Business Edge 17

OCTOBER/NOVEMBER 2013

the magazine for sussex enterprise members

Building Confidence on the increase in Sussex Page 26

British Chambers of Commerce

Inside | 04 welcome | 08 successful sussex | 12 focus | 16 the voice | 26 cover feature | 28 inspirational leaders | 38 chamber benefits

Get your finances into shape t t t t t t t

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contents 3

this month

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.

05 A new president of the British Chambers of Commerce appointed

The British Chambers of Commerce (BCC) has announced the appointment of Nora Senior as its new President, succeeding Martyn Pellew who stands down after two years in post.

5

26 Growing confidence

in construction industry tempered by challenges ahead

Sentiment in the construction industry is improving, but increased construction activity in Sussex has highlighted the challenges posed by ongoing skill shortages in the area.

Business Edge is a Sussex Enterprise publication.

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

SUSSEX ENTERPRISE

28 An accidental career

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

which led to business success

PRODUCTION & DESIGN

Melanie Richardson happily admits that her successful career in the high pressure world began by accident.

26

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

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ADVERTISING John Neilson, Business Development Manager, Distinctive Publishing, 6th Floor, Aidan House, Sunderland Road, Gateshead NE8 3HU Tel: 0845 884 2343 Email: john.neilson@distinctivegroup.co.uk

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n 05 Business Matters n 08 Successful Sussex n 09 Business Matters n 11 Business Matters n 12 Focus n 15 The Expert n 16 The Voice n 17 World View n 18 What Makes Me Mad n 21 Upstarts n 26 Cover Feature n 28 Inspirational Leaders n 36 Opinion n 38 Chamber Benefits n 44 New Members n 48 Diary n 50 Five Minutes With ...

ON THE COVER photoshop montage Andrew Miller | Studio

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DISCLAIMER Distinctive

John Dean & Francis Griss email:deangriss@btinternet.com www.distinctivepublishing.co.uk/ publications

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FEATURE EDITORS

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regulars

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British Chambers of Commerce

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Send your letters to the Editor to businessedgeenquiries@sussexenterprise.co.uk october/november 2013 business edge

4 welcome

Chris Goulding

Membership Account Executive

Welcome to the latest edition of Business Edge

Wendy Bell General Manager at Sussex Enterprise

Welcome to the magazine of sussex enterprise

Welcome to the October/November Edition of Business Edge, this time we’re looking at Building Sussex and we’re not just talking about building in the physical sense but building the success of Sussex businesses too.

The feel good factor that the summer bought to the country’s economy as a whole was mirrored in Sussex and let’s hope that this continues into a fantastic festive period for the county too.

But back to building Sussex, on the 15th October we’re reintroducing our construction forum and we’re looking forward to hearing all about the Mayfields Market Town plan with other interested parties. But there is so much to look forward to the coming months with decisions from the Davies Commission on the future of Airport development, exciting plans for water parks in Newhaven and the general feeling that we are really looking to the future of the area with positivity and excitement!

Your Voice The last Quarterly Economic Survey results will be out shortly but in the meantime we are really interested to know your views on all the development activity starting in the area. Do you want a second runway at Gatwick? What do you think about the road works on the A23? What improvements would like on the A27? What would you do differently? We’d really like to know your views we’ll publish some of your comments next month. To let us know your views please email: businessedgeenquiries@sussexenterprise.co.uk

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business edge october/november 2013

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The Man in the office writes: This year has certainly flown by, the heat wave now giving way to cooler autumnal temperatures.

It’s certainly been an interesting summer here at the chamber; I certainly feel a sense of optimism for 2014 that things are getting better for businesses in the region.

Something that I readily like to hear from and promote is the feeling of success from our members, be it a big bit of business won, a prestigious award, a re-brand or even a charitable event.

Members as diverse as Morgan Sindell, Kent, Sussex & Surrey Air Ambulance, Vent Axia and Gemini Brighton have provided us with recent examples of their successes.

Should you have a story or press release you wish to publicise please don’t hesitate to contact me.

In terms of events, the winter program is now in full swing, Tea on the Terrace was a rousing success and we’ve since held successful and well attended Inspirational breakfasts with Ed Wray and a brand new construction forum. chris.goulding@sussexenterprise.co.uk

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business matters 5

A new president of the British Chambers of Commerce appointed The British Chambers of Commerce (BCC) has announced the appointment of Nora Senior as its new President, succeeding Martyn Pellew who stands down after two years in post.

Nora has been recognised with a number of business achievement awards including Scottish Businesswoman of the Year. More recently, she was presented with the UK First Woman in the Media Award on 12 June.

Commenting on her appointment as BCC President, Nora Senior said:

Nora, who will be the business group’s first female President for ten years, was officially appointed at the BCC’s Annual General Meeting after serving as Vice President since June 2011.

Nora is the Executive Chair for UK Regions of global PR agency Weber Shandwick and has more than 20 years’ experience in the public relations and government affairs sector. She is currently chair of the Scottish Chambers of Commerce and is part of the Regional Advisory Group to the London Stock Exchange.

“The British Chambers of Commerce is a leading voice on all issues relating to business and I look forward to championing its crucial work, which benefits businesses of all sizes and sectors across the UK. There are many issues that still need government attention – particularly around the much-needed support for international trade and helping young people to join the workforce, both of which are so important if we are to see a sustainable economic recovery.

“Together with the support of Chambers of Commerce across the UK, I will be working hard to ensure that the views of the business community are heard at both a local and national level, and will continue to campaign for an enterprise-friendly environment so that existing and new businesses can thrive.

“At this crucial time for the UK economy, Chambers of Commerce are more important than ever. They act as a front door in every town and city across the UK, providing support to businesses directly at the coal face. Just take international trade as an example.

Chambers help businesses take their goods and services to new markets in

a number of different ways – acting as a first port of call for advice, holding export seminars, exchanging knowledge and best practice from ‘mature’ exporters and leading trade missions to fast-growing markets overseas.

“As someone who travels the world as a services exporter, I see first-hand how it’s become easier and more cost effective to trade internationally.

Businesses, particularly small- and medium-sized companies across all sectors, need to be encouraged to explore the potential to step into new markets – but the fear of exporting has be removed. Given the need for Britain to achieve an export-led recovery, Chambers are and will remain at the heart of this agenda.”

Outgoing President, Martyn Pellew, said: “During my tenure as President, I have worked alongside BCC Director General John Longworth to campaign on behalf of British business. My job has allowed me the privilege of visiting some truly inspiring companies over the last two years, many of whom are finding innovative ways to grow their businesses and increase their workforces. I know that with the help of their local Chambers, these businesses will continue to build on these successes.

“I now hand over to Nora, whose vast business and communications experience and previous involvement with the BCC will prove invaluable at this crucial time for the UK business community.”

october/november 2013 business edge

6 focus on conference

Help us raise £4 million!

Whilst meeting your own Corporate Social Responsibility!

The Aldingbourne Trust is an enterprising charity based in West Sussex which supports adults with learning disabilities to have the same opportunities as everyone else to live independent lives. Last year we launched our £4million Fundraising Appeal. The funds raised will be put towards the expansion of the Trust’s current facilities, including larger conference facilities, cafe and shop which will help to produce an income so we can become less reliant on government funding and provide additional development opportunities and paid work for adults with learning disabilities.

We are always looking for new opportunities, motivated individuals, organisations and corporate partners to offer their support to help us reach our target. By helping us, you will also be helping your own organisation meet your own Corporate Social Responsibility!

As a Corporate Partner of the Aldingbourne Trust you would receive a number of unique benefits such as tailor made packages which could include the use of the conference facilities; corporate team building events with full use of our facilities and training for your staff delivered by Powerful Trainers who all have a learning disability themselves.

Match Funding is becoming an increasingly popular way of companies demonstrating their Corporate Social Responsibility with companies often capping the amount at £500 per employee per annum. We have been delighted to receive some really generous donations from individuals and businesses in West Sussex and have had some fantastic support at numerous events.

In addition we have many fundraising events planned from a grand charity auction on 11th October 2013 to our Magic

of Christmas event on 7th December 2013. Maybe you would like to support one of our planned events or organise one of your own. Lastly but by no means least, you could join up to Unity Lottery where you could win up to £25,000 in a week! Please visit our website for more information. Please visit www.aldingbournetrust.co.uk for more details.

If you are interested in finding out more about our events, want to run your own fundraising event or would like to join our Fundraising Committee, please do not hesitate to contact Abigail Rowe: abigailr@aldingbournetrust.co.uk / 07802 783604.

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.

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.

business edge june/july 2013

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

bizbites

business matters 7 A look at business news in brief

Jim Edgar

Jonathan Briant

Martin Searle

£11 million management buy-out of Veritek Global n New apprentice for

award-winning law firm

n Local start-up reports 400% annual growth

Martin Searle Solicitors, an awardwinning Brighton law firm specialising in employment law and community care law, has recruited a Business & Administration apprentice, Alex Boy via City College Brighton and Hove’s Apprenticeship Team. “As a law firm with a strong community engagement programme, we’re committed to providing opportunities for young people in our city”, said Fiona Martin, the company’s Director and Head of Employment Law. “This fits well with our business requirements as we understand the importance of having a diverse team. This applies to age too.

Our employees now range from 18 to 68 years old and this helps us attract clients of all ages.” Office Manager Gill Payne added: “A lot of professional firms might feel they don’t have the time to commit to an apprentice, but City College have made the whole process simple and straightforward.”

If you’re an employer interested in taking on an apprentice, contact City Apprenticeships on 01273 667771 or email cityapprenticeships@ccb.ac.uk For City College media enquiries, please call Brian Bell, Marketing Communications Officer, on 01273 667788 Ext. 488 or email bb1@ccb. ac.uk website www.ccb.ac.uk

Digital start-up company Trackpal is bucking the economic downturn thanks to 400% revenue growth in a single year.

The company’s performance has been driven by organic growth rather than through outside or upfront investment.

Based in central Brighton, Trackpal is a Software as a Service (SaaS) company used by professionals working in the digital industry.

It has developed powerful software that completely automates the collection and reporting of digital marketing data.

Scott Lawson, Founder and Managing Director, said: “We’ve designed a very targeted service that solves a niche but common problem faced by digital professionals - namely how to collect and report on all their digital marketing data. We also save our clients a lot of money, which is incredibly helpful in a tough economy.

“We’re also proud to be part of Brighton & Hove’s burgeoning digital scene. The city has become a hub of digital talent and innovative start-ups.

We are always looking for talented local people to join the team and as well as ways that we can work with local digital agencies.”

Jim Edgar, Managing Director, and Jonathan Briant, Finance Director, of Veritek Global Ltd, the Eastbourne-based provider of outsourced technical services, have led a successful management buyout of the company with funding provided

by Mobeus Equity Partners LLP. In a joint statement, Jim and Jonathan said: “We are excited by the opportunities in front of us.

“Mobeus has been a fantastic partner through this process. Having understood the business quickly, they have consistently delivered against tight timeframes and taken a pragmatic approach to what has at times been a complex transaction. We look forward to a long and successful partnership.”

Mobeus is introducing Tom Chaloner as a new member to the Veritek Board.

Peter Shawyer, previously managing partner of Deloitte and presently, amongst other positions, Non-Executive Director of HSBC Bank Plc., will join the board as Non-Executive Chairman. Management will continue to control the operations and drive the business into new markets.

Chris Price, Investment Director at Mobeus, said: “Veritek is a superbly managed business with an exciting future ahead of it as it increasingly diversifies its business into areas such as healthcare and graphics.”

Adrian Teulon and Noritsu, the original owners of the company, will no longer have any involvement with the business.

Veritek provides European wide installation, maintenance and support services for blue-chip owners of a wide range of complex imaging equipment.

october/november 2013 business edge

8 successful sussex

Nick Handley Executive Chairman at Sussex Enterprise

Electronics business celebrates Chamber Awards success Electronic Temperature Instruments Ltd, a manufacturer of Digital Thermometers based in Worthing, was crowned one of the winners in the London & South East heats of the Chamber Awards 2013.

The British Chambers of Commerce (BCC) Chamber Awards, now in their 10th year, is one of the showpiece events in the business calendar, highlighting the role of business as a positive force for the UK recovery, and for local communities.

Having won the Exporter of the Year, Electronic Temperature Instruments Ltd will now go forward to represent the London & South East Region in the national finals, which take place in London on November 29.

Nora Senior, President of the British Chambers of Commerce (BCC) said: “I visit businesses up and down the country and am constantly impressed by their determination, innovation and the contributions they are making to their local communities.

“Many of them are optimistic and looking for opportunities to grow and find new markets for their products and services both at home and abroad.

“These are the kinds of businesses that will become the wealth creators of tomorrow, and will play a crucial role in helping the UK economy move from being good, to being great in the

business edge october/november 2013

months and years ahead. The Chamber Awards, now in its tenth anniversary year, is the perfect platform to showcase the amazing work of UK firms across the country, and show the world why Business is Good for Britain.”

ETI has a comprehensive, global network of distributors enabling ETI products to be sold worldwide.

EVENTS In addition to manufacturing thermometers, hygrometers, damp meters and analytical instrumentation, ETI has in-house UKAS accredited calibration laboratories for both temperature and humidity.

For further information or to book LEARNING & DEVELOPMENT your place at the National Awards Final, visit www.chamberawards.co.uk

uccessful

uccessful

uccessful

SUSSEX

Are You a Gazelle or a Gorilla?

When asked to write my column on Building Sussex, I had two thoughts. Perhaps I should write on the construction sector as Sussex Enterprise is planning a construction forum – allowing managers in the construction sector across Sussex to meet regularly.

I then thought I should write about building the economy in Sussex, a subject dear to our hearts at Sussex Enterprise. To this end, we have recently joined the Be The Business Consortium in West Sussex.

Commissioned by the County Council, its role has the key priority of boosting local economic growth and creating jobs by offering a range of services to business. This is one of the many ways we are looking to build Sussex.

Finally, I want to ask if you are a gazelle or a gorilla. This is not some sort of zoological survey but an in vogue description of businesses and their growth rates.

Gazelles are defined as – “those high growth businesses that deliver sustained 20% growth over a threeyear period”. These are innovative firms with differentiated products and services that stand out from the crowd. They have strong leadership and are entrepreneurial as well as disciplined in their approach to business.

Gorillas on the other hand are defined as “high growth businesses less than 10 years old with a physical presence in at least 3 countries and employing over 500 people”.

We know that there are large numbers of Gazelles and Gorillas in Sussex and Sussex Enterprise is pleased to help them and indeed businesses of all sizes in order to build Sussex.

business matters 9

Ronnie George

Vent-Axia to represent UK in Europe’s business awards Sussex-based Vent-Axia, a leader in low-carbon ventilation, will represent the UK as a National Champion in the prestigious European Business Awards 2013/14.

Vent-Axia beat off stiff competition to be selected as a National Champion and will now compete for Ruban d’Honneur status in ‘The Infosys Business of the Year Award with a turnover of €26150m’ category in the next round of the competition. Final category winners will be unveiled in April 2014.

The European Business Awards has identified some of Europe’s brightest businesses based on their ability to demonstrate the three core principles at the heart of the Awards programme.

The esteemed panel of judges were looking for organisations to represent the UK who exhibited the highest levels of innovation, business excellence and sustainability.

Key to Vent-Axia’s award entry was the company bucking the current economic trend by doubling its manufacturing capacity of unitary domestic fans at its UK Crawley site.

Ronnie George, CEO, said: “At Vent-Axia, we’re absolutely delighted to be selected

to represent the UK. As a leading British manufacturer we are proud to pave the way through our innovation and design.

We’ve been operating for over 75 years in the ventilation sector and it’s an honour to be recognised as one of the leading organisations in our country and in our field.“

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october/november 2013 business edge

10 advertorial

MBA scholarship winners raring to go Two Hampshire men have won scholarships worth £17,600 each to study for their Master of Business Administration (MBA) at the University of Portsmouth.

Former school teacher Danny Glavin, who runs his own charity, and senior IT manager Paul Rolfe started studying this autumn.

The Innovation Scholarships are being offered for the first time this year in a bid to encourage and foster creativity and innovation and to support those who wish to make a greater leadership contribution in the future.

The scholarships are funded by Portsmouth Business School and supported by the city’s Cathedral Innovation Centre, and the Royal Society of Arts.

Danny, 26, of Fareham, has already raised tens of thousands of pounds for military charities through a national in-schools ‘Heroes Day’ he started. The venture became a hit with teachers and pupils across the country and was reported in many national news outlets

Winning ideas: Paul Rolfe, left, and Danny Glavin

and endorsed by Prime Minister David Cameron in the House of Commons.

He said studying for his MBA will help build and advance his new charity The Inspiration Federation, which promotes leadership, citizenship and social responsibility among young people.

Danny said: “Working hard to champion the truly inspirational heroes in our society through education, and raising

funds for them is something I am extremely passionate about. As well as promoting positive leadership, citizenship and social responsibility among young people.”

Paul, 34, of Portsmouth, has a strong track record of finding ways of using technology to improve the way public sector organisations are run, improving efficiency and effectiveness.

Paul is Head of Technology and Innovation at Highbury College, where he has been responsible for, among many initiatives, setting up an e-ambassador programme in which students mentor their teachers to make better use of digital technologies and a programme to streamline the college’s application and enrolment process using mobile technologies.

He said: “As a technologist, I am passionate about identifying how digital technologies can be innovatively exploited to improve business processes, ultimately leading to more efficient and effective methods of working. The MBA will enable me to work with like-minded individuals, sharpen my skills and improve my knowledge of business, innovation and creative thinking.”

Show you mean business. Go back to school.

Portsmouth Business School’s Master of Business Administration (MBA) will provide you with the opportunity to develop your strategic problem-solving skills whilst mastering the latest business knowledge and practice: • • • • •

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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.

‘Since graduating, I’ve applied much of what I have learnt through new challenging roles in the UK and internationally.’

Marc Gray, Performance Excellence Manager, BAE Systems

www.port.ac.uk business edge october/november 2013

For more information or to apply: T: +44 (0)23 9284 4888 E: mba.admissions@ port.ac.uk W: www.port.ac.uk/mba

business matters 11

Opportunities open up for students Spofforths, chartered accountants and professional advisors, has a commitment to employing students and in September ten of them joined the firm to start their accountancy training.

Most students come to Spofforths from A Levels or University, keen to progress their accountancy careers and in the areas around Spofforths offices in Brighton, Chichester, Horsham, Worthing and Storrington, the firm continues to build strong links with 6th form colleges.

The aim is to attract people with good A Level grades who wish to follow an alternative qualification route to university by joining the accounts and audit teams.

A number of past students have won national ICAEW (Institute of Chartered Accountants in England and Wales) awards and this year, Spofforths announced three prize winners; Hayley Cleaver (1st) Order of Merit for the Professional Stage, Jake Standing the Order of Merit (1st) for the Advanced Stage and Chris Hatley the Order of Merit (9th) for the Advanced Stage.

Gill Whensley, HR Director at Spofforths, said: “We like to tap into

The students preparing for new challenges

their enthusiasm to learn and develop and encourage students to put their studies into practice as soon as possible.

“We, therefore, look for enthusiastic and motivated people who are prepared to work hard and quickly take personal responsibility as they experience all the different aspects of the job.”

This year’s intake sees four students starting their AAT courses (as apprentices) and six graduates who will be studying for their ACA qualifications. Providing Spofforths has the opportunities, students may stay on after qualifications to consolidate their experience.

Spofforths is always interested in receiving applications for student vacancies via their website www.spofforths.co.uk, or by contacting the HR department at hr@spofforths.co.uk

Businesses invited to have their say Business people across West Sussex are being invited to give their views on a range of economic issues following the launch of the West Sussex Independent Economic Commission.

The Economic Commission is a body of leading business and economic professionals, who will look at the main challenges to economic development in the county, and what support should be offered to enable growth opportunities.

Businesses and stakeholders who want to give their views on key economic development opportunities, issues, challenges and barriers in West Sussex, are invited to respond to the Commission’s call for evidence.

The findings will be considered by the Commission later in the year and presented to West Sussex County Council to decide the next steps in January.

The study has been initiated by the County Council. Shared Intelligence, a national economic development consultancy will also provide support to the Independent Economic Commission, for the duration of their work.

Further information and details of how to submit views in response to the Commission’s call for evidence by the 8th November 2013, is available via their website: www.wsiec.org or follow the Commission’s work on Twitter via @wseconomy and #wseconomy.

october/november 2013 business edge

12 focus

Exciting times ahead as £1.2bn airport investment nears completion Few airports in the world have undergone as dramatic a transformation in recent times as that being created at London Gatwick Airport.

Stewart Wingate

n £1.2bn transformation nears

completion n Passenger numbers increased to 34.2million n Second runway crucial to he future Driving the £1.2bn project is an ambition to become the airport of choice, not only in London but in Europe.

The catalyst for the transformation was the announcement in October 2009 that American firm Global Infrastructure Partners had acquired Gatwick, the second

business edge october/november 2013

largest airport in the United Kingdom by passenger traffic, for £1.5 billion from BAA. Since then, the company has embarked on a £1.2bn capital investment programme, which will be finished by March next year.

The benefits that passengers are already enjoying through the investment include: a quick and convenient connection on the improved inter-terminal shuttle quick and easy access into North Terminal through a new interchange which includes a new forecourt, shuttle station, lifts and escalators an extension to North Terminal, including new check-in zones and a new baggage reclaim area easier access into South Terminal with a large new entrance and improvements to the forecourts a lighter, brighter and less cluttered feel to the check-in and arrivals areas, with new flooring throughout improvements to the departure lounges in both terminals, with new brands and better facilities .

Stewart Wingate, London Gatwick Chief Executive, who came into the post as part of the takeover, said: “For me, the big change came when the airport’s new owners took over.

“Walking in the door, it was clear that the airport desperately needed investment. It had suffered under-investment for years.

Our evidence shows clearly that an additional runway at Gatwick would best serve the needs of all passengers and, in addition, our proposals are a less complex build than Heathrow‘s.

“Gatwick was a great airport but one that was not fulfilling its potential and the new owners committed £1.2bn to improve service levels.

“For instance, one of our passenger commitments is We Hate

Capital Investment

focus 13

Two-runway Gatwick

Queues. You do not want to queue at check-in, you do not want to queue at security, you do not even want to queue in the newsagents and our investment has been targeted at improving everything for the passenger.

“Things are much better now and it is not us saying that, it is based on feedback from our passengers.

“The work has allowed us to increase the number of passengers using the airport each year from thirty one million on day one to nearly thirty five million and we have also been able to increase connectivity, bringing in new airlines and new routes, which helps the region’s businesses to reach emerging markets.”

Those new services include new routes to Istanbul, Moscow and Vietnam, which has created opportunities for local businesses.

Improving connectivity with the rest of the world, much of which helps boost local businesses, is at the heart of much that Gatwick does.

It certainly lies at the centre of London Gatwick’s proposals to the Airports Commission for a second runway, positioned to the south of the current site.

Gatwick says that it has provided a robust and compelling case which it believes outlines the most affordable, sustainable and deliverable solution for London and for the UK.

Included in the proposal are pledges for: n 19,000 new jobs n investment benefits would be worth £56bn between now and 2050 for the national economy n up to £4.6bn per year to the regional economy n increased direct connections to Europe and beyond, giving local businesses the chance to explore more international opportunities n strong support from local stakeholders, including Sussex Enterprise, West Sussex County Council, Kent County Council, Gatwick Diamond Business, Gatwick Diamond Initiative, Coast 2 Capital.

Gatwick says that a second runway is the best and most deliverable solution for the UK, one that can be privately financed and would not require substantial government subsidy, as extensions to Heathrow or the construction of a new Estuary airport would.

Stewart said: “Fifty proposals have been submitted and we expect to be on the shortlist when it is announced at the end of the year.

“We believe that the idea of a new Estuary airport will drop away because it is simply unaffordable.

“We feel that there is the strongest case for having a second runway at Gatwick and having, for the first time in a generation, Gatwick the same size as Heathrow.

“Our evidence shows clearly that an additional runway at Gatwick would best serve the needs of all passengers and, in addition, our proposals are a less complex build than Heathrow‘s “We believe that a second runway at Gatwick would open up opportunities for businesses by allowing us to open the new routes that we need, which would allow us to compete not just with Heathrow head-on but globally as well.”

october/november 2013 business edge

Roffey Park Institute A unique venue in West Sussex

Purpose built, contemporary venue 20 conference rooms Facilities for 8-120 people 60 executive bedrooms with free WiFi 40 acres of landscaped grounds Friendly, welcoming conference and hospitality staff All conference packages include AV/IT equipment and on-site support Easy access to rail, air and road networks Telephone: 01293 854044 Email: venue@roffeypark.com Roffey Park Institute, Forest Road, Horsham, West Sussex, RH12 4TB

www.sussexvenue.com/be Private events activity is undertaken by Roffey Park Services Limited, a Company Limited by Shares Registered in England No 5025908, a wholly owned subsidiary of Roffey Park Institute Limited.

Advert Sussex venue.indd 1

08/05/2013 11:27:46

THEY CALL IT INFORMATION TECHNOLOGY, WE THINK IT’S ALL ABOUT PEOPLE. We’ve been living and breathing technology for over seventeen years but what we really care about is our people and our customers.

Extensive, up to the minute knowledge allows us to help our clients achieve productive and reliable systems that power their thriving businesses. We believe the advisory relationship we build with our clients supports their success.

We would love to talk to you about your technology and offer a free IT audit with no obligations to use our services.

Gary and Graham—our directors

0845 0700 585 — sales@cnc-ltd.co.uk — www.cnc-ltd.co.uk

business edge october/november 2013

the expert 15

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

Why do I need a website?

answer

Peter Western Internet Islands

answer

Malcolm Davison

Managing Director writingfortheweb

If you have many services you may need a larger site with many different features, eg a database, Social Media links and many other possible extras. The list goes on.

You should have a clear idea of what you want your site to do. If you tackle it just like you would you Business Plan, you can give the web designer an overview of your goals and aims for the future.

You should also be prepared to provide the majority of text for the various pages, as well as some images, including your logo (if you have one).

In summary then: Consumers today expect businesses to have a website. Therefore if you do not have a website you will almost certainly be missing out on potential new custom and may even lose existing customers to businesses who are represented on the internet.How your service is perceived is vital. A well designed website can create a positive perception of your business, instilling confidence, credibility, and looking very professional.

For further details please contact: Peter Western Internet Islands (Sussex) sussex@internetislands.co.uk 01444 458437 http://www.internetislands.co.uk

The Internet is a very powerful medium promoting your service 24 hours per day accessible to customers not only at their place of work but also in their homes. You can be assured some of your competitors will have websites advertising their services on the internet.

If you are a business start up your budget may be tight and need to look for an affordable website design and hosting service, that gets your products or service to a wide audience.

There are many web design companies and do it yourself options to create your web presence.

Many companies dont know where to start when it comes to the technical knowledge required to design a good website.

Moreover, company owners don’t have time to “do it themselves” and in some cases have no idea who to go to, or even if they need a website.

Like a good company Logo, your website says something about your company and needs to look professional, not a hastily created site that looks “home made”.

Your website can be as simple as a 3 page one which has the main information needed to promote your business, some background information and your contact details.

Should I adapt my website for mobile phone readers?

Just 10% of people look at websites using their smartphone. And in a report from Google last year we learned that 90% of people who do this will, due to the viewing frustrations, continue their reading on another device.

While there are web page creation programs (CMS systems) that aim to improve presentation of content on mobile devices (using ‘responsive design’) - the automation can deliver questionable results and will often compromise the web pages when viewed on larger screens.

We also know that sales conversion rates from smartphones are only 33% of those

viewing on larger screens such as office PCs, laptops and tablets.

So write good concise content optimised for viewing on PCs. But short useful data and basic online interactions can be adapted to help the phone user, perhaps linked from the home page.

More about this on my blog at writingfortheweb.tumblr.com.

Malcolm Davison Managing Director www.writingfortheweb.co.uk 01444 254780

Insights Discovery® Management & Communication Workshops See our website or call us to book your place NOW

T: 0845 217 9696 W: www.learningcog.com E: info@learningcog.com

Our unique workshop uses the Insights Discovery personal profile to look at your character type and help you understand your working style and how you communicate as a manager to everyone around you to aid you to build stronger relationships with colleagues and customers “This workshop was a fantastic mix of Management Development with and engaging and entertaining training style. The “insight” that we took away from this training has proved invaluable to our business....”

Mike Robinson, Managing Director, Euphoria Lifestyle

october/november 2013 business edge

16 the voice

Want to save water, energy and money?

It’s estimated that UK businesses lose billions of pounds each year by wasting water and energy.

Now Southern Water and the South Downs National Park Authority (SDNPA) have joined forces to offer one local business the opportunity to cut their costs by trialling a new efficiency service.

The trial will include an audit of your business premises, together with the installation of water and energy-saving products, such as tap aerators and lowenergy light bulbs.

There are no ‘up front costs’. Once the work has been carried out, and the savings verified, the business would be asked to pay a contribution from these savings which Southern Water and the SDNPA will reinvest in the project.

To find out more, or volunteer to take part, please contact Ben Earl, Southern Water’s Water Efficiency Manager via ben. earl@southernwater.co.uk. The trial will involve the selection of a suitable small or medium sized business from within the Southern Water supply area and will be closely monitored. The savings made will be tracked and included in a report on the project to help promote it more widely.

For advice on making your business water efficient, please visit our website www.southernwater.co.uk/for-business/ business edge october/november 2013

Be the Business As part of their commitment to support businesses, West Sussex County Council has launched the Be the Business (BtheB) Programme.

This will offer: n one-to-one support to businesses; n grants to help people who want to start a new enterprise or grow their businesses locally; and n new funding opportunities for existing businesses to take on higher apprentices.

Be the Business seeks to drive the levels of entrepreneurship, productivity and employment growth within West Sussex. It’s funded by the Kick Start Programme, set up in 2011 to help unlock the potential of the local economy.

The Be the Business programme has two main strands: n Be the Business support and grants.

n Higher Apprenticeship Grants.

The program of support to businesses will contribute to achieving the long term goals for the economy as reflected in the West Sussex Economic Strategy 2012-2020. These include: n making West Sussex a first class business location; n creating a highly competitive economy and business population; n higher levels of business concentrations; n creating a higher number of accessible jobs that offer a variety of careers for all ages of residents; n sustainable living and working communities; and n high levels of investment and levered funding.

For further information please contact: info@bethebusiness.org or call us on 0844 371 5400

world view 17

fine print

Why will – or won’t – your business idea work?

The New Business Road Test: What entrepreneurs and executives should do before launching a lean start-up Author: John Mullins Publisher: FT Publishing Price: £24.99 Publication date: November 1 Reports that the number of failing firms in the UK fell by 39% in the second quarter of 2013* provide encouraging signs for the UK economy.

However, the two million individuals that are engaged in starting a business every year still face daunting odds.

The New Business Road Test by Professor John Mullins, of London Business School (FT Publishing) provides budding entrepreneurs with advice to spot the strengths and flaws in their plan before they launch their start-up and offers thoughts on keeping the new venture lean.

The book provides an evidencebased approach to answering three key questions: Is this an attractive market? Do you really want to compete in this industry? Is yours the right team to pursue this particular opportunity?

John Mullins provides his advice through the often-inspiring stories of more than 20 entrepreneurs and their companies, including both successes and failures. * More information at http:// www.pearsoned.co.uk/bookshop

Small business = Small minded?

Sometimes it feels that way, you might wonder why I feel like that and I am very happy to explain!

Exporting is only for big businesses isn’t it? I’m not set up to export... I wouldn’t know where to start, I don’t have anything that other countries would be interested in... And these are just a selection of the comments that have been made to me over the last few years. Why do I care?

Well there is a huge amount of research that shows that businesses that export are far more sustainable but not just that they are far more profitable too!

So clearly there are some very sound business reasons for re-considering whether or not to export and to help you think it over some more there are lots of experts who will help you and guide you along the way; here at the chamber we have over 30 years of experience in successfully smoothing the way for

deliveries and payment for our members; we work with most of the largest exporters in the area but that said we also work with lots of smaller ambitious businesses who see the foreign market place as an exciting business challenge. If you’ d like to talk to one of the team then please call 0844 37 595 51.

If this has got you thinking then there are lots of people who are really keen to help you get going! UKTI has a large network of highly skilled advisors who will assist you with your ambitions, there is even a grant of up to £3000 available for those who qualify – there is nothing lose and everything to gain! They can be contacted via: www.ukti.gov.uk or call 08000 931695.

Take the world view!

october/november 2013 business edge

18 what makes me mad

It’s Autumn and I have got more thinking time than usual.

And I got to thinking about Business Support or rather the lack of it.

Rosemary French, Executive Director at the Gatwick Diamond Initiative

Folk that know me remember that I was CEO of the Business Link service in Surrey for 10 years, so I admit right at the beginning that I am not impartial.

A service which was hugely maligned by commercial advisers, business membership organisations and yes, even many local authorities. A service which now is sadly missed by the same!

In the naughties we had a one to one business support service for everyone, a fantastic selection of enterprise agencies and an incredibly in depth Business link website. We now have business

business edge october/november 2013

support programmes which are aimed only at ‘growing businesses’ – Growth Accelerator, MAS and UKTI. Well tell me them how do you become a growing business, never mind identify what one looks like?

Well you get help at the start up and early stage so that you get through those difficult years one and two, you begin to take on employees and you control your cash flow and grow your income. It is that help which is missing.

Enterprise Agencies have declined almost out of existence in the South East due to their private sector and local authority sponsorship disappearing. And as for business support websites – well I can count at least six government websites each of refers back to

each other. Or worse, you phone government’s business support number and you get referred back to your local authority which is so strapped for cash, it can only wish it could give business support. It is such a mess.

Some light on the horizon locally is that West Sussex County Council has just launched Be the Business, a support programme not unlike the old Business Link service.

Well done West Sussex Council but that leaves the Surrey half of the Gatwick Diamond without business support. Surely the Coast to Capital Local Enterprise Partnership should launch a business support programme across it’s whole geographic area and be a true catalyst to growth.

advertorial 19

Storage Solutions from your local shelving Experts One of the major headaches for many current business owners is caused by what appears to be a lack of storage space. No matter how hard you try to create a roomier working environment, it always appears to be a continuing battle that is never quite resolved.

In many cases, however, Stakrakâ&#x20AC;&#x2122;s expertise can solve such issues with a minimum of fuss.

Stakrak Limited provide everything from practical advice and innovative design to in-depth CAD drawings and comprehensive site surveys. As specialists they are able to recommend any number of space-saving initiatives to companies in all sectors of industry that allow your business to function efficiently once again.

As well as all types of shelving and racking, they offer storage solutions for hazardous materials and gas cylinders.

Being market leaders in the supply of a comprehensive range of Mesh Security Products, and the UK stockist & distributor of Foldboxes, (the famous range of collapsible boxes) Stakrak Limited provide the ultimate in convenience. To further simplify the process, they also offer a nationwide installation service for mesh and shelving products.

Talking directly with business owners and regular liaison with architects, builders and contractors on brand new installations, Stakrak help to ensure the premises are completely storage-efficient from day

one. Their specialist knowledge across the spectrum of trade sectors allows them to offer the best guidance every time.

If you seem to be permanently struggling for space, one call to the experts is all that is required to make that much needed change. To see the product for yourself, you can arrange a visit to Stakrak Limitedâ&#x20AC;&#x2122;s local showroom in Sussex or request a catalogue.

For help and information please call Stakrak on: 01293 538822 or email: sales@stakrak.co.uk Web: www.stakrak.co.uk

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august/september 2013 business edge

Wear a Santa Suit for the day and support Chestnut Tree House!

Friday 13th December 2013 If you can’t make this day just pick another of your choice

We are looking for fun and festive people to help raise money for Chestnut Tree House, Sussex’s only children’s hospice, by spending the day dressed as Santa.

Registration is just £10 per adult, which includes a Santa suit and fundraising pack.

For further information, contact the Corporate Fundraising Team on 01903 871821 or corporate@chestnut-tree-house-org.uk Register online at www.chestnut-tree-house.org.uk Like our Chestnut Tree House Facebook page

F:KF9<I&EFM<D9<I )'(*

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Follow us on Twitter @ChestnutSussex

Would you like to promote your organisation?

9l`c[`e^ :feÔ[\eZ\ fe k_\ `eZi\Xj\ `e Jljj\o GX^\ )-

We have a mag for that British Chambers of Commerce

@ej`[\ s '+ n\cZfd\ s '/ jlZZ\jj]lc jljj\o s () ]fZlj s (- k_\ mf`Z\ s )- Zfm\i ]\Xkli\ s )/ `ejg`iXk`feXc c\X[\ij s */ Z_XdY\i Y\e\Ôkj @ej`[\ s '+ n\cZfd\ s '/ jlZZ\jj]lc jljj\o s () ]fZlj s (- k_\ mf`Z\ s )- Zfm\i ]\Xkli\ s )/ `ejg`iXk`feXc c\X[\ij s */ Z_XdY\i Y\e\Ôkj

Commerce Chambers of British

If you would like to promote your organisation in Business Edge magazine please contact Distinctive Publishing on 0845 884 2343 or email john.neilson@distinctivegroup.co.uk

See our full portfolio on: http://www.distinctivepublishing.co.uk/publications GX^\ )-

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Registered charity no 256789

Proudly supported by

upstarts 21

Investment offers opportunities for businesses

Jim Christy Director Hastings Business Operations Ltd

Jim Christy, Director at Hastings Business Operations Ltd, reflects on regeneration and new developments in Hastings and the opportunities they provide for businesses seeking to expand or set up in the area.

Hastings has benefited from more than £400 million in direct investment in the past decade, which has been instrumental in its regeneration from an almost-lost seaside town into a vibrant, innovative and forwardthinking manufacturing and creative base.

Because of this growth and mix of industries, the town is a more confident and resilient than ever before. Business is also benefiting from the high speed broadband rollout with the whole town connected by early 2014.

The investment has some very visible landmarks, such as the Station Plaza development, which has the new Hastings train station and Sussex Coast College building.

There is also the Priory Quarter business district with a mixed development including the new Sussex University Hastings Campus with 3,000 students and One Priory Square now home to Saga as one of its main contact centres, providing hundreds of local jobs.

Construction of the third phase of Priory Quarter development has begun and will give the town centre an additional 24,192 sq ft in the first phase with a further 37,000 sq ft of adjoining offices to follow. This new development is already gathering interest from businesses that are expanding and from those looking at Hastings as a business location.

Construction will start next year on a much-needed business park in North-east Bexhill which will be available in 2015 and provide 50,000 sqm of business floor space over two sites. Sea Change Sussex is also developing a 13-acre site – the largest in the area available for business use – into the North Queensway Innovation Park.

The aim is to meet the growing demand for commercial space amongst local manufacturing companies wishing to expand as well as firms from outside the area looking for a new base. The site is capable of accommodating up to 120,000 sq ft of premises and will provide an opportunity for businesses to build properties to their own specifications.

Work has already begun on the new Hastings Pier, which is being turned in a 21st century attraction and is scheduled to re-open in 2016.

Hastings also has a strong and growing creative sector with everything from publishing companies to designers and web development agencies.

Our Creative Media Centre in the town Centre and the Innovation Centre in nearby St Leonards on Sea are testament to the

growing number of businesses in this sector because they are pretty much always full to capacity.

Hastings has always had a vibrant art community and we are fast becoming known as ‘Shoreditch By Sea’, helped in part by the long-established artistic community and the creative industries which are flocking to the town.

Hastings is also one of the largest high tech manufacturing hubs on the south coast with a long established industrial base served on three dedicated industrial estates.

We recently held a conference called Tec 66 which showcased the latest innovations in the Vacuum and Photonics industries which had visitors from all over the UK and Europe.

On the retail front, the town is a popular destination for shoppers and has an exciting mix of high street brands and independent shops. New shops and stores are opening all the time.

Businesses of all sizes are realising that lower set-up and operating costs, high quality and enthusiastic employees, a strategic location, constantly improving business space, transport links and low-cost housing is making Hastings a viable option for business and for those looking to move here.

We have just launched a website for the Hastings and Rother area called www.businessinhastings.co.uk to help promote and inform potential business about the benefits of being based in the area.

october/november 2013 business edge

Don’t get left behind

BE BOLD and GET NOTICED With strong evidence that the economy is now starting to pick up, it is vital that your target audience know you are still around. Your business and your brand need to be visible now, more than ever.

How do you keep your brand and business in pole position?

Get back to basics – think about who your target audience are and who your current customers are? How do they find you? What are you doing to let them know your current offering? How could this be improved?

A good mix of media is essential in today’s marketplace; the printed word is still important and definitely not dead yet. Couple this with a good mix of suitable online media.

Of course, what works for one business and industry sector may not work for your business – think tactically: n What do the majority of your customers read? n Where do they network? n What do they watch and listen to? n Which online tools are they using?

With regards to social media, don’t just dabble – think about your potential customers, Facebook can work for some businesses but not all, consider the ever growing medium of video and making use of YouTube, Google+, Twitter and LinkedIn. You should try and link all your material to have a common thread. Make full use of every article and press release, if you have something published in a newspaper or magazine, make sure you tweet about the article, promote it via Facebook, mention in your LinkedIn groups and on your Google+ account.

Check out our top tips to get you started at www.mediawordwaves.com We understand that getting your message out to the right people can be mind boggling and time consuming – if you need help in becoming more visible to your customers, please come and talk to us for a FREE no obligation chat.

Smart Talking on IT Let’s get straight to the point. Business system, Broadband and Backup. The three core parts of an IT strategy. Get those sorted and most of your IT problems will go away.

Business system: You need to run your business in the most efficient way possible. Your IT system should always support, not drive how you run your business.

Most of us use a fraction of the capability of the leading business systems, so why pay for clunky, expensive servers and specialist software that you’ll never open?

Broadband: We all know about dead spots and snail-like connectivity. On the face of it there’s not much that can be done.

However, new techniques of bonding, load balancing and the use of satellite systems can help to improve your access to the internet.

Backup. This is a big issue: s at least 6% of all computers will suffer data loss each year s 34% of small businesses never test their back-ups s companies that can’t resume processes within 10 days of a disaster are unlikely to survive more than a year There are a myriad options for backup - on-site, off-site, cloud-based, managed or self-backup. You need to get the right solution for your business.

If you haven’t got backup – get it.

If you have, check it.

Lorraine Nugent Managing Director, Media Word Waves

It’s worth a chat with people like us who know what the options are on the “3Bs”. You could save money but most importantly, with the right approach you can build efficiency, profit and growth.

T: 01892 665326 E: enq@compatibility.co.uk

01293 817248 Lorraine@mediawordwaves.com

business edge october/november 2013

www.mediawordwaves.com

W: www.compatibility.co.uk Compatibility Ltd, Park Road, Crowborough TN6 2QX

200,000

Groovesville USA.

than

visited

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people

www.sussexbythesea.com in 2012

Groovesville USA is a book about Detroitâ&#x20AC;&#x2122;s black music of the 60s and 70s.

We designed the book and website.

they could be your new customers Find out about advertising opportunities on the new Sussex by the Sea tourism website. Visit www.sussexbythesea.com/advertising or call West Sussex County Council on 0330 2222409.

See more at www.stuartrusselldesign.com

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telephone 01903 200204 hello @ stuartrusselldesign.com www.stuartrusselldesign.com

Attention Businesses!

Your Life - Aim High A Business with an active workforce is more likely to flourish as its employees are happy, healthy, motivated and committed.

Quote Code. CORP/ BE

49 The Martlets Burgess Hill RH15 9NN Tel: 01444 239444 Web: www.heightshealthclub.co.uk To get Fit for Business e-mail Paul Griffiths on info@heightshealthclub.co.uk

october/november 2013 business edge

24 advertorial

Looking at Health and Care services in West Sussex Healthwatch West Sussex is the official consumer champion for all health and care services in West Sussex.

Healthwatch West Sussex is a new Community Interest Company and Social Enterprise with a small staff team but able to call on about 600 volunteers through the County. Two established Charities provide most of the staff and volunteers; Citizens Advice Bureau’s and Help and Care.

Healthwatch England, and Healthwatch in West Sussex, have statutory powers to review any health or care service where public money is being spent and to advise and influence decision makers on how services might be improved for the people who use them.

The NHS, health and care provided by private and voluntary organisations continues to grow. It is good news that more people are keeping healthy and living longer. Maintaining a good quality of

life means having good quality services in hospitals, care homes and care provided in the home. Health and care services are massive and growing markets in West Sussex. There are currently 8,400 new job vacancies in health and social care across England and Wales and job opportunities in 830 in West Sussex.

To keep well informed Healthwatch needs the public, and health and care workers to tell us what needs to change and improve. We also need volunteers, motivated to review services, share specialist skills e.g. in IT, social media or marketing, and to help us raise our profile with the public.

We have already sponsored the West Sussex Youth Parliament elections this year; we have reviewed services at more than 50 GP surgeries; and we are about to

publish a review of how well ‘complaints’ are handled. In 2014 our main priories will include: n Safeguarding adults, dignity and respect in care n Those caring for people with dementia n Integrating health and social care n Making sure decision makers keep their promises In our staff and volunteers we look for: n Team players n Passion for social justice; compassion for others n The ability to listen more and talk less In three words Healthwatch West Sussex is “A Critical Friend” to the NHS and all health and care providers.

David Liley Healthwatch West Sussex Co-ordinator

Helping you get the best out of your local health and social care services.

For help and advice, or to share an experience, please contact us.

Phone: 0300 012 0122 Email: helpdesk@healthwatchwestsussex.co.uk Online: www.healthwatchwestsussex.co.uk Twitter: @healthwatchws Or call in at your local Citizens Advice Bureau in West Sussex

business edge october/november 2013

%7 *RRG 1HZV LQGG

Unique venue at the foot of the South Downs

v Unique location v Fully equipped training centre v Competitive room hire rates v We use local produce when possible v Free and ample car parking

v Team building activities v Wine tours and tasting v Events tailored to your needs

For further details and to arrange a visit, get in touch with: Liz Moyle, Conference Coordinator Plumpton College, Ditchling Rd ,Plumpton, Nr Lewes, East Sussex BN7 3AE

Telephone 01273 892021 or email liz.moyle@plumpton.ac.uk october/november 2013 business edge

26 cover feature

Growing confidence in construction industry tempered by challenges ahead Sentiment in the construction industry is improving, but increased construction activity in Sussex has highlighted the challenges posed by ongoing skill shortages in the area. n Optimism returning to

construction sector n Skills shortage remains a

concern n Never more important to retain staff

Economic indicators suggest that optimism is returning to construction, with a recent report showing that British construction activity grew at its fastest pace in nearly six years in August (Market/ CIPS Construction Purchasing Managers Index).

Across the UK, the construction industry has been boosted by residential building activity, supported by the Governmentâ&#x20AC;&#x2122;s Help to Buy Scheme, and house prices rose their fastest for seven years in August (according to the Royal Institute of Chartered Surveyors).

The picture is similar in Sussex, with residential projects in Hailsham, Horsham, Bognor Regis and Littlehampton creating opportunities for construction professionals in the area.

business edge october/november 2013

Our latest survey of over 900 construction employers across the UK, for the Hays Construction, Property and Engineering Salary Guide, reflects the improving mood among employers.

Almost two thirds (63%) of construction employers expect business activity to increase in the 12 months ahead, and more than a third plan to recruit over the same period.

Employers in Sussex are even more optimistic, and the overwhelming feeling is one of confidence in sustained growth within the sector.

About half of employers also expect to be able to increase their employeesâ&#x20AC;&#x2122; salaries in the year ahead, over a third forecast rises of over 5%, and one in ten (11%) expect to increase pay by more than 10%.

This increased demand brings new challenges for employers. The combination of several years of recruitment and training freezes, the number of construction professionals retiring and leaving the industry, and a limited pipeline of new entrants to the profession, means that employers are facing a shortage of people with the skills needed to deliver new projects.

The employers we spoke to for our survey agree that the biggest recruitment challenge they expect to face in the coming year is a lack of experienced candidates.

Within Sussex, we have seen severe shortages of candidates for most construction roles, particularly skilled carpenters and bricklayers, building surveyors, project managers, quantity surveyors and site managers Across the industry, there is also increased demand for professionally qualified candidates and those with experience in Building Information Modelling (BIM). Construction professionals in commercial roles, such as quantity surveyors, are also in demand nationwide due to the focus on winning business and controlling costs.

Just under half (46%) of employers rated leadership skills as the most important skills for their organisation to attract to achieve current business objectives, followed by 29% who prioritised technical skills.

While employers across the UK share similar challenges in attracting more people into construction, employers in Sussex must also contend with the higher salaries

cover feature 27

on offer in London which attract candidates to work in the capital.

In order to counteract this and encourage workers to look for work in Sussex, rather than in London, the countyâ&#x20AC;&#x2122;s transport infrastructure needs to be improved.

We welcome the re-establishment of the Sussex Enterprise Construction forum, a platform for the development of ideas and discussion of these crucial issues, and for sharing the good news stories from around the region that show why Sussex is an attractive place to work.

Employers also face challenges in retaining their staff, as improved

consumer confidence means employees are more likely to move jobs, after being reluctant to do so for a few years.

Our survey asked more than 1,250 construction professionals about their career intentions, and found that 49% plan to move within the coming 12 months, and a further 20% plan to do so within two years.

According to the employees we surveyed, salary is the most important factor they consider when looking for a new role, followed by job security, while a contributory pension was the most valued benefit. More than 80% of

employers offered a contributory pension, and 60% offered some form of flexible working.

As optimism returns to the industry, employers will need to consider the salary and benefits package they offer if they are to attract and retain individuals with the skills needed to support the increase in demand in construction. *To request a copy of the Hays Construction, Property and Engineering Market Overview and Salary Guide contact Andrew Clarke on 01273 207352 or Andrew.Clarke@hays.com

october/november 2013 business edge

28 inspirational leaders

An accidental career which led to business success Melanie Richardson Managing Partner and Head of Corporate Business, Swindells

n Career shows the importance of taking opportunities n Business confidence returning rapidly n Firm shares clients’ confidence

Melanie Richardson happily admits that her successful career in the high pressure world of corporate finance, business transactions and mergers and acquisitions began by accident.

It was not a career that enjoyed a promising beginning either. The Managing Partner and Head of Corporate Business for Uckfield accountants Swindells recalled: “I did not do much at school really.

“I left school at eighteen, having failed my A Levels and refused to try for university, which disappointed my parents.

“I did not plan to go into finance.

In fact, I have never had a plan for my career, everything that has happened to me has been a lucky accident, a case of an opportunity coming along.”

business edge october/november 2013

The first opportunity in question was a trainee manager scheme with supermarket chain Sainsbury’s, where she spent five years working as a manager.

She said: “It was good experience but I was working 80 hours a week and it was making me ill so I decided that the time had come to go university.

“I did not really have much idea of what I wanted to do - my experience up to that point had been in admin - but I ended up taking economics and business studies, almost by accident.

“It was certainly never the plan.

The more I learned about the subject, however, the more I could see the opportunities. “ Having left university, Melanie trained as a Chartered Accountant, initially in Maidstone then in London.

She said; “I realised when I was working in Maidstone that I was five or six years behind other people and that London was the place to be if I wanted to catch up.

“It was the right decision. I had some excellent experience. I have been lucky enough to work for some really good people who have taken an interest in me and helped me develop my career. “

“It was good experience but I was working 80 hours a week and it was making me ill so I decided that the time had come to go university. I did not really have much idea of what I wanted to do - my experience up to that point had been in admin - but I ended up taking economics and business studies, almost by accident.

inspirational leaders 29

She qualified in 1999 with top 40 firm haysmacintyre. Following a brief stint in industry as a group financial controller, Melanie returned to practice and has gathered extensive experience advising both large and small businesses.

She has worked with a wide variety of clients including international groups, as well as local companies.

Melanie has developed extensive experience in the areas of audit and compliance. Over the years, she has developed a particular expertise in property and construction and is a member of the UK 200 Group property and construction committee.

She has also advised property investors and developers, assisting in raising finance, liaising with banks, dealing with complex tax matters and valuation issues.

Three years ago, the biggest opportunity of her life came along when she became one of three new partners at Swindells.

She said: “Again, it was not planned. The partners were looking for people to take over the business so that they could retire. How often does that kind of opportunity come along?

“They were looking for people prepared to buy into the business and such people are rare these days, I think people are concerned by the potential risks in buying into a firm and are put off by it. It is a big risk to put your money where your mouth is” “In addition, the move also came in the middle of the recession but I could see the firm’s solid base and the potential for growth so I jumped at the chance.”

Melanie, who became Managing Partner in May, said: “The decision

to buy into the firm was the right one for me and we are seeing an increase in activity in all our sectors.

The past three or four months, in particular, have seen a big change.

“Previously, quite a few of our clients were just hanging on but confidence is rising now. A lot of companies are now looking to invest and acquire other companies.

“We ourselves are confident. We have just moved into our Uckfield office into new 6,500 premises after our previous office burnt down.

“The move to the new offices is a big step and delivers part of our strategy is to grow the business. We are also looking to acquire some smaller local practices so that we can expand.

“We have 35 people on our staff now. We have some very good people working for us and we want to expand in order to keep them by giving them opportunities to develop their careers.“

october/november 2013 business edge

30 advertorial

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finance 31

Innovative finance schemes start to bear fruit

By John Dean Lending through the Enterprise Finance Guarantee (EFG) scheme reached £84 million for the second quarter of 2013, suggesting increased confidence in the business world.

Many small and medium sized businesses (SMEs) are benefiting from increasing use of the Government finance scheme by banks to improve the availability of finance.

Figures published for the scheme for the second quarter of 2013 showed that lending was at the highest level since March 2011.

EFG is a demand-led scheme which allows banks to lend to SMEs who would otherwise not receive credit, by providing the banks with a government guarantee for 75% of the loan value.

Both Lloyds Banking Group and Santander have continued to significantly increase their EFG lending, with Lloyds lending almost twice as much in the second quarter of 2013 (£13.9 million) compared to the same quarter last year (£7.1 million). Santander has also increased its use of EFG to a level which better reflects its market position in SME lending.

Business Minister Michael Fallon said: “As a demand-led scheme, increased EFG lending shows that businesses are increasingly looking to invest and grow, and this is a positive indication for growth in the wider economy.

“Access to finance remains a crucial issue for SMEs and, while I welcome the increased EFG lending by the banks, it is only scratching the surface of the problem. We have made the EFG scheme more flexible and easier for banks to use, and we are taking action to improve competition in the SME lending market through the business bank. But in the short term we need the high street banks to help our businesses grow and keep the recovery going.”

A separate EFG trade credit scheme continues to benefit small businesses in the construction sector. Started with Kingfisher Group in April 2013, it has already enabled 1,537 existing business customers of B&Q and Screwfix to increase credit limits to £10.2 million and 437 new customers have been offered credit limits of £1.06 million in total.

As a result, there has been considerable interest from other trade credit providers in joining the EFG trade credit scheme and the Department for Business hopes to confirm details of new providers shortly.

However, all these schemes, and there are many more, can be confusing for the SME so it makes sense to seek guidance. 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.

october/november 2013 business edge

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We assist our Clients in “Creating Certainty from Uncertainty”.

Following a Review of the Business, our Teams are often instructed by Management to assist them in the Reconstruction of the Business.

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finance 33

What Does “Forward Guidance” Mean For Investors?

Much was made recently of the new Governor of the Bank of England, maiden speech, it’s actually quite a good thing and sums up what the Bank of England is thinking, how it may affect interest rates and, importantly, when. This helps both businesses and individuals plan with a little more certainty for their future.

What we know now is that interest rates are not expected to rise (subject to one or two provisos) until unemployment has fallen to 7% and as long as inflation has not risen significantly. Most people’s expectations are that the economy will not have improved sufficiently for the creation of enough jobs to bring unemployment to this level for around three years yet.

We have a theory that the job market has changed significantly, and this will help keep inflation low for longer than expected.

An Army Of Underpaid Freelancers: Four years into the 1990s recovery, the growth in jobs was almost entirely in employees. There was virtually no change

in the number of self-employed. This time around self-employment accounts for almost 40% of job growth, the bulk of the increase in self-employment happening since 2011 during which time it has contributed 50% of all job creation.

Now, according to the UK’s Office for National Statistics (ONS), the self-employed work 6% longer than employees on average, which supports the previous statement that the total number of hours worked in the UK is up. But the ONS also points out that the median hourly earnings for the selfemployed are just £5.58, less than half the median wage for employees of £11.21.

True, the wealthiest 17% of the selfemployed earn far more than the top 17% earners in the employee ranks.

However, it is a staggering thought that the poorest 12% of those who are selfemployed earn no income at all.

According to the ONS, “between 20082012 there were 66,000 fewer people who were self-employed and had people working

for them, with an increase of 431,000 in people who were self-employed and worked on their own.” This suggests that the growth in numbers has been towards the lower end of the earnings market.

So, if you have a larger number of freelancers working for less, what happens to wage demands in general? The logical conclusion is that there will be more competition and that will drive down the amount to earn a contract. This in turn will depress wages for the employed as well. Which is why inflation is not expected to return soon to the UK. This has consequences for investing as it seems fairly clear that the low interest rate environment is to be with us for far longer than many people either expect, or have positioned for. For those seeking income, the pain is set to continue for a while yet.

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october/november 2013 business edge

34 advertorial

Credit Union making a difference in the workplace West Sussex Credit Union is offering a unique package to employers and employees in the county Many companies across West Sussex are already working in partnership with West Sussex Credit Union, giving staff the opportunity to save as they earn directly from their salary. At zero cost to companies, their employees build up savings giving them greater financial security and, if they need to borrow, they have access to affordable and safe credit facilities, reducing the demand for salary advances.

The Credit Union has now announced that it is to offer a two-fold range of additional valuable benefits through BHSF, a market-leading not-for-profit health insurer.

Laura Newton and Jo Kelly from Worthing Homes finding out how easy it is to sign up for the scheme online.

Firstly, savers can take advantage of a range of network benefits negotiated with a huge range of high street stores accessed through a dedicated webpage – saving money on their shopping bills.

Secondly, savers can sign up to a range of low cost health care cash plans, with premiums deducted from salary too.

West Sussex Credit Union chair, Jenny King, said “We are very pleased to work business edge october/november 2013

in partnership with BHSF – so that workers in West Sussex have access to help with health costs – eye tests and specs, dental treatment, back care and a range of other treatments as well as cash to cover the costs when someone has to go into hospital. From as little as £1.25 per week this is a real, affordable benefit for our Save As You Earn members.”

The Save As You Earn scheme is going from strength to strength across West Sussex, with the credit union recently launching its Save As You Earn Scheme with companies ILG Logistics and Varian Medical who join established partners including Goodwood Estates, Worthing Homes and Guild Care - a nursing and social care charity with 550 staff based in Worthing. One employee said “I know I should be saving but it’s the kind of thing I’ve been putting off doing. This scheme is so simple and it is so easy to sign up online. I can cover most of my savings with the money I save on my weekly shop through the retail discount scheme – it’s a win-win.”

Lindsey Borrego is the HR and Training Director of Guild Care. She says “We see this scheme as a great way to support staff and to give them an alternative to payday loans. It’s not complicated to set up and everything runs very smoothly. We are happy and our staff are happy. SAYE is now part of our recruitment process and we strongly recommend it to other employers as a way of supporting staff.” You can hear what Lindsey has to say in a video

Case study Each week the credit union receives loan applications from people who have maxed out their credit and are unable to pay off their payday loans. For some the amount of their weekly income which goes to service their debts means that they cannot afford the basics – rent, energy, food, transport to work – and can lead them into ill health, depression and put their home and employment in jeopardy. The credit union offers “Life Raft Loans” to help people get their heads above water. A typical Life Raft Loan of £5,000 over 3 years costs £168 per month whereas typical payday loan repayments can be at least double or treble this amount.

and get more information on the SAYE scheme at www.westsussexcreditunion. co.uk and click on ‘Save As You Earn’.

If you want more information on how the credit union can help your company and its employees phone us on 01903 237221 or email Chief Executive ray.mason@westsussexcreditunion.co.uk

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36 Opinion

Why are young people being left behind as Britain gets back to work?

In this article, Nora Senior, President of the BCC, says that one of her top priorities will be to break down barriers between businesses and young people.

In the past three years, British companies have defied the odds by hiring far more workers than the anaemic GDP growth figures would suggest.

However, the proportion of young people aged between 16 and 24 in employment has barely budged. Why is it that our young people are being left behind while Britain gets back to work, and who is to blame?

Businesses I speak to up and down the country want to work with young people, and are happy to train and employ them but they are often disheartened if not downright frustrated, to find school leavers and graduates do not have the minimum skills they need to join the workforce. Poor literacy and numeracy, behaviour and attitudes that don’t meet business expectations – the list goes on.

The OECD recently warned that youth unemployment was the UK’s biggest challenge and I tend to agree. Schools, local councils, and government can and must do more, working with businesses, to radically change the way we get our young people ready for the world of work.

Firstly, the Government must stop shutting business out of the education system. In England,

business edge october/november 2013

the Government has removed the duty on schools to provide young people with work experience placements, and has replaced the ‘Connexions’ face-to-face careers advice with information that is only available online. This is because the Education Secretary believes that head teachers know what is best for their pupils.

Unfortunately, when it comes to the real world of work, the truism is that head teachers don’t always know best whichever education system they are working to, and some continue to prioritise time and money on boosting performance in exam league tables.

Michael Gove must accept that it takes more than three good A-level grades to prosper in the real world, and both he and Ofsted should be judging schools on students’ employability skills rather than exam results alone.

But we can’t just leave it to teachers to inspire and instil enterprise in their pupils, especially as so many lack direct experience of business themselves.

For that reason, local schools should welcome businesspeople with open arms. Businesses shouldn’t have to bang the doors down or convince head teachers that spending time in the

Businesses I speak to up and down the country want to work with young people, and are happy to train and employ them but they are often disheartened if not downright frustrated, to find school leavers and graduates do not have the minimum skills they need to join the workforce. classroom is a good thing for pupils.

Students must understand what opportunities are available to them and learn about the private sector, which is after all, the source of 90 percent of new jobs.

Young people cannot match their talents and interests to a future

Opinion 37

career without understanding the full range of jobs available to them – those where their skills will be most in demand and best rewarded, and the qualifications required to gain those jobs.

Careers education should be added to the national curriculum to help advise and educate these young people as their make the choices that will shape their lives – that means talking about the world of work before they make subject choices, not after they have been made.

We must also put a stop to the constant tinkering around the edges by successive governments to a

qualifications system that baffles teachers and employers alike. O Levels, GCEs, GCSEs, A-Levels, A2 Levels, SATS, Baccalaureates - is it really any wonder that we are being left adrift?

As President of the British Chambers of Commerce, breaking down barriers between business and young people will be one of my top priorities.

There is no silver-bullet solution to the youth employment challenge, yet there are some simple things that can be done here and now to help educate our young people about business. First though, the

government must stop fixating on academics alone, and ensure that soft workplace skills are taught in our schools, or young people will continue to be left out in the cold.

Getting businesspeople into schools to provide a real world insight into the world of work is the way to get pupils excited.

Once you instil a passion for enterprise in our young people, the sky is well and truly the limit.

And we may just avoid nurturing a future generation of young people who think that being a ‘celebrity’ is a career!

october/november 2013 business edge

38 chamber benefits

Membership Benefits Mailserve

Chamber Vehicles

This Service is provided in partnership with MailServe, based in Haywards Heath.

Every member that signs up receives a free starter pack that consists of an ink cartridge, a full box of labels and £50 worth of free postage. This has a total value of £194.99.

Vehicle leasing for both businesses and private individuals. n Fleet management software FleetCheck.

n Franking offers savings of between 17p per item and as much as £1.40 for packets/parcels.

n Free fleet audit.

n Current lease will be looked at to identify all payments being made. n Full postal audit to identify each company’s exact requirements. n Minimum of 2 offers, one of which will be a cost reduction compared to current payments. n Cheque provided to settle outstanding payments on current lease agreement(s). n New Royal Mail license implemented, and installed and full training with new equipment. n Guaranteed same day service call back.

n Protection cover with GAP and RTI Insurance. n Maintenance and accident management.

Telecoms n Cheaper calls guaranteed. n Up to 65% cheaper than BT’s line rental. n Free line installations available. n Calls billed to the tenth of a penny. n 24/7 Fault reporting.

Over 5,000 businesses currently benefit from using Focus Telecom for their calls and lines. You may think you are already getting a good deal on your telephone bill, but by taking the time to speak to one of our account managers, you will find that we can save you money by switching to us as your provider.

AXA PPP Medical Insurance Direct savings through subsidised Sussex Enterprise membership (50%) or cash back on premiums (10%).

Chamber Roadside Assistance (provided by the AA) Save up to 61% off Standard Price.

Legal Expenses Nine areas covered offering over £670,000 worth of protection per year.

Campaigning Lobby on issues that are important to business. Contacts with key decision makers at a local, regional and national level.

Fund Finder Tool Access over 3,000 funding opportunities Regus Preferred Card Access to 1,500 business lounges globally, further information to follow soon.

n Contract comparison meeting.

Health Care Cash Plan

Chamber Utilities ENER-G

Sussex Enterprise Insurance Services

The product can save money by managing risk and absenteeism, promoting quicker return to work. It is a low-cost employee reward, which helps recruit and retain staff. Moreover, it can form part of a Health & Safety strategy, reducing the risk of stress and musculoskeletal related litigation. Flexible packages mean the product can suit all businesses.

• Service operated in partnership with Westfield Health.

• Includes (to varying degrees depending on the level of cover chosen): • cash benefits towards routine treatments • diagnostic scanning facilities • 24/7 advice line operated by GP’s • Employee Assistance Programme • subsidised gym membership

The service helps save energy by highlighting inefficiencies and proposing solutions.

• Audit bills to ensure current rates are competitive.

• Compare the energy market and find the most competitive prices and suppliers.

• Explain your contract obligations and clarify your T&C’s.

• Liaise with suppliers throughout the contract saving time and resource.

• Validate every bill to ensure you only pay for the energy you use.

• Measure and analyse your energy usage to identify cost savings.

• Help save energy by highlighting inefficiencies and proposing solutions e.g. behavioural change and energy efficient technologies.

The benefit can help save money and protect your business by: • In 90% of Sussex Enterprise businesses, guaranteeing to reduce or match your premium rates from 2012.

• Fixed premium rates for three years (provided claims do not exceed 35% of the premiums paid in each year).

• 0% monthly direct debit payments so the cost can be spread over 12 months without any instalment charge.

• Support from dedicated Account Personnel with direct dial, direct email access and faceto-face meetings throughout Sussex.

• Help when you need it most the claims notification line open 24 hours a day, 7 days a week.

• Risk Management Support to help protect your business against the unexpected.

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For additional information on any of the above member benefits, please visit our website www.sussexenterprise.co.uk or call 0844 371 5404

business edge october/november 2013

chamber benefits 39

Training Courses Introduction to Social Media

Strategic Selling & Sales Planning

When: 09:30am – 16:30pm 5th November 2013 Where: Sussex Enterprise, Burgess Hill

When: 09:30am – 16:30pm 2nd December 2013 Where: Sussex Enterprise, Burgess Hill

This course is ideal for anyone who has stated to use social media, even if only lightly, but wants to know some of the tips and techniques that will help to get the most out of it. You may well have started Tweeting, set up a Facebook page for your business, or have started to build a good network of connections on LinkedIn, but are not quite sure what you should do to be effective.

You know you should stop and think about the really big questions your business faces; like am I focusing on the right products, the right markets and the right clients? How can I waste less sales time? How can I accurately forecast future sales? What is my business plan? What sales activity should I expect from myself and my team?

Using Documentary Letters of Credit, Drafts and Bills When: 09:30am – 16:30pm 11th November 2013 Where: Sussex Enterprise, Burgess Hill

This course will be the catalyst which reviews and breaks these tricky but fundamental topics down so that with a little time and common sense you can get your sales strategy sorted and look forward to a focused productive year ahead.

People and Team Management

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.

When: 09:30am – 16:30pm 4th December 2013 Where: Sussex Enterprise, Burgess Hill

Successful Selling Skills

Exporting Understanding The Paperwork

When: 09:30am – 16:30pm 13th November 2013 Where: Sussex Enterprise, Burgess Hill

When: 09:30am – 16:30pm 9th December 2013 Where: Barnsgate Manor, Nr Uckfield

You know you have the right product or service, now all you have to do is translate this into money in the bank through your sales. Sales does not need to be pushy, annoying and manipulative. If fact to be really effective you need to build genuine strong relationships with customers and find ways to meet their needs for repeat business and referrals. This course helps you to perfect the full sales cycle from introduction through to agreeing a deal with your customer. It is suitable both for new and experienced salespeople and will equip them with new tools and a strong sense of purpose, confidence and motivation to get income rolling in.

Problems associated with Export Documentation will often lead to delays in getting goods to customers, increased costs and charges, and a breakdown of goodwill between seller and buyer. Changes to regulations and requirements often pass unnoticed or are misunderstood. HM Revenue and Customs require exporters to demonstrate documentary compliance with security and customs regimes, even if they choose to outsource the shipping function to agents or forwarders or delegate logistics to the buyer under ex-works terms or similar. Non compliance risks delay in the supply chain and the possibility of financial penalty.

contact

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.

For additional information on any of the above member benefits, please visit our website www.sussexenterprise.co.uk or call 0844 371 5404 october/november 2013 business edge

40 commercial property

Commercial property sees upturn in confidence as economy recovers

By John Dean As the economy recovers from hard times, so the signs of confidence in the commercial property sector continue to grow.

Among the latest evidence was the British Property Federationâ&#x20AC;&#x2122;s annual conference which heard that those working in the UK real estate sector believe there are signs of improvement not just in London but across the UK. In addition, recent figures suggesting that the recession was nowhere near as deep as once thought, and that the economy is recovering anyway, have persuaded many companies that the time has come to invest in property again.

So, given this growing confidence, where does Sussex stand? The answer is that the county is well placed to take advantage of the upturn and offers an exciting and expanding commercial market in its towns and cities and in its rural area.

All over Sussex, new development areas are being opened up and old sites

business edge october/november 2013

are being transformed as the county continues to develop its commercial offer.

The range is extensive, from newlyconstructed modern office blocks to plenty of refurbishments of historic buildings being converted for new uses.

Recent surveys of businesses seeking to expand or relocate have suggested that the main considerations when it comes to investing in new property remains the need to keep costs under control and 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 and such considerations play a key role in selecting the right property.

To address those concerns, the number of companies seeking lease arrangements rather than buying outright remains strong, although there are still companies that prefer the idea of owning their own premises, seeing it as an investment for the future.

Location is also a key consideration for companies moving into new

properties - can customers find them, can their staff and clients link to the transport network?

The areaâ&#x20AC;&#x2122;s proximity to major road, rail and air links is crucial for many firms seeking to take on new premises and selecting the right location to take advantage of such facilities can prove daunting.

Often, bringing in expert help can make it easier to get the answers right.

The role of the property consultant when a company has decided to invest is to take as much of the hassle away from the process as possible and address all these issues.

That starts with locating the kind of sites that would appeal to a client then laying out clearly concisely the pros and cons and advising on next steps.

Their knowledge can save a lot of time and, as the economy recovers and companies find themselves eager to get on with the job, bringing in that expert help can be invaluable.

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BEST LETTING OFFICE SOUTH EAST (SOUTH)

BEST LETTING OFFICE SOUTH EAST (SOUTH)

Leasing Leasing business businesspremises: premises:

The Occupier Occupier Guide Guide

As many business owners know, a lease is a legally binding contract between the legal owner (Landlord) and As many business owners know, a lease a legally binding contract the legal (Landlord) and the occupier (Tenant).

But negotiating oneis can often be a daunting and between lengthy process forowner both parties, which the occupier (Tenant). negotiating one can often be daunting and lengthy process forthis bothworks parties, which can result in high legal But costs.

It is important, therefore, toahave a clear understanding of how before can result in high legal costs.

It is important, to have a clear understanding how this&works either a lease or renewal is granted.

Followingtherefore, the Code for Leasing Business Premises of in England Walesbefore eitherwe a lease isour granted.

Following the Code for Leasing Business Premises in England & Wales 2007, have or putrenewal together top ten tips for occupiers: 2007, we have put together our top ten tips for occupiers: 1 Lease Negotiations down as well as up? See if the landlord will 1 Lease Negotiations down as wellorasdownward up? See ifrent thereviews landlord will Request written responses from the allow upward Request where writtenyou responses the allow upward or downward reviews landlord expect tofrom need to rely and if not, consider asking forrent a break landlord expect towhich need to and ifexercisable not, consider asking a break on them. where Checkyou all the things arerely option only by thefor tenant. on them. Check things whichhave are important to you all andthe your business option exercisable only by the tenant.

5 Assignment & Subletting important to youwritten and your business have been accurately down in the Heads 5 ensure the only & Subletting precondition of the been accurately written down in lease. the Heads Try toAssignment of Terms and documented in the Try to ensure the only precondition of the 8 Service Charges assignment is getting the landlord’s written of Terms and documented in the lease.

2 Length of Term, Break Clauses & 8 Service assignment is getting theunreasonably landlord’s written Ensure Charges consent that they may not the landlord cannot charge you a 2 Length of Term, Break Clauses & Renewal Rights consentorthat they may consent. not unreasonably withhold delay giving Ensure the landlord cannot you a greater proportion of cost whencharge they have Take professional Renewal Rights advice at least 6 months withhold or delay giving consent. other space vacant inof the estate/building. greater proportion cost when they have 6 Repairs before the end of the leaseatand on6receipt Take professional advice least months other space vacant in the estate/building.

9 Insurance 6 aRepairs Get professional to carry out a formal of any notice from the lease landlord the before the end of the andunder on receipt photographic Schedule of Condition to Inform the landlord and his insurer if you 9 Insurance Get a professional to carry out a formal Landlord & Tenant of any notice from Act the 1954. landlord under the record the condition of theofproperty at the intend to change the way the if you photographic Schedule Condition to Inform the landlord andyou his use insurer Landlord & Tenant Act 1954.

3 Rent Deposits & Guarantees beginning ofcondition the lease.of the property at the property, if you are storing any hazardous record the intend to change the way you use the Think of any guarantee as if it will be 3 Rent Deposits & Guarantees chemicals, if youare propose leave the of the lease. property,or if you storingtoany hazardous 7beginning Alterations & Changes of Use called onany the guarantee first day of as theif lease property vacant and unattended.

Think of it will i.e. be what chemicals, or if you propose to leave the Ensure your lease&allows you to 7 Alterations Changes of make Use would consequences called be on the the personal first day of the lease i.e.for what property vacant and unattended.

10 On-going Management non-structural alterations Ensure your lease allowsexcept you towhere make you? can personal you affordconsequences it? wouldAnd be the for the landlord can alterations demonstrate it would Stay good terms with the landlord and or 10on non-structural except where On-going Management you?

AndReview can you afford it?

4 Rent affect the operation of the building.

(You managing agent.

This help the landlord can demonstrate it would Stay on good termswill with themake landlord and or Check you understand the basis on which should the landlord of any nonsituations easier andThis allow you to run your 4 Rent Review affect still the notify operation of the building.

(You managing agent. will help make the rentyou canunderstand be changed.the Can the on rentwhich go structural alterations that you do make.) business without unnecessary interruptions.

Check basis should still notify the landlord of any nonsituations easier and allow you to run your the rent can be changed. Can the rent go structural alterations that you do make.) business without unnecessary interruptions.

The commercial property market is on the move...

The market on the The Michaelcommercial Jones Commercial team enjoyedproperty its most successful period in the company’sis history in June, with themove... successful sales

and lettings of a series of key properties in only 4 weeks. Read about a just few of them below: The Michael Jones Commercial team enjoyed its most successful period in the company’s history in June, with the successful sales and lettings of a series of key properties in only 4 weeks. Read about a just few of them below:

D L SO LD SO

Union Place, Worthing Michael Jones recently sold Union Place, Worthing this prominent, Grade II listed Michael Jones recently sold building in central Worthing. this prominent, Grade II listed Formerly the Conservative building in central Worthing.

Headquarters, the property Formerly Conservative has been the purchased by a local Headquarters, the property missionary group. hasAfter beenthe purchased a local previous by estate missionary agent failed group. to sell the After the previous estate property, Michael Jones used agentlocal failed to sell the their contacts, to attract property, Michael Jones used and secure the right vendor. their local contacts, to attract and secure the right vendor.

D L SO LD SO

Cannon House Investment This office investment was Cannon HouseJones Investment sold

by Michael for This office investment was of £915,000 freehold on behalf sold by Michael Jones Johnston Publishing to afor £915,000 freehold London Asset Fund.on behalf of Johnston Publishing to a Johnston Publishing London Fund. and remain in Asset the building Publishing haveJohnston taken a 15 year lease remain in the releasing building and back, thereby capital taken a 15 lease inhave its business butyear enabling back, thereby releasing capital their regional offices to remain its business butlong enabling ininWorthing for the term. their regional offices to remain in Worthing for the long term.

D L SO LD SO

Dominion Way, East Worthing This industrial building was Dominion Way,for East Worthing refused planning This industrial building was 18 months for a community refused forsold to church hasplanning now been 18 months for a community local manufacturer Electronic church hasInstruments now been sold Temperature Ltd.to local manufacturer Electronic Located at the front of East Temperature Instruments Ltd. Worthing Industrial Estate has at theforfront of East been Located sold freehold a price has inWorthing excess ofIndustrial £650,000Estate and will been sold freehold forsqa ftprice provide a further 9,600 to in excess of £650,000 and will ETI’s continued expansion. provide a further 9,600 sq ft to ETI’s continued expansion.

D L SO LD SO

Harbourside Inn, Newhaven A former pub and hotel by Harbourside Inn, Newhaven Newhaven Harbour was sold A former pub and hotel by for redevelopment to Phoenix Newhaven Harbour wasto sold Property Partners for close for redevelopment Phoenix £600,000.

The owners,towho ran for close to theProperty businessPartners until its closure, £600,000.

Thepermission owners, who ran gained planning theLewes business untilCouncil its closure, from District for planning permission thegained conversion of the main from Lewes District Council building to 11 apartments and for the conversion ofwith the main 7 brand new homes to 11 apartments 21 building on-site parking spaces. and 7 brand new homes with 21 on-site parking spaces.

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.

A W Gore And Co Member Plus The Mill, Station Road, Northiam, Rye, East Sussex, TN31 6QT Martin Smith

Chatsworth Hotel Member The Steyne, Worthing, West Sussex, BN11 3DU Nick Clinch

Griffin Trading (UK) Ltd Member Plus Griffin House, Nightingale Road, Horsham, West Sussex, RH12 2NQ Miles Lloyd

01797 253333 martinsmith@awgore.co.uk www.awgore.co.uk

+44(0)01903236103 hotel@chatsworthworthing.co.uk www.chatsworthworthing.co.uk

+44(0)1403 255427 enquiries@griffintrading.co.uk www.griffintrading.co.uk

ABC Emergency Aid Training Ltd Member 22 Cumberland Avenue, Worthing, West Sussex, BN12 6JX Paul Lane

ComplianceAssist Limited Member Plus 3rd Floor, Queensberry House, 106 Queens Road, Brighton, East Sussex, BN1 3XF Darren Hickman

House Buy Fast Startup 7 Liverpool Terrace, Worthing, West Sussex, BN11 1TA Jonathan Rolande

+44(0)01903243424 ask@emergencyaidtraining.com www.emergencyaidtraining.com

+44(0)1273 317180 dhickman@complianceassist.co.uk www.heedconsulting.co.uk

+44(0)01903 331 588 jonathan@housebuyfast.co.uk http://housebuyfast.co.uk

Accord Fire & Security Services Ltd Member Lydney, Meads Avenue, Bexhill-on-Sea, East Sussex, TN39 4SZ William Boyd

Conway Financial Services Ltd Startup 10 Juniper Close, Worthing, West Sussex, BN13 3PR Paul Conway

+44(0)08454745839 bill.boyd@accordfire.co.uk http://www.accordfire.co.uk

07788 737159 paul@conwayfinancialservices.co.uk www.conwayfinancialservices.co.uk

Brighton Racecourse & Conference Centre Member Plus Freshfield Road, Race Hill, Brighton, East Sussex, BN2 9XZ Samantha Bailey

Frontier Pitts Ltd Member Plus Crompton House, Crompton Way, Crawley, West Sussex, RH10 9QZ Eric Liebenberge

+44 (0)1273 603580 sbailey@brighton-racecourse.co.uk www.brighton-racecourse.co.uk

+44(0)1293 548301 liebenberge@frontierpitts.com www.frontierpitts.com

Brock Taylor Estate Agents Member Plus 2-4 East Street, Horsham, Horsham, West Sussex, RH12 1HL Peter Maskell

Golden Lion Childrenâ&#x20AC;&#x2122;s Trust Member PO Box 400, Lewes, East Sussex, BN8 4RZ Lynda Guy

Inspired Marketing Startup 30 Beech Way, Angmering, Worthing, BN16 4FQ Lisa Farr

+44 (0) 01403 272022 petermaskell@brocktaylor.co.uk www.brocktaylor.co.uk

+44(0)01273 891 963 enquiries@glct.org.uk www.glct.org.uk

+44(0)01903 787506 lisa@inspiredmarketinguk.com www.inspired

contact

Insolvency and Recovery Limited Member Chapelworth House, 1 Chatsworth Road, Worthing, West Sussex, BN11 1LY Mike Cooper +44(0)01903 239 313 mike@bhbc.co.uk www.insolvencyandrecovery.co.uk Inspire Leisure Member Phoenix House, Maltravers Road, Littlehampton, West Sussex, BN17 5NA Patricia Dobbs 01903 725451 www.arun.gov.uk

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

business edge october/november 2013

new members 45

K & P Computer Services Member Plus Innovation Centre, Churchfields, Highfields Drive, St. Leonards-on-Sea, East Sussex, TN38 9UH Paul Sharples +44(0)07766764445 paul@tradetrak.co.uk www.tradetrak.co.uk Laughing Donkey Entertainments & Promotions Ltd Startup 3 Highland Croft, Steyning, West Sussex, BN44 3RF Andrew Lake +44(0)07593 659 323 info@ldentertainments.co.uk www.ldentertainments.co.uk Media Word Waves Ltd Premier Basepoint Business Centre, Metcalf Way, Crawley, West Sussex, RH11 7XX Lorraine Nugent +44(0)07827 815377 lorraine@mediawordwaves.com www.mediawordwaves.com Monicakes Startup 32 Chapel Close, Burgess Hill, West Sussex, RH15 8PT Pawel Bartczak +44(0)01444 616 717 monicakes@onet.eu Oliver & Graimes Design Associates Ltd Member Plus 63 Portland Road, Hove, East Sussex, BN3 5DQ Gavin Graimes +44(0)1273748884 gavin@oandg.co.uk www.oandg.co.uk

Planet Travel Ltd Member 130 Albion Street, Southwick, Brighton, East Sussex, BN42 4DP Marcus Bull

Spiral Restaurant Member 47 Station Road, Burgess Hill, West Sussex, RH15 9DE John Oxlade

+44(0)1273 921001 marcus@planettravelshop.com www.planettravelholidays.com

+44(0)1444250433 john@spiralrestaurant.com www.spiralrestaurant.com

Ridgeford Consultants Ltd Member Plus Holbrook Cottage, Old Holbrook, Horsham, West Sussex, RH12 4TW Ian Williams

Sponsor a Roundabout Member Creative Media Centre, 45 Robertson Street, Hastings, East Sussex, TN34 1HL Mark Barfoot

+44(0)1403 267955 ianwilliams@ridgefordconsultants.co.uk

+44(0)01424 205406 mark@keeganford.co.uk www.keeganford.co.uk

SGOSS Startup Unit 11, Shepperton House, 83-93 Shepperton Road, London, London, N1 3DF Alice Jones

The Surface Mine Ltd Member Unit A, The Orchard, Chiddingfold Road, Godalming, Surrey, GU8 4PB Tiyoweh Wilson-Mace

+44(0)20 7288 9534 alice.jones@sgoss.org.uk www.sgoss.org.uk/

+44(0)01483 200788 Tiy@surfacemine.co.uk www.surfacemine.co.uk

Pier Recruitment Startup Europa House, Southwick Square, Southwick, West Sussex, BN42 4FJ Katie Gibson

Social Attraction Academy Member Plus Flat 1, 45 Sackville Road, Hove, East Sussex, BN3 3WD Gary Gunn

Upstream Member Plus Unit A, Level 4, New England House, New England Street, Brighton, East Sussex, BN1 4GH Ruth Perret

+44(0)1273 874154 katie.gibson@pierrecruitment.co.uk www.pierrecruitment.co.uk

+44(0)0208 099 7718 gary@socialattraction.co.uk http://www.socialattraction.co.uk/

+44(0)1273 628616 ruth.perrett@upstream.co.uk www.upstream.co.uk

contact

SUSSEX ENTERPRISE 0845 67 888 67 www.sussexenterprise.co.uk october/november 2013 business edge

46 movers and shakers An athlete and a business, not as different as you would think!

Reeves are proud to be partnering GB Short Track, GB Freeski and Chemmy Alcott in the build up to the Winter Olympics because business

Just add water An entrepreneur who founded his Brighton business just a few years ago has won the patronage of Harrods and the support of major health publications.

The product combines the properties of silver with other beauty collagen silk protein ingredients to enhance skin care with the slogan JUST ADD WATER. MD of Cor Europe, Taras Nadvirny, describes his product as a creamy foaming cleanser that activates with water, without dehydrating liquid soaps being rubbed into the face.

Taras shared his success story at the Albion in the Community Masterclass Apprentice programme, and now uses an apprentice to manage his social media marketing.

Albion Masterclass trainer Clive Bonny teamed up with Taras under the Government-funded GrowthAccelerator programme and said “Taras has achieved success at the top of the competitive market of health and beauty products in just a few years. His research and tenacity are a great example for other local entrepreneurs.”

For more information contact Taras at www.cor-europe.com 01273 573543

business edge october/november 2013

can learn a great deal from how world class athletes stay at the top of their game.

Chemmy Alcott My ‘business’ happens to involve hurtling down a mountain faster than the motorway speed limit! But what got me to be UK number one alpine skier is not luck, or even just wanting it. No top flight athlete does it alone. It may just be me when the starting gun goes off, but I have a team helping me get there. Having a team dedicated to my success is beyond value and makes it happen.

Clive Stevens, Managing Partner, Reeves A business leader needs a team to guide and support them through the slalom course of regulations, red-tape, investment options and tax dilemmas that exist. There are always choices to be made. Sportsmen make theirs in split seconds, a business has a little longer usually!

There are differences, of course, but a business at the top of its game is as focused as a competing athlete when it seizes an opportunity. Like the athlete, a good business will take advice to become a better one.

City College announces new ‘Entrepreneur in Residence’ City College Brighton and Hove has announced that its new Entrepreneur in Residence for the 13/14 academic year will be local businessman Gary Anderson. Picking up the baton from Small Batch Coffee and WJ King Brewery MD Nigel Lambe, Gary will represent the College’s commitment to enterprise and innovation, supporting students and staff in developing entrepreneurship.

He will have an office at the College and attend surgeries to give advice and guidance.

Gary has, during his career, been directly involved as an owner manager in the purchase, development and sale of companies. He has, in addition, run his own advisory business for the past six years.

He said: “‘I’m delighted to be joining the City College team and am looking forward to working with students and staff to promote entrepreneurship, enterprise and commercial awareness. I also look forward to acting as a conduit between the College and the local business community, hopefully bringing the two closer together than ever before.”

Itziar Leighton, City College’s Head of Enterprise & Business, said: “It’s fantastic that we’ve secured someone with Gary’s depth of business knowledge and experience to take on this role.”

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 l

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

SOVEREIGN COMMERCIAL Installations Limited

Your Commercial Refurbishment & Construction Specialists ‘Mezzanine Floors’

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 If you have a large area with a high ceiling, a mezzanine floor could extend your storage or working area without having to move or build an extension. With the right steelwork your mezzanine floor will preserve the working space underneath whilst adding valuable office or storage space above.

You can confidently leave all the details in our hands, so you won’t need to worry about planning permission, building regulations or structural plans. You tell us what you need and we’ll deliver from the paperwork to the finished installation. In addition to mezzanine floors we can provide steelwork for specific projects from supporting steel for external alterations to a simple handrail.

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

www.sovereigncommercial.com T: 01323-763179 | F: 01323-763081 | E: info@sovcomm.co.uk

Commercial House, 13 Westham Business Park, Eastbourne Road PEVENSEY East Sussex BN24 5NP

october/november 2013 business edge

48 diary

Sussex Enterprise Networking Events Premier Event Crawley & Gatwick Business Lunch When: Friday 1st November 12:15 -2:45pm Where: Crowne Plaza, Langley Drive, Crawley

Sussex International Trade Forum Sourcing and Importing Asia When: Wednesday 20th November 18:00 – 20:30 Where: HSBC Business Centre, Worthing

Investors In People Discuss how IIP can help your business over a light lunch When: Wednesday 4th December 12:00 – 14:30 Where: TBC COMPLIMENTARY

Premier Event Goodwood Gala Dinner 2013.

When: Thursday 7th November 6:30 – 11:30pm Where: Goodwood House, Goodwood

Premier Event GoGo Gatwick Airport Breakfast with Stewart Wingate, CEO Gatwick Airport When: Tuesday 12th November 7:30 – 10:00am Where: Alexander House Hotel, Turners Hill

Contact

Premier Event Inspirational Leadership – David Mellor

Sussex Festive Lunch Club & AGM (members only)

When: Thursday 28th November 17:00 – 20:00 Where: Wiston House, Steyning

When: Thursday 5th December 12:00 – 15:00 Where: TBC

East Sussex Breakfast Linked In Seminar

Premier Event Crawley & Gatwick Business Lunch

When: Tuesday 3rd December 7:30am -10:00am Where: The Old Ship Hotel, Brighton

When: Friday 6th December 12:15 -2:45pm Where: Crowne Plaza, Langley Drive, Crawley

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

business edge october/november 2013

diary 49

TRAINING COURSES People and Team Management - Stage 2 When: 09:30am – 16:30pm 16th December 2013 Where: Sussex Enterprise, Burgess Hill This course builds on the topics covered in the People and Team Management course to give a more complete overview of people management best practice.

These topics can also be seen as more advanced or involved for experienced managers.

Communication & Assertiveness Skills When: 09:30am – 16:30pm 15th January 2014 Where: Sussex Enterprise, Burgess Hill Course outline and further details to be confirmed

Classification of Goods Using Commodity & Tariff Codes When: 09:30am – 12:30pm 17th January 2014 Where: Sussex Enterprise, Burgess Hill The correct classification of goods using commodity and tariff codes is fundamental for customs compliance, establishing correct duty rates, origin of goods, intrastat, export control and many other customs procedures. Increasingly security procedures at ports of exit/ entry are being linked to commodity and tariff codings This half day course will consider the terminology used and the structure of the Harmonised System, Commodity and Tariff codes. It will examine the General Interpretative Rules that are used for classification and the use of tools available to assist in the establishment of the correct code.

An Introduction to Export Procedures When: 09:30am – 16:30pm 20th January 2014 Where: Sussex Enterprise, Burgess Hill The course is suitable for those new to the problems of exporting and for experienced exporters who need to update their knowledge. No prior knowledge of exporting is assumed.

The content will be relevant to field

Contact

and office based sales staff, purchasing staff, shipping and dispatch personnel, accounts and finance staff, customer services, freight forwarders.The course is designed to provide an overview of the Terminology, Procedures and Documentation used in the exporting process and to promote awareness of the responsibilities and obligations of all parties. Attendees should gain an overview of the exporting process from first enquiry to arrival of the goods at destination and the course will highlight the possible pitfalls that can await the unwary.

Effective Supervision & Team Leadership

You know you have the right product or service, now all you have to do is translate this into money in the bank through your sales. Sales does not need to be pushy, annoying and manipulative.

If fact to be really effective you need to build genuine strong relationships with customers and find ways to meet their needs for repeat business and referrals.

This course helps you to perfect the full sales cycle from introduction through to agreeing a deal with your customer. It is suitable both for new and experienced salespeople and will equip them with new tools and a strong sense of purpose, confidence and motivation to get income rolling in.

When: 09:30am – 16:30pm 27th January 2014 Where: Sussex Enterprise, Burgess Hill

Using Documentary Letters of Credit, Drafts & Bills

It has often been said that the biggest challenges a manager faces come when they first transition into a supervisory or team leadership role. First line management requires a very different mind-set to any operational role and requires a very different skill set. This course will support supervisors, both new and experienced, to focus on how to successfully lead their teams (rather than just keeping their heads down and trying to do most of the work themselves).

When: 09:30am – 16:30pm 24th February 2014 Where: Sussex Enterprise, Burgess Hill

Effective Time Management and Personal Effectiveness When: 09:30am – 16:30pm 10th February 2014 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.

The use of Letters of Credit has increased significantly by UK exporters and importers because of the global economic situation, political insecurity in some markets and the withdrawal of credit insurance cover.

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.

Successful Selling Skills When: 090am – 16:30pm 19th February 2014 Where: Sussex Enterprise, Burgess Hill

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

50 five minutes with...

Replacing Microsoft products for free or less?

Melanie Richardson Managing Partner Head of Corporate Business

1. Which words or phrase do you most often overuse?

It’s a swear word 2. Karaoke song of choice.

Never – people pay me not to sing 3. What’s your biggest regret?

None – everything happens for a reason 4. When and where were you happiest?

When I’m sleeping, I’m constantly chasing sleep!

5. When was the last time you lied?

When I said my mother in law was very welcome to stay for a fortnight 6. What talent would you most like to have?

To be a three day event rider 7. What quality to you most admire in a person?

Loyalty 8. Which virtue is the most overrated?

Truthfulness 9. Early mornings or late nights?

Late nights 10. Deal or no deal?

Deal 11. Tell us a secret.

Not possible, if I tell you it’s not a secret

business edge october/november 2013

We all agree that nowadays is difficult to get something for free and if we do get it there must be a catch.

That doesn’t apply to Open Source software though. There are in fact hundreds of thousands of developers around the world that contribute in the development of software that you can have for free, that provides the features you require, that you can adapt as you wish and need very little processing power.

Getting something for free or less is actually possible when your replace your current server running Windows with something that has no or little licensing costs, reduces maintenance and support fees and uses probably a quarter of the electricity you are using now.

Many companies have been sold expensive servers and licenses but use only a few of the features provided while, just to run, a Windows system requires a lot of processing power.

We often see situations where very small companies are being sold Windows based servers which cost between £5000 to £8000 just to provide some basic services.

With Linux and Open Source based solutions you could spend considerably less (generally 50%), use less powerful servers and reduce your electricity bill.

Linux is the equivalent of your Windows operative system but it has been written from the ground up with efficiency and security in mind.

Using optimised solutions based on Linux, which is the base of many devices you currently use, you can fit a lot more features and services in systems that allow you to spend less and do more.

From the user perspective there is no difference in using a Linux based server, combined with the right applications, to using a Windows Server. Over the years a lot has been done to make a migration from Windows to Linux unnoticeable to the user. Even the management part

has been simplified and standardised using web interfaces so that good IT technicians can manage Linux servers without the need of learning console based commands.

So, if Linux is so good, why it hasn’t replaced Windows everywhere?

Well, it actually has replaced Windows in most places but, as it is not an international corporation, it is not purchasing advertising space to tell you about it. The Internet itself runs on Linux and Open Source, large corporations are using it in their mission critical infrastructures even your mobile phone and your satnav is based on it. There are some corporations you may have heard of like VMWare, Citrix, Oracle, etc... that based their products on Linux and Open Source but unfortunately, maybe for marketing reasons, they prefer not to mention it.

Open Source, does it really matter?

We believe that Open Source matters as it’s at present the only real competition against global corporations which otherwise would have no interest in making their products more efficient and less expensive.

You may not know it but the quality of your Council services or you tax bill can affected by Open Source.

Up to a short while ago there was no alternative to the proprietary software developed by large software manufacturers so they have been able to impose their prices and their ecosystem of applications to Public Sector institutions. As the competition was limited the fact that the software was more or less efficient didn’t really matter so at each software upgrade new and more powerful hardware was necessary inflating all the time the bill we have to pay.

Open Source means also more security as there are thousands of developers around the world that can check how applications are written so they can make sure they are safe and efficient.

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