Business Edge 30 by Distinctive Media Group Ltd

MARCH/APRIL 2016

the magazine for sussex chamber of commerce members

Gatwick Freight Traffic â&#x20AC;&#x201C; Current Trends Page 24

Sussex Chamber of Commerce

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contents 3

Sussex Chamber of Commerce

this month

Sussex Chamber of Commerce currently represents over 1,000 member businesses. Membership of Sussex Chamber of Commerce 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 Chamber of Commerce members as well as key business decision makers across the county. It has a circulation of 4,000 copies per issue.

Exporting is GREAT Could Your Business Go Global?

As the world becomes ever more globalised and digital, the potential for small businesses from across the South East to reach out to new customers has never been greater.

24 Gatwick Freight Traffic – Current Trends

Business Edge is a Sussex Chamber of Commerce publication.

Charles KirwanTaylor – Director of Corporate Affairs and Sustainability for Gatwick.

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

26 Spotting opportunity

SUSSEX CHAMBER OF COMMERCE

changed company’s fortunes

A big part of the success story of Sussex fulfilment and delivery business ILG is the classic one of forward-thinking business people.

Unit 4, Victoria Business Centre, 43 Victoria Road, Burgess Hill RH15 9LR

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MARCH/APRIL 2016

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the magazine for sussex chamber of commerce members

Gatwick Freight Traffic – Current Trends

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n 04 welcome n 05 business matters n 07 news from across the county n 08 town chamber news n 09 chamber news n 10 focus on n 18 feature: transport & logistics n 16 the expert n 17 fine print n 17 business matters n 18 feature: finance n 21 auto enrolment feature - the importance of picking the right scheme! n 24 cover feature n 26 inspirational leaders n 30 chamber benefits n 34 business matters n 35 business matters n 36 feature: training & education n 41 transport news n 42 new members n 44 diary n 46 five minutes with... n 46 movers and shakers

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Please let us know if there are any burning issues you want us to take up. Send your letters to the Editor to enquiries@sussexchamberofcommerce.co.uk march/april 2016 business edge

Helping you trade globally

4 welcome

Welcome to the March/April Issue!

Ana Christie CEO at Sussex Chamber of Commerce

The Sussex Chamber plays a key role in offering help and advice with all aspects of export documentation so that we make your trading journey as easy and successful as possible. The transport and logistics sector takes centre stage and is recognised as key to stimulating trade, whether this is in the UK or globally. It also helps business efficiency and plays a vital role in supporting economic growth. In order to stay connected with the global market, it is vital to remain competitive. Focus on transport infrastructure needs to be high on the government’s agenda. Ensuring investment is made to our road network, ensuring the rail network capacity is increased and improved, and planning airport capacity expansion to cope with future demand of the UK economy. The Sussex Chamber is organising a number of policy forums from April so that businesses have the opportunity to discuss key issues and concerns facing their business. Many organisations have expressed concerns on the current infrastructure in Sussex, equally, the EU referendum is also extremely topical and will be high on everyone’s agenda over the coming months. Following months of intense negotiation on the future of the UK’s relationship with the EU, the Prime Minister has announced his deal and that a referendum on whether Britain should remain in the EU will be held on Thursday, 23rd June. The Sussex Chamber, will not campaign, but will survey member companies, report their views, and inform the debate. We are a non-partisan organisation, and as such, decided not to campaign for either side ahead of the European referendum. Our neutrality in the referendum debate reflects the real divisions that exist in business communities across Sussex. We will continue to use our position to reflect the varied views of the business communities, articulate their concerns, and seek greater clarity and information from both sides. Kindly go to our twitter account @SussexChamber and let the Chamber know whether you wish to stay or leave the EU. Ana Christie - Chief Executive, Sussex Chamber of Commerce

march/april 2016 business edge

Export services from the Sussex Chamber of Commerce Once you have identified your market overseas, what next? The Sussex Chamber of Commerce offers help and advice with all aspects of export documentation to make trading overseas as easy and successful as possible. We assist exporters throughout the process of completing the documentation; from choosing the right documentation to ensuring it is correctly filled in. Chamber Certification and Embassy Legalisation of all Export Documents If you are exporting goods, correctly prepared documentation is vitally important. Incorrect completion of the required paperwork can lead to delays at Customs, which in turn can result in storage charges. The Chamber can certify all types of export documentation and arrange subsequent embassy legalisation if required. Authentication of EUR1 and ATR forms An EUR1 is a Movement Certificate used to support claims for preferential rates of duty in the country of importation. The goods must ‘originate’ in the UK or EU. The ATR Certificate entitles goods, which are in ‘free circulation’ in the EU to receive preferential import duty treatment when shipped to Turkey. This applies to all eligible goods except agricultural goods, minerals and steel which require an EUR1 Movement Certificate. The Chamber is able to authenticate these forms on behalf of HM Revenue & Customs. Notarisation Service or Foreign & Commonwealth Office Express Service Do you need documents Notarised by a Notary Public or legalised by the Foreign & Commonwealth Office? We can arrange this for you. Preparation of Certificates of Origin A certificate of origin is an important international trade document attesting that goods are wholly obtained, produced, manufactured or processed in a particular country. Send us your signed commercial invoice and details of the consignment and we will prepare the required document for you. e-z-Cert This is an express service using electronic stamps and signatures to allow exporters to print their approved documents. Letter of Credit Processing Service This can be an arduous task and incorrectly completed documents can incur both bank charges and a delay in payment. We deliver a professional service whereby we can arrange production of all the documents, shipment of your goods and presentation to the bank. This will save you hours of valuable time. ATA Carnet for Temporary Export This is an international Customs document which allows the temporary importation of commercial samples, professional equipment or goods going to either a trade fair or exhibition to countries which are part of the ATA Carnet system. It simplifies the custom formalities by allowing a single document to be used for clearing goods through Customs. It is valid for one year and allows for movement of the goods shown on the Carnet as many times as required during the 12 months to any of the destinations applied for. Please contact the Sussex Chamber of Commerce for all of your exporting needs. Tel: 01444 259 259 or visit our website: www.sussexchamberofcommerce.co.uk

business matters 5

I DRIVE U Chauffeur Service Anne Phesse Managing Director at I DRIVE U writes about modern chauffeur services…

Which key payroll issues do you need to be aware of in 2016? By Alexandra Durrant, payroll expert and director of Aspiring Training Payroll mistakes do not only damage staff morale, they could also land you in serious trouble with HM Revenue & Customs. So organisations need to be familiar with the big legislative changes to affect payroll in the new tax year.

National Living Wage From April 2016, employers will be required to pay staff aged 25 and over the National Living Wage of £7.20 per hour (up from the current National Minimum Wage of £6.70 per hour). So employers should ensure that their policies do not put them in breach of the law. Recently, a high street retailer was fined for requiring staff to buy their own uniform, which meant the take-home pay for some of its employees fell below the minimum wage. Fines can run up to £20,000 for each employee who is shortchanged.

Auto enrolment Organisations that employ at least one employee are now legally required to set

up and contribute to a pension plan. Any employee aged 22 or above who earns £10,000 a year is then automatically enrolled into the scheme. You can find out your ‘staging date’ (which is when the scheme needs to be up and running by) from the Pensions Regulator (www.thepensionsregulator.gov.uk). It is recommended that you start planning 12 months before the staging date which, depending on your employer PAYE code, will be in 2016 or early 2017. Failure to comply can result in fixed fines of up to £50,000 or daily fines of up to £10,000.

Scottish Tax code The Scottish Rate of Income Tax will be introduced in April 2016. Even if your organisation is based south of the border, any employees living in Scotland will need to pay the appropriate rate of tax. Failure to implement the correct tax code could result in employees receiving an unexpected tax bill and unwanted attention from HMRC.

Drivers on our roads face challenging traffic conditions requiring, more than ever before, a calm and thoughtful attitude to other road users. Chauffeur services are used by individuals from all walks of life including television and sports personalities, lawyers, high profile business people and the titled and used for a wide range of purposes including business meetings, visiting restaurants, sporting events and investitures. Serving or retired drivers of police vehicles are widely accepted as the safest drivers on our roads, many having attended structured driver training during their service, with the elite achieving the coveted advanced level. Confidentiality is an important point to clarify with your service provider when you are choosing a chauffeur service. The male and female chauffeurs at I DRIVE U have each signed a contract confirming that all lawful matters relating to you remain strictly confidential. For the complete service it’s worth bearing in mind that a chauffeur who holds a shotgun licence can legally carry your guns and ammunition to and from your sporting venues. When you are driven in your own vehicle your chauffeur would be included on your fully comprehensive motor insurance. A great chauffeur service totally eliminates the frustration in searching for that safe and convenient parking place, the challenges and restrictions of public transport and the dangers and consequences of drinking and driving.

march/april 2016 business edge

6 advertorial

A head for heights – and leadership The man who trains and leads people with disabilities to conquer mountains at the highest level of the sport is the guest speaker at Portsmouth Business School on April 20. The evening, in Richmond Building, is to celebrate the launch of the newly redesigned Executive MBA course. Mark McGowan is the man behind Team GB paraclimbing and he will tell the gripping story of how, over three days in 2015, he led a blind climber, another with multiple sclerosis and a third with autism to the top of the Eiger. He will discuss what leadership looks like and what it demands at the edge of human endurance and in one of the world’s least hospitable places – the Eiger, standing nearly 4,000m high in the Swiss Alps, has earned a nickname of ‘murderous’

after more than 64 climbers have died attempting the north face. The team’s successful ascent was a world-first. Never before has someone been sight-guided up the mountain. Mark started climbing as a 12 year old and was soon shimmying up first rock walls, then mountains. He climbed the Eiger’s notorious north face in his early 20s and, in 2014, was appointed team coach for the GB paraclimbing team. In parallel, he started a business and earned a Masters in Business Administration (MBA). As well as hearing Mark’s stories, visitors will be able to talk to the MBA course

Lesson in leadership: Mark McGowan leads the paraclimbers on the Eiger director David Hall, and many of the course team, experts in strategy, coaching, finance and marketing, to name a few. Current and former students will also be on hand to answer questions. The launch event starts at 5pm, with the speaker at 5.30pm, followed by networking, drinks and canapes. To register and find out more visit www.showyoumeanbusiness.com

Show you mean business – do the Portsmouth MBA

Our Master of Business Administration (MBA) will develop your capabilities and enable you to bring fresh thinking to your organisation right from the start of your studies. Not only will it enhance your career prospects but it will allow you to build lasting networks with like-minded individuals. • • •

‘The MBA is a key to unlocking the doors to senior and executive level management roles. The pace of the course allows me to carry out a full time international sales role at the same time as studying.’ Katie Ilincariu Europe and South America Sales Manager, Fosse Liquitrol

march/april 2016 business edge

Innovative work-based learning Taught part-time in two day blocks over two years Generous scholarships

Come along to one of our Postgraduate and MBA open evenings and listen to a guest speaker, meet the teaching staff and current students in a relaxed and informal atmosphere – for details visit www.showyoumeanbusiness.com. For more information or to apply: T: +44 (0)23 9284 4888 E: mba.admissions@ port.ac.uk W: www.port.ac.uk/ mba

news from across the county 7

Exciting times at Newhaven Newhaven is going through some exciting changes. As part of the £2.5 million Newhaven Growth Quarter project, financed by the Government’s Coastal Communities Fund, the Newhaven Enterprise Centre will soon offer an additional 8,000 sq. ft. of office and workshop space, with an emphasis on green, clean and marine technologies. Located on Denton Island, The Newhaven Enterprise Centre has been a hub to small and medium businesses in Sussex since 2007, and offers flexible easy-in, easy-out terms, meeting rooms and virtual services, as well as being host to regular networking events and the provider of 24/7 business support to its members. The Newhaven Enterprise Centre is managed by Basepoint Centres Ltd on behalf of Lewes District Council, and Basepoint is a company owned by The Act Foundation, a grant-making charity that enhances the quality of life for people in need. The help provided to individuals comes in various forms, and includes mobility and hearing aids, sensory toys, and

building and vehicle adaptations. Each Basepoint centre also supports a local charity, and The Act Foundation match funds money raised up to £10,000 a year. In the last quarter alone, over £1.6M was awarded in match funding and against pledges. Basepoint staff also play an active part in fundraising for their local charity, and organise coffee mornings, sporting events and raffles. Newhaven Enterprise Centre is one of four business centres operated by Basepoint across Sussex, providing flexible workspace and meeting room solutions. Basepoint centres are also located in Crawley, Haywards Heath, and Shoreham and are part of the 31 centres owned or managed by Basepoint. Basepoint Centres Ltd is growing the number of locations and announced a target to open a further 22 locations by 2022. Rebecca Gattinesi, Regional Manager for Basepoint, said: “The extension at Newhaven Enterprise Centre will provide numerous local businesses in Newhaven with the high quality flexible space they need, and will offer local employment opportunities. There is a high demand

for flexible business space across our Sussex centres, including at our most recent centre in Haywards Heath which opened in September 2015 and is already reaching capacity. It is encouraging to see so many successful businesses across Sussex growing and benefitting from the services Basepoint provide. The new office and workshop space at the NEC will help create and sustain jobs in the area, but our neighbours on Denton Island are also benefiting from the Newhaven Growth Quarter project; the Sussex Community Development Association Nursery and the Sussex Downs College will be able to offer 16 additional childcare spaces and two new training rooms respectively, and the Island itself will be developed into a ‘campus-style’ environment, enabling all users to retain and enjoy the strong sense of community which has already been built upon. Numerous businesses have grown within the Newhaven Enterprise Centre since 2007, and we are looking forward to opening our doors to many more in Spring 2016.

march/april 2016 business edge

8 town chamber news

Seahaven Business Awards 2016 For the 13th year running, the Newhaven Chamber of Commerce are organising the Seahaven Business Awards 2016 - nominations are now open! Categories include Business of the Year, Business Person of the Year, Best Environmental Business, Best Customer Service, Best Retailer and the President’s Award which will be awarded to the Best New Business. And for 2016 there will be a brand new category – Best Eatery – open to all cafes, pubs and restaurants in the Seahaven area. The Seahaven Business Awards recognise businesses which have shown tremendous commitment, innovation, success, commitment to staff and businesses which take pride in being part of the community and which drive to succeed in the current economic climate. Newhaven Chamber of Commerce President Annie Lorys said: After the success of last year’s event, we will be returning to Jerrom Hall in Peacehaven for the Grand Gala Awards Dinner on Friday May 6. We are very excited to have a seventh category this year – Best Eatery – we are hoping that this will encourage all the excellent pubs, cafes and restaurants in the Seahaven area to enter. The winners will be go home with a stunning trophy designed and made by Newhaven Chamber member, goldsmith Mike Shorer. Each trophy weighs 4kg and is made from solid aircraft grade alloy, anodised gold and then hand engraved and hand enamelled. There are seven awards for companies and individuals who either work in or are based in and around the BN9, BN25, or BN10 postcode areas. Do you know of a business in the Seahaven area that you feel deserves to win an award ? Perhaps a new business that is flourishing and giving great value or an existing business giving exceptional customer service or one that serves really great food ! Why not nominate them ? Businesses can even nominate themselves in one or more of the categories. Entry is FREE. There will be two new judges on the judging panel this year - local MPs Maria Caulfield & Simon Kirby. They will be joined by the Mayor of Newhaven and the Presidents of the Newhaven, Peacehaven and Seaford Chambers of Commerce. Closing date for nominations is Friday, March 25 and the winners will be announced at the Chamber President’s Gala Dinner on Friday May 6 2016, at Jerrom Hall in Seaview Avenue in Peacehaven in the presence of His Excellency Ambassador Nguyen Van Thao, Vietnamese Ambassador to the UK and other dignitaries. The Seahaven Business Awards are organised by Newhaven Chamber of Commerce in collaboration with Peacehaven and Seaford Chambers of Commerce. The main sponsors for this year’s event are Veolia, Wave Leisure, Newhaven Enterprise Centre, Elite Industries Ltd, Fundraising Auctions, Cooperative Funeral Care (Newhaven), Newhaven Town Council, HM Bookkeeping and Payroll Services Ltd, Mike Shorer Fine Jewellery and Seahaven FM. The individual trophies are being sponsored by Swindells Chartered Accountants, The Hope Inn, Co-op Funeral Care, Excell Design, Payline, HM Bookkeeping and Payroll and The Sussex Sign Company. For more information go to www.newhavenchamber.co.uk

march/april 2016 business edge

David Sheppard

Chairman of Sussex Chamber of Commerce

What’s going on with International Trade? There is a £400B gap between current exports and the Government’s self proclaimed target of £1T by 2020. The latest figures show that the trade deficit worsened over the full year 2015 compared with 2014, so what is going wrong? Well it is clear that the uncertainty around the future of the UK Trade and Investment organisation (UKTI) is creating confusion on who and how exports are encouraged and promoted. This has been added to by the resignation of Lord Maude of Horsham as Trade Minister just having pronounced a wide ranging reform of the Government’s approach to trade. As yet, there is no visibility of how this reform is to be implemented. We as part of the BCC will be working to ensure that such ministerial change does not lead to even greater uncertainty, which in itself is the enemy both for business and for the UK’s overall trade performance at a time of global economic turbulence. In my experience, exporting is rarely high up on an SME’s agenda as there are far too many other opportunities and priorities using up scarce time and resources. However, I would signpost those of you with some export aspirations to the BCC’s excellent Export Britain website, www. exportbritain.org.uk, which holds a wealth of information supporting exporters, not least details of the 34 accredited overseas chambers from Kenya to Vietnam where support and facilities are available. More locally, Sussex businesses are invited to the Sussex International Trade Forum events which aim to promote exports by providing information and real life experiences about the “how” and the “where” of exporting (information on these events can be found on the Chamber website). And if its knowhow around export administration and documentation that you need, then a call to our international trade support team at the Chamber (01444 259 259) should prove beneficial. We’re doing our bit to close the export gap, but let’s hope Government is similarly focused on utilising the best placed resources to provide maximum benefit to exporters. David Sheppard Chairman, Sussex Chamber of Commerce

member news 9

Cyber Crime

Gordon Westcott of Knighthood Corporate Assurance Services identifies an increasingly worrying trend all businesses must be prepared for. Just how vulnerable is your business to cyber attack? The chances are that you might feel that you and your company are of no interest to cyber criminals – surely they just go after the big companies like Talk Talk! This is most definitely not the case and, whilst the data breached in that particular attack affected 157,000 customers with remedial costs estimated at £35 million, even the smallest of businesses may fall foul of cyber criminals. One of our own clients had their data hacked enabling the attackers to falsify banking details and steal over £135,000.

We have heard stories of other smaller companies being attacked and having their data encrypted rendering it completely unusable. Then what follows is a ransom note demanding payment of as little as £500-£1,000, payable in Bitcoins which are virtually untraceable over the internet. It’s not only an immediate financial loss that could affect a company, there are also the costs involved with establishing what exactly has gone on, and then the removal of the bug, worm, spyware, or other malware. A company that suffers a cyber attack also has to notify the regulatory body of the data breach and also advise all of the data subjects that their information has been breached. So, this forensic digital investigation and mitigation, as well as external legal advice, could have a substantial financial and disruptive effect on your business. We would obviously recommend a full audit by your IT supplier to minimise the risk but this alone may not be enough, so the insurance market has responded well with several providers now offering cyber cover. Not only can this provide financial cover and recompense, including things like theft of telecommunication services and business interruption, they also give good support with a spread of educational resources, risk calculators and compliance awareness. The cost of cyber crime in the UK is now estimated to be in the region of £27 billion a year and any business large or small is a potential target. As experts in the field we are sure you will find that the insurance costs for such cover are a lot cheaper than you anticipate.

Bring Your Own Device Policy, the new black! Duncan Hollands, Managing Director at Network Maintenance Ltd. explains how your company can offer an efficient solution to the personal use of employee’s mobile phones and business communication. A key finding from Ofcom’s Communications Review, was the lack of separation between business and personal communications. Most employees now have smartphones and tablets, making it easier for them to use their own personal technology within the workplace. The report identified that employees worry about how much personal information, stays personal. A recent survey by Tyntec revealed 30% of UK employees use their personal mobile for work related tasks. Staggeringly almost 90% use their mobile phones for work outside of normal business hours. Unsurprising over 81% questioned, stated they would prefer to have two separate phones or one phone with two numbers (separating personal from business use). Many businesses already have a corporate mobility strategy but a BYOD policy considers work-life balance, eliminating obvious privacy and reimbursement concerns that employees’ voice. For example, introducing a corporate phone app, with virtual phone numbers, would provide unique identifiers for employees. Once installed, the employee need only switch to the app for all work related communication. For further information contact: Duncan Hollands, Managing Director, Network Maintenance Ltd. 01342 714301 duncan@nml-net.com

march/april 2016 business edge

focus on

Exporting is GREAT - Could Your Business Go Global? As the world becomes ever more globalised and digital, the potential for small businesses from across the South East to reach out to new customers and lucrative new markets beyond the UK has never been greater.

The South East is a global leader in some of the world’s fastest-growing and innovative sectors, including food & drink, digital & creative industries, advanced engineering and high-value manufacturing. Again and again, research shows that exporters, of all sizes, are more productive, innovative and resilient to economic downturns; achieve a stronger bottom line; boost their reputation and profile; and are more likely to stay in business. Two in five of the UK’s smallest exporters – that’s companies with fewer than 10 employees – are already doing business in at least one highgrowth market. To put it simply, there is no limit to what you can achieve.

Inspiring SMEs to Export As part of the successful international GREAT Britain campaign, Exporting is GREAT aims to inspire and support 100,000 additional UK businesses to sell their goods and services overseas by 2020. Launched in November 2015, the Exporting is GREAT initiative will run for five years and is designed to empower UK SMEs to take advantage of the global appetite for UK products, skills and expertise in markets around the world. The website www.exportingisgreat. gov.uk enables ambitious UK businesses to register their interest in real-time global export opportunities, as well as access expert

march/april 2016 business edge

focus on 11

advice, trade services, training and events. The site contains over 1,500 export opportunities – worth hundreds of millions of pounds over time and organised by sector and market – which are easily accessible. A thousand new opportunities are being uploaded each month. The demand is out there. You could be too. Visit www.exportingisgreat.gov.uk to find out more.

Could you go global like West Sussex’s Ridgeview Wine Estate Limited? Support from UKTI has helped Ridgeview Wine Estate to proactively explore new markets. Since working with UKTI, the company’s production has increased from 30,000 bottles a year to 250,000 and exports now account for 20 per cent of its business. Mardi Roberts, Sales & Marketing Manager of Ridgeview Wines said, “UKTI has been extraordinarily helpful to us and their support has really impacted our business. As well as the funding and practical support with events, we have benefitted from the individual

RESEARCH SHOWS THAT EXPORTERS, OF ALL SIZES, ARE MORE PRODUCTIVE, INNOVATIVE AND RESILIENT TO ECONOMIC DOWNTURNS; ACHIEVE A STRONGER BOTTOM LINE; BOOST THEIR REPUTATION AND PROFILE mentoring that our International Trade Adviser (ITA) gives us.”

South East - 23 to 27 May 2016

Exporting is GREAT Roadshow

Tuesday 24 May 2016: Madejski Stadium, Reading, Berkshire Wednesday 25 May 2016: Historic Dockyard, Portsmouth, Hampshire Thursday 26 May 2016: Jubilee Square, Brighton, East Sussex Friday 27 May 2016: Stour Centre, Ashford, Kent To get involved contact: UKTI South East Events & Missions Team E: events@uktisoutheast.com T: 0330 3000 013

A year-long Exporting is GREAT Roadshow is travelling the length and breadth of the country giving face-to-face assistance to firsttime exporters and using the latest technology from partner Microsoft to connect these businesses with live export opportunities. The roadshow will visit the South East on the following dates:

march/april 2016 business edge

12 feature: transport and logistics

A Happy Customer is a Loyal Customer – Making the Smart Choices

By Paul Morfett at Hussar Gruppa Ltd (The Smart Choice in Transport) Whenever you can, take a step back and assess if your business is moving in the right direct and is successful. It is important, if not vital, to see where your business may be falling short. Are you failing in some aspects of your business approach? One of those areas to look at improving is the way you market your business to new and existing customers. You are working in a field that has many other Freight Forwarders offering a similar service to your own. What can give you the edge over your competitors? In a highly competitive field, price is always an aspect to be considered. Being the cheapest option though is not always going to give you type of work to move your business forward. All customers will want a competitive price, but if you cannot then fulfil your obligations, those customers will soon disappear and look for a more reliable option to move their goods. Being a fairly new business, we had to try and make a name for ourselves in an already competitive marketplace. We had the option to quote for new work and undercut the competition, but if we are looking to build a solid foundation, these customers will always continue to look for that cheaper option. We have found that pricing realistically and making sure our communication is second to none has helped us grow our business month on month. A solid customer base, based on honest and proven communication:

Listen: You may have extensive logistics knowledge and have been in transport for many years, but your customer knows their product just as well as you know about your transport routes. Do not alienate your customer. Listen to what they have to say about the best way of safely moving their goods, listen to previous experiences they may have had. This could be the reason they are looking for a change in transporter. By all means suggest ways you could improve things for them, but always listen to what they have to say. Every Customer is Number One: Everybody likes to feel special. If a customer is paying for a service, provide over and above that service. Go that extra mile and show that you are more than happy to help them even if you are having a challenging day. These are basic points, but can be easily forgotten in the busy, demanding world of ‘Logistics’ Show your customer he has made the smart choice in trusting you to move their goods, communicate well and they will be more likely to return in the future to use your service again.

Our experienced and qualified freight forwarders will be shipping Full & Part load throughout the continent.

Based on the long experience of running our trucks all over Europe, Hussar Gruppa is now proud to introduce our first branch in the UK, based near Gatwick Airport. The strength of our fast growing organisation is based on effective and efficient communication with its customers and suppliers but above all keeping that personal service that our business has always prided itself on.

Key points to remember Build a rapport: The person at the end of the telephone may be a customer; they are a human being too. They have work pressures, the same as you do. Wherever possible, try and get to know and understand the person you are dealing with. Sometimes a general chat about the weekend’s football scores or asking how their family is can be just as important, to keeping a customer onside. Response Time: Constantly check the whereabouts of your vehicles. Never assume the driver is making good time. Keep in constant contact with them and update the customer when necessary. If you have information to hand when the customer phones, shows you care about their product and are keeping a close eye on it. If you do not have the information to hand, a speedy, but friendly response is essential. Clear Communication: Make sure your customer can understand you. Mumbling or slurring your words is a definite ‘nono’ Seeing as such a large part of your business is phone based, body language is obviously not effective. The tone of your voice, with clear and concise information will help to put your customer at ease and help to grow their confidence in you.

march/april 2016 business edge

WE OFFER: UK and European distribution Full and part load services Daily European services Express European Delivery Service Multi Lingual Office Staff Specialist Logistics

Hussar Gruppa Ltd.

+ 44 1293 813904 + 44 1293 813905

Basepoint Business Units, Suite 56, Metcalf Way, Crawley, West Sussex, RH11 7XX

Fax: +44 1293 813908 E-mail: transport@hussar-gruppa.co.uk

Hussar Gruppa Ltd., Basepoint Business Units, Suite 56, Metcalf Way, Crawley, West Sussex, RH11 7XX www.hussar-gruppa.co.uk; www.hussar-gruppa.com;

feature: transport and logistics 13

Cruiseway’s Annabel Kolter is gearing up for the Kolter 262 Challenge As a fairly sporty and crazy family, The Kolter’s (Annabel, husband Giles and their two daughters Grace and Lucy) are fundraising for two charities. In April Annabel is running the Brighton Marathon, and the family of four will undertake their swim marathon too - 262 lengths of a 25 metre pool. Giles swimming 130 lengths, Lucy 80 and Grace 50 with Annabel swimming the final two lengths, a total of 6,550 metres! One of the chosen charities is Champion Chanzige, a non-profit organisation to raise funds for a primary school in Southern Tanzania. Founded in 2013 by a former colleague of Annabel’s, Phil Jacobs, the charity has fundraised tirelessly providing a school with basic equipment, electricity and a rain water harvesting system. In October a team of supporters visited and re-decorated one of the classrooms. Money

raised during The Kolter 262 Challenge is already earmarked to furnish the local community centre currently undergoing renovation. The other charity supported is Kidscape, a national anti-bullying charity that believes all children should be able to grow up in a world free from bullying and abuse, and that all adults should keep children safe and help them to reach their full potential. By providing training, support and advice to children, parents, schools and those in professional contact with young people, Kidscape enables them to gain the skills and confidence to challenge bullying in all its forms. To support the Kolter 262 Challenge https://mydonate.bt.com/fundraisers/ kolter262

Gatwick Export Packing • • • • • •

Annabel pictured with her daughter Grace

01293 514576

Export Packing Bespoke Case Making Transport Specialists Hazardous Cargo Packing Fine Art & Antique Shipping Containers

www.cruiseway.co.uk the global voice of freight logistics

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14 feature: transport and logistics

Crawley’s longest established courier service Quickshift UK Ltd are Gatwick and Crawley’s longest established courier service. We specialise in the carriage of freight and general couriers. All shipments can be catered for ranging from small ½ kilo parcels / envelopes to 85 cubic meter loads. We offer a wide range of services and logistics solutions We achieve same day or express courier deliveries throughout the UK, Europe and Worldwide utilising our wide ranging vehicle fleet of small vans through to 40ft Artic trucks. To complement our range of vehicle sizes, we have specialised Hi-ab AE Parker add 06/03/16:Layout 1

Crane vehicles, Tail lift, roller bed and curtain sided 7.5T, 17T and 26T vehicles. Services for transportation of secure documents are available. Based in the Gatwick area, we are local and able to arrive to you quickly. Our drivers are reliable and will transport your documentation to its desired destination as promptly as needed. Not only will Quickshift deliver nationwide, we can send your items securely overseas too. Quickshift UK Ltd have 30 years of experience delivering AOG shipments and

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we fully understand the urgency of this freight. Our phones lines are manned 24 hours a day, 7 days a week. Tel: +44 (0) 1342 719 282 Email: info@quickshift-couriers.com www.quickshift-couriers.com Quickshift UK Ltd, Central Yard, Silverwood Business Park, Snow Hill Crawley Down RH10 3EN

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Supply chain solutions that deliver UK DISTRIBUTION FULL LOAD TRANSPORT IRELAND TRANSPORT EUROPEAN TRANSPORT CONTRACT LOGISTICS SEA FREIGHT AIR FREIGHT EXPORT PACKING MULTI-USER LOGISTICS BRC FOOD GRADE LOGISTICS

+44(0)1234 783319 sales@parkerltd.co.uk www.parkerltd.co.uk

march/april 2016 business edge

feature: transport and logistics 15

Taking your first steps overseas Olivier Roy, Area Sales Manager, DHL Express writes The world of international trade can often be a daunting place, even for the most experienced business. For the first time shipper, it can seem like an almost impossible task. However, taking your business overseas is something that should be high on the agenda of any ambitious business. Long standing demand for British products all around the world means that there are always opportunities for UK businesses to export overseas. With research showing that those who export are twice as likely to outstrip those who only do business in one market, exporting has the potential to bring real benefits to your business. At DHL Express we have a dedicated team of Export Advisors who work closely with businesses looking to take their first steps overseas – including those who are nervous about the idea. We work with businesses to make sure that they understand the basics of shipping internationally and continue to build their confidence in doing just that. For any business thinking about expanding beyond the borders of the UK there are some key considerations to make. Firstly, it’s important to think about your product and which markets it’s most likely to appeal to. If your product does well in the UK, it’s a good idea to think about countries with a similar consumer culture. This will help you ensure that when you do target a market, the demand for your product exists. You should also consider whether slightly modifying your product

might mean that it’s more appealing in another market. Businesses new to exporting should also consider growing their confidence in English speaking countries. By eliminating the language barrier you’ll enable a much easier flow of communication between your business and your customers. With English also the common business language of the EU, that could be another good place to start. Exporting to EU countries also comes with the additional benefit of the EU being a free trade area –minimising the number of restrictions in place. Delivery preferences are another important element to consider when shipping internationally. Taking local preferences into account can make a real difference when targeting a new market. For example, in the UK customers tend to prefer door to door delivery services, whereas in Germany parcel lockers are really popular. For this reason it’s important to choose a logistics partner that can help you make use of the preferred delivery options in your target market; acknowledging nuances such as this can really help boost your appeal to potential new customers. Finally, as you attract new customers, one of the last things that you want to do is land them with unexpected duties and taxes charges. Therefore, making use of a service such as Delivery Duties Paid (DDP) is a great way to avoid this kind of situation as it allows the sender to cover all of those costs, rather than them being charged to the customer on the receiving end. This too is something that any good logistics partner will be able to coach you through.

Certas Energy hits the road with fleet of 21 new tankers As one of the largest distributors of fuel and lubricants in Britain, Certas Energy boasts a fleet of 1,000 tankers across its 150 depots. Now, 21 new Scania day cab tractor units, fitted with the latest incab technology and tracking device, have joined the logistics fleet. Introduced to the fleet in January, the day cab tractor units benefit from a lower GVW due to the use of a day-style cab. Changing the style of the cab has given a GWV reduction by some 700 kg, allowing the tanker to accommodate up to 36,500 litres, an increase of between 800 to 1,000 litres on a full load compared to the previous trucks. This capacity upturn will benefit the environment by achieving more deliveries per day and, in return, reducing the time travelled and lowering fuel emissions.

march/april 2016 business edge

16 the expert

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

Controlling extended supply chains.

answer

Clyde Buntrock Vice President of Group Sales and Marketing at Allport Cargo Services

The continuing pursuit for low-cost production has resulted in the extended supply chains that retailers now have to control. Getting the right balance of demand forecasting and product flow through the supply chain is the objective of every supply chain director: a task that, is very difficult given the distances and time scales involved, without holding buffer stocks to meet demand fluctuations. Upstream logistics is a strategy that we have been advocating for ten years and while we have seen some retailers embrace the concept, in most instances their activity is restricted to a single product or store.. Here we detail an origin pick operation, across hundreds of products and stores, that has provided Sainsbury’s with warehouse cost savings, enhanced product flow, reduced inventory, reduced handling costs in the warehouse, as well as eliminating picking costs, improving loading productivity and increased delivery productivity.

The Problem Sainsbury’s January Sale begins each year nationwide on Boxing Day and covers: household textiles, kitchenware, electricals and electronics. All product has to be displayed in store by the time the staff leave on Christmas Eve, and the product mix is particular to each store, defined by their size and customer demographics. This is at a point when the distribution network is working flat out to keep up with Christmas demand, so there is no spare capacity in the delivery network or at individual stores to keep inventory. The Solution Sainsbury’s product is picked at origin and packed ready for delivery to each individual store. In October, the operation took place in: Mumbai, Colombo, Hong Kong, Ningbo and Yantian. In Colombo, product from Pakistan was included in the consolidation. All other origins are consolidated from a multi-supplier perspective. Hong Kong was a multi-country / origin operation, with product arriving from Taiwan and multiple, smaller Chinese locations, unloaded and picked for onward shipping.

The Process Orders are placed with suppliers who deliver the product to the ACS warehouse. Product is arranged in the warehouse by type so that it can be easily picked. Stock allocations by store are sent to ACS who then calculate the

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number of pallets required for each store. Pallet loads are designed to minimise the work load instore by identifying where stock is to be displayed and separating dress on stock from replenishment stock. 10% of the loaded pallets are randomly selected for QC checking. They are unloaded and the load checked against the pick sheet. The pallets are stuffed into shipping containers in an order that corresponds with the UK deliveries – those to be delivered first will be loaded last and so on. Full tracking is necessary so that it is clear which stores’ product is in which container. The project has been very successful: n Ensuring in-store availability of items on the right day – 26th December as stock moves directly to store n Reducing the cost of inventory in the UK n Reducing the cost of DC handling by crossdocking n Reducing the requirement for back –of-store storage

The Benefits Because of the time of year and the associated pressure on the distribution network, the traditional reasons for moving warehousing activities upstream - reducing costs - by transferring to a lowcost environment, were almost superseded by the phasing opportunities that alleviated pressure on the domestic network. n Warehouse Cost Savings n Enhanced Product Flow n Reduced Inventory n Reduced handling Costs n Eliminate Picking Costs n Improved loading / delivery productivity

business matters 17

fine print

Future Brain: The 12 keys to create your high-performance brain Dr Jenny Brockis Published January by Wiley £14.95, Paperback and e-book ISBN: 9780730322504 To be a good business leader, you need to be able to harness your brain power and a new book shows how to do just that. In Future Brain, Dr Jenny Brockis reveals how professionals can expand their brain’s capability to think well under stress, focus effectively to get more out of their day, and prepare themselves for challenges. The book is a guide to brain fitness and health behaviours that will ensure readers stay competitive at work. Utilising the latest neuro-scientific principles, Dr Brockis shows how to boost brain fitness by developing a habitchanging plan to get more done with less effort. Designed to be implemented at the individual, team, or organisational level, this practical book applies neuro-scientific principles in an easy-to-understand manner. The book explains how to: n Use mindfulness to regain control of your thinking n Prime your brain by exercising at the optimal time n Reduce stress and avoid stress-related illnesses n Minimise fatigue at work n Foster healthy thinking habits to boost efficiency Accessibly written with simple, actionbased principles that can be incorporated into a daily routine, the book includes 12 daily steps to help the reader upgrade their brain and get brain fit. Dr Jenny Brockis is a Medical Practitioner and healthy brain advocate. Born in York, she grew up in Surrey. Jenny has followed the adage of being a life-long learner graduating first as a Nightingale Nurse at St Thomas’ Hospital, London, before undertaking her medical studies at Bristol University. Having worked as a Resident and SHO in a variety of hospitals she relocated to Australia with her husband. Based in Perth she established her own group medical practice, became a Fellow of the RACGP, and undertook further post-graduate qualifications in Nutritional and Environmental Medicine, Neuroleadership, and training in Mindfulness Meditation. She is the founder and Director of Brain Fit, a company that focuses on brain health and high performance.

So why enter awards?

Regis Removals Medium Business of the Year 2015

Crown Properties Ltd – New Business 2015

Nasser, owner of Business Pulse, mulls on the proof that being shortlisted & winning awards does help businesses in so many ways

company, its offerings and possibly look out for you in the future. It can often be the major factor in winning new business, and it certainly highlights your drive and ambition in the eyes of the local press, industry and consumers alike. It sets you apart from your competitors. As for your clients, it makes them feel good about choosing to work with you, possibly leading to them referring you more business from their contacts. Above are some examples of award winning companies who have all been helped by Nasser and who have all seen their profiles raised and revenues grown, as a result of being involved in business awards.

It certainly makes your staff feel wanted & worthwhile, and proud to be associated with a business that is recognised by its peers. As owners, it gives you something to strive for, a benchmark for your business and a chance to question your own company and staff performances. Your company profile puts you on a lot of business peoples’ & consumers radar. They will now hear about you, your

march/april 2016 business edge

18 feature: finance

Alternative Funding for SMEs The Government have shown their commitment to helping UK SMEs by investing via Peer-toPeer funding platforms, launching the British Business Bank, providing grants and raising the under awareness of alternative funding… however… is this enough? 80% of UK businesses still only approach their exisiting bank for finance - 50% of these are rejected and 37% appear to give up after their first rejection. Lowered entry requirements for new funders means a plethora of new lenders entering the market, all with healthy appetites to lend. This is great news for the British SME, however with increased choice can come increased confusion. Independent finance brokers such as Halo Corporate Finance are key in negotiating the minefield of available funders and products and do so by understanding your business to secure the best deal depending on your requirements.

Halo can secure a decision within minutes or hours rather than days or weeks, electronic signatures speed up the documentation process, payments can be transferred within seconds; all of which means you can get access to funds you need quickly and simply, with minimal disruption to your business. Right now, the British SME is in a strong position to access funds for any purpose at very competitive rates. From new start / not-yet-trading companies to well

established PLCs, finance is available – if you know where to look. Halo are Business Finance Experts and would be happy to have a conversation on 0345 450 1966 about your goals and finance requirements.

Need help with Tax Planning? Want to minimise your taxes? Need efficient tax plans? Honey Barrett can help manage personal and corporate taxes and reduce tax liabilities. Our services include: n Accountancy and Audit n BACS Payroll Bureau n Bookkeeping n Business Planning n Company Secretarial

n Management Accounts n Personal Tax n PRISM – KPI reports n R&D Tax Relief n Tax Planning

n Trusts and Estates n 10 Steps to Success System

For a FREE consultation, contact Paul Knight on 01323 412277 Honey Barrett Chartered Accountants: 53 Gildredge Road, Eastbourne, East Sussex BN21 4SF Other offices at Bexhill and Wadhurst.

march/april 2016 business edge

www.honeybarrett.co.uk

feature: finance 19

Research and Development Tax Credits: Not Just for High-Tech Companies!

The Government is committed to promoting UK innovation by providing a channelled tax relief for SMEs who have qualifying R&D expenditure. The scheme gives tax relief of £46 for every £100 of qualifying R&D expenditure by a profit-making company. For loss-making companies the relief goes further as they can actually get cash back from HMRC; no need to have paid any tax at all. This “tax credit” can be £33 for each £100 spent on R&D a vital boost for early stage companies. Larger companies have similar though less generous reliefs. However, many eligible companies fail to claim these substantial reliefs as there is a common misconception that the R&D scheme is only available to high-tech companies with dedicated research teams wearing white lab coats. Not so, as R&D covers not just engineering and software but also a broad range of other activities - manufacturing, architecture, boatbuilding… even jam-making! Essentially, relief is available to any company developing new products, technologies or processes or significantly improving an existing process. The main condition is that a project must demonstrate “an advance in science or technology through the resolution of a scientific or technological uncertainty”. HMRC will now give an advance opinion on whether a project meets that criteria. So, whenever a company faces a technical problem without a readily available solution there is potential to make an R&D claim. We can guide you through all aspects of making that claim and getting the well-deserved tax relief for your innovative company. Contact: Sally Campbell, Hilton Sharp & Clarke 01273 324163 sallyc@hsc.uk.net

Introducing the new TFMC App! As a modern, forward thinking firm we are always looking for new and improved ways of doing things. So when developing our Apple and Android-approved App, one of the important features was Receipt Management - A super easy way that all businesses (both clients and non-clients) could store and manage their receipts. And here it is, the TFMC Receipt Manager. Using the latest App, you can track receipts and expenses literally at the touch of a button. With minimal effort you can take a picture of any receipt and save it to your App. Any additional information can be added later and receipts stored by amount, category, and date. It can help you track all your expenses with ease and enable us to interact electronically with you.

GPS Mileage Tracking and Management tool Do you claim for business mileage - and spend hours ‘Googling’ the places you’ve visited to work out the miles you’ve covered? We’ve made it easy! Using the built-in GPS in your device, it will automatically help you to track mileage helping you to record every single trip at the touch of a button. Just set the Mileage Tracker ‘Start Trip’ and thanks to the wonders of GPS tracking, your precise journey and the exact mileage covered will be recorded for you. When you get to your destination, click ‘End Trip’ and all the details will be saved. You can view a list of all the trips you have made, including dates, times and miles covered and you can even email the details to your accountant, head office, payroll section - whoever needs the information.

Download the TFMC App! It’s available for iPhone, iPad and Android devices and it’s available free of charge today. Just search TFMC in your App Store. Or use the QR code. Call us now on 0800 470 4820 email info@tfmcentre.co.uk www.tfmcentre.co.uk

Disclaimer: the above is for general information only and no action should be taken or be refrained from being taken as a result of the above.

march/april 2016 business edge

20 feature: finance

Predicted tax on dividends to come into effect from April 2016 Changes to the taxation of dividends, announced in the Summer Budget of 2015, are expected to take effect from 6th April 2016. Although the final legislation has not been released, the proposed changes will mean that fewer taxpayers will be able to benefit from Capital Gains Tax (“CGT”) treatment, including the attractive 10% Entrepreneurs’ Relief. This will mean the affected distributions will be subject to the generally higher Income Tax rates (up to 38.1%). One area of focus will be when a company is wound-up and there is some tax advantage to be gained through liquidation. In particular, the rules seek to target individuals who have essentially identical businesses through a series of companies (“Phoenixism”), or use a single purpose company to extract profits over a short timeframe. These have allowed the business owners to extract profits as capital payments subject to CGT rather than as dividends subject to Income Tax. The government has proposed that the CGT treatment is denied where the

march/april 2016 business edge

following conditions are met: An individual shareholder receives a distribution from a close company on winding up; Within 2 years after the winding up, the shareholder is involved in a similar trade or activity; and The arrangements have a main purpose, or one of the main purposes, of obtaining a tax advantage. Under these proposals, capital treatment on the sale of a company to unconnected parties or the winding up of a business on the retirement of a business owner should be unaffected.

For advice on how the new taxation laws to dividends may affect you, please contact me at danielgrainge@spofforths.co.uk or on 01403 253282.

feature: finance 21

Automatic Enrolment The importance of picking the right scheme! In the second part of our article on Automatic Enrolment, we focus on the importance of selecting a Workplace Pension Scheme that is suitable for both your business and your employees. If you have an existing Pension Scheme, that you are considering using for Automatic Enrolment, you will need to make sure that your Pension Provider has configured their systems to ensure the scheme meets the new minimum “qualifying” criteria and can be used for the automatic enrolment of your eligible staff. If you are looking to set up a new scheme, is important that the scheme you choose is well run and offers good value for money, not only to ensure a good outcome for your employees, but also for yourself as the employer, as you will be bearing the cost for providing the scheme. As the automatic enrolment duties come into effect for smaller employers, we find ourselves in a rapidly changing market and now, more than ever, it is imperative that employers explore all options available to them. There are a number of key factors for employers to take into consideration when selecting their scheme:-

Employer Set-Up and Administration Costs - Will the Pension Provider charge you a fee to set up a pension and are there additional costs for ongoing administration? Member Charges - Scheme members pay charges to the Pension Provider to cover the cost of administering their plans. Check what charges are being taken out of your employees’ plans! Tax Relief - Many Pension Schemes can only support one tax relief method for member pension contributions. It is important for employers to understand which schemes are appropriate for their workforce to ensure ALL members benefit from tax relief on their contributions Communications - It is an employer’s duty to write to their staff to tell them what is happening and how automatic enrolment will affect them. Some Pension Scheme Providers will perform this task on their behalf.

Acceptance Criteria - Check the scheme meets all the statutory automatic enrolment requirements and will accept all your staff Some schemes will only accept employers with a minimum number of staff or who have staff that earn a certain amount.

Investments - Undoubtedly, the most important consideration. Any scheme used for Automatic Enrolment must have a “default investment arrangement” for staff who do not want to choose their own investments. Employers must ensure their Scheme’s investment options suit the particular needs of ALL their staff , eg. access to Ethical funds or funds that comply with Sharia Law.

Compatibility with Payroll -Is the scheme compatible with your payroll software and is it able to perform all the necessary compliance tasks associated with Automatic Enrolment?

How can we help? - We will carry out a Whole of Market Review to ensure the most suitable scheme is established for your business. As Workplace Pension Specialists, we can offer a number of benefits to our

clients. We are proud to be a Preferred Partner of Royal London and able to offer enhanced terms. We are also able to offer a £200 discount on Scheme Set-up Costs for The People’s Pension. Automatic Enrolment Solutions Ltd are dedicated to providing Workplace Pension solutions for employers of ALL sizes throughout the UK. Our team of Pensions Specialists and Payroll Experts have designed a solution based on what Employers have told us they want from their Workplace Pension Scheme Our solutions are designed to fully ‘take over’ the employer’s AE duties by working directly with their Payroll Processor and Pension Scheme Provider to manage and administer the entire process, from start to finish, leaving employers to do what they do best …… run their business! We believe we offer an extremely good value for money service, with a one off Implementation and Set Up Fee of £710 and Ongoing Scheme Servicing Fee from as little as £35 per month for a company with up to 5 employees (exclusive of VAT). Our “Employers Step by Step Guide to Automatic Enrolment” provides a complete overview of what needs to be done and how we can help. Call us today for your free pack. Call or email us today for your FREE Employer Pack

Member to Member Offer We will carry out a free no-obligation Contribution Costing Report for your business. Call us now and get started!

Automatic Enrolment Solutions Ltd 0333 900 8333 T Tel: Email: info@AutomaticEnrolmentSolutionsLtd.co.uk www.AutomaticEnrolmentSolutionsLtd.co.uk ww

march/april 2016 business edge

22 feature: finance

Why it’s important for a Start-up to have a social conscience In our final article, we thought we would highlight three projects we’re involved in. Being in business helping companies claim Research & Development Tax Relief is already one way we are “giving back”, with over £2m given back to SME’s already, but we wanted to do more: Embrace (www.embracees.org.uk) - are a group for special needs & disabled children, promoting inclusion & improving life skills & opportunities through clubs, outreach & advocacy. We met Rebecca Whippy who runs Embrace at something called the #EBTweetUp. She is a very inspiring woman & after a few discussions towards the end of 2015 we agreed to sponsor their St. Patrick’s night event on Saturday 19 March at Eastbourne Borough Football Club. Fast-Charge (www.fast-charge.org) – Quarter of a mile: six seconds; 200mph: 1000bhp: Zero Emissions, it says it all really. We met Phil Edwards who is a STEM

Ambassador & the driving force behind Fast-Charge on #SussexHour. It’s a great British Engineering project & a wonderful example of an eligible project for R&D Tax Relief, we jumped at the chance to sponsor the project with a cash donation and R&D Tax Relief claims. In exchange, their British Record holding bike will be joining us on our stand at Accountex 2016 at London’s Excel on 11th-12th May. If you love bikes you’ll love Fast-Charge get in touch with Phil if you are interested in sponsoring. TechHub (www.techhub.com) – is a unique environment where technology startups can start up faster. They nurture an international network of like-minded & focused tech entrepreneurs, providing places where they can work, meet, collaborate, network, learn & have fun. They believe that by getting the right people together in a physical space, good things happen. We run a quarterly advice session

on R&D Tax Relief at TechHub in Google Campus in the heart of London’s Tech City. We do R&D Tax Relief for companies across the UK, but love giving something back to Sussex and/or Start-ups.

RESEARCH & DEVELOPMENT TAX RELIEF SPECIALISTS

GET YOUR CASH FROM HMRC!

Call COODEN TAX CONSULTING NOW!

Validate your claim,

No Win No Fee

Call us on: 01424 225 345

@CoodenConsults

Office 10

Charter House

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march/april 2016 business edge

email us on: info@coodentaxconsulting.co.uk

www.coodentaxconsulting.co.uk

43 St Leonards Road

Bexhill on Sea

East Sussex TN40 1JA 22/02/2016 17:41

feature: finance 23

Changes to tax on dividends Dividends declared and paid or deemed paid on or after 6th April 2016 will be subject to a new tax regime. Apart from the first £5,000 of dividends in a tax year, which will fall into a 0% band, for basic rate taxpayers, tax will be due amounting to 7.5% of the dividends. So business owners who were not higher rate taxpayers and may have been used to paying no tax personally, will be faced with tax bills of up to £2,025. Existing higher rate taxpayers will have been used to paying an effective tax rate on a slice of their dividends of 25%. From 2016/17 that rate is increasing to 32.5%, although it is worth noting that, as dividends will no longer carry a 10% tax credit, the lack of grossing up means that less of the dividends will fall into the higher rate bracket.

For the first time owner-managed businesses should focus on alternative methods of extracting funds from their company. There are a number of options available including: n Accelerating dividends into 2015/16 – however the creation of additional higher rate tax should be avoided, taking the two years together. This will also be limited by the amount of the company’s distributable reserves. The saving would be 7.5% of the accelerated dividends. n Charging interest on a directors loan account balance – if there is no significant balance, consider introducing any available private funds to the company. In certain circumstances £5,000 of interest could be tax free. n Look at the company paying the pension contributions for you in place of any employee’s contributions. This would enable you to reduce the dividends

which currently fund the contributions, and save tax at 7.5%. n Reviewing the option of running a company car that has low emissions. This might also be a way of reducing the dividend draw and hence the dividend tax. n Directors over pension age might consider increasing their salaries and reducing dividends, where any employers NIC would be covered by the Employers Allowance. Each tax projection is individual and so it is never the case that one size fits all. Professional advice should always be taken before acting on any of these points. For further advice call 01323 412277 or visit our website www.honeybarrett.co.uk. Paul Knight, FCA, is Managing Director of Honey Barrett Chartered Accountants.

march/april 2016 business edge

24 cover feature

Gatwick Freight Traffic – Current Trends Charles Kirwan-Taylor – Director of Corporate Affairs and Sustainability for Gatwick.

Gatwick is proud to operate the busiest and most efficient single runway airport in the world. As one of Europe’s fastest growing airports, Gatwick flies to 200 destinations more than any other UK airport - in 90 different countries around the world. Of the more than 40 million passengers who pass through Gatwick each year, one in five are business passengers helping to boost growth and economic activity across the region. Gatwick’s growth has only been possible with the support of the local community and local businesses, many of whom have established their headquarters near Gatwick to take advantage of the business opportunities Gatwick offers. One such example is our freight operation which enables local businesses to export their goods to markets around the world.

‘Huge potential’ While Gatwick’s current cargo volumes are relatively modest, there is huge potential to grow these in both value and volume. We are fortunate to have all of the key facilities a successful cargo operation requires, including the ability to export and import food stuffs.

march/april 2016 business edge

Growth of long-haul routes key to Gatwick’s freight strategy The emergence of low cost, long haul airlines has not only revolutionised the way Gatwick operates, but also opened the door for significant growth in freight volumes, linking local businesses with emerging economies around the world. Low cost carriers can now compete with, and challenge, traditional legacy carriers, boosting competition, lowering airfares and making air travel significantly more affordable. This has also helped to open up new markets, business opportunities and trade links for local businesses. The success of the low cost sector is clear and many of them are bringing successful freight operations to Gatwick. Take for example Norwegian, which only started flying long-haul from Gatwick in 2014 and is now the third largest airline operating from Gatwick. In addition Canadian operator WestJet will be launching direct flights in May 2016 from Gatwick to Toronto, Calgary, Vancouver, Edmonton, Winnipeg and St John’s (the UK’s only direct route to Winnipeg). Both airlines

cover feature 25

have significant freight operations, further cementing Gatwick’s position as the low-cost long-haul link to North America.

Long-haul routes up by 15% But it is not just low-cost carriers which are expanding their longhaul operations from Gatwick. In January this year, Gatwick’s long-haul routes grew by 8.7% and this growth is set to continue with 11 new routes already announced for 2016. British Airways has announced it will be launching new routes in May 2016 from Gatwick to Costa Rica, New York and Lima (which will be the UK’s only direct route to Lima). Cathay Pacific has also announced it will be returning to Gatwick in the summer of 2016, flying direct to Hong Kong and opening up direct trade links with a key gateway to Asia. All of this means Gatwick’s long-haul revolution looks set to continue, opening up new freight markets for exporters and businesses, which is good for competition, good for growth, and ultimately good for local businesses.

FEATURE DESIGN: Beth Goody, Freelance Illustrator, Tel: 07985234135, Email: mail@bethgoody.co.uk, http://bethgoody.co.uk/

Expansion would deliver a tenfold increase in freight

Yet Gatwick is rapidly approaching full capacity, which is why we urgently need the Government to back growth at Gatwick. Gatwick’s second runway plans have been designed to deliver significant growth in cargo and include space for 65,000 m2 of state-of-the art cargo buildings. Forecasts show that an expanded Gatwick can deliver a tenfold increase in cargo volumes, growing steadily to 1,070,000 tonnes by 2050.

Sustainable growth Unlike Heathrow, which already breaches legal air quality levels, Gatwick has never breached air quality levels and would remain well within legal limits even with a second runway, meaning the local community can be confident in our sustainable approach to growth. While Heathrow is currently the UK’s largest airport cargo operator, with a second runway and the growth in low-cost long-haul air travel, Gatwick is ready to compete head on. An expanded Gatwick would open up even more markets, particularly long-haul markets and provide greater choice and competition within the air freight market.

march/april 2016 business edge

26 inspirational leaders

Spotting opportunity changed company’s fortunes n Advent of e-commerce changed fortunes for company n New distribution site to open in Sussex n Growth assured as markets continue to expand A big part of the success story of Sussex fulfilment and delivery business ILG is the classic one of forward-thinking business people who spotted a significant change in their market and responded to it before many others in the field had had time to react. Today e-commerce is such a massive global business that it can be easy to forget that there was a time not so long ago when it was nothing but a bright idea, the potential of which was not yet appreciated. ILG was one of the first companies to realise not just the threat that e-commerce posed to its traditional fulfilment services but also the opportunities being presented as the way people shopped and received information began to change. The result is a business that has grown dramatically over the years to employ 145 full-time staff and up to 40 casuals at any one time. Started in 1990 by Grant Ashley, with one customer, two employees and a 3,000 square foot warehouse in Crawley, ILG has become a market leader in fulfilment and delivery services. In fulfilment ILG offer fully integrated IT solutions, import, storage, pick and pack, packaging and delivery. In addition, ILG operate a UK and international delivery only service for businesses based anywhere in the UK

march/april 2016 business edge

They ship thousands of parcels daily to businesses and consumers worldwide and ILG is now a significant force in the logistics industry, operating four centres in Sussex with a fifth due to open this year in the Crawley area as it continues to expand its operations. Managing Director Mike Stephenson, who arrived at the company in 1999, initially as a Business Development Manager, said that identifying the potential of e-commerce was key to the fulfilment business’s success. He said: “E-commerce only really began to develop in the UK in the late 90s – early in the 2000s it really was still in a fledgling state. “In 2002 our fulfilment business was centered around printed material but as people started to print less in favour of receiving information in different ways our business was in decline and we needed to identify and enter a new market quickly. “We were one of the first companies to realise that people’s shopping habits were changing and we recognised the potential that e-commerce presented so we moved more and more into the field. “It has proved a good move because e-commerce has continued to grow, even throughout the recession, and it continues to grow. In the UK on line shopping totalled 52.25bn in 2015 from 44.97bn in 2014. “The logistics industry has had to meet this need and has created superb delivery solutions to deliver to on line consumers either at work or home or perhaps to a local place like a post office or a newsagent from which they can pick it up.

“To meet that need for our customers, ILG delivers both domestically and internationally, either using our own fleet of vehicles or outsourcing to trusted carriage partners and specialist service providers where necessary.” Their fulfilment customer base is wide ranging from suppliers of underfloor heating to retailers of car cleaning products, travel and international education. However, they have developed a specialism in fashion and beauty products – they already have one distribution site dedicated to these customers and a new one in the Crawley area opening in 2016. ILG, which celebrated its 25th anniversary in November 2015, already ships for 700 customers with many thousands of products going out of its sites every day. They plan on continuing their growth through expanded services across the UK and beyond while maintaining their focus on quality. Mike believes that the focus on quality of service and relationships is what helps keep ILG ahead of the competition. He said: “Although we are in a very competitive market, there are very few companies that provide the portfolio of services nor the partnership that we do. “Our Fulfilment service is a major support for our customer. It is not simply a case of their products sitting in a warehouse, we play a vital role in keeping their promises to their customers. “We are involved in the total supply chain from packaging and labelling to global delivery. We also manage global returns, which is particularly important in the fashion industry where return rates are between 5-15%.” Adherence to quality is, it seems, paying off.

inspirational leaders 27

march/april 2016 business edge

28 CHARTER A CLASSIC YACHT

Are you looking for an away day for your organisation, a chance to improve how your team works together or an opportunity to entertain clients in a unique venue? Operating from Chichester harbour and Southampton water onboard Jalapeno and Cascadeur

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Sail Boat Project can design a sailing trip built around any of these aims, to provide a memorable and rewarding experience for:

All bookings support our work as an RYA Sailability organisation.

l Teambuilding activities l Celebrate a milestone or achievement l Alternative function venues l Fundraising challenges l Rewards or competition prizes for clients

No previous sailing experience is required. For more information contact us on 07576 248 348 bookings@sailboatproject.org

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Thinking of a mobile app? Think of us Do you need a solution to maximise the exposure of your business? In Focus All Media you’ve found it… Over 20 years experience in the washroom industry Family run business. Contract FREE Washroom Service company.

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SEO …your media solution ...your media solution

We deal with: n Ladies Sanitary Bins n Gent’s P-Fresh Urinal Screens n Airfresheners n Nappy Disposal

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When was the last time you reviewed your business performance? Could you benefit from a business MOT? We focus on common sense, practical development plans & help you implement them We offer flexible payment plans to help with cashflow

Phone: 07490 496788 Email: hello@numberseventyeight.com

Leadership and management training in the heart of Sussex Based in Horsham since 1946, Roffey Park offers a range of leadership, management, HR and personal effectiveness training programmes. Our approach to learning and skills development is compelling. We provide you with the tools, techniques, support and challenge that will enable you to realise you and your organisation’s full potential.

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Leading with Presence was a deeply personal experience and represents a moment of massive change for me. It has given me a fundamental pragmatism that I can bring into action in my day-to-day life and since completing the programme I have made some significant changes to the business that have had a positive impact on the way we operate, as well as our success and profitability. If I had not been on the programme, these changes would certainly not have taken place. Recent programme participant

To request a copy of our latest programme brochure, please email info@roffeypark.com or telephone 01293 854059 Roffey Park Institute, Forest Road, Horsham, RH12 4TB. Roffey Park Institute is a charity, registered No 254591

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march/april 2016 business edge

30 chamber benefits

CHAMBER

BENEFITS Membership Benefits

As a member you can gain access to a number of our business support services. The British Chambers of Commerce has negotiated these services with leading organisations to help save you money. Chamber Foreign Exchange

Chamber Health and Safety

Help your business save money and manage foreign exchange risk. Chamber Foreign Exchange, in partnership with Moneycorp, offers competitive exchange rates, free online currency accounts, reduced transfer fees and fast, online transactions. Add practical advice and a free foreign exchange health check of your FX requirements to see your business capitalise on currency fluctuations and save money on every transaction.

Not sure about your Health & Safety policy? Can you afford not to know? Get advice and support.

Chamber Healthcare

Receive up to 61% on the cost of breakdown cover.

Help to reduce sickness absence and improve staff motivation with a choice of two great schemes. The Chamber Business Healthcare Plan, offers private medical insurance for your employees. Get 50% off your chamber membership fees for 3 years. Pay as little as £1.10 per employee per week with the cash plan scheme Chamber Primary Health Plan.

Chamber Credit Insurance

Chamber HR The Chamber HR service provides businesses with access to professional HR advice and documentation.

contact march/april 2016 business edge

Chamber Legal Expenses Safeguard your business against the unexpected costs of professional legal services and get legal cover of up to £1 million as well as access to a 24/7 helpline.

Chamber Roadside Assistance

A new service to protect businesses trading in the UK and internationally from the risks of late payment and insolvency, Chamber Credit Insurance has been developed exclusively for Chamber members of all sizes. Help better manage trade risks and gain access to market knowledge to help your business grow securely and strategically in new and existing markets. Exclusive special offers apply. To find out more about the Chamber Service please call one of the team on 01444 259 259.

For additional information on any of the above member benefits, please visit our website www.sussexchamberofcommerce.co.uk or call 01444 259 259

chamber benefits 31

Training Courses HR in 2 Days - Days 1 & 2

Time Management & Personal Effectiveness

Date: Thursday 17th March : 09:30 - 16:30 Venue: The Kings Church, Burgess Hill

Date: Wednesday 4th May : 09:30 - 16:30 Venue: The Kings Church, Burgess Hill

HR in 2 Days - Day 1

Developing Your Management & Leadership Skills

Date: Thursday 17th March : 09:30 - 16:30 Venue: The Kings Church, Burgess Hill

Introduction to Supervision & Team Leadership Date: Tuesday 22nd March : 09:30 - 16:30 Venue: The Kings Church, Burgess Hill

HR in 2 Days - Day 2 Date: Thursday 24th March : 09:30 - 16:30 Venue: The Kings Church, Burgess Hill

A Foundation Course in Importing Date: Monday 11th April : 09:30 - 16:30 Venue: The Kings Church, Burgess Hill

Personal Customer Service in the Digital Age Date: Tuesday 12th April : 09:30 - 16:30 Venue: The Kings Church, Burgess Hill

People and Team Management Date: Tuesday 26th April : 09:30 - 16:30 Venue: The Kings Church, Burgess Hill

Persuading & Influencing with Impact Date: Wednesday 27th April : 09:30 - 16:30 Venue: The Kings Church, Burgess Hill

contact

Date: Monday 9th May : 09:30 - 16:30 Venue: The Kings Church, Burgess Hill

Classification of Goods Using Commodity & Tariff Codes Date: Thursday 12th May : 09:30 - 12:30 Venue: The Kings Church, Burgess Hill

An Introduction to Export Procedures Date: Monday 16th May : 09:30 - 16:30 Venue: The Kings Church, Burgess Hill

Confident & Effective Negotiation Date: Thursday 19th May : 09:30 - 16:30 Venue: The Kings Church, Burgess Hill

Professional Presentation Skills Date: Tuesday 24th May : 09:30 - 16:30 Venue: The Kings Church, Burgess Hill

Microsoft Excel - Level 2 (Intermediary) Date: Thursday 26th May : 09:30 - 16:30 Venue: The Kings Church, Burgess Hill

For additional information on any of the above member benefits, please visit our website www.sussexchamberofcommerce.co.uk or call 01444 259 259 march/april 2016 business edge

32 advertorial

Stop Pinching Your Customers and Start Keeping Them We can all recognise how important it is for companies to take a strong approach when addressing customer loyalty. It’s all about building the relationship between the brand and the customer, which is not always easy to do, especially with consumer behaviour becoming more and more difficult to read. According to a recent survey by Verint (info.verint.com/LP=2418), there were three common reasons customers give for switching brands: cheaper pricing, a bad customer service experience, and mistakes that have been made which have not been quickly corrected. Having a great product will, as you know, help immeasurably with that first reason —if your customers believe you have the best product around, they won’t mind paying a little extra for the quality. Training your staff to provide great customer service is obviously vital, but giving them the tools they need to provide this service is equally important. Similar tools and training will also help your team build lasting relationships with your customers. And it’s these two points where a CRM system can really make the difference to your customer retention strategy. Building a strong relationship with each of your customers starts with basic

march/april 2016 business edge

organisation and we all know CRM systems were built for this exact reason. You have all your customers’ details to hand, you know the last time you were in touch with them and when you’re planning on calling them next. This data gives your team the information they need to start building a relationship with your customers. But there is a lot of other information your company holds on your customers, most of which is going to be siloed away, available only to certain departments. This is where a good CRM system, like OpenCRM, can help you go the extra mile. There are some obvious examples for how a very broad and deep CRM can make a real difference: only your marketing team knows who’s interested in a new product, only accounts knows when someone is paying on time, and only the support team knows when a customer isn’t happy with a product. Imagine if your sales team could see that the person they’re about to call is having some trouble with a feature or has been engaging with that latest marketing email. They could offer some free training as a gesture of goodwill or bring up that new product you’re in the process of launching, maybe even offering an early bird discount because they’ve paid their last three invoices early?

It’s these simple gestures that tell your customers that your team is interested in them and invested in building that relationship. It also makes them feel special, supported, and valued. Using a CRM system that fully integrates with all of your departments will give you a rich, detailed, and most importantly, a full history of your customers’ dealings with you. By being able to manage the whole breadth of your customers’ experience with your company, you can better understand where the pain points are, addressing these issues before your customers even consider shopping around for a new provider. If you have any questions about OpenCRM, please get in touch. I would love to hear from you. Find us at www.opencrm.co.uk or drop us a line at hello@opencrm.co.uk

Graham Anderson, is the CEO and founder of OpenCRM, one of the UK’s leading customer relationship management systems.

New PSC Register Requirements - Who’s in Control of Your Company?

legal services 33

Stephanie Creasey, specialist corporate and commercial solicitor at QualitySolicitors Howlett Clarke takes you through business legalities. From 06 April 2016, all companies in the UK will need to provide information to Companies House concerning who actually owns their company, but do you know exactly who is in control of your company? The Small Business, Enterprise and Employment Act (SBEEA) received royal assent on 26th March 2015, but the new provisions are still being dripped into effect until the end of 2016. Now with its first year anniversary approaching, head of our Corporate and Commercial team Stephanie Creasey considers some of the key changes already in place and looks at the next set of provisions coming into force in April. In brief, the SBEEA is intended to introduce the following key corporate provisions: •

•

Measures aimed at increasing transparency around who controls UK companies and to deter and sanction those who hide their interests – removing the use of bearer shares and requiring companies to provide information on who actually owns and controls them; Provisions aimed at simplifying company filing requirements to reduce duplication and improve flexibility in companies’ dealings with the Registrar of Companies at Companies House – including an amended annual return form; Amendments to the directors’ disqualification regime to strengthen the rules that prevent an individual from acting as a director where that individual has committed misconduct.

Since the SBEEA came into force last May, provisions prohibiting the issue of new bearer shares have already been implemented and the nine month period for companies to convert existing bearer shares commenced, together with provisions extending the application of the general duties of directors to shadow directors and updating the disqualified directors regime. In October 2015 provisions excluding the day of directors’ dates of birth from the public register and reducing the time periods applicable to the company strike off procedure were put into place and for any new directors being appointed, it is no longer required that a director consents to act, rather they can choose to revoke their appointment once in place. Arguably the biggest new requirement is the detailing of persons with significant control (known as a “PSC”) in the company’s registers and given that those who control a company are often different from those listed as shareholders, in many cases the PSC register may look quite different – and be a much more interesting document – than the current shareholder register.

however private companies will also have the option of keeping PSC information on the public register at Companies House. This information will be made public, but residential addresses and other personal information will be kept private. It is crucial to ensure full compliance with the new regulations as failure to do so will be regarded as a criminal offence, with the company and its officers potentially liable for fines. If you are unable to identify a person of significant control, then you will be required to identify a relevant legal entity (RLE) and their details must be recorded in a similar manner. Stephanie is a specialist corporate and commercial solicitor at QualitySolicitors Howlett Clarke. To find out more about the SBEEA and how it may affect your business, or for general corporate/commercial queries, get in touch with Stephanie Creasey on 01273 327272 or Stephaniecreasey@howlettclarke.co.uk 8-9 Ship Street, Brighton, BN1 1AZ.

In short, anyone holding 25% or more of a company’s shareholding or voting rights will need to provide their details for registration in the new PSC register, therefore companies should take steps now to verify the identity of such people within their organisations and obtain the relevant information. The PSC Register will have to be kept available for inspection at a company’s registered office,

Business Advice Meetings £195+VAT QualitySolicitors Howlett Clarke

Up to 90 minutes with a specialist business lawyer that can be used: • To answer your questions or talk through a particular situation facing your business; • To review documents (reading them with you or in advance as part of your 90 minutes); • Helping you write a difficult letter or complete legal forms. Our Business Advice Meetings are available at our Brighton office and are good way to get specialist legal help, without worrying about alarge legal bill.

Offering a wide range of legal services. 01273 327272 www.qualitysolicitors.com/howlettclarke 8-9 Ship Street, Brighton, East Sussex, BN1 1AZmarch/april 2016 business edge

34 business matters

The prestigious awards ceremony at the Copthorne Hotel, Effingham Park, Crawley.

The DMH Stallard team collecting their two awards (front row from left to right): Jay Barnett, John Yates, Abigail Owen, Jonathan Grant, Gwen Godfrey and Anjli Majevadia (back row) sponsor representative from Search Legal.

More than 370 of the region’s top corporate finance professionals attended the South East Dealmakers Awards ceremony.

Double Award Win for DMH Stallard It has been an exciting start to the year for DMH Stallard, which picked up two awards at Insider’s South East Dealmakers Awards 2016. The leading law firm with four offices in the South East of England was announced Corporate Law Firm of the Year at the awards ceremony at the Copthorne Hotel, Effingham Park, Crawley in front of a crowd of more than 370 of the region’s top corporate finance professionals. DMH Stallard also won the award for Deal of the Year for transactions under £10m for the sale of Lewes-based Ivy Press to Quarto Publishing, which the firm led with EMC Corporate Finance. The judging panel praised DMH Stallard for having “another stellar year” with deal highlights including the sale of Takbro to Newbury Investments, the MBO and sale of Small Batch Coffee Company and of course

march/april 2016 business edge

the award-winning sale of Ivy Press to Quarto Publishing. Richard Pollins, Managing Partner at DMH Stallard, said: “I am absolutely delighted that our firm has won the award for Corporate Law Firm of the Year 2016, which certainly reinforces our reputation for being the leading law firm in the South East region. This is now the third time since 2012 that we have been winners of this prestigious award. “To pick up a second top prize in the same year for our Ivy Press deal is a true honour and demonstrates the hard work and commitment of our highly skilled corporate team. “I’d like to congratulate Jonathan Grant, Abigail Owen, Gwen Godfrey, John Yates and all those involved for these fantastic achievements.” Ivy Press is an award-winning creator of illustrated books which was sold to Quarto Publishing, part of The Quarto Group, the world’s leading illustrated book publisher.

The team at DMH Stallard approached the deal in their usual collaborative style providing commercial advice on noncontentious issues that others would have fought to defend for no other reason than point scoring, whilst resolving issues in a commercial manner and, where necessary, protecting the legal position of the shareholders. The judges were impressed with the fact that this was a truly transformational deal for Ivy Press which has been able to retain 50 talented staff and strengthens the creative offering in Brighton. The Insider’s South East Dealmakers Awards are awarded based part on voting, but supported this year by selection from those involved in deals and able to apply some quality judgement. Philip Cunliffe, regional business editor at Insider, said: “It’s been another highly successful year for the corporate finance community. There is no doubt the firms that were up for awards this year were the very cream of the crop.”

business matters 35

Making Training Stick

Happy 50th birthday Peterhouse, Bexhill Owned and managed by NABS (National Advertising Benevolent Society), Peterhouse is moving into its 50th year of providing welfare and retirement services for interesting characters from the world of advertising and media.

Sara Whalley, Director of Operations describes why it is such a unique and special place. “Our community of exceptional and interesting people care for one another in a manner I have rarely experienced - residents and staff alike. We help each other, we laugh together and we support one another through good times and bad. We also make the most of any opportunity to celebrate and have fun – this year will be packed with celebrations. I feel extremely privileged to lead the organisation into its 50th year”. www.peterhousecare.com

Research by Business Psychologists has shown that training is often not transferred back into the workplace, but their solutions have less to do with the design and delivery of the intervention than you may think. The key factors which affect how much return a business gets on its training investment are often within the hands of the trainee and the work environment. So for a change let’s get away from looking at why you should choose a particular provider or course and show you how to increase learning retention regardless of method. Burke & Hutchins (2007) find that if the trainee has a high cognitive ability, self-confidence, and a positive, open, conscientious personality, they will remember and use a lot more of the information. So far, so obvious, but also crucial are how motivated they are to learn, the perceived value of the training and that they have opportunities to use their new skills back at work. Blume et. al.’s research in 2010 recommends companies increase their return on L&D investment by encouraging voluntary participation, consulting with providers over tailoring, giving trainees confidence boosting feedback and having a goal setting focus after the training. Learning events are more likely to have lasting impact if they are linked to organisational plans, explicit supervisor and peer support, and trainees are accountable and encouraged to apply what they learnt (Burke & Hutchins, 2007). One way this can be done is by line manager’s scheduling a pre-and/or post training meeting with participants to work out what they are learning and how they will apply this. Of course it helps if the training design and delivery are also brilliant, but this can’t be effective standing alone. Melody McMillan Assoc CIPD, BAhons, MSc Occ Psych (in progress) McMillan Learning Ltd. Tel: 07585009732 Works as a freelance trainer and coach primarily for Sussex Chamber of Commerce

march/april 2016 business edge

36 feature: training and education

Apprenticeships – moving businesses forward Thanks to the many recent advertising campaigns in the press and on television employers are becoming more aware that apprenticeships may be the way forward for training new staff in a cost effective way. Apprenticeships are work-based training programmes, with most of the training being ‘on the job’ at the employer’s premises. The type of apprenticeship being studied means that an apprentice attends college for either one day a week or on a block release basis. Depending on the sector and job role an apprenticeship can take anything from between one and four years to complete.

Apprenticeships are designed by the Sector Skills Councils, with business representatives from the relevant industry sector, around the needs of employers and lead to nationally recognised qualifications. There are many benefits of choosing the apprenticeship route for the training of your staff, with some of these being specific to your own business’s needs. Your apprentice’s training can be tailored to fill any skills gaps within your business, helping to ensure that you have the correctly skilled staff to move your business forward in the future, improve productivity and increase your competitiveness within the industry. Your apprentice will have the unique skill set which is necessary for the success of your business – something which may be almost impossible to source on the external job market.

Apprentices tend to be eager, motivated, flexible and loyal to their employer. An apprentice will be with you because they have chosen to be – they have made an active choice to learn on the job and a commitment to a specific career. This commitment leads to lower turnover of staff and subsequently lower overall training and recruitment costs. The other side of the coin is that that your existing workforce can benefit from your apprentice’s new skills and knowledge which can help them to keep pace with the latest technology and working practices in your sector. If you are considering starting out on the apprenticeship journey there is plenty of help provided by colleges and training providers.

g Celebratin National eship Apprentic Week 2016 We oﬀer Apprenticeships in: Childcare, Hospitality, Health & Social Care, Business Administration, Customer Service, Hairdressing and Barbering If you would like further information on applying for an apprenticeship or to recruit an apprentice contact: apprenticeships@bexhillcollege.ac.uk

in partnership with Bexhill College march/april 2016 business edge

29.04.16 JOBS AND APPRENTICESHIPS FAIR 10AM - 3PM #BEXHILLREADY DLWP.COM/JOBSFAIR

feature: training and education 37

Commercial Courses provided by Sussex Downs College

Sussex Downs College understands the importance for businesses across all sectors to build confident, highly skilled teams through enhancing staff knowledge. Our Commercial Courses are ideal for a wide range of businesses and have been running for the past 16 years. With highly experienced trainers who pride themselves on delivering effective courses, flexible scheduling and competitive prices, Sussex Downs College Commercial Courses are the perfect choice for increasing the skillset of your employees. We offer a wide range of short courses: First Aid at Work, Paediatric First Aid, Hospitality (including BIIAB Personal License Holder), Health & Safety, IT and Management. We also offer a range of courses for the Care Sector including Venepuncture, IV Drug Fluid Administration, Cannulation and Anaphylactic Reaction. We are also one of the South East’s largest publicly funded provider of Apprenticeships covering frameworks from Hospitality Management to Accountancy (AAT), Motor Vehicle to Health and Social Care. For more information on how Sussex Downs College’s Business Development Team can support you, please call; 03030038439 or email: karen.gillespie@sussexdowns.ac.uk

Skilled people, better business. A skilled and highly trained workforce is a valuable asset of any successful business. Developing the skills of your staff could improve the effectiveness of your business operations. Babcock is an award winning national training provider with access to and expertise in government funded apprenticeships and traineeships. We deliver these programmes in the following sectors: • • • •

Active Leisure Business Administration Early Years Care Customer Services

• • • •

Health & Social Care Hospitality Management Retail

If you would like to know more or are looking to recruit an apprentice, please contact us on: 0800 731 8199 training@babcockinternational.com www.babcockinternational.com/training

march/april 2016 business edge Sussex Chamber of Commerce 86.5 x 117mm.indd 1

12/02/2016 10:12:36

38 feature: training and education

Setting the Standard As a business owner or manager, finding the right staff is crucial. JACE Training listens to employers and understands their business needs. Recently awarded Investors in People GOLD, JACE recognises how important it is to retain and invest in your employees. The government’s introduction of the Apprentice Levy and new Apprenticeship Standards will see employers at the heart of apprenticeships and apprentice recruitment. As the new Apprenticeship Reforms are introduced over 2016/17, JACE Training are here to guide you

march/april 2016 business edge

through the process and help you identify where your skills gaps are and what training your business might need. Having worked within the Sussex community for over 30 years specialising in apprenticeships and work based learning, JACE works hard to connect local businesses to local talent and strives to find opportunities for the next generation of workers.

Why Apprentices are good for business: n They fill your skills gaps or staff shortages and learn the ways of your business n They help you to invest in your business by bringing in new talent n They offer fresh ideas and energy and inspire existing staff and boost company morale Alongside apprenticeships, JACE can offer sector essential qualifications and

short courses to your existing employees to encourage a highly skilled workforce, such as First Aid at Work and Food Safety.

£1500 Apprenticeship Grant for Employers You could be eligible for a £1500 government grant by taking an Apprentice into your business. Contact JACE Training today Tel: 0345 241 7738: Quote ‘Business Edge Sussex’ Email: AskUs@jace-training.co.uk Visit: www.jace-training.co.uk Twitter: @JACETraining Facebook: JACETraining

feature: training and education 39

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40 advertorial

Upgrade your IE before it’s too late Companies that are still using older versions of Microsoft’s Internet Explorer must upgrade as soon as possible. If they don’t, their systems will be vulnerable to attack. Microsoft is ending technical support and security updates for IE8, 9 and 10 meaning companies who haven’t upgraded are unprotected against viruses and malware. They’re also using a browser that’s no longer suitable as it’s not designed to handle the larger tools and applications companies need to interact with their partners and customers. In August 2015 Microsoft gave customers 17 months to stop using older versions of IE regardless of the operating system. So, even if you’re already using Microsoft Windows 10 OS, you need to change your browser. A big problem for South Eastern companies

Despite such warnings, Microsoft’s advice has been ignored by many companies. According to the analytics company Net Applications, 42.5 per cent of IE users were still running older versions of IE in December 2015. “We’re also finding many companies are still using the older versions of IE,” says Gary Jowett from CNC in Brighton. “It’s usually because they’ve not upgraded their computers for some time. Ideally, your business PCs, laptops and tablets should be replaced every four to five years because the processing power required to handle all the tools and applications keeps growing.” And yet, many companies aren’t setting aside sufficient budget to replenish their computer equipment. One of the dangerous consequences of this is they’re using older browsers that are slower and more prone to viruses and malware. In fact, Microsoft’s decision to end support for IE8, 9 and 10 has prompted some companies to shift allegiance to other

browsers. Some analysts suggest Google Chrome has benefited as a result by gaining more users. Don’t let the hackers get in If you need advice about which browser to use, it’s a good idea to check with an experienced IT consultant who will have a broad experience of all the options available. However, most businesses across Sussex, Surrey, Hampshire and Kent prefer to stick with a browser from Microsoft because it will be wholly compatible with the new Windows 10 operating system. These businesses need to act quickly to avoid being exposed to the unwanted attention of hackers. Being attacked by hackers can cause irrevocable damage to a business and deter customers from using its services. There’s also the risk of breaching data protection laws leading to severe penalties which might cripple a business to such an extent that it ceases trading.

THEY CALL IT INFORMATION TECHNOLOGY, WE THINK IT’S ALL ABOUT PEOPLE. We’ve been living and breathing technology for over nineteen 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 Health check with no obligations to use our services.

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

march/april 2016 business edge

Gary and Graham—our directors

transport news 41

Mairon Freight Management

Transport and Logistics - Why is export packing so important? Export packing is a critical link in the transport and logistics chain. Using the correct packaging at the outset ensures that your goods arrive safely, avoiding costly and time-consuming insurance claims, delays to shipments and of course potential loss of repeat business. Jeremy Raynard, Director of Gatwick based Newick Packers Ltd. provides some guidance on packing for those less familiar with what is required or those who may be considering exporting for the first time. It can be a false economy to try to cut costs by using inappropriate packaging but it doesn’t always have to be expensive. Every packing job is different and each has its own requirements, so some important factors to consider when deciding on export packing would be: How are the goods being transported? Air, Sea, Road, a combination of these, perhaps handled multiple times at different load points, or a long inland delivery, all increase the need for suitable protection. Security may also be an issue, where exposed goods become vulnerable to tampering and pilferage. Cases can be made to various specifications using timber, ply/timber or plywood to provide the necessary protection. How susceptible are the goods to damage? There may be special requirements to protect against shock

or vibration, difficult climate conditions, heat, cold, humidity etc. As well as suitable cases, various internal protection can be used, such as foam, shockwatch indicators, vacuum foil bags and desiccant. Wood packaging requirements? Many countries now require that imported timber used in any of the packaging is heat treated to ISPM15 (the internationally agreed standard for the treatment of all forms of packaging made from solid wood). Export packers who use heat treated timber will have their cases stamped with the IPPC registration mark. Are the goods dangerous? Regulations for dangerous goods are very specific on acceptable inner and outer packaging. A qualified packer (trained according to IATA, IMDG, ADR) will be able to pack, mark and label your goods for export in accordance with the regulations for the mode of transport (air, sea or road). A properly packed shipment is one of your company’s best advertising messages – it reinforces essential aspects all businesses strive to project - quality, preparedness, the ability to deliver even the most fragile, valuable or irreplaceable items anywhere in the world safely and on time. Export packing is an important extension of your brand’s identity. First impressions start when your shipment arrives at its final destination”

Terry Watson, M.D. of Mairon Freight Management considers the future of freight forwarding Many manufacturers who now sell ex works seem pleased just to see the freight disappear onto the back of a lorry and their warehouse doors close behind it. Having been in the Freight Forwarding industry for many years I find it a pity that so many companies now rely on “someone in the accounts department” to handle the shipping documentation and all that goes with the old Shipping Manager’s role – I know it’s supposed to be progress but does that really replace knowledge? For my years on the road I visited many such knowledgeable characters, albeit often housed in an old shed in the corner of the warehouse. However, it was through them I learnt many of the Forwarding rights and wrongs... and made some very good friends along the way – these people had vast amounts of knowledge about shipping freight around the world – from basic documentation to HMC Regulations to Letters of Credit while all the time indirectly controlling so much of their companies finances. These talented people taught me many things that I have always remembered throughout my career in freight. One that has always stuck firmly in my mind was this – costs and service were the two requirements in the movement of freight - one had to be competitive to survive so costs were generally much the same but it was service that mattered. You needed the right rates as you do today but service was supreme and I believe it still is. Exciting times are ahead – not least the Referendum – In or Out who knows what the answer will be. One thing is sure, it will once again be a trying and testing time for the Forwarding industry and may just see the resurgence of the good old Shipping Manager as we knew them.

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42 new members

Welcome to Sussex Chamber of Commerce Membership of Sussex Chamber of Commerce 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. Anti Graffiti Systems UK Ltd Unit D, Prospect House, Brighton, East Sussex BN2 4JE

Close Invoice Finance Ltd Ridgeland House, 165 Dyke Road, Hove, East Sussex BN3 1UY

Heart FM Radio House, Franklin Road, Brighton, East Sussex BN41 1AF

01273 690059 www.antigraffitisystems.co.uk

0808 149 7915 www.closeinvoice.co.uk

01273 316 900 www.thisisglobal.com

B-9 Fire Protection Ltd 139 Royal George Road, Burgess Hill, West Sussex RH15 9TD

Crowther Associates Architects LLP Pelham House, 25 Pelham Square, Brighton, East Sussex BN1 4ET

Interclub Lotteries Ltd (Head Office) 19 Apex Park, Hailsham, East Sussex BN27 3JU

01444241424 www.b9fire.co.uk

01273695535 www.crowtherassociates.co.uk

01323489489 www.interclub.co.uk

Bartercard Arcade Business Centre, 2a Arcade Road, Littlehampton, West Sussex BN17 5AR 01903 715200 www.bartercard.co.uk

Emjay Consultancy Ltd 17 Barttelot Road, Horsham, West Sussex, RH12 9DQ 07906 786505 www.emjayconsultancy.com

Bonieri Quarry House, Amberley, Arundel, West Sussex BN18 9LT 07976 937 731 www.bonieri.com

Frame Architecture Ltd 20 Beaconsfield Close, Burgess Hill, West Sussex RH15 9AT

International College of Oriental Medicine Green Hedges House, Green Hedges Avenue, East Grinstead, West Sussex RH19 1DZ 01342313106 www.orientalmed.ac.uk Jeppesen UK Ltd Alteon House, Crawley Business Quarter, Crawley, West Sussex RH10 9AD

01444 233382

01293842400 www.jeppesen.com

Caldotec Ltd Timbers Lodge, 41 Willowhayne Avenue, Littlehampton, West Sussex BN16 1PL

Gatwick & Crawley Chamber of Commerce c/o Richard Place Dobson, 1-7 Station Road, Crawley, West Sussex RH10 1HT

Knighthood Corporate Assurance Services plc Knighthood House, Imberhorne Lane, East Grinstead, West Sussex RH19 1LB

01903859176 www.caldotec.co.uk

07813885529 www.crawleychamber.co.uk

01342327111 www.knighthoodcorporate.com

contact march/april 2016 business edge

SUSSEX CHAMBER OF COMMERCE 01444 259 259 www.sussexchamberofcommerce.co.uk

new members 43

Longsight Management & Logistics Ltd 24 Peak Dean Lane, Friston, Eastbourne, East Sussex BN20 0JD

Sussex Beds 7-9 Brook Way, Ivyhouse Lane, Hastings, East Sussex TN35 4NN

01323 423033 www.longsightuk.com

01323441476 www.sussexbedcentre.co.uk

Media & Communications Ltd T/A Best 4 Systems Unit B, Easting Business Estate, Easting Close, Worthing, West Sussex BN14 8HQ

Sussex People Solutions Ltd Flat 7, 13 Clifton Place, Brighton, East Sussex BN1 3FN

01903704440 www.best4systems.co.uk

07739467377 www.sussexpeoplesolutions.com

MPAT 2 Longhurst, Burgess Hill, West Sussex RH15 0TG

The Base Skatepark CIC Unit 4 Oldlands Way, Southern Cross Industrial Est, Bognor Regis, West Sussex PO22 9SA

01444 702034 www.mpat.org.uk Ohsolovelystore Cornerways, Harrisons Lane, Ringmer, East Sussex BN8 5LJ 01273 813551 www.ohsolovelystore.com Opus Innovations Unit 18, The Bell Centre, Newton Road, Crawley, West Sussex RH10 9FZ 01293 516150 www.opus-innovations.com Orion Investigations Ltd Gemini House, 136-140 Old Shoreham Road, Brighton, East Sussex BN3 7BD

01243 823 130 www.skatethebase.com Thomas Eggar Belmont House, Station Road, Crawley, West Sussex RH10 1JA 01293 742700 www.thomaseggar.com UK Trade and Investment Unit 10 Fulcrum, 2 Solent Way, Fareham, Hampshire PO15 7FN

VRSani-Co 26 Arkley Road, Herne Bay, Kent CT6 5SL 01227 740220 www.vrsani-co.co.uk Wave Leisure Trust Downs Leisure Centre, Sutton Road, Seaford, East Sussex BN25 4QW 01323493020 www.waveleisure.co.uk White Maund Insolvency Practitioners Limited 44-46 Old Steine, Brighton, East Sussex BN1 1NH 01273731144 www.whitemaund.co.uk White Rock Theatre White Rock, Hastings, East Sussex TN34 1JX 01424462280 www.whiterock.co.uk Yan Engines Ltd Level 3, Queensberry House, 106 Queens Road, Brighton, East Sussex BN1 3XF 0741 551 0481 www.yanengines.com

08452789600 www.uktisoutheast.com

01273 921 617 orioninvestigations.co.uk Park House Hotel Bepton, Midhurst, West Sussex GU29 0JB 01730 819000 www.parkhousehotel.com Roja Parfums 41 New England Street, Brighton, East Sussex BN1 4GQ 01273 60 50 50 www.rojaparfums.com SEA PR Unit 24, 6th Floor New England House, Brighton East Sussex BN1 4GH 01273 608455 www.sea-pr.com

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44 diary

SUSSEX CHAMBER OF COMMERCE NETWORKING EVENTS Meet Your County Chamber Date: Wednesday 16th March : 08:00 - 10:00 Venue: Warnham Barn, Horsham

Lunch Networking Event Date: Wednesday 16th March : 12:00 - 14:30 Venue: Arora International Hotel, Crawley Join us for our monthly Business Networking Lunch, which is being held at the Arora Hotel in Crawley. Guest Speaker for this event is Tim Hawkes, Managing Director of Unlimited Potential. Tim is an experienced international speaker on leadership and a chartered mechanical engineer. Tim uses his experience to bring a high impact, practical and results driven approach to organisational cultural change programmes. There will be an enjoyable 2 course lunch, book today to secure your place.

Your Future Careers Fair with Big Bang @ Brighton Date: Monday 21st March : 09:30 - 14:30 Venue: University of Brighton, Brighton The Your Future Careers Fair with Big Bang @ Brighton will give young people the chance to interact with businesses and try out first-hand the activities associated with working in that industry. They will get to talk to employed young people and attend

Contact march/april 2016 business edge

interactive Workshops to get a better idea of and prepare for the world of work. The young people will be able to gather a variety of information on further study in the form of Apprenticeships, College, University courses and more.

PLUS ACCOUNTING EVENT: April 2016: Tax changes are coming, are you ready? Date: Tuesday 22nd March : 08:00 - 10:30 Venue: My Hotel, Brighton

Meet Your County Chamber Date: Tuesday 22nd March : 16:00 - 06:00 Venue: Sussex Downs College, Lewes

Leadership in the year 2020 and beyond, whatâ&#x20AC;&#x2122;s round the corner in Leadership Date: Wednesday 23rd March : 08:00 - 10:30 Venue: Cooden Beach Hotel, Bexhill-on-Sea Our guest Speakers for this event are Mandy Flint, CEO from Excellence in Leadership Ltd, and Elisabet Vinberg Hearn, founder of Think Solutions UK Ltd. This Networking Breakfast event at The Cooden Beach Hotel, will offer you an opportunity

to meet businesses, grow your connections and widen your own network of customers and suppliers, whilst enjoying a full English buffet breakfast. Please book today to avoid disappointment.

Manufacturing Forum Date: Tuesday 5th April : 08:00 - 10:30 Venue: University of Brighton, Brighton Our second Manufacturing Forum of 2016 will be held at the University of Brighton. We are delighted to announce our guest speakers for this event will be: Hamish Glover Wilson - Designer in Residence at the University of Brighton, and Dr Yan Wang, who has worked for many years in the UK and China in sustainable manufacturing and flexible planning in close collaboration with industry. There is a cost to attend this event.

Speed Networking with the Neighbours Date: Thursday 14th April : 15:30 - 18:30 Venue: Old Thorns Manor Hotel, Liphook Always a hit and back by popular demand. We are pleased to invite you to this cross - County Chamber event for 2016 which offers networking with a difference. Sussex, Hampshire and Surrey Chambers of Commerce will bring together companies from all sectors to enable them to explore

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.sussexchamberofcommerce.co.uk or call 01444 259 259

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new business opportunities and provide many new contacts.

Policy Lunch - Shadow Minister (Business, Innovation and Skills) Date: Wednesday 20th April : 11:00 - 15:00 Venue: The Hove Club, Hove Join us for a Policy Lunch at The Hove Club, Hove, East Sussex. Our Guest Speaker will be Bill Esterson â&#x20AC;&#x201C; Shadow Minister (Business, Innovation and Skills). Bill was appointed to this position in September 2015. More details are to follow.

Meet Your County Chamber Date: Thursday 21st April : 08:00 - 10:00 Venue: Beauport Park Golf Course, St Leonards on Sea

Santander Trade Mission Mumbai and Pune, India Date: Saturday 23rd April : 00:00 - 23:55 Venue: India.

Networking Lunch - Sowing the seeds of Business growth Date: Tuesday 26th April : 12:00 - 14:30 Venue: Norfolk Arms, Arundel Join us at our Networking event at the Norfolk Arms in Arundel. Guest speaker Steve Bustin, of Vada Media, a business communications and growth specialist, will discuss helping businesses and business leaders grow through coaching, training and mentoring. Steve was named National Speaker of the year 2015/16 by the Professional Speaking Association. He started his career as a journalist for the BBC News and ran a PR agency for 12 years. This event includes a two course lunch.

Meet Your County Chamber Date: Tuesday 17th May : 16:00 - 18:30 Venue: Alexander House, East Grinstead

Please look at our website to review the full list of exciting events For all bookings and enquiries, please contact us in the following ways: Tel: 0844 37 595 50 | events@ sussexchamberofcommerce.co.uk www.sussexchamberofcommerce. co.uk/events

Opportunity to sponsor a series of Events We are proud to offer you a wonderful opportunity to sponsor a series of events. These packages can be discussed separately with the Chamber. Please give us a call on 01444 259 259 for more information march/april 2016 business edge

46 five minutes with...

movers and shakers

Growth plans for Bartercard Sussex Jane Taylor eReco EMEA Corporation

I started work as a journalist on trade and technical magazines, becoming editor and then publisher over several titles. Then almost 10 years ago (eReco will celebrate its 10th birthday at the end of June this year), I changed my career completely to satisfy my need to do something positive for the environment, working under the new WEEE directive as it was then. So eReco was born and I’ve steered it through the minefield of legislative changes and, of course, deep economic dips. It hasn’t been easy if I’m honest, but we are now one of the top IT asset disposal houses (recycler) in the country and for that I must thank my brilliant team. I like spending time outdoors, walking the dogs or cycling but my passion, which I rarely get to enjoy now, is sailing. I’m proud to be mum to two brilliant young men, Josh and Charlie, who are both at university now. Two of us from eReco are just about to do a trek for Global Radio’s Make Some Noise charity in the Grand Canyon - hopefully we’ll make it back in one piece! Still raising money for that so if you’d like to sponsor us?! 1. What was your first job and what was the pay packet? I used to help out at my dad’s first company stuffing envelopes with mail shots! I think I got about £3.50! 2. What do you always carry with you to work? Water, food and my phone 3. What is the biggest Challenge facing your business? Educating prospective clients about the importance of data security when they dispose of their IT. Doing it properly gives a full audit trail and assurance of legal compliance, trusting ‘a mate of a mate’ could be disastrous. There is no room for coulda, shoulda, woulda with data security and that is a valuable comfort blanket to any client of ours, yet we struggle constantly against those who provide nothing like our level of service. 4. If you were Prime Minister, what one thing would you change to help business? Increase the requirement for the public sector to procure from micro,

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small and medium size businesses. There is so much more I’d like to see! Less tax? Lower non domestic rates (just what do they cover anyway?), I could go on and on... 5. What can you see from your office window? My vans! 6. If you could do another job what would it be? I’d probably be a geologist 7. As a business person, what are your three main qualities? Honesty, communication, belief in what we do 8. What was your biggest mistake in business? Trusting the wrong people 9. What advice would you give to aspiring entrepreneurs? Always get good advice of course, but follow your gut instinct 10. Who do you admire most in business? My dad, he has vision, drive and boundless enthusiasm, together with anyone who has the courage to start their own business - it’s tough and if it was easy, everyone would do it, but they don’t, do they?

Chris Edworthy, Brokerage Manager at Bartercard Sussex He said: “Trading over the past 12 months has been great. We’ve been growing steadily since I took on the franchise. Around the six month point we noticed the change as the team really settled in and began to know the company. We’ve learnt how we can benefit our members in more creative ways to help their businesses, moving beyond just a service call.” Bartercard is the world’s largest business trade exchange. It gives businesses the ability to utilise their spare capacity, protect their cash flow and meet a group of likeminded peers to trade their goods and services with through a well-established network of business entrepreneurs. It offers a flexible, secure and fully accountable way for businesses to barter their goods and services with other businesses all around the world. Businesses using Bartercard earn trade pounds for the goods and services sold which can then be spent on goods and services from any other members of the network. Chris said: “I joined the business in July 2014 and previously had been a Bartercard member with experience of bartering so I knew about the wider range of benefits the service offers. Not only does it enable businesses to utilise their spare capacity which protects cash flow, but also offers an interest free line of credit which can be used to support growth and pay for day-to-day running costs. “Bartercard is currently undertaking an ambitious new growth programme, adding new clients and staff to the Sussex team. In the next 12 months, we’d like to hit 500 members. Then within a couple of years, 1,000 members each trading an average of £2,500 a month. We know that by helping our members’ trade and save money in the cash world, we’ll grow as a result. We have a unique ability to create a great exchange and want to make it a success.” If you’re interested in finding out more about how your business can barter your goods and services with other businesses around the world, please contact Chris on Chris.Edworthy@ uk.bartercard.net or call 0344 257 0700, www.bartercard.co.uk

Pier Recruitment rapidly expanding Pier Recruitment is rapidly expanding and has just welcomed three new starters; Emma Jones, Sam Trenwith and Ellie Robins. Based in Hove, Pier now have a team of fifteen consultants! Emma is the new Marketing and Business Development Executive. Emma is a bright, hardworking and creative graduate who has already brought some fantastic ideas with her! She manages Piers’ marketing, social media platforms, competitions, campaigns and writes press releases. Emma will also be the face of Pier at all networking events – so look out for her! Sam is a new Permanents Consultant, bringing with him a wealth of sales and account management experience. This is his first job in recruitment but already has fantastic candidates and has already placed a high level PA within a charity. Sam is both professional and positive and is already highly valued within the team. Ellie is a hardworking and experienced Temporaries Consultant who has over 4 years’ experience in the Sussex area. She has a pool of high calibre candidates, particularly PA and Secretarial but has also filled high-level, specialist roles. With a fantastic knowledge of the local market, Ellie is adept at pinpointing skill shortages. Ellie works quickly and efficiently and always has a smile on her face!

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