The Hertfordshire Business Independent

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BIRTHDAY ISSUE

MICHELLE MONE OBE

THE DESIGNER OF LEADING LINGERIE BRAND ULTIMO CHATS TO THE HBI ABOUT HER JOURNEY TO ENTREPRENEURIAL SUCCESS RED NOSE DAY 2011 HERTFORDSHIRE What’s going on in your area?

NO SMOKING DAY WEDNESDAY 9 MARCH Time to quit?

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CONTENTS 04 10 12 14 16 35 38 39 40 41 42

NEWS A round up of the latest business news and stories from our region

INTERVIEW : MICHELLE MONE OBE One of Britain’s top three female entrepreneurs talks to The HBI about her successes

EDUCATION This year’s Young Enterprise judge announced!

MONEY What to Expect from the Budget

LEGAL Hertfordshire’s legal squad discuss the latest issues

SALES COLUMN Featuring The HBI’s regular sales expert Steve Clarke

EXECUTIVE PROFILE The HBI speaks to local businessman Graham Lane

TECHNOLOGY A look at the top 5 gadgets from the Consumer Electronics Association 2010

NETWORKING & EVENTS Regular contributor, Andy Lopata shares his thoughts on networking

DRIVE The all-new relaunched Honda Jazz

AFTER HOURS Weekly wine tasting in St Albans

DISTRIBUTION POINTS Ayot Green : The Waggonners I Cole Green : Panshanger Flying Club Baldock : Jester Hotel, Baldock Station, Ashwell Station I Cockfosters : Tube Station Harpenden : Harpenden House Hotel, Gleneagles Hotel, Harpenden Station Hatfield : Ramada Jarvis, Hatfield Oak Hotel, Porsche Centre, Fielder Centre Hertford : Hertford North Railway Station I Hertingfordbury : Whitehorse Hotel Hitchin : Hitchin Railway Station I Knebworth : Knebworth Station Letchworth : Letchworth Hall Hotel, Goldsmith Centre, Bizspace Letchworth, Business Centre West Little Wymondley : Redcoats Farm House Potters Bar : Wenta Potters Bar, Regus Potters Bar, Potters Bar Station, Wyllyotts Centre Radwell : Days Inn Baldock I Redbourn : Ramada Jarvis Royston : Murketts, Royston Station I St Albans : Quality Hotel Stevenage : Roebuck Hotel, Specialist Cars, Merc Stevenage, Premeire Inn Stevenage, BTC Centre, Cromwell Hotel, Gordon Craig Theatre, Stevenage Station Tewin : Tewinbury Farm I Turnford : Cheshunt Mariott The Business Club : West Herts Ware : Hanbury Manor I Watford : Ramada Jarvis I Welwyn : Welwyn North Station Welwyn Garden City : Weltech Centre

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CONTRIBUTORS

&

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

CONTRIBUTORS Becky Lewis Terry Sullivan Jade Stoner Catrina Laskey Katie Richardson Emily Turnbull Andrew Macdonald Sally Hindmarch Steve Clarke Mark Lewis Chris Burgess Andy Lopata DESIGNER Karen Birch www.velvetagency.com

ADVERTISING Terry Sullivan terry@businessindependent.co.uk

Sona Shah sona@businessindependent.co.uk TEL : 0844 358 5800 www.businessindependent.co.uk

EDITOR’S WELCOME This month sees The HBI celebrate its first birthday and what a year it has been! Since we launched we have seen interest in our magazine soar, and we want to take this opportunity to thank you for all your support.

We thought we’d celebrate with other businesses in Hertfordshire who are also marking some kind of milestone. Turn to our ‘Happy Birthday HBI’ special on Page 18.

This month we talk to Michelle Mone; OBE, co-owner of MJM International and creator of Ultimo - the UK’s leading designer lingerie brand. Michelle is listed as one of the top three female entrepreneurs in the UK and built her empire by giving today’s women what they want. Read all about her success on Page 10.

Feeling motivated to drop the nasty habit? No Smoking Day is on March 9 and we’re not going to be lighting up. Learn just how much money you could save if you gave up on Page 9.

We went to St Albans for a weekly wine tasting experience as part of ‘Out of Hours’ feature.

Why don’t you come down and raise a glass with us?

Here’s to another great year!

Jenna

PROFESSIONAL DRIVERS URGED TO SAVE LIVES ON THE ROAD

A new course has been launched in Hertfordshire to give professional drivers the skills and confidence to provide first aid in emergency situations on the road. The course launches as statistics reveal that 8 out of 10 drivers, who need training to meet an EU directive, could be risking their licence if they don’t start soon.

Over 2,200 deaths occur each year in the UK and the Driver Certificate of Professional Competence came into force in 08/09 to maintain high driving standards and improve road safety. It requires all PCV and LGV drivers to complete 35 hours of training, which can include first aid, every five years.

If drivers are caught without proof of compliance after September 2013 (for PCVs) and September 2014 (for LGVs) then they face on-the-spot fines and an investigation which may lead to them losing their vocational licence and, thereby, their livelihood.

LOCAL TOY COMPANY WINS AWARD AT LONDON TOY FAIR Schleich’s New Heroes have battled their way to the top at the London Toy Fair Awards, picking up best Pocket Money Toy for 2011.

This prestigious award recognises the forthcoming success of toys that are being released this year and Bishop’s Stortford based Schleich, has shown real potential in their New Heroes collection.

Published by : Business Independent Ltd. Old Batford Mill Lower Luton Road Harpenden Hertfordshire AL5 5BZ

New Heroes are outstanding fighters of their own times. Each small plastic figurine is matched to a role model from history and posed in a dynamic fighting position. For instance, the mysterious Ninja is a feared fighter from Japan and well disguised in his black attire - he is ready for attack with a sword in each hand. Or, the invincible Spartan is a courageous soldier from Ancient Greece, his spear is pulled back, pointing towards the enemy ready to throw. There are five Heroes in total including The fearless Roman, The feared Warrior and The proud African.

The award winners are chosen by The British Toy and Hobby Association, the official agency for setting and monitoring standards within the toy industry, and with Schleich’s reputation in excellent quality, there is no doubt that this new collection will be a huge hit.

THERE’S MILEAGE IN LOCAL RETAILER’S ADVICE

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.

Car showrooms of Bishop’s Stortford are well rehearsed in going the extra mile and now it’s encouraging local motorists to literally do the same. With the price of fuel escalating thanks to recent rises in VAT and oil, retailers are keen to help the region’s motorists get the optimum fuel economy out of their car.

There was no secret to maximising a car’s economy and much of it relied on good maintenance and altering driving habits to suit.

Correct tyre pressures are very important and a good tip is to limit the use of air conditioning, but they can also enhance fuel economy by reading the road and traffic ahead to try to avoid becoming completely stationary as the ‘moving’ energy is lost and it means more fuel is often needlessly consumed to get the car back up to speed.

Avoiding harsh acceleration and sudden braking is key and as a rule, drivers want to maintain progress in the higher gears but without making the car struggle. If the conditions allow it and the car has enough torque, then you can also avoid a fuel-sapping gear change by, for example, changing from second to fourth or third to fifth.

FSB PRESSING FOR HIGH-LEVEL REPRESENTATION IN HERTFORDSHIRE LEP

The Federation of Small Businesses (FSB) is taking a very active part in the activities leading to the formation of the Hertfordshire Local Enterprise Partnership (LEP), with local representative and FSB Regional Policy Chairman Tim Weaver fully engaged with the process.

Currently a series of highly focused workshops are being organised to agree on the structure and priorities for the LEP. A Shadow Board is also being set up to guide the formation process, and Tim is pressing for the FSB to be represented at the highest level to ensure that the voice of small businesses are heard, and able to influence local economic policy. It is currently hoped that the LEP will become fully operational as soon as April 2011.

LEPs are the new bodies created by the Government to replace the current Regional Development Agencies (RDAs), which are being abolished. They are different from the RDAs in a number of ways: they are smaller, can essentially set their own boundaries, and receive no dedicated central funding. They will be driven by partnerships of local authorities and businesses, and are expected to have a much stronger business voice than previous bodies.

HERTFORDSHIRE BUSINESS COMMUNITY FLOCKS TO HR EXECUTIVE A host of local HR business executives have been learning about ways to improve their organisations’ effectiveness by ensuring they attract and retain the best talent.

Angela Williams, resourcing manager at TUI UK & Ireland, gave a presentation at the Luton Hoo Hotel providing a unique insight into the recruitment practices implemented in the successful merger of holiday companies First Choice and Thomson.

At the event, organised by St. Albans-based specialist recruitment consultancy Barclay Meade, Angela explained the process TUI went through in merging the two holiday firms, and pinpointed three stages of the merger: firstly ‘transition’, bringing people together; secondly ‘embedding’, educating everyone on what TUI do; and lastly ‘transformation’, making a difference and improving the quality of service. She went on to talk about the recruitment challenges and objectives of mergers, before summarising the successes TUI experienced in bringing the two companies together.

For more information on the executive seminars offered by Barclay Meade, go to www.barclaymeade.com

The University of Bedfordshire is encouraging local businesses to apply now for the last few places on its graduate internship scheme this year. The scheme is designed to place young, keen-minded and enthusiastic individuals into work, providing an extra resource that is subsidised by the University.

The scheme forms part of ‘Backing Young Britain’, a national initiative to help companies in these times of economic strain and support graduates seeking to boost their CV with valuable work experience.

Mark Diggle from the Careers and Employment Service at the University said: “The scheme provides an excellent opportunity for businesses to see what a graduate can bring to your company, getting a high-calibre resource without making a long-term commitment. Internships last between eight and twelve weeks with funding provided by the Higher Education Funding Council for England.

Over 130 local companies have benefitted from subsidised internships, with many placements developing into permanent roles. Bedford based cremePR is one example.

Maria Kennedy, Director of cremePR said: “Good quality PR graduates who don’t want to move to London are like gold dust. This scheme found me exactly the right candidate locally, who has since been recruited by us. It was a very cost effective way of increasing our resources quickly during a busy growth period and I would recommend this to anyone else looking for a graduate, or even an extra pair of hands.”

The graduates provided by the University can offer expertise to a range of sectors, including: the digital industry, life sciences and pharmaceuticals, professional and financial services, construction, healthcare for our ageing society, computer services, electronic engineering and creative businesses.

FOUR QUESTIONS TO HELP HERTFORDSHIRE BUSINESSES SAVE LIVES – AND AVOID FINES St. John Ambulance has launched a new campaign to help Hertfordshire businesses become more first aid compliant using a quick and simple survey.

Failing to have a minimum number of trained first aiders in the workplace is against the law yet some businesses in the region will fail to meet this basic need.

The repercussions for non-compliance can be immense. In 2010, there were over 1,100 cases of businesses being taken to court because of health and safety failings, resulting in fines as large as £140,000 for not having first aiders present.

St. John Ambulance is inviting businesses to answer four simple questions at www.sja.org.uk/survey to help determine whether or not they are meeting statutory first aid requirements.

Spokeswoman for St John’s Ambulance said: ‘‘We hope businesses in Hertfordshire will take-up our survey so far and let us help them make some positive changes.’’

Research shows that 58 per cent of people in Hertfordshire wouldn’t feel confident to try and save a life and that 53 per cent of people think the best place for people to learn first aid skills is at work.

It also revealed that up to 150,000 people die each year in situations where first aid may have given them the chance to live.

NEWS

UNIVERSITY OF BEDFORDSHIRE BACKS YOUNG BRITAIN

HERTFORD SUBCONTRACTOR HOSTS MINISTER’S FOURTH DAY OF ‘WORK EXPERIENCE’

DRIVING UP NUMBERS FOR 2011 MERCEDES-BENZ The Mercedes-Benz Hertfordshire Golf Challenge swings into action in March and the organisers are hoping to attract more local clubs to make the event the biggest and best yet.

Twenty seven clubs are already signed up and at least two more clubs are being sought before the tournament tees off on Saturday 27 March at Bishop’s Stortford Golf Club.

Now in its fifth year, the Mercedes-Benz Hertfordshire Golf Challenge involves Stableford men’s and ladies’ heats at participating clubs with the winners progressing to a Grand Final. The climax of this year’s competition takes place at Hanbury Manor on Monday 12 September.

The top three players also qualify to represent Mercedes-Benz Hertfordshire in the MercedesTrophy, the world’s largest amateur golf tournament.

They compete in a regional final for a place in the UK Final, which takes place at the home of golf – St Andrews in Scotland.

In 2009, Mercedes-Benz Hertfordshire Golf Challenge winner Sam Jones, from Chesfield Downs Golf Club, progressed from the UK Final to represent the motor manufacturer’s UK team in the World Final in Stuttgart, where he finished runner-up.

“The Mercedes-Benz Hertfordshire Golf Challenge has been a phenomenal success and has now become an established and enjoyable fixture on the calendar of golf clubs across the county,” said Mark Whitworth, Group Marketing & CRM Manager.

“We have had a staggering 4,329 entries since the competition began, which from a business perspective, has provided us with an excellent opportunity to meet prospective customers and raise awareness of our retailers in Bishop’s Stortford, Hertford and Stevenage for those golfers who already drive Mercedes-Benz, both for their servicing and future purchases.”

Business and Enterprise Minister, Mark Prisk, who is also Conservative MP for Hertford and Stortford, spent most of Thursday 20 January in his local constituency learning about the rewards and challenges of SMEs in the precision turned parts manufacturing sector.

Nick Groom, managing director of subcontractor Qualiturn Products, located on the Mead Lane Industrial Estate in Hertford, was chosen to provide the Minister with an insight into this important sector of British manufacturing. It was Mr Prisk’s fourth day working with small businesses around the country.

SMEs are the backbone of the economy, accounting for 99 per cent of all UK enterprise and 50 per cent of private sector employment. It is for this reason that the Department for Business, Innovation and Skills is so keen to gain in-depth knowledge on the day-to-day experiences of companies like Qualiturn and how Government can help such firms to prosper and grow.

Due in part perhaps to Mr Prisk being on home turf, he spent nearly the whole day with Nick Groom. Topics of discussion were extensive, ranging from capital allowances, business rates and the extension of the Enterprise Finance Guarantee facility, through the relative merits of banking practices in different countries and the threat of overseas competition, to the greater role that colleges could play in nurturing apprentices.

Mr Groom said, “We are delighted to welcome Mark Prisk in his capacities as both Business and Enterprise Minister and our local MP.” “Now that Government seems to be taking a real interest in the factors that promote and curtail businesses like ours, hopefully we can look forward to a renaissance in UK manufacturing in the years ahead.”

HOW FEEDBACK CHANGED TRANSPORT Nothing can win – or lose – new business faster than past customer reviews. Transporter reviews on online shipping marketplace uShip just topped 250,000, helping over a million people find trustworthy transport companies like Newscourier, a family-owned business that relies on its uShip profile page to win business on and off uShip.

Despite always driving forward, transporter Rick Garrison knows the importance of looking back. Past customer reviews are the life blood of sustaining and building Newscourier, his Hertfordshire based owner-driver courier business that specialises in the delivery of antiques, furniture and household items.

A relative newcomer to the transport market, Rick knows that the valuable comments and feedback from his previous customers are key assets in winning jobs when compared against more established companies. With a current uShip feedback score of 118 and 100 per cent positive to his advantage, Garrison has accumulated hundreds of customer testimonials on his uShip profile page, which he uses as his primary online marketing tool for his business.

“On uShip I can promote myself on an equal footing which feedback enables. Leaving me free to focus my efforts on providing best customer services. My aim is always to do the best job for all of my customers because the customer relationship will always form the basis of any business. Feedback is King, and many times over I have had new business from the strength of my feedback profile.”

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

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VIVA BUSINESS NETWORKING IS AWARDED AN OUTSTANDING IMPACT AWARD FOR THE WEST HERTS ENTREPRENEUR DAY 2010 Global Entrepreneur Week awarded Viva Business Networking an Outstanding Impact Award for its work with start up businesses.

Viva Business Networking successfully ran an inspiring, impactful event during Global Entrepreneurship Week. This has been awarded in recognition of the great work Viva Business Networking is doing for the enterprise agenda. This has been awarded by www.gew.org.uk Just 131 out of over 700 Global Entrepreneurship Week event organisers across the UK have qualified for this digital accolade. This firmly places West Herts on the map of entrepreneurship. Viva Business Networking ran the event to coincide with Global Entrepreneur Week. This inspiring day included a free workshop for start up businesses, a networking event which was attended by local business owners and business studies students from Adeyfield School.

This event was aimed at encouraging a change in attitude to entrepreneurship and this will continue throughout the year.

At the event a new annual competition for start up businesses was launched - The West Herts Entrepreneur 2011 which has received a great response and the final will be held on 30 March 2011 at the Ramada Jarvis Hemel Hempstead.

NEWS IN BRIEF BUYAMARINEBUSINESS.COM TO BE LAUNCHED AT THE BOAT AND CARAVAN SHOW First Peninsula Marine, the specialist marine agency for the sale and purchase of marine businesses in Hertfordshire, launched buyamarinebusiness.com at the Boat and Caravan Show. First Peninsula Marine has recently celebrated its fifth birthday and over the years have quietly gone about growing business in reputation and expanding service reach.

Buyamarinebusiness.com will also benefit traditional skills based marine businesses such as boatbuilding or sailmaking where achieving ‘the ideal exit’ - planned and lucrative - can often be problematic.

4SEE RISK MANAGEMENT ACQUIRES ENERGY AND ENVIRONMENTAL CONSULTANCY 4See Risk Management, one of the UK’s leading health and safety consultancies, have acquired the Milton Keynes based company Burcote Consultancy Limited.

Burcote is a leading energy, environmental and sustainability consultancy, providing practical solutions for a wide range of issues impacting on the built environment. It offers clients practical solutions that provide the greatest commercial benefit.

JUBILEE HOUSE JUBILANT AT SUPPORT Adults with severe learning disabilities were the latest to benefit from a charitable fund run by family-firm Austin’s. The independent funeral directors handed over a cheque for £4,723 to Welwyn Garden City-based Jubilee House Care Trust on Tuesday.

The money will be used to refurbish a sensory room at Jonquil Close – a purpose-built bungalow which is home to six residents with severe learning difficulties. The funeral directors, which has eight branches throughout Hertfordshire, had already donated £2,000 in September to get the project off the ground.

Claire Austin, Managing Director of Austin’s said: “We are delighted to have been able to help Jubilee House which does such a wonderful job at providing care and support for adults and children with learning difficulties.”

The Austin’s Charitable Fund raises money in a number of different ways including through the generosity of bereaved families who donate to it in memory of a loved one; from donations made at the annual Christmas carol service at Harwood Park Crematorium and from a percentage of Austin’s annual profits.

A different charity is chosen to benefit each year and since its inception in 2002 the fund has raised over £73,000 for local organisations.

A LOOK AT WHAT SOME OF THE HBI FOLLOWERS ARE SAYING ON TWITTER... @pchelpcentre - Busy, busy, busy in-store 2 day! Let’s hope it stays that way! @Exemplas – How do business laws affect you? What would you change?

Do you like the idea of different legislation for big/small businesses? @BalanceCreative - Working on some exciting projects and online applications for a couple of companies in the healthcare sector. @BalanceCreative - It’s all happening at the moment, new office, new phone number, new clients @PumphousePeople - 7 Roadshows in 2 weeks - Ben Carter is our local hero right now!!

From left to right, Jonathan Aves (Hertfordshire Community Foundation), Claire Austin, Amanda Mair (Direct Service Manager),Tom Westell, John Austin, Jean Austin, Larry Shaw (Parent of Jonquil Close resident), Catharine Hopper (Chief Executive Officer of the Jubilee House Care Trust).

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NEWS

@CloverKitchens - Siemens has launched a £1 million 4week TV advertising campaign for its home appliance range. Pop in to see us if anything catches your eye!

TIME TO QUIT?

WEDNESDAY 9TH MARCH IS NO SMOKING DAY AND THE PERFECT TIME TO STOP FOR MOST SMOKERS QUITTING SEEMS LIKE AN IMPOSSIBLE TASK, BUT GIVING UP DOES HAVE AN ENDLESS AMOUNT OF BENEFITS, BE IT HEALTH OR FINANCIAL There are a vast amount of health benefits to giving up smoking, which include the improvement of taste and smell, breathing becomes much easier, circulation improves which makes walking and running a lot easier, which is perfect as quitting also increases energy levels. All these benefits are achieved through short term quitting and the results improve further in the long term. After one year of quitting, the risk of heart attack is halved, after 10 years, the risk of lung cancer is halved and 15 years after quitting, the risk of heart attack is at the same level as a non smoker.

Along with these health benefits, the financial savings are very impressive. A smoker that smokes 20 a day will save around £42 a week if they are to quit. The following are what can be replaced for the cost of smoking:

ONE DAY £6.00 A MOVIE RENTAL OR A FEW MAGAZINES ONE WEEK £42.00 A CHEAP FLIGHT ABROAD OR A FEW CDS ONE MONTH £182.00 A SHOPPING SPREE OR THE MONTHLY FOOD BILL THREE MONTHS £546.00 TWO WEEKS IN THE SUN OR A NEW COMPUTER SIX MONTHS £1092.00 A FAMILY HOLIDAY OR SOME NEW FURNITURE ONE YEAR £2184.00 A SECOND-HAND CAR OR THE START OF A DEPOSIT FOR A HOUSE Stopping smoking will also give you better looking skin, eyes and hair.

It will also help you to look younger for longer also giving you whiter teeth.

RED NOSE DAY 2011

WHAT’S GOING ON NEAR YOU?

THE AIM IS SIMPLE. TO HAVE A LAUGH, RAISE TONS OF CASH AND TRANSFORM LIVES ACROSS AFRICA AND THE UK. AND IT WORKS! All the money raised and donated by the public goes directly towards projects that transform people’s lives across Africa and at home in the UK. Across the UK your cash can help to provide comfort for isolated older people and help to give young carers their childhoods back. In fact it’s likely you’re never more than 30 miles from a Comic Relief supported project.

HERE ARE SOME OF THE PROJECTS GOING ON IN YOUR AREA THIS RED NOSE DAY...

NORTH HERTS OVER 50S FORUM:

Older people are rarely consulted about services and issues that effect them. North Herts Forum gives this often silent group a voice on issues like living on a fixed income, caring for older relatives, job discrimination, transport, health authorities and access to learning.

This fosters inclusion and community cohesion and reduces isolation.

HARLOW WOMEN’S AID:

Growing up in a home with domestic violence can have a long-term impact on the lives of young people. Harlow Women’s Aid runs a drop in centre for young survivors offering counselling, support groups and training courses. The project helps these young people overcome their problems and move on with their lives.

See page 27 for details of our own fund-raising initiative at The Hertfordshire Business Expo

MONEY

CHILD UK

In some deprived and disadvantaged areas with a lack of community facilities, young people can get drawn into crime and anti-social behaviour. Child UK runs a variety of activities for 11-19 year olds, in one of the most disadvantaged areas of Hertford. Young people are encouraged to participate in positive activities, creating a safer and healthier community.

AN INTERVIEW WITH

MICHELLE MONEOBE When do you feel you first discovered your entrepreneurial flair?

I’ve always been driven and entrepreneurial for as long as I can remember. Growing up in the east end of Glasgow, I left school at 15 yrs old with no qualifications to find full-time employment after my father became ill; I needed to help support the family and I embraced the demands of working life. I was young, eager and driven.

Michelle Mone OBE is known as one of the top three most successful female entrepreneurs in the UK. With two successful brands under her belt and many other accomplished achievements besides, The HBI caught up with Michelle to talk about her journey into entrepreneurship and to see what was next in store!

My very first job was in fact working in a fruit shop at weekends. When I was young girl – I remember being incredibly focused even then and challenging myself to increase my sales week-on-week. As a young women in business I learned a huge amount ‘on the job’, which is why I believe apprenticeships are so valuable.

What was it that gave you the idea of creating your own business?

The real springboard for me was when I was made redundant, which gave me the time and clarity to think about my future. I definitely knew I wanted to work for myself. Then one night while attending a dinner dance with my husband Michael, I was wearing a very uncomfortable cleavage enhancing bra and I had a light-bulb moment; I decided to invent a bra that was more comfortable, more innovative, more attractive and more cleavage enhancing than any other bra on the market. I was so excited and thought “this is it - this is what I’m going to do.”

Do you think it is important that women get a strong name in business today?

I think it’s massively important that men and women are treated equally and on merit of ability. Gender should not play a part in it. Women have it tough though; we’re expected to deliver the same as men in the workplace, whilst keeping a home and bringing up children. But you just have to work that bit harder, which is exactly what I did. It wasn’t easy but it was worth it and I’m really proud of what I’ve achieved.

Ultimo was the first lingerie brand to debut on the catwalk at New York Fashion Week, you have also opened up 23 ‘shop in shops’ within Debenhams in the past 2 years. What do you feel is the key to your success?

Probably the need to remain the best; you can never become complacent. Ultimo changed the face of the lingerie industry and the shape of women when we launched our gel bra back in 1999 and I’m incredibly proud of that, but I never take it for granted. The lingerie industry is worth almost £3 billion and there’s a lot of competition out there, so every single day I think “how can we stay at the top? What do women want? What can we do better?” Every day I strive to make Ultimo a bigger and better brand, with the same enthusiasm I had when I first started out.

“Marketing is an investment in future sales.”

You have also presented BBC’s ‘Mind Your Own Business’, a program that helps struggling businesses get back on track. What is the best advice you could give struggling business right now in our current economic state?

My top tips would be:LOOK AT OTHER WAYS TO SELL

Using additional channels to sell your products and services can expose your business to a larger market at minimal cost.

Selling online is a huge channel with massive potential, so make sure you encourage customers to purchase from your site by providing a secure payment process with added security.

CUT COSTS

Look for savings in every part of your business. Do you really need a big office? Consider moving to smaller premises or even subletting some of your existing space. The same applies for excess equipment - sell what you don’t need and consider hiring expensive equipment rather than purchasing it. Try negotiating new terms and conditions with your suppliers.

MANAGE YOUR CASH FLOW

There are many ways you can manage your cash flow, from negotiating longer credit terms with your suppliers, to chasing up debtors. Other techniques you can use include keeping in touch with your bank and trying not to buy more stock than you need no matter how cheap it is.

INCREASE YOUR MARKETING

As many businesses cut back on their marketing to save costs, this gives you the perfect opportunity to tell people why they should buy your products and services over your competitors.

Marketing is an investment in future sales. Review your marketing plan and revise your goals and budget - effective marketing doesn’t have to be expensive.

What advice would you give potential entrepreneurs who are about to launch their business concept?

First and foremost you have to truly believe in your product or service. Also, make the most of the support available. There are so many grants up for grabs and support groups out there specifically for budding entrepreneurs that will help you with funding. That will build your confidence and develop your skills.

What motivates you?

I would have to say Ultimo customers. Whether it’s via Twitter, Facebook, face-to-face at an event or over email, I love hearing from our customers, getting their feedback and thoughts on our products, what we’re doing right or what we could be doing better.

What is the biggest lesson you have learnt during your business ventures?

I once made the mistake of giving a US supplier £1million worth of stock and we never saw it again, but generally speaking I don’t have many regrets – all the mistakes I have made, however big or small, I see as lessons learnt.

Have you got anything coming up that you are currently working on?

We’re just about to launch Ultimo Beauty, which will see the business diversify even further from lingerie and womenswear into perfume, beauty and tanning products. Ultimately I see Ultimo becoming a global lifestyle brand and if things continue to go the way they’re going from strength to strength, in five years time we’ll be there.

Do you have a motto?

Work hard, play hard and always give something back.

CONCENTRATE ON PRODUCTS AND SERVICES THAT SELL

It may not be the right time to begin developing new products, so if you have profitable favourites then stick with them. However, for some businesses identifying new products and services to sell to an existing customer base may be worth considering.

Product/service development can be risky at anytime though so beware.

FOCUS ON RETAINING YOUR CUSTOMERS

In uncertain times, consumers cut their spending. You need to do everything you can to retain your customers by offering loyalty schemes and keeping in regular contact to let them know how much you value them. Don’t be tempted to slash your prices, this can send out the wrong impression. Instead offer your customers added value, short-term deals.

FIRST CLASS CUSTOMER SERVICE

SEE EVERYTHING AS AN OPPORTUNITY

Be optimistic, plan ahead and use every opportunity to your advantage.

You are now a member on the board of Directors and part of the Main Council for The Princes Scottish Youth Business Trust - why is encouraging enterprise so important to you?

Enterprise is the dynamo that will power our future prosperity, so it’s incredibly important that we give young fledging entrepreneurs as much help and encouragement as possible. It’s them who will fuel the innovation that will underpin our future global competitiveness, which is why I’m passionate about being involved with The Prince’s Scottish Youth Business Trust who do an incredible job.

www.businessindependent.co.uk

INTERVIEW : MICHELLE MONE

People generally welcome good customer service so make sure your business stands out by offering an efficient service with fast delivery. This will ensure your customers spend with you and not your competitors.

INNOVATION EXPERT CONFIRMED TO BE ON JUDGING PANEL OF 2011 HSBC YOUNG ENTERPRISE INNOVATION AWARDS In 2009/2010, over two thousand real companies were set up and run by young entrepreneurs aged 15-19 at schools and colleges across the UK through the Young Enterprise Company and Team Programmes. Cris Beswick, expert and inspirational speaker on leadership & innovation, has been selected to be one of the judges for the 2011 Young Enterprise Innovation Awards. Unlike many experts in the field of innovation, Cris knows exactly what it’s like to wear the MD’s shoes and can talk to leaders about what it really takes to create an innovative and exceptional organisation. Supported by HSBC, the annual Innovation Awards brings together the best student companies from across the UK as they battle it out for the title of HSBC Young Enterprise Company of the Year.

Cris says “I am delighted to be on the judging panel to see all the fresh talent that is up and coming to make the future of our businesses.” www.young-enterprise.org.uk www.crisbeswick.com

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EDUCATION & TRAINING

ENTREPRENEURSHIP SURVEY Over 85per cent of entrepreneurial businesses in the South East and Midlands expect to grow their revenues in the next 12 months, according to the results of the annual Entrepreneurship UK report by Deloitte.

Over 85 per cent of entrepreneurial businesses in the South East and Midlands expect to grow their revenues in the next 12 months, according to the results of the annual Entrepreneurship UK report

by Deloitte.

The survey of entrepreneurs from across the region that over half (51 per cent) expect to generate at least 10 per cent revenue growth over the coming year. 34 per cent forecast growth over the next 12 months to be a maximum of 10 per cent, while just 10 per cent project zero or negative growth, down from 20 per cent in 2009.

In the longer term, 9 out of 10 entrepreneurs forecast double digit revenue growth for their business over the next three years, with four out of 10 projecting growth to exceed 50 per cent.

Raising and generating cash remains a high priority for entrepreneurs as 48 per cent of respondents reveal they are actively stockpiling and retaining cash within their business. A quarter have less cash than at the same time last year, but say they have enough to get by, whilst a fifth are monitoring their cash position daily and making decisions as needed.

Paul Schofield, partner at Deloitte, says: “Last year, cost reduction was seen as the quickest and simplest way to bolster the balance sheet. It was a priority for entrepreneurs meaning the expansion of their business – the driver of revenue growth – took a back seat.

However, this year the vast majority of entrepreneurs expect positive growth over the next year suggesting that some of this cash will soon be invested in growth strategies.”

“Owners of larger companies are predicting higher growth than smaller ones, indicating an ongoing lack of access to finance for earlier stage businesses.”

40 per cent of respondents to the Deloitte survey say the key indicator for growth in their business is revenue, followed by profitability (32 per cent). Over the next 12 months, entrepreneurs see growth coming primarily through increased investment and organic growth (25 per cent), the development of new products and services (22 per cent) and entry into new markets (16 per cent). Over the next three years, however, 23 per cnet of entrepreneurs say entry into new markets will be the preferred route to grow their business.

The UK, Western Europe and North America remain the preferred markets for growth for 91 per cent of entrepreneurs. Just 2.8 per cent consider the Asia-Pacific region as a prospect for the growth

of their business and below 1.5 per cent for each of China, India, Russia and Brazil, which is a surprise given that 70 per cent of global growth is coming from BRIC markets.

Paul explains: “Foreign expansion into potentially untapped markets, especially for those sectors more naturally suited to global expansion such as telecommunications and technology, remains down the list of short term priorities. Entrepreneurs are maintaining a more cautious stance, avoiding any potentially costly drains on company resources in turbulent markets. The larger entrepreneurial businesses are more likely to attempt to enter these markets as the effects of unsuccessful attempts can be absorbed more easily and they also tend to have more sufficient resources available.”

Keith Willey, entrepreneurship expert and associate professor at London Business School, adds: “Entrepreneurs are never happy standing still, so for many this year must feel especially frustrating.

It’s likely entrepreneurs will continue to ‘proceed with caution’ and are not going to get caught up in any sudden waves of optimism or indeed pessimism. Everything we know about the entrepreneurial sector though tells us that they will be in the vanguard as and when conditions improve and many will draw guidance from the views of their peers.”

Over a third (35 per cent) of entrepreneurs say they have no planned exit from their business, though 21 per cent aim do so as soon as a target value is achieved. The vast majority (65 per cent) say they have not changed their exit strategy as a result of the recession and over 52 per cent of entrepreneurs anticipate an exit by trade sale.

For more information, please visit www.deloitte.co.uk.

Member of Deloitte Touche Tohmatsu Limited.

LOCAL BUSINESSES NEED TO HOLD THEIR NERVE IN 2011 Mike Coughtrey, Senior Partner for KPMG in Hertfordshire and North London, looks at why, despite recent economic data painting an uncertain economic future, businesses in the region need to hold their nerve.

Rising inflation and a disappointing set of GDP figures have reignited talk of a possible double dip recession, temporarily stalling the confidence that had started to return to the business community over recent months.

Having survived the recession in relatively good shape, confidence among many businesses in the region is beginning to gain momentum and growth plans and ‘getting back to business as usual’ are back on the agenda.

There is much for the region’s businesses to feel confident about as one of the most productive regions in the UK, home to key sectors including financial and business services, biotechnology and pharmaceuticals, electronics, IT and the creative cultural industries of film, media and tourism. Our workforce is also highly skilled with the number of employees with high qualifications well above the national average. Importantly in the current conditions, enterprise performance continues to be strong in Hertfordshire with high rates of business start-ups.

There is however, a real danger that the recent negative economic data could stifle the fragile level of confidence emerging among businesses across the region. As we all know, winning the confidence battle in business and with the consumer is crucial to achieving and sustaining any form of recovery and as a result, local managers must continue to move forward, while maintaining the necessary checks on their business, such as careful cash management and ongoing cost efficiency, and always having a ‘Plan B’ in place should circumstances change.

Developing detailed contingency plans to flex the cost base in the event that sales do not meet expectations, and thereby having the ability to maintain margins whatever the changes in the external environment, will be central to any ‘Plan B’. Managers need to remain close to all the drivers of profit, identify the lead indicators that drive future sales and monitor them closely in order to ensure the business is able to act proactively rather than reactively if sales see a dip.

Hertfordshire is not immune from what happens across the rest of the UK and indeed the world, whether or not a company decides to go for growth over the next 12 months will depend upon a number of factors, including the industry you operate within, the financial health of the business and of course, how the rest of the country recovers.

Next month will see the Chancellor’s Budget, an event that George Osborne has said will be a Budget about growth. Much of the thrust was announced on 9 December, when the Government published updates on various tax consultations together with draft clauses for most of Finance Bill 2011, but there remains a great deal of interest in this budget from the new Government, who for example, have said they want to give more notice on tax changes.

The Treasury has opened an online portal for members of the public, interest groups and representative bodies to send their suggestions of what they would like to see in next month’s Budget directly to Treasury officials and pledged to focus on two elements: structural reform priorities that can benefit the whole economy in planning, competition, trade and investment, regulation, access to finance and corporate governance; and removing barriers in sectors where there are clear opportunities for growth and where Government can make a difference, starting with: construction; retail; healthcare and life sciences; professional and business services; advanced manufacturing; and digital and creative industries.

Having set out his fiscal consolidation plan, it is unlikely that the Chancellor will be in a position to engage in any significant giveaways in the Budget, but businesses will be watching closely to see how he will build the growth agenda and help them with their growth plans, particularly around removing barriers and red tape which is so often cited as hampering business’s ability to grow and generate jobs.

MONEY

There is no doubt conditions remain difficult for many local businesses. However, there are already success stories and while cautious, businesses are now beginning to think about life beyond the recession. Local organisations need to remain focused and aware of changes to external factors, to ensure they are best placed to navigate their way through the current economic environment, while still striving for growth.

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.

SEXUAL HARASSMENT – A LEVEL PLAYING FIELD The recent sacking of former Sky Sports presenter Andy Gray and the resignation of his ex-colleague, Richard Keys, for making sexist comments about a female assistant referee have served as a useful reminder to employers and employees alike of the possible pitfalls of making sexist comments in the workplace.

Mr Gray was dismissed by Sky following his off air comments with Mr Keys and for further ‘inappropriate’ comments made to a female presenter. From an Employment Law perspective, it has brought sharply into focus the meaning of sexual harassment under the Equality Act 2010. This occurs where unwanted conduct related to sex takes place, which has the purpose or effect of violating another individual’s dignity, or creating an intimidating, hostile, degrading, humiliating or offensive environment.

It is not just the person to whom the comments were directed who Bob Fahy, could complain to an Employment Tribunal.

AnySolicitor employee who Matthew Arnold & Baldwin LLP heard the comments and was offended could pursue a harasswww.mablaw.com ment claim. The fact there was no malicious intention behind the remarks is no defence to the person who made them – the wording in the legislation refers to “purpose or effect”.

Even though the comments were made off air, they were still made in the course of employment and therefore Sky Sports, as the employer, could be held vicariously liable for them. In a wider context, employers should be aware that the Equality Act 2010 extended the scope of their potential liability to harassment of employees by third parties, such as customers, clients or contractors. An employer will not be held responsible unless it knows that its employee has experienced third party harassment on two previous occasions (although it does not matter whether the harasser is the same on each occasion) and it has failed to take all reasonable steps to prevent it from happening.

Employers should ensure that updated and comprehensive equal opportunities and anti-harassment policies are in place and that managers and other employees are trained on such policies. Policies should also be specifically drawn to the attention of third parties. Dealing with each act of harassment and addressing complaints fully under the appropriate procedures as they arise will also represent reasonable steps on an employer’s part.

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CALM BEFORE THE STORM? The first edition of The Lawyer in January this year had as its leading headline “Top Firms Gear Up for Action as Litigation Tsunami hits UK”. The main article in this leading legal publication focussed on the big heavy-duty pieces of litigation that were going to progress through the High Court this year.

In difficult economic times, mix together the following ingredients: • Disappointed property investors/lenders.

• Lack of liquidity on the part of the borrowers/developers/specu ...lators to settle claims.

• Professionals who carry indemnity insurance.

• A slow and long road to buoyant property markets Simmer slowly on a medium heat for a year or so and you have a recipe for litigation against professionals.

Claims against professionals are governed by a specific Protocol: there are separate Protocols for building construction disputes as well. A key feature of these Protocols is that there is a specific series of steps16x4:aa that the parties18/1/11 to such14:22 a dispute to follow before Taylor Walton Master Page need 1 information with the opposing party to try and resolve the matter or at least narrow the issues in dispute. litigation (or some other adversarial litigation process) can be undertaken. The Protocol process encourages the parties to formulate

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SOLICITORS

their claims, be realistic about their chances of success, make a thorough and informed assessment of the likely losses they have suffered (and which are properly recoverable) and to exchange Given the poor returns on property transactions over recent years, it is likely that major commercial players like banks, funders and investors will seek to make claims against surveyors, valuers, accountants and solicitors – all of whom may have played various roles in substantial property transactions. As these claims become public knowledge, the rest of the business community may see that they too might have claims against professionals in a wider business context, e.g. did my lawyer get that contract right for the sale of my business? Were those warranty provisions exactly what was needed to cover my position? Did the accountant prepare the accounts correctly or have they undervalued the business in some way? Is my tax planning advice really right?

The simple point is that as the economy slowly recovers, businesses that have emerged from the last few years of difficult trading conditions may look to their advisers (and their indemnity insurance) to see if they have been served as well as they should have been over the last few years. Tight belts and lack of liquidity to settle claims means an increasing tendency to look at “sure fire targets” in the shape of professionals who carry indemnity insurance.

These claims are sometimes complex and difficult to bring; they require thorough preparation and analysis, not only of the legal merits, but also of the amount of losses that can feasibly be recovered. You do not have to be a major financial institution that has funded a multi-million development project on the strength of valuations from surveyors and accountants to have a professional indemnity claim: you could be an SME turning over £5 million and your long standing accountant/solicitor (or other professional) may not have served you very well so that you have unwittingly suffered a loss. These professions too have suffered in the recession: they have downsized, restructured, reduced head count and trimmed costs. Sometimes this will be at the expense of the quality of service that has been provided.

If you think that you or your business may not have been as well served as it might have been at the hands of some professional, it might be worth reviewing your position. Indemnity claims can be retracted and it is essential to follow the Pre-Action Protocols.

Andrew Knight is a Partner in the Commercial Litigation and Dispute Resolution department of Taylor Walton LLP, which has offices in Luton, Harpenden and St Albans and provides effective legal solutions to businesses and individuals across Bedfordshire, Hertfordshire and the South East. Andrew can be contacted on tel. 01582 731161 or email andrew.knight@taylorwalton.co.uk

LEGAL

Much of the UK’s economy revolves around bank lending and property investment. Property related transactions and property professionals seem naturally to be in the spotlight. Outside of the larger corporate market and more into the realms of the SME market, the target is likely to include professionals in other disciplines, such as accountants, lawyers, surveyors and architects.

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EXECUTIVE EXPO SPECIAL PROFILE

HEADLINE SPONSORS

Businesses with Turnover less than £2m – Tom Rusk, Director Business Banking – Tel: 07810 757299. www.natwest.com/business Businesses with Turnover greater than £2m – Steve May, Business Development Director – Tel: 07824 600368.

Richard Rudman Director Commercial Banking www.richard.rudman@natwest.com www.natwest.com/commercial Existing NatWest customers should direct enquiries to their Relationship Manager

T HE H E RTFORDSHIRE B U SINESS

THURSDAY 10 TH MARCH 2011

SHOWGUIDE SPEAKERS ON THE DAY WHO’S EXHIBITING? WORKSHOP GUIDE EVENT SPONSORS EXPO SCHEDULE AND MAP

SPONSORED BY...

WELCOME

FROM

WATFORD'S, MAYOR DOROTHY The success of every local business ultimately helps secure Watford’s economic future and the prosperity of its residents.

Home to over 3,000 businesses across a wide range of sectors, Watford is a great place to live, work and invest.

Competitiveness, growth and efficiency are the building blocks for securing a strong business future for Watford – but we recognise that the reality of building business is rather more complicated, which is why we try to ensure we have strategies and policies to support local businesses and to help them turn their ideas for success into a reality.

I am delighted to be involved in The Herts Expo, it’s an event that promotes our local companies, recognising that they will be key to ensuring our own and the nation’s economic recovery.

Dorothy Thornhill, Elected Mayor, Watford.

A WORD FROM THE ORGANISERS

Welcome to the Hertfordshire Business Expo Special.

We've been overwhelmed at the enthusiastic response to this exciting day for Hertfordshire businesses, from our sponsors, supporters, speakers, exhibitors and the business community in general.

We have an action packed day planned and this show guide will help you to plan your day effectively.

If you haven't registered yet, just visit www.hertsexpo.co.uk where you can also book your own personal itinerary of networking, seminars, workshops, We look forward to seeing you there...

Simon George, The HBI, Katrina Sargent & Karen Birch, The Business Club : West Herts Simon Smith, Ramada Jarvis

The Financial Management Centre is a leading financial management consultancy that specialises in helping small to medium sized businesses achieve their financial goals.

EXECUTIVE PROFILE

Servicing Hertfordshire with offices in St Albans, Watford and surrounding areas.

Contact us today for a free consultation 0845 or email info@tfmcentre.co.uk

www.tfmcentre.co.uk

862 1423

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SPEAKERS THORNHILL KRISS AKABUSI MBE : 14:00 MAIN EXHIBITION HALL 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.

He began his international athletic career in 1983 as a member of the 4x400 metre relay squad and will probably always be remembered for helping Britain clinch the Gold and beat the Americans in the World Championships 4x400 metre relay in Tokyo in 1991.

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.

He is also an accredited personal coach, having qualified at the Hudson Institute of Santa Barbara. He is one of only four qualified Hudson Institute coaches in the UK.

STEVE CLARKE : 10:00 PARK SUITE Steve is one of the country’s leading experts on grassroots sales and marketing strategies.

Not a theorist or a guru, but a doer.

Steve is very proud to be a member of an elite team of business mentors chosen by The Entrepreneurs’ Business Academy (the EBA) which James Caan from BBC TV’s Dragon’s Den spearheads with Founder, Bev James. The EBA works with business owners and entrepreneurs to fast-track and ramp up their their personal and business effectiveness.

He helped grow his last UK business from scratch to £30 million in revenues in just 8 years, becoming one of the “Times Top 100″ fasted growing and profitable SME’s in the country in the process. In 2005 the company was sold and he was able to retire at the age of 45.

Steve, is also a business columnist and author of “How To Thrive Not Just Survive”, in which he shares his simple proven formula for business success.

PENNY POWER : 13:00 PARK SUITE Penny Power is a published author, a highly engaging speaker and one of the UK’s most inspirational and successful female entrepreneurs.

In 1998 Penny founded Ecademy, the UK’s first social network for business, with her husband Thomas.

Ecademy is now a global operation with members in over 200 countries. Underpinning the network’s success is the powerful feeling of being part of a community and the strong intention that each member has towards supporting one another.

Penny’s unique contribution to the world of social networking is that she has created a hugely successful network herself. She is the public face and voice of online networking.

Her latest book, ‘Know Me, Like Me, Follow Me’ is an exceptional help to anyone wanting to learn how to future-proof themselves and their businesses.

In September 2010 Penny launched the world’s first Digital Coaching business. Ecademy Digital School teaching people how to become a Digital Coach and Companion.

www.businessindependent.co.uk

EXPO SPECIAL AFTER HOURS

DEXTER MOSCOW : 12:00 PARK SUITE As an influencing skills coach in the corporate arena and as a trainer for QVC The Shopping Channel and other shopping channels, Dexter offers his opinion as to why people fear speaking in public. ''It is rooted in memories of our childhood and those negative voices that start stripping away our confidence and prevents us from offering opinions or promoting ourselves.

Exposed is how we feel. How often do our nightmares contain images of us being naked?

The most effective means to dispel these fears is visualisation.''

The key then to dispelling fears of speaking in public is to have a clear understanding of how we are to start our presentation, what is the content of our talk and how we are going to close with a strong 'selling' message.

Over the last 15 years, Dexter has sold millions of pounds worth of product for QVC and has developed 'selling' presentations that engage and motivate viewers to pick up the phone and order.

EXHIBITORS 4 Networking : National : 0844 123 4444 www.4networking.biz Action Based Curriculum : Chichester 01234 111222

www.abcurriculum.com

Axia Computer Systems Ltd : St Albans 01923 333 111 www.axia.co.uk Bierce : Huntingdon 01480 445 084 www.bierce.co.uk Bizas/Forever Living : Elstree 0844 482 2011 www.bizas.co.uk Blueberry Display Ltd : Watford

08000 432 431 www.blueberrydisplay.co.uk

Business Link : National 0845 717 1615 Cheshunt Marriott Hotel : Broxbourne

www.businesslink.gov 01992 451 245 www.marriott.co.uk

Dampcure-Woodcure/30 Ltd : Watford 01923 663 322 www.dampcurewoodcure.co.uk Deanem Collections : London 020 8446 7720 www.deanemcollections.co.uk Digital Studio Ltd : 0800 783 1470 www.digitalstudion.co.uk Dimmock Web Marketing : Hitchin 0844 561 0626 www.dimmockmarketing.co.uk Dimmock Web Marketing are Hertfordshire’s No.1 Web Marketing and SEO Services Company. Their track record and expertise in helping companies dominate their online market-place is what sets them apart from the rest. No empty promises or black-hat tricks - just strategies that work, coupled with sound advice, integrity and hard work.

Durney Media Ltd : Halstead 020 8123 7486 www.durney.eu Ecademy Digital School : Various Locations 07875 695 012

www.ecademydigitalschool.com

Exemplas : Hatfield 0845 602 0101 www.exemplas.com Exemplas provides business support and training consultancy to organisations both locally and nationwide.

We are delighted to be exhibiting at Herts Expo 2011. Come and meet their experts to find out how they can assist your business with health and safety, quality systems, environmental management, information security and much more.

Forever Living Hertfordshire Elstree 07734 209809 http://mybiz.com/esuite/home/foreverlivingherts Fineback Furniture : St Albans 01727 827 744 www.fineback.co.uk FineBack Furniture supplies Ergonomic Office Chairs, desks and accessories designed to improve posture at the workstation and contribute to a more comfortable and effective working environment. Personal assessment given with loan chairs available to ensure that the office chair will meet the needs of the individual.

Hillier Hopkins : Watford 01923 232 938 www.hillierhopkins.co.uk ibusiness : St Albans 01707 262399 www.ibusiness.probasoft.com JAM : Borehamwood

020 8242 4400 www.jam.co.uk

Kids2Work : St Albans 01438 832 253 www.kids2work.co.uk LifeStyle & Commercial Assets Ltd : St Albans 01582 790 058 www.landscapital.com LSI : St Albans 01727 877 020 www.lsiutilitybroker.co.uk Machins Solicitors LLP : Luton 01582 514 000 www.machins.co.uk Manor of Groves Hotel : Sawbridgeworth 01279 600 777 www.manorofgroves.com Mazars LLP : Luton

01582 700 700 www.mazars.co.uk

My Mustard : Watford 07734 846 855 www.mymustard.co.uk

EXECUTIVE PROFILE

North Hertfordshire College : Letchworth Garden City 01462 650 264 www.nhc.ac.uk OP2i Ltd : Harrow 020 7193 4339 www.op2i.co.uk Governance Director is used to connect boards with operations and strategies with performance.

An online system for automating strategic decision governance, centralising decision models and decision outcomes. It overlays your existing processes, systems and tools, helping develop, test, align, optimise, measure and validate your complex strategic options and minimise associated risks.

Organisation for Responsible Businesses : Southend-on-Sea 01702 468 387 www.orbuk.org Pendley Manor : Tring 01442 820 087 www.pendley-manor.co.uk Reach Out Plus : National 0845 216 0080 www.reachoutplus.org Shendish Manor Hotel : Apsley 0844 879 7417 www.shendish-manor.co.uk Sheng Nuo Ltd : Hemel Hempstead 01442 396 464 www.shengnuo.co.uk

Simply Consulting : Rickmansworth

01923 831 725 www.simply-consultancy.co.uk

St Albans Chamber : St Albans 01727 863 054 www.stalbans-chamber.co.uk Stanley de Leon Solicitors : Potters Bar 01707 657 277 www.stanleydeleon.co.uk Our Employment Law Service is simple; for a fixed cost, we make sure your business always has access to employment law advice when you need it and is legally compliant . We take the risk out of employing staff leaving you to run your business. You simply choose the level of service that you require. Call us today for a fixed price quote.

Streets Chartered Accountants : Stevenage 01522 551 200 www.streetsweb.co.uk Streets Chartered Accountants is a top 30 UK accountancy practice, the firm has recently opened a new office in Stevenage to serve the town and Hertfordshire. Streets prides itself on providing proactive advice, with commercial acumen to help clients attain their goals and to protect their wealth tax efficiently.

The Business Club West Herts : Hertfordshire 020 8144 5783 www.the-businessclub.org Business Telephone Network : Watford 0800 008 7930 www.businesstelephonenetwork.co.uk BTN is a Nationwide supplier of tailored telecoms solutions to businesses of all sizes, with special expertise at reducing overall costs.

Whether you are looking to reduce current costs, move office, replace or simply upgrade your existing systems, we can help. Contact us on 0800.0089730 The Federation of Small Business : Hertfordshire 01908 560376 www.fsb.org.uk The Financial Management Centre : Watford 020 8166 0049 www.tfmcentre.co.uk The Financial Management Centre is a leading financial management consultancy that specialises in small to medium sized businesses.

Their services range from offering a part time bookkeeper to outsourcing entire accounts departments. Their innovative approach supports businesses achieve performance excellence. Most importantly, they are committed and passionate in helping businesses become more successful.

The Hertfordshire Business Independent : Harpenden 0844 358 5800 www.businessindependent.co.uk The Payroll Site Ltd : Bushey 0845 6526 602 www.thepayrollsite.co.uk The Payroll Site is an online system that lets small businesses manage their own payroll and produce payslips for their staff. For a simple monthly subscription, customers have access to the online payroll system and telephone support. It is personally recommended by Simon George, MD of The Hertfordshire Business Independent.

The Social Media Café : Hertfordshire 0844 330 5679 www.sospr.co.uk TN2 Security : Dunstable 01582 604 488 www.tn2security.co.uk Viva Business Network : Hemel Hempstead

01442 382 682 www.viva-networking.co.uk

Watford Borough Council : Watford 01923 226 4000 www.watford.gov.uk www.watfordforyou.org Watford Chamber : Watford 01923 442 442 www.watfordchamber.co.uk Wenta : Watford 0845 371 0891 www.wenta.co.uk FOR MORE DETAIL PLEASE VISIT www.hertsexpo.co.uk

“Simple Sales Systems Delivering Real Results” -­‐ Sales & Marketing Development -­‐ Business Mentoring -­‐ Sales Planning & Improvement -­‐ Sales Process Systemisation

01923 831725 info@simply-­consultancy.co.uk www.simply-­consultancy.co.uk

Call & Quote “Herts Expo” For a FREE One-­‐Hour Development Consultation

www.businessindependent.co.uk

EXPO SPECIAL AFTER HOURS

MASTERCLASS MEET YOUR MASTERCLASS WORKSHOP HOSTS... Book now at www.hertsexpo.co.uk PROVIDING TOP STRATEGIES FOR IMPROVING CASH FLOW WITHOUT UPSETTING YOUR CLIENTS DAVID BAUM 08:00 11:00 It’s a fact that more business fail through lack of cash than lack of orders. Another fact is that the majority of business owners do not know how to maximise their credit control.

David Baum of Deanem Collections Ltd, with over 30 years commercial experience will provide you with the tools to help improve your cash flow. He will also show you how to recognise the 3 stages of bankruptcy and when to divorce the client who is a liability. The workshop will also cover: Terms & Conditions of Trade Account opening and satisfaction forms Credit Checking & Credit Control What to do if you have a bad debtor

SYSTEMS FOR SUCCESS – A PLATFORM FOR BUSINESS GROWTH

08:00 AND 12:00 Meeting customer demands can seem never-ending: you meet one requirement, then the next one, then along comes the next: Traceability? Environmental policy? ISO standards? The back-office costs mount up, the quality process files get larger, the Compliance department expands … and meanwhile you have a business to run, new products to develop, profitability to think about…. and as if your customers don’t give you enough to worry about, it’s hard to keep up with all the latest legislation.

Why not put in place the measures that actually help, rather than hinder your operations while bringing you business growth? This presentation will give real-life examples of our customers who have gained significant new business from simple, effective, efficient, cost-saving management systems.

Come along to find out how you can get real value from something you always thought was just a business cost.

STRATEGIES FOR SUCCESSFUL DIGITAL MARKETING SHIRISH CHAUHAN 09:00 AND 12:00

EXECUTIVE PROFILE

Our customers are searching. Are they finding your competition? There are over 250m websites.

How do you make your products and services visible? Key strategies to follow for a successful online strategy.

A look at the digital marketing landscape. Considerations for developing a successful strategy.

Actions for you to improve your online visibility.

PLAY YOUR MARKETING CARDS RIGHT!

CLIVE MULLIGAN 09:00 AND 13:00 Traditional marketers talk about return on investment, but lets be honest, most small businesses don’t know how to get the best return our of their marketing spend - if they have any spend to spend. Most small businesses don’t know where, or how to start with their marketing activity. Using a pack of playing cards as the back drop to this presentation you will learn how best to “play the hand your are dealt.”

In this fun, interactive workshop, Sales Consultant and Business Mentor Clive Mulligan will walk you through some easy do’s and dont’s when it comes to marketing your small business. How to be clear on what it is you are selling, who you are selling it to and how to best get your sales message in front of the people you most want it to, your prospective customers. Clive will uncover a number of proven low cost marketing techniques and show you how they can be used in your business.

S WORKSHOPS WE LOVE GOOGLE, BUT DOES GOOGLE LOVE YOU?

JUNE CORY 10:00 AND 13:00 Running a business without doing any online marketing is like winking at a pretty girl in the dark; you know what you are doing, but no one else does!

June Cory of My Mustard delivers a fast paced, 30 minute whistle stop tour starting with the birth of the Internet, whizzing through browser development, the job of search engines, the launch of Google, its growth in the UK, its fans & detractors, an overview of its product range and finishes with a step by step guide of how to use Google AdWords & Analytics, showing how businesses of all sizes & sectors can harness the power of the world’s biggest brand.

June is more than a little enthusiastic» about Google. And not just AdWords. She loves Google Places, Gmail, Blogger, Analytics, Toolbar, Maps, Docs, Checkout, You Tube Chrome etc etc etc.

DO YOU SUFFER FROM ''PUBLIC SPEAKING MONKEYS ®?''.....

DEE CLAYTON 10:00 AND 15:00 ....Discover the 3 Golden Rules to overcoming your PUBLIC SPEAKING FEARS and increasing your CONFIDENCE. This workshop takes a light-hearted yet pragmatic look at how to control the negative voices in our heads (Public Speaking Monkeys® ), that cause PRESENTATION nervousness and fear.

Discover the 3 Golden Rules to taming your Public Speaking Monkeys® so they can work with you; not against you.

Dee Is the founder of Simply Amazing Training and specialises in helping business people to communicate with impact. She is an international trainer, occasional stand up comedian and a passionate speaker.

SIMPLE SEO STRATEGIES FOR LOCAL ONLINE DOMINATION TONY DIMMOCK 11:00 AND 15:00

Is your business dominating local search results when customers search online for what you sell?

In 2009, the internet contributed a staggering £100 billion to the UK economy! To win online, you must work smarter than your competitors. Give your business an unfair advantage and learn simple strategies to make your website a 24/7 lead generating machine.

This knock out competition will be held throughout the Expo Day on March 10th 9:30 – 5:00.

We’ll be filming, taking photos and interviewing participants and winners.

Prizes of an extraordinary standard will be awarded for: • • • • •

Best company car branding Most innovative design Best use of materials Fastest past the chequered flag Least capable of getting to the chequered flag

www.businessindependent.co.uk

EXPO SPECIAL AFTER HOURS

THE HERTS BUSINESS EXPO AND COMIC RELIEF RACING CAR CHALLENGE

SPONSORS WATFORD PERFECTLY PLACED FOR BUSINESS………..

The Watford For You Inward Investment team, in conjunction with Watford Borough Council and Watford & West Hertfordshire Chamber of Commerce, is dedicated to providing a range of business services to help you locate your business in Watford. The services are designed to help you succeed and grow by providing business intelligence and advice, together with unrivalled access to properties, locations, skills and business contacts.

Services available include: Information services: detailed local information tailored to your specific requirements, including local demographics, economic data and advice on available commercial development opportunities. This also includes practical steps needed to establish your company here as well as growth opportunities for your sector.

Commercial sites and premises searches: whatever your requirements, our team has detailed knowledge of available opportunities within the local area and can provide a full sites and premises location service.

One to one meetings: if you need to find out more about Watford and talk your ideas and business plans through to success, a discussion to understand and resolve issues can be arranged – help us help you!

Pointing you in the right direction: Our Team has excellent contacts with the local business and commercial networks, so if you need the support of other specialists, we can put you in touch with the people that can help.

Find out how we can help your business successfully locate in Watford.

Sanjay Purohit – Inward Investment Manager Watford & West Hertfordshire Chamber of Commerce Unit 47, The Business Centre, Colne Way, Watford, WD24 7NF Tel: 01923 442442 Mobile: 07946 169363 E-mail: info@watford-chamber.co.uk

WATFORD for your business...

Call us today on 01923 442442 to find out how we can help your business successfully locate in Watford www.watford.gov.uk

www.watfordforyourbusiness.org

HILLIER HOPKINS Established in 1933, Hillier Hopkins LLP is now one of the region's leading independent firms of Chartered Accountants with four offices in Watford, Hemel Hempstead, London and Aylesbury. We have 22 experienced partners and a staff base of over 100 meaning our local, skilled and dedicated teams can accommodate all your needs, whether that be bookkeeping or high level tax advice.

We provide fresh thinking, practical advice and support to individuals and businesses ranging from small enterprises to large international organisations. We have a down to earth approach and a straight forward style making it easy for business owners or individuals to understand their duties and obligations.

Whether you are a sole trader, an entrepreneur growing a fledging business, an FD of a mature company, or planning your retirement, you need an adviser that understands you and your aspirations and works in partnership with you to help realise your business and personal goals.

Contact Details: Business Development Team Tel: 01442 220788 Email: info@hhllp.co.uk Web: www.hillierhopkins.co.uk Hillier Hopkins LLP 64 Clarendon Road, Watford, Herts. WD17 1DA Offices: Watford, Hemel Hempstead, London and Aylesbury

local, skilled and dedicated teams

Call our Business Development Team

Accountancy & Audit Business Advice & Support Business Taxation Financial Planning Personal Taxation Wealth Management

on 01442 220788 for a free consultation

Our passion is your prosperity

Offices in Watford, Hemel Hempstead, London and Aylesbury

www.hillierhopkins.co.uk

Registered to carry on audit work by the Institute of Chartered Accountants in England & Wales and authorised and regulated by the Financial Services Authority.

hillier hopkins ad.indd 1

08/02/2011 16:47:42

EXPO SPECIAL

Fresh thinking to help you and your business go further

SPONSORS BUSINESS LINK FREE BUSINESS ADVICE CLINIC Business Link will be running a free Business Advice Clinic at the Hertfordshire Business Expo 2011.

Delegates will have the opportunity to book an appointment to meet with an experienced Business Link Adviser to discuss the needs of their business and gain information and guidance bespoke to them.

The appointments will last 30 minutes and, as with most of our products and services, they will be completely free of charge.

There will also be the opportunity to discover how Business Link can help you further with your business.

Business Link in the East of England provides information, practical advice and support to help people to start, run or grow their business.

Both clients groups can access independent, impartial and, in most instances, free help and support from Business Link in the form of: • Free one-to-one help from an experienced business adviser (for established businesses only) • Workshops and briefings on a range of business subjects such as business planning, sales and marketing, legislation, developing people • Telephone and online support through our Information and intelligence centre Business Link in the East of England works with businesses and entrepreneurs in the 6 counties in the East of England: Suffolk, Norfolk, Essex, Bedfordshire, Cambridgeshire and Hertfordshire Business Link is a government initiative.

Supported by: 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.

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

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.

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.

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

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

Beale Business Solutions Gavin Ingham Ltd. Optimise Telemarketing Aaron Wallis Sales Recruitment Positive Momentum CompTIA Spy Games 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.

MY INCUBATOR INCUBATION CENTRES FOR SMALL BUSINESSES “My Incubator” are business incubation centres designed to support entrepreneurs and create successful businesses. Our aim is to help you get started and support you as you grow your business to achieve profit and success. We will work with you to ensure that you are ready to sell your product or business, raise money or procure investment.

My Incubator facilities are free of charge for 3 months* to clients working with an advisor and include: • • • • •

Access to a hot desk with a PC, telephone and broadband A professional business address Advice and guidance from a dedicated advisor Bespoke business planning advice Networking opportunities, in-house seminars and training events

“The office space is very well equipped and a more suitable environment than home working. My Incubator has provided excellent guidance and a good source of motivation when required with the benefit of an office environment and a business like atmosphere”.

Eugene O’Hara of E.O.H Recruitment Ltd. My Incubator - Luton We currently have two My Incubators, one in Stevenage, the other in Luton and two new incubators are being developed at our

Potters Bar site and Watford site, both will open in April 2011.

Call now on 0845 0262081 or visit www.myincubator.co.uk._ *Subject to availability. Terms & Conditions apply.

Free

business advice & workspace for

3 months*!

Access to a hot desk with a PC, telephone & broadband A professional business address Ongoing advice & guidance from a dedicated advisor Bespoke business planning & project fundraising advice A variety of in-house events, seminars & training

www.myincubator.co.uk 0845 026 2081 *Subject to availability. Terms and conditions apply

New centr es Watford op in Potters Bar & ening in A pril 2011 Supported by

EXPO SPECIAL

Business Incubation Centres across Hertfordshire and Bedfordshire designed to support entrepreneurs and create successful businesses.

My Incubator facilities include:

NETWORKING 3 GREAT NETWORKING SESSIONS TO EXPAND YOUR CONTACT BASE : Book now at www.hertsexpo.co.uk NETWORKING BREAKFAST WITH 4N

4N is the UK’s largest joined-up business network with 260+ groups across the UK and 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. £10 on the door, but you'll need to book in advance.

WITH THANKS TO OUR SUPPORTERS

We would like to express our thanks to the following businesses and organisations who have supported this event through providing essential serv

DROP-IN SOCIAL MEDIA ADVICE FROM THE SOCIAL MEDIA CAFE Tom Skelton specialises in online video. Shooting with his DSLR in 1080p, he helps bring HD video content to your website at a great price. With the increasing speeds of broadband we are now seeing a lot more video online. This is not only a great way to communicate your message but also a growing area for SEO. Tom Skelton helps you create that content. Wether it be a homepage video explaining your products or services, a video testimonial of your latest happy customers, a monthly video newsletter for your email campaigns or the filming of a presentation you want to post to youtube for a global audience, get in touch. Email - tom@tomskelton.me

Our Wedding Videographers loves video, we love what it has to offer and we recognise the value within it. Our goals reflect process, professionalism and the quality of our work. We have experience working overseas in California and in the UK. We strive to make the best wedding video's on the planet, through dedication and attention to detail. Wedding video isn't just a hobby for us. We have all the latest wedding video tricks and techniques and all the latest and greatest wedding video gear. We love wedding video.

Visit us today - www.ourweddingvideographers.co.uk

These guys love learning and sharing every day.. join us on the fabulous journey... let's grab a handle on just what this Social Media stuff is all about...

0844 330 5679 OFFICIAL EXPO SUPPLIER SOCIAL MEDIA CAMPAIGN

OFFICIAL EXPO PHOTOGRAPHERS Ian Scott Photography will be documenting all the highlights of the day and also be available to speak with at his stand, in the media area.

View examples of Ian's work and see how he can bring your business to life with his creative and fresh approach. www.ianscottphotography.co.uk 01582 469003

G &SUPPORTERS SPEEDNETWORKING WITH THE BUSINESS CLUB

SPEED NETWORKING has become something of a signature event for The Business Club and is hugely popular. This dynamic, fastpaced, business-generating event allows delegates to meet everyone in the room. It is designed to build connections, start new business relationships and is one of the fastest ways of building your contact base.

The Business Club’s unique matrix ensures you have the chance to promote yourself and your business to ALL attendees on a table-by-table basis and make many new connections that could lead you to new business.

vvices and/or promoting the event to their business contacts throughout Hertfordshire and will be major contributors to its success.

Victoria Scott 01582 833 776 : 07853 114 062

www.scottandhewitt.co.uk

YOUR LIFE RAFT IN A SEA OF DEBT...

EXPO SPECIAL

0208 446 772 I 07802 219752

SCHEDULE & M TIME

08:00 09:00 10:00 11:00 12:00 13:00 14:00 15:00 16:00

EXHIBITION

NETWORKING

SEMINARS

WORKSHOPS

WORKSHOPS

KEYNOTE

BALLROOM

ALDENHAM

PARK SUITE

YALE/HARARD

YALE/HARVARD

BALLROOM

NETWORKING

DAVID BAUM

EXEMPLAS

BREAKFAST

SHIRISH CHAUHAN

CLIVE MULLIGAN

JUNE CORY

DEE CLAYTON

TONY DIMMOCK

DAVID BAUM

DEXTER MOSCOW

EXEMPLAS

SHIRISH CHAUHAN

PENNY POWER

CLIVE MULLIGAN

JUNE CORY

STEVE CLARKE SPEED NETWORKING

KRISS AKABUSI SPEED NETWORKING

North Hertfordshire College students are gearing up to showcase their talents at the 2011 Expo. With a variety of opportunities throughout the day NHC will be supporting this high profile event by providing student volunteers to assist with the set up and smooth running of the day. Using skills learnt at smaller events at the college they will now get to transfer these strengths to support the range of employers attending. All students involved are excited by the challenge of the 2011 Business Expo.

DEE CLAYTON

TONY DIMMOCK

MAP BUSINESS LINK

PARK SUITE

BUSINESS LOUNGE

[SEMINARS]

HARVARD SUITE

YALE SUITE

[WORSHOPS]

[WORSHOPS]

TO WORKSHOP ROOMS

UP TO PARK SUITE

DOWN TO SPORTS BAR

ALDENHAM SUITE [NETWORKING]

BALLROOM MAIN EXHIBITION HALL FOYER & REGISTRATION

RESTAURANT NETWORKING ZONE SOCIAL MEDIA CAFE & REFRESHMENTS FineBack Herts Bus Ad6

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KEYNOTE Page 1

SAY GOODBYE TO BACK PROBLEMS ERGONOMIC OFFICE SEATING

Multiple chairs for the larger office Single chairs for home office use From Boardroom style to Budget need Chairs specially designed for those with back pain or posture related problems

Call us whatever your requirements – office, meeting room, industrial, reception furniture.

We are locally based for prompt service and have loan chairs available to try before you buy.

FineBack Furniture Limited

7-9 Haseldine Road, London Colney St. Albans Herts AL2 1RR Tel: 01727 827744 Just one mile from Jct 22 of the M25 (Savacentre Jct)

www.fineback.co.uk

TENNIS TOURETTE’S

AND THE AWESOME POWER OF NEGATIVE THINKING...

After another hectic business week, my work was done. It was Sunday and I settled in for a lazy morning at home to watch the of 2011 Men’s finals of the Australian Open in Melbourne.

Did you catch it? Tennis fan or not - see if this rings any alarm bells for you in your business...

Instead of a spectacular performance, we saw Andy Murray make a spectacle of himself as we were subjected to relentless slow motion TV replays of Tennis Tourette’s and self-destruction.

Along with millions of viewers I witnessed an outstanding display of tennis from the Serbian Novak Djokovic as he cruised purposefully and almost effortlessly to victory against the British No.1 Andy Murray (or the Scottish No.1 as many seem to be referring to him now that he’s failed to win a single set from the three Grand Slam finals).

There is no doubting Murray’s physical fitness or his technical ability - the problem with Andy Murray appears to be in his mental game. In any sport you have to get the balance right between form, fitness and your mindset.

The same is true in business and very true in sales. I know many business people who are technically adept, masters of their craft. Yet at the critical moment or on critical tasks their mindset and their beliefs let them down.

Murray blinked, held his head in his hands and tugged at his shirt. In outbursts of full blown Tennis Tourette’s he yelled profanities at his mother and coach, even swore at the seagulls overhead and whatever conversation he was having inside his head would have been a dark, debilitating waste of mental energy.

But I can’t help feeling his anger and frustration were all misdirected; it was not his mum, his team or the seagulls who were losing the match; it was him... and in his head.

SALES COLUMN

Djokovic ignored it all. He stayed focused and he stayed positive. He served with incredible power, consistency and blasted several aces past his somewhat statuesque opponent.

Taking nothing from Djokovic - he was on brilliant form...all round.

In sport as in business, confidence is a massive factor and it’s often what separates the winners from the losers, we need to be mentally fit to win.

Perhaps Murray needs a coach capable of providing the combination of technical discipline and encouragement necessary to focus his mind as well as his racket and save him from his lack of self belief that was once again his greatest opponent.

In business, if your sales figures just aren’t where you want them, if you start losing clients, if your profits are down, do you know what to do and how to remedy things? Who’s there for you to help focus your mind and your efforts? Do you have a coach that helps you... or do you just go it alone as best you can?

With confidence... comes greater confidence. If you start winning games you go on court with more belief and the more you win, the more you begin to feel like you can’t lose. The same is true in business.

Have you noticed that good players are almost equal in their physical and technical abilities? Yet only a few of them are winners.

The same is true in business. One of the all time tennis greats, Pete Sampras used to say: “You need the game, you need the heart, and you need the mind.”

As the TV’s post match analysis began, the commentators agreed that Murray needed more coaching - “Yes, but in his head”... they all agreed.

Then Sue Barker, the lead commentator said something that truly resonated with me, “Well he’s his own man... he’ll just keep doing it his own way”... maybe that’s where the problem is?

If you keep doing the same things over and over and just hope for a different result that’s the definition of insanity for me. Can you imagine watching a sad movie over and over again just hoping for a happier ending next time? It’s not going to happen. For things to change you need to do things differently.

There’s a poem in my book - it’s about mindset and it ends like this; “Life’s battles don’t always go to the stronger or faster man, but sooner or later the man who wins is the man who thinks he can!”

If you want to improve your tennis – get a tennis coach… If you want to get your head around how to win more sales and make more profits – contact me.

Telephone: 0845 053 4937 or email: steve@eurekasales.co.uk or download my free top 10 marketing strategies at www.eurekasales.co.uk.

Steve Clarke, CDML One of the country’s leading grassroots sales and marketing experts. He offers practical sales and marketing strategies that deliver champagne results on a beer budget. Author of “How to Thrive Not Just Survive”, Entrepreneur, Columnist, Motivational Speaker... doer. Visit Steve at: www.eurekasales.co.uk, www.twitter.com/uksalesmentor or www.facebook.com/salesmentor

BUDGET 2011: THE POWER TO SAVE THE ECONOMY? As the date of the budget for 2011 draws nearer, many are beginning to worry what will be unveiled and how it is going to affect us and our businesses. With the economy reported to be in reverse, jobs in turmoil and further spending cuts on the horizon, it is no wonder that people are skeptical about any recovery happening soon.

The date is now set at Wednesday 23 March 2011 and many are expecting certain areas to come under fire, including the welfare state and the NHS. The Spending Review at the end of last year has already spelt out plans to cut the welfare bill by £11 billion by 2015 and further cuts to education spending by enforcing pay reductions by up to 5 per cent.

It seems that the only hope is to settle in, as this will be a budget for growth and it looks as though this is for the long term.

The controversy of taxes are sure to be included. London Mayor Boris Johnson drew attention to the crippling burden of taxation now faced by our people. It suffocates enterprise and drives away business; it also has the power to put people out of work and instead put a strain on the benefits bill as people struggle to look for work.

We need an early increase in tax allowances to take the lowest paid out of tax altogether and to reduce the burden on those with low wages. We also need a lower rate of corporation tax to encourage more people to set up businesses.

We can’t ignore those parts of the country that are more reliant on the state than others, but encouraging lower corporation tax could help these areas too. This could allow more enterprise zones and new business which in turn will give way to new jobs.

The NHS has also been under constant pressure to ‘slim down’. This has been across the board from making staff cuts all the way down to bed shortages. The NHS is under constant fire but we should be looking at ways to improve this.

This Budget is an opportunity not just for Britain, but for George Osborne; for if Mr Balls is not put back in his box, George may not get to present that many more Budgets.

EDUCATION IN CRISIS

EMAs were introduced UK-wide in 2004 as part of a government scheme to encourage students of school leaving age to stay on in education. 650,000* students are expecting to receive the grant this year, which entitles them to payments of up to £30 a week.

Many students have found these payments useful, as they help towards the cost of travel, books and other equipment as well as towards any fees that may be required towards the cost of the course. Other students have also said that they would keep the payments as extra help towards the heavy cost of university fees. These are about to be scrapped under new government legislation, after it was thought that the EMA was just a ‘dead weight’ of expense.

According to the government, who plans to scrap the EMA this year, the grant is expensive and wasteful, costing over £560m a year with administration costs amounting to £36m. At a time when ministers are trying to reduce the national deficit, George Osborne called the incentive a ‘90 per cent deadweight cost.’

Opponents of the decision to scrap the EMA say the allowance has worked to keep young people in education and scrapping it could mean that it will deny a lot of young people the opportunity to continue with their education.

Research by the Institute for Fiscal Studies (IFS) says the scheme has raised participation as well as boosting grades. Even if the claim of 90 per cent ‘deadweight’ cost is accurate, it is counterbalanced by getting young people into training and narrows unemployment gaps.

Shadow Education Secretary Andy Burnham says the scrapping of the EMAs alongside the tuition fee hikes is a double betrayal of young people and will close down chances for the most disadvantaged.

BUDGET 2011

Part of growing up is the feeling that the world is at your feet. But almost a million young people between 16 and 24 are out of work. Not only this but the rise in tuition fees and the abolishing of the Education Maintenance Allowance, or EMA, means that the hope of going to University is fading fast.

PROFILE OF AN EXECUTIVE GRAHAM LANE

GRAHAM LANE IS THE FOUNDER AND MANAGING DIRECTOR OF CHEEKY MUNKEY, A ST ALBANS BASED IT SUPPORT COMPANY. GRAHAM IS ALSO PRESIDENT OF ST ALBANS AND DISTRICT CHAMBER OF COMMERCE YOU ARE CURRENTLY THE PRESIDENT OF ST. ALBANS AND DISTRICT CHAMBER OF COMMERCE AND VERY MUCH INVOLVED IN OTHER LOCAL COMMUNITY COMMITTEES. HOW DID THIS INVOLVEMENT COME ABOUT?

I have a real passion for supporting the local community and like to do as much as I can to make a difference. Because of this, I was asked to become a trustee of a local charity and then a Director of the St. Albans Chamber of Commerce. From there I was asked to get involved with other organisations.

I became a Director of the Chamber around 4 years ago and held the post of VicePresident for a year before accepting my current position of President. I am also the Vice Chairman for the Local Strategic Partnership; Chairman for the Economic Sustainability Partnership; Chairman for Business Against Crime Resolution Partnership and a Trustee for Druglink (a local charity). As a result of these positions I also sit on several other committees by invitation. Most recently I have become a governor of Oaklands College.

WHAT DRIVES YOU DAILY IN BUSINESS?

I look forward to getting up for work every day. I always try and do my job to the best of my ability for both my clients and colleagues.

I like to think that I am a positive person and try to be proactive and a confident communicator, I enjoy encouraging and developing people to achieve company and personal objectives. I also strive to work closely with my colleagues and associates in facing our shared challenges.

WHAT MADE YOU START UP YOUR OWN COMPANY AND WHAT INSPIRED YOU TO NAME IT CHEEKY MUNKEY?

Cheeky Munkey? I felt that I needed to do something different and more rewarding and liked the idea of an IT company that communicated with its customers without the normal IT jargon that was prevalent at the time. The naming of the company came to fruition from a competition organised through the local Business Link. This was in November 1999 just before Y2K when everyone was convinced that computers were all going to die at the stroke of midnight 1 January 2000. The name Cheeky Munkey was adopted as a light hearted statement in this gloom and doom climate.

WHY CHOOSE CHEEKY MUNKEY?

Our clients choose to work with us simply because we do what we say we are going to do. We are proud of our services and go the extra mile to ensure our customers are happy and confident in what we provide. Of course there are the inevitable issues on occasions, but we pride ourselves in dealing with them at the earliest opportunity.

WHAT IS YOUR SECRET TO YOUR COMPANY’S SUCCESS IN THE CURRENT ECONOMICAL CLIMATE?

The most significant challenge the company faces is keeping pace with technology. Our investment in and implementation of new management tools, systems and methodologies in 2009 has given us the ability and confidence for continued growth and scalability.

These tools have enabled us to re-structure the company throughout and will provide us with more controlled processes and procedures in our operations, sales and administration functions.

Over the last year we have been developing and adapting these processes and procedures and we have now started to see their effectiveness throughout the company and feel confident in the success of the changes we have adopted.

IS THERE ANYONE THAT INSPIRES YOU?

This might sound a little unusual but I am inspired by my daughter Larissa. I would like her to be proud of me when she is old enough to understand what I have achieved. She is only three at the moment so I have a few years to get it right!

EXECUTIVE PROFILE

For more information please contact Graham Lane on 0845 456 0525 www.cheekymunkey.co.uk

TOP FIVE GADGETS

This month The HBI have been on the hunt for some of the best gadgets on the market at the moment. We have also heard about the thousands of electronics and gadgets presented at the Consumer Electronics Association Show in January. Here we have picked out the top five latest and greatest in new technology.

FROM THE CONSUMER ELECTRONICS ASSOCIATION SHOW 2010

PROJECT NATAL

Microsoft’s Project Natal is the vision of gaming that’s danced through people’s heads for decades. No buttons and no joysticks–your body is the control system. The technology works with the Xbox 360 and uses two cameras to detect movement: RGB is used for face recognition and display video, and infrared is used for tracking movement and depth.

This software breaks the human body into 48 points tracked in real time and can sense your whole body in Z space, or depth. The internal processing system handles an unspecified amount of the heavy lifting behind the clever image and speech recognition. This is the future, and we want one.

HP SLATE

HP Notebook Slate was also revealed by Microsoft. This little gadget is capable of multi-touch technology and runs through Windows 7.

There have been mixed reviews. The 6” by 9” slate won’t touch the iPad in the consumer market but it’s quite a different device so HP is positioning towards business users.

Operationally, the Slate has a lot of things going for it. It runs Windows just like a PC, and you can use any browser you like (Firefox and IE fans, rejoice!) It has all those important business features, two cameras, the Webcam port and there’s the little matter of Adobe Flash. Yes, it runs on Windows, and thus it will run on the Slate.

With an HP Slate, you do get more horsepower than an iPad (1.86GHz Intel Atom Z540 processor, 2GB RAM) and more storage (64GB NAND flash), but there seems to be no UK availability. You have to order it from HP’s US site.

SAMSUNG TRANSPARENT OLED LAPTOP

All hail Samsung. They have designed the first ever transparent laptop and it’s amazing.

Unlike LCD monitors, the technology allows you to focus at the screen from any direction and the 14 inch transparent screen allows you to keep an eye on what is going on behind the computer itself.

Developed in Korea, it’s an elegant and unique design. The OLED technology is a much clearer way to get a better look at things. Fast and sleek, the cyber world will get shakes soon by this incredible invention.

LBO LIGHT TOUCH

Light Blue Optic (LBO) Company has introduced their laser based gadget. It carries a Pico Projector along with an infrared sensor that transforms the projected image into a virtual 10” touch screen. The user can control the projector and interact with multimedia content and apps by simply touching the image.

It comes with Bluetooth and Wi-Fi connectivity and runs Adobe Flash Lite 3.1. With the Micro SD card slot, it can support up to 32GB.

LG is a little cheeky to call the eXpo a projector phone, as you need to clip on a small add-on to get the Pico tech on the mobile.

However, when this little piece is switched on, all is forgiven. The screen blasts out a 14-inch, bright picture quality which is impressive to look at and the touch screen is very responsive.

As for the phone itself, it’s a pretty powerful and speedy piece of kit.

Boasting a 1GHz Snapdragon processor and Windows Mobile 6.5, there’s Smart Sensor fingerprint recognition inside which negates the need for passwords. There’s all the functionality of WinMo at hand – including email, calendar and Microsoft Office Mobile. LG just need to get the projection tech into the phone.

TECHNOLOGY

LG EXPO PROJECTOR

WHY MOST BUSINESSES DON’T WIN ENOUGH REFERRALS Complacency and assumption are two of the biggest challenges to any successful referrals strategy. We become complacent that our happy clients will refer us, as will the people in our referral networks. We assume that those people who are closest to us understand what we do and are able to recognise opportunities.

VERY OFTEN NEITHER ARE THE CASE. Few businesses enjoy the benefit of the majority of their customers referring them on a regular basis. We are far more likely to share bad news than good and are unlikely to go the extra mile to refer suppliers unless we have received extraordinary service, even when we are asked.

It is also too easy to assume that the people around us understand our business as well as we do. Clients may only experience one of the range of services we offer, while friends, family and even colleagues often only know the job title or general area of work. If you want people to refer you, they need to understand much more than that.

I ran an exercise recently with a group with whom I have been working for a few months. The group consists of people from two firms and they have been meeting together on a regular basis. I asked everyone to take a couple of minutes to write down what the other people in the group do, who they do it for and who they would most want to meet.

Where people had been working together with their opposite number every month they had a good understanding of that person’s business, portfolio and their needs. Unsurprisingly, where they hadn’t been working directly with someone from the other firm, they really struggled to describe their responsibilities.

Those results were quite predictable. What was very interesting was to see how well each of the attendees coped when asked to describe what their colleagues, from different parts of their own firm, did and who they needed to meet. A lot of the group struggled even with this task.

This wasn’t unique. Very often we assume that the people we work alongside day to day understand what we do and are looking out for opportunities for us. This isn’t the case for many companies. So much effort is spent looking for referrals and introductions from clients and intermediaries, while ignoring the most obvious sources of such support, people working for the same firm.

Guard against complacency and don’t expect people around you to refer you without some effort on your part. Spend time building relationships and winning their trust. Once they want to refer you don’t assume that they know who to introduce you to and how to make the introduction, take time to help them understand who needs your help, how you can help them and how they can best put you in touch.

A successful referrals strategy requires you to be proactive and make things happen. Complacency and assumption are the product of sitting back and waiting.

NETWORKING EVENTS IN MARCH BRX : 7.30-9am

Watford - Every Friday, Southern Cross Hotel St Albans – Every Thursday, County Constitutional Letchworth – Every Thursday, The Art Place www.brxnet.co.uk

NETWORKING

The Business Club 6:00 pm

Watford - 7th March & 22nd March, Ramada Jarvis Watford Harpenden - 15th March & 30th March, Harpenden House Hotel www.the-businessclub.org

40

The Hertfordshire Business Expo : 08:00 - 17:00 Thursday 10th March 2010 Ramada Jarvis, Watford

Viva

12-2pm Watford – 3 March, Indoor Bowls Club Berkhamstead – 25 March, Pizza et Pizza 7.30-9.30am Hemel Hempstead – 8 March, Ramada Jarvis Hotel www.viva-networking.co.uk

4Networking: 8-10am

Elstree – 8 & 22 March, Corus Hotel Hatfield – 16 & 30 March, Ramada Hatfield Hotel Hemel Hempstead – 11 & 25 March, Ramada Jarvis Hotel St Albans – 3, 17 & 31 March, Verulam Golf Club Ware – 8 & 22 March, The Roebuck Hotel Watford – 10 & 24 March, Ramada Watford Welwyn Garden City – 4 & 18 March, Homestead Court Hotel Stevenage – 9 & 23 March, Knebworth Golf Club www.4networking.biz

HONDA LAUNCHES LOWEST COST HYBRID “The old Jazz was excellent. This is even better.

Challenges the Fiesta for sexiness too (or is that just us?)”

Jeremy Clarkson The smallest and cheapest design from their new hybrid range, this car will be launched in the UK in early March and priced at £15,995.

The Jazz already has a loyal customer base in the UK, thanks to its huge versatility, space and reliability. The model consistently scores highly in ownership surveys, as it seems to be impervious to mechanical problems. Its near-100 pc reliability score in the Driver Power surveys underlines this.

SO WILL WE FALL FOR HONDA’S CHARMS ALL OVER AGAIN? First off, there’s plenty of space in the new model. The engine’s very quiet so you can cruise about in relative comfort.

It’s also good to drive. The slow-geared steering is accurate and the engineering is tight. You can hustle the engine within certain limits. The chassis has been toned down and re-jigged for a defined, less edgy feel. The clutch is well-weighted and the fivespeed gearbox is so slick, you can do it with two fingers.

It is a clever little gem too. Practicality is where this car comes top of the class. The petrol tank is up under the front seats, so the rear is a master of packaging. Pull a single lever and you can play around with the rear seating to your heart’s content. You can lift the base up, cinema-style for extra space accessed via the rear doors. The boot itself is a huge 353 litres, bigger than a Vauxhall Astra.

Even though there’s no diesel option to its range (good news for the climate-conscious), with choice limited to 1.2 and 1.4-litre petrol engines, the Jazz is expected to account for around 30,000 in sales this year.

“We could get down to under 100g/km but there would be compromises along the way.”

However, fuel economy is excellent, with the 1.4-litre approaching and the 1.2-litre exceeding 50mpg, and service intervals are 12,500 miles.

The Honda Jazz certainly isn’t the cheapest super-mini available but the car holds its value well, offsetting the high initial purchase price when you come to sell it.

Servicing is more expensive than other mainstream brands, although Honda is currently offering some models with free servicing for the first three years of ownership. Either of the petrol engines returns good economy, with over 50mpg possible, and they won’t cost you much in Road Tax, thanks to relatively low emissions.

But if you put space and versatility ahead of styling and driving pleasure, the Honda Jazz is in a different league to its super-mini rivals. From the outside, its neat lines and boxy profile owe more to a small MPV than a compact hatchback, but the rewards are obvious on the inside.

DRIVE

IT ALL SOUNDS TOO GOOD TO BE TRUE. ARE THERE ANY DOWNSIDES TO THE NEW JAZZ? Some might say the suspension isn’t particularly well suited to poor road surfaces and knocks and bumps are transmitted through to the Jazz’s interior. This does reduce the comfort of the Jazz around town. The situation improves with speed but so does wind noise, which can become tiring on a long motorway drive.

Honda admits the new Jazz is not as green as its rivals.

Even with a new continuously variable transmission, hybrid powertrain and stop-start system, the Jazz has CO2 emissions of 104g/km, well above the Auris Hybrid at 89g/km and higher even than regular petrol models such as the Ford Fiesta with 99g/km.

Product PR manager Steve Kirk explained: “The Jazz is a global car. It has not been specifically engineered for the UK or to meet the London Congestion Charge.”

WINE TASTING IN ST ALBANS

BY CHILLISAUCE A tasting session is an intoxicating experience. If you spend ages staring blankly at wine labels at the supermarket, or are clueless when it comes to champagne, a tasting night is the ideal place to learn about the nuances of alcoholic drinks, and sample a few whilst you’re at it! Choose from wine, beer, whisky or champagne tasting evenings.

Chillisauce tasting sessions are always conducted by an experienced connoisseur. You’ll sample of number of different drinks over the course of the session which you will have to swish around on your pallet to take in all of the delicate flavours.

The expert will talk you all through what to look for in a drink and importantly how to distinguish a top drop from total dross!

By the end of the night you should have acquired enough knowledge about your chosen beverage to choose your next bottle of champagne or whiskey with confidence - always a great way of impressing friends and clients alike when the drinks waiter arrives at your table.

If all that drinking makes you hungry food can be organised for your event, from canapés to a full sit down meal.

Overview:

Stimulate your taste buds with an interactive wine tasting event, it’s the perfect way to entertain clients and reward teams.

This event has been designed with everyone in mind, where guests are educated about wines through entertainment.

So whether you’re a seasoned wine drinker with a cellar full of priceless vintages, or you couldn’t tell the difference between a 1978 Red Burgundy and a bottle of Yellow-tail, this enjoyable and interactive event is suitable for all palates - and with wine as the focal point, you’re guaranteed a good time!

Format:

Throughout the event guests taste eight different wines with a range of tailored games and activities from the traditional to the outlandish.

Activities:

Below is a selection of sample challenges:

Blind tasting

After learning how to work out where a wine is from, you’ll need to put your new knowledge to the test.

Smell tonight

Try and guess the wine aromas

Fastest corkscrew in the office

Race against each other opening bottles of wine.

Competitive cocktail making

Guests are given 1 minute to make a cocktail from the ingredients provided. No instructions, with the result being judged by the expert.

Quick fire quiz

A fun quotes and questions quiz - some suited to the wine buffs in the team, while others give those who watch the Simpsons an edge!

Pop and pour Pour five glasses of wine in one minute without stopping and without spilling. Results arejudged.

Are you a supertaster?

Find out your genetic preferences for food and wine in this fun game.

Themes:

Below is a list of the wine tasting themes offered, ideal, if you’ve organised a wine tasting event with Chillisauce before or you’re looking for something a little different:

AFTER HOURS

• • • • • • • • • • •

Introduction to Wine New World Wines Champagne versus Sparkling Wines Old World versus New World Food and Wine Matching Chocolate and Wine Spanish Wines Italian Wines New Zealand Wines FOR MORE English Wines Wines from America INFORMATION

Included: • • • • •

Wine Experts Full Event Management Eight Different Wines Activities and equipment Public liability insurance

Duration: 2 hours

AND TO BOOK YOUR EVENT PLEASE VISIT

www.chillisauce.co.uk

OR CALL

020 7851 1257

Is your documentation in perfect shape?

Polypropylene and PVC products.

Paper over board and other materials.

Retail & display packaging.

Ring binders.

Sales presenters.

Conference folders.

Point of sale items.

Boxes and cases.

Clear pockets.

Tab dividers.

Complete fulfilment.

Bespoke and tailored designs.

Life is packed with conferences and events, so you’ll want yours to be special.

You’ll also want creative solutions to contain and present your material.

We’ll design, shape and produce those solutions, and fill them for you too.

Brief us and find out how. It may cost less than you think.

Come and see us and our initial designs will be FREE!

T 01442 200 613 E martin@phillipsplastics.co.uk W www.phillipsplastics.co.uk Phillips Plastics Ltd, Northbridge Road, Berkhamsted, Hertfordshire HP4 1EH

COMMITMENT

A premium service to our clients has and always will be our commitment which we believe is never compromised

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0845 603 1585 "Flexible approach and the commitment to provide service of the highest possible level" Client feedback

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