Business Edge 52 by Distinctive Media Group Ltd

Inside 4 business matters 6 sustainable management 12 ask the expert 13 fine print 14 business support 19 inspirational leaders 24 cover feature 33 member offers 40 training and events 42 new members 46 5 minutes with

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Sussex Chamber of Commerce

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@

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FEATURE EDITOR

Welcome to our Business Edge magazine! Ana Christie

Chief Executive Sussex Chamber of Commerce

Chamber Wins The Chamber network has had several successes and Chamber wins this year. We have now set up a page on our website under “policy & representation – Chamber wins”. Whatever your business, whatever your issues, we are here to represent regional views to government. We’re your voice on a national and international level, campaigning on key issues to drive economic growth and performance.

The UK’s withdrawal from the EU The UK’s withdrawal from, and future relationship with, the EU continues to be one of the dominant features of the UK political landscape. The Chamber network is focused on the practical impacts and campaigning for clarity and answers to the concerns being raised by business. We have lots of useful information on our website on Brexit, however, please do contact us with any specific questions which we can put forward to government.

The People Campaign Access to people is one of the biggest issues facing our business communities. Companies are grappling with skills shortages, falling productivity and the changing nature of the workplace. Multiple changes to the skills system, varying quality training and resources and an evolving working environment mean that

UK businesses struggle to find the right people for their teams. British Chambers of Commerce research shows that over half of UK businesses say the time taken to fill average vacancies is longer than five years ago. The Chamber Network is working with government, businesses, academics and employees to address these crucial issues by focusing on three key areas: Shaping policy through the work of a new Workplace Training and Development Commission. Showcasing the range of diverse career paths on offer in Sussex as part of the Chamber of Commerce Business Showcase Days. Championing progressive employment and a flexible working culture by encouraging and enabling members to adapt their working practices in order to attract new and diverse talent. Further details of our campaigns can be found on our website under “policy & representation – Chamber campaigns”.

Festive celebrations Please join us at our Christmas lunch celebration on the 10th December. A great way to make new connections and enjoy a festive meal. To book please call the office. 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.

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CONTENTS welcome 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 4-5

cover feature

24-25

corporate social responsibility 28-29

sustainable management

member to member offers

business matters

chamber benefits

sustainable management

quarterly economic survey

36-37

skills development

finance

38-39

ask the expert

training and events

40-41

fine print

new members

42-44

business support

14-17

referral scheme

inspirational leaders

19-23

five minutes with...

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business matters

december/january february/march2020 2019 business edge

HSBC UK commits £200 million to SMEs in Sussex and Surrey HSBC UK has recently launched a £200 million lending fund to support small and medium-sized enterprises (SMEs) in Sussex and Surrey, as part of its commitment to help businesses realise their ambitions for growth and navigate Brexit. Andrew Steer

HSBC UK’s Head of Business Banking for Sussex and Surrey

The Sussex and Surrey Fund is part of a wider £14 billion fund for SMEs across the UK. Since launching the SME Fund in 2014, HSBC has committed more than £60 billion to UK SMEs as part of its commitment to help British businesses innovate, evolve and grow. The HSBC UK 2019 Fund includes increased ring-fenced pots for international businesses and for the agriculture sector. The allocation for international business has been doubled to £2 billion to help companies grow overseas, while the

agriculture pot has increased to £1 billion from £300 million last year. Andrew Steer, HSBC UK’s Head of Business Banking for Sussex and Surrey, said: “The launch of this year’s £200m fund shows our commitment to support the growth aspirations of SMEs across the region. This fund is all about helping businesses to take new opportunities and grow and we want to reassure them that we’re here to support them achieve their goals.” HSBC UK funding has benefitted many businesses across the region, including multi award-winning beauty firm BeautyPro. Earlier this year, Sussex-based BeautyPro secured more than £1 million funding from HSBC UK, enabling the company to drive efficiency across its business and double its turnover for a consecutive year. Ibs Ansari, Managing Director of BeautyPro, said: “As we continue to grow, it’s vital that

“The launch of this year’s £200m fund shows our commitment to support the growth aspirations of SMEs across the region. This fund is all about helping businesses to take new opportunities and grow and we want to reassure them that we’re here to support them achieve their goals.”

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we’re smart about the way we operate and employ the best quality resources. The funding we received from HSBC UK has enabled us to invest effectively in new product development that returns investment through strong sales.” Amanda Murphy, Head of Commercial Banking at HSBC UK, added: “Our SME Fund will help companies seize new opportunities for growth at home and overseas. “We’ve always supported ambitious businesses, and we see it as our responsibility to be there for our customers whether conditions are benign or challenging. “This year’s Fund is therefore part of a broader range of initiatives that we have in place to support British business as they navigate Brexit in a fast-changing world.” To help customers prepare for Brexit, HSBC UK has launched a dedicated helpline for customers with Brexit-related financial concerns and setup an online resource hub which provides support and advice on the steps businesses should take to plan for the future. The bank has had more than 15,000 conversations with customers about Brexit so far this year and has held more than 60 sessions across the country to talk to SMEs about the current economic landscape and how to plan for growth.

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business matters

february/march 2019 december/january 2020 business business edge edge

And the award goes to… 2019 has been an incredibly positive and successful year for us all here at BeautyPro Ltd. Our retail distribution has grown with launches into Boots and Holland & Barrett, along with the size of our team. We have recruited two new Business Development Managers, a new Warehouse Operative and a Social Media Manager. Additionally, award successes have played a huge part in our journey of 2019. We have won an extensive range of awards, either voted for by consumers themselves or by industry-leading panels. These award wins help to independently verify the validity of our products, allowing them to stand out from the competition. This year we have been honoured to win: Beauty Shortlist 2019 BeautyPro Nourishing Mask - Best Collagen Face Mask BeautyPro Eye Therapy - Editor’s Choice Award Guild Award of Excellence 2019 BARBER PRO - Best Male Grooming Supplier Pure Beauty Global Awards 2019 BARBER PRO Skin Renewing Foil Highly Commended natura Rose Mask - Highly Commended Natural & Organic Awards Europe 2019 natura Potato & Parsley - Best New Vegan Beauty Product - Finalist

natura Turmeric Mask - Best New Facial Skincare Product - Finalist natura Multi-Grain Mask - Best New Personal Care Product - Finalist The National Beauty Awards 2019 BeautyPro - Best Spa Brand - Highly Commended natura - Best Emerging Brand - Highly Commended Attracta Beauty Awards 2019 BARBER PRO Skin Renewing Foil Mask - Best Treatment Mask BeautyPro Gold Foil Mask - Best Hydrating Mask Pure Beauty London Awards 2019 BARBER PRO Foot Peel - Best New Male Skin & Body Care Product Furthermore, we have been shortlisted in the Sainsbury’s Beauty Awards and Beauty Magazine Awards with ASOS. Both Award ceremony’s take place in November 2019.

Charity This quarter, we’ve teamed up with cancer support charity Look Good Feel Better, to curate a limited-edition gift set, containing a selection of our award-winning sheet masks. For every sale of this this gift set we will donate 10% of the price to the Look Good Feel Better charity. Look Good Feel Better run support workshops, providing patients with valuable skills and techniques to manage the side-effects of cancer treatment, using appropriate products which help patients to care for their skin and wellbeing during, all stages of treatment. The workshops provide women, men and young adults going through treatment a welcoming and relaxed environment, where they can openly discuss their experiences and challenges. Contained within this gift set are four masks, enriched with powerful ingredients which help to rejuvenate and hydrate the skin. Great to use as part of your usual skincare routine or as and when required.

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sustainable management

december/january february/march2020 2019 business edge

A local company addressing the issue of waste Hastings based manufacturer of cable management systems, Marshall-Tufflex is leading the way on improving the environmental impact of buildings with products made from recycled PVC-U windows. Paul Hetherington CEO at Marshall-Tufflex

Marshall-Tufflex was established in 1942 and manufactures a range of cable management systems including the wall-mounted PVC-U perimeter trunking to route and contain cables - a familiar, if often overlooked part of many offices and public buildings. A British, family owned company with their Head Office and manufacturing facility in Hastings, Marshall-Tufflex also has distribution depots in Watford and Manchester. For more than 75 years, Marshall-Tufflex has been pioneering plastic extrusion in the UK and leading the way in areas of product research, development and innovation, especially when it comes to using recycled material. In the UK, approximately 120 million tonnes of waste are produced by construction, demolition and excavation each year, which accounts for nearly 60% of all UK waste. The recycling and reuse of materials is an important part of reducing the amount of material that ends up in landfill and optimising the use of resources. It also has a role to play in lowering the environmental impact of buildings and achieving a net zero carbon footprint. Paul Hetherington, CEO at MarshallTufflex is encouraging everyone to make more informed decisions when selecting, buying, installing and using PVC-U trunking systems. He explains: “Although building products with recycled content have been on the market for more than 20 years, their use has not been widely publicised and customers didn’t realise they had a choice. With growing awareness that the option of products with recycled content are available at the same quality and the same price, we hope that building owners will insist upon their use. “We are proud to be one of the companies that is leading the way by utilising recycled content in our cable management products,” Paul continued. “We currently use an average of 80% recycled material in our PVC-U products, with some product lines manufactured from 100% recycled content.”

The recycled plastic that Marshall-Tufflex uses is from both post-industrial and postconsumer sources. Post-industrial is waste and off cuts from PVC-U window fabricators and processors. Post-consumer waste is from PVC-U windows that are removed from buildings at the end of their lives. The plastic is separated from the other materials and processed ready for reuse. Depending on the product being manufactured, the recycled material is either used on its own or with a significantly reduced proportion of virgin PVC-U. “At the moment we stop the equivalent in weight of 300 double decker buses of PVC-U going to landfill each year. If more manufacturers of PVC-U building products joined us, we could make an enormous impact on this figure. “That is why we launched our industry award winning 2028 Vision campaign with the aim that by 2028 all PVC-U cable products installed in buildings are manufactured with a minimum of 50% recycled content.”

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Paul further explains, “The recycled PVC-U used for our cable management systems originates from window frames – a superior grade of plastic designed to withstand the elements. Once processed and re-used the material holds the same characteristics. This is a fact that our technical and engineering based customers have understood for a long time and it’s a message that’s now getting out to the rest of the market.” Marshall-Tufflex is also helping to reduce the environmental impact of its products by investing in UK manufacturing facilities. “We are proud to be a British manufacturer. This has also helped us to minimise the overall distance that our products are transported and keep the carbon footprint low,” Paul added. Changing the way that products of all types are manufactured to incorporate more recycled material is vital to reducing waste. Demand from customers is an important factor in facilitating change but manufacturers can also help by taking action and leading the market.

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business matters

When to invest in online research Sean O’Neill

Account Director, Bloomsbury Professional

Bloomsbury Professional Account Director, Sean O’Neill explains why business online resources are such an essential tool. With the need for access to upto-date library information becoming ever more important, ensuring you have this information can be what sets businesses apart. The IT revolution has affected all businesses, resulting in a push toward greater efficiency and a more mobile workforce. Using online resources, such as websites and databases, has now become a common method of finding the information you need, but there are varying levels of credibility and ease of use. Professional law and accountancy firms need to look at building a library of resources that are kept up to date and provide a variety of material. Online databases can include a full library of books, so for a business looking to increase their information sources rapidly, this can be a great way to do so at a lower cost since the information contained online can be accessed and shared. Books which are referred to frequently, can also be purchased in hardcopy if so required. There are many free online resources already available to professionals. But there is a risk to the professional, be it a lawyer, tax consultant or accountant, and hence to the client, that the information obtained from these sources may be less credible or up to date than it could otherwise be. The ability to show the superiority of advice helps firms stand out and create real value. Think about how often you need to be kept up to date on what is happening in your area. Are there frequent developments that your client will expect you to be knowledgeable about? What resources might your competitors be investing in that allow them access to this kind of knowledge? Ultimately, having information at your fingertips through the use of a database gives you more time to interact with clients and drive your business forward. Bloomsbury Professional Online provides a range of services, covering multiple areas of law, tax and accounting. For more information or for a free trial, visit our website.

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december/january august/september2020 2019 business edge

Working towards a sustainable future Mention sustainability and most of us will probably think about climate change. In business, sustainability is sometimes talked about as purpose beyond profit or the triple bottom line of profit, people and planet. The need to consider sustainability in a broader sense is actually captured in s172 of the Companies Act 2006. Enhanced reporting requirements introduced this year for larger companies mean that Directors must report on how they are acting in a way that they consider, in good faith, would be most likely to promote the success of their company for the benefit of its members as a whole, and in doing so have regard to various other stakeholder interests covering: 1 the likely consequences of any decision in the long term; 2 the interests of the company’s employees; 3. the need to foster the company’s business relationships with suppliers, customers and others; 4 the impact of the company’s operations on the community and the environment; 5 the desirability of the company maintaining a reputation for high standards of business conduct; and 6 the need to act fairly between members of the company. I also think of sustainability in terms of a company’s business model and its ability to adapt and deliver future earnings. These are huge challenges and the Chamber network exists to bring companies together and to help our members trade locally, nationally and internationally, whilst working to make the place where they do business better - and the Chamber network itself needs to stay sustainable to continue to deliver to all our stakeholders.

Rob Clare

Chairman Sussex Chamber of Commerce

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sustainable management

december/january february/march2020 2019 business edge

How one small ethical business changed a multinational industry When eco-conscious Brighton entrepreneur Su Hardy set out in 2002 to launch a greener, more convenient and healthier alternative to tampons and pads, she had no idea that 17 years later the Mooncup® would be a leading force in tackling the taboo around periods and at the vanguard against single-use plastic. The company became an employee owned business in 2014 and Hardy retired in 2017. Today, the Mooncup menstrual cup is available in over 50 countries around the world, and the company continues to pioneer as the first sanitary protection manufacturer in the world certified as an Ethical Business.

Breaking barriers While plastic free periods are making news today, things were different in the early noughties. Talking openly about periods and vaginas often provoked an awkward laughter or even revulsion. Challenging the “yuck” factor through bold and humorous advertising campaigns, and raising awareness of the issues with disposables, was an important part of the early work at Mooncup. Women today are more aware of the chemicals and dioxins found in tampons and pads. With the current heightened

awareness around climate change, the consumer behaviour around single use plastic is also changing. With disposable pads being made of up to 90% plastic, the demand for reusable period protection has exploded. This hasn’t gone unnoticed even by the multinational sanitary product giants. Eileen Greene, Mooncup® Sales Director, says: “We’ve seen a lot of competitors entering the market recently. However, it is clear that many don’t operate with the same environmental or customer care ethics as us. Some are cheap imports from China which can mean corners are cut on quality and some come with plastic packaging. It’s vitally important to us to continue to manufacture in the UK, to ensure the

highest quality standards and reduce the environmental impact. As a company we feel strongly that we’re not here to ‘accessorise’ periods, by creating a range of colourful cups or waste-creating products such as wipes or washes – which are simply unnecessary. Our product has not changed because we know our customers want a high-quality cup that is as simple and safe as possible, free from bleaches, dyes or toxins.” Since 2002, thanks to the Mooncup users worldwide, 2.1 billion fewer tampons or pads have ended up on beaches or in landfill. That’s one big number for a small Sussex company.

The importance of social responsibility Mike Hedges Director of Beard

want their partners and contractors to do the same.

While most companies will do their bit for charity, increasingly this is no longer seen as enough and corporate social responsibility, in its widest sense, is now an essential part of how a company is run. This involves giving something back to the wider community but, increasingly, any initiatives need to have clear objectives and be measurable.

One of the measures that Beard takes seriously, but which is available to most companies, is a focus on young people. This can be offering training and skills to young people through apprenticeships, work experience or permanent jobs with development built in. Providing this in such a way that the young person gains valuable skills, doesn’t only help the young person but can also make a difference to employees too. They can develop their own skills, such as coaching, interviewing or presenting, while it also creates a sense of contentment and increased motivation.

Public sector organisations in particular, want their private company partners to clearly demonstrate what they have done and will do for the community even before they award any contract. Local Authorities are measured on wealth creation and what they have put back. They want to show social value and so

There is also growing evidence that potential employees are more attracted to companies that proactively carry out a wide range of CSR activities. Sustainable management is fundamental, both in terms of helping to ensure the longevity of a business but also by making sure that every business has a positive impact

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on other companies they work with, the environment and the surrounding community. In construction this is more important than ever, as every project has a demonstrable impact on each of these areas, so ensuring this impact is a positive one is essential. Of course, the need for charity donations is still there and in Beard’s case this stretches from sponsorship to donations to churches and schools. Just two years ago, for its 125th birthday, Beard showed its commitment to charitable giving by setting up the Beard Charitable Foundation. The Foundation will provide grants to support employees in their charitable and community pursuits with funding ranging from £500 to £5000, with grants totalling £20,000 per year. While not every company is able to set up its own foundation, giving back to both charity and the community has never been more important – to customers, employees and wider society.

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skills business development matters

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Apprentice Georgia Alston’s flourishing business shows ice cream’s not just flavour of the month Award-winning entrepreneur Georgia Alston has vowed to take her artisan ice cream business into parlours nationwide – but only after she finishes her degree apprenticeship. The 26-year-old apprentice oversees familyrun company Pinks Vintage with her mother, while studying for a day each week at the University of Chichester. Such has been the impact of her degree on the business that they have moved from their Bognor Regis home into their first parlour – but it was only a tragic encounter that compelled Georgia to join. “I never really had any interest in ice cream,” she says. “I was studying to become a radio journalist at university until my mum broke her leg just before the summer. She asked me to step in and drive the van during our busiest months - and then I fell in love with the business.” Georgia, studying for a Chartered Manager degree apprenticeship, admits that dropping out of journalism school to sell ice creams raised a few eyebrows, but her decision has since been vindicated with the rapid development of the frozen-dessert company. “My mum made me write a 24-page business plan and present it to her and my dad in a Dragons Den-style pitch before I could join,” said Georgia. “I wouldn’t be where I am today without her.” Since starting her apprenticeship at Chichester, Georgia has helped Pinks Vintage grow from just one ice cream van to two, and a retro tricycle, which they take to 250 weddings each year across the UK, along with parties and corporate events including those hosted by celebrities Kate Winslet and Keith Richards. Just two years into the Chartered Manager course, she said she is already reaping the benefits of the programme, which has helped her understand the principles of management to develop her leadership skills. The University’s venture into degree apprenticeships – some five years ago – has proven popular with businesses and employees alike. There are nearly 100 students undertaking degrees in business, digital, engineering, social work, and teaching, alongside the Chartered Manager course. “I try to bring everything I learn in class into practice,” say Georgia. “Last week we were studying project management and I literally began implementing what I learnt the very next day.” Georgia’s striking impact on her business hasn’t gone unnoticed in the industry. She recently scooped the famed Guido Morelli ‘rising star’ accolade for overseeing Pinks’

Georgia Alston rapid growth – and in doing so become its first female recipient.

help them back into a job – by reintroducing them to working life slowly.

“It was quite a shock to receive the award,” she said, “particularly as the ice cream industry is quite a male-dominated sector. I want to build on this success with the knowledge learnt on my degree to launch Pinks Vintage Ice Cream across the UK – so keep an eye out for us.”

“The more ice creams we sell, the more parlours we can open, and the more jobs we can create.”

Georgia and her mother are now opening their first ice cream parlour on Bognor Regis seafront, where they will also make their own ice cream. “This isn’t just about expanding the business,” says Georgia, “I’m invested in helping people.

Despite her bursting workload, squeezed between University study, Georgina says she will continue to make time for her passion – behind the window of her van selling ice creams on the seafront. “I’ve fallen in love with the business and I wouldn’t want to be anywhere else,” she adds.” For more on the Chartered Manager degree apprentice at the University of Chichester go to www.chi.ac.uk/apprenticeships.

“We’ll be opening six part-time positions for people who are long-term unemployed to

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ask the expert

december/january february/march2020 2019 business edge

Integrating your CRM System You (probably) have a website, and may have a CRM (or Customer Relationship Management) system. However, if the two aren’t connected, you may be losing out. CRM system integration is valuable, not only for your business, but also for your team. Creative marketing agency, Storm12, explains why. Ben Harvey

Chief Technical Officer Storm12

You may not already be aware that you can link your website with your CRM system. Although this might seem like a daunting task, there are many benefits to bringing the two systems together. Your website probably has an enquiry form of some sort. Without any integration, your website will collect a visitor’s details and probably put them into an email that’s sent to one of your team. That person should first check to see whether the contact already exists, and then copy / paste (or type!) the visitor’s details into your CRM system manually and assign the new contact to a category and perhaps a sales person responsible for the follow-up. In its simplest form, integration starts with an enquiry form on your website that collects visitor details and submits them straight into your CRM system so your customer services and sales teams can do the follow-up. This means there’s no human interaction between the collection of the information and it getting stored in your existing CRM system. There are two main advantages of this basic integration: less human interaction means

fewer opportunities for mistakes as data is typed in; and secondly there’s a saving in administration resource to handle the process. Many CRM systems make this sort of integration easy to achieve, provided your website builders can embed the form code in your site. The downside is that it might be tough to control how the form looks in your website, so it might not look as slick as you’d hope. As the type of integration gets more sophisticated, extra features are possible. Not only can information collected by your website be saved automatically into your CRM system, but the CRM system can send information back to your website. The Sussex Chamber website gets its training course and event listings from SageCRM, and maintains its list of members and their status using the CRM system, all automatically. Again, the big advantages are the accuracy of information and the minimal need for admin resources. But there’s another big advantage: the information can be used to create useful features for website visitors that wouldn’t otherwise be possible. The ultimate goal of many businesses when integrating their CRM system and website is to achieve fully joined-up marketing, in which their campaigns are end-to-end. They start with information captured through their website that feeds targeted mailing

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lists stored within the CRM system, and end with tailored landing pages on the website that track each target’s interactions and help the sales teams to maximise the opportunity. Achieving this level of integration is not an easy process, and therefore the costs can be relatively high. For your business the decision of whether to go down this route would rest on many factors, such as: The flexibility of the platform upon which your website is built; The skills of the agency who built your website; How integration could benefit your sales process; Whether the cost of integration could be recouped in additional profitability (either through revenue or cost-savings); and The range of information available through your CRM system’s API (application programming interface). If you want to explore the idea of integration those would be the starting points for your initial research work. Here at Storm12 we’re always happy to hear from companies we might be able to help, so if you’d like a chat over a coffee please get in touch. And speak to Sussex Chamber if you’d like to find out how their project went!

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fine print

february/march 2019 december/january 2020 business business edge edge

ISO accreditation – make sure it’s properly certified Eddie Finch

Director, Chapter Three Consulting

The Cybersecurity Playbook: How Every Leader and Employee Can Contribute to a Culture of Security by Allison Cerra Published by Wiley

A few years ago here at Chapter Three Consulting we started on a long and at times difficult journey, to try and differentiate ourselves from our competition and demonstrate our values by achieving ISO certification. This journey started with certification to ISO 9001:2008 (Quality Management) and we continued relentlessly on through ISO 27001:2013 (Information Security Management). We then migrated to 9001:2015 and went through recertification. We enjoyed the journey so much that we qualified as Lead Auditors for both standards and we have started to support other companies who want to go on the same journey. We have learned many things along the way and we would like to share some of them with you here. We were initially surprised by the number of different levels of ISO certification that appear to be out there in the industry in the same way that there are different ways you can be awarded a degree. For instance, you could spend several years immersed in a subject at University to earn a degree, do one part time or just go online and buy one. I have seen companies that claim to be ‘working to’ ISO standards and therefore give the impression of being ISO certificated without ever doing the work. Then there are companies that may have been ISO certified at some point in the past but don’t want to let go, and they think they can wear the badge for life. Finally, there are those organisations who have put the work in and who are certified as having achieved an ISO standard. Continued certification entails keeping the standard current within the organisation by way of conducting regular internal and external audits. But it doesn’t stop there because then there appear to be a number of different accreditation bodies out there and who knew that? UKAS is the UK’s only National Accreditation Body and for this reason, if you are going to go on the ISO journey, you should seek certification from a UKAS accredited certification body, and you can check to see who is currently accredited here www.ukas.com

The real-world guide to defeating hackers and keeping your business secure Many books discuss the technical underpinnings and complex configurations necessary for cybersecurity—but they fail to address the everyday steps that boards, managers, and employees can take to prevent attacks. The Cybersecurity Playbook is the step-by-step guide to protecting your organisation from unknown threats and integrating good security habits into everyday business situations. This book provides clear guidance on how to identify weaknesses, assess possible threats, and implement effective policies. Recognising that an organisation’s security is only as strong as its weakest link, this book offers specific strategies for employees at every level. Drawing from her experience as CMO of one of the world’s largest cybersecurity companies, author Allison Cerra incorporates straightforward assessments, adaptable action plans, and many current examples to provide practical recommendations for cybersecurity policies. By demystifying cybersecurity and applying the central concepts to real-world business scenarios, this book will help you: Deploy cybersecurity measures using easy-to-follow methods and proven techniques Develop a practical security plan tailor-made for your specific needs Incorporate vital security practices into your everyday workflow quickly and efficiently The ever-increasing connectivity of modern organisations, and their heavy use of cloud-based solutions present unique challenges: data breaches, malicious software infections, and cyberattacks have become commonplace and costly to organizations worldwide. The Cybersecurity Playbook is the invaluable guide to identifying security gaps, getting buy-in from the top, promoting effective daily security routines, and safeguarding vital resources. Strong cybersecurity is no longer the sole responsibility of IT departments, but that of every executive, manager, and employee.

About the author: Allison Cerra brings a practical approach to demystifying the confluence of significant technology trends – including mobility, cloud, big data, security, and collaboration – and signalling where these forces could lead cultures in the future. In 2015, Cerra joined the cybersecurity industry, where she marries her calling for marketing with a cause of educating unwitting participants in a virtual battle that is underestimated, if not ignored, by far too many.

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december/january february/march2020 2019 business edge

Ransomware threat soars Britain’s now a top target for ransomware attacks so all organisations need to be much more vigilant. The threat has been exacerbated by victims paying up and thereby encouraging more criminals to use ransomware. The availability of open source malware kits has also made it easier for less experienced criminals to launch attacks.

The UK has suffered a 195 per cent increase in such attacks this year, compared to a 59 per cent decrease in 2018. Meanwhile, total global malware detections actually fell in 2019 after a record-breaking 2018. According to a new report from cyber security provider SonicWall there were 6.4 million attacks in the UK during the first six months of 2019. Ransomware disables technology and demands ransom money before devices are unblocked. There are two types. The first type encrypts the files on a computer or network. The second locks a user’s screen. The ransom is often demanded in a cryptocurrency – such as Bitcoin. Your devices can be infected via a number of routes. You could be tricked into running programs that look legitimate. These may arrive via a phishing attack when you receive email attachments or links to websites which look genuine. Some ransomware exploits unpatched vulnerabilities in software while simply visiting a malicious website can also be enough to expose your business.

NCSC advice

One notorious attack was WannaCry which hit many UK organisations, including the NHS. More recently, Eurofins Scientific was hit. It provides forensic services to law enforcement agencies and the attack crippled police forensic services for a sustained period, delaying court hearings and investigations. Eurofins was reported to have paid a ransom to unlock its files. Outside the UK, aluminium producer Norsk Hydro was also hit earlier this year, forcing it to halt production at the cost of millions of dollars in lost earnings.

IMAGINE HAVING ACCESS TO ALL THE BEST IT SERVICES.

The UK’s National Cyber Security Centre has published advice on how to protect your company which includes: improved defence against phishing attacks; better software vulnerability management and patching; controlling code execution; filtering webbrowsing traffic; and controlling access to removable media. Gary Jowett from Computer & Network Consultants in Brighton said: “Cyber criminals clearly see the UK as a lucrative source of income but paying the ransom only encourages more attacks. Your cyber defences need to be solid before such a disaster happens and employees need to be constantly reminded about the threats that may come from emails, social media, the internet of things and many other digital interactions.”

ISO 9001:2015 & ISO 27001:2013 Certified

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

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New updated online training: Introduction to Dangerous Goods by Air, Road, and Sea; Overview for Management and Staff Some of the world’s worst transport accidents have been caused by goods not properly packed becoming dangerous in transit. Many goods, including everyday items are dangerous if not packed or stowed according to international standards. EU and international legislation states that all staff directly or indirectly involved in the transport of goods classed as dangerous must receive training appropriate to their job. Introduction to Dangerous Goods by Air, Road, and Sea; Overview for Management and Staff training course will introduce you to the regulations governing the safe transport of dangerous goods by air, road and sea, and is designed for anyone whether they are management or staff who should be aware of this subject and have an understanding of their responsibilities. The programme of this training course was updated recently and now includes a revised script and new footage filmed in working warehouses and container ports, plus a general overview of the dangerous goods regulations for air, road and sea.

Key topics: • Responsibilities in law for dangerous goods • The hidden dangers in everyday items • Why and how goods are classified, packed and labelled It targets staff at all levels - director, manager, packer, production director, personnel manager, delivery driver, laboratory technician, supervisor, and warehouse staff. In fact, anyone who in any way is involved in dangerous goods. To see all FTA’s Online Dangerous Goods training, please visit www.onlinedangerousgoodstraining.com For any queries, please contact us on 01293 539119 or sales@onlinedangerousgoodstraining.com

onlinedangerousgoodstraining.com CDMT – a corporate part of FTA

Do you ship parcels? This is a big overhead and prices are going up and not down. A new approach is needed to reduce this cost, you need to speak to Parcel Club. info@parcel-club.co.uk | www.parcel-club.co.uk AS A CHAMBER MEMBER YOU’RE WELL CONNECTED

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december/january february/march2020 2019 business edge

The Battle of the Business Software Acronym: SFA vs CRM What are they and which is right for your company? Let me start with a quick “official” definition of both Sales Force Automation (SFA) and Customer Relationship Management (CRM). SFA is, at its most basic, a collection of tools in a piece of software that allow a business to manage and streamline their sales process (and team). CRM, on the other hand, is a collection of tools in a piece of software that help businesses manage their relationships with their customers, at all stages of the customer journey. Sound similar? Yeah, I think so too. And that’s because they are. A lot of CRM systems out there have a selection of sales force automation tools within them. There are also quite a few SFAs have limited customer relationship management tools to help the sales team keep on track. In short, not all CRMs have great SFA tools and not all SFAs have good CRM elements.

So which is right for your business? As someone who runs a company who develops and sells a CRM system with some great SFA tools within in, I’m going to do my best to maintain some impartiality…but you know, want to be upfront about where I’m coming from. The question really comes down to how you run your business and where the focus of this new software is going to be. So I’d like to explore both options: SFA system with CRM elements and them CRM solutions with SFA tools.

SFAs with CRM Elements In my experience, there are three key benefits businesses are looking for from SFA systems: First, tools and features that help keep your sale team focused on the right information at the right time. This way they can make the follow up call, nudge a negotiation that’s gone on too long, and chase up the odd overdue invoice. Having the CRM elements that tell them when the last call with the service team was, can feel less important. The second point businesses are looking to address is more about making sure salespeople get all that “boring”, admin

work done. It’s about automating those jobs that are easily overlooked in the rush to close a sale. (Hey, I’m casting no stones, I’m a salesman myself.) But this automation of the creation of reminders, updating linked information, and sending drip emails…it’s something that SFA tools can really help to address.

with each individual customer is playing out. Customer service can see what originally brought them on board and sales can see when something isn’t going to plan BEFORE they call to chase an invoice.

The final thing I think businesses are looking for with a SFA system is all centred around reporting. Managers want to be able to easily get access to pipeline information, task completion figures, and even build their own comparative reports. These kinds of insights aren’t about being big brother… they’re about keeping tabs on how your business is performing.

Annoyingly I’m not going to tell you the answer (for all that the salesperson side of me is screaming out to do so). Every business is different and needs to decide for themselves what kind of system will most benefit them and their users.

CRMs with SFA tools

Go out and get a personal demonstration with a couple of systems that look like they might fit the bill. Sign up for a free (or even a paid trial) to test that system out for yourself. Spend time on the phone with your potential providers to find out if they are the kinds of people you want to do business with…after all, this is a system you will be using to run your business. You want to make sure you actually LIKE the people who you’ll be working with to make it fit you and your team.

Although SFA systems can be really powerful for the sales team, I firmly believe that a manager should ever completely silo the data from one side of the business from another. The information about recent customer service requests, upcoming invoices, and ongoing sales negotiations—that’s all information that has a huge impact on the relationship you’re building with your customer. Breaking it into separate chunks, in my opinion, hobbles your team. Having a system, on the other hand, that has both all of those great relationship management tools working in tandem with powerful sales enablement features…well, that just makes sense to me. Your sales team can work with everyone else in your business to build and contribute to those strong relationships, while also focusing on bringing in revenue.

I’ll ask again: Which is right for your business?

I will leave you with one last piece of advice, however: Try them out before you decide.

To talk to a member of the OpenCRM team about your CRM software can benefit your business, call 01748 473000 or visit us at

www.opencrm.co.uk.

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

With everything all in one place, everyone in your business can see how your relationship

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Are you ready for the Senior Manager’s Regime? On 9th December 2019 there is a major change for most financial services firms in the UK.

9th December 2020 to assess these individuals and issue their initial certificates. Certification will be annual and you will need to make sure you have a process in place to document how and why you are satisfied that these people are sufficiently fit and proper to carry out their roles and how you will assess their ongoing fitness and propriety

The FCA withdraws the Approved Persons Regime and all regulated firms will come under the Senior Managers and Certification Regime. Senior Managers who hold Controlled Functions (CF) will be mapped across to the equivalent Senior Manager Function (SMF). Here are some questions that you may wish to ask yourselves: Have you considered how SM&CR will affect your current Executives and how it may impact your Non-Executive Directors? Have you finalised your Management Responsibilities Map and Statements of Responsibility? Have you updated your firm’s job descriptions to reflect responsibilities under SM&CR? Have you documented how you will assess the fitness and propriety of your senior managers and how you will demonstrate this to the FCA?

Conduct Rules There are a new set of Conduct Rules that will impact all but your ancillary staff, your Senior Managers and Certification Staff will have to know about these by 9th December 2019, all other staff will need training by 9th December 2020. If you cannot answer yes to these questions and would like some assistance to get your firm over the line, please contact us using the details at the end of this article

Have you identified your certification individuals? Do you know which of your staff will be under the certification regime? You will have until 9th December 2019 to identify who will need a certificate. The good news is that you have until

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inspirational business matters leaders

february/march december/january december/january 2019 2020 2018 business business business edge edge edge

Leading the way to safety You may know of a business or two that were started on a kitchen table or in a garden shed. Baldwin Boxall is one such business. Back in 1982, founders Terry Baldwin and Dave Boxall made the brave decision to leave their jobs to set up their own company. Today, Baldwin Boxall manufactures industry-leading public address, voice evacuation and disabled refuge systems – all of which are entirely manufactured in the UK. Now, over 35 years since their foundation, the company has celebrated their most successful year ever, both in terms of turnover and profits. An independent company solely manufacturing these safety systems in the UK, you’ll find Baldwin Boxall equipment installed in many large scale venues across Europe, the Middle East and Australia, in addition to the UK. Airports, railway stations, metro systems, tourist attractions, shopping centres, skyscrapers and cinemas are just a few of the developments to have benefitted from their expertise. Indeed, some of the most iconic buildings in the UK are fitted with Baldwin Boxall’s equipment including Tower Bridge and The Shard. At a time of uncertainty for businesses, what is the secret of their success? Nick Baldwin, Sales and Marketing Director provides us with an insight into their operations. “We don’t have an MD,” explains Nick. “Instead we have four company Directors who make decisions collectively, around the table at our fortnightly directors’ meetings. We work closely together for the good of the company. “Each year, the directors and management meet to agree on our strategy and goals for the 12 months ahead and also for the next three years. This strategy is communicated to all of our employees at our annual AGM, for which we close the company for the day, so everyone can attend. “Always looking ahead, we put great emphasis on R&D too, that’s how we came up with the world’s first disabled refuge system, it’s a piece of safety equipment with which Baldwin Boxall has become synonymous and it’s a key element of our success today. “I can’t emphasise enough the importance of openness and honesty in business. Staff need to know the direction in which the

Nick Baldwin

Sales and Marketing Director, Baldwin Boxall Communications

company is going, so we are completely open about how things are in the business. By opening up to your colleagues, whether it is about a business challenge or a success, you engage the team in adhering to our vision and values, achieving goals and inspiring everyone to work together.

“We’ve found recognising colleagues’ achievements helps in motivating our team. Our staff incentive scheme rewards employees who come up with ideas for business improvements, whether these are for new products, improved processes or cost savings.

“Our open-door policy means all staff can ask anything, you can talk to one of the directors at any time or to someone in our HR department. We also communicate our goals and successes through our weekly management meetings and via our quarterly staff newsletter.

“Investing in staff training is vital for business success too. The skills gap has been a challenge for us, as it has for many manufacturing businesses, but we mitigate this by providing comprehensive training for our employees.

“We’ve got an excellent team here, who we love and a great relationship with our customers too and I can’t emphasise enough the importance of good communication in building these effective working relationships. “Providing clear goals is important too, we reward those who reach their goals with a bonus at the end of the year. We’re social too, going out for a meal at the end of each period when we reach our targets.

Our open-door policy means all staff can ask anything, you can talk to one of the directors at any time or to someone in our HR department. We also communicate our goals and successes through our weekly management meetings and via our quarterly staff newsletter.

“At Baldwin Boxall, we offer a range of engineering-related apprenticeships, management training for those new to leading a team, as well as training specific to particular roles, like handling exports. The Chamber of Commerce has been particularly helpful in delivering some of this more specialist training. “Looking forward, new markets are opening up for us, including Australia, where we’re the first manufacturer globally to meet their new standards for voice evacuation systems. Hence our orders in Australia have grown by 40% in just 12 months. “Whilst back at home, we’re involved in some exciting schemes like the second phase of the Battersea Power Station redevelopment. To meet this increasing demand, we’re doubling the capacity of our Crowborough manufacturing facility over the next two years which will allow us to meet our growth plans over the next ten years.”

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Be Inspired, Be Original, Be You

Degree apprenticeships The University of Chichester has partnered with organisations across Sussex to deliver degree apprenticeships – developing a new workforce capable of hitting the ground running when they graduate. Programmes are available to existing employees or new apprentice recruits, and allow students to combine study for an under-or postgraduate degree with a full-time or part-time job. Routes include: • • • • • • • • •

Chartered Manager Digital and Technology Solutions Professional (Business Analyst) Digital and Technology Solutions Professional (Software Engineer) Digital Marketer Electrical/Electronic Technical Support Engineer Manufacturing Engineer Postgraduate Teaching Apprenticeship Senior Leader Masters (MBA) Social Worker

“”

What employers say Henry Powell, CEO of Inpress Plastics, said: “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.”

Find out more about how your business could benefit at chi.ac.uk/apprenticeships Alternatively email apprenticeships@chi.ac.uk

inspirational business matters leaders

february/march december/january december/january 2019 2020 2018 business business business edge edge edge

Communicate, communicate, communicate Building on a business career spanning 28 years, Andrew Carr heads up the European division of APG Cashdrawer. Taking the helm just three years ago, Andrew’s overseen the business’s transformation from a manufacturing company to a sales company that manufactures. Serving the retail, grocery, convenience, hospitality, and quick-serve environments, APG provides cash drawers and cash management solutions which enable retailers to eradicate cash losses, reduce cash handling and improve the in-store experience for customers and staff alike. “Our cash management solutions enable businesses to tell how much money is in any cell of any cash drawer, in any till, in any country, anywhere in the world,” explains Andrew. “Whatever the currency, right down to the specific denominations of the coins. Errors can be flagged up and remedied immediately, giving customers and retailers peace of mind.” Demand for their products is strong and they’re finding new markets, at a time when you might assume retail opportunities are contracting. For their products bring about a level of security and certainty at the point of sale which is all the more important given the challenging retail environment. Andrew joined the business following a career heading up several IBM businesses and working for Toshiba, so he’s well placed to share business insights. “The world is changing at a more rapid pace than ever before, businesses need to keep an eye on this change and keep pace with the market. To achieve this in our own business, we identified technological innovations and process improvements which needed to be implemented to drive business growth. “Once you’ve identified the steps required to transform a business, you need to engage people in the process. Ultimately, a business is all about the people. So when you’re looking to bring about change, you need to connect with people and bring them on the journey with you. Everyone needs to understand the part they play in achieving your business goals. “I can’t emphasise enough the importance of communication at all levels in a business, especially when change is concerned. Communicate, communicate, communicate. Clear outward communication is a necessity, but so is listening effectively. Truth, trust and honesty are vital.

Andrew Carr

Head of APG’s European division

“Many parts contribute to the jigsaw of business success. There’s no point creating a business strategy without ensuring your team have the skills to reach those goals, so it’s crucial to modernise capability and skills in your organisation. We realised there were skills we had to have to help drive the business forward, so we’ve invested heavily in staff training. “A couple of years ago, we developed an 18 month staff training programme and we’re just about to hold our first ‘graduation’ for employees who’ve completed the training. Then in January, a new cohort will begin the programme. We want our people to flourish, the more you invest in people, the more skilled they become, the more they enjoy life and the better we become as a company. “We focus on having fun too, it’s one of our ‘fundamentals’ including “doing the right thing’, ‘thinking first’ and ‘speaking straight’ – amongst others. When there is a problem, we encourage no-blame problem solving. All of these values or fundamentals help to build a healthy

company ethos, in which we’re supportive of one another and value each person’s contribution. “People need to know they’re valued. Amongst other things, we’ve introduced a staff bonus scheme, which is based on the company’s performance. We spend a couple of days, sitting down with each employee, handing out the bonuses and chatting about their contribution to this success. Typically, these meetings involve me as MD, the director who reports to me, the employee receiving the bonus and their line manager, it’s time consuming but hugely beneficial in terms of staff engagement. “We’ve come a long way in three years, the company is significantly different to how it was before we set off on this journey. Ultimately, as a leader in business, you’re working for your team, not the other way round. It’s all about supporting your team. Walk around, chat with your colleagues, listen to their concerns and find a solution for any issues they’ve encountered. Humility and empathy are crucial in business.”

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business matters advertorial

december/january december/january february/march2020 2019 business edge

Grants for small businesses now available £3.5m of funding is now available to apply for over a two year period to fund capital grant projects of between £40,000 and £170,000. Growth Grants can be used to purchase or develop innovative assets which have a clear link to boosting productivity and profit margin. If you are an established and growing small to medium sized business, based in the Coast to Capital area then you could be eligible for a Growth Grant.

A previous Growth Grant recipient is Chichester Biltong The Chichester Biltong is a leading manufacturer and online retailer of Biltong, a 100% British made Beef Biltong snack. Chichester Biltong was awarded £135,000 from the Coast to Capital Growth Grant Programme. This grant assisted with the purchase of new machinery for their newly purchased manufacturing premises. The company’s turnover is now set to exceed £2.5 million by 2020, having doubled in the last two years.

To find out more please visit www.coast2capital.org.uk/growth-grant or contact the Coast to Capital Growth Hub on 01293 305965 or email grants@coast2capital.org.uk.

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inspirational business matters leaders

february/march december/january december/january 2019 2020 2018 business business business edge edge edge

Tuning into audio Do you dream about making your passion your job? Peter Qvortrup did just that, find out what sparked this inspiring move and how his company became a leader in its field. “Originally, I set up a retail outlet in Copenhagen, Denmark selling audio equipment, but I found myself tinkering with the equipment to make it better. I felt audio systems made in the 1950s and 60s were better than the systems I could source for the shop and that’s when the idea to make audio equipment myself took root. “At some point I felt that I could make better sounding equipment than was made at the time, but Denmark didn’t have an established supply chain, so I set up a company in the UK. I invited investors on-board, but this was a mistake, we didn’t agree on the company’s direction and so I left. My wife and I subsequently set up Audio Note from scratch. “From time to time, I’m headhunted to advise other companies, but I’m happiest working here. “My work is really a hobby masquerading as a job. I’m passionate about music – in my house you’ll find over 100,000 LPs and I’ve made this passion my livelihood. Suffice to say I enjoy coming to work every day and I still work 75 – 85 hours a week. You should never go into business with the sole purpose of making money, it is far more rewarding doing something worthwhile. “Our customers tend to be hobbyists too, music enthusiasts, who are willing to invest a significant amount to secure the best possible sound reproduction. Given this willingness to spend, we take an approach to business that may seem counterintuitive, putting quality above everything else, rather than making everything as cheaply as possible and then claiming it is as good as it gets! “John Ruskin once wrote that ‘There is hardly anything in the world that someone cannot make a little worse and sell a little cheaper’. He goes on to say that ‘When you pay too little, you sometimes lose

Peter Qvortrup

Owner, Audio Note UK Ltd

everything, because the thing you bought was incapable of doing the thing it was bought to do.’ “I’m a great believer in this maxim, that’s why we put quality first, making our equipment the best it possibly can be, for as Ruskin also wrote ‘quality is never an accident’. Our audio equipment has repeatedly been recognised as the best in the world and it costs a premium, but its unsurpassed quality is what our customers want. “We’re unusual in that we design and make our entire audio systems in-house from start to finish, which is almost unheard of these days. We don’t outsource our manufacturing or buy in elements of the systems, like the speakers or turntables – we make absolutely everything. “Our audio systems have a starting price of around six or seven thousand pounds, whilst the most expensive system costs over two million pounds and we actively discourage retailers from discounting our products. Our approach to business is to make things that have long term value rather than to seek a quick profit.

“We’re unusual in that we design and make our entire audio systems in-house from start to finish, which is almost unheard of these days. We don’t outsource our manufacturing or buy in elements of the systems, like the speakers or turntables – we make absolutely everything.”

“Real music enthusiasts are willing to invest significantly in audio equipment and they chatter a lot online, sharing news, views and reviews of the latest equipment. Consequently, we rarely advertise and most of our sales come through word of mouth. “We also attend trade shows, usually bringing a a cellist, who plays live for us, we bring a pre-recorded performance and play it back with the live cellist playing the second “voice”, thereby demonstrating the quality of our equipment. The sound of our audio systems themselves is by far our most powerful sales tool. “I don’t apply leadership in the conventional sense. Working closely with two engineers to develop new products, I give them a set of objectives but allow them the freedom to meet these objectives as they see fit, we then look at the results and choose the best solutions. “We plough 6 or 7% of our turnover into R&D, which is unusually high, but this is how we maintain our market-leading position. You have to have patience and to do things properly to succeed in business. “Everyone should receive a fair wage. Business leaders should pay themselves a wage comparable to their employees, rather than many multiples of that wage. If people don’t have a disposable income, then few businesses would have customers and ultimately our businesses would collapse. “Business shouldn’t simply be about providing value for shareholders, it should be about providing value for society as a whole. As business people, we need to look beyond short term gain and look at longerterm value.”

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cover feature

december/january february/march2020 2019 business edge

Keeping Crawley on the high-tech map With its groundbreaking Elekta Unity MR-Linac, recent industry accolades and an expansion of its new Elekta Cornerstone facility, Elekta reinforces Crawley’s reputation as a healthcare technology mecca. While Elekta has been a fixture of Crawley’s (Sussex) technological infrastructure for decades, the company never seems to rest on its laurels – it constantly builds and innovates, trying to outdo itself year in and year out. The force driving Elekta employees’ efforts are the people its solutions are designed to help – individuals with cancer and brain disorders. The advanced radiation medicine products Elekta manufactures are used in over 6,000 hospitals worldwide to improve, prolong and save the lives of people afflicted with disease. The company’s latest accomplishments include its Elekta Unity magnetic resonance radiation therapy (MR/RT) system, also

known as an MR-Linac. Elekta Unity combines a high-field MRI scanner and advanced linear accelerator, enabling doctors to “see what you treat” while therapeutic radiation is being delivered. Elekta Unity was recently awarded the Institute of Physics (IOP) Business Innovation Award 2019. In addition, in its new Elekta Cornerstone facility, Elekta opened the Executive Briefing Centre (EBC), a place to host customer and business visits from around the world.

The rolling tide of industry recognition for Elekta Unity Even before doctors used Elekta Unity for the first time to treat a patient, the system

The EBC provides visitors with an immersive and tailored learning experience. It’s a very modern and cutting-edge approach to showcase innovative technologies and cancer care strategies.

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attracted the attention of many in the medical, scientific, business and design arenas – and the accolades continue to flow. Elekta Unity earned the iF DESIGN AWARD 2018; the Human Factors and Ergonomics (HFES) Stanley H. Caplan User-Center Product Design Award 2018; the Good Design® Award 2018; the Red Dot Award: Product Design: 2019; and the 2019 “Medical Device Engineering Breakthrough” award. Elekta Unity has been carefully designed to make the treatment – for patients of all shapes and sizes – as comfortable as possible, notably its spacious tunnel size and patient-friendly couch covering. The MR-Linac’s most recent award is the Institute of Physics (IOP) Business Innovation Award 2019. The IOP Business Awards are the only honors that recognize UK and Ireland companies that have built success on the innovative application of physics. The Award recognizes that the recipient company is at the cutting edge of physics and business. “It’s fitting that a UK organization has bestowed this honor for Elekta Unity, as it demonstrates their appreciation for the

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business covermatters feature

february/march december/january december/january 2019 2020 2018 business business business edge edge edge

urgent need for more cancer management technology,” says Gregory Trausch, Vice President of Global Marketing Strategy & Operations, Elekta. “If we look at the UK alone, recent statistics show that one out of every two people in the UK will develop cancer at some point in their lives, yet UK cancer survival rates lag behind the European average in nine out of 10 cancers1. Radiotherapy is one of the most clinically and cost-effective treatments for cancer and the number of people in the UK and abroad who could benefit from radiation therapy continues to grow. The introduction of Elekta Unity can help address this increasing need for radiotherapy technology.” Two UK centers – The Royal Marsden and The Christie NHS Foundation Trust – began using Elekta Unity to treat patients in September 2018 and May 2019, respectively.

Executive Briefing Centre becomes an innovation magnet Since opening in early 2019, the Executive Briefing Centre (EBC) has been an exciting addition to the Elekta Cornerstone building. The EBC’s main purpose is to host visits from prospective customers, healthcare professionals – particularly those involved in radiation therapy – and business people from the all over the world. The EBC has set a new standard in terms to the visitor experience and facilitated Elekta’s discussion leaders to engage and present

the company’s innovative solutions in a more dynamic, interactive way as it continues to evolve its multimedia to showcase Elekta’s capabilities. Elekta has also used the EBC to hold “Learning Weeks” for Elekta employees, events that provide product and clinical knowledge to new sales and marketing representatives from America, Asia, Middle East and Europe. “Healthcare professionals and others interested in our cancer care solutions can learn about them in a variety of different ways – demonstrations and in-person meetings, for example,” says Trausch. “The EBC provides visitors with an immersive and tailored learning experience. It’s a very modern and cutting-edge approach to showcase innovative technologies and cancer care strategies.” The new EBC facilities have genuinely impressed guests – from their first view of the large screen in the Focus Theatre to the more formal Board Room and the ambience of the Hospitality Suite, he adds. Each visit is fully customized to the visitors’ needs and interests, with presentations, demonstrations and discussions that can be developed for any part of Elekta’s portfolio, whether it be product- or research oriented or related to clinical use, equipment service or physics.

Elekta Crawley fast facts Elekta is the leading innovator of equipment and software used to improve, prolong and save the lives of people with cancer and brain disorders, in over 6,000 hospitals worldwide. Today, Elekta’s Crawley campus is home to 750 employees, of which more than 350 are solely dedicated to innovation and 70 are focused on manufacturing. The Crawley hub has played a critical role in Elekta’s innovation and manufacturing history and has built linear accelerators (Linacs) on this site for 60 years. • The world’s first digital Linac, designed to deliver precision radiation therapy was developed and built in Crawley more than 30 years ago. • Elekta’s Crawley facility is also where the company’s latest groundbreaking innovation – the Elekta Unity magnetic resonance (MR) radiation therapy system was developed. Elekta believes that Unity will become a cornerstone of new radiation therapy regimens.

1 ww.actionradiotherapy.org/our-manifesto

AS A CHAMBER MEMBER YOU’RE WELL CONNECTED

Business Togetherness Sussex Chamber of Commerce is delighted to be participating in Business Togetherness, the national campaign run by Chambers of Commerce up and down the UK. We believe that people are at the heart of any business; without them, businesses simply couldn’t operate. Yet there’s never been a time where firms have found it so hard to find the people they need to grow and succeed. We’re passionate about the potential that exists in our towns, cities, regions and nations. Our extensive knowledge of local business means we’re a trusted source of support and advice for companies across a range of sizes and sectors in our region. Together we’re a collective force that can help firms. We believe in People Power. Let’s work together. Find out more about Sussex Chamber by joining us at one of our FREE ‘Explore Membership’ events. Book online now: sussexchamberofcommerce.co.uk/events Discover more member benefits at: sussexchamberofcommerce.co.uk/membership

Get in touch Call: 01444 259259 Email: membership@sussexchamberofcommerce.co.uk

advertorial

february/march 2019 december/january 2020 business business edge edge

Making business car hire simple When running a business, spending time trawling through the minefield that hiring a car abroad can be, is not really the best use of time. At TripWheels, we do the trawling for you, with the advantage of our years of knowledge working in the specific field of car hire around the world. Easy Simple Quick Customers tell me what size of car they are going to need to hire, in which location and for how long – my small team and I then search for the most competitive price we can find for the package that best suits your needs. We make sure that there are no hidden charges for your arrival. Importantly, we use only the most reputable car hire suppliers, whether local or international, and certainly not ones that make their money by pressure selling extra insurance products that you don’t need.

“Prompt response to request for quote and to follow up questions. They have knowledgeable and experienced staff and advice given far exceeds any other provider I have used before.” Feefo Review Our customers range from those who prefer to speak to a personal contact, through to those who are entirely self-sufficient and book the hire car directly on our website www.tripwheels.com. Whichever way you prefer, we are here to help every step of the way, whenever you have a question or need assistance of any kind either before or after your hire. For a quote, please email: elle@tripwheels.com or call 01428 741438.

Many car hire suppliers offer a ‘skip the queue’ function, helping get you swiftly on your way to your meetings, sometimes by way of online check-in, sometimes by way of a priority lane. We can usually complete the online check-in for you, forwarding you the documents that you need to collect your car.

Elle Hubbard

Is your business ready for 2020? Invest in our high quality and advanced training courses to give your business a competitive edge in 2020. We deliver training to businesses of all sizes and sectors across Sussex, and offer bespoke training to fit your business needs. Discover training in these areas: • Business, HR, Management • IT, Web and Digital • Professional Qualifications

• Health and Safety • Trade and Construction • Agriculture and Land-Based

To find out more please contact us: Crawley College

Chichester College

Call 01293 442333 Email employers@crawley.ac.uk Visit www.crawley.ac.uk

Call 01243 812948 Email business@chichester.ac.uk Visit www.chichester.ac.uk

AS A CHAMBER MEMBER YOU’RE WELL CONNECTED

corporate social responsibility

december/january february/march2020 2019 business edge

Join Impact Celebrating 20 #TeamMartlets Initiatives years of The and we’ll always Bringing quality of life Bevern Trust to people with dementia support you We are a Sussex disability Martlets is your local charity, providing terminally ill people in Brighton and Hove, and surrounding areas, the very best care and support. The support of businesses and individuals allows our continued work to help people do the things they love with the time they have. We’re all about living life to the full and that includes having fun with our fundraising. Only a third of Martlets funding comes from the NHS and we rely on the support of business partners and our local community. We genuinely enjoy getting to know our partners, ensuring everyone gets the most out of choosing Martlets. There are so many ways you and your colleagues can get involved. Our business partnerships can include, but are not restricted to, sponsoring large events such as the annual Martlets Halloween Ball; your own, business-led fundraising activities, setting up payroll giving, or being sponsored to trek the Sahara! However you choose to get involved, you’ll generate positive PR for your business, engage and motivate your staff, and actively participate in the wellbeing of your city. Razak Helalat, director of Brighton restaurants The Salt Room and The Coal Shed, had this to say about long term sponsorship of our popular Halloween Ball: “Our staff and customers have really got behind Martlets. We have all felt uplifted by the partnership and had fun in the process.” We would love you to join our team. Call Emma Knight on 01273 718 785 or visit www.martlets.org.uk

Dementia happens to 1 in 6 people aged 80+. This means a good number of us will find ourselves looking after our parents. ‘When dad returns home he says - don’t ask me what I did, I can’t remember, but I do know I have enjoyed it’.

Anybody caring for someone with dementia will understand the enormity of these words. Memory loss is the key aspect of dementia so if people leave us remembering they have had a good time we know we are adding quality to their lives and supporting their carers. Impact’s services for people with dementia in Brighton and Hove and West Sussex focus on positive interactions, with our highly trained staff bringing a calm and confident approach. Visit one of our centres and you will find everyone engaged and interacting in an activity they are enjoying be it looking through the newspaper, an exercise class or discussion about a painting they are looking at. Our staff are trained to approach conversation in a way which encourages discussion without stress for the person if they can’t remember or recall the right words. There is often laughter and always smiles. Carers tell us: “Dad’s attributes and sense of worth have been strongly affirmed since he has been attending your centre.” “As a part-time live-in carer for my father the Haven has made it all possible and much more manageable.” We are fundraising to help us support more people. Please donate if you can at www.impact-initiatives.org.uk or contact us if you would like to leave a legacy 01273 322940

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charity, passionate about giving people with profound disabilities the opportunity to live their life to the full. We can only do this with the generous support from the local community and local businesses. To celebrate providing 20 years of loving care, we are aiming to raise at least another £20,000, to allow our residents the opportunity to access further activity days, to be able to take a holiday in 2020 and fund precious time spent out of wheelchairs in Hydrotherapy sessions.

What ways can you help? Make us, a smaller local charity your charity of the year. Set up your own fundraising event. Donate Auction prizes and Sponsor our many events. With a growing number of volunteering opportunities and events your staff can get involved in, supporting the Bevern Trust has never been easier. Companies like Knill James in Lewes have benefited from sponsoring our fun run with staff taking part and all helping to raise vital funds for profoundly disabled people in Sussex. Whether you’re looking to generate positive PR with local press coverage, motivate your staff on away days or just give something back to the community, you can be sure of a rewarding experience partnering with The Bevern Trust. Your help would make a meaningful difference to the lives of some of the most marginalised people in society. Email info@beverntrust.org or call 01273 021241 to see how you and your colleagues can help.

tel: 01444 259 259

february/march 2019 december/january 2020 business business edge edge

Be a part of 86 years of caring in Worthing – local charity for local people We pride ourselves on being a local charity that has caring at the heart of everything we do and have been doing just that for 86 years now, caring for older people, those living with dementia and their carers and children and adults with disabilities. Caring runs throughout the veins of Guild Care and the staff who help us to deliver over 30 community services to ensure people at every age can lead happy and healthy lives. We do this by providing a diverse range of services that are shaped to meet the needs of the community. Get involved with Guild Care and be a corporate company that gives back to the community. By becoming a Guild Care partner, you can play your part in caring for local people too.

Here are just some of the ways you can get involved: Make Guild Care your charity of the year Volunteer in one of our 30+ services Take part in our fun, fundraising events Guild Care cares for over 3,000 people in Worthing and surrounding areas each year, whether that be through our range of innovative dementia services which provide specialist care, as well as giving carers much needed time to recharge their batteries, or providing our home care service for older people who need that helping hand around the house. Last year we provided 9,918 hours of respite for young people with disabilities and their families, as well as our Friendship Club for over 70s supporting on average 178 people a week, in our mission to reduce isolation and loneliness amongst older people in the community. To find out how you can make a difference to local lives, visit: www.guildcare.org or call 01903 327 327.

corporate social responsibility

Run for Rockinghorse and make a difference Here at Rockinghorse children’s charity, every corporate partnership is a collaborative experience. We’re a Brighton-based charity that has been supporting sick and disadvantaged children, babies and adolescents in Sussex for over 50 years. Rockinghorse is best known as the official fundraising arm of the Royal Alexandra Children’s Hospital. In addition, we also support children’s wards in hospitals across Sussex, specialist neonatal units, respite centres and other paediatric services in the county. We fundraise to provide life-saving and cutting-edge medical equipment, additional services and items to ensure that children and their families are treated in an environment better suited to their needs. There are all sorts of ways that we can work together as part of your company’s Corporate Social Responsibility (CSR) initiative. Together we can make a real difference to the lives of young people in Sussex. Taking part in a challenge-based event is one way you can help. We have charity places in many sporting activities across the South, including; the 2020 Brighton Half Marathon, London Landmarks Half Marathon, BM Ride, BM10k and Brighton Marathon – so why not join our team! With Christmas around the corner, you can get in the festive spirit by signing up to Santa Dash Brighton – a 5k fun run for all ages and abilities. Enter as an individual or part of a team for just £10 per person.

Providing opportunities for future leaders Education has the power to transform a young person’s life. The Pestalozzi Scholarship Programme provides education for high achieving but low income students, from across the world, who without our support, would be unable to complete their further education. The programme helps break the cycle of intergenerational poverty and equips our scholars to make a significant difference in society. Pestalozzi scholars are passionate about making a change in the world and their home communities, working to create and innovate, towards a more sustainable future for everyone. If you think BIG and want to empower change on a global scale then supporting Pestalozzi will help achieve this. Get involved with Pestalozzi International Foundation today. Your business can make a real and significant difference.

Engage - Invest - Support You can get involved by: Working with us as part of a global movement Making Pestalozzi International Foundation your Charity of the Year Engaging employees through workplace fundraising Set up Payroll Giving for your employees Achieving your CSR objectives and demonstrate conclusively that you believe in a better future Providing opportunities for bright young scholars who need your assistance Sharing positive PR stories about your CSR work to help engage your customers and strengthen your brand reputation Sharing skills, connections and opportunities with our students in the UK and globally

Visit www.rockinghorse.org.uk to find out more, call us on 01273 330044 or email enquiries@rockinghorse.org.uk.

Find out how to get involved www.pestalozzi.org.uk, email office@ pestalozzi.org.uk or call 01424 870444

AS A CHAMBER MEMBER YOU’RE WELL CONNECTED

business matters

december/january december/january february/march2020 2019 business edge

Do you have what it takes to be a Business Mentor? Our business partnerships are a key strategic priority. We’re working to build closer links with business and connect with professionals working in the region. The Sussex Business Mentors Programme pairs Sussex students with local professionals in order to create a mutually beneficial mentoring relationship. Mentoring can be fun and rewarding; it’s about listening and encouraging, asking questions, giving guidance and helping students get a new perspective on their challenges. As a mentor, your aim is to help your mentee to develop their own skills, strategies and capability so that they are empowered to tackle the next hurdle more effectively, on their own. And you could be surprised at what you’ll learn in return. Our bright and enthusiastic students might help you get a fresh perspective on your own work and career. Here’s what one of our previous mentors had to say about it:

‘Being a mentor is an opportunity to enhance my own coaching skills, and potentially open up a network of future business people. It also provides the opportunity to gain some understanding of how the next generation think about work.’

Find out more If you’re interested in volunteering as a Business Mentor, we’d love to hear from you. Businesses like Imaginarium and Balfour Beatty are already taking part in the programme, and we welcome mentors from any sector. Full training will be provided. Mentors should be able to spend about an hour with their mentees, 4-6 times during the year. Get in touch with business.liaison@sussex.ac.uk to register your interest. At the University of Sussex Business School, we welcome every opportunity to engage with businesses and professionals. Find out more at www.sussex.ac.uk/business/services or contact our Business Engagement Manager, Caroline Ward (caroline.ward@sussex.ac.uk)

Celebrate Christmas with your team Festive Fun Raceday – Monday 2nd December

Christmas Raceday – Monday 16th December Dine in the course-side Marquee Restaurant with welcome drink, three-course lunch and racing for just £65 per person inc. VAT.

ADVANCE GRANDSTAND & PADDOCK Group Tickets (10+): £14

Book now to avoid disappointment!

ADVANCE GRANDSTAND & PADDOCK Tickets: £15

Tel. 01273 890383 | racing@plumptonracecourse.co.uk | www.plumptonracecourse.co.uk

15175 Plumpton Racecourse Celebrate Christmas With Your Team 180x120 (Landscape)_1.indd 1

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15/08/2019 13:29

tel: 01444 259 259

member to business member matters offers

february/march 2019 december/january 2020 business business 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:

Stratus Coaching

Quills Group

West Sussex County Council

www.stratuscoaching.co.uk

www.quillsuk.co.uk All Sussex Chamber member can receive or claim the following offers / discounts. Offer 1 - Code Sussex 1 - 10% off of their first order Offer 2 - Code Sussex 2 - Claim a FREE audit to see where you can make savings within any of the following services: Print, Stationery, Office Furniture, Branded Promotional Items, Copiers & Printers, Recycling, Shredding and Archiving. Thank you and we looking forward to working with you. Enquiries: hello@quillsuk.co.uk

www.westsussex.gov.uk

22 Coaching & Consulting

Colemans Solicitors

Boost Pay

www.22coaching-consulting.co.uk

www.colemans-solicitors.com

www.boostpay.co.uk

6 month coaching programme for £1200 +VAT for chamber members only.

Need specialist legal advice? We’re here to help with all family matters, property, wills & probate and future planning. For our fellow members we offer a complimentary initial consultation (value £220) Meet with a friendly expert at a time to suit you - apply here www.parfittcresswell.com/freeconsultation

Free no obligation meeting to any member wishing to discuss how Boost Pay can Boost their business payroll. A tailored solution will be generated with a special member rate - Call John on 07377 355352 and quote “Chamber Offer” to arrange. The Boost Pay Guarantee - “If you won’t benefit from working with Boost Pay we’ll tell you.”

Albion Languages

Edward Baden

Fine Marketing

www.albionlanguages.com

www.edwardbaden.co.uk

www.finemarketing.co.uk

10% discount off standard prices on all first orders for translation services from Sussex chamber members, 5% discount on all subsequent orders

Edward Baden - 15% OFF Commercial Re-locations *Cube Storage - 10% OFF *Cube Records Management - First 3x months FREE *Easycrate - Free Delivery

Two-hour free consultation to discuss your company’s website and current marketing without obligation.

10% discount on courses and training events for other Chamber of Commerce members. This includes Mental Health First Aid (MHFA) courses. Significant discounts for charities or not for profit organisations.

Our coaching programme is designed to help you improve your own personal performance at work and in life – whatever your ambitions we will help you get there. Outstanding results are guaranteed – get in touch today for a chat

Great news. Sussex Chambers of Commerce members are entitled to 5% off West Sussex Fire & Rescue training fees. Please visit www.westsussex. gov.uk/frsct for more training information, including films, rates and online booking form. Courses are held at various Fire Stations across West Sussex. Prices are exempt from VAT the price you see is the price you pay.

AS A CHAMBER MEMBER YOU’RE WELL CONNECTED

advertorial

december/january february/march2020 2019 business edge

Why Landlords should be using a Managing Agent Many of us dream of buying a house or a flat to rent out as a means of generating an additional income. Whilst financially rewarding, being a landlord presents you with a set of responsibilities which can be very time consuming, particularly in relation to maintenance issues, complying with an ever-growing list of legislation, keeping track of income and expenditure and regularly visiting your property to ensure it is being well looked after by the tenant. RH & RW Clutton is able to help you make the most of your investment by creating a balance of the time, energy and money you also invest in looking after it. The benefits of appointing RH & RW Clutton to let and manage your property: We are up to date on current legislation; We advise you on the suitability of prospective tenants by conducting full and comprehensive referencing; We arrange for a detailed inventory check-in to be carried out at the start of the tenancy and the check-out at the end;

We deal with the day to day property management and maintenance issues; We have a list of approved, reliable and qualified contractors; We arrange and sign off required maintenance works; We take care of all the paperwork associated with your property and the tenancy; We hold and register the deposit with a government backed deposit protection scheme;

Readily accessible offices to call in to discuss any issues RH & RW Clutton’s Lettings Department offers a ‘Full Management’ package to Landlords in addition to their ‘Let Only’ and ‘Rent Collection Only’ services. For further information, please contact Sam Benson in our East Grinstead Office samb@rhrwclutton.co.uk or 01342 410122 or Peter Hughes in our Petworth Office peterh@rhrwclutton.co.uk or 01798 344554.

Letting Agents act as an intermediary between the Landlord and the Tenant; Rent can be collected and, if necessary, chased;

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tel: 01444 259 259

chamber business benefits matters

february/march december/january december/january 2019 2020 2018 business business business edge edge edge

Are you facing an Employment Tribunal or need advice? Quest cover can help! Call our employers advice line on 0333 240 7208 There has been a sharp increase in the number of employment tribunal claims submitted over the past few years. After tribunal fees were abolished in July 2017 the financial year of 2017/2018 saw a total of 27,916 claims and the year of 2018/2019 received a total of 35,429. This shows a 27% increase in the number of single claims. Here at Quest Cover, we have noticed that the number of calls we have received regarding Employment Tribunals have risen significantly over the past few years.

Costs associated with an employment tribunal for employers can run into hundreds of thousands of pounds, sometimes even more. There is no limit!

Full access to our comprehensive HR & Legal document library

Our Employment Tribunal Service

ACAS early conciliation service to help negotiate a solution

We understand that dealing with employment disputes can be difficult, so our experts can help you each step of the way. We can offer the following services to put your mind at ease: Unlimited advice from our experienced employment advisors

Settlement agreements to prevent any progress to tribunals

In-house legal support to prepare for an employment tribunal, including drafting responses Legal expenses insurance to cover the cost of preparation, defence and award

Services for Silver, Gold & Premier Chamber Members FOUR SERVICES FOR YOUR PROTECTION AND PEACE OF MIND CHAMBER HR

CHAMBER HEALTH & SAFETY

Advice line - Unlimited access* to experienced HR advisors 24/7, 365 days a year

Advice line – unlimited access* to health & safety specialist advisors during office hours

Website - over 350 free downloadable employment documents

Website with over 200 free downloadable health & safety documents

Insurance - cover for employment disputes including representation costs and awards

CHAMBER LEGAL Advice line –unlimited access* to experienced legal advisors 24/7, 365 days a year Website with approximately 200 free downloadable legal documents for a business Insurance – cover for your business includes property disputes, data protection, licence protection, criminal prosecution plus jury service Insurance – cover for employees includes personal injury, motor disputes and wrongful arrest defence

*unlimited access is subject to a fair use policy

Insurance – cover to help you defend health & safety prosecutions

CHAMBER TAX Advice line – unlimited access* to experienced tax advisors Advice line – unlimited access to experienced VAT advisors Insurance – cover to deal with a full HMRC enquiry, aspect enquiries, PAYE disputes and VAT disputes

ADVICE LINE Call 01455 852037 for access to HR, Legal, Health & Safety, Tax and VAT advice Sussex Chamber of Commerce

AS A CHAMBER MEMBER YOU’RE WELL CONNECTED

Megan of Fig and Pickle Limited launches 4 new products on the 21st November 2019. Available on Amazon Prime, making Xmas shopping easy! Fig & Pickle Smarter Living® has an expanding range of innovative, sleek, easy-to-use products that are practical and carefully chosen with the modern, environmentally aware consumer in mind. Megan has always been passionate about Travel, Baking, the Environment and Dogs, and this can be seen in her brands. Fig & Pickle Smarter Living® has elements of her love for travel clearly shown with her Battery-Free Luggage Scale. Katy’s love for cooking is evident in their Award-Winning, Compact & Elegant Battery-Free kitchen scale. Both items were created with the environment in mind & will help you reduce your carbon footprint. Our NEW patented technology scales work by generating their own power with either the twist of a dial or a gentle shake, creating sustainable energy. Battery-free, pollution-free operation, and environmentally friendly. Visit our online shop at www.figandpickle.com

Megan’s incredible, unconditional love for dogs has inspired her to launch her new brand. Dog Behaving Badly™, which offers Premium Pet Products: A Specialised Hip & Joint Formula, a Multivitamin with an added skin & coat conditioner, and Full Spectrum Hemp Oils…

Now Available from amazon.com on Prime from the 21st November 2019

Has your marketing reached a crossroads?

Will you change direction and find a new route in 2020?

We can redefine your brand Improve your online presence Design your marketing resources

www.finemarketing.co.uk 01403 292 120 info@finemarketing.co.uk

Web Design SEO, Search and Social Design and Print

Quarterly Economic Survey

december/january february/march2020 2019 business edge

British Chambers of Commerce Quarterly Economic Survey Q3 2019 The British Chambers of Commerce’s Quarterly Economic Survey – now in its thirtieth year – is the UK’s largest private sector survey of business sentiment and a leading indicator of UK GDP growth. In Q3 2019, the results found that UK economic conditions weakened in the quarter amid a significant deterioration in manufacturing sector activity.

At a glance

Positive balance (+) = growth | Negative balance (-) = contraction

Domestic Sales 0%

0% +25%

-25%

-50%

+50%

-75%

+75%

-50%

+50%

+15%

-75%

+100%

-100%

+25%

-25%

+75%

+100%

-100%

...of manufacturers reported increased domestic sales in Q3 2019, down from +10% in Q2 2019

“This is a reality check, not scaremongering or politicking. These are some of the worst figures we’ve seen in a decade – and jobs, businesses, and the future success of our communities are on the line.”

...of service firms reported increased domestic sales in Q3 2019, down from +17% in Q2 2019

Dr Adam Marshall Director General, British Chambers of Commerce

Export Sales 0%

0% +25%

-25%

-50%

+50%

+3%

-75%

+75%

+100%

-100%

+25%

-25%

...of manufacturers reported improved export orders in Q3 2019, down from +10% in Q2 2019

-50%

+50%

+6%

-75%

+75%

+100%

-100%

...of service firms reported increased export orders in Q3 2019, unchanged from Q2 2019

Export Orders 0%

-50%

-75%

-100%

+50%

-3%

+75%

+100%

...of manufacturers reported improved export orders in Q3 2019, down from +4% in Q2 2019

+25%

-25%

+25%

-25%

-50%

-75%

+50%

+1%

-100%

“Looking forward, weakening orders, confidence and investment intentions suggest that unless action is taken the UK’s current weak growth trajectory could drift markedly lower over the near term.”

+75%

+100%

...of service firms reported increased export orders in Q3 2019, down from +5% in Q2 2019

www.sussexchamberofcommerce.co.uk

“Our findings point to a worrying drop-off in UK economic activity, with unrelenting uncertainty over Brexit and a notable slowing in global growth prospects dragging down almost all the key indicators in the quarter.

Suren Thiru Head of Economics, British Chambers of Commerce

tel: 01444 259 259

Quarterly Economic business matters Survey

february/march december/january december/january 2019 2020 2018 business business business edge edge edge

Looking ahead The survey of 6,600 firms, employing roughly 1.2 million people, points to a UK economy sagging under the weight of relentless uncertainty, another looming Brexit deadline, and deteriorating global economic conditions amid heightened trade tensions.

The balance of firms in the manufacturing sector that increased investment in training dipped to its lowest level since Q1 2010. Indicators for cash flow, business confidence in turnover and profitability among manufacturers dropped to an eight-year low

Prices

Investment 0%

0% +25%

-25%

-50%

+50%

+35%

-75%

+75%

+100%

-100%

...of manufacturers expect their prices to increase, up from +28% in Q2 2019

+50%

+28%

+75%

+100%

-100%

...of service firms expect their prices to increase, up from +26% in Q2 2019

Cash Flow

-75%

-100%

+75%

+50%

+13%

-75%

+75%

+100%

-100%

+100%

-100%

...of manufacturers increased investment in training in Q3 2019, down from +14% in Q2 2019

...of service firms increased investment in training in Q3 2019, down from +14% in Q2 2019

+75%

+100%

...of manufacturers reported improved cash flow in Q3 2019, down from +2% in Q2 2019

-50%

-75%

0% +25%

-25%

+50%

-7%

+8%

-50%

Confidence +25%

-50%

+50%

-75%

+25%

-25%

-50%

0% -25%

+25%

-25%

-50%

-75%

0% +25%

-25%

+50%

+5%

-100%

+25%

-25%

+75%

+100%

...of service firms reported improved cash flow in Q3 2019, unchanged from Q2 2019

-50%

+50%

+25%

-75%

+75%

+100%

-100%

+25%

-25%

...of manufacturers are confident turnover will increase in the next 12 months, down from +38% in Q2 2019

-50%

+50%

+30%

-75%

+75%

+100%

-100%

...of service firms are confident turnover will increase in the next 12 months, down from +35% in Q2 2019

Cash flow In Q3 2019, the percentage balance of manufacturers reporting improved cash flow fell into negative territory for the second time in 2019. This means that more firms reported a worsening in cash flow than an improvement. In the manufacturing sector, the balance stood at -7%, the lowest level since Q4 2011. In the services sector, the balance stood at +5%.

Scotland

+6%

North East

+1% Yorks & Humber

North West

+5%

+1%

Northern Ire “We are not big enough that we can +4% stock pile to help with a contingency, which means that if we have goods stuck at customs essentially we Wales 0% will lose our customers and our business will go down. We don’t have the available cash flow to put West Midland s +9% a contingency in place to cover 3-4 South West months of stock which includes raw -1% materials coming in from EU and Asia.”

East Midland s

East of England

-4%

London

+7% South East

-6%

Micro manufacturer in Scotland

AS A CHAMBER MEMBER YOU’RE WELL CONNECTED

business matters finance

december/january december/january february/march2020 2019 business edge

Office of National Statistics publishes latest data for R&D Tax Credits Everyone involved in Research & Development Tax Credits will tell you it’s been a busy year for HMRC, with delays in the processing of claims over the summer hitting an unprecedented nearly four months between submission and repayment. Whether those delays have also led to the one-month delay in the publishing of the ONS’s annual review of the Research and Development Tax Relief scheme we’ll let you decide! It’s fair to say though that HMRC broke the back of the problem in September and credit should be given to them for getting on top of things and getting back on schedule with their 28-day turnaround times. What does the data say? You can get the full report at https://assets.publishing. service.gov.uk/government/uploads/ system/uploads/attachment_data/ file/837282/Research_and_Development_ Tax_Credits_Statistics_October_2019.pdf

SME Claims continue to grow Well it confirms the fact that HMRC have been busy. There were over 45,000 claims under the SME Scheme for the 2016-17 tax year that’s an increase of nearly 22% and already there have been over 42,000 claims under the SME Scheme for the 2017-18 tax year, that’s with still 9 months to pass before the deadline for the submission of amended claims. It also shows that over 12,000 business applied for the SME Scheme for the first time! That’s 12,000 companies like yours realising that they might be able to claim and getting in touch with someone to help them.

So does the amount they are claiming! In 2016-17 the total support given to small businesses via the SME Scheme rose to over £2.2bn add to that a further £205m under RDEC and that’s over £2.4bn of tax savings. But if you look at the claims for this current

year, they have already nearly hit £2.5bn so the big question is, will the SME Scheme top £3bn in tax savings in 2017/18? The average claim under the SME Scheme grew to £49,173, but if you consider that there were 120 claims over £1m of which 35 were over £2m, perhaps the median claim value is the best source of comparison, that median claim value is around £19,000, even that is still a very nice amount of extra cash to have in your bank account! What do you think you would do with the extra money?

Why do some SMEs claim under the RDEC Scheme? The RDEC scheme exists predominantly for Large Companies, those with more than 500 employees, so to qualify as an SME you can actually be quite big! Despite the size of their business, some SME’s have to claim under RDEC, that’s normally because they have received a grant to fund some elements of their project. This is often an area that is overlooked by businesses, because it is possible to claim both a grant and R&D Tax Relief. The other area overlooked by businesses and this is particularly the case with software development companies is that if you are being subcontracted to by a large or international company to deliver a project for them, and the project is R&D for you, then you can claim under the RDEC scheme, as well as being paid by your customer. What is often even more overlooked is that if you bear the financial risk of that project, which generally means if you fail to deliver it on time or on budget, then you bear the

www.sussexchamberofcommerce.co.uk

additional costs, then you can actually claim under the SME Scheme for that project and get paid for it by your customer.

Are you part of the Statistics or part of the 75% still missing out? A survey conducted over the summer, “The State of Small Business Britain” highlighted that 75% of eligible businesses in the UK are still missing out on R&D Tax Relief claims. That’s a massive number, but the anecdotal evidence for that is plain to see within the market, as our own marketing efforts keep turning up more business like yours who weren’t aware of their potential to claim for interesting projects that they have been performing that have an element of scientific or technological development to them. If you want to be part of the 25% of the statistics next year instead of staying with the 75% still missing out all you have to do is give us a call or drop us an e-mail and we’ll have a no obligation 15-minute chat with you about your interesting project to see whether you can claim. That chat could be worth £19,000, and we reckon we need less than 2 days of your time to prepare the claim! Go on pick up the phone! Contact Simon on 01424 225345 or at info@coodentaxconsulting.co.uk and reference BE52.

tel: 01444 259 259

finance

february/march 2019 december/january 2020 business business edge edge

Work on your business rather than in it It is the norm for business owners in the hospitality and leisure sector to struggle with finding time to consider their strategic approach, but this is key factor to their long-term success. For business owners seeking to work on their business, rather than in their business, here are some important pointers:

Cash management Businesses in the sector are often subject to seasonality, making cashflow management more difficult. To compensate for this, business owners need to create clear understandings of the working capital cycle and make provisions for loan repayments, VAT, and off-peak times.

Key Performance Indicators (KPIs) If business owners have a clear understanding of what success looks

like they are then able to measure their performance on this basis, against preagreed KPIs. Staying on top of industry benchmarks and assessing where the business sits is also important.

Investing in the workforce Owners who invest regularly in their staffs development and have career structures in place tend to have more success with staff recruitment and retention. Increases in turnover and profits are often reported by those that focus on staff development and training.

Donâ&#x20AC;&#x2122;t let tax be taxing There are a number of tax reliefs available e.g. capital allowances, R&D tax credits and theatre tax credits. Business owners should be seeking advice about the reliefs that might become available to their business and prioritise making claims where suitable. Business owners can remunerate themselves in numerous ways, including salary, dividends, pensions, director loans and benefits in kind. They should keep their pay and remuneration under review and seek advice to ensure it is structured in the most tax-efficient way.

Forecasting Having access to reliable financial forecasts is essential. Forecasts should reflect the business strategy and objectives as well as helping the business to set sales targets. Business owners should keep a close eye on actual performance against budget and ensure that all variances are reviewed. There are many other factors that should be considered by business owners in the Hospitality & Leisure sector. Menzies would be happy to assist with reviewing your current practices to ensure your business is maximising its potential. Dave Gosling Partner, Menzies LLP Dgosling@menzies.co.uk

RESEARCH & DEVELOPMENT TAX RELIEF SPECIALISTS

GET YOUR CASH FROM HMRC

Call COODEN TAX CONSULTING NOW!

Validate your claim,

No Win No Fee

Call us on: 01424 225 345

@CoodenConsults

Office 8

Charter House

email us on: info@coodentaxconsulting.co.uk

www.coodentaxconsulting.co.uk

43 St Leonards Road

Bexhill on Sea

East Sussex TN40 1JA

Cooden half page February22 2016.indd 1

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22/02/2016 17:41

business matters events

december/january december/january february/march2020 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 22nd January

Networking Breakfast

Crowne Plaza Felbridge, East Grinstead

26th February

Networking Breakfast

Bannatyne Hotel & Spa, Hastings

27th November

Economic Update by HSBC

Holiday Inn, Gatwick

10th December

Christmas Lunch

Ashdown Park Hotel, Wych Cross

28th January

Networking Lunch

Brighton Racecourse, Brighton

24th March

Networking Lunch

Roffey Park, Horsham

20th November

Future Fit - Improving Efficiencies Workshop

East Sussex National, Uckfield

5th December

Clean Growth Workshop - Day 2

Aldingbourne Trust, Chichester

Lunches

Other Networking

Forums - Construction 3rd December

New building developments in West Sussex

Fontwell Park, Arundel

Non-Members’ Events 26th November 4th December 5th December 14th January 21st January

These informal meetings include a short presentation, a Q&A session and some networking time too. Sussex Chamber is proud to be at the heart of Sussex, providing businesses with the opportunities they need to help grow the local economy, develop their employees and the future workforce, to discover new global markets and influence key decision makers within government.

The White Swan, Arundel Sussex Chamber of Commerce Burgess Hill Bridge Cottage Heritage Centre, Uckfield Sussex Chamber of Commerce Burgess Hill

To book your FREE place, please book online or call the office on 01444 259259

www.sussexchamberofcommerce.co.uk

Jubilee Community Centre

tel: 01444 259 259

business matters training

february/march december/january december/january 2019 2020 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 3rd December

Building Client Relationships

21st January

Introduction to Mindfulness

24th February

Introduction to Emotional Intelligence

2nd March

Train the Trainer

International Trade 5th December

Inward Processing Relief (IPR) (AM)

5th December

Incoterms 2020 training (PM)

13th January

An Introduction to Export Procedures

23rd January

Customs Declaration Training

20th February

Customs Declaration Training

Management & Leadership Skills 20th January

Introduction to Supervision and Team Leadership

22nd January

Stepping Up to Senior Management

27th January

Managing Change

30th January

Essentials of Leadership & Team Management - 2 Day Course

19th February

Getting the Best from your Staff

Personal Development & Communication Skills 21st February

Confident & Effective Communication Skills

25th February

How to Conduct Formal Meetings (PM)

26th February

Building Resilience for Wellbeing and Performance

28th February

Top Tips for Managing Difficult Conversations at Work

Sales & Customer Service 3rd December

Building Client Relationships

13th December

Great Customer Service

14th January

Selling Skills for Results

16th January

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

business new members matters

december/january august/september december/january february/march2020 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.

Board Support

At the Chambers of Miss C Buchan Helping Businesses Settle For More

A Mann Building Contractors

Boost Pay

Chambers of Miss C Buchan

7 Mulberry Way, Heathfield, East Sussex, TN21 8YN

Unit X, The Park, The Street, Walberton, Arundel, West Sussex, BN18 0PH

9 Savill Road, Lindfield, Haywards Heath, West Sussex, RH16 2NY

www.amannbuildingcontractors.co.uk

www.boostpay.co.uk

www.carolinebuchanbarrister.co.uk

0330 1281021

01273 465517

01444 482222

A Mann Building Contractors Limited offer a friendly, caring and organised service from quoting to completion.

Relieve the strain of payroll - We know payroll can be a juggling act. We also know how important it is to get it right. Boost Pay will process payroll with no disruption to you or your contractors. Mitigating the risk and leaving the hassle of compliance to us.

Comprehensive Board Support service empowering entrepreneurs with legal confidence and commercial credibility. Providing a supportive and collaborative network of peers and advisers, strategicallyorientated governance and social responsibility guidance, and assistance with your legal and regulatory requirements, letting you concentrate on growing your business. Entrepreneurs build businesses, Barristers help protect them.

Builderstorm Ltd

Chapter Three Consulting

Coffin Mew

First Floor, Unit 1-2 Winterpick Business Park, Wineham, Henfield, West Sussex, BN5 9BJ

Podium House, 61 Chapel Road, Worthing, West Sussex, BN11 1HR

11 Prince Albert Street, Brighton, East Sussex, BN1 1HE

www.builderstorm.com

www.c3c.co.uk

www.coffinmew.co.uk

01403 210103

0330 004 0020

01273 069999

BuilderStorm is a UK, Cloud-Based, Mobile-Friendly Platform of Project Management Tools.

Chapter Three Consulting are a â&#x20AC;&#x2039; business support consultancy who focus on bringing specialist knowledge and expertise to companies who wish to fulfil their compliance obligations in licensing, GDPR and Data Protection. We also provide ISO guidance to companies that want to achieve and maintain compliance to ISO 9001 and ISO 27001.

Coffin Mew is a straight talking, commercial and responsive law firm with offices across the South and Thames Valley. They provide tailored and personal legal advice to businesses and private clients to help protect their business, assets and families.

With over 30 + features than span Management, Document Control, Quality, Financial and Logistics. Tender to Completion. Office to Site. For any part of the internal and external project team. BIM Level 2 | ISO 9001 | SSL Secure

www.sussexchamberofcommerce.co.uk

tel: 01444 259 259

business new members matters

february/march december/january august/september december/january 2019 2020 2018 2018 business business business business edge edge edge edge

Colemans Solicitors

Crowther Overton-Hart

DMH Stallard

Paddockhall Road, Haywards Heath, West Sussex, RH16 1HF

2B Chanctonfold, Horsham Road, Steyning, West Sussex, BN44 3AA

Griffin House, 135 High Street, Crawley, West Sussex, RH10 1DQ

www.colemans-solicitors.com

www.cohsurveyors.co.uk

www.dmhstallard.com

01444 459555

01903 816290

03333 231 580

Colemans is part of the Parfitt Cresswell firm of Solicitors with offices in London and the South of England offering legal advice and support services to a wide range of businesses and individuals.

Crowther Overton-Hart is an established independent firm of chartered building surveyors working in Sussex and south-east England. We have a wide range of skills and experience covering the commercial, rural, heritage, public and private property sectors.

DMH Stallard is an award winning firm that delivers successful outcomes by providing tailored legal services with energy and creativity, backed by technical expertise. A compelling alternative to ‘Big Law’ for larger corporates and a natural partner for entrepreneurial businesses, we have thriving family, private client and personal injury practices.

Eurologistix Ltd

Family Support Work Ltd

Harwood King Printmakers

Unit F Rastrum Industrial Estate, Harbour Road, Rye, East Sussex, TN31 7TE

Garton House, 22 Stanford Avenue, Brighton, East Sussex, BN1 6AA

Unit 8, E Plan Estate, New Road, Newhaven, East Sussex, BN9 0EX

www.eurologistix.co.uk

www.diochi.org.uk

www.harwoodking.com

01424 797676

01273 421021

01273 512554

EuroLogistix, with warehouses in Rye Harbour and Weert, Netherlands, provides e-fulfillment and distribution across the UK and Europe; many years’ experience working with Amazon and major retailers.

Family Support Work is a Sussex charity that has supported families in crisis since 1890. We help families experiencing multiple challenges to access appropriate services, develop coping strategies and build their confidence to become stronger. We also provide a range of drop-in services, support groups and family activities.

Award Winning Fine Art Printmakers

Kafico

Morgan Sindall Plc

Springett Associates

Unit 102, Brighton Eco-Centre, Brighton, East Sussex, BN1 3PB

72 Dyke Road Drive, Brighton, East Sussex, BN1 6AJ

Unit 15, Westham Business Park, Westham, Eastbourne, East Sussex, BN24 5NP

www.kafico.co.uk

www.construction.morgansindall.com

www.springett.uk.com

07936 656737

01273 506222

01323 431233

Specialising in European and domestic data protection law, Kafico offer compliance ‘health checks’, specialist advice, complex project management, Data Protection Officer (DPO) services, audit, lawful consent assurance, policy development, digital compliance and much more. Kafico’s dedicated consultants offer a pragmatic, proactive service tailored to business of all sizes and maturities.

Morgan Sindall is a leading full-service construction business with more than 5,000 employees. Supported by a national network of local offices, the company works for private and public sector clients on projects from £50,000 to over £300 million. Our construction activities range from small works to large-scale complex projects.

Springett Associates has a reputation for delivering high quality engineering services whilst providing the consistency and solidity of approach expected of a firm with nearly 30 years’ experience.

Silkscreen | Giclée | Photography | Flatbed | Finishes We produce prints for artists and galleries. Our team of skilled artisans can help you find the best materials and printing process to realise your artistic vision.

The demands of modern engineering and construction require increasing sophistication. We achieve this through practical yet innovative engineering designed using advanced software.

AS A CHAMBER MEMBER YOU’RE WELL CONNECTED

new members

The Great British Porridge Company Ltd

Tisshaws Solicitors

Tungsten Training Centre

Unit 8, Downsbrook Trading Estate, Southdownview Way, Worthing, West Sussex, BN14 8NG

3 Hazelgrove Road, Haywards Heath, West Sussex, RH16 3PH

Unit 4, Tungsten Building, Southwick, West Sussex, BN41 1RA

www.thegreatbritishporridgeco.co.uk

www.tisshawssolicitors.co.uk

www.ttcsussex.co.uk

01903 898437

01444 427000

01273 934278

The Great British Porridge Co launched in January 2018 here in Sussex. Delicious, completely natural porridge, we recently appeared on BBC2 Dragons Den turning down investment from all the Dragons & launched in nearly 600 Sainsburyâ&#x20AC;&#x2122;s Stores plus in Waitrose too & weâ&#x20AC;&#x2122;re in 8 countries. ByE ByE boring breakfasts!

Tisshaws Family Law Solicitors are the largest specialist family law firm in MidSussex. Established in 2012 by Director, Gilva Tisshaw, who has been based in Haywards Heath since 1996 we provide family law services relating to divorce and separation, financial matters arising from relationship breakdown and issues around children.

Tungsten Training Centre delivers Plumbing & Gas, Electrical and health & Safety courses and apprenticeships for the construction industry.

Web and Prosper

Xoomtalk

Youbiquity Limited

9 Monks Meadow, Ardingly, West Sussex, RH17 6DZ

Level 6, Vantage Point, New England Rd, Brighton, East Sussex, BN1 4GW

8 Holmes Hill, Holmes Hill Estate, Lewes, East Sussex, BN8 6JA

www.webandprosper.co.uk

www.xoomtalk.com

www.youbiquity.co.uk

01444 702069

01273 330546

01825 703300

Web and Prosper provides websites, SEO, logo design and print media to SMEs.

We offer highly customisable communication solutions to suit customers of all sizes. Our intuitive and feature rich VoIP platform, internet connectivity, 4G and hosting solutions enable businesses to communicate more effectively. The services we provide are underpinned by our secure, superfast network, and supported by our team of highly trained professionals.

We are a digitally focused marketing agency, specialising in supporting small to medium size businesses with planning, deployment and management of effective creative marketing services that deliver results.

The business is run by John Paul who has over 30 years of experience working in the IT Services, Telecommunications and Engineering sectors. The business is highly rated by its customers for the quality of work and exceptional service.

december/january february/march2020 2019 business edge

www.sussexchamberofcommerce.co.uk

We believe in delivering the highest quality training and service to local people and businesses, whilst building effective partnerships and ensuring the customer always comes first.

We offer our clients full digital strategies, not just websites; the full range of digital marketing services, underpinned by (and tailored towards) a deep understanding of your business, your audience, and your objectives.

tel: 01444 259 259

referral scheme

february/march 2019 december/january 2020 business business edge edge

Referral Scheme

AS A CHAMBER MEMBER YOU’RE WELL CONNECTED For more information contact: info@sussexchamberofcommerce.co.uk 01444 259 259 www.sussexchamberofcommerce.co.uk

Be Rewarded for Being Part of Something Special Our Members Referral Scheme rewards you for helping to grow the Chamber community. Receive £60 off your next renewal cost every time a company you recommend becomes a Member of the Chamber. The company you refer will also receive £60 off their membership fee when they join (please see T&C’s).

The Scheme not only rewards those that loyally recommend the Chamber, but should also see us welcome a real mix of new members for you to do business with. So why not give it a try. Let us know if any of your business contacts would like to join the Chamber and you could be on the road to saving money.

TERMS AND CONDITIONS OF THE CHAMBER REFERRAL SCHEME This promotion is open to all fully paid members of the Sussex Chamber of Commerce

No discounts will be carried forward to subsequent renewal years

A referral only qualifies once the new member’s first payment has been received and cleared

No forms are valid unless signed and dated

£60 will be deducted against the renewal cost for a member referring an organisation/company who subsequently joins The referred company will also receive a £60 discount off their membership fee Offer excludes referral of companies on Affiliate Membership rate The total amount discounted in any given year will not exceed the total annual subscription for that member company or individual

Submission of a signed form equates to acceptance of these terms and conditions Sussex Chamber of Commerce reserves the right to amend or withdraw this Scheme at any time No cash alternative will be given

These Terms and Conditions (“Terms”) govern the Referral Scheme (“Referral”), between yourself the (“Referrer”) and the (“Referral”) company. Your right to use the Referral Scheme is conditional on your acceptance of, and compliance with, these Terms and Conditions. By accessing or using the Referral scheme you agree to be bound by these Terms and Conditions.

AS A CHAMBER MEMBER YOU’RE WELL CONNECTED

business five minutes matters with

december/january august/september december/january february/march2020 2019 2018 business edge

5 minutes with... Steve Jefferies Managing Director Lexington Freight

Lexington Freight Forwarding Ltd is an international logistics company based at London-Gatwick Airport. As part of a global network of similar like-minded cargo agents, we arrange import and export services for shipments by air, sea and road to and from most parts of the world. Founded in 1998, we have been offering a dedicated personal service to our customers for more than 21 years. We have a wealth of experience in working with the airlines and shipping lines, and arranging specific export documentation where required for certain regions. For import shipments we are able to arrange customs clearances at all of the major airports and seaports in the UK, enabling a fast seamless service in delivering shipments to their final destination. In 2005 we opened a branch office at Dubai airport to support our increasing customer base there; Dubai is a very important export market, not only for our company, but for the UK in general.

What was your first job and what was the pay packet? My first job was with ASA Aeroservices Ltd., at Gatwick Airport. I started in September 1977 as an assistant air broker and my first monthly pay packet was around £90. I have worked in the international freight forwarding sector ever since.

What do you always carry with you to work?

What can you see from your office window?

My phone and briefcase. The phone is essential these days but the briefcase, well I have to carry my lunch somehow !

From our slightly elevated position we have a view of the Sussex countryside and in the distance can see the aircraft landing and taking off at Gatwick airport.

What is the biggest challenge facing your business? Keeping up with technology and the constant improvements which are available now not just with our own freight forwarding software but with data storage and security etc. generally. Thankfully we have younger members of staff who are better at handling this than I am.

If you were Prime Minister, what one thing would you change to help business? If I were Prime Minister I would instruct councils to reduce Business rates. With ever increasing rents, service charges and energy costs many businesses need a little financial assistance. This is especially so in our high streets where the shops are facing unfair online competition from those that don’t pay business rates.

If you could do another job what would it be? My father was a motor dealer and I have always had an interest in cars. If I hadn’t been swayed by those aircraft at Gatwick all those years ago I suppose I could easily have followed him and bought and sold cars for a living.

As a business person, what are your three main qualities? In business offering a good service to your customers is paramount. I listen to them, offer advice if required, and carry out their instructions to the best of our ability.

What was your biggest mistake in business? Not starting our own business earlier. Easy to say in hindsight I suppose.

What advice would you give to aspiring entrepreneurs? Don’t overstretch or borrow too heavily early on. Make sure your business idea is a good one and is working well for a while before you plan that expansion. The flash cars and premises can wait until you are successful.

Who do you admire most in business? I have an admiration for successful inventors. Not just because they are clever enough to come up with a good invention but the trick is to then be able to bring the product or item to market and sell thousands or even millions of them. Dyson or Lord Sugar in his early days spring to mind.

www.sussexchamberofcommerce.co.uk

tel: 01444 259 259

CHRISTMAS IN THE STARS JOINER PARTIES AT THE BRITISH AIRWAYS I360

Wine, dine & disco at one of our Joiner Party Nights from Â£55 per person, including: 3 course festive meal Half bottle of wine DJ & disco BA i360 flight

BOOK TODAY: 01273 448367 bai360events@sodexo.com www.britishairwaysi360.com

! e v i t s e F t e G with On Friday 13 December 2019 we are asking you to show your support for Chestnut Tree House by organising some festive fun! (Please feel free to choose an alternative day to Get Festive for Chestnut Tree House if you wish)

For more information, or to sign up and receive your free Christmas fundraising ideas pack, please get in touch.

www.chestnut-tree-house.org.uk/getfestive corporate@chestnut-tree-house.org.uk 01903 871838 | 01323 725095 #GetFestiveCTH Registered charity number: 256789 ÂŠ Snowman Enterprises Limited 2019 THE SNOWMANâ&#x201E;˘ Snowman Enterprises Limited