Business Eye June/July 2013 by Buckley Publications

Issue 133 June/July 2013 ÂŁ2.50 Voted best Business Magazine in Ireland 2005 and Magazine of the Year for Northern Ireland

Shortlisted Magazines Ireland Awards 2011 Business To Business Magazine of the Year

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Contents

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June/July 2013 ISSUE 133

Cover Story ACE Group... Insuring Success In Northern Ireland

Specials Meet The Santander Business Team Santander’s Business Banking team based in Belfast is in growth mode....in more ways than one. The team itself is due for expansion, and they’re currently welcoming more and more local business customers of all shapes and sizes to the Santander fold.

The risks to business are clear, but that doesn’t mean that business owners always have the right cover in place to ensure that the risks out there are being managed. That’s despite constant reminders from the men and women in the know, the insurance industry professionals. Business Eye catches up with the NI team at ACE Group, one of the world’s largest commercial insurance companies.

Local Firms Wins Victoria Square Contract

Information Technology Pinnacle... 20 Years At The Top Of The IT Tree

It’s no surprise that they’re pretty pleased with themselves at Belfast property consultancy BTW Shiells. Just a couple of months ago, the firm landed one of the most sought after property management contracts around....to manage the property asset and to help look after lettings at Victoria Square.

Young Business Personality of the Month

When Ken Montgomery and his colleagues set up business as Pinnacle Computing 20 years ago, the technology they were working with was very different to today’s. But, if some of the technology around then hasn’t stood the test of time, Pinnacle definitely has. The company has grown from humble beginnings to become a £10 million turnover organisation with over 90 staff.

As co-founder of one of Northern Ireland’s leading corporate gift and promotional merchandise companies, Stamp Promotions, 33-year-old Tori Higginson has had quite a journey from being a hotel host in a ski resort in France.

BT’s Derry Legacy

Branding & Marketing Maxol... A Case Study In Re-Branding Success

Accepting the opportunity to become Derry~Londonderry UK City of Culture’s principal partner was a no-brainer for BT says the company’s Director of Corporate Services Peter Morris.

Lightsource... Harvesting Sunshine Co. Down man Nick Boyle set up Lightsource Renewable Energy at the back end of 2010. In less than three years, the company is now the UK’s largest solar energy developer, owner and operator with over £500M worth of large scale solar PV sites.

When the senior team at Maxol decided to embark on a major re-brand, the logistics and the cost were both daunting. Brian Donaldson, Maxol’s Chief Operating Officer, talks about the rationale behind the company’s €7.25 million new brand which has already been rolled out at 90 of the company’s 225 retail forecourts the length and breadth of Ireland.

GVA... Delivering Property Solutions

Recognising Success UTV Business Eye Awards 2013 With Flybe

Jago Bret and the team at GVA’s Belfast office are clear about what sets their operation apart from the other commercial property consultancies serving the Northern Ireland marketplace.... a unique combination of national and international strength and experience blended with local expertise.

Northern Ireland’s leading business awards have been launched for 2013 with the support of a brand new lead sponsor in top regional airline Flybe. The 2013 Awards were launched at a reception held at UTV Studios in Belfast The closing date for entries is 20th September, and the awards will be presented at a gala evening in the Culloden Estate & Spa on Thursday, 10th October.

Regulars

ABC average circulation Jan-June 2010, 7,610 copies Yearly Subscription £35 UK and NI or £37.50 outside the UK

Eye on Events

Eye on Catering Management

Eye on Human Resources

Eye on Charity

Eye on Finance

Moving On

Eye on Travel

Eye on Insurance

Eye on Motoring

Buckley Publications 20 Kings Road Belfast, BT5 6JJ Tel: (028) 9047 4490 Fax: (028) 9047 4495 www.businesseye.co.uk

Editor Richard Buckley Commercial Director Brenda Buckley Sales Manager Claire Dickson

Features & Promotions Manager Ciara Donnelly Credit Control Manager Lisa McArdle

Design Hexagon 65 Irwin Crescent Belfast, BT4 3AQ Tel: (028) 9047 2210 www.hexagondesign.com

Photography Press Eye 45 Stockmans Way Belfast, BT9 7ET Tel: (028) 9066 9229 www.presseye.com

Around this time last year, we were celebrating the undoubted success of the Irish Open golf tournament at Royal Portrush and the clear benefits it delivered for Northern Ireland tourism.

Comment

“In the wake of the flag protests during December and January, which left a trail of economic and tourism destruction in their wakes, there have been concerns around for some months that the July/ August period could be a difficult one.”

Richard Buckley EDITOR Irish Magazine Editor of the Year 2005

his time around, it’s the visit of President Obama and the other G8 leaders to the Lough Erne Resort... and a highly successful couple of days it turned out to be, blessed even by some unseasonal sunny weather. More importantly, the Fermanagh event was marked by a very distinct lack of trouble, either from anticapitalist protestors who clearly didn’t fancy the prospect of travelling to place with a bit of a reputation like Northern Ireland (their anti-capitalist fervour will only drive them so far, it seems) or from either nationalists or loyalists of a more local nature. The fact that the more negative amongst us could find nothing to question except the rather large cost of the policing operation can only be a good thing. The whole event made Northern Ireland look very good, and very professional too. But – without wishing the descend into any kind of negativity – it could all be undone fairly quickly by any serious unrest during the so-called marching season. In the wake of the flag protests during December and January, which left a trail of economic and tourism destruction in their wakes, there have been concerns around for some months that the July/August period could be a difficult one. It’s hugely reassuring to hear senior PSNI officers say that there is no reason to think that that is the case. And a number of our senior politicians seem quite relaxed about the summer too, including those who took part in the ground-breaking talks in Cardiff some weeks ago. The First & Deputy First Minister partnership of Peter Robinson & Martin McGuinness continues to show increasing maturity and leadership when required. That kind of leadership may well be required during the coming months. But let’s be optimistic... Let’s hope that the summer passes off peacefully. Once again, Northern Ireland has been given a chance (by Prime Minister David Cameron) to show what it is capable of, and it has passed the text with flying colours.

We’ve got to avoid a trap that we’ve fallen into too many times in the past... the one where we take a confident two steps forward, and then take a large one back in the other direction.

The annual UTV Business Eye Awards were first held in 2007, just before economic chaos started to descend upon all of us. So it’s a testament to the strength of the Awards and the strength of the economy here that Northern Ireland’s leading business awards haven’t just survived. They’ve grown and prospered through the difficult years. The UTV Business Eye Awards for 2013 have just been launched with a new lead sponsor on board in the shape of Flybe, an airline which has had close links with Northern Ireland since the City Airport opened for business in the mid-1980’s. An impressive line-up of category sponsors is also on board for the 2013 Awards, and Business Eye, UTV and Flybe are all looking forward to welcoming entries, judging those entries and welcoming guests to one of the highlights of the business/social calendar... the Awards ceremony at the Culloden Estate & Spa on Thursday, 10th October. Log onto utvawards.businesseye.co.uk for details... and get those entries in.

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Eye on News

BANK OF IRELAND ANNOUNCES DOUBLING OF AGRI BUSINESS FUND Bank of Ireland UK has announced it is to double its Agri Business Fund to £100million to meet the financial needs of the growing agri-food sector in Northern Ireland.

he fund, which is open to both new and existing customers, is available to those who are involved in agri-food supply chain, ranging from primary producers, processors, retailers and other agri-food related businesses. The Bank’s announcement follows the recent launch of a strategic action plan by the Agri-Food Strategy Board which envisages the industry’s turnover

growing 60% to £7bn by 2020 with employment rising to 115,000. Ciaran McGivern, Head of Business Banking, Bank of Ireland UK, Northern Ireland said: “As the action plan recognises, the agri-food sector is a major economic driver which contributes substantially to every area of Northern Ireland. Bank of Ireland UK is determined to play its part in supporting the growth of a sector

Geoffrey Stewart, who farms a large dairy herd at Magherafelt and who has benefitted from the Fund; his son Luke; Ciaran McGivern, Head of Business Banking Northern Ireland, Bank of Ireland UK; and William Thompson, Agri Manager Northern Ireland, Bank of Ireland UK.

which holds so much potential and we are delighted to make these additional funds available for investment at all levels of the agri-food supply chain.” As well as doubling the Agri Business Fund, Bank of Ireland

UK also announced a donation of £15,000 to Rural Support, the charity that supports farmers and rural families facing a range of difficulties, including those brought about by the severe weather conditions.

Philip Johnston Estate Agency Under New Ownership

Betty Beverland and Jamesy Hagan, Director of Hagan Homes, launch the new brand at Titanic Walk development in Belfast with the Johnston and Co team.

One of the longest established estate agencies in Belfast is under new ownership after Philip Johnston sold his remaining sales and letting branch.

he business, situated on the Upper Newtownards Road, has been purchased by local business woman Betty Beverland. Whilst under new ownership, the name Johnston will

remain, albeit with a re-brand to reflect this new dawn in the estate agency in East Belfast and North Down. Betty Beverland, Managing Director of Johnston and Co, said:

“We wish Philip well in his new ventures and will build on the excellent service that he and the team have provided for thousands of vendors and purchasers down the years. “It is for this reason that we have retained the Johnston name in our new brand. “It’s very much business as usual, with the same staff who collectively have more than 100 years experience within East Belfast and North Down and will continue to provide a seamless and professional service fitting of a modern estate agents yet retaining personal and traditional methods.” As a market leader within East Belfast, Johnston and Co has seen an increase in sales over the last quarter compared with the same period last year. “We’ve witnessed almost a 20% rise in the number of houses sold in the last three months compared to this time last year,” continued Ms Beverland. With local lenders now offering 95% mortgages at competitive rates and the co-ownership scheme continuing apace, there has been a healthy upturn in sales in East Belfast.

Jamesy Hagan, Director of Hagan Homes who entrusts Johnston and Co to sell his exceptional new build developments, said: “Our affordable, quality and stylish new build two bedroom apartments at Titanic Walk start from just £74,950 ensuring that East Belfast is a prime location for first time buyers. “As homebuilders Hagan Homes has, for a long time, entrusted Johnston and Co to sell their homes in a professional manner and I wish Betty and the team well as they aim to build further on their success.” It’s that strong focus on customer service that is crucial to Betty Beverland. “The people of East Belfast trust the Johnston name to deliver sound advice during what is the biggest financial decision most people will ever undertake,” continued Betty. “My experience in the hospitality sector taught me that attention to detail in customer dealings is critical to success and I plan to ensure that is upheld at Johnston and Co. “We plan to roll-out a number of new initiatives which will strengthen further our market share, and position Johnston and Co as the first portof-call for anyone buying or selling in East Belfast and North Down.”

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Eye on News

Cleaver Fulton Rankin Announces Office Expansion Leading Belfast law firm Cleaver Fulton Rankin is expanding its existing city centre business premises, with the addition of ground floor office space at their Bedford Street offices.

enovation work is now underway to transform the premises into a modern office environment. In addition to refurbishing the building’s exterior, the interior will be converted into a contemporary customer facing environment, in one of Belfast’s most highly prized business locations. Set to open in late 2013, the acquisition of the new premises represents a significant expansion for Cleaver Fulton Rankin. Highlighting this positive development for the firm, its staff

and clients, Karen Blair, Managing Director said, “The acquisition of this prominent ground floor office space is perfectly suited to the requirements of Cleaver Fulton Rankin today. The firm has a huge amount of heritage yet we are passionate about building a positive future for the firm, our clients and our employees. Our decision to expand and create a new modern business frontage facilitates room for significant growth and strengthens our business presence in Belfast City Centre”.

Cleaver Fulton Rankin is one of Northern Ireland’s leading commercial law firms combining over 100 years of heritage with an innovative approach. The firm provides a full legal service to both commercial and private clients across the firm’s main practice areas, being company and commercial law, corporate finance, property law, litigation, corporate recovery/insolvency, employment and private client services. The firm is also well known for its specialist work in construction law, intellectual property, procurement, planning and environmental law, IT and charity law. Karen Blair, Managing Director and Jonathan Forrester, Director

MORE INVESTMENT AT DOWN ROYAL Down Royal Racecourse has unveiled the latest in a series of new plans to further enhance the quality experience for thousands of horse racing fans in Northern Ireland.

s part of a series of investments which has seen more than £5 million ploughed into upgrading the facilities on offer, Down Royal has now turned its focus on the famous Moscow Flyer suite, which has just undergone a major £100,000 refurbishment. This major redesign sees the Moscow Flyer suite regain its position as one of Northern Ireland’s premier hospitality destinations. The brand new bar, décor and highspec furnishings allow the suite to cater for both the hospitality requirements on site and to provide a more relaxed alternative package for the social racegoer. More than £20,000 has also been spent on additional soft landscaping at the site as part of a major environmental project. This will improve the immediate physical surroundings aimed at improving the unity and appeal of the facilities following the significant investment and changes which have been made to the racecourse in recent years. To ensure Down Royal continues

to offer both high quality and diversity in the food available to all its customers, Down Royal is for the first time this year partnering with the famous, award-winning Mourne Seafood Bar and Restaurant which will bring the unique experience made famous in Belfast and Dundrum directly to all racegoers attending this year’s Summer Festival on Saturday 21st June. Down Royal Racecourse General Manager, Mike Todd, said: “We have invested heavily in the upgrade of our facilities over the last few years to enable us to maximise our excellent location, our ability to attract the best in competitive racing and our reputation for delivering a thrilling, social experience with a quality hospitality offering. “These latest investments, combined with the launch of a range of innovative new hospitality choices, guarantee every race-goer in Northern Ireland an even greater experience and our personal assurance of even more quality and choice.”

Last year, Down Royal spent £40,000 adding a new balcony to the Rainbow Communications Suite as part of its continued plans to improve the hospitality offering and bridge the gap between premium hospitality and general admission – and it’s strategy is working well, according to Mike. “Despite a challenging economic environment, attendance at Down Royal continues to grow year-on-year because of our commitment to delivering quality and choice for all our visitors and we’re delighted by the support and loyalty shown by all our customers – old and new – who quite rightly demand a great day’s racing in top-notch facilities while enjoying superior hospitality.” Down Royal has invested more than £5 million to date as part of the redevelopment and expansion plans at the Lisburn site. The Summer Festival of Racing, which takes place on Friday 21st and Saturday 22nd June is the highlight of the summer social and racing calendar.

Mike Todd with Miss Northern Ireland, Meagan Green

For more details of hospitality packages available, and to book, visit www.downroyal.com, contact 028 9262 1256 directly or email info@downroyal.com

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Eye on News

New Cruise Terminal For Belfast Port Belfast’s position as Ireland’s fastest growing cruise destination will receive a major boost from a £7m investment by Belfast Harbour to create the island’s first purpose-built cruise facility.

he investment will ensure that Belfast will be able to handle all cruise ships currently operating in the Irish Sea, as well as next generation ships which carry over 4,500 passengers and crew. It will also enable visitors to disembark directly within walking distance of the city’s Titanic visitor attractions - Titanic’s Dock & Pumphouse, Titanic Belfast and SS Nomadic. A record 60 ships are scheduled to call at Belfast this year representing a 45% jump in passengers and

crew, up from 75,000 to 110,000 in just one year. Associated spend with cruise visits is expected to generate more than £18m for the local economy in 2013. Roy Adair, Belfast Harbour’s CEO, said: “A decade ago hardly any cruise ships berthed in Belfast. Now, thanks to our Cruise Belfast partnership with Visit Belfast, considerable previous investment in our existing facilities for accommodating cruise ships and tourism attractions such as Titanic Belfast and the new Giant’s

Causeway Centre, Northern Ireland has a thriving cruise sector. “The 2013 cruise season will be the best on record with 60 ships scheduled to call at Belfast. We believe that there is further scope to grow Northern Ireland’s popularity and the new facilities will enable us to promote Belfast as a tourist destination to an even wider range of operators.” The Harbour’s investment means that from 2014 cruise ships will move from Stormont Wharf on the County Antrim side of the Port to a berth

adjacent to Alexandra Dock in County Down. The new facility, which will also include a 2.5 acre marshalling area for coaches and a new welcome centre to showcase Northern Ireland, is beside Titanic’s Dock and the current berth of HMS Caroline. Last year around one million people visited Titanic Belfast and Titanic’s Dock. SS Nomadic, Titanic’s tender ship, opened to the public earlier this month and plans are being progressed to turn HMS Caroline, the sole surviving vessel from the 1916 Battle of Jutland, into a floating museum.

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Eye on Banking

Doing The Business... Santander’s Belfast Business Team If there’s a recurring theme from the members of Santander’s corporate & commercial banking team, it’s that the bank is actively looking for more business customers here in Northern Ireland.

Peter Torrens – Regional Director

seven-strong team in Belfast is led by Regional Director Peter Torrens and works with a wide range of existing and new customers.

“This is a team in growth mode,” says Torrens. “We have plans in place to grow the team by 60% this year, and we’re actively looking for people with experience in real estate, trading businesses and areas like asset finance. We’re well on our way to realising our ambitions and also looking for new city centre premises to act as our Belfast headquarters. Our target at the moment is to support more business customers so we can help them realise their ambitions for growth too.”

Eye on Banking

Brendan Cunnane – Relationship Director “I have previously worked for two of the main banks here – 20 years with Bank of Ireland and a further six with what was then Northern Bank. I joined Santander in 2010 and I look after trading companies with turnover typically in excess of £2.5 million. That means being a principal point of contact for anything they require from a true corporate banking partner committed to genuinely supporting their needs. Along with my colleagues, I’m also charged with developing and expanding the Santander brand and business in Northern Ireland, so it is rewarding to see an increasing number of new customers coming to the bank. There is a lot of demand out there from very good trading businesses for a wide range of services we can offer. Of course, some sectors are suffering in the current downturn but many firms are also successfully adopting and expanding into new areas and markets. The NI entrepreneurs haven’t lost their ability to box above their weight. I believe that there are only a limited number of banks genuinely meeting that demand which is why I choose Santander. We set out to be a stable banking partner to our customers, a bit like the traditional and trusted banking model of a number of years ago. Also, it’s great to have a top tier global banking brand showing its commitment to Northern Ireland and prepared to support our local businesses.”

Jamie Foulkes - Relationship Director “I’ve worked in Business and Corporate Banking for the last 6 years and started my career with Barclays on the English Welsh border near Chester which is where I am originally from. When Barclays bought the Woolwich in 2007 they inherited 9 branches in N.I and a pilot was commissioned to set up a Business Banking team which I was in charge of. Two years and 250 new clients later Santander offered me a position in its Business Banking team with the responsibility of growing the deposit book. I then moved to Corporate Banking in 2011 given my experience was in lending to the SME market. I now look after trading businesses with a turnover of up to £2.5 million. The current priority is lending whether that is on an asset & invoice finance basis or a purchase of a new trading premises. We’re here to help and have money to lend. Furthermore we see ourselves as a banking partner rather than a one trick pony which is why we find ourselves looking after anything from opening accounts to writing complex lending cases. Moving forward lending remains the focus however we do have highly competitive current account, deposit and cash management solutions which is why we continue to attract an eclectic mix of businesses with varying requirements.”

Desmond Sweeney – Relationship Director “I started my career in financial services with Prudential and Pearl Assurance moving on to be a mortgage and financial adviser with Abbey National and later Northern Bank. I joined Santander to look after business banking for smaller companies, and have been here on the commercial banking team for just over two years. “Like Jamie, I look after businesses with a turnover of up to £2.5 million across the entire banking spectrum. The challenge for us is getting out there and letting customers know who we are and what we can do. The response so far has been fantastic. “Northern Ireland businesses welcome a bank which is ready and willing to lend. If the business is profitable and has the potential to grow, then we’re here to help.”

Claire Vance – Relationship Manager “I support both Hilary & Brendan servicing all clients with a turnover above £2.5 million and am the first point of contact for their day-to-day banking requirements. I also manage the lending process from sanction to drawdown ensuring the switch to Santander is as seamless as possible. “My banking career started in 2004 when I joined First Trust Bank as a cashier and then as a personal banker. I moved to Alliance & Leicester in 2007 which was later acquired by Santander. I started here as an Assistant Relationship Manager and later moved up to a Relationship Manager’s role. The book has grown considerably in recent years. We provide a full banking proposition, and we’re adding new customers to our books every day.”

Hilary Armstrong – Relationship Director “I’m a chartered accountant by training and went on to work for Ulster Bank at business centre level and then in corporate banking. I moved on to head up the corporate team at Alliance & Leicester, which of course was bought over by Santander in 2008. I work with business customers with a turnover of £2.5 million and above. We’re open to just about every sector here in Northern Ireland... there’s nothing that we perceive as being closed except for residential property development. My focus is on trading businesses and on customers moving over from other banks because they’re not getting the service they wanted or expected. There is a concern out there that everyone is being tarred with the same brush by the banks, but that’s not an attitude we subscribe to. We are happy to talk to any good businesses out there, and the Santander message is spreading by word of mouth and through the professional networks. We’re very much open for business.”

Louise Sittlington – Relationship Manager “I have a background in both finance and banking. I spent six years with Anglo Irish Bank in property lending and have been with Santander Real Estate for three and a half years now. “On a day to day basis, I help manage the existing portfolio of investment property clients and look at new proposals from both existing customers and prospective new borrowers. We will always welcome the chance to discuss potential opportunities with ambitious companies.”

If you think your business could benefit from talking to the team at Santander please get in touch; call 02890 443034 or email businessenquiry@santander.co.uk You can also see first hand examples of the support they have provided for some existing customers at http://businessinsight.santandercb.co.uk/

Eye on Property

Parcel Delivery Centres: A Growth Opportunity

David Wright, CBRE

We all know the reasons why there has been next to no commercial development in Northern Ireland for the last 5 years or so but the explosion of online retailing and growth of e-commerce (not forgetting f-commerce and m-commerce) could help to produce a new asset class in the form of Parcel Delivery Centres (PDC) in major urban centres around Northern Ireland.

he concept of crossdocked parcel delivery centres is not new, but has only recently come onto the radar of the major European third party logistics (3PLs) and parcel delivery companies on a significant scale. This is largely being fuelled by the growth in e-commerce and

home delivery services, which is placing increasing pressure on logistics chains, in terms of the volume of goods passing through the system, and the level of service quality now expected by consumers, particularly with regard to the speed and accuracy of delivery. In general terms, cross-docking is the transfer of goods from an incoming carrier to an outgoing one, and a pure cross-dock warehouse is a building unit in the supply chain at which this process takes place. The growth in e-commerce suggests the leasing market for this product is set to expand, and some of the key 3PLs and parcel delivery firms are already taking occupation of newlydeveloped bespoke PDC facilities. Since there is little or no long-term, on-site storage required at PDCs, there is no need for the tall racking units typical of large warehouse units. Consequently buildings can function with low eaves heights, typical of other industrial buildings in an urban setting. In addition, to accommodate high volumes of vehicle and parcel movements, these buildings require sites that have capacity for longer, narrow floorplates. Due to the specialist nature of these buildings in the current market, and the typically low site coverage, they are likely to attract premium rents relative to traditional warehouse space, CBRE estimates that rental levels around 40-50% above prime warehouse rents are required to make a PDC development economically viable. Due to a lack of available existing stock in a relatively undeveloped market, and the specialist nature of the facilities, the majority of recent transactions have been for pre-

Source: CBRE

let or purpose-built units. In most of Europe, the market is not established enough to provide any substantial evidence on how the second hand market for this type of product operates. There is significant scope for the PDC market in the United Kingdom and Ireland to grow in the coming years, as parcel delivery companies reconfigure their networks in part to meet growing demand from the e-commerce sector. In an industry where consumers and retailers expect ever higher standards of delivery service, there is growing competitive advantage in maximising network efficiency so as to be able to offer an optimal combination of service quality at acceptable cost. We expect this process to support the higher rental levels necessary to make PDC developments viable, as occupiers come to accept the efficiency gains associated with this additional expense. If the leasing market evolves

as we expect, there will be an expansion of new specialised PDC properties across the United Kingdom and Ireland in the coming years. This will present an opportunity for investors to purchase prime assets at higher yields than are typical of conventional bulk distribution facilities. Although there are inherent risks in taking early exposure to a relatively undeveloped asset class, there are also significant upside benefits that are specific to this type of logistics property. The result of this will hopefully mean a return of the crane to the NI skyline!

For further information on CBREâ&#x20AC;&#x2122;s full range of Commercial Property Services, please visit our website at: www.cbre.co.uk/ni or contact David Wright at 028 9043 8555 david.wright@cbre.com

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Eye on Events

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RADIO GA GA...

he Publicity Association Northern Ireland (PANI) recently held a Radio Quiz Night at Europa Hotel hosted by U105 Johnny Hero. The annual event witnessed employees from 14 teams including U105, Citybeat, Cool FM/ Downtown, CMPR and Diageo Northern Ireland battle it out to win the 2013 title.

Team Citybeat fought their way to the end beating off stiff competition and were named the champions on the night. There were also a range of prizes on the night provided by sponsors Diageo Northern, CMPR and U105. the drinks reception was sponsored by Clear Channel.

DFM & THE SALESMEN

eputy First Minister Martin McGuinness was the special guest at a Sales Institute of Ireland seminar which looked at how the Executive is helping to grow the Northern Ireland economy by promoting exporting and supporting marketing initiatives. The event,

held in the Hilton Hotel in Belfast, was sponsored by Belfast-based ICT solutions specialist Leaf. Mr McGuinness was welcomed to the event by SII Northern Ireland region chairman Noel Brady, Leaf business development consultant Ciaran Mullin and Leaf sales manager Kyle Johnston.

SS NOMADIC TAKES A BOW BUSHMILLS IS TOAST OF WORLD LEADERS AT G8 SUMMIT

orthern Ireland’s world famous whiskey, Bushmills, was the toast of world leaders at the G8 Summit meeting at the Lough Erne Resort in Enniskillen, County Fermanagh, on 17 and 18 June. Bottles of the award winning whiskey were presented to the heads of state, including Barack Obama and Vladimir Putin, and the key delegates travelling with them. Bushmills Irish Whiskey was chosen by the UK Government among gifts that represent the best of the Northern Ireland’s produce. The Old Bushmills Distillery on Northern Ireland’s picturesque north coast exports 95% of its production, with main markets including North America, Great Britain and France.

Bushmills Master Distiller, Colum Egan selected one of the distillery’s finest reserves - Bushmills 12 Year Old Single Malt Irish Whiskey – for the commemorative gift presented by UK Prime Minister David Cameron to the world leaders and delegates. Colum Egan said: “Bushmills may be a small village, but we are no stranger to the global stage – we’ve received hundreds of international awards for our whiskey. But I have to say this is one of our finest moments. As Master Distiller I’m very proud that our hand-made whiskey is being given global recognition as among the best of Northern Ireland’s produce, especially coming in the same week as we are welcoming 500 international visitors to our distillery’s music festival.”

he SS Nomadic, tender vessel to the Titanic and the last remaining White Star Line ship in the world has officially opened at her Hamilton Dock berth in Belfast. Over the last seven years the SS Nomadic has undergone a substantial £7m restoration programme which has seen the vessel which transported first and second class passengers to the ill fated liner restored to her former glory. The official opening ceremony was performed by Social Development Minister Nelson McCausland , whose department acquired the SS Nomadic at auction in France in 2006, Tourism Minister Arlene Foster and Dr Denis Rooney CBE, Chairman of the SS Nomadic Charitable Trust before an audience of 150 invited guests onboard the vessel. The SS Nomadic was built on slipway number one in Harland & Wolff Belfast alongside RMS Titanic and RMS Olympic to carry

up to 1 000 first and second class passengers and was launched on the 25th April 1911. Today the vessel is permanently moored at Hamilton Dock adjacent to the Titanic Belfast exhibition centre in Titanic Quarter and will be opened to the public permanently from 1st June.

World leading brands All brands are trade marks and are registered and/or otherwise protected. © Diageo 2012

Eye on Events

DG00426NI Diageo Corp Brand BE sponsor strip Ad - JN10798.indd 1

28/11/2012 16:57

FLYING HIGH... N SOLICITORS CELEBRATE 40 YEARS

lliot Duffy Garrett, which employs over 50 staff including 26 solicitors, has celebrated its 40th birthday in style at the MAC in Saint Anne’s Square, Belfast on Wednesday 22 May. Clients and guests from across the spectrum of

orthern Ireland’s leading independent specialist tour operator Travel Solutions has expanded its local operations with the launch of a new dedicated air holiday division. Travel Solutions managing director Peter McMinn (centre) and colleagues Rosemary McLaughlin and Robert Wilson are pictured at Belfast International Airport where they launched the new

division which offers flight-based holidays out of Belfast and Dublin to a range of destinations including Madeira, Jersey and Iceland as well as air packages to key sporting events including official Manchester United breaks, Formula One Grand Prix trips and rugby breaks. City breaks available by air include London, Devon, Cornwall, Bournemouth, Isle of Wight and Torquay.

business, education, agri-food, charity, transport, accountancy, property and housing joined the partners and staff of EDG for their celebration. EDG’s Michael Wilson and Claire Staple are pictured with Belfast Lord Mayor, Gavin Robinson.

DIAGEO GETS BEHIND THE GAMES

iageo Northern Ireland has announced a new partnership with the World Police & Fire Games. With the potential for 25,000 visitors to come to Northern Ireland in August for the biggest event of its kind ever to be held here, special guests including Diageo Ambassadors Ulster & Ireland rugby star Rory Best, Stephen Murphy of the Belfast Giants and Kyle Gordon

of the NI Tridents ice hockey team were among those to come together for a celebration of the forthcoming games. Commenting at the launch, Diageo’s Paddy McKenna, said, “We have a long established and proud history with our local to global brands including Guinness, Baileys, Bushmills and Harp and we are delighted to be the official pouring partner of what is one of the most exciting events ever to come to Northern Ireland.”

www.ariapropertysolutions.com A safe pair of hands for Tenants and Landlords Ladas House, 285-287 Castlereagh Road, Belfast, BT5 5FL • Tel: +44 (0) 28 9045 9621 • info@ariapropertysolutions.com

Eye on News

FLEET FINANCIAL RAMPS UP UK EXPANSION Northern Ireland’s largest contract hire and fleet management company, Fleet Financial, is expanding into Great Britain.

he fast-growing company, which was acquired last year by Lookers’ Charles Hurst division, is deploying two key locally-based staff in

Manchester and Newcastle as part of a strategy to lift its total fleet size in the UK and Ireland to more than 5,000 by 2016. Around a fifth of Fleet Financial’s current fleet of 3,800 vehicles are already based in Great Britain. The 16 year-old company said it is keen to leverage its Northern Ireland success and experience by maintaining its focus on strong customer service and competitive pricing to grow a greater UK market share, particularly among businesses with a fleet size of around 500 and under. Fleet Financial Sales and Marketing Director,

Philip Miley, said: “Fleet Financial is an ambitious, forward-looking company which puts customers first – regardless of the size of their business. To capitalise on our success closer to home, we are delighted to invest in the deployment of additional staff in Great Britain which will ensure that our focus on customer service, quality and price is fully and properly maintained. “Backed by the experience and success of Lookers, one of the UK’s largest motor dealer groups, we’re confident that this latest investment in our plans for expansion demonstrates

our committment to deliver.” As part of its growth strategy, Fleet Financial has appointed experienced contract hire and leasing specialists Neil O’Connor and Mark Proudfoot as Business Development Managers to drive sales in the key North East and North West areas. Fleet Financial was bought by the Charles Hurst Group – a major trading division of leading UK automative group Lookers plc – in June 2012. The company, which employs around 30 staff and has contracts with many high-profile brands such as Sky, AXA Insurance, Phoenix Gas, C&C Group, Dale Farm and SHS Group, continues to trade as a seperate division of the Charles Hurst Group, operating under the Fleet Financial name.

Hughes Insurance Target Home Market Hughes Insurance, Northern Ireland’s largest independent insurance provider, has outlined plans to become the leading home insurance broker in Northern Ireland by 2015. The Newtownards based company is on target to deliver over 200% growth in the sector since 2011 – nearly tripling their home insurance customer base in the process.

he company generates upwards of £70 million in insurance premiums per annum and already has over 147,000 customers across its insurance portfolio – and now the expansion spotlight is on home insurance. Gareth Brady, Chief Executive of Hughes Insurance, stated: “Our business model is straight forward. Negotiate the best possible product and price on behalf of our customers, ensure value for money and deliver a fantastic service. Our home insurance product has an

unprecedented 51% conversion rate – meaning the majority of customers who contact Hughes Insurance switch to our product. Renewal retention is also at 81% i.e. 8 out of 10 existing customers opt to stay with us. These facts dictate that we can confidently state our ambitions of becoming the leading home insurance broker in Northern Ireland in 2015.” Hughes Insurance employs 310 staff throughout their business and has specifically recruited 18 staff to cater for the forecast growth in the home insurance

Brian McDowell and Christine Campbell of Hughes Insurance.

department. The independent broker has also established a bespoke panel of insurance providers who are committed to supporting the home insurance market in Northern Ireland, which is delivering price savings for the local consumer. Brian McDowell, Head of Sales and Marketing at Hughes Insurance advised: “Our reputation stands us in good

stead with local customers and we recognise that quality cover at a competitive price is always top of their agenda. Our customers are saving on average £44 when they switch to Hughes Insurance meaning they can insure their home and contents for as little as 60p a day. This value for money is why we are on track to deliver 200% growth in the sector.”

kia.co.uk

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More advanced than your typical car; now you can make those all important phone calls safe in the knowledge both hands are always on the wheel with our voice activated Bluetooth technology. Another example of the clever technology you will find in the new Kia cee�d. Available from "179 per month* with "1,611 initial payment and 35 monthly rentals.

The new Kia cee�d with voice activated Bluetooth. Live more life.

Downeys Kia 39 Portaferry Road, Newtownards BT23 8NN 02891 812525 Fuel consumption figures in mpg (l/100km) for the new Kia cee�d 5-door hatchback range are: Urban 33.6 (8.4) � 68.9 (4.1), Extra Urban 57.6 (4.9) � 80.7 (3.5), Combined 46.3 (6.1) � 76.3 (3.7). C02 emissions are 145 � 97 g/km. *Offer available to individuals for orders received between 01 October and 31 December, inclusive, sourced through Kia Motors (UK) Ltd or its authorised dealers. Figures based on a non-maintenance contract hire package over 36 months and 10,000 miles per year (max). The model shown is a new Kia cee�d 5-door �1� 1.4. An advance rental of "1,611 is payable, then 35 monthly rentals of "179. Rentals and excess charges are based on the current VAT rate. An excess charge of up to 7.22 ppm will be applied for mileage in excess of 10,000 mile p.a.. Excess charges also apply if the car is not serviced and maintained in accordance with manufacturer guidelines and returned to Kia Motors (UK) Ltd in a condition commensurate with the BVRLA Fair Wear & Tear guidelines for its age and mileage. Package includes R.F.L. and Kia Assist. Offer subject to availability and status. UK supplied vehicles only. For full specification, details, terms and conditions contact your local Kia dealer. Guarantee and/or indemnity may be required. Applicants must be 18 or over. Personal contract hire by ALD Automotive Ltd, Oakwood Park, Lodge Causeway, Fishponds, Bristol BS16 3JA. Offer cannot be used in conjunction with any other offers and is available at participating dealers only. 7 year / 100,000 mile manufacturer�s warranty. For terms and exclusions visit www.kia.co.uk or see your local dealer.

Eye on Retail

NEW REGIME FOR BELFAST’S RETAIL JEWEL It’s no surprise that they’re pretty pleased with themselves at Belfast property consultancy BTWShiells. Just a couple of months ago, the firm landed one of the most sought after property management contracts around. The contract, to manage the property asset and to help look after lettings at Victoria Square, was one in the face of competition from some of the big national guns of the property consultancy sector.

“W

e were delighted to win the contract. It was a tough tender process, but it gave us a lot of satisfaction to be chosen on the strength of our local knowledge, our local presence and the expertise of our staff,” says BTWShiells Director Criona Collins. Her fellow Director, Paul Wilson, agrees. “It was the hardest selection process I’ve ever been through, but we’re all really pleased to be working on what is undoubtedly the jewel in the crown as far as Northern Ireland retail centres go.” BTWShiells’ appointment comes as part of a ‘new broom sweeps clean’ approach by Victoria Square’s hausInvest, a German-based fund managed by Commerz Real. “Our role is to manage the property asset and to act as joint letting agents alongside London-based Cushman & Wakefield,” adds Wilson. The iconic Victoria Square opened in 2008 and boasts 800,000 Sq.Ft of retail, leisure and residential space. That mix of usage makes it unique among retail developments in Northern Ireland. Among its 100 shop units are some of the best-known names around. The anchor House of Fraser store regularly ranks among the top-performing outlets

in the GB group, while other names include Apple, Hollister, Ted Baker, River Island, Guess and Superdry. That’s not to mention the Odeon multiplex cinema and restaurants including Wagamama, Pizza Express and TGI Friday’s. CRI also took the brave step of moving outside of Northern Ireland’s creative community to appoint London-based M&C Saatchi to look after the centre’s marketing and advertising campaigns. Saatchi has successfully completed their first event - Victoria Square’s fifth birthday celebration. “Our challenge is a clear one,” adds Paul Wilson. “We’re aiming to get Victoria Square up to full occupancy. That’s going to be challenging given the economic climate, but we know that the strength of the product will make the difference. One deal recently signed with Pretty Green, soon to open adjacent to Hollister. Liam Gallagher, formerly Oasis, is the name behind this cutting edge men’s fashion brand and the team is working to build further on the range of brand names within the centre. We are confident that we’ll be able to make some announcements in the not too distant future.” “The current advertising campaign concentrates on the sheer breadth and scope of the

Criona Collins (left) and Paul Wilson from commercial letting and management agents BTWShiells are pictured with Aline Djaider, Real Estate Markets UK, Commerz Real Western Europe at the announcement of the appointment of BTWShiells as Property Asset Manager

offering at Victoria Square, and we want to work alongside that ethos to build the retail and food and beverage offerings right across the spectrum. Thus reinforcing the new marketing message – There’s more to share at Victoria Square,” adds Criona Collins. “Victoria Square might be right at the top of the retail hierarchy in Northern Ireland, but we have to continue to counter perceptions that it’s for a certain type of shopper. It’s for everyone, and the brand names in the centre back that up.” Both Wilson and Collins are clearly excited about the prospect of working with the Victoria Square brand, and they also know that they’ll be expected to produce results by the Wiesbaden-based owners.

“CRI as a Fund are very much hands-on owners and as 50% owners of Westfield Shopping Centre, London they bring invaluable expertise to the Asset Management of Victoria Square Shopping Centre” says Criona Collins. Collins takes on the Asset Manager’s role within the BTWShiells Victoria Square team with Paul Wilson and his colleague Jonathan Martin managing the letting operations. “All retail developments have been affected to some degree by the economic conditions and the retail administrations that have followed,” says Wilson. “But we’re confident that there are good letting opportunities out there and that there will be new retail names arriving at Victoria Square over the coming months.”

SWEDISH ERGONOMICS. LOCAL ECONOMICS

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Volvo Car Leasing contract hire makes your business life easier, giving you access to a comprehensive range of affordable, convenient and flexible funding packages. Each package can be tailored to your individual needs whether you want just one vehicle or are running a fleet. That’s why the new V40 D2 from just £19,995 OTR makes perfect business sense. Call your local Northern Ireland dealer to find out more about this unique blend of Scandinavian style and truely local value-for-money.

THE ALL-NEW VOLVO V40 D2 ES FROM £226.00 (+VAT) PER MONTH ON BUSINESS CONTRACT HIRE* Greers of Antrim 62 Greystone Road, Antrim Tel: 028 9446 0066 www.greersofantrim.com S M W Belfast 19 Boucher Crescent, Belfast Tel: 028 9068 6000 www.smwbelfast.co.uk * Business users only. Similar hire offers available for non-business users. Examples exclude VAT and are based on a mileage of 10,000 miles per annum. Excess mileage charges apply. All rentals and excess mileage rates are exclusive of VAT and are subject to vehicle availability, credit approval, manufacturers price changes, volume related bonus and purchase though Volvo Car Leasing Supplier Network. The payment terms are 1 payment of £1,356.00 (ex VAT) in advance followed by 35 monthly payments of £226.00 (ex VAT) commencing in month 2 payable by Direct Debit.In the event of cancellation of an order, you will be liable for such costs to be confirmed to you in writing. All other terms and conditions are as per the Master Hire Agreement or Customer Service agreement between yourselves and Volvo Car Leasing. Subject to availability at participating dealers for MY13 vehicles registered between 1st April and 30th June 2013 or while stocks last. Not available with other promotions. Volvo Car Leasing Contract Hire is provided by Lex Autolease Ltd, trading as Volvo Car Leasing. Registered in England and Wales with Company Reg No1090741. Registered office: 25 Gresham Street, London EC2V 7HN.

Eye on Cover Story

NEW HORIZONS FOR GLOBAL INSURER’S BELFAST TEAM “Entrepreneurs, by nature, are risk takers. But risk means exactly that. So we’re here to make sure that the bases are covered. Risk is our business.”

neat summary, if ever there was one, of the role of insurance professionals from Stephen Humphreys, ACE ‘s Business Development Manager in Belfast. Humphreys, Regional Manager Jim Duncan and Financial Lines Manager Damien Toal are the local face of a company which ranks as one of the giants of the global insurance industry. From its headquarters in Zurich, ACE is active in 53 different countries, has assets of some $92 billion and over $21 billion worth of premiums on its books. From its roots in property, casualty and personal accident, the business has moved over the years into key areas such as supplemental health covers and life insurance. With a longstanding footprint in the UK & Ireland it has also expanded into new geographies in recent years, growing rapidly in the Far East and expanding in growth areas like Latin America. It is also moving in to emerging economies closer to home, such as Poland, Russia and Turkey. “As a global business, ACE has continued to grow both organically and through strategic acquisitions worldwide,” explains Stephen Humphreys. “But we’re a global business with a strong local edge.” “Fundamentally though, our business has remained the same. We are underwriters transferring and managing risk. That’s what we do, and that’s how we support our business clients wherever they are working in the world.” Damien Toal also emphasises the increasing

diversity of the firm’s products. A specialist in directors’ & officers’ cover for business clients, he’s also busy advising on growth areas such as pension trustee liability, crime cover and sureties/ bond for the construction industry in particular. “Businesses, whatever their sector, face a great variety of risks out there. We’re here to provide the cover they need, of course, but we’re also here to advise them and work with them on how to manage their exposures better through a wide range of insurance and risk management solutions.” “We don’t back away from challenging risks,” adds Damien Toal. “Because risks are more challenging doesn’t mean that there is no insurance solution. Our clients want to be given options across all lines of business, and that’s what we set out to do.” ACE’s Belfast office has also built up substantial expertise in areas such as professional indemnity and protection against crime. In a nutshell, the latter means covering organisations against loss caused by theft or other actions by employees or contractors. Not surprisingly, crime coverage is a growth area in any economic downturn. “In fact, business insurance as a whole – including crime and professional indemnity – takes on a sharper focus in an economic downturn,” says Stephen Humphreys. “When the climate is more challenging, the risks are all the more challenging. “The focus for us as a business is to be able to tailor our insurance offerings to suit the risks being faced by businesses here in Northern Ireland.” “We can be working one day with a relatively small business based here, and the next day with a fastgrowing technology company working regularly in the United States and elsewhere in the world. It’s important for business to remember that exporting is vital but that new markets mean new risks.”

Stephen Humphreys (left) and Damien Toal of ACE Belfast.

Eye on Cover Story

“ For businesses working internationally, two things are paramount. They have to be compliant, and they have to be able to manage their risks effectively. On top of those two factors, their insurance cover also has to be cost effective.” “Thanks to our own global network of offices, we’re very well placed to work with companies based here who are exporting and working internationally,” says Jim Duncan. ACE as a group is the first to have invested in developing its own online portal, ‘Worldview’. It’s a unique system which, for example, can allow a CFO to access in in real time the status of every policy their organisation holds in every jurisdiction worldwide... right down to payment and taxation information. “For businesses working internationally, two things are paramount. They have to be compliant, and they have to be able to manage their risks effectively. On top of those two factors, their insurance cover also has to be cost effective.” “What we can do as a company,” emphasises ACE’s Stephen Humphreys, “is to link up the insurance coverage and documentation across the globe for a company owner or senior director who are sitting at their desks in Lisburn or Limavady.”

As well as new insurance product areas, ACE has also found itself working increasingly with a broader range of sectors both private and governmental. These include the agri-food sector, schools and colleges and the technology arena. “There’s no doubt that environmental cover has also taken on a new importance,” adds Humphreys. “We’ve been busy advising clients on the risks around brownfield urban regeneration projects and in other areas where environmental risks come into play. “Cyber risk is another one that isn’t going away in terms of risk facing business clients. It has been high on our agenda for some years, and it’s not getting any less crucial. Statistics show that 87% of businesses recently said that they had suffered some form of cyber attack... That puts the risk into stark perspective. Businesses always need to think carefully about privacy and the protection of their data.” “Our message to businesses is a fairly simple one,” Jim Duncan concludes. “Risk isn’t something that should be threatening a company’s balance sheet. Instead, it’s something they should be offloading onto our $92 billion balance sheet.”

For more information please contact Stephen Humphreys - Business Development Manager ACE European Group Ltd Arthur House, 41 Arthur Street, Belfast, BT1 4GB Phone: +44 (0)28 9044 6280 www.acegroup.com/uk

Eye on Retail

Investment Is Key As Convenience Market Takes On The Multiples

Better known for its stake in the convenience sector, Henderson Wholesale – owners of the SPAR franchise in Northern Ireland are ready to take on the Multiples with their own brand of supermarkets – EUROSPAR and ViVOXTRA.

he Group have re-launched their Tesco Price Match initiative in their large format stores across Northern Ireland, promising a bigger and better price match campaign for its shoppers. Investing heavily into the scheme this year, it is designed to maintain EUROSPAR and ViVOXTRA’s pricing against its biggest competitors. The campaign promises that over 600 products in the stores will be monitored to ensure they match Tesco prices. The Tesco Price Match campaign involves 33 stores across Northern Ireland and Henderson Wholesale’s Sales and Marketing Director, Paddy Doody, says it is an important campaign for their customers; “Value for money is a top priority for our customers and we are keen to ensure that our products are at least matching, if not bettering, that of our competition.

“The price match initiative is supported by an extensive marketing campaign as well as on-going consumer research. Not only is this campaign of benefit to our customers, we believe it will also be of added benefit to our stores, increasing footfall as well as sales.” Although the initial Tesco Price Match scheme began last year, Henderson Wholesale re-launched this month with an even bigger price-matching portfolio and greater financial backing. The re-launch has also been driven by extensive customer research which underlined customers’ focus on value for money, alongside a proven rise in sales on price match products since the scheme was introduced by the Group. Paddy explains, “Our research showed that customers are the most price-aware they have perhaps ever been. Shoppers are checking prices and changing shopping habits according to product price. With this in mind, we have a long-term commitment to offering our customers supermarket level convenience and value for money. We also believe this campaign is about peace of mind for our customers – that they know we are committed to delivering top value, locally, to our shoppers.”

Ultimately, this is part of the Henderson Wholesale’s drive to change consumer shopping attitudes. The Group has invested heavily in the EUROSPAR and ViVOXTRA stores to further position them as a first choice for the weekly trolley shop. Prices will be checked weekly and implemented in-store the following week. Paddy adds that, in addition to competitive pricing, EUROSPAR and ViVOXTRA offers a hassle-free shopping experience; “Not only do these supermarkets have the variety and quality of products a consumer expects from a multiple, we have the added advantage of community spirit and the convenience of a local shop. Unlike other larger multiple formats, EUROSPAR is able to offer shoppers a large range of products across everyday brands, local suppliers, butchery and an in store bakery, without the hassle of expansive aisles or having to park a long distance from the front door.” The Tesco Price Match is an on-going initiative and part of the Henderson Wholesale’s ‘Everyday Value’ strategy. This summer over 250,000 leaflets including details of the campaign will be delivered to homes across Northern Ireland.

Eye on Charity

DRIVING CHALLENGE... WITH A DIFFERENCE The innovative fund-raising team at Marie Curie Cancer Care has come up with another novel event.

he Marie Curie Big Drive takes place on Saturday, 12th October, at Balmoral Park near Lisburn, home of this year’s Balmoral Show. The unique event gives participants the chance to get behind the wheel of a range of vehicles they would probably never dream of driving... including heavy trucks, cattle trucks, combine harvesters and even a fire engine. Teams of six people (both male and female) can sign up to tackle 10 out of 12 challenge zones located around the Maze site on 12th October. Under the supervision (and the scoring) of Institute of Advanced Motorists marshals, the challenges must be tackled driving everything from a large truck to a Citroen 2CV. A total of 40+ very different vehicles will be on offer on the day, and driving tips and advice will be on hand

Claire McBride of North Down Marquees

throughout the day from a range of experts. At each zone teams will have a particular manoeuvre or challenge to undertake, for which they will be scored. Among the zones are: Balmoral Show; Saloon Cars; Pit Stop (find five faults with the vehicle in question); Commercial Vehicles; Emergency Vehicles; Utility Vehicles; the Speed Judgement Test (in a limo; 2CV or skip car); Dumper Trucks; Mini Diggers and Off Roaders. The event is being sponsored by Fleet Financial, Charles Hurst Group. Belfast-based Adrenalin Karting is putting up the top team prize of a day’s karting at their Belfast track. Availability is limited to 220 driving places, and at the time of going to press, more than 80 had already been snapped up. So time is of the essence. It’s an opportunity to sign up for a

Boobie Nights Committee team, left to right, Catherine Fetherston, Claire McBride, Suzy McIlveen, Holly Payne and Alys Irvine

marvellous day out at Balmoral Park.... and to help an invaluable local cancer care charity along the way. Entry fee is £25 per person, but each team member must also raise a minimum of £100 in minimum sponsorship from friends, family and colleagues. Participants must be at least 18 years of age and hold a full driving licence. Register via www.mariecurie.org.uk/ drivingchallenge or call 0845 0524184

Moo”vers team from NITB on the conference bike

Eye on Transport

STENA INVESTS IN HISTORIC LIVERPOOL LINK The Belfast-Liverpool ferry route ranks as one of Northern Ireland’s longest-established transport links with Great Britain... and it is being given as new lease of life under the stewardship of Stena Line, a company which now operates one of its biggest European ferry hubs at the Port of Belfast.

ix Stena Line ships ply their trade every day into and out of Belfast taking freight, cars and passengers to Birkenhead on Merseyside, to Heysham in Lancashire (freight only) and to Loch Ryan Port in Scotland. But it’s the historic Merseyside route which is the latest to benefit from a £4.6 million investment by the Scandinavianowned ferry company. A round £2.3 million each has been spent on the two ships – the Stena Lagan & Stena Mersey that operate between Belfast and Liverpool (although, strictly speaking, the vessels dock at a purpose-built port just across the Mersey at Birkenhead). “We’ve brought the ships up to Stena Line standards,” explains Paul Grant, the company’s Irish Sea Route Director. “A lot of the

investment has been spent on radically improving the cabins on the ships. As we operate both a daytime and overnight service, cabins are a very important part of the service we offer, and we can now provide our customers with a much improved product. “But we’ve also brought both of the vessels up to Stena standards in other ways, with improved food outlets, passenger lounges and facilities like free wi-fi....just like the Superfast vessels which operate the Scottish route for us. “The Liverpool route, though the years, has become freightdominated, but we see a lot of potential for developing leisure and tourism travel on the route,” Grant adds. “For local travellers, Liverpool is a great arrival point to link into the English motorway network. And, in the other direction,

we’re tapping into an area which is home to seven million potential visitors to Northern Ireland.” It’s a route with a proud history. It was once operated by P&O, then by Belfast Ferries (part of Irish Ferries), and in more recent years by Norse Irish, by Norfolk Line and latterly by DFDS. But it has always been an important link alongside the freight run to Heysham, further north along the Lancashire coastline. Stena operates two departures a day from each port, leaving at 10.30 am for the daylight run and at 10.30 pm for the overnight trip. The sailing across the Irish Sea takes eight hours. The fact that Belfast is now one of Stena Line’s biggest port operations is significant for the port and for the city. The port operations and the ships themselves rank as major employers. In fact, Stena has a headcount of well over 700 in roles directly associated with ferry travel to and from Belfast Port. “But you’ve also got to bear in mind that the vast majority of products – and that means everything from cars to cans of beans – which come into

Northern Ireland arrive here on board one of our ships,” adds Paul Grant. Stena Line’s Belfast statistics are impressive. As well as employing more than 700, Stena carried 1.4 million passengers, 313,000 cars and 443,000 freight units during 2012. The company has invested a total of some £300 million over the past 10 years on the new Victoria Terminal 4 port in Belfast (for the Belfast-Cairnryan ships), the brand new, green field port at Loch Ryan north of Stranraer, a roll-on roll-off port at Birkenhead, on two Superfast vessels which serve the Scottish route....and now on a revamp for the Liverpool ships. “It’s an industry where you simply can’t stand still. You’ve got to keep investing and, in this business, investments don’t come cheaply. But our level of investment means that we now have three Irish Sea services to be proud of.”

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Eye on News

‘Show, Not Tell’ Key to Success in New Video Age With video set to represent 90% of all web traffic in 2013, one of Ireland’s leading TV, film and digital content specialists, Belfast-based Indee Productions, has warned that video is now the game-changer in the marketing mix and more local companies must learn ‘to show, not tell’ - or risk invisibility in this new visual age.

nd ushering in a new generation of video marketing, Indee has just invested £60,000 in niche technology specifically geared to deliver the cinematic-style productions most viewed and shared by online audiences while injecting much-needed flexibility and affordability into NI’s corporate video sector. Opening the door to faster-paced, smaller budget productions is an all-new compact camera system which delivers BBC HD-approved film quality but with greater agility and lower costs than traditional film units. Additionally, the installation of the same editing technology used on blockbuster movies like ‘Skyfall’ sees Indee take Oscar-winning production techniques out of the Hollywood

film studio and put them at the disposal of local companies! “Video is now the single most influential, pervasive and profitable content variety on the web,” says Indee Productions’ Gráinne Mc Guinness. “Audiences now expect to see video, not swathes of text, when they log on and, critically, they aren’t only interested in non-commercial material but are actively choosing to watch video advertisements at a rate of more than 150 per second - that’s almost five billion branded views in 2012, two billion more than the previous year. So it’s no surprise that Google now prioritises websites with video content - competitive gold dust for any company - or that video-sharing behemoth YouTube, which has 1 billion unique users per month, has just

VICTORIA SQUARE MARKS FIFTH BIRTHDAY

ictoria Square, Northern Ireland’s premier retail, residential and leisure complex, has launched a TV advertising campaign to celebrate the shopping centre’s fifth birthday. Created by M&C Saatchi the TV advertisement forms part of a new marketing programme that aims to show the exciting range of fashion, food and entertainment offerings at Victoria Square.

Belinda Moran, Marketing Manager at BTWShiells, the Joint Letting Agency of Victoria Square, said: “Victoria Square is undoubtedly the jewel in Northern Ireland’s retail crown. We boast 75,000 square metres of shopping and leisure space which for the past five years has been providing some 50 million visitors with the best choice in ‘budget to designer’ fashion, food and film.

launched paid channels to rampup its commercial potential.” “The upshot is that video can generate the kind of brand visibility and engagement that could only be dreamt of even three or four years ago and many more local organisations should be marketing their goods and services in this space. And that’s the rationale behind our latest investment - to make world-class video production services accessible and affordable to organisations right across NI’s private, public and not-for-profit sectors.” But, she cautions, with billions of video views at stake and unlimited viral potential, audience attention spans are short and competition is fierce. “This is a new age of video when more than ever only the

most creative and strategic players will make the cut,” says Ms McGuinness. “For the most part, 1980s style ‘talking heads’ or subjectively quirky DIY efforts won’t win audiences over and won’t achieve brand traction. Knock-out innovation, potent brand messaging and cinematic visual quality are essential. With our experience across broadcast TV, corporate DVD and commercial advertising, together with our industry-leading technology, that’s what Indee Productions delivers - dynamic, compelling and beautifully made films which capture your story for all your audiences. With us, video has the power to take your brand out of the shade and show it to the world - which should surely be part of any company’s vision!”

THE TAILWIND BEHIND YOUR BUSINESS

BELFAST CITY AIRPORT TO LONDON WITH AER LINGUS At Aer Lingus we’ve designed our service to give you exactly what you need. That’s why we fly out of Belfast City Airport, in the heart of Belfast. And why we’re the only airline flying to both Heathrow and Gatwick. We’re the most punctual too, with up to six flights daily and flexible fare options to suit your budget. Fast-track through security, assigned seating and four free check-in options are all available. Our Gold Circle Loyalty Programme rewards you for custom and lounge access is provided for members. Fancy a bite to eat? Why not pre-order a full Irish breakfast or, for lunch, one of our new delicious seared beef or chicken noodle salads. Aer Lingus to London. No one’s better for business.

Great Care. Great Fare. All information is correct at time of print.

Eye on Law

L-R Alison Cassidy: Partner; Jimmy Scullion: General Manager (Ireland) Advanced Legal; Peter Campbell: Managing Partner; Eileen Doherty: Partner

Advanced Legal Signs Up First Firm in Northern Ireland for ILB Campbell Fitzpatrick Solicitors has signed a three year contract with leading software provider, Advanced Legal to implement its flagship practice and case management system, ILB.

he deal sees the 50-strong Belfast and Derry law firm replace its existing accounting system and migrate its case management system to ILB, the platform of choice for forward-thinking, growing law firms. The move precedes Advanced Legal’s official launch of the system in Northern Ireland later this year. ILB is proving to be the fastest growing practice and case management solution for the UK market.

Campbell Fitzpatrick Solicitors sees the software as a key strategic solution to help grow its core business. ILB will enable the solicitors to meet the needs and expectations of its clients including insurers, banks and the local business community. Peter Campbell, Managing Partner at Campbell Fitzpatrick, said: “This investment is part of a wider drive to implement new technology across the firm to ensure we are well positioned for the future. We are also introducing MS Exchange 2010 and server upgrades with an RSA two factor authentication security to increase our data security and overall systems security within the practice. “It is important for us to feel that our investment is safe for the long-term and to be working with a supplier that will continue to work closely with us and provide a solution that will grow as our firm grows.

With Advanced Legal, we are confident we have chosen the right partner. “We were reassured by Advanced Legal’s commitment to on-going product development and innovation, as well as its plans to add value through integration with market-leading third-party products. We look forward to continuing our longterm association with Advanced Legal.” Doug Hargrove, Managing Director of Advanced Legal, said: “We are excited to have signed up our first customer in Northern Ireland for ILB. This deal comes ahead of our expected schedule to execute a full launch of the product in Belfast later this year. This launch represents an important part of our strategic plan and we’re pleased at this early indication that firms in Northern Ireland will value ILB in making their businesses more efficient, more marketing aware and ultimately more profitable.”

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Eye on Business Personality

YOUNG BUSINESS PERSONALITY OF THE MONTH TORI HIGGINSON, CO-FOUNDER, STAMP PROMOTIONS

(L-R) Brenda Buckley, Business Eye, Patrick McCarney, Electric Ireland, and Tori Higginson, Stamp Promotions.

As co-founder of one of Northern Ireland’s leading corporate gift and promotional merchandise companies, Stamp Promotions, 33 year-old Tori Higginson has had quite a journey from being a hotel host in a ski resort in France.

ori moved to Newcastle upon Tyne after her studies at Victoria College to study Travel and Tourism. After gaining an HND she graduated with a BA Tourism Management degree from Napier University, Edinburgh. A career in the hospitality industry wasn’t to be pursued when Tori returned home from a season working at a Ski resort in France after finishing university; she began working as a nutritional consultant for a health company promoting the GI diet. In 2008 she started working in the promotional merchandise and corporate gifts industry where she was in a very target-driven role for a local company. After going off on maternity to have her first child in 2011 Tori decided to peruse her dream of setting up her own company, and in January 2012 Stamp Promotions was co-founded with business partner Andrea Martin. Eighteen

months on and Stamp Promotions has been dubbed the fastest growing promotional merchandise company in Northern Ireland. Tori said: “I had only just had my first child when we launched the company, becoming a business owner and a new mummy in the same year is something I’m very proud of – but owning my own business is something I knew I wanted to do for a very long time.” Stamp Promotions which is based in Holywood, supplies quality printed promotional products from pens and mugs to mouse pads, key rings, thermal cups, conference material, golf tees – basically anything that can be branded, they supply. “We have clients all over the UK mainland and Ireland – and fulfil orders of all sizes for small start-up companies, large PLCS and blue-chip companies – and this is growing on a weekly basis. “My main role is overseeing the day-to-day running of

the company, updating our website when new products are sourced and launched, as well as generating regular new business, I manage key accounts, the administration and credit control. Tori and her business partner Andrea have worked tirelessly since setting up to ensure they offer a first-class service, delivered with complete integrity and always a friendly non-aggressive approach. They go the extra mile for their clients, searching for unique products that aren’t available from other companies in the merchandise industry. “We always knew that we wanted to set ourselves apart from our competitors by adopting a non-aggressive sales approach, coupled with the ability to source creative products, quickly and efficiently – something which we felt was lacking in our industry. “We know that it is vital to be meticulous when it comes to the administration. Attention to detail is paramount – so we are always checking order details and artwork over and over. “You also need to be very organised, there can be a lot

going on at once, so we have a great system in place that helps us keep on top of everything. “And simply - being helpful. Andrea and I go out of our way to help clients find the right products for them, supplying visuals and samples where needed. The promotional merchandise industry in the UK and Ireland is worth £760 million. Among the reasons for marketers using promotional merchandise were that it ‘targets customers effectively’, the ‘brand message lasts longer’ and its ability to create loyalty’ as well as it being ‘an excellent way of getting the clients attention.’ These results certainly mirror what we are finding. The company has performed better than Tori and Andrea had ever hoped and has excelled each target set along the way. Tori said: “We are only 18 months into the business and I am delighted that we have experienced steady sales growth month-on-month, tripling our sales targets, achieving 45 per cent repeat custom and establishing well over 100 new clients.” “I am so glad we made the daunting decision to launch the company – at the time we were filled with doubts and the attraction of a full-time, reliable salary was hard to ignore - but each day as the company grows and the phone rings from customers new and old, I have to pinch myself knowing that the decision was the right one. “My husband gave me great advice when the idea of setting up Stamp Promotions was just a pipe dream; he said you will never know unless you try, do what makes you happy. Tori concluded, “I am glad I listened to his advice, it was definitely the right decision and I have not looked back since.

If you are interested I speaking to Tori Higginson about how Stamp Promotions can help meet your promotional merchandise needs, visit www.stamppromotions.co.uk or call 028 9042 8899.

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Eye on News

Flybe Celebrates Thirty Years at City Airport 2013 is a significant year for Flybe, Europe’s largest regional airline, as it celebrates 30 years of operations in Northern Ireland. Originally known as Spacegrand Aviation providing airlinks from the then Harbour Airport to Blackpool and the Isle of Man, Flybe has grown to become the largest scheduled airline at George Best Belfast City Airport offering 15 destinations throughout the UK.

o mark the occasion and to highlight the important connectivity that Flybe provides, the First Citizens from five of its key UK destinations were invited by Belfast’s Lord Mayor Alderman Gavin Robinson to visit and enjoy the city’s highlights for a day. The travelling delegation comprised the Provost of Inverness, Councillor Alexander Graham; the Lord Mayor of Birmingham, Councillor John Lines; the Lord Mayor Elect of Manchester, Councillor Naeem Ul Hassan; the Mayor of Southampton, Councillor Ivan White and the Lord Mayor of Exeter, Councillor Rachel Lyons. Andrea Hayes, Regional Manager Flybe said: “Flybe has been

providing vital business and leisure links between Belfast and the rest of the UK for 30 years. During that time the airline has prospered and grown despite the continued tough economic challenges faced by the aviation industry. “Birmingham is one of our longest standing destinations now moving into its 28th year of daily flights. Southampton, with a decade of service, has become a popular gateway to the South of England whilst, since 2004, flights to Exeter have opened up the South West. . Over the last four years passengers from Northern Ireland have also benefited from connections to the Highlands and Islands of Scotland through

Inverness with Flybe’s franchise partner, Loganair, and there is a wealth of onward connections available through Manchester Airport’s growing status as Flybe’s regional hub. We’re delighted to have been able to fly the Lord Mayors, Mayors and Provosts from each of these destinations here today and hope that they will take back many positive memories of Belfast and Northern Ireland when returning to their respective home cities.” During the visit the delegation enjoyed a tour of Belfast City Hall with lunch in the Lord Mayor’s Parlour where they had the opportunity to meet business leaders from the City. This was

followed by a visit of the Titanic Centre and tour of Belfast organised by Belfast Visitor and Convention Bureau. Lord Mayor of Belfast, Alderman Gavin Robinson, said he was delighted to welcome the VIP visitors to Belfast. “This is an important visit for our city as all of these first citizens hail from destinations with direct air links with Flybe to Belfast,” he added. “This has been a wonderful opportunity for us to showcase all that our city has to offer, and I feel confident that good relationships have been established and positive messages will now be conveyed to encourage others to follow their lead”.

TOP RESTAURANT TITLE FOR BALLOO After almost ten years Balloo House continues to put the small town of Killinchy in County Down firmly on the international culinary map as it was today named ‘The Good Food Guide Readers’ Restaurant of the Year’ in Northern Ireland.

eating off stiff regional competition, Balloo House claimed the award from the widely respected and much admired Which? publication that is also the UK’s best-selling restaurant guide. The Good Food Guide 2014 accolade tops off a fantastic decade of success for Balloo House and adds to the many national and international culinary awards the bistro and fine dining pub has claimed since opening in 2004. Ronan Sweeney, Managing Director of Balloo Inns said: “We are

absolutely delighted to be crowned regional favourite by The Good Food Guide that is widely revered as the foodie’s bible. They have been reviewing and writing about restaurants since 1851, so know a thing or two about great local food quality and service. After almost ten years in business, we are particularly pleased to once again receive recognition for the quality of our offering and consistently high standards.” “It means a lot to us that this was voted by members of the

Jenny Sweeney and chef Danny Millar outside Balloo House

public. We would like to say a big thanks to all of those who voted to make us Readers Restaurant of the Year in Northern Ireland.” Elizabeth Carter, Consultant Editor of The Good Food Guide said: “The downstairs bar and bistro at Balloo House is where it’s at for me. Atmospheric and lively, with well-executed, generously proportioned pub grub that makes really good use of local ingredients.

And it’s this robust, rustic cooking that has proved so popular with our readers resulting in it winning our Readers’ Restaurant of the Year award for Northern Ireland.” Balloo House now joins nine other regional winners including to compete for the revered overall restaurant of the year title, which will be announced on Wednesday, 19th June 2013 in a central London Ceremony.

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Eye on Technology

Pinnacle...

Celebrating 20 Years Of Delivering Sage Software Solutions to UK & Ireland In a technology sector well known for a high start-up rate, but also a high rate of casualties along the corporate path, Ken Montgomeryâ&#x20AC;&#x2122;s Pinnacle ranks as one of the true home-grown success stories.

Eye on Technology

ontgomery opened Pinnacle’s doors for the first time with a handful of colleagues back in 1993. And in the heady world of technology, 20 years seems like a century.... given what has transpired in the tech space during the two decades Pinnacle has been in business. “Yes, it’s an understatement to say that a lot has changed around us,” says the man who continues to lead the company from his role as Chairman. “The technology sector we were working with then would be laughable when compared to the innovation and integration available in the industry today. “For instance, Sage software enables workspaces configured around the role of the user; information can be accessed from top management through to sales people off location through various device platforms; business intelligence draws key information on business performance to help drive growth while product functionality is driven around unique industry requirements and emerging technologies.” Montgomery and his Pinnacle team, led also by MD James Spencer, have clearly been doing something right over the years since 1993. The company has never veered away from its focus as a key supplier of Sage software solutions to its business clients. It has grown from humble beginnings to become a £10 million turnover organisation with over 90 staff working from 12 UK and Ireland offices, servicing over 1,000 customer sites. Today Pinnacle is one of the largest and most successful suppliers of Sage in the UK and Ireland. Just how far the company has come was aptly illustrated in April when the management team brought the entire staff to Central London for a 20th anniversary evening reception including a private viewing of the Crown Jewels and Gala Dinner at the Tower of London. “We’re a nationwide supplier of business software solutions but we also provide our clients with hardware, support, consultancy and account management combined with a high level of customer service,” explains Pinnacle’s Business Development

Pinnacle’s Business Development Director, Siobhan Marley and Chairman, Ken Montgomery

“ We’re here to provide our clients with the technology tools which make their day to day business lives that bit easier.”

Director, Siobhan Marley. As a Sage Strategic Business Partner, Pinnacle supplies Sage Accounting, ERP (Enterprise Resource Planning) and CRM (Customer Relationship Management) software solutions to a wide range of private and public sector clients. Its 12-strong office network runs from Aberdeen in the north of Scotland to central London and further south to Portsmouth, plus an office in Dublin and the firm’s headquarters in East Belfast. The spread throughout the British Isles has been achieved throughout Pinnacle’s 20 years through a mix of organic business growth and the 14 strategic acquisitions of locally-based companies which suited the Pinnacle way of doing things. The most recent acquisition, in Aberdeen, was

finalised less than two years ago. Ken Montgomery and his leadership colleagues won’t rule out further such acquisitions going forward as Pinnacle maintains its sizeable share of the UK marketplace for Sage. “When the Sage brand name is mentioned, most business people have heard of it. But they don’t always understand what it is all about,” says Ken Montgomery. “For a lot of people, Sage means small accountancy packages run by small businesses. “Those packages are excellent products, and they make life much easier for thousands of small business owners and operators. “However, Sage actually goes a lot further and deeper than that. The ERP & CRM solutions we’re able to offer these days, including Sage ERP X3, Sage ERP 1000, Sage 200 & Sage CRM can help to connect all departments and functions right across varying-sized operations while also supporting global operations with differing language and legislation requirements. With the advent of cloud technology Sage also supports its products on premise or in cloud.” Pinnacle’s client list backs up

his view. Amongst those clients are some of the big names of the Northern Ireland corporate world, the likes of Wrightbus, UTV, Randox, Andor and The Bar Library Services. But also there are growing organisations supported by Pinnacle and Sage. A good case in point are two businesses now serving global markets – Co. Down food products manufacturer Mash Direct, who are exporting as far as Dubai, and innovative luxury tanning products firm Vita Liberata whose products are sold across 350 stores in the USA and Canada. Pinnacle also helped support business processes with Sage software at the Irish Football Association and Signature Works in Bangor. “To be honest, the market hasn’t probably changed as much as you might imagine over 20 years,” adds Montgomery. “The products most definitely have. Technology most definitely has. But the needs of companies aren’t much different now than they have ever been.” “We’re here to provide our clients with the technology tools which make their day to day business lives that bit easier. There’s nothing complicated about that!”

Eye on Technology

Ken Montgomery, Chairman, James Spencer, MD, Pinnacle at Tower of London

“ We’ve got a very low staff turnover rate here at Pinnacle, and a lot of long-serving members of the team. There’s no doubt that our people buy into our vision for customer service and growth.” “We’re also very consultancy led,” adds Siobhan Marley. “We work very closely with all of our clients, firstly to establish the solutions that their business needs, then to deliver those solutions and look after them going forward. “It’s certainly not about lifting a solution off the shelf and plugging it into a business these days. It has to be deeper than that, especially when we’re working with businesses from 2-user organisations to those with 250-plus system users and global locations.” That said, the odds are that there is a Sage solution for companies of any size and level of business process complexity. Sage’s CEO for the UK and Ireland, Brendan Flattery, is clear about the importance of working alongside companies like Pinnacle. “Pinnacle invests in its customers and grows substantially with new customers every year, working very closely with Sage to help shape existing and new products

and services. Supporting over 1,000 Sage customers and 7,700 Sage users, across the UK and Ireland, Pinnacle is an esteemed, fully accredited Sage Business Partner and there is a great deal of open dialogue with strategic and operational people between our companies,” he says. “At the heart of their success are Pinnacle’s people. They have outstanding teams who are highly experienced in their field while being focused on meeting customer expectations. As a Sage-only partner, Pinnacle’s management team is focused on the growth of Sage customers whilst delivering outstanding customer service. “Pinnacle continues to support and integrate Sage’s shared vision of being recognised as the most valuable supporter of small and medium sized companies by creating greater freedom for them to succeed. Testament to this vision has been Pinnacle’s success in being awarded the “Sage Circle of Excellence” accolade for outstanding customer service and support, as independently voted by their customers. Now six-times winners for outstanding service to mid-sized businesses, Pinnacle continues to innovate and develop its customer relationship strategies and initiatives.” Ken Montgomery readily agrees that people hold the key to Pinnacle’s success. “We’ve got a very low staff turnover

Pinnacle Group at the Tower of London

Ross Pairman, Leona Mills, Roslyn McKee of Pinnacle

rate here at Pinnacle, and a lot of long-serving members of the team. There’s no doubt that our people buy into our vision for customer service and growth.

“We’re in recruitment mode at the moment once again across the UK and Ireland, and it’s all about getting the right people to fit into a tight and dedicated team of professionals.”

www.ccstockbrokers.com CCS ad_banner_185x15mm.indd 1

26/05/2011 10:56:18

Eye on Markets

Long-Term Investment Returns The Power Of Compounding I

n order to obtain a return of £24,000 from an investment of £100, one may assume an undue level of risk would be required. However, to generate such a return has not been as a result of taking excessive risk, but has been through the application of time. The figures in the Barclays Equity Gilt Study published earlier this year show that £100 invested at the end of 1899 in equities, with income reinvested, would now be worth £24,184 at the end of 2012 in real terms after inflation. Such a return clearly indicates that over the time period in question equity investments have consistently outpaced inflation. Other asset classes have also performed ahead of inflation but the comparisons are illuminating with Government stocks (gilts) returning just £434 in real terms after inflation and cash an even more disappointing £267. The counter-point many would make in explanation is that the returns for these latter two asset classes have been much more consistent and they are much “safer”. The security of your investment may in nominal terms be significantly enhanced in Gilts and deposit accounts (as long as the financial institution is reliable), but the chart shows however that in real terms, and looking over a timescale of significantly longer than the past few decades, significant losses in real value can be suffered in these asset classes.

Cash has provided a positive real return for much of the past few decades. The current ‘financial crisis’ has changed this and the real return has been sharply negative as inflation erodes purchasing power over the past few years. This has been to the extent that it has cancelled out the positive returns over the first few years of the past decade. By being aware of the fact that cash has provided negative returns over five of the past eleven decades highlights the fact that a return to what many readers will think of as the ‘norm’ is far from a given. The same can be said for Gilts – again six positive decades, but five negative! The latest Bank of England report indicates stronger growth for the UK economy. This may potentially lend support to elevated levels of inflation over the medium-term. We currently view interest rates as being abnormally low and talk is of the great rotation out of equities into bonds beginning to reverse (leading to higher yields and lower prices for gilts). As always different views abound and the argument that the UK could enter a period such as has taken place in Japan where government bond yields have fallen lower than current UK rates and remained at sub 2% levels for decades, exists. Equity returns however reflect a combination of dividends and, more importantly, growth, both in dividends and consequently in capital, as successful companies exploit

opportunities and capital is allocated with at least a degree of efficiency. If you are unable to consider investments in longer timescales covered by the report, this at least shows that with equity exposure, you would have achieved a positive real return in nine of the past eleven decades. This of course is a theoretical analysis. Importantly, it does not incorporate the cost of investing or tax implications at the individual level. The impact of charges on returns also compounds with time. While views will also differ as to the benefits of active or passive investment management (a point for discussion in itself), the ability to respond to a changing financial and economic environment provides the opportunity to pro-actively manage investments and asset allocation (cash, fixed interest, equities, collectives and alternatives), tailored to the specific requirements of the individual. The risk-return outcome from a balanced portfolio should be under constant review.

John Costain.

This does not constitute a recommendation to buy or sell investments and the value of any shares may fall as well as rise. Investments carry risk and investors may not receive back the amount invested. Past performance is not a guide to future performance. The views expressed are those of the author and not necessarily of Cunningham Coates Stockbrokers. Cunningham Coates Stockbrokers is a trading name of Smith & Williamson Investment Management LLP. Authorised and regulated by the Financial Conduct Authority. Registered number 580531.

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Eye on Hospitality

Itâ&#x20AC;&#x2122;s The Small Margins That Define Success Trevor Annon, Chairman and Cathal Geoghegan, Managing Director of The Mount Charles Group.

Eye on Hospitality Business Eye talks to Mount Charles Group founder Trevor Annon about 25 years in business and the challenges presented by present opportunities

revor Annon of the Mount Charles Group has never been a man who has been put off in life by the small margins separating success and failure. His homespun philosophy is one that has been built around a career path that has consistently seen challenge as holding opportunity. Every business decision-making brick that has gone into that path has been carefully analysed. Timing, waiting for the right opportunity, has always been central to Trevor Annon being able to transform concepts into reality. As a young man he once harboured ambitions of serving the community as a police officer. The fact that he was just half an inch below the then minimum height requirements ruled out a life on the beat. But his rejection as a constable was the catalyst for a storybook rise to being the chairman of the board. The first foray by Trevor Annon into the business world was as a 17-year-old straight from school. And again his innate sense of understanding of what he was good at – and what he could develop into a wider business base - were to prove vital tools. His outgoing personality was perfectly suited to the needs of the hospitality sector. Trevor quickly identified a lucrative niche market in supplying bar facilities for private functions throughout Northern Ireland. The ability to interact confidently with the public by understanding what they wanted provided him with priceless insights that he was able to transfer seamlessly as his business portfolio continued to expand. Trevor put his own business portfolio on hold by moving into the contract catering industry to gain more experience, where Trevor worked at senior level for two multi-nationals, eventually acting as Regional Director for 14 years.

This then lead to an opportunity for Trevor to setup his own locally based company in 1988, and this is where the world of hard nosed decision making commenced. “The comfort zone provided by a regular monthly pay cheque was at a stroke wiped out,” he said. “With the help of a very supportive family we were able to get the business on a solid footing – but it was a seven-day a week operation which left very little time for anything else.” Despite not qualifying for any type of Government financial support because of red tape rules, he now looks back and shrugs his shoulders. But in those critical first few years of his fledgling firm, IDB (now Invest NI) regulations that his company did not fit the strict criteria of being in either the manufacturing or export sectors was frustrating. “We got nothing in public funding,” he said. “But at the same time the government was pouring millions into companies, most of which are now long gone from Northern Ireland.” Despite those difficulties the group is now the largest independent catering and services company on the island of Ireland, providing employment for over 1,100 people across four separate divisions. This year the company anticipates increasing its workforce by a further 250. Trevor Annon has ensured that the company is currently structured in such a way that its fundamental commitment to remaining a locally controlled and family owned business cannot be changed. “I could sell the Mount Charles Group tomorrow to any number of multi-national companies but that will not happen,” he said. “We are part of the community and we are determined to support local people by retaining our distinct identity.”

Plans are currently being drawn to develop new corporate headquarters by transforming the iconic Wilton House in Belfast’s College Square North. This will represent an investment close to £2M in restoring a beautiful Georgian listed building, within which will be incorporated a craft development training suite and a minstrals gallery depicting the history of the company. To be at the heart of so many projects underlines Trevor Annon’s extraordinary levels of energy. His switch earlier in the year to the role of chairman has seen a re-routing of that energising current within the company. But the fact that it is now being harnessed in a different way alongside new Group managing director Cathal Geoghegan has only added to the potency of the organisational product. The relationship of mutual respect and friendship between the two provides the perfect business platform. When issues need to be discussed and debated and ultimately delivered the words are spoken with clarity and transparency. Given the personalities of the two men at the helm of the organisation it would be impossible for it to be otherwise. The process is always on the basis of what is for the benefit of the group and for the staff that are ultimately dependent on it for their livelihood. The bond forged over the past 13 years following Cathal Geoghegan’s recruitment is crucial to the continuing expansion of the company. The securing of a new three year-contract to expand its catering and cleaning facilities into the Irish Republic is central to a new chapter in the continually unfolding Mount Charles story. The signing of a joint agreement with Stream Global services is part of what will be a major expansion project south of the border. The initial three-year contract will see the Mount Charles expertise used to service the cleaning and catering requirements of more than 700 workers based at sites in Santry and Swords.

The objective is to use that development as a key part of a carefully constructed plan to more than double the annual turnover of the Group over the next three years from £18 million to £36 million. Trevor Annon admits that it is fair to ask why the group waited until its 25th birthday to make the move southwards. “The reason is that as a company we have always taken the view that solid foundations, in every part of our business, have to be properly cemented,” he said. “Credibility is the single most important factor in our business sector. We have demonstrated in Northern Ireland that we can cope with the demands of serving the needs of a complex range of businesses and organisations, both private and public. “We have moved on from our core catering and cleaning base into the retail sector through our Fed & Watered restaurant chain. That side of the business represents a brand investment alone of £1 million. “But given the size of the population there is a finite element to what we can continue to grow as a business in Northern Ireland. “The Irish Republic obviously has a much bigger population. It has started to come through the very worst of the economic problems of recent years.” And he continued: “Strategically we now feel that this is the best possible time to target new business opportunities in the South. “Certainly from a company perspective the wider European outlook in the Republic is one that we really believe holds enormous potential for positive organic growth. “Once a decision has been made to go through with a project or idea we just get on with it. You have to trust your instincts and you have to be prepared to see things through.” It is the true measure of the man that the business journey Trevor Annon started as a 17-year-old will continue. And to just think that if he’d been half-an-inch taller none of this would have happened!

Eye on Culture

Accepting the opportunity to become Derry~Londonderry UK City of Culture’s principal partner was simply a no-brainer for BT. And BT’s ambition to put infrastructure in place that will not only benefit the City of Culture year, but will also leave a lasting legacy for Derry~Londonderry businesses and inhabitants in years to come, is fast becoming a reality…

BT’s LASTING LEGACY TO DERRY~LONDONDERRY T he company’s Director of Corporate Services Peter Morris says the city has long played a pivotal role in their operations in Ireland and the partnership opportunity was a perfect fit. “The North West region and Derry~Londonderry in particular are very important to BT, both in terms of our commitment to the number of our own people who live and work in the area but also our thriving business and consumer customer base. “It was great news that the city was to be recognised as a City of Culture, for so many different reasons. BT has invested significantly in bringing fibre broadband technology to all of the street cabinets serving customers within Derry City ahead of any other city in UK and Ireland. To meet that challenge for the UK’s first City of Culture was very important for us, and from there it was a natural progression to becoming the principal partner for 2013.”

Connecting local communities has been a key theme for BT for some time now and again Derry is playing a pivotal role in its strategy. The BT Connected Communities initiative is a major part of the company’s Better Futures programme, which is designed to use the power of communication to improve lives and ways of doing business in the communities in which it operates. The BT Connected Communities initiative was launched in a number of cities and towns across Ireland in 2011 to establish on-theground IT support and resources in a bid to tackle online social exclusion. BT now supports 16 community groups across the island with no less than a quarter of them in Derry~Londonderry. “This demonstrates the level of our commitment to Derry~Londonderry,” adds Peter. “The idea of working with the community groups and helping them to make the most of the technology available was very appealing to us.

“In Derry~Londonderry we began working with a number of community groups and the Gasyard Centre project was the first one of those to go live. We are now also working with the Crescent Community Arts Centre in Caw, the BEAM Social Enterprise centre in Maydown and Glasgowbury in Draperstown. “The idea was not only to provide the technology and the fibre infrastructure in each of the community centres but to also make available teams of volunteers who go along and help out with the training and any additional support they need to make everything run as smoothly as possible.” Involvement in community projects then became the driving force behind the decision to back the BT Portrait of a City project to compile one of the biggest digital archives of a city the world has ever seen. “Again, it was a perfect match for us,” explains Peter. “We were very excited at the prospect of being at the forefront of a project aiming to deliver a digital archive on a scale

never seen before. As a leading edge digital technology company, this appealed to us greatly. “People might perceive BT as a large multinational company, but really it is very much an indigenous company working very hard to help local communities and businesses. It is tremendously rewarding to work so closely with community groups and to get people of all ages involved. Ultimately, BT Portrait of a City will help to take the City of Culture to every single person in the city.” Peter feels that the community projects in the 2013 City of Culture programme will make a real lasting difference as the city moves forward. “When you look at the full programme of events for the year, there are obviously headline events like the Turner Prize, the Fleadh coming to Derry~Londonderry for the first time, the big concerts at Ebrington. “But I think it is the grassroots projects and events which will really reach out and touch people’s lives and make a real difference. That to me will have the biggest impact during the City of Culture year. “At the same time the City of Culture accolade will be helping to support small businesses in the city. One of our key aims is to help businesses improve their connectivity and to communicate globally. That is going to help not just the city of Derry going forward, but also leave a lasting legacy that can make a very real impact in Northern Ireland and beyond.” Shona McCarthy, CEO Culture Company commented, “BT as our lead sponsors understands the job we have to do in celebrating Derry-Londonderry and its creativity during our year as UK City of Culture. Working as an integral part of our team they have supported our work on the ground with many of the community and education programmes, underpinned successful headline events like the Return of Colmcille and helped us create legacy pieces of work most notably BT Portrait of the City.”

For more information about BT’s Connected Communities programme visit www.btnorthernireland.com

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Eye on Tourism

VISIT BELFAST EYES AMBITIOUS NEW PLANS IN 2013 (1)

Visit Belfast recently outlined its ambitious plans for 2013 at a major briefing event at the city’s Hilton Belfast Hotel which was attended by key stakeholders and leaders from the tourism, hospitality and retail sectors and the Lord Mayor of Belfast, Alderman Gavin Robinson. Visit Belfast Chief Executive, Gerry Lennon, outlined the significant contribution it made to Belfast’s tourism growth in 2012 which amounted to more than £60 million for the local economy. (2)

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(1) Attending the event were (front row) Judith Webb from Northern Ireland Tourist Board, Rachael Downing, Mary Jo McCanny, and Anne McMullan from BVCB, (back row) Peter McCausland from BVCB corporate sponsor Value Cabs; Paddy McKenna commercial manager, Diageo NI, and Paul McCausland, also from Value Cabs. (2) Paddy McKenna, Commercial Manager, Diageo NI, Gerry Lennon, Chief Executive of BVCB, Gemma Bell, Corporate Relations, Diageo NI, and BVCB Chair Ciaran Rogan, join Belfast Lord Mayor Alderman Gavin Robinson as BVCB presented its ambitious, forward-looking plans to members from Belfast’s tourism, hospitality and retail sectors. Diageo NI is a key, longstanding corporate sponsor of BVCB. (3) Ciaran Rogan, Visit Belfast Chair, addresses members at the briefing event. (4) Alison Stobie from North Down Borough Council and Judith Webb from Northern Ireland Tourist Board. (5) Peter Gilroy and Mike Todd attend Visit Belfast’s Members Briefing event at the Hilton Waterfront. (6) Siobhan O’Sullivan from the Fitzwilliam Hotel and Mark Walker from the Hilton Hotel were among the representatives from Belfast’s tourism, hospitality and retail sectors attending the event. (7) Ian Baillie, Marketing Manager, Stena Line, joins Joanne O’Hagan, Marketing and Communications Manager at Visit Belfast, Anne McMullan, Visit Belfast’s Director of Marketing and Communications, and Wendi Kane, Culture and Arts Development Officer at Belfast City Council.

Eye on Awards

CIMA IRELAND NORTHERN AREA AWARDS DINNER AT BELFAST CITY HALL

he Northern Area committee of the Chartered Institute of Management Accountants Ireland recently held their Annual Awards Dinner at Belfast City Hall. Local CIMA member, Leonard Brown was bestowed with the Peard Award for contributions to the profession. This award is given to members who have demonstrated outstanding contribution to the Institute over a number of years. This exclusive award is held by only 5 other members in Ireland. Three awards were also presented on the evening to CIMA students from Northern Ireland for achieving top marks in their final examination papers. Catherine Doone, who works for Deloitte and is from Lisburn; Hilary

Marshall who works for Ulster Bank and is from Belfast and David Reid, who works for JTI Gallaghers and is from Ballymena. Gulzari Baber, CIMA Worldwide President flew in for the occasion which was also attended by local members working in industry including Frank Nolan, Finance Manager Operations European Beer Supply, Diageo who is Deputy Chair CIMA Ireland and outgoing Chair CIMA Northern Area; Mel Chittock, Executive Director Finance & Operations at Invest NI; Patrick Barr, Department of Justice; as well as Alan Flanagan, Deloitte outgoing Chairman, CIMA Ireland and Kevin Gormley, CIMA Business Relationship Manager in Northern Ireland.

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(L-R) Leonard Brown (Frank Peard medallist) with Alan Flanagan, Deloitte, outgoing Chairman CIMA Ireland

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(1) (L-R) Frank Nolan, Harold Baird, Joan Baird and Gulzari Bubber. (2) (L-R) Tom Gray, Susan Gray, Mary Gray, Catherine McRory, Ellen Baxter and Ray Baxter. (3) (L-R) CIMA students awardees, Hilary Marshall from Belfast, David Reid from Ballymena and Catherine Doone from Lisburn. (4) (L-R) Adele Mageeean, Catherine Doone and Vanessa Araujo. (5) (L-R) Patrick Barr, Natasha Barr and Frank Nolan. (6) (L-R) John McGuckian, Invest NI; Denis McCarthy, Director CIMA Ireland; Mel Chittock, Invest NI; Kevin Gormley Business Relationship Manager, CIMA Ireland. (7) (L-R) Simone Neill, John Carew, Natalie Ferguson, Marlon Beresford and Michele Carew.

Eye on IT

Mobile IT - Don’t wait for your perfect security storm “46% of organisations surveyed said that improving and maintaining IT security remains a top three priority,” while data security on mobile devices including smartphones and tablets is a growing concern for business, no matter what size.

y the year’s end, as much as a third of all search traffic will come from a mobile device while ‘Chat Apps’ have already overtaken SMS globally, highlighting the growing demand for data on the mobile device. This convergence has led to the birth of Mobile IT, as we want to perform the same tasks we would in the office and access data hungry apps when on the go. So what does this mean for businesses? Driving value from Mobile IT relies upon mobilizing documents and apps for employees while preserving both user experience and privacy, which creates obvious security challenges.

The business solution can be found in the new BlackBerry® 10 mobile device platform and associated devices, which support the entire spectrum of enterprise mobility-management needs, from open BYOD to high security policies. Administrators can maintain granular control over a secure work perimeter while personal apps, data privacy, and the end user’s personal experience are fully preserved. This is why BlackBerry® is the global leader in Mobile IT, with the platform and devices that are built to keep businesses moving. Connect Telecom held an information event in Belfast with BlackBerry® to introduce the new business focused BlackBerry® Q10 smartphone to local businesses, while addressing these mobile technology and data security issues. Bringing together experts in the Mobile and IT sectors including Robin Johnston, Enterprise and Commercial Manager of BlackBerry® UK and Ireland, and Niall Harbison Co-Founder of Simply Zesty, Ireland’s largest digital agency, the event explained the main security problems for businesses when using mobile devices and the solutions that are available. Watch clips from the event at www.connect-tele.co.uk As a BlackBerry indirect partner and Northern Ireland’s only Vodafone Gold Partner, Connect Telecom can expertly advise on Mobile IT security and independently advise on all the major networks and devices, providing fully managed communications solutions. Dedicated Account Managers proactively review customer accounts, and update on security solutions and the latest technology that is best suited for their business. Don’t be caught out in a security storm. Mobilise your employees through secure mobile devices so your telecoms can become a strategic asset, driving productivity.

For advice on how your business can stay secure while keeping connected, visit www.connect-tele.co.uk

Eye on Tax

TAX: THE EXPERT VIEW RSM McClure Watters is a leading accountancy firm with global reach and a local perspective, based in Northern Ireland. Business Eye spoke to Michael Blair, Partner at the firm, to find out how a recent Upper Tax Tribunal case offers clarity on tax rules relating to the transfer property rental business. Michael Blair, Partner, RSM McClure Watters.

ith the ongoing difficulties faced by the property sector in the current economic environment, it is unusual to be able to deliver some apparent good news for a change. The recent taxpayer victory in front of the Upper Tax Tribunal case, Elizabeth Moyne Ramsay v HMRC, offers some clarity on the tax rules relating to the transfer of a property rental business to a Limited Company. However, the ability to take advantage of the guidance provided by this ruling may be difficult to achieve in today’s commercial world. Mrs Ramsay and her husband owned a large house locally in Belfast which had been divided into ten flats and was let out. Mr and Mrs Ramsay carried out various activities in relation to the property, including managing the communal areas, paying electricity bills, repairs and maintenance. They were able to demonstrate they worked about 20 hours per week in the business. The property was subsequently transferred to a company. “Incorporation relief” was then claimed, which would mean that the property would transfer at market value to the company, but as the company was issuing shares in exchange of the transfer, no capital gain would arise until these shares were disposed of at some future date. Legislation requires that the whole of a business is transferred in order to attract

relief. However, HMRC denied that the extent of the Ramsay’s activities amounted to a business. HMRC were in effect applying a stricter interpretation of the word business than the legislation required. It considered the activity amounted to managing an investment, and not a business. HMRC won at the First Tier Tribunal, but the Upper Tribunal decided that ‘the proper approach ...is to construe “business” broadly, according to its unvarnished ordinary meaning’ and not in relation to meanings given in other specific areas of other tax law. Traditionally, this has been a grey area of tax law with practitioners caveating advice on whether the relief applies to a property portfolio. This case provides clarity, highlights the importance of the level of activity and stresses that an active property portfolio is not a mere investment. The tax savings can be significant on incorporation. With interest rates at an all-time low the rental income generated can be taxed at 45 per cent, as opposed to 20 per cent in a company. This tax saving can be the difference between funding capital repayments to a lender and the business operating in deficit. Where a portfolio is pregnant with capital gains at the point of incorporation, the company can sell assets post incorporation mitigating entirely or minimising taxable gains.

Again, this can assist with restructuring a struggling property portfolio. Application of a suitable remuneration and dividend policy, or capital structuring on incorporation, can all improve the position of the property owner with the aim of working the assets to create a more efficient income stream, preserve value or indeed the business on restructuring. Although the tax boxes may be ticked in the right circumstances, it is becoming increasingly difficult to restructure any business in the current climate. Irrespective of demonstrable and substantial tax savings, lenders will seek to use the change of legal ownership as a ratchet to revisit the basis of the existing borrowing. New loans are required in the company name, the margin is repriced and potentially repayment terms are renegotiated. There are many other tax aspects, such as Stamp Duty Land Tax, VAT, and even inheritance tax before considering a transfer to a limited company. However, in light of the Ramsey decision, we have better guidance on one of the largest tax considerations.

For more information visit www.rsmmcclurewatters.com

Eye on Manufacturing

Diamond Sparkles As Investment Produces Dividends Diamond Corrugated, the Derrybased packaging company, recently completed a £5 million expansion programme which added an additional 10 new jobs to bring the workforce today to 60 at its plants in Pennyburn and Campsie. Investing in the teeth of recession, Paul Diamond, managing director of the family-owned and run packaging business, readily admits was an act of faith in the future of the local economy in both short and long terms.

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f course it was a risk, a calculated one. Our markets had begun to tighten because of the problems being experienced in Northern Ireland and the Republic, our two key markets, when we decided to invest for growth. Funding the investment wasn’t easy. We had an excellent track record as a wellrun and dynamic business with a

Paul Diamond (right) with the First & Deputy First Ministers, Peter Robinson & Martin McGuinness.

portfolio of good quality clients. “We were also operating in industries, particularly food and drink processing, which were still growing. We put together a strong business case and presented it very persuasively to our bank and Invest Northern Ireland, both of which subsequently supported what was an ambitious project for us. “We certainly saw growth opportunities especially with existing customers. Installing the new equipment that we had identified would also increase efficiency and our overall competitiveness in markets that were becoming increasingly challenging and demanding. Circling the wagons just wasn’t a realistic option for us. What this investment also does is to position the company to grasp opportunities that will certainly develop when recovery gathers pace. We’ll be able to hit the ground running,” he adds. The investment in leading-edge equipment and staff training, a very significant boost for the local economy and the skills of local people, is designed to push the manufacturing of corrugated

packaging from the current level of 25 million units per year to around 40 million by 2016. Over the past few years sales of bespoke, shelf-ready packaging for key industries such as food and drink and healthcare have more than doubled. The substantial investment in sustainable growth is enabling the company to offer cost conscious clients more sophisticated services in terms of the structure of packaging and in-house design, as well as higher levels of print quality. In addition, it is able to provide new material options, including those offering greater strength, flexibility and reduced weight, with a faster turnaround and delivery time. The investment in capital equipment has also helped the company retain business from major clients such as Chain Reaction in Ballyclare, when it secured a £3 million deal to provide all its packaging requirements. Among the company’s advantages is an experienced workforce, many of whom have been with the business for over 25 years. “We recognize and appreciate the contribution of our staff as a

major component in the success of our business. Every employee takes genuine pride and cares greatly about the future of our company, and we are committed to providing whatever ongoing training they require to further develop their career with the company. A highly skilled and motivated workforce helps to ensure the success of any business,” he says. Diamond Corrugated, a fourth generation family business, has become a remarkable success story in a region desperately in need of manufacturing. It’s also a locallyowned business, once known as the Londonderry Box Company. It has been an integral part of the North West economy for over 90 years in which it has grown from supplying wooden boxes through the development of solid board packaging for the once dominant shirt manufacturing sector to its current position as a specialist in converting corrugated sheet cardboard to outer cases/packaging and shelf-ready packaging. Today, the entrepreneurial company has a combined manufacturing operation, 125,000 sq.ft. across two sites, Pennyburn and Campsie, and offers a complete packaging service from initial enquiry through design and manufacture to delivery, a total turnkey solution to packaging requirements. Outside the realms of business Diamond Corrugated is heavily involved in the local community as main sponsor of Derry City FC, the League of Ireland club that Mr Diamond has served as chairman from 1994 to 1997, and other organisations including the Londonderry Musical Society. “We have a very strong family business ethos and are committed to the local community through supporting cross-community projects including the Millennium Forum Theatre and Conference Centre,” Mr Diamond says. As part of a commitment to young people in the area, the company recently formed a partnership with the Millennium Forum’s annual youth musical ‘Return to the Forbidden Planet’, a youth musical which engaged 60 young people directly and over 600 indirectly from all sections of the community, crossborder, able bodied and disabled and those from ethnic minorities.

Eye on News

Paul And Nick’s Big Food Trip Enjoys Global Appeal A TV series, commissioned by UTV and produced by Holywood-based Waddell Media is enjoying international success in Australia, New Zealand and parts of Asia.

aul and Nick’s Big Food Trip made its debut on UTV in 2012 and featured celebrity chefs Paul Rankin and Nick Nairn as they explored the Scottish and Irish coastlines. Now, following a deal between Waddell Media and Australian-based Flame Distribution, the series has been sold to the Asian Food Channel, the Lifestyle Food Channel in Australia and Choice TV in New Zealand. Michael Wilson, UTV’s Managing Director of Television said: “We’re delighted that the series is having strong commercial appeal. I am sure that international audiences will enjoy the programmes as much as Northern Ireland viewers did. “For Paul and Nick’s Big Food Trip to be seen on a world stage is a tribute to both Waddell Media and UTV. UTV is always keen to look at new programmes and series ideas that have both local and global appeal.”

Jannine Waddell, MD, Waddell Media; Richard Williams, Chief Executive, Northern Ireland Screen; chef, Nick Nairn; Michael Wilson, MD of Television, UTV; chef, Paul Rankin and David Cumming, Director of Development, Waddell Media.

Eye on Investment

The Wrightbus Route To Success Family owned Ballymena company Wrights Group is one of the UK’s leading bus manufacturers and employs around 1,500 staff. The company’s 70-year history is a story of vision and creativity matched with hard work, practical application and the willingness to continually invest in the future.

he story began in 1946, when Robert Wright and his son William converted old cars into bread vans. By the 1970s, the business had started to make small buses and in the mid 1990s it designed and developed its own bolted aluminium construction system, Aluminique™, which has since become recognised as the most durable, cost effective and easily repairable system available for bus manufacturing. It set the standard in modern bus building technology. In 1993 Wrightbus was the first British manufacturer to design and manufacture a fully accessible low floor public bus and subsequently developed a full range of accessible buses. Working out of its facilities in Galgorm and Antrim the company now manufactures midibuses, full size single deckers, two and three axle double deckers and articulated vehicles. Recent developments include the highly acclaimed New Bus for London and a range of low-emission hybrid-electric vehicles. Forward Motion Over the last 10 years Wrightbus’ development has been supported by Invest Northern Ireland. “Wrights Group has never been tempted to rest on its laurels. In a highly competitive marketplace, it has realised the necessity to continuously review customer requirements, develop new

products and improve processes. It has also sought out new markets with the result that the company’s buses can now be seen on streets in the UK, Ireland, US, Singapore and Hong Kong,” says Ian Murphy, Invest NI Director of Growth and Scaling. The agency has helped Wrights Group to build on its early success by providing assistance for numerous research and development projects, part funded by the European Regional Development Fund under the Sustainable Competitiveness Programme for Northern Ireland. It has also supported staff training and has worked with the company to address environmental and efficiency issues. New Directions Having developed a number of products in the late 1990s including the Eclipse Gemini range – an innovative new design of aluminium bodied, low floor vehicles –Wrightbus decided in 2002 to establish a Centre of Excellence in automotive design technology with support from the Department of Employment and Learning and Invest NI. It then turned its attention to electric and hybrid technology vehicles and with research and development support from Invest NI it developed a hybrid electric rapid transport vehicle. The new vehicle was aimed particularly at the US market.

“In 2005 Wrights Group decided to step up its research and development activity further with a £14.6 million investment programme. It again approached Invest NI for help and we offered £2.7 million of funding,” says Ian. This investment was the largest in the company’s history, and created 170 new jobs. The project involved developing three new products including a the “StreetCar” Rapid Transit Vehicle, a clean air hybrid electric bus, and a three-axle double deck bus based on a new Volvo chassis, for to South East Asia. To support its research and development activity the company set up Wright Composites Ltd, in 2007 with an investment of almost £750,000, again supported by Invest NI. The subsidiary manufactures glass reinforced plastic and composite components using a range of state-of-the-art closed mould techniques. The new composites facility enabled Wrights Group to explore opportunities to develop technologically advanced products and processes in collaboration with local universities, with a view to identifying intellectual property opportunities. Speaking at the time, Mark Nodder, Managing Director of Wrights Group, said: “We are always striving to improve our performance in the face of increasing foreign competition and recognise the long term benefits to be gained from continuous innovation. By establishing this ground-breaking facility and investing in R&D, we can now capitalise on this cutting edge technology and begin to develop relationships with the local universities which will add value to both the Wright Group’s operations and, ultimately,

the wider economy.The new subsidiary has already helped to improve the competitiveness of Wrights Group as a whole.” By this stage the company had already found success in several overseas markets including Great Britain, The Netherlands and the USA and continued to seek new export business. This was helped by taking part in Invest NI trade missions, investing in developing a robust marketing strategy and exploring opportunities for collaboration. After forming a partnership with Dutch company, VDL Groep, Wrightbus secured a significant deal to supply London bus operator, Arriva, with 57 buses in 2009. Two years later it won a £55 million contract with the same company. Bumps On The Road The announcement in May 2013 that Wrightbus is to supply 600 latest generation “Routemaster” buses for Transport for London, on the back of which it will create 50 new jobs, is the latest good news story coming out of the company. It follows an announcement in February that it had won an order for 179 buses from FirstGroup, the UK’s leading bus and rail operator. Wrightbus was chosen by FirstGroup to provide its StreetLite range of lightweight buses as part of the transport company’s multi million pound investment in new vehicles. The StreetLite range was developed with research and development support from Invest NI. However, the road to these successes has not been without its bumps. In 2009 the company suffered a sharp downturn in sales and was faced with the prospect of redundancies.

Pictured at Wrightbus, left to right: Dr William Wright, CBE, Enterprise Minister Arlene Foster, Mark Nodder, Group Managing Director of Wrights Group and Alastair Hamilton, Chief Executive, Invest NI.

“Invest NI and the Department of Employment and Learning met with the company to ascertain how best to work with it, firstly to deal with the sales downturn and also to ensure it had the skills and products to take advantage of the upturn in the market when it occurred,” says Ian Murphy of Invest NI. “Wrightbus had already been talking to us about a five year strategic plan which was going to reposition it as the UK’s leading innovator in bus technology and totally reinvigorate its product range and export potential. The key elements of this strategy were research and development and skills enhancement.” The focus on R&D paid off and following a project supported by Invest NI last year to develop a new knocked down (CKD) kit, Wrightbus secured a £41 million contract to supply 550 double deck bus kits to SBS Transit for assembly in Singapore. The innovative kits opened up new export avenues for the business helping it consolidate its position as a significant player across a range of international markets.

Now back in top gear The Wright Group recently announced a further substantial investment in R&D to develop a range of low carbon and lightweight vehicles, and an electric zero emissions vehicle. The projects will enable Wrightbus to improve the fuel economy of its vehicles, which is important in the light of EU Euro 6 compliance standards as well as a key factor in customer purchasing decisions. Mark Nodder said: “We aim, through this investment, to establish Wrightbus as a leading global provider of mass passenger transport with green credentials.” Significantly the £15 million investment, supported by an offer of £3.9 million from Invest NI, included £2 million for staff training. The training project will focus on management and leadership development as well as the implementation of a new operator training programme. Underpinning both of these initiatives will be the introduction of Wrightbus’ tailored lean programme, ‘The

Wright Manufacturing Way’, which will focus on achieving operational excellence within the manufacturing side of the business. It aims to ensure the company displays best practice in manufacturing and business processes. “Through the training project we will further develop Wrightbus into an innovative, world-class manufacturing facility,” said Mark Nodder. Ian Murphy of Invest NI said: “By making this significant investment in staff training The Wright Group intends to deliver operational efficiencies that will improve margins and ensure that it can fully exploit the potential of its innovative new products.” Next stop... GREATness Just a few weeks ago Wrightbus was included in the government’s GREAT campaign. Alastair Hamilton, Chief Executive of Invest NI welcomed the news saying: “The inclusion of the Wrightbus manufactured New Bus for London in the UK Government’s GREAT campaign

is just reward and recognition for the Co Antrim company. Wrightbus is a leading example of an innovative business that has continued to invest in its future and to see this recognised on the world stage is heartening indeed. The opportunity to showcase its commitment to innovation, as two of its new iconic buses tour the US and around the world over the next two years, is truly unique. “We have worked closely with Wrightbus for many years now, supporting the company in its continued investment in R&D, innovation and training. This continued investment by the company is paying dividends as it continues to receive high value orders, such as supplying 600 of the New Bus for London in a contract worth more than £200m. “To see its commitment to R&D and innovation being recognised in the UK Government’s GREAT campaign promoting innovation, creativity and manufacturing prowess is something the company, and Northern Ireland plc, should be very proud of.”

Eye on Technology

No longer referred to as new or the latest technology in IT circles, Cloud computing continues to gain real momentum around the world, with savvy business leaders looking at the potential advantages it can offer to staff and their business as a whole.

Trevor Bingham, Relationship Manager, MCS.

Accounting in the Clouds T

he growth of this provision has particular significance for accountants or financial controllers. With prudence a key accounting principle, many accountants are considering and reviewing the costcutting potential of Cloud based services against on premise solutions, which had traditionally been considered the norm. For people working within the accounting profession, understanding the implications of an effective Cloud based solution is essential to understanding how much more efficiently a business can operate. The Cloud is now firmly established as a trusted platform, and corporate users are demanding more and more of their business applications to run on it. All the major players in the accounting software field now have Cloud offerings to complement their on-premise offerings. This month Sage,

as part of its Global Alliance with Microsoft, launch Sage 200 in the Cloud, and which will undoubtedly highlight a gulf that is starting to appear between it and the other accounting solutions in the “mid-market” ERP sector. The Cloud has risen in popularity due to increasing dissatisfaction with the costs, internal resources, complexities, and length of time that it takes to recognise value from IT investments. In a SaaS (Software as a Service) investment, the software is hosted for you - meaning external specialists handle all of the IT complexities, resourcing and management issues, and take responsibility for all software and hardware support needs. This is a clear benefit because it means accountants can focus on doing what they do best, leaving someone else to worry about installation, management, support, software fixes,

backup and recovery. Furthermore any Cloud based accounting solution needs to be fully functional with Microsoft’s Office 365 to provide maximum benefit to users. Sage have wisely recognised this and have guaranteed themselves a constant development advantage over its competitors through their membership of the Microsoft Global Alliance, and their use of the Microsoft Azure platform. In the past, many wise company accountants encouraged their Board of Directors to set aside a budget that accumulated enough capital to support an IT refresh every 3 to 5 years. With a Cloud based solution this need no longer be the case. Software providers can keep users constantly up-to-date with the latest software version without ever having to go onsite, while on the hardware side the customer will be availing themselves of the latest cutting

edge technology both in terms of processing power and Disaster Recovery provision. The Cloud is still not in a position to be the best option for every business. However, it is time for every Accountant to familiarise themselves with the technology, and the solutions that are available which unleash its potential.

Trevor Bingham is Business Relationship Manager at leading IT solutions company MCS – he can be contacted by e-mail editorial@mcsgroup.co.uk or on 028 3839 3839

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Eye on Events

Barclay Communications’ Race Evening Raises Thousands

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On Friday 31st of May Barclay Communications raised over seven thousand pounds for the Jonjo Bright Trust at the tenth annual Barclay Communications’ Race Evening.

he Jonjo Bright Trust was set up when 19 year old aspiring amateur jockey, Jonjo Bright was left paralysed after a point-topoint fall on the 2nd March 2013. To support the Trust the local business mobile, landline, IT, app and web design company organised charity collections, a raffle and auction at their biggest event of the year, which was held at Down Royal Racecourse.

Britt Megahey, Managing Director of Barclay Communications explains why supporting the Trust was so important to them, “We were all shocked when we heard what happened to local jockey Jonjo Bright, as keen horse enthusiasts ourselves we were strongly drawn to the Trust and everything we raised will go towards helping Jonjo live the most independent life possible.” Attended by over 3,500 race goers and influential Northern Ireland business

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people the Jonjo Bright Trust was a cause close to the heart of everyone who attended the Barclay Communications’ Race Evening, from general race goers to jockeys and owners. Barclays’ private suite also played host to 500 top guests including Dennisons Commercials, Bryson House, Tughans, Value Cabs, O2 and Nokia, to name a few. Laying on the VIP treatment, Barclay Communications pampered their guests with dinner, Champagne,

massages, a caricaturist, live music, as well as a top racing spectacle. The suite also raffled off a table of ten for Down Royal’s September race evening, which was drawn by Jonjo’s father, John Bright. Raffle winner, Avril Knipe then kindly donated the prize for auction, which went for £2,700 to the successful highest bidder Richard Watson, bringing the total amount raised at the event to £7,262.18.

(3)

(5)

(6)

(1) Anne-Marie McKinty (Jonjo Bright’s Sister), Averil and Glenn Knipe (Winners of the Raffle), John Bright (Jonjo’s father) and Barclay Communications’ jockey Emily Jane Cloke. (2) Barclay Communications’ jockeys Lucy and Olivia Martin help Phil Newton from Barclay Communications present a P Martin representative with the price for the Barclay Mobile App Design Handicap. (3) Deirdre O’Brien, David O’Brien, Caroline Billington and Simon Billington from O2. (4) Lucy Monroe, Hannah Nelson and Tori McGowan. (5) Jennifer McKenna, Mary Harmon, Emma Douglas and Elaine Douglas. (6) Paul McCausland from Value Cabs, Joanne McSeveney From Barclay Communications, Peter McCausland from Value Cabs and James Morrow.

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Eye on Pensions

It’s a Buyer’s Market Out There Shopping Around When Securing Your Pension Income Can Make You Thousands Of Pounds Better Off. That is the message released from leading, Belfast-based financial advisors ASM Financial Planning.

aking into account your medical history and lifestyle choices, and depending on the provider you go to, this can increase pension income by up to 30%. More than 420,000 people buy an annuity every year, with approx. two thirds of retirees with private pensions buying from the firms that they have saved with while working, and 43% of these not seeking advice (Association of British Insurers). Luke Robinson, Financial Advisor at ASM FP says: “Accessing private pensions can be a confusing process and one which we are seeking to address with the release of our new easy-to-follow pension annuity guide. “Many people assume they must buy their ‘annuity’ or retirement income from the provider that they have saved with while working. “This is not the case and by not shopping around savers may miss out on the best rates, products, death benefits and inflation proofing.” From the 1st March 2013, the ABI Code of Conduct came into effect. This is a mandatory code of practice that guides pension providers as to how they should communicate with their clients as they approach retirement.

Rules will ban insurers from including application forms for their own annuities in retirement packs, which are sent out six months before a pension matures. Luke continued, “Although those at retirement will now receive improved communications from their existing provider, financial advice is still essential. “Our message today is that people should not only shop around to obtain the best rates, but they must also ensure that they purchase the type of annuity that best suits their individual circumstances.” “There are many clauses and benefits offered by different providers which the public at-large do not know about, for example, if you are a smoker or take medication for high blood pressure and cholesterol, certain annuity providers will offer a higher level of annuity income.” Luke continued: “Some providers offer uncompetitive rates, which could result in a retirement income significantly lower than if the saver had shopped around – people should not automatically opt for an annuity from their current pension provider. “We at ASM Financial Planning Ltd have produced this simple

guide to help clients’ old and new work through the retirement income maze. “Shopping around could boost your pension by hundreds of pounds a year or enable you to invest in a different type of annuity that better meets your needs. Luke concluded, “When buying your annuity you only get one chance to get this right.” ASM Financial Planning Ltd is authorised and regulated by the FSA and has over 25 years collective experience in assisting business in all aspects of Employee Benefits and Pensions.

To download the free, annuity pension’s pay-out guide, visit: www.asmfinancialplanning.com or call 028 90249 222 to make an appointment with one of the financial planning consultants.

“ Our message today is that people should not only shop around to obtain the best rates, but they must also ensure that they purchase the type of annuity that best suits their individual circumstances.”

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Eye on Renewables

LIGHTSOURCE RENEWABLE ENERGY... HARVESTING SUNSHINE As a native of Northern Ireland who still commutes to his London base from home in Saintfield, Nick Boyle is keen to see his very successful solar PV business model, in operation in England and Europe, work on his home turf’.

“N

orthern Ireland has evolved its considerations around solar PV”, he says. “There is recognition that daylight powers solar and there is now scope to make large scale solar PV work hard to generate income and future-proof energy costs.” Boyle set up Lightsource Renewable Energy at the back end of 2010. In less than three years, the company is now the UK’s largest solar energy developer, owner and operator with over £500M worth of large scale solar PV sites. A central office operating in London is home to over 140 full time professionals whilst other satellite offices in London, Bath, the South of France

and now Belfast have sprouted for a more local presence. Nick explains, “We are the UK’s No 1 with the expertise and the track record. We own and operate over 40% of the UK’s large scale solar farms already, covering over 2000 acres of farmland. We currently generate enough green electricity to power Lisburn, Newry, Coleraine, Ballymena, Strabane and Limavady combined.” The Lightsource portfolio is impressive and includes the largest rooftop PV installation in the UK on the Bentley Motors factory roof in crew, as well as Dunsfold Park, BBC’s top gear racetrack. The Lightsource offering is simple and has proved most desirable to landowners with space to spare.

Alex Attwood Minister for the Environment and Basil McCrea MLA welcome Nick Boyle, CEO Lightsource, to Stormont.

John McCallister MLA, Patsy McGlone MLA, Nick Boyle CEO Lightsource, Basil McCrea MLA & Steven Agnew MLA at launch event Stormont.

The minimum acreage required is around 20 acres although most of their sites are 30 acres plus. Lightsource will pay an attractive rent per acre which is indexed linked, so it will go up over time as prices rise. A large scale solar farm will be developed by Lightsource on this land and the green electricity generated will be fed back into the national grid network. There is no cost whatsoever to the landowner; Lightsource will take care of every aspect of the installation and its long term maintenance. Boyle continues, “We are a desirable, quality tenant as we are backed by secure, long term Government incentives into renewable energy development. In light of recent bad weather conditions, farmers will be only too aware how attractive a guaranteed income can be, to provide some stability in an otherwise unpredictable industry”. “This is farmland diversification. We are all striving for sustainability

in some form, particularly the farming community. Renting or even potentially selling your land to Lightsource will give you just that. Our stand at the Balmoral Show illustrated in a small way what we do, demonstrating that solar farms are a natural integration into the landscape and it is just another form of farmland diversification,” Boyle concludes. Visitors to this year’s Balmoral Show were able to witness a solar farm in operation at the Lightsource stand which was powering the sheep shearing arena. The large scale solar PV industry is still embryotic in Northern Ireland therefore the stand attracted visitors from all walks of life curious about the operation of solar power and how solar panels function. “Our message to farmers is a very simple one and it is being received extremely well,” says Boyle. “We do everything on their behalf – looking after planning,

Eye on Renewables

Conor McGuigan, Lightsource and John Bamber, RUAS President at Stormont.

legal, technical, project management and maintenance. All the farmer has to do is make the land available and receive the index-linked rental payments. Lightsource has ambitious plans to invest up to £100 million in solar installations and to create 30+ full-time jobs across Northern Ireland and a large number of additional installation-related ones. Nick Boyle welcomes Minister of the Environment, Alex Attwood’s recent announcement that red tape around planning for installation of solar on farms, schools and commercial sites is to be removed

in order to stimulate the market and fast track installation. “This improvement to legislation, effective from 30th April 2013, is a welcomed first step and clear recognition of the potential for solar PV in Northern Ireland and while not actually affecting the scale Lightsource develops, it does illustrate that the future is bright for large scale solar too. The timing of this announcement could not be better as the Lightsource solution comes to Northern Ireland.” Solar power sits alongside the well-established wind energy industry in the wider renewables marketplace. Nick Boyle is at pains to point out that solar is not necessarily a technology to be deployed instead of wind, but one to be deployed as well as it, giving an overall diverse renewable energy solution for Northern Ireland. He also makes it clear that solar energy has some key advantages. “We don’t need highly visible sites on top of hills or on coastlines, and we are not completely weather dependent either, providing there is daylight. It doesn’t have to be sunny all the time.” And that’s probably just as well in terms of the Northern Ireland marketplace... where wind is a rather more plentiful natural resource. Although the initial site focus

has been on the agricultural sector, Nick Boyle is keen to talk to energy intensive companies in Northern Ireland with large industrial sites which could (along the lines of Bentley) allow their roofs to be used as solar harvesting sites. Lightsource will develop a solar PV plant on or close to the premises at no cost and the locally generated electricity will be sold back to the business via a Power Purchase Agreement. The price for this electricity is set and index –linked for 25 years providing not only savings of up to 20% on electricity bills but also long term pricing security. If Northern Ireland has a long

way to go to catch up with England and Wales, then the UK has a huge distance to travel to get anywhere near the likes of the Germans. Germany, as a nation, currently produces a huge 38 gigawatts of electricity through solar power. That’s 38,000 megawatts. Northern Ireland, by comparison, currently generates less than 100 megawatts. “So the potential for growth is massive,” says Boyle. “We’re already hearing from a lot of interested landowners and it won’t be long before we start clearing the way for solar panel installations around Northern Ireland on as large a scale as we can manage.”

Eye on Real Estate

GVA... DELIVERING PROPERTY SOLUTIONS GVA’s Jago Bret

Eye on Real Estate Jago Bret and the team at GVA’s Belfast office are clear about what sets their operation apart from the other commercial property consultancies serving the Northern Ireland marketplace.

“W

e can deliver a unique combination of national and international strength and experience blended with local expertise,” he says. “That’s a powerful combination in today’s property market.” Bret, as GVA’s Head of Office in Belfast, is joined on a strengthened top team at the firm by fellow Directors Scott Adam and Gavin Weir as well as by Property Manager, Sean Boyle, and Surveyor Tristan Aiken. Combined, the five make up a management team with over 75 years of property sector experience between them. But they’re backed by an impressive wider organisation. Headquartered in London and Dublin, with 12 regional offices and 1,200 staff located across the UK, GVA is the country’s largest and most diverse multi-disciplinary property consultancy outside of London. The firm is currently ranked 5th for commercial property consultancy in the UK as a whole. On the island of Ireland, GVA works hand in glove with the Dublin office and the team are working on a number of joint projects at present for clients with property assets in each jurisdiction. “It’s the range of services we can offer that helps to set us apart,” says Jago Bret. “As a firm, we combine the mainstream services such as agency, investment, valuation, property management, landlord and tenant together with more niche services such as corporate recovery, which is very much to the fore at present and environmental services. “What’s more, we also specialise on properties in key sectors such as energy, healthcare, hotels & leisure, and automotive/ roadside as well as being the largest suppliers of property consultancy services to the public sector in the UK.

L-R Tristan Aiken, Scott Adam, Jago Bret, Sean Boyle & Gavin Weir

“We’re working with a distressed property sector at the moment. That requires the best of professional advice and some joined-up thinking. We’re confident that this is precisely what we can offer whether we’re dealing with private individuals, property companies, the banks or NAMA. We are building a strong team in Belfast to work with our clients through just about any property transaction or issue.” “Local knowledge counts for a lot here in Northern Ireland. We’re a very strong local property player with some very strong local clients,” adds Scott Adam. “But we’re very fortunate here at GVA in that we have access to a wide range of specialists in London and throughout the UK and Ireland. It’s a great resource to be able to tap into and one which is resonating with our clients here in Belfast.” What’s more, GVA goes a lot further than the shores of the British Isles. The company also has a presence throughout Europe, in North America and in Asia, an international element which can come into play when working with international companies based in Northern Ireland or on potential inward investment projects. “In fact, it’s essential in the current market conditions that we work hard to bring new investment money into Northern Ireland from elsewhere,” says GVA’s Gavin Weir. “We need new

players in the market here just as much as we need to look at new ways of structuring and funding the property deals. “Given what it has been through, the market needs to change and move away from some of the older one dimensional models.” “As well as corporate and public sector clients, we also work with a lot of the major accountancy firms and insolvency practitioners here in Northern Ireland on propertyrelated issues,” adds Gavin Weir. On the property/asset management front, Sean Boyle brings the experience of a number of years heading up the team managing the Irish Life Assurance Property Fund, one of the largest institutional property investors on the island. Sean’s background is managing a broad range of different properties, from small business units to multi-tenanted shopping centres. “We can offer our clients a complete management service through which we act as surrogate landlords effectively looking after maintenance, rent collections as well as ensuring that the property is compliant with current legislation” says Sean. “We’re all too aware that our clients need to work their property assets hard in the current climate, and that’s where a professional management service comes into play.”

Jago says that GVA has come through the years of the property crisis relatively untarnished by what has happened in the marketplace. He reckons that factor stands the firm in good stead in what he says will be a shake-up as the property market moves into a new era. “I think we will be looking at something of an evolution in the property consultancy arena,” he says. “The old way of doing things has gone for ever, and new ways of thinking are coming to the fore.” Bret and his colleagues identify a number of sectors which they believe offer opportunities in the short to medium-term. Amongst these is the tourism and hospitality sector, where the GVA team has been successful in sourcing new opportunities for retained clients. “We’re ready to do the business for our clients in a fast-changing marketplace,” he adds. “We’re a forward thinking business with a dynamic approach to how we do things, and we’re hungry to develop our client list, the transactions we get involved in and the properties we manage.”

For details, contact GVA’s Belfast office at Rose Building, 16 Howard Street, Belfast BT1 6PA. Tel. 028 9031 6121 or log onto www.gva.co.uk

Eye on Finance

“Yabba Dabba Do” - Bedrock Reborn?

Asset Based Lender of the Year for 2013, Keys Commercial Finance is now recognised amongst the leading providers of finance and professional advice in NI. Managing Director, Judith Totten provides an insight into the changes between her Industry and the Bedrock of indigenous NI business, the family owned company.

ith only a small apology for the flippant title, the bedrock of indigenous NI business has always been the family owned company. The Father or maybe even the Grandfather was generally the true entrepreneur who had the idea and the drive – or was it the hunger – to set up a business twenty, thirty, forty maybe fifty years ago. Those were very different days to now and banking and finance was a whole different game back then. Not quite like the Flintstones but certainly different ! In my early days in Banking some of the ‘grey hairs’ would have told us ‘young turks’ stories about these early industry leaders from various sectors – from linen to agriculture through to construction - visiting the Bank Manager in the market town where they lived and walking out of the Branch an hour later having agreed a loan on a simple hand shake. Everything was done on trust, respect and family knowledge and there was really no such thing as credit policy never mind cash flows or spread sheets! So what happened to that family

business? Well I guess Thatcher’s 80’s even made it to NI and there were many sons and grandsons (and daughters and grand-daughters too of course) enjoying the roller coaster ride that was the period immediately pre crunch. Arrogance and maybe even a little greed crept into the SME family business and the young pretenders to the fathers crown perhaps became a little smug in the successful bubble that this period presented. The Banks were lending almost without question and the property boom was at its peak. Overdrafts became the ubiquitous catch all for much of the business borrowings in NI and there was no such thing as an ‘Alternative Finance’ market or really Asset Based Lending at any sophisticated level. There was no need for it in what was a bull market I guess. It felt like anyone could be a ‘property developer’ whether he or she had the skills or not, whether their core business was related or not. There were no ‘grey hairs’ in the Banks or in the business itself that could hold these second or third generation business people back it seemed.

Then in 2008 it all abruptly stopped – the family business suddenly needed help to survive. The arrogance was replaced with fear and the speed of change was ferocious and unrelenting. The business owners went from access to seemingly endless cash to needing mentors, business angels, investors and above all reliable advice. However, the positive result of this change is that complacency and inertia within the family business has been replaced with the old hunger of the original entrepreneur for solutions. That is where the Alternative Financiers now play a key part. The Asset Based Lending institutions (ABL’s) now advance almost £20 Billion against invoices, plant and machinery, stock and fixed assets across the UK and whilst many of the ABL’s are bank owned, many more are independent. Both the UK Government and the NI Assembly see the ABL industry as critical to supporting the rebirth of the SME and the family owned business – in partnership with the Bank and Investment sector. But – and there is always a “but” – this industry sector, my industry sector indeed, is currently unregulated. That is not necessarily a problem if you know what to look for and how to assess the options professionally. In the first instance of course, ensure you are dealing with people you know and can trust, who have a proven track record in the sector and in your business community. Ask for contact with other clients who use the funder’s services. Seek the support of your Accountant or other professional adviser in making your decision and compare the market options. These facilities will be priced differently to the traditional Bank lines but they should be more readily available to you and more flexible if structured correctly. In addition, there are a few rules of engagement, with any funder, which you can use to assess their integrity – below are a few suggestions, but not an exhaustive list: • Ask to see a sample agreement ahead of any commitment. Therein you can see the terms and conditions of the general overall facility.

• Ask for a schedule for the personal terms of your facility – this will protect you against so called ‘hidden charges’ and allow you to see what you are really signing up for. • Look at the costs of the facility – is Base Rate actually Bank of England base rate for example? Or the funders own internal Base Rate, which can be a few per cent higher than what you might expect. • Check the minimum contract length for your facility – is this appropriate to you and your needs? If not, speak now as you may find that exiting the relationship early may incur a substantial fee. • Have you been offered a full tariff of charges? If not – again ask. All reputable funders will have one published and should be happy to share with you. • Ask to meet your Relationship Manager to ensure that the facility will operate as you expect – and as sold to you. Alternative Financing and Asset Based Lending are indeed vital to the rebirth of the SME and the family owned business in NI but in the wrong hands this tool can be a deadly weapon. Choose wisely and the second or even third generation NI business owner can be great again and make his or her fore fathers proud. For what it’s worth I personally think that we all have to experience the rough to enjoy the smooth. A period of austerity and learning all over again, to plan our strategy and follow it through, to learn that not everything is disposable and that we all have to work together to make it right, is a good thing. But it is not just the business owners who must learn, as funders we too must learn respect for the pain that many SME’s have suffered in recent years and develop proper partnerships for growth. NI will not be repaired overnight and our bedrock family owned businesses can and will survive and be stronger if they learn that they can trust their mentors and advisers. If they learn, as we all must, that trust and respect are earned and not freely given – just like their Grandfathers learned many years ago, then the family owned business can once again be the backbone of our local economy.

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Eye on Insurance Hughes Insurance Directors (L-R) Gerry Shearer Personal Lines Director, Derek Quinn Commercial Lines Director, Chairman Leslie Hughes, Systems and Finance Director Brendan Moore and Chief Executive Gareth Brady.

SETTING THE INDUSTRY STANDARD Hughes Insurance Drives Further Growth Expansion is part of the DNA of Hughes Insurance – it seems every year Business Eye reflects on yet more growth for Northern Ireland’s largest and best known insurance broker. The independent brokerage has consolidated its position as the leading car insurance provider in this market, invested over £2 million in their infrastructure and is now focused on delivering significant growth across both commercial insurance and home insurance in 2013. Just like they said they would.

ack in 2011 Hughes Insurance won the ‘Company of the Year’ award at the UTV Business EYE awards, an accolade Leslie Hughes himself described as the pinnacle of his career. Since then awards have kept on coming including ‘The Investment in People Award’ at the prestigious UK Broker Awards and the ‘Outstanding Business Team

of the Year’ at the Belfast Telegraph Business Awards. Business Eye caught up with Leslie Hughes, founder and Chairman of the homegrown company, his two business partners – Chief Executive Gareth Brady and Personal Lines Director Gerry Shearer – Derek Quinn, Commercial Lines Director, to discuss recent successes and plans for the future.

Commenting on the recent award wins Leslie Hughes is clear about the foundation of this success: “The awards are testament to the spirit, drive and attitude of everyone who works at Hughes Insurance, they reflect our approach to business in that they recognise the team spirit we have worked so hard to engender. I started the business 36 years ago and to this day we still

focus on providing the best service in Northern Ireland – increasingly we do this through a variety of contact channels but we insist skilled people and sound relationship management remain at the very heart of our business.” There is a collective attitude within the team that the awards are a by-product of the hard work everyone in the 310 strong company puts in.

Eye on Insurance “As nice as the awards are – we set our own standards.” Comments Gareth Brady: “Our business infrastructure has been set up to develop everyone who works here. We believe our entire team should feel they have the opportunity to operate at the very best of their ability and are committed to funding and resourcing our training and development programme to support this. We truly believe having the best team in the industry helps us stand out from the competition and encourages customers to come back to us. These awards effectively rubber stamp this approach – something Leslie has pioneered since 1977.” The company now generates upwards of £70 million in insurance premiums per annum and has over 147,000 customers across its insurance portfolio. Whilst they are based in impressive 44,000 sq ft headquarters in Newtownards – the partners are incredibly proud of their 12 strong branch network, and the reach this brings

throughout Northern Ireland. This approach and the quality of their team clearly reflects well on the different areas of their business. The commercial insurance arm of Hughes Insurance is the fastest growing commercial brokerage in Northern Ireland – and service is underpinning this expansion according to Derek Quinn: “We now have £11.9m million in commercial insurance business on our books – which has grown by 53% since 2010. The nature of the local commercial business insurance market is very different from personal lines insurance; our customers want a personal relationship. As a result we have grown our network of Commercial Business Relationship Managers across Northern Ireland to engage with our customers on a one to one basis – wherever they need us to be. The product is bespoke as every business is unique and our strength is that we can provide the full spectrum of insurance products for business, with the face to

face expertise these business customers expect. The business community in Northern Ireland is recognising that we apply the same levels of professionalism and service to their needs as we do in the personal lines sector. It is working well for us.” When Business EYE last met the team, home insurance was firmly on their radar and, unsurprisingly, the category is now one of the main areas of growth within the business. “We recognised the potential – locally there is a huge disparity between what many people are paying and the deals we can deliver for them,” states Leslie: “We recruited 18 staff recently to support this category and we work to a straight forward business model - negotiate the best possible product and price on behalf of our customers, ensure value for money and deliver a fantastic service. It’s a formula that has stood us in good stead for many years.” Gerry – always keen to support with statistical evidence - elaborates: “Our home insurance product

“ The awards are testament to the spirit, drive and attitude of everyone who works at Hughes Insurance, they reflect our approach to business in that they recognise the team spirit we have worked so hard to engender.”

Hughes Insurance headquarters in Newtownards by night.

Eye on Insurance

currently has a 51% conversion rate – meaning over half the customers who contact Hughes Insurance switch to our product. Renewal retention is at 81% i.e. 8 out of 10 existing customers opt to stay with us. I’ve worked in this business for longer that I care to divulge and these are frankly the best acquisition and retention figures I have ever helped deliver. If we keep delivering these stats we are on course to becoming the leading home insurance broker in this market by 2015.” Hughes Insurance now employ over 300 staff throughout Northern Ireland – in 2010 they employed 200 – and managing the size of the team whilst maintaining the quality of service is a challenge the partners relish. “We take training and development very seriously,” advises Gareth: “Our ethos is based on the understanding that our staff is our greatest asset. Everyone has a personal development plan delivered through the Training & Development Department. We currently have over 100 staff studying towards Chartered Insurance

Institute (CII) qualifications and are on course to be the first brokerage in Northern Ireland to achieve ‘the Aldermanbury Declaration.’ This is the highest insurance industry stamp of approval available”. If customer service underpins the delivery of the Hughes Insurance business model – then the brokerage model they employ delivers on value. Hughes Insurance has established a panel of insurance providers and work with them to create the best package of benefits available in the marketplace. Given the size of the independent broker’s book – they also have considerable influence over the price. “This is why we are delivering the figures we discussed on home insurance.” States Gerry: “We approach the insurance providers and negotiate a deal that we know will be attractive in this market. We understand the insurance landscape in Northern Ireland better than anyone and the insurance providers listen to us and rely on our expertise. They know we employ a sophisticated approach to acquisition

– utilising our advertising campaigns, our targeted direct mail and e-marketing resource and maximising our inbound and outbound capabilities to generate sales. Simply put they have confidence in our ability to do what we say we will do.” So where next for Hughes Insurance? Gareth concludes: “There are still huge growth opportunities in this market, having 21% of the car insurance market means there is 79% out there who do not use us. Within this universe there are prospects that we believe we can support with the best price and product available. Our commercial lines products still have enormous potential and we are proving that there are also significant opportunities in the home insurance sector. We will continue to pursue growth in these areas with the best trained, resourced and educated team in the business.”

For more information visit www.hughesinsurance.co.uk

“ We now have £11.9m million in commercial insurance business on our books – which has grown by 53% since 2010. The nature of the local commercial business insurance market is very different from personal lines insurance; our customers want a personal relationship.

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Eye on News

NI Philanthropists Must Raise Their Heads Above The Parapet Northern Ireland’s top business leaders have been urged to speak out about their charitable activities to help persuade others to follow their lead.

enowned world expert Ellen Remmer, of US-based The Philanthropic Initiative argued philanthropy in Northern Ireland was being held back because of the unwillingness of donors to come forward and persuade their peers to give. “One of the biggest challenges will be the very private culture you have in Northern Ireland. There do not seem to be a lot of donors who are willing to stand up, challenge and inspire their peers to give,” she told business leaders at an event organised by the new philanthropic organisation, Giving Northern Ireland in association with the Institute of Directors. Ms Remmer welcomed the formation of Giving Northern Ireland, which is dedicated to

harnessing skills, expertise and resources of corporations and wealthy individuals, adding it was a significant move towards growing philanthropy in the years to come. The aim of Giving Northern Ireland will be to encourage individuals and businesses to not only give more but to also to feel more comfortable speaking about their philanthropic activities. “People in Northern Ireland are very reluctant to talk about their generosity but we need to persuade them that this is the only way to bring philanthropy into the public consciousness,” said Gary Mills, Director of Giving Northern Ireland. The event, which was held at the Ulster Reform Club in Royal Avenue, included a presentation from Tamar

Pictured at the event from left are, Gary Mills (Chairman Giving Northern Ireland), Sandra Kelso Robb (Strategic advisor to Giving Northern Ireland), John McCallister MLA & Ellen Remmer from the Boston based The Philanthropic initiative. For more information go to www.givingnorthernireland.org. Picture John Murphy Aurora PA

Ghosh of the UK-based Give More Campaign, which urges people to pledge to give more time, energy and money to charities and good causes they care about. The Give More campaign held a separate event at Forestside Shopping Centre on Wednesday to increase pledges to help groups across Northern Ireland. The Corporates and Philanthropy morning was part of Northern

Ireland’s first Philanthropy Fortnight, launched on Monday, which sees a range of events taking place involving some of Northern Ireland’s key business leaders, wealthy individuals and professional bodies. The Giving Northern Ireland office is in Brunswick Street Belfast. Anyone wishing to contact the organisation should phone 028 9032 8099 or email tracy.bell@givingnorthernireland.org

Matthew Scott, Managing Director for Firebrand said, “It’s a long-haul campaign and we are really excited to get started. We expect steady growth and engagement over the coming months. As a business, we love these kind of projects, big challenges, ambitious but also strategically focused on getting results. It’s interesting because manufacturers are not normally associated with these kinds of campaigns, so Suominen Nonwovens is really treading some new ground. But it’s what needs to happen to raise

the profile and understand consumer needs. It’s fantastic they have chosen us to walk this journey with them.” Formed in early 2012, Firebrand is a fusion of Irish Digital Evangelist Matthew Scott formerly of Sir Bob Geldof’s Ten Alps Group and American Jeremy Forsberg of Silver Mine Communications. Realising that the talent and similarities between Northern Ireland and the North East of England, Firebrand bridge the Irish Sea to bring together the innovation of these two creative hubs.

DIGITAL START UP GOES GLOBAL WITH MANUFACTURING GIANT Local firm Firebrand Digital Strategies has taken a global leap by becoming digital partner for the world number 1 wipes manufacturer,Suominen Nonwovens, based in Finland and part of Suominen Corporation.

warded the opportunity within the first year of trading, the digital agency which specialises in Digital Marketing, Digital Media and Digital Platforms has been busy developing a strong international client list with brands large and small. The partnership with Suominen Nonwovens is about to embark on innovative campaign for the Finnish corporation, focused on intelligence, education and engagement with a global consumer base. Alistair Brown, Director, Marketing & Communications of Suominen Nonwovens, “We partnered with Firebrand because of their focus on

business results. They had some great ideas but were focused on our goals of understanding how people use our products, even though we’re several steps removed from the consumer. Our company is trying to be innovative and forward thinking with this project, so we wanted partners who shared our vision and with Firebrand we’ve got that”. Suominen Nonwovens and Firebrand have just launched the We Love Wipes campaign (www.welovewipes.com and www.facebook.com/welovewipes) as part of a major conference for the nonwovens industry at the IDEA show, in Miami, Florida.

Eye on Branding

Maxol’s Re-Brand… A Case Study In Branding Success

Eye on Branding Brian Donaldson is the first to admit that he was a little apprehensive when he prepared to talk to Maxol’s family owners and company CEO Tom Noonan about plans for a major shake-up of the company’s brand image.

rian Donaldson is the first to admit that he was a little apprehensive when he prepared to talk to Maxol’s family owners and company CEO Tom Noonan about plans for a major shake-up of the company’s brand image. “In the present challenging retail environment it is a huge undertaking and confidence in the business by the McMullan family to proceed with an investment of some €7.25 million on developing and rolling out a new brand across the network,” he says. “And, once the spend was agreed, it was pretty essential that we got it right.” It fell to Donaldson as the company’s Chief Operating Officer to lead the large-scale re-branding operation, one of the largest to have taken place on the island of Ireland for quite a few years. But let’s wind back to April of 2011 when Maxol’s senior management team hired Dublin-based Neworld Associates, headed by branding guru Pat Kinsley, to carry out a major brand audit exercise. “We’d had much the same brand for many years, and we were aware that it was probably time to take a fresh look at it,” says Donaldson. Neworld’s approach was nothing if not comprehensive. The firm’s researchers spoke to the company’s owners, the McMullan family, to its senior managers, to its independent retailers, and to a cross-section of staff throughout the business along with consumers. “The net result was a 500-page report and a revealing insight into the Maxol brand,” says Donaldson. “It showed that we were a trusted brand, but that we were seen as a little dated. In car terms, we were more of a Volkswagen than a Mercedes-Benz or BMW.” His response was to pull together a re-brand team from different parts of the business – from HR, Finance, Maxol’s Lubricants Division and the retail network – which would work with Neworld Associates on the mechanics

of the re-branding exercise. “We set out our brand values right from the outset,” he says. “These included an emphasis on family, a retail champion tag, an honourable reputation, friendliness and an open approach to dealing with customers.” The most visible result of the exercise has been the introduction of the new, vibrantly coloured Maxol ‘brio’ logo, a complete departure for the firm from its previous rather staid form of branding. Designed by Neworld, and complete with its own set of clear brand guidelines, it has been rolled out to date at around 90 of Maxol’s 225 retail forecourts sites on the island of Ireland. What impresses most about Maxol’s branding process is the level of staff involvement throughout. Once the firm’s retail forecourt – at Adamstown just outside Dublin – had been completely re-branded, staff from all over the Republic of Ireland and Northern Ireland were coached to the site to take a closer look...and encouraged to provide instant feedback. “We learnt quite a bit from that exercise and we were able to make a few tweaks to how we were going to re-brand all of our retail sites, It also empowered our staff and gave them a sense of involvement and ownership to the project.” adds Donaldson. The successful process is due to be repeated this month (June) when Maxol staff from all over the country will visit another Dublin area site, at Sandyford near Dundrum, to view the very latest new Maxol site... this one not just re-branded but also complete with the latest in-store Maxol Mace branding and food to go offering. “The Sandyford site is a very important one for us as a company,” Brian Donaldson says. “It includes one of our brand new ‘Moreish’ fresh food to go outlets as well as seating facilities (both inside and outside) and new, much improved toilet facilities for our customers. Today’s market is all about providing the facilities

customers on the move want to see, and this new site is our response to those customer demands.” The Moreish retail concept provides customers with a wide range of fresh hot and cold foods ranging from a selection of breakfast items in the mornings through to lunches and all-day snack foods... prepared freshly by staff on site. Moreish outlets will feature in Maxol/Mace outlets in the Republic as well as the Maxol/Spar combination north of the border. As for the improved toilet/ washroom facilities, they are in direct response to customer feedback. “The re-brand isn’t just about fresh graphics,” says Brian Donaldson. “It’s also about careful execution and delivery right across the network. Each forecourt site costs around £35,000 to re-brand, when you take into consideration Maxol gantries, canopies right through to staff uniforms and name badges. It is an investment that has to be managed very carefully as we work our way across the network.” Going forward, Maxol is planning a brand new customer loyalty programme which will build on the success of the re-brand by enticing more customers, especially younger customers, to collect loyalty rewards in ultra-modern fashion. “We’re also working on a comprehensive customer relationship management system which will allow us to seek the views of our customers every day, all year. Working with our customers on instant customer research at point of sale is a much more effective way

“ The re-brand isn’t just about fresh graphics. It’s also about careful execution and delivery right across the network.” of doing things than by sending in mystery shoppers once or twice a year. And it’s a highly effective way to ensure that staff are motivated.” Staff from throughout the Maxol retail network are being encouraged by the company to get involved in community projects, and to contribute to the wider company’s charity project for this year, the excellent Make-A-Wish Foundation. Brian Donaldson also says that Maxol isn’t going to rest in the wake of one of the Irish retail sector’s most comprehensive re-brands. “We want to continue to grow as a brand...and as a company,” he says simply. “We’re very much in the market for sites for new retail outlets, and we’re currently pursuing 13 active leads on that front. Even if a few of these drop off, we could be looking at six or seven new sites in the not too distant future to add to the Maxol network.” Maxol’s standing in the market continues to build and in 2013 was ranked Irelands Most Reputable Oil Company for the second year running by the independent survey Rep Trak Pulse Results.

Eye on Events

FOOD & DRINK SHOW SHAPES UP FOR 2013 A major new food and drink event for Northern Ireland taking place this autumn is shaping up to be a big attraction.

he Food & Drink Show Northern Ireland 2013 will take place at the King’s Hall Pavilions in Belfast in October. A celebrity chef theatre, an open kitchen, a special area to promote artisan food producers and dozens of food and drink exhibitors are among the ingredients for the first ever large scale indoor consumer event of its kind to be staged locally. From Friday 25th to Sunday 27th October, the King’s Hall Pavilions will be transformed into a food and drink lover’s paradise with the best products to sample and buy, locallyproduced artisan food to discover, the latest kitchen equipment and decor, competitions and a nonstop programme of presentations and demonstrations to enjoy. The show is the brainchild of Linda Beers, Managing Director of Belfastbased Inform Communications. Over the past year Linda has expanded Inform, one of Northern Ireland’s best known PR and public affairs companies of 29 years standing, to include a significant event management and digital communications expertise. And the Food & Drink Show Northern Ireland is an offshoot of the expanded and restructured consultancy. Staging the large scale food and drink extravaganza is something the businesswoman has wanted to do for a long time. “I first thought of the concept around five years ago, but the onset of the recession hampered my initial plans to run the event. However, with the economic climate improving and with the Northern Ireland food and drink sector more

buoyant than ever, I feel the time is now right to do it,” she explained. “In Northern Ireland we love our food and drink. While many areas of domestic expenditure have come under pressure in recent years, the household spend on food and drink continues to be robust. “Of course it’s not just the eating and drinking that we enjoy. Television and radio programmes, newspapers, magazines and social media channels - they are full of news, features and views about food and drink. Food provenance, food miles and food waste are never far from the headlines, let alone the hours of programming and acres of newsprint dedicated to the ‘how to’ of cooking, baking and entertaining.” “The Food and Drink Show 2013 will be the first indoor consumer event of its kind to be staged locally. Dedicated to the enjoyment of all things epicurean, it will offer visitors a delicious mix of great produce, celebrity guests and live demonstrations. For businesses that sell quality food, drink and related lifestyle products to the domestic consumer it will provide an unrivalled opportunity to promote and sell their products to their target end user,” added Linda. The event has already attracted sponsorship from some of the biggest food and drink companies in Northern Ireland, including Moy Park, Tesco and JN Wines. The Moy Park Celebrity Chef Theatre will be one of the main highlights of the show this autumn. Already signed up to appear in the theatre is James Martin, one of the UK’s best loved celebrity TV chefs. Also coming to

the theatre is Paul Hollywood, the TV chef with a penchant for baking. Other top chefs who will be attending include Nick Nairn, the Scottish restaurateur turned celebrity TV chef, and Rachel Allen, the Irish celebrity chef best known for her writing and television appearances. In addition leading local food and drink experts, including representatives from some of the show’s exhibitors, will take to the Love Food Hate Waste Open Kitchen stage, sponsored by the Department of the Environment’s Rethink Waste campaign, to share their knowledge of products, produce and techniques.

For further information about the show visit www.thefoodanddrinkshowni.com

“ The Food and Drink Show 2013 will be the first indoor consumer event of its kind to be staged locally. Dedicated to the enjoyment of all things epicurean, it will offer visitors a delicious mix of great produce, celebrity guests and live demonstrations. For businesses that sell quality food, drink and related lifestyle products to the domestic consumer it will provide an unrivalled opportunity to promote and sell their products to their target end user.”

Inseparable from now on Mobile communications. Fixed communications. They work so well together. Now they’re inseparable. By acquiring one of the UK’s largest fixed communications providers we are creating a seamlessly integrated network, investing over £900m in it this year alone. That’s real investment and a real opportunity for CIOs and technology leaders. We’ve always delivered the reliability and security you expect. And now you have a chance to do more: to innovate, to reduce complexity, and to make IT the business driver you know it could be. Made possible when fixed and mobile are truly inseparable. Please give me a call on 020 7096 9099.

Jeroen Hoencamp, Vodafone Enterprise Director

Calls from landlines are chargeable, while standard network charges apply if you call from a mobile.

Eye on Recruitment

Grafton Recruitment Management Team.

You Can’t Put A Good Thing Down – Grafton Recruitment Continues To Thrive After 30 years, 4 recessions, an aggressive global expansion and diversification into specialist business units it is celebrating its 30th Birthday by unifying its entire service portfolio under the original Grafton Recruitment brand and looks forward to the next decade as the legacy continues.

rafton Recruitment has had a significant impact on the shape of the recruitment industry in Ireland. The founders of Grafton, Ken Belshaw and the late James Kilbane have been inspirational leaders, constantly

James Kilbane and Ken Belshaw back in 1983 when they founded Grafton Recruitment.

innovating and leading the way; in fact, many of the recruitment brands in Ireland today are led by individuals who all began their careers with Grafton Recruitment. Ken Belshaw commented “It’s amazing to comprehend the business that developed from the partnership we struck up all those years ago. We began by providing nursing staff to NHS, expanding into general recruitment and niche sectors we operate in today. In 1985, we opened in Belfast with further Irish expansion over the next number of years. In 1994, we made our first expansion into Europe, opening our first eastern European office in Prague, as our clients expanded across Europe we followed establishing offices to service their needs. Today Grafton is established in 16 countries with 60 offices and employs over 600 people globally.”

As part of its ambitious growth strategies across specialist business units Grafton are integrating the independent Blueprint Appointments brand into the parent company Grafton. This rebrand will combine its specialist recruitment capabilities with the international branch network giving customers an enhanced level of responsiveness along with a consistent and superior service across all territories and sectors. In the last year Grafton Recruitment has made significant investment in specialist permanent recruitment teams. All of our permanent recruitment consultants are specialists in their fields ensuring they understand the markets our clients operate in and the hiring requirements, with a newly opened office in Dublin city centre Grafton isn’t sitting back. Louise Smyth, Regional Director commented “Our clients want specialist consultants who can get under the skin of their requirements and source candidates who truly

meet their needs. Our building blocks are market focus, distinctive capabilities and high performance which are underpinned by leadership, people development, technology, agility and innovation. Our sourcing power across our networks and virtual candidate communities puts an immense variety of talent at our clients’ disposal. The recruitment market has been challenging in Ireland during the last number of years, to survive your sourcing and recruitment skills need to be outstanding and you need to deliver outstanding customer service at competitive rates”. Over the past 30 years Grafton Recruitment has built strong client partnerships across its global footprint, still having one of its founding fathers watching over the growth and development has meant the core purpose has never been lost; this is a people business it’s about finding exceptional talent, enhancing careers and providing business critical people solutions to our local clients.

REACH FOR THE SKIES ENABLING CLIENTS TO REACH NEW HEIGHTS FOR OVER 30 YEARS

www.graftonrecruitment.com

Eye on Charity

SUN-SPLASHED DEBUT FOR THE RAKER McLEAN GOLF CLASSIC (2)

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ne of the better days of the Northern Ireland summer led to a few red faces of the right variety at the first annual Raker McLean Golf Classic, held during May at Belvoir Park Golf Club in Belfast. The event, which raised an impressive £13,500 for Marie Curie Cancer Care, was organised by Caroline Dunlop and other members of the McLean family in memory of their late father Michael ‘Raker’ McLean who lost his own battle with cancer just over a year ago. The fact that Raker was well loved in business, rugby and golfing circles was ably demonstrated once again

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(1) Hosts at the event including Raker McLean’s daughters Lindsey & Caroline (centre) and son Michael (right).

at the event which attracted a field of more than 80 golfers and an even larger group at the after-golf dinner and dancing evening.....a post-golf dimension that the man himself would have heartily approved of! A fourball which included Ulster’s former out half and now Director of Rugby, David Humphreys, lifted the team prize on the day, while the top individual was Gareth Evans. Among those playing on

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the day were Ulster rugby stars Rory Best, Stephen Ferris, Paddy Wallace & Niall O’Connor. “We were delighted that so many people joined us on the day to play golf, to enjoy the evening’s entertainment and to celebrate Dad’s memory by raising a glass,” says Caroline Dunlop. “We’ve already pencilled in a date for next year back at Belvoir Park Golf Club for the second Raker McLean Golf Classic.”

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(2) Eamonn McCann and Caroline Dunlop enjoying a beer! (3) Tim Robinson of ATR Trading & his team. (4) 3rd Placed Team (Ulster Rugby players). (5) Peter Surgenor of Sangers & his team. (6) David Watters, Uel Butler, Bill Waring and Kevin McKay. (7) Simon Aldred, John Houston, Paddy Frue, Alan Bailie, Trevor White & Peter Ludlow.

UTV Business Eye Awards Launch 2013: Business Eye is joining forces with UTV this for the seventh year in succession to launch the UTV Business Eye Awards 2013 in association with new sponsor Flybe. Pictured launching the awards are Andrea Hayes, General Manager of Flybe, Michael Wilson, Managing Director, UTV Television, Brenda Buckley, Commercial Director, Business Eye and Andrew Strong, Managing Director of Flybe UK.

Andrea Hayes, Flybe, Richard Buckley, Business Eye, Andrew Strong, Flybe and Paul Clarke, UTV.

Andrea Hayes, Flybe, Michael Wilson, UTV, Andrew Strong, Flybe and Brenda Buckley, Business Eye

Michael Wilson, UTV addresses the audience.

Andrew Strong, Managing Director of Flybe UK addresses the audience.

Award Categories & Criteria There will be 18 different categories for the 2013 Awards...

Employer of the Year Award SPONSORED BY

Business Personality of the Year Award SPONSORED BY

The Northern-Ireland based business personality who in the opinion of the judging panel has contributed most to the local business sector and the local economy as a whole in the last 12 months.

Company of the Year Award SPONSORED BY

The Northern Ireland-based private sector company which has made the biggest positive impact across the spectrum over the past 12 month period in the view of the judgesâ&#x20AC;Ś for reasons which may include business and/or employment growth, acquisitions or other deals, export achievement, etc.

SME of the Year Award SPONSORED BY

Business / Education Award

Young Business Personality of the Year SPONSORED BY

This category sets out to identify the achievements of Northern Irelandâ&#x20AC;&#x2122;s young (35 years old or under) entrepreneurs and business leaders, with entrants able to demonstrate clear achievement and dynamism in their chosen field.

Tourism / Hospitality Project of the Year SPONSORED BY