Ulster Business - November 2015

NOVEMBER 2015 Price £2.30 (€3.75)

The launch of a game changer How Barclay Communications’ workflow management system is set to change how you manage your business

ISSN 1363-2507

9 771363 250005

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Contents 6 News

38 Corporate Law

76 Motoring

All that has been going on in the Northern Ireland business world over the last month

We find out that the M&A market in Northern Ireland has a busy future ahead

Pat Burns, the man with the inside track on all things motoring, does his stuff

14 Cover Story

52 Sport & Business

82 Appointments

We look at a new work flow management system from Barclay Communications

We hear from Oonagh O’Reilly at the IFA about an exciting future for the organisation

Who’s moving where, why and where have they come from? It’s all here

18 David Meade

60 Conferencing & Events

90 Events

The mentalist explores how the charity sector can teach us a lot

How does our offering stack up for the international conferencing community?

Were you at a business event last month?

Are you sure? Then you might be here

24 Exports

74 Taking Stock

92 Technology

Profiles of five overseas destinations that you need to consider

It’s back! Who’s been making money and who’s fallen into the red?

Adam Maguire knows good gadgets and keeps us up to speed with the latest

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EDITOR’S COMMENT

Forward momentum

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elcome to the November edition of Ulster Business. This month we’re keeping the chill winds of winter at bay with a host of stories, analysis and insight on some of the most important aspects of the Northern Ireland economy.

We look at the world of export to find out if we’re managing to successfully send our goods and services overseas or if the strong pound is hampering the process.

We focus in on some of the biggest M&A deals of the year and find out that our companies are proving good value for investors from further afield.

Our Sport and Business feature explores the IFA to find out what it has in store from a business perspective in the years ahead and our Conferencing and Events feature takes a critical look at what Northern Ireland has to offer the global conference world.

There’s still the old political stalemates at every corner, but if we can set that aside, as most of us with any sense do, then there is clear evidence that nearly all sectors the economy here are recovery, albeit at a sluggish pace.

A good barometer of the Northern Ireland economy has been the office market and if, as revealed in this magazine, rents for good office stock are recovering back to levels which make development viable, then the omens are good.

It’s up to us to keep the momentum going, but with a little help from a grown up government, that should be easy.

For now, enjoy the magazine.

David Elliott

Publisher Greer Publications 5b Edgewater Business Park Belfast Harbour Estate, Belfast BT3 9JQ www.ulsterbusiness.com Tel: 028 9078 3200

Editor David Elliott

Art Editor Stuart Gray

Manager Sonia Armstrong

Production Manager Stuart Gray

Printer W&G Baird Greystone Press, Caulside Drive, Antrim BT41 2RS www.wgbaird.com

Deputy Manager Sylvie Brando

Cover Photography Brian Morrison

Greer Publications © 2015. 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 Greer Publications.

NOVEMBER 2015

It’s a proper cross section of the local economy, one which has been quietly getting back on its feet over the last few months.

Sales Executive Susan Simpson

Free to download. Free to read. ulsterbusiness/app 5

NEWS

The Big Numbers 8 Belfast’s rank in a list of the best UK cities to live and work, according to a report from PwC.

Don’t underestimate negative impact of Brexit, warns economist

4.55m The number of visitors to Northern Ireland in the year to June 2014, according to DETI, an increase of 9%.

£725m The amount of money visitors spent while here in Northern Ireland, down 4% as a result of stronger sterling.

9% The level of VAT paid by companies in the hospitality industry in the Republic.

Hospitality Ulster wants VAT, currently levied at 20%, to be reduced for hotels and bars in Northern Ireland so they can compete on an even playting field.

2.22m The number of rooms sold in hotels and in other accommodation, an increase on the 2%.

46,000 The number of tourists which visited Northern Ireland last year, a 36% increase on the last year.

Pictured at the Cracking Cross-Border Business Breakfast are: Wendy Austin, BBC Radio Ulster, Oliver Mangan, Chief Economist at AIB, Peter Legge, Tax Partner at Grant Thornton and Peter Stafford, Partner at A&L Goodbody.

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on’t underestimate the negative impact a UK exit from the European Union would have on the Northern Ireland economy.

That was the message from AIB’s chief economist who was speaking at a cross-border business breakfast where the potential for a sharp fall in economic output across both the UK and Ireland in the aftermath of a so-called Brexit was highlighted.

Oliver Mangan said the situation would be made worse in the absence of a future trade agreement.

“In truth, post any Brexit, there is no guarantee of a free trade agreement between the UK and EU being reached and in that case the UK would still have to adhere to EU rules and pay EU budget contribution,” he said, adding that the lack of a deal could impact foreign direct investment (FDI).

“While currently the UK is the biggest recipient of FDI in the EU, around half of that currently comes from the EU and a further 30% from the US. In a Brexit scenario the EU may get more FDI by not having a trade deal with the UK.”

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And he said the time lag associated with a Brexit would also be damaging.

“In practice it takes two years for a country to leave the EU and as the UK has no veto on exit terms, they will have to follow the full process. In that context the full economic impacts may take up to a decade to materialise because of the changes in trade and FDI that occur over time.

“When you also factor in the distinct possibility of sterling weakening greatly ahead of any BrExit, it is not surprising that such a move by presents a big risk to both the UK and Ireland economies.”

The event was organised by First Trust Bank, a subsidiary of AIB, along with corporate law firm A&L Goodbody and business advisors Grant Thornton.

Other speakers at the event included Peter Legge, Tax Partner, Grant Thornton who examined UK/ROI Cross Border Tax Issues and Peter Stafford, Partner, A&L Goodbody who considered the overhaul of companies legislation north and south in recent years with a particular emphasis on what this means for owner-managed businesses here.

NEWS

New Holywood nursery creates 10 jobs

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nursery school in Holywood has just opened its doors, creating 10 new jobs.

Tiger Tots Day Nursery has a capacity for 37 children is the first to be opened by owner Adele Moore and will be situated in a former scout hall.

“Opening my own nursery is something I have always wanted to do. I had a vision of the type of nursery I would want to send my own children to and with the support of Danske Bank this is now a reality,” she said.

“We purchased an old scout hall that had laid derelict for the past eight years and carried out extensive building work to transform it into a suitable location for the nursery, replacing the entire roof and carrying out major refurbishments to the interior.”

Part of the funding for the £300,000 project came from Danske Bank.

Ellen Matthews, Business Banking Manager, Danske Bank, said the business will find a welcome audience.

(L-R) Pictured is Ellen Matthews, Business Banking Manager at Danske Bank and Adele Moore, Owner of Tiger Tots Day Nursery.

“This latest addition to the Holywood area is a welcome venture and we are proud to have helped Adele open her dream nursery.”

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NEWS

Quotes of the month “The most attractive element for investors at present is the notable gap between the yields on offer in Northern Ireland and those prevailing in other competing regional cities in the UK.” Brian Lavery, Managing Director at CBRE in Belfast believes Northern Ireland commercial property market is a good bet for overseas investors.

“There is no silver bullet to delivering good growth, but in this new era of decentralisation, devolution and regional opportunity, doing nothing is not an option.”

Paul Terrington, regional chairman of PwC in Northern Ireland, believes the Executive needs to look to the English regions where over 30 proposed City deals are following the lead of the Northern Powerhouse to create holistic plans for cities and their wider metropolitan areas.

“An effective planning process increases investment into a region, enhances the ability to compete on an international level, attracts talent, enables sustainable growth and maintains sound services”.

RICS Northern Ireland Director Ben Collins

“The loss of 860 jobs is a huge blow for Ballymena and north Antrim and is bad news for the Northern Ireland economy as a whole. This decision is hugely regrettable and I know the company will not have taken it lightly.”

Enterprise Minister Jonathan Bell

Construction sector vents at Stormont over deadlock

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onstruction is the latest industry to vent its frustrations at the lack of proper leadership at Stormont.

The Construction Industry Group (CIG), which represents a number of sectors which supply the industry, has met with members of Northern Ireland’s political parties to express their “anger and frustration at the ongoing political deadlock”.

It told the parties that the political impasse is delaying investment in the construction sector which in turn is putting jobs at risk.

Gordon Best, who is Regional Director of the Quarry Products Association Northern Ireland, one of the organisations represented under the CIG umbrella, said action needs to be taken to prevent a prevent the loss of both work and skills.

“Our politicians must understand that the political uncertainty is deterring economic investment, having a direct impact on

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jobs in construction and creating a mass migration of skilled workers out of Northern Ireland,” he said. “The industry is concerned about the current and future levels of capital spend and what infrastructure projects the NI Executive will commit to.”

“The current political uncertainty is delaying investment, undermining confidence and forcing many companies to find work in other parts of the UK, causing a skills migration,” he said. “This will make the recovery in Northern Ireland all the more difficult if and when demand eventually picks up again.”

He called on elected representatives to work out their difference for the good of the economy.

“We would encourage our politicians to work hard to resolve the political deadlock before confidence further deteriorates the prize for political agreement and stability is enormous and future generations will thank them for it.”

NEWS

A Coke and a smile for Arthur Cox

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aw firm Arthur Cox has been appointed as legal adviser to Coca-Cola HBC on an all-Ireland basis. Arthur Cox will provide Coca-Cola HBC with a full business service offering spanning corporate, commercial, anti-trust, employment, litigation, procurement and property law.

Alan Taylor, Managing Partner at Arthur Cox’s Belfast office, and the relationship partner for Coca-Cola HBC, said: “We are delighted to be appointed following a competitive process and look forward to supporting Coca-Cola HBC. Over recent years Arthur Cox has built an experienced and respected team and has a strong track record of partnering major corporates and contributing to their ongoing success.”

Raymond McGinley, Legal Director at Coca-Cola HBC, said: “Alan Taylor and his colleagues in Belfast and Dublin have shown great commercial awareness and understanding of our needs. They are already delivering well-considered business guidance which is thorough and timely. The strength and depth of Arthur Cox’s team across the full reach of its services is significant for us.”

Coca-Cola HBC operates in 28 countries. It is one of the largest bottlers and vendors of The Coca-Cola Company’s products in the world, and the largest based in Europe.

NOVEMBER 2015

Raymond McGinley, Legal Director at Coca-Cola HBC, and Alan Taylor, Managing Partner at Arthur Cox’s Belfast office, celebrate the appointment of Arthur Cox as legal adviser to Coca-Cola HBC on an all-Ireland basis.

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NEWS

NI consumers left with more spare cash but still not flush

Pictured are Calvin Holohan, Restaurant Manager and Emir Holohan, Head of Marketing at Holohans with Harry McDaid, Chief Executive of UCI.

Holohans set for new restaurant

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elfast-based Holohans is set to open a second restaurant in Belfast following a £100,000 investment that will create 12 new jobs in year one.

The new restaurant will be known as Holohans Pantry, situated in the Queen’s Quarter. A £15,000 investment was secured from the Northern Ireland Small Business Loan Fund (the Fund) to help fit out the restaurant.

The Fund is managed by Ulster Community Investment plc (UCI) on behalf of Invest Northern Ireland.

UCI is a subsidiary of social finance organisation Ulster Community Investment Trust (UCIT).

The restaurant will be a sister to Holohans at the Barge, situated at Belfast’s Waterfront Hall, opened in November 2013. It is a family-run business which prides itself on using local produce and updating classic Irish cuisines with a modern twist. The family has decided to open a second restaurant because of growing demand from customers and the success of the Barge.

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Pictured (l-r) at the Asda Income Tracker NI Roundtable event at Riddel Hall, Rob Harbron, Economist, CEBR; George Rankin, Senior Director Asda NI and John French, Chief Executive, Consumer Council.

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onsumers in Northern Ireland are seeing their disposable income increase but have a long way to go to catch up with their neighbours in the rest of the UK. Those are the findings from the latest Income Tracker report from Asda prepared by CEBR which revealed that families here have £97 of so-called discretionary income to spend each week, after paying for essentials such as food, energy and housing.

While that is 15% up on the same time last year, it’s still less than half that of the UK average of £192, a situation caused by lower salaries and higher costs for both food and energy.

The average wage in Northern Ireland stands at £18,764 compared to a £22,044 across the UK as a whole and we have the highest percentage of workers on or below the minimum wage, the report said.

And when it comes to the high earners, the gap widens further.

The average salary in the top 10% of earners in the UK as a whole is £48,250 while for Northern Ireland it stands nearly £9,000 lower at £39,549.

But spending power here improved by the highest percentage of all UK regions, while budgets across the region enjoy the bonus

of a fall in the price of energy and food compared to the same time last year.

“After a difficult few years since the recession, it’s encouraging to see household spending power picking up quickly in Northern Ireland,” Rob Harbron, Managing Economist at CEBR said. “Consumer spending is helping to support the economy this year as a result. We are not quite out of the woods yet though as higher inflation next year, the prospect of higher interest rates and continued government cutbacks will all have their effect on family finances.”

Asda’s Chief Customer Officer Barry Williams said the fact much of consumer incomes is spent on essentials in Northern Ireland means we’re benefit more when prices for food and fuel fall.

“Traditionally, people in Northern Ireland spend more on essential items than any other region and they’re benefitting in falling prices of vehicle fuel, energy bills and food – it’s also reassuring to see that wage growth has recently accelerated and all of this is contributing to some of the fastest spending power growth in the UK. However, the impact of the financial crisis still looms with customers sticking with their savvy shopping habits and reprioritising their spending on treats and activities with their families – remaining vigilant that the economic landscape can quickly change.”

NEWS

Breakfast Bytes served up for the food and drink companies

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elfast technology and web company i3 Digital, served up an informative and interactive breakfast seminar on Friday 2nd October to delegates from the local food and drink sectors. The event was the third in the company’s Breakfast Bytes series, which brings organisations together to share and learn about the digital pain points faced by organisations, and cures that are currently available to them.

After a hearty and traditional networking breakfast, the morning was kicked off by Levy McCallum’s Russell Moore, who discussed the overall role of Relationship Marketing’s place in the integrated marketing mix. Russell also discussed how organisations can understand and influence the customer buying process in detail, and the offline and online strategies that bring a focus on people above all else in the communications matrix. Russell’s presentation was followed by i3 Digital’s Marketing Manager, Mark Lyness, who discussed the numerous difficulties that organisations in the agri-food sector currently face online, and the lesser-known remedies and online tools available to drive customer engagement and understanding.

The intimate Breakfast Byte events take place each month in i3 Digital’s Dargan Road headquarters, and are deliberately limited to a handful of companies to boost delegate participation and input. Guests on the day included representatives of Shortcross Gin, White’s Oats, McWhinney’s Sausages, Nisa, CocoMojo, M3 Distribution, and Invest Northern Ireland.

NOVEMBER 2015

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in association with

DELOITTE FAST 50 TECHNOLOGY AWARDS

Strong showing from NI companies in Fast 50

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total of 11 local technology companies have been named in the Deloitte Fast 50 Technology programme, which lists the fastest growing tech companies on the island of Ireland.

Four of the fast growing Northern Irelandbased technology businesses have won a place in the Fast 50 for the first time this year.

Those making the 2015 shortlist were First Derivatives, Instil Software, Leaf Consultancy Ltd, Learning Pool Ltd, Novosco, PathXL and Seopa Ltd. These Fast 50 veterans were joined by newcomers Ozaroo.com, Tascomi, Seven Technologies Holdings Ltd and Neueda Consulting.

Tara Simpson (Instil Software), Patrick McAliskey (Novosco) and David Crawford (Deloitte).

2015 deloitte fast 50 technology awards shortlist: AccountsIQ Action Point Technology Ltd Agile Networks Asavie AspiraCon Asystec CareWorks Ltd CarTrawler Clavis Technology Ltd Creme Global CWSI Emydex Technology eShopWorld EssentialSkillz Fenergo First Derivatives PLC Impedans Ltd Inhance Technology Instil Software Integrity360 Intellicom Ireland IOTA Localisation Services ITQuotes Leaf Consultancy Ltd Learning Pool Ltd

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LotusWorks Medserv Milner Browne Neueda Consulting Ltd Nostra Novosco Ozaroo.com PathXL Phorest Roomex.com Sales-Promotions Seopa Ltd Seven Technologies Holdings Ltd Spearline Labs Strata3 Tascomi TheIrishStore.com Tickets.ie Topfloor Systems Ltd Valentia Technologies Ltd Vearsa Vizor Ltd Voxpro Ltd Welltel Wolfgang Digital

The final Deloitte Fast 50 rankings and company growth levels will be revealed at the awards ceremony to be held on Friday 13th November in the DoubleTree by Hilton Hotel in Dublin.

This year marks the 16th of the Fast 50 programme in Ireland. One of the longest-standing technology contests in Ireland, the awards demonstrate the contribution of the indigenous technology sector. Cumulatively, the 2014 Fast 50 winners generated approximately €350m in total annual revenues, with an average growth rate of 276%.

David Crawford, Partner in Deloitte’s Belfast office, said: “It has been another strong year for the local technology sector and the strong showing by Northern Ireland firms shows the increasing strength and depth of the sector here. It is fantastic to see newcomers such as Tascomi and Seven Technologies join the list this year and also to see the likes of Novosco and First Derivatives still making the list after many years. We are excited to find out the final placings at the awards ceremony next month.”

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COVER STORY

Remote (worker) control WorkPal, Barclay Communications’ new workflow management tool, is set to revolutionise businesses up and down the land, according to Britt and Ian Megahey.

We find out more...

Britt Megahey

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COVER STORY

Barclay Communications launches its customer case study videos at the recent Digital DNA event in Titanic Belfast.

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here’s a buzz as soon as you walk into Barclay Communications’ Donegall Pass reception in Belfast, one which offers only the merest hint of what is going on inside.

At its most base level, the product streamlines the workflow process for companies with remote workers from initial job assignment to client invoicing, resulting in a user-friendly, end-to-end job management system.

Of course, much of it can be accounted for with the bread and butter business which the company has become wellknown for: the provision of business mobile, landline and digital solutions.

Essentially, it allows mobile workers to access customised job sheets from a mobile app where they are guided through their task and report back instantaneously on

But this time there’s an extra frisson of excitement as a result of a brand new product.

WorkPal is the company’s mobile workflow management solution which, according to boss Britt Megahey, is about to take the business world across the globe by storm.

“One of the things which really excite us about this product is its potential,” he told Ulster Business. “Ultimately, it could be sold anywhere in the world and that means it could be a game changer for Barclay Communications.”

That’s quite a statement to make, so to find out why the telecoms stalwart is so bullish, it’s worth taking a close look at what WorkPal actually does to find out what sets it apart.

NOVEMBER 2015

their progress with enough information to allow speedy invoicing.

That end-to-end process management is key, and makes sure that the accounts department is totally integrated with the people in the field and to everyone in between.

To achieve that, the workflow process needs to be mobile – another feather in >

Barclay Communications – a short history 1997: Established first mobile phone retail outlet in Larne called Fonezone 1999: 10 stores opened province-wide 2004: Northern Ireland’s first O2 Advanced Partnership accreditation 2006: Began trading in Scotland 2008: Deloitte Technology Fast 50 win Barclay Telecom landline and broadband department opened 2009: Opened our first IT Services department and became Microsoft Approved Partners 2011: Began trading in England’s North East 2013: Launched WorkPal 2014: Began reselling Office 365 2015: Began reselling O2’s Digital Suite of Services e.g. McAfee and Box O2 Direct Partner Won Mobile News Awards’ B2B Dealer with over 100 employees

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COVER STORY

WorkPal’s cap – with users accessing it via a smart phone or tablet.

Utilising such technology has a number of benefits for companies.

For starters it means the whereabouts of field operatives can be tracked from starting to finishing work, meaning it’s easier for the boss to keep control, no matter where they are.

“Managing directors can manage their business from anywhere in the world and that’s a massive coup,” WorkPal Account Manager Ian Megahey said. “All field operatives using the system are tracked.

When they start a shift a pin is dropped on their phone, they can tell which job they should go to first and then it can tell the boss if they’ve arrived on time.

customisation might be difficult but WorkPal was designed and built at the firm’s Belfast headquarters using its own IT specialists.

“Our developers are in-house,” Ian said. “Our knowledge of this product is massive compared to our competition. Our customers like having that local support and knowledge and they can speak to our developers if they need to.”

And when it comes to WorkPal’s potential uses, the list is seemingly endless, Ian said.

“We’re constantly coming across industries we haven’t thought of which will be ideally

suited to the product. Any company which has people out on the road will benefit from the efficiencies it will bring.

Think of pest control, electrical engineers; there’s a diverse range of uses.”

It’s this potential which has triggered the excitement in Barclay Communications, a company which was been at the centre of the mobile telecoms revolution.

“In two years this could be the bigger part of the business,” Britt said.

“It’s open-ended for us with this product and we’re already looking at versions two and three.”

“It’s the visibility and traceability which is so useful. It lets the boss really keep control.”

The system also means there is no delay to invoicing, a coup for accounts departments across the land which previously had to wait for field operatives to return to the office and file paper work before they could get an update on their activity.

Maybe WorkPal’s most important unique selling point is the fact it can be customised to suit an individual customer’s needs, a feature which is increasingly important.

“Every business is using a different accounting system so we needed to make sure we could offer something that synched easily,” Ian said. “There isn’t a customer I’ve come across yet that hasn’t needed customisation to some extent.”

And, as Britt points out, the product has answered a need which the company identified before embarking on its development.

“Before we even wrote a line of code we could see there was a need for software to help businesses manage their workflow.

That’s why WorkPal was born.”

Were Barclay Communications a reseller of another company’s product, that

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Susan McBrien and Michael Gray of Coral Environmental are pictured with with Karl Rainey, WorkPal Development Manager.

The customer view Susan McBrien from Coral Environmental “Moving to WorkPal was a smooth process, practically seamless. We have now gone almost completely paperless, which has freed up a great deal of administration time.

WorkPal has sped up our workflow management process, enabling us to process jobs faster, thus allowing for quicker invoicing. Our field workers are now spending more time on the road and less time in the office looking after paperwork. With real-time readings of where our field workers are, we are also able to plan our jobs more effectively.”

Michael Gray from Coral Environmental “WorkPal has made us more professional and efficient; it is the single best investment that we have made as a company to date. In the first year alone we have saved £15k-£20k from not needing to recruit an additional member of staff. It is also starting to generate extra revenue for us now, as with job sheet recommendations we are now able to quote much more. I cannot recommend WorkPal enough.”

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BUSINESS PSYCHOLOGY

Power to the... person?

In this month’s article, part three of six on the art and science of effective negotiation, David Meade shows how one simple technique, pioneered by the charity sector, can supercharge your ability to get the other party on your side – today 18

BUSINESS PSYCHOLOGY

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hether it’s the latest sales deal you’re trying to clinch, a colleague you’re trying to persuade, or an un-shiftable stakeholder whose support you need to get an initiative off the ground, it’s easy to see why the process of negotiation can become a minefield for the unequipped.

Even the most experienced business people tend to shy away from avoidable deal tussles that they fear may become protracted or divergent, fearing the process of deal making may lead to deal breaking.

Di Capri-Don’t So why do we hate to arm wrestle with our colleagues in business? Hollywood would have us believe that every business person is a ‘Wolf of Wallstreet’ in sheep’s clothing, but the truth of the matter is that we are at our core relationship builders.

We want rapport, connections, and congruence – not conflict; our worst fear is that a negotiation might lead to conflict.

The truth of the matter is, no one’s ever died at the negotiation table, nor have many left the boardroom with much more than the occasional bruised ego.

At its heart, every negotiation has much less to do with the product or the price, and much more to do with the people.

So if we want our negotiations to get better, we need to get personal.

‘Tis Better to Give As challenging as you think your latest sale might have been, think how much harder it might have been if you were seeking the same amount of cash from your client and were offering no personal or professional benefit to them. No tangible product, or even an experiential service. Nothing.

This is the challenge faced day and daily by the charity sector, and it’s why it’s become a hotbed for best practice in the psychology of persuasion and negotiation over the last fifteen years.

Think that Oxfam, Barnardos, and their counterparts can’t teach you anything about increasing your sales – think again.

NOVEMBER 2015

Lets first look at how the charity sector have used the ‘get personal’ principle to their advantage, and then we’ll explore how you can use the same technique to get the best out of your next negotiation.

much more likely to cultivate action.

When we get to know the person, we feel like we’re involved in their story, and feel compelled to act. It becomes more than a headline – it gets personal.

The Power of One

Snapshot

Bullying is often classed as the least ‘sexy’ wing of the fund raising arena. Unlike Cancer, MND, or Alzheimers, bullying is harder to point out and pin down, and as a consequence Bullying Prevention charities tend to struggle to drive up their income.

Doctors are rightly revered. We hope to avoid them all year round, yet when we need their consult they ride in on horseback and save the day – every time. What happens, though, when we apply the ‘personal principle’ in the clinical setting?

Recently though, in the United States, Karen Klein’s case bucked that trend in an extraordinary way. She was publicly and savagely attacked by a gaggle of students and when a clip of the heinous incident went viral, received donations totalling nearly $1m from 30,000 donors in over 80 countries.

Examining the types of decision making taking place in CT scanning rooms across the country, one explored the impact of attaching a photograph of some patients to their scan imagery.

“Experience tells us that the three most stressful times in our personal lives are getting married, moving house, and getting divorced.

The last six months has taught me that there’s an analogous trilogy of hell in business: Moving premises, moving accountants, and moving bank.”

In doing so, the researchers went some way to create a personal connection between those interpreting the scan, and the patients themselves as individuals.

While still technically ‘strangers’, this connection had a profound impact.

Those whose photographs were attached were prescribed dramatically and observably better aftercare. They were handled with more warmth and consideration, and were objectively rated as receiving overall better care.

The patient stopped being a ‘case’, and instead became an identifiable individual.

For these physicians, it got personal.

Bank on It Since learning of the power of this principle in other sectors, we can now see its negotiation and sales applications – deliberate and incidental – all around us.

Stephen Sutton, Claire Squires, Alan Barnes, and other examples will likely be vaguely familiar to you as being cases that fit this mould (and if these names don’t ring a bell, check them on your favourite search engine – you’ll recall them instantly).

Experience tells us that the three most stressful times in our personal lives are getting married, moving house, and getting divorced. The last six months has taught me that there’s an analogous trilogy of hell in business: Moving premises, moving accountants, and moving bank.

Through cases like these, and many others, researchers recognised that a single identifiable story is more impactful, engaging, and ‘sharable’, and as such is

When I look back on how I made each of these important decisions, I realise that it was the ‘personal principle’ that sealed the deal every time. >

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BUSINESS PSYCHOLOGY

Danske Bank didn’t bombard me with interest rates, product proposals, and spreadsheets. Instead, they got to know my business, my lifestyle, and even my family, and tailored any discussions we had around them. I was sold, and today couldn’t be happier with my decision.

Even as I go for my morning coffee, Starbucks ask for my name to identify me, even though I had been finding my coffee just fine for years before they started ‘getting personal’ to make me, and all customers feel like an identifiable individual.

applications are clear. Instead of talking about the many features and functions of your offering during your pitch, talk about what practical and tangible difference it will make to the individuals in the room, and those that they work alongside.

Where you might have said “...our copiers will save your admin team £9k per year on printing costs”, instead say “...our copiers will save Mary’s department £9k in the first year alone which she can use to replace the iMac’s she’s been hoping to upgrade”.

Or, when pitching to your financial director to fund an experimental expansion plan, don’t just talk about the 300 new customers you could be serving. Focus instead on one key customer initially, outlining the impact this new offering will have on them, and the impact their business will have on your bottom line before talking about the bigger picture.

David is a researcher and lecturer in international business whose personal interests have always focused on aspects of popular psychology, consumer behaviour,

Back in the Office

and choice. www.davidmeade.co.uk and

So how do we use this simple principle to maximise our persuasiveness? The

follow him on twitter @davidmeadelive

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C H R I ST M A S AT S A P H Y R E E S S E N T I A L I N D U LG E N C E

Christmas Lunch Set Menu Scallop Ceviche Clementine, Wasabi, Fennel Ulster Fry Slow Poached Hen Egg, Potato Bread Espuma, Crispy Bacon, Soda Bread Croutons, Roast Tomato and Black Pudding Artichoke & Truffle Soup Game Croustillant

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Turkey Smoked Bacon, Chestnuts, Bread Sauce Braised Venison Spiced Red Cabbage, Pine Pomme Purée Poached Salmon Sprout Leaves, Smoked Salmon Emulsion

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Apple Tarte Tatin Star Anise, Calvados Bitter Chocolate & Vanilla Cream Chestnuts, Clementines Selection Of Irish & Continental Cheese (supplement £3) Two courses £22 Three courses £26

Christmas A La Carte Ulster Fry Slow Poached Hen Egg, Potato Bread Espuma, Crispy Bacon, Soda Bread Croutons, Roast Tomato and Black Pudding £11 Foie Gras Torchon Quince, Panettone £12

Christmas at SAPHYRE promises a culinary treat for clients and staff who have helped your business grow throughout the year.

The opulent and bespoke dining room translates perfectly for business lunch and dinner meetings adding an extra touch of class and sophistication.

The restaurant is available for private funcitons throughout the week with the Head Chef tailoring menus to suit each clients needs.

Our chefs have also designed an exciting range of menus from the Christmas set lunch offering stunning value at £26 for 3 courses, to an inspirational a la carte, through to a delightful 7 course tasting dinner.

Quail Dukkah Spices, Pomegranate, Parsnip £12 Scallop Ceviche Clementine, Wasabi, Fennel £12

~ Turkey Smoked Bacon, Chestnuts, Bread Sauce £22 Monkfish Tail Chestnuts, Pied Bleu, Celeriac £24 Turbot Squid, Cauliflower, Raisins £26 Tournedos Rossini Fillet of Beef, Cured Foie Gras, Winter Truffle, £29

PRIVATE DINING FOR BUSINESS LUNCHES, CHRISTMAS CELEBRATIONS OR EVENTS RANGING FROM 8 UP TO 75 PEOPLE. 135 Lisburn Road, Belfast - +44 (0) 289 068 8606 - saphyrerestaurant.com

RECRUITMENT

Hiring the right talent

By John Moore, Regional Managing Director of Hays Northern Ireland

term future of the business – not just the gap that exists within the management structure today, or the current workload.

business environment. The ability to qualify this with evidence is paramount.

Awareness For almost 20 years in Northern Ireland, Hays has sourced some of the most talented people in the industry. Regardless of their industry and background, there are some specific qualities that business leaders should identify when interviewing potential candidates.

T

he local economy is back in growth mode. While the pace of growth is modest, it is broadbased and consistent.

Positioning a business for growth over the longer term is now a major preoccupation for many business leaders. Hiring the right management for your organisation is among the most important decisions a leader can make.

Business leaders should consider the impact talent will have over the longer

Focus on the future Businesses benefit from managers who possess a strong understanding of their industry and a realistic vision of how an organisation can develop. The best potential hires will understand the economic cycle and tactics that need to be deployed.

Execution The ability to communicate and influence others is critical. Candidates who can effectively execute a business plan – to provide that bridge between aspiration and results – are invaluable within a competitive

It is no longer good enough to simply be aware of current industry trends – candidates must be aware of competitors, in addition to operational challenges affecting marketing, and budgetary constraints. At Hays we look for people with a strong appetite to learn and develop constantly as these are the people that will take our business to the next level.

The future success of a business can only be ensured by installing the right blend of talent. For this reason, consider the challenges and trends that will shape the business beyond the coming year.

Consider where you want the business to be positioned tomorrow, and source the talent that can drive forward your vision.

For further information about Hays in Northern Ireland log on to www.hays.co.uk/northern-ireland/

Almac buys Athlone rival

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raigavon pharmaceutical company Almac Group has bought over rival company in the Republic for an undisclosed sum.

The acquisition of Arran Chemicals is Almac’s first venture across the border and will ramp up headcount by 57 to over 4,000.

Located in County Roscommon, it manufactures products for the pharmaceutical, flavour/fragrance, personal care, and other specialised chemical and industrial applications and will work alongside the Craigavon plant.

Arran Chemical’s facility offers a multi-purpose plant including extensive manufacturing capability and a well-equipped development lab which strongly complement Almac Sciences global assets and marks a new chapter in Almac’s continuous growth.

Almac plans to invest further in the facility to enhance its operational standards and to enable full integration with Almac’s operations.

Dr Stephen Barr, Managing Director, Almac Sciences said the move is a exciting for both companies. “Based on our combined

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strength, scale and technology, we will be able to offer finished commercial products and partly processed pharmaceutical materials or intermediates using our current world leading Biocatalysis technology platform,” he said. “As a result we will be much better positioned to address our global clients’ growing demands for this type of high quality, integrated and efficient service.”

Anthony Owens, Managing Director, Arran Chemical Company, welcomed the merger. “We are very pleased with this significant development which enables us to continue to deliver high quality products to our global customer base in addition to offering a broader range of solutions.”

Exports & International Business

EXPORTS & INTERNATIONAL BUSINESS

So you want to export?

The world is a big marketplace so we’ve pulled together five country profiles in conjunction with NI Business Info to give you the background you need before you consider dipping your toe abroad

Australia Australia is the fifth largest economy in the Asia-Pacific region, and the 14th largest economy in the world. It has had over 20 years of uninterrupted economic growth.

It is is ranked by the World Bank as the 10th easiest country in which to do business.

• similar business, culture and legal practices • similar technical standards • an extended period of strong economic growth • strong business and consumer base • strong technology sector • high personal wealth • strong intellectual property (IP) protection

eg Perth is nearly 3,300 kilometres from Sydney • Australia is between eight and 11 hours ahead of UK time • weather extremes in winter and summer can have an impact on businesses • doing business in Australia can be expensive due to the current exchange rate between the two countries

Challenges: Advantages: • the strong Australian dollar makes British products very affordable • the close proximity to Asia Pacific economies • familiar products and service providers

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• Australia is approximately 24 hours away from the UK by plane • Australia covers three time zones and is as big as the USA • distances between capital cities are vast,

Good to consider if you are involved in: Rail, road, offshore Liquid Natural Gas, mining, information and Communications Technology, e-commerce and hospitals.

EXPORTS & INTERNATIONAL BUSINESS

Netherlands The Netherlands is the fourth most densely populated country in the world. It has the 16th largest economy in the world and the sixth largest in the European Union (EU).

According to the World Economic Forum’s Global Competitiveness Index it’s the eighth most competitive economy in the world.

Advantages: • member of EU single market • similar culture to the UK • easy access to the market as located close to UK • early adopter of new technology • one of the world’s most open economies

Challenges: • Doing business in the Netherlands does not present major challenges to UK companies as the Dutch market is similar to the UK. • However, the market is very open, and therefore highly competitive.

NI companies should be well prepared in order to meet the competition from both domestic and international companies.

Good to consider if you are involved in: Non-food consumer goods, food and drink, and offshore wind.

Advantages: • largest country in the world by population • fast growing consumer market • growing number of middle income consumers • close proximity to Asia Pacific region and economies • marked growth ensured by Chinese monetary policy • forecast to become the world’s largest luxury goods market by 2020 • London being positioned as a developing centre for Chinese currency business • flourishing business base • strong government investment programme • largest Information and Communications Technology (ICT) market in the world • over 160 cities of 1 million+ inhabitants with new cities emerging • coastal areas developing into sophisticated urban clusters

Challenges:

China China has had great economic success over the past 30 years.

Previously an agricultural society, urbanisation reached over 52% in 2013.

China is the world’s second largest economy after the United States and the biggest trading partner for most Asian economies. It’s a large and expanding market for UK businesses.

UK exports have increased by over 37% in the last two years.

NOVEMBER 2015

• large parts of the economy are still closed to full foreign participation • strong competition from well-resourced and positioned state-owned enterprises • finding and retaining the right skills in the local workforce • complex business culture • language barriers • need for patience to build up trust and networks • significant time difference • weather extremes across the country and high levels of pollution in certain urban centres • anti-monopoly legislation used against foreign firms • bribery and corruption Good to consider if you are involved in: Finance, professional and business services, oil and gas, power generation, renewable energy, infrastructure, aerospace, automotive, advanced manufacturing, marine, life sciences and healthcare, retail, culture... pretty much everything. >

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EXPORTS & INTERNATIONAL BUSINESS

Brazil

Brazil is the fifth largest country in the world, with a population of approximately 190 million. It has the world’s sixth largest economy and by far the largest in South America.

Brazil is one of the world’s most rapidly developing economies and is one of four countries which make up the BRIC (Brazil, Russia, India and China) economies.

Advantages: • strong industrial, business and consumer base • a sustained period of economic growth • European-oriented culture and business practices • political stability and a solid democracy • most of the world’s largest investment banks are headquartered in São Paulo

Challenges: • complex tax system with high taxes • long journeys between cities and states, where cultures can vary significantly • a lot of importance is put on personal contact, you may need to visit several times before securing a deal • ranked 72 in the Transparency International’s corruption perception index (CPI) (link is external) • organised crime is a significant problem in some parts of Brazil Good to consider if you are involved in: Aerospace, automotive, creative industries, education energy, power & low carbon, sports infrastructure, marine, airports, rail and ports.

United States The USA is the largest, most competitive and technologically advanced economy in the world. It is the UK’s top export destination and is ranked the fourth easiest country to do business with.

The US is the largest economy in the world. It has 77 of the top 100 universities in the world and the world’s largest Venture Capital (VC) market.

Advantages: • world’s largest market • world’s largest private sector • low regulatory barriers • minimal language barriers • access to global supply chains that can lead to exports for other markets • one of the most innovative consumer markets in the world • productive and skilled labour force with high mobility • ease of doing business due to similar business culture • strong rule of law

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Challenges: • vast regional differences between the 50 markets/states • strong competition, causing saturation of products or services • high customer service expectations • high cost of living in major cities • significant time difference (between five and eight hours behind) • high cost for business insurance • litigation is common • expensive and time consuming process for work visas Good to consider if you are involved in: Aid Funded Business, aerospace, automotive, clean technology, consumer goods, creative and media, energy and renewables, financial and professional services, homeland security and defence, Information and Communications Technology (ICT), life sciences.

International Business

Wherever your business takes you we’ll make sure you have the right team on board.

That’s international banking you can work with.

Connect at www.ulsterbank.co.uk/international

Help for what matters Important Information Ulster Bank Limited, Registered in Northern Ireland No. R733. Registered Office: 11–16 Donegall Square East, Belfast, BT1 5UB. Member of The Royal Bank of Scotland Group plc. Authorised by the Prudential Regulation Authority and regulated by the Financial Conduct Authority and the Prudential Regulation Authority, and entered on the Financial Services Register (Registration number 122315). Calls may be recorded.

Please note that Invoice Finance and MaxTrad are not activities regulated by the Financial Conduct Authority or the Prudential Regulation Authority.

EXPORTS & INTERNATIONAL BUSINESS

The export lynchpin

Ulster Business caught up with Gary Stewart from Quay Cargo Services to find out how his company is providing a vital link for Northern Ireland firms

E

xports are said to be the key to growing the Northern Ireland economy in the years ahead, while imports are said to be the key to keeping the economic cogs turning.

It works with those in the engineering sectors, pharmaceutical and healthcare, building products, agri-food and sports and leisure, helping them export goods to all four corners of the globe.

Without either, the business world would come to a standstill so it’s just as well we’ve developed efficient and innovative processes to get our goods around the world and to bring those from elsewhere to these shores.

Since it was established in 1995, Quay Cargo Services has built an enviable reputation in the freight world and has forged strategic partnerships with some of the top companies involved in the European transport industry.

One of the companies at the forefront of that process is Quay Cargo Services, a specialist in providing transport solutions for manufacturers from across Northern Ireland.

To get an idea of its reach, you only have to take a trip down to the docks in Belfast on a Friday to see its European trailer service in action.

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You’ll catch a glimpse of Quay Cargo’s fleet of driver-accompanied trailers departing for far-off European destinations carrying full and part loads, as well as groupage.

They’ll be heading to France, where the company offers trailers transiting across the whole country with the help of four strategic depots in Paris, Lille, Lyon, Bordeaux; they’ll be heading to Italy where it operates weekly direct driver-accompanied trailers from Belfast, or to Spain or Portugal where it utilises depots in Barcelona, Madrid, Irun and Castellon.

They could also be heading to Germany where it offers a collection and delivery

EXPORTS & INTERNATIONAL BUSINESS

service and warehousing, to Benelux where it operates direct-driver accompanied services to Belgium, Netherlands and Luxembourg and to Scandinavia where it operates weekly driver-direct accompanied services to Norway and Sweden.

As well as that, it has been acting as the Northern Ireland agent for Hamburgbased Hapag-Lloyd – the fourth biggest container shipping company in the world – since 2003, marketing and selling their extensive portfolio of services.

Quay Cargo operates its own container storage and handling facility in Belfast harbour with partners William Reid, loading and unloading containers from all over the world, some of which will go direct to their destination while others will go to feed giant container ships in ports such as Rotterdam before heading even further afield. Captain Container draws on the experience and expertise of both companies providing customised husbandry services for both empty and laden containers and offers eight pieces of ground-based handling equipment with a lift capacity of12–48 tonnes.

Quay Cargo is headed by Gary Stewart and counts the biggest firms in Northern Ireland as its customers, exporting the likes of aeroplane parts, pharmaceutical products and milk products, amongst many others.

“We go everywhere, every week,” he told Ulster Business in the company’s portside office. “From Cape Town to Seattle, from

NOVEMBER 2015

Singapore to Sydney, moving approximately 300 containers a week around the world.”

And while the Northern Ireland market is hugely important for Quay Cargo Services, much of its business comes from global customers for which it organises shipping which doesn’t come through, or even near, these shores.

For instance, it moves fish from The Netherlands to West Africa and dairy products from New Zealand to the US, all from its base in Belfast.

“We go everywhere, every week. From Cape Town to Seattle, from Singapore to Sydney, moving approximately 300 containers a week around the world.”

Gary works alongside a crack team of freight experts, many of whom have been with the company for some time, and said the company has grown with the Northern Ireland economy over the last 20 years.

“Back in the 1990s, Northern Ireland businesses began to more actively target export opportunities within the European marketplace and that was when Quay

Cargo Services emergerd,” he said.

“Recognising the market opportunity, namely the increased need to offer transportation solutions for Northern Irish companies, we set up the company and we’ve been going strong ever since.”

A strong focus on service and an adaptability has been a large part of that success.

“We have a mandate to grow and evolve with our clients. If their demands change then we’ll make sure we meet those demands and we’ll make sure we do it in an exceptional manner.”

He explained that the partnership with Hapag Lloyd in 2003 came about because Quay Cargo was generating so much business for the container line.

“The tie up made sense and since then it has worked really well for both Hapag and for us,” Gary said. “They are like the Mercedes Benz of the container world and provide a service which is second to none.”

The last 20 years have been a period of steady growth for Quay Cargo and the future looks likely to be just as busy, as the business builds its presence around Belfast Harbour.

Gary is in no doubt of the potential, and the importance of the company’s presence.

“We are serving Northern Ireland industry, backing ourselves for the future and investing heavily in our infrastructure. That gives us the ability to grow further and to help the economy reach for the skies.”

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EXPORTS & INTERNATIONAL BUSINESS

The Export 101 Want to fulfill your export potential? Who better to hear from than Olive Hill, Director of Trade at Invest Northern Ireland.

W

hether a company is a first time exporter or is considering selling products or services abroad for the first time, there are some things that it should be aware of. What works in Europe, for example, may not work in China. It pays to be very aware of cultural differences, language and etiquette and to adapt your marketing approach to suit the potential client. Building relationships in some countries such as Saudi Arabia is key to making a good business deal as this can build trust which is important to potential buyers there. It is also important to do the necessary due diligence when appointing agents or distributors; and when appointed it is vital to support and manage these partners for the success of the contract. It is also important to note that in some countries it may take several years to make an initial sale and therefore firms should be prepared to invest the time to develop new markets.

Many businesses often perceive barriers to exporting which prevent them from having the confidence to explore what can be lucrative new markets. Sometimes companies feel that a lack of market research is too much of a hurdle to be able to overcome and they don’t know where to begin. The recent publication of the Export Start Guide, a collaboration between ourselves, Enterprise Ireland and Chartered Accountants Ireland, provides a wealth of information to help companies assess their readiness for exporting and information on how to devise an export strategy. This start guide can help companies overcome these concerns and start tapping into the commercial possibilities that lie outside Northern Ireland. You can find further information about this on investni.com.

There are many new rapidly growing markets which offer significant opportunities

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highest possible traceability standards, which is a fundamental requirement in this sector when it comes to boosting export prospects.

Export growth has been slower than hoped over recent years. There are many macro factors that can impact exports and companies need to consider and understand these and the potential impact on their business growth plan – currency fluctuations and country instability for example, can impact on both volume of exports and value.

to Northern Ireland businesses across a range of industry sectors, from food & drink to construction and manufacturing.

Manufacturing exports to China have increased year on year and have the potential to exceed £100m this year and over the last three years, manufacturing exports to New Zealand have trebled, driven largely by machinery and transport equipment, showing there are significant export opportunities for ambitious Northern Ireland companies. The US continues to be an important market with opportunities also opening up in Mexico and Canada.

We have several competitive advantages in Northern Ireland including a burgeoning food sector. Almost £70m worth of food and drink from local companies was exported last year from baby food to the Middle East to specialist teas to Japan and Rwanda; from oats to Hong Kong, to meat into Michelin star restaurants in Paris. Food and drinks processing is Northern Ireland’s most important manufacturing sector, and one that has continued to grow during the recession. In Northern Ireland we have the

From Apr-Jun 2015, however, Northern Ireland exports increased by 3.6% from the previous quarter and increased by 3% from the same quarter last year. Significantly, Northern Ireland was the only UK region to experience an increase in exports over the last rolling 12-month period, so we remain hopeful for the future.

I would encourage established and new companies alike to look to new markets and become exporters in order to increase their sales. The Republic of Ireland and Great Britain are often good starting points for your export strategy but many NI companies are successfully exporting to Australia, Japan and Scandinavia so for the right product distance should not be a barrier. Vitally, greater sales overseas will lead to increased employment opportunities in Northern Ireland.

In preparation for Export Week, which is running throughout the UK from 9th-13th November 2015, we will be hosting an ‘Explore Export’ event, which is a fantastic opportunity for Northern Ireland businesses to get practical advice and guidance on export opportunities for your business. You can find out more at www.investni.com/exploreexport

Packaging progress Ulster Business caught up with Greiner Packaging to find out how important the export market is for its business

I

f you need an example of a truly international company operating in Northern Ireland then look no further than Dungannon.

There, an Austrian-owned firm is making packaging products for sale throughout the UK and Ireland, Europe and further afield.

Greiner Packaging is about to celebrate its tenth year of operations in Northern Ireland manufacturing mostly packaging for the food industry – most notably the hexagonal Quality Street box for Nestlé – although a strong focus on innovation means it has also incorporated cardboard into its offering.

That move was in reaction to growing demand from customers for more environmentally-friendly packaging and has resulted in the creation of its own K3, the company’s own raw material which, by incorporating cardboard, reduces the use of plastic by some 60% and allows companies to print their brand on both sides.

It is that ability to feed clients’ ever-changing needs which has helped the business to grow over that 10-year period from one with turnover of £15m to one with £36m turnover and from headcount of 160 to 250, according to Jarek Zasadzinski, Chief Executive of Greiner’s UK operations based at the Dungannon plant.

Export has been at the heart of that growth. He said the main market for the company’s products lies in Great Britain, as well as the Republic, France and as far afield as Australia, while a partnership with Greiner’s US operations also means it is sending packaging west on a regular basis.

Exchange rates are one of the main factors which influence the export business, as are transport costs, although the latter factor benefits from a geographical quirk of the Northern Ireland cross-channel service.

Jarek pointed out that freight charges to London and the south east of England from Northern Ireland are

CEO Jarek Zasadzinski with the Duke of Gloucester (left)

actually cheaper than from the likes of Manchester or Newcastle upon Tyne.

That is because companies like Greiner can take advantage of the cheaper freight rates offered by supermarkets and other firms which send goods to Northern Ireland and have empty lorries heading back across the Irish Sea. Such a competitive advantage, along with the fact the company has invested heavily in plant and machinery at its Dungannon factory and has a skilled and lower cost workforce than it could muster elsewhere, means it isn’t tempted to move from Northern Ireland.

Rather, it has big plans for the future, according to Jarek.

“We have a Vision 2020 plan in place which is approved by the Greiner family and will see aggressive growth in the years ahead. We would like to double in size by 2020 and that will mean investing heavily in both product and exports. For instance, we’re spending £4m on equipment and in expanding the site in Dungannon.”

Growing the export side of the company will mean fighting for new business in new markets but also leveraging current relationships with multinational firms to supply them with products in new geographies.

And while Jarek cherishes the workforce at the Dungannon plant, he has called on government to do more to help the education system produce skilled engineers.

To try and overcome the deficit, and to prepare the company for further growth, Greiner has implemented its own four-year apprenticeship program in conjunction with a local college.

“We have a strong workforce which has grown with us and is a very strong asset,” Jarek said. “But there is a big issue with skills in Northern Ireland in the engineering field and there needs to be a major push by government to address the challenges companies in the sector face.”

For Greiner, the future looks bright, with further expansion into new export markets going hand-in-hand with growth in the firm’s manufacturing base.

Its example proves that export focused manufacturers can not just survive in the current environment, but thrive.

COMMERCIAL PROPERTY

The OK challenge Ulster Business talks to Osborne King on commercial property, the company’s merger and the funding market in Northern Ireland

“C

hallenge us,” Martin McDowell says as he ushers me into the boardroom of Osborne King’s Belfast headquarters, “we want to be challenged.”

This is good news, not least because I’ll be spending the next hour or so in the company of three commercial property consultants and there is nothing worse than a three-against-one interview where the participants clam up at the merest hint of a nasty question.

“How badly was your business hit by the departure of your former employees to a rival firm?”

Boom.

Now, before you think Ulster Business is so crass as to embark on such a question from the off, we warmed up with some coffee, a bit of “how’s business?” chat and a very detailed appraisal of Belfast’s bus lanes beforehand to dull the impact of the grenade question.

Not that it really rocked the OK boardroom (that’s an abbreviation of Osborne King, not an appraisal of the boardroom), nor did it make them clam up.

Quite the opposite in fact.

“The impact of the guys leaving was realistically negligible to us because the market they wanted to operate in was a market we couldn’t achieve,” Martin said. “We probably couldn’t get into the very large multinational deals

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with multinational clients because of the presence of international brands here.

“Their aspiration was to do business in an area in which Osborne King wasn’t realistically pitching.”

With one of the elephants in the room dealt with (another is the bus lanes in Belfast City Centre, but we don’t have the room to deal with that issue here), it was time to move on to the more touchy-feely business of Osborne King’s recent merger with what had been an apparent competitor Ardmore Commercial.

Paul said it was a “merger of client services” to provide a broader skillset, but what does Frank Cassidy, the former managing director of Ardmore and now a fully blooded Osborne Kingite say?

“It was simply two very viable and profitable businesses coming together to provide property services,” he said. “One of the most important aspects is that it is easier dealing with the financial institutions when you’re a member of a bigger organisation such as Osborne King and that’s already been a help.”

What was that all about?

And with the commercial property market picking up pace, the merger seems to have come about just at the right time.

“The merger brought together complementary skill sets and allowed us to form a large independent indigenous company within the property market at a time when the vast majority of companies are connected to international organisations,” was Martin’s reply, one which was echoed by fellow director Paul Henry.

Paul Henry, who is an accountant by trade, explained that activity is increasing as the private equity funds – most of which are US-based – which bought up large portfolios of (often distressed) banks loans are beginning to sell down their assets.

“The experience that Frank and his team have, the fact they’re very well respected in the market, have excellent clients and are very hands on meant it was a perfect fit to the Osborne King way of working,” he said. “It was a meeting of minds.”

So it was a marriage of convenience, rather than necessity?

Yes, said Martin. “Both companies were profitable in their own right but, with the business climate the way it is, it helped both parties to merge costs, particularly because we represent similar but diverse clients.”

They are being bought in smaller chunks by mezzanine funds, which have a higher risk appetite than a bank would, and in time they’ll look to exit their investments and head to other regions.

By that stage more traditional forms of banking will have emerged and that will allow the local investors to re-enter the market having been frozen out in the aftermath of the financial crisis.

Local investors which Osborne King, as an independent agent, specialises in servicing, where its larger multinational rivals favours a bigger brand, according to Paul.

COMMERCIAL PROPERTY

(L-R): Frank Cassidy, Martin McDowell and Paul Henry

“The big corporate brands are known to the private equity funds, and to the mezzanine funds, and still will have three-to-four years of activity. But once the locals return to the market I struggle to see that there will be sufficient business for those global brands to maintain their staffing levels here.”

One of the biggest corporate brands to operate on these shores, Cerberus, has already begun selling down its portfolio, one it bought from the National Asset Management Agency (NAMA), and that process is expected to continue.

Meanwhile, things are looking up from a market point of view.

For instance, Grade A office space in Belfast, a subject which has been bandied about at great length in the boardroom we’re currently sitting in, is – wait for it – getting more expensive.

NOVEMBER 2015

“£17-a-square-foot has been paid this year in an existing building and some new build will go higher this year,” Martin said.

While that is much better than the £15-£16 recorded a year ago and much better than the £10-£12 which was the norm only a couple of years ago, there’s still some way to go before the magical £18-£20 is reached, the level at which is becomes viable for developers to build new stock.

But the upward momentum is growing and while only Belfast Harbour Estate have undertaken pure speculative build of Grade A office accommodation, others are soon to follow.

“It’s definitely coming,” Paul said.

“Development finance is there for residential so the next step is for commercial. It’s going to come soon.”

Frank, who is something of a retail expert, said in his sector pension funds are the dominant buyers of space at present but in time local investors will no doubt return to the market.

Whatever happens, he believes that the success of a company like Osborne King is the ability to react to the changing market place and, by broadening the skills base, the merger has helped that.

“The key to this market is to have the capacity to turn your tanker around more quickly so that when it dries up you’re not left sitting on top of a sandbar,” he said.

It’s difficult to top that analogy so, taking Frank’s advice on board, Ulster Business finishes up and moves out, careful not to run aground or to get in the way of an errant bus on Donegall Square South.

It was that kind of day.

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in association with

AWARDS

O’Hare & McGovern takes Top Prize at Awards

O

’Hare & McGovern have been announced as the ‘Overall Winner’ of the Construction Excellence Awards 2015 at a Gala Dinner in the Culloden Estate & Spa. The award was presented to the construction firm by guest of honour, Dame Mary Peters, in recognition of its work on the Wellcome-Wolfson Institute for Experimental Medicine at Queens University Belfast.

Hosted by the Construction Employers Federation [CEF] in partnership with Specify magazine and in association with Ulster Business, the awards also recognised an additional 14 category winners from across the construction industry in Northern Ireland for excellence in general construction, housing, infrastructure and quality assurance.

Congratulating the overall winners, CEF Managing Director John Armstrong said: “O’Hare & McGovern’s work in delivering this wonderful new building is an excellent example of how our local construction industry is pivotal to the development of so many important projects across a wide range of sectors in Northern Ireland each year.

“This particular project will benefit thousands of patients in the years to come, supporting the Wellcome-Wolfson Institute for Experimental Medicine in its mission to develop new avenues for the prevention, diagnosis and treatment of important ophthalmic and vascular diseases to relieve human suffering.”

Mr Armstrong also commended each of the 14 category award winners for their success against what he described

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Pictured at the awards ceremony are, from left to right: Eamon O’Hare, O’Hare & McGovern; Dame Mary Peters, Guest Speaker; Seanie O’Hare, O’Hare & McGovern ; Rhona Quinn, President CEF and Damien Toner, Director of Estates at Queens university Belfast.

as a ‘challenging backdrop’ for the construction industry in Northern Ireland.

“The local construction sector is undoubtedly in a stronger position than it was at its lowest point a couple of years ago, but there remain significant headwinds that confront the industry – not least the continuing political malaise at Stormont, alongside insufficient investment in public infrastructure in Northern Ireland.

“Despite these challenges, however, our local construction industry continues to deliver exceptionally high-quality work both at home and abroad, as demonstrated so well by each of our shortlisted finalists and category award winners this evening.”

The Construction Excellence Awards have been running for 16 years now and recognise the industry’s contribution to society in providing clean water, new roads, new homes, modern hospitals, fit-for-purpose schools and places to shop, work, worship and socialise.

The Awards also celebrate the preservation of Northern Ireland’s built heritage and the efforts of construction companies across the province to protect their workers, the environment and jobs.

For a complete list of winners please visit www.cefni.co.uk or contact Siobhan Kissward for a copy of Specify Magazine on T: 028 9078 3218 or email: siobhankissward@greerpublications.com

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Ulster University Business School

Distinguished Alumni Jeremy Fitch, Executive Director, Business Solutions Group, Invest NI, is the sixth alumni to be profiled in the Ulster University Business School Distinguished Alumni series.

Jeremy Fitch, Executive Director, Business Solutions Group, Invest NI, BA Hons Business Studies and International MBA, Ulster University Business School.

What is your current role?

Executive Director, Business Solutions Group, Invest Northern Ireland. The Business Solutions Group manages the various programmes that Invest NI provides under the themes of Access to Finance, Skills & Strategy, Innovation & Technology, Research & Development and Property. These solutions are delivered in partnership with the teams in the customer facing divisions both locally and globally.

How did you choose this career field and what did you study at Ulster University Business School?

At school I liked the idea of being in business but didn’t really know much about it. I chose Business Studies at Ulster University Business School because the course provided me with a better overview and understanding of how business worked and the different functions within it. I selected this specific course because of its practical orientation and because it was one of the few at the time which offered a placement/internship year. As a result my degree included a full year of management training with Marks

36

& Spencer – which was excellent. This, together with the course, helped me identify my strengths and where I should focus.

Following graduation I specialised in finance and qualified as a chartered accountant with KPMG. Shortly after qualifying I saw an advertisement for a client executive role in economic development. As part of my training for this job I undertook the International MBA offered by the Ulster University Business School. This course complemented my business training to date but offered the additional dimension of the impact of different cultures when doing business internationally. This was very helpful in a career that was subsequently all about attracting international investment into Northern Ireland and encouraging Northern Ireland-based businesses to export into global markets.

What are the key lessons you learned at Ulster University Business School?

I learned a lot about myself – my strengths and my weaknesses. I learned about matching strengths to opportunities. I learned the importance of doing things to a high standard. Some elements of business training can be quite technical (legal and financial) while other aspects seem, with hindsight, to be applied common sense i.e. when they are pointed out they are obvious but if they hadn’t been pointed out I’m not sure I would have noticed them. Business is full of everyday problems and challenges, and one of the most valuable aspects of my studies

at Ulster University Business School was learning a variety of different frameworks and models through which these problems and challenges could be analysed and addressed.

How important are the networks you made through your study to your work life now?

Relationships are very important in the world of business and from time to time I have worked on projects with people who were on my courses. Knowing that you can trust someone because of their integrity and track record in delivery makes business much more straightforward.

Do you have any current links with Ulster University Business School?

Invest NI works with Ulster University Business School on a number of fronts, particularly when it comes to innovation and R&D. We run a number of programmes in partnership with the University – these include Innovation Vouchers, Knowledge Transfer Partnerships, Proof of Concept and Competence Centres.

We have also supported collaborative R&D programmes and spin out companies. The University also participates regularly as part of our inward investment visit programmes.

I have spoken from time to time to both undergraduate and postgraduate student groups about the role of Invest NI and economic development strategy. I was delighted to be included in the Distinguished Alumni and have very fond memories of my time at Ulster University Business School.

Corporate Law

CORPORATE LAW

It’s a deal, it’s a steal Interest from investors in good value companies in Northern Ireland is hotting up. We look at the latest statistics and go into detail on the biggest deals of the year so far

Erneside Shopping Centre

by 91.2% from £27.3m to £52.3m.

Mid-market deals between £10m and £100m also jumped by an encouraging 85.7%, from seven to 13, with a corresponding 47.3% increase in total value from £259.1m to £381.8m.

For large deals between £10m and £1bn, there was a decline in the number of transactions to two from three last year with deal values jumping to £1.2bn from £424m.

L

atest evidence from credit experts Experian show a sharp uptick in the value of corporate deals carried out in Northern Ireland since the start of the year.

It said deals worth £1,668m have been carried out since January, a 135% jump on the same period last year. Much of that is taken up with the sale of Northern Ireland’s

biggest company Moy Park to JBS which, at £946m, represents a big chunk of the total.

But the merger and acquisition market for small and medium-sized companies is also hotting up.

The number of deals between £0.5m-£10m increased by 58.3%, from 12 last year to 19 this year, while values have also increased

Indeed, the number of overall transactions has fallen 45% on the year with just 99 reported, but anecdotal evidence from both lawyers and corporate financiers suggests that trend will continue.

They said deal value will continue to rise as private equity money seeks out companies from throughout Northern Ireland which are considered undervalued compared to their compatriots in the rest of the UK.

Biggest deals of the year Acquisition Acquisition Acquisition IPO Acquisition Acquisition Acquisition Acquisition Acquisition Rights Issue

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Moy Park Ltd JBS SA, Brazil DSC arm of UDG Healthcare McKesson Corp, USA Polycasa NV from Aventas Schweiter Technologies Kainos Group Plc Fairhill Shopping Centre Rockspring Property Erneside Shopping Centre CCP IV Erneside Sarl 8Over8 Ltd Aveva Group Plc Showgrounds Retail Park Omagh Tristan Capital Holiday Inn Belfast Dalata Hotel Group Plc Dalradian Resources Inc

£946m £297.9m £90.2m £45.6m £34.3m £26.9m £26.7m £18.5m £17.1m

CORPORATE LAW

We profile some of the top deals of the year so far...

The senior management team at Moy Park, Mike Mullen, Alan Gibson, Keith Irvine and Kanet McCollum, in a photoshoot for the 2015 Ulster Business Top 100 Companies magazine. Moy Park is Northern Ireland’s biggest company by turnover.

Moy Park’s Brazilian salsa

T

he sale of Moy Park earlier this year saw Marfrig, its previous Brazilian owner, more than double its original investment in less than seven years.

Named after founder José Batista Sobrinho who started the business from a butchers shop in 1953, JBS has been on the acquisitive trail since 2005, building up operations in 24 countries on five continents.

Marfrig bought the Craigavon headquartered poultry producer in 2008 for $680m (£430m) and announced in June an agreement to sell the business to fellow Brazilian company JBS SA for $1.5bn (£950,000), a profit of £520m.

The Batista family still own more than 40% of the business, while some of Brazil’s largest state-owned banks account for much of the remainder.

Marfrig used the proceeds from the sale to pay down debt, a move which has been welcomed by the Brazilian stock market.

Moy Park CEO Janet McCollum said the deal is a slap on the back for the poultry firm.

“We are very pleased and encouraged by this development which is great recognition for Moy Park,” she said. “The Moy Park team,

According to latest accounts filed at Companies House, Moy Park made pretax profits of £50.6m for the year to December 2014, up from £34m for the year ending December 2013, on turnover of £1.39bn.

JBS is the second largest global food business and the largest poultry company in the world and, subject to regulatory approval, will be buying Northern Ireland’s largest company.

NOVEMBER 2015

together with our dedicated farming partners, will continue to meet and exceed the needs of our customers and consumers throughout the UK, Ireland and mainland Europe providing innovative, top quality products underpinned by the highest standards of animal welfare.”

>

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CORPORATE LAW

Dalata’s dalliance with Holiday Inn

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he Dalata Group, which claims to be the island of Ireland’s largest hotel group, bought the former Holiday Inn hotel in Belfast earlier this year for £18.5m.

It has rebranded it under its Clayton Hotel name, a four-star brand with a focus on the corporate market – the principal distinction between Clayton Hotels and the more family orientated sister hotel group – Maldron Hotels. Dalata is to open 13 hotels across the UK and Ireland under the Clayton Hotels brand by the end of 2015 in locations including Galway, Dublin and Manchester after purchasing a portfolio of properties from Bewley’s Hotels and Moran Hotels.

Dalata currently operates 46 hotels across the UK and Ireland, 16 of which are owned by the company, 12 hotels are operated under lease agreements and 18 are operated under management agreements. The company was founded in July 2007 by Pat McCann with investment from TVC Holdings plc and clients of Davy Property Holdings.

The company reported profits of €2.7m (£1.96m) for the first half of this year, a big jump on the €900,000 (£650,000) it made last year, and plans to raise €160m ($116m) to fund new hotel purchases.

Chief executive Pat McCann said he’s on the hunt for more acquisitions. “This underlines our belief that there will continue to be opportunities to acquire well-located assets at attractive

Kainos’s tango with the London Stock Exchange Brendan Mooney, CEO, Kainos

Pictured at the Clayton Hotel Belfast is (L-R) Ann McGregor, CEO of Northern Ireland Chamber of Commerce and Industry, Stephen Redden, general manager of the Clayton Hotel Belfast and Lindsey Hall, partnership manager for Visit Belfast.

valuations together with attractive investment opportunities to expand facilities at the hotels that we have already acquired.”

“It has been a very exciting and rewarding last 18 months for Dalata. We are now focused on exploiting the very strong operating platform that we have created by acquiring further properties and maximising the returns from the hotels that we have acquired over the last 12 months.”

K

ainos listed on the London Stock Exchange over the summer, proving, according to observers, that Northern Ireland companies offer good value for investors.

The company is one of the largest locally-owned IT companies in Northern Ireland and initially placed 37,691,763 ordinary shares at 139 pence each.

However, trading in the shares opened 27p above that initial level and have continued to soar, reaching a high of 297.63p in early November and helping boost the coffers of a number of the firm’s owners.

A Queen’s University spinout formed as a joint venture with ICL, it provides IT services, consulting and software solutions and has grown rapidly since launching in 1987.

Although helped by outside investment from Fujitsui and from venture capital, it acquired most of its outside interest prior to launching its IPO. Qubis, the Queen’s spinout holding company, sold half of its 32% stake in Kainos at the launch while a number of the senior management team also cashed in their shares. Its customers include the likes of Marks and Spencer and the London Underground and remains headquarted in Belfast.

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CORPORATE LAW

Wave of entries for Marketing Excellence Awards Ireland

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Moy Park / AV Browne Smarts / Harp Whites Oats

The annual awards, which take place at Titanic Belfast on Thursday, November 12, have attracted more than 100 entries, a record number for the event’s 16 year history.

Technology, including Software Forza Direct Marketing Origin Digital Smarts / The Future of Voice In the Cloud / BT Smarts / Superfast NI / BT

ore than 60 companies have entered the race for the coveted Marketing Excellence Awards Ireland.

Chairman of judges and CIM Ireland Board member John Edmund said the standard of entries this year was exceptionally high.

He added: “We would like to thank everyone that submitted entries for this year’s awards.

The sheer quality of entries has been deeply impressive and made drawing up a shortlist a very challenging but rewarding task.

“The record number of companies coming forward to highlight their work in a constantly changing and competitive marketplace demonstrates the very healthy state of marketing in Ireland. We look forward to showcasing best practice and the most creative campaigns during next month’s gala awards ceremony.”

Nick Read, Chair of the Ireland Board of CIM, said ““The marketing function has changed radically in the digital age and it is those determined individuals that are using a relevant variety of platforms to get their message across, whilst keeping the customer firmly centrestage, that are reaping the rewards.”

Nick Read, Chair of the Ireland Board of CIM

Lough Neagh Partnership The MAC Construction, Engineering, Automotive, Transport, other Manufacturing CDE Global Engage / Cosy Roof Phoenix Natural Gas Engage / Telestack Hotels, Leisure, Events, Travel and Tourism Derry and Strabane District Council Lough Neagh Partnership Irish Greyhound Board ASG / Belfast Bikes Professional Services Abacus Danske Bank MXB Ulster University

ShortliSt Per Category Public Sector Genesis / HSENI Intertrade Ireland/FOCUS Genesis / Invest NI Ulster University Charity, Community, Voluntary and Not for Profit Crescent Arts

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FMCG, Retail including online Christies Direct Genesis / Hendersons Ican / Absolut Vodka Lidl Moy Park / AV Browne Smarts / Lidl Food and Drink Irwins - Making Big Brands Bigger

Creative Industries Irish News Ican / Absolut Vodka Clear Box Communications Derry and Strabane District Council Life Sciences (human and veterinary) and Agriculture Devenish Nutrition Chairs Award - Marketing Agency of the year including digital Ardmore Genesis MXB Smarts Marketer, Marketing Team (in company) or Freelance of the Year Crescent Arts Danske Bank Irish News Lough Neagh Partnership Marketing Exporter of the Year International Sales & Marketing CDE Global Devenish Nutrition Engage / Telestack Terex Washing Systems

The Gala Awards Event takes place at Titanic Belfast on Thursday 12th November 2015. This year’s sponsors are PML Group, Titanic Belfast, McGowans Print, Ulster Business Magazine, Corporate AV and NIMMS.

A&L Goodbody is proud to be named Northern Ireland Law Firm of the Year

We would like to thank our clients who are central to our success

To find out how we can assist your business, please contact: Mark Thompson, Head of Belfast Office +44 28 90 727 591 www.algoodbody.com

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CORPORATE LAW

The future looks busy for M&A market Ulster Business caught up with corporate transaction specialist John-George Willis to find out what’s in store for the mergers and acquisition market in the months ahead

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ctivity in the Northern Ireland mergers and acquisition (M&A) market will continue to pick up pace in the years ahead in light of attractive valuations, the emergence of private equity and overseas investors, as well as a thirst from local companies for injections of cash.

Those are the views of seasoned corporate lawyer John-George Willis from Belfastbased legal firm Tughans, who said the marked ramp up in deal value so far this year is the start of a longer-term uptrend.

He backed up the findings from the latest Experian M&A report which showed a 135% increase in deal value in the first nine months of the year, something which is reflected in the activity of the Tughans’ corporate transaction team.

While a good chunk of that was taken up by the sale of Northern Ireland’s largest company Moy Park to JLS, there is a growing appetite to deal.

That’s helped in large part by the good value which investors can find on these shores.

John-George Willis, Head of Corporate.

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“It’s clear from our attendance at corporate finance conferences in England that valuations have been depressed here for years,” John-George said. “That’s a result of the fact we’re remote, our

CORPORATE LAW

“The private equity houses are looking at good businesses here and backing good management,” John-George said.

“What they’re looking for are businesses with maintainable profits and good management teams, ones they can build businesses around, that they know are competent enough to manage bolt ons.”

In addition, M&A activity is being driven by the need for businesses here to achieve a bigger scale in order to remain competitive on the global stage.

The sector which has streaked ahead in that activity is IT, but others are expected to follow suit, tapping up private equity houses for funding – some of which still can’t be tapped from banks – as well as knowledge and direction, John-George said.

“The old mind-set in Northern Ireland which was sceptical of outside investment is dissipating and there is much more maturity in businesses here who understand the benefits it can bring.”

Finally, foreign direct investment from competitor companies is likely to ramp up in the years ahead, again helping to drive the deal sector.

Ciara Lagan, John-George Willis, John McGuckian and James Donnelly, Tughans’ Corporate Partners.

historical baggage etc, but inevitably we’re starting to catch up in particular sectors such as IT, transport and in aggregate manufacturing equipment manufacturing.”

But while they’re on the rise, valuations are still low compared to the rest of the UK, as witnessed by the Kainos flotation.

That catch up has been witnessed in some of the recent transactions which have taken place where higher valuations than expected have been achieved.

Since launching on the stock market at around £1.75-a-share at the start of the summer, Kainos shares have since rallied to over £2.46.

He points to the purchase of Lurgan company Sawyers Transport by US firm Agro Merchants, the investment in Total Mobile by Lyceum Capital, and in particular to the floatation of IT company Kainos.

But there are other factors which point toward an increase in deal activity in the near future, including the emergence of the large private equity houses, such as Carlyle Group, Oaktree and their ilk.

NOVEMBER 2015

“If you take a look at the market, we already have Brazilian ownership in Northern Ireland and it’s only a matter of time before Chinese buyers emerge. We are aware of a particular Chinese food conglomerate looking for investment opportunities in the food sector in Northern Ireland.

Armed with those driving factors, the future looks bright for the Northern Ireland corporate transaction world.

“I am confident we will see a steady uptrend in deal activity,” John George said. “The proof of the pudding is that I can see the large accountancy firms here rebadging very good insolvency practitioners as corporate financiers, and that encourages me to invest in my own people.”

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CORPORATE LAW

An unfortunate break up

By Celia Worthington, Worthingtons Solicitors

in the business relationship between shareholders and directors of a company.

and future prospects. The report found that the company was balance sheet insolvent but not unable to pay its debts as they fell due.

Mr Thomas and Ms Dawson cohabited from 1996 until they separated in 2009 and during that time were in business together which included being 50/50 shareholders and the only directors of a company which operated a residential care home. Mr Thomas was more actively engaged in the management of the company but following the breakdown in their relationship each embarked in a series of unauthorised financial withdrawals from the company.

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he Companies Act 2006 allows a member of a company to make an unfair prejudice petition to the courts if it is believed that the affairs of the company are being conducted in a manner which is unfairly prejudicial to a member’s interests.

If the court is satisfied that the petition is well founded it may make any appropriate order.

The most common order is for the shares of the petitioning member to be bought by the other members of the company or, more unusually, by the company itself.

A recent Court of Appeal decision demonstrated the wide powers of the Judge in these types of cases where the Appeal Judges upheld the High Court Judge’s decision which was deemed an “imaginative solution to the difficult problem of remedy”.

The 2015 case in question was Thomas v Dawson & Anor and involved the breakdown

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The court had provided judgment for the company’s recovery of these sums which included a sum of £28,000 repayable by Ms Dawson. Mr Thomas brought an unfair prejudicial claim on the basis that he was managing the business but Ms Dawson was refusing to consent to him receiving a salary, he was unable to access company funds and that the parties’ relationship in the quasi-partnership had broken down.

The Court of Appeal Judges upheld the judge’s first instance decision to order an option for Mr Thomas to buy Ms Dawson’s single share for £55,000. This sum took into account the judgment of £28,000 against Ms Dawson for the monies earlier extracted and a figure of £26,000 for the capitalisation of income that Ms Dawson had taken from the company.

The case was significant because the judge directed that a single joint expert be appointed by the parties, rather than the more usual method of each party putting forward his own expert evidence, and that the joint expert provide an independent valuation of Ms Dawson’s share based on the value of the company’s assets, profitability

The judge was then left to decide what a fair price for the share was and in doing so attributed significant value to the fact that Mr Thomas would continue to have the benefit of an income stream from the company and there was benefit to him of being in complete control of the company.

“The case (Thomas v Dawson & Anor) was significant because the judge directed that a single joint expert be appointed by the parties.”

Mr Thomas appealed on various grounds including that the shares were worthless and should have been transferred to him at nominal value. The appeal judges held that whilst the judge’s solution was unusual it was well within the ambit of his discretion and that his analysis did not fall short of a proper exercise of the broad discretion to fashion a just solution to the unfair prejudice affecting both parties in relation to the company’s affairs. For legal observers it reminds us of the width of the statutory discretion afforded to the Judge when presented with an unfair prejudice petition.

Celia Worthington, senior partner of Worthingtons Solicitors, Belfast office can be contacted on celia@worthingtonslaw.co.uk

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BT proves crystal clear choice for Belfast company

S

witching to BT’s IP Office phone system was the clear choice for The Clear Group

The Clear Group, which is based in Belfast, operates a hybrid of companies across healthcare, education, property, and the financial sector.

In just ten years, the company has achieved phenomenal growth in the UK and Ireland with a portfolio of 31 Clear Pharmacy’s, four Clear Dental practices, six Clear Day Nurseries as well as establishing Clear Pharma, the wholesale division of Clear Pharmacies and Clear Homes.

In 2015, the company recognised the need to install a phone system that could manage the increased demand placed on it while providing greater efficiencies and cost savings for the Group. The company chose BT’s IP Office phone system – Nick Maxwell, Clear Group IT Director explains what led to that decision.

with the advantages and functionality of internet protocol (IP) telephony. It’s ideal for improving customer service and call handling, while also reducing costs.”

“Our business operates across multiple premises but we needed one central telephone system that would easily and efficiently direct employees, suppliers and customers’ calls without them being passed from pillar to post.

The software was installed before the opening of the nursery, providing a unique dial-in number for each of the rooms. This gave parents the ability to dial directly through to the room allocated to their child.

“We also wanted to install a system in our new nursery in Bangor where parents could dial directly through to the room where their child was being cared for, without having to go via a switchboard or be put on hold for a lengthy period of time.”

Speaking of the benefits, Nick Maxwell, Clear Group IT Director said: “The nursery’s telephone system gives parents easier access to contacting their child’s carer. It gives parents that added sense of assurance knowing that they can have direct contact if and when they need it.

Nigel Aiken, Sales Manager, oversaw the deployment of the new BT IP Office phone system solution. Explaining how the system would resolve the challenges the company faced, Nigel said: “IP Office is designed for organisations with up to 300 employees. It combines the reliability and simplicity of a traditional phone system

48

Nick Maxwell, Clear Group

“Installing BT Avaya IP Office for the support offices has improved the way we communicate internally, and with our customers and suppliers. The new communications system re-routes calls to the right department automatically and calls can even be forwarded to an

employee’s mobile phone. Not only does this reduce confusion amongst staff but it also gives callers a smoother experience – resolving problems quickly and improving communication. That efficiency is vital in an age when people don’t have the time or patience to be transferred endlessly.”

The Business Value “Cost savings for internal calls have been an obvious benefit but we are also seeing cost reductions for calls to UK landlines and mobiles because of our fixed fee per line. It’s the small things that make a big business difference. The company now has improved communications with the help of phone messages being forwarded directly to the respondents email address as a reminder, and calls being transferred to their mobile in time when working remotely.

“With the IP Office phone system we are enjoying greater efficiencies and more importantly our communications infrastructure is one that can grow as we do and that gives us as a business great confidence for the future.

“There is something different about Campbell. Pupils love it, teachers love it. It really is the best school.� #onlyatcampbell Please call +44 (0)28 9076 3076, to arrange a visit.

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PROPERTY ANALYSIS

Prime property set to go under the hammer

Stranocum Hall

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ought-after residential, commercial and land lots worth a total reserve price of £5m are set to go under the hammer at the Europa Hotel in Belfast on 20th November, according to commercial property agent Lambert Smith Hampton.

The auction, which will feature 59 properties and sites, is likely to attract approximately 400 bidders from the UK and Ireland. The brochure features both tenanted and vacant properties from across Northern Ireland.

Auctions have played an increasingly important role in the property market in recent years, with Lambert Smith Hampton successfully selling four out of every five lots which have featured at each of its two auctions so far in 2015.

The surveyor in charge of the auction, Daphne Mahon from Lambert Smith Hampton, said: “We have seen the popularity of our auctions grow in recent years and the success rate has further cemented our auctions as an established means of property disposal in Northern Ireland.

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“It’s a common misconception that properties are only brought to auction if there is a problem. This isn’t the case and often our buyers find lots for a very competitive price.

We are particularly delighted to be able to include Stranocum Hall in our brochure with a reserve price of £300,000. This fine period Georgian property is set on almost two acres of land in the heart of the countryside.

The main house, which was fully restored 17 years ago, provides impressive living accommodation throughout with four reception rooms and five well-proportioned bedrooms. On the lower ground floor there are a number of cellar rooms, which include the original servants’ kitchen, wine cellar, gun room and entertainment room.

The property was previously approved and rated by NITB for guest house use.”

For all sales an auction offers a very swift and transparent method of sale. As soon as the hammer falls, the agreement of sale is legally binding and a handover of keys can usually take place within four weeks.

Ms Mahon continued: “If a property sells an unconditional contract is signed on

the day, a 10% deposit is paid upfront and the sale completes within four weeks.

It’s a very transparent process, which very clearly achieves the best sale price.

“We also have a number of good properties for bidders seeking a commercial investment.

14-16 Conway Square in Newtownards offers an excellent town centre retail opportunity with an estimated rental value of £58,750 pa when fully let. The property occupies a very prominent location on Conway Square which is the prime pedestrianised shopping area within Newtownards Town Centre. Number 14 is let to The Edinburgh Woollen Mill Limited at £40,000 per annum until 2022.”

Ms Mahon added: “We have enjoyed real success with our auctions over the last three years and there has been an increase in investment properties being sold through auctions since 2012. We expect that several of our properties will attract a competitive bidding process and we are looking forward to the next auction with great anticipation.”

To register to bid online please visit www.lshauctions.co.uk or tel: 028 9032 7954

Sport & Business

SPORT & BUSINESS

Euro ambition Amanda Ferguson speaks to the woman charged with making the Northern Ireland football team’s journey to the UEFA European Championship a commercial success

T

he woman tasked with commercialising the Irish Football Association (IFA) is on a high after Northern Ireland qualified for Euro 2016 last month.

Oonagh O’Reilly, who hails from Aughlisnafin outside Castlewellan, was appointed as the sales and marketing manager of the IFA in January and top of her wish list in the new post was qualification for a major tournament.

And now, after a 30 year wait for the club, the Green and White Army will be making its way to France for Northern Ireland’s first major finals since the 1986 World Cup. Oonagh, a 39-year-old former Gaelic football player, told Ulster Business the redevelopment of Windsor Park, the financial boost for qualifying and soaring merchandise sales are already making her job at the IFA increasingly busy, but an absolute pleasure.

“We have a new stadium and have just qualified for the first time in 30 years,” she said. “The timing has been perfect. There is a lot of work, as you create quite a bit of work when you qualify and move to a new world.”

The financial boost from the Euros will be several millions from UEFA for qualifying and some sponsors, tied into a qualification bonus, will also be injecting cash into the football in Northern Ireland.

On top of that, kit sales have rocketed since topping Group F in the qualifiers last month.

“Our shirt sales are 62% up on last year and we expect they will have increased by 100% running into the Euros, which is huge,” she said.

Oonagh’s job is focused on commercialising the business as part of a five-year strategy running from 2013 to 2018.

Oonagh O’Reilly

52

“Our first goal on that was to qualify for a major tournament, which we now have.

“The big thing now is to make sure we capitalise on that.”

SPORT & BUSINESS

The Northern Ireland football team line up before the match against Greece.

According to June figures from Deliotte, football is worth £19.2bn across Europe and Oonagh is keen for Northern Ireland to get as big a share of that as possible.

“I have been tasked with commercialising the business, maximising the opportunities for income on the back of not just qualification, but looking at football overall in Northern Ireland.

“We are not for profit so any money we make we reinvest.”

Another part of Oonagh’s job is to take care of communications.

She has just restructured her team, recruited a new head of communications and is looking at the branding and image of football in Northern Ireland as part of her work.

The four main areas of focus for Oonagh are “commercial, branding and image, digital and participation”.

The online presence of the IFA is an area it is keen to grow.

NOVEMBER 2015

“We had a Facebook post when we qualified and beat Greece and it reached 634,000 people.

“Digital is seen by UEFA and the whole football family as a huge growth area and it is something we have been working on in terms of driving up our social following.

“Getting as many people as possible involved in football in Northern Ireland is important to the IFA, not only in terms of its contribution to society and wellbeing, but because of the financial benefits of a lifelong interest in the sport can bring.”

The IFA works with 36,000 school children every week but its involvement in communities does not end with kids.

“A big driver for us is getting as many people playing football as possible and a lifelong involvement in football.

“So, you have everything from P2 going through football coaching in primary schools to a masters programmes which is a nice way of saying veterans, over 35s.

“We have a programme that allows people to participate in football at every level.

“My remit from a marketing perspective is to excite people and get them involved and let them know what opportunities there are to get involved.”

Attracting women to the “football family” is also another important factor for Oonagh.

“We did an event with Women In Business, talking about sport and business and how it relates.

“Then we went outside, split up and had women playing football.

“They literally hitched up their skirts and were playing football at Queen’s playing fields in Upper Malone.

“We want everyone to get involved.”

The financial rewards for the IFA are evident.

“If you play football or are involved from a young age you will spend 18% more on >

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SPORT & BUSINESS

Northern Ireland captain Steven Davis.

football over your lifetime, whether that’s tickets, football tops, actual footballs, whatever the case may be,” Oonagh said.

“Commercially it makes sense to have as many people as possible playing football.

“It is the number one team sport in Northern Ireland.”

Football allegiance in Northern Ireland, like many other areas of life, is traditionally divided into two camps.

While there is significant cross-community support for the Northern Ireland teams, its supporters are largely from a Protestant, unionist background.

But Oonagh said the image of Windsor Park, the IFA and football in Northern Ireland is changing and it is drawing support from across old sectarian divides.

“We had an independent survey conducted of 1,000 people across Northern Ireland in June this year and one of the results that came out of it was that 71%... said they felt if we qualified for a major tournament that would unite Northern Ireland behind the team.

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“It was directly representative of the census, so we had a cross in terms of location as well as background, whether they thought themselves British, Irish or Northern Irish so that was very positive for us.

“One of the things we have been doing regards the national football stadium, is getting peace funding for 20 years and our football development and community team have been working in terms of making sure that the national football stadium is a shared space.

“One of the issues about people not feeling comfortable... well, I played Gaelic football for my county and I am Oonagh O’Reilly.

“When I went to the stadium for the first time in March to watch Northern Ireland play I had never been to a soccer match before and I felt comfortable.”

Oonagh believes much has changed in Northern Ireland football over the last 30 years and she is urging people to visit the national stadium to see for themselves.

“I understand people’s perception but when you come into the stadium and see the team

is very diverse in terms of background, it is representative in Northern Ireland.

“You can see there is a real shift and more and more people are getting behind the team.

“Yes, there is work to be done but if people come into the stadium they will see that it’s inclusive.

“Last time Northern Ireland qualified was 1986 for the World Cup, so it was a very different place.

“We have to make sure people feel invited and that everybody comes along and it is a great family atmosphere. It is a celebration but we have to make sure we get as many people into the national football stadium as we can.“ Oonagh’s said the IFA’s big “dream is to inspire every child in Northern Ireland to be part of the football family right across the board” “We want to inspire them to wear the green jersey. It really is football for all.”

SPORT & BUSINESS

Subway goes large with football sponsorship

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ubway NI has signed a major multi-year sponsorship deal worth £60,000 with the Northern Ireland Boys Football Association (NIBFA), which will see the convenience food retailer become both the National League and popular NIBFA Cup competition’s official sponsor until 2018.

With this new agreement, NIBFA and the National Youth League consolidates its sponsorship program with one of the world’s leading brands of the food industry and now means that Subway NI will be strongly linked in name and brand as it continues to fuel grass roots football until 2018.

Subway NI sponsored the National League for the first time in 2014 as part of the local franchisees wider activity programme with youth football. Subway NI currently employs

Gerry McKee, Development Officer for the Northern Ireland Boys Football Association joins Neil Black, Director of Subway Development Ireland and team captions from U12 to U17 clubs from across Northern Ireland to celebrate the launch of Subway’s major multiyear sponsorship deal worth £60,000 with the Northern Ireland Boys Football Association (NIBFA).

over 650 staff in their 92 locally owned and operated franchises, providing a wide range of convenient, tasty and healthier food choices.

Founded in 1976, NIBFA has been at the forefront of the development of youth

football in Northern Ireland – a commitment which was underpinned in 2007 when at the request of member clubs a new National Youth League was formed. This will now become widely known as the NIBFA SUBWAY National Youth League.

028 9046 0044 NOVEMBER 2015

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SPORT & BUSINESS

From fast skates to business stakes Steve Thornton, a former ice hockey player for Belfast Giants who now acts as Head of Hockey Operations, talks about the move from locker room to board room.

You’ve been a big part of the Belfast Giants over the last few years as both a player and now behind the scenes as Head of Hockey Operations tell us about the transition.

The NCAA Friendship Four tournament is coming to the SSE Arena. What is the significance of the tournament, the teams and the players who will be competing?

Why have they chosen Belfast?

It is never an easy transition retiring as a professional athlete and entering the real world. You quickly go from a morning practice and workout to long hours in the office, and from signing autographs to writing cheques! I am surrounded by a very capable off ice team and I have been able to add a few more people this year which helps us to deliver an incredible game night atmosphere in the SSE Arena.

It is a huge deal that they have decided to come to Belfast. It is the first time that the NCAA college hockey teams will be playing for actual league points outside of the US. Our ability to promote social change was an important element for securing some of the partners that have supported the event. We also have a large reach with our schools programmes with which we speak to 15,000-20,000 kids per year.

We would like to create new connections with US colleges that will one day see our own local kids getting scholarships to study and play sports in the US.

How do you feel Ice Hockey has been accepted here in Northern Ireland since the inception of the Belfast Giants?

The support that we have received from the people of Northern Ireland has been incredible from day one. There was a lot of unknowns when the Giants were introduced to Belfast back in 2000 and it really was a “if you build it, they will come” mentality. We truly are a community team that prides itself on creating an environment where everyone is equal. I think that this resonated with a high percentage of the people here.

What are the main challenges that the Belfast Giants face in the commercial side of sport and how have you overcome them?

Ice-Hockey in Northern Ireland is still very new, only 16 seasons old, and the Giants are attracting an average of 5,000 fans

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per game including a large season ticket holder base. We make sure to put our fans first and give them a night out to remember, both on and off the ice, so no matter whether we win or lose - our fans go home having had a great night out.

The Belfast Giants have had some great crowds this season, who come to watch ice hockey in Belfast and what draws them to the SSE arena?

Value. Plain and simple, it is a great night of entertainment at a good price. We don’t feel that we compete with other sports teams here as we have different fan bases. We do have some crossover but an Ulster Rugby, football and GAA game doesn’t really affect our attendance that much. We feel that we compete more with going to a movie, The X Factor, a night out on the town etc.

The tournament also has a programme of STEM events for young people. Why have you chosen to bring STEM education into the tournament?

The men and women who will make Northern Ireland’s tomorrow are in school today. They are the human capital at the core of any productive economy. As the economy becomes increasingly dependent on technology, our future economic success depends on the strength of the technological skillset of our young people. Achieving this success requires a connection between business, industry and academia. Working with the visiting colleges and using inspirational education programmes provides an innovative hook to enable us to make that connection.

NEWS

Don Melchor winemaker visits Belfast

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ell known Chilean winemaker Enrique Tirado recently visited Belfast to showcase the premium Don Melchor collection he produces for Concha Y Toro, in partnership with its local distributor Dillon Bass.

At the exclusive event in Bert’s Jazz Bar, local wine connoisseurs were given the opportunity to experience first-hand the world class portfolio of wines from Latin America’s largest wine producer.

Tirado guided guests through an awardwinning selection of Don Melchor vintages alongside cuisine prepared by chef Michael Weber from Bert’s Bar at The Merchant Hotel, created especially for the occasion.

Concha Y Toro’s acclaimed Don Melchor cabernet sauvignon is one of the world’s

NOVEMBER 2015

most celebrated and awarded wines, and was recently the only Chilean wine listed in the world’s top 10 wines

by Wine Spectator magazine.

Don Melchor’s outstanding quality comes from the Puente Alto Vineyard in the Alto Maipo Valley at the foot of the Andes Mountains. The vineyard is planted on the Maipo River’s oldest agricultural alluvial terrace, where the soil content is high in minerals, clay, gravel and rounded stones due to the erosion of glaciers from the mountains to the valley, dragging material that was later deposited on the terraces and ultimately granting a unique character to Don Melchor.

“Don Melchor’s style, complexity and elegance come from the perfect balance of the rocky soils in Puente Alto, the cold winds from the Andes Mountains,” Tirado said.

Concha Y Toro Don Melchor winemaker Enrique Tirado is pictured with Greg Hughes and Liam McBride of Dillon Bass.

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OPINION

You’ll never walk alone with a new Waterfront Ged Fitzgerald, Chief Executive Liverpool City Council, explains how the addition of a sizeable conferencing and event centre transformed his city, and will do the same for Belfast

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ike Belfast, Liverpool is a city which is proud of its culture.

We’re world-renowned for our music, football teams and comedy talents. We’ve also put a lot of effort into shifting perceptions of the city.

Liverpool, like Belfast, has often suffered from negative perceptions but, thankfully, this is starting to shift with the city becoming the sixth most popular visitor destination in the UK. I also know that Belfast’s pull as a visitor destination is on the rise, with TripAdvisor last year naming the city one of its top five ‘best’ UK destinations.

However, for many years both cities were held back compared to others by not being able to offer potential visitors adequate conference, exhibition and hotel space.

Liverpool’s close neighbours had the Manchester Central Convention Complex, Birmingham the NEC and London Earl’s Court.

These cities were able to highlight the economic and business opportunities available in their cities for those attending conferences.

They also delivered a timely boost to employment and revenue levels in their local hospitality sectors.

That’s why in early 2000 Liverpool City Council and our project partners started to develop plans to transform Liverpool’s Kings Dock into a location to live, work and invest.

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The proposed site was carefully selected to ensure that it made the biggest possible impact on employment, the local economy and Liverpool’s national profile.

The new exhibition centre and hotel officially opened its doors on 12 January 2008.

It’s no understatement to say that it has revolutionised the city’s conference industry. It has propelled Liverpool into one of the UK’s most popular conference destinations, where before it was lagging behind cities of a similar size.

We are incredibly pleased by what we have achieved so far. Liverpool’s Arena and Convention Centre’s economic impact has exceeded £1bn in seven years.

With approximately 64,000 delegates visiting the city over 134 event days, which included a mix of local, national and international conferences and exhibitions.

Visitor numbers have helped to positively shift perceptions of the city, provided a massive boost to Liverpool’s hospitality sector and helped us to promote Liverpool as a place to do business in.

In my view, there are clear parallels with Belfast.

I know the city has struggled in the past to attract large scale exhibitions and conferences with organisers often opting for Dublin’s convention centre or heading to one of England’s large cities.

However, this will all change when Belfast Waterfront’s Exhibition and Conference centre opens in spring 2016.

The centre’s new £29.5m build programme will provide an invaluable boost to Belfast and Northern Ireland’s wider economy creating around 1,500 jobs and aiming towards a projected economic impact of £100m.

I believe the centre will bring out the very best in Belfast with the establishment of a world class auditorium able to seat up to 2,000 delegates, exhibition spaces, a 380-seat studio, meeting rooms and hospitality facilities allowing Belfast to project itself as a city open for business.

I am sure conference and event organisers will be taking a fresh look at all the city has to offer.

The centre’s central location will be highly attractive to both organisers and delegates allowing them to promote planned events and conferences for those that require the use of either land, sea, air or rail.

The location is also perfect for offering delegates the opportunity to make use of the many nearby hotels, restaurants and tourist attractions such as Titanic Belfast.

I am looking forward to visiting the new exhibition centre in the New Year to see for myself Belfast’s famous warm welcome; I predict thousands more exhibition and conference delegates will receive a similar warm Belfast welcome over the coming years.

Flags, firebombs & flashbacks

Conferencing & Events

Sponsored by

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CONFERENCING & EVENTS

Building a bigger and better tourism offer Northern Ireland’s offering for the conference world is improving day by day. Economist John Simpson assesses what we have, both in Belfast and in Londonderry

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elfast is now closer to being able to offer the complete range of facilities and services that are needed to efficiently attract large conferences, possibly with well over 1,000 delegates.

Northern Ireland is, potentially, an attractive location for conferences and the large number of professional associations which, on an annual basis, bring hundreds of representatives to an appealing venue.

That destination must offer a mixture of conference facilities along with leisure or tourist related programmes and places.

The attraction of conference business calls for an active and well-co-ordinated marketing effort.

Successful conference tourism depends on a willingness to create and enhance local amenities and then share these amenities and events with a large external audience, sometimes to the marginal discomfort of local residents but often to their advantage.

For the last 40-50 years, Northern Ireland has not been high on the list of locations for major conferences.

Even as the daily deterrence of political instability has faded, the infrastructure has recovered only slowly.

The critical yardsticks of sufficient accommodation in larger hotels, the capacity for large conference meetings, alongside conference exhibition space, and supporting activities in the Arts are now easier to demonstrate.

What is also needed is an active support role for the local political institutions and by senior political figures.

Conference receptions and dinners will gain credibility if First Ministers, Ministers and Lord Mayors offer the civic hand of hospitality.

Belfast is now well on the way to making a credible offer to visiting organisations. >

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still an inadequate appreciation of what is needed. Simply to advertise the physical amenities, refer to an increase in investment in hotel capacity and outline the enhanced capacity of buildings such as the Waterfront is an important start... but only a start.

Planning for a major increase in conference business will call for improved coordination by the critical stakeholders including Tourism NI, Tourism Ireland, the Hotels Federation, and then separately for their areas, the relevant city officers in Belfast, Derry, the Mournes and the Glens and Causeway Coast.

Initially, a boost to the conference business will be heavily Belfast orientated but there is marketing potential particularly also for Derry city and the Donegal environment.

Conference business based on the North Coast, for the immediate future, will be on a smaller scale than in the two cities.

There is, of course, more to do but the City Council, Visit Belfast and Tourism NI, all recognise the potential.

Derry City has its own range of advantages, including the unique walled city inheritance, which has been setting the pace for Belfast.

For Northern Ireland to benefit from a growing tourism sector there must be recognition that more tourist activity is welcome not as a philanthropic willingness to share our natural environmental assets and our man-made culinary facilities, but as a business contract where tourists make a useful contribution to local economic activity by paying a competitive price for the goods and services on offer.

If, for whatever reason, extra tourists would not be paying enough to reward the providers, whether directly or indirectly, then their visits should be discouraged.

Coming to Northern Ireland to ‘enjoy the scenery’ but expecting this to be ‘cheap’ and discounting any indirect inconvenience to local people is not good tourism promotion.

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Northern Ireland is building a tourism product that must be world-class but, speak it softly, must also earn a good return for those who make the investment whether in private sector assets or in public sector infrastructure.

The spectrum of differing segments of the tourism or leisure market ranges from holiday visitors to visitors who are motivated by the needs of business travel, sometimes with an extra dimension, to business visits where business and leisure are a more diverse package.

Mixing business and leisure as a selling point for tourist development leads very directly into the attractions of becoming a recognised and successful venue for regional, national and international conferences. Northern Ireland is well placed to exploit this opportunity on a commercial scale. Critically, there must be recognition that this is a demanding challenge calling for an interdependent response from a wide range of providers, public and private.

The search for the major development of Northern Ireland as a conference location is becoming an exciting option but there is

Major national and international conferences may involve well over 1,000 delegates together with partners and family, along with support services including exhibitions, language services (including immediate interpretation services), supportive tourist visits and arts or cultural events.

Is Northern Ireland organised well enough to attract major conferences? These conferences must ‘pay their way’ but that calls for a careful management of business support. In Belfast, are the City Council and Stormont ready both to be supportive in terms of facilities but also in attracting a reasonable contribution from conference fees?

The marketing of Northern Ireland for larger national and international conferences starts with a number of advantages: • Convenient air travel from 12+ UK cities, Amsterdam and Paris.

• Basic visitor attractions of scenery, history and conflict resolution.

• Modern hotel and conference facilities of high standards.

• 21st century public services.

• Curiosity and exploration of an unspoilt environment.

• Not cheap, but good value for money.

What do you look for when choosing a conference venue?

Award Winning Facilities Central Location Free Car Parking Free WiFi

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The Solution

Lagan Valley Island Conference Centre

Lagan Valley Island, Lisburn, Co. Antrim, BT27 4RL Tel: 028 9250 9292 www.laganvalleyisland.co.uk

LET US ENTERTAIN YOU! Wanting to entertain key clients and reward customers...

With over 150 events per year The SSE Arena, Belfast is just the ticket.

Enjoy hospitality at The SSE Arena, Belfast in the luxury of a corporate suite.

For further details on annual suite hire and event packages contact the Commercial team on 028 9076 6000

THE COUNTDOWN IS ON TO MAY 2016 BOOK NOW FOR THE NEW VENUE T: 028 9033 4400 | E: conference@waterfront.co.uk

www.waterfront.co.uk

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CONFERENCING & EVENTS

A welcome addition

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elfast Waterfront’s new worldclass centre opening in May 2016 is a welcome addition to the city’s business tourism offering.

The emergence of a new vibrant Belfast city hasn’t gone unnoticed and indeed, has been key to attracting major conferences.

Commenting on the return of the annual International Surgical Congress of the Association of Surgeons of Great Britain and Ireland to Belfast after an absence of 35 years, local ambassador and ASGBI President Mr John Moorhead said: “Belfast in 1981 was a different place. Visit Belfast today, however, and it is a completely different story.

“Thanks to investment in its infrastructure, Northern Ireland’s capital city has blossomed into one of the UK’s most exciting business tourism destinations. The city offers a superb purpose-built conference centre, world class attractions and wide range of hotels – all within walking distance of each other. And based on our experience to date, I’m confident that the event will be hugely successful.”

To further enhance the city’s appeal as a business tourism destination and to help

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target 55,000 conference delegates for the city every year, Belfast City Council, Tourism Northern Ireland and the European Regional Development Fund are investing £29.5m in the expansion of Belfast Waterfront to ensure it retains its position as one of the world’s leading conference centres.

From May 2016, clients will be left spoilt for choice with the addition of two new interconnecting multipurpose halls together measuring over 2,500m2, three additional meeting rooms, each accommodating up to 200 delegates and a new 660m2 reception area.

The addition of these new dynamic and flexible spaces alongside the 2,000 seat auditorium, 380 seat studio and 14 existing meeting rooms has facilitated the return of many events and brought a significant increase in bookings.

The venue has secured 57 conferences for the city over the next three years.

These will bring in the region of 75,000 delegates spending over £34m into the city’s economy. First to arrive are the 2,000 specialists for ‘Belfast Surgical Week’, organised by ASGBI,

in May 2016 – generating an anticipated £2.2m for the city’s economy.

Having extra space to facilitate events with a wider range of requirements isn’t the only reason why many customers return to the award-winning venue year after year. The attention to detail and emphasis on building long term partnerships with customers, has earned the venue international acclaim and loyalty from a long list of esteemed clients.

Belfast Waterfront’s client list is testament to its world class status; presidential visits by US President Barack Obama and former President Bill Clinton, World Police and Fire Games, and RCS Sport, (Giro d’Italia, Big Start). And last year, Belfast Waterfront was one of only two European venues selected to stage the biggest Game of Thrones exhibition, yet.

The final countdown is now underway with plans on track for the opening of Northern Ireland’s largest conference and exhibition venue in May 2016. Spaces for the new venue are filling up fast.

To find out more about the venue or to book your next event call 028 9033 4400 or email: conference@waterfront.co.uk

A DASH OF THE SPECTACULAR ...and a pinch of creativity mixed with a passion for serving up customer delight.

The Ulster Hall and Belfast Waterfront – your recipe for a successful event.

And from May 2016, Belfast Waterfront’s extra helping of space and services will cater for a wider range of events.

So no matter which of our venues you choose – we will prepare a world class event just for you.

To find out more contact our sales team today: T: 028 9033 4400 E: conference@waterfront.co.uk

www.waterfront.co.uk | www.ulsterhall.co.uk

CONFERENCING & EVENTS

Delivering great events is our business types out there with a great eye for detail and creative flair that might pull it off, but there are several things to consider before you embark on your event journey.

Ross Licence and Judith Brannigan

We know how much work, time and effort goes into organising a successful event.

If you are considering running an event here are the main benefits of using a professional event management company:

Keeping costs down It would be easy to assume that planning an event on your own or using someone in-house will work out cheaper because we charge a fee for our event management services.

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IBRA events is a fresh and innovative event management and marketing agency offering full event management solutions.

Co-founded by Ross Licence and Judith Brannigan, who share more than 30 years’ experience in the delivery of event management, LIBRA events prides itself on generating great ideas and tapping in to a wealth of expertise to create events to reflect the true personality of your business.

Working across the private, public and voluntary sectors to deliver a service unrivalled in creativity and professionalism, LIBRA events offers full event management services and seamless solutions across a wide variety of formats, tailored to meet the specific objectives and fit the budgets of our clients.

Why use a professional event management company?

We often come across potential clients who

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will pose the question ‘why do I need to hire you when I can run this event myself?’

But we also come across clients who have decided to go it alone and have subsequently come to us because their event hasn’t met expectations and they don’t want to make the same mistake again.

Clients may wonder why there’s a need to hire event management professionals when they believe it is easy enough to plan an event themselves or have an assistant plan it.

We don’t disagree that for something like a small family party it’s usually easy enough to find the time to plan such an event, as long as your invitation list is relatively limited.

For larger scale or complex events which bring greater expectations, however, there are so many things to consider that someone less experienced might end up missing several essential elements.

Undoubtedly there are super organised

What you perhaps have not considered is that in most cases we will cover or contribute to our fee through the savings we can make on your behalf.

Having been in the industry for many years we have working relationships with most venues and suppliers so we enjoy discounts and special rates that won’t be available to the public.

We also have the experience to know where you can save money and where it is necessary to spend money.

And when it comes to corporate events we can use our extensive database and contacts to help with sponsorship and ticket sales to grow your event and extend its reach.

Providing knowledge and experience People often ask what is the key to us running a great event. There are, of course, many elements but one that we always rate highly is having the right network of suppliers that we can call on. A non-professional event organiser will sometimes struggle to

CONFERENCING & EVENTS

find the right suppliers for their requirements.

We also have the advantage of knowing the areas that have the highest risk of being problematic (through personal experience!) and also know exactly what we need to do to prevent things from going wrong.

Marketing the event If you are organising a birthday party or an anniversary party we recognise that you are unlikely to be worried about the marketing of it. But for corporate events or consumer events you will have targets for your ticket uptake or engagement. We have the tools to assist you to make sure your event is marketed to your target audience, ensuring its success. We can give you examples and case studies for a wide variety of formats showing how we have either increased participation or income – or both.

Saving time No-one ever anticipates just how busy you can

get in the run-up to an event. No matter how organised you are, trust us, there will always be elements that invariably suck up your time. There are so many things to be confirmed, checked and booked that if you are planning this around work, family and your daily life it can easily become a burden. That’s why it’s useful to hire dedicated event professionals like LIBRA events as we will be just that: dedicated.

Because we do this for a living we can also save you time in the planning stages by giving advice and quickly producing various options for your desired event format.

guests to enjoy the event. Even if your self-organised event runs perfectly smoothly you will inevitably still have sleepless nights beforehand worrying about what might go wrong. So let us be concerned about what could happen, leaving you to engage fully with your guests at your event.

Reducing stress levels

Get in touch with Ross or Judith on

Out of all the factors, our ability to deflect stress away from clients attracts the biggest plaudits from them after we have delivered an event. We take all the headaches out of organising an event (this is, after all, what we do), leaving the client and their

028 9032 8887, Ross@libra-events.com or

If you are considering running an event or perhaps exploring how we could help you grow one you already deliver, get in touch. We are always happy to meet for a chat to discuss how LIBRA events can assist you with your event journey.

judith@libra-events.com, www.libra-events.com

Start your Event Journey Today…

8 UPPER CRESCENT, BELFAST, BT7 1NT 028 9032 8887 | WWW.LIBRA-EVENTS.COM

NOVEMBER 2015

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The annual Scottish Provident Building Invitational golf event took place recently at the fabulous Malone Golf Club in support of Brainwaves NI. It was a challenging golf tournament in beautiful autumnal surroundings. In the evening guest enjoyed a sumptuous dinner and prizegiving ceremony, hosted by the irrepressible John Linehan.

The winners of the day included The Pink Ball Challenge team winners and the ‘Best four ball by far’ trophy winners.

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rainwaves NI is a fantastic charity who do wonders for families affected by devastating brain tumours. It was a pleasure to support them and to listen to Kate Ferguson talk about the fantastic work they do. The Scottish Provident Building team would like to say a big thank you to all its generous clients, sponsors and supporters who helped make the event a pleasure and a fantastic success.

SPB’s Donna Linehan with dad John and Kate Ferguson of Brainwaves NI

SMARTER OFFICE SOLUTION A VIRTUAL OFFICE AT SCOTTISH PROVIDENT BUILDING IS THE PERFECT OFFICE SPACE SOLUTION FOR SMALL & STARTUP BUSINESSES Until you’re ready for an actual office, a Virtual Office allows you to work from wherever your busines needs to be, yet with the best address in belfast for your brand. You can also have your calls answered by our professional staff and access to all our on-site facilities - all for one low monthly cost.

OUR VIRTUAL SILVER PACKAGE GETS YOU THE ADDRESS, CALL ANSWERING & MEETING ROOM ACCESS FOR JUST £85 PER MONTH.

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02890 918 200 Scottish Provident Building.co.uk

Conferences & Events at Lough Erne Resort Lough Erne Resort - Host Venue for the G8 Summit 2013

Hotel of the Year 2014 Whether a large scale conference, product launch, training seminar, intimate board meeting or team building event, Lough Erne Resort’s six conference and event rooms provide a variety of options. All function rooms are flooded with natural day light and have stunning views over Castle Hume Lough and The Faldo Championship Course.

• Meeting Rooms to accommodate 10 - 400 Delegates • Daily Delegate Rates from £25 • Residential Rates from £150 • Complimentary Wi-Fi Access • Golf, Spa & Tem Building options onsite for Delegates Lough Erne Resort, host venue for the G8 Summit, is the ideal venue for an exclusive use event which utilises the entire resort and its facilities. With 120 luxury rooms, including 25, 2 and 3 bedroom Luxury Loughside Lodges, 2 Championship Golf Courses including The Faldo Course, The Golf Academy. The Authentic Thai Spa and The Great Outdoors Programme, making it a truly memorable conference Destination.

PLEASE CONTACT THE CONFERENCING AND EVENTS TEAM AT LOUGH ERNE RESORT TO OBTAIN A QUOTATION FOR YOUR EVENT Lough Erne Resort, Sales Team 02866 345718 / 02866 345730 / 02866 345721

Email: events@lougherneresort.com Web: www. lougherneresort.com

FIND US ON

PROFILE

Name: Linda Brown Position: Institute of Directors Northern Ireland Director

A word from

The Wise How did you start out in your career?

Back in the mists of time, my careers teacher proposed the options of ‘nurse’ or ‘teacher’ – and indeed I had thought of language teaching as a possibility. However, following a visit to school from one of the big accountancy firms, I settled on a degree in Economics with Accounting and Commercial Law at Queen’s University, intending to become a Chartered Accountant.

A rethink after a short stint with an accountancy firm saw me return to higher education at Stranmillis College to become a primary school teacher in a small, twoteacher school in County Down for four years before joining the family travel agency business. I returned to education, lecturing in Travel & Tourism, Economics, Office Skills and Banking at the then College of Business Studies (now part of Belfast Met).

Eighteen months as Assistant Director with CBI was followed by four years as a radio producer with BBC Radio Ulster, where I produced business programmes amongst others, and a further four years as a Director with Business in the Community.

The broad range of experience in business, education, the media and a businessfacing charity was excellent preparation for taking on the role of Director of IoD Northern Ireland in 1995.

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

My main challenge as Director of the IoD in Northern Ireland is ensuring that what we offer our members will benefit them in their roles as directors and decision makers – and that they see our services as good value for money.

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The column with an ear for experience...

A membership organisation can never take its members for granted. At the best of times, but particularly in times of recession, companies and individuals will look at their memberships and ask what they are getting from each one.

For me, the key to making sure that IoD members gain what they want from their membership is to engage with them as much as possible. From a membership of around 800 leaders from the private, third and public sectors, almost 15% participate in one of our committees or working groups and we see around 75% of members at one or more of our networking and professional development events each year.

Members also use our free information and advice services, airport lounges and premises around the UK. And, of course, there are the LinkedIn group discussions and our 4,000-plus followers on Twitter.

How would you describe your management style?

Working as part of a small team, my style is to be as inclusive as possible and to empower my colleagues to take responsibility and make decisions. However, I do have the occasional tendency to revert to ‘primary school teacher’ mode and be a bit bossy when dealing with senior business leaders!

Have you done it all on your own?

While I have never been afraid to take a new step in my career, I have always had great support from my husband, Stephen, while my parents and in-laws were great at helping out with our three daughters when they were small.

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FANTASY TRADING

Taking stock

Y

ou were probably thinking that this, the most frenetic and fastpaced feature to grace the pages of this publication, had gone away.

Well pucker up because we’re back, and how.

In the three-month trading period since we last totted up our profits, your highly professional bunch of fantasy traders have had to weather a storm not experienced since this experiment in financial nous kicked off 18 months ago.

Markets around the world have been tumbling and our team have borne the brunt of the storm, losing a collective £20,000.

The most shocking aspect of this whole

volatile period is that Professor Profit notched up a stonking £16,000 loss, possibly the first time he’s been in the red.

That’s thrown him violently into third place from first, a position we’d become accustomed to seeing him boss.

Even boy wonder Armstrong bore nearly £8,000 of losses on the back of a bad punt on Lloyds, but at least he managed to hold onto second place.

Soaring into first place is the both young and enterprising Carol Fitzsimons who cruised into the lead on a £3,000 profit on Carnival.

But the sub plot was unravelling at the bottom of the table where The Mentalist – wait for it – made a profit.

Although still some £30,000 off the top of the table, the swings of the last month prove that even look-a-like Meade is still in with a chance of buying the editor dinner.

Safe trading.

tHe rules Each trader starts with fantasy money – £100,000 of it to be exact – to invest as they see fit in two FTSE 100 companies, £50,000 each. After a month we count up what will hopefully be winnings and the traders either stick with what they’ve got or exchange them for new shares. At the end of the year we count up who’s made the most and force them to buy the team and the editor dinner. Simple.

The traders Dylan armstrong (6) stuDent

Carol FItZsImons, CHIeF eXeCutIVe

DaVID meaDe, mentalIst

neIl gIBson, eConomIst

Profit/loss this month: -£7,780 Account: £113,562

Profit/loss for this month: £1,608 Account: £117,383

Profit/loss for this month: £2,174 Account: £77,233

Profit/loss for this month: -£16,729 Account: £113,251

This month: Aberdeen Asset Management, Diageo

This month: Diageo, BSkyB

This month: GSK, Ashtead

This month: Burbury, Sports Direct

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Flags, firebombs & flashbacks

Executive Motoring

By Pat Burns

Sponsored by

Think

Business FOR CONTRACT HIRE THINK FLEET FINANCIAL

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EXECUTIVE MOTORING

All that Jazz...

T

he new Honda Jazz has shaken off its image of being the choice of pensioners and the new model has a more sportier look and feel about it.

Specifications are generous across the range, with basegrade S models fitted as standard with convenience features such as air conditioning, cruise control with speed limiter and dusk sensing auto lights. Every grade comes with Honda’s City-Brake Active to help avoid low-speed accidents.

The mid-grade SE model, adds front and rear parking sensors, electrically adjustable and heated door mirrors and 15” alloy wheels.

Honda’s Driver Assistance Safety Pack is also included, giving owners the extra reassurance of five advanced active safety aids.

Those opting for the top-grade EX model will appreciate smart entry and start, automatic climate control and six-speaker audio upgrade.

Styling is enhanced with 16-inch alloy wheels and front fog lamps.

A new, highly efficient, responsive 1.3 litre i-VTEC petrol engine from Honda’s Earth Dreams Technology series delivers 102 PS at 6,000 rpm. Combined with either a six-speed manual gearbox or a newly developed CVT, emissions are as low as 106 g/km of CO2. The CVT’s driveability is given a more natural ‘multi-gear’ feel through the use of new control software exclusive to Europe which simulates seven speeds and provides optimised gear change mapping.

Prices start from £13,495 on-the-road for the entry-level S model, rising to £17,425 for the flagship EX Navi CVT model. Competitive PCP are expected to start from £139 per month (5.9% APR with a 30% deposit).

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EXECUTIVE MOTORING

Sorento moves upmarket

T

he third-generation Kia Sorento will change the way people see the brand as it is better equipped, more refined, stylish and technologically advanced than ever before. Six versions of Kia’s UK flagship are now on sale, with prices starting at £28,795.

All versions of the new Sorento are powered by an EU6-compliant 2.2-litre turbodiesel engine which produces fewer harmful tailpipe emissions, is more fuel-efficient, less damaging to the environment, and which reduces running costs for personal and business owners. All have a new, permanent, intelligent all-wheel drive system and a versatile seven-seat interior. There are four trim levels, and depending on model, buyers have the choice of six-speed manual or automatic transmission.

The new Sorento is longer, lower and wider than the previous model thanks to an all-new platform, while an extended wheelbase creates greater room in all three rows of seats. Minutely detailed body and chassis engineering work has resulted in a car which is not only more engaging to drive, but also much more refined to travel in. Safety and convenience technologies new to the Sorento, and in some cases new to any Korean SUV, include Advanced Smart Cruise Control, Blind Spot Detection, Rear Cross Traffic Alert, Lane Departure Warning, Around View Monitoring, Adaptive Front Lighting and Speed Limit Information.

The new Sorento offers executive-class space and versatility to match its executive-class style, quality and refinement. It is longer, lower and wider and headroom and legroom have been improved in all three rows of seats, and there is up to 90 litres more luggage capacity.

The new Sorento is the first car to be produced under Kia’s new Global Quality Strategy, which became fully operational at the start of 2014. In the choice of materials, fit and finish and technology, the new Sorento is a significant step forward for Kia.

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In the UK all versions of the Sorento are powered by the 2.2-litre version of Kia’s R-family turbodiesel engine, which now meets EU6 emissions requirements. It features a new, fourth-generation common-rail fuel injection system with increased injection pressure.

The engine now develops 197bhp (an increase of 3bhp) and 441Nm of torque (plus 19Nm), endowing the Sorento with outstanding driveability on- and off-road. Performance has been improved so that acceleration from 0-62mph now takes just 9.0 seconds (auto 9.6 seconds), and all versions have a top speed of 124mph.

For the first time in a Kia, automatic models as well as manuals feature the company’s Intelligent Stop & Go (ISG) engine stop/ start system. As a result, all versions of the new Sorento have lower fuel consumption and emissions. Manual models on 17-inch wheels have combined economy of 49.6mpg with CO2 emissions of 149g/km, while for all automatics the respective figures are 42.2mpg and 177g/km.

The new Sorento features the Dynamax all-wheel-drive system first seen in Kia’s compact SUV, the Sportage. Dynamax is an intelligent, electronically controlled all-wheel-drive system from Magna Powertrain. It continuously monitors driving conditions and anticipates when all-wheel drive will be needed, rather than simply reacting to changing conditions.

Normally it delivers 100 per cent of engine torque to the front wheels, but the torque can be redistributed up to a maximum of 60:40 front-to-rear to enhance cornering stability or if road conditions deteriorate. For off-road driving, owners can manually select lock mode, which gives a 50:50 torque split at speeds of up to 25mph.

UK versions of the new Sorento are built at Kia’s Hwasung factory in Korea, and, as with every other model, are covered by the company’s seven-year or 100,000-mile transferable warranty, subject to the exclusion of routine wear-and-tear items.

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EXECUTIVE MOTORING

Citroens set new mpg record

A

Citroën C4 Cactus BlueHDi manual car has just returned an outstanding 103.28mpg in the 2015 ALD Automotive Fleet World MPG Marathon – the first Citroën ever to achieve more than 100mpg in this event.

In addition, a New Citroën Berlingo L2 750 LX van demonstrated that the BlueHDi 100 Euro 6 engine is supremely fuel-efficient in LCV applications too, with a class-winning 68.64mpg in the same event.

The Euro 6 compliant C4 Cactus Feel BlueHDi 100 was entered in Class 3 (for diesel-engined cars with CO2 emissions of 100g/ km or less). In this hotly contested class, the BlueHDi 100 powered Cactus performed exceptionally well. The resulting 103.28mpg is an impressive 24.29% improvement on its official 83.10mpg combined cycle fuel economy figure. It also achieved the third best outright mpg in the event, just 1.22mpg behind the winning BlueHDi 75 powered Peugeot 208.

Running in the Small Van Class, a New Berlingo BlueHDi 100 S&S manual L2 750 LX delivered exceptional fuel economy. The 68.64mpg result was 1.98% better than its official combined

NOVEMBER 2015

cycle fuel economy figure of 67.30mpg. Also competing was a C4 Cactus Flair PureTech 110 manual entered in Class 2 (for petrol-engined cars with CO2 emissions over 100g/km).

This car returned 63.91mpg, an improvement of 6.34% on its official 60.10mpg combined cycle fuel economy figure.

Bek Hassan, Citroën’s Brand Director in the UK, commented; “With all eyes on new vehicle fuel consumption at the moment, Citroën is delighted with the very strong performance of both its C4 Cactus cars and the New Berlingo van in the demanding ALD Automotive Fleet World MPG Marathon. This independently run trial demonstrates how the latest Citroën models can deliver exceptional fuel economy.”

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Think

Value FOR CONTRACT HIRE THINK FLEET FINANCIAL

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EXECUTIVE MOTORING

Hyundai i20 takes Northern Ireland Car of the Year Award

Graeme Fudge, PR Director for Mazda UK received the trophies for the small car of the year for the Mazda2 and Executive Car of the Year for the Mazda6 Touring.

T

he Hyundai i20 took the top spot at the 2016 NIIB Finance Northern Ireland Car of the Year Awards held at Cultra Manor, part of the Ulster Folk and Transport Museum.

Jim McCauley, Chairman, UMWA Alun Parry, Head of Press and PR at Suzuki UK and James Dempster, Regional Manager NIIB Finance.

Speaking at the awards, Jim McCauley, Chairman of the Ulster Motoring Writers Association (UMWA) commented that, “The i20 has immediate appeal in terms of its sophisticated styling and high quality interior. And the admiration continues as you take to the road with its stable and secure handling and an excellent choice of engines. The initial fear was that Hyundai had priced themselves out of the market with this car, considering the contrasting interior finish, soft touch materials and the high level of standard specification in SE trim, including safety elements. But the final surprise was the very competitive price for an overall quality package that represents excellent value for money, underwritten by a 5-year warranty.”

The awards are sponsored by NIIB Finance, part of the Bank of Ireland. NIIB’s Regional Manager James Dempster presented the awards saying, “With NIIB Finance being the leading independent funding provider to the Northern Ireland motor market, I am delighted to have teamed up with the Ulster Motoring Writers Association, delivering the 2016 NIIB Northern Ireland Car of the Year Awards. Being the local name in lending remains and has always been important to NIIB, complementing our existing GB challenger brand, Northridge Finance. To me, as the No1 independent lender these awards reinforce our commitment to the Northern Ireland motor trade, their customers and the wider economy.”

Tony Whitehorn, President & CEO of Hyundai UK commented, “We are delighted to receive this award from the Ulster Motoring Writers’ Association. The i20 has been and continues to be a very important car for the Hyundai brand. It is a strong competitor in the popular B-segment and since the launch of the New Generation i20 in January

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Terry McLean, Hyundai Regional Manager, Jim McCauley, UMWA Chairman, Natasha Waddington, Head of Hyundai Press and PR and James Dempster, Regional Manager, NIIB Finance.

2015, we have sold nearly 12,000 units across the UK. It is also our 3rd biggest seller in Northern Ireland behind the ix35 and i10.”

Other category winners at the awards ceremony included the Mazda2 (Small Car category), Seat Leon (Family Car), Suzuki Vitara (Lifestyle SUV), Audi RS3 (Sports Performance) and the Mazda6 Tourer won the Executive Car of the Year. These awards were voted on by members of the Ulster Motoring Writers Association but a special NIIB Finance Fleet Car award was chosen by NIIB’s fleet team. The Fleet Car of the Year award went to the Skoda Octavia 1.6SE Business Line which was chosen by the team for its CO2 emissions, BIK, interior space, MPG, good discounts, good reliability record and strong resale value.

Introducing the new GLC. From £392* a month with an Advance Payment of just £2,352.*

The numbers work.

The dynamic SUV comes with an abundance of intelligent technology as standard. AGILITY CONTROL ensures a well-balanced ride, while DYNAMIC SELECT allows you to adapt the character of your drive.

With an impressive CO2 figure of 129g/km, the new GLC demands serious consideration.

Contact us today to find out more.

Mercedes-Benz of Belfast on 02890 689000 6 Boucher Crescent, Belfast, BT12 6HU www.mercedes-benzofbelfast.co.uk Mercedes-Benz of Portadown on 02838 337373 Carn Court Road, Portadown, BT63 5YX www.mercedes-benzofportadown.co.uk

Official government fuel consumption figures in mpg (litres per 100km) for the new GLC range: urban 51.4(5.5), extra urban 60.1(4.7), combined 56.5(5.0). CO2 emissions 143-129. Official EU-regulated test data are provided for comparison purposes and actual performance will depend on driving style, road conditions and other non-technical factors. Whilst this offer is only available through Mercedes-Benz Finance, we do arrange finance on behalf of other finance

companies as well. *Business Users only. Advance Payment applies. All payments subject to VAT at 20%. No ownership option. Finance based on 36-month Contract Hire agreements, 10,000 miles per annum on a new GLC 220 d 4MATIC SE (Advance Payment £2,352). Vehicle condition, excess mileage and other charges may apply. Rental includes Road Fund Licence for the contract duration. Guarantees and indemnities may be required. Orders/credit approvals on selected new GLC models only between 1 October and 31 December 2015, registered by 31 March 2016. Subject to availability, offers cannot be used in conjunction with any other offer. Some combinations of features/options may not be available. Please contact your Mercedes-Benz Retailer for availability. Credit provided subject to status by Mercedes-Benz Financial Services UK Limited, MK15 8BA. Mercedes-Benz UK Ltd is a company registered in England and Wales with company number 2448457 and has its registered address at Tongwell, Milton Keynes, MK15 8BA. Prices, fuel consumption and CO2 emissions correct at time of going to print.

APPOINTMENTS

Michelle Black has been appointed Account Director at Morrow Communications. Michelle joined Morrows in 2006 and has broad experience of providing strategic communications.

Nicola Adamson has also been appointed Account Director at Morrow Communications. Nicola has over eight years’ experience working at the company and brings a wealth of knowledge as a skilled communicator and creative thinker.

Wealth manager Davy has appointed Alan Werlau as a Senior Investment Strategist in its Private Client division.

Werlau joins from UBS Investment Bank in New York.

Michael Duffy has joined Worthingtons Solicitors as a Commercial Property and Banking Solicitor. Michael deals with a wide range of work including disposals and acquisitions, commercial leases and secured lending.

Sara McGaughey has joined Worthingtons Solicitors and works in the Commercial Property Department. Sara deals with a wide range of work including commercial and residential property transactions, Telecommunications and Renewable Energy.

Laura Feeney has joined Worthingtons Solicitors as a Corporate Solicitor within their Belfast office. Laura provides advice in relation to all aspects of corporate and commercial law, with a particular interest in, charitable law and licensing matters.

Rachael Gamble has been appointed as a solicitor in the Dispute Resolution department at Cleaver Fulton Rankin.

Rachael studied Law with Politics at Queen’s University in Belfast graduating in June 2011, before obtaining her Certificate of Professional Legal Studies.

Stephanie Johnston has been appointed a solicitor in the Private Client department at Cleaver Fulton Rankin.

Stephanie studied Law at the University of Ulster, where she graduated in June 2012.

Peter Moorhead has been appointed a solicitor in the Corporate, Banking and Finance department at Cleaver Fulton Rankin.Peter studied Law at Queen’s University in Belfast graduating in June 2013.

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APPOINTMENTS

Connor Graham has been appointed Senior Valuer at Michael Chandler Estate Agents. Connor’s role is to assist with the continued expansion of the sales team throughout greater Belfast and beyond.

David Clements has joined Fujitsu as Client Director. David will be responsible for continuing to grow Fujitsu’s business in Northern Ireland through establishing new customer relationships and developing existing ones.

Claire McCombe has been appointed Private Banker at Barclays Wealth and Investment Management. Claire works with Barclays’ high net worth clients in Northern Ireland, providing investment advice and private banking services.

Larry McGrath has joined The Mount Charles Group as Operations Manager for Ireland, where he will be responsible for developing new business, building brand awareness and overseeing the group’s existing contracts in Ireland.

Susie Osborough has joined Selective Travel Management in the role of Customer Relations Manager. Susie will be responsible for clients across the island of Ireland and joins a growing team of professionals in the role.

Laura Calvert has joined 4c Executive Search as Business Support Executive.

Laura works closely with a range of clients across a number of sectors, displaying an extremely high level of support.

Grainne Glenny has been appointed Ireland Manager at MCE Public Relations.

Her new role will see her utilise her extensive knowledge of the ROI market to service growing demand from MCE’s consumer and lifestyle clients.

Alastair Luke has been appointed as a Client Executive at MCE Public Relations.

He previously worked in third sector communications with Young Enterprise.

Natasha Doherty has been appointed as a Client Executive at MCE Public Relations.

She has previously worked in the UTV newsroom, assisting on a range of current affairs programmes including UTV Live and UTV Live Tonight.

NOVEMBER 2015

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PHOTOCALL 1. Moy Park kicked off its Graduate Development Programme 2015/2016 at Newcastle’s Burrendale Hotel recently. Pictured are the 19 new graduates on the programme along with Moy Park HR Director Europe, Mike Mullan; Moy Park Chief Executive, Janet McCollum; and Katharine Strain, Head of Talent and Organisational Development at Moy Park.

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2. The Rug House is taking its business to the next level with the launch of a new, stateof-the art website designed to enhance their global sales and drive exports. Pictured are Claire Hughes, Lisa Doran, Paul Vallely and Clare Vallely.

3. Queen’s University Belfast student Louise Kavanagh is this year’s Study USA Student of the Year. She celebrates her success with (left) Heather Cousins, Deputy Permanent Secretary at the Department for Employment and Learning and (right) Karen McCormack, British Council Northern Ireland, at the recent graduation ceremony at the Belfast Harbour Commissioner’s Office.

4. Howard Hastings, Managing Director of Hastings Hotels was joined by Adrian McNally, General Manager of the Culloden Estate and Spa as the 5-star hotel unveils its recent refurbishment which was in excess of £1,000,000.

5. The owners of an 18th century former flour mill near Downpatrick are set to invest £500,000 to expand their business with the support of Ulster Bank. Pictured are Mary Hinds, assistant manager at Ballydugan Mill, with Girvan Gault, left, Ulster Bank, and Derick Wilson, right, Ulster Bank.

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2 5

PHOTOCALL 6. Portadown-based John P Hagan Solicitors has announced a new era in the firm’s 41 year history as it changes name to JPH Law and lays out plans to work closely with solicitor firms, Campbell & Grant and Donnelly Neary & Donnelly. Pictured are Kate Evrine, Kevin Neary, Neary Donnelly and Michael Grant.

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7. Progressive Building Society has announced that it has created 13 new jobs across the society and has invested in the redevelopment of its landmark Head Office building which has officially reopened in Belfast.

Pictured are John Trethowan and Darina Armstrong, Progressive chief executive.

8. Pictured is Declan Holmes, son of Eamonn, who has just launched Gallopers Craft Beer. Anzac Wholesale are managing sales and distribution of the tipple and Declan said he now plans to explore the export market.

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9. The Belfast Baking Company has unveiled plans to invest £350,000 and create 15 jobs at a new bakery and deli in Titanic Quarter. Pictured are Sharon McDonald, John Halliday from the company and Fiona Rice, Commercial Manager at Titanic Quarter Ltd.

10. Men’s fashion brand Remus Uomo has announced the extension of its association with Ulster Rugby as official clothing partner for the 2015/16 season. Pictured announcing the extension is Ulster Rugby stars Sam Windsor, Craig Gilroy and Andrew Trimble.

NOVEMBER 2015

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PHOTOCALL

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11. Paul Gibson, Sales Operation Executive, Lidl Northern Ireland (left) paves the way for Ulster University Business School students (from left) Nathan Currie, Jamie Willighan, Leah Hill, Gavin Boyes, Zara Davis and Chris Blevins with news of their collective £120k bursary.

Also in the picture is Dr Karise Hutchinson, Head of the Business and Enterprise Department.

12. Belfast-based The Wooden Floor Company, were left shaken, not stirred when it was announced they had been selected to supply £30,000 worth of flooring for the set of the new James Bond film “ Spectre”. The management team are pictured on the set.

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13. Bassetts has announced the opening of a new store within the heart of the thriving Boucher Road retail area in Belfast, alongside showroom expansions in two of its local branches in County Londonderry, following a period of significant growth for the company. Pictured planning for success is Bassett’s Managing Director, Alan Wright.

14. Biometric technology company The Lava Group, working as part of a consortium, has secured £100,000 of funding from the Connected Health Innovation Centre (CHIC) to invest in R&D. Pictured (l-r) is Stephen McComb, Connected Health Innovation Centre (CHIC), Professor Chris Nugent, joint principal investigator of CHIC, and Gareth Morrison, CEO of The Lava Group.

15. YFCU President Roberta Simmons and CEO Mike Reid are pictured launching the organisation’s strategic plan covering the period up to 2018.

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PHOTOCALL

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16. Phil Flanagan, Claire Sugden and Fra McCann were three of the Employment and Learning Committee MLAs who supported the young people from Aiming Higher on their shadow an MLA Day at Parliament Buildings.

17. To mark its 50 years in business in 2015, the staff of Modern Tyres have cycled 1,000 miles across Ireland to raise funds for Make-AWish UK. Pictured are, from left to right: Shane Byrne, James Byrne, Philip Hanlon, with Gail McKee, Regional Fundraising Manager, Charles Corscadden, and Stephen Shaw.

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18. H360, a sister company of SJC Hutchinson Engineering has teamed up with TBC Mobility Conversions, a specialist vehicle convertor, to fully convert their latest mobility vehicle. Pictured is (L to R): Wesley Emerson, TBC Mobility Conversions and Ian Ferguson, Design Engineer, H360.

19. Belfast headquartered Novosco has secured a contract worth up to €1.25m with Cork County Council.

Pictured are, from front left, James Fogarty, Cllr. John Paul O’Shea, Patrick McAliskey.

Back, left to right, Julianne Coughlan, and Mark O’Reilly.

20. UTV’s Julian Simmons, who was treated at Cathedral Eye Clinic, carries out an eye test with Professor, Johnny Moore, Medical Director, Cathedral Eye Clinic and Tracey Morrow, Ulster Bank Head of Belfast & North Down Business Centre.

Belfast’s Cathedral Eye Clinic has officially opened its new clinic, completing an investment of over £2m.

NOVEMBER 2015

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PHOTOCALL 21. Five members of staff from the Newry-based Murdock Builders Merchants, have been recognised for their loyalty after each clocking up 20 years of service to the company – a total of 100 years between them. They are pictured with senior management from Murdocks at an awards ceremony.

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22. Des Moore, Head of First Trust Bank, and Michael Johnston, Managing Partner at Carson McDowell Solicitors, are pictured with cycling enthusiasts Mark McKeown and Darren Toombs after raising over £45,000 for four NI charities.

23. CDE Global has launched its 2016 Graduate Recruitment programme at the Business and Finance placement fair at Queen’s University Belfast. Pictured are Ray Bolger, Rebecca Burrows, and Brian McCullough.

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24. Finlay Wealth Management has acquired Gerald Stanley Financial. Pictured are Jonathan Finlay from Finlay Wealth Management and Gerald Stanley.

25 25. Pictured launching the WIB Awards 2015 are, from left: Maureen Murphy, managing director of Aurion Learning, Gary McDonald, business editor of the Irish News, Ellvena Graham, chair of the NI Economic Advisory Group, Roseann Kelly, chief executive of Women in Business, and Evelyn Collins, chief executive of the Equality Commission for Northern Ireland.

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EVENTS

Canapés and cocktails The cream of the last month’s business events Neighbourhood Retailer Awards Five awards were claimed by Musgrave NI (MNI) stores at the recent Neighbourhood Retailer Awards as the company celebrated a host of gongs.

McCool’s SuperValu, Ballymoney store manager, Ian Elliott is presented with the Store Manager of the Year award by June Wilson of sponsor Sales Placement.

Michael Flannigan (centre) of sponsor Flannigan, Edmonds, Bannon presents the McCool’s SuperValu, Ballymoney team with the Training Initiative of the Year award. Pictured collecting the award is (l-r) store owner Peter McCool, store manager Ian Elliott, Jordan Christie, Nikita Millan, Neil Harbinson and Mandy Mair.

Centra Newcastle store owner Hugh Smyth is presented with the CTN of the Year award by Karen Murray of category sponsor Philip Morris.

Barclays Wealth & Prince’s Trust

Lesley Hutchinson and Claire Greenwood from Cathcart’s Centra, Magherafelt are presented with the Forecourt of the Year in the up to 1,750 sq ft category award by sponsor Stephen Kelly of Costa Ireland Ltd.

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Barclays Wealth and Investment Management hosted an event last month in Belfast with The Prince’s Trust and the charity’s ambassador Kate Adie, former BBC chief news correspondent.

Ms Adie shared some of her life and career experiences with local business leaders. Pictured are Jonathan Dobbin from Barclays Wealth, Michelle Hagan, Prince’s Trust Young Ambassador, Kate Adie and Ian Jeffers, Director of Prince’s Trust Northern Ireland.

EVENTS

Belfast Ambassador Awards

Golden Service Cleaning Awards

Visit Belfast welcomed more than 100 of Belfast and Northern Ireland’s academic, medical and professional elite to the Ulster Museum for the annual Belfast Ambassador Awards 2015 which saw Ulster University doctors Anthea Irwin, Karyn Stapleton and Catrin Rys win the prestigious Belfast Ambassador of the Year award, in recognition for their drive in ensuring organisers of the sought-after International Pragmatics Conference chose Belfast for its annual event in 2017, which will generate a potential £2.2m for the local economy. The event will make full use of the new, expanded facilities of the Belfast Waterfront, due to open next May. Anthea, Karyn and Catrin were presented with their awards by Gerry Lennon, Visit Belfast’s Chief Executive.

The Mount Charles Group won the coveted Public Service Buildings Award at the 2015 Kimberley-Clark Professional Golden Service Cleaning Awards, held in the London Hilton Park Lane last month Pictured from left are: Tim Husbands, Chief Executive of Titanic Belfast, Trevor Annon, Chairman of The Mount Charles Group, Cathal Geoghegan, Managing Director of The Mount Charles Group and Jonathan McKinlay, Director of Cleaning & Support Services, The Mount Charles Group, Jon Culshaw, Lorcan Mekitarian, Commercial Director, Bpi Recycled Products and Stephen Kerr, Regional Sales Leader for the UK, Ireland, Nordic region and Benelux at Kimberly-Clark Professional.

Belfast Ambassador Awards

Big College Seafood Cook Off

A former President of the Law Society of Northern Ireland has been recognised for his promotion of Northern Ireland’s legal profession to international business audiences with an ‘Ambassador of the Year’ Award. Norville Connolly, a solicitor with Fisher Mullan Solicitors in Newry, received his award at the Visit Belfast Ambassador Awards held at the Ulster Museum in Belfast. Caroline McComb from McCombs Executive Travel, Norville Connolly and on the right Chairman of Visit Belfast David Gavaghan.

Belfast Met students have been impressing professionals across the catering and hospitality industry in not one but two events. In celebration of UK Seafood Week NVQ Level 3 Professional Cookery students Connor Bradley and Isis Palamine competed against five Northern Ireland colleges in the Big College Seafood Cook Off. Isis scooped the Chef’s Choice Award as one of the most promising future chefs in the competition. Pictured are Isis, Connor and Andy Rea of Mourne Seafood Bar.

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TECHNOLOGY

Under the tech bonnet Adam Maguire takes a look at the top gadgets and technology of the month...

Google Chromecast Audio

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he Google Chromecast Audio delivers on its promise to turn your ‘dumb’ speaker into the centrepiece of your digital music collection – though it does so in a fairly limited fashion.

A Bluetooth speaker can be picked up for next to nothing nowadays – but a good quality one still costs a lot. For people who have already spent good money on their existing audio equipment, this may be a bridge too far.

The idea of the Chromecast Audio is simple – plug it into the audio-in port on your existing hardware and use it to stream music from your phone, tablet or computer.

Setup is relatively easy via a dedicated website (or app) and once the device has found your WiFi network it is no problem to add extra devices to the mix.

From here users will be able to play music from a range of sources, including Google’s own Play Music service and third party providers like Spotify and Deezer.

However users of Apple devices will likely be frustrated by the fact that its Music app is not compatible (which, in fairness, is more Apple’s fault than Google’s) – while the Chromecast Audio’s limitations will also stop you using the device to provide big sound to the videos you might watch online.

The Google Chromecast Audio is available online and in stores for £30

HTC One A9

H

TC’s first ‘One’ device was a major step forward for the company – but its sales have continued to struggle in the face of stiff competition. Its A9 upgrade has a lot to do to keep the firm in the race.

The first thing you might notice about the HTC One A9 is its design – and just how similar it is to the latest Apple iPhone. HTC says that it is in fact Apple that copied them, pointing to a 2013 device that bears similar design cues.

There is no denying, however, that the company has pushed that resemblance to the next level through its A9 refresh.

Under the hood the device runs on the latest version of Android and boasts a 1.5 GHz processor with 2-3GB of RAM. The company has previously made a big play of its camera and speaker technology but in both cases here the A9 fails to wow – offering tech that is at best on a par with its main rivals.

And overall that encapsulates the problem for HTC – the One A9 is a very nice phone that does some very nice things, but nothing that will help it stand out from the crowd in a way that it so badly needs to.

The HTC One A9 is available from this month for around £430 SIM-free

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TECHNOLOGY

Preview – Microsoft Band 2

M

icrosoft has made some major adjustments to its wearable device – and all of them seem positive.

The tech world was taken by some surprise when Microsoft first announced the Band – a slim watch-like device that promised to deliver phone-like features to a user’s wrist.

The device was somewhat of a flop, however, with many of its features seeming to be under-thought or poorly executed.

Seeming to have learned many lessons, Microsoft has announced the Band 2 – which has a slimmer profile, a better screen and more functionality.

It can connect to non-Microsoft devices, like the iPhone, through a dedicated app and can be used as a fitness tracker or notification tool.

Early indications are that the battery life is not great – while the company is again suffering from that age-old issue of a lack of apps.

But overall it seems as though its wearable tech is moving in the right direction.

Sonos Play:5

S

onos has been one of the leaders in connected audio and its new Play:5 promises more of the same – though it doesn’t come cheap.

If the Chromecast Audio is not to your liking and you have some money to spend, the Sonos Play range offers highquality, connected speakers with a lot of functionality.

Most music services can be played through the speakers, while users are also able to couple multiple Sonos devices together to create a bigger or more intricate sound.

The Play:5 even offers a line-in so that all types of devices can be included – while the dedicated app promises to tune your speaker to perfectly suit the room.

At £429, though, this certainly fits into the ‘premium’ end of the market.

NOVEMBER 2015

93

for business

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BUSINESS TRAVELLER

Michael Colquhoun, Director of Export Sales at Brett Martin Have you ever unexpectedly run into someone you know from home in a far flung destination?

I have. I once met a friend unexpectedly at breakfast in a hotel in Beirut, Lebanon.

What do you enjoy most about working internationally?

Meeting lots of new people from different cultures. I find it really interesting to see how people live and do business across the world, particularly outside Europe.

What’s your favourite city/country in the world and where has disappointed you?

My favourite city is Hong Kong – I’ve been there many times and think it’s fantastic. My favourite country is Northern Ireland – home is always best!

What do you look for in a good hotel?

Two things – a good bed and a good gym.

How often do you travel and why?

I travel around two/three times per month. Part of my role is to develop and expand new business opportunities in non-European markets for Brett Martin so I travel around the world to meet existing and potential new customers in their home countries. I was adding up the miles travelled recently and think in 2015 so far I’ve travelled the equivalent of five journeys around the world, so I do get around a bit!

Other than your phone, what are the three things you couldn’t do without when travelling for work?

I’d have to say a credit card, my iPad and, of course, my passport.

Have you found a good way to work while you are on the move?

Yes – I always try to catch up with emails when I’m on the go and I find it really useful writing meeting reports when I’m flying.

What would be your top tips for anyone embarking on a job that involves a lot of travel?

Make sure people at home have a copy of your itinerary, be prepared for lots of time waiting in security queues and only take carry-on luggage.

What’s your favourite App for passing the time?

Kindle for iPad. I love to read on my travels and the Kindle app is perfect for this.

94

What’s the best airline you’ve flown with and the best hotel you’ve stayed in?

Singapore airlines in the 90’s was the best I’d experienced but more recently, I’d say Emirates is the number one airline now. My favourite hotel is any hotel overlooking Hong Kong harbour.

Have you worked out a way to avoid jetlag?

Wherever you land, don’t sleep until it gets dark. It works for me.

Do you speak any languages and if so, have they been of use on business trips?

I speak French, which is invaluable on my business travels.

I’ve found through the years that English is always accepted outside Europe so there’s not too much pressure to speak lots of different languages.

Where in the world would you most love to work?

Tough question! I’d say Singapore, Vancouver or Auckland.

Where are you off to next?

Off to Riyadh tomorrow for a week at an exhibition, then home for three days before setting off again to Atlanta to meet customers at a trade show.

mancHest er London cit y En PalMa l ondon gatwick abErdE

TRAVEL

Brussels Airlines connects Belfast City Airport with Europe

Brian Ambrose, Chief Executive of Belfast City Airport, Katy Best, Commercial and Marketing Director at the airport, and Lucy Spratt (centre) celebrated the new route with passengers in the terminal treated to traditional Belgian waffles.

B

russels Airlines, Belgium’s leading airline, has announced a new route from George Best Belfast City Airport to Brussels.

Northern Ireland will be linked five times a week with the European Capital. Passengers can also continue their journey via Brussels Airport to many other Brussels Airlines destinations. The new service will start on the 27th of March 2016.

Travel times of more than five hours and connecting at airports will become a thing of the past thanks to the new direct non-stop service that Brussels Airlines will inaugurate at the start of the next Summer season. Belfast George Best City Airport will be connected five times a week with Brussels Airport by a Brussels Airlines AVRO RJ 100 jet (97 seats). Flights will operate on Monday, Wednesday, Thursday, Friday and Sunday. Passengers can not only travel comfortably to Brussels or Belgium, they can also continue their journey to one of the many Brussels Airlines destinations in Germany, France, Switzerland, Spain, Italy, Scandinavia, Austria, Hungary or Poland.

“We are delighted that we can add Ireland to our continuously growing map of European destinations”, says Brussels Airlines Chief Commercial Officer Lars Redeligx. “On a weekly basis we will offer close to 1,000 seats on the route.

Belfast is an important touristic, administrative and economic destination.

Thanks to our investment in this new service we give the region also access to our Brussels Airlines and Star Alliance network. This is not only great news for the inhabitants of the Belfast area but also for the economy and the tourism industry in Ireland.”

Brian Ambrose, Chief Executive of George Best Belfast City Airport, said: “2015 has been a very successful year for Belfast City Airport with passengers numbers expected to be up 10% on last year. We have had our sights set on increasing connectivity with key European destinations and I am delighted that we have been able to deliver on these promises commencing both an Amsterdam and Brussels service.”

DUP MEP Diane Dodds and Ulster Unionist MEP Jim Nicholson have both welcomed the announcement.

NOVEMBER 2015

Andrea Hunter, Business Development Manager of Aer Lingus NI celebrates the new route launch with three Spanish senoritas, representing the three Spanish routes including Alicante, Malaga and Palma all flown by Aer Lingus out of George Best Belfast City Airport.

Aer Lingus ramps up Belfast flights for next summer

A

er Lingus has ramped up its summer flights from George Best Belfast City Airport for next year with a new route to Alicante.

The new schedule will see the airline introduce five services-per-week to Alicante on Monday, Wednesday, Friday, Saturday and Sunday, starting 29th April 2016.

Services to both Faro and Malaga will increase from seven flights to nine per week, with additional flights now operating on Tuesday and Thursday, amounting to 40,000 additional seats.

Flights to Palma will increase from two services per week to five, operating on Monday, Wednesday, Friday, Saturday and Sunday with 25,000 extra seats.

And flights between Belfast City Airport and London Heathrow will benefit from a 21% capacity increase, due to the deployment of a larger A320 aircraft adding 35,000 extra seats over the summer schedule.

Aer Lingus Chief Commercial Officer, Mike Rutter said the airline was reacting to an increase in demand.

“We are confident that our choice of routes, combined with great service and great fares and the convenience of Belfast City Airport will appeal to Northern Ireland holidaymakers and entice them to make the smart choice and fly Aer Lingus.”

95

SPORT

Sporting tourists

By Geoff Wilson

In Northern Ireland, major events such as the Giro D’Italia and the Irish Open have helped to project the beautiful Northern Ireland scenery to audiences across the world while assisting to drive business tourism and short stay vacation.

So, if you are working in the tourism sector or in government, what should you focus on if you want to use sport as a means to promote your region?

M

ajor sporting events are increasingly being used by governments as a tool to promote a region or country and to increase tourism.

Take, for example, regions in the Middle East. It has attracted premium events such as a round of the Formula 1 Championship and Cycling Championships to name but a few. These, and other sporting events, are assisting the region to promote itself on a global scale, while attracting tourism to the area.

The following are a number of areas to consider: 1. To begin with you need to have clear objectives on what you are looking to achieve by using sport to drive Tourism.

2. Clearly identify which sporting events you want to attract that will help you meet your objectives.

3. Consider the TV exposure generated from a major sporting event and in which countries that you are trying to reach.

4. Ensure the sporting event generates bed nights and revenue for the Hospitality sector.

5. Ensure you collect as much data as possible from visitors to the sporting event so that you

can market to these people after the event.

6. Make sure the host town is fully engaged with the organisers of the sporting event. From volunteers, to transport, to local businesses and sporting groups.

7. It is important to develop and leave behind a legacy once the major sporting event has finished. What legacy within the local sports organisations and tourist organisations can be created?

There are many other areas to consider but the above provides the basic fundamentals.

One final note is that if government are planning to use sport to help drive tourism, the events must be extremely well organised and there needs to be a consistent use of sporting events over a sustained period of time.

Geoff runs his own Sports Consultancy, working with clients such as FIFA across the world. He is also on the board of SportNI. You can follow Geoff on twitter @geoffwnjwilson or connect on Linkedin at www.linkedin.com/in/geoffwnjwilson

Cheer for Irish rugby fans at last

N

ew Zealand may have won the main Rugby World Cup but Irish rugby did not come away empty handed as a team of Irish rugby players have triumphed in their own version of the global tournament.

Competing in the Lawyers’ Rugby World Cup in London, the Irish team, led by captain David Jones, a partner in Tughans, began by winning their group against France, Italy and Australia. They met and disposed of title holders Scotland in the semi-final before beating England in the final.

Sponsored by William Fry and Dual Insurance Underwriters, the Irish team comprised players based in Belfast, Dublin, Cork, London and Jersey. Alongside David Jones, who plays for Instonians, Northern Ireland was represented by Luke Thompson, Tughans and Instonians; Adam Ervine, Banbridge and A&L Goodbody; and Fergus Gallagher, formerly Instonians and Hogan Lovells in London.

Commenting on their success David Jones said: “This was the third Lawyers’ Rugby World Cup with Paris and Edinburgh hosting the first two events. As Scotland have held the title for two

96

Ireland Lawyers Rugby team captain David Jones, (right) Tughans and Instonians celebrates the team’s win in the Lawyers World Cup along with players Luke Thomas, (left) Tughans and Instonians and Adam Ervine, A&L Goodbody and Banbridge.

consecutive tournaments, it was a real challenge to spoil the hat trick. We had a quality pool of players to select from, the majority of whom are still playing senior All Ireland League rugby in the top divisions. We’re now hoping to build on this momentum and are planning some future ‘legal’ games alongside the 6 Nations.”

Business Diary

November/December 2015

DATE

EVENT

VENUE

CONTACT

20 November 8.30-10.00

Event: Staff Development Breakfast Organiser: Arts & Business NI

Ulster Museum, Belfast Cost: Free

To book a place email: a.connor@artsandbusinessni.org.uk

25 November 09.45-11.30

2015 NI Environmental Benchmarking Survey Results Launch Organiser: Business in the Community

Harbour Office, Corporation Square, Belfast Cost: Free

For further information visit: www.bitcni.org.uk/event

26 November 8.30-10.00

Cultural Branding Breakfast Organiser: Arts & Business NI

Centre for Contemporary Art, Artillery Street, Derry~Londonderry Cost: Free

To book a place email: a.connor@artsandbusinessni.org.uk

2 December 9.30-12.30

Essential Business Skills: Sales Masterclass Speaker: Aislinn Rice Organiser: Women in Business

Ulster Bank, Belfast Cost: Member £10 +VAT Non-Member £35 +VAT

For further information visit: www.womeninbusinessni.com/events

15 December 6.00-8.30

Christmas Networking Dinner.

Speaker: Barbara Campbell Organiser: Women in Business

Malone Lodge, Belfast Cost: Member £10 +VAT Non-Member £35 +VAT

For further information visit: www.womeninbusinessni.com/events

17 December 12.00-2.00

Christmas Networking Lunch: Planning for 2016

Canal Court, Newry Cost: Member £10 +VAT Non-Member £35 +VAT

For further information visit: www.womeninbusinessni.com/events

18 December 12:00-14:30

NI Sporting Lunch Organiser: IoD Northern Ireland & Culloden Spa Resort, Holywood

Riddle Hall, Stranmillis Road, Belfast Cost: Member £45+VAT Non-Member £55+VAT

To book, please contact IoD Northern Ireland on 028 9068 3224 or visit www.iodni.com

If you would like to promote an event or conference please contact Sonia Armstrong (soniaarmstrong@greerpublications.com) Ulster Business will be closed 25, 28 December 2015 and 01 January 2016.

We will be here to answer your queries as usual on all other WORKING days.

MY DAY

Uncovering the 9-5

and Head of HR. Today I’m interviewing for the CEO role and after a robust headhunting process a short list of candidates have been invited along for interview.

11.00am The first interview takes place lasting about an hour. Given the complexity of the role and the size and scale of the organisation, it’s important that the right assessment is in place to identify the candidate with the right fit.

12noon If I am not out meeting someone, I will grab a bite to eat at my desk. I always take an early lunch as many candidates that I’ve approached tend to call me back during their lunch hour or after work so I like to ensure I am available to talk to them.

1-2pm This hour is usually spent taking calls and catching up on work and emails in between.

2.00pm My second interview of the day arrives and it’s another hour long process.

Name: Neal Lucas Position: Managing Director, Neal Lucas Recruitment

6.30am My alarm goes off at 6.30am and the first thing I do is spend five minutes checking emails and reading industry updates. Recruitment is a fast moving sector, so it pays to be up to date. My wife and I get up and get ready before the mayhem begins - getting our four children ready for nursery and school, they’re aged between three and nine.

8.15am I am fortunate that the kids’ school and my office are only five minutes away from the house so I know I get to spend more time than most with them. I drop them off at school before heading to the office.

3.15pm I have a meeting with a new client – quite often due to the nature of our work, meetings are held in the strictest of confidence and therefore very often held off site. I finish up at 4.30pm and quickly stop off on my way back to a client with whom I recently placed a Sales Manager with – it’s just a quick courtesy call to touch base and see how things are going. I think it’s important after placing candidates to keep in touch.

5.00pm I have another quick catch up with the team at the end of the day, these are very informal and we go through any issues raised throughout the day that I need to be aware of and vice versa. BBC Radio Ulster’s Evening Extra programme asked me to speak on this evening’s programme to discuss a local jobs story. After the interview, I then finish up for the day by responding to any other emails and then generally rush home to help out.

8.35am I arrive at the office and check my emails, review my plan for the day from the night before and prepare for our morning team meeting. The team arrive before 9am and we get together every morning to discuss the market, updates from candidates from the night before, new clients and the day’s priorities. We use this time to share ideas and resolve any issues too. The meeting only lasts half an hour but it’s really valuable time and we all benefit from it.

10.00am It is important every executive search process sees progress every day, so I tend to spend the next hour responding to emails, catching up with clients or approaching candidates. Currently we are seeking to find suitable candidates for a CEO role, an Operations Director, Head of Sales

6.00pm Again my close proximity to home allows me to be there for dinner and spend time with my family. If time allows, I’ll get a game of tennis at the local club, but this is becoming a rare occurrence these days.

8.00pm Once we get the kids to bed, I head back to the office for another couple of hours usually a few days a week. I write a range of articles and pieces for a variety of publications and so I use this time to feedback article ideas and suggestions to my marketing team and to sign off copy before preparing for tomorrow.

For more information visit www.neallucasrecruitment.com

Porsche recommends

and

If history is any indication, you’re looking at the future of sports cars.

The new 911.

Ever ahead.

For more information call 028 9038 9999 or call into our Centre.

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Official fuel economy figures for the 911 Carrera S Coupé in mpg (l/100km): urban 23.2 – 28.0 (12.2 – 10.1), extra urban 42.8 – 44.1 (6.6 – 6.4), combined 32.5 – 36.7 (8.7 – 7.7). CO2 emissions: 199 – 174 g/km. The mpg and CO2 figures quoted are sourced from official EU-regulated tests, are provided for comparability purposes and may not reflect your actual driving experience.

Cut to the chase.

We can help unlock your cashflow.

Whatever your ambition, talk to your local business adviser about our small business solution.

bankofireland.co.uk/smallbusiness

Northern Ireland’s Enterprise Bank

Bank of Ireland UK is a trading name of Bank of Ireland (UK) plc which is authorised by the Prudential Regulation Authority and regulated by the Financial Conduct Authority and the Prudential Regulation Authority. Registered in England and Wales (No. 7022885), Bow Bells House, 1 Bread Street, London EC4M 9BE

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