Business Eye March April 2017 by Buckley Publications

Issue 168 March/April 2017 £2.50 Voted best Business Magazine in Ireland 2005 and Magazine of the Year for Northern Ireland

Barclay Communications 20 Years Of Customer Focus Celebrating 20 years... Britt Megahey and his son Ian, Head of WorkPal Sales at Barclay Communications, at Belfast’s Waterfront Hall, also celebrating its 20th anniversary this year.

Features: 03

Nimbus…Rapid Growth For Home-Grown IT Firm

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Belfast Met Launches New Business School

Lockton…Insurance Giant Hits New Heights

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CONTENTS

March/April 2017 ISSUE 168

Cover Story Britt Megahey & Barclay Communications... 20 Years Of Customer Focus

Titanic....More To Come From A World Leader Titanic Belfast CEO Tim Husbands looks back on the venue’s remarkable achievements so far, and says that the Northern Ireland public – and the increasing number of visitors come here – can expect a lot more from the city’s pride and joy.

Britt Megahey acknowledges that he’s worked hard over the 20 years since he set up his first mobile phone shop in Larne town centre. But it’s teamwork and a genuine emphasis customer focus that he says are the real reasons why Barclay Communications remains a leader in its markets today.

Mediation....Effective Dispute Resolution For Businesses

Information Technology

Gareth McAlister & Nimbus... A No Nonsense Approach to IT Gareth McAllister is one of a rare breed among IT professionals. He takes a pragmatic, no nonsense approach to a business not known for its straight talkers. And, despite the impressive growth of Nimbus CS, the IT consultancy he leads, his style isn’t likely to change.

The Bar of Northern Ireland will open the region’s first bespoke Mediation Centre in Belfast later this year, offering professional mediation services for dispute resolution for the first time. Three leading local barristers, Michael Humphreys QC, Lee Brown BL and Stephen Quinn QC, talk to Business Eye about the new Mediation Centre and what it can bring to the local legal marketplace.

Larry McGarry & Cmovie... Creative Talent Re-invented

Business Education

Belfast Business School... Leading The City To Work

It’s a fact of media life that the best creative talents aren’t necessarily the young guns of the business. The best of the bunch, put simply, are the most creative of the bunch. The men and women who live and breathe creativity. And Larry McGarry, for a lot of us who’ve been around the business over the years, is one of the best.

John Maguire & Belleek Pottery... A Company Like No Other

Insurance Industry

Lockton... Growing In A Much-Changed Landscape Lockton is a giant of the insurance industry yet it’s a broker and not an insurer. It’s also a company which has been making waves in the Northern Ireland commercial insurance marketplace over recent years. We catch up with Lockton’s Gary Ennis.

Eye on Finance

Eye on Giving

Eye on Events

Eye on Small Business Awards

Eye on Internet

Eye on Telecomms

Eye on Digital Marketing

Moving On

Editor Richard Buckley Commercial Director Brenda Buckley

Business Development Manager Ciara Donnelly

Design Hexagon Tel: (028) 9047 2210 www.hexagondesign.com

There are plenty of companies around the island of Ireland that can look back on illustrious histories. But there are few whose histories are quite a long as that of Belleek Pottery. Business Eye catches up with Belleek’s long-serving Managing Director, John Maguire.

Eye on Technology

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

Joanne Quinn....Key Role At New-Look Phoenix Joanne Quinn is more aware than most of how far Phoenix Natural Gas has come since it first arrival on the Northern Ireland energy marketplace....bringing natural gas with it for the first time on these shores. She joined the company in its very early days to work in business services, and she’s still with Phoenix as it celebrates its 20th anniversary.

The establishment of the new Belfast Business School might be a brand new initiative by Belfast Metropolitan College, but the College has a long and proud history of delivering business education. Christine Brown. Head of the Business School, talks about its mission to meet the needs of business and industry.

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When we last sat down to write a piece for this space, the Assembly Elections had produced a seismic shift in the make-up of the house on the hill and the parties had just started the first of three weeks of talks.

Comment

“It looks as though the days of determined British & Irish Government efforts to push the Northern Ireland parties into agreement are long gone.”

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Since then, there has been hope and, in much greater measure, there has been despondency. In the midst of the talking came the passing of Martin McGuinness and the former Deputy First Minister’s memorable funeral in Derry... an event that delivered no small measure of hope. But it didn’t translate into any agreement. Martin McGuinness was laid to rest on a Thursday. On the following Monday afternoon, we had grim faces at Stormont (not for the first time) as the talks broke down without any deal. And it doesn’t look good, does it? Secretary of State James Brokenshire has reconvened the talks and laid down another tentative deadline of the 18th of April. But he struggles to sound convincing about that, just as he struggles to sound convincing about anything. Meanwhile, the mood music amongst the DUP and Sinn Fein players is distinctly downbeat. It looks as though the days of determined British & Irish Government efforts to push the Northern Ireland parties into agreement are long gone. James Brokenshire is even less effective than his predecessor, Teresa Villers, and the Prime Minister has made it abundantly clear that she has no interest in getting involved in Northern Ireland in the way that other PM’s have done. But let’s be honest. We don’t have a divine right to Prime Ministers, Taoiseachs and others jetting into Belfast every time there’s a political crisis. They think that it’s time we stood on our own political feet. The problem is that we don’t seem to be able to do that.

Richard Buckley EDITOR Irish Magazine Editor of the Year 2005

Meanwhile, as plenty of commentators and others have already emphasised, the consequences of the current stalemate at potentially serious. Our ambitious plans to lower the rate of corporation tax here, and give ourselves a major strategic advantage as an investment location, are going to have to gather dust on the shelf. And that’s just one of many immediate results of the failure of local politics here. Of course, the civil servants will be able to keep the place running. The lights won’t go out and the buses will continue to run. But it’s hardly the point, is it? What’s most worrying is that the two main parties (and those two parties are more ‘main’ than ever before) seem to be miles apart, bickering over everything from an Irish Language Act to the thorny question of legacy issues. There were two ways of looking at the recent election. There are those of us (of the incurably optimistic variety) who might argue that it produced a big vote for parties prepared to make things work at Stormont. But there are others who might put forward the view that it shows that we’re more polarised than ever. Is that really the case? Is the socio-political middle ground really a school sports complex in South-East Belfast, where the BMWs and Audis might belong to middle class Catholics or middle class Protestants... and no one cares? Or is it a bit bigger than that. Let’s hope and pray that the latter is the case. And let’s hope that the parties at Stormont can find a way forward, whether they’r urged on by James Brokenshire or (as seeems more likely) by a more dynamic and independent chairman or woman. Sometimes we need to hope. Being optimistic around here has its challenges.

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Eye on News

Belfast Met launches Belfast Business School Belfast Met has launched the Belfast Business School – a £1.2M investment to further enhance the teaching and training facilities in the e3 building at the College’s Springvale campus.

he launch of the Belfast Business School will result in the delivery of creative and innovative professional and vocational courses focused on future industry and business needs. Speaking at the launch of the Belfast Business School, MarieThérèse McGivern, Principal and Chief Executive of Belfast Metropolitan College, said: “The launch of our Belfast Business School will firmly position Belfast Met at the heart of the economic debate and demonstrates our commitment to providing high quality professional courses to equip a modern workforce. “As an award-winning College with a long track record of delivering

high quality professional learning, we already offer a diverse range of business related courses. The Belfast Business School will continue to develop these and provide innovative lifelong learning programmes that are accessible, flexible and industry endorsed. “Our ethos is simple, we want to support individuals and local businesses to help drive economic growth in Northern Ireland. We have listened to the needs of local business and matched our curriculum to future economic growth areas to ensure we provide individuals with the skills and knowledge required for an increasingly competitive marketplace. Today is about celebrating the

Pictured launching the Belfast Business School is (L-R): Christine Brown, Head of the Belfast Business School; James D. Rooney, co-founder of the Harvard Business School Alumni Angels of London; and Marie-Thérèse McGivern, Principal and Chief Executive of Belfast Metropolitan College.

work we have done and continue to do in ‘leading the city to work’.” Guest speaker, James D. Rooney, a co-founder of the Harvard Business School Alumni Angels of London added: “This is the right investment at the right time for Belfast’s continued renaissance. Regardless of political boundaries the economy increasingly will be driven by ideas and innovation, and the Belfast

Business School will better equip the local workforce to seize the moment and enable new partnerships with peer regions around the world.” Lord Mayor of Belfast, Alderman Brian Kingston, said: “I’m honoured to be at the launch of the Belfast Business School today. Belfast is a city full of energy powering entrepreneurs and our youth and we have never been short of talent and skills.”

Carson McDowell Launches First Information Law Team In Northern Ireland

Dawn McKnight, Partner in the Corporate Law team with Michael Johnston, Managing Partner at Carson McDowell.

Belfast-based law firm Carson McDowell has created the first Information Law Team in Northern Ireland in a response to an increasing demand for work in the sector. 6

ith new laws around data protection coming into effect next year, a number of Partners from the firm’s expert teams in fields such as healthcare, environmental, commercial and employment law, will come together to advise on all elements of data protection, from understanding privacy rights to the workings of Freedom of Information rules and Non-Disclosure Agreements. Dawn McKnight, Partner in the Corporate Law Team commented: “At Carson McDowell, we have a specialist lawyers who are leaders in their field when it comes to this growing area of work. The new team is a way of bringing together those individuals, sharing knowledge and offering a better, more composite service to clients who are facing a range of new challenges around access to information and data. “It’s clear that much has changed since some of the laws about data were passed. Advances in technology mean access to sensitive information is readily available, with our smartphones

becoming compact computers storing increasing amounts of personal data. Compliance in this area has become even more time consuming and we’ve seen many high profile cases of hacking and data breaches in the past 12 months,” she added. “A number of companies are now employing Data Protection Officers (DPOs) who are responsible for managing data security and minimising the risks of cyber-attacks. Businesses can be liable for data breaches and some companies are nervous about this, particularly because they know a barrage of new legislation is imminent.” Claire Bates, Partner in the Healthcare Team added: “It has been nearly 20 years since the Data Protection Act was launched and many businesses will need to update and review policies before the new laws are enforced next May. “Cyber security is a major issue and Carson McDowell’s new Information Law Team has all the right tools to reassure businesses about the best ways to protect themselves.”

Eye on News

Agnew Group Get Into Gear For Cancer Fund For Children Local leading motor vehicle retailer, The Agnew Group is gearing up for some great fundraising, having adopted the Cancer Fund for Children as its charity partner.

ver 1000 staff at all its 16 dealerships in Northern Ireland will be participating in a number of challenges and events in the coming months to raise funds for the children’s charity. Key events include a climb up Slieve Donard, coffee mornings and a 5k Run, with an ambitious overall target of £100,000 to reach by year end, half to be raised by employees and half match-funded by the Agnew Group. Yuile Magee, Managing Director, The Agnew Group said, “We didn’t have to

look far when choosing a charity that resonates with employees and fits with our own supporting local ethos. All the staff at The Agnew Group are very excited about raising money for the Cancer Fund for Children. As a local firm which has supported Northern Ireland business for over 80 years, it fits perfectly with our ethos to fundraise for a local charity whose work is focused on supporting local people. I am looking forward to a successful partnership where we can make a direct and tangible

Driving away with £100K……Agnew Group Managing Director Yuile Magee, and Cancer Fund for Children’s Chief Executive, Gillian Creevy announce a £100,000 fundraising partnership at Agnew’s Auto repair Centre.

contribution to the lives of hundreds of families in Northern Ireland. “And not only have our employees got behind the fundraising, but two of our manufacturers, Volvo UK and Mercedes-Benz UK are also getting on board by making a donation to the charity with every Volvo or MercedesBenz test drive taken within the Agnew Group. We are delighted that two such major manufacturers have decided

to support us on this local level.” Gillian Creevy, Chief Executive, Cancer Fund for Children said, “Cancer Fund for Children is truly delighted to be partnering The Agnew Group during 2017. An organisation with a great reputation and wealth of experience - and whose staff team have totally committed themselves to our culture and values around providing top quality support to children living with cancer – and their families.”

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Eye on News

Seven Weeks To Four Day Balmoral Show The Royal Ulster Agricultural Society (RUAS) has launched the 149th Balmoral Show in partnership with Ulster Bank. This year’s Show will provide an exciting mix of food, farming excellence and showmanship alongside an exhilarating entertainment schedule from 10th - 13th May 2017.

ith many new additions to the Show, news of a fourth day is proving the most highly anticipated development. Rhonda Geary, RUAS Operations Director commented “We are very excited to bring our amazing Show offering to a fourth day, on a Saturday, which has been called for, for many years. The four days of the Show will include all that is brilliant about Balmoral, grassroots agriculture alongside a mix of shopping, entertainment and attractions. We are delighted to see a marked increase in many livestock sectors including equine and beef, and are looking forward

to a full house in May competing for prestigious Balmoral titles”. Richard Donnan, Head of Northern Ireland, Ulster Bank, said at the launch “As we mark our 9th year as principal sponsor of the Balmoral Show, Ulster Bank is proud of its continued partnership with one of the biggest events in Northern Ireland’s calendar. The Balmoral Show gives us the perfect platform to showcase our support for the agri-food industry and we want to let farmers and producers know that our expert teams are here to provide them with real and meaningful help for what matters as they continue to manage

Launching the 149th Balmoral Show in partnership with Ulster Bank is (L-R) Cormac McKervey, Ulster Bank’s Senior Agriculture Manager, Cyril Millar, President of the Royal Ulster Agricultural Society and Richard Donnan, Ulster Bank’s Head of Northern Ireland.

risk and seek out new opportunities. Sponsoring the Show symbolises the key role that Ulster Bank plays in helping the sector develop and succeed - connecting with our customers, engaging with them, and highlighting the significant funding we have available. We look forward to welcoming visitors over the course of the four days and to a very successful Balmoral Show 2017.” While the Year of Food and Drink has passed, its legacy remains and food is top of the agenda at the Show. The NI Food Pavilion will showcase over 100 local producers with 50 chefs cooking up a storm over the four

days. 2017 will see the introduction of a new Health and Fitness Village which will appeal to gym buffs and outdoor adventurers alike. A superb family day is on offer as food and fitness are served alongside farming, a jam packed entertainment programme and attractions. There will be live robotic milking served up alongside the SPAR Arena which offers a dedicated area for fun family entertainment. The Agri Pavilion provides a platform for businesses, where networking and business will be rife over the four days, complemented by impressive outdoor machinery trade stands.

LOCAL GRADUATE TOPS UK EXAM SUCCESS Ryan Maguire, an employee of FinTrU, has outperformed all other candidates across the UK in one of the Chartered Institute for Securities and Investments’ (CISI) professional examinations. Ryan, who is a graduate in English Literature, and from Newtownabbey, achieved the highest mark in the CISI Introduction to Investment module which has been completed by hundreds of candidates in the 12 months to 30 September 2016.

Top performing CISI Candidate, Ryan Maguire, accepts his award in London from Clare Gore Langton, CISI Educational Trust Chairman.

e sat the professional exams following completion of a programme at the FinTru Financial Services Academy delivered jointly by the Ulster University Business School and BMC as part of the Department for the Economy’s Assured Skills Initiative. Professor Gillian Armstrong, explained, “The financial services sector is

increasingly looking to NI graduates who have the demonstrable skill sets to meet industry needs and who can play an active part in the growing the reputation of Belfast as a location for the financial services industry. Contributing to the aim of becoming Northern Ireland’s civic university, which includes a civic pledge to develop skills for industry, the Ulster University Business

School have continued to respond to industry needs by creating a bespoke Financial Services Academy.” Module lecturer, Paul Stewart, added, “This model not only upskills graduates to achieve success in professional examinations, such as those set by CISI but also prepares them to play a much greater part in growing the fintech sector specifically and the local economy generally. By working in partnership with FinTru, DfE, Invest NI and CISI in delivering the Academy, we aim to make a positive contribution to help attract foreign direct investment to Northern Ireland.” As part of the Academy’s programme, Ryan was exposed to relevant

technical and employability training which covered practical training in Capital Markets, Financial Regulations, Analytics and Organisational Skills. Since completing the Academy, Ryan has accepted a full-time post at financial services company FinTru Ltd. Darragh McCarthy, FinTru’s Chief Executive, said, “Ryan’s award success is further evidence of the high calibre of ambitious graduate talent available in Northern Ireland. It also demonstrates the great partnership between private sector (FinTrU), public sector (Assured Skills Programme) and institutions of higher education (Ulster University) in developing this talent for the labour market.”

Eye on News

Mount Charles Hosts First Annual Trevi Awards Mount Charles, Ireland’s leading locally-owned foodservice and business support organisation has held its first annual black-tie employee awards ceremony.

he Trevi Awards were named in honour of Mount Charles founder and Chairman Trevor Annon, and were created to recognise outstanding contributions from people throughout all divisions of the diverse business. The event was held at Down Royal Racecourse in Lisburn and attended by over 200 employees, suppliers and business partners. Speaking at the event, Trevor Annon commented: “This event is a wonderful way to reflect on 29 years in business and the people who have contributed to our success. “We now employ around 2,100 people, making us one of the

largest employers in Northern Ireland and it gives me great privilege to say that so many of our team have been with the company for a long time, particularly as our industry is typically associated with a high turnover of staff.” The winners were: • Barista of the Year: Eniko Hadju, Fed& Watered at Exeter Airport • Foodservice Assistant of the Year: Amanda Dinnen, Fed & Watered at the Obel, Belfast • Vending Merchandiser of the Year: David Kinsella

Pictured are Cathal Geoghegan, Managing Director of Mount Charles and Trevor Annon, Chairman, along with the ‘Pride of Mount Charles’ award winner Marie McGeown, Combined Services Manager at Drumglass High School in Dungannon.

• Cleaning Operative of the Year: Julie-Anne Gough • Chef/Cook of the Year: Ciaran Drain, Ulster University • Outstanding Customer Service: Evangeline Lacey, Laganside Courts • Best Newcomer: Nuala McNally, Cleaning & Support Services • Annon House / Montgomery Road Support Star: Diane Tomany, Finance

• Unit Manager of the Year: Margaret McAfee, Hendersons • Manager of the Year: Janice Stewart, Ulster University The final award of the evening was the ‘Pride of Mount Charles’, which was given to Marie McGeown, Combined Services Manager at Drumglass High School in Dungannon.

BISHOP’S GATE HOTEL CELEBRATES ITS FIRST BIRTHDAY The award winning Bishop’s Gate hotel in Derry, which was unveiled as one of the UK’s top 25 rated hotels by TripAdvisor earlier this year, is celebrating its first birthday.

ithin the hotel’s first year of trading it has exceeded both occupancy and business targets. Ciaran O’Neill, operator of Bishop’s Gate and President of the Northern Ireland Hotels Federation discusses the initial projections and how these have been surpassed: “At Bishop’s Gate, delivering the best accommodation, food and service is our priority and we work tirelessly to provide experiences that exceed expectations

whilst positioning ourselves as one of Northern Ireland’s leading destinations. This approach has paid off. Within our first year, we have exceeded the occupancy levels projected in our business plan and we are currently employing almost twice the number of people that we anticipated. We set out to create 48 jobs and we’ve created 76. “In the month of March, as we celebrate our first year of trading, we will have welcomed over 12,000 visitors. Our amazing team is committed to excellence and this is reflected in the comments and feedback we receive. Visitors have described the food experience as ‘a fantastic eatery’ while the sensitively restored, exuberant Edwardian surroundings have regularly been termed a ‘fantastic overnight luxury stop’.” Bishop’s Gate Hotel ranked second in TripAdvisor’s UK top 25 rated hotels in the annual Travellers’ Choice awards just weeks before celebrating its first

birthday. The hotel has also won a host of other local awards since it officially opened. Stephanie McCarron won ‘Hotel Receptionist of the Year - Most Promising Hotel Category’ at the Hotel Receptionist of the Year Awards and the team scooped third place in the ‘Hotel Restaurant of the Year’ awards, organised by NI Hotels Federation. The hotel was also voted ‘Hideaway of the Year’ in a leading hospitality guide, announced by Georgina Campbell, one of Ireland’s leading food and hospitality writers. Ciaran explains the importance of the awards: “These accolades are testament to our incredible staff who are committed to delivering a genuine welcome to all of our guests. Everyone strives to ensure every visit is special, whether it is a formal occasion such as a wedding or simply

friends enjoying lunch or afternoon tea in The Wig & Gown Champagne Bar & Grill. Attracting many international visitors, The Gown is fast becoming a destination restaurant. These awards show that Bishop’s Gate is at the top of the industry. We look forward to continuing to deliver the highest quality standards that our guests expect.” The exquisite Grade B1 listed Bishop’s Gate Hotel is perfectly positioned within the historic city walls in the heart of Derry City’s Cathedral Quarter. Built in 1899, this hotel blends stunning Edwardian architecture, stylish appointments and luxurious facilities which have been sensitively restored to pay homage to the rich heritage of the building, whilst exceeding the contemporary needs and desires of its guests.

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Eye on News

Porsche Centre Belfast Building New Contemporary Showroom In Titanic Quarter the capacity to showcase 15 Porsche cars, double the existing showroom at Boucher, where customers can enjoy a variety of new facilities and improved services including:

Breaking new ground recently at the site are Yuile Magee, Group Managing Director, Agnew Group, Chris Craft, Managing Director for Porsche Cars, GB, Damian Heron, Group Managing Director, Heron Bros., and Carl Russell, Centre Principal, Porsche Belfast.

Porsche Centre Belfast is developing a new £6 million, state of the art showroom at the Titanic Quarter in Belfast, a large-scale waterfront regeneration, comprising history and the latest design approaches. The new prime location, with upwards of one million visitors each year, means it will effectively be a window into the world of the Stuttgart sports car manufacturer, a marque that has fascinated car enthusiasts since 1948.

he all-new Centre will open for business later this year, owned and operated by The Agnew Group. Work has already

begun preparing the brownfield site, led by contractors Heron Bros. When complete, the new building will be 28,000sq feet in size, with

- Greater selection of new and Porsche Approved PreOwned models on display - Customer specification lounge to support detailed consideration of features and benefits of individual cars - Dedicated customer waiting area and hospitality facilities - Two dedicated vehicle handover bays - Eight workshop bays including a dedicated wheel alignment bay - Direct Dialogue Bay supporting quick on the spot diagnosis - Space to show a wider range from Porsche Driver’s Selection merchandise - More Tequipment optional accessories on display - Much larger customer car parking facilities As Porsche cars embody long-held principles of intelligent performance, so too the new building will incorporate cutting edge architectural design and energy efficiency measures. Yuile Magee, Group Managing Director of The Agnew Group which owns Porsche Centre Belfast, commented, “Our opening of the Porsche Showroom is a reflection

not only of the success of the Porsche brand, but also of our strength and presence in the local car market. The Agnew Group is synonymous with premium brands and excellent customer service, and this new showroom is a natural progression for us, as we develop our business further.” “Just a glance at our current model range clearly shows this is a very exciting time for everyone associated with Porsche,” commented Chris Craft, Managing Director of Porsche Cars Great Britain. “And we are delighted that our presence in Northern Ireland is being strengthened with this investment by The Agnew Group. We are very proud of the new facilities and services it will be able to provide. With further innovative sports cars in the pipeline, along with a surge in interest for Classic Porsche vehicles, we are confident that this new Centre will help grow our customer experience as well as continue the business growth of Porsche Centre Belfast and ourselves.” The existing Porsche staff will relocate to the iconic Titanic Quarter site, and additional staff are already being recruited and trained, to ensure the entire 25-strong, experienced team is ready to move to the new site. The state-of-the-art Centre will be open by December 2017 with Porsche sales and customer service continuing from the Boucher Road premises until then.

ACCOUNTANCY ACCOLADE The Danske Bank Accountancy Award was recently presented to Jennifer Blaney at Danske Bank’s headquarters in Belfast. Jennifer, who is a Senior Associate at PwC, was awarded the annual prize for achieving the highest marks in Northern Ireland in the 2016 Institute of Chartered Accountants Ireland (ICAI) Final Admitting Examination. 12

Pictured (L-R) is Dawn Johnston, Chair of Chartered Accountants Ulster Society; Jennifer Blaney, Senior Associate at PwC and Stephen Matchett, Chief Financial Officer, Danske Bank.

Eye on News

GEM Oils Introduce High Performance IT to Help FUEL Growth

Helen Milligan, MD of GEM Oils and Kyle Moore of FUEL

GEM Oils take delivery of oil tankers from their carefully selected suppliers and produce a wide range of their own branded lubricants. These lubricants are distributed in a range of plastic containers which are manufactured by their sister company next door, GEM Plastics.

EM Oils is a long established and highly respected brand throughout Irish industry. The company has grown its turnover by 30% over the last 5 years, and have plans in place to continue this path of impressive growth in the future. The company operate at maximum capacity on a daily basis, and so both sales and finance staff saw the requirement to move from their existing purpose written management software. The current management software was nearing its limits in terms of functionality and support, and there was a desire to move to a more secure and interactive solution. With all this in mind they engaged an IT consultant to investigate possible financial management solutions that would better manage the business, and allow members of staff to become more productive and efficient with their time. This was something they’d been asking for themselves. As a result of this

joint management/staff initiative, an increase in both turnover and profitability is now both possible and expected. Following a process of investigating various Financial / Manufacturing Solutions, Sage 200 Manufacturing seemed to be the best suited to the GEM Oils business processes. GEM Oils met a number of Sage partners but on the advice of their external consultant, decided this time to ask FUEL – High Performance IT, to present Sage Manufacturing to them. With the extensive experience of FUEL’s consultants in Sage 200 and Sage Manufacturing, all seemed much clearer, and GEM Oils decided to move to the next stage of the project. The Board of GEM Oils then approved FUEL to be their Sage business partner, and following an initial project planning meeting, the project is now at the implementation stage, and on target to meet the agreed schedule to “go live”!

Help your employees reduce stress, save money and be more productive!

ast summer more than 100 local organisations got on board Northern Ireland’s first ever Bus + Train Week; a unique celebration of everything that’s great about public transport. This year’s event is shaping up to be even bigger and better! Taking place on 5 – 11 June 2017, Translink

The Sage 200 Manufacturing solution will give GEM Oils a more user friendly and interactive platform. This will speed up the sales process for sales reps and administration staff and provide better use of valuable time both with customers and in the main administration office. The expected additional time that will be made available to the finance staff, will allow for the creation of more meaningful and dynamic reporting, by Helen and her team. This will give Helen a live picture on the everyday business, and also provide the board that she reports to, with a clearer and more meaningful set of reports, on the status of the company. Kyle Moore, Senior Sage Consultant from FUEL is now working closely with Helen Milligan, GEM Oils’ Managing Director and her staff, to ensure a successful conclusion to the project. Helen and her staff have accumulated over 360 years of experience in the Oil

customers can enjoy a range of special discounted fares network-wide, exclusive competitions, giveaways and entertainment. Local businesses are being encouraged to join the Bus + Train Week Corporate Challenge. Those that demonstrate their efforts to promote and use public transport will be officially recognised by Translink with awards for the Most Creative Organisation, Best Small Organisation, Best Large Organisation and Council Champion. The organisation which demonstrates the most enthusiastic and effective approach to ‘get on-board’ Bus +Train Week will win the coveted Corporate Challenge Trophy. Taking public transport, even just one day a week, could boost your business success by helping employees save money, reduce stress, enjoy a more active and healthier travel routine, relax or be more productive on board services and reduce their environmental impact by having fewer cars on the road. Public transport supports economic growth and social inclusion while offering energy efficiency and ‘low carbon’ mobility. And with Belfast hitting

Distribution business between them. It is very clear when talking to all the staff at GEM Oils, that the success of the company, is driven by the whole company and not just the board of directors. With this in mind, the future with the new Sage 200 Manufacturing solution implemented, is keenly anticipated. Kyle Moore commented, “The implementation is immensely helped when the whole company, both management and staff, commit their time and efforts into the project. The combining of the expertise in the different departments of GEM Oils, will deliver a system which will benefit the company as a whole” “We are delighted to work with Fuel, who are a very “hands-on” company. We are excited for the opportunities that the successful implementation of Sage 200 will bring to our company” commented Helen Milligan, Managing Director of GEM Oils.

the headlines for bad traffic congestion and air pollution, it’s important to take action now. The Bus + Train Week 2017 Corporate Challenge will officially launch in late April. For further information call the Translink Communications Team on tel. 9089 9455, email smartmovers@translink.co.uk and join the conversation online using #GetonBoardNI.

Eye on Venues

Titanic... More To Come From A World Leader Located on the Titanic slipways in the heart of what was once the biggest shipyard in the world, Titanic Belfast, now the World’s Leading Tourist Attraction, opened its doors on 31st March 2012, marking 100 years since the completion of Titanic, the world’s most famous liner.

s Northern Ireland’s signature tourism project and one of the most dramatic tourism projects opening anywhere in the world, Titanic Belfast opened with the aim of establishing it as the home of Titanic, showcasing Belfast’s maritime and industrial past, making it a must-see attraction and city on the world wide stage. Since opening, Titanic Belfast has gone from strength to strength on both the local, national and international level; this month, it celebrates its fifth birthday. To mark the occasion, our editor, Richard, speaks to

Chief Executive Tim Husbands MBE to get the lowdown . “It seems like only yesterday that I had taken the reigns of what I believed to be a game changing project that would not only help the city reclaim its incredible heritage but develop Belfast tourism as a whole.” “Over the last decade, there has been no doubt that Belfast has been transformed– and Titanic Belfast has had a key role to play in this. We have welcomed over 3.5 million visitors from over 145 different countries, changing the tourism footprint of Northern Ireland and opening the destination to international visitors. So far this year over 82% of our visitors are visiting from outside Northern Ireland.” Each year the world-class attraction has continued to smash targets, none more so than last year. “2016/17 was a really strong year. Not only did we have our busiest day ever in August 2016, saw an increase in numbers from key markets including Britain, USA, China, France, Germany and Australia but we were crowned

the World’s Leading Tourist Attraction at the prestigious World Travel Awards. With the support of industry, politicians and local personalities, there was no doubt this was a win for Northern Ireland as a whole.” Titanic Belfast sees itself as a development that Belfast as a city can be proud of and feels it is important to drive impact for the wider economy. “40% of our visitors said that they were only coming to Belfast specifically for Titanic Belfast and since opening there has been sustained uplift in Outof-State visitors to Belfast year on year. With the World Travel Award, we are investing and implementing a proactive and robust out-of-state leisure sales and marketing strategy with this as the main hook to continue to get people talking about Belfast and Northern Ireland.” Kerrie Sweeney, Chief Executive of Titanic Foundation Limited, the charity that owns the iconic building, commented; “Titanic Belfast demonstrates what can be achieved through partnership working. Five years on, we

continue to thank our funders and donors, the Northern Ireland Assembly, Belfast City Council, Belfast Harbour Commission and Titanic Quarter Limited for sharing our vision and contributing to our success. Most of all, we congratulate Titanic Belfast’s management and staff who have exceeded all expectations, smashing every one of our original targets. Happy birthday, Titanic Belfast.” Over the years, Titanic Belfast has served as an anchor project for the wider development of Titanic Quarter, being a catalyst for further hotel, commercial and residential developments, as well as generating almost £110 million in additional tourism spend for the Northern Ireland economy in its first three years in operation. It has also played a significant role in attracting cruise ships to the region –last year Belfast welcomed an all-time high 84 cruise ships, bringing close to 145,000 visitors to the city, representing a 26 per cent increase in visitor numbers compared with 2015. In terms of Business Tourism,

Eye on Venues Titanic Belfast has been a key hook in attracting business tourism to Northern Ireland over the last five years. Since opening, it has hosted over 1,500 business and leisure events, from Queen Elizabeth’s Jubilee lunch, G8 Summit Reception, The NI Investment Conference with David Cameron, BBC Sports Personality red carpet, The World Police & Fire Games International Conference, Giro D’Italia to BBC Proms in the Park and MTV Sounds.

successfully added two new venues to its local operations portfolio, The SS Nomadic and The Titanic Exhibition Centre. “The two new venues increase our offering for our clients. The SS Nomadic, the last remaining White Star Line vessel is now available for exclusive hire for a range of private and corporate events, from drinks receptions to fine dining. Whereas the Titanic Exhibition Centre, is a 6,000 square metre venue

“ 40% of our visitors said that they were only coming to Belfast specifically for Titanic Belfast and since opening there has been sustained uplift in Out-ofState visitors to Belfast year on year.“ “There is no doubt that these signature events have and will continue play a key role in our business development. Many of these events have been aired to millions of viewers and showcase our city and drive footfall. On a day to day basis, we work closely with Visit Belfast and other venues such as the Waterfront to attract key events for example, World Credit Union Conference with 2,000 delegates from 55 countries (worth £3.7 million to the Belfast economy), to Northern Ireland.” Like everything else Titanic Belfast does not rest on its laurels and have kept developing its facilities. Last year alone, it

with space for exhibitions, community, sporting events and large scale banquets for over 3,000 people in a central location. Both of which have proved exceedingly popular.” Looking ahead, Tim feels Titanic Belfast, along with Belfast is on the up! With huge investment in Belfast’s hotel infrastructure, married with success of recent large scale events, which show Northern Ireland’s ‘cando’ attitude, he predicts that Belfast’s presence on the national and international stage will continue to increase, and that the city will attract ever increasing numbers of international leisure and business tourists.

Titanic Belfast’s Chief Executive Tim Husbands MBE

For more information on Titanic Belfast, visit www.titanicbelfast.com

Eye on News

Belfast Tech Firm TheAppBuilder create Award Winning App for Energy Giant SGN An Employee App Solution for a Field Workforce SGN’s Communications team needed to provide every employee with access to the optimum information but faced the challenge of an outdated intranet. The company has around 3800 employees of which about 80% are field based. SSE (a majority SGN shareholder) had recently launched an employee app developed by TheAppBuilder. Encouraged by the experience of SSE, SGN decided to build their own app. The project took six months from concept to delivery. When asked about working with TheAppBuilder, Janet Lessells, Internal Comms Manager at SGN remarked “I think it was brilliant… they were very creative… I just really liked working with them to be honest. They were very friendly and professional…” Within one week of launching

32% of employees had downloaded the app and there were 3,200 downloads in the first 28 days. 92% of employees said ‘they really like it’ and 64% confirmed they are accessing the app at least once per day with 26% accessing it two to three times. Award Winning Internal Comms App Innovation The success of TheAppBuilder SGNapp was recognised at the 2017 CIPR Inside Awards with an award for ‘Best Employee App’. And now the SGNapp is up for ‘Mobile Innovation of the Year’ in the National Technology Awards. James Scott CEO of TheAppBuilder had this to say: We are very proud that our client SGN have been shortlisted for ‘Mobile Innovation of the Year’ for their Employee App created on TheAppBuilder platform.

SGN (Scotia Gas Networks) is a UK gas distribution company which manages the network that distributes natural and green gas to 5.9 million properties across the UK.

This is great recognition for Janet and the team who also won “Best Employee App” at the CIPR Inside Awards – we are delighted and wish them the best of luck!

Contact the TheAppBuilder team to discuss an employee app solution for your company. www.theappbuilder.com/contact-us

LEADING TRAVEL AGENCIES UNITE Oasis Travel, one of Northern Ireland’s longest established and most successful independent travel agencies, has acquired Knock Travel for an undisclosed fee.

Sandra Corkin & Doreen McKenzie

he merger which will take place from Tuesday 30th May 2017 creates an expanded agency network stretching across six prime locations in the Greater Belfast, North Down and Lisburn areas. The combined businesses will trade as Oasis Travel. Commenting on the acquisition of the high profile Knock Travel, Sandra Corkin, Managing Director and proprietor of Oasis Travel, said, “Oasis Travel and Knock Travel have long been recognised as two of the strongest independent names on the local travel scene, each with a proven track record spanning three decades. We each have a similar business ethos with firm focus on exemplary service and a commitment to providing worldwide leisure and business travel for the local marketplace. Together, we have an opportunity to re-energise

travel in Northern Ireland, offering market-leading technology and award-winning service through our superbly appointed Oasis Travel & Cruise Centres. “We are delighted to be bringing on board the highly respected team from Knock Travel, led by Doreen McKenzie whose expertise and professionalism are, quite simply, unsurpassed in this marketplace. Combining running a highly successful business with her role as Northern Ireland spokesperson for ABTA/The Travel Association, she has long been lauded as the local ‘face of travel’. Her involvement in the expanded Oasis Travel will be of huge importance as we shape the business for the future.” Announcing the deal, Doreen McKenzie said, “Both businesses have enjoyed three decades of sustained success in a famously dynamic and demanding business sector, winning a plethora of awards and earning the loyalty of a huge customer base. Combining our talents, resources and vision for the future allows us to build still further on those successful foundations and we are confident that there is an even more impressive future ahead for the expanded Oasis Travel.

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Eye on Cover Story

Britt Megahey & Barclay Communications... 20 Years Of Customer Focus It’s one of the most competitive, and notoriously price-driven, marketplaces and it’s a sector where customers are fickle. It’s the telecommunications market, and it’s one where survival and prosperity takes a heady mix of drive, determination and customer focus.

ritt Megahey acknowledges that he’s worked hard over the 20 years since he set up his first mobile phone shop in Larne town centre. But it’s teamwork and a genuine emphasis on customer focus that he says are the real reasons why Barclay Communications remains a leader in its markets today. “It seems like yesterday since we opened that first shop in 1997,” he says. “But it wasn’t on its own for long. That was the time of the mobile boom and we quickly added three or four more and ended up with a network of 14 high street stores. “Today, we’re a multi-faceted communications provider. We still provide our customers with mobile handsets, but we also provide landlines, IT services and we have a workflow management software product called WorkPal which is going very well for us,” he says. “So we’ve come a bit of a distance from the days when all we had to do was serve someone with a mobile phone over the shop counter. “But how we look after our customers is the real key for us as a company. Everything we do is built around professional account management and around customer service, and it’s an approach that we’ve honed and refined over the past 20 years in business.” Today’s Barclay Communications employs in excess of 200 people and a current recruitment drive will increase that total to 230 or so across the firm’s three offices – two in Belfast and a third in Scotland. “Mobile communication remains our core business,” Britt Megahey adds. “But fixed line communication as well as the phone systems and

call plans around it has been a growth area for us in the years since the market was de-regulated. “On the IT front, we’ll work alongside our customers to set up IT systems to support their communications... and that includes installing servers if required, configuring PC’s and making sure that the systems they have in use are seamless and produce the results they want. “WorkPal, meanwhile, is a complete end-to-end workflow management system for organisations with people in the field or with a number of different sites. And it’s a software solution that works with today’s mobile technologies.” But Barclay Communications can also offer its customers a range of bespoke software solutions, geared and adapted to suit the needs of individual businesses. “Every business is different,” says Britt Megahey. “So we’ll sit down and talk to our customers to understand the needs before we come up with the solutions.” Barclay Communications’ customers include many of Northern Ireland’s Top 200 companies and include small firms with one or two handsets up to much larger organisations with 1200 or 1300 devices in use at any one time. “Of course it’s a very competitive marketplace. It tends to go in peaks and troughs, but the players come and go, and I think we’ll be seeing more consolidation in the industry. The bigger players will get bigger and the smaller players will struggle to survive. Often, that’s because they don’t have as strong a customer focus as they should have. In this business, it is crucial.

Eye on Cover Story

“ Every customer will be contacted at least every three months and will be able to benefit from a bill review. We find that most of our competitors just don’t do that kind of thing. They may promise it but, on the evidence that we see, they don’t often deliver it.”

“This marketplace can be very price-driven, but we differentiate ourselves by concentrating firmly on service. Our account managementbased approach is crucial to how we do things, backed up by a great portfolio of products.” “We can provide everything the customers needs – from handsets to full IT systems – and we can make it easy by putting it all on one bill and we can back it up with a really high level of customer service. So we feel that we’re different from the competition out there.” “By contrast, a lot of the players out there base themselves around price and how cheaply they can do it.” Barclay Communications has developed software systems that can monitor a customer’s account on a day to day basis, producing recommendations on cost savings around tariff and

data usage on a regular basis. “So it’s not a case of someone signing up with us and that being the end of it. We keep an eye on their usage and potential savings all the time. It’s part of what we do, and it’s not unusual for us to be able to make substantial cost savings for a broad range of customers.” “Every customer will be contacted at least every three months and will be able to benefit from a bill review. We find that most of our competitors just don’t do that kind of thing. They may promise it but, on the evidence that we see, they don’t often deliver it. The way we look it as that we become an extension of a customers’ workforce.” Britt Megahey reckons that local companies are embracing the mobile business concept in increasing numbers. “WorkPal is our fastest growing product and I think that we’ll see revenues

from WorkPal overtaking revenue from handsets in the next couple of years. That’s a measure of how important it is.” Barclay Communications operates largely with private sector customers but was recently awarded a place on the Government Framework for the Digital Marketplace, opening up the possibility of Government agency and Third Sector contracts for the company. Looking to the future, Britt Megahey is confident that Barclay Communications can continue on a growth track. “We’ve got very ambitious growth plan. We’ll certainly continue to expand our range of products, and we want to grow the mobile part of our business into the rest of the UK. And we’re looking a lot further afield. Our software product is attracting real interest from a couple of organisations in Dubai.”

Eye on News

Finger On The Pulse Biometric security such as fingerprint authentication will increasingly be used to drive engagement and sales, according to Deloitte’s Technology, Media and Telecommunications Predictions for 2017.

aul Lee, TMT partner, presenting at the Deloitte TMT Predictions breakfast in Belfast said that Deloitte estimates roughly 40 per cent of all smartphones in developed countries will incorporate a fingerprint reader by the end of 2017 and the active use of fingerprint reader-

equipped devices will top one billion for the first time this year. Other topics covered at the breakfast were the evolution of 5G networks, the changing use of augmented reality, how insecure Internet of Things devices are driving the rise in cyber-attacks, uncertainty over the viable uses

of artificial intelligence and why nostalgia has led to a temporary resurgence in vinyl record sales. Paul Lee is pictured with Danny McConnell, Deloitte’s technology partner in Belfast and Brittany the robot, an example of the next generation of connected artificial intelligence devices.

Innovation And Export On The Plate At Food & Drink Awards The 14th Northern Ireland Food & Drink Awards served up a celebration of innovation, quality and export success as leading local food and drink companies were recognised at an awards ceremony in the Crowne Plaza Hotel, Belfast.

he awards are recognised as a crucial measure of commercial success for local food and drink manufacturers and processors, offering companies the chance to showcase their commitment to excellence in front of key industry stakeholders and customers. A total of 11 awards were presented at the event, which was attended by over 350 guests including major retailers, government officials and industry leaders. There were two winners in the ‘Ulster Bank Best New Product in a Large Company category’ - Dale Farm was awarded the prize for Protein Milk, along with Linden Foods for its Lidl Dry Aged Steak range. The award for Best New Product in a Medium Company was scooped up by Scott’s Bakery Gluten Free Range, while Pop Notch won the Small Company category. The Food NI People’s Choice Award went to the ever popular Thompson’s Punjana tea.

Other award winners on the night included Linwoods, picking up the Invest NI Export Excellence Award and Moy Park, winners of the Safefood Best Innovation to Enhance Food Safety Award. Professor Chris Elliot, Director of the Institute for Global Food Safety at Queen’s University Belfast was presented with the Ulster Bank Outstanding Contribution Award. Laura Hook of Dale Farm was recognised with the Food and Drink Sector Skills Ambassador Award, Suki Tea was presented with the Food and Drink Sector Skills Training Excellence Award, and Kettyle Foods picked up the Deloitte Service Sector Award. Speaking at the event, Michael Bell, Executive Director of the Northern Ireland Food and Drink Association, said: “These awards are among the most important in Northern Ireland’s entire business calendar, as some 100,000 private sector jobs depend on the agri-food

supply chain. The industry has a turnover of £5bn every year, so its importance cannot be overstated. “On behalf of NIFDA, I’d like to congratulate all our award winners, those who were specially commended and indeed everyone who was lucky enough to be declared a finalist at this prestigious ceremony. These local companies are trailblazers in the international food and drink sector, leading the way in agri innovation, education and supply chain excellence on the world stage, so it’s only right that we celebrate their achievements. “The judging was an unenviable task and throughout the selection

process a clear customer focus, passion for great marketing and emphasis on training and development was evident from all the applications. The quality and variety of award winners on stage this evening is illustrative of why Northern Ireland produce is so highly valued and embraced across the world.”

Ulster Bank’s Nigel Walsh with Professor Chris Elliot, Director of the Institute for Global Food Safety at Queen’s University Belfast

Eye on Technology

Gareth McAlister & Nimbus... A No Nonsense Approach to IT Gareth McAlister is one of a rare breed among IT professionals. He takes a pragmatic, no nonsense approach to a business not known for its straight talkers. And, despite the impressive growth of Nimbus CS, the IT consultancy company he leads, his style isn’t likely to change.

native of Tyrone, he grew up on a farm and didn’t follow a high-powered academic route into the technology business. “I was always into computers and working with computers, and my first job after school was in a small PC repair shop above a bookies shop in Portadown. When I wasn’t working there, or helping out on the farm, I was sorting out IT problems for friends, family and neighbours,” he remembers. In stark contrast, he swapped the Portadown repair shop for one of the giants of the global IT business and joined Fujitsu Services, where the client list included some of the UK’s largest public and private organisations....but, even during his time with the company, he kept up his IT Consultancy interests working from the attic at his parents’ farmhouse. “I started to build up a few business clients. In fact, one of my first, DMAC Engineering in Coalisland who at the time had 10 employees and with over 100 now, still remains an important customer to this day,” says Gareth. Back in 2010 the venture had a growing client base that required a full time IT Support service. So Gareth McAlister decided to go make the jump and go it alone and to set up his own Managed IT Services company – Nimbus CS. “When I told my now wife that, in the midst

of a recession I was giving up a secure salary dental & health plans, company car and bonus scheme, she thought I was mad....and told me so….now almost seven years on she has now joined the business!. I left Fujitsu on 9th July that year, and started trading as Nimbus CS, naming the company after the cloud formation as Cloud Computing is one of our key services. Seven years on, Nimbus CS has invested in the firms own datacentre, an IT Service Management System and more recently the purchase of spacious offices at Heron Wharf in the Belfast Harbour Estate. It employs a fast-growing team of 12 people and works with a range of clients across the spectrum of IT infrastructure services, the cloud and cybersecurity included. The headcount is set to grow by another 8 within the next number of months, and that represents a significant achievement for the 35-year old businessman. “Nimbus provides a full range of Managed IT and Cloud Services as well as bespoke IT Infrastructure solutions and Cybersecurity consultancy. ,” Gareth explains. “We’re not all about expensive IT solutions. Our aim is to provide cost effective IT Solutions to enable safe, secure and efficient IT systems. For instance, Nimbus came to the aid of

leading Belfast-based transport and logistics company Hireco when it needed to revamp its IT systems, linking their depots all over the UK and Ireland and providing the technology backbone for a business operating on a 24/7 basis. “We were able to home in on the problem areas that Hireco was experiencing and we worked with them to provide a very stable IT platform which has allowed Hireco to significantly grow their business” “We’ve built up a lot of experience in the manufacturing sector, and amongst companies with more than one manufacturing site, some of them operating on a global scale,” Gareth says. With his own Tyrone connections, he’s built up a customer base in the cluster of heavy engineering firms operating in the Dungannon and Coalisland area in particular. But it’s not all about manufacturing. Other key clients include Titanic Belfast and the British Music Experience in Liverpool (established by the Titanic management team), Yellow Door, the restaurant and catering group, Oasis Dental Group which has 45 practices in Ireland and FinTrU Ltd a rapidly expanding Financial Services London based company. At the moment Cybersecurity is something that’s high on everyone’s agenda, and Nimbus has introduced a

Eye on Technology

consultancy service which helps businesses identify and protect themselves against cybercrime. “It’s something we all have to be aware of,” says Gareth McAlister. “It’s surprising the number of businesses that I talk to that don’t know or are unaware of what the security threats are such as Ransomware. That’s a current threat which encrypts all your company data and is not accessible until the ransom is paid. Then there are phishing attacks that attempt to obtain important information such as usernames, passwords and bank details or customer records often for malicious reasons. UK businesses were, on average, subjected to almost 230,000 cyber-attacks each during 2016, according to statistics. The volume of attacks hitting individual companies with a robust firewall passed the 1,000 per day mark, on average, for the first time in November last year. It’s reckoned that in 2017, these attacks will rise by up to up to 60% or even 70% and is only a matter of time before businesses of all sizes could be hit by cyber-attacks.” “Our customers do rely on us to help keep them safe and we do this by not only securing their IT systems but also educating our clients and their staff on best practice solution’s as often human error is the weak link in the line of defence. “Let’s face it. If your company was to lose everything, it would be very difficult to stay in business.”

With an expanding client base, it’s fair to say Gareth is glad it’s not just him supporting the company’s core services. The fact that the Nimbus team will soon grow to 20 will allow the company to continue to provide the same high level of service that Gareth and Nimbus clients have come to expect over the past seven years. However, like all start-up businesses he’s had to put in the hours. “I remember well working on a contract down in Dublin right through the night on a Friday, dashing up home to Belfast to grab four hours sleep, then spending the rest of Saturday and Sunday working in Hireco on an install. It was a bit brutal looking back....but it’s what had to be done. Now with two children under the age of two I am trying to get more work life balance, however I still enjoy rolling up my sleeves and getting involved as and when I can.” “I’ve always believed that it’s crucial to have the highest standards when it comes to this job and that is what this company was built on, and that’s not going to change. Doing the job right and providing the highest level of customer service is what drives us forward here at Nimbus.” There is plenty of space at the firm’s Heron Wharf offices to accommodate further expansion, and Gareth McAlister can see expansion on the cards across the range of services on offer.

“I’d like to have 25 staff working here by 2020, and to continue to grow our revenue at the rate we have to date. It’s an achievable target based on our current growth.” Officially opening Nimbus CS’s offices at Belfast Harbour recently, Invest Northern Ireland Chief Executive Alastair Hamilton paid a warm personal tribute to Gareth McAlister for what he has achieved. “Gareth is someone whom Invest NI has been delighted to support through our Leader programme and his success in the IT industry demonstrates what can be achieved through innovation, clarity of purpose and expertise. “Nimbus is a great example of how a local company can grow from humble beginnings to compete on the global stage. Supporting young, innovative companies like this to reach their full potential is a key priority for Invest NI. The assistance offered to enable Nimbus to expand its workforce will help the company to realise its growth ambitions.” On the back of such lavish praise, Gareth is ready to embrace a positive future. “Of course, we’ve come a long way since the old days in the attic back at the farm house. And I’m proud of our team here and what has been achieved to date. “But I’d rather look to the future. We think it will be very exciting.”

Eye on Drinks Review

A Global Star Of The Whisky World

ust as in the world of sport, whisky has its domestic favourites and its global superstars. The Messis, Ronaldos or Neymars of the whisky world. And the bottles included in the select list of global whisky superstars might well be open to the odd debate... preferably over a dram or two, of course! But one whisky likely to be chosen by many afficianados is the classic Johnnie Walker Black Label, a unique 12-year old blend of some 40 different Scotch whiskies and a whisky preferred by many loyal fans. In fact, this is the most widely distributed blended Scotch whisky in the world. Annual sales have topped at 266 million bottles a year, and it’s sold in just about every country worldwide. Originally known as Walker’s Kilmarnock Whisky, with its roots in the Ayrshire town, the Johnnie Walker brand is a legacy left by John ‘Johnnie’ Walker, who had started to sell whisky on the shelves of his grocer’s shop in Ayrshire. His son Alexander took the brand from there and

it was he who introduced the iconic square Johnnie Walker bottle. He also made the astute move of engaging ships’ captains to carry his whisky wherever ships could sail... no doubt with a free bottle or two thrown in. And the rest, as they say, is history. These days, a bottle of Johnnie Walker Black isn’t at the cheap end of the whisky scale. A 70cl bottle comes in at around the £28 mark, but it’s a blend that’s well worth trying if you’re not already a fan. The whisky tasters talk about its full nose, notes of winter spice and treacle, hints of pepper and a little citrus. Then, following on from that, there’s wood smoke (as there should be with any good Scotch), dry spice, a touch of barley and cereal, creamy toffee and a distinct herbal note. And the allimportant finish, say the experts, is fruity and long with a hint of sultanas and mixed peels. And, if you can get all of that from your dram of Johnnie Walker Black, then you’re a better man (or woman) than me.

Global Marketing Network WPI Appoints John Keane As Vice Chair Worldwide Partners Inc. (WPI), the global advertising and marketing communications network comprising more than 65 independent agencies employing 4,500 people across 50 countries, has appointed advertising industry veteran John Keane as Vice Chair.

eane joins an established and experienced senior management team at Colorado-based WPI. The partner agencies manage more than $2.5 billion in worldwide advertising expenditures for clients including Lufthansa, Samsung, Pfizer, Nike, Mini, Procter & Gamble, 3M and Caterpillar.

Keane is managing director of one of Ireland’s most successful full service agencies, Ardmore Advertising Limited, which delivers strategic, award-winning integrated communications campaigns on behalf of some of the largest brands in the UK and Ireland. Ardmore Advertising joined WPI in 2013 and was awarded ‘Perfect

Partner’ status a year later for its innovative approach to delivering successful research-based campaigns and for its commitment to knowledge-sharing, education and best industry practice. A University of Ulster graduate, Keane established Ardmore Advertising in 1989 and is responsible for directing a committed, specialist team of

more than 50 staff delivering integrated campaigns across a range of leading brands and organisations. These include Stena Line, Visit Belfast, Translink, Subway, Argento, Phoenix Natural Gas and Dale Farm. Keane is also chair of leading strategic public relations specialist LK Communications, a sister company to Ardmore Advertising.

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Eye on Mediation

Mediation... Effective Dispute Resolution For Businesses The Bar of Northern Ireland will open the region’s first bespoke Mediation Centre in Belfast later this year, offering professional mediation services for dispute resolution for the first time.

hree leading local barristers, Michael Humphreys QC, Lee Brown BL and Stephen Quinn QC, talk to Business Eye about the new Mediation Centre and what it can bring to the local legal marketplace. RB – What is the timescale for the new Mediation Centre? MH – The premises will be ready very soon. We would like to be open by the middle of May, to coincide with the IBA (International Bar

Association) Conference being held in Belfast and fully operational from September onwards. RB – And what’s the background and rationale behind the Centre? MH – Mediation has risen in popularity over the past decade or so. We’ve watched with interest as dispute resolution centres have opened in London, Dublin and elsewhere. So we’ve looked at the best of these centres with a view to designing the right solution for Northern Ireland. Whilst mediation services has been available for some time, we have always been missing a dedicated venue instead of alternatives such as hotels. LB – It is a very impressive centre on the fifth floor of one of Belfast’s landmark buildings – The Boat

- a tremendous location and an impressive place to do business. It also provides confidentiality. When you’re at the courts, people know you’re at the courts and are there for an obvious reason. Mediation in a centre like this can be carried out behind closed doors, and that is a big advantage, for businesses and for the family law clients I work with on a daily basis. Family mediation in particular is going to grow rapidly. MH – The other area of potential on the business front is for employment disputes, which can be settled through mediation rather than going through expensive tribunal proceedings. But it all depends on having the right facilities and on having professionals to conduct the mediation. In the Bar, and amongst solicitors, there are

quite a number of lawyers who are accredited as mediators and this centre gives them somewhere to ply their trade. RB – What are the important factors for business clients? Cost saving is an obvious one, but what else? MH – The time factor is critical. If you want to take a commercial case through court, it will take a few months at the very least, possibly longer. And cost is another major factor. Litigation can be expensive and there is no way of getting around that. Companies can shy away from litigation, even if they’ve got a good case, because of the potential cost implications. Mediation can be both quick and cost effective. And it’s also hermetically sealed in that anything said in mediation goes no further. It cannot even

Eye on Mediation LB – The same applies for families. If the solution to a dispute comes through mediation, people tend to feel happier and more comfortable with it. For instance, if people are going to have to co-parent for a few years, it is best that an agreement is reached by talking and not imposed by a court. In fact, the courts are actively encouraging people to try to reach their own solutions in family situations. RB – So everyone is behind the idea.....lawyers, courts, judges? be used in court if a case goes that far. So the confidentiality is total, and participants can be completely frank and open. LB – For us, a further important factor is the environment. Through the centre, we are creating the ideal space, designed with mediation in mind, to enable the parties to find a suitable resolution. SQ – Making concessions is difficult for people in business because they don’t know where a concession will lead. So, in mediation, both sides can make concessions and get to the point of the dispute very quickly and confidentially. MH – Some areas of commercial law are ideally suited to it. Family business disputes, shareholder or contractual disputes....those kind of things. It is always much more effective if the sides can bring their own solutions to the table. In court, the only result is that a judge imposes his or her solution. That can mean that both sides leave unhappy. With a mediated outcome, it is much more likely that they’ll feel as though it is their own solution and be more content with the outcome.

MH – There are very few disputes where it would not be worth at least considering mediation as an option. There will be some that cannot be resolved that way, but that doesn’t mean that it’s not worth trying. Years ago, a minority of cases would have gone to mediation. Nowadays it is the very much the reverse and this is the experience from lawyers, the courts and businesses themselves. SQ – If we bear in mind that this relates to civil law. Most cases are usually settled, but mediation might not be settled cost effectively. Mediation means that we can avoid costs associated with litigation such as professional witnesses and accountancy. RB – Is there an education process around the new Centre? MH – Undoubtedly most people still regard the courts as their only option in resolving a dispute and we will certainly be working to inform the potential users of the potential benefits for them. One of our main messages is that mediation is open to everyone, even those who do not have legal representation. It is for every level of dispute. LB – And it can be signposted and recommended by anyone, including the courts themselves who have been active in steering parties towards mediation as a means of resolving disputes. SQ – There has been a sea change around costs. We’ve seen a big increase across the board in court fees. So, even at the most fundamental level, bringing a case to court now is even more expensive than it used to be.

MH – At the same time, legal aid is much less available than it used to be. So mediation represents a real alternative without the risk of accruing a large bill. It also provides a unique means of providing access to justice, which is something that successive governments have supported as a concept. RB – This is an investment by the Bar Council. Are you confidence that it’s a good one? MH – The centre represents a new venture for us, of course, and it’s not our natural business model. But we’ve looked closely at the market, and we do think that there is a gap for a professional dispute resolution centre here. We’re confident that it is a very timely opportunity and we think that it has benefits for potential users as well as for our members and our solicitor colleagues. The new Centre is available and open to anyone who wants to mediate, including private individuals and other professionals. SQ – In fact, rooms can be rented out on a day or half day basis. The Centre is designed as a series of suites of rooms with break out areas. So, each party to the dispute has a room each and the mediator has a separate area with the break out spaces used for discussions.

MH – We would like mediation on the menu of options offered to anyone with a dispute or issue which needs to be resolved. They should think of mediation as well as the legal alternatives. Mediation works effectively when the courts are there in the background. There almost needs to be the reality of a potential court alternative as a backdrop to mediation. If it doesn’t work, the court system will inevitably kick in. SQ – In the mediations I have been involved in, that’s how it works. If a dispute cannot be settled in so many hours of mediation, everyone knows that it will end up in the High Court. Then the costs ramp up as does the gravity. That can be a good discipline and, in my experience, people are prepared to make concessions to make the dispute go away. People, after all, do not want to be in dispute - the worry, stress, sleepless nights, additional workloads and time away from the office are all factors to consider when pursuing a legal remedy. MH – More widely, this is good for Northern Ireland generally. A functioning Mediation Centre is another positive when it comes to attract inward investors and further highlights the skills and services available in this jurisdiction.

RB – Looking forward, what are your aspirations for the new Centre? SQ – I would like the Centre to be recognised throughout Ireland as somewhere where a dispute can be settled without expensive and time-consuming court proceedings.

The Mediation Centre will be opening in May 2017. For more information contact: The Bar of Northern Ireland www.barofni.org 02890241523

Eye on Awards

BEST MANAGED COMPANIES GATHER IN DUBLIN 127 companies employing almost 60,000 staff all around Ireland have been named Best Managed Companies by Deloitte at the 2017 awards ceremony in Dublin’s Convention Centre.

ixteen new winners, including two companies from Northern Ireland, joined an existing network of companies awarded the accolade since the scheme’s establishment nine years ago. (1)

Belfast-based technology training company Neueda Consulting and fellow tech firm Seopa, which specialises in insurance comparison websites, were the new Best Managed companies from Northern Ireland. Co Tyrone-based construction machinery manufacturer CDE Global was one of only eight businesses to retain Best Managed status for the ninth consecutive year. The awards, in association with Barclays Bank Ireland were attended by over 900 people from the Irish business community. Earlier in the day, the companies gathered at a management symposium, where they were addressed by, (2)

(4)

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among other speakers, David Carson, Deloitte’s lead partner on Brexit. Acknowledging the concern among businesses on both sides of the border about the political and economic uncertainty of a hard Brexit, he spoke about the steps companies can take to best position themselves to survive and grow. He advised companies to plan now rather than adopt a “wait and see” approach, and in the absence of full information, to plan for the scenario of most change, in respect of movement of people, restrictions to market access, cost of market access and identifying new market opportunities. He also touched on the attractiveness

of Ireland as a location for businesses to grow, with tangible assets like its talented, agile and flexible workforce. The sixteen new entrants were awarded “Best Managed” status following a detailed qualification and judging process. This took into consideration the complete performance of the business, looking beyond the finances at criteria such as operational excellence, strategy and human resource processes. Half of this year’s first time winners came from the technology industry, demonstrating Ireland’s strength as a producer of exciting and innovative companies with considerable export potential.

(3)

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(7)

(8)

(1) Brendan Jennings, Managing Partner, Deloitte; Ian Wilson, Managing Director, Seopa; Sasha Wiggins, CEO Barclays. (2) Cathal Geoghegan , Managing Director, Mount Charles; Richard Howard, Partner, Deloitte; Trevor Annon, Chairman, Mount Charles. (3) Damien Barrett, Managing Director, Henderson Foodservice; Dr. Simon Boucher, CEO, Irish Management Institute. (4) Ian Wilson, Seopa; Glenn Roberts, Partner, Deloitte; Steven Creighton, Neueda Consulting. (5) Judging panel members Brendan Jennings, Managing Partner, Deloitte; Siobhan McAleer, Commercial Director, IMI; Sasha Wiggins, CEO Barclays Bank Ireland; Ian Kehoe, Editor The Sunday Business Post with Frank Ryan, Chair of the judging panel. (6) Tiffany Quinn, Mac Interiors; Dr. Simon Boucher, Irish Management Institute. (7) Simon Campbell, Managing Director, Portview; Richard Howard, Partner, Deloitte. (8) Brian McErlain, Managing Director, Genesis Crafty; Richard Howard, Partner, Deloitte.

Eye on News

International Urban Specialist Calls For Cohesion On Belfast Community Engagement The Belfast Area Partnerships have called for “deeper holistic dialogue and engagement” amongst its respective local communities and citizens, a packed audience at Queen’s University Belfast has heard.

osted by the South Belfast Partnership Board, the firstever city-wide consultation symposium took place at the end of March. Entitled ‘Leave no one behind - Towards a Local Development Plan for Belfast: A Community Perspective’, the consultation called for the city’s citizens to have a say in how Belfast will be shaped in the future. The Belfast Area Partnerships wish to articulate the alliances, relationships and engagements between communities; the arts and cultural sector; health sector; education sector; between local authorities; and the private sector,

including SMEs and developers. “This symposium has proved that all members of our respective local communities want to drive Belfast forward in the best possible manner for all,” said Briege Arthurs, CEO of the South Belfast Partnership Board. “By working with local people for a clear vision of how the council area should develop and what it will look like in the years to come, we are really embracing Belfast City Council’s Local Development Plan consultation.” The symposium’s keynote speaker, the internationally-acclaimed urban specialist, Jackie Sadek, CEO of UK Regeneration, commented: “Having

Jackie Sadek, CEO UK Regeneration; Brian Kingston, Lord Mayor, Belfast; Briege Arthurs, CEO South Belfast Partnership Board at Belfast’s first-ever city-wide consultation symposium.

spent over 30 years working on large scale developments and regeneration projects, I cannot stress firmly enough the importance of early and meaningful engagement with your existing community. It isn’t just that it is only right and fair that the host community should share in the benefits forthcoming from any development, it is also that the enlightened developer or investor understands that the involvement of the host community will lead to a better outcome long term – a more harmonious, sustainable and enduring place. “Belfast’s community is such a

rich resource. If you are looking for experts in any location, look no further than the people who live there.” Belfast City Council’s Local Development Plan has four key strands: creating a vibrant economy; shaping Belfast as a place to live in; ensuring a smart, connected and resilient location; and promoting Belfast as a green, active and lively city. Each theme was carefully dissected and discussed, with panellists from a range of sectors in attendance, including Brian Kingston, Lord Mayor of Belfast, Máirtín Ó Muilleoir MLA for South Belfast and Professor Paddy Gray, Ulster University.

Northern Ireland Law Firm John McKee and ROI Law Firm Ronan Daly Jermyn Announce Strategic Alliance

epublic of Ireland law firm, Ronan Daly Jermyn, with offices in Cork Dublin Galway and London and Northern Ireland law firm John McKee, with offices in Belfast and London, have announced a strategic alliance aimed at providing an all-Ireland legal service for those clients, national and international, who trade in both parts of the island. The move is designed to ensure that clients of both firms have access to the best legal advice across the entire island of Ireland. Ronan Daly Jermyn Managing Partner, Richard Martin, said: “We are delighted to forge this alliance with John McKee; for some time now, there has been a developing need, particularly amongst those clients who are based away from these shores, for an all island solution to their legal needs in Ireland. This alliance enables close cooperation between our firms in offering the best legal support in Dublin, Belfast, Cork and Galway, as well as in London. Whether through John McKee or through Ronan Daly

Jermyn, this alliance makes life easier for clients of both firms doing business right across the island of Ireland.” John McKee Managing Partner, Chris Ross, added: “We are an established, ambitious and growing firm with already significant involvement in the international market. A strategic alliance with a law firm of the experience, stature and profile of Ronan Daly Jermyn has been one of our strategic growth objectives for some time. Having met and had discussions with the Ronan Daly Jermyn partners, we were impressed not only by the dynamic and progressive approach of the firm, but also the strong chemistry that exists between both sets of partners. We are very confident that this will translate into a broader, stronger and enhanced offering for the clients of both firms.” Established in 1887 as a family practice, John McKee is now an established commercial law firm in Belfast with 8 partners and 48 employees. The firm has specialist

Chris Ross & Richard Martin

capability in financial services, dispute resolution, real estate and corporate legal services for both local and internationally focused clients. Over the years, the firm has established a reputation as one of the foremost banking and litigation practices in Northern Ireland, acting for all the major banks operating in Northern Ireland. Ronan Daly Jermyn is one of Ireland’s

leading full-service law firms and the only top 10 law firm with a regional presence. With offices in Cork, Dublin, Galway and London, the firm offers market-leading expertise with the benefit of local access. A staff of 230 people includes almost 100 lawyers who handle a full range of transactions for local, national, international, private and public sector clients.

Eye on Education

Belfast Business School... Leading the City to Work Interview with Christine Brown, Head of Belfast Business School The establishment of the new Belfast Business School might be a brand new initiative by Belfast Metropolitan College, but the College has a long and proud history of delivering business education.

aunched on 22nd March, alongside a £1.2M investment funded by the Department for the Economy to further enhance the teaching and training facilities in the e3 building at

the College’s Springvale campus, the new Belfast Business School builds on previous investments to enhance the delivery of professional and vocational programmes, including the impressive flagship Titanic quarter campus. Head of Belfast Business School, Christine Brown said: “Our mission is simple… to develop and deliver creative and innovative learning experiences for individuals and workforces to challenge and fulfil future industry and business needs.”

Belfast Met’s current offer in professional programmes covers areas as diverse as accounting and finance, business administration, HR management, digital marketing and procurement. Alongside this offer, organisations are increasingly placing Belfast Met at the heart of their CPD strategy, working with the college to devise bespoke programmes aimed at upskilling and reskilling employees... including consulting, project management and leadership and management development.

Eye on Education

“Our aim is to play a pivotal role in the professional growth of future leaders in Northern Ireland,” adds Christine Brown. “And that means building on the proud history.” In the 1950’s and 60’s the regional College of Commerce was the premier provider of business, banking, accountancy and professional services. In 1970 the College of Business Studies, nestled in the heart of the city on Brunswick Street, was established to provide a central location to continue to lead on courses in business management, hospitality and secretarial studies. This regional capacity established over the preceding decades was further endorsed when the higher level programmes and staff from the College of Business Studies were transferred through to the new Ulster Polytechnic in 1972. Continuing throughout the 1970’s and 1980’s the College of Business Studies, known by locals as ‘The College of Knowledge’, recognised the increasing demand for skills in business, technology and languages in a now growing economy; developing courses that encouraged lifelong learning and knowledge for people at all levels of their education. The courses were designed to give people the opportunity to enhance their career prospects and regenerate employment in the city during a period of serious economic instability. “So, we have a rich history and a proven pedigree when it comes to business-

related and professional education. The challenge is to keep our offer relevant to today’s marketplace, and to learner needs. “This is a key focus for us… driving continued innovation in the development of CPD programmes that are accessible. As part of the new Belfast Business School we will continue to develop this and provide innovative lifelong learning programmes that are accessible through virtual platforms, flexible and industry endorsed. “We’re about to start an ILM Level 7 Certificate in Leadership & Management which will provide learners with the skills and resources to innovate and optimise performance within their organisation. The Certificate consists of one, flexible unit that focuses on the areas of leadership and management development. The course will be one of the first available at the Belfast Business School and commences on 24th March.” Belfast Met can boast state-of-theart facilities at its various campuses. The e3 building has recently benefitted from a £1.2 million investment to further enhance the existing teaching and training facilities, whilst Titanic Quarter ranks as one of Northern Ireland’s most impressive education facilities. “We have a wide brief,” says Christine Brown. “It’s our job to provide education for school leavers, but it’s also our job to deliver bespoke higher level training courses to professionals from a variety of industry sectors. Agility is crucial for us as a college.

“Further education colleges occupy an important place in the Northern Ireland economy and the delivery of high level professional and technical skills in priority areas mapped out in our draft industrial strategy is the focus of significant development work which is ongoing within the Belfast Business School working collaboratively with Sectoral Employer groups in finance, tourism & hospitality and digital marketing. “Here at Belfast Met, we work hard to align our offer to the needs of the Northern Ireland economy and to what business needs from its colleges. We work in partnership with our client companies to ensure contextualised training in leadership and management development. “Delivery models are also changing,” she says. “We’re more likely now to look at a series of one-day workshops supported by comprehensive online materials.” Christine Brown adds that Belfast Met also makes a significant contribution to the creation of next generation entrepreneurs through some of its vocational courses which include hairdressing and beauty, theatrical and media makeup through to hospitality, event management and professional chef training. The Titanic Quarter campus plays host to an impressive new training facility for careers in the hospitality industry here. The new Belfast Business School delivers its curriculum through the talent of some 120 full and part-time staff members, including a growing number of experienced industry practitioners across a range of sectors. “We’ve also shown that we can and do work in collaboration with other FE colleges to ensure sectoral responses in shaping the FE landscape,” adds Christine Brown. A graduate in French and Philosophy from Queen’s University, Christine became a marketing and market research professional before combining that with further study at Masters and Chartered Institute of Marketing levels, plus a role as a part-time lecturer in marketing at the old Belfast Technical College in the city centre. That led on to a full-time lecturing role and the rest, as they say, is history. “Our challenge now is to develop the Belfast Business School brand. In a lot of ways, the breadth of what we do here is one of Belfast’s bestkept secrets, and now it’s time to shout about the scope of our offer. “Belfast Met is a vibrant place to study combining state of the art facilities with excellence in teaching. The launch of Belfast Business School will further boost our reputation and our capabilities.”

Eye on Technology

AG Electrical Goes Paperless With WorkPal Local electrical and mechanical engineering company, AG Electrical has saved money, countless hours of admin work and generated greater profits all while completely scraping their paper based system.

orkPal is a mobile and desktop app which streamlines workflow, with job management, time tracking, job reports and invoicing all from the palm of your hand. Mobile workers have access to customised job sheets from the mobile app, can be guided through their task and have the ability to report back instantaneously on the progress. Once a job is completed, WorkPal allows for speedy invoicing, straight from the app. WorkPal’s customisable reporting tool allows AG Electrical to create reports in minutes, rather than days. With no need for paper reports AG Electrical is able to carry out risk assessments and vehicle checks all on the app, saving time for workers and management. Adam Gilmore, managing director at AG Electrical, who most recently completed the full electrical installation of the Bullitt Hotel in Belfast, said: “WorkPal has transformed the way we operate, from job scheduling to invoicing; everything is more efficient, allowing us to spend more time developing our business and less time trawling through paper work. “We’ve used the system for less than two months and have already noticed a huge difference to the way our company operates, dramatically reducing the time we spend on admin. “The transition from our old paper based system was seamless

thanks to WorkPal’s dedicated project management team. From data import and form building right up to team training, the WorkPal team guided us through every step- I couldn’t go back to a paper based system now!” Ian Megahey, business development manager for WorkPal said: “WorkPal is extremely userfriendly and with completely bespoke packages available, it can be uniquely integrated with a company’s own internal systems. “AG Electrical was using a number of paper-based forms for each job, the delay in getting job reports and information back to the office, as well as the time taken for data re-entry was proving inefficient and expensive. WorkPal was able to transform how the company works by allowing them to track data in real time and invoice customers immediately, as well as including any risk assessment and vehicle checks required on the app.

“With GPS, time tracking and management, WorkPal increases productivity and gives clients an accurate method of capturing costs, putting an end to under billing or under estimating job times by improving quotes. Logged job times and breakdowns of reports create both added value for client’s customers and a more transparent experience. “Businesses have saved up to £25,000 per year in administration costs, allowing the money to be put back into the business. With the app costing as little as £15 per month per user, customers can see further return on investment.”

For more information on how WorkPal can transform your business and put an end to your paper work, contact one of the WorkPal team on 028 9027 1777, info@yourworkpal.com or visit yourworkpal.com

“ We’ve used the system for less than two months and have already noticed a huge difference to the way our company operates, dramatically reducing the time we spend on admin.”

Eye on Insurance

Lockton...

Growing In A Much-Changed Landscape

Lockton Belfast team members Dean Archer (L) and Emma Jane McGrath join Dame Mary Peters and Gary Ennis, Lockton Belfast Managing Partner, to present the Mary Peters Trust with funds raised at the ‘Dinner with a Dame’ fundraising event hosted by Lockton Belfast as part of the company’s CSR activities.

The clocks on the boardroom wall at Lockton’s impressive new Belfast offices provide the first of many clues that this is no ordinary insurance broking firm. One shows the time in Belfast. The other displays the time in Kansas, where Lockton has its global headquarters.

o this is a giant of the insurance industry yet it’s a broker and not an insurer. It’s also a company which has been making waves in the Northern Ireland commercial insurance marketplace over recent years.

“The insurance landscape in Northern Ireland has changed so much in the past 10 years,” says Gary Ennis, Lockton’s gregarious Belfast-based Partner and Head of Office. “The ‘Top 10’ of Northern Ireland brokers when I walked through the doors of Lockton

in 2006 has been radically shaken up with many of the big names back then now a fraction of their former size. Insurance broking as a business has also had to re-invent itself to counter the threat posed by online insurance operators. “We’re as digital as any modern company, and we’re global, but we still feel that business insurance is best provided with a personal touch and with a bit of added value advice built in. That’s what our business customers here in Northern Ireland want from us.”

The firm has been active in Northern Ireland for some 30 years, first as Bradstock Blunt and then as Alexander Forbes. It joined the global Lockton family business (it’s still a privately owned family firm), which is 50 years old, in 2006 and is about to notch up its 11th consecutive year of growth. Revenue has grown from £2 million to more than £8 million over those growth years, premiums placed with insurers now top £60 million and Lockton’s Belfast team has doubled at the same time.

Eye on Insurance It moved a year ago to state of the art new offices on the eighth floor of the Clarence West Building just off Bedford Street in Belfast city centre. Having achieved significant financial growth the business has also matured to the degree where it can now give something back to the community it serves. In recent months, the Lockton staff Belfast team has clocked up hours of volunteering, they’ve abseiled down the Europa Hotel in aid of the Brain Injury Trust, they’ve worked with The Mary Peters Trust on a fundraising event at Hillsborough Castle and they’ve organised mentoring sessions for young people from Belfast schools with Arts & Business NI. “We believe we are Northern Ireland’s largest commercial insurance broker, and we’re also Northern Ireland’s leading commercial broker,” says Gary Ennis simply. “Our success is rooted in listening to and working with our clients to understand their business and therefore their insurance needs, some of which can be complex. However, our client list reflects the local economy here as a whole. We’re working on a daily basis with a wide range of businesses across just about every sector from playgroups and day nurseries to the largest of our local manufacturing and construction companies.” Lockton has a team of 74 people based at its Belfast office, and the local firm is about to introduce a new training scheme through which it will recruit an initial four industry trainees – three in the brokerage operations and one in the Belfast-based claims team. “We are a people busines, our success is built on the quality of the people we have interfacing with our clients,” says Gary, “Ensuring we have enough top quality and technically great people coming through to service our growing client base is a challenge and by launching the trainee scheme this July we are investing in our future.” And how have Lockton met the challenge of the online providers? “We’re aware that most types of insurance can be bought

Gary Ennis with Leah Holland, the first confirmed Trainee to enter Lockton’s inaugural Trainee Scheme this summer.

‘off the peg’ online these days,” commented Ennis. “With some types of insurance product, a simple motor policy, perhaps, that’s fine. But when it comes to commercial insurance – even a small business’s requirements can typically go beyond the straightforward package to include professional indemnity, crime insurace or the hot issue of cyber insurance. I am convined despite ‘digital optimisation’ that a broker is a better way to purchase bespoke insurance than online, provided we deliver professional advice, dedicated risk management and personal claims support. Bringing added value and the right sort of guidance to the client is essential.” Lockton are so convinced that ‘broker is best’ that they are launching Lockton Commercial this summer. Gary Ennis explained: “We have been very successful over the past 10 years in growing our client portfolio in NI’s corporate space. Clearly a huge chunk of our local economy is made up of smaller companies and in Lockton Corporate we are actively targeting these businesses.” The challenge for Lockton now is to ensure that smaller businesses are aware of the brand, and what Lockton can do for them across the insurance spectrum.

“Right across our operations here in Belfast, we can point to 98% customer retention. That’s pretty impressive in any sector, maybe even more impressive in a sector that is traditionally very competitive.” “Clients stay with us because of our people and because of the advice and the service that we give them. It’s as simple as that,” adds Gary Ennis. “We’ve always gone the extra mile and we’ve always seen it as our role to do a lot more than simply sell insurance products. “Our claims team, for example, means that our clients don’t have to call an anonymous 0800 number somewhere in England or further afield. They can pick up the phone if they have a problem and talk to one of the team based right here in Belfast, and they can expect as early a resolution as possible to whatever that problem might be. And we’ll guide them right through the whole process on a step-by-step basis.” The Lockton team has recognised that offering a wrap-around broker service won’t in itself make Lockton Commercial a success. “We recognise the success of local brokers has been built on having the right people on the ground dealing with clients,” Ennis adds. “Lockton

Commercial will only succeed if we can recruit great people to deliver our service proposition. We believe that once we have the right team on board they can really show added value to their clients by plugging into our broking, claims and risk management expertise and the buying power we have with insurers. Ennis has seen plenty of changes in the insurance industry here since he started his professional life as a trainee with Sun Alliance. “I have witnessed seismic changes to the insurance sector in Northern Ireland over my career with many big names disappearing from the market. The past 10 years for Lockton have been a real buzz and the pace of change continues unabated but I believe that we are best placed to meet all these challenges and still be delivering an exceptional service to an even larger client base in 10 years time.”

For more information on Lockton Belfast’s insurance product portfolio and bespoke business support offering visit www.lockton.uk.com/#belfast or telephone: +44 (0) 28 9024 8989

Eye on Communications

In this turbulent, unpredictable world, local companies need to act quickly and decisively to ensure that technology plays a central role in enabling companies to become more agile and responsive to the market opportunities available, says Stuart Carson, Sales and Marketing Director, Rainbow Communications.

Digital Transformation – Why NI Businesses Are Embracing Change By Stuart Carson, Rainbow Communications

f information is the currency of our digital age, then knowledge is the coin of the realm – and nowhere is that more true than in today’s modern workplace. Everywhere we turn, we are inundated with data. Ensuring that you can handle it and manage it well is key. While Brexit, the Stormont standoff and all the fears associated with a new US Trump administration will play an important role in Northern Ireland’s business future, one thing is certain – technology and innovation will continue to be most the important factors in

determining our collective success. Without a strong business communications infrastructure in place which accurately fits business need and is developed with commitment and growth ambition in mind, few businesses can or will realise their full potential. As recently as a decade ago, having access to superfast broadband infrastructure was still a pipedream for many, but competition and investment is rectifying this quickly enabling more businesses to embrace Cloud-based computing and telephony systems that can be

easily integrated across every operation and function. Not only do these modern IT and telephony systems provide security and flexibility, their application to today’s modern workplace and practices has never been more timely, with increasing numbers of employees now choosing to work remotely. Cloud technology makes this seamless, and, in Northern Ireland, it is the nimblest SMEs and start-ups that are embracing the change first. It’s 2017 and it’s time to do things differently. We’ve advanced, and we’re advancing, but the world is moving fast and we must move more quickly. Whatever your line of business, communications

and digital transformation isn’t a luxury. It’s an imperative. Even the best product, the best service or idea can be doomed to failure if you don’t get enough leads and convert sales – and how we do that today has changed beyond recognition in less than a decade. The internet has changed our lives, how we work and how and when we do it, but how we apply this knowledge and use it to benefit our business goals is the real key to success. Knowing what you want to achieve from your business, the targets you want to reach and how you want to reach them, have already put you on a course for success but realising and embracing the technology potential of what is now easily available and achievable can provide a baseline underpinning of these plans to maximise success. There are immediate practical benefits. Free up heaving network space by accessing company files out of the office from the cloud, agree mobile roaming deals which mean you can do business anywhere at any time without fear of cost or inconvenience or maintain your company’s social media strategy at any time you choose by using a solid, reliable supplier that has your best interest at heart. Technological advancements and a hugely competitive market means that embracing the cloud is an investment clearly worth making, providing huge advances in flexibility and scalability over traditional in-house systems – and with long-term savings built in. The time to review your activity and act decisively is now.

Stuart Carson is Sales and Marketing Director at Rainbow Communications, Northern Ireland’s largest independent business telecom provider. For more information on its full range of services, including bespoke product solutions, visit www.rainbowcomms.com.

Eye on Banking

BOOSTING BUSINESS By Lisa McCaul, Business Growth Enabler, Ulster Bank

Sustainably growing a business is a year-round commitment - ask any entrepreneur. But as we move into spring, there’s perhaps no better time to take stock of what is required to give your company a boost.

ccess to finance is of course crucial. But, at Ulster Bank, we also know that businesses require more than just cash to expand. Yes, they need funding, but they also need access to networks and knowledge. The saying goes that it’s not what you know, it’s who you know - the reality is that both are an essential part of the mix. That’s why we’ve introduced a new role – the Business Growth Enabler. It’s part of our commitment to supporting your business beyond just money. We want to connect you with the right people and the right information. As Ulster Bank’s Business Growth Enabler for the North Region of Northern Ireland, my role is to help businesses access relevant experts and resources, benefit from our partnership with Entrepreneurial Spark, and to avail of things like free financial health-checks, one-to-one mentoring, and business planning support. And you don’t have to be an Ulster Bank customer to benefit from the service; it’s free and it’s open to all. It’s all part of a project that we are calling Business Boost, featuring networking and training events to be rolled out monthly, covering topics such as growing your business, protecting your business, and managing your cashflow. As anyone who has their own company will know, being a business owner

brings its own unique set of challenges, and research shows that whilst business owners want to grow, often, they don’t know where to go to for advice to help.

“ As anyone who has their own company will know, being a business owner brings its own unique set of challenges, and research shows that whilst business owners want to grow, often, they don’t know where to go to for advice to help.” Through Boost, we aim to make this easier. We want to create a pathway to the correct networks and make it easier to find the resources people need at all stages of growth. We will also give businesses access to specialist services provided by partners including Worldpay. We have regarded our support for the Entrepreneurial Spark Hub in Belfast over the past year as a clear demonstration of the action we’re taking to support a vibrant culture of enterprise across Northern Ireland – providing meaningful support for those who are taking risks and building businesses

Lisa McCaul, Business Growth Enabler, Ulster Bank

– and Boost is extension of that commitment. We want to enable the businesses of today as well as tomorrow to flourish and grow, whatever the weather, whatever the season. So please get in contact if you think we can help.

To get in touch, email Lisa McCaul at Lisa.Mccaul@ulsterbank.com

Eye on Finance

The Times They Are a-Changin’

Harry Parkinson, Chief Executive Capitalflow Commercial Finance

Chief Executive of Capitalflow Commercial Finance, Harry Parkinson examines the issues facing small and medium-sized businesses in 2017 and discusses how, with the right funding, they can be supported during a period of unprecedented political and economic uncertainty.

s if the dramas of 2016 concerning the UK vote to leave the European Union and the election of Donald Trump as US President weren’t enough of a distraction, the last ever Spring budget delivered little by way of incentive or long-term comfort to SMEs and entrepreneurs. When placed in the context of Northern Ireland’s own current political crisis and inertia, it is understandable that local businesses might be cautious as they journey through 2017. Leaders of businesses, small and large, will need clear direction, nerve and resilience as markets and changes in political governing

continue to test the local and indeed global economy. It was positive therefore to see some of this resilience in evidence with the revelation that UK small business confidence in the last quarter bounced back to pre-referendum levels (source: FSB). This hopefully signals the start of a more upbeat, optimistic outlook. Ambitious SMEs are the engine of the Northern Irish economy, accounting for 99.9% of all business and providing employment for around 347,000 people. Simply put, funding these firms is mission critical for the success of our economy.

For many SMEs, it is not just a case of receiving a lump sum or slice of a larger grant. Some businesses need a source of working capital that supports their operations. Strong anecdotal evidence suggests that SMEs still view customer late payment as a significant risk to their business. This is a chronic issue for many small firms who experience strains on their cash flow. Small business owners understand these problems all too well: worries about meeting the weekly or monthly payroll, holding back investment decisions or the fear of losing ground to the competition. But SMEs need not let these issues hold them back. With the right funding partner, SMEs can be freed of their cash flow concerns and focus on growing their business by releasing cash currently tied up in their outstanding invoices. Capitalflow Commercial Finance lends to a broad spectrum of SMEs, including start-ups and early stage

operators as well as established businesses. For us it’s a case of looking at the potential of a business and making a decision on that basis. We are nimble in our approach, offering prompt credit decisions, facilities without personal guarantees, highly competitive loan-tovalue ratios and the ability to completely tailor a finance solution to suit the individual business. This is a proposition the big banks can find difficult to compete with. For most SMEs, funding is not just about survival but an integral part of their growth strategies. If sources of credit dry up or political uncertainty continues into the second half of the year, we will be there to support small firms every step of the way. Whilst there are many uncertainties on the horizon, the business owners we speak to on a daily basis understand the coming months are likely to bring a period of significant change. It’s vital for funders to support businesses for the long-term – even if the future may for now seem unclear. As we look towards the rest of the year there are likely to be many more bumps in the road ahead but, with the right support, there will also be plenty of opportunities for businesses to thrive.

To find out more about Capitalflow Commercial Finance and it’s £300m fund for businesses across Ireland please call 028 7187 9245 or visit www.capitalflow.ie

Eye on Design

Larry McGarry & C-Movie... Creative Talent Re-invented It’s a fact of media life that the best creative talents aren’t necessarily the young guns of the business. The best of the bunch, put simply, are the most creative of the bunch. The men and women who live and breathe creativity... and Larry McGarry, for a lot of us who’ve been around the business over the years, is one of the best.

onsider how Larry lives his everyday life. If he’s not sketching he’s creating concepts on his Mac. If he’s not presenting to clients and ad agencies he’s likely to be on set shooting content films and commercials and when that’s done you’ll find him tucked away in a darkened editing suite. In his free time he’s walking in the hills endulging his passion for photography. And, in what’s left of any spare time, he’s cooking. If that doesn’t make him a true creative, it’s hard to know what would... McGarry has been in the creative business for nigh on 30 years, starting with the old Manley Group founded by Lester Manley back in the 1980’s, and more recently with Ardmore Advertising, led by one of the longest-lasting veterans of the media business, John Keane. Larry led the multi award winning creative departments at both agencies. But now he’s stepped out of the agency world to set up C-Movie, his own creative content company. It was a decision that was a long time coming but almost happened overnight when a personal epiphany occured in the later half of 2016. A triple whammy when his close friend Mark Mearnes of Streetmonkey died suddenly, his 50th birthday and his mum passing a few days later prompted a complete reassessment of his stock.

“I got into the car, drove up to Donegal and spent a few days around the Wild Atlantic Way, drawing, sketching and drinking whiskey,” he says frankly. “I remember standing, a lonely soul, on the beach at Falcarragh, watching a storm coming in from the sea and engulfing me. There I was in the middle of it, tears tripping me. As sudden as it came the storm broke to reveal the most beautiful blue sky with silver tipped clouds. It was all the sign I needed. I decided in that moment to do what I’m now doing. Simple as that.” “I came straight back and painted that storm scene from memory and, when I was leaving Ardmore at Christmas, I presented it to my friends and colleagues. Of course I miss the team spirit but I feel strongly that advertising is taking a new direction towards programing rather than static images (magazines apart, of course). And in Larry McGarry’s mind, content is king. “Great content is what it is all about,” says McGarry. “And I’m talking about proper eye-catching, emotionstirring, creative content.....the kind of content that makes you hungry, happy or sad, either way it has to get you to sit up and take notice.” Given his passion for food and cooking, he’s keen to work on food content and original food programming. While the details are restricted, he’s planning to take Irish food to the world via a potential networked TV series and extensive social media mix. And his creative skills are already

well known amongst the agri-food industry in Northern Ireland. McGarry has worked on highly successful campaigns for the likes of Dale Farm, Irwins Bakery, Tayto and Denny as well as working with some of our top local chefs and restaurants from Belfast food week to NI Year of food. And, he’s keen to bring his own brand of creative thinking into the fast-developing artisan food sector. “There is so much really high quality food being produced here in Northern Ireland. It’s vital that we have the right people working to get the message across to as wide an audience as possible.” No one can accuse Larry McGarry of not practising what he preaches. He’s a dedicated foodie and accomplished amateur chef, a former top 3 finalist on TV’s Masterchef and about to appear on TV once again as a contestant in a brand new Gordon Ramsay series setting out to find the best amateur chefs in the UK. And he produces a ‘dish of the day’ for a hungry fan base on Facebook. “Whether it’s food or fashion, content is all about creativity, but it’s also all about having the right crew, the right cast, the right costs,” he says. “What I’m finding is that, now with Cmovie, I’m a whole lot lighter on my feet. I can get things done a lot more quickly. I felt that I’d got a bit rusty towards the end of agency life,” he says. “And, when something gets rusty, you’ve got to bring it back to the bare metal and re-prime

“ Creativity is everything, it’s a way of life for me. And I do live it. But you know what they say... there’s a fine line between creativity and insanity!”

it. A scary prospect but I think that’s the process that I’ve been going through. “I’m more creative than I’ve ever been and I’m really fired up about the different projects that I’m working on,” he says. Having re-discovered his passion for painting, McGarry reckons that the brush and easel form of creativity is his ‘retirement plan’. “It might not be a very lucrative one,” he jokes. “But at least it would be something to look forward to.” Meanwhile, he’s clearly enjoying being stripped back to his creative roots and seems happier than ever. “Creativity is everything, it’s a way of life for me. And I do live it. But you know what they say... there’s a fine line between creativity and insanity!”

Contact Larry at Cmovie.co.uk

Eye on Finance

Energising Finance... Brian Gillan of First Trust Bank takes a closer look at the much-changed energy marketplace here in Northern Ireland, and in particular, at the progress made by the renewable energy suppliers.

Eye on Finance

he energy market in Northern Ireland is almost unrecognisable compared to a decade ago. Renewable technologies now deliver more than 25% of the total electricity we consume - an encouraging milestone in meeting the Government’s renewables target of 40% by 2020. The latest UK Environmental Accounts statistics show that low carbon and renewable energy activity generated almost £2 billion turnover in Northern Ireland in 2015 with over 5,500 people employed full time in the sector and in the last ten years, we have also seen how businesses in the sector have scaled up from small to medium sized companies, employing more people, particularly in rural areas and equipping them with a range of new skills. Environmentally, economically and socially, it’s clear that renewables is a key growth sector. Those in the renewable sector have had to navigate a range of changes of late including the closure of Northern Ireland’s Renewable Obligation (NIRO) scheme - the main support mechanism for new renewable electricity generation - while also considering upcoming reforms to the Single Electricity Market (SEM). Our SEM, the wholesale electricity market operating in Ireland and Northern Ireland, is set to become an Integrated Single Electricity Market (I-SEM) by the end of the year. This new arrangement is designed to integrate the all-island electricity market with European electricity markets in accordance with EU regulations to enable the free flow

of energy across borders. Obviously the outcome of the upcoming brexit negotiations will be key in determining what happens. From supporting businesses working solely in the renewable sector to those modernising their operations with green technology, in First Trust Bank we have seen first-hand the commitment of companies here to helping achieve Northern Ireland’s ambitious energy targets while making their own businesses more efficient. While financial backing is ultimately the key service provided by banks, advice from those who understand the complexities of the sector and its unique challenges is essential to understanding commercial requirements and offering the best possible support. With the closure of the NIRO, we partnered closely with customers working towards its deadline to assess their project plans, development team and timescales. The pricing and projection side of the renewable sector can be complex, but the expertise in our business and corporate team means we have a clear understanding of the challenges brought about by the range of processes in place such as Power Purchase Agreements, P90 Energy Yield Assessments, Grid Constraint and Curtailment, ROCs and GB’s alternative Feed-in-Tariff (FIT) Similar to the growth we have seen in other sectors, the continued success of NI’s renewable sector relies upon collaboration and innovation. Not just between the financial sector and customers - but between the supply chain, businesses, government and industry as

a whole. We appreciate how important it is to have partnerships with the organisations that understand the intricacies of the energy market and so work closely with them where possible. While Northern Ireland’s renewable targets for 2020, as laid out by the Strategic Energy Framework, are ambitious, there is an appetite to push these even further as evidenced by the Department for the Economy’s report, ‘Envisioning the Future: Considering Energy in Northern Ireland to 2050’. This appetite, however, will need to be balanced with the absence of any support mechanism post NIRO closure which will undoubtably slow investment At First Trust Bank, we have seen a significant growth in project approvals in the last 12 months across a number of fields including anaerobic digestion, wind power and the supply chain. There is also an eagerness among businesses to advance their green agenda and take greater control over their energy needs while improving efficiencies. We envisage this trend, particularly amongst manufacturing firms such those in the agri-food sector, will continue. What is obvious is while there is an appetite for growth, renewable companies are dealing with a lot of unknowns including how I-SEM will operate and how or if Brexit will impact the energy market. Against this backdrop two of our renewable customers, wind energy provider Simple Power and biogas firm R&A Gallagher, share their thoughts on the current renewable landscape and their respective business journeys.”

Eye on Finance Philip Rainey Chief Executive, Simple Power

Power? Not as simple as it once was Philip Rainey, Chief Executive of local wind energy company Simple Power, knows a thing or two about energy having spent his former years as an Irish international rugby player. An experienced project manager and engineer, Philip now oversees Simple Power’s single wind turbine projects across Northern Ireland.

“F

ounded in 2010, Simple Power was established at a time when renewables accounted for just around 10 percent of the energy we consume. With the publication of NI’s Strategic Energy Framework around this time, there was an appetite and added impetus for this figure to grow and Simple Power was founded to help maximise the role of wind power in our country’s energy mix. The beauty of wind energy lies in its simplicity. Wind turbines generate electricity without producing carbon dioxide or green house gases. The ‘fuel’ is free and particularly abundant in Northern Ireland given our geography and terrain. Working in partnership with local farmers and landowners, we provide a turnkey solution by identifying appropriate sites and developing and installing 250Kw wind turbines. Currently, we have

44 turbines in rural locations across NI which collectively provide around 11MW of clean energy a year– enough to power 6,000 local homes. From navigating the planning process and working with the Distribution Network Operator (DNO), NIE, to secure gird connections, to maintaining and managing the wind turbines, we play a key role in not only helping diversify NI’s energy mix but in helping farmers to diversify their operations. The whole process is not without its challenges. Northern Ireland suffers from grid connectivity issues and we must be mindful of various planning procedures and regulations when assessing potential sites. We work collaboratively with our farming partners, along with agri focused organisations such as the Ulster Farmers Union and Young Farmers Club of Ulster and business experts like our bank to ensure the needs of

farmers – and industry – are met in the most effective and efficient way. With the closure of Northern Ireland’s Renewable Obligation (NIRO) scheme, we have spent much of our time in the last 18 months assessing projects before the imposing deadlines. Currently, we are developing a number of projects that have met the closing criteria and managing our active portfolio. As well as the practicalities that come with installing, maintaining and operating wind turbines, we are champions of renewables. With that comes the need to educate others on the benefits and opportunities presented by wind energy as well as the challenges facing the sector. Part and parcel of this is working closely with the government, DNO and industry as a whole to maximise the role of wind energy now and in the future. Through our own

experience, we have seen a decline in applications due to grid saturation, so there is a need for continued innovation in the sector. Investment, technological research and collaboration are key parts of this. The last ten years has demonstrated that this approach yields positive results. The cost of renewable technology continues to fall and we have seen great strides in sectoral advances such as battery and energy storage. What we are missing however is a strategic plan and firm direction of travel – something we can all work towards together. Our sector looks forward to working with government and other key bodies in developing a new renewables support structure, post NIRO, to ensure an even playing field with GB and the continued promotion of a greener and more sustainable form of energy.”

Eye on Finance Robert Gallagher Willsborough Ltd

How To ‘Harvest’ Electricity In 2011 against a challenging economic backdrop, Robert Gallagher owner of Willsborough Ltd in Campsie on the outskirts of Derry switched from selling crops grown on his arable farm, to growing crops to feed an Anaerobic Digester (AD). Now with a fully operational biogas plant which generates up to 500kW per hour, Robert explains why he decided to harvest electricity as well as crops.

“U

p until 2011, the farm which has been in our family for generations, traded primarily in combinable crops such as wheat and barley. Cereal prices however were continuing to perform poorly so we decided to research how best to maximise the 480 acres of arable land on the farm. We realised that a move into the renewables sector – in particular anaerobic digestion which could be fuelled by crops grown on the farm - might be a sustainable way to maintain and grow the business. At this time, the UK had very few AD plants so we travelled to Germany and Denmark where the biogas market is mature to understand the process and best practice. While we applied for planning permission in April 2011, the plant only became fully operational in December 2015. During this period, much of our

time was spent researching, navigating the planning process, securing finance, organising construction and getting connected to the grid. With help from First Trust Bank, we made a significant investment in the technology required to run the biogas plant including a 500kW AD digester, feed clamps and a 500kW generator. All the crops we grow, predominately grass silage with some cereal crops, feed into the AD digester. The digester breaks down the fodder which then produces biogas; mainly a mixture of methane and CO2. The biogas then powers our generator with the resulting electricity produced feeding into the national grid. It’s a closed loop system meaning that nothing is wasted. Any effluent created by the AD digester is used as manure to help our crops grow and mature – this also helps keep down fertiliser costs. Northern Ireland’s green energy targets

are fairly ambitious with the region aiming for 40% of its electricity to come from alternative energy sources by 2020. AD technology is a great way to generate electricity from a green source as it is reliable and predictable - it doesn’t rely on the wind blowing or the sun shining - as long as the digester is operational, it will produce up to 500kW. In a year, our farm alone can produce enough electricity to power over 400 local homes. It is however a challenging time for many in the renewable sector. Ireland operates in a single energy market which is set to be reformed and we are also at the mercy of exchange rates that will continue to fluctuate as the UK negotiates its exit from the EU. We also face the prospect of business rates being imposed following the recent Land & Property Services (LPS) rate reform. Aside from the capital cost of installing the biogas plant,

feed stock is our single biggest expenditure. Over the years however we have learnt to keep this under control by growing grass silage. This crop is well suited to the climate in the North West and is one of the most inexpensive crops to grow and maintain. Despite these factors and the changing wholesale cost of electricity, we are well placed as a business. Northern Ireland will always need safe and secure energy and as such we will continue to operate. For anyone considering a move into the renewables sector, the best advice I can offer is don’t believe everything a sales person tells you, do your own research and don’t be afraid to ask the professionals for help when you need it. Independent renewable energy experts, Action Renewables, has been a great support - from advising us on how to establish and maintain our plant to navigating the commercial energy market.”

Eye on Retail

Leading the Convenience sector in Sustainability

Justin Allen and Helen Crilly of Henderson Wholesale receive the Waste Reduction Project of the Year Award from Celine McLarnon of sponsors ISL Waste Management.

A recent BBC investigation has highlighted that many ready meal trays cannot be recycled. Here, Neal Kelly, Fresh Food Director at Henderson Group, owners of the SPAR, EUROSPAR and VIVO brands in Northern Ireland, tells Business Eye how they ensure all their own-brand packaging, even for ready meals, is recyclable, while Pat McGarry, Group Logistics and Distribution Director explains what is being done at their Mallusk HQ and throughout their retail network to ensure environmental responsibility.

nnovation is something that is key for convenience retailers and wholesalers. The constant demand for change is driven by consumer attitudes and trends, and it is their job to keep up and provide for that demand. Today’s shopper isn’t just looking for a quick meal anymore, says Neal Kelly from Henderson Wholesale;

“The shopper is anyone from a truck driver to a parent on their way home, someone looking to ensure they have bread and milk for the morning, or a meal on the table for this evening. Their decision making is more than just what they fancy in that moment – they want to know is it fresh, where was it made, is it local meat, is it healthy?”

And Henderson Wholesale is making sure it is ahead of the game with all those queries – their own brand range enjoy local is 100 per cent produced from local farmers, growers and suppliers, there is a focus on reducing fat and providing healthier options and the new fresh meal solution range, The Kitchen, is turning the look of convenience on its head. Mr Kelly continued; “Not only is The Kitchen range created with four of Northern Ireland’s best food producers, but each meal is focused on convenience for the shopper, and can be heated in the microwave or oven in minimal time. Our shoppers are also savvy recyclers so we wanted to produce innovative packaging that is 100 per cent recyclable.” BBC’s The One Show recently highlighted that black trays from ready meals aren’t being recycled due to a colourant that isn’t being detected by recyclers. Carbon black makes the trays invisible to sorting machines, and therefore over 1 billion trays per year are being sent to landfill or incineration. Thanks to The Kitchen’s foil tray solutions, the packaging, sleeves and trays are all destined for plastic recycling bins, when cleaned, and will be fully recycled. The company pays a yearly fee to display recycling symbols on their packaging, ensuring consumers know that even though it may not look it, their packaging can indeed by recycled, further encouraging consumers to pay closer attention. In addition, products that are not recyclable will also state this, or encourage the consumer to check with their local recycling depot. Neal explains; “This ensures lack of contamination when it comes to the recycling processes in factories, as not every factory has technology available to detect the carbon colourant.”

Recycling doesn’t stop in the homes of their shoppers, the Henderson Group’s new headquarters in Mallusk are also leading the field when it comes to corporate responsibility for waste, ensuring all staff take appropriate measures. Pat McGarry, Group Logistics & Distribution Director commented; “We are constantly investing in energy and environmentally sustainable practices at Henderson Group, and our new headquarters are a fantastic example of such investment. A direct result of implementing more stringent detailed management of our warehouse management system and processes regarding food waste, has led to a 26% reduction in overall food waste tonnage from our head office over two years. “We also work in partnership with Granville Eco Park to turn any food waste we produce into energy via an anaerobic digestion unit.” Henderson Retail is also committed to reducing food waste and works in close partnership with Business in the community Food Cloud, an initiative that aims to tackle food waste by linking with businesses who have surplus food and donating to charities in need of it. Currently around 90 company owned and independent stores are participating in this project. The Group’s head office diverts 100% of waste from landfill, working in close partnership with several waste providers to ensure they get the best service. As a testament to Henderson Group’s hard work in this field, they recently won the 2016 UTV Business Eye Waste Management Project Award for efforts in improving the environment by reducing commercial and industrial waste.

Eye on News

arc-net Secures £2M Investment to Accelerate Growth The founder of one of the world’s largest medical outsourcing firms, which he recently sold for almost $2billion, is making a £2million investment in a Northern Ireland start-up that he says will revolutionise traceability in the global food chain.

r Richard Steeves, who built Synergy Health plc, the FTSE 250 outsourcer that he founded in 1991, into a global medical hygiene business, is making the investment in arc-net, a Belfastheadquartered specialist in food chain traceability and analytics. arc-net was founded by Northern Ireland entrepreneur Kieran Kelly in 2014, and has offices in Edinburgh in addition to its Belfast base. Its cloud-based platform enables food producers and retailers to assure customers of the provenance and authenticity of their products using Blockchain and DNA technology. It already

counts some of the world’s largest food producers amongst its clients. A recent PWC report1 highlighted food fraud costs the industry in excess of $40 billion a year. arc-net addresses this issue by authenticating and tracking food from creation through to consumption leveraging the power of Blockchain’s security. arc-net currently employs 20 people and has plans to increase its team to 50 people, with new jobs in areas such as development, data analytics, and sales & marketing. Kieran Kelly, CEO of arc-net, says that the funding will enable the company to accelerate and support its rapid growth.

Dr Richard Steevens, left, and Kieran Kelly, of arc-net, in Belfast announcing the investment.

He continues: “Dr Richard Steeves has an incredible trackrecord, having built one of the largest medical outsourcing firms from scratch to sell it for more than $2 billion. He is a visionary in the truest sense of the word, and the fact that he shares our vision for arc-net is a massive endorsement of our service, our strategy, and the potential of our company.” “arc-net’s solution gives companies and brand owners the ability to have independent validation of their food quality. Our service also increases the information flow across the entire supply chain, which helps ensure authenticity, quality,

traceability and compliance, based on Blockchain technology. We see significant demand for what we have to offer and this investment will put us in a very strong position to capitalise on that,” he adds. Dr Steeves, who was recently recognise by EY as UK Entrepreneur of the Year, says that arc-net represents a fantastic investment opportunity. “I am very excited to be supporting arc-net and their objective to revolutionise food supply chain security using their novel technology. I also find the social aspect of arc-net’s service compelling, working with the food industry to improve transparency and authenticity,” he adds.

Northern Irish Digital Agency Engage Win ‘Best Website’ at Accenture Digital Media Awards 2017 Belfast based digital agency, Engage, took home the prestigious Gold award for their work on the website for Police Service Northern Ireland at the all Ireland Accenture Digital Media Awards which were held at the Clayton Hotel, in Ballsbridge this weekend.

ngage teamed up with UX specialists Fathom to create a new public facing website for PSNI to meet ever-increasing user demands for information, engagement and online services. They developed a user-centric online experience that was responsive across all devices to make policing more accessible to all communities. As a result, the PSNI website managed to exceed all initial

KPIs and has streamlined their digital communication with users, enabling them to better serve the public and understand their needs. Monthly online crime reporting has increased by 645% and daily website sessions have grown by 1,145%. Speaking about the award, Stephen Leathem, Commercial Director at Engage said, “We’re very proud of this award; to have helped create the Best Website

in Ireland, is a great achievement. Both Engage and Fathom UX worked very hard on this project to create an online experience that adds value to users and is truly forward thinking. We’ve received incredible industry and user feedback on the PSNI website and this award really gives credit to the skill and effort involved.” The project was an ambitious and challenging one, which continues to evolve. Engage

continues to work with the PSNI, enabling them to use CMS of choice, Episerver’s, many functions and features to improve their digital presence and performance. Episerver allowed Engage to roll-out market-leading features, such as an in-site search which is accessible from all pages and the creation of a Domestic Violence section which has a ‘quick exit’ and leaves minimal trace in browsers.

Eye on Technology

Alpha Office Furniture: Re-Designing IT with Xperience our operations across three locations brought us to over 100 staff. We knew our current infrastructure would need to develop to support a growing workforce, facilitate remote working and fulfil our need for business continuity. Taking all of this into consideration it was clear moving our infrastructure to the Cloud and deploying Office 365 was definitely the way forward”. Jonny Weir, Technical Business Advisor at Xperience comments, “We are seeing more and more SME’s move to the Cloud. A Cloud environment can be scaled to meet the individual needs of a business, no matter how big or small. Cloud is the future and it’s the early adopters who will be one step ahead of the game”.

Alpha Office put the ‘furnishing touches’ to future growth plans by beginning strategic IT journey with Xperience IT Solutions. Growth-Fuelled Change Alpha Office Furniture, part of the Alpha Group, is one of the leading providers of office furniture across the UK and Ireland. Having been in the business of supplying customers with top quality office interiors for over 45 years, continued success has propelled the company into growth mode. To pave the way for an even

brighter future, Alpha have expanded their operations with the opening of new office locations throughout the UK- ultimately reflecting how the Group looks today. With a growing workforce, supporting operations across offices in Northern Ireland, The Republic of Ireland, England and Scotland, Alpha Group have collaborated with Xperience IT Solutions, an

Xperience Group business to devise a sustainable IT strategy, built to adapt and grow as the business does. Cloud-First Future Alpha Group recognise the adoption of the latest technology will enable them to remain agile and future-proof their business success. The new partnership with Xperience will see them migrate their IT infrastructure to the Cloud, alongside a companywide Office 365 deployment. Paul McQuillan, Group Finance Director explains the business need for change, “Expanding

Technology-Driven Culture Businesses who embrace digital transformation generate 8% more revenue annually than those who do not. For Alpha Group, the move to the Cloud will accelerate digital transformation and facilitate a technology led culture. Office 365 will allow for better visibility, remote working, increased productivity and superior collaboration. Paul McQuillan concludes, “We want to create an innovative, technology driven culture across the Alpha Group, and we’re sure that the new solution provided by Xperience will help us do just that. We’re nearing deployment now and I’m excited to see how technology will help the business transform and keep on growing.”

You’re Welcome… …It’s what we do Agri-food Sector

£19m

Wholesale Distribution

£31m

In 2016 over £50m of our money supported Agri-foods and Wholesale Distributors. But that’s not all… Upstream provided over £130m of new money in total into businesses like yours. Just like you, we continue to grow. We are ready to commit our money to fund your growth so if you are looking for funding to take your business to the next level we would love to talk to you.

Invoice Finance Trade Finance Credit Management Services Asset Finance Advisory T 028 9099 9450

www.upstreampositive.co.uk

Eye on Energy

Joanne Quinn... Key Role At New-Look Phoenix Joanne Quinn is more aware than most of how far Phoenix Natural Gas has come since the arrival of natural gas into the Northern Ireland energy marketplace 20 years ago....

he joined the company in its very early days to work in business services, and she’s still with Phoenix after a milestone 20 years. Joanne has recently become the company’s first female director, having taken up the new position of Director of Regulatory Affairs. A Maths graduate from Queen’s University, Joanne had started working life in retail management and then worked in banking for three years. “In the very early days, I was part of a small team that established the natural gas industry in Northern Ireland. My early days were spent working in customer services, customer accounting and network development before moving to a more senior analytical role that allowed my mathematical skills to be better utilised.” “The business today is a very different business from the one I joined,” she says. “The early days were all about planning and building the natural gas network across Greater Belfast as well educating consumers on natural gas as an alternative energy source.” As the gas industry has developed, so has the regulatory environment which it operates under. In 2004, Joanne was appointed to the position of Transportation Service Manager to support the key regulatory objective of encouraging and facilitating natural gas supplier competition. Given the environment in which Phoenix Natural Gas was operating at the time, this was no mean feat. Phoenix Natural Gas not only constructed and managed the gas network in 2004, but it also had its own gas supply business, bringing fuel choice to those

early adopters who had chosen to make the switch to natural gas. 13 years later, Joanne believes she has delivered on this objective to build and nurture a competitive marketplace. Today there are six active gas suppliers using the Phoenix Natural Gas network to offer supplier choice to domestic and business gas consumers. Joanne sees this as one of her biggest achievements with “its supply competition model now the blueprint for Northern Ireland”. In her new role, Joanne undertakes the crucial role of Regulatory Affairs Director. “My role, as its name suggests, includes a lot of work to ensure that we meet our regulatory and statutory obligations as a company,” says Joanne but “also makes me responsible for developing and maintaining strong working relationships with many key stakeholders and other energy industry participants, a part of the job I really love”. Phoenix Natural Gas is the owner and operator of the gas distribution network in Greater Belfast and Larne. The Phoenix Natural Gas network extends to 3,500 kms of gas mains serving approximately 50% of the NI population. It’s a network which is due to grow with a £60 million investment to facilitate an extension into 13 new areas in East Down , including towns like Ballynahinch and Newcastle, reaching some 28,000 new properties in total. In simple terms, Phoenix Natural Gas is responsible for laying the gas mains outside homes and business in its designated areas and providing a connection in the form of a gas meter to the network. End

customers can then choose a gas supplier to provide them with gas. In the regulated utility world, Phoenix Natural Gas is seen as a natural monopoly and is therefore subject to regulatory price control processes, the last of which has just been completed with the Utility Regulator. Joanne believes it is her responsibility to deliver a price control “which allows Phoenix to continue to grow and develop an economic gas network. It should also create stability and provides consumer protection as well as giving consumers confidence in what we are doing.” “In some ways working in a regulated environment, is like any other business” she adds. “We have to know our targets, we have to deliver on our costs, and we have to tie all the factors together to make the business work, albeit with the added scrutiny from regulators.” “I love this industry, though,” Joanne adds. “It’s a dynamic industry, it’s always changing and, as the old cliché goes, no two days are the same.” She’s aware that she could be squaring up soon to the challenges of Brexit. “Like a lot of other people, we’re not sure how things are going to pan out a couple of years down the line. For instance, this is a business bound by a lot

of EU regulations.....so there may be implications on that front.” In the meantime, though, Phoenix Natural Gas will carry on with the job at hand. At less than 200 people, it’s not as big a company as some might imagine. But it’s a company which prides itself on its record of staff development and retention. Joanne Quinn isn’t the only one around Airport Road West to have been with Phoenix Natural Gas for most of their adult life. “We’ve also had quite a number of people with us who’ve gone on to carve out careers for themselves elsewhere in the energy industry. We like to believe Phoenix Natural Gas has not only achieved huge success itself, but has provided the wider energy industry with highly skilled personnel to help them deliver their own success.” The company puts time and effort into its recruitment and development processes, and it has developed many in-house programmes which helps it grows its own engineers and analysts. Her priorities going forward? “The East Down project is a big one for us, but there’s always a lot happening around our regulatory requirements. Our main priority is simple....it is to construct, manage and run a safe, economic and effective natural gas network. “That’s not going to change.”

Eye on News

Lagan Group completes historic redevelopments Lagan Group, one of Northern Ireland’s leading construction companies which employs over 1,000 people has announced the completion of major renovation works on a range of significant historic buildings across the UK, including the British Museum. Cardigan Castle

hrough its company Welsh Slate Ltd the Group has undertaken a series of heritage refurbishment works contributing to a £3.8 million restoration of the National Trust mansion house in Dyrham Park in England, a £12.5 million redevelopment of Cardigan Castle, Wales as well as a refurbished gallery in the British Museum in Great Russell Street London. The Lagan Group which has a turnover in excess of £350 million remains one of the largest privately owned companies on the island of Ireland. Commenting on the importance of refurbishment projects which account for approximately 35% of all construction output across the industry Michael Hallé from Welsh Slate said: “Welsh Slate has been involved in helping to restore many of the world’s most prestigious buildings including St Patricks Cathedral in Dublin, Buckingham Palace and the Government house in Melbourne, Australia. We can now add the British Museum to this growing list of historically and culturally significant buildings that we have helped restore for future generations.” Major work on Cardigan Castle was undertaken to renovate the medieval building with roofing, walling and

The British Museum extension

flooring from Welsh Slate featuring on the Scheduled Ancient Monument. At Dyrham Park, a National Trust mansion, 8000 Penrhyn Welsh roofing slate were used to reroof the 160 year old lead and slate roof with significant structural alterations completed on the Grade 1 listed British Museum to facilitate a new-look exhibition in a refurbished gallery. Kevin Lagan, Chief Executive and Chairman of the Lagan Group added: “As a company that provides a full range of construction services, restoration and refurbishment projects are an important part of our business. With the history and heritage behind Welsh Slate it is integral to these activities with products remaining in high demand across both Ireland and the UK with strong export markets in Europe, North America, Australia and New Zealand. We look forward to continuing to work to help bring some of our most cherished historic buildings to life.”

£150,000 Investment At Industry Training Services Leads To 20 Per Cent Rise In Business

Industry Training Services Managing Director Brendan Crealey.

Portadown-based Industry Training Services (ITS), which operates Northern Ireland’s largest health and safety training facility, has recorded a 20% rise in the number of qualifications delivered following a £150,000 expansion. 54

he capital investment at ITS over the last 18 months has seen the company move to new 10-acre purpose built premises just off the M1 motorway and expand its training offering reaching record levels of training delivery. This growth has cemented ITS’ position as Northern Ireland’s leading provider of health and safety training solutions to the construction, civil engineering, utilities, manufacturing sectors and beyond. Managing Director Brendan Crealey said it had vastly extended the scope of training offered by the firm: “In the 15 years since ITS was established, we have provided training to around 50,000 people. “That includes more than 7,000 qualifications delivered in 2016 alone – 20 per cent higher than the figure for 2014.” Brendan said the nature of training had changed markedly over the past decade as standards of occupational wellbeing

have improved across all sectors. ITS’ facility was specially designed to provide training for covered street works, confined spaces, scaffolding and working at heights, operating large plant and machinery, first aid and safety in excavations. He continued: “The most common types of training we provide have traditionally been specialist qualifications for the construction industry while there is always high demand for emergency first aid training and our manual handling course. “However, a growing area is guidance for working in confined spaces which has experienced a 50 per cent rise in participant numbers in the past two years as enquiries, especially from the food manufacturing sector, have increased.” This month, the firm has taken delivery of a new dumper, digger, roller and other plant and machinery amounting to approximately £50,000.

BUSINESS EYE FIRST TRUST BANK SMALL BUSINESS AWARDS

BUSINESS EYE FIRST TRUST BANK SMALL BUSINESS AWARDS Does your business deserve recognition?

WE WANT TO HEAR FROM YOU...

The Business Eye First Trust Bank Small Business Awards take place on the evening of Thursday, 15th June, at Belfast’s Crowne Plaza Hotel. Now in their third successful year, the Small Business Awards set out to recognise outstanding achievement by Northern Ireland-based companies across 13 key categories.

FINAL DEADLINE FOR ENTRIES FRIDAY 5TH MAY

OPEN TO ALL COMPANIES WITH UNDER 50 EMPLOYEES

The awards will be held at Belfast’s Crowne Plaza Hotel on Thursday, 15th June, 2017

NO ENTRY FEE • NO LIMIT TO NUMBER OF CATEGORIES ENTERED

Award Categories & Criteria

There are thirteen categories for the awards this year... START-UP BUSINESS OF THE YEAR AWARD

INNOVATIVE BUSINESS OF THE YEAR AWARD

Northern Ireland’s most promising start-up enterprise. The award will go to a young company of one year old or less since establishment which, in the view of the judging panel, best illustrates what can be achieved by start-up businesses across any sector here in Northern Ireland.

Open to companies operating in any business sector, this award will go to the organisation which best illustrates the most effective use of innovation through investment in innovative practices, leading edge products and/or services to contribute to overall business success.

HEALTHCARE BUSINESS OF THE YEAR AWARD

CUSTOMER FOCUS AWARD

Another specialist category, aimed at small business enterprises in the healthcare field here in Northern Ireland. This category is open to all business-led healthcare related organisations including opticians, dental practices and enterprises such as care homes for the elderly.

Our judging panel will single out the local small business which most effectively brings to life best practice in customer service across all of its operations. The judges will look for clear evidence of customer satisfaction. SPONSORED BY

AGRIFOOD BUSINESS OF THE YEAR AWARD Northern Ireland’s leading small business operating in the agri food sector, to include food and drink producers, farm-based enterprises and companies providing products and services to the agri-food industry here.

TECHNOLOGY BUSINESS OF THE YEAR AWARD This award is open to all small businesses based in Northern Ireland who provide products and/ or services in the wider technology field, including IT services, software development, technology product innovation and consultancy.

EXPORTER OF THE YEAR An award which will recognise the top achieving exporting company from Northern Ireland’s small business community, recognising sales achievement in all markets outside of Northern Ireland itself, including both the Republic of Ireland and Great Britain. SPONSORED BY

COMMUNITY CONTRIBUTION AWARD Despite smaller budgets, corporate responsibility plays a role for small businesses in Northern Ireland. This special award will recognise the best example of how small businesses here can help to make a difference in the communities they serve.

SMALL BUSINESS OF THE YEAR AWARD

HOSPITALITY & TOURISM BUSINESS OF THE YEAR AWARD A special category aimed directly at Northern Ireland’s growing number of small tourism and hospitality-related business enterprises, including pubs, restaurants, cafes, smaller hotels, tourism activity businesses and transport and travel providers.

The small business enterprise of 50 employees or less which, in the opinion of the judges, exemplifies best practice and achievement across the board. Entries for the this premier award category can be made directly and winning entries in all other categories will also be considered. SPONSORED BY

SPONSORED BY

For further information please contact Ciara Donnelly at Business Eye on 028 9047 4490 or ciara@businesseye.co.uk

enter online at www.businesseyeawards.co.uk 57

48 HOUR DECISION

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Eye on Social Media Marketing

The World Is Digital... So Get Out There Businesses here invent too many reasons why they’re not taking full advantage of digital marketing, says Tim McKane of Navatalk...

K this may be contentious, argumentative even, and might put you off ever getting in touch with Navatalk, or me! I hope not, but in the times we live in a little bit less spin and more plain talking seems to be the order of the day. I know why most of you are not taking advantage of the best opportunity that has ever existed in the history of marketing. It is a confident statement, but it is based on evidence. What evidence you may ask? I hear the same reasons over and over again. From people like you. From people who run large companies, and really want to grow their turnover, increase their profits and reduce their costs. From people who run small businesses and need growth and more customers. But they won’t commit to proper digital marketing. Here are the reasons. 1. You are not convinced that it is right for you business. There is a doubt that your customers are using the web to buy what you sell. They are. We have yet to be approached by a customer selling a product or service that has no search activity, whose customers do not use social media, or do not own and use mobile phones, tablets and laptops every day. 2. “Our sector is different”. I have heard this over and over, from accountants to food production companies, manufacturing to services. Your businesses are all different, but the people that you are targeting are all the same, and they are the important ones. They are all online. They are all using Google to research before they buy. They are sleeping with their phones beside their beds and checking their e-mail too often.

They are on social media and click through from posts to the news, or web sites, and that could be your web site. They click on ads. What you produce may be different, but there is no age group or interest group that is missing from the internet. 3. “We would need to create the content, it is very specialist”. This then becomes a barrier because there is no-one in the business who writes, knows how to research the keywords that are being searched, and cannot work the CMS of the website to post properly tagged material to improve the site visibility. We create content through research, keywords and the ability to write. We have written content for medical, manufacturing, waste management, tourism, fashion leadership, accountancy, insurance and more. It is the writing skill that is the bit that most companies are missing. We get the information from our clients and turn it into content that is interesting for their customers. We also have the technical knowledge to make sure the content improves the SEO. 4. People don’t click on the Google ads. They do! That is why Google makes so much money. In fact in B2B marketing potential customers now trust the companies that advertise more than those that appear through organic search. Why? The thinking is that they are seen as bigger more experienced companies. 5. “Someone told me something!” Young people are not on Facebook any more. Someone told me that. We sit in meetings and hear this and many other apocryphal comments. . We live digital marketing full time yet

someone in a cafe who has heard something on the radio knows that young people are not on Facebook any more, and that is given more credence than our actual figures. It is a mystery that we can not unravel, why are we not believed? 6. “I’m a dinosaur.” You aren’t. They died out. I bet you use the web every day. You buy online, research, look at the news, send e-mails and lots more. Dinosaurs claws were too big to do that. 7. “ Someone in the office looks after our digital marketing”. Often someone with no training in digital or marketing, but who happens to be on Facebook a lot. 8. Y ou don’t know what you don’t know. I have not yet met a potential client who actually knows how it all works. I still don’t know how a telephone invented by Alexander Graham Bell works. If you have employed someone to manage your digital marketing, how do you know if they know what they are doing? Do you know what goals to set, which analytics to look at? What sort of content will persuade people to buy from you? News about your company? (here’s a clue - no!)

9. “It’s too expensive”. Really? Over the years I’ve been responsible for spending millions of pounds on advertising for clients including NITB, Tesco, Ulster Bank, Belfast City Council as well as family owned businesses in many sectors. I could not prove to any of them where the money went. Ever. Now I can, yet there is resistance, even though I can show that the money spent has produced a return, a profit, sales, new customers with a lifetime value. Yet there is a reluctance to get in front of people we KNOW are in the market for the product or service. Would someone tell me why? Please! 10. “People won’t buy us online.” They will. People research, compare, engage, ask friends, read reviews, read blogs, trust other clients decisions. Then they call you and that is an inbound contact. And that is 25% more likely to convert to a sale than an outbound sales call. The world is digital. It is not going back to analogue, despite the growth of vinyl records. (You are welcome to browse my collection in the office). There are customers out there who are looking for your product. We will put you in touch.

Eye on News

THE MARIE CURIE BRAIN GAME MAKES A WELCOME RETURN The Marie Curie Belfast Brain Game is one of the charity’s flagship events in Northern Ireland and makes a welcome return to the calendar for 2017 after a 10 year break. It takes place on Thursday 18th May.

his prestigious annual black tie event invites leading businesses from across Northern Ireland competing in a quiz for the coveted Brain Game trophy. Held in the grand ballroom of the Europa Hotel, Belfast 350 guests will be treated to a sparkling drinks reception, gourmet dinner, live & silent auctions, luxury raffle and the main event: the Brain Game quiz, all in a corporate environment perfect for entertaining clients and networking. In its first year back, the Brain Game is being sponsored by three local businesses – Abbey Insurance,

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Movie House and Draynes Farm. U105 DJ, Frank Mitchell will be comparing the event and will be joined by a number of celebrity quiz masters including political pundit Alex Kane, singer Peter Corry and Northern Ireland football manager Michael O’Neill. Funds raised will support the work of 164 Marie Curie nurses across Northern Ireland and help to ensure that Marie Curie can continue to provide free care for patients and their families living with terminal illness.

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Eye on Companies

John Maguire & Belleek Pottery... A Company Like No Other There are plenty of companies around the island of Ireland that can look back on illustrious histories. But there are few whose histories are quite a long as that of Belleek Pottery.

Eye on Companies

he company is well used to anniversaries and it’s in the midst of celebrating another. 2017 marks the 160th anniversary of its establishment in 1857 by the local landowner John Caldwell Bloomfield, Robert Williams Armstrong an architect based in London but originally from Co. Longford and David McBirney, a wealthy Dublin merchant. “There was no industry in the area at that time but these men recognised the opportunity for the local community. We had the clay in the ground and the water from the Erne River and the rest is history,” says John Maguire, Belleek’s Managing Director and a man who has served the company for many years. The long-time success of Belleek Pottery, he says, is all about adaptation. “As a company we’ve been through two world wars, we’ve been through depression and we’ve been through a few recessions. But we’ve always adapted and survived, and we’ve always built everything on the quality of our product.” That quality is beyond reproach, as the years have proven. In its early days, Belleek toyed with the production of lower-cost earthenware, even sanitary ware, but by the 1870’s it had turned the focus on to high-quality pottery, the kind of products that have made Belleek famous worldwide and ensured that the brand has collectors all over the world. “It’s hard to believe that we attended our first trade show in Philadelphia back in 1880, and the US has been our most important market since then and remains so today.” John Maguire, a regular visitor to the States, was back there recently to appear on a unique onehour QVC shopping channel special on St. Patrick’s Day, featuring nothing but Belleek products. It’s the kind of American market exposure that other brands can only dream of. The manufacturer has come up with a comprehensive range of ‘Archive’ collector items to mark its 160th anniversary, collector pieces which used to be popular sellers in years gone by. “We’re fortunate to be able to go into our archives and pull out the moulds from products which we made decades ago, and our craftsmen can bring them back to life,” says Maguire.

And make no mistake. These are true craftsmen capable of producing some incredibly intricate piece of finished hand-painted pottery. Upwards of 160,000 tourists each year from Ireland, the UK, Europe and America flock to the Belleek Pottery site on the Fermanagh/Donegal border to see the craftsmen in action and experience the on-site visitor centre. Belleek is a company which has maintained its high standards over the many years of its existence. For example, it never sells imperfect product. Any finished item which doesn’t pass quality checks is broken at the end of the production process. “We built up a very significant market among collectors and among US families, in particular, who still believed in formal dining and brought out the Belleek on

St. Patrick’s Day or Thanksgiving. It’s a market that still exists but it’s an ageing market for us. “Back at the turn of the millennium, the collectables and formal dining market took a bit of a downturn, and it forced us to look in other directions,” says Maguire. The net result was the introduction of the contemporary Belleek Living range....a range that extends nowadays through tableware to cutlery, jewellery and even lighting. The company is also working on a giftware and lighting range alongside award winning local designer Wendy Ward. “Belleek Living has been really successful for us and it has quickly become one of the best-performing premium brands in its sector. It has been particularly rewarding to grow the brand into other

product areas beyond our core china tableware and giftware.” The Fermanagh company has managed to buck the trend in the wider pottery sector. Stoke-On-Trent, the English city synonymous with the industry, used to employ 50,000 people in its potteries but nowadays provides jobs for less than 5,000. Belleek Pottery, meanwhile, continues to employ 120 people in a wide range of roles from craftsmen through to visitor centre staff. The company is owned by a family trust set up by the man credited with saving Belleek during a difficult period some years ago, Irish American businessman Dr. George Moore. Moore died suddenly in 2013. Looking to the future, John Maguire says that the North American market will continue to be crucial for Belleek. In America, as with everywhere else, Belleek products are sold through major department stores, independent retailers, as well as in dedicated Belleek outlets. “Online sales have been increasing year on year for quite some time,” Maguire adds. “In fact, we’ve seen double digit growth on-line each year for the past decade and that growth looks set to continue. The potential to increase market penetration as well as developing new markets through online channels is considerable and certainly e-commerce will be at the centre of our strategy going forward”.

Eye on Innovation

NIGHT OF AMBITION 2017 ENERGISING THE IMAGINATIONS AND ASPIRATIONS OF OUR YOUNG PEOPLE

Adeleine Salondaguit, St Joseph’s College, East Belfast, Malachy McKenna, analyst from Deloitte Tom Minnis, Shimna Integrated College Newcastle and Leah Thompson, Deloitte

Unlocking their talent to transform our economy.

n 8th March, Catalyst Inc brought together 200 teenagers from schools across Northern Ireland for the annual Generation Innovation Night of Ambition, which took place at St. George’s Market, to discover the opportunities that exist for them to become world class innovators. Through interactive sessions, a buzzing innovation marketplace and messages from local innovators around the world, the young people were encouraged to aim higher, succeed faster and push what’s possible here in Northern Ireland. Deloitte was proud to be the headline sponsor of the Generation Innovation Night of Ambition. Kieran, O’Neill, Head of Growth and Innovation said, “The nature of work is changing, bringing many opportunities for our young people to think differently, challenge what they know and innovate. The Night of Ambition provided an excellent environment for young people to hear about these

opportunities, including some of the ways we are being innovative at Deloitte. This is why we are excited to support Connect at Catalyst Inc and Night of Ambition, which encouraged our young people, teachers and parents to explore all the career options available, and not be afraid to think about what is possible.” The event was also sponsored by visionary companies Aepona and Liberty IT together with Ulster University and Enterprise SU QUB and the Department of the Communities. During the event, participants had the opportunity to engage with 70 founders of innovative companies and interact with future employers and start-ups from across Northern Ireland. Speakers at the event included David Singleton, VP Engineering Google, originally from Belfast and now heading up Android wearable tech product innovations at Google London. Together with David, local innovators Dr Grainne Watson, Fujitsu, Fiona Bennington, Leckey Design, and Ricky Martin, Skunkworks Surf Co all inspired the young people to be innovators of tomorrow and develop products that change the world.

One of the young people attending the event was Adeleine Salondaguit, a pupil at St Joseph’s College in East Belfast, who said: “It’s amazing to get the chance to hear about all the opportunities that exist right here in Northern Ireland. Working alongside entrepreneurs gave me

a real understanding of what it takes to bring an idea to life ”. As the young people enjoyed an entertaining and energetic design workshop with local creative genius Damian Cranney, CEO Big Motive, 60 teachers were given a glimpse of jobs of the future led by the Deloitte team and facilitated by Peter Worth, Educator and Learning Designer from the Institute of Design at Stanford University. Speaking after the event, Cathy Moore, a teacher from St Mary’s CBGS in Belfast, said “for me as a teacher this has to be one of the most insightful and informative career workshops I have ever attended. I feel like my eyes have been opened to the vast opportunities that exist now and in the future for my pupils.” Diane Morrow, Program Manager for Generation Innovation commented “Connect at Catalyst Inc is committed to equipping and empowering local young people to join the mission to see Northern Ireland become one of the most entrepreneurial knowledge economies in Europe by 2030. We believe our young people have the creativity and ingenuity to develop innovative products and solutions that can change the world. Tonight was all about inspiring them to think big and providing a pathway to making these ideas a reality.”

Pupils attending Night of Ambition get friendly with Britany the Robot

Eye on Technology

David Richards & WANdisco... Big Plans For NI Base

David Richards is one of today’s global breed of technology entrepreneurs. Born in Sheffield, he’s now based along with his company, WANdisco, in California’s Silicon Valley. But he reckons that his organisation finds its best people right here in Belfast.

ANdisco, a world leader in active data replication, opened a base in Belfast’s Gasworks four years ago and is set to grow its headcount here from 20 to 50 in the coming years. Belfast is one of three operating bases, with the others at its dual headquarters in Sheffield and at San Ramon in Silicon Valley. “It’s important for is to be in Silicon Valley for a whole variety

of reasons,” says David Richards, “But it’s really expensive to hire staff there and there are very high attrition rates.” But how did he find out about Belfast? “I have an old friend here and he told me about a company closing its Belfast operation and about the great people who were being laid off. So we came here and took a look, and we engaged with Invest NI, both in the States and here in Belfast.

“They were great. They understood what we did and what we needed very quickly. We started out in Belfast with five people, now we’re at 20 and that will rise to 30 very soon. And these guys play a very central role. They started out working around the fringes of our organisation. Now they’re writing code for our code products.” WANdisco was founded back in 2005 by Richards and Dr. Yeturu Aahlad who grew it without raising any private equity, venture capital or angel funding and led it to a successful IPO on the London Stock Exchange in June 2012. The company has seven registered patents and 25 pending applications in the US and internationally. Its leading product, Fusion, enables real time data replication between any data sources with no downtime and no disruption. It’s integrated in solutions from software providers like IBM, Oracle, HP, Google and Microsoft. “We don’t hire in a traditional way,” adds Richards, a regular visitor to his company’s Belfast base. “We look outside of the normal channels and don’t follow the book. One of our best guys here in Belfast, for instance, joined us from McDonalds. He’d dropped out of Queen’s but he was a real technical genius in his spare time, and he’s been brilliant since he came to us. “So we’ve got PhD’s here and we’ve got guys who dropped out of university, but the common denominator is that we all love technology. And we all love software in particular. The world runs on software after all. Take a company like John Deere over the US. They might be machinery manufacturers, but they have something like 7,500 software

professionals on their books.” Amongst graduates, David Richards reckons that graduates in physics and chemistry make for the best recruits from university. Why? “Because physics and chemistry students are hard-wired to question how everything is done. That works well in our industry.” WANdisco’s customers include a number of Fortune 100 organisations. Global brand name customers include BMW, Continental, Dubai City and a number of major banks. A lot of them use WANdisco’s patented technology to migrate data to the cloud with no downtime, no data loss and no business disruption. But what it also does is enable customers to move between public clouds allowing users to compare prices and service level of cloud providers. “Back in 2015, AirBnB, Tinder and Netflix had outages of up to eight hours in a single day. That’s a data replication problem. If data was being consistently replicated across multiple data centres in near real-time then there would be no outages of this nature. That’s exactly where we come in,” explains David Richards. “We can revolutionise how organisations manage their data, and we can ensure that a lot of the risks are eliminated. That’s crucial in today’s business environment.” In the coming year or so, as well as increasing its Belfast workforce to 30, WANdisco plans to grow its big data business, and it has four major product releases on the slips. “We can’t sit back and relax. Not in this business. The team here in Belfast know that they’re going to be busy for the foreseeable future.”

Eye on Banking

MAIREAD KING Head Of Conduct Risk, Progressive Building Society

What are your qualifications and professional background? As well as having a BA Hons in Government & Law, a Financial Planning Certificate and a Mortgage Advice Qualification, over 17 years’ experience working in the sector. When did you join Progressive? Over 14 years ago as Compliance Officer in June 2003 What is conduct risk? When regulators talk about “conduct risk”, they tend to mean the risk to customers of a financial institution’s controls and operations failing. The more general concept is financial consumer protection. The FCA (Financial Conduct Authority) has referred to conduct risk in the context of “consumer detriment arising from the wrong products ending up in the wrong hands, and the detriment to society of people not being able to get access to the right products”. What does your day to day role involve? There is a lot of reading! On a daily basis I will be reviewing regulations,

consultations, industry guidance and rule books. My role also involves preparing reports, attending team and project meetings and consulting on new regulatory initiatives. What do you enjoy most about your job? The variety and challenge. No two days are the same and there’s no chance of boredom setting in! I also love working with the team and my colleagues. What advice would you give to someone starting out in a career similar to yours? Take time to learn the business, its culture and ethics, its customer base, products and services. This will serve you well in helping the business achieve its objectives within the regulatory frameworks. How important is customer/ member focus and customer/ member service for PBS? As a mutual organisation, our Members are at the heart of everything we do. The main difference between “good” customer service and “great”

customer service is that, in the former, you are doing the bare minimum to keep the customer satisfied, whereas with great customer service you are going the extra mile. Have customer/Member expectations risen in today’s competitive financial services environment? At Progressive our passionate staff in the 12 branches are continually looking at how we can best serve our customers across Northern Ireland. For customer service to meet the expectations this must result in a customer who remembers feeling satisfied with the service provided. In order to meet this level of expectation we work to understand what our customers expect from us and engage with them which is vital in today’s highly competitive environment. How has the marketplace changed from a customer perspective? The financial services industry has experienced significant changes over

the past two decades. Hundreds of banks and building societies have been consolidated, restructured, or newly formed. Ever evolving technology and a steady stream of new products have changed the face of today’s marketplace for customers. For Progressive we are focused on member engagement and building on our digital offering to ensure our customers receive the best service possible and in a way that is meaningful to them. How do you get the best out of the people who work for you? By treating them fairly and with respect. I’m a firm believer in never asking a colleague to do something I wouldn’t be prepared to do myself. What do you like to do outside of work? I have three young children so most of my free time is spent ferrying my daughter to dance lessons and my sons to football practice and competitions. I enjoy walking and catching up with friends and family and basically being a couch potato at the weekend – I’m addicted to home improvement shows!

Eye on Awards

Irish News Workplace & Employment Awards break fresh ground as new categories are introduced Launching The Irish News Workplace & Employment Awards from left, Cathal Geoghegan, Mount Charles, Ryan Feeney, Queen’s University Belfast, Damian McGivern, Ulster University, Gerri Wright, Phoenix Natural Gas, Noel Doran, Editor The Irish News, Karen Patterson, BBC Radio Ulster, Gary McDonald, The Irish News, Orlagh O’Neill, Carson McDowell, Laura Cowan, Titanic Belfast, Sam Davidson, Henderson Group and Deputy Lord Mayor, Cllr Paul Greenfield, Armagh, Banbridge & Craigavon Council. See irishnews.com/WEA for more details and to download your entry pack.”

YEAR eleven of the Irish News Workplace & Employment Awards will break fresh new ground with the introduction of TWO new categories.

nd other elements of the initiative have been revised and revitalised as the political and economic landscape enters a fascinating period of change. The Awards were launched at Titanic Belfast at a reception attended by a range of business organisations as well as representatives of our main business partners. This year’s business partners are Mount Charles, Henderson Group, Ulster University, Queen’s University, Phoenix Natural Gas, Armagh, Banbridge & Craigavon Borough Council, Carson McDowell and Titanic Belfast. Irish News editor Noel Doran praised the pivotal role they play in the initiative, adding: “Some have been associated with the awards for many years, while this year in particular we have a number of partners who are joining us for the first time.”

He said that “I’m pleased to confirm that despite the changing and challenging economic and business climate we are expanding our Irish News Workplace and Employment Awards through introducing two new categories and announcing our biggest ever range of business partners. “The new sections will recognise the employer for the future, which reflects how businesses and organisations are reinventing themselves to cope with the astonishing pace of changes out there, and also the team of the year, which emphasises the vital importance of working together creatively.” They are: :: EMPLOYER FOR THE FUTURE - it will focus on, and reflect, how businesses and organisations are ‘future-proofing’ themselves to cope with the astonishing pace of change in the world right now. :: TEAM OF THE YEAR - this category focusses on the vital importance of working together creatively, which is fundamental for businesses/organisations to succeed and thrive. Guest speaker at the launch was Claire Colvin, talent & organisational development director with CDE Global in Cookstown, a significant player in the wet processing

industry, making equipment which helps quarrying, recycling and mining businesses extract material out of the ground. The company won the Managing Talent category of our awards three years in a row and in 2016 clinched both Entrepreneurial Spirit and Innovative Employer gongs. Customers of CDE - which this year celebrates its 25th anniversary - include producers of the specialist sand used in the bunkers at the 2014 US Open, and also one of the world’s largest wine bottle makers, based in Australia. Claire said: “CDE has fantastic growth plans, with our 2020 vision including doubling revenue and recruiting at least 100 people. “We operate in a highly competitive environment, and if we can’t deliver talent into our business, it can’t grow. So winning these Irish News Workplace & Employment Awards has been fantastic for us. “We attach tremendous importance to these awards, and the publicity which goes with it has been noticed by our customers in 15 countries. We’re extremely proud and thrilled at that - and we’ll be back again this year, trying to add to our impressive collection and having a go at those two new categories.” Irish News business editor Gary

McDonald, who also spoke at the launch, said: “Technology may have infiltrated every aspect of our business and is front-andcentre in today’s corporate world, the human element remains by far our most important and valuable business resource. “Every part of our business boils down to people. We need to value and reskill our people and think strategically about how to deploy all that talent. It’s exactly what these unique awards have been all about since 2007, where entries have increased year on year. “And in the current climate the Irish News Workplace & Employment Awards - with the straplines of STRIVE, GROW, SUCCEED - have never been more relevant. There really is a compelling argument to enter.” Members of a number of business organisations attended the launch, including the CIPR, Young Enterprise, Food NI, NIIRTA, the NI Chamber, CBI, Hospitality Ulster and the Chartered Institute of Marketing. The launch was hosted by BBC presenter Karen Patterson, who will again be compere at the awards in Titanic Belfast on Thursday June 8. Entries for the Irish News Workplace & Employment Awards close on May 4. For your 2017 entry pack and awards information visit www.irishnews.com/wea or follow the build-up on Twitter at @IrishNewsWEA.

Celebrating life, every day, everywhere

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Eye on Events

UNIVERSITY’S DATA ANALYTICS BOOST

lster University has cemented its reputation as a global leader in data analytics research with the launch of Northern Ireland’s first data analytics institute, creating 12 new research level posts and delivering £4 million in salaries over the next 5 years. Bringing together businesses, government and advanced research expertise, Ulster University’s Cognitive

Analytics Research Lab, will build upon the University’s existing internationally renowned research expertise in data analytics. It will be headquartered at Ulster University’s Magee campus with offices in Belfast campus. Pictured (l-r) are Ulster University Vice-Chancellor, Professor Paddy Nixon; Professor Cathy Gormley-Heenan, Pro Vice-Chancellor, Ulster University; John Healy, Allstate and Greg McDaid, Fujitsu.

WORKERS PENSION TRUST CELEBRATES MAJOR ACCREDITATION

orkers Pension Trust (WPT), based in Belfast, is the first pension provider in Northern Ireland to be awarded Master Trust Assurance accreditation. The quality standard is awarded to pension schemes which demonstrate exceptionally high standards of governance and administration. Workers Pension Trust is a notfor-profit organisation and the only

Northern Ireland-based auto-enrolment solution available to all businesses across the UK. Business Development Manager at Workers Pension Trust, Iain Ferguson, explains: “We have been working towards Master Trust Assurance for the past year and we are proud to be the first local scheme to receive this recognition. Pictured are WPT’s Catriona Murray, Joan Arndell and Iain Ferguson.

Celebrating life, every day, everywhere

DRINK RESPONSIBLY The BAILEYS, GORDON’S, CAPTAIN MORGAN, SMIRNOFF, GUINNESS, SMITHWICKS, CARLSBERG and HARP words and associated logos are trade marks © Diageo 2015.

Eye on Events

INTERTRADEIRELAND VENTURE CAPITAL CONFERENCE

nterTradeIreland’s 2017 Venture Capital Conference held this year in Dublin, concentrated on the theme of ‘Succeed in Raising Finance’, and brought together an audience of more than 300 delegates comprising entrepreneurs, venture capitalists, business angels, other investors and start-ups who may be seeking investment. InterTradeIreland offers SMEs a number of equity supports including

masterclasses in pitching, business planning workshops, regional equity advisory clinics and the very successful All-island Seedcorn Investor Readiness Competition. Pictured (l-r) were Margaret Hearty, Director of programmes and business services, InterTradeIreland; Ken Nelson, Chairman, InterTradeIreland; Thomas Hunter McGowan, CEO, InterTradeIreland and key note speaker Sean Mitchell, Movidius.

BUSINESS LEADERS ‘MAKE MILLIONS’ FOR THE PRINCE’S TRUST

rince’s Trust Young Ambassador, Ryan McIntyre celebrates with Million Makers winners Laura Duffy and Niall Duffy of Alexander Mann Solutions and Prince’s Trust Young Ambassador, Bridget Moyo, as it’s announced that this year’s participants have raised £25,000 for The Prince’s Trust.

Million Makers is an entrepreneurial fundraising challenge which sees teams of employees from companies across NI competing to raise at least £10,000 or more over a period of six months. The competition is a learning and development tool proven to build essential business skills and motivate your employees.

FANCY A BOILERMAKER? Diageo Backs Tourism Awards

ourism NI has welcomed Diageo as title sponsor of its flagship Northern Ireland Tourism Awards event, now in its 39th year. The leading drinks producer is partnering with Tourism NI at a time of strong

growth for the tourism industry which has been enjoying record overseas visitor numbers and hotel occupancy levels. Pictured are Jorge Lopes, Country Director Diageo, left, with Tourism NI Chief Executive John McGrillen.

athedral Quarter pub The Dirty Onion has launched Volume Two of its popular Boilermaker Menu. Pictured are Tim Herron, General Manager of The Dirty Onion, and Joe Magowan, Irish Whiskey Ambassador for Dillon Bass. The Dirty Onion has sold over 3,200 boilermakers (an American term for a whiskey with a beer chaser) since first introducing the traditional American

pairing experience just over a year ago. Following this success, the bar has now expanded its offering with a second volume of craft beers and world whiskey pairings, bringing an Irish twist to a historic drinking tradition. The pairings are served on a bespoke wooden board, fashioned by Newtownards based company Cardy Timber, from aged Jameson whiskey barrel casks.

Eye on Entertainment

NORTHERN IRELAND’S LEADING EXTRAS AGENCY CELEBRATES 10 YEARS Extras NI, Northern Ireland’s first and largest extras agency has celebrated ten successful years of being the lifeblood of Northern Ireland’s film and TV industry by making a number of significant announcements recently.

ollowing a major rebranding exercise, Extras NI has officially relaunched as The Extras Dept., a name that incorporates all that the company has become to the many film and television productions that are being made in Northern Ireland. The Extras Dept. has over 17,000 registered extras, aged from 2 to 90, and from all walks of life, on its books. It has provided thousands of background artists to support national and international productions such as BBC’s The Fall and HBO’s Game of Thrones. Siobhan Allan, Co-Founder and Finance Director, The Extras Dept., explained why they wanted to mark this significant anniversary by encouraging blood donors: “The Extras Dept. has been involved in providing extras and stand-ins for film and television productions for over 10 years and we wanted to give something back. So, to symbolise all the blood, sweat and tears that have not only gone into the last ten years of building the company, but also to rebalance all the blood that has been spilled in the countless film and television programmes that we have provided extras for, we decided to partner with Northern Ireland Blood Transfusion Service to host a blood drive at the iconic filming location, Crumlin Road Gaol in Belfast.”

The Extras Dept. has just celebrated a record-breaking year thanks to its work in 2016 with nine major productions as well as a number of commercials and smaller productions. The number of days worked by the company’s extras has increased by 55% in just two years. Last year there were 3,900 individual extras working on productions shooting in Northern Ireland last year, culminating in a total of 20,167 days worked. This represents an increase of 7,149 days since 2014. The extras themselves earned in total approx. £1.9million in 2016, the equivalent of 80 people being employed full time on an annual basis. The highest extras numbers were courtesy of Game of Thrones followed by Lost City of Z (due to be released in Spring 2017) and BBC police drama Line of Duty. Congratulating The Extras Dept. on their 10th anniversary, Game of Thrones creators David Benioff & D.B. Weiss said: “From the beginning, The Extras Dept. have been an integral part of Game of Thrones, making our make-believe world seem real. Wildlings, Northmen, Lannisters, Dothraki and Unsullied -we’ve populated our mythic lands with hardworking men, women and children who get up earlier than everyone else, enduring foul weather, filthy costumes, and grumpy Americans. We want to thank the team for finding such remarkable background talent for us, year

after year, with grace and good humor. Happy 10th Birthday, Extras Dept., and many happy returns. Your fans, D&D.” Richard Williams, CEO, Northern Ireland Screen added: “We would like to congratulate Extras NI on reaching 10 years as a company. It is a huge milestone and is a testament to the team’s hard work and talent. It is a true Northern Ireland success story, which Northern Ireland Screen has been happy to support with trainees over the years. We send them our sincere good wishes for the future as The Extras Dept.” In recent years The Extras Dept. has been involved with many productions including: Game of Thrones; The Fall; Line of Duty; High Rise; Dracula Untold; Hunger; Good Vibrations; City of Ember; Starred Up; and Your Highness.

“ We would like to congratulate Extras NI on reaching 10 years as a company. It is a huge milestone and is a testament to the team’s hard work and talent. It is a true Northern Ireland success story, which Northern Ireland Screen has been happy to support with trainees over the years.”

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Eye on Giving

A Strategic Approach To Philanthropy Professor Jackie McCoy, Associate Dean, Global Engagement Ulster University Business School What are your thoughts, in general, on charitable giving? A society is often judged by how well it supports those who experience disadvantage in whatever form that might take. On an individual basis there is an onus on each and everyone of us to assess not just what we take from the society in which we live but also to reconcile that with what we give back. Is your giving personal or corporate or a combination of both? Its a combination of both. I first came across the notion of Giving Circles over 10 years ago when I had the privilege of leading Ulster University’s MSc in Executive Leadership for Directors and Senior Executives from the Third Sector in Northern Ireland. Given that one of the modules was to be delivered at Boston College (BC), I decided that it would be interesting for delegates to explore philanthropy within the cultural context of the USA, where the tradition of giving is very different to models more familiar to the UK. At BC I learned of the principles of Giving Circles; communities of interest whose members come together with the aim of being more strategic about their giving. The notion captured the imagination of the group. Shortly after our return to Northern Ireland, a group of the delgates launched GIVE INC.

How do you give to charity: monetarily, your own time as a volunteer or your specialist skills? On a practical basis, as part of the Giving Circle we each commit to giving £30 per month. For GIVE INC members and for myself personally, it’s not just about giving money, we also help out with our time in the service of others. Mentoring young females as they make career choices or forge their way in the world of work. Speaking to women’s groups and helping them to organise and mobilise around issues that impact their lives and those of their families. What types of causes do you favour and why? In setting up GIVE INC, we held a think-in session during which we explored values that were important to us as a group of professional women, community activists, wives, mothers, daughters and role models. Not surprisingly, issues concerning women, children, education and equality emerged and these represented focal principles that would guide our future giving. Are there specific charities or causes that you give to regularly? How do you choose which to support? To date, GIVE INC has supported a wide range of individuals and local projects to the tune of over £60,000. One of our very first gifts was to a young arts graduate who was struggling with setting up her business.

She came back to us a number of years later and told us just how much the cheque for £500 had helped her, not just because of the monetary value but because it engendered in her a sense that a group of women, most of whom she didn’t know, had shown faith in her when she was at an all time low. These same young women inspired GIVE INC members to establish a new offshoot, aptly named MISS GIVING, for early career young women wanting to be more strategic about their giving. Choosing what and who to support is not as difficult as you might imagine and we have experienced a surprising degree of consensus around the serious business of giving. A family with two severely autistic children, for example, had been granted funds to have a sensory garden installed but there was no additional funding for the fence to keep the children safe. It is easy to see how a small sum of money could make a huge difference to the quality of life for this family. Do you believe that companies and individuals have a duty to help others? If yes, why? Absolutely, as a professional woman, I believe that businesses have a duty to give back to the communities within which they operate and thrive.

What is your message to business people who may be thinking about becoming more involved in strategic philanthropy? We are throwing out the 100 GIVING CIRCLES CHALLENGE to businesses across Northern Ireland to encourage them to establish their own Giving Circle as a vehicle for strategic individual and organisational giving. Progressive organisations understand the cohesive power of collective pursuit in building and sustaining an engaged and motivated workforce and we are happy to offer advice and support to any company willing to consider establishing an employee-led Giving Circle. Giving Northern Ireland was set up to champion Philanthropy. Why do you think it is important that there is an organisation that helps businesses and individuals think more strategically about giving? I would say an organisation such as Giving Northern Ireland is essential in encouraging, growing and highlighting philanthropy in Northern Ireland and I am thoroughly looking forward to attending their fifth annual celebration of philanthropy during Philanthropy Fortnight in May 2017.

Eye on Internet

Let’s Stop The Senseless Snapchat Speculation? By Gareth Dunlop, Fathom.

Over the past decade there has been a proliferation of new social networks which have sought to replicate the extraordinary success of Facebook and before that MySpace and before that Friends Reunited.

he crowded race has seen frontrunners emerge such as Pinterest, Instagram and Snapchat. The focus of this piece, Snapchat, has been an remarkable success story, both for its commercial performance (it is likely to IPO for between $25m and $40m in the early part of 2017) its ability to challenge accepted wisdom (that digital products can only thrive with an intuitive interface and that social networks content must exist in perpetuity) and for the engagement levels of its users (150m daily active users, 10bn daily video views, 30 minutes per day per user), according to AdWeek. Snapchat’s interface however, has become a conundrum to digital product designers everywhere. They are struggling to understand how a social network with more daily users than Twitter (150m v 140m according to Bloomberg) and which has enjoyed extraordinary growth over the past 24 months can simultaneously be so incredibly difficult to use. This author writes from personal experience, having had not one but two, one-to-one tutorials from his teenage daughter on how to navigate the product and its features, and remains as clueless as ever about how to work it. (More widely, this is a recurring theme in the author’s life, which would require many more words than this article to explain.) Not only is the interface difficult to navigate, the product has also introduced its own lexicon, with innovations such as streaks and stories. The observation that the product is difficult to learn to use and the question

that inevitably leads us to – what does this tell us about digital product design – are important and deserve time, attention and a thoughtful response from user-experience design professionals. Furthermore, it is incumbent upon such people that their responses embrace the best traditions of their discipline, such as a reliance on research, empirical evidence from users and an inquisitive, positively skeptical mindset. Instead we’ve received a deluge of frankly unhelpful speculation, reminiscent of the web’s frontier days of the late 1990s. Josh Elman at Greylock Partners suggests that the interface has been designed to be difficult on purpose so teenagers can be sure their parents won’t be on it. If I might paraphrase “Gen X don’t worry your pretty little greying heads about the interface, the millennials have this covered.” Patronised much? Yes, me too. He suggested “Mobile makes everything physical and social” and that mobile users are “often surrounded by other people: friends, family, classmates, and coworkers.” (You know the way that laptop and desktop users spend their lives in solitary isolation?) Therefore there is a “new thing” called shareable design where it’s better to design something which someone has to explain to you than the “old thing” which we boring Gen X’s were brought up on called “intuitive” design where you could just work it out for yourself. If only we had shareable design back in the 80s when our parents asked us to help them use the remote control or program the VCR. We could just

have explained how unrealistic their aspirations to use the product intuitively were and how they simply needed a shared experience by getting their friends to show them how it worked. He admits “We don’t yet have any great books on shareable design”. Yes – that’s because it’s not really a thing. It’s a made up thing – which doesn’t exist. Or if it does you’ve given us no evidence for it. Elman gets some muscular back up in the form of Inc Staff Writer Kevin Ryan whose piece, championing Elman’s theories opens “Very few aspects of the app are self-explanatory – which is perfect”. Ryan gushes “Each of those seemingly obscure features,” Elman notes, “is an opportunity for its users to show their friends how to do something cool.” Replace Snapchat for VCR, Millennial with Gen X and 2017 with 1987 and you’ll understand why I’m calling time on this madness. Neither Ryan nor Elman offer us a single relevant statistic, a fact related to how users use the product, or any insight from the Snapchat product team. Rather they conveniently retrofit design strategy with this thing called shareable design. Furthermore they appear to ignore much more probable reasons why Snapchat is such a wonderful product – which is that it solves problems for it users – and thus they are prepared to invest in learning its interface. This doesn’t mean that the interface is right, or perfect, or couldn’t be improved. It just reminds us that a product and its interface are two different things. Might I suggest any number of the

following reasons why the App is so popular? Its features suit hyper-sociallyaware teenagers who have greater motivation to be on it than their parents. It’s temporal so that embarrassing pictures or videos will disappear in time. It works really neatly with video. Its filters are clever, funny and up-tothe-minute relevant. Its streaks are binding and reward loyalty and reuse. Its playlists are convenient and helpful. Users are prepared to invest in the product because it gives them brilliant outcomes. To use one of the oldest and best-established product design maxims of all, the product solves problems for its users better than all its competitors. Surely that’s all we need to know? http://uk.businessinsider.com/snapchatparent-company-snap-inc-files-foripo-2016-11 http://expandedramblings.com/index. php/snapchat-statistics/

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 UX strategy, usability testing and customer journey planning, web accessibility and integrated online marketing. Clients include Three, Ordnance Survey Ireland, PSNI, Permanent TSB and Tesco Mobile. Visit Fathom online at fathom.pro.

Eye on Moving On 1 John Boyde has been appointed the Out of Office Hours Team Leader for Selective Travel Management. John, who joined the company in 2014 as a Business Travel Consultant, now heads a team that provides 24/7 expert help to a customer base spread across the UK and Ireland.

1 John Boyde

4 Priscilla McCaffrey

2 Tim Cairns

5 Clive Black

3 Hannah Boyd

6 Laura Scott

2 Tim Cairns has been appointed to the Board of cross-border business support body, InterTradeIreland. Tim is also Wales and Northern Ireland Director for the Community Transport Association UK, having previously served as a Special Adviser in the office of the First Minister and at the Department of Enterprise, Trade and Investment. A nonpractising barrister, Tim has been engaged widely in development, implementation and advocacy across a range of diverse policy areas. 3 Hannah Boyd is appointed as a Solicitor in the Commercial Property Department at A&L Goodbody.She specialises in providing property transactional advice on a wide range of matters both in relation to residential and commercial property transactions. Also at A&L 4 Goodbody, Priscilla McCaffrey becomes an Associate in the Commercial Property Department. Priscilla qualified as a lawyer in 2007 and worked in the real estate department of regional law firm in Leeds for 5 years before returning home to Northern Ireland. Morelli’s Ice Cream has announced the 5 appointment of retail analyst, Clive Black, as the company’s new Non-Executive Chairman. Clive has held senior research and advisory positions throughout the UK, Ireland and Europe, including the role of external advisor to the Food Standards Agency. MCL Insurance Services has announced the 6 appointment of Laura Scott as the company’s new Marketing Executive. Laura will be responsible for the marketing communications and social media content of MCL’s leading brands which operate throughout Ireland.

7 8 9 10

7 Emma-Jane McGrath

10 Claire Millar

8 Rebecca Robinson

9 Michelle Wilson

Leading commercial insurance broker Lockton has announced four new appointments to their growing Belfast team. Emma-Jane McGrath and Rebecca Robinson will both take up positions as Commercial Account Managers while Michelle Wilson joins the Belfast-based team as Corporate Account Manager. Claire Millar rounds out the new appointments to Lockton’s team in the role of Contact Manager on the New Business Team as Lockton looks forward to its 11th consecutive year of growth.

Eye on News

NI’S ENTHUSIASM FOR PORSCHES DRIVES LOCAL FIRM’S ONGOING GROWTH A leading Northern Ireland Porsche technician is significantly expanding his business with support from Ulster Bank.

eorge McMillan, who owns McMillan Porsche, says that Northern Ireland’s rising number of enthusiasts for the luxury car brand has seen his customer-base swell considerably. Porsche sales in Northern Ireland increased by seven percent in 2016 alone, according to figures from the SMMT (Society of Motor Manufacturers and Traders). To facilitate ongoing business growth, McMillan Porsche has acquired new 55,000 sq ft premises at Kilbegs Industrial Estate in Antrim, comprising a large workshop, training area, customer facilities, and a forecourt. There, the company intends to expand its workforce from five people two years ago to 15 people over the next two years. The investment of almost one-

quarter-of-a-million pounds has been financed by Ulster Bank. McMillan Porsche offers servicing, diagnostics, modifications, repairs, and rebuilds of the premium cars. It has also begun to sell Porsches and some other luxury brands. George McMillan says: “Outside of Germany, the UK has one of the highest instances of Porsche ownerships anywhere, and Northern Ireland has a large and growing base of Porsche owners. We have a significant customer-base in Northern Ireland and the Republic of Ireland, and increasingly we have customers who bring their Porsches over from England for significant work as well.” “The new premises are state-of-theart and will allow us to further grow the business, including allowing us to sell more Porsches. We’ve worked closely

George McMillan and Ulster Bank’s Conor McNeill at McMillan Porsche’s new premises in Antrim.

with Ulster Bank who helped finance the purchase and are very confident that it will be a fantastic platform for the future of the company,” he adds. Conor McNeill, business manager with Ulster Bank, says: “George started the business out the back of

his house, employing one person, and his reputation for delivering a very high standard of work has seen him attract many more customers. We are very pleased to help with the new premises, which are a fitting base for a highly professional business.”

Businesses Urged To ‘Line Out’ For Third Year Of Grant Thornton Runway Run The hugely-popular Grant Thornton Runway Run is back for a third year, with a record number of entries from the local business community expected for the 2017 event.

ugby legend Stephen Ferris has partnered with the business advisory firm to launch this year’s event, which will see over 500 runners across all business sectors take to the runway at George Best Belfast City Airport for a 5k team race at 11pm on Thursday, 22nd June. Grant Thornton has selected the Make A Wish Foundation as its charity partner for the 2017 Runway Run, which will this year be part of a series of 5k charity runs hosted by the firm across Ireland. Richard Gillan, Managing Partner of Grant Thornton in Northern Ireland, said: “This is year three of our unique event that has really captured the imagination of businesses across every sector in

Northern Ireland; from legal, financial and recruitment firms, to aviation and manufacturing companies. “It’s not often people get an opportunity to join colleagues in running 5k on the runway at Belfast City Airport, and it’s clear from the response we’ve had to our first two years that it’s an experience more and more companies want to enjoy. Unfortunately spaces are limited so I would encourage those who wish to participate to sign up as soon as possible. “Over 1,000 runners have taken part in the event so far and we are expecting a record number of entries this year. There’s always healthy competition on the night, particularly between rival firms, and that helps create what

Launching the 2017 Grant Thornton Runway Run are Peter Legge, Tax Partner, Grant Thornton, Richard Gillan, Managing Partner, Grant Thornton, Runway Run Ambassador Stephen Ferris, Hannah McHugh, Marketing Manager, Grant Thornton, and Neal Taylor, Audit and Assurance Partner, Grant Thornton.

is always a fantastic atmosphere. “There will be a few new features this year, and we are delighted to be joined on the night by rugby legend Stephen Ferris, who will start the race and encourage runners.”

To register for the 2017 Grant Thornton Runway Run and to view full terms and conditions, please visit www. grantthorntoncorporatechallenge.ie

Eye on Agri Food

Direct Route To Outstanding Export Success Mash Direct recently signed a major deal in Britain with Morrisons, one of the top four supermarkets. Sam Butler talked to the Comber company’s energetic brand director Tracy Hamilton.

t’s been another remarkable 12 months in the growth of Mash Direct, one of Northern Ireland’s most enterprising and successful farm-based businesses. A £1 million national listing by leading British supermarket Morrisons followed hugely important business awards in the UK and the Middle East. Mash Direct’s pre-tax profits rose five-fold and sales of its vegetable and side dishes by almost six per cent to almost £15 million. 53.8 percent of the company’s sales are now generated on the UK mainland, a market which the company is focused on expanding. Exports have also grown by 38.1 percent year–on–year. The significant deal with Morrisons sees five new gluten-free products from Mash Direct in 380 of the top retailer’s stores nationwide. Morrisons is the first UK multiple nationally to stock Mash Direct’s fresh vegetable side dishes. “We are delighted with the new contract with Morrisons. This deal can equate to over £3 million of revenue for our company over the next three years,” says Mrs Hamilton, the company’s brand director. Every two seconds a shopper in global markets now buys a product from Mash Direct, according to Mrs Hamilton. She is justifiably proud of the business she founded in 2003 with husband Martin and which they now run with sons Lance and Jack. She’s proud of its successes in Britain and the burgeoning business with major supermarkets in the Republic of Ireland, other parts of Europe, the US and the United Arab Emirates. The company, which employs 180 in Comber, is also currently in discussions to export to Singapore. Accolades last year included Company of the Year at the Food

Manufacture Excellence Award, the UK’s most prestigious in food manufacturing, and the Gold Award for Innovation from SIAL Middle East in Abu Dhabi, a first-time win for a Northern Ireland company. Mash Direct has also won a series of awards including 18 Great Taste Awards, Quality Food Awards, Grocer New Product Awards, Free From and Blas na hEireann Irish Food Award over the past decade. “The past year was a phenomenal one for us,” she says.” Being awarded the overall Company of the Year title at the Food Manufacture Excellence Awards has been a marvellous boost for us. We pipped the likes of Coca-Cola, Weetabix and Kellogg’s for the award and also won Company of the Year award for Chilled and Fresh Produce. SIAL Middle East, the biggest food event in a region fast developing a taste for quality European products, showcased our Chilli Baby Bakes as among the world’s most innovative. This is an immensely encouraging accolade for a Northern Irish business.” The awards reinforce the company’s position as an innovative market leader. Such recognition is extremely important in markets such as the Middle East which look to the British Isles for outstanding food and drink. Innovation is in Mash Direct’s DNA. “It underpins everything we do, propelling our business forward. To be successful, a company has to keep abreast of market trends and be flexible enough to respond faster than competitors and with smarter ideas,” she continues. “It’s how we strive to set ourselves apart, especially from bigger businesses, in all the markets in which we are currently operating and in those we’ve targeted for growth.”

Tracy Hamilton Mash Direct

“ The past year was a phenomenal one for us,” she says.” Being awarded the overall Company of the Year title at the Food Manufacture Excellence Awards has been a marvellous boost for us. We pipped the likes of Coca-Cola, Weetabix and Kellogg’s for the award and also won Company of the Year award for Chilled and Fresh Produce.” The focus of the business, she points out, is to come up with original food solutions for retailers. “We knew we had to be different when we first began producing such a basic product as champ. This is why we invest heavily in customer-focused innovation. Close relationships with retailers enable us to come up with new products that meet their requirements. We’ve a very flexible approach which means we can respond quickly to market trends and the requirements of individual customers.”

Champ continues as one of their most popular products and has been joined by over 40 others, all gluten free - another measure of Mash Direct’s sharp focus on innovation. Over 5,000 stores now list the company’s hugely impressive range. The product portfolio will continue to expand as will sales to customers in the UK and in global markets. “Our business strategy is based on continuous investment in our processing, our products, markets and people - improving all aspects of our business,” she adds.

Eye on Agri Food

OUR FOOD AND DRINK – TASTING GREATNESS Food NI has developed a new growth strategy ‘Taste the Greatness’ for the next five years. Sam Butler talked to Michele Shirlow, Food NI chief executive, on the new strategic focus.

ood NI’s new five-year plan aims to promote Northern Ireland food and drink to the region’s consumers as well as those in Britain and further afield, according to the organisation’s chief executive Michele Shirlow. “The strategy is the work over many months and is designed to build on the resounding success of our first-ever Year of Food and Drink. We couldn’t just stop when the year came to an end. We knew we had to carry forward the great PR achievements in particular into 2017 and well beyond and were encouraged by Tourism NI and Invest NI,” she says. This would mean developing initiatives to continue to promote local food and drink and also to follow up contacts particularly with journalists and food writers brought here by Tourism NI last year. The new strategy shaped by board members, under the visionary chairmanship of successful Co. Down farmer John Best, ‘Taste the Greatness’, is based on a vision of “a thriving local market that is the seedbed for the food and drink stories of tomorrow”. Food NI, which represents over 450 food and drink companies across Northern Ireland, aims to showcase Northern Ireland’s great food and drink stories on “a world-class platform to create standout and credibility within

and far beyond our borders”. Food NI’s mission statement is “to tell these stories and create a name for ourselves nationally and internationally that underpins and supports all the excellence that is emerging from these shores”. The organisation, best known for arranging the hugely successful Food Pavilion at the annual Royal agricultural show in Northern Ireland and its involvement last year with BBC Good Food, also spearheaded the region’s hugely successful Year of Food and Drink in 2016. It contributed to a host of food festivals, markets and other events across Northern Ireland designed to increase awareness among consumers of local food and drink. This awareness campaign will continue in the years ahead and is an integral part of the new strategy. The equally important work with retailers and chefs, to encourage greater business opportunities for local suppliers, will also be stepped up. Food NI is particularly keen to promote local food at consumer events in Britain through its strategic focus on growing business in an easy to access marketplace that’s extremely important to Northern Ireland’s £5 billion food and drink industry. Food NI is also supported by public sector bodies in the region including Tourism NI,

Invest Northern Ireland and the Department of Agriculture, Environment and Rural Enterprise. “A key element in our new strategy is to take the message about just how great our food and drink really is to Britain and RoI. “Our work will be focused on helping to preserve family farming, on celebrating our world-class ingredients and causing an explosion of authentic and innovative producers. As Taste the Greatness says ‘it’s putting greatness on plates and in glasses’. “We aim “to continue to champion Northern Ireland produce and to increase international standout for Northern Ireland food and drink by 2020. And it’s an objective we are confident can - and will - be achieved. “I believe that Food NI is perfectly positioned in terms of

knowledge and experience in the industry here and has the expertise, especially in digital technology, to “take Northern Ireland food and drink to the next level as a driver of marketing and communications activity, a networking resource hub and a source of expert food knowledge.” Among the 10 points in the strategic action plan are increased levels of innovation; greater international awareness of the quality of Northern Ireland food and drink; more food and drink start-up companies; greater sales of local food and drink in Northern Ireland; and expanding the appeal of the industry to younger people as potential employees. “We are all incredibly passionate about the quality of our local offering and about encouraging people to taste and enjoy it both locally and internationally.”

What are some of the benefits to leasing I might not be aware of?

To find out the answer, visit: dfcbelfast.co.uk/resources/pch-faq-video-be.html

Eye on Motoring

How Much Could You Save With Personal Contract Hire? Would you like to know how you can cut your vehicle costs using Contract Hire, whilst at the same time driving a brand new car every 2-4 years? Here’s a common scenario of a customer purchasing a new vehicle with the help of a car loan and the resale of their current vehicle compared to taking out a Personal Contract Hire Agreement.

Case Study Mr Smith is looking at acquiring a new vehicle. He is interested in a Ford Fiesta 1.5 TDCi Zetec 3 Door, but is unsure what way is best to fund the car. He is considering purchasing the vehicle outright with the help of a loan from his local bank as well as the sale of his current vehicle and keeping it for 4 years. However he is also considering a Personal Contract Hire agreement.

Ford Fiesta 1.5 TDCi Zetec 3 Door

PURCHASING OUTRIGHT:

PERSONAL CONTRACT HIRE:

Approx purchase cost:

£15,000

Deposit from sale of existing car £5000 (estimated) Resale value after 4 years:

£5,347 (according to What Car depreciation calculator with the assumption that Mr Smith does 10,000 miles pa)

Breakdown insurance:

£50 per year (£200 over 4 years)

Estimated maintenance costs:

£145 per year (£580 over 4 years) inc Road Tax

Estimated servicing costs:

£130 per year (£520 over 4 years)

£10,000 bank loan over 4 years with7.5% APR (£241.79 monthly repayment) Total loan repayment:

£11,605.92

Total spend over 4 years:

£17,905.92

Contract parameters:

3 initial payments followed by 47 monthly payments with 10k miles pa

Monthly rental:

£199 per month (£9353 over 4 years)

Initial deposit:

£597

Road Tax included for contract duration Maintenance package: £22 per month (£1056 over 4 years. This covers servicing, maintenance, replacement tyres and RACbreakdown and accident cover) Courtesy vehicle provided when car is off the road £5000 for sale of current vehicle to keep rather than investing all of it into purchasing new vehicle Can use DFC remarketing department for sale of current vehicle to save hassle and cut advertising costs Total spend over 4 years:

£11,006

For more information call us on 028 9073 4222 or email sales@dfcbelfast.co.uk 80

Is it true that, the less miles I put on the car, the less I pay?

To find out the answer, visit: dfcbelfast.co.uk/resources/pch-faq-video-be.html

Eye on Motoring

Motoring with Derek Black dbmotoring@btinternet.com

WHEN IS A MINI NOT A mini? WHEN IT IS A COUNTRYMAN! The new Countryman is the biggest MINI ever and takes the brand into the fast growing cross-over SUV sector. It stands taller, has more room inside and a decent boot. Yet there is no mistaking its styling cues.

epending on which of the petrol or diesel engines you choose, the Countryman can offer from 136 to 192bhp. The most powerful can reach 62mph in 7.2 seconds while the most frugal can eke out 64mpg combined and emissions down to 113g/km making it a business proposition. I tried a more upmarket Cooper with a 150bhp two-litre engine

and ALL4 all wheel drive and found it to be a good marriage. It stormed up the motorway at the legal limit with ease but really came into its own on country roads where I enjoyed the sharp steering and strong roadholding. My car was an automatic but with the Steptronic system from the bigger BMWs which is a big improvement. Inside feels familiar with the large central speedo with an illuminated rim that changes

colour but there are subtle changes. For example, the window switches have moved to the door armrests where you expect to find them. Touch screens appear for the first time in a MINI and there is an optional 8.8-inch one for the navigation and multimedia system. There is hands-free opening and closing of the tailgate - another little up-market touch. Starter models run to DAB radio,

Bluetooth, rear parking beepers, satellite navigation and air conditioning. Mid-range ‘Coopers’ add half leather seats, roof rails and LED fog lamps. ‘Cooper S’ models have stability control, traction control, sports mode and a bespoke steering wheel. Prices start from £22,465 for a 1.5-litre petrol and from £24,425 for a diesel. Top of the range at £29,565 for a high performance 190hp Cooper SD with ALL4 and auto.

UPDATED GOLF IS CHEAPER AND COVERS EVERY ENGINE OPTION The Golf is the universal hatchback. You can have an electric one, a hybrid, a petrol or a diesel. It can be anything from an eco warrior to a ridiculously quick performance car.

round for more than 40 years, the Golf has sold 33 million around the world and around two million in the UK. The latest update does not look much different but includes new engines and new technology including gesture control, emergency assist and a 9-inch display screen on some models. While most business buyers will

not look beyond the esteemed diesel versions, Volkswagen is offering a 1.0-litre three cylinder petrol engine in its entry level models. This now offers 85PS, which is as much power as its 1.4-litre four cylinder petrol produced not many years ago. The move to pint-sized petrols coincides with noises off-stage that diesels could face less favourable tax treatment in the future. The 1.0

TSI is rated at 58.9mpg combined with emissions of 108g/km. It drives sweetly but real-life consumption will depend on driving style. This is not quite up to the 68.9mpg combined claimed for the 115PS 1.6 TDI with emissions of 106g/km. Add the optional new 7-speed DSG automatic gearbox and these figures stretch to72mpg and 102g/km. The beefier 150PS 2.0 TDI is not far behind with 67mpg combined and 109g/km with the manual gearbox. So there is a fascinating

calculation for the company accountant between the petrol and diesel choices. The 1.0 TSI is cheaper to purchase than the more frugal TDI - which will work out best in the long run? VW headlines the news that average prices for the updated car are almost £650 less than the previous model but the Golf remains a premium purchase ranging from £17,625 for a three door 1.0TSI in S trim and from £19,700 for the 1.6 TDI.

Is tax included in the monthly payments?

To find out the answer, visit: dfcbelfast.co.uk/resources/pch-faq-video-be.html

Eye on Motoring

Motoring with Derek Black dbmotoring@btinternet.com

Renault Adds Technology To Its Compact Space Ship Renault is putting on the style with its latest compact people carrier. It looks like a space ship but do not be deceived. It claims to be a 7-seater but, in reality, turns out to be a 5 plus 2 and the third row is mainly for the kids.

hat aside, the Grand Scenic offers some decent diesel engines and is well ahead in the technology race. The safety spec is strong with automatic emergency braking, fatigue alert, lane departure warning, traffic sign recognition and automatic headlamp dipping. Inside feels roomy and bright with a 8.7 inch portrait screen on my Dynamic S Nav car linked to the satellite navigation system. Loads of cubby holes and a central console with no less than 4 USB ports are just two of the many detail features. The keycard makes for easy entry and the car locks itself when you walk away. With bigger than average 20-inch alloy wheels, you might expect a bumpy ride but it is actually quite comfortable. The Scenic drives typically of it species, with a slightly rolling gait. Comfort and

capacity outweigh performance in this case. The 1.5 dCi needs no introduction as it is well proven in many Renault models and has been refined over the years. It takes more than 12 seconds to achieve 62mph but offers up to 70mpg on the combined cycle. Emissions of 104g/km are business friendly. There is also a pricier 1.5 dCi with hybrid assist that brings emissions down to 92g/km and consumption up to 80mpg combined. My car had

a zestier 130bhp 1.6 dCi engine which can make 62mph in 11.4 seconds and returns 61mpg combined. It emits 119g/km and has a 23% BIK rating. There are 130bhp 1.2 petrol engines in the lowest priced version of the Grand Scenic from just over £22K but with emissions of 136g/km these will not make the shortlist. The diesel action starts from £23,325 for a 1.5 dCi and £24,445. The 1.5 dCi with hybrid assist costs from £26,865.

NEW MOKKA X

TECHNOLOGY WHERE IT COUNTS

P11D FROM £17,400 | UP TO 72.4MPG | CO 2 FROM 103G/KM

Vauxhall OnStar* with Vehicle Diagnostics and 4G Wi-Fi**. 7-inch colour touchscreen with Apple CarPlay™ and Android Auto™. The New Mokka X. Go drive it. SEARCH NEW MOKKA X FLEET

Fuel consumption information is official government environmental data, tested in accordance with the relevant EU directive. New Mokka X range fuel consumption figures mpg (litres/100km): Urban: 32.8 (8.6)-64.2 (4.4), Extra-urban: 49.6 (5.7)-78.5 (3.6), Combined: 42.2 (6.7)-72.4 (3.9). CO2 emissions: 155-103g/km. Official EU-regulated test data are provided for comparison purposes and actual performance will depend on driving style, road conditions and other non-technical factors. 2016-17 tax year. General Motors UK Limited, trading as Vauxhall Motors, does not offer tax advice and recommends that all Company Car Drivers consult their own accountant with regards to their particular tax position. New Mokka X Design Nav (non-ecoFLEX) model illustrated features Amber Orange two-coat metallic paint (£555) and premium LED Adaptive Forward Lighting (£1160), optional at extra cost. * = Includes 12 months of OnStar services from date of first registration and a 3 month/3 GB Wi-Fi free trial period (whichever comes first) effective from the date the customer accepts the nominated network operator Wi-Fi T’s&C’s. Destination download feature only operates on models fitted with Navi 900 IntelliLink satellite navigation system. The OnStar Services require activation and are subject to mobile network coverage and availability. ** = Wi-Fi Hotspot service requires account with nominated network operator. 4G is subject to mobile network coverage and availability. Charges apply after the free trial period. The OnStar subscription packages could be different from the services included in the free trial package. Check www.vauxhall.co.uk/onstar for terms and conditions, details of availability, coverage and charges. Apple CarPlay and Apple are trademarks of Apple Inc. registered in the U.S. and other countries. Android is a trademark of Google Inc. All figures quoted correct at time of going to press (December 2016).

business offers from volvo Cars in northern ireland

Business Contract Hire

V40 T2 Momentum

NonMaintained cost (per month)

Maintained cost (per month)

Initial rental (+ VAT)

Month agreement

Annual mileage

BHP

BIK%

CO2

P11d

£169

£190

£1,014

10,000

122

22%

127g

£20,350.00

V40 D2 R Design

£219

£241

£1,314

10,000

120

18%

89g

£24,190.00

S60 D2 Business Edition

£209

£230

£1,254

10,000

120

19%

99g

£22,540.00

V60 D2 Business Edition

£209

£230

£1,254

10,000

120

19%

98g

£23,740.00

S90 D4 Momentum Geartronic

£299

£324

£1,794

10,000

190

23%

116g

£32,900.00

V90 D4 R-Design Geartronic

£339

£364

£2,034

10,000

190

23%

119g

£37,400.00

XC60 D4 SE Nav

£209

£232

£1,254

10,000

190

23%

117g

£32,880.00

XC60 D4 AWD R-Design Nav

£249

£275

£1,494

10,000

190

27%

137g

£35,555.00

XC90 D5 Powerpulse AWD R-Design Geartronic

£479

£515

£2,874

10,000

235

29%

149g

£50,750.00

Stanley Motor Works (SMW) Belfast Greers of Antrim & Coleraine

Volvo Business Centre

028 9068 6000 www.volvocarsbelfast.co.uk

028 9446 0066 www.volvocarsantrim.co.uk

Fuel consumption and CO2 figures for the Volvo Range in mpg (I/100 km): Urban 68.9 (4.1) – 19.1 (14.8), Extra Urban 85.6 (3.3) – 37.7 (7.5), Combined 155.2 (1.8) – 27.7 (10.2). CO2 emissions 237 – 48g/km. MPG figures are obtained from laboratory testing intended for comparisons between vehicles and may not reflect real driving results. *Important Information. Business users only. Offers available on Business Contract Hire agreement 6+35.

Subject to status. Costs exclusive of VAT unless indicated otherwise. Further charges may be made subject to the condition or mileage of the vehicle. 10,000 miles per annum. Metallic Paint inclusive. Subject to availability at participating dealers for vehicles registered 01/01/17 to 31/03/17. Not available with other promotions. Excess mileage charges may apply. Provided by Lex Autolease Ltd trading as Volvo Car Leasing, SK3 0RB.