Business Edge 50

february/march december/january 2019 2018 business business edge edge

Inside business matters 4 business matters 08 chairmans column 12 ask the expert 13 fine print 14 business support 18 growth accelerators 24 inspirational leaders 28 growth accelerators 32 construction focus 44 women in business 46 training and events 48 new members 50 5 minutes with

the magazine for sussex chamber of commerce members

august/september 2019

Growth accelerators – New markets, people development, technology, funding

Sussex Chamber of Commerce

AS ASAACHAMBER CHAMBERMEMBER MEMBERYOU’RE YOU’REWELL WELLCONNECTED CONNECTED

1

LARGE & SMALL SIGNS FLEXIBLE BANNERS POP UP BANNERS PULL UP BANNERS PAVEMENT SIGNS

High visibility vehicle safety markings

EXHIBITION PANELS HOARDINGS SHOP SIGNAGE PROMO GRAPHICS SECURITY SIGNAGE

ASSURED SEAL PARTNER

HIGH QUALITY PRINTING OVER 20 YEARS EXPERIENCE FAST TURNROUND - DESIGN SERVICE

GOLD CONVERTER

ORDER ONLINE FOR 48 HR DISPATCH

www.chevronshop.com

Please call 01273 492233 or email info@doubledot.co.uk

Please call 0800 9998997 or email info@chevronshop.com

for more information and prices

for more information and prices

contents

february/march august/september 2019 2019 business business edge edge

Sussex Chamber of Commerce

Welcome to our Business Edge magazine!

Ana Christie

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.

Business Edge is a Sussex Chamber of Commerce publication.

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

SUSSEX CHAMBER OF COMMERCE Unit 4, Victoria Business Centre, 43 Victoria Road, Burgess Hill RH15 9LR

PRODUCTION & DESIGN Distinctive Publishing 3rd Floor Tru Knit House, 9-11 Carliol Square, Newcastle Upon Tyne, NE1 6UF Tel: 0191 5805990 www.distinctivepublishing.co.uk

ADVERTISING Angie Smith, Business Development Manager, Distinctive Publishing 3rd Floor Tru Knit House, 9-11 Carliol Square, Newcastle Upon Tyne, NE1 6UF Tel: 0191 5805990 angie@distinctivepublishing.co.uk

Chief Executive Sussex Chamber of Commerce

British Chamber network expands The Chamber network continues to expand.

Recently the British Chambers of Commerce (BCC) and the Council of British Chambers of Commerce in Europe announced they had reached an agreement that saw 24 additional British Chambers across Europe become part of the BCC’s Global Business Network – significantly expanding the leading business organisation’s reach with practical, real-world support for trade between the UK and the Continent. Both UK firms and European firms will be able to harness opportunities for trade and access practical advice, support and connections to keep trading across borders, regardless of political change. The Chamber network will be best placed to help firms trading across borders in Europe and beyond. The Global Business Network supports two-way international trade and will now be able to assist businesses in almost 50 countries all around the world.

Economic Survey Results: UK growth stalling amid manufacturing slowdown The latest results from the survey of over 6,800 businesses in the UK, employing around 1.2 million people points to the impact that relentless Brexit uncertainty, rising business costs and tougher global trading conditions are having on the UK economy, with service sector output subdued and indicators of manufacturing

activity deteriorating. With growth in the UK economy subdued, and the evidence suggesting that business investment and decision-making are in limbo ahead of the October 31st Brexit deadline, the focus must be on avoiding a messy and disorderly exit from the EU and removing barriers to growth in the domestic environment. The Chamber network is calling for plans to address the high cumulative costs of doing business, to deliver major infrastructure projects, and to make the skills system work for business. There must be swift and tangible steps taken to inject momentum and confidence into the UK economy.

Businesses want to see concrete and deliverable plans to tackle barriers to growth, to avoid a messy and disorderly Brexit, and to restore the UK’s global reputation as a place to invest and trade.

Membership consultation Thank you to everyone who contributed towards our membership consultation. The feedback from the survey and focus group discussions is currently being analysed. We want to ensure we can serve our vibrant community of members with the best possible resources and services in the years ahead. The results will help us provide an enhanced service and membership offering.

We need to ensure that we continue to evolve. Further information will be provided over the next few months. Thank you once again.

Our magazine is packed full of amazing member stories. Membership provides many benefits, services, and savings. Please speak to the team to find out more and make the most of your membership.

For further information please contact the Sussex Chamber on 01444 259 259.

FEATURE EDITOR Ellen Rossiter ellen.rossiter@distinctivepublishing.co.uk

E-BOOK www.issuu.com/distinctivepublishing

CONTENTS welcome business matters chairmans column business matters

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

3 4-6 8 10-11

business matters

26-27

growth accelerators

28-31

construction focus

32-37

business matters

38-39 40-41

ask the expert

12

finance focus

fine print

13

business matters

43

business support

14-17

women in business

44-45

growth accelerators

18-19

training and events

46-47

new members

48-49

sustainable businesses member to member offers inspirational leaders

20-21 23

five minutes with...

50

24-25

AS A CHAMBER MEMBER YOU’RE WELL CONNECTED

3

business matters

august/september february/march 2019 business edge

Tony Bloom, Owner and Chair, Brighton & Hove Albion FC

Simon Woodroffe OBE, founder YO! Sushi

10th Convention one to remember!

The ACUMEN BUSINESS CONVENTION 2019 held its special tenth edition on May 8th with hundreds of decision makers from across the region. This year was absolutely packed with fantastic speakers, entertainment and excitement where delegates were greeted by tribal zebra people, and that’s not just the Acumen team!

Zebra dancers brought the wow factor and got everyone energised for the afternoon.

The big build up was worth it as Special Guest Speaker, Tony Bloom owner and chair of Brighton & Hove Albion FC shared his fascinating business journey with the captivated audience.

To top it off Keynote Speaker Simon Woodroffe OBE, the Founder of YO! Sushi, gave a most inspirational performance and got his groove on with a tune!

Guest speakers included Graham Moore, the co-founder of Humanutopia, sharing how his own experiences inspired him to empower young adults from all walks of life. Also

4

Jules White, the entrepreneur’s sales coach and author of Live it Love it Sell it, gave motivational and practical advice showing that everyone can get great results when they sell the human way.

As well as the thought provoking speakers the day featured Link & Learn sessions (with essential legal tips) and masses of quality networking opportunities throughout the day with lots of surprises too! This special edition convention saw the launch of speakers’ arenas which showcased extra TED style talks in a choice of topic making these sessions a very useful bonus section of the day.

www.sussexchamberofcommerce.co.uk

The excitement didn’t stop there, the celebratory after-party rounded off the day perfectly with a fantastic chance to catch up, chat, relax and have fun!

Penina Shepherd, Founder of ACUMEN BUSINSS LAW said, “It’s really great to see so many business professionals together, all sharing the experience and making new meaningful connections. That’s what makes the convention so special. It’s been an amazing celebration of our 10th convention and we look forward to many more to come!“ To find out how to get involved next year and for more information please contact creative@acumenbusinesslaw.co.uk

tel: 01444 259 259

business matters

february/march 2019 august/september 2019 business business edge edge

Motor dealer builds on 20 years of success with new Crawley Down showroom A leading South East motor group has opened a new, ultramodern showroom in the heart of Crawley Down, following 20 successful years in business.

Euro ŠKODA, Snow Hill, has been officially opened by the privately-owned JCB Group, a highly successful, multi-franchise automotive retailer.

The JCB Group, which is marking its 20th anniversary this year, invested over £500,000 in the Euro ŠKODA site, moving it from a shared, ageing showroom and creating a new space, quadruple the size of its previous home.

Boasting an impressive track record of success, The JCB Group commits itself to providing customers with a service which as well as being highly professional, is also personal, friendly and caring. It is this focus, coupled with value-for-money, awardwinning cars and customer demand, that cemented the need to grow the ŠKODA dealership.

Having served previously as a Peugeot facility, the investment in the new Crawley Down showroom has resulted in a stylish and relaxing environment – complete with a comfortable, well-appointed hospitality area – in which visitors can view every model from the award-winning ŠKODA range.

The move sees the JCB Group spreading its operation across Sussex, expanding its growing portfolio of Volkswagen Automotive Group (VAG) sites, which also include Volkswagen Commercial Vehicles Van Centres in Brighton, Crawley & Eastbourne; an additional SKODA

dealership in Worthing and a SEAT showroom in Crawley.

UK, so customers will be spoilt for choice when visiting us.”

The JCB Group employs some 500 people, several whom recently joined are now working for Euro ŠKODA Snow Hill, with the launch creating opportunities for local people in a variety of customerfacing, technical, and other roles.

Business Development Manager Russell Horscroft said: “It is a very exciting time in the motor industry, with the focus on all manufacturers to develop and grow electric and hybrid solutions for both personal and business use. With new models both coming to market and on the horizon, we aim to find out what drives our customers businesses and help them find the best solution for their motoring needs. From a fleet of vans to a single car, we look forward to them developing current and new customer relationships and delivering the best customer experience in the Sussex area.”

JCB Group Managing Director Jonathan Bischoff said: “We are delighted to have opened this site and look forward to the challenges of extending our business.

While this family-owned business has grown hugely over the years, we’ve remained successful dealers due to our ongoing philosophy of offering the highest quality and service to our customers.”

Jon Thwaites, ŠKODA Brand Manager at The JCB Group said: “ŠKODA have been on a monumental journey over recent years, recently collecting seven What Car? awards, cementing their place as a significant brand within the UK Motor Industry. Euro ŠKODA have had a similar journey since opening the franchise some three years ago. Having previously shared our showroom with another brand, in a tight, ageing building, it was becoming difficult to provide the high level of service we’ve become known for, largely due to space restrictions.

“Our new, stand-alone premises is one of the largest ŠKODA showrooms in the

Jonathan Bischoff set up the JCB Group 20 years ago while he was working for another dealership. He wrote to Volkswagen, explaining that he only wanted to work for them and was desperate to be given the opportunity to run a dealership. To his delight (and surprise) Volkswagen replied, offering to be the guarantor behind this new business venture.

Fast forward 20 years, Jonathan’s team have sold in excess of 200,000 vehicles and the business has grown to include nine other marques including Volkswagen, SKODA, SEAT, Honda, KIA, Suzuki, Mitsubishi, Citroën plus Volkswagen Commercial Vehicles (VW CV).

AS A CHAMBER MEMBER YOU’RE WELL CONNECTED

5

business matters

august/september february/march 2019 business edge

The Creative Group CEO honoured to speak at Shanghai’s Super Classic Our CEO, Matt Turner, was invited to the first ever Shanghai Super Classic (SSC) event to discuss selling sponsorship for the event, which took place from 18th May to 24th June 2019. The event celebrated a variety of Shanghai’s arts and culture, including fashion, jewellery, motors, and technology, with the aim of creating an equally impressive impact on the domestic and foreign auto and art industries.

Matt had the honour of speaking at the opening ceremony on the 20th May at Shanghai Port International Cruise Terminal on the North Bund. The opening ceremony attracted classic car enthusiasts from around the world including Curator Zhou Yi, Co-curator Diana Liu, the “Prince of Gymnastics” Li Ning, famous New York street artist James Goldcrown, and philanthropist & founder of Shanghai Haikangbei Foundation, Betty Cao. SCC is very similar to the Goodwood Revival, which takes place annually in West Sussex in July. Zhou Yi, together with her collaborating partner Diana Liu, visited world-renowned automotive events such as the Goodwood Revival for inspiration.

Zhou Yi said: “Goodwood has become a carnival of car culture. The Auto Show here in China aims to match that cultural depth and impact. It strives to be a combination of professional industry exhibitions and car culture exhibitions with Chinese characteristics, together with the people’s love and embrace for the lifestyle. It is a perfect time to incubate and popularize the automotive culture market here in China.”

Compared with European and American car markets, the influence and growth of automotive culture in China is still in its infancy but some see it on the cusp of a boom. How to create a better union and explore the relationships between all things automotive, and China’s way of life as it expands has become the top priority of Zhou’s plan.

SSC is the first automobile culture and art crossover show in Asia and the team behind it approached the Goodwood Estate who then introduced Matt, as a representative to help. At Creative Pod, we are continually growing internationally and this event provided an ideal platform to accelerate our growth. We will also be providing the marketing and PR for SCC which is a fantastic opportunity for the team.

As a motorsports fan, Matt enjoyed meeting other businesses and exploring the event which boasts an impressive 28 classic cars on show with a total value of over $30 million. Within an area of 100,000 square feet, the Shanghai Super Classic hosts items on loan from the world’s foremost classic car collectors, including prized autos such as the 1967 Ferrari 275GTB/4 with an estimated value of over $5 million,

6

Matt Turner the Chinese 1965 Hongqi CA72 which won an award at the premiere car collector’s competition, the Pebble Beach Concours d’Elegance, and a 1976 Lamborghini Countach LP400 Periscopio.

Other notable attractions include Elvis Presley’s and Marilyn Monroe’s respective Cadillac Coupe de Ville luxury cars and a collection of Porsche 911 models spanning from Generation I to VII. Matt, CEO of The Creative Group, said: “I’ve travelled the world experiencing automotive events and I have to say that for a firstyear event, the Shanghai Super Classic is a fantastic event. It’s a real honour and privilege to be here and I’m really excited for what the future can bring for the Shanghai Super Classic. I think that over time, with technology, with cars, with influencers,

www.sussexchamberofcommerce.co.uk

and media attention, this event will be a staple event in the Shanghai calendar and a massive event in the global motoring calendar as well.

“I’m working with the Goodwood Estate to bring some of their assets and some of their partnerships to other parts of the world. Over the coming months, some of the discussions I will be having will be to bring these assets to Shanghai so that we can partner and integrate with the Shanghai Super Classic for many years to come.”

The Creative Group is the parent company of four businesses which includes; Creative Pod, a full-service marketing agency, ECHO, a sponsorship brokerage, Printshop, a fullservice printing agency and SquareOne, a market entry specialist.

tel: 01444 259 259

The only way to guarantee a seat for all the biggest matches at the Amex

THE PERFECT M A T C H D AY EXPERIENCE S E A S O N A L H O S P I TA L I T Y PA C K A G E S

next season.

• Premium seating • Three-course meal • Inclusive drinks

FROM

£3,600 + VA T

FOR ALL 19 HOME PREMIER LEAGUE M AT C H E S

BrightonAndHoveAlbion.com/hospitality For more information, please call the hospitality team on 01273 878 278 or email commercial@bhafc.co.uk

business matters

august/september 2019 business edge

Growth is good, right?

Economic growth is a headline measure of a Nation’s success. In short growth is good.

GDP growth is of course the sum of its parts, across sectors and individual businesses. For any business, growth is undoubtedly seen a sign of success and something to be proud of.

GDPR … or is there still more to do?

Rupert Rohan Senior Partner, Rohan Solicitors

In today’s digital world data is one of the most valuable assets a company can hold. With the right insight, personal data can bring a significant increase in the operating margins of your business while enabling a valuable competitive edge on rivals.

At the same time, companies must remain diligent to the rights and obligations presented by data protection law. One year on from the GDPR’s enactment, we have witnessed the financial and reputational damage a serious data breach can inflict on businesses who are not adequately prepared.

Even when data does not occupy a central role within your business model, it is important to keep in mind that almost every interaction you have with clients will involve the processing of personal data. As a data controller, you are responsible for demonstrating compliance with data protection law. For example, you will need to: Establish a data protection compliance program and privacy governance structure.

Implement and maintain privacy controls on an ongoing basis.

Respond appropriately to data subject access requests.

Ensure you have appropriate safeguards where data is processed on servers abroad.

Respond to complaints and formal enforcement action by the Information Commissioner’s Office (ICO).

Growth though brings new challenges and risks. For most, growth is not easy and especially for small businesses. Many struggle to manage operational issues during a growth phase, it can be hard to decide whether it’s time to hire additional employees or if this is just a short-term spike in sales or customer volume. Growth increases the demands on management capacity and capability, raising challenges of whether and when to delegate. All growing businesses eventually reach their limit and then new challenges arise of whether and when and how to exit and realise the value created.

Across the Chamber network these growth challenges are being faced by many of our members. It is a core strength of the Chamber network that our members openly share their own stories at our networking and training events and sector forums. Learning from others is after all an essential business and life skill. No two businesses are the same but there is help and support available.

Delivering growth is hard work and questions are increasingly raised about the impact of growth, its sustainability in every sense, its volatility, perhaps even its purpose and students of Economics might point to the ‘Easterlin paradox’.

But growth is good, right?

Handle employment related data issues.

Rohan Solicitors have extensive expertise and experience in helping businesses, small and large, with all aspects of their data protection needs. Whether it’s drafting internal policies, responding to data subject access requests, or any other area where you require practical advice in plain, accessible jargon-free English.

We also have a wealth of company and commercial knowledge. Additional to offering expert advice on all your e-commerce and intellectual property needs, we offer significant expertise in company documentation, commercial financing and a wide array of property matters.

Whatever your legal need, we can offer concise and constructive advice in achieving a solution that’s right for your company. Visit our website at rohansolicitors.co.uk

8

www.sussexchamberofcommerce.co.uk

tel: 01444 259 259

Rob Clare

Chairman Sussex Chamber of Commerce

Degree Apprenticeships Degree apprenticeships bring together the best of vocational training and higher education and enable apprentices to combine university study with valuable ‘on the job’ training.

The University of Chichester offers a range of degree apprenticeship options to suit the needs of local businesses.

Our Degree Apprenticeships: • Chartered Manager • Digital Marketer • Digital Technology Solutions Professional (Software Engineer) • Digital Technology Solutions Professional (Cyber Security Analyst) • Digital Technology Solutions Professional (Business Analyst) • Electrical/Electronic Technical Support Engineer • Mechanical Engineer • Postgraduate Teacher • Senior Leader Master's (MBA) • Social Worker

“the apprentices quickly become very talented. For us there hasn’t been a time when they haven’t been working on a commercial project, which is very beneficial to the company. In the digital sector this is the most positive step towards addressing the skills shortage that I can recall.”

Simon Pringle, CEO Red River Software (supporting Software Engineering degree apprentices) “If we can take local students, children who have grown up in the area, and education then in science, business, and engineering, before having them back in the community, then it’s a win-win for everyone involved.”

Henry Powell, CEO Inpress Plastics (supporting Business and Engineering degree apprentices)

FIND OUT MORE Find out about the University of Chichester’s degree apprenticeships at www.chi.ac.uk/apprentice. Interested businesses should get in touch at apprenticeships@chi.ac.uk

business matters

august/september february/march 2019 business edge

Sally Gunnell OBE announced as brand ambassador for Sussex-based independent health insurance brokerage, SJA SJA Health Insurance Independent Advisors, based in Pulborough, is delighted to announce its new brand ambassador, Olympic gold medallist Sally Gunnell.

Andrew Leach

Managing Director SJA Health Insurance

SJA is a boutique health insurance brokerage specialising in health insurance and related products for small and large companies and personal clients, both in the UK and internationally. The team has a wealth of experience in the insurance industry and has established relationships within the market, such as with AXA, Bupa, Canada Life, Zurich, Vitality, and Aviva, to ensure it achieves results for clients in even the most challenging of circumstances.

SJA provides a wide range of services to its customers and caters policies specifically to their requirements both for today and the future. The team research and analyse all the available options and provide clear, easy to understand solutions.

For businesses, taking care of their employees goes a long way. SJA provides policies for the whole company to safeguard in a range of circumstances. For example, having Group Life Assurance provides a lump sum benefit on death and may also provide a pension for the families and dependents of deceased employees.

Employees can also receive a lump sum benefit if they suffer from critical illness with a Group Critical Illness plan, or a Group Income Protection plan provides employees with a replacement income if they are on long-term sick leave. This plan also allows the company to fund a temporary replacement, if required, giving the business peace of mind too.

10

treatment promptly, in more comfortable surroundings.

Health and wellbeing within a company is becoming more prominent with employers required to look after their employees and all of their health needs, in particular workplace stress. An employee in poor health can be of detriment to the business but with a plan in place, both the employee and business are taken care of.

And the cover isn’t defined to just the UK. Expatriates can also use SJA to find the cover they need in another country and still receive the same standard of medical experience that they would receive in the UK. Living in another country can be daunting and you’ll want to ensure that if you require medical treatment, you’ll be taken care of in the finest local facilities available.

SJA also take care of individuals with plans such as UK Private Medical Insurance (PMI). The team guide customers through the maze of products to ensure they get the best plan for them at the best price. An appointment for suspected cancer can be two weeks on the NHS. When you’re worried about your health, two weeks can seem much longer.

With PMI, you’ll gain access to expert

As part of the partnership, SJA has also become Sally’s broker. SJA customers will benefit from ‘Sally’s top tips’ delivered by exclusive monthly emails, as well as being entered into a prize draw to win a personal training session with Sally herself. As the only British female to hold the Olympic, Commonwealth, European, and World Championships concurrently, Sally is an inspirational figure to many and is perhaps

www.sussexchamberofcommerce.co.uk

most well-known for her gold medal in the 400m hurdles at the Barcelona Olympic Games in 1992.

Andrew Leach, Managing Director of SJA Health Insurance Independent Advisors, said: “We are thrilled to be working with Sally Gunnell OBE and the team enjoyed meeting her when she came into our office.

We’ve worked with Sally and her family to deliver the most suitable health insurance tailored to their requirements. We are pleased to be able to offer these exciting opportunities to our customers thanks to working with Sally.”

Sally Gunnell OBE said: “The team at SJA are fantastic and went above and beyond to provide the best plan for me. I am looking forward to delivering training sessions to their clients and learning what their fitness goals are and how I can inspire and motivate them.” www.sjahealthinsurance.com

tel: 01444 259 259

business matters

february/march august/september december/january 2019 2019 2018 business business business edge edge edge

Sussex Chamber star attends Buckingham Palace Garden Party

Aliyah Perry-Warner On Wednesday 29 May 2019, Chamber staff from across the network travelled to London to attend a Royal Garden Party. Each year, the British Chambers of Commerce (BCC) has the opportunity to nominate a small number of people to represent the Accredited Chamber Network, thanks to Her Majesty the Queen who is the BCC’s royal patron.

made a significant contribution to the Network’s international trade services.

Trade facilitation and trade support have always been a core part of the work of the Accredited Chambers Network. In recent years, this work has become more important than ever with staff going above and beyond to support members and customers during uncertain times.

This year, the BCC asked for nominations in two categories. Firstly, the rising stars – the early career professionals who are achieving great things on behalf of their Chamber and members.

Aliyah Perry-Warner from the Sussex Chamber of Commerce joined the Chamber as an Administrative Apprentice at the age of 18. Aliyah has been with the company for 5 years and at the age of 23 is definitely our “rising star”. Aliyah is one of our International Trade Executives and is fully certified in processing the export

Secondly, we wanted to recognise those long-standing Chamber staff who have

documentation for our exporters – a core part of the work carried out by the Chamber. We are very proud that Aliyah was selected to attend the Buckingham Palace Garden Party.

Before the Garden Party, guests gathered at the BCC offices for some refreshments where Director General, Adam Marshall, said a few words of thanks for their contribution to the Chamber Network.

They then headed off down the road to Buckingham Palace to join the other guests for the event itself. Although the weather wasn’t ideal, guests all had a lovely time, with some even lucky enough to meet Her Majesty the Queen.

Trade Mission to Japan Ana Mardell

Managing Director Thesis Technology

As part of our focus on international growth my manufacturing company Thesis Technology recently joined a trade mission to Japan, as part of a wider EU trade delegation. As one of just 40 EU companies selected for the two week mission, we took part in face-to-face trade meetings, a medical expo and a series of business meetings with prospective buyers and distributors in the region.

During the official trade mission activities, we had the opportunity to meet with a number of other EU and UK based manufacturing businesses, striking up

valuable relationships, and also enjoyed time with Patricia Flor, Ambassador of the European Union (EU) to Japan.

Whilst Japan represents a future growth area for us, we have enjoyed strong connections with the country for many years. Our flagship line is the LimbO waterproof cast protector, and to date we have sold more than 2 million products.

Created in 1994 LimbO is used and recommended by the NHS as well as other medical professionals. The neoprene we use in LimbO is supplied by the Yamamoto Corporation, so the visit provided a useful opportunity for us to meet and talk about supply, production and mutual future ambitions.

Trade missions help pave the way for long term opportunities and we are now looking forward to growing partnerships with our new contacts, and planning the next international visits.

Patricia Flor EU Ambassador to Japan, centre, with Ana Mardell, Thesis Technology

AS A CHAMBER MEMBER YOU’RE WELL CONNECTED

11

ask the expert

august/september february/march 2019 business edge

Adopting a sales and marketing approach to deliver business growth

Brighton-based B2B specialists, The Telemarketing Company, highlight the key steps in creating a successful sales and marketing strategy.

Niall Habba

Managing Director, The Telemarketing Company

Strategy – how do we get there?

Tactics – how exactly do we get there?

Action – what is our plan?

Control – did we get there?

Communication The sales and marketing landscape is now a complex mix of channels and technologies latest figures show around 7000 marketing technology solutions on the market, with new tools arriving at a pace. In this climate and with uncertainties around Brexit and international trade, how do business leaders identify the right approach and best tools to drive profitable growth?

Since 1990, The Telemarketing Company has specialised in voice based outbound demand creation and lead generation for some of the world’s largest organisations.

Whatever your goals –international expansion, new business, market penetration – we know there are some essential ingredients for a successful sales and marketing approach.

Shared strategy and objectives Faced with steep targets and pressure to deliver, there is a risk of spurring your team into action without a clear direction of travel. Whilst there is nothing wrong with a dynamic approach, it is vital to start with a plan that sets out clear priorities and measurable goals so that your resources and investment are targeted and aligned.

There are many established frameworks to guide you through the planning process SOSTAC, is a simple model that takes you through these basic steps: Situation – where are we now?

Objectives – where do we want to be?

12

Once you have a plan, don’t keep it to yourself. For your team to feel motivated, they need to understand where the business is and where it is heading. Communicate that vision to give purpose to the tactical day to day tasks they perform and unify effort towards shared objectives.

Adopt processes and tools that support communications across different functions.

Creating a campaign brief for each sales and marketing campaign, for example, shares the thinking behind that activity and allows stakeholders to fully engage.

People and Skills Seek input from your team when planning activities and be realistic in the light of resource available. If you launch a campaign without sufficient budget or buy-in from your team, it won’t succeed. If you don’t have all the skills you need, be prepared to invest in training or consider an outsource agency to provide specialist skills and a flexible resource, without the burden of major investment. If extending your reach overseas, for example, it makes sense to test the market with a multilingual agency rather than recruiting permanent staff. Don’t hire an expensive sales resource unless you have validated your sales and marketing approach and have a healthy feed of salesready leads to justify that investment.

Measure twice, cut once If you have identified what you aim to achieve, don’t launch your plan and just let it run. Identify metrics that map to your

www.sussexchamberofcommerce.co.uk

objectives and review on a regular basis. If your target is to attract 100 new businesses in H1, establish a measure for that goal how else will you know when you reach it?

If in doubt, keep it simple and take small incremental steps rather than risky leaps.

For example: Don’t pour money into expensive tools unless you have the resource to apply them effectively.

‘Try before you buy’ – most sales and marketing tools are available for trial.

Don’t let your agency tie you into a lengthy contract; a reputable agency will offer flexible terms.

Stage campaigns - if you ramp up too quickly and overload your sales team, your investment will go to waste.

Take advantage of free online resources such as B2B Marketing and Marketing Donut.

As an experienced telemarketing agency we offer an integrated, agile resource that plugs gaps in our clients’ resource and processes. We deliver short term projects and ongoing engagements, including those with multilingual requirements. Our briefing process sets clear objectives and defines value from the start. Each client has a dedicated Account Manager driving continuous improvement and has access to our online portal to track campaign performance in real-time.

In uncertain, unpredictable times, it is more important than ever to start with your priorities and end with cost-effective solutions tailored to your needs. An outsourced solution can provide a flexible, low risk way of accelerating sales growth. www.ttmc.co.uk

tel: 01444 259 259

fine print

february/march 2019 august/september 2019 business business edge edge

Managing Health and Safety There are many challenges involved in running a SME. Clients come to you for your skills, knowledge and experience and because the product/service you provide is of value to them. In addition, you also need to manage marketing, accounting, contract law, legislation, personnel…. the list goes on!

Jon Gorf

Managing Director Health and Safety Help

When including Health & Safety in this ‘to-do list’ some companies may perceive it as time consuming, red-tape or an inconvenience. “There’s never been an accident here…” is a frequently quoted mantra but unless you are managing health & safety correctly then you could be putting your staff, your business and potentially your liberty, at risk.

Whilst health and safety is a top priority, it may be that there isn’t the capital to recruit a full-time professional inhouse. If the role is delegated within the organisation this can create a struggle as it diverts resources to activities outside of the regular daily needs of the business.

Therefore, you may decide you need help with managing health & safety and look for an advisor to support you. In which case consider these points first:

Transforming Legacy Organizations: Turn your Established Business into an Innovation Champion to Win the Future

By Kris Østergaard Real-world strategies for improving processes, optimising successes, and increasing innovation In today’s business landscape, it can seem like start-ups appear virtually overnight and disrupt individual companies, and even entire industries. It is now increasingly common for large, established legacy organizations to be more fearful of the new crop of innovative start-ups than of their closest competitors. Start-ups can devote all their time and resources to one or two new products. Innovation is much more difficult for legacy organizations as they must take many more factors into consideration.

However, the reality is that the innovation initiatives of legacy organizations have a greater chance of succeeding. When assessing resources—money, customers, suppliers, data, employees, infrastructure – legacy organizations clearly hold the advantage. Knowing how to leverage this advantage is crucial for achieving sustained, long-term success.

Transforming Legacy Organizations provides real-world advice and researchbased information for C-Suite executives, senior managers, and heads of business development, innovation, and digital teams on how to grow innovation by employing new technologies, digitising and continually moving forward.

Plan what you would like the advisor to do and check they understand your requirements. Make sure your advisor takes time to learn about your business and tailors help to suit your individual needs.

Author Kris Oestergaard has been teaching established organizations around the world for over 15 years. Transforming Legacy Organizations illustrates how to best pursue innovation to create future success, helping leaders to:

Is support personal to your business or do they just deliver remote support with generic documentation for you to complete? Ask for a breakdown of the work showing what they will do and how much they will charge.

Learn how to transform their organization’s status quo culture into a culture full of innovators

Ask to see evidence of relevant training/knowledge.

This could be formal qualifications or practical experience of providing advice in your industry/area of work. What makes them competent to advise you?

Check the contract small print and beware of being drawn into any long-term agreements. Some large corporate advisors may have glitz and shine, but this can fade quickly once you’re locked into a contract; sometimes for 5 to 7 years!

Do they have any actual experience of running an SME or have they had a corporate only background?

Remember, the onus and responsibility remain with you to ensure that your business complies with the law and legislation. You need to feel confident that you will receive suitable help and support and that the advisor will be an asset to your organisation.

For a free, no-obligation discussion contact Jon Gorf at Health & Safety Help.

Identify the patterns that create barriers towards innovation and how to overcome them Divide innovation into three separate tracks – optimising, augmenting and transforming innovation Understand the core questions to ask to be prepared for the increased competition and opportunities that technological development presents Transform an organization’s culture to foster innovation and embrace new technologies Innovation is one of the things that larger, established, legacy organizations talk the most about and have the hardest time succeeding with. This book will help readers understand how their organization can become an innovation champion of the future.

About the Author Kris is the co-founder and Chief Learning & Innovation Officer of SingularityU Nordic, the Nordic entity of Silicon Valley based educational institution, Singularity University.

www.healthsafetyhelp.co.uk

AS A CHAMBER MEMBER YOU’RE WELL CONNECTED

13

advertorial

august/september february/march 2019 business edge

Better stay at home?

By Phillip Mumford Director, Dignity Access Ltd

Disability can hit at any time and old age comes to us all - but maintaining an independent lifestyle can be hard.

This summer will see the end of the Government’s Changing Places’ consultation to examine whether to make it mandatory for buildings used by the public to provide disabled, accessible toilet and washing facilities.

This would impact supermarkets, shopping centres, cinemas, arts venues and stadiums among others but it would also make a huge difference to many of the 13.9million disabled adults and children who find trips out daunting with the lack of adequate changing facilities.

“People living with disabilities enjoy days out with friends just like everyone else. But the lack of Changing Places toilets make these seemingly simple tasks a challenge.

Too often, we hear stories of people not leaving their homes, having to be changed on dirty toilet floors or even having surgery because there are not enough facilities” said Catherine Woodhead, Chief Executive of Muscular Dystrophy UK. A new, innovative ‘pod’ style, accessible washroom may be a swift answer to many

enterprises who are keen on offering the best disabled facilities but worry about the disruption and loss of revenue during installation. WashPod units can be installed in as little as a day, fully plumbed in either outside as a bolt-on, or erected as a ‘sleeve’ internally in an existing space.

Occupational Therapists and Case Managers love the WashPod as it’s a simple, costeffective solution in providing toilet facilities and dignity. It’s been designed by architects

Design Development

who specialise in disability and is fully fitted to comply with Part M of the building regulations.

WashPods can be bought or leased making them interesting for Housing Associations, Local Authorities, hospitals and particularly private elderly or disabled individuals who simply wish to be given the chance to ‘stay at home’. www.dignityaccess.co.uk

09:25 - We engage to build audiences that last a lifetime!

Add

03:02 - We help you influence and grow your customer base!

Add

Mould Tooling Connect With Us

Injection Moulding Beyond the Mould

Your technical experts for Toolmaking and Plastics Injection Moulding www.pentagonplastics.co.uk websales@pentagonplastics.co.uk Tel: +44 (0) 1403 264 397 |

14

www.sussexchamberofcommerce.co.uk

When we say Be Everywhere, we mean it...

We grow your audience through social media management, engagement and other proven digital marketing strategies.

www.be-everywhere.co.uk e: info@be-everywhere.co.uk t: 0191 5805 990

tel: 01444 259 259

business support

february/march 2019 august/september 2019 business business edge edge

Customer Engagement: Levelling up on the relationship Whether it’s on social media, marketing emails, review sites, face-to-face at conventions or expos, or even just on the phone, it can be difficult to make a meaningful connection with your customers.

I’m not talking about the relationship building.

Getting to know what an individual or a company wants from your company and building ties through that is one thing. It’s important, don’t get me wrong, my last article focused entirely on how important it is.

But it isn’t the same as customer engagement.

When I say customer engagement, what I mean is having an open dialogue between your business and your customers. A conversation that isn’t about the purchasing of goods or services, but rather about what they think or how they feel about your products and customer service.

In my experience, there are three levels or stages to the ways people engage with a company. Not everyone goes through all of them (or even in this order), though, so it is important to not think of yourself or your company as failing if all of your customers aren’t micro-influencers within a year of the first purchase.

Engagement Level 1: Feedback When you first start down the road of encouraging customer engagement, the first rung on the ladder is establishing the best way to gather feedback.

Some of the feedback will be easy to track and make decisions off, like survey results.

This will be hard numbers: 5 stars for this, 2 stars for that, etc.

You may also get increases or decreases in customer support calls, which could mean a lot of things from better use of your Knowledgebase to general dissatisfaction with a new product. Again, hard numbers that you can collate and analyse.

Other information, however, will be slipperier.

It will be things like “I talked to so-and-so and she’s not happy with her latest delivery” or “That guy just loves the new widget”. Useful information, but getting the numbers on it is trickier (but not impossible).

Engagement Level 2: Suggestions Once you get your customers talking to you and telling you what they think of your product, it isn’t much of a jump before they tell you what they would do differently.

Some of it may be outside of your product roadmap or even outside the realms of possibility, but it’s all good engagement. After all, it shows that they’re thinking about your

product and how they could better integrate it into their lives.

Handling these suggestions is tricky, in fact there are dozens of online tools designed to help you do just that!

At this level of engagement, the important thing is to make it clear that you welcome their suggestions and to feedback to them when you are implementing them.

Engagement Level 3: Open Dialogue It’s important to note that you’re unlikely to achieve full customer engagement with each and every one of your customers. Some will get to the Feedback stage and never move beyond it, others won’t even get that far.

With some, however, you’ll move through Feedback and Suggestions, passing into a relationship that includes full and open dialogue. This engagement might be about your product or it could be about your customer service or even your social media presence. You just never know, every company experiences it differently.

For us, reaching this level often includes us asking those customers to beta test something for us. It could be a new mobile app or a new method of communication (no really—watch this space for that one).

We ask them to test because we know that we’ll get honest feedback, considered insights and suggestions, along with the ability to pick up the phone and generally chat about the new development. Where is it going, where did it come from, what is the potential impact.

The most important thing about this level of engagement is that you as the business owner recognise the contribution your customers are making.

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

AS A CHAMBER MEMBER YOU’RE WELL CONNECTED

15

business support

august/september february/march 2019 business edge

Cyber threat to UK escalates The frequency of cyber-attacks on British businesses is escalating at an alarming rate according to latest research.

The research, commissioned by the internet service provider Beaming, shows businesses now receive, on average, one cyber-attack every minute. That’s double the rate in the first three months of 2018.

M2M vulnerability Any UK company operating remote monitoring or tracking devices needs to ensure built-in firmware and supporting software is regularly checked and updated.

These devices are often machine-tomachine (M2M) technologies used to check remote meters or the movement of goods and services. One of the biggest threats to M2M technology is that operating protocols can sometimes be exploited.

The attacks originate from more than 400,000 unique IP addresses located all over the world. but many can be traced to China, Brazil, Russia and Egypt. The number in Egypt tripled from January to March this year.

Beaming’s research also reveals that 66 per cent of employees don’t believe their employer does enough to secure IT services.

This suggests many members of staff are well aware of the dangers and could provide more valuable input to help improve cyber security for the companies that employ them.

Gary Jowett, from Computer & Network Consultants in Brighton, said: “The security your company deploys for its network should provide reliable defence – even in the face of this rapid escalation in attacks.

However, the security measures we use are only as effective as the people who manage and adhere to them. Complacency is still one of the biggest threats facing many UK businesses.”

The UK government’s Cyber Security Breaches Survey last year showed that the most common attacks still involve the usual

suspects: fraudulent emails, attempts by scammers to impersonate an organisation; and online malware and viruses. These are threats that most businesses should now be equipped to deal with.

However, there are companies still running out-dated applications and operating systems that no longer receive security patches from the software provider. These businesses need to get independent advice about updating their IT as a matter of urgency.

While standard cyber security may block suspicious emails, Beaming’s research also highlights a growing threat from the Internet of Things.

IMAGINE HAVING ACCESS TO ALL THE BEST IT SERVICES.

Gary added: “Before digital communication became an integral part of most business activities, we all used locks on doors to stop criminals. Of course, we still use such physical security measures today, but many businesses continue to underestimate the threats from cyber space. That’s a big problem because cyber threats are often far more difficult to defend against as it’s easier for criminals to pose as an organisation that we receive regular communications from.

“The use of two-factor or multi-factor authentication is now a must-have for all companies to ensure access to our networks is made as difficult as possible for hackers.

We should be wary of sharing personal information on social media platforms. It can give criminals easy clues about our lifestyles, our likes and dislikes, and the companies that we buy services from.”

ISO 9001:2015 & ISO 27001:2013 Certified

24

CNC provide the most comprehensive range of IT services in the South East including: – IT Support & Outsourcing

– Hosted Phones & Mobiles

– Internet Connectivity

– Security Services

– Installation & Infrastructure

– Cloud & Hosting

– IT Hardware & Software

– Disaster Recovery

– Cloud e-Mail Archiving

– Apple Support

– Mobile & Remote Access

– Virtualisation

– Off-Site Data Backup

– Office 365 & Azure

We would love to talk to you and offer a Complimentary systems & security check-up with no obligations to use our services.

— 01273 386 333 — sales@cnc-ltd.co.uk — www.cnc-ltd.co.uk

16

www.sussexchamberofcommerce.co.uk

tel: 01444 259 259

business support

february/march 2019 august/september 2019 business business edge edge

Practical Compliance – Continuous Professional Development No matter which sector you work in, you need to keep up to date with changes in regulation, legislation and industry best practice as it applies to you, your business and your industry. This is known as Continuous Professional Development (CPD). CPD is the term used to describe the learning activities professionals engage in to develop and enhance their abilities. It enables learning to become a conscious and proactive activity, rather than passive and reactive. Financial Services professionals are expected to undertake 35 hours CPD per year, of which 21 hours is formal structured learning.

The key is the word continuous. This should be an on-going activity designed to maintain and improve knowledge, improve skills and add to your professionalism.

How will I measure the value of the learning?

Identify the development need How do I acquire the additional skills

Apply the learning to my role

Evaluate the learning

Undertake the learning

When planning CPD activity, consider: What do I need to know or be able to do better? what impact are changes in regulation going to have or have had on industry best practice what other areas do I want to advise in and what do I need to know

Offer new services Run your business more effectively When reviewing the activity, ensure that you record: 1. The activity you undertook 2. Why you undertook it

are there any other qualifications that would benefit me and my business?

How can acquire the additional knowledge or skills?

Training courses Formal qualifications Informal self-study

CPD Cycle

Apply the learning Acquire and retain new clients

Undertake the learning Attend the training Attain the qualification

3. What benefits did you derive from the activity?

If your answer to question 3 is ‘nothing’ you need to question if it was valid CPD.

How can we help Compliance Matters UK Limited offers cost effective and practical guidance in respect of governance, risk and compliance to firms regulated by the FCA. Contact us on 07768 422 213 or email ian@compliancematters. co.uk to discuss any needs you may have.

Study the articles Was the learning worth-while What have I learned?

How am I able to apply it when working with my clients?

Is your equipment expensive, delicate or need specialist handling? Think RT Page.

We make difficult easy.

• Here at RT Page and Sons Ltd we are experts in transporting, storing and handling valuable or challenging freight.

• Our secure warehouse facilities, tracked vehicle fleet, specialist equipment and knowledgeable staff all combine to ensure that your goods are in the safest possible hands at every stage of their journey.

Call us now on 01903 736300 to speak to one of our expert advisors and find out how we can support your logistical needs – however challenging they might be. Alternatively email us on info@rtpage.co.uk

RT Page and Sons Ltd – Modern delivery with traditional values

AS A CHAMBER MEMBER YOU’RE WELL CONNECTED

17

businessaccelerators growth matters

august/september december/january february/march 2019 business edge

Mecmesin — an education in investing in people Mecmesin Ltd has always supported its staff throughout all of its business by offering further education and personal development. Recent initiatives to extend these opportunities to potential future employees via internships and apprenticeships have greatly added to the company’s success.

Jeff West

Technical Writer Mecmesin Ltd

Mecmesin Ltd is a global company, with its Head Office in Slinfold, West Sussex, which exports materials, force and torque testing equipment worldwide.

In 2011, the Human Resource Manager initiated a programme of 12-month undergraduate internships by connecting with local universities. At least one Mechanical Engineering student each year has benefitted and, on occasion, additional candidates from other disciplines as the business demanded.

The vision was to recruit and develop staff in-house, as Mecmesin’s expertise often focuses on niche markets, with unique challenges requiring specialised solutions.

This vision materialised with Supun Fernando.

Personal journey from intern to fulltime engineer Supun started in 2014 as an engineering intern, and continued working at Mecmesin part-time whilst completing his Masters (MEng) at the University of Surrey. After graduating with a first class honours in Aerospace Engineering, Supun is now firmly established as a Design & Development Engineer, with involvement in many major projects.

One such project has been the optimisation of Mecmesin’s calibration processes.

The calibration side of the business is an important revenue channel and is highly influential in the company’s ongoing support activities and reputation with customers.

The outcome was the introduction of new equipment and the transformation of associated procedures. Supun designed and developed two force calibration systems, utilising state-of-the-art Computer-Aided Design (CAD) software. He executed a thorough analysis of integrated data management, and coordinated the project implementation; resulting in improved production efficiencies.

Supun Fernando, MEng (Hons) said: “When I started at Mecmesin I lacked experience

18

CAD, FEA, CAE: Supun’s degree had given him the technical skills to design, analyse and engineer Mecmesin’s products for manufacture of working in industry and my internship gave me confidence to apply the knowledge learned at University within a real work environment. As a graduate engineer, I now work on projects across the company involving all departments which has allowed me to develop a range of professional skills.

Through this development, I have recently been able to apply for Chartered Engineer status through the IMechE and I am looking forward to hearing a positive outcome.”

Angela Rabone, HR Manager, says “Supun has been one of our rising stars and I have seen his development over the last 5 years, gaining confidence in his own ability to do a brilliant engineering job, but also learning the important soft skills and emotional intelligence—professionally engaging with project stakeholders, other staff, customers and suppliers. Supun has stayed with Mecmesin and his role now includes supervising new undergraduates and apprentices in the business.”

Business-wide opportunities for young people With the strategy to encourage young people into the organisation to ensure sustainability, Mecmesin believes it is absolutely imperative to also provide opportunities for meaningful development.

www.sussexchamberofcommerce.co.uk

Other successes include Kara Daburn who completed a Marketing Apprenticeship through Chichester College, Robert Warzee who has just concluded a Business Administration apprenticeship and works in the Purchasing Team and Olly Lamb who is finishing his apprenticeship as an IT Infrastructure Technician with Crawley College.

Continuous development for all staff Mecmesin employs a Performance Management System; continuously identifying training needs and enabling mutually-beneficial educational opportunities for all. Recently, several new and longer-term employees have completed National Vocational Qualification (NVQ) diplomas in Business-Improvement Techniques. The course combines theoretical background material—such as Six Sigma and Kaizen approaches—with practical team tasking. It culminates in fully documented projects to demonstrate learning by implementing real improvements in the company’s working practices.

Mecmesin recognises that anybody who is motivated through opportunity helps create a partnership; it benefits the individual, the team and the company.

tel: 01444 259 259

growth business accelerators matters

february/march august/september december/january 2019 2019 2018 business business business edge edge edge

Hailsham accountants Watson Associates explain why scaling up is your next big business challenge...

Suzie Vine

Director, Watson Associates

Your business has been trading for a couple of years and everything seems to be going well but now you need to consider expanding things.

Amongst some of the questions you will find yourself asking are should you take on new staff? Should you consider moving to bigger premises? Should you invest in new equipment?

Let’s take a look at some of the issues that need to be considered when your business is growing.

The Market Knowing your market is important in any business as you can rest assured that your competitors know what is going on!

You need to be confident in your products and services whilst keeping abreast of what your competitors are offering.

Having a great brand is key to having a prominent presence on the market. However this is not enough on its own, you will also need an understanding of where your customers originate from and identify how many are existing and how many are new customers.

Staffing Having the right staff is one of the biggest challenges for the ever changing demands of a growing workforce.

Obviously having the right staff base really helps drive your business forward. Although having the right blend of characters is important, it can be challenging to keep up with the ever changing demands of a growing workforce. The thing to bear in

mind is that identifying and employing new members of your team can have its positives and its negatives.

Taking on new team members can help you share the workload as you can delegate work allowing you the freedom to move the business forward. It is always worth remembering that new employees can also breathe fresh air into your business and bring forth new ideas.

Of course on the flip side of the coin, taking on new staff will require you ensuring that all staff are correctly trained not only professionally but also in the message your business wishes to convey. It can also be a tricky balancing act maintaining the morale of existing staff.

However for a business to grow it is important that the workforce is expanded.

Perhaps consider bringing in apprentices at a more junior level that can be trained exactly how you would like them to be.

CASE STUDY We have recently assisted a client who had been trading for a couple of years and had an established business but wanted to take the business to the next level and to open another branch.

This would lead to the requirement of new equipment and an increase in staff.

We helped by reviewing their financial information and preparing cashflow projections and subsequently supporting them with loan and finance applications.

We furthermore assisted with their accounting systems to enable them to have detailed figures on each branch separately which will assist them in seeing how profitable each branch is.

Buying or renting new premises Another consideration to bear in mind is what if you have outgrown your existing business premises.

Finding the right one for you and your business is one of the hardest things to do but you also have to consider whether you are purchasing or renting it.

If you are purchasing it you need to consider where you will get the funding from. It may be that you have got money in a pension fund where you could use a Self Invested Pension Plan (SIPP) to buy the commercial property in a tax efficient way.

Cashflow and Finances In order to grow businesses should have good financial systems in place as good cashflow in any business is vital. It may be worth looking at your accounting system are you getting the most out of it?

In all honesty do you regularly read, and most importantly understand, your business report and how often do you look at your debtors and cash collection? It may also be worth reviewing your suppliers.

When looking at new premises you will need to consider if the property will require any improvements that you must factor into the budget.

Good working capital means that the funds are available to help to grow the business without the available cash it understandably handicaps your ability to grow.

After considering everything it may come back to you requiring funding and the need of good accounting management information to be able to support any finance or loan applications.

If you feel you would like assistance with growing your business and ‘taking it to the next level’ please get in touch. www.watsons.co.uk

AS A CHAMBER MEMBER YOU’RE WELL CONNECTED

19

sustainable business

august/september february/march 2019 business edge

ESOS Phase 2 – are you compliant? Time is ticking.

The UK Government established ESOS to implement Article 8 (4 to 6) of the EU Energy Efficiency Directive (2012/27/EU).

Phil Cottrell

Managing Director of GCL Ltd

The ESOS Regulations 2014 give effect to the scheme that is designed to support energy efficiency measures in the UK’s commercial and industrial sectors.

ESOS is a mandatory energy assessment scheme for organisations in the UK that meet the qualification criteria. The Environment Agency is the UK scheme administrator.

Organisations must notify the Environment Agency by a set deadline that they have complied with their ESOS obligations. The deadline for the first compliance period, 5 December 2015, has passed and the notification portal has closed. The deadline for the second compliance period (ESOS phase 2) is 5 December 2019.

ESOS applies to any UK company that: employs 250 or more people, or has an annual turnover in excess of 50 million euro (£44,845,000), and an annual balance sheet total in excess of 43 million euro (£38,566,700) is an overseas company with a UK registered establishment which has 250 or more UK employees (paying income tax in the UK)

Major savings in energy costs Reduce your carbon footprint Comply with the relevant environmental regulations For landlords, it will attract tenants to your building GCL use smart structured cabling and PoE technology to install integrated energy monitoring systems and energy efficient lighting systems to provide you with a costeffective solution to reducing energy usage, in some cases by up to 80%.

LED lighting

If you qualify for ESOS and your organisation is fully covered by ISO 50001, you do not need to carry out an ESOS assessment.

You simply need to notify the Environment Agency that you’re compliant with ESOS.

Lighting is one of highest consumers of energy in a commercial building. LED lighting uses significantly less energy than standard or conventional alternatives - it also has a longer lifetime.

Many organisations meeting these criteria will have already completed their first ESOS assessment and now must show how they have improved their usage when they complete their second and subsequent assessments.

The final phase of the EU light lamp ban came into effect on 1 September 2018 banning halogen lamps in all but specialist applications. So now may be the time to take the opportunity to reduce your running and maintenance costs and make the change to LEDs.

If your business is affected by ESOS and must show improvements in your energy usage and management, then GCL Building Technologies can help. There are grants, lowinterest loans and tax-breaks all designed to help you meet these requirements – GCL can provide you with more information or assist you to obtain funding for energy-saving programs and installations.

There has been a rapid growth in energy consumption in public sector and commercial buildings over the last few decades. Now your building’s floor space, heating, lighting and IT equipment must meet the new legislation and sustainability requirements. This means you may need to adapt your site to be compliant.

These systems are heavy users of energy and are a significant overhead to your business – increasing their efficiency will cut your operating costs and help you meet your environmental obligations.

20

Why reduce your building’s energy usage?

Benefits of an LED lighting system:

replace your conventional switches ensuring that lights are turned off automatically in unoccupied spaces– reducing your lighting expenditure.

Our cabling experts will install a system that is easy to use. allowing you to manage your lighting requirements from one simple interface.

Your bespoke lighting system will: Significantly reduce energy usage Dramatically improve lamp life Provide huge maintenance costs savings Maintain optimum lighting levels Building Energy Management Systems A Building (Energy) Management System (BMS) is a computer-based approach to measuring, monitoring and managing the performance of building services, such as heating, ventilation, air-conditioning, lighting and security.

Benefits of BMS: Coordinate the operation of various systems Complete control over your building environment

Quick return on investment

Closely monitor building energy efficiency

Equivalent luminance at a lower cost

Reduce energy consumption

Longer lasting lamps

Controls may be adjusted remotely online (password protected)

Lower energy usage Improved ambience with dimmable, mood lighting with flexible colour rendering No “warm up” time, as with Sodium and Metal Halide lighting Suitable for use with presence controls Occupancy detection and daylight sensing Installing intelligent lighting controls will ensure that you are not using any more energy than you need to. Detection systems that sense movement and natural light can

www.sussexchamberofcommerce.co.uk

Bank Holidays may be pre-programmed Your building’s facilities manager can use these systems to monitor building energy usage. GCL will provide you with a coherent system that can be accessed from PCs, laptops and hand held devices. This will give you quick access to building information in the form of graphs, charts and reports, allowing you to make informed energy saving decisions.

Contact us now: London: 020 3906 6070 or Kent: 01892 576 950 or email us at sales@gcl.uk.com for more information.

tel: 01444 259 259

sustainable business

august/september 2019 business edge

Building a sustainable business Looking to make your business more sustainable? Then contact the Sustainable Business Partnership CIC.

Improving your sustainability is good for the environment and it makes good business sense, helping to reduce your costs. It’s a win-win situation!

Working throughout Sussex and further afield, the Brighton-based Sustainable Business Partnership is a Community Interest Company working with organisations to reduce their environmental impact, their costs and to make better use of their resources.

Utilise Plus programme Utilise Plus is a sustainability initiative offering grant funding, events and fullyfunded energy audits, for small and mediumsized enterprises (SMEs). It is funded by the European Regional Development Fund (ERDF) and delivered by the Sustainable Business Partnership.

Whether an organisation is keen to learn more about sustainability at a free networking event, wants to identify smart solutions for their organisation with a fully-funded energy audit, or wants to take action with a grant-funded energy-saving installation, the Utilise Plus programme has something for everyone.

Success stories Many SMEs in Sussex have already benefitted from these free Utilise Plus services since launching in late 2017.

Examples of projects which have received grants include replacing traditional lighting with energy-efficient LEDs, as well as the upgrade of inefficient boilers and renewable energy installations. In addition to this, numerous organisations have received energy audits, with a qualified energy assessor visiting their premises and making energy- and cost-saving recommendations

tailored to their specific organisation’s needs.

So far, these organisations make an estimated, combined saving of over 750 tonnes of greenhouse gas emissions each year. What’s more, their annual energy bills have decreased by an average of 27%, saving them money year after year!

Utilise Plus case study Saving them over £5,000 a year, Park Cameras in Burgess Hill is an example of an SME which has benefitted from a Utilise Plus grant to great effect. Selling photography equipment, as well as offering photography courses and printing services, Park Cameras received a grant to install energy-saving LED lighting in early 2019. This grant followed an energy audit they received in late 2018, free of charge thanks to Utilise Plus.

Dated halogen and fluorescent lights were replaced with more efficient LEDs in their retail showroom, offices, warehouse, and basement car park. The new LEDs were also fitted with motion sensors so they turn off automatically when not in use to maximise their energy and cost savings.

The project has been of demonstrable benefit to both the environment and the business, reducing their electricity costs significantly, with annual usage cut by an estimated 35,000 kWh, saving the business £5,367 annually. Thanks to the Utilise Plus grant, the LEDs will have paid for themselves in less than 2 years and will save a staggering 13 tonnes of greenhouse gas emissions (CO2e).

To see sustainability in action, join one of the Sustainable Business Partnership’s behind-the-scenes Sustainability Tours of organisations around the region that have successfully incorporated sustainability into their day-to-day business operations.

There is no charge to attend these tours but advance booking is essential.

Sustainability tour of Hepworth Brewery, Billingshurst – 15th August, 09:30 – 12:30 Sustainability tour of Canon HQ, Reigate – 3rd September, 09:30 – 12:30 If you’re further along in your sustainability journey then why not apply for an energy audit to see where your organisation could take action and make valuable energy- and cost-savings. Thanks to ERDF funding, these expert insights into your organisation are free of charge through the Utilise Plus programme but won’t be available after September 2019 so book your energy audit today!

Sustainability advice for you To find out more about the Utilise Plus programme, please call 01273 964239, email: info@sustainablebusiness.org.uk or visit www.sustainablebusiness.org.uk

Get involved Utilise Plus will run until the end of September 2019, so make the most of these services while they last!

AS A CHAMBER MEMBER YOU’RE WELL CONNECTED

21

advertorial

august/september february/march 2019 business edge

Five effective leadership styles in the workplace There are two different concepts here: the most effective leadership style in your workplace, and the most effective leadership style for you. Experience, context, training, coaching, facilitation & reflection will help you to develop and access more of the different styles.

You can change your leadership style Every leader has the capacity to grow, and develop their own effective leadership style, particularly with help. At Roffey Park, we have decades of experience in leadership and management, with programmes meeting the needs of the newest and most experienced professionals alike. Here we outline 5 of the many different leadership styles to help you be a more effective leader.

1. Strategic Leadership Strategic leadership means having a plan, creating a shared sense of identity and moving the organisation closer to its objectives. Strategic leaders need a clear sense of purpose to inspire their teams, who need to be confident to follow them into uncharted territory.

2. Distributed Leadership

4. Transactional Leadership

The core of distributed leadership is about leaders encouraging their teams to take more responsibility for the common business purpose – achieving a true partnership and distributed leadership model.

This is the leadership style which might be the most familiar, with the traditional values of supervision, organisation and performance management, with a clear chain of command. This is an autocratic style, effective in crisis situations, & maintaining the status quo.

3. Authentic Leadership Many of us find ourselves switching role and identity on the commute from home to desk – but not authentic leaders, who are genuine, self-aware and lead an inclusive culture which supports employee engagement. All this leads to a leadership style of authenticity and a culture of trust – which in turn makes for effective leadership

5. Collaborative Leadership Leadership and organisations are dealing with complex situations and relationships. Collaborative leadership is when organisations are successful because they value people’s willingness to work in partnership – and that means everyone’s voice needs to be heard. It can be a tricky leadership style, as the risk is getting tangled in different peoples’ experiences.

For more information www.roffeypark.com

22

www.sussexchamberofcommerce.co.uk

tel: 01444 259 259

member to business member matters offers

february/march august/september december/january 2019 2019 2018 2018 business business business edge edge edge

Spotlight on Member to Member offers Being a chamber member can save your business money in many unexpected ways.

Many of our members offer great benefits for fellow members of the chamber. If you are a member and you haven’t yet made a Member to Member offer why not login to our website portal and create your own!

You can find the current list of Member to Member offers on our website at: www.sussexchamberofcommerce.co.uk/membership/member-to-member-offers Here’s a highlighted selection of these offers:

Ballard Chalmers Ltd

FermionX Ltd

www.ballardchalmers.com

www.fermionx.com

Alpha Training Safety Solutions Ltd

We are pleased to offer a 15% discount on an SQL Server Health Check to Sussex Chamber members.

If your database or applications are slowing down or you have upgraded your hardware and not seen an improvement in speed, a health check is recommended to catch problems before they evolve into something bigger.

Let us help you make your product idea a reality. Free tooling and stencils (part of the manufacturing process set up costs) on your first order, with any order over a value of £3000. Talk to us about how this could work for you and your product manufacturing requirements.

www.alphahealthandsafety.com

Monk Marketing Ltd

Wiseman Finance Ltd

BBA Courier Systems Ltd

www.monkmarketing.com

www.wiseman.finance

www.bbacouriers.co.uk

Offering Sussex Chamber members a £100 early bird discount off the price of a stand at Brighton Business Expo on October 3rd at Brighton Racecourse.

We will have between 600 & 700 visitors and 112 exhibitors at Brighton.

You can book your stand online at www.b2bexpos.co.uk/brighton or email me for more information mike@monkmarketing.com

Free no obligation meeting to any member wishing to go through their business finances. Call 0330 1133093 to arrange. Mention Sussex Chamber when calling.

10% off all Same day and Next day deliveries for Chamber members

Bluestone Corporate Wellbeing

Wave Leisure Trust

Buxted Park Hotel

www.bluestonecorporatewellbeing.co.uk

www.waveleisure.co.uk

www.handpicked.co.uk/buxtedpark

We are pleased to offer both a free initial consultation, plus a 15% discount in 2019 on many of our services for any Sussex Chamber of Commerce member. We run in-house talks and open workshops on: Mental health & wellbeing at work, creating confidence & resilience, easy techniques for positive thinking and moving from stress to strength.

Inspire your company to lead an active lifestyle with Wave’s Corporate Membership. More active out of work = more productive in the office! All of our corporate memberships include unlimited swim, gym and classes for just £34.75 per month. Bespoke prices and packages available.

For more information go to waveleisure.co.uk/memberships

20% discount off our 8 hour Day Delegate Packages for your first meeting with us - usually £50 per person. 10% discount off our 8 hour Day Delegate Package for every meeting thereafter!

10% saving on all courses (except FREC 3 accredited by Qualsafe and Mental Health First Aid accredited by Mental Health England). Up to 20% discount on bookings over 3 persons on some courses. Contact Emily on 01903 871381 or info@alphahealthandsafety.com see our website for courses: www.alphahealthandsafety.com

AS A CHAMBER MEMBER YOU’RE WELL CONNECTED

23

inspirational leaders

august/september february/march 2019 business edge

Rhonda Backwell

Create an open culture “Be brave, get out there, talk to people and learn from their experiences,” advises Rhonda Backwell. “Knowledge and support is a huge benefit of networking that people often overlook, it’s not about selling your products, it’s about the opportunity to learn.

“I’ve found the business community in and around Sussex extremely supportive. When you face hard times, reach out and you’ll find lots of support locally.”

As the Managing Director of Brighton-based TECO Building Products, Rhonda heads up a company which designs and manufactures builders’ metalwork. Rhonda’s father Ron gave up a promising career in accountancy to follow his passion for engineering – launching the company in 1979 with his first product - a humble timber connector. 40 years later the company is still going from strength to strength.

“I’m lucky to have started here at an early age, joining straight from college and I’m very grateful for the experience, over the years we’ve navigated the company through some difficult times and I’ve learnt that you have two choices, you can give up or you swallow your pride and fight back.

24

business stronger and more resilient – it’s the best foundation you can have.

“It’s important for us to have a great working environment where we value respect, integrity, personal excellence and continuous self-improvement as it enhances our engineering ability and great customer service.

“Our business is a great place to work because of the ‘Organisation’ aspect of our innovation. Through this, we strive to create a great working environment and a platform for our employees to continually better themselves.

“Understand that your team has very different personalities and that’s a great thing! We did some psychometric testing and although there were a good few doubters at the start, by the end, it gave us a greater understanding of ourselves and how we interact.

“Founding the company took a great leap of faith on Dad’s part and he did a great job. When I took over the reins, I wanted to make it my own and I began by creating a company culture which was more open and where no idea was disregarded.

“It was a lot of fun and definitely helped us in interacting with each other and to appreciate each other’s strengths and blind spots. All types of personalities are needed for a business to be successful.

“My priority was to get everyone involved and working together. Listening to your team is crucial for business success. The more you listen and involve everyone, the more improvement you’ll see in the business. Involving your team makes the

“Bring your whole personality to your role, you will achieve more and have a lot more fun doing so. Leaders think they need to be perfect, but that’s not the case. The more open you are with your team, the more trust you’ll build up with them.

www.sussexchamberofcommerce.co.uk

“Train and trust your team to do their job.

Step in if they need you, but for the most part, let go and give them the opportunity to grow. Resist the urge to point a finger when things go wrong and at the time, focus on finding a solution rather than apportioning blame, later look at how to avoid the problem re-occurring.

“Training gives people the confidence to shine. Investing work time in training, propels people to improve themselves. This investment has led to ongoing improvement in our manufacturing processes and product innovation – driving down our costs and increasing our profitability.

“People development is something to which we are deeply committed. As a relatively small team of 32 people, three of our colleagues began as apprentices, all successfully completed their training and have full-time positions with the company.

We also take up every best practice opportunity that we’re offered, visiting other firms, like BAE and Fujifilm, learning from their example.

“We’ve gained a loyal customer base of respected merchants and distributors. We’re proud that we remain fully committed to being a British manufacturer and continually strive for ongoing innovation across our three key areas of engineering, customer service and organisation.” www.tecoproducts.co.uk

tel: 01444 259 259

inspirational business matters leaders

february/march august/september december/january 2019 2019 2018 business business business edge edge edge

Bev Lees

Ahead of the field Few days go by without a mention in the media of an allergy-related story.

Allergies touch many of our lives, either personally or professionally, and for some of us, these allergies may prove life-threatening.

One company working to develop muchneeded allergy treatments is a pioneering immunology business with a heritage dating back 85 years. What you may not know is that much of their research, development and manufacturing is completed right here in Sussex.

Step into their state-of-the-art site in Worthing and you’ll find a highly dedicated team, working to produce diagnostic products as well as vaccinations which are distributed throughout the UK, Europe and further afield.

Making pharmaceuticals person specific is a topic of huge interest in healthcare at the moment, yet Allergy Therapeutics is ahead of the field in this area, having been offering personalised formulas for many years. Around 50% of their business involves designing vaccines in which the formula is tailored to meet the needs of individual people based on a doctor’s request.

It all started with a company called Bencard, which became a part of pharmaceutical group GSK, 1998 saw a management buyout of the company from GSK and the formation of Allergy Therapeutics as we know it today. In 2004, the company was floated on the stock exchange. Employing around 540 people worldwide, 250 are based at their Worthing HQ, including the executive team, R&D, most of the manufacturing, quality control, HR and other corporate functions.

Overseeing the Worthing site and much more besides is Bev Lees, Operations Director Executive Director, who has a background in immunology. Responsible for the end to end manufacture of their products, Bev’s remit also includes regulatory reviews, health and safety, process improvement, validation, engineering, IT and customer service, amongst other responsibilities.

“I moved to the operational side of the business in 2014, inheriting a new team,” explains Bev. “When I joined, all of us (including me) took psychological tests, so that we understood each other’s experiences better, it was the start of a journey which saw us build a solid working relationship.

“As a business leader, I’ve found that trust is essential in order for people to feel confident about speaking up. It’s open communication that’s the key to building a good working relationship. Everyone is upfront about what’s going on and there are no hidden agendas. Never stop listening to and never stop learning from your team.

“Another effective approach is to align the objectives of individual teams with the strategic objectives of the company, so everyone knows what they are working towards. The output of our packaging department, for example, doubled when we began showing them their figures each day.

“Our motivation is to make the lives of our patients better. Our team make sure

we deliver products on time so that doctors and patients have everything they need when they need it. Delivering what we say we will, along with our exacting pharmacovigilance, are at the heart of our service.

“We’re proud of the quality of our products too, as our vaccines contain tyrosine instead of aluminium and something which marks our products out from those of our competitors.

“Inspiring the next generation is important to us too, we work with local schools and the Nuffield Trust to interest young people in STEM-related careers, our STEM ambassadors take part in local events to raise awareness and we run a growing apprenticeship scheme.

“Like many other companies, Brexit has proven a huge challenge, especially given that 99% of our business is export and much of this is in Europe. We’ve taken steps to prepare, building new cold stores and laboratories in Madrid, to ensure our EU customers have all they need.

“The company is growing year on year, making about £68 million annually and 23.4% of our profits are put straight back into R&D, which is a large percentage compared to other companies. Investment which means we can develop new treatments for more allergies. We have a product which is just about to begin phase III trials.” www.allergytherapeutics.com

AS A CHAMBER MEMBER YOU’RE WELL CONNECTED

25

business matters

august/september february/march 2019 business edge

Last year’s South East Construction EXPO

A venue for all seasons Centrally located in Mid-Sussex, 36 miles from London and 20 miles from Brighton, the South of England Event Centre is a venue that is within reach of nearly 60,000 businesses based in East and West Sussex and a population of over 1.3 million.

Iain Nicol Chief Executive South of England Event Centre

Whether being used as a concert venue, for a business or training meeting, exhibition or as a private party venue, its versatility makes it a highly accessible choice for professional event organisers, businesses, membership organisations and private individuals seeking suitable space for indoor and outdoor events, large or small.

It is also home to the South of England Agricultural Society, a registered charity that funds and supports agricultural education and countryside learning. The charity is best known as the organiser and host of the famous South of England Show which has been taking place in June at the Showground for the past 52 years, after it moved from Tunbridge Wells in 1967. Iain

26

Nicol, CEO explains “although the South of England Showground is a well-known venue to the tens of thousands of people that visit its annual showcase event each year, it is less well known as a venue that’s available for hire by businesses, organisations, professional event organisers and private individuals”. Nicol continues, “the Society set up the South of England Event Centre as a means of raising additional funds that support the charitable work of the Society without which it couldn’t operate. 100% of its profits are gifted to the Society at the end of each year.”

The venue has been a catalyst for the growth for many of the businesses and organisations that use it each year including established events such as the International Antiques & Collectors Fair, which has used the venue over the last 30 years and now rents it seven times per year, to more recent events such as, The Big Bang Fair, South East which is part of a nationwide programme that brings science and engineering to life for young people.

www.sussexchamberofcommerce.co.uk

Best described as an extravaganza of shows, workshops and hands-on displays for students 9 to 19 years old, The Big Bang Fair moved from Crawley to the Event Centre in 2014 as a one- day event, attracting circa 5,000 students expanding each year, to what is now a two-day event that attracts over 10,000 students and over 200 employers.

One of the key features of the venue is the versatile infrastructure and wide range of facilities for accommodating events and occasions that require indoor and outdoor space. And with just over 50 acres of exhibition space, a further 100 acres of land and a comprehensive premises licence, there aren’t many events that the venue can’t accommodate.

The last few years have seen the venue grow and diversify to host a range of highly contrasting events that have included pop concerts, classic car shows, firearms training, to new exhibitions such as the South East Construction Expo which launched in

tel: 01444 259 259

business matters

february/march august/september december/january 2019 2019 2018 business business business edge edge edge

2018 and the West Sussex Bumps, Baby & Toddler Show which is now in its third year at the venue. With every event taking place at the venue come new businesses including exhibitors, suppliers and contractors, who in turn generate valuable new business within the local economy. This could include services provided by hoteliers, B&B’s, pubs, equipment suppliers and contractors, transport suppliers and caterers.

As the Event Centre has grown and developed so has the demand for catering services on the site. Good quality catering is a crucial component for any successful event and the South of England Event Centre has partnered with Worthing based firm, Hardings Bars and Catering Services Limited to provide hirers with a wide variety of catering options whether it is a simple finger buffet for 20 or a lavish banquet for 400. Hardings are a leading independent caterer in the region with over 20 years’ experience and an excellent reputation for their catering services at venues across the region that include; Field Place Manor House in Worthing, In-house Tea Room at the Royal Pavilion, Brighton, preferred caterers at the Brighton Dome & Corn Exchange, The Royal Pavilion and Addington Palace in London. Their menus include seasonal ingredients from independent local suppliers throughout the county, further strengthening the Society’s links with local farmers, food producers and drink suppliers.

Owner and director, Dean Harding said “We originally worked with the Society and Event Centre in 2015 and jumped at

the opportunity to become their exclusive fixed catering partner earlier this year. We pride ourselves on our flexibility without compromising the quality of our food and service.”

Of course, with growth come increased waste and the responsibility to dispose of it as sustainably as possible. So, as part of its environmental commitment the Event Centre and Society introduced a ‘zero to landfill’ policy to ensure that none of the dry waste from the venue is sent to landfill.

This is achieved through a combination of recycling and converting waste to energy.

The venue has partnered with Cox Skips and The Recycling Partnership, based in East Grinstead, where the entire venue’s waste is processed for recycling or energy

recovery. Once waste material has been screened at the Recycling Centre the residual and non-recyclable waste streams are consolidated and prepared for transfer to local Energy Recovery Facilities where it is used to produce energy. This energy is sent directly to the UK power network for commercial and domestic consumption with any residual ash used as an inert building product by the construction industry.

In terms of future growth, the Society, which owns the site, has identified an area of land on the periphery of the venue that has good potential for future residential development.

If successful, this will provide a long-term, sustainable future for the South of England Agricultural Society and a modern, state of the art venue for the region.

The premier concentration of construction professionals After a hugely successful event at the South of England Event Centre last year, over 2,000 leaders from the region’s construction industry met buyers, explored new projects, networked with other businesses and sampled the industry’s latest technology.

who designed ‘The House that Kevin built’ with Kevin McCloud and Simon Lawrence from the Infrastructure and Projects Authority at the Cabinet Office and Heathrow Airport about their expansion and opportunities for construction companies.

The day will kick off with the Construction Forum with the Sussex Chamber of Commerce, sponsored by leading SME main contractors in Sussex: Cheesmur, Sunninghill, Westridge and W.Stirland.

In a live showcase called The Future of Construction, Masonry Frame Systems will build an apartment live at the show, demonstrating the latest technology in fast, efficient build methods, with the Xella Silka Element system.

The perfect chance to network and promote your business to industry leaders will include two speakers - Michaela Wain, BBC Apprentice Runner Up 2017 and owner of Design and Build UK and Tim Norwood, Director of Corporate Affairs, Planning and Sustainability, Gatwick Airport Other speakers later in the day at the expo itself include Florence Hubert, Bank of England on the outlook for the UK economy, architect Duncan Baker Brown

Norman Hinckes, MD of Masonry Frame Systems, said, ‘This is a wonderful opportunity to showcase the system LIVE’ ‘We have been involved with Xella GmbH for the past five years and see enormous potential in the UK for ‘medium to high’ rise construction of all flats, apartments, care and retirement homes and student accommodation’.

Not to be missed is the free Meet the Buyer appointments - over 600 - with

the top construction companies. Big name businesses already involved include Balfour Beatty, Glenigan, Willmott Dixon, Galliford Try, Sunninghill, Logan Construction and Westridge Construction Ltd. Other attractions include great exhibitor packages, brilliant networking opportunities, high quality workshops, plus the latest news on projects and developments across the UK. The day will end with a dinner, sponsored

by Willmott Dixon, with TV celebrity David Meade as guest speaker.

Find out more about the EXPO www.constructionexpouk.co.uk 01732 758530/07768 067745 Book your place at the Chamber’s Sussex Construction Forum www.sussexchamberofcommerce.co.uk/ events/chamber-events/constructionforum-september or call 01444 259259

AS A CHAMBER MEMBER YOU’RE WELL CONNECTED

27

businessaccelerators growth matters

august/september december/january february/march 2019 business edge

Leading West Sussex cable supplier, K. Lacey Limited expands, bringing a bespoke Assembly Service to its customers Established over 45 years ago by Keith and Kathleen Lacey, West Sussex cable supplier K. Lacey Limited, have cemented their reputation as the go to supplier of quality, high performance, cable and wire products within the UK. As part of their business growth and development initiative, K. Lacey have actively sought ways in which they can improve their levels of service and evolve their proposition. Consequently, they successfully achieved AS9100 the Aerospace manufacturing approval, which has enabled them to now offer a bespoke cable assembly service to their customers alongside their AS9120 cable stockist and distribution approval. However, more than this, the team at K. Lacey offer a full-service solution, managing the entire process from component supply, through to inventory management, assembly and delivery.

Managing Director, Ros Andrews comments, “Since the sad passing of our founder and mentor, Keith Lacey in 2013, we have been actively taking steps to develop the business and bring an even better service to our customers.”

To support their new product facility K. Lacey had installed a new purpose-built unit, which was specially designed to enable their assembly team to provide high quality cable assemblies and wiring looms, this has already been doubled in size since installation due to demand.

Significant investment has also been made in a wide range of cutting-edge machinery such as the Schleuniger MS9480M cut & strip machine with PreFeeder 2200 , RotaryStrip 2400 strip and twist machine, JST AP-F6 Semi Automatic Crimping Machine and WC40-1 ferrule Hopper Machine as well as the MK Test Systems D1500 Specification (High Voltage Wire Harness Test System). These allow for fast and highly efficient processing of wire and cable assemblies. K. Lacey also use Cayman software enabling remote PC control, which provides unparalleled

functionality and flexibility in processing single wire, multi-conductor and coaxial cables.

It’s an exciting time for K. Lacey and they are looking forward to being able to offer their customers an even greater level of service.

K. Lacey’s already experienced team has grown significantly due to the success of the assembly service. All production operators have been IPC trained allowing the company to offer a number of

K. Lacey’s already experienced team has grown significantly due to the success of the assembly service. All production operators have been IPC trained allowing the company to offer a number of capabilities up to a very high standard from their production facility in West Sussex.

28

www.sussexchamberofcommerce.co.uk

capabilities up to a very high standard from their production facility in West Sussex including; cable assemblies, wire harnesses and looms, terminating, cut & strip, tinning, twisting and soldering.

In addition to the assembly service, K. Lacey has always been predominantly known for its cable distribution service and this has also been a growth area for the company both within the UK and in more recent years the export market which has greatly expanded due to the wide variety of high quality niche cables and associated products the company provides and its Aerospace approvals.

K. Lacey have also invested in a high level of export training for their team to ensure smooth processing of orders for their customers outside of the UK. K. Lacey has worked hard to ensure that it has a relevant product range giving their customers a good choice of colours, sizes and specifications and is a well known and established name within the industry. The success of the company is attributed to the skill and support of all of the team at K. Lacey and its customers and suppliers.

tel: 01444 259 259

growth business accelerators matters

february/march august/september december/january 2019 2019 2018 business business business edge edge edge

The future of our town centres

Town centres brimming with new life and a winning mix of shopping, restaurants and culture - that’s the goal for the team at Adur & Worthing Councils as we look to revitalise these important community assets for the 21st Century.

Martin Randall

Director for the Economy Adur & Worthing Councils

There’s no denying that across the UK indeed throughout the world - town and city centres are facing challenges with a decline of traditional retail and growth of online shopping.

Sussex and the south coast is no different.

But, unlike many places which have had major difficulties adapting to change, the centres of Worthing, Shoreham, Lancing and Southwick remain attractive, well-used destinations which continue to draw people in.

We now want to build on this. With the support of partners, investors and - most importantly - our own businesses and residents, we have a number of proposals which help support the continued vitality of these areas.

These include: Building more homes to bring hundreds more residents to breathe new life into our centres; Continuing to support and develop cultural life giving people more reason to visit;

Martin Randall, Adur DC leader Neil Parkin and contractors on site at Focus House in Shoreham Encouraging the creation of town centre jobs with cutting edge office space; Continuing to support and encourage independent retailing while backing national chains; Supporting efforts to bring in high speed public WiFi to increase connectivity; Transforming the look and feel of our centres so people feel they want to spend time there.

All the above will help maintain the individual character of places like Shoreham, Lancing and Worthing while continuing to attract people to live, work and recreate in the heart of our communities.

Key to all is making the most of our USP. One major thing we have going for our towns is that they are fantastically located between the Downs and the sea, giving great reasons why people should either live in or visit our seaside towns.

AS A CHAMBER MEMBER YOU’RE WELL CONNECTED

29

businessaccelerators growth matters

august/september december/january february/march 2019 business edge

Boost your overseas sales with free bespoke support The Department for International Trade (DIT) are offering a custom-build programme for Sussex businesses Looking to grow your international sales in 2019? The Department for International Trade (DIT) South East are offering a free support package to ambitious businesses like yours*, part-funded by the European Regional Development Fund (ERDF).

The service is tailored to each company and delivered in the Sussex area by a team of experienced DIT International Trade Advisers supported by experts based in British Embassies around the world. Thanks to this support, businesses can unlock new international opportunities and access support every step of the way. *Eligibility criteria apply

Receive tailored support and advice This comprehensive programme will provide you with the expertise and resources to identify new sales opportunities and enhance your company’s sales tools and customer service proposition.

Experienced export professionals will guide you through this accelerated export programme and advise you how to achieve export success.

They can also offer your business access to: Financial support and subsidies to access new overseas markets Free masterclasses to build capacity and skills Free market selection consultancy service Free international digital audit service

Meet the Export Champion Gamification+ Brighton-based Gamification+ use gamification, the process of making activities more game-like, to make processes more engaging, staff more motivated and business more effective.

They have worked with organisations on every continent, including American Express, Siemens and HSBC, and are one of the DIT’s 2019 Southern England Export Champions. They were awarded the Board of Trade Award 2018.

Since their first export in 2015, overseas sales now make over a third of turnover.

Pete Jenkins, Gamification+ Founder and Managing Director, said: “Three years ago we realised that we had been importing most of our products for 15 years and decided it was time to do the opposite.

Exporting became our new aim and we designed new services to be sold abroad.

30

DIT showcase of South East aerospace companies Farnborough International Airshow Then, with the aid of the Department for International Trade, we gained confidence to go out there and grab those overseas opportunities”

10 September – London 26 September – Guildford

Agents & Distributors Apply now for free events The Department for International Trade run Masterclass, Exhibitions and Market Visits across the UK to help business expand internationally.

These events are free to attend, offering practical advice from expert trainers and experts. Apply now for:

Digital Tools Masterclass Grow your international sales and expand your online reach with this intensive masterclass: 04 September – London

12 September – Guildford 19 September – London

LinkedIn Live Training Use the world’s largest professional network to attract leads and drive traffic to your online channels.

17 September – Gatwick 25 September – London

Blossom in Japan: Embrace new global opportunities

01 October – Southampton

China Online: Digital Presence Discover how to sell your products in the competitive Chinese market through digital platforms.

10 September – Redhill 10 October – Brighton

Discover key market insights and receive expert guidance to help your business export to Japan.

18 September – Gatwick To view and apply for these events, please visit https://go.newable.co.uk/events

Contact us

Website Optimisation for International Trade Create an effective online strategy to boost online website performance and overseas sales.

www.sussexchamberofcommerce.co.uk

Expert advice to finding, building and managing international partnerships.

To find out more about the support offered by the Department for International Trade (DIT) in the South East, please call 0330 3000 002 or email enquiries@ tradesoutheast.com

tel: 01444 259 259

growth business accelerators matters

february/march august/september december/january 2019 2019 2018 business business business edge edge edge

£11.8m enhancement to manufacturing support As a result of the successful delivery of an original £10.3m business support programme, SME manufacturers have been given a major boost this week with news that an additional £11.8m of business support has been given to help a further 2,400 companies to grow.

The Manufacturing Growth Programme (MGP), which is funded by ERDF and delivered by Economic Growth Solutions part of Oxford Innovation, has already supported more than 2,000 SME manufacturers across England since October 2016 to make improvements by identifying, understanding and removing their barriers to growth.

More than 3,200 new jobs have been created as a result of the support provided by experienced Manufacturing Growth Managers, access to industry specialists and the opportunity to apply for improvement grants.

From April 2019, support can be used for an array of improvement projects such as continuous improvements, change, environmental and sustainability, leadership and management, marketing, people and skills, productivity and capacity, quality and strategy.

The additional funds aim to provide a more valuable and quality level of support from a dedicated, local Growth Manager.

A more in-depth business diagnostic and action plan will be provided as part of the support alongside providing an improvement grant.

A series of manufacturing themed workshops will also be available from Summer 2019 to help develop the skills within manufacturing businesses.

“In October 2016, we had a business support programme to deliver, all staff on

the programme have worked incredibly hard to get to where we are today, and we’ve been overwhelmed with the amount of support and progress both the programme and the company have made.” Martin Coats, Operations Director of Oxford Innovation.

“Working with the Local Enterprise Partnerships (LEP’s) and local Growth Hubs to continually add value to SME manufacturing businesses across the country has resulted in their commitment to support us for another two and a half years.

“As a result of the successful delivery of MGP, we have joined forces with Oxford Innovation Services, to deliver the extension of the programme from April 2019 to allow us to provide the country’s largest manufacturing business support organisation.”

Dean Barnes, Regional Director of the Manufacturing Growth Programme added, “We are extremely proud of where we are and how far we’ve come as a team. The support we’ve given to SME manufacturing companies across the country to date is tremendous.

Not only have we supported economic development through the creation of over 3,200 new jobs, we’ve enabled sustainable business improvements to thousands of ambitious businesses.

“The extension will allow us to provide enhanced support to more SME

manufacturing businesses to grow as well as having the opportunity to add more value and further develop those businesses we have already supported.

“MGP previously covered a large proportion of the country, this remains the same with a few minor changes.

Unfortunately, the extension will no longer be able to support companies based in the New Anglia LEP region, however we will now be able to support those in the Enterprise M3 and Solent regions which is an exciting development for us.

“Our Manufacturing Growth Managers are trusted experts that understand the language MD’s are talking and through a new manufacturing diagnostic tool, can guide them on making the right decisions, before bringing in specialists on specific issues they are facing or opportunities they’re looking to explore.”

It’s never been easier. The process is slick, the scope of support is tailored to each business’ needs, the business diagnostic provides an in-depth look into their business and the results, as proved, are making a real difference.

If you’re a manufacturing SME, we’d love to find out more about your business and discuss how we can support you to achieve your growth plans.

For further information, please visit www.manufacturinggrowthprogramme. co.uk or follow @mfggrowthp on twitter

AS A CHAMBER MEMBER YOU’RE WELL CONNECTED

31

business matters construction focus

august/september december/january february/march 2019 business edge

Learning from construction will unlock Sussex’s potential Mainly made up of small firms, the Sussex economy is largely reliant on local business keeping towns, cities and rural communities in high employment. This positive impact for the community means that local investment and employment opportunity remain relatively sustainable. From manufacturing and construction to retail and professional services, our small businesses win a lot of work.

Rico Wojtulewicz

Head of Housing and Planning Policy National Federation of Builders

On the surface that feels a comfortable place to be, but there are concerns that local decision makers are not doing enough to understand how the region as a whole prospers and stimulates long term training and employment opportunities.

However, if there’s any industry which can prove useful in understanding this challenge, it has to be construction.

Despite being one of the most prolific business creators, Sussex is behind the national average for apprenticeships. In construction, this is not wholly surprising because small and medium sized businesses (SMEs), who train four in five apprentices, struggle to establish the pipeline of work needed for growth and extra staff.

32

The combination of stalled projects and burdensome planning regulation has stifled the industry’s ability to grow and the knock on effect to the supply chain, from mining and manufacturing to professional and technical has been huge.

Yet instead of reforming how we support regional business, many are championing large projects as the solution. From Homes England’s development in Burgess Hill, Housing Infrastructure Fund allocations in our cities and towns and Gatwick’s train station redevelopment, many are certain that the Government investment which Sussex desperately requires will do wonders for employment and training.

Regional businesses are not so sure.

There is a danger that we replicate London’s failures, with major projects being won by the largest contractors who bring in their own workforce and take already skilled employees from our local businesses.

With a reliance on capital funding to signal growth and no focus on making sure Sussex

www.sussexchamberofcommerce.co.uk

companies can more fairly compete and win a pipeline of work, our local businesses will contract in size, feeling less certain about expansion and replacing or retraining staff.

It is therefore vital that decision makers spend the next five years, the average time to train and give a new apprentice experience, doing all they can to strengthen local business opportunities.

In construction, this can take place either by reducing bureaucracy, for example through the planning and procurement process, or by understanding the multiplier effect that regional business has on our communities.

This will not only inspire young people, schools and parents to see their future in our region, but make sure investment and staff are retained well after the major projects are finished. From construction and care to retail and professional services, investment and growth are coming. It now has to work for all of Sussex.

tel: 01444 259 259

Part 4 of 4

The role of the principal designer The role of the principal designer under the Construction (Design and Management) Regulations 2015 is an important one. They are there to make sure that safety has been ‘designed-in’ to the project in terms of its construction, use, maintenance and eventual disposal. And this is not some idealised wishlist – reducing risk throughout the project’s lifecycle can help to save time, effort and money as well as ensuring the safety of all those who will have something to do with the project or structure or outcome.

Safety and the management of risk are specialised subjects, and the ability to offer subjectivity in reducing costs and providing solutions is something that comes with broad experience of industry, engineering and construction. These are not qualities that, in combination, everyone has. So where clients or contractors or designers assume the role of principal designer, they may not always be able to offer the best solution. And making small savings at the beginning of a project, by not hiring the most experienced people, can cost a great deal more later on when the dust has settled.

Attis have the skills, knowledge and experience that will ensure your next project is the best it can be.

Did you know?

Although there is no direct law regarding the investigation of accidents there is a requirement for employers to review their health and safety arrangements – and investigating the causes of accidents is an important part of that review process. Also, the Woolf Report on civil action requires the details of the circumstances to be disclosed. Perhaps, most importantly, employers have a moral duty to prevent reoccurrence of failures that lead to accidents.

The Clapham rail crash and the capsizing of the Herald of Free Enterprise are

examples where management did not recognise, and act on, previous safety failings. It is quite often the case that seemingly simple errors or mistakes can lead to more serious consequences if left unchecked. This is particularly the case where accidents lead to damage-only outcomes – it is easy to say “well, no one was hurt” but next time could be very different.

A robust and well documented investigation, however simple or straightforward, should always help an organisation to improve its provision of safety and help to prevent minor incidents becoming more major accidents.

Get all the help you need with Attis Whether you are moving premises, buying new plant, launching a new product, constructing or developing buildings, facing an engineering problem or just need practical advice on safety, risk or welfare — Attis have the expertise to help today.

Design and validation | Construction (CDM) | Health, safety and welfare Operational processes and maintenance schedules | Assessments of risk

Safety and the ‘hi-viz’ vest We are familiar with seeing construction workers wearing high visibility clothing – but is that all it takes to be safe? Are we really okay just because we are in ‘hi-viz’? In health and safety law, personal protective equipment (PPE) is one of the last things to be considered when making a workplace safe. In an ideal world, the risks should have been reduced to a point where PPE is no longer required.

Clearly, many workers might always need some form of protection – a hard hat, gloves, weatherproof clothing and so on – but simply providing them without even considering the risks is not good practice. For example, when painters are working inside a building with no other work going on around them, do they need to wear ‘hi-viz’? Is someone working at the roadside better protected by a concrete barricade, a temporary speed restriction or high visibility trousers?

We should always be working to find a way of reducing risk to a level as low as reasonably practicable, whether PPE forms part of the risk management strategy or not.

enquiries@attis.org.uk

business matters construction focus

august/september december/january february/march 2019 business edge

The cornerstone of construction Established over 35 years ago, The Martin Sewell Building Company is setting the bar high in the construction industry. initiatives they support to their respect and support for their staff – illustrated in their Investors in People accreditation.

Restoration projects, ultra-modern builds and low carbon footprint schemes are all represented in their portfolio, which includes both commercial and residential projects.

Conversions, extensions, conservation, refurbishment and new builds are all numbered amongst the many projects they’ve completed in and around Sussex and further afield.

The Martin Sewell Building Company directly employs their team of 20 people, investing in their professional development from apprenticeships to specialist professional qualifications in historic conservation.

Master builder and founder, Martin Sewell has been awarded a fellowship of the Chartered Institute of Building (CIOB), a rare accolade reserved for the most experienced and knowledgeable professionals in the industry.

Whilst the company as a whole has deservedly earned membership of both the Chartered Institute of Building (CIOB) and the National House Building Council (NHBC). The high calibre of their work reflected in their multiple award wins including Sussex Heritage Trust Public & Community, Commercial, “highly commended” Small Scale Residential and only last month runner up at the LABC South East Building Excellence Awards.

Unusually in the construction industry, Martin and his team are often called in to consult on projects right from the outset,

The materials and techniques they use also reflect their ethics, with a focus on eco buildings and carbon footprint reduction, building healthy homes for clients which are good for the environment too.

working closely with clients and architects for the best possible outcome.

“Our thoroughness, meticulous attention to detail and consistently high standards are the hallmarks of our work. Trust and partnership working are at the heart of our work,” explains Martin. “We treat people the way we’d like to be treated ourselves.”

This ethos permeates the entire company, from the many community and charitable

The company is forward looking, embracing change whilst holding on to the best of traditional craftsmanship. As the industry gears up to do its part for the green revolution, you can be sure this company will be helping their clients to make the choices that fit with their personal consciences.

“To all who have worked so hard to make our home the beautiful house that it now is it has been a pleasure, you are an excellent team and a credit to the company and yourselves” msbc.uk.com

Cowan Architects is an award winning, local practice that has an established reputation across the London and the South East for producing creative design solutions in a number of markets. With the experience of more than 35 years, we can offer: • • • • • •

Good relationships with local planning officers, conservation officers and building control Expertise across Commercial, Health, Residential and Education sectors Conservation and Heritage specialists Passivhaus and sustainable design with low energy buildings London edge with a regional touch Servi Services that include concept/ feasibility studies, master planning, planning, building control, detailed design, cost planning and project management.

LONDON | WEST SUSSEX | DUBLIN T: 01342 410242 info@cowan-architects.co.uk www.cowan-architects.co.uk

34

www.sussexchamberofcommerce.co.uk

tel: 01444 259 259

construction focus

february/march 2019 august/september 2019 business business edge edge

Beard Construction working with West Sussex County Council The expansion of both Crawley Down C of E School and Bourne Community College are design and build projects secured by Beard through a two-stage tendering process, as part of the local authority Framework for West Sussex County Council.

After completion of the design development, Beard have now commenced construction on both projects. These will provide much-needed additional teaching space required because of the expansion in their respective local areas.

Beard believe in a collaborative approach, working with both the client and end user. Focus is on delivering new teaching accommodation that addresses the needs outlined by the school within the budget, whilst ensuring compliance with all current regulations.

Crawley Down Primary School Planned expansion from its current 1.5FE (45 pupils per year, 4-11 years of age, totalling 315 pupils) to a permanent expansion of 2FE (60 pupils per year, totalling 420 pupils).

Beard are now well into the 43-week construction programme, to provide 800m2 new build extension dovetailing with the existing school building. Extensive refurbishment works are scheduled for the upcoming summer holiday, minimising the disruption to the school, to adapt areas of the existing school to maximise available teaching space. In addition, Beard are carrying out external works to provide a Multi-Use Games Area (MUGA), and external teaching space.

The new building extension has been carefully designed to facilitate an accelerated construction programme, without compromising on quality or building longevity. The extension comprises a primary steel frame, secondary framing steel for external walling systems and a single-ply membrane roof, which are now well progressed on site. Beard incorporated energy-saving features into the design at the outset, utilising photovoltaic panels on this scheme to reduce the school’s running costs.

The collaborative approach is clearly evident in the quote given by the headteacher at Crawley down, Oliver Burscombe who says: “From the outset and a number of precontract meetings, the school’s relationship with Beard has been very positive. We have been involved in all decisions and the professionalism of all Beard employees has been evident to all school staff. We are informed well in advance if any building work will impact on the school and the courtesy received to ‘keep the noise down’ during our recent Sports Day was really appreciated. I’m sure our positive relationship will continue as the project

develops, as we both understand the need to be flexible. The weekly meetings between the School Business Manager and the Site Management Team have helped the project to run smoothly and I’m looking forward to a finished school that both school and Beard are proud of.”

Completion of the new extension for Crawley Down C of E School is planned for early 2020.

Bourne Community College Planned expansion from its current 5FE (PAN 150 pupils, 11-16 years of age, totalling 750 pupils) to a permanent expansion to 6FE (PAN 180 pupils, 11-16 years of age, totalling 900 pupils).

Beard have recently commenced on site, and works are well progressed already with the foundations, drainage and primary steel frame structure having been completed. The new extension provides an additional circa 600m2 of education space, comprising general teaching areas as well as areas for food technology and Science Technology Education Maths (STEM) activities.

Externally the area around the new building will be landscaped, and an additional car park will be constructed.

The project focus is similar to the Crawley Down Project; ensuring best value for the client and reducing both energy and lifecycle maintenance costs.

Further works include refurbishing the existing Scola Block; to include replacement and upgrading of the existing curtain walling, and internal replacement of the suspended ceiling. New and upgraded lighting will also be provided, and alterations will be carried out to turn the existing food tech area into a new state of the art science area.

College are very pleased to be working with Beard Construction on our building project, which will provide great benefit for our students.

Now works have started, I cannot stress the importance of our regular weekly liaison meetings at which the school are updated on progress against the works programme, but I know that I can visit the Site Manager on a daily basis, if so required, should any issue occur. I can do this with the confidence, that any issue identified will be addressed to our satisfaction.

The friendly and approachable nature of the Beard team make my job as Business Manager that much easier, if no disruption is experienced to the daily activities of the College. To date this is the case, and I see no reason to expect it to change.”

Completion of the new extension for Bourne Community College is planned for early 2020.

Beard Regional Construction Manager Gareth Phillips says: “we are delighted to be working with West Sussex County Council to provide much needed educational provisions for the community. I know that these projects will make a real difference to both the pupils and teaching staff.”

Beard Guildford Office Stonemasons Court, Cemetery Pales, Brookwood, Surrey, GU24 0BL Tel: 01483 485180 E: guildford.enquiries@beardconstruction.co.uk Website: www.beardconstruction.co.uk Twitter: @Beard_Construct

Patrick Moore, Bourne College’s Business Manager says: “The Bourne Community

AS A CHAMBER MEMBER YOU’RE WELL CONNECTED

35

business matters construction focus

august/september december/january february/march 2019 business edge

The Rules of the Game I have worked in the construction industry for over 30 years. When I started out, the UK government were taking on Europe, New Romantics ruled the music charts, and Liverpool were a force in football.

Fast forward to 2019 and, whilst times have changed and New Romantics have faded into obscurity, some habits die hard. The government continue to take on Europe, Liverpool have just been crowned winners of the Champions League and, in construction, the problems and disagreements we encounter often appear unchanged. Three decades later, and we continue to see the same disputes centred around financial disagreements and emanating from parties not doing what they should under their contracts.

watching sport and needing to know the rules of the game. It is imperative that those administering or complying with the contract know the rules and their responsibilities. All too often, although large amounts of money are involved, contracts are entered into without full consideration of the implications. Why is this? Honestly, I don’t know. What I do know is that we all need to fully understand our contractual obligations if we are to have any chance of reducing the number of disputes in the industry.

In the intervening period between then and now, we have seen various reports highlighting the concerns of the construction industry. Latham and Egan, for example, were bold in their statements and outspoken in their criticism of the industry’s failings 30 years ago. The effect of this prompted legislation devised to assist in dispute resolution, such as the Housing Grants, Construction and Regeneration Act 1996 and the subsequent 2011 amendments.

When working on a project, often if one side is not correctly administering the contract, the other party will adopt the same stance. This is called ‘reflective behaviour’ or ‘mirroring’ and is, in my experience, another common catalyst for contractual issues. Again, this is ultimately borne of not reading the contract, not understanding our obligations and reacting too late. The reasons are frequently the same; ‘we haven’t needed to be contractual before’, ‘we usually have a good working relationship’ or ‘we’ve never had too many problems’. Occasionally, it’s simply not made a priority. This behaviour is a recipe for further problems along the line, problems that could be fully prevented by reading and adhering to the contract at the earliest opportunity.

So has the industry improved?

In my opinion, not really. Individuals still do not understand their obligations and therefore cut corners when it comes to correctly administering the contract. I often consider what could be done to prevent this and strongly believe it is all about starting with the basics.

This begins with reading the contract!

Sound simple? That’s because it is. In essence, it’s no different to playing or

36

in construction. If we know the rules (the contract), we can ensure that we comply, and can begin to eliminate the disputes that we continue to see repeated. Most importantly, if we know the rules, we all have a better chance of a fair game!

So, let’s ensure that we read the contracts, understand the risks, opportunities and obligations, and utilise the external consultants at the start of the process.

This way we can decipher the risks before commitments are made, give advice before the signatures are applied and begin to strive for less turbulence in our working lives.

Whilst Liverpool, once again, become a force in football, and we continue to take on Europe, let’s try and reduce disputes to the low level of air play those New Romantic artists get these days!

Danny Frost Managing Director of Quantity Surveying Services Base Quantum Ltd. Base Studios, Aldwych House London, WC2B 4HN T: +44 207 043 0993 www.base-quantum.co.uk

Let’s return to the sports analogy.

When playing or watching sport, no one questions the necessity of the rules. They are recognised as a requirement and those involved have to comply and carry on. I would argue that this is necessary

www.sussexchamberofcommerce.co.uk

tel: 01444 259 259

construction focus

february/march 2019 august/september 2019 business business edge edge

Geosphere4D geosphere4d is a technology led geospatial company specialising in the use of leading edge measurement and imaging technology.

We deliver bespoke 3D and 4D geospatial and documentation solutions within a broad range of Architecture, Engineering and Construction market sectors for our private and public sector client base. geosphere4d provide geospatial solutions within the following application areas: n 3D data capture utilising laser scanners and imagery

n Photogrammetry capture & processing n Virtual Reality environments

n 3D modelling & BIM

n Topographic and Measured Building Surveys

n HDR Spherical image capture and processing

We operate UK and Europe wide and have built strategic alliances with likeminded professionals to ensure that we can continue to develop and innovate our service solutions to our clients with clarity, focus and vision.

n Inspection, condition & dilaphidation survey imagery using spherical photography and 360 degree video n Structural Deformation Monitoring and analysis n Engineering surveys

geosphere4d are an Achilles registered and verified supplier and all staff are security cleared to provide resources for the projects which are undertaken within the nuclear industry and at other secure sites.

Our aim is to ensure the comprehensive and effective education and promotion of 3D data capture and its technologies to all our current and potential clients in a broad range of application areas and market sectors, providing precision and reliability in the 3D and 4D geospatial, modelling, visualisation, Asset Management and BIM marketplace.

Tel: 01903 742 222 Email ian.anderson@geosphere4d.com www.geosphere4d.com

Manage your dangerous goods training programme in a cost-effective way Are you aware that strict regulations exist about items that are considered to be a danger for transport by air, road, or sea, unless they are packed, labelled, and handled correctly?

T-Team are a leading provider of the staff training courses mandated by the regulations.

Scheduled public courses are held regularly throughout the UK, and they can also be conducted at your venue to your particular requirements.

Dangerous Goods Safety Adviser (5 Days)

Dangerous Goods by Sea (2 days) 14 – 15 October 21- 22 October 11 – 12 November

Tunbridge Wells: 21 - 25 October 2019

Bristol: Gatwick: East Midlands:

Dangerous Goods by Air (3 days)

Dangerous Goods by Road (2 days)

Heathrow: East Midlands: Gatwick:

05 – 07 August 09 – 11 September 14 – 16 October

Bristol: Gatwick: East Midlands:

16 – 17 October 23 - 24 October 13 – 14 November

Multi Modal Courses (5 days) Heathrow: Gatwick: Leaming: Gatwick:

09 – 13 September 16 – 20 September 07 – 11 October 11 – 15 November

The Carriage of Lithium Batteries by Air, Road & Sea (2 Days) Gatwick:

12 – 13 November

Book your place at trainingteam.co.uk or call the T-team at 01293 536943

AS A CHAMBER MEMBER YOU’RE WELL CONNECTED

37

business matters

august/september february/march 2019 business edge

Welcome to a Smarter Cloud Solution: Public vs Private Clouds Public clouds are safer, more advanced and savvy IT investments, but few understand the difference.

Andrew Hookway Co-founder, Extech Cloud

There has long been a debate in IT circles around what is typically called the private cloud and the public cloud. IT Directors have long pondered on how to ensure cost-effective innovation meets commercial objectives. Where it used to be a difficult question to answer, it’s now a no-brainer.

The differences between public and private A private cloud is essentially a series of remotely held servers which a company will use, and its IT services provider owns.

Extech Cloud built its private cloud system in 2011 and continues running them today.

The public cloud is virtually the same idea, in that they are still servers, but owned and managed by much larger corporations (such as Microsoft Azure and Amazon Web Services). In the past, some organisations felt nervous about public clouds as they were shared storage systems.

Though it was inevitable that these mammoth technology firms would aggressively invest in removing any concerns and driving technological advancement in the public cloud, the technology of public cloud has now far surpassed private cloud solutions.

38

The National Cyber Security Centre (part of GCHQ) are using the public cloud.

Public cloud solutions have addressed security concerns with continuously advancing functions and features, which users benefit from instantly (rather than waiting two years for a server refresh). As mentioned, the National Cyber Security Centre (part of GCHQ) are now using the public cloud: “…to protect this data, we’d also need similar confidence in identity providers that make the decisions about who can access what data, and anything used to manage our devices. This meant that for the NCSC IT, we needed to focus on Office 365 and our two IaaS providers; Amazon Web Services and Microsoft Azure.”

Traditional Cloud Generally speaking, there is one reason why a firm may choose to remain on a traditional cloud, and that is a technical reason (and not a commercial one). If a firm is using an old legacy application which doesn’t fit with the public cloud model, then a firm may wish to continue using a traditional cloud, though this is uncommon. Most of our clients are on the public cloud. However, a few still use our private cloud solutions for this reason.

Nevertheless, firms which do not use public cloud solutions will not benefit from economies of scale or continuous innovation that the public cloud can offer.

www.sussexchamberofcommerce.co.uk

The public cloud typically provides superior value By contrast, the public cloud offers everything the traditional cloud does, plus more, without the downsides and with a favourable pricing model, typically at 20% 50% better value.

We’ve seen IT departments and firms work more intelligently and begin to thrive under the adoption of the public cloud.

Which is no surprise as the introduction of best-of-breed technology allows IT Directors to accelerate their output by transforming organisations into smart organisations.

Public clouds also operate on a new pricing model, based on real-time usage.

Whereas traditional solutions meant firms needed to invest in three to five years’ worth of servers up front. The public allows you to pay for what you used that month.

However, the real power of the public cloud is its intelligence, agility and ability to power-up IT departments and supercharge their capability by using technology to meet business objectives and transform firms into smart organisations.

If you’re unsure or need help deciding between private or public cloud solutions and what’s right for your organisation, let us know, and we would be very happy to help. www.extechcloud.com

tel: 01444 259 259

business matters

february/march august/september december/january 2019 2019 2018 business business business edge edge edge

£500,000 judgment against architect highlights importance of accurate and clear record keeping The judgment handed down by the Technology and Construction Court in the case of Freeborn v De Almeida Marcal (t/a Dan Marcal Architects) [2019] EWHC 454 (TCC) is of wide-spread significance to those who commission construction professionals and highlights the importance of establishing, and confirming in writing, a client’s brief at the earliest opportunity.

Jerome O’Sullivan

Construction Litigation Partner Healys

Jerome O’Sullivan, Healys’ Construction Litigation Partner, successfully acted for the owners and occupiers of a North London home against the architect commissioned to convert the swimming pool area into a function room.

The Claimants, Mr Philip Freeborn & Ms Christina Goldie, commissioned the Defendant architect, Mr Dan Marcal, to design and project-manage refurbishment works in the pool hall at their residential home in Totteridge, North London. The works included the construction of a glass box cinema room located at a high level above the existing swimming pool, as well as the installation of high specification audio-visual equipment in the cinema room.

As the works progressed, it became apparent that what Mr Marcal had achieved was substantially different from what was promised to, and agreed by, the Claimants.

Instead of the expected floating glass cube with a “sleek modernist feel”, Mr Freeborn felt that the end result, a wooden box with glass panelling and conspicuous supports, was industrial looking and lacking the anticipated “wow factor”.

The Judge found in favour of the Claimants.

Mr Martin Bowdery QC found that negligence had been established. It was

accepted that along with a number of defects, there had also been a substantial change in design that had not been approved by the clients.

The Judge found the Defendant Mr Marcal to be an unimpressive witness. Whilst the evidence of the Claimants was clear, concise and avoided exaggeration and speculation, the Judge found Mr Marcal’s recollection of key events to be confused and unconvincing. He was unable to produce any written retainer, written brief for any part of the project, or minutes of any meetings with either the Claimants or the contractors, nor was there any evidence of progress or planning reports, interim accounts or valuation to the works.

The court agreed with the Claimant’s expert architects’ evidence that a competent architect would agree a brief in writing with his client; and in the absence of same, it would be unclear to the clients what the final design should achieve in terms of accommodation, costs, level of finish and operational requirements. Mr Marcal’s failure to produce a written brief was a serious breach of duty and constituted bad practice which went to the root of the difficulties which he and the Claimants encountered.

Whilst the Court confirmed that the ordinary measure of damage when an architect has acted negligently is the cost of rectification, the Judge stated that, “I do not consider that this particularly ugly duckling can be turned into a swan. What was provided is so different from what the Claimants reasonably expected that I consider demolishing this cinema is the reasonable course going forward.”

The Claimants were therefore awarded the entire amount that they had wasted in constructing the cinema, together with the cost of demolishing same and general damages for distress and inconvenience.

Jerome O’Sullivan comments: “This case has wide implications for the architectural profession and other professionals working in the construction industry and employers commissioning them.

The judgment demonstrates that an architect must ensure that they enter into a written agreement with their clients that confirms; the scope of the work, what will be the architect’s, client’s and other contractor’s responsibilities and any subsequent variation in this agreement.

The initial planning brief must be recorded in writing by reference to drawings, sketches, or three dimensional models and a detailed written description of the design.

The brief should show what the final design will achieve in terms of accommodation, costs, level of finish and operational requirements.

Any variations to the planning brief should be recorded on the same basis and forwarded to the client.

An architect should ensure that these documents are agreed and counter-signed by the client before construction is commenced.”

AS A CHAMBER MEMBER YOU’RE WELL CONNECTED

39

finance focus

august/september february/march 2019 business edge

R&D Tax Relief claims for the Supply Chain UK Manufacturing maybe experiencing a “post-failure to Brexit” lull this summer, but there are many areas where a manufacturing business can still look to boost its cashflow. One of the often overlooked areas is a claim for Research and Development Tax Relief or R&D Tax Credits as they are more often referred to.

Whether you are the Original Equipment Manufacturer or part of the Supply Chain there is the prospect to claim. It’s a specialist area and the information in this article whilst accurate may not provide you with the full picture so please don’t take any action without speaking to a specialist beforehand.

There are two schemes: The SME Scheme – for Small and Medium sized companies which offers a repayable tax credit of up to 33.35% of the eligible spend for loss making companies and up to 24.7% of the eligible spend for profitable companies.

Research and Development Expenditure Credit – for companies not able to claim under the SME Scheme the expenditure credit is worth up to 9.72% of the eligible spend.

For there to be an allowable claim the Research and Development costs must have been incurred on a project for the company that is claiming.

How does the relationship between companies in the Supply Chain affect claims?

Quite simply there are different rules for Small and Large companies, there are also different rules for subcontractors and suppliers depending on the size of the companies as well! Confused? Perhaps some quick examples might help?

40

If the ultimate manufacturer in the Supply Chain is a Small Company, then it can claim for all of its own staff and for work subcontracted out to its immediate supply chain under the SME Scheme. If it buys in specific materials to develop a prototype then the cost of those materials can be included in the claim, provided they are consumed (cannot be used again) and the prototype is not sold commercially. A large company won’t be able to claim for any subcontracted R&D to its Supply Chain.

If a Supplier in the Supply Chain has been “subcontracted to” by a Small company and they are charging “time and materials”, then they won’t be able to claim for any of their R&D costs, but the Small Company above them would be able to claim. If, however the supplier has been subcontracted to by a large company on the same “time and materials” basis then the Supplier will be able to claim the less rewarding Research and Development Expenditure Credit (RDEC).

If the Supplier was subcontracted to and worked on a “fixed fee” basis, then regardless of the size of the customer, the supplier would have potential to claim for any R&D that it had performed, provided it could be demonstrated that the company had taken significant financial risk.

hasn’t been paid for it, and will only recoup their costs through the sale of the supplied product then the Supplier will be able to claim under the SME Scheme on their costs of development.

What does it mean for your business?

It doesn’t matter where you are in the supply chain, whether you are the end manufacturer, an Original Equipment Manufacturer or a specialist engineering firm at the very bottom of the supply chain, if you’ve been solving scientific or technical challenges you have been doing some Research and Development, all you then need to do is work out whether you can claim for it or the person above you!

If you’d like some help with that then we’d be very happy to talk to you, we are running our #FindOutInFifteen campaign, where if you visit www.calendly.com/simon-bulteel/15mins you can book a phone call with our Director, Simon Bulteel where in 15 minutes we reckon we can determine whether there is potential for you to make a claim and how we might be able to help you.

Or you can visit the website and just send us a message at www.coodentaxconsulting.co.uk

If the Supplier in the supply chain is only supplying their products to the manufacturer, large or small, but has had to undertake its own Research and Development to deliver those products to a specific requirement and

www.sussexchamberofcommerce.co.uk

tel: 01444 259 259

february/march 2019 august/september 2019 business business edge edge

business finance matters focus

Structural and Buildings Allowance – don’t get caught out!

The new Structures and Buildings Allowance (SBA), giving tax relief on ‘qualifying expenditure’ on new non-residential buildings, seems like good news – but it could leave a sting in the tail!

Claire Harrold FCCA Client Manager Honey Barrett Chartered Accountants

A 2% straight line writing down allowance claimable over a 50 year period can give business owners relief that has not been available since the withdrawal of the Industrial Buildings Allowance (IBA).

HMRC have confirmed that the criteria for claiming will be more relaxed and straightforward, and could benefit a significant number of businesses.

Relief is available on the cost of new commercial structures and buildings, or their conversion or renovation, where contracts were entered into on or after 29 October 2018.

The definition of Structures and Buildings includes offices, retail and wholesale premises, walls, bridges, tunnels, factories and warehouses, and as long as they are in use for a trade, profession or vocation, either in the UK or Overseas and subject to UK tax they should qualify.

This all sounds good so far, with tax relief available at up to 45% for the higher earning self-employed and 19% for corporates.

On the downside SBA relief will be slow and spare Annual Investment Allowance, now sitting at a cool £1m, cannot be used instead.

Businesses will need to keep very careful track of claims, ensuring a full record is kept, as changes in ownership and even the building use will occur over time.

But what about the effect on Capital Gains Tax? In the past claiming capital allowances did not affect the base cost of an asset for CGT purposes.

However, it does under Structural and Buildings Allowances.

Claiming the allowance for the full 50 years could leave you with no cost to set against proceeds on sale, leaving you with a large and unexpected tax bill on retirement.

It may be you prefer to benefit from the additional tax relief now.

However, whilst the rules could change hugely over the next 50 years, remember that currently SBA relief comes at a cost later down the line.

For further advice please feel free to contact us on 01424 730345 or visit www.honeybarrett.co.uk

Proactive tax advice when you need it.

Honey Barrett are here to help.

Our team of experts can advise you on the accounting and tax issues affecting you and your business.

So give us a call today, for a free initial consultation.

Eastbourne 01323 412277 Bexhill 01424 730345 Wadhurst 01892 784321

www.honeybarrett.co.uk

AS A CHAMBER MEMBER YOU’RE WELL CONNECTED

41

advertorial

august/september february/march 2019 business edge

Taking your business to the next level For many businesses in their early stages, leveraging known contacts and growth from referrals is often sufficient for business expansion.

However when the time comes for the next step, you need to know how to go about scaling up in order to create lasting rewards for the business and its stakeholders.

Create a plan It is important that everyone understands where the business is going and when this is happening. A clear strategic growth plan is essential as a reference point for the board and the entire team. The plan should be dynamic and frequently reviewed in order to stay relevant and to allow for proactive and agile decision making in response to an ever changing business landscape.

Building a team Early-stage businesses are often founded and run by just one or two people which may mean a shortage of skills in some essential functions such as, HR, IT and financial management. Business owners should consider strengthening their management team by investing in people with the right skills and market knowledge to facilitate their growth plan. You may wish to incentivise key members of the management team and encourage retention via flexible remuneration packages and/or share option schemes.

Timing is crucial Background work should be carried out to make sure the product/service is ready to be launched and go into production. To fully benefit from any early-mover advantages, the time frame in which the business should get to this point, depends on the level of market demand for this specific product or service.

Explore the market Before implementation, an analysis of the target market should be carried out to determine whether there is sufficient market demand. Identifying your ideal customer will also aid your marketing and financial strategy and enable a more focused and targeted approach.

Attracting investors A well-presented business plan is essential to attract the right investors. Investors should be clearly informed on how their funds will be spent and how these investments will realise value when exiting the business in 3 or 5 years’ time. The business plan should also contain elements such as the right tax incentives for investors (EIS and SEIS). Access to experienced non-executive directors, could

increase investor confidence and make your business proposition stand out.

Productivity With growth plans in motion, the management team should stay focused on the level of productivity. In order to grow, the business will need some available excess and should not be operating at 100% capacity.

There is a lot to consider when looking to scale up your business. Getting the right advice from the start will help avoid costly mistakes and changes along the way, and Menzies have experience to help this happen.

Laura Madeley, Director LMadeley@menzies.co.uk

LEADERSHIP MBA DEVELOPING INDEPENDENT THINKERS TRANSFORM YOUR THINKING

Designed for professionals who want to advance their career or to pursue their own business ideas, our MBA gives you the tools to turn business challenges into opportunities.

• Internationally recognised MBA programmes in fulltime, part-time and now with a new apprenticeship route • Accredited by the Chartered Management Institute and the Institute of Directors • Enhance your critical and strategic thinking

REALISE YOUR POTENTIAL

MBA APPRENTICESHIP

The Leadership MBA is accredited by the Chartered Management Institute (CMI) • Starting September 2019, study alongside your current job role • Take advantage of your employer's Apprenticeship Levy contributions to fund your degree • Bring new skills and ideas to your business and develop your future career potential

FIND OUT MORE Visit: www.brighton.ac.uk/leadershipmba Email: business@brighton.ac.uk.

Work-based projects will enable you to practically apply your new skills to the benefit of your business.

You will graduate with an MBA as well as the CMI’s Level 7 Diploma in Strategic Management and Leadership

42

www.sussexchamberofcommerce.co.uk

tel: 01444 259 259

business matters

february/march august/september december/january 2019 2019 2018 business business business edge edge edge

Cyber & Crime Insurance: Phishing for more Information?

With the rise of businesses operating online, the volume of transactions being processed is now at an all-time high. Unfortunately, Cyber-attacks are also at an alltime high, which means the vast amount of data held by a company can be at risk.

Gareth Roberts

Commercial Director Sutton Winson Recruitment & Payroll Insurance

The data held by a company can include NI numbers, bank account details for individuals and the hiring clients as well as confidential business information of your clients. Ensuring your business is covered with the correct security processes and insurance policies is a necessity. Failure to do so could result in a large GDPR fine for client data that has been lost or misappropriated.

Most businesses would be unable to trade without access to their IT systems, and an IT outage of only a few days could lead to a significant loss of business and ongoing financial losses.

We often hear stories of how organisations have suffered loses and interruptions to their general day to day operations due to confusion around what event is covered under what policy.

We would recommend that Cyber and Crime policies be purchased in tandem as both insure different scenarios. Below, we have laid out some simple differences between the two types of cover that may help your business stay ahead of the curve should an adverse event happen.

Cyber Insurance protects your company in the event of your data or systems being

compromised by a hacker or virus. This includes 3rd party claims and insurable fines for breach of privacy legislation (such as GDPR), a transmission of viruses and defamatory statements in electronic communications. It also includes your own losses in dealing with cyber extortion, the cost of expert assistance in mitigating the loss and ransom payments (if necessary), costs in reinstating your computer systems following a loss and your lost profit following a system outage. Insurers will also provide assistance in completing forensic and moderation work which can reduce the potentially on-going breach.

Claims Example: You log on to your computer to find that your system has been encrypted and all access has been blocked by a 3rd party.

They are now demanding payment via Bitcoin. Only once they have been paid will you have your systems back up and running to allow you to start working again.

Crime Insurance protects your company against theft of money, securities or property, including fraud caused by employees and fraudulent acts by 3rd parties. Most of these instances happen via your business’s own equipment, be it a work computer, laptop or mobile. This is why a lot of professionals confuse Crime policies with Cyber policies and vice versa.

A good Crime insurance policy includes Social Engineering. Social Engineering is defined within the dictionary as ‘the use of deception to manipulate individuals into divulging confidential or personal information that may be used for fraudulent

purposes’, and includes a wide range of issues such as “fake president’s fraud” and “phishing”. Again, this is often confused to be covered under a Cyber policy as the fraudulent contact is often made by e-mail or other electronic means.

Claims Example: A fraudster sends an invoice to your accounts department claiming to be from a person in power in your company (e.g.

Director, FD or CEO) and demanding that a payment is made to a specific bank account.

The fraudster pressurises the employee to release the payment immediately and said payment is released to the fraudster. These claims often fly under the radar until it is too late and the monies are irretrievable.

We recommend the following basic measures be implemented: Structured, regular, updated employee education and awareness training Internet security software on all systems, including mobile devices Regular security updates for all operating systems, application, mobile and browser software Strict and enforced password policy for all employees and contractors.

Buyer Beware Not all Cyber policies cover all of what is detailed above, and not all Crime policies include social engineering cover. www.suttonwinson.com

AS A CHAMBER MEMBER YOU’RE WELL CONNECTED

43

businessinmatters women business

august/september december/january february/march 2019 business edge

Local hospices welcome new CEO Sussex-based hospices, Chestnut Tree House and St Barnabas House have recently appointed Rosemarie Finley as their new CEO. Rosemarie has more than 30 years of experience in the healthcare sector. She is a registered nurse and health visitor and has held several senior leadership positions within NHS Trusts, the charitable sector and healthcare publishing. She was Chief Executive Officer at Myeloma UK immediately prior to joining St Barnabas Hospices as interim Chief Executive in February, leading to her appointment in May 2019.

Officer, as her hero. “I believe that she has put a number of taboo subjects that seriously impact our nation’s health into the public arena with great integrity and impact. The CMO’s approach has challenged many stereotypes and enabled us to think differently about issues such as tackling obesity. I believe that we need to use a similar approach to ensure end of life care is higher on the agenda of policy makers.”

Rosemarie said: “I am really looking forward to leading the charity into the next phase of its development. I want to make sure that we deliver the best care possible. It is really important to improve the ‘reach’ of both hospices, meaning that we must strive to reach more children, young people, adults and their families.”

St Barnabas House hospice and Chestnut Tree House children’s hospice receive very little funding from central government, so rely heavily on the support and generosity of the local community so that they can continue providing their vital care services.

If you would like to find out more about the ways you can get involved and show your support, visit www.chestnut-tree-house.org.uk or www.stbh.org.uk.

Rosemarie cites Professor Dame Sally Davies, the first female Chief Medical

Rosemarie Finley

ABC Translations – Helping your business go global Since its formation over 22 years ago, ABC Translations has continued to expand, improving its processes whilst maintaining its friendly service, attention to detail and strong adherence to deadlines.

Director and founder Julie Roff maintains a strong link in the community with local businesses (we’ve been members of Sussex Chamber since 1997!) and has noticed the increased demand for commercial translations as companies export into Europe and beyond.

It’s true that the world is a far easier place in which to do business than it’s ever been, but it’s a common misconception that everyone speaks English. In fact, more than 75% of the world doesn’t.

Organisations that embrace the global marketplace have access to millions of new customers for their products and services, and those that recognise the need for professional, accurate translations give themselves a competitive edge. Day-to-day business produces

44

an abundance of printed and digital communications.

Our wide range of commercial clients includes PR firms, beauty wholesalers, website creators, pump manufacturers, recruitment companies and industrial engineers, as well as law firms, accountants and patent agents. ABC Translations therefore only use qualified translators who work into their mothertongue with the appropriate skills and experience for each particular project.

It’s worth bearing in mind that creative content, such as websites, press releases and advertising, has a language all of its own. We take a smart, imaginative approach, revising tone and style where necessary to complement different cultural traditions and respond to buyer behaviour unique to certain countries. All assignments are proofed before delivery, and we are always happy to liaise with incountry agents to ensure that the finished product is absolutely right for the specific industry in the region.

www.sussexchamberofcommerce.co.uk

Julie Roff Helping Julie deliver the friendly, efficient service for which ABC Translations is known are Alison, Mandy and Susanna, who have been with the company for a combined total of 32 years! They work with our international team of experienced translators and interpreters to deliver nothing less than a gold standard service to our clients. info@abc-translations.co.uk www.abc-translations.co.uk

tel: 01444 259 259

women in business

august/september 2019 business edge

What type of Training is best for you?

Liana Lucine on why e-learning can be a false economy If you want a quick fix, to tick a box, to ensure against organisational liability, then go for E-Learning. If, on the other hand, you’re after organisational change, performance improvement and enhanced motivation, then you need to step back into the classroom.

Even the best online courses struggle to have a significant impact on behaviour, though they can be used to teach simple skills and basic procedures.

What are you aiming for? What result do you require? If it’s to introduce a new form or simple operating procedure, then an online course may meet your needs.

If you need to create a significant change in your business, then you need a live Trainer. A trainer you can talk to; interact

with and ask questions, in contrast to E-learning, which is a one-way dialogue.

A Training day is about much more than teaching. It is a safe environment for your staff to air their grievances, discuss their problems and feel that their organisation is listening to them. Not just that, but it provides a forum for problem-solving, brainstorming new ideas and forging new working relationships.

One of the most important and rewarding aspects of being a Trainer is seeing someone’s face light up as they ‘get’ what you’re saying, the exuberant handshake and smile they give you at the end of the day to tell you how much they’ve learned and how much they “loved” your Training. www.lucinetraining.com

Fine Marketing is a dynamic digital agency helping you to grow Within Sussex, there are countless agencies but talking to Julia; we discover that there is much more behind Fine Marketing that drives their enthusiasm for providing valuable relationships with customers and giving back to local communities.

The company specialise in bespoke website design and development, SEO, search marketing and analysis. Working with co-director, Oliver Sutton from Horsham, their considerable expertise and knowledge of marketing and web design focuses on services structured to a brand’s needs and growing aspirations. The added value is immediately apparent in the care and attention to detail with which they support their clients and, there is no doubt, that this company can tailor solutions and remain adaptable to changing online environments.

Previous experience in industries as diverse as private education, contemporary arts, charities, print, zero waste and care, prove just how versatile a marketeer Julia is.

FM’s commitment to the community is equally as diverse. As an active member of the Worthing Dementia Alliance and a Dementia Friends Champion, Julia is an ardent advocate for Dementia Friendly Communities. She also finds time to

pop into schools such as Worthing High, Newhaven UTC and the Seahaven Academy for careers mentoring and, is a key member of Newhaven Chamber, volunteering annually to co-organise the prestigious Seahaven Business Awards.

“Convincing clients that marketing, web design and SEO are important business investments is not always easy, especially when they are more worried about cashflow or a factory move” said Julia. “Helping companies understand the difference that web re-development and a well-founded marketing strategy can make goes a long way to reinforce our commitment to business growth and to establish a good working relationship.”

What are their targets for the future? Julia explains that they aim for gold every day at Fine Marketing which is reflected in her favourite sport, target archery at Ditchling Archery Club.

Julia Johnson, Director of Fine Marketing Visit www.finemarketing.co.uk to find out more or call them on 01403 292 120.

Email: julia@finemarketing.co.uk

AS A CHAMBER MEMBER YOU’RE WELL CONNECTED

45

business matters events

august/september december/january february/march 2019 business edge

Events & Training Diary

A lot of business people simply want to meet new clients directly and a cost-effective way of generating new business is networking. Networking is a great way of building your connections quickly at a very low-cost.

Our networking events will bring you face to face with some of the brightest business minds this county has to offer. They will give you the chance to grow your contacts through our 100+ annual events and get you shaking hands with the right people.

Please see below a selection of events which are now available for bookings.

Training isn’t just important to your company, it’s vital. Training across your workforce can improve competitiveness, morale, profitability, market share, customer satisfaction and company reputation. In these uncertain times training increases your ability to respond effectively to change.

We are proud to announce the expansion of our training programme, please see the next page for a selection of current and new courses which are now available for bookings.

Breakfasts 28th August

Economic Update

Chichester Yacht Club, Chicheste

29th October

TBC

Mercure Hotel, Brighton

18th September

Going for Growth: UK company growth strategies to 2021

Buxted Park Hotel, Uckfield

12th November

AGM & Update from the British Chamber of Commerce

Holiday Inn London Gatwick, Gatwick

10th December

Christmas Lunch

Ashdown Park Hotel, Forest Row

7th August

Speed Networking with the Neighbours

Hilton Avisford Park, Arundel

5th September

Grow Your Connections

LEAP, Chichester

23rd October

Grow Your Connections

Harwoods, Crawley

Lunches

Networking

Non-Members’ Events 30th July

Benefits of Becoming a Chamber Member - non-members only

TC Group

6th August

Benefits of Becoming a Chamber Member - non-members only

Sussex Chamber of Commerce Burgess Hill

3rd September

Benefits of Becoming a Chamber Member - non-members only

Sussex Chamber of Commerce Burgess Hill

15th October

Benefits of Becoming a Chamber Member - non-members only

The Hastings Centre, Hastings

Forums – Construction 26th September

46

Gatwick Airport update

www.sussexchamberofcommerce.co.uk

The South of England Event Centre

tel: 01444 259 259

business matters training

february/march august/september december/january 2019 2019 2018 business business business edge edge edge

Business Courses

Tailored Group Training

Sussex Chamber of Commerce will unleash your business potential by developing employers’ staff to perform effectively, efficiently and with pride to deliver excellent customer service.

Sussex Chamber of Commerce can provide on-site bespoke training courses, this is a fantastic way of designing one of our training courses to suit your business needs. This is a cost-effective way of training a group of your employees at the same time, on a date that suits you and at the premises of your choice.

A variety of short courses are available to all throughout the year. Typically, 1/2 day, one day and 2 days in duration, sessions are interactive and lively to ensure real benefits that contribute to the success of you and your business.

Scheduled Training Courses All scheduled courses are held at the King’s Church, 33-35 Victoria Road, Burgess Hill RH15 9LR Business Skills 31st July

Train the Trainer

9th September

Negotiation Skills

19th September

Building Client Relationships

3rd December

Building Client Relationships

International Trade 23rd September

An Introduction to Export Operations

1st October

Appointment & Management of International Agents & Distributors

10th October

A Foundation Course in Importing

18th October

Becoming an Authorised Economic Operator (AEO)

6th November

Using Documentary Letters of Credits, Drafts & Bills

7th November

Classification of Goods Using Commodity & Tariff Codes

Management & Leadership Skills 26th September

Introduction to Supervision & Team Leadership

2nd & 3rd October

Essentials of Leadership & Team Management – 2 Day Course

11th November

Stepping Up to Senior Management

13th November

Introduction to Supervision & Team Leadership

Personal Development & Communication Skills 8th August

Time Management and Personal Effectiveness

20th August

Presentation Skills

17th September

Confident & Effective Communication Skills

4th November

Time Management and Personal Effectiveness

Sales and Customer Service 5th August

Great Customer Service

14th August

Selling Skills for Results

16th October

Great Customer Service

For more information or to see our 2019 Calendar visit our website www.sussexchamberofcommerce.co.uk to book please call us on 01444 259 259.

AS A CHAMBER MEMBER YOU’RE WELL CONNECTED

47

business new members matters

august/september december/january february/march 2019 2018 business edge

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.

48

Allectra Ltd

Cheesmur Building Contractors

Factory Internet Ltd

2 Enterprise House, Bluebell Ind. Estate, Sheffield Park, Uckfield, East Sussex, TN22 3HQ

Cobbe Barns, Beddingham, Lewes, East Sussex, BN8 6JU

Creative Media Centre,, 45 Robertson Street, Hastings, East Sussex, TN34 1HL

www.allectra.com

www.cheesmur.co.uk

www.factoryinternet.co.uk

01825 721900

01273 858600

01424 540175

Allectra is a leading manufacturer and supplier of High Vacuum and UHV components including custom items. The company was founded in 2002 by two physicist entrepreneurs to bring a new approach to manufacturing high technology components to the scientific instruments market. In the last seventeen years Allectra has seen widespread adoption of its proprietary technology across multiple scientific disciplines. Allectra has three facilities with scientific and engineering capabilities, one in the UK and two in Germany, and ships worldwide.

Cheesmur Building Contractors is a multiaward winning SME based in Sussex and specialising in educational, residential and commercial construction, maintenance and refurbishment, facilities management services and heritage restoration. Services include partnering, design and build projects, and sustainable construction using Modern Methods of Construction (MMC).

Through continued staff development and their resulting achievements and contributions, Cheesmur’s award winning team provides a collaborative and proactive ethos engendered in the company mission statement to deliver “traditional values in a changing world…”

Trusted by large Telco’s, City Councils, Digital business’s and a whole range of SME’s, Factory Internet make Technology accessible and understood. Supporting customers towards business solutions and ensuring system and function availability, we guarantee working with Factory Internet will be a professional and pleasant experience. Our services include Monitoring systems for IT services, Managed services, Managed Security, Hosting, Consultancy & Professional services. We also deliver a range of products/software such as Cloud services, Connectivity, Office365 and Voice over Internet (VOIP).

www.sussexchamberofcommerce.co.uk

tel: 01444 259 259

business new members matters

february/march august/september december/january 2019 2019 2018 2018 business business business edge edge edge

Su s t a i n a b l e Pr i n t So l u t i o n s

Grommets Ltd

Judge’s Choice Petfood Ltd

MCR Media

Unit 2, Hollands Lane Industrial Estate, Henfield, West Sussex, BN5 9QY

Kemp House, 152-160 City Road, London, EC1V 2NX

Lyes Farm, Cuckfield Road, Burgess Hill, West Sussex, RH15 8RG

www.grommets.co.uk

www.judgeschoice.com

www.mcrprint.co.uk

01273 493355

01284 387008

01273 233558

Grommets Ltd are UK leading manufacturers and stockists of grommets and a large range of standard catalogue items and custom made parts. We stock a wide range of Rubber and PVC products, all manufactured and stocked in the UK but available for European and Worldwide export. We currently supply all areas of industry including, motor, rail and electronic companies with “Just in Time” parts for their production. We have the engineering technology to provide all your rubber solutions.

Judge’s Choice Petfood Ltd is a highly respected pet food company with a trading history dating back to 1991. Our brands which include Country Pursuit and Nature’s Harvest, are recognised both in the UK and internationally. In 1996, Judge’s Choice Petfood Ltd was granted the Royal Warrant for the supply of pet food to Her Majesty Queen Elizabeth II. There are only 810 companies in the UK that are granted the Royal Warrant and it is an honour of the highest magnitude.

MCR Media Solutions Ltd offers signage and the full range of large and small format printing. The industries we cover are: Facility and estate management, Retail shops and restaurants, construction companies and builders, Design and advertising agencies, Exhibitions, Shopping centres, Office and retail fit out companies, Councils, Sport Centres, Theatres, Art Galleries, Exhibition halls and bespoke items and installation services across the UK. MCR also specializes in web-2-print portals that are supported and designed by MCR Media for your business support. Using sustainable materials and processes, we deliver on time and at a competitive price.

Mortain Place Care Home

Woodlands Meed

WSM Plastics Ltd

93 Pevensey Bay Road, Eastbourne, East Sussex, BN23 6GF

Chanctonbury Road, Burgess Hill, West Sussex, RH15 9EY

www.barchester.com

www.woodlandsmeed.co.uk

Unit 7 Marlborough House, 64 Marlborough Road, Lancing Business Park, Lancing, West Sussex, BN15 8UF

07776 663715

01444 244133

A new luxury care home owned and operated by Barchester Healthcare will be opening on Pevensey Bay Road in October 2019. Mortain Place will provide residential and expert dementia care for 80 residents in the Eastbourne community for short breaks to long term stays. The Mortain Place marketing suite is open 7 days a week between 10am-4pm, where the care teams are on hand to answer questions about care for you or a loved one.

The Meeds SEND Alliance is a partnership between local schools and other agencies, based at Woodlands Meed School. We support children and young people with Special Educational Needs and Disabilities living and learning in Burgess Hill, Hassocks, Haywards Heath and the surrounding area, sharing resources, advice and training opportunities. We are expanding our offer to support local businesses with their provision for employees with additional needs, as well as gaining an understanding regarding how to support customers with additional needs.

www.wsmplastics.co.uk 01903 875888 WSM Plastics is an expert toolmaker and plastic injection moulding specialist of commodity plastics to high-end engineering polymers. Based in Lancing, West Sussex they offer a unique approach, focused on individual product development, by offering comprehensive and tailored services. They offer complete solutions from product concept, prototyping, tool making, plastic injection moulding to manufacturing of the final product all under one roof. WSM Plastics offer solutions to customers from a wide range of industries including aerospace, healthcare and medical sector.

AS A CHAMBER MEMBER YOU’RE WELL CONNECTED

49

business five minutes matters with

august/september december/january february/march 2019 2018 business edge

5 minutes with...

Duncan Wietscher Founder and Sales & Operations Director Newview

Duncan Wietscher is the founder and Sales & Operations Director of the South East’s largest independent family owned glazing company Newview.

We supply and install high performing windows and doors to New Build and Retro fit clients like Heathrow Airport, London City Airport, Network Rail plus numerous councils and National Housebuilders.

With our head office in Worthing and satellite office in East London, Newview currently employ 65 people and intend to expand further into West London later this year.

What was your first job and what was the pay packet?

I was a YTS at Kwiksave supermarket earning £32 per week! It made me realise early on that I was fundamentally a people person and it made me want to start my own business and not be in someone else’s pocket

What do you always carry with you to work?

My phone, my ipad and most importantly, my optimistic and positive mental attitude!

What is the biggest challenge facing your business?

It has to be the Skills and labour shortages that we are seeing in Construction, however we are setting up our own Apprentice and Trainee Academy in-

house to address these issues which will be open to young people, ex Army personnel and returners to work.

Also, operating in a sector of the industry that is a constant ‘race to the bottom’ in terms of price and service – We are a ISO9001 Quality accredited business operating in the construction sector with very low margins and a poor industry reputation, so demonstrating our business ethos and values can sometimes be hard.

If you were Prime Minister, what one thing would you change to help business?

I would make it a serious offence for big businesses to not pay their supply chain on time – the one big thing that stops a business in its tracks is lack of cash flow.

If you could do another job what would it be?

Politician – no question, in fact, Prime Minister! I have a keen interest in current affairs, Brexit and Politics and am constantly shouting at the TV

As a business person, what are your three main qualities?

I consider myself to be a good salesman, driven by a moral conscience, with passion

What was your biggest mistake in business?

Assuming bigger companies would have the same ethos and morals as us early on – they didn’t!

What advice would you give to aspiring entrepreneurs?

What can you see from your office window?

Loads of windows that need improving and replacing!!!

Check out your clients thoroughly – don’t just chase turnover. Be prepared to work harder and longer than your competition and never rest on your laurels. Don’t be frightened of things outside of your comfort zone. Be consistent and treat people as you would want to be treated

Who do you admire most in business?

Heathrow Airport. We have worked with them for 7 years and finally working with such a professional entity makes all the effort of the last 15 years worthwhile. They have also encouraged and helped us become a better and more environmentallyconscious company that has a Vision for the future that all of our staff buy into – What more can an entrepreneur want for their legacy?

50

www.sussexchamberofcommerce.co.uk

tel: 01444 259 259

Having a big audience is one thing, knowing how to engage them is another.

e: info@be-everywhere.co.uk t: 0191 5805 990 www.be-everywhere.co.uk

DEVELOPING MANAGERS, LEADERS AND ORGANISATIONS We are an international leadership institute with a presence in the UK, Europe and Asia Pacific.

Roffey Park Institute facilitates action-based, real-life learning, qualifications and research, tailored to the explicit change and challenge needs of our clients and their people.

We provide high impact training and development programmes, organisational development, qualifications and research customised to the needs of our clients. Our areas of focus are leadership development, management development, organisational development and HR development. Roffey Park Institute’s mission is to enhance the welfare of all people at work, to focus on how people think, act and change – together. As a result, we develop your people so that they develop your organisation, sustainability and for the benefit of all.

To find out more about our open programmes, customised training, qualifications and research:

www.roffeypark.com 01293 854055 info@roffeypark.com