The Hertfordshire Business independent February 2011

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VAT RISE FOCUS

How businesses in Hertfordshire are being affected by the VAT rises

THE BUSINESS OF LOVE A look at those people who have made their money out of the business of love!

NETWORKING SPECIAL! NETWORKING SURVIVAL GUIDE Advice from top networking gurus NETWORKING SUCCESS case study of a brother and sister team that made a success of networking

KRISS AKABUSI

STARTING A NETWORKING GROUP Some tips for starting a networking group the Viva way!

YOUR HEADLINE SPEAKER AT

THE ATHLETE TURNED BUSINESSMAN TELLS ALL ON HIS JOURNEY INTO ENTREPRENEURSHIP AND HIS UPCOMING MAKE IT HAPPEN EVENT.

issue February 2011

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CONTENTS NEWS A roundup of the latest business news and stories from our region

INTERVIEW : KRISS AKABUSI

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Athlete turned businessman catches up with The HBI to talk entrepreneurship

LEGAL Hertfordshire’s legal squad discuss the latest issues

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MONEY A look at how businesses in Hertfordshire are coping with the

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VAT increase

HEALTH Health Psychologist James Lamper on how to make healthy eating resolutions count!

TECHNOLOGY A look at the cheaper alternatives that tablet PCs have to offer

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NETWORKING SPECIAL Tips from the “Top Networkers in Town”

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EXECUTIVE PROFILE Luton based Get Pro Basketball creator Stephan Eyeson

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AFTER HOURS A look at what’s going on in your area

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DRIVE A look at the new Alhambra from the SEAT range

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CONTRIBUTORS

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CONTACTS MANAGING DIRECTOR Simon George EDITOR Jenna Gould editor@businessindependent.co.uk

CONTRIBUTORS Becky Lewis Terry Sullivan Jade Stoner Catrina Laskey Katie Richardson Beatrice Barclay Anne Corbett Paul Brayley James Lamper Steve Clarke David Jacobs James Millman Katie Millman Andy Preston Debbie Gilbert Stephan Eyeson DESIGNER Karen Birch

EDITOR’S WELCOME

Welcome to the February issue of 2011. A new year means new business prospects and here at The Hertfordshire Business Independent, we are all about championing local companies and grass root organisations.

For those of you starting out, take a look at our report on the new VAT increase and what it will mean for your business prospects.

We all know the importance of building your business as a brand, and what better way to advertise yourself than by attending a networking event. Our special networking survival guide from page 23 features handy tips from Andy Lopata and explains how it will help build your profile.

We caught up with Kriss Akabussi to find out what’s on the horizon for one of the countries most popular athletes. Read our exclusive interview on page 8.

With Valentines’ Day just around the corner, we profile four companies, who are all in the business of love. From wedding planners to an online dating site especially for farmers, who has tapped a new niche?

Next month is our birthday issue – and we’ll be celebrating the first anniversay of our relaunch.

Is anyone else celebrating a landmark in their business? Do let us know!

Enjoy the issue and as ever, keep sending us your news and views.

Jenna

UNCERTAIN YEAR AHEAD AS EAST OF ENGLAND BUSINESS CONFIDENCE FALLS East of England businesses have lowered expectations for 2011 as business confidence falls according to the latest ICAEW/Grant Thornton UK Business Confidence Monitor (BCM). The fall of 13.3 points this quarter (Q4 2010) suggests that economic growth next year will be slower than forecast with companies in the region reluctant to invest and back the recovery.

Despite the drop in confidence levels key financial indicators have strengthened in Q4 2010 for businesses in the East of England. Annual turnover growth has risen from 0.5 per cent in Q3 2010 to 3.0 per cent in Q4, while annual gross profit growth doubled from 1.4 per cent to 2.8 cent to reach its highest level since Q3 2008.

However, the outlook for the region’s firms softened notably this quarter. Expected turnover growth has fallen from 5.3 per cent in Q3 2010 to 4.3 per cent in Q4, while expected gross profit growth has declined from 5.4 per cent to 4.5 per cent.

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COPYRIGHT Copyright: 2010 Business Independent Ltd All rights reserved. No part of this publication may be reproduced, stored in a retrieval system, or transmitted in any form or by any means without the prior consent of the publishers. The views expressed in any of the Business Independent series of regional magazines are not necessarily the views of the publishers Business Independent Ltd. Whilst Business Independent Ltd has made every effort to ensure the accuracy of the information contained in this publication, neither they norany contributing author can accept any legal responsibility for any consequences that may arise from errors or omissions contained in this publication or from acting on any opinions or advice given.

In particular, this publication is general and not a substitute for professional advice and you should consult your own professional advisors where appropriate.

BALANCE IS KEY TO IMPROVED PERFORMANCE As the New Year is in full swing, Jon Baker of venture-Now is urging businesspeople to review their work-life balance. With 25 years’ experience in improving business performance Jon advises people to really think about what they want to achieve. Sharing his wisdom on how prioritisation, communication and planning ahead will improve individual and team performance, Jon’s focus is on monitoring, managing and achieving in key areas of your life.

“Balancing work and life objectives is vital to success.

Focusing on one area alone rarely results in happiness and often diminishes performance. It is crucial for people to regularly review their performance in each area,” explained Jon. Poor work-life balance can have a negative impact on personal and team performance. Knowing what you want to achieve is a vital step to good performance both in and out of work. Jon recommends assigning completion dates and attaching emotions to goals to increase your chance of success.

EMPLOYERS OFFERED ADVICE ON AGENCY WORKER CHANGES North London based solicitors Vanderpump and Sykes are offering advice to employers on how to cope with new regulations on temporary workers that are due to come into force later this year.

Richard Stephens, partner in the employment department says “The Agency Workers Regulations, which take effect on 1 October 2011, state that agency workers should have the same terms and conditions as permanent staff after a 12-week qualifying period.

“The expectation is that fewer employers will use temporary workers as a result of these changes, with some switching to recruiting staff directly as a result and others only using agency workers for shortterm assignments of less than 12 weeks. Employers however should be aware that in calculating the 12-week qualifying period, breaks between assignments, or during an assignment, will not break the continuity if they are for not more than six weeks or are for one of a number of specified reasons (i.e. sickness or maternity leave). “

ACTINIC SURVEY OF ECOMMERCE SALES SHOWS SME SECTOR REMAINS STRONG IN Q4 2010

Christmas sales increase orders by 13 per cent over Q3 2010. The quarterly online sales survey conducted by ecommerce specialist Actinic (www.actinic.co.uk reports a 12 per cent increase in revenue in the three months to 31 December 2010 when compared to the same quarter in 2009. The Q4 2010 Actinic survey of small and medium businesses selling online, also shows that the average number of orders processed by each merchant increased 10 per cent when compared to Q4 2009. Christmas had a positive impact on the average number of orders processed with 13 per cent more in the fourth quarter when compared to Q3 2010.

In addition respondents reported their average shopping cart value increased slightly during the period from £67.30 in the fourth quarter 2009 to £68.90 in the same period in 2010.

E-tailers reported that the early snow placed extra pressures on their customer service operations as people were anxious about their orders arriving in time for Christmas.

Nick Kington, managing director at Actinic comments, “Despite the snow and ice, SMEs selling online have continued to report healthy increases in both the number of orders processed, and most importantly the revenues achieved in the run up to the crucial Christmas trading period.

This survey highlights that more consumers have opted for the convenience of online shopping this Christmas, although businesses have had to work extra hard to overcome the customer service difficulties created by the weather conditions.

HORNETS JOIN WITH CHAMBERS TO LAUNCH ‘HERTS BUSINESS ALLIANCE’

OVER 1,000 companies are set to join networking forces with the launch of the Hertfordshire Business Alliance.

It is a partnership between businesses that currently are members of the Chambers of Commerce in both Watford and St. Albans – as well as those associated with Watford Football Club.

During what are testing economic circumstances, the trio of organisations have committed themselves to broadening the number of potential revenue streams their members are able to come into contact with.

Watford’s Elected Mayor Dorothy Thornhill, along with her St. Albans counterpart Cllr. Maxine Crawley, has given her backing to the initiative.

Maxine said “This is a very exciting link. Partnerships and sharing of best practice are the way forward and I’m thrilled that St. Albans and Watford are leading the way with such a positive initiative.”

Graham Lane President, St. Albans District Chamber of Commerce added “I am delighted that we have been able to create an alliance with Watford Chamber of Commerce and Watford Football Club and I am sure it will be very beneficial to our members.”

The companies are set to meet under a common banner, with a number of networking events planned for the year ahead.

The organisation leaders will also recommend to its members that preferential rates are offered to fellow Herts Business Alliance members.

“Sharing best practice and simply putting more influential business people in touch with one another are our key aims,” said Watford Football Club’s Head of Corporate Sales Raj Athwal, “and we appreciate that businesses are finding the current economic climate tough. The idea that we could between us increase our reach and effect was the starting point for bringing three key partners under one name.”

Watford Chamber of Commerce, Chief Executive, Roger Gagan added: “We are delighted to be part of this new and exciting venture which brings together three successful organisations with the aim of increasing business for our members.”

For more details, visit www.stalbans-chamber.co.uk or www.watford-chamber.co.uk

SUPPORT FOR NEW BUSINESSES IN WATFORD

Budding entrepreneurs are to be given a helping hand after Watford Borough Council’s bid for a small business incubator unit was successful.

The bid to the East of England Development Agency (EEDA) for a ‘My Incubator’ unit was made in conjunction with Wenta, the local Enterprise Agency, and the unit will be developed at Wenta’s business centre on Colne Way. Preparations are now being made for a grand opening in April 2011.

The new My Incubator will offer a full range of support for pre-start, new or early stage businesses and social enterprises that require workspace and facilities, with an advisor on hand to ‘mentor’ through the early stages of start up.

Starting a new business is challenging and can be expensive. The incubator unit will not only offer space, facilities and technology but also a network of contacts and experienced businessmen and women. The council will fund £55,275 of the capital costs, with EEDA contributing the other £55,275. Wenta have committed to running and funding the revenue costs for the unit.

The incubator hub will provide fully equipped ‘hot-desking’ facilities with virtual office support for up to 16 start-up clients at any one time.

The facility would also support clients for up to 12 months.

The Watford incubator will become part of a wider network which Wenta is developing across Hertfordshire and Bedfordshire which includes centres in Stevenage, Luton and Potters Bar. Each one will form part of a strategic support network providing access to multiple business advisors across the region.

Resource Efficiency East has commissioned Green Film Practices and Exemplas to set up Film Green East, a new project designed to offer free support to small production companies in Hertfordshire. The support on offer will help companies to reduce costs and lower their carbon footprint by adopting more sustainable production practices.

The project has been set up to support 30 companies plan their next production in a sustainable manner and realise the financial benefits this will bring. Practical hands-on support will look at pre-production and on set practices, procurement and the supply chain, the possibility of sharing resources with like-minded businesses, and help to measure the businesses carbon footprint.

Olivia Moore from Exemplas said: “Businesses of every kind can make financial savings by being more environmentally aware. However, by joining forces with Green Film Practices we are able to offer video and film production companies tailored advice and support which is specific to them and their industry. We can focus on their common issues and hopefully identify some shared solutions.”

To find out if your company is eligible for free support from Film Green East, contact Ann Glenster from Green Film Practices on info@gfpractices.co.uk or call 07901686062.

NEWS

TAKE A SHOT AT GOING GREEN WITH FREE BUSINESS SUPPORT FOR PRODUCTION COMPANIES

LOCAL BUSINESSES BACK STEVENAGE Local businesses back Stevenage as a good place to work, according to a new survey carried out by Stevenage Borough Council. The survey asked around 150 local businesses for information on their perceptions of the area, barriers to growth, the effects of recession, skills gaps and recruitment issues.

The results provide a valuable insight into the issues currently affecting local businesses and will help to shape and inform future economic development activities. Some of the main findings of the survey were:

INWARD INVESTMENT BOOST TO THE ECONOMY East of England Inward Investment, the EEDA-funded organisation responsible for attracting and retaining foreign investment in the region, wants to ensure that encouraging investment from overseasowned companies remains a pivotal focus of the growth and recovery strategy for our local economies.

Since 2005, the East of England has welcomed 289 overseas-owned businesses to the region, including 31 in the first half of 2010. In spite of recent economic upheaval, there is still a healthy conversion from the pipeline of overseas-owned businesses looking to set-up or expand operations in the East of England.

“The East of England is the UK’s most innovative region and we must take advantage of the opportunities this offers for economic growth” said Ann Wardle of East of England Inward Investment (EEII).

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Stevenage is seen as a good or very good location by the majority of businesses

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Transport networks and proximity to London are important factors in choosing a business location

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Most businesses say that the recession has had a significant impact on their business

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Most businesses said that access to finance has not improved and this was also cited as the main constraint to future growth

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More than half of businesses said that they would be recruiting staff in the next 12 to 24 months

Cllr Ralph Raynor, Executive Member for Economy, Enterprise and Transport, said, “The Council recognises the importance of its local business community and the role that these businesses play in helping Stevenage succeed. The survey results will provide invaluable information to enable us to support local companies effectively.”

The full survey results are available online at www.stevenage.gov.uk or from economicdevelopment@stevenage.gov.uk

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There are 2,500 foreign-owned businesses currently in the East of England, including Japanese pharmaceutical company Eisai, who recently opened a £100 million research and manufacturing facility in Hatfield, Hertfordshire, bringing 500 jobs to the region.

Japanese owned Eisai is one of the world’s leading research-based pharmaceutical companies and the manufacturer of Aricept® the most widely prescribed treatment for Alzheimer’s disease.

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Foreign owned companies like this make up almost a quarter of total regional turnover, and on average they employ 96 people compared to UK owned businesses which average nine employees.

• LEGAL ADVICE LINE • EMPLOYMENT CONTRACTS • PRECEDENT LETTERS • STEP BY STEP GUIDES • FREE UPDATES • EMPLOYMENT LAW PORTAL • LEGAL EXPENSES INSURANCE Terms & Conditions Apply Our ON-LINE service can be found at:

www.employmentlawandhr.co.uk

Leading UK hotel management company Focus Hotels has signed a franchise agreement with Accor for 10 of its hotels, including The Hatfield Oak Hotel, bringing one of the world’s biggest international hotel brands to Hatfield and helping to secure the long term future of the hotel and its employees.

All 10 properties included in the deal will continue to be owned and managed by Focus Hotels, with no change to operations, however they will now benefit from Accor’s UK and international marketing network, drawing both UK and overseas business to the area and providing a welcome boost to the local economy.

Focus Hotels is a collection of quality midscale hotels with a wide variety of styles at a range of excellent locations throughout England. The group has systematically upgraded its product over the past few years, investing heavily in refurbishment and training, guaranteeing high standards and increasing productivity and profitability.

The agreement sees the 10 hotels join Accor’s Mercure brand with The Hatfield Oak Hotel being rebranded as the Mercure Hatfield Oak Hotel, an established network of over 700 midscale hotels operating in more than 50 countries across the world, allowing each to retain its individuality and style whilst also enabling them to reach an international market.

MAKE A NEW START WITH THE UNIVERSITY OF BEDFORDSHIRE

As 2011 has just begun, many are thinking about new beginnings and a brighter future. The University of Bedfordshire has a host of courses designed with professional development in mind for both individuals and businesses looking to invest in their future in 2011.

The University’s extensive range of internationally recognised training and continuous professional development (CPD) opportunities are aimed at managers, staff and business owners who wish to develop their professional skills, acquire new qualifications to improve performance or increase employability.

Courses available include the ITILV3® Foundation Course, PRINCE2® project management, APM Introductory Certificate in Project Management, MSP™ Programme Management, and ISMM Sales and Marketing Management.

Language for business courses are available in Mandarin Chinese, Spanish, French, German, Italian, Polish and Russian. Bespoke courses can be provided across a broad range of subjects and many subjects are offered as distance learning courses.

John Sentinella, Business Development Manager, said: “In the current economic climate businesses need to ensure that their staff are well trained and are up to date with the latest processes to remain competitive. Individuals need to be able to offer potential employers competency and the most up to date qualifications.

We’d like to see as many businesses and individuals as possible in the Bedfordshire area take the opportunity to invest in their futures in 2011 by continuing their professional development.”

NEWS IN BRIEF BUSINESS SEMINAR IN ICT KNOWLEDGE TRANSFER Find out how your business could benefit from a Knowledge Transfer Partnership in ICT with the University of Hertfordshire’s free business seminar When: 9 March 2011, 9:30am to 1:00pm Where: Aldenham Golf & Country Club, Watford, Hertfordshire WD25 8NN How much: FREE Knowledge Transfer Partnerships (KTP) is a national programme that helps businesses grow by accessing the University of Hertfordshire’s cutting edge expertise in ICT, science and technology.

Spaces are limited. To register, please email be@herts.ac.uk or call 01707 286406.

LOCAL CARE SERVICES COME TOGETHER FOR THE COMMUNITY A number of local organisations specialising in elderly care have teamed up with the Sawbridgeworth office of at-home care provider, Home Instead Senior Care, to run a monthly event that will provide the local area’s elderly community with information about support services that are available in the area.

The first event will take place on Friday 18 February from 10am to 1pm. It will be held at the Apton Centre in Bishop Stortford and will continue to run on the 3rd Friday of each month. Organisations taking part include Age UK, The Alzheimer’s Society, Autumn Years Financial Support and Lilly Pins Hairdressers.

For more information on the events or services offered by Home Instead Senior Care, visit www.homeinstead.co.uk or contact the Sawbridgeworth office on 01279 721443.

A LOOK AT WHAT SOME OF THE HBI FOLLOWERS ARE SAYING ON TWITTER... @CandCharrington - Telemarketing is becoming more acceptable among the general public thanks to an improvement in services!! @BrayleyHonda - we’re proud to be Runner-up Large Company at Herts Business Awards @Ashbourneins - iPad makes history in Lloyd’s - First electronic fully-placed contract as well as message exchange has taken place in Lloyds of London @btcstevenage - 4 new companies moving in to the btc & 3 tenants have moved into bigger spaces in the building a very positive start to 2011!

For further information, to see the full list of courses available at The University of Bedfordshire’s Knowledge Hub or to find out how to book your course, please contact knowledge@beds.ac.uk or visit www.beds.ac.uk/knowledgehub/calendar/cpdopendays to attend an open day. www.businessindependent.co.uk

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NEWS

FOCUS HOTELS BRINGS WORLD’S LEADING HOTEL BRAND TO HATFIELD

AN INTERVIEW WITH

KRISS AKABUSI Former Olympic Gold-Medalist turned entrepreneur, Kriss Akabusi is perhaps best known for breaking records in athleticism but, these days he is engaged in a very different activity.

The Akabusi Company was set up in 1996 and provides keynote presentations for corporate customers and award evenings for both the public and private sector.

We caught up with Kriss who filled us in on his journey from athlete to businessman and told us all about his latest event Make it Happen which takes place in just a few weeks time…

Kriss is also the headline speaker at

THE HERTFORDSHIRE BUSINESS EXPO which will be held on 10 MARCH 2011 at the RAMADA JARVIS HOTEL, WATFORD For more info visit

www.thehertsexpo.co.uk

When you left school, where did your ambition lie?

I left school at 16½ with no qualifications and actually joined the army in the first instance for a sense of safety and security, a team to belong to, an opportunity to play sports, travel and develop an identifiable career.

So, at that stage I had no concept of an entrepreneur or that I could actually own a business or service customers and clients.

You run the Akabusi Company now, but you were formally an athlete.

What gave you the idea of setting up your own business and unleashing your entrepreneurial skills?

I felt that it was important to provide coaching for anybody in transition from one career to another, but when I retired from athletics I realised that I was unemployable. I had been the master of my own destiny and the chief executive of my own career for far too long to go through the process of applying traditionally for a job. On the other hand, recognising that I had a brand that people were prepared to pay for, whether it was as a presenter on television, or endorsing a product (and as was more increasingly the case), attending corporate sales conferences/speech days, it became a ‘no brainer’ to set up a structure to support my perspective clients.

I have an event coming up in March this year called ‘Make It Happen’ which is all about training people to be the CEO of their own careers and bring some energy and enthusiasm to their own teams.

Your Make it Happen event sounds very exciting…

Make it Happen is a programme happening on Friday 25 March at Whittlebury Hall in Northamptonshire. The day provides the opportunity for like minded people to meet subject matter experts in individual and team motivation, sales, marketing/branding, finance, futurology, recruitment and team building. The morning will be uplifting and energizing with a series of keynotes, while in the afternoon the delegates break up into ‘Meet the Pro’ sessions to interact with the speakers as part of the alchemy of the event. Anyone wanting more info can visit www.akabusi. com/MakeItHappen I’m also really excited about running public courses on my own premises to help people in transitions to focus on their preferred and better future. Whether a housewife returning to work or a business man facing redundancy, together in the mastermind programme they will experience the benefit of the saying “none of us knows as much as all of us” and will be tied into the journey over 12 months of helping everybody in the group to be the chief executive officer of their own careers.

Are there any skills which came in useful from your days as an athlete that were also applicable to succeeding in business?

Sport has typically been used as a metaphor in business language and knowingly so. There are many parallels between the two. Both are performed within an arena, are target orientated, require dedication, discipline, determination, commitment and communication in order to succeed. You learn very quickly in sport as in business, no matter how good you are, success will depend on the cohesion of the group, and everybody pulling together in the right direction.

If you come across a small business that just need a push in the right direction what do you do to bring out their success?

A departure in the last year or so is to set up ‘Make it Happen’ presentations, where we invite people from the public and private sector, whether they are managing directors, PLC’s or

business owners to come and hear from experts in their field of sales, marketing, finance, futurology, IT and motivation in order to bring success within the arena. My coaching practice has also traditionally catered for small business. This can be ‘oneman’ bands or SME’s but I do tend to deal with the business owner who is either stuck in a rut or has decided they want to raise the bar in their levels of performance.

You are also an accredited personal coach, having qualified at the Hudson Institute of Santa Barbara.

You are one of only four qualified Hudson Institute coaches in the UK. What is it about the Hudson approach that most appealed to you?

I liked the holistic approach to coaching Hudson Institute presented in the brochures and communications. The notion that life, personal, or professional is not linear but is cyclical and that all the answers for the next phase in somebody’s life resides within them.

I noticed you are a frequent tweeter. When did you first start tweeting and how do you feel it has benefitted your brand and business?

I do tweet a lot, but at this moment I don’t use it primarily as a business tool. I do use it as an opportunity to air my views, to interact with my community and to have a public presence in the ether. I am aware that by doing so, it does affect your brand but I think my brand has always been one of immediacy, larger than life and gregarious but, hopefully over time people will be able to catch up with where I am today and not where I was yesterday.

And finally, do you have a motto?

The past is for reference and not for residence… don’t live in the past, unless you like guilt. Don’t live in the future unless you want fear, live in the present and you’ll have happiness in the palm of your hand.

Supported by:

Kriss is famous for his achievements in athletics where his greatest individual triumph was his Gold Medal in the 1990 European Championships when he also beat David Hemery’s 22 year old British Record.

Kriss is currently the CEO of the Akabusi Company, a corporate communications and training company where his marvellous personality and reputation as a fantastic public speaker has made him a very popular and attractive advocate.

Beale Business Solutions

Make it Happen 2011 will provide the opportunity for like minded people to meet subject matter experts in individual and team motivation, sales, marketing/branding, finance, futurology, recruitment and team building.

Spy Games

Who are those like minded people?  SMT’s (Senior Management Teams) for effective strategic planning  Business owners for excellent networking opportunities  Managers who will learn how to inspire and grow their team  Sales people who want additional insight to their customers and market place  Team members to understand the importance of their role in overall team performance

Gavin Ingham Ltd. Optimise Telemarketing Aaron Wallis Sales Recruitment Positive Momentum CompTIA Luminex Photography Business AV Join our ‘Make it Happen’ team, Become a sponsor and promote your business in the lead up to 2012’? We are offering sponsorship of this event for only £2,000.

Book your place now for the next all day Make it Happen event on Friday 25th March 2011, 9.00am at Whittlebury Hall, Towcester, Northamptonshire, NN12 8QH.

www.akabusi.com

0870 444 1975

100% of profits will be donated to TACT www.businessindependent.co.uk

INTERVIEW : KRISS AKABUSI

Kriss Akabusi can be summed up in a single word, inspirational.

I’m Kriss Akabusi and I have personally gathered together a team for our second ‘Make it Happen’ on Friday 25th March 2011 in our event designed to capture the Olympic Spirit! Thus ensuring that we’ll have passion, pride and a can-do attitude within our arenas and be the chief executive officers of our own careers, bringing energy and enthusiasm to our teams and the people we work with. Following the success of ‘Make it Happen’ in September 2009, where the focal point of the event was to be part of the solution to the economic down turn, to lead in a period of darkness.

LEGAL COLUMN In each issue Andrew Macdonald, a solicitor at HRJ Law, a legal firm with offices in Hitchin and Welwyn Garden City is on hand to answer your legal problems. Please email them to andrew.macdonald@hrjlaw.co.uk.

We regret that no personal correspondence can be entered into.

The Bribery Act 2010 – Employment Implications?

Last month, we reported on how the Bribery Act 2010, which is due to come into force in April 2011, will impact small businesses. This month, we are concentrating on its employment-related implications.

The Act will introduce an entirely new offence where an organisation fails to prevent bribery by a person associated with it. ‘Organisations’ includes companies, other corporate bodies and partnerships. The definition of ‘associated persons’ is wide-ranging but includes an organisation’s employees.

It is therefore imperative that employers put in place adequate procedures designed to prevent persons associated with it, including employees, from undertaking acts of bribery – and draw such procedures carefully to the attention of such persons. Having ‘adequate procedures’ designed to prevent such conduct is, after all, the only defence available to organisations charged with this new offence.

Organisations found guilty of the offence could face an unlimited Bob the Fahy, Solicitorof Crime fine as well as a confiscation order under Proceeds Matthew & Baldwin LLP sector Act 2002. They will also be excludedArnold from engaging in public contracts for up to 5 years. Whilst such contracts are likely to be www.mablaw.com more limited in number as a result of the Government’s Spending Review, for organisations relying on public sector contracts as a

source of revenue, the ramifications are potentially still serious.

What amounts to ‘adequate procedures’ will depend on the nature of the organisation but in general terms, employers should consider implementing anti-bribery policies and procedures, including updating staff handbooks and whistleblowing policies to make clear that bribery and corruption is not acceptable. This could include: • • • • • •

updating staff handbooks / disciplinary procedures to cite bribery as an example of gross misconduct; including provisions in contracts of employment that employees will not pay bribes or engage in any acts of bribery or corruption; arranging training for staff in respect of anti-bribery measures, policies and procedures; emphasising to employees that disciplinary sanctions will be imposed for breaches of such policies and procedures; extending the scope of whistleblowing policies to outside parties associated with the organisation, not just employees – and ensuring they refer specifically to reporting bribery; and putting in place policies in respect of the giving and receiving of gifts in relation to customers or clients.

Organisations need to ensure that they are ready for the implementation of the Act and do not pay the price for the acts of their employees and other associated persons.

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SOLICITORS

2011 : THE YEAR OF ...

KPMG’S ST ALBANS OFFICE, WHICH WORKS WITH COMPANIES ACROSS HERTFORDSHIRE AND NORTH LONDON, OUTLINES SOME OF THE ISSUES THAT THEY THINK WILL BE IMPORTANT AS WE HEAD INTO 2011.

MIKE COUGHTREY, SENIOR PARTNER

The feel-good factor that was slowly starting to return last year is still there, but announcements around spending cuts, the sluggish housing market and tax increases, combined with on-off speculation as to whether we are heading for double dip recession, has definitely had an impact on business behaviour.

We know from talking to our clients in Hertfordshire and North London that for many, growth plans and ‘getting back to business as usual’ is still on the agenda. The majority have created balance sheet and operational flexibility. However, all are still wary and are both ready to invest or batten down the hatches, whichever is required.

LENDING – DAVID BROCKHURST

Banking conditions will remain challenging and we anticipate a high volume of refinancing activity in the next 24 months as loans arranged pre ‘credit crunch’ must be refinanced ahead of maturity.

The Bank of England’s credit conditions survey for Q4 2010 reveals that only companies with the best credit quality can rely on the improved bank lending environment. We are seeing some bank lenders shifting from rebuilding their balance sheets to growing their lending businesses but this is not the case for the whole bank lender community as uncertainty remains. The best quality companies are obtaining competitive terms, but fresh banking relationships are still difficult to come by for many. The report shows that banks remain uncertain about what the next year holds and how this will affect their ability to lend.

PRIVATE EQUITY BACK IN THE GAME – FRANK CARTER

Deal activity across the region is continuing to pick up – not least because vendors who wanted to sell their business two or three years ago, but didn’t because the market collapsed, are still keen to exit.

Couple this with the fact that Private Equity buyers are steadily returning to the market as they look to demonstrate to their investors that they are doing business, and it looks like there may be an M&A sweet spot ahead.

TAXING TIMES - CATRIONA HUNT

Catriona Hunt

2011 will see a number of changes coming in to the tax system, so keeping on top of all the changes will be key.

On the plus side, the small companies’ corporation tax rate will reduce to 20 per cent from 1 April 2011. The Finance Bill published on 9 December included a number of other measures which will both simplify the position for businesses, as well as extending the availability of the exemption which allows companies to sell parts of their business free of corporation tax.

These changes are clearly very welcome, and a signal of the Coalition Governments agenda of creating their “roadmap” towards a tax regime that is business friendly.

However, also from 1April 2011, new HMRC rules mean that corporation tax returns (including the annual accounts) must be filed online in Extensible Business Reporting Language; something which may require companies to re-engineer their existing systems and processes or, at the very least, outsource the conversion process.

In addition, new rules which were unveiled on 9 December around the tax and national insurance treatment of arrangements involving employee benefit trusts and unregistered pension plans will also be effective from 6 April 2011 but anti-forestalling provisions will apply so that various transactions will be impacted from 9 December 2010. The measures are said by HMRC to impact approximately 5,000 employers and 50,000 employees. The yield to the Treasury is estimated to be £500 million per annum. Every business with an Employee Benefit Trust will need to consider whether they are hit by this change.

Ben Stapleton

Even though growth this year has been revised upwards, the theory that private sector demand will strengthen as the Government retrenches is still to be put the test.

There is no doubt that the whole scale changes about to take place within the public sector will have an impact upon local businesses. Yet it is up to them to turn what could be a threat into a success story.

Those who currently supply to the public sector have an opportunity to re-engineer their method of delivery – and those that are quick to adapt could see themselves in a strong position.

On the flip side is the fear that cuts will negatively impact upon the private sector. Certainly, for those businesses that are heavily reliant upon the public sector, absorbing a reduction in spend could quickly lead to cash flow problems.

REASONS TO BE CHEERFUL – MIKE COUGHTREY

So as we look to 2011, the reasons for optimism and concern seem equally balanced.

However, I do believe that businesses across our region can perhaps feel more upbeat than others. The latest forecast by Experian predicts the South East will be one of the fastest growing UK regions, with output forecast to grow by 2.4 per cent in 2011.

Mike Coughtrey

Contacts : Mike Coughtrey, Office Senior Partner David Brockhurst, Debt Advisory team Frank Carter, Corporate Finance team Catriona Hunt,Tax and Pensions Ben Stapleton, Public Sector

michael.coughtrey@kpmg.co.uk david.brockhurst@kpmg.co.uk frank.carter @kpmg.co.uk catriona.hunt@kpmg.co.uk ben.stapleton @kpmg.co.uk

MONEY : ADVERTISEMENT FEATURE

PUBLIC SECTOR CUTS – BEN STAPLETON

VAT RISE HOW IS IT AFFECTING YOU? VAT ROSE TO A RECORD HIGH OF 20 PER CENT ON 4 JANUARY THIS YEAR BUT IS IT ALL DOOM AND GLOOM? THE HBI LOOKS AT A FEW OF THE INDUSTRIES AROUND HERTFORDSHIRE THAT ARE BEING AFFECTED BY THE PRICE HIKES.

BAD NEWS? “The VAT rise has already proved to be an extra admin cost” Professional staff providers 2B interface have reported that the VAT increases will put a strain on their company. Managing Director of 2B Interface, Beatrice Bartlay said: “We are deeply concerned as to how this VAT rise will affect our company and it has already proved to be an extra administration cost to the business.

Unfortunately, as business is picking up out of the recession, this increase will have an impact on our sales. As we enter a new year this will be another challenge for business owners to manage. There has already been evidence in the retail sector that some businesses have had a poor start to the year. As we are a company that supplies shop fitters we are concerned about the impact in the retail trade. The hike in VAT will mean less retail companies are looking to expand and move premises, affecting the growth of our business.”

Beatr

ice Ba rtley

“The Travel Industries are likely to be affected more than other areas” Online travel accommodation providers Get Back to Me believe that the leisure industry will be the worst hit. Anne Corbett, founder of Hemel Hempstead based Get Back to Me, says they have not been affected once but twice: 1. As a new/start-up business in our first year, we are not yet registered for VAT, yet we are having to pay the increase on our outgoings.

Anne Corbett

2. The travel and leisure industries are likely to be affected more than other areas. If for example your fridge breaks down, you will replace it regardless of the VAT increase however, the knock on effect is likely to be directed at cutting back on less essential expenditure such as travel and leisure”.

“We have already seen a number of VAT rate changes s

12

Well established Hertford based Wilkins Kennedy Chartered Accountants have certain as they have been able to plan in advance and make the transaction as smooth as po “As a firm of top 25 chartered accountants and business advisers, we were well prepare the tax was introduced in Britain in 1973.

Since the VAT rate change announcement, our purpose has been to make the admini planning in advance, offering bespoke advice and making the rate transition as smoo Initial preparation for the VAT increase began directly after the announcement wa communications plan was immediately initiated, beginning with our specialist VAT pa and clients, examining the impact of the rate increase.

In summary, preparation for the VAT rate change briefly affected resources in an admin but otherwise we have not noticed any significant issues across the business resulting fr

“

I think the VAT increase is unfortunate but unavoidable.

We have to remember why the coalition has had to make this change in the first place. If we can reduce the huge deficit in Government spending we will all benefit from a healthier economy .

”

JAMES CAAN

UNAFFECTED BY THE RISE? “Individuals who need to purchase a vehicle this year will do so irrespective of the VAT increase, since buying a car is normally the second largest purchase made by customers” Some have said that the car industry will be the worst hit but, Managing Director of Brayley Honda with dealerships in St. Albans and Hemel Hempstead, Paul Brayley, explains why he is not worried about the increase.

“The 2.5 per cent rate increase in VAT comes at an already challenging time for motor retailers, although it should not be taken in isolation. Those individuals who need to purchase a vehicle this year will do so irrespective of the VAT increase, since buying a car is normally the second largest purchase made by consumers, the first one being property.

From a business perspective, we are being proactive in ensuring that we get our fair share of the market. Honda has a number of new cars being introduced this year, including the new Jazz hybrid. Honda UK is holding off the VAT rise on the cost of selected models during January. There’s also a new threeyear complimentary servicing offer plus a number of flexible finance options to help consumers budget accordingly.

The last two years have been particularly tough for the UK motor industry but a dynamic and flexible approach to retailing has helped Brayley Honda achieve a respectable performance over this period, when many dealers have closed their doors for good. Equally, the staff at Brayley Honda are more determined than ever to provide an excellent service to our customers, who like dealing with a local business that is resilient and able to withstand a difficult economy. We are now able to offer MOTs for all makes of vehicle as well tyre fitting, which is proving popular.”

Paul Brayley

since its introduction, so we were well prepared” Alison Nayler

istration of the VAT increase less painful for clients. Essentially this comes down to oth and simple as possible. as made, allowing us to take full advantage of the notice period. Our internal artner Andy Dawbarn drafting a number of advisory briefing documents for staff

nistrative and technological capacity prior to and on the 4 January as expected, rom the rate increase”.

www.businessindependent.co.uk

13

MONEY

ly seen the ups and downs of VAT. This has definitely worked to their advantage, ossible. Partner at Wilkins Kennedy Alison Nayler said: ed for the VAT increase having already seen a number of VAT rate changes since

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EDUCATION & TRAINING

THE BUSINESS OF

Love is all around us this month, and Valentines Da Four companies’ know this be We explore just how ‘love is all yo a pro

“FROM CORPORATE TO CUPID” THE ONLINE LIFE COACHING AND DATING COMPANY

Just like any ambitious entrepreneur starting out, yo dreams have to be a labour of love. Business wom put her labour into love itself, and created an enterp busy and single professionals find their ideal partn A hectic career heading up the UK customer re Orange found Sharon with hardly any personal t breakdown of her marriage and a family bereav needed to focus her time on her family.

“Having toyed with the idea to start up my own b life changing situations to really give me the push was successful in business, I was not as successful Sharon set up business development company, S supports businesses to achieve more by thinking more creative. It again highlighted the issues individ personal lives aren’t living up to expectations.

After lengthy research and development, Sharon dating service, Coco Moon, in December 2008.

The company offers a unique personal introductio time-starved professionals who have found it increasin meet someone special.

“I wanted to start a business unlike any other,” said Sha “I didn’t just want to match the right people to each ot also offer a bespoke coaching service to help make our relationships work.

“The idea was based on finding that perfect family life an work balance; I wanted to maintain happy relationships with both my husband and my daughter and I know others want to achieve that too.”

Since developing the award-winning company, Coco Moon has seen an annual 300% rise in applicants. It also saw Sharon Kell reaching the final of Grazia magazines’ Female Entrepreneur of the Year awards. Demand from outside of the region has grown so high, the company is set to roll out its winning formula nationwide throughout 2011.

“We will respond to a UK market need that we know is there,” said Sharon. “We show how it is possible to decide what time you put into your career and family life balance. It’s very empowering.”

“Having toyed with the idea to start up my own business for years, it took life changing situations to really give me the push,” she said.

“Although I was successful in business, I was not as successful in my personal life.”

LOVE

ay is big business. etter than anyone. ou need’ to create ofitable enterprise.

“HOW TO SAY ‘I DO’” THE WEDDING PLANNERS Initially a catering company, ‘Dine’ is a market leader in the Hospitality and Events industry and offers the full package for a bride and groom.

Established in 1998 and based in Yorkshire, an event manager is on hand for every client, taking care of everything from invitations and venue, to theme and the flowers.

Managing Director, Daniel Gill said because the company received such positive feedback in the early years, they diversified to meet the growing demand for a complete wedding management service.

“More than 10 years on and Dine can now offer clients as much or as little assistance as they need,” he said.

The wedding planners ensure the day reflects the bride and groom’s personalities and tastes, catering for budgets of £5,000 or £50,000.

Recently, the company managed the high profile wedding of Sir Harry Aubrey-Fletcher and Louise Stourton in North Yorkshire and attended by royal couple Prince William and Kate Middleton.

Dine’s lastest wedding venue is Rise Hall, located just outside of Beverley in East Yorkshire. The Grade II star listed mansion was bought 10 years ago by TV favourite Sarah Beeny and her husband and is licensed to hold civil ceremonies and partnerships.

Daniel isn’t worried one in three marriages now end in divorce: “Of course love is, and always will be, in the air. We have only seen a marginal decrease in the number of bookings but people will still continue to get married”.

G

our business and your man Sharon Kell actually prise to help like-minded, ner and keep them. etentions department for time. It was only after the vement, she realised she

business for years, it took h,” she said. “Although I l in my personal life.”

SK Tipping Point, which differently and being duals face when their

n launched online

ons service for ngly difficult to

nd

HOW DOES A FARMER PICK UP WOMEN? THEY ‘A-TRACTOR’ THE DATING SITE THAT HELPS FARMERS FIND LOVE Lucy confesses she and her sister Emma were hungover when they came up with their business idea.

“We were talking about how we could live and work in the countryside,” she said. “Internet dating sites had really taken off but they all looked a bit ‘townie’. And that was our lightbulb moment”.

“We thought that it would be a really good idea to do something for country people and more of a niche market”.

Lucy explained how it was often hard for farmers and land workers to find the time to go out and meet a kindred spirit. She knows first-hand how difficult this is, after growing up on a farm herself.

“It’s a very demanding job where you are often very tied to the farm, particularly if you’ve got livestock. It has long, often very anti-social hours”.

The sisters launched Muddy Matches in March 2007. Registration is free and you only start to pay when you exchange contact details with someone.

Lucy and Emma started doing events programming for its members after more and more people were joining the site.

“The activities range from simple evening dinners, walks, days out at the races to ski trips and other holiday weekends,” said Lucy. “They all have a rural or outdoorsy theme. And people keep joining”.

Muddy Matches has nearly 50,000 members now and many success stories.

“We’ve been responsible for hundreds and hundreds of marriages,” said Lucy. “We’ve lost count”.

“We obviously thought it was a really good idea and we thought there was room for it and we’re very pleased with how it’s going”.

‘A TOUCH OF THEATRICS’ THE ALTERNATIVE DRESS DESIGNER Janice Whitehorn knows how to bring out the best in all shapes and sizes of women. After years honing her dressmaking skills in theatres like the Covent Garden Opera House and London’s Saddlers Wells, she wanted to introduce some drama into the world of fashion design.

Founded in 1999, ‘Uptight’, based in Bedfordshire, specialises in hand-made, bespoke corsets and corseted gowns. Janice has created bridal gowns, evening dresses, and a wide range of made-to-measure corseted underwear.

“My corsets can take up to eight inches off a waist, whilst still being comfortable to wear,” she said. “The result is that a woman can look and feel fabulous on her special day, without having to resort to radical dieting. It fits the ribcage, supports the bust and nips in the waist. The classic style creates the timeless silhouette”.

Using luxurious fabrics, often decorated with beautiful hand embroidery and beadwork, Janice manages each step of the process; from drawing the dress to the finished gown, all hand made to order: “The dresses can vary from outrageous, theatrical fairytale creations to those simple fluid lines and concealed corset,” she said.

FEATURE : THE BUSINESS OF LOVE

aron. ther, but clients’

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“THE DIET STARTS TOMORROW” H OW TO M A K E T H I S H E A LT H Y E AT I N G R E S O LU T I O N The beginning of the year is renowned to be “diet season”, and losing weight is often on peoples “to do” list after an over indulgent festive period.

Despite having the best intentions for the New Year, many people will have fallen off the diet wagon by the beginning of February, having struggled with unrealistic expectations and the wrong mindset for long term change.

Health psychologist James Lamper knows that, without the right mental approach or nutritional knowhow, drastic changes to diet and routine may prove unsustainable in the long term. “The key to healthy eating is to make it a lifestyle change, and not merely a faddy and unrealistic crash diet”, says James. “By making the right changes to your eating behaviours, you can easily break bad habits and find a routine which will work around you and your daily routine”.

HERE JAMES REVEALS HIS TOP TEN TIPS TO HELP YOU LOOK AND FEEL GREAT. 1. Eating low GI (Glycemic Index) carbs throughout the day will balance blood sugar and enable you to feel calm and focused but still bursting with energy - it will help you stop snacking too. These foods are also perfect for sustaining weight loss, as they will allow you to eat until you are full without regaining weight.

2. Eat protein with each meal, and snack healthily to keep your hunger at bay. This will help you get a kick of serotonin that will lift your mood.

3. Keep your portion size under control by eating just enough food to get you to your next meal or snack – you want to feel physiological hunger before you eat again. Cutting portion size by a ¼ each time you eat is another way to maintain a controlled calorie intake with a minimal disruption to your routine.

4. Eat foods that are high in fibre to give your digestive system a boost and to make you feel fuller for longer.

5. Try to slow your eating down by taking one mouthful of your dinner timed at 1-minute intervals, noticing the sensations of taste, texture and movement. Eat mindfully by putting your fork or spoon down between mouthfuls - and stop eating when you are full.

6. Eat plenty of fruit and vegetables throughout the day to give your body the essential vitamins and minerals needed for optimal health and wellbeing.

7. Try to ease off the caffeine, alcohol and cigarettes, as they disrupt your blood sugar balance and fatigue your adrenal glands.

9. Get active and move around as often as you can - this will help the transportation of blood sugar into your cells and stir your metabolism to new heights.

10. Plan to eat healthily and be mindful of what you eat 80 per cent of the time but allow yourself to relax and enjoy the remaining 20 per cent. Allow yourself to have ‘treat’ foods every now and then, eat them slowly and without guilt, which will free you from the dieting mentality.

For more information about James Lamper please visit www.weightmatters.co.uk

www.businessindependent.co.uk

19

HEALTH & WELLBEING AFTER HOURS

8. Drink water throughout the day to keep your body hydrated and fresh - add a twist of citrus fruit to help reduce hunger pangs. Avoid sugary soft drinks which contain chemicals that will promote fat storage in your liver and around your waistline, as well as caffeine, which can leave you feeling drained.

THE WEBSITE MYTH WHY WEBSITES FAIL & WHAT YOU CAN DO ABOUT IT!

Does your website generate regular enquiries, portray a professional image and build trust?

Is your website “clutter-free”, simple to navigate and user friendly?

When people search online in your area for products or services you sell, does your website appear at the top?

Is your website a profit generating tool?

To make the internet work for your business, don’t fall for the myth of thinking that an attractive website is all you need to succeed online. In today’s competitive market-place, your website must work as hard as possible to generate new business. In 2009, the internet contributed £100 billion to the UK economy (more than the construction, transport or utilities industries) – would you like a share of the pie? Ask yourself “what is my website for?” Does your website instil confidence and credibility and attract enough visitors to be effective?

If your website doesn’t contribute to making your business money, it might be time to improve your strategy!

Avoid these top 5 common website pitfalls!

•

• • •

•

Poor design and functionality: Good design and navigation are essential. Menus should appear in the same place on every page and links should all be the same colour and typeface. Your company logo and contact details should be clearly visible at all times.

Flash animation may look amazing to you, but is it too complex for online users? Strike a balance between aesthetics, functionality, speed and usability.

Broken links and error messages: Ensure there are no broken links or “404 file not found” error messages. For large sites, add a form so users can notify you of errors.

No contact info: Users must be able to contact you with questions, complaints, and suggestions. A “Contact Us” page should be clickable from any part of your site and your phone number should be shown on every page.

No (or limited) Search Engine Optimisation (SEO): Search engines, like Google, use intelligent software (called “spiders”) to find and index website pages, which are then displayed in results pages when a phrase is searched for. Focused, on-topic pages will help your website rank highly. The SEO process can be complex and time-consuming for small business owners. To avoid getting banned or penalised, use best-practice SEO techniques.

Not hiring a professional: To build your online brand, generate leads, increase revenue and profit, ranking highly in search engines and converting visitors into action takers are absolute musts. Hiring a professional can help you avoid common costly pitfalls and help you stay ahead of the game.

What does it take to create a successful website?

Focus on improving these 3 priorities: • • •

Online Marketing: achieve local search engine domination through website SEO, directory listings, social media brand awareness, keyword analysis, one-way link building and Google Maps optimisation.

Website Usability: implement conversion strategies and calls to action to enhance visitor engagement. Ensure your website is ‘sticky’ and passes the 8 second test!

Website Design: Use clear navigation, clean coding, no fancy gimmicks and suitable aesthetics and imagery.

Top 5 “Website Success” takeaways: EXECUTIVE PROFILE ADVERTISEMENT FEATURE

• • • • • •

Build your website for your target customer – think about their likes and dislikes, age, social or professional nature and how they spend time online. Does your website answer their questions?

Read your website page copy out loud – does it speak your customer’s language? Is content easy to understand? Remember - online visitors “scan” websites within seconds, they don’t read chapter and verse, so keep your page text to 250 – 300 words maximum.

Keyword Gold-dust - Ranking highly in search engines for unpopular keywords will not drive high quantity traffic to your website.

Research your online marketplace, find the best keywords and weave them into your page copy using copywriting techniques.

What’s in it for me? View your website through the eyes of your customers. Ask them for honest feedback or run a survey. Promote customer loyalty through email newsletters and special offers. Get your visitors to return regularly!

Track and monitor website visitor behaviour – then adjust your page copy and ‘call to actions’ accordingly. Focus on ‘who’, ‘what’, ‘where’, ‘when’ and ‘why.’

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“THOU SHALL COVET THY NEIGHBOURS’ GADGET”

BY KATIE RICHARDSON

The more the market spins out the latest must-have accessory, the more it competes to be the best and most tech-savvy. Now it’s all about the tablet computer and the highly anticipated release of the iPad2.

Apple started the whole revolution with the iPad. When it was debuted at the Computer Electronics Show a year ago, it was still unclear how (or even if) consumers would take to it. 14 million units sold since April 2010, and it’s clear: the technology has taken off and people are clearly embracing touchscreen portable computing.

A new online survey is out predicting tablet purchases will soar in the business sector this year, usage primarily for correspondence, online meetings and web conferences. The research conducted in November 2010 by Harris Interactive and sponsored by Fuze Box, shows a major growth opportunity for tablet-related applications and usage for personal and business reasons.

Jeff Cavins, CEO of Fuze Box said: “Since before the iPad launched in April, we’ve persisted that tablets would soon become a widely used business tool”.

“With two in five tablet owners using their device for business by 2014, we have officially entered the post- PC era and the potential is there to reinvent the business environment for collaboration with portable and tactile computing devices, complete with cameras, document sharing, cloud computing, and storage”.

It is expected the mainstream will purchase the iPad2, which will undoubtedly be spectacular. In spite of all the competition, when Apple releases it on 1 February, and with an estimated price tag of around £500 for the cheaper versions and £612 for the more expensive model, UK customers should expect innovations in the tablet arena that nobody could have imagined.

Prices correct as of 21 January 2011.

TABLETS THAT COULD TAKE DOWN THE IPAD2

Thanks to the recent maturation of mobile operating systems such as Android and iOS, competition for the iPad has emerged in the forms of The Dell Streak, Microsoft’s Asus EePad and Samsung’s Galaxy, amongst others. According to industry experts, there will be no “iPad Killer”, but as we tighten our purse strings, especially in the wake of the VAT increase, which tablets are an alternative?

MOTOROLA XOOM

The hotly anticipated Motorola Xoom, with its large viewing screen and superior display resolution, has been slapped with its first price sticker.

Android Community reports that UK site ‘Handtec’ has the tablet available for pre-order but official UK pricing hasn’t been released yet.

Critics of the iPad argue the Xoom is superior from both a design and aesthetic point of view, but the price tag, estimated at anything up to £720, is still likely to put off some.

BLACKBERRY PLAYBOOK

The new 7-inch BlackBerry PlayBook is nearly as easy to carry around as a smartphone. Aesthetically, the tablet should appeal to consumers turned off by recent BlackBerry phones that were long on substance and short on sizzle. The 4G device is capable of streaming movies and running spreadsheets simultaneously, and offers nice access to the growing BlackBerry App World store. The new operating system is also designed to run web pages more easily on the device.

Due to announce a release date, estimations on price vary from £350 to £377.

EXECUTIVE PROFILE TECHNOLOGY

EXO PC TABLET

ExoPC is now available at the Microsoft Store. Some of the features include an 11.6-inch 1366 x 768 pixel display, 2GB of DDR2 RAM and an Intel Atom N450 processor. Prices vary on the model: £390 for 32GB version and £450 for the 64GB. However critics have remarked the Windows contribution is not strong, particularly when surrounded by other more forward-thinking Android and BlackBerry alternatives. Brad Spirrison, Managing Editor of Appolicious, said: “You’d think Microsoft would’ve stepped up its game in this already mature category and offered something new”.

Argos is selling the Dell Streak Media Tablet PC at £407.49. A competitive price, but several sites, including ‘coolgadgetmania.com’ sell the “Epad Tablet PC 7” for as little as £85.99.

Currys is leading the way with lesser-known brands at bargain prices.

The ARCHOS 43 Internet Tablet, complete with 16GB and MP3 player, will only cost you £169.99.

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NETWORKING SPECIAL CONTENTS P24 : Networking Survival Guide P26 : Networking Success Case Study P28 : Starting a Networking Group P29 : Networking Directory

NETWORKING SURVIVAL GUIDE

TIPS FROM THE TOP FROM THOSE IN THE KNOW WE ARE CURRENTLY BEING INUNDATED WITH REQUESTS FOR TIPS THAT CAN HELP START-UPS INCREASE THEIR NETWORKING OPPORTUNITIES AND TO GET MORE OUT OF NEW CONTACTS, SO WE HAVE DEDICATED THIS MONTH’S ISSUE OF THE HBI TO A NETWORKING SPECIAL AND WE GRABBED SOME TIPS FROM THE EXPERTS AROUND THE HERTFORDSHIRE AREA.

WHAT’S YOUR RETURN ON ENGAGEMENT?

BY STEVE CLARKE : EUREKA SALES Most people are familiar with the term ROI; Return On Investment. I’d like to suggest that in todays hectic business world there’s a new measure you should be considering and it’s ROE; to me that’s Return On Engagement. Now more than ever before it’s imperative you “engage” with your clients and prospects at every opportunity so that when they’re ready to buy - you’re the person they know, like and trust... you’re the person they want to go to. Networking should be high on your agenda for effective engagement, off-line and on-line through social media too. Social networking lets you put your networking on legal steroids! It’s not what you know... it’s who you know.

We’ve all heard that expression before, right? Well I’d like to suggest that’s not reality. In many cases it’s a cop out for all those people that feel they’ve been dealt a bad hand and no matter how hard they work, someone else will always steal the prize because of... who they know. Well that’s rubbish. It’s all about “what you do with what and who you know” that will help you succeed in business. It’s your - Return on Engagement.

EXECUTIVE PROFILE

HERE ARE A FEW OF MY TOP TIPS THAT WILL ALLOW YOU NOT TO JUST “SURVIVE” IN THE WORLD OF NETWORKING, BUT TO POSITIVELY “THRIVE”!

Develop a strategy and know which groups you’ll attend, how often and why you are there. Turning up is a big part of it, on-line or off, but turning up is not enough. You must go in knowing the purpose of your involvement.

Be clear on what you offer. This might sound rather silly but I’m always coming across people that find it difficult to articulate what benefits people will derive from using their products or services. If you’re not clear - others will struggle to “get it”. The result will be no enquiries, no referrals and no business through networking - and that won't be because networking doesn’t work!

Become a valuable resource and connector for others. When you are known as a strong resource, people remember to turn to you for suggestions, ideas, names of other people, etc. This keeps you visible to them.

Engage with the people you meet. Build rapport, get to know people and what they do. In order to be interesting, you must first be interested. Ask good questions of the people you meet and actively listen to what they have to say - don’t just wait for your turn to speak.

Follow up! Not with a blanket spam sales email after you’ve collected a fist full of business cards but, follow up on conversations and any offers of help or assistance you may have made during a meeting. Be reliable and trustworthy.

24

Steve Clarke, CDML One of the countries leading grassroots sales and marketing experts. He offers practical sales and marketing strategies that deliver champagne results on a beer budget. Entrepreneur, author, columnist, speaker... doer. For more information or to contact Steve visit www.eurekasales.co.uk

5 RULES TO SUCCESSFUL BUSINESS NETWORKING

BY GURU DAVID JACOBS David Jacobs of Radlett is the owner of SRJ Accounting Services Ltd, a company specialising in the preparation of management accounts. Over the last 3 years he has given 372 qualified business referrals, and thus been thanked for £551,000 by colleagues - according to BNI (Business Network International), the UK and the world’s largest business referral organisation.

David is officially London’s number 1 business networker, as rated by BNI. Many business people and entrepreneurs get a bit uncomfortable when it comes right down to walking up to someone and starting a conversation.

Many others are concerned about getting effective results from the time they spend networking. The process doesn’t have to be traumatic, scary, or a waste of time. When done properly, it can truly make a difference in the amount of business your company generates. With the right approach, you can use it to build a wealth of resources and contacts that will help to make your business very successful.

Use the following five networking rules to help you network your way through your next business networking event:

HAVE THE TOOLS TO NETWORK WITH YOU AT ALL TIMES

These include an informative name badge, business cards, brochures about your business, a diary and a pocket-sized business card file containing cards of other professionals whom you can refer.

SET A GOAL FOR THE NUMBER OF PEOPLE YOU’LL MEET AND MANAGE YOUR TIME EFFICIENTLY

Identify a reachable goal based on attendance and the type of group.

If you feel inspired, set a goal to meet fifteen to twenty people and make sure you get all their cards. If you don’t feel so hot, shoot for less. In either case, don’t leave until you’ve met your goal. Spend ten minutes or less with each person you meet and don’t linger with friends or associates. If your goal is to meet a given number of people, be careful not to spend too much time with any one person. When you meet someone interesting with whom you’d like to speak further, set up an appointment for a later date.

LISTEN, ASK QUESTIONS AND DON’T TRY TO CLOSE A DEAL

Remember that a good networker has two ears and one mouth and uses them proportionately; networking is about developing relationships with other professionals, not a vehicle to hit on business people to buy your product or service. After you’ve learned what another person does, tell them what you do. Be specific, but brief.

EXCHANGE BUSINESS CARDS AND WRITE A NOTE ON THE BACK

Ask each person you meet for two cards - one to pass on to someone else and one to keep. This sets the stage for networking to happen.

Once you have exchanged business cards record something you think may be useful in remembering them more clearly. This will come in handy when you follow up on each contact.

FOLLOW UP!

You can obey the previous commandments religiously, but if you don’t follow up effectively, you will have wasted your time. Drop a note or give a call to each person you’ve met. Be sure to fulfill any promises you’ve made.

THAT JUST WASN'T FUNNY!

BY BUSINESS NETWORKING STRATEGIST ANDY LOPATA As more networks look to stand out from the crowd, attract people to come back time and again and focus on the social element of their offering, so it becomes easier to let your guard down and forget you represent your business when you network. I have written before about the perils of drinking at networking events, over the festive period I witnessed someone being thrown out for the first time.

The event was a networking Christmas social at a comedy club. As usual, there was plenty of free beer and wine available and people were happy to take advantage of the opportunity. Part of the event was a comedy show, with three comedians performing for the members and guests.

Two of the attendees, both clearly the worse for wear, decided to become part of the show, joining in the 'banter' with the comedians. I have been to a lot of stand up shows and there are always people in the audience who seem to like the spotlight on them, but most of the time they recognise pretty quickly that the comedian has the upper hand and they quieten down.

Not these two.

Both of them kept up the heckling throughout the evening, imagining they were as funny as the acts on stage. They became quite tiresome very quickly. During the third act one of them threw three items at the stage, forcing the comedian to stop and refuse to continue until the heckler was ejected.

The audience made their displeasure clear by chanting 'out, out, out' until he was removed.

OK, you may have gathered that I'm not a fan of persistent hecklers at comedy shows anyway. The most important thing in this case was that the two hecklers forgot that the show was part of something bigger, a networking event. They were, I assume, there on behalf of their businesses. To make new contacts and deepen existing relationships.

What impact do you think their behaviour would have had on their reputations and relationships? They have possibly done enormous damage to their businesses, simply by forgetting where they were and why they were there.

It can become easy to let your hair down at networking events. At the risk of being boring, don't forget where you are, who you are with and what you are trying to achieve. It is so easy to destroy months and years of relationship and reputation building for the sake of one good night out.

www.businessindependent.co.uk

NETWORKING AFTER HOURS SPECIAL

THERE ARE SOME THINGS YOU SIMPLY SHOULDN'T DO AT NETWORKING EVENTS.

NETWORKING HELPED US GROW OUR BUSINESS TO £2MILLION!

J

ames and Kate Millman; a brother and sister team from Borehamwood have grown their telephone answering service by over 20 per cent in the past year thanks to the power of Twitter, social media and networking.

Originally cynical about the value it could bring them, their interaction on Twitter prompted an invitation to speak in Las Vegas at an international telecoms conference about their views on social media.

For brother and sister team James (33) and Katie (28), owners of telephone answering service, JAM, the Twitter revolution has proved to be a major new source of generating business. As well as ‘tweeting’ regularly online, Katie and James have attended more than 300 networking breakfast events across the country and believe that networking has been essential to their success.

In total, the pair has gained over 250 new clients as a result of their networking strategy, including a brand new venture with the USA’s largest telephone answering service, AnswerNet. This venture has enabled them to create AnswerAmerica.com in which they provide the software and marketing expertise, and AnswerNet provide the operations using their 50+ locations.

Originally started by their mother, Jackie Anne Millman (JAM), from her bedside table in 1977, JAM has grown into a business with a projected annual turnover this year of approximately £2 million.

EXECUTIVE PROFILE

The emergence of social media and the growing popularity of business networking have allowed JAM to reach a whole new audience and in doing so, the company has scooped three major regional awards this year alone for its entrepreneurial approach.

These include top honours for Medium Business of the Year and Creative Innovation at the Hertfordshire Business Awards, as well as winning the E-Business of the Year Award from the Federation of Small Businesses.

Twitter has been one of the main extensions of their offline networking and when they matched this with the networking events they attended, they were on to a firing start. Owners, James

and Katie began following people on Twitter that they met offline at these events which then allowed relationships to be built and extended online. Their reputation then grew as more and more people began to follow them.

It wasn’t just Twitter that helped as James and Katie used the 4Networking.biz forum where business owners across the country can communicate online. Here you can talk about all types of business issues in a friendly and relaxed environment. 4N also hosts 280+ breakfast groups every two weeks up and down the country where users will often meet others who they have built a relationship with online.

Their networking doesn’t stop there as they also regularly blog and are on Facebook too. However, they believe that Twitter has been their preferred online media tool by a long distance.

Founder James Millman believes that the key for small business owners is to go and network locally with other owners, and then interact online via business forums and social media platforms such as Twitter. He believes that the more active you are both offline and online, the faster your presence will grow. ''Many businesses remain cynical about the value of networking.

We were one of those at first but we've since embraced it fully to the point where it's now fundamental to the future of our business. With JAM, we are completely transparent in all our networking activity.

What you see is what you get. This approach has endeared people to us and encourages them to work with us.''

“PEOPLE DO BUSINESS WITH PEOPLE AND WE’VE FOUND THAT BY SIMPLY BEING OURSELVES AND DELIVERING ON OUR PROMISES, IT’S BEEN A REFRESHING CHANGE FOR MANY OF OUR CLIENTS. TO GAIN RECOGNITION THROUGH A NUMBER OF AWARDS IS A BRILLIANT TESTAMENT TO THE PROFESSIONALISM OF OUR WHOLE TEAM.” Says James

JAMES AND KATIE BELIEVE TWITTER HAS BEEN A HUGE HELP AND HAVE USED IT FOR THREE DIFFERENT REASONS: VISIBILITY, TRANSPARENCY AND SALES

HERE, JAMES MILLMAN EXPLAINS IN HIS OWN WORDS HOW TWITTER HAS BEEN UTILISED FOR JAM AND HOW OTHER BUSINESSES CAN INCREASE THEIR SUCCESS, RAISE THEIR PROFILE, AND DO THIS ALL VIA TWITTER; ONE OF THE MOST COMMON AND POPULAR SOCIAL NETWORKING PLATFORMS OUT THERE.

VISIBILITY

Two of the JAM team - @JamesMillman and @KatieMillman are on Twitter constantly. We tweet socially, but also keeping people up to date with what we’re doing.

Note that we tweet under our own names, instead of a ‘corporate’ account. This is vital, in our opinion as it makes JAM ‘human’ and allows people to ‘buy into’ our personalities as well as our services. It gives people an idea of the sort of energy, passion and attention to detail behind JAM plus, between us, we are always there and constantly engaged with clients, prospects, suppliers and social contacts.

We have one fictional/humorous Twitter account in @messagebot. Messagebot has a practical purpose and allows customers to control their accounts by tweeting messages using the #messagebot hashtag. We decided to take it further than that and create a character behind messagebot. As well as a graphic character, @messagebot displays his own personality on Twitter, passing on messages to clients by direct message, re-tweeting promotional messages and, occasionally, complaining that he is locked in the server cupboard!

TRANSPARENCY

Because we are so visible on Twitter, we handle plenty of customer service enquiries right there. The beauty of this is that it is so easy for our clients to contact us and is completely transparent, so that any potential customer can see exactly how we deal with existing customers and exactly what existing customers are saying about this.

Twitter enables us to have our operation open to the public all the time. We even, uniquely, publish our call answering statistics on Twitter every day, unmoderated, unedited. We give ourselves nowhere to hide and know that that means our service has to be exemplary.

Everyone wins in this scenario - particularly our customers as we are constantly raising the bar on service and their expectations.

It is clear that networking has been the key to the success for the JAM team, so if you own a business and want to increase your visibility and awareness, why not give Twitter a go? www.twitter.com For more information about JAM and their services visit www.jam.co.uk

www.businessindependent.co.uk

NETWORKING AFTER HOURS SPECIAL

SALES

Twitter has enabled us to really build our referral bonus and affiliate scheme beyond what we could have done previously. Every JAM client receives a unique JAM web address. If a prospective customer arrives at our site through that address, the existing customer will receive a referral bonus - payable in cash. Twitter encourages people to really promote this and, again, everyone wins because of this.

We can directly attribute 20 per cent of our new business to our social media activity now, well worth the timeinvestment.

It is a brave move to open up your business to scrutiny and one which we decided to take when we saw the advantage that could give us. Twitter makes this possible and JAM have embraced the possibility.

STARTING A NETWORKING GROUP THE VIVA WAY! AS THIS MONTH’S ISSUE IS FOCUSSING ON WAYS TO IMPROVE NETWORKING THE HBI DECIDED TO TRACK DOWN AN EXPERT WHO HAD DONE JUST THAT.

Debbie Gilbert began in business in 2001 by forming a weight loss business, Weight off Workshops, after losing weight herself. Over 5 years she expanded the business providing weekly classes, personal appointments and workplace courses.

Debbie starting attending women-only networking groups to gain support and ideas on growing her client base. She found the one profession per group policy a real problem as it meant she had to attend a group outside her area. She attended for a year and then began to search for another group closer to her office. During this search she found a new company franchising networking groups for women. She had been considering franchising her business for some time and this seemed a good opportunity to understand more about the franchising market before deciding to take the leap with her own business.

After signing up and completing a one day training course she launched her first women only group in June 2008 in Watford. This was a great success and lead to three more groups being opened in quick succession in Hemel Hempstead, Berkhamsted and St Albans. Unfortunately due to the bad management of the franchise, the franchisor went into liquation in September 2009. As the groups were established Debbie consulted the members and it was decided to re-brand the company. They really enjoyed the events and got so much value from attending they wanted it to continue.

As it was no longer a franchise it meant Debbie was free to create a new company. It was decided to form a networking company which had flexibility for the members, open to men and women and provided a range of events at different times. The organisation would also link all the members together. Providing networking support and mentoring was also key to the new company, having an event manager to actually help to facilitate the networking and help people to find the best contacts for them.

Viva Business Networking was launched on 1 October 2009. A new name was a challenge. Viva, meaning ‘life’ in Spanish was chosen to represent the fact that networking really does bring a business to life. The name of the company was born to reflect this complete with a bright orange logo!

EXECUTIVE PROFILE

Debbie wanted to create a modern up to date networking organisation that listened to its members and responded to their needs. Many members, who had attended other groups, shared their experiences. Providing what they required from their networking experience was vitally important to the success of the business. It was clear that business owners wanted to network without additional pressures and commitments. The ethos of support was also paramount.

Viva has created a platform to where business owners can freely share ideas and form partnerships. Amongst Viva members the real generosity of spirit stands out. Training courses at a reasonable cost was also high on the list of priorities and Viva has created a programme of courses which SMES benefit from.

In just over a year Viva has grown from 4 groups to 15 with more launches planned in 2011. The company has not franchised. It has grown through a profit share model, which has given a number of business owners the chance to run a group, raise their business profile and earn a small additional income. Through this model Viva can keep membership affordable and easy to pay. Many new companies have huge expenses when setting up so this makes it easier for companies to start networking; in some cases before they

have even started trading.

Debbie also identified networking groups were well placed to help the local community and charities within the area. Each Viva group sponsors a charity. This provides a free place for one year for a chosen charity. This has encouraged local business owners to support them, not just with financial donations but with help, support and awareness. Viva has also organised a number of events in aid of the charities it supports. In the community Viva has also formed links with local business studies students, inviting students to attend their first ever networking event.

Passionate about helping start up business owners Debbie has also began an annual competition, The West Herts Entrepreneur, to help new companies in the first 18 months of trading. The winner, the business deemed to have a great idea and has completed business plans will receives a package of support provided by local business experts and a one year networking membership to get them started.

Viva Business Networking will continue to build on its foundations of its first year in 2011 and will continue to provide a vital role in the establishment and growth of business owners not just in Herts but across the UK. www.viva-networking.co.uk

BUSINESS NETWORKING GROUPS BNI EUROPE

BNI is a 25 year old business and professional organisation that allows only one person from each trade or profession to join a chapter. With over 5,866 active chapters, and 139,971 members, it is the most successful business referral organisation in the world.

Visit a local BNI chapter, and after the meeting, ask any member of the leadership team for an application form – if you apply to participate in BNI, your application will be reviewed by the chapter's membership committee.

You are welcome to attend a BNI chapter meeting as a visitor.

To find out if a BNI chapter meets near you, visit the UK region finder to find your region, and then find your nearest Chapter. Alternatively, contact BNI National Office in Rickmansworth. www.bni-europe.com

THE BUSINESS CLUB

The Business Club's goal is simple: to create the time and the place for go-ahead business people to meet, share ideas, make new contacts and generate more business through joint projects and quality referrals.

The Business Club style is informal and friendly, but with a sharp business focus.

Events are held fortnightly in the evenings in Harpenden and Watford on alternate weeks.

The club hosts a variety of event formats such as Speed Networking, Business Development Workshops, and Speaker events.

Events are FREE for members and first time guests. You can request a guest pass from The Business Club website, book online at www.eventrite. com or contact katrina@the-businessclub.org www.the-businessclub.org/westherts

4NETWORKING

4Networking gives you the essentials you need: People, Appointments, Business and Support.

The 4N culture is relaxed and friendly, with a complete lack of pretension and ‘cufflinks’…plus you stay in control: network where you want, when you want.

4Networking is 50% business, 50% social and it works. Just be yourself, you’ll be very welcome.

You can register for free basic online membership, but to unlock the full value of all of the people, appointments, business and support we have talked about, you will need to take out Passport Membership. This lets you visit any of the 250+ groups and attend breakfast meetings up to 4 times a week! Registering and joining is a quick and easy process www.4networking.biz

NETLINKED

netLinked’s founder Steve Windsor is probably better known in Hertfordshire, Bedfordshire and London for his seminars and training workshops in maximising the power of the LinkedIn business website, to generate leads, build client relationships and grow a business.

“You Don’t Know Who You Don’t Know!” Along with his co-founder Mick Holloway, they are well known for their many years participation in numerous conventional face-to-face networking groups of both local and national coverage and now they have brought their combined experience together to form netLinked. www.netlinked.co.uk

BRX

ST ALBANS BUSINESS WOMENS GROUP

St Albans Business Womens Group is an informal networking group for women who work or live in the district of St Albans. The meetings take place roughly every 6 weeks at different times and venues around the district, often with some very popular speakers.

To join this group there is no membership fee.

For more details please e-mail Ginny Cooper - ginny@stanta.co.uk

WHEATHAMPSTEAD FOR ENTERPRISE AND BUSINESS

Wheathampstead for Enterprise and Business organize networking breakfasts for the people and business around the local area, to give them the opportunity to meet others and progress their business.

The meetings take place on the last Friday of every month and run between the times of 8am and 9am at the Hilliside Restaurant in Wheathampstead High Street.

The cost to attend each meeting is just £5, of which is used to cover the costs of the refreshments.

For more information visit www.wheathampstead.net or email norman@lifeandcareerscoaching.com

www.businessindependent.co.uk

NETWORKING AFTER HOURS SPECIAL

BRX has been one of the leading names in the UK for networking and business development for longer than almost any other organisation.

BRX started with just one group in 1999, but the format soon proved very popular –and effective – and there are now dozens of BRX groups all over the country.

BRX is run by a small but dedicated team from our offices in Hertfordshire, from where the activities of the various regional Partners, who look after anything from one to twelve groups, is co-ordinated.

The format of the meetings is still clearly recognisable from the early days: a group of like-minded business people, professionals, tradespeople, therapists, fundraisers and entrepreneurs come together to promote their organisations, enjoy a breakfast in convivial surroundings and, week by week, get to understand how they can help each other to grow and succeed. New visitors are always welcome, so please come along and see for yourself how being a part of BRX can be the best business decision you’ve ever taken. www.brxnet.co.uk

COLD CALLING MISTAKES CALLING FOR QUOTES

BY ANDY PRESTON

One of the problems that can occur when you are cold calling is when you call just for quotes. In this article, we tackle the problems that this can bring you and what to do about them!

This is more common than people realise, and unless done correctly, can have a detrimental impact on your potential cold calling success and ultimately sales figures.

The Challenge……You’re probably in an industry that you think is competitive which the products or services can be hard to distinguish between, and you think that customers buy solely on price, so you sell on price. That’s mistake number one!

in the bin (and never take your “follow up” call, even if you do bother to ring them again).

So your Cold Calling conversation with the Decision Maker might go something like this….

What a waste of time!

Salesperson: Hi it’s James calling from ABC company Prospect: Okay…..

Salesperson: Do you have a couple of minutes to answer a few questions? (that’s mistake number two, but we’ll tackle that another day!)

“Pathetic” Outcome Number Three: They receive the quote, examine the prices, find out by some massive stroke of luck that you’re cheaper…. and then ring their existing supplier and get them to match the price.

So what’s happened? In the majority of cases, we’ve got no order (unless we’ve been really, really lucky and they buy just on price – but we’ll lose the client as soon as another salesperson comes along and beats our price). However, we’ve spent the time planning and preparing for the call, rung the prospect and then put together a personal quotation, based on the items that the prospect currently orders).

The challenge is, you feel quite good from making these calls don’t you? You got a result – people agreeing to take quotes from you – probably almost everyone you speak to, then you wonder when you follow up why no-one wants to speak to you, or “we have everything they need” or “we’ll use you when we need some” but the order never comes through?

Prospect: Okay/Depends what they’re about

That’s because you’ve achieved virtually nothing!

(Salesperson then goes ahead and asks a couple of vaguely relevant questions that give him/her some information about the business and their current supplier

Your outcome for the call was to get them to agree to receive a quote – but that isn’t going to persuade them to buy from you!

Salesperson: That’s great. Would it be possible to send you a quotation so that you can compare our prices against your current supplier? (mistake number three!)

Prospect: Yes that’s fine, send it to xyz address or xyz@xyz.com Bye. No, No, No, No, No and No! This approach is terrible!

Firstly, there are hardly any companies out there that solely buy on price – and if the company you’re calling do solely buy on price – get out of there!

ANDY’S SALES RULE NUMBER ONE: IF YOU WIN BUSINESS ON PRICE, YOU’LL LOSE BUSINESS ON PRICE!

Therefore, the next person who comes along offering them a better deal will get the business from you! So what have you achieved? A little bit of short-term turnover a low profit? That’s about all!

You need to have a stronger outcome for the call – a meeting, or at least a more in-depth conversation about their needs and then how you can solve them and then get some committment to them about changing suppliers!

Otherwise, you’re going to be very busy, but with hardly any extra sales to show for it at the end of the day!

In summary, the big lesson in this article is – never cold call just to get quotes!

You’re wasting your time.

Secondly, how much emotional “buy-in” to purchasing from you do they have?

ANDY’S SALES RULE NUMBER TWO: PEOPLE DO NOT BUY FOR LOGICAL REASONS, THEY BUY FOR EMOTIONAL REASONS!

People will buy usually only when they’re emotionally “bought in” to the purchase – the higher your price, the more emotional buy-in you need. We’ll then justify the purchase with logic (for example – “well, it was in the sale”, “I needed it for the event next saturday”, or the classic when children want a new computer “well I can use it for homework”) but we bought through emotion – we wanted it!

Thirdly, what have you acheived here?

SALES COLUMN

ANDY’S SALES RULE NUMBER THREE: SELLING REQUIRES COMMITMENT FROM YOUR CLIENTS

How much commitment have you got from your client here? Almost none! The only thing you have achieved is that you’ve got them to agree to receiving a quote from you!! Pathetic!

We’ve probably not even bothered to find out what prices they’re currently paying, or whether they have any inclination of changing suppliers, we’ve just got them to agree to take a quotation from us.

Therefore, the result of sending our quotation has a number of likely “pathetic” outcomes…

“Pathetic” Outcome Number One: The quote never reaches them.

“Pathetic” Outcome Number Two: They receive it, but place it carefully

Andy Preston is a leading expert on Sales and Sales Management.

You can find out more about him at www.andy-preston.com

PROFILE OF AN EXECUTIVE: STEPHAN EYESON OF GET PRO BASKETBALL

With many reports saying that the outlook is bleak for the jobs market, more people than ever are starting out on their own and setting up their businesses. One Luton-based entrepreneur did just that and at aged 20. Stephan set up his own basketball business which connects players to help them get maximum exposure to reach coaches, scouts and agents.

The HBI caught up with him to talk about his success at such a young age, his top tips to success and how he is getting on…

ment stages and haven’t really launched or marketed GetPro. We have gone into a joint venture with a leading digital marketing agency in London and we are doing basketball camps in the UK with Adidas, so I am really happy with where I am at the moment.

And we hope once we are more ‘out there’ we will get much more business then we are already getting.

DID YOU SOLELY COME UP WITH THE IDEA YOURSELF?

Yes, but we are still at the stage where we are getting feedback.

Once we get all this worked out we would like to launch into three countries. We don’t really count numbers at the moment but we are always getting people signing up, both coaches and players.

WHAT MADE YOU THINK OF CREATING SOMETHING SO INNOVATIVE?

I used to play basketball around the country and also overseas and it was always the same problem. Players don’t know what to do or who to contact to play in different countries or even in their own country. That’s how Getpro was born - out of a problem which a lot of basketball players are faced with.

HAVE YOU ALWAYS HAD A STRONG ENTREPRENEURIAL FLAIR?

No not really, but it runs in my family. My father used to own his own estate agency and a few other businesses. My sisters are also starting a few business so I guess I get it from them.

WE UNDERSTAND YOU RECEIVED SOME FUNDING TO HELP MAKE YOUR IDEA REALITY. HOW DID YOU GO ABOUT GAINING THIS SUPPORT?

I was looking for funding, I couldn’t get a loan or a grant from the Prince’s Trust due to me being in University. I thought investment was the best thing, and so I went to Angels Den and they loved the idea. I went to a speed funding event and pitched my idea to 16 investors and a couple of them liked the idea and I finalized things from there.

IT HAS NOW BEEN A YEAR SINCE YOU RECEIVED THIS INVESTMENT, HOW MUCH WOULD YOU SAY THE FUNDING HAS HELPED YOU? HAS IT MADE A SIGNIFICANT CHANGE TO YOUR BUSINESS?

Yes, definitely. It has helped me develop the website and also has given me experience. At the moment we are still in the develop-

YOUR WEBSITE PROVIDES A GREAT NETWORKING PLATFORM FOR PEOPLE IN THE BASKETBALL INDUSTRY; DO YOU BELIEVE THAT THIS KIND OF NETWORKING IS ESSENTIAL TO THE SUCCESS OF MANY BUSINESSES AND PROFESSIONALS IN SPORT AND IN FACT THE BUSINESS WORLD?

Yes. I use sites such as LinkedIn which provides great networking platforms. I wouldn’t call my site a network but more of a place where players can get seen and scouted and a place which makes it easier for coaches to look for international players.

BEING JUST 20 YEARS OLD WHEN YOU SET THIS UP, YOU ARE A VERY YOUNG AND SUCCESSFUL ENTREPRENEUR; HAVE YOU ANY ADVICE FOR PEOPLE JUST LIKE YOU WHO WANT TO MAKE THEIR IDEA REALITY BUT DON’T KNOW WHERE TO START?

I would say to them that there is a wealth of information on the net. I don’t think people my age are motivated enough although most of them don’t have a lot to lose and while you’re at University it’s the best time. You have a lot of time and money to investment into a new venture. This allows you to create a job when you finish not look for one. I think there does need to be more emphasis on student business and more of a push of entrepreneurship within universities.

WHO ARE YOUR ROLE MODELS? IS THERE ANYONE THAT INSPIRES YOU?

My mentor Nigel Stewart has been a big business influence in my life and also my dad. But I don’t really have anyone that has inspired me. I just enjoy starting up a business and watching it grow. www.getprobasketball.com

EXECUTIVE PROFILE AFTER HOURS

Yes, I came up the with the idea myself. But it developed more and more with my mentor Nigel Stewart who helped me create new ideas which helped out quite a bit. It was born out of a need I was experiencing which lead to me to start the business.

HAVE YOU HAD A LOT OF INTEREST? HAVE MANY PLAYERS AND COACHES SIGNED UP?

RADISSON BLU

(SAS) HOTEL STANSTED AIRPORT

The Radisson Blu Hotel is a 4 star luxurious hotel, situated just a two minute walk from Stansted airport, and just five minutes from the train station. It makes a perfect and convenient destination for anyone travelling using the airport. It is very unique in that it is the only hotel directly linked to Stansted airport, a strong selling point for this chic and comfortable hotel. The hotel boasts 500 guest rooms in three different styles - urban, ocean and chili. It also holds business class rooms, being ideal for the luxurious business traveller.

Located adjacent to the main rail and bus stations, the hotel provides a 45-minute ride from London and Cambridge enabling the avid traveller to discover the attractions of these two world-class cities, both of which have much to offer. When discovering Cambridge, you will find a wealth of attractions, museums and historical buildings, along with the world-famous University. During the warmer months, a visit punting along Cambridge River is a top and popular choice.

Being the UK’s capital, London has so much to offer including a large range of entertainment, shopping and some spectacular sight seeing destinations and attractions.

The hotel holds some fabulous restaurants and bars to cater for all tastes. One big attraction for the hotel is its Angels’ Wine Tower bar which is Europe’s first wine tower bar being home to 4,000 bottles of wine in a soaring glass wine case. Once ordered, the bar angels fly into the air to retrieve your wine selection. Other restaurants include Restaurant Filini which provides guests with authentic Italian cuisine, the New York Grill Bar serving delicious New York inspired food and the cosmopolitan restaurant TaPaell’Ya which can be reserved for private functions.

The hotel also provides guests with a convenient Business Centre, which features an internet kiosk, printing and faxing facilities and secretarial services, being ideal for the business traveller. In addition to this, the hotel offers modern award winning meeting facilities, perfect for any meeting or conference.

Situated in the heart of Watford Town Centre with ample public car parks, hotels and close links to the M1 and M25 | Banqueting & Conference Suites |

Quote HBI for 10% discount on all 2011 bookings.

EXECUTIVE PROFILE

At The Langley we appreciate and understand the requirements of our corporate clients; whether it be complex presentations, conferences, marketing, product launches or training events. The Langley can facilitate all such requests plus more and provide a complete setting with full multi-media functionality.

Inclusive Facilities & Services: • • • • •

Up to 900 seating capacity on 2nd floor Up to 500 seating capacity on 1st floor Intelligent lighting system Fully air-conditioned Projector and Screen

• • • • •

PA System Wireless internet access 42” Plasma Screens Disabled access Special Corporate Rates

• In-house catering • Bar/Late licence • Vegetarian & Non-Vegetarian Corporate Menus

• Stage/Dance floor/Catwalk • Changing rooms • Multi-storey public car park for 700 cars adjacent to venue

CALL: 01923 218 553 / 07896 272 586 OR VISIT: www.langleybanqueting.co.uk E: info@langleybanqueting.co.uk | Gade House, 38-42 The Parade, High Street, Watford, Hertfordshire, WD17 1AZ

BEN E. KING BEN E. KING IS ONE OF THE DEFINING SOUL SINGERS OF ALL-TIME.

From his early days as the lead singer of The Drifters, through to his solo work, Ben E. King has provided the musical soundtrack to literally millions and millions of people throughout the world.

His many many hits include, ‘Spanish Harlem’, ‘Save The Last Dance For Me’, ‘Don’t Play That Song’, ‘I Who Have Nothing’, ‘Don’t Take Your Love From Me’, and of course the legendary, multi million selling, genre defining, ‘Stand By Me’.

Ben is delighted to be teaming up with his good friend Gary U.S. Bonds, for what promises to be a real humdinger of a show! The HBI caught up with Ben.

Your upcoming tour, The Great American Soulbook is coming to the UK later this year. What is it that you love about the UK? The UK is one of my favourite places to tour as there are so many amazing fans here. We will be playing not only my hits but some of the greatest American soul songs of all time.

How long is it since you were last in the UK? October 2010.

Is there anyone you would like to work/sing with?

I’d love to work with Raphael Saadiq. He’s a great producer and his recent album was really impressive.

What has been the highlight of your career so far?

There have been so many! I’ve been lucky to have a long and fulfilling career but I hope there will be many more highlights to come – perhaps on this tour?

What has been the low point?

CATCH THE AMERICAN SOULBOOK TOUR IN HERTFORDSHIRE

February 5th - Wyllyotts Centre, Potters Bar February 12th - The Leisure Centre, Stevenage March 13th – The Alban Arena, St. Albans

There haven’t been that many low points – I’ve been lucky. I don’t like to dwell on the bad times.

What would you like to be remembered for?

What is your favourite song?

There are way too many to name!

What is the biggest change or changes you have seen in the music business over your long career?

The music business has changed so much since I first stared out and is constantly evolving. It’s great that playing live has become so important.

And are these changes for the good or bad?

A bit of both I think!

Our place or your place – you can do it!

Your challenge – to take part in the Edinburgh Marathon, London Marathon, London 10,000k, London Triathlon, Great North Run or any other run in the UK or overseas in aid of Crohn’s Crohn and Colitis UK. Your reward – to know you’re making a HUGE difference to the 240,000 children, teenagers and adults in the UK who are living with Crohn’s and Colitis, bowel conditions which can devastate lives and have no known cure.

This is what some of the people we have helped have told us: “When I discovered your charity I cried. I had felt so isolated.”

“I no longer feel helpless when faced with an illness that’s going to affect me for life.”

“I can honestly say that I do not know what I would do without your organisation. Your positive attitude, action and support mean such a lot to me.”

“You’re lifesavers.”

With your help, we can go on supporting thousands of people like these every year.

We can also fund vital research.

Run in aid of Crohn’s and Colitis UK and we’ll provide you with a free running top, sponsor forms, fundraising pack and the support of our friendly fundraising team.

“Yours was the most friendly charity marquee I’ve ever visited.”

Great North Runner

Call 01727 734485 Email fundraising@crohnsandcolitis.org.uk Visit www.crohnsandcolitis.org.uk Please quote HBIFEB11 NRG10 Crohn’s and Colitis UK is the working name of the National Association for Colitis and Crohn’s Disease (NACC), a charity registered in England No. 1117148 and in Scotland No. SC038632

AFTER HOURS

I’d like to be remembered as the artist who provided the soundtrack to people’s lives.

THE NUMBERS ADD UP FOR NEW SEAT ALHAMBRA

EXECUTIVE PROFILE DRIVE

IT’S WELL KNOWN THAT A NEW CAR PURCHASE IS, FOR MOST PEOPLE, THE SECOND LARGEST INVESTMENT THEY’RE LIKELY TO MAKE AFTER THEIR HOME. SO CHOOSING A MODEL THAT HOLDS ITS VALUE IS CRUCIAL - AND THAT’S WHERE THE NEW SEAT ALHAMBRA COMES IN.

The Spanish car maker’s commodious full-size MPV - which can accommodate seven occupants, and their luggage, in genuine comfort - is not only the most advanced people carrier on the market, but also now the best bet for buyers keen to hang on to their hard-earned cash.

The latest figures from motor trade ‘Bible’ CAP Monitor show the capacious SEAT retaining more of its original purchase price after three years/60,000 miles than a representative selection of its key competitors.

Retaining a very respectable 33 per cent of its value after three years of doubtless arduous service with families up and down the land, the new SEAT comfortably beats rivals from the likes of Ford, Peugeot and Renault.

Launched here in November of last year the Alhambra is already making headlines in the motoring press, most notably scooping the title of MPV of the year in the respected What Car? Awards.

Bearing in mind the Alhambra’s generous dimensions performance is in keeping with SEAT’s sporty ethos. The most spirited Alhambra in the current line-up - the 170 PS 2.0 TDI - can sprint from rest to 62 mph in only 9.5 seconds while the maximum speed, where legal, is 130 mph.

Comfort is not compromised either, as all Alhambras boast a high level of standard equipment. Among the highlights available across the range are sliding rear doors (optionally available with electric operation); fuel-saving Stop/Start and Brake Energy Recovery systems; integrated Bluetooth hands-free phone connection; three-zone climate control and front and rear parking sensors.

Welcoming the CAP Monitor prediction of its value in three years, SEAT UK Alhambra Product Manager James Buckell said: ‘We have worked extremely hard to make our new MPV as attractive as possible to family buyers looking for maximum value for their proverbial ‘buck’.

‘I’m very happy that the Alhambra’s combination of great looks, brilliant functionality, generous standard equipment and a very competitive purchase price has clearly made a big impact on the experts at CAP’.

THE NEW SEAT ALHAMBRA IS AVAILABLE TO ORDER NOW, WITH PRICES STARTING FROM £22,800 RRP. A new SEAT dealership has just opened up in Hatfield – Hatfield SEAT! There’s no VAT to pay on many new models in the range, and reduced VAT on others, and a winter health check/top-up offer to keep your car running in peak condition.

The winter puts an extra strain on your car as it battles against the cold and the SEAT dealership in Hatfield is offering customers a winter health check and top up for a total of £35. Also for convenience they are offering ‘while-you-wait’ appointments. www.hatfieldseat.co.uk

BUSINESS DIRECTORY

YOUR LOCAL BUSINESS GUIDE eaming of a BLU Christmas?

ReachOut Plus

0845 216 0086

www.reachoutplus.org

Goldsmith Centre 01462 650 246 www.gc4b.com

stmas Party Nights st £49.00* per person

still available: 0th, 11th, 17th, 18th December Support the ReachOut Plus 100 e bookings also available throughout December National Association Raddison Blu

s a glass of bubblyfor on Colitis arrival, 3&course meal with coffee & mince pies, Crohn’s Disease e of wine and superb disco 01727 734 488

www.nacc.org.uk/knockout

Club

01279 661012

www.raddisonblu.co.uk/hotel-stanstedairport

ook call 01279 661012 mail xmas.stansted@radisson blu.com sonblu.co.uk/hotel-stanstedairport

The Gordon Craig Theatre, Stevenage 01438 363 200

www.gordon-craig.co.uk

Albion Electrical Maintenance Potters Bar 01707 664 880 / 07976 630021 email :business albionem@btconnect.com your has the

By joining the charities' 100 Club opportunity to:

Profile the company’s commitment to the Charity and indicate something of the values held by your business to the wider community.

Gain the satisfaction that you are making a positive difference within the community where you do business by giving back to that same community and helping those most in need.

Encourage your employees to take part in an exciting charity challenge such as a skydive, 10k run, golf day or abseil and network at our free black Tie Dinner and other networking events.

The Langley

Enjoy a free day’s boat hire and 30% discount at our residential conference centre Chellington, in Bedfordshire.

Corporate partners invest just £42.67 per month (£500 pa) to help us help those who need it most. www.businessindependent.co.uk To find out more about supporting the ReachOut Plus 100 Club please contact us:

Banqueting &

35

www.reachoutplus.org *08452160080*admin@reachoutplus.org

BUSINESS DIRECTORY AFTER HOURS

Dimmock Web Marketing The Langley Banqueting & Conference 0844 5610626 Fulfil your corporate social responsibilitySuites pact and highlight the 01923 218 553 www.dimmockwebmarketing.co.uk partnership within your promotional material and annual report. www.langleybanqueting.co.uk

THURSDAY 10TH MARCH 2011

THE HERTFORDSHIRE BUSINESS

RAMADA JARVIS : WATFORD

F

EXHIBITION

OVER 75 HERTFORDSHIRE BUSINESSES

N OW R E T REGIS E TICKET FRE R U .co.uk O R YO

ww

o p x e s t r w.he

NETWORKING

NETWORKING BREAKFAST HOSTED BY 4NETWORKING SPEED NETWORKING HOSTED BY THE BUSINESS CLUB OPEN NETWORKING AND SOCIAL MEDIA ADVICE FROM THE SOCIAL MEDIA CAFE

HEADLINE SPEAKER AND MASTERCLASS SEMINARS

KRISS AKABUSI MBE HEADLINE SPEAKER

PENNY POWER

DEXTER MOSCOW

STEVE CLARKE

PLUS : MASTERCLASS WORKSHOPS FROM

June Cory of My Mustard : We Love Google - But Does Google Love You? David Baum of Deanem Connections : Improving Your Cashflow Shirish Chauhan of Total WSI : Strategies for Successful Digital Marketing Clive Mulligan of Simply Consulting : Play Your Marketing Cards Right Dee Clayton of Simply Amazing Training : Do you suffer from "Public Speaking Monkeys 速?".....

Tony Dimmock of Dimmock Web Marketing : Simple SEO Strategies for Local Online Domination Exemplas Business Workshop

View schedule and BOOK your SEMINARS, WORKSHOPS and NETWORKING at www.hertsexpo.co.uk

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