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June/July 2015

Theo Paphitis announces Many Hands Winner

Royal Manchester Children’s Hospital celebrate a year of fundraising with their Many Hands campaign in a grand finale at the Midland Hotel. High profile sponsor Theo Paphitis attends and announces the winning fundraisers.

Trafford Business Connect feature an exclusive interview inside...

Connectworking Charity Lunch Trafford Business Connect announce their highly anticipated charity lunch at Hotel Football on September 11. Full details on inside cover.

Trafford Business Expo 2015 Trafford’s flagship B2B event is finally here with Trafford Business Connect as sponsors. Trafford Council’s Meet the Buyer is co-locating, so Tuesday 30 June at The Point, Emirates will be a date not to be missed - preview feature inside.

K-Club feature Life Sciences and the Internet of Everything Two very different topics discussed at K-Club’s networking breakfast at the AJ Bell Stadium.

GM Biz Expo 2015 Trafford Business Connect interview Grant Erskine Architects on the advantages of organising your own Expo’s.

Apprenticeships Reviews from Trafford and Salford City Colleges.

Stockmarket Investment - Cutting to the Chase pro-manchester’s hot topic looks at investment strategy.

Access to Finance Mark Sawyer from Acumen Loans reviews alternate financing available for SMEs.

Theo Paphitis pictured at the Midland Hotel, Manchester mentoring the Royal Manchester Children’s Hospital Many Hands Campaign

Inside this issue... Business News Theo Paphitis Trafford Business Expo 2015 Trafford Park Networking GM Biz Expo 2015 Access to Finance Many Hands Marketing Finance Social Media Digital Wellbeing Diary Dates Places to Meet...

CONNECTING BUSINESSES ACROSS MANCHESTER

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In association with

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M A G A Z I N E

BUSINESS CHARITY LUNCH Friday 11th September 2015

•

Kick off 12noon - 3.00pm

Hotel Football, 99 Sir Matt Busby Way, Old Trafford, Manchester M16 0SZ Trafford Business Connect magazine are pleased to be able to invite Manchester’s business community together for a very special networking charity lunch supporting three fantastic Manchester charities:

Forever Manchester Royal Manchester Children’s Hospital Charity The Alex Hulme Foundation The event will kick off at 12noon. This is a chance to network on the rooftop pitch with reception drinks at one of Manchester’s newest landmarks featuring stunning skyline views across Manchester. We will then go down to the Stadium Suite to enjoy a special set menu of a two course lunch with coffee, after which we’ll enjoy an after dinner speech from Phil Jones, Managing Director of Brother UK. Our compare will be Manchester Economist John Ashcroft. There will be prize draws and raffles, including chance to bid on two flights to either New York, Barbados or Orlando kindly provided by Virgin Atlantic, plus the chance to meet and network at the table with many of Manchester’s leading businesses. A full bar service is available throughout the afternoon. Tickets are only £40+VAT per person. Dress code: Lounge Suit. Tables of 8 are available @ £320+VAT (spaces are limited - book early to avoid disappointment).

JOHN ASHCROFT ECONOMIST AND CEO PRO-MANCHESTER.

PHIL JONES MANAGING DIRECTOR BROTHER UK.

To book your place email: booking@businessconnectpublishing.co.uk or contact Paul Mirage on 07708 987518 for further information.

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TRAFFORD BUSINESS connect

June/July 2015

contents 4 news

From Manchester and beyond.

TRAFFORD BUSINESS

connect

14 features

Many Hands at the Midland Review of RMCH campaign finale. Theo Paphitis The big interview. K-Club in Salford Two quality speakers reviewed. AD Merchandise Focus and report on new business move in Old Trafford. Trafford Business Expo 2015 4 page preview article. Forever Manchester networking Networking Manchester-style moves to Deansgate Locks. Trafford Thrive Pro-bono networking event at Emirates Old Trafford. Stockmarket strategies pro-manchester hot topic event - Cutting to the Chase. Alternative Funding Focus on Acumen Loan’s access to finance options for business. Apprenticeships Salford City and Trafford College feature article. From Architect to Exhibitionist Inside story on how Grant Erskine Architects became organisers of the GM Biz Expo 2015. Electrifying Trafford Park Focus on Manchester Electrical Contractors. Trafford Park Networking Full report on Trafford Park Connect and Trafford Park Business Network.

Subscription is easy. Simply visit www.traffordbusinessconnect.co.uk and click through to subscribe, where you can register your details to receive an electronic link to the magazine as soon as it is published.

editorial Here at Trafford Business Connect we are on the lookout for both news articles relating to business activity within Manchester, or educational articles that can help businesses at any level. If you regularly send out press releases, or if you are looking for press coverage of a newsworthy event, please get in touch either by phone or send an email to editorial@ traffordbusinessconnect.co.uk

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What Social Media says about your business.

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digital marketing Positive online reviews.

The advantages of outsourcing.

44 wellbeing

Growth through networking.

45 diary dates Business networking events over the coming months.

places to meet List of venues and facilities supporting businesses.

For more information please download a copy of our media pack found on our website: www.traffordbusinessconnect.co.uk or alternatively please email: advertising@traffordbusiness connect.co.uk or phone:

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The importance of using terms and conditions.

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welcome

to the latest edition of Trafford Business Connect and join the fastest growing business to business forum in Manchester. Trafford Business Connect is a dynamic business to business bi-monthly magazine that is crammed full of local and regional news, articles, interviews and regular columnists.

The magazine connects businesses across Greater Manchester, and is completely free. PUBLISHED BY

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• 07971 575977 Office • 0161 969 8632 DISCLAIMER Whilst we have taken all reasonable steps to ensure the accuracy and completeness of the information contained within this magazine, we give no warranty and make no representation regarding the accuracy or the completeness of the content of this information. Consequently we accept no liability for any losses or damage (whether direct, indirect, special, consequential or otherwise) arising out of errors or omissions contained in this magazine. Views expressed in Trafford Business Connect in editorial or advertising content are not necessarily those of it’s publisher Business Connect Publishing Limited. The publisher cannot be held responsible for any inaccuracies supplied to us in editorial or advertising material.

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June/July 2015

news

Chancellor confirms Hilton Worldwide brands transfer of power to new LCCC hotel Greater Manchester Under a franchise agreement, Hilton Worldwide is preparing to bring its Hilton Garden Inn brand to the LCCC. Construction of Hilton Garden Inn Emirates Old Trafford is expected to begin later this year, before the hotel welcomes its first guests in early 2017.

Chancellor George Osborne confirmed plans for a major transfer of power to Greater Manchester at a meeting of Greater Manchester Chamber members recently at Victoria Warehouse in Trafford Park.

who is accountable. I will not impose a mayor but I will not settle for less.”

Although Greater Manchester will be the first place to be given the new devolved powers, the Chancellor said he hoped other areas would follow In his Northern Powerhouse speech he suit. However he made it clear they confirmed previous commitments to would only get these powers if they hand over control of key policy areas agreed to have an elected mayor. including housing, transport, policing, He said: “It is up to local people health and social care in return for if they want to take part in this Greater Manchester agreeing to have revolution, but I’m not interested in an elected mayor. a half-way house. There is a reason The Chancellor revealed that there would be a Devolution Bill in this month’s Queen’s Speech, allowing power to be devolved from Whitehall to the regions. He explained that the aim of devolving power was to end London’s dominance of the UK economy by building up the country’s other great cities. While he said the north was seeing faster growth per person than the south and employment was up by 150,000 in just one year, the gap between London and the north remained.

why every major city across the world has an elected mayor: it works and it makes devolution possible.” He added that having a powerful elected mayor would give areas like Greater Manchester a powerful new voice. In addition to the new legislation in the Queen’s Speech to make devolution possible, the Chancellor announced that he was appointing the economist Jim O’Neill as Commercial Secretary to The Treasury, with responsibility for driving forward the Northern Powerhouse agenda. Mr O’Neill is best known for coining the term ‘BRICs’ to describe the emerging economies of Brazil, Russia, India and China.

“The aim is not to pull London down but to build the rest of the country up,” he said. “To close that gap, we need to take further radical action. This will be done not by moving public Mr Osborne also suggested that sector jobs but by real and consistent he wanted Greater Manchester growth. to be given even more power over “The model of running everything its financial affairs, saying: from London is broken. It’s not good “I hope we can go further and faster for prosperity or democracy. There with devolving power in Greater has been devolution to Scotland and Manchester and go further down the Wales, but we want to go further by road of fiscal devolution.” giving devolution to the great cities. The Chancellor ended his speech by “The Bill in the Queen’s Speech will create a radical new model of city government, giving control of housing, skills and transport. It is right that people have an elected mayor

stating that the Northern Powerhouse could not be built by the big cities alone and that the towns and counties of the north would also be covered by devolution.

Patrick Fitzgibbon, senior vice president, development, Europe & Africa, Hilton Worldwide, said, “Our presence at top UK sporting venues is growing, and Hilton Garden Inn Emirates Old Trafford will be another impressive addition to our portfolio.”

Chairman of Lancashire County Cricket Club, Michael Cairns OBE, said: “We are delighted to be working with Hilton Worldwide in this franchise agreement. The time has now come to capitalise on the value and suitability of our location, and to construct a high quality branded 150-room hotel which will complement our stunning venue. This is another example of a global, world class brand partnering with Lancashire County Cricket Club.” Once construction is complete, the hotel will offer 150 guest rooms over five floors, and 24 hour fitness centre.

Councils respond to apprenticeships plans in Queen’s Speech Responding to the Full Employment and Welfare Benefits Bill set out in the Queen’s Speech at the end of May, which includes plans to create three million more apprenticeships over the next five years, Cllr David Sparks, Chair of the Local Government Association, said: “Local government is right behind government’s ambition to create three million apprenticeships and previous research has clearly demonstrated the importance of enabling councils to engage local businesses to make that ambition a reality. “A good apprenticeship can give young people the experience, skills and understanding that can often lead straight into a full-time

Cllr David Sparks

job. At present, too many new apprenticeships are low skilled and taken by older people already in work with their employer. “Too few new apprentices are schoolleavers trying to get their first job, and too few are getting the construction skills to build the homes and roads our local communities need. “With the greatest will, government alone cannot engage over two million employers from Whitehall. “Rather than spend more money on a struggling system, we need devolved training that enables partnerships of councils, schools, colleges and employers to both boost opportunities locally and to ensure youngsters get the skills, experience and advice to thrive.”

7% increase in start-ups A 7% year-on-year increase for start-up companies registered in February 2015 has shown that the total number of companies registered in the UK has reached 3,440,919, according to the latest figures released from Companies House. In February there were 51,596 Incorporations and 2,154 company liquidations or insolvency proceedings. March and April tend to mark the annual peak for company incorporations. Historically, on

average 9% of incorporations occur in February. Dissolutions remain relatively stable over the course of the year. The number of incorporations and dissolutions fluctuate annually, but the number of each has generally been increasing over time. Historically, the numbers of incorporations and dissolutions in a year have seen large increases between January 1979 and March 2014: Incorporations have increased from 66,500 to 533,000 and dissolutions from 25,700 to 332,300.

TRAFFORD BUSINESS connect

June/July 2015

New energy efficiency Apprenticeship grants available for Greater Manchester businesses guide available for SMEs Amber Rudd MP, Secretary of State for Energy and Climate Change

The Business Growth Hub service has collaborated with the Department of Energy and Climate Change to produce a new energy efficiency guide designed for SMEs with limited resources or experience with energy management. Launching the guide, Minister Amber Rudd MP explains the benefits of energy efficiency and how the guide can help SMEs. “Improving energy efficiency has an important role to play in delivering affordable, sustainable and secure energy for the UK. We have a growing economy and today 5.2 million, or 99.9%, of our businesses are SMEs. This number continues to grow.

“Of course, every business has different needs and that is why we haven’t published a one-size-fits-all guide. It is aimed at those businesses that don’t have a dedicated energy manager and who have limited money to invest - but want to reduce the cost of their energy bill. “Please do take a look and find out today how you can start saving energy and money on your bills.” The guide is available as a pdf to download from: www.gov.uk/ government/publications/ sme-guide-to-energy-efficiency

The Greater Manchester Apprenticeship Grant for Employers (GM AGE) supports GM businesses (employing less than 250 employees) to recruit individuals aged 16 - 24 into employment through the apprenticeship programme.

The basic grant is £1,500 and is available to companies within the Greater Manchester boundary who haven’t recruited an apprentice in the previous 12 months. Up to 3 GM AGE grants may be available to any employer meeting the eligibility criteria. Additional incentives are also available, worth £1,000 each, if

an apprentice is an existing trainee progressing from Traineeship to Apprenticeship and/or you are offering an Advanced or Higher Apprenticeship.

If both conditions are met then you may be eligible for a total grant of £3,500. GM AGE is available until December 2015, subject to budget availability. For further advice and information, employers can either contact their training provider or the National Apprenticeship Service on 08000 150 600 or visit www.apprenticeships.org

Manchester invites the world to celebrate Graphene week

Manchester is hosting the 9th International conference on the “At the end of March we published our fundamental science of graphene SME Guide to Energy Efficiency. The this summer (22-26 June), and the aim of the Guide is to ensure SMEs city is ensuring everybody can use have access to easy-to-understand the opportunity to celebrate the information and top tips on how to cut revolutionary material in the place it energy use and start saving money. was discovered. “One of the great things about energy Otherwise known as ‘Graphene Week’, efficiency is that once you make this high-profile event will centre upon savings, energy bills will remain lower, an academic conference which brings year after year. Based on experience, together scientific experts to discuss the average small to medium the progress that is being made enterprise (SMEs) could save up to with the new material isolated at The 25% on their energy bill. And it doesn’t University of Manchester in 2004. stop there. By taking simple steps to Up until now, Graphene Week has improve your energy efficiency you can been staged in various locations enhance the working environment for across Europe and the US, bringing your staff and tap into new business global recognition to the properties opportunities, as more and more and potential of the world’s thinnest, businesses are choosing suppliers strongest and most conductive that can demonstrate their resource material. efficiency.” Graphene Week 2015 comes soon The guide provides simple advice on after the official opening of the £61m the steps SMEs can take to improve National Graphene Institute (NGI) at their energy efficiency and reduce their consumption. All of the measures The University of Manchester and takes place over five days from Monday 22 signposted pay back in less than June. It is organised by The Graphene two years. It also sets out top tips on engaging staff, lists additional support Flagship and hosted by The University of Manchester. available from Government and the wider market and includes a list of FAQ’s In addition, Business Growth Hub is organising Graphene Industry for those wanting to find out more.

Workshops at the National Graphene Institute – a series of opportunities for leading business figures and manufacturers to explore the commercial potential for graphene. In parallel to Graphene Week, there will be a range of other graphene events. • A BBC World Service Forum – taking place on 24 June at the National Graphene Institute. • A graphene musical composition – with creative organisation Brighter Sounds producing a piece of music inspired by graphene. • A four-day events programme, the Experimental Weekender, from Thursday 25 - Sunday 28 June. • A temporary display at University Place of two graphene-related books from the John Rylands library collection. Sir Richard Leese, leader of Manchester City Council, said: “Graphene is the latest chapter in Manchester’s long history of being at the forefront of industrial, scientific and technological innovation. “Hosting Graphene Week, during our tenure as European City of Science, presents a unique opportunity not only to stimulate academic debate but also to encourage businesses

and entrepreneurs to put their creative skills to the test and explore the potential for developing new graphene-based applications. “The recent opening of the NGI, which will be followed by the Graphene Engineering Innovation Centre and the Sir Henry Royce Institute for Advanced Materials can only reinforce Manchester’s position in the vanguard of leading international research and development.” National Graphene Institute Business Director James Baker said: “The Graphene Workshops are a chance for a range of companies to find out more about graphene, and to discover the benefits of collaborating with our world-class scientists.” Charlie Rea, innovation expert at the Business Growth Service, added: “Small to Medium sized manufacturers are often at the forefront of new innovations and one of our roles is to support firms to commercialise new technology,” “Graphene has the potential to drive the next industrial revolution and we’re delighted to be playing our role in partnership with the University of Manchester, UKTI and the Greater Manchester Business Growth Hub.”

TRAFFORD BUSINESS connect

June/July 2015

news

Financial services must catch-up to the demands of the digital consumer According to a recent UK survey administered by YouGov at the beginning of this year, 80% of consumers now conduct research when making significant purchases or investments, crucially using online resources. Despite this, consumers are still less likely to secure complex products unassisted online. The survey also concluded that consumers believe financial services lags behind other industries (retail and music are leaders) in technology adoption. Their overriding wish was for a single view of all their financial information in one place, and for improved security. The evolution of consumer expectations as a result of the digital revolution has drastically altered their approach to financial services according to new research by IRESS, the leading supplier of wealth management, financial markets and mortgage systems. IRESS’ report ‘Data, Disruption and the Digital Consumer’ highlights the level of pre-purchase research undertaken by consumers. 80% of consumers surveyed online now conduct research before making a significant purchase or investment decision. This is largely due to the impact that price comparison sites have had, as 52% of consumers use them, 60% trust them and 33% say that they have had a positive impact on them personally. Company websites are the next most popular method (49%) to research products while 19% use peer review websites and 29% say that they use a specialist website. The online opportunity Despite the research consumers are undertaking online, their comfort in making online unassisted decisions is inconsistent across financial services. While 56% of people in the online survey had carried out a bank account transaction online, consumers are less likely to implement more complex product decisions or make transactions with longer lasting impacts without using any other channels. For instance, just 2% have secured a retirement product solely via the internet, 3% have secured

a mortgage while only 9% have invested in stocks, shares or funds. However, there is clearly appetite for greater online access, with almost one third of people saying they would feel comfortable securing a mortgage solely online (30%) or investing in stocks and shares or funds (31%). The gap to be filled here would seem to be providing some level of assistance or scaled advice. More than two thirds of consumers (68%) were positive on the impact of technology in their interactions with financial services firms. However, it is clear that the industry has more progress to make. When asked which industry had embraced technology the most in the last five years, nearly a quarter (23%) stated retail, with music a distant second at 12%. Financial services scored lower, with 9%. There are clearly innovations that consumers need and would like to see implemented. Nearly a quarter of people (23%) said they would like the ability to view their financial world – bank accounts, mortgages, investments, insurance – in one place. The joint most popular response was increased security through the use of biometrics, which 23% of people said was one of the innovations that they would most like to see. Fully integrated customer service options across phone, online, social media and text (18%) was the next most popular prospective advance. The future shape of advice Financial advice remains an important service for many people. Overall, a quarter (25%) of consumers are willing to pay for professional financial advice, with this figure rising steeply for those with higher incomes (42% of respondents with a household income of more than £60,000). There are clearly online opportunities for efficiently delivering this advice to a wider audience. However, when it comes to planning how much to save for future retirement, almost half (44%) of consumers still prefer the reassurance of face to face advice with an adviser – clearly, digital is to form part of a ‘menu’ of advice options. Simon Badley, Managing Director

(UK), IRESS, commented: “Digitalisation has meant the needs and demands of consumers has undergone a seismic shift in the last decade. Financial Services companies need to do more to match the consumer experience and engagement expectation and build more trust from the digital consumer. Without innovation from established companies, the industry will be more prone to disruption. “Regulatory change, and in particular the pensions freedoms, have highlighted a need for access to financial advice, but the solution will not be a ‘one size fits all’ approach. This research has shown that many consumers still want face to face advice when planning for retirement yet will happily make financial decisions online in other scenarios. The future is undoubtedly multi-channel.”

The report has also led IRESS to the development of five key foundations: • Unify engagement via multiple financial advice options ranging from full advice, scaled or guided advice and self-service. • Simple and secure multi-channel engagement and customer support will help consumers switch between channels based on advice need or assistance in real-time. • Integration of research and advice functions into digital models to take advantage of the high level of online research already being conducted on financial decisions. • Provision of simple but detailed information and guidance online via semi-automated prompts for people to utilise when researching, selecting or altering products. • Leverage technology to provide consumers with a consolidated single view of their overall financial position, ensuring consistency between channels.

June/July 2015

TRAFFORD BUSINESS connect

Connections celebrates 30 year anniversary and aims for £12m turnover Connections, the Sale-based independent recruitment specialist, celebrates its 30th year in business and reveals it has secured more than five million days of work for temporary workers across Trafford and Greater Manchester.

“We’re delighted to have reached this milestone and we’re proud to have placed so many people in roles during the past thirty years.

The family-run business was established in 1985 to provide permanent, interim and contract workers throughout the Manchester area. Since then, its geographical reach has expanded across the North West, throughout the country and into London where it has just launched a new office.

“Our company ethos remains the same as our first day in business and that is, to provide passionate and expert service to our clients by working in partnership with them to achieve the highest level of recruitment throughout their business. There has been steady

Connections has offices in Manchester, Sale and London, and focuses on all office based commercial roles including finance and marketing. At the end of 2014 it launched an elite division - Halecroft Recruitment - covering senior appointments for salaries in excess of £50,000. The London office is based in Covent Garden. The Connections London team provides temporary, permanent, interim and contract workers for employers in the capital. Connections currently employs twenty staff and turnover last year was £6m. Building on the recent success of national volume contracts the business is gearing up for more growth and is on track to double this within the next five years. Jonathan Dobkin, director, said:

“We’ve seen some incredible people, and worked with some amazing clients over the years.

Jonathan Dobkin, Director

growth in the economy and we’ve noticed an upturn in the number of people we’re placing. We’re looking forward to seeing more growth during our five year expansion plan to 2020

where we’re aiming for a £12m turnover and expanding our presence in key markets including London where we’ve just launched a new office.”

TRAFFORD BUSINESS connect

June/July 2015

news 64% of small firms believe business crime is overlooked by police FSB study shows 29% of business no longer report crime. A survey of small firms in Greater Manchester and North Cheshire has revealed almost two thirds believe police overlook crimes against small business. Asked the question, “Do you feel business crime is often overlooked by the police?”, 64% said yes, 16% said no, while a further 20% indicated unsure. The same survey, carried out in the region by the Federation of Small Business, revealed while just over half of small businesses (53%) had not been victims of crime in the last 24 months, 38% had been between one and three times; 3% between 4-5 times, and 5% six times or more.

Of those victims, 57% said they always reported the crime to police, 29% said they never did, and 14% cited some but not all incidents were logged with officers. The study also looked at the way police dealt with logged incidents, asking respondents if officers “Responded appropriately, and in a timely fashion”? Answering this question, 40% indicated yes, 35% no, and 25% said sometimes. Simon Edmondson, FSB Regional Chair in Manchester & North Cheshire, said: “The perception of small business owners is the police too often overlook crimes against small firms, and could well explain why some business owners are now

choosing not to report crimes, as our survey suggests. This needs to be addressed.

should remain about the same. Only 13% thought police budgets should be reduced.

“The FSB urges all businesses to report crimes – however small or petty. Officers can’t tackle a crime problem if they don’t know about it. Failing to report a crime only benefits the criminals committing them, who are then free to carry on breaking the law.”

Simon added: “Our members on the whole believe the government must invest more in policing over the course of the next parliament. The notion that investment in policing should be cut as part of ongoing austerity is clearly not popular with small business owners, who rely on a safe and stable environment in which to operate.”

The FSB member survey also revealed business owners were largely against cuts to police budgets by the government. In total, 57% of survey respondents said the government should invest more on policing during the course of the next parliament, while 30% said spending

The FSB polled members across the region on attitudes to crime and policing after Home Office statistics published in April showed business crime nationally had fallen during the last two years.

Floorbrite looking to clean up at two national awards Sale based Floorbrite Cleaning and Facilities services has been shortlisted for two Kimberly-Clark Professional Golden Service Awards, the most prestigious accolade in the cleaning services industry. Floorbrite has been shortlisted for the exceptional work it has carried out over the past nine years at Manchester’s Lowry Centre with cleaning supervisor, Pat Doyle down to the finals for Supervisor of the Year, and for the work it does to maintain JD Sports Distribution centre in Rochdale, which has been shortlisted in the manufacturing category. Judges from the British Institute of Cleaning placed Floorbrite as finalists in two categories based on written submissions and case studies. The second stage of the judging process will involve judges visiting both The Lowry and JD Sports Distribution

Centre, before the winners are announced at a prestigious awards ceremony in London on 23 October. Floorbrite, which was founded in 1972 by Martin Wyers, employs more than 1,000 staff across the North of England and provides daily, industrial, and window cleaning to all sectors of industry. The firm also provides washroom, hygiene and consumable supplies, waste management, pest control, plants and ground maintenance as part of its facilities service. These awards mark the first industry awards the company has ever entered so the accolade of being shortlisted is particularly special for every member of staff, past and present. Marketing Director, Nina Wyers, commented: “This news is testament to the excellent service we’ve always

provided to our clients. “Cleaning can be a physically demanding job, and as directors we can’t take credit for the wonderful job that our cleaning teams on the ground at JD Sports and The Lowry do day in day out. Their dedication and hard work is second to none and they are the reason we are finalists in these prestigious awards.

“Floorbrite is committed to providing an award-winning service to all of our clients, but recognition from the Golden Services Awards would be the icing on the cake.” The Kimberley-Clark Professional Golden Service Awards was founded in 1991 and is now recognised as the most prestigious accolade in the industry.

L-R Freda Smith, Operations Manager, Patricia Doyle Site Manager at the Lowry, John Toomer, The Lowry’s Facilities Manager and Nina Wyers, Marketing Director.

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June/July 2015

Cinnamon Club celebrate 12 years in style Altrincham’s The Cinnamon Club celebrated 12 years of live music with a party with nearly 200 guests. Two local bands provided nearly three hours of entertainment, starting with Jazz and ending up with a rocking dance floor as The Lottery Winners took the club by storm. Alan Williams, from Lymm, who is a regular attendee said “It Is great that The Club has such wide range of music. I bet The Cinnamon Club is the only place where you would ever get those two bands on the same bill. I have said it before but it bears repeating The Cinnamon Club has been such a force for good and as I looked round the room I saw so many people whose lives are the richer for it. I know mine is.” He was referring to the mix of Jazz and Pop which satisfied two types of listener but kept the party bubbling away until 1am. Neil Hughes, owner of The Cinnamon

Club added “It has become somewhat of a tradition to have a big party once a year to celebrate another year in business. The local community have been great to us, so we put on a double header, dance the night away and have some fun.”

Make Events announce UK and European growth plans Cheadle Hulme-based event’s company Make Events have expanded their team and recruited two rising new stars to enhance the services they currently offer to clients. Make Events offer complete event planning, design and production for corporate events, private parties and weddings as well as conference and team building services. Clients include Kellogg’s, Thomas Cook, Car Loan 4 U, Bet Fred and Autotrader.

@MinutemanAlty Minuteman Press Altrincham

0161 928 8826 email: altrincham@minutemanpress.com www.120manchester.minutemanpress.co.uk

Becky Rothwell has joined the team from the highly acclaimed Springbank Flowers. Three years as Chief Prop Maker, she helped the business expand. Her magical creations ranged from stunning table centerpieces to large-scale giant room props for all types of themed and non-themed events. Make Events have also recruited Heather Snape from Bien Venue Venue Finding Agency. With seven years experience in the event industry, Heather has both National and International knowledge of

venues, having matched the needs of clients with their perfect choice of venue all over the world. Holly Moore, Managing Director of Make Events says: “In the past we have concentrated our efforts mainly on the North West. Bringing someone to the team with National and International knowledge, as well as recruiting outstanding creative experts will add to our talent pool and offer far more diversity to clients.” With a new website launched this month and its star recruits, the company is keen to increase its market share in the events industry across the UK and in Europe. Recent wins included a 500-attendee event for Thomas Cook cabin crew, launching the addition of four new US destinations, Car Loan 4 U and a first franchise event for Conviviality Retail, parent company of Bargain Booze. Holly Moore continues “We have grown 5% year on year and hope to top £1m turnover this year.”

June/July 2015

TRAFFORD BUSINESS connect

MWA accounting shortlisted for 2015 E3 Business Awards

PH Media Group named as one of ‘1,000 Companies to Inspire Britain’

Manchester based accountants, MWA Accounting, has been shortlisted as a finalist in the 2015 E3 Business Awards, which will be held at the Macron Stadium in Bolton on Thursday 11 June.

The 2015 document identified the Old Trafford-based firm as one of the most dynamic and fastest-growing small-to-medium sized businesses which are having a positive impact on the UK economy.

The firm was selected from amongst hundreds of nominees across the North West to become one of the finalists for the prestigious Professional Firm of the Year category. As well as general practice (particularly start-ups), MWA provide an all-encompassing holistic approach to the internal and external accounting functions of SMEs, combining the role of the internal accounts team and external advisor – a modern service based on the oldfashioned values of quality, service, flexibility and price. Speaking on behalf of the firm, founder Richard Wilson-Artus said: “We are very proud to be a finalist in this year’s awards and the recognition that it provides. A lot of hard work has gone into ensuring that we can offer clients the complete service that they need - I hope that this will allow us to grow and work alongside more SMEs” “Any finalist this year has already achieved something special,” said Mubarak Chati, Managing Director of 1 Events Media, which hosts the E3 Awards. “Each year, we notice a marked increase in the number of nominations and, in 2015, we’ve seen a huge leap. Numbers were up more than 30% on 2014, and it’s clear that the standard is rising steadily, too. “Given the high number and the high calibre of entries, we certainly presented the Nominations Panel with a very difficult challenge. For MWA to have been named as a finalist is an achievement of which it should be very proud.”

Leading audio branding specialist PH Media Group has been recognised as one of the ‘1,000 Companies to Inspire Britain’ in an annual report compiled by the London Stock Exchange.

To be included in the list, companies needed to show consistent revenue growth over a minimum of three years, significantly outperforming their industry peers. “To be named in this report

alongside so many prestigious UK brands is a great honour. We are now looking forward to emulating this success overseas as part of our global growth aspirations,” said Mark Williamson, Sales and Marketing Director at PH Media Group. “We are continually refining our offering to ensure we provide the best possible product and service to our customers and we are proud of our high rate of client retention. Our staff has also worked extremely hard to sustain growth over the past year so we are thrilled these efforts have been recognised.” Founded in 1998, PH Media Group is the world’s largest provider of audio branding services, with more than 20,000 clients in 39 countries

worldwide. Its core offering involves the creation of bespoke voice and music messages designed to reinforce brand values and communicate key marketing messages over the telephone. Xavier Rolet, Chief Executive, London Stock Exchange Group said: “This report is a significant part of London Stock Exchange’s broader campaign to support UK high growth companies in their journeys from start-up to Stardom and create an entrepreneurship revolution. “I’m delighted that a strong alliance between UK Government, financial market participants, investors, entrepreneurs and companies has been created to support these inspiring businesses.”

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TRAFFORD BUSINESS connect

June/July 2015

news

Haines Watts celebrate winning national accountancy award Leading accountancy firm Haines Watts in Altrincham has won a prestigious award at the 2015 annual FDs’ Excellence Awards. Haines Watts won Accountancy Firm of the Year - Larger clients, and came a close second to winning Accountancy Firm of the Year – Smaller clients.

Hosted by Real Business in association with the Institute of Chartered Accountants in England and Wales (ICAEW) and supported by the Confederation of British Industry (CBI), the awards recognise the UK’s best finance directors and service providers, who are the backbone of Britain’s business community.

The awards, now in their 11th year, were presented by comedian and actor Marcus Brigstocke at a prestigious gala dinner held in London’s Grosvenor Square.

Unlike other awards judged by a panel of experts, the service provider’s awards are voted for by business owners and finance directors across the UK. It is this

that makes winning such an award so special. John Whittick, senior partner, said: “Our core client base is owner managed businesses, so to get this endorsement from UK SME business owners and FDs means a great deal to us.” Haines Watts beat competition from other UK firms such as Grant Thornton, BDO, Crowe Clark Whitehill, Deloitte and KPMG. John added: “Scooping this award is fantastic and to be the only firm

to have won in four consecutive years makes me incredibly proud of all of our staff who do an outstanding job for our clients. Without their professionalism and dedication we would not achieve the results we do.”

The One Advice Group meets Manchester’s business leaders of tomorrow at Trafford College and the Armed Forces, saw students listen to a combination of three presentations of their choice, delivered by some of the organisations present.

Sale-based One Advice Group, one of the UK’s leading financial and legal service providers, spent the day with students from Trafford College at their annual career event at the end of April. Entitled ‘What Next 4 U?’, the event gave one of Sale’s largest employers chance to talk to the students about the options available to them after they leave full time education. One Advice Group (the area’s third largest local employer after Wythenshawe Hospital and Manchester Airport), ran two, forty minute presentations titled ‘Have you considered a career at the One Advice Group’. In addition they ran a stall at the lunchtime careers fair, where the students asked questions, chatted to staff and discovered the opportunities that exist at the company. The day, which featured the contributions of over 40 other organisations, including the BBC, Greater Manchester Police

The One Advice Group, which was one of the organisations chosen to present, spoke to the students about what it is like to work at the company, including information about its coveted Enterprise Scheme - the scheme provides talented employees with the opportunity to develop and progress their careers, in areas such as legal, sales, marketing, customer service and compliance, in order to position them as the company’s leaders of tomorrow. Matthew Cheetham, CEO of the One Advice Group, commented, “Manchester should be proud of its rich and diverse talent pool. The Manchester economy is going from strength to strength which is testament to today’s talented young people who are the backbone of the highly skilled and educated work force that exists in this region. “Trafford College’s careers day allows organisations such as the One Advice Group to get to know young people, in order to show them the opportunities that are

open to them, in a way that they may not have otherwise had access too.”

The One Advice Group strengthens its top team with three new senior appointments In other news the One Advice Group has recently appointed three new senior executives to lead its HR, Commercial and Operations teams. Mike Healy is the Group’s new Commercial Director, bringing more than 20 years of commercial experience to the role. Mike has a long track record of delivering business growth within Vodafone and Capita, and is an expert in instilling frameworks for continued success and sustainable results. Mike’s key responsibility in his new role will be to optimise the revenue and profitability of the Group’s existing business activity, whilst identifying new opportunities for growth. Susan Yates has been appointed as the Group’s Head of Debt Management Operations. Susan has over 25 years’ experience in senior positions at companies including HSBC, First Direct, Cable

& Wireless and Marks & Spencer, where she led large scale employee change programmes. Since Susan has joined she has overseen the improvement in the company’s attrition rates and customer satisfaction levels. Lastly, Claire Merton joins as the Group’s new Head of Human Resources, bringing more than ten years’ experience in coordinating structural and cultural corporate change. She joins the One Advice Group from Shop Direct, where she specialised in guiding its various corporate departments through a strategic overhaul of business operations. Commenting on the new appointments, Matthew Cheetham, CEO, said: “The appointments of Mike, Susan and Claire are examples of the ambitious plans that the One Advice Group has for the future. Each individual brings a wealth of experience to their new role and has a proven track record of delivering impressive business results in their respective fields. They are a great fit for our organisation, and we are delighted to welcome them into our team.”

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TRAFFORD BUSINESS connect

June/July 2015

review

Many Hands Wednesday 25 March saw the culmination of a year’s fundraising for Royal Manchester Children’s Hospital charity campaign Many Hands at Manchester’s Midland Hotel. Taking place every two years, the regular Many Hands event has seen many Manchester based businesses come together in aid of a fantastic cause, under the mentorship of one of Dragons’ Den’s most iconic stars Theo Paphitis. As a regular attendee since the start, Theo’s past TV appearances have inspired the fundraising finale along a Dragons’ Den style format, with

reaches Dragons’ each of five shortlisted businesses showcasing their year of fundraising in front of a seated group of judges, Dragons’ Den style. The evening got off to a great start with networking on the octagon terrace bar, then into the main banqueting hall for a theatre style presentation introduced by former BBC presenter, Andy Johnson. Andy is best known for presenting Inside Out and now runs his own company, Andy Johnson Media. He was our host throughout the evening.

Andy explained that each shortlisted business gets a 5 minute pitch in front of the judges and invited guests, describing their fundraising activities throughout the year, followed by a question and answer section with the judging panel. The judges making the all-important decisions were Maurice Watkins CBE, Chairman of Royal Manchester Children’s Hospital Charity and Theo Paphitis. They were joined by founder of Discuss Manchester, Michael Taylor and Gary Chaplin, executive head-hunter and Charity ambassador. Next up was Charity Chairman Maurice Watkins CBE, who gave a short speech accompanied by a video presentation, reminding everyone how important the work of the charity is, and how the funds raised throughout this one campaign will help so many sick and injured children. Andy then introduced pitches by CityCo with their range of initiatives, including their executive Lunch and Lecture with Gary Neville, Smith Goodfellow PR for their list of ‘extraordinary events’ throughout the year, Marketing Profile for their popular golf day and Salutions Limited for their Midsummer and Winter Galas. Last to pitch was TK Components, a luxury kitchen company based in Denton and their partners in the competition, health and fitness club Bodycheck, Glossop, (whose pitch was presented in its entirety by the young daughters of the business partners, all of whom were responsible for all of the fundraising). Once all the presentations had been completed, and all the panel’s questions answered, Theo Paphitis was introduced, and he spoke to everyone describing the important role of businesses supporting charity, on how engagement of staff and colleagues helps to secure a successful and forward looking business - essentially the power

Salutions Ltd

of corporate social responsibility. Theo commented: “The overriding thing that comes out of this, and the thing that I keep telling people about giving to charity, is not just the good it does others, but the good it does for your business. “Charitable giving gives your life and your business balance, making you aware of what’s relevant and what’s not.” Theo then related his experience of this through his own businesses and organisations. As the evening drew to a close there was one final task to do – announce the winning fundraising business. This was not simply down to how much money had been raised, but the way in which each business had achieved this was taken into account, also, of course, the presentations themselves delivered earlier were considered. The winners of the 2015 Many Hands Campaign were TK Components, who were keen to come back on stage for photos with Theo and Maurice. Their team consisted of the children of owners from both companies. The five young girls, Adarna, Damara and Santia Hazelhurst along with their friends Sophie and Lucy Campbell, persuaded their parents to let them organise a fun-run alongside a wide range of other fundraising ventures. Trafford Business Connect were keen to find out more about the campaign, plus the charity in general, and caught up with Joel Oxberry, Corporate Fundraising Manager: What is the Charity about? “Royal Manchester Children’s Hospital Charity supports excellence in treatment, care and research at the largest single-site children’s hospital in the country, a fact that actually surprises a lot of people. “The support of the Charity means that

TRAFFORD BUSINESS connect

June/July 2015

Den final Marketing Profile

Smith Goodfellow PR

Joel Oxberry, Corporate Fundraising Manager

the hospital can provide additional resources that make life a bit easier for over 220,000 patients and their families who use the hospital each year. “The hospital is the regional centre for a number of specialities including the treatment of childhood cancers, burns, and has the largest critical care unit in the UK. We don’t just treat children from the Manchester area but from across the whole of the Northwest and often beyond.” How long has the Charity been running? “We celebrated our 5th birthday in October last year, five years since the brand new hospital was opened on the Oxford Road site which brought together the former Pendlebury and Booth Hall hospitals. Prior to the new hospital was the New Children’s Hospital Appeal which raised £20 million to provide the added extras and the ‘icing on the cake’ which is in evidence at today’s hospital.” What is the Many Hands Campaign and how long has it been running? “Many Hands is an initiative aimed particularly at SMEs. It’s a fantastic way for these companies to engage with their local hospital with measurable benefits.

CityCo

Winners TK Components / Bodycheck

The campaign asks each business to come up with an innovative concept to raise a minimum of £1,000. This year was our 3rd Many Hands campaign, engaging 52 businesses to raise an amazing £61,000.”

has for the Charity, funds raised by our corporate connections are vital in helping us deliver projects such as the current Many Hands project, the redevelopment of the Burns Unit at the hospital.

How did Theo become involved in the campaign?

“The Burns Unit treats patients with injuries of varying severities, who come from across the country. The treatments can be very painful and distressing for our young patients. With money raised from Many Hands the unit will be completely redeveloped to make the environment more colourful and engaging, therapeutic artworks not just distracting patients from their procedures but also creating a more soothing and calm setting. These extras make a world of difference to the experience of the children and their families.

“Theo is known for being very philanthropic - he gives his time to a number of charities. Children’s causes are often his main focus. He’s actually a local guy and grew up in Gorton as a child, only a stone’s throw away from the hospital. It so happens that our Charity Chairman, Maurice, has a personal connection with Theo, so introduced him to the work of the charity. Theo has been involved in Many Hands since the beginning (as well as supporting New Children’s Hospital events) and every year he is amazed by the quality and variety of finalists who pitch their ideas to him.” Why is Many Hands so important? “Many Hands enables us to connect with a wide range of companies who may not have heard of the charity, or who have previously thought that they couldn’t get involved with a charity for whatever reason. In terms of the difference their engagement Chairman Maurice Watkins CBE

“Businesses are able to contribute to something that is tangible. Many of our projects are quite large -scale, Many Hands works as it enables many businesses to work together towards a collective goal. As the saying goes, ‘Many hands make light work’.” What other fundraising activities can people get involved in? “From being a preferred charitable Andy Johnson with Theo

partner, to staff fundraising, to participating in sporting events, there is a variety of ways companies can get involved with the Charity. Businesses have organised weird and wonderful events in the past, you name it, they’ve done it! The first step is to get in touch with myself. We pride ourselves on offering a consultative approach, sitting down with staff in order to match up with their corporate social agenda.” Why should companies get involved? “We can help companies achieve their CSR targets as well as helping to boost staff morale and communication within the team. Ultimately by supporting their local children’s hospital, companies, no matter the size, can know that they are making a real and tangible difference to the lives of poorly children.” For more information on how to get your business involved with the Royal Manchester Children’s Hospital Charity please contact: Joel Oxberry, Corporate Fundraising Manager on 0161 276 4601 / 0777 230 0436 or by email Joel.Oxberry@cmft.nhs.uk

TRAFFORD BUSINESS connect

June/July 2015

interview As media supporters of the Royal Manchester Children’s Hospital charity, Trafford Business Connect were happy to cover the Many Hands fundraising finale event at the Midland Hotel on 25 March. High profile entrepreneur Theo Paphitis very kindly gave us an exclusive interview… How difficult is it to promote CSR within businesses? “All businesses have responsibility to colleagues they work with, their communities and their customers. Corporate Social Responsibility is not a new thing. Its all about community. Unless our community is prosperous, and that means business as well as local community, we don’t see growth. “We encourage CSR through all our businesses, and we have various schemes in place. We’ve got the Theo Paphitis Charitable Trust which is an internal scheme. Any of our colleagues who are

raising money up to a certain limit for any cause close to their hearts can do their fundraising. Once they collect all the donations, we double it, and give them a large cheque to present to their cause. “We have approximately 400 stores throughout the businesses, and each store is based in its own community. You cannot have a business without a community aspect to it, and we know we’re making a real difference by supporting those communities through CSR.”

A chat with a We’re talking about sizeable businesses here. Do you see a CSR role for smaller businesses too?

“The Many Hands initiative is a perfect example of how smaller businesses and SMEs can get involved. The concept was to aim to raise £1,000 through all sorts of fundraising activities over a year. To be fair, £1,000 could be quite daunting when you’re working from your dining room, kitchen table or small office. But when you embark on that journey, it empowers you, it enlightens you, it gives you that ability to talk to people and be open. “Many small businesses, particularly sole traders, are quite isolated and shy. It’s important that these businesses get involved with CSR as it allows them to network and talk to other people and businesses, helping not just their charitable cause, but themselves

in raising their profile in a positive manner and encouraging the growth and development of their own business. It’s a win-win situation.”

In terms of the Many Hands campaign, this is your third year of support. What is it that drew you to this particular charity? “Maurice Watkins approached me a number of years ago and asked for help in raising £1.5million towards the building of a new

children’s hospital. He said it was Manchester based, and not a lot of people know this but I spent my early childhood growing up in Gorton, so this had particular appeal. That was five years ago, and you can’t help but be moved by the good work the hospital does, which is why I continue to support it.”

Can we ask about Small Business Sunday. How did this come about and where are you hoping to take it? “That came about from an idea at our kitchen table. From there a community of thousands has developed with their own events, website and as the concept grows they are becoming stronger individually as well as together. They trade between themselves, they publicise themselves, they are a community that look after themselves. I created it, put my name to it, helped to finance it

initially, however, once the tweet goes out on Sunday evening, it’s down to the business to get as much exposure from that tweet as possible (Theo currently has 450,000 followers. For more on Small Business Sundays visit www.theopaphitissbs.com). “When you start as one person trading from a back bedroom or kitchen, it can sometimes be lonely. Being part of this community can be great for when you need to talk about shared problems or issues, it also acts as a platform for trade

between businesses.

“We don’t teach them to be successful – they do that for themselves. We’re acting as a catalyst.”

What advice would you give a young entrepreneur looking to start a business now? “My advice would be the same now as last year, the year before, or even in the midst of a recession. Do your homework and don’t kid yourself. You’re the easiest person in the world to kid. Question and test everything, and don’t just listen to people and act blindly. Homework is vital. You need to know more than the next boy or girl or they will kick your arse! “Make sure whatever you decide to do is something you feel really passionate about. If you’re not passionate – you will probably fail, and more importantly you probably won’t enjoy what you’re doing if you don’t have passion for it. Your working life is a long life, so there is no point in doing something you don’t enjoy doing.”

“If you’re self employed or starting a small business you will have dark days as well as good days, but if you have passion for what you do, this will keep you going during difficult days. The final piece of advice is to plan for any dark days by putting a sensible amount of cash aside.”

How important in your view are apprenticeships? “Apprenticeships have been the way forward now for many years. I am a champion of apprenticeships

June/July 2015

TRAFFORD BUSINESS connect

Dragon – as a patron of the annual Skills Show we see up to 100,000 youngsters turning up each year to learn about and try over 50 different skills. Earning while you’re learning – it doesn’t get much better than that. You can go to university, build up a debt, or get ahead of the game and earn some money while at the same time learn a skill. It can be white collar, blue collar – it doesn’t matter, the important point is that it’s a skill that will serve you well for the rest of your working life.”

From a business perspective, what are the advantages of taking on an apprentice? “There’s nothing better than training your own people. There’s the loyalty that you can inspire with them, the way you do business is also key. You can mould them into the right fit for your business. “Everybody I know always remembers their first job, and in the majority of cases, look back at that first experience with fondness, and never forget the qualities and skills learnt from that initial introduction to work. If as a business you can

retain these people, then you can rely on a future colleague that would both apply and enjoy the particular culture that your business applies to make it successful.”

Theo Paphitis started his career at 16 where he was an assistant teaboy and filing clerk at Lloyds of London, working upwards to starting his first business at the age of 23. He was Chairman of Millwall FC for 8 years, and has revived the fortunes of many retail brands, notably Rymans Stationers, La Senza Lingerie, Contessa Lingerie, Partners the Stationers, Stationery Box, and more recently home and garden retailer Robert Dyas. In addition, in 2011 he launched the global lingerie brand Boux Avenue. He’s a co-owner of Red Letter Days, an investor with Smarter, which caters for small business owners and entrepreneurs, plus has appeared in 9 series of BBC’s Dragons’ Den.

TRAFFORD BUSINESS connect

June/July 2015

focus The Internet of Things plus

The Northern Technology Powerhouse

In an ongoing association with K-Club, who provide regular networking breakfasts in Salford and Liverpool for entrepreneurs and business leaders, Trafford Business Connect were kindly invited to the K-Club breakfast at the AJ Bell stadium in Salford in April. As always, an excellent cooked breakfast was enjoyed by all attendees, plus a great opportunity to do some free networking amongst an exuberant and lively mix of business leaders for an early April morning. Once breakfast was finished, K-Club Chairman Fred Stone introduced the first of our two speakers. John Nicholson, Chairman of Gentronix Ltd – one of Alderley Park’s John Nicholson, Biocity success Gentronix Ltd stories, and also Investment Advisory Panel member of the Northwest business fund – took to the rostrum. John started with the following question: “Why should the Northwest embrace Life Science investment? Let’s start with some facts. The UK and Manchester (which boasts the largest University campus in Europe) is in particular a centre of excellence for clinical, pre-clinical and health research. “The Northwest is home for some significant inventions. For example back in the 50’s Beta Blockers, and

more recently Graphene, and it’s against this backdrop that I’d like to quote London Mayor Boris Johnson on a recent visit to Boston, one of the US ‘Golden Triangle’ of Life Science centres:

Put simply, we need to capture imaginations to do this.”

Next to speak was technology entrepreneur Steve Steve Purdham, Purdham, 3 Rings currently “It is a measure of our cultural chairman of triviality that we obsess about 3Rings care, whether the Harrovian(Cumberbatch) and having or the Etonian (Redmayne) will win previously built the Oscar or the BAFTA, when the and exited Surfcontrol (a FTSE top important point is that they are 250 company), We7 and Identum: portraying two British scientists, who “We are going to be looking at the changed the way we understand the world; and in the case of Alan Turing, ‘Internet of everything’. paved the way for the very computer “In 1990, 3 million people were on on which I am writing this article – the internet, by 2000 - 361 million, but which is made by an American and today 3.4 billion. The growth company whose collective sales have has been phenomenal, however, created the biggest cash mountain this will be nothing compared to the world has ever seen. You need the forecast growth of ‘the internet capitalism to make these things. You of everything’.” need venture capital to cure cancer. Steve explained the internet of “So the point is, we make great everything related to the growth inventions, but we don’t follow of connected devices (desktops, through with great investment.” laptops, phones, tablets – even The nature of drug development has watches!) “In 2007 we reached a point where there were more shifted from large pharmaceutical devices connected to the internet giants to small biotech teams. Currently 7 out of 10 new discoveries than people. Today that figure is 19 billion, and in 5 years – 50 billion.” are coming from small biotechs, Steve went on to identify the typical of which can be found on our doorstep at Alderley Park. John went ‘things’ reference. “When we say things, we literally mean anything on to describe the activity centred and everything. Physical things around Manchester’s academic connected to home and business, hotspots found in areas like the corridor and MSP, as needing further even people themselves. There are already kettles that boil themselves, investment. He stated: “We have smoke detectors connected through successful precedents such as DXS, the cloud, iPhone enabled room Epistem, Red-X and Eugen, but thermostats, locks that unlock when going forward we need support you approach them, all connected from the Angel community.

and controlled through the internet. “We are suddenly switching from a content orientated internet model towards sensor driven computing, and with this sudden amount of information from separate ‘things’, we see the information form a community of things. Each piece of data known as ‘small data’. But when enough information is assembled together it becomes ‘big data’, which is the crucial point identifying the ‘internet of everything’. “Analysing the data is critical, not just at the personal level (knowing an vulnerable elderly relative has used a kettle that morning via monitoring a smart plug in their kitchen attached to their kettle – see Steve’s new 3Rings business), but from massive social impacts reflected in reading and acting on the big data. “Smarter Cities for instance. Traffic congestion? Lets say 30% of traffic in a city centre is caused simply searching for parking spaces. Think of being directed by the internet straight to a vacant space – kept vacant for you because the internet knows about your meeting that morning? “There are bad things though. If a ‘thing’ has software it is hackable. Privacy will be a thing that only the very rich can purchase. Are we inviting the devil into our world or creating utopia? It’s never one or the other, but this future is happening right now.”

For further information please contact Amanda Manson, Communications Director on

07754 069 829 amanda.manson@k-club.co.uk

www.k-club.co.uk

June/July 2015

TRAFFORD BUSINESS connect

AD Merchandise move to

Westpoint describe them as a creative agency.

It’s always nice to get invited to a party, especially to get to know one of Old Trafford’s more colourful businesses. On Wednesday 13 May, Trafford Business Connect was invited to Old Trafford’s Westpoint to help celebrate a recent move there by AD Merchandise Ltd.

in Piccadilly. We then moved to Trafford Plaza and here we are now at Westpoint. We needed more room for our expanding team and Westpoint provides the right environment, space and facilities to support our growth strategy. “Our success to date is not taken for granted. It is primarily down to our excellent team who are passionate about what we do. We have a much-valued, loyal and growing customer base and we have the support of excellent trade-only suppliers. Moving to Westpoint should enable us to develop and grow even more.

Colourful is certainly the word! AD Merchandise has a strong and robust palette when it comes to an identity and no expense has been spared in applying that to refurbishing their brand new offices on the 14th floor of Westpoint. This iconic office building is a landmark that dominates the skyline over Chester Road and is the perfect “We are pleased to welcome new home for AD. today, Gordon Glenister, Director Since their inception in 2009, General of the British Promotional AD has become one of the Merchandise Association. Gordon largest distributors of promotional and his organisation work tirelessly merchandise in the UK. Their roots to promote best practice in the are firmly based in Manchester; in promotional merchandise industry.” fact, their recent move was from Gordon then commented; “I think Trafford Plaza, literally round the what the guys have done at AD corner on Seymour Grove. is absolutely terrific. You can see Managing Director, David Moodie, the passion and effort that has welcomed us all and spoke gone into making this business briefly about the move and the what it is today. We look after over company itself; 600 companies and I would class this as one of the elite. They have “We started not so long ago with just three people in a small office broken the mould; indeed, I would

“This is important, as the promotional merchandise industry is worth around £880million, and it’s growing. A lot of this growth is down to creative thinking. A business like AD will help you to make your marketing work and achieve your objectives. They can source products from around the world and they can store things too. AD will help you to achieve a return on your investment. “Creating brand awareness is the main reason why promotional products are used, but you’ve also got reward and recognition programmes and merchandise schemes. The range and quality of products available make having your own collection worth consideration, especially in terms of a web-store. “With their excellent offering, I am sure that AD will continue the good work in their new home here at Westpoint.” The range of items available, especially the ‘tech’ based items, were a real eye-opener.

One memorable item was a pair of gloves that acted as both microphone and earpiece – you can actually pretend to be talking to an invisible mobile phone! There was also a neat little box that sat in front of your tablet – the box had a laser that shone a virtual keyboard onto the desk in front. You’ve guessed it – you could actually type on that keyboard and it linked direct to the tablet! Obviously, AD also supply tried, tested and proven products too, such as clothing, umbrellas, mugs and note-pads. When it comes to promotional products and corporate gifts, AD Merchandising certainly have a refreshing, and colourful, approach to all areas of promotional marketing. L-R Gordon Glenister, Director General, British Promotional Merchandise Association with David Moodie, Managing Director, AD Merchandising

TRAFFORD BUSINESS connect

June/July 2015

preview

The Trafford Business Tuesday 30 June is shaping up to be a seminal date in Manchester’s business networking diary at The Point, Emirates Old Trafford. As we reach the second year of the Trafford Business Expo, Trafford Business Connect are once again media sponsors, and hope to build on the success of last year’s event. If anything, the trading environment, and in particular close neighbour to the venue Trafford Park, have seen a massive upsurge in activity since 2014. Indeed, the area which has been described as the heart of the Northern Powerhouse seems to be going from strength to strength. This is particularly indicative from the recent plans to run the MetroLink through the park to the Trafford Centre, and is sure to create a massive push for what is Europe’s oldest and largest business park. Numbers of visitors registering and

exhibitors signing up for the Expo are much higher than at the same time last year. Indeed, the fact that a significant number of stands were booked immediately after last year’s event concluded showed just how well received the first expo was.

is by restricting attendance to no more than two types of businesses represented in each category. This gives exhibitors the assurance of a certain level of exclusivity, while at the same time visitors enjoy a varied and fulfilling experience at the event.

Event Overview

The Expo is free to all pre-registered delegates and registering to attend the event is incredibly quick and straightforward – just needs to be completed on the event’s website www.trafford-business-expo.co.uk

The Trafford Business Expo 2015 will showcase the array of companies based and trading in the Trafford area of Greater Manchester. The event will provide a unique opportunity for businesses to meet and network with new suppliers, clients and partners. Owned and organised by Manchesterbased, innov8 Conference Services, the aim of the event is to provide a positive business experience for visitors by attracting a high calibre and varied range of exhibitors. One of the best ways to ensure a quality event is accomplished

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June/July 2015

TRAFFORD BUSINESS connect

Expo 2015

Tuesday

is one of the most efficient and effective forms of building business contacts with like-minded people.

Work diaries are often booked weeks in advance, which is why it is important to let you know why June 30 needs to be reserved for the Trafford Business Expo.

Build business relationships through networking

Hundreds of visitors attend the exhibition with an open business mind and are there for the very same reason as everyone else. To network, source new services, suppliers or products which will overall improve their business.

There are many very good reasons

Attending The Trafford Business Expo

Remember – you’re not there simply

why you should pre-register. We asked organisers innov8 for their insight...

June 30 10am - 4pm The Point Emirates Old Trafford

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Trafford Business Expo 2015

A perfect opportunity to find new clients, suppliers and business partners to visit the exhibitors. The event is geared for networking between other visitors. Everyone is interested in making contact with both potential clients as well as suppliers.

Fantastic variety of exhibitors with 65 stands This exhibition has been designed with the visitors in mind to create a dynamic event for you to discuss business opportunities. Our aim is to provide no more than two types of the same company from each industry at the event. This is to ensure there is a wide and varied range of companies exhibiting. This maximises the chances of those

crucial business conversations with a company of interest to you taking place. Make the most of your time and prebook appointments with exhibitors who you would like to learn more about. Head to the website to see who is confirmed.

Gain Industry knowledge from specialised speakers As you have seen we are featuring an exciting line up of industry experts. Gain actionable business advice from experienced professionals who are hosting the seminars. The sessions will be tailored to share knowledge and inspire you with tips to relate and

implement in your business.

We look after you We know your time is precious so we like to make your day easier to maximise your productivity at the exhibition. With free parking at the venue and free catering throughout the day, there is more time to focus on business and networking opportunities.

Trafford Council’s Meet the Buyer will be co-locating with the Trafford Business Expo New to this year, Trafford Council’s Meet the Buyer event will be co-locating at The Point, Emirates Old Trafford. Meet the Buyer is

designed to give Trafford’s businesses the opportunity to meet buying teams from some of the borough’s largest organisations. All attendees are required to pre-register with the Trafford Business Expo, meaning they will also have access to the exhibition hall and are able to enjoy the best of both events on the same visit.

It’s free to pre-register All of the above opportunities. Free of charge! Trafford Business Connect caught up with Director James Caldwell from organisers innov8: “We are extremely pleased with the response this year following the launch of the

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June/July 2015

meaning you will also have access to the exhibition hall and seminars. The confirmed ‘Buyers’ appearing are • STaR Procurement (Stockport, Trafford and Rochdale Councils) • Transport for Greater Manchester (TfGM) • Regatta Ltd

• Peocure-Plus

Joint Venture Partner) The ‘Buyers’ have a wide range of purchasing requirements and their specific supplier requirements can be found online. If you have any questions regarding Trafford Meet The Buyer 2015, please e-mail business@trafford.gov.uk

• Amey LG (Trafford Council’s new Trafford Business Expo last July. The reputation of a successful event has had a great effect on stand interest and visitor registrations with hundreds signed up to attend the event. “Attending The Trafford Business Expo is one of the most efficient and effective forms of networking to build business contacts with visitors and exhibitors who are all keen to meet potential new customers and suppliers. Hundreds of visitors attend the exhibition with the idea to source new services, suppliers or products which will improve their business. “This exhibition has been designed with the visitors in mind to create a dynamic event for them to discuss business opportunities. “We will also be presenting a ‘Best Stand Award’ to the stand which is the most creative and interactive, to encourage the exhibitors to really have some fun with their displays. Our impartial panel will be looking for the businesses who are interacting with visitors with engaging elements on their stand to promote the businesses and services to the visitors. “Attending the show is an opportunity to engage with hundreds of directors, managers and decision makers. The majority of visitors who attended the Trafford Business Expo back in 2014 were the key decision

makers of the companies, and there’s every assumption that the same calibre of contacts will be there in June this year too. “The nature of business these days is not always ‘what you know’ but ‘who you know’. Networking is fundamental in building new networks with useful and wellconnected people. The more people you speak to, the more people will find out about your business. Every conversation is a potential new customer, partner or provider.

Visit us on

Stand 1

“It’s free to attend and registration is available on the Trafford Business Expo website: www.trafford-business-expo.co.uk”

Meet the Buyer New to this year, The Trafford ‘Meet the Buyer’ event is launched by Trafford Council and is co-locating with the Expo on 30 June. Meet the Buyer is designed to give Trafford businesses the chance to meet with procurement teams from local public and private organisations, providing them with access to a wide variety of new sales opportunities. The appointments with the procurement departments need to be booked in advance by emailing business@trafford.gov.uk and all attendees are required to pre-register with the Trafford Business Expo -

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TRAFFORD BUSINESS connect

June/July 2015

review

Networking at the Locks Jot Green the Rum Thief

First Fridays are always a relaxing affair in our networking diaries. Hosted by Forever Manchester, they are a particularly Mancunian way of winding down for the weekend, usually involving a few drinks, and more importantly a chance to meet a very eclectic mix of businesses that support Greater Manchester’s most inclusive charity. Normally situated in the Northern Quarter, May 1 saw a move across town to Lock 91, situated on the edge of the Rochdale Canal in the midst of Deansgate locks.

The sun was out, and apart from figuring out how to get through the construction work from the tram down to the venue, it was a lovely afternoon and end of a busy week. Lock 91 was a perfect venue. As a converted 19th Century lockkeepers cottage, it offered a great atmosphere in which to meet many new businesses. As the venue started to fill comfortably Chief Executive Nick Massey took to the mic for a short welcome. He then introduced a live set from Jot Green aka the Rum Thief, a local Chorlton-based singer songwriter who provided an easy

backdrop to the networking. Perhaps one of the most inspirational aspects of the event was the location. It’s easy to moan about the amount of disruption across Manchester with the massive activity on improving the infrastructure, and also the incredible amount of building going on, but it’s also the reason Manchester as a business location is so exciting. In recent times the renovation of Deansgate Locks, including Lock 91, is a great example of why Manchester seems to be constantly on the move. For the next First Friday networking

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Chief Executive Nick Massey

event keep an eye on Forever Manchester’s website. It’s a great way to network with other businesses and also raise the profile of one of Manchester’s most iconic charities. For further information about Forever Manchester, please contact: Jean Mills, Head of Business Development on

0161 214 0955

jean@forevermanchester.com Visit Forever Manchester at the Trafford Business Expo on

Stand 10

Creating a Thrive Trafford is a partnership between Pulse Regeneration and Trafford Housing Trust, delivering support to third sector organisations and communities in Trafford. As part of this remit, they are actively involved in the local business community in many different ways with an objective of bringing business together with local community needs. Offering bespoke corporate social responsibility advice and support, they can help businesses of any size realise those aims in an effective and meaningful manner that will support the whole of the local community. As part of this agenda Thrive Trafford hosted a networking event to bring together voluntary and business communities at the end of April at the Lancashire County Cricket Club. The main purpose of the event was to showcase the Thrive Pro-Bono Bank. The bank is a pool of professionals and business leaders with varied skills, knowledge and experience who are able to share their expertise with members of the voluntary sector, as well as each other. To date over 35 companies have signed up to the Bank, giving access to over 1,000 professionals. The advice and support provided by these professionals can be invaluable to voluntary sector organisations, allowing them to grow and achieve

TRAFFORD BUSINESS connect

June/July 2015

thriving third sector

their aims.

The format of the event which took place in the press building within the LCCC was a relaxed occasion with free networking over tea and biscuits (always a good start). There was an introduction from Mark Cottam, CSR Adviser for Thrive Trafford, who briefly outlined the positive aspects for both business and the voluntary groups represented on the day. Also featured at the event was a presentation of the 7 secrets to successful networking by Mike Samuels. Always an excellent and entertaining speaker, Mike has covered this subject for us in a feature in a previous edition of Trafford Business Connect, and the information presented to all in the room was as informative as ever. The general feedback was very positive. The following comments were noted: “A great event for local community organisations to both network and share ideas with each other, as well as to meet and engage with businesses who want to positively engage with their local community.” Dave Djordjevic, Challenge4Change Charity. “With regards to the Pro-Bono Bank Network event, it was pleasing to see the high attendance by both those offering expertise and those in need for some professional or expert advice. Kerry Blackhurst and Dominic Timmons, both solicitors and Directors of Castle Keep Law, were approached about a range of legal considerations, proving that offering pro-bono guidance of this nature is in demand. It’s great to be able to assist. Hopefully we can also make a difference.” Jodi Hamilton, One Advice Group. “The event was a great opportunity to join together both the mentors and mentees in one place – and also those who were thinking about offering their support to the Thrive initiative. I have been involved in the Bank for a couple of months now and have worked with some really interesting people who really appreciate the help and support, and who are trying to establish and grow local enterprises. It only takes a

Trafford Mark Cottam, CSR Adviser, Thrive

couple of hours a month.” Catherine Youds, Aspire HR Solutions Limited. This network event was a great opportunity for professional business people and the voluntary sector organisations to come together to share their skills, knowledge and experience.

Business volunteers help to transform the local environment in Trafford Throughout 2015, Thrive Trafford have been leading on a campaign of community improvement projects to demonstrate the fantastic impact local businesses can make to an area. Through their Business Week of Action Programme, they have

been inviting business volunteers to leave the office for a day and get stuck into projects that transform local communities. The week of the 11 May saw teams from Skipton Building Society in Sale, Styles & Wood, Fujitsu and DWF take part in Thrive’s week of action to improve the local Environment. The businesses worked in partnership with local community organisations G-Force, Friends of John Leigh Park and Gorgeous Gorse Hill.

Mike Samuels, Great Oak Capital

This was a great opportunity for business volunteers and local community organisations working together to transform the local Environment in Trafford. They worked on projects like litter picking, laying woodchip paths in the local woods, maintenance of tree pits, tidying flowerbeds and planting flowers. Charlotte Wright, Customer Adviser, Skipton Building Society in Sale, said “We had a great day - quite hard work, but enjoyable in the sunshine! I was inspired by the work that G-Force do in helping their community and felt proud to be part of it. I would encourage local businesses to get involved - it was really worthwhile and we felt as though we had made a difference.”

For more information about Thrive Trafford, the Pro-Bono Bank or the way businesses can be further involved in local communities please call Mark Cottam, CSR Adviser on 0161 968 0216 or 07971 574225, or by email: Mark.Cottam@ traffordhousingtrust.co.uk Visit Trafford Housing Trust on

Stand 44

at Trafford Business Expo 2015

TRAFFORD BUSINESS connect

review

June/July 2015

Cutting

Pro-manchester’s recent hot topic presentation looked at stockmarket investment strategies

Michael Stern, Investment Education Plc

As April came to a close, Trafford Business Connect were invited to visit one of pro-manchester’s hot topic events. Taking place at the laid back Manchester Escalator on Deansgate, many of Manchester’s thriving financial business community met over an excellent breakfast buffet for a relaxed session of networking, and to listen to a presentation from Michael Stern, Chief Executive of Manchester based Investment Education Plc. Michael presents tailored investment and securities courses to the financial sector, and is a fund manager

for attending and introduced Michael with an impressive list of achievements.

in his own right. One of his sayings is “Experience is what you get when you lose money”, and the hope was that this morning the assembled professionals could learn from some of those mistakes. Firstly a warm welcome was extended by the event’s sponsors. With offices at St. James’s Square in the heart of Manchester, WH Ireland have been offering private wealth management and planning, and both corporate and private broking services for almost 150 years. Robert Race, Head of Wealth Management, thanked us all

Starting his presentation, Michael introduced us to the relevant factors of all investments - Return, (whether as income or capital growth), Risk and Liquidity, Expenses and Costs. He suggested “Return is only one aspect of successful investment. There is in practice a trade-off between the factors. These trade-offs can also change with time. The main factor is personal – what do you feel comfortable with?

“Risk as a factor tends to mirror returns, but not in every case, With time, risk can be negotiated. However, high risk tends bring higher returns. In general, low risk investments are very liquid, have many low transaction costs, and in the short term have more stable prices. However, they are badly affected in the long term by inflation, and as such tend to underperform.” Next on the presentation was a look at

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TRAFFORD BUSINESS connect

June/July 2015

to the Chase costs can erode a portfolio quickly if not managed diligently.

There was plenty more detailed analysis of investor psychology, specifically in relation to aspects of investment choices. There were also several stand-out statements made: historical data from the beginning of “Markets reward discipline. This can be the last century, with particular detail on seen as a mix of portfolio diversification how stocks and bonds had performed and long term strategy. Ignoring over the decades. The choice of troubled times and panics. Not being debt or equity was examined – the biased to hypes and booms, for guaranteed return of capital from example the internet, biotechnology, bonds compared to the uncertainty speculative mining stocks, etc. of returns from shares. Also, over very By exercising creative indolence – long investment periods (decades), the holding and leaving a diversified very low capital appreciation of bonds portfolio for years – keeps your costs were compared to the potential stellar down and improves your returns. For easy low-cost diversification performance from equities. High risk, use Exchange Traded Funds across high return. “Long term investment is not the same as short term investment. different markets. It is a marathon, not a sprint. Every “Stockmarkets are prone to periodic asset class will underperform at some panic and paranoia, exemplified by stage.” high volatility in times of crisis. The ordinary person typically buys at the Other factors Michael suggested high price in boom times, and sells at considering were costs. Keeping the low price in times of recession and dealing costs minimised. Watching panic. The successful investor does the that the bid-offer or ask spreads don’t opposite.” have an impact, and the all important management and adviser fees. These

Robert Race, WH Ireland

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noticed PICK UP YOUR FREE BUSINESS

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News and events All the latest business news from across Greater Manchester Focus stories In-depth reviews featuring successful Manchester businesses Comment Articles on milestone business activities DISTRIB UTED Networking Reviews of events and upcoming dates for your diary TO OV ER Places to meet Venues supporting business across Manchester Advertising Fantastic deals and campaign offers available BUSINES S Professional features Advice on running a successful business R

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TRAFFORD BUSINESS connect

June/July 2015

interview

Credible alternative The SME sector employs almost 15 million people across the country. That is almost 60% of all private sector employment, contributing £1.6 Trillion to the UK economy. SME’s are an essential part of the UK economy, but the credit crunch hit this sector badly, due in no small part to the financial squeeze imposed on major banks and reflected in their lending decisions. To deliver growth and keep pace with the ambition of SME’s, there is a clear need for credible alternative funding, away from a client’s principal banking relationship. Due to the reduced appetite within high street banks, we are now seeing rapid growth in the alternative funding sector. Trafford Business Connect caught up with Mark Sawyer, Associate Consultant at Acumen Loans who commented: “Huge gaps in the supply of credit were strongly evident during the financial crisis, but with the economy improving again, we are seeing a significant number of alternative lenders and so called ‘Challenger Banks’ who are stepping up to fill the credit gap. “Commercial and investment property transactions, property development, asset based lending, business acquisition and restructure, plus short term facilities, cash flow support, invoice and stocking finance, peer to peer lending and equity based crowd funding are now available from a host of independent sources. “In what is becoming an ever more crowded lender space, it is vitally important to seek professional advice on the most cost effective options available to your business. To get the most appropriate and competitive deal, a business owner should conduct a full and comprehensive market assessment. “A key element of the evaluation process is to ensure that any commercial loan fits your requirement as closely as is possible. With so many different types of loan structure available, any facility will need to be ‘stress tested’ to ensure that it can be adequately serviced if base rates do increase in the future.”

funding for SMEs

Peer to peer lending – going with the crowd Mark went on to explain: “Over the last 18 months, the growth in peer to peer lending or ‘crowd funding’ as it is often referred to, is nothing short of sensational. The concept is simple with many unrelated investors collectively lending to credit worthy businesses who are seeking to raise funds for growth purposes, away from their regular banking partners. “Investors generally get a far higher rate of return than via conventional deposit accounts, and borrowers get fast access to funds, with no disruption to existing banking facilities. This unsecured debt can potentially be up to £250,000. Quite remarkable when compared to elusive bank facilities! “Equity based crowd funding is also available to new start up ‘equity ready’ businesses seeking venture capital support and who are prepared to offer up an equity stake in the their business.

creditors as they fall due, this is why good cash flow isn’t just preferable for SME’s…it’s vital! “Cashflow is the life blood of any SME business, especially new start ups. Without it there would be no cash to pay for stock, staff, work in progress or to pay for fallow periods when customers take longer than expected to pay you. “Outside of any bank overdraft facility already in place, having a further cash reserve available to call upon when funds are needed urgently can be a life saver for many SME’s.

with access to a wide range of cashflow support options to ease these pressures as and when they arise.”

For further information on alternative funding for SMEs please contact Mark Sawyer from

Acumen Business Loans

on 0161 207 1966 or by email: m.sawyer@acumenloans.co.uk

“Running out of cash due to ‘over trading’ is common, and is the single most common reason for a business to fail in the first three years. “The alternative finance market can now provide your business

“Loans are effected via web-based ‘Trading platforms’ and it is the technology that really makes the process very simple indeed. “A borrowing application should be professionally pre-screened for credit approval, and then submitted in the correct format by an experienced finance professional, thus ensuring it has the best possible chance of being quickly funded”. “With around 20 Trading Platforms operational in the UK and this number growing rapidly, both investors and borrowers can be spoiled for choice. “Borrowing rates can be as low as 6% and some low level loans can be fully subscribed, literally within a matter of minutes.”

Cashflow is King – keeping the business wheels turning “Every business needs to invest in stock and staff and pay its

Mark Sawyer, Associate Consultant, Acumen Business Loans

IF YOUR BANK SAY’S NO WE’LL GIVE YOU 250 ALTERNATIVES!

Nobody knows the Alternative Finance markets as well as Acumen. We’ve been helping SME’s with access to funding since 2004 and have relationships with over 250 UK based sources of funding. If you are not getting the full support your business requires from your current Bank or would simply like to review the options then get in touch.

Business Loans

Asset Finance

Commercial Mortgages

We are supporting small businesses like yours with fast access to unsecured funding at competitive rates.

We support the acquisition of all types of business assets from £2K upwards for both established and new start business clients.

Offering flexible Interest only solutions for Investors and Owner Occupiers.

Unsecured Loans Up to £250K 2 yrs Trading History and Business Plan Required Loans approved and drawn in days not weeks

Cash Flow

Getting cash in to your business quickly and competitively.

Offices, Industrial, Leisure, Retail, Hotels

Communications and IT Equipment

Interest only up to 80% LTV, Terms to 30 years

Manufacturing and Machinery

Construction and Development Loans

We offer a free appraisal without obligation and provide a fully managed service to deliver your funding efficiently and with the minimum of stress. Whatever your business needs please get in touch with Mark Sawyer – your local Acumen Consultant covering the Trafford Park and Greater Manchester area.

Trade and Stocking Finance Short Term Loans and Revolving Credit

Commercial Vehicles and Plant

Mark Sawyer 0161 207 1966 / 07786 023 196

Flexible Invoice Factoring – One off and whole of Ledger

2 Holly Bank Sale Cheshire M33 3EJ m.sawyer@acumenloans.co.uk www.acumen-loans.co.uk

ACUMEN LOANS IS A TRADING STYLE OF WHITE ROSE FINANCE. WHITE ROSE FINANCE GROUP LTD ARE CREDIT BROKERS, AUTHORISED AND REGULATED BY THE FCA - REFERENCE NUMBER 630772

TRAFFORD BUSINESS connect

June/July 2015

apprenticeships The importance of apprenticeships and other schemes such as Trafford College’s Skills Shop has been an important consideration for Trafford Business Connect. We have always pushed this agenda as crucial for the wellbeing of both business and community not just across Manchester but over the UK as a whole.

person, companies can improve stability and enjoy the benefits of a trainee working for their company alongside their existing staff. The mixture of on and off-the-job learning ensures apprentices gain the skills and qualifications that work best for the business. This leads to increased productivity, improved competitiveness and a committed and competent workforce.

The starting point for this is education, and we are pleased to see the colleges of Greater Manchester actively promoting this route to work.

Government grants for apprentices are available. Companies with 50 employees or less may be eligible for grants for each apprentice they recruit. See www.apprenticeships.org.uk for further details. Also contact Salford City College or Trafford College for more information - details below.

These schemes give businesses the chance to recruit fresh, local young talent to their workforce. By offering a clear, concise start for a young

Visit both Colleges at the Trafford Business Expo on June 30 at Emirates Old Trafford - Salford on Stand 30, Trafford on Stand 38

Salford students become apprentices in brand new MediaCityUK scheme Three handpicked former students from Salford City College’s City Skills Sixth Form Centre have taken centre stage in a brand new technical support apprenticeship scheme at MediaCityUK. Media services provider dock10 has partnered with technical support group Gallowglass to launch the apprenticeship scheme, which provides technical

skills for young people. Two of the apprentices, Daniel May, 19, from Earlham, and Luke Jones, 19 from Tyldesley, are completing a one-year Advanced Apprenticeship in Electro-Technical Installation, whilst the third, Rob Jones, 20, from Rochdale, is doing his apprenticeship in Site Carpentry. Whilst the qualifications include an element of standard construction site

IS YOUR BUSINESS INTERESTED IN HAVING AN APPRENTICE? · · · ·

Gain cost-effective, skilled and qualified staff Offer a young person a great opportunity We manage the recruitment for you Grants available

We specialise in the following sectors: · · · · · ·

Professional Management & Financial Services Digital and Creative Construction Hospitality, Retail and Leisure Education Childcare and Health & Social Care

Employers that we work with include: Salford City Council, Seddons, ITV, The Lowry, Salford Royal and City West.

Contact the Apprenticeship Team today on 0161 631 5555 or apprenticeships@salfordcc.ac.uk

experience, the three apprentices are now receiving dedicated training at The Studios at MediaCityUK, L-R Apprentices Rob Jones (20), Luke Jones (20), and Daniel May (19), facilitated by at MediaCityUK assessors from Salford City industry needs, is central to our College. As all three apprentices plans for growth in the region.” had already completed their relevant Diplomas at City Skills Sixth Allan Milne, Head of Work Based Form Centre prior to starting with Learning, Trinity Business Training Gallowglass, it means they at Salford City College added: do not have to attend college for “Apprenticeships are a key service day release. offered by Salford City College Andy Waters, Head of Studios at dock10 commented: “We’re delighted to be supporting the Greater Manchester community by working with Gallowglass and Salford City College to offer industry -specific training that counts toward nationally-recognised qualifications. “Investing in local people, by training them in the skills the TV

to both local individuals and employers. “They offer a fantastic opportunity for local people to enter into lasting careers that can transform their lives. The opportunity to work within Media and Events in this capacity is unique and exciting, and hopefully as a collective we can continue to develop a solution that works.” Salford City College’s City Skills Sixth Form Centre

TRAFFORD BUSINESS connect

June/July 2015

region’s most significant employers and played a major part in training their staff, and scouting suitable candidates for their job vacancies.

Trafford College opens for business at the Trafford Centre

“Employers are facing fierce competition in the current climate, but we believe that with a welltrained and motivated workforce, businesses can not only improve their output, but also the quality of their service, which is key to customer loyalty.” Joan Scott, Assistant Principal Adult Learning and Skills added, “The team at the Skills Shop are working very closely with local businesses,

Trafford College’s Skills Shop, based at INTU Trafford Centre, is a dedicated skills training hub designed to help employers and their organisations, both large and small, maximise their business potential. Specialising in Retail, Customer Service and Business Administration, the hub offers a range of specialist solutions to provide staff with

APPRENTICESHIPS

bespoke training for development, and enable employers to recruit from a wide pool of local talent, equipped with the latest training and qualifications. Skills Shop Training Coordinator Shelley Moore comments; “Since we opened our doors, the Skills Shop has gone from strength to strength. “We have worked with some of the

SKILLS

TRAINING

ADVICE

CAREERS

Business solutions in Retail & Business Administration Work Ready Programmes Recruitment Solutions Staff Training & Development Maximise your business potential!

helping in essential training of staff, and ensuring businesses maintain a competitive edge. “The Skills Shop offers a comprehensive service that can help employers with effective recruitment, cost cutting, sourcing opportunities for work experience candidates, and essentially helping to grow a successful team.” For more information about the range of recruitment and training programmes at the Skills Shop, please call 0161 747 4674 or email skillsshop@trafford.ac.uk

TRAFFORD BUSINESS connect

June/July 2015

focus

How does an Architect become an What makes a city centre architect’s practice try their hand at hosting business expos, and not just in Manchester but across the UK? Trafford Business Connect have been supporters of Business Expos since our first event last summer. We caught up with Grant Erskine of Grant Erskine Architects to find out a little more about why an architect would look at hosting an expo:

Grant – many thanks for inviting us to support the GM Biz Expo 2015. Can you give us an insight into how you became an event organiser? “The simple reason for this is that we wanted to promote our business, just like the rest of our exhibitors. The idea of organising an event to attract local businesses seemed a fine idea, and as we were not simply taking a stand but acting as organisers worked out to be a great way of promoting our architect’s practice within the local business community.”

- no premium stands, no special treatment for those with big budgets, everyone gets the same size space (normally about 6ft by 3ft) and they are all assigned randomly once we sell out. The only add on costwise is an additional advert in the event brochure for those who want it. “We also do lock outs. A maximum of two of any type of business. This isn’t really for the benefit of exhibitors, but an attraction to visitors. I know I hate it when we visit these events and there is a room full of printers and web designers (no offence guys I love you really).

basis. This means that if you are an accountant and email us first, you get a stand. The second accountant to email us also gets a stand. The third can’t have a stand as the accountancy positions are full. This allows us to create a diverse room of several types of business which is a massive attraction to visitors.”

What about costs?

• We create a FREE visitor merchandise table, an area for visitors to leave flyers, etc. • We advertise who the exhibitors are beforehand, allowing the visitors to see the diversity before they sign up as visitors. • We run speed networking events so visitors can meet each other. • We use social media to create a community before the event has even started.”

Why did you choose to host the event at the Hilton Hotel on Deansgate?

“Another important consideration is

“We would often get invited to take part in events similar to ours, but they would ask for prohibitively high fees to take part. As this is not our main source of income, we knew that we could deliver it at a more inclusive price. Ultimately, like every other

that we go as big as we can, in the best venue we can. We make it one big energetic exciting event that people are dying to attend.

business, we take a stand for our business (Architect Practice) and we are using it as a massive marketing tool - just like everybody else!”

was a great venue, but (and this is the mistake everyone else makes) it’s a destination location. People have to get in their car to get there!

“An overriding consideration is that we don’t run the expos for exhibitors. We have this belief that an exhibitor will stand on their head all day - as long as we keep bringing in visitors, so that’s what we aim for. We run as many visitor attractions as we can and are constantly inventing ways to attract more businesses to attend.”

Why would a visitor attend one of your Expos?

Tell us more about the ‘lock-outs’?

“As an exhibitor, the most important thing is being able to meet as many visitors as possible. So we made the event as attractive to visitors as possible:

“After our first event, we worked out that if we could bring over 300 people to a room where everyone had to drive to, taking a couple of hours off work, how many could we bring to a room if they could nip out of the office at lunch for an hour? The people who drove last time will still drive, but we can take advantage of the 1,000’s of business people already in the area. It’s so simple, it still annoys us we didn’t see it before!”

“We kicked ourselves for not seeing this before our first event many years ago. It’s actually a pretty obvious mistake to make that everyone else does and so did we. We put it in Dukinfield Town Hall which

Why do Architects run The Biz Expos? “It actually makes a lot more sense than you might think! Architects are natural problem solvers. We’re good at planning, good at thinking laterally and (believe it or not) good with money. How it began is a bit of a long story (you can watch a quick video about it on our website), but lets just say it came from us trying to meet other business people and getting sick of going to other poorly attended events.”

What makes the Biz Expos Different? “Firstly, we visited all the other similar events we could find (and still do visit them). We then sat down and considered all the factors that make us attend one of these events, what is good, what is bad, all the little niggles and annoyances that occur when we get there. We picked out what we think worked and discarded what we knew didn’t. “Our winning formula has been developed over the past few years. Everyone gets the same easy package and pays the same price

“We asked ourselves why we attend this sort of event. The answer is simple - for personal gain. Whether it’s to try and find work, to learn new skills, or network with other business people, ultimately visitors attend for selfish reasons, just like the exhibitors.

“One thing that always infuriates us when we go to one of these events is that it is full of several businesses representing a limited number of industries. We had been to events where • We make it FREE to visit (we can’t you would have lots of printers, business believe that some events charge!) advisors, web design companies and networking groups - and that would be • We offer FREE skills seminars. it! Not ours – we have a dual exclusivity • We give out FREE visitor packs on system based on a first come first served arrival with a brochure of all stands.

Are there any additional costs? “As we said, we get invited to exhibit at these events all the time, so we know the price point. What gets us is you will see a headline of ‘stands from £X’ and you think – ‘ok, that’s affordable - I could do that’. But then you read on, and it’s so much for a table, and so much for power, and so much to go in the brochure - and so on. The

June/July 2015

TRAFFORD BUSINESS connect

Grant Erskine pictured outside his Mosley Street offices

Exhibitionist? advertised price never seems to be the “The GM Biz Expo is an event that we are looking forward to. Come price you pay! and see Trafford Business Connect “We charge one flat rate that includes as exhibitors, and of course Grant the full package. That’s it - no extras. Erskine Architects. This edition of the You get it all up front. The only magazine will be published as the additional option is for advertising event takes place on Tuesday 9 June in the brochure.” at the Hilton Hotel on Deansgate.”

So, what’s next for The Biz Expos? “The concept is now working great. We’ve rolled it out to a total of eight cities. All the dates and venues have now been set (apart from Newcastle which will be finalised shortly) and we’re getting a great response already from visitors and exhibitors signing up.

From pre-feasability to post-completion...

COMMERCIAL INDUSTRIAL DEVELOPMENTS MIXED USE

...the total design solution Grant Erskine Architects are a multi-sector practice, situated in the heart of Manchester. Our focus is primarily on customer experience. We understand that no matter what size of project you may bring to us, from a small internal remodel to a full development scheme, each project will raise its own specific challenges.

RESIDENTIAL

We are here to assist, support, guide and lead a construction project with a level of knowledge and experience that allows us to ensure that everything runs smoothly. In essence we position ourselves as your one point of contact, managing the process, and ensuring it’s success.

WORKPLACE

Every scheme is different. We offer a completely flexible range of services for whatever is required, from a quick cost effective feasibility study to allow you to ascertain if the project can be done, to a full project delivery.

0161 236 9761

GRANT ERSKINE ARCHITECTS Ltd, 3rd Floor, 61 Mosley Street, Manchester M2 3HZ info@granterskinearchitects.com www.granterskinearchitects.com

TRAFFORD BUSINESS connect

June/July 2015

focus

Electrifying Trafford Park Manchester Electrical Contractors are no strangers to taking on the sort of projects that can seem daunting to many other electrical contractors. Established in 2001, they quickly made a name for themselves as specialist contractors for larger scale commercial and industrial projects. After completing a recent move to Trafford Park, they are keen to approach many of the businesses they are now neighbours to, and to bring their expertise to the growing business community across the park that can only be described as the Northwest’s centre point for the growing Northern Powerhouse. MEC’s credentials place them at the forefront of contractors. NICEIC approved, the firm offers a team of time-served craftsmen and a staff of qualified engineers, who are well known in the industry for their extensive technical knowledge and

vast experience in dealing with even the most complex and challenging of site conditions. Managing Director Matthew Bell commented: “We are commercial and industrial specialists, and have recently completed installations for Hale United Reformed Church, St John’s Church Knutsford and

Newhey Primary School. We were also fortunate enough to win the contract to move Matthew Bell Managing Director Plastic Products Manufacturer and Supplier Ritrama from Eccles to their new site in Dukinfield. “This was a very large industrial unit spanning 180 metres long and had very large power requirements. We designed and installed an 800 amp three phase supply from one end of the building to the other. “The church work has been done to help re-invent the churches for different purposes

such as bookings for meetings, so that they can be utilised 7 days a week. We have been installing cutting edge LED lighting, and also installed a Reko control system to control the lighting from an iPad - setting different dim levels to suit the venue’s requirements. “We provide free estimates for any enquiries using Amtech XG software to ensure confidence between the customer and ourselves. We are open to any questions and are completely flexible in our pricing to Jenny Hargreaves suit any changes Office Manager in requirements.”

SPECIALIST COMMERCIAL AND INDUSTRIAL ELECTRICAL CONTRACTORS We offer a full range of commercial and industrial electrical system design and installation. From an office refurbishment to a large data centre installation, all aspects are covered: • HV and LV cable installation and jointing, including paper lead jointing • Design and installation of full power and lighting systems • Maintenance works • Periodic electrical testing and inspection now called Electrical Condition Reports • Fire alarm systems - small to large • Emergency lighting schemes • Data installations • CCTV installations • Power/Voltage optimisation services • Mains transformer supply and installation services • Energy management systems • Testing and commissioning • Air conditioning supplies • LV switchgear maintenance testing and installation

0161 226 4449

Manchester Electrical Contractors Limited, Unit 9, The Schoolhouse, 2nd Avenue, Trafford Park M17 1DZ

www.mecltd.co.uk

TRAFFORD BUSINESS connect

focus

There are currently two regular Trafford Park networking events supported by Trafford Business Connect. Both are different in style but both are proving to be a great success bringing a long-overdue facility to promote businesses in the park and also businesses looking to trade on the park.

June/July 2015

Trafford Park

Trafford Park Connect

every month at the Guardian buildings on Longbridge Road. Hosted by Exclusec Security Solutions Ltd the event runs from 12noon to 2pm, and offers open networking, a bite to eat (courtesy of CostCo) and refreshments, plus a 15 minute speaker slot. It’s a free to attend event open to all businesses in or out of the park to attend.

Trafford Park Connect takes place

After the first fully subscribed event

took place in March, two further events Geography – make sure the release is relevant to the area the publication took place in April and May, both full covers. Timing – try not to send out at of eager businesses keen to network. 5pm on Friday afternoon. Relevance The April event featured Kevin Feddy – make sure the release is of a subject of Kevin Feddy Media. As a highly relevant to the publication’s readership. successful journalist working mainly As always the main attraction was open for the MEN over the past 25 years networking, and the general feedback so as business editor, Kevin gave a short far is that business is being done at the introduction to writing effective and relevant press releases. To summarise monthly event. he suggested following certain rules: Next to speak at the May event was

Monthly Networking in Trafford Park Trafford Park Connect is a monthly business networking event at the Guardian Buildings on Longbridge Road in the heart of Trafford Park. Each event, taking place on the 2nd Tuesday of each month, will provide a relaxed networking opportunity to meet businesses not just from Trafford Park but beyond, and is open to all businesses to attend. There will be a keynote speaker at each event, featuring a great range of respected names from many different businesses. For more information please email James Bancroft on tpc@traffordparkconnect.co.uk If you would like to attend please register at Eventbrite through: www.traffordparkconnect.co.uk Trafford Park Connect is a networking initiative hosted by Exclusec Security Solutions Limited and supported by Trafford Business Connect Magazine.

FREE to attend FREE parking FREE literature table QUALITY speakers FREE refreshments and a bite to eat

Book Now

Tuesday 14 July

Trafford Park Connect, The Guardian Buildings, Longbridge Road, Trafford Park, Manchester M17 1SN

June/July 2015

TRAFFORD BUSINESS connect

Businesses raise their profile David Wright from BSA Marketing. David took us on a whistle stop tour of the do’s and don’ts of marketing. The overriding message that he ended up with was the need for a joined-up, varied marketing plan, where a business is not restricted to a single approach to generating clients or customers. He suggested there were a huge range of different methods of getting your marketing message out – social media, face to face, advertising (press, web, billboards) PR, direct mail, to name but a few. And to explore multiple approaches while at the same time co-ordinating those approaches through a connected and singleminded plan.

Trafford Park Business Network After a well-attended and highly successful inaugural event at Hotel Football (featured in the last edition of Trafford Park Connect), the next Trafford Park Business Network event will take place at the Imperial War Museum North on Thursday 9 July (8.00am - 10.30am). The first event attracted over 100 attendees and it’s hoped the next one in July will host even more businesses. The Trafford Park Business Network has been developed by Trafford Council and Greater Manchester Chamber of Commerce, on behalf of Trafford Economic Growth Board. The Network has been set up in response to local companies who have identified that they could be doing much more business within the Park if only they had a more effective

the event not just thinking about who they can sell to, but also whether there are any products or services that they could purchase locally.

way of meeting neighbouring firms and developing lasting relationships. As such only Trafford Park located businesses can attend. Businesses attending the launch event commented: “A great event... it’s the best networking experience I have ever had and met quite a few valuable contacts.” “It highlighted well how we should be looking much closer to home when sourcing products and services as there’s probably someone around the corner doing exactly what we’re looking for.” “A good turnout and many of the same messages coming out of the day - mainly that many businesses said they travel the whole country for work but do very little on their own doorstep, but certainly have an appetite to do so... We picked up a number of leads which we hope help kick start our target of working more closely with local businesses.” Trafford Council Leader, Councillor Sean Anstee, said: “Trafford Park is one of the most important economic locations in Greater Manchester, with over 1,300 businesses and 35,000

employees. We don’t want this to be ‘just another networking group’, we want it to be of real value to local businesses and to result in new relationships and real supply chain opportunities. If every business in Trafford Park develops a ‘think local first’ approach to procurement, the benefits to the local economy could be enormous.” “We are also using the opportunity to showcase some of the fantastic conferencing and event venues that Trafford Park has to offer. The first event was hosted at the brand new Hotel Football, and the second event will give businesses the chance to enjoy breakfast underneath a Harrier Jet in the Imperial War Museum!” Chris Fletcher, Chair of Trafford Economic Growth Board and Director of Policy & Communications for GM Chamber of Commerce explains the driving principle behind the new networking group: “The primary objective is to help businesses to develop better local supply chain links within Trafford Park. A lot of networking events attract people who are solely looking for new sales opportunities, but we are encouraging businesses in Trafford Park to come to

“These events also provide an opportunity to promote the range of support and funding that is available to businesses, and to discuss some of the key projects or developments which might affect businesses in Trafford Park, such as the new Metrolink extension or the GM devolution deal.” The event on 9 July will feature a guest speaker, a ‘buyer slot’, a ‘supplier slot, and a selection of business support information stands. Businesses located in Trafford Park can now register by visiting www. trafford-park-network.eventbrite. com or email for further information business@trafford.gov.uk Trafford Park is the world’s first planned industrial estate and remains one of the largest business parks in Europe. It is home to over 1,300 businesses and 35,000 employees, from a wide range of business sectors including manufacturing, logistics, retail, leisure, digital and creative, office and professional.

TRAFFORD BUSINESS connect

June/July 2015

social media What does your Social Media Activity say about your business? You’ve attended a networking meeting, had a 1-2-1 with a perfect lead and walked away with that warm fuzzy feeling that all went well and you can potentially work together. And then you arrive back at the office and check your Social Media profiles. Deal over. Just as great Social Media can massively increase a company’s bottom line, poor use or lack of Social Media can often be the end of the deal - and trust me, this is not an exaggeration.

You are what you share

We live in a world where people in the UK check their mobile phones 150 times a day on average, the average person in the UK spends 1 hour 20 minutes a day using Social Media. So whether you personally like Social Media or not, you don’t have a choice whether you use Social Media. You simply have a choice if you use it well or not.

The chances are that those people you meet at Networking once or twice a month will actually have eyes on your Social Media updates more than they do face-to-face conversations.

2. Back it up with data

everyone should know, but often don’t.

Twitonomy.com can analyse your Twitter profile and gives huge amount of data. Things you can find include:

• Have a professional photo - not a holiday shot

• Number of Tweets per day

• Don’t leave any unexplained gaps in your career history

• Percentage of Tweets that are Replies or Retweets

• Don’t post Facebook-style posts - yes to quizzes, maths tests or riddles

• Percentage of Tweets of yours that are Retweeted

The biggest turn off however is no Recommendations on a LinkedIn profile.

• Users you most engage with

So often I meet businesses at networking meetings and they talk We all know about the 7 Second Test For ourselves at Altrincham HQ in any about an illustrious history spanning - the fact that it takes only 7 seconds given period it shows us that 68-70% of decades working with hundreds of for us to judge another person when our tweets are replies and retweets. businesses, and then you connect with we first meet them. The same applies Here are some top tips to make sure them on LinkedIn and they have zero That means the data backs up the online. you create the right impression for those social element of what we do in terms recommendations from clients. That first impression of a Twitter profile, post-meeting Social Media searches. of Social Media, and often we find it’s People like to do business with people a LinkedIn profile, the opening couple double that of our peers. they Like, Know and Trust, and part of Top tips of lines of your blog - what does it say the process is seeing testimonials and about your business? 1. Click on your Twitter Profile and 3. Run searches on your name recommendations from people they You can judge a lot by the way hit Tweets & Replies option also Like, Know and Trust. Important stat for you - 31% of brand someone uses social media. (desktop only) mentions on Twitter alone are indirect, So - what does your social media • Are they committed? not using a company’s handle. If you are to view any profile from just say about your business? • Do they turn up every day? tweets only, which is the default option What will you find if you search your company name? How do you respond? for Twitter, then most people would • Are they exciting, creative and inspirational? Or are they beige? look like it’s all “Me Me Me”. And how is your response perceived • How are they different from It’s on the Tweets & Replies option that by potential clients?

The 7 Second Test applies online

competitors?

• Are they a giver? Or are they a taker? • Do they show gratitude? • Do others say great things about them? And you thought it was just 140 characters rather than a personality test or a look at your emotional intelligence...

• Hashtags used most

you truly get to see how people use twitter and whether they take the time to engage with others.

Set a saved search up for your company names and “slang” variations of it where appropriate.

We all hate that person at a networking meeting that offers a monologue AT you rather than having a two-way conversation WITH you. Tweets & Replies offers a window to the type of person they truly are in business.

4. Have a LinkedIn Profile you can be proud of Repeat after me ... LinkedIn is a professional network! If you are in the B2B sphere as many reading, then there are things that are standard and

Alex McCann Altrincham HQ www.altrinchamhq.co.uk

TRAFFORD BUSINESS connect

June/July 2015

lead generation

Are you getting enough facetime? So, sales is sales and marketing is seen on the one hand as separate to sales and on the other hand totally linked to sales. But... Sales people, we imagine, are the stereotypical pushy, not listening, dodgy, wheeler-dealer Delboy sort, or the smooth and smarmy, suited and booted, selling anything to anyone with only the £££s flashing in their eyes. Marketing people we imagine are hanging out, creatively thinking up witty one liners, spending hours behind their Mac with cool music playing to enable them to have free thought to produce the magic that sells brands and vision. In reality though, businesses are often running at 100%, reacting to delivery, managing accounts, putting out fires and wondering at the end of the day, where did the last 10 hours go? The serious business of any business owner actually sitting down to plan the daunting task of managing a sales pipeline (especially if it is cold), and driving a strong and affordable marketing strategy which can be measured against sales (really???), seems to be as elusive as scotch mist. Visit us on stand 29 at the Trafford Business Expo on June 30 at Emirates Old Trafford

Moving onto the even more ‘shrouded in expensive methodology’ SEO planning and the like – well we may as well book onto that course to learn Mandarin… Every morning I wake up and I am bombarded with messages from social media. I actually read some of it, and you tend to scan to find relevant things relating to your own life or business activities. These channels are used to raise awareness or promote what they are doing on a grand scale. It’s a bit like trying to catch rain or fly fishing in the pacific. The thing is there are so many people on social media and so much noise that these messages get diluted. It is a form of prospecting but without the oneto-one connection. People need people - we like to feel special, understood and valued. Then there is networking, where you actually meet people and talk. People buy from people so the physical social engagement is a very important aspect of what we do I hope you all agree. So what I don’t understand with all this activity, all of these options to make the Sale easier, to make

sales and marketing support

secret weapon 0161 929 6269

Marketing more direct, the one question is “Are we substituting this for the old school techniques of talking face to face?” • Did you know that over 80% of people that visit your website will never contact you? • 80% of sales are closed on the 5th – 12th contact. We are left with all this activity to drive people to actually make the effort to come and find you, yet they will not contact you. Lots of reasoning behind that but we are still fishing.

sales and marketing. The art of good sales and marketing strategy is to join the functions up seamlessly. This has always seemed impossible, but now there are intelligent and affordable tools and techniques to make this happen. That is where we come in, Reach Communications helps companies to turn marketing activity into appointments and sales for the B2B sector.

So, if you followed up all of the people that had made the effort to seek you out (they have a need) and you spoke to them face-toface, and you listened to what they wanted and you offered them a solution, could you turn a lot of activity into orders? Reverts back to being in the right place at the right time. Then all the activity you set out to generate in the first place would make sense. The problem is most people are great at generating activity, but not great at measuring the results. This is the historic gap between

Julie Cook Reach Communications www.reachcommunications.co.uk

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Secret Services for Sales Support

B2B Lead Generation CRM development Web Monitoring and Inbound Management Lead Nurturing and Marketing Automation Sales Campaign Development

sales@reach-communications.co.uk

www.reach-communications.co.uk

TRAFFORD BUSINESS connect Visit us on stand 54 at the Trafford Business Expo 2015 on June 30 at Emirates Old Trafford

June/July 2015

t’s & c’s

Why all business

Are you looking to promote your business within Altrincham, Sale and the surrounding area? Then join the Chamber today and start saving £££s Did you know the Chamber can provide you with: • Business Support • Business Mentoring • Unrivalled Networking • Training Sessions • Local Knowledge • Invaluable Database And huge savings across a range of services from telephone costs and accountancy to meeting rooms and video conferencing; VAT checks and printing costs to advertising and radio commercials and much more...

The Chamber really is the ‘One Stop Shop’ to service your business. To enquire about membership contact Paul at the Chamber on; 07708 987518 or call 0161 941 3250 Follow us on Twitter @altichamber paul@altrinchamchamber.co.uk www.altrinchamchamber.co.uk

You set up in business because you are passionate about what you do. You know and understand your product and service, you love providing it to others and seeing the finished result. But when is it a finished result? When you get the job completed or when the customer says they are happy with it?

terms payments or payment a set number of days after you’ve invoiced. If you don’t have terms and conditions, you don’t have an agreement for when payment will be received.

So how do you ensure you get paid?

If you don’t have an agreement on when you will get paid, how do you know when you will be paid and how does the customer know when you expect to be paid?

This is where the importance of terms and conditions of sale comes into it’s own. By having your terms and conditions in place, when you speak to a potential customer they will be fully aware of your expectations with regards to payment. It doesn’t matter if you take payment upfront, staged

The impact on your cash flow of having no agreed terms and conditions is huge. If you don’t have a contract or terms and conditions of sale in place, then you could be setting yourself up with potential issues. If you don’t get an agreement in place as to the product or service

Actually it is neither of those, it is when you get paid. Without payment, you have a hobby not a business.

How are you PROMOTING your business?

Following the incredible success in 2014, Trafford Business Expo is shaping up to be one of the unmissable business events of 2015. Organised by innov8 Conference Services, stands are almost sold out, but there are a few still available. Co-locating with Trafford Council’s Meet the Buyer event, footfall is expected to be dramatically increased this year, making the Trafford Business Expo one of the premier business events to either see or be seen at. To find out more about exhibiting or to book your free delegate place visit:

www.trafford-business- expo.co.uk or call: Liz Sinclair on 0844 887 1550

Business Connect Magazine - June/July 2015

Articles inside

social media

finance