Ulster Business - December 2016

ULSTER BUSINESS

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DECEMBER 2016 Price £2.30 (¤3.75)

Seat of innovation How Innov8 Office Interiors are at the cutting edge of commercial interior design and fit-out, both near and far

DECEMBER 2016

Tughans’ roundtable: Commercial property comes under the spotlight

Cross-border: What impact will Brexit really have?

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Contents 6 News

36 Cross-border Trade

76 Motoring

The pick of the month’s news from across the region.

John Simpson explores how trade with our nearest neighbour will be impacted by Brexit.

Pat Burns puts on his Farah slacks, his racing gloves and a wry smile in the latest offerings.

14 Cover Story

46 Public Sector

82 Appointments

The team at Innov8 Office Interiors talk growth, the future and funky chairs.

Department of Infrastructure Minister Chris Hazzard on his plans for the future.

You’ve moved where? But why? The latest movers and shakers are here.

22 ICT Quarterly

54 Outsourcing

90 Events

Cyber psychologist Mary Aiken assesses the online risk to your business.

Should your company consider outsourcing your work or keep it in-house?

Were you out and about in the last month?

You might be in here.

28 Fast 50

63 Roundtable

94 Travel

All the latest from one of the most exciting events of the year, the Deloitte Fast 50.

Law firm Tughans host a gathering of some of the best commercial property gurus around.

Get your salopettes and on, we’re going skiing in Austria!

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63 28

DECEMBER 2016

46

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EDITOR’S COMMENT

A political year like no other

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elcome to the December edition of Ulster Business.

We come to you at the end of a year when politics overtook economics with its ability to shock, and for once it was from a global rather than a local perspective that those shocks originated.

Whatever your opinion on Donald Trump’s quite remarkable victory in the US Presidential race or the UK’s vote to leave the European Union, it’s clear that things have changed in the global political landscape, probably for good.

We may not like it but there’s not much we can do about it.

What those consequences mean for business in Northern Ireland are difficult to pinpoint, particularly when it comes to the US.

Before you get too downhearted, that figure expands to 30% of the Republic’s exports when the UK as a whole is taken into consideration so we have a bit more sway in the negotiations than we may have first thought.

As for Trump, well, it’s hard to imagine there would be a bigger known unknown, to borrow a phrase from another Donald.

Talk of reducing corporation tax rates in the US, introducing import tariffs and generally adopting a much more protectionist economy are all worries for a country such as Northern Ireland with a big presence of US firms.

Brexit’s impact is reliant on the ability of government to negotiate favourable trade deals and border control.

The reality is we don’t know what Donald Trump is really going to do when he takes office and, taking a quick look at the activities of the US companies currently operating here, it’s unlikely to have any immediate impact.

How that pans out over the next few months (and years) will be critical to all concerned but it’s worth bearing in mind we are much more dependent on them than they are on us, to put it crudely.

For now we need to carry on as before while keeping a close eye on how the continuing political dramas on both sides of the pond unfold. ■

One third of Northern Ireland’s exports head across the border – £2.1bn of total exports of £6.3bn – while only 1.6% of the Republic’s exports head to Northern Ireland.

David Elliott

Publisher Ulster Business c/o Independent News & Media Ltd Belfast Telegraph House 33 Clarendon Road, Clarendon Dock Belfast BT1 3BG Printer W&G Baird Greystone Press, Caulside Drive, Antrim BT41 2RS www.wgbaird.com

Independent News & Media Ltd © 2016. All rights reserved. No part of this publication may be reproduced, stored in a retrieval system, or transmitted in any form, or by any means, electronic, mechanical, photocopying, recording, or otherwise without the prior permission of Independent News & Media Ltd.

DECEMBER 2016

Editor David Elliott

Production Manager Stuart Gray

Printer Sonia Armstrong

Production Manager Stuart Gray

Deputy Manager Sylvie Brando

Cover Photography Elaine Hill

Sales Executive Sarah-Ann Gamble

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NEWS

A month in numbers 237,100 The additional number of bed spaces sold in Northern Ireland’s hotels, guesthouses and B&Bs for the first nine months of the year, an 8% increase on the same time last year, according to Tourism NI’s latest Industry Barometer. August hotel occupancy reached a record 88%, the highest on record for any month.

Dunbia’s pork processing arm sold to Cranswick One of the founders of the Dunbia Jack Dobson will act as a consultant for the new Cranswick-owned plant during the transition phase.

Adam Counch, CEO of Cranswick, promised further investment at the site: “This acquisition strengthens our UK pork processing business and provides us with greater control over our supply chain, ensuring that we can maintain the production and processing of high quality, UK farm assured, pigs which is central to our customer’s requirements.

25.8% The inactivity rate in Northern Ireland, the number of people of working age who chose not to work. It’s the lowest rate on record since the Labour Force Survey began but still remains the highest level of all UK regions.

“The management at Ballymena have created long lasting and sustained supply chain relationships and we look forward to building on this and continuing to invest in the facilities, and the team, over the years ahead.

5.6% The headline unemployment rate in Northern Ireland, a fall of 0.3% on the same time last year. Looking deeper into data, male unemployment has jumped to 7.3% while female unemployment has fallen to 3.7%.

“We welcome Jack and the team at Ballymena to Cranswick and look forward to working with them to develop the business further.”

€10m The price paid by Virgin Media for UTV Ireland.

The station was part of television assets sold

by UTV to ITV earlier this year in a £100m deal.

Virgin Media already owns TV3 in the Republic.

21 The number of consecutive months private sector firms in Northern Ireland have increased their staffing levels, according to Ulster Bank’s PMU for October. The report shows business activity here returned to growth, although the rate of expansion was modest. Export orders were supported by the weakness of sterling, but this also had the effect of pushing up input costs which rose substantially.

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First Minister Arlene Foster with Managing Director of Dunbia Group Jim Dobson pictured last year announcing 209 new jobs at the firm. Mr Dobson’s brother Jack will act as a consultant for Cranswick following the sale of the Dunbia Ballymena pig processing plant.

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unbia, one of Northern Ireland’s biggest companies, has sold part of its business to Hull-based Cranswick in a multi-million pound deal.

The Dungannon meat processor has released its pork processing arm Dunbia Ballymena which processes 7,800 pigs each week and employs 360 people.

Financials around the deal weren’t revealed but the Ballymena arm turned over £72.4m last year.

Set up by Jim Dobson and his brother Jack in 1976, Dunbia has grown from a small Dungannon butcher’s shop into a significant player in the meat sector, mainly beef, with sites throughout the UK and Ireland, turning over £800m each year.

Pre-tax profits at the beef, lamb and pork processor rose to more than £6.5m in the year to March 29, 2015.

Headcount at the group at previously stood at 4,000 staff with 1,200 of those working in Northern Ireland.

It was placed in second in the Ulster Bank Top 100 Companies 2016 listing, just behind Brazilian-owned chicken specialist Moy Park Speculation has been rife over the last year that the business was up for sale with UK food firm 2 Sisters mooted as a possible suitor.

NEWS

School of hard opportunity knocks

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eaders of successful start-ups from the UK, Ireland and the US revealed the secrets of their success at a business event in Belfast last month.

Opportunity Knocks, co-hosted by Ulster Bank and Belfast City Council and supported by other partners including Entrepreneurial Spark, took place at St George’s Market, and heard from, among others, the founder of an online delivery service platform that recently sold to London Stock Exchange-listed Just Eat. Pictured are Lynsey Cunningham, Entrepreneurial Development Manager at Ulster Bank; Lord Mayor of Belfast Brian Kingston, right, and John Ferris, centre, from Entrepreneurial Spark in Belfast pictured at the Opportunity Knocks business event which was hosted at St. George’s Market by Ulster Bank, Entrepreneurial Spark and Belfast City Council.

from the edge of town from the heart of the city

DECEMBER 2016

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NEWS

Quotes of the month “A weak pound may be positive for exporters but it is bad news for importers. Input cost inflation accelerated last month to its highest rate since May 2011” Richard Ramsey, chief economist at Ulster Bank, in the monthly PMI report.

Economic uncertainty hits new car sales

“Northern Ireland has developed a mutually beneficial relationship with the United States and I look forward to working with Donald Trump’s administration to continue this. As our largest inward investor the United States plays a massive role in our economic progress.”

First Minister Arlene Foster following Donald Trump’s victory in the Presidential race.

“I will work constructively with President Trump to maintain and strengthen our well established and deeply valued relationship with the United States. Over many years successive US administrations have made a major contribution to both our peace process and economic development and I expect this to continue.”

Deputy First Minister Martin McGuinness on a visit to the US just before the Presidential election.

“Northern Ireland offers us a highly educated and committed workforce that can deliver the technical skills that we need to roll out our innovative business model.”

Co-founder of online investment management company Moo.la Gemma Godfrey on why her company chose to set up a base in Northern Ireland.

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he uncertain economic outlook appears to be impacting Northern Ireland’s drivers as sales of new cars struggle to get out of first gear.

New figures from the Society of Motor Manufacturers and Traders showed a 2.2% drop in the number of new car registrations here last month with the keys to just 3,597 vehicles changing hands.

The latest performance comes after a relatively strong showing in the wake of the Brexit vote but plays to the notion that a staid economic environment, weak pound and lack of clarity around Brexit is denting consumer confidence.

For the year so far, a total of 51,963 new cars have been sold, a figure which is just 0.35% higher than the same period last year.

Economists point out that new car data gives a good insight into the mind of consumers because committing to buy such big ticket items needs a buyer with a confident financial outlook.

Richard Ramsey, the chief economist at Ulster Bank, said last month was the weakest

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October in three years for new car sales and that there is much work to be done before levels return to the peak reached in 2006.

“While the UK continues to post record new car sales, Northern Ireland’s showrooms are reporting sales that are 12% below the levels experienced a decade ago,” he said.

“Looking ahead, with inflationary pressures filtering through fast and key benefits frozen until 2020, 2017 is anticipated to be a challenging year for UK and Northern Ireland consumers.

“Given that outlook, 2017 could well see a third successive year of stagnation in new car sales In Northern Ireland.”

When it comes to the most popular marque, Ford maintains the top spot with its Fiesta.

A total of 1,893 Fiesta were registered since the start of the year, followed in second place by the Volkswagen Golf with 1,649 and the Hyundai Tucson at 1,639.

The latter is a relatively new entrant to the top 10 most popular car registrations in Northern Ireland.

NEWS

Fane Valley Group in the pink with coffee morning for Action Cancer

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ane Valley and its Group of companies recently took part in a pink coffee morning with all proceeds going towards Action Cancer’s breast screening and therapeutic services for breast cancer survivors. Over 80 free mammograms will now be made available because of the efforts of the wider group staff and the generous donations from Fane Valley Stores customers.

Pictured L-R: Amanda McCrea, HR Assistant – Fane Valley; Trevor Lockhart, Chief Executive – Fane Valley; Lisa McNicoll, HR Assistant – Fane Valley and Gillian Thomson, Action Cancer.

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DECEMBER 2016

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NEWS

Brexit talks will take ‘a lot longer’ than two years Eurogroup head

By John Geddie

Store expansion creates 25 new jobs in Titanic Quarter

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egotiations over the UK’s departure from the European Union are very complex and are going to take longer than the scheduled two years, Eurogroup President Jeroen Dijsselbloem (pictured) has said.

Theresa May has said it will trigger Article 50 of the Lisbon Treaty by the end of March next year, starting a 24-month countdown to its departure from the bloc.

But with the Westminster government’s stance towards Brexit starting to show signs of splintering, and Europe eager to pull together and prevent a populist backlash that could fracture the EU further, talks are likely to be strained and drawn out.

“Negotiations are hugely complex... They are going to take a lot longer than two years,” Dijsselbloem, the Dutch head of the group of euro zone finance ministers, said at an event in London.

“Since the outcome of the British referendum, the UK and the continent are regarding each other with some suspicion ...

It is a lose-lose situation which we can only manage as well as possible.”

A leaked memo published in the media last month said the UK government has no overall strategy for leaving the European Union and splits in Prime Minister Theresa May’s cabinet could delay a clear negotiating position for six months. The government dismissed the memo as having no credibility.

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A new £700K SPAR store which will create 25 new jobs has been announced for Titanic Quarter. Pictured are James Eyre, Titanic Quarter’s Commercial Director (centre) with retailers Andy Davis and Graham Johnston.

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lans to extend a SPAR store in Belfast’s Titanic Quarter will create 25 new jobs when it opens next July.

Owned and operated by Andy Davis and Graham Johnston, the expansion is part of a £700,000 investment of the existing convenience store in the ARC Retail area situated on the water’s edge underneath The Arc Apartments development.

The notably busy shop will be expanded to 7,000 square feet from around 3,500 currently and hopes to take advantage of the 1,000 local residents, tourists to Titanic Belfast and HMS Caroline, students at Belfast Met and office workers in the surrounding buildings.

It’s the fourth time the store has grown in size since opening in 2003, said James Eyre, Commercial Director at Titanic Quarter Ltd. “With 18,000 people working, studying, living

and playing in Titanic Quarter daily, plus the draw of Titanic Belfast and the SSE Arena, the ARC Retail is a destination of choice. We hope to see further bars, restaurants and cafés opening here in the near future.”

Graham Johnston said the offering will be varied.

“There is a diverse mix of customers in Titanic Quarter which is unlike anything else in Northern Ireland,” he said. “Our core customer base is made up of people who work in Titanic Quarter and the surrounding area, students, tourists, concert and event goers and residents.

“That means that the new SPAR store will be much more than a normal convenience store – the range of produce we stock will be more varied and it will also be a space for people to relax and socialise in.”

NEWS

NI workers experience biggest rise in commuting times

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orkers in Northern Ireland have experienced the biggest rise in commuting times, a new study has found.

Research by the union organisation TUC has revealed the number of UK employees with daily commutes to and from work of two hours or more has jumped by almost a third over the past five years.

Workers in Northern Ireland have experienced the biggest rise in commuting times, followed by those in the South East and East of England, said the TUC. More people in the UK have a long journey to work, with an estimated 3.7million now commuting for over two hours a day.

The figures who found that the proportion of workers travelling two hours or more to and from work every day has risen from one in nine to one in seven.

More women have long journeys to get to work, especially in sectors such as education, health and social care, said the report.

Commuting times for workers using buses or London Underground have fallen by up to five minutes a day, while increasing for other forms of transport such as rail or car, the study revealed.

DECEMBER 2016

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NEWS

Sectratary of State James Brokenshire

How Brexit has reignited an age-old row over Lough Foyle

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rexit has sparked its first territorial dispute – reigniting a historic row over the ownership of Lough Foyle.

Claims over the vast estuary between Co Derry and Co Donegal have been made since the island was partitioned almost a century ago.

After the Good Friday Agreement, a crossborder body called the Loughs Agency was handed responsibility for the waters, a key strategic naval base during World War II. But in the wake of the UK’s vote to leave the European Union, Northern Ireland Secretary James Brokenshire has reasserted London’s claim over the entire lough.

In response, the Irish government issued a fresh declaration – saying it did not accept the claim.

It added that it did not see Lough Foyle’s disputed ownership being put on the table as part of the Brexit negotiations.

Mr Brokenshire was asked in a parliamentary

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question how fishing rights would be decided in both Lough Foyle and Carlingford Lough – which also straddles both jurisdictions – after the UK left the EU. The Conservative minister said London was committed to withdrawing from the EU Common Fisheries Policy and putting a new fisheries regime in place.

But no actual decisions had yet been taken, he said, adding that the UK was bound by international law.

Asked specifically about Lough Foyle, he added: “The government’s position remains that the whole of Lough Foyle is within the UK.” However, the Department of Foreign Affairs swiftly rejected the claim. “Ireland has never accepted the UK’s claim to the whole of Lough Foyle,” it said in a statement.

It said both governments agreed to try to resolve the row over both Lough Foyle and Carlingford Lough during talks in 2011

By Brian Hutton

between the then minister for foreign affairs and British foreign secretary.

“Since that time a series of meetings have taken place at official level between the Foreign and Commonwealth Office and the Department of Foreign Affairs and Trade,” the statement added.

“The issues involved are complex and involve a range of different actors, including the Crown Estates.

“This is not something we currently envisage as forming part of the negotiations around the UK’s departure from the EU.” Sinn Féin senator Padraig Mac Lochlainn branded Mr Brokenshire’s remarks “arrogant and provocative”.

“The Loughs Agency tasked with responsibility for managing Lough Foyle by both governments has been repeatedly calling for a resolution so that the real tourism and fisheries potential of the lough can be fully realised,” he added. ■

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COVER STORY

Office politics Stephen and Steve Cairns from Innov8 Office Interiors explain how an attention to design, style and relationships are helping them change the face of offices both here and around the world

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he fact many of us spend more time at our desks than we do at home in the typical week is a difficult truth to swallow.

But we all have to make a living and we might as well make sure we’re making it in as comfortable an environment as possible.

It stands to reason we should be paying as much attention to the design of and furniture in our workspaces as we do in our homes.

Step forward Innov8 Office Interiors, a specialist in creating and developing innovative commercial spaces.

That phrase gives an idea of the company’s modus operandi but to fully understand how it has built up a client base including some of the biggest companies operating in Northern Ireland, in Europe and in the US, it’s worth talking to Stephen and Steve Cairns.

They have built the firm over the last 10 years to one which is the go-to destination for companies which want to break away from the norm when designing and kitting out their office space.

shows off their passion for design, for style and, ultimately, for the company.

Despite the rain lashing down outside, the sun is shining in their Boucher Road Showroom as we force them into awkward poses for the photo shoot and drill down on the detail in the following interview.

In keeping with this theme, Stephen and Steve make for an interview which is far from the norm.

Unusually for one of these sit down chats, the question of which exceptionally cool looking chair to sit on causes a bit of a delay, but we’re soon ensconced at one of Innov8’s boardroom tables and off on the journey so far.

Like a well-practised double act, the father and son play off each other in a manner which

Having just notched up a decade in business, the pair are in reflective form.

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COVER STORY

curves… this is a million miles away from the traditional grey associated with office working and a million miles closer to the type of office furniture all of us would prefer to work in.

To those of a more functional bent when it comes to how an office should look, it may seem a needless break from the norm but Innov8 are tapping into a demand from more progressive companies to create environments which are comfortable, stylish and, dare we mention it, cool.

Some of the biggest inward investors in Northern Ireland are clients such as US firm Cayan which has two stories of the City Quays 1 building in Clarendon Dock as well as the former Northern Ireland Science Park Catalyst Inc, Colliers International, Concentrix and charities such as Mencap.

That’s quite a list, and one which has warmed to Innov8’s full service offering, one in which supply of furniture is only part of the package.

It also offers a full design and fit-out service to ensure clients are able to implement their vision fully.

Steve heads up the design side of the business and knows only too well how the demands of forward-thinking companies have changed, often in line with the demands of their most important assets: their staff.

“When we started out 10 years ago we decided to bring something really different to the market,” Stephen said. “We wanted to wow clients with our design and then wow them with the products.”

“That’s what we’ve done, and it is part of the reason for our success.”

That essence of that difference is “carefully considered artistic design”, something which is plain to see in the showroom, one decked out in a range of office furniture which is anything but traditional.

Think Apple or Google and you’ll get the idea: seats with soft fabrics and stylised lines, tables with matt finishes and user-friendly

DECEMBER 2016

“We help create an environment where companies can retain and attract staff,” Steve said. “If you think that Millennials spend just three of four years in a job these days before moving on, then it’s worth investing in the office environment to encourage them to stay.

“In essence, we’re helping future-proof offices to make sure employers are as attractive as possible to the people who keep their business running on a day-to-day basis.”

The process of working with Innov8 is one which sets them apart.

Its in-house design team sits down with the client to come up with vision from which a 3D full-colour plan of the space is made to give an idea of how different designs may look. >

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COVER STORY It has also focused on the market across the border and has set up a working showroom in Dublin to service the growing market there.

clients. “The future is unchaining the office from the conventional and that’s what we’ll focus on.”

To service the growing workload, Innov8 has taken on five new staff in the last three months and said it plans to take on another two, all with backing from Invest NI. That follows on from impressive expansion over the last four years which has taken staff levels to 20 currently from just five.

That culture stems from the very core of Innov8; its relationships, something which has been its greatest ally for years and something which Stephen is well aware of.

“Our clients are more than people we do business with, they become friends.

“We get out to their site, meet their people, understand their branding and identity, in order to get into their minds to see where they are headed.”

“Our secret is we love what we do, we engage with people and spend time learning about them and their business.”

By doing that it’s possible to get the design right, something which is evidenced by the steady growth of the business over the last 10 years.

More growth is expected in the future, helped by running the company under the five core values of leadership, empathy, wellbeing, excellence and innovation which Steve focuses on.

“We go that extra mile with design and service levels that surpass what most people expect. We treat everyone as if they’re an Apple or a Microsoft no matter what size they are.

During that period it has expanded its creative nous as far afield as Spain, Portugal, Slovak Republic, Bulgaria and to the US.

“You have to live it to be able to talk about it,” Steve said, pointing out that the company runs along the same lines as its forward-thinking

Once the design has been agreed, it can manage the project management side and take care of all installation and fitout, a system which takes the pressure off clients and makes for a much easier installation.

The team know their stuff, be it design, technology, material trends or the latest needs of office workers.

Despite that, it makes sure it understands each client intimately.

“We build relationships with our clients to try to really understand their culture and to get under the skin of the organisation,” Steve said.

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“Our secret is we love what we do, we engage with people and spend time learning about them and their business.

“We work with him to help them create the culture and successful businesses they are aiming to achieve.”

Steve agrees.

“People value that and that’s why we’re growing and will grow in the future.” ■

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PROFILE

James Gibbons and Conor Devine of Clearpath Finance

New finance house gives SMEs choice

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new Belfast-based lending solutions platform, Clearpath Finance, is set to address the need for alternative finance by helping struggling small businesses to access finance from the mainstream lenders.

The new company has already drawn down £15m in its first tranche of loans, which will go towards licensed trade, retail and renewables projects. A further £10m is in this fresh pot of money and the company expects to lend in the excess of £100m within the next 12 months.

Clearpath Finance, a wholly-owned subsidiary to GDP Partnership, provides an alternative source of lending and, according to Director Conor Devine, they will do so in what is currently “a seriously under supported market.”

The company, a commercial boutique finance broker, has established excellent relationships working with a select number of peer-to-peer lenders, equity and mezzanine funders and private lending consortiums across the UK.

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Conor Devine MRICS of Clearpath Finance said: “The SME market has been seriously under-supported by the main financial institutions over the last ten years mainly due to legacy debt and balance sheet problems facing local banks. We identified an opportunity in the market to provide third party lending to businesses and organisations looking for additional financial resources through our comprehensive experience and research.

“By bringing together a number of larger financial institutions that have the capacity to support the SME sector in Northern Ireland through Clearpath Finance, we will ensure that business lending for the SME sector is through a simplified, uncluttered and expedient path.”

Small and medium-sized businesses are vital to the Northern Ireland economy and it has been a challenging trading period for those organisations who wish to grow, support their business, employ staff and procure additional materials as they have found limited access to financial resources to do just that.

Clearpath, which is regulated by the Financial Conduct Authority, will effectively offer termloan funding, secured or unsecured at rates of between 4 and 12%. SMEs are continuing to diversify their funding needs and Clearpath Finance is committed to providing those SMEs who wish to grow with the support and solutions that they require.

James Gibbons, Clearpath Finance added; “Many businesses in Northern Ireland are being turned down by the main street banks when asking for support for their business for one reason or another. From the hospitality sector to renewable energy projects, Clearpath Finance, depending upon each individual case, can offer up to 70 per cent of the ‘loan to’ value, ensuring that SMEs have the access to funds when they need it, whether it is for additional cash flow, to fund an extension, or to grow their business.

“We have continued to make major investments in our portfolio of businesses including establishing Clearpath Finance to provide a new finance stream for businesses across Northern Ireland.” ■

ANALYSIS

Dr Kevin Donaghy

Acting with Integrity: what can leaders learn from Trump and Allardyce?

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n inappropriate action or engaging in an inappropriate conversation is something many of us will come across in our everyday lives.

But when you’re in a position of leadership, you’re held to a different standard – the expectation is that you behave consistently and with integrity at all times.

When leaders fail to do this, they fail to inspire and motivate others.

Consider Donald Trump’s ‘hot mic episode’ aboard the Access Hollywood bus, or the secretly taped conversation between Sam Allardyce and the Daily Telegraph investigations team. Both saw support for their position take a serious hit (Trump) or disappear catastrophically (Allardyce).

Oftentimes, when leaders are seen to be acting inappropriately they push the very people they need ‘on their side’ away from them. The same is true for business leaders.

Integrity is an important attribute of effective

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leadership and it’s very different from social or positional power.

Certain behaviours are expected in today’s workplace – not only from the chief executive.

Irrespective of the leadership role, it’s an expectation that people behave appropriately.

Integrity can’t be delegated and it’s not something that your marketing and public relations team can spin.

Integrity is a tough one to pull off. It’s about doing or saying the appropriate thing irrespective of the consequence. Integrity shows up when your word matters just as much as the finest of legal contracts. It demonstrates high regard and care for others and, when we do this, our actions have power.

Integrity is closely linked to ‘accountability’ – another important leadership attribute.

Accountability involves taking on big commitments for the business, department or team and then doing what you agreed to do by when you agreed to do it.

Integrity and accountability are two leadership

attributes that can be learned. Therefore, it can be argued that a willingness to learn is a really important component of effective leadership.

A willingness to learn is something that you will recognise in the more effective leaders within your workplace.

Great leaders recognise that they need to develop themselves and their competencies on an ongoing basis. They demonstrate humility in their willingness to learn from anyone who can teach them regardless of whether that person is their partner, child, line manager or coach.

Integrity, accountability and a willingness to learn all require a level of selflessness.

Selflessness may not initially seem like an important trait of leadership. And no matter how selfless we try to be, it’s difficult to see any situation without a self-interest, a “what’s in it for me”.

As a leader, credibility depends on acting with integrity, accountability and putting the needs of customers and the business before your own. The consequences of doing otherwise can be costly. ■

ICT Quarterly

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Tsunami of criminality is swamping online Barry Egan tracks down Dr Mary Aiken to see how the woman dubbed the world’s foremost cyberpsychologist got on during a tour in the US

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s far back as June, Dr Mary Aiken was calling it like it is.

She described the race for the presidency in America as the Troll Election with Donald Trump as The King under the bridge. Albeit a poisonous potentate with bad hair denigrating and vituperating fellow candidates with, as Mary pointed out, name-calling – “Crooked Hillary” and “Crazy Bernie” and “Lying Ted”. This was coupled with, Dr Aiken added, The King’s deep-seated love of women: “dogs,” “pigs” and “disgusting”.

Factor in that special agent Avery Ryan in hit American television drama CSI: Cyber, played

by Patricia Arquette, is based on our very own Dr Aiken and it was no surprise when Mary went to America last month that the Irishwoman went down a storm. Even allowing for exaggeration, she was almost as much the talk of Washington as another blonde-haired woman by the name of Clinton.

Mary – who has been dubbed the world’s foremost cyberpsychologist and Mary, Queen of Cyberspace – was ostensibly in America all week to talk up her new best-selling new book, The Cyber Effect.

She was one of the keynote speakers at Dublin InfoSec 2016, the cyber security conference in the RDS. It attracted many the so-called “C-Suite” – that is executives with a ‘C’ at the beginning of their job title, like Chief Executive. There is also huge interest from the senior ranks of the public sector.

Last month Dr Aiken spoke at her book launch

DECEMBER 2016

party in Washington DC held at Morton’s The Steakhouse on Connecticut Avenue, close to the White House.

The smart party was attended by the main movers and shakers of the capital – some doubtless Trump fans, most possibly Hillary devotees – still they were politicos who were particularly interested in her views on the impact of technology on the developing child.

They would have read in their local paper, The Washington Post’s review of The Cyber Effect how Mary’s job is to be armed with facts, evidence and insights about potential risks.

That morning, Mary had delivered a guest keynote lecture to 1,000 cyber-midshipmen at the Naval Academy at Annapolis DC, the undergraduate college of the US naval service.

Speaking to the bright young naval students about the issues that modern society is facing online, Dr Aiken, who is based in Dublin, said: “As a society we are facing a tsunami of criminality coming down the line... online, from hacking to malware production, identity theft, online fraud, child abuse material/solicitation, cyberstalking, IP theft/ software piracy, data breaches, organised cybercrime, ransomware, extortion and cyber attacks – therefore it is critical that we understand the dynamic nature of cyberspace as an environment – and ongoing criminal behavioural evolution in this domain.” Mary also pointed out that earlier this year, in June, NATO officially recognised cyberspace as a new frontier in defence.

‘’That is, NATO formally acknowledged that modern battles could be waged not only on land, sea and air, but also on computer networks – this new recognition of cyberspace as a potential conflict zone presents important challenges to society in terms of international jurisdictional issues and cyber ethics.”

In terms of future threats, Dr Aiken pointed out: “At the Europol Cybercrime Centre we are very concerned about the evolution of ‘Crime-as-a-Service’ online – that is procurement services for criminal activity from rental of botnets, to denial-of-service attacks, malware development, data theft, and password cracking.

“Additionally, future increasing human immersion in cyber physical systems, smart houses, cars and cities and the Internet of things, will present an increasing number of attack surfaces for cyber criminal behaviour,” Dr Aiken said, adding: ‘’It’s an honour to be invited to address these young men and women who will go on to become leaders in US industry and politics, I was particularly pleased to see that 30 percent of the cyber midshipmen were in fact young women.

“It is so important to get more women involved in STEM (Science, Technology, Engineering and Mathematics), I spoke to the group about future cyber threats, resilience, cyber safety, security, and ethics – I am looking forward to continuing the discussion of these topics at Info Sec 2016 in Dublin next month,” she said.

Mary Aiken spoke at Dublin InfoSec 2016. ■

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ICT QUARTERLY

Silicon Valley should tread carefully over tech leaders’ threats to secede from US

By Elaine Ou

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any of the California tech industry’s leaders are unhappy with the outcome of the US presidential election. This being Silicon Valley, they’ve come up with an innovative response: secede from the union.

It’s one idea I hope they won’t bring to fruition.

California supported Hillary Clinton more than any other state, yet the election was called before its votes could even be tallied. The tech industry was particularly disappointed, given Donald Trump’s stance on issues like trade and immigration. As Sam Altman, president of startup incubator Y Combinator, put it in a tweet: “This feels like the worst thing to happen in my life.”

Silicon Valley won’t take this sitting down.

Shervin Pishevar, co-founder of transportation startup Hyperloop One, has promised to fund a campaign for California to become its own nation. Supporters are working on an initiative to put a referendum for California secession on the 2018 ballot.

Shortly after the election, residents gathered in front of the capitol building in Sacramento to rally for independence.

Whether or not secession works out, people like Mr Altman have plenty of backup plans.

In an earlier interview with the ‘New Yorker’, Mr Altman explained his preparations for the apocalypse: “I have guns, gold, potassium iodide, antibiotics, batteries, water, gas masks from the Israeli defence force, and a big patch of land in Big Sur I can fly to.” Plan B is to fly to New Zealand with billionaire venture capitalist Peter Thiel.

OK, this is why half the country hates the wealthy elite.

They can muck things up all they want, and

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simply leave when the going gets tough. And they love to experiment with other people’s lives. Mr Thiel co-founded the Seasteading Institute, a movement to build independently governed floating cities. Larry Page has designs on a regulation-free Google Island, Elon Musk plans to colonise Mars, and Tim Draper wants to carve up California and turn Silicon Valley into a mini-state.

Balaji Srinivasan, a partner at venture-capital firm Andreessen Horowitz, suggests that the tech industry might not even need a physical exodus, but can build technology to opt out of undesirable policies: “It could be something as simple as allowing people in the middle class to make tax shelters.” Maybe Silicon Valley will disrupt government with a civil disobedience app.

A similar sequence played out just before the Civil War. In 1860, Abraham Lincoln won the presidential election without carrying a single southern state. Wealthy cotton producers in the south saw no reason to support a government they no longer trusted, and seceded to form the Confederacy. They ran into trouble when the Union blockaded major ports to prevent the Confederate states from trading.

California’s secession is unlikely to go any better. It became the world’s sixth-largest economy thanks in large part to transfers from the rest of the country.

The Bay Area tech industry received much of its early funding from the US Navy for things like radios and aeronautics research, which created demand for vacuum tubes and San Jose’s mercury mines. The biggest buyers of early silicon circuits were the Department of Defence and Nasa.

Secessionists point out that California receives only 94c in federal spending for every dollar it pays in income tax. Yet leaving could sever crucial ties to the rest of the country.

Southern California gets most of its water from the Colorado River in Arizona, and the entire state’s natural gas and oil supply arrives through pipelines coming from Texas. Many California-based companies are incorporated in Delaware, for the lower tax rates.

In theory, state representatives could negotiate independent trade agreements, but this would cost a lot more than the 6 per cent of California tax dollars that go to other parts of the union (there’s something to be said for economies of scale). Plus, the new Republic of California wouldn’t survive a foreign invasion unless it built its own military or became the protectorate of another nation.

Mr Pishevar suggests that an independent California could someday rejoin the US (presumably after they elect a more favourable president).

That’s not how a nation-state works. The US is not a drive-through service station, and people don’t like it when a certain contingency gets to treat it as such.

Technology companies stash their earnings in low-tax foreign jurisdictions to avoid the high US corporate tax rate. ■

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TITLE

P2V Systems was delighted to be ranked 12th in their first year in the Fast 50.

P2V Systems ranked 12th in prestigious Deloitte Fast 50 L

isburn IT firm P2V Systems has been ranked 12th in the Deloitte Ireland Technology Fast 50 2016 at a special awards ceremony in Dublin.

The Fast 50 awards rank the very best in the indigenous technology sector and recognise those companies that have demonstrated exceptional growth in turnover over the last four years.

A new entrant to the ranking this year, the achievement marks a highly successful period of growth for P2V Systems.

Stephen McCann, P2V Systems Managing Director commented: “Since 2012, P2V Systems has increased turnover by over £1 million through organic growth and in the past 12 months the team has increased from 11 to 17 employees. This expansion increased our in-house skills base in order to support our ambitious growth goals. Substantial reinvestment has been made back into the business to further support this growth, and as part of a rapid expansion, we aim to double our workforce by 2018.”

The Deloitte Fast 50 award compliments a list of accreditations the company has achieved this year. An experienced Microsoft partner, the company has just received their third Microsoft accreditation. This is added to other recent achievements including two ISO awards and an Investors in People award.

P2V Systems attributes these achievements to helping sustain the on-going growth of the company and as a result, attaining a Deloitte Fast 50 entry for the first time.

Stephen added: “Developing our levels of expertise and our processes has been a core part of our growth. It’s important for customers to see the business is always striving forward and developing our IT solutions and our service. These accreditations are a great indication of this.

“It is an honour to be recognised in Deloitte’s Fast 50 and to be ranked in 12th position in our first year in the awards. We are also incredibly proud to represent and help grow the IT sector in Northern Ireland. Not only does this award acknowledge our successful

growth to date, but it is also recognition of the hard work put in to build the business by all at P2V Systems.”

The company expects further growth in both the UK and ROI markets through their IT solutions which include Professional and Managed Services, Cloud and Security Solutions, Business Continuity and Hardware and Software Procurement.

With their recent Microsoft Silver Partner accreditations, P2V Systems is growing their Microsoft Cloud Solutions offering, with customers benefitting from their Office 365 and Azure knowledge.

In addition to this, the company has invested in a new online platform to increase its Hardware and Software offering. The recently launched eShop which can be found at shop.p2vsystems.com, offers next business day delivery on competitively priced Hardware and Software items.

As the business continues to grow, P2V Systems is looking forward to building on their recent success.

info@p2vsystems.com www.p2vsystems.com

Shooting to the top of the sales charts

Glenn Roberts, Deloitte, Chris Martin and Conor Martin, Ozaroo Retail and Joan O’Conner (Deloitte).

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ne small business based in Antrim entered the punishing world of online retail and won. The story of Ozaroo is a classic tale, but a rare one today: a self-financed, debt-free family business taking on major players in its market.

“We saw the opportunity to increase awareness of the brand and to find out how we were doing in relation to other companies. It’s a good thing for the customers and the staff.”

That’s why Ozaroo founder Chris Martin put the business forward for Deloitte’s Fast 50 awards, in which it came fourth this year, but there’s more to the story.

Ozaroo is in online retail, a sector dominated by global giants, and one that is known for tight margins. Despite this, the company has succeeded, with 2,500 percent growth in five years.

The company started because Chris has a natural talent for business – and the world’s best known online marketplace was an outlet.

“I started on eBay myself, just me,” said Martin. “That got me used to selling online, and then I realised I could buy and sell products commercially.”

Ozaroo was launched, also moving on to Amazon and developing its own online presence, as well as a 22,500 square feet warehouse in Antrim’s Kilbegs Business Park.

“I’m 27 now and I started the company when I was 20. My brother, Conor, was 16 when we started the company, and within months my mum had quit her supervisor position at another company to join us. It’s very much a family business,” he said.

As Martin cut prices and expanded the product range, customers came in droves.

“It was mostly Australians initially, due to the exchange rate, as it was cheaper for them even with international postage. Since then we’ve become one of the biggest retailers on eBay and are rising all the time, and we’re on Amazon as well. It’s a multichannel retail operation,” he said.

Back in Antrim, goods are picked, packed and dispatched.

“Everything you see on the website is here on site in Antrim,” he said. “The efficiencies matter. We’ve been trying to keep costs low from the start. My brother and I were brought up to not get into debt, and we have none other than the mortgage on the premises. We don’t spend a lot of money, taking it out to buy cars or whatever, we reinvest it in the company, and we also try to save money when we buy things for the company,” he said.

The secret of Ozaroo’s success? Meeting customer desires.

“We, first of all, look for brands and products that people will love and that we can sell as much of as possible [as] we have a slim margin on them,” said Martin.

“We’ve expanded our product ranges and we’re trying to expand more, and to get more and more products to appeal to more and more people,” he said.

DELOITTE TECHNOLOGY FAST 50 AWARDS

Fast 50 winner Tommy Kelly, CEO, eShopWorld

Eleven companies from Northern Ireland ranked in Deloitte Fast 50

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leven companies from Northern Ireland have secured rankings in Ireland’s best-known technology growth index – the Deloitte Fast 50.

The awards, which are in their seventeenth year in Ireland, demonstrate the strength of the indigenous technology sector on the island. Cumulatively, the 2016 Fast 50

winners generated approximately £1.4bn in total annual revenues in 2015. The average revenue of companies featured on the list was approximately £28m, while the average growth rate of the companies over the last four years was 270 per cent.

Dublin-based eShopWorld secured the top spot for the second year in a row after it

achieved a growth rate of 2,596 per cent over the last four years. eShopWorld is a leader in global eCommerce and logistics management solutions that give online retailers control over the end-to-end customer journey.

Ozaroo Retail, one of the UK and Ireland’s fastest-growing online retailers, was the highest ranking Northern Ireland business at >

Conor Martin and Chris Martin of Ozaroo.com.

Glenn Roberts, Deloitte; Tommy Kelly, CEO, eshopWorld and Joan O’Connor, Deloitte.

DECEMBER 2016

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DELOITTE TECHNOLOGY FAST 50 AWARDS

The 2016 Deloitte Fast 50 Ranking Rank Company Name County 1 eShopWorld Dublin 2 Intellicom Ireland Dublin 3

Clavis Technology Limited

Dublin

4 Ozaroo Retail Antrim 5 Vizor Ltd Dublin 6

Wolfgang Digital Ltd

Dublin

7 Teamwork.com Cork 8

Spearline Labs Ltd

Cork

9 Action Point Limerick Flint Studios with Glenn Roberts, Deloitte.

10 Agile Networks Dublin 11 Tickets.ie Dublin 12

Eblana Photonics Ltd

Dublin

12 P2V Systems Antrim 13 Flint Studios Antrim 14 Aspira Cork 15

Simply Sun Ltd. T/A ClickandGo.com

Dublin

16 Granite Digital Cork Nostra Dublin 17 18 AccountsIQ Dublin 19 Asystec Limerick 20 Roomex.com Dublin Rising Star award: Sonia Armstrong, Ulster Business magazine, with Steven Cassin and Stephen Leathem of Engage.

number four on the Fast 50. The company ships more than 1,000 parcels a day to customers around the world.

21 CarTrawler Dublin 22 Welltel Dublin 23 Sales-Promotions Kilkenny 24

Phorest (Ndevor Systems Ltd)

Dublin

25 Camara Education Dublin Northern Ireland digital business Engage was named this year’s Rising Star award winner. This category recognises younger companies with the fastest growth in turnover over the past three years. Engage delivers content management, eCommerce and digital marketing solutions from offices in Belfast, Dublin and London and has recently completed work for Irish Ferries, Permanent TSB, Power NI and Chartered Accountants Ireland.

All four provinces are featured on this year’s ranking: 33 of the winners are Leinster-based, 11 are based in Ulster, six are from Munster and one from Connacht.

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The Irish Store.com & Giftsdirect.com

Dublin

27 EssentialSkillz Galway 28

The Web Bureau

Antrim

29

Arkphire – Bootstrap

Dublin

30

Topfloor Systems Ltd

Dublin

31 ITQuotes Dublin 32

Milner Browne (Ireland) Ltd

Dublin

33 Leaf Antrim 34 Neueda Consulting Antrim 35

Medical Accounts Services Ltd

Dublin

36 Ocuco Dublin Commenting on the companies on this year’s Deloitte Technology Fast 50 list, Peter Allen, Partner at Deloitte said: “We are delighted to be recognising these exceptional and innovative Irish companies.

Their contribution to the technology sector is critical to the success of the industry across Ireland and it is clear from the turnover derived from exports that they are having considerable success in global markets also. This ambition is hugely encouraging to see and will be increasingly important in a post-Brexit marketplace, where pressure on margins may necessitate diversification into other markets.

“For this reason, and due to the wealth of opportunity that presents itself, we expect developed and emerging markets to be increasingly important for local technology companies. The success that has been achieved to date by the indigenous technology sector leaves them well placed to capitalise on this momentum.” ■

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37 Creme Global Dublin 38 Integrity360 Dublin 39

Learning Pool Limited

Derry

40 Seopa Ltd Antrim 41 Ammeon Dublin 42 Emydex Technology Dublin 43 Tascomi Down 44 Novosco Ltd Antrim 45 Zinopy Limited Dublin 46 Openmind Networks Dublin 47

TransferMate Global Payments

Kilkenny

48 Data Solutions Dublin 49

Seven Technologies Holdings Ltd

Antrim

50 Blueface Ltd Dublin

DELOITTE FAST 50 2nd PLACE WINNERS : INTELLICOM IRELAND

Intellicom: ahead in the cloud

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mploying almost 850 people across various locations in Scandinavia, London, Paris, Antwerp and Dublin, CityJet is a privately owned Irish company.

When they looked to expand their aviation leasing services within the Scandinavian region, in early 2016, they realised that additional communications services would be required outside of its Dublin head office. The company opted for Intellicom’s flexible, cloud-based David Cadenhead, director of Information Technology, CityJet and Neil Wisdom, managing Telephony and Contact Centre solution for its new Helsinki office, director, Intellicom. rather than implementing a traditional hardwired telephony platform at the Finnish site.

“After reviewing Intellicom’s product and service offerings, we were impressed. We decided that their feature-rich and scalable cloud-based solution was the right fit for our expanding needs,” explained David Cadenhead, director of Information Technology at CityJet. Intellicom’s scalable solution means that capacity can grow in line with the airline’s evolving business needs in the region. “Because the core, systems equipment and backend for this operation are provided by Intellicom, we can scale up very quickly, as the business demands,” Cadenhead said.

The business benefits are already being realised even though the Intellicom solution has only been in place since April 2016, with call costs savings of about €1,500 per month. Cadenhead points out that there has also been an increased cohesion between offices with improved inter-office communication.

“The cloud solution aids general communication between staff, as they can now use internal phone directories and extensions,” he said. The new system is allowing CityJet to operate in a smoother, more efficient manner. “Although a little work was required to link the new platform to the legacy system, it was very quick to deploy, which was critical,” Cadenhead said.

In addition, CityJet needs only to provide minimal local support and maintenance resources, which means lower operational outlay and substantial cost benefits. “We have an intuitive web-based interface to do some remote administration, as required” Cadenhead explained.

In 2017, CityJet expects to carry approximately three million passengers across its operations throughout Europe.

With Intellicom’s flexible communications solution in place to support CityJet’s business strategy for continued expansion and business growth, the future is cleared for take-off.

+353(0)1 9015060 and www.intellicom.ie

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#Transforming Imaginethat careers advice with one 21st century solution Grainne Rodgers, Director at PwC, explains how the firm’s revolutionary new technology platform will connect the classroom to the boardroom and drive economic growth

Grainne Rodgers

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magine a world where informed holistic careers advice is the norm.

Imagine a world where a single platform provides consistent and personalised careers and employment advice to students. A platform that educates them on the myriad of academic routes and potential opportunities, and advises them of the right path to secure roles with their chosen employer.

Imagine a world where school children are connected with educational institutions, and ultimately employers; while simultaneously establishing an analytics driven approach to defining the current and future trends in the labour market.

“Wishful thinking,” you might say, but PwC are ticking all those boxes with a new careers platform currently under development which promises to transform the pathway from classroom to boardroom by using, in fact, some blue sky thinking.

It has emerged, as every good idea should, from a number of very strong needs.

by providing an easily accessible and ongoing information exchange from employers to students and from students to employers.

For their part, employers get to see students who have skills and achievements which match their requirements from an early stage.

Students who sign up to the platform build a profile based on their likes, dislikes, academic preferences and even current career aspirations, and this profile connects with a digital wallet of achievement, built on the Blockchain technology, that could replace all existing paper based achievements. It will allow them to record all curricular and non curricular achievements contributing to an achievement based society, cognisant of the growing trend of self-learning particularly in the digital skills arena.

It can provide employers with early access to talent and provides a complete view of the talent which is not restricted to academic achievement, but a wider, more rounded picture.

The content of the wallet cannot be fraudulently altered by any party and all changes are preserved and auditable. Security which does away with the costly and slow process of relying on hard copy degree or A Level certificates, and provides each student with a globally transferable digital record of their achievements.

In the past, a 15 year-old student, a large employer and a regional college or university were all faced with a plethora of ways to search, decide and connect with one another, but there has never been a single platform which does all three.

The platform will put them through a psychometric test and uses it - along with analysis of the other information in the file – to suggest a career which is best suited to their skills, one which may be completely different to the original choice.

For more information contact Grainne on Grainne.rodgers@pwc.com

It can give them an idea of salary, of career progression and of how competitive the field is in their chosen location, even going so far as to provide short on-the-job videos to offer an insight into the day-to-day experience.

A need from students for improved careers and training advice and a need from employers for a more targeted and accurate manner in which to influence and find talent, not to mention a number of needs in between from education providers and government.

This means that before embarking on a course aimed at their specific career, students can be fully aware of course content, a fact which means the reality doesn’t come as a shock.

Drop-out rates are sharply reduced, a big cost saving for universities and further education colleges and, further down the line, for employers.

Of particular importance is the latter’s need to level the employment playing field for people from all socio-economic backgrounds. PwC’s careers platform will address those needs

As the profile builds, the students get to see which employers are looking at them, how they compare in their chosen sector to their peers and how they can improve their employability.

To give an example of how important such an insight is, PwC as a large employer expects people to have a degree for the graduate positions, however it is the the non-curricular achievements which allow students to stand out.

We are creating it. Imagine that. ■

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Cross-Border Trade

DECEMBER 2016

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CROSS-BORDER TRADE

Border formalities: not welcomed, but unavoidable?

John Simpson asks how the border will look once the UK formally leaves the European Union and finds a non-disruptive solution is hard to define

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hen the UK leaves the EU, regardless of a possible range of specially-crafted arrangements, there will be an internationally-recognised border between the UK and the EU, or in parallel language, between the Republic of Ireland and Northern Ireland. Despite naïve political comments suggesting that no-one wants a formal border, a formal border with crossing rules will exist.

The political ambition to play down the changing framework is understandable. It will be answered with some tailor-made special arrangements but, without doubt, formal border mechanisms will be specified.

The first dangerous illusion to clarify is the impact of a continuing ‘freedom of movement for Irish and UK citizens’. The so-called ‘common travel area’ means that Irish and British citizens, as individuals, do not need to satisfy formal border checks

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as they travel on these islands. However, even then a note of caution is merited. Because the British and Irish authorities will need to have arrangements for checking non-UK and non-Irish people, that brings the logic that all people crossing the Irish border must be prepared to prove that they are free to move across border and that can mean needing evidence of residence or national identity. On occasion, documentation may be needed to prove free movement status.

The second feature calling for clarity is the arrangement for importing or exporting goods across the Irish border. Contrary to some of the publicity, a land border on the island of Ireland is not a unique or special international obstacle. Land borders already exist around the current EU affecting Turkey, Ukraine, Romania, Switzerland and Norway.

Land borders are, in principle, the same as borders determined by sea. Land borders attract attention partly because there is a suspicion that land borders are more porous.

Administration of national rules on tariffs,

quotas, licences and border taxes (stemming from VAT or excise duty) is fraught with smuggling, evasion and trade distortion.

The deep seated fear about the restoration of a more formal border on this island is that the trade and personal movement patterns now in existence have helped to create a single economic market which has been to the mutual benefit of people and businesses, north and south. In essence, the argument against a formal ‘hard’ border is the same as the argument that we should avoid Brexit: a re-run of the referendum. On that basis, the UK has made a decision with which a majority in Northern Ireland could be expected to disagree, but for the UK it is done.

The re-instatement of an Irish border is sometimes compared to the security apparatus that was needed during the period of terrorist violence. That is understandable but misleading. The valid comparison is the influence of the then border in the 1950-60’s.

All vehicles needed documentary evidence, movement of goods was potentially subject to

CROSS-BORDER TRADE

customs or excise duty, and in Northern Ireland work permits for people from the South seeking employment (under the Safeguarding of Employment legislation) were required.

A border with a role as an agency to monitor migration is potentially toxic if personal freedom to live and seek work is constrained.

A border to monitor trade and tax liabilities for VAT or excise is an incentive for smuggling or other forms of deception. The continuing distortion in fuel duties on this island is a reminder that, even now, the Irish border can play a disruptive part.

If there is to be a formal border between UK and the EU, or more domestically between Northern Ireland and the Republic, the authorities have already made clear the ambition to have minimal disruptive consequences.

Other neighbouring countries, in and outside the EU, already operate systems that have only marginal impact. The systems affecting Norway and Switzerland are illustrative.

Norway and Sweden have a 1,000 mile long land border where the Swedish rules (reflecting EU policies) match those agreed

by Norway. Recently The Times reported that Norway is installing permanent cameras on 80 road crossings between the countries at a cost of £13m. The cameras will act as passive recording devices to allow drivers to treat these crossings as unimpeded (a ‘green’

DECEMBER 2016

route) where there is nothing which needs to be declared.

However, the report from Norway is that all freight crossing the border must be declared and that, on a main crossing, the Swedish and Norwegian authorities use a one-stop system, serving both, rather than the older stop on both sides requirement.

For the future Irish border there is a hope that the UK and Irish authorities might agree an IT-based document declaration and clearance system with only a random stop and search back-up. The mechanism to streamline or integrate any cross-border customs requirements with documentation to allow the VAT collection system to function smoothly is still to be demonstrated.

The evidence from Norway is that, even with good co-operative arrangements, when the external frontier of the EU is next to a non-member state border, formal arrangements are significantly more demanding than the free flow that is standard within the EU.

An important distinction must be made on the impact of variable exchange rates. Following the devaluation of the pound sterling, cross border shopping (south to north) has been temporarily incentivised. For goods and services supplied by traders, cross-border shopping incentives will be temporary. As wholesalers and distributors adjust their supply chains and as the currency differential stabilises, cross-border shopping incentives will diminish.

Of course, the changed exchange rates will have a more serious impact for services, such as hotels and tourist attractions, where the exchange rate will have a continuing impact.

Sterling has now adjusted to exchange rates that are thought to be a better market outcome than before the referendum. Sterling is now likely to stay nearer to 90p/€.The danger for the Republic of Ireland is that the euro is now over-valued for Irish comparisons.

Living in the euro-zone means that Irish currency transactions may, technically, be too strong for current market conditions. However, being in the euro-zone gives little scope for flexibility to suit the Irish market conditions. ■

The anticipation of a more formalised border on this island calls for more systemic trading arrangements.

However, the operation of a minimally disruptive border must also acknowledge the extra complications of a marketdetermined currency exchange rate.

In the last five months sterling has depreciated by nearly 15% relative to the euro.

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CROSS-BORDER TRADE

Brexit: how to make the most of the referendum aftermath The fallout from the UK’s decision to leave the European Union looms large in the business world, putting cross border trading in the spotlight. One local business that specialises in cross-border trade is MCL Insurance and its Managing Director, Gary McClarty, explains how local business owners can make the most of selling their products and services to different markets in the wake of the referendum

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rexit has created an air of uncertainty not just in our local market, but in businesses and industries around the world.

The fact that nobody quite knows how the decision to leave the EU will impact businesses and consumers has created a panic in some quarters, with Sterling being the biggest casualty thus far.

For all this uncertainty, one thing remains true for me; Northern Ireland has been and will continue to be a great place to do business, especially for organisations like us who export goods to different markets.

Our main export market is the Republic of Ireland. From our base in Coleraine, we handle over 85,000 motor insurance policies in Ireland worth over €65m through our Its4Women, BoxyMo and 25 Plus brands.

We have over 110 staff and we’re proud to be based in Northern Ireland.

Being based locally has many great benefits, from a low cost base to proximity to markets in London, Dublin and beyond.

For a business like ours based locally but trading in Ireland, the weakened pound is more of a blessing than a curse, making our products even more attractive to our customers.

Being a Northern Ireland company also affords you a certain personality.

The people of our country are known the world over for being genuine and humorous, and these traits carry into the business world. I think it’s important for any business based here with a desire to trade internationally to dial that up and develop a personality befitting of its roots.

While it’s important to retain a certain ‘Northern Irish-ness’, being aware of how your company or brand is perceived in the markets in which you trade is also key. For example, our brands that trade predominantly in the Republic all have .ie web addresses and Irish phone numbers.

It might sound basic, but people will usually support a local brand so whether you’re in Dublin, Dubai or Detroit, it’s best to develop a local

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Gary McClarty, MCL Insurance Managing Director

angle to what you’re doing, without compromising the nature of what makes you special in your homeland.

Regardless of the eventual outcome of Brexit, I firmly believe that Northern Ireland is home to some of the most innovative and exciting business brains in the world and with everyone pulling in the same direction, we should look to the future with hope and expectation rather than fear and trepidation. ■

dalypark

BREXIT – ‘The times they are a changin’

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ob Dylan may have written ‘The Times They Are A Changin’ over half a century ago but the sentiment was as relevant as ever when Theresa May announced at the end of September her intention to invoke Article 50 by the end of March 2017, although it now seems this will have to pass a parliamentary vote.

While the impact of Brexit will have UK-wide implications, Northern Ireland’s location and economic structure mean that we will have our own unique challenges to overcome. A lot of the major challenges presented will ultimately depend on the fundamental agreements reached within the Brexit negotiations which so far remain uncertain. As we move through these negotiations, I think we will get a clearer picture of which local industries will be most significantly impacted when decisions are made on key issues such as immigration, the land border with the Republic of Ireland, access to the Single Market and, in relation to agriculture, how currently EU funding will be replaced.

Ultimately, our collective objective has to be to secure the most favourable border conditions to allow free movement of goods, services and people. It will be difficult to secure free movement but the land border with Ireland presents a unique situation that ultimately must lead to some bespoke arrangements being put in place.

The EU has indicated that it will not make any negotiation easy for the UK on these key

Newry (028) 3026 7715 Lurgan (028) 3832 4924 Belfast (028) 9072 6000 Website www.dalypark.com

issues. However, it is important to remember that favourable conditions are essential to the Republic of Ireland and therefore the Irish government will be fighting to ensure the EU take their position into consideration when they are at the negotiation table.

Other factors will also impact on the arrangements that are established such as the UK/Ireland Common Travel Area which, in fact, pre-dates the EU’s establishment.

The Good Friday Agreement (1998) and the St Andrews Agreement (2006) also lead to the development of several cross-border functions such as Tourism Ireland, InterTrade Ireland and the North-South Ministerial Council, which in fact is meeting in November to discuss the implications of Brexit. The existence of such bodies can only strengthen the case for special arrangements to be put in place.

As accountants and business advisors, we have a vital role to play supporting and advising our SMEs throughout the Brexit process and beyond. There will not only be the inevitable transition from the current EU VAT system or changes to financial reporting requirements but also assistance required with the development of business strategy to address the challenges that are presented. This may include advising on streamlining business processes to achieve lower costs if businesses are faced with trading tariffs, working with financial institutions to provide solutions to fluctuations in the value of sterling or assisting with the sourcing of finance to ensure that

Jonathan Abbott BSc ACA Senior Manager – Audit, Accounting & Advisory businesses can positon themselves correctly to deal with arising challenges.

Local businesses also need and deserve the support of others such as the financial institutions mentioned, business development and commerce groups, and ultimately a stable collective Executive that have the ability to fight for our little corner of the UK to secure the desired trading arrangements and investment in business, skills and infrastructure.

There is no doubt that there are difficult times ahead but the message for the Northern Ireland economy must be that the resources will be put in place to allow us to deal with the challenges and ultimately seek out the opportunities to prosper post Brexit. Yes, ‘the times they are a changin’, but, to quote a modern day classic, ‘you gotta roll with it’.

How the new General Data Protection Regulation will impact TITLE

As has been well publicised, the new General Data Protection Regulation (GDPR) published in the Official Journal of the European Union on 4 May 2016, will come in to force on 25 May 2018. As the implications of the new GDPR are extensive, all businesses dealing with personal data, including financial services providers, need to start now to plan for the new requirements

WHAT’S NEW? The GDPR has been in progress since 2012 and has gone through extensive debates and changes over the last four years to get to the final text. The new rules aim to protect individuals, by setting out clear rights and requirements, balanced with the need for data processing in business, services and society. As noted in the GDPR recitals: ‘The processing of personal data should be designed to serve mankind. The right to the protection of personal data is not an absolute right; it must be considered in relation to its function in society and be balanced against other fundamental rights, in accordance with the principle of proportionality.’ [1] The recitals also note the impact of technology: ‘Rapid technological developments and globalisation have brought new challenges for the protection

Milla Mawhinney, Head of 40 for Allianz Ireland Compliance

of personal data. The scale of the collection and sharing of personal data has increased significantly.’ [1]

• The existence of automated decisionmaking, including profiling, and meaningful information about the logic involved.

The GDPR affords flexibility to EU Member States to adopt their own additional rules in some areas, and it is likely that that in each EU Member State there will be the core data protection rules as set out in the GDPR and some additional local requirements.

Another potential impact for organisations is where personal data is received from sources other than the data subject. Organisations need to provide affected individuals with a privacy statement within one month, except where this would involve disproportionate effort.

THE CHANGES Some of the key changes introduced in the GDPR include new provisions in relation to unambiguous consent, which means that consent needs to be obtained from any individuals whose data you obtain. There are also limitations on the processing of personal data relating to criminal convictions and offences. For some organisations, including insurers, this could have a significant impact, and organisations need to seek guidance from local authorities, including the ICO (UK), and the ODPC (Ireland), to evaluate this area.

There are also changes in relation to subject access request (SAR) timeframes, with a new one month timeframe for providing information (currently 40 days). A useful caveat is that a further 2 months are allowed where requests are complex and/or numerous. A further rule sees standard SARs provided free of charge, however a new provision allows data controllers to charge a reasonable fee where a request is ‘manifestly unfounded or excessive’, or even refuse to act on the request in these circumstances.

Under data portability provisions, an individual has the right to have personal data transmitted directly from one organisation to another. The capability of firms to provide this will need to be evaluated and solutions implemented.

In relation to privacy statements, these are also extended under the GDPR, and extensive additional information is to be provided to the data subject. This includes: • The period for which personal data will be stored.

• Details of the rights of individuals including the right to restrict processing.

• The right to withdraw consent at any time.

• The right to lodge a complaint with a supervisory authority, whether the provision of personal data is a statutory or contractual requirement.

DECEMBER 2016

While the GDPR allows member states to implement restrictions in relation to some of the GDPR provisions in specific circumstances, this is limited to privacy notices, SARs, portability and automated decision making, meaning that the other rules cannot have further caveats introduced. Alongside this, Member State law can allow for processing in specific circumstances.

Data protection by design is frequently noted in recent privacy publications, and in this area the GDPR requires data controllers to implement appropriate technical & organisational measures to integrate the necessary safeguards into all processing activities, both at concept and at delivery stages.

CONTINUITY As at present, data controllers must only use processors who safeguard data appropriately and in line with the regulations, and this must be documented in writing. Under GDPR, both data controllers and data processors need to maintain detailed records of processing activities under their responsibility. These records must contain: • The name and contact details of the controller.

• The purposes of the processing.

• A description of the categories of data subjects and of the categories of personal data.

• The categories of recipients to whom the personal data have been or will be disclosed.

• Transfers of personal data to a third country or an international organisation.

• The time limits for erasure of the different categories of data.

• A general description of the technical and organisational security measures.

BREACHES & ASSESSMENT While the Republic of Ireland already has

a Breaches Code of Practice, under GDPR a breaches code will be required in all EU member states, with a 72 hour timeframe for reporting. Breaches also have to be reported to the data subject, again this is already in place in the Republic of Ireland.

Privacy Impact Assessments will become mandatory under the GDPR which means that data controllers must carry out assessments of the impact of proposed processing operations on the protection of personal data. This will include projects, products, campaigns, data mining, etc.

Another new requirement is that where processing would result in a high risk in the absence of measures taken by the controller to mitigate the risk, a data controller must consult the supervisory authority prior to processing.

Finally organisations operating on a large scale must appoint a data protection officer, with specified tasks under their remit, and a new data protection certification mechanism is introduced in the GDPR, which will enable controllers and processors to demonstrate compliance with the regulations.

So in conclusion, some challenging requirements, and time to get planning! With stronger enforcement, and fines up to €20 million or 4% of firms’ total worldwide annual turnover, these are significant deterrents to breaking the rules. ■ Ref: [1] Official Journal of the European Union (2016) General Data Protection Regulation [Internet] http://eur-lex. europa.eu/legal-content/EN/TXT/ PDF/?uri=CELEX:32016R0679&from=EN1 NOTE: This information is for guidance only and is not intended to be definitive or taken as any form of legal advice. You should obtain such independent advice on GDPR as you deem appropriate to your circumstances.

Willa Mawhinney is Head of Compliance for Allianz Ireland, based in Dublin, covering the Irish and Northern Irish jurisdictions.

Schedule permitting, she is a speaker at Compliance events and Data Protection conferences. Willa completed her Masters in Business Administration in 2007, focusing on leadership and organisational behaviour, and she lives in Holywood, Co Down.

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RECRUITMENT

2017 to see increased business activity and recruitment

Belfast Book Review: ‘Mindset’

by Carol Dweck

By John Moore, Regional Managing Director of Hays Northern Ireland

David Meade and Laura Jackson, Partner at BDO Northern Ireland, step inside ‘Mindset’ a motivational title that aims to help business leaders reach new heights. But does it fly?

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mployers in Northern Ireland are predicting a bright start to 2017, according to the latest Hays UK Salary & Recruiting Trends guide, but employees are feeling less certain.

Our annual survey, which occurred prior to the EU referendum vote, canvassed opinion of over 200 employers and 460 employees across Northern Ireland as part of a wider UK poll of over 17,000 employers and employees.

We found an overwhelming 95% of businesses in Northern Ireland expect activity in 2017 to increase or at least stay the same. Just 5% of organisations are predicting a decrease in activity, suggesting a largely positive medium-term economic outlook among employers. Positively, four-out-of-five businesses say they plan to recruit new staff in the next year which is somewhat higher than the UK average of 73%.

However, employers fear the skills shortage will persist into 2017 as over one-fifth of employers (21%) felt their organisations did not have the talent needed to achieve their strategic business objectives.

A subsequent poll in September of over 2,000 employers and employees across the UK indicated that the EU referendum had a negligible impact on business confidence. UK businesses are reassured that the predicted immediate economic downturn will not materialise and postreferendum, 94% expect their business activity to remain the same or increase in coming year.

Employee dissatisfaction with pay combined with skills shortages in key areas means salary expectations have risen and four in 10 NI employers (42%) believe they will face applicants with unrealistic salary expectations.

With employees feeling increasingly dissatisfied in their current roles, if employers want to attract the best talent without paying over the odds in salary costs they would be well advised to consider how else they can appeal to and motivate employees. Career development, work-life balance and organisational ethos are all important to employees and will contribute to employees’ decisions about their career plans for 2017. ■ For more information on Hays UK Salary & Recruiting Trends 2017, visit hays.co.uk/salary-guide. To find out more about Hays Northern Ireland log on to hays.co.uk/ni or follow us on Twitter @HaysN_Ireland

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‘M

ind over matter’ is more than a mantra for weary team-builders gearing up to step on hot coals. For world-renowned Stanford University psychologist, Carol Dweck, the mind-set adopted towards almost any challenges of life and business is arguably more important that ability and talent.

Though her book Mindset: How You Can Fulfil Your Potential was penned in 2012, the recent US election result is perhaps an intriguing example of Dweck’s theory at work. The best qualified, most experienced and arguably most capable candidates don’t always outperform those with unstinting drive and determination.

For businesspeople, Mindset is not simply an expanded riff on old motivational clichés. This is a fresh and compelling solutions-oriented handbook. Grounded in real life examples it shows how the way we think shapes our success and, more importantly, what practical steps we can take to alter our ideas and improve our outcomes.

Bill Gates credits Dweck’s research with having a big impact on his thinking and it’s easy to see why. Her premise is accessible to all readers and the advice is applicable to all businesses. What you believe affects what you achieve and, believe us, this is a book you’ll want to explore more than once. ■ Mindset by Carol Dweck is the second book to be reviewed as part of the Belfast Book Review, a free bi-monthly club where professionals can discuss the latest in business thinking. To join the club or find out more visit www.bdoni.com or email Judith.Stewart@bdo.co.uk.

TITLE TITLE

Public Sector

DECEMBER 2016 DECEMBER 2016

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PUBLIC SECTOR

Infrastructure for a modern economy?

Infrastructure minister Chris Hazzard tells David Elliott how Brexit has impacted some of the projects on his remit, how he’s keen to explore private finance initiatives and how public transport is the way forward

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ould-be commuters from Randlestown to Cork might not have had any particularly strong feelings on Boris Johnston and other Leave campaigners before now but you can bet they’ve been cursing Brexit campaigners since late October.

That was when the Minster for Infrastructure Chris Hazzard put a hold on the York Street Interchange Scheme, one intended to replace one of the most infamous traffic bottlenecks in Northern Ireland with a series of flyovers and underpasses.

Its development would have meant there would be no traffic lights on the route from the County Antrim town and Cork City but Brexit has, to use a phrase closely associated to the area, brought the process to a standstill.

It means the 100,000 vehicles – commuters, lorries, vans and even the odd Randlestown to Cork commuter – which use the interchange every day will have to deal with continued delays for the foreseeable future until the development can nail down funding.

The minister, in an interview with Ulster Business, said Brexit had forced him to lengthen the procurement stage for the project despite assurances from the Chancellor that the 40% funding which it and other projects qualified for from the European Union would be honoured by the Treasury before we leave the EU.

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Mr Hazzard said he wasn’t convinced that such a pledge would ring true for all projects and said he was taking a cautious approach.

“Some of the guarantees are not as rock solid as I would have liked,” he told Ulster Business, pointing out that while Westminster has backed the 40% EU funding, the remaining 60% funding comes from Stormont. “Brexit will undoubtedly put pressure on the Executive’s building spend.

“My message has been clear: I see strategic value in the York Street Interchange but I have four flagship projects which were agreed by the previous Executive and that’s what I’ve been tasked to deliver.” (Just before going to press, the minister announced he was progressing with the scheme but how the funding would be found was still unclear.)

Those flagship projects are improvements to the A5 and the A6, the recently announced Belfast Transport Hub and the development of the Belfast Rapid Transport system.

“What you’re seeing is a balance between road infrastructure to connect the west – something which should have been done decades ago – and investment in public transport network,” he said, hinting at years of underinvestment by previous Executives.

That public transport investment is one which Mr Hazzard sees real value in by freeing up >

PUBLIC SECTOR

DECEMBER 2016

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PUBLIC SECTOR

roads in and around Belfast and connecting Northern Ireland to Dublin.

“A more streamlined Enterprise service and better connectivity between Dublin and Belfast is extremely important as we look to grow the economy in the years ahead.

“The new Belfast Transport Hub is going to be transformative to Belfast, not just for the city centre but for the entire region. Increasing the number of platforms will enable us to work with our partners in Dublin to have an hourly service to the city and further down the line we’ll see the electrification of that line.

“And then of course there’s Belfast Rapid Transit which will link the west to the east of the city when it launches in September 2018.”

It’s these projects which the minister said would take priority.

“Around 40% of people in Belfast don’t have access to a car. It’s a statistic which surprised me but proves we need to develop a public transport network to keep the city moving forward. We know there are congestion problems in Belfast and we need to see other ways to ease it.”

“I have to be careful we don’t start projects and find out in four or five years’ time there isn’t enough budgetary flexibility so we have to be smart.”

Once those projects are nailed down from a funding point of view, Mr Hazzard said others, such as the York Street Interchange and the second phase of the Belfast Rapid Transport system – linking north to south Belfast – can get firmer commitment.

That is unless he can secure private sector finance in the meantime.

“I was recently in China talking to investors, we’re talking to the CBI and we’ll be talking to all sorts of business to see if there are alternative finance arrangements we can come to get these projects up and running as they’re very important to our society.

“That’s why I didn’t scrap York Street; I simply lengthened the procurement stage so we had more time to take stock of the best financing arrangements.

In the meantime, the minister is keen to get more people onto public transport, partly to ease traffic pressure on the roads but also to provide a better service for those who have no alternative.

“Around 40% of people in Belfast don’t have access to a car,” he said.

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Minister Hazzard with President Jin of the Asian Infrastructure Investment Bank, who he met to discuss infrastructure funding opportunities.

“It’s a statistic which surprised me but proves we need to develop a public transport network to keep the city moving forward. We know there are congestion problems in Belfast and we need to see other ways to ease it.

“We need to be creative and to find initiatives to get people on public transport, to get people to leave the car behind, to avoid single passenger journeys as much as possible and to tackle that we need to give people an viable alternative option.”

He pointed to the £50m upgrade of bus and train operator Translink’s ticketing system as an essential part of that transformation and praised the organisation’s CEO. “Chris is the perfect guy to lead Translink during this period because he’s innovative and his ambitions match ours. This is something which is hugely timely we’ll be helping deliver the Translink Future Ticketing System over the next couple of years.”

With the use of smart cards, contactless payment and other high tech solutions, he’s hoping to use the gleaned data to step up the level of symbiosis in the organisation.

“We will use data to create a top-class integrated online service to connect the trains, buses, taxis and airports through an integrated transport network. You’ll know exactly where your bus is or when the next train arrives and be in control of your journey.”

But while the future for this and the flagship projects looks bright, drivers will have to wait for the York Street Interchange development.

Boris, it appears, is to blame. ■

Continuous Commitment As a client of Caulfield Corporate you will form a relationship with our company and we will be a long term partner for your business. That is why we put a premium on getting to know you and your organisation.

We put your needs first and we will always keep it that way.

Insurance & Risk Advisors

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Caulfield Corporate 162 Lisburn Road Belfast BT9 6AL T: 028 9066 1999 F: 028 9066 3560 caulfieldcorporate.com

05/12/2014 16:57

EVENT

Justin Rush and wife Clare Rush of Abacus Professional Recruitment.

Abacus Director, Alan Braithwaite with Jackie Devine, Tony & Jennifer Breen and Joe Hyland from SOS Bus NI.

Abacus Professional Recruitment celebrates its 13th birthday in style

J

oining the Abacus team on Thursday November 10th 2016 to celebrate the local firm’s move into its teenage years were a long list of advisors, supporters and clients. Belfast’s exclusive Cabaret Supper Club was the venue for this stylish BlackTie event which proved to be a great success for all involved. Guests were greeted on arrival with a champagne reception, provided with a sumptuous dinner and entertained by a live ‘Rat pack’ ensemble.

Raffle and Auction Prizes included Carl Frampton signed boxing gloves, Ulster Rugby Shirt and Signed Manchester United Football.

Justin Rush, Director at Abacus stated: “What a fabulous evening. Great company, fantastic food and wine, superb entertainment and we managed to raise over £4,000 for SOS Bus NI, a charity that undertakes much needed work here in our City”.

Dominic O’Neill, FTB and Denise Braithwaite.

Anne-Marie Dugan and Moira Murphy of Explorisitics.

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EVENT

Widefloor picture of assembled guest.

Alan & Denise Braithwaite, Abacus Professional Recruitment with Dominic O’Neill, First Trust Bank.

Justin Rush welcomes the guests to the celebration.

Abacus Directors present Cheryl Stone, Marketing Manager with a gift.

Lloyd McKeag of Reid Black collects his auction prize.

Damian Farrell (far right) receives a gift for 10 years’ service with Abacus.

John McKenna of Energyst collects his auction prize.

Alan Braithwaite hosts the Raffle and Charity Auction.

Joe Hyland, CEO of SOS Bus NI addresses the audience.

DECEMBER 2016

Emer Hinphey of Thinkpeople collects her raffle prize from Jackie Devine.

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NEWS

The Chandler Group launches personal and family protection business

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ichael and Laura Chandler are proud to announce the opening of 360 Protection Choices – the first of its kind for personal, family, business and home insurance in Northern Ireland.

360 Protection Choices is the third business in the Chandler Group, joining Michael Chandler Estate Agents & MC Mortgage Choices. The launch has seen the company acquire a third premises on the Ormeau Road in South East Belfast, creating instant roles for five personnel with further growth and expansion planned for 2017.

It was through setting up and running the MC Mortgage Choices division that husband and wife team Michael and Laura truly began understanding the importance of personal protection. As parents of four young children, running a household and multiple businesses, it became apparent to them that too many people were vulnerable to financial disaster should something happen to them or their partner, having witnessed first-hand the devastation it can cause to a family when the correct financial protection is not in place.

Over time it became a passion and a personal mission to introduce a specialist protection business to Northern Ireland designed to give people a true understanding of what they need to financially protect themselves, their family, their home and their businesses.

Laura and Michael Chandler

Commenting on their journey to launching the new service, Michael Chandler said: “We were extremely moved and touched by what we discovered about families who had been looked after and cared for financially when disaster struck. It was devastating to hear of families who had no protection in place and lost their jobs, homes and life as they knew it – just because no one had taken the time to explain the importance of personal insurance, or because they thought they could not afford a small amount every month, but were happy to spend it on the less important things in life.” ■

Value-added security solutions from Diamond Systems for the hospitality sector

T

he team from Diamond Systems exhibited at the recent Hospitality Exchange event in Ramada Plaza, Belfast, showcasing one of their latest products – CCTV Analytics software from leading global manufacturer, Axis Communications. The software was certainly a talking point for all the visitors to the stand, including NI Hotel Federation’s President, Mr Ciaran O’Neill. Using innovative technology, the software provided gender and age analytics on all those who passed by the stand throughout the two day exhibition. Diamond Systems have been delivering fire and security solutions in Northern Ireland since 1987, and offer services in the design, installation, maintenance and servicing of all types of electronic fire and security systems. Pictured are Rose Rea and Steve Snodden at the stand with NIHF President Ciaran O’Neill.

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TITLE

Outsourcing

Sponsored by

DECEMBER 2016

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OUTSOURCING

To outsource, or not to outsource?

Ulster Business possess the outsourcing question to Sean O’Connor, General Manager, Sky Services at Firstsource Solutions, a company carries out functions on behalf of a raft of global corporates from its Northern Ireland bases

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OUTSOURCING

WHY SHOULD A COMPANY OUTSOURCE? Outsourcing is a successful operational model which has been rolled out across many global organisations to date. As a Business Process Outsourcer (BPO), we at Firstsource are lucky to work with leading global brands across the telecoms, media, healthcare and banking sectors in managing parts of their operations.

The benefits in doing so include lower operational and labour costs, freeing up money and resources to enable organisations to focus on other core business areas, as well as growth and development.

Our success to date has been based on the ability to work with new businesses as a fresh set of eyes. This allows us to recommend new ideas and innovations to processes and procedures, which then enables improvements to be made to our client’s operations, in turn enabling them to deliver end results to their customers.

Our innovation in the delivery of customer services, has led to the succession of numerous new client contracts and award wins over recent years. This year alone, marks

DECEMBER 2016

the 10th anniversary of our operations in Northern Ireland – a testament to the quality of our work to date.

HOW DOES OUTSOURCING WORK? Outsourcing works for any company looking to contract out an area of their business. It can be on or offshore. Onshore outsourcing is when a business obtains the services from someone outside a company, but within the same country. Offshore outsourcing is the obtaining of services from people or companies outside the country. Firstsource also manages a range of client services at our sites. This is an effective approach, which is a growing area of our business and means that we can work closely alongside the client. Another growing area of our business is to manage the outsourcing of our client operations, out of an employee’s home – so they are effectively working from home on a client contract. Again this saves significant operational costs for both the BPO and the client at large. For employees, it offers the flexibility to fit within their individual needs and lifestyle. We currently have 140 employees across the UK availing of the benefits of working from home.

DOES OUTSOURCING WORK BEST IN SOME INDUSTRIES RATHER THAN OTHERS? I don’t think that it’s restrictive to different industries – it’s about establishing your customer and your client’s needs and working with them in partnership to provide a sensible cost-effective solution that meets the needs of their customers. Also, it involves enhancing what they have currently and building upon that. I see it as cross fertilisation, based on utilising of best practise from other business verticals.

HOW CAN A COMPANY MAKE SURE THEY DON’T LOSE CONTROL WHEN OUTSOURCING CERTAIN SERVICES? BPO’s have many teams involved in the delivery of client contracts – one of which is a quality control team. These teams work solely to review and monitor the quality of customer service to meet the needs and expectations of our client contracts. In addition, operations managers and site heads ensure that the day-to-day operations are met and that ideas and innovations are implemented where appropriate, to improve the customer >

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OUTSOURCING

Sean O’Connor

experience further. Its more partnership based – with clear deliverables, who is doing what, how those things are measured and delivered.

Agreeing reviews be they weekly or quarterly is also important, as is reporting – talking to your client every day and then making sure that all of your staff are working to one shared goal.

Our focus at Firstsource is our people, as happy employees make productive employees.

Employee engagement is at the centre of everything that we do – whether it’s an event to develop or engage our staff, support our local communities or to boost morale at large. We have just recently been awarded ‘Employer of Choice’ at this year’s Business in the Community Northern Ireland Awards in recognition for our focus on wellbeing and learning and development.

HOW CAN YOU ENSURE HIGH LEVELS OF SERVICE WILL BE MAINTAINED WHEN A COMPANY OUTSOURCES? In outsourcing we believe that it is vital to have an experienced team to develop, coach and support our leaders and advisors in delivering a high quality customer experience.

To ensure that we have the right skilled people in the right roles, we seek out people who can find better ways to do things and who do not

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accept the status quo to support and develop our advisor population. Our team consist of highly capable individuals who are selected amongst the pool of top performing agents.

We train the individuals on call analysis, capturing customer experience, feedback skills and they are developed on an on-going basis using our in-house built toolkits.

“Our success to date has been based on the ability to work with new businesses as a fresh set of eyes. This allows us to recommend new ideas and innovations to processes and procedures, which then enables improvements to be made to our client’s operations, in turn enabling them to deliver end results to their customers.”

These tool kits help us build a standard measureable skill requirement list. Our entire framework is built with ‘people’ at the forefront.

We take time to get to know our people at the front line as well as our customers, so that the service can be personalised and we can be successful as a business and a team. Our employees are our real competitive advantage.

They’re the ones making the magic happen so we ensure that their needs are being met.

Delivering exceptional service will be at the heart of everything that we do, the foundation which our business and team is built upon.

Because of our unique Quality approach and years of experience, we will develop customised integration plans and business as usual coaching plans to aid our advisors. This personalised ‘people centric’ approach ensures that our people feel welcome, supported and prepared in their positions, in turn giving them the confidence and resources to make a positive impact that meets the strategic needs of client requirements.

ARE THERE ANY SERVICES YOU WOULDN’T OUTSOURCE? I don’t think that there are any services that cannot be outsourced. To date, we have contracts in sectors to include banking & financial services, insurance, telecommunications & media, and healthcare. ■

0593 RS Advertorial QUB UB.qxp_Layout 1 17/11/2016 15:31 Page 1

Northern Ireland’s Leading Support Services Business Secures 3 year contract to provide Cleaning Services to Queen’s University Belfast.

Queen’s University Belfast has awarded a 3 year contract to Robinson Services to provide the cleaning services to approximately 40% of the university campus. The contract involves the provision of cleaning and laundry services to some of the most interesting and iconic buildings in Northern Ireland. The contract commenced on 9 July 16 and will run concurrently for a period of 3 years.

Queen’s University Belfast is steeped in heritage yet benefits from world-class, state-of-the-art facilities and Robinson Services are proud to have an association with such a high profile centre of excellence . Under the contract, which runs until 2019, Robinson Services will provide specialised services to ensure the 3700 employees and 25,000 undergraduate/postgraduate students receive the highest possible hygiene standards.

David Robinson commented “This is a highly significant contract award with one of the UK’s leading universities. We look forward to providing the highest standard of service to Queen’s University Belfast for the next 3 years” Robinson Services offer our wide range of services to schools, colleges and universities throughout Northern Ireland. Our management teams are well versed and familiar with the most

Pictured left to right: Bernard Bogues, Commercial Director & David Robinson Managing Director, Robinson Services challenging issues being faced within the education sector. They work tirelessly to offer a solution that is cost effective, diligent and meets the required standard. Each employee is trained to The British Institute of Cleaning Science Standard, an industry recognised accreditation and qualification. Quality assurance and regular communication is

It’s our business to support yours.

Robinson Services has been associated with the FM industry since 1968 when James Robinson had the idea of cleaning windows on a part-time basis in Antrim town. Today the organisation employs 1700 people, providing services to a range of customers from the public and private sector including universities, colleges, offices, shopping centres, car showrooms and retail outlets.

We pride ourselves on forming valuable partnerships with customers and employees to deliver a high quality innovative service which the market both demands and requires.

Our professional reputation in the support services market is based on consistent delivery and continual growth to a client base that now exceeds 4000.

Our success has been achieved by providing a quality service at a competitive price.

Our ability to create partnerships with staff and customers has made us one of the leading support services providers in Northern Ireland.

Get in touch to find out more email: info@robinson-services.com Tel: 028 9442 9717 www.robinson-services.com

key to our service, offering a transparent and personalized education cleaning service, tailored to fit the needs of your organisation.

For more information contact Robinson Services on 028 9442 9717 or email info@robinson-services.com

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PROFILE

Refuelling the nation’s workplaces The name Mount Charles has been synonymous with foodservice to business and industry since 1988, not just to staff restaurants. Chris Annon explains how the company’s vending division is playing a big role in refreshing our workplaces, and how technology and consumer trends drive this part of the business kind of lifestyle changes will create a stronger desire for healthier products in vending as well as in restaurants and supermarkets and we’re poised to meet that demand.

And when it comes to coffee the customer becomes even more discerning, long gone are the days when ‘hot and wet’ would cut it.

People are more informed than ever about the subtleties of coffee preparation and delivery from bean to cup, as well as the importance of milk foaming and water quality, meaning that a premium, barista style coffee is now the expectation whether in the workplace, a car showroom or your local hairdresser.

Chris Annon

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s there any better way to start the day than with a cup of freshly brewed coffee? Or in our case, 3,000 cups of coffee, which is how many we reckon our machines generate in business, schools, and healthcare organisations across Ireland on a daily basis.

Serving that many cups of coffee, not to mention the accompanying snacks is a team effort, and we have 10 vehicles on the road servicing and filling more than 600 high tech machines across the country.

This part of the diverse Mount Charles business is steadily growing, and with consumers becoming hungrier for convenient, quick food and drink options there is huge potential for future growth.

Making a decision to add a vending machine to your office or showroom has immediate and obvious benefits, such as added convenience with a low capital outlay, but there are other less tangible advantages too, such as improved

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employee and customer satisfaction. Adding a convenient, instantly accessible source of refreshment can only help create a happier and more efficient working environment.

Stocking the right selection is crucial, appealing to the individual site demographic and as a locally owned business with the ability to make purchasing decisions very quickly, that’s where we come into our own.

Take one of our latest contracts as an example, a company that has recently installed a gym for its employees. They asked us to start supplying protein bars in our machines and within just a few days we were able to do that, something the multinational companies just couldn’t do.

The trend towards healthy snacks can only continue, with issues such as the incoming ‘sugar tax’ sure to significantly change consumer behaviour. People aren’t only looking for something quick and tasty, they also want to know where it’s made and to give consideration to the nutritional values. These

Quality is the key to our success, from our service to the ingredients and products we use, to the reliability of our vending machines. We use premium, local products, from Johnsons Coffee, Tayto, Coca-Cola and Britvic in addition to Douwe Egberts coffee, Birchall tea, Lucozade, Mars and Cadbury.

Our machines range from free-standing food and drinks to table top coffee machines and water coolers, and are sophisticated enough to handle coins, notes, credit card and contactless payment.

We have a vending solution for every type and size of business, from our 100+ machine contract in Bombardier, to table top coffee machines in small businesses across the country. We’re even offering machines with personalised branding and cups. All services are tailored to meet the demand of the client.

After all, what better way to show your employees and customers that they are important to you than with a range of refreshments that ensure their individual needs and tastes are catered for? ■

PROFILE

Keeping time with a 177-year tradition

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uietly, ever so subtlety and with the minimum of fuss, some of the best timepieces in the world are keeping Northern Ireland’s most discerning watch wearers in good time.

They won’t be shouting it from the roof tops – because that is not the Patek Phillippe way – but they’ll be quietly assured that their time keeping is being kept by the best craftsmanship, engineering and innovation the world has to offer.

That’s easy to say – and something which brands of all shapes and sizes claim – but when it comes to watches, there really is no comparison to the 177 year-old firm.

This reporter can vouch for that fact having visited Patek’s Geneva headquarters a few years ago and witnessed first-hand the unprecedented level of detail which goes into each and every timepiece.

Don’t take my word for it but instead take heed of the brand’s advertising strapline, one which has stuck more than most over the last few years: “You never actually own a Patek Philippe. You merely look after it for the next generation.”

The reason that rings so true is the quality of the timepiece which means it will outlast us mere mortals and probably increase in value over time.

They’re not cheap – starting at mid four figures and ranging up to a few hundred thousand short of £2m new or up to, wait for it, $24m (£20m at today’s exchange rate, but much more when the Henry Graves Supercomplication was sold in 2014) second hand – but then quality never is.

You may think Northern Ireland might not be the natural home for such a high-end product but demand has been strong.

Mark Hearn, the London-based Managing Director of Patek Philippe UK, has been coming to Belfast for the last 30 years through his involvement with luxury watch brands.

For the last 16 that’s been with Patek and through Lunns, the family-run jewellers which has similar heritage having operated in Northern Ireland for 60 years.

It’s a partnership which works, Mark said.

“We are an important partner for Lunns and Lunns are a very important partner for us,” he said. “The relationship was built up before I joined but has become very strong.

“It works well for Patek and for Lunns. Both are family businesses, both have family values and can react much quicker than a multiple.”

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Mark Hearn, Managing Director of Patek Philippe UK

“With a combination of events and visits to the factory, we have built up a following of discerning watch collectors and owners in Northern Ireland, something we’re able to do through the Lunns and Patek Phillippe partnership.

He said business in Northern Ireland remained resilient through the downturn and continue be so in the wake of the European Union Referendum vote, something he puts down to consistency in the brand’s values.

“We aren’t chopping and changing or following fashion trends but instead do what’s right for our customers. We’ve spent a lot of time building our reputation and remain optimistic about the continued development of the business in the UK in the future.”

Mark was visiting Belfast with the Patek Philippe Exhibition Collection which was on show at Lunn’s Queens Arcade showroom as part of a UK tour.

“The Exhibition Collection encompasses the majority of the current collection plus a few more pieces,” he said. “It provides an opportunity for us to show the people of Belfast what Patek Philippe is about and has extremely limited exposure in the UK because it only visits a very few retailers.”

Although the collection has now moved on, it is still well worth popping into Lunn’s to check out the Patek stock to see how attention to detail and top-level craftsmanship can come together in one understated package. ■

COMMERCIAL PROPERTY ROUNDTABLE SPONSORED BY

Roundtable: The commercial property reality Tughans’ boardroom was the venue for the latest Ulster Business roundtable where the legal eagles and others from the commercial property world offered insight and analysis into one of the most influential sectors in the Northern Ireland economy

ATTENDEES Brian Lavery (CBRE) Ajay Sharma (CRN) Stephen Burns (First Trust Bank) Damian Mitchell (Kilmona) Phyllis Agnew (Senior Partner, Tughans) David Jones (Real Estate Partner, Tughans) David Elliott (Ulster Business)

David Elliott: Brian, would you like to give us a rundown of where the commercial property market sits at present in the wake of the Brexit vote?

Brian Lavery: We experienced a brief shock in the aftermath of the EU Referendum vote when we didn’t see a lot of deals completed because people seemed to either go away on holiday or just decide not to complete. But since then everyone’s got back to work in September and we’ve seen a number of deals completed. We also, unfortunately, saw a couple of deals fall out of bed simply because of the uncertainty. That was disappointing because the rationale of those investments didn’t actually change because of Brexit. In actual fact, we feel that in a world which is uncertain, property income is probably as safe an investment as you can get. When it comes to sectors, the office market has been performing well, with our predictions at the start of the year that rents would go up to £20 a square foot coming true. They are now expected to hit £21/22 before the end of the year. There is still demand out there but there are not enough cranes on the horizon because there is a blockage of readily-available finance

DECEMBER 2016

for development. When it comes to retail, we’ve seen quite a few new entrants come to the market so that sector is reasonably strong. In the hotel sector, there are 1,000 beds coming out of the ground in the next year and a half, so that market is very strong and there’s a lot of institutional money looking at it. Meanwhile, the student accommodation market is again very strong with a lot of schemes coming out of the ground.

David Elliott: Stephen, are you seeing requests for funding coming forward for larger commercial property development at this stage?

Stephen Burns: Certainly we have seen a number of interactions in relation to commercial investment, some very large ticket stuff, although development to a lesser

degree. There’s little appetite for speculative development at this moment in time. That said, we are involved in a couple of fairly major developments with a pre-let at the back end. In relation to residential development, it’s slightly different, where we are becoming more active in the marketplace and are providing funding for land at a reasonable loan-to-value.

David Elliott: And are quality operators easy to find?

Stephen Burns: At the moment we have no shortage. We are talking to quite a number of residential developers and builders and there are a number of active deals on the go. It’s taking a bit of time to get those matured from initial conversation, through the credit process, through the legal and due diligence process. >

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COMMERCIAL PROPERTY ROUNDTABLE SPONSORED BY

Damian Mitchell

Stephen Burns

This side of Christmas we would expect to complete on a couple of transactions on the residential side.

US money. It comes with greater risk and they want greater returns, so the deals you have to strike become very sensitive to deliver.

David Elliott: Damian, how do you see the market at the moment?

David Elliott: Are those US investors you touched on still active?

Damian Mitchell: We are extremely busy.

The office market in Belfast is due to see a number of projects come out of the ground in the next few months. We have got planning for one on East Bridge Street which is 230,000 square feet of space. We also have planning permission through for Londonderry House on Chichester Street for a part-refurbishment/ part-redevelopment which will create about 55,000 square feet of space. The latter we are going ahead with on a speculative refurbishment in respect of the level of demand which is in the market for that type of space at the moment. The East Bridge Street site we have been in discussions with funders and have got indicative funding secured on that one and we are trying to secure pre-lets on the scheme. Demand and supply in the office sector has been very well documented: there’s a huge under-supply and that’s why we invested heavily in the Belfast market last year.

There is very little new development and few cranes creating the new Grade A stock, maybe something which is down to a funding issue.

There’s still a risk to speculative funding which the local banks, by and large, aren’t overly keen on. It is being funded predominantly by

Damian Mitchell: Yes they are. We are in discussion with one or two of them at the moment. Brexit has made people pause for breath to a certain degree – both occupiers and funders – but nobody has run away, nobody has backed out among the people we are talking to. The discussions are still ongoing and it’s quite positive. What people have to remember is the underlying fundamentals are good. We went to MIPIM with Belfast City Council this year and it was an excellent trip at promoting Belfast as an area with high-quality skilled labour, good infrastructure, and a really low occupational base for inward investment. That hasn’t changed. There might be some uncertainty around where Northern Ireland sits in the world of Europe, but I think that will sort itself out in the next 12 months. The fundamentals of Belfast as an attractive office location won’t change.

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David Elliott: Phyllis, you get to see the market from both sides, does this chime with what you are seeing?

Phyllis Agnew: Yes, we found that coming

up to the referendum, deals began to slow down as people were reflecting and waiting to see what the result would be. Then, when they got the Brexit result, there was shock and things just got put on hold. We had a couple of larger deals which fell out of bed but they have both come back on again.

It’s encouraging to see everthing picking up again. We have also been involved a lot in the student accommodation market. Belfast is still well behind other cities in the UK in terms of the levels of purpose-built student accommodation, there is room for more and certainly room for what has already been proposed. It is a case of making sure it’s in the right location and that it complies with the planners’ requirements. It’s great to to see so much UK investment coming into student accommodation. We will have 45,000 students in Belfast, between Queen’s and Ulster University when they relocate. That’s a lot of students to house and at the moment I think we have about 10,000 possible beds proposed, less than 25% of the student population.

David Elliott: Ajay, how is the market from the funding side?

Ajay Sharma: The landscape has changed so much over the last eight years. There was a period where the banks just weren’t there and to some degree they are still relatively

COMMERCIAL PROPERTY ROUNDTABLE SPONSORED BY

impaired. Property is still a bad word in some of the banks. They are coming back into the market but, during that gap, other people have had to step in and try to fill the position.

There have been some US funds that have been very active but theyare very much high ticket funds, so the man or woman on the street with a commercial property has no chance of accessing that sort of finance. He is still having to look at quasi-UK funders of which there are some starting to seep through and put their toes in the Northern Irish market. But, as Damien said, these people want a higher return so the margins are usually 60%-70% higher than people were used to paying from the banks. The third strand is that the private sector has stepped up. In Northern Ireland there are a lot of wealthy individuals, a lot of private cash sitting there and obviously, with interest rates where they are, people have become more creative. Certain clients of mine view this as a great opportunity to earn a very good return.

They are charging double digit returns on their money, but the take-up is phenomenal.

They probably didn’t have a big enough pot for the amount of deals that are being thrown at them, so we are in a very different environment at the moment. The key is to find people who are passive investors and will back the right operator for the right return.

David Elliott: So those ‘locals’ you were

Brian Lavery

DECEMBER 2016

with for 40 years and that bank has said no. But it could be because the bank has a different reason for saying no. They might own the building next door which they are having real difficulty with, so they don’t want to have too much of a concentrated exposure, so it might not be anything to do with that specific project. In the current market people should be able to go to the banks which are aggressively lending in different sectors, or know which other alternative funders they should be talking to.

Ajay Sharma

referring to are seeing this post-Brexit really as an opportunity.

Ajay Sharma: Very much so. They viewed the fact the banks were impaired as a three-year window and now Brexit has probably extended that by another couple of years. It’s just a matter of trying to fill that gap. To be fair the local banks have all tried to come back into the market but it’s very difficult for them to fund speculative developments. There are a lot of transactions which don’t happen because people don’t believe finance is available, or they have asked the bank that they’ve been

Stephen Burns: The next two years will be a real key period for the market. Most of these US funders are coming in on very short-term funding packages. They are obviously charging for the heightened risk that they are taking on board. In two years’ time that risk may well be at a level where the banks will have the appetite to step in and take on the re-finance opportunity that may well exist.

Damian Mitchell: That’s where we would love to see the local banks step back in. It’s certainly a cheaper alternative source of finance and it also makes the deals easier to structure and easier to deliver. We would welcome the likes of Stephen and First Trust and other local banks becoming more aggressive in the schemes they are prepared to back, but that’s a timing issue.

Brian Lavery: If you look at the office market, I still believe government has a huge role to play but it’s behind the curve. In most of the other major northern UK cities, funds have become available which were basically put together based on the future rateable income. It’s a long play but has kick-started development in Leeds, Nottingham, Newcastle and Manchester, although we haven’t had the sort of sophistication here to do that. What we have here was an office market which was dominated by the public sector up until about seven or eight years ago. It wasn’t until that changed that we actually got a bit more normalised market and rents started to rise because you didn’t have government pressure to keep rents low which meant they gave us office stock which wasn’t really necessarily fit for purpose. By paying low rents they got what they deserved in terms of low grade accommodation. They now have the ability to kick-start the market by supporting >

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developers such as Damian and others on their developments. After ruining the office market over many years they are suddenly saying no, now we don’t want anything to do with it, we are going to do our own thing over here. But if you have a government covenant signed up then the banks can get much more comfortable very quickly.

David Elliott: What about inward investment?

David Jones: We are just back from a trade mission in the US last month led by Invest NI primarily targeting the legal sector and fin-tech. It was great to get everybody over with the First Minister and the Lord Chief Justice, and such access really impressed the Americans. That’s one of the things we can do really well when we join up; get everybody around the table including the universities, public sector, and private sector like ourselves.

David Elliott: Was Brexit a hot topic on that trip?

David Jones: Yes, everybody we spoke to mentioned it. Currently there’s a lot of uncertainty but that has increased the value available, especially for people coming over with dollars. It was good value before, it’s now even better value for them. Whatever their reasons for investing – especially the likes of the law firms – if they are servicing

a global network then Brexit isn’t really that relevant provided they can get access to the right talent. That’s where joining up with the universities has a big part to play and which also leads into, from a real estate perspective, the student accommodation piece. If you have the right quality of education and student accommodation to keep the students here then you’ll attract talent from the rest of the UK and further afield. At the moment Belfast doesn’t have that. John Bell House was opened in September and is the first purposebuilt private-sector student accommodation in Northern Ireland. We acted for the fund which developed the site and has taken such accommodation to a completely new level.

Northern Ireland is only starting along the road when it comes to student accommodation but there are a lot of schemes in the pipeline.

The development ties into the idea of the universities being able to attract the right kind of candidates to provide the talent for the businesses that then come and set up here, who need the office and industrial space.

It is all linked together. It was something the Republic did very well in the run-up to reducing their corporation tax down to 12.5%.

They linked together very well and got their universities on-board, identifying sectors to target. Then, when corporation tax was reduced, they hit the ground running with a stream of graduates coming out to meet the demand from the inflow of foreign direct investment. That’s been a massive success for the Republic and it’s something we haven’t done well traditionally, but we are starting slowly to get there. The new Randox Science Park being developed on the former MOD barracks at Maseereene is a great example of a Northern Irish global success, but more joinedup public sector and university assistance could help enhance and increase such success stories.

Phyllis Agnew

and they don’t have to stock all the sizes because people just order it on-line. So I do think that that’s evolving. Shopping centres are going to evolve into more of mixed use developments, where it is not just shopping it’s shopping and dining and the cinema, leisure, it’s just a new experience.

David Elliott: The hotel sector is certainly seeing a lot of development in Northern Ireland.

Brian Lavery: We counted approximately 1,000 rooms coming out of the ground over the next 18 months. The current stock in Belfast is just over 4,000, but the demand is there. You only have to try and book a hotel mid-week to realise it’s very difficult at the moment. Rates have gone up dramatically and in some cases I would say 100% more than they were two or three years ago in terms of what you are paying for a four or five star room in Belfast during the week.

David Elliott: The retail sector is also evolving?

David Jones

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Phyllis Agnew: We act for quite a few of the major investors and retailers. My view is that the relationship between retail and property is evolving because of internet shopping. There is much less need for retail space generally because of the growth of internet shopping.

That is probably one of the factors why there aren’t so many shopping centres being developed, because now retailers see a shop as being more a way of showing their product

Damian Mitchell: We were involved in Ten Square and the purchase and refurbishment of Lancashire House next door with another 55 rooms as well. Then we have got planning for the Scottish Amicable building which sits on Donegal Square South with another 55 rooms. That’s all on the back of the success we are seeing in the Belfast leisure market. As an example, our initial plan for Scottish Amicable was for offices but we have now changed that and plan to turn it into a hotel. ■

Ranked No1 Experian Deal and Advisor League Table 2015 Northern Ireland M&A Activity

Winner Corporate Law Firm of the Year 2016 Northern Ireland Dealmakers Awards

Winner

Always a team effort.

Young Dealmaker of the Year 2016 Northern Ireland Dealmakers Awards

Regional Heavyweight Legal 500 Northern Ireland

In recent months our work has been recognised with a number of significant

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awards and industry accolades.

Chambers UK

None of them would have been possible without the trust placed in us by our clients and the collective effort of a team that consistently aims to deliver beyond client expectations.

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Responsible Business Awards in Northern Ireland 2017 AWARDS

It’s time to reward responsible business

Pictured launching the 2017 Responsible Business Awards in Northern Ireland are (front row from left): Claire Hutchinson, Diageo; Sonia Armstrong, Ulster Business; Kevin Caldwell, Electric Ireland; Gillian McKee, Business in the Community; Ciaran McConnell, JP Corry; (back row from left) Barbara Roulston, BT; Colette McCloskey, Department for Communities; Chris James, Fujitsu; Ciaran McCallion, Allen & Overy; Jenni Barkley, Belfast Harbour; Rosemary Lundy, Arthur Cox; Alison Falls, Danske Bank; Sally Bonnes, Larne Port.

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he 2017 Responsible Business Awards in Northern Ireland are now open for entries. The annual awards, which are run by Business in the Community and sponsored by Electric Ireland, seek to recognise and celebrate firms in Northern Ireland which are making a difference by taking practical action to address pressing social and environmental issues. They are held in association with Ulster Business magazine and open to firms here of all sizes and from all sectors.

There are nine categories up for grabs in 2017 (see opposite page). Chair of Business in the Community, Roy Adair, said: “The Responsible Business Awards are a fantastic opportunity, not only to recognise and reward responsible business, but to raise awareness of the great

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things that organisations across Northern Ireland are doing to help create a society that is better for everyone. It provides a valuable platform to showcase best practice and share ideas for good.

“We’ve widened the scope of the categories this year to help broaden the pool of entries.

We want to celebrate all organisations which are doing the right thing by their people, the planet and the places where they operate. It doesn’t matter how big your business is, where you are located, or what you produce or sell, if you’re committed to responsible business, we want to hear from you!”

Kevin Caldwell, Operations Manager at long-term Awards sponsor, Electric Ireland commented: “As a company, we are committed to responsible business and our

sponsorship enables us to recognise the enormous contributions that businesses in Northern Ireland make to their local communities.”

Awards applications can be made online at www.bitcni.org.uk/awards. The closing date for entries is Friday 24 February 2017.

The winners will be revealed at a glittering gala event at Belfast Waterfront Hall on Thursday 1 June 2017. ■ Companies seeking recognition for their responsible business at a national level may be interested in the UK Responsible Business Awards, also run by Business in the Community. Find out more at www. bitc.org.uk/awards. Closing date for entries is 10 February 2017.

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AWARDS

HOW RESPONSIBLE IS YOUR ORGANISATION? Is your business an environmental leader, exemplar employer or education champion? If so, it’s time to prepare your entries for the 2017 Responsible Business Awards in Northern Ireland! Inspiring case studies of previous winners are available online at www.bitcni.org.uk/awards

NI RESPONSIBLE COMPANY OF THE YEAR

Sponsored by

For the company that bests demonstrates positive impacts across its people, the planet and the places where it operates, and advocates the benefits to encourage others to follow. *Please note, entry to this category is only open to companies that have achieved CORE: The Standard for Responsible Business.

2016 winner: Diageo Northern Ireland

BUILDING STRONGER COMMUNITIES AWARD For the organisation that best demonstrates a positive impact on communities through investing its time, resources and expertise to tackle disadvantage.

DIVERSITY & INCLUSION AWARD For the organisation that best demonstrates excellence in creating and developing a diverse and inclusive workplace which offers opportunities for all.

EDUCATION AWARD For the organisation that best demonstrates how its actions have helped raise the aspirations and achievements of young people (aged 4-19) through a solid business education partnership.

EMPLOYABILITY CHAMPION AWARD For the organisation that best supports unemployed people by addressing employment across Northern Ireland through a wide range of initiatives.

ENVIRONMENTAL LEADERSHIP AWARD For the organisation that best demonstrates significant commitment and contribution to environmental sustainability in Northern Ireland through an initiative or its activities

MARKETPLACE LEADERSHIP AWARD Recognising organisations that are developing innovative products or services that inspire responsible customer behaviour and encourage more sustainable lifestyles.

ONE-TO-WATCH AWARD For a Business in the Community member that has joined since January 2015 and has made significant progress in the development and implementation of its CR strategy.

WORKPLACE HEALTH & WELLBEING AWARD For the organisation that demonstrates excellence in inspiring and supporting employees within their workplace to prioritise their health and wellbeing and embrace positive lifestyle choices.

For more information visit www.bitcni.org.uk/awards or call (028) 9046 0606 Applications to the Responsible Business Awards in Northern Ireland can be made online at www.bitcni.org.uk/awards.

Entries close on Friday 24 February 2017

DECEMBER 2016

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RETAIL

SPAR Christmas deal campaign is a real gift

H

enderson Group, owners of the SPAR, EUROSPAR and VIVO franchises in Northern Ireland, is rolling out a new Christmas deal initiative for their SPAR retailers in the run up to the big day.

The company has invested £500,000 on the 12 Deals of Christmas campaign, which will allow retailers to offer their shoppers weekly money-saving deals on festive food essentials.

Research from the retailer showed that consumers prefer to start their Christmas shopping as early as August, which includes Christmas dinner and party essentials. They also found that picking up those added extras week by week saves money, rather than buying everything in one big shop.

The campaign kicked off on the 10th October 2016 for 12 weeks. It has been supported by

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TV and radio advertising, POS kits, an outdoor billboard campaign, leaflet drops, external signage and weekly shopper competitions to build and maintain momentum over the three-month period.

The campaign takes centre stage on the SPAR Facebook and Twitter accounts, where followers are able to win over £1,000 worth of prizes as the deals are announced each week, including headphones, vouchers, Christmas DVD box sets and the latest tech must-haves.

Paddy Doody, Sales & Marketing Director at Henderson Group commented: “We have decided to go big with our Christmas incentive this year, and over the course of 12 weeks, shoppers in all of our stores in Northern Ireland can make great savings on selected Christmas essentials from Coca-Cola to Shloer, clementines to Christmas chocolates and cocktail sausages.

“We know that our shoppers are keen to save, and it is up to us as convenience retailers to ensure the best value is available at the most expensive time of the year. The products in our deals will be announced each week and will all be Christmas essentials. If every product is purchased each week, the collective savings are over £35.”

“After just the first few weeks of the campaign we are already seeing a sales growth of almost 9% – proving that our stores are meeting shoppers needs during the festive season with still more market leading deals to come.

These will be available throughout the SPAR, EUROSPAR and VIVO group until the end of December.”

Paddy concluded: “The investment of £500K allows our retailers to take advantage of this campaign, increase foot-fall over the crucial festive sales period, and compete with the multiples’ Christmas deals.” ■

Corporate Gift Appeal 2016 How much will your business spend this year on corporate and personal gifts?

You could help Southern Area Hospice Services raise much needed funds by giving the gift of Hospice Care this Christmas. Give a gift with a difference by purchasing Hospice Corporate Gift Certificates. You may decide to purchase 24 hours of hospice care on Christmas Day for a patient, counselling sessions for families or a medical home visit. Each of these will make a real difference to the lives of local people affected by cancer and other life-limiting illnesses.

If your business would like to take part in our Corporate Gift Campaign and give customers and suppliers the gift of hospice care, please contact Fiona Stephens on (028) 3025 1333 or e-mail stephensf@southernareahospiceservices.org for a complete list of gifts.

Kindly sponsored by Pictured in the Bernish Suite of the Carrickdale Hotel, Co Louth are Amélie and Lucia Ribichini, and mum Siofra remembering their late mother and grandmother Doreen McCaughey.

ULSTER BUSINESS COMPETITION

WIN A VICTORIA SQUARE £250 GIFT CARD REWARD FOR YOUR TEAM A

lot of Northern Ireland business owners claim that their employees are their most valuable asset. But how many actually make the effort to show their

staff some love? You can have the best product or service in the world, but if the people delivering it don’t feel appreciated, it can be a major hurdle in your quest for business success.

Rewarding employees is a great way of showing you value them. Rewards let them know that they’re more than just cogs in a machine, that their input and effort is vital to the success of the company. It’s also a nice thing to do – who doesn’t love giving gifts at this time of year?

We realise that some of your best and brightest will have hugely different tastes and interests in music, fashion, movies, gadgets, meals out etc... that’s why the Victoria Square Gift Card, valid in over 80 stores, restaurants and cinema is one reward that will be welcomed across the board.

At Ulster Business, we have teamed up with Victoria Square to offer your business the opportunity to win a £250 gift card to share with your staff. Simply nominate your team by sending a picture of them to Ulster Business at: s.gamble@independentmagazinesni.co.uk

by Tuesday 31st January 2017.

Your team will thank you.

Terms and Conditions: The Promotion is open for entry by individuals who reside in Northern Ireland aged 18 years or over only. Entry into this competition shall be deemed to be a full and unconditional acceptance by the entrant of these Terms and Conditions and the usual Victoria Square Gift Card Terms and Conditions apply.

COMPANY PROFILE

Small business of the month Aquaholics Dive Centre, Portstewart

By Amy Leonard

Richard began diving at the age of 12 after seeing other people do it on the north coast and thinking he may as well have a go. It started as a hobby but when other jobs left him wanting, things developed. “I had a normal job for a while, but I got fed up sitting in front of a computer screen. Now I teach diving and get to show people our amazing coastline.”

With Aquaholics now operating for over twenty years, and taking up to twenty-four people out on the boats every day, he’s come a long way.

Richard Lafferty, owner of Portstewartbased Aquaholics with Rhonda McClelland of Ulster Bank at the company’s new boat, moored in Ballycastle.

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lways thought scuba diving was confined to exotic, sun-drenched locations with translucent blue waters? Think again.

In addition to all that, Aquaholics also provides marine services for film crews from the likes of Disney, Game of Thrones and BBC during shoots at sea.

Aquaholics Dive Centre in Portstewart provides the opportunity for you to explore Northern Ireland’s remarkable north coast from an angle you’ve never seen; on, and under, the sea.

They have most bases covered already but a recent acquisition is going to push their span even further.

The Dive Centre has a five star accreditation from PADI (The Professional Association of Diving Instructors) and offers a full range of scuba diving courses, from ‘Discover Scuba Diving’ for beginners wanting to test the waters, to the PADI Master Scuba Diver to get people on their way to a new career.

The Sea Safaris provide the chance to see it all from the comfort of the deck, with boat trips that cover the entire north coast, from the Giant’s Causeway to Malin Head to Rathlin Island.

Back on dry land there is also the Aquaholics Dive Shop which supplies all major brands of everything dive-related.

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The business has invested in a new commercial vessel, a catamaran, in the hopes of attracting a wider range of international tourists to the area.

The new boat is a step up in the luxury stakes and Richard Lafferty, owner of Aquaholics, says it’s what the business needs in order to compete with global destinations such as the Maldives and the Red Sea. “The catamaran will provide a far higher level of comfort for the visiting tourists, with a lot more space on board, larger dive deck, larger viewing platform for non divers, heated cabins, berths and a galley on board, and a high sea level so we can spot wildlife easier for our customers.”

“Not a lot of people realise how attractive the North Coast is to divers and we see a real opportunity to bring more international visitors to the area. This new, state-of-the-art vessel enables us to provide the high quality service our customers now expect.”

This is a new chapter for the business and Richard knows he has a key partner to thank.

“Ulster bank provided great support. This boat has been in the plan for about two years and Ulster Bank let us adjust our requirements in what we needed financially right until the completion date of the boat.”

Rhonda McClelland, business manager at Ulster Bank, says Richard’s innovative business approach and the beneficial effects to the local area are impressive.

“Richard has diversified the business extremely well, including his line of work in servicing media companies and film crews. He has also invested well in his core diving operation and we are very pleased to support this latest purchase intended to bring more international visitors to the North Coast.”

With ever improving and increasing standards for themselves, it looks like business should be smooth sailing for Aquaholics in the future. ■

PROFILE

Name: Nick Whelan Position: Group Chief Executive, Dale Farm

A word from

The Wise How did you start out in business?

I joined Kerry Group on a graduate scheme after gaining a B.Comm at University College Cork (UCC). I was lucky to join at a time of significant transformation and change, and opportunities were abundant within the Kerry business. In that time, I built a strong foundation in many aspects of business and after 12 years in different parts of the Kerry Group, I moved to Glanbia in 2007 taking on the role of Commercial Director. Now, a little further north, I’ve been in my new position as Group CEO of Dale Farm for four months.

It’s been fantastic getting to know the people behind this impressive business and working with them to build ambitious plans for the company’s future.

What did you find the most challenging during your years in business?

The dairy industry is a tough environment because so many factors are outside of your control. In recent years, the market has become globalised and as a result become more volatile. The key to success is the ability for companies to be agile and adjust to the speed at which the industry moves. There is also a huge responsibility in this business to employ a strategy that will ultimately deliver value right back to the farmer, and create a company which our owners are proud of.

How would you describe your management style?

I’ve always believed that inclusive leaders get the best out of their people which ultimately ensures an organisation succeeds in today’s complex and diverse landscape. It is as important to invest in your employees, as it is to invest the company’s infrastructure.

Everyone in the business needs to buy

DECEMBER 2016

The column with an ear for experience...

into your vision for you to get the best out them and to do this I’ve always operated an open door policy which cultivates an environment where everyone feels they have a valuable contribution to make. I try to be generous with my time and make a point of never underestimating anyone. Effective communication is key to delivering on this approach.

What would you change if you could go back and do it all again?

I would honestly say nothing. I have been blessed to work in remarkable companies and join them at an opportune time when they are in periods of growth.

Have you done it all on your own?

I have arrived where I am today thanks to a number of important people in my life. It’s essential to always surround yourself with people that you can learn different styles and strategies from – not only in business, but in wider life. Joining a graduate programme is a great opportunity for a young person to get exposure within a business and receive mentorship. However nothing I’ve achieved would be possible without the help of my family – my wife Sandra, in particular. We’ve recently relocated from Kilkenny to Belfast to allow me to fulfil my ambition to lead Dale Farm, and to have that support is priceless.

How would you like your business career to be remembered?

For building and developing successful businesses while also developing successful careers – that’s very important to me. I feel a huge sense of pride when people grow under my mentorship and go on to achieve their goals. ■

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INTERVIEW

Business

Breakfast

By David Elliott

The column that doesn’t have time for lunch...

DINER: ROGER WILSON, CHIEF EXECUTIVE OF ARMAGH, BANBRIDGE AND CRAIGAVON COUNCIL

“It’s such an exciting region to be involved in,” he said. “Between Armagh, Banbridge and Craigavon we have an offering which is hard to match.”

VENUE: BALLYDOUGAN POTTERY, PLANTATION ROAD, PORTADOWN

Roger has been at the helm of the Armagh, Banbridge and Craigavon (ABC) Council since the merger of Northern Ireland’s council areas last year and he sees his current role as a homecoming.

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his column’s previous inability to venture beyond the bounds of Greater Belfast has been well and truly blown out of the water by this month’s adventure.

Not only did we break out of the city but we broke out of every major conurbation to head to Ballydougan Pottery near Portadown.

And it was worth it, what with the quite outstanding lunch-negating breakfast, the warm Armagh (and Craigavon and Banbridge) welcome and the company of one of Northern Ireland’s most dynamic council bosses Roger Wilson.

The food first. Your scribe followed the chief executive’s lead and plumbed for the Ballydougan French Toast with Moyallon Dry Cure bacon & Maple Syrup.

Given it was a cold autumnal morning we were seated in front of a roaring fire – quite a feat since the restaurant had already opened early to accommodate us – and it was soon clear the tip off the proved well worth it.

With countless coffee refills keeping us alert, it was hardly needed given Roger’s impressive enthusiasm for the region he presides over.

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After starting off his career in the manufacturing sector, Roger took a job with Armagh Council in the human resources division as Personnel Office Manager where he spent seven years before moving to Craigavon Council for four years as Head of Human Resources followed by another four years at Armagh Council again as Director of Corporate Services.

From there he took up his first Chief Executive role with Coleraine Council and was in charge during the time of the Irish Open at Royal Portrush and the Our Time, Our Place initiative.

When the councils were merged and the new chief executive jobs were up for grabs.

“There was no doubt the ABC role was the one I wanted because I could see the huge potential which it offered in so many different ways,” he said, pointing out the offering is different for each of the different regions.

“In Armagh, the previous council had spent a lot of time looking at the physical improvement of the city and there’s now a huge amount of untapped tourism potential.

There’s a great opportunity to do something really special.”

“In Craigavon we have the largest GVA outside Belfast and we’re home to the likes of Almac, Moy Park and Ulster Carpets. It’s like a who’s who of Northern Ireland business.

“In Banbridge, we have the main economic corridor running from the north to south and the retail offering to take advantage of the cross-border market and beyond.”

Recognising that each of those regions had their own speciality was key to the success of ABC Council’s strategy of growth, one which has already been hugely energetic and more entrepreneurial than you would expect from a local council.

“Each town had its own masterplan so we took those away and refreshed them with much more strategic focus and now have a refreshed masterplan suite. Now we’re going to the First and Deputy First Ministers and other Minister, knocking on their door to show them that we’re here and we’re important.”

It’s with this attitude which Roger and his team have approached the business of running the new council and it’s one which has already made an impact.

As such, he’s a busy man and while Ulster Business could sit in front of Ballydougan Pottery’s fire all morning, it’s time to go.

Business Breakfast has at last travelled and on this experience, will do again. ■

Executive Motoring

By Pat Burns

Sponsored by

EXECUTIVE MOTORING

S-Cross gets a Booster proximity sensors, Dual Zone automatic air conditioning, front fog lamps, rear privacy glass, silver roof rails and silver rear skid plates.

Suzuki introduced the SZ-T model specifically with Fleet buyers in mind, although it is available to retail customers as well.

At first launch, the S-Cross was the first Suzuki ‘C’ segment Crossover model and suits the needs of families with active lifestyles as well as being an attractive proposition to Fleet and Corporate buyers in the UK. CO2 emissions are low at just 113g/km for the 1.0-litre 2WD model and 119g/km with optional automatic transmission. The DDiS 2WD model achieves even lower CO2 emissions of 106g/km that result in an annual VED charge of just £20.

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he S-Cross first went on sale in October 2013 and now, three years later, a major facelifted model has been introduced with more distinctive and upright front end styling offering a stronger and bolder road presence.

Ground clearance is now slightly higher at 180mm versus 165mm and new design headlamps help provide both higher efficiency and a sharper look. At the rear, newly designed LED rear combination lamps are used to provide a cleaner and more contemporary style.

The distinctive new interior design utilises an updated soft-touch dashboard pad, framing highlights for the centre panel and newly designed seat fabric for SZ4 and SZ-T models.

S-Cross offers ample room for five occupants with their luggage and the double sliding

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panoramic glass sunroof fitted as standard on the SZ5 model has one of the largest opening areas in its category.

The highly acclaimed Boosterjet engines first utilised in the Vitara S and Baleno models are also now available to demonstrate Suzuki once again as a true expert in the field of fun to drive crossover and four wheel drive cars.

High levels of specification are standard.

All SZ4 models are equipped with seven airbags, ESP, Bluetooth, DAB digital radio, air conditioning, Daytime Running Lights (DRL), 16-inch alloy wheels, cruise control with speed limiter, air conditioning, heated door mirrors, black protective skid plates and black wheel arch extensions.

SZ-T adds LED Projector Headlamps, satellite navigation, polished 17-inch alloy wheels, rear parking camera, front and rear parking

Suzuki’s Boosterjet petrol engine technology first appeared in the Vitara as a 1.4-litre unit earlier in 2016 and the 1.0-litre version followed several months later in Baleno. After the debut of the three cylinder Boosterjet 1.0-litre unit this engine technology now continues for the facelift S-Cross. Offering the same level of power and torque of a much larger capacity normally aspirated engine (1.8-litre), it delivers an effortless drive and genuine driving pleasure.

This unit has an output of 111PS and is also Direct Injection turbocharged (DITC).

The engine has very compact dimensions and offers 170Nm of torque available from 2,000rpm through to 3,500rpm. A 1.4 litre petrol Boosterjet and a 1.6 DDiS diesel engine are also available.

A five speed manual transmission is fitted as standard for the new 1.0 litre Boosterjet engine and a six-speed for the 1.4-litre engine.

A six-speed automatic transmission is an option for both Boosterjet engines.

The Allgrip four wheel drive system is also available. Prices start at £14,999. ■

EXECUTIVE MOTORING

New MINI Clubman gets four wheel drive The new Clubman ALL4 includes an exceptionally high specification, with the brand’s highly acclaimed Navigation System standard on all models. Furthermore, every Clubman ALL4 also benefits from the Excitement Package as standard, which features a projection of the brand logo on to the ground beneath the driver’s side door mirror when the car is opened and closed, as well as extended interior lighting.

The electronically controlled all-wheel drive system distributes drive torque between the front and rear axles depending on specific road conditions. This enables faster acceleration and increases agility when taking bends at speed. ALL4 also ensures utmost traction and optimised driving stability in all weather and road conditions.

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INI has launched the Clubman ALL4 – the brand’s first all-wheel drive model in the C-segment.

This launch marks the Mini brand’s further advance into the premium compact segment and represents the first ALL4 model to be built at the Mini Plant in Oxford.

The ALL4 all-wheel drive system, which has previously only been offered on Countryman models, has been specially redeveloped to ensure sportier handling and improved versatility to further enhance the everyday practicality of the new Clubman.

It is available with two of the latest Mini engines, the Cooper S Clubman ALL4 and the Cooper SD Clubman ALL4.

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The latest version of the ALL4 all-wheel drive system has been designed to be compact and light-weight, therefore increasing efficiency.

This means there is only a slight increase in fuel consumption and exhaust emissions compared to the respective front-wheel drive models.

The 2.0-litre 4-cylinder petrol engine with TwinPower Turbo Technology is the latest example of Mini’s engine technology.

Offering 192hp, the Cooper S Clubman ALL4 is combined with a 6-speed manual transmission as standard, and optionally with an 8-speed Steptronic transmission. It achieves fuel consumption of 40.9mpg with the manual transmission (44.8mpg for automatic transmission) and has CO2 emissions of 159g/ km (146g/km).

The Cooper SD Clubman ALL4 features a 190hp diesel engine with 400 NM of torque which is paired with the brand’s capable 8-speed Steptronic transmission as standard.

Fuel consumption on the combined cycle is 58.9mpg with CO2 emissions of 126g/km.

With the standard 6-speed manual transmission, the new Cooper S Clubman ALL4 accelerates in 7.0 seconds from standing to 62mph, while in conjunction with the optional 8-speed Steptronic transmission the standard spurt takes just 6.9 seconds.

The new Cooper SD Clubman ALL4 combines the most powerful diesel engine ever installed in a Mini with the brand’s 8-speed Steptronic transmission as standard, achieving superb pulling power as well as exemplary fuel consumption figures and emissions.

This enables the Cooper SD Clubman ALL4 to sprint from standing to 62mph in just 7.2 seconds. The top speed is 138mph. Prices start at £24,305. ■

EXECUTIVE MOTORING

To Infiniti and beyond...

Infiniti arrives in NI

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an important part of our growth strategy and now with the opening of Infiniti Centre Belfast it allows our brand reach to go further than ever before.”

nfiniti has opened its first-ever retail store in Northern Ireland. The centre in Belfast opens up a new era for Infiniti with the full European product range available to customers in Northern Ireland. The opening of this new centre demonstrates the continuous growth of the brand in the UK and across Europe.

The introduction of Infiniti Centre Belfast brings with it a new partner to the brand: Mervyn Stewart has invested in an all new site on Boucher Crescent. The family-run business, which has been operating in Northern Ireland for over 50 years will carry out a design redevelopment to the premises to meet with Infiniti’s customer experience standards.

The new site is expected to be completed in early 2017 but will initially operate from one of Infiniti’s unique temporary retail sales environments, specifically designed to accommodate this development phase.

Managing Director Stephen Stewart from Mervyn Stewart Limited said: “We are very pleased to introduce the premium brand of Infiniti to Northern Ireland. I am sure our customers will enjoy not only the exciting range of products on offer but also the environment and experience we will provide.”

DECEMBER 2016

Stephen Stewart

Since the introduction of the British built Q30 earlier this year and the more recent QX30, new car registrations in the UK have been dramatically increasing month on month. Sales so far in 2016 have increased by nearly 150%.

Barry Beeston, Regional Director for Infiniti in the UK commented: “Infiniti is now well on its way to establishing itself within the UK automotive industry as a challenger brand.

Increased sales has placed the company as one of the fastest growing automotive brands in the UK. Expansion of the centre network is

Infiniti is currently introducing a new range of products to its portfolio and this continues with the imminent introduction of the new 2-door coupé Q60 which has a starting price of £33,990. The Q60 will be available with a four-cylinder 2.0-litre petrol engine turbocharged to produce 208hp. The Q60 3.0-litre V6 twin-turbo version of the premium sports coupe, which produces 400hp, will arrive in 2017.

The Q60 has been engineered to deliver a truly engaging sports coupe experience, with a unique balance of compliant ride and agile handling. Playing a key role in achieving this balance is Infiniti’s new Dynamic Digital Suspension, engineered to offer excellent handling responses and agility, and enhanced ride comfort – aided by new dampers.

Infiniti’s second-generation Direct Adaptive Steering offers high levels of steering feel and feedback in the Q60, and the Drive Mode Selector gives drivers the option to personalize and tailor the steering to suit their own preferences. ■

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EXECUTIVE MOTORING

V40 gets Volvo’s new face

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olvo has given its bestselling V40 and V40 Cross Country the new face of Volvo for model year 2017, with trim updates across the range. The V40 range is a strong seller in Northern Ireland, with it’s stylish crisp looks, economical and efficient engines, high specification interior and Volvo’s renowned safety record.

Central to the model year exterior updates are new LED ‘Thor’s Hammer’ headlights, resulting in a confident new look shared with Volvo’s new XC90, S90 and V90. These all-LED lights mark the V40 and V40 Cross Country out as the first models in the segment to get LED headlights as standard across the range. Also new are grille meshes featuring the updated and more visually striking Volvo Iron Mark.

The interior of the Volvo V40 is designed with a strong emphasis on ergonomics, comfort and an engaging driving experience. The wide instrument panel, together with the fluidity of the door design, creates a spacious, “large-

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car” feeling. The interior is designed to offer the driver and passengers a spacious and relaxing atmosphere with a true Scandinavian flavour.

The V40 is the best-selling Volvo model in the UK and prices start at £20,255. The exterior update includes the addition of eight new wheels across the V40 and V40 Cross Country models, and five new colours to the V40 range.

Continuing its innovative approach to powertrain engineering, Volvo has reduced CO2 emissions on its popular D2 manual powertrain to just 89 g/km in all trim level and wheel options.

The V40’s trim structure has also been changed in line with that of the new XC90.

Customers can now choose from Momentum and Inscription versions, along with the sports-inspired R-Design and the rugged Cross Country.

In a cue taken from the award-winning Volvo Concept Estate, a new upholstery called City Weave will be added. Several new interior panel trims will also be offered: Milled Aluminium, Black Grid Aluminium and Stealth Aluminium. New tread plates will be added for the R-Design and Inscription trim levels, and an updated key fob with the new Volvo logo will be available.

The Volvo On Call smartphone app, which allows remote access and control over a wide range of in-car features, receives a substantial update. Volvo On Call already delivers wearable connectivity (Apple Watch/Android Wear), and the new Microsoft Band 2 connectivity now enables voice-control for certain features when using Windows 10-based smartphones.

Other updates to Volvo On Call include a calendar integration function that connects your personal calendar to the mobile app, allowing it to send calendar appointment destinations directly to your navigation on request. ■

EXECUTIVE MOTORING

E Class gets all wheel drive

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rom gravel tracks to snow-bound roads, the new Mercedes E-Class All-Terrain can tackle routes where conventional estates have to give up, thanks to greater ground clearance and 4Matic all-wheel drive. Rugged styling and flared wheel arches also give it a tough look.

Thanks to off-road styling elements the AllTerrain has a powerful and robust appearance which also distinguishes it from the estate. An eye-catching feature of the front is the SUVstyle two-fin grille with the star integrated in the centre.

At the side, the black wheel arch covers are a distinctive feature that emphasise the car’s all-terrain character. Three exclusive alloy wheels in 19- and 20-inch formats with higher sidewalls give the vehicle a confident look, greater ground clearance and enhanced comfort on rough roads.

The interior includes aluminium-carbon look trim that is exclusive to the All-Terrain, stainless steel sports pedals and floor mats with AllTerrain lettering. The equipment is based

DECEMBER 2016

on the Avantgarde interior line. The new model boasts all the load compartment flexibility of the E-Class estate, such as the rear seat cargo position and a standard 40:20:40 split-folding rear seat back. All E-Class innovations relating to safety, comfort and convenience are available.

The All-Terrain is available as an E 220 d 4Matic (194 hp) with the newly developed four-cylinder diesel engine. A six-cylinder diesel engine will follow in the new year.

Both models come with the new ninespeed automatic transmission as standard.

The All-Terrain has Dynamic Select as standard. This enables five driving programmes to be selected with different engine, transmission, ESP and steering characteristics.

A special model-specific feature is the All-Terrain driving programme, which offers settings for off-road driving and was derived from the GLE. The even more comfortable suspension configuration and the large wheels with higher sidewalls

noticeably further increase ride comfort on rough roads compared with the E-Class.

Selecting the All-Terrain driving programme with the driving programme switch raises the chassis via the standard air body control by +20mm up to a speed of 35km/h. The thresholds for ESP, active yaw control and acceleration skid control (ASR) are adjusted accordingly. The All-Terrain driving programme has a special indicator in the vehicle display.

Information displayed there includes the steering angle, the vehicle level (position of the air suspension), the angle of slope and the angle of inclination, the accelerator/brake position and a compass.

Thanks to air suspension three levels from 0 to +35mm are selectable. Independent of the driving programme the highest level can also be selected manually with the level button on the centre console. The E-Class All-Terrain is 29 millimetres higher than the E-Class Estate – 14mm of which is due to the tyres’ larger height/width ratio and 15mm to the normal driving level of the air suspension. Prices will be announced shortly. ■

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APPOINTMENTS

Dr Victor Diaz Perez has been appointed Head of Physical Sciences at Almac. Based in Craigavon, he will be responsible for Almac’s Solid State Chemistry and Physical Sciences business.

Emma Brennan joins Simon Brien Residential as Valuer, Land & New Homes.

Emma has been primarily based in the South Belfast area, having been with Templeton Robinson for 14 years.

Thomas O’Doherty has been appointed Partner at Simon Brien Residential. Thomas has over 25 years’ experience in estate agency in both Dublin and Belfast.

Samuel Dickey has been appointed Partner at Simon Brien residential.

He is currently the RICS Residential Spokesperson for Northern Ireland regularly offering commentary on the property market.

Jonathan Dickson has been appointed Valuer for North Down at Simon Brien Residential. Jonathan has over 16 years of estate agency experience gained in South and East Belfast area.

Neil McCombe joins Simon Brien Residential as Trainee Negotiator. Neil is a former professional rugby player, having played for Ulster and has started a new career in the property industry.

Fiona Beesley has been appointed as Resales Administrator at Simon Brien Residential. Fiona has over 15 years’ experience working in the industry, both in commercial and residential sales.

Stephen Clarke joins Simon Brien Residential as Credit Controller. Having previously held Credit Controller positions within RSM McClure Watters and Virgin Media, Stephen has experience in both the commercial and private sector.

Marcus Gallagher has been appointed as Assistant Accountant at Simon Brien Residential. Marcus started his career and training with DNT Chartered Accountants before moving into industry.

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APPOINTMENTS

Catherine McHugh joins the Property Management Team at Simon Brien Residential as Property Management Administrator. With several years in the industry, Catherine specialises in repairs and maintenance.

Mairead Meyer has been appointed as Managing Director of Networks at BT in Northern Ireland. With over 12 years of experience, Mairead will be responsible for over 800 members of staff.

Nicholas O’Shiel has been appointed as the new Chairman of Enterprise NI. He is currently the President of Omagh Chamber of Commerce and Chief Executive of Omagh Enterprise.

Gillian Grant has been appointed Business Advisory Manager at M.B. McGrady & Co Chartered Accountants. She will be responsible for delivering the newlyannounced SME support programme.

Alison Irvine has been appointed as Financial Director at Connect Telecom, Northern Ireland’s only Vodafone Platinum Partner. Alison is a Chartered Accountant.

Anthony Gibson has been appointed as Customer Service Agent at Connect Telecom, Northern Ireland’s only Vodafone Platinum Partner. Anthony will assist with managing the IT and telecoms accounts.

Claire Mulhern has been appointed as Customer Service Agent at Connect Telecom. With over 12 years of experience in the industry, Claire has brought invaluable experience to the team.

Karen McCourt has been appointed as Telesales Executive at Connect Telecom.

With over 10 years of experience in the industry, Karen will deliver tailored telecoms and IT solutions to business.

Sarah Thompson has been appointed

by Connect Telecom to the position of Implementation Project Manager.

Sarah’s role involves delivering telecoms, networking and cloud projects.

DECEMBER 2016

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PHOTOCALL

1. Business owners and key council representatives got together at Antrim Castle grounds recently to raise awareness of the #Antrimhour online business networking on Twitter, Monday Evenings from 8pm to 9pm, hosted by Social Bee NI’s Louise Brogan.

2 Estate agent Morton Pinpoint has rebranded to Pinpoint Property in an investment worth over £250,000.

Nicholas Brennan, Managing Director of Pinpoint Property is pictured alongside Stephen McMahon, Contracts Manager at ALD Fitout.

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3. Toy retailer Toys “R” Us has taken up space in a key anchor unit within CastleCourt Shopping Centre in Belfast City Centre. Pictured are Colin Mathewson, Senior Director Retail, CBRE which acted as the agent for the deal; Rachael McVeigh, Store Manager, Toys R Us CastleCourt; Paul McMahon, Centre Director, CastleCourt.

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4. Ciaran O’Neill, President of Northern Ireland Hotels Federation (NIHF) and operator of Bishop’s Gate Hotel in Derry-Londonderry is pictured with his wife Anne Marie O’Neill and Community Fundraiser Maeveen Brown, handing over a cheque for £2,868.85 to their chosen charity, the Alzheimer’s Society, at the Bishop’s Gate Hotel.

5. Pictured receiving their Company of the Year award at the annual Propel Programme Awards are Paul McWilliams and Dr. Martin Spollen, founders of Yedup, alongside Tracy Meharg, Invest Northern Ireland, and Lara Morgan, guest speaker at the event.

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PHOTOCALL

6. The Economy Minister addressed members of the business community at a ‘Minister on the Move’ event held by Northern Ireland Chamber of Commerce and Industry and SSE Airtricity in Tyrone. From left are Eamonn Whelan, Simon Hamilton MLA, Nick Coburn (NI Chamber), Ann McGregor and Andrew Greer.

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7. Eight chefs from restaurants across Belfast came together to add some spice and a pinch of salt to Enterprise Week 2016 for the Bank of Ireland UK’s ultimate Omelette challenge with all funds raised going to towards the Welcome Centre, Belfast. Pictured, from left, are Laura McKee, Ruth McClurg and Lucy Cairns with the winner, Michael McCavana and James Devine Chef.

8. Healthcare specialist Ultrasound Direct Ltd is set to double capacity with new premises secured by leading commercial property agent Lisney. Pictured at the new premises (left to right): Gillian Segasby, Clinical Lead Sonographer at Ultrasound Direct Ltd, Jan Steward, Co-founder of Ultrasound Direct Ltd and Andrew Gawley, Associate Director at Lisney.

9. In order to encourage director competence and effective boards, the IoD has partnered with Arthur Cox and Ulster Bank to deliver a series of professional development seminars to members and non-members. Catriona Gibson, Managing Partner at Arthur Cox, Terry Robb, Head of Private Banking at Ulster Bank and Linda Brown, IoD NI Director are pictured.

10. Deputy First Minister Martin McGuinness launches Northern Ireland’s leading Autism charity’s ‘Impact Award’ recently with CEO of Titanic Belfast Tim Husbands MBE and Autism NI’s Director of Development Kerry Boyd. The charity created the ‘Impact Award’, to help organisations develop a more Autism friendly environment for their customers.

DECEMBER 2016

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PHOTOCALL

11. Peter Weir MLA and Peter Morris, Head of Operations at BT in Northern Ireland, with pupils Holly King (18) and Molly McConnell (18) from the South Eastern Regional College.

Holly and Molly are celebrating after their entry was shortlisted for the 2017 BT Young Scientist & Technology Exhibition.

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12 12. Members of the Allianz Arts & Business NI Awards Judging Panel 2017 include: back row: Paul McEneaney; Lorna Bolster; Mary Nagele; Brendan Miskelly and Wayne Nickels.

Front row: Jaclyn Coulter; Jackie Entwistle; Jenni Barkley and Nicola McCleery.

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13. United Wine Merchants Ltd has added to its extensive portfolio with the Northern Ireland launch of a new range of Australian wines from Peter Lehmann. Pictured (l-r) at the launch are Joe Roberts from Peter Lehmann Wines, Martin McAuley from United Wine Merchants and Jon Worsley from Liberty Wines.

14. Greenlight Medicines has announced a ÂŁ250,000 study with Ulster University which will explore the pain-relieving benefits of cannabis-based medications CEO of GreenLight Medicines, Dr. James Linden pictured with Dr. David Gibson from the School of Biomedical Sciences, Ulster University.

15. Launching the open innovation day at the Innovation Factory are (from left) centre manager Rob Greenberg, director Majella Barkley and the Innovation Factory’s newest tenant Andrew Hanley, owner of Frog Digital Media.

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14 15

PHOTOCALL

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16. Attending Opportunity Export and helping to launch the INVEST prospectus were, from left, Paul Fox from Northern Ireland Chamber, Olga Murtagh Strategic Director – Place, Lord Mayor Cllr Garath Keating, Head of Department – Economic Development, Nicola Wilson and Cllr McCusker, Chair of the Economic Development & Regeneration Committee.

17. Launching Eastside Awards with host Tara Mills are Alex Fleck, McGuinness Fleck; Jonathan Martindael, Phoenix Gas; Simon Seaton, Ulster Bank; Stephen Patton, George Best Belfast City Airport; Philip Mylie, Charles Hurst Fleet Financial; Lauren McDonald, Solv Group; Caroline Prunty, Millar McCall Wylie and Jonathan McAlpin, East Belfast Enterprise. www.eastsideawards.org

17

18. Jet2 cabin crew Megan Kaye and Ben Jowitt launch the company’s biggest ever winter programme from Northern Ireland. The airline has added 40,000 extra seats for winter 2017/2018 from Belfast International Airport.

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19 20

19. From left are eir Business NI Sales and Marketing director Matt McCloskey; James Sinton, Finance Director at Beannchor Group; and Andrew McCartney Director at Zenith Networks. The Beannchor Group now has a gigabit private cloud network, delivered and managed by eir Business NI in partnership with Zenith Networks.

20. Design and architecture company HLM marked another successful year of growth in Northern Ireland and the Republic of Ireland with an event on board the SS Nomadic recently in Belfast’s Titanic Quarter. Pictured at the event is Nick Beecroft, HLM Executive Board Director, Karl Ruddle, who heads up HLM Ireland, Simon Bell, Associate Director .and Steven Leenon, Associate.

DECEMBER 2016

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Marketing success at CIM Ireland Awards

The winner of the CIM Ireland Marketing Awards 2016 for Technology including Software was Engage. Category sponsor Brian Crawford from McGowan’s Print presents the award to Lana Richardson and Stephen Leathem from Engage.

Moy Park won Marketing Team of the Year at the 17th Annual CIM Ireland Marketing Awards. Aisling Graham and Briege Finnegan from Moy Park are pictured with category sponsor Darren Jackson from PML.

The winner of the Life Sciences award in the CIM Ireland Marketing Awards 2016 was Almac Group. Jonathan Carter, director of category sponsor Corporate AV presented the award to Sharon Courtney, Natalie McGivern and Shannon Rea.

The winner of the CIM Ireland Marketing Awards 2016 for Professional Services, sponsored by Baker & McKenzie was Danske Bank for its Mortgage Cash Back Campaign. Pictured at the awards are Laurie Robertson, Baker & McKenzie (Associate Sponsor) with Gillian White, Nicola McCleery and Kevin Heavern from Danske Bank.

F

ood companies demonstrated they hold the recipe for success as they dominated the 17th Annual Chartered Institute of Marketing (CIM) Ireland Awards at the Europa Hotel, Belfast last month.

With more than 15 awards available, categories ranging from The Public Sector to Food and Drink, to the Creative Industries, half of the winners were food-related companies. Local company Moy Park celebrated double success with an award for Best Marketing Team sponsored by PML and was the category winner for Fast Moving Consumer Goods for the Moy Park and AV Browne campaign titled “Share the Goodness.”

Carol Magill, CIM Network Manager for Ireland said: “This was a very competitive year, with some big and small brands entering. Clearly marketers really embraced the NI Year of Food & Drink! As well as seeing Moy Park building on last year’s success at the awards, the Mintel sponsored Food and Drink category was won by Heavenly Tasty Organics, a small company which is exporting organic baby food across the world and demonstrating that all you need is really good know-how and drive to get ahead. Exporter of the Year was Linwoods which has previously experienced the benefit of being associated with CIM, the largest marketing professional body in the world. In addition, McCann Blue and Safefood were awarded Best Public Sector Campaign.” ■

For more information about CIM Ireland’s Marketing Awards 2016, visit http://www.cim.co.uk/events/ireland-awards-2016/ and keep in touch by following @CIMinfo_Ireland.

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Morrow Communications and Mencap won the CIM Ireland Marketing Awards 2016 Not for Profit category sponsored by Moy Park. Presenting the award was Aisling Graham from Moy Park with Haley Adams and Sarah Stitt from Morrow Communications and Vanessa Elder from Mencap.

The winner of the CIM Ireland Marketing Awards 2016 for Public Sector Marketing was McCannBlue and Safefood. Professor Jonathan Deacon presents the award to Aileen McGloin and Andrew Castles from Safe Food and Shannon Rushe, McCannBlue.

Danske Bank winner of a Chair’s Award at the CIM Ireland Marketing Awards 2016. CIM Chair (Ireland) Nick Read presents the award to Nicola McCleery Danske Bank.

Winner of the CIM Ireland Marketing Awards 2016 Food and Drink Category was Heavenly Tasty Organics. Kirstin Jameson from the company accepts her award from Ciara Rafferty from category sponsor Mintel.

Lough Neagh Partnership winner of a Chair’s Award at the CIM Ireland Marketing Awards 2016. CIM Chair (Ireland) Nick Read presents the award to Eimear Kearney of Lough Neagh Partnership.

The Creative Industries Award, sponsored by Cleaver Fulton Rankin in the CIM Ireland Marketing Awards 2016 was won by The MAC. Michael King from Cleaver Fulton Rankin presents the award to Lucy Liddell and Melissa McMinn from the MAC.

The Galgorm Resort & Spa won the Hotels, Leisure, Events, Travel and Tourism category in the CIM Ireland Marketing Awards 2016. The category was sponsored by LIBRA Events and director Ross Licence presented the award to Catherine McKernan, Eimear O’Brien, Beth Greenan and Victoria Brown from Galgorm Resort & Spa.

The winner of the Marketing Exporter of the Year, sponsored by Ulster Business Magazine, in the annual CIM Ireland Marketing Awards was Linwoods. Pictured are Louise McManus, David Lawlor and Sarah Shimmons with Sonia Armstrong from Category Sponsor Ulster Business Magazine

Moy Park and AV Browne with the Share the Goodness Campaign won the FMCG category at the CIM Ireland Marketing Awards 2016. Pictured are Thomas Fegan from category sponsor Eddie Irvine Sports with Aisling Graham and Briege Finnegan from Moy Park and Mike Dunne, AV Brown.

Wilson’s Auctions won the Independent Marketer of the Year sponsored by Ulster Business School, Ulster University at the 17th Annual CIM Ireland Marketing Awards.

Pictured are Kate Umphray from Ulster University, Amy McCourt from Wilson’s Auctions and Lauren Crosby, Ulster Business School.

The winner of the CIM Ireland Marketing Awards 2016 for Construction, Engineering, Automotive, Transport, other Manufacturing was Ardmore Advertising and Phoenix Natural Gas. Pictured at the awards were Cathy Magovern Phoenix Natural Gas, Theresa McLaughlin Ardmore with Marc Holmes from Northern Lights, the category sponsor.

DECEMBER 2016

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EVENTS

Canapés and cocktails The cream of last month’s business events

Ryan Morris (centre) celebrates winning the TK Maxx & HomeSense UK Young Achiever Award with Stephen Barron from TK Maxx and Sir Nigel Hamilton at The Prince’s Trust and TK Maxx & HomeSense Celebrate Success Awards.

Prince’s Trust take it to the Maxx The Prince’s Trust and TK Maxx & Homesense Celebrate Success Awards, now in their 13th year, recognise disadvantaged young people who have overcome issues such as abuse, drug addiction, homelessness, depression and unemployment. On Tuesday 1st November, friends, family and supporters came together in the showstopping Titanic Belfast venue situated in the heart of Belfast’s Titanic Quarter to celebrate the most inspiring young people from NI.

Attending Opportunity Export and helping to launch the INVEST prospectus were, from left, Paul Fox from Northern Ireland Chamber, Olga Murtagh Strategic Director Place, Lord Mayor Cllr Garath Keating, Head of Department - Economic Development, Nicola Wilson and Cllr McCusker, Chair of the Economic Development & Regeneration Committee.

Exporting opportunities Armagh City, Banbridge and Craigavon Borough Council recently held a major export event aimed at highlighting the potential rewards for seeking business opportunities in key export markets. Called Opportunity Export, the free event was held at Craigavon Civic Centre in partnership with export experts Full Circle Management Solutions.

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Fintan Slye, Martin McGuinness, Gavin Killeen, Nick Hewer, Robin McCormick, Charles Flanagan, Sinead McLaughlin and Mark Durkan.

Chamber of Commerce Dinner Brexit means that the education and business sectors must work together to improve the skills base of Derry city and region, the Londonderry Chamber of Commerce’s Annual President’s Dinner last month was told. President Gavin Killeen told the dinner guests that creating the skills needed for the modern economy was central in efforts to make the city more successful and competitive.

Host James Nesbitt presented Andrea Hunter, Business Development Manager, Aer Lingus with the award. Joining them on stage were NI Travel and Tourism Awards ambassador Sarah Moore, David Boyce from Tourism Ireland, Yvonne Muldoon, Director of Sales and Alan Molloy, Head of Corporate Business Development, Aer Lingus.

Best Airline award for Aer Lingus Aer Lingus won the award for Best Airline – Belfast City Airport, at the 25th Anniversary Blue Insurance NI Travel and Tourism Awards, held at the Slieve Donard on Friday 21st October 2016. Accepting the award Ms Hunter said: “We are delighted that our Aer Lingus has been recognised yet again this year proving that our product, service and fares are a winning combination with our customers.”

EVENTS

Hannah McDaid welcomes guests Pictured are Vanessa Markey from Tourism Ireland, Aileen Martin, Hastings Hotels, Niall Gibbons Tourism Ireland and Howard Hastings, Hastings Hotels.

Major tourism push at WTM A major tourism push for 2017 took off last month as ten Northern Ireland tourism businesses traveled to London to join Tourism Ireland at this year’s World Travel Market (WTM). WTM heralds the beginning of Northern Ireland’s promotional drive overseas for the 2017 season.

Pinsent Masons have ‘All That Jazz’ Law firm Pinsent Masons recently hosted a networking event for over 120 young professionals starting careers across law, accountancy, banking and real estate at their state-of-the-art offices in the Soloist Building. Titled ‘All That Jazz’, the event featured a live jazz quartet and Gin Buffet. Guests were treated with a ‘jazzy’ cocktail reception, followed by a welcome from Energy Partner Richard Murphy, and Hannah McDaid, a newly qualified solicitor in Banking.

Ivory toasts new champagne bar House of Fraser’s top floor restaurant, The Ivory, has launched its new champagne bar after a £100,000 investment creating 10 full and parttime jobs. The expansion by independent restaurant operator, father and son Brian and Adam Stockman completes House of Fraser’s extensive refurbishment.

Brian and Adam Stockman are pictured at the launch of The Ivory Champagne Bar.

Tomás MacEoin (centre) MD of category sponsor McKeon Group, presents the Hospitality Fit Out Project of the Year Award to Matthew Bott and Grace McCarron of Mivan.

Award win for Mivan Marine Mivan Marine have won Hospitality Fit Out Project of the Year at the annual all-island Fit Out Awards 2016 in Dublin. The Antrim-based specialist contractor won the accolade for their work in fitting out 10 luxury carriages for the Belmond Grand Hibernian train.

North West civic leaders head to Boston Civic leaders, businesses and officials from the North West embarked on their largest ever delegation to Boston, Massachusetts last month month. The delegation, will see 17 businesses from across the north west region participate in this overseas trade mission with a view to expanding or further expanding their business in the US market.

The trade mission team are pictured ahead of their trip to the US.

DECEMBER 2016

91

INFO SEC 2016

Malware exposure due to the internet of things to become a daily reality for all

Rik Ferguson, Global Vice President Security Research at Trend Micro at the Info Sec 2016 Confrence in the RDS.

The Info Sec 2016 conference in Dublin last month played host to some of the tech sector’s most knowledgeable experts, not least Rik Ferguson, the Global Vice President Security Research at Trend Micro 92

E

xposure to malware stemming from the internet of things is set to become a reality in our daily lives, according to a leading tech expert.

systems and toothbrushes now wired up to gather data online, Mr Ferguson said that vulnerabilities in the security of particular systems could leave individuals susceptible to attack.

Rik Ferguson, Global Vice President Security Research at Trend Micro, told the Info Sec Dublin 2016 conference that the ubiquitous use of the internet of things could result in reduced autonomy in personal decisionmaking for individuals, as well as exposing them to so called “ransomware” attacks.

With everything from TVs, to home heating

“Much more needs to be done to make sure that these systems are protected. If you have a systems weakness in one area, that could lead to the infection of all the systems which you depend on, which obviously raises concerns about how secure we are from the types of attacks that we know are already taking place.”

INFO SEC 2016

Attendees at the Info Sec conference in Dublin.

Four things we learned about cyber security from Dublin Info Sec 2016

Mr Ferguson stated that the problem needed to be addressed in the early development stage when products are being developed.

This an issue for manufacturers to address at the early development phase. It doesn’t work if you put a product out and then discover security weaknesses after the product is in use.

We need to make sure that company’s are not retrofitting solutions which could compromise your entire network.”

which could end up compromising humans ability to act independently.

Mr Ferguson emphasised the gravity of what is involved, invoking the notion that an eventual fusion between biotech and online systems

Mr Ferguson also expects the manufacturing industry to undergo the same upheaval as was seen in the music industry in the early parts on the 21st century.

“The spheres of bio tech and tech are not mutually exclusive. They overlap and as a result, when that technology does eventually blend, you will have people who try to compromise it.” He said the creation of malware to infect humans is “now within the realms of possibility.”

He noted that the music industry had to completely reconfigure itself due to downloading in the early part of this century.

He noted that the advent of 3D printing makes the same process inevitable for the manufacturing industry in the near future.

There will be in excess of 20bn smart devices connected to the internet by 2020, bringing into sharp focus the necessity to have adequate measures in place to combat cyber threats.

Cloud platforms are the major enablers for disruptive technologies, but Mr Ferguson added that hackers were becoming increasingly aware of “the points of weakness” related to the technology.

“There are going to be many different avenues of attack. You have to think on these avenues when you are thinking about the future.” ■

DECEMBER 2016

1) Ireland and the UK is in the firing line for a major cyber attack Cyber security strategist at Thycotic, Joseph Carson, made probably the most frightening statement in the conference’s morning session when he warned that Ireland and the UK’s position as a key location in the international supply chain between the EU and the US makes us a strong target of a DDOS attack for those intent on disrupting trade between the two areas.

2) The Internet isnot secure It’s something that we use on a daily basis – for waking us up, for planning our day, for timing our bus/train, for contacting our work colleagues, for posting our personal experiences. Although we have “built systems and services on the internet, the internet was never designed to be secure”, cyber security expert Brian Honan reminded us.

3) The majority of cyber attacks are due to humans Human error accounts for some 65 percent of all malicious attacks, according to the experts at Dublin Info Sec 2016.

The exact percentage may vary from study to study but the problem remains the same – how exactly are we going to deal with the weakest link? Poor passwords, unpatched software, old anti-virus: it is the unsophisticated cyber attacks that are, in fact, the most prevalent.

4) Cyber security skills should start at the age of six It all starts with the young ones apparently, Mr Carson believes, saying that cyber security should be a mandatory class in school. “School children have horrendous cyber security skills... awareness needs to start at the age of six.”

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TRAVEL

Austria: Thick snow and traditional towns on a super ski break

By Conor Power

Thick snow, traditional towns and Alpine landscapes make a super ski break for Conor Power and his son in Austria

“S

ki-fahren ist Knie-fahren!” Our instructor Stefan smiles as he lapses into his native tongue.

My 18-year-old son Colm and I look at one another. “You ski with your knees!”

Stefan clarifies, before beckoning our group to follow in his tracks through the snow-misted mountainside.

We’re in Kirchberg, in the Austrian Alps. The first couple of days were very snowy with poor visibility, but then, as now, we had Stefan to follow, doing our best to imitate his easy style as we cut over and back across the slopes like a flock of sliding ducklings.

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This was my first time skiing in Austria. The big difference between resorts here and in France is that French ski stations are invariably purpose-built at the foot of the slopes. In Austria, the resorts are traditional towns with lots of old brown timber, ordinary people going about their day amidst the tourists and the occasional ruddy-faced farmer in Alpine lederhosen.

In short, what the Austrian set-up lacks in ski-in-ski-out convenience, it more than makes up for in atmosphere and authenticity. With an infrastructure only slightly smaller than France, the Austrians are also more ski-crazy than

the French. That’s reflected in the sporting statistics: no country has as many downhill champions as Austria, and every second face you see on the village streets bears the telltale signs of a regular skier: tanned head and bright eyes.

There’s another thought on my mind. As I ski through the mists of the Pengelstein piste, I’m also trying to figure out what a teenager wants these days. I couldn’t imagine what I’d wanted to do on a holiday with my father when I was 18. Go for a pint and stare longingly at eye-catching girls of international mystique, perhaps?

TRAVEL

Bit by bit, however, we’re starting to gel.

Stefan guides us down slopes and up lifts all over the magnificent Tyrolean mountains and when the sky clears, so many tear-inducing beauty spots are revealed, I almost find myself weeping.

It’s probably hunger. Sliding up to a cosylooking pub, we remove our skis and clump inside to the warm Austrian interior. I follow Stefan’s lead and order a great comfort plate of pork with potatoes and gravy, washed down with some beer and served up by a Corkman.

The Kirchberg ski area links in with several other areas. Your ski pass can take you to neighbouring areas such as Kitzbüheler-Horn and Jochberg-Resterhöhe, and you can use the excellent train and “Ski Bus” service to do so – free of charge. In Kirchberg itself, they have a great array of services for smaller ones too, and the age mixture on the slopes takes in everyone from toddlers to radical young dudes and golden oldies.

The second half of the week is full of brilliant sunshine. Colm and I finish with the instructor, leaving me to wonder if my teenager would get a bit stir-crazy being cooped up with his dad all this time. By now, however, we’re used to the routine of getting up, having breakfast, walking down to the ski hire shop to pick up our gear and catching the bus for the short spin to the sunny slopes. In the evenings, Colm relaxes in the room or the bar, chatting online with his friends and/or girlfriend, while I go for a drink.

Stop for a midday meal of Tiroler Gröstl — a fantastic calorie-replenishing mixture of potatoes, onions, herbs, bits of bacon and more, topped with a fried egg. Yum!

APRES SKI Milan’s Drei-Ecke by the bus-stop on Lendstraße, is a simple structure with an umbrella-like roof that opens up to let out the steam from partying skiers once the place reaches capacity. Elsewhere, the KC-Betriebs und Verwaltungs on Dorfplatz offers a more traditional set-up, with a locals/tourists mix, and a lot of people passing through on a kind of gentle evening’s mini pub crawl through Kirchberg. ■

DECEMBER 2016

Belfast City Airport launches new ski route to Salzburg Airport joins with leading operators to announce weekly charter flight to the Austrian gateway from December

G

eorge Best Belfast City Airport has launched a new ski route to Salzburg, in conjunction with leading ski holiday operators Topflight and Crystal Ski Holidays.

Starting on Christmas Eve and running every Saturday until 11th March 2017, the weekly Aer Lingus charter flight will provide direct access for local passengers to a wide range of Austria’s finest ski resorts.

Pictured from left to right: Shauna Kelly, Reseller Development Manager at Topflight, Diane Risk, Travel Trade Consultant at Belfast City Airport, and Naomi Sainty, Base Support Manager at TUI Group.

Holidays are on sale now for the three-hour flight, which will depart Belfast City Airport at 1.30pm each Saturday, with the return flight arriving in Belfast at 7.50pm.

Katy Best, Commercial and Marketing Director at Belfast City Airport, commented: “Belfast City Airport is continually seeking opportunities to grow our successful European route network and we’re delighted to launch this new charter ski flight to Salzburg. In Topflight and Crystal Ski Holidays we have partnered with leading operators with a proven pedigree in delivering ski holiday packages throughout Europe.

“Salzburg is a world-class ski destination and its wide range of quality ski resorts, which cater for skiers of all abilities, are all served by our new route. The demand for ski holidays in the local market is strong, and we are confident this route, facilitated by Aer Lingus, will prove very popular and be warmly welcomed by ski tourists of all abilities.”

The ski resorts which will be served by the new Belfast City-Salzburg route include Kitzbühel, Zell am See, St. Johann, Kirchberg, Söll, and St. Wolfgang, with package prices starting from £389 per person.

Maurice Shiels, Topflight Sales Director, commented: “We are very excited about the launch of this route from Belfast City Airport and are delighted to offer the Northern Irish market a fantastic choice for winter ski and board holidays direct from Belfast.

“We have seen significant growth across the ski market in recent years and the increased capacity on this route from Belfast to Salzburg will further enhance that upward trend.

Topflight were honoured to be voted as the Best Ski Tour Operator Northern Ireland for the 14th consecutive year at the Northern Ireland Travel & Tourism Awards on Friday 21st October.” ■

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SPORT

Randox sign up McCoy

A

ntrim company Randox Health, the new sponsor of the Grand National, has unveiled the 20-time Champion Jump Jockey Sir Anthony McCoy as its brand ambassador. It signals a new era of sponsorship for the racing industry and is an active move to promote a healthier and more positive lifestyle for jockeys and fans alike.

Randox is a world leader in the promotion of effective preventive care and long-term wellbeing.

The global diagnostics company, the new sponsor of the Grand National and The Jockey Club, is opening healthcare clinics across the UK, Ireland, US and Middle East which will revolutionise healthcare through the use of its patented biochip array technology.

Using a comprehensive range of blood tests and biochip arrays, Randox enables early and accurate diagnosis of a wide range of clinical conditions and can carry out risk assessments on longer term threats including Alzheimer’s disease, diabetes and cardiovascular disease.

Sir Anthony McCoy said he had no intention of slowing down.

“I always try and enjoy life to the full, and staying healthy is key to that. You’re happiest when you’re healthy, and that’s why I’m delighted to be an ambassador for Randox Health. They’re leading the field in preventive healthcare and can give you an entire breakdown on not only how healthy you are now, but also on future risks and how best to maintain your health.” ■

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CHARITY

The gift that makes a difference

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s you reflect upon 2016, would your company consider celebrating your success by donating to the Northern Ireland Hospice? At Hospice, we consider the many people we have cared for and the families who will be facing their first Christmas without their loved ones. People like Sharon, who is facing her first Christmas without her husband Gary.

Gary had a malignant melanoma over 16 years ago and was given the all clear, but in 2010 it came back and spread, and by 2015 Gary needed operations to remove tumours in his arms and back. When his condition continued to deteriorate, he was referred to Hospice by his GP. Sharon was afraid. With no experience of the Hospice she felt it was just somewhere

you went to die. However, their Hospice nurse helped Sharon to understand. “Leanne came out and instantly put me at ease. She explained what lay ahead and how the Hospice could help.”

entire family including his six grandchildren, as Leanne arranged for a special bed to be brought out.

Gary was able to stay in the Hospice to help control his pain and to give his family respite.

Gary also visited Day Hospice one day a week, a chance for patients to spend time together while having their conditions managed and checked.

Unfortunately, Gary’s condition deteriorated on the 27th of December he passed away, at home, holding Sharon’s hand. “In the end his death was so peaceful and beautiful and this makes it so much easier to bear.”

On the 23rd of December, Gary became very unwell and his family thought he may have to spend Christmas in hospital or the Hospice.

Gary was able to come home for Christmas to spend one last Christmas surrounded by his

Your support this Christmas can make a huge difference in providing specialist care and support to the 3,000 people we support living with a life limiting conditions, and their families and carers. Your support can make a huge difference in providing specialist care and support to people facing terminal illness this Christmas and into the New Year. ■

When you think about Christmas gifts, please consider the gift of hospice care for a local person with a life-limiting illness.

Northern Ireland Hospice relies on the support of local businesses to continue to care for over 3,000 people with life-limiting conditions both in Hospice and in the community each year. £100 will pay for one night of hospice care at home for a patient, providing much needed rest for the whole family.

Donations can be supported with an e-card to circulate to staff, customers and friends.

To make a donation contact Corporate Fundraising Team Telephone: 028 9078 1836 Email: fundraising@nihospice.org

Gary and Sh

aron

Northern Ireland Hospice Head Office: 18 O’Neill Road, Newtownabbey BT36 6WB

nihospice.org Registered Charity Number: NIC 102337

DECEMBER 2016

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MY DAY Uncovering the 9-5

Name: Frank Cassidy Position: Director, Osborne King, Commercial Property Consultants

6:50am The alarm goes off and after at least one snooze, I get up to do half an hour of exercises. After a sporting career which resulted in many shoulder dislocations and cruciate knee injury, I find my body needs specific exercises to keep it roadworthy. After breakfast of cereal, toast and tea it’s off to join the traffic.

7:50am Leaving the house for the office and driving along the Malone Road I complain “Meldrewesque” about motorists pulling in at schools in order to let children out – something I did myself not too many years ago.

8:10am Upon arrival at the office, I deal with emails on the system. I am always fascinated by people who send me late night emails sometimes about relatively mundane matters. I usually spend the first couple of hours working on valuation reports or expert witness submissions. This is the time of the day where I have most clarity in my head on the framing of these.

10:30am Around this time I generally have meetings with staff. As head of the Property Management Department at Osborne King, I use this hour or two with staff to find out how things are going with our management clients. In particular I am concerned about rent payments, service charge reconciliations, health and safety requirements at various schemes, lease renewals, rent reviews and other matters pertinent to the safety and asset value of the property assets.

11:30am Mid-morning, I speak with various clients and their advisors to keep them apprised of progress on various issues in relation to their property. My preference is to meet clients for a coffee and talk about the issues rather than doing this over the phone or in email correspondence.

1:00pm Lunch is usually meeting clients or friends in the city for a sandwich and a chat. Our industry is so dependent upon current information therefore it is always good to get

up-to-date information. Given the dynamism of the industry, deals information can be very quickly overtaken by events.

2:00pm Very often mid-afternoon entails a site visit to inspect a property and all of the relevant comparables. Expert witness work is reliant upon detailed, almost forensic-like inspections of not just the property but its comparables and the locality so that once in the witness box, I will not be surprised by an unforeseen question from a learned gentleman!

5:00pm It’s back to the emails and responding as necessary before going home. I also take the opportunity to deal with phone calls to which I have not been able to respond.

6:00pm By this stage, I head for home with dinner at approximately 6.30pm. After that it could well be St. Brigid’s GAC meeting, a trip to the driving range or a gentle canter around the playing pitches at Queen’s University.

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