Business Eye Nov/Dec 2013 by Buckley Publications

Issue 136 November/December 2013 ÂŁ2.50 Voted best Business Magazine in Ireland 2005 and Magazine of the Year for Northern Ireland

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

A Titanic Vision Takes Shape Features:

Mukesh Sharma...Travel The Professional Way

R&D... How Does Northern Ireland Shape Up?

Mount Charles Group... Growth Continues Into New Era

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Contents

Nov/Dec 2013 ISSUE 136

Cover Story David Gavaghan...Titanic Vision Takes Shape

Danske Bank, in common with others, reckons that the economic tide has turned. And the bank is putting its mouth where the money is by touring Northern Ireland with a business customer roadshow entitled ‘Good to Grow’.

Property Debt Crisis

Business Travel Mukesh Sharma & The Art of Managing Travel

There are ways that those hit by the property crash can effectively face down their propertyrelated debts. Ajay Sharma of Belfast-based CD Fairfield Capital paints the picture.

Telecommunications...Moving With The Times Atlas Communications is a company with a long history of working with customer here in Northern Ireland. Under the second generation leadership of Richard Simpson, the company is working with an expanding number of private and public sector customers around the region and has firm plans to grow.

Traditional High Street travel agents may be on the decline, but corporate travel management specialists have an increasing role to play for ‘consumers’ of business travel. Mukesh Sharma of the Belfast-based World Travel Centre talks about the role of travel management companies and what they can do for their corporate clients.

Research & Development....How Does Northern Ireland Shape Up? An influential panel discusses the Research & Development landscape here in Northern Ireland, looking in particular at how the clear links between industry and our universities can be strengthened and made more productive and at how Northern Ireland stacks up when compared to other countries and regions.

Game plans are pretty crucial to football, rugby and others teams who take their games seriously. But the same line of thinking can be applied to the world of business with some surprising results, according to accountants and consultants RSM McClure Watters.

Mount Charles....Growth Goes On

Cathal Geoghegan, the new Managing Director at Mount Charles Group, and the company’s Chairman and Founder, Trevor Annon, talk about the Group’s continued diversification and growth into new markets.

Corporate Finance

Innovation In Action Linden Foods....Innovation On A Plate

Ciara Lagan of Belfast law firm Tughans reckons that the tide is turning in the Northern Ireland funding landscape, and that a more positive future is rapidly developing.

Company Celebration Management, staff and customers of outdoor advertising specialists PML Group have been celebrating the company’s 25th year in business at a special event in Belfast.

Dungannon-based Linden Foods, the winner of the inaugural Agri Food Innovation category at this year’s UTV Business Eye Awards, is a company at the very forefront of food innovation. We catch up with Managing Director, Gerry Maguire, and the firm’s Head of Product Innovation, Elaine Willis.

Eye on Events

Eye on Property

Eye on Personnel

Business Eye/Flybe Competition

Eye on Finance

Moving On

Eye on Insurance

Eye on Digital

Eye on Internet

Eye on Markets

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Growth On The Road

Belfast’s showpiece Titanic Quarter already bears little resemblance to the bleak landscape earmarked for development a few short years ago. Already home to thousands of employees and an increasing number of residents, it’s a masterplan which has a long way to run, according to Titanic Quarter CEO David Gavaghan.

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Editor Richard Buckley Commercial Director Brenda Buckley Sales Manager Claire Dickson

Features & Promotions Manager Ciara Donnelly Credit Control Manager Lisa McArdle

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Given the battering that we’ve taken over the past few years, it’s not surprise that a lot of us are a bit wary about recovery.... now that it has officially arrived.

Comment

“The recent – and latest – furore around the RBS Group, illustrating how its banks (including Ulster Bank) had been treating business customers in the wake of a vicious recession, won’t have come as any surprise to business people in this part of the world”.

t takes a few pieces of good news, both anecdotal and more concrete, to convince most that the economy really is heading in the right direction. The recent news from Ulster Bank’s PMI (Purchasing Managers Index) came at just the right time, announcing as it did that business intentions now are more positive than they’ve been in the past 10 years. Is that a little too positive? Ten years ago, after all, we were all riding the crest of an economic wave with no sign of any upsets anywhere on the horizon. But, as a survey finding, we’ll take it! What’s important now is that we encourage growth and work to foster a strong private sector here in Northern Ireland. As Finance Minister Simon Hamilton emphasised just recently, the banks have a major role to play in this... and current evidence suggests that they might be making the right noises (or some of them are) but they’re holding back from throwing themselves into the fray. The recent – and latest – furore around the RBS Group, illustrating how its banks (including Ulster Bank) had been treating business customers in the wake of a vicious recession, won’t have come as any surprise to business people in this part of the world. It’s a simple fact that the banks – and Ulster Bank isn’t the only one – have been very quick to pull the shutters down on troubled businesses, and particularly those with an exposure to property-related debt. But that’s a matter of policy for the banks and not something that we, or the politicians for that matter, can hope to influence. We can, though, encourage the banks to throw their support – and their money – behind business in Northern Ireland as it faces into a very different economic future. It shouldn’t be too much to ask.

Richard Buckley EDITOR Irish Magazine Editor of the Year 2005

_______________________________________ At the time of writing, it looked as though the board of Andor Technology (one of only three Northern Ireland companies listed on the Stock Exchange) would accept an improved 525p per share offer from Oxford Instruments. The offer values the Belfast-based maker of scientific camera equipment at £174 million. The Andor board, chaired by the canny Colin Walsh of Crescent Capital, had the courage to face down Oxford’s initial 500p per share offer, advising shareholders that the offer undervalued the company. But the odds are that Walsh and his fellow board members will be happy to recommend the improved offer... a decision that will deliver a nice little Christmas bonus to a few people around Northern Ireland (Colin Walsh and Crescent Capital amongst them...). It’s well deserved, though, and it closes another chapter in the remarkable Andor story... a real life case study of business idea, incubation, development and growth through the stages. Andor was set up by its founders Dr. Hugh Cormican, Dr. Donal Denvir and Mike Pringle back in the mid-1980’s when all three were studying physics at Queen’s University in Belfast. The trio used their physics know-how to build a highly sensitive digital camera as a tool for their laser research. They subsequently set up Andor Technology Ltd to develop it into a commercial product for use in scientific research. The company was formally established in 1989 as a spin out from Queen’s, and became a Plc in 2004 when it listed on the Alternative Investment Market (AIM) of the London Stock Exchange.

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t is the first event of its kind to be organised specifically for the valuable fleet vehicle marketplace here in Northern Ireland. The event will start with a Discussion Forum between 10.00 am and 12 noon on the day where delagates will be updated on current fleet market conditions and on the key issues and challenges facing the business car and van marketplace.

A Motor Show will run concurrently with the forum from 10.00 am until 4.30pm. The Show offers the opportunity for attendees to meet with vehicle company and other fleet industry representatives on a series of stands. Vehicle manufacturers and local dealers will also have a variety of vehicles available for test drive on the roads of North Down. The event will culminate with a glittering awards ceremony which will

celebrate the achievements of the fleet industry and recognise innovation, outstanding service and efficiency. The Fleet Industry Awards will be judged by an independent panel drawn from the business and motor trade community in Northern Ireland. Look out for the next edition of Business Eye Fleet magazine where the sponsors will be announced along with the programme for the forum.

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Eye on News

NOMADIC HITS NUMBER 1 SLOT ON TRIP ADVISOR Just six months on from its official opening to the public, the SS Nomadic, tender vessel to the Titanic and the last remaining White Star Line ship in the world has been voted number one for ‘things to do in Belfast’ on the influential online review travel website Trip Advisor.

ver 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 and is now in permanent residence at Hamilton Dock in the heart of Belfast’s Titanic Quarter. Denis Rooney, Chairman of the Nomadic Charitable Trust said: “We are delighted to have reached Number One on Trip Advisor so soon after opening to the public. Visitors have really appreciated

their experience on board and enjoyed the way the Nomadic has been presented. Many have given glowing comments on the quality of the tours provided by our excellent crew and we hope that many more local people come and enjoy this unique attraction.” The seven year restoration project combined three elements including the Pumphouse, Hamilton Dock and the SS Nomadic where a series of audio visual presentations trace the history of the ship, introduces different characters from the ship’s past and provides insights into what it would have been like to

be a passenger or crew member. Visitors also have an opportunity to find out about some of the vessels famous passengers over the years and experience and interact with the history that surrounds the ship. The SS Nomadic is also quickly establishing itself as a popular events venue with over 50 events being successfully hosted on the vessel already including a range of corporate events, birthday and wedding celebrations. Currently the SS Nomadic is hosting a Winter Exhibition with a range of special exhibits on loan from White Star Memories. The exhibition

features many unique artefacts from both the White Star Line and Wallace Hartley Collections. Many will remember Wallace Hartley as one of the musicians on board Titanic who continued to play in a bid to calm passengers as the ill-fated liner was slowly sinking. Visitors will see some of the items recovered from Hartley’s music case, including the original ‘Starland’ sheet music. The exhibition also includes a recreation of an ‘a la carte’ table setting which would have been on Olympic, and a rare set of the original 1st class accommodation plans from Titanic.

Progressive Named 2nd In UK For Ethical Approach Northern Ireland’s largest locally-owned financial institution, Progressive Building Society, is one of the UK’s most ethical financial institutions, according to a new report.

n the survey which compared over 70 UK and global banking providers on five key categories – honesty, customer service, culture, supporting the economy and ethics the Progressive Building Society achieved a score of 98%, coming joint second. It was the leading financial institution from Northern Ireland. The report was developed by the bank based website ‘Move Your Money’ from evidence compiled by Ethical Consumer, the UKs leading alternative

consumer organisation. With assets of over £1.6bn and ranked in the top thirty banks and building societies across the UK, the Progressive achieved the top rating on culture, honesty and supporting the economy, one of only three providers to do so. The report also highlighted that Progressive got full marks for customer service and stated that the building society ‘enjoyed glowing and heartfelt testimonials from its customers’. Commenting, Darina Armstrong, Chief Executive, Progressive

said, “These findings are an endorsement of the dedication, commitment and integrity of our staff across all our branches in Northern Ireland. There is an inbuilt ethos within Progressive to serve and support the local community and provide them with the choice and diversity that mutual ownership brings. “To achieve the top rating in standards including honesty, customer service, culture, supporting the economy and customer service is a powerful endorsement from the Northern Ireland public on the role we are playing in society. As always we will continue to review how we can be more efficient, serve the local community and meet the expectations of our members.”

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Tughans Presents ‘The Adviser Series’ Belfast law firm Tughans is pleased to announce a renewed partnership with the Chartered Accountants Ulster Society for 2013 -2014.

his sponsorship will again see Tughans supporting the Society’s Annual Dinner in March 2014 and delivering a series of seminars and webcasts on a topical range of legal issues. These jointly branded seminars known as ‘The Adviser Series’, commenced in mid-November, at the Ulster Society Belfast headquarters on the requested topic of Disciplinary Procedures, Grievances and Dispute Resolution in the Workplace.’

Other subjects to be covered in this series include ; The Bribery Act 2010;Directors and their Duties; Corporate Governance; Employment Law the key differences in NI and ROI and Social Media and the Challenges for Employers. This year for the first time attendance at these seminars will qualify for CPD points. Commenting on the sponsorship, Chairman of Chartered Accountants Ulster Society, Darren McDowell

Tughans’ Anna Beggan with Darren McDowell, Chairman of the Chartered Accountants Ulster Society

said “We are delighted to renew our partnership with Tughans. It produces a tremendous range of benefits to our members across Northern Ireland. We welcome the expertise that Tughans bring to the Adviser Series of seminars and webcasts and look forward to working with Tughans as a key partner.”

Anna Beggan, Head of Employment Law at Tughans commented: “Tughans welcomes the opportunity to continue this partnership and build on the success of last year. We hope that this year’s topics will be of benefit and support to the membership, be they in practice, industry or the public sector.”

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Eye on News

‘Dragon’s Den’ Style Event Raises More Than £25,000 For Local Charities A prestigious ‘Dragon’s Den’ style event at Belfast City Hall attended by more than 100 leading business people and philanthropists has raised more than £25,000 for worthy causes.

he event hosted by Belfast Lord Mayor Máirtín O Muilleoir under the umbrella of the globally successful Funding Network (TFN) saw five local charities go head to head to win the hearts, minds and donations of a packed audience. The charities - Savia, Open Arts, SOS Bus NI, Angel Eyes and Conway Education Centre each spent six minutes pitching to potential donors, with the event reaching the target of £25,000 in less than three hours.

It was organised by the Community Foundation for Northern Ireland in partnership with the Lord Mayor and Giving Northern Ireland, Helen Carrick, Fund Development Manager at the Community Foundation for Northern Ireland said: “TFN is a type of giving circle in which high net worth individuals pledge funds to charities. In the difficult economic times we are facing, this new way of injecting a muchneeded financial boost into projects

Director Community Foundation for Northern Ireland, Avila Kilmurray, Strategic Advisor of Giving Northern Ireland, Sandara Kelso-Robb, Belfast Lord Mayor Máirtín O Muilleoir and The Funding Network founder Fred Mulder at the Dragon’s Den event which raised more than £25,000.

benefiting the most vulnerable members of our community is a very welcome addition to traditional fundraising methods.” Sandara Kelso-Robb, Strategic Advisor of Giving Northern Ireland, an organisation set up to encourage and champion philanthropy, said: “To raise more than £25,000 in just three hours is a fantastic achievement. This event has really raised the profile of philanthropy and showed that giving can be exciting and fun. We hope

that this is the first of many such events in Northern Ireland. What a great start to the giving season!” The Lord Mayor, who personally sponsored the Open Arts Community Choir, said he was delighted to host such a novel event sure to boost the coffers of well deserving causes. “This will make a massive impact on local charities which rely so heavily on financial support to carry out their amazing work within our communities,” he added.

Excellence of NI Leaders Recognised at IoD Director of the Year Awards Nine business leaders from across the Northern Ireland business spectrum have been honoured by the Institute of Directors in this year’s Northern Ireland Director of the Year awards, held at the Merchant Hotel, Belfast.

ponsored by Abbey Bond Lovis, the accolades were presented to directors who were deemed to have made significant and valuable contributions to the success of their companies and typify excellence in leadership and corporate governance. The category winners were: • Family Business Director of the Year - Mark Hutchinson, Managing Director of SJC Hutchinson Engineering • SME Director of the Year - Tracy Hamilton of Mash Direct Limited • Large Company Director of the Year - Jim Dobson of Dunbia

• Third Sector Director of the Year - Ian Jeffers of The Prince’s Trust Northern Ireland • Young Director of the Year - Aidan Flynn of Maurice Flynn & Sons Limited • Leader of the Year in Corporate Responsibility - Michelle Hatfield from George Best Belfast City Airport • Public Sector Director of the Year - Gordon Milligan of Translink • Non-executive Director of the Year - Brendan Mullan of the Bryson Charitable Group • Special award for Excellence in Corporate Governance - Jill Robb of Ambition Digital

The Director of the Year Award winners are joined by DEL Minister Stephen Farry; IoD NI Chairman Paul Terrington; Maurice Boyd, MD of the awards’ sponsor Abbey Bond Lovis; and host Tim McGarry.

IoD NI Chairman, Paul Terrington congratulated the winners. He said: “The IoD vision is to support, empower and set the highest standards for directors and business leaders; to provide professional development that helps them attain their leadership potential and to encourage them to create and grow profitable businesses that contribute to sustainable economic growth and social and community responsibility.

“Our Director of the Year Awards support that vision by recognising leadership excellence across all sectors of our economy and acknowledging those directors who demonstrate exceptional leadership skills that help deliver success to their organisations. ““The number of entries this year was the highest in the Awards’ history with the nominees displaying tremendous business acumen, good corporate governance and above all, leadership.”

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Eye on Banking

NORTHERN IRELAND BUSINESSES ‘GOOD TO GROW’ Over 600 businesses from across Northern Ireland recently took part in Danske Bank’s ‘Good to Grow’ roadshow series, with regional breakfast events hosted in partnership with local Chambers of Commerce in Ballymena, Belfast, Cookstown, Derry-Londonderry, Newry, Omagh, Portadown and Coleraine.

elegates heard from local Danske Bank business customers - including Maud’s Ice-cream, the USPCA, Airporter, Integrated Timber Solutions Ltd, Muldoon Transport Systems Ltd, Pirates Adventure Golf and Hutchinson Engineering who reflected on their business growth stories to date.

Justin Muldoon, Muldoon Transport speaking at the Omagh event

Sinead McLaughlin, CEO, Londonderry Chamber of Commerce; Redmond McFadden, Dankse Bank’s Head of DerryLondonderry Finance Centre; Jennifer McKeever, Director, Airporter; Peter McRoberts, Danske Bank Business Acquisition Manager; Philip Gilliland, President, Londonderry Chamber of Commerce; Lewis McCallan, Danske Bank Head of Business Acquisition and Angela McGowan, Danske Bank Chief Economist.

Danske Bank’s local Heads of Finance Centres and Acquisition Managers spoke about how the bank is supporting new and existing business customers as they take advantage of new opportunities and strive for growth in 2014. Also speaking at the events was Danske Bank Chief Economist Angela McGowan, who said: “Despite local predicted economic growth lagging behind the rest of the UK next year, the Northern Ireland economy has demonstrated during 2013 that a corner has been turned.

Ann McGregor, Chief Executive, NI Chamber of Commerce; Barry Hobson, Owner, Priates Adventure Golf; Angela McGowan, Danske Bank Chief Economist and Oonagh Murtagh, Danske Bank Head of Belfast Finance Centre.

“With a string of positive economic indicators pointing towards a solid recovery in 2014, now is the time for our local companies to start investing in their businesses. Both business and consumer confidence are now on the up, inflation is down and unemployment is at its lowest level for months and I would expect this to have a positive impact on economic growth in the months ahead.” For more information about how Danske Bank can support your business visit danskebank.co.uk/business

Meerkats at the Good to Grow Newry event as part of the USPCA presentation

Angela McGowan, Danske Bank Chief Economist; Lewis McCallan, Danske Bank Head of Business Acquisition; Deborah Loughran, President, Newry Chamber of Commerce; Mark Watson, Danske Bank Head of Portadown Finance Centre and Stephen Philpott, CEO, USPCA.

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Eye on Events

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AER LINGUS CELEBRATES FIRST YEAR AT CITY

er Lingus has been marking a year of operations out of Belfast City Airport. The airline moved its flights from Belfast International in early November of 2012. Celebrating the anniversary are

cabin crew members Kiera May, Julie Davidson and Richard McCarroll Murphy. Aer Lingus flies to both London Heathrow & London Gatwick along with a number of European leisure destinations from the City Airport.

28/11/2012 16:57

NORTH WEST HOSPITAL EXPANDS

£3.2 million extension has been officially opened at one of the longest established private hospitals in Northern Ireland. The North West Independent Hospital in Ballykelly, County Londonderry, has added a new operating theatre and recovery suite as well as a new day procedure unit to its existing surgical and medical facilities.

North West Healthcare Group, which operates the hospital, has built the extension in response to growing demand for NWIH’s services. The expansion means the hospital, which has 180 staff, now has three state-of-the-art operating theatres where the full range of surgery is undertaken by highly experienced teams. NW Healthcare founder Dr. Cecil Stewart is pictured with recovery nurse Caroline Rea.

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Eye on Events

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Jonjo Bright Trust Fundraiser

28/11/2012 16:57

own Royal Racecourse is holding a Boxing Day Fundraiser for the Jonjo Bright Trust and donating all the proceeds from the sale of an entire suite’s tickets to the Trust. At 19 years old local aspiring amateur jockey, Jonjo Bright was left paralysed following a point-topoint fall on the 2nd March 2013. Each Jonjo Bright Boxing Day Races’ ticket costs £65 and includes a drinks reception, three course meal and free £5 win bet with Sean Graham Bookmakers. Ticket proceeds will go towards helping Jonjo live the most independent and fulfilling life possible. Tickets can be purchased from Down Royal on 028 9262 1256.”

MARIE’S FELLOWSHIP HONOUR

rofessor Marie McHugh, Dean of the Ulster Business School receives a British Academy of Management (BAM) Fellowship from Professor Richard Barnett, ViceChancellor, University of Ulster.

Currently held by only 63 people in the UK, the honour is conferred on individuals who have made an outstanding academic contribution to business and management research and scholarship.

PIZZA JAZZ JOINS THE CITY SCENE

slice of investment for Belfast City: Karen Ainsworth, Owner and Ray McMahon, Restaurant Manager, celebrate the official launch of Pizza Jazz in Great Victoria Street. Touted as a “niche restaurant concept” featuring gourmet

pizzas, Italian cuisine, and an earful of music, Pizza Jazz is Belfast’s newest restaurant. After 24 months of planning and an investment of over £200,000, the new eatery brings 10 new jobs to Belfast city, with plans for a further 10 in 2014.

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WIND & SEA...

oward Hastings from Hastings Hotels joined renowned Irish sculptor Paddy Campbell to unveil the new sculpture at the Slieve Donard Resort & Spa. ‘Wind and Sea’, a stunning bronze sculpture featuring

two back to back dancing figures almost five metres high, was sculpted and casted by Paddy Campbell in Florence and has now been installed at the 4-star hotel in Newcastle...a place where there is plenty of wind and sea.

isit Belfast’s efforts to promote the city as a leading destination for conferences and business events have been richly rewarded after it scooped a top award at the Meetings & Incentive Travel (MIMA) Awards 2013 in London. Organised by the influential Meetings & Incentive Travel magazine, Visit Belfast emerged the winner of the Marketing Team of the Year award from a shortlist that included

specialist teams from London’s ExCel exhibition and conference centre, the internationally-renowned Harrogate International Centre in Yorkshire and the Montreal Convention Centre. Pictured accepting the award on behalf of all the Visit Belfast team are (l-r) David Boyce and Joyce McElroy from Tourism Ireland, Gerry Lennon, Chief Executive, Visit Belfast, and Rachael Downing, Director of Business Tourism, Visit Belfast.

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Eye on News COMPETITION

WIN A PAIR OF RETURN FLIGHTS TO ANY OF FLYBE’S UK DESTINATIONS To celebrate 30 years of operations, Flybe, the largest scheduled airline at the George Best Belfast City Airport would like to offer one Business Eye reader a chance to win a pair of return tickets to any of Flybe’s UK destinations. (London Gatwick available until March 2014).

lybe currently offers a choice of up to 500 flights per week on 13 popular routes from George Best Belfast City Airport for both Business and leisure travellers. Flybe’s flight programme provides Northern Ireland passengers the perfect travel solution with an extensive range of

affordable travel possibilities. Birmingham is one of Flybe’s longest standing destinations, is now moving into its 28th year and passengers can take advantage of up to seven flights per day from Belfast. Flybe also offers up to six flights a day to Flybe’s Manchester hub, where passengers have extensive

choices of onward travel connections both regionally with Flybe and longer haul with its codeshare partners. Northern Ireland passengers have the opportunity to benefit from the large number of regional point to point connections available on the extended Flybe network which offers improved connectivity and reduced minimum connecting times through Flybe’s main airport hubs. With a range of fares to suit your business travel needs, one way fares from George Belfast City Airport start from just £19.99 including taxes and charges.

To be in with a chance of winning please answer the following question:

How many flights a day does Flybe operate between George Best Belfast City Airport and Birmingham? Terms & Conditions: Closing date for entries??? (Claire you can you decide this). No purchase necessary. One prize winner will be selected at random. Only the winner will be notified. Prize includes one pair of return flights to any of Flybe’s UK destinations. Prize draw open to all residents of the UK, Channel Islands and Republic of Ireland, aged 18 or over, except for employees of Flybe and their agencies or any staff (or their families) who are involved with the prize draw. The prize is non-transferable, there is no refund value for any flights unused and no cash alternative is available. By entering into the prize draw all participants will be deemed to have accepted and agree to be bound by these terms and conditions. No cash refund or alternative is available. Prizes cannot be used in conjunction with any other offer or promotion. Subject to availability. Flights must be taken simultaneously and cannot be used on separate dates. Transfers to and from airport are not provided.

PR COMPANY TAKES TESCO AWARD A Belfast-based PR Agency has marked its seventh birthday by winning a top award with Tesco.

ERIOUS PR (www.seriouspr. com), which specialises in the food and drink, construction and professional services sectors became the first PR agency to win the Tesco Supplier of the Month award which recognises outstanding work with the province’s largest retailer. Past winners have included Karro Foods, Fivemiletown Creamery and Moypark. Caoimhe Mannion, Marketing Manager for Tesco in Northern Ireland commended SERIOUS for its creativity, client service and focus on delivering results. “Over the past year and a half working with SeriousPR, we have

enjoyed a very productive relationship with the agency team which is responsive, creative, structured in its approach, with attention to detail and most of all – follow though and delivery of excellent results that continue to tell the story of Tesco and local food. This award is well-deserved, and thank you to all at SeriousPR for your hard work and support.” David McCavery, founder and Managing Director with SERIOUS , whose other clients include Annaghmore Mushrooms, Cleaver Fulton Rankin, Portview, Foyle Food Group, the McAvoy Group received the award with Account Director, Vicki Caddy.

Tesco NI Marketing Manager, Caoimhe Mannion (centre) presents the Tesco Outstanding Supplier of the Month award to David McCavery (founder and MD of SERIOUS PR) and Vicki Caddy (Account Director, SERIOUS PR).

He said: “We were delighted to win the Tesco business just over a year ago and our team has become totally integrated with theirs. Food and drink is a great

sector to be in at the moment and we’re thrilled to have our work recognised by such a discerning and high profile company.”

OCTOBER OUTSTANDING SUPPLIER SERIOUS PR Belfast based PR agency Serious PR has marked its seventh birthday by winning a top award with Tesco. The PR agency which specialises in the food and drink, construction and professional services sectors became the first PR agency to win the award which recognises their outstanding work with the province’s largest retailer. Caoimhe Mannion, Marketing Manager for Tesco in Northern Ireland said: “Over the past year and a half working with Serious PR, we have enjoyed a very productive relationship with the agency team which is responsive, creative, structured in its approach, with attention to detail and most of all – follow though and delivery of excellent results that continue to tell the story of Tesco and local food.” David McCavery, founder and Managing Director with SERIOUS commented: “We were delighted to win the Tesco business just over a year ago and our team has become totally integrated with theirs.” Congratulations to everyone at Serious PR.

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DAVID MCCAVERY MANAGING DIRECTOR, SERIOUS PR

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Eye on News

TWO SPIDERS FOR MAMMOTH Belfast creative agency, Mammoth, have claimed a double at the 2013 eircom Spider Awards including the Grand Prix award for their client website project www.SportChangesLife.com

he eircom Spider Awards are the longest standing and most prestigious digital awards in Ireland, rewarding businesses and community organisations throughout Ireland for digital excellence. The Grand Prix award is the highest accolade at the event, rewarding outstanding levels of achievement in the areas of technology, innovation, functionality & interactivity, coupled with a world - class user experience.

Sport Changes Life is a Belfast based foundation which aims to raise the aspirations of young people through sporting excellence, vocational and academic achievement and personal development. Its online presence plays a crucial part in its work, and Mammoth worked closely with the Sport Changes Life team to create a rich, engaging and highly interactive online experience. As well as being extremely rich in

Property to let?

content, it is fully responsive and accessible to all audiences, across desktop and mobile devices. The site has been designed and developed to pull in a wide range of social media content, including a wide range of video and at its centre, has daily populated “Victory Scholar” blogs to maximise the content connection with its audiences and

help promote the recruitment of future scholars. Andrew McCrea, Digital Director, Mammoth said, “We’re absolutely delighted to have picked up these two awards for our client Sport Changes Life and in the process, beating off fierce competition from the some of the best companies and digital agencies across the island of Ireland.

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Ulster’s Jared Payne receives the Bank of Ireland UK Player of the Month Award for October from Ulster fan, Melissa Clydesdale and Joanne McGowan, Head of Development and Marketing at Bank of Ireland UK, ahead of Ulster’s home game against Edinburgh. More than 600 fans took part in a poll on the Ulster Rugby Facebook page with Jared Payne receiving almost 50% of the vote.

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Eye on Cover Story

DAVID GAVAGHAN’S TITANIC VISION David Gavaghan is one of those people for whom enthusiasm comes easily. Since he first came here, he’s been one of the more positive figures in the Northern Ireland business community.

o the former Chief Executive of the Strategic Investment Board is well suited to the role he’s had for the past year or so, as successor to the long-serving Mike Smith as CEO of Titanic Quarter, described in TQ’s own words as one of Europe’s great transformation projects. It’s hard to argue with that assessment these days as TQ starts to take shape in the 185-acre area stretching from the Odyssey Arena in the west to the Northern Ireland Science Park and beyond in the east. In a few relatively short years, TQ has come from master plan to reality with almost £300 million invested to date, 100 or so companies on site and 15,000 people working, studying or living within its bounds. For David Gavaghan, it’s about legacy. “We’ve got a chance to create a real legacy on a grand scale here at Titanic Quarter,” he says. “And it’s important to stand back and look at what has already been achieved.” He points to the Gateway Office, the 130,000 sq.ft. Financial Services Centre at the entrance to TQ, which is 75% let to Citi Group. “What isn’t always appreciated is that Citi has foreign exchange transactions worth $5 trillion... and that 10% of those transactions go through the bank’s Belfast operation. I think that puts what is going on here in business terms into real perspective.”

“I remember attending the launch of the Titanic Quarter Plan on a wet day back in 2005. And I’m sure a lot of others around the city remember being there too. “Since then, we’ve created close to 500 apartments, we’ve got the Gateway Office up and running with Citi as the anchor tenant, Titanic is the new home of the Public Records Office, we have a busy Belfast Met site with thousands of students coming in every day.... and we’ve got a tourist attraction in Titanic Belfast which is truly world class and, in my view, on the same level as the Guggenheim Museum in Bilbao. “I sometimes think we don’t realise just how good Titanic Belfast is and what it can do for this city.” But TQ’s impact on Belfast and Northern Ireland goes further than the tourism boost produced by the Titanic building. Titanic Studios, a stone’s throw away, has already developed its role as a high quality centre for film production (and was singled out for praise at the recent NI Investment Conference by HBO Vice President Jay Roewe). “And then there’s the work of Norman Apsley and his team at the Northern Ireland Science Park... a place which has made a major contribution to the economy here in Northern Ireland in a relatively short space of time,” Gavaghan adds. “What’s more, we’ve managed to keep up the pace of progress through what most people regard as the toughest recession for 50 years.” “What we have to bear in mind is that this isn’t just about buildings and innovation. It’s a lot about people. We want to have people working here... but we also want to see them eating, drinking, enjoying themselves and living in Titanic Quarter. That’s vital for the future.” T13, the new Urban Sports Park created in a disused warehouse in Titanic, is one clear move

Eye on Cover Story

“ We have to continue creating and we have to continue being as imaginative as we possibly can. Apart from business space, we’ve also got to look at increasing the number of people living here, at hotels, at restaurants, living and retail. It’s important that TQ is a night and day place... and a seven days a week place.”

in the social direction. It’s home to skateboarding, urban art and DJ sessions and is attracting growing numbers of young people to the area... especially at weekends. “We have to continue creating and we have to continue being as imaginative as we possibly can,” says Gavaghan. “Apart from business space, we’ve also got to look at increasing the number of people living here, at hotels, at restaurants, living and retail. It’s important that TQ is a night and day place....and a seven days a week place.” A former merchant banker with Hambros Bank in London, he spent six years as CEO at the Strategic Development Board in Belfast, returning to London for two years with Quintain Estates & Development Plc

before taking up the Titanic challenge. Unusual it might be for business publications, but David Gavaghan’s family life is well worth a special mention. Married to Helen, he somehow finds time to be father to eight children (four boys and four girls) ranging in age from a few months to 21 years. Gavaghan’s natural enthusiasm shines through once again when he talks about a recent trip alongside TQ’s Head of Real Estate, Michael Graham, to the Chinese city of Chengdu and the rapidly-growing former Portuguese colony of Macau. “The sheer pace of change there is just so remarkable, and it can teach all of us a lesson,” he says.

Steve Wynn, best known for his giant luxury hotel developments in Las Vegas, has turned his attention towards Macau, building large-scale luxury hotels and casinos there. Already, Macau is on track to be six times larger than Vegas. “The ambition being shown out there is just fantastic,” says Gavaghan, “It’s a true multi-dimensional vision on a grand scale.” He’s well aware that Titanic Quarter, concentrated on just a part of Belfast, can’t ever be on the same scale. But he’s equally sure that vision is a vital ingredient. Without it, little would have happened on what was once derelict land around the old Harland & Wolff shipyard site. “What we’re creating here goes a whole lot deeper than economic development. This is an engine for employment transformation and an engine for urban transformation right across the board. I’m very close to it, so I’ll admit to being biased, but I don’t think we can underestimate the importance of what we’re doing. “I think the people of Belfast, and Belfast’s businesses, are behind us. Certainly, it’s important that everyone believes in the future of their own city.” Looking down the line, David Gavaghan promises that the Titanic pace will be maintained. “We’ve just submitted a planning application for 190,000 sq ft of business space, the largest new commercial development proposed for Belfast since the banking crisis began in 2007. We are confident that we can deliver 10 good projects, including that application, within TQ over the next five years or so... there is a lot more to come.”

Eye on Property

FACING DOWN YOUR PROPERTY DEBT… The reasons behind the recent global economic collapse have been well documented and are too numerous for any one article to ever address. A constant criticism levelled at the banks was the length of time it took them to truly own up to the scale of their problems – this has no doubt contributed to extending the length of this economic downturn.

t is accepted that an economy can’t really start to recover and grow strongly without healthy functioning banks willing to extend credit into the economy (and healthy citizens in a position to avail of it). We all know the Banks have been bailed out at a massive cost to each and every taxpayer. The global and local banking systems have been stabilised, banks recapitalised and regulatory requirements changed ensuring that banks have had to not only restore but significantly increase their capital buffers. Internally, the banks have had to adjust to the significant drop (collapse) in revenue and try and adjust their cost base (i.e. staff redundancies/ branch closures/reduced services) with a view to becoming profitable enterprises once again…lucky them, no-one should forget that they have been allowed to survive and heal because the debt burden was shifted (like it or not) on to the taxpayer. So what about the banks’ clients, who is going to bail them out? We’re not talking about the people who borrowed money recklessly or businesses that fail because of normal business principles – we mean the average couple who bought their house and are now trapped in a situation of negative equity… that’s 1 in 4 houses in Northern Ireland by the way…at a time when wages remain static at best, the jobs market volatile and inflation persistent – the cost of everything just keeps rising. For almost all of us, our mortgage represents the largest debt burden of our lives. Our credit card balances, hire purchase agreements and other unsecured loans pale into insignificance against the size of our mortgage debt and monthly repayments.

The politicians, who run the banks now on our behalf, constantly demand that banks are sympathetic to their customers – a difficulty for the banks is how to identify which customers to be sympathetic to (and how). Most of us will do everything in our power to meet our monthly mortgage payments. This is a very admirable trait however what if that is merely delaying the inevitable? Every day, we meet people who are “robbing Peter to pay Paul” – in some cases, this might be just to cover a month or two where they are short but in most cases, the problem isn’t going away anytime soon. Many people are living in a false position, no different from the accusation levelled at the banks over recent years. They are getting by month-by-month for a variety of reasons including; • Utilising unused credit cards and unsecured loans (door-to-door moneylenders, credit unions etc). • Family assistance. • They are on interest-only repayments – without any prospect or means of paying off the principal debt. Most of these positions are unsustainable and in some cases, people are actually making their longterm financial position much worse. Interest rates will not stay at these rock-bottom levels for much longer. Like the banks had to do (or were forced to do), people need to face up to and deal with this issue. It ultimately boils down to one question per household… is my/our debt(s) affordable? If the answer is yes then okay, carry on with life and repay the bank as agreed. If the answer is no then things are

Ajay Sharma, CD Fairfield Capital

more complicated, however there are a wide array of options available. The first thing is to engage (directly or via a professional intermediary) with your lender, making them aware of your financial situation. Unless you are in some form of arrears (in which case you have likely already got their attention) then this may be the only way to draw the bank’s attention to your plight. It could be that a mutually agreed restructure of some sort (increased term etc.) would solve the problem. In more distressed circumstances, the sale of the property is usually the most effective method of reducing the mortgage debt. A property sale where the sale proceeds are less than the mortgage debt owing on the property is known as a Shortfall sale – the remaining debt (the shortfall) is still owed to the lender however in most reasonable circumstances, the lender should be open to negotiating some form of shortfall settlement. These tend to be in the form of a lump sum payment (a full & final settlement) or an agreed payment arrangement (an unsecured amount to be repaid over a specific time period). It is almost always in the lender’s interests to deal with its clients in a consensual manner – the property will almost always achieve a higher price than via an enforcement/repossession

/auction route with the associated fixed charge receivership costs. The best outcome is usually one that suits all parties to some degree. CD Fairfield Capital, based in Belfast, specialises in helping people who find themselves in negative equity or are struggling with property-related debts. The company has a Consumer Credit License to provide debt restructuring services and is regulated by the Office of Fair Trading (OFT). “In our experience, the lending institutions are generally receptive to consensual, transparent & commercial proposals. It makes good business sense for them to take that attitude”, adds Ajay Sharma – a director of CD Fairfield Capital. If you wish to discuss any aspect of the above article then please don’t hesitate to contact Ajay at CD Fairfield Capital Limited on 028 9023 6074 or email ajay@cdfairfieldcapital.com at any time.

Ajay Sharma has over 13 years’ experience working in both lending and treasury functions of NI banks. Since leaving banking, Ajay has consulted on debt restructuring, treasury management, interest rate swap mis-selling and investments. He joined the CD Fairfield Capital team in August 2013.

Eye on News

Holywood Company Raises Temperatures In The Global Thermometer Market ARC makes major acquisition with purchase of Florida-based business to expand U.S. markets

nternational medical devices company ARC, operating from Holywood, County Down has acquired Florida-based Brooklands Inc – the manufacturer of the globally renowned VeraTemp™ thermometer. VeraTempTM is the world’s best selling non-touch thermometer and winner of the UK’s 2013 Most Innovative New Over The Counter Product. It uses an infrared sensor to measure body temperature without coming into contact with a patient. This makes non-touch thermometers like the VeraTempTM a clean, safe, and effective way to take an accurate body temperature without disturbing a patient or sick family member when they rest. The non-touch medical devices market has experienced rapid growth in recent years and the

Northern Ireland company is at the forefront of R&D in this sector. The purchase of Brooklands Inc presents a significant shift in the global marketplace and places ARC firmly in the driving seat of a highly competitive sector; a sector where fast growth and technological innovation is sparking a huge interest from health professionals around the world. VeraTemp TM is already sold through leading retailers and online pharmacies in 22 countries and currently boasts 80% of the US retail market. ARC now plans to expand this network to include mainland Europe, Russia, and the Middle East. With the U.S. legislation mandating Obamacare and Connected Health, the demand for non-touch and wireless devices has rocketed. ARC’s clinical thermometer, the VeraTemp +TM, is CE marked, FDA cleared, and already in use throughout U.S. hospitals and in NHS hospitals around the UK.

ARC is a company well positioned for the future and its Holywood based R&D division brings together leading industry experts from the fields of engineering, science and design. Dr. Roisin Molloy leads the sales and marketing team where the company’s focus is on developing a portfolio of products that will revolutionise non-touch vital signs monitoring, teach users the importance of monitoring health, and encompass the future needs of Connected Health networks worldwide. ARC managing director Kevin Paul said: “The Brooklands acquisition has been a key factor in our company’s growth strategy since day one. “We’ve put together a worldclass team at ARC who bring an outstanding bank of experience to the table. The synergy of international and local expertise within the company is quite unique. “This gives ARC a real advantage in this sector and our ambition to expand operations and gain

new international distributors will build on our existing presence in both consumer and clinical international markets.” The company’s investment in Northern Ireland is spearheaded by investors from the US, UK, Canada, Ireland and The Netherlands and is supported by Invest NI. “Globally, thermometry is a $50 billion per year industry, and we plan to bring a share of that revenue into Northern Ireland,” said Mr Paul. “The business was founded as a new company to benefit from the design, engineering, and contract manufacturing expertise in Ireland as a whole. “Northern Ireland is the perfect place to develop product and launch European Union, and Middle East distribution capability.” ARC will launch its new suite of non-touch thermometers at MEDICA in Dusseldorf from November 20th-23rd; MEDICA is the world’s biggest medical trade fair with over 134,000 visitors and 4570 exhibitors annually.

Rory Revs Up A Gear With Charles Hurst Jeep Ulster and Ireland rugby legend Rory Best has joined the team at Charles Hurst Jeep in an important deal which appoints the British and Irish Lions hero as the official ambassador for the iconic Jeep brand at Charles Hurst.

John Brankin and Peter Lynch of Charles Hurst Jeep with Rory Best

ohn Brankin, Franchise Director of the Jeep dealership at Charles Hurst, said Best was perfectly suited to the new role. “The Jeep brand represents pure

style, functionality, rugged capability and longevity in a unique, quality package – features we can readily see in one of our rugby greats, Rory Best. “Working with such an accomplished

sportsman is an exciting prospect for us. Rory is hugely respected in the world of sport and he echoes our core values of adventure and challenge. We’re delighted to have Rory on board and we look forward to working with him.” As part of the one-year deal, Rory will work closely with Charles Hurst Jeep on a range of exciting projects,

including live events, to help promote the Charles Hurst Jeep brand. Rory Best, 31, said he was looking forward to the challenge as he took the keys to his new Jeep Grand Cherokee. “To be asked to become a brand ambassador for Charles Hurst Jeep is a great honour and I’m gearing up to embrace that challenge in the year ahead.”

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Eye on Insurance

RSA NI - KEEPING YOU MOVING â&#x20AC;ŚHELPING YOU GROW

Back Row: Vincent McIvor - Head of Commercial Sales, RSA NI, Ian Cummings - Head of Personal Operations, RSA NI, Elaine Carr - Head of Commercial Operations, RSA NI, Neal Brown - Head of Commercial Underwriting, RSA NI, Mick Comerford - Acting General Manager, RSA NI Front Row: Colin Ryan - Head of Commercial Underwriting RSA Ireland, Libby Morgan - Head of Marketing and Personal Lines Sales, RSA NI, Jack McIlduff - MD RSA NI

Eye on Insurance RSA NI might sound like a new name to the insurance market place, but given its 300+ year heritage it is anything but. RSA NI has its origins in the Royal & Sun Alliance business and it is an organisation which is approaching the insurance marketplace here in Northern Ireland with a new purpose and focused growth agenda.

ased in Law Society House, Belfast, the operation in its present form came into being less than 11 months ago with the integration of RSA Belfast and Europa General Insurance forming a new single entity – RSA Northern Ireland Insurance Ltd (RSA NI). RSA NI is a wholly owned subsidiary of RSA and operates as an underwriting and claims agency writing General Insurance business under binding authorities on behalf of the wider RSA Group. The merger also marked a £5 million investment by the RSA Group and is a strong endorsement of its ambition and commitment to the Northern Ireland market, making it one of the fastest growing insurers in the province. It provides an extensive range of Commercial and Personal lines products channelled through a network of insurance brokers and scale partners. RSA is the largest insurer in the Republic of Ireland and the new business in Northern Ireland is now being managed on an all-island basis “RSA NI is all about offering a locally-based service to our Broker and Customer base,” says Mick Comerford, RSA NI’s Acting General Manager. ‘’Our operation provides a complete end to end service proposition for our client base, something we are extremely proud of.” “We have a dedicated team of highly experienced insurance professionals with a blend of strong technical capability and local market knowledge. This provides the capability to manage all of our client requirements, from policy inception to claims stage – right here in our Belfast

office. That’s a major USP in the insurance marketplace’’. RSA is focussed on growing to become the number one insurance provider in the NI market, underpinned by a proposition that is based on market leading insurance programmes, leading customer service levels and strong customer advocacy. The new entity is supported by over 130 dedicated and professional staff members delivering quality insurance solutions to its Broker and Customer base. The team also includes 30 experienced claim handlers who are dedicated to working with Northern Ireland customers. ‘’Building on the well established relationships already in place with our Customer base, Brokers and organisations in Northern Ireland, our aim is to help our business partners deliver excellence within their chosen sectors and mutually grow our businesses,” commented Mick Comerford. A major emphasis is placed on delivering a world class service to their client base, something the entire organisation is highly passionate about. “We’re fortunate to have such an experienced team here in Belfast,” adds Neal Brown, RSA’s Head of Commercial Lines Business in Northern Ireland. “It’s a team with exceptional levels of technical expertise and a team which is uniquely well qualified, including a high proportion who have either reached Chartered status or are on course to do so in the next 12 months.’’ RSA NI works with a wide range of clients across the business community and public sector here, including multinationals, SME’s and organisations in

Jack McIlduff, Libby Morgan and Neal Brown with Special Olympics Ireland representatives

“ We have a dedicated team of highly experienced insurance professionals with a blend of strong technical capability and local market knowledge. This provides the capability to manage all of our client requirements, from policy inception to claims stage – right here in our Belfast office.”

the manufacturing, energy, construction, transport, logistics and local government sectors. It also provides an extensive Personal Lines offering to customers on both Home and Motor insurance. “We work hard to tailor insurance solutions to our clients,” says Mick Comerford. “The economic challenges faced by businesses these days means it is important to have insurance programmes that fit customers’ needs. We work closely with our Broker partners to build solutions that reflect this changing environment.” “Yes, the economy and the wider marketplace has been

challenging for all of us over recent years, but we’ve always been here to provide the backing our clients need. We’re here to keep our customers moving... whatever happens,” says Mick Comerford. The RSA Group is also committed to an impressive corporate social responsibility strategy. They are committed to ensuring the business is managed in a responsible and ethical manner. Locally, RSA NI has two designated charities in Marie Curie Cancer Care and PIPS and wider afield RSA has well established charity links with WWF and Special Olympics Ireland. It also actively encourages staff to take part in their Global Volunteering Programme and NI staff have so far this year logged more than 250 hours of volunteering for local charities and community initiatives including the Woodland Trust, Assisi Animal Sanctuary and Habitat for Humanity.

For more information on RSA NI please log on to www.rsagroupni.com or if you wish to seek a quotation, please contact your local Insurance Broker.

Eye on News

STEPHEN TAKES TOP ANGEL AWARD Northern Ireland’s Halo Business Angel of the Year 2013 was announced at a special Halo investment pitch event at Belfast City Hall sponsored by law firm Arthur Cox.

tephen Houston, a nonexecutive director at Sophia, was presented with the award by the 2013 UK Halo Business Angel of the Year, Rajat Malhotra of Wren Capital. The presentation coincided with the announcement of the third fund facilitated by Halo - the Halo Grow NI EIS Fund. This fund, which is initially £200k, uses Seed EIS and EIS, which are the most efficient angel tax regimes in the world. Alan Watts, Director of Halo NI, said: “Stephen was an early investor in Sophia, one of our most exciting young home-grown IT companies. Without the drive, enthusiasm and commitment of people like Stephen, many exciting new ideas

would never get off the ground. “Importantly, we are also pleased to announce that the new Halo fund is open for business. It’s designed to co-invest alongside angels in Halo companies and to make it easier for busy angels to see some of their money put to use in exciting NI companies. “We’ve started with 14 angels aiming to invest in three new projects per year, but as an ‘evergreen’ fund, it will roll on and continue to grow. We would welcome more investment from more angels looking for some great tax breaks!” Accepting the award, Stephen said: “It’s a fantastic honour and one which I think recognises the combination of commitment as well as funds

Pictured at the Halo Business Angel Award of the Year 2013 are (l-r) Lynsey Mallon, Arthur Cox; Stephen Houston, Sophia – winner of the 2013 UK Halo Business Angel of the Year award – and Rajat Malhoptia, UK winner.

injected into the daily business of start-ups. The angel theory is that as we have done it before, we can do it again more easily and yes, there are some dog day afternoons, but there are smiles most of the time!” The City Hall event saw six businesses pitch to around 50 angel investors. It was hosted by Belfast Lord Mayor Máirtín Ó Muilleoir, whose mission during his year of office is to

support the creation of jobs and the development of a flourishing economy. Cllr O’Muilleoir said: “It’s wonderful to see so many enthusiastic entrepreneurs pitching their ideas and ambitions to the Halo angels. It proves that Belfast is a fantastic city to work and invest in. Belfast is growing in stature as a central business hub competing with major cities around the world and long may this continue.”

First Bupa Health Clinic Opened By Biokinetic Europe In Belfast A new BUPA Health Clinic in Northern Ireland has been opened by BioKinetic Europe, a Belfastbased health and clinical research company.

he new centre, a significant extension of the longstanding BUPA Wellness Centre, is open to both corporate and private clients alike, including non-BUPA members. The new purpose-designed centre represents a substantial investment by BioKinetic in facilities and screening equipment including a £50,000 computer-linked fitness bicycle. BUPA is a market leader in preventative healthcare. A comprehensive range of health screening assessments is offered at the centre, carried out by experienced BUPA qualified medical and nursing professionals and is currently open for clients from Monday to Thursday. The clinic is situated in the prime location of Great Victoria Street.

New services include private GP appointments, and the Advanced Health Assessment which is a complete healthcare MOT that lasts 90 minutes and provides data on how heart, lungs, muscles and metabolism perform during rigorous exercise on the bicycle. This data is then considered during an hour-long consultation with a doctor to shape a practical medical and lifestyle action plan. All assessments are tailored to individual needs to include female health and mature health. Most results are available on the day of the assessment and a full personalised health report and action plan will be provided. The company also has plans to extend opening hours to include

Lesley House, administrator, pictured in the new BUPA Health Centre in Belfast

Thursday evening, Fridays and Saturdays and to offer a comprehensive physiotherapy service. Lesley House, the centre’s administrator, says: “The BUPA Health Clinic is an immensely significant strategic investment by the company to develop the range of assessments and new services to current and potential clients. “It’s an ultra-modern and relaxing facility with state-of-the art equipment to provide accurate information for our doctors to help clients take any steps necessary to improve health and lifestyle and reduce the risk of major diseases.”

The centre includes a comfortable lounge for clients waiting assessment. In addition, computer workstations with internet access are available for clients. BioKinetic has a wealth of experience in health assessments. As an independent and flexible clinical pharmacology company that works with major international pharmaceutical development corporations, it has recently extended its 30-bed unit for participants in clinical trials. Trial participants include both healthy and patient populations, who play a vital role in bringing new lifechanging medicines to market.

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Eye on Travel

Managing your travel Belfast businessman Mukesh Sharma, Managing Director of World Travel Centre, has over 30 years’ experience in the travel and tourism industry and he will be sharing his knowledge with Business Eye readers each month throughout 2014.

“W

orld Travel Centre, Northern Ireland’s largest travel company, has three divisions. The overarching company is WTC, which has bases in both Belfast and Dublin, but the individual brands within WTC are key to our success. The corporate travel arm of the business is Selective Travel Management, handling corporate travel business for SMEs, universities, government mdepartments and charities based all over the UK and Ireland. Within the Selective Travel Management brand there is a groups & events department organising travel for groups on trade missions, sports activities and conferences across the world. A particular focus within the department is local schools and higher education establishments. Thriftway Consol is the consolidation/wholesale division serving the travel trade with airfares and accommodation. This division is appointed by many international airlines to distribute airfares to the travel trade in the area. Completing the line-up is McNeill Worldwide Travel, which is consumer-facing, serving clients with personal travel needs; competitive fares for flights across the world, honeymoons, cruises,

city breaks and package holidays. This facet of the business gives clients access online, face to face, by appointment or via tele-sales. The company has transformed significantly through the merger of the three brands and enjoys continued growth. In the past two years employee numbers in the business have increased to almost 50 from 29.

“ In the coming months I will be offering all kinds of advice to the corporate traveller and there will also be a focus on our international airline partners and what they have to offer the corporate traveller in Northern Ireland.” I would stress that despite the growth, and particularly in the Selective Travel Management business travel department, we continue to operate in small groups dedicated to individual accounts. Committed account teams have customer relationship managers ensuring the personal touch remains, which is something we pride ourselves on. In the coming months I will be offering all kinds of advice to the corporate traveller and there will also be a focus on our international airline partners and what they have to offer the corporate traveller in Northern Ireland. This month I’m looking at why companies here should use a travel management company when booking corporate travel.”

Ten good reasons for choosing a travel management company 1. Booking travel via the internet is not always the quickest or the most competitive option. A good TMC’s ultimate goal should be to assist you in reducing your travel budget, while at the same 7. time maximising your spend. 2. Coupled with the fact that a good TMC will provide you with multiple options for each quote, giving you the choice of a number of different routes, restrictions or airlines, they should be able to provide the most cost effective solution for your journey. 3. A good TMC should have access to a multitude of discounted prices for all airline, accommodation and ground operators. Due to the overall buying power that a TMC has, they have the leverage to negotiate better rates than what is often available directly. 4. While price is invariably viewed as the most important factor when looking at travel, companies tend to forget the time somebody in their organisation spends researching, and ultimately booking travel, could be better spent on tasks that individual is employed to do. 5. Another key benefit in using a TMC is when something goes wrong there is often no-one to pick up the pieces if the booking has been made via the world wide web. Often that ‘wrong’ is weather, delays, flight cancellations, traveller’s personal circumstances etc. A good TMC will ensure there is help at hand for the corporate traveller 24/7. 6. Duty of care is vital in the corporate world and a good TMC can provide corporate clients at any given time

with a list of passengers and their whereabouts; particularly useful at times of world emergencies, disasters or terrorism. A network of good contacts is all-important. Your TMC should have strong contacts internationally with hotels, airlines and ground handlers, ensuring a commitment to quality, duty of care and competitive travel. Having such a network means they can arrange meet and greets, provide translators and personal tour guides and, of course, provide valuable local information on any given destination.

8. The provision of travel management information is another key factor in using a TMC versus booking direct. A breakdown of spend, for example, can be a valuable tool in helping reduce your overall travel. Information can also be provided on carbon footprint, travel history and cost savings on bed rates and the overall travel arrangements. 9. A good TMC will analyse your management information reports and make suggestions as to how you can reduce your overall costs. 10. Many companies also like to have a travel policy which the travellers in the company should adhere to. It’s the job of a TMC to ‘police’ this and provide corporate clients with the tools to ensure they get the best value for money and travel policy compliance. With one simple phone call or e-mail to your appointed TMC, you can rest assured your travel requirements are in capable hands.

Eye on News

Leaf Secures A Second Microsoft Partner Award Belfast-based ICT solutions specialist Leaf has won a prestigious Partner Award from global software giant Microsoft for the second year in a row.

eaf was named Microsoft partner of the year for small medium business (SMB) on the island of Ireland at the Microsoft World Partner Conference 2013. The annual Microsoft awards recognise partner companies that have delivered exceptional Microsoft-based solutions during the past year. Steven Goldblatt, MD of Leaf, said he was delighted with the company’s success as it recognises Leaf as Microsoft’s

premier partner in the small to medium-sized enterprise sector across the island of Ireland. “This award reflects our expertise in delivering Microsoft solutions whether Cloud or On Premise (in the office) and combining both to increase customer productivity and performance,” he explained. Mr Goldblatt, who collected the award at the global software giant’s conference in Houston, Texas, also revealed it was unusual for Microsoft to

Leaf MD Steven Goldblatt receives the prestigious Microsoft Partner Award from Cathriona Hallahan, country manager for Microsoft Ireland.

recognise a partner company in this way in consecutive years. Last year Leaf was named as Microsoft’s Cloud partner of the year for Ireland for delivering Office365, Windows InTune and Microsoft CRM Online. The Leaf MD pointed out the SMB market is of huge importance and significance to Microsoft

Ireland as it is the driving force of the economy in both Northern Ireland and the Republic. Following the latest success, Leaf has now extended its solutions for small to mediumsized enterprises (up to 250 computer users) to include servers in the Cloud combined with servers in the corporate office.

PLANNING FOR SUCCESSION TO DELIVER SUCCESS “Northern Ireland is on track to deliver on the ambitious targets set for its agri-food industry but succession is key to success” was the message from Tony O’Neill, who was speaking at the NI Food & Drink Association (NIFDA) annual dinner in Belfast recently.

Tony O’Neill, Chairman, NIFDA (R) is pictured with Justin King, Chief Executive, Sainsbury’s and Michael Bell, Chief Executive, NIFDA.

pplauding the industry on achieving 30% turnover growth (2008-2012) the NIFDA chairman said: “I believe this robust performance throughout the recession demonstrates the capability of agri-food to outperform other sectors and to achieve our target of almost

£7.5billion turnover by 2020.” Addressing an audience of food industry leaders he stressed that co-operation along the supply chain, coupled with much closer government/industry collaboration would secure this goal, to the huge benefit of the NI economy. “Up-skilling the industry for future growth was also vital,”

he said, urging DEL, Invest NI and CAFRE to streamline and synchronise their training programme offers as a means of overcoming the current confusion within the industry about what government support is available. “Our industry’s impressive growth has been achieved by our Captains of Industry, but tomorrow’s growth will be achieved by today’s lieutenants. We must prioritise the early selection of the next generation of captains...be they from within our own businesses or from other professional backgrounds, and we must invest in them as future leaders. “We should never be content with simply ‘very good’...we must

be best, as planning for succession will deliver success,” he said. Welcoming Justin King, CEO of Sainsbury’s as guest speaker, Tony O’Neill recognised the significance of the UK multiples to NI’s food industry which is now 80% export dependent, a figure set to grow over the next seven years. Justin King, Chief Executive of Sainsbury’s said: “I am delighted to be here in Northern Ireland to speak at NIFDA’s annual dinner. Sainsbury’s is committed to Northern Ireland and we have fantastic relationships with our suppliers here, many of whom not only serve our stores here but elsewhere across the UK. We are delighted to play our part in their success.”

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Eye on Charity

HOPE FOR YOUTH (NI) LONDON EVENT More than 400 guests have attended the annual House of Commons v House of Lords swimming gala at London’s Porchester Hall... with a gala dinner raising thousands of pounds for the Hope for Youth Northern Ireland charity.

he parliamentary action in the pool was followed by a gala dinner with a range of products sourced from Northern Ireland. Chief guest at the event was HRH The Duchess of Gloucester, and celebrity guests included Joanna Lumley and Gloria Hunniford. A number of Northern Ireland organisations were

represented in London on the night, including Newtownardsbased Hughes Insurance, Lagan Construction, Arthur Cox (Solicitors) and Business Eye. Lesley Hughes of Hughes Insurance and his wife Jackie presented Hope for Youth NI with a cheque for £25,000 while Business Eye’s Brenda & Richard Buckley handed over a cheque for £3,000. Leslie & Jackie Hughes of Hughes Insurance present Joanna Lumley with a cheque for £25,000.

The Hughes Insurance table.

Brenda & Richard Buckley present a cheque for £3,000 to Joanna Lumley. Also included is event organiser Leo Callow of FAB Events.

Artist Ben Mosley auctions one of his works at the London Business Eye’s Brenda Buckley makes a surprise event. appearance on stage.

Hope For Youth patrons Joanne Lumley and Gloria Hunniford meet HRH The Duchess of Gloucester.

Leaf are delighted to have been awarded 2013 PARTNER OF THE YEAR FOR SMALL MEDIUM BUSINESS 2012 MICROSOFT CLOUD PARTNER OF THE YEAR

Technology Fast 50 Awards . 2010, 2011, 2012, 2013

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26/05/2011 10:56:18

Eye on Markets

Bubble Trouble? Cunningham Coates take a look at recent stockmarket movements and ask where we go from here

hat a year it has been! The S&P 500 stands a little way off its all-time high of 1800, having run up by around 25% since the beginning of 2013. The FTSE 100 has been a little more pedestrian, although a rise of 13% in less than 11 months is not to be sniffed at and, if the dividend of 3.5% is included, it might be considered a fairly satisfactory outcome over the timeframe. Though it is hard to believe, we have technically been in a bull market for almost five years with the FTSE 100 up 93% from its low in March in 2009, so naturally the question on everyone’s lips is: can it last? Monetary policy from the world’s central banks remains extremely accommodative as was recently reaffirmed by the chairman-designate of the US Federal Reserve, Janet Yellen, at her confirmation hearing. Asset prices have been generously underpinned and although the impact on the mainstream economy has been more disappointing we are at last beginning to see signs of recovery taking hold. Investors have done well to position their portfolios in order to benefit from central bank liquidity support (remember Mario Draghi’s ‘whatever it takes’ moment in the summer of 2012 which saw a surge of support for the Euro and for European

equities, to say nothing of the unprecedented stimulus measures taken by prime minister Shinzo Abe in Japan?). The rise in the S&P 500 very neatly coincides with the expansion of the Federal Reserve’s balance sheet to almost $4 trillion and so we might be forgiven for wondering if equities are now in a bubble. Not so, says Janet Yellen: the Federal Reserve does not see a bubble, based on measures such as price to earnings and the equity risk premium. Businesses have been able to restructure and rebuild balance sheets since the crisis began and corporate activity has returned to the agenda, suggesting not only that confidence has returned to the corporate sphere, but that there is still value to be found. Undoubtedly, the easy money has been made (though it certainly hasn’t felt easy over the last five years). Growth is becoming harder to come by and earnings slowing but there remain a number of reasons to stay positive. As companies have been rebuilding their balance sheets, so households have been rebuilding theirs and the labour market has been gradually improving (the UK stockmarket took fright when it looked like Mark Carney’s 7% target for reassessing interest rates looked like it might be breached sooner than anticipated).

Much has been made of the contrast between Wall Street and Main Street and particularly when seen through the prism of the Northern Ireland economy, it is hard to see how markets could have staged such a remarkable recovery in the last five years. Even here, though, we are seeing improving economic conditions, with higher demand and a rise in new orders and employment. Perhaps even more interestingly, the three Northern Ireland companies with a UK stockmarket listing have posted extraordinary rises between March 2009 and 20 November 2013: Andor has risen by 622%, First Derivatives by 667% and UTV Media by 493%. Ultimately this last point speaks volumes: the performance of an individual company, whilst linked to the performance of the economy as a whole, is also a function of how the company deals with the challenges facing it. Investors (perhaps now more than ever following such a spectacular recovery in share prices) must exercise skill and judgement in the selection of the components of their portfolios and since progress is almost never linear, they must be ready to take advantage of whatever opportunities the market presents, in the building and preservation of their wealth.

Heather McHenry, Partner

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. 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.

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Eye on Property

Shopping Centre Health Checks, The Key To Maintaining Value

Gerard McCann, CBRE Belfast

As shopping centres encounter serious challenges in terms of reduced consumer spending and competition from each other as well as the internet, their owners and the banks that fund them are faced with key issues about how to maintain and improve property performance.

o help centres to recover business, the Property and Asset Management (PAM) team in CBRE Belfast & Dublin have devised a programme, which provides information for the decision makers on how to plan for a centre’s future. Gerard Mc Cann, Head of PAM Northern Ireland at CBRE, says: “The health check critically assesses the centre with a view to delivering a prescription of actions or remedies that will have it fully prepared in a “ready for sale status”. The first stage of the process focuses specific attention on the collection of information relating to a number of key areas: • Documentation - including leases, licences and side letters • Financial Information - including turnover, rents and service charges • Marketing • Occupier Appraisal • Consumer Feedback • Area Demographics • Business Plan • Maximising Returns

This process allows for a much more comprehensive and critical appraisal of the centres’ health to be obtained than would otherwise normally be achievable from the dayto-day management information which should be available. Many owners do not understand their consumers’ needs and expectations. Good customer service is vital to every shopping centre and a good shopping experience is critical, particularly in the current climate. The landlord needs to tap into their consumers’ expectations as repeat shopper visits are key to a successful centre. During stage two of the health check process, the team reviews risk assessments, health and safety, fire and insurance matters. Having up-to-date compliance certification is vital in having a shopping centre in a ‘ready for sale’ status. Sales of a number of schemes have been delayed recently due to a lack of up-to-date documents. Experience shows that a number of retail schemes have not been diligent in maintaining documentation, such as certification, HR files, etc. The CBRE PAM team will help bring certification up to the required standard. Checks of all operations cover everything from facilities management, mechanical and electrical systems, and energy management to telephone protocols

for security control rooms. As part of this stage of the process, the centre management operations will be reviewed to ensure a uniform professional approach is used at all times. The outcome of this review will result in the adoption of a ‘best in class’ approach. In tandem with this, CBRE’s accounts division will assess the financial reporting and delivery capabilities of the existing scheme operators. This is critical for banks and stakeholders as transparency and speed of money collections are a key priority in the current climate. This process ‘drills into’ the tenancy schedule of the property and cross references the payment criteria with the leases/side agreements, etc. Given the high level of rental concession agreements in place within many shopping centres it is important that the stakeholders have a reliable knowledge base against which they can benchmark their tenancy arrangements. Having been recently appointed to manage the Sun Plaza Shopping Centre in Bucharest in Romania, CBRE are now the largest manager of shopping centres in Europe with some 200 schemes under management. CBRE now has a dominant position in the European Shopping Centre marketplace and the company has a vast knowledge base and expertise which it can tap into; furthermore

it is now leading the field in the context of specialty leasing for commercialisation and sustainability and can draw on considerable market information when benchmarking service charges. The final stage of the process involves workshops which draw together the retail, investment, marketing and research functions of the business. From these workshops a roadmap or a bespoke strategy is devised for the property over an 18 month, three year or even longer period. A business plan for the scheme is then developed. Typically the business plan will advise on the appropriate tenant mix and tenant engineering, key performance indicators (KPI) for the centre, KPI’s for the centre’s management team, financial goals on advice for capitalising on the catchment’s demographics. CBRE’s health check programme repositions shopping centres in order to attract and retain customers whilst maintaining and enhancing the value of client’s assets.

For further information contact: Gerard McCann, Director, Property & Asset Management CBRE Belfast t: 02890 436759 e: gerard.mccann@cbre.com

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Eye on Finance

Ready for growth in 2014 Looking forward to the year ahead, Managing Director of Close Brothers Commercial Finance, Harry Parkinson, tells us about the benefits of asset based lending and explains how it can help fund growth and ensure that local firms are ready to seize opportunities as they arise.

Harry Parkinson, Managing Director, Close Brothers Commercial Finance

s we move into the New Year, many of us are starting to consider what it will bring. On the business front, confidence is rising and many are optimistic that 2014 will bring increased opportunities for growth. In fact, Northern Ireland’s economy is forecast to expand at its fastest rate since 2007, according to a recent survey by PricewaterhouseCoopers (PwC) which predicts that the local economy will grow by as much as 1.6 per cent in 2014. Results from the latest Close Brothers Business Barometer* seem to support these findings, with 34 per cent of SMEs reporting that they are benefitting

from the current trading conditions. However, the survey also revealed that a further 11 per cent have identified opportunities for growth, but they feel they are unable to access the finance to make their plans a reality. So how do you ensure that your business can take advantage of the growing economy? I believe the answer lies in making the most of what you’ve got. And in order to fully prepare for the potential upswing, businesses must be well capitalised with ready access to funding. That’s why we’ve introduced asset based lending (ABL), a unique product that is designed to help firms make the most of the assets at their disposal.

This type of opportunity is often led by invoice finance, which unlocks the capital tied up in sales invoices and is bolstered by taking company assets such as stock, property, plant or machinery into consideration. This allows you to boost your working capital and ensure you have the financial capacity to adapt and position yourself for success in a changing economic climate. * The Close Brothers Business Barometer is carried out independently by Lightspeed Research on a quarterly basis. It canvasses the opinion of over 700 SME owners across the UK and Ireland on a range of issues affecting their business.

Asset based lending We understand the need for businesses to have access to smart financial solutions with a trusted and experienced funding provider. Blending stock or property with specialist invoice and asset finance expertise, we maximise asset values and the range of funding challenges we can solve. You may need support with a merger or acquisition, or perhaps you are considering a management buyout. No matter the requirement, we can provide an ABL facility to suit a wide range of business needs.

Talk to us today on 028 9517 0406 or visit www.closecommercialfinance.com Close Brothers Commercial Finance is a trading style of Close Brothers Limited and Close Invoice Finance Limited. Close Brothers Limited is registered in England and Wales (Company Number 00195626) and its registered office is 10 Crown Place, London, EC2A 4FT. Close Invoice Finance Limited, a subsidiary of Close Brothers Limited, is registered in England and Wales (Company No. 00935949) and it’s registered office is 10 Crown Place, London, United Kingdom EC2A 4FT.

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10/12/2013 17:00

Enterprise Week 2013 Building Business Momentum Bank of Ireland UK developed Enterprise Week as an initiative to communicate directly and at a local level with a large number of SMEs in Northern Ireland.

to provide a welcome opportunity for hundreds of local enterprises to showcase their goods and services across the bank’s Northern Ireland branch network.

Five years after the inaugural event, Bank of Ireland UK’s Enterprise Week is now seen as one of the key initiatives supporting local business in the local market place. It has proved itself to be the blueprint for engaging with SMEs and continues to offer a means of connecting this vital sector with local expertise, professional advice and above all, practical and relevant support.

Ian Sheppard, Head of Business & Corporate Banking Northern Ireland for Bank of Ireland UK said: “Supporting the needs of businesses in Northern Ireland remains our priority. Enterprise Week is the perfect platform for us to reiterate our continued commitment to actively engage with and provide finance for viable SMEs in every sector across Northern Ireland.

To launch the latest initiative in November the bank surveyed local business owners and the results revealed a positive business climate in Northern Ireland. Three quarters of the companies questioned were either growing or had stabilised following the downturn while seven out of ten businesses were optimistic about prospects for 2014.

“We want to invest in the growth of local businesses and to help build business momentum and that is why I would encourage people with business ideas to come forward and to talk to us. If it is a sound and viable idea – we will help to make it happen.”

At Ravenhill Rugby Stadium, more than 100 guests from businesses and business organisations gathered to hear presentations from a host of local business leaders. Among the speakers was Kieran Byrne, Managing Director of Wastebeater Recycling, a company that is a longstanding Bank of Ireland UK customer that uses technology as a means of reducing the reliance on landfill. Kieran spoke about developing and growing a business and the challenges of accessing finance. Kieran’s story served to underline the message running throughout the week that Bank of Ireland UK is open for business to those with a sensible and viable business proposition.

Enterprise Week took place from November 15th – 22nd with the theme “Building Business Momentum” which was underpinned by a focus on the needs of growth businesses. The events showcased funding for growth, benefits of commercial finance for working capital, alternative sources of finance such as Kernel Capital and Bank of Ireland UK’s local expertise including availability and access to specific services such as Global Markets. The week-long programme was packed with a host of events including flagship seminars in Belfast and Derry/Londonderry, agri-seminars and networking opportunities. The enduringly popular branch network’s ‘Show Your Business’ also returned

CSS074161 - NI Advertorial Building Business Momentum.indd 1 44

Bank of Ireland UK hosted a flagship event in Derry / Londonderry as part of Enterprise Week. The event in the City Hotel focused on Funding for Growth for Small to Medium Businesses. Speakers included Ian Wilkinson, Invest NI who spoke about investing in Sustainable Development and Claire Scott McAteer of University of Ulster who covered business Tax considerations for Cross Border advisors. They shared the platform with Colin Crangle, Commercial Finance Manager and Henry Cleary, Global Markets Manager from Bank of Ireland UK, who spoke about working capital and global markets tools which can be utilised to support funding business growth. Fred Smyth, Regional Business Manager at Bank of Ireland UK (right) also attended the event.

10/12/2013 09:23

Bank of Ireland UK welcomed the Guild of Agricultural Journalists to a seminar as part of Enterprise Week. William Thompson, Agri Manager NI, Bank of Ireland UK (left) & Ian Sheppard, Head of Business & Corporate Banking Northern Ireland for Bank of Ireland UK (right) chat with Guild Member Tom Morrow at the event. Members of the Guild heard presentations from Alan Bridle, UK Economist, Bank of Ireland UK who provided his analysis on economic recovery and also William Thompson, Agri Manager, Bank of Ireland UK, NI who outlined how best to overcome the challenges faced by many agri businesses.

Lillyannabella is a new venture based in Castlederg, which specialises in personalising agri farm vintage items. It was started by local artist Samantha Bogle in October of this year and she is full of praise and enthusiasm for Enterprise Week and the opportunities it afforded her and her new business. She said: “Enterprise Week gave me visibility on the high street for the first time through ‘Show Your Business’. I showcased my products in four branches across Northern Ireland and achieved direct sales which was fantastic. “Looking ahead to 2014 I want to secure and grow my retail presence and through ‘Show Your Business’ I made some great contacts with local retailers interested in stocking my products. I would definitely take part again!” Eleanor McEvoy, Managing Director of Budget Energy, was keen to be involved in Enterprise Week because at its heart is its support for local business. The

‘Funding for Growth’ was the title of the seminar held at Ravenhill Rugby Club, where speakers included from left: Sean Sheehan, Regional Manager NI, Bank of Ireland UK; Kieran Byrne, Managing Director, Wastebeater; Niall Olden, Managing Partner, Kernel Capital; and Clare Guinness, Regional Business Manager, Bank of Ireland UK.

energy provider took its ‘switch and save’ message to ‘Show Your Business’ in Derry / Londonderry. Eleanor McEvoy said afterwards: “Enterprise Week continues to show a commitment to helping Northern Ireland businesses, especially in a competitive market.” Ian Sheppard believes Enterprise Week’s enduring appeal lies in its ability to add real value to SMEs. Ian is passionate about the relevance of the initiative in the Northern Ireland market and the support it continues to provide to the small business sector. He said: “Enterprise Week is all about engaging with local entrepreneurship, working with those who have an ambition in business and who want to realise it.

our Agri Investment Fund to £100m and have approved over £60m funding to Agri businesses – a key sector for growth in the NI economy. “We have introduced the Kernel Investment Fund, the first venture capital fund of its kind in Northern Ireland which provides alternative access to cash for SMEs. Enterprise Week connects with the business community of Northern Ireland in a very real way. We can provide local expertise, sound advice and the access to finance which can help grow young enterprises into the businesses of the future.”

“Bank of Ireland UK is providing growth finance for companies with clear potential. Since the start of this year the bank has provided over £130m in funding to SMEs and we have approved 93% of lending applications. In May this year we doubled

Bank of Ireland UK is a trading name of Bank of Ireland (UK) plc which is authorised by the Prudential Regulation Authority and regulated by the Financial Conduct Authority and the Prudential Regulation Authority. Registered in England & Wales (No. 7022885), Bow Bells House, 1 Bread Street, London, EC4M 9BE. Source of research: IReach Market Research 31st October 2013. Between Jan 2013 and Sept 2013, Bank of Ireland UK approved 93% of applications for credit facilities. This rate rate is based on average monthly approval rate of formal credit applications across all Business and Commercial sectors and includes applications for new money, increase of existing facilities and restructuring of facilities. CSS074161 - NI Advertorial Building Business Momentum.indd 2

10/12/2013 45 09:23

Eye on News

HASTINGS LIFTS TOP HOTEL TITLE A Northern Ireland family run collection of hotels is celebrating after it picked up the award for Best International Hotel Group at the annual Blue Insurances Travel Media Awards in Dublin.

astings Hotels, which comprises of six properties across Northern Ireland including the world renowned Europa Hotel in Belfast, the Everglades in Derry~Londonderry and the 5-star Culloden Estate & Spa and is operated by the Hastings family, won the prestigious award which was voted for by a wide cross section of media in the Republic of Ireland and independently audited by the Department of Tourism at Dublin Institute of Technology. More than 170 guests and VIPS from the travel trade and media

throughout Ireland gathered at the Shelbourne Hotel in Dublin for the awards which were created to acknowledge outstanding performance in the travel and tourism industry. Sir William Hastings, who founded the group in 1966, is at the helm of the company and works alongside his four children who all hold senior positions to ensure the six hotels continue to be recognised by visitors from around the world. “We are thrilled to have named Best International Hotel Group at the Blue Insurances Travel Media Awards. What makes this award

Managing Director Howard Hastings with his three sisters and fellow directors Aileen Martin, Julie Hastings & Alison McKimm.

extra special, is the fact that it was voted for by the Irish media, many of which have stayed at our six hotels and play a big part in helping us inform people about our wonderful offering. “Over the last fifty years we have worked very hard to position Hastings Hotels as Northern Ireland’s leading

collection of hotels and have a fantastic team of staff working in the hotels and at head office. What’s more, I am very proud that my own children all hold senior positions within the group and are very much involved in the day to day running of the business,” Sir William said.

ASG Makes ‘The Definitive Cut’ With Ad Accolade A local marketing and communications agency has been recognised for its creation of a new TV commercial for leading men’s fashion brand, Remus Uomo.

Pictured setting the scene for the ad are (L-R) Rory Jeffers, Deputy Creative Director at ASG and Adam Finlay, Digital Media Manager at Douglas & Grahame.

reated by Belfast based ASG, the ad was awarded ‘Irish Marketing Journal Ad of the Week’ for the campaign concept that showcases Remus Uomo’s Autumn/Winter Collection 2013 in a thrill-seeking homage to classic heist movies. This cleverly crafted tribute to films such as ‘The Thomas Crown Affair’, ‘Ocean’s Eleven’ and ‘The Italian Job’, is an integral part of an exciting new marketing campaign designed to reaffirm Remus Uomo’s statement and style credentials. Rory Jeffers, Deputy Creative Director at ASG said: “To

have our work on behalf of Remus Uomo acknowledged by Ireland’s leading marketing publication, Irish Marketing Journal, is pretty special and is testimony to the strength of the partnership we have with Douglas & Grahame.” Adam Finlay of Douglas & Grahame said: “We are absolutely delighted to have worked alongside ASG in the production of this new TV commercial for Remus Uomo. The ad showcases the menswear collection in a dynamic and impactful way and we believe it will help to deliver great commercial success for the brand.”

Eye on Digital

Online Video Should Be On Every Marketeer’s Radar! As we progress along this digital journey, with greater accessibility to all things online particularly with mobile access and the ever increasing broadband and wifi speeds, one pillar of content marketing has risen head and shoulders above the rest – online video.

nline video now accounts for 50 % of all mobile traffic and up to 69% of traffic on certain networks. (Bytemobile Mobile Analytics Report) Five years ago “online video” was a simple matter of putting your corporate film or TV ad on your website. It has gone from a ‘nice to have’ extension to TV advertising into a fully fledged medium in its own right. The questions marketeers are asking in 2014 are not things like “how do I get an online video?” but “how can I get more out of my online video?” Today, we have as many examples of start-ups whose main growth driver is their use of online video to spread the word as we have existing brands delivering double-digit growth through investment in online video. Youtube is the world’s biggest online video portal. It’s also the second biggest search engine behind Google. So the topline benefits of video as part of a content strategy are plain to see. But as a business in Northern Ireland, what does this mean for me? Regardless of your customer base, video is key to selling your brand proposition, locally and internationally. According to Ofcom, Northern Ireland mobile internet access has risen to 41% in 2013 from a 2010 penetration of 13%, and this trend is accelerating.

Online Video Is Not A Tv Ad Let’s be clear – online video and TV advertising are completely different platforms. Online video is a gateway to target and connect with customers who have an interest in your offering, resulting in measurable conversions and leads. TV is the mass market medium of the living room. Online video is not a replacement of a TV ad, but a unique medium that’s trackable and social. Sharing video is a brand accelerant and it’s free. We want viewers to turn into brand advocates as well as customers. Measurable Success There are best practice guidelines if you want to succeed in an immersive brand experience or convert a video viewer into a customer. Online video should be delivering first-rate audio-visual experiences to real people, rather than focusing on quick wins to boost reach. Any publisher can enrich their website, blog or Youtube channel with the addition of video content. But even with high-quality video assets, success is far from automatic.

Video must be entertaining and valuable to target audiences, bitesize content is the key here. Businesses and services have used online video to create educational and instructional content that positions them as a key influencer within their industry. Brands can take content much further to increase engagement. “Prank-vertising” or “stunt-vertising” has taken off as the latest genre where entertainment is the mechanism to drive brand awareness and engagement. Think ‘Beadle’s about’ on helium, with a sales message embedded within the video. If you can deliver brand entertainment in this format then you’re onto a winner, and quite possibly reach the promised land of a video that goes viral! Globally, online video traffic will be 55% of all consumer Internet traffic in 2016. (Cisco) Outreach As well as using seo friendly tags for your video, as part of any content marketing strategy, social media should be leveraged to gain traction, and get more eyes on the prize.

Overloading video titles and descriptions with keywords should be avoided, incorporating major terms such as ‘video’ and ‘how to’ in a natural way will improve the likelihood of your content returning a result. But even more fundamental to success with video is the importance of creating content for people, rather than for search engine indexing. Video is a powerful, unmatched medium for storytelling and entertaining. Optimised for discovery and sharing, it’s an unparalleled channel for brands to share their messages and secure that all-important marketing ROI. Whatever your marketing goal, online video cannot be ignored as part of the marketing mix. simply zesty is Ireland’s biggest digital agency with a team of over 50 digital professionals in Belfast & Dublin. Contact us today on 028 9033 4044 or visit simplyzesty.com and discover how we can help increase your online brand experience through web, social, mobile and video.

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Eye on Events

LEAFâ&#x20AC;&#x2122;S GOLF DAY Leaf, Microsoftâ&#x20AC;&#x2122;s Premier Small and Medium Business Partner, recently held their annual Golf Day at the Royal Belfast Golf Club. They also held their Microsoft Customer Breifing on Windows Cloud at the Golf Day. The company recently celebrated receiving the accolade of Microsoft Ireland Small and Medium Business Partner of the Year 2013.

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(1) David Robinson, Denis Meade, Simon Danielli, Charlie Stewart. (2) Sam Goldblatt. (3) Kyle Johnston. (4) Steven Goldblatt. (5) Donagh Walsh, Colm Murphy, Steven Goldblatt, Michael Flannigan. (6) Peter Paul de Heer, Jonathan McAlpin, Jamie McMinnis. (7) Peter Paul de Heer (Microsoft Western Europe).

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Eye on Events

Keys Finance Group Kicks Off Festivities In Ski Lodge Style! The Keys Finance Group along with Trade Finance Partners recently invited staff, clients, partners and prospects to kick off the party season in style with a get-together at The Merchant Hotels â&#x20AC;&#x2DC;Swiss Ski Lodge.â&#x20AC;&#x2122; Party goers were more than happy to enter into the spirit of the evening donning Rudolph Antlers, Santa Hats, Elves Ears and Tinsel Garlands (Who said Finance was boring?) and Business Eye captured it all on camera.

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(1) Keys Finance staff: Kelley Toner, Judith Totten, Owen Graham, Heather Mills, Diane Woodside (2) Keith McManus McGuire & Farry, Allen Martin Invest NI (3) Angela Brady Brady Solicitors, Vanessa McCleary McCleary Accountants, Celine Magill Art on Fashion (4) Paul Larmor Investor, Ken Roulston CMI (5) Michael Killen The Welcome Organisation, Kate Morris The Welcome Organisation, Paul Loughran Regenerate NI (6) Darragh Cotter Daly Park & Co, Ann Doran Daly Park & Co, Oliver & Carol Dinesmore ODM Group (7) Stuart Ramsden Attradius, Stephen Thompson BSx2, Andrew McBirney Attradius (8) Ian Mercer Mercer Agencies, Judith Totten Keys Finance, Bill Waring Investor, Ronnie Lewis Investor

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(9) Glynis Harkness Craig Foods NI, Terence Harkness Craig Foods NI, Heather Mills Keys Finance Group (10) Michael Barrett Moore Stephens, Alan Watts Halo, Mike Irvine Cordovan Capital (11) Kelley Toner Keys Finance, Sandra Moore The Welcome Organisation, Ronnie Lewis Investor (12) Chris Ashe Trade Finance Partners, Vanessa McCleary McCleary accountants (13) Trevor Birney Below the Radar, Nigel Birney Trade Credit Brokers, Ollie Thompson Trade Finance Brokers (14) Clare Hawkins & Mark Glover of Rockcastle, Kelley Toner Keys Finance (15) Diane Woodside Keys Finance, Warren McCleary McCleary Accountants, Adrian Bannon Flannigan Edmunds Bannon, Vanessa McCleary McCleary Accountants

Eye on Project Management

Transferable Skills of Project Management in High Demand Interest in project management skills is fast becoming a global phenomenon in today’s workplace. Here in Northern Ireland, the NI Government Departments recently announced a partnership with the UK’s professional body for project management, the Association for Project Management (APM), to support the delivery of major, transformational programmes and projects. But why is project management in high demand? Business Eye speaks to Mike Browne, Course Director of the Masters Programme in Construction Business & Project Management, at University of Ulster to find out more. Mike is also an Honorary Fellow of APM as well as founding Chairman of its local branch:

ith increased competitive pressures on businesses and a tighter public purse, one of the clear legacies of the recession is that public and private sector organisations need to deliver transformational projects more effectively and efficiently than ever before. In doing so, they are investing heavily in their project organisational structure and systems as well as in employee skills. A review of recent recruitment advertisements clearly shows that if the right project management competency clusters are not available in-house, companies are willing to look elsewhere. Business and public sector organisations need executives who can ‘manage by projects’ to meet their strategic objectives on time and to budget. These projects can range from new technology roll-outs (e.g. chip and pin credit cards); construction capital projects (such as Titanic Belfast), and mergers (such as the local government reform); to new accounting/ processing systems (e.g. universal credit system), and rebranding

(such as Northern to Danske Bank). Increasingly organisations are demanding that their managers gain in-depth project management knowledge and experience to complete their management toolkit. Business managers direct the change and want to do the right thing. But who delivers this change? This is the role of the project manager. The effective ‘management of projects’ requires higher order skills in the areas of problem solving, decisionmaking, creativity, negotiation, people and task management all within a temporary organisation in order to deliver new products or services within time, cost and specification. Professional project managers deliver change and more importantly do it right! These highly educated and trained managers, whether within the project or within the business itself, will tend to do the right thing, right. Consequently project leaders and project managers are in demand across the world and their skills are fully transferable.

Mike Browne, who is a Fellow of the Association for Project Management and Course Director of the Masters Programme in Construction Business & Project Management, UUJ.

The University of Ulster has been successfully educating postgraduates in project management for over two decades. Whilst the course is construction related, alumni have progressed their careers in different sectors e.g. nuclear, oil and gas, ICT, aerospace, transportation, disaster relief and management consultancy. They have indicated that they and their employers, due to their specific skill set, are happy to allow them to transfer between industries. They have also been able to develop their careers across the globe from mainland Europe, the Middle and Far East, Australia and New Zealand and North and South America. This reinforces the fact that project management skills are totally transferable both between disciplines and geographical locations. Since 2011, the twin concepts of business and project management have been incorporated within the Master of Science construction degree to reflect this interdependency. The Association for Project Management (APM) is the UK and Europe’s leading professional body that provides leadership to the movement of committed organisations and individuals who share their passion for improving project outcomes. APM is also the largest body involved with the International Project Management Association (IPMA). They have established it as a true

profession. Consequently, they have partnered with the Westminster Government through the Cabinet Office and recently with NI Government Departments. As well as offering opportunities for best practice sharing APM, through its NI Branch, offers locally based project managers continual professional development through a range of events. These give members the chance to share knowledge and network with fellow project managers. Acting as a voice for the profession here the NI branch also seeks to build an understanding of the value its members bring to the economy and society as a whole. It is a thriving local branch which is interested in hearing from any individual wishing to progress their career in project management through professional qualifications or from organisations that wish to further develop their employee capability in this regard. More information on corporate and individual membership of APM can be found at apm.org.uk/group/ apm-northern-ireland-branch or contact APM on 0845 4581944.

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EyeonTelecoms

Richard Simpson & Atlas TAKING ON TELECOM’S BIG BOYS

EyeonTelecoms Competition doesn’t come much tougher than the business rivals faced by Belfast-based Atlas Communications. The telephony/internet specialists square up to giants like BT and Virgin Media on a regular basis.

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ometimes we win... sometimes we come second or third, but we compete strongly in every respect,” says the company’s young Managing Director, Richard Simpson, who has followed his father John into the leadership role at the firm. He might be younger at 31 than a lot of CEO’s at firms of this size and scale (Atlas employs 33 people and is currently recruiting), but Simpson is a man with a clear vision of where he wants to see the family business going, and he’s not scared of the challenges it faces along the way. “We have a core customer base which is skewed towards the public sector – especially area health trusts – and we want to build up our private sector base as well. “But what we’re going to continue to do, and do well, is to work closely with and understand what our customers want from us, and what they need in terms of telephony and internet. “And we back that up with a dedicated service team based here in Belfast, as well as a team of mobile engineers who are out at customer sites on a daily basis.” Both, one suspects, might well turn out to be USP’s working firmly in favour of Atlas Communications. Atlas began life 31 years ago, developing a strong presence within the local telecoms market. However, 7 years ago John Simpson reacquired the company, having been an original partner in its early creation, and merged it with his internet services company, Bytel, to create a company capable of offering a complete package of voice and data business solutions. Richard started his working life as a business journalist in London having graduated in broadcast journalism from Sheffield University. He worked initially in business trade publications and in 2007 moved into working in the digital sector. With a move into the family business on the cards, Richard completed an MBA at the University of Ulster and took on the MD’s role in 2010. Building on a long legacy of customer service, he believes that business in NI is still built on strong direct one to one relationships. “Competition is more than just price today. Telecommunications

technology is moving so fast that we become part of the client team. Our dedicated help desk providing immediate support to clients is essential and one of our most valuable features. The company is in major growth mode this year, investing heavily in developing the business in three complementary divisions. The main core business will remain provision of advanced telephony services. The company has a strong customer base in Health, Local Government, Councils and private sector businesses many of whom are in advanced manufacturing, the knowledge economy sectors and dependant on sophisticated integrated communications technology for global trading. Customers include the NI Assembly, where Atlas provides internet services. “We provide a bespoke service to clients, examining what their business needs and providing advice on the most cost effective solution. Whether that is providing Hosted Telephony which means that they can operate with fixed costs to manage budgets or a Virtual Private Network, which means we supply the back office systems that mean clients do not have to invest in capital equipment in their offices. “Space is expensive and at a premium for businesses today, so we can host the operating systems that mean clients just have to use the phones on their desks but know that they have the full range of sophisticated systems they need to route calls, record traffic and store data.” As part of the company philosophy of working in partnership with customers to maintain their global competitiveness, Richard and his team have developed two new divisions within the core business. Atlas Secure Cloud is a new development with further major investment planned in expanding the infrastructure for secure hosting of data storage which will be combined with a new emergency Disaster Recovery suite and facilities for clients. What many organisations are finding is that to comply with the Data Protection legislation they must store their data within the EU. This is not easily guaranteed but using the services provided by Atlas Secure Cloud

“ Competition is more than just price today. Telecommunications technology is moving so fast that we become part of the client team. Our dedicated help desk providing immediate support to clients is essential and one of our most valuable features.” will ensure that companies throughout Ireland and the UK will be compliant. The third major development is the plan for a dedicated Creative Industries Communications Centre. Atlas has an enviable reputation within the burgeoning film and television production sector for its ability to set up and deliver instant telecommunications and IT support services on demand. It recently stepped in to provide telephony solutions for the team working on the production of an upcoming American action drama fantasy movie which was being filmed at various sites around Belfast “For all of these production companies they need to be able to set up, operate at optimum levels and complete in strict timelines. We have a well-developed streamlined service for them and are in advanced stages of opening a dedicated

Creative Industries Touchdown Centre at our Duncrue Headquarters to provide them with fully equipped and connected facilities that will allow them to work to international time zone requirements.” Richard is also conscious that this kind of growth and development will require more than just technology. “We are determined to re-invest in our community and we are working towards the introduction of an advanced engineering apprenticeship programme that will take graduates into a specialist programme of training and mentoring. “Not only will we be sharing the experience of our engineers, we will be offering jobs on an on-going basis and ensuring that we are in a self-sustaining growth path. That growth path also includes potential expansion into the Republic of Ireland marketplace. “We’re bullish about our growth plans and we’re ambitious. But it won’t be growth at all costs. I’m a great believer in keeping one eye on the books and the other on the future.” Richard Simpson subscribes to the view that global connectivity, easy access to advanced technology and competitive telecommunications services are all essential to the economy in Northern Ireland. “Telephony is very much in our DNA as a company... .and the business community in Northern Ireland will be hearing a lot more about what we can do in the future.”

Eye on Round Table

RESEARCH & DEVELOPMENT... STEPPING UP OUR GAME Business Eye joined forces with Invest Northern Ireland to stage a Round Table Discussion event at INI’s Belfast headquarters looking at how Northern Ireland organisations are faring on the research & development front.... at what more can be done....and at the all important links between business and our academic institutions.

The Participants

Dr. Bryan Keating (Chairman) - Current Chairman of MATRIX, the NI Science Industry Panel and a former Vice Chairman of Invest NI. He co-founded CEM Computers and is currently Chairman of both Mail Distiller and James Leckey Design. A visiting professor at the University of Ulster, he sits on the liaison committee of the NI Science Park.

Graeme Thompson – Financial Director of Schrader Electronics, one of our leading high technology manufacturers and a global leading in tyre pressure monitoring systems.

BK – All of us around this table recognise the importance of R&D. The figures show that we’re a bit behind some other regions. So do we do enough of it here in Northern Ireland?

Professor Jim McLaughlin – Chief Technical Officer of Intelsens; Professor of Nanotechnology in the School of Electrical and Mechanical Engineering at the University of Ulster the Director of the new NIBEC (Nanotechnology & Integrated Bioengineering Centre).

Dr. Dermot Leonard – Dermot heads up the Business Alliance team within Research & Enterprise at Queen’s University, set up to help establish and develop research partnerships with businesses and organisations in the public, private and voluntary sectors.

GT – As a company, we commit a lot of resources to R&D. We do all of our own product development and we also develop a lot of our processes. In our automotive marketplace, R&D is absolutely vital. We re-invent our product range every two or three years, and we still have to compete on cost. But R&D is the thing that keeps us where we are today and it allows us to compete on the world stage whilst being based here in Northern Ireland. BK – That’s a great testimony. So you’re happy that your company is doing enough? GT – Yes, in fact we’ve got engineers working on projects well outside of our core product area, and we will continue to move forward.

Stephen McComb – Centre Leader at the NI Connected Health Innovation Centre based at Jordanstown (UU & QUBlinked Research & Development Competence Centre).

Carol Keery – Director of Research & Development at Invest Northern Ireland.

Godfrey Gaston – Operations Director, The Institute of Electronics, Communications & Information Technology (ECIT) at Queen’s University, Belfast

CK - The difficulty is that there are only 10 companies or so in Northern Ireland, and we could probably all name them, who account for more than 60% of the R&D investment. The make up of our R&D base is the thing that concerns me the most. We need more penetration....more businesses getting involved.

Eye on Round Table

GG – But I think that there is a level of R&D that isn’t actually monitored. We have a large number of companies with 25 employees and less, and there’s no doubt that a lot of them do a lot of development. But it isn’t always recorded. JMcL – I remember saying to Leslie Morrison (the former INI Chief Executive) about ten years ago that there wasn’t enough research going on, and with notable exceptions like Seagate, there wasn’t. There is a difference between ‘R’ and ‘D’. Development is much more immediate. Research can sit on the plan for a few years before it takes place. But, to return to Seagate, it isn’t always like that. They are investing a lot at the moment in what is a highly speculative piece of product research. It could go down the tubes...or it could ensure that they are the number one plant in the group for the next 15 or 20 years. BK – Yes, it can be hard for companies to define research and innovation. In a recent survey

we carried out at Matrix, almost everyone said that they were innovative. And they probably are. There is an argument that not everyone understands the words...but they do the innovation nonetheless. GG - It’s a fair point. What is R&D, what is innovation? It can depend whether you’re in a university, a big corporation or a small enterprise. JMcL – I agree. But I can go back to a time when it was all less structured. BK – Let’s go back a little. Companies have to look at the bottom line. And we have to make a distinction between the ‘R’ and the ‘D’ in R&D. How do we see the differences? Is the big ‘R’ still all important? CK - We used to box them fairly easily. We had grants for the ‘R’ and grants for the ‘D’. We now have a spectrum of support but what we’re finding is that we’re seeing more big ‘R’ from the private sector. I’m not sure why it is but we are seeing an increase.

JMcL – I would agree. In the last five years or so, there seems to have been a step change. There is a good element of speculative research going on, and that has to be welcomed. If you contrast this with the type of ‘R’ that you see in software or pharma companies in the States, it’s still a way back there with some exceptions like the Seagate one I’ve mentioned. Also, we need to look for impact benefits and job benefits from this....and that means thinking each project through to the end. The idea that serendipity will play its part doesn’t stack up these days. BK – You’ll be aware that Northern Ireland has signed up to the Smart Specialisation Programme and that should mean that European grant funding is more likely. Any thoughts on what the key issues are for Northern Ireland with that in mind? JMcL – We should be thinking strategically and mapping to our capabilities both in the universities and in the leading companies. On the positive

front, there seems to be a clear build-up in interest in precision technology and highly advanced projects here in Northern Ireland. BK – Let’s bring you in, Godfrey. At ECIT, you’re very much to the fore in all of this. GG – The bottom line is critical mass. Universities have to have the right people to take an idea and work it through. Then we’ve got to get out and talk to the companies. BK – Is there more that our local companies can be doing to work more closely with you and to make your job easier? DL – Companies know that they have to engage more with universities now, and they are doing it. That’s what my role at Queen’s is all about. The competence centres are a great platform for encouraging that. Universities have opened themselves up, and we’ve worked hard to make sure that the information is there and that we can answer the questions put to us.

Eye on Round Table Northern Ireland, including Invest NI and our politicians, can and does work to our advantage. Even in the US, they’ve got nothing like that. JMcL – But our colleagues in the US present very well.....I sometimes think we’re the world’s worst when it comes to presenting! BK – How do you think we compare internationally. Arlene Foster said at a recent event that we’re big enough to cope but small enough to care. Does that sum it up? GG – Yes, the way of working has changed. We used to look at our IT systems, massage them and admire them. Nowadays, we make the technology and expertise available to those who work with us. Our message is to get the ideas out there, see how they work and then come back to us when they need to. JMcL – When companies have the right team together, and when they’re making real progress, then patents make sense. It’s important to talk to companies about how to commercialise... how to get product ideas out there. We’re seeing a lot more patents these days, and it’s not just a case of adding them to the asset base.

CK – There is a very real interchange between the universities and industry, and that’s something we’ve got to continue to encourage. BK – It hasn’t always been easy to get people together, so I think government and the agencies deserve credit for initiatives like the Collaborative Network which have achieved that. No one stays together unless there is something to be gained. CK – There is a new maturity in this area. And I think it is appreciated right up to Executive level. GG – Having this relatively small network here in

CK – Look at the projects that we’re attracting in these days. They’re mainly drawn from the high technology sector, and there’s no doubt that we’re doing very well on that front. SMcC – My only concern on that front is people. Are we doing enough at school level to ensure that we have a supply coming through? In fact, are we doing enough right through the pipeline to ensure that companies who are doing the right R&D have the people to do it? There is a danger that everyone ends up fighting for the same people. We’ve got to turn out more of our own people with the right skills.

JMcL – When you look closely at it, there are big shortage when it comes to areas like electrical engineering, high quality mechanical engineers and high end coders. Government are responding to a reasonable extent, but more needs to be done. BK – I think that a lot has changed at school level. If anyone has never been to the BT Young Scientist event down in Dublin, I can’t recommend it highly enough. When the prizes are handed out, the noise level is amazing. And a walk around the stands shows the kind of enthusiasm and passion young people can have to STEM subjects. It’s very encouraging. JMcL – And there are other positive signs. At the other end of the educational scale, PhD numbers are growing significantly here, and that has the potential to be very good for leadership going forward. BK – I was interested in the R&D spends across Europe and the rest of the world. And there’s no doubt that, while we’ve made progress, we do still lag behind. GT – There has been something of a drive on to encourage more organisations to take up R&D

Eye on Round Table Credits, and that’s something they should be doing. If they can get somemoney for doing it, all the better. BK – R&D is one thing, but we’ve also got to be able to sell our products and services, often internationally. How good are we at that? GT – We mentioned the Americans earlier, and this is where they really excel. They are so good at the sales and marketing function. Here, it doesn’t come quite so naturally. JMcL – We’re a bit slow at scaling up and we’re also a bit slow at marketing. The Americans have a definite

GT – We have a small network here, and for a region like ours, the path to market will always be the toughest problem to solve. Being more like the Americans will help, but we need to work on the skills. Knocking the right doors and making the right calls is what it is all about.

culture, and a way of doing things when it comes to sales. Building up the networks and the contacts is the way to do things. We also need to be confident about building the right alliances and partnerships. It’s a cultural change.

JMcL - One more thing I would add is around the importance of contracts. There is an American contract and there is a Northern Ireland contract. That’s where it is vital for us to work with our lawyers to get that area just right. It shouldn’t be under estimated.

more money, and we’re always facing that kind of challenge. But I do think that we’re a lot better at R&D now than we used to be and that we’re making real progress with the help of Government. But, in this area, we can’t relax. CK – All we need to do is to take a look at what’s been achieved at the NI Science Park which is coming up to its tenth anniversary. I think that says so much about where we’ve come from and where we are now here in Northern Ireland. We’ve got plenty of work to do. But we’ve a achieved a lot.

GG – There are some very aggressive regions in Europe that are doing this with a lot

SMcC – In our defence, there are scale issues. If you’re setting up an SME here and all your customers are in Silicon Valley or Saudi Arabia, then of course there will be issues. It adds to the difficulty. BK – Here’s a thing. The word sales doesn’t feature the way it used to feature. Everyone likes to have a title with ‘Marketing’ or ‘Business Development’ in it....but sales are where it is at.

Eye on Strategy

Connected for Growth RSM McClure Watters is a leading accountancy firm with global reach and a local perspective, based in Northern Ireland. Richard Gardiner, Partner at the firm, explains how RSM McClure Watters has created a global ‘game plan’ and why it is crucial when it comes to winning business and providing effective client service.

orking across cultures in a global organisation and designing international teams that deliver takes targeted strategy. Firms require the correct internal structure to win global work and this won’t come from only sharing the same worldwide logo or simply attending a regular annual conference. There are many other considerations to factor in to win international work and deliver appropriate and consistent client service. Because of this, RSM has designed and implemented a business development and delivery methodology. The firm’s initial journey started with research among appointed RSM leaders who had regularly dealt with international assignments across multiple geographic boundaries. This preliminary action identified the key obstacles and of course benefits associated with this work. Best practices were gathered from each team and woven together into one integrated approach to business development and client service across the network; ensuring that RSM is in effect ‘connected for growth’. “The recognition and need for enhanced processes, tools and training within RSM, originated almost a decade ago and we have been on this journey for a number of years. However, with the significant global growth of our existing clients and the extreme growth of cross-border tender opportunities, it has become clear that now is the time to

implement the new process, tools and training” Richard explains. In October, Richard along with over 30 other representatives from the RSM group met in Chicago to launch the result of this work, a global engagement toolkit. Teams from various countries including China, South Africa, the USA, Denmark and Mexico came together to discuss related issues and create constructive plans associated with training, business development, pricing and client service. Internal ambassadors from RSM across the world were invited to Chicago to participate in the introduction and return to their firms equipped with the tools to familiarise their colleagues with the methodology.

zones, physical distance, working as part of a team in a virtual environment, all alongside the acceptance that access to each other can’t always be ‘on demand’. Culture in a business sense can be a system of shared assumptions and values which can create social glue for those who belong in each group or firm. These assumptions and values establish patterns of shared expectations or ‘social norms’ of types of behaviour and service delivery. It is important to remember that no matter what the organisational strategy is in place, the culture of an organisation needs to be integrated in order to focus on best practice in business development and service delivery.

The ‘RSM global engagement toolkit’ is modelled on a playbook that is similar to that which is used by a sports team. A playbook helps a team evaluate situations and create competitive responses. It lays out the positions available for the team and gives each player a set of guidelines for their responsibility, throughout a number of different situations, defining how each player contributes to the overall success of the team. The ‘RSM global engagement toolkit’ is modelled on a playbook that is similar to that which is used by a sports team. A playbook helps a team evaluate situations and create competitive responses. It lays out the positions available for the team and gives each player a set of guidelines for their responsibility, throughout a number of different situations, defining how each player contributes to the overall success of the team. As part of this, analysing how each firm defines and negotiates pricing strategy not only reduces global vulnerability, but, most importantly maximises opportunities available to create value to each client. Considering culture is imperative in making any process work effectively. In any business, working across jurisdictions stirs all sorts of issues - linguistic, time

“Obviously, this process does not define every action and interaction required to win and deliver on global opportunities. The power of the RSM network comes from our ability and commitment to work together in the entire area network, learning from one another and improving on our collective expertise in business development and our client offering”. Richard added. The process is built on a simple concept; in order for RSM to effectively and profitably identify, target, win and deliver engagements to global clients, the firm must have a consistent, repeatable process. In order for this to be effective, it must be consistent and repeatable in each firm across the world. Being based in Northern Ireland presents unique challenges, and

the scale of business in other countries can be very different. At RSM McClure Watters, the firm is closer in size to counterparts in the RSM network who are based in Germany, France and the Netherlands. Richard explained “Part of our challenge in Northern Ireland is that we are part of such a small economy, and, at times can have a narrower perspective. Operating in a local market while building a global brand of course can have its own intricacies”. In this regard, however, Richard stated that one of the Chicago forum’s most interesting outcomes was the fact that irrespective of scale, the problems people can face in different firms are exactly the same. “No matter what the firm, country or culture is that you come from or work in” Richard said, “you often think yours is ‘normal’. However, regardless of size or geography, we all have similar challenges in ‘getting fit’ to win global work and provide excellent client service.” “The true power of processes such as these and the global engagement materials that accompany them is the fact that they are living and working documents. As we enjoy successes and learn from the issues we encounter, we will continually refine our approach and with it the tools we use to select, pursue, win and of course deliver exceptional value to our clients”. Richard Gardiner is a Chartered Accountant specialising in Audit, Assurance and Advisory services. He is also a highly experienced and well regarded advisor in Corporate and Business Planning and Restructuring. Richard leads the Business Advisory Team within the Audit, Accounting & Advisory division and acts as Money Laundering Registered Officer for the office.

For more information visit www.rsmmcclurewatters.com

Eye on Leadership

A SIGNIFICANT YEAR FOR MOUNT CHARLES GROUP 2013 saw the 25th anniversary of the year when Trevor Annon first set up Mount Charles as a specialist catering company serving the Northern Ireland marketplace. But, as well as a year of some celebration, it’s also been a year of rapid expansion and diversification for what is now The Mount Charles Group.

ith its roots still in contract catering, the company has expanded its reach into cleaning and vending services, it has won its first major contracts in the Republic of Ireland, and it has re-shaped its senior management structure, with Financial Director Cathal Geoghegan taking over as Managing Director and founder Trevor Annon becoming Executive Chairman. “We see ourselves as a food service and business solutions partner to our customers,” says Cathal Geoghegan. “And that’s in a marketplace where bundled services are now seen as the norm rather than the exception.” The firm’s first major ROI contract is an example of that trend. It’s a three-year deal to supply both catering and cleaning facilities to Stream Global Services at its contact centres in Swords and Santry, which employ 700 people in total. The Mount Charles Group itself now employs upwards of 1,300 staff across its five divisions – business & industry, education & healthcare, retail catering, cleaning and vending services. The company’s client portfolio includes many blue chip organisations, including Belfast International Airport, Belfast Waterfront Hall, University of Ulster, NI Fire & Rescue Service, NI Court Service and Moy Park to name but a few. “Public sector catering contracts used to account for a significant element of our business but with a continuing squeeze on

margins, we are placing less emphasis on this sector in terms of future development,” adds Cathal Geoghegan. The company has enjoyed a remarkable success rate competing with the large multi-nationals now operating in our marketplace. “We have to work with our customers to create the kind of catering environment and catering service they are looking for,” says Trevor Annon. “Take the case of the University of Ulster. In advance of submitting our recent bid we carried out extensive research to determine what students now expect in terms of food offerings. This approach proved successful and when we were awarded the contracted we expended significant monies creating a number of new brands.” “The result is a wide range of catering outlets on each university campus – from fresh coffee through to Mexicanstyle burrito bars. Gone are the days when catering meant a standard self-service cafeteria. Nowadays, we have to look at customer tastes, at food industry trends and most importantly, at what our customers want.” The University of Ulster is just one of many examples of Mount Charles contracts right across the catering and cleaning board. The company recently won the contract to operate the bars at Ravenhill Stadium, home of Ulster Rugby, at the start of the current season. And it provides catering for one of Belfast’s inward investment success stories, the city headquarters of international

lawyers Allen & Overy. “That means everything from catering for Allen & Overy’s 400 or so personnel and their guests right through to running one of our Fed & Watered retail food outlets within the Obel building,” adds Trevor Annon. “And, outside of catering, we also provide cleaning services, reception services and a help desk.” The Fed & Watered retail catering brand is also on a growth trajectory. It is regarded as the premium catering outlet at Belfast International Airport and also at City of Derry Airport. And the brand has also been rolled out across the Irish Sea at Exeter International Airport. “We have ambitions for the Fed & Watered brand,” says Cathal Geoghegan. “We’d certainly like to see more retail outlets around Northern Ireland. But we’re also confident that our foothold in the South-West of England means that we can look at expansion in airports and elsewhere around Great Britain.” On the cleaning front, it holds one of the major contracts for cleaning at NI Civil Service sites (56 of them in total), as well as the NI Court Service (43 different sites), NI Water (34 different sites), the MAC in Belfast and Titanic Belfast. Turnover is set to reach £25 million this year, but both Cathal Geoghegan and Trevor Annon have firm plans to see turnover heading for the £50 million mark within its five year plan. “It is a constant process of investment,” emphasises Trevor Annon. “We have to keep investing in our food service brands, in our delivery and in our people.” Mount Charles Group is also about to invest some £2 million in a new landmark headquarters building. Up to now, the company has operated from relatively modest offices at Belfast’s Shaftesbury Square. But it has

purchased Wilton House, the former Belfast headquarters of the National Institute for the Deaf in College Square North, a beautiful Grade B listed building dating back to 1830. It plans to restore the building to its former glory and the refurbishment will include a culinary training kitchen to assist with our staff development programme. The Group also emphasises its commitment to local suppliers. As a major buyer of fresh food products – meat, vegetables and dairy products included – it works with local suppliers wherever possible, and prides itself and having a strong local element to its menus on catering sites. “We’ve got around 80 different catering sites as things stand, and it’s inevitable that more sites will be added in the not too distant future,” says Cathal Geoghegan. Outside of contract catering, the company also manages an expanding network of almost 600 vending machines in schools, colleges, public buildings and other sites across Northern Ireland. The winning of the Stream contract in Dublin is expected to be the first of many contract wins south of the border. “It’s a very simple fact of business life that we have a 1.5 million population to serve here in the North while there is a population of 2.5 million in the Dublin area alone,” says Trevor Annon. “So that is a direction that we’ll be looking towards.” “We are as busy now as we’ve ever been,” says Cathal Geoghegan. “The economy is definitely turning, but a lot of our growth has more to do with meeting and exceeding the needs of our customers. “Our target is very clear. We want to continue to be the largest independently owned catering and business support organisation on the island of Ireland. And we want to build our customer base all over the country and further afield.”

Eye on News

McKeever Group Plan For The Future The McKeever Hotel Group has celebrated 20 years’ in business at the place where it all began – Corr’s Corner.

hen Eugene McKeever bought the landmark roadhouse in Newtownabbey in 1993 he didn’t realise that two decades later he’d be running one of the top independent hotel chain’s in Northern Ireland, and, in fact, the largest in County Antrim. “On the very first day I bought Corr’s, I sat alone in the office and thought ‘What have I done? Will I still be here in a year?’ But the team of staff here has played such a huge role in the success of the business and I just want to thank them for their hard work,” Eugene Mckeever said. Now Corr’s Corner boast a 68 bedroom hotel with conference rooms and the McKeever Hotel Group also own the Dunsilly Hotel in Antrim and the Adair Arms Hotel in Ballymena. “The hospitality industry has changed dramatically in two decades. We now have a thriving tourist industry but back then entrepreneurs

were really taking a chance because they didn’t know what the future was going to bring,” he said. “It was all about giving the customers great food that was well-prepared and served by excellent staff. We’ve been very lucky as many of our staff have been with us from the start.” He’s also joined in the business by wife Catherine, daughter Bridgene and son Eddie, who is the new group operations manager. “This new generation will help us consolidate with a view of expanding in the future. Having the family involved has given me even more drive but we’ll never lose the ethos of being a familyoriented business focused on the customers and our staff,” he said.

Eye on News

UTV LAUNCHES NEW IRELAND CHANNEL

TV Media plc has announced that its subsidiary UTV Ireland Limited (UTV) plans to launch a new Irish TV channel which will create more than 100 new jobs. An application to the Broadcasting Authority of Ireland (BAI) for a Content Provision Contract will be submitted today. This announcement follows the signing of an agreement with ITV Studios Global Entertainment, which will give UTV the exclusive broadcasting rights for ITV Studios programmes for the Republic of Ireland audience, including popular soaps Coronation Street and Emmerdale from early 2015, once appropriate statutory broadcasting licences are in place. The new channel will be based in Dublin with additional newsgathering and reporting

presence in Cork, Galway, Waterford and Limerick. UTV plans to have this new channel on air in early 2015. John McCann, Group Chief Executive, UTV Media plc said: “The audience in Ireland has known the UTV brand for more than 50 years through our station for Northern Ireland and we’re delighted to announce our plans for a new dedicated channel for viewers in the Republic of Ireland. “UTV Media already has a very strong presence in the Republic of Ireland employing more than 300 people in our various businesses including our market leading Irish radio stations. We look forward to building on that success with the launch of a new Irish TV channel. “After incurring start-up costs in 2014 we expect the new channel to breakeven in its first full year of operation and then

move into profit from 2016. “Today’s announcement represents a strong vote of confidence in Irish broadcasting and our investment in the Irish economy.” Michael Wilson, Managing Director, UTV Television said: “UTV was the first commercial TV channel in Ireland when it launched as part of the ITV Network back in 1959 and for many years the only place where you could watch Coronation Street and the hugely popular ITV network programming. “We intend to introduce UTV Ireland in early 2015 utilising the existing UTV winning formula of combining high quality news, current affairs, entertainment and drama. “We plan to make this new channel available on as many platforms as possible, subject to contract approval, with a catch up service also available online.”

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Eye on Tourism grassroots level, they certainly won’t want to rough it. Research shows that boomers enjoy their creature comforts. Third, boomers still want to fulfil the dreams they had at 25 – but unfortunately for some, their bodies won’t always be willing or able. Accessibility will be a more and more important topic as the proportion of people with mobility restrictions or other limitations such as reduced sight or hearing increases. Fourth, within the next decade, boomers will increasingly take advantage of advances in mobile technology to explore, enhance and share travel experiences. Fifth, it is envisaged that the visiting friends and relatives market will become even more prevalent in the next decade. While not generally seen as favourable for a tourism industry as visitors often do not stay in commercial accommodation, there are still opportunities here for the wider tourism industry with businesses such as restaurants and visitor attractions standing to benefit.

Over 60s Are Opportunity For Tourism Northern Ireland Tourist Board Chief Executive, Alan Clarke, explains how the baby boom generation and an ageing population will impact on tourism here in the next decade…

he old saying that none of us is getting any younger is a reminder that the world just keeps on turning. We’re all going to get old sometime; it’s just that in the future there will be more, many more, older people around. Greater life expectancy is creating an increasingly ageing population, a global trend that will have massive long-term impact on all nations and industries. According to the World Health Organization, the number of people aged 60 years and over is expected to increase from 605 million to 2 billion between 2000 and 2050. For tourism, it goes without saying that this seismic demographic shift will have a vast influence.

For instance, it is projected that worldwide trips made by tourists aged 60 and over will reach 2 billion in 2050. The figure was just 593 million in 1999. Baby Boomers The baby boom generation (those born from 1946 and 1964 during the post-World War II baby boom) has been shaping the tourism economy for decades, and according to the latest NISRA statistics, is making a mark on Northern Ireland’s tourism landscape. In 2012 the biggest spenders in the domestic market were people aged 45–54; they also took the largest number of overnight trips. This age group is primarily made up of younger baby boom generation members. In the next decade they will be nearing

retirement and will continue making a big impact on the tourism industry. Baby boomers are also among the front runners in terms of direct visitors from Great Britain and overseas markets, Although the largest number of holidays and short breaks in Northern Ireland was taken by the 25–34 age group (25%), the 55–64 (18%) and the 45–54 year-olds (15%) together make up a third of the market. So, already making up a significant proportion of our visitors, the baby boom generation is set to become even more important over the next decade as they ease into retirement. Looking further ahead, demographic forecasts also point to the fact that the older- senior-more mature market (careful what you call it!) will only continue to grow in size and stature in the long term. In fact it is forecast that ageing boomers will be one of the largest market segments in the world of tourism for the next 25 years. Market Trends Generally speaking, we anticipate that five market trends will emerge as the boomer influence continues to grow. First, the boomer generation will seek out more authentic experiences in the place of tried-and-tested beach holidays. Second, although many will want authentic travel experiences at a

The Response So how should the tourism industry respond? The boomer generation spans 18 years. It can’t be lumped together as just ‘older’ or ‘senior’ visitors. There are key differences within it that need segmenting and addressing carefully. Tourism businesses will also need to collaborate more in terms of tying their offering into Northern Ireland’s array of key attractors, which are actually perfectly suited to getting the most out of the ‘ageing opportunity’. Our golf courses, for example, are as good as anywhere in the world. For the more adventurous, our unique outdoor heritage can offer visitors great experiences and for those looking for culture, history and heritage, it’s there in abundance. The industry also needs to focus on providing experiences. Tourism trends from around the globe point to the fact that baby boomers are hungry for authentic travel experiences. Those looking for a relaxing getaway are no longer satisfied with lying on the beach; those looking to explore a new place want to do more than just sightseeing. The NITB has prioritised this approach, with the objective of helping to create more authentic travel experiences for everyone who comes to Northern Ireland, and tailoring them to an ageing population is an opportunity for all in the business of tourism to grasp.

Eye on Events

HAPPY 25TH BIRTHDAY PML

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On Thursday 7th November, PML was joined by friends and colleagues to mark its 25th year in business in Northern Ireland. PML, part of the PML Group, is Northern Ireland’s leading out of home communications specialist, delivering insight-based Outdoor media and communications solutions for clients.

he special milestone was celebrated in style with a fantastic casino themed night in the Penthouse Suite at the Europa Hotel, where David Nurse from advertising agency AV Browne won the top prize of a trip for 2 to Las Vegas. Second place prize of an iPad Air went to Laura Blair of Genesis Advertising, with other runners up receiving great prizes too. The special occasion was also marked by a ‘Thanks to you’

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out of home campaign across Belfast, consisting of 6 Sheets and 48 Sheets. The striking creative paid thanks to all those who have supported PML during the 25 years in business. On the night of the celebration event, backlit Adbike 6 Sheets featuring stunning casino-themed creatives greeted excited guests as they entered the Europa Hotel, whilst Washroom media and branded Beermats carried the theme of the celebrations inside the venue.

Fun, food, music and dancing, not to mention the roulette and blackjack - guests certainly had a night to remember with the celebrations continuing into the small hours! Darren Jackson, General Manager of PML Northern Ireland, commented, “We are grateful for the continued support of our clients, partners and colleagues. 25 years in business is a great achievement and we are delighted to have been able to share the celebration with many of those who have helped make it possible.”

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(1) The Adhaus team celebrate with Maria McCann of PML NI (centre). (2) PML NI ran a ‘Thanks to you’ Outdoor campaign to coincide with the event. (3) Allan Halsall of Ardmore Advertising joined by PML NI’s Emma McCarthy. (4) All the team from PML NI. (5) Darren Jackson, General Manager of PML NI. (6) (L-R) Pauline Moore, Wendy McKnight and Laura Blair (R) of Genesis Advertising with Joanne Reihill of PML NI. (7) Sonia Totten, Pat Mannion and Charlene Hughes from JCDecaux Ireland. (8) (L-R) Helen McDonnell, Eimear Glass and Claire Briggs of Adhaus with Maria McCann of PML NI.

Eye on Events (9)

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(9) Ceire Brown, Tom Quinn and Emma McCarthy of PML Group. (10) James Taylor of Diageo (L) and Dan Conway of Posterscope UK (R), joined by Jimmy Cashen, Managing Director of PML Group (centre). (11) Guests getting lucky at the roulette table. (12) Joanne McLaughlin and Louise Martini of JCDecaux Ireland toasting PML NI’s 25th year in business. (13) (L-R) Kathryn Lindsay of PML NI with Lisa Mulholland. (14) Kieran McNicholl from ASG and Emma McCarthy from PML NI. (15) Joanne McKendry of AV Browne and Orla Clancy of Image Zoo enjoying the celebrations. (16) The celebrations took place at The Europa Hotel. (17) The Final Showdown – the top 6 from the casino tables went head to head for the chance to win a trip for 2 to Las Vegas. (18) David Nurse from AV Browne receiving his prize from Darren Jackson, General Manager of PML NI.

Eye on News

Belfast City Airport Announces Expansion Of Community Fund As It Reaches £100K Milestone

Michelle Hatfield, Human Resources and Corporate Responsibility Director at the airport, celebrates with members of Music Theatre 4 Youth (MT4Uth) and pupils from Avoniel Primary School and St. Joseph’s Primary School, all of whom have benefitted from the Community Fund.

Stormont was the setting for a double celebration today as George Best Belfast City Airport marked the £100,000 milestone in its Community Fund which is set for further expansion.

he airport’s Community Fund, which currently provides significant financial support to youth projects within east Belfast, south Belfast and North Down, will now be open to projects and groups across greater Belfast. The announcement was welcomed by politicians and Community Fund recipients who attended the celebration event in the Long Gallery. Junior Minister Jennifer McCann MLA, who sponsored the event with Jonathan Bell MLA, said: “A significant number of local projects have been supported by the George Best Belfast City Airport Community Fund since 2009; Youth Projects, Women’s Groups, Primary Schools and Residents Associations. This is a considerable achievement and shows the breadth of the impact the Fund has made to the lives of local people

in a relatively short period of time. “The success of the fund would not have been achieved without the care, commitment and dedication of everyone involved. I congratulate everyone for their contribution in reaching this impressive milestone and I wish the fund continued success for the future.” Junior Minister Jonathan Bell added: “Some sterling work has been supported by this Fund and I know that it has made a real difference to the local community. The list of groups supported is very impressive. More than 50 have been funded so far and this can only increase with the continued success and positive impact of these initiatives. “The work delivered dovetails perfectly with the Executive’s commitment to improve attitudes of young people in Northern Ireland. We want to build a

community where they can have a full and active role in developing good relations. The City Airport Fund has established itself as a strong partner in this work.” The George Best Belfast City Airport Community Fund sees the airport fine airlines for operating late flights and, since its inception in 2009, has provided funding to more than 60 community groups, schools and projects in the airport’s neighbouring areas of east Belfast, south Belfast and North Down. Michelle Hatfield, Human Resources and Corporate Responsibility Director at Belfast City Airport, said: “We officially launched our Community Fund four years ago with the aim of complementing our already significant commitment to the local community. “In addition to our Adopted Schools programme, recently launched Apprenticeship scheme and other environmental projects, the Community Fund has played an important role in helping the airport to integrate and assist with local projects. “We engage directly with the

community to identify projects that can benefit from our Fund. This is primarily those that aim to promote community, social or environmental initiatives. “To date, we have supported groups such as NI Children’s Hospice, Arthritis Care NI, Helping Hands Community Group and the Belfast Children’s Festival. “Through the Community Fund, we want to support initiatives that can influence, educate and encourage young people from all backgrounds. “Until now the Fund has been limited to east Belfast, south Belfast and North Down, but due to its success, we will now be considering applications from the entire greater Belfast area.” The celebration event held in Stormont, which saw Community Fund recipients from the Music Theatre 4 Youth (MT4Uth) Weekend Academy perform, was well attended by politicians. Michelle continued: “Since the launch of the Community Fund we have had great support from politicians, many of whom regularly take time to visit the projects with our staff. I’m delighted that so many of them made it along to Stormont today to help us celebrate the success of the Community Fund so far and its expansion.” The Community Fund committee, which includes staff of all grades from the airport, meets to discuss funding several times per year. Deadlines for applications are January and June.

For more information on how your group or project could benefit from the Belfast City Airport Community Fund, please visit www.belfastcityairport.com or contact communityfund@ belfastcityairport.com Belfast City Airport can also be followed on Facebook & Twitter: Facebook.com/belfastcityairport Twitter/belfastcity_air

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Eye on Agri Food

INNOVATION... THE RECIPE FOR LINDEN’S SUCCESS

Linden Foods Managing Director Gerry Maguire sums up the importance of innovation in his industry neatly in one anecdote.

“I

’ve been in the meat industry since 1978 and for most of those years, I’d never have imagined that I’d be thinking about the supply of asparagus tips or cherry tomatoes,” he smiles. “But I have to think about it these days.” The Dungannon-based meat processing company, majority owned by Fane Valley Co-operative and its group of companies, has re-invented itself in the past five or six years to the extent that product innovation is now at the very heart of the business. It’s a fact that hasn’t gone unnoticed. Linden has won a long series of awards over the past couple of years for its innovation and for its diverse range of meat products and added value ovenready products sold through leading retails such as Marks & Spencer. And, with a tasty spot of irony, those M&S-bound products are produced in a plant at Dungannon’s Granville Industrial Estate, which used to be home for M&S shirt makers, Desmonds, before the textile firm’s demise. Linden Foods (established in 2000 out of the former Granville Meats & Milltown Meats) operates from two neighbouring sites in Dungannon – one for primal meat processing and the other for value added production. – and also owns Kettyle Irish Foods in Lisnaskea, Co. Fermanagh, a firm specialising in dry-aged beef products. Between all three, the total headcount is just over the 1,000-mark.... making Linden a very significant employer in Northern Ireland’s agri food heartland of Armagh & Tyrone and was recently recognised as the BEST MANUFACTURER of the year at the Mid-ulster Business Awards. As a group, Linden Foods has a £400 million turnover and processes some 170,000 cattle and 1 million sheep every year. In addition, the group has a processing plant near Newcastle in the North East of England, a 50% stake in ROI-based Slaney Foods and also shares in lamb specialists Irish Country Meats who in-turn have shares in Lonhienne, Belgium. “We used to do nothing but red meat processing,” explains Gerry Maguire. “But that has changed in recent years. Red meat is still our core business, but we’re embracing numerous proteins, fresh

Eye on Agri Food “ There are plenty of customers out there who love the convenience of oven-ready products but who want the freshness of what we’re offering as against microwave ready meals.” vegetables and sauces to deliver a quality added value offering. “That’s the result of a clear strategy moving us towards innovation which we took back in 2006.” Examples of products coming out of the Dungannon plant today en route to major retailers are Bistro Chicken & Asparagus; Pork Medallions with Norfolk Cider Apple Sauce; Lamb Shish & Rose Veal Sirloin with Marsala Sauce. Behind the Rose Veal product lies a story of Linden’s brand of innovation. The company could see an opportunity to produce rose veal, an ethical form of pink-coloured veal favoured following the animal welfare furore which surrounded white veal from young calves. Linden worked with local diary farmers to encourage the rearing of dairy-bred bulls, guaranteed a price for the finished animals, put the production processes in place and came up with a core range of products for the finished meat. “We were behind the innovation from beginning to end.... from calves on the farm through to slaughter, boning, product preparation, marketing and distribution,” adds Gerry Maguire. The company’s Head of Innovation & Product Development, Elaine Willis, has been central to Linden’s success in the marketplace. “We work hard to stay on top of social trends, and we work very closely with all of our customers to make sure that we’re producing and supplying the right range of added value products for their shelves and for the end customer to purchase. “It means constant research and a sharp eye on the wider consumer marketplace. Even factors like the weather, where people are going on holiday and what TV cookery programmes they watch can have an impact on what they want to buy. “So we have products which prove really popular and end up on

Gerry Maguire & Elaine Willis of Linden Foods

the shelves for two or three years. Then we have others that last a few months before their time runs out. It’s all about coming up with the winners....and we’ve been very good at that here at Linden.” Elaine’s Innovation & Product Development team in Dungannon includes restaurant-trained development chefs who will help to fine tune and test each new recipe before it goes into production. “We’ve already completed our work on the Summer 2014 product range, and we’re busy on Christmas 2014,” she adds. Linden’s Managing Director doesn’t put a round figure on the amount invested in innovation and development over recent years, but it’s a substantial investment in anyone’s book. What makes it all the more significant is that this is a high-turnover but notoriously low-margin industry sector. “We have to keep an eye on the business, this is pivotal and is at the heart of the business,” he says. And cost savings can benefit from a spot of innovation too, it seems. Linden Foods has invested in a state of the art Sensorex system which used X-ray technology to analyse red meat going through the production process to ensure that it is lean enough to meet exacting customer demands. At the same time, it identifies bone chips and heavy gristle both of which were a major source of customer complaints in the past. “We’ve seen a significant reduction in the level of customer complaints about fat, bone and gristle in meats, and that’s a big achievement,” adds Gerry Maguire.

Linden Foods was the inaugural winner of the new Agri Food Innovation Award at this year’s UTV Business Eye Awards, and it was another sparkling trophy to be added to an impressive line up in the boardroom at the Dungannon plant. Other key awards include product and supply chain awards from NIFDA (the NI Food & Drink Association), Meat Management Awards for specific Linden product lines, an Irish Quality Food Award and a series of product quality awards from key customers including both Marks & Spencer and Lidl. The company’s product range is being sold in outlets all over Europe in the run-up to Christmas... an export success built on the back of strong relationships with many major retail customers. Linden’s product innovation has been in the area of oven-ready recipe dishes, often packaged in foil trays ready for traditional oven heating. “We’re not into what I would call ‘ping cuisine’,” says Elaine Willis. “There are plenty of customers out there who love the convenience of oven-ready products but who want the freshness of what we’re offering as against microwave ready meals.” An award winner in her own right, Elaine is at the forefront of a new breed of younger senior managers not just in Linden Foods but in the agri food sector in general. “For many years, this sector wasn’t regarded too highly by young people coming through the education system,” says Gerry Maguire. “But times have changed. Agri food and food production is one of the shining lights of the local economy and it is easy to see

the potential. We work closely with the main colleges at Loughry and Greenmount to help make sure that the right sort of young people are coming through into industry.” If Linden’s employment credentials are good, then so are its green credentials. A couple of years ago, the company embarked on its GreenTrack Sustainability Programme which carefully monitors energy consumption, water consumption and other key environmental factors at the plant. The company’s £10 million retail packing facility, opened nearly three years ago, was designed to exacting green standards. In addition, the company has reduced waste sent to landfill to 0.09% and cut water discharges by 26%. The amount and type of packaging used has also been managed to improve environmental impact. The programme and all the fantastic green initiatives have been recognised by the ARENA Network survey when Linden Foods earned a platinum award and a ranking of 7th in the top 200 businesses in Northern Ireland and an overall 1st in the food and drink industry. Looking to the future, Gerry Maguire says that growth and continued innovation will definitely be on the Linden agenda. But he adds that the company is actively looking at building its export markets. “We’ve got a golden opportunity to build on the natural strengths that we have here in Ireland, with our mild climate and vibrant green landscapes. Our countryside is perfect for farming and is the source of great local products.”

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02/01/2013 15:41:48

Eye on Moving On

1 Steven Poole has been appointed as an Associate at Lough & Quay Estate Agency. In five successful years with the company, Steven has progressed through the ranks from Placement Student, to Letting Agent, then further progressing from strength to strength in his last role as Lettings and Re-sales Manager. 2 Brian O’Neill joins ICT specialist Leaf as Financial Controller. He has industry experience with Derry Morgan Transport following a period in accountancy practice with Flynn & 3 Company. Also new to the Leaf team is Simon Liggett, who has joined the company as an IT Consultant. He has 16 years experience, mainly in the charity/voluntary sector.

1 Steven Poole

2 Brian O’Neill

3 Simon Liggett

4 Jim Stewart OBE has been appointed as Chairman of Precision Group, the managed services company with 300 employees here in Northern Ireland. He is a former Chairman of Warrenpoint Harbour Authority and the Northern Health Trust, and is Managing Director of Training Solutions NI and Chairman of Sentinus. 5 At the Donnelly Group, Derek Dickie has been appointed Sales Executive, specialising in selling new and used vehicles at the company’s M1 6 complex in Dungannon. Lesley Ann Cunnah becomes Volkswagen Brand Manager at 7 Eglinton near Derry, while David McAdams is appointed as Corporate Sales Executive at the Donnelly Honda dealership in Belfast.

4 Jim Stewart OBE

5 Derek Dickie

6 Lesley Ann Cunnah

8 Vicki Hassan has been appointed Senior Manager, Sales at Danske Bank. Vicki joins Danske Bank after a 23 year career at Ulster Bank, most recently as Head of Retail Business 9 Improvement. And Richard Stack has been appointed Corporate Banking Manager at Danske Bank. A Chartered Banker and Chartered Management Accountant , Richard joins Danske Bank from First Trust Bank where he worked in the business banking team managing a portfolio of trading businesses across a range of sectors. Leading Belfast law firm, Cleaver Fulton Rankin has made four new trainee appointments to reflect the company’s growth strategy and continuing commitment to developing new legal talent in Northern Ireland.

7 David McAdams

8 Vicki Hassan

9 Richard Stack

Rachael McCord has joined the Litigation Department of Cleaver Fulton Rankin as a trainee solicitor. She studied Law with Politics at Queens University, graduating in 2011. Rachael previously worked as a Legal Executive in a busy family and matrimonial department in a Bangor law firm. Kathryn Johnston has joined Cleaver Fulton Rankin as a trainee solicitor where she will work in both the Private Client and Consultancy Departments. She studied Law at Queen’s University, graduating in 2012. Kathryn previously worked in another Belfast law firm as a Paralegal in their Litigation Department. Stephanie Johnston has joined the Company Commercial department of Cleaver Fulton Rankin as a trainee solicitor. She studied law at the University of Ulster, graduating in 2013. Stephanie previously worked as a Paralegal within the Lender Services Department of another Belfast law firm.

10 Rachael McCord

11 Kathryn Johnston

12 Stephanie Johnston

Eye on Women In Business

PATRICIA TAKES TOP TITLE AT WOMEN IN BUSINESS AWARDS The contribution of female led businesses, female business leaders, organisations with female management teams and female sole traders was celebrated for the invaluable contribution they make to the Northern Ireland economy, at the third annual Women in Business Northern Ireland Awards in association with Invest Northern Ireland.

upported by the Irish News, the only ceremony of its kind in Northern Ireland, named Patricia O’Hagan MBE of Core Systems as Outstanding Businesswoman of the Year. Patricia has been with her current company since 1999, and since she took over the role of managing director in 2005, she has led the company to glowing success particularly in global markets. Since 2011 she has also served on the Economic Advisory Group, providing independent advice to Enterprise, Trade and Investment Minister Arlene Foster. THE WINNERS Best Small Business Sponsored by Belfast City Council: Winner - Shelly Taylor, Taylored Workwear Ltd

Advancing Diversity in the Work Place, sponsored by Equality Commission for NI: Winner - Lynda Gordon, Southern Health and Social Care Trust Best Marketing Campaign sponsored by JC Decaux: Winner - Christine Adams, Abbey Insurance Brokers Excellence in IT, sponsored by The Irish News: Winner - Jacqueline McGonigle, Whatsonni.com Best New Start Up sponsored by Ulster Bank: Winner - Tori Higginson & Andrea Martin, Stamp Promotions Highly Commended - Alison Allen, Driving Miss Daisy Driving School

Hilary Devey CBE takes part in a Q&A with awards host Pamela Ballantine.

Darina Armstrong of Progressive Building Society is presented the award for Outstanding Management/Leadership by Shauna Mullan of Department for Employment and Learning and Roseann Kelly, Chief Executive of Women in Business NI.

Best Young Business Woman of the Year sponsored by Progressive Building Society: Winner - Catherine O’Neill, Amelio Best Customer Service, sponsored by Asda: Winner - Mairead Mackle, Homecare Independent Living Outstanding Management/ Leadership, sponsored by Department for Employment and Learning, Winner - Darina Armstrong, Progressive Building Society Highly Commended - Moya Johnston, Survitec Group Ltd

Entrepreneurship / Innovation, sponsored by NYSE Euronext: Winner - Anne Murphy, Delegate International Recruitment Ltd Highly Commended - Jane Harnett, Harnett’s Oils Best Exporter, sponsored by Business Travel Solutions: Joint Winners - Grace Weir, Stealth, Translations Ltd; Ruth Wilson, Beaufort Interiors Outstanding Businesswoman of the Year sponsored by Invest Northern Ireland: Patricia O’Hagan MBE, Core Systems

Best in Professional Service, sponsored by University of Ulster – Ulster Business School Winner Johann Muldoon, Manor Architects

Patricia O’Hagan MBE of Core Systems is named Outstanding Businesswoman of the Year.

Eye on Law

Northern Ireland’s Funding Landscape: A Hopeful Future?

Ciara Lagan, Director, Tughans

It’s a fact of business life that in the last number of years it has been difficult to source finance for growing businesses in Northern Ireland. The traditional sources of funding have not been as readily available and equity funding has been hard to come by beyond seed level.

ut it looks like a brighter future is on the horizon. There is evidence of a distinct increase in available indigenous finance for growing business ventures across the board, from start-ups with globally scalable business plans to established businesses funding growth potential. Last year saw the launch of the £50 million Growth Loan Fund by Whiterock Capital, backed by Invest NI. There has been steady and significant investment by the fund to date. A number of key deals,

including the investment in fastgrowing Budget Energy, show the purpose and intent of the new fund. But what are the funding opportunities for start-up businesses? In addition to the Co-Fund and NI Small Business Loan Fund, Invest NI’s Access to Finance strategy includes the Northern Ireland Spin Out Fund (NISPO), which has been extended this year, with an additional £4 million being made available for proof of concept businesses as well as seed and early stage ventures. A successor fund,

NISPO II, is expected to be launched some time next year, and this will make available a further £16 million of investment funds for new and early stage businesses through a mixture of proof of concept grants and seed equity investments. And then there is the recent announcement by the Coalition Government’s Business Secretary, Vince Cable, of an extension of the Start-Up Loan Scheme to Northern Ireland. This is a £117 million initiative that provides much-needed financial support to start-ups and new projects spun out of existing businesses in the form of a repayable loan and business mentoring. The recently announced Invest NI Development Funds of up to £30 million each, managed by Crescent Capital and Kernel Capital, provide for the first time two parallel funds which are intended to stimulate the development capital market aimed at expanding and growing local businesses. The banks are also taking positive steps to expand their offering to growth businesses with some lenders offering tailored products to fund growth and export development by local businesses. Foreign direct investment in Northern Ireland is also continuing. Recent examples include the £7 million investment by Caterpillar and a planned £20 million investment by US engineering firm Terex in County Tyrone. To borrow the words of Prime Minister David Cameron at the October’s Investment Conference in Belfast:- “With over 800 foreign investors, Northern Ireland is second only to London in the UK as the top destination for inward investment, with almost 8,000 jobs from foreign investment in the last three years alone.” The role played by private investors

in the Northern Ireland marketplace can’t be under estimated. Here at Tughans, we have seen our clients enjoy the continued support of angel investment throughout this difficult time and it has proved invaluable for a number of reasons. Private investors tend to be hands-on, taking an active interest in the companies they back, and bringing expertise and experience into the bargain. For a company entering new markets, expanding its product range, or improving its financial function and corporate governance structures, the experience of the venture capital firm or private investor and, very importantly, their contact network can be invaluable in taking its business to the next level. We continue to see a growing interest in Northern Ireland businesses from external funds, nurtured through the generation of innovative ideas and the expansion of export businesses on a global scale. Invest NI’s recent trade missions around the world, including to Brazil, China, the Middle East and South Africa, to attract foreign direct investment and continued focus on assisting export focused companies is ensuring that Northern Ireland’s high growth companies are a visible presence on the global stage. It is no surprise that we are now attracting significant interest from funds based in the UK, Ireland and further afield. With many new options now available, it is important for startups and expanding businesses to put themselves in the driving seat by ensuring they know exactly what local and external funding is available to them and are able to present their potential in a way that maximises their chances of securing that funding. And bringing in advisors who know the local and external market well can help to complete the picture. At Tughans we have the knowledge, expertise and industry contacts to provide sound legal advice in an accessible and commercial way.

Ciara Lagan can be contacted on 028 90553300 or Ciara.Lagan@tughans.com

FEDEX CONNECTS NORTHERN IRELAND TO THE WORLD* Now FedEx is open in Northern Ireland, we’re better placed to serve you. With a dedicated network of couriers in Northern Ireland, we now fly direct from Belfast – connecting your business worldwide. So whether this means shipping from Belfast to Lurgan, Europe, U.S. or Asia, FedEx has a solution and our people are right here to make it easy. • Next day timed delivery to and from destinations across Europe* • Next day delivery to east coast U.S. cities by 3pm* • Delivery of less urgent shipments within 3-6 days across Europe, the U.S. and Asia* • Import next day into Northern Ireland from Europe, within two days from the U.S. and Asia* • Express service for heavy or bulky items to destinations worldwide* • Delivery within Northern Ireland as well as to and from Great Britain*

See how we can help you do business worldwide by visiting business.fedex.com/speed Alternatively call 02895 450 005 or email northernireland@fedex.com FedEx. Solutions That Matter.™ * Service coverage may vary by package type, origin and ﬁnal destination. Please check fedex.com or contact Customer Services for an accurate quotation.

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Eye on Internet

Even Ryanair Gets There Eventually By Gareth Dunlop, Fathom.

Few rumours are less reliable than Internet rumours but whispers have been circulating recently that Michael O’Leary is becoming a slightly more cuddly Rottweiler. As part of the dawning realisation that manners are free and cheap doesn’t need to mean rude, the company he leads and made in his image has even taken to Twitter.

n fact, at the time of writing, Ryanair have just issued a press release about their new site, due to launch late November 2013, which will take users from home page to flight in five clicks. I feel somewhat conflicted about this, I had come to accept, embrace almost, the Stockholm Syndrome which my relationship with Ryanair instilled. I had almost come to welcome the needless battering my self-esteem took every time my life’s course and Ryanair’s customer service intersected. Could this new focus on the customer / user / flyer / victim (delete as appropriate) be anything to do with their recent profit warning and share price drop announcement? There is no doubt that this profit warning has flapped the otherwise unflappable O’Leary. In a recent BBC Breakfast News interview, he declared “There seems to be this kind of hysteria, particularly in the UK media about charges that nobody pays. At Ryanair, we have charges to change passenger behaviour, not because we want your money”, causing flabbergasted Business Correspondent Steph McGovern to seek clarification “So, you don’t want people’s money, is that what you just said?” Like so many before him, O’Leary, faced with changing marketplace dynamics and an increasingly competitive landscape is having to finally think about treating his customers with respect. The blunt truth is, sooner or later, all companies, big and small, profitable and

unprofitable, strong and weak, hubristic and humble, have to start founding their marketing on customer service. And nowhere is customer-centricity (or otherwise) more evidently witnessed than online, where the whole premise of the web is efficient customer self-service. And this self-service is impossible without a ruthless pursuit of thinking like and understanding users, and having the humility to translate the insights this provides into an ever-improving experience. Glancing at the theory book for a second, user-experience is a fundamental element of one of the four Ps of marketing. And it is one which increasing numbers of marketers are valuing because competition in the other three Ps is cutthroat and so it increasingly offers an opportunity for competitive advantage. Or to look at it another way, there is simply no point getting product, price and promotion correct and stuffing up on place. Getting the right product to market at the right price and promoted in a means which remains profitable is really difficult. Not thinking about place by making product too difficult to understand or find, running a website which is too hard to navigate and use, speaking in language which is too difficult and not making the next step obvious enough is now too expensive for businesses to be tolerated any further. For many years, when preaching and selling the virtues of user-experience, customers, prospects and others have

asked me “What about Ryanair? They seem to do OK without UX thinking?” I have always believed that the reason they got away with it for so long was because their first three Ps were so strong. And interestingly, now that their product, price and promotion is under increasing pressure, they have returned, prodigal-son like, to their fourth P and their long-suffering customers. I’m looking forward to seeing the new site but I confess I haven’t got the calf fattened or party venue booked just yet.

Gareth Dunlop owns and runs Fathom, a user-experience consultancy which helps ambitious organisations get the most from their website and internet marketing by viewing the world from the perspective of their customers. Specialist areas include user-testing, usability and customer journey planning, web accessibility and integrated online marketing. Clients include Ordnance Survey Ireland, Telefonica, Invest NI, Ogilvy, and Savile Row. Visit Fathom online at fathom.pro.

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Eye on News

Phoenix Team Lift Marketing Award

Alex Megarry, Simon Little and Nicola Faulkner (PNG), Dr Vicky Kell, Director of Trade Invest NI.

Phoenix Natural Gas was one of the big winners at this year’s annual Chartered Institute of Marketing Ireland Awards dinner. The event was held at the Ramada hotel in Belfast in November.

hoenix picked up the overall local award for best marketing and sales campaign 2013. This was in recognition of the success of their oil boiler scrappage scheme initiative and its promotion. As a result of Phoenix’s multi-media campaign, traffic to their website rose by over 10,000 visitors and average weekly gas connections over the period of activity uplifted by around 21%. Simon Little from Phoenix Natural Gas said: “Measurement and impact showed the judges that this was a highly successful campaign that led to real delivery in terms of business performance. However the most satisfying thing about the campaign was that its noted success, we believe, played a key part in encouraging the NI Executive to implement its own publicly funded version of the scheme. The Department for Social Development’s Boiler Replacement Allowance

continues to be a resounding success and great credit is due to the Minister and his officials for introducing it as a way of lowering energy bills for many families right across Northern Ireland”. Christine Watson, Chair of the Chartered Institute of Marketing Ireland, reflected: “Our annual awards ceremony affords us the opportunity to give centre stage to marketing individuals and teams who are providing solutions that perform, gain competitive edge and make a profit or indeed create efficiency. Entries to this year’s awards from across the island of Ireland demonstrated reallife examples of how marketers are adapting to the everchanging consumer landscape.”

Cleaver Fulton Rankin Boosts Insolvency Expertise Two solicitors, Alan Gibson and Caitriona Flanagan from leading Belfast law firm, Cleaver Fulton Rankin have been awarded their Certificate of Proficiency in Insolvency from the Insolvency Practitioner’s Association (IPA).

oth achieved success, Caitriona with a distinction, despite the exam typically being taken by accountants. The IPA’s CPI exam is widely acknowledged as an important intermediate insolvency qualification, covering both personal and corporate insolvency. Both young solicitors have demonstrated a solid knowledge of a wide range of insolvency law and practice, which builds upon the experience and knowledge gained from working within the firm’s insolvency and

litigations teams for the past three years. It’s a great first step to developing their respective careers, and Alan and Caitriona now have a solid foundation to continue their studies in Insolvency. Caitriona said, “We both worked extremely hard for these CPI exams. It’s normally accountants who sit these, but our decision to take the course shows both ours and Cleaver Fulton Rankin’s desire to remain competitive in the market place”. Karen Blair, Managing Director, said “Alan and Caitriona’s hard

Caitriona Flanagan and Alan Gibson, both solicitors from law firm Cleaver Fulton Rankin celebrating their recent exam success.

work in completing the course and examinations is a great achievement. Their certification enhances the firms existing insolvency expertise and knowledge base which will benefit both our clients and the firm. Congratulations to them both”.

Another significant benefit of passing the CPI exam is this now allows Caitriona and Alan to apply to become affiliate members of the Insolvency Practitioners Association.

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Eye on News

LOCAL ABBEYFIELD VOLUNTEER SCOOPS PRESTIGIOUS ROYAL PATRON AWARD Celia Worthington, a volunteer for Abbeyfield UK (NI) Ltd, a charity that provides supported sheltered housing for older people, is one of just seven people chosen from 10,500 UK volunteers for recognition in Abbeyfield’s prestigious 2013 Royal Patron’s awards, which is endorsed by HRH Prince of Wales.

ommenting on the award, Geraldine Gilpin, Chief Executive, Abbeyfield & Wesley Housing Association, said: “Celia, who lives in Bangor, Co.Down, has been a volunteer with Abbeyfield in Northern Ireland since 1998, when she served as a board member of Abbeyfield NI Development Society. In January 2003, she was appointed Chair and later that year oversaw a merger which brought together 16 member societies to form Abbeyfield UK (NI) Ltd. This consolidated operations and the

transition enabled the improvement of facilities, with the complete rebuilding of three houses and major refurbishments carried out on a further four. “In 2011, as Chair, Celia asked the board to consider a merger with Wesley Housing Association. With the support of her leadership and enthusiasm the merger progressed and was completed earlier this year. As a result, the number of properties operated by the association doubled and for the first time Abbeyfield now also has care home provision.” Geraldine adds: “Despite heavy business commitments Celia is giving of her time, knowledge and expertise. Her energy and enthusiasm is infectious and she genuinely cares for residents and is constantly considering options to improve services. She truly deserves this accolade and on behalf of the organization I would just like to take

this opportunity to thank her and all our volunteers for their ongoing commitment and dedication. They play an instrumental role in Abbeyfield & Wesley Housing Association and we are very grateful to them.” Independent MP, Lady Hermon, who endorsed Celia’s nomination for a Royal Patron’s Award, reflected upon Celia’s commitment and dedication to Abbeyfield: “I’m overjoyed that Celia’s tremendous contribution to Abbeyfield has been publicly recognised in this manner. As the MP for North Down, I have had the opportunity to meet Celia at several events held to mark both the expansion and improvement of Abbeyfield’s housing provision in the constituency, and also to recognise its excellent training programme for staff working with dementia sufferers. “I really have nothing but praise and tremendous admiration for the

leadership, vision, care and compassion of Celia Worthington. She is truly deserving of a Royal Patron’s award, though knowing Celia as I do, I believe she would be the very last person to expect any such recognition.” Upon receiving the award Celia, a solicitor and partner with Belfast-based Worthingtons Solicitors, said: “I am absolutely thrilled to receive this award and do so on behalf of myself, the board of Abbeyfield & Wesley in Northern Ireland, and all our staff and volunteers who are committed and dedicated to improving the lives of our residents. “Abbeyfield is a unique organisation insofar as it strives to provide supported living for older people in comfortable, family-style accommodation, freed up from the stresses of maintaining a house and garden, and with the added benefit of the provision of meals and companionship. Our recent and successful merger with Wesley has double the size of the organisation, introduced the provision of care for those with dementia and enabled the Society to go forward on a strong basis. I thoroughly enjoy my role as volunteer and am delighted to receive the prestigious recognition of the Society’s work.”

ULSTER RUGBY CEO SPEAKS TO BUSINESS LEADERS Shane Logan, Chief Executive of Ulster Rugby was guest of honour at the Chartered Accountants Ulster Society Business Lunch at the Lyric Theatre, Belfast. The event was sponsored by Ireland’s largest supplier of Sage Accounting, ERP & CRM software Pinnacle, which this year celebrates its 20th year in business.

t the event Shane Logan, appointed as CEO of Ulster Rugby in 2010, spoke about the organisations goals both on and off the field and explained the structures that have been put in place to achieve those goals. Mr Logan’s talk was very motivational and outlined the strong ethos of respect and professionalism which underpins Ulster Rugby. He also provided a few fascinating

insights into the dedication and routines of the players. Darren McDowell, Chairman of Chartered Accountants Ulster said: “We’re very thankful to Shane for his speech to our members. It shows the tremendous work bring undertaken at Ulster Rugby and is a great example of how implementing best practice and hard work brings real results. I also want to thank Pinnacle

Pictured at the Lyric Theatre are (from left) Darren McDowell, Chartered Accountants Ulster Society; Shane Logan, Ulster Rugby; Brian Connolly, Pinnacle; and Philip Maguire, Chartered Accountants Ulster Society.

for their support and help in putting this event on for our members and their guests.” Brian Connolly, Finance Director of Pinnacle commented, “We’re delighted to support the Chartered Accountants Ulster

Society, in this their 125th year. We were all inspired by Shane Logan who gave some useful insights into the tactics deployed to bring Ulster Rugby where it is today – a commercial and sporting success story”

Eye on News

Fleet Financial Back Driving Day Almost 150 participants took part in the first ever Charles Hurst/Fleet Financial Driving Challenge at Balmoral Park, Lisburn in mid-October.

leet financial had entered a team and Ross Moffett, Denise Curlett Karen Young and Nicola Henry represented the Fleet Financial team on the day. Nicola Henry said “ We had a fantastic day at the Marie Curie Driving Challenge, the team had great fun driving once in a lifetime vehicles like Bin lorries, Police Land rovers, Fire Engine’s and Gold liner Buses. I would thoroughly recommend this day as an opportunity for companies to

develop team building whilst supporting Marie Curie. Fleet Financial raised £1300 for the charity on the day. Philip Miley says “ we would like to thank our customers and dealers for their generous donations to this worthwhile cause, Marie Curie is a charity that touches everyone and we are extremely grateful for all the donations received. Marie Curie hopes to raise £20,000 from the proceeds of this event to help with nursing care for terminally ill patients.

Ruth Hope, Marie Curie, Philip Miley, Sales & Marketing Director, Fleet Financial and Claire Winter, Charles Hurst/Fleet Financial Account Manager at Ardmore Advertising.

Eye on News

Shelbourne Motors set to expand and invest up to £500,000 Shelbourne Motor Group Portadown are set to invest up to £500,000 at their award winning multi franchise facility on the Tandragee road Portadown. The investment will see the introduction of a new purpose build vehicle prep centre followed by the expansion of the existing accident repair centre, vehicle rental business as well as additional offices.

(L to R): Shelbourne Directors Paul Ward and Richard Ward pictured at the new purpose built vehicle preparation centre at Shelbourne Motors.

he new purpose built vehicle preparation centre will help facilitate greater capacity and efficiency for new and used car preparation ahead of their arrival at Shelbourne forecourts and at customer handover post sale. The new centre will double the size of the existing facility that already enjoys state of the art technology and

industry trained technicians. Richard Ward Director at Shelboune Motors said, “This year not only have we enjoyed our 40th anniversary in business but we have also experienced tremendous sales success in new and used cars, car repairs and vehicle rental over the last number of years, this investment is the next step and will help us operationally

Three Join Board Of AIB (UK)

IB Group (UK) p.l.c. has today announced the appointment of three new Board Directors, two of whom hail from Northern Ireland. This move is designed to strengthen the board by adding significant breadth of experience as the Bank seeks to develop further its support for the Northern Ireland and wider UK economies. The new appointments include Sir Bruce Robinson, former head of the Northern Ireland Civil Service and former Chief Executive of the

Industrial Development Board and Margaret Butler, originally from Ballycastle who has over 42 years experience within the Financial Services Industry in Northern Ireland, England, Scotland and Australia. Margaret currently acts as Trustee and Honorary Treasurer to the Northern Ireland Hospice and is also a member of Mutual Energy. Both will act as Non-Executive Directors and have also been joined on the Board by Steve Reid who has recently been appointed as Managing Director of AIB Group (UK) p.l.c.

embrace this sustained growth and demand from our customers”, Richard continued. Phase 2 of the investment will see the existing Shelbourne accident repair centre double in size to accommodate for an increase in capacity and resource. Already boasting a BSI industry kitemark for vehicle damage repair, the centre is approved for Toyota, Renault, Nissan repairs and many other UK manufacturers. Shelbourne vehicle rental will also benefit from the investment with the introduction of a new customer welcome, waiting and handover area. “Our core objective has always been to offer the customer the best experience, best product and best service levels in the industry and this financial

investment will only serve to strengthen and enhance this customer proposition to yet another level. This recent growth has followed an initial £30k investment made early this year in Group facilities”, Richard continued. The new prep centre will also have a new dedicated area to allow for vehicle photography and video of our cars. Aided with a new custom environment and a state of the art industry turntable, Shelbourne customers will be able to enjoy 360 degree video tours viewed at shelbournemotors.com. The new vehicle prep centre is expected to be complete by the end of the year and phase 2 for the accident repair centre and vehicle rental expected to be complete at the end of Q1 2014.

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Eye on News

Galgorm Resort And Spa To Invest £10 Million In Latest Expansion Galgorm Resort & Spa has announced a £10 million investment to further extend the range of leisure facilities at its Ballymena, County Antrim base.

he company, which has invested more than £25 million in the last 10 years to create one of the most successful, luxurious spa hotels in the UK and Ireland, confirmed that it is adding an additional 48 bedrooms and a new leisure wing which will incorporate

a swimming pool and gym. It said 60 new full and parttime positions would be created once work is completed in 2015. Confirmation of the investment plans were made after Northern Ireland Environment Minister Mark H Durkan confirmed that planning approval for the plans had been

formally granted by his department. Paul Smyth, Operations Director at Galgorm Resort and Spa, said: “We’re delighted that the Department of Environment’s planning department and Environment Minister Mark H Durkan have given us the formal go-ahead to proceed with our plans to provide additional new bedrooms and leisure facilities, which will ensure that we will continue to meet the demands of our quality-focused local and international customer base. “These plans have been carefully based on our commitment to not only grow the business further but also on our commitment to deliver a

top quality offering that continually exceeds the expectations of our guests. When combined with the significant investment made to date, we are confident that the extra facilities will underpin future growth and ensure our guests return time and time again.” In a statement, Northern Ireland Environment Minister, Mark H Durkan, said: “This is good news for Ballymena and the surrounding area. The new addition to this award winning resort will benefit tourism in mid-Antrim, providing high quality accommodation in an area that is the gateway to the Glens of Antrim and the scenic north coast.

IN! Magazine Celebrates Five Years of Growth The lifestyle magazine IN!, which turns five this month, has come a long way since it was launched in 2008 by sisters Lisa and Hayley Harrison around their kitchen table. In addition to outselling its competitors, it was the first Northern Irish publication to embrace mobile app technology, with the IN! Magazine app going live on the iTunes store in May 2011. While Ireland remains the primary market for the app, the publication has noted a significant increase in the number of people across the USA and China downloading it.

isa Harrison, Publisher of IN! Magazine, comments; ‘The way people digest content is constantly changing and it’s essential to engage with

them in whatever way that suits them best, whether it’s in the form of print or mobile apps. With emigration high, we’re delighted to see that those who can’t pick up a copy of the magazine are opting to keep up with all the latest news from home through our app’. As part of its marketing activity, the publication has invested heavily in corporate social responsibility, getting involved with local charities and communities, through the IN! Magazine Awards, a yearly awards ceremony which celebrates everything positive in Northern

Ireland, all voted for by the IN! Magazine readers. Over the past four years, the awards have raised over £50,000 for a variety of Northern Irish charities and with plans to build on this success, the Harrison sisters have secured high profile celebrities Eamonn Holmes and Ruth Langford to host the awards in March 2014. Over the coming year the magazine plans to expand into the experiential market, through ‘Girls’ Day Out Belfast’, a lifestyle exhibition for women from fashion and beauty to health and wellbeing. Providing

a new platform for the brand to engage with its readers, the event will be the first of its kind and scale in Northern Ireland. Hayley Harrison, Managing Director of IN! Magazine says, “Margins are tight for the print industry and while we’ve experienced a lot of success it is essential that we continue to generate new revenue streams, while providing our readers with a truly unique and valuable experience. Nothing like Girls’ Day Out Belfast exists in Northern Ireland and we believe it will be a major hit with our readers’.

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working within the firm’s insolvency and litigations teams for the past three years. It’s a great first step to developing their respective careers, and Alan and Caitriona now have a solid foundation to continue their studies in Insolvency. Caitriona said, “We both worked extremely hard for these CPI exams. It’s normally accountants who sit these, but our decision to take the course shows both ours and Cleaver Fulton Rankin’s desire to remain competitive in the market place”.

Caitriona Flanagan and Alan Gibson, both solicitors from law firm Cleaver Fulton Rankin celebrating their recent exam success.

Karen Blair, Managing Director, said “Alan and Caitriona’s hard work in completing the course and examinations is a great achievement. Their certification enhances the firms existing insolvency expertise and knowledge base which will

benefit both our clients and the firm. Congratulations to them both”. Another significant benefit of passing the CPI exam is this now allows Caitriona and Alan to apply to become affiliate members of the Insolvency Practitioners Association.

Bombardier Signs Up The Iraqis

STENA MARKS TWO YEARS OF NEW ROUTE

tena Line has just marked the second anniversary of its BelfastCairnryan route. The £200m investment in new port facilities and the Superfast vessels have proven to be very popular with tourist and freight customers and have significantly raised the standard of ferry services between Northern Ireland and Scotland. Since the start of the new service on 21st November 2011 Stena Line has achieved some impressive performance statistics including carrying 2.2million passengers, almost 500,000 cars

and over 300,000 freight units. Paul Grant, Stena Line’s Route Manager for Irish Sea North said: “When we opened up the new Belfast-Cairnryan we were confident that the new route would prove popular with our freight and travel customers. The combination of a high quality service and good value fares has proven to be successful. Pictured at the onboard birthday celebrations are (left to right): Kirsteen Hainey from Onboard Services and Master of the Stena Superfast VII Alistair McCarlie.

nterprise, Trade and Investment Minister Arlene Foster, has joined exhibitors, trade visitors and media from all over the world at the Middle East’s leading aerospace event, the Dubai Air Show. During the visit the Minister visited the Bombardier Aerospace Pavilion to attend the signing of a letter of

intent with Iraqi Airways to acquire five CSeries CS300 mainline jetliners. Pictured at the announcement are (L-R): Captain Saad Al-Khafaji, Chief Executive Officer and Director General, Iraqi Airways; Enterprise Minister Arlene Foster and Mike Arcamone, President, Commercial Aircraft Bombardier.

Eye on News

BT Keeps Tourism Ireland Talking BT has secured a new two year smartphone deal with Tourism Ireland following an extensive competitive tender process. The unique BT talk time contract is designed to enable Tourism Ireland’s staff do business across Ireland, GB, mainland Europe and beyond, in the most cost effective way.

his latest announcement further strengthens the relationship between BT and Tourism Ireland following a five-year deal signed last year which saw the organisation move the majority of its IT operations to a private cloudbased solution with BT. Paul Convery, Head of BT Business in Northern Ireland said: “Through our network and product offering, BT offers both efficiency and innovation, which is key for organisations like Tourism Ireland who have a presence in over 20 countries and run more than a dozen web sites. “We are delighted to be

providing Tourism Ireland with all of their technical and operational requirements through a single managed service. This latest smartphone contract announcement reinforces BT’s commitment to delivering operational expertise as Tourism Ireland seeks to enhance connectivity across its global marketing team.” David McIntyre, ICT Project and Implementation Manager, Tourism Ireland said, “Digital marketing now plays a hugely significant role in our work to promote the island of Ireland overseas and social media is an increasingly important element. Reliable, faster and more affordable IT operations are essential. This new contract allows us to leverage BT’s proven know-how to deliver on our objective of growing overseas tourism revenue and visitor numbers to the island of Ireland.”

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dfcbelfast.co.uk Motoring with Derek Black dbmotoring@btinternet.com

WHO NEEDS A BIG CAR WHEN THERE IS THE SIZZLING S3? One of my favourite Q cars, the latest Audi S3 has an understated sportiness in its design. A few miles behind the chunky steering wheel and you realise that the S stands for special.

his is a prime candidate for anyone downsizing from a large car with a six-cylinder engine. It comes as a three door hatch or five-door sport back. (Will Audi add an S3 to the new four-door line-up?). The four-cylinder TFSI engine has the legs of a much larger (and less efficient) power plant. There is 300bhp on tap, enough to whisk you up to 62mph in around five se-conds. More precisely, 4.8 seconds in the case of the S tronic or 5.2 seconds with the six-speed

manual gearbox. The auto is also slightly more economical (41mpg) and cleaner with 158g/km. As well as being fast, the S3 is also remarkably flexible and can pick up from low speeds in the higher gears without protest. Handling is precise and stable and the roadholding from the quattro all-wheel drive grips like a leech. This is a modest but very rewarding little car to drive. Pick of the range is the practical five-door sport back with the 2.0litre TDI and that excellent S tronic gearbox. As always the finish inside

the car is im-maculate and the fascia layout is simple but effective. A large colour screen and a central control knob lets you navigate all the various functions with ease. Prices for the S3 hatchback start from £30,640 for the three-door version. There is a

tempting catalogue of options including that S tronic gearbox so you will need to be strongwilled to keep to the list price. If you are currently driving a larger less efficient car, then the S3 offers a way to save money without any driving penalties.

BMW SWITCHES ON TO ELECTRIC POWER BUT WILL IT SELL? So BMW is dipping its toes in the electric car pond. The i3 is a very clever city car but even its maker is not expecting huge sales. Most buyers will use it as a second car.

ith eye-catching looks and much use of plastic and carbon fibre, the i3 is a quality item as you would expect. It looks tall but the weight of the lithium bat-teries below the seats means it feels stable. Those who have driven it tell me that it is enjoyable and handles well. Response from the 168bhp electric motor is urgent and it can reach 62mph from rest in just 7.2 seconds with zero emissions. Including the government grant, the i3 is priced from £25,680 which is not cheap. Its range is claimed to be 80 to 100 miles. For those who worry about being stranded at the roadside, an extra £3,150 buys you a range extender version. It has a 650cc engine from a BMW scooter.

This gives you up to 186mile combined range but it adds a bit of weight and slows acceleration a little. The tiny tank needs refilled every 80 miles or so. The i3 is one of the best electric cars so far. It offers and a posh badge but at a price. (In

fact, it costs almost as much as BMW’s frugal 320d Efficient Dy-namics). Some commentators think the i3 may tip the scales in favour of elec-tric cars but others are more cautious. Meanwhile, there are other ways to skin the green power onion.

Hyundai has just announced it will start selling hydrogen-powered cars next year. Toyota and Lexus will follow suit. Initially, of course, these will be pricey and it will take time to build a network of hydrogen filling stations…. Methinks the jury is out.

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Eye on Motoring

Motoring with Derek Black dbmotoring@btinternet.com

SMALL DIESEL PUTS THE CIVIC ON THE COMPANY SHOPPING LIST A new lean and clean 1.6-litre turbo diesel engine puts the Honda Civic at the top of the company car buyer’s shortlist. I found it to be one of those rare cars that comes close to its claimed mpg in the give and take of everyday driving.

he figures are simply stunning - 78mpg on the Combined Cycle and emis-sions of 94g/km - music to the ears of the bean counters. That means zero VED and 100% first year write-down. Even with mostly town driving, I man-aged to make it into the low sixties without any special efforts. Previously Honda only offered a 2.2-litre diesel which produced 150bhp. It is a measure of the efficiency of the new 1.6 diesel that it turns out 120bhp - a

fair bit more than most rivals. I thought the difference in performance felt less noticeable. You don’t feel compromised driving this eco warrior of conventional combus-tion. While it is not GT model, it feels willing and can accelerate to 62mph in 10.5 seconds which is more than sufficient for everyday driving. Plenty of torque too, so you don’t have to keep rowing the six-speed manual gearbox. In driving and engine terms the Civic is a challenger to the Golf

without a doubt. But it is let down by its over fussy styling and that spoiler across the rear window alone must put some buyers off. Rear door handles up by the windows make me think they are trying to be a Japanese Alfa. But what they gain on style they lose on practicality. With the

exception of the generous boot, the Civic feels on the cramped side particularly in the rear. The dashboard also manages to be more cluttered than it should be. That said, this is a good driving car capable of high economy and with the promise of sound reliability - worth a closer look

NEW LEON IS STRONG ON ECONOMY OPTIONS What’s not to like about the latest SEAT Leon? This Spanish take on the Golf Mk7 is stylish and practical. Best of all, you get the great VW engines for less money and that should appeal to any business buyer.

unning an accountant’s eye over the range, it is clear that the best value for money lies with the 1.2 and 1.4 turbo petrol engines or the stalwart 1.6 turbo diesel. The smallest petrol engine is deceptively eager and has the same 105bhp output as the diesel. You would need to get the calculator out to decide. The 1.2 petrol (52mpg combined) is not quite as economical as the 1.6 diesel (67mpg combined) but it can be purchased from £15,550 in S trim. The cheapest diesel is £17,550. That extra £2K would buy a lot of fuel! On the road I found the 1.6 turbo

diesel to be a decent performer that soaks up the miles with little effort to the driver. It is flexible so you don’t need to change gear very often and generally quiet though, not quite as refined as an equivalent Golf or Audi. The handling is sharp and the ride comfortable though on the

firm side. An impressive safety package including seven air bags, stability control, emergency brake assist and tyre pressure monitoring is standard on all models. There is a Ecomotive version of the 1.6 TDI that returns up to 74mpg combined with emissions of 99mpg - priced £17,825. Again

a slight price hike to add fuelsaving features that should pay off for high mileage drivers.. Other engine options include 1.4 and 1.8 turbo petrol units - both strong on driver appeal - and the revered and beefy 2.0-litre TDI. Overall, the latest Leon is strong on value and on performance.