Business Edge 58

Inside 4 business matters 10 leadership and entrepreneurs 12 ask the expert 13 skills and development 20 cover story 22 inspirational leaders 32 training and events 34 new members 38 diary of an entrepreneur the magazine for sussex chamber of commerce members

December/January 2020-21

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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@

sussexchamberofcommerce.co.uk

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

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

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FEATURE EDITOR Helen Compson helen.compson@distinctivegroup.co.uk

Welcome to our Business Edge magazine!

A second lockdown means that output is likely to contract. With much of the economy now in a weaker position to withstand periods of extended closure than at the start of the pandemic, the damage to economic activity in the near term may be significant, particularly if restrictions extend beyond 2 December.

Until a vaccine is rolled out, mass testing remains crucial to getting the economy moving and avoiding further damaging lockdowns. With many firms facing a significant cash crisis, increased grant support for those impacted by restrictions is vital to helping the UK economy weather a difficult winter ahead.

The further extension of the furlough scheme and more generous grants for the selfemployed were important steps in protecting jobs and providing certainty for businesses.

These changes gave businesses significant reassurance over an uncertain winter, but many will understandably still wish for the government to give a clearer view of the road ahead. Government must set out longer-term measures over the next 12 months to give firms greater certainty and confidence to plan proactively, rather than to react to changes in support from week to week.

As well as support on jobs, reduced demand will impact firms’ cashflow across the country, not just those placed under the toughest restrictions. More generous grants will be required if those businesses are to weather a difficult winter ahead.

There are still many businesses and individuals who have, through no fault of their own, been unable to access any government support since the start of the pandemic and will require support if we are to avoid significant increases in unemployment and business failures. Closing the remaining gaps in government support, including for some self-employed and company directors must also be a key priority.

Ultimately, there can be no substitute for a fully functioning economy. Government needs to significantly improve the test, track and isolate system, which remains key to keeping the economy open, whilst a vaccine is rolled out.

Ana Christie

Chief Executive Sussex Chamber of Commerce

The EU transition period is fast approaching which will mean further changes and challenges for business. Sussex Chamber has specialists who are able to provide international trade and customs training, export documentation, as well as the new customs declarations documentation service which will be required for importing and exporting goods.

The Chamber continues to collaborate and bring businesses together, to learn from and support one another, to exchange tips and ideas and of course to do business - a function which is vital to the region’s economic recovery.

We are proud to be acting as a Gateway organisation for the government Kickstart Scheme to help support young people into work on a 6-month job placement. If your business is able to help a young person, please contact us.

Enjoy reading our magazine which is packed full of amazing member stories and please do contact the team for advice on your membership benefits, marketing, events, training, exporting, customs declarations, the Kickstart Scheme or any policy issues you may have.

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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.

leadership and entrepreneurs

3 4-6 10-11

inspirational leaders

22-23

kickstart scheme

24

sustainability

26 28

ask the expert

12

uk business heroes

skills and development

13

training and events

32-33

leadership and entrepreneurs

15

new members

34-36

leadership and entrepreneurs

18-19

cover story

20-21

member to member offers

37

diary of an entrepreneur

38

AS A CHAMBER MEMBER YOU’RE WELL CONNECTED

3

business matters

December/January june/july 2020-21 2019 business edge

Ensure your business doesn’t get locked-in to a hybrid cloud environment, says Extech Cloud Andrew Hookway Managing Director, Extech Cloud

Sussex based Microsoft Partner Extech Cloud has stated that it can move any server-based business-critical application into the public cloud. This is a significant step in the IT world, and one that will help many of the South’s professional services gain competitive advantage through reduced costs and improved remote working.

“When we talk about the cloud, we mean all IT in the Microsoft Cloud environment and all business-critical applications too,” explains Andrew Hookway, Managing Director of Burgess Hill firm Extech Cloud.

Extech Cloud has been pioneering the use of the latest Windows Virtual Desktop (WVD) and is working with Microsoft as part of its development programme. The digital transformation that Extech Cloud delivers is cutting-edge for 2020 and the company reports that there are now no compelling reasons why companies need on-premise servers. Even workloads traditionally not suitable for cloud, like CAD and video editing, are possible in WVD. “We can publish any business-critical application in Windows Virtual Desktop, as opposed to hosted remote desktop

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sessions, which means each user experiences improved performance and seamless integration with other software applications” he confirms. “Where it may have taken about 40 seconds to open a business application in the office, users can now load a business application in less than 5 seconds from home.”

For example, Extech Cloud recently carried out a cloud transformation for Hunters Law LLP - a multi-disciplinary law firm with practice areas for property, business, charity, family, and private clients. At the start of 2020, the team were brought in to assist with a new strategic IT direction.

Previously told by their IT company and software owners that it wasn’t possible to put their old apps on the cloud, Hunters Law was being pushed in to a “hybrid environment” where they were to be lockedin to a Data Centre. Although the company didn’t want to be tied down to one supplier, they thought they had no way out.

“We embarked on a complete review of our IT infrastructure with the focus on a modern workplace where our staff could work from anywhere. We chose Extech Cloud as they were able to demonstrate they could pull all of our technologies together properly to make us more efficient, while saving us significant capital expenditure and licensing costs,” says Arif Kamal, Chief Finance & Operations Officer, Hunters Law LLP. Hunters Law wanted an IT system and infrastructure that worked exactly how they wanted it to. With lots of applications, their whole system was

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increasingly slow, and they didn’t want to spend significant money on upgrades and licences for marginal improvements.

Many of their PCs and laptops were also on Windows 7 which reached the end of its life in early 2020.

Extech Cloud began by auditing the whole IT infrastructure and assets, set an IT strategy, and started modernising everything, including more than 100 user PCs and laptops. It deployed Windows Autopilot, making it easy for everyone to receive their new machines and get working straight away.

The full transition to the cloud was staged in tandem with their Citrix virtualisation software. At first, some of their older applications were not fully integrated into the cloud, but were accessed as before.

Now, Hunters Law takes full advantage of the benefits offered by Microsoft 365 and Azure, with the very latest security and exceptional performance levels. Four pieces of legacy software, including Tikit Partner 4 Windows, CCH Central, CCH Trust Accounts and BigHand now run on the cloud thanks to Extech Cloud’s pioneering implementation of Windows Virtual Desktop (WVD). Plus, WVD allowed Hunters to replace their Citrix platform, saving significant licensing and server costs.

If you need one-off IT support to get your team working remotely more effectively, or to take your whole business operation into the Cloud, Extech Cloud can help. For more information, call a friendly member of the Extech Cloud team.

tel: 01444 259 259

business matters

june/july December/January december/january 2019 business 2018 2020-21 edge business business edge edge

LoveLocalJobs.com expands to offer specialist recruitment solutions!

To celebrate our 10 year anniversary in style, we are incredibly excited to launch LoveLocalJobs.com Recruitment Solutions.

LoveLocalJobs.com Recruitment Solutions is our new specialist search division, providing proactive recruitment solutions to a variety of leading employers across the region.

This year has been a huge challenge for all of us but it seems several industries such as accountancy, specialist finance and human resources have remained notably busy throughout. Having spoken with our clients through this period it is clear that whilst recruitment activity will be less for the foreseeable future, the need to recruit the absolute best talent in these areas is critical.

To lead this exciting venture, we are doubly excited to introduce Georgina Hayes who joins the team to head up our Accountancy, Finance and Human Resource practice.

Georgina and the team will work in partnership with the region’s best employers to strengthen recruitment pipelines, support recruitment strategy and source the very best talent in the market. Georgina has over fifteen years’ experience and has worked within the Sussex area for over a decade.

For the last ten years she has specialised

Georgina Hayes in the accountancy and finance sector working with both SME’s and blue-chip organisations.

Georgina’s appointment comes at a particularly exciting time for LoveLocalJobs.com as we not only expand our services and geographic reach but we also continue to work incredibly hard to inspire the local next generation with our award-winning foundation arm.

Whether it’s an executive search you need, a contingency solution or a more tailored on-site talent solution, our recruitment team works in harmony with you to provide the most cost effective and efficient solution, every single time.

For more information on how we can help or to get in touch please contact us on info@lovelocaljobs.com or call 01273 651100.

Standing out from the Crowd Ruth Weaver

Owner, Purple Cow Office Supplies

Here at Purple Cow Office Supplies we work very hard at standing out from the crowd. To help us achieve this in the busy social media marketplace we created a fictional office environment out of lego pieces and then wove an entire narrative around them. From Alex our Office Manager, to his PA Penny, even incorporating Canteen Carol & Warehouse Willy.

Using these figures helped us get across our message of products we stock and sell in an informative but imaginative way. After all stationary is not the most captivating of markets to be in.

By weaving a narrative we also managed to offer continuity in our on-line advertising which meant that more people were drawn to the adverts as they enjoyed the content, which whilst it had a sales message about our 20,000 products, was very subtle, and at the same time humorous and engaging.

Too often we see adverts with run of the mill pictures and standard wording and after a while it is easy for the mind to switch off and simply glance over them without even noticing A: the company involved, B: the product and most

importantly C: the message they are trying to get across.

So we will continue to innovate in our marketing strategy and with a strap line of “Fast Delivery Affordable Prices Personal Service” we certainly have a lot to live up to.

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5

business matters

December/January june/july 2020-21 2019 business edge

Don’t Buy a CRM System!

Coming from a provider of CRM solutions, this may appear to be an odd instruction, but hopefully it works as an attention-grabbing headline. Let me now give you the complete mantra, one which we preach to all businesses who are looking at implementing a new solution - “don’t buy a CRM system - invest in one”.

Mark Ayling

Managing Director, Loria Consulting Ltd

We believe that a good CRM solution is something which should not only bring value to your business in the short term, but also evolve and grow with your business, still meeting your requirements many years down the line. This applies not just to the software itself, but also to the provider with whom you choose to work.

Things to expect from your CRM software A mainstream, fully supported industry product: We specialise in Sage CRM. Knowing that behind the product is one of the world’s biggest software companies gives confidence that it will be well-supported and continually maintained, always remaining compatible with the latest technologies and industry/legislative requirements.

A highly configurable product: Sage CRM is one of the most configurable and customisable products on the market – this means that it can be tailored to meet your exact requirements rather than having to endure a square-peground-hole affair where users are forced to work around software limitations because “that’s just the way it works” Power in your hands: Whilst an initial CRM implementation will typically require our specialist skills, Sage CRM provides

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an enormous amount of capability for you to configure and customise the system going forward. This is important as not only does it keep costs down, but it enables you to respond quickly to changing business requirements.

Things to expect from your CRM partner Product knowledge: This is absolutely key to ensure that the features of the software are being used in the most appropriate way. Often, for any given requirement, there are multiple ways of skinning the cat – knowing the best approach to take will not only ensure the most cost-effective solution but ensure that the all-important ongoing system evolution does not hit a brick wall somewhere down the line. It will also ensure the most efficient (and therefore least frustrating) process for users of the system.

Business knowledge: We operate a “business first, technology second” philosophy – its good to be a technical genius (and we do have some of those!) but it is essential that any technical

solution is approached with full consideration and understanding of the underlying business requirement. Where we have rescued struggling systems in the past, this is often the main aspect which has led to problems.

Repertoire: After nearly 10 years of implementing Sage CRM across a huge range of industries, there are very few requirements that are completely new to us. As such, we have a huge repertoire of both technical solutions and experience.

This not only keeps the cost down (as we are rarely building anything completely from scratch) but also helps a great deal when exploring a requirement as we can give examples of how other business achieve the same thing.

With all of the above in place, your CRM solution should become an investment rather than simply a purchase. It should pay for itself over time, provide a return on investment and become a genuine asset to your business.

If you’d like to discuss your CRM requirement, please get in touch - we offer a free 1 hour consultation for Chamber members. See page 37 for more details.

“Sussex Chamber of Commerce changed its CRM system three years ago. We needed a system which could be developed and enhanced as membership continues to evolve on an annual basis - one that would allow us to track our communications with our customers (both member and non-member) and also track the complexities our membership provides. Loria were able to deliver a bespoke system which is easy to navigate and provides me with the invaluable information needed for tracking and reporting purposes.”

Ana Christie, CEO, Sussex Chamber of Commerce

www.sussexchamberofcommerce.co.uk

tel: 01444 259 259

business advertorial matters

june/july December/January december/january 2019 business 2018 2020-21 edge business business edge edge

Construction of brand-new concourse takes off at Gatwick Airport Station Stage 2 of the station upgrade underway Work has continued apace at Gatwick Airport station over the summer. The project team have completed critical works to enable them to start building a new station concourse above platforms 5, 6 and 7, as a brand-new entrance into the airport.

The upgrade is due to complete in 2023 and it will deliver a station that befits Gatwick’s status as a gateway to the UK. Commuters, leisure travellers and air passengers will see their journeys transformed, as they benefit from improved accessibility and more space than ever before in a modern, expanded station.

One of the unique challenges of the Gatwick Airport station upgrade is that the station is ‘sandwiched’ within the airport and intersected by airport buildings. As well as taking place in a live rail environment, construction activities must also keep below the invisible Obstacle Limitation Surfaces above the Airport Campus.

In late September engineers tackled strong winds to install a new, heavy-duty crane at the compact work site behind platform 7. The installation of the tower crane was an important success for the project team,

MP for Crawley, Henry Smith, on a site tour of Gatwick Airport’s closed platforms 5 and 6 with guests including Martin Harris from Coast to Capital LEP (right), Gatwick Airport chief commercial officer Jonathan Pollard (centre right) and Network Rail Southern Region’s investment director Paul Harwood (left) stakeholders for a Covid secure tour of the construction site. Mr Smith said: “During such dark days for airports and fewer people currently travelling by train due to Covid-19 it may seem strange to celebrate upgrading Gatwick’s rail station but now is the moment to build back better ensuring that as our economy recovers it does so with the infrastructure to support people and businesses. Investing to expand platform capacity and enhance the passenger experience at Gatwick is timely and I welcome this commitment.”

Changes to train services between London and the South coast: 26 Dec 2020 to 3 Jan 2021 inclusive.

Work will continue over the Christmas period when engineers will:

as it will enable the construction of the new station concourse, much of which will effectively take place in the air! You can watch a short time lapse film of the tower crane being built at https://network-rail. wistia.com/medias/06001c1ztq Another important milestone for the project was the start of Stage 2 of the upgrade after the successful reopening of platform 7 on 1st November, while demolition work began on the overbridge and platforms 5 and 6, which are now out of service.

To mark the occasion Henry Smith MP for Crawley joined project partners and

Install new foundations for a new lift and staircase on platforms 3 and 4 to the existing station concourse. This will be one of five new lifts, four new stairways and eight new escalators to be installed around the station to improve accessibility for passengers.

Install a new worksite footbridge to span platforms 3 to 7, which will allow them to continue working on the new concourse while trains pass through the station in 2021.

The works require platforms 3 to 7 and the railway lines that serve these platforms to close for ten days over the Christmas period. With one line available in each direction, there will be temporary changes to train services at Gatwick and across the wider region.

There will be changes to Southern, Thameslink, South Western Railway and Great Western Railway services that use the railway lines through Gatwick, Horsham, Epsom and Dorking over the Christmas period. There is no train service on Christmas Day. Details on individual journeys, including the times of trains will be available in journey planners such as www.nationalrail.co.uk from December 2020. If you are planning to travel during this period, please allow additional time for your journey, as some journeys may require a change of train.

Advance notice: no trains via Horsham from Saturday 14 to Sunday 22 August 2021 Major upgrades along the Arun Valley in 2021, means no trains will run from Arundel to Three Bridges including Horsham and Crawley, and the Mole Valley line between Horsham and Dorking. There will be further weekends of engineering closures on the 24 and 25 July and 31 July and 1 August 2021.

To learn more and sign up for regular updates on the project go to www.networkrail.co.uk/arunvalley

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7

business matters

Honest communication is key during times of crisis It’s never been more important for SME business owners to keep a level head.

This will allow you to not only plan how you are going to get through a crisis but also see the opportunities that inevitably present themselves.

ActionCOACH, the world’s largest business coaching organisation, has produced a plan with 10 strategies that will empower small business owners to not just survive the current situation, but to emerge stronger than ever on the other side.

Daniel Ryan

ActionCoach Horsham

Stategy 1, and arguably the most important one, is communication – with your team, your customers, your suppliers and other stakeholders, and the broader community you operate in.

One thing that all good business leaders have in common is their ability to communicate, and as a business owner, now is the time to truly lead your business.

This doesn’t mean you need to be a polished public speaker or a pro at Powerpoint – honesty, authenticity and empathy will ensure your relationships with all your stakeholders are strengthened.

Your first and most important line of communication must be with your team. They are looking to you for guidance, and they need to hear from you regularly to feel secure and to stay informed. By being honest with them about the situation you are in and empathetic to their own circumstances, you can create a team that will want to stick with you through the crisis. Great leaders have a clear vision, they remain positive, and they inspire their teams to follow them.

If you haven’t already communicated with your customers, now is the time to do it! While times may be tough for you, they are tough for your customers too. What can you do to help them? Is there an elderly customer of your garden service business whose hedges you know need trimming but who can’t currently afford it? Is there a way you can be of service to your community? The time you spend helping others will generate enormous goodwill that will be handsomely rewarded as word of your good deeds spread, with the added bonus that helping others almost always results in a more positive mind-set for yourself – win-win!

2020 Survive and Thrive: ness Get Through You and Your Busi 10 Strategies to Help ond omic Crisis and Bey the Coronavirus Econ

For more guidance on communicating during this crisis, and the remaining 9 strategies, a free E-book (Survive & Thrive – 10 Strategies to Help Your Business Get Through the Coronavirus Pandemic & Beyond) is available from ActionCOACH. Download your free e-book:

December/January june/july 2020-21 2019 business edge

Leadership in crisis No doubt once we have learned to live with Covid-19 there will be many thousands of words written about ‘leadership’ and the lesson learned through these challenging circumstances. Much of that will of course focus on political leadership and rightly so. In any context Leadership is a subject that fills a lot of bookshelves and training courses and I don’t have the editorial space here even to tickle the subject.

What the current crisis reinforces for me though are what I consider to be some of the key tenets of authentic leadership. These are my ‘9 C’s’ of leadership; you’ll have your own thoughts and framework, but these help me: Clarity (of purpose/goals/individual contribution) Context (why/what’s the bigger picture) Communication (almost everything, all the time – anxiety loves a vacuum) Caring and Commitment (to the cause/goals/team) Consistency (of behaviour) Control (of self and of the controllables) Conscience and Consequences (within our individual ethical framework) Some of these may resonate, some may not so much.

What we’ll probably agree on is that currently we can’t afford any absence whatsoever of personal leadership in our individual businesses and across our business communities. As we go into the pre-Christmas lockdown now more than ever is the time to stand up and stand for local business. The British Chambers of Commerce will continue to challenge Government to support our business communities who have done everything in their power to adapt and operate safely. When all of this is over political leadership will be judged and voted on.

Leadership is also about listening.

https://horsham.actioncoach.co.uk/ wp-content/uploads/sites/96/2020/10/ ActionCOACH-E-Book-Survive-andThrive-COVID-2020-kk.pdf

Rob Clare

Chairman Sussex Chamber of Commerce

By Brad Sugars ActionCOACH® Global 5/4/2020

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www.sussexchamberofcommerce.co.uk

tel: 01444 259 259

business advertorial matters

june/july December/January december/january 2019 business 2018 2020-21 edge business business edge edge

Essentials for the Digital Economy – Pre and Post Transition Phil Cottrell, Managing Director of building systems specialists GCL, discusses how improving your infrastructure can position your business for growth.

Everyone in business knows that the economic future of Britain post transition is unclear. The political and economic climate has been constantly changing and there is uncertainty for UK businesses.

What you can do for your business however, is to make sure that your core business infrastructure is performing to a high standard, to put your business in the best position to progress, whatever the transition deal turns out to be, 1 January 2021.

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

If you ensure that 10 lights around your workspace are switched off every night, each year you could: Save as much CO2 as would be produced by 50 car journeys from Cambridge to London Reduce your carbon footprint by the same amount as cutting out 25 flights from London to Paris

The pace of technological change is rapid.

In fact, the requirement for businesses to reduce energy usage and to ‘work smarter’ has started, with businesses discovering the cost of improving the workplace’s systems can be surprisingly low.

Building a reliable Digital Core for your business A reliable network cabling system will underpin all business processes. With increased digitisation of records and systems, in both commercial businesses and public sector organisations, buildings are becoming more dependent on highquality internet access, outstanding telecoms and integrated building management systems. The cabling, energy and electrical systems need to meet specific needs, for now and for the future. A system which meets functional requirements with built-in scalability will improve business processes in the short term and save disruptive works in the future.

Building Energy Management System (BEMS) A Building Energy Management System (BEMS) is a computer-based approach to measuring, monitoring and managing the performance of building services, such as heating, ventilation, air-conditioning, lighting and security. By reducing the air conditioning by as little as 1 degree Celsius could reduce your annual energy bill by up to 8% Benefits of BEMS: Coordinate the operation of various systems Complete control over your building environment Closely monitor building energy efficiency Reduce energy consumption Can be integrated with Smart Lighting Systems

A Smart Lighting System will: Significantly reduce energy usage Drastically improve the lifetime of LED lights Your Building’s Facilities Manager can use these systems to monitor building energy usage, to make informed energy saving decisions. BEM’s systems can also be controlled by lighting system software which provides new levels of building intelligence.

Smart LED Lighting Systems LED lighting is recognised as being a super-efficient way of saving energy costs. The advantages of a Smart Lighting installation are immense and GCL are experts when it comes to Smart LED Lighting Systems as an accredited partner to the manufacturer of the most advanced systems in the world.

Smart Lighting Systems use sensor technology and big data analytics, which deliver solutions for energy savings, space utilisation analysis and optimisation, asset and employee/visitor locating, lighting control that will increase employee productivity, and more. 3rd party applications such as conference room management, hot desking reservation, and Heating, Ventilation and Air Conditioning (HVAC) systems are all made intelligent with real-time data and status of spaces capture. By having a Smart Lighting System installed you will also be potentially able to take advantage of new technologies such as Li-FI which will revolutionise the way we communicate in the future.

Provide huge maintenance costs savings Maintain optimum lighting levels

Combining Data Comms Cable and Smart Lighting Cable as one installation GCL’s technicians will install the cabling for the Smart Lighting System at the same time as the cabling for voice, data, security and AV – it all runs on the same standard, low voltage structured cabling system. Also, unlike 230Vac cabling, there is no need for electrical distribution boards or separate conduits for lighting thereby saving on installation costs.

Despite the uncertainty of the UK’s impending exit from Europe, every commercial building needs to have high quality network connections, telecommunications and energy-reducing solutions. By adopting a structured cabling system which can be easily adapted to meet your current and future needs, your business will minimise unnecessary operational setbacks in the future.

Put yourself in a stronger position and call GCL to see how you can improve your business efficiency today. t: 020 3906 6070 e: hello@gcl.uk.com w: www.gcl.uk.com

Better Control and Much Healthier Light Installing intelligent lighting controls will ensure you are not using any more energy than you need to. Detection systems which sense movement and natural light can replace your conventional

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business matters leadership and entrepreneurs

December/January august/september december/january june/july 2020-21 2019 2018 business edge

Young Start-Up Talent South East – This year’s awards to hold their nerve in front of a film crew, as their pitches were recorded and shown prior to the Showcase event via YouTube. During the showcase, the final five pitched ‘virtually’ live to an audience of business professionals and heads of education via Zoom. After an audience and judges final vote and a tense wait, the announcement of the winner was revealed as Anthony Mellor of White2Label Manufacturing. The business specialises in both white label and bespoke product services for sportswear brands. Utilising extensive supply chain management, the business is able to offer a comprehensive bespoke service for businesses looking to produce custom garments for their brand as well as offering fast turnaround times through a white label tailored service.

Following lots of hard work, business workshops and presentations, Young Start-up Talent (YST), an entrepreneurial initiative aimed at 16 to 25 years old, was proud to host a virtual Showcase event for the South East’s finest young entrepreneurs 2020. It was announced that Anthony Mellor of White2Label Manufacturing, who specialises in both white label and bespoke product services for sportswear brands, was voted the overall and lucky winner of the 2020 business prize fund of products and services.

Following the announcement, Anthony commented, “I am absolutely thrilled to have won this year, especially as the other finalists were such strong contenders - I wish them all the best for the future. This award is a great achievement and I look forward to working further with the YST team to progress the business further.”

Anthony now plans to continue moving forward with his business, solidifying his relationships and getting to know the business community, allowing him to strengthen White2Label Manufacturing’s offer further.

Ana Christie, CEO of the Sussex Chamber of Commerce, stated; “This has been a tough year for all businesses and particularly for young entrepreneurs just starting out. It has been brilliant to see how the candidates have continued to develop over the last six months during a very difficult and challenging time and good to see how they have taken on board all our advice moving forward.”

A fellow judge, John Redfern, Director of Corporate and Commercial South East

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The other four finalists who took part in the virtual event and impressed the judges with their professional pitches, included:

Anthony Mellor Region - NatWest, also commented; “Anthony is a very worthy winner, all of the finalists were of very high standard. It was tough to pick a winner this year!”

The YST team worked hard to find the very best young entrepreneurs living across the South East region during the year. The successful applicants were then invited to a business workshop before they faced a selection of local business professionals in a 1-2-1 styled speed-networking, where they gained invaluable advice on how to develop both themselves and their business. From there, the candidates were whittled down to just five finalists.

The finalists pitched their refined business plans to a panel of five judges at the offices of Thales UK. On top of this, the finalists had

www.sussexchamberofcommerce.co.uk

Logan Leckie - Topia Ayush Sanghavi - Veggie Alternatives Zak Lloyd - DelivrMe Carmel Kalani - Spice up your Life Dave Kickham, Deputy VP Industrial Operations, Thales UK, added; “It was great to continue our support for the initiative and to engage with these talented young entrepreneurs.”

The Young Start-up Talent team would like to thank all the judges, sponsors and young entrepreneurs who took part this year and have helped make the YST 2020 initiative to be a brilliant success. www.youngstartuptalent.co.uk

tel: 01444 259 259

june/july December/January 2019 business 2020-21 edgebusiness edge

leadership and entrepreneurs

25 years…where has the time gone?

What was the original idea for Premier Energy and why has it lasted? Where to next?

Hi, I’m Jason Raymond, Founder & CEO at Premier Energy, and in 1995 I started a business with a work colleague. After 18 years in the gas industry the formerly nationalised British Gas Company (BGC) decided that the department we were working in was no longer required. We took voluntary redundancy and decided to set up Premier Energy.

We knew that the knowledge and experience we gained with BGC was required and very valuable as other utility industries were being privatised at the time, and a new competitive market was forming.

As the first entrant into the market we developed the concept of a specialist Utility Consultancy. Back then, Computer Aided Design (CAD) was not even developed, land lines, faxes and post were the main forms of communication, and PCs were physically large with small storage and capabilities.

With long hours and several business ventures we finally had a breakthrough client who gave us the chance to save them money on their utility installation. We would like to quickly thank Bellway Homes for being a loyal client and still working with us 25 years later…and there lies one of our secrets to success! It is always hard getting the first break but after that, if you do a good job, the client appreciates what you did and recommendations follow.

There are of course many challenges along the way. The biggest was the passing away of my business partner of 9 years after losing his battle with cancer. There was an enormous amount of disruption with staff and of course ownership issues, but fortunately we set up insurance policies and agreements in the early stages of the company to assist with minimising the impact.

Jason Raymond Founder & CEO at Premier Energy

Some of my top tips for business longevity:

Another big challenge was the financial crash in 2008. Business halved overnight and we had to act quickly to keep going.

Having grown to a company of 24 staff it was difficult to make so many colleagues redundant, but without taking the necessary action we would have run out of money.

Fortunately we survived, cut our cloth to meet income and gradually worked our way out of the recession.

1. Set up the company with adequate insurance and protections in place

Roll on 12 years to 2020 and we had grown again to 28 staff, but this time we are trying to make no redundancies through the pandemic and continue to trade. Let’s keep fingers crossed, but I know we are in a better place due to Government support (CBIL and JRS) which were not available in 2008.

5. Look after your clients’ interests and they will look after you

Of course, not everything is bad news and there are lots of memorable moments.

We try and keep a family atmosphere with Christmas and End of Year events, sometimes in swanky venues but other times less formal activities such as bowling

2. Hard work and perseverance 3. Keep good KPIs so you can act on them 4. Have a great team around you and treat them well

6. Be flexible in what you do and adapt to change

and pizza. This is of course before COVID-19 restrictions, and I am looking forward to when everything can get back to what it was before.

Successes have also been part of why we do this. I can count many different themes

such as the number of colleagues who have stayed with Premier Energy for 10-plus years, to clients who started working with us over 20 years ago and are still using us today! We work with most of the top 20 UK housebuilders and are known by all the utility companies, building relationships at all levels.

Looking to the future I am not getting any younger, so whilst there have been various offers for the company, I wanted to thank my colleagues and give them the opportunities I had. Therefore, I recently sold most of the company back to the Executive Team. It is for them to make the most of the opportunities, although COVID-19 is becoming a baptism of fire.

The next few decades are going to be a major challenge for the utility industry with the net zero carbon targets. There are many opportunities for entrepreneurship in this field, however I do not see policies in place to get anywhere near net zero by 2050, let alone some who are calling for 2030.

The recent pledge for 40GW of new wind power will not even dent the requirements of the UK’s revolution in electrifying heating, lighting, cooking, transport etc.

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11

ask the expert

December/January june/july 2020-21 2019 business edge

How can you grow your business in a pandemic?

2020’s relentless uncertainty has created instability in many sectors. Yet, some businesses are seemingly able to execute powerful growth strategies and land-grab a large share of new business during the turmoil. So, what’s happening on the new business front and how can you grow during Covid-19?

Ryan Welmans CEO SoPro

scalable; you can easily adjust campaign volumes to increase or decrease the lead flow. But would this hold true in the lockdown period?

Starting in April, we decided to increase the number of people we were engaging.

SoPro is a powerful sales prospecting platform, established only five years ago, that has witnessed exceptional growth.

It is now a key new business channel for over 500 businesses. SoPro helps them identify prospects and then engage them with personalised emails, optimised by smart tech and expertise. With our platform clients can produce deep analysis of their prospecting.

So, we’ve taken a look at what happened to prospecting conversions to leads for our clients and SoPro’s own sales data for the periods before, during and after the first lockdown.

These five lessons will help any business optimise its new business strategy for future lockdowns.

1: Make the right adjustments and lead rates won’t suffer Perhaps surprisingly, our prospecting campaigns for clients still generated about the same number of leads, despite the fastmoving situation in March-May. Our prospecting campaigns in February and March 2020 both drove more leads than October, November or December in 2019.

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Our prospecting leads instantly increased for that month – a trend that has continued as we head towards the end of the year.

3: Lockdown doubles ‘Lead to sale’ timings If we look at how long leads are taking to convert to sales, a clear trend is visible.

We split SoPro’s sales timeline into lockdown and non-lockdown periods.

In the non-lockdown periods, it took our sales team an average of 36.9 days to close each sale.

However, during lockdown they took an astonishing 72 days to close, nearly double the amount of time.

The reality is that during uncertainty, prospects, like everyone, need more time to evaluate options and they need more assurances in order to commit.

4: Lockdown increases conversion Ready for the shocker? How did lockdown impact our conversion rates?

2: Prospecting is still scaleable

First, the comparative stats. In the three months before lockdown our sales leads converted at 7.8%, and 8.1% in the three months after lockdown. Pretty consistent.

One of the advantages prospecting has over other sales channels is that it is agile and

The leads we generated during lockdown converted at 9.5% – a conversion rate

www.sussexchamberofcommerce.co.uk

almost 22% higher than the preceding 3 months.

Our jaws hit the floor when we saw these figures. We had been under the impression that lead conversion had reduced severely during the lockdown. However, the reduced sales levels were simply due to our time to close doubling.

Customers took far longer to sign… but ultimately conversion increased.

5: Revenue impact for 2020 In April, the leads we created during lockdown made up 93% of all sales. So, if we had stopped prospecting, we’d now have a three-month hole in our 2020 revenue.

By October 2020, SoPro sales would have be down 25% if we had stopped prospecting during the Lockdown.

So, my advice is don’t stop looking for new business. Definitely review your sales and marketing channels to ensure they reflect new working habits and the channels your B2B audiences, in particular, are using.

Our sales data shows social prospecting has thrived during lockdown. So, make sure you’re maximising your chances of survival with a solution that offers proven engagement success, scalability to meet your needs and the smartest tech to minimise the demand on you, while maximising the new revenue it creates.

We’ve also created a C-19 resources centre at www.sopro.io that includes over 50 sector specific reports on the impact of lockdown and the most successful prospecting techniques. There are also advisory blogs and videos to help businesses adapt and grow during these difficult times.

tel: 01444 259 259

skills and business development matters

june/july December/January december/january 2019 business 2018 2020-21 edge business business edge edge

Solving the digital skills paradox – recovery and beyond Sheridan Nye Linguicity Training

Plugging the digital skills gap is a top priority of East Sussex County Council’s Economy Recovery Plan. So how should policy makers in Sussex promote digital skills for recovery? And how can young people, and those newly out of work, prepare themselves to develop those skills?

Julian Perrott, Co-chair of the ESCC’s Creative and Digital Task Group, says it’s important to consider common requirements across all sectors, not just the digital sector itself.

“Construction, tourism, leisure and education all need a range of digital skillsets these days as they increasingly rely on cloud platforms. Many of these Software as a Service platforms (SaaS) are specific to each sector, but skills for working with them are similar.”

Furthermore, many of the most popular SaaS platforms are used across sectors:

Content Management Systems (CMS) for websites, such as WordPress, Customer Relationship Management (CRM) for sales and marketing, such as Salesforce, and Microsoft 365 for productivity and collaboration.

“Going back 30 years, ‘digital skills’ were a rare thing. Can you write an email or work with a spreadsheet? Companies these days don’t need so many more skills, but you do need the ability to use SaaS platforms such as Salesforce.”

The Task Group identifies three roles in high demand in East Sussex: software development, digital marketing and cybersecurity.

For a young person looking to be a developer, choosing which programming languages to learn can be daunting. Every year sees changes in the languages most in demand.

As MD of BarkWeb, a web development and marketing agency, Perrott looks for attributes in the individual rather than their proficiency in one language or another.

“At BarkWeb we have two very successful programmers who are predominantly selftaught. What they have in common is a

Julian Perrott genuine interest in the subject and a hunger to continually improve their techniques and skills.” Perrott says the ability to think through a process and break it down into computational stages is more important than the flavour of code. “The methodology is similar with different languages. It’s like if you speak English and French it’s not difficult to learn Italian.”

Perrott has an interesting idea to help employers send a clear message about the skills they need at any given time. He’d like to see all employers dedicate a page of their website to listing the skills they are currently seeking. “A young person could be looking at 10 potential employers. This lets them find the common factors between them.”

Employers who would like to find out more are welcome to contact julian@barkweb.co.uk

Are you facing an Employment Tribunal or need advice? QUEST COVER can help!

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

Our Employment Tribunal Service 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 Full access to our comprehensive HR & Legal document library

A valuable benefit for all members silver and above. There has been a sharp increase in the number of employment tribunal claims submitted over the past few years.

Settlement agreements to prevent any progress to tribunals ACAS early conciliation service to help negotiate a solution 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 All members can call our FREE advice line on 01455 852037

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.

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13

business support

December/January june/july 2020-21 2019 business edge

Exploring what makes the customer relationship tick Whenever I think of the dynamics of the provider-to-customer relationship, my mind inevitably goes to the infamous Two Ronnies’ “Four Candles” sketch.

That back and forth between what the customer expects, what the provider understands, and the exasperation on both sides when it goes wrong. The reason we all love that sketch so much…besides the misunderstandings and the general outrage of Ronnie Corbett…is that we can all relate to what is happening.

Now of course shops have changed a lot since the sketch was written (although Coronavirus has turned back the clock in some). But how often have you gone into a shop looking for something only to find it hidden in an unexpected place? Or asked a question on live chat and spent more time explaining what you mean than you do getting the answer?

It’s the same as asking for “four candles” and getting “fork handles”—a level of frustration and confusion on both sides of the counter.

So how do you as a retailer or service provider prevent this?

The answer is simple, but the process to actually implement it is anything but.

You need to really put yourself in your customer’s shoes, understand where they are coming from and what they expect from you. Think about Ronnie Corbett, he only stopped the endless cycle of frustration by snatching Ronnie Barker’s list.

He found a way into his customer’s brain.

Now that’s easy when someone walks in with a list. But the real world isn’t usually so obliging.

And let’s be honest, it’s not just about preventing frustration. These people are your customers. They pay your bills and give your business (and your employees) purpose. Most, if not all, of your business’ goals revolve around them.

They expect value from you, your team, and your product or service.

And the only way to give them that is to understand what value they expect: What is on their shopping list when they come to you?

Getting that shopping list from your customers Aside from asking your customers for a list (or grabbing it out of their hands in frustration), how do you find out what your customers actually want from you?

In my experience, there are three key places to look for this information. I like to think of them as the Three S’s of customer relationship management: 1. Sales, 2. Surveys, and 3. Swearing

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Sales The first is probably the one that is the easiest to get solid information about (at least if you have a good CRM system).

Looking at sales patterns and performance will tell you where your customers are spending their money. Voting with their wallets, as it were.

When the sales go down in a particular area, you know your customers aren’t seeing the value anymore (or at least not as much). When sales go up or stay consistent, you know the value is being felt.

Although you can’t take it for granted that high performance will always stay high, sales data will give you the broad strokes of how your customers are feeling (and expecting from you).

Surveys The second S of customer relationships is going the direct route and basically asking your customer for their shopping list. Or rather, asking them how they feel about their shopping list following an interaction with your team.

Did they get everything they wanted?

How did they find the service? Will they be coming back?

Imagine a little survey at the end of the Four Candles sketch…was Ronnie Barker happy with his purchases? Probably. Was he equally happy about the service? Possibly not.

This direct method will give you an idea of what your customers think and how much they value what you are doing.

But keep in mind that most people often only respond to surveys if they’re REALLY happy or REALLY angry. So those in between people will have to tell you how they’re feeling via their purchases.

Swearing

negative feelings about the value of that customer relationship.

The obvious one is, of course, complaints.

If you get a lot of complaints, especially sweary complaints, you know something is going wrong. But that really belongs under the “survey” heading in the past section.

The “swearing” I’m actually referring to here from your team.

If your customer facing teams are frequently frustrated with your customers, it’s a good indicator that something is going wrong with your customer relationship. Pay attention to this and try to find out where things are going wrong.

Think about Four Candles one last time, Ronnie Barker may have felt ambivalent about his shopping experience, but Ronnie Corbett certainly didn’t. And if his frustration got carried over to every other customer interaction he had that day (and if those interactions followed similar paths), it doesn’t take a genius to work out that this will affect his sales. And the value his customers are placing on them.

So my advice?

Pay attention to what your customers are doing (sales) and saying (surveys), but also listen to how your team is feeling (and if they’re swearing).

These three things will give you a window into customer relationships and what you can do to improve them. www.opencrm.co.uk

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

Although you’ll get a feel for how angry your customers are if you are carrying out surveys, there is another place to look for

www.sussexchamberofcommerce.co.uk

tel: 01444 259 259

leadership and entrepreneurs

june/july December/January 2019 business 2020-21 edgebusiness edge

Robust information security requires Leadership and Commitment Jason Parker-Smith

Director, Aston Information Security Ltd

not “just an IT issue” otherwise you end up with the IT department guessing what is important to the business and requires the most protection.

How can Management demonstrate leadership and commitment?

Information Security must be a regular agenda item at board meetings. Top management must understand the risks to their business information assets.

Information security management is now regarded as a business-critical function that interfaces and supports management’s business objectives and processes and aims to protect information assets from breaches in Confidentiality, Integrity and Availability.

While there is an increase in security risks being discussed at board meetings, it is still not happening in many companies.

Top management need to demonstrate leadership and commitment by implementing an Information Security Management System (ISMS) and pulling together all employees to work as a team to ensure that the processes and principles are embedded in the organisation. This is

As a starter for 10, at Aston Information Security we suggest: Establish SMART Information Security Objectives that fit in with the strategic direction of the company.

Sign-off the high-level policy to include why information security is important and demonstrate management commitment i.e. it is not one rule for management and one for the employees.

Communicate the policy to the whole company.

Set and minute the risk levels and either Transfer, Tolerate, Treat or Terminate the risk.

Provide and sign-off the budget and resources to manage security. Ensuring that everyone feels supported to follow and improve the ISMS.

Review reports at Board meetings on, for example, the effectiveness of your Objectives, the high risks the company is exposed to, incidents that have occurred (if you don’t see an initial spike in incidents there may be a problem), improvement action progress.

Play an active role in the supporting information security policies development and make them tailored to the company’s risk appetite, sector and legal/compliance requirements, not Googled.

In Summary If the maturity of your information security programme is in its early days, be prepared for some shocks. You will find processes that are putting the company at risk as well as processes you had been told were being done but are not. One breach of Confidentiality, Integrity or Availability can be enough to put a company out of business.

For over 20 years businesses have been relying on Aston Information Security to implement an information security programme that reaps benefits and protection for directors, shareholders, employees and their customers.

Leading the way and growing business through challenging times The Jonathan Lea Network is a law firm focused on advising entrepreneurs, senior managers and investors with their UK legal needs. The firm’s turnover has organically increased more than seven-fold over the last three years.

Our retained team operate from a large open-plan office in Haywards Heath, working closely with a remote network of experienced, self-employed solicitors.

Our IT systems easily allowed for home working during the initial lockdown and our team were also able to return to the office several weeks in advance of other businesses given our spacious premises.

Mentality Since the beginning of the pandemic, our mentality has been to remain positive and resilient and focused on supporting clients and developing our business. Despite a quiet period in April and May, we retained every employee and ensured everyone was able to take on new matters (even at lower fees than usual) and also to work on marketing initiatives. We never considered taking the furlough-route.

Expanding When the lockdown eased and business picked up again, we were ahead of the game and capitalised on the uptick in work, significantly increasing our revenue over the summer. Now we have the confidence to expand. We’ve recently hired three new employees and also had law students undertake work experience placements in our office.

Developing We’ve taken advantage of technology to help advance our business. Offering 20-minute introductory videocalls to new clients increased engagement and communication and has made it easier to convert new leads. We’ve recently held three successful webinars, which allowed us to showcase our expertise, including ‘resolving shareholder disputes’ and ‘SEIS & EIS tax reliefs’.

We’ve also increased our marketing activity by significantly developing our legal template online store, resulting in our revenue from downloads almost tripling since March.

Jonathan Lea

Achieving A recent, significant achievement was helping our client Transcend Packaging raise £10 million. Part of our work related to successfully negotiating with HMRC in interpreting the EIS rules. If we hadn’t received such clearance the transaction would probably not have completed.

Investing After successfully applying for the bounce-back loan, we now have the opportunity to sensibly invest this to further grow our business. We’re now looking to acquire a small established law firm from a sole-practitioner, which will allow us to increase our knowhow and client base.

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15

business support

December/January june/july 2020-21 2019 business edge

Robotics surge as virus strikes The scourge of coronavirus could be fundamentally changing the way businesses operate by expanding remote working and accelerating the deployment of robotics and AI. The British Chambers of Commerce BCC has released the results of its Coronavirus Impact Tracker, which reveals that the majority of businesses have made changes to adapt to the UK lockdown and social distancing. Most are highly dependent on technology. Sixty-six per cent of organisations have embraced remote working – and 50 per cent are using some form of video-conferencing software to keep their operations going.

Walmart is using robots to scrub its floors, and McDonald’s has been testing robots as cooks and servers. Danish manufacturer of ultraviolet-light-disinfection robots, UVD Robots, has shipped hundreds of its machines to hospitals in China and Europe.

Even before the pandemic, Amazon and Walmart were deploying robots in warehouses to improve efficiency. But Covid-19 has prompted them to increase the use of robots for sorting, shipping and packing.

Food delivery Starship Technologies has been running a food delivery service in Milton Keynes using autonomous vehicles since 2014. It has seen considerable increases in demand as

many grocery stores, restaurants, and other delivery companies have been contacting the company to ask for assistance.

Gary Jowett, from Computer & Network Consultants (CNC) in Brighton, said: “Social distancing has shone a spotlight on remote working technology, AI and robotics as crucial weapons in the fight for commercial survival. And they offer answers about how your business can thrive in the future.

IMAGINE HAVING ACCESS TO ALL THE BEST IT SERVICES.

“Once a company has invested in robotics, for example, it’s hard to envisage why it might revert to using humans for the same task with all the overheads that would incur.

A greater reliance on such technology is likely to fundamentally change all our perceptions of work and the working day. It could lead to a big shift in the way productivity is measured, and the actual job roles people are given. For employees, that may also mean a change in the skills sets they need to maintain a successful career.”

ISO 9001:2015 & ISO 27001:2013 Certified

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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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www.sussexchamberofcommerce.co.uk

tel: 01444 259 259

advertorial

june/july December/January 2019 business 2020-21 edgebusiness edge

Practical Compliance: Bribery It has been reported that the Serious Fraud Office is investigating Canadian aircraft manufacturer Bombardier Inc. over suspected bribery and corruption in relation to contacts and orders from Garuda Indonesia, Indonesia’s national airline. Why does this affect businesses in Sussex?

In the run-up to the introduction of the Bribery Act 2010, then Secretary of State for Justice, Kenneth Clarke said: “Bribery blights lives. Its immediate victims include firms that lose out unfairly.

The wider victims are government and society, undermined by a weakened rule of law and damaged social and economic development. At stake is the principle of free and fair competition, which stands diminished by each bribe offered or accepted.”

In financial services, prevention of bribery and corruption sits with the Money Laundering Reporting Officer whose brief now includes all forms of financial crime prevention. But all businesses need to be aware of the potential for bribery and corruption impacting their operations.

Time, then, for a quick refresher on the Bribery Act 2020. The act came into force on 1st July 2011 to repeal and consolidate all previous legislation. It also defined the bribery offences in the UK and the penalties committing those offences.

or to pay substantial costs associated with the prosecution.

The Bribery Act created the following offences: Active bribery: promising or giving a financial or other advantage.

Being mindful of these six principles will help your business prevent bribery

Passive bribery: agreeing to receive or accepting a financial or other advantage.

Bribery of foreign public officials is a standalone offence The failure of commercial organisations to prevent bribery by an associated person (also known as the corporate offence).

And the penalties?

The penalties under the Act are severe – there is a maximum penalty of 10 years’ imprisonment and/or an unlimited fine for individuals.

Corporates face an unlimited fine (including in respect of the corporate offence).

A firm can mitigate the Corporate Offence by demonstrating that regular training regarding how bribery can impact the firm has been given to all staff.

1. Have clear and practical procedures that are proportionate to your business 2. Commitment from the Board and Senior Management 3. Assess the potential exposure to bribery with regular risk assessments 4. Proportionate due diligence on individuals and firms which perform services for your firm 5. Regular communication with staff, including training and refresher training 6. Regular monitoring and review of the effectiveness of procedures.

How can we help Compliance Matters UK Limited offers cost effective and practical guidance.

Contact us on 07768 422 213 or email ian@compliancematters.co.uk to discuss any needs you may have.

There are other possible serious financial, as well as reputational, consequences of being found guilty of an offence under the Act, including confiscation under proceeds of crime legislation, the requirement to appoint an external monitor to review and ensure compliance with policies and controls and/

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business matters leadership and entrepreneurs

December/January august/september december/january june/july 2020-21 2019 2018 business edge

This year’s winner of Young Start-Up Talent (South East) Anthony Mellor, age 22 and MD of White2Label Manufacturing tells his entrepreneurial journey so far...

A lot of people wonder what makes a good leader or entrepreneur.

Are these individuals just born with innate skills that allow them to perform better at certain tasks than most?

to another order. I simply didn’t have trust in my supply chain.

So, I decided to start White2Label Manufacturing with an aim that would remain extremely simple; provide startups and already established businesses with amazing quality products, a great service and add credibility into an industry that lacks just that. It sounds simple, right? The beauty in this was in its execution. There’s a reason manufacturers impose high minimum order quantities – it’s because no matter what they are (500 or 50,000 pieces per colour) those who work with you, will always have to order at least that.

It’s a question I always asked myself when I’d hear the stories on the news about how the CEO’s of these huge multi-million, or even billion-pound businesses had hit a new milestone, and for that moment in time, I’d always consider whether or not I could stand alongside them one day.

However, this isn’t viable for start-ups.

So, I created a minimum viable product where our unique selling point would be our white label service- lowering MOQs (Minimum Order Quantity) and decreasing lead times, all whilst offering a UK based service for brands.

My entrepreneurial story doesn’t start with the more common scenario, as with many successful entrepreneurs, of selling sweets in school narrative. It starts with me sat in my study at Sixth Form wondering how cool it would be if I saw people wearing clothes I’d designed, I’m not talking about seeing work I’d done for another brand, I mean it being my brand.

That’s where the journey began and before I knew it, I had essentially built the foundations of a fashion business just through researching online – using Google, YouTube, reading books and listening to podcasts. Upon realising I pretty much had a brand, I just needed to execute on this idea.

I took the £2,000 I had saved up during my A-Levels from working weekend catering jobs, to invest into product. It was at that point that I became committed to being an entrepreneur. It might not seem like a lot, but that £2,000 was one of the biggest risks I ever took – it would’ve been very easy to let doubt creep in and

Anthony Mellor avoid taking that step. I think that’s the beauty of entrepreneurship – it’s risky and scary but equally exciting and extremely rewarding.

Fast forward a couple of years and the brand was growing. I’d launched four very successful collections via social media campaigns and the audience was growing with increasing customer lists. All was going well but something was missing… the manufacturing sector was extremely hard to navigate. It felt as though I was gambling my hardearned money every time I committed

Fast forward to today, I truly believe White2Label Manufacturing is on course to be one of the market leaders. Every single week we’re signing more and more clients, taking a larger chunk of the market, investing into infrastructure, equipment, stock and staff – all of which serves the simple purpose of providing amazing quality products, a great service and adding credibility to an industry that lacks just that.

The most exciting thing about the above, is how I went from shipping the occasional t-shirt every fortnight to pallets of boxes weekly. It all started with that initial step, it was maintained with a lot of hard work and grit and an insane amount of perseverance. These traits are what I feel makes a great entrepreneur and I believe it’s exactly what’s going to make myself and White2Label Manufacturing an entrepreneurial success story.

“I took the £2,000 I had saved up during my A-Levels from working weekend catering jobs, to invest into product. It was at that point that I became committed to being an entrepreneur. It might not seem like a lot, but that £2,000 was one of the biggest risks I ever took – it would’ve been very easy to let doubt creep in and avoid taking that step.”

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www.sussexchamberofcommerce.co.uk

tel: 01444 259 259

june/july December/January 2019 business 2020-21 edgebusiness edge

leadership and entrepreneurs

Challenging times bring out the best in our business leaders

Lee Wiseman Managing Director, Wiseman Finance

I launched Wiseman Finance back in 2017 to fulfil a fundamental business need: helping businesses, in particular SMEs and sole traders, to secure the funding they need to grow and thrive.

Having worked in banking for many years, I was becoming increasingly frustrated with seeing viable businesses and individuals being turned down for funding. Along with the banks’ lack of flexibility and their refusal to even look at individual cases and assess them on their unique merits, I knew that something had to be done.

A more customer-focused solution I became more and more convinced of an urgent need for a more flexible, customerfocused solution, and so got to work setting up my specialist finance brokerage service, Wiseman Finance.

Keeping the focus on doing the very best for each individual customer has been at the core of my business from the outset.

My team and I pride ourselves on providing a responsive service with an end goal of getting clients the funding they need to

grow their businesses. It’s a simple formula, and it works.

hiring an account manager the following year.

I believe our strength lies in our focus on clients as individuals with unique needs, and our ability to work closely with lenders, breaking down the barriers that clients would previously have encountered many times in their quest for finance.

Since then, I’ve expanded the company further with the addition of admin, marketing and sales departments. We currently have five members of staff in addition to myself, with a sixth soon to join and plans to hire more in the very near future.

I am certain that the flexibility of working with a number of lenders, paired with our negotiating skills and insight into individual circumstances, have contributed to the company’s rapid growth and success.

Keeping the emphasis on an individualised service and understanding the unique needs of different types of business, Wiseman Finance has evolved into a number of brands to reach our target and to represent the specific areas of finance that we can help clients with.

Bucking trends and rising to challenges The unique set of skills that Wiseman Finance offers has been especially relevant during the challenging landscape of the COVID-19 pandemic.

Our personalised approach has allowed us to help business owners get through the disruption and uncertainty caused

by COVID-19. With the general climate of caution and economic downturn, fewer and fewer high street banks are lending now, and small businesses in particular are falling at the first hurdle – to get funding.

Our personalised service means we can match business owners and lenders, brokering a mutually successful funding arrangement. We have well and truly bucked the trend of failing businesses during this exceptionally challenging year, and I’m thrilled to see our services thrive and expand.

From strength to strength My message is that a “can do” attitude will pay off. I started out alone back in 2017,

Our brands cover and specialise in arranging finance for the haulage, recovery truck, forestry and construction industries, with more on the way in 2021.

An inspiration to entrepreneurs One of the things about my business I am most excited about is our growth since the COVID-19 pandemic took a grip on UK business back in March this year.

I hope my example is an inspiration to entrepreneurs. By recognising some of the common setbacks experienced by businesses trying to secure finance and responding by creating a customer-facing solution, I believed I have captured the entrepreneurial spirit of creativity and positivity.

My final words to anyone wanting to start up a business in the current climate would be do your research, find your market and go for it. Even in these challenging times the new shoots of economic growth are looking for a way to break through and thrive.

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cover story

December/January june/july 2020-21 2019 business edge

Gatwick Airport – ready to build back better As discussed in the last update from Gatwick back in the summer, it continues to be an incredibly difficult and unprecedented time for all involved in the aviation industry and beyond. I joined Gatwick in September as Chief Commercial Officer under no illusion about the challenge which lay ahead, but ready to embrace it, nonetheless. The aviation industry has proven its resilience in the past and this will likely be no exception, if we adapt quickly to changes and behaviours in a time and cost-effective manner.

Over the past months, Gatwick as an organisation has explored different ways to help safeguard as many jobs as possible and keep the business in a strong position, ready to build back better as demand increases and continue acting as the single biggest driver for the local economy.

Unfortunately, due to a dramatic 66% decline in passenger numbers in the first six months of this year, the airport had to make the very difficult decision to restructure the company, losing around 600 job roles in the process. Even now, just over eight months into the crisis, passenger volume continues to be approximately 90% down versus last year. While delivering a programme of redundancies isn’t something that anyone would wish to have to implement, the process of restructuring will better align the business to passenger and air traffic forecasts while allowing it to remain agile should demand recover faster than expected. It also means Gatwick will continue supporting significantly more jobs than it needs to operate at current levels.

Another decision we have recently announced is the introduction of forecourt charging in 2021. This will be in the form of a £5 charge for vehicles using the forecourt

to drop off passengers directly outside the terminals - as most UK airports have done for many years. The revenue raised will help the airport continue its recovery from the economic impact of the COVID-19 crisis and will also help Gatwick continue to meet its commitment to reduce ‘Kiss and Fly’ - the least sustainable type of journey to the airport, which currently accounts for 15% of all airport journeys. We are continuing to look into solutions for staff, rail users and Blue Badge holders.

On the subject of the railway station, Gatwick’s recovery plan includes a multimillion-pound, two-year upgrade of Gatwick Airport railway station. This work will help relieve crowding, improve accessibility and reduce delays for international passengers, commuters and leisure travellers across the south east.

Govia Thameslink Railway (GTR) and Network Rail have been working throughout the Covid-19 pandemic – taking advantage of the significant downturn in rail and

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air passenger footfall – and platform 7 was successfully re-opened on time on 1 November 2020, having been initially closed (and then removed) on 18 May. In further positive news for not only Gatwick, but associated business partners and the regional economy, myself and colleagues remain in constructive and encouraging talks with new and existing airlines, who continue to show considerable appetite at operating – or expanding operations - from Gatwick.

Already in recent weeks, we’ve seen Wizz Air – an existing carrier at Gatwick – base an aircraft at the airport and launch a number of new routes as a result, to the likes of the Canary Islands, Malta, Naples and Athens, while TUI has already launched its winter ’21 and summer ’22 schedule from Gatwick, rubber-stamping its commitment to the airport.

Returning airlines, routes and passengers is also positive news for our retailers. Within

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business cover matters story

june/july December/January december/january 2019 business 2018 2020-21 edge business business edge edge

the North Terminal, the vast majority of shops have now re-opened following the national November lockdown. We are also hopeful more of our restaurants will be reopening over the coming weeks, although if you are flying from Gatwick soon, there are already a number of places to grab a pre-flight meal, snack, coffee or beer.

What remains evident is passengers’ desire to travel. Following the removal of quarantine restrictions for passengers arriving in the UK from the Canaries in October, airlines immediately added 137 additional flights to these destinations throughout November, with many flights during October half-term almost at capacity.

While the majority of flights didn’t operate due to subsequent travel restrictions, the move to add such a substantial number of flights highlights the appetite for travel and our airlines’ ability to act swiftly to meet this demand.

We at Gatwick welcomed the work of the Global Travel Taskforce and the Secretary of State’s recent announcement that a test to release system will be in place in time for Christmas. This will help improve consumer confidence in flying by reducing selfisolation restrictions for those arriving from a non-exempt country and will help people to take well-earned and much needed breaks whether visiting family and friends for Christmas, a ski trip or simply getting away for some winter sun.

The aviation industry across Europe is also starting to coalesce behind a single, harmonised approach to testing predeparture that would ultimately eliminate quarantine altogether. We look forward to working with Government and the Taskforce on this as it would help end the current international patchwork of approaches to testing and safely open up most of the UK’s travel routes, while preserving thousands of aviation jobs.

To help provide further confidence and reassurance for passengers, Gatwick opened its own COVID-19 screening facility at the end of November. Located within the airport’s Long Stay Car Park at the South Terminal, the facility offers a fast and accurate and lab-analysed PCR swab test to passengers, employees based at Gatwick and also the general public, including local residents.

Looking further ahead, we are also asking government to help the UK compete internationally and to help us to build back better. As part of this, we would like government to reverse plans to scrap tax-free shopping, bring in a temporary cut in Air Passenger Duty, and make sure

Jonathan Pollard Chief Commercial Officer, Gatwick Airport

government support mirrors the best being offered overseas, to ensure the vital UK aviation sector is given a fighting chance.

We would also encourage government support and investment to ramp up the use of sustainable aviation fuels and provide a clear strategy for hydrogen and electric technologies to help us build back better.

From our perspective at Gatwick, the airport is committed to achieving net zero by 2050 for its buildings and fleet – and we are already halfway there, having made great strides to date.

Gatwick has been carbon-neutral accredited for several years and is a committed member of Sustainable Aviation, which brings the industry together to find ways to ensure sustainable growth, and has published its own detailed roadmap to net zero by 2050.

“We at Gatwick welcomed the work of the Global Travel Taskforce and the Secretary of State’s recent announcement that a test to release system will be in place in time for Christmas.”

Finally, to enable not only Gatwick but the UK aviation industry and regional economy as a whole to build back better, we remain committed to our Northern Runway Scheme. Initially, we had planned to launch an extensive consultation in spring 2020 to engage with local communities and other interested parties, but obviously in the interests of public health, this couldn’t go ahead as scheduled. However, we hope to start consulting with interested and affected parties next year.

The Northern Runway Scheme is a nationally significant infrastructure project, and we believe progressing a scheme like this is in the best interests of both the country and the local and regional economy.

The Project itself has both capacity and resilience benefits and will help give greater resilience not only at Gatwick, but also across London and the South East. The Project is consistent with government policy to make best use of existing runways.

We know how difficult it is to get consent for new runways, but our scheme enables modest growth, improved resilience and significant economic benefits whilst having little overall environmental impact compared to alternative projects.

We will, of course, issue more information about this in due course and will invite as many people as possible to have their say.

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21

inspirational leaders

December/January june/july 2020-21 2019 business edge

Keeping the light burning crucial to high-tech company Martin took the decision several years back to expand into world-wide export, spreading the risk should recession strike in any particular quarter of the globe.

“Things look a little different this year,” he said wryly.

By Helen Compson

Longevity among the 12 members of staff at Energy Technology & Control Ltd is such that managing director Martin Thirsk has his work cut out.

Today, the company has key customers in the Americas, Italy, Spain, Malaysia, Singapore, India and Australia, and several others besides.

Its two main customers in the UK, one in Rochdale and the other in Portsmouth, also export their industrial burners all over the world, thereby expanding ETC’s reach even further.

One of his current focuses is succession planning, because – with lengths of service anywhere between 12 and 30 years the norm – retirement can mean the loss of a huge body of knowledge and expertise.

So, thorough training and bringing successors up through the ranks is of paramount importance to this Lewes company renowned for its design and manufacture work in the ultra-specialist field of burner control systems.

“We don’t recruit very often because people rarely leave,” he said with a laugh. “We value our staff and we do look after them. We introduced a company pension scheme 18 years ago, for example, well before it was a requirement.

“But yes, my biggest thing at the moment is succession planning, because we have to be prepared when somebody does retire.”

The workforce is split between purchasing and supplies, sales, manufacturing and then the two research and development “boffins” responsible for designing the control systems themselves.

“One of the R&D guys has been with us for 27 years, since he left university with a degree in electronic engineering,” he said,

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The control systems it supplies are usually for large steam boilers producing the clean source of heat needed in the food, drink and pharmaceutical industries.

Martin Thirsk “and the other is a software engineer who has been with us for 17 years.”

Their collective focus has changed somewhat since Martin and three of his colleagues led a management buy-out of Energy Technology & Control (ETC) in 1988.

In the early days, they installed many a boiler control system directly for large-scale end-users such as hospitals, breweries and dairies.

Needless to say, the industrial boiler is very different to the domestic beast. “Effectively the industrial boiler has three components,” said Martin.

“There is the boiler itself, which is a massive, heavy-engineering pressure vessel; there is the burner, which is the flame-thrower that creates the heat; and then there is the control system designed to start the whole thing up and ensure it all works properly and safely.”

Gradually, however, they began to concentrate on the design and manufacture side of things instead.

“So, there are three parts to an industrial boiler and you rarely find a company crossing over to do more than one of these – they are very separate disciplines.”

He said: “We sell the control systems directly to burner manufacturers now and they are badged mostly with the names of our customers, so it’s not readily obvious it is our equipment. We are known though!”

Which is all the more reason, he says, to ensure he has his succession plans in place.

Ensuring the next generation is trained and ready to step up to the plate is key to the future of Energy Technology & Control Ltd.

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inspirational business matters leaders

june/july December/January december/january 2019 business 2018 2020-21 edge business business edge edge

Survival spirit the toast of Sussex brewery

By Helen Compson

In the halcyon days, just one short decade ago, not another pint could be rung out of the aged casks at iconic Sussex brewery Harvey & Son. But times change, and latterly dramatically of course, testing the mettle of this business like every other.

While the brewery, headquartered in Lewes, has 43 tied houses, they absorb just 12% of its output – the rest is freely traded on the open market.

And that, joint managing director Miles Jenner knows, will be the life-raft that keeps them afloat during the pandemic.

“We have been through a fair amount of crises over the years,” he said. “We have survived a fire in the offices and two major floods in my lifetime.

“The pandemic is certainly the worst – nobody was injured or killed in those first ones – and the impact on society is so great that getting through it is probably the biggest challenge anyone could face within an industry such as this, so dependent is it on the hospitality industry and people being out there enjoying life.

“But it is incumbent on every one of us to find a way through, if we can. It is going to take a lot for us to get back to where we were, yes, but I do think we will survive.”

Established in 1790, Harvey & Son is the oldest independent brewery in Sussex and it is still a family business today.

Five members of the seventh and eighth generations of John Harvey’s descendants currently work there, including the other joint managing director, Hamish Elder.

In the division of responsibilities, Hamish looks after the estate (essentially the pubs) and Miles, a brewer to his core, looks after production.

The strength of Harvey & Son is that is has continued to move with the times. Since Miles joined the company, as assistant brewer in 1980, it has doubled output and introduced a plethora of new products designed to satisfy contemporary tastes.

He said: “When I joined, we were on the crest of a wave, because the Campaign for Real Ale had come into being and was promoting traditional cask conditioned/ draught beer.

Miles Jenner Joint Managing Director “We watched those volumes rise and rise, at the expense of the packaged keg and bottled beer that had been fifty percent of our production throughout the 1960s.

“In the end, we were producing so much draught beer that in 1985 we decided to expand the brewery – it was my first project to commission when I became head brewer the following year.”

The brewery has always invested in a broad range of products, because the prevailing view is that what goes around, comes around. Hence, they are now planning on supplementing their kegging and bottling operations with a canning plant.

“So much has gone over to home deliveries and home consumption during Covid-19,” he said. “The total volume drunk has dropped significantly, because the number of pubs out there has been decimated, but there is a distinct rise in home-drinking, so we need to reposition ourselves.”

Harvey’s produces around 20 different beers, ranging from a Victorian-style porter stout through a dark mild and a ‘blonde’ to a light and refreshing India pale ale.

The team has gone into gin and malt spirit production too, just for good measure.

But devotees probably won’t be surprised to learn that a whopping 76% of its trade is in the form of the Sussex Best Bitter it has been producing since 1954.

The same strain of yeast has been used for more than 60 years now and so essential is it to the unique taste of Sussex Best Bitter that come lockdown, serious debate ensued on how best to keep it alive.

“The yeast is the fingerprint of our beer and unless that’s kept turning over in fermentation, it will die,” said Miles. “We can’t lose it!

“However, we worked out that if we could put a brew through every three weeks, we’d keep the yeast alive.

“We did that during the first lockdown and ended up being very busy with online sales.”

The rollercoaster-ride of 2020 necessitated the furloughing of 85% of the staff and took production levels down to just 4% of the norm.

The summer’s reopening of pubs allowed them to get back to 50% capacity … before everything closed again.

Tough decisions are having to be made behind the scenes. A smaller workforce more adept at multiskilling is required if the brewery is to survive.

But it will, said Miles firmly. “My glass is always half full. I seldom get totally despondent, because I always feel there is hope.

“We have been very grateful for support such as the furlough scheme, but at the end of the day, it is about looking at our company and planning our own route ahead.”

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23

kickstart scheme

December/January june/july 2020-21 2019 business edge

The Kickstart scheme The Kickstart scheme is a £2 billion fund designed to create hundreds of thousands of high quality, 6-month work placements for young people aged 16-24, who are claiming Universal Credit.

As the Government launches its Kickstart scheme, aimed at helping young people into work, the Sussex Chamber of Commerce and the British Chamber network are working together to support businesses to maximise the benefits of the scheme.

The Government’s Kickstart scheme is designed to help young people whose dreams, careers and ideal jobs have been affected by COVID-19.

“At a time when cashflow is tight, this fully funded scheme will help employers bring young people into the workplace and develop new talent for the future.” - BCC Head of People Policy Jane Gratton

How the Scheme works The Government will fund 100% of the relevant National Minimum Wage for 25 hours per week, plus associated employer National Insurance contributions and employer minimum automatic enrollment contributions. £1,500 is also available per placement to support and train the young person.

This means that for any business, of any size and operating in any sector who is looking to create quality jobs for young people can apply to create new 6-month job placements and support the next generation through the early stages of their career to develop skills and experience.

replace existing or planned vacancies cause existing employees or contractors to lose or reduce their employment The roles you are applying for must be:

If you’re creating more than 30 job placements

a minimum of 25 hours per week, for 6 months

If your organisation is creating more than 30 job placements as part of the Kickstart Scheme, you can submit your application directly.

paid at least the National Minimum Wage for their age group

Start your application here:

should not require people to undertake extensive training before they begin the job placement Each application should include how you will help the participants to develop their skills and experience, including: support to look for long-term work, including career advice and setting goals support with CV and interview preparations supporting the participant with basic skills, such as attendance, timekeeping and teamwork Once a job placement is created, it can be taken up by a second person once the first successful applicant has completed their 6-month term.

Who can apply for funding Any organisation, regardless of size, can apply for funding.

The job placements created with Kickstart funding must be new jobs. They must not:

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How to apply

www.sussexchamberofcommerce.co.uk

https://www.gov.uk/guidance/applyfor-a-grant-through-the-kickstartscheme If you’re creating fewer than 30 job placements If your organisation is creating fewer than 30 job placements, we can help you do this, as you are not eligible to able to apply directly. We are collating businesses for DWP/Government, bringing them together for those who want to do less than 30 placements.

Register your interest on our website and we will get back to you with further information. https://www. sussexchamberofcommerce.co.uk/ Young-Chamber/Kickstart-Scheme Please note any business can apply.

There is no requirement to be a Sussex Chamber member.

The guidance is still being updated by Department for Work and Pensions, and therefore the criteria requirements may change, so refer always to our website.

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SUPPORTING THE FIGHT AGAINST COVID-19

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sustainability

December/January june/july 2020-21 2019 business edge

How a 200 year old rope-maker is turning the tide on plastic manufacturing At Marlow Ropes we are turning the tide on how we manufacture – the energy we use, the materials we source and the waste we produce. As a leading manufacturer we are ensuring that we operate an efficient and ethical plant, enabling a sustainable future for manufacturing in the UK. As a rope-maker, Marlow’s Management Team recognise that our activities will have an effect on both the local and global environment and we are committed to ensuring that the negative effect is minimised as far as is practical. With this in mind, we are bringing together our sustainability actions and the eco-conscious products we are developing under the one BLUE OCEAN® brand.

Overall, the introduction of the BLUE OCEAN® brand is Marlow’s mark of sustainability and assures our customers, end-users, suppliers and employees of the on-going commitment and mission to conduct our operations and production within an environmentally conscious measured framework. The actions of which are governed by these company-wide BLUE initiatives:

Since 2018 Marlow Ropes have been developing products using sustainably sourced fibres in all of our standard synthetic rope ranges. Most significantly we are reducing reliance on fossil fuels by using fibres either manufactured from waste plastic or natural sources, many of which have launched this year in the Leisure Marine and Arboriculture markets.

B - Being proactive and measured in our

“Marlow have worked hard over the last couple of years to eliminate as much waste and single-use plastic from our rope ranges and continue to look at bio-based materials to help us achieve our sustainability goals.

We are proud to be making significant changes in the rope-making industry.” Jon Mitchell, Managing Director

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commitment to reducing and eliminating our negative environmental impact.

L - Less is more. Continuing our quest for less energy, less plastics, less waste, less carbon and less emissions.

U - Utilising our global position as a market leader and authority in rope manufacturing to be a key advocate for sustainable change across the rope industry.

E - Educating ourselves and our stakeholders to do better, be better and act responsibly in all areas of our business.

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Throughout our 200 year history, the ability to innovate has kept Marlow moving forward in the way we manufacture. And now, at a time where it couldn’t be more important, it is this thirst for innovation and the commitment of Marlow’s management team, which has enabled us to adopt new rope-making processes and materials with sustainability at the core.

It’s an exciting time for Marlow’s future and over the coming months we’ll be sharing more of our Blue Ocean story and the results of our BLUE initiatives.

For more information visit marlowropes.com/blue-ocean

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Why Choose Modern Office?

Your Office, Your Home, Your Future Choosing the right office furniture for your company is exciting and fun but it can also be a daunting exercise for any size business.

Modern Office offers many solutions to meet the requirements of your dream office layout. We offer a number of services, helping you to create the perfect space for your office, where employees can thrive.

We start by looking carefully at the overall picture, taking into account not only the design and creative needs of your organisation, but all the finer details too. Style and appearance, colour scheme, fabric and finish are all fundamental, but these days it is also imperative that your office furniture meets a detailed array of ergonomic and safety requirements.

With over a quarter of a century of experience in this field, Modern Office is the complete solution to all your business furnishing needs. Whether you are looking for stylish office chairs, practical office storage or an exquisite conference table, we are sure to have something for everyone.

0191 478 8349 • info@modern-office.co.uk • modern-office.co.uk

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UK business heroes

December/January 2020-21 business edge

UK Business Heroes Sussex Chamber of Commerce and the British Chamber network launched a ‘UK Business Heroes’ campaign to recognise the incredible achievements by business, in the most challenging of years.

Sussex Chamber nominated several local businesses to be recognised with this prestigious award. We are thrilled to say that all nominees have been awarded the accreditation.

Ana Christie

Chief Executive Sussex Chamber of Commerce

We are paying tribute to them and acknowledging their contributions by giving them our UK Business Heroes stamp which demonstrates how they have gone above and beyond to support their local community during the Coronavirus outbreak.

The initiative is supported by HRH The Countess of Wessex GCVO who has personally congratulated each UK Business Hero. In a letter to our heroes, Her Royal Highness expressed her delight to “support the British Chambers of Commerce UK Business Heroes campaign” which “recognises the incredible work businesses have carried out across the UK”.

Ana Christie, Chief Executive of Sussex Chamber said: “So many companies, individuals and communities have all made fantastic contributions. It gives me great pleasure to share the amazing Sussex business stories which demonstrate how some companies have gone the extra mile to support the local community. In the face of extreme adversity, we have been presented with some thoroughly admirable businesses whom we are so proud to celebrate. The pandemic saw UK Business Heroes use their resources in altruistic and inventive ways to step up and serve their communities in times of crisis, resulting in some truly inspiring stories. A huge congratulations to all UK Business Heroes and to the many firms and individuals who have all contributed in similar ways.”

Spellman High Voltage supported critical infrastructure and essential businesses around the world by designing and producing new products including visors, multipurpose claws and ear savers in addition to their regular work. These products reduced the risk of virus transfer and protected frontline workers.

Marshall-Tufflex was approached back at the start of the pandemic to supply its antimicrobial cable trunking for the new emergency NHS Nightingale Hospitals, in response to the COVID-19 outbreak.

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“So many companies, individuals and communities have all made fantastic contributions.” for existing customer product lines in ventilation, respiratory and other medical components, in response to the fight against COVID-19.

Bio-Productions found that companies across Europe turned to them for assistance fulfilling orders for in-demand cleaning products during the ongoing Coronavirus crisis as the pandemic continues to affect global supply and demand.

Vent-Axia has been helping support a wide-range of essential projects with ventilation, including the conversion of existing hospital wards and the creation of field hospitals across the country.

radiation therapy is available to patients and has continued advancements in innovation.

Goodwood helped raise some money for the NHS Charities national COVID-19 urgent appeal. This had been created in conjunction with NHS bodies, the NHS Charities together with member charities and its board.

We are incredibly proud to share details of the Sussex-based UK Business Heroes on our website www.sussexchamberofcommerce. co.uk/UK-Business-Heroes #UKBusinessHeroes

LoveLocalJobs launched a series of videos to help the local community stay positive during lockdown, covering topics from gratitude to teamwork, resilience and mindset.

Ricardo designed, assembled and donated a total of 10,000 protective face shields to front line NHS and healthcare workers in just over 100 NHS hospital trusts, care homes, nursing homes, GP surgeries and hospices across the Midlands and south of England.

PVL manufacture specialist reflective markings for emergency service vehicle fleets. When lockdown started, they kept a team working to support these critical service fleets and utilised their spare cutting capacity to create thousands of free PPE for NHS hospitals.

The Pentagon Plastics Group has seen a sharp rise in the production demand

Elekta has supported the healthcare community by ensuring that life-saving

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Sussex business heroes

December/January 2020-21 business edge

From the Covid-19 frontline another Sussex Business Hero Christine Garland Managing Director, Hygiene Chemicals

As a company, here at Hygiene Chemicals, we strive to go that one step further assisting all our customers with high levels of service, support, advice and quality products. This has never been more critical than in recent months and for the future.

It is therefore a great source of pride to offer a huge congratulations to our Sales Manager Jeff Tidd, on receiving the NHS Solent Trust Suppliers Award, for outstanding service during the Covid crisis.

During this Pandemic, the NHS Hospitals have been stretched more than ever.

With opening new units to providing more care, Jeff has worked tirelessly in helping to provide their every need. from consulting with equipment to monitoring their up and

coming needs, trying to ease some of the pressure that they are faced with.

As Jeff explains, “As a company we have always worked in close partnership with our customers, and this was never more important than during the Covid pandemic.

I was delighted to accept on behalf of the company the Award from Solent Trust, and am pleased that we were able to help in such a constructive way in this very difficult time” The Solent NHS Trust elaborated on Jeff’s award. “Back in March when we started to feel the impact of the Covid 19 pandemic, we in NHS facilities departments faced unprecedented times and were tasked with achieving things we have never been asked to do before. The support we received from Jeff Tidd and Hygiene Chemicals was second to none. Although an external supplier, Jeff very much felt part of the team and part of the effort and was integral in us achieving our goals.

Nothing was too much trouble and we would regularly be in contact several times a day. I would later find out the true effort that Jeff had been to, even making

Sussex Chamber of Commerce welcomes Worthing & Adur Chamber of Commerce The Sussex Chamber of Commerce continues to broaden its partnerships, joining forces with Worthing & Adur Chamber of Commerce. The network of chambers can now be far stronger and cohesive than they have ever been.

The new affiliation aims to broaden the Chamber’s partnerships, whilst still enabling both to retain their independence.

The initiative was put in place to give county Chambers a louder voice and platform to represent businesses on a local, regional, and national level.

Ana Christie, Chief Executive of Sussex Chamber of Commerce said: “There is a huge opportunity for the whole Chamber network across Sussex to really come together and support business during this very challenging time. The affiliation fosters better collaboration among the business community as well as creating a stronger voice for Sussex businesses.”

Jeff Tidd contact with companies that were closed due to the pandemic to ensure we had everything we needed. Subsequently we presented Jeff with a Solent NHS Trust Heart Award for the support he provided.”

(Iain Robertson Catering Operations Manager, NHS Solent Trust)

Together Business is Stronger A formal relationship that has been many years in the making, Worthing and Adur Chamber are genuinely delighted that we are now affiliated members of Sussex Chamber.

The additional benefits that Sussex Chamber can provide to our members will be of great value such as discounted healthcare plans and roadside assistance in addition to the help on offer to Worthing and Adur members that are exporters or planning to be. Members will also be able to access discounted rates on training and events.

We look forward to holding additional events together, to strengthening business relationships across our counties and raising our cohesive business voice.

Sussex Chamber members are all very welcome to attend our events and training at the discounted affiliate rate, we hope some of you will come and meet us and our diverse community very soon, virtually for now of course.

The Worthing & Adur Chamber of Commerce Team. www.worthingandadurchamber.co.uk

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finance focus

December/January 2020-21 business edge

So 2020 is almost at an end!

It has been rubbish hasn’t it, but there’s still time for a Christmas Bonus! Don’t let the opportunity pass your business by for another year.

2020 should have been a decent year; it was the start of a new decade; we should have got a final idea of our future trading relationship with the EU after months of not knowing; and there was going to be an election in the US and then COVID struck.

For many it has been a significant challenge, some companies have thrived, the most unfortunate companies have failed and some of us have just plodded along.

We had high hopes for 2020, continued business growth, attending a number of business shows, finding new customers, and initially everything was great, 2020 started with a bang, we had our busiest first quarter, everything went according to plan, and then at the end of March, the lights went out and stayed out for most of April and much of May, and we had our worst second quarter for 4 years. They have slowly come back on in June and July and then in August when we all would have all been away for our summer holidays, they were burning bright, just like the sunshine for some of the month, and they have continued burning in September and October and should keep going now through the dark winter months, despite this second lockdown.

As we begin to hear the death knell of this terrible year, it is also a time of frantic fiscal activity for many business. With a majority of companies having a December or March year end, the end of the calendar year marks a triple whammy for many. The 31st December is the deadline to amend a Tax

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Return for a financial year ended December 2018, it’s also the date by which a company has to file their initial Tax Return for the year ended December 2019 and it is also the day before a company with a March 2020 year end has to pay their tax bill!

It makes it the busiest time of the year for an R&D Tax Credits firm, but surprisingly as we enter into this period we find our selves a little bit ahead of the game for a change.

If you are the owner or technical director of one of those companies with a December or March year end, you could enter 2021 with the prospect of a far healthier bank balance. If you were engaged in a project in 2018, 2019 or 2020 that had an element of a scientific, engineering or technological challenge and your own staff or someone else’s were working to try and solve that challenge then you could have the potential to claim for R&D Tax Credits.

If that project was focused on developing a new, or significantly improving an existing; product; material; process; or device or delivering a new or improving a piece of technology essential for your business then you really should be talking to someone about your claim.

losses to HMRC for cash, it really should be a task that moves to the top of your to do list. If you are a larger concern with over 500 employees, or you have a balance sheet over €86m and turnover in excess of €100m then you will only be eligible for the Research and Development Expenditure Credit. Whilst not as generous, it still pays out a fairly healthy 9.72% for 2018 and 2019 and a better 10.53% from 1 April 2020.

It sounds like you might have quite a lot to lose, would you like to find out once and for all whether your company might have the potential to claim. Our discovery calls take about 15 minutes. We’ll start off by asking a couple of pointed questions and then spend most of the time listening to your answers and maybe asking more questions to explore a particular avenue. Book a call at www.calendly.com/simon-bulteel Finally, whatever you do, stay positive, stay safe, don’t let COVID and lockdown 2.0 get the better of you or your business, have a cracking Christmas and see you on the other side, for what should be a slightly better 2021

Given that the tax savings for a company, or a group of companies employing less than 500 staff could generate a tax saving of up to 24.7% for a profitable company or 33.35% for a company that has made losses in the year and could surrender those

www.sussexchamberofcommerce.co.uk

tel: 01444 259 259

advertorial

December/January 2020-21 business edge

When it comes to pathogen transmission. Delay breeds danger…

Forensic Cleaning Professionals lead the charge against Covid-19 in the workplace.

Whether your duty of care is towards your clients, employees or the public, electrostatic medical grade disinfectant cleaning is the only method that can guarantee a Covid-19 free (99.9%) environment for 28 days.

Traditional office and industrial cleaning methods no longer provide the forensic levels of hygiene required to satisfy government regulations, health and safety regulators and of course your employees and customers.

What is Electrostatic cleaning?

Forensic Cleaning’s electrostatic delivery system adds a positive charge to the droplets of medical grade disinfectant which then enables them to be attracted to neutrally charged surfaces, desks, walls, handles, office partitions, tables for example leading to an even touch free distribution that prevents dripping. The product can also be applied to soft furnishings and upholstery.

surface areas, and cheaper fogging options can not guarantee a Covid free surface due to their negative droplets attaching to negative surfaces.

Effectively you are spending a small fortune on disinfecting your premises but still leaving your business and reputation vulnerable. ​ here is another way. Reach out to Forensic T Cleaning Professionals and mitigate the

Traditional cloth and mop methods can easily relocate deadly germs to different

risk, we are certified by the World Health FORENSIC Organisation’s “Health Emergencies CLEANING Program”, and proud members of the British Infection Association and the Sussex FORENSIC Chamber of Commerce.

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GET YOUR CASH FROM HMRC

Call COODEN TAX CONSULTING NOW!

Validate your claim,

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Call us on: 01424 225 345

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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

AS A CHAMBER MEMBER YOU’RE WELL CONNECTED

22/02/2016 17:41

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training and events

December/January 2020-21 business edge

Training and Events Diary Customs Declaration E-learning Training The Chamber of Commerce network has partnered with some of the leading industry experts to launch brand new Customs Declarations Training designed to prepare businesses and trade professionals for the future of trade.

The way we trade with the EU is about to change, introducing the need for forms and processes not previously required. Up-skilled people are the key to continued training success once the UK leaves the EU.

Course content is based on the following topics: Introduction to Trade

Export and import controls Reliefs Preferences

Business Responsibilities

Customs simplified procedures – explanation of procedures and benefits

The Customs Declarations Training programme delivers flexible, bite-sized e-learning modules, classroom courses, and virtual classroom sessions.

Export process

Grant funding: Visit our website (training) to obtain applications for HMRC training funding.

Classification – determining the use of commodity codes

Course pre-requisites: there are no prerequisites for this course.

Using Customs Procedure Codes – use of appropriate CPCs

Import process Valuation – explanation of the main methods and their application

Assessment: no formal exam will be taken however delegates will get to complete simulated forms to ensure they can complete simple customs declarations correctly.

Registering Interest: To register interest please email info@sussexchamberofcommerce.co.uk

Funded & Accredited Virtual Training Working in close partnership with Sussex Chambers of Commerce, East Sussex College Group have developed a suite of qualifications to support business to change and adapt by developing skills in 4 key areas; Digital Skills, LEAN Management, Equality & Diversity and Mental Health Advocacy in the workplace:

Level 2 Certificate in Digital Skills for WorkBecome qualified in the use of the latest digital applications used in the workplace including Microsoft Teams, Onefile/Dropbox, Instagram, Linked In etc. understanding best practice and how to use the evolving technology in a GDPR compliant way across your organisation.

and continuous professional development process.

Level 2 Certificate in Lean Organisation Management TechniquesThis Certificate is aimed at team leaders and project managers wanting to improve business performance through continuous professional development of employees and their skill set. Learners will develop an understanding of lean organisation techniques in business, develop their knowledge and understanding of business improvement tools and techniques and understand what makes and effective team including how to handle conflict.

Level 2 Certificate Mental Health First Aid and Mental Health Advocacy in the Workplace-

Level 2 Certificate in Equality and DiversityQualify your staff with an accredited certificate to ensure equality and diversity is embedded in your strategic planning

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Raise your employees’ knowledge and awareness of the different types of mental health problems and

www.sussexchamberofcommerce.co.uk

their prevalence, as well as understanding individuals with these conditions in order to care for and interact with them..

Using an intuitive online platform with optional 1:1 support from tutors via video conferencing we are providing a Government funded training package to give your staff the skills and resilience to meet the challenges of recovery.

Use the promotional code SUSSEXCHAMBERS1 to access any of these 4 courses free of charge for yourself or your staff while funding is available.

To enrol go to escg.theskillsnetwork.com and follow the application process. You will need to complete a short maths and English assessment and be asked some short questions about how the course will benefit you.

If you would like more information please contact: sussexskillssolutions@escg.ac.uk

tel: 01444 259 259

training and events

june/july December/January 2019 business 2020-21 edgebusiness edge

Training Courses Gold & Premier members - You can now use your credit pots to pay for training International Trade - Virtual Training 2nd December

Import Procedures

Personal Development & Communication Skills Virtual Training

7th December

Inward Processing Relief (IPR)

3rd

9th December

Customs Decemberlaration Training

10th December

Confident & Effective Communication (1 of 2)

11th January

Becoming and Authorized Economic Operator (AEO)

11th

December

Confident & Effective Communication (2 of 2)

14th January

Understanding Export

11th

January

Confident & Effective Communication (1 of 2)

27th January

Import Procedures

12th January

Confident & Effective Communication (2 of 2)

14th January

Unshakeable Confidence

22nd January

Resilience

Management & Leadership Skills - Virtual Training 2nd December

Motivation through delegation

8th December

Managing Staff Performance

6th January

Supervisors Role & Leadership Style

7th January

Motivation through Delegation

8th January

Managing Staff Performance

26th January

The Manager’s Role & Coach

27th January

Motivation through Delegation

28th January

Managing Staff Performance

1st

Supervisors Role & Leadership Style

February

December

Resilience

Sales & Customer Service - Virtual Training 14th December

Great Customer Service (1 of 2)

15th December

Great Customer Service (2 of 2)

4th

January

Great Customer Service (1 of 2)

5th

January

Great Customer Service (2 of 2)

19th January

Selling Skills for Results (1 of 2)

20th January

Selling Skills for Results (2 of 2)

Events Virtual Events 2nd December

Christmas Sussex Social

Joint event with Sussex Chamber and both Worthing & Adur and Chichester Chambers - Members: £5

4th December

Maximise your Membership - Important benefits you need to know about

Our national benefit providers explain more - Members: FREE & Non-members: £10

12th January

Purely Virtual Networking

Have you elevator pitch ready! Members only: FREE

25th February

Purely Virtual Networking

Have you elevator pitch ready! Members only: FREE

British Chamber of Commerce - BREXIT Webinars 1st

December

Countdown to Change - Chamber Customs - 30 days to Brexit

Expert advice on Brexit preparedness - Are you Ready? Members: FREE, Non-members: £15

Sector Forums - Virtual Events 8th December

Construction Forum - Achieving Carbon Zero

Members: £20 & Non-Members: £40

15th December

Manufacturing Forum - Sussex Manufacturing Heroes

Members: £20 & Non-Members: £40

Explore Membership - Non-members only Dates to suit

There are many ways our members market themselves to the largest business network in the county. There’s also a wide range of useful benefits, including valuable HR support and cover. Being connected to the chamber you’ll be kept very much up-to-date with business support initiatives.

Book your FREE place on the next EXPLORE event convenient for you.

Speak to Richard or James 01444 259259.

Promotional offer for attendees

For more information or to see our 2020 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

33

business new members matters

December/January august/september december/january june/july 2020-21 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.

52eight3 Freshmill, Delta House, 16 Bridge Road, Haywards Heath, West Sussex, RH16 1UA 07427 452360 www.52eight3.com Welcome to 52eight3 - Sussex-based marketing and communications agency At 52eight3, we help small businesses get their brand known and loved. We’re passionate about bringing ‘the kindness economy’ into everything we do and our team of experts are dedicated to building long-term partnerships with our clients, delivering successful and engaging campaigns.

ActionCOACH Horsham & Crawley

Aston Information Security

Regus Manor Royal, Office 135 Churchill Court, Crawley, West Sussex, RH10 9LU

Unit 3-4 Braid Lane, Park Lane, Maplehurst, West Sussex, RH13 6LL 01273 252827

07957 935860

www.astoninfosec.co.uk

www.horsham.actioncoach.co.uk

Aston Information Security offers risk-based information security solutions. We design and implement strategies in Governance, Risk Management, Compliance and Supply Chain information and cyber security.

ActionCOACH Horsham & Crawley is part of the world’s largest business coaching organisation, with particular focus on helping small and medium sized businesses thrive - utilising proven business growth strategies that have been refined over more than two decades, backed up by the ActionCOACH guarantee.

Contact Daniel on danielryan@actioncoach.co.uk

We conduct information security audits and implement information security management systems (ISMS) for ISO 27001 certification and take companies through Cyber Essentials.

DeScribe Language Services

Forensic Cleaning Professionals

FRGW Ltd

The Orchard Centre, Market Street, Launceston, Cornwall, PL15 8AU

249 St Helens Road, Hastings, East Sussex, TN34 2NE

Suite 22, Front Centry House, 100 Menzies Road, Hastings, East Sussex, TN38 9BB

01566 471028

07919 227680

01424 422647

www.describelanguageservices.com

www.forensic-cleaning.co.uk

www.frgw.co.uk

DeScribe Language Services has one objective: to remove all language barriers so you can work seamlessly across nations and cultures. We will work with you as your trusted partner in all your translation and interpreting requirements.

Forensic Cleaning Professionals provide the commercial cleaning solution to the Covid-19 pandemic.

Our patented electrostatic sprayers clean more thoroughly and efficiently deliver a touch-free, low dwell system that covers all areas, seen and hidden with an electrostatically charged mist.

FRGW Ltd are a groundworks construction company based in South East England. We carry out works for local authorities and the private sector. Our end goal is always to produce outstanding results for our clients.

This process kills the germs (99.999%) and your business is certified bacteria free guaranteed for 28 days!

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www.sussexchamberofcommerce.co.uk

tel: 01444 259 259

business new members matters

june/july august/september December/January december/january 2019 business 2018 2018 2020-21 edge business business business edge edge edge

Gary Morgan

Hailsham Roadways

Inrock Ltd

Delta House, 16 Bridge Road, Haywards Heath, West Sussex, RH16 1UA

Woodside Depot, Polegate Road, Hailsham, East Sussex, BN27 3PG

Unit J Hove Technology Centre, St. Josephs Close, Hove, East Sussex, BN3 7ES

020 8337 5937

01323 848822

01273 735500

www.garymorgan.co

www.road-ways.co.uk

Sales & Leadership Coach, Telephone Communication Expert, Keynote Speaker and Certified Emotional Intelligence Practitioner. Gary trains

Hailsham Roadways was established in 1966 so has over 50 years’ pedigree in civil engineering and asphalt surfacing.

The company specialises in highways, groundwork, traffic management, road construction materials, concrete and recycling. Company is a leading proponent of the circular economy and sustainability in its industry.

Inside Sales, Telesales and Customer Service teams to Sell over the telephone with Integrity. He also coaches Directors and Business Owners to take their businesses from average to outstanding.

www.inrock.co.uk Inrock was founded as private company in 1993 and headquartered in Houston, Texas, USA. The UK office was set up later in 1997 with a view to expanding Global sales outside of North America.

Inrock is focused exclusively on the development and sale of products and services dedicated to the Horizontal Directional Drilling (“HDD”) market.

Kipper

Meatex

Mente Health

The Barn, Hurstwood Grange, Hurstwood Lane, Haywards Heath, West Sussex, RH17 7QX

Wilson House (First Floor), 48 Brooklyn Road, Seaford, East Sussex, BN25 2DX

2 Upperton Gardens, Eastbourne, East Sussex, BN21 2AH

01323 873645

07712 157539

www.meatex.co.uk

www.mente.co.uk

Meatex is the Seaford based B2B wholesale meat trading marketplace and resource for industry professionals. We specialise in the trading of premium meats & seafood for clients in the UK, Europe and Asia, as well being a platform for industry news, classified ads, jobs and events.

A simple solution to the growing problem of workplace stress and mental health.

Opus Innovations

Pass the Keys

re:value

Unit 12, The Brunel Centre, Newton Road, Crawley, West Sussex, RH10 9TU

Russets, Spy Lane, Loxwood, West Sussex, RH14 0SQ

Copsedell House, The Coopers, Itchingfield, Horsham, West Sussex, RH13 0PQ

01293 516150

07976 076478

01403 791698

www.opus-innovations.com

www.passthekeys.co.uk

www.re-value.co.uk

Opus Innovations is an award winning company that manufactures, develops and distributes award winning healthcare products and was established to develop and introduce innovative solutions to everyday problems.

Pass the Keys is a new kind of Property Management Company. The UKs largest “Professional Co-Host”, we list your property on multiple platforms such as Airbnb so you don’t have to.

re:value exists to help small manufacturing companies improve their performance.

Offering a fully-managed service, Pass the Keys finds, manages, and cleans up after your guests.

A different solution was needed. The SMC Power Process was developed for companies to teach and implement themselves with minimum guidance.

Effective and cheap.

01444 715345 www.kippercreative.com Kipper is the proud publisher of four amazing community magazines: Lindfield Life, Cuckfield Life, Hurst Life and Hassocks Life. Each of these titles in the family bring together genuine local news and information with businesses who wish to connect with an engaged and loyal readership each month.

We manufacture our multi-award winning Aquaint Santising water here in Sussex as well as our multi-award winning Happy Planet Wipes which are setting the standard for pure and sustainable wipes.

Our platform, backed up by our experienced team, will make a real difference to employee wellbeing and your organisation.

We work closely with you to tailor your solution, provide ongoing support, and ensure that you see results.

re:value initially offered consultancy but found this didn’t work, costly and ineffective.

AS A CHAMBER MEMBER YOU’RE WELL CONNECTED

35

business new members matters

December/January august/september december/january june/july 2020-21 2019 2018 business edge

Smart Disputes

SoPro

Sublime

1 Nursery Green, Billingshurst, West Sussex, RH14 0EQ

27-29, North Street, Brighton, BN1 1EB

The Saddlery, London Road, Ashington, West Sussex, RH20 3JR

07939 257109 www.smartdisputes.co.uk Smart Disputes is a legal consultancy offering commercial legal advice and support, especially in dispute resolution, with a construction specialism.

With extensive experience of dispute resolution, detailed knowledge of Mediation and construction Adjudication, we’re ready to assist at competitive rates.

020 3988 3940

01903 681388

www.sopro.io SoPro helps B2B businesses sell more. Some of the biggest sales teams in the world trust us to source their ideal prospects, take them through awareness, intention and desire, and then connect them, ready to talk business. We believe every entrepreneur, individual and business has the right to succeed and we’re committed to helping every one of them sell more.

www.wearesublime.com Sublime works with service-based companies to build a brand everyone can be proud of. Our process facilitates important conversations on vision, values and purpose.

Once the way ahead is clear and your people are aligned, we design (or refresh) your visual identity to inspire your target audience to take action.

Syntiro Ltd

Travail Employment Group

Tutorcare Ltd

Kingswood Place, Horsham Road, Findon, West Sussex, BN14 0RG

7a Church Road, Burgess Hill, West Sussex, RH15 9BB

Spectrum House, Beehive Ring Road, Gatwick, West Sussex, RH6 0LG

07880 611977

01444 244204

01293 217193

www.syntiro.co.uk

www.travail.co.uk

www.tutorcare.co.uk

Senior financial expertise when you need it … for a fraction of a full-time salary: • achieve a robust strategy that improves business management • create budgets and forecasts fully aligned with your sales goals • one-to-one monthly management review of results and KPIs • coaching and one-to-one mentoring for your internal teams

Travail Employment Group are a local, award-winning, Burgess Hill based Employment Agency established in 2006. Serving local businesses to provide personalised, consultative recruitment solutions in the supply of temporary and permanent staff across all sectors, and serving local people in their search for employment in the Mid Sussex area.

Established in Sussex in 2007, Tutorcare provides of mandatory training to businesses and organisations throughout the UK. With over 240 different courses available, we obviously include First Aid, Fire Safety and Food Hygiene at all levels.

Course are delivered at your premises, at regional centres, via webinars or by e-learning.

White2label Manufacturing Kemp House, 152-160 City Road, London, EC1V 2NX 07825 759622 www.white2labelmanufacturing.com

If you’re a member – why not refer someone, we have a very generous referral scheme – that saves both you and your referral on membership costs.

For more information call us on 01444 259259

White2Label Manufacturing is a UK based company that specialises in both white label and bespoke product services for fashion brands. Utilising extensive supply chain management, they’re able to offer comprehensive bespoke manufacturing, as well as lowering MOQ’s and decreasing turnaround times through a unique in-house white label service.

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www.sussexchamberofcommerce.co.uk

tel: 01444 259 259

member to business member matters offers

june/july December/January december/january 2019 business 2018 2020-21 edge 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:

Welcome to the Acumen family we’d like to join you on your journey

East Sussex Credit Union

Acumen Mortgages

Working with you, the entrepreneur, business owner and changemaker, we are here to protect you and your business.

We are award winning Business Lawyers of a different kind quoting fixed fees at the outset. For our member offer, we have no win lower fee arrangement for any disputes and interest free instalment scheme for all your other legal requirements.

Tel: 01273 447065 Email: office@acumenbusinesslaw.co.uk

1 in 6 people have no savings at all.

Help your staff improve their financial wellbeing with a Chorus Workplace Savings Scheme from East Sussex Credit Union. Set up is FREE to Sussex Chamber members. Your staff can save and repay loans with your local not-for-profit community bank and enjoy the benefits of credit union membership without it costing you a penny! You can find out all about the Chorus scheme here www.savewithchorus.org.uk.

Please call 07534 880729 or email emma.norledge@eastsussexcu.org.uk

At Acumen Mortgages and Protection, we compare the interest rates across the whole market to find the right mortgage in the residential, buy to let, commercial market.

Unbiased and offering a free initial mortgage review, helping save time and money, and minimising the complexity of the mortgage process.

Flexible office hours that fit around your day, on hand for information and support, making the whole journey as easy as possible.

Call us on 01293223000 or visit our website at www.acumenmortgages.net

Forensic Cleaning Professionals

Loria

Mental Health and Safety

We are delighted to offer fellow Chamber members a fantastic incentive to have their business premises electrostatically deep cleaned ensuring a Covid-19 free environment for staff and customers alike, guaranteed for a period of 28 days, keeping you compliant, safeguarding your valuable business and protecting your reputation.

As a valued member you will receive a generous 20% discount on your first four treatments saving you a minimum Lockdown busting £100!

Contact: Tony Walker M: 07919 227680 E: forensiccleaning@pm.me W: forensic-cleaning.co.uk

Free 1 hour CRM Consultation. We’ll review your existing business systems, along with any pain points, limitations or areas where you might like to see improvements. Areas covered include Contact Management, Sales, Marketing, Customer Service and Accounts. We’ll provide a written summary with advice and suggestions. This is a consultancy exercise and not a sales process. We would only propose one of our CRM solutions if it was truly necessary and offered a potential benefit.

For more information contact Mark or Andy on 01444 810519 or email mark@loriacrm.com

On line Adult MHFA England course to become a Mental Health First Aider. A blended learning programme including four live tutor led sessions of 2.5 hrs from a trainer with over 10 years experience.

Cost £300, inclusive of comprehensive manual, workbook, action card, certificate and access to learning platform for one month post course.

10% discount for Sussex Chamber members.

Please contact Alex on 07939 002047 or alex@mentalhealthandsafety.com

On Track HR

SigniFlow® Digital Signature Software

Smart Disputes

A great team which shares your values?

A diverse, inclusive and supportive culture? The right recognition and reward? People policies and procedures that help achieve your goals?

If you’re looking for answers to these people questions, I can help.

Please contact me on 07724 239495 or george@on-track-hr.co.uk for further information or a no obligation chat about the answers that will move your business forward.

I’ll offer a free one hour no obligation conversation to all members.

SigniFlow® can help make your workplace more efficient and secure by using our digital signature technology to protect and tamper-proof your documents. Our platform allows for a streamlined process, and is web and mobile-based, allowing you to send out contracts, agreements, images, and more in a digital format so customers and employees no longer need to print, sign, scan and email ever again.

Call Greig on 0208 611 2681 greig@signiflow.co.uk www.signiflow.co.uk

Do you have an important or perhaps a number of important legal issues you haven’t got around to looking at?

If so, then why not avail yourself of our discounted special offer of legal advice?

For a limited period, Smart Disputes is prepared to offer up to 3 hours of legal advice on any dispute you may have for a fixed fee of £500.

E: info@smartdisputes.co.uk M: 07939 257 109 www.smartdisputes.co.uk Twitter: @DisputesSmart LinkedIn: www.linkedin.com/in/stuartlawrence-29784991/

AS A CHAMBER MEMBER YOU’RE WELL CONNECTED

37

business diary of an matters entrepreneur

December/January august/september december/january june/july 2020-21 2019 2018 business edge

Diary of an Entrepreneur Nick Turnbull Managing Director, Indigo Splash

March 2020 : Picture a busy audiovisual company, the managing director, Nick Turnbull, creating CAD drawings across three screens in a warm office, technicians rumbling flight cases across the warehouse to a half-filled truck parked at the loading doors. The Indigo Splash team is busily preparing for a large conference.

April 2020 : Picture a dark empty office, chairs filled only with the memory of people. The warehouse is cold, quiet and still. Doors are locked.

Pushed into COVID lockdown, Indigo Splash shuts down. There is no work on the horizon but with the support of furlough and a hope for quick release from lockdown, Indigo can ride this adversity in temporary hibernation.

May 2020 : Picture the managing director’s temporary office at home.

There is no work and the company is totally out of action.

Time has creaked by since March.

Lockdown is easing but COVID persists.

Meeting in large groups is still prohibited.

No conferences, no exhibitions, no charity fundraisers, now or in the immediate future.

Nonetheless, Indigo still has overheads and furlough will come to an end in October. Entrepreneurship is required June 2020 : During hibernation, Nick continually researches to unearth alternative income sources for Indigo.

Possessing a strong work ethic, Nick is determined to learn from the experience and to generate new avenues of work.

One significant find from all the COVID safety solutions research was a great range of CCTV equipment.

Nick talks regularly with his staff to identify skills development and training for future work, giving them permission to train in work related passions of their own.

Broadening the work base expands Indigo’s resilience. Management strongly believed Indigo will survive through to 1st October when the government are due to re-open the audio-visual industry.

He also talks to business peers and suppliers in the industry about what is happening outside the events bubble. It becomes clear that most businesses will need a new line of equipment to operate in a COVID ‘back to work’ environment.

Indigo Splash’s suppliers now sell a range of products for temperature sensing, people movement tracking and social distancing.

Mid September 2020 : Picture the government saying the audio-visual industry cannot re-open until April 2021. Even entrepreneurs take a pause when the rug is pulled from under their feet. Evolving to get a company through from April to October is one thing, surviving an extra six months is a significant ask of any SME.

July/August 2020 : Picture an entrepreneurial evolution into COVID safety equipment, and disappointment.

Always passionate about technical innovation and creativity, Nick gets

38

to work with a quick social marketing campaign, employing freelance operatives to try to tap the potentially enormous COVID safety equipment market. Though the campaign generated a lot of interest, most potential clients wanted less techy, cheaper systems.

Strong people skills are vital in evolving a company and Nick is still talking to the company’s traditional clients. Before midSeptember they are willing to postpone their usual face-to-face events until after the October deadline, but a post April

www.sussexchamberofcommerce.co.uk

2021 date is unsustainable. Very quickly discussion turns to webinars and virtual events.

Webinars are a new area of work for Indigo. The entrepreneurial team research new products and train intensively, push personal boundaries and carefully invest.

October 2020 : Picture a rapidly evolving company with new skills, software platforms and technical equipment to manage the new virtual environment. Indigo is preparing for several significant future events.

Then comes the second lockdown announcement Several jobs jostle in the pipeline: a hybrid face-to-face/virtual event in the UK, a virtual customer update broadcast to Paris, an international virtual conference across three time zones and a CCTV install. All projects comply strictly with COVID regulations.

Then in late October, the government declares a gut-wrenching second national lockdown. Distress is immediate and palpable.

On disclosure of further detail, lockdown allows for virtual events conducted along COVID regulations, so here at Indigo we will live up to our strapline ‘Technically Creative’ and take on the virtual challenge of the 21st century.

tel: 01444 259 259

Find your digital voice!

Engaging your brand with audiences that matter.

www.be-everywhere.co.uk E: info@be-everywhere.co.uk T: 0191 580 5990

Office Supplies • Envelopes & Labels • Paper • Office Machines & Accessories • Ink & Toner Cartridges • Full Facilities Management • Furniture • Educational Products

• Desktop Accessories • Writing Instruments • Graphic & Arts Supplies • Diaries & Planners • Books, Pads & Accounting Systems • Filing Solutions • Storage & Archive

• 20,000+ Top Quality Produc ts for all your office needs • Fast and easy to use onlin e webstore • Nationwide delivery next day and free of charge • All major UK credit cards accepted • Full credit terms available on request