Business Edge 12

BUSINESSEDGE The magazine of Sussex Enterprise

New Year, New Business – how we can help your business in 2013 The Beautiful South East destination for Senior Citizen Day Trippers to Wealthy Chinese Travellers Famously Hastings – a look at the most famous town in the World

British Chambers of Commerce Accredited

DECEMBERJANUARY 2013

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The image of the Safety consultant sweeping through a company’s premises pointing out everything that is wrong, threatening businesses with closure if this or that is not done now has done a lot of damage to why Health & Safety at work was originally brought in.

Miris training are on a mission to help you make sense of Health & Safety.

The HSE themselves are working hard to lay some of these fears & prejudices to rest. My article last month told you about the “MythBusters” incentive set up by Judith Hackett, the HSE Chair.

Now read Judith Hackitt’s blog “We all pay the price” 02 Jul 2012.

I’ve talked before in the blog about the confusion that exists over what health and safety actually stands for.

Reading some of the responses to my own letter in one of the national newspapers recently, it was brought home to me yet again just how much confusion exists between what health and safety law requires and the decisions that people take off their own back or on the advice of others to reduce the risk of being sued.

The majority of the perverse decisions we see reported by the media can be traced back to fears of civil claims, and that is evidenced by the 50+ cases which we have now seen in the Myth Busters Challenge Panel. ...... the fear of being sued is real and significant, and has an impact on the judgment of employers, volunteers, teachers and even to parents, when they invite other children to play in their house or garden.

My letter to the Telegraph made it clear that ‘health and safety’ had not prevented the tug of war competition from taking place at the fete in Jeremy Vine’s village. A few sensible precautions, like ensuring sufficient space between the (presumably) burly men taking part and the crowd would have sufficed to avoid the risk of anyone getting crushed during the contest. But the concerns here were all about civil claims: health and safety law doesn’t even apply to fetes and public events where there is no work involved.

....... infamous conkers myth is another story of fear of civil claims, not about health and safety law, along with banning hanging baskets, bunting and running in pancake races.

We can only tackle the problem if we understand its cause. The Myth Busters Challenge Panel is doing its bit to give people the courage to challenge the jobsworths who trot out the ‘health and safety’ excuse, but don’t we all have to recognise the need to change our collective culture? If I fall over in the street its more likely to be because I wasn’t looking out for myself, rather than it being someone else’s ‘fault’ that the pavement was uneven or slippy.

If my child falls over and cuts her knee at school or at someone else’s house, they’ve learned a valuable lesson to be more careful in future, not created an opportunity for me to make a claim on their behalf.

And I really would like the adult who is there to put a plaster on for me - not be too scared to do so in case I sue. Or am I just being old fashioned?“ � http://www.hse.gov.uk/news/judith-riskassessment/index.htm

Want a common sense approach?

One size does not fit all, so we offer realistic ways to make sure that your company is compliant It is a legal requirement if you have 5 or more employees, so it is not going to go away, but, and this is a big but, you do have a say in what is implemented and how it is done.

We will not come in tut-tutting and shaking our heads. We will work WITH you to ensure that the Health & Safety procedures and training that you put in place is RIGHT for you and your business and it won’t cost a fortune.

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www.miris-training.co.uk Read the blog www.miris-training.co.uk/blog Phone: 01293 618881�

De-mystify Health and Safety. Talk to Jane Brann at Miris Training – no obligation.

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www.miris-training.co.uk Read the blog www.miris-training.co.uk/blog

10/12/12 15:34:58

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Contents Welcome

05 08 21 44 04 05 07 08 12 13 15

Economic Overview Upfront Upfront World View Chamber News BCC Focus Ask the Expert

The Steam Room Upfront Start-Ups The Big Interview Cover Feature Spotlight on Hastings New Year, New Business

Contacts Business Edge is a Sussex Enterprise publication.

If you have any stories you would like to tell us about or any comments please drop us an email at businessedgeenquiries@sussexenterprise.co.uk

SUSSEX ENTERPRISE Greenacre Court, Station Road, Burgess Hill, West Sussex, RH15 9DS

40 41 43 44 47 48 50

Skills and Training Chamber Events Upfront MP Pages Upfront New Members The Last Word

We hear from Tourism South East, about the tourism industry in the South East of England, the trends in recent years within the industry and how the future looks for UK Tourism in the wake of the last year’s excitement.

We talk to Andrew Mosley, General Manager of The Grand, Brighton, about his highs and lows in the tourism industry, and also Mike Weatherley, MP for Hove and Portslade since 2010.

We then head down the coast and take a closer look at the historical town of Hastings, setting for the infamous Norman Conquest of England and then hop over to France (no irony intended) to find out about the successes of the DEEDs project, ‘Development of Economic Exchanges between Dieppe & Sussex’ and the trade mission last October, organised by Sussex Enterprise.

And, most importantly, with the Christmas festivities truly underway, we have launched a ‘New Year, New Business’ campaign and have included a review of the benefits of membership to assist your business in 2013 and beyond.

As always, thank you all for the great news stories and please do keep sending them. We are always looking for exciting news stories from our Members. So, if you have anything you would like to tell us, please email businessedgeenquiries@ sussexenterprise.co.uk.

Our next issue is out in February and focuses on Successful Sussex. We look forward to hearing from you.

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ECONOMIC OVERVIEW

New Year, New Business For the second year running, we are excited to announce our ‘New Year, New Business’ campaign. This means that Sussex Enterprise will be concentrating on the products, services and events that we can offer you and your business to give you a great take off in the New Year. Before I go into the details, it is perhaps worth taking stock.

When I spoke in November at our Gala Dinner at Goodwood House, I said that it seemed to me that while the economy remains fragile, businesses (certainly those I talk to) are now more confident.

In fact, Shoreham based Ricardo announced the same day that it had acquired the business, operating assets and employees engaged in the business of AEA Europe a leading environmental consultancy providing technical consultancy services to the UK public sector, the European Commission, international agencies and private sector organizations. This must be a measure of confidence and we see our role at Sussex Enterprise as helping build business confidence.

Tell us your views on how your business is faring, email liz.cadman@sussexenterprise.co.uk.

Also, The Economist magazine said recently “Amid the gloom something welcome is happening: growth at last appears to be returning to Britain’s economy. The squeeze on real take-home pay is easing as inflation falls and wages edge up. Business surveys suggest activity is picking up which suggests the current quarter will see a positive figure for GDP growth.”

And this was the case.

If you are a Premier Member, we will be organising new high level Premier to Premier networking and inspirational leadership events. So now is a great time to consider becoming a Premier Member. And, if you know a business who may want to become a member, just contact Chris Goulding with a name and contact number and we will do the rest You could visit Washington on us!

As we launch our New Year, New Business campaign, Sussex Enterprise wants to help businesses in Sussex become more confident and we see our mission as helping members and indeed businesses of all sizes to prosper and grow. Whether you are a member or non member, you can be confident that we will help businesses in Sussex meet new customers through our lunch clubs, our breakfasts and our workshops. You will find elsewhere in this issue, details of all forthcoming events.

I believe this all means that the New Year will lead to New Business for our members and businesses across Sussex.

If you would like to find out more about becoming a business member of Sussex Enterprise, or if you would like to upgrade your EVENTS membership, please email chris.goulding@ sussexenterprise.co.uk or ring 0844 371 5404.

uccessful

Nick Handley is Executive Chairman of Sussex Enterprise and Managing Director of Marketing LEARNING & DEVELOPMENT Leadership

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SUSSEX

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UPFRONT

Accountants’ support adds up for school Playtime will be better than ever for children at South Malling Primary School in Lewes after they received £800 towards a play boat for their playground.

The money came from Sussex accountancy firm Knill James. Partner Sue Foster, attended assembly at the school to present headteacher Jo O’Donaghue and PTA representative Holly Johnson with a giant cheque.

After a request from the school’s PTA, the firm raised the funds by holding an English Wine Tasting at their offices as part of the Lewes OctoberFEAST. Harvey’s wine manager Andy

South Malling School celebrates with Knill James – left to right: Mia (9), James (11), Sue Foster (Knill James Partner), Holly Johnson (PTA), Jo O’Donaghue (School Head), Dylan (9) & Lena (10)

Harris providing a tasting of local classics and the event was supported by local businesses, including the Dorset Arms, the John Harvey Tavern and the Pelham Arms.

Sue said: “The event was a huge success and it was lovely to be a part of this important Lewes celebration of local food and drink, as well as to raise funds for our local primary school.”

Highly commended accolade for law firm A Sussex firm was shortlisted in the Law Society annual awards held in London.

The awards highlight innovative business practices, successful approaches to practice management as well as contributions through social responsibility and equality and diversity initiatives.

However the one that most firms want to win is the coveted Client Service Award and, out of a possible 11,000 firms in the UK, six were shortlisted, including Sussex-based Mayo Wynne Baxter.

The winner of the Client Service Award was Berkshire firm Turpin & Miller, but a Highly Commended award went to Mayo Wynne Baxter.

In making the presentation, BBC broadcaster Mishal Husain highlighted Mayo Wynne Baxter’s service and expertise, regularly reviewing their client offering through market research and mystery shopping.

She said: “New client-focused services, including retainer options, fixed fees and service level agreements, have been introduced,

From left, Dean Orgill, Chris Randall, Amy Nicholls, Martin Williams and Jason Edge from Mayo Wynne Baxter

resulting in the firm growing and remaining profitable in a difficult economic climate.”

The firm’s Chief Executive, Chris Randall, said: “Being Highly Commended for Client Service

is an outstanding achievement and confirms the hard work that the firm puts in to making sure that the standard of service we deliver is industry leading.”

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ADVERTISING FEATURE

PORTSMOUTH BUSINESS SCHOOL

A burning ambition A senior firefighter has set himself on course to achieve his dream of one day winning the top job in Hampshire’s Fire and Rescue Service.

Dan Tasker, 37, group manager in charge of fire stations in Eastleigh and the Test Valley, signed up for a course to give him a 360-degree view of business management, including everything from human resources to emotional intelligence.

He joined the Fire and Rescue Service at the age of 18 and has since attended more than 4,000 calls to everything from small vehicle fires to aircraft crashes, train derailments and major fires in high-rise buildings.

He has also undertaken highly specialised secondments in training, community safety and project management.

But despite his broad experience in the field, he didn’t have all the qualifications necessary to be considered for promotion to chief fire officer.

Dan signed up for a Masters in Business Administration (MBA) at Portsmouth Business School because the qualification is widely seen as essential for modern managers. He also

wanted to set himself a personal challenge to see if he could qualify for a high-level degree.

He said: “The MBA is nationally recognised by the Chief Fire Officer’s Association as an absolute pre-requisite to the role of chief fire officer because it delivers the knowledge-base and senior management skills and attributes necessary to lead a modern Fire and Rescue Service. Our senior managers must now demonstrate the ability to perform like a chief executive.”

Dan signed up for the part time Executive MBA at Portsmouth Business School so he could study alongside his day job. The course can also be studied full-time over one year.

He said: “The MBA has without question developed my academic and personal skills to such a level that I now feel ready to take the step into senior management. That step now seems much smaller than before.”

As part of the course Dan studied a combination of business-critical subjects, including corporate finance, international human resource management, marketing and operations and strategy, and has taken part in

Dan Tasker

masterclasses with international specialist tutors on subjects as varied as emotional intelligence and management consultancy.

Dan said: “The way the course is structured you get this wonderful combination of subjects which has provided me with a sound platform from which to lead any organisation in the modern business environment.

“The MBA integrates a range of subjects into a melting pot of skills and assets that are vital for chief executives. The course is underpinned by industry-proven and accredited tutors and highly specialised visiting lecturers from all over the world.

“I have never made any secret of the fact I aspire to become a chief fire officer and with the MBA under my belt, I am another step closer to achieving that.”

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UPFRONT

Lawyer crowned Entrepreneur of the year for the South of England Penina Shepherd, the Founder and MD of ACUMEN BUSINESS LAW, has been named as the winner of the Entrepreneur of the Year category in the South of England by the British Chambers of Commerce.

The competition covered London, Sussex, Surrey, Kent, Milton Keynes and surrounding areas.

Penina founded the company in 2007 with a clear vision to revolutionise the way business legal services were provided.

Five years on and the firm now has more than 650 corporate clients and a team of commercial law experts offering services in all aspects of employment, dispute, contract, media, intellectual property, property, trademark, business sale and insolvency law.

ACUMEN has scrapped the hourly rate charging system replacing it with a fixed-free pricing model for all non-contentious matters. It has also revolutionised the culture and ethos associated with the legal profession by making sure its people are accessible, approachable and unpretentious.

Penina said: “I am absolutely delighted to receive this title. It is fantastic that a lawyer is receiving such accolade and recognition in the business community, this is particularly so bearing in mind the current economic climate generally and the changes in the legal industry specifically.”

Penina Shepherd

Company staff step forward to support charity month Employees at Sussex-based Vent-Axia, the UK’s leading ventilation company, supported Movember to raise funds for men’s health awarenesss, specifically about prostate cancer and testicular cancer.

Male staff became Mo Bros for November to support the global charity initiative Movember, which is committed to changing the face of men’s health.

Tony Pill, an employee at Vent-Axia and the company’s face of Movember

Mo Bros started November with clean-shaven faces, then grew moustaches. Staff at both the

firm’s Crawley and Dudley manufacturing plants took part, supported by the Mo Sistas.

The company also supported the firm’s electrical wholesalers and their customers to take part.

Lee Nurse, Marketing Director at Vent-Axia, said: “We are keen to support Movember to help raise awareness and funds for men’s health, specifically prostate and testicular cancer.”

Vent-Axia donated £1 to the charity for every Silent Fan it sold during Movember.

In total,Vent-Axia raised almost £5,000 for Movember.

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10/12/12 15:36:35

WORLD VIEW

Happy New Business!

With the New Year just around the corner, we look at new business opportunities and look back at the successful DEEDS project (‘Development of Economic Exchanges between Dieppe & Sussex’) undertaken during 2012. Sussex and French companies have been seeking new opportunities across the Channel through the DEEDS project.

As part of the two day event there were also presentations of clusters and major employers, including Farnborough Aerospace Consortium, Isle of Wight Chamber of Commerce,Transport Knowledge Transfer Network and Newhaven Port.

Falling under the marine sector and logistics sector, the French delegates also went on a guided tour of Shoreham Port hosted by Tony Parker, Director of Engineering, who presented the terminals and the efforts made to improve the infrastructure and investment plans for the port.

The trip ended with a visit to Sussex Downs College and finally Harveys Brewery in Lewes, where delegates were treated to samples of the beer resulting in just a little bit of merriment.

Also attending the event were many educational representatives from schools and colleges in both Dieppe and Sussex. Representatives from Sussex Downs College attended and from Dieppe; professionals from Pablo Neruda High School, the Georges Braque Secondary School and the CFPPA – the vocational and agricultural training centre in Yvetot. The Dieppe representatives visited Sussex Downs College in Lewes, where they were shown around the college.

In October, Sussex Enterprise welcomed a delegation of French businesses. The event was a follow-up to the trade mission that took place in June, when Sussex businesses travelled to Dieppe to meet with the French companies.

Twenty French business representatives crossed the channel and over forty business people from across the South East of England joined them for over seventy formal and informal business meetings over the course of the two day event, enabling companies to meet new contacts and identify and take forward opportunities of collaborating and working together in the future.

Malcolm Bradshaw, Board Member at Sussex Enterprise, commented:

Sussex Downs College discussed with Pablo Neruda High School ways to build relationships that will allow for a collaboration including the possibility of offering students on both sides of the channel to take part in an internship program; English students being welcomed into a company internship in France, and French students being offered similar positions within English companies.

“The whole idea of DEEDS is about job creation and boosting the economy. We already know that the exchange trip in June created in excess of fifty jobs in the UK. We expect even more jobs will be created as the project moves forward. This is excellent news for Sussex Plc.”

Sussex Downs College has also secured relationships with The Georges Braque secondary school, which could open doors in regards to offering a further language course for the French college’s students.

Over the two day DEEDS event a programme was created for the delegates including individual meetings set up in a “speed dating” format of around 40 minutes each and various company visits. These visits included Time 24 in Burgess Hill and Auntie Val’s in Storrington.

Sussex Downs also made promising contacts with CFPPA in Yvetot, with plenty of ideas bouncing around for a partnership for adult learning. CFPPA specializes in training for adults in commerce, the food industry, agriculture etc.

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WORLD VIEW

Within the food sector, DEEDS has helped build bridges between Sussex and Dieppe with Auntie Val’s, a marmalade and chutney manufacturer, getting an international order and doubling their workforce as a result.

When visiting Auntie Val’s and Piglet’s Pantry, a manufacturer of savoury pies, contacts were established for the possibility of the companies welcoming interns from Seine-Maritime.

David Macdonald of The Martlet Partnership LLP commented, “The DEEDS project enabled a good number of local businesses to meet their counterparts from Normandy and establish and forge business relationships which I am sure will come to fruition in the future.”

barrier, and the cross channel trade possibilities have opened up many new doors for both English and French businesses.

The project has now grown to become something organic and strong with promising new branches growing all the time. It appears the English Channel has been removed as a

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10/12/12 15:37:00

CHAMBER NEWS

Olympian Inspires Sussex Firms at Gala Dinner Over 90 Sussex business leaders were treated to an evening of high-dining, exquisite surroundings and an inspirational speech from the Olympian Sally Gunnell OBE at a gala dinner.

The event was hosted by Sussex Enterprise, the Chamber of Commerce for Sussex, and was held in the luxurious surroundings of Goodwood House, near Chichester.

Premier Members of Sussex Enterprise were invited to attend the exclusive event. Guests included representatives from Newhaven Port & Properties Ltd, Ricardo Plc, Southern Water and Varian Medical Systems UK. Sally Gunnell’s after dinner speech gave an insightful glimpse into her career as an Olympic Gold Medalist. Guests were inspired by her anecdotes on the lessons she learned as a top-class athlete, including the techniques she used to win the 400m hurdles at the 1992 Olympics in Barcelona. Sally remains the only woman to have held the European, World, Commonwealth and Olympics titles at the same time and was awarded an MBE and OBE in recognition of her achievements.

The delegates were welcomed with a champagne reception in The Great Hall of Goodwood House, followed by tours of the famous Canaletto paintings.

Nick Handley, Chairman at Sussex Enterprise, gave a positive speech about the Sussex

Nick Handley, Chairman at Sussex Enterprise, Sally Gunnell OBE and Adam Mitchell, Sussex Enterprise.

economy with business confidence on the rise and he also introduced the new membership benefits on offer including a new high level networking group for Premier Members.

Nick said, “The gala dinner was a fantastic success and I’m delighted that so many business leaders were able to get together in such a prestigious environment and enjoy Sally’s enthralling speech.”

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BCC FOCUS

BCC’s Q3 QES results show economy remains stagnant The latest report from the British Chambers of Commerce suggests that the economy continues to struggle.

All the domestic balances worsened in Q3. For both manufacturing and services, the home deliveries balances were only slightly above zero, and the forward-looking home orders balances were in negative territory.

Though higher than in the 2008-09 recession, all the Q3 domestic balances were lower than their long-term historical averages, and well below their 2007 pre-recession levels.

In manufacturing, the balance for home deliveries fell 6 points, to +3%, while thehome orders balance plunged 14 points, to -6%. Both Q3 manufacturing balances were at their worst levels since Q4 2011.

The service home deliveries balance dropped 9 points in Q3, to +1%, the worst level since Q3 2011. The service home orders balance fell 7 points, to -2%, the worst level since Q4 2011.

The national export balances weakened in Q3 for both manufacturing and services. The manufacturing balance for export deliveries plunged 18 points, to +13%, the worst level since Q4 2011. The manufacturing balance for export orders dropped 16 points, to +8%, also the worst level since Q4 2011.

The service export deliveries balance fell 5 points, to +19%. The service export orders balance fell 4 points, to +15%. The manufacturing sector’s export balances are now weaker than the service export balances.

All the national employment balances worsened in Q3, and all are now below their 2007 pre-recession levels.

The manufacturing employment balance fell 5 points, to +11%, the worst level since Q4 2011.

The manufacturing employment expectations balance dropped 12 points, to +1%, also the worst level since Q4 2011. The service employment balance slipped 1 point, to +9%.

The service employment expectations balance fell 3 points, to +9%.

Investment All the national investment balances weakened in Q3; all were lower than their long-term historical

averages, and below their 2007 pre-recession levels. The balance of manufacturing firms planning to increase investment in plant & machinery fell 4 points, to +7%, the worst level since Q4 2011. Manufacturing intentions to invest in training fell.

According to the BCC: “The Q3 2012 results are weak and disappointing. For both manufacturing and services, almost all the key Q3 balances have worsened compared with Q2. The domestic balances signal stagnation, and it is concerning that the forward-looking balances for home orders have moved into negative territory.

“It is disturbing that the improvement in the export balances seen in previous quarters has suffered a setback. The service export balances are still adequate by historical standards, but the manufacturing export balances recorded marked falls in Q3, and are now well below their average 2007 pre-recession levels.

“The confidence balances worsened for manufacturing, and are weak by long-term historical standards for both sectors. All the investment balances fell and are inadequate. The cashflow balances worsened, and are in negative territory for both sectors. Plans to raise prices, though higher for manufacturing, are relatively muted overall. But inflation remains a significant concern for businesses in both sectors.“

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ADVERTISING FEATURE

CARDINUS RISK MANAGEMENT LIMITED

Embrace health and safety and save money and lives Whilst the current Government has created tabloid headlines by trying to reduce the burden of “‘elf ‘n safety” on smaller, lower risk businesses, the fact remains that a majority of UK businesses still have a clear duty of care under the Health and Safety at Work Act and The Management of Health and Safety at Work Regulations.

Get it wrong and the costs will quickly mount up. Get it right and you not only comply with the law but will save money and lives

n

Set out clear procedures that support the policies i.e Emergency Evacuation procedures and Manual handling procedures

And, to add to the potential cost of breaching safety legislation, on the 1st October 2012 the HSE introduced a new scheme, Fee For Intervention (FFI), which allows them to recover costs where a business, in the opinion of the inspector, is in material breach of any health and safety law. The rate has been set at £124 per hour - that’s almost £1000 per day - for advice that was never requested! The HSE will invoice you for these costs even if they turn up unannounced and, if they feel that more than one expert is required, you pay for every inspector at the same rate!

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Carry out risk assessments on the business, its location and activities e.g driving at work, machinery use, construction work, noise and hazardous substances.

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Provide appropriate training and equipment that will mitigate the risks from the hazards identified in the assessments

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Record all the above and any incidents, accidents ( what could you do differently in the future?) and continuously monitor

So how can you make sure you don’t get caught in these costly traps?

The key issues that a business needs to take on board are: n

Produce and communicate a health and safety policy, signed by director responsible for safety.

Get this right and you will reduce the potential for incidents. Reduce incidents and you will save money and potentially lives.

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Lower insurance costs

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Less downtime

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Less wasted management time in dealing with the consequences

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Improved employee morale – they see you care!

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Improved workplace absence and,

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Defence against fines and HSE fees

Keep your policies under constant review.

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ASK THE EXPERT

Each edition we ask a panel of experts for the answer to issues that are challenging you. This time, it is Lea and Marie, from our Export Documentation Service at Sussex Enterprise.

What are the most frequently asked questions by customers looking to export abroad?

Q A

This is a very wide question, as exporting is a large subject, however please find some questions below:

How do I export?

How do I get paid?

What is an Incoterm?

What is a tariff/commodity code?

What duty will be payable?

What is a Certificate of Origin?

What is Certification?

What is Legalisation?

Q

What countries do you require export documentation for?

All Countries have their own documentation requirements.

Country specific information is available in Croner’s Reference Book for Exporters and Tates Export Guide.

However, the information is intended as a guide only as each importer will also have their own specific requirements which can differ for each shipment.

A

Q A

Proforma Invoice Commercial Invoice Packing List EC or Arab-British Certificate of Origin Bill of Lading/Air Way Bill/CMR Bill of Exchange Health Certificate / Certificate of Free Sale Certificate of Conformity / Pre Shipment Inspection Certificate Insurance Certificate

What happens if you do not have the right documents or there is an error?

A

Shipments can be held by the Customs Authorities in the receiving country incurring demurrage charges which the exporter can be responsible for.

What documents do you need?

As above, this is dependent on where you are exporting to and the importers specific requirements. Some of the potential documents may be:

Q

Worst case scenario the shipment could be returned to the UK at the exporters expense.

n

Chamber Certification and Embassy Legalisation of export documentation.

n

Authentication of HM Revenue & Customs Forms, EUR1 &ATR’s.

n

Notarisation & Foreign Office Apostille of export documentation.

n

Preparation of Certificates of Origin.

n

Electronic Certification of Certificates of Origin, via e-zCert.

n

Letter of Credit Processing Service, we raise all the required documents and present to the Bank.

n

ATA Carnet to enable temporary export of goods.

n

International Trade Training courses, covering a variety of subjects.

n

Sussex International Trade Forum, bringing exporters together from across Sussex.

UK Customs could issue a fine, they can also come to inspect goods or paperwork.

In serious/fraudulent cases, a custodial sentence may be enforced.

Q

A

What export documentations service does Sussex Enterprise offer?

We are the Sussex Chamber of Commerce and provide exporters with the following services:

Please contact Adam, Lea or Marie on 0844 371 5408 / 5410 / 5411 or email export@sussexenterprise.co.uk

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   

       

     

 

           

   

                  HD CCTV | CARD ACCESS CONTROL | VIDEO ENTRY | SECURITY SYSTEMS CONSULTANCY & DESIGN | SAFE CONTRACTOR | NSI APPROVED

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16 BUSINESSEDGE

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            10/12/12 15:37:18

Quality Care Homes

GP Products (UK) LLP

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Experienced caring staff

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short stays, holidays

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If you are involved in manufacturing & utilise cut components, we can provide you with your requirements efficiently & economically!

For further information Sue Brand Pembroke Care Group Curtis House 34 Third Avenue Hove, Sussex BN3 2PD

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We specialise in production of foam inserts, cut sponge products, paper gaskets, ptfe bushes, rubber strips, cork washers, silicone sealing products, plastic cut parts, graphite seals, presentation case inserts & stainless components to name but a few!

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BUSINESSEDGE 17

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10/12/12 15:37:28

Introducing the new Kenco Singles Brewer now with Hot Chocolate and a two stage Cappuccino Order your new machine now and quote ‘Business Edge’ to receive a 10% Discount Contact us now for details of this and other great offers

0800 195 3170 www.westwaysvending.co.uk Like us on Facebook & follow us on Twitter

A variety of venues including a medieval banqueting hall located within the precincts of the beautiful Chichester Cathedral  5 star accommodation at George Bell House  Corporate Hospitality  Cocktail Receptions  Meeting rooms  Day delegate rates

For further information, please telephone 01243 813586 or email bookings@chichestercathedral.org.uk www.cathedralenterprises.co.uk www.chichestercathedral.org.uk

18 BUSINESSEDGE

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10/12/12 15:37:35

THE STEAM ROOM

UK corporation tax I was sitting in a meeting about membership rules for our trade association.

I made the suggestion that one rule of membership should be that the company applying for membership should be seen to be paying British corporation tax. The others in the meeting voted me down on this point with one prominent member, who made £5 million profit on £15 million sales last year, stating “My company doesn’t pay much UK corporation tax so it wouldn’t be a good rule”.

The

Steam Room!

Each edition we invite a visitor to ‘The Steam Room’ to let off steam on the issues that are bothering them and their business.

So let me let off a little steam …..

Look at all these bad boys: With Amazon’s £3.3 billion sales last year, it managed to pay zero UK corporation tax on any of the profits from that income. Even though it sells nearly one in four books in Britain, it classes the UK operation only as an “order fulfilment” business. With more than 2,000 people employed by Amazon in the UK it has announced a further 2,000 jobs with three new distribution centres. Well bully for Amazon – such a booming book industry. And why’s that? Well I’m sure paying zero UK corporation tax helps.

I wonder why Amazon wants to create 2,000 new jobs when clearly as it pays UK plc no corporation tax it obviously can’t be making much of a profit here in the UK? Ebay’s £1.2 million tax bill from sales of £800 million seems to be way below the £50 million it should be. I wonder why Ebay is so successful. But there again who couldn’t run a successful on-line auction site when there’s no UK corporation tax to pay.

Starbucks has racked up £3 billion in sales over a decade and has paid only £8.5 million in UK corporation tax and nothing since 2009.

I wonder why there are so many Starbucks outlets in the high street. Well with no UK corporation tax to pay, it makes coffee shops on the UK high street quite a lucrative business.

No wonder the campaign to boycott Starbucks coffee outlets has been so successful.

Ikea is said to have legally halved its corporation tax bill in the UK. Another successful company.

Well successful at avoiding UK corporation tax at any rate.

My rant started from my meeting. What’s made it worse for me is to find out that one of my

competitors doesn’t pay much UK corporation tax. So it’s happening everywhere – even in my line of business!

It won’t be long before we find out that organisations from virtually every other area of business are all (in inverted commas) “legally” avoiding paying UK corporation tax. UK plc is missing out on billions of pounds. Our schools, hospitals and every single government funded organisation is being squeezed because of this injustice.

The solution?

Everyone pays 23% corporation tax on profits from UK sales. No siphoning.

No dodgy transfers. No UK corporation tax avoidance.

Simplify the rules! State the UK sales. State the UK costs. State the UK profit. Pay 23% corporation tax on that profit.

Rant over! Steam valve cleared!

BUSINESSEDGE 19

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10/12/12 15:37:41

UPFRONT

Company encourages students to aim high Flying Time Aviation was among companies encouraging youngsters to reach for the skies at a fun-packed information day aimed at inspiring the next generation of pilots and aircraft engineers.

Shoreham (Brighton City) Airport-based Flying Time Aviation was invited by Virgin Atlantic to attend the Future Flyers and Fixers Day, which informed young people aged 13-25 years about potential career options within the aviation industry.

The event, organised jointly by the airline’s Flight Operations and Engineering departments, took place at Virgin’s training facility in Crawley.

Flying Time is one of the top training schools in the UK and is the only centre in the South East to offer the UK Civil Aviation Authority-approved Flight Deck Programme, an intensive one-year course which leads to a Commercial Pilot Licence qualification - the minimum qualification that a European Airline would require from prospective pilots.

MD Jonathan Candelon said: “It’s a little known fact that you don’t need a degree to become a commercial pilot and that training can provide a cost effective alternative to undergraduate study. What is absolutely vital is that young people have the drive, energy, motivation and commitment to succeed in this demanding but highly rewarding career.”

Flying Time Aviation trains students from its base in Shoreham on its modern training fleet of Jet A-1 fuelled aircraft equipped with EFIS (Electronic Flight Instrument System), DA40 Diamond Stars, DA42 Diamond Twin Stars as

well as flight deck simulators. Flying Time is the largest operator of Diamond aircraft in the UK.To find out more about Flying Time Aviation go to www.flyingtime.co.uk or call 01273 455177.

jag press & publicity celebrates win Sussex based communications agency takes home five industry awards Sussex based strategic communication agency jag press & publicity has won five Best for PR awards including a bronze for best national agency, two silvers in the charity and consumer categories and two further bronze awards in health and beauty and regional (South East) categories. jag battled against 150 agencies in the popular consumer and national categories and managed to scoop a silver and bronze, achieving higher rankings than many big name agencies.

The Horsham based agency was set up in 2008 by director Ann Grain who has over 15 years experience in strategic communications and media relations. jag’s vision of clear and open client relationships has helped to build up a

strong client base nationally and in the south east, with many high profile clients including NHS Direct, the Department of Health and Sussex Partnership.

The awards received over 200 entries overall and required jag to submit case studies which showcased their skills and expertise in relation to the relevant categories entered. These rankings will now appear on the Best for PR website, allowing companies and organizations to search, select and contact leading PR agencies to suit their requirements.

Ann Grain, Director of jag press & publicity, said: “I am delighted that jag has won five Best for PR awards. To achieve a silver award in both the consumer and charity categories is a

real achievement for us, considering the tough competition we were up against.

“This is testament to the fantastic work the whole team at jag do. We hope by having our work recognised, new clients will contact us to see firsthand the results we can generate for their organisation.

“We pride ourselves on getting under the skin of our client’s business; understanding their key aims and objectives and working as part of the team to deliver the right messages and get the desired results in an accessible, engaging and creative format.”

For more information please contact Ann Grain on 01403 793 836 / 07861 376 844 or email ann@jagpresspublicity.co.uk

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START-UPS

When caring about the community makes sound business sense Early in 2012, Tom Hall and Joe Attwood had a conversation that sparked a thought. That thought became an idea and that idea became Future Proof Consulting CIC. The conversation was about the role that businesses of all sizes can, and should, play in supporting their local and regional economy and community.

As Joe Attwood, Partner, put it: “Many larger businesses have CSR policies in place but often these focus on high level corporate issues and ignore the very real problems on everybody’s doorstep. The way that sustainability, or CSR, has been overtaken by the environmental agenda means that many businesses are unsure exactly what role they can play – Future Proof was set up to help do just that.“ Tom Hall, Partner, said: “We want to help each business or organisation understand that CSR doesn’t have to be constrictive; in fact, it can help build your business profile and open new markets.”

The approach they are taking supports Government ambitions regarding localism.

Giving communities greater power over their futures means that the way businesses and local authorities engage with their communities is changing.

Increased use of local suppliers, direct involvement with community groups and initiatives, building relationships with local schools and colleges are all ways that businesses can respond to this changing agenda.

Joe and Tom argue that the business that places itself at the heart of its community is more resilient to economic change, better able to respond to legislative changes and is in a stronger position to grow.

Tom said: “Current changes to the way government provides funding means the emphasis is clearly on businesses taking up the mantle.”

To describe this process, Tom and Joe have started using the phrase ‘the common conversation’. By this, they mean up-front

conversations involving businesses, community groups, local authorities and other organisations, about how they can collectively improve the situation for themselves and as a whole.

This new approach to CSR is being welcomed by authorities and government departments alike, it’s also something that Future Proof are seeing on an international level.

“It’s a million miles from the old school approach of simple corporate policies addressed once a year in your annual report,” said Joe.

Joe said: “Our work overseas is all about stimulating and supporting local markets through the preferential use of local SMEs.We’re seeing the same thing here in the UK but on a slower basis.”

As an example of how this works, a project they are currently working on sees businesses, the third sector and the council working together to provide work opportunities for people living in some of Brighton’s most deprived areas. Joe said: “The businesses needed local people and local community groups were already helping people get in to work – our approach brought these groups together.”

By using CSR or sustainability as that common thread they believe that by working together businesses can improve the way they do business, establish local supply chains that provide the best products at the best price, and through combined engagement programmes address and support local community and business issues such as recruitment, skills and training gaps or even transport connections.

A recent project in Liberia proved that, for every pound spent locally, 70 pence stayed in the local economy – a hugely significant message to consider when councils, large businesses or other organisations let a contract.

Future Proof want to engage with some of the bigger businesses in the region to get them looking at local issues in more detail.

For more information please contact Tom Hall: Mobile: 07538 231 201 tom@futureproof-solutions.com www.futureproof-solutions.com

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ADVERTISING FEATURE

THE ALDINGBOURNE TRUST

Give it the green light Over 100 employers in West Sussex joined WorkAid, an Aldingbourne Trust project, and West Sussex County Council gathered at Field Place in Worthing to launch a new DVD promoting the benefits of Supported Employment in West Sussex.

The DVD - Give It The Green Light - is aimed at inspiring employers to access free support to employ an untapped work force of individuals with learning disabilities.

Kieran Stigant, Chief Executive of WSCC introduced the 15 minute film by explaining the work the County Council is undertaking with WorkAid to make sure people with learning disabilities are fairly represented in the West Sussex workforce. The film, sponsored

by Action for Inclusion, features the film’s producer Richard Lamplough and Anthony Wake - they take us on a journey covering a range of learning disabilities, candidates and their employers. Employers explain how easy it is to employ someone with a learning disability and the benefits of having a FREE Supported Employment Service like WorkAid to support and guide employers through this process within West Sussex. WorkAid, the specialist supported employment service commissioned by West Sussex County Council welcomed the opportunity to help local employers to make a difference and recruit reliable, enthusiastic, hard working and talented staff. Joint Commissioning Manager (Learning Disabilities) for West Sussex County Council, Lucy Beach said ‘Enabling people with learning disabilities to get paid jobs is one of our top strategic priorities and it is fantastic to see so many employers wanting to support us achieve this’. Graham Tyler, Co Chairman of the Joint Learning Disability Partnership Board and also West Sussex County Council’s Deputy Cabinet Member for Health and Adults’ Services said, “We know there are very real barriers faced by people with learning disabilities in experiencing work. We recognise this and this is why the County Council is committed to employing at

“ s S least 40 people with learning disabilities over the next 12 months.”

Employment is most successful when employer and employee needs are both met - WorkAid will match candidate skills to your business needs, supporting employees and employers through the recruitment and induction process.

With over 13 years of professional knowledge and expertise, the WorkAid team also offers guidance on benefits and funding that maybe available to the employer. Rachel Smither – WorkAid Manager said “I am astounded at the enthusiasm our employers have shown - our employers really want to shout about the benefits of our service and employing an individual with learning disabilities. The event has been a huge success, and many employers want to develop ways of filling vacancies in their businesses.”

WorkAid supports employers to be creative in developing new jobs, for example by job carving – a process where some tasks are identified as a new job, thus freeing up more experienced staff to take on new work.

Employment and Skills Consultant for West Sussex County Council, Elizabeth Flegg said, “By thinking differently about the way we do things has been challenging for the council, however by being creative, we have become more accessible and this thinking outside the

box has been refreshing. Job carving existing roles has enabled us to become more productive and offer paid employment to people with learning disabilities.”

Guest speaker - Gary Liddell, Head Gardener at Petworth House has benefitted from several work placements through WorkAid and says, “It is so rewarding to see how young people come out of their shell and flourish in the workplace.”

Kevin Buchan – who has a learning disability, and worked at Petworth House said, “Thank you to WorkAid and Gary, for giving me my confidence back!”

In 2011 WorkAid was awarded Matrix Accreditation for providing Information, Advice and Guidance. Keith Hunt, Matrix Standard Assessor said, “WorkAid is a professional, caring organisation, which through expertise, dedication and commitment, deliver an essential service to the communities in which it works, without compromise”. By building strong working partnerships with local business and employers, WorkAid have successfully placed over 380 individuals with learning disabilities into employment throughout the county, over the last 2 years.

For more information contact Rachel Smither on 01243 546035. To view “Give it the Green Light” follow this link http://www.youtube. com/watch?v=JLAnmJbim30

‘Aut

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THE BIG INTERVIEW

From rock stars to refurbishments, the varied life of a hotel manager Andrew Mosley knew that he wanted to work in the hotel trade when he was fourteen. The General Manager of The Grand Hotel in Brighton and Premier Member of Sussex Enterprise can recall the exact moment he realised it.

H

e said: “I was on a family holiday and staying at a hotel in Cornwall and we were served breakfast by a couple of students who then went off to the beach and came back to serve dinner. I thought ‘that’s what I want to do!”’

Although he knew even then that the job was really much harder than that, he was inspired by what he had seen and went on to qualify in Hotel Management at the then Manchester Polytechnic.

His career in the hotel trade saw him work for several companies, including a previous stint with Grand owner De Vere Group. He received an early lesson in how the hotel trade can be affected by events far beyond its control because he was working with De Vere on 9/11 when terrorists crashed aircraft into the Twin Towers in New York.

The outrage happened just days before the American Ryder Cup golf team was due to fly to the Midlands to take on the European team at the De Vere golf and hotel complex The Belfry.

He said: “The tournament was due to happen in late September and the Americans decided not to come over because they did not wish to fly. I think that was probably the right decision given the circumstances but saw the impact that had on the business. Money was secondary to the tragedy that had unfolded, of course, but it did show the impact of events on the hotel sector.”

He went onto work for Q Hotels, including overseeing the conversion of an old training centre into a £14m four-star hotel in Winchester, before he secured the job at the Grand in May 2010.

He said: “The move fitted in with my personal circumstances.We wanted to move to the south coast but, to be honest, we’d have moved from wherever we were when such an iconic and legendary hotel as the Grand was advertised. It was the realisation of a dream really.

“I love working in hotels. I love the fact that there is no such thing as a typical day. It’s a 24/7 business so the hours are never regular and the days are so different.

“One day you can be a salesman, the next the finance manager, the next doing the marketing.

I also love the fact that I get to interact with our customers.”

Those customers can be colourful characters and include A-List celebrities. During Andrew’s time at the Grand, the hotel has played host to everyone from pop stars Jesse J, Rizzle Kicks, Liam Gallagher and Paul Weller to caustic American comedienne Joan Rivers, who visited in October 2012.

Two other high profile events happened during 2012. Andrew said: “We were chosen to host a visit by Prince Edward and Sophie Wessex who were on a State visit to Brighton as part of the Queen’s Jubilee celebrations.

“They very rarely stay in hotels and there was a lot of security to go with the visit but it was a real privilege to host them and to be invited to have afternoon tea with them.

“We also hosted the Lib Dem Conference. Not everyone may agree with the views of the likes of Nick Clegg and Vince Cable but it was good to meet them.

“The conference was one of several events we hosted this year, which has helped us commercially during a challenging year.

“Our core season is April to September and 2011 started with terrific weather in April and we knew it could not be as good in 2012. We

had the heavy rains and we struggled but as the summer wore on, we picked up.

“The Jubilee celebrations helped because they gave people a lift and I also think that people got to the stage where they thought ‘the weather is poor but we’re going to have a few days away anyway.’”

The hotel may be successful but Andrew does not believe that the business can afford to stand still.

He said: “We are part-way through a £5m refurbishment, which will be completed by the Spring and see every room refurbished.

“There is not a lot of money flying round from the banks but being able to secure the finance to do this work was a vote of confidence in what we do and in Brighton generally.

“We are also creating a new fish restaurant, which should be open early in the New Year, and investing in raising our service levels even higher, all of which means that we will be looking to take on 25-30 more people, in addition to the 200 we already employ. That’s a significant increase to our workforce and that is good for the local economy.”

But where does he go on holiday when his busy working life allows? He said: “We fly EasyJet to the south of France where we have a static caravan. As far away from five-star hotels as possible!“

Congratulations to The Grand, a Premier Member of Sussex Enterprise, on ‘The Award for Leisure & Tourism’ at the Sussex Business Awards. We’re also delighted that another Member of our Chamber, Sussex County Cricket Club, won the award for the ‘Best Place for Business Entertaining’.

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Andrew Mosley, General Manager, The Grand

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COVER FEATURE

The Beautiful South East - A de Day Trippers to Wealthy Chin es An overview by Tourism South East

T

ourism in the South East is worth £11bn with £7.1bn from day trips, £3.9bn from overnight visits. Of this, Sussex is just over £2bn direct spend, representing more than 45,000 FTE jobs.

2011 saw the third year of ‘staycation’ and an increase in domestic holidays but the first half of 2012 was 3% down, mainly due to the adverse weather and the economy.

People are still concerned about job security and making ends meet. More trips are being taken by the affluent against less by the least well-off.

The older groups are showing strong growth with a 32% increase 2011 on 2006 although holiday trips are getting shorter. Last minute is now the norm. The summer months were challenging, but more visits were taken during September; 41% of Brits agreed that the Olympics and Diamond Jubilee made them want to explore the UK more. (Figures from GB Tourism survey.)

The Futures Company has identified three groups of customers to watch out for ‘Emerging Adults’ (18-30), ‘Seniors 50+’ and ‘Luxury Tourists’. The Seniors are the fastest growing age group in the world. There are currently 1.5 billion people aged over 50 and this will rise to 1.9 billion by 2020 with a fifth of the world’s population over 60 by 2050.

We need to recognise the changes in this group who are opening up to new discoveries. Rising inbound travel from wealthy consumers in Asia has led to a growth in ‘Luxury Tourism’ and we will continue to see a growing number of Chinese luxury tourists. Even now, virtually every Chinese visit includes a visit to Bicester Village in Oxfordshire and average spend for a Chinese visitor in the UK is £1617 compared to £425 for a German visitor, although we see many more German visitors into the South East.

Tourism in Sussex South East England has really seen the benefit of the Royal Wedding, the Diamond Jubilee,

Dickens Bicentenary and the Olympics. A report commissioned by Tourism South East showed over £90m of press coverage for the South East in 2011, much of it generated by these topics.

We have seen a massive increase in requests from international journalists and see this as one of the key legacies of the Olympics for tourism. We are still running 40% up on what was a busy year last year. Sussex remains one of the more popular areas not only for Near Europe as we have hosted three media trips from Japan resulting in significant TV coverage and a large supplement aimed at professional females (who are the decision makers in Japan).This is partly due to its proximity to access routes, Dover, Newhaven and Gatwick.

There have been other media visits which have included a Naturist publication from Belgium, New Zealand Herald, Golfer magazine in Australia, 17 journalists with DFDS and a radio programme exploring Sussex by train and bike, which appeared in Spain, Belgium and The Netherlands.

popular group destinations in the South East.

Also included in the top 20 were Hastings, Worthing and Chichester.

TSE works closely with Brighton and 1066 Country to target the international travel trade with sales missions in Germany and China, attendance at international events such as Destination Britain & Ireland in Bangkok (Travel Trade from Asia Pacific),Vakantiebeures in Utrecht (Consumer, Trade & PR) and Travel!

The Workshop in Belgium. South East England is well placed to take advantage of the growth in the China market as TSE started working in China seven years ago and has hosted many travel trade and press trips over that time. These

Tourism South East works closely with its local authority and commercial members (accommodation, attractions, eating places, events and travel operators) to promote Sussex across a wide audience spectrum.

We began the year, targeting the travel trade (coach and tour operators and group travel organisers), including a Group Travel Fair at Arundel Castle.This saw over 250 travel trade visitors meeting 51 attractions and destinations.

Sussex was well represented and one of our new exhibitors, Petworth Business Association found it a great success. "Having recently joined TSE, it is the first time that Petworth Business Association has taken part in a Group Travel Fair.

The event was held in Arundel Castle and despite the poor weather, the Fair was very well attended - exceeding our expectations! We certainly felt that we had been able to really highlight Petworth as a worthwhile travel venue.The Tourism South East team made the event run very smoothly and also made it very easy for us 'first-timers' to get involved.Top marks!", said Keith Lockwood.

The travel trade can be a very significant part of an attraction’s business representing up to 75% of its income. TSE’s Coach Tourism Report identified Eastbourne and Brighton as the most

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destination for Senior Citizen n ese Travellers have included visits to the Royal Pavilion where the Chinese are amused by English decorators chinoiserie decorative style, a style inspired

by China and at its most fashionable in the mid-18th century. Arundel Castle has seen increased interest from international visitors this year.

In the domestic market, TSE supported the local authorities in an Olympics campaign, Love Sussex, which included a microsite, a promotion to the top 300 concierges in London and to 400,000 visitors to London during the Diamond Jubilee. Additionally TSE’s Beautiful South Family Fun supplement in the Mail on Sunday in July saw Sussex shown as Britain’s Cote D’Azur.

Recent research has shown that pubs are the most popular place to eat out because

of their relaxed atmosphere. Tourism South East’s new website (www.greatcountrypubs. com) is offering country pubs in Sussex the opportunity to be part of a campaign that will help their establishment achieve new heights and reach out to the valuable tourism sector.

Our ambition is to create an inspirational brand of character country pubs all with their own special identity and charm.

Rural pubs can play a big part in helping people enjoy the local area by encouraging them to spend more time and money throughout Sussex while discovering alternative accommodation that demonstrates rural England at its very best.

It is in all our interests to widen awareness about what this great British institution can offer as well as a great pint.

We currently have 17 pubs across Sussex on the website, help us spread the word and seek out the best rural pubs that Sussex has to offer. Are you are aware of any hidden gems that should be included on our website? If so, please do let us know or if you consider your pub to be a Great Country Pub we would be delighted to hear from you.

Finally, TSE’s Training Department has developed a Welcome to the South Downs, customer service training which is being undertaken by businesses. We have also worked with Gatwick Airport to train over 2,000 security staff and Ambassadors to provide a warm welcome for the Olympics and a new information website for the Airport www.aroundgatwick.com which was used by the Ambassadors as well as by visitors researching on where to go from Gatwick.

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SPOTLIGHT ON…

Famously Hastings – Tourism famous town in the World How Hastings is building on its unique assets to transform itself into a fashionable destination once more.

I

t’s true, Hastings’ fame is not primarily down to tourism. After all, the town’s best-known resident, Duke William of Normandy, didn’t come in 1066 to take the waters.

But in the Georgian era, Hastings stood with Brighton as one of the most fashionable destinations for rich Londoners. St Leonards-on-Sea was the world’s first purpose-built resort town. Even into the 1950’s Hastings thrived as a popular family holiday hotspot.

And then Hastings went into decline. The causes were common to many seaside resorts, but Hastings suffered more than most from a perfect storm of problems. The advent of the budget Mediterranean package holiday led to flourishing hotels being converted into cheap bedsits, and an influx of benefit-dependent residents.

There were lurid press stories about rising crime, drug-use and alcoholism.Yet even in the bad years in the late ‘90s, visitor numbers held up – but only just. While the national tourism economy boomed, Hastings was bumping along the bottom. There was too little investment in new attractions and accommodation. The closure of Hastings pier on safety grounds in 2006 was surely the low point.

Fast forward to 2012, and in spite of recession, the town feels very different.The catalyst was the award winning Jerwood Gallery, providing cutting edge and internationally admired art in a unique location next to the working fishing beach.

A handful of boutique hotels and restaurants have won rave reviews and attracted a new class of visitors, who in turn have triggered more restaurants and hotels. St Leonards is nicknamed “Portobello-on-Sea”. Hastings’ historic Old Town draws traditional day-trippers and trendies alike.

Somehow, even the 2010 fire that devastated the still-closed pier did not depress people, but instead inspired the local community to roll up its sleeves and work ever-harder to save it. Hastings Council played its part, undertaking emergency works, and pushing through a Compulsory Purchase Order to get the pier out of the hands of a couldn’t-care-less offshore business, and into the arms of a couldn’t-care-more community Trust.

The Trust has won in-principle approval for an £8m heritage grant, and work to create a “peerless pier” for the 21st century is due to start in 2013.

It will include bistro dining, spaces for a variety of seasonal delights including open air cinema, festivals, markets, and a wintertime ice rink.

Thanks to Arts Council investment, there has been a weekly programme of free arts and cultural activities on the new piazza at The Stade (reborn alongside the Jerwood Gallery from its previous use as a coach and lorry park).

The aim is to attract cultural visitors to watch such diverse acts as the daring aerial artistry of Dutch theatre company Close Act, and world-class dance from Hofesh Shechter, to sea-shanties and community choirs.

A common thread underlying the Pier, the Jerwood Gallery and other cultural initiatives, is to encourage visitors all year round. This obviously makes hotels and restaurants more viable, and can feed a virtuous circle of more visitors, enabling more events, to attract more visitors.

The recent rise in the popularity of “staycations” and “holidays at home” match this effort, as Hastings aims to become a cultural hub attracting more short-stay visitors, rather than rely on traditional day-trippers.

These initiatives are built on the base of Hastings’ intrinsic character – the same base that just kept the town’s head above water in the 90s. All towns are unique, but Hastings is surely more unique than most, with its combination of bohemianism and rich heritage, seaside amusements and architecture, amazing environment and distinctive culture.

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The Kurt J Lesker Company was founded FEATURE in 1954 by Kurt J Lesker II as a salesman who then handed over to Kurt J Lesker III the current CEO. Now KJLCÂŽ is a global leader in the manufacture and distribution of high quality vacuum products, materials and systems. Operating from 4 worldwide headquarters and with multiple offices in Europe; (Hastings), America, Canada and Asia. KJLCÂŽ serves many industries across the world including Research and Development, Universities, Government Labs, Aerospace, Semiconductor, Photovoltaic and Automotive.

The European headquarters originated in Hastings in 1991 with Chairman Tim Pearce distributing products from his family home, which he quickly outgrew and set up premises on Ivyhouse Lane.

In 2008 the company moved again to its current location on Burgess Road. Kurt J Lesker Company Ltd now has over 60 employees and is expanding again to a second location on the Churchfield’s Industrial Estate to accommodate the new European Distribution Centre, which will handle the increasing demand of their high quality products across Europe.

These are exciting times for Kurt J Lesker with many worldwide scientific developments, business is on the up and KJLCÂŽ is rapidly growing and always on the lookout for engineers, designers and sales people Should you be interested in finding out more or joining KJLCÂŽ Contact:KJLCÂŽ European Headquarters 15/16 Burgess Road, Hastings East Sussex TN35 4NR Phone:- 01424 458100 Fax: 01424 458103 Email:- saleseu@lesker.com Online: www.lesker.com Follow on Twitter:- @KurtJLeskerCo

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SPOTLIGHT ON…

Introducing

wordsmith a local design service with a broad vision

In the same way that Hove can get forgotten in the bigger picture of Brighton, St Leonards has been overshadowed by its more famous sibling, Hastings. But recently, St Leonards has been shrugging off its shabby-chic reputation and emerging with a unique style of its own…

There are the community festivals, from Jack-in-the-Green on Mayday, to the fireworks that mark the end of Hastings Week on the anniversary of the famous battle in mid-October. In between come carnivals, Coastal Currents arts festival, the award-winning Seafood and Wine Festival, and the world-famous record-breaking Pirate Day – in fact, there is something of interest every week.

Architecturally, modern styles sit comfortably with art-deco residences, while Victorian and Georgian elegance shakes hands with olde-worlde Tudor character (the Old Town has one of the highest concentrations of listed Tudor buildings in the country). The three-mile seafront has new play areas, an all-weather games area, and a beach-volleyball court. New boutiques and cafes spring up at the base of the cliffs, while stunning walks in one of the two country parks are on offer just two minutes away by the steepest funicular railway in the country.

It’s not just leisure tourism that’s important.

Restaurants and hotels look to a solid base of business-related visits and hospitality. It’s

a surprising fact that Hastings has more manufacturing employment than the regional average, with high-tech export clusters in such fields as defence electronics, optics, ultra-vacuum technology, and precision engineering. The recent arrival of Saga insurance services, which will employ 800 people, lifts the profile of the financial services sector too, along with Hastings Direct in neighbouring Bexhill-on-Sea. The sunniest town in mainland Britain is less than an hour’s drive from the M25, and in January 2013 work is due to start on the new Hastings-Bexhill link road, which will enhance the local infrastructure immeasurably. With low property prices, rising visitor numbers, and more attractions, now is a good time to visit and to invest.

Hastings has more pride, history, and sheer uniqueness per square foot than most places. It remains the centre of “1066 Country”, forever tied to the battle that changed English history.

But it is now becoming famous for so much more.

Erica Smith of St Leonards’ wordsmith design was briefed by local businesses to create a magazine which would put the town centre back on the map and celebrate the full St Leonards experience. She said, “St Leonards is a very quirky town with an amazing selection of shops and great café culture. It’s different from Hastings, but these days it gives the Old Town a run for its money!”

‘Very St Leonards-on-Sea’ is a magazine that both residents and visitors pick up with enthusiasm.

It has generated a wave of local pride and has increased footfall to local shops, cafés and restaurants.

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wordsmithdesign.co.uk Tel: 01424 201113

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ADVERTISING FEATURE

SUTTON WINSON

Insurance – can’t live with it and can’t live without it?

Sussex Enterprise surveyed members in the early part of part of 2012 to establish the depth of concerns often expressed by members on insurancerelated issues.

This produced some interesting findings: n 40%

of businesses saw their premiums increase at the last renewal

n 90%

feel that premium stability is important

n 30%

of members are paying more than £2,500 each year

n 60%

of respondents said they would be interested in an insurance product from Sussex Enterprise

June 2012 saw this work culminate in a partnership with local broker and risk manager, Sutton Winson, and the launch of Sussex Enterprise Insurance Services (SEIS). With a dedicated team responding to enquiries, SEIS designed a package to cater for the majority of members. Importantly it addresses the concerns expressed by members: n Commitment

to reduce or match 2011 renewal rates

n Fixed

premium rates for 3 years subject to acceptable claims experience

n 0%

monthly direct debit payments spread over 12 months

n Fast

track 24/7/365 claims helpline

n Risk

management support

Since the launch a number of members have seen real benefits.

Sam Ashby is the Development Executive for SEIS and has helped get the partnership off the ground.

“We’re really excited about this initiative and I’ve enjoyed being part of turning the idea into reality”, says Sam. “Since June we’ve helped some very different businesses with some very different needs but what’s been really pleasing is that they have valued what we have to offer.”

With offices in Burgess Hill and Petersfield, the local service has been helpful. “We recently had one client come to our offices to talk through their existing policies and concerns face to face” explains Sam. “This led to us re-broking their policies, delivering a saving and we’re delighted to have another client on board as a result”.

Saving money is a recurring theme in the current climate.

Providing claims experience is acceptable, SEIS guarantee to match 2011 renewal rates but have often delivered savings of 10%.

Not to be sniffed at when many members reported rising insurance premiums. Added to which if the claims experience remains acceptable these rates are fixed for 2 years.

SEIS also promise to find solutions wherever possible. “We’ve helped businesses as diverse as accountants, contractors and social care providers”, says Sam. “The package we have will be of real benefit to most Sussex Enterprise members

and we’re a business that listens to our customers so if it doesn’t fit because of their individual size or needs, we’ll create a solution that does.

For more information on this facility or to obtain a quotation, call Sam and the SEIS team on 0844 4999 905.

Samuel Ashby

BUTCHER, BAKER, CANDLESTICK MAKER... ... EVERYONE NEEDS COVER BUT ONE SIZE DOESN'T FIT ALL. For insurance cover that is as different as you are, call Sam Ashby on

0844 999 905

www.suttonwinson.com

Sussex Enterprise Insurance Services is a trading name of Sutton Winson Ltd who are authorised and regulated by the Financial Services Authority and administer the service.

Registered office: St James House, Grosvenor Road, Twickenham TW1 4AJ. Registered in England 546706.

BUSINESSEDGE 33

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Psychopaths Can’t Live With Them, Can’t Live Without Them

Are you looking forward to Christmas simply so you can spend a few days away from your boss? Why might that be then; is boss generally mendacious, arrogant, Machiavellian, duplicitous, fickle, capricious? Well, what a surprise. So, you wonder, how did they get where they are, being what they are? Oliver James will explain what it’s all about on Friday March 1st as part of the Brighton Science Festival. The author of ‘Office Politics’ suggests that success depends not on how you do your job, rather on how you massage your reputation.

He is joined by Kevin Dutton, whose book, ‘The Wisdom of Psychopaths’ might be considered even more unnerving. For Kevin suggests that the cold-hearted but disturbingly friendly psychopath sitting on the desk next to you is possibly crucial to the success of your business. Psychopaths are confident, ruthless and focused. In a crisis they keep terrifyingly cool, and always make the best decision - the one which will maximise shareholder value.

Of course you yourself might have to be sacrificed to make their plan succeed, but no doubt you’ll see the logic of it...

The Science Festival runs from Feb 9th to March 3rd, with events for families, youths, adults, saints, sinners and psychopaths.

For more information contact Richard Robinson on 01273 777 628 or email him on richard@brightonscience.com

34 BUSINESSEDGE

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ADVERTISING FEATURE

LEARNING COG LTD

People buy from people People buy from people, I’ve heard it said thousands of times, it never get’s old… why? because it is true. People really do buy from people, you could have the best product or service in the world but if the prospect or client doesn’t like you then it’s a proven fact that you will not get the business or grow business and more so in the current climate.

Gone are the days that a sales person could meet with a client, tell them all about their products and services, do a little negotiation and close a deal. One of the outcomes of the last fews years changing economy has been that customers want more for their money and the expectation to deliver is high. From retail to finance, service industry to manufacturing, everywhere a sales person is involved the emphasis is much more focussed on building strong, long lasting, mutual respect relationships.

I was speaking with a buyer at a large corporate client about some of the sales people and partners they work with. They stuck with a supplier, a company that had been through very hard times and the service they offered hadn’t been 100%. When I asked why they hadn’t moved to another supplier they told me because they had a good relationship and knew that this company would look after them in the long run, the buyer then added that the relationship was built around the supplier not only knowing the needs of their business but also them.

Then she told me a story about the sales person remembering the dates of her children’s birthdays and asking about the birthdays when they spoke.

This is a great example of a sales person at their best. When sales people remember the small things they build a lasting impression in the minds of the client. Taking this to the next level, when sales people craft the benefits of their product or service to the needs of the client they begin to build respect and understanding.

Consultative Selling, is a highly regarded technique in which the sales person is an expert consultant to their prospect and builds an alliance with an emphasis on the relationship.

Using a consultative approach means not selling

something to a customer that they do not need.

It means being honest and upfront about which product or service best meets the requirements of the customer. Understanding these specific needs takes skills and knowledge to build an offering that will be specific enough for the client to want to deal with you, at the same time building rapport to ensure a long term relationship.

Relying on transactional sales will ensure your product will be seen as just that, a product,

and not the valuable part of their business that it really is. The more you can identify the correlation between their business and yours and then building a strong relationship, the greater the chance of them considering working with you.

Ric Hayden - Learning Cog Ltd. Ric can be contacted at ric.hayden@learningcog.com or on 01273 915019

Talk to us about our Sales Development Programmes Learning Cog is a people development consultancy helping you engage with your customers and your employees and the work you do everyday. We specialise in Leadership, Management and Sales Performance.

T: 01273 915019 W: www.learningcog.com E: info@learningcog.com

I would highly recommend Ric and the course to any company looking to empower their sales team with a fresh and dynamic approach. Excellent company and product knowledge helped to not only gain credibilty with the team, but keep their attention by discussing relavant topics and scenarios.

Robin Williams, Director - Sales and Account Management at Universal Weather & Aviation

BUSINESSEDGE 35

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36 BUSINESSEDGE

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â&#x2013; We deliver our care courses nationwide and can meet the care training needs of individual homes, small groups through to corporate care providers.

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We also have venues and timetables for training throughout the year

We have qualified Managers that are able to work closely to assist you and carry out independent quality assurance audits and implement systems to meet business requirements under pinning and meeting compliance requirements. They are also available to complete your managerâ&#x20AC;&#x2122;s independent supervisions and appraisals.

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BUSINESSEDGE 37

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NEW YEAR NEW BUSINESS

New Year, New Business, New Member Benefits, New to Exporting?

The New Year is an interesting time for most of us, some of us are reflecting on what happened in the previous twelve months, some of us are considering what the next twelve months will bring...

W

ell the good news is that we’ve been looking and listening and thinking about what we can do to help businesses even more during 2013.

With our focus very clearly on Successful Sussex we are aiming to support more businesses with their aspirations, we are working with new, exciting and diverse organisations to source new and practical benefits for our members.

So what does this mean for you and your business? n

More networking.

n

More savings.

n

More business opportunities.

n

More of a voice.

We’ve seen some new services take off this year – our fleet service via Alternative Route Finance has proved popular and with help and advice available for even the smallest of fleets. If this is your priority for 2013 then they are definitely worth talking to - they can be reached on 0844 880 5231.

Another new scheme for 2013 is our Insurance Service provided via Sutton Winson. All businesses need insurance so we went out to find a friendly, pro-active service that could meet and exceed the requirements of our members. This service complements our existing Legal & HR Helpline and Legal Expenses cover; again helping you protect your business and your employees.

Looking for funding to help take your business into 2013 and beyond? Then check out our

new Fund Finding Tool – available on our website, no matter what you are looking for; recruiting new team members, moving a large infrastructure project in the right direction or perhaps you have a community based project you want to get involved with? Then the Fund Finder can tell you what’s available and it will give you all the latest news and information.

For more information visit: www.sussexenterprise.co.uk There will be even more networking opportunities next year as we unveil a new partnership which will mean that there will be over 30 more events added to our already extensive programme – no matter where you are based there will be something going on at a venue near you!

Not satisfied with bolstering our events programme, we’re giving you more opportunities to work at a county level by introducing our new on-line dedicated business directory and the opportunity to advertise on our website.

If you’re new to exporting we’ve introduced a new International Trade Membership this year, with discounted documentation and international Regus businessworld gold card, dedicated training packages and free guides.

This membership is designed to make the world a smaller and easier place to do business!

Our team have over thirty years of experience between them so if you need an export expert in your corner please don’t hesitate get in touch with Adam Mitchell, our International Trade Manager on 0844 371 5408.

If you need some help to plan your next twelve months we’ve even got a solution for that! We’ve been running one to one business clinics with the expert help of Branduin Business Support providing a Business MOT for our members.

Lots of our members have been speaking to us this year and ‘our man in the office’ Chris Goulding has been their point of contact, so if any of these services are of interest to you or you’d like to suggest something new – we’d love to hear from you – you can reach Chris on 0844 371 5404.

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We think we’re helping to make Business Good for Sussex but don’t just take our word for it:

“ d h h

38 BUSINESSEDGE

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uccessful EVENTS

“HILLINGAR are now becoming an established, growing and successful specialist business. A key grounding for our success were the opportunities, support and persistence provided by yourself and the Sussex Enterprise team. (Hence, our lack of attendance recently as we haven’t had a non-invoicing day for probably 6 months.)

“Our business isn’t just another copy in a dominant business sector but Sussex Enterprise had the range of support and connections to help us take root and grow.

“The collective strength of a countywide organisation provides a much broader good rather than an over dominance and focus in one town/city or business sector, which happens to be the flavour of the month.

“It’s easy to claim success if you only need to focus on a narrow band. To build a growing, stable and robust business environment and community you to need to support a broad business base across a wider area of population that can employ a range of skills.

“Amongst other people as we are indebted to you and your team so we could grow during uccessful these extremely tough times.”

LEARNING & DEVELOPMENT

Article by Wendy Bell, General Manager at Sussex Enterprise.

uccessful

SUSSEX

BUSINESSEDGE 39

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SKILLS AND TRAINING

Work Experience Placement When I was at school, the career advisors message was simple; study hard, go to college and University, get a good degree and when you graduate; employers will be lying in wait to hire you. However, in today’s business climate this is something that rarely, if ever, happens. We hear firsthand what it is like doing a work experience placement from Leigh-Anna Garrett.

Now, all the majority of graduates can look forward to is the harsh reality of life after being delivered from the protective womb of University life and all its perks (bye bye student discount) into the cold wilderness of the world of unemployment and job hunting, where your degree doesn’t mean quite as much as the other guys degree who also has previous work experience. And here lies the problem; in order for you to get your ideal job the majority of employers require appropriate experience in that position, however, in order to get experience you must first be given the job, and in order to get the job ... Well, you can see where this is going.

Fortunately there is a ray of light for both employers and job hunters; Work Experience.

Let me define; work experience is where a company takes on an individual for a certain amount of time, it could be two weeks to eight

weeks or possibly even more, and this provides real experience of the chosen profession at no cost to the employer.

I was lucky enough to catch one of these rays by securing a placement for work experience at Sussex Enterprise. I am going to be honest, before I started at the Chamber I had no idea what a Chamber of Commerce even was, but since starting at the beginning of September, I can honestly say that I now have not only a good understanding of the Chamber and its work, but also have become familiar with the daily running and routine of a busy office. I have also greatly improved my computer skills, communicational skills and also my confidence in the workplace has grown.

I have been able to be a part of a number of networking events that the Chamber host and provide for their members, including a lunch

Leigh-Anna Garrett

event at the prestigious Goodwood Hotel, and a day event at the Sussex Cricket Club Grounds for a large European project involving a large number of French and English delegates, making use of my very sparse French language abilities.

I have also been fortunate enough to sit in on a meeting with a publisher for the in-house magazine, (you may have heard of it,) Business Edge, which I found very rewarding as I hope to have a career in publishing. This placement has started “the ball rolling” in regard to necessary experience required by employers.

I would definitely recommend to my fellow graduates and job seekers to apply for and take up a work experience position if they are having difficulty finding work, as the experience is incredibly helpful and also provides you with a further reference for your CV which is invaluable in today’s experience driven work place.

40 BUSINESSEDGE

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CHAMBER EVENTS

Event listings “DISC”over your Style When: 7:30am – 10:00am January 22nd 2013 Where: Theatre Royal, Brighton Welcome to 2013......

Come and join us at our first breakfast event of the New Year. Being held in the historic Theatre Royal, this will provide a fantastic opportunity to network with other local businesses.

We are delighted to welcome our guest speaker Adrian Moss from Sandler Training. Adrian will talk about “DISC” Styles and how they impact on your business and private lives.

“DISC” Styles are the personal “styles” you were born with, which have evolved with you.

Come along and find out what your “style” is and how it affects your interaction with both work colleagues and clients.

with the opportunity to outline what they would like to discuss and what they hope to achieve from attendance.

The advice provided at each session can in many cases provide a solution to the issues raised. In other cases, however, the member may be signposted to further advice or be offered a GMapTM consultation at their premises to discuss the issues in greater detail.

There are only 5 sessions available on this day.

Please register your interest by pressing the ‘Book Event’ button and you will be contacted to arrange your appointment time.

These sessions are free to members at Member Plus level and above. Not sure what level of membership you have? Give Amber a call on 0844 371 5405.

Prices for non Member Plus levels.

A backstage tour of the Theatre Royal will be available at the end of the event.

Standard Member - £25 + VAT per session.

Don’t miss out on this fantastic opportunity book today.

East Sussex Lunch Club

Premier members – free Member plus – free Member & StartUp – free Non-members – Free for those sampling events for the first time. Pay as you go £20 + VAT

1-2-1 Business Review Clinic When: 10.00am – 16.00pm January 22nd 2013 When: 10.00am – 16.00pm February 19th 2013 Where: Sussex Enterprise Office, Burgess Hill Calling all Sussex Businesses.

Are you a ‘Member Plus’ level member? If so, register your interest now to receive your free hour-long 1-2-1 Business Review session from Branduin Business Support. The subject for discussion is driven by you and is designed to address any short-term issues or provide advice on general business development.

Members will be issued with a pre-Clinic questionnaire upon booking. This will describe the format of the session and provide members

Non Member - £75 + VAT per session.

When: 12.30pm – 15.00pm February 19th 2013 Where: Grand Hotel, Eastbourne Owing to the overwhelming success of last years Lunch Clubs we are pleased to announce the first lunch of the New Year.

We would be delighted for you to join us for a delicious two course lunch whilst networking with your fellow peers in the delightful surroundings of the Grand Hotel.

To secure your place, please RSVP to eventbookings@sussexenterprise.co.uk stating your options from the list below. Once we have your place registered we will confirm the final details.

Ticket prices as follows: Sussex Enterprise Premier Members: FREE Member Plus: FREE Standard Member: £35 + VAT

Events All events can be booked by visiting www. sussexenterprise. co.uk/events

Member benefits/New Member event When: 14.00pm – 16.30pm February 28th 2013 Where: Hilton Metropole, Brighton Come and join us for an afternoon of Networking with other Sussex businesses and discover more about your membership benefits.

During the afternoon you will have an opportunity to preview your cost saving benefits which include AXA PPP, NetStationers, IDOX Fund Finder, Branduin Business Support and Sutton Winson to name but a few.

Our benefit providers will be available to fully explain just how their services can help you maximise your membership.

Don’t miss out - book today.

This event is free to all members but unfortunately not open to non-members.

Please see the event homepage for full booking terms and conditions.

If you are interested in upgrading your membership or becoming a member to access this event, please visit our website or call Amber on 0844 371 5405.

Non Member: £45 + VAT

If you would like to book a place onto any of the above events or would like information on membership, please visit our website or call 0844 371 5405

BUSINESSEDGE 41

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ADVERTISING FEATURE

ABLE AND WILLING

There is a factory in Hove which, like Remploy, employs disabled people Last September the council appointed Jeff White as business development manager.

He was given a tough brief: find a way forward within three months or close the operation.

He said: “We were given three months to come up with a viable business plan. “There was a lot of older equipment and a lot of people not doing any work.

“The bottom line was if we want this to work then we’re going to have to invest.

“Since April we’ve been trading as ableandwilling. Our turnover has to increase and so does our profit. Before, all we had to do was keep people busy.

“Over the past six months we’ve been on track but our targets are really aggressive.

“Our skills are embroidery, a whole series of printing, and assembly and packaging.

“We’ve won many new contracts. In the past six months increased our customer base significantly with 40 new companies using our services.

“We won this work because we can turn it around at the price and the speed they require.

“We’re a supported employer. We have employ via ith disabilities so they make up 50 per cent of our people.

“On the shop floor it’s 100 per cent. With us included (the senior management) it’s 90 per cent. That’s amazing.

Ian Tatum at Ableandwilling “I work with such fantastic people. We’ve tried very hard to make it a fun place to work.

“In these times of difficulty for Remploy, we’re a great model of how you can do things.”

Mr White said that Ableandwilling had enjoyed support from the departing council chief executive John Barradell.

John Barradell He said that Mr Barradell had been challenging and tough about producing a rigorous business case but a source of practical help and advice.

the Martlets Hospice and Mears, the council’s housing contractor.

So as well as new equipment, Mr White has brought in new work practices and trained staff in new skills.

He has also brought three new staff on board – the first in ten years. They are on six-month contracts and will be using their time to develop their skills and build their confidence as they look for work elsewhere in the local economy.

Changing work practices are the sort of issue that often spurs union involvement – and the GMB locally has taken an interest in the factory. Its conclusion can be a source of some satisfaction.

And he said that former council leader Bill Randall, currently serving as mayor, had also been another great supporter.

Looking back over the past few months at Ableandwilling she said: “Change is very difficult for anyone but more so for our folk.

Everyone’s stepped up to the mark.”

Brighton and Hove Mayor Bill Randall

Mr White said that the changes had seen companies like Imex, the conference organiser based in Hove, place orders.

He said that both had lent their networking skills as the factory went in search of new orders.

He was adamant that his staff must be able to compete on price and quality. If there was any initial hesitancy it disappeared when the first job was delivered on time and in budget.

And new leader Jason Kitcat, formerly in charge of the council finances, had proved supportive too.

Amid a roll call of local backers were the likes of Albion in the Community, Legal and General,

And as he beamed about the new machinery and a display case brimming with samples of signs, mugs, t-shirts and other printed and embroidered goods produced by his staff, he added: “This extraordinary place gives us all the dignity of work.”

42 BUSINESSEDGE

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UPFRONT

Winners revealed at Sussex Business Awards The winners of the twenty fourth Sussex Business Awards were announced on the 6 December at South Lodge Hotel, nr Horsham.

Presented by England rugby star, Martin Bayfield, 15 awards were presented to the winning companies and individuals.

500 of the county’s leading business people were in attendance including VIPs:

Gatwick-based firm Systagenix took home two trophies; The Award for the Best Customer Service and The Award for Innovation in Business. Qualifa, winners of The Award for the Most Promising New Business in 2011, took home The International Business of the Year Award. Kevin Byrne, managing director of Checkatrade.com and Entrepreneur of the Year 2011, received The Sussex Businessperson of the Year Award.

n Peter Field, Lord Lieutenant of East Sussex and

Chairman of the Judges

n Caroline Lucas MP n Tim Loughton MP n Jason Kitcat, Leader of Brighton & Hove City n n n n

Council Peter Latham, CEO of Worthing Council Hugh Burnett OBE Kathy Gore of Friends of Sussex Hospices England cricketer Michael Yardy.

Celebrating business excellence across Sussex, the Awards is the longest established scheme of its kind in the county and it is the one that everyone wants to win!

The Sussex Company of the Year (sponsored

by Deloitte for ten years now) was presented to Marlin Financial Group Ltd, the 5th fastest growing PE-backed company in the UK, as featured in The Sunday Times Buyout Track 100, 2012.

The Responsible Business Award Sponsored by Checkaprofessional WINNER: Clear Computing Ltd FINALIST: ILG FINALIST: Amicus Horizon Ltd

The Sussex Businessperson of the Year

The Award for the Best Customer Service Sponsored by Domestic & General WINNER: Systagenix FINALIST: The Company Hairdressing FINALIST: Horder Healthcare

The Most Awesome Use of Digital Media Sponsored by Wired Sussex WINNER: Boing Splash Media FINALIST: bookish FINALIST: Daniel J Edelman Ltd The Award for Innovation in Business Sponsored by Sussex Innovation Centre WINNER: Systagenix FINALIST: Green Mop FINALIST: Metricell Limited The Healthiest Workplace Award Sponsored by Active Solutions WINNER: RSPCA HIGHLY COMMENDED: Callaways & Land & Brand New Homes FINALIST: Horder Healthcare

“This year was no exception with many excellent entries and I hope you will agree that our winners are very worthy of these Awards.”

Wendy Bell, General Manager of Sussex Enterprise, said: “We’re delighted that South Downs Solar Ltd were winners of The Small Business of the Year award, sponsored by Deloitte and Sussex Enterprise. This category had many entries and was hotly-contested.” www.sbawards.org.uk @SussexBizAwards

The Award for Leisure & Tourism Sponsored by Sussex Life WINNER: The Grand Hotel FINALIST: Camber Sands Holiday Park FINALIST: The Eventa Group Ltd Sponsored by Morgan Sindall WINNER: Kevin Byrne, Checkatrade FINALIST: Matt Turner, Creative Pod Ltd FINALIST: Katie Sykes , I Say! Digital

Peter Field, Chair of the Sussex Business Awards judging panel and Lord Lieutenant of East Sussex commented: “For 24 years the Sussex Business Awards have recognised some of the most successful individuals and businesses in Sussex. If the South East is emerging as the recovery engine of the UK economy, then Sussex surely must be its spark plug creating the innovation to make it all happen.Where better to recognise the best in our two Counties than at the Sussex Business Awards.

The Small Business of the Year Sponsored by Deloitte and Sussex Enterprise WINNER: South Downs Solar Ltd FINALIST: Lavant House Stables FINALIST: breatheHR The International Business of the Year Sponsored by HSBC WINNER: Qualifa FINALIST: Transvalair UK Ltd FINALIST: ERG (Air Pollution Control) Ltd The Boss of the Year Sponsored by The Argus WINNER: Cate Searle, Martin Searle Solicitors FINALIST: James Whittle, Bungard & Sons Ltd FINALIST: Kevin Byrne, Checkatrade FINALIST: Nazir Manji, Bay House Care FINALIST: Michele Wietscher, Newview Windows & Conservatories

Best Place for Business Entertaining Sponsored by Juice 107.2 WINNER: Sussex County Cricket Club HIGHLY COMMENDED: Waterhouse Bar and Terrace (Hilton Brighton) FINALIST: Bohemia Grand Cafe and Late Lounge Sussex Company of the Year Sponsored by Deloitte WINNER: Marlin Financial Group Ltd FINALIST: Shoreham Port FINALIST: Horder Healthcare The Award for the Most Promising New Business Sponsored by Morrisons Solicitors WINNER: Classic Consulting FINALIST: ComplianceAssist Limited FINALIST: bookish The Entrepreneur of the Year Sponsored by Federation of Small Businesses WINNER: Rob Hill, The Eventa Group Ltd FINALIST: Lucy Thomson, Lavant House Stables FINALIST: Matt Turner, Creative Pod Ltd The Greatest Contribution to Sussex Charity Sponsored by Absolute Brighton WINNER: Kathy Gore, Friends of Sussex Hospices

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MP PAGES

MP who takes a creative app Mike Weatherley was born in Clevedon, Somerset, in 1957. He attended Kent College, Canterbury, then South Bank University, London, where he was awarded a BA (Hons) in Business Studies.

I

n 1974, he moved to Brighton with his parents. His first job after university was at American Express in the Bank Reconciliations Department. He qualified as a Chartered Management Accountant and Chartered Marketer and went on become Finance Director and part-owner of Newhaven-based Cash Bases. The company was awarded two Queen’s Awards for Industry and was Sussex Company of the Year in 1999.

In 2000, Mike was made Financial Controller of the Pete Waterman Group and in 2007 became Vice President (Europe) for the Motion Picture Licensing Company. He has used his extensive knowledge of creative industries in Parliament to support local talent and to campaign for the greater use of Brighton & Hove as a filming location. He regularly attends rock and heavy metal concerts and is well known for his House of Rock show on Radio Reverb.

Mike stood as a Parliamentary Candidate in Barking in 2001 then in Brighton Pavilion in

2005. In the interim, he served as a Councillor in Crawley from 2005-6, before being selected as Parliamentary Candidate for Hove and Portslade in 2006. He was elected in May 2010 with a majority of 1,868.

What are your constituency’s big attractions for investors?

Brighton & Hove is a product of its location.

We are close to London, the sea and the South Downs. Our incredible position has made us an exciting destination for 250 years. This is why we have two great universities. This is why we have incredible architecture. And this is why we have a wealth of creative talent alongside serious entrepreneurs.

I am personally keen to promote small and medium enterprises, and it is in this area that we are currently doing particularly well.

From ethical foods and climbing facilities, to micro-breweries and coffee roasteries, we are seeing entrepreneurs getting to work on fresh new angles on all sorts of pre-existing industries.

My constituents welcome new ideas with open arms and investors recognise that.

What are the biggest challenges in attracting investment?

Several failed major projects in Brighton & Hove over the past ten years send out the message that things don’t get done here – that we are not open for business. Leisure schemes for Black Rock in Brighton and the King Alfred in Hove have fallen by the wayside.

Several other massive sites sit empty. The council needs to agree that action must be taken, but then must see it through.

Also, and it is a double-edged sword, but land is expensive in Brighton & Hove. This has implications for some businesses. The planning system is inflexible sadly and not enough is done to work with those whose big ideas would bring benefits. This needs a serious shake-up.

What needs to be done to address those challenges?

We need to see more flexibility and pro-activity in getting things built. My own priority is in shocking the council into taking action to get

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r

p

roach to his constituency

a new leisure centre built on the King Alfred site in Hove. This will say to the county – the country – that we are very much open for business.

Business rates should be set, and kept, locally.

This would give the council so much more flexibility to encourage investment. I am proud to support the Government in letting local authorities keep 50% of what is collected from new start-ups but we should be going further.

What is being done now?

My Conservative council colleagues have been a lone voice in calling for the far-left Green Party, which currently runs Brighton & Hove City Council, to rethink several own goals. Our most famous campaign has been calling for a draconian 150% increase in parking permit prices for local traders to be reversed. In an instant, every plumber, carpenter, electrician, builder and gardener was alienated by a council that used to say that it supported small businesses.

I talk up local businesses at every opportunity that I get and can’t speak highly enough of

those who take the brave step of going it alone.

That can mean opening a shop or restaurant and putting in the hours, or doing something entirely different, that hasn’t been thought up before. Each gets my respect.

How important is tourism to your constituency?

Tourism is incredibly important to my constituency, though not as much so as it is to central Brighton where we are campaigning for £24 per day parking charges to be scrapped.

This campaign has won the support of hoteliers and shopkeepers. Ultimately, the beach, the South Downs, our independent shops and our wonderful weather make us an ideal tourist destination. We do well at tourism but we could do better.

I am most keen to see our greatest asset, the seafront, improved further. This will mean seeing through the major projects that I mentioned and also the controversial Brighton i360 viewing tower. It may mean one day rebuilding the West Pier, no doubt in an exciting new form. In my own constituency, it will mean

improving the Western Lawns which are currently looking a little tired.

Our night-time economy is a whole other debate which certainly divides opinion. It is pretty wild at present, and should continue to be so, but in a way that doesn’t put people off. Perhaps we need to look at dividing the different crowds a bit more. I can’t help but feel that many are put off from going into town on a Saturday night because of the rowdiness of those who get a little excited.

These are details though – the important thing is that we are busy and booming, which is in no small part down to the thousands of entrepreneurs that work tirelessly to improve our wonderful city.

Do you feel that the Government is doing enough to support the Staycation industry?

I feel that councils should have far greater involvement than central government on this particular matter.

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UPFRONT

SEIS 1000 mile bike ride Small businesses are the backbone of the economy and crucial in supporting the communities in which they operate. At Sussex Enterprise we like to think that we, and the businesses we partner with, play a similar role.

Nowhere is this more evident than at Sussex Enterprise Insurance Services (SEIS) where two members of staff from our partner, Sutton Winson, cycled a staggering 1000 miles for national and regional charities.

Setting off from Lands End, Sutton Winson Director, Tim Brangwyn and Manager, Bruce Millington crossed Devon and Somerset before making their way to Birmingham, across Staffordshire to Manchester and over to Cumbria. From the Lake District they headed to Scotland, crossing lochs, Glasgow and Fort William before skirting Ben Nevis, Loch Ness and on to John O’Groats.

During the 10 day marathon which finished on 17 September, they covered on average, 100 miles per day, crossing the breadth of the country. By day five, they’d already climbed the equivalent of Mount Everest!

The intrepid duo joined fellow insurance-industry cyclists in a bid to raise funds for Marie Curie Cancer Care, CLIC Sargeant (the children’s cancer charity), Hope & Homes

for Children and various regional hospices, out-reach and disability centres, plus nurseries.

So far they’ve raised £45,000.

Having pulled out all the stops on their charity cycle ride, the team at SEIS adopts the same approach when it comes to insurance provision.

SEIS tailor-makes cover to protect your business and the people within it keeping insurance costs down and stabilising premiums for a fixed period of time.

This package gives Sussex Enterprise members unique benefits including a commitment to

reduce or match 2011 renewal premiums and fix premium rates for three years (subject to acceptable claims experience).

Coupled with an interest-free instalment plan and a 24/7 year-round claims helpline it demonstrates how SEIS meets its commitment to give help when and where it’s needed most – for businesses and local communities.

To find out more call Sam Ashby or one of the team on 0844 499 9905 or email: sussexenterprise@swib.co.uk. In these more difficult times, it’s nice to know help is on hand.

Hospice launches business awards About 100 people gathered at Crawley Town Football Club when Sussex children’s hospice Chestnut Tree House launched its inaugural business awards.

Part of its tenth anniversary celebrations, the charity wants to reward and recognise not only the many Sussex businesses which have supported them but also the sterling efforts of employees of those companies.

Sarah Arnold, Corporate Fundraising Manager for Chestnut Tree House, said: “Hundreds of businesses have raised thousands of pounds to help us run the only children’s hospice in the county over the past ten years and we want to thank them and give something back.

“We are inviting businesses to nominate themselves or name individuals in their organisations who have put in extraordinary effort to raise funds to help us. It costs a staggering £6,850 per day to provide all our

care services – both at the hospice and out in the community across Sussex - for children with life-limiting illnesses and their families.”

Guests at the launch were introduced to the seven awards categories by Sussex entrepreneur, Tim Breden of the Sussex Business Partnership, a staunch supporter of Chestnut Tree House since its set up 10 years ago, and comprise: n

Outstanding Original Fundraiser

n

Fundraising Team of the Year

n

Most Innovative Fundraising Idea

n

Outstanding Voluntary Project

n

Outstanding Long-term Supporter

n

Outstanding SME Supporter

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Outstanding Corporate Supporter

Chief Executive of Crawley Town Football Club, Alan Williams, talking about the club’s

involvement with Chestnut Tree house telling the audience: “My best achievement as CEO came from the phone call I made to Chestnut Tree House just over two years ago. I had no money to offer but I did have space for their name on the back of our players’ kits, which went on to give them exposure to 76,000 football supporters and 14 million television viewers on the day we went to Old Trafford to play Man United.”

Nominations, which close on February 3, will be judged by an expert panel including Hugh Lowson, Chief Executive of Chestnut Tree House; Arjo Ghosh, Angel Investor and entrepreneur; and Neil Laughton, Sussex based adventurer, entrepreneur and CEO of the Business Leadership Academy and can be made via the website www.chestnut-tree-house. org.uk or by calling the fundraising team on 01903 871821.

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NEW MEMBERS

Airberg Ltd Export & Import Agents 3 & 4 Wealden Industrial Estate, Farningham Road, Crowborough, East Sussex, TN6 2JR Tony Coates T: +44(0)1892 664100 E: tony@airberg.co.uk W: www.airberg.co.uk Appleby Petfield Chartered Building Surveyors Heffle Buildings, 33a High Street, Heathfield, East Sussex, TN21 8HU Andrew Petfield, Director T: +44(0)1435 866446 E: info@ap-surveyors.co.uk W: www.ap-surveyors.co.uk Ashmore Farm Meat Meat Supplier Grove Hill, Hellingly, Hailsham, East Sussex, BN27 4HH John Breeds, Owner T: +44(0)1435 813266 E: jonbreeds@gmail.com W: www.ashmorefarm.co.uk Audio Note UK Ltd Manufacturer Domestic audio equipment 25 Montefiore Road, Hove, East Sussex, BN3 1RD Peter Qvortrup, Director T: +44(0)01273 220511 E: peter.qvortrup@audionote.co.uk W: www.audionote.co.uk

Cablecraft Motion Controls Ltd Cable Control Systems (Gearshift systems) Designer & Manufacturers Diplocks Way, Diplocks Way Industrial Estate, South Road, Hailsham, East Sussex, BN27 3JF Michael Wright, Director T: +44(0)1323 841510 E: mwright@cablecraft.com W: www.cablecraft.com Coverwell Solutions Ltd Trade Unions 11 Pipers Field, Ridgewood, Uckfield, East Sussex, TN22 5SD Steve Shannon, Director T: +44(0)01825 760760 E: steve.shannon@coverwell.co.uk W: www.coverwell.co.uk D’Arcys Catering Catering services Unit I The Granaries, Henfield Road, Albourne, Hassocks, West Sussex, BN6 9JJ Sarah D’Arcy, Propiotor T: +44(0)01273 495094 E: darcyscatering@yahoo.co.uk W: www.darcyscatering.co.uk Dunford House, Training and Conference Centre Conference Centre Dunford House, Midhurst, West Sussex, GU29 AF Frances Clayton, Marketing Exec T: +44(0)1730 810144 E: frances@dunfordhouse.org.uk W: www.dunfordhouse.org.uk

F.A.C.T (Fetal Anti-Consultant Trust) Charity Trust 12 Ullswater Grove, Felpham, Bognor Regis, West Sussex, PO22 8NB Janet Stockley-Pollard, Co-Founder T: +44(0)1243 826502 E: stockleypollard@sky.com W: www.fact-uk.co.uk Fortune Professional Solutions Accountancy and Taxation services 109a Dyke Road, Brighton, East Sussex, BN1 3JE Jonathan Hiles, MD T: +44(0)1273 721071 E: j.hiles@thefortunegroup.co.uk W: www.thefortunegroup.co.uk Kent, Surrey & Sussex Air Ambulance Trust Charity Wheelbarrow Park Estate, Pattenden Lane, Marden, Tonbridge, Kent, TN12 9QJ Cheryl Johnson, West Sussex County Fundraiser T: +44(0)01622 833833 E: cherylj@kssairambulance.org.uk W: www.sussexairambulance.co.uk Organic Botanics Mid priced organic skin care 38 Argyle Road, Brighton, East Sussex, BN1 4QB Tian Richfield, Director T: +44(0)1273 573825 E: tian.richfield@ntlworld.com

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NEW MEMBERS

Pyramid Educational Consultants UK Ltd Educational Services First Floor, Queens Park Villa, 30 West Drive, Brighton, East Sussex, BN2 0QW Linda Breden, Accounts T: +44(0)01273 609555 E: lbreden@pecs.com W: www.pecs.org.uk Royd and Savage Trade Marks Legal Stowell House, New Pond Hill, Heathfield, East Sussex, TN21 0LX Catherine McGahan T: +44(0)1435 865011 E: catherine.mcgahan@roydandsavage.com W: www.roydandsavage.com St John Ambulance Medical/Ambulance Service St John House, Stocton Close, Guildford, Surrey, GU1 1HA Chrissie Hinde, Marketing Co-Ordinator T: +44(0)1483 446676 E: chrissie.hinde@sja.org.uk W: www.sja.org.uk Theatre Workshop Runs Performing Arts Classes for Members of the Public Basement Flat, 55 Goldstone Villas, Hove, East Sussex, BN3 3RT Lora Munro, Director T: +44(0)1273 382419 E: info@thetheatreworkshop.com W: www.thetheatreworkshop.co.uk

Transcendent Films Production of high-end broadcast quality video for corporate and promotional purposes 54 Shaws Road, Crawley, West Sussex, RH10 8DH Kris Koster, Director T: +44(0)208133 3389 E: kris@kriskoster.com W: www.kriskoster.com

Willard Conservation Manufacturers of art conservation equipment Leigh Road, The Workshop, Terminus industrial estate, Chichester, West Sussex, PO19 8TS Paul Willard, MD T: +44(0)1243 776928 E: paul@willard.co.uk W: www.willard.co.uk

Vega Controls Ltd Level & pressure instrumentation sales Kendal House,Victoria Way, Burgess Hill, West Sussex, RH15 9NF Kevin Grffiths, Company Secretary T: +44(0)1444 870055 E: kevin.griffiths@vega.com W: www.vegacontrols.co.uk

Woodspeen Training Training Sterling Chambers, 50-54 Chapel Road, Worthing, West Sussex, BN11 1BE Martyn Harvey, Owner T: +44(0)7538 278 673 E: martyn.harvey@woodspeentraining.co.uk W: www.woodspeentraining.co.uk

Wasp 3D Limited Cycle Monitoring System 57 Parklands, Chichester, West Sussex, PO19 3DX Robert Easterbrook, Director T: +44(0)01243 774 603 E: rob.easterbrook@wasp3d.co.uk W: www.wasp3d.co.uk

Y365 Design Web Design Office 229, Regent House, 91 Western Road, Brighton, East Sussex, BN1 2NW Sonny Cutting T: +44(0)1273 834316 E: sonny@y365.co.uk W: www.y365.co.uk

Enjoy a range of benefits exclusively negotiated for you For more information about becoming a member, call us on...

0845 67 888 67 BUSINESSEDGE 49

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THE LAST WORD

THE LAST WORD… Each edition we invite one of our contributors to answer some key questions we all want to know the answers to.

This time it’s the turn of Andrew Mosley The Grand Hotel, Brighton

Patrick Boulier

1

Which words or phrase do you most often overuse?

“A problem presents us with an opportunity”. The truth is I find more than often it doesn’t – it’s just a problem so lets resolve it and move on!!

2

Karaoke song of choice?

Down in the tube station at midnight by the Jam. But singing and performing isn’t really my thing.

3

What’s your biggest regret?

Not having enough time for everything.

4

When and where were you happiest?

I’m always happiest when things are going right in life and resilient when they are not.

5

When was the last time you lied?

6

What talent would you most like to have?

In question 2.

Being a good all rounder in life – I’m working hard at it but it’s really tricky!

7

What quality do you most admire in a person?

8

Which virtue is the most overrated?

9

Early mornings or late nights?

They’re all equally important.

Early mornings with an occasional really late night thrown in for good measure to remind myself I can still party.

10

Deal or no deal?

11

Tell us a secret.

Deal - But at the right price and for the so called “Win Win”.

No! I’ve told you enough!

A sense of fun and “joie de vivre”.

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