Page 1

Hospitality Giving your guests a special experience

Also in this issue... BETTER BUSINESS




Web design for business is not simply about design – a website should fundamentally add value to a business

Intellectual Property can provide a major competitive advantage – is yours protected adequately to avoid costly legal disputes?

Booker – can the popular wholesaler be seen as a barometer for the Island’s economic health?

Reporting on the Chamber’s 100th anniversary, member benefits, Chamber people, new members, and diary dates


MARCH 2010

President’s foreword


ello and welcome to the March edition of Island Business Magazine which, of course, marks the centenary of the Isle of Wight Chamber of Commerce, Tourism and Industry (IWCCTI). If you think that we live in interesting times now, it is an eye opener to look back at 1910 and see a snapshot of what was happening in Britain. Herbert Asquith was the Liberal Prime Minister, George V was on the throne at the start of the year – but on his death was succeeded by Edward VII – Dr. Crippen was arrested, tried and executed for murder, and Robert Falcon Scott set off for his expedition to Antarctica. The year also saw the birth of Christopher Cockerell, inventor of the hovercraft (with its massive influence on our local economy) and the death of the inventor Thomas Crapper – to who, I guess, we should all be grateful! I feel an immense sense of pride that I hold the Presidency of the Chamber for this historic landmark and also respect the history and tradition that goes with it. The undoubted strength of the Chamber today owes a huge amount to the members, officers, and staff that have seen it through many ups and downs over the last century. There is also our unique geographic situation which, I’m sure, makes it more conducive for the business community to come together. It’s not for me to dwell on the good and bad times of the past, but I do feel that today the IWCCTI is really in the ascendancy. It is widely respected by the national Chamber movement and initiatives born here (Young Chamber, Chamber Health, GoWight etc.) are being rolled out nationally for the benefit of business, young people, and employees. The Isle of Wight Lottery continues to offer financial support for start-up businesses as well as funding for developing existing firms. This is a great time to be a member and I urge you to join us if you are not one, or encourage others that you know to join if you are. Likewise, your support for the Lottery will make a massive difference to our ability to encourage the next generation of entrepreneurs and businesses here on the Island. I look forward to meeting up with many of our members at some of the special events we will be staging to mark this very special landmark. Here’s to you, here’s to us all, and here’s to the next hundred years!

Steve Porter, President IWCCTI


NEWS A round up of business news


BETTER BUSINESS Web design for business

11 THE EXPERT’S VIEW Information and communications technology


FEATURE Hospitality - giving your guests a special experience

15 THE EXPERT’S VIEW Money matters


SPECIAL REPORT Intellectual Property – owning your own creations

19 THE EXPERT’S VIEW Legally speaking

Published by The Knowledge Zone Ltd

Contact the team

For more great content visit

Editor Steve Sleight

Administration and enquiries Tanya Sleight

Art Editor Karen Holloway Editorial team Louisa Mamakou Zara MacAlister Sara Coombes


Advertising Sales Amanda Bartlett

0118 934 4208 For IW Chamber Editor (Chamber) Kevin Wilson

Managing Editor (Chamber) Zoe Stroud

While every care has been taken to ensure the accuracy of Island Business magazine the publishers do not accept any liability or provide any guarantee that the information is accurate, complete, or up to date. The publisher and its employees and contractors have used their best efforts in preparing these pages and this publication but make no warranty of any kind, expressed or

implied, with regard to the information supplied. The views of contributors do not necessarily represent those of the publisher or the IW Chamber of Commerce. The Knowledge Zone Ltd. and its employees and contractors shall not be liable in the event of incidental or consequential damages in connection with, or arising out of, the providing of the information offered here.

Contact TKZ The Knowledge Zone Ltd. 5-9 Baring Chambers 13 Denmark Road, Cowes Isle of Wight PO31 7EX 01983 245505 Isle of Wight Chamber of Commerce Mill Court, Furrlongs, Newport Isle of Wight, PO30 2AA 01983 520777


Booker – an economic barometer for the Island?


Island Business magazine is printed by Crossprint, an ISO 9001 registered printer based on the Isle of Wight.

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CHAMBER MATTERS Reporting on the Chamber’s 100th anniversary, member benefits, Chamber people, new members, and diary dates


To join the Chamber call 01983 520777 Island Business magazine is printed on 75% recycled paper and 25% from sustainable sources


CLASSIFIEDS Our classified section


THE BACK PAGE RUBS – Really Useful Business Stuff – plus Steve Blamire’s musings on leadership, together with Rupert Besley’s unique perspective 1



pring is almost here – you can tell we're optimists here at Island Business – and we're sure it's going to be a much better year than the last one. It's also the 100th anniversary of the Isle of Wight Chamber of Commerce, Tourism and Industry and we send our congratulations on the Chamber's longevity to the organisation's staff. officers, and members. It's interesting that the life span of companies is not as long as many would imagine. Although there are a small number of companies in the world which have survived for a few hundred years, the average age seems to be not much more than 40 years, even for big organisations. In fact, some studies suggest that the average life expectancy of firms in Japan and many parts of Europe is only 13 years. Whatever the actual average, to have survived for 100 years puts an organisation into quite an exclusive group. It is always difficult to sustain the energy and adjust the goals of any business or organisation over such a long time period and still remain relevant, especially in the changing world in which we now all find ourselves. Certainly, the challenge has not diminished as the Chamber enters its second century! We hope you enjoy this month's magazine. In April we'll be featuring 'Creative Island' so we want all your stories about creative businesses. Whether you work in the creative industries or have developed a new and creative product or service, or just operate in an unusual and creative way, we want to feature the best examples of creative talent on the Island. So get in touch and tell us your story. Contact the editorial team at: or telephone 01983 245505. Visit Island Business Online at:

IN THE NEXT ISSUE April 2010 Published 30 March • Creative Island – innovating your way to success • Better Business – social media for business • Special Report – a year in industry, attracting the best young people • Company Profile – Wightquote • Chamber Matters – monthly update



Romahome leads the way


omahome, the motorhome manufacturer based in Cowes, is planning a 50 per cent rise in production this year as its models enjoy ever growing popularity. Managing Director Brian Bailey said planned output is being lifted from its 2009 level of approximately 160 units to a record 240 as the company’s latest model, the R25, comes fully on-stream. The R25, based on the second generation Citroen Berlingo, has already won its first award after being named small motorhome of the year by Motorcaravan and Motorhome Monthly magazine, the UK’s best selling motorhome publication. "The current recession has not done much to dampen owners’ enthusiasm for the motorhome lifestyle," said Brian Bailey. "In fact, at the many shows we attend there is ever more interest but owners have to be careful how they spend their money. "Romahome models generally allow owners to make do with one vehicle but our largest product, the R40, is favoured more by people who probably run a car too. Even so, its six belted seats and four berths make it ideal for families or older people who like to go out and about

Brian Bailey receives the small motorhome of the year award

with children or grandchildren. "Owners also seek quality, and the wealth of boat building expertise on the Isle of Wight allowed us to assemble a workforce that creates a higher quality product than many other motorhomes." "Our good mix of products has allowed Romahome to keep its head above water, and our employees on overtime, when other makers have been cutting back or closing down," added Mr Bailey. "But we are not over confident and will keep refining our designs. A large part of our success is to listen to our customers, who remain very loyal."

VoIP - stay local to go global


oIP (Voice over Internet Protocol), the technology of sending voice via connections usually used for data, is fast overtaking traditional telephony as the modern business choice, with penetration in the UK business sector set to reach 79% by 2013. Now, Island telecoms company Wightcable is leading this communications revolution with their hosted IP Telephony service. As a Tier 1 Telecom provider Wightcable has invested in its own network, switch and data centre, and a fleet of mobile technicians so business customers can take advantage of the latest communications technologies without having to make substantial investments themselves. Hosted IP telephony delivers business-grade calling features and integrates local, long distance, and internet access services over a single network connection. Wightcable says that their new hosted IP telephony solution provides features superior to conventional phone management

platforms whilst largely doing away with hardware costs. Businesses don't need an expensive PBX system, an evergreen maintenance contract, or a noisy switch running their phone system. Wightcable's new VoIP service replaces costly legacy phone systems along with the monthly rentals on multiple telephone lines and broadband connections, and unifies them into one connection and one remotely-hosted system, leaving the customer with only the VoIP handsets and greatly reduced call costs. Julian Phipps, Wightcable’s Business Sales Consultant, said: "You wouldn’t host your own website in an office cupboard, so why host your own telephone system? Once you’ve converted your telephony requirements over to our VoIP solution and increased your functionality while reducing your overall call costs, you’ll wonder why you ever thought having your own PBX was a good idea."


MARCH 2010

Expansion for Vikoma

New Island business report published



ikoma is to invest £750,000 in fitting out its new factory and offices in East Cowes. The work will include multi-tiered mezzanine floors, offices, lifts, staircases, partitioning, ceilings, and air conditioning. The new factory is being constructed to accommodate Vikoma’s rapid expansion. It will mean that Vikoma

will be able to increase productivity to meet demand for its oil spill response equipment, and will enable the company to manufacture a new range of environmental products. The new factory will provide the company with around 50,000 square feet of production space and 12,000 square feet of office space on a 2.5-acre site.

Winning Island formula for offshore powerboats


P High Modulas, the Newport-based marine business of Gurit, has teamed up with American company, Outerlimits Offshore Powerboats, to launch two new editions to Outerlimits' award winning luxury fleet. Rhode Island based Outerlimits produces some of the most exciting high performance powerboats in the industry. With speed, strength and weight reduction being crucial to the performance of the Super Leggera 36 (SL36) and the new 30ft model, SP-High Modulus has supplied Outerlimits with engineering expertise and a custom package of materials including Ampreg 22 Resin, Corecell™ A-Foam and T-Foam.

SP-High Modulus has also introduced its composite technology SPRINT® to the construction of the SL36, making Outerlimits the first in the USA to use SPRINT® in conjunction with polyester gel coat for production pleasure boats. The two new high-performance, offshore powerboats utilise the combination of SP-High Modulus materials that were supplied for Outerlimits' P1 World Championship winner, which saw the S-NAV team take the 2009 title. The new SL36 and 30ft model are due to be launched in 2010 and are designed to follow in the footsteps of Outerlimits' award-winning S-NAV.

Read national business news on

he fifth Barometer Business Report from the Isle of Wight Economic Partnership (IWEP) has been published. The survey of 45 businesses took place between 6-27 January 2010, reporting on the quarter to the end of December. Despite the reported increase in business activity across the South East, and the improved performance reflected in IWEP's last survey, a slightly weaker trading position was reported in the new report. However, there are still signs of an economic recovery on the Island, albeit a cautious one. A very mixed picture is apparent. Some businesses have continued to trade well whilst others have not sustained last quarter’s improvement. Business confidence has slipped with 21% less optimistic compared to only 10% three months ago. However, 40% are more optimistic. Confidence in the national economy has fallen back to the early 2008 level. Read the full Isle of Wight Barometer Business Report by visiting

Sell your product on the 'High Street'


ome of Britain's best loved high street shops are clearing shelf space for you to sell your products thanks to a new series being planned by the BBC. Programme makers are looking for new products that their creators think should be sold in high street shops, but have yet to find their market. Produced by Maverick TV, and presented by Theo Paphitis of Dragon’s Den, the series will give you access to the buying departments of four of Britain’s biggest stores. They are looking for undiscovered design talent and will stock the best products they see. If you are an entrepreneur, inventor or designer and believe you have developed a unique product, this is your chance to sell it to a mass market. Successful applicants will attend an open day and have the opportunity to pitch to influential buyers. If chosen by the buyers, BBC cameras will follow the highs and lows of developing the product from prototype to production. But you need to act fast so email the producers and let Island Business know so we can follow your progress. Contact: 3


Business Link customers ‘optimistic’


usinesses in the South East appreciate there are new opportunities following the recession and have an appetite to develop new initiatives, but say that ambitions need to be planned carefully. Research undertaken by Business Link shows that its customers are more optimistic for growth than those not using their service. Sixty-six per cent of Business Link users expressed an intention to expand compared with only forty-eight per cent of non customers. It appears that those businesses with growth ambitions are seeking out help and support. Business Link, the business information, advice and support service funded by SEEDA in the South East, is in touch with over 150,000 businesses annually. Amongst these, in 2009, over 18,000 businesses received a free business review ‘health check’ with qualified Business Link Advisers. The free review identifies strengths, areas for improvement and issues affecting trading. Business owners are guided through the review, solutions are suggested, and together a step by step Action Plan is produced. Recent Business Link customer, Penina Shepherd of Acumen Business Law who undertook a review said: “Business Link’s Advisers had plenty of business expertise, practical experience and provided an excellent service. We have made several significant changes and put in sound financial systems to measure our success. We now recommend our clients to use Business Link.” Businesses in the region have access to Business Link’s tailored guides which target a range of needs. An example is ‘Winning Business in Tough Times,’ which focuses on winning public or private sector contracts, pricing of products, and ensuring the right skills for success. To download the guides go to If your business could benefit from a business ‘health check’ or you would like to find out about the other free services call 0845 600 9006 or visit



Taking the stress out of your event


owes Yacht Haven has launched a package to make life easier for those organising charity balls and dinners. The new package means organisers will pay one rate per head and Cowes Yacht Haven (CYH) will take care of all the catering and security and advise on extras such as entertainment. Ian Gregory, CYH Events Centre Manager, came up with the package after getting feedback from customers: "We’ve put all the pieces together so organisers only have to focus on selling

tickets – it makes things a lot more simple. Obviously we’re always here if people need advice on other aspects of the event - we have a great deal of experience in organising huge events, so we’re more than happy to pass on our expertise." The rate paid per head will include hire of the Events Centre, a sparkling wine and canape reception, a three-course dinner and event security staff. Ian will also be able to advise on extras such as entertainment and decorations.

Wight lion settles in to new home


he Isle of Wight Zoo is now home to a rare white lion. Casper has been enjoying the chance to climb onto the high rock and survey his new territory, and by Easter the zoo hope to bring him a belated Valentine gift in the form of a female white lion. White lions are not albinos, but carry a combination of genes that cause them to release less pigment than a normal tawny lion. They are also noticeably different because they have glacial green or icy blue eyes. The Isle of Wight Zoo is now one of only three wildlife centres in the UK where white lions can been seen. There are only a handful existing worldwide, both in human care and in African reserves, where breeding and re-introduction programmes are in operation.


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NEWS IN BRIEF Promoting language learning The Island has won an Employer Engagement award for a project which promotes language learning. The project is being run by a partnership led by Ryde High School and including the Isle of Wight Chamber of Commerce, Tourism and Industry, Young Chamber, IW Radio, the Council, and participant High Schools. Lessons learned will be shared nationally, as the country seeks to tackle issues raised by the fact that about one third of employers need personnel with language skills. For more information, contact Carrie Almond on 01983 554548. Rural business training day Advice, support and training is on offer for rural businesses at the Rural Business Training Day, to be held at Cowes Yacht Haven’s Event Centre on 22 April. It will feature sessions on accounts, planning consent, software, tax, food and hygiene, holiday regulations, and sources of funding. It will also include advice from Natural England, NFU, Game and Wildlife Conservation Trust, and Hampshire and Isle of Wight Wildlife Trust. Admission is free and refreshments are available all day, but advance booking is required. Contact or call Karen Smith on 01983 741489. Tourism open day The Chamber of Commerce, Tourism and Industry will host its annual Tourism Open Day on Wednesday, 10 March at the Ocean View Hotel, Shanklin, and will include information on Pocket Guides, Accommodation Guides, and the 2010 Marketing Campaign. There will be a presentation by Tourist Network on GoWight TV, and a question and answer session, and there will also be an opportunity to make early bookings for the 2011 Accommodation Guide. For more information and to book a place, call 01983 520777 or email UK adults most likely in EU to buy online In 2009, a higher percentage of UK adults bought or ordered goods and services over the internet than in any other EU country. The figures were highlighted in a chapter of Social Trends published by the Office for National Statistics and show that two-thirds (66 per cent) of those aged 16 to 74 had bought goods or services online in the UK, compared with 56 per cent in Germany, 45 per cent in France and an EU-27 average of just 37 per cent. 6


Thanks a £1.8 million!


he Isle of Wight Lottery is celebrating the news that it has so far given out £1.8 million in prize money. The Lottery was launched by the Chamber of Commerce, Tourism and Industry in 2001 as a way of creating funds to help new and developing businesses – as well as rewarding subscribers with a weekly draw. The simple concept was that those who can spare £1 a week are not just in with a chance of winning a prize, but are also directly supporting Island people in employment. Since then, the Lottery has: • awarded £1.8 million in prize money • helped to create over 900 jobs

• awarded 57 interest free business loans worth £327,000. The Chamber’s General Manager, Dean Pascall, said: “The idea was excellent then, and is excellent now. The Lottery provides real support to businesses, just when they need it, and it is gratifying to know that not only has the Lottery created jobs that the Island desperately needs, but has also rewarded our regular subscribers with some great prize money. “It is easy to subscribe direct from your bank account, or from your payroll at work, and we hope that many more Islanders will sign up as we approach our official 10th birthday!” For information or to sign up online:

Linda’s lottery win


ottery Linda is celebrating her second big win in the Isle of Wight Lottery. And the timing is perfect as she prepares for her wedding in May. Linda D’Angelo Young, who first won the Lottery top prize soon after its launch nine years ago, was amazed to be told she had won £2,000. Linda, from Shanklin, signed up for the Lottery right from the start, paying her £1 a week subscription through the payroll at the Isle of Wight Council. “I joined because this Lottery gives you much better odds of winning something, and also because the money goes towards a good cause – helping other people on the Island,” she said.

Linda still works for the Council and has been seconded to the Island NHS where she works with the Community Mental Health Team. “I couldn’t believe it when I found out I had won,” she said. “It was perfect timing, too, and will help to make my wedding in May even more special.”

Wish you were here


s the Island gets set for another tourist season, the company known as a reliable barometer, says it is ‘cautiously optimistic’. W J Nigh and Sons - established in 1903 - supplies postcards to the Island holiday trade, and more than 7,000 other product lines throughout the UK. Terry Nigh, the third generation of the family that has run the business since it was founded, said: “2009 was a successful year for us on the Island, because although visitors were spending less because of the recession, there were more of them. The signs are good that more people in the UK will look for holiday destinations closer to home.” Terry, who runs the business with the family’s fourth generation – Adrian, Russell and Rhys – believes W J Nigh is unique in the way it has remained a

Family business

family business offering personal service, yet has grown to offer such a huge range of merchandise, all of which is on display in the Shanklin showroom. “The holiday industry has changed a lot since the company was founded,” he said. “People book later, have more short breaks, and they carry mobile phones. But despite all that, we find that the traditional holiday buys like postcards, rock, and buckets and spades remain very popular.” W J Nigh and its Island customers are keeping fingers crossed that thousands of visitors will be sending home that traditional postcard message – ‘having a great time; wish you were here’.

“ Phone Julian TODAY on 01983 295050 H o s t e d b u s i n e s s Vo I P f r o m W i g h t c a b l e Communications House, 56 Love Lane, Cowes, IW, PO31 7EU

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NEWS IN BRIEF Apprenticeship grants for employers The National Apprenticeship Service is providing up to 5,000 Apprenticeship Grants for Employers of 16 and 17 year olds. The grants will have a value of £2,500 and are to encourage employers to take on new 16 and 17 year old apprentices immediately. The aim is to encourage employers to recruit apprentices and is particularly targeted at small and medium sized employers who are interested in employing an apprentice for the first time. For more information call 08000 150 600 or visit: Ross means business Ross Findon has been appointed Business Editor of the Isle of Wight County Press. The appointment signals a boost to business coverage in the paper, which will now carry business pages every two weeks. Ross has been at the paper for seven years and will continue to cover general news and run the County Press news agency, which provides copy and pictures for other media organisations. Ross can be contacted at: Get qualified for franchising The British Franchise Association (BFA) has launched its first industry recognised qualification for franchise professionals. The Qualified Franchise Professional (QFP) is a formal recognition of an individual’s professional knowledge and experience in franchising. The British & International Franchise Exhibition is being held at London Olympia on 19-20 March, and includes free expert seminars and face-to-face sessions with franchise businesses. Find out more at Stop smoking on national No Smoking Day! Chamber Health will be working with the Island NHS to encourage Islanders to kick the habit on national No Smoking Day on 10 March. The Chamber Health mobile unit will be in St Thomas’ Square, Newport, all day to provide advice and answer questions. Chamber Health’s campaign for a healthier workforce has already been extended to include stop smoking group services in the work place. More joint initiatives are planned with Public Health to drive the campaign for a healthier Island. Any business considering setting up a stop smoking group can contact Lynette Herbst, Nurse Manager at 8


Challenging times


tudents from five High Schools and St Catherine’s School are still battling it out for places in the final of the Young Chamber Challenge. The third heat, hosted by Into the Blue, set students the target of raising the profile of the Round the Island Race by coming up with ideas for a competition and promoting it through the media. The students in the winning team were Jamie Hall from Cowes High, George Taylor from Medina High, Dean May from Ryde High, Jacob Cleary from Sandown High, and William Harris from St Catherine’s School. Shortly after, other teams gathered at Liz Earle’s Green House in Ryde for the fourth heat, in which they had to assemble Liz Earle products into a kit for sale through the QVC television channel, including wrapping, packing, devising a name, and carrying out quality tests to ensure that the packs would arrive with the customer in perfect condition. Judges were John Tomlinson, the Quality Manager at Liz Earle, Ian Jenkins from Thinking Finance, Martin Poynter from the IW Fire and Rescue, and Lin Cuoghi from Carisbrooke High School. The winning team was Hayley Tomms from Carisbrooke High School, Charlotte

The Liz Earle Challenge

Pointing from Cowes High School, Harriet Bradley from Medina High School, Hollie Farmer from Sandown High School, and Matthew Randall from St Catherine’s School. Winners from both heats must now prepare to compete in the Grand Final which will take place at Cowes Yacht Haven on 21 April. The fifth and final heat of the Young Chamber Challenge will be hosted by Navigate Solutions on 18 March at Albert Cottage, East Cowes.

Saving money on energy prices

The Boathouse Restaurant


hat is believed to be the Island’s first energy broker has opened for business in Ryde. Csar Energy is the brainchild of industry expert Roger Askew who has teamed up with chartered surveyor Chris Sandell to offer businesses the chance to make big savings on their gas and electricity bills. They do this by monitoring rapidly changing prices to secure the best deal, and claim to regularly achieve savings of 25 per cent, or even more. The company recently achieved savings of 30 per cent on gas and electric contracts for Martin Bullock, the new owner of The Boathouse Restaurant.

Roger, who became a broker soon after the energy market was deregulated in 1993, said the size of the business was immaterial. “We support businesses of all sizes and of all types, throughout the country, including the Island. It is very difficult and time consuming to keep on top of energy pricing to get the best price, but we have the contacts in the industry and we find that once businesses find us, they stay with us,” he said. Csar Energy provides the service for free, and lives on the commission it secures from energy suppliers for introducing a new customer, or renewing a contract with the same supplier. Chris said: “We find that many customers are simply unaware that there are huge savings to be made simply by shopping around. What’s worse, customers don’t realise that when their contract expires without any renegotiation of price, the supplier automatically ties them into an ‘out of contract’ rate which is much higher.” Call Csar Energy on 01983 610050 to find out more.

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THE BUSINESS MAGAZINE FOR THE ISLE OF WIGHT Contributors: James Cope, Business Link Adviser John Cooper – Etetra Ltd Dawn and Roger Bee – Netguides Limited Kevin Barton – The Deep Design Company LLP David Groom – Vectis WebDesign Mike Jolliffe – Wight365

Web design for business Web design for business is not simply about design. Whilst design is important, what is more essential is that the website fundamentally adds value to a business, and helps to achieve specific business objectives.


irstly, does your business need a website? Generally the answer is "yes" since web searches for products and services have overtaken searches within Yell. If you want to reach new customers, raise your profile, and communicate regularly with existing customers then a website plays an important role in this process for most businesses. Ask yourself what you want the website to do for you. This may seem an obvious question, but there are many different things a website can achieve and it's important to clarify your priorities. Research is key; it's important to think and plan before embarking on a website project. A poorly researched site will more likely than not reap poor rewards. Do your own web searches and see who your online competitors are. These may differ to your traditional competitors; what are they doing, what is their design like? Use this research to form your thinking and construct a basic layout on paper. This will form part of a brief which you can then take to a web designer to start discussions. 10

Louisa Mamakou asked Island web designers for advice Choosing a web designer You get around three seconds to convince someone arriving at your site from a search engine that this is the site for them. If the site is poorly designed, or doesn't reflect your proposition effectively they will be off again and the opportunity wasted. Unless you're a graphic designer and an IT expert, you're unlikely to be able to design and build your own site effectively, so you need to choose a web designer. Personal recommendation is always a good start, but the most important thing is to look at previous examples of their work, and talk to those businesses about their experience and how the site performs for them. Generally speaking there are three main types of suppliers; designers – who make things look good; developers – who make things function; and optimisers – who try

to get your site ranked well in search results. Think what is important to your business and what blend of those skill sets you need. Working with a designer The starting point for a designer is to meet and work with the client to understand more about their business, the objectives, and aspirations for the business. Be ready to discuss and answer these questions: Why do you need a website? Who is the website aimed at, is it B2B or B2C? What does your target audience look like? If aimed at business, is your audience micro-businesses, SMEs, or corporate organisations? This is essential as any website must embrace and reflect the core values of its visitors. Is the site looking to simply provide an overview of your company, its products and services, or are you looking to trade on the internet? Put simply, a designer takes time to work with the client to ensure that their message is delivered in a clear and concise way to their target audience, using a website to add value to their business. Having chosen your designer it really is essential from the outset that both parties know what information is required and who will be supplying it. Will you provide the graphics, photos, and text, or will the designer be expected to generate much of this themselves? How will you be kept informed of progress, and will you have access to the site during development to see how things are going? Set realistic timetables, and build in time for alterations before the site goes live. Lastly, when all is up and running, do check that it meets or exceeds your original objectives. Remember to include a disaster recovery plan to protect both yourself and the designer. What happens if the designer


MARCH 2010

The science of search engine optimisation A website is only of use if people can find it, so the question of search engine optimisation (SEO) must be addressed. SEO is a complex subject, highly competitive, and it requires time and effort to achieve results. There is a science to SEO, and while business owners don't have to become experts, an appreciation of the main issues helps. The key elements of SEO are research, optimised content, technical work on website coding, and above all else, the right link building strategy. Text on the website must be well written and clearly explained, so that visitors (as well as search engine spiders) can find you, know what your business does, who you are, and where you are. Brainstorm the search terms you think your customers will use to find your goods or services and use tools such as Google's Webmaster Tools. Google's Keyword Tool helps you to identify if there are people searching for that phrase, and if there's a market online. For existing websites, installing a package like Google Analytics will show your present traffic levels and give an idea of current terms that visitors are using to find your site. To help you find out how a search engine reacts to your web pages and what can be done to boost your visibility, use a spider simulator such as Summit Spider Simulator. We'll be covering SEO in more detail in a future 'Better Business' article.

References: Google's Webmaster Tools Google's Keyword Tool

Google Analytics Summit Spider Simulator spider

goes out of business, or if their server crashes? And indeed, who will host your website? The hosting solution you select must be able to provide a fast, secure, and reliable service and you should check carefully the type of service level agreement (SLA), on offer. The SLA is your guarantee of the service you can expect from your provider and indicates the confidence they have in the reliability of their network. Designing for the user Getting the design of your site right is paramount. The site is not a chance for your web developer to show off their latest Flash skills or for you to write your life story as a welcome paragraph! Use design elements to differentiate and communicate not decorate and alienate! Your brand should be recognisable; use a strap line, and use imagery where relevant that shows what your site is about. Try removing all the text; can you tell what the site is about from the colour scheme and pictures? Be logical, think of information and visitor flow. Visitors scan read so make copy easy to read, use language and tone relevant to the audience, and remember, what's the objective of the page? If you want more advice on web design for business, contact any of the contributors to this article who will be pleased to help you. Read the expanded article on Island Business Online.

INFORMATION & COMMUNICATONS TECHNOLOGY Information and communications technology is crucial to many businesses. In his Expert's View column Jonathan Thornton, Technical Services Director of Rydebased IT provider, PC Consultants offers his views on how to get the best from ICT. sponsored by

Protect yourself from a growing threat


he World Wide Web offers a wide range of benefits for business; however, recent publicised attacks against companies such as Google have highlighted the growing threat from malware infected websites and the potential to cause widespread damage to an organisation. In previous years the bulk of attacks have relied on email as the primary delivery mechanism with viruses such as Sobig and Mydoom globally infecting millions of computers; yet effective anti-virus software has helped protect and minimise the risk from such threats. The result has been a real sea change in how the ‘bad guys’ target users. You might think it depends on the sort of websites you visit but this is increasingly not the case. For example, at one of our clients a staff member planning her wedding was simply searching for candles on the internet. Clicking on one of the links, a pop-up appeared saying “your computer is infected – click here to remove the virus”. At this point she stopped and phoned for support, but many users are fooled by this sort of social engineering and by clicking what appears to be a genuine looking Windows message end up infected. In this case the candle selling website was legitimate but had been compromised to deliver malware. So what can be done to protect your business where in some cases even common sense can’t protect you as merely visiting the site is enough to be infected? Reports and statements have shown that the attacks against Google used an older version of Microsoft Internet Explorer as

the weak link, targeting security exploits. In view of this, good housekeeping of your systems is a start, making sure that you keep up to date with software and security patches, having strong passwords and maintaining current virus protection. Yet while housekeeping and updates are a start, a real problem can come from socalled zero-hour threats. Security patches and Virus signature updates rely on known issues but what happens when you are among the first to be infected? In these cases another layer of protection is available through hosted web security services provided by specialists such as market leader MessageLabs. These work by externally filtering web traffic before it enters your network ensuring the web sites you visit are scanned before you view them. In the case of MessageLabs, during 2009 they claim to have processed on average over three billion emails and one billion web requests per day! The sheer volume of traffic allows them to use predictive technology effectively and not rely on others being infected first. The techniques used in attacks are constantly evolving, yet an effective IT strategy utilising both protective tools and user education can help ensure that your business stays safe on the web. Contact: Jonathan at PC Consultants on 01983 811711




All About Catering

David Rogers

David Rogers started All About Catering in 2002, and began catering for several yacht clubs on the Island. As the company grew, David developed his business to cater for weddings and corporate hospitality. David works with various Island venues and is the official caterer for Osborne House, and also for the Sir Max Aitken Museum in Cowes: "It's a really popular venue for corporate hospitality and entertaining," said David. Cowes Week is one of the busiest times for All About Catering, but David also believes it's the more relaxed events which are good for corporate entertaining: "The Jazz Festival is a great event to entertain at, it's a very laid back environment." David is positive about corporate hospitality on the Island: "It's a nice environment here, there's a slower pace than on the mainland, and there are some great venues as well," he said. The tough market of the last few years has meant that David’s team has had to adapt: "We've had to look at different menus, different styles of service, different venues," explained David. Despite this All About Catering has already begun to take advance bookings for the year ahead and David is positive about the future: "There's more bookings than we've had before, and I'm very much looking forward to the future," concluded David. All About Catering’s website: 12

Hospitality – giving your guests a special experience The Island has a lot to offer for corporate hospitality and over the last decade a significant industry has grown up around the Island's larger events, and its unique 'close but different' location.


orporate hospitality is typically defined as any event for the benefit of entertaining clients, staff, or prospective clients, at an organisation’s expense. It has grown to be a popular marketing tool over the past 15 years as the costs of customer acquisition have risen to several multiples of keeping an existing client. In response, hospitality has taken a key

Steve Sleight and Zara MacAlister explore how the Island attracts and benefits from corporate hospitality.


MARCH 2010

role in developing and maintaining customer relationships. Its use as a staff motivator has also grown significantly with programmes aimed at rewarding staff, expanding their skills, and developing teamwork. Thanks to hosting some nationally known events, and being a desirable and fairly unusual location, the Island has seen the benefits that corporate hospitality can bring. Corporate guests, or their hosts, spend money on travel, accommodation, food and entertainment and contribute significantly to the overall visitor income that is so critical to the Island's economy. Many of the attributes that make the Island a popular tourist location also make it ideal for hospitality. Not least is the fact that guests start their visit by crossing the Solent. David Rogers, whose company All About Catering provides specialist catering services for many corporate events said: "I think the Island is a great location for hospitality, it's separated from the mainland, it has that stretch of water so people think they're coming to somewhere almost abroad." Tim Sewell, sponsorship manager of Skandia, the title sponsor of Cowes Week until 2008, agreed: "That journey across the water makes it into a very different experience for corporate guests." Joe Hall, who runs the event company Mainsail pointed out the importance of ease of access: "It's a perfect location, travelling to and from the Island is not difficult, you can be in London in two and a quarter hours; it's absolutely perfectly located for all kinds of event activity." The right events Location is important but without the right events there would be no focus for corporate hospitality. Fortunately, the Island enjoys the benefit of some topclass events. Leading the way are the big sailing events. The top three, the J.P. Morgan Asset Management Round the Island Race, Cowes Week, and the construction industry's regatta, the Little Britain Challenge Cup, bring thousands of corporate visitors to the Island. For Round the Island Race sponsor, J.P. Morgan Asset Management, the opportunity for corporate hospitality is absolutely crucial.

Cowes Yacht Haven Ian Gregory

Corporate hospitality is hugely important to Cowes Yacht Haven Events Centre, particularly during the summer season, as Ian Gregory, Cowes Yacht Haven Events Centre Manager explained: "Through the sailing season corporate hospitality is the key part of what we do here." The Events Centre can seat up to 500 people and can be transformed into anything the client requires. "We can offer them whatever they want, whether they want a themed party or just a standard dinner. The balcony area outside gives us the opportunity to do hog roasts and barbecues," explained Ian. During the winter the Events Centre is used for exhibitions and conferences, but throughout the summer it is very busy with sailing regattas, including the J.P. Morgan Asset Management Round the Island Race, Cowes Week, and the Little Britain Challenge Cup. "Cowes Week and Round the Island Race are important, they are two of the three big events that Cowes hosts, so having those onboard is very important to us," said Ian. The days of limitless budgets have gone from corporate hospitality and Ian is acutely aware of what his clients want: "I think people want to see value for money, they want to see that the pounds they spend give them good return." Cowes Yacht Haven’s website:

First Contact Active Leisure

Getting active

First Contact Active Leisure organises events and corporate hospitality days. They offer a wide range of activities from paragliding to clay pigeon shooting, laser combat to 4x4 driving. The corporate hospitality industry has been affected by the recession and Phil Keen, owner of First Contact Active Leisure, explained where they focus their business: "We saw that things were slowing down in corporate hospitality so we looked at the other half of our business which was stag and hen events and we've increased that over the last few years. So now corporate hospitality is just 10 per cent of our business." Despite this Phil's company can tailor corporate days out for clients and a hospitality package could include a business meeting in the morning and a more relaxing activity in the afternoon. "Companies are focussing their budgets, they are focussing on the good clients, making sure they get the activities right for those clients," explained Phil. While Phil sees a positive future for corporate hospitality, he believes the sector will have been affected permanently by the recession: "I think when the industry picks up it will be in a different form, I think it will be targeted, I think there will be pressures to look at where companies are spending their money." First Contact Active Leisure: 13

FEATURE The Wight Challenge Perfect for team building

Joanna Minchin started working in corporate hospitality in 1999 after organising a company cricket match on the Island: "Later that year I thought, what can I do that brings teams to the Island, and I began Wight Ventures at the beginning of 2000," said Joanna. Wight Ventures organised events including rib treasure hunts, mountain biking, and clay pigeon shooting. "Sometimes clients would ring me and say they wanted a conference in the morning and something fun in the afternoon, so it would depend on how many there were and what they wanted," explained Joanna. Joanna sold Wight Ventures to concentrate on organising Wight Challenge, an annual charity sporting event which she began in 2004. It has proved so popular that Joanna has had to limit it to 45 teams. The event is an 18 mile cycle, a three mile canoe and an eight mile run done in teams of three: "The teams have to stick together, so it's an absolutely classic team building event, they have one map per team for the whole day," said Joanna.


Mainsail Joe Hall

“Mainsail just celebrated its 10th birthday,” explained Managing Director Joe Hall. “Predominately the company is a marketing and sponsorship agency, but over the last few years we've increasingly been involved in corporate hospitality event management. "Corporate hospitality is vitally important, it fills a number of different gaps across the range of services we offer our clients." Mainsail is involved in a number of events, both on and off the Island, although most are based in the sailing industry which has been hit quite hard by the recession: "We've seen a reduction in the number of people taking part in marine corporate hospitality, but things seem to be gradually improving," said Joe. Joe is clear about why corporate hospitality in the marine sector is so attractive: "The main attribute is that you've got your customer in one place for a fairly protracted period of time." As an Island resident and businessman Joe is positive about the Island as a venue for marine corporate hospitality: "The Island is a gem and it's a great asset.

Joanna says that a benefit of the Island is that it's so easy to get to: "You can be here from London in under two and half hours, and I think that stretch of water is so special, virtually everyone who comes say they feel different when they get off the ferry," said Joanna.

"I would tend to focus on using the natural assets of the Island for corporate hospitality as opposed to trying to buy packages at some of the other events that take place on the Island."

The Wight Challenge website:

Mainsail’s website:


"Hospitality has been almost the most important aspect of our sponsorship of the Round the Island Race,” explained Hetty Sowerby, Events Manager for the title sponsor. “We entertain around 250 people on the weekend. "It's absolutely unique, I don't know of any event where you get the likes of Ben Ainslee sailing with someone who's never been on a boat before, which is the case of some of our clients.” Michelle Warner, Sales and Marketing Director of Cowes Week Ltd. makes the same point: "Cowes Week is fantastic, where else could you compete alongside Olympic and world champions and actually be in with a chance of beating them?" Cowes Week organisers are working with national hospitality company Keith Prowse. Andy Vinsen, Commercial Director, agreed about the attraction: "Cowes is unique in that it gives clients the opportunity to actually take part in or near the event itself." Daily prices for Keith Prowse's new Experience Club range from £165 - £195 per person. Guests will be entertained with a buffet lunch and drinks in the Club's private lounge in Cowes Yacht Haven and they'll get a ride in a RIB to watch the racing on the water. There are more expensive packages on offer too. Entertaining 12 guests on a Sunseeker Manhattan 64 will cost around £600 per person per day and a variety of other boats are available at prices to match their luxuriousness. If you want the ultimate in hospitality cachet, though, you may be in the market for one of just two exclusive packages being marketed by Cowes Week Ltd. They offer unprecedented access to the exclusive Royal Yacht Squadron, the club that's right at the heart of Cowes Week racing. As Michelle Warner explained: "It's not mass market, it's very VVIP, the top end of the market." Another sailing event that has pioneered interactive hospitality is the Extreme Sailing Series. Unlike the mass participant events, the Extreme series has only 8-10 boats, raced by professional crews on short and exciting courses close to the spectator village. This event has been built on B2B hospitality and delivers an extraordinary experience to around 100 VIP guests each day, as Louise Close, Events Manager for OC Events explained:


MARCH 2010

"The guests are able to be interactive; it's a bit like being thrown into a scrum at Twickenham, or driving with Jenson Button, or being strapped to the bonnet, and it's a really exciting opportunity for a guest. There aren't many sports, in fact I can't think of any other sport where you can actually interact with the sport." Sailing events clearly head the league table of Island events that attract corporate hospitality but there are lots of others that bring revenue to the Island and which have scope for development and expansion. The Isle of Wight Festival and, to a lesser extent, the Bestival, offer great opportunities to entertain music loving guests at desirable events, while the Jazz Festival, the Walking Festival, and numerous other events, can provide that 'something different' experience that clients are looking for. Although established events are popular there are other options as Joe Hall pointed out: "You don't need to go to an event in order to enjoy the assets that the Island has got, you could bring your clients down and take them kayaking or mountain biking; you could do an individually planned trek across the Tennyson trail, there's so much to offer here for people to get involved in." Hospitality services It's not enough to have good events to attract corporate hospitality; good support services are also needed. Suitable venues, accommodation, and catering are all important to attract the corporate spenders. Hetty Sowerby is positive about Island suppliers: "I think the Island is a great place for organising corporate hospitality. We've worked with a number of fantastic suppliers throughout our five years as a sponsor; we prefer to use local suppliers rather than bring them over from the mainland. Cowes Yacht Haven’s Events Manager Ian Gregory explained how their purpose-built Events Centre, is designed to be highly flexible: "The Events Centre is a blank canvas, it can be converted into whatever is needed, whether that be a themed party or just a standard dinner." Perhaps the most famous Island venue is Queen Victoria's Island home, Osborne House, run by English Heritage. Although mainly a tourist attraction and private hire venue, corporate hospitality is seen as an important market. Henry Barton, Head of Visitor Operations explained: "We're very keen to increase corporate hospitality. We've got top quality catering, historic rooms, marquee space, specialist hospitality staff, and of course ample car parking, and a wonderful place to come and enjoy." Quality catering is important and brings its own challenges, whether that be catering for 2,000 for a sit-down meal or delivering buffet lunches to charter boats. David Rogers founded All About Catering in 2002. Now he provides catering services for four yacht clubs and English Heritage's Island sites, including Osborne House, plus numerous private and corporate hospitality functions. "Corporate hospitality is probably about 40 per cent of my business," said David. "We cater for anything from 12 covers upwards. Our biggest event was 1,800 people sat down to dinner." Another Island company, HTP, provides training for staff working in hospitality services as well as running its own

MONEY MATTERS No business survives without managing its money well and our Expert’s View on money matters is here to make sure you don’t miss a trick. This month Liz Dack, Director of Harrison Black, reminds us of essential VAT information for small businesses. sponsored by

So you think you know all about VAT?


alue added tax (VAT) is the tax added to the value of goods and services by a VAT registered business. VAT is not charged by businesses or individuals who are not registered for value added tax. A business needs to register when its sales turnover reaches £68,000 (2009/10 threshold) in a 12 month period. Registering voluntarily when turnover is below this threshold is also possible and is an important financial planning decision for each small business to make. The advantages of voluntary registration include being able to reclaim input VAT on purchases and expenses which would otherwise be irreclaimable. However, as a consequence of voluntary registration, the business would also have to charge output VAT on its sales invoices, affecting its charges and competitiveness, if many of the customers are not themselves VAT registered. Small businesses with turnover below £150,000 pa can apply to join a ‘flat rate scheme’. Whilst a flat rate scheme business will charge VAT at the normal rate to its customers, the business will pay over a specific lower flat rate attributable to its particular business sector. This flat rate is applied to the gross turnover, but no input VAT is reclaimable on business purchases or expenses, except capital equipment purchases exceeding £2,000. The flat rate scheme has the benefit of simplifying the calculation of VAT liabilities, but each small vatable business should consider its own VAT profile using the flat rate sector percentage obtainable from

Customs and Excise Notice no. 733. Remember, the obligation to keep proper accounting books and records remains, even though the calculation process is much simplified. Certain services are exempt from VAT such as insurance, health, education, and normally the rental of domestic property. Whilst no VAT is chargeable on income from these sources, input VAT is not normally recoverable. This contrasts with zero rated goods and services, such as most foodstuffs (excluding catering), passenger transport, and new residential houses. A zero rated supply gives rise to no VAT, but input VAT on expenses and purchases can be reclaimed. Any VAT registered trader must remind themselves that VAT charged on goods and services will have to be accounted quarterly to the Customs and Excise and consequently should not be regarded as ‘their own money’. Many disciplined traders regularly set aside estimated VAT liabilities into a separate bank account to avoid nasty shocks! It is essential that all businesses take VAT seriously; failure to register when required will result in a backdating of registration and a charge to VAT, even if VAT has not actually been charged to customers. Penalties and interest are now automatic. Failure to submit returns on time will result in interest and penalties and will bring the business to the attention of the tax authorities. If in doubt, seek assistance from a qualified practitioner. Contact: Contact Liz Dack FCCA




HTP – training and entertaining Rachel Fidler

HTP is a training company that specialises in apprenticeship and corporate training for large companies and the public sector, while also catering directly to corporate hospitality clients. Rachel Fidler, Managing Director of HTP explained their training services: "We provide training in hospitality and catering, also management and supervisory training, and business administration and customer service." HTP own and run Albert Cottage Hotel as a training venue and as a fully functioning hotel and hospitality venue. The idea is that students can get experience working in a real situation instead of in a classroom. Many of HTP‘s clients work in the corporate hospitality industry on the Island and the south coast. According to Rachel there is scope for expansion of the Island's corporate hospitality sector: "If we can get our infrastructure right, if we can actually encourage people to see that change is needed, then the Isle of Wight will grow and benefit for the future." HTP began in 2000 and has seen year on year growth, but Rachel is aware of the challenges the hospitality industry faces: "The Isle of Wight has thrived with seasonal work in the past, but the world is changing and employees need stability. Split shifts will always be there, if you're going to come into the catering industry you have to accept that, but there are ways of making it easier. It's a challenge to get employers to understand they need to provide a different type of offer of employment," concluded Rachel. HTP’s website:


A VIP gets to sail with Olympic champion Ben Ainslie

venue, Albert Cottage Hotel, which caters for the corporate hospitality market as well as being a hospitality training establishment. HTP's Rachel Fidler explained: "We bought Albert Cottage Hotel four years ago because our dream was to have a facility to train staff so that they could then take those skills back out to industry. It's a fully working commercial hotel, so students actually work and train in a real environment." What of the future? Nationally, the corporate hospitality market has shrunk by about 10 per cent in the last two years but there are signs of recovery, although all the companies we spoke with highlighted the need to deliver value for money. Rachel Fidler said: "Clients are more conscious that they are getting value for money, and they are looking to do a lot within one venue, rather than spreading it about, which they've done in the past." David Rogers agreed: "The market over the last couple of years has been very difficult; companies have been looking for different ideas as to how to entertain and ways of offering better value. But this year seems to be picking up, there's more advanced orders than we had last year." Ian Gregory of Cowes Yacht Haven confirmed: "The days of limitless budgets have gone and people want to see a good return for what they spend.”

Several of our interviewees pointed to the need for better infrastructure if the Island is to make the most of its corporate hospitality opportunities. In particular, many said the lack of larger quality hotels and conference facilities limited the opportunities to attract corporate customers. Henry Barton said: "I would like to see some large scale conference facilities and hotels aimed at the corporate market." Rachel Fidler added: "We need to work well with our ferry companies; we need to be looking at the roads in particular, and we need to work with our residents to ensure that they don't see the growth of business as a threat to their lifestyles. Because if we can all grow and work together, then they'll benefit ultimately."

There's lots more on this subject on Island Business Online including interviews with: David Rogers, All About Catering Henry Barton, Osborne House Hetty Sowerby, J.P. Morgan Asset Management Ian Gregory, Cowes Yacht Haven Joanna Minchin, Wight Challenge Joe Hall, Mainsail Louise Close, OC Events Michelle Warner, Cowes Week Ltd Phil Keen, First Contact Active Leisure Rachel Fidler, HTP Tim Sewell, Skandia

The Calbourne Room


The Calbourne Room offers: ! Modern conference and training room ! Flexible layouts from six to 60 people ! In-house audio visual facilities

The Show Field offers: ! A large tree lined natural arena ! Ideal for outdoor events and marquees General Information: ! Licensed premises and full catering available ! Large car park ! Private train charters available ! Contact Laura or Liz on 01983 882204 ! e-mail




Intellectual property – owning your own creations In today's information-rich society businesses operate in an era where intellectual property can provide a larger competitive advantage than land or labour. So ensuring you get the correct protection for your intellectual property is essential to avoid time consuming and costly legal disputes.


hances are that your company has some form of intellectual property (IP) and protecting it is vital to ensure you can exploit its full potential. IP is created as soon as you come up with an idea, and can include everything from a simple concept to an invention or design. Different forms of protection are available depending on the IP; patents protect how something works, trademarks protect the brand image and logo; a registered design protects the appearance; and copyright protects artistic or literary work. You could need more than one type of protection for the same product so it is 18

worth seeking advice on what type of protection you need for your business, and bear in mind any future plans you have for your company. How and when to use IP protection If you have come up with a new idea you can search a database of existing patents at to see if it already exists. If the idea doesn't exist already you might choose to continue developing the idea. This may include licensing in other peoples' ideas, particularly existing technology and software, and could result in you working with universities or other businesses. Collaboration with other

Zara MacAlister explores the intricacies of intellectual property

businesses can be essential to the success of your idea. Mike Anderson is an entrepreneur who builds technology-based businesses by collaborating with those already developing IP, particularly universities: "We find technology or develop it ourselves through universities, we then work in the markets to find customers and ways of exploiting the technology, and find funding, often through university grants," explained Mike. It is important at this stage of development that if you talk to anyone


MARCH 2010


Patents To gain a patent for an item it must considerably improve on what has gone before it, it must be capable of industrial application, and it must have never been publicly disclosed before the patent application date. It is possible for anyone to apply for a patent but it's advisable to seek professional advice as application forms can be complicated and the wording used to describe the invention will affect the type of protection granted. The first person to apply for patent protection will hold the rights to the patent; this means that if you do not patent your item, and someone else does, they will hold the patent rights to your product and can exclude you from the market. You must renew a patent every year after the fifth year, for up to 20 years protection.

about your idea that you get them to sign a confidentiality agreement. "In the absence of a written confidentiality agreement, it becomes very difficult to demonstrate that information disclosed should be treated as confidential," advised Lance Terry from Glanvilles LLP. If you fail to do this it may be impossible to get patent protection at a later date because your idea could be no longer classified as new. Registering your company name with Companies House doesn't protect it from being used by someone else, so it may be worth registering it as a trademark as well. If you don't protect your brand in this way you would need to rely on the

Legal issues are something that a business ignores at its peril. Our legal eagle delivering his Expert’s View is Lance Terry, Partner at Glanvilles LLP. In this month's column, Lance examines the IP issues related to databases. sponsored by

What rights exist in a database?


ne of the lesser known intellectual property rights is that right which arises in respect of a database – known as a database right. Database rights were introduced into English law on 1 January 1998 pursuant to an EC Directive. Prior to that date the only intellectual property protection for a database was copyright which could arise in certain circumstances. The database right is therefore a stand alone form of intellectual property right. The current position is that a database may be protected by copyright as a literary work and also by a separate database right. The applicable legislation defines a database as a collection of independent works, data or other materials which are arranged in a systematic or methodical way and are individually accessible by electronic or other means. The key factor which will give rise to the existence of a database right is that there should have been a substantial investment in obtaining, verifying, or presenting the contents of the database. It is important to appreciate that it is the resources used to create the database which the law seeks to protect rather than the raw data contained in the database itself. The database right will belong to the person who takes the initiative in obtaining, verifying, or presenting the contents of the database. Thus a business which commissions a subcontractor to compile a database will likely be the

owner of that database since that business has borne the financial risk and investment in commissioning that database. This is in contrast to the position under copyright law where the copyright in the work would by default vest in the contractor rather than the commissioner. A database right arises automatically and there is no requirement for registration. A database right lasts for 15 years from the end of the calendar year in which the database was completed or, if made available to the public sooner, 15 years from the end of the calendar year in which it was made available to the public. Where a substantial change is made to an existing database such that there has been a substantial new investment in the database, this can trigger a new 15 year period. Therefore where a database undergoes periodic substantial updating, the database right can be continually renewed. Any extraction from or reutilisation of the database without the owner’s consent would constitute an infringement of the owner’s database right. The existence of a database right in a database should not be overlooked when making use of a database and businesses should ensure that the appropriate consents and licences are in place. Contact Lance at: 01983 527878






There are two main ways of protecting your design; design right gives you automatic protection for the shape or configuration of an original design, but not the 2D aspects such as patterns. This is free and lasts for 15 years after the creation.

Trademarks distinguish your company's goods or services from those of another company. It can include words, logos, shapes, colours, sounds, and much more. Your trademark will be registered in a specific class, or multiple classes, and there are 45 classes to choose from on the Trademark Registry. If a trademark already exists in one class it is possible to register an identical or similar mark in another class, for example; Swan Rental Cars, Swan Matches, and Swan Electricals. Trademarks cannot be descriptive nor can they include common surnames, geographical names, registered company names, or anything implying royal patronage. A registered trademark must be renewed every 10 years.

Copyright Copyright protection comes into force automatically and applies to any medium from music to art, books, broadcasts, software, and much more. Protection will begin when the work is first created, it doesn't need to be published, and simply writing or recording the work will secure copyright. Databases can also be protected provided the selection of the content or the arrangement of the content of the database constitutes the author's own work (see page 19). The author is usually the person who creates the work, but if created by an employee, the employer will hold the copyright. This can vary with different media and it is possible to have joint authors. Copyright can be bought, sold, transferred, inherited, etc., but generally lasts until 70 years after the death of the author, though it varies with different media.


common law of 'passing off'. "This involves having to prove a number of things including reputation and actual damages," said Lance Terry, "There is no better way to protect a brand than to obtain a registered trademark." Apple computers have got themselves in to and out of many legal disputes over the licensing of their product names and trademarks, most recently the iPad. In 2002 Fujitsu filed to trademark the 'iPad' name, but its application was later listed as abandoned by the US Patent and Trademark Office. In June 2009 they filed to revive it, at the same time as Apple began to apply for it. The resulting confusion has left Apple and Fujitsu in discussions about who has the right to use the name. In 2007 when Apple launched the iPhone it had to negotiate a license to use the name from Cisco who already had a product on the market with a similar name. Apple are careful not to disclose the terms of their agreements but these legal disputes are costly and best avoided. IP crime Unauthorised use of someone's IP is illegal and is classed as IP crime. There are two main forms of IP crime; counterfeiting and piracy. "IP crime within the workplace is a serious issue that raises risks for businesses,� explained Sarah Challenger, Marketing Communications Manager for the Intellectual Property Office (IPO). “Pirated software for example may leave your company vulnerable and exposed to threats from malware and viruses." The economic loss of IP crime is huge; billions of pounds in lost revenue causes large scale damage to the UK economy through loss of tax revenue. The internet is making it even easier for criminals to sell illegal goods totally anonymously and often across large geographical areas. This makes it hard for the enforcers to trace criminals and

The 2D aspects can be protected under copyright, or registered design. To register a design it must be new and have individual character. Registering your design will give you exclusive rights to the appearance of your product and will allow you to sell your design and the IP rights to it, or to license your design to a third party while retaining the IP rights to it. This right is valid for 25 years.

make successful prosecutions. Despite this, David Lammy MP, Minister of State for Higher Eduction and Intellectual Property stated in the 20082009 IP Crime Report that: "Success can clearly be seen in the latest available figures on criminal convictions which have shown a rise from 402 in 2002 to over 1,260 in 2007." People are starting to recognise that IP crime not only affects businesses but can and does cause considerable damage to their community values too, both locally, nationally, and globally. It can also affect a company's brand image and reputation, as well as having large financial implications, which in some cases have to be passed on to the consumer. The future Recent high profile cases, such as Apple vs Fujitsu, suggest that IP is not a topic that is about to go away any time soon. Collaboration and exploitation of IP is a vital component to successful business, and innovation is hugely important to our country's economic development. Technological advances mean businesses can exploit the value of their IP in an international market, but this makes it even more important to ensure your IP is protected. There is a lot of information available about IP protection; a good place to start is the official body for IP rights in the UK, the Intellectual Property Office,

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Glenn Bonner at Booker Sandown

Booker – an economic barometer for the Island? With more than 6,000 products in stock, and another 30,000 available online for fast delivery, one Island business can justifiably claim to offer its customers plenty of choice.


n fact, Booker provides the raw material that helps keep the Island ticking; so much so that it could almost qualify as a barometer of our economic climate. Booker – a national company with outlets at Sandown and Cowes – sells goods at wholesale prices to an incredible range of companies and other organisations, and lives by the company motto … ‘choice up, prices down, better service’. It’s a formula that keeps Glenn Bonner, General Manager of the Sandown store, 22

very firmly on his toes. Glenn has worked his way up from the Booker shop floor to head up an outlet with a multi-million pound turnover, and is quite clear about the winning formula. “Put simply, it is all about customer satisfaction and net profit,” he said. “And you can’t sustain one without the other.” Customer service is the key to everything, so much so that the company’s head office staff regularly select at random 50 customers from every store to ask them to rate their experience. The results of each survey are sent to

Kevin Wilson learns about the wellstocked wholesaler Booker Glenn and quickly appear at the top of the agenda at his management team meetings. “Absolutely everything we do, and everyone who works here, is focussed on the customer,” he said. “It is an easy thing to say, and I imagine many business managers say the same. But it is not so easy to sustain, when there are so many other pressing issues to deal with. You just have to make sure it is built into all your


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The Booker Sandown team with their electric delivery van

systems, and walk the walk to monitor it yourself.” There were certainly no shortage of customers at Sandown through 2009, and if Booker was to be accepted as the Island’s economic barometer, the readings were extremely positive. Sales were up by a massive 20 per cent, with fresh produce and goods for retail leading the way. If economists were looking for a reliable indicator of the Island’s tourism performance, they should look no further than grapefruit segments, a popular component of a traditional hotel breakfast. Glenn explained: “In a good year for the tourism sector, we can expect our grapefruit segments range to fly off the shelves. And they certainly did last year!” It suggests that the recession has somehow managed to miss the Island altogether, but Glenn is not convinced. “Last year was great for us. Our business customers were generally spending more, which is a good indication that the Island as a whole wasn’t doing too badly,” he said. “But I’m not convinced we have yet experienced the worst of the recession, and I am not expecting 2010 to be an easy ride for anyone. My guess is that secondary spend will decline this year, as local people and holidaymakers cut back on the extras.” It means that the pressure is likely to stay on Island businesses to provide extra value, a philosophy that Booker is very familiar with. The store – one of a national chain which is regarded as the UK’s leading ‘collect wholesaler’ (formerly known as cash and carry) – makes sure it has the right combination of higher end luxury items as 24

well as its own range of budget produce. Its new EuroShopper brand, which includes such staples as orange juice and coffee, has been a runaway success, providing further evidence that it is possible to find a balance between quality and price. Booker relies on the fact that the hardheaded business people who buy its goods get the choice they need, at a price within which they can sustain their own business. Over time, the Sandown operation has been able to identify 300 top sellers out of a stocked range of 6,000 – what it calls the ‘green ticket’ range – which account for about 40 per cent of all sales. This range includes baked beans, cheese, drinking straws, and takeaway food containers, though readers should not jump to the conclusion that the favourite food on the Island is takeaway baked beans and cheese, taken through a straw! Booker has been a national institution since the 1970s, although it traded for about 10 years before that as Alliance. Glenn arrived at the Sandown store three years ago after a stint at Barnstaple in Devon, and it has felt like coming home. Born and bred in Portsmouth, Glenn has worked on the Island before, and his wife is an Islander. He says the basic principles of trading are the same for him as for most others. “It’s about keeping an eye on the national economic situation, including the availability of credit, and the weather,” he said. “The weather is such an important factor, especially here where so many businesses depend upon favourable conditions, and that has a knock-on effect, of course.

“The weather affects the products we need to stock, the quantity we need to carry, and ultimately our bottom line. We hope that by following the principles of our motto at all times, whatever the weather, we put ourselves in a position whereby we stay competitive and our customers stay loyal.” Glenn is supported by an equally enthusiastic management team of Toni Watson, Store Manager; Elaine Roovis, Customer Service Supervisor; Barrie Wade, Delivery Supervisor; John Goodchild, Stock Control Supervisor; Steve White, Replenishment Supervisor; and Tim Heath, Butchery Manager. Booker Sandown has 29 staff of which eight are full time, and all are Islanders. They keep the shelves full and the checkouts moving, processing the store’s huge range of goods. Trolleys could be filled with anything from coal to Camembert, or coffee to compost. And just about everything that arrives at the store on delivery trucks goes out onto the shelves straight away. Glenn emphasises that Booker’s range is available to any bona fide trader and also to charitable organisations. People arranging special events, including weddings, can qualify for a day pass, too. This constant movement of goods to and from the store is a big issue for the company, which has committed to becoming carbon neutral by 2012 – no mean feat for a business which supplies almost 300,000 caterers and has a network of 173 cash and carry branches. But it is making big steps forward. Booker achieved the Carbon Trust Standard just over a year ago, and continues to come up with new ways of reducing its carbon footprint. For example, it is now helping retailers with new battery legislation, introduced from 1 February to all retailers who sell more than 32kg a year of portable batteries. Working with recycling company Valpak, Booker is offering customers a free of charge collection service and battery recycling kit. The new legislation requires retailers to take back used batteries from the public free of charge, as well as providing shoppers with information about the recycling facility. Booker Sandown now doesn’t just sell cooking oil, it takes it back for recycling into biofuel. And deliveries to customers arrive in the back of an electric powered van which is charged up overnight.

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It is all designed to help the company reduce the number of ‘food miles’ it clocks up for each case sold. Meanwhile, the job of reaching the twin peaks of customer satisfaction and net profit goes on. The Island branches of Booker service four main sectors – hotel and leisure, retail, on premise (pubs and bars), and fast food, and Glenn plays an active part in the


Isle of Wight Chamber of Commerce, Tourism and Industry, which represents businesses across all sectors. As Glenn pointed out: “It’s a no brainer for any business, in my opinion. We want to be Chamber members because it shows our commitment to the Island, and also because it opens up networking opportunities which help our business. We go to events, we meet business people

Chamber Birthday


and we learn from each other. “I get the chance to explain the benefits we offer, and I get to hear from others about the goods and services that might benefit me. It makes a contribution to our bottom line, no doubt about that.” It’s just one more example of Glenn’s focus on the business essentials – a policy which certainly seems to be paying off.

Many congratulations to the Isle of Wight Chamber of Commerce, Tourism and Industry on reaching a magnificent 100th Anniversary.

MARCH 2010

Chamber’s century of service

A small advertisement in the County Press in 1910 certainly got results. The advert was an invitation to a public meeting to discuss the formation of a Chamber of Commerce for the Island. Now, the Isle of Wight Chamber of Commerce, Tourism and Industry is regarded as one of the country’s best run and most innovative Chambers – and is celebrating 100 years in business.


Kevin Wilson looks back on 100 years of Chamber history.


he 1910 advert extended a ‘special invitation to all Merchants, Traders, Manufacturers, Agriculturalists, and others interested in the welfare and prosperity of the Isle of Wight’. And that central message remains much the same today. The Chamber has always existed to help build a better Island, playing a leading role in developing the local economy, but stressing that those who join are not just paying the membership fee for the direct benefits it gives them, but because they recognise the contribution they are making to the greater good of the Island. One hundred years later, the County Press – one of the first 36 companies to join the Chamber in 1910 – will be helping the Chamber to celebrate its centenary with a special supplement, which covers the milestones on its journey – including such innovations as a Youth Training Scheme agency, the Vectis Housing Society, the All-Island Advertising Committee (later to become the IW Tourist Board), and more recent development such as the IW Lottery, Chamber Health, Young Chamber UK, and the Cowes Marine Cluster. These innovations have helped the Chamber to be recognised as one of the best in the country. A recent inspection by the British Chambers of Commerce led to the Island Chamber being cited as a

centre of excellence for a range of its products and services. Kevin Smith, Chamber Chief Executive, said: “This desire for continuous improvement, has driven the Chamber forward throughout its history, and will carry on doing so. “No matter how well we are doing, there is always room for improvement, and successive Chamber Presidents and employees have all played their part in moving the organisation forward. I am proud to be the Chief Executive in our centenary year. I want to pay tribute to the people and partners who have played such an important part in our story, and to promise that we will continue to do the best we can for this wonderful Island.” The Chamber was officially formed at a meeting on the afternoon of Friday, 4 March 1910, held in the Guildhall, Newport. It was chaired by the Mayor, Charles Webb, and was attended by, among many others, the Deputy Governor of the Island, Thomas B H Cochrane MVO, Phillip May, President of

CEO Kevin Smith

the Island Ironmongers Association, T H Loosemore, Chairman of the Island Grocers Association, County Councillors, JPs, and Aldermen. The first President of the Chamber was J W Stanley JP. The current President, Steve Porter, writing in this magazine, commented: “I feel an immense sense of pride that I hold the Presidency of the Chamber for this historic landmark and also respect the history and tradition that goes with it. The undoubted strength of the Chamber today owes a huge amount to the members, officers, and staff that have seen it through many ups and downs over the last century.” The Chamber had 36 members in its first year. It now has around 850, and one of the UK’s highest retention rates. Read more centenary news and history next month. Contact the Chamber: 01983 520777 27


MARCH 2010

Helping people and businesses become winners A

s far as Isle of Wight Lottery Administrator Karen Thomas is concerned, her job makes everyone a winner. Karen is responsible for making sure that the Lottery’s weekly draw runs smoothly and is verified, before she carries out the happy task of telling three people that they have shared prize money totalling £2,500. “The highlight of my week is telephoning the winners on Wednesday mornings,” she said. Karen also administers the other half of the Lottery story – helping people in new or developing businesses through the process of applying for an interest free Lottery loan of up to £25,000. “It is so rewarding when people sign up to subscribe to the Lottery,” she said, “because every single player is helping to create jobs for Island people.” The Isle of Wight Lottery was launched

in 2001 with the express purpose of supporting the Island economy. Now, more than 6,000 numbers go into the weekly draw, and the weekly subscriptions contribute to a loan fund to help businesses grow and develop – generating jobs for Island people. Karen became Administrator a year ago and says it has been a very rewarding experience. “It is great to see the companies Lottery subscribers have helped doing well,” she said. “We have helped such a wide range of businesses, from taxi firms to furniture makers. “My job is to make sure everything is done by the book, and also to encourage as many people as possible to join the Lottery. At the moment, we are particularly keen to encourage Island companies to offer a payroll contribution scheme. Many already do, and it is a great way for people in work to help those who

Chamber People may not be. The Island is a small place, and the beauty of the Lottery is that every player could actually be helping a neighbour.” For more information, call Karen on 01983 529888

NEW MEMBERS The Oracle Gallery 01983 840499 Christmas Cottage, Goldshill Isle of Wight PO38 3HH Gallery and art school. Raising consciousness through visionary art. Teaching children and adults. The Olive Branch Group 01983 866101 Perreton Farm, East Lane, Merstone Isle of Wight PO30 3DL Cognitive behaviour therapy/behaviour consultant. Rainey Petrie Architecture 01983 242121 01983 241111 (fax) East Quay, Wotton Bridge Isle of Wight PO33 4LA Professional chartered architects. Rainey Petrie Architecture provides a variety of building solution services including architectural design, quantity surveying, building services and planning for sustainable housing and building. Our practice delivers complementary design from concept to reality to match each individual project and client in terms of architectural style and approach with our full commitment from start to finish. Proven track record is recognised in a range of awards, both nationally and on the Island. Catalyst 01983 756661 01983 756661 (fax) Design Studio, Manor Road, Freshwater Isle of Wight PO40 9UD Search Engine Optimisation (SEO) and website marketing. Relaxing Times 01983 240698 45 Victoria Grove, East Cowes Isle of Wight PO32 6DL Counselling - short term, solution based counselling, NLP and cognitive behavioural therapy. Also life coaching and stress management - useful for panic attacks, depression, anxiety and other life problems. Holistic therapies - Swedish massage, reflexology, aromatherapy, indian head massage, hot stone massage, hopi ear candles. The Seaview Hotel & Restaurant 01983 612711 01983 613729 (fax) The High Street, Seaview Isle of Wight PO34 5EX A three star hotel with a double rosette winning restaurant set in the oasis of Seaview calm. Phil Hughes Financial Services Ltd 01983 616874 01983 618543 (fax) First Floor, 40 Union Street Ryde, Isle of Wight PO33 2LF Financial Services - pensions investment - mortgages - life assurance - equity release.

The Dispute Mediation Consultancy 07540 33340 01983 297389 (fax) Innovation Centre Newport, Isle of Wight Alternative dispute resolution - land, property and construction. Boundary and neighbour dispute resolution using mediation. Expert witness consultancy. RICS accredited. Salesmatch Ltd 0845 195 0001 42 Baring Road, Cowes Isle of Wight PO31 8DE Internet based, specialist sales recruitment platform offering a pay-asyou-go service for employers. Cowes Catering Co. Ltd 01202 882549 7 Dales Close, Wimborne Dorset BH21 2JU Holly Jolliffe Photography 07974 711551 Top Flat, 37 Monkton Street, Ryde Isle of Wight PO33 2BB

Wines Of Uruguay UK 01983 528454

Merstone Manor Merstone, Newport Isle of Wight PO30 3BE Wine importing, wholesale and online retailer.

Rijnstroom IV Holidays Ltd 07766 501113 2 Newgate, Stevenage Hertfordshire SG2 9DS 92 foot historic dutch barge - holiday accommodation. Rijnstroom IV Mill Lane, Binfield, Newport Isle of Wight PO30 2LA Gardenia Florists 01983 756333 Avenue Road, Freshwater Isle of Wight PO40 9UT Florist shop. F1 Precision Ltd 01983 880038 01983 880030 (fax) Cothey Butts, Fishbourne Isle of Wight PO32 6EN CNC machining, turning and milling sheet metal work. Fabrication and welding specialists in stainless steel, aluminium and titanium.




Cards to help you When times are tough, and even when they’re not, businesses need all the help they can get.


embership of the Isle of Wight, Chamber of Commerce, Tourism and Industry is a great way to access the support a business needs. You’ll find full details of the benefits of membership at or you can contact the Chamber’s Membership Officer Kerstine Andrews at Cutting card costs Debit and credit cards are the payment method of choice now, and every business needs a secure, reliable processing system that sifts the transaction quickly, and puts the money where it is needed – into the company business account – as quickly as possible.


Chamber Events =

Other Events =

Check our online calendar at for details of all business events 30

Must be pre-booked =

3-4 March Business South 2010 Business exhibition at The Rose Bowl, Southampton or call 01823 250579 10 March Tourism Open Day Ocean View Hotel, Shanklin, FREE. 1200 – Lunch served at 1400. • email the Chamber: 11 March IPR in Software University of Southampton Science Park, 0830-1145 Call Katy Patterson at Innovation and Growth 01489 889 882 12-14 March Minghella Film Festival Young Chamber event 13 March Business Link

If you have yet to take the plunge, or think it might be time to update your financial systems, the Chamber may be able to help. One benefit that is proving increasingly popular comes from our partnership with Lloyds TSB Cardnet to deliver savings on the costs of processing debit and credit card payments. The Chamber has negotiated special rates for members that make this an opportunity not to be missed. The service includes a dedicated Corporate Account support team to guide your move to Cardnet and manage your account from then on. Charges are based on the type of business and the number and value of transactions you deal with. Funds will be received by your bank account within four working days. •

Foundations for Success Workshop The Riverside Centre, Newport at 1000 Tel 0845 600 9006 16 March Real Fish & Chips at The New Inn Guest Speaker Nisha Pillai 1830-2100, £8.95 per person. • email the Chamber: 18 March Get More Customers Online Two free workshops, 10001130 and 1330-1500, Landguard Manor, Shanklin Call The Deep Design Company on 01983 864000 18 March Winning business for growth: how to prepare compelling proposals 1600-1830 Portsmouth Technopole Call Katy Patterson at

Innovation and Growth 01489 889 882 19 March Lead, Motivate and Succeed New Holmwood Hotel, Cowes Call 02380 625533 1 April Michelangelo’s – Guest Speaker Business Link Cost TBC 1830-2100 • email the Chamber: 20 April Curry & Quiz at The Windmill £6.95pp 1830-2130 • email the Chamber: 13 April Success with a Farm Shop 0930-1630 Innovation Centre, St. Cross Business Park, Newport Call 023 9245 2288

You get the benefit of all the latest technology at point of sale, one monthly statement detailing all transactions, a reduced joining fee, and even advice and support on how to make the move into online trading. One merchant number is supplied for each outlet, which covers all card types – such as Visa, MasterCard, and Maestro. And all this is available for the cost of a phone call. Cardnet works on the basis that every business is different, so the company will work with you to create a tailor-made pricing solution to suit your needs.

Connect Card


he Chamber Connect Membership Card is exclusive to members of Accredited Chambers of Commerce, including the Isle of Wight Chamber of Commerce, Tourism and Industry. The card enables business and employees: • To access a range of leading nationwide discounts with B2B supplier brands; • To benefit from excellent rates locally and across the UK; • To access discounted business facilities across the British Chambers of Commerce network; • To realise new business opportunities by networking with other businesses; • To gain network buying power – exclusively benefiting from prices normally only made available to large corporates; • To access discounted deals from nationwide suppliers. Obtaining the Chamber Connect Membership Card is simply a matter of joining the IW Chamber. Full details on Chamber Connect are provided in the pack for new members. Those who make use of the card say its real value is in the way it opens up access to member to member benefits. The IW Chamber’s Membership Officer Kerstine Andrews said: “I’m sure many Island businesses could take advantage of the Chamber Connect benefits, which include discounts on hotels and airport parking, and special deals on BT broadband and Dell computers, among many others. “This card is just one of our benefits. If anyone needs help in understanding how best to make the most of their Chamber membership, please get in touch with me.” Contact: Go to:


MARCH 2010

Our Classified section is the perfect place to advertise your products and services. It's also incredibly cost-effective with a classified ad costing from just £8 per column centimetre. Call 01983 245505 to book your classified advert. ACCOUNTANTS Harrison Black Pyle House, 136/7 Pyle Street, Newport PO3O 1JW 01983 524731 INSURANCE SERVICES Paul Jones Insurance Services Commercial and personal insurance needs Tel: 01983 210008 Email: Swinton Commercial Competitive commercial insurance for Island businesses 0800 995 14 PROPERTY Self Storage Pods Storage pods available to rent on flexible terms. Sizes range from area 3 (m2) to 5 (m2) and prices start from £20 per week. Contact DN Associates on 01983 880088

Offices for Rent • Office suites to let in newly developed building. • Central Cowes location • Offices finished and equipped to a very high standard. • Flexible lease terms • Prices range from £67 per week all inclusive. Contact DN Associates on 01983 880088

SOLICITORS Glanvilles Newport Isle of Wight Tel 01983 527878 Eldridges For businesses, families & individuals Newport: 01983 524741 Ryde: 01983 562241 Freshwater: 01983 752492 TRAINING Creedence Training Academy & Consultancy Freshwater, Isle of Wight 01983 759213 HTP - Training to a higher level The apprentice specialists ‘Pledge a placement’ for 2010 Call Nicki at HTP on 01983 533926 Isle of Wight College Specialist Hospitality Training Accredited training for ILM Tel: 01983 550824


Media Sales Executive Are you a dynamic sales person who has the motivation to succeed and the desire to progress within a modern media company? The Knowledge Zone is a digital publishing company which produces an exciting portfolio of products in print, online, and on screens. Our ideal candidate will have sales experience and a strong desire to succeed. The ability to work on your own initiative to grow a portfolio of customers is the most important factor.

This is a telephonebased sales role and you will be required to generate new business through proactive calls and by using your own initiative. You should have: • An enjoyment of communicating by phone • Great listening skills • The art of persuasion • A desire to exceed targets

Ideally, experience selling advertising in the media industry and an interest in digital media will be an advantage. For the right candidate, the earnings potential is uncapped, so if you think you’ve got what it takes then we can reward you. Generous basic + commission structure and training is provided.

In the first instance please send your C.V. by email to Amanda Bartlett, Sales Manager,

PRODUCTION SERVICES Pepper Creative Websites from simple graphic design to complex e-commerce and intranets Tel: 01983 529039 Email: Etetra Bespoke graphic design Print & web solutions Tel: 01983 209905 Email:

Bournemouth University Business, Management & Marketing courses Full-time, part-time, weekend and short courses Tel: 01202 961916 WP Recruitment Computer Training Courses For improving your abilities, learning something new or refreshing existing skills Tel: 01983 822615

HUMAN RESOURCES Linda Tillson Chartered MCIPD HR Consultancy Isle of Wight & Hampshire

IM Design The Branding Agency Design & Marketing Tel: 08443 722 922 Karen Holloway Design For all your creative design and artwork requirements. 01489 692553 07515 947982

TKZ Video Production


From concept to delivery HD Content creation for online, DVD, Blu-ray disks, and HD screens

Tel: 01983 245505 Email:

Helping you to manage your Staff by offering you practical and pragmatic advice, support and guidance, including :

TKZ Design Services

• Support with staffing issues – one-off or on a continuing basis • HR project work • Reviewing and/or writing HR documentation e.g. Employment Contracts, HR Policies, Staff Handbooks etc.

High-quality content designed in: Print, online, on screen, publications

Specialising in supporting small and medium sized local businesses. Phone : 01983 553524 • Mobile : 07767 882737 Email :

Check the calendar of business events on


Tel: 01983 245505 Email: 31



THE BACK PAGE Our RUBS section is where we pass on stuff we come across that we think is really useful – it does what it says on the tin! If you have a tip that you think is really useful let us know and we'll share it here. BOGOF Special Offer If you want to reach the lucrative yachting audience that spends upwards of £50M on the Island each year, then we have a special buy one get one free offer for adverts in the Cowes Port Handbook and Cowes Online which have a combined audience of over 800,000 and directly target this valuable audience. Restrictions apply, call 245505 for details. This month's must read: The Little Black Book of Online Business – 1001 Insider Resources Every Business Owner Needs by Paul Galloway. This practical, resource–packed guide covers everything from blogs to email to keywords to search engine optimization and everything in between. It features more than 1,000 of the best and most effective resources for helping online marketers put the book’s smart recommendations into successful practice. It also links to a wealth of downloadable utilities like redirect generators, Web form processors, and sales letter personalization tools. £10.39 through Amazon BBC Dragons Den’s production team will be exhibiting at Business South 2010 Exhibition, 3 – 4 March on stand T51 and are actively seeking

Cartoonist: Rupert Besley



entrepreneurs looking for investment. They’ll advise on to how to get on the show and the selection process. Virtual Office Space One month’s free trial for a Regus virtual office, call 0843 216 2009 and quote VOTRIAL. Temporary Cashflow Problems? The Government has announced an extension of the Enterprise Finance Guarantee Scheme for a further year from its original closing date of March. Best of luck if you can get it though! Employment and Training From April 2010 employees can ask for time off to train, in the first instance this will affect companies with 250 employees or more. From April 2011 it will affect smaller businesses. Make sure you understand the new legislation and get your procedures in place. Simply Business If you're experiencing cashflow problems and are not sure where to turn, how about considering factoring? You could release up to 95% of cash tied up in your invoices, but be careful as it is usually a costly approach. Through Simply Business you can compare finance quotes –

Steve Blamire is known as a free-thinking and sometimes radical business consultant who contributes innovation and an inventive flair. In Steve’s monthly column, here and on Island Business Online, he’ll be musing on a wide range of subjects. Contact Steve at

This month, Steve ruminates on the need for leadership and what makes a good leader. Where have all the leaders gone?


recently read Red Funnel CEO James Fulford’s open letter to the CP and, detail aside, the overall call for leadership did strike a significant chord and got me thinking. A few years ago I witnessed a very profound moment, I was working from home the day former BBC Director-General Greg Dyke resigned and was lucky enough to observe the events as they unfolded on News 24. It was one of the most moving things I had ever witnessed, as the head of a major organisation resigned, his staff (from the alist presenters to the tea ladies from the canteen) lined the corridors and streets in front of him demanding his reinstatement. I remember thinking; that is the benchmark, that is the real measure of success, that is a true leader. So why do we need leadership? From a micro point of view it is relatively simple, it gives us direction, it empowers us and, crucially, it allows us to make decisions. Whether that is a small business with a handful of employees or a multinational spanning the globe. At the macro level it allows businesses to plan ahead, it builds confidence, and crucially again it allows business leaders to make decisions, to form strategies. So what makes a great leader? Greg Dyke puts it down to two things; having a clear strategy and getting people to buy into it. Sounds simple? So why do so many fail to emulate the success and revered status that Dyke has managed to achieve? For a more technical view renowned analyst

Daniel Goleman puts it down to four key areas; self-awareness, self-management, empathy, and relationship skills. Apparently Dyke has these in abundance. So what has this got to do with the Island I hear you say? Well a few years ago a former IoW Council CEO put forward his Eco Island vision. Detail aside, the strategy was there but what was more significant was that by and large Islanders were all aligned behind the vision – businesses, organisations, and individuals. Not in my memory had so many people been excited about a proposed new direction for the Island. A clear strategy and coordinated buy-in, hang on we may have cracked it! Two years on and unfortunately the Eco Island ambition appears to be waning. It no longer has a champion, someone to drive it forward and it has simply become ‘a great idea that never quite made it’, leaving those who saw its potential to build economic prosperity and social capital deflated. So why did it fail? Because no one has chosen to pick it up and run with it – leading it to successful fruition. James kicked off this welcomed debate; I and many others have added the odd two pennies worth, so where does this leave us now? There is a definite leadership vacuum, and although it leaves us temporarily without direction it does offer a huge opportunity for someone to step forward with a grand idea, and if it's sound and you really mean it, we may even buy into it.


DEENSIDE Deenside’s brand image translated perfectly into an online format, with visually dymnamic content on the homepage and e-commerce functionality bringing the Deenside branding, and business, alive. The product catalogue is updateable by the client, and all online trading transactions are subject to the rigorous protection required for such a security-sensitive product.

Avtrade are a leading global component service provider to the aviation industry and they required a website which would present a concise overview of their support and component services. Pepper Creative designed and built a simple and easy-to-use content management system to provide Avtrade with the ultimate flexibility when keeping their website up-to-date.

Pepper Design


From simple graphic websites to complex e-commerce and intranets, Pepper Creative can not only make your website look great but ensure that it works hard for your business. ISLE OF WIGHT ARTS The Isle of Wight Arts website provides a central resource for the arts on the Isle of Wight, and is an extensive searchable database of arts and crafts practitioners, galleries, groups, businesses and events. Annual Open Studios weekends, news and events can all be easily updated by the Arts Unit.


Island Business Magazine, March 2010  

The March 2010 edition of Island Business Magazine