Business Edge 15

JUNE/JULy 2013

the magazine for sussex enterprise members

Changing markets spark company’s transformation eastbourne-based Veritek growing rapidly as it branches into new markets across europe.

Page 26

British Chambers of Commerce

Inside | 04 welcome | 08 successful sussex | 12 focus | 16 chamber awards | 26 cover feature | 28 inspirational leaders | 38 chamber benefits BE 15.indd 1

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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 09

CTEC Energy has commissioned its first Heat Recovery unit at Swancote Energy’s 2.0MW Anaerobic Digester facility at Bridgnorth, Shropshire.

9 26

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

28

SUSSEX ENTERPRISE

Meeting the demands of one of the UK’s busiest rail networks The man tasked with keeping this massive operation running smoothly is Chris Burchell.

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

Distinctive Publishing, 6th Floor, Aidan House, Sunderland Road, Gateshead NE8 3HU Tel: 0845 884 2384 www.distinctivepublishing.co.uk

Changing markets spark company’s transformation Eastbourne-based Veritek growing rapidly as it branches into new markets across Europe.

Business Edge is a Sussex Enterprise publication.

PRODUCTION & DESIGN

CTEC commissions revolutionary heat recovery system

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ADVERTISING

■ 05 Business Matters ■ 08 Successful Sussex ■ 09 Business Matters ■ 12 Focus ■ 15 The Expert ■ 16 Chamber Awards ■ 17 World View ■ 19 What Makes Me Mad ■ 21 Upstarts ■ 22 Finance Feature ■ 26 Cover Feature ■ 28 Inspirational Leaders ■ 36 What our politicians say ■ 38 Chamber Benefits ■ 44 New Members ■ 48 Diary ■ 50 Five Minutes With ...

ON THE COVER

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DISCLAIMER Distinctive

FEATURE EDITORS

E-BOOK

■ 04 Welcome

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Claire Todd, Business Development Manager, Distinctive Publishing, 8th Floor, Aidan House, Sunderland Road, Gateshead NE8 3HU T: 0845 884 2334 F: 0191 478 8301 E:claire.todd@distinctivepublishing. co.uk

John Dean & Francis Griss email:deangriss@btinternet.com

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Publishing or Business Comment cannot be held responsible for any inaccuracies that may occur, individual products or services advertised or late entries. No part of this publication may be reproduced or scanned without prior written permission of the publishers and Business Edge.

www.distinctivepublishing.co.uk/ publications

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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 june/july 2013 business edge

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4 welcome

Welcome to the latest edition of Business Edge

Chris Goulding

Welcome to this edition of Business Edge. Just when we thought we’d never see it again the sun has reappeared and with it seems to have arrived the long awaited return of business confidence – phew at last!

Wendy Bell General Manager at Sussex Enterprise

This month we’re celebrating business in Sussex, this edition is packed with member news and views, you really should take a look at the member benefit section. We’re always looking to find the very best deals for you and there has never been a better time to take advantage of the great offers to help your business.

We’re delighted to announce the return of our annual conference in April next year.

We are looking forward to showcasing the very best of business in Sussex at the South of England Showground in Ardingly next year, so keep the 3rd April 2014 free in your diary. It’ll be an event not to be missed! If you’d like more information please do get in touch – you can call us on 0844 375 9550.

Liz Cadman

Whenever I listen to the news about the struggling economy my instinct is to look for evidence to the contrary and this edition is brimming with good news stories from our members across Sussex. See for yourselves how Sussex is bucking the trend and driving economic growth. All of these good news stories culminate in this edition focusing on ‘Business is Good for Sussex’ ...

Policy & Partnership Adviser

First of all, Baker Tilly gives an inspiring view of the Sussex economy and how it gives ‘cause for optimism’. Read this excellent article on page 12. We hear from Veritek, the award-winning technical service company, about its successful diversification into Europe and Chris Burchell, Managing Director of Southern, explains how the company is moving forward through innovation. Henry Smith MP for Crawley, tells us about his focus on economic growth and tackling unemployment. Also, Sussex International Trade Forum’s new Chairman, Simon Partridge, shares with readers his top tips on the future trade hotspots across the globe.

Enjoy the magazine!

P.S. If you want to share your company’s success stories with others across Sussex, send your news to businessedgeenquiries@sussexenterprise.co.uk and I’ll try to include it in the next edition of Business Edge.

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Membership Account Executive

Welcome to the magazine of sussex enterprise

I speak to our members on a regular basis and the overwhelming message at present would be one of optimism, even in these austere times!

Members of Sussex Enterprise do, on the whole, want to network and engage with other members as much as possible in order to both help their business grow and boost the local economy.

I always welcome copy from clients who have offers for other members, from all sectors, for our various platforms.

As you read Business Edge, you will see with interest the overriding good news messages, be it awards or growth and the real vibrancy that Sussex is indeed the place to be.

Although a layman personally, the ever burgeoning realm of Social Media has particularly come into prominence in the past year.

We have seen a sharp upturn of followers on Linked In and Twitter.

I post blogs on a daily basis and our monthly e-newsletter is sent to over 20,000 contacts.

All of our social media is of course FREE and members such as Opus Gold, Strategic Management Partners and Tandem Invoice Finance have seen the benefits of taking the time to put together informative copy.

If you do want to get in contact with me about promoting your business on our blog, Linked In, Twitter and in our e-newsletter, I’d be delighted to hear from you. chris.goulding@sussexenterprise.co.uk

What We Do l Translation l Interpreting l Voiceovers l Project Management l Typesetting/DTP l Language Consultancy

business edge june/july 2013

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business matters 5

The Acumen Business Convention 2013 The Grand Hotel, Brighton, Thursday 9 May

The best just got better…

It was always going to be tough trying to top the outstanding success of last year’s ACUMEN BUSINESS CONVENTION, but this year’s event was really ‘first class’.

Stephen Ridgway, CEO of Virgin Atlantic for 14 years, gave a revealing and inspiring insight into his journey with the company and his involvement with the king of the entrepreneurs, Richard Branson. He spoke candidly about Virgin’s history of ‘BA bashing’ and what the relationship with Willie Walsh and British Airways was really like. His closing thoughts on pushing the boundaries of the comfort zone and drawing on the skills of those around you were powerful takeaways from one of the business world’s most successful leaders.

Nikki King OBE, MD of Isuzu Truck UK and former Channel 4 Undercover Boss, had delegates rolling in the aisles as she reminisced about the trials and tribulations she had overcome to reach the top in a traditionally male dominated industry. Her refusal to accept ingrained prejudices and the value she places on leading by example made it easy to see why she was recently awarded an OBE for services to the road transport industry.

Grant LeBoff, one of the UK’s leading sales and marketing experts, had the audience furiously scribbling in their notepads as he fired out top tips on creating and managing a digital marketing strategy, and even the least IT literate were talking enthusiastically about Google+, reach and sentiment during the evening reception.

Delegates also participated in a series of five legal workshops, each run by the relevant specialists from ACUMEN BUSINESS LAW, the innovative and award winning business law firm based in Brighton. The interactive sessions covered different aspects of business

Feedback

law including employment, media & intellectual property, commercial disputes, corporate finance and employee incentive schemes.

This is the fourth year that ACUMEN BUSINESS LAW has run this increasingly successful event and the feedback this year has been exceptional. Once again those who were lucky enough to secure one of the 150 places at the Convention have praised the event in glowing terms, highlighting the quality of the speakers, the workshops and the organisation as nigh on flawless.

It is doubtless due to this that the event is recognised by the local business community as the most prestigious and professional business convention in the area, providing access to high profile speakers, specialist business law knowledge and valuable networking opportunities.

Fishcakes Recognised for their innovative ways of standing out from the crowd, ACUMEN BUSINESS LAW always strive for the ‘wow’ factor at their events and challenge themselves to think up new treats for delegates every year. In true ACUMEN style they really pushed the boat out last week and each networking table boasted a gloriously coloured Siamese fighting fish in place of the traditional floral table centre. As if this were not enough each delegate was given a branded cupcake to take home, made and delivered by the very company who supply cupcakes to Virgin Atlantic.

The ACUMEN BUSINESS CONVENTIONS have always supported local charities and this year representatives from Sussex Clubs for Young People attended the event making useful contacts and informing delegates of the valuable work they do supporting young people across Sussex.

Feedback A blog posted by a delegate the next morning said, “The team at ACUMEN

Penina Shepherd and Nikki King OBE

BUSINESS LAW did an amazing job. There were 150 businesses in attendance, which is rare for a business type event in Brighton.

One would think that to deliver this you would have to be the biggest company or firm in town. Or maybe that is just what we tell ourselves. Clearly ACUMEN, who are a small but fast growing law firm have the mind-set that anything is possible when you focus and aim to deliver a great experience.” (Duncan Brodie) As one of the delegates summed it up, “What a fantastic event! Tremendously good speakers, great venue, a thoughtful lead-in presentation and excellent networking - I loved it. Well done and thank you to you and your team!”

Penina Shepherd, Founder & MD of ACUMEN BUSINESS LAW said, “I am immensely proud that we have exceeded even the success of last year’s event. As Stephen Ridgway of Virgin Atlantic emphasised in his speech, to succeed against the “big boys” you have to do things differently, and that really resonated with me. I am particularly grateful to the many delegates who took the time to write to me with wonderful feedback on Friday and over the weekend after the Convention. Indeed, the ACUMEN BUSINESS CONVENTION has become an event that if you are a serious player, you really cannot afford to miss. That is a great achievement!”

The convention concluded with a beautifully catered networking reception and the only question that remains is, “How will the ACUMEN team top this event in 2014?”

Be there to find out!

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 june/july 2013 business edge

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6 advertorial

Researchers find holy grail to solve fuzzy problem Research might have provided an answer to the question most business managers ask – how to know more about every individual customer and their preferences.

In a study of how students select a bank, researchers at the University of Portsmouth Business School have tested a model which predicts with much great accuracy than previous models why people choose one product over another.

Dr Alessio Ishizaka, a specialist in decision analysis, and Nam Hoang Nguyen, MSc financial decision analysis student, have published their case study in the journal Expert Systems with Applications.

Dr Ishizaka said: “Understanding consumer needs is one of the holy grails of good business but old models for determining what people want are imprecise. These assumed everyone has the same degree of fuzziness or imprecision about what they want, and this is clearly not the case.

“The new model gives businesses much greater power to predict the variables of human choice with all its vagueness and imprecision. Having a better understanding of the precise preferences of each customer will bring major benefits to companies.”

The new model, called calibrated fuzzy AHP, combines the best of ‘fuzzy set theory’

Making every decision smarter: Dr Alessio Ishizaka

and ‘Analytic Hierarchy Process’ (AHP).

Each is considered good at predicting some aspects of human choice, but neither was elastic enough to give a true picture of choices customers might make.

The calibrated fuzzy AHP tool could be used by any person and for any decision, including choosing suppliers, ranking products, and deciding on a new location for a company to be based.

Dr Ishizaka and Nam applied the combined model to a small-scale test of what 40 students consider the most important when opening a student bank account.

Overall, students rank banks by the quality of their personal service first.

Bonuses, including free rail tickets, gadgets

or cash-back offers, were ranked second, and least important were financial factors, such as overdraft charges and interest rates.

Dr Ishizaka said: “The development of an appealing product is likely to have a long-term impact on the profitability of any company, but is especially true in banking where students often remain with the same bank after they have graduated and when they are earning significant salaries.

“It is in the best interests of banks to attract and retain these customers early.

“Banks now understand the priorities of customers but it has taken them a long time with a lot of trial and error. In the past they absolutely did not care about their service, but now they are extending their opening hours, cutting waiting times and being more responsive to the expectations of customers.

“It would have been more profitable if they had done this a long time ago.”

Dr Ishizaka added that it was essential to not only understand the preference of the consumer, but also to have a strategy in place to meet their expectations.

The new model is a starting point and the researchers hope to study it further and combine it with other Multi-criteria Decision Analysis (MCDA) techniques.

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To find out more about our wide range of degrees, come along to one of our regular open evenings – details of which can be found at www.showyoumeanbusiness.com.

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business matters 7

bizbites

A look at business news in brief

n Accreditation for company Cardinus Risk Management has been awarded ISO 27001 accreditation for the provision of risk assessment and e-learning software, training, services and consultancy in connection with the safety risk management market.

The East Grinstead company provides safety and risk management systems to some of the world’s largest companies as well as many public sector entities.

Andy Hawkes, CEO of Cardinus Risk Management, said: “We are delighted to have gained this accreditation as managing personal and corporate data is a core competency that many companies in our sector fail to understand. We wanted to become one of the world’s first safety organisations to hold this accreditation as evidence of our total commitment to information security.” n Gatwick thinks big Another milestone in Gatwick’s ongoing transformation was reached with the official opening of the airport’s 6.4 million A380 stand.

The new stand now enables Gatwick to accommodate A380s – the world’s largest commercial aircraft flying today – on scheduled services.

To mark the occasion, Emirates, the world’s largest A380 customer, flew a A380 aircraft into Gatwick.

Gatwick, which currently welcomes 34 million passengers per year, has 25 per cent spare capacity and is forecast to grow its passenger numbers to 38 million by 2020.

Scheduled A380 services would support the progress Gatwick has made in attracting new direct long-haul routes, particularly to key emerging markets such as China, Vietnam and Indonesia.

Guy Stephenson, Chief Commercial Officer, said: “The new stand is a symbol of the major changes that have happened at Gatwick under new ownership. The fact we can now offer current and future airlines a pier-served facility for A380 aircraft demonstrates the scale of ambition we have for the

future of Gatwick as we continue on our journey to compete and grow.”

Laurie Berryman, Emirates Vice President UK, said: “We’ve always said that the A380 is the future of air travel, and this investment by Gatwick endorses our vision for the aircraft and its capabilities.” n SMEs ‘not onboard’ for British Business Bank Research released by online accounting firm Crunch Accounting, and run by One Poll, revealed that only 13% of small businesses believe the proposed British Business Bank is a good idea for the sector.

Business Secretary Vince Cable’s Small Business Bank aims to provide an investment alternative for small and medium sized firms. It will be funded by a mixture of £1bn from the Government and £1bn from private sector investors.

The survey showed that 26% of SMEs think it would be a conflict of interest if both the government and the private sector are involved in a state-backed bank, which is due to be in operation by 2014.

A further 28% of respondents said that they are not fully aware of the proposal, claiming there has not been enough information available.

Darren Fell, MD at Crunch Accounting who commissioned the research, said: “With more than 80% of SMEs either rejecting the idea or saying they are too ill informed to make an opinion, it seems that Cable’s proposal is little more than lip service. Simply, if half the funds are from private investors then it is shareholder controlled, and ultimately for shareholders’ profit and benefit.”

Gabby Day

Award for Horsham manufacturer Horsham firm Pentagon Plastics Ltd received a boost from TV Dragons’ Den star Theo Paphitis by way of the prestigious Small Business Sunday Award.

Pentagon joined Twitter and the world of Social Media almost a year ago and at 8pm on the 18th March was re-tweeted

by Theo to become one of that week’s winners of the award.

Gabby Day, of Pentagon, said ‘’This was a very exciting moment for us and the Manufacturing Industry as a whole.

Something that we have been focused on over the last year is raising awareness of our industry and the opportunities within it and we strongly believe that this award will go a long way to helping us achieve this.’’

The firm’s plastic injection moulding services include Design Assistance, Rapid Prototyping, Mould Tool Manufacture and Repeat Production offering customers bespoke products. It recently celebrated its 40th anniversary.

Anyone looking for a re-tweet from Theo should tweet him about their business on a Sunday between 5pm and 7:30pm and include the #SBS. Six lucky winners are then re-tweeted every Monday at 8pm and invited to enter their business profile on the new website. This is done free of charge and the new business is sponsored by Ryman Stationary, where Theo is Chairman.

june/july 2013 business edge

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8 successful sussex

Nick Handley Executive Chairman at Sussex Enterprise

Sussex businesses favour change in Britain’s relationship with European Union sussex companies believe that re-negotiation, rather than further integration or outright withdrawal, is most likely to deliver business and economic benefit to the economy. the first major survey of business following the prime minister’s policy speech on europe in January 2013 has revealed broad support for the renegotiation of Britain’s relationship with the european union. the British Chambers of Commerce’s new “eu Business Barometer”, which gathered responses from nearly 4,400 businesses of all sizes and sectors across the uK, tested five scenarios for Britain’s future relationship with the eu. respondents were asked to give their view on the potential impact of each scenario on Britain’s business and economic prospects. the results below are based on the responses from 112 sussex businesses that took part in the survey. the sussex results showed that: ‘remain in the european union, but with specific powers transferred back from Brussels to Westminster’ received the highest positive impact rating, at 61%. this scenario also received the lowest negative impact rating, at 11%.

‘full withdrawal from the european union’ and ‘Withdrawal from the european union and a re-negotiated trade agreement’ received the joint highest negative impact rating, both at 97%. ‘remain in the european union with no change to current relationship’ received the highest ‘no impact’ rating, at 49%. the survey also reveals that sussex business’s “top three” priorities for any re-negotiation of the balance of competences between Brussels and Westminster are 1) employment law (66%), 2) health and safety law (59%), and 3) justice and home affairs (45%). other areas where significant numbers of sussex businesses wanted to see change included regional development and public-sector procurement rules.

uccessful

these fiEVENTS ndings suggest that sussex businesses increasingly feel that some sort of change to Britain’s relationship with the eu is needed to boost our trading prospects.

uccessful

LEARNING & DEVELOPMENT please let us know your view by emailing liz.cadman@sussexenterprise.co.uk

uccessful

SUSSEX

Why Business is Good for Sussex the British Chamber of Commerce’s campaigns – Business is good for Britain, elicited support from the government and mps and research associated with this project has demonstrated that whether you are in business or not, most people understand that business is good for the economy and for uK inhabitants.

We were reminded once again that without the ambition of our entrepreneurs we wouldn’t be the world class nation we are today.

Business is good for sussex too and is the backbone of the local economy in sussex. Business skills can help build better and stronger communities and play a positive role in the lives of individuals. at sussex enterprise, we are proud to work with large numbers of businesses of all sizes and sectors.

We are also particularly pleased to support both established and new exporters. i never cease to be amazed at the high levels of innovation, energy and drive that can be found in sussex businesses. our role at sussex enterprise is to help members and businesses become even more successful which is why, in working with partners, we will ensure an even more successful sussex. nick handley, executive Chairman.

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business matters 9

Crawley school pupils app-solutely delighted with water saving game Pupils from a school in Crawley have seen their inspirational idea to help people save water become a reality thanks to Southern Water’s metering programme and London-based design company MultiAdaptor.

The youngsters from Thomas Bennett Community College came up with the idea to create a water saving game as part of the water company’s schools programme, the ‘Water Design Challenge’ in 2011 and two years later, have seen their proposal come to life.

The scheme, now known as Aqua Innovation, is a programme run by Southern Water which aims to inspire youngsters to think of ways to help reduce how much water and energy people use.

Thomas Bennett’s entry centred on a game for iPhone and iPads called ‘Water Mania’, which encourages people to save water, energy and money. The game features two main characters - a superhero named ‘Captain Splash’, and his super sidekick, ‘Splash Girl’.

Both characters battle through tasks promoting water efficiency, including stopping a baddie ‘Water Waster’.

Alice Gledhill, aged 15, who was part of Thomas Bennett’s team, said: “We wanted to create something that people our age would be able to relate to and save water at the same time and came up with ‘Water Mania’. It’s amazing to see our idea as a real life phone app and it’s turned out to be even better than we expected.”

Thomas Bennett teacher Rhiannon Haynes, with Jacki Mant (Southern Water), Chris Pitney and Rosie Marshall (MultiAdaptor) and pupils Alice Gledhill, Kieran McLea, Jake Hollington and Jake Stainwright.

To download Thomas Bennett’s game free of charge, visit Apple’s app store and search for ‘Peter the Meter’. The app also features eleven other fun water-saving games created by Southern Water, with every challenge echoing a water efficiency message.

The Aqua Innovation competition supports Southern Water’s five-year programme to install 500,000 water meters across the South East. It began in late 2010, and more than 85,000 new meters have been installed throughout Sussex to date.

For more information about Aqua Innovation, visit http://www. southernwater.co.uk/about-us/ education/ and click on ‘Aqua Innovation’.

CTEC commissions revolutionary heat recovery system CTEC Energy has commissioned its first Heat Recovery unit at Swancote Energy’s 2.0MW Anaerobic Digester facility at Bridgnorth, Shropshire.

A CTEC Heat Recovery unit captures exhaust gas from its host engine to generate electrical power, up to 12% of it’s host’s output.

It can also recover a significant amount of high-grade thermal energy.

This can be used in various industrial processes such as pasteurisation, heating glass-houses, drying biomass, domestic and factory heating, or powering chilling units.

The Shropshire site converts farm and food waste into electricity that has the potential to power thousands of homes.

Mike Burns, Managing Director at CTEC said: “Recovering thermal energy will become the industry standard for increasing the efficiency of internal combustion engines.

Efficient heat transfer and working at higher temperatures enables us to generate unparalleled performance.”

june/july 2013 business edge

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business matters 11

Vent-Axia supports Grand Designs showcase Leading British fan manufacturer Vent-Axia showcased its Sentinel Kinetic MVHR within a Dwelle Micro Building at Grand Designs Live in May at Excel, London.

Dwelle, the Manchester-based architects presented a new range of micro buildings ‘dwelle.ing’, ‘little dwelle.ing’ and ‘mobile dwelle.ing’.

To launch the range, Dwelle’s stand featured a scaled-down slice through one of its timber framed structures, showing all of the components that create a dwelle.ing, including VentAxia’s Sentinel Kinetic MVHR.

Ric Frankland, director at Dwelle, said: “The micro buildings have been designed to be highly sustainable. As such we selected Vent-Axia’s Sentinel Kinetic MVHR for the buildings because of the system’s high efficiency, controllability and summer bypass – all essential in thermally efficient modern homes. A British made MVHR unit the system also has a reduced embodied energy.”

Photo: Daniel Hopkinson.

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12 focus

Sussex economy gives cause for cautious optimism There are plenty of reasons to feel confident about the state of the Sussex economy, according to one of the area’s leading accountancy firms. To underline this, Baker Tilly in Gatwick, points to the many companies doing well, the boost provided by investment in Gatwick Airport and the continuing growth of the media and technology sectors.

n Economy not as bad as

portrayed in the media n Gatwick Airport investment

driving growth n Retail still a concern Mark Collins, Tax Partner in the firm, said: “I think a lot of companies in Sussex are cautiously optimistic about the state of the economy.

“Our experience is that there is the business out there to win for those companies prepared to be go-getting.

“What I would say, though, is that they are having to work much harder for their money than they did previously.

“However, the evidence would suggest that if the companies are good at what they do and their products are good, the work is out there for them.

“I think that one of the barriers to growth is the attitude of investors. Some of them are sitting on piles of cash but are not investing much of it at the moment.

“I think that’s down to their perception of the economy, creating a feeling that they need to keep it for a rainy day. However, there is only so long you can sit on it.

“In addition, our sense is that the situation is not as bad as the media would have you believe “ Sussex is an affluent area, that certainly helps, and I think the impact of the investment by the new owners in Gatwick is helping as well.“ Gatwick is undergoing the biggest transformation in its history, delivered through a £1.2 billion capital investment programme which includes work on the terminals, including an extension to the North Terminal and easier access into the South Terminal with a large new entrance, and work on the check-in and arrivals areas.

The investment has led to more than 200 projects with the current investment programme due to be completed by March 2014.

Mark Collins said: “The work at Gatwick is having a big impact on the local economy and opening up opportunities.

I think that one of the barriers to growth is the attitude of investors. Some of them are sitting on piles of cash but are not investing much of it at the moment. I think that’s down to their perception of the economy, creating a feeling that they need to keep it for a rainy day. However, there is only so long you can sit on it.

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focus 13

Gatwick airport is undergoing the biggest transformation in its history, delivered through a £1.2 billion capital investment programme

“£1.2bn is a lot of money and we are seeing companies benefiting from serving both the airport and the airlines.

“The investment is creating a lot of goodwill and we regard the Gatwick area as a good place to be.

We have certainly picked up clients who are linked to the airport.

“With the uncertainty over the additional runway at Heathrow there is extra reason for confidence.”

Adding to that confidence about the Sussex economy is the performance of the media and technology sectors, according to Mark.

He said: “The significant growth is in media and technology, which are expanding at the moment. The sector is doing well with some of the companies benefiting from the investment in the airport.

“However, that is balanced by retail, which is suffering. Its outlets are diminishing, largely due to the impact of internet sales.”

Bankruptcy figures support case for optimism One of the indicators of the health of the economy is bankruptcy figures and the most recent national statistics from the Insolvency Service showed there were 3,619 compulsory liquidations and creditors’ voluntary liquidations in England and Wales in the first quarter of 2013. This was a decrease of 5.3% on the previous quarter and 15.8% less than the same quarter a year ago.

Additionally, there were 935 other corporate insolvencies in the first quarter of 2013, 236 receiverships, 557 administrations and 142 company voluntary arrangements. In total these represented a decrease of 27.5% on the same period a year ago.

Graham Bushby, Restructuring and Recovery Partner at Baker Tilly said: “While on the face of it, a continued decline in formal corporate insolvency is good news for the UK economy, zombie companies – those that are just about able to survive by servicing the interest on their loans - remain a feature of the UK corporate landscape.

“However, compulsory liquidations showed an increase of 11.8 per cent which could be due to a more aggressive policy by the principal petitioner in company winding ups, notably HMRC. “Despite the challenging economy, both liquidation and Administration appointments have decreased in recent years but my concern is that this could change if HMRC, the banks or creditors exercise less tolerance towards struggling companies.”

The number of personal bankruptcies in Q1 2013 continued to fall with a year on year reduction of 27% according to The Insolvency Service.

Mark Collins

june/july 2013 business edge

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14 advertorial

Incoterms De-mystified incoterms? What on earth are they some might ask? Well, if you’re involved in any commercial transaction buying or selling goods, then you need to know and understand them. incoterms are the basic foundation of all trade transactions, but are frequently overlooked or mis-understood. established as long ago as 1936, and regularly updated since then, incoterms are international Commercial terms which are essentially a set of globally recognised trade terms developed to establish firm ground rules for international trade. Without them negotiations would be confusing, drawn out and, crucially, their absence might end in you spending more than you bargained for!

You may not realise it but you use incoterms in your everyday shopping, which gives us a good illustration of their definitions; ExWORKS – go to the supermarket, select your essentials, take them to the

till and pay, load them in your car and take them home (exW) FREE ON BOARD – go to your electrical retailer, choose a home cinema system, pay for it and then have a helpful shop assistant carry it out and load it into your car, before you drive it away (foB) DELIVERED DUTy PAID – go on-line, buy a loved one a gift, pay an all-inclusive price and have it delivered (gift-wrapped, naturally) straight to their door (DDp) these are just three simple illustrations of eleven incoterms in total. each one spells out specific handling obligations and who is responsible for the various elements of cost involved in the delivery of goods from sellers to buyers. With such an array of trading terms, all summarised with acronyms including exW, Dap, Cif, foB, DDp and fCa, choosing the right term might seem daunting. however, your friendly freight forwarder can offer a helping hand in selecting the most appropriate term.

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business edge june/july 2013

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29/5/13 09:19:02

the expert 15

You ask the questions Our panel of experts tackle your burning issues

How do I make sure a new product launch will be a success?

answer

David Bloomfield

Director Peter Heath Consultancy Ltd

Launching a new product is a gamble - at some time in the future market conditions may result in a concept conceived now being deemed insufficiently desirable for people to buy it. This is why many new products are simple modifications of existing products. Risk is minimised but so is the likelihood of launching a run-away success.

Move too far from current practice and products and the risk of failure increases but the potential rewards become huge; think touch screens and sat navs.

But it’s not all down to chance. There are processes that can be used and most are relatively simple, although the New Product Introduction (NPI) processes of say a small solicitor and a manufacturer of safety critical lighting will not be the same. But the basic methodology and high level questions will be broadly similar. For example at the very start some elementary questions might be:

• why are we doing this?

• how much will ‘it’ cost?

• how much profit will ‘it’ make?

Each question might be followed up with ‘are we sure?’. A thorough grasp of the target market and market trends is indispensible but too often neglected.

All businesses should develop a very simple template to guide them through NPI. It should have several go / no go decision points and there should be a constant review of the market. Just because ‘it’ was a good idea initially doesn’t mean that ‘it’ will always remain a good idea.

David Bloomfield, Peter Health Consultancy Ltd M: 077484 90867 E: david@phcmarketing.com Website: www.tphcl.com

Why are we missing out on the skills of older workers?

answer

Mo Rasanayagam

HR Consultant Sussex Enterprise

The UK has fallen from 10th to 15th out of the 34 member countries in the Organisation for Economic Co-operation and Development (OECD) in terms of the employment rate of over-50s, according to a study by think tank the Resolution Foundation. 72 per cent of men aged 50-64 are in employment and 60 per cent of women. While these figures have risen in recent years, the international comparison shows there is still room for improvement.

The study indicated that older people are not excluded from the labour market by choice. Two out of three say they either want or need to continue working past state retirement age. However, joblessness among older people in the UK has soared by 53% since the onset of the financial crisis in 2008.

The report argues that planned rises in the state pension age are a step in the right

direction, increasing financial incentives for older workers, particularly women, to remain in employment, but only if there are parallel reforms to tackle six key hurdles to support greater employment among over-50s.

They are: a lack of adequate financial incentives to remain in, or return to, work; significant caring responsibilities; lack of employment support to move back into work, including training; limited access to flexible working opportunities; continued age discrimination; and poor health.

To make sure that your policies and procedures are up-to-date and that you’re not missing out on local talent call 0844 3759552 or email mo.rasanayagam@sussexenterprise.co.uk

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june/july 2013 business edge

16 chamber awards

Last chance to enter tenth annual Chamber Awards Celebrating ten years of success, the Chamber awards are back. and with new categories including online Business of the Year, this year’s awards are set to be bigger and better than ever.

The Awards are open for entry until 28th June and regional winners will be announced on 30th september. the awards will then conclude with the prestigious gala awards dinner on 28th november in London, where one business will be crowned ‘Business of the Year’ and presented with a £25,000 cash prize. the Chamber awards recognise and reward business success across the uK with a range of specialist categories to meet the needs of any organisation. entry to the awards is free to our members, which is an accredited Chamber of Commerce. this year’s categories include: • online Business of the Year • most promising new Business • exporter of the Year • excellence in innovation • Commitment to people Development • marketing Campaign of the Year • outstanding personal achievement • the sustainability award

the entry process couldn’t be simpler, with full category details and submissions made online on the new and improved Chamber awards Website (http://www.chamberawards. co.uk/). What’s more, the new site will be regularly updated with information and inspiration, including previous winners’ case studies and winning tips from a number of key industry sources.

So, what are you waiting for?

With a simpler, bigger and better Chamber awards than ever, don’t miss out on the opportunity to win one of the uK’s most coveted business awards. give your business a winning chance of claiming a Chamber award today.

business edge june/july 2013

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world view 17

fine print

Made to Stick by Chip & Dan Heath

At first glance you may wonder why you need to read a book which helps you make your ideas “stick” i.e. be understood, remembered and have lasting impact in changing opinions or behaviour. However, the more I read the more I wanted to master the 6 principles and add them to my communication tool kit. The whole book illustrates how to make ideas memorable by being memorable itself and calls on a host of fascinating stories, urban legends, proverbs, successful ad campaigns, quotes from great teachers and politicians and company missions which illustrate their golden rules.

This book is different from most of the material I’ve read before which has become a bit clichéd repeating that it is all about confident delivery, knowing your audience and repeating yourself. Made to stick ignores the delivery method and really focusses on content. If you liked “The Tipping Point”

by Gladwell then you will definitely enjoy this as a complimentary text. In a nutshell it teaches you how to follow the key checklist and create “a simple, unexpected, concrete, credentialed, emotional story” which will ensure your message works. One of many examples of this is JF Kennedy’s call in 1961 to “put a man on the moon and return him safely to earth by the end of the decade” which motivated the actions of millions.

Each chapter covers a different part of this SUCCESs acronym in impressive depth and is well referenced but without becoming dry or repetitious. A possible negative point is that culturally it is clearly American and does not try very hard to look outside to the wider world. That said, I would still consider it a recommended read for anyone who wants what they have to say to be heard, remembered and acted upon. Price: £5.99 ISBN:10009950569 Web: http://heathbrothers.com/books/ made-to-stick Melody McMillan Training Consultant to Sussex Enterprise and Owner of McMillan Learning Ltd. If you would like to discuss your training needs call Sussex Enterprise on 0844 375 9550 and ask to speak to Melody

Future trade hotspots Glance at the growth league table and some countries jump out at you: Qatar for example enjoyed 6.3% growth in 2012 and an average of 7% over the last ten years. China, of course, 7.8% last year and double digit growth the norm. India and Brazil have been booming and are set to continue with strong growth.

But which are the hidden gems? Those that are relatively small now but will be high growth in the next five years and emerge as strong performers. Given that China, India and Russia have emerged but are still worth working on - you would look to Africa, South America and The Middle East.

In Africa, alongside South Africa and Egypt due to the size of their economies, those countries that have natural resources like Ghana, Nigeria, Liberia and Sierra Leone are worth your time. They all enjoyed growth over 7% last year and are predicted to continue along the same lines. Within 5 years poverty will significantly reduce and the potential for trade will rocket.

Why is growth so important to trade?

It is the positive atmosphere it creates and the optimism. Not to mention the practical wealth creation. Contrast that with the negative vibes we have in Europe and it literally feels like a different world.

I was in Turkey recently and it was a joy.

The business community want to trade, want to invest: the buy, sell culture is all around you. Couple that with a stable government and the vastly improved infrastructure makes it a place you want to do business. It is also one of the

nearest countries to us with consistent growth. Dinner overlooking the gateway between east and west made it even more special!

Israel enjoyed good growth last year, along with Qatar, Kuwait, Saudi Arabia and UAE. So the Middle East has well and truly come out of the financial crisis.

Don’t be scared, seek advice and do your research. Graham Gooch, the England cricket coach says: “Fail to prepare, prepare to fail”.

In South America some countries are following in Brazil’s wake: Argentina, Peru, Panama and Mexico are all strong performers.

So why not come to the next International Trade Forum on 19 June at Brighton University. It’s an ‘Ask the Experts’ session with a panel of international specialists. So come along to find out how to get into these markets.

Simon Partridge is the Chairman of the Sussex Enterprise International Trade Forum and an expert in international trade.

june/july 2013 business edge

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business edge june/july 2013

BE 15.indd 18

29/5/13 09:19:32

what makes me mad 19

Public sector is like a voyage into the surreal!

I go to the shops and I buy goods and sometimes services. When I’m at work I try to sell and sometimes firms buy from me.

It’s all relatively straight forward until I try to sell to the public sector. Then it all becomes horrendously complicated.

Largely I suspect because most politicians have no idea of business and so have no inkling of the unintended consequences of their actions.

Dealing with the public sector becomes almost like a voyage into the surreal. First of all one must learn a completely new language.

Instead of buyers and buying we have commissioners and commissioning. Now, there may be subtle differences between buying and commissioning but at the end of the day there is precious little difference in practical terms; I deliver a service and I get paid for it. And the whole area of procurement (yet another word for buying?) is rife with terms that have specific meanings that you ignore at your peril. Huge sums of money must

have been spent dreaming up this new vocabulary? Where is the added value?

Logic and common sense have no place. Consider the Freedom of Information. In principle it sounds a wonderful idea but talk to those poor devils on the receiving end, the vast bulk of requests are from: n the media n cranks for example wanting to know how much was spent on chocolate biscuits (I jest not) n market research firms (who then try and sell the data back) n firms seeking information about competitors.

Now apart from the fact that the Freedom of Information costs us a huge amount of money in terms of investigation it also means any information in a tender you provide is potentially available for public inspection. Do you really want your pricing and cost structures to be known by one and all? Do you want your latest practices and procedures and novel ways of finding added value to be on public display?

Gone are the days when it was worth nurturing local buyers, understanding what they wanted and being responsive to their needs. At least in theory this counts for nothing when a tender is marked unless the marking scheme allows.

And of course if you can’t tick all the boxes, such as ISO 9001, ISO 14001 and Investors in People etc then you enter the realm of justifying why not and losing marks at the same time. For a small firm acquiring all these accreditations becomes not only a significant (and disproportionate) financial cost it is also a drain on human resources.

From a practical point of view we have suddenly lost all our public sector referees, they have all moved on and it’s becoming increasingly difficult to find someone able to vouch for us.

The trouble is the public sector is huge and it is very difficult to walk away from it. But this is what we are doing. We will sink or swim in the private sector. And we are not alone.

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20 advertorial

Workplace Pensions – Which staff do I need to provide for?

Changes to the way employers must provide pension schemes for their staff are beginning to take effect. the largest uK firms have already started auto enrolling their workforce into a workplace pension scheme.

By the end of 2014 all companies with more than 58 staff will have to comply, with smaller firms joining throughout 2015 and 2016. following our recent training session at the amex stadium, one of the key questions we have been asked by employers is which workers they need to include in the new scheme. in particular they are unsure as to how they should treat staff in the following categories: n agency Workers n seasonal Workers n part-time staff n Casual Workers n self-employed staff n freelancers

employers need to understand if these staff members are classified as being workers, so they know if there is a requirement to provide them with a workplace pension. a worker is a broader category than ‘employee’ and can include an individual who undertakes to do or perform personally any work or service; these workers are entitled to core employment rights and protections. generally, staff may be deemed to be workers, if the individual is on the payroll, even if not receiving income on a regular basis. But under the new pension rules seasonal, casual, contract and agency staff are also likely be deemed to be workers and therefore entitled to be part of the work place pension scheme. in a number of circumstances even staff regarded as being self employed by hmrC will also need to be provided with a

workplace pension with the employer being expected to contribute into it for them. having decided whether or not a person counts as a worker, the employer will then have to work out whether they are an eligible or entitled worker based on their age and income. if you are an employer and you are interested to find out more information in relation to your workplace pension obligations, skerritts offer an initial meeting without cost or obligation. please to contact Mark Cardy on 01273 204 999

Adviser Awards

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Finalist

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The information provided in this bulletin is based on Skerritt Consultants’ understanding of current legislation and allowances, which are subject to change. The information provided should not be used as a basis for any investments and we recommend full financial advice is taken. The tax treatment depends on the individual circumstances of each client and may be subject to change. The value of investments can fall as well as rise, and you may not get back the amount invested. Skerritt Consultants Ltd are authorised and regulated by the Financial Services Authority (FSA number 163291).

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business edge june/july 2013

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upstarts 21

GOING UP Bricks and Mortar: According to the Nationwide Building Society, the price of a typical house was up 0.2% compared with the same quarter the previous year. In the outer south east region, prices were up by 0.7% compared with Q1 2012.

RTI According to HMRC, over 70,000 PAYE returns have been submitted using Real Time Information since 6 April 2013. £220 million haul HMRC’s High Net Worth Unit (HNWU) – which deals with the tax affairs of 5,800 people with assets in excess of £20 million – increased its yield from tax enquiries by 10 per cent in the 2012/13 tax year, having collected £200 million in 2011/12. The unit has increased its revenues from the UK’s richest taxpayers every year since it was established in 2009, raising a total of £665 million in additional tax over the last four years.

Insolvencies: The latest statistics on administration appointments, issued by the Insolvency Service today, reveal that in the first quarter of 2013 appointments are down 28% on the previous year. Retail administration appointments are hugely down - by 47% - and appointments in the property sector have also reduced by 38%, compared with Q1 2012.

Stateside: Manufacturing activity in the US slowed in April, signalling weakening demand. The Institute for Supply Management (ISM) in the US said its index of national factory activity slowed to 50.7 in April from 51.3 in March. While any reading over 50 signals the sector is in expansionary territory, the sudden drop highlights some fragility in the economy.

GOING DOWN

2013 Anniversaries 75 World speed record for a steam railway locomotive is set in england, by the mallard, which reached a speed of 126 miles per hour (203 km/h).

60 the number of years since the first roll-on/roll-off ferry crossing of the english Channel, Dover to Boulogne.

50 the great train robbery, Ledburn, Buckinghamshire, england. £2.6 million was stolen in one of the uK’s most infamous robberies; the bulk of the money was never recovered.

50 martin Luther King, Jr. gave his famous ‘i have a Dream’ speech from the steps of the Lincoln memorial in Washington, D.C., usa during the march on Washington for Jobs and freedom - a civil rights rally attended by approximately 200,000 supporters.

50 hotline between the president of the usa and the leader of the soviet union went into operation, allowing them to communicate easily during a crisis.

20 a high speed train made the first journey from france to england via the Channel tunnel, which opened to the public in 1994.

Adam looks to the future apprenticeships are seen as a stepping stone to future achievements and for adam symons that is very much the case. indeed, he hopes that his apprenticeship at sussex enterprise will see him start his own business in years to come, probably one specialising in it. the 19-year-old began his working career when he joined his uncle’s construction firm on leaving school, carrying out mainly administrative work and gaining valuable experience as he helped to run the office. in time, he moved on to sussex enterprise, via the awards scheme, where he is working in the export Documentation department. however, his real dream is to run his own business and he hopes that the skills he is learning at the Chamber will help him achieve that goal. he said: “i had seen the apprenticeship advertised through the awards scheme and began in march, working on export Documentation, checking that people have filled the forms in correctly and contacting them if they have not. “through the work, i am learning all sorts of skills, everything from administration to communication, the kind of skills you need to work in business, which will help me for the future.

Adam Symons

“i am being constantly trained, both by people working with me at the Chamber and by an outside assessor for the awards scheme. i am working towards my Level 2 nVQ and hope to start on Level 3 after that. “all of this gives me valuable experience and will help me as i continue to develop my career. “my dream is to run my own business. it is something that has always appealed to me. i have always liked the idea of taking responsibility and of people looking to me. “i have always had a passion for it so i think that the business would probably be based around that. “my plan is to set up a business maybe in 20 years or so but i would happily do it earlier if an opportunity presented itself in the meantime.”

sussex enterprise is working with sussex Council training providers (sCtp) in the search for businesses that are looking for apprentices. if you’d like to introduce a young person to the world of work or train an existing employee on an apprenticeship scheme, then please contact us via apprenticeships@sussexenterprise.co.uk or call us on 0844 375 95 50. We’ll be happy to guide you to where to find your new perfect employee.

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22 finance

Getting the finances right

By John Dean Good financial advice is crucial if businesses are to survive and the good advisers are the ones who pride themselves on working with their clients in a way which makes them feel comfortable.

They are also the ones who can advise on how best to access financial support. With the Government and venture capitalists keen to invest but needing to be convinced of the viability of the company first, being able to tap into good advice is crucial.

Financial advisers start by finding out what a business needs; it may be help with better financial management or it may be support applying for loans or grants to buy equipment or take on new staff.

Bringing in the specialist advisers is crucial because they are the ones who know what opportunities are available.

That means an initial meeting when the adviser, be it a specialist financial services company or based within a bank, sits down with the client and draws up a detailed plan based not just on current needs but also looking to the future - maybe even doing a little dreaming with the client!

Key to that is agreeing priorities. What does the client want to achieve in the short term, where do they want to be in the mid-term, what is the longterm vision? Where do they see their company in ten years and what kind of finance is required to make that possible?

Through talking things honestly and sensibly, adviser and client can work together to come up with an action plan which is based on a solid financial platform.

And the good advisers are flexible: they know that, as life progresses and businesses meet changing situations, their clientâ&#x20AC;&#x2122;s needs and priorities will change. That means a financial plan that can be adapted when necessary.

Once that initial plan has been drawn up, the process moves onto the next stage, obtaining the finance to make things happen.

One way of obtaining finance is going to the banks but another way for businesses requiring injections of funds is approaching venture capitalists, who are well versed in assessing prospective partnersâ&#x20AC;&#x2122; financial needs and dovetailing them with their own, or access public funding schemes.

Even in difficult economic times, such an approach should not be dismissed out of hand because a bright idea remains a bright idea and can attract funding to turn it into reality.

Indeed, there are those who argue that difficult economic times are the most important time to invest in new ideas because innovation is a key way of bringing the country out of recession. The history of British business has been scattered with tales of innovations that arose out of the need to create new markets.

None of it can happen without finance - and that means calling in expert help.

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 Keeping the score for  Sussex businesses l 

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 l  l l 

Accountancy and  audit  Tax compliance, planning    and advice   Business development,   strategy and systems  Corporate finance  Company formation  THE MARLET Payroll bureau  LLP  Partnership Chartered  Accountants 

 Please contact David Macdonald  david@marletpartnership.com or Matt Pedder  matt@marletpartnership.com Tel: 01903 600 555 | Fax: 01903 600 828 www.marletpartnership.com  The Martlet Partnership LLP, Martlet House, E1 Yeoman  Gate, Yeoman Way, Wothing, West Sussex BN13 3QZ 

finance

Bookkeeping, budgeting, management accounts, cash flows and much more.

Professional, proven accounting support from our experienced team offering cost effective solutions to your accounting problems.

Flexibility is key.

Support - when, where and how you need it Please contact Chris Blenkinsop to discuss how Provida can help: 07785 580063 / 01444 413737 chrisb@providaservices.co.uk Professional, Proven - Provida

WE TAKE THE TIME TO HELP PROPERLY PLAN YOUR FUTURE

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ions - Whilst every effort is made to minimise errors, occasionally they do occur. The final responsibility is with you - the advertiser, to check that the advert is correct. Please double-check all items such as telephone numbers n the space provided (IN BLOCK CAPITALS) any alterations required. We cannot accept responsibility for late alterations requested after the 48 hour deadline commencing on the date of proof shown. It is the responsibility proof is correct prior to this deadline. THIS IS A FULL COLOUR PUBLICATION, PLEASE SPECIFY ANY COLOUR REQUIREMENTS FOR THE ADVERT, FAILURE TO DO SO WILL RESULT IN COLOURS BEING USED AT THE ON TEAM. This is a low-resolution proof and is not colour accurate. *Subject to weekly updates & for positional purposes only.

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june/july 2013 business edge

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29/5/13 09:19:53

24 advertorial

focus on conference

Pilgrim Hall and Waverley Abbey House elegant country houses like pilgrim hall near uckfield and Waverley abbey house in farnham make superb venues for all kinds of events, both personal and business. space, beautiful views, stunning architecture and lovely grounds are what you will find at both pilgrim hall and at Waverley. each has its own distinctive charm. at the heart of pilgrim hall is the ‘Baronial hall’, a grand oak-panelled

space, with a roaring log fire in the winter. Built by a past Chancellor of the exchequer, Waverley sits in stately grandeur overlooking the remains of an ancient Cistercian monastery.

With a range of conference rooms, relaxing lounges and bedrooms, you can hold meetings, anniversary dinner parties, training seminars, breakfast events, team-building away days … and more. the lakeside grounds at Waverley can be hired for marquee weddings. pilgrim hall caters for both wedding receptions and marquee events. Wedding prices start from £39.50 per person.

if you would like to visit and see how you might like to use these venues, get in touch.

Waverley Abbey House, Waverley Lane, Farnham, Surrey GU9 8EP www.waverleyabbeyhouse.org.uk tel: 01252 784733 or email waverley@cwr.org.uk Pilgrim Hall, Easons Green, Uckfield, East Sussex TN22 5RE www.pilgrimhall.com tel: 01825 840295 or email pilgrim@cwr.org.uk

Ideal venues

for your conferences and events Pilgrim Hall

Waverley Abbey House

SET IN 12 ACRES OF BEAUTIFUL GROUNDS

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• Up to 100 day delegates • Accommodation for up to 42 residential delegates • 8 meeting/conference rooms • Lounge and coffee bar • Stunning venue for marquee weddings

PILGRIM HALL, Easons Green, Uckfield, East Sussex TN22 5RE Call our Bookings Team on 01825 840295 or www.cwr.org.uk/conferencing email: pilgrim@cwr.org.uk

BE 15.indd 24

WAVERLEY ABBEY HOUSE, Waverley Lane, Farnham, Surrey GU9 8EP Call our Bookings Team on 01252 784733 or www.cwr.org.uk/conferencing email: waverley@cwr.org.uk

29/5/13 09:19:55

advertorial 25

focus on conference

Do you need a meeting room?

Do you host training sessions and need a location?

Do you need somewhere to hold a birthday party or event? if the answer to any of the above questions is yES, the aldingbourne trust can help! the aldingbourne trust has Conference facilities and function room hire at two of its West sussex locations. the aldingbourne Country Centre has a large Conference room and the Cabin which can host seminars, meetings, training, parties and events. the unique Bothy in the woodland walk is perfect for children’s birthday parties and for small meetings in a tranquil setting. all rooms can be set up in various layouts and have the use of conference

equipment. a delicious range of fresh food is prepared on site in the Country Centre Café. the trust’s new venue at no. 73 aldwick road, Bognor regis, can offer fully equipped rooms which are ideal for interviews through to larger meetings. groups and organisations can also take advantage of the venue for monthly meetings and the cooking facilities can be utilised for classes.

By using the aldingbourne trust’s Conference and function room hire facilities you will be supporting a local charity. the aldingbourne trust supports adults with learning disabilities in West sussex to live independently and develop skills with a view to finding employment. for more information please visit our website: www.aldingbournetrust. co.uk, phone: 01243 542075 or email: conferences@aldingbournetrust.co.uk

Conference and Function Room Hire

Whether you need to hire a room for training, conference, meetings group outings, lunch parties, exhibitions, kids parties, evening activities or wedding reception - we have a choice of three rooms and The Bothy situated in the heart of the woodland walk, with well equipped facilities to meet your local requirements.

Number 73 - Aldwick Road, Bognor Regis (Situated on the outskirts of Bognor Regis; Easy access via bus and a 20 minute walk from the train station) Aldingbourne Country Centre - Chichester (Situated just off the A27 near Fontwell Race Course with free parking) If you hire a room, you can use a modern, easily accessible venue in a great location. What’s more, your money will be going towards supporting adults with learning disabilities to train towards gaining employment as we are a non-profit making social enterprise.

Aldingbourne really does have a perfect venue for all your needs stroll around the woodland walk, see animals on the Open Farm and do a spot of shopping!

The Aldingbourne Trust, Blackmill Lane, Norton, Chichester, West Sussex PO18 0JP Phone 01243 542075 Email conferences@ aldingbournetrust.co.uk Visit www.aldingbournetrust.co.uk for more details on how to find us

We Provide A choice of 3 bookable rooms and The Bothy, that can be set up for you in a choice of layouts. Us of Date Projector, OHP, Flipchart, DVD, Whiteboard, Internet access and hearing loop. A choice of freshly made food and refreshments.

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26 cover feature

Changing markets spark company’s transformation Few Sussex companies have undergone such a dramatic transformation over the past five years as has Eastbourne-based Veritek. The award-winning technical service provision company, which was founded in 1985, has been growing rapidly as it branches into new markets across Europe.

n Technical services company

diversifies into Europe as market changes n Transferable skills the key to success n See and be seen important part of the strategy Veritek’s transformation began with a realisation that its core market was changing.

Originally specialising in provision for the photographic developing and printing markets, Veritek anticipated well in advance the developing trend to store images electronically and foresaw that its traditional market was under threat.

Jim Edgar, Managing Director, said: “For the first twenty five years of its life, the company specialised in photo imaging. Photo was its heritage.

“However, we could see that the photo imaging sector was changing and that we needed to take advantage of new opportunities.

There was a need to move into other sectors as well.

“We sat down five years ago and asked ourselves where we wanted the company to go and why.”

One of the catalysts for the diversification was an approach

by Sony to service digital cinema projectors and Jim said: “When they approached us, I was not sure.

It was not a sector we knew much about.

“In meeting one with them, I said that we needed to find out if it was something we could do. There is no

point in us taking something on if we cannot excel at its delivery. We are known as a cards on the table, open and transparent company.

“By meeting two, it was clear that it was something we could do. We sent some of our engineers on the Sony training course and they loved working in the sector.”

The past five years have seen the company continue to work in the photo imaging sector but also increasingly diversify, expanding into

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cover feature 27

the Healthcare, Optometry, Digital Cinema and Graphics industries.

It now has operations in the UK, Ireland, Spain, Germany, Italy, Holland, the Czech Republic and Poland as well as the USA and Australia.

The company employs 350 people, 250 of them servicing UK markets, the remainder working for international clients.

Jim said: “What has driven our transformation has primarily been the need to provide a pan-European solution. For instance, we have just secured a pan-European contract in the Graphics industry and it makes sense for the company awarding it to go with just us.

“They do not have to deal with 12 service companies with all the attendant problems such as different invoicing. It is easier for them dealing with just one company.

“We are always looking for opportunities and that has allowed us to undertake a period of rapid growth.

“What we offer is expertise and although we do not always know about the sector when we first go

into it, it has become clear that in a lot of cases our engineering skills are transferable.

“Companies keep knocking on our door and asking us to work with them and we have to be honest with ourselves. Are they a good fit for our business, can we excel at it?

“When we do agree to take on a new piece of business, we often TUPE their engineers over to Veritek and they learn from us and we learn from them. Training is important to us as we improve our skillset.”

Last year, the company’s success was recognised when Her Majesty’s Lord Lieutenant for East Sussex, Mr Peter Field, presented the Queen’s Award for Enterprise in International Trade to Veritek.

The company was given the award for its pioneering business acumen in the European market place where Veritek’s highly skilled engineers maintain complex technical equipment.

The company was also acknowledged when, in May 2011, it achieved 12th place in the Sunday

Times 2011 International Track 100, which ranks the 100 British private companies with the fastest growing international sales.

Nevertheless, Jim Edgar believes that much still needs to be done to make the company a household name.

A key part of the process is attending major trade shows.

The company exhibits at many of the big events and Jim said: “It is about awareness. We may be growing rapidly but there will still be people who do not know who Veritek is or what we do so being at such events gets our name out there.

“Sometimes, we do not exhibit, just attend to find out what is happening in the industry.”

For more information visit: www.veritekglobal.com

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28 inspirational leaders

Meeting the demands of one of the UK’s busiest rail networks Southern operates train services linking central London to the south coast via the Brighton main line and the man tasked with keeping this massive operation running smoothly is Chris Burchell. n The challenges of operating busy rail network n Working with partners crucial n Investment being made in network

Chris became Managing Director in 2006. Prior to joining the company, he held senior positions with Railtrack (now Network Rail) and the Foreign and Commonwealth Office.

He joined a company that serves Surrey, East and West Sussex, and parts of Kent and Hampshire and also runs the Gatwick Express service. It is one the busiest rail networks in the UK, providing 164 million passenger journeys a year, manages 158 stations and employs 4,000 people, with almost 2,000 of them living in Sussex.

Southern as a brand has been around since 2004, providing services to commuters, leisure travellers and airport users, and in 2008, took over operation of the Gatwick Express. In 2009, it was re-engaged by the Department for Transport to operate a new franchise which brought many

tough challenges in terms of financial obligations and delivery of major improvement projects for Southern’s stations and trains.

Chris, who was raised in Sussex and lives near Haywards Heath, said: “Our current franchise is a very different animal to the old one in terms of our financial commitments with significant premium payment obligations to Government, a massive change programme of improvements to our stations and our fleet of trains, and stiff service quality targets.

“At the start of the new franchise, we needed to ensure that we all moved in the same direction quickly as one team.

“With time ticking on a short franchise, the only path to success is through collaboration with partners and through engaging our people effectively. Each and every one of our 4,000 staff has a crucial part to play in our success every day and good leadership is vital.

“We also know that with rising passenger expectations, we need to strive for continuous improvement in our product, processes and people. We prefer to do this through innovation, which move both Southern and the industry forward.”

“We also know that with rising passenger expectations, we need to strive for continuous improvement in our product, processes and people. We prefer to do this through innovation, which move both Southern and the industry forward.”

Since the start of the franchise in 2009, Southern has delivered four new stations with two currently under construction and undertaken a major stations improvement programme, with investment totalling £16 million.

It is refurbishing the vast majority of its train fleet at a cost of almost £20 million and has fitted CCTV to every train, installed live coverage digital CCTV systems to all of its

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inspirational leaders 29

stations and the introduction of a 36-strong Safer Travel Team has contributed to a reduction in crime on the network by 7% in the last year.

Proving its innovative pedigree, Southern was the first train operator to introduce regenerative braking on its Electrostar fleet, and has introduced many other engineering firsts which have all won rail industry awards. It was also the first in the country to introduce a meaningful Smartcard, heralding the beginning of the end of paper tickets. It also introduced a ground-breaking lowlevel crime fighting tool, Eyewitness, which enables passengers to report crime via e-mail to Southern’s Safer Travel Team and team of Revenue Protection Officers.

Accessibility issues are tackled head on and Southern was the first in the industry to devise and introduce a Priority Seat Card.

The card, which has been a major success, allows those with hidden disabilities, the elderly, pregnant women and people carrying infants to request that a person occupying a priority seat gives it up without the embarrassment of explaining why it’s needed.

In a more light-hearted vein, Southern’s marketing strategy

broke free of the industry norm of fairly straight-laced advertising campaigns with the introduction of its flamboyant character, Mexican wrestler Loco Toledo. Loco took TV, radio and billboards by storm as well as targeted revenue growth figures, encouraging people to take the train off-peak and enjoy days out on the Southern network.

Passenger numbers continue to grow on what is essentially a network that is already groaning under the strain of maximum capacity. As the economic headwinds continue to gust and with ever-increasing motoring costs, more and more people are turning to train travel. Southern has ordered 170 new train carriages to operate on some of its busiest routes to alleviate some of this.

Southern has won many rail industry awards, including the Rail Business Awards ‘Rail Business of the Year’ title and London Transport ‘Operator of the Year’.

Its reputation for innovation has not gone unnoticed, particularly with its engineering initiatives winning awards, and across the board, from individual staff contributions to major station improvements, Southern continues to be recognised by its peers.

Taking about the future, Chris says: “Our current franchise ends in July 2015 at which point the business becomes part of the wider Thameslink franchise. Before that though, our owning group Govia will be putting together what we hope will be a winning bid for this new franchise.”

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T

30 pr and marketing

Tracking the message in a changing world

By John Dean marketing and communication technology is changing rapidly and the key reason is social media. marketing professionals, while concerned that it is more difficult to control the message on social media, can nevertheless see great opportunities in the new ways of contacting customers directly through the likes of facebook and twitter, not least because they can measure precisely how many people are reading their releases. however, social media also allows a message to be questioned within seconds and keeping track of comment has become a major part of the marketing professional’s working day. some of the gloomier pundits have predicted that this is the end of traditional pr because, now that everyone can practice it, everyone can get a message out. however, pr professionals will tell you that the web’s dramatic expansion does not mean that more traditional outlets are being ignored. newspapers, radio and television remain important, it is just that for many pr specialists hits on the web is where

their successes are increasingly being recorded. Certainly being recorded first. pr is not dying, it’s just evolving and the successful companies are the ones who are responding to the opportunities presented by a population that increasingly demands its information on the move. marketing companies, too, are showing increasing levels of imagination as they respond to the new world. they are experimenting with the likes of podcasts, audio files, flash banner advertising and video, which offers opportunities for companies commissioning corporate films and taking advantage of the links of Youtube for viral marketing. they can see that a short film showing someone enthusing about a product can be a very effective marketing tool. marketing companies are also taking advantage of the exciting revolution in hand-held technology and the opportunities it offers for downloads. the age of the app is upon us, too.

however, another media which is still popular is the most traditional one of all. for many companies, producing their own print publications remains the key to success and those who succeed are the ones who value creativity above everything else, who dedicate time and effort to getting the look and the text right so that they make for attractive and informative reads. for all marketing experts, though, one thing has not changed. success is about making the client stand out. Whether it be attractive adverts in magazines and newspapers or inventive use of downloads and websites, creativity holds the key to success. and that won’t change. also just as important as ever is identifying the story they wish to tell and telling it in a simple and compelling way so that journalists and the wider public find themselves able to understand the message and be excited by the opportunities that it offers. pr and marketing may change but the basic philosophies underlining it have not.

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Tick 29/5/13 09:20:59

Targeted, accountable advertising for local and national businesses.

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29/5/13 09:21:03

32 advertorial

Don’t just be online, succeed online - and get a 10% discount

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business edge june/july 2013

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29/5/13 09:21:06

DOES YOUR WEBSITE STAND OUT FROM THE CROWD?

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Julia Chanteray, President, Brighton & Hove Chamber of Commerce

Brighton 01273 358835 stoatsandweasels.com

How we worked in partnership with the client to develop the brand identity, write and produce the website and in-house magazine is explained on www.stuartrussell.co.uk

R

STUART RUSSELL

/ DESIGN

telephone 01903 200204 info @ stuartrussell.co.uk www.stuartrussell.co.uk

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Because NEWS never stops WORLDNEWS BUSINESSNEWS FINANCENEWS TECHNOLOGYNEWS HEALTHNEWS EDUCATIONNEWS TRAVELNEWS ENVIRONMENTNEWS JOBSNEWS

www.247-business.co.uk june/july 2013 business edge

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36 what our politicians say

Crawley MP at the heart of economic growth As the MP from Crawley constituency since May 2010, I have had the honour to represent both the town and country in the historic House of Commons for the past three years. One of my primary focuses has been economic growth and tackling unemployment.

Encouragingly unemployment continues to fall in Crawley with the rate now at 3.5 per cent in Crawley, UK exports rose by an impressive £50 billion last year and the national deficit is down by a third since this Government came to office. People are currently being helped back into work by the Work Programme and the £1 billion Youth Contract is providing work opportunities for nearly half a million 18-24 year olds.

Thousands of new jobs are being created locally and recently, Tesco’s, Nestle, Virgin Atlantic and Thameslink have all announced the creation of new jobs in the constituency. Earlier this year I was also delighted to officially open Manor Royal based Vent Axia’s new manufacturing line which has brought production jobs back from China. This demonstrates a confidence in the local economy that, given the current economic climate, is very impressive.

Certainly there can be no doubting that Crawley is the economic hub of West Sussex and Surrey.

Crawley has also benefitted from an 89 per cent rise in Apprenticeships over the last year and the introduction of a new University Centre at Central Sussex College. Many currently studying at the College and doing apprenticeships are gaining the important skills that will help to increase their employability for the future. I hope this will mean that as new jobs are created in our town, they can be filled by these skilled local residents.

Tackling unemployment and getting people into work is the main focus of this Government.

Here in Crawley we have been fortunate to have lower unemployment than the national average.

Another positive for those looking for work in Crawley or hoping to change jobs, is a new website called www. gatwickdiamondjobs.com which I have been actively supporting. This website is created solely for those looking for work in the Gatwick Diamond area working with top employers and training providers

to connect people with the right jobs for them. Not only do they advertise the local areas best jobs, they work proactively to create local jobs for local people.

I welcome the lowest corporation taxes in the G7 for both small and large British firms, the cancellation of the last Government’s planned increase in employer National Insurance, National Insurance discounts to encourage new startups to take on employees, reforms to employment laws to give companies the confidence to hire new staff and the tackling of reams of red tape that strangle so many of our small firms.

On top of this, Crawley has been designated as the heart of the Coast to Capital Local Enterprise Partnership which is helping to foster locally-driven economic development recognising Crawley’s strong position.

To ensure that entrepreneurs and business owners are able to access the information and advice that they need, the Department for Businesses is undertaking a number of reforms to government-funded business support. Backing enterprise with

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what our politicians say 37

an updated and upgraded www. businesslink.gov.uk, a new national telephone contact centre, 40,000 experienced business mentors, and Business Coaching for Growth – a new scheme for high-potential Small & Medium Enterprises (SMEs) – will create the best possible environment for businesses to start and prosper.

Abroad the message is clear, Great Britain is open for business.

Supporting economic growth in the Crawley/Gatwick area, therefore, is a key priority and so I continue to work closely with the local commercial sector to reduce regulation and taxes on business and make the case for Crawley as a natural place for companies to invest.

Henry Smith MP for Crawley

I was extremely pleased, therefore, when Gatwick Airport demonstrated the seriousness with which they approach their responsibilities to the local Crawley community by investing, with Network Rail, towards £53 million worth of improvements to Gatwick train station, which is in addition to the £1 billion funds being invested between now and early 2013 for modernising the airport facilities for passengers.

Of particular critical importance to the local economy, therefore, is Gatwick Airport which provides employment opportunities together with related industries is important for our prosperity. I very much support the Airport management and local council’s future vision and investment for Gatwick. We need to encourage increased passenger numbers through more scheduled flights to a greater reach of destinations and I welcome the significant investment being made in new infrastructure as well as new routes to emerging markets.

I was extremely pleased, therefore, when Gatwick Airport demonstrated the seriousness with which they approach their responsibilities to the local Crawley community by investing, with Network Rail, towards £53 million worth of improvements to Gatwick train station, which is in addition to the £1 billion funds being invested between now and early 2013 for modernising the airport facilities for passengers.

I believe we can see a successful Gatwick Airport, as one of the nation’s leading business entry ports, that balances the important needs of both environment and economy and forms part of a broad mix of industries supporting local employment.

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38 chamber benefits

Savings on liability insurance Faraday & Franklin Ltd provides electrical installations and maintenance for all aspects of construction and refurbishment projects, from large design and build developments through to smaller refurbishments and upgrades, maintenance and repairs.

The issue Faraday & Franklin had a number of individual covers with two separate brokers including Employers Liability, Public Liability and Products Liability, Professional Indemnity, Fleet Insurance and an Office policy.

Dealing with two brokers and various policies resulted in higher overall policy costs, claims became disorganised and drawn out, needing more administration.

On a number of occasions the company received conflicting advice. Faraday & Franklin asked Sussex Enterprise Insurance Services (SEIS) to review their existing policies to identify any gaps, ensure they are fully protected and gain cost savings.

The outcome SEIS completed a thorough review of Faraday & Franklin existing policies, noting the specific endorsements and identifying gaps.

Combining the Liability and Professional Indemnity policy into one allowed SEIS to offer extra cover, Director and Officer Liability Insurance, which was missing before.

This is a key policy in today’s market in relation to alarm and fire systems and an important factor for electrical contractors.

The biggest benefit to Faraday & Franklin was incorporating the

Professional Indemnity, Office, Fleet and Liabilities into one easy to understand policy. This resulted in a 15% premium saving, with one contact and one dedicated 24/7 claim team, easing their administration and providing them with peace of mind. Now all the policies renew at the same time leaving Faraday & Franklin to concentrate on their business and their customers.

Andrew Coggon, Director of Faraday & Franklin commented: “I met Sam during a Sussex Enterprise event and I was very impressed with benefits he had available on the SEIS scheme. Sam visited our office and conducted a full review of our existing covers, he knew how our business operates which helped him identify key areas that we weren’t covered for, plus he saved us money. I would not hesitate to recommend them.”

Sam Ashby of SEIS commented: “After reviewing Faraday & Franklin’s existing cover and gaining a full understanding of their business it was clear that an all encompassing policy would be most suitable, helping them to save on the premium and provide more comprehensive cover.”

“After reviewing Faraday & Franklin’s existing cover and gaining a full understanding of their business it was clear that an all encompassing policy would be most suitable, helping them to save on the premium and provide more comprehensive cover.”

Sam Ashby Sussex Enterprise Insurance Services (SEIS) E: samuel.ashby@swib.co.uk T: 0844 499 9905

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chamber benefits 39

Business solutions Human resources service Sussex Enterprise Human Resources (HR) Service offers your business support from fully CIPD qualified HR consultants who focus on making a positive difference to your business, the people within it and your bottom line. Our services range from simple downloadable information through to being your fully outsourced HR team.

People are our greatest asset but they can also be our greatest cost. Managed well, they will be the difference between you and your competition, a constant source of innovation and improvement and able to share the responsibility of a growing business. Our aim is to help you get the best out of your people, improving morale, productivity and saving you money.

We offer cost-effective, flexible HR packages that bring your policies and procedures up to date, give you pro-active support and advice throughout the year, virtually unlimited access to HR and legal experts whenever you need them and the opportunity to spread the cost over a rolling 12 month contract. Our legal insurance means that, assuming you’ve followed the advice given, you will also be covered not only for any legal fees that a tribunal might incur, but also the cost of any award made against you.

We can help you enhance your business with a variety of tools to suit your business and your budget. We will help you assess your needs and produce a proposal just for you.

We also offer great value ‘pay as you go’ rates for situations that require immediate assistance. You only pay for what you use with the solutions tailored specifically to your business needs.

You could even outsource your HR department for a fraction of the cost of employing your own HR practitioner, or we can add value and knowledge to support your existing HR resource, reducing risk and saving you time and money. Or perhaps you feel that your company could benefit from outsourcing a particular area of your business, such as recruitment or training? Alternatively you may require a comprehensive solution which looks at every aspect of the employee cycle.

For further information visit: www.sussexenterprise.co.uk/ HR-advice or call 0844 3759552.

HR tools and benefits include: n Induction n Line Manager Development n Organisational Development n Legal Compliance n Performance Management n Redundancies n Culture Change

n Employee Relations n Recruitment & Selection n Reward Schemes n Company Restructuring n Staff Surveys n HR Health Check n Process Efficiencies

Mo Rasanayagam HR Consultant Sussex Enterprise HR Service

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40 commercial property

Survey suggests optimism in property sector

By John Dean Recent research suggests that the commercial property market may be about to experience an upturn as construction recovers.

The suggestion comes after a survey of quarter one this year by industry body the RICS, which showed that more surveyors in the construction sector saw workloads rise than at any time since the end of 2007. Ten per cent more surveyors across the country reported rising workloads during the quarter.

One of the main drivers behind the rise was the boost in private housing construction which, in turn, has a beneficial knock-on effect on the commercial market as confidence builds.

While still at a historically low level, the boost in housebuilding would suggest that some of the Government initiatives are beginning to breathe life back into parts of the nation’s property sector, according to the RICS.

Regional differences were highlighted; while London, the South East and the Midlands saw increases in construction, Northern Ireland and Scotland continue to see workloads slip.

Looking ahead, surveyors expect the current more positive trend to continue; 27% more respondents expect workloads to rise over the coming twelve months.

The increase in construction projects and the expectation of further gains resulted in a rise in job expectations as well; 22% more chartered surveyors anticipate employment levels rising over the coming year but the profit outlook is projected to remain depressed.

Simon Rubinsohn, RICS Chief Economist, said: “Although it’s far too early to start talking about a recovery in the construction sector, the rise in output at the beginning of the year is a little better news.

“The Government’s attempts to stimulate the market seem now to be having some impact but there are still significant challenges to be overcome.

In particular, the availability of finance

and planning related issues continue to present obstacles to development.”

Other property industry exponents say that they are seeing a slow return in confidence when it comes to investing, particularly in parts of London and southern England. 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 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.

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42 advertorial

Parsons Son & Basley will get your property moving Parsons Son & Basley has been established since 1825 and with experts in every field, having offices in Brighton, Bognor Regis, Chichester & Hastings we have the south coast covered.

Services offered by Parsons Son & Basley include our in house Auction department, Property Management, as well as Residential and Commercial sales and lettings.

Our commercial departments are headed up by managers Barry Hough in Brighton and Richard Lowrey from our Bogor Regis office. Our clients range from national multiple retailers, corporate bodies, banks, building societies and other financial institutions to private individuals, trusts, charities and local businesses.

We deal with a variety of properties from retail & office buildings to Industrial units and Estates. To compliment this we also have extensive knowledge with investment and re-development sites dealing with both disposals and acquisitions for our clients.

The commitment to our clients is to give them the best advice, in order to make their property work for them.

A free market appraisal is available for anyone looking to sell or let their property and with over 50 trained staff we have the ability to obtain the results our clients are looking for.

Richard Lowrey Commercial Agency Manager commented â&#x20AC;&#x153;At Parsons Son & Basley we pride ourselves on going the extra mile and making sure that every client receives the best possible service. We commit ourselves to every clientâ&#x20AC;&#x2122;s instruction to ensure they are not disappointedâ&#x20AC;?

The market place is starting to show signs of improvement in all sectors, with continued investment demand for tenanted properties and prime development plots as well as new business demand for vacant space.

With some landlords now willing to agree to shorter-term leases, this has been encouraging people to expand their

businesses or give a start-up business a go Short-term leases ranging from 1-3 years have certainly proved popular with companies, unsure of how their new ventures may fair in the uncertain market place we have been experiencing.

Putting a deal together can sometimes prove a hard task in the current climate however we aim to make sure that all parties involved have the complete package they are looking for be it a freehold or leasehold For more information contact Parsons Son and Basley on 01243 810708 or 01243 868600. Alternatively try, 07725 723021 or visit our website at www.psandb.co.uk

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SOVEREIGN COMMERCIAL Installations Limited

My advice?

Your Commercial Refurbishment & Construction Specialists One Stop Commercial Solutions

Partitions create the kind of working space your business, staff and customers need.

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The range of materials encompasses everything from glass to steel and you can choose fire protection materials to meet today’s building regulations. These include soundproofing, impact and fire resistant glass, integral blinds for privacy, tough steel for security or in a workshop environment. Don’t try to decide what’s best for your needs – tell us what you want to achieve and we’ll help you get the best solution for your business and budget.

www.sovereigncommercial.com Sovereign House, Avenue Lane EASTBOURNE East Sussex BN21 3UL T: 01323-439090 F: 01323-721967 E: info@sovereigncommercial.com

Simple – do not undertake your lease renewal or negotiate a new lease without advice (& before incurring legal costs).

We purely represent commercial tenants and therefore have no conflicts of interest with Landlord clients. This is almost unique.

Our biggest “competitor” is the executive who does it themselves (invariably lamenting it when later talking about their “good deal”).

Why not call for a chat about what you want to achieve? I loathe “selling” and will only suggest working with you if I can add real value, ideally saving you a lot of time, money and heartache.

Email for a copy of our Leasing Guide Call now on 01444 455 566 or email srh@hillier-associates.co.uk The Future is Bright for Business Tenants

Fast-track your career Our part-time courses will help expand your career options and increase your earning potential. They allow you to combine work and study, and will develop and update your professional skills.

Take your career to the next level with: • The Brighton MBA (CMI accredited) • Professional Accounting (ACCA accredited) • Management and Leadership Diploma (CMI accredited) • Human Resource Management Diploma (CIPD accredited) • Diploma in Law (Law Society accredited)

Book your place on our open evening: Thursday 18 July

01273 761114 business@brighton.ac.uk www.brighton.ac.uk/bbs/parttime

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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.

Pampurr your pets Member 32 Edward Road, Haywards Heath, West Sussex, RH16 4QH Pam Weeks T: +44(0)7793 879431 EDG SB Ltd Member The Mews, 70 London Road, Burgess Hill, West Sussex, RH15 8NB Donald Galloway, Director T: 44(0)1444 248691 E: dgalloway@edg.co.uk W: www.edg.co.uk TCS Crawley Ltd Member Unit 1 Kilmarnock Farm, Charlwood Road, Ifield, Crawley, West Sussex, RH11 0JY Andrew Trower, MD T: +44(0)1293 546685 E: andy@tcscrawley.co.uk W: www.trowercommercials.co.uk Brighton & Hoveâ&#x20AC;&#x2122;s Alcohol & the Workforce service Start-up 9 The Drive, Hove, East Sussex, BN3 3JE David Perry T: +44(0)1273 823026 E: dave.perry2@nhs.net W: www.thinkdrinkdrugs.com Burningsuit Ltd Member 12 Ostlers View, Billingshurst, West Sussex, RH14 9LU Stuart Box, Director T: +44(0)1403 786740 E: stuart.box@burningsuit.co.uk W: www.burningsuit.co.uk

contact

Nitech Ltd Member 4-6 Highfield Business Park, Churchfields Industrial Estate, St. Leonards-on-Sea, East Sussex, TN38 9UB Lyn Neal T: +44(0)1424 852 788 E: accounts@nitech.co.uk W: www.nitech.co.uk C & W Seals Ltd Member Unit 15 Orchard Business Park, North End Road, Yapton, West Sussex, BN18 0GA Chris Wilmot T: +44(0)1243 555117 E: candwseals@btconnect.com W: www.candwseals.co.uk The Old Ship Hotel Member Plus Kings Road, Brighton, East Sussex, BN1 1NR Paul Ford T: +44(0)1273 329001 E: p.ford@pumahotels.co.uk W: www.oldship-brighton.com Pentagon Plastics Ltd Member Plus Unit 4, Blatchford Road, Horsham, West Sussex, RH13 5QR Gabby Day T: +44(0)1403 264397 E: Sales@pentagonplastics.co.uk W: www.pentagonplastics.co.uk Pro-Opt Consulting Ltd Member 1 Watermeadow Cottages, Warningcamp, Arundel, West Sussex, BN18 9QL Roger Anscombe, Director T: +44(0)0776 886 4756 E: rogeranscombe@pro-opt.co.uk

Amberley Project Management Ltd Member Dolphin Cottage, 16 Ursula Avenue, Selsey, Chichester, West Sussex, PO20 0HT Stephen Royffe T: +44(0)1243 605329 E: s.royffe@btopenworld.com W: www.amberley.vpweb.co.uk Plug and Play Start-up Brighton Media Centre, 15-17 Middle Street, Brighton, East Sussex, BN1 1AL Mike Ward T: +44(0)07833 240 295 E: mike.ward@plugandplaydesign.co.uk W: www.plugandplaydesign.co.uk/brighton Aspects Beauty Company Ltd Member Balneath Manor, South Chailey, Lewes, East Sussex, BN8 4AP Andrew Field, Finance Director T: +44(0)1273 408837 E: andrew.field@aspectsbeauty.net W: www.aspectsbeauty.com PEP the Printers Member Unit 5 Phoenix Court, Dominion Way, Rustington, Littlehampton, West Sussex, BN16 3HQ Andrew Landen, Printing T: +44(0)1903 641714 E: andi@pep4print.co.uk W: www.pep4print.co.uk Healthwatch Member County Hall North, Chartway, Horsham, West Sussex, RH12 1XA David Liley T: +44(0)1403 276601 E: mark.habibi@helpandcare.org.uk W: www.makesachange.org.uk

SUSSEX ENTERPRISE 0845 67 888 67 www.sussexenterprise.co.uk

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TJ Waste & Recycling Ltd Member 127 Wickham Road, Fareham, Hampshire, PO17 5BP Luke Haskell

People at Work Start-up 38 Robertson Road, Brighton, East Sussex, BN1 5NJ Mo Rasanayagam, Director

T: +44(0)01329 226464 E: lhaskell@tj-transport.co.uk W: www.tj-transport.co.uk

T: +44(0)07788 269409

Goreco - IMFS Limited Start-up 23 Ormonde Way, Shoreham Beach, Shoreham, West Sussex, BN43 5YB Gary Gore T: +44(0)7933 105204 E: gary@goreco-imfs.co.uk W: www.goreco-imfs.co.uk Buymycar online ltd Start-up 47 Terminus Avenue, Terminus Avenue, Bexhill-on-Sea, East Sussex, TN39 3LY Robert Prime T: +44(0)7515 714 091 E: rob@buymycar.com W: www.buymycar.com Maclean Communications Start-up 35 Southdown Road, Portslade, Brighton, East Sussex, BN41 2HL Sarah Maclean

R C Brown Investment Management PLC Member The Officers’ Mess, Coldstream Road, Caterham, Surrey, CR3 5QX Robert Clark T: +44(0)770 2942 690 E: robert.clark@rcbim.co.uk Avanta Enterprises Member 2nd Floor, Churchwood House, 116 Cockfosters Road, Cockfosters, Hertfordshire, EN4 0DR Nathan Huet T: +44(0)20 8367 0647 E: nathan.huet@avanta.uk.com W: www.avanta.uk.com Omnis Systems Ltd Member Plus The Sussex Innovation Centre, University of Sussex, Science Park Square, Falmer, East Sussex, BN1 9SB Paolo Vecchi, MD

T: +44(0)07976 782 817 E: macleancomms@gmail.com

T: +44(0)0845 5218 299 E: paolo@omnis-systems.com W: www.omnis-systems.com

University of Sussex Member Plus Falmer House, Falmer, Brighton, East Sussex, BN1 9QF Claire Potter, Senior Placements and Work Experience Officer

Nature Healing Nature Start-up 10 Parnell Close, Maidenbower, Crawley, West Sussex, RH10 7QZ Sam Doyle, Owner

T: +44(0)1273 606755 E: cp78@sussex.ac.uk W: www.ussu.info

T: +44(0)1293 889109 E: info@naturehealingnature.co.uk W: www.naturehealingnature.co.uk

Outlets Direct Start-up 36 Red Admiral Road, Horsham, West Sussex, RH12 5YJ Alan Cooke

Imagen Art Start-up 20 Claremont, Hastings, East Sussex, TN34 1HA Peter Armstrong, Owner

T: +44(0)1403 251733 E: sales@outletsdirect.co.uk W: www.outletsdirect.co.uk

T: +44(0)01424 447518 E: armstrong@imagenart.co.uk W: www.imagenart.co.uk

contact

Crunch Accounting celebrates fourth birthday

Online accountancy firm Crunch Accounting has celebrated its fourth birthday and 60% annual growth, with an annual fee income over £2.5million, which takes it inside the UK’s largest top 100 accounting firms for the first time (based on fee incomes published in Accountancy Age’s top 100).

Building rapidly from its first client four years ago, Crunch marked its fourth birthday by signing up its 3,500th customer and employing its 78th staff member.

Crunch accounting now has an annual fee income of £2,583,000* and boasts a 60% growth in revenue compared to the same time last year. This means that Crunch now sits in the country’s top 0.3% of accountancy firms** (based on fee income) and would be the youngest company in the top 100.

Darren Fell, MD at Crunch said: “By offering great customer service from a team of accountants, alongside our easy to use accounting software, we have achieved this meteoric growth in only four years.

Growing to a size that takes us inside the top 100 accounting firms has been a personal ambition of mine, and even I’m surprised to have reached this point on only our fourth birthday.

“Going forward, things look better than ever. We’ve also just had our best month in terms of sales, and our RTI software update is fully in place and free to all of our customers,“ added Fell.

There remain a number of vacancies at Crunch which are posted on its website, including senior designer/UI developer and account manager. Anyone interested in applying should go to http://www.crunch. co.uk/careers/.

SUSSEX ENTERPRISE 0845 67 888 67 www.sussexenterprise.co.uk june/july 2013 business edge

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46 business matters

Local firms struggle to improve their businesses A breakfast presentation by Helen Pattinson, Co-Founder of Montezumas Chocolate, prompted SFM Consulting, a Chichester-based consultancy, to undertake a survey of local firms to find out how many claimed to be struggling to find time to improve their businesses.

A massive 89.5% of local SME directors claimed that finding time to plan the direction of their business was a serious issue.

The idea for the survey came from a business breakfast moderated and hosted by SFM Consulting at which Helen Pattinson, Co-Founder and Director of Montezumas Chocolate, spoke about some of the challenges she and her husband faced when growing their business. Their greatest challenge, she recalled, was finding time to work on the business rather than in it.

To understand whether other SME’s faced this challenge, SFM Consulting conducted a survey and results were consistent with Helen’s experience 89.5% of respondents agreed this was a problem, and: 64% of respondents said that servicing and managing existing clients was a barrier to finding time to work on their business, as they had more work than there were people able to do it.

Day to day tasks seem to be a a huge drain on time for 89.6% of respondents.

They cited the volume of e-mails (31%), day to day administration associated with running a business, for example, insurance, accounts, payroll (31%) and constant interruptions from staff (27.6%).

Front: Dave Britton, MD Gemini Brighton formally Andus Print 2nd Row: L to R: Steve Cropper, MD Gemini Group, Richard Golds (Gemini Brighton) Back row: L to R Mike Webb and Steve Roe

The new name in print in Brighton Sarah Matthews, Principal of SFM Consulting said: “These results are worrying, because if businesses do not make the time to plan how to improve and compete even harder in today’s difficult markets, they will surely suffer.

We all know that it is easier to spend time on the urgent business matters at the expense of what’s really important, but this is something business leaders will have to address if they are to succeed.”

Tough challenge Staff at the Focus Group are to tackle the Three Peaks Challenge. On June 28, eleven staff will undertake the feat to raise money for their chosen charities.

The challenge is to climb, and travel between, the tallest mountains in England, Scotland and Wales within 24 hours.

The Three Peaks are: Ben Nevis - Scotland: 1344 metres Scafell Pike - England: 978 metres Snowdon - Wales: 1085 metres The distance walked is 25 miles, the height climbed is around 10,000 feet, and the distance to be covered between the mountains is 450 miles.

To find out more visit: www.focus-grp.co.uk/3peaks/

A Brighton business, established over 25 years ago, has revealed its new identity.

Printing, fulfillment and all round ecobusiness, Andus Print, has changed its name to Gemini Brighton.

The rebrand is part of the business strategy to firmly position the brand within the Gemini group of expert printers. The new name will help communicate the company’s clear Brighton focus, its eco credentials and its impressively comprehensive service offering in litho and digital print, as well as web development and graphic design.

The £2 million business, that has always been part of the Gemini Group, timed the launch of the new brand to coincide with May Day, the official start to summer and will be hosting a rebrand launch party in July.

Dave Britton, Managing Director, Gemini Brighton, said: “We are proud that Gemini Brighton is the only on-site expert printers in the city. Our Crowhurst Road operation was originally established in 1989 and has enjoyed an enviable reputation in the Brighton market ever since. Our rebrand to Gemini Brighton will maintain our Brighton focus while also help communicate our extended service offerings as part of the larger Gemini Group.”

The Gemini group of printers includes: Gemini Press, Gemini Digital, Gemini West (located in Bristol) and now Gemini Brighton (formerly known as Andus Print) For more information visit: www.gemini-brighton.co.uk

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Quality Care Homes The Carlton Group: Based in Lancing in West Sussex, this family owned company was established over 65 years ago. In 2000 the original name of the company was changed to Carlton Beauty & Spa Ltd. Carlton Beauty & Spa is renowned as a leading UK based manufacturer of electrotherapy equipment, furniture and accessories for the beauty and spa industries. Manufacturers and suppliers of equipment, Carlton Beauty & Spa’s superior product knowledge allows them to offer customers the best after care and technical support in the business.

Freedom & Independence with Discreet Care

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RDB 5 Star Rating

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Permanent, short stays and holidays

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Experienced, trained and caring staff

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Excellent food prepared by in-house chef

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Optional varied social programme

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All rooms with full ensuite facilities

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Lift to all floors

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South facing walled garden

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Opposite the sea & near local amenities

For further information Elaine Darby Pembroke Hotel for the Retired 2 Third Avenue Hove, Sussex BN3 2PD

Tel: 01273 326942 Tel: 01444 881307

info@pembrokecaregroup.co.uk www.pembrokecaregroup.com

Specialist Transport

Carlton Professional, The Carlton Group’s product range, includes electrotherapy equipment, which combines top quality manufacturing at prices appealing to the cost conscious. All Carlton Professional electrotherapy equipment is robust, reliable and results driven. The Carlton Professional range has grown and been developed by Chairman, Angela Barbagelata-Fabes and now includes over 20 electrotherapy machines, as well as 12 styles of couch and a plethora of furniture and accessories. The Carlton Professional brand is synonymous of affordable luxury.

With decades of experience in the furniture business, The Carlton Group understands the importance of making client comfort a top priority. As a result, even budget conscious beds offer a range of adjustments. This attention to detail ensures that every Carlton Professional couch offers a comfortable treatment for clients.

As well as manufacturing and supplying equipment both in the UK and worldwide to over 40 countries, The Carlton Group also offers college lecturers Continuing Professional Development (CPD) at their dedicated training facility, Carlton Tower. Delivered by The Carlton Group’s in house Trainer, the company also provides students with workshops to keep them up to date with the latest treatment advances in the beauty and spa industries.

In 2007, The Carlton Group established SEBTA, the Student Electrotherapy Beauty Therapist Award. The first of its kind in the UK, SEBTA celebrates excellence in electrotherapy. Now in its seventh year, SEBTA continues to grow and develop.

Carlton House, 1 Commerce Way, Lancing, West Sussex. BN15 8TA

A Door to Door Service Collection and delivery across the UK Unpackaged and delicate items a speciality

Te l : - 0 1 9 0 3 7 6 1 1 0 0 Fax:-01903 751 111 info@thecarltongroup.co.uk www.thecarltongroup.co.uk

enquiries@djhough.co.uk Battle East Sussex, TN33 0TP

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48 diary

Sussex Enterprise Networking Events Premier Lunch at the outstanding Wiston House When: 12:30pm – 15:00pm 6th June 2013 Where: Wiston House, Steyning We would be delighted for you to join us for a delicious two course lunch whilst networking with your fellow Premier Members at the glorious Wiston House which is Located at the foot of the South Downs in the Sussex countryside, Wiston House is an impressive sixteenth century Grade I Listed building, surrounded by over 6000 acres of parkland with magnificent views and a stunning milelong driveway through the park.

Full details to be announced shortly Premier Members: FREE Member Plus: £48 INC VAT

1-2-1 Business Review Clinic When: 10:00am – 16:00pm 11th June 2013 Where: Sussex Enterprisem Burgess Hill 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

Contact

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

These sessions are free to members at the Member Plus level and above. Not sure what level of membership you are?

Give me a call on 0844 37 595 45 to find out.

Prices for non Member Plus levels.

Standard Member - £25.00+VAT Non Member - £75+VAT

International Trade Forum - Ask The Experts When: 17:30pm – 20:30pm 19th June 2013 Where: Brighton University Whether you’re completely new to exporting, have some experience, or are looking to expand a well established range of global markets and services, the Sussex International Trade Forum is here to provide quality speakers, networking opportunities and support.

Kindly hosted by Brighton University, there will be a light buffet and refreshments on arrival.

Full details and guest speakers to be announced shortly.

Premier members – free Member plus – free Member & StartUp – free Non-members – free for those sampling events for the first time.

Pay as you go £24 inc vat.

Brunch followed by a day at the races When: 09:00am – 17:00pm 25th June 2013 Where: Brighton Racecourse Why not come and join us for brunch whilst networking with your fellow peers in the wonderful surroundings of the Brighton Racecourse.

Courtesy of the Brighton Racecourse, we are delighted to invite you to stay and watch the Horse Racing after brunch!

If you would like to stay on and watch the racing then please let us know upon booking so that we can pre-order your tickets.

If you would like to come along just for brunch and networking then this will take place from 09.00am - 11.30am.

Guest speaker to be announced shortly.

Premier members – free Member Plus – free Member & Start Up - free Non-members - £24 inc VAT or free to those who are sampling an event for the first time.

Sussex Enterprise Auto Enrolment Seminar with Opus Gold Financial Consultants hosted by Porsche!

When: 17:00pm – 20:00pm 11th July 2013 Where: Porsche Mid Sussex, Burgess Hill This event is being hosted exclusively for MD’s and FD’s of businesses across Sussex. The content is to help and assist companies to prepare for and obtain a greater understanding of the new Workplace Pension requirements under the Auto-Enrolment legislation.

Expert speakers will present everything that needs to be known on Auto Enrolment with practical help on how companies must comply with the new legislation. This event is being run in association with Sussex Enterprise.

Attendees will also have the opportunity to view the unique range of Porsche cars with the ability to arrange a test drive at a future date.

Premier members – free Member Plus – free Member & Start Up - free Non-members - £24 inc VAT or free to those who are sampling an event for the first time.

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

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Training courses Using Documentary Letters of Credit, Drafts and Bills When: 09:15 am – 16:30pm 17th June 2013 Where: Sussex Enterprise, Burgess Hill To use Letters of Credit effectively importers and exporters will need to fully understand the dynamics and terminology of a letter of credit, the role of each party, the importance of the shipping documents and the level of security offered.

This course will therefore examine LC process in detail and offer guidance on how to create a workable credit. It will consider the different interests of the exporter, importer and the banks and methods of reducing the risks for all parties.

It will also discuss methods of creating and collating accurate documents, the role of the draft (Bill of Exchange) and consider the options for negotiation of the credit and the current version of the rules that govern letters of credit (UCP600)

Who Should Attend?

This course is suitable for both importers and exporters.The content will be relevant to field and office based sales staff, purchasing staff, shipping and despatch personnel, accounts and finance staff, customer services, freight forwarders. No previous knowledge or experience is necessary and it will be suitable for experienced personnel who require an update on the latest rules.

Effective Time Management & Delegation When: 09:15am – 16:30pm 18th June 2013 Where: Sussex Enterprise, Burgess Hill During these tough economic times we are all trying to get more done with less resource.

For many of us the resource under the most pressure seems to be our time. This course is all about investing some time and energy up front so that you find ways to stay in control and become as effective at work as you can be. For many people this also means delegating the operational work effectively so they can be a better manager.

Contact

Topics covered include: • The three key principles of time management – Doing the right thing, at the right time, in the right way.

• Planning, setting goals and focusing on your purpose • How to make tough choices when something’s got to give • An in depth look at a prioritization matrix so you prioritise based on task impact not just urgency • Dealing with your ”time bandits” that steal your time • Using technology to stay organised and efficient • Meetings that are worth the time investment • Delegating effectively for long term gain

Appointment and Management of Agents and Distributors When: 09:30am – 16:30pm 4th July 2013 Where: Sussex Enterprise, Burgess Hill This course is graded as intermediate level and would qualify for 15 Continuous Professional Development points. If required, the CPD certificate will be issued by the Institute of Export This seminar deals with the vital area of International Agency and Distribution. It examines the differences between An Agent and A Distributor and when and where the use of each would be appropriate. The seminar will also discuss methods of finding, appointing and motivating agents and distributors and examines the relevant aspects of EU Law of Agency.

Who Should Attend?

This course will address all these issues and more. It will examine all aspects of export documentation from first enquiry to arrival of the goods at destination and will seek to establish best practice, emphasising the need for a clear and coherent audit trail for each shipment to ensure customs compliance.

Who should attend?

Designed for more experienced exporters, those who require a refresher course or updating in the latest procedures or those who have attended the Introduction to Export Operations course. It will be assumed that delegates have a basic knowledge of exporting procedures. The content will be relevant to field and office based sales staff, purchasing staff, shipping and despatch personnel, accounts and finance staff, customer services, freight forwarders

People and Team Management When: 09.15am – 16.30pm 9th July 2013 Where: Sussex Enterprise Offices, 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.

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

Senior management, company directors and all staff who are seeking to appoint agents and distributors or who are responsible for the management of them.

• Motivating your team to do their best

Exporting Understanding The Paperwork

• Building a high performing team spirit

• Setting goals and objectives for your team • Delivering effective negative feedback

When: 09:15am – 16:30pm 8th July 2013 Where: The Chatsworth Hotel, Worthing

For additional information on any of the above training courses, please visit our website www.sussexenterprise.co.uk or call 0844 371 5405 june/july 2013 business edge

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diary continued 1-2-1 Business Review Clinic When: 10:00am – 16:00pm 16th July 2013 Where: Sussex Enterprisem Burgess Hill 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 shortterm issues or provide advice on general business development.

Jim Edgar

Managing Director Veritek Global Ltd 1. Which words or phrase do you most often overuse?

“I’m raising the bar” – I strive to make our business better and my colleagues are used to my performance improvement demands.

2. Karaoke song of choice.

Just My Imagination by the Temptations, a real favourite of mine and fond memories of actually singing with the Temptations! In the early 80’s.

3. What’s your biggest regret?

My dad dying when I was 15, I would have loved him to have known my wife and children.

4. When and where were you happiest?

Every time we have a family holiday, a combination of us all being together in normally a relaxing environment.

5. When was the last time you lied?

The occasional white lie maybe, but I’m a great believer in openness and honesty and at times confronting the brutal truth.

6. What talent would you most like to have?

The talent to pick up a musical instrument and play it. I would love to be able to play the Saxophone.

7. What quality do you most admire in a person?

Resilience, I see too many people giving up at the first hurdle .

8. Which virtue is the most overrated?

Patience because I am the opposite ends of the scale.

9. Early mornings or late nights?

Both – always have been lively first thing and last thing much to some peoples annoyance.

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.

These sessions are free to members at the Member Plus level and above. Not sure what level of membership you are?

Give me a call on 0844 37 595 45 to find out.

We are delighted to welcome Clive Bonny of Strategic Management Partners Ltd. Clive will presenting 3 successful Growth Accelerator case studies that will show how small to medium sized private companies and Social Enterprises have accessed and used funded support from the £200 Million Business Innovation and Skills programme.

The presentation shows how SME’s have applied the funding to protect intellectual property, develop a business continuity plan, win a national quality award, diversify services, bid for public sector work and improve margins.

Premier members – free Member Plus – free Member & Start Up - free Non-members - £24 inc VAT or free to those who are sampling an event for the first time.

BBQ, Pimm’s and a full day of Cricket When: 09:30am – 17:00pm 18th July 2013 Where: Sussex County Cricket Club We would be delighted for you to join us for a delicious BBQ and a glass of Pimm’s whilst networking with your fellow peers at the Sussex County Cricket Club.

Prices for non Member Plus levels.

Standard Member - £25.00+VAT Non Member - £75+VAT

Courtesy of the Cricket Club, we are delighted to offer you a full day of watching the cricket before and after this lunch club. The cricket will go on from around 9.00am - 18.00pm, please let us know when you book your place if you would like to watch the cricket so that your tickets can be pre-ordered.

Business continuity Breakfast

If you would just like to attend the lunch club, this will take place between 12.30pm - 15.00pm.

When: 07:30am – 10:00am 16th July 2013 Where: Sussex Exchange, Hastings Come and join us for breakfast and network with other local businesses at the stylish, eco-friendly building known as the Sussex Exchange in Hastings.

A lunch club not to be missed!

Prices: Premier Members: FREE Member Plus: FREE Member and Start up: £35+VAT Non-member: £45+VAT

10. Deal or no deal?

No Deal, I’m normally happy to take a risk.

11. Tell us a secret.

I collect antique corkscrews a bizarre hobby that’s led me to all four corners of the globe making new friends and giving me the opportunity to excel in an area where I started with nothing.

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