APRIL/MAy 2013
the magazine for sussex enterprise members
Inside | 04 welcome | 08 successful sussex | 12 focus | 16 the voice | 26 cover feature | 30 inspirational leaders | 34 annual report BE 14.indd 1
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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. Check out the website
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.
Phone: 01293 618881 BE 14.indd 2
www.miris-training.co.uk Read the blog www.miris-training.co.uk/blog
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contents 3
Sussex Enterprise is the Chamber of Commerce for the county and currently represents over 2,100 member businesses. Membership of Sussex Enterprise offers access to invaluable business advice, money saving benefits, networking opportunities and provides a voice for businesses at a local, regional and national level. Business Edge is delivered free of charge to all Sussex Enterprise members as well as key business decision makers across the county. It has a circulation of 4,000 copies per issue.
this month 05
Vent-Axia, the UK’s leading ventilation company, celebrated the opening of three new production lines at its headquarters in Fleming Way, Crawley.
5 26
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
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Dignitaries formally opens new production lines
n 05 business Matters n 08 Successful Sussex n 09 business Matters n 12 Focus n 15 The expert n 16 The voice n 17 World view
Dr Shona Campbell is the University of Brighton’s KTP Manager, responsible for running the University’s successful Knowledge Transfer Partnership programme
n 22 Finance Feature
Annual Report
n 46 Five Minutes With ...
n 19 What Makes Me Mad n 21 upstarts n 26 Cover Feature n 30 Inspirational Leaders n 34 Annual Report n 38 Chamber benefits n 42 Diary n 44 New Members
Sussex Enterprise Annual Report 2013
ON THe COveR APRIL 2013
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Inside | 04 welcome | 08 successful sussex | 12 focus | 16 the voice | 26 cover feature | 30 inspirational leaders | 34 annual report
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april/may 2013 business edge
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4 welcome
Welcome to the April/May edition of business edge
Chris Goulding
Membership Account Executive
This edition is all about opportunity, whether it’s opportunities to enhance your business by recruiting the right people, opportunities to find out about the Knowledge Transfer Partnerships or finding out how to provide opportunities for a young person to explore the world of work via apprenticeships. We are also keen for you to take the opportunity to maximise your membership with Sussex Enterprise!
Wendy bell General Manager at
We’ve been busy reminding people what they can get as part of their membership this year and there is a further opportunity in this edition of Business Edge to see how you can get the most from it – whether you take advantage of the complimentary Regus Businessworld Goldcard (great for travellers and informal meetings all over the world!) or get a free insurance review or you just want to meet more business people there is something for almost everyone! Sussex Enterprise
One last opportunity not to be missed – our events have sold out for the first quarter of this year so if an event has caught your attention then don’t delay as you may miss out. Please visit our website at www.sussexenterprise.co.uk to find out more.
10th Annual Chamber Awards It’s that time of year when we start to encourage our Members to enter the Chamber Awards. Celebrating ten years of success, the Chamber Awards are considered one of the UK’s most hotly contested and prestigious business awards.
Liz Cadman
Policy & Partnership Adviser
The Awards recognise and reward business success across the UK, with a range of specialist categories to meet the needs of any organisation. Each year hundreds of businesses compete for the coveted National Chamber Awards along with the £25,000 cash prize on offer.
The Awards are open for entry until 28th June and regional winners will be announced on 30th September. The Chamber Awards anniversary programme will then conclude with the prestigious gala awards dinner on 28th November in Central London, where one business will be awarded the £25,000 prize courtesy of the RBS Group. To find out more, visit http://www.chamberawards.co.uk/ Finally, as always, I’d like to say thank you to all those Members who’ve sent us their stories – keep sending them. If you want to share your success stories or write into the magazine, please send it to businessedgeenquiries@sussexenterprise.co.uk and we’ll try to include it in the next issue of Business Edge.
30 Years Experience With over 30 years experience in the foreign languages business, we offer the Complete Translation Service for Commerce & Industry. Columbia House – Columbia Drive – Worthing – West Sussex – BN13 3HD www.hattonanderson.co.uk E-mail: translations@hattonanderson.co.uk
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Welcome TO THE MAGAZINE OF SUSSEX ENTERPRISE
In this issue, I would like to talk about our Networking events. In a recent survey of members, 70% of businesses gave attending our events as the primary reason for coming on board as a member of the chamber. We recently held a vibrant affair at the Brighton Metropole with well in excess of 100 delegates and our Chamber Benefit providers were in attendance to answer our Member questions and explain the raft of benefits available. Infact, a member of ours at his first event last year, made in excess of £1,500 worth of business, more than 10 times the cost of his membership! So I hope you may consider coming along to one in future. I’m always enthused when members give their time to help other members. I’m grateful to Gordian Solutions and Hillier Associates for their help and advice on starting out in business and property matters respectively. If you are looking for a particular service, please look to our business directory as we have members in a variety of different fields. You can search over 2,000 member businesses across Sussex. To view the directory visit: http://www.sussexenterprise. co.uk/business-directory/ As always, if you need any help or assistance, please don’t hesitate to drop me a line. chris.goulding@sussexenterprise.co.uk
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business matters 5
Dignitaries formally opens new production lines Vent-Axia, the UK’s leading ventilation company, celebrated the opening of three new production lines at its headquarters in Fleming Way, Crawley. Henry Smith, MP for Crawley, and Mayor of Crawley, Councillor Keith Blake, officially opened the assembly lines by cutting the ribbon at VentAxia’s Made in Britain launch event. Vent-Axia is bucking the current economic trend by doubling its manufacturing capacity of unitary domestic fans at its Crawley site. The company has invested more than £350,000 in tooling for the new production lines as well as financing building works to incorporate the increased manufacturing. Lee Nurse, Marketing Director at Vent-Axia, said: “We are delighted to be expanding our UK manufacturing at our Crawley site and investing in the local economy with the creation of 20 new jobs.” Henry Smith said: “I am proud that this iconic and historic company is creating high quality products made in Britain right here in Crawley.” Vent-Axia employs 225 staff at its headquarters in Fleming Way. Its
The official opening of the production lines
commitment to British manufacturing will see the company further investing in UK logistics which will help lower the embodied energy of products by reducing carbon emissions. Vent-Axia has been supplying Mears Group, the UK’s leading social housing repairs and maintenance provider in the
UK, with its Lo-Carbon Centra fans for use in Brighton & Hove City Council’s housing stock. During the past two years, Vent-Axia’s fans have been installed in a variety of properties across the city as an energy efficient solution to help keep homes free of condensation.
Reeves One to Watch Reeves has achieved the One to Watch Standard 2013 from Best Companies, the name behind The Sunday Times Best Companies to Work For list. Last autumn, Reeves employees were invited to take part in a survey
conducted by Best Companies Limited, an independent research company. The results were analysed and a rating awarded depending on how engaged employees are. Andrew Griggs, HR Partner at Reeves, said: “We are delighted to have achieved accreditation as one of the Ones to Watch from Best Companies.”
Andrew Griggs
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6 advertorial
Confusion over what trust in workplace means Trust in the workplace is being hampered by a lack of understanding of what it means, according to new research. Line managers who say they trust staff but don’t, pose one of the biggest challenges to organisations hoping to flourish, according to researcher Nick Marsden. Nick is Assistant Chief Fire Officer with Dorset Fire and Rescue Service. He undertook the study for his Master’s in Leadership and Management course at the University of Portsmouth. He won the University of Portsmouth’s Business School prize for best research, sponsored by the Institute of Leadership and Management and his research has been published in Human Resource Bulletin: Research and Practice. Nick said: “It is easy to say we trust someone, but more difficult to enter into a trusting action which involves you becoming vulnerable or in some way at risk.” Trust serves as the foundation for everything organisations do, but the
Defining trust: Nick Marsden
difficulty is that the meaning of trust can sometimes be unclear, misunderstood or misused, he said. As a result of Nick’s research, Dorset Fire and Rescue Service have approached the problem by defining their own meaning of trust which, in essence, is when a line manager is clear about the boundaries an employee needs to work
within and the employee is able to talk comfortably with their manager about mistakes and weaknesses without fear that this will be used against them. Nick said: “The importance of clear boundaries should not be underestimated. There is a great story about a study of children who were told to play in an open field, but stayed very close to the adults. When the experiment was repeated, with a fence around the field, the children played into every corner. “We cannot expect people to push personal boundaries if they are not clear where they are, in relation to those boundaries, in the first place. “Trust is very much determined at a local level. Our natural tendency is to limit our own risk, which means that we may overcontrol. Sadly, many existing managers cannot see that they are doing this, they want to maintain hierarchical controls. His tutor David Hall said: “Nick’s research was inspired by what he saw and questioned in his own workplace. It was innovative and extremely insightful, which has allowed Nick and his management team to build on this in the workplace. It was an excellent piece of research.”
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business matters 7
bizbites
A look at business news in brief
n Wastage on the paper trail Many SMEs still track staff holiday allocation using paper, according to Sussex HR company breatheHR. The company estimates that an average business, with about 50 staff, spends 125 hours a year just managing holiday requests for staff using outmoded methods. Jonathan Richards, CEO and Founder of breatheHR, said: “Small businesses want to get the most from their people but don’t always have additional resource to manage HR tasks such as holiday bookings and performance management.” New customers can take advantage of a free trial of breatheHR‘s systems. Visit www.breathehr.com for details. n Changes at airport Gatwick Airport Limited has announced that Sir David Rowlands stood down as Chairman at the end of his three-year term on the 31st March. Sir David said: “I have greatly enjoyed being a part of Gatwick’s transformation with significant investment being put into both the facilities and also the staff. Gatwick has really started to show what a competitive airports market in London can do for passengers and airlines.“ Sir Roy McNulty, who has been a Non-Executive Director of Gatwick since March 2011, has become Chairman. Sir Roy is a former Chairman of the Civil Aviation Authority and National Air Traffic Services Limited. David McMillan will become a NonExecutive Board Director of Gatwick. David is Chairman of the Flight Safety Foundation.
n Going live Radio 4 programme You and Yours broadcast live from a property owned by Mulberry Cottages, a self-catering holiday cottage agency operating in Sussex.
Danehill House, Danehill, Sussex
The broadcast came from Danehill House, one of Mulberry Cottages’ holiday homes, and Mandie Davis, the company’s Sussex Valuation manager, was asked to comment on the view that holiday homes create ghost villages, which are almost empty out of season. She said: “For us, this is just not the case; 44% of our bookings are short breaks and short breaks are taken out of the high season. Therefore, the idea that villages are left empty out is season is just not true. Holiday homes should be credited as they clearly bring in the visitors and money that helps these small communities survive.” The programme also included a local businessman and a landlord who happily upheld that view
Saddle up for Air Ambulance bike ride Life-saving charity Kent, Surrey & Sussex Air Ambulance is appealing for cyclists to join its new-look Double 100 bike ride this summer. The 100-mile or 100km ride on June 23rd will this year start and finish at the Surrey and Sussex helicopter base at Redhill Aerodrome. Both new routes take in all counties covered by the two helicopters and the 100-mile route will pass through Marden in Kent – the home of Kent Air Ambulance. More than 80 riders including Air Ambulance crew members, former patients and corporate teams took part in the inaugural Double 100, raising £12,000 for the charity. Organisers are aiming for more than 100 entries in this year’s event which has kindly been sponsored by Howard Cundey Chartered Surveyors and Estate Agents, Asda, Warburtons and Wellbeing People. Howard Cundey Partner Tim Foulkes said: “With a network of offices based around the counties covered by the Air Ambulance, we are delighted to be the main sponsors of the charity’s 2013 Double 100. “We look forward to welcoming the weary riders to our Forest Row branch which is going to be a much-needed feeding station on the day.” The Double 100 is open to regular and occasional cyclists with feeding stations along the scenic route. To register go to www. kssairambulance.org.uk/FundRaising/ Double100CycleChallenge For more information call Julie Clare on 01622 833833 or email juliec@kssairambulance.org.uk
L-R, Melanie Abbott, Isobel Wilknson, Mandie Davis
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8 successful sussex Winners of the Chestnut Tree House 10th birthday business Awards with charity patrons Ambrose Harcourt and actress Julie Graham.
Nick Handley Chairman at Sussex Enterprise
build your Workforce and build your business
Sussex business Charity Hero Winners Revealed Winners of the Chestnut Tree House 10th Birthday Business Awards 2013 collected their trophies at a sparkling awards ceremony held at the South Lodge Hotel in Horsham. The evening was hosted by Juice 107.2’s Ambrose Harcourt and TV actress Julie Graham, both Patrons of Chestnut Tree House. Hugh Lowson, Chief Executive of the charity, which is a member of the chamber at the Member Plus level, said: “Companies from across the county have raised hundreds of thousands of pounds over the years for Chestnut Tree House in a wonderful variety of ways. They and their staff have shown huge resourcefulness and commitment to help us make life better for children with life-limiting illnesses and their families.” The winners are: Outstanding Individual Fundraiser: WINNER: Chris Dell – Gallagher Heath – Horsham Runners up: Sue Addis – Donatello – Brighton Steve White – The Swimming Gardener – Worthing Fundraising Team of the year: WINNER: Marlin Financial Services – Worthing Runners up: Family Investments – Brighton Mayo Wynne Baxter – Brighton/ Lewes/ Eastbourne/East Grinstead/Seaford
Most Innovative Fundraising Idea: WINNER: Mike Holland – Brighton Runners up: Churchill Square – Brighton Southern Water – Worthing Outstanding voluntary Project: WINNER: British Airways – Gatwick Runners up: The Body Shop – South Coast Regional stores Travis Perkins – Worthing Outstanding Long Term Supporter: WINNER: Southern Water - Worthing Runners up: Best of British Sporting Lunches – Brighton and Crawley E3 Group – Brighton Outstanding SMe Supporter: WINNER: Juice 107.2 FM – Brighton Runners up: Jeremy Silverthorne Fine Jewellery – uccessful WorthingEVENTS Technetix – Burgess Hill Outstanding Corporate Supporter: WINNER: Mayo Wynne Baxter - Brighton/ Lewes/Eastbourne/East Grinstead/ Seaford uccessful Runners up:LEARNING & DEVELOPMENT Family Investments – Brighton 4 Delivery – Crawley
uccessful
SUSSEX
Despite a few optimistic indicators in the economy, most businesses lack the confidence to recruit new staff. There are however cost effective ways of taking on new staff who will help you grow your business. If you have not considered taking on an apprentice or apprentices, now is the time to do so. A government study has demonstrated that employers need to maintain an inflow of young people being trained in the occupations on which the organisation is dependent, they need an inflow of new skills – which can be cascaded through the existing workforce and they need to obtain an optimum fit between the skills of the employee and the needs of the workplace. At Sussex Enterprise, we are a small team but we recently took on an apprentice and we regularly provide work experience. David Cameron has pledged to make apprenticeships the “new norm” for school leavers who decide against going to university and that work-based training should sit “at the heart of our mission to rebuild the economy”. Forecasts suggest apprentices could add up to £3.4bn a year in economic gains. If you want to look more closely at the benefits of apprentices (and the cost) Sussex Enterprise can advise. To find out more please email amber.allsopp@ sussexenterprise.co.uk. Building your workforce is also about building your skills and in 2012, we held 105 training events across Sussex on topics ranging from computer skills to social media. To improve your business’s skills learn more about our forthcoming training. Please visit our website at www. sussexenterprise.co.uk or call Amber on 0844 371 5405.
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Olympian Tina Cook cutting the ribbons at the Guild Care Centre with Charles & Pauline James, Mayor and Mayoress of Worthing.
New image for one of Worthing’s oldest charities Guild Care has unveiled a new image as the charity embarks on its 80th anniversary year. Local Olympian Tina Cook, the charity’s Patron, attended the a launch event at the organisation’s recently extended Guild Care Centre in Worthing. Julia Johnson, Communications Manager for Guild Care, said: “Over the past two years we have seen a considerable number of local and national charities rebrand.
“The refresh of our brand is to clarify our position and to raise awareness of the range of innovative and life-changing care services we provide for older people, younger people with special needs, those with a dementia or a learning difficulty, and their carers. “Charities need to be competitive in this difficult economic climate and there is hard evidence that those such as Macmillan Cancer Support and Blind Veterans, to name just two, have seen
a sharp increase in awareness and widened their supporter bases since their recent rebrands.’ Warren Creative, a brand design agency based in Worthing were commissioned to develop the new brand identity for Guild Care.
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Please let us know if there are any burning issues you want us to take up. Send your letters to the Editor to businessedgeenquiries@sussexenterprise.co.uk april/may 2013 business edge
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10 business matters
Accolade for airport
Hilary Knight and Paula Seager
Sussex businesswomen benefit local food community As the horsemeat scandal reaches new heights, two leading Sussex business women have joined forces to boost the region’s local food, drink and rural business sectors through a new community interest company called Natural Partnerships CIC. Paula Seager, MD of public relations firm Natural PR, and Hilary Knight, MD of the Sussex Food & Drink Network and former head of A Taste of Sussex, will jointly run Natural Partnerships CIC as a not-for-profit venture, managing projects which benefit local food and agri businesses. The first project they will jointly manage is the prestigious Sussex Food & Drink Awards, now in its eighth year and with Sally Gunnell OBE as patron, which helps promote local food and drink businesses, from plough to plate, and is being transferred into the business from Natural PR. “Hilary and I have always informally worked together to run the awards, which have been hugely successful, growing every year in profile and proving to be a hit in terms of boosting the sales and success of our winners and finalists, as well as promoting our local produce outside of Sussex,” said Paula Seager.
“We sought business advice from Stephen Antram of Antram’s who advised that it makes sense to formalise our relationship and to run the scheme through a not-forprofit Community Interest Company, making it more appealing to sponsors as part of their corporate social responsibility programmes.” Sussex Food & Drink Awards 2013/14 closed for sponsorship at the end of March. The awards will open for nominations for businesses in all categories next month. Visit www.sussexfoodawards.biz Said Hilary Knight, “We also intend to work on other schemes and projects which benefit the rural economy and local food and drink producers, raising awareness and building the market locally and further afield for our fantastic produce. “With the current horsemeat scandal, people are more concerned than ever about buying local, traceable food and drink and our projects can help local businesses and local consumers find each other.” Paula Seager will continue to run her successful Sussex PR agency, Natural PR, and Hilary Knight will also continue to run the Sussex Food and Drink Network and offer her expertise as a consultant to food and drink businesses.
Gatwick Airport has been recognised at the Interactive Media Awards for its ‘Best in Class’ mobile website and by the Chartered Institute of Public Relations (CIPR) for its use of internal social media during the London 2012 Olympic and Paralympic Games. The airport’s mobile website, which was launched in June 2012, was awarded ‘Best in Class’ within the ‘Transportation’ category at the Interactive Media Awards. The award represents the best in planning, execution and overall professionalism. Best in Class is the highest accolade awarded to entrants. The site, which can be accessed by visiting www.gatwickairport.com via a mobile phone’s internet browser, offers instant access to flight, travel and parking information, as well as an overview of facilities at the airport. Proving that Gatwick’s internal communications are as class-leading as its external channels, the airport has also been recognised for its ‘Best Use of Social Media’ at the CIPR Inside Awards. The award was given to Gatwick for its use of employee social media channel Yammer during the London 2012 Olympic and Paralympic Games. Aimed at informing, involving and inspiring employees, staff were encouraged to share updates, tips, comments and photos on Yammer - all with the aim of delivering excellent service to passengers. The channel was also used to recruit staff volunteers to meet and greet Games-related passengers including athletes and training teams. Such were the level of engagement, over 1,000 comments and 650 photos were posted from all across the Gatwick community over the summer. James Colman, Corporate Affairs and Sustainability Director, said: “Excellent communication is essential in an airport environment – whether this applies to keeping our passengers informed or enabling our employees to discuss and share great ideas to improve the service we offer at Gatwick. “Therefore we are very proud to be recognised with these two awards and will be continuing to innovate and improve how we communicate to ensure we remain at the top of our game.”
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12 focus
The future looks bright for Chichester Set in between the South Downs National Park and the south coast, Chichester is a great place to work, live and play.
n Millions of pounds being
invested in Chichester
n Work under way to support
businesses of all sizes
n Optimism growing for
economy’s future
As well as having a rich heritage and culture, a diverse mix of retailers adds to its lure as a tourist hot spot. Add to that some beautiful stretches of coastline along West Wittering and Selsey and you have Mcllwee aFrank bustling tourism industry with more than 6 million visitors to the district each year, contributing £450 million and supporting more than 9,000 jobs Kenrick Garraway, Assistant Director for the Economy at Chichester District Council, said: “Our varied mix of small, independent retailers help to give Chichester its unique character and as a council we’ve done lots to help these small businesses set up and grow.” Chichester District Council recently won the most ‘Small Business Friendly Council in the South East’ award from the Federation for Small Businesses. The Village Shop Grant Scheme provided shops with aid of up to £5,000 towards refurbishment and the establishment of a South
Coast Design Forum brought more than 300 local design businesses together to fuel the district’s creative economy. The Chichester District is home to a number of internationallyknown import/export companies that strengthen the local economy. Rolls Royce employs more than 1,400 people in its Goodwoodbased manufacturing plant and Oceanair, designers and manufacturers of marine blinds and shades, is a three-times winner of the Queen’s Award for Enterprise in International Trade. Kenrick said: “Trading internationally is a great way to tap into strong, healthy markets overseas to increase sales capacity. For some businesses it can still be quite daunting, so we need to help them break through trading barriers such as EU regulation and encourage them to view the whole world as a potential
Chichester as a city has always punched well above its weight in terms of what it offers in its compact area and the influence and reach of some of the businesses based here adds to its weight. market. If we can make our smaller businesses more growth oriented this will provide higher value jobs in the future and increase the district’s prosperity.” £1.3 million will be invested in the city over the next five years by the business community, which recently voted in favour of Chichester becoming a Business Improvement District. This will enable the delivery of projects and initiatives identified by the businesses themselves to aid expansion. Chichester will also benefit from planned improvements to the A27, which will ease congestion and stimulate growth by making it easier for businesses to reach their customers. Chichester District Council and West Sussex County Council have jointly pledged £20
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million towards the improvements and have written a letter to the Transport Minister, asking the government to contribute the remaining funds. It is a largely rural district with lots of surrounding countryside. The district council has therefore worked in partnership with West Sussex County Council to secure £75,000 of funding for local producers. The unemployment rate in Chichester stands at 2.1% and is lower than the South East average of 2.4% and 3.7% for Great Britain. Kenrick said: “Talent attracts investment and enables businesses to innovate and compete on quality. It’s a key driver of economic growth so we need to keep graduates and other skilled people in the area rather than have them move to bigger cities like London to pursue their careers.” In a bid to match talent to potential openings, Chichester in Partnership, an umbrella body bringing together a wide range of organisations, has recently seen the council team up with Job Centre
Above: Bishops Palace Gardens
Left: Horse riding at sunset
Plus to offer work placements to young people. Kenrick said: “We’re currently working on our Local Plan and one of the key areas we’re looking at is the provision of enough affordable homes to keep young people living and working within the area. “We believe the future is looking bright for Chichester. Our natural assets underpin our great food and drink production and creative industries sector and give us the potential to develop a strong marine industries presence alongside neighbouring areas. Working with our natural environment will be another key component leading to sustainable economic development.”
Louise Fenwick, Director, Recenseo Ltd trading as Coalition Marketing, and Vice President, Chichester Chamber of Commerce & Industry, said: “Chichester as a city has always punched well above its weight in terms of what it offers in its compact area and the influence and reach of some of the businesses based here adds to its weight. As an area, we can boast an impressive contingent of tourism and horticultural businesses which add substantially
to the south’s GDP and export levels and a good array of service providers among the SMEs. Exportwise, there are some impressive exporters in our midst. “Clearly people don’t choose to set up businesses in the area for accessibility reasons, with the usual A27 challenges and more recent issues with flooding in the area. But the ease of access to Southampton and Gatwick airports plus arterial roads such as the A3 and M23 make Chichester a good hub and the improvements BT is currently making to our local broadband cabling plus the planned A27 works make Chichester even more appealing as a place to do business. “The district has much to offer from a living and lifestyle perspective, so there is a natural inclination for ex-metropolitan people to bring their formidable skillsets down to the area, setting up companies in the environs offering business and technology services, among others. “As a ‘town’ to do business in, local companies do try to support each other where they can and there is a very healthy and friendly network of connections regularly tapped into, which the Chamber of Commerce encourages and supports.“
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14 advertorial
Reducing costs without reducing standards; it can be done! In the cost conscious climate of business today it’s easy to feel that the only way of driving costs down and maintaining margins is to find the lowest price for whatever product or service you need. In the world of shipping, logistics and fulfilment this almost invariably results in a reduction of key service performance indicators such as reliability, fulfillment time, choice and flexibility. These failings will have a direct impact on your business and will make difficult trading conditions even more challenging. Ultimately such failings can be counter-productive to what you are trying to achieve. Don’t get caught out with charges you haven’t budgeted for. Get to know your Incoterms. These are internationally agreed terms of sale and purchase which dictate which party is responsible for what charges throughout the supply chain. From EXW to DDP, there are 11 Incoterms, each imposing a different set of responsibilities and costs on both the vendor and the purchaser. Be wary of ‘special’ offers, especially suppliers who offer free or cheap shipping. There’s no such thing as a free lunch! If
shipping costs aren’t explicitly accounted for in the purchase price then they must appear sometime and somewhere. Sometimes this can only become apparent once the goods have arrived on your doorstep, when you’re suddenly faced with a menu of charges that need to be paid before your order can be handed over to you. ‘China Import Service Fees’, ‘Currency Adjustment Factors’ and inflated cargo handling fees are common tools used to compensate for the ‘special’ freight offer. Beware of shipping fresh air! From cartons to pallets to containers, every inch of wasted space will cost. There are simple measures you can take to reduce this wastage, beyond simply cramming as much as you can into the smallest possible space. A bigger carton might be more cost efficient. A few extra centimetres can mean a better pack quantity, which in turn might make the most efficient use of a pallet or the loading of a container. Sometimes when shipping in larger quantities, using a partially full air or sea container can be the most cost efficient method! The freight and handling costs
incurred for shipping goods as LCL (Less than Container Load) have a ‘tipping’ point, beyond which it is more economic to send your shipment as FCL (Full Container Load). Good load planning and cost analysis will quickly reveal which method of forwarding you should use. Other headline areas worth considering include reviewing delivery lead times, and considering different HM Revenue & Customs Relief schemes. If you’d like to know more and want to take active steps towards cost effective shipping and fulfillment contact Gordon Humphrey at Gordon@seaspace-int.com or call 01293 554620. Gordon Humphrey is Managing Director of Seaspace International Forwarders Ltd, providers of strategic, pro-active and innovative freight forwarding and logistic solutions to business for the last 25 years.
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
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the expert 15
You ask the questions Our panel of experts tackle your burning issues
Work experience - Can anyone offer any advice?
answer
Michael Foote Managing Director, Career Camel
A work experience student will require a certain level of supervision and management throughout the week. This provides training opportunities for existing employees to develop their management skills in a low-risk environment with potential long term benefits. Allowing students the chance to gain experience in a professional environment is essential for their education, helping to bridge the gap between schooling and employment. Taking on a student is therefore a good way to contribute towards your company’s CSR and will have a positive impact on your public profile within the surrounding area. A strong public profile, amongst other benefits, can be taken into account when awarding new business. Recent studies have shown that taking on a student boosts employee morale leading to a more productive workforce. Equally, a student can bring a fresh perspective and new ideas to a variety of situations in the work place.
By planning a structured week for a paid work experience student you can fully utilise this new resource to complete outstanding tasks and projects that may not be a priority for existing employees. Careers fairs are frequently attended by companies eager to build their profile amongst the younger generation. This awareness helps to attract the best talent for future recruitment. Advertising work placement opportunities and then providing a beneficial experience to a student can build a very positive profile amongst young people without having to dedicate resources and budget to careers events. Career Camel provides a free work experience and internship job board to help your company source suitable candidates whilst also developing your company’s presence amongst 16 – 26 year olds. Visit http://www.careercamel.com
Why Do Companies need to update their CO2 Policies to negate Leasing Tax Changes?
answer
Graham Prince
Senior Partner Neva Consultants
Under the Current Tax Year, cars with emissions of 160g/km or less face no rental restriction, but cars above that figure face a 15% restriction. However from the new Tax Year 2013/2014 this threshold will be reduced to 130g/km, meaning that for cars with emissions below 130g/km companies can still offset 100% of the Lease Rental against Corporation Tax, but for those above 130g/km the amount is restricted by 15% to 85%. The 160g/km CO2 threshold was introduced for the first time in April 2009. Since then, many companies have used it to set their maximum carbon threshold in order to maximise the tax benefits. The potential impact on a business of ordering vehicles above the new 130g/km threshold needs to be understood.
If we choose a Skoda Superb 2.0 CR 170 Elegance Estate with a 151g/km and an Effective Rate (Rate plus the Irrecoverable VAT Element) of £462.75 per month, the loss of Corporation Tax Relief on Lease Restriction for the Tax Year 2013/14 is £462.75 x 15% x 23% = £15.96 per month or £191.52 per annum. For a fleet running 15 of these cars this would equate to the company having to pay an additional £2872.80 annually to the tax man. It is expected that 130g/km will become the new benchmark and interesting the average emissions for company cars delivered in the first two months of 2013 is 116g/km. For more details contact Neva Consultants LLP in Piltdown on 01825 720900 or visit www.neva-consultants.com
3 Day Consultative Selling Training in Brighton and London £895+VAT T: 01273 915019 W: www.learningcog.com E: info@learningcog.com
London - Duration 3 days - from Monday 22nd April 2013, London - Duration 3 days - fromTuesday 7th May 2013 Brighton - Duration 3 days - fromTuesday 21st May 2013 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
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16 the voice
Budget 2013 Lord Heseltine’s review
Wendy Bell General Manager at Sussex Enterprise
The government has announced it will accept most of the former Deputy Prime Minister Lord Heseltine’s plan to stimulate the economy. A report by the Conservative peer recommended devolving power to the English regions and setting up a single local growth fund to deal with skills, housing and transport. The review suggests Chambers should be at the heart of a local, business-led support structure. Amongst Lord Heseltine’s recommendations are the following: “My solution is to build a business support infrastructure in this country, based around chambers of commerce … they have unique strengths and characteristics on which we can build.” Lord Heseltine continued, “I see the chambers as being at the heart of a local, business-led support infrastructure: where they have far higher levels of membership and real influence; and where they are helping to galvanise the performance of a
far broader range of businesses. I envisage them having a central role; working as the LEPs’ delivery partners, providing a one stop shop for businesses, acting as a focus for business engagement and using their increased legitimacy as broad-based business bodies to go toe to toe with decision-makers.” Commenting on the Government response to Lord Heseltine’s Review, No Stone Unturned in Pursuit of Growth, Wendy Bell, General Manager at Sussex Enterprise, said: “Sussex Enterprise welcomes the government’s commitment to localise some funding and decision-making around transport and skills in order to unleash the enterprise and growth latent in local communities across England. We commend Lord Heseltine for his dogged pursuit of a growth blueprint that promotes business and innovation and reduces dependency on Whitehall and Westminster. “Over the coming months, Chambers will seek to ensure that local businesses have a strong voice in the new system, and that its overriding objective is to help areas generate wealth and prosperity. To that end the British Chambers of Commerce is working closely with ministers, Lord Heseltine, and the accredited Chambers in Birmingham and Hull, where pilot schemes are in progress. “Working with others, we will continue to develop our aspiration to be a ‘first-stop shop’ for any local business seeking advice or support, as Chambers have a front door in every main town and city across the country.”
The headline announcement in the Budget was a £2,000 Employment Allowance to be deducted from NIC bills for all employers. This will result in an estimated 450,000 SME’s no longer Nick Rawson paying any Employer Partner, Knill James Chartered Accountants NIC from April 2014. In what was labelled as a Budget for an “Aspiration Nation”, other measures to help businesses included a cut of 1% in the top rate of Corporation Tax to 20% by April 2015, while Stamp Duty is also to be scrapped on shares traded on growth markets like AIM. Mr Osborne also committed to extending the Capital Gains Tax holiday for the Seed Enterprise Investment Scheme meaning any investors making capital gains in 2013-14 will receive a 50% CGT relief when they reinvest those gains into seed companies in either 2013-14 or 2014-15. For the individual, the biggest announcement in the Budget was the income tax rate threshold being raised to £10,000 in 2014 – a year earlier than planned. In an effort to stimulate the housing market, Mr Osborne introduced a “Help-to-Buy” scheme, including interest-free loans of up to 20% of the value of new-build properties, and bank guarantees underpinning £130 billion of new mortgage lending for three years from 2014. The headline announcements came against a backdrop of a downgrade in the economy – with the growth forecast cut to 0.6% in 2013, from a predicted 1.2% in December. Nick Rawson from Knill James said: “While this Budget is short on a great host of tax cuts for SMEs, we are pleased that the Chancellor has announced measures to take 450,000 small businesses out of paying employer NICs and that he will reduce the top rate of Corporation Tax to 20% by April 2015. “This will reduce a significant burden on small businesses, and allow them to take on new staff and invest in their companies. “However as with any Budget we advise that people take a closer look at all the announcements to see how it affects them and their businesses.”
Get involved and give us your opinion on a topical issue. It might be something which affects your business or those in your local area – we want your views and opinion.
businessedgeenquiries@sussexenterprise.co.uk with a short outline of what you want to say and we’ll get in touch.
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world view 17
fine print
Design Grow Sell Design Grow Sell by Sophie Davies (Paperback) £12.99 published by Marston Book Services (enquiries@ marston.co.uk, 01235 465521)
Creating a growing business literally Design Grow Sell is the fourth book in the successful Country Living Magazine series of business guides and focuses on the theme of turning your gardening talent or hobby into a home-based business. Written by experienced journalist Sophie Davies, it provides a practical guide to creating and running a gardening-based business and is packed with handy hints as well as case studies, including a number from Sussex. Sophie Davies is an experienced journalist who studied garden design at the English Gardening School and had her own design practice until moving out of London. Her book, clearly written, is aimed at garden lovers who have always dreamt of making a living outdoors and deals with everything from running a nursery to building a garden maintenance business to taking a course and becoming a landscape designer. What will appeal to the reader is that this is not a gardening book - you will not find swathes of detail about soil quality and pest control here - but very much a business book. It takes the reader through the practical considerations ranging from finance, legislation and marketing to some of the challenges involved in ensuring that a business idea is viable and sustainable. A terrific guide to anyone contemplating starting a garden-based business.
OVERCOMING BARRIERS TO TRADE Often when we think about barriers to trade we think about the financial and logistics aspects, such as securing finance to do the deal or the paperwork and costs involved with import licenses or letters of credit. The logical place to seek advice is our accountants or bank. As trade flows more easily around the world, such barriers to trade are reducing and we are being encouraged by government and the media to increase our focus on the emerging markets. I recently noted at Heathrow that HSBC have changed their excellent series of adverts focused on how different cultures see threats and opportunities with a new series of phrases. The one that caught my attention was; “In the future there will be no more emerging markets”. Those trading with China and with Chinese companies will no doubt already understand that China has already “emerged” and is now just a growth market. But there remain significant barriers to trade and reasons why companies stay with markets closer to home. For me, wherever we offer our services across the globe, the major barrier to trade remains understanding the local culture and adapting our offer to the expectations of that culture. This is not always about price, we gain some of the highest price for our services in so called emerging countries, nor is it about local perceptions of quality.
A lot of our success has been because of our approach to understanding and working with the local culture. The attitude we portray, that we have to earn our right to be their supplier, that we keep coming back and adding further value each time. But where do new exporters go to build cultural awareness and understanding? One excellent option is to come along to the quarterly meeting of the Sussex International Trade Forum, supported by Sussex Enterprise and HSBC Bank, where you will meet other people who are facing the same challenges. The speakers we invite run businesses that trade with both emerging and emerged markets who come along to share their experience. Why not come along to the next meeting on June 19th at Brighton University. It will be one of our popular “Ask the Experts” sessions with a panel of speakers all experienced in international business. Check out the Sussex Enterprise website (www.sussexenterprise.co.uk) for further details. I look forward to seeing you there.
Rob Fryatt is senior associate at Horsham based Xenex Associates.
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what makes me mad 19
Can’t We Just Get On With What We Do Best?
Time and time again we, as small businesses, are told that Red Tape has been cut and we don’t have to participate in lengthy processes in order to do our jobs. Well, I’m not sure that procurement officers/directors/executives or those connected to placing an order have really taken this on board - here in the real world ‘things have certainly got worse’! Over the past few years the amount of time spent on completing ‘paperwork’ be it actual paper or electronically, has increased ten-fold. We have on occasion had to complete a 70 page contract for jobs worth little over a thousand pounds; been presented with numerous forms to complete such as sub-contract competence assessments, sub-contract questionnaires, supplier evaluations, etc, all asking different questions and as often as not irrelevant to small companies. But of course before even getting that far there’s the minefield of ITTs (Intention to Tender) and PQQs (PreQualification Questionnaire) to negotiate. Simply put an ITT is related to a specific contract and requires the supplier to indicate his interest in providing a bid; then the purchaser may conduct a
selection process, a PQQ to reduce the number of suppliers who are invited to tender. The evaluation process is supposed to increase with the value of the contract but I’m afraid what we have encountered seems completely disproportionate. Let me give you an example. Last year we were asked to complete an ITT for a local authority with whom we have worked over the past 20 years. The process had been out-sourced to a company that appears to deal with all public sector work and who came up with an ITT Framework. The ‘Framework’ was so complicated to complete, those interested, had to attend a two hour seminar in order to allow us just to get started. The whole process took about three weeks, during which time amendments were constantly made because of questions asked and inaccuracies highlighted. The whole experience was overwhelming and we plus others had to employ our Health & Safety Consultant to aid us with the very involved electronic ‘paperwork’. Fortunately for us he managed this very well and apart from knowing the Health & Safety technical stuff was able to negotiate his way round
the electronic format, otherwise we would also have had to employ a whiz kid with a First with Honours Degree in IT! We all breathed a sigh of relief when at last all was complete and we were informed we were still on the list of recognised contractors. However, the misery wasn’t over; just the other week we were informed the local authority was expanding the contractor list and lo and behold we had to again go through the whole complicated and mind-boggling ‘Framework’ just to let them know we wanted to remain on the list. Perish the thought we might be able to tick one box to say this or even write a letter to this effect; oh no, each box had to be dealt with again but fortunately this time just with n/a! Could there be a solution? Perhaps the Health and Safety Executive or similar body could create a simple standardized form for small companies that required completing only once and up-dating every two or three years and accessible to procurement officers or whoever requiring the information. Thus, allowing us all to get on with the job in hand instead of spending hour upon hour completing never ending paperwork.
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20 advertorial
Day Release Degree from the University of Chichester Do you want to employ some of the most talented and motivated college students around and use them to help grow your business? At the University of Chichester we have developed an innovative programme that will help businesses attract and retain the brightest students. In a challenging and competitive job market , many college-leavers are looking for a mix of vocational and academic study combined with employment. This is what the Day Release Degree is all about.
How does it work? The University of Chichester is partnering with forward-looking businesses committed to developing their staff to provide an opportunity for students to combine employment with degree-level study. Employers provide full or part-time salaried positions, a workbased mentor, and contribute towards tuition fees. You can offer the same opportunity to promising and ambitious existing employees also. The University provides support with recruitment and selection of students with employers making the final decision on who to take on. For the first three years, students combine study for one day a week with their employment. The final year is focused on projects which are agreed between the employer, the student and the University so that the
student makes a direct bottom line impact on business performance as well as achieving their academic objectives. Costs are typically shared between the company and the student who qualify for a student loan. The employers with whom we are currently working include Butlins (Bourne Leisure), Nature’s Way Foods, Waitrose, Bombardier, Gardner and Scardifield, URT and Classic Collection Holidays.
What does this mean to your business? The Day Release Degree is an opportunity to develop your own talent in a way which is focussed particularly on their organisation and its goals, whilst enabling the employee to gain a recognised qualification. Calibre of recruits - you can recruit higher calibre BTEC or A Level Students n Business impact – the business will benefit from work-related projects agreed with you which enables the student to make a real difference the business while they are learning n Innovation - through study, students will bring the latest new approaches, ideas and research to your business giving you an edge over your competitors n Talent Management - Ultimately you will have a qualified, experienced, committed employee that will be a dynamic asset to the business’s future. Nick Munday, Managing Director, Classic Collection Holidays Ltd says “It’s about investing in the young today to give you the managers of tomorrow. We are really pleased with our student, Anna-Marie; she has exceeded expectations and is already making an impact. We definitely plan to recruit two more for this year’s programme” Nick Munday, Managing director, Classic Collection Holidays Ltd.”
Classic Collections employs around 90 people in Worthing. They recognise the value of the Day Release Degree both to the business and the students.
What does it mean for students? n As the Day Release Degree is done whilst in work there is every chance the student will have reduced student debt since costs are typically shared (usually around 50%) with the employer. n Gain valuable work experience and make a direct impact on business performance “You get to learn the business from the bottom up meaning you have a comprehensive understanding of the company’s culture making for a wellrounded manager at the same time as receiving a transferable qualification” – Ashley – Trainee Butlins “Most of us are paying our proportion of the tuition fees out of our salary so we won’t build up student debt like fulltime students” – Anna - Trainee – Classic Collections Holidays Ltd.
And for your existing employees? The Day Release Degree is not just for recent BTEC/A level students. It is perfect for developing and progressing your existing staff. Professional development at this level is a proven factor in staff retention so your investment will pay back in terms of growing your business. If you are interested please talk to Andrew Adams (07796 655247 – a.adams@chi.ac.uk or email Steve Ellis (s.ellis@chi.ac.uk) at the University of Chichester’s School of Enterprise Management and Leadership for more information on how your business can get involved in this exciting new programme. Alternatively, more information can be found on the University of Chichester website at http://www.chi.ac.uk/dayrelease-degree
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GOING uP Manufacturing sector: Confidence is returning to manufacturers in the South East. According to the EEF/BDO Manufacturing Outlook survey shows a positive outlook for the second quarter of the year, with both output and orders forecasted to pick up strongly. Output is forecast to increase to a balance of +28 per cent and order intake to +22 per cent. Through the till: UK retail sales rose in February to achieve the strongest underlying sales growth for three years. UK retail sales values were up 2.7% on a like-for-like basis from February 2012, when they were down 0.3% on the preceding year. On a total basis, sales were up 4.4%, against a 2.3% rise in February 2012. Whizzy wires: Ofcom’s latest report into fixedline residential broadband speeds shows that the average actual UK speed has risen by a third (3.1Mbit/s or 34%) in the six months from May to November 2012, as take-up of ‘superfast’ services increased. Green growth: PwC predicts this year we will see the growing importance of low-carbon and environmental industries to the UK economy. This sector could be one of the catalysts to help kick-start the UK economy – already contributing 8% to GDP and employing almost a million people.
economic forecast: The British Chambers of Commerce (BCC) downgraded its growth forecasts: from 1.0% to 0.6% in 2013, and from 1.8% to 1.7% in 2014. Prospects should improve in the medium term: in 2015, the BCC forecasts growth of 2.2. The downward revision is due to numerous factors, such as the contraction of GDP in Q4 2012 and worsening prospects in the eurozone. borrowing fees: The previous change in Bank Rate was a reduction of 0.5 percentage points to 0.5% on 5 March 2009. PwC expect interest rates will remain unchanged until the end of 2013. Global watch: The last change to the European Central Bank interest rates was in July 2012, to 0.75%. PwC expect a cut in the Eurozone interest rates in 2013. uK investment: The Bank of England revealed that lending to businesses had fallen by almost £19bn in 2012, double the decline in 2011. According to the English Business Survey December 2012, conducted by the Department for Business Innovation and Skills, the proportion of businesses in the South East of England making capital investments was; twenty-seven per cent of businesses reported they had invested between October 2012 and December 2012, while 66% reported they had not invested.
GOING DOWN
Interesting facts! Antarctica’s ice sheet holds 90% of the world’s fresh water. This ice sheet is up to 2,000 metres deep in places and covers almost the entire continent. Everyone in Iceland is literate. Every Icelander must graduate from school in order to get a job, and he has to be able to speak three languages. The first windmill in England was built in 1191, when Dean Herbert decided to apply wind power to his landlocked farm. He used it successfully to grind corn until the local abbot had it destroyed.
upstarts 21
Have you ever seen Portuguese Olive oil for sale in the uK? My name is Steven Read, 48 years old, and I would like to tell you about a business I am beginning, selling olive oil from Portugal. At the end of 2006 I bought a Quinta (farm) in Portugal. It was something I had wanted to do for a long time. I grew up in Cyprus on a peach farm but our family had to leave when war broke out in 1974. On my travels to buy this farm, I was looking for a place that as a boy I remember seeing. Old people riding donkeys, a shepherd bringing back his sheep to the village, hot sun, 7UP and delicious food. Unfortunately, I did not find this village. After visiting a few Countries and searching the internet for properties I finally arrived in Central Portugal. What I found were abandoned villages, many old people, very few young people and very few animals. After three weeks of working by myself on my newly purchased farm and not seeing anyone, my neighbours arrived. They were an elderly couple in their late 70’s accompanied by their cat and a three legged dog. They had walked the 1.5km walk up the hill and took the long route using the rough road track. I could not speak Portuguese then, but I now know they were afraid as to who this foreigner was. We kissed and embraced and I was so surprised how strong this man was. I also now know he built his house with stone, that they brought up a daughter with no money and had many animals,including oxen to plough the land. Since this meeting we have always exchanged goods between ourselves. I give them honey and jams and chocolate, they
give me potatoes, onions and red wine. Late November is the Olive harvest. It’s great fun picking olives with your hands and seeing your crop harvested. Even better when the olives are taken to the factory, crushed, and turned into the beautiful golden liquid that is the finest organic olive oil. Each individual farmers olive crop is pressed and put into containers, so when you return the next day to pick up your oil, you have the pleasure of knowing it’s your oil and not someone else’s. It took time getting to this point. I can still remember when I found olive groves on my land that I never knew were there. They were hidden by pine trees, brush and brambles and seeing the olive trees revived now is something quite special. Olive oil really is a special substance. When you have tried the genuine thing you won’t want to buy an oil that is not organic and extra virgin. That is what I hope to sell to you and in so doing providing much needed employment for the Portuguese people. If you like to order olive oil (I also supply oil infused with herbs) please email me at steve@quinta-da-vinha.com telling me how many litres you would like. Or visit us at www.portugueseoliveoil.co.uk. As the olive harvest is a once a year then it would be best if you place an order for your yearly consumption delivered in 5 to 120 litre sizes.
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22 finance
Loans scheme aims to support budding entrepreneurs By John Dean A £30 million boost to the Government’s Start-Up Loans scheme has been announced to help young people start their own businesses. The additional money will boost the total available for Start-Up loans to more than £110 million over the next three years. In addition to announcing the new money, Prime Minister David Cameron also revealed that demand from those who had just missed out on the scheme, and the challenges faced to secure loans, had prompted the Government to extend the age limit for application from 24 to 30 years old. More than 3,000 people, including those from Sussex, have applied or registered an interest in a Start-Up loan and they receive support and mentoring to develop their ideas. When the business plan is approved, they will be able to access financial support in the form of a low interest loan typically in the order of £2,500 with a repayment period of up to five years. Mr Cameron said: “Start-Up loans are an important part of my mission to back aspiration, and all those young people who want to work hard and get on in life, so this
country competes and thrives in the global race. “They are a great way to help this next generation of entrepreneurs get the financial help – and the confidence – to turn that spark of an idea into a growing, thriving business. “It is by backing our entrepreneurs and championing small business that we can drive forward and grow the economy, and equip this country for the highly competitive era we are in.” To administer the Start-Up loans, the Government created a new body to provide guidance and direction, the Start-Up Loans Company, chaired by entrepreneur James Caan. He said: “There has been a major shift in the way business is viewed by the public, and entrepreneurs are now seen as creative and exciting role models and I am delighted to see that more and more young people are now looking to set up their own business. “It is only with this renewed focus on youth entrepreneurship
“They are a great way to help this next generation of entrepreneurs get the financial help – and the confidence – to turn that spark of an idea into a growing, thriving business. It is by backing our entrepreneurs and championing small business that we can drive forward and grow the economy, and equip this country for the highly competitive era we are in.”
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finance 23
that we will create more jobs and wealth and see the economy flourish once again. “Start-Up Loans enable young people to harness their skills, and gives each budding entrepreneur not just a low interest loan, but also the help and support from an experienced mentor to guide them to success. I am proud to chair the Start-Up Loans Company, responsible for delivering this excellent initiative.”
Business Minister Michael Fallon said: “The Government is determined to back young people who aspire to get on in business and create jobs. The Start-Up Loan scheme has been very popular and the extra investment will help to meet the demand for this kind of assistance.” More information is available at http://www.startuploans.co.uk
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grow your own talent
£1,5 00 gran avai t lab NOW le !
Boost your business! Employ an apprentice and protect the future of your organisation. Apprentices have been proven to improve effectiveness, productivity and competitiveness, leading to increased capacity and a better bottom line. Central Sussex College can provide all the help you need to recruit and train the right person for your business. And there’s never been a better time to take on new talent, with a £1500 grant available to companies taking on someone aged 16 to 24*. Visit www.centralsussex.ac.uk/apprenticeships for more information.
Currently Recruiting? Let the College’s Job Shop support your company by advertising your vacancy and helping to match the right candidate for the job. Our Job Shop advisers will talk to you about your business needs and provide free help and advice on continuing skills training for your employees too. You can log job vacancies online at www.centralsussex.ac.uk/jobshop, or for more information email jobshop@centralsussex.ac.uk. * Eligibility applies - companies must employ fewer than 1000 employees and can claim the grant for up to 10 apprentices. Please call for further details.
bringing skills and business performance together
0845 155 0043 (press 4) employers@centralsussex.ac.uk www.centralsussex.ac.uk/employers BE 14.indd 24
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University Centre
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Take your learning to a higher level The brand new University Centre at Central Sussex College RIIHUV D pH[LEOH DQG GLYHUVH UDQJH RI KLJKHU HGXFDWLRQ DQG SURIHVVLRQDO FRXUVHV WR KHOS \RX UHDFK \RXU IXOO SRWHQWLDO In partnership with the Universities of Brighton and Chichester, the University Centre at Central Sussex College provides local and affordable full and parttime higher education courses which can lead on to degree level study, or facilitate career progression.
With our longstanding experience of delivering higher level skills training, you can be sure you’ll gain relevant practical skills you can use in your employment, as well as the theory to help you further your career.
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Our excellent facilities are centrally located
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Early Childhood E-business (new for 2014) Engineering Hospitality Professional courses - AAT, ACCA, CIMA, CIPS, CIM, CIPD, CMI and IOM
Our teaching staff have close links with local industry and the knowledge to help you succeed We’re there to provide extra support when you need it.
Call now for your free prospectus or visit www.centralsussex.ac.uk/universitycentre.
Teaching and Teaching & Learning Support
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26 cover feature
Taking advantage of knowledge to boost business Dr Shona Campbell is the University of Brighton’s KTP Manager, responsible for running the University’s successful Knowledge Transfer Partnership programme, working with companies to identify their business needs, identifying synergies with expertise within the university and developing funding proposals
n Scheme supports innovation n How university worked with
famous restauranter n How you can get involved
For those who haven’t come across it before, Knowledge Transfer Partnerships are a national government scheme which provides up to 67% grant funding to enable companies to become more innovative, competitive and profitable by engaging in knowledge transfer with universities. We can work with all sorts of companies, including charities and some public sector organisations, where we the university has the expertise needed to support the company to deliver a strategic project with a sound business case. KTPs are a three-way partnership between a company, an academic team and a graduate who is recruited to lead the project. Everyone benefits from involvement – companies benefit from increased business performance (an average increase of over £220,000 in annual profits before tax) and new skills, the
university benefits from being able to develop business-relevant teaching materials and by having its research informed by industry, and the graduate gains valuable experience and marketable, highly transferable skills from leading a high profile project. The KTP programme has been running for over 30 years, and the University of
Brighton has been involved with over 250 programmes with companies ranging from household names such as Nuffield Health and the Guinness Partnership to local SMEs such as Mooncup, who design and manufacture feminie hygiene products; Plastipack who manufacture energy saving covers for swimming pools and reservoirs; and Parafix who convert and distribute selfadhesive materials.
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cover feature 27
Food for thought as KT proves its worth One area which the University of Brighton has pioneered with KTP is retail, winning the first retail KTP with celebrity chef Rick Stein back in 2007. Rick and Jill Stein’s businesses in Padstow started with one restaurant in the 1970s. Strong turnover and the increasing popularity of locally sourced fresh foods soon encouraged them to diversify their operations firstly in to hotels and then retail, incorporating a delicatessen, patisserie, gift shop and online mail order facility. As the retail business continued to grow it became clear that the organisation needed external expertise to capitalise on their unique product offer while at the same time optimising the use of more professional retail management systems and merchandising techniques. Following conversations with retail academics Harvey Ells and Chris Dutton at the university’s School of Sport and Service Management in Eastbourne, a Knowledge Transfer Partnership proposal was developed and approved. “The plan was to devote specialist expertise to the things you just can’t get round to within the constraints of your normal working day,” said Stein’s Retail Manager Roger Clough. The project started in 2007 with the selection and recruitment of a graduate, Filip Jicinsky. The partnership’s primary objective was to develop a clearer retail strategy,
and then help to operationalise that strategy to make the business more efficient and scalable. Areas for attention included improving the product ranges, enhancing customer service and making cost reductions - particularly on mail order logistics. Guided by the academic team, Filip spent several months examining the mail order side of the business – workflow patterns, packaging and systems including contributions to a website redesign and revised content management system. This resulted in mail order costs being significantly reduced and turned the retail emphasis onto sales growth and improved profitability. All of the high quality food products are produced inhouse and the partnership has helped develop new packaging and labelling to enhance the appeal of the own label offer. “Filip, with essential support from the University of Brighton, has done a lot of work on getting new product packaging designed and produced, and optimising the retail store format which will be particularly important if we expand into other locations” says Roger “and he’s also written a retail training manual. The delicatessen has been refitted – we previously had huge shelving units which were selling air! We now have far more products on display and have adopted some basic retail strategies like offering large pasties as well as standard size ones to give the customer greater choice.”
“We’ve done things we wouldn’t otherwise have been able to achieve, by having one really good, well-supported extra person on board, focussing 100% on retail optimisation.” The financial results speak for themselves; retail sales during the two-year partnership rose by 26.3 per cent and profitability increased by 106 per cent. The company also formed strategic partnerships with Selfridges and Sharp’s Brewery in developing new, high-quality food and drink products. Closer to home, the same academic team subsequently supported the launch of a thriving farm shop at Spring Barn Farm in Kingston, near Lewes; 5 new jobs have been created and turnover is exceeding expectation. These projects helped demonstrate to government funders the impact KTP could have on retail performance leading them to launch a specific call for partnerships to drive growth, innovation and efficiency within the retail sector. The University is actively seeking partners in the retail sector who can benefit from this opportunity. To find out whether a KTP with the University of Brighton could help your company innovate and grow, contact Shona on 01273 642435; s.e.campbell@brighton.ac.uk and see www.brighton.ac.uk/ktp for more examples of companies who have benefitted from KTP.
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28 Commercial property
Expertise vital when it comes to making the big move Selecting a new property is a major decision for any business. There are so many things to consider, so many things that can go wrong, so many details to be closely examined before the paperwork is signed. The challenges presented by the property market are why many business owners and managers turn to specialist companies who are experienced in the field. That decision makes even more sense when taking into account the past 12 months, with the effects of the recent recession still being felt and the slow rate of recovery complicating the judgements that need to be made. Some companies delay or even abandon plans in difficult trading times, and others proceed more
cautiously but, on the flip side, the economic downturn has led to competitive property prices in many areas. It is often said that the best time to invest is in a downturn and the same could be said to be true when it comes to property. Moving into somewhere bigger and better is a show of confidence that speaks volumes for clients and prospective clients. Some property industry exponents say that they are seeing a slow return in confidence when it comes to investing. Companies are starting to feel that the time is right for expansion again. The role of the property consultant when a company has decided to invest is to take as much of the hassle away from the process as possible and that starts with locating the kind of sites that would appeal to a client. Consultants have a vast knowledge of land and buildings available and their expertise
is invaluable when it comes to selecting the best one. Their knowledge can save a lot of time. For those in the know, there are some excellent opportunities available in Sussex. Recent surveys of businesses seeking to expand or relocate have suggested that the main considerations when it comes to investing in new property has been the need to keep costs under control and also the impact a purchase or lease may have on company cash flow. That is true
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Commercial property 29
It is often said that the best time to invest is in a downturn and the same could be said to be true when it comes to property.
of all companies but particularly so for small businesses taking their first tentative steps towards expansion. To address those concerns, the number of companies seeking lease arrangements rather than buying outright does seem to be increasing, although there are still companies that prefer the idea of owning their own premises, seeing it as an investment for the future. When the right site has been selected by the client, property consultants are crucial when it comes to brokering the deals
because they understand their clients’ needs, and anxieties, and are able to negotiate with property owners to secure the best terms. Once terms have been agreed, property consultants will also be on hand to offer a continuing service until the move has been made and the client is happily settled in a new home. Even in difficult times, investing in property can make good business sense.
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30 inspirational leaders
Bringing on a new generation of talent For Jo Bridger, the idea of apprenticeships is one in which she believes passionately. The level of her commitment to young people is illustrated perfectly in the shape of Carla Monson, who began work for Jo at Campus Training as an apprentice and now has a full-time position with the company.
n Company passionate about helping young people n The value of apprentices n Apprenticeship led to job
Campus Training, of Uckfield, makes young people its business. Part of the Grosvenor Group, a global training organisation that supplies training needs in sectors ranging from education to food processing and warehousing, Campus offers in-house programmes and nationally recognised vocational qualifications and apprenticeships. The group is able to meet the diverse training requirements of both learners and organisations and is an accredited centre for awarding bodies including Oxford & Cambridge RSA, City & Guilds, Education Development International and FDQ (Food and Drink Qualifications). As Managing Director and a director of the group, Jo brings vast industry experience to the job and believes strongly in apprenticeships, arguing that
they benefit both company and apprentice. Jo, who has led the company since 1998, said: “I like the idea of apprenticeships because I like bringing in young people, particularly those on their first jobs. “Very often, they do not know where they are going with their careers and an apprenticeship allows a company to shape them. “You are taking someone at the start of their career. It allows the company to teach the young person about the businesses in all its aspects. “As apprentices, they can be given exposure to everything involving the business and they can learn about the opportunities that exist. “It’s very much a two-way thing. We can help them but it also allows them to help us. It allows us to identify and develop young talent. It’s like growing your own.” “The apprenticeships programme also allows us to identify the leaders of tomorrow.” Campus Training offers apprenticeship training in the areas of Food Industry Skills, Business and Administration, Customer Service, Supporting Teaching and
“I like the idea of apprenticeships because I like bringing in young people, particularly those on their first jobs. Very often, they do not know where they are going with their careers and an apprenticeship allows a company to shape them” Learning in Schools, Team Leading and Management and Warehousing and Storage. Depending on the level of qualification, apprenticeships take between one and two years to complete and are offered key benefits, including earning a salary, having paid holidays, being trained, gaining qualifications and learning job-specific skills.
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inspirational leaders 31
One of those who arrived at the company as an apprentice was Carla, who came straight from school at the age of 17 and, she was taken onto an Apprenticeship contract and having attained her Apprenticeship Framework she was taken on as a full time employee Now 20, she said: “I had no idea what I wanted to do when I arrived. I did not have the confidence or the experience to apply for jobs. “I’d just come out of school and becoming an apprentice was ideal for me. Being an admin apprentice allowed me to learn about the job and develop my skills. “It was a stepping stone for me and eventually I was promoted to being a senior administration employee. They must have seen something they liked.” “My aim now is to continue to develop my skills and keep learning and adding to my qualifications.
“For instance, I recently went on a social networking and marketing course. It all adds to my experience.” That development also included helping the Sussex Council of Training Providers (SCTP), which Campus supports. SCTP has been running an events service called Apprenticeships In Sussex (AIS) which raises awareness of apprenticeships by attending careers fairs, parents’ evenings, delivering workshops and training partners such as JCP advisors. The idea is to spread the word about the value of apprenticeships and the service is funded by LSIS, the National Apprenticeship Service, and supported by SCTP members and Carla’s role was to organise the logistics for the event. Jo says that examples such as Carla underline the importance of apprenticeships.
She said: “Carla is an example of what can be achieved by someone on an apprenticeships programme. She was able to develop her skills while an apprentice and impressed us so much that we offered her a job. “Now that we have taken Carla on full-time, we have replaced her with another apprentice.“ * For more information on AIS, visit http://www.apprenticeships-insussex.com/ If you’d like to introduce a young person to the world of work or mould your ideal employee whilst helping your business then please do contact us via amber.allsopp@ sussexenterprise.co.uk or call us on 0844 37 59550. We’ll be happy to guide you where to find your new perfect employee and even possibly some financial assistance.
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32 Construction
Hope among the gloom for construction sector At first glance the predictions for the construction sector look gloomy but in among the darkness are shafts of light, including optimistic forecasts for parts of southern England. Nationally, research by industry body CITB-ConstructionSkills revealed a stark picture of 2012. Last year saw 60,000 jobs lost, and a 9% fall in output and, over the past five years, the industry has gone through one of its most difficult periods since the Second World War.
The Construction Skills Network report – the industry’s annual skills forecast - lays the blame on • 5% downturn in private housing construction • 10% per cent downturn in commercial sector construction • 15% downturn in infrastructure construction
“Construction is a vital engine of UK growth. While construction struggles for its survival, it’s impossible to see how the UK economy can generate significant growth.” Nearly every sector of the industry will continue to struggle for the next five years, according to the report, although there are some optimistic signs; private housing, repair and maintenance and industrial sectors are predicted to achieve something approaching consistent growth. Recruitment to the industry is predicted to run at an average of 29,050 a year from now until 2017 – largely to fill vacancies arising from those leaving the sector. Across the UK only Greater London and the East of England can expect to see employment actively grow in this period.
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Construction 33
New work output is expected to see growth average 0.9% per year compared with a stronger figure of 1.5% on average per year for repair and maintenance. The strongest performing sector is forecast to be the industrial one, boosted by work in and around London. To tackle the national challenge head-on, more than 1,400 construction bodies and employers have joined forces in the CITBConstructionSkills-inspired Construction4Growth campaign, which has been taken to Government ministers. The plan suggests: Ways to get projects delivered as part of the Government’s pledged capital investment in construction
Investment in shovel-ready repair and maintenance projects to get unemployed construction workers back on site A mandatory requirement for teachers to undertake taster courses to understand the value of a vocational career. Judy Lowe, Deputy Chairman of CITB-ConstructionSkills, said: “Construction is a vital engine of UK growth. While construction struggles for its survival, it’s impossible to see how the UK economy can generate significant growth.” “What’s bad for construction is bad for the economy, so doing nothing is not an option. There is too much at stake. Construction remains the only industry that
can kick start the economy in the short, medium and long term. We know that, for every £1 invested in construction, £2.84 is generated for the wider economy. There are currently over 150,000 unemployed construction workers. “This potentially costs the economy £2.1bn a year in unemployment benefit and lost tax revenue. The actions we are proposing are straightforward, easy to implement and will deliver the results that re-establish construction as an essential element of economic growth.”
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34 Annual report
Sussex Enterprise Annual Report 2012 Sussex Enterprise, the only accredited Chamber of Commerce for Sussex, is a dynamic community of businesses of all sizes, which can quickly help members meet the challenges of a tougher economic environment through, Networking, Support, Advice and Savings. Mission Statement Our mission statement is ‘Successful Sussex - To make Sussex, Sussex businesses and Sussex communities more successful’.
Accreditation Sussex Enterprise is one of 53 accredited Chambers of Commerce with national coverage representing over 104,000 business members employing over 5,000,000 employees
Services Offered in 2012 Networking Events In 2012, Sussex Enterprise held 64 networking events in the following locations: Bognor Regis, Brighton, Burgess Hill, Chichester, Crawley, Ditchling, Eastbourne, Forest Row, Gatwick, Hickstead, Hove, Lewes, (London) Westminster, Midhurst, Southwick, Steyning, Washington, Worthing.
Human Resources In 2012, Sussex Enterprise advised members on: contracts & handbooks, advice around safe dismissals, appeals & grievances, line manager development & coaching, new induction, appraisal processes, general advice, e.g. maternity, discrimination.
International Trade / Export Docs In 2012, Sussex Enterprise processed 6389 export documents for Sussex exporters for 111 overseas markets from Armenia to Yemen:
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Annual report 35
Training In 2012, Sussex Enterprise held 105 training events on the following subjects: Communication Skills, Computer Skills, Customer Service, Effective Time
Contact
Management, Exporting, Finance, First Aid, Health and Safety, Importing, Management Skills, Marketing, Office Skills, Quality, Presentation Skills, Sales Skills, Senior Management, Social Media. Bespoke training courses were run for the following businesses: Application Solutions, Fittleworth, Glyndebourne, Gunnebo, International Logistics Group, Mersen, Nikwax, Parker Drives, Pyroban, Streamline Taxis, Sussex NHS, Ticket Media, Veritek, Wright Flow. Membership benefits In 2012, Sussex Enterprise members took advantage of the following benefits: Discounted healthcare, commercial insurance, vehicle leasing and purchasing, stationery, utilities.
uccessful
Looking to the Future EVENTS
‘Government and the private sector should collaborate to create a strong and stable, locally-based, private sector business support infrastructure. This should be centred on an enhanced role for accredited chambers of commerce’. LORD HESELTINE, IN & PURSUIT OF LEARNING DEVELOPMENT GROWTH, OCTOBER 2012
uccessful
uccessful
SUSSEX
If you are not yet a member of Sussex Enterprise and would like to learn more about our planned activities in 2013, please contact Chris Goulding on 0844 371 5404 or chris.goulding@sussexenterprise.co.uk
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36 business matters
New principal starts work A new Principal and Chief Executive Officer has taken up her post at Central Sussex College in West Sussex. Sarah Wright joins Central Sussex College following the retirement of its previous principal Dr Russell Strutt, bringing with her a wealth of experience from previous roles as principal of Seevic College in South Essex, Vice Principal at Warwickshire College and Senior Director at Solihull College. Sarah said: “I’m absolutely delighted to have taken over as principal of Central Sussex College. “Having been involved in further education for many years I am passionate about ensuring that Central Sussex College provides an outstanding service to our communities and gives every student the opportunity to realise and achieve their potential. With the launch of the new University Centre, a £30 million redevelopment at our sixth form in Haywards Heath and new freedoms for further education, this is an exciting time for the College and the students and employers it serves. “My particular aim is to enthuse and equip the workforce and leaders of tomorrow. There is a tremendous feeling of goodwill towards Central Sussex College and I intend to build on that, working with students, employers, and stakeholders to ensure that both the learning environments and experience meet their high expectations.”
John Peel, Central Sussex College’s chairman of the governing body, said: “Sarah brings to the college an excellent track-record and a firm commitment to taking forward our ambitious plans for the future. Our strong Board of Governors and highly flexible and capable staff are ready to support Sarah in achieving these goals.” Sarah was educated at University of Warwick where she read History and Politics. She went on to teach GCE A Levels for more than a decade before moving to a variety of leadership roles in colleges, including that of Senior Director at Solihull College, and Vice Principal at Warwickshire College, one of the largest colleges in the country, based over six campuses, and graded as ‘Outstanding’ through successive OFSTED inspections. Sarah has also worked as an additional inspector for OFSTED. She was appointed as Principal of Seevic College in June 2009 and took up her post as Principal of Central Sussex College on 7 January 2013. Also joining Sarah on the executive team at Central Sussex College is Andrew Forbes, who was appointed as Executive Director for Business Development from 7 January 2013. Andrew brings with him significant commercial and education experience in a variety of sales, marketing and product development roles in utilities, advertising and publishing including working for ITV and within educational publishing. More recently, Andrew worked at a large further education college in a number of roles including
Sarah Wright
Principal & CEO of Central Sussex College
business development, work-based learning and most recently as Sales and Marketing Director. He said: “I am delighted to be joining Central Sussex College as Executive Director for Business Development. The College has a long-standing commitment to developing and delivering training that meets the needs of employers in the Gatwick Diamond, and wider, region and I am very much looking forward to building on this commitment with new and innovative products and services that support the local business community to develop their workforce and grow their businesses. I understand the importance of listening to employers and would welcome businesses contacting me with their views at any time.”
Construction leads fight back The construction sector in the South East is among sectors fighting back from recession, according to the latest statistics from one of the UK’s leading business monitoring services. Red Flag Alert, issued by Begbies Traynor, the business recovery experts, shows a 21 per cent fall in critical issues across businesses in the South East between Quarter 3 and Quarter 4 2012, with a 13 per cent decrease in construction firms facing such issues. The number of business facing critical issues in Brighton fell by 10 per cent overall and the number of construction businesses facing critical issues dropped by 75 per cent, with national figures seeing a 26 per cent
fall in overall critical issues and a 33 per cent fall in construction firms in distress. John Walters, partner at Begbies Traynor’s Brighton office, said: “It’s encouraging to see the construction industry showing signs of improved financial performance. “When this sector is performing well it has knock-on effects throughout the economy and will hopefully drive other sectors to improved performance. “We shouldn’t get carried away however. There are still a significant number of businesses facing difficulty in the region and the overall outlook for 2013 is not pointing to a significant improvement in the economy. What these figures do show is
that there is business out there and those organisations who are well managed and in control of their financial position will be in a position to flourish.” While construction has been the leading player in terms of the number of fewer businesses in distress, the South East has seen a fall in critical issues in media businesses of more than 64 per cent, in manufacturing of nearly 32 per cent and in support services of 49 per cent. With many sectors seeing small falls in businesses facing critical issues, only food and drugs retailing (44 per cent), telecoms (20 per cent) and utilities (50 per cent), saw an increase in businesses with critical problems.
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38 chamber benefits
MailServe Chamber benefit “We HAD GROWN TIReD OF THe POOR LeveLS OF CuSTOMeR SeRvICe FROM OuR PRevIOuS FRANKING MACHINe SuPPLIeR. We HAD WRONGLy ASSuMeD THAT ALL OTHeR COMPANIeS WOuLD be AS POOR. HOWeveR, MAILSeRve HAve SHOWN A FIRST CLASS LeveL OF CuSTOMeR CARe THAT HAS CONTINueD LONG AFTeR THe INK ON THe CONTRACT HAS DRIeD. NOT ONLy DID CARL ReCOMMeND THe beST equIPMeNT FOR uS buT MAILSeRve ALSO PROveD TO be THe MOST COMPeTITIve SuPPLIeR WHeN IT CAMe TO COST.”
In partnership with Sussex Enterprise, MailServe Ltd have put together a Starter Pack worth £195 for new customers.
Diana Nell Trustee at the Mo Farah Foundation.
MailServe Ltd are a rapidly growing, family run business based in Haywards Heath, West Sussex. Collectively, Carl Turner and David Surridge share 15 years experience in the franking machine industry. Having worked together at the world’s leading franking machine manufacturer they decided to take a leap of faith and set up as an independent reseller of both Pitney Bowes and Neopost equipment. That was in November 2011 and the last 16 months have seen them go from strength to strength. The MailServe motto is ‘Big Enough to Cope, Small Enough to Care’ and this is the phrase that the whole of the MailServe team believe in wholeheartedly. The team now includes Rachel, Elaine, Phil, John and Michael and their roles include order booking, engineer call outs, installations, telesales and making regular cups of tea! All MailServe customers are able to contact any of the team at any time and MD Carl Turner believes that it is this personal touch that has contributed to the company’s growth and success. He continued: “In the modern workplace people juggle numerous job
users but we can also show existing franking machine users a route to saving money compared to their current costs.” MailServe are able to provide numerous testimonials, including this wonderful endorsement from Diana Nell, Trustee at the Mo Farah Foundation. “We had grown tired of the poor levels of customer service from our previous franking machine supplier. We had wrongly assumed that all other companies would be as poor. However, MailServe have shown a first class level of customer care that has continued long after the ink on the contract has dried. Not only did Carl recommend the best equipment for us but MailServe also proved to be the most competitive supplier when it came to cost.” For companies interested in a postal audit or contract comparison meeting, please contact Alison Watson at Sussex Enterprise on 0844 371 5428.
responsibilities and our customers are busier than ever before. We believe that by answering their calls immediately, and making their problems our own, we truly help them to be more productive and save them massive amounts of time. Nobody wants to listen to ‘hold’ music when they’ve got work to do!”
Mo Farah @Mo_Farah5 Nov Thanks @mailserve for the franking machine!! @ FarahFoundation http://yfrog. com/nyg9stvj Best franking machine company by far!!
Carl says “More and more companies are exploring the possibility of a franking machine so that they can save money on their postage. We aim to facilitate a seamless transition from the ‘shopping around’ stage, through to delivery, installation and training. Because we have a ‘whole of market’ approach, we can not only find the best deal for stamp
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chamber benefits 39
Alternative Route Chamber Benefit “Custom Pharmaceuticals has used Alternative Route for our vehicle requirements and have found them to be extremely efficient, knowledgeable and competitive. This made the whole process clear and simple and as fellow Sussex Enterprise members and the approved supplier to the membership it gave us the added security and trust”
Terry Parker
Tony Rogers, HR Manager, Custom Pharmaceuticals
Alternative Route Finance Ltd
Alternative Route is proud to be the accredited supplier for vehicles to the Sussex Enterprise membership. They provide vehicle leasing for both businesses and private individuals and their fully-trained team of professionals utilise a consultative approach to guide and advise you through the process – offering you not only impartial expert advice, but a cost-effective solution. Their dedicated customer service team will then look after all your needs during the contract. Alternative Route doesn’t just provide the vehicles but offer a full range of fleet services. Services such as the awardwinning fleet management software FleetCheck, protection cover with GAP and RTI Insurance and Maintenance packages to help budget for those inevitable costs. Terry Parker, a Director at Alternative Route, has been in the industry for
over 16 years. He’s seen how the fleet industry has developed and changed dramatically, especially within the last 10 years in response to Government targets to reduce CO2 and Tax changes. “With recent tax changes it is even more important to review how and what cars you run on your fleet. For example if you have a car on contract hire, from April 2013 there is a reduction in the rental restriction threshold from 160g/ km to 130g/km. If your cars emissions fall below this new figure the cost of the lease is fully tax deductible. However if they are over then the 15% lease rental restriction applies, meaning you can only deduct 85% of any rental payments against your taxable profits. This decrease in emission level will also affect those who choose to purchase their business cars with the reduction in the carbon dioxide threshold for the main rate of capital allowance from 160g/km to 130g/km.”
Sussex Enterprise members can of course look forward to a great deal but just as importantly the assurance of a personal, professional and trusted service from Terry and his team. “Custom Pharmaceuticals has used Alternative Route for our vehicle requirements and have found them to be extremely efficient, knowledgeable and competitive. This made the whole process clear and simple and as fellow Sussex Enterprise members and the approved supplier to the membership it gave us the added security and trust” - Tony Rogers, HR Manager, Custom Pharmaceuticals To discuss further contact Terry Parker on 01273 412288 or email terry@alternativeroutefinance.com
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SOVEREIGN COMMERCIAL Installations Limited
Your Commercial Refurbishment & Construction Specialists One Stop Commercial Solutions
A Door to Door Service Collection and delivery, across the UK Unpackaged or delicate items a speciality
If you want to create a new building or freshen up an existing area, having a team of specialists to get the job done allows you to focus on keeping your core business on track. Sovereign Commercial Installations offer a wide range of specialist services. Our skilled craftsman include partition and ceiling installers, carpenters, joiners, decorators, electricians, plumbers, glaziers, steel fabricators, carpet and vinyl installers, air con etc. Our project management is handled by our project managers who are experienced in all that goes with alterations in a commercial building. You can rely on our services from design and planning to the final furnishings. With our experience in getting the results you want, overcoming those challenges that come along and threaten to derail entire projects, we’ve dealt with most things before and know the best way around the occasional problem. Try us now for your next Project.
enquiries@djhough.co.uk Battle East Sussex, TN33 0TP
www.sovereigncommercial.com Sovereign House, Avenue Lane EASTBOURNE East Sussex BN21 3UL T: 01323-439090 F: 01323-721967 E: info@sovereigncommercial.com
Because NEWS never stops WORLDNEWS BUSINESSNEWS FINANCENEWS TECHNOLOGYNEWS HEALTHNEWS EDUCATIONNEWS TRAVELNEWS ENVIRONMENTNEWS JOBSNEWS
www.247-business.co.uk april/may 2013 business edge
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42 diary
Sussex Enterprise Networking Events 1-2-1 Business Review Clinic When: 10.00am - 16.00pm April 16th 2013 10.00am - 16.00pm May 21st 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 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. Prices for non Member Plus levels. Standard Member - £30.00 INC VAT Non Member - £90 INC VAT
PREMIER - High Profile Breakfast When: 7.30am – 10.00am April 23rd 2013 Where: Newick Park Hotel, Newick Come and join us for full English breakfast in the beautiful surroundings of Newick Park Hotel. This is a fantastic opportunity to network with other local businesses.
Contact
We are delighted to welcome Adam Marshall, Director of Policy and External Affairs for the BCC. Adam will be our guest speaker at this breakfast and will be discussing the current economy. Full details to be announced shortly. Ticket prices as follows: Premier Members: FREE Member Plus: £48 inc VAT
PREMIER EVENT - Crawley & Gatwick Business Lunch When: 7.30am – 10.00am May 3rd 2013 Where: Crowne Plaza, Langley Drive, Crawley An exclusive invitation to our Premier Members to join one of Gatwick’s most prestigious lunch events. The Gatwick and Crawley Business Lunch Club is open only to the directors of companies with a turnover of £2 million plus, or who employ at least 10 staff. The lunch restricts the number of solicitors, bankers and accountants to ensure a strong mix of business and professional services, so you couldn’t be in better company. The organisers have passed on a special invitation to our Premier members, allowing you the opportunity to join them for three lunches in 2013. Your place will be paid for by Sussex Enterprise as part of your Premier Member package. Please use the booking button opposite to reserve your place, or email Sue@cobbpr.com directly.
Goodwood Races with Afternoon Tea and networking with 6 local networking groups When: 13:00pm – 17:30pm 9th May Where: Goodwood Racecourse
Brighton Chamber, Sussex Enterprise & First Friday. Join us for an afternoon of racing and afternoon tea in a private box in the beautiful setting of Goodwood Racecourse. A fantastic business opportunity to network with 6 networking groups in the local area in an informal and fun atmosphere. Cost: All Members £38 pluc VAT per person includes: Entrance ticket, Private box, Afternoon tea, Cash bar, Parking.
East Sussex Breakfast Prevent and Protect When: 07:30am – 10:00am 14th May 2013 Where: Barnsgate Manor Come and join us for breakfast and network with other local businesses at the delightful Barnsgate Manor surrounded by open countryside and views of the forest to the South Downs in the distance. We are delighted to welcome our guest speaker Inspector Peter Dommett, Sussex Prevent Engagement Officer from Sussex Police who will be giving an overview of extremism and terrorism in Sussex, looking specifically at HR, IT and Ideology and how the Government’s Prevent strategy, designed to stop people becoming terrorists, impacts on local communities and businesses. Our safety and security is ultimately our responsibility and we are fortunate to have the support of some of the finest anti-terrorism forces in the world. Come along and see if there is anything that you could or should be doing to play your part. All members – FREE Non-members - £24 inc VAT or free to those who are sampling an event for the first time.
Chichester Chamber, Hampshire Chamber, Worthing & Adur Chamber,
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
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diary 43
Training courses
May Lunch Club When: 12.30pm – 15.00pm 23rd May Where: Chichester Yacht Club We would be delighted for you to join us for a delicious two course lunch whilst networking with your fellow peers at the Chichester Yacht Club which is situated within Chichester Harbour, an Area of Outstanding Natural Beauty. The Club sits on the water’s edge thus providing unspoiled views of Chichester Lake and its surrounding woodlands all set in front of the South Downs. A lunch club not to be missed! Premier Members: FREE Member Plus: FREE Standard Member: lunch £42 INC VAT Non Member: lunch £54 INC VAT
Contact
People and Team Management
HR Recruiting staff that stay
When: 09:15am – 16:30pm 8th May Where: Sussex Enterprise, Burgess Hill
When: 09:15am – 16:00pm 14th May Where: Sussex Enterprise, Burgess Hill
Designed for managers who would like a solid grounding in people management best practice. The content is designed to lay the foundations for strong manger/staff relationships, ensuring that they have time to do their people management job well and can deal with more difficult situations.
One of the biggest costs to any organisation is
Subjects covered, but not limited to, include: The key skills and roles of a manager • The difference between leadership and management • Using the right management style for your situation • Motivating your team to do their best • Setting goals and objectives for your team • Delivering effective negative feedback • Building a high performing team spirit
Customer Service Excellence When: 09:15am – 16:30pm 13th May Where: Sussex Enterprise, Burgess Hill Customer service expectations are rising and your company needs to keep up and exceed expectations if you are going to maximise repeat business and referrals. This course will help your staff to enjoy giving the best service they can and to feel confident dealing with problems well when things go wrong. Subjects covered, but not limited to, include: • Clarity over the customer service excellence fundamentals • What does excellent customer service look like? • Case study challenge to investigate how and when to go the extra mile • Using assertive and pro active language • Building rapport more effectively over the phone and face to face • Questioning and listening skills to help you really understand needs • Handling problems and complaints effectively • Dealing with negative emotions • Turning a problem into an opportunity
staff, and recruiting them can be tough. There is fierce competition for talent, little incentive for people to stick around and a minefield of regulation to get through before you even get to the interview stage! Candidates can sometimes be dishonest or appear to be ideal until they actually start work and it can be hard to retain the ones that might actually add value to the Company. There are, however, basic steps that you can take to give yourself the best chance of success. This course will help you to: • Prepare to recruit the best available staff • Be aware of your legal responsibilities • Interview effectively • Get the most out of induction and probationary periods • Attract talent to your organisation
Successful Selling Skills When: 09:15am – 16:30pm 22nd May Where: Sussex Enterprise, Burgess Hill You know you have the right product or service, now all you have to do is translate this into money in the bank through your sales. Sales does not need to be pushy, annoying and manipulative. In fact to be really effective you need to build genuine strong relationships with customers and find ways to meet their needs for repeat business and referrals. This course helps you to perfect the full sales cycle from introduction through to agreeing a deal with your customer. It is suitable both for new and experienced salespeople and will equip them with new tools and a strong sense of purpose, confidence and motivation to get income rolling in. Key Course Content • Researching and planning your pitch • Introductions with impact • Effective questioning techniques to uncover needs • Selling with features and benefits • Handling objections effectively • Gaining commitment and closing the deal • Practise and varied interaction throughout the day
For additional information on any of the above training courses, please visit our website www.sussexenterprise.co.uk or call Amber on 0844 371 5405 april/may 2013 business edge
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44 new members
Welcome to Sussex Enterprise Membership of Sussex Enterprise can help you increase profits, get the best from your people and find new clients. Also, it saves you money, gets your voice heard and puts you in contact with even more businesses. ADP Translations Translators 9 Amberley Drive, Goring By Sea,West Sussex, BN12 4QF Hamish Neathercoat, Director
Arctium Environmental Consultant 11 Ardings close, Ardingly, Haywards Heath, West Sussex, RH17 6AN ceri sansom, Owner
T: +44(0)1903 501298 E: hamish@adptranslations.com W: www.adptranslations.com
T: +44(0)1444 892346 E: csansom@arctium.co.uk
Affinity Training Training 137 Southdown Road, Portslade, Brighton, East Sussex, BN41 2HJ Anthony Asquith, Director T: +44(0)1273 423385 E: anthonyasquith@ntlworld.com W: www.affinitytraining.org Alexander House Hotel Hotel East Street, Turners Hill, Crawley, West Sussex, RH10 4QD Stephanie Cooper, Business Development Manager T: +44(0)1342 714914 E: Scooper@alexanderhouse.com W: www.alexanderhouse.co.uk All Clear (Sussex) Ltd House Clearance Flat 2, 28 Medina Villas, Hove, West Sussex, BN3 2RN Terry Mole, Owner T: +44(0)1273 542 555 E: terryemole@gmail.com Anti Corruption Company Ltd 4 Raphael Road, Hove, East Sussex, BN3 5QQ Paul Mitchell, Director T: +44(0)1273 749621 E: pmsmitchell@gmail.com
contact
Career Camel Friendly Cottage, West Chiltington Road, Pulborough, West Sussex, RH20 2PR Michael Foot, MD T: +44(0)07815 867794 E: michael.foote@careercamel.com W: www.careercamel.com
Arora Hotels Hotel Southgate Avenue, Southgate, Crawley, West Sussex, RH10 6LW David Baulk, Accounts Dept
CD Automation Specialists in controllers, drives & automation Unit 9 HARRINGTON Business Park, Brampton Rd, Eastbourne, East Sussex, BN22 9BN Jeremy Watson, General Manager
T: +44(0)1293 597716 E: davidbaulk@arorainternational.com W: www.arorainternational.com
T: +44(0)1323 811100 E: jez.w@cdautomation.co.uk W: www.cdautomation.co.uk
AVICENNA Private Health Clinic 98 The Drive, Hove, East Sussex, BN3 6GP Pia Al-Khafaji, Partner
Chris Le Grys 25b Pelham Road, Lindfield, Haywards Heath, West Sussex, RH16 2EW Chris Le Grys, Owner
T: +44(0)1273 776499 E: pia.alkhafaji@ntlworld.com W: www.avicenna.co.uk
T: +44(0)7812 903667 E: clg@chi.eclipse.co.uk
Avron Consulting Ltd Energy Management 19 Mill Drove, Uckfield, East Sussex, TN22 5AB Gary Cooper, Director
Clearwell Mobility Ltd Mobility and rehabilitation aids for elderly and disabled 21 Albert Drive, Burgess Hill, West Sussex, RH15 9TN Duncan Gillett, MD
T: +44(0)7522 003936 E: enquiries@avronconsulting.co.uk
T: +44(0)1444 253300 E: dcg@clearwellmobility.co.uk W: www.clearwellmobility.co.uk
Body Matters Gold Ltd Retail on-line jewlellery 198 London Road, Burgess Hill, East Sussex, RH15 9RD Richard Soper, MD
Csma Motoring & Leisure Club Britannia House, 21 Station Road, Brighton, East Sussex, BN1 6SF Chris Barrett, HR
T: +44(0)1444 871369 E: all@bodymattersgold.com W: www.bodymattersgold.com
T: +44(0)1273 744721 E: human.resources@csmaclub.co.uk W: www.csma.uk.com
SUSSEX ENTERPRISE 0845 67 888 67 www.sussexenterprise.co.uk
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new members 45 Dianetics Club UK Self Help 71 Cantelupe Road, East Grinstead, West Sussex, RH19 3BL Winnie Lawrence T: +44(0)778 051 2576 E: lawrencewinnie@gmail.com Ditchling Common Stud Estate Agent Ditchling Common Stud, Ditchling Common, Ditchling, West Sussex, RH15 0SE Maxime Dudeney, Owner T: +44(0)77 3233 9296 E: maximedudeney@hotmail.com Eastbourne Borough Council Local Authority Town Hall, 68 Grove Road, Eastbourne, East Sussex, BN21 4UG Penny Shearer, Eco Development Manager T: +44(0)1323 410000 E: penny.shearer@eastbourne.gov.uk W: www.eastbourne.gov.uk Gordian Solutions Ltd Business advisory services 3 Lurgashall, Burgess Hill, West Sussex, RH15 0BL Paul Dallibar, Director
ISG plc Construction Services 2 Station View, Guildford, Surrey, GU1 4JY Rafia Selt T: +44(0)1483 453600 E: Rafia.Self@isgplc.com W: www.isgplc.com J M F Electrical Services Ltd Electricians Summerfield, Vines Cross Road, Horam, Heathfield, East Sussex, TN21 0HE Jeremy Fallon, Director T: +44(0)779 1940 136 E: jezfallon@btopenworld.com W: www.jmfelectrical.co.uk MMV Sense Ltd Health and Well being 3 Lambs Farm Road, Horsham, West Sussex, RH12 4BS Adrian Murrell, Director T: +44(0)7714 677674 E: adrian.murrell@mmvsence.com Pergentium Ltd Medical Equipment 10 Martyn Close, Henfield, West Sussex, BN5 9QH Heidi Murphy-Hunt, Director T: +44(0)1273 493989 E: hmurphyhunt@pergentium.com W: www.pergentium.com
T: +44(0)1444 248875 E: paul@gordiansolutions.co.uk W: www.gordiansolutions.co.uk
Phoenix Quality Care Ltd Forum House Business Centre, Stirling Road, Chichester, West Sussex, PO19 7DN Norman Strange, Director
Henry Adams Commercial Commercial Property consultants 14 West Pallant, Chichester, West Sussex, PO19 1TB Martin trundle, Director
T: +44(0)1243 673700 E: pqc.office@yahoo.co.uk
T: +44(0)1243 532222 E: mtrundle@henryadams.co.uk W: www.henryadamscommercial.co.uk Hillier Associates Commercial Property Consultancy JYW House, Bridge Road, Bridge Road Business Park, Haywards Heath, West Sussex, RH16 1UA Stephen Hillier, Director T: +44(0)1444 455566 E: srh@hillier-associates.co.uk W: www.hillier-associates.co.uk
contact
Rubix Cube Events - T/A Circa Events Events Unit 2 Bevendean Farm, Woodingdean, Brighton, East Sussex, BN2 6AF Marc Bolger, Owner T: +44(0)1273 694111 E: sales@circacirca.com W: www.circacirca.com Shore Financial Services Ltd Financial Services 109a Dyke Road, Brighton, East Sussex, BN1 3JE Make Graham, Consultant T: +44(0)1273 207066 E: mark@shorefinancial.co.uk
Skerritts Consultants Ltd Financial Advisers- Independent Skerritt House, 23 Coleridge Street, Hove, East Sussex, BN3 5AB Mark Cardy, Director T: +44(0)1273 204999 E: mark.cardy@skerritts.co.uk W: www.skerritts.co.uk South London Export Club International Export 74-94 Cherry Orchard Road, Croydon, Surrey, CRO 6BA Bryan Treherne T: +44(0)7779 717326 E: bryan.treherne@gmail.com W: www.slec.biz Steven Read Olive Oil 29 The Meadway, Christchurch, Dorset, BH23 4NT Steven Read, Owner T: +44(0)07814 508 430 E: steve.read3@btopenworld.com W: www.quinta-da-vinha.com Summit Learning and Skills CIS Training Archer House, 155 Rowlands Road, Worthing, West Sussex, BN11 3LH Philip Gamble, Owner T: +44(0)785 0463222 E: philip@summitcivils.co.uk W: www.summitcivils.co.uk SVJ Consultants Ltd Computers 68 The Squires, Pease Pottage, Crawley, West Sussex, RH11 9BU Simeon Johnson, Director T: +44(0)7773 764906 E: sjohnson@svjc.co.uk W: www.svjc.co.uk The Peter Heath Consultancy Marketing 57 Smithbarn, Horsham, West Sussex, RH13 6DT David Bloomfield, Director T: +44(0)77484 90867 E: david@phcmarketing.com W: www.tphcl.com
Continued on page 46
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46 five minutes with...
new members Continued from page 45
Tideland Signal Ltd Marine Equipment & Supplies Unit B Kendal House, Victoria Way, Burgess Hill, West Sussex, RH15 9NF Tracy Smith, Project Manager T: +44(0)1444 872240 E: tsmith@tidelandsignal.ltd.uk W: www.tidelandsignal.com Vivid Brighton Creative by design 23 Grand Parade, Brighton, East Sussex, BN2 9QB Paul Jukes, Director T: +44(0)1273 604050 E: paul@vividbrighton.co.uk W: www.vividbrighton.co.uk West Sussex Credit Union Finance 129 Montague Street, Worthing, West Sussex, BN11 3BP Alison Terry
Shona Campbell
T: +44(0)1903 237221 E: alison.terry@westsussexcreditunion.co.uk W: www.westsussexcreditunion.co.uk
KTP Manager, University of Brighton 1. Which words or phrase do you most often overuse? At home ‘Just a minute’. I am punished daily as my children now overuse it as much as I do. In my work: ‘impact, innovation and challenge’ the three things the Technology Strategy Board are looking for in a good KTP. 2. Karaoke song of choice. I’ll sing anything enthusiastically given half the chance, ‘Atomic’ by Blondie or ‘Killing Me Softly’ by the Fugees would always be on the playlist. 3. What’s your biggest regret? My mum died 24 hours before her first grandchild was born. 4. When and where were you happiest? Hurtling through a forest on a bike with my family; Bedgebury is a favourite. 5. When was the last time you lied? Last time I said ‘just a minute.’
6. What talent would you most like to have? What I wouldn’t give for an amazing memory.... 7. What quality do you most admire in a person? Patience. I’m not blessed with it. 8. Which virtue is the most overrated? Frugality has its place but it’s good to be able to switch it off.
Sussex Enterprise would like to congratulate the following Members for their success in the Gatwick Diamond Business Awards 2013:
9. Early mornings or late nights? I’m a working mum of three - early mornings are routine, late nights are a treat that is usually regretted.
Elekta Ltd –
10. Deal or no deal? Depends what’s at stake.
Elekta Ltd –
11. Tell us a secret I’m anti Scottish independence.
The Award for Developing People for Business Success (sponsored by Central Sussex College) The Award for Innovation and Technology (sponsored by Rawlinson Butler LLP)
Roffey Park Institute – International Business of the Year (sponsored by the Gatwick Diamond Initiative)
International Logistics Group Ltd – Employer of the Year (sponsored by Search Consultancy).
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% 14
of drivers have the incorrect licence or insurance to drive on business C-FLEET
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