New Forest Business Magazine - October 2007

ISSUE 1 Autumn 2007

the NEW FOREST BUSINESS PARTNERSHIP

connexions For the New Forest Business Partnership

New Forest Business: The Next Step The Awards Launch Issue

HOW TO BE BRILLIANT 11 IN BUSINESS

PICKING UP PRIZES – THE 15 BUSINESS AWARDS

THE FUTURE 23 OF RAF HYTHE

Welcome to ‘The Magazine’ WELCOME BUSINESS PARTNERSHIP

It gives me great pleasure to welcome you to the new format of the New Forest Business Partnership’s magazine Business Connexions. This replaces the newsletter which has been provided quarterly to businesses in the District over the past 5 years. The interest and potential now exists to expand this publication to one which can more fully cover a wider range of items of interest to the local business community, and which marks another milestone in the development of the Partnership. hen the New Forest Business Partnership was established in 2002, there was an acknowledgement that while individual towns and locations in the District were represented by various Chambers of Trade and Commerce, there was no overall single voice to represent the views of the business community. At the same time, NFDC acknowledged that it needed better channels of communication with business, and that an unnecessarily large gap existed both in terms of policy consultation and in delivering some of its regulatory services. I feel that we are now successfully helping to fill this gap and increasing the level of understanding between public and private sectors. While New Forest District is now home to more jobs than ever before, there remain a range of issues from local incomes and prosperity to the way in which people the Council and others respond to individual company operations and expansions.

Thanks largely to efforts of the Board and previous chairmen, I feel that we are now increasingly successful in filling this gap both in terms of information and policy development. We now have an annual programme of business support and networking activities which provide a great opportunity for you to meet fellow businesses – who may well become customers. Our next event is the Brilliance in Business advice seminars which we are holding at Brockenhurst College on 24th October (see page 20).

On the policy front, during the last twelve months we have held a successful transport conference, made inputs to the work of the Local Strategic Partnership responded to Air Quality Management Proposals, and supported efforts to reduce business crime. We will shortly be making our response to the initial Local Development Framework proposals after they are published this autumn, and will be organising an opportunity for business to question policy makers on this in early November.

Last year, for the first time, we launched the New Forest Brilliance in Business Awards with five categories of opportunity for local businesses and supported by a range of both public and private sponsors. This year we will be running with six categories, and we hope to exceed the enthusiastic response which we had last year. The awards themselves will be made at an event to be held at the Beaulieu Hotel on November 27th which will be open to all members of the Partnership (see page ••).

The government has recently expressed concern as to the way in which councils relate to business, and the extent to which achieving prosperity is reflected in their council policies. I am sure that this will in turn strengthen the role of the Partnership, and the increasingly active role it can play in local affairs.

Meanwhile I hope that you enjoy the new format magazine, find it of benefit to your business, and recommend membership of the New Forest Business Partnership to your friend and associates.

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BARRY OLORENSHAW

31 Editor: Neil Hopkins editor@camcentral.co.uk

Produced in September 2007 on behalf of:

Sales Team: Vicki Fairman and Michael Pisko 0870 1900 220 Publisher: Steve Cusack, Cam Publishing 0870 1900 220 Design: Grapevine 01903 531531

3 THE MAGAZINE

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ABOUT

the

THE PARTNERSHIP

New Forest

Business Partnership

HERE TO HELP YOU! Whether you’re a small, one-person business or a giant multinational enterprise, the New Forest Business Partnership is here to help you grow and improve your business. It’s completely free to join – and all that you need to do is go to www.nfbp.org.uk and register your company details!

he Partnership was established in 2002 and is overseen by a Partnership Board which arranges regular meetings, training events, the Brilliance in Business Awards – all run for free for your benefit! Now in its fifth year, the Partnership has developed strong formal and informal links with the local authority, training bodies and decision makers at all levels, communicating their actions to you and giving you a voice to talk directly to them.

This is one of the most important functions of the Partnership and through the regular meetings, Business Connexions and the Partnership’s website (www.nfbp.org.uk), you can keep up to date with any changes in public policy, training opportunities, business support organisations and many other things to help you grow your business. The Partnership also acts as an information conduit between you and the Council – if you are facing a particular issue in any area of your business, then the Partnership Board can take this to the Council and help you to resolve it.

This is particularly relevant in the case

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of planning decisions and the District Council’s Economic Growth strategies.

Of course, everyone who lives and works in the Forest wants to have an input on these vital issues, but through the Business Partnership, you know that your voice and opinion will be heard above the rest.

The Partnership also works to create a positive, unified view of the local economic environment, thus encouraging sustainable and appropriate inward investment interest. Thanks to the strength of the local economy, the Partnership can also make a case to various funding bodies for funding to realise local development projects which benefit the district as a whole.

If you aren’t already a part of the growing force that is the New Forest Business Partnership, register your company today at www.nfbp.org.uk.

The Partnership’s website holds a wealth of information about the local area and is the first place that many businesses go to when looking for information.

This is your Partnership for your business in your local area – take full advantage of it!

BY NEIL HOPKINS

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PROFILE COUNCIL

Council’s

LICENSING DEPARTMENT

Welcome to the Licensing Services team. Based at Appletree Court, Lyndhurst we receive and process a variety of applications for licences in the district. Sectors covered include pubs and the hospitality industry, taxi and private hire businesses, gambling to pleasure boat and boatmen amongst others. In this regular column we will bring you topical licensing news and developments that will be of interest to you and your businesses.

s Christmas is fast approaching, you may be considering organising special events for your customers to celebrate this festive time of year. It seems timely, therefore, to remind you that a Temporary Event Notice can be a simple way of licensing that one off event or to extend your current licensing hours. A copy of the application form can be downloaded from the Council web site www.newforest.gov.uk or be obtained from our offices at Lyndhurst. It is a mandatory requirement that we receive a minimum of ten working days notice, along with the fee of £21. We require the original and a copy of the notification. The police must also be served with a copy of the notice at the same time. Notes are attached to the application forms to help guide you with its completion. These notes also contain the addresses to which the notices should be sent.

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Temporary Event Notices can be a useful way to ‘test the water’ should you be thinking of trying a new event.

Each premise can apply for 12 events totalling no more than 15 days in any one calendar year. A non Personal Licence holder can only apply for 5 events, although a Personal Licence holder can apply for up to 50 in any one calendar year

We can be contacted on 023 80285505, alternatively licensing@nfdc.gov.uk

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THE MAGAZINE 6

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BUSINESS PARTNERSHIP

As a new face

on the board

ob says “What I really like about the Business Partnership is the way it brings together large and small businesses, trade associations and local colleges with New Forest District Council to talk about things that matter to businesses in the New Forest. In the Forest there are so many different agendas for the business

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community, conservationists, visitors and residents, and not many places where businesses get a chance to talk directly to each other or to NFDC about some of the issues. This is particularly true for the small businesses who belong to the Federation of Small Businesses as individually they may not have a great deal of influence, or time to spare for networking and lobbying. The FSB has over 700 members in the New Forest and one of the cornerstones of FSB national policy is to lobby on behalf of small businesses at all levels of Government. Participation in NFBP is definitely part of that.”

Rob's own business, Northerwood Systems, provides a range of services to local businesses, particularly website design and optimisation, and he says he aims to make the internet work for any size company by talking about what it can do in terms of business generation rather than baffling them with

NEWS

One of the recent new members on the board of NFBP is Rob Dewing of Northerwood Systems, representing the Federation of Small Businesses.

Actually, Rob is not so new to the Board as he has stood in quite a few times for his predecessor Paul French, so when Paul stood down recently from his post as Chair of the New Forest FSB branch, Rob as FSB Vice Chair was ready to step in as his successor.

technospeak.

Based in Lyndhurst, Rob has lived with his partner in the Forest for just over three years and prior to that was an enthusiastic visitor for fifteen years from his previous home in Southampton. When he is not at the keyboard he can be found walking or cycling the forest tracks, and has been known to turn up at NFBP meetings by cycle, especially now that there is a brand new cycleway between his home and the venue for Board meetings at the New Forest Enterprise Centre.

The Councillor working for you Councillor Maureen Holding has recently taken on the Cabinet responsibilities for Employment in the New Forest which covers the Business Partnership and Tourism in addition to Health and Wellbeing which has been in her Portfolio for the last seven years. She is also Chairman of NFDC’s Industrial Relations Committee. We catch up with her and learn more about the lady behind the Portfolio. ouncillor Holding has been actively involved in the New Forest political sphere for almost 14 years. She has been a New Forest District councillor for the past eight and a half years, serving the Council in a number of capacities at Appletree Court including Planning, Housing, the Environment and Appeals.

She also sits on a number of outside bodies including Age Concern, South East Employers Executive, Local Government Association and South East England Regional Assembly. She works hard for local people, is interested in their concerns and tries to help where

C

possible. Previously, she worked as a Business Studies teacher for almost 20 years. Cllr Holding has a varied background which allows her to talk with authority on a wide range of topics – and if she doesn't know the answer to any particular question she probably knows somebody who will!

There's a very fine balance that Cllr Holding sees in the New Forest and one that she feels must be tightly maintained.

“The Forest is different things to different people. People have many different stakes in the Forest as private individuals, businesses or visitors. Somehow all of these needs must be met without disturbing the delicate balance that the Forest maintains between the requirements of modern society and ecology. I'm keen to make sure that this balance is kept to avoid spoiling our beautiful surroundings or putting too much development pressure on the area.

I'm all for good development that works for people and enhances the area but absolutely against unsympathetic development which spoils and detracts from the uniqueness of the Forest and gives no added value to anyone.

“One of the biggest bug-bears people running small businesses have is the

amount of red tape that businesses have to work through. Small businesses, especially those setting up, should have all the help and support they need. My prime focus is to listen to the concerns of businesses in the New Forest and along with our excellent NFDC officers, to take on board their needs and work with them to find productive, proactive solutions to any difficulties that they might be facing.

“This is a great area to live in. There are some wonderful people and I'm determined to do my best to contribute to businesses in the area through NFDC in every way that I can.”

If you'd like to talk any concerns through with Councillor Holding or raise any questions she can be contacted by telephone on 01590 622780 or via e-mail: maureen.holding@nfdc.gov.uk

7 THE MAGAZINE

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Community First, New Forest is looking to appoint two new Trustees to join our Board of Trustees. s a Council for Voluntary Service we serve the whole of the New Forest district and aim to support and promote the development of an effective voluntary and community sector across the district, maintaining links across the statutory, voluntary and community sectors, encouraging representation and participating in strategic partnerships.

Community First, New Forest is fortunate to have a committed Board of Trustees that has been key to ensuring the charity is well run, solvent and delivering our charitable outcomes. We wish to strengthen the current Board and are looking for people who have an interest and understanding of the voluntary and community sector. We are looking to appoint 2 new Trustees.

To support new Trustees in their role we provide a comprehensive induction process. For new and existing Trustees we firmly believe in ongoing support. This is achieved through our bi-monthly Board meetings, regular briefings, Board away days, conferences and other related training. In addition to this we are members of the Hampshire Chairs Forum. Out of pocket expenses will be paid.

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9 THE MAGAZINE

JOIN US

APPOINTMENT OF TRUSTEES

MAKE A DIFFERENCE

Could you make a difference?

TRAINING LEARNING

Learning business TO FIT YOUR

BY CHRIS HERBERT

There is an old adage that the only certainty in business is change itself. This is certainly true of the world of Further and Higher Education with changes at government level prompting a big shift in the delivery of learning in this country.

To illustrate our current position it may be helpful to address a few perceptions and realities concerning Further Education:

“Colleges are for 16 year olds to get their A levels” This is true to a point. Local colleges have excellent achievements for ‘A’ and ‘AS’ level qualifications. However, adult and employer programmes actually produce greater financial returns year on year. Learning programmes for 16-19 and the wider ‘Skills’ agenda, equip learners of all ages with the skills, knowledge and behaviours needed for today’s competitive world.

“College staff don’t understand business” Totton College is a multimillion pounds business. We are a large employer in Totton with staff that have worked in private enterprise, and run their own businesses.

Colleges have had to become more business-like in an increasingly competitive market place, subject to external assessment against employer led quality standards.

“Colleges don’t reflect employer needs” Colleges are directed at strategic level by a governing body. The majority of governors come from industry. We have employer forums that represent views of occupational areas and influence the range of products we offer. Employer forums are not exclusive clubs and colleges would welcome any expression of interest to become one of our critical friends.

Chris is Head of Business Development at Totton College and can be contacted on 023 80 427372 or by email at cherbert@totton.ac.uk

THE MAGAZINE 10

hether your business is well established or considering starting up, a sole trader or a significant employer there’ll be something of interest at this event. The 8 seminars are spread throughout the afternoon meaning you can ‘pick and choose’ those most appropriate to you.

You’ll be able to attend up to 4 seminars throughout the afternoon.

In addition to the seminars, speakers will be available to answer your individual queries in the exhibition area. The exhibitors will be available right the way through the afternoon so if you’re not able to attend one of the seminars, you can still have your individual questions answered.

The event, to be held at Brockenhurst College, will feature a buffet at 6pm allowing you to network with other like minded businesses and discuss further your individual queries with the team of expert speakers.

This event is free to all businesses located within the New Forest area; simply pre-register for those seminars you wish to attend. Demand is likely to be high for these sessions, so please book to avoid disappointment. Priority will be given to those who have pre-registered.

For further details of each of the afternoon’s seminars please see below.

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Marketing without a budget Regardless of the size of your company and your marketing budget, getting yourself known and creating sales is vital. In this seminar you will learn ways in which you can focus your marketing (online or offline) to achieve supreme results with little or no budget.

Finding a grant for your business Every year millions of pounds worth of business grant funds go unclaimed in the UK. This is money which may be used to grow your business. In this seminar you’ll learn how to identify funds which may be available to your business and subsequently how you can be successful in bidding for this money.

How to close a sale Your marketing has generated enquiries but how confident are you that you can close enough sales? Would you like to close more sales? 'Closing the Sale' helps you identify the stages of a sale and the important considerations at each stage.

Employment legislation for small businesses This session is designed to give an understanding of what needs to be in place to satisfy employment legislation when a new employee starts work. It covers the employment contract, terms and conditions of employment, discipline and grievance issues and an overview of company policies required to meet legislation and general good employment practice.

Top tips for starting your business If you are looking to work for yourself, this seminar provides an opportunity to learn the key factors to ensure that you make the right start. Your 5 top tips will cover the vital components to aid the smooth progress of your venture in the early months, and also provide valuable reminders for people in their early years of trading.

Expanding your business You’ve successfully established your business and now wish to take the next step. Expanding your business to incorporate new premises or additional staff and products can be a daunting prospect. In this seminar you’ll learn how to deal with the barriers to growth.

For details of all seminar timings see the back page of Business Connexions.

Bookings for each of the above seminars can be made online at www.nfbp.org.uk

Get paid on time (cash flow & credit management) Cash flow management is one of, if not ‘the’ most important, aspects of running a business. Whilst your business can survive for short periods without sales or profit, without cash it cannot. Learn how to monitor and identify common cash flow problems.

Search Engine optimisation Getting your company to the top of internet search engines is an increasingly important factor in the promotion of your business. Knowing how Google and other search engines prioritise means you can get your business noticed at very little cost. All you need is the knowledge!

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GROWTH

The Brilliance in Business Seminars offer you the opportunity to become more efficient, better informed and more successful. Throughout the afternoon, you’ll have the opportunity to attend a series of workshops delivered by expert speakers on key business topics.

BUSINESS SEMINARS

Brilliance in

ADVICE SALES AND MARKETING

Closing the Sale Successful marketing is a question of identifying your market, developing great products or services to meet the needs of that market, and using great communications so people call you first. o, good marketing has generated an enquiry for your product or service and now the prospect enters the selling cycle.

Successful sales are a question of identifying the stages the prospect will go through and making sure ‘all the doors are shut’ as you guide the prospect toward the close.

Before investing valuable time and money in servicing an enquiry, you should first qualify them! Who is the decision maker? Do they have a budget?

What is their need? Which competitors they are talking to, if any? Does it all make sense? If it does, great, but if it doesn’t, ask yourself: ‘Would I be better off talking to someone else?’

My stepson is a brilliant furniture salesman. Well, actually, it’s not that he’s a brilliant salesman; it’s more that he’s developed the knack of spotting the money. Trust me, he only spends time on people who will buy! It’s a knack anyone can learn.

Who’s involved in making the decision?

Mr Solicitor might like the new computerised accounting system, but not while Mrs Solicitor needs a new car!

Users will want an easy to use system, managers will want lots of information and the finance director will want a return on capital invested.

‘Preventers’ don’t like you or what you’re selling and always say the boss is out. I like ‘Angels’ – they tell you things.

“Oh he’s always telling people he’s Mr Big Decision Maker, but you won’t sell anything unless you go through Switzerland HO!” Once you’re talking to a qualified prospect, find out everything you can about their needs. Only when you fully understand their need should you tell them about your product or service. And match everything you say to their need.

Be clear about your features, advantages and benefits. Remember, people buy benefits! Raw sausages look awful and I’m not interested in the ingredients. But I can’t resist the sizzle!

The sizzle is the difference between what the prospect has got and what he wants. A salesperson’s job is to maximize the difference!

“Ah! Not only does the Focus come

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THE MAGAZINE 12

with sport suspension but it’s got air conditioning too!’ – ‘Gosh, the Vauxhall hasn’t – must be jolly stuffy in weather like this!”

General questions are good when you meet someone and you want to find out about them and what makes them tick.

Opinion seeking questions enable you to find out which side of a fence the prospect sits on before you take the wrong approach. Linux verses Windows, Vista verses XP, diesel versus petrol, cotton versus polyester, carbon fiber verses steel, etc.

Probe questions get the prospect talking freely. They will give you lots of information about where they are coming from and what they want.

Professional buyers like probe questions and the people who ask them. Closed questions tend to come toward the end of the sales cycle and narrow the issues down. “So, if I had a blue one in stock, you’d place the order today?”

As people come to their rising point of interest, why not try a test close. A test close will confirm how ready they are to place an order. It may well reveal an objection and, if it’s an objection you can handle well, don’t solve the objection now, keep it until the real close! There’s nothing like an objection you can handle at the close – sure beats one you can’t handle.

Objections can arise at any time in the sales cycle and prevent the sale moving

to the next stage. Objections can be real, imagined, hidden or just a misunderstanding. Tactfully use probe questions to find the real objection.

Sometimes you can overcome an objection, sometimes you have to balance the objection with the benefits you can offer.

If you get the sales cycle right, try the assumptive close, ‘Just initial this (big) order and I can let you take the laptop today’. ‘Would you prefer delivery on Tuesday or Thursday?’ ‘That’s the suit – how about a nice (expensive) shirt to go with it?’

Remember, customers who spend the most are the easiest to look after and refer the most business to you.

Customers who spend the least are often the most demanding and difficult.

Chris Robinson, Communicating

Communicating look after the marketing and sales for a number of companies and you can visit them at www.communicating.co.uk or call them on 023 8028 2366 or email chris@communicating.co.uk The website is comprehensive and includes lots of hints and tips on marketing as well as many examples of work undertaken for clients.

BUSINESS AWARDS 2007

About the The Brockenhurst College Award for Training and Development

The HSBC Award for Best New Business

For businesses who are leading the way in product development or business practice. This award will look to highlight local companies who have progressed these ideas to the benefit of workforce and customers alike.

For businesses who offer outstanding career opportunities to their employees.

The winner will show how this investment has allowed the company to advance and ultimately improve performance through raising the skill level of employees.

For either innovation in terms of a new business idea, or demonstration of exceptional skills in the establishment and development of a business started within the previous 2 years (as of 11th September 2007).

In this category, judges will be looking for some of the following:

In this category, judges will be looking for some of the following:

In this category, judges will be looking for some of the following:

• product or concept development which is dynamic, original and imaginative • a product or concept which has significantly promoted company growth • innovation which has progressed existing manufacturing processes or led to development of new products or services • development which has been integrated smoothly into the culture of the company

• companies who have demonstrated continued commitment to staff development • a wide ranging programme of training opportunities to all staff within the company • businesses who have continually assessed and reviewed staff training needs • demonstration of an improved performance as a result of these training initiatives • businesses offering opportunities to progress the careers of young employees

• businesses who have quickly identified markets and in so doing, established a steady customer base • companies or individuals who have produced a workable business plan showing flexibility when situations arise warranting change • evidence that support and advice received has been actioned to improve the initial performance of the business • businesses that have used technology, innovation and/or knowledge to advance the business in co-ordination of the initial business plan

The New Forest Produce Ltd. Award for Best Use of Local Resources

The New Forest District Council Award for Outstanding Customer Service

The Hampshire County Council Award for Contribution to the Community

To be awarded to a business which recognises the importance of a real commitment to the local community and can demonstrate tangible impact and clear results.

In this category, judges will be looking for some of the following:

• a wide ranging series of activities which contribute to the local community • support to local community groups including involvement with charities, sports clubs and youth/senior citizen groups • support to community facilities including sports/recreation centres, village/community halls and schools

For an outstanding or innovative use of local resources in a sustainable way, including locally produced food, craft or other goods. Also eligible will be businesses making imaginative use, through marketing or other activity, of local distinctiveness and the unique quality of the area’s natural environment.

In this category, judges will be looking for some of the following:

• businesses who have sourced raw materials from the New Forest to create products which reflect the character of the Forest • companies or individuals who have successfully marketed their product by linking outputs to the natural environment in which they’re situated • a demonstration of ‘sustainable' business practice which has contributed to maintaining the local environment • evidence of linkages with other local businesses in the Forest, stimulating the local economy in doing so

For businesses who recognise the importance of the customer in developing their business. Successful entrants will demonstrate how analysis and response to ‘customers needs’ have assisted in developing a growing business.

In this category, judges will be looking for some of the following:

• companies with a commitment to improving relationships with their customers • businesses who have used customer feedback to improve their quality of service • companies who have used the experiences of existing customers to attract new ones • businesses offering new and/or innovative ways to attract new and retain existing customers • a continual monitoring of customer trends allowing the business to anticipate changes in consumer needs

13 THE MAGAZINE

CATEGORIES

The ExxonMobil Award for Innovation and Entrepreneurship

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THE

BUSINESS AWARDS 2007

AWARDS BUSINESS PARTNERSHIP AWARDS

The New Forest Produce Ltd. Award for Best Use of Local Resources

WINNERS

ew Forest Produce Ltd oversee the application of the New Forest Marque, which guarantees that food stuffs bearing its name have been grown, prodced, reared or brewed locally.

This award is for an outstanding or innovative use of local resources in a sustainable way, including locally produced food, craft or other goods.

Also eligible will be businesses making imaginative use, through marketing or other activity, of local distinctiveness and the unique quality of the area’s natural environment.

N

In this category, judges will be looking for some of the following:

• businesses who have sourced raw materials from the New Forest to create products which reflect the character of the Forest • companies or individuals who have successfully marketed their product by

County Council supports business in New Forest Communities ampshire County Council are once again sponsoring the New Forest Business Brilliance Awards. The HCC Award for Contribution to the Community will recognise the importance of a real commitment by a New Forest business to the local community. The HCC judges will be looking to see this commitment demonstrated by tangible impact and clear results, through the following type of activity: • either a wide ranging series of activities which contribute to the local community or • support to local community groups including involvement with charities, sports clubs and youth/senior citizen groups or • support to community facilities including sports/recreation centres, village/community halls and schools

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Cllr Michael Woodhall is Deputy Leader

linking outputs to the natural environment in which they’re situated • a demonstration of ‘sustainable' business practice which has contributed

to maintaining the local environment • evidence of linkages with other local businesses in the Forest, stimulating the local economy in doing so

of Hampshire County Council. He also represents the County Council on the Board of the New Forest Business Partnership. He told us:“We are very happy to be supporting this award for the second year. Last year's finalists were all giving something back to their local area in completely different, but nevertheless all commendable, ways. This year, we would like to encourage applications from New Forest businesses who support their local communities through sponsorship or fundraising, green initiatives and recycling, mentoring or employee volunteer schemes or through building links with local organisations such as schools or hospitals. Businesses need to build positive links with their local communities and we want to see more shining examples coming through of those businesses that do it right .”

This is one of many business award schemes that the County Council's Economic Development Office supports and actively promotes. Recognising and encouraging top-class business performance is a key aspect of its role.

The Council sees its involvement in the New Forest Business Brilliance Awards

as a way it can help raise awareness of the outstanding achievements of New Forest companies and organisations. It believes that business awards can help companies have a higher profile within the local business community. Rewarding business excellence in this way can also encourage staff motivation and increase business activity, and just the task of making an application can make directors take stock of their company's current performance and identify strengths, weaknesses and progress.

For more information on how Hampshire County Council supports business www.hants.gov.uk/business

15 THE MAGAZINE

WINNERS

THE

AWARDS BUSINESS PARTNERSHIP AWARDS

BUSINESS AWARDS 2007

All you need to know! ranchiseek is a website containing over 1000 pages of free franchising advice, worldwide franchise exhibitions and franchising news from various countries across the globe. Developed solely by Trevor Hart, Franchiseek won the Exxonmobil Award for Innovation and Entrepreneurship in last year's Business Awards.

We caught up with Trevor to talk about the Business Awards.

F

How has your business developed since last year?

What advice do you have for other new businesses?

We have launched a new business magazine, The Business Focus Magazine and we are adapting The Franchise Focus Magazine to run it online, so it is more readily available for the international audience.

You need to maintain focus on what you are trying to achieve – keep your eye on where you are going. And look at whether you are making money. If you aren't, make changes to adapt what you are doing and improve.

How did you get involved in the business awards last year?

I received an email, asking me to apply for the awards, so I entered my details, was asked down for an interview and was put forward for it. I was shocked when I won. It was really nice to be picked, especially as I work on my own.

What effect has it had on your business?

If you would like to know any more about Franchiseek, call Trevor on 01590 689755 or visit the website – www.franchiseek.com.

I've published the award on my website.

Franchiseek is international so it hasn't had that big an impact in that respect but it definitely has from a local point of view.

ExxonMobil – involved at the local level In last year’s Business Awards, ExxonMobil sponsored the Innovation and Entrepreneurship award, a move that they’re making again this year. But why would a giant multi-national oil company get involved? Neil Hopkins caught up with ExxonMobil’s Community Affairs Manager, Nigel Burt who explained the company ethos.

We pride ourselves on being a responsible company and actively contributing to the local community,” Nigel says. “Small businesses are the lifeblood of any local economy and when the opportunity arose to sponsor the Innovation and Entrepreneurship award, we leapt at the chance.”

It was, in fact, one of Nigel’s colleagues – Julie Nason – who had first brought up the idea of sponsoring an award for a local business, but at the time there weren’t any appropriate ceremonies out there. The New Forest Business Partnership Awards came along just at

“

THE MAGAZINE 16

the right time!

Julie was on the panel of judges that assessed all of the applications for the Awards ceremony and was particularly impressed by Trevor Hart’s Franchiseek business which took the Innovation and Entrepreneurship trophy home.

Of course, ExxonMobil’s Fawley oil refinery is one of the biggest employers in the area, so it could be argued that their very presence gives something valuable to the community – jobs! But they want to go further than that.

“Over the past few years, we have given substantial grants to local charities and not for profit organisations, especially those working with young people, the elderly or on environmental projects,” Nigel continues.

“We also support local schools and colleges with a programme of

environmental educational tools to educate young people about the environment and what they can do to preserve its beauty.

“Whether it’s as a company or as private individuals, all of us at ExxonMobil are determined to work with our local community, using our local knowledge and financial assets to make a real difference.”

And ExxonMobil are really making a difference – some local organisations wouldn’t exist without their assistance.

If you’d like to learn more, contact Nigel Burt (nigel.burt@exxonmobil.com) or catch up with them at the Business Partnership Awards Ceremony in November when they will be presenting the Innovation and Entrepreneurship to another New Forest business that’s on the up-and-up.

recognised by the New Forest Business Partnership for their support to the community in Fordingbridge, and wish every success to future award recipients, for the valuable contribution and support they also give to their local communities.

Through consistently monitoring the needs and wants of the customer, businesses can quickly expand their client base resulting in an improved businesses performance.

We’ve all been somewhere, be it a restaurant or shop, where we remember receiving outstanding customer service; something which means you’d recommend that company to others. In this award category judges will be looking for an attitude towards customer service that leaves a lasting impression, where the business goes above and beyond that customer would normally demand and expect.

Glynne Miles (New Forest District Council’s Director of Customer Services) said “Meeting the needs of the customer is an ongoing process. In order to

provide the best possible service, businesses need to understand exactly what it is that their customers’ needs are. The job of the business is to understand these needs, and where possible go beyond what is expected”.

There are a number of aspects to understanding exactly what it is your customer needs. First however you need to understand who your customer is and know something about them. You need to know why they buy, when they buy and how they buy your product or service.

Essentially it’s a case of selling them what they want rather than what you think they want. You also need to know what they expect of you and what they think about you. Without this knowledge the approach to customer service can be unfocused; you can only tackle customer problems if you know what they are in the first place. It’s all a case of knowing your customer.

Essentially, customers are the backbone of any business. Without looking after them, your business simply won’t exist. By first understanding their needs and then putting this knowledge into practice, the business can grow and who knows, perhaps win the New Forest District Council Award for Outstanding Customer Service?

WINNERS

Corintech is an independent electronics design and manufacturing company, part of the Larasian Group owned by local businessman Brian Currie MBE.

community in Tanzania through local charity Trade Aid. Nearer home, work experience is hosted for the local schools, to give valuable insights into the work environment.

Corintech was delighted to be

stablished for nearly thirty years, and the largest employer in Fordingbridge, Corintech is an everexpanding and evolving high-technology company which supports the local community through its sponsorship of events such as the annual week-long Fordingbridge Festival.

The annual open day at the factory, located on the site of the J R Neave Flour Mill, is another popular event, and helps preserve local history for the residents of this picturesque riverside town on the northern edge of the New Forest. Local sports team support and firework displays are other examples of the way the company supports the community.

The company also helps support a

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New Forest District Council Award for Outstanding Customer Service A new category in this year’s Brilliance in Business Awards is the New Forest District Council Award for Outstanding Customer Service.

t’s easy to think of customers as people who walk through the door of a shop or phone a call centre but regardless of size, type or experience, all businesses have customers. Whether your customers are members of the public or other businesses; spending little amounts or ordering thousands of pounds worth of goods, this relationship is crucial. By looking after your customers you not only leave them feeling satisfied with the service you provide but you also increase the likelihood of them coming back to you which, of course, improves your bottom line.

New Forest District Council recognises the importance of customer service and the value it can bring to a company.

I

BUSINESS AWARDS 2007

Recognised for outstanding contribution

17 THE MAGAZINE

BUSINESS AWARDS 2007

WINNERS

THE

AWARDS BUSINESS PARTNERSHIP AWARDS

Award winning training Churchill Retirement Living scooped the Training and Development Award last year. Unsurprising for where staff development is a way of life.

taff training and development is one of the most important aspects of any business. It keeps employees at the top of their game, keeps your business up to date on the latest thinking and gives your staff the opportunity to broaden their horizons.

Churchill Retirement Living, based in Ringwood, has developed a comprehensive training schedule for its staff that got the business noticed at the Partnership Awards last year.

All of the employees undergo ‘Rewarding Relationship’ training, which works on their communications skills, equipping them with the tools to adapt their approaches to different types of people, resolve conflicts quickly and amicably and develop open communication methods. This has

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Training for New Forest employers through Brockenhurst College Brockenhurst College has an excellent track record in meeting workforce needs (over 4,000 employees trained in the past 12 months). Awarded Action for Business status in recognition of the high quality and flexibility of the training it provides, the College offers a diverse range of tailored provision to meet business and employee needs, provided at a time and place to suit operational requirements.

raining includes a wide variety of short courses from Health & Safety and IT to Leadership & Management and a broad range of longer, nationally recognised, qualification courses, including NVQs and apprenticeships, delivered wholly or partly in the workplace. High quality information and advice on training

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THE MAGAZINE 18

meant that the Churchill Retirement Living staff are some of the most approachable people you’ll meet from the moment that they pick up the phone to the closing of a deal.

All new managers and directors also receive comprehensive training to enable them to cope with their new found responsibilities. In fact, the company prides itself on employing students and colleagues at a junior level and then training them up through the business to reach management level and higher.

For such a young company, a training programme this comprehensive is quite unusual, but it really making a difference within the business. Although they’ve been established since 1994, their real growth has happened in the last seven years – and much of it attributable to the training that they carry out with their staff.

All their work really paid off in 2006, when they not only brought home the Partnership award, but were also voted one of the top 100 small companies to work for in the country by the Times.

“The Brilliance in Business Award has been a real boost,” comments Spenser

McCarthy, Chaiman and Group Managing Director (Founder) at Churchill Retirement Living.

“As a local company, it has really increased our profile in the area and has given our hard-working staff genuine recognition.

“We’re looking forward to the 2007 Awards, when we’ll be entering again and putting ourselves up against the best companies in the area.”

options, including comprehensive training needs analysis, is available on request. The self contained Business Excellence Centre on the Brockenhurst site is an ideal venue for training for New Forest employers.

Under the government’s Train to Gain initiative, the College offers free NVQ and Essential Skills training for employers particularly for businesses in the Hospitality, Health & Social Care and Retail sectors and also including Customer Service, Team Leading, Administration and IT. Andrew W Stembridge, MD of the Chewton Glen Hotel, says: “We have worked with Brockenhurst for a long time and their wide range of training programmes continue to respond to the industry’s needs.”

Tina Piper, Call Centre Manager, Cirrus Careline Limited in New Milton, comments: “Our team and business have improved significantly with the support of Brock College. The assessors have taken the time to listen and understand our business requirements.

They have been supportive and have encouraged staff whilst ensuring that we are maximising our business potential.

They have been flexible in their approach to our 24/7 operation and have attended as and when staff were on shift. This has meant assessors have been on site at 4.00 am.”

To find out more about Churchill Retirement Living, visit www.churchillretirement.co.uk or call 01425 462100.

For further information on training Brockenhurst can offer please contact Jan Turner, the College’s Employer Liaison Officer, on 01590 625589

ast year, our company won the New Forest Partnership Business Awards, initally for the Best New Business and subsequently the Overall Winner. We were delighted to be involved in such a prestigious event and whilst perhaps we didn’t realise initially how influential the awards were going to be, we have been hugely impressed with the Kudos this award has given us and our business has continued to thrive as a result. The award has enabled us to open several doors to companies that perhaps it would have taken a little longer for us to develop and has also affirmed our status within our own client base which has been fantastic.

Entering for the award was incredibly simple, we sent our details initially online and when we were shortlisted, were

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Promoting the best HSBC are sponsoring the Best New Business Award for the second time at this year’s awards ceremony, supporting growth across the New Forest.

hen one looks at a local economy, it’s amazing the variation in the new businesses that spring up every day. And this adds a significant amount of vibrancy to the business community – however not all of these bright enterprises survive to maturity. HSBC decided to get involved with the New Forest Business Partnership to help these fledgling companies get their feet firmly on the growth ladder.

“Sponsoring the Best New Business Award seemed like an obvious choice for us,” comments Richard Hoyle, Commercial Manager at HSBC. “We pride ourselves on being actively involved in our local areas and there can be no better celebration of the vibrancy of a local economy than an Awards

W

ceremony as well regarded as the New Forest’s.”

Richard will be on the judging panel for the Awards this year, which will be an interesting experience as he’s only been in the Forest for three months! Even in this short time, he’s been impressed with the quality of businesses in the Forest.

“This area has such a vibrant economy,” he continues, “and it really is a great place to do business, no matter what the size of the company.

We feel that it is so important to keep the New Forest at the forefront of Hampshire business, which is why we are specifically looking to support the newest businesses in the area.

After all, today’s new start could be tomorrow’s mass employer!”

The HSBC Award for the Best New Business looks at all aspects of the business’ start-up, from preparing business plans to quickly establishing a steady client base by identifying gaps in the market. If you think that this sounds like you or another business that you deal with, get nominating today (you can do this through www.nfbp.org.uk)!

WINNERS

Shelley Alger, Director of the Work Shop Resourcing Ltd, tells us about the company’s success in the 2007 New Forest Business Partnership Awards.

asked to attend a meeting with some great people who showed a real interest in our business, the people within it and where we were going. We were asked to attend the Awards Ceremony along with a wide range of other companies who again, had been lucky enough to appear in the final line-up. We were really shocked when our name was announced as the winners in what for us was the best category and to ultimately have been selected as the Overall Winner was simply great.

We have found a number of new friends within the Partnership and would

BUSINESS AWARDS 2007

A big win in 2007

urge anyone looking to showcase their achievements to enter the 2007 Awards.

To find out more about The Work Shop Resourcing or to hear more on how the Award has bolstered their business, give Shelley a call on 01425 489393.

To have a chat with Richard and the team at HSBC, give him a call on 08455 848307 to see how the ‘World’s Local Bank’ could help

19 THE MAGAZINE

BROCKENHURST TRAINING

Training

for

NEW FOREST EMPLOYERS through

BROCKENHURST

COLLEGE Brockenhurst College has an excellent track record in meeting workforce needs (over 4,000 employees trained in the past 12 months). Awarded Action for Business status in recognition of the high quality and flexibility of the training it provides, the College offers a diverse range of tailored provision to meet business and employee needs, provided at a time and place to suit operational requirements.

raining includes a wide variety of short courses from Health & Safety and IT to Leadership & Management and a broad range of longer, nationally recognised, qualification courses, including NVQs and apprenticeships, delivered wholly or partly in the workplace.

High quality information and advice on training options, including comprehensive training needs analysis, is available on request. The self contained Business Excellence Centre on the Brockenhurst site is an ideal venue for training for New Forest employers.

Under the government’s Train to Gain initiative, the College offers free NVQ and Essential Skills training for employers particularly for businesses in the Hospitality, Health & Social Care and Retail sectors and also including Customer Service, Team Leading, Administration and IT. Andrew W Stembridge, MD of the Chewton Glen Hotel, says: “We have worked with Brockenhurst for a long time and their wide range of training programmes continue to respond to the industry’s needs.”

Tina Piper, Call Centre Manager, Cirrus Careline Limited in New Milton, comments: “Our team and business have improved significantly with the support of Brock College. The assessors have taken the time to listen and understand our business requirements. They have been supportive and have encouraged staff whilst ensuring that we are maximising our business potential. They have been flexible in their approach to our 24/7 operation and have attended as and when staff were on shift.

This has meant assessors have been on site at 4.00 am.”

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For further information on training Brockenhurst can offer please contact Jan Turner, the College’s Employer Liaison Officer, on 01590 625589

THE MAGAZINE 20

Less with envy, more with environmental credentials – the Green Leaf Tourism Scheme is encouraging all companies in the Forest to green their business.

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in their grounds, whether it’s a hanging basket or expansive gardens. With careful planting, you can create a haven for wildlife and help to support the Forest’s unique biodiversity. From putting up bird and bat boxes to planting native trees and shrubs, you can create a beautiful garden to delight visitors of all sizes and species!

Even more excitingly, by becoming a member of the Scheme, you can take advantage of interesting and educational site visits delivered by Forestry Commission staff, helping you to understand more about forest management issues, recreational pressures and sensitive habitats – sessions which will deepen your knowledge of the Forest and give you information to pass onto colleagues, visitors and your business contacts. The Forest is unique and diverse – and by attending one of these workshops, you’ll be perfectly placed to help it maintain its delicate balance.

Another hot topic at the moment is the issue of waste, energy and recycling. As a member of the Green Leaf Tourism Scheme, you’ll get exclusive access to free Waste, Water and Recycling training seminars to help you save money and

continue to reduce the impact you and your guests have on the environment. If you’ve ever had a question about how you can reduce your waste and recycle more, this is your opportunity to have it answered!

Tourism is one of the most important drivers of the local economy, with 6 million visit made to the Forest each year, and therefore it is vital that you, as tourism businesses, are able to ensure that your livelihood doesn’t impact negatively on the local environment.

Plus, you don’t want your guests spoiling the Forest for the rest of us – and by being part of the Green Leaf Tourism Scheme, you’ll be able to give them plenty of information about this fascinating area and encourage them to take nothing but photographs and leave nothing but footprints, to quote a famous saying...

For more information about the Green Leaf Tourism scheme, contact Paul Fulford at the District Council on 02380 285290 or by email: Paul.Fulford@nfdc.gov.uk www.thenewforest.co.uk/green

21 THE MAGAZINE

GO GREEN

ne hears a lot these days about ‘green credentials’, carbon footprints et al and there’s a wealth of information out there about how you can lessen the impact your tourism business has on the environment.

But it’s quite time consuming seeking out this information and then applying it to your company – which is why the District Council has developed the Green Leaf Tourism Scheme.

The Scheme is free-to-join and all that you need to do is achieve a pass mark in the qualification questionnaire. There are only 27 questions (tick box ones at that) to complete, so it won’t take a large chunk out of your day!

As you complete the questionnaire, you’ll be asked to consider various actions that you can take or implement to reduce the impact you have on the natural beauty of the Forest. From offering car-free discounts or incentives to your guests to purchasing New Forest Marque produce, every little action earns you points.

It’s not even as though you’ll be asked to consider things that are difficult or inconvenient to implement. For example, many tourism businesses take great pride

ENVIRONMENTAL

Are you green?

PROFILE D J WILLRICH

TECHNOLOGY

Taking

When a company’s role around the world is to be ‘behind the scenes’, it’s not surprising that no-one knows about it. eaulieu is famous for two things; its inherent natural beauty and the car museum. The recent International Autojumble saw over 32,000 visitors all looking for bits for their cars! People fly from all over the world just to find some small automotive gemstone.

But Beaulieu also hides one of the south’s business jewels, DJ Willrich Ltd. The company grew from the original audiovisual department of the National Motor Museum, but under the guidance of its founder, David Willrich, it has gone from strength to strength over the last 21 years.

Much has changed since the early days of audiovisual design and DJW is now a world leader, providing multimedia solutions to visitor attractions all over the globe and turning over in excess of £2 million per annum. Despite having a worldwide reputation and a range of international contracts being serviced at any one time, the company remains a family concern with all of the employees living in Hampshire.

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The company also has a strong focus on internal growth and training, fostering an environment for innovation. This is crucial if the company wants to stay ahead of the field. It is not simply a question of keeping

Further

abreast of technological developments; the company must develop in-house solutions that are unique to DJW. With clients ranging from theme parks in the USA to museums in Hampshire, adaptability is an important logistical element to the business. As in the film industry, no two clients want the same solution and DJW has strengthened its hold on the international, yet a somewhat niche, market by developing into a ‘one stop shop’, offering complete solutions including hardware, software and all of the associated creative design services.

So while deepest Beaulieu may not strike the casual visitor as being at the technological heart of the international leisure industry, those in the know have been talking to ‘the experts in Hampshire, England’ for some time. This explains why DJW was recently shortlisted for two Hampshire Business Awards. And it’s rather gratifying to see that Beaulieu’s rather nonautomotive spin-out company is motoring along nicely.

Churchill Retirement Living the UK’s fastest growing, privately owned retirement housebuilder

We are committed to providing the first choice for secure and friendly retirement living Founded in 1994 Churchill Retirement Living is a privately owned, family run company specialising exclusively in developing attractive, purpose-built retirement apartments.

Following rapid expansion the Company now has five regional offices covering the South of England, Midlands, West Country and the North.

www.churchillretirement.co.uk THE MAGAZINE 22

Churchill Retirement Living has a philosophy to create a dynamic working environment in which all Colleagues feel valued and are able to benefit from the Company’s success.

Award Winning Company We hope that it is reassuring for our Customers to know that they are buying from an award winning company. At Churchill Retirement Living we are continually striving to ensure that we provide an excellent product and service for Customers to enjoy in their retirement.

Thanks to a highly motivated and dedicated team, we have been successful in winning prestigious industry awards.

Independence • Safety • Security

ead of Disposals for Defence Estates in the South, Lee Davis, said: “Defence Estates are pleased that we have, together with SEEDA, achieved an early exchange of contracts. This will enable SEEDA to facilitate an early re-use and regeneration of this unique property and once again establish marine related industry uses at this former MoD site.”

Jonathan Williams, Chief Executive Officer of Marine South East Ltd, a consortium of companies involved in the marine sector, said: “We are delighted to see this superb waterfront site

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safeguarded for marine employment and wealth creation. We know from our work with marine companies that there is an expanding need for first class marine facilities to support business growth. We have been working with SEEDA on the development of a waterfront strategy that is looking at optimising future investment in vital industrial, commercial and recreational waterfront assets. This is a timely example showing how a business-led strategy can justify retention of a key asset for the future.”

Local MP for New Forest East, Dr Julian Lewis added: “I am sure the

community will be as pleased and relieved as I am that this valuable brownfield site will continue to be used for marine based activities and jobs, rather than being swallowed up by housing development.”

Interested marine companies should contact Paul Flatt paulflatt@seeda.co.uk or Peter Cusdin petercusdin@seeda.co.uk at SEEDA or call 01483 484200. Of course, the Business Partnership will keep you up to date with all developments, both through Business Connexions and its website – www.nfbp.org.uk.

23 THE MAGAZINE

SEEDA

Back in April this year, the South East England Development Agency (SEEDA) and Defence Estates confirmed that contracts have been exchanged for SEEDA to acquire the seven hectare former RAF Hythe site from Defence Estates. The purchase process is still going through, but SEEDA expects that it will be completed in the near future – and then the real work can begin!

DEVELOPMENT

...the Future?

RECRUITING & BUSINESS

ADVICE

A professional, modern, recruitment service supporting

employers in the New Forest Jobcentre Plus is a business within the Department for Work and Pensions.

We offer a range of modern services to help employers, large and small, fill vacancies quickly with the best candidates.

Employer Direct

Advertising a vacancy could not be easier. Call Employer Direct on 0845 601 2001. Customer Service Advisers are available from 8am-8pm Monday to Friday and 10am-4pm on Saturday. You can also fax the details to 0845 601 2004.

Employer Direct online is a fast and easy way to advertise and mange your jobs through Jobcentre Plus and reach over a million jobseekers each week.

To see how Employer Direct online could help you, visit www.jobcentreplus.gov.uk/key

Your Path to Work vacancies are displayed • on touch-screen jobpoints in over 1000 Jobcentre Plus offices across the country • on the largest, and most visited, recruitment website in the Europe www.jobcentreplus.gov.uk

WELCOMING Business Link Watch this space for useful business tips and advice from Business Link.

Business Link exists not only to help anyone who is thinking of starting a business, but to help small and medium-sized business to grow and deal with problems, challenges and opportunities.

We can offer you immediate access to a wide range of support services from help over the phone, 24/7 via the web, through one-to-one meeting, and by attending events or clubs and clinics. The flexibility and variety of our advice enables us to support you, whatever the size or type of business you are in, and however long you’ve been running it.

What’s happening in the New Forest area?

We have designated Business Link Advisers who help and support new and existing businesses in the New Forest and Surrounding areas.

Introducing your advisers…

Local support for employers

A local Recruitment Adviser contacts you within 2 days to discuss your vacancy and provide you with details of other services to help you fill it. This could include: • interview facilities and help with recruitment campaigns or open days • generic application forms and sifting and matching services • Work Trials – a chance for applicants can show you what they can do before you make your decision – at no cost to you.

• financial subsidies and incentives for your company Does the ideal applicant for your vacancy have a disability?

Do you have staff with disabilities or health conditions?

Our specialist advisers offer advice and guidance to help you employ people with the right skills and abilities for your organisation who have health issues or disabilities.

Their expert advice includes helping support existing employees who become disabled and financial help with special aids and equipment through ‘Access to Work’ What if the ideal person for your vacancy is in another European country?

If your are unable to recruit locally, your vacancy can be promoted throughout the 28 countries belonging to the European Employment Services (EURES) network. European Advisers can offer guidance and practical advice about recruiting from the enlarged European workforce. To find out how, contact: maria.l.turner@jobcentreplus.gsi.gov.uk For further information about Jobcentre Plus services for employers, contact: Angie Garrathy, Employer Engagement Manager

• 023 9230 4893 • 07917 072 694 • angie.garrathy1@jobcentreplus.gsi.gov.uk THE MAGAZINE 24

Trevor Thorogood

Nigel Smith

Stephen Dixon

David Prior

Keith Campbell

Whether you have just started your business or are more established, support is available to you, free of charge. Our Business Link Advisers can review your business and work with you to produce an action plan to assist you in improving your business. Whether you would like to increase your customer base, recruit new staff or introduce new products, our advisers are here to help.

Work for YOU! event Have you thought about starting your own business?

Would you like to start your own business but lack a business idea?

Do you have a business idea but don’t know where to start?

Then why not attend our Work for YOU! event?

Visit our idea zone of 519 business ideas!

Novotel Southampton

Wednesday 17 October 2007 9.30am – 12.00pm and 5.30pm – 8pm The event programme will be repeated in the evening. You are welcome to drop in at your convenience between these times.

To find out more call Business Link – the impartial route to business advice – for answers to all your business questions on 0845 600 9 006 or visit us at www.businesslinkhampshireiow.co.uk to get your share of the help we provide.

NEW FOREST MARQUE

Making a he New Forest Economy has been built on a history of smallscale, rural farming – a practice which is being continually threatened by supermarkets and massvolume retailers importing produce from the rest of the UK and further afield. As consumers, you have the power to vote with your wallet to buy locally sourced produce – and the New Forest Marque is your guarantee of quality.

All of the goods sold under the instantly recognisable New Forest Marque are guaranteed to have been grown, caught, reared, brewed or produced within the confines of the New Forest. Naturally, the sceptics in us will wonder whether this is just another marketing exercise – but with the Marque accountable to Trading Standards, you can be sure that if it says it’s from the New Forest, it is!

The whole process is overseen by a company called New Forest Produce Ltd, who audit every single producer on a annual basis to ensure that they are

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adhering to the high standards laid down by the Marque. With around 100 producers currently accredited by the scheme (and more joining every day), this translates into extensive consumer choice.

All of the produce from a New Forest Marque member has to comply with the strictest animal welfare and environmental health standards, as well as being fully traceable to its point of origin. So, if a diner wants to know where their lamb chop comes from, the Chef should be able to tell them precisely.

This is one of the strictest schemes of its type in the country – but one of the most beneficial as well.

For example, when a producer becomes fully accredited, they gain access to a wide range of ‘Point of Sale’ materials for the Marque to help their customers fully understand the remit of the scheme, as well as access to specialist advice from the Forest Friendly Farming Local Produce Team to help them develop their business and market themselves more

effectively in the local area.

There are also a range of ‘Associate Members’ of the scheme, including restaurants, cafes and B&Bs. These companies have pledged to sell or serve New Forest Marque produce and must have a minimum of three ingredients covered under the Marque on their menu.

And, if they run out of that item, there’s no leeway in the scheme for substitutions from outside the area!

With such high standards in place, it’s no wonder that the New Forest Marque is growing so steadily and gaining such a strong reputation in the area. By supporting the local economy, not only is the Marque promoting wide-spread economic development, but it is guaranteeing both taste and quality as well.

To find out more about the Marque or how your company could get involved, call the team on 02380 285150 or visit www.newforestmarque.com.

Smooth(y) operators! ew Forest Smoothies Ltd are just one of the success stories of the New Forest Marque. We meet Director Sue Tricket to find out what it’s all about.

“New Forest Smoothies grew out of a diet!” Sue laughs. “A friend and I decided to experiment with smoothy making to persuade the children to eat their 5-a-day and to make ourselves healthier.

“Then, another friend wanted to sell our smoothies to her fitness group.

And it has grown from there!”

New Forest Smoothies quickly moved from being a cottage industry into a fully-functioning smoothy production

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house with their own factory. As word spread, they were approached by the New Forest Marque to become a member.

“We haven’t looked back since this point,” Sue continues. “Being part of the Marque is a superb marketing tool as more and more people become environmentally conscious and look for locally sourced produce.

“Although the criteria of the Marque are quite demanding (you must have a certain percentage of local produce in your products – causes us an issue with our Orange’n’Mango variety!), the benefits of being a part of the scheme outweigh any inconveniences.”

Thanks to their membership of the

scheme and highly delicious smoothies, the team are not only selling their drinks on the open market, but are supplying local schools as well! It’s innovative, tasty and, most importantly, it works!

Whether you fancy a burst of Orange and Mango, Strawberry and Banana or Summer Berry, you need look no further than New Forest Smoothies for something so tasty it’s hard to believe that it’s healthy!

To find out more about New Forest Smoothies, log onto their website – www.newforest smoothies.co.uk – or give the team a call on 01425 476999.

25 THE MAGAZINE

QUALITY

The New Forest Marque is your guarantee of locally-sourced, high quality produce – have you got the taste yet?

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Fear makes a FINANCIAL REPORT

Since 2003 the world's stock markets have pursued an inexorable upwards path, punctuated only by a token bout of the jitters about once every year. But all that seems to have changed, at least for the time being. Having shaken off a brief dose of the collywobbles in late February, equity markets have been afflicted by something altogether more serious since the middle of June. mid wild day-to-day gyrations, the FTSE-100 index fell by over 5% in the fortnight to Friday 3rd August, while America's S&P500 index fell by over 6%. Hopes that the FTSE-100 would soon be soaring through its all-time high of 6,930 (set on 30th December 1999) have been dashed, with the index surrendering more than 500 points in just six weeks.

The immediate cause of this sell-off is the ongoing worries about the shake-out in the American housing market, and what it will mean for those holding subprime loans. This is not a new issue. The housing market in the US has been on the slide since the second half of 2005, while warnings about the quality of some of the loans made to less creditworthy borrowers surfaced more than a year ago.

In fact, some of the dire warnings about how the downturn in the US housing market would spill over to the wider economy have so far failed to materialise.

The more deep-seated concern which is gnawing at investor sentiment is that banks and other lending institutions are suddenly becoming risk-averse. Certainly, the past few weeks have seen a number of debt offers cancelled, while private equity firms are finding it harder to raise finance. Many proposed takeover deals have been put on hold, as the markets are likely to take several months to work through the backlog of loan syndications.

There has even been talk about an impending credit crunch, of the sort that afflicted financial markets during the economic recessions of the early 1990s.

Certainly, there has been a change in attitude towards taking on risk, as reflected in the cost of insuring against default. It is also true that spreads (the differential against safe government bonds) have widened sharply. Yet they are nowhere near what they were in the early

A

1990s, or even in 2002 in the wake of the collapse of Enron. All that has happened is that the flood of cheap credit that was available to speculators, hedge funds, and private equity firms, has been turned down to a trickle. Some may see that not so much as a credit crunch, but more as a return to financial normality. Most borrowers have no problem obtaining finance; they just have to pay a little more for the privilege.

Much has been made of the huge changes that have taken place in financial markets in recent years, especially the explosion in the use of credit derivatives. These allow outstanding debts (even relatively small ones, such as mortgages) to be parcelled up into tradeable securities.

Financial regulators and central bankers have voiced their unease about these developments. After all, for all the clever techniques dreamed up by highly-paid boffins in investment banks to spread risk and change its form, they can't make it go away. The dispersal of risk has probably improved the stability of financial markets, but has raised a thorny practical problem: nobody knows with any certainty where it is held and by whom.

But while it may be true that the penchant for credit derivatives has altered the behaviour of financial market participants, encouraging some to be unduly lax when assessing risk, the root cause for the present nervousness in the equity markets is the reawakening of inflation and the resulting hikes in interest rates by central banks around the world.

Stock markets have surged in the past four years driven by a glut of cheap credit at a time when the global economy was enjoying unprecedented growth.

The good news for financial markets is that the world economy is likely to remain

robust for the foreseeable future. The days when the rest of the world sneezed because America caught a cold are long gone. In any case, with US consumers remaining blithely confident in the face of the slump in the housing market, it's by no means certain that America will catch a cold. A healthy global economy has also meant bumper corporate profits. Most of the world's large companies are not only achieving historically-high rates of return, but their coffers are bulging with cash. It would take a long time for many of them to notice, even if there was a genuine credit crunch.

It is often said that whether stock markets go up or down is the result of the perpetual battle in the minds of investors between greed and fear. After a long time in abeyance, fear has the upper hand at this moment. There is also no denying that successive waves of nervousness could push the markets into a tailspin as investors take their gains and run for cover.

Yet there is a more sanguine interpretation. The present volatility and falling prices is in all likelihood nothing more than an adjustment to the new inflation and interest rate realities. All being well, 2008 will see interest rates peak in the UK and the euro area, with the Federal Reserve starting to cut rates in America. Yet, as the 'China effect' starts to wear off, a return to the days of cheap money is unlikely.

For stock markets this process of adjustment may well mean further bouts of volatility. Financial markets have a habit of over-shooting, both on the way up and on the way down. Some of what is happening can be viewed as no more than an overdue correction and a reassertion of fundamentals. It certainly doesn't have to mean the start of a long bear market.

27 THE MAGAZINE

BY NEIL HOPKINS

ou could, of course, use public transport to bolster your green credentials. But there are drawbacks, none of which need pointing out here. So, what’s the way forward? Many business people use their own private vehicles for business purposes, assuming that they have the appropriate levels of insurance of course. This approach does have pluses and minuses to it – one minus being that darling baby George will always throw more of out his pram than just toys the day before you drive your most important client to lunch…

One of the most popular – and convenient – ways to ensure mobility for you and your staff is to acquire a vehicle for business use, paid for through the business via one of a range of attractive finance deals. Whether you are looking for a car for yourself, a pool car for the office or a fleet of motorway munchers, there will be a finance deal to suit your requirements.

Before you enter into finance negotiations, it might be worth considering what you want to happen to your vehicle after a certain period – would you want to keep it or trade it in for a new one? Your ultimate plans might have a bearing on which deal is most suitable for you.

Should you, like many businesses, want the convenience of having new cars on a rolling basis, then you might find that Contract Hire or Finance Lease schemes are the best for you. Both options carry repayments spread out over a predefined term, allowing you to effectively forecast your budgets. The amount of the monthly rental will depend on the mileage you anticipate doing, as well as any servicing/maintenance agreements that you’ve entered into.

With contract hire, once your contract runs out, you simply return the vehicle to the finance company and enter into a new contract to get a new vehicle. VAT registered businesses can get a proportion

FEATURE

Being mobile is a great asset to any business. From providing that all important (and sometimes deal clinching) face to face contact to dropping round final contracts, the ability to be out on the road – often at a moment’s notice – is paramount.

Y

of the rental payments offset against taxable profits, plus the car doesn’t show up on your asset sheet as a liability.

Finance Lease schemes are VAT free and operate in the same way as Contract Hire – however you will be responsible for the sale of the vehicle at the end of your contract, using the money to pay for the final payment. The good news is that you can make money this way, if the value of the vehicle is in excess of the agreed final payment. However, like interest rates, the value of the second hand car market can go up and down…

If you’re undecided as to whether you want to keep the vehicle at the end of your contract, then Contract Purchase might be the route forward. This approach will shield you from some of the depreciation risk on your vehicle – you pay a fixed monthly rental and then a predetermined ‘balloon’ payment at the end if you want to buy the vehicle.

If you decide that you don’t want to keep it after all, you should be able to hand the vehicle back to your finance company and start with a new contract.

For those who know that they want to keep the vehicle in the long term, then Hire Purchase finance will fit the bill.

Under this scheme, the business pays a fixed monthly rental and then buys the car from the finance house at the end of the agreement for a predetermined sum (you don’t have the option of changing your mind and handing the car back as you would with Contract Purchase).

VEHICLE HIRE & FINANCE

Looking after the pennies…

Repayments can be made lower by increasing the final ‘balloon’ payment.

It is worth remembering that this approach will mean that the vehicle will show up on your balance sheet – so if you’re going for an Enzo-sized finance package with a Corsa-sized turnover, your ability to borrow funds for the business may be affected.

With all of these schemes, there are a number of different ways to reduce the monthly outgoings – including initial and/or balloon payments, lump sums or extending the period of the lease to cover any balloon payment. The Business Advisor at your local dealership will be able to advise you on the option best suited to your business, or speak to a qualified accountant who can go into more depth on which option is most tax effective and best suited to your individual circumstances.

For the more adventurous, there is always the Sale and Leaseback option. This is where a finance company purchases all of your current vehicles at a realistic set value, and then you lease those vehicles back to yourself. This can release capital into your business while keeping you on the road.

As with any major outlay from your business, seek fully qualified financial advice before entering into any contracts. The above information is simply intended as a guide to get your started in the rewarding world of business car ownership.

29 THE MAGAZINE

TOYOTA TEST DRIVES

From one here are two ends of the motoring spectrum, the average family saloon/hatch and the working person’s load lugger – and usually, ne’er the twain shall meet. I, however, got the chance to put the Toyota Prius and the Hilux Double Cab to the test head-to-head.

Let’s start with the Hilux, a brute of a beast if ever there was one especially in ‘Invincible’ form. With a 3.0litre diesel under the bonnet (complete with turbo air scoop if you must know), it certainly was no slouch even with its hefty double cab body. I think that this is what our American cousins would call a sports truck… High up in the air, you feel like a minor deity, surrounded by the bulk of the truck.

It certainly can take some weight in the back – the payload is around the tonne mark – but, of course, driving it around empty does make the roads seem like a trail of speed humps. Still, not to worry – the average Hilux driver will be using it to full capacity safe in the knowledge that it can indeed lug whatever load they choose to put into it.

Out the back, the load bed has a rather nifty locking alumium roller cover fitted, so you can leave bits and pieces in there without the fear of any scallywags running off with them.

The interior is, for what’s essentially a commercial vehicle, rather nice. The version I took out was fully done out with soft grey leather, but I’m sure that most heavy-duty users would go for something that might not scratch. There’s sat-nav, a thumpingly good stereo and air-con cold enough to freeze the bits off a penguin. I did miss the steering wheel mounted stereo controls of the Prius however, maybe I’m just getting spoilt…

Speaking of the Prius – what a car! I didn’t actually expect to like it very much – petrol/electric hybrids might be sexy as far as your green credentials go, but aren’t expected to throw any other switches. However, hand on heart, I was more than agreeably surprised. The engine is absolutely beautiful – you’d never know when the petrol kicks in or

T

when it’s running on electric. It’s nearly silent as well.

The automatic gearbox was a similar surprise. I’m used to noticeable changes, slight hesitations. But the Prius cruised smoothly and I genuinely could not detect gear changes. It reminded me somewhat of a DAF Variomatic in its smoothness…

There’s power on tap – the 1.5litre VVT-I petrol motor is sprightly and, backed up by the electric powerplant, propels the Prius along nicely. The steering is light, the ride smooth as silk – literally – and the seats comfortable.

In terms of ride quality and ease of driving, I doubt that there is that much out there to match it.

The interior space is excellent – it’s a true five seater with plenty of legroom for all. The boot’s not a bad size either, so if you’re buying for both business and pleasure, you’re well catered for.

One niggle with the Prius is the rear view – it is bisected by some kind of spoiler. This is insanely off-putting for the first few minutes, and then you get used to it. In the version I took out (the T Spirit), there was a rather handy reversing camera, making glancing over the shoulder almost pointless. However, I’d still recommend that you make those checks, just in case anyone decides to step out behind your reversing vehicle…

One of the most insanely brilliant gizmos I have ever come across was fitted to this Prius – an automatic parking option. All you have to do is select

ROAD TEST

There’s something special about test-driving two radically different vehicles, as Neil Hopkins discovers.

reverse, tap your desired end location into the touch sensitive screen and let the car do all of the steering. It’s brilliant – nothing short of brilliant. And it works as well; this isn’t a gizmo that’s just there for kicks.

For the business user, the Prius makes perfect sense. Around town, you’ll get well over 55mpg and over 65mpg out and about. Plus you don’t have to pay congestion charges, your car tax is minimal and you get to wave your green credentials under the nose of anyone who’ll listen.

Putting the Hilux and Prius head-to-head was like taking motoring from one extreme to the other. On one hand, there’s the brutal Hilux. On the other, the comparably delicate Prius. But each vehicle is perfectly built, designed and thought through for its target market. You truly can’t say better than that – plus you’re guaranteed Toyota build qualities and residual values.

Everyone is a winner…

For more information, call into Yeomans Toyota and book yourself a test drive.

Full versions of these roadtests will be published on the Arun Business Partnership website – www.arunbusinesspartnership.co.uk

31 THE MAGAZINE

FEATURE THE CROSSROADS

THE CROSSROADS Driving and life – both roads that need to be taken. Both rich experiences, but are you a controller or a controlled?

veryone will know what to do when they reach a crossroads with radio humming, engine purring and tyres tripping across the tarmac. Look right, check left then proceed in your desired direction. Why? Because that is what you do, that is what the laws of the road set down. But it isn’t so easy in life.

Just suppose that you were at a crossroads in your life right this second.

So many things to be done, so many things that have been done, so much to think about that you’d hope that a train would come roaring past, barriers bleeping into place., giving you some time to think. Even if the carriages did rumble on their way, delaying your passage, would this really give you any more clarity? Perhaps it would be easier to drive to the station, pick up that train and be taken to wherever it was going.

Then again, you could continue straight over on the crossroads, sticking to the path picked out for you by the snub bonnet in front.

How often do you consider what lies to the right or to the left? A hinterland of unexplored territory, frightening in its sheer unknowable-ness. Maybe there is a great chasm that will open up in the ground, swallowing you and your vehicle whole. Or maybe you’ll find the end of the rainbow and discover not dancing lepricorns but an ancient gramophone playing your favourite song, waiting for you to dance alone on the moonlit sands. Then again, it might just be more of the same.

When driving, you check right, check left and then choose your direction. In life, it isn’t that simple. You don’t know that, should it all go horribly wrong, you’ll be able to flick into reverse and back up to where you were. You don’t know whether to change direction will be a profitable choice or not. Better the road you know?

And who among us can say that they really want to explore all of these new directions? Sometimes, they are forced upon us with no warning, the consequence of previous decisions or simply circumstance.

Other roads I chose to explore, going down their leafy terraces to see what was there. Some people call it life enriching, I just call it interest. I learnt plenty, taking

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THE MAGAZINE 32

in the sights and sounds, fading from one local radio station to another, listening to the different opinions filling the air around me. And sometimes I took the train, seeing things from a different viewpoint but relinquishing part of my independence to the will of the tracks.

Which is the most important – the view or the independence?

The answer is different for everyone.

Among us are the train-takers, travelling long distances with others, swapping one carriage for another but following the silvered rails. Then there are the flyers, free in the atmosphere but constrained by timetables and invisible paths in the

By Neil Hopkins

sky. Are drivers a breed apart? Do they take to the road to explore, knowing that the wet leaves might throw them into a spin, but still driving over them anyway?

So, drive to the station and take the train, find an airport and fly, or stay firmly in your car with your hand on the wheel. It’s your choice, it’s your life. But I know what i’ll be doing, and that’s fiddling with the radio while taking in the byways and backwaters of experience. Maybe I won’t have the speed of the train or the inflight peanuts of the 747-400, but I wager i’ll see more than either of those two put together. It’s something that I have to do – to find, to explore. And that’s what I choose.

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DIARY EVENTS

Dates for your 24th October – NFBP Brilliance in Business Seminars (Brockenhurst College) This event will comprise a range of seminars and briefings throughout the afternoon on topics key to the effective running of your business. Topics will include marketing, search engine optimisation and business grants. For further details, please see page 11.

6th November - NFBP Planning Seminar (Appletree Court, Lyndhurst) This will be an opportunity to quiz Council Planners on specific policies and issues resulting from the seminar on the recently published Draft Core Strategy of the District Council’s Local Development Framework. For further details and to book your place visit the NFBP website at www.nfbp.org.uk or call 023 8028 5371.

27th November – Brilliance in Business Awards Presentation (Beaulieu Hotel) The second annual Brilliance in Business Awards will take place at on 27th November. Awards will be presented is six categories by the Hon. Ralph Montagu of Beaulieu. The evening will feature guest speaker Alex Aitken. This event is open to New Forest Business Partnership members only; personal invitations will be sent approximately one month prior to the event. Membership of NFBP can be completed for free on the Partnership’s website at www.nfbp.org.uk Free Business Advice Clinics 1 to 1 business advice clinics take place across the New Forest each month. These clinics are run by Business Link Advisers who specialise in the issues facing smaller businesses. There is no charge for these clinics.

Totton – First Wednesday of each month Hythe – Second Friday of each month Ringwood – First Friday of each month Lymington – Second Wednesday of each month New Milton – Second Tuesday of each month To book your one hour session call 0845 600 9006

THE MAGAZINE 34

Peer Group Learning If you want to benefit from learning opportunities from other businesses, you could benefit by being part of Peer Group Learning. It allows business owners to interact, share knowledge and learn from each other's business experiences. All business sectors are welcome to encourage collaborative working and development of the consortia. Meetings take place across the county with the New Forest meeting taking place in Burley on the last Monday of the month. Visit www.business-x-change.net for full details.

Ringwood Chamber of Trade and Commerce Ringwood Chamber hold bi-monthly network meetings. For details of future meetings and membership visit their website at www.ringwoodchamber.co.uk or contact Leigh Neville on 0777 5644242 Sway Manor Business Club Sway Manor Business Club hold monthly breakfast meetings offering high quality guest speakers and networking with other local businesses. Meetings take place on the second Thursday of each month. For further details of membership and future meetings visit www.swaymanorbusinessclub.co.uk

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FREE Brilliance in Business Seminars Brockenhurst College, SO42 7ZE Wednesday 24th October 2007

3pm – 7pm

sh flow? ca r u o y g in g a n a m h it Do you struggle w Do you want to raise your company profile?

Are you looking to expand your business?

If so, then you’ll benefit by attending NFBP’s Brilliance in Business Seminars.

Throughout the afternoon you’ll have the opportunity to attend a series of seminars delivered by expert speakers on a wide range of topics relating to the everyday running of your business.

Ti me

3:00

3:40 3:45

4:25 4:30

5:10 5:15

6:00 6:00

7:00

Se min ar Ro o m 1

Se min ar Ro o m 2

Get Paid on Time

Paul Savage (HSBC)

Search Engine Optimisation

Rob Dewing (Northerwood Systems)

Finding a Grant for your Business

Richard Hall (European Information Centre)

How to Close a Sale

Chris Robinson (Communicating)

Employment legislation for small businesses

(A senior adviser from Acas)

Marketing without a Budget

Peter Eales (Chartered Institute of Marketing)

Top Tips for Starting your Business

Ed Beckmann (SimplyWorkFor Yourself)

Expanding your Business

Trevor Thorogood (Business Link)

Following the final workshop, a buffet will be served allowing time to network with seminar speakers and other delegates

This event is free, but you are asked to pre-register for those workshops which you wish to attend. Please book early as demand is likely to be high.

You can simply pick and choose those seminars you wish to attend. All speakers will be located in the exhibition area where they’ll be available to answer your individual queries.

For further details of each of these workshops see page 11 To register for free, visit

www.nfbp.org.uk