Business 12 November 2014 by BGSD-cs

REASSURING ADVICE

HARD TALK

TRADING PLACES

Meet start-up that won’t be the next Hargreaves Lansdown – p2

The CBI boss telling people what they don’t want to hear – p6&7

How exporting can help your SME to grow – pages 8&9

NOV 2014

FASHION

TEE TIME FOR NEW BUSINESS Entrepreneurs strike out on their own with new clothing venture – see page 5

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Wednesday, November 12, 2014

Finance

Investment advice ‘fills gap in the market’ Gavin Thompson Assistant Editor (Business) gavin.thompson@b-nm.co.uk

“ Someone can log onto

our site and within 20-30 minutes they can have an investment proposal we have vetted and checked to be suitable.

RISTOL is the home of the DIY investment market. Peter Hargreaves and Stephen Lansdown pretty much wrote the book and the firm they founded in a bedroom has become the biggest player. Just a few hundred yards away, another entrepreneur is starting out with a very different approach. Chris Williams is the founder of Wealth Horizon, an online financial advice service. Chris, 39, believes more people want not just a supermarket with all the options, but advice on how best to invest their savings and – increasingly – pensions. In the past, that meant either visiting a high street financial adviser or an adviser visiting the customer. Both options involve high costs for the business, which have to be passed on somewhere. Chris thinks by creating a largely online platform he can offer the ease, speed and low cost of DIY investment, with the added reassurance of professional advice. “We believe it’s the first one of its kind in the UK,” he said. “Someone can log onto our site and within 20-30 minutes they can have an investment proposal we have vetted and checked to be suitable. That’s fully regulated advice with the protection from the FCA that comes with that. “You can do that without speaking to someone, within the comfort of your own home or wherever you want to. Having said that, our research shows that people still prefer some form of assistance through that pro-

cess and we have regulated advisers on the end of the phone or on live web chat who can guide people through and answer any queries.” Chris said the changes in regu-

Pharmaceuticals

Food

Golf

Top chef puts Bart’s new range of professional spices to kitchen test

Group’s £8m deal tees up expansion

Revenues continue on healthy trend

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move to DIY investing solutions.” As a financial adviser by background – he recently ran Ashcourt Rowan, a London-based firm of independent advisers – Chris said advice is in his DNA. And he is confident there is a market for it. He said: “We believe about 22 million people in the UK are investing on their own through a DIY platform. Probably half – that’s 11 million – of them are only really doing this because they can’t get proper advice. “It seems ludicrous that the ability to access advice depends on how much money you have got.” Wealth Horizon’s typical customer will have £20,000-£100,000 to invest. Chris said they can keep costs down by being digital focussed and not having a network of advisers travelling with country with travel expenses and sales bonuses to pay. The firm makes its money from a 0.25 per cent fee for the initial set up, then an ongoing 0.75 per cent annual fee to manage the portfolio. Chris believes this makes them competition with their DIY competitors but with the added service of regulated advice. The firm employs about 10 people, as well as using outside digital and creative experts, but plans to grow. “The demand side has never been greater,” he said. “With the changes to pension legislation next year, everything is moving to stage where people need and want these types of services which no one else is providing. We’re filling a gap in the market.” Chris grew up in and lives in North Somerset so he plans to keep the firm in Bristol, however big it grows. It’s based in an office at the Harbourside. He doesn’t have to look far for inspiration as to how big a Bristol investment business can become.

● DRUGS firm AstraZeneca posted its third consecutive quarter of growing revenues. The firm employs 250 people at a plant in Avonmouth making ingredients for cholesterol lowering drug Crestor and bipolar treatment Seroquel. While revenues grew five per cent on the quarter to £6.5 billion, operating profit fell 68 per cent to £541 million. However the firm said this was due to significant investment in its pipeline of products. Chief executive Pascal Soriot, pictured, said: “I’m pleased to report our third consecutive quarter of revenue growth, driven by a strong contribution from our growth platforms. Brilinta, respiratory and diabetes, our three core franchises, increased sales by 38 per cent in the quarter, supported by continued selective allocation of sales and marketing resources.” The firm fought off a takeover bid by US pharmaceuticals giant Pfizer earlier this year.

Chris Williams

● Chris Williams, founder of Wealth Horizon, a new online financial advice service

MOST kitchens up and down the country will have something in the cupboard from Bristol company Bart Spices. For the past 50 years Bart has been sourcing ingredients from across the globe and selling a range of products from herbs and spices to exotic Thai curry pastes, Thai fish sauce and coconut milk which are loved by both professionals and home cooks alike. Now the company, which employs about 200 people, is introducing a new range of products designed specifically for professional chefs, called Repertoire. Chief executive David Collard said: “We are very excited to be introducing Repertoire to our already extensive range of products. “All of the ingredients are chosen for their exceptional quality and blended at our premises in Bristol according to authentic recipes. “The range includes herbs and spices from basil to turmeric, but we also have a range of seasonings inspired by cuisines around the world including Fajita, Aromatic Thai and Ras el Hanout.” To make sure it has hit the mark, the firm brought in Roux Scholarship

lation had made financial advice more costly to provide, pushing banks out of the market while advice specialists shift focus to the wealthy with at least £100,000 to invest.

“For the average person in the UK accessing advice is very difficult and they are left with two choices,” said Chris. “One is to do nothing, which I would advocate is not a great idea, or

● Paul O’Neill, head chef at Berwick Lodge hotel’s Hattusa Restaurant in Bristol, tries out the Bart spices range

winner and head chef at the Hattusa Restaurant in Bristol, Paul O’Neill, to try them out. Paul took time out of his busy kitchen at Berwick Lodge (Bristol) to spend a day in the development kitchen at Bart Ingredients headquarters in Bedminster. “Ninety-five per cent of great cooking is great ingredients,” said Paul. “I am a firm believer in sourcing the best ingredients for my menu and it is great to have such a fantastic producer on my doorstep in Bristol. “The Repertoire range is a welcome addition to my larder, I’ll definitely be using it.” David added: “Having Paul cook with the new spices in our development kitchen was the perfect beginning for this range as it brought these wonderful ingredients to life by creating such amazing dishes.”

● A COMPANY is driving its business forward after winning an £8-million contract with a leading golf service provider. Regency Purchasing Group, based in Weston-super-Mare, is now supplying more than 400 UK clubs after being awarded a contract by golf purchasing company, Material Matters Limited (MML). Together the businesses are supplying a range of goods and services to golf clubs nationwide, with Regency offering a complete food and beverage service. Both companies already work alongside Foremost Golf, the UK’s largest golf pro-shop buying group, and this partnership will allow the three businesses to offer golf clubs the total solution. RPG managing director Alex Demetriou said:“Between the three businesses we now offer golf clubs the total solution from food, to golfing equipment, to fuel and anything else a golf club may need. We do not believe that anyone else offers this.”

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Wednesday, November 12, 2014

Timber

IT security

Buzz at Clarks Wood after buying sawmills

● Staff at ForgeRock with a batch of their home brew beer, brewed in the basement Pic: Dave Betts

● TIMBER business Clarks Wood Company has expanded after buying the saw milling division of Border Group. Clarks Wood Company, based in St Philip’s, can now offer customers a secure source of products straight from the group’s own sawmills. Simon Taylor, from the firm, said: “This is a very exciting acquisition for the group, one that we believe has the potential to have a big impact on our operations. “The sawmills’ current financial performance shows great potential for bringing improved earnings, significantly increasing the volume of material we distribute, improving our environmental credentials and giving us a secure supply source of fencing and pallet wood products, whilst in addition giving control of the quality and product range produced.” The mills are in Wales.

Marketing

Award for inspiring Scott letter campaign

Special brew Office staff produce their own beer in the basement Gavin Thompson Assistant Editor (Business) gavin.thompson@b-nm.co.uk

TAFF at a security software company have been brewing beer in the office basement. While this might be a sacking offence at some businesses, the management at ForgeRock have toasted its success as a great team-building exercise. The company, which makes software for IT security logins and PINs, moved to Bristol three years ago opening an office in Queen Square. The beers are even branded with the company logo and drunk at com-

pany events such as the summer barbecue or Christmas celebrations. Software engineer Robert Wapshott is the driving force behind the scheme, although many of his colleagues have taken an interest too. The 33-year-old developed an interest in home brewing after becoming a father. “It’s a good hobby to fit in with my lifestyle,” he said. “We’re not going out so much in the evenings and it’s a time tolerant hobby, if you haven’t got time to do much you can leave it to it.” He added that home brewing had come on a long way since the 1970s, when it gained a bad reputation. The latest batch will be the fourth

brew the staff have made in the basement of the Queen Square office. Company co-founder Jonathan Scudder, who heads up the Bristol office, said: “This has grown from a crazy idea, then we discovered we had a couple of people who had done brewing before and it has just grown. “It has become quite an engaging activity for most of the staff in the office who help washing bottles and labelling – and of course there are always plenty of enthusiastic tasters.” And the home brew is clearly not doing Norwegian-founded business any harm. Jonathan said the business was growing at a “phenomenal” rate,

Construction

● James Fox and Lee Nicholls, who have been offered apprenticeships Helm Construction

More in-house training to beat skill shortages falling to just 1,775 in August from a peak of 15,425 back in 2009. Site manager Kim Ritchings said: “Many firms abandoned their training schemes and laid off their apprentices to save costs during the downturn – which is one reason why so many companies are struggling to find properly trained staff now. “We recognised the recovery would begin in the construction sector and were determined to ensure we were fully prepared to meet the steep increase in demand.” The firm has just offered two new

apprenticeships to James Fox and Lee Nicholls, while Kim, Stuart Rawlings and Scott Reeves have been on CITB training courses to speed their progress through the ranks. Kim said: “We have a strong record of bringing on and promoting our

apprentices, secure in the knowledge they have done things our way from day one. Scott Reeves worked his way up through the ranks to site foreman after starting as an apprentice during the recession.” Recent figures showed the UK construction industry shed upwards of 400,000 workers during the downtur n. Kim said: “We took the decision five years ago to invest in a comprehensive apprenticeship programme in order to train the next generation of bricklayers, carpenters and electricians and this is certainly paying dividends for us now.”

Captain Scott who, in his final letter to his wife during his fatal Antarctic expedition, had asked her to instil in their children an interest in nature. Queen Square-based 375, which specialises in sustainable brands, has been awarded the Grand Prix at the 2014 Fresh Awards. Wildlife television presenter Kate Humble, above, posted the 100 winning entries from the world’s most southerly post office in Antarctica.

Get in touch Assistant Editor (Business) Gavin Thompson Call 0117 934 3336 Email gavin.thompson @b-nm.co.uk Twitter @gavin_thompson1 Advertising Robert Rodgerson Call07828 941469 Email robert.rodgerson @b-nm.co.uk Advertising Jane Chapman Call 01179 343025 Email jane.chapman @b-nm.co.uk Advertising Shama Abokor, Regional Business Account Executive Call 0117 934 3426 Emailshama.abokor@ b-nm.co.uk

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A CONSTRUCTION firm believes it is sidestepping looming industry labour shortages by expanding its own successful in-house training programme. Pilning-based Helm Construction is already bringing forward the next generation of apprentices rather than recruiting from a rapidly dwindling labour pool or relying on sub-contractors. The faster than expected recovery has resulted in a shortage of trained construction workers – with the number of bricklayers out of work

with 200 staff across offices in San Francisco, Vancouver, Oslo, Grenoble and, of course, Bristol. He added that the city had proven an “excellent location” for the company thanks to the talented workforce, prompting the firm to invest further in its base here. It has already moved to bigger premises once and expects to have to do the same again next year. That growth is reflected in the brewing too. The first batch was five gallons but staff numbers have since doubled to 45, so the next batch will be 10 gallons, or 80 pints. The only worry is that, if the company keeps growing so fast, will there be room for the brewing kit?

● MARKETING agency 375 has won a top award for a campaign that urged people to write a letter to inspire someone to do something amazing. The Scott100Letters campaign was to raise the profile of the Wildfowl and Wetlands Trust, which runs the bird sanctuary at Slimbridge. The organisation was founded by Sir Peter Scott, son of

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Wednesday, November 12, 2014

Insurance

Beer

Rapid rise From filing clerk to the boardroom Gavin Thompson Assistant Editor (Business) gavin.thompson@b-nm.co.uk

HEN James Woollam first walked into the offices of insurance broker Hayes Parsons in 2004, he was there to do a bit filing. Now he’s the managing director. He had family ties to the firm as his dad Bernard had been a director but he died two years before James joined. “They needed someone to come in and do a little bit of administrative work,” he said. “I think it came from a conversation with my mother. She thought I should be doing something other than going abroad and avoiding work so she volunteered me. “I planned to come in for three weeks to save some money but I really enjoyed it so I took a three-month contract.” A full-time job followed, starting at the bottom, and by 2010, James was MD. Since then the company has made some big changes. “We had a look at the market and it

was clear you’re either getting big or being really good in specialist areas,” said James, now 33. The firm made the decision to specialise in education and charity; marine trade; technology; real estate; and Bristol. “There aren’t many true independent brokers left,” he said. “Bristol has an independent spirit. We have an independent mayor, Gloucester Road has one of the largest rows of independent shops in Europe. We want to become the broker for Bristol’s independent businesses.” Some business owners will choose to go directly to insurers assuming they’ll get a cheaper deal. But James believes the broker’s knowledge means that’s not generally the case, and they should also consider the cost of their time. The firm handles claims, for example, which can be a huge burden on a business owner. The company takes on at least one trainee or apprentice each year and James is keen to change the perception of the industry. He said: “I’ve yet to meet anyone in the insurance field who sat at school thinking ‘I want to be in insurance when I grow up’. It’s a bugbear of mine. People want to be lawyers and

Label salutes troops of First World War

● James Woollam of Hayes Parsons

Pic: Dan Regan

accountants but being an insurance broker is not yet a professional vocation in the way it should be. “Yet we could be insuring £100 million of assets, if we get something wrong on a contract and it’s not covered the implications could end your business. I would love to get to a situation where insurance broking is seen in that light.” He encourages everyone at the firm

to work towards exam qualifications, even though they are not compulsory. It’s part of ensuring the future for the firm, which is 50 years old this year. It’s a future the firm is looking at with confidence. It has moved to new offices in Colston Tower, with room to grow, and has a new website and branding. In 2009 revenue was £1.1 million but this year will be £1.65 million. Not bad for a filing temp.

● A DESIGN agency has created a limited edition beer label to mark the 100th anniversary of the start of the First World War. Last year Dirty Design, based in Park Street, created award winning packaging for The Chiltern Brewery’s Ruby Ale to celebrate 40 years of CAMRA’s Good Beer Guide. Writer and editor of CAMRA’s Good Beer Guide, Roger Protz suggested brewing a Flanders Ale with The Chiltern Brewery to mark the centenary and the close brewing links between Belgium and Britain. Martin Brewer, account director at Dirty Design, says: “We drew upon cues from the period features of Belgian architecture, to create an ornate Art Nouveau inspired design, which captures the spirit of the time and secures its deserved premium positioning on shelf.” Chiltern head brewer Tom Jenkinson added: “We hope Flanders Pale Ale will be a fitting memorial to the spirit and bravery of the soldiers of 1914 and a celebration of this wonderful beer style and the many links between the Belgian and British brewers.”

Transport

Fuel savings prompt record order to supply 50 vehicles Showcase your business in the

Business Guide

Coming soon in January 2015

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FIND OUT MORE 0117 934 3025 REACHING THE REGION’S BUSINESS

www.westerndailypress.co.uk

print • online • mobile

A COMMERCIAL dealership has won a record breaking contract to supply 50 vehicles to one company. Avonmouth-based Mercedes-Benz dealer City West Commercials won the order from Somerset family firm Hopkins Concrete. Dealer principal Graeson Clarke said: “The signing of the deal with Hopkins Concrete is a significant development for the construction industry in the South West. “We are delighted that Hopkins Concrete are reaping the benefits of the new Arocs range and we look forward to further supporting their business growth.” The buyer, which supplies readymix concrete and aggregates, and provides muckaway and concrete pumping services throughout the South West, placed the big order after seeing an improvement in fuel efficiency and payload from an initial smaller order of four trucks. Most of the trucks ordered will be Arocs 8x4 rigids with S day cabs and 290 kW (394 hp) Euro VI engines. It’s a record order for the range. Of these, 25 will be Arocs 3240B models with lightweight Hymix mixer drums, and 20 will be 3240K tipper chassis fitted with steel muckaway bodies by Abba Commercials. The remaining five vehicles will be Arocs 2545 tractor units with StreamSpace cabs, 330 kW (449 hp) engines and mid-lift axles. Ben Legg, operations manager at the Wincanton-based firm, said: “We’ve seen a remarkable improvement in economy from the Arocs. In some cases they’re as much as a mile-and-a-half per gallon ahead of our established vehicles. “Due to the nature of our work, we do not have the luxury of motorway trunking and, spending a lot of time on hills and country lanes, it is rare that we achieve the highest

● Graeson Clarke fuel figures. But the Arocs are typically returning eight mpg and sometimes a little more on exactly the same runs where we were previously getting 6.5-7 mpg. “An improvement of that magnitude, if replicated across the entire fleet, is worth a lot of money to the business. What’s more, our new Mercedes-Benz vehicles are not even fully run in yet; we should start to see the optimum fuel performance once they have 30-40,000 miles on their clocks.” An added attraction was that City West Commercials will be inspecting and servicing the new trucks during the evenings, a new service the business recently introduced.

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Wednesday, November 12, 2014

Fashion

Soul trader T-shirts designed to celebrate your ‘inner temple’ Gavin Thompson Assistant Editor (Business) gavin.thompson@b-nm.co.uk

T’S often said that fashion goes round in cycles, but one up and coming designer has gone a little further back than 70s flairs or 80s shoulder pads for his inspiration. Samuel Witts has taken inspiration for his latest designs from William Morris, the textiles designer who pioneered the Arts and Crafts movement in the late 1800s. The 30-year-old has been designing T-shirts, album covers, flyers and skateboards for local businesses for more than a decade but now he’s gone into business for himself. Working with entrepreneur Charlie Tupman, they have formed Hidden Temple clothing brand. After proving a hit on the festival circuit, the range has just been launched in Natives store in Union Street. While T-shirts often carry political messages, the pair wanted their designs to be about looking good. Charlie, 29, said: “We really wanted to get away from the idea that your T-shirt defines your culture and instead try and produce things that people just love to wear. “Each one of our hand tie-dyed T-shirts or crop tops is unique and we want people to feel that when they put it on.” While discount stores sell T-shirts for next to nothing, the Hidden Temple founders are counting on people being prepared to invest in quality and originality. They say they have opted to produce higher quality garments than

● Some of the T-shirt designs

are often found on starting street ware labels. Their T-shirts are exclusively printed on American Apparel track shirts. Their winter collection includes hoodies and jumpers from Continental Clothing with new designs and a range of colour beanies sporting the Hidden Temple brand.

The firm also ships internationally and is in preliminary talks with outlets in Thailand and the US. Sam said his designs were based more on form than fashion. “A lot of my designs are influenced by the strong sense of geometry and pattern found in the wonderful works of the late William Morris and MC Esher,” he said.

“I try to ascribe similar shapes and forms to our own Hidden Temple ethos. Hidden Temple means that we are all temples and we all have aspects of our soul that are sometimes hidden and should be brought out and shared. “We use the peacock on our designs to resemble the soul inner within our temple.”

Media

News service looks to grab headlines in the US ● John Sewell, founder and group chief executive of 72 Point social media. “This means we give our clients the ‘BuzzFeed effect’ several times over for much less money. “Because we achieve coverage with our news content on multiple online platforms, we can engage with a much wider demographic than Buzzfeed where the focus is mainly on fun, light stories and surveys.” The company works with more than 80 per cent of the top UK PR agencies helping them get survey-based news coverage for their clients. It owns OnePoll, an online research business, which means it can carry out all activities in-house, from idea generation to fast-turnaround online research, infographic design and digital and social media outreach. The New York office is its first international base, 12 years after the firm was founded in Bristol. #GETEXPORTING: PAGES 8&9

Wine

Corking idea to give water aid to needy ● A NEW business is hoping to reverse the Bible story and turn wine into water. Founded by entrepreneur Chris Coles from Blagdon, VIN2O is an online business offering wine-lovers the chance to buy wines from independent producers who are passionate about their products, consider their impact on the environment and are ethical in their operations. The business operates as a social enterprise and the profits are used to provide clean water projects charity Pump Aid. Chris said: “Food and drink is an industry I am interested in and always have been, coming from a family of farmers, fishermen and food educators and having worked on new product launches before. I wanted to use my knowledge and love of wines and turn this into a business and charity venture. “VIN2O is based on a really simple idea. We turn great wine into clean water for people who need it most. “Wine-lovers can enjoy the selections of wine delivered to them while raising money for a fantastic cause.”

Collaborate Bristol

Conference to mark World Usability Day ● USER experience professionals from Amazon and Nationwide Building Society are among the luminaries sharing the secrets of digital success at Collaborate Bristol today. The one day conference, aims to inspire and develop collaboration in Bristol’s creative industries; helping and encouraging businesses to discover the untapped benefits of digital. The event, which is being held on November 12 at St George’s will cover topics from the devil in the detail to “making things totes emosh and dead amaze to engage millenials”. Now in its second year, Collaborate Bristol is a UX, IA and design conference in celebration of World Usability Day, run by strategic digital design agency Nomensa. The firm’s chief executive Simon Norris said: “The shift into a new phase of ‘digital’ is well known to designers and technologists - from Big Data, The Internet of Things to Cloud Computing, data carried via digital is more pervasive than ever. “We are seeing more and more organisations looking to go beyond a great website or mobile experience, wanting to transform their business to take a truly digital first approach. “At Collaborate Bristol delegates will be able to hear more about taking a digital-first methodology and how collaboration is key to thriving in the digital society we are living in.” Speakers at the event include Nick Finck of Amazon web services and Dan Healy user experience consultant for Nationwide Building Society.

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NEXT time you read a story on a news website saying that one in three men pluck their eyebrows – or some other eye catching survey claim – it could be a Bristol company behind it. From its offices in Abbey Wood, 72 Point works with the PR industry to get news coverage for their clients, often using quirky surveys to grab the headlines. Now the company is expanding to the US where it will be taking on the might of BuzzFeed, which makes money using the same kind of content often provided and sponsored by brands. The Bristol firm is launching a range of content-led marketing and social media products in the US which it says will rival those offered by BuzzFeed. Founder and group chief executive John Sewell said: “We create engaging survey-led news that is published by multiple publishers both here in the UK and the US, including leading news sites like the MailOnline. “We then amplify our success via social media and content syndication, and guarantee that the story will receive over one million views via

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Wednesday, November 12, 2014

The Big Interview

‘IT’S TIME WE HAD A SENSIBLE DEB Deborah Waddell has a passion for walking, which is handy as her role as regional director of the CBI means she’ll be wearing out the shoe leather meeting businesses in the towns, cities and rural communities of the South West. Gavin Thomspon catches up with her in Bristol.

USINESS needs to talk about unpopular issues. Generally speaking, business owners are more pro-European than most and more supportive of immigration too. But some businesses are afraid to talk about it. That’s where an organisation such as the CBI comes in. Deborah Waddell recently stepped up to become South West regional director of the CBI, or Confederation of British Industry. With a growing economy, it might seem like an easier time to take on such a role, but Deborah has a lot of her plate. Starting with some of those unpopular issues. On Europe, she says there is a “massive job” to have a more informed debate. “I think the business community, whether its the CBI or individual companies, have to start having that sensible debate on Europe,” she said. “Forty-five per cent of our exports

Vital statistics

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Name: Deborah Waddell Age: 37 Born: Newcastle but moved around with a “hobo” childhood First job: Worked in plastics factory packing ice cream containers before they had ice cream in them in old mining town in Derbyshire, It was a long hot summer. Career: Ran an education charity working with businesses that went from being 100 per cent grant funded to zero with 72 hours notice. Grew the business from £400,000 when I start to seven figure turnover when left at the start of this year. Inspiration: This sounds terribly clichéd, but my mum. I’m the first generation that went to university, my mum left school and trained to be a nurse and worked her way up and eventually ended up being professor of midwifery and become one of the most influential midwifes in the world. She wrote the standard textbook for midwifery. the Myles text book. She’s somebody who went into a vocation and succeeded and is also so nice she never has a nasty word to say about someone.

are to the EU – that’s huge amount of what we do and where we make our money. “Success in business is around grasping opportunities and we’ve got to stop pretending that retreat from Europe is sensible or possible in this global economy.” She said business leaders and owners recognised that. Eight out of 10 member of CBI voted to stay in reformed EU a year ago, and in South

West that was even higher. But while the bosses grasp that, what those who work for them, the engineers, designers, labourers? “We need to talk about how we communicate that amongst the workforce not just senior management,” said Deborah. One of the key principles of the European Union, and one that has been controversial of late, is freedom of movement. It’s a debate that business is losing, but Deborah feels it needn’t be that way. “The openness of trade and the freedom of movement of goods and humans is quite essentially British,” she said. “We’ve always been a trading nation. It’s not just big business either, 55 per cent medium sized firms in our survey said that was a positive. You’ve got companies such as Wyke Farm selling cheese to the French, that’s pretty impressive.” She said: “We do have to acknowledge there is a toxic-ness around that debate and tackle it head on. Immigration in 2005, two thirds of the British population was in favour of freedom of movement, in 2013 2/3 of the British population was against it. We can’t ignore that.” So how can the CBI change it? “We need to talk about the benefits skilled workers bring to the economy,” she said. “British workers do it too, my sister works in Germany, she’s over there taking their jobs! That freedom of movement is a reason a number of companies say they invest in Britain, particularly around financial services.” Surely with a sluggish Eurozone, businesses should be looking outside of Europe to grow their exports? “Yes,” agrees Deborah, “We have got to look further.” But she says being part of the EU is important for that. “We’re looking at the moment is TTIP (Transatlantic Trade Investment Partnership) looking at free trade between Europe and America. “I met South West firm make soft furnishings. They have to set fire to their products to see how they burn to comply with fire regulations. “Because they are starting to trade in America, they have to do the same for the America because fire regulations are slightly different. “You’ve got an SME starting to trade in America that is having to set fire to £60,000 of products every year. If we could have the same regulation between Europe and America, they would only have to set fire to £30,000 worth of products. For that company, that’s one job. That’s a real job. “Would America be dealing with Britain on that basis? Not until it has dealt with Europe because that’s a much bigger customer. So we need to be at the table when those international trade deals are being made. The same for Japan, we are looking at treaties on a European basis. “That’s where thinking retreat is possible is wrong, we have to be sensible. We have to be at the table and leading that debate.” The CBI isn’t blind to Europe’s

My working day Typical day: Meeting members, finding out what’s working or not, what they would like me to do for them. Talking to people the media. I recently had the honour introducing Steve Varley at Distinguished Executive Address (pictured above). I’m humbled by how fortunate I am to do this and job and the access that I get and companies I get to see. The CBI badge carries a lot of trust and it’s one I’m proud to wear. Mainly split my time between Exeter and Bristol, probably in Bristol two to three days, a week. Living in Devon, that means I see a lot of hotels.

per cent of “ourForty-five exports are to the

EU. Success in business is around grasping opportunities and we’ve got to stop pretending that retreat from Europe is sensible or possible Deborah Waddell

failings, however. “We don’t think the European project is perfect,” she said. “We need to get bureaucracy down and we need to say where and how, we need to focus on trade element and not mission creep into other areas of life. “And we need to have an honest debate. Some of the upset and anxiety is often around things that can be controlled by the British Government, for example social security. There is no European social security system, if we are unhappy with the benefits system for people coming here to work, that is within our control. We have to be careful not to blame Europe for everything.” Deborah spends around two to

three days a week in Bristol, and the rest of her time in Exeter and elsewhere. Much of her time is taken meeting and talking to local businesses. Those businesses are pretty positive right now, though there are challenges. “We are not just seeing green shoots, we are seeing positive sustained growth,” she said. “But we still have a massive deficit of £68 billion so it’s going to go away. We’ve got weak Eurozone, we want Europe to be strong so they can buy our stuff. Sterling is increasingly strong which is not good for exports. The service sector is doing really well which is fantastic for places like Bristol.

“Where we are lagging behind and want to see much more activity is manufacturing and construction. “The deficit has got to be a priority for which government in May and we are going to have to see some difficult decisions about where we spend our cash.” But the CBI believes business needs some of the limited budget to be spent on infrastructure. “One of our biggest concerns at the CBI is that infrastructure is in the hands of the politicians and that infrastructure is so critical it can’t become a political football,” said Deborah. “We would like to see an independent body which would take a strategic view on infrastructure pro-

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Wednesday, November 12, 2014

BATE ON EUROPE‘

Entrepreneurs

We need to give tax breaks to our start-up companies BRISTOL’S entrepreneurs need tax breaks to help their companies grow, according to one of the city’s leading professional services firms. Mike Lea, pictured, managing partner at the Bristol office of Smith & Williamson, said the city was leading the way but striving businesses needed more help. He said: “The increasingly entrepreneurial culture in the West of England and across the UK has the potential to bring huge benefits to our society but we need to do more to incentivise business. “This includes a more favourable tax regime for entrepreneurs and start-ups as well as tax breaks for established companies looking to invest in, mentor or support entrepreneurs and their new ventures. “This is one of the reasons why we are urging Vince Cable to bring back the Corporate Venturing Scheme, which proved to be the right tool but at the wrong time.”

The scheme was aimed at companies considering direct investment in earlier stage, higher-risk businesses, and provided tax incentives for corporate equity investment. The aim was to increase the availability of venture capital and foster wider corporate venturing relationships between otherwise unconnected companies. Smith & Williamson has published a report titled Unleashing British Business, which puts forward a number of measures, including: ✔ More family-friendly tax policies; ✔ Reintroduce a small company tax rate; ✔ Remove costly red tape that puts SMEs and self-employed off recruiting; ✔ More investment in digital, housing and transport infrastructure both inside and outside major UK cities such as Bristol.

Find out if private equity is right for your business growth BUSINESS owners and entrepreneurs are being offered a chance to meet experts from a selection of private equity firms and professional advisers to demystify the process. Accountancy and investment management group, Smith & Williamson, is holding an Inside Private Equity event at its offices in Portwall Lane, Bristol on Tuesday, November 25, featuring a range of experts, including Growth Capital Partners, Business Growth Fund, LDC, Mobeus Equity Partners, Chelverton Asset Management and Vistage. Smith & Williamson’s partner David Ropert

My downtime Time off: My favourite activity is walking. We live in South West and it is a fantastic place to live. I love Dartmoor, Exmoor, Somerset. I get to go to London once a month for work so take the opportunity to go to see music, I’m an enthusiastic but not expert classic music fan. I like cooking, which seems to be national pastime, but I can’t bake.

ing opportunities. We had a round table with a minister on defence supply chains. We had a medium-sized company from Bristol area sitting at table with the chief executive of Rolls-Royce. That’s a phenomenal networking opportunity.” Whether it’s big or small companies, the issues are often the same. “The topics that come up every time are talent – skills shortages – and infrastructure, whether digital and transport system,” said Deborah. Plenty of work still to do, then.

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jects for 25-30 years. That would stop politicians ducking the question and it would provide continuity between elections.” One area Deborah has seen a change is that more businesses are working together. A good example is South Gloucestershire packaging firm Smurfit Kappa and food producer Tulip. “They have invested in joint member of staff so that they both have the deep understanding of packaging process, the products and the consumer,” she said. “It’s interesting to see two companies investing to share that intelligence. Where we see that kind of long term strategic investment we need to encourage it and support the government to find ways to do that.” Some people see the CBI as for big business, but Deborah says they speak for smaller firms too – particularly the medium sized manufacturers. While an organisation such as Business West has large numbers of staff delivering services such as export help to companies, the CBI’s focus is on influence, employing a team of 150 policy experts. “Our job to listen, lobby and get results,” said Deborah. “We don’t just lobby but provide a vehicle for companies to do it themselves. When we brought Ed Balls to Bristol for a round table, he knew we are following up on what he says. When we had the Treasury down, it’s giving business access to have a voice. “There are also really interesting network-

said: “For many entrepreneurs and business owners, the world of private equity is extremely complicated. Few understand what it is, who the investors are, how it works and whether it is suitable for their business. “This event is a rare opportunity to hear from a selection of leading private equity firms and professional advisers, to interrogate the process and consider the options for financing growth, succession or exit.” To book contact Rebecca Walford on 0117 3762067 or rebecca.walford@smith.william son.co.ukplace.

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Wednesday, November 12, 2014

Focus on start-ups | Sponsored by THEME SPONSOR’S NAME HERE.

Export special

IF YOU CAN MAKE IT HERE, YOU CAN There’s a whole world of opportunities for small and medium-sized businesses out there for those willing to take them, as Gavin Thompson finds out

OU don’t have to be big to export but it’s a great way to help your business grow. Yet large swathes of businesses in the region still think it’s not for them. Russell Jones, regional director of Government business support arm UK Trade & Investment, is urging firms to take up the opportunities to do business overseas. He said: “If you are successful in the UK, there is no reason why you can’t sell abroad, if you do your research and plan properly.” But despite the potential to help firms grow, research released by KPMG this week shows almost half small and medium-sized businesses in the South West have no plans to export. Speaking during Export Week,

“ At UKTI we know striking out into new and unfamiliar territory can be daunting, but many more South West companies should take advantage of the opportunities in international markets.” Russell Jones

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Russell said business people should not let size put them off. “I strongly believe that most companies can and should export – from single-owner operations to large corporations,” he said. “At UKTI we know that striking out into new and unfamiliar territory can be daunting, but many more South West companies could and should be taking advantage of the opportunities international markets offer and the wide range of support UKTI provides. “All the evidence shows that businesses new to exporting who use UKTI’s valuable range of services do better than trying to go it alone – whether it’s using OMIS (Overseas Market Introduction Service) which gives businesses access to knowledgeable and experienced trade teams in British embassies abroad or the popular Passport to Export scheme, an assessment and skills-based pro-

New York visit inspired me, says designer

● Designer Penny Seume who was inspired by a visit to New York

Case study ● AN artist may draw inspiration from things that the average person barely notices. For Penny Seume, it is urban landscape that gets her creative juices flowing. Living and working in Bristol, Penny’s designs subtly capture the mood of the original site, be it the lights of London or the skyscrapers of New York City. She then uses traditional fine art techniques and contemporary digital print to create bespoke and limited edition high quality fabrics and home accessories. At home Penny started out selling to local galleries and high-end interior design businesses. In 2011, she visited New York sparking a whole collection inspired by the Manhattan skyline. Her New York sofa and cushion covered in Gold Skyscraper fabric, which she made in collaboration with Dulux Interior Design, went on to win a Distinction award from the Society of Designer Craftsmen show at the Mall Galleries, London in 2013. Her New York fabric won a ‘highly commended’ accolade at the New Design Britain awards at the NEC Interiors show. While in New York, Penny also attended ICFF and the New York Design Centre, to see what high end retailers were interested in at the time. “I’m drawn to urban landscapes and the architecture of cities and I’ve always been fascinated by colour and texture,” says Penny. “I capture the atmosphere of a city in my paintings and collages, and transfer these onto luxurious fabrics like velvet, silk and linen. “New York is obviously an

gramme that provides new and inexperienced exporters with the training, planning and ongoing support. “If you attend just one business event this week, then it should be ExploreExport on November 13. “Trade officers from over 60 countries will be on hand and ready to advise you on how best to approach specific markets and what the commercial opportunities are in those countries. It really is an event not to be missed.”

exciting place to be, and I was interested to know whether retailers, interior designers and consumers there would appreciate my work.” On her return to the UK, Penny got in touch with UKTI. She talked with an International Trade Adviser (ITA) about the potential for her business in the US, and the possibility of exhibiting at ICFF herself the following year. The ITA agreed that Penny’s work was certainly of the right calibre and put the designer in touch with the British European Design Group (BEDG). This accredited trade organisation receives funding through UKTI’s

KPMG’s study of 94 SMEs in the region found 45 per cent said they have no interest whatsoever in exploring overseas markets. One in five said complex legal regimes are the main barrier preventing them from taking advantage of the huge growth potential offered by overseas markets with 14 per cent saying they lacked understanding of international markets, and 11 per cent felt they didn’t have strong enough networks overseas to explore opportunities outside of the UK.

Tradeshow Access Programme (TAP) to take British companies to interior design shows. As a result, Penny was able to show her products at ICFF in May 2012, in a group of 20 British designers. As well as displaying her designs and products on her own stand, she attended an engaging programme of informational and networking events organised by UKTI around the show, which took place at the British Consulate in New York. “Without the TAP funding that BEDG got from UKTI, I wouldn’t have been able to afford to exhibit,” says Penny. “Going there for the first time as part of a British

Nick Hall, enterprise partner at KPMG in Bristol, said: “It is not surprising that SMEs who have survived the global recession are choosing to focus solely on the domestic market in the UK, but it is shortsighted given the huge appetite for British goods and services abroad. “Making the leap into overseas markets is not nearly as daunting as it seems on paper. There are some great success stories of SMEs who have achieved massive growth by successfully moving to overseas mar-

delegation and with the support of BEDG and UKTI was invaluable. There’s so much to learn about these events: how to ship your work overseas, lay out your stand and make the most of your time. I wouldn’t have felt confident to do it alone at that stage.” Penny came away with a new list of contacts with whom she now keeps in touch via a regular newsletter. Today, around a third of her business comes from outside the UK, primarily from the US. “Breaking into new overseas markets can be a long and daunting process, but I’ve found that UKTI has something to offer every step of the way,” she said.

kets. Linking in with organisations who run trade missions overseas or have good networks abroad is the first step on a journey that is not nearly as complex as SMEs believe it to be and the rewards can be huge.” Some of those businesses looking to reap the rewards are currently taking part in a UKTI trade mission to South Africa. Trade adviser Sandra Warne, who is leading the visit, said: “South Africa is a sophisticated and promising market, offering a combination

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Wednesday, November 12, 2014

Expert eye Ameeta Virk

MAKE IT ANYWHERE... Beerd growing sales of hoppy ales in Sweden Case study ● CRAFT brewer Beerd has cemented its foothold in the Scandinavian market after just two months with ten cities in Sweden now stocking its beers. Taste for craft beer in the region is already well-established and Beerd’s hoppy American and Australian-style brews are proving popular with the locals. Established by the people behind Warmley-based Bath Ales, Beerd was set up last year with the aim of creating maverick beers that excite drinkers seeking something a little bit different from the norm. Moussa Clarke is the export manager who is driving forward sales overseas. He said: “We only started exporting Beerd beers two months ago, but already the reaction has been fantastic. “In Sweden customers are very up on beer and brewing trends and are very demanding in terms of quality and a point of difference, Beerd seems to have slotted in very well to the market.” He said the brew Razor, a hoppy full bodied IPA with a passion fruit aroma, was leading the way, but our other pale ales such as Vigilante (American style), Convict (golden in colour and chock full of Australian hops) and Monterey (a West Coast style ale with plenty of pine on the nose and palate) were also performing well. Bath Ales secured a major deal in continental Europe in January this

of a well-developed economic infrastructure with a vibrant emerging market economy and provides significant opportunities for UK companies across a range of sectors. “The country has abundant natural resources, a well-developed banking system, good infrastructure, with major capital injections to upgrade this further, a business culture that is similar to that of the UK, and is the gateway to other African markets.” Among those on the trip are the Bloodhound Project, an Avonmouth-based team hoping to break the land-speed record next year, and Grey Matters, which specialises in high voltage earthing systems. The latter’s aim is to protect people and property from lightning strikes using new earthing technology.

year to export its core brands such as Wild Hare and Gem. The business is aiming high and has set a target of quadrupling combined Beerd and Bath Ales export volumes by the end of the year. Moussa said: “Sales of the Bath Ales core range overseas are growing and we now export to 10 countries. “Sweden is a newer market for Beerd, but I anticipate the beers will quickly become important brands for us. Our Swedish distributor handles a whole range of well-respected drinks from around the world, so we’re in good hands.” Bath Ales’ increasingly international outlook was confirmed

“ Sweden is a newer market for Beerd, but I anticipate the beers will quickly become important brands for us.” Moussa Clarke, above

EXPLOREEXPORT ● Tomorrow sees the return of the region’s biggest and best export event – ExploreExport. Local businesses can book one-to-one meetings with market specialists, participate in export seminars, engage with exhibitors and network with hundreds of fellow exporters. Commercial officers from more than 60 global markets will visit The Bristol Hotel in Prince Street to offer valuable export advice. Whatever stage of your export journey, ExploreExport can help your business reach new heights. If you’re new to exporting you’ll hear all about specific opportunities in numerous markets and learn the best way to approach international trade for the first time. Doors open at 8.30am and you can register on the day (£50 per delegate). One-to-one meetings and seminars are allocated on a first come, first served basis.

with a recent gold medal for flagship beer, Gem, at The International Beer Challenge. Exports to Sweden is in kegs at the moment, and two of the bottled Beerd brands – Silvertip and Monocle – are already being sold in Denmark. Beerd kegs will also be available in Finland very soon. Beerd is also making in-roads into Ireland and New Zealand, who were quick to snap up some of the latest brews. Moussa added: “Next I’ve got my sights set on Spain as this would be a great market to break into, again it is showing a burgeoning interest in the global phenomenon of artisanal beer.”

Ian Griffiths, from the Bristol and Bath Science Park-based firm, said the country was a great potential market for them. “Technically, South Africa sits in a high lightning active area with geology that can make earthing a particular challenge,” he said. “In addition, the country suffers from metal theft on infrastructure.” He said the prospect had been made less daunting thanks to the support they had been given. “The entire UKTI team has been switched on, supportive and knowledgeable in this market, in which we are hoping to open up manufacturing partnerships for some of the hard products in South Africa,” he said. “I’m also hoping to share my knowledge gained on similarly difficult technical projects.”

Language and Culture Adviser at UKTI, Business West

Key tips on how to fulfil your American exporting dream

ITH 311 million potential customers and a GDP of $16 trillion, the US is an exciting place to export. However, before boarding the plane starry-eyed and dreaming of the millions you will make, stop to consider how Americans like to do business. Yes, they love your Britishness, your Four o’clock tea and your cool accent. Yes, they are generally an enthusiastic bunch who’ll always give you a chance. But that’s as far as it goes. You need to deliver on their terms when it comes to actually winning business. You’re probably thinking, I speak English, I’ve seen all of the latest Oscar winners, I’ve even been to NYC, so what could be so different? In fact, quite a bit, and not only when it comes to trunk vs. boot and loo vs. bathroom. As an American who has lived in the UK for 4 years, the cultural and business differences still astound me. Here, I’d like to share with you some of the stand-out differences and tips to help you become a rock star US exporter. Communication Styles Have you ever called someone and not left a message ‘giving the missed call’? Come on, you know you’ve done it. Strange I know, but this doesn’t work in the States. Leave a message! A detailed, and to the point message or risk losing the deal. Americans will appreciate it and might even share your much-loved accent with their friends. They communicate through voicemails like we do with emails. Speaking of emails, Americans generally try to answer emails within 24 hours and this is in-line with their get an answer NOW mentality. Please communicate and follow-up NOW or risk Americans losing interest or questioning your dedication. Is that a YES? Americans are a straightforward bunch. They are direct, to the point and loathe wasting time. If they like what you have to offer, they will tell you and want to move ahead quickly. If Americans can’t see a good fit, they will tell you. They don’t sugar coat. But remember, the US is a “yes-we-can” country. Americans like to find a way to say “yes” to you and they don’t want you to stop at a “no”. This means, look for ways around a “no” and be sure to ask the magic question, “What will it take for you to say yes”? If it’s still a NO, then ask the next magic question, “Do you know someone else who might be interested”? Americans are natural connectors, and if they can think of someone within their network who is interested they will connect you. Trust me this works. When I was selling UK brands into the US market I was told “no” by a top retailer but the buyer referred me to their competitor, complete with their direct phone number! This is part of the American culture, where everything has been built on a collaborative competitiveness, close networks, and sharing of ideas. Ask for the Business! Here in the UK, I’m constantly amazed at how indirect people can be, in business and elsewhere. In the States, when it comes to negotiating, Americans expect to be sold to and expect you to ask for the business directly, laying out why you should win and what is unique about your offering. If this is all delivered quickly, clearly and confidently, the chances of success are much higher. Delivery of the pitch is everything in the States because this is seen to reflect how the real business will play out. In the UK, this kind of approach is felt to be awkward and obnoxious, assuming and over-confident. In the US, you have to go a lot further before over-confidence becomes a problem. Finally, keep trying! Each state is different, so what didn’t sell in California might be the next best thing in Ohio.

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Business diary ExploreExport: Delivered by Business West in association with UK Trade & Investment (UKTI), gives you the opportunity to explore over 60 markets around the world in just one day. At The Bristol Hotel on Thursday November 13 offers companies the opportunity to develop a tailored programme of one-to-one meetings with in-market experts from British Embassies and Consulates from over 60 countries. £50+VAT/ Register at exploreexport.ukti. gov.uk/bristol. Bristol Distinguished Address: UWE’s series giving the chance to meet the leaders of industry continues with Anne Francke – CEO, CMI. Leigh Court, Abbots Leigh, 6pm, November 13. Register via UWE. Inspiring Women Live! Meet and network with other amazing women and be inspired by the event’s speakers. The Pavilion, Hanover Quay, 6.30-9pm, Thursday, November 13. Book via eventbrite. Mix Growth Roadshow: This event, jointly sponsored by HSBC and WSI, is aimed at people who would qualify for Growth Accelerator or Growth Voucher funding support, which are typically: organisation/ business with less than 250 employees, based in England with a turnover of less than 50 million euros. Friday, November 14, HSBC, Temple Back East. Register at Eventbrite. The Six Steps to a Better Business: Free seminar will give business owners the six steps that they need to follow to help them create a better business. Delivered by award-winning local ActionCOACH, Rob Carter. Friday November 17, Leigh Court, 8:30am-1pm with buffet lunch. Register at Eventbrite. Ladies Who Latte: Flexible, informal networking for entrepreneurial women. Held at New World Business Centre, Station Road, Warmley, 10am-12, Thursday, November 20. Contract Sarah or Liz on 0117 332 0900 or email info@newworldbusinesscentre. co.uk. Environmental management seminar: EEF, the manufacturers’ organisation, is running a course to help local firms understand and adapt to the new standard for environmental management. Takes place at Engineer’s House, The Promenade, Clifton Down, focusing on key changes being made next year to ISO14001. Thursday November 20. More at www.eeftraining.org.uk/iso14001.

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Prepared for Investment: One day training course providing comprehensive introduction to the issues and processes associated with investments made into private limited companies. £360+VAT. Leigh Court Business Centre, Abbots Leigh. 9.30am-4pm, November 20. Register via Business West. Email your business events to gavin.thompson@b-nm.co.uk. Events are sometimes cancelled without us being notified so please check with organisers before travelling.

Wednesday, November 12, 2014

In pictures Leigh Court landmark party

200th birthday Celebration marks special year for historic mansion Gavin Thompson Assistant Editor (Business) gavin.thompson@b-nm.co.uk

LMOST 100 local businesses gathered to celebrate Leigh Court mansion’s 200th birthday. The evening was a gathering of decision makers and influencers who were treated to speakers and canapes culminating in a spectacular fireworks display. Jeremy Richards, director of Jones Lang LaSalle provided insights about Bristol through the ages and the future of the city’s offices. It is estimated that by 2050 a staggering 70 per cent of businesses will be located in the city centre and with that will come a growing demand for residential space. James Monk, commercial services director at Business West regaled guests with a potted history of Leigh Court throughout its 200 years. Starting out as a resplendent private residence for an entrepreneurial Bristol ship owner – the first recorded millionaire, Leigh Court was visited by many a noble man including King Charles II. With several interesting changes in ownership over the years including becoming an NHS mental health institution, it is now the home of Business West, the business support organisation that runs the Chambers of Commerce in Bristol, Bath, Wiltshire and Gloucestershire. Today it continues to foster entrepreneurial skills in start-ups and growing businesses.

● Above and below, guests at the Leigh Court anniversary celebration Sue Turner, communications director, Bristol Port Company, said: “It was fantastic to see Leigh Court in all its finery. As a long standing member of Business West’s Chamber of Commerce & Initiative I’m delighted to have been able to celebrate Leigh Court’s 200 years.” The evening culminated with a show-stopping display from Firestorm Fireworks which lit up the sky in an explosion of colour and noise – a fitting way to celebrate this beautiful grade two listed mansion’s 200th anniversary. Business West managing director Phil Smith said: “It was great to see so many local business people here to share in our birthday celebrations. “Leigh Court has had many uses over the years not least as the home of Business West and we are proud to support South West businesses from these prestigious premises”

Special feature

GROWINGYOUR

In pictures SXS Events’ ice bar party

business How SMEs are expanding and reaching out to new customers

● Cathy Palmer (SXS), Dan Kenney (Party Doctors), James Cook, Vicki Cook (both Spider Group)

Breaking the ice over cool drinks

T must have been the coolest business event in the city, when Bristol-based SXS Events invited local companies to an ice bar party. The events firm, which is based in Bristol but does most of its work for national clients in London and elsewhere, wanted to test out the concept for an upcoming project. So they invited the business com-

munity to come and try it out and, not surprisingly, the offer was well received. A crowd of more than 100 came to the event, where cocktails were served from ice glasses and DJs performed. The Brislington studio space was kitted out with lighting, decor, video and snow machines. Johnny Palmer, from SXS Events, said: “We invited friends of the com-

● Helen Wimble (Houghton Stone Business Recovery), Chris Horn (Architectural Assistant), Robert Barnes (Thrings)

pany to come to our Brislington studio to help test the ice bar. The test session went well and we gained some excellent technical data which helps us refine its use in a live environment. “We are so pleased to have the space to do this, as mockups like this give SXS a huge competitive advantage of our London-based rivals, which helps us win major contracts.”

● Beth Nicholls (Thrings), Liz Cornelius (Teacher); left inset, Mark Andres (Voucher Cloud)

they risk being beaten to sales. For many, innovation is key, whether that’s innovating internal processes or adding new products and services, as competing on price and quality is no longer enough. A buy-and-grow strategy is one option many SMEs are considering. Turning to acquisitions to grow will add value, more complementary products, a new sales channel and a new geographic market. Firms are not alone when it comes to developing their business. Organisations such as the Federation of Small Businesses, Business Growth Fund, IOD and CIB can help businesses to expand through mentoring, specialist masterclasses and investment.

Steve WilSon, Director of Corporate Banking, Bristol

Gina Fucci, Managing Director, Films at 59

The goal of most businesses is to grow and reach their full potential and my team of relationship managers has extensive experience in watching hundreds of businesses enjoy success. Whether you’re thinking of taking on more staff, moving to bigger premises or investing in new machinery, we’re here to guide you through the options. To expand, businesses need connections and we have a strong network in the community. We put on business-to-business events and seminars on a range of topics, from trade finance to cybercrime. We want to give you all the tools you’ll need to grow and prosper.

Business growth is a real conundrum because there’s a fine line between growing and still providing your valued, individual service to clients. The danger is becoming too big. The television industry has periods of acquisition, expansion and rebalancing. Sustainable growth is about spotting the opportunity, working together, and making sure you have supplier relationships that can support growth. A bank can be key to supporting growth as they can advise on economic, as well as industry, trends and if you have a strong relationship, they will advise on how the plan is unfolding against performance. In my experience, a transparent relationship is essential.

To learn more about expanding your business, visit rbsbusinessconnections.co.uk, call Steve Wilson on 07919 210737 or email steve.j.wilson@rbs.co.uk

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● Tim Gilbert, Essi Froberg, Kerry Gilbert (Damar Training) and Simon Gilbert (DAS Law)

espite some recent global economic storm clouds, the UK’s financial environment has witnessed seven consecutive quarters of growth. Consumer confidence has risen as unemployment falls and resilient SMEs have aspirations to expand. Having a key sales strategy is important to any business. To exist in the marketplace, a business needs to generate sales, with a pro-active sales culture and a customer-focused approach. While improving turnover is at the heart of most expansion plans, a strong growth strategy should ensure improvements in productivity are in place. Companies may have fantastic products but, if they can’t get them to customers in an efficient fashion,

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Wednesday, November 12, 2014

The back page

Your digest of the week in business

People

planned, Templeback provides one of the few opportunities to acquire grade A waterfront offices with a flexible approach.”

● After 40 years working with businesses around the South West, RBS corporate director for the area Richard Holland, below, is taking early retirement. “I can still remember my first day, standing outside Eastville branch waiting to be let in and meet the staff and yes it does seem like a long time ago,” he said. “I am delighted to be handing over my team at the end of the year to my colleague Steve Wilson who currently looks after the South Wales and Gloucester team. Richard will retire from his role as director for Bristol, Bath & Swindon until the end of the year, when Steve will take on the new area of Bristol, Bath, Cheltenham and Gloucester. ● KPMG has announced two senior promotions in the firm’s Bristol office. Carol Newham and Laurence Marsh have been promoted to the post of director. Carol specialises in insurance taxation and works with many of the UK’s major insurance groups, advising them on corporate tax issues and the products they offer to their customers. Laurence works in KPMG’s management consulting team and leads programmes that help businesses and public sector organisations tackle cost reduction, procurement, sourcing, process improvement and strategic challenges. Regional chairman Phil Cotton said: “We are focussed on growing our business at the top and bottom line and this year’s director promotions are designed to help deliver this.” ● Property consultancy JLL has boosted its property and asset management team in Bristol with two new appointments and promotions. Jo Edwards, far right, has taken over as lead director of property and asset management across the South West, a business worth £1.3 million

● Bannatyne’s Health Club Bristol general manager Neil Rees with loyal member Simon Robinson

● Above, Templeback; right, 15-16 Lower Park Row, Bristol in the region. Jo has been with the firm for 19 years and a director in property and asset management for the last ten years. Jo said: “Over almost 20 years with JLL I’ve seen the business go from strength to strength and the quality and quantity of the assets under our management increase significantly. It is a very exciting time to be appointed into the role now that the market is active once again.” Caroline Cubbin has joined the property and asset management team, having started her career with JLL in 2012 under the graduate programme.

Places

● Property advisers DTZ and Alder King have been appointed to market one of Bristol’s most prominent and largest office developments. The joint agents will be marketing 78,000 sq ft of vacant grade A space at Templeback on behalf of asset managers Cube Real Estate acting on behalf of Benson Elliot who recently acquired the building. The waterfront building is the biggest vacant grade A office in the city and will be refurbished. Andy Heath, director of office agency at DTZ in Bristol, said: “With the rapidly reducing level of grade A stock in both the city centre and out-of-town markets, coupled with the programme of works we have

● Proteus Creative Communications has moved into Queen Square, meaning a prominent period building is almost full. The agency has taken 2,436 sq ft of open plan space at King William’s House on a ten-year lease. The firm, which employs 16 staff, has moved from Redcliffe Parade. The Georgian mid-terraced property formerly operated as a potato processing factory. Ross Wigley of joint letting agents JLL, said: “This letting follows a resurgence of interest in high quality, newly refurbished space in Bristol.” ● The fast-growing cafe bar chain Loungers has moved into a new office. The group, which opened its first venue on North Street in the Bedminster area of Bristol in 2002, now runs nearly 50 restaurant/cafe bars across England and Wales. Tom Dugay, office specialist at Alder King which finalised the letting, said: “Loungers’ rapid growth over the past 12 years, together with its ambitious expansion plans, required it to have a larger office base in its home city and the premises at Lower Park Row will serve them well.” ● Bannatyne’s Health Club and Spa in Bristol celebrated its 20th birthday with its longest standing member. Simon Robinson, 59, from Bristol joined the Redland Road health club on the first day it opened 20 years ago and is still enjoying using the facilities. Simon, who enjoyed a slice of cake which he no doubt burned off in the gym after, said: “Deciding to join the health club all those years ago was one of the best decisions I’ve made. “Not only have I managed to get myself much fitter, I’ve met some of my closest friends, some of whom I go skiing with every year.”

Get networking – it could open up new doors

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Stephen Fear Bristol businessman and entrepreneur in residence and ambassador British Library, London

you would be surprised at how many people don’t do it and just stick close to colleagues or people they already know all evening. Developing new contacts and consolidating existing ones is the name of the game so make sure you do it. ● Take plenty of business cards and dish them out like confetti. You never know whose hands they might end up in. ● Follow up with an email or phone call. Consolidate the connection by having lunch or coffee at a later date away from the event. ● Decide before going what you want

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Weekly earnings

Base interest rate

to get out of the event and whether anyone on the list is particularly important to meet. Seek them out and open a friendly and honest discussion about your reason for wanting to meet them. Hopefully it will be of mutual benefit. Remember you never know who you will meet! Many years ago I went to a networking event in San Francisco, it was focused on companies engaged in selling educational products across North America. I didn’t really want to go as I had been invited to a San Francisco Giants game that evening and fancied that rather more! However I was persuaded to go by a more focused partner and, feeling a bit miffed, I went. Business first after all! At the event I met an American billionaire who became a personal friend. That was 37 years ago! As I said you never know who you

will meet and how that meeting might affect your life, so be positive and be alert to networking opportunities in your industry or interest area. Listening to relevant radio is important too. At Ujima Radio the focus is on the community and how it can positively influence people’s lives. That’s the whole point of my once monthly Dr Fears Business Remedies programme which I co-host with Roger Griffiths. Our aim is to help people from all walks of life, especially ethnic minorities and people who feel disenfranchised by the system, to develop belief in themselves and create new businesses which ultimately create wealth for both themselves and their local area or even globally. With the right attitude and focus it really is possible to create a success of anything you set your heart. So don’t wait, do it now.

% % %

Ave mortgage rate % Corporation tax % Main rate

Small profits rate – below £300,000

Business current accounts

1.01% State Bank £10,000 deposit of India 0.25% £1 deposit

Business savings accounts 1.50% Cambridge & Counties Bank £10,000 deposit State Bank of India

Advice from the Phone Box Millionaire

EVELOPING a business should be fun but because of the worries associated with starting something new and which will undoubtedly affect one’s life going forward, the fun is often contaminated with worry. Young people in particular can, understandably, suffer from a lack of self-confidence. However self-confidence can be developed through getting to know people who can help a new entrepreneur develop both personal and business skills. In this regard networking is a powerful tool. Many people avoid networking. Entrepreneurs often feel they’re too busy and employees sometimes only go because it gives them an opportunity to break with routine. However networking events offer much if they are used properly so here are some tips: ● Mix! I know it sounds obvious but

In numbers Inflation (CPI)

1.49% £10,000 deposit

Source:

Petrol prices .50p

122 127 129 67

Unleaded

.13p Diesel

.71p

Super unleaded

.61p LPG

Source: PetrolPrices.com