputation of your business; avoids punitive fines; engenders trust and ensures that you don’t lose out to your competition.

Chamber Events

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th February

MEMBERS NETWORKING EVENING 18:00 - 20:00 Event Theme: Members Networking Evening Price: Member Rate: Free Non Member Rate: £20.00 +VAT Event Location: Roffe Swayne, Ashcombe Court, Woolsack Way, Surrey GU7 1LQ As a member of Surrey Chambers, enjoy this complimentary event at Roffe Swayne’s offices in Godalming. Our members networking evenings are your chance to meet fellow members and network with new businesses from all around Surrey.

Members of the Surrey Chambers team will be on hand to talk to you about all of the different aspects of your membership and to answer any questions you may have.

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th March

CHAMBER NETWORKING EVENT - EPSOM DOWNS RACECOURSE 07:45 - 09:30 Event Theme: Networking - Breakfast Price: Member Rate: £20.00 +VAT | Non Member Rate: £30.00 +VAT Event Location: Epsom Downs Racecourse, Epsom Downs, Epsom KT18 5LQ We are running this breakfast at Epsom Downs to purely focus on networking. Join fellow businesses, make new conversations and find potential new customers.

Networking is a key aspect for all business growth, utilise this breakfast to meet fellow chamber members and grow your connections.

Surrey Chambers of Commerce is offering this range of pure networking events with fellow members, non-members and Chamber staff. These events are designed for you to make contacts and promote your business and are delivered in venues across Surrey.

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th March

APPRENTICESHIPS - A ONE-STOP SHOP! 07:45 - 10:30 Event Theme: Hot Topics Price: Member Rate: Free | Non Member Rate: Free Event Location: Mercedes-Benz World, Brooklands Drive, Weybridge KT13 0SL Opportunity to find out all you need to know about apprenticeships in a one-stop shop!

During Apprenticeship week, Surrey Chambers of Commerce and the Association of Learning Providers in Surrey are joining forces to bring

a fantastic array of information, experts and practical advice to help Surrey businesses enhance their workforce through Apprenticeships.

Whatever size business you are there are opportunities to be had, which will help you develop your workforce for the future.

Whether you are a levy paying company or a small business eligible for funding support, this is the event for you - don’t miss this wealth of information under one roof

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SPEED NETWORKING WITH HAMPSHIRE AND SUSSEX CHAMBERS 15:30 - 18:30 Event Theme: Networking - Lunch Price: Member Rate: £19.58 +VAT | Non Member Rate: £23.75 +VAT Event Location: Lythe Hill Hotel Ltd, Petworth Road, Surrey GU27 3BQ Make new contacts quickly, expand your business and have fun!

Always a hit and back by popular demand, we are pleased to invite you to this cross-county Chamber event for 2018 which offers networking with a difference.

Using an innovative format of seated three-way targeted speed networking, together with social networking and a networking wall to share information on what as a business you are looking for and can provide, this event will prove both invaluable and great fun!

Come along and give it a try. Bring plenty of business cards for sharing and arrive early, you won’t be disappointed!

Past attendees have said of this event: “Excellent opportunity to meet a host of people. Easy, and quick to establish whether there was any possibility of doing business or not”.

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SURREY CHAMBERS TASTING TOUR - SILENT POOL DISTILLERS 18:00 - 20:30 Event Theme: Networking - Evening Price: Member Rate: £25.00 +VAT | Non Member Rate: £35.00 +VAT Event Location: Spiritmen Ltd, Silent Pool Distillery, Shere Road, Surrey GU5 9BW Join Surrey Chambers of Commerce for a brand new series of events for 2018. We are running a ‘Tasting Tour’ across the county visiting various vineyards and distillery’s for tours and tasting sessions.

First stop is Silent Pool Distillers, join us for a 60 minute tour of the distillery, where you can try some samples and even keep your Silent Pool glass! There will be time to network and explore this scenic venue.

Spaces for this event are limited, so don’t miss your chance and book today!

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Golf

SURREY CHAMBERS GOLF SOCIETY Why not join a thriving Business Networking Golf Society?

Now in its 22nd year, it is open to all business people to join.

RAC GC EPSOM

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Golf

2018 FIXTURES WEDNESDAY 21ST FEB

TUESDAY 15TH MAY

THURSDAY 11TH OCT

St George’s Hill GC

Coombe Hill GC

Camberley Heath GC

Bacon rolls, tee off from 8:45am, 18 Holes, followed by lunch, ends 5:30pm

Bacon rolls, tee off 8:30am, 18 Holes, followed by a three-course lunch, ends by 5:30pm

Bacon rolls, tee off from 10:00am, late lunch, ends 5:30pm

SCGS & SCC Members £85.00 + VAT Guests £95.00 + VAT

SCGS & SCC Members £TBC + VAT Guests £TBC + VAT

SCGS & SCC Members £TBC + VAT Guests £TBC + VAT

TUESDAY 27TH MARCH

WEDNESDAY 12TH JUNE

West Hill GC

RAC GC Epsom

Full English breakfast, tee off from 8:30am, carvery lunch, ends by 5:30pm

Bacon rolls, tee off from 9:00am, Two Tee start (Old Course)

SCGS & SCC Members £70.00 + VAT Guests £85.00 + VAT

18 holes followed by three-course late lunch, ends by 5:30pm SCGS &SCC Members £105.00 + VA Guests £115.00 + VAT

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I think we must be pretty unique to have such regularly well-attended golf days throughout the year – testimony to the quality of the courses and the fact that we have a really big core of business players that enjoy meeting up with each other ANDREW LANE

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WEDNESDAY 18TH APRIL

WEDNESDAY 4TH JULY Worplesdon GC Bacon rolls, tee off from 9:00am, Two Tee start 18 Holes, followed by three-course carvery lunch, ends by 5:30pm SCGS & SCC Members £120.00 + VAT Guests £135.00 + VAT

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Excellent Society, brilliantly run, can’t fault anything JASON LURIE

THURSDAY 8TH NOV

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Swinley Forest GC Bacon rolls, tee off 8:45am, 18 Holes, late lunch, ends 5:30pm SCGS & SCC Members £TBC + VAT Guests £TBC + VAT

TUESDAY 4TH DEC Woking GC

THURSDAY 9TH AUGUST Cuddington GC Tee off 1:30pm, 18 Holes, two-course supper, ends 9:00pm

Bacon rolls, tee off 9:10am, 18 Holes, followed by lunch, ends 5:30pm SCGS Members £TBC + VAT Guests £TBC + VAT

SCGS & SCC Members £70.00 + VAT Guests £85.00 + VAT

Walton Heath GC Bacon rolls, tee off from 9:00am, 18 Holes (old course) followed by carvery lunch, ends 5:30pm SCGS & SCC Members £150.00 + VAT Guests £165.00 + VAT

WEDNESDAY 12TH SEPT New Zealand GC Coffee/bacon rolls, tee off from 8:45am, 18 Holes, late lunch, ends 5:30pm SCGS & SCC Members £TBC + VAT Guests £ TBC + VAT

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Local Radio

EASTER APPEAL Eagle Radio’s Easter egg appeal is about to get underway and local businesses in Surrey have the opportunity to be an official collection point. The annual appeal which has operated for over twenty years, aims to ensure that no child in Surrey and Hampshire has to miss out on receiving an Easter egg. This year’s appeal is sponsored by leading law firm, Pennington Manches and the appeal runs between the 5th and 26th March.

For a small investment, local companies in Surrey and Hampshire can participate in the 2018 appeal by registering as an official, local collection point. Each business hosting a collection point benefits from promotion through digital media to highlight their involvement in the appeal.

To find out how your company can get involved please contact eggappeal@eagleradio.co.uk

NEW BUSINESS DEVELOPMENT MANAGER

Carla Patterson has joined the station in a newly created role that will support the growth of the company’s corporate business. Alongside operating its radio services, Eagle Radio has developed a range of community events and awards which Carla will be taking to market, with a strong focus on corporate social responsibility and local branddevelopment.

With demand strong for companies to access local communities in Surrey, sponsorship of initiatives such as the Eagle Radio’s Local Heroes, Christmas Wish and annual Business Awards can play a key role in bringing a local focus to corporate branding.

Carla will also be promoting eagle360 which is the company’s range of digital services providing professional support for video, website marketing, lead-generation and docial media marketing campaigns.

To find out more contact: Carla.patterson@eagleradio.co.uk

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BIZ LAUNCHES ON DIGITAL PLATFORMS Eagle Radio’s local business content is undergoing a makeover with plans to host and create exclusive and bespoke content for companies in Surrey and Hampshire. Biz will offer local firms the opportunity to share their latest news, podcasts and offers to the wider business community. Eagle Radio has its own team of creative professionals including video producers, copywriters, social media and digital marketing experts who can promote business to business messages.

Eagle Radio’s Managing Director, Paul Marcus explained more about the plans, “We want Biz to become part of everyday life for business people in Surrey. Our aim is to have a daily feed of modern, relevant and engaging content including regular shows and features”.

Follow @eagle360team on Twitter to keep up-to-date with the latest news from Biz including the opportunity to showcase your company to the business community.

MEDIA AGENCY SERVICE

Following a decision to manage all of its media bookings directly, Eagle has introduced a dedicated Media Agency service fronted by experienced marketing expert, James Gillham. In addition to offering a single point of contact, the new services available include studio and meeting room hire, creative writing services and podcast and video production.

James Gillham, who has spent the last five years working at Eagle Radio as a key account manager, is especially looking forward to developing relationships with agencies operating in Surrey.

“We feel it’s local media agencies that will gain the most from our new structure, including the opportunity to attend monthly Radio Experience days at our studios in Guildford. These events are exclusively for media and digital marketing professionals.”

James can be contacted on 01483 300964 or james.gillham@eagle.co.uk

Sponsorship

SPONSOR A SURREY CHAMBERS EVENT

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urrey Chambers of Commerce holds over 150 events a year spread across the county. We host regular breakfast meetings, industry specific forums and corporate dinners perfect for entertaining clients. These events are designed to give you the chance to enhance your business network, find new customers and local suppliers, and meet other dynamic business people.

Sponsoring a Surrey Chambers event allows you to raise your profile and brand awareness within the county and showcase your expertise as a company. By sponsoring an event you can take advantage of the Surrey Chambers of Commerce subscription base and reach your target audience.

It’s the perfect opportunity to make new connections and be seen to be leading and influencing.

What can I sponsor?

With over 150 events a year there can be a lot to choose from. Surrey Chambers hosts a wide variety of events and all of these can be sponsored.

• Hot Topics - We react to the latest news and trends affecting the business community and run a number of targeted events throughout the year. They provide a great opportunity to get in front of senior decision makers but often come up at short notice. They tackle topics such as Brexit, cyber security, pensions and much more.

• Property and Construction Forums - A series of events around issues affecting businesses working in the construction and property industries.

• Business Women in Surrey Events - Business Women in Surrey is a specific stream of events designed to highlight and celebrate the achievements of business women in Surrey.

• Flagship - Our flagship events include an annual summer BBQ, President’s drinks reception and an annual Christmas lunch.

• Chamber Power Breakfasts - Our Power Breakfasts are a fantastic opportunity for businesses to connect in a friendly and relaxed environment.

If you choose to sponsor a Surrey Chambers event, you will receive complimentary tickets to the event as well as your stand/pop-up banners and promotional literature, with branding on badges and your delegates list. You will also receive promotion before, during and after the event across all Surrey Chambers social media channels, and press coverage in the Surrey Chambers of Commerce Business magazine.

If you are interested in sponsoring a Surrey Chambers of Commerce event, please contact: Molly.Edwards@surrey-chambers.co.uk or call 01483 735540

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Interview

EXPERTS IN DIRECT MARKETING The resurgence in direct mail marketing is showing no signs of slowing down.

Ian Trevett spoke to David Vaughan, MD of Mailing Expert about the growth of the company and the future of direct mail.

I

t’s all about the planning. If you have an idea, then a business advisor will insist you create a detailed business plan to map your future growth and development. But not always. Sometimes businesses almost start by accident - maybe after a redundancy or an opportunity that can’t be ignored. For David and Jenny, their respective businesses flourished as a result of enforced new starts and a partnership that was staring them in the face.

Tucked away in an Uckfield business park, a two-storey office unit houses two very different, yet complimentary businesses.

Upstairs Jenny runs a group of insurance brokers, while downstairs David has a direct mail company, Mailing Expert. Both are thriving, yet both would be first to admit that this wasn’t the plan!

For Jenny, owning an insurance company was the furthest thing from her mind, as David

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recalls. “Jenny was working as an insurance broker and 14 years ago she was made redundant. She said at the time she didn’t want to sell insurance, she didn’t want to employ people and she didn’t want premises.

Now she has an insurance brokering firm, 18 staff and these premises.” What David hadn’t realised was that he would soon be sharing the premises with his own business.

“I started six years ago in September 2011.

My working life had been spent in many of the larger mailing houses and printers in London and across the south east. When I was made redundant I was weighing up what to do, and it occurred to me I already had a potential mailing client - my wife.”

“I had already been doing her mail-outs.

When she started out, we bought 100 names, printed the letters out on a home desktop printer and sent them out. We began by sending out 100 mailers a month and once

the mailing got too much we used the mailing house where I was working. So when I started out on my own, it made sense to carry this on.

“Jenny had moved into a decent-sized unit in Uckfield, with her office upstairs and there was space downstairs that she wasn’t using.

The idea initially was that I would create an inhouse mailing operation for Jenny’s business, but very quickly other insurance companies started to get in touch asking if we could do their mailing. Then we started working with local government and charities and the mailing side started to really take off. Now we send 100,000 proposals a year for Jenny’s business, and we have built up the customer base for the brokering company.

“I am effectively a non-exec director of Jenny’s companies and she is the nonexec director of mine. I do have insurance qualifications but I don’t get involved in the day-to-day running of the business.

Interview “We chose the name Mailing Expert as it has a good connection with the insurance brand names. We have Mailing Expert, The Expert Insurance Group, PI Expert, Home Insurance Expert, and Kidnap and Ransom Expert.”

Although their direct mail has come back in favour, it has been a tough environment for both mailing house and printers over the last few years, with many companies falling by the wayside. David was determined to make the business sustainable from day one: “The mistake companies make is that they quickly buy expensive equipment and take on lots of staff, and then get in trouble when business slows down.

“We didn’t have the aspiration to grow too quickly. We are not interested in being a print/mailing house for the AA - and are happy with the SME market. We started with an old printer we already had and waited until the demand was there before upgrading. So when a job came along that needed colour digital, that is when we invested.

“We haven’t got anything here that we rarely use - we ensure that the equipment we have has a genuine use. The profits we get are put straight back into the company. We’d rather invest in the company than jet off to Australia at the first opportunity.

“Day one of the business was just me. Now we have four full time members of staff, but we have ten people we can quickly call in when we need to fulfil a big job. Sometimes we get staff in, other times we use homeworkers, which particularly suits mums with young families.”

Mailing Expert is far more than just a mailing house, with expertise in general direct marketing including digital, and the team are always on hand to offer advice and consultancy. As strong as the company is on email marketing, David believes that it has its limitations: “Email marketing accounts for just under 5% of what we do. We do email campaigns but we usually advise that it works best alongside a physical marketing campaign. A typical campaign for an event or an exhibition, for instance, would see a physical mailing a couple of months before, followed by two or three email campaigns leading up to the event, just to remind people.

Email marketing on its own isn’t always very effective.”

The reservations about email marketing do not represent a Luddite approach to new technologies. In fact, physical direct mail has undergone a revolution over the last few years. “Emails are great marketing if you are expecting them (such as a newsletter or

offers that you have signed up for) but are usually deleted within a couple of seconds if unexpected, whereas a physical letter will sit on your desk or on top of your mantel piece for weeks. The mailing industry is now very clever,” says David. “The post you receive has been targeted using the data received by companies, which builds up a picture of your buying habits.

which kept us very busy until late November.

Mailing Expert is far more than just a mailing house, with expertise in general direct marketing including digital, and the team are always on hand to offer advice and consultancy.

So what does the future hold for the sector and the company?

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“Royal Mail have done a lot of research on mail responses and they have found that the demographic which most likes receiving post is actually the Millennial generation, as post is a quite a novelty for them and it makes them feel important.

“Our biggest clients are insurance brokers, charities and local government. For instance we might send out forms to update the electoral roll, recycling calendars or notices about changes in services. Recycling calendars can be quite involved as one street will have recycling on a Monday, the next may be Tuesday and so on. It is actually fairly easy for us as we batch print and mail sort it. It’s all about having the right systems in place.

The charities clearly get a good return as they pay for the printing, post and sometimes the actual list, but they return each year so it must work for them.

“When we do send unaddressed items, we only send single flyers – never as a bundled collection of leaflets that will go straight into recycling. For instance we often do small targeted mail-outs for local estate agents.”

“The future is strong for the sector, and it will become even more targeted and more intelligent. It will be more specific to the individual. You see gimmicky ideas come and go, but most of these go out of fashion quickly. If you get too complicated, people lose interest.

“For us, looking ahead for the next five years, I would be happy if we are double the size we are. We will need a new factory unit as we are out-growing the premises here. The key is to grow organically and not put ourselves in a situation where we are over-stretched. We are a direct mail company and that remains our bread and butter.”

www.mailingexpert.co.uk

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Promotional Feature

HOW TO MAKE YOUR BUSINESS STAND OUT FROM THE CROWD?

by Andrew Brown, MD of Syncreate Ltd

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Today we have a surplus of ‘similar’ companies, employing ‘similar’ people, with ‘similar’ backgrounds, coming up with ‘similar’ ideas, producing ‘similar’ things, with ‘similar’ quality and ‘similar’ pricing.

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‘Funky Business’, Kjell Nordström and Jonas Ridderstråhle.

Pub Financial Times/Prentice Hall

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business owner, when facing a business challenge for which the knowledge or resources needed to solve it are not within the company, will in today’s world inevitably turn to the web do their initial research. What they will find is a plethora of companies with offerings of products and services described using similar vocabulary

Trust is built slowly over time and therefore takes significantly longer than in the West. If you operate in the West, the business culture is focused on “fixing things” first which drives the commoditisation culture based on price. It’s rare to see companies focus, with their customer, on exploring the elements of value that they deliver together

with precious little in the way of differentiation.

for their ultimate clients.

So what does the prospective customer do? Given that the choices superficially look pretty similar, the final choice will come down to a ‘beauty parade’ and price competition as the core driver. All of us understand that having a new business strategy built on price competition and pressure on margins is a hard and challenging road to take.

When two parties are working together sharing common goals, and are jointly overcoming any technical or commercial issues that arise then you enhance the probability of ‘partnership’ success.

How to be seen above the crowd?

Take a look at what your current customers value in the relationship they have with you. Do they buy from you just because of price and product functionality? or is there a deeper bond to the relationship because they can articulate clearly what value you bring to them and their customers?

I have worked internationally for many years and one of the lessons I learned in the Far East, which appeared to me to be more significant there than in the West, is that people value relationships between supplier and customer almost more than they value the product performance. They seek to build trust between the parties whilst also exploring your offering, however unless the trust is built the sales will not happen.

Provided that you can explicitly articulate and communicate the commercial value (in more than just pricing terms) to be delivered then you are very likely to be listened to and to win good business.

How does this help in growing my business?

In a number of ways and I suggest the following two areas to think about: • Identify what your customers really need from you. What is your value proposition to them and what are you enabling them to do that they could not readily do with a competitors’ products or services.

This may be as simple as regular communication at the right levels engendering confidence in working together. However some more significant innovative changes in how they work could be needed.

• What in turn do you need from your suppliers that supports your business strategy? This is not just responding to your orders, questions and complaints; it is the need for a proactive relationship based on a sharing of values.

Communicating measurable and explicit value to a prospective customer is a major step in helping you stand out from the crowd of ‘similar’ propositions.

It is not always easy to see how to break the mould of how your business has been operating, maybe for years, and how to identify and address those shared value goals that will make a real difference to your competitive advantage.

Maybe ask someone outside your immediate business operation to give you a view of how things could be done differently. This could open up a whole new way of operating.

www.syncreate.co.uk

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Business Events

SCALING UP IN THE DIGITAL WORLD Thursday 22nd March 2018 University of Surrey Guildford campus

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he emerging patterns of the Digital Economy are creating a world that is uncertain, unpredictable and unrecognisable to traditional business and social models.

‘Scale up’ enterprises, contributing over £225bn to UK GDP, are gaining considerable interest because of their key role in driving innovation, productivity and economic growth. How can such enterprises accelerate their scaling activity by tapping on emerging digital technologies such 5G mobile, Artificial Intelligence, Distributed Ledger Technologies (i.e. blockchain), Artificial Intelligence, predictive analytics and robotics? And, just as important, what’s in the ‘Pandora’s Box’ of implications for consumers, businesses and the economy, as well as for citizens and society? What does it all mean for enterprises?

• Disruption vs transformation: Are disrupters in the way or creating an environment to transform the way business is done?

• Making and taking opportunities: How should enterprises THE EXECUTIVE EDUCATION TEAM

navigate the current complex digital/economic environment?

• Scaling Up: Where has digital worked for scaling –up business opportunities?

Researchers at Surrey Business School, together with industry experts engaged in digitising organisations, are well placed to inform us about these technologies and how to navigate their implications.

Hear from our keynote speaker Stephan Thoma, former Global Learning & Development Director at Google, who set up and ran Google University. If you’re looking for insights into using digital technologies for rapid Scale Up to transform your organisation, boost productivity and economic growth then join us at ‘Scaling up in the Digital World’

‘Scaling Up in the Digital World’ 2pm-6pm followed by a reception from 6pm-8pm Location: University of Surrey Business School, Rik Medlik Building, University of Surrey For more about the Digital Scale Up event and Executive Education at Surrey Business School: Email: SurreyExEd@surrey.ac.uk Website: www.SurreyExEd.org Twitter: @SurreyExEd

Promotional Feature

HOW TO SECURE A MEETING WITH A LEAD Telemarketing tips from Pitch Perfect Identify the decision maker You want to meet with the person who makes the decisions. If you are speaking to the wrong person, you are wasting your time, and theirs. Simply ask: Are you the person who would make the final decision about this?

Understand their problem This is key to making your call relevant to the individual. You know what problem your target market is likely to have, and if you engage with them about this, they are likely to open up to you. It might even be cathartic for them!

Reveal how you can solve their problem You’ve shown you understand their problem, now show them how you can fix it. Make this as tailored to their issue as possible, but keep it concise.

Calendar invite Use the assumptive close. Suggest two dates to meet with the contact. Once agreed, take down their name, address, contact number,

email, and if relevant, whether there is parking onsite. Send the prospect a calendar invitation so you both have a digital note of the meeting.

Appointment setting can be an extremely effective way to produce qualified leads. As with all telemarketing, remember to be polite, concise and most of all, listen to the person on the other end of the phone.

ppitch.co.uk.

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Membership

JOIN THE CHAMBER Can your business afford not to be a member of Surrey Chambers of Commerce?

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Surrey Chambers of Commerce is the county’s largest independent, not-for-profit business support organisation that helps businesses to connect locally, nationally and globally in order to gain customers, suppliers and knowledge.

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itting at the heart of the business community, Surrey Chambers of Commerce connects you to opportunities, skills, knowledge and valuable contacts. We can help you grow and develop, by promoting your business, introducing you to new customers, keeping you informed and representing you locally, regionally and nationally.

With a membership representing businesses of all sizes across every sector of the economy, the Chamber works hard to ensure that the continued prosperity of Surrey takes into account the needs of business, as well as providing a range of high quality services to help businesses grow and meet new potential customers, including making introductions into over 40 countries.

Surrey Chambers of Commerce is an integral part of the Surrey business support network and alongside its partners offers specialist advice, knowledge and information on a wide range of issues facing local businesses.

We can: • Help you to find new customers – raise your profile, increase your brand awareness and generate new business by using our website, publications and database to communicate with thousands of business people.

• Connect you to other businesses – we run over 100 events a year that give you the chance to enhance your business network,

find new customers and meet like-minded and other successful business people.

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• Expand your network overseas – we provide friendly, professional advice and assistance and help you obtain necessary export documentation. Our relationship with 28 accredited overseas British Chambers means we can introduce you to our global network of experts to make your journey much easier.

• Develop you and your workforce’s knowledge and skills - we run a range of training events throughout the year and can introduce you to a variety of training providers.

• Represent you – we believe it is important that you and your business are fairly represented locally, regionally, nationally and where appropriate, internationally on issues affecting business. We work closely with Surrey County Council, the eleven local borough councils, district and two Local Enterprise Partnerships and we feedback and provide input to the British Chambers of Commerce who talk directly to government, influencing policy and strategic decisions.

• Support your local community – we are passionate about contributing to the wider community and encourage you to work with us. We support a variety of local initiatives, providing you with the chance to give something back, whilst raising your company profile.

• Save you money – we can provide you with a variety of discounts designed to save your company money. As well as national deals you will benefit from exclusive discounts offered by other Chamber members. You too can offer a special deal to a member.

Surrey Chambers Members have access to four key services for your protection and peace of mind: • ChamberHR – advice line and website resources • ChamberLegal – advice line and website resources • ChamberH&S – advice line and website resources • ChamberTax – advice lines for taxation and VAT All of these advice lines will be accessed via one phone number – 01455 852037 and the HR and legal lines are available 24/7, 365 days a year.

WANT TO KNOW MORE? If you would like any further information about joining Surrey Chambers of Commerce please contact us. We look forward to hearing from you.

Call: 01483 735540 Email: molly.edwards@surrey-chambers.co.uk Visit: www.surrey-chambers.co.uk

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More destinations than any other UK airport

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Source: OAG schedules 2016

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