www.acquisition-intl.com • March 2017
VELOCITIZE™
Leave Your Competition in the Dust CEO of Richard Tyler International, Inc.®, Richard Tyler walks us though VELOCITIZING™. For any company to go to the top and stay there, this concept must become a life principle Richard Tyler reveals.
Cool Solutions - AGRO Merchants Group
Below, left to right: Passionate About Intellectual Property - Anders Arvidsson, CEO of Parallel North Calibre, Dedication and Professionalism - Michael Petley, CIO The ECU Group PLC Financial Advisory Services for Success - Mr. Kennic L.H. Lui, Senior Managing Director of KLC
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- Power to the People, Abatec - ‘Walking the Talk’ in Recruitment, Renaissance Personnel Ltd - Advanced IT Delivered, Spectrum Partners, LLC - Maverick Trading: The Top Winner in a Brutal Industry - Adaptation to a Changing International Environment, Senat - PharmaFluidics : µPAC® micro-Chip based chromatography, a new paradigm for proteomic and metabolomic profiling
Eazysense Nanotechnologies
Editor’s Comment
The content of the following has been certified by the CPD Certification Service as conforming to continuing professional development principles Acquisition International & Wealth & Finance INTL June Edition Online Learning
Welcome to the March 2017 edition of AI magazine, which features a superb array of features including accountancy, leadership skills, HR & training, intellectual property and law to name just a few. AI GLOBAL MEDIA LTD (10347)
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The CPD Certification Service, The Coach House, Ealing Green, London W5 5ER. Tel: 020 8840 4383 Fax: 020 8579 3991 E-mail: info@cpduk.co.uk Web: www.cpduk.co.uk
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We learn that inbound M&A investment into UK computer software companies has increased by 70% over a two-year period, according to a new global M&A report launched on 22nd March by Livingstone, the international mid-market M&A and Debt Advisory firm. Other research from Deloitte shows that M&A activity in 2017 is likely to be driven by large corporates who are increasingly taking a ‘back to basics’ approach as evidenced in recent and upcoming demergers. I hope you enjoy reading this packed edition. Jonathan Miles, Editor Jonathan.Miles@ai-globalmedia.com
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How to get in touch AI welcomes news and views from its readers. Correspondence should be sent to; Address: Acquisition International, First Floor Suite F, The Maltsters, 1-2 Wetmore Road, Burton on Trent, Staffordshire, DE14 1LS. Phone: +44 (0) 1283 712447 Email: reception@acquisition-intl.com Website: www.acquisition-intl.com Find us on...
Inside... NEWS 4 VELOCITIZE™ - Leave Your Competition in the Dust 8 Richard Tyler International, Inc.®
The Tooth of the Matter 26 Millbank Dental Care
Power to the People 10 Abatec
Scope of Opportunity 27 Launchpad Five One Six
Leadership Skills Training 12 Leadership Skills Training Limited
Kiss and Makeup 29 Eyebrow Genie
‘Walking the Talk’ in Recruitment 14 Renaissance Personnel Ltd
Highly Qualified and Experienced 30 Subramaniam & Associates (SNA)
Aiming for Excellence in Accountancy 16 Smolin, Lupin & Co.
A Stimulating Challenge 32 Hamzi Law Firm
A Sustainable Future 17 GPM Global
Adaptation to a Changing International Environment 35 Senat MEA Management Consultancy
Tax Experts with a Global Spin 18 Global Tax Network US, LLC A Dynamic and Dedicated Team 20 OSI Systems, Inc. London Calling 22 IBB Polish Building Wholesale
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Passionate About Intellectual Property 24 Parallel North IP AB
Calibre, Dedication & Professionalism 36 The ECU Group PLC Leading Lights in Language Translation 38 Tongue Tied (Jersey) Cool Solutions 40 AGRO Merchants Group
Contents
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VELOCITIZE™ - Leave Your Competition in the Dust
17
Success Comes from Their Heart
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52
Cool Solutions
A Sustainable Future
The Largest Untapped Reservoir in the World
Financial Advisory Services for Success 42 KLC Corporate Advisory and Recovery Limited Maverick Trading: The Top Winner in a Brutal Industry 44 Maverick Trading A Royal Move 46 Royal Dutch Movers De Gruijter & Co. One of the Most Appreciated Firms in Romania 48 Mara International Consults SRL Brain Teaser 50 Eazysense Nanotechnologies The Largest Untapped Reservoir in the World 52 Maasai Wanderings Ltd Intellectual Property - the Result of Human Creativity 54 KETNER, Legal Consultancy, Representation and Protection, Ltd. The Art of Mindfulness 55 The Mahima Mindset
Perfection in PR 56 The Spa Group Events & Marketing Company Ltd. Success Comes from Their Heart 58 Perfect Nails Nationwide Ltd. μPAC® micro-Chip based chromatography, a new paradigm for proteomic and metabolomic profiling 60 PharmaFluidics Structured Equity Solutions 62 DVO Real Estate, LLC A Glowing Report 64 Plimsoll Publishing Ltd A Very Bright Future 66 Bright Relation AB Accuracy and Responsibility 67 Vedant Pujari A Glowing Report 68 Watson Wheatley Dynamic Business Needs 69 Wharf T&T
Flawless Work 70 The Rug Seller Ltd Attaining Excellence in Alternatives 71 Astra Asset Management UK Limited Sector Talk 72 Bureau van Dijk WINNERS’ DIRECTORY 75
Acquisition International - March 2017 3
News: from around the world
IPO Market Still Delivering 12% Returns Despite Volatility Ahead IPO offerings have remained robust in the second half of 2016, however market sentiment towards 2017 IPOs remains modest.
According to the March 2017 Deloitte IPO Report ‘A game of snakes and ladders’, IPO offerings have been delivering returns of nearly 12% on a weighted basis to the end of December 2016, outperforming the All Ords which closed up 7% for the year. However, in comparison with prior years, Deloitte notes that performance was relatively subdued amidst increasing volatility. The report reveals that IPO volumes remained strong last year, with 94 listings finishing just shy of 2015 volumes of 97. Of these 94 IPO listings during 2016 (with a total market capitalisation of $14.5bn and $7.9bn of capital raised), 38 exceeded $75m in market capitalisation, accounting for 89% of all new capital raised. “Looking forward to the rest of 2017, Deloitte expects the Australian IPO market to remain active, although deals are likely once again, to be weighted towards the smaller end of the market,” said Ian Turner, Deloitte National Leader of Corporate Finance. “Our conversations across the market highlight that investors are increasingly discerning and are expecting to see a demonstrated track record and growth profile beyond just the prospectus forecast period.
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“We expect a number of mature companies that delayed listing in 2016 to go public as market conditions improve and greater political certainty emerges,” he said. “Already in these first few months of 2017, we have seen a number of large listed corporates including Origin Energy, Wesfarmers and Fairfax considering spinning-off established, successful business units into separate publicly listed vehicles. “Although PE activity has been subdued in 2016 following the significant exits over the last few years, there is a reasonable pipeline of assets that are likely to be IPO candidates over the next 12-24 months reflecting the quality of the business and growth opportunities,” he said. “In the small to mid-cap space, we expect preIPO capital raisings to be an increasingly common means of securing capital to expand business scale, invest in new equipment or technologies and improve balance sheet strength prior to listing.”
Investment market advised to monitor China volatility The Deloitte report shows that 2017 M&A activity is likely to be driven by large corporates who are increasingly taking a ‘back to basics’ approach as evidenced in recent and upcoming demergers. “Generally, the investment market should be buoyed by the positive picture of global growth in 2017,” said Mr Turner. “However, the investment market should also keep in an eye on the current volatility emanating from China, US Federal Reserve tightening, and in Europe.” Deloitte does not expect Donald Trump’s presidency and fiscal policy to influence Australia’s economy significantly, despite some rattling of the markets if the new US President is successful in imposing a punitive tariff on Chinese imports.
NEWS / From Around The World
Xero Expands Capital and Credit Sources to UK Business Xero on 22nd March announced a series of new integration agreements, that will improve small businesses’ access to capital and credit.
The carefully curated set of business finance providers will bridge a critical need for businesses to achieve their objectives. The announcement accelerates the progress of Xero’s financial web, giving small businesses and their advisors easier access to the services and funds they need to manage and grow their operations. The integrations, built on top of Xero’s industry leading open API, will help more small businesses make smarter decisions, improve cash flow, get paid faster and access capital quickly. Accountants and bookkeepers can also use the financial web to expose new services and insights for their clients, and ensure the integrity of the data they’re using. Gary Turner, managing director UK of Xero said, “the philosophy is simple; better accounting data leads to better decisions and easier access to capital needed by so many small businesses.” The latest business finance apps to integrate with Xero and help small businesses make smarter decisions, improve cash flow, get paid faster and access capital quickly, include: DueCourse allows small businesses to get paid within hours after sending an invoice, rather than waiting 30, 60 or even 90 days. This means small business owners can focus on doing the things they love, rather than chasing invoices and worrying about when they will get paid. iwoca offers small businesses a flexible, unsecured credit line of up to £100,000, which they can draw down within hours of applying. There are no upfront fees, and businesses can pay back over 12 months, top up or repay early with no penalties. Having served over 10,000 customers since its launch in 2012, iwoca is one of the UK’s leading providers of flexible working capital. MarketInvoice is the world’s largest online invoice finance platform, having provided over ￡1.1bn in funding to UK businesses since 2011. This funding, which was secured against over 70,000 outstanding invoices, has helped 1000’s of businesses unlock cash-flow and achieve their ambitions. Backed
by the British Business Bank, at MarketInvoice businesses can choose to fund one invoice at a time or secure funding against all their invoices. Paul Haydock, CEO at DueCourse, says: “Partnering with Xero is the result of hard work by both companies to ensure that our customers receive the best possible experience when using DueCourse with Xero. From the start of our working relationship we’ve developed our product with Xero’s users in mind and being included in the App Marketplace confirms that we are one of their trusted providers of finance to small businesses across the UK.” Colin Goldstein, iwoca Head of Strategic Partnerships, says: “iwoca’s product integration with Xero enables small businesses to access finance through a simple link from their Xero account, making the process even simpler and faster. iwoca’s product is perfectly suited to Xero customers, and this new time-saving is hugely valuable to Xero customers and their accountants. We are delighted to have forged this partnership and look forward to funding many Xero customers.” Anil Stocker, co-founder and CEO says: “It is our stated mission to support the funding needs for businesses of all shapes and sizes by challenging the status quo and finding innovative routes to market. Our service allows businesses to integrate directly with Xero ensuring a speedy set up and easy maintenance saving time and resource. This is yet another step in our journey in using technology to make funding easier for businesses.”
Tech M&A into the UK Is Riding High, According to New Research Inbound M&A investment into UK computer software companies has increased by 70% over a twoyear period, according to a new global M&A report launched on 22 March 2017 by Livingstone, the international mid-market M&A and Debt Advisory firm. The report, The Acquirers – A Global Review, includes analysis of data from deals conducted between 2014 and 2016, across the UK, USA, Europe, and Asia. The data comprises inbound deals and cross-sector investment across the business services, industrial, media & technology, consumer and pharmaceutical industries. The findings show that inbound UK acquisitions of companies operating within the software market increased by 70%, with deal volumes increasing from 37 in 2014 to 64 in 2016 alone. The computer services sector also increased by a notable 41%. Overall, the UK’s media & technology sector grew by a rate of 25% year-on-year in the period, and accounted for nearly a quarter of all inbound M&A deals, up from 20% in 2015. Adding to overall UK M&A growth, the business services sector grew at a rate of nearly 40%, reflecting the ongoing strength of the UK’s service-led economy. Daniel Domberger, a Partner and co-lead of the Media and Technology team at Livingstone, said: “The tech sector has been tipped as a leading light of British business, and 2016 didn’t disappoint. Our findings show that international acquirers and investors are continuing to eye up the UK’s blossoming tech sector, and its future looks positive, regardless of what happens with Brexit. “Several high-profile deals in the tech sector made headlines last year, and contributing to the 70% rise was the acquisition of UK’s biggest tech company, ARM, by Japanese group Softbank. The historical significance of the £24bn deal and the unprecedented value highlights that there is still strong appetite amongst overseas buyers to acquire or invest into high-quality UK companies, and the weaker pound is helping make the high valuations of UK tech assets easier for buyers and investors to deliver. “We have also seen a flurry of disruptive technologies make significant strides forward, including virtual reality, drones and robotics. Tech is becoming the driver for almost all industry sectors, and further investment into the UK’s technology sector will stimulate growth and create jobs.” www.livingstonepartners.com Acquisition International - March 2017 5
News: from around the world
CUBE Announces Steve Wozniak and Robin Wright as Top Speakers at Tech Fair in Berlin CUBE (a global ecosystem dedicated to bridging the gap between top B2B start-ups and major industry leaders, is hosting the first CUBE Tech Fair (tech-fair.cube-global.com) from 10th-12th May, welcoming 3,000+ guests for an exclusive invitation-only event, that brings global visibility to the most important industries in start-up innovation by promoting projects between leading industry players and start-ups.
CUBE has built its ecosystem for start-ups for the top event that will take place at the Tech Fair - The CUBE Challenge. This competition encourages all CUBE start-ups to break barriers and push themselves to the next level. Backed by a massive award of €1 million in cash with no strings attached, one lucky start-up will win a rare opportunity to help spark the fourth industrial revolution. An independent jury of industry experts will be choosing the winning start-up of the CUBE Challenge. CUBE is excited to announce some of the top speakers who will take an active part in CUBE’s Tech Fair. Steve Wozniak will appear in a fireside chat on global developments in technology, and will host an exclusive session for a handful of our selected start-ups. The Apple Co-Founder is looking forward to the event: “The CUBE Tech Fair is the opportunity for high tech start-ups around the world to showcase game-changing technologies to a global network of innovators. I’m thrilled to be a part of this.”
Additionally, he’ll be on the jury for the final pitching round of the €1 million CUBE Challenge. World-renowned actress and social activist Robin Wright will speak about the use of conflict minerals in tech and is excited about this opportunity. “I am delighted to join the CUBE Tech Fair - a global ecosystem not afraid to raise awareness of humanitarian challenges that tech creates, all the while offering solutions to positively shape global innovation, “the actress says.
The Federal Minister of Economic Affairs and Energy, Mrs. Brigitte Zypries, will open the final day of the CUBE Tech Fair and will meet start-ups that bring innovative solutions for drones and air space. CUBE has already confirmed additional Key Opinion Formers to speak at the event: Samantha Payne, Founder of Open Bionics, Pablos Holman, Futurist and Inventor, Damien Declerq, VP EMEA Local Motors, Dr. Kathrin Leonhardt, Senior Vice President KfW, Nicolas Zimmer, Technologie Stiftung Berlin, Ayelet Noff, CEO & Founder of Blonde 2.0, Matthew Hughes, author at The Next Web and many more. “CUBE is different than other co-working hubs and accelerators because it reaches three different domains in tech that might seem separate, but together are the first step to the next industrial revolution,” said Torsten Oelke, Executive Chairman at CUBE. “With CUBE’s help, corporations in all these different sectors can use cross disciplinary innovation from the best B2B start-ups in the world.” www.cube-global.com
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NEWS / From Around The World
First Ever Industrial Commodities Option on Blockchain Waves, the decentralised platform allowing any user to issue, transfer, swap, and trade custom tokens directly on the blockchain, on 22nd March announced the crowdsale launch of ZrCoin, the world’s first blockchain token for investing in the production of an in-demand industrial material.
Spearheaded by a group of international entrepreneurs, the initiative will provide an option to buy an equivalent amount of synthetic Zirconium Dioxide (ZrO2), a highly in-demand product used as a refractory material in numerous different manufacturing processes. Funding secured by the crowdsale of the ZrCoin token will be used for a new production plant. The team of scientists and industrialists, spearheaded by financial analyst and blockchain expert Andrey Nikonorov, has developed a new green process for producing ZrO2 from waste materials, rather than extracting it from existing or newly-discovered deposits. In addition to using cutting-edge manufacturing techniques, the project will also leverage the latest financial technology. “The blockchain has long been held up as a solution to the inefficiencies of global markets, but until now the advantages have never been realised in practice,” said Andrey Nikonorov. “ZrCoin will be the first major globally traded blockchain security that is backed by a real commodity.” Zirconium manufacture ZrO2 is a scarce material that is used in the production of ceramics and in other applications where physico-chemical resilience under high temperatures and adverse conditions is required. It is a structural component of alloys used in the construction of atomic reactors, and critical elements of chemical reactors, artificial joints and prostheses are made of Zirconium. It is used to produce high-temperature ceramics (refractory products) and is the refractory material with the best price-quality relationship rating. Due to high demand for synthetic zirconium, investors will be repaid at a significant premium from the profits of the operation. Buy-backs will start no later than eight months from the end of the crowdsale, and the token will trade on the market in
the meantime. ZrCoin will also be redeemable for a unit of physical ZrO2, if desired. New economy, new technology The decision to launch the endeavour on the blockchain is both a practical necessity and an opportunity to catalyse a new kind of economy. “The reality is that banks do not give money for ideas like this,” explains Nikonorov. “Mainstream outside investors wanted to own 70-80% of the business, which we were not prepared to accept. So, alongside our new green manufacturing technologies, we have developed a new way of structuring investment and perhaps pioneered a new means of commodity trading.” Because the value of ZrO2 is priced in USD and is relatively stable, ZrCoin will have protection from the volatility that is otherwise endemic in the cryptocurrency world – making it an attractive ‘safe haven’ asset for traders. Moreover, investors can receive their money back at any point after the end of the ICO. The Waves platform is the ideal channel to host the ICO as Waves previously raised $16 million for their own ICO. The ZrCoin ICO will seek to raise a minimum of $3.5 million. Investors will be able to deposit via wire transfer as well as with bitcoin and other cryptocurrencies. Larger amounts would allow the construction of two production lines, accelerating the process and allowing faster buy-back of ZrCoins. For more information about ZrCoin, please visit: https://zrcoin.io/ To learn more about Waves, please visit: https:// wavesplatform.com/
42% of UK Businesses Are More Inclined to Expand Operations Overseas Since the Brexit Vote and US Election Results Emerging markets are becoming increasingly attractive to 63% of UK businesses, with 75% eyeing Dubai as an overseas business location to expand into. As the nation awaits the triggering of ‘Article 50’, the uncertainty over Brexit is making UK businesses more open to overseas expansion, with 42% of UK businesses confessing to having more appetite now than previously to expand their business presence overseas, according to a new research released by the DMCC, a Dubai Government entity on trade and enterprise. Amongst the top reasons for UK businesses eyeing overseas expansion, include: emerging markets becoming increasingly attractive (63%), growing business need for global presence (47%), availability and wealth of overseas talent (44%), and too much uncertainty in the markets with the UK no longer being an attractive option (36%). Out of the UK businesses open to expanding into overseas markets, a staggering 75% say they are eyeing Dubai as a possible overseas location to expand into. And out of the UK businesses that are still undecided, 40% say they would consider the Middle East as a territory to have presence in if they are open to overseas business expansion. And amongst the UK businesses that are still hesitant about overseas expansion, 34% say it is because their business is not applicable for an overseas market, however certain features could make it more attractive for them to consider overseas business expansion. For 43% of UK businesses, tax free incentives would make it more attractive to expand into overseas markets, and for 29%, the ease at which they can arrange paperwork (trade license, visas, office space) would help them consider an overseas expansion. The CEO of the DMCC, Gautam Sashittal who will discuss how the Dubai Multi Commodities Centre is offering help to UK businesses looking to expand overseas into the Middle East market. www.dmcc.ae
Acquisition International - March 2017 7
RICHARDTYLER
®
I N T E R N A T I O N A L
Company: Richard Tyler International, Inc.® CEO: Richard Tyler Address: 5773 Woodway Dr., Suite 860, Houston, TX 77057-1501, USA Phone: Tel: (+1) 713 974 7214 Websites: www.RichardTyler.com www.SalesImmersion.com www.RichardTylerTechnologies.com
TYLER TIPS® 21st Century Edition by Richard Tyler
VELOCITIZE™
- Leave Your Competition in the Dust ome time ago, the CEO of an International manufacturing firm contacted me. We will say his name was Andrew. He told me he had heard about my company’s ability to get our clients back on track and refocused. Andrew asked if I thought we could assist them. Of course, the answer from most consultants would be a resounding Yes. Mine was “I don’t know. You’ll have to tell me more and I will have to investigate to verify what you’ve told me.” Andrew was agreeable to that so we began a Wants and Needs Analysis™ conversation. Andrew proceeded to tell me an all-to-familiar story. It went something like this.
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His company made very good products and they had enjoyed being one of the leaders in their industry for years. However, over the last few years, his company had begun to lose its competitive edge and along with it, market share had begun to slip. It seems that some of his competitors were introducing new products and services to the market place faster and, in some cases, before Andrew’s company had even thought of these products or services. There was a compounded challenge. When Andrew’s company analysed their competitor’s offerings, they couldn’t figure out how they could possibly be making any money.
“Remember, your success tomorrow is in direct proportion to your “Commitment to Excellence®” today.” ™ - Richard Tyler I don’t know if this story sounds familiar to you, but in our consulting and training business we run into this situation practically every day. It occurs in all industries and in every industrialised economy around the Globe. The question is “What do you do about it?” The answer is easy; however, the solution is difficult. Let me get back to the story. We went to Andrew’s company and met with his management staff. After several days of investigation, we took on the challenge. We made an agreement that the management group would invest one week, each one on their own, to investigate and come up with suggestions and solutions, then we would all get together for discussion and brainstorming. Our initial research had determined that for Andrew’s company to stay the market leader costs must be reduced by a minimum of 18%. However, this wasn’t the only challenge, product and service development time would have to be cut in half just to meet current market trends. 8 Acquisition International - March 2017
When everyone reconvened each person gave his or her suggestions and solutions, many of which were very good. For many hours, the group discussed ideas, then analysed and computed the potential results. The final numbers the group agreed could be achieved was approximately a 12% cost reduction and just slightly better than a 30% improvement in development time. Everyone was charged up. Andrew stood up and said he couldn’t believe what work had been done in so short a time. He thanked my team and started to sing our praises. Andrew said Richard Tyler International was as good as he had heard. Now as much as I love accolades, I had to stop him. I told him we were not done. Andrew and his management looked at me puzzled, as if to say; “What was left?”. I pointed out that the goal was an18% cost reduction, not 12% and a 50% cut in development, not 30%. For a moment, the room was very quiet. You could sense that everyone got annoyed with my observation. They proceeded to tell me that based on all they had done that the original numbers were impossible and these numbers were the very best that could be expected. I said that they may very well be correct and then I asked if they needed our assistance with the announcement. Everyone looked at me strangely and Andrew said inquisitively, “What announcement?” I said, “The one telling your customers and your employees your going to close the doors.” One manager said angrily, “We’re not closing. We made great progress here.” Now that I had everyone’s attention, I then proceeded to point out that great progress was not enough. I explained that when a company determines certain hard and fast facts that are essential for competitiveness it couldn’t ignore those facts any more than we can ignore gravity. Gravity exists and it must be dealt with. We may be able to deflect or delay falling objects, but they will still fall. I stated that their company was no different, unless they had the courage, resourcefulness and ingenuity to break free of gravity. In other words, go back to the drawing board and not accept the numbers they had settled on. They must take the numbers they need to break free (remain competitive and dominant) and set those up as absolute facts and then re-invent the entire company if need be until they achieved the goal. Anything less is company death: slow, grinding, agonising, but inevitable death. After a long period of silence, they began to speak up and then to agree. They re-approached the challenge with a totally different mind set, and it took another month of hard work to come up with a plan. They did come up with a plan and they are implementing it and it is working!
VELOCITIZE™ - Leave Your Competition in the Dust
Andrew’s company is doing what I have coined as VELOCITIZING™. For any company to go to the top and stay there, this concept must become a life principle. This concept isn’t just for company success it is critical to gaining and maintaining personal success as well. To VELOCITIZE™ means to super charge your company and yourself. Create within yourself, your team and your company an attitude of Fast, Fast, Fast, positive forward movement.
Here are a few of the essentials to help you VELOCITIZE™: 1. Analyse your existing situation. Is it decreasing, staying the same, or slowly progressing. How fast are you bringing new products and services to the market? How often do you improve old products and services? When was the last time you beat the competition to market and by how much? What do your customers think of your insightfulness? There are many more questions. These are just a few, answer these first then continue your analysing.
I suggest you go back and revisit these Tyler Tips® and get started VELOCITIZING™ yourself and your company today. Be sure to do the analysis and find some expert assistance before you throw your company or yourself into turmoil. But, don’t wait or your competition may VELOCITIZE™ you. Follow these steps and I guarantee you more success.
You want to teach and provide knowledge that fosters a healthy dissatisfaction with the status quo or slow forward progress. Quickly remove anyone from your organisation or team that can’t or won’t be schooled.
9. Look in the mirror. Remember the concept of “VELOCITIZE™” applies to everyone, including you.
“Remember, your success tomorrow is in direct proportion to your “Commitment to Excellence®” today.” ™ - Richard Tyler
Richard Tyler is a Best-Selling Author and the World’s Top Sales and Management Expert. For more Personal and Professional development principles you may subscribe to Tyler Tips® at www.TylerTips.com ©1989-2017 Richard Tyler. All rights reserved. Except as permitted under the United States Copyright act of 1976, no part of this publication may be reproduced or distributed in any form or by any means or stored in any database or retrieval system without prior written permission from Richard Tyler. Tyler Tips®, Commitment to Excellence® Richard Tyler®, Richard Tyler International® and Sales Immersion® are Registered Trademarks of Richard Tyler
2. Analyse the competition. Answer similar questions about your competitors. Then make a true comparison. 3. Get outside help. It may not be necessary to marry a consultant to give you help, but I strongly suggest you get engaged. Honest feedback and unbiased analysis is critical. You can’t afford tunnel vision, blindness, ego trips or personal agendas. A good consultant will steer you clear of these types of hazards. 4. Give daily doses. Every day ask, “What have you done to improve our products, services or competitive position today?” Ask this of everyone you come in contact with at least once per day. Remember to ask yourself. Expect an answer and soon you will be amazed at the results. 5. Streamline. Analyse and cut unnecessary, time wasting bureaucratic paperwork and red tape. Do this with a vengeance. 6. Team up. Create Project and Product Management teams in companies of ten or more employees. Educate everyone in Project and Product Management as well as Sales, Customer Service, Communication, Teamwork, Leadership, Supervisory Skills, Management Principles, Basic Finance and Product Life-Cycle Management. You must have knowledge to go fast and avoid setbacks. You can’t move forward fast when you are stuck in rework. 7. Build attitude. Recruit, hire, expect and reward the “We can do it. Let’s figure out how” attitude versus the “I doubt it can be done” or a “Why-bother” attitude. 8. Be a disciplinarian. Discipline does not mean crackdown, beat up, no freedom, punishment and fear as most people would interpret it. Instead let’s use two other definitions: 1. A branch of knowledge or teaching. 2. Training intended to produce a characteristic or pattern of behaviour. Acquisition International - March 2017 9
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Power to the People Company: Abatec Contact: Phil Davies Email: phil.davies@abatec.co.uk Phone: 01934 635025
Phil Davies of Abatec goes into detail about the company, its strategy for success and exactly what it is that makes it the best recruitment agency in the south west, following the firm’s success in winning the Most Innovative Employment & Recruitment Agency – South West award. Abatec has been an established business and well-known brand in the south west for many years. Based across three offices in the south west we provide permanent, temporary and contract recruitment solutions both in the UK and internationally. Focussing on exceptional service to both clients and candidates alike, good recruitment ethics and a positive ‘family’ culture, our employees are proud to be part of our business, and the people we support are pleased to name us as their recruitment partner.
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The person behind Abatec Phil Davies a 56-year old who is looking forward to celebrating 30 years of Abatec Recruitment in 2018. With a degree in Mechanical Production Engineering, previously trained by and worked for British Nuclear Fuels as a nuclear shielding and transportation specialist. • Experienced in developing overseas markets; • Engineering and Construction Recruitment; • Strategic planning and; • Business Development.
People and methods behind the company The service we provide is of paramount importance; people are at the heart of our business and we want to learn from our interactions to aid continuous improvement. By adopting this view, our candidates and clients alike have become our strongest champions. Empowering employee’s to ‘delight’ our clients Our employee’s represent our brand; therefore it is important that they feel empowered and confident in the service they provide. We use various methods and meticulous training in order to achieve this: • Provide a clear strategy to deliver client excellence; we provide an identifiable set of targets that makes us stand out from the crowd; • Encourage a culture of continuous improvement and innovation; • Train and encourage our employees to be ‘solutions-driven ‘and; • We train employees to promote ‘added value services’. In today’s recruitment world, speed is essential. If we delay our response to a client, we would be missing a huge opportunity to capture valuable insights and feedback. We give our employee’s all the relevant technology and tools to ensure we serve our clients better and faster than our competitors do. Employee training procedures we use to enhance satisfaction levels It is important for each person within the company to understand how they contribute to the overall success of the business; this provides a unity that reinforces the common goals of the company. •
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Regularly communicating and appraising our own performance is a common goal at all levels within the company and; Clearly identifying and appraising expected standards and service levels.
We meet with all employees to review what has worked and, as importantly, what hasn’t worked for our clients. This information is used to identify any training, staff development or process improvement needs in conjunction with our “job capabilities”. The resources and tools implemented to support our clients out-of-hours We know that the world doesn’t operate in a 9-5 way, so we don’t either. We pride ourselves on providing a service over and above the expected ‘norm’.
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Power to the People
We understand that our candidates might not be able to talk during the day, or might need to speak to us or arrange a meeting after work; we always accommodate that. We know that our clients’ business doesn’t stop outside of normal working hours, so we offer out-of-hours recruitment services for requirements that need to be serviced outside of the normal working day. • • •
Access to the recruitment database and emails, 24/7; Dedicated account manager or recruitment contact and; Skype / conference meetings for immediate/ urgent client needs.
The hiring process – role of recruitment agencies Having placed well over 10,000 temporary workers, and placed in excess of 1500 job seekers in to permanent jobs, our clients benefit from the experience and knowledge we have gained over the last 29 years. For example, we know that motivated employees strive for more, they take chances, and are often a valuable asset to a company. Building a team that demonstrates the qualities of a successful organization begins with the hiring process. Knowing what qualities to look for and which questions to ask can help in making the screening and interviewing processes more effective. In addition, involving your current employees in the hiring process can further increase employee motivation, while providing an excellent means of evaluating a candidate’s suitability for the job The knowledge and skills in performing our flexible hiring process has been developed over many years, and by using our continuous improvement model whilst working in collaboration with our clients means we play a prominent role in our clients hiring process. Looking ahead to 2017 Perhaps unsurprisingly, many recruiters see economic uncertainty as the most significant challenge to overcome in 2017, our data tells us that client uncertainty has increased by 12% from 2016 figures. And with experts predicting it could take anywhere up to two years to leave the EU, and the effects of a potential Brexit still not fully understood, this number shows no sign of decreasing in 2017. So, how will this uncertainty impact how we recruit? Keeping our focus on candidate attraction at the forefront of everything we do, we believe this to be one of the most important metrics to focus on this year; the strength of our business is a direct consequence on the quality of candidates we supply. In other words, if you’re limited in the number of placements you can make, ensuring that you find the perfect fit for the role should be of paramount importance thus saving our clients time and money in the process, and delivering the best possible experience.
Summary We understand that people are the cornerstone of our business; we pride ourselves on offering a bespoke, structured recruitment partnership with candidates and clients alike. We are proud of our company vision and believe our goals and ethos have created a successful environment for our employee’s and a mutually beneficial relationship with those who use our services. Our clients know about the unexpected rewards we offer through our service to them. They know that we care about them more than the bottom line. This is an important strategy that we focus on, which has been proven through the longevity of our recruitment partnerships. Client Feedback “I correspond directly with Jon Pope of Abatec who I find to be very helpful. The agency employees recommended to Balfour Beatty are always hard working, reliable and trustworthy. Jon will always be in contact daily to ensure everything is running satisfactorily. Balfour Beatty Living has had a variety of skilled workers from Abatec and I would recommend each of them. Balfour Beatty will continue to work alongside Abatec for an excellent service.” Martin Taylor, Supervisor Balfour Beatty
“Wessex Water have been using at Abatec to deliver our agency staff needs and requirements for many years supplying our asset management plan with a variety of construction related professional staff. “As a water authority, our geographical coverage is very large and our staffing needs are diverse so it is important our supply chain particular within recruitment reflects this. “Our work load over recent years has changed dramatically and as we enter our new AMP program Abatec involvement has contributed to the recruitment for these projects. “The Abatec team have developed an excellent understanding of our operational needs and to this end has enabled us to deliver an excellent service to our external contractors delivering our 5-year programme of works. “The portfolio of staff provided has been a real asset to Wessex Water.” Nigel Butler, (Construction) Wessex Water
General
Manager
with her impact already and, as you know, we were so impressed with another of your candidates that we have also offered that candidate a position as PA to two of our Directors, being a new post created to support an existing Director and also a new appointment to the Board. “We have been impressed with your honesty, the ability to come up with good quality staff, both for temporary and permanent requirements, and, as a local company, with your willingness to visit our offices, sit down and understand how we want our recruitment to be run. I thoroughly recommend your service to anyone who may be interested.” Richard Smith, Managing Director Homes Caring for Autism
“When recruiting contract staff, our requirements are usually quite specific. Abatec have taken the time to ensure they know our business and know our requirements; this has given me the confidence to know that when CV’s are sent through, the candidates will be well matched to our needs - this saves a lot of time sifting through unsuitable CV’s. “The CV’s sent through are always well laid out and clear, with a brief summary of the candidate on the front page showing they have taken the time to speak to the candidate. When we require further information the responses have been quick and concise. To summarise, my impressions of Abatec are that they have a professional but personable approach; they keep regular contact but without being too pushy and the standard of candidates is usually very high.” Kevin Jones, Design Engineer Science & Technology Facilities Council
“We have worked with Abatec in Bristol & surrounding areas now for well over 10 years. During that time, we have built up excellent relationships with their team, and worked frequently on temporary, temp-to-perm and permanent recruitment for a variety of roles ranging from operatives to industry professionals. “They have had consistent team members working with us now for a number of years which has positively contributed to the relationship and also ensured that they fully understand our culture and what we look for in both temporary & permanent recruitment. Given the seemingly frequent movement of consultants in the recruitment field, I can’t emphasise this point enough. Their screening process is very good and hence quality of people put forward always high.
“Since starting to use Abatec a few months ago, as a stop-gap measure initially after the sudden departure of a senior administrator, you have supplied us with an outstanding temporary administrator, for whom we are creating a permanent role, you then supplied another temporary administrator who is doing a great job around our various care homes.
“I have two shining examples of quality people placed by Abatec who have gone on to grow with the business and positively contribute. One now sits on the leadership team within the Bristol business. “I would have no hesitation in highly recommending Richard, Jon and the team at Abatec and would welcome the opportunity to continue the long standing excellent working relationship.”
“You have also filled a Senior Company Administrator vacancy for us, and we’re delighted
Adrian Marshman, Partnership Manager Mears Limited
Acquisition International - March 2017 11
1703AI17
Company: Leadership Skills Training Ltd Name: Tara Fennessy Email: tara.fennessy@ leadershipskills.co.uk Web: www.leadershipskills.co.uk Address: 110 Bishopsgate London, EC2N 4AY UK
e retain this focus today, helping leaders communicate their messages with confidence and courage to their clients, colleagues, stakeholders and shareholders. Our service is 100% bespoke – we always start with you and your business; after all, leadership has no instruction manual!
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Our experience gives us a unique understanding of the common themes and challenges that hold true in every business and for every individual. Key today is what we term the ‘ladder gap’; the skills that have carried a person through one level are usually not enough to take them to the next. Moreover, the higher you get, the bigger the rungs are. Technical knowledge is vital but not sufficient in a world where personality is king. Future leaders need to demonstrate flexibility, integrity, empathy, presence, humour, courage and vision – even more so in our time-poor, digitalised culture. We focus on bringing personality into a person’s work style, encouraging them to not only know their message but be their message. The result? Leaders who operate more effectively at all levels, communicating and connecting in equal measure – we like to call it ‘connecticating’. Commercial reality is at the heart of our business; our training and coaching is always aligned to your corporate objectives. We take the time to research and understand your needs and the issues you face to deliver a uniquely tailored service. We then follow up with post coaching support to ensure learnings
Leadership Skills Training Leadership Skills Training Limited, winner of the Best of the Best in HR & Training 2017, has specialised in leadership, communication and presentation skills - for all levels - since 1984, making them one of the UK’s most experienced global consultancies.
are embedded into commercial practice. Most importantly, we practise what we preach and build strong, on-going relationships with clients so that they have the confidence and trust to be themselves. Our work with clients ranges from coaching senior managers to climb the next rung in the career ladder, to building a team ‘extraordinaire’ which operates at its optimum, to mentoring senior leaders facing career defining challenges, enabling them to transcend boundaries in their professional life. Having coached over 5,000 senior professionals in the past five years alone, we pride ourselves on our unprecedented insight into what matters most for businesses. Based in modern, stylish offices in the heart of the city of London, we are perfectly placed to deliver off-site training but are equally happy to travel worldwide to meet our clients’ global training needs. If time away from the office isn’t practical for employees, we are also able to conduct training via online courses or in the form of breakfast briefings or lunchtime workshops. The clients who put their trust in us are testament to the vast experience we bring to every project and the results we achieve. We’re honoured to count a host of blue chips firms as valued customers, including EY, Tesco, PWC, Credit Suisse, Carrefour, Accenture, KPMG, Deloitte, Asda, Sears and JLL amongst others. In the past 12 months, we’ve helped these businesses overcome a variety of different corporate challenges, coaching both individuals and teams where required.
One project of which we are justly proud is our work with retailer Tesco. With a focus on its international presence, the firm required a tailored presentation skills module for its directors across Europe and Southeast Asia. A priority for individuals at this level is demonstrating a corporate mind set whereby they can communicate their contribution to the bigger picture both succinctly and persuasively. Confidence in articulating thoughts and an impactful presentation technique – in conversations and meetings – is therefore crucial. However, for the majority on our course, English was not their first language, making presenting within an English speaking company doubly challenging. Our method is to keep things simple, creating a straightforward ‘ABC’ visual reference to enable delegates to present with impact, clarity and confidence and to which they can refer back in the future. Course participants reported that they were able not only to transform their presentation style, but also boost their confidence and performance within the business. The feedback from non-native English speakers is that they never would have imagined being able to communicate their thoughts so effectively in English, and the course has provided them with the tools to do so. Over the past year, we’ve also helped professional services firms EY and Accenture shape the leaders of tomorrow, preparing senior managers for the next stage in their career via our specially designed Lead with Impact courses. Working with delegates in a group setting, we focus on developing both performance and presence, coaching individuals to express their ‘best self’ in order to inspire belief among staff, internal stakeholders and clients that they are the person for the job. Winning the Best of the Best in HR & Training 2017 award is a fantastic accolade and confirmation of the fact that we always strive to go that extra mile for our clients. It’s also a reflection of our bespoke approach to helping firms overcome specific business challenges and our appreciation that training and coaching must align with strategic objectives whilst also meeting the needs of the individual – factors that we believe set us apart from the competition. We envisage that the award will further reinforce our unique offering and enable us to fulfil our ambition to deliver more training globally as we continue through 2017 and beyond. Our own vision is to be the best global bespoke leadership training and coaching consultancy – we’d like you to be a part of our journey…. You can read our brochure, ‘Helping Leaders Have the WOW Factor’ at: http://www.leadershipskills. co.uk/booklet/leadership-skills-training-booklet.html
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Leadership Skills Training
Inspiring leaders to ommunicate with l a r i t y, o n f i d e n c e & o u r a g e
Helping leaders have the WOW factor. www.leadershipskills.co.uk
Acquisition International - March 2017 13
1703AI102
‘Walking the Talk’ in Healthcare Recruitment Renaissance Personnel Ltd recently achieved the Most Innovative Employment & Recruitment Agency – London And South East award, and here they give us an in-depth glimpse into their world. Company: Renaissance Personnel Ltd Name: Dennis Mawadzi Email: Dennis@ renaissancepersonnel.co.uk Web: www.renaissancepersonnel.co.uk Address: 87 Fortess Road Kentish Town London NW5 1AG Phone: +44 (0)207 284 9580
enaissance Personnel Ltd was founded in 2002, and had grown to become a multiple award-winning medical, health and social care recruitment business renowned for recruiting, training and retaining excellent personnel. Our clientele includes the public sector, independent sector, third sector and also private individuals. We operate as a recruitment business and also as a regulated Domiciliary Care Agency that provides Personal Care and Treatment of Diseases and Disorders
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The Domiciliary Care Division is regulated by the Care Quality Commission (CQC) which carries out periodic and targeted independent inspections to ensure compliance with regulatory requirements. All the inspections done over the years have found Renaissance Personnel to be fully compliant. In the most recent inspection held in July 2016 had Renaissance was rated favourably in all five areas, Safe, Caring, Effective, Well-led and Responsive. Overall the company was rated ‘Good’, which is the second highest rating from ‘Outstanding’. The company management are truly grateful to all the field workers and those behind the scenes who make it possible for Renaissance to be a truly dependable company.
The Healthcare Recruitment Division is primarily focused on advertising, recruiting and selecting temporary and permanent staffing for clients. Our clients can be assured that any candidate introduced will have undergone rigorous qualification, experience and criminal history background checks. Renaissance is a trusted Approved Provider of staff to the NHS and to local authorities. In order to remain on the Approved Providers’ lists and frameworks, the company continues to undertake compliance checks on all candidates and systems and takes no chances when it comes to protecting vulnerable people from actual or potential abuse or harm. We believe that our safe recruitment processes are integral to collaborative working and to the success of our clients and Renaissance Personnel. Demonstration of Excellence at Renaissance From inception to date, Renaissance Personnel has maintained undisputable excellence in service provision and has become a model Health and Social care recruitment agency competing with the large companies in the sector. There are thousands of recruitment agencies in the UK and the competition is rife and to survive a company has to be reputable. Renaissance Personnel stands out as one of the best health and social care agencies because of the work that has gone into the achievements attained. In the midst of the great recession, we capitalised our resources in service enhancement to provide real value for money to our customers. That strategy has paid off as we were able to attain the following excellence awards; • AE Awards 2014 (Small Company of the Year Award); • ZAA Company of the Year Award (2012); • Sunday Times Best Small Companies to work For List 2011 (in the top 100); • Best Companies’ Three Star Accreditation- an Exceptional Company to work for (2010); • Great British Care Employer Award (Greater London) for demonstrating commitment to care and excellence in service provision (2010) and; • Great British Care of Employer of the Year – National Finalist. In 2015, Renaissance Personnel was featured in the BBC One Inside Out programme in which we were being praised for excellent commendable recruitment and training practice- the documentary is to be found on www.bbc.co.uk/programmes/
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‘Walking the Talk’ in Recruitment
b050qtw9. It can be said without any shadow of doubt that Renaissance Personnel has made significant and outstanding achievements over the years and customers can corroborate this. Role of Renaissance in health and social care recruitment The health and social care sector is experiencing a huge recruitment crisis on a global scale. This is attributed to the increased life expectancy, reduced training places, key personnel retiring, changes in immigration rules and changes in cost of living, to name but a few factors. Recruitment agencies plays a significant role in driving the UK economy. In the health and social care sector recruitment agencies will remain the lifeblood to a health system that depends on flexible workers. Renaissance provide both permanent and temporary recruitment solutions. The advantages of clients using a Renaissance Personnel are: • Access to several CVs of experienced eligible candidates; • Reduced waiting times while recruitment checks are performed; • Reduced training and employer costs; • Readily accessible candidates; • Agency staff tend to have higher pay rates and are willing to work in difficult to recruit areas; • Flexibility of work leads to increased retention of staff with core skills and; • Head hunting may result in attracting the best candidates. According to the United Kingdom Care Home Association (2016), there 873,500 people who received Homecare services in 2014 to 2015. This translates into £4.62 billion expenditure per year. Care agencies such as Renaissance Personnel makes it possible for people to independently live in their own homes. The key people behind Renaissance Personnel Ltd Mr Dennis Mawadzi the founder and Managing Director of Renaissance Personnel Ltd. He has a wealth of experience in public service, national health services and in health and social care recruitment. Having worked in various care establishments and in central government, he is very much one of the critical success factors in the business. He possesses sharp entrepreneurial expertise and is truly passionate about excellent care delivery. With nearly twenty-five years’ experience in the health and social care sector, Mr Mawadzi still goes beyond his call of duty and views the business as a tool to articulate his compassionate and caring nature. He is not afraid of getting involved in frontline duties and believes very strongly in learning through mentoring and networking. The desire to see people get better and maintain dignity in care to the end is his main motivation. Mr Mawadzi says, “I love my job as it is never the same every day, it is a vocation and not something you do just for the money. I am happy that our service has been able to make a positive difference to many people. We all need help at some point in our lives and I want all our clients to get the best there is.” Mrs Melissa Mawadzi is co-founder and the Operations Director of Renaissance Personnel Ltd. She makes immense contributions to the business by taking an uncompromising approach to the way
the business is run. Mrs Mawadzi ensures that people, systems and processes yields expected outcomes. She believes in ‘walking the talk’ not just paying lip service. Mrs Mawadzi has a wealthy of experience in corporate business management and her first-hand experience as a care giver in her formative years in truly invaluable. She is tasked with objectively evaluating the business from an operational point of view and ensures that the business remains innovative and fit for purpose. Credit goes to Mrs Mawadzi’s creative thinking which has helped the business to excel to sustainability. When asked for comment about the business, she said, “I believe that as an organisation we will always continue commit services to ensure that the end users have the best care available care at all times. There will never be a compromise on our safe recruitment practices.” Feedback from customers In general, the feedback from people who hire our services is very positive. The company undertakes service reviews using a range of tools which includes the following. • Feedback from service users and candidates; • Annual satisfaction surveys; • Prepaid comments / concerns cards that can be filled in by all visitors to our services; • Half yearly person centred reviews led by the service user; • Yearly service user review meeting and; • Commissioner led contract reviews/ • Face-to-face meetings with clients The recent in-house surveys indicate that 98% of people are satisfied with the service with only 2% recommending some minor improvements. Individualised homecare services Our home care service has developed an expertise in delivering a holistic/flexible/person-centred service, providing care and support to adults with complex needs, to the highest quality. We recognise that people seek to be independent, have their own home, make friends, form relationships, get a job and choose what they want to do in their spare time. We supply care and support to achieve these ends; providing the Service User with choices about how help is delivered and whom they want involved with their lives. This serves to ensure that our clients maintain the requisite control of their lives, so that they are enabled, empowered and fulfilled. Our services are founded on a philosophy of autonomy and self-determination, as we place primacy on both the assessed and aspirational needs that individuals have for themselves. Over all, our focus is offering support geared towards maximising each individual’s potential for independence. Our organisation has a wideranging spread of experience as we provide a variety of services including: 1. Specialist support- this service is for people with complex care needs; 2. Companionship- to help a Service User to integrate socially; 3. Reablement - support is usually given for up to six weeks; 4. Personal Care within specialist residential settings- to support people is supported accommodation and; 5. Community Rehabilitation- to assist individuals with active community living.
Renaissance Personnel Ltd has experienced and dependable carers and also qualified nurses who available at short notice, to work throughout London. Our robust staff base allows us to supply candidates, training and experienced in many specialities including: • Tracheostomy care management; • Gastrostomy care management; • Catheter care management; • Care of older people; • Alzheimer’s disease; • Dementia; • Palliative care; • Physically disabilities; • Learning disabilities; • Drug & alcohol clients and; • Mental health (all categories and age groups). Governance Our system of governance is grounded in the pursuit of improving the quality of our services, safeguarding high standards of care by creating an environment in which excellence will flourish. In this vein, we provide all patients with the highest standards of practice, with support staff who are specifically trained to deliver services consummate to the needs of the individual. Technology All staff are trained in the use of assistive technology in supporting individuals to reach positive outcomes and goals and increase independence. They are trained in the provision of personalised assessments to ensure the technology is tailored to need. For example, some service-users have benefitted from visual teach boards which provide an easy method to understand daily routines and activities. This minimises the level of confusion reducing frustration and potential triggers that regularly cause challenging behaviour. Rigorous recruitment To attract the best candidates, Renaissance Personnel uses a variety of recruitment strategies which includes, social media, job boards, pay per click, generous referral bonus, recruitment road shows, leaflets, local new paper advertising, local job fairs and also through our regularly visited website. Information management systems Our management has great experience with using the industry Gold Standard software in the management both workers and clients. We utilise reputable software to manage our current contracts, and we keep reviewing our systems to ensure efficacy. This enables us to collect real-timeto-the-minute-data as to when services have been delivered, how much shows us areas of further enhancements. Thus, we are able to responsively make service-modifications to accommodate change, monitor delivery, and maximise efficiencies of our administrative systems eliminating human error. All our systems are fully compliant with the Data Protection Act 1998, the current NHS and national guidelines. The Future of Renaissance Personnel Ltd Despite all the challenges we face in the recruitment sector, we will continue to flourish and we use our position as an approved provider to expand into other local geographical areas. To gain a market share, the company is considering the use of carefully selected subcontractors to meet the evergrowing demand for their services.
Acquisition International - March 2017 15
Aiming for Excellence in Accountancy 1702AI81
Company: Smolin, Lupin & Co. Address: Fairfield, NJ 165 Passaic Avenue, Suite 411, Fairfield, NJ 07004 Phone: 973.439.7200 Fax: 973.439.0720 Website: http://smolin.com/
Aiming for Excellence in Accountancy Smolin Lupin is a New Jersey based firm providing professional, financial and accounting services that are tailored to meet the needs of each and every client, regardless of size. We profile this dynamic and dedicated firm to explore the secrets behind its success. ince its inception in 1947, Smolin Lupin has dedicated itself to developing longlasting client relationships, providing professional financial and accounting services uniquely designed to meet the needs of each and every client.
but also certified CFEs, CPEs, CVAs, and DABFAs. Many members of the firm also represent clients before tax authorities, when necessary, and often speak at industry association meetings and trade shows in order to share their vast expertise and knowledge with the wider accountancy market.
This personal attention and guidance has helped the firm to become the successful and respected CPA firm that it is today. Testimony to the firm’s success is the fact that Smolin Lupin is an Independent Member of the BDO Alliance USA and is one of the NJBIZ Top 20 Public Accounting Firms in New Jersey.
This also helps the team to remain at the forefront of the latest industry understanding and knowledge, which is vital as the company work with clients across a wide range of industries and sectors, including non-profit, manufacturing, biotechnology, technology and retail.
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Every member of Smolin Lupin’s committed and professional team is committed to helping clients navigate through the ever-changing maze of accounting and finance. The firm’s long-tenured, experienced staff not only features licensed CPAs
As a regional CPA firm, drawing on over 65 years of experience, the firm is able to leverage this expertise to offer audit and tax services which are specifically focused on private companies and affluent individuals. Service offerings include wealth planning, strategic and succession planning, divorce accounting, forensic accounting, concierge services, tax controversy, business valuation, and general business planning. Overall, collaboration is central to the firm’s approach and this will remain its ongoing focus as it seeks to build upon its current success and grow even further throughout 2017.
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A Sustainable Future 1702AI84
A Sustainable Future Company: GPM Global Name: Dr. Joel Carboni Email: joel.carboni@ greenprojectmanagement.org Web: www. greenprojectmanagement.org Address: 23473 Haggerty Rd, Novi MI 48375 Phone: +1313 444-4762
Dr Joel Carboni, founder of GPM Global, shares his delight with us at being awarded the title of Best of the Best in HR and Training – USA. ince 2009, GPM Global has been working with private, public, and academic organizations around the world to improve their awareness, acceptance, adoption, and integration of sustainable change.
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The company was incepted in 2009 and is based in the Greater Detroit Metro area, United States. It differentiates itself from competitors as it is the only organization in the world which offers training in the above areas. Dr Joel Carboni tells us that 2016 was a watershed year for GPM Global due to the launch of ‘ONE Approach’ in support of the 2030 UN Sustainable Development Goals (SDGs). He explains further about this initiative.
Below: Dr. Joel Carboni at the 2016 United Nations Global Compact Leaders Summit
“We updated the P5 Standard for sustainability in project management to incorporate the SDGs which has been downloaded by over 20,000 individuals from 145 countries,” says Joel. “The GPM Leadership Team attended the 5th consecutive UN Sustainability Leadership Summit and spoke with government and business leaders around the world on the importance of project management and sustainable projects and During the year the GPM team presented workshops, seminars and presentations on sustainable project management to organizations and governments across all corners of the globe, including in South Africa, Latvia, Switzerland, Russia, France and Australia, to name a few.
“Our training expanded to 145 countries with several Fortune 500 companies having adopted our approach and we welcomed three new Universities as part of our ‘Responsible Management Education’ partner program including Peking University in Beijing, Skema Business School in France, and South Ural State and Omsk State Universities in Russia who are all teaching our programs.” GPM Global places emphasis on what drives business and what motivates the current market trends both socially and politically. This helps the organization to develop and adapt its training programs suitably so that it is always relevant to today’s needs. Joel explains just how important the role of the entire team is within the company. “Our team is a diverse group of subject matter experts. We rely on each other for insight, expertise and also motivation. With an executive and management team that reaches the United States, Canada, China, Australia, Portugal, Argentina, and Russia, we view our diversity as our number one asset.” Recently, GPM Global was voted Best of the Best in HR and Training – USA, and Joel and the team are more than delighted to be awarded such a prestigious accolade. “It is often said that incremental change rarely makes headlines - for us to win this award, it is a great honour and underscores the tireless effort we make to advance sustainable development,” he enthuses. “It is no secret that there are new challenges in the United States that will make the work we do a bit harder. This award will help us to break down barriers and introduce new concepts that help companies maximise profitability while being good stewards of our natural resources and society. “As the founder of GPM Global, this award is special to our organization. We have dedicated our efforts to make the world a better place and each training course that is run with our mark represents advancement in that direction. Being awarded for this effort we feel is reason to work even harder.” Without giving too much away, Joel explains the challenges that lie ahead for the organization, as well as some of the work they have in the pipeline. “We are concerned that the challenges presented by increased nationalism might negatively impact global objectives, not just for our organization, but for the 2030 agenda for sustainable development and the Paris Agreement on Climate change. We hope to build bridges between countries and place education and training at the forefront. “We are working hard on developing capital education projects that will increase the quality of education in regions of the world that need it the most.”
Acquisition International - March 2017 17
1702AI113
Company: Global Tax Network US, LLC Name: Stephen Daas Email: sdaas@gtn.com Web: www.gtn.com Address: 7950 Main St N, Suite 200, Maple Grove, MN 55369 Phone: +1 763 390 4931
Tax Experts with a Global Spin GTN was recently awarded Most Outstanding Global Mobility Tax Services Firm in the 2016 Global Excellence Awards. Stephen Daas tells us about the firm’s humble beginnings. e’ve all heard the story about that entrepreneur who started a highly successful business out of a garage, right? Believe it or not, our GTN story has a similar beginning, except that we found ourselves working out of a basement in Minneapolis, a living room in Toronto, and from the front seat of a car in London. All strangers at the time, all with years of Big 4 experience, and all with a keen interest in improving the way mobility tax services were handled.
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Through the power of the Internet and the niche nature of international tax at the time, we three strangers from three different countries joined forces. The motive was simple: to shift the focus back to the client. So based on a set of core values and a dedication to building an exceptionally strong company culture, our global team was formed and we opened our doors in 2000. Since that time, our focus has been on building relationships with like-minded global mobility firms around the world. Each of these relationships has eventually led us to a new contact and connection, which has extended our global reach and access to up-to-date information on local tax laws in foreign countries. What started out as the vision of a small group of former Big 4 employees on a mission to improve the quality of client service in the world of mobility tax now stands at an affiliation of firms in over 100 countries. Simply put, we are local mobility tax experts with a global spin. While our specialty is mobility tax consulting and compliance, our story is a little different than the average tax accountant because our business thrives on the adventures of our clients. We work with globetrotters, world travelers, and international businessmen and women. Our mission is to support their journey by handling the intricacies of the complex tax situation that may arise during their adventures. Because mobility tax consulting and compliance is our focus, we are able to offer our clients more, just as our founders intended. You could say that we are able to take on what might seem like the weight of the mobility tax world for our clients and make it a little less intimidating. At GTN, we view every client situation as unique and approach each one with the same level of respect and commitment. With the determination
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to do things differently, we have built our success on the reverse business model of bigger firms. No matter the size of the client, each one has access to our most experienced team members. We do this so questions can be answered more quickly and work done more efficiently. This business model not only works for our clients, but for our internal team as well. Because our clients have access to our tax experts at the most senior level, our entire team receives hands-on learning from some of the best in the business. And when we say best in the business, we mean it. Our dedication to a set of core values that revolves around our people, both client and employee, is why we continue to attract amazing talent. This talent comes to us from some of the best schools and biggest firms from around the world. While it is true that we do things differently than the bigger firms, this difference is the very reason why we continue to attract the talent required to build a strong firm of business leaders. Leaders interested in success, but also in staying true to themselves, their clients, and a work environment that is positive and balanced. Making Your Tax World Easier To Travel Our clients range far and wide: - From Fortune 500 companies to global nonprofits - Tech start-ups to established financial institutions - Large and traditional programs to over 200 corporate global mobility programs with populations of less than 25 mobile employees each
Tax Experts with a Global Spin
With GTN, program administrators will not suffer the challenges of being dwarfed by other clients and fighting to get attention. The GTN Proven Process In order to framework how we work with our clients, GTN has developed The GTN Proven Process. This allows us to help build and maintain mobility programs. Key to this framework is continuous communication and interaction. Based on the needs of the client, we offer the following as part of a tailored service offering: - Daily interaction, as needed, with mobile employees throughout the tax compliance process; - Bi-weekly calls with program administrators to discuss current topics and issues - Monthly on site meetings with program administrators and the extended vendor team (e.g., relocation firm) to review statuses, issues and trends; - A Quarterly in-person meeting with the company team to review the current program and to discuss future strategy and direction. Central to the GTN proven proves is The GTN Way Client Service Commitment. The GTN Way was developed as an internal code of professional conduct that outlines what we strive for and how we interact with our clients, industry contacts and colleagues: - Average 1-hour response time on emails and calls, but typically no longer than 1 business day - Average 2-week turnaround time on tax returns once final information is received - 2 business day new mobile employee set up and communication - Proactive communication to expatriates - Tax return and tax equalisation released together - 15-day payment request in advance of tax deadlines Together these features ensure that we are providing the best possible service every day by committing to: - Satisfaction of our client’s mobile employees - Maintaining responsive communications - Providing personalised service.
We work with VeraSafe, a well-established and respected organization to ensure we are up-todate on global data security matters and that our web based tools are secure. We have also recently completed a SOC 2, Type 1 Audit.
Our commitment to these key fundamentals is deliberately designed to make a complicated area more accessible and manageable for the company, program administrators and mobile employees.
What our clients say: “Since we started working together in 2013, GTN has been a great partner for [our company]. In addition to being technically proficient and knowledgeable, we greatly appreciate the highly personalized and proactive service we get from GTN. Our expatriate employees praise GTN for their responsiveness and support.” - Chief Financial Officer
Security & Privacy While your employees travel the world helping build business, it is only fair to expect that you will take necessary measures to help support them on their travels and safeguard their personal and confidential information. Not sure where to start? As a global mobility tax provider, it is our job to handle the substantial amount of that data and we make it our priority to support and protect you and your mobile employees out in the wild world of cyber space.
“I’ve worked with GTN for at least 9 years and I trust them to fully manage our tax-related matters for inpats and expatriates, international and domestic transfers, international business travellers, finance accrual processes, equity issues, domestic /state tax issues, executive commuter packages and much more. They are solidly trained practitioners who provide me with thorough data from which I can make an informed decision about our international tax matters.” - Senior Global Mobility Manager
“GTN helped us to create a standard corporate model for our expat program to support compliance, payroll and legal matters. We get big firm expertise, but it’s better because of the personal relationship we have with their team. – Their level of service and professionalism is high. They are ethical and value accuracy.” - Director - Employee Benefits “GTN always tries to work with us as much as possible; if I say I’m not sure I want to do something; they make other suggestions. They don’t try to dictate how we do things; instead they make recommendations for what they think is best for everyone involved and let us decide how to proceed. – We established an expat program about six years ago. GTN helped us to create a formal tax policy at the time. Since then, they have assisted us in setting up a proactive schedule to coordinate expat matters through payroll, finance and equity throughout the year. They also developed a process for us to track short-term business travellers so they don’t exceed travel limits with regard to taxation. They value doing things the right way, which means for the employee and the company they represent. – GTN is always available when I have questions. They help me do my job better because they are so responsive.” - HR - Global Mobility Specialist We are honoured and excited to be recognized with the 2016 Global Excellence Awards / Most Outstanding Global Mobility Tax Services Firm. This award confirms all of the hard work and the investments we have made are having an impact in the mobility tax area. We are looking forward to continued growth and adventures in 2017 and beyond as help make our clients tax world easier to travel.
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A Dynamic and Dedicated Team 1701AI54
Company: OSI Systems, Inc. Name: Rick Merritt Email: rmerritt@osi-systems.com Web: www.osi-systems.com Address: 12525 Chadron Ave., Hawthorne CA 90250 Phone: +1 310-349-2371
A Dynamic and Dedicated Team Best of the Best in HR & Training - USA award winner OSI Systems, Inc. is a vertically integrated designer and manufacturer of specialised electronic systems and components for critical applications. e sell our products and provide related services in diversified markets, including homeland security, healthcare, defense, and aerospace. As a global company, we are dedicated to creating and developing solutions for our customers and the people they serve to lead the way to a safer and healthier world. OSI Systems became incorporated in 1987 and is headquarter in Hawthorne CA.
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It is an honour to receive the Best of the Best in HR & Training – USA award and to be recognised among our peers by Acquisition International for our commitment to excellence in the management of human resources and training. This award is recognition of the combined effort of the human resource team to effectively support and achieves the growth initiatives of the company and reminds us to continuously strive for excellence as individuals and as an organisation. During the past year, we have continued to focus on improving our ability to deliver, track and report training initiatives necessary to meet customer requirements and ensure critical certification are met. In addition, we further refined our employee branding strategy and outreach programs to attract the necessary talent to support our growth initiatives. More specifically we launched a new campaign focused on attracting military veterans, to give employment opportunities to veterans who have given so much for our country. We have also taken important steps to refine our M&A processes and actions to improve the integration of acquired companies into OSI Systems – process improvement in M&A is critical to ensure business continuity and meeting customer needs. What sets us apart from others The human resource strategy consists of a clearly stated mission focused on three critical elements. Firstly, our main initiative is to provide business solutions to support the company’s growth and support customers. Secondly, we own and are responsible for the execution of all people processes and we need to ensure that the right resources are utilised to successfully execute those processes. Finally, the human resources team are committed to providing service excellence – ensuring our
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customers have a positive experience. Clarity of purpose is a critical factor in creating alignment and focus on the actions to be taken to meet the needs of the company. How the business is succeeding The human resource team has been instrumental in OSI Systems ability to attract, develop, and retain key talent necessary to compete in each of its diverse markets. In addition, the human resource team plays and important role in the company global growth initiatives through acquisition by effectively integrating necessary human resource functions and processes and drive cultural integration of new businesses to achieve its key objectives. The team and their role We have a dynamic and dedicated team of human resource professionals that have the necessary knowledge, skills, and abilities to deliver products and services in line with our mission. To effectively support 5,847 employees worldwide the human resource team provides centralised functionality for core business processes to ensure consistency across the company and utilises HR business partners within each division to ensure that the human resource strategy and actions are aligned to key business objectives. Hopes and plans for 2017 and beyond In 2017, the human resource team is focused on improving two key functions, 1) its core data management capabilities by implementing a new global human resource information system (HRIS) which will streamline several of our core administrative processes, and 2) enhance our management development processes to improve our ability to manage our bench strength and succession management processes. Both initiatives are important to our ability to provide the right talent to solve business challenges and effectively execute basic administrative processes. Challenges for the human resource team will be our ability to continually be strategically driven and administratively flawless. We will need to embrace information technology solutions to deliver the necessary information to employees, managers and the company to perform the actions to win in the market. We must be aligned with key company initiatives, providing real business solutions vs. the program of the month. We are excited about the challenges ahead because the team believes it can make a difference in the ability to support business growth and meet our customer’s needs.
1609JR36
Stock Exchange of Mauritius
Committed to becoming a World Class Stock Exchange
www.stockexchangeofmauritius.com
1702AI115
London Calling Company: IBB Polish Building Wholesale Name: Jacek Ambrozy Email: ja@ibb.pl Web: ibb.uk Address: 18 Gorst Road, London NW10 6LE Phone: +44 (0) 20 8965 7972
2017’s Leading Managing Director, Jacek Ambrozy, based in the UK spoke to us about winning this prestigious award and his firm’s work in the construction industry. e are IBB Polish Building Materials Wholesale, and started in 2005 in London, the UK. After two years of operation on the small and mediumsized construction works market in London, we have gained knowledge about its strengths and weaknesses.
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Its strength is a great number of works, customers and countless renovations and retrofits which need to be performed. Its weaknesses are a relatively small number of independent and flexible companies providing knowledge, introducing new materials and improving the level of basic construction culture. We have observed that many immigrants who start to work in the construction industry do not have appropriate qualifications. The same can be true for local builders as well.
“Our aim is to be the first builders merchant in the world selling materials without the margin! (in reality - very small margin) – diversification of incomes will allow for that.” Another huge gap in the market is professional ethics and its promotion. Having experience in conducting construction works in many European countries, including Poland, Sweden, Germany and UK, we decided to establish economic foundations of our company through import of construction materials, mainly from Poland to begin with, The imported by us materials have to meet the following conditions: • That they have the same quality, but a lower price; • They must be different and complete the diversity of products available on the market and; • They must be of better quality than the materials available so far. All of these goals, which we consistently achieved during our 10 years of work, have allowed us to build a base of over 10,000 customers builders, investors and so on. My current role and responsibilities I am the owner and managing director of the company. My role is to set goals for the company
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and to clearly set out our mission on the market and then find and build tools to allow to reach this goals. Our goals are the same as those of the wider building sector goals, which are ethics and innovations. Both of these have to be regularly implemented to the construction sector to build its strength and its position in the UK economy. In addition, professional behaviour and an open mind are the future characteristics of builder. This is a nice dream! IBB Merchant – our aim is to be the first builders merchant in the world selling materials without the margin! (in reality -very small margin) – diversification of incomes will allow for that. Our customers subscribe to our PRO version of IBBestimator app – we are giving them the best building material prices on the market. The deal continues for 2 years now. More and more customers understand the idea which benefits both of us. IBBestimator – online construction software, estimation tool, build by builders for builders, investors etc. IBBestimator – mobile application – makes life easier. IBBBuilder – company monthly magazine 64+4 pages, 5000 copies every month + online versions. IBBTherm – new innovative our own brand for External Render Insulation System materials - we are joining others to lower CO2 footprint. Earn with IBB – networking program available online 24/7 recommend us and receive extra income as a commission. IBB Polonia London VC – our volleyball team is current 2016 Champion of England. IBB Polonia London FC – we are main sponsor of young football teams - and more soon. Using technology to maintain high standards In order to reach our customers fast and in every place, over two years ago, we launched a mobile app IBBestimator, which includes: • A base of construction specialists; • The prices of our materials; • The customers may use the app to perform a quick and professional valuation of construction works and; • The download the latest edition of IBBBuilder company monthly magazine etc. Also, we are using our own software, online and offline compatible versions for: • Accounts; • Stock control;
London Calling
• • • •
Clients’ database; Emailing system etc.; Our vans working under track online and mobile control and; All branches have installed CCTV online systems.
IBB Merchant – our aim is to be the first builders merchant in the world selling materials without the margin! (in reality- very small margin) – diversification of incomes will allow for that. Our customers subscribe to our PRO version IBBestimator app – we are giving them the best building material prices on the market. The deal continues for 2 years now. More and more customers understand the idea which benefits both of us. Challenges facing the industry The last challenge not only for us but also for all UK citizens are changes affecting construction industry after Brexit. We believe that the costs of the decision to leave the EU will be paid by weak companies and last clients – ordinary citizens. We are doing what we can to keep tight material prices and do not increase them -what should be a duty for all UK businesses. We are keeping on our arms a heavy load of economy changes in UK after Brexit. Like in the song of Kelly Clarkson: What doesn’t kill you makes you stronger! For all of us, business people, our challenges are competitors. Thanks to them we are developing. I wish all the best to my competitors. I am growing with them! To keep this going the UK has to be free and open for others. Let’s be.
Acquisition International - March 2017 23
1703AI101
Company: Parallel North IP AB Name: Anders Arvidsson, CEO Email: anders.arvidsson@ parallelnorthip.com Web: www.parallelnorthip.com Address: Tornkammaregatan 10, Tygelsjö, 218 72 Sweden Phone: +46 70 738 16 67
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arallel North IP is a European Intellectual Property (IP) consulting and brokerage firm providing customised services for clients to leverage the commercial value
of their IP. “Our passion is to define the monetary value of IP assets, which is critical for any risk assessment, sale, acquisition, license or other transaction involving IP rights,” explains Anders Arvidsson, the firm’s chief executive officer. “This definition requires a broad range of legal, financial and technical expertise, all of which enables our clients to maximise profitability and minimise risk in IP transactions. Our services have helped clients to create new revenue streams, raise new capital, achieve cost savings, undertake financial risk, secure evidence of use and strengthen their patent position against their peers.” Parallel North IP provides global coverage and has offices in Sweden, USA and Denmark. The company was founded in January 2016 as the result of the union of three highly accomplished IP professionals with almost five decades of combined experience. The firm’s offerings include: CONSULTING SERVICES IN STRATEGIC IP ADVISORY All companies are different, but they have one thing in common: there is no standard solution for a proper patent strategy. In order to successfully commercialise patents, it is necessary to have thorough knowledge of the dynamics of buying, selling and licensing. This involves a robust understanding of patent value, monetisation options, risk assessment and financial analysis to derive the best return. Choosing the right business model to monetise patents is crucial, and understanding all the variables involved in executing a plan is key; for example: Should you buy, sell or license patents? How strong is your patent if you plan to litigate it? Is there a market to commercialise your patents? How should you value the assets? Parallel North IP can offer a patent strategy tailored uniquely to serve a client’s commercialisation objectives and to strengthen their position in present and future negotiations. PATENT VALUATIONS Defining the value of patents is critical to any transaction involving IP rights. It is also a critical element for identifying financial exposure from potential patent infringement or for raising new capital. Parallel North IP offers a wide range of patent valuation methodologies with the expertise
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Passionate About Intellectual Property Anders Arvidsson, CEO of Parallel North, talks in-depth about the firm and its offerings in the Intellectual Property sector, having achieved the status of the Leaders in Intellectual Property 2017 award for their work in Europe.
to utilize the valuation for the most appropriate risk and/or financial assessment. PATENT BROKERAGE The market for buying and selling patents has evolved dramatically during the past few years, and patents are nowadays used as tradable assets like any fixed asset. There may be several reasons why companies buy, sell, or license IP assets, but both parties have one thing in common: they each want the best possible deal. In order to ensure a lucrative transaction, Parallel North IP provides its clients with the right network for a successful closing and the most robust understanding of patent value to maximise their return. The firm acts as a broker connecting entities that want to sell their patents with entities that are seeking to buy patents.
The Swedish office is operated by Anders who has well over two decades of experience of developing, valuing and monetising patent assets in the corporate world. As a market maker, Mr. Arvidsson has been one of the pioneers in creating the marketplace for IP transactions, which has helped to protect companies’ strategic product positions and maximise the value of their intellectual property. Mr. Arvidsson has negotiated 100s of transactions comprising multiple patent portfolios. Previously, Mr. Arvidsson spent 13 years at Nokia, where he headed the patent acquisition team. He has a long experience from negotiated transactions involving multiple patent portfolios. He has also been working as Vice President IPR for GN Store Nord A/S, which is developing and manufacturing medical devices for hearing impairment and audio solutions.
IP LICENSING Patents are multidimensional assets that can be used to create value through licensing programs. In order to generate revenue streams or to avoid expensive law suits when seeking an IP license, patent owners should consider an IP licensing program. Proper preparation is crucial to have a robust understanding of the IP’s value and to have a clear approach for successful commercialisation. Contacting the right person with the right pitch increases a patent owner’s chances of meeting their goals. Parallel North IP offers strategic guidance to develop a licensing program as well as the analysis to identify product usage, potential licensees and relevant markets that will serve as the basis for revenue generation.
“I constantly seek new ways to use intellectual property as a strategic tool, and have delivered revenue captures in the range of $100-150M from various transactions for my clients.”
These offerings are based upon Parallel North IP’s exemplary competencies in areas such as: • Strategic Recommendations - Define the best possible strategy specific to a client’s situation and objectives. • Strategic Implementation - Create an implementation plan to ensure a high probability of success. • Risk Assessment - Assess commercial/ financial risk and potential impact for IP infringement/commercialization. • Valuation – Derive a robust understanding of patent value for transactions, new capital campaigns, patent swaps, transfer pricing and other programs. • Market and Financial Analysis - Identify products, markets and customers to develop programs and analyze financial return. • Brokerage and Licensing – Provide due diligence/negotiation support to enable transactions through the firm’s extensive network of dealmakers.
The Danish office is operated by Lucia Alvarado, who has significant patent monetization experience. She has over a decade of international practice and has worked in business development for tech-based companies in the Americas, patent licensing and enforcement in the US and Europe, and IP strategy for high-tech innovation ventures.
The office in USA is operated by Keith Woomer, who has almost two decades of experience with global intellectual property management, evaluation and transactions. He has developed and implemented innovative IP processes which enable profitable monetization of assets. “I employ keen attention to detail coupled with pragmatic assessment of IP-related opportunities, and have delivered returns of $100M-$300M+ for several monetization programs.”
“My specialty is to identify the value in patents and make sure the client receives its worth; I’ve helped generate well over $300M for my clients.” The firm differentiates itself from the competition, and marks itself out as the best possible option for clients, as it is the only patent monetisation company that is focusing on the European market. “We are recognised as the leading patent monetisation company in Europe and one of the top IP valuation companies worldwide according to Forbes Ranking, as well as one of the few patent monetisation companies in Europe offering flexible
Passionate About Intellectual Property
compensation options which enable cost savings for clients,” comments Anders. “What sets Parallel North IP apart is our focus on the relatively unexplored European market. This enables us to not only guide the companies in the region, but also expose them to a global market and bring key international players into their scope of opportunity.” “Our team comes from really interesting and varied backgrounds. We have the right combination of legal, technical and business expertise, plus experience in operating companies, nonpracticing entities, and patent/technology based corporations. This enables us to communicate with all stakeholders in the terms that are most important to them. Combined with our vigorous business acumen and market knowledge, we provide the necessary support for clients to close deals.” “There are numerous firms that provide services to draft, prosecute and litigate IP, but all are incentivised by the billing hours. As a consequence, this will not always generate the IP that will be in the best interest of the company, but may be just one IP out of many. A registered IP right will only generate cost during its life time unless there is a revenue stream connected to it. What makes Parallel North IP different is that we are focusing on the commercial value of our client’s IP. Parallel North IP is incentivised to maximise the value and we offer flexible compensation options accordingly.” Anders continues to explain more how organisations and businesses can maximise the value of their IP assets whilst still ensuring that these assets are adequately protected. “These two go hand-in-hand as you can’t generate value out of something that you don’t protect, develop and nurture. It is not always the number of assets that counts, but the assets that are in use and potentially infringed that have a true monetary value. Thus, beyond the right itself, it is even more important to understand the use of such IP assets.” “An IP asset is like no other asset – it is intangible, the value is liquid, and the market is based on a small community with few stakeholders. IP assets are involved with numerous risks, which are many times not obvious, and each risk can have a huge impact on its value. Therefore, it is key to understand the dynamics of IP, and assess such risks (and opportunities) to properly to understand the potential of any IP assets.”
Acquisition International - March 2017 25
The Tooth of the Matter 1701A158
Millbank Dental Care Company: Millbank Dental Care Name: Dr. Martina Syron Email: millbankdentalcare@ btinternet.com Web: www.dentistsw1.co.uk Address: 42 Ponsonby Place Westminster, London SW1P 4PR Phone: +44 (0)207 8287676
The Tooth of the Matter Millbank Dental Care is a private Dental clinic situated in Westminster London, which was established in 1997 by Dentist Dr Martina Syron. We were recently awarded the 2016 Global Excellence Awards category of the Best in Cosmetic Bonding in the UK, something we are very proud of indeed. t is staffed by a team of experienced dentists & specialists who keep up to date with developments in their fields. This gives us a true multidisciplinary approach to patient care-which we believe is the way forward in good modern dentistry.
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Dr Syron is delighted & proud to be recognised for her work in bonded restoration of teeth, which she has been carrying out for many years and written many articles to raise patients’ awareness of the advantages of this technique over more oldfashioned options of crowns and veneers. Bonding is a technique where layers of composite material (tooth coloured) is applied and built up to adhere strongly to tooth surfaces, especially good for cosmetic improvement on front teeth as a more conservative, elegant solution than veneers. I would like to underline that bonding is half the cost of the alternative crown/veneer options to the patients and the dentist, because the procedure is done directly at the chairside, with no laboratory costs involved. I do believe that this skill is done directly in the hands of the dentist, with their experience and artistic ability being utilised in this respect.
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Examples of applications: to lengthen short teeth, fill gaps on spaced teeth, straighten the appearance of twisted teeth, build up worn & aged dentition on back teeth, and is a great solution for children who have fractured pieces of front teeth in accidents. As it is an adhesive technique, using minimal intervention with emphasis on preserving as much natural tooth as possible. Clinical research published by members of the team at Millbank Dental Care, into management of tooth wear, and long term (10-year survival rates) of various solutions, strongly supports bonding technique for good long term prognosis of the teeth. We strongly believe with this preventative approach more of our patients will be able to keep their teeth for life and want to raise awareness of more conservative options in Dentistry so we attract people who are interested in keeping their own teeth, in the best possible condition and appearance, and we continue to grow & thrive on personal recommendations from happy and valued patients.
Scope of Opportunity 1703AI76
Company: Launchpad Five One Six Name: George Andriopoulos Email: ga@launchpad516.com Web: launchpad516.com Address: 285 Broadhollow Rd, Farmingdale, NY 11735 Phone: +1 (516) 694-5000
Scope of Opportunity Launchpad Five One Six is a management consulting firm that works with companies on evaluating and correcting problematic areas within their business. Winners of Most Innovative Management Consultancy 2017, Launchpad is a boutique firm that works with businesses from small/midsize all the way up to Fortune 500 companies. y role as the managing partner on most consults is to help collaborate with our clients’ management/c-suite level employees and devise a creative and innovative strategy that will help them meet their goals. I then work with my team to solidify these ideas and design an actionable plan which we then help the client execute.
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Launchpad Five One Six provides consulting services in operations, organisation, growth strategy, marketing, management/employee training, efficiency strategy and of course start-up consulting. Our clients’ performance, post-consult, is usually the greatest indicator of success in our overall work. I’d like to think that the idea that is sparked from a collaborative session between myself and my client, followed by the execution of the plan by my team, creates the synergistic brain trust that determines the overall success of our project and by default the excellence of our firm’s work. Launchpad Five One Six’s consultants and analysts each play an important role in the process and I believe we are a true example of the theory that the sum of our parts is greater than the whole. Launchpad Five One Six has a mission of helping our community and local commerce by helping the businesses that comprise it. We chose to remain a boutique firm - so that we could remain accessible to smaller firms - and give them the tools that are normally only afforded to larger companies. The firm’s greatest contribution to the management consultancy realm is the reintroduction of ‘humanity’ as a consulting factor. Indeed, our connection to the clients we serve is extremely important to our consulting style. Without connecting the dots between goals, strategy, people and balance, we could not have the success that we have achieved. Our biggest challenge in 2017 will also be our greatest opportunity. We are introducing a campaign which we hope to be adopted by past, present and future clients called ‘Not Just 4 Profit.’ We will be offering a mix of consulting and outreach services which will help bridge the gap between companies and their communities. We hope to show our clients and their customers that a company is not necessarily limited by the customary designations of ‘for-profit’ and ‘not-for-profit.’ Our clients appreciate our innovative consulting style and realise that our human touch creates an environment that is conducive to growth and success.
Acquisition International - March 2017 27
Something different, very eccentric and unique! We specialize in silk and fresh arrangements. If you’re looking for high quality and personal service, you’ve come to the right place. At Latrell Flowers, we’ll give you the attention and personal service you’ll come to expect and enjoy. We offer the best in floral arrangements and artistry. We are now a Mobile Global Company based in Baltimore providing services around the Globe, let us put our experience to work for you.
www.latrellflowersllc.com AAT0020
Kiss and Makeup 1702AI72
Eyebrow Genie
Kiss and Makeup Permanent makeup artist, Mel Chappell, tells us more about the industry, her firm and how her sympathetic approach ensures her ongoing success.
el Chappell is the founder and master artist of Eyebrow Genie Permanent Cosmetics and founder of Tattoo Aesthetics Institute. Starting in 2011 in Sonoma, California, Mel now operates her businesses from both San Francisco and Benicia, California.
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Company: Eyebrow Genie Permanent Cosmetics and Tattoo Aesthetics Institute Name: Mel Chappell Web: www.eyebrowgenie.com
The firm’s expertise is in the art of micropigmentation, which is basically a fancy title for permanent tattooed makeup, and Mel tells us more about her client base. Most of my clients are women although I do get men from time to time,” she begins. “The women who come in are looking for a way to save time. Usually there is a medical issue involved such as a thyroid problem, alopecia, or possibly hair loss from chemotherapy. Sometimes the issue is simply age, bad eyesight or hair loss. These women are looking for convenience. They want to roll out of bed and save an extra 30 minutes every morning by not having to hassle with eyeliner, eyebrows and lip liner. Some of these women don’t know how to shape their eyebrows and are seeking the help of a makeover. Whatever the reason is, they all want to feel better about themselves and this is an inexpensive, long-term solution to their needs. I also perform areola reconstruction for women who have had mastectomies due to breast cancer. I don’t charge for this if money is an issue for the client.” It’s clear that Mel not only loves her work, but
“With all the amazing artists in the United States, I am very honoured to have won Best Permanent Makeup Artist.” genuinely cares about the women who she provides for, and this is just one of many things that sets Mel and her company apart from the competition. “I have a personal relationship with my clients and my tenacity to want to stay on top of the industry’s latest and greatest techniques. I am also extremely honest with my clients about what will and will not work. I will not do a procedure on a client if it will not work for them. I will refuse to take their money or do a procedure if it will not work. Having integrity in this competitive and cut-throat industry is not the norm, but it feels right to me. My clients respect and appreciate that which builds trust. “I have a long list of client feedback urging others to have their permanent makeup done by me. I don’t really have to pay for advertising because most of my clients come in via referral. That speaks volumes.”
Great staff are everything to me, and this year Mel has started taking on trainees in her salon. The fact that she can pass her knowledge and expertise on to others is a huge sign of success to her. “I work in a busy hair and tattoo salon called Bombshell Hair & Ink. The staff are amazing and highly professional. The atmosphere is a very positive one that caters to the clients’ needs. We all work hard but make sure that our work days are filled with laughter and fun. This way, the clients feel the ease of a tightly running machine and enjoy the upbeat nature of the staff. It’s a place people want to be and look forward to returning to.” Recently, Mel was awarded the prestigious title of Best Permanent Makeup Artist in the Global Excellence Awards 2016. Humbly, she tells us exactly what this award means to her and her company. “I am very grateful to win this award! With all the amazing artists in the United States, I am very honoured to have won Best Permanent Makeup Artist. I can think of many artists who probably deserve the award over me and I am very flattered that I have been to chosen to receive this. “They will be displayed for public view. I will look at it daily to remind myself to keep working hard at being my absolute best in the permanent makeup industry.” The future looks bright for Mel and her hopes for 2017 include more happy clients, satisfying work and good times, however she is wary of new potentially dangerous new procedures emerging. “The industry has become flooded with a lot of new technicians, bringing in a lot of shabby, fly-bynight training firms- not requiring students to have any prerequisites; hence turning out some sub-par work. This surge comes from the popularity of microblading. Eyebrows, like clothing, go through fashion fads. Many technicians are learning the technique of microblading without learning the basic foundations of permanent makeup. This, in my opinion, is a terribly flawed way of going about becoming a permanent makeup tech. I urge anyone looking into getting permanent makeup to do some deep research on their technician and the work they’ve turned out before making a decision. “As a teacher, I will commit to training my students with a solid and knowledgeable foundation and turning out highly qualified technicians into the industry.” For more information go to www.eyebrowgenie.com
Acquisition International - March 2017 29
Highly Qualified and Experienced 1703AI23
Company: Subramaniam & Associates (SNA) Email: sna@sna-ip.com Web: www.sna-ip.com Address: Central Square, Suite - 328, Plaza III 20, Manoharlal Khurana Marg, Bara Hindu Rao, Delhi 11 006 India Phone: +91 11 30165700
Highly Qualified and Experienced Mr Hari Subramaniam talks more about his firm, SNA, and the industry it operates in as a recent recipient of the award, Ones to Watch in Intellectual Property 2017 from India. ubramaniam & Associates (SNA) was founded by highly qualified and experienced professionals and commenced its practice on April 01, 1998. The firm specialises in intellectual property laws - patent, trade mark, design, copyright, domain names and related issues.
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“We are equipped to provide complete and highly cost effective services, from drafting, filing and prosecution of applications, to searches, oppositions and enforcement,” explains Mr Hari Subramaniam, the firm’s managing partner. “Our clients include several Fortune 500 and Fortune 100 companies, multinationals, foreign and Indian universities, law firms across the world, Indian Institutes of Technology, accomplished scientists and domestic corporations.”
Mr. Hari Subramaniam has a background in medicine, biological and life sciences, physics and chemistry. He has had specialised advanced training in medicine, biotechnology, electronics and medicinal chemistry at various international institutions of repute. He was registered as a patent agent and admitted to the bar in 1981. He has been in practice for the last 34 years, specialising in all aspects of intellectual property law. In the course of his career, he has filed, prosecuted, defended, opposed and/or enforced (directly or in a supervisory capacity) over 35,000 patent matters in India and abroad. He has extensive experience in oppositions and IP litigation. He possesses formidable skills in drafting and prosecuting patent applications in most countries of the world, and in practically every area of technology. SNA is committed to providing clients with a personalised service – professional in approach, and reliable, regardless of any time constraints. The firm possesses the latest technology and sophisticated software, both of which enable our attorneys to keep track of all critical deadlines. Our work systems are adapted to meet the specific needs of each client. With head offices in Delhi, representation in other major Indian cities such as Kolkata, Chennai and Mumbai, and long established relationships with local counsel worldwide, SNA is well positioned to serve clients’ domestic as well as international needs. SNA’s total staff strength is 60, including 21 highly qualified attorneys. Mr. Hari Subramaniam comments: “We have an excellent global network of associates and correspondent counsels. SNA’s team of attorneys includes specialists in different technical fields as well as in litigation. All our clients are assured of easy access to appropriate advice at every stage in the creation, filing, prosecution, protection, management, exploitation and enforcement of their intellectual property rights.” SNA’s team has the best track record in the country in patent prosecution and oppositions. “We are active participants - on invitation - in various advisory organisations and committees, including those set up by the Government of India and WIPO. We are called upon to train Judicial Officers, Parliamentarians and Examiners. We do not simply practise law. We clarify and create law.”
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Partner with us!
By becoming a TV Broadcaster Franchisee. An exclusive opportunity to enter the broadcasting Industry will open early in 2017. A LICENSE TO OPERATE THE TELEVISION CHANNEL FRANCHISE, WHICH PROVIDES A CORE OPERATIONS TEAM, A NAMED & NUMBERED SKY EPG, BROADCAST LICENSE, A CHANNEL MANAGEMENT CONTRACT, 12 WEEKS OF PROGRAMS ALREADY SCHEDULED, PROGRAM CONTENT ACCOUNT, CHANNEL MANAGEMENT SOFTWARE & SALES PORTAL, OPERATIONS MANUAL, WILL BE MADE AVAILABLE FOR INTERESTED MEDIA BUYERS TO INSPECT, BEFORE SUBMITTING BIDS TO PURCHASE. The spectacular Franchise model pre-disposes 75% of all workflow tasks to be assigned by contract to professionals. Therefore the buyer need only provide an admin team, an accountant and three program schedulers in order to qualify to win the operations license.
5 Star Film Co. Ltd
FRANCHISE OFFER SUMMARY: [20% EQUITY STAKE] The TV Channel will be Operated by ‘Information TV’ & will Playout on the SKY Showcase 3 Channel. Our Company have a qualified team, broadcast license & 12 weeks of programmes already scheduled, so we are eager for an investor to come on board as soon as possible. We hold the World’s only TV Channel Franchise. A leading Broadcasting TV Channel is capable of earning several billions per annum, and what makes our Franchise offer unique is the fact that we not only organise the broadcast management for the franchisee, but also supply the operations team at our own expense. The franchisee is only responsible for a minimal potion of duties which will include website management P.R, Press releases, customer services & accounting. The Franchise license will be open to bid offers during 2017, and bids will start at £96,000 The other qualifying requirements are as follows. 1. A minimum of six personnel must be deployed for 8 hrs per day 5 days per week, three program schedulers need to be included. 2. The Prospector that offers the highest bid will win the license. 3. Should only one bid be offered then the Franchise shall go for the lowest offering which is £96.000 {It should be considered that when the ITV Southern Television Franchise went to auction during the 1980s, Meridian TV won the License with a highest bid of £163,000,000 The Chairman of Scottish Television once quoted when he took the post, that “Television Broadcasting is the equivalent of owning a license to print money. Compare the Southern Television Franchise sale to Meridian TV with the One World Television Channels Franchise value.
Southern Television {Regional} Average peak Viewers: 82,000 Franchise Cost: £163,000,000 Broadcast time before profit was made. (4 years 2 months)
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One World Television Channel {All U.K & Europe} Forecast average peak viewer based upon Program contents past performances: 990,000 [Forecasted daily viewers for the first year] [85,000 - 2.500.000] [Average earning per advert per 1000 viewers - £34] Average volume of Adverts per week - 960 Franchise cost: £96,000 Broadcast time before profit is made. (one day)
Begin the TV Channel Franchise Investigation!
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Hamzi Law Firm To g eth er to s u sta i n yo u r p ro j ec ts
Company: Hamzi Law Firm Name: Zineb Idrissia Hamzi, Managing Partner Email: contact@hlf.ma Web: www.hlf.ma Address: Résidence GRANADA, N°96 A, Boulevard El Massira, 20360 CASABLANCA, MOROCCO. Phone: +212.522.39.39.06/31, +212.522.95.19.12
A Stimulating Challenge HAMZI LAW FIRM is a Morocco based business law firm that was founded by Mrs Zineb Idrissia HAMZI, who we invited to speak more about what they do, following their success in winning the African Excellence award for Morrocco. he main challenge in Morocco is that many areas of the law have not been regulated to date, including certain types of financial transactions or contracts. When faced with a lack of regulation, we draw inspiration from the practices applied in other more advanced legislation, taking into account, however, the mandatory provisions of Moroccan law, in particular the law of obligations and contracts. This challenge however is also very stimulating because new laws are adopted by Morocco and they have the advantage of being inspired by international conventions and the most advanced and innovative regulations.
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“With the signing of several free-trade agreements (with European Union, USA, Turkey, Egypt, Jordan and Tunisia, WAEMU) Morocco also offers access to a market of 55 countries representing more than 1 billion consumers and 60% of world GDP.” For more than seventeen years, HAMZI LAW FIRM has developed an extensive experience assisting local and foreign investors, from Americas, AsiaPacific and EMEA, and offering a high levelexpertise on consultancy or contentious matters, touching on all business and commercial issues. HAMZI LAW FIRM is able to supply its clients’ legal assistance as well as its institutional network, within the framework of operations of international growth, and development. As a Moroccan correspondent to many foreign law firms, and as expert referenced by international organisations, the firm has become a natural one-stop-shop for companies seeking to invest in Morocco. Such companies appreciate the capability of its teams to provide advice, in an international environment, and to speak many foreign languages such as English, Spanish, German, French and Arabic. The firm was founded in July 1999. It is based in Casablanca, but is able to intervene everywhere in Morocco, and more widely in the Maghreb and
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West Africa countries too. The firm has assisted by correspondents’ network through Morocco, the Maghreb area, and West Africa, as well as a network of experts and recognised statutory auditors. Our main areas of expertise include, principally, corporate and M&A, real estate, energy and projects, economic law, insurance and transportation, contract enforcement and labour related. The firm has, also, developed specific expertise in energy and infrastructure projects, acting for energy industry entities, in the renewable energy sector. Our staff play a major role in the success of our firm. This is due to our teams of dynamic, responsive and rigorous collaborators that the firm can grow and continue to grow. Our teams make it a point of honour to respond, as close as possible to the requirements of the clients, and within the timeframe set by them. We are fully aware that our clients have to make strategic decisions, often in an emergency, and that they depend on our advice, provided on time. A multidisciplinary approach that allows us to offer our clients a very diversified range of skills, which we constantly enrich, thanks to the opening of new activity departments and the hiring of employees to high level training and skills. This allows our clients to find, with a single interlocutor, the answer to the majority of their needs in legal assistance, in advice as well as in litigation. This approach, which secures and reassures the clients, allows us to retain our clients for many years. The majority of them are clients of the firm since their establishment in Morocco. What sets us apart Constant innovation and adaptation to clients’ needs and market developments are the two main factors that set us apart from our competitors. For example, as the crisis has generated new needs for our clients, the firm has improved its expertise in providing legal assistance for legal, tax, and social restructuring. The firm has also expanded its international network by cooperating with new networks of firms’ business leading lawyers. Again, and in order to support the changing needs of our clients and to better defend their interests, the firm has participated, as a founding member, to the
A Stimulating Challenge
launching, on May 22, 2013, in New York, of the International Financial Litigation. This is going to be an association of lawyers that work in law firms, banks and financial institutions to coordinate some kind of joint proposals to recover and strength confidence in financial institutions. Plans for the future We plan to continue to develop our ‘real estate law’ department and our ‘project financing and PPP’ department. These sectors of activity are growth sectors for the Moroccan economy and are developing very strongly, thanks to the large investment projects launched in Morocco during the last decade (Port of Tangier Med 2, solar power stations, wind power stations...). Our last words will be for Morocco where we encourage foreign investors to come. Thanks to its strategic geographical position, 14 km from Europe, and its historical and excellent relationship with West Africa countries, Morocco is a regional hub for investment. With the signing of several free-trade agreements (with European Union, USA, Turkey, Egypt, Jordan and Tunisia, WAEMU) Morocco also offers access to a market of 55 countries representing more than 1 billion consumers and 60% of world GDP. Moreover, there are many benefits, both in terms of competitiveness, with a low salary level, the average salary standing at around 237 USD / month, low tax rates, and stability of macroeconomic performances, with an average growth rate of 4.7% over the period 2001-2013. Foreign investors can also benefit from a set of mechanisms put in place to increase competition and transparency as the simplification of administrative procedures for businesses, and the strengthening of the business law framework (law on competition and free pricing, law on economic interest groups, law on industrial and intellectual property. In parallel, financial markets have been modernised. The Business Environment National Committee and the Central Authority on the Prevention of Corruption have been created to improve the business climate.
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Spectrum Partners, LLC is a full service Enterprise Information Technology Management and Consulting Firm providing a wide range of technology solutions. Our firm serves as a trusted advisor for all Enterprise Information Technology needs and with the capability to assess, design, deploy, operate, and maintain data, voice, video, and converged technologies seamlessly within wired and wireless infrastructures. Our key differentiator is ensuring product and system interoperability with a focus on Certification and Accreditation (C&A). Our strategic relationships with the industry’s best of breed providers position us to objectively recommend services that best match the needs of our customers.
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Adaptation to a Changing International Environment FD160084
Company: Senat MEA Management Consultancy Address: Concord Tower, Office 2714, Dubai Media City, Dubai, United Arab Emirates Phone: +971 4425 3533 Fax: +971 4426 7443 Email: info@senat-management.com Web: www.senat-management.com
Adaptation to a Changing International Environment First of all, we are honoured to have received this award, which we feel that our competencies have earned us.
he main challenge, which we had to overcome in order to receive this award is definitely adapting to a changing international environment. Our focus is on remaining flexible, professional and proactive.
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Our services and expertise support us in this regard. We are an international company in Dubai with a clientele from Europe pursuing business in the Middle and Far East regions for clients in these areas, moving towards Europe on a corporate level. International corporate services, management consulting and project management, including the development of start-ups, are the areas in which we have been and are focusing on today.
In regards to attracting talent, we rely on our international network and contacts we have worldwide in order to find them and also get found by them. As corporate and tax lawyers, we see the world changing on a legislative level. These changes are influenced by many factors and globalisation is one of them. This rapidly changing environment is one of the biggest challenges of all. However, a long presence in the market has given us a large international network of individuals in the audit, tax and corporate law and accounting professions.
“Looking at the overall situation in the world today, our plan is that we want to be prepared for potential recessions effectively, as a firm that values our networks and strives to find the best possible solution for the clients we serve.�
As a boutique consulting company, our network is one of our greatest strengths and this is one that we are proud of. Having had a presence in the UAE since 1984 and indeed a very diverse team in place, we are able to provide support to our clients in a variety of fields, making connections, where connections need to be made.
Our client base includes business professionals and entrepreneurs active in the areas of education, healthcare, IT software and security and personal security.
Looking at the overall situation in the world today, our plan for the future is to be prepared for potential recessions effectively as a firm, that values its network and strives to find the best possible solution for each individual client.
For us, a successful client relationship is based on trust, communication and understanding. We believe in long-standing relationships to provide our clients with the best possible service. To provide this, we interact in our company across all sectors with ease. Being located in Dubai, one of the world’s most international cities we have a rich cultural and professional background. This translates into a diverse company culture where tolerance and respect is the most important aspect in order to achieve our goals.
This leads to a very rewarding environment to work in. The most rewarding aspect of working in the legal profession is to help our clients navigate the legal framework of every business case in a successful manner.
The last two years have brought developments that not many could have foreseen, thus our objective is to adapt to any future changes as rapidly as possible. Having said that, we do expect more changes to come in the regional and international legal market in the future.
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Company: The ECU Group PLC Name: Michael Petley - Chief Investment Officer Nick Bolton - Head of Institutional Services Jessica Scott - Head of Global Macro Research & Advisory Services Email: enquiries@ecugroup.com Web: www.ecugroup.com Address: 100 Brompton Road, London SW3 1ER Phone: +44 (0)20 7399 4600
Calibre, Dedication and Professionalism Being named Most Outstanding Global Macro Research & Advisory Investment Firm is no mean feat. Michael Petley tells us more about The ECU Group and what makes it so successful. ounded in 1988, The ECU Group plc (“ECU”) is one of the UK’s leading global macro advisory and currency management firms. We are proud to have been named “Most Outstanding Global Macro Research & Advisory Investment Firm.” This accolade is testament to our long term performance and the calibre, dedication and professionalism of our Global Macro Advisory Team and their supporting staff.
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ECU’s Global Macro Research & Advisory Team is chaired by Michael Petley and includes Stephen Jen and Fatih Yilmaz (Global Macro & Currency Strategy Investment Advisers), Neil Staines (ECU’s Head of Trading), Professor Charles Goodhart, CBE, (Economic & Central Bank Policy Adviser) George Magnus (Senior Economic Adviser), Neil MacKinnon (Global Macro Strategy Adviser), Kit Juckes (Senior FX & Fixed Income Adviser), Robin Griffiths (Chief Technical Strategist) and Simon Hunt (Commodity Adviser).
“Bottom Line: We believe that we now have one of the clearest and most significant macroeconomic movements in the making.” For 28 years, ECU’s commitment to deliver superior investment performance, quality research and analysis and sound investment advice has enabled the company to navigate clients through many differing economic cycles, both positive and negative, providing them with continuity and reassurance in an ever changing investment world. What sets ECU apart is the importance we place on managing currency debt. We believe currency assets and liabilities have equal significance in a balance sheet and should be given equal attention. From a currency risk management perspective, ECU has outperformed its benchmarks by an average of 3% per annum since inception in 1988. In absolute terms, ECU has generated solid risk adjusted returns and turned liabilities into assets, simply by utilising major trends in the currency markets as a means of dissolving debt and saving interest. ECU’s Global Macro Research & Advisory team has made a number of major calls over the past three decades, including, in 1992, sterling’s withdrawal from the ERM, in 2000 the bursting of the ‘dotcom’ bubble and predicting that Nasdaq would
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halve in value, in 2007 the US housing decline and Sub-Prime Mortgage Crisis to prompt a US recession and banking crisis, in 2008 the precipitous price declines in global equities and commodities (including a 25% fall in gold prices), in 2013 a 12% slump in EURGBP within two years and, not least prior to the referendum in 2016 the UK vote to leave the EU and the ensuing and precipitous drop in GBP, as well as the likelihood of a Trump victory. Do we always get it right? No, of course not, but we do have a long track record of getting the big picture right significantly more often than not and of diligently, and successfully, mitigating the majority of the downside risk when markets move against us. In today’s economic environment the need for a professional, all-encompassing investment strategy is more prevalent than ever. Our global macro “big picture” investment philosophy, methodology and process are central to our ability to provide all our clients with a structurally sound and well balanced global investment roadmap in order to optimise investment returns on a fully risk and currency adjusted basis. Our entire investment approach is based upon an ever adjusting balance of key considerations, in line with the changing financial and economic landscape. It is with these building blocks that we have evolved from focussing purely on currency risk management mandates to becoming a multi-faceted research and advisory firm, creating modern investment solutions to suit prevailing market challenges. Whilst we draw on a full range of investment principles and methodologies, we maintain, as distinct from many, an overriding discretionary control over our global macro and currency management programmes. We believe that the progressive, hands on engagement of our investment process by high calibre and fully accountable investment professionals, subject to appropriate risk management protocols, is preferable to a number of rigid or systematic processes which have become increasingly susceptible to swift over-replication and market exploitation. On balance, the increasing potential for major unforeseen events in the world today points us to a preference for knowledge and experience, underpinned by a deep understanding of markets, over automation. At heart, we are very much a “people business” driven by a collective will to perform, something which is reflected in whom we deal with and the systems we deploy.
Calibre, Dedication and Professionalism
With today’s significant global economic, political and social challenges, the importance of credible knowledge and experience should not be underestimated. After all, the financial landscape has changed markedly over recent years. Central banks have been engaging in ever more unconventional and untested policy tools. Policy short-termism has become a global disease.
After a quarter of a century of refinement and the evolution of technological systems, we have been able to develop some of the most versatile global macro and multi-currency products and services ever witnessed in the financial arena, giving international trading companies, investors and borrowers alike the opportunity of using the world’s largest financial market to their distinct advantage.
Bold and dramatic policy measures (be they excessive quantitative easing or currency intervention) have created a false, fractious and unbalanced marketplace. Whilst the benefits of many of these measures are front-loaded, the costs will, no doubt, be back-loaded. The central banker’s role seems to have changed, radically. Traditionally tasked with setting the rules, they now seem to be playing the game at the same time.
In 2015/6, ECU provided the economic insights for Change, or Go – an authoritative 1,032 page all-encompassing research publication (serialised by the Daily Telegraph), that demonstrated why the EU needed to change and concluded how and why Britain would otherwise be better off leaving an unreformed EU. Unlike the copious amounts of sensational, but highly inaccurate, claims subjected upon us all by both sides of this debate during the Referendum campaign, these economic inputs were based on hard facts and inescapable financial, economic, social and political realities and trends.
In steering through this new financial and economic world order, one requires not just an understanding of the world macro-economic backdrop, but a recognition and capturing of the key driving forces (be they financial, economic, political or social) and turning points. At ECU, we are driven by high calibre research inputs. In determining our global macro strategy, we draw upon the breadth and experience of our Global Macro Research & Advisory Team, members of which contribute their considerable experience, expertise and independent views from each of their own specialist focal points (be they monetary policy, economics, technical analysis, international politics, market intelligence or trading and execution) to assist us in developing a balanced and informed high level investment roadmap. Individual members of the committee are highly regarded in the investment industry and are advisers to a number of the world’s largest fund managers, sovereign wealth funds, central banks and governments. The Global Macro Research & Advisory Team’s high level process helps ECU to formulate its “big picture” global investment roadmap from which all the company’s products and services derive their individual bearings. At ECU, we have drawn together both the people and the products to work with our clients, in partnership, to help steer them through a very different economic and political world order.
Without a doubt, the long term ramifications of both the Brexit vote and Trump victory are deeply profound and cannot be underestimated. Indeed, they will, no doubt, be recorded in history as truly defining moments. What now lies ahead is potentially one of the biggest and clearest long term currency prospects of a generation. Factor one: Over the next 5-7 years, there is an overwhelming balance of probability that monetary union in Europe, as we know it today, will fail. We consider this an inescapable conclusion. We have specialised in the euro and EMU since its conception, through to its introduction and throughout its evolution ever since. Its construct was and remains to this day deeply flawed, driven by political expediency, and not economic, financial or social reality. It is wholly unstable, divergent and unquestionably to our thinking and analysis, from every objective angle, utterly unsustainable. Its trajectory towards disintegration remains clear for all to see.
Factor Two: Over the next generation, for a whole host of contributory factors (underpinned by powerful global economic, demographic, (geo) political and social trends, together with important advances in technology), we believe that the UK’s wider economy will ultimately thrive outside of the EU. As such, whilst there will be much political posturing and media fanfare, we consider many of the market’s present longer term misgivings on life for the UK economy after Brexit to be dubious, unsupported by credible evidence or historical example and/or simply flawed. Regardless, such misgivings are almost certainly overdone. The UK economy is highly likely to outperform the Eurozone as a whole for as long as the EU and Economic and Monetary Union within Europe, as we know it, exist. The prospect of one of G7’s top performing economy retaining the weakest currency status indefinitely is neither realistic nor likely. In short: Not only will sterling, in our opinion, meanrevert over the coming years from its present (and excessive) undervaluation, but, within say 10 to 15 years, we see it becoming one of the strongest currencies of all (most likely attracting a safe-haven status at certain junctures of European turmoil). Against the euro, we deem this recovery and subsequent strengthening is likely to be significant and, at times, unremitting. Bottom Line: We believe that we now have one of the clearest and most significant macroeconomic movements in the making. The currency implications will be significant and, at times, unremitting. Consequently, UK companies and investment managers alike should seek to implement strategies that will serve to protect their businesses and/or clients against the potential losses that such an outcome may generate for them, or to strategically position themselves in any manner of ways in which they can profit as a consequence of such eminently foreseeable events unfolding.
To preserve one’s wealth over time, consideration needs to be given to the best long-term currency strategy. The global economy and financial markets have undergone dramatic changes over recent years. Actions and reactions have culminated in the single largest financial and economic crisis since the Great Depression. At the same time, longer term structural changes (e.g. globalisation, technological advancements, demographics and the geopolitical balance of power) are taking place which will exert persistent pressures on economies and financial markets, especially currencies. The resultant opportunity for profit and loss over coming years is likely to be considerable. It is our profound belief that global investors face growing investment challenges brought on by a marked increase in market volatility going forward. Accordingly, a competent and effective currency risk management strategy is more important now than ever before. Acquisition International - March 2017 37
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Company: Tongue Tied (Jersey) Contact: John Shouler, Director Phone: +44 (0) 1534 735505 +44 (0) 1273 419999 Email: john@tongue-tied.je Twitter: @TongueTied0 Web: www.tongue-tied.je
Leading Lights in Language Translation Tongue Tied is an innovative and dynamic translation services provider which draws on over 28 years’ experience providing its creative solutions to corporate clients around the world. We invited Director John Shouler to talk us through the firm and share the secrets behind its success.
stablished 1989 in East Sussex UK and started life by just offering translation services, but over the years Tongue Tied gradually grew into the company it is today. This growth saw the firm expand to three offices across the UK, a technical translation agency and an office in Ohio, USA. Now with over 500 clients, including many notable companies, Tongue Tied have the resources to complete any form of translation; its 4000+ translators each specialise in individual market sectors, guaranteeing its clients the very highest quality of service.
BAE. Other Franchises were moderately successful and an office was also opened in Ohio, U.S.A. The company retains that office and Tongue Tied Manchester is now the most successful of all the Franchises which has now been joined by a new franchise, Tongue Tied South East.
Both face to face and telephone interpreting were added in 1990, followed in later years by typesetting into every known software platform and Print, both lithograph and Digital. Tongue Tied also offer complete conference facilities including sound booths, roving microphones Etc. so the company can organize a complete conference anywhere in the world providing both the interpreters and the equipment.
“As much of our work has transitioned into the conference and events arena, it is a natural progression that we build a full-service event management capability. Tongue Tied Events has put together a team of conference and event professionals with years of experience and creative delivery in the industry.”
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In the late nineties Tongue Tied began franchising its business with mixed success. Tongue Tied Kent and Tongue Tied Bristol were very successful and the directors of Tongue Tied Kent retired a few years later and Tongue Tied Bristol was bought by
Most recently the firm has branched out into full event management and conference production as an addition to its translation services. Tongue Tied Events Managing Director John Shouler, explained the move.
Tongue Tied Events is unveiled to the public in the form of this new event management brand. The launch brings together every element of Tongue Tied’s unique qualities; knowledge and experience of the global events market, with a new team that provides creative conference production and full event management services. We have a global presence, flexibility and a positive attitude making Tongue Tied Events a great company to work with. A company that delivers full event solutions designed for the individual needs of worldwide companies. Tongue Tied Events are using our 28 years of international experience of delivering to the conference and events market, and providing ingenious solutions to everyday events and challenges. Leading the team is Mark Pepler, with 20 years’ experience in event management, working both on the client and agency side. Excited by the new opportunity, Mark said of his move; “Tongue Tied Events is a great team of highly experienced and talented staff. Tongue Tied has an exceptional list of clients that know and trust the brand, combined with this new experienced events team we have in place, we are very excited by the future. We are focused on injecting fresh thinking, vibrancy and imagination into the MICE industry.” What truly sets the firm apart is its global reach and vast experience supporting clients internationally, as John is eager to emphasise.
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Leading Lights in Language Translation
“With offices in Jersey, Brighton, London, the Middle East and Asia, we have extensive experience of the global market. This is what sets Tongue Tied Events apart, our wealth of international event experience combined with inspiring creativity. Together, these qualities provide innovative solutions that genuinely work.” Moving forward, John is excited for the future as he discusses how this latest venture will bring Tongue Tied a number of great opportunities for growth and further success. “Looking ahead, the events industry is growing and with our in-house design and production capability we have a really exciting offering that can provide international and domestic clients with flexible and innovative solutions for a variety of events and conferences.”
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Cool Solutions Company: AGRO Merchants Group Name: Jan Harthoorn Email: info@agromerchants.com Web: www.agromerchants.com Address: Nijverheidsweg 64 3771ME Barneveld The Netherlands Phone: +44 7823 353 041
AGRO Merchants Group, recent recipient of the Cold Chain Excellence award, was established in 2013 as a network of mostly family businesses providing leading-edge cold chain solutions for perishable goods on a global basis. ince 2013, AGRO has expanded to ten countries around Europe, North America, Latin America and Asia Pacific. The company currently operates 60 facilities. Thanks to their rapid growth and geographic spread the company is now one of the top global providers of 3rd party cold storage and logistics solutions.
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“We invest in modern assets, industry-leading technologies and value-added service offerings to ensure the highest quality supply chain management standards in the industry.” says Jan Harthoorn, Vice-President Strategic Development Europe at AGRO Merchants Group. Global solutions In addition to refrigerated storage and logistics, the group provides additional integrated value-added services in each of its branches. Flexible services such as packaging, import/export management, QC inspections, customs services and transport are part of the deal for the Group’s customers. “Our customers benefit from a flexible range of integrated services and point-to-point solutions across the globe, and all under one roof. Our company mainly consists of family businesses, which have been operating locally for generations. They have a lot of expertise and they know the local market very well.” says Harthoorn.
Ambitious expansion plans The end of year 2016 marked the entrance of AGRO into a new global region – Asia Pacific. The company added Doboy Cold Stores in Brisbane, one of the most successful cold storage and logistics companies in Australia, to their network. The company has aggressive global market expansion plans for 2017 as well. “We are planning to enter two new countries in the first half of the year.” Harthoorn shared. Customers first “Working closely with our customers enables us to have a proper insight into their market position and potential gaps in operations and/or services that AGRO can fill to deliver the service they need to be a market leader in their business and industry.” The group works very closely with food processors, traders, food service and retailers. From single services to end-to-end solutions, AGRO can customise solutions to fit into their clients’ operations. Addressing industry trends Outsourcing of non-core activities such as seasonal packaging services or freezing/tempering services has been a trend for the past few years. Also, programmes that are non-standard are being handed over to 3rd party service providers such as AGRO Merchants Group. The cold storage and logistics industry is very fragmented and due to the trend of globalisation, food processors, traders, food service and retailers require a strong global logistics partner. AGRO addresses this need by leading a dialogue with their clients and investing into strategic locations, which help them to support their existing and potential customer base in their growth strategies. When AGRO sees an opportunity emerging, they leverage their market intelligence to help their customers succeed. Sustainability Another important trend in the logistics industry is the increasing emphasis on sustainability. CO2 emissions, energy-saving, loss prevention are areas in particular, where effective cold chain solutions can make a huge difference. AGRO Merchants Group is one of the largest networks of cold storage and logistics companies worldwide. As a global organisation, they have a great impact and sustainable solutions are an essential part of their business strategy.
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Cool Solutions
“As a global organisation, we have an obligation to protect the environment we operate in.” Their projects are specifically designed to obtain high ratings for sustainability through state-of-theart efficient buildings and handling, storage and packaging processes that preserve product quality to the maximum. Innovations like mobile pallet racking systems, LED lighting and solar systems enable the company to save vast amounts of energy in their warehouses all over the world.
The company’s strategic investments in portproximate locations is especially important in terms of CO2 reduction from road transport movements. Another important component of the AGRO’s sustainability focus is employee satisfaction. “Our employees are the key to our success and we want to create the best possible working environment for them that we can.” Harthoorn explains.
AGRO also implemented sustainable measures in their brand new 18,000-pallet-space cold store in Rotterdam - Maasvlakte, their expanded facilities in Rotterdam – Westland and Algeciras in Spain.
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Financial Advisory Services for Success KLC is a leading Chinese accounting practice operating in Hong Kong. We profile the firm to explore the secrets behind its success, following their being selected to receive the Small Business Achievement Award (Hong Kong).
Company: KLC Corporate Advisory and Recovery Limited Address: 5/F, Ho Lee Commercial Building, 38-44 D’Aguilar Street, Central, Hong Kong Phone: (852) 2868 3330 Email: enquiry@klccpa.com Web: www.klccpa.com
Above: Mr. Kennic L. H. Lui BCom (NZ), CAANZ, FCPA (Practising) (HK), ACA (England and Wales), CFE (US) Founder and Senior Managing Director of KLC Corporate Advisory and Recovery Limited
ince its inception in 1985, KLC has grown from a small CPA practice firm with two staff, into a dynamic and recognized professional firm with 8 directors and principals and with around 60 staff including over 25 professionally qualified personnel, that prides itself on high quality and personal services.
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The firm has gained recognition across Hong Kong and China for its forensic accounting, corporate recovery and restructuring and financial advisory services. In addition, KLC also offers a comprehensive range of other services including due diligence and assurance; internal control reviews; taxation; and company secretarial services. KLC has been qualified and admitted to the Administrative Panel of Insolvency Practitioners for Court Winding-Up (APIPCW) established by Official Receiver’s Office since inception in 1996. There were 13 firms on the APIPCW list when it was established in 1996 and 14 firms are listed currently. KLC has had numerous appointments in Liquidation and/or Receivership cases for insolvent companies operating in Hong Kong, PRC, Korea and US. In its services of Corporate Recovery/ Restructuring, KLC assists clients survive financial stress to return to profitable operations. Advice includes corporate restructuring; debt restructuring; and selling all or part of the business as a going concern; or develop plans to protect the rights of all stakeholders and aid financial recovery. Services include inter-alia: adjudication; asset recovery; bankruptcy; business and asset realisation; business and solvency reviews; corporate insolvency; corporate rescue and restructuring; creditors’ claims and receiverships. In the forensic accounting area, KLC has investigative vigour and accounting expertise, enabling the firm to discover facts and report complex financial issues to litigants, counsel, judges and juries. KLC specialists examine business records, reconstruct books and rigorously interview relevant parties. Through the dedication and expertise of its staff, the firm is able to uncover facts to determine whether financial fault or misdemeanours occurred; how long it has existed; how it was concealed; and the financial impact of these. KLC are also able to quantify losses from fraud, assisting strategic recovery, litigation and insurance claims. One notable case involved missing assets of a complex network of companies operating in Hong Kong, USA and Taiwan. KLC provided services in Forensic Accounting, Investigation and as Witness on missing assets. As a result of the firm’s hard
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work and tenacity their client was awarded return of USD 400-500 million of assets by the courts in 2012. Another key sector in which the firm excels is litigation support. Their investigation and dispute services team offers specialist litigation services in cases of fraud occurring due to improper conduct of fiduciary responsibilities. As part of its service offering, KLC makes a thorough analysis of cases and detailed investigation whilst maintaining absolute confidentiality for the client’s protection. KLC guides clients and legal counsel through all phases of cases by providing informed analysis with quantification of potential damages, and provides independent advice on all financial issues. KLC focuses on offering advice or expert witness testimony; asset tracing, retrieval and realization; business and accounting record reconstruction; business and asset valuations; contract disputes and insurance claims; damage or loss determination; director’s and auditor’s negligence cases; marital dissolution matters; money laundering investigations; as well as solvency reports. Through its work in these areas KLC has been involved in a many notable cases, which have required the company to trace and recover assets, and investigate complicated commercial disputes involving corporate fraud and matrimonial dealings. In the Corporate Finance and Due Diligence services provided, KLC’s experienced team has strong relationships in HK/PRC and other Asian markets with wide ranging expertise to assist clients in areas such as determining appropriate funding requirements. KLC is keen to offer tailormade solutions to achieve business objectives. KLC services include inter -alia: pre-financing due diligence; post mandate due diligence and documentation; targets markets / customers; fund raising road show and overall management; due diligence; pre-IPO restructuring; business plans; recommend strategic and/ or financial investors/ sponsors/ directors. Lastly, a great additional strength of KLC is in its affiliate network. In 32 years of operation given the necessity to deal with and meet cross border businesses, KLC has established a close-knit Asian network in 11 countries (Australia, Cambodia, Japan, Korea, Laos, Malaysia, New Zealand, Philippines, Singapore, Thailand and Vietnam) with over 70 offices covering more than 70 cities, excluding Greater China. In Greater China, KLC has an exceptionally strong network with formal associates providing innovative solutions to its clients. KLC’s extensive China network brings together over 4,000 professional staff, including over 1,500 CICPAs, throughout 59 cities.
Financial Advisory Services for Success
Ultimately it is this dogged determination, commitment to client service, and overall focus on providing excellent services, that has led KLC to the success it enjoys today. And looking forward, the firm will continue to ensure it offers this superior quality service to all its clients in order to build upon its current success.
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Company: Maverick Trading Name: Jon Frohlich Email: support@ mavericktrading.com Web: www.mavericktrading.com www.maverickfx.com
Maverick Trading: The Top Winner in a Brutal Industry Proprietary trading is making a comeback and Maverick Trading is leading the way according to the staff of Maverick Trading in a special article. Maverick Trading recently achieved the status of the Most Outstanding Proprietary Trading Firm, as part of the 2016 Global Excellence Awards. roprietary trading saw its pinnacle in the late 1990s, logically coinciding with that decade’s dot.com boom. Back then, the side-hustle du jour was to collect a little capital, open an online brokerage account, and trade during down time at a day job with visions of early retirement and champagne-fueled vacations. Everyone was making money. How hard could it be?
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Proprietary trading firms (or prop firms in the parlance) sprang up in all corners. Small and midsize brokers who were previously struggling to attract high net worth clients in traditional brokerage relationships were re-branding themselves as prop firms, attracting retail traders with a modicum of capital and offering leverage and execution speed. Commission revenue poured in as day trading took off. Everyone was making money.
“We routinely get traders from other firms who come to us and are blown over by the extent of the training and support they receive.” Sadly, as with every bubble from tulip bulbs to flipping houses, the dot.com bust brutalised both the concept of a retail trader as well as the prop firms that built their business models on those traders. By some estimates, well over 90% of prop firms in operation in 2000 either closed their doors or transitioned back to boutique brokerage services. The concept of an everyman retail trader with a shot at beating the market returns was replaced with despair, ennui, and a return to traditional mutual fund investing. Not so with Maverick Trading. Indeed, Maverick Trading has not only survived, but thrived. Founded in 1997, the past 20 years has seen the firm grow from a local prop firm in Salt Lake City, Utah, with less than 10 traders, into a recognised powerhouse within the prop trading industry. As all its traders are remote, Maverick Trading has
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a global footprint with traders on all six populated continents. This allows the firm to source talent without geographic constraint and without the unnecessary expenses of brick-and-mortar locations. Maverick’s success and growth is directly attributable to its business model. Unlike traditional prop firms, Maverick Trading is not a broker-dealer. At first glance, this difference shouldn’t appear to be the driving force behind the firm’s success, but it directly drives the firm’s focus and structure. With cursory investigation, this difference in business model provides stark contrast between Maverick Trading and other prop firms. The reason that the vast majority of prop firms outside of Maverick are broker-dealers is that these firms receive commission rebates from the exchanges. The mere act of a trader at one of these firms executing a trade is a profit center. Consequently, the firms are motivated to force their traders to trade often and in volume. As the traditional firms are motivated by the revenue stream from commissions, this forces their traders to trade every day, often through mandated exchanges and in mandated companies. This immediately puts the traders at a disadvantage as some trading days are not conducive to a particular issue making a tradable move. When viewed from this aspect, an individual trader’s profitability takes a backseat to the commissions generated. Profits from the trade itself become a wholly secondary concern to the prop firm. In addition to business disadvantages traders endure at traditional prop firms, because the firms themselves are broker-dealers or hold seats on exchanges, traders are often required to undergo testing for either FINRA Series 7 or Series 56 licensure. One trader interviewed under the condition of anonymity stated bluntly, “This is solely a function of my firm being a broker. Let’s face it: a Series 7 is designed to keep a broker out of jail. Passing the Seven doesn’t make someone a good trader.” Maverick Trading stood the traditional business model on its head. By eschewing commission
Maverick Trading: The Top Winner in a Brutal Industry
rebates, Maverick is able to tailor every aspect of its business toward its traders making profitable trades. This is a logical, but unfortunately novel concept among traditional prop firms. Becoming a trader at Maverick Trading is not an inconsequential affair. Traders are required to complete a series of steps introducing them to the firm, its focus, an overview of its trading methodology and risk management philosophy, and its culture. Candidate traders that exhibit promise and tenacity are then interviewed, often multiple times, by the firm’s team of recruiters. In another contrast to many prop firms, Maverick’s recruiters are active and experienced traders themselves. Darren Fischer, Head Recruiter at Maverick Trading was quoted as saying, “Our entire recruiting process is specifically designed to weed out people who either aren’t suited to trading with us or aren’t serious about investing the time and energy it takes to become a professional trader. Overall, our acceptance rate runs between three and five percent of applicants. Prior trading experience is far less important to us than a demonstrated commitment to the firm’s principles and philosophy. This bears itself out in our retention rate.” Maverick’s retention rate among its traders appears to be the highest in the industry, exceeding 90 percent retention yearly. When asked about the firm’s retention, Fischer replied, “People come to us because we make money. They only stay with us if they make money.” Indeed, Maverick Trading has a proven track record in generating profits, even in adverse market conditions. Since the last major market top, as considered from January 2008 through present, the firm’s Options Division portfolio has generated in excess of 600 points of alpha (defined as performance compared to the S&P 500 Index).
These returns beg the question of how Maverick Trading has been able to achieve such performance on such a consistent basis. When asked, Robb Reinhold, CEO and Head Trader at Maverick responded, “Are you talking strategically (at the firm level) or tactically (at the trader level)? If you’re talking strategically, we use a top-down approach coupled with multi-level risk management and use options almost exclusively. If you’re talking tactically, it comes down to our traders. At that level, I’d say you’re looking at several factors: the selectivity we exercise in bringing traders on board, the training we provide, the ongoing support we offer, access to significant capital, and the supportive and collaborative culture of the firm as a whole. It becomes a five-legged stool. As odd as a five-legged stool sounds, if you remove one of the legs, performance suffers significantly. Most traditional prop firms just talk about access to capital, which is a one-legged stool that is bound to tip over at some point.” Reinhold’s comments are borne out in an examination of the firm’s operations. Traders new to Maverick Trading are required to complete the firm’s in-house training program, regardless of experience, which can typically range from a minimum of two months to six months for someone new to the industry. Maverick’s COO, Jon Frohlich talked about the firm’s training programs. “It doesn’t matter if you’re talking Options or FX Divisions. In either, you’re essentially looking at a graduate level syllabus in how to trade those particular instruments. We routinely get traders from other firms who come to us and are blown over by the extent of the training and support they receive. We’ve actually had a couple hedge funds send traders to us to see what we’re doing, looking to adopt aspects of our methods and risk management into their own portfolios.”
Not content with a bolus of initial training, Maverick invests extensive resources in ongoing support to its traders. Traders meet several times weekly via webinar, receive market commentary, live trade alerts as the firm’s portfolio enters or exits a trade, as well as access to individual coaching. We caught up with Joe Jensen, Maverick’s Head of Coaching, as he was in between calls with traders. “Everyone needs coaching at some point in time. We’re all going to hit rough patches or want advice on how to handle a situation. All our traders are remote, but we tell them that if they ever feel alone, they need to pick up the phone and talk to someone. The last thing we want is for someone to be in a situation they don’t know how to get out of and to suffer in silence.” The future for Maverick Trading looks bright both near- and long-term. Maverick’s management states that it has more than adequate capital to double the number of traders, but that growth will remain measured to ensure traders receive the proper support necessary to succeed. On the drawing board are preliminary expansion plans to either the UK or Australia to meet the demand for retail FX trading as well as American-style options trading. The prop industry may never reach the zenith in pure numbers that it achieved in the late 1990s, but for a select group of traders at Maverick Trading, the dreams the prop industry promised back then are alive and well now and in the future.
Not satisfied with its prior concentration in options, the firm opened an FX Division in 2009 specifically for trading foreign currencies. The firm’s target returns for its FX Division are a standard 2,400 pips (price interest point; measure of price movement in currency exchange rates) yearly, with the FX portfolio routinely exceeding this goal. In 2016, Maverick’s FX portfolio returned nearly 3,000 pips profit.
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A Royal Move Company: Royal Dutch Movers De Gruijter & Co. Name: Florine Eikenaar Email: info@degruijter.nl Web: www.degruijter.nl Address: A. van Leeuwenhoekweg 50, P.O. Box 354, 2400 AJ Alphen a/d Rijn, The Netherlands Phone: +31 (0)71-5899313
With its royal title, Royal De Gruijter & Co is committed to providing the best possible service to clients in order to maintain its highly successful track record. oyal De Gruijter & Co, is an international moving company that strives to offer excellence in all aspects of its service, be it international or domestic, within Holland. The firm attaches great importance to quality, in keeping with the obligations that its ‘royal’ title brings. Its customers are assured of a personal service, provided by staff who are driven by a passion for their profession and maintain the very highest level of integrity.
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“We strive to minimise the inherent stress which accompanies almost any move,” explains Florine Eikenaar of Royal De Gruijter. “Our company was bestowed the ‘royal’ title in 1920, but still we work hard every day, nearly 100 years later, to be the best Dutch moving and transport company you can choose.”
and appeals to a target group who requires specialist expertise, focus and dedication, and who accordingly can appreciate these qualities. Relocations, orchestral tours and art transport demand know-how, discretion and ingenuity. It is with great pride and dedication that the Royal De Gruijter staff provide these services. “Our unique mindset and professional expertise, together with the full range of environmentally responsible materials we use, ensure sustainable, long-term relationships with our clients.” Whether a relocation requirement relates to a single employee, or the goal is to outsource all international staff moves, De Gruijter & Co. can offer superior quality and professional, efficient support when relocating employees abroad. The firm’s key values are simple.
“Empathy, reliability and service are our trademark. We provide you with top service. Your satisfaction is the crowning glory of our work.” Soon after the company was founded in 1881, De Gruijter was given the task of moving the court of King Willem III from The Hague to Het Loo Palace. This was its first ‘royal’ assignment but certainly not the last. Other members of the royal family soon called upon its services. By the turn of the twentieth century Royal De Gruijter had ushered several members of the House of Orange-Nassau into their new homes, and always to their complete satisfaction. In 1920, this earned the company a very special honour in the form of a royal warrant. Henceforth, the firm would be known as ‘Royal De Gruijter’. It is a privilege bestowed on very few Dutch companies and one that brings a special responsibility for quality and service. After all, noblesse oblige! Royal De Gruijter is the pre-eminent specialist for national and international private and corporate relocations, and for logistics projects involving orchestras and museums. “Empathy, reliability and service are our trademark. We provide you with top service. Your satisfaction is the crowning glory of our work.” Royal De Gruijter has consciously and unreservedly chosen to develop the higher end of its market
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Customer focus Customers are its life blood: without them, it could not survive. By taking a proactive, flexible and innovative approach, the firm ensures the very highest standards of service and customer satisfaction. Dedication In its work, Royal De Gruijter strives to combine expertise, professionalism and dedication with a personal approach. The firm sets itself very high standards and is a perfectionist. It is constantly looking for ways in which to improve its service yet further. Integrity Royal De Gruijter always treats others in the way it would wish to be treated. The firm therefore attaches great importance to integrity, discretion and respect for society and the environment. Florine tells us more about the process and approach that Royal De Gruijter undertakes when dealing with a new client. “Your employee will be assigned a personal coordinator who will be fully responsible for taking care of his/her or their needs, from the initial pre-planning through to aftercare. We utilise sophisticated software to manage the entire process, including track-and-trace technology which allows us to know where all transport vehicles are at any given moment. “Separate from the physical moving of property, is the settling-in process. This stage of the move can often be more stressful for the employee and his
A Royal Move
family, and needs to be managed seamlessly, with empathy and expeditious service. We work closely with our sister company, GRS Relocation, to ensure your employee and family is able to acclimate as quickly as possible. In that vein, we are able to take care of common expat requests such as arranging a health club membership, car transport, cleaning services, furnishings, utilities and sourcing local schools. “In short, Royal De Gruijter & Co. and its partner network can provide the level of quality service your organisation demands.”
Customer Testimonials: “Thank you very much for the smooth move from Luxembourg to Switzerland. Family Hemelraad Reuder is perfectly satisfied with your services.
From stage to stage : Royal De Gruijter has an exclusive co operation agreement with the worldfamous Royal Concertgebouw Orchestra
I am pleased to confirm, that you can put Vistra on your list for recommendations. Thank you for your great support.” Executive Assistant Vistra Zürich AG “Just to firstly say once again many thanks for all the support in the removals from Belgium to Switzerland. It was really excellent and your team did a superb job! Thanks again,” Head of regional marketing at C&A mode AG Zurich
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Company: Mara International Consults SRL Name: Ramona Nicula Email: officemanager@ maraconsult.ro Web: www.maraconsult.ro Phone: +40257256359
One of the Most Appreciated Firms in Romania Mara International Consults SRL is an accounting and advisory company founded in 1995 in the western region of Romania. The purpose of this firm is to aid foreign investors that do business in the Romanian market and need advisors for accounting and fiscal matters, as well as a professional overview on the internal legislation context.
ver the years, due to the evergrowing needs of our clients, we have evolved and became one of the most appreciated accounting and advisory firms in Romania. We are certified by the Body of Expert and Licensed Accountants of Romania and a member of Romanian Chamber of Tax Advisors.
profits. They all seek the same service standard that Mara offers based on high standard work ethics, business insight and professional knowledge. High quality services for our clients is our main objective, helping them develop, by ensuring the best accounting, tax, human resources and legal advisory services on the market.
We are also a member of AGN International, a global association of separate and independent accounting and advisory businesses. The mission of AGN is to enable its members to support businesses and individuals with high standards, straight forward & practical business advice and local commercial know-how, wherever the need arises worldwide. Our AGN membership gives our clients access to practical business advice globally, within a structure of trusted relationships that is designed to deliver high standards at an affordable cost; an antidote to the complexity and cost of some global providers.
We are relationship focused, wise and reflective, growing along with our clients.
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Over this time, we have developed expertise in different areas, such as human resources services, tax advisory and business management. We offer financial management for each of our clients in order for them to know, at each point in their activity, the resources available, but also the indebtedness towards collaborators and state authorities, in order for the management to make timely decisions. Our clients come from different work sectors such as: agriculture, transportation services, manufacturers, furniture industry, IT, commerce, and even non-for-
Our staff here are a diverse mix of highly qualified individuals such as certified accountants, tax advisors, lawyers, human resources inspectors. We all rely on each other’s skills and knowledge in the provision of a complete package of services. It is the commitment and enthusiasm for our work that has made us into the great company that we are today. Each member of our company aims towards improving their efficiency, through continuous learning, taking specialized courses in their field of work, resulting a dynamic team, well trained, that can deal with any new challenges. We also provide an internship program for local university students, in which they are introduced to practical aspects of accounting and tax, and we help them to develop an in-depth knowledge of this field of work. In our branch of work, we are constantly facing numerous new challenges due to the ever-shifting business environment caused by the harmonisation of domestic legislation with EU legislation, but I would say that this does keep us motivated and helps us to develop ourselves as professionals in meeting the needs of our client base. In these last years, Romania has become a very attractive place to locate foreign investors’ businesses, because of its growing market and also low income taxes, such as 5% on dividend revenues and 1% on revenues for small sizes companies and 16% on profits of medium and large businesses. In terms of our vision for the future of our firm, we know that there is room for improvement, indeed we are constantly learning and working towards implementing new technology that will improve our own work and ultimately our clients.
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One of the Most Appreciated Firms in Romania
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Brain Teaser Phenomenal scientist, inventor and entrepreneur, Patricia Ann Broderick, Ph.D. founded and established Eazysense Nanotechnologies, Incorporated in New York, USA, to bring the science of sensors to the nuances and complexities of the brain. She talks to us about her nanosensing invention which is set to change the shape of medicine as we know it, following her success in winning the Prominent Women in Business USA award. r Patricia A Broderick is founder of nanotechnology company Eazysense Nanotechnologies Inc which specialises in a unique way to study diseases of the brain. The work also extends to diseases of the body and the blood.
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Name: Dr. Patricia A. Broderick. Ph.D., Medical Professor Company: Eazysense Nanotechnologies Inc., NY. NY, USA Position: Founder, President, Chief Operating Officer
“This original work is about a way to look inside the brain without opening the brain, and indeed I have invented another way, using only a minimally invasive safe surgery,” explains Patricia, speaking of her work. “Therefore, I have invented for the world a way to enter the brain without opening the brain, never conceived before.” This incredible feat became possible due to Patricia’s invention of a safe, miniature nanosensing device to image live brain neurotransmitters and neurochemicals that are responsible for diseases that originate in the brain, body and blood. These neurochemicals are driven by genetic means. “It is important to note that, although Neurology and Psychiatry are sciences that have been known for a very long time, Nanotechnology, Nanobiotechnology and sensing devices are just coming into play full force,” states Patricia. “Sensors
“It is with joy that I receive the respect of the nomination for this Businesswoman Elite Award.” are taking over the market and mark a novel course of action to discover brain disease and figure out strategies on how to treat each and every one.” Interestingly, Patricia’s miniature nanobiosensors are smaller than one human hair and are known as the BRODERICK PROBE® series of nanobiosensors, named after her father father. Critically, these nano probes allow the natural state, the diseased state and the medically treated state of the neurons in the brain to be monitored on line, in vivo, within nanoseconds, continuously videotracking the brain. These nano probes enable Personalised Medicine for each patient and each
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animal. The BRODERICK PROBE® class nine is specifically for the treatment of animals and class ten is for the treatment of patients. Patricia first entered the sector she is currently in simply to share the fruits of her labour with the industry and to reach all scientists and medical doctors, students and health care professionals to place the use of these nano probes on a fast-path to FDA approval. “We have already accomplished IRB approval from NYU Medical Center and Comprehensive Epilepsy Center, Tisch Hospital. Reaching the industry means reaching the world step-by-step, carefully and calmly. The world needs this nano probe. It can and will provide several platforms for Personalised Medicine. It will revolutionise the industry in a positive way.” Patricia was recently awarded the prestigious accolade of Most Influential Businesswoman in Science and Translational Medicine 2016 – USA & Innovation Award for Best Nano Biosensor: BRODERICK PROBE® for her extensive research and work in the jurisdiction. She stands out in her field of expertise, and from other businesswomen, due to the fact that she is not merely an accomplished scientist and professor, but also an inventor, author and teacher. She tells us more. “Not often accomplished is the fact I have earned and reached the level of full medical professor in the City University of New York School of Medicine and adjunct professor in New York University Langone Medical Center and Comprehensive Epilepsy Medical Center. I am active in every area of academic professional life. As editor and editorin-chief of several medical and scientific journals my word, my work, my knowledge and my considered judgement are accepted and respected worldwide. My family and I are so very close. My colleagues are my friends. My business associates are my friends. A dear friend just called moments ago, my friends are forever friends. Loyalty is the cornerstone of my life.” Patricia is also the President and Founder of the Broderick Brain Foundation, 501 (c) (3) not for profit foundation, named after the Broderick family. This foundation provides scholarships for students studying the brain who have reached success in publications and empirical laboratory research. It allows students, doctors and lay people to travel to spread the word of the brain and its working.
Brain Teaser
In addition to innovation and success in the laboratory and the classroom. Patricia and her colleagues have entered the clinical arena and have successfully monitored the epilepsy patient during surgery. “With the success, we have seen with this nano probe in the brain of the epilepsy patient during epilepsy surgery without scarring and without bacterial infection as studied by pathologists and immunologists in NYU Langone Medical Center, we are now entering the business arena,” Patricia embellishes. “This award, which recognised my business acumen will be a huge boost to our noble work to save lives. “It is with joy that I receive the respect of the nomination for this Businesswoman Elite Award.” Patricia’s plans for the future centre around spreading the word of her phenomenal invention and how it can truly transform the medical world. “I wish to continue to enrich students and doctors in my critical role of Professor with neither prejudice nor proselytising. I also wish to make the work of Eazysense Nanotechnologies Inc. available for use worldwide. “I intend to make the use of the BRODERICK PROBE® economical and user-friendly, and to provide success for all who use these groundbreaking nanotechnologies to help alleviate the debilitating and sad diseases of the brain. Indeed, anyone who has a brain, human or animal, is vulnerable to each and every one of these diseases. “’There go I but for the grace of God’, is not an original saying. I have made it my motto. In fact, due to a life-threatening accident, I have seen life now from both sides; I now have seen life from the side of the patient and the doctor. What a difference it makes!” Patricia has seen many challenges along her route to overwhelming success, however she has sage words of advice for those brave enough to follow in her footsteps. “This road to Full Professorship and Business Person, especially as a woman, is not an easy road to travel,” she comments. “This road has been given to me to do while I am on this earth. I did not design each and every step. I simply said “yes” to all that life has to offer each of us. Therefore, some advice I have is to first examine one’s ability to have photographic, echoic and analytic memory as well as one’s ability to use all of these at a moment’s notice. This intricate memory set is inherent is only a few some and I happen to be one of these gifted individuals and did not realise it until so many people told me of it. The accident taught me this about myself. Nonetheless, no matter what ability anyone has or has not, one must in one moment, think slowly and in the next, be quick with the answer. One must be able to hold several questions in one’s mind as one question after another is hurled and calmly answered sometimes with passion at least as much as is possible for each individual’s nature. I believe it is important to be true to oneself.
“An important part of this aspect is to know one’s self and wherever any trait is lacking, compensate for it just as the brain compensates continually. Enter into business relationships that will compensate for your deficits. I will share that a good sense of humour is imperative. My mother taught me, “there is a thin line between genius and insanity, remember, your sense of humour always”. I will also share with you, “Be willing to ask for help and be willing to help the others”, Sometimes, this may be a competitor you are helping! That is alright. There are friendly competitors. However, remember that the ability to take hurt and insults in one’s stride is imperative. I would think of Cinderella at this time and her words, “Always be kind”. I would add, “Always be thoughtful, particularly of the other person’s schedule and needs as well as one’s own needs”.
In 2016, DE-Gruyters Open. Berlin, with offices in Basel, Beijing, Boston and Munich. Press Release, Facebook, twitter, google.
“I would also add, “Always be patient” but there is a caveat in this respect. One must not be patient to the point of being abused or used. Abuse and jealousy is readily recognised. Nonetheless, we often do not know when we are being used with malice until the actions have almost gone or have indeed gone too far. When this happens, my advice is to still be kind and patient but one must move away from untrustworthy associates as quickly and as diplomatically as possible!
In 2016, Top Professional and Scientist of the Year, The International Association of Top Professionals, NY, NY, USA.
“My final piece of advice is “This road is not for the faint-hearted; be strong and strong-minded but not so strong-minded as not to be an astute listener and adherent to the advice of others”. In the end, it is one’s own well-considered judgement that matters the most.”
In 2016, USPTO, Provisional Patent, December 31, 2015. A noninvasive Photonic Sensor with Polymer Memory Transduction Using Organic and Inorganic Elements as Platforms. It was issued Serial No. 62/273,693. Registration of full patent granted in India for India.
Awards: Recent Awards Selected from many Awards for Dr. Broderick. In 2017, Prominent Women in Business, AI Global, and Corporate America, London, UK and NY, USA. Editorial with Logo on Cover, March, 2017.
In 2015, USPTO, Provisional Patent, December 31, 2015. A noninvasive Photonic Sensor with Polymer Memory Transduction Using Organic and Inorganic Elements as Platforms. It was issued Serial No. 62/273,693.
In 2017, Acquisitions International, AI Global, London, United Kingdom (UK).
In 2016, USPTO, issued, 2006, US 7,112,319, Identification, diagnosis, and treatment of neuropathologies, neurotoxicities, tumors, and brain and spinal cord injuries using microelectrodes with microvoltammetry. **Patent title is registered globally, Patent Office, India.
In 2017, Inner Circle Executives, Continental Who’s Who, LI, NY, USA, Cover Photo. In 2017, US 15,433,117, 1038-40 CIP/CON/DIV; 2-15-17, Identification, Diagnosis and Treatment of Neuropathologies, Neurotoxicities, Tumors and Brain and Spinal Cord Injuries Using Electrodes and Microvoltammetry. (CUNY & NYU, Broderick, PA & Pacia SV). In 2016 and 2017, Best Clinical Researcher in the City University of New York, Medical Professor of the Year, 2016, Corporate America and AI Global, NY, USA and London, UK. In 2016, Business Woman Elite, Most Influential Business Woman in Science and Translational Medicine, USA 2016. Innovation Award for Best Nano Biosensor, BRODERICK PROBE® and Professor of the Year, 2016, Corporate America and AI Global, NY, USA and London, UK. In 2016, Market Watch, March 24, 2016 for BRODERICK PROBE® nanobiosensors and excellence in Professorship.
In 2016, Non-Provisional Patent, the non- provisional (PCT application) was filed on December 28, 2016 and was assigned International Application No. PCT/US16/68879. (CUNY. Broderick, PA). The non-provisional (PCT application) is entitled as follows: “NONINVASIVE ELECTROACTIVE PHOTONIC PROTEIN SENSOR WITH POLYMER PHOTOVOLTAIC OPTICS FOR MEMORY TRANSDUCTION USING ORGANIC AND INORGANIC ELEMENTS AS PLATFORMS”. In 2016, The Women of Distinction Magazine, Inspire me, National Assc. Distinguished Professors, NY, NY, USA. Film-In process.
In 2016, Professional of the Year, The International Association of Who’s Who. Google_StreetInsider.com In 2016, Trademark granted, BRODERICK PROBE®. France, Germany, Spain, United Kingdom, (Italy, in process)
In 2015, Elected Vice President American Turner Association, NY Chapter, Board of Directors, USA. In 2015, National Professors of Excellence, Doctors of Excellence, Rockefeller Plaza, NY. USA. In 2015, Faculty Row, The Official Home of America’s Top Professors, NY, NY, USA. In 2015, Pinnacle Professor, a Lifetime Achievement Award from Continental Who’s Who, USA. In 2015, Expert Guest, Doctor Radio show, Live stream from NYU, Internet Radio, Sirius XM, ChanneI 81. In 2014-2015, Professor of the Year, National Association of Professional Women, LI, NY, USA In 2014, Industry Experts, National Association of Distinguished Professors, LI, NY. USA. Life Story Issued under Industry Experts Magazine, the Internet Newspaper. Covington Who’s Who.
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Company: Maasai Wanderings Ltd Contact: Donna Duggan Email: donna@ maasaiwanderings.com Address: Arusha, Tanzania Web: www.maasaiwanderings. com/maasaiwanderings/index. html
The Largest Untapped Reservoir in the World Maasai Wanderings was founded in 2005 by Naseeb Mfinanga (Tanzanian) and Donna Duggan (Australian but Tanzania resident) and has been steadily growing ever since. In a special guest article, Donna Duggan shares her insight into the safari and trekking adventures in Tanzania that the firm offers, as part of our Prominent Women in Business series. e operate safari and trekking adventures in Tanzania – focusing on wildlife viewing, landscape explorations and cultural interaction. We initially established ourselves to create an income opportunity to filter through to our school and community projects in several Maasai villages throughout northern Tanzania. From there, we have made a name for ourselves as an ethical, fair-traded and committed outfit that cares enough to take travellers on the adventure of a life time.
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Maasai Wanderings primarily focus on the English and French speaking markets, although we do have partnerships in place with Italian, Spanish and German-speaking markets. We have more recently branched out to other destinations within Africa, and Rwanda, Zimbabwe and Namibia are new hotspots for us. We are lucky to receive a high percentage of repeat clients and sometimes they want to explore more than Tanzania – so this is where we have established partnerships in these locations who have a similar vision with regards to the client services and experiences. Maasai Wanderings also own and operate Nasikia Camps, a portfolio of tented camps located in the national parks of the northern safari circuit in Tanzania.
The extent women are join boardrooms Historically in the safari business, the operations and logistics were often done by men. It was a rugged and wild job, but full of the thrill of the adventure. Women tended to play a more administrative role or that of a travelling companion. Whereas these days, I see women taking on the more gruelling tasks of logistics, staff management, tour leading, guiding, negotiations with authorities and also seeking new areas to explore. I see women and their attention to detail to be a crucial part of creating a perfectly unforgettable safari for travellers in today’s world. I can honestly say that the majority of the safari itineraries we operate are unique from one another – indeed we concentrate on listening not only to people’s budget and wish list - but also to what activities and experiences they are hoping for, the style of accommodation, type of guide, length of time they have and who they are. From this, we design an itinerary that caters for their personal needs and expectations. I don’t think that a safari can just be ‘bought off the shelf’ – I think they are on the shelf for us to get ideas but tailoring them to suit guests as individuals is so very important. Reflections on a balanced workforce It is a fact that the more women are educated - the more successful they are – this in turn leads to more successful and healthier families and futures. It is no secret that when a woman has the opportunity to learn and earn, a community benefits as a whole; health behaviours and hygiene improve, peer support and mentoring improve, communication and awareness improve, and so do goal setting and financial planning, and men are encouraged as allies and advocates. When women lead, it often comes with a nurturing affect where everyone involved moves forward in a positive manner. Women are adaptable within their role, they are natural leaders who have the endurance to problem solve with care. In the words of Hilary Clinton, ‘Women are the largest untapped reservoir in the world.’ Insight into my job role As the director of Maasai Wanderings, my role is vast and varied. I primarily focus on sales and
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The Largest Untapped Reservoir in the World
reservations for incoming travellers. However, I also play a part in staff management and training for both safari operations and our camps, community project liaison with regards to budgets and funding for building projects, financial accountability (we have a team of accountants but I am the one writing the cheques) and general supervision of the customer service aspects of trips. My husband and I both feel that it is crucial that we are involved in every aspect of the company, indeed we watch how everyone in the team interacts with colleagues, with suppliers, with clients and so on. I don’t believe that when you are a director that you can just supervise from afar; my husband gets on the ground underneath a vehicle and I sit up late at night writing menus. It is the nature of this beautiful beast. Let’s not forget - I still run our family home – I’m a mother and wife before I even get up in the morning to go to the office! The vital role of my staff Staff in my opinion are the front line, they are the bridge that links us as a company to the rest of the world – past, present and future safari-goers. First impressions mean a lot and imprint a memory, often even before the first words are spoken. We invest a lot of time and money into staff training and believe it is a crucial part of our success. It is not enough to just know facts and figures, to regurgitate statistics and smile. We need to listen to our guests, and communicate information in such a way that it is received, understood and creates a dialogue for further discussion. We have always told our team that you can’t possibly be a good guide or team player if you yourself are not a good person, good husband/wife, good father/mother and good member of the community. We have guys who have been with us right from
Day 1 – we are a working family and those families have extended their opportunities into something where their dependents are now working with the network. They might now provide fresh produce to our camps, sew car seat covers for our vehicles, supply woven baskets for storage or demonstrate their skills in professional development training.
country full of stunning natural resources (unique landscapes and wildlife), it is a country that is naturally welcoming and warm. Tanzania is building an incredible future for itself on the world stage, VAT collection assists with those goals. I predict vast improvements in Tanzania’s infrastructure and economic development this year and years ahead.
Customer feedback We are grateful to receive consistently positive feedback – and the part I like best is that it is just not a feedback about ‘the safari’. Our guests have shared some personal times and experiences with us, many of which will be told around the dinner table for years to come. The stories of a roaring lion outside their tented camp at night, the thousands of wildebeests crossing the raging rivers, the songs around the camp fire on their birthday and how they helped the Maasai lady fetch water with a donkey – these are all incredible memories and what we care to help guests create.
As tourism develops in Tanzania, I would like to see benefits filtering more through society in general. After all, the environment that we work in belongs to Tanzanians as a whole and the whole country should see the benefits. I am honoured to be married to a man who is proudly Tanzanian. Together we endeavour to develop the skills and experience of Tanzanians, making sure that we provide jobs and opportunities in country. We believe that this is pivotal to maintaining sustainable tourism ideals in Tanzania.
As you see, a lot of the feedback we receive certainly denotes what wildlife guests have viewed - how they enjoyed their accommodations and how much they enjoyed the company of their guide – but it is so much more about ‘the feeling’ of people here and participating in something incredible. Opportunities and challenges ahead We have had a few tough years with global economic crises, global health issues, global terror threats and the implementation of VAT on tourism services in Tanzania impacting heavily on our company profits. I understand many companies in Tanzania, if not Africa, have been impacted in similar ways. But let’s look at it in a positive light and use this as learning. I believe once people understand that Tanzania is geographically peaceful, it is a
In terms of development for our own company, we have several projects on the horizon for Nasikia Camps – new properties, new locations. This is exciting news for us, and also for our Maasai Wanderings team of guides. Opening minds to new experiences and ideas can only benefit all of us. I believe that we offer a truly unique product within tourism in Tanzanian – as directors we have our eye on the ball, we listen to what our clients’ needs are and we go out of our way to make sure that their safari experience exceeds all their expectations. We are two dedicated and hard-working people – there is no remotely located board, there are no investors. It is our vision, our blood, sweat and tears. We utilise our local knowledge and international experience of efficiency to really deliver a product that some people only ever thought of as a wild dream. That’s what makes us happy, safaris should be accessible.
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Intellectual Property - the Result of Human Creativity 1703AI108
Company: KETNER, Legal Consultancy, Representation and Protection, Ltd. Name: Meti Ketner, CEO Email: info@ketner.si Web: www.zascita.si Address: Tržaška cesta 134, 1000 Ljubljana, Slovenia Phone: +386 (0)51 344 655
Intellectual Property - the Result of Human Creativity KETNER Legal Consultancy, Representation and Protection Ltd. is a Slovenia based law firm that specialises in intellectual property cases. We profile the firm to find out more about the services it offers to clients following their much-deserved receiving of the Most Outstanding for Industrial Property Trademark Law Slovenia award.
ased in Slovenia, KETNER is an innovative and dynamic legal office specialising in intellectual property and focusing on industrial property, including trademarks, industrial designs, and patents, as well as providing representation in the domain name disputes.
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Under the experienced leadership of CEO Meti Ketner, and in cooperation with other highlyqualified expert partners, KETNER strives towards the enforcement, protection, and maintenance of intellectual property rights. Drawing on the vast industry expertise of Meti and her team, the firm seeks to uphold, preserve and support the IP rights of its clients throughout the corporate landscape, ensuring that they receive the solutions and services they need. Operating across a vast array of practice areas within the IP space, including trade mark protection, patents, domain names and intellectual property appraisals, the firm is able to ensure that its clients receive the service they need and provide a onestop-shop for all their IP law needs.
In the ever-digitised age it can be easy for firms to exploit digital content found online; however, KETNER understand that all intellectual property takes time to produce and has a value which should not be ignored. As such, the firm work tirelessly to ensure that its clients receive the very highest standard of IP law advice and support, and are communicated with and supported throughout the entire process. Services offered range from legal advice, preparing expert reports, and performing searches through to monitoring and other specialist support in the field of industrial property rights, as well as more niche sectors. Alongside this, KETNER also offer representation throughout the processes of acquisition, registration, maintenance, and enforcement of industrial property rights, ensuring that clients are supported and advised throughout the process. By working with clients when they first acquire the IP rights KETNER helps them to reduce legal issues later. For more serious cases, the practice also collaborates with a licensed detective agency whose experienced detectives share a combined experience spanning over 30 years to support clients in finding out if their IP rights are being breeched and their intellectual property used without their knowledge or permission. These investigations can take place on a global scale, drawing on the resources of both firms to ensure that clients’ rights are fully protected. Whilst supporting clients is of the utmost importance to the firm, it also works hard to support its peers in the IP law industry by contributing to various official papers and publications, as well as providing an informative website which offers clients and lawyers alike the chance to gain information and understanding on the finer points of IP law and share in KETNER’s knowledge and experience. Overall, KETNER’s goal is to raise awareness about the importance of intellectual property and intellectual property protection, and this will remain the firm’s ongoing focus as it looks to the future.
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The Art of Mindfulness 1703AI110
The Mahima Mindset Company: The Mahima Mindset Name: Mahima Lucille Klinge Email: mahimaklinge@gmail.com Web: www.themahimamindset.com Phone: +41 765 643 773
The Art of Mindfulness Mahima Klinge, world-renowned mindfulness mentor, tells us more about her approach and how we can all benefit from The Mahima Mindset. estselling author and mindfulness trainer, Mahima Klinge is a Zimbabweanborn native now living in Switzerland. She has dedicated her entire adult life to learning and sharing everything she has mastered in the art of joyful living in the now.
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Her impressive presence, gained over more than 2 decades of meditation training and experience, makes her an extremely effective and engaging workshop leader, transformational coach and keynote speaker.
“Technology helps leverage time and distances increasing the reach and effectiveness of trainings. Today you can have people all over the world sharing the same experience together at the same time. With new tech, such as VR the experience of remote and virtual coaching will only increase the value and experience for consumers of training services.” Mahima has recently received an award for her training and mentorship, something of which she is very proud. Humbly, Mahima explains that her staff play a vital role in her success.
Mahima tells us more about her firm and her approach. “We take people on rapid, life transforming journeys that connect them to their inner power. This helps them to find their genius and live their higher purpose,” she begins. “We offer transformational workshops, group and private coaching packages that empower people to own their gift and fully express it in the world.”
“My team are amazing! They really make it possible for me to do what I do.” “When people know who they are, what their gift is and share that in the world they perform at their best. The reality is that the majority of the workforce (60-85% depending on your source) are not highly engaged. When you have a workforce, who are happy and fully-aligned with who they are and their work is aligned with their gift, current issues such as engagement, motivation and productivity are removed because they become intrinsic and internally generated by the individual.” Mahima’s client base is predominantly females, between the ages of 28-48, who have unfulfilling careers. “They are doing work that makes them feel stuck, frustrated and disconnected from a feeling of making progress, and they have a desire to change this,” explains Mahima. “They want to know who they are and create a life based around that - something that they love waking up to do every morning.” The benefits of such training in the corporate environment include a more productive and focused workforce; higher employee engagement; less sick days being taken; better innovation and creative thinking and improved dynamics and interactions. Mahima tells us more about how technology plays an important part in her corporate training days.
“It is an absolute honour and privilege to be selected as part of the European Training Awards,” she enthuses. “It feels amazing to be recognised for all the years of hard work and striving to empower people to connect to their inner potential and live a more fulfilled life. “My team are amazing! They really make it possible for me to do what I do. The support from them multiplies my capacity for active clients, creating new products/services and working on the strategy and direction of the business.” Mahima has big plans for the future, for both the industry and her firm. “More and more people are waking up to the fact that they are not living as they should and want to align themselves with their gift. Today, people are just simply not tolerant of living an unfulfilling life. This represents a huge opportunity for us to capture this audience. It also presents the challenge in how we leverage what we have and grow in a sustainable way. This includes leveraging technology for reaching and delivering to an evergrowing audience. “As a firm, in 2017 we’re hoping to continue our rapid expansion with a targeted growth of 250% over that of 2016. To help fuel this growth we will shortly be launching a membership site, rich with our best life changing transformational trainings. In 2016, we began opening up to international markets and are looking to continue offering our services to more people around the world. Ultimately, we are working towards creating centres all around the world where people can come to learn the tools and techniques and get the support necessary to avoid burnout and other physical and emotional stress-related problems.”
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Perfection in PR 1702AI50
Ltd
Perfection in PR Based in leafy Lymm in Cheshire, The SPA Group, a dedicated marketing agency for over 23 years, delivers integrated marketing, PR and event management campaigns for an array of diverse clients, across many sectors. We profile the company and explore the secrets behind its success. rimarily, SPA is a marketing and PR firm which has a burgeoning film arm. With over 30 years’ marketing experience SPA understands the importance of promoting a client’s business, using all the communication tools available.
That was until President Yeltsin ceased all importation of the western brand into Russia in the mid 90’s, in an attempt to stop the capitalist influences on soviet lifestyles. But now, after 20 years, Black Death, with its iconic packaging, is coming back to life!
The firm are focused on steadily and consistently building brands through the development of targeted marketing and PR strategies. A good marketing and PR campaign is integral to any business and as such the team at SPA pride themselves in being able to recognise the individual client’s needs, develop the right communications strategy and deliver a campaign that produces results.
SPA worked on the UK marketing and PR in the mid to late 1990’s and has now been re-appointed to re-launch this exciting brand in 2017. Currently the new bottle design is in production, the iconic label is being re-printed and the Best Vodka in the World is being distilled once more.
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Company: The Spa Group Events & Marketing Company Ltd. Name: Simon Plumb Address: No.2 Bridgewater Court, Barsbank Lane, Lymm, Cheshire, WA13 0ER Phone: 01925 755590 Email: simon@spa-group.co.uk Web: www.spa-group.co.uk
Among the firm’s clients is Black Death Vodka, which is produced in the UK and was first launched onto the world in the late 1980’s, quickly becoming a worldwide phenomenon, outselling all other vodkas.
Drawing on over two decades’ experience in marketing, SPA has made 2016 a record year, and a culmination of a great deal of hard work by the team at the company Whilst this phenomenal success is a great achievement, the firm is dedicated to building upon this and not resting on any laurels, because in the marketing industry a firm is only as good as their last campaign, live event or film production. Looking ahead, there are many issues facing companies in the marketing industry. Succession planning is one for all ambitious companies. However, SPA intend to continue developing the team and building a legacy for the company.
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Trusted by 40,000 People Worldwide SMATS Group are the International market leader in providing Australian taxation, finance and property services to Australian expatriates, foreign investors and intended migrants to Australia.
www.smats.net
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Company: Perfect Nails Nationwide Ltd. Name: Robert Szabo General Manager Email: info@ perfectnailslondon.co.uk Web: www.perfectnailsuk.com Address: 543 Green Lanes, London, N8 0RL Phone: +44 (0)208 341 5378
Success Comes from Their Heart The Perfect Nails Ltd, proud winner of the Most Outstanding National Nail Studio award, is one of the most innovative ranges in the nail industry. Their policy is to provide our experts with professional materials of superior quality at a reasonable price, more of which the firm’s General Manager Robert Szabo reveals.
e have extended our range over time, with the trading of manicure and pedicure instruments, salon furniture, extra training and the distribution of high quality products imported from the US. We are constantly expanding our portfolio of products: we give expert advice to our customers, and provide expert trainings to future nail technicians in several countries worldwide.
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We are passionate about nail art and created our own style, it has a stunning glittering effect. My passion for the glittering stones inspired the idea to create a special photo series featuring beautiful faces, which expresses how important the harmony and inner beauty are!
“We work so hard to satisfy our customers and to give them a service of a high standard, the award is an affirmation that we are offering quality education and products, and keeping all our customers happy!” Perfect Nails arrived to London in 2012 after getting a fantastic opportunity from Perfect Nails Hungary to become the first Perfect Nails Academy in London, offering group and private courses to anyone who is passionate about becoming a nail technician. Perfect Nails Studio & Academy is based in London, Harringey. We are passionate about creating nails. Every hand is different, every nail is different so we never get bored. As a nail technician, I meet many people every day, and all of them want something new something different. Making these people happy by giving them perfect nails is what makes me happy as well. The reason why we are so successful is down to our staff being so professional. We enrol them to the competitions to win and to be recognized by the industry. So, I can say our salon staff and all our educators are competition or awards winners. We 58 Acquisition International - March 2017
train them to be successful in their lives so they will make our business succeed in the future. Last but not least they all work with me to achieve our goals together, as one big family. Most Outstanding National Nail Studio I am glad to see how proud everyone is in our team of the company and how good the atmosphere is in the salon – we all are enjoying being part of a successful team. I believe it was worth working hard day by day, because our know-how, diligent attitude contributed to this success. I think that these types of results are an important feedback for any company showing that they are on the right track. I have to admit that our expert colleagues are prouder of our company, they come to work gladly every day and enjoy to be part of a successful and great team. To win this award means we are on a good way to grow up to the big names in the industry. Our mission is important for us and we are ready to work hard to accomplish our goals. How the business is succeeding We started Perfect Nails Studio & Academy in 2012 in our living room. Just one year later, we opened our salon in North London, Harringey. As of 2015 we started to enrol in competitions (Professional Beauty 2015, Photographic Nail Art: 1th Place, International Nail & Nail Art Master: 1st Maria Sirokai Winner of the Winner Birmingham NEC Beauty Show 2015, Scratch Awards L&P Nail Tech of the year 2015, Professional Beauty 2016 College Cup 1st place). In 2016, we became VTCT qualified Training centre. We are able to offer advanced learning loan courses in NVQ Level 2-3 diploma in Nail services. We opened a new La Queen’s Beauty Academy training centre in heart of Wood Green. Client base Our client base it is truly international and represents people of all walks of life. We are so proud to have taken care of Mariah Carey’s nails. Mariah’s new nails were designed by using the products of the renowned and professional Perfect Nails product range. It is worth noting that our products and services are affordable - this is why our clientele is so wide.
Success Comes from Their Heart
We work so hard to satisfy our customers and to give them a service of a high standard, the award is an affirmation that we are offering quality education and products, and keeping all our customers happy! We have received 5-star rating from one of the beauty related website. Hopes and plans for 2017 and beyond I have set many goals for myself for the near future. My husband and me work very hard to extend operations of Perfect Nails Studio & Academy across England. We are looking for distributors and nail schools or just retailers to sell our products. La Queen’s Beauty Academy will be working with Skill Funding Agency as of 2017. The challenges this year are to get a contract with Skill Funding Agency and be able to provide advanced learning loan courses under VTCT umbrella. Also, we would like to find new distributors for Perfect Nails product. My educators will enter the Professional Beauty Excel in 26-27 February, we hope they will return winners in a number of categories. “People can only be successful in their profession if everything comes from their heart” - reveals Perfect Nails MD, Maria Sirokai. After being offered the opportunity to launch Perfect Nails Academy in London in 2012, Maria left her home country of Hungary and began a new chapter in hear career, and it has been reaping rewards ever since. The Perfect Nails Brand has been valued for over 20 years as a provider of exceptionally professional products and expert trainings and it was Maria’s prowess - with the company in Hungary that led to her bringing the brand to the UK. From her North London salon and academy space, she offers courses to those passionate about enhancing and refining their skills, as well as the full portfolio of Perfect Nails product, fully supported by her husband, Robert Szabo, the company’s general manager. Acquisition International - March 2017 59
PharmaFluidics: µPAC® micro-Chip based chromatography, a new paradigm for proteomic and metabolomic profiling
PharmaFluidics: Company: PharmaFluidics Name: Katrien Vanhonacker Email: katrien.vanhonacker@ pharmafluidics.com Web: www.pharmafluidics.com Address: Technologiepark -Zwijnaarde 3, B-9052 Ghent (Zwijnaarde) BELGIUM Phone: +32 (0)9 241 56 57
µPAC® micro-Chip based chromatography, a new paradigm for proteomic and metabolomic profiling PharmaFluidics is a spin-off of the Vrije Universiteit Brussels, located in Flanders’ “Life Sciences valley”, near Ghent, Belgium. he key expertise of PharmaFluidics are the design, lithographic production, and surface treatment of silicon wafers for use as separation devices in liquid chromatography. Backed by the experienced Venture Capital (Qbic, PMV, Innovation Fund/ Essencia, Theodorus), PharmaFluidics has developed a series of game-changing chromatography products.
customers for cutting-edge bio-marker, diagnostics and drug research & development applications; a comprehensive awareness and technical support program is currently deployed with key opinion leaders, expert centres and pioneer users at pharma, biotech companies and their specialised contractors to further the commercial development of our premium µPAC® product family, with a range of specifications and prices.
“The µPAC® micro-Chip columns substantially enhance the data productivity of commercial nano-LC/MS systems.”
The µPAC® micro-Chip columns substantially enhance the data productivity of commercial nanoLC/MS systems. Examples for cell tryptic digests and plant tissue extracts demonstrate that - when used in combination with state-of-the-art nano LC / MS instrumentation - PharmaFluidics µPAC® columns achieve substantial advantages in peak capacity and number of identifications, compared to best-in-class legacy capillary columns.
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With their unprecedented analytical resolution performance, PharmaFluidics’ µPAC® micro-Chip based chromatography columns allow to detect more molecules, with higher sensitivity, in tiny, complex biological samples. µPAC® micro-Chip columns have been test-sold since the end of 2016 to a limited number of test
The µPAC® micro-Chip columns have an immediate design and performance appeal to pioneer users in the pharmaceutical research and development segment. It is our expectation that in the medium term, additional secondary features such as convenience of use, workflow simplification, column longevity and robustness, and reduced solvent consumption will allow for the future generations of µPAC® columns and cartridges to gain substantial market share over legacy packed columns, also for regulated and routine markets, e.g. in quality control, for a broad range of industry segments. Due to their unprecedented resolution performance, we believe there is also a bright future for µPAC® micro-Chip columns to be used in combination with simplified, lower cost Mass Spectrometry systems, which will hence become affordable in many more settings and places. Ultimately, we envision the added value of the µPAC® micro-chip columns also augmented by integrating micro-electronic functionalities on the very same silicon wafer substrate. In summary, PharmaFluidics expects the impact of the µPAC® micro-Chip columns and follow-on product generations on the HPLC/MS market to be quick initially and to offer very substantial industry renewal and innovation opportunities in the medium term.
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1703AI112
Company: DVO Real Estate, LLC Name: Sarah-Jayne Johnston Email: info@dvorealestate.com Web: www.dvorellc.com Address: Seven Penn Plaza Suite 1400, New York, NY 10001 Phone: +1 (212) 391 0902
Structured Equity Solutions DVO Real Estate, 2016 Global Excellence Awards winner, is a private real estate investment firm focused exclusively on providing structured equity solutions for middle market, multifamily investments across the United States. e focus on opportunities where value can be created and enhanced through repositioning, renovation or creative recapitalisation strategies. DVO’s equity is uniquely structured to work in lock-step with senior financing and specifically tailored to meet the needs of the transaction and sponsor resulting in the company’s well-earned reputation as a reliable provider of innovative and flexible equity for investment in value-added and core-plus multifamily opportunities.
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Our strategy is highly selective investment in multifamily opportunities that generate equity level returns while taking less than equity level risk. Risk is mitigated primarily via deal structure, deal selection, market knowledge, utilising stringent & supportable underwriting assumptions and employing a comprehensive owner/operator driven due diligence and asset management approach. We are currently planning the first closing of our Gap Equity Fund, LP in March, ultimately seeking to raise $100 - $150 million to continue the company’s growth trajectory. Since its start in 2012, DVO has invested in 21 properties totalling 4,822 units with a total capitalisation of nearly $840 million.
“We pride on ourselves on building and maintaining strong local partner relationships, which distinguish DVO’s investment products from those of its peers.” Our goal for this portfolio was to generate a 14-16% net IRR for our investors. Thus far, we have sold or entered in to a binding agreement to sell 5 of the 11 LP assets, representing 47% of our equity contributions, including two dispositions in 2016 and one planned February of 2017. These dispositions have generated an average net investor IRR and cash flow multiple of 28.3% and 1.64x respectively. Mr. Valger founded DVO Real Estate and is responsible for the overall management, operations and investing activities of the firm. Mr. Valger
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is a seasoned industry veteran with extensive experience in all aspects of real estate investing and finance, including originating, structuring, underwriting and managing real estate and corporate private equity transactions valued at more than $5 billion. Previously, Mr. Valger was a partner with RCG Longview Debt Funds, a New York-based real estate firm offering structured equity and debt products. At RCG, he specialised in multifamily properties and was responsible for originating, structuring and underwriting a variety of real estate mezzanine and preferred equity investments, including more than 25,000 multifamily units. While there, he developed and led the firm’s exclusive Fannie Mae partnership. Prior to RCG Longview, Mr. Valger founded Genesys Holdings, a start-up technology company and was the head of sales & marketing for a multi-national packaged goods marketing firm called NutriPlus. Mr. Valger is a member of the board of directors and a former member of the Executive Committee of the UJA/ Federation of New York and a member of the board of directors of the JCRC in New York. Mr. Valger received a B.A. from Binghamton University with a Major in Art History and a Minor in Biology and an M.B.A in Real Estate & Entrepreneurial Management from the Wharton School of the University of Pennsylvania. The DVO team The DVO team brings almost 100 years if business experience to the table and help distinguish DVO from its peers. The team, blends deep experience and knowledge base complete the following key company missions: • Serve as a trusted fiduciary for its investors capital; • Identify unique investment opportunities; • Structure bespoke transactions to increase returns and mitigate risks; • Build deep relationships with local partners and; • Provide stellar asset management and excellent reporting for its investors. While DVO does not have customers in the conventional sense, we have investors and local partners. We pride on ourselves on building and maintaining strong local partner relationships,
Structured Equity Solutions
which distinguish DVO’s investment products from those of its peers. We work hard to generate appropriate risk-adjusted returns for our investors and do so every day. Future opportunities We are currently planning the first closing of our Gap Equity Fund, LP in March, ultimately seeking to raise $100 - $150 million to continue the company’s growth trajectory. As we set our sights on the initial closing, we are simultaneously working on a robust pipeline of opportunities which is in excess of $50 million. A lack of capital available for middle-market investments results in significant inefficiencies and robust demand for gap equity of $2 - $15 million. Sustainable demand for multifamily rental units and rent growth is expected to continue due to favourable demographic trends, sluggish singlefamily housing, expansion of labour markets and wage growth and inflation. Our industry is coming off a 5+ year expansion cycle, in terms of rents, demand, values and availability of both debt and equity. As we face the prospect of additional inflation on the horizon, and monetary policy tightening, we must stay vigilant about our underwriting assumptions and the quality of local partners with whom we make investments.
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1703AI24
A Glowing Report Company: Plimsoll Publishing Ltd Name: Chris Glancey Email: chrisg@plimsoll.uk Web: www.plimsoll.co.uk Twitter: @ppublishingltd Address: Scotswood House Thornaby Place, Stockton on Tees TS17 6SB, UK Phone: +44 (0)1642 626 419
David Pattison, Senior Analyst at Plimsoll Publishing Ltd shares his thoughts on company and industry financial analysis, following the firm’s success in achieving 2017’s Ones to Watch in Consultancy in the UK.
stablished in 1987, and with our head office based in the North East of England, Plimsoll Publishing Ltd are experts in the field of company and industry financial analysis.
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Plimsoll produce and sell an array of market reports on over 1600 industries in the UK as well as analysing 1500 of the world’s largest global markets. Our reports look at the major companies operating in these key markets and provide busy managers, directors as well as business owners with a set of tools to monitor the financial welfare of their own company, their rivals, or those they wish to acquire.
Our company name ‘Plimsoll’ refers to Samuel Plimsoll, best known for introducing a safe loading line for merchant ships in the 19th Century. The visual principle invented by Samuel Plimsoll was the inspiration for the founder of Plimsoll – Don Turkington. Our visual method of analysis enables our audience to be alerted to the early warning signs of danger within a company as well as being able to spot the strengths and weaknesses of each business. The Plimsoll methodology acts as a preventer of failure which is perfect for potential suitors of a business who can have a pre-determined idea of the state of a company and the fixes they need to apply. For over four decades, Plimsoll has successfully helped some of the world’s largest companies assess potential acquisition opportunities, gain a better understanding of their market and identify sound companies with whom to trade. As well as producing market reports, we also offer a Business Valuation Service. Since we started generating valuations in 2002, this independent service has allowed business owners to discover the true worth of their company and has been used for multiple reasons including: shareholder valuations, HMRC valuations, the selling of a business as well as business benchmarking. Outline what our company stands for & what sets us apart. As a company, we pride ourselves in producing authoritative and independent financial analysis which enables our audience to gain valuable financial insight into the competitiveness of companies operating in their market. Of course, there are many different data suppliers who look at company and market performance and they all have different benefits. At Plimsoll, however, we believe our research is unique. Unlike some market research firms, who place huge emphasis on SIC codes, our longstanding relationships with trade bodies and customers allows our team of analysts to handcraft each report and meticulously scrutinise the contents of each analysis. From abattoirs to yarn suppliers – there’s not an industry we don’t cover and as analysts we look to draw your attention to the familiar and to the unfamiliar. If there is an industry that haven’t analysed then there’s a good chance it doesn’t exist!
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A Glowing Report
It’s important to have an idea about the health of the market and the companies operating in it so if someone is looking to be acquisitive, then our reports are a good starting point. Additionally, we analyse all companies in exactly the same way allowing our customers to compare and evaluate like-for-like. All companies contained in our reports are rated on their financial health, valued as well as assessed on nine key acquisition criteria. From here we are able to deduce who the attractive options are in the market, how much each company is worth as well as naming the market leaders. By analysing the major European industries (in countries such as France, Germany, Italy, Spain and the Nordics) we enable our customers to look across markets and show them what is available. In today’s landscape it is becoming apparent that companies are looking beyond their current market and are seeking fresh opportunities – none more so than Tesco and Reckitt Benckiser who have recently expanded into new markets. Through our range of analysis, we also have the ability to look at new and emerging market trends and our customers appreciate this. This month for example we are able to show the following trends. Top 5 fastest growing industries in the UK:
Top 5 Industries with the most highly attractive takeover targets.
Sectors where we have seen the most M&A activity in the last 12 months.
Modular & portable buildings
Care homes
IT support
Park & leisure home manufacturers
Coach hire
Legal services
Executive coaching
Textile machinery
Web design & development
Mortgage brokers
Agri-machinery dealers
Advertising agencies
Immigration consultants
Potato suppliers
Car dealers
Boxes & cartons
Veterinary surgeons
**Results taken from February 2017. Copyright Plimsoll Publishing Ltd.** Moving forward in a post Brexit world, there’s going to be a lot of uncertainty about what happens next. One thing we do know, however, is that the fundamentals of business will remain the same and there will still be a need for competitive insight into global, as well as domestic, markets. For more information about Plimsoll’s range of services or if you would like to have a confidential chat with one of our analysts about spotting your next acquisition please contact Chris Glancey on the details in the red box.
Acquisition International - March 2017 65
A Very Bright Future 1702AI91
A Very Bright Future Company: Bright Relation AB Name: Magnus Palm CEO Email: magnus.palm@ bright.se Web: www.brightrelation.com Address: Brunnsgränd 4, 111 30 STOCKHOLM, Sweden Phone: +46 8 646 14 50
Best Customer Relationship Benchmarking Service winner of the 2016 Global Excellence Awards went to Bright Relation AB. We caught up with the firm’s CEO Magnus Palm to learn more about the firm’s offerings and his thoughts in winning this prestigious award.
irst of all, can introduce the work of your firm? It’s one thing to measure and identify areas of improvement, but another matter entirely to change working practices and behaviour. This is where Bright comes in. Fundamentally, we make a difference by supporting introduction of established working practices. Our experience helps you strike the right balance of measures depending on the product, industry sector or channel, while our range of solutions help you towards achieving your goals by gathering information on customers, employees and key ratios.
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How long has the firm been going for and where are you based? Bright Relation is based in Stockholm, Sweden and was founded in 2000. How does it feel to have won your award for the 2016 Global Excellence Awards in your jurisdiction? Of course, the whole team are proud and it gives us energy to even improve for the future. What does this award mean for you and your firm? It’s a recognition of our work. What sets your business apart from others who offer the same services? Our way to link customer experience, employee
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engagement and critical key ratios are still unique on the market. Can you point to any examples as to how the business is succeeding, perhaps in terms of innovating, growing and improving (or any other relevant examples)? Our average growth per year is 20% over the last five years. How would you define your client base? Our client base is structured in 14 sectors from banking and insurance to public sector. What do your clients say about the services you offer? Here are three examples: “my agents say Bright Navigator is their lifeblood”, “Bright had the tools and the benchmarks” and” a brilliant way of measuring performance.” What are your firm’s hopes and plans for 2017 and beyond? Our vision: We develop customers into fans! What we aim for is to go beyond the concept of striving for ambassadors. What challenges and opportunities lie ahead for your own firm, as well as the wider industry that you are a part of? We need to collect and analyse data from several sources. We also have to be even more actionable in our recommendations.
Accuracy and Responsibility
Contact: Vedant Pujari Email: vedant.pujari@ accureslegal.com Company: Accures Legal, RZ44A, Sector-6, Dwarka, New Delhi - 110 075, India Phone: +91 11 4372 8988 Web: www.accureslegal.com
Accuracy and Responsibility Vedant Pujari of Accures Legal speaks to us about the intellectual property industry and why the firm is the great success that it is today. Accures Legal is an intellectual property, corporate and commercial practice based out of the capital city of New Delhi, India. We provide critical intellectual property solutions and services to our clients. Broadly, our offerings are categorised into identification, development, protection and commercialisation of intellectual property assets of our clients to their benefit. The firm was established in the year 2013 by professionals with an average 10 years of hands-on experience in various subfields of intellectual property laws. Presently, the Firm houses an intellectual property department, a corporate & commercial department, a litigation and enforcement department and a training department. Our firm also handles intellectual property application globally through its network of associates in an extremely cost-effective manner.
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The word ACCURES is a portmanteau word that is derived by blending the words ACCURACY and RESPONSBILITY – the two core values that we stand by. These values inspire us to be prompt and diligent while handling matters on behalf of our esteemed clients. The collective experience of our professionals enabled us to identify and fill the existing gaps in client servicing in the domain of IP, and this laid the foundation for Accures Legal. We belong to the rare breed of intellectual property practitioners that fuse technology with law and thus, consistently break the status quo by revamping the traditional ways in which intellectual property services are rendered in India. Our professionals have played pivotal roles in different organisations and have headed variety of teams comprising lawyers, paralegals, information analysts and information scientists. We follow proprietary processes to update the clients on regular basis on their matters, communicate the best possible approach towards a matter, maintain statutory and client deadlines and reduce the costs wherever possible. This process oriented approach differentiates us from our competitors. Our agility permits us to be more client-centric such that we can customise the intellectual property solutions for each client. Intellectual capital is considered as the most important asset for many of the world’s largest and powerful companies. Not only that, many young companies and start-ups of today are founded on the intellectual capital and fare much better than those that are not. The world is moving away from tangible assets and focusing on intangible assets likes goodwill, inventions, trade secrets, trade dress, creations etc. In spite of this, the strength of intellectual property rights is insufficiently understood. It is extremely important that the intellectual property assets of companies be identified and appropriately protected to foster their businesses. At Accures Legal we
assist our clients to identify their intellectual property assets in a systematic manner by conducting intellectual property audits and suggesting the most appropriate ways to protect the identified intellectual property assets. We strongly believe that exploitation of intellectual property assets is one of the prominent ways to attain exponential growth for a business entity. At the same time the value of intellectual property assets can only be understood by persons trained in the field. Therefore, we also conduct corporate intellectual property trainings and workshops to train the in-house personnel of companies to enable them to appreciate and understand the fundamental and advanced stages of intellectual property. It is a general notion that intellectual property right is only a defensive right i.e. a right to stop others from using or practicing the intellectual property right of the owner thereof, but more importantly one should understand that intellectual property right is an offensive right too i.e. enforcing the intellectual property right and ensuring that appropriate licenses are granted, thereby exploiting the intellectual property rights to earn revenue for its owner. It is only the later that can ensure a commercial benefit from intellectual property assets, to its owner. An intellectual property “culture” must be developed in a company. Such a culture cannot be be developed unless its top management understands the value of intellectual property and disseminates it down the line. Leaders of an organisation must incentivise the personnel on developing intellectual property assets and/or those who made efforts to protect and commercialise the same. India is going through an interesting and positive change in social, economic and political scenario. The seriousness with which the Indian government is enabling a strong intellectual property regime is clear from the recently launched Intellectual Property Policy. The motive of this Policy is to develop an India where intellectual property promotes advancement in science and technology, arts and culture, traditional knowledge and biodiversity resources; an India where knowledge is the main driver of development and knowledge owned is transformed into knowledge shared. This is a time when companies across the globe are looking to invest in India. At the same time, Indian companies are efficiently competing in the world market. With such a support system, the challenge is to quickly attain an enviable intellectual property infrastructure and implementation of the intellectual property policies. As experienced intellectual property professionals under Accures Legal, our endeavour is to foster our clients’ growth using intellectual property knowledge and tools.
Acquisition International - March 2017 67
A Glowing Report
A Glowing Report The firm Watson Wheatley builds reconciliation software to match data for firms trading on the financial markets. Additionally, they offer regulatory reporting capabilities and a best practice approach to data reconciliation through our consultancy services, more of which the firm’s Tom Wheatley reveals. hat does your client base look like? We have a broad range of financial clients including hedge funds, asset managers, commodities traders, private equity firms and peer to peer lenders. Many are UK based but we have clients in North & South America and Asia.
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Name: Tom Wheatley Company: Watson Wheatley Email: tom@watsonwheatley.com Web: www.watsonwheatley.com Address: 33 St James’s Square, London, SW1Y 4JS & Stuart House, Cromwell Business Park, Chipping Norton, Oxfordshire OX7 5SR Phone: +44 (0)1608 649 641
What are your firm’s unique selling points? Our software was built for operations teams by operations people with real world experience of the problems our clients face. Our customer service, support and domain knowledge are unrivalled. What are the main challenges facing your company today? Scaling the business while keeping the same level
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of service for existing and new clients. Hiring the right people in a relatively niche area can also be tough. What are the main objectives for your business in the future? To continue the pattern of steady growth and expand our offering into more firms and different industries. What business or business person do you most admire and why? Phil Libin of Evernote. I saw Phil give a couple of talks at Saïd Business School in Oxford and was really impressed with the philosophy behind his business as well as the product itself. He has excellent insight into tech start-ups and the problems they face.
Dynamic Business Needs 1610AI33
Name: Vincent Ma Company: Wharf T&T Email: pr@wharftt.com Web: www.wharftt.com Address: 9/F, KITEC, 1 Trademart Drive, Kowloon Bay, Hong Kong Phone: 2112 1121
Dynamic Business Needs Wharf T&T provides a rich ICT service portfolio ranging from fibre-based high-speed business broadband, sophisticated local and international data networking, advanced IP-based voice telephony, best-of-breed public cloud services, and complex mission-critical systems integration solutions that aim at enabling businesses of business customers. An interview with Vincent Ma reveals more about the firm’s offerings. hat does your client base look like? As a leading ICT service provider in Hong Kong focusing on business, Wharf T&T has been taking over 53,000 business enterprises of all sizes, large enterprises and SMEs, to new altitudes offering them quality ICT and amazing real cloud solutions to address their dynamic business needs.
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What are your firm’s unique selling points? The only telecom operator in Hong Kong that are dedicated to serve the business sector carrying a unique and 100% ‘business brand’, none of our competitors in the region are as committed as we are.
Wharf T&T possesses a territory-wide network infrastructure, the Fibre-to-the-desk network covering 90% business customers supporting ultrahigh speed broadband connectivity with a reach to over 5,200 buildings which is a solid foundation for the introduction of a wide array of innovative cloud applications and ICT service adoption. What are the main challenges facing your company today? Wharf T&T will rebrand and go through the transition out of the Wharf brand name after the acquisition. We have begun the process and the change of company name will occur in 2017. We believe that the cores of the company are our employees and our premium services. We will keep focusing on enhancing the range of our products and services after the acquisition; hence we are fully confident that our brand equity will not only be preserved, but will further strengthen in the longrun. What are the main objectives for your business in the future? Wharf T&T is the largest enterprise-focused ICT service provider in Hong Kong with a solid customer base. Being the trusted partners of Hong Kong enterprises and coupled with rich industry experience, strong domain expertise, excellent system integration capabilities and the synergies brought by our investors, MBK Partners and TPG, after the acquisition, our immediate target is to increase the business market share to 25% from the current 17%. Our main objectives do not only limit to expanding market share, enhancing service portfolio and increasing revenue, but also creating value for our staff, customers and investors in the long-run.
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Flawless Work 1701A101
Flawless Work Name: Daniel Prendergast Company: The Rug Seller Ltd Email: daniel@therugseller.co.uk Web: www.therugseller.co.uk Address: 7 Trafford Moss Road, Astra Business Park, Manchester, M17 1SQ Phone: +44 (0)161 876 4566
We offer a vast selection with over 20,000 rugs including designer collection by Brands including Calvin Klein, Ted Baker, Katherine Carnaby and Wedgwood. Daniel Prendergast took time out of his busy schedule to speak to us about the flawless work of this firm.
hat products and services does your firm provide? From Modern designs to timeless classics, The Rug Seller is passionate about interior design and our sales team is available for up to date advice on the last trends. We also stock rugs for schools, nurseys and children’s bedrooms with playful designs in a variety of themes. With New designs arriving weekly you can be assured to be ahead of the latest fashions for your home.
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What does your client base look like? We supply to residential clients around the globe, from fireside rugs to bespoke room size pieces, we have rugs suitable for all areas of the home. We also supply to the trade and work with interior designs, architects and property companies on a range of projects including restaurant and hotel chains. Our bespoke service is available for specific sizes and we also work with commissions based around your design and colour specifications in a variety of materials and qualities produced by weavers in India and Nepal. What are your firm’s unique selling points? The Rug Seller offers the lowest prices on luxury rugs and we pride ourselves on having the UK’s largest selection combined with high standards of customer service. Our buying team source the finest
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products from around the globe to match the latest trends. We have a huge buying power that enables us to pass on offer huge discounts against High St prices and with our storage and distribution facilities we can offer a swift, worldwide delivery service. What are the main challenges facing your company now and in the future? The Brexit decision leaves most UK companies facing an uncertain future with complications in cross border trading and cost increases due to falling currency exchange rates. We will continue to adapt our strategy to ensure the we can always offer the maximum value to our clients. Ecommerce is moving at a fast pace and physical and digital worlds and we are developing our systems and staff to ensure that we stay ahead of the game. What business or business person do you most admire and why? Richard Branson has to be top of my list for business leaders that I admire. He has created a vast and diverse empire and inspires us all that dreams do come true. To have built and maintained these businesses with a stellar reputation is an astounding achievement. I admire his priorities of putting employees at the top of the list, people are the most important part of any business and Richard has had a keen eye on finding the right people to achieve the goals of the Virgin brand. Richard is a polite, brave innovator that has built a fun and successful brand with a very bold vision.
Attaining Excellence in Alternatives HF170088
Company: Astra Asset Management UK Limited Name: Anish Mathur Address: 35 King Street, London, EC2V 8EH Phone: +44 203 189 9700 Web: www.astra-amco.com
Attaining Excellence in Alternatives Astra Asset Management UK Limited, recipient of the Best Alternative Asset Manager – London award, is a London based investment manager. We invited Anish Mathur to tell us more.
ounded in August 2012, Astra Asset Management as a firm implements non-vanilla credit strategies exploiting complexity, relative value and capital structure arbitrage opportunities across asset classes both in the US and Europe, with a focus on corporate and mortgage backed credit.
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The firm’s first fund, Astra Structured Credit Investments Limited (‘ASCIL’), started trading in January 2013 and has returned in excess of 22% p.a. As of Q1 2017 Astra manages over $800mm, with approximately $400mm…..within its credit strategy for high net worth individuals, family offices and institutional investors both in Europe and the US. In addition to discretionary capital management, Astra provides portfolio advisory services to its clients, often beyond the initial interest in the Astra pooled vehicles. The team applies its expertise in the credit markets, and its wide network of relationships across investment banking and asset management industry to provide a broad range of potential investments, both in securities format or physical assets. Astra’s team spends a significant amount of time with individual clients to understand their investment objectives, taking into account liquidity requirements, risk appetite and return targets across their portfolio’. This approach has earned us investors’ trust and unwavering faith in Astra’s capabilities, as Anish explains. “Like most asset managers in the credit space Astra achieves returns through holding credit risky instruments. Where Astra differs from our competitors is our ability to monetise complexity. A significant portion of our returns derives from bespoke structural features of the assets we invest in that only very few managers can put a price on. As a result, we often invest in assets that have a much shorter duration than typical credit products – which helps to manage volatility. On the other hand, our approach in many instances requires a longer holding period to reap full benefit of the investment. Transparency is a sine qua non with this investment strategy. This is why we strongly encourage and practice an ongoing and open dialogue with our investors.” Success in any industry, particularly one as diverse and competitive as the investment market, relies
upon highly trained, dedicated staff, and as such Astra works hard to attract and retain the best talent, as Anish highlights. “Given Astra’s boutique character we are fortunate in that we have been able to grow utilizing relationships of existing team members both at senior and junior level. Junior staff go through a twelve-month training program during which time they get exposure to different areas of the business; they do not have a mentor, but all members of the management team are very approachable. We are careful to ensure that new joiners are a good fit personality-wise to maintain the family style atmosphere at Astra. “In addition to an intellectually stimulating environment, Astra offers a performance and success based compensation scheme. As such we have an excellent track record of retaining talent.” Within the wider financial market, the hedge fund industry faces many challenges which result from distortions of the macro-economic environment: QE programs by central banks around the globe have been a driver of asset prices in a number of sectors, forcing asset managers into riskier investments and/or accepting lower returns on their portfolio. Opting for a higher risk profile has in many cases resulted in higher volatility of returns, occasionally beyond what is acceptable to investors. Either way, pressure on fees has definitely picked up, and consolidation in the hedge fund industry, especially among managers with a mid-single digit return target should not come as a surprise. Overall, despite these various challenges faced by everyone in the investment market over the coming years and months, Anish is confident that Astra will continue to flourish and build upon its current success. “Ultimately, Astra has the ability to respond to challenges and the flexibility to adapt to a changing market and macro-economic environment, which will be vital moving forward as we face many challenges and uncertainties. Astra’s asset class focus will evolve given the changes in the primary market for structured credit and asset backed securities after the financial crisis; many investors have to cope with a new regulatory environment, and Astra has been able to provide solutions through a new platform we created. There is definitely room to grow and we are excited by this prospect.”
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Real Estate M&A Deals Company: Bureau van Dijk E-Mail: bvd@bvdinfo.com Web: www.bvdinfo.com
The value of deals with targets operating in the real estate industry increased in the second half of 2016, despite a decline in volume when compared to the opening six months of that year, according to Zephyr, the M&A database published by Bureau van Dijk. In total, there were 2,491 deals worth a combined $73,735 million announced over the course of the six months, compared to 2,831 worth $64,427 million in H1 2016.
017 has already seen a significant number of deals signed off in the sector. Since the beginning of January there have been 938 such transactions worth an aggregate $12,312 million. Should results continue on this trajectory, H1 2017 looks likely to surpass H2 2016 in terms of volume, although value appears likely to fall short. Volume has been so impressive in the year to date that despite the fact only six weeks of 2017 have passed at the time of writing, deal numbers have already reached almost half way to the 2,491 signed off in H2 2016.
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Nevertheless, aggregate value is lagging behind, suggesting lower individual considerations over the period under review to date. There is, however, still a long way to go until the end of H1 and a few large deals could quickly change the course of
results. So far in 2017 only one real estate deal has broken the $1,000 million-barrier as Starwood Capital Group Management has agreed to pay $2,850 million for Canadian multifamily real estate investment trust Milestone Apartments Real Estate in a transaction which is expected to close early in the second quarter of this year, once shareholders in the target have given their seal of approval. That deal alone accounts for 23% of total investment in the sector in 2017 so far. This was considerably larger than the secondlargest real estate transaction of the year to date; French real estate manager Fonciere des Regions conducted a $425 million stock placing to investors including Delfin. This was followed by Russiabased Bank Finansovaya Korporatsiya Otkrytie upping its stake in Gruppa Kompanii PIK from 4% to 17% in exchange for an investment of $404 million. Although these deals are by no means small in size, they pale in comparison to the aforementioned Milestone Apartments Real Estate deal. If a few more deals on a similar scale are announced in the coming months it would provide a significant boost to values for the period. By far the most real estate investment of 2017 to date has been injected in North American companies, which were targeted in 671 deals worth a combined $6,155 million, placing the region at the top of both the volume and value rankings. In terms of the former, Western Europe placed second with 102, followed by Eastern Europe and the Far East and Central Asia with 76 and 68, respectively. By value the latter was second with $2,898, suggesting higher individual considerations in deals targeting the region and once again highlighting the impact that larger deals can have. Western Europe was third with $2,018 million, while Eastern Europe came fourth with $822 million. To sum up, 2017 is off to a relatively promising start for the real estate industry, particularly in terms of the volume of deals being signed off. However, those watching the markets and hoping for a second consecutive half-yearly improvement in aggregate values will be holding out hope that more large deals will be signed off in the coming months with a view to boosting investment levels for the period.
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Sector Talk
Number and Aggregate Value (mil $) of Real Estate Deals Globally: 2006-2017 YTD (as at 16 February 2017)
Number and Aggregate Value (Mil USD) of Real Estate Deals Globally by Target Sector: 2006 - 2017 to date (as at 16 February 2017)
Deal Number half yearly value of deals (Announced date)
Aggregate deal value (mil $)
Zephus classification (target)
Number of deals
Aggregate deal value (mil $)
H1 2017
12,312
Property Services
24,777
1,249,338
Construction
12,239
249,929
Banking, Insurance & Financial Services
1,875
103,820
Personal, Leisure & Business Services
1,841
102,124
Transport, Freight, Storage & Travel Services
4,010
102,078
938
H2 2016
2,491
73,735
H1 2016
2,831
64,427
H2 2015
2,688
72,083
H1 2015
2,463
88,903
H2 2014
2,130
70,071
H1 2014
2,114
67,364
44,359
2,158
81,113
Hotels and Restaurants
380
H2 2013 H1 2013
1,713
56,274
Wholesaling
363
39,241
249
34,874
H2 2012
1,638
41,036
Computer, IT and Internet services
H1 2012
1,532
44,073
Utilities
146
24,374
22,624
Retailing
250
18,711
Mining & Extraction
64
16,234
Chemicals, Petroleum, Rubber & Plastic
63
15,902
Industrial, Electric & Electronic Machinery
100
9,106
H2 2011
1,359
H1 2011
1,237
45,230
H2 2010
1,250
27,748
H1 2010
1,307
33,088
H2 2009
1,097
53,045
H1 2009
972
33,248
Wood, Furniture & Paper Manufacturing
67
9,026
H2 2008
850
33,328
8,890
765
33,221
H2 2007
872
77,775
Public Administration, Education, Health Social Services
147
H1 2008
H1 2007
1,054
207,609
Communications
43
4,844
Number and Aggregate Value (Mil USD) of Real Estate Deals Globally by Deal Type: 2006-2017 to date (as at 16 February 2017) Deal type
Number of deals
Aggregate deal value (mil $)
Acquisition
10,967
649,033
Minority stake Capital increase Institutional buy-out Management buy-out
20,401 3,536 237 138
300,278 296,217 162,162 4,604
MBI / MBO
3
676
Number of Real Estate Deals by Region: 2006 - 2017 YTD (as at 16 February 2017) World region (target) North America
2013
2014
2015
2016
2017
1,470
1,768
2,547
2,789
671
Western Europe Eastern Europe Far East and Central Asia Africa
1,050 743 283 52
877 914 404 93
1,060 739 541 79
940 839 562 56
102 76 68 9
South and Central America Oceania Middle East
49 197 28
39 122 27
49 119 13
41 91 9
5 5 1
Private Equity M&A Trends 2016 registered a decline on 2015 in terms of global private equity activity, according to Zephyr, the M&A database published by Bureau van Dijk. There were 5,682 deals worth $435,449 million announced over the course of the year, compared to 6,796 worth $592,140 million in 2015. This means PE activity was in keeping with the overall M&A trend for 2016, which despite the year-onyear decline, still represented an improvement on every year since 2007 in terms of value. 2017 has started slowly; thus, far there have been 662 private equity transactions worth a combined $44,495 million. At the time of writing we are half way through February, meaning that if deals continue to be signed off at this rate throughout the rest of the year we are likely to see a second consecutive yearly decline in volume. Value is difficult to predict as a single large transaction could have a significant impact on deal making levels over the 12 months. In years with impressive value levels a considerable portion of the investment is usually attributable to a relatively small number of big transactions. Despite the sluggish start to the year, we are unlikely to see values return to the same levels as 2009, when activity hit its nadir. The $44,495 million-worth of deal making announced in the first six weeks of 2017 already represents almost a third of the $136,223 million invested in the whole of 2009. North America and Western Europe have accounted for the lion’s share of PE investment in 2017 to date, with the regions attracting value of $16,856 million and $16,726 million, respectively. Both regions were each worth almost double the Far East and Central Asia, which was targeted in deals worth $8,795 million. The same three regions led the way by volume, with 217, 209 and 179 deals, respectively. To sum up, it is still very early days in terms of getting an indication of how 2017 is likely to shape up in terms of PE deal making, but it is safe to say the year has gotten off to a less than blistering start. Nevertheless, the fact that plenty of deals are still being signed off is encouraging and will give many individuals hope that this year can reverse the decline recorded in 2016.
Acquisition International - March 2017 73
info@fcpa.com.hk
www.fcpa.com.hk
Audit l Tax l Corporate Advisory
1612AI28
Cross Border Professional Services
Winners’ Directory
2017 Ones to Watch in Law Company: Roberts Jackson Solicitors Name: Karen Jackson Email: karen.jackson@robertsjackson.co.uk Web: www.robertsjackson.co.uk Address: Sandfield House, Water Lane, Wilmslow, Cheshire SK9 5AR Phone: +44 (0)1625 522215 Business of Distinction Company: Protek Limited Name: Mr Keith Elliott Email: protekltd@outlook.com Web: www.protekltd.co.uk Address: 131 High Street South, Northchurch, Herts HP4 3QR Phone: +44 (0)7961 431 493 Business of Distinction Company: Taqa Ltd t/a Abbotsford Guesthouse Name: the Directors of Taqa Ltd are Mr Ali Abdel-Motalab and Dr Abdelmadjid Bensalem Email: info@abbotsfordguesthouse.co.uk Web: www.abbotsfordguesthouse.co.uk Address: 36 Pilrig Street, Edinburgh, EH6 5AL Phone: +44 (0) 131 554 2706 2016 Global Excellence Awards Most Outstanding for Commercial Light Industrial Electrical Works Company: TJR Electrical Ltd Name: Tor Roberts Email: t.roberts@tjrelectrical.co.uk Web: www.tjrelectrical.co.uk Address: Unit 4, KPS Business Park, Scaynes Hill, RH17 7PR Phone: +44 (0)1444 831 628
2016 Global Excellence Awards Most Outstanding Exclusive Hotel & Spa Retreat Company: Breegan Gloury Name: Breegan Gloury Email: breegan@sukhavatibali.com Address: Sukhavati, Ayurvedic Retreat & Spa Br Bebengan, Mengwi, Badung, 80351, Abianbase, Mengwi Denpasar, 80351 Indonesia Phone: +61 3 9499 8099 Web: www.sukhavatibali.com 2016 Global Excellence Awards Most Outstanding Patent Litigators Company: Alan Anderson Law Firm LLC Name: Alan M. Anderson, PhD, FCIArb Email: aanderson@anderson-lawfirm.com Web: www.anderson-lawfirm.com Address: Crescent Ridge Corporate Center, 11100 Wayzata Blvd., Suite 545, Minneapolis, MN 55305 USA Phone: + 1 612 756 7010 2016 Global Excellence Awards Most Outstanding for Housing Restoration Company: ROMERA & RUIZ ARCHITECTS Name: ROMERA Y RUIZ Email: estudio@romerayruiz.com Web: www.romerayruiz.com Address: c/ Angel Guerra nº 14, local bajo – 35003 LAS PALMAS DE GRAN CANARIA (SPAIN) Phone: +34 928 368 804
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