Business Edge 7

BUSINESSEDGE The magazine of Sussex Enterprise

Surviving in the cut-throat world of pharmaceuticals Staying loyal to the customer’s needs proves a winning strategy

British Chambers of Commerce Accredited

The Rt Hon Nick Herbert MP JANUARY 2012

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Financial Year End looming? Spend your Training Budget this year or lose it next year.

Get value for money with Miris Training.

Look at Training and Development in different ways: Health & Safety training – If you just want lots of dull power-point slides and a deluge of legislation and a lecture on what you must do; then I’m afraid these courses are just not right for you.

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Q: “What is the MOST important resource my business has?”

A: Your PEOPLE. They are the life blood of your business; they can make or break a business.

Q: ”Why choose Miris Training ?”

A: It is all about Service.

Experience – 16 years as a trainer and over 6 years in management. Training qualifications with the Chartered Institute of Environmental Health, the Institute for Leadership and Management and the Oxford School of Coaching and Mentoring.

Sensible prices – we charge PER course NOT per delegate. We can train in-house or at our own facility in Crawley to keep costs down. We also have agreements with various local facility providers whose charges are very reasonable.

Simple Training solutions – every course is designed around YOUR business needs. We know just how valuable your time is so every course we deliver for you will be succinct, significant, relevant and delivered in a time effective manner.

Knowledge – gained on one of our course will be suitable to use both in the workplace and outside of work.

E-learning and blended learning: Miris training are working in collaboration with “etslearn” to package some of our most popular Health & Safety awareness courses into compact, user friendly e-learning modules suitable for single point individual access or as part of a trainer led blended learning option.

These training modules are designed to provide a cost effective solution to ensuring that your workforce are familiar with the importance of Health & Safety in the workplace and can be delivered with minimum disruption to their daily schedule.

Each module is uniquely scored and certificated allowing the monitoring and review of any individuals training progress at anytime within a given period, providing both evidence of participation and content absorption.

Our core principles are applied to all the training courses that we deliver. Whether the training course is for Health & Safety training or Interpersonal Skills training it will be Professional, Focused, Structured, Interactive, Fun, Practical, Easy to use and Value for money.

E-learning and blended learning allow content relevance to be reviewed and updated at minimum cost and with the additional flexibility of branding options, can form the core of any businesses long term training requirements.

Our promise to you is that any training solution that you receive from Miris Training will be centred on your business needs.

What our customers say about us.

“Miris Training came in and delivered an amazing half-day team building event. It has made such a difference to our people” Mrs Ashman – Business Owner

We at Miris training are constantly striving to find more flexible ways to deliver training to businesses. We are now offering to run our training courses to groups of companies to share the cost. Not only is this cost effective, but you will also meet other members of the business community which means great networking opportunities.

“Miris Training has been an asset to our business. All the Health & Safety training they have given our staff has been exactly what we were looking for, and I wouldn’t hesitate to recommend them” Mr I Barry – MD

If you are interested in any of the training modules we run; would like any more information on our new projects or would just like a chat about training requirements you have please do contact us at anytime.

Jane Brann Miris Training www.miris-training.co.uk www.miris-training.co.uk/blog BE 7.indd 2

New Projects for 2012:

Shared Cost Training:

traininginfo@miris-training.co.uk 07595 414 463 01293 618881 27/1/12 15:13:56

Contents

Welcome Welcome to the first edition of Business Edge in 2012.

04 09 22 38 04 05 07 08 09 12 13 15 16 19 21

Economic Overview Upfront Upfront World View Opinion Policy News BCC Focus Ask the Expert Upfront The Steam Room Start Ups

Contacts Business Edge is a Sussex Enterprise publication.

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

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

22 24 36 38 41 43 44 48 50

The Big Interview Cover Feature Training Courses Premier Member View Events Movers and Shakers MP View New Members The Last Word

This edition looks at the medical and pharmaceutical sectors in Sussex and is packed-full of success stories from our members.

We hear from member company Custom Pharmaceuticals Ltd, which manufactures generic medicines for the pharmaceutical industry, about its unprecedented growth and its plans for the future.

And don’t miss the feature on Varian Medical Systems UK Ltd, a Premier Member of Sussex Enterprise, which specialises in the manufacturer of radiotherapy equipment.

We also talk to Europa Medical Services, a family-owned company in a business sector largely dominated by multi-nationals, which supplies medical equipment to the domestic and overseas markets, including operating tables to the Coalition forces in Afghanistan.

As always, we’ve been very pleased with the response we have had to calls for stories but are always looking for more. So, if you have anything you would like to tell us, please get in touch at businessedgeenquiries@ sussexenterprise.co.uk.

Our next issue is due out at the end of March and will focus on sport and culture. We look forward to hearing from you.

PRODUCTION & DESIGN

FEATURE EDITORS

Distinctive Publishing, 8th Floor, Aidan House, Sunderland Road, Gateshead NE8 3HU Tel: 0845 884 2384 www.distinctivepublishing.co.uk

John Dean & Francis Griss email:deangriss@btinternet.com

ADVERTISING John Neilson, Company Director, Distinctive Publishing, 8th Floor, Aidan House, Sunderland Road, Gateshead NE8 3HU

T: 0845 884 2343 E: john.neilson@distinctivegroup.co.uk

E-BOOK www.distinctivepublishing.co.uk/publications

British Chambers of Commerce Accredited

BUSINESSEDGE 3

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ECONOMIC OVERVIEW

New Year, New Start

In addition to banks lending too much on too loose terms and you and I borrowing too much, the Government went on a spending bonanza.

It doubled our national debt in ten years!

The only part of the economy that was (in relative terms anyway) prudent was the business sector. Investment and borrowing/equity release to fund that investment grew relatively slowly over the last ten years.

So will we get out of this hole and how will we get out? Well “BLESSED ARE THE WEALTH CREATORS FOR THEY SHALL INHERIT THE BILL”. Wealth creation comes from businesses investing and generating employment and profit that is then spent and taxed. The Government needs to release the latent potential of the private sector and particularly the small and medium sized businesses in the UK. “Business is Good for Britain” and we know it.

Many of our fellow citizens do not understand this. The BCC launched a campaign on 1st February 2012 to get the message across. Please visit www.businessisgoodforbritain.co.uk and write 50 words telling us why.

In Sussex we have some of the most entrepreneurial, innovative and resilient businesses in the World. Now the Sussex economy is not setting the World alight, but it is growing and I expect this year to be one of slow convalescence. Some businesses will do remarkably well. These are the meerkat businesses. They look up and out and are inventive (and sometimes a bit cheeky), and many of them export. We need more meerkats.

2011 was the year that saw the beginning of the end of the biggest economic hangover any of us have ever known. The carnage wrought by the bursting of the financial bubble was felt in every corner of the “developed world”. Growth continued apace (5%+) in Latin America, China, the Far East and India.

It was only those economies with a highly developed banking system that bore the brunt of the unravelling of the financial world. It was in these economies that the “wide boys” that populate the trading floors of the investment banks were allowed to run amock exploiting capitalism “red in tooth and claw”. I say allowed. They were just doing their job. The Senior managers, Directors and Boards of those Banks are the people that we should hold to account. If it looks too good to be true it

probably is. They ignored the risks. Actually they did not understand the risks as the system got so complicated they did not understand it.

It would be very easy to just blame the Banks for all our woes, but to lend money there has to be someone who is a willing borrower. We (yes you and me) all were willing borrowers and were complicit in the view that houses were a one way investment (bet) and not just homes. As a nation between 2000 and 2008 we borrowed £315 billion against the equity, in our houses.

To release their potential the Coalition Government needs to create the right environment and get out of the way. On Red Tape they have talked a good talk for the last 18 months. 2012 is the year of delivery. Normally a cynical sort I would not expect anything to change, but there are signs that it is. Changes to Employment Tribunals and a wholesale review of Health and Safety legislation is going on.

Anything that makes it easier to employ people is good for the economy.

The Banks at a local level are our friends. It is the Head Offices that cause many of the local problems. So be nice to your banker! I know that is possibly the last thing you would expect to hear from me, but they want to help and in many cases they are. The flow of credit to fund cashflow and growth is rising (albeit slowly).

Finally, at Sussex Enterprise your Chamber of Commerce, we have reshaped ourselves to provide even more support and benefit to our local businesses in these challenging times. Not only have we included more, but in February we are giving 13 months membership for the price of 12.

Along with lots of other post Christmas offers.

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UPFRONT

Brighton & Hove Food and Drink Festival wins Sussex Business Award The Brighton & Hove Food and Drink Festival team won the award for leisure and tourism at the Sussex Business Awards held at the de Vere Grand, Brighton.

Organisers, including Nick Mosley from Brighton Visitor, Paula Seager from Natural PR, Adam Style from Style Accountants and Andrew Kay from Latest7, collected the trophy from Ruth Badger, who was made famous when she participated in The Apprentice tv show.

The festival, now in its ninth year, has grown from strength to strength and now brings £4.1 million into the local economy by attracting thousands of visitors to the city and boosting local food and drink businesses.

Paula Seager, MD of Natural PR, who promotes the festival, said: “It’s terrific to be recognised for our work on this event, which is run entirely by volunteers and we are all particularly proud of Nick Mosley, our director, who has taken the awards to a new level this past year.”

The next big festival will be the Spring Harvest in April. Find out more at www.brightonfoodfestival.com

Amplicon launch new division Brighton firm Amplicon has announced the introduction of a new division. This new venture, as well as creating new employment opportunities, is to provide the market place with a trusted partner who can be viewed as an extension of the customers own team.

Whilst Amplicon is already renowned for supplying high quality complex systems, the new Amplicon Engineering Services division combines the best engineering practice over a range of disciplines such as mechanical, electrical and electronic engineering as well as a custom integration and build facility.

The Amplicon engineering team have many years experience in the design, build and testing of complex hardware solutions. By

simplifying the supply chain to a single order, the new service gives the potential for substantial savings in both labour costs and cash flow management.

The new division has created a number of new positions from front end sales through to apprentice technicians.

Amplicon CEO Gina Citroni said: “We seem to have got used to hearing bad news on the employment front but at Amplicon we like to buck the trend. This is another example of Amplicon’s ability to lead the way with an innovative business proposition’.

For further details please visit: www.amplicon.com

BUSINESSEDGE 5

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Want to work while you travel?

Want to fly business and drive business?

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With first class customer service, Executive Cars has grown to become the South’s leading executive chauffeur company, simply by meeting the needs of our customers.

10% discount on all fixed rate transfers (airports, docks, Eurostar) for Sussex enterprise members.

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UPFRONT

Member benefits Our dedicated IT and Telecoms Provider are offering one month’s free line rental up to £500 as well as a free IT Health Check & Report worth £500 to our Members. The IT Health Check will give you an honest assessment of your IT infrastructure and its current value to your business. It will also make any recommendations needed to enhance the effectiveness and return on investment of your IT Infrastructure. Snap up the deals today! Simply call 0844 880 4571 or email enquiries@chambertelecomsit.co.uk.

If a vehicle is used on company business it will be considered a place of work and thus Health and Safety legislation applies. Are you running a safe and compliant fleet? Are you regularly checking the condition of your vehicles? How often do you check your employees driving licences? What do you have in place to keep track of this information? Alternative Route, the Sussex Enterprise Chamber Vehicles Provider, are able to offer members a FREE online demonstration of their Fleetcheck management system, carried out over the telephone, which only takes approximately 20 minutes. See how this can change the way you manage your fleet. Call us now on 0844 880 5231

Hotel secures award Eastbourne’s five-star Grand Hotel has been named the country’s top waterside hotel in the prestigious 2012 Condé Nast Johansens Awards for Excellence.

The hotel beat entrants from across Great Britain and Ireland to win the category for the Most Excellent Waterside Hotel at the awards ceremony held at London’s May Fair Hotel.

The Grand and its sister hotel, Tylney Hall in Hampshire, also received commendations in the two categories for venues and hotels that host meetings and incentive events for both up to and more than 100 delegates.

A spokesman for Condé Nast Johansens said: “The awards were created to acknowledge, reward and celebrate excellence across the recommended properties in our guides. The world-renowned awards are a trusted mark of quality recognised by consumers and travel professionals alike and represent the finest standards and best value for money in luxury and independent accommodation.”

Grand General Manager Jonathan Webley said: “We were absolutely delighted to be selected from hotels around the country and beat some very stiff competition to win the waterside hotel award. It is a wonderful recognition of the team and their dedication to the highest standards of excellence in customer service, which is at the heart of everything we do.”

Gatwick Airport launches new-look North Terminal

left to right, Tim Fay Regional Inspector and Senior Account Manager for Conde Nast Johansens presenting the award to Grand Hotel General Manager Jonathan Webley

economic growth and well-being across the United Kingdom and that is vital to our national interest.”

Gatwick Airport has officially opened the new look North Terminal following the completion of the £73 million project to extend the building to accommodate 20 million passengers per year by 2020.

Stewart Wingate, Gatwick Airport Chief Executive, said: “It’s fair to say that passengers flying out of the North Terminal used to be greeted with a dated 80s feel with little aesthetic appeal and confusing wayfinding. But that was the Gatwick of yesteryear.Today, the layout and design of the upgraded forecourt, interchange facilities and the expanded terminal building provide a much more positive first impression.

The eastern end of the terminal has been extended to provide additional check-in and baggage reclaim capacity.There are 18 new check-in desks taking the total to 144, of which 70 are self-service options.There are also four new reclaim belts, three for international and one domestic belt.The addition of new arrival reclaim belts will significantly cut time spent waiting for luggage, and make a substantial difference to passengers keen to get home.

“This is all part of our £1.2 billion investment programme, which has a focus on improving the overall passenger experience of our airport, from the moment they arrive at the front door, check-in, pass through security to when they board their flight.We want passengers to spend as little time in queues or waiting for luggage as is possible, and we want them to enjoy their surroundings before they jet off for their holidays That has been the focus of our work at the airport so far and there is still much more to come.”

The terminal, which has been extended by 1.25 hectares, was opened by the former Prime

Minister,The Rt Hon Sir John Major KG CH. He said: “Airports are the front door of the UK and, for visitors to Britain, their first impressions of our country are shaped by what they see and experience when they land.That is why the significant investment to improve arrivals infrastructure is so important.

“Gatwick will continue to compete with our European Union neighbours and the rising challenge from the new markets of Greater Asia. In improving its efficiency, Gatwick is contributing to

The next phase of the development will involve the £32 million upgrade of the baggage system.

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WORLD VIEW

International trade forum closes the year focused on Belgium The final meeting in 2011 of the Sussex Enterprise International Trade Forum (SITF)focused on the advantages Belgium brings as a European operating base.

The meeting was held for the first time in Brighton – at the Sussex Innovation Centre on the Falmer campus and a full house enjoyed the presentation of Ben De Smit the Economic and Commercial Counsellor from the Embassy of Belgium in London.

Ben highlighted some of the reasons why Belgium makes an attractive hub for businesses looking for a Continental Europe base. It is well placed for European communication from the substantial infrastructure of its many ports to both receive and ship goods, to its close road proximity to Germany, The Netherlands, France and beyond. From naming famous Belgians to some gifts of Belgian Chocolates, Ben made the presentation both interesting and informative. For many of the delegates it was a surprise to hear that car and truck manufacture and assembly were an important part of an economy that still derives 25% of its GDP from manufacturing. Belgium has a highly educated and skilled population and with Brussels at its heart, a ready supply of multilingual employees, both its own nationals and those from other countries in Europe attracted by the salaries and lifestyle that living in Belgium brings. Ben welcomed any member of the SITF to drop in on him at the Embassy in London if they wanted to explore further the opportunities his country offered for business.

As always, the SITF meetings include a finance update from our sponsor HSBC with Clive Smith covering the many schemes that HSBC operate for international finance.This was followed by Lev Denker from UKTI making an excellent

summary of the support available for businesses that wish to grow their international trade.

In 2012 the International Trade Forum will increase the number of meetings from four to five. In addition to meetings located at the HSBC Commercial Centers in Crawley, Eastbourne and Worthing, the Forum will hold a spring meeting in Chichester and also return to Brighton later in the year. Rob Fryatt of Horsham based Xenex Associates, who chairs the Forum commented “We had excellent feedback from the Brighton meeting with many delegates attending for the first time. We seem to have the formula right focusing on a specific country or region with

expert speakers that can present information in a digestible format and some passionate businesses sharing their success stories”. He continued “The focus in 2012 will be on Australia, Japan, and Russia, all markets we have yet to cover. We will also consider the opportunities that countries such as Libya may present”.

Further information on the Sussex Enterprise International Trade Forum can be obtained from Lisa Childs at Sussex Enterprise on 01444 259114 or by mailing lisa.childs@ sussexenterprise.co.uk . All events will be featured on the Sussex Enterprise website: www.sussexenterprise.co.uk

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OPINION

The secret to success?

Having overcome one relocation, two world wars and three changes of business direction, Wightman and Parrish (W&P) still remain a leading supplier of cleaning and hygiene products to the healthcare and medical industry. What’s their secret to success?

Originally located in Lewes, East Sussex, W&P was purchased in 1915 by Frederick Parrish. For the next ten years they supplied Blacksmiths and Wheelwrights, with deliveries being made quarterly by horse and cart. It was during 1922 when Eric Parrish joined the company, that he realised the Blacksmith’s trade was in decline and started a Builders Merchants business. The 1980s meant expansion for the company when the current Chairman Michael Parrish moved W&P to premises in Hailsham allowing them to begin supplying cleaning and hygiene products.

to provide their customers with high class service and competitive prices. Nicholas Parrish explains: “W&P’s priority has been to assist our customers through economic difficulty by offering competitive prices but at the same time making sure quality and service isn’t compromised. We focus on overall expenditure and look for ways to keep customer’s costs under control but ensuring standards are not compromised. We have also tripled the size of our warehouse to increase our stock holding so we can buy better and keep prices competitive.”

W&P is now a £13m company with Managing Director Nicholas Parrish at the helm. Still in Hailsham the company employs 123 people and in recent years its premises have tripled in size. With uncertain economic conditions and a wealth of cleaning and hygiene competitors in the market, W&P’s strategy has been to continue

As a member of Sussex Enterprise, W&P has found its employment helpline invaluable, especially with the complexities involved with employing more people. W&P also regularly send employees on Sussex Enterprise courses: “We can’t expect our employees to provide a good service to our customers without giving

them the training and support to do an excellent job. Our managers have attended leadership and management courses and recently our sales office team developed their business skills through customer service training. It’s our employees that make our company successful, so as an accredited Investors in People employer we must invest in their training.“ The future for W&P is promising. During 2012 the company will acquire a first aid company to expand on their existing range of medical products. They are also planning to invest a significant amount of money in developing their website to improve the customer experience when they visit the site (www.w-p.co.uk).

Nicholas Parrish commented: “With our commitment to invest in both technology and staff training W&P is well placed to continue our rapid growth into the future.”

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MORGAN SINDALL

ADVERTISING FEATURE

Morgan Sindall – T in a challenging m The big challenge for all construction companies in 2012 is going to be growing market share when opportunities are diminishing.

The ongoing credit squeeze and austerity measures are making both public and private sector clients cautious and when going to the market they rightly seek security of delivery when choosing their contractor.

Ian Pinington, business development manager for award winning construction company Morgan Sindall, which enjoys a very high financial rating in a challenging market place is clearly bucking the trend. The company which has its Sussex office in Brighton at Dyke Road Drive, is part of top construction and regeneration group Morgan Sindall, reports a healthy start to 2012.

Brighton has been home to this local office since it was established back in 1887 by Thomas Braybon. Before becoming part of Morgan Sindall the Sussex based business traded as TJ Braybon & Sons Ltd until the mid 1990s when the business merged with Barnes & Elliot who was already part of the Morgan Sindall Group. In 2001 this business was rebranded Bluestone, becoming Morgan Ashurst in 2007 when the Morgan Sindall Group acquired AMEC design and construction services and then in 2010 it became Morgan Sindall adopting the parent company name when the construction and utilities & infrastructure divisions of the Group were merged.

the world famous Bluebell Railway which is part of the railways extensive construction programme named ‘Operation Undercover’. In Crawley for Crawley Borough Council, Maidenbower Pavilion has been refurbished and extended; Sussex Downs College in Eastbourne has a brand new construction workshop; a children’s resource centre in Sorrel Drive, Eastbourne has been refurbished as has Mill View Hospital in Hove. Popes Court in Brighton for the Southern Housing Group and College House at Brighton Hove & Sussex Sixth Form College have both been upgraded to meet the needs of the 21st century. This variety demonstrates the full scale of the construction service Morgan Sindall is able to offer its customers.

Current projects across the county include Worthing Borough Council’s exciting new £19m swimming pool complex which is being built next to the existing 1960’s Aquarena.The new centre, which was officially launched with a ground breaking ceremony performed by Council Leader Paul Yallop last September will include a range of facilities including a number of leisure pools both internal and external and a diving pool and will be completed in the spring of 2013; for the University of Sussex on the Falmer campus an £18m academic building is under construction which is the companies 10th project for the University and the largest academic building the University have ever commissioned. Again for

Worthing Borough Council in Palantine Park a new 2-storey sports pavilion is being built and at Crawley Hospital essential backlog maintenance work is being carried out in a number of locations throughout the hospital.

Morgan Sindall’s Group results for 2011 will be published very shortly however the interim results saw turnover for the first six months achieve £1.09bn up from £982m in 2010 with profit at £19.5m. Morgan Sindall remains on track to achieve its expectations for the current year. With a growing emphasis on regeneration, the pipeline has grown significantly over the course of 2011 from £1.4bn to £2.2bn with a further £1.0bn at preferred developer stage.

The Group’s forward contracted order book is at £3.3bn and there are a number of major opportunities currently at preferred bidder stage valued at £0.3bn.

Much of this is being driven by long term construction frameworks such as the Gatwick Airport construction framework for its £1.2 billion programme of upgrades and improvements; the £1billion Improvement Efficiency South East (iESE) framework, where they were reappointed last year to Tier 1 for a further four years along with one of seven local contractors involved with iESE Tier 2, the Sussex Cluster which is managed by East Sussex County Council.

Morgan Sindall has been a proactive company in the local business community and Premier Members of Sussex Enterprise for a number of years valuing greatly the assistance given to the company in helping to grow the business and opportunities across Sussex.They are also members of Brighton & Hove Chamber of Commerce.

A diverse range of projects across Sussex that Morgan Sindall successfully delivered in 2011 included Gatwick Airport’s £50 million North Terminal Extension and a new carriage shed at

Worthing Swimming Pool

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MORGAN SINDALL

ADVERTISING FEATURE

– Trusted to deliver market place 2011 saw Morgan Sindall once again invest in the success of local businesses through its sponsorship of the Sussex Business Awards. Promoting the award for ‘Sussex Business Person of the Year’ enabled them to reward the individual that best demonstrated outstanding business success of a business based in Sussex.The award was presented at The Grand in Brighton in December and went to Jonathan Dow, the Managing Director of Club Class Chauffeurs.

In addition to the business awards the company continues to support its local communities by investing considerable sums in its training programmes. “There’s a wealth of talent across Sussex and we always aim to employ local trades’ people who care about the areas in which they work,” says Ian. Supporting the local community is also very important to Morgan Sindall which they see as an investment in the areas were we all live and work in. Throughout the year a programme of activities are undertaken which provide support through a number of different mediums.

A recent event sought to raise money for MacMillan Cancer Support. Sadly in late 2010 a colleague in the Brighton office died suddenly from cancer. This had a devastating effect on the team and when the anniversary of his death came there was a strong desire to do something positive in a way of remembrance. This came in the form of a charity night at a local Brighton pub where there was a quiz, raffle and charity auction along with various fines and fees for a

University of Sussex New Academic Building (CGI)

wide variety of misdemeanours. Through the incredible generosity of all those that attended over £10,000 was raised on the night for Macmillan Cancer Support in Brighton.

2012 we believe our medium term prospects have improved over the course of last year with our greater emphasis on regeneration being reflected in a growing regeneration pipeline.

The company also provides year-long placements for construction undergraduates undertaking degree courses who need to gain practical experience, as well as providing a comprehensive training programme for new graduate employees that covers practical skills and theoretical knowledge.

Our financial position remains strong. We continue to develop the breadth and depth of the Group’s capabilities to meet our clients’ requirements, which is reflected in our healthy forward order book. We remain confident that we are positioning the business to take advantage of market opportunities and to emerge from the market downturn in a stronger place”

“The core business of course is construction and Morgan Sindall continues to provide the highest levels of service to our customers, ensuring we support them in what is currently an extremely challenging environment,” says Ian Pinington.

Gatwick north terminal extension

“The Group is delivering in challenging market conditions and we remain confident of meeting our expectations. Although we are cautious about

Contact details For further information on Morgan Sindall and the services it offers please contact Ian Pinington on 07808 920303 or email ian.pinington@morgansindall.com

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POLICY NEWS

Impact of the Chancellor’s Autumn Statement for business The Autumn Statement may well seem like a distant memory, particularly after the Christmas and New Year Celebrations, but its impact and ramifications will be unravelling for businesses across Sussex for some time to come.

Firstly, whilst the GDP growth figures were disappointing, businesses collectively sighed in relief that at last they were realistic, with 2012’s forecast revised down to 0.7%. Businesses will particularly welcome the deficit reduction plan to keep Britain’s crucial AAA rating.

There were some positive impacts for business and, in particular, companies will welcome the Chancellor’s renewed commitments to reform employment law, health & safety regulation and

simplify the planning system. We look at three key areas of reform and how they will help business.

On changes to employment legislation:

The government has gone some way to reducing the burden businesses face when complying with employment law when it announced a new package of changes.

Thinking of Cutting Your Training Budget?

– Don’t do it!

Which is worse; train your staff and they leave or don’t train your staff and they stay?

During tough business times, it’s tempting to think that investing in training is not the best use of limited funds. Employers think that training their staff will only make them more attractive to other employers, increasing staff turnover and recruitment costs. Some short-sighted managers only see training as a cost, not a benefit.

So the training budget is often the first to be cut. But this is a false economy; it may make better sense to invest more in training not less during an economic downturn.

Simple basic training in the day to day office tools like Microsoft Excel and Word can make a real difference to the bottom line.

Many staff are self-taught in these essential tools, and don’t know how efficient they

could be if they knew the applications better.

A skilled workforce is more productive, spending less time and money struggling with the tools of their trade. In addition training boosts morale; your staff are more motivated and less frustrated in their work, and therefore more likely to stay. Training treats your staff like professionals and means that best practise permeates the company.

In short, high quality, focussed training can pay for itself many times over by raising morale, boosting efficiency, maintaining high standards and increasing productivity.

Stuart Box is a Director and Trainer at Burningsuit Ltd

Consultations on deregulation are a positive step, but we now need to see real action on reducing regulation which often distract employers from growth and create uncertainty.

Changes to the tribunal system and the unfair dismissal route respond directly to the concerns of employers and will act as a real boost to business confidence.

On changes to health & safety regulation:

No employer wants to see accidents, injuries, or fatalities in the workplace but health & safety regulation does sometimes create an unnecessary burden on business. Companies often face a form-filling nightmare and high compliance costs that are not proportionate to the real risks that face employers in the workplace. Businesses will welcome the conclusions of Professor Löfstedt’s review of health & safety and the government’s promise to swiftly implement its findings.

On planning reforms:

We welcome the government’s commitment to reducing the costs and complexity of the planning system for businesses. The introduction of the National Planning Policy Framework and streamlining the system of non-planning consents will help to reduce the delays that many businesses face when trying to expand. Only in Britain are big infrastructure projects and local businesses’ expansion plans held up unnecessarily for months and years on end. Unblocking the planning system will deliver jobs, confidence, and momentum for future growth.

The Government has held out on its promise of reducing the burden of employment law and health & safety regulations for small businesses for 18 months. The time for action has now come. We now await the Chancellor’s Full Budget on the 21st March to find out what’s next on the political agenda for Sussex Plc.

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BCC FOCUS

Health and safety in the workplace The UK has a good record on health and safety and it is essential that this is maintained. No employer wants to see accidents, injuries, or fatalities in the workplace.

However, health and safety regulation does sometimes create an unnecessary burden on businesses. When speaking to companies, we frequently hear examples of how the rules have gone too far, and one in two tell us that health and safety regulation is extremely or fairly burdensome. In many cases the processes surrounding the legislation are disproportionate to the risks faced in the workplace. Companies face form filling and high compliance costs as a result of the indiscriminate application of health and safety regulation.

business for themselves. Professor Löfstedt also recommended a review of ‘strict liability’ which currently makes employers responsible for an accident, no matter how much they tried to prevent it and regardless of any action taken

by the employee. The idea is that 'reasonably practicable' must become the standard, whether the legislation originates from the EU or UK, and whether criminal or civil. The standard for health and safety law must be ‘reasonable practicability’. A business that can demonstrate it has taken reasonable measures to avert health and safety risks should not face prosecution or penalties in the unfortunate event of an accident.

The most critical recommendation is that the government will seek to influence the planned review of EU law. As much as half of all legislation affecting businesses in the UK originates in Brussels with a disproportionate number of health and safety regulations the result of EU directives. It is vital that this review of EU law has positive consequences for UK companies as unnecessary regulations affect firms’ ability to grow, innovate and create employment.

Professor Löfstedt’s review will certainly go some way to reassuring UK employers, but the government must act quickly to implement its recommendations, and reduce the burden of health and safety regulation on firms.

Dr Adam Marshall is Director of Policy and External Affairs at the British Chambers of Commerce (www.britishchambers.org.uk)

While extreme examples of 'health and safety gone mad' are well publicised, less attention is given to the genuine issues facing UK businesses. Rather than finding fault with one particular regulation, companies tell us that the problems come with complying with a multitude of regulations, and the lack of clarity around inspections. Too often, low-risk businesses are treated in the same manner as high-risk firms, and cowboy health and safety consultants can add costs and confusion with inappropriate recommendations.

The recent Löfstedt Review will be welcomed by business as a significant step towards reducing the unnecessary burden placed on them by some health and safety regulations. The government has pledged to act quickly on its recommendations, which include cutting the number of health and safety regulations in half by 2014.

Other measures like exempting the self-employed with low-risk businesses from health and safety regulations by 2013 will make a real difference to small business owners, and strip away some of the unnecessary burdens that deter some people from going into

BUSINESSEDGE 13

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27/1/12 15:15:28

ASK THE EXPERT

Each edition we ask a panel of experts for the answer to issues that are challenging you. This time, its a panel from the Sussex Enterprise commercial services team and Darren Fell, founder of Crunch (www.crunch.co.uk)

Q

I know that giving feedback is important, but how do I do it properly?

A

Giving quality feedback is now considered an absolutely essential part of being a successful manager.

As we move away from the top down ‘command and control’ model into more collaborative working methods, manager’s are increasingly being judged on the performance that they can coax out of their teams, and giving feedback is essential to driving improved performance.

Fortunately, there are some simple rules to follow which will ensure that your team is clear on their objectives and motivated to exceed expectations.

Feedback must be frequent and timely – take the ‘little & often’ approach and never leave it more than a day or two to feed back on a specific incident. Balance your feedback and try to end on a positive note – ongoing positive

Q

reinforcement is very important to help build confidence, so don’t forget to thank the people who are doing their jobs well.

Be specific, vague or general feedback is rarely appreciated and be objective led, think about the change you hope to achieve by giving the feedback in the first place.

Always feed back around behaviour (not personality) – it’s the what people are doing rather than the how or, indeed why – be non judgemental, wrong or right are not relevant concepts in these kinds of discussions. Finally, make sure that agreement is sought – of the issue, the potential solution, the time frame for review and the measures.

You may find the following model useful:

The Star (AR) Model Situation/task Give an example/observation (use evidence)

Action Make a suggestion as to how to do things differently – allow them to come back at you

Result Agree new approach

Alternative What will happen if solution is not found/ implemented

Result What will happen if it is.

I’ve recently set up my business. Any top book-keeping tips to minimise time and pain?

A

HMRC are in the midst of a pretty heavy-handed bookkeeping crackdown at the moment. They’re specifically targeting small businesses who fail to keep correct records, and are handing out some disproportionately large fines - so accurate bookkeeping has never been more important.

software you use, inputting 300 expenses will always be tedious.

Simply put aside half an hour every week to input your invoices and expenses, and not only

will you save yourself two days pulling your hair out at the end of every month, but you’ll keep your accountant happy too!

The traditional bookkeeping method for small businesses has either been a stack of paper receipts (a so-called “black bag job” in the accountancy trade due to their usual method of delivery), or an Excel spreadsheet. However, with new technology comes new efficiencies, and both these approaches are now woefully antiquated.

Cloud software is now giving small businesses not only a simpler, cheaper way to keep their books, but is saving time for the accountants at the other end too. This means lower costs for all parties, which can only be a good thing.

Aside from getting a good piece of software, my top bookkeeping tip would be to always stay on top of your books. No matter how fantastic the

BUSINESSEDGE 15

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UPFRONT

Welcome for health campaign Prime Minister David Cameron has announced the roll-out of telehealth technology that will be funded as part of the Government’s £180 million life sciences strategy. Telehealth will support three million people with long-term health conditions over the next five years.

The news follows the Whole Systems Demonstrator (WSD) programme trial that has proven telehealth is extremely successful at improving service and outcomes for patients, including a 45% reduction in mortality rates.

The Department of Health will now implement the programme nationally.

Welbeing (Wealden and Eastbourne Lifeline), the only operator of a telecare response centre based in East Sussex, has welcomed the news.

Welbeing already supports 35,000 people in the UK with services that enable people to enjoy independent living in their own home and better manage their long term health.

Managing Director at Welbeing, Mark Bannister, said: “It is fantastic to see such a positive outcome from the WSD project and to receive the Prime Minister’s endorsement.

“We have invested heavily in the development and promotion of leading edge solutions and this news is a great boost for the company and our many supporters.”

“Welbeing was created six years ago when local housing, health and social care providers recognised that telecare, telehealth and other assistive technologies would have an important part to play in helping an ageing population lead independent and healthy lifestyles.

Stephen Lloyd, MP for Eastbourne and Willingdon, said “This is a really positive announcement by the Prime Minister. Welbeing is a leading player in the telehealth sector and I will be working very closely with Mark and his team to ensure they have every opportunity to access these funds.”

Brighton and Hove to have TV station Jeremy Hunt, the Secretary of State for Culture, has announced that the 20 ‘pioneer areas’ to receive TV licences will include Brighton and Hove.

Other areas being granted their own stations include Cardiff, Edinburgh, Glasgow, London, Manchester, Newcastle and Oxford and the Secretary said: “I am confident these new stations will provide local communities with programming which is relevant to their daily lives, will support local democracy, boost the big society and enhance local communities.”

Ofcom will now consult on these areas and its proposed licensing process.

Bill Smith, from Latest TV, which has been leading the bid for Brighton and Hove since the consultation process began, said he was delighted that Hove was first shortlisted among 65 local areas then chosen as one of the 20 areas to pioneer local TV. The bid for local terrestrial TV in Brighton and Hove has been backed by all three of the area’s MPs. Also behind the bid are the business

community, the universities and colleges, local celebrities and there has been widespread public support. Thousands of people signed petitions in support of Brighton and Hove having its own television station.

The decisions means the area will now be able to develop its own television industry.

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UPFRONT

Brighton Science Festival 2012 Shakes It Up Brighton is going to be all shook up in February.

Among the themes of the science festival are events that shake us, catastrophe, pandemic, global warming and economic melt-down, and visitors will also be shaking with laughter as Robin Ince, Marcus Brigstocke, The Festival of the Spoken Nerd and Helen Keen mix science and comedy.

The first weekend of the Festival (11th & 12th) sees the popular Family Fun Days at Hove Park School. Children aged 7-14 can be inspired by the creative, messy, loud side of science.

Featuring real sheep, real explosions, cloud chambers, a snotty nose big enough to crawl through and very much more.

Curious about the Higgs boson and other mysteries of Quantum theory? Why not come along to the Quabinet of Quantum Quriosity (19th) and find out more about the mysteries of this puzzling but fascinating branch of physics (suitable for children 13+)? Later in the month, the Simply Brilliant physics evening (22nd) with Trevor Bayliss will demonstrate what intelligent design really means. If you want your mind bent, try out the edgy scientific ideas of Rupert Sheldrake, author of the Science Delusion (20th).

For the very brave, there is Make Your Mind Up Time (26th), where visitors will delve into the murky world of consciousness and how much of our world is a figment of our imagination.

Brighton’s famous Catalyst Club will host two specials. First a Catastrophe Club (9th) where the festival looks forward to the end of the world, and secondly a soothing Catalyst Goes Cuddly (23rd) where three speakers will revel in the delights of custard, computer games and hedgehogs.

The Big Science Saturday (25th) will investigate swearing as pain relief, how to age well, the mathematics of Olympic athletes and turning water into wine.

Other events throughout February include special film showings at The Duke of Yorks cinema (17th and 26th). There will be children’s events throughout half term including How to be Magic (12th) and the Chewy, Gummy, Physics Factory (18th) and special theme days focussing on ecology, food and the science of crafts.

For more information or to buy tickets, visit www.brightonscience.com

Change announced by Hailsham company Hailsham-based Chalvington Communications Ltd has announced the acquisition of ApexIS ICT Ltd and the formation of an IT and Communications Super-Company, housing dedicated divisions for Communications, Mobiles, IT Solutions, and Network Services under the new Chalvington Group moniker.

Operations Director Claire Baker said: “It’s a real leap into the future, not only for us as a business, but for our customer base too. By having these symbiotic working relationships between divisions we will be able to provide an exceptional range of products and services, and really be able to deliver everything under one roof; backed up of course our award

winning Customer Care and Engineering Teams.”

Managing Director Julie Tindall said: “We just can’t wait to get started. As an organisation with such a strong female presence in the workforce we are quite unusual in our industry, and the benefits we receive from having such a long-standing group of employee’s means that we really are a force to be reckoned with. In terms of the local economy, our growth means more job opportunities and we’d love to hear from anyone interested in working with us – particularly our mobile division which in just six months has already doubled in size.”

BUSINESSEDGE 17

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27/1/12 15:15:35

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27/1/12 15:15:48

THE STEAM ROOM

Death of The Salesman, Rise of the Virtual Sales Idiot.

Thankfully, in these modern times, less & less, we find ourselves not having to endure the endless knocks at the door at the most inconvenient times of the day, or when we are in the middle of some essential DIY, from someone trying to flog us something or other.

Whether it be to subscribe to a catalogue, buy a new vacuum cleaner, join a religion (just by miraculously reading a pamphlet!As if ?!! ), or switching to another energy supplier.

There seemed to be an endless stream of colourful individuals eager to show off their sales skills and try to become your best friend after an initial but sometimes not very well thought out ‘Elevator pitch’.

Not wishing to sound too old, but I remember a John Cleese training video from the eighties entitled ‘Sell Sell Sell’. In which he portrayed three types of salesman. Each with their own distinct style and a lesson to be learned by using the various methods or ‘tricks’ if you will, from the funny but all too familiar situations he found himself in.Very funny and very enlightening stuff.

But with the rise of technology making our lives ever so easy, the art of the Salesman is slowly dying a death. Not that I want people knocking at my door every hour of the day or night, but in the corporate world there seems to be less and less people willing to just pick up the phone and arrange a meeting with potential customers in favour of sending out endless streams of emails containing various offers and tag lines with clever marketing spiel.

Email spam, also known as unsolicited bulk Email (UBE), junk mail, or unsolicited commercial email (UCE), is the practice of sending unwanted email messages, frequently with commercial content, in large quantities to an indiscriminate set of recipients. Spam in email started to become a problem when the

The

Steam Room!

Each edition we invite a visitor to ‘The Steam Room’ to let off steam on the issues that are bothering them and their business.

Internet was opened up to the general public in the mid-1990s. It grew exponentially over the following years, and today composes some 80% to 85% of all the email in the world, by a “conservative estimate”.

Every morning when I turn on my office PC, or when I go to use my iPad or Smart phone, I am bombarded with SPAM, SPAM, SPAM, (as Michael Palin once said).

Yes, we do have SPAM filters which place these emails in Quarantine file in our email Inbox.

But never the less, we still have to sift through them to check that we don’t delete anything that might have slipped in there from the Boss.

If the offers contained in these emails were of such value to my business or daily life, surely it would warrant the need for a face to face meeting to give it some credibility. But no !

Instead these lazy individuals sit behind their desks all day long, thinking up pointless bloody reasons to email me with drivel, wasting my time and theirs (but mostly mine) in having to delete SPAM after SPAM. If your product or offer is so dam good, why not show some genuine conviction and look me in the eye and tell me. Don’t hide behind an email.

What’s the answer? I hear you say...................... Unfortunately, so I’m told by my IT Team, there is sadly no answer as yet.

They can put a man on the Moon but so far, nobody has come up with a way of actually getting rid of SPAM.

BUSINESSEDGE 19

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START UPS

“My extensive experience as a successful entrepreneur, with fifteen years working for multi-national corporations, including the prestigious ‘Harvey Nichols’ store in London, combined with my years as a Business Adviser, enables me to inspire, develop and promote businesses in today’s challenging climate.”

He has always valued good preparation and the same was true when he came to create his own business. It was not something he went into immediately but only after taking the time to explore his options.

Kerry said: “On leaving Business Link I researched the need for quality business advice and training, and decided to pursue my ambition to offer specialist advice within a sector in which I was truly passionate and believed I could make a real difference to the growth and performance of local businesses run by local people.”

Having the confidence to make a difference

The key to his success as an Adviser is that he treats each client as an individual, taking the time to identify the needs and priorities of the business. There is no one-size-fits-all approach.

He said: “By offering tailored solutions to improve business performance and achieve growth, my approach is focused on delivering practical and affordable strategies that delivers results. That enables small and medium size businesses within the consumer sector to overcome the barriers to growth whilst achieving a long term sustainable growth plan.”

And he believes he should not have waited so long to set up on his own saying: “I wish I had had the foresight to have had the confidence and vision to have launched my own company earlier, a dream I am now fulfilling.”

He joined Sussex Enterprise because of the support it offers. Kerry said: “I recognised the value of Sussex Enterprise as the Chamber for Sussex, essential to the promotion and development of local businesses.

After 15 years working in big business and seven helping other people set up their own companies, Kerry Kyriacou decided it was time to strike out on his own.

He is already winning plaudits in his new role.

Client Susan Fleet MCIPR, Managing Director of Electric Body Europe, said: “Kerry Kyriacou has worked with us on sales and marketing plans for our business.

anyone setting up a business and that experience, allied with his own successful working history, gave him the confidence to go it alone.

“His expertise and knowledge of business is invaluable, as is his strategic thinking, integrity and good old-fashioned common sense. We wouldn’t have travelled nearly as far without his support and advice”.

Kerry, who had also started and run his own shops as an independent retailer, explains what persuaded him to take the plunge as a Business Development Adviser For Kerry Kyriacou, one of the key reasons for his going into businesses on his own was the experience he gained while working to help others grow their businesses with Business Link.

His time with the organisation gave him additional insight into the challenges faced by

He said: “Having enjoyed seven exceptional years with Business Link as an Accredited Business Adviser, attaining numerous awards for outstanding achievements, I have now launched myself as an Independent Business Adviser, Trainer and Business Coach, specialising in hospitality, food and retail across Sussex.

Kerry is available to work with small and medium sized businesses. To discuss your business needs, call or email Kerry in confidence: Tel: 07772 913 250 Email: kerry@ kkbusinessdevelopment.co.uk

BUSINESSEDGE 21

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27/1/12 15:15:56

THE BIG INTERVIEW

Surviving in the c world of pharmac e Custom Pharmaceuticals Ltd is a survivor, a company which has defied the dramatic changes in its sector to emerge stronger than ever and experience a period of unprecedented growth at a time when many UK manufacturing firms are disappearing.

B

ased on two sites in Brighton and Hove, the firm was established more than thirty years ago and specialises in the manufacture of generic medicines for the pharmaceutical industry.

Working for a range of world leading customers, the company does not do the research itself but is given detailed dossiers for medicines which have already been designed and tested in the client’s laboratories.

Custom Pharmaceuticals then carries out the manufacture and packing. Employing 190 people over its two sites, the company mainly makes mainly tablets.

CEO Nigel Richardson said: “One of our strengths is that we do as much in-house that we can. Apart from the occasional analytical specialisation, which we will contract out, ‘we do all of the work ourselves which means we have more control over the process.”

It is an approach that has worked. Nigel said: “We are experiencing growth. If you go back even to 2002, which is ten years ago, then our turnover has doubled.”

That he can report such figures is all the more remarkable when you examine the trends in the sector, which has become ever more competitive following an increasing move away from branded medicines to more generic ones.

Go back two decades and generic substitution was a much smaller part of the NHS prescribing practice. Over the subsequent years cost pressure on NHS spending has lead to an increase of generic medicines up to 80% of all prescriptions. It is standard practice today for PCT’s (primary care trusts) to switch to generic products instead, treatments that can do the same job but are cheaper because they are not

associated with a particular brand. The likes of pharmacists and supermarkets have supported the trend as well.

As a result, the generic medicine market is a huge one in the UK, probably bigger than anywhere else in the world with very low cost to the tax payer.

However, that does cause problems. Nigel said: “Due to an open door policy by successive UK governments, what the sector has seen is importation of low cost generics from abroad, particularly from the pharmaceutical companies in India and China.

“In fact, we experimented with manufacturing in China a few years ago. We invested in building a new factory but in the end the venture failed, partly because there was just too much bureaucracy in China and managing a factory half way around the world in a completely different culture was a big ask for a small business.

“However, even if we had gone ahead with the plant, we would still have been left with a six week boat journey to get the product to the UK, plus all the paperwork that comes with that.

“That is one of the reasons we like to manufacture in the UK. Here, we have control over what we do and we can be flexible. I think our customers like that. They like the fact that they can talk to us in the same time zone and in a language they understand and without cultural differences. They like the fact that we can deliver something without delays.“ For all that, staying in the UK presents its own challenges in an industry that has seen many companies swallowed up by others.

Nigel said: “We have seen a large number of mergers and acquisitions in recent years, which has seen the creation of a number of large companies. Take GlaxoSmithKline as an example.

That is made up of four companies, Glaxo,

Beechams, Smith Kline & French and Wellcome.

“The result has been that we have lost a lot of local manufacturing sites as the larger companies have taken over the smaller ones.

There have been times when we could have gone the same way but we are a survivor. We are on the watch list of endangered species; we are like the Siberian White Tiger or whatever it is.

“I think one of the main reasons that we have been able to survive and expand is because we are specialised in smaller volume products and are flexible. We have a loyal customer base that likes the fact that we are a local UK company and the fact that we are independent and that we are also cost-effective.”

That need to be competitive with other companies, all of whom are committed to driving down costs, brings its own challenges.

Nigel said: “We may have a good turnover but we have low returns.”

Nevertheless, the company is confident enough about the future to seriously consider further expansion. Currently, its management team is planning to develop a brand new manufacturing site in Brighton and Hove or very close by within the next two or three years.

Despite the temptation of foreign locations and of possible suitors seeking to swallow up the company, Nigel said there was a strong commitment to Brighton and Hove.

He said: “We want to stay in this area. It is not easy to find ideal sites in this area but we like the fact that we manufacture locally and can employ local people.”

Custom is also strengthening its range of services by investing in development facilities to update old product MAs and to develop new products for our customers. This will help it to remain profitable with a supply of new business into the future.

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cut-throat c euticals

“We want to stay in this area. It is not easy to find ideal sites in this area but we like the fact that we manufacture locally and can employ local people� from left, Mike Sumner, Managing Director of Nutraingredients Ltd, part of Custom, local MP Mike Weatherley, and Nigel Richardson

BUSINESSEDGE 23

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COVER FEATURE

Staying loyal to t h customer’s needs p a winning strateg y In a business sector which is dominated by multi-nationals, it is refreshing to discover a family company that is doing as well as Europa Medical Services.

A

family-owned company which stays true to the values on which it was founded, the company was set up in 1996 by Heather and Philip Child.

Before founding the company, Heather worked as a Clinical Nurse Trainer at King’s College Hospital, London and was Matron and Owner of Bethany Nursing Home in Tunbridge Wells, Kent. For his part, Philip was a Management Consultant at Control Data Corp in London.

When they set up their company, it was initially based in Tunbridge Wells but in 2000 it moved to Crowborough in East Sussex and has grown steadily so that today it trades widely in the domestic market as well as increasingly on the international stage. It employs eight people, all local, which fits in with the directors‘ commitment to Sussex.

Although Europa Medial Services markets a wide range of hospital equipment, it specialises in day surgery, general and orthopaedic surgery, transport and endoscopy, patient trolleys and associated equipment.

In addition to the NHS and private hospital groups and clinics, the company also serves the cruise liner sector and counts among its prestigious client list the operators Cunard and P&O, for whom it has equipped the medical centres of all the new Queen liners.

Continuing the theme of trading internationally, Europa Medical also supplies many of the medical centres on offshore oil production platforms and, also in industry, carries out a similar function for the UK’s nuclear power generation plants.

With each client, the guiding philosophy is identifying specific needs and working to meet them, however diverse the client base may be.

That includes supplying equipment which can prove a lifesaver in the most testing situation of them all, the battlefield.

Philip explained: “We specialise in the development of niche products and recently supplied coalition forces in Afghanistan with a new ultra lightweight operating table which fits into a small carry case. It is quite amazing something so small can emulate all the functions of a full size operating table, it will enable surgeons on the front line to carry out life saving surgery previously impossible and without doubt the Europa table will make a significant contribution to improving the survivability of battlefield injuries.

“As well as being used by the military for front line surgery, the table is ideal for use in disaster relief situations and to provide mobile surgical capability to UK hospitals in the event of the loss of facilities or infrastructure due to natural disasters or terrorist attack.

Underlining the company’s international links, it is the UK Distributor for the Merivaara and Lojer corporations of Finland and has recently been appointed UK distributor for Howard Wright of New Zealand, the award-winning manufacturers of patient trolleys and ICU beds.

Philip said: “It may seem odd importing equipment from New Zealand but we were so impressed by the quality of the product and its many advanced features we believe it is worth the effort. It is another example of our niche marketing, we will be able to offer the NHS the first fully powered patient trolley at an affordable price.”

24 BUSINESSEDGE

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t he s proves gy

“Although many European Governments have fully appreciated the benefits of the product and are evaluating the product it has proven far more difficult getting the information through to our own civil servants in the UK Resilience team of the Cabinet Office! With the Olympics just months away, with the associated increased security threat we thought it might have been easier.

“Several aid agencies, International Red Cross and Medicins Sans Frontiers (MSF) have shown interest in the product so we are hopefull of more international sales in 2012.”

As the company’s impressive client list shows, Europa Medical values both domestic and international marketplaces, finding its success in marrying the two.

And as a long term member of Sussex Enterprise the company frequently uses the services of the organisation for advice when exporting.

Philip said: “Whilst the domestic market accounts for 75% of our sales, the company is increasing the amount of exports and we recently won a major contract to reequip the BayView Hospital in Barbados and the maternity unit on the Accession Islands.

“We were first alerted to the opportunity at BayView by the Department of Trade and Investment and sold them just two birthing beds. Over the following months we received a number of small orders which eventually led to the last big order.

“Being so close to Gatwick Airport we can more often than not ensure the customer receives the goods within 48 hours. Previously goods were sourced from the USA which took weeks to arrive and were considerably more expensive.”

Whilst trading conditions in the UK have been difficult over the past two years the company remains optimistic for the future and a key reason for that is ensuring that clients are satisfied with the level of service that they receive.

Philip said: “Our mantra has always been “ Service before Profit” and as a consequence we have a significant number of loyal customers who appreciate a more personal service.

“In addition the company always seeks to find products that will help improve efficiency and reduce operating costs. Until recently, the NHS were very price oriented but now they are beginning to evaluate whole life costs and

the cost reductions that can be achieved using innovative products efficiently.

“The award-winning Practico Shoulder Arthroscopy operating table which the company helped design is a prime example because it improves patient outcomes and increases efficiency by at least 20%.

“More than sixty tables are now in use and most hospitals, for example in Sussex, including the Horder Centre for Joint Replacement in Crowborough, use it.”

The company is committed to Sussex and Philip and Heather see its long-term future in the county.

Philip said: “We moved to Sussex and here we will stay. The only downside to being here are major traffic delays on the A21, particularly around Tunbridge Wells and the Dartford Crossing.

“With more than half our customers located north of Birmingham this can be a major problem but is counterbalanced by working is such a beautiful environment.”

BUSINESSEDGE 25

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We are pleased to offer a 10% discount off our Conference and Events rates to all Sussex Enterprise members. Please quote Wiston House when booking.

Steyning, West Sussex BN44 3DZ E: enquiries@wistonhouse.co.uk BE 7.indd 26

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ADVERTISING FEATURE

CORPORATE HOSPITALITY

Reasons to be cheerful in the world of corporate hospitality Corporate entertainment can be one of those investments that come under pressure in tight economic times but there is plenty of reason to hope that 2012 could turn out to be a good year for the sector.

The Queen’s Diamond Jubilee in June and the London Olympics in late July running into August will both be feel-good events that will offer all kinds of opportunities for businesses, particularly those close to the Capital.

Creating that kind of environment takes many forms. For many companies, it often revolves around sporting events, a trip to the races, a day at the cricket, perhaps a meal followed by watching a football match.

At a time when some corporate hospitality sectors are battling an economic downturn, the events could offer a timely boost.

However, there are other options, trips and teambuilding events among them. The key to them all is time away from the office and a sense that the company staging the corporate hospitality values those whom it has invited.

According to market researchers MBD, the sector is already holding up well. Last Summer, the company released a major survey into the hospitality market which suggested that its value was expected to increase by 2% during 2011. This was believed to have reflected an increase in demand from businesses in the UK as they began to feel a little more confident.

That figure is in sharp contrast to 2009, when a 5% decline took turnover to a five year low of £933 million. This was attributed to lower levels of spending on corporate hospitality by businesses seeking to minimise costs by cutting back on marketing and related activities.

The turnaround started happening in 2010 when a one per cent growth was recorded. Prior to 2009, sales growth was recorded in each year between 2006 and 2008, with turnover peaking at £1045 million in the latter year, driven by a series of major sporting events.

MBD predicts that demand for corporate hospitality will continue to stay strong in some areas because of the positive effects of the London 2012 Olympic Games and 2014 Glasgow Commonwealth Games. That increase is expected to gather pace as the events approach. There is reason to believe that the Queen’s Jubilee could have a similar effect.

Whatever the reason and whatever the causes, the statistics underline what has been known for a long time, that companies are prepared to invest in corporate hospitality if they can see something to be gained from it. The recent increase in growth underlined the importance that business still places on showing clients and staff alike that there is life after work.

One key reason for the sector’s enduring popularity is that it allows firms to maintain relationships with clients. In a fast-moving age dominated by the Internet, texting and Cloud Computing, the personal touch is still highly valued.

Often it is when client and customer are together, watching a sporting event or enjoying a good meal, that business is done, that relationships are forged and deals are struck.

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FOCUS ON CORPORATE HOSPITALITY

FRESH DISPLAY LTD

A Fresh approach to display solutions There is only one chance to get everything right for your exhibition or event, so it’s essential to manage the project closely throughout the planning and production phases.

From vibrant cultural celebrations and festivals to sporting initiatives, our clients rely on our expertise to ensure the success of their events.

promotional units and even flag poles and banner frames for outdoor events. Please visit our web site for the latest ‘Special Offers’.

Designing a modular or bespoke custom built stand provides the opportunity to create a unique and innovative display, integrating highly effective additional features, such as: product

The look and feel of your office interior, shop or restaurant is crucial in setting the right impression. Using our expertise in display design, production and installation we can help you to create the right environment for your clients, staff and visitors.

display, eye-catching graphics, digital posters, hospitality and meeting areas. We have worked with clients in a wide variety of industries and always strive to deliver a stand to exceed our clients’ expectations.

When you want to make a dramatic impression at an exhibition, Fresh Display has the answer.

With a wide range of affordable, portable equipment we can find a solution to suit all marketing budgets. The most popular being pop-up’s, roller banner stands, literature racks,

Large scale banners and vivid colour vinyl printing, hoarding panels and modern sign systems can transform the exterior of an office, retail frontage or construction site. Building exteriors can provide a prime opportunity to provide both information and also promote your business. Office buildings and traditionally plain surroundings can be an ideal canvas for creating an eye-catching exterior display.

For more information regarding any of the services provided by Fresh Display please contact Steve Powell by e mail; steve@freshdisplay.co.uk or call 01444 240264.

Fresh Display Ltd. The Forum, 277 London Road Burgess Hill, West Sussex, RH15 9QU www.freshdisplay.co.uk

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Would you like to promote your organisation?

Apprentices are employed, earn a wage and work alongside experienced staff to gain job-specific skills.

They’re your next generation The key benefits of employing an apprentice: • Lower recruitment and training costs • Improved productivity • Improved competitiveness • Bring enthusiasm and a new perspective • Are good for business Over 80% of people are more likely to use a business if they offer apprenticeships - can you afford not to?

To find out more go to: www.sussexdowns.ac.uk/apprentice apprentice or call 0845 2302 007

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If you would like to promote your organisation in Edinburgh Business Comment please contact Distinctive Publishing on 0845 884 2334 or email john.neilson@distinctivepublishing.co.uk

An Audience with Charisma

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Research shows that Charismatic Leaders have more impact and influence, and are better able to transform workforce attitudes, beliefs and behaviours and that employee engagement is higher at double-digit growth companies.

The quickest and most cost-effective way to build high levels of engagement is by developing the charismatic potential of the leadership teams. Charismatic people are described as inspirational, passionate, self-confident, insightful, ambitious, visionary, dynamic.

If a business requires a change of mindset direction from a ‘cost busting’ and ‘hibernation’ to ‘growth’ and ‘innovation’ then the charismatic potential of the leaders will be a significant factor in the organisation’s transition.

Nikki Owen, UK’s leading expert in Charisma, runs Charisma workshops in London. Since the first “Audience with Charisma” in 2008, she has helped hundreds of business professionals become more authentic, more charismatic and consequently more effective.

Ric Hayden, Learning Cog, a leadership development consultancy, persuaded Nikki to bring “Audience with Charisma” to Brighton so that collectively we can start to help Sussex businesses enjoy cost-effective growth during 2012.

Introductory prices for Sussex workshops are £995+VAT, the first five Sussex Enterprise member bookings for March will receive their ticket at half price! visit www.audiencewithcharisma.com or email:Charisma@learningcog.com

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APPRENTICESHIPS

ADVERTISING FEATURE

Celebrating the success of the UK’s apprentices The annual celebration of apprenticeships will take place between Monday February 6 and Friday February 10.

National Apprenticeship Week, which is organised and coordinated by the National Apprenticeship Service, celebrates the talents and skills of apprentices from across the country.

The week sees apprentices, employers, providers and wider stakeholders showcasing the value that apprentices bring to organisations they work for.

It follows the success of Apprenticeship Week 2011 when more than 500 events took place and activities this year are planned to be even bigger and better as the number of employers

employing apprentices increases and more people consider this vocational route to attain their career aspirations.

The main purpose of the Week is to engage employers with apprenticeship programmes by highlighting the advantages of employing and supporting apprentices in the workplace.

The event, which has been a success for the past four years, will also demonstrate the wide range of apprenticeships available, the high standard of skills apprentices achieve and the progression routes available.

It happens as interest grows in the concept; research suggests that a record growth in apprenticeships numbers, with some 440,000 people starting an apprenticeship in 2010/11.

Business Secretary Vince Cable recently announced details of how Government funding will support thousands of apprenticeships up to degree equivalent, enabling employers, colleges and universities to deliver the advanced skills most critical for growth.

A total of £18.7m from the Higher Apprenticeship Fund will support the development of 19,000 new Higher Apprenticeships in sectors including construction, advanced engineering, insurance and financial services. About 250 employers, including Leyland Trucks, Unilever, TNT, and Burberry will benefit from world class, nationally accredited technical training delivered in the workplace.

Mr Cable said: “Investing in skills is central to our drive to boost business and productivity and make the UK more competitive.

“By radically expanding the number of degree level apprenticeships for young people, we will put practical learning on a level footing with academic study. This is an essential step that will help rebalance our economy and build a society in which opportunity and reward are fairly and productively distributed.”

Skills Minister John Hayes said: “By reviving apprenticeships the Government has started to build a world class skills system to rival our country’s great reputation for academic excellence. We’ve driven up quality across the board, more than doubled the number of new advanced apprenticeships, created new routes into higher levels of practical learning and given employers more control of how the training budget is spent. We’re now targeting resources even more closely on the skills, firms and sectors that will lead economic recovery.”

The funding is part of a £25m fund for Higher Apprenticeships announced in July. A second round of bids to the fund will be invited early in the New Year, focusing closely on further areas needed to support economic growth. * More information on National Apprenticeships Week can be found at www.apprenticeships.org.uk

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27/1/12 15:19:52

ADVERTISING FEATURE

REEVES

Review your Business Plan for 2012 If you fail to plan, you plan to fail!!

Whether you trade nationally or internationally, there is no doubt that forecasting your business’ future development has ever been more challenging. In the current economic climate of uncertainty it is increasingly important to seek to improve your business performance.

If you think your business performance can improve then you will benefit from reviewing your business plan.

Making time for planning now can reduce the time you spend fighting fires later. Here are 7 key steps for an effective business plan.

1. Analyse your SWOTs Analyse your business’ Strengths, Weaknesses, Opportunities and Threats. List each category in full and be honest. Done correctly, this ‘SWOT’ analysis will help you to take an objective, critical, unemotional look at your business in its entirety.

2. Establish your Vision Your Vision explains why your business exists.

Think about why you started the business, and imagine where you want it to be in the future.

Write this out in the present tense so that it feels more real and up to date.

3. Develop the Plan For each SWOT category, choose three to five important items. Then set goals to maximise your strengths and correct any weaknesses, make the most of your opportunities and nullify your threats. You can’t do everything yourself so think how you will involve your staff and managers in the process. Involving your key personnel at this stage with get them focused on the strategies for improving the business.

4. Create a Budget All visions and strategies need money to succeed, so create a budget. A smart budget will help you to regularly review your expenses and make financially beneficial decisions. Take care when forecasting with spreadsheets as it is really easy to get a cashflow wrong! For example, timings of payments or forgetting to add VAT onto the cashflow. Seek professional help if you need it.

5. Put it in writing Make sure you write down your finished plan.

Include the Vision, SWOT analysis, goals and plans, budget and forecasts, and make it clear who is responsible for doing what.

6. Share it Before finalising, the draft plan should be communicated to your key staff and shareholders. Encourage their input and make them feel part of it.

7. Make it a living document Review it regularly to track your progress and hold yourself and your staff accountable for meeting the plan's goals. An incentive scheme may help keep everyone motivated.

Shirley Smith

If you don’t want your business plan to fail here are some traps to avoid

5. New or Old? Too many business plans depend on doing something new, when what is needed is to find a better way of doing what is being done now.

1. A Dead Document A business plan created for a purpose and then discarded will always become obsolete fast.

Making your business plan a living document is essential if you don’t want the whole process to fail. Use it, and review it regularly with your key staff.

6. Ignoring Risk Think through the risks and the costs of failure as well as the rewards of success. Include some ‘what ifs’ in your plan and forecasting to help assess these.

2. Excessive Length Excluding appendices, the plan should be no greater than 20 pages. Too much information is not always a good thing.

3. Make it realistic Most business plans are overly-optimistic. Too many plans include a SWOT analysis, but concentrate on the strengths and opportunities and ignore the threats and weaknesses. Include threats and weaknesses and ensure they are addressed in your regular reviews. Ask yourself: ‘Does something need fixing?’ and/or ‘Is there something we should do more of?’.

4. Ignoring the Competition Business plans commonly assume no competitive response. Study your competitors and try to second-guess their plans. A living document will take into account and respond to their actions.

7. Profit or Turnover?

If expansion is planned, it should increase profits, not just sales. Expansion requires finance, people and other resources. Can you get them?

A good business plan is as much about the process as the final document. Creating your plan will open your eyes to the realities of your business. Keeping it updated will help you stay on the right track.

Make 2012 what you want it to be.

Contact details If you would like guidance on how to write an effective Business Plan, please contact Shirley Smith, Partner at Reeves on 01293 776152 or by emailing shirley.smith@reeves.co.

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UPFRONT

Apprentices your next generation The Langham Hotel has a longstanding commitment to employ young people and has worked with Sussex Downs College over a number of years.

Andrew Coy General Manager at the hotel is a true ambassador for staff development. The Langham has not only developed their existing staff in catering and management roles through apprenticeship schemes, but has hosted work placement opportunities for students studying at Sussex Downs on 14/16 programmes, BTEC business and hospitality and travel and tourism courses.

Hunt from Sussex Downs College. Mr Clegg was able to talk directly to apprentices employed at the hotel together with other staff and representatives from the College.

successfully gone on to complete an advanced apprenticeship in hospitality supervision and leadership. She was thrilled as Mr Clegg presented her with her latest certificate.

Mr Clegg heard that apprentices are part of the skilled workforce, and how they have helped the Langham to become a more effective, productive and competitive organisation.

The Langham is such a shining example that The Deputy Prime Minster Nick Clegg made a fact finding visit to Eastbourne last autumn with Stephen Lloyd MP who had been instrumental in the Eastbourne 100 in 100 apprenticeship campaign.

The whole training ethos has helped them improve their business performance through increasing motivation with the net result they have high levels of staff retention.

Support for both day release and work based apprentices from Sussex Downs is key to student success. In hospitality for example the College has a success rate of 91% of students completing their apprenticeship and going into full time work - well ahead of the national average of 74%.

Andrew Coy, Manager at the Langham Hotel, played host to the visit supported by Melanie

An excellent example of progression at the hotel is Head Receptionist, Faye Chillingworth, who originally completed a level 2 apprenticeship in front office and reception. Faye has now

If you want to follow in the steps of the Langham and embrace the training ethos that has led to their success, then contact our skills advisers today on 0845 2302 007 or email employertraining@sussexdowns.ac.uk

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ADVERTISING FEATURE

UNIVERSITY OF PORTSMOUTH

An MBA tailor-made for busy executives The Portsmouth Business School has re-structured its Executive MBA course to better suit the needs of professional business people in full-time employment. A week induction session at the start of the academic term is followed by just 16 teaching blocks throughout the two-year course, a UK and European residential and six Master Classes. Students need only be on campus around 20 times over two years and can access all resources remotely.

MBA student Heather Short, who is due to finish the course this April, said: “I know it’s a cliché but the MBA really has been a life-changing experience and one that I wouldn’t have wanted to miss.

All the unexpected extras and eye-opening opportunities made the course for me.

“There is so much more to it than just going to the University for lectures. In addition to the taught programme there are two residential trips and a series of Master Classes, which cover a range of topical issues faced by today’s professional managers. The mix of learning

offered by the Portsmouth Business School is excellent and there’s a fantastic amount of knowledge-sharing amongst students in the MBA group.”

Heather won a scholarship from the Business School to study for the Executive MBA, which is tailored for people who wish to study on a part-time basis. She said: “As a self-funding student, I was lucky enough to receive this scholarship which made my tuition fees very affordable.”

Having previously worked at IBM, Heather was running her own network marketing business, building a small investment into an international network of 700 traders. Despite being the driving-force behind this rapidly developing business she was still keen to do more: “I felt I needed to streamline my ideas, get up-to-date with the world of business again and learn the theory to back up my business experience. The MBA has helped me do exactly that.”

The Executive MBA is conducted over two years of teaching and a further six months for completion of the research project. It integrates

Heather Short

the essential pillars of management – blending strategy with operations, control with change, theory with practice and covering topics which are both generalist and specialist.

To find out more please come along to one of the regular open evenings held at Portsmouth Business School. For further details please visit www.sharpenyourcompetitiveedge.com. If you are interested in the Executive MBA and are self-funding, please see our generous scholarship awards at www.port.ac.uk/pbsscholarships

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TRAINING COURSES

Getting what you want from “Tailored” Training Tailored, Bespoke, In-house, in-company..... there are lots of different group training offerings out there and these words are often used interchangeably. However in reality there are important distinctions between them and understanding these can help ensure you go for the right option for your business.

In-house / In-company training is one way of describing what you get if the trainer takes their standard tried and tested course and just delivers it at your premises for a group of staff. This should be a quick, reasonably priced solution with training materials which have been perfected through regular delivery.

Tailored training implies the standard material has been aimed at your business sector and delegate needs after some face to face or

telephone consultation. Training Materials are probably still largely cut and paste together from tried and tested courses but the time spent on certain areas tweaked and new exercises may be written to appeal to the specific needs of the delegates. This will generally cost a little more but can be effective and therefore great value.

However, it is worth checking some genuine analysis and development is being done if it is being charged for.

Bespoke training goes a step further and suggests training material written directly based on training needs analysis undertaken within your business. The course should really have been designed purely to solve your business problems or inspire specific changes in behaviour unique to your environment. A fully bespoke approach can be time consuming, costly and a very powerful change agent.

As I’m sure you can tell there are advantages and disadvantages with all three approaches and shades of grey in between them. However, being clear at the outset about your objectives and budget can stop terminology standing in the way of real understanding between training provider and client.

Sussex Enterprise’s Training Manager, Melody McMillan, would be delighted to have a conversation with you about the best group training solution for your business needs on 0844 37 595 43.

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Conference and Function Room Hire Whether you need to hire a room for training, conferences, meetings, group outings, lunch parties, exhibitions, kids parties, evening activities or a wedding reception - we have a choice of three rooms and The Bothy situated in the heart of the woodland walk, with well equipped facilities to meet your requirements.

Number 64 - High Street, Bognor Regis (Situated in the heart of Bognor Regis; Easy access via train and bus) Aldingbourne Country Centre - Chichester (Situated just off the A27 near Fontwell Race Course with free parking) If you hire a room, you can use a modern, easily accessible venue in a great location. What's more, your money will be going towards supporting adults with learning disabilities to train towards gaining employment as we are a non-profit making social enterprise.

We Provide A choice of 3 bookable rooms and The Bothy, that can be set up for you in a choice of layouts. Use of Data Projector, OHP, Flipchart, DVD, Whiteboard. Internet access and hearing loop. A choice of freshly made food and refreshments.

Visit the pigs, goats, alpacas, rabbits, ducks, guinea pigs, chickens and pony on our open farm or take a stroll in the woodland walk - Aldingbourne really do have a tranquil venue for all your needs.

The Aldingbourne Trust, Blackmill Lane, Norton, Chichester, West Sussex PO18 0JP Phone 01243 542075 Email conferences@aldingbournetrust.co.uk Visit www.aldingbournetrust.co.uk for more details on how to find us

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PREMIER MEMBER VIEW

Varian rises to Tr u Varian Medical Systems has been at the forefront on high energy X-ray technology for more than 50 years.

The company uses X-rays to treat cancer patients with radiotherapy, for a range of diagnostic imaging uses, and to scan cargo at ports and borders.

Sixty percent of the world’s radiotherapy systems are supplied by Varian and the company continues to lead the world in the development of advanced cancer treatment systems. In the UK,Varian employs 230 people at its facility in Crawley, where a variety of leading-edge components for advanced cancer treatment systems are produced.

When Varian launched its latest, most advanced radiotherapy delivery system – called TrueBeam™ – in 2010, the UK facility needed to rise to the challenge of manufacturing brand new components in the same space, with little additional cost. It’s a challenge that has been more than met.

“TrueBeam is a redesign from the ground-up of our medical linear accelerator,” says Andy Partridge,Varian’s UK manufacturing manager.

“Such a radical re-thinking of what comprises a radiotherapy treatment machine inevitably also involves enhanced treatment couches, which we’ve made here in the UK for many years. That we’ve been able to take the new production line in out stride is something that everybody at Varian Crawley can be proud about.”

TrueBeam is an addition to the company’s family of treatment devices, not a replacement, which means production of the new system has been accommodated alongside existing production lines. “By being smarter about how we operate, we’ve been able to introduce a new production line in the same space and at the same time we’ve taken 20 percent out of our TrueBeam couch production cost in the first year,” says Andy Partridge. “It involves a great deal of collaboration with our overseas colleagues and a very close working relationship with our network of development engineers.”

To achieve the savings, the cost-reduction team consisting of engineering, production and purchasing evaluated every part and sub-assembly looking for opportunities for improvement. In many cases alternative, lower cost manufacturing processes were utilized such as molding or casting rather than fabrication or machining. “In addition the team looked at the way we purchased and assembled the

product and found that in-sourcing some of the more complex sub-assemblies offered significant savings,” says Andy Partridge. “Some of these Varian-designed sub-assemblies were sourced off-shore and contain high-cost standard components such as motors, encoders and bearings etc. These parts were in turn sourced from different countries with different currencies. The result was significant savings by direct-purchasing with in-house assembly.”

Varian UK is committed to lean manufacturing philosophies and the team made considerable reductions in the time required to build the product and, in turn, reduced the direct labour content of the product cost.

non-clinical research mode which is intended to unlock the imagination of users and encourage future enhancements.

Designed to treat a moving target with unprecedented speed and accuracy, TrueBeam incorporates numerous technical innovations that dynamically synchronize imaging, patient positioning, motion management, and treatment delivery during a radiotherapy or radiosurgery procedure. Introduced in April 2010 and with more than 200 systems shipped to customers globally in the 22 months since, TrueBeam has been designed to advance the treatment of lung, breast, prostate, head and neck, and other types of cancer.

Within the global network of Varian production facilities, the UK site is responsible for manufacturing high performance couches, couch tops and turntables. These are the components that have a direct bearing on how the patient is positioned for treatment. “We’ve become the experts in flexibility, speed and precision during radiotherapy treatments,” adds Andy Partridge.

The new TrueBeam couch line has been accommodated within the Crawley facility alongside the existing production line for the company’s traditional accelerators, called the ‘C3’ series within Varian. The company continues to market and sell C3 accelerators such as the Clinac® and Trilogy™ within its expanding family of treatment devices.

TrueBeam, with its greater capabilities and higher cost, now sits at the head of this family.

TrueBeam

TrueBeam is the result of ten years’ development work at Varian’s R&D and engineering facilities in the US, Switzerland and the UK. The desire was to create a new radiotherapy treatment device from the ground up, integrating all recent technological advances into a new platform rather than having them as ‘bolt-ons’ to previous systems. Such as approach brings ergonomic and treatment benefits as well as enabling future advances to take place.

Indeed, among the features on TrueBeam is a ‘developer mode’, an easily accessible

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PREMIER MEMBER VIEW

r ueBeam Challenge An important feature of the TrueBeam system is its High Intensity Mode, which makes it possible to deliver doses up to four times faster than can be accomplished with other radiosurgery machines, significantly shortening treatment times. This capability makes the system ideal for stereotactic radiosurgery and respiratory or hypo-fractionated radiotherapy treatments. Cutting down treatment time by a factor of two to four makes a big difference to patients, and it can enhance treatment accuracy by leaving less time for tumour motion during dose delivery. Using the TrueBeam system, a standard intensity-modulated treatment that would typically take ten minutes can be completed in less than two minutes. Such

advances in speed of treatment enable greater throughput at busy radiotherapy centres.

The flexibility of the system offers a selection of an optimal treatment approach in each case, from 3D conformal and intensity-modulated radiotherapy (IMRT) to stereotactic radiosurgery (SRS), from stereotactic body radiotherapy (SBRT) to volumetric arc (RapidArc®) therapy.

In addition, a new Gated RapidArc capability makes it possible to use RapidArc with tumors that are subject to respiratory motion, such as many tumors of the lung or liver.

In the UK, TrueBeam systems have been installed at several hospitals – including

University College London Hospital (UCLH), Ipswich Hospital, and Inverness Hospital – and the first clinical treatments are now taking place.

The UK’s first TrueBeam treatment, on a young female brain cancer patient at UCLH, featured in a recent Mail on Sunday article in which TrueBeam was described by clinicians as the ‘Ferrari’ of radiotherapy treatment machines.

Professor Jeffrey Tobias, consultant oncologist and medical director of cancer charity Fight For Life, says TrueBeam offers a remarkable advance: ‘The movement of the mechanical arm means we can fire radiation from multiple angles in quick succession, making it easier to tackle deep tumours that are often positioned very close to vital organs.’

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FIRE SURROUNDS GARDEN GATES MANHOLE COVERS RADIATOR COVERS WEATHER COCKS VINTAGE CAR PARTS HANGING BASKET BRACKETS TELEVISION STANDS KITCHEN CHAIRS ORNAMENTAL IRONWORK CD & DVD RACKS WHEELBARROWS BRASS POLISHED & LACQUERED AND MUCH MUCH MORE !

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EVENTS

Sussex Enterprise events 1st February 2012 Sussex Quality Management Forum 6 – 8.30pm, Offices of Focus Group, Southwick Free to members and those sampling events for the first time When asking a client organisation what issues trouble them most or what they would like to manage more effectively, Supplier Management often comes out near the top. It’s true that for many organisations they can only be as good as their suppliers, so if their supplier let them down it can affect the whole supply chain. We have some great speakers lined up to talk about the importance of effective supplier management, and procuring on cost not just price.

7th February 2012 Lack of Video killed the SME Star 7.30 – 10am Mercure Hotel, Brighton Seafront Free to members and those sampling events for the first time Did you know that video is 53 times more likely to appear on the first page of an online search as opposed to ordinary content? Or that over a third of web traffic comes from online video?

The British public is video savvy: four out of five UK internet users watch online videos every month. What’s more, in 2009 UK users watched 55 billion online videos, a figure which grew 37% from 2008. Marketing experts and business advisers have long proclaimed the importance of video, but recent research suggests that now, more than ever, it is vital SME’s integrate video into digital marketing strategy or risk being left behind. White Hat Media’s SEO experts and Martin Buchanan from Play it by Ear will offer practical advice tailored to SME’s to help you take advantage of this opportunity. Quality networking opportunities and breakfast provided.

THIS EVENT WILL SELL OUT FAST BOOK NOW TO SECURE YOUR PLACE! 16th February 2012 Sussex Lunch Club Launch Event 11am – 2.30pm, Bluebell Railway Free for Premier Members and Member +.

Standard members £25 Non-members £42 inc VAT Introducing the new Sussex Lunch club events in style! Join us aboard the 1 o’clock departure from Sheffield Park station for a unique networking opportunity. We will be asking for

your views and suggestion for the forthcoming lunch clubs, so join us and have your voice heard! See the website for full details.

23rd February 2012 Science Festival Special - Mapping Happiness across Space and Time 07.30 – 10am, Ashdown Park Hotel, East Grinstead Free to members and those sampling events for the first time We’ve teamed up with the Brighton Science festival once again to bring guest speaker George MacKerron, who asks the question; How, and how much, does our immediate environment affect the way we feel? Find out how a new study answers this question -- with the generous assistance of 30,000 iPhone users.

24th February 2012 MP Lunch 12 – 2.30pm, Newick Park Hotel, near Lewes Free for Premier Members Member + £60 inc VAT An opportunity to meet Brighton and Lewes MP’s over lunch.

27th February 2012 Sussex International Trade Forum – Positive Trade Prospects for 2012 5.45pm – 8.30pm, HSBC Commercial Centre, Crawley Free to attend. Light buffet on arrival British business has always looked overseas for opportunity, and foreign trade is vital to the UK economy. The UK is the world’s sixth largest exporter of goods and service so there’s never been a better time to trade internationally.

Whether you’re completely new to exporting, have some experience, or are looking to expand a well established range of global markets and services, there’s always more you can do to increase your bottom line. We’d like to invite you to our first event of five this year, focusing on Positive Trade Prospects for 2012. We’ve got some excellent speakers lined up including our regular finance slot from sponsors HSBC and International Trade Expert and author, Kevin Shakespeare. The event will also highlight the help available for exporters across Sussex. Join us for a light buffet and networking from 5.45pm.

Free parking is available next to the venue.

6th March 2012 Unlocking the Potential of Linked In 07.30 – 10am, Newick Park Hotel, Newick (Near Lewes) Free to members and those sampling events for the first time So you want to make more sales.You’ve selected a market to focus on – wise move. So how in the world do you get in front of the people you want to meet? Referrals are great and should be your first source, but there’s another method that not enough people take advantage of – LinkedIn. To most LinkedIn is a site where you signup, add and connect with others that you know and then rarely come back to again – if ever. LinkedIn can help you get meetings with these specifically target clients. This seminar will give an introduction to Linked In and it’s many features and benefits, followed by an inspiring interactive demonstration showing exactly how easy it is to reach your target audience.

Just 80 places available, so book early to avoid disappointment.

22nd March 2012 The Evolution of Business: How Not to be a Dinosaur 07.30 – 10am, The Dome, University of Chichester (Bognor Campus) Free to members and those sampling events for the first time Member + £60 inc VAT Celebrating the £8m transformation of the Dome into a vibrant business and research centre and state-of-the-art learning and resource centre, we invite you to join us for an enlightening breakfast event in this fantastic new facility. Three speakers will trace the major shifts in business culture over the last few decades, with a final look at what we can expect from the future.

23rd March 2012 MP Lunch 12 – 2.30pm, Venue TBC Free for Premier Members Member + £60 inc VAT An opportunity to meet Worthing and Horsham MP’s over lunch

Contact details For full and up to date details and to book your places, please visit www.sussexenterprise.co.uk/events

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UPFRONT

ACUMEN BUSINESS LAW Champions Legal Entrepreneurs An innovative and highly acclaimed business law firm is launching a revolutionary national licence model.

The ACUMEN BUSINESS LAW ENTERPRISE will tackle ‘Tesco Law’ developments head on.

The firm's founder, Penina Shepherd said: “Solicitors in any business related field will be able to replicate the success of ACUMEN BUSINESS LAW by using its tested & tried method for ensuring business growth. Qualified solicitors joining the ACUMEN BUSINESS LAW ENTERPRISE will own their own practice from the outset. In addition they will benefit from unprecedented support to develop their businesses and will have the freedom to concentrate on their professional aspirations as part of the only dedicated business law firm brand in the country.

“The ACUMEN BUSINESS LAW ENTERPRISE is all about sharing the firm’s

proven & successful business model to give other entrepreneurial lawyers the opportunity and the freedom to drive their careers forward in a way that has not been possible until now.

“While many firms see the ‘Tesco Law’ changes as a threat I see it as a fantastic opportunity. It is a brilliant step towards the opening up of the legal market to the rest of the business world.

The world we live in is all about sharing; sharing contacts, networks and information and at last the legal industry can participate too.

“What makes us different is the way we approach our clients’ business on a strategic level. We only work with business solicitors who are genuinely interested in and enthusiastic about business as well as being legal experts in their field. Passion for business and serious ambition are essential.”

Established in 2008 as the country entered the worst depression in 100 years, ACUMEN BUSINESS LAW has defied the economic doom and gloom to become a byword for innovation in legal services.

ACUMEN BUSINESS LAW racked up a series of awards for innovation, was listed in the Financial Times’Top 50 Ground-breaking & Innovative Lawyers in the UK & Europe and was voted a UK Rising Star by the Observer Newspaper, as well as winning recognition by the Institute of Directors and other awards in the South East.

For interview & pictures please contact Penina Shepherd, ACUMEN BUSINESS LAW: T: 01273 447066 E: penina.shepherd@acumenbusinesslaw.co.uk W: www.acumenbusinesslaw.co.uk

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MOVERS AND SHAKERS AND MEMBERS BENEFITS

Tackling the myths surrounding quality management Sussex Enterprise Quality Management Services helps organisations from a cross section of business and industry sectors to improve their performance and communication structure.

Our team achieves that by helping them to define their processes and implement effective Quality or Environmental Management Systems through management consultancy, coaching, quality awareness training, process improvement workshops, practical assistance and bespoke internal QMS / process audits.

During our work, we have encountered several myths that need to be dispelled.

Myth No 1) My business is too small and would not benefit from implementing such a system.

Fact: No business is too small. Sole-traders will benefit from implementing an effective quality management system. All businesses have a quality management system in place but they do not always recognise it as such and it may not

be documented or managed in a systematic or structured approach.

The smallest business Sussex Enterprise Quality Management Services have helped implement an effective Quality Management System was a two person business in 2010 based in Horsham, Chappelsons Ltd. Chappelsons Ltd specialise in kitchen installations.They required help to create a Quality Manual to demonstrate their commitment to potential interested parties, and to illustrate how they manage the business. It is now being used as a toolset for continual improvement.

Myth No. 2) We are too busy to think about implementing a quality management system.

Being busy is all the more reason to start looking at your processes to identify areas where you can improve and ultimately save costs. We have gained lots of experience working with organisations when they have been experiencing their busiest times. Most consultants would prefer this situation and we are no exception. When a company is most busy is also when errors and non-conformances occur, therefore, we can help the real time situation rather that a ‘what if ’.

It should not make sense to put something like process improvement initiatives on hold until you become less busy, because most of us like to be busy as it generally means we are making money.

If however, this is not the case and you are simply too busy, then maybe you should consider help.

Myth No 3) It does not apply to us we do not manufacture.

This myth is about 25 years out of date.

All business start from a point i.e. the customer = the input, they have a middle = the process and they have an output = the customer.

All businesses have an objective to survive.

All businesses need to be efficient and effective.

To survive and be both efficient and effective, all businesses need a Quality Management System of some description.

Of course, they don’t have to do this, survival is not compulsory.

Myth No 4) we cannot afford the cost of ISO 9001 or 14001 management systems.

Management systems should cost you no more than what you already spend and the costs are generally repaid via the processes improved.

The question should be, ‘Can you afford not to implement an affective quality management system?’

Sussex Enterprise Quality Management Services has helped many organisations since it started in 2009, including Solufeed Ltd, Clean Thermodynamic Energy Conversion Ltd (CTEC Energy), Ticketmedia and Argyll Environmental Ltd to name but a few.

For further information about our Quality Management Services, please contact: Ian Walker, Quality Management Consultant at Sussex Enterprise, on 07540 203450 or email him at ian.walker@sussexenterprise.co.uk.

Return for chef Andrew Talented chef Andrew Wilson has returned to Ashdown Park Hotel & Country Club in the role of Executive Chef.

The appointment marks the third time that Andrew has worked at Ashdown Park - where his wife is also employed - after he initially left to further his career and build up experience working in some of the country’s finest restaurants.

He now brings skills honed in Michelin-starred restaurants to the country house hotel at Wych Cross, near Forest Row, where he first worked as a demi chef de partie in 2000. He reached the rank of junior sous chef before leaving and returning to the hotel for three years in 2003 as senior sous chef.

Andrew, 33, trained at Bournemouth College and was offered his first job working at a restaurant owned by one of the college

lecturers. His recent appointments included working at the Capital Restaurant in London’s Knightsbridge, during the time it had two Michelin stars, and being Head Chef at the Michelin-starred Drake’s Restaurant in Surrey.

Before returning to Ashdown Park he was Executive Chef at the Castle Inn in the National Trust village of Chiddingstone in Kent.

Andrew said: “I wanted to round off my knowledge by working in other restaurants and whilst it was hard work and very long hours, working in the Michelin restaurants was an outstanding experience and taught me skills and presentation techniques that I can bring to Ashdown Park. Having worked here in the past I know the hotel has an excellent name for quality and I am looking forward to building on that reputation and making my mark on the kitchen.

“Although I enjoyed working in London it’s not somewhere I could live and I was thrilled to be offered the opportunity to return to Ashdown Park as Executive Chef.”

With a team of 19 chefs Andrew is responsible for Ashdown Park’s two AA Rosette Anderida Restaurant, the Fairway Brasserie in the Country Club and the hotel’s banqueting, room service and public lounges.

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MP PAGES

The Rt Hon Nick He What’s the economic profile of the area?

Arundel & South Downs is a predominantly rural constituency composed of picturesque villages and small towns. A large proportion of the constituency is in the new South Downs National Park and is a magnet for tourists who come to the outstandingly beautiful countryside.

The majority of the economic make up of the constituency is small businesses, many who are involved in the food industry. This includes significant international brand leaders like Higher Living tea, which is based in Storrington and sells all over the world. Arundel & South Downs is also home to larger businesses like Kate’s Cakes, Monaghan Mushrooms and Ipstock Bricks who are significant local employers, but these larger firms are the exception that proves the rule.We are lucky to have very low unemployment in November 2011 we had just 1.8 per cent, making us the constituency with only the 630th highest unemployment out of 650. We’re also home to a large commuting population either to the county’s larger towns or to London.

What makes Arundel & South Downs a good place to do business?

As an MP, I am hugely supportive of businesses in my constituency. I meet regularly with Sussex Enterprise and make frequent visits to local businesses. I’m proud to say the first Bill I introduced as an MP was an attempt to exempt small businesses from regulation.

Just before Christmas, I was taken on a tour of Petworth’s shops by the town’s excellent Business Association. It was very encouraging to see new shops and restaurants opening up. When I visited shops in other Downland towns and villages such as Hurstpierpoint and Steyning before the election, there was a similar positive outlook from traders.

The economic climate for retailers has got tougher, and Government has a role to play, but positive and concerted local action by traders and councils can help our South Downs villages and small market towns to preserve the high streets which are so important to local communities.

We are also pioneering new ways of keeping business secure. As Policing Minister, I recently visited Partridge Green – home to firms like the Dark Star Brewery and AJW Aviation – to see

BusinessWatch in action. This new initiative, supported by Sussex Police, aims to support business by sharing intelligence on crime trends, such as metal thefts, and giving practical crime prevention advice to better secure property and goods. Businesses are encouraged to support each other too, such as sharing secure lock ups, parking and CCTV. What opportunities and challenges does the area have?

The challenges for Arundel & South Downs are similar to those in other rural parts of the UK. Some living costs are higher as a result of its more isolated location – high petrol and diesel prices hit car-reliant communities in the Downs especially hard. There are also the usual challenges of delivering quality public services in large relatively sparsely populated areas.

The opportunities, however, are huge. We are lucky that Arundel & South Downs is an area where people want to live. The flip-side of this high demand, though, is equally high house prices which can price locals out of the market, particularly young people looking to buy their first house.

Being just 35 miles from London, there is plenty of opportunity in the leisure and tourism areas. Day trippers come all year round to enjoy the stunning countryside and the unique atmosphere of our towns and villages.

Residents are keen to work in the area that they live and this is driving enterprise locally.

What does the future look like for your constituency?

The future looks bright. I’m at the forefront of two projects that will boost business in my constituency – delivering high speed broadband and upgrading the A27.

Last May, I brought major figures in the county and the Government, including Culture Secretary Jeremy Hunt, together in a summit on broadband. Out of this has come West Sussex: Better Connected which will bring together a Government grant of £6.26 million with matched funding from the County Council.

They are now in the process of doubling that money through private investment to 100 per cent broadband coverage and 90 per cent superfast across West Sussex by 2015. Improved broadband access will be vital in driving

enterprise across my constituency and I am delighted that a delivery timetable is now in place and well under way.

I am currently leading a group that will be restating the business case for improvements to the A27 between Worthing and Chichester. I think that this will be vital for the regeneration of the more deprived coastal areas of the county. Part of this will mean pushing again for an Arundel by-pass.

This will be vital, not just for improving the local infrastructure, but reducing the environmental impact of rat-running through the national park.

I will continue to push both of these projects throughout 2012 and beyond.

Finally, what is it like being a Minister of State for Policing and Criminal Justice?

I’ve joined the Government at a very challenging time for the country. I would have loved to be a Minister who only wrote cheques but our first priority has to be dealing with the deficit, and that means making tough decisions on public spending.

But I’m pleased that despite these constraints I’ve been able to put into effect policies I developed before the election that are having a real impact on fighting crime and delivering justice. I’m proud to be making the police accountable to the public through crime mapping and directly elected Policing and Crime Commissioners, and introducing a rehabilitation revolution in our prison system to break the cycle of re-offending.

The police.uk site has received almost half a billion hits, and recently we’ve rolled out a new national non-emergency 101 number making it easier for people to communicate with their local police. I’m also working on a package of measures to improve the efficiency of the criminal justice system and introduce a system of neighbourhood justice.

Times may be tough, but we cannot afford to let the reform agenda stand still. I’m relishing the challenges of Government and I’ll continue pushing forward the bold changes that are vital to protecting the public and restoring faith in the system.

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MP PAGES

Herbert MP

“Times may be tough, but we cannot afford to let the reform agenda stand still”

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CENTRAL SUSSEX COLLEGE

ADVERTISING FEATURE

Apprenticeships drive business growth As companies look for ways to grow their business in a challenging economic climate, more and more are realising that apprenticeships could be the answer.

According to the National Apprenticeship Service, businesses that invest in training are far more likely to survive a downturn than those who don’t. An apprentice can breathe new life into your workplace, helping you develop the specialist skills needed to stay ahead of the competition.

Following Business Secretary Vince Cable’s recent announcement to bring in new measures ensuring more young people benefit from apprenticeships, and to help employers gain the skilled workers they need to grow, a new grant is promising to make hiring an apprentice an even more attractive prospect for small business owners.

By offering employers with up to 50 employees who don’t currently employ an apprentice an incentive payment of up to £1,500 to take on a young apprentice (aged 16 to 24), the government is planning to support up to 20,000 new apprenticeships in 2012/13.

? come

Business Secretary Vince Cable said at the time: “Apprenticeships are a sound investment in our future competitiveness. So when times are tough, it’s right that we provide additional support to help the smallest firms meet training costs.�

Research shows that every pound of public investment in an apprenticeship generates up to £40 for the wider economy; improvements in productivity ensure employers recoup their training costs within three years; and an advanced apprenticeship boosts an employee’s lifetime earnings by around £100,000.

The number of people starting apprenticeships in 2010/11 increased by 58% from the previous year, and this picture is being reflected locally too.The South East has the second highest concentration of high-growth businesses in the UK, and significant expansion in skilled occupations is predicted over the next few years. Apprenticeships could feature significantly in this growth.

Central Sussex College is hoping that many smaller employers will take advantage of the grant, which will be available from April 2012.

Gill Timlett, Apprenticeship Team Manager, said: “Although the government is keen for companies to take on apprentices, there is still a bit of confusion as to how to go about it. We’re hoping many of them will attend our advice session on 8th February, to find out how easy the process can be.�

The advice session will be held at the College’s Crawley campus from 5pm to 7pm on Wednesday 8th February. Employers can find out more about the grant as well as how the College’s Job Shop can help with the recruitment and selection process.

To find out more about apprenticeships and other business training opportunities at Central Sussex College, call 0845 155 0043 (press 4) or email employers@centralsussex.ac.uk

Confused about Apprenticeships ...Apprenticeship Advice Session Wednesday 8th February, 5pm-7pm

at Central Sussex College’s Crawley campus to our...

‡ :DQW WR NQRZ PRUH DERXW WDNLQJ RQ DQ $SSUHQWLFH" ‡ &RQVLGHULQJ DQ DSSUHQWLFHVKLS WR WUDLQ DQ H[LVWLQJ PHPEHU RI VWDII" &RPH DORQJ DQG ILQG RXW KRZ ZH FDQ KHOS \RX ZLWK UHFUXLWPHQW DQG WUDLQLQJ DQG DGYLVH \RX RQ DYDLODEOH IXQGLQJ We’re working with Gatwick Airport Ltd to introduce an apprenticeship programme - we can do the same for you!

Find out more and pre-register at: www.centralsussex.ac.uk/naw2012

Call: 0845 155 0043 (press 4) 46 BUSINESSEDGE

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ADVERTISING FEATURE

CENTRAL SUSSEX COLLEGE

Professional training centre contributes to business success As Horsham’s newest professional training venue, Horsham Training Centre, approaches the first anniversary of its official launch in February 2011, it is looking to work with the business community to further expand its portfolio of training courses to meet the needs of the local workforce.

The Centre runs a broad mix of one day workshops for delegates looking to enhance their skills and confidence in a wide variety of areas, such as IT skills, accounting, web design, first aid, health and safety, and leadership and management.

In today’s ever changing work environment, where employers often need to ask employees to take on new responsibilities, there is a growing demand for workshops designed to support staff to develop new knowledge and skills, especially around legislative or personnel

responsibilities. Horsham Training Centre runs courses such as Diversity for Better Business, New to Team Leading, Managing Change, Effective Delegation and Stress Management to help employers support their staff in this way.

As the economic situation continues to challenge many businesses and the jobs market remains ever more competitive, Horsham Training Centre is helping both employees and those looking to enhance their CVs to improve their skills. The Centre is also a member of the Microsoft IT Academy program, so it has access to comprehensive resources designed to keep pace with constantly changing technology, ensuring delegates benefit from the most up-to-date training possible.

Commercial Training Director Jeremy Stanton said: “Motivated and positive employees play a big part of ensuring the success of any

Training that fits, whatever your business needs!

organisation, and those armed with the right knowledge and skills will be more productive in the workplace, contributing more effectively to the business in the process.”

The Centre, which is a five minute walk away from the town’s railway station, benefits from a bright, modern environment and flexible conference space which is also available for hire. Delegates have commented on the venue’s comfort and the professional approach of its trainers.

IT trainer Debbie Knight said: “Our IT courses continue to be bestsellers as delegates need to stay up-to-date with ever-changing technology.

Since we opened we’ve introduced a range of business improvement courses in response to demand, and 2012 looks set to be our busiest year yet. We’re keen to hear from any employers who have a workforce development need – we’re here to support business in the area, and are always looking to develop new training to meet their requirements.”

To talk to someone about courses at Horsham Training Centre please call 01403 218181 or to find out more about the Centre or view the range of courses currently planned, visit www.centralsussex.ac.uk/htc.

Call us for a free training brochure!

For smart training solutions in a professional venue, take a look at Horsham Training Centre...

Our training is designed to enhance business performance, provide excellent value for money and a superb delegate experience. Give your organisation a head start in 2012 with one of our best-selling one-day courses:

Call now to book on 01403 218181 htc@centralsussex.ac.uk www.centralsussex.ac.uk/htc

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NEW MEMBER LISTINGS

Amadeus Computer Supplies Ltd Office & Computer Supplies Units 1-5 Carewell Farm, St Piers Lane, Lingfield, Surrey, RH7 6PN James Mclaren-Rowe T: +44(0)1342 837605 E: james@amstat.co.uk W: www.amstat.co.uk Arctium Environmental Consultancy 11 Ardings Close, Ardingly, Haywards Heath, West Sussex, RH17 6AN Ceri Sansom, Principal T: +44(0)1444 892346 E: csansom@arctium.co.uk Barcombe Landscapes Ltd Landscape Gardening Spring Lands, Town Littleworth, Cooksbridge, Nr Lewes, East Sussex, BN8 4TH Mark Cooper T: +44(0)1273 400259 E: mail@barcombelandscapes.co.uk W: www.barcombelandscapes.co.uk Burt Brill & Cardens Solicitors Solicitors 30 Old Steyne, Brighton, East Sussex, BN1 1FL Joanna Clark T: +44(0)1273 604123 E: jclark@bbc-law.co.uk W: www.bbc-law.co.uk Castleham Hove Print & Emroidered Workwear Knoll Business Centre, Old Shoreham Road, Hove, East Sussex, BN3 7GS Steve Halliday T: +44(0)1273 296087 E: steve.halliday@brighton-hove.gov.uk Centus Ltd Computer Systems Commercial House, 19 Station Road, Bognor Regis, West Sussex, PO21 1QD Tobias Hooton, Managing Director T: +44(0)3300 881656 E: toby.h@centus.co.uk W: www.centus.co.uk Claremont House Hotel Limited Hotel 13 Second Avenue, Hove, East Sussex, BN3 2LL Vicki Banks, Director T: +44(0)1273 735161 E: info@theclaremont.eu W: www.theclaremont.eu

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Creative Asset Finance Ltd Finance Consultants 89 Portland Road, Worthing, West Sussex, BN11 1QG Andy Williams, Director T: +44(0)1903 200000 E: andy@creativeassetfinance.co.uk W: www.creativeassetfinance.co.uk Crunch Accounting Ltd Accountants Unit 11, Hove Business Centre, Hove, East Sussex, BN3 6HA Tim Morris T: +44(0)844 500 8000 E: tim.morris@crunch.co.uk W: www.crunch.co.uk Custom West Trading Ltd Shading Products 69 Victoria Road, Burgess Hill, West Sussex, RH15 9TR Beverley Kearney, Manager T: +44(0)845 165 8338 E: beverley@shaftesburys.co.uk W: www.discountblindcentre.co.uk Data Shredding Services Ltd Confidential Data Destruction (Paper/Media) Fontmills Farm, North Street, Hellingly, East Sussex, BN27 4EB Mark Blackie, Managing Director T: +44(0)1903 814949 E: info@datashreddingservices.com W: www.datashreddingservices.com Fresh Display Limited Exhibition Services The Forum, 277 London Road, Burgess Hill, West Sussex, RH15 9QU Steve Powell T: +44(0)1444 240264 E: steve@freshdisplay.co.uk W: www.freshdisplay.co.uk Gaston Training Services Food Safety and Health & Safety Training Quinces, Wilderness Lane, Hadlow Down, East Sussex, TN22 4HT Anthony Gaston, Director T: +44(0)7583 047947 E: anthony@gastontrainingservices.com W: www.gastontrainingservices.com Graffiti Design International Sign Makers Design House, Swife Business Park, Burwash Road, Broadoak, Heathfield, East Sussex, TN4 8UP Colin Pestell, Managing Director T: +44(0)1825 763690 E: colin@graffitidesign.co.uk W: www.graffitidesign.co.uk

Happy Feet 4 U Reflexologist 16 Station Street, Lewes, East Sussex, BN7 2DB Marcia Dinkovski, Reflexologist T: +44(0)1273 470955 E: info@equilibrium-clinic.com W: www.happyfeet4u.co.uk Kerry Kyriacou Associates Consultancy 2 Hobjoin Cottages, Hyde Street, Upper Beeding, Steyning, West Sussex, BN44 3TT Kerry Kyriacou T: +44(0)7772 913250 E: kerry@kkbusinessdevelopment.co.uk Kevin Goldsmith Sports Massage Therapist Sports Massage Therapist 47 Linden Avenue, East Grinstead, West Sussex, RH19 1LS Kevin Goldsmith T: +44(0)7939 239976 E: kggsportsmassage@aol.com W: www.kggsportsmassage.co.uk Kings Barn Farm Farm Kent Street, Cowfold, Horsham, West Sussex, RH13 8BB Adrian Rumble T: +44(0)1403 865405 E: aw.rumble@btinternet.com Laporte’s Cafe/Produce Store 4 Lansdown Place, Lewes, East Sussex, BN7 2JT Tanya Laporte, Proprietor T: +44(0)1273 478817 E: tanya@laportes.co.uk W: www.laportes.co.uk Learning Cog Ltd Training & Consultancy 20 Pinfold Close, Woodingdean, Brighton, East Sussex, BN2 6WG Ric Hayden T: +44(0)7818 046106 E: ric.hayden@learningcog.com W: www.learningcog.com Lexington Freight Forwarding Ltd Freight Forwarders Unit 2, Fairlawn Enterprise Park, Bonehurst Road, Salfords, Horley, Surrey, RH1 5GH Steve Jefferies, Managing Director T: +44(0)1293 775545 E: steve@lexingtonfreight.com W: www.lexingtonfreight.com

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NEW MEMBER LISTINGS

Longsight Management & Logistics Ltd Logistics 24 Peak Dean Lane, Friston, East Sussex, BN20 0JD Derek Burton, Managing Director T: +44(0)1323 423033 E: derek.burton@longsightuk.com W: www.longsightuk.com Metal Interests Ltd International Metal Traders & Processors 10 Donnington Park, 85 Birdham Road, Chichester, West Sussex, PO20 7DU Anthony Brewster, Manager T: +44(0)1243 789977 E: anthony@metalinterests.co.uk W: www.metalinterests.com

Shaftesbury Shutters Shutters Distributor 44 Victoria Road, Burgess Hill, West Sussex, RH15 9LR Peter Wellings, Managing Director T: +44(0)845 165 4103 E: info@shaftesburys.co.uk W: www.shaftesburys.co.uk Tuplin Gatwick Ltd Global Packing & Logistics Unit 7/8 Bridge Industrial Estate, Balcombe Road, Horley, Surrey, RH6 9HU Alistair Henderson, Managing Director T: +44(0)1293 433433 E: henderson.a@tuplin.co.uk W: www.tuplin.co.uk

Pain Relief Cushions Cushion Manufacturers 9 Honeycrag Close, Polegate, East Sussex, BN26 6QJ Judith Dunsmore, Owner T: +44(0)1323 488929 E: judith@painreliefcushions.co.uk W: www.painreliefcushions.co.uk

Wellwood Ltd Timber Merchants 44 Gordon Road, Buxted, Uckfield, East Sussex, TN22 4LH Robin Learmount, Owner T: +44(0)1825 733868 E: robin@wellwoodltd.com

Parr & Company Accountants Parsimony Towers, Brighton Road, Shermanbury, West Sussex, RH13 8HQ Christine Parr T: +44(0)1403 711466 E: cjp@parrcompany.co.uk W: www.parrcompany.co.uk Progrow Supplies Ltd Gardening Equipment & Chemicals Unit 3, Wayfield Farm, London Road, Pyecombe, East Sussex, BN45 7ED Andrew Jance, Director T: +44(0)843 289 6318 E: progrow@email.com RB Media Media & Communications 1 St Catherine’s Terrace, Hove, East Sussex, BN3 2RR Rebecca Burgess, Director T: +44(0)7859 896360 E: Rebecca.Burgess@rb-media.co.uk Red Flag Recruitment Ltd Recruitment Agency Tower Point, 44 North Road, Brighton, East Sussex, BN1 1YR Simon Royston, Director T: +44(0)1273 666890 E: simon@redflagrecruitment.com W: www.redflagrecruitment.com

Premier Member Chichester College Colleges - Technical & Agricultural Westgate Fields, Chichester, West Sussex, PO19 1SB Sarah Stannard,Vice Principal Marketing & Development T: +44(0)1243 786321 E: sarah.stannard@chichester.ac.uk W: www.chichester.ac.uk RDF Group Managed Software Development 2 Bartholomews, Brighton, East Sussex, BN1 1HG Terry Bower, T: +44(0)1273 200100 E: Terry.bower@rdfgroup.com W: www.rdfgroup.com

Enjoy a range of benefits exclusively negotiated for you For more information about becoming a member, call us on...

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THE LAST WORD

THE LAST WORD…

Each edition we invite one of our contributors to answer some key questions we all want to know the answers to.

This time it’s the turn of Philip Child Founder of Europa Medical Services

1

Which words or phrase do you most often overuse? God save us from politicians.

6

What talent would you most like to have?

Being Musical.

2

Karaoke song of choice?

Waterloo

7

What quality do you most admire in a person? Integrity.

3

What’s your biggest regret?

Not going into politics.

8

Which virtue is the most overrated?

Prudence - Ask Gordon Brown.

4

When and where were you happiest?

Last Year, Vienna in the snow

9

Early mornings or late nights?

Early mornings.

5

When was the last time you lied?

This morning, I looked in the mirror and said hello handsome

10

Deal or no deal?

No Deal.

11

Tell us a secret...

I have CMT.

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Action in rural Sussex

Local Fruit Futures: an apple tree nursery in Sussex

(01273) 473422 info@ruralsussex.org.uk

www.ruralsussex.org.uk

Future Village: community researchers at work

Experts in rural communities Action in rural Sussex (AirS) is a charity established in 1931, and we have worked with and for our rural communities ever since. Our vision for Sussex is that it is a place where an inclusive, active community life is valued alongside economic success and environmental protection, and where all three are pursued together.

In market towns and villages across East and West Sussex we work with communities to help people help themselves, whether it’s supporting local youth groups, providing facilities for older people, helping people find work, or getting whole communities to work together to take control of planning the future of the places where they live and work.

The Big Society agenda is not new to us: we know already how well communities in rural Sussex work together, and also the challenges they face. These might be as simple as access to public transport, or as complex as helping local businesses to survive and thrive.

Increasingly AirS finds itself working at the interface between communities, local councils and local business. We recognise the vital role that local businesses, no matter what size, play in the health of communities as well as the health of the local, regional and national economy. We also recognise, for example, that small businesses may want to offer a job to a local person, but find it difficult to identify the skills needed among the local workforce.

We know that many of the people who give most to their local communities are also very entrepreneurial in other ways.

So – we want Sussex businesses to succeed, and we want to work with you for the benefit of rural Sussex communities. Here’s how:

The Work Programme

AirS is delivering the government’s flagship welfare-to-work programme in rural Sussex, and with partners in Surrey and Kent. If you can commit to creating a job for someone from our local pool of people keen to find work, we will provide you with the services of an HR Manager for free – and possibly we can also help with training or other costs, and we will provide one-to-one support for both you and the employee to help make the job a success for your business.

The job must be of at least six months’ duration, paying at least national minimum wage, and of at least 16 hours per week.

Contact work@ruralsussex.org.uk 01273 407323

Neighbourhood Planning

The government’s Localism Act passes a great deal of responsibility for local planning to local communities and parish and town councils.

This will affect business premises as well as housing and open spaces. AirS is the leading provider of independent community-led plans in Sussex, with a proven track record of engaging the wider community and delivering robust and appropriate local plans.

If your village does not have a local plan and you’d like to have a stake in getting one together, please get in touch.

Contact faustina.bayo@ruralsussex.org.uk 01273 407320

Community 21

In order to make consulting and involving the wider community in local decisions quicker, easier, more fun and up-to-date in real time, AirS and the University of Brighton have successfully piloted a community consultation and social networking platform called Community 21. With developments in rural broadband provision, we are confident about using social media as a way to support rural people.

We want a sponsor and partner to help us make the software available to communities right across Sussex and beyond! If you think you might be able to help, let us know.

Contact teresa.gittins@ruralsussex.org.uk 01273 407306

Village Care – Help for Older People

We are delighted to acknowledge a generous donation from comedian Jack Whitehall that helps us continue our vital work, delivered in partnership with the Alzheimer’s Society, to support people with dementia and their carers – thanks Jack!

If you would like to donate to our programme to support the growing population of older people in Sussex, we would love to hear from you.

For more information on how you can help this or any of our other programmes, including community orchards, support for families and young people, or to let us know more about the concerns of small businesses in rural areas, please contact emma.drew@ruralsussex.org.uk 01273 407337 or 07961 678317 Your help is much appreciated. Thank you.

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