Sussex Business Times - Issue 398 2016

SBT

ISSUE 398

FREE

SUSSEX BUSINESS TIMES

PRICES THROUGH THE ROOF WHERE IS THE HOUSING MARKET HEADED?

CORPORATION TAX: THE ‘FAIR SHARE’ HAPPY CHINESE NEW YEAR, EXPORTERS! WHAT MESSAGE HAS THE UKTI GOT FOR SUSSEX BUSINESSES IN LIGHT OF RECENT SHIFTS IN THE CHINESE ECONOMY?

+

WE TAKE A CLOSER LOOK AT THE NEW BMW M2 COUPE

CHOOSE THE RIGHT PROFESSIONAL

YOU CAN NOW MAKE A MORE INFORMED CHOICE

SOMETIMES IT IS HARD TO KNOW WHERE TO BEGIN WHEN YOU NEED A PROFESSIONAL, OUR COMPLETELY FREE SERVICE REVEALS THE TRANSPARENT BUSINESSES IN YOUR LOCATION. FIND OUT MORE ON PAGE 34.

SERVING THE SUSSEX BUSINESS COMMUNITY SINCE 1975

S R U E EPREN

!

D E T N WA

ENTR

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22/10/2015 15:07

5 15:07

SBTWelcome MEET THE TEAM

Lee Mansfield, Managing Director/ Publisher

Simon Skinner, Clare Fermor, Group Director/Editor Operation Director

Jenny Ardagh, Deputy Editor

Thomas Allen, Features Editor

Mason Ponti, Group Sales Manager

Lou Dobson, Sales

Elliott Mansfield, Sales

Geoff Diamond, Sales

Harriet Weston, Production Manager

Amy Watson, Amelia Wellings, Production Designer Financial Controller

CONTRIBUTORS

Clive Rich, Founder and Chairman at LawBite

Jill Woolf, MD of Chimera Communications, PR and Marketing Consultancy

Leigh Ashton, Sue Foster at Knill CEO and co-founder James Chartered of Sasudi Accountants

Lisa Beale, Checka professional.com

We’re living in uncertain times, it seems. Governmental decisions are being filtered through to business owners, property owners, tax-payers and educators alike – it’s a wonder that we keep up with the changes in legislation, what that means for us and how will it affect the next generation.

This month, we focus on some of the most vital things to our society and economy, as per usual, including: property and how prices seem to just keep on increasing, not helped by the new rate of stamp duty; the China market and whether you, as a Sussex business should choose to invest or pull out; education and how employee training should be top of the list in all companies, and lastly – hot on everyone’s lips – corporation tax. How have multinationals been able to get away with paying so much less corporation tax than others, and what is there to do about it? Is it in fact unfair, or is it intelligence? Why should your ability to pay less tax be based on how much money you have in the first place? See pages 16 through to 21 for an overview, with comment from experts in the field.

Our cover story this month is from Checkaprofessional, who instill and facilitate the importance of transparency within your business. We also look at how the skills gap seems to have widened, especially in manual roles, and ask Gordon Merrylees about the second cohort of ‘chiclets’ to enter Brighton’s Entrepreneurial Spark hatchery in accordance with NatWest.

Make sure you keep up to date with our bi-monthly roundtable sessions on the Sussex Business Group website, plus all the latest reviews, articles, expert comment features and news stories at www.sussexbusinessgroup.co.uk

Christina Ewbank, ACES Facilitator

Enjoy your read!

Kevin Byrne, Founder & Chairman, Checkatrade.com

Claire Baker, The Chalvington Group

Gordon Merrylees, NatWest’s Head of Entrepreneurship

Jenny Ardagh Deputy Editor

www.sussexbusinessgroup.co.uk 3

SBTContents

Issue 398

SBT

ISSUE 398

FREE

SUSSEX BUSINESS TIMES

PRICES THROUGH THE ROOF WHERE IS THE HOUSING MARKET HEADED?

CORPORATION TAX: THE ‘FAIR SHARE’ HAPPY CHINESE NEW YEAR, EXPORTERS!

WHAT MESSAGE HAS THE UKTI GOT FOR SUSSEX BUSINESSES IN LIGHT OF RECENT SHIFTS IN THE CHINESE ECONOMY?

+

WE TAKE A CLOSER LOOK AT THE NEW BWM M2

CHOOSE THE RIGHT PROFESSIONAL

YOU CAN NOW MAKE A MORE INFORMED CHOICE

SOMETIMES IT IS HARD TO KNOW WHERE TO BEGIN WHEN YOU NEED A PROFESSIONAL OUR COMPLETELY FREE SERVICE REVEALS THE TRANSPARENT BUSINESSES IN YOUR LOCATION. FIND OUT MORE ON PAGE 36.

SERVING THE SUSSEX BUSINESS COMMUNITY SINCE 1975

Cover: Checkaprofessional.com Managing Director/Publisher: Lee Mansfield lee@lifemediagroup.co.uk 01323 819 007 Group Director/Editor: Simon Skinner simon@lifemediagroup.co.uk 01323 819 017 Operations Director: Clare Fermor clare@lifemediagroup.co.uk 01323 819 007 Sales Manager: Mason Ponti mason@lifemediagroup.co.uk 01323 819 014 Sales: Lou Dobson lou@lifemediagroup.co.uk 01323 819 007 Elliott Mansfield elliott@lifemediagroup.co.uk 01323 819 012 Geoff Diamond geoff@lifemediagroup.co.uk 01323 819 013 Deputy Editor: Jenny Ardagh jenny@lifemediagroup.co.uk 01323 819 011 PR Account Manager: James Marchant james@lifemediagroup.co.uk 01323 819019 Production Manager: Harriet Weston harriet@lifemediagroup.co.uk 01323 819 010 Production Designer: Amy Watson amy@lifemediagroup.co.uk 01323 819 018 Subscriptions: Linda Grace linda@lifemediagroup.co.uk 01323 819 015 Accounts: Amelia Wellings amelia@lifemediagroup.co.uk 01323 819 007 Published by Life Media Group, Unit1, Swan Barn Business Centre, Swan Barn Road, Hailsham, BN27 2BY Printed by Berforts 17 Burgess Road, Ivyhouse Lane Hastings, East Sussex, TN35 4NR 01424 722733 www.berforts.co.uk All material in this publication is strictly copyright and all rights reserved. Reproduction without permission is prohibited. The views expressed in Sussex Business Times Magazine do not necessarily represent the view of Life Media Group LTD. Every care is taken in compiling the contents but the publishers of Sussex Business Times Magazine assume no responsibility for any damage, loss or injury arising from the participation in any offers, competitions or advertisement contained within Sussex Business Times Magazine. All prices featured in Sussex Business Times Magazine are correct at the time of going to press.

Copyright Life Media Group LTD 2016 ©

4 www.sussexbusinessgroup.co.uk

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News

View the latest local and national business headlines.

Spending it

Here are our picks to make travelling less stressful and more functional.

Finance: Pensions

Patrick Haines, Regional Director at Close Brothers Asset Management, looks at how you can plan accordingly to grow retirement income.

Corporation Tax

After a new scheme to combat multinationals ‘avoiding’ tax, SBT goes back to the source of the problem, looks at the attempted resolutions and asks the question: what is fair tax?

Property

Where is the housing market headed and do government initiatives actually help or worsen the situation?

Chinese Market

Do not write China off. It is still the fastest growing economy in the world and you can be a part of it.

Cover Feature: Checkaprofessional.com

It is becoming expected for businesses to show they value their clients custom, by providing the transparency feedback provides!

Skills Gap

Checkatrade.com’s Founder and Chairman, Kevin Byrne discusses how we can plug this skills gap and encourage young people into the trade

Tried and Tested in Sussex

Simon Skinner reviews Chichester’s delights, including The Ship Hotel and No 1. Northgate.

Chamber News

All the latest news and events from ACES.

Motoring

Simon Skinner reviews the and BMW M2 Coupe.

Ask the Experts

Local Sussex business experts advise on relevant issues.

Made in Sussex

This month’s home grown hero is The Chalvington Group.

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Online at: brewershome.co.uk • In store at: Brewers, Birch Road, Eastbourne BN21 6PL www.sussexbusinesstimes.co.uk

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SBTLocal News Vivreau appoints Midnight Communications Vivreau, a global leader in the development and manufacture of purified drinking water systems, has appointed Midnight Communications to deliver its media relations campaign.

London-based Vivreau’s products are British made from design to manufacture and it also offers a services division to maintain products after installation.

Stephen Charles, Managing Director at Vivreau explained: “We are looking to continue our exponential growth in 2016 and are delighted to have Midnight on board to help make that happen.

“We look forward to working with Midnight to establish Vi tap as the go-to drinking water product for corporate organisations.”

Caraline Brown Managing Director at Midnight, said: “We are excited to add Vivreau to our client portfolio. It is a privilege to work with a company which has such an impressive business story to tell and an exceptional product range including the Vi tap.”

Crawley Based Health And Safety Product Supplier Achieves ISO 9001 Quality Management Certification SSD Safety, a dedicated supplier and service agent of health and safety equipment has been awarded ISO 9001 quality management certification by the British Standards Institution.

SSD Safety’s work was validated through an audit conducted by the British Standards Institution, and involved assessments and a number of site visits. The ISO 9001 certification is valid for a three year period and will allow SSD safety to rise above its competition in the marketplace, whilst offering better customer service and broadening business opportunities by demonstrating compliance.

Ernie Fricker, Owner of SSD Safety, said: “We are proud to have achieved ISO 9001 certification our first attempt, as a small, 6onwww.sussexbusinessgroup.co.uk independent company and supplier of safety hire and PPE equipment.

We offer an exceptional service and knowledgeable support for all of our customers and adhere to meet the highest standards and regulations at

Ross & Co Expands Into Brighton Jamie O’Meara and Cath Prenton have joined from Clifford Dann to head up a new office in Brighton, which opened for business at the beginning of January. Jamie will head up the Commercial Agency division for the company and Cath is a Chartered Planning & Development Surveyor and will be introducing the new planning consultancy service for the company.

Jamie says: “This is a fabulous opportunity for myself and my colleague Cath Prenton to join forces with Anton Bree FRICS at Ross & Co with the particular challenge of expanding into the Brighton area and take advantage of the improving demand for property and the excellent services the company has to offer.”

Cath says: “I am excited to be joining forces with Anton and Ross & Co and to be running the planning department from our new Brighton office. I know Jamie and I are both looking forward to further expanding the company’s professional and property services in the Brighton area and across Sussex.”

Westcott Leach Have Started Their Impressive New Business Park Construction of the Swallow Business Park on the A22, about 5 miles north of Hailsham and 8 miles south of Uckfield, is now well under way.

A range of new business units are available with a choice of either bespoke buildings, available on a design and build basis, or speculative buildings in a range of sizes to suit small, medium or large occupiers. The whole site will provide a total of about 23,000 sq m (250,000 sq ft) within planning use classes B1, B2 and B8 with plenty of car parking and cycle spaces.

Construction of Phase 2 has commenced and will provide up to 22

units with sizes ranging from 116 sq ms (1250 sq ft) to 720 sq ms (7750 sq ft) with completion due in the Autumn of 2016. The units are available on new FRI leases. Rents and more details are available on application to the agents.

EMC Advises Businessman On £400m Leisure And Housing Scheme Rob Starr, CoFounder of family-run charity The Starr Trust, worked with housebuilder, Crest Nicholson to put forward a plan for the long-awaited redevelopment of the ageing King Alfred Centre. Their joint proposal, chosen by Brighton & Hove Council is expected to include a leisure centre comprising, among other things; three swimming

pools, a sports hall, a 120-station gym, a gymnastics centre, threerink indoor bowls and a café. There will also be 565 flats built in four main blocks. Detailed plans are expected to be submitted to the local authority within the next 12 months with building work set to begin in summer 2017. The leisure complex could be completed within three years with the flats finished by 2022.

SBTLocal News New Media Co Launches Its Brand New Website!

New Media Co, the Sussex-based performance marketing agency, has launched a brand new website (newmediaco.co.uk) to allow potential new customers to read about the services available: the benefits of direct response advertising and the story of how the firm was founded.

Speaking about the growth of the business and the new website, Director, Ross Butterfill said: “We felt the time was right to refresh the website for New Media Co. It now reflects how

we’ve grown as a business, our additional services like SLICE - our analytics tool - and explains how clients can benefit from direct response advertising. The fact that we’ve gone from strength to strength and grown at such a rate in just three years demonstrates that there is value in the work we’re doing”. He added: “Our creative talent combined with the ability to track the results and change tactics if necessary makes success online more certain than ever.”

£5 Million Funding Boost For The Royal Pavilion Estate Brighton & Hove City Council, Royal Pavilion & Museums, Brighton & Hove and Brighton Dome & Brighton Festival are delighted to announce that their joint vision to revitalise the Royal Pavilion Estate has been awarded nearly £5 million from the Heritage Lottery Fund (HLF).

The money will help to pay for a major refurbishment of the Brighton Dome Corn Exchange and the Studio Theatre. The £4.99m HLF funding (which includes development phase support) comes on top of £5.8m pledged by Arts Council England, along with money from the city council, charitable trusts and individual patrons. Together, this now secures 66% of the funding required for the project.

Andrew Comben, Chief Executive of

Brighton Dome & Brighton Festival, said: “We are delighted that Heritage Lottery Fund (HLF) has confirmed its significant support for this major redevelopment project. This is tremendous news. It is a fantastic endorsement of our vision and – alongside major contributions from Arts Council England (ACE), other charitable trusts and individual donors – creates a really strong foundation with which to launch our public appeal in the coming months.”

Bid Extends Training Opportunities for Manor Royal Employees Employees of companies located on Manor Royal Business District now have the opportunity to access high quality training at heavily discounted rates, thanks to the Manor Royal BID. Following a successful pilot last year, the BID is rolling out a new subsidised training programme throughout 2016.

The short courses are being delivered

by Central Sussex College and cover a range of topics including health and safety qualifications, digital and IT skills, and business development.

Steve Sawyer, Manor Royal BID’s Executive Director, said: “We believe that every person working on Manor Royal Business District should have access to first-rate training at a fantastic price. This new programme offers professional learning for those either seeking a mandatory qualification or for those who simply want to expand their existing knowledge to be more effective at work.”

This is one of a number of initiatives the BID delivers for the benefit of Manor Royal companies and their staff. To discover more about all these courses, visit www.centralsussex.ac.uk/manor-royal

Thomas Eggar’s Daniel Bastide Wins Corporate Lawyer Of The Year Daniel Bastide, Partner in Thomas Eggar’s Gatwick office, has won ‘Corporate Lawyer of the Year’ at the prestigious South East Dealmakers Awards 2016.

The award was judged by an independent panel of industry peers, who recognised Daniel for his specialism in providing deal advice for mid-cap

companies and private equity portfolio companies.

Commenting on his win, Bastide said: “It is a huge honour, particularly given the calibre of the competition this year, to be recognised for the successes of the last twelve months. As activity in the market continues to pick up, and with Thomas

Eggar’s extended regional strength following the merger with Irwin Mitchell, the next twelve months should prove to be equally as exciting” The South East Dealmakers Awards are the most sought-after accolades in the corporate finance advisory community, and the event brings together more than 370 of the region’s top professionals from across the legal, accountancy, banking and funding communities.

www.sussexbusinessgroup.co.uk 7

SBTNational News Fat Cat City Lawyers The Press has been full of outrage recently at a report published by the Centre for Policy Studies on the very high level of fees charged by City Law firms, with the average partner rate across the magic circle now standing at between £775 and £850 per hour.

The report suggests that these fees have now reached such a high level that they are restricting access to legal advice, especially for small businesses who see these fees as an obstacle.

However, all is not lost - there are some online legal service providers out there who are bucking this trend.

LawBite prides itself on its model of issuing fixed price quotes at an hourly rate of just £130 per hour.

LawBite founder and Chairman, Clive Rich adds: “We realised that there was a need for an alternative to the traditional High Street/City law firm model. Our aim is to democratise the law for SMEs, making it more understandable and enabling them to stay safe and sound at a price they can afford.

Small To Medium BusinessTo Confidence Is Shopping On Mobile Top £53bn Critical To The UK’s Economic Health

By 2024

More than half (53%) of the UK’s SMBs confirm that business confidence and optimism is a key component to managing a successful business.

According to research conducted by Xero, a global leader in small business cloud accounting software, business confidence is the key contributor to business success and economic growth.

Xero surveyed over 1,300 SMB owners in the UK to uncover the formula for success. The results reveal that business confidence is one of the most significant contributors to their success, and with this confidence SMBs invest in themselves. The findings show that currently 52% of SMBs are positive about the future, with just over half believing that the UK economy will

grow in 2016. Over a third (36%) of UK SMBs feel optimistic about the future of business. However, the majority (77%) still have business pain points they’d like resolved, including; managing staff and clients (23%), cashflow management (19%) and having time to work on the business (19%), rather than in the businesses.

Read more about this survey on the SBG website.

Specialist Apprenticeship Provider Launches Charity Drive To Celebrate Its 20-Year Anniversary One of the UK’s leading providers of specialist work-based training and apprenticeships, Positive Outcomes, has launched its 20 by 20 campaign, which will see the firm raise £20,000 for charity by the year 2020. Through a combination of staff fundraising and matching contributions by the business itself, the firm is looking to mark it’s 20th anniversary year by helping worthy causes.

To celebrate their landmark 20th year in operation, the firm is aiming to raise money for various charities over the next 4 years, up until the year 2020, which should see it achieve a grand total of £20,000. In order to do so, Positive Outcomes is looking to its team to

raise money through various charitable endeavours, which it will then match from its own specially dedicated funding pot.

Over the next four years, Positive Outcomes will nominate a new charity annually, which it will get behind and dedicate its fundraising support towards.

The campaign can be supported on social media by using the hashtag #20by20.

Mid-Sized Firms Reaping Digital Rewards A survey of 5,000 UK small to medium enterprises (SMEs) conducted by ICM on behalf of the Business Banking Insight (BBI), an initiative supported by the British Chambers of Commerce (BCC) and the Federation of Small Businesses (FSB), shows mid-sized businesses have seen greater savings in their business from investing in digital innovation than smaller firms. Two fifths of mid-sized firms (39%) believe digital innovation has led to

8 www.sussexbusinessgroup.co.uk

real cost savings, compared with just a quarter (25%) of sole traders. Companies working internationally tend to be more positive about digital innovation. Well over a third (36%) of international companies said it has resulted in cost savings, compared to just a quarter (25%) of firms who do not trade across borders.

Professional, Scientific and Technical firms have seen the greatest benefit from digital innovation. 38% of SMEs in this

sector think that digital innovation has saved them money, compared with just 24% of those working in Mining, Energy, Water and Waste. Moreover, one in 10 (10%) of SMEs in Wholesale, Retail and Vehicle Repair believe digital innovation has actually raised costs overall.

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Peacehaven Leisure Centre

TOP PERFORMING MANAGED FACILITY 2015

Want to get fit in the best facility in the country? look no further!

Wave Peacehaven has won the QUEST Top Performing Managed Facility 2015 Quest is UK Quality Scheme for Sport and Leisure assessing centres in a rigorous 2 days assessment and mystery visit Ben Dixon, the Quest Assessor said “The Peacehaven Leisure Centre Team are to be congratulated for consistently achieving excellent standards for both customers and staff. This is evident in almost all areas and is articulated by customers and staff.” www.sussexbusinessgroup.co.uk 9

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Packing for Business

Whether you’re traveling for business or leisure, there are several items that can make the experience a lot more pleasurable. Here are SBT’s top picks to make getting there and enjoying your stay more stress-free and functional

Accessories

Technology

CLOTHES BRUSH HANGER £31.99. www.oakroomshop.co.uk

ONEPLUS POWER BANK MICROSOFT SURFACE PRO 4

LEATHER PASSPORT COVER

£15.99. https://oneplus.net/uk

From £1,299. www.microsoftstore.com

£41. www.amara.com

MEROWINGS CLASSIC SILVER DREAM, NABOA & TRAVEL DEEP PINK £187.16. www.merowings.com

DIGITAL LUGGAGE SCALE £10. www.thegreatgiftcompany.co.uk

QUIETCOMFORT® 20 ACOUSTIC NOISE CANCELLING® HEADPHONES £259.95. www.bose.co.uk 10 www.sussexbusinesstimes.co.uk

SEYVR PHONE CHARGING MENS WALLET £59.95.

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Luggage

HUGO BOSS TAN LEATHER HOLDALL £800. www.houseoffraser.co.uk

LARGE ORANGE SPINNER SUITCASE £59.99. www.tkmaxx.com

y BMW RUCKSACK £110. www.bmw.co.uk

LUXURY LEATHER WASHBAG £75. www.annabeljames.co.uk

EXPRESS TULIP NAVY/TEAL MEDIUM Suitcase - £49 - and Holdall - £20. www.debenhams.com

COAST NEW ZEALAND CLIPPER £194.30. www.coastnewzealand.com.au

FULL CIRCLE PUTTY & GRAPE MEDIUM £65. www.debenhams.com

COAST LEATHER LUGGAGE TAG £23.87. www.coastnewzealand. com.au www.sussexbusinesstimes.co.uk 11

Bespoke Training

What Is An Inspirational Leader?

What does being an inspirational leader mean? Could you be one?

People often talk about leaders being an “inspirational Advertorial leader” – but when you hear that, what do you understand that to mean?

The dictionary definition is ‘to fill (someone) with the urge or ability to do or feel something, especially to do something creative’ (Oxford Pocket Dictionary).

When has that happened to you?

What was it like? I suspect you won’t remember the exact detail, but you will remember how you felt!

My understanding of inspirational leadership was refreshingly captured in this Forbes post: http://onforb. es/1cpDvKG A nice way to summarise what you need to do to become an inspirational leader is: • Earn trust • Have a clear plan and a clear purpose • Be optimistic • Be enthusiastic • Understand the ‘WIIFM?’ of your employees, e.g. job security • Paint a picture with true stories • Invite participation Why is it important?

Stephen Covey (my favourite leadership guru) says: “My experience is that significant distrust doubles the cost of doing business and triples the time it takes to get things done. Trust is like a performance multiplier, enabling organisations to succeed in their communications, interactions, and decisions, and to move with incredible speed. A recent Watson Wyatt study showed that high trust companies outperform low trust companies by nearly 300%! ”

Covey explains that this comprises two dimensions: character and competence.

Character includes your integrity, motive, and intent with people. Competence includes your capabilities, skills, results, and track record. Both dimensions are vital. The foundation of trust is your own credibility. When a leader’s credibility and reputation are high, it enables them to establish trust fast.

How do you build trust?

• Talk straight • Demonstrate • Respect • Create transparency • Right wrongs • Show loyalty • Deliver results • Get better • Confront reality • Clarify expectations • Practice accountability • Listen first • Keep commitments • Extend trust – you reap what you sow!!

This topic featured as one of the workshops at the first “Leadership that gets Results Conference” which ran in October 2015. It was so successful that by popular demand I have agreed to organise the second one on November 22nd and 23rd 2016 when we will be at The Grand Hotel Eastbourne again with experts and successful business owners sharing their knowledge and experience with the delegates. I am delighted to be able to announce that Kate Lester of Diamond Logistics will be delivering a key note speech.

Kate’s success includes winning: Real Business First Women Awards 2015, ‘Entrepreneur’ category; Encouraging Women into Franchising Awards 2015 – ‘New Woman Franchisor of the Year’ category; AI Business Excellence Awards

2015 ‘Business Woman of the Year UK’ category, amongst other accolades for Diamond Logistics.

She is just one of the experts delivering at the event. If you’d like to secure one of the few spaces available please get in touch. Tickets are on sale now and limited to just 30 as a maximum number of spaces, as we like to keep it intimate and workshop-based so that people can really apply their learning and take away some real action points that will move their leadership and their businesses forward. An added bonus is that the event is accredited by the Continuing Professional Standards Office. Each delegate will be issued a certificate to recognise their CPD hours.

Becoming an expert leader who creates outstanding results requires character and competence. Why not work on your competence this November and spend some focused time learning your craft of leadership?

Call 01323 332316 or 07545217966 or email rachel@ bespoketrainingeastbourne.com

bespoketrainingeastbourne.com 12 www.sussexbusinesstimes.co.uk

Retirement and You:

Changes to Pension Planning 2015 marked a revolutionary year in the pensions industry, and 2016 is set to bring further changes which could make saving for a pension seem even more challenging. Patrick Haines, Regional Director at Close Brothers Asset Management, looks at how you can plan accordingly to grow retirement income

“Planning retirement can seem like an intangible goal and one that takes second place to buying a home, paying for school and university fees and even holidays”

The pension reforms, which came into Essential force in April last year, were the biggest Advice change to pension legislation in almost a century. Aptly named ‘freedom and choice in pensions’ by the Government, the rules on purchasing annuities were relaxed and those in Defined Contribution (DC) schemes were offered new ways to access their pension savings. For instance, individuals at retirement now need to decide whether they should purchase an annuity, cash

in their pension, or stay invested and drawdown income.

Equally, as a result of these changes, those in a DB scheme are now likely to consider whether they should transfer out of a Defined Benefit (DB) scheme to take advantage of the new freedoms.

Our own research has found that over a third of employers have experienced staff enquiring about transferring from a DB to a DC scheme, showing a clear demand for more information. In the majority of cases, remaining in a DB scheme is actually the best option for an individual, and transferring will only be suitable, in

www.sussexbusinessgroup.co.uk 13

the main, for high net worth individuals so gaining the right, specialist advice to make an informed decision is vital.

As we head further into 2016, there is yet more policy change to come. Some is confirmed, some is still up in the air, with a proposed review of the pension tax relief system ahead. What we do know is that there are several changes to be implemented from April which could catch many individuals out if not addressed. For those not well-versed in financial planning, it can all seem bewildering. If individuals do not realise how the changes could affect them, they could end up not taking advantage of opportunities to maximise their retirement pot while they can. Not only that, but they could use up allowances without realising, unexpectedly increasing the level of taxation they may face.

With this in mind, we have explained three key changes which lie around the corner that individuals should consider as we approach the new tax year and the Chancellor’s 2016 Budget: The new Lifetime Allowance (LTA): This will be reduced to £1 million and, while that may appear to be a large amount as it is, it can be easier than it seems to end up on the threshold of this allowance. Take a generous final salary scheme, with the addition of inflation to grow it over the years, and suddenly individuals could find themselves in this category. One option to consider is the Fixed Protection 2016, which offers a protected lifetime allowance of £1.25m, but this itself has a deadline: contributions must end by 5 April (before the end of the tax year), so there is a limited window of opportunity to maximise contributions.

Reduced annual allowance: This is another change that individuals could unexpectedly find themselves hit by. The tapered reduction in the annual allowance for those earning over £150,000 will mean that, for every £2 of income over this, the level of taxrelieved contributions will fall by £1. Even something like a bonus could easily bring someone up to this level, so keeping an eye on contribution levels is important if individuals want to ensure they don’t end up facing an unnecessary cut.

The new flat rate pension tax relief: A prospective change to tax relief means parting with the current system of tax relief on contributions according to an

Candida Performa ©

individual’s marginal rate of income tax.

This current system means those paying higher rates of tax receive more relief, and – while it may seem surprising - those in this category are certainly not in the small minority. There are approximately 4.6 million higher-rate tax payers in the UK, so a huge number of individuals will be affected should this be announced in the Budget. It’s therefore even more important that time is taken to look at how contributions could be hit in the long-term, and indeed, how individuals can make full use of the current system ahead of a change.

Tax is a complicated issue, and it’s understandable that these changes could encourage individuals to simply bury their head in the sand, rather than proactively alter their plans or speak to an adviser.

Complexity aside, for those a long way from finishing their career, planning retirement can seem like an intangible goal and one that takes second place to buying a home, paying for school and university fees and even holidays.

The fact is, starting to save earlier will allow individuals to have more chance of continuing the lifestyle they enjoy in retirement. However, it is crucial that any

such saving is smart and informed. By understanding and taking advantage of allowances available, combined with an investment strategy, building up a pension pot can be done as efficiently as possible.

This is where financial advice can pay dividends.

Equally, for those at or nearing retirement who are trying to make sense of the original reforms and the changes immediately ahead, seeking the help of a financial adviser will help cut through the complexity.

Setting a financial plan is paramount.

Identifying life and retirement goals, analysing your individual financial circumstances, and plotting out what changes will affect you is part and parcel of this plan for retirement. This can then be reviewed and stress-tested as the years go by, and ensured that it takes into account any additional reforms that are bound to be introduced. Retirement should never be about taking a step back in your lifestyle.

Taking small steps forward by planning early will make sure this isn’t the case.

Patrick Haines, Regional Director at Close Brothers Asset Management

14 www.sussexbusinessgroup.co.uk

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15/02/2016 15:00

Corporation Tax: The ‘Fair Share’ With the taxation system seemingly taken advantage of, the government are introducing new scheme after new scheme to combat multinationals ‘avoiding’ the tax they rightly owe. SBT goes back to the source of the problem, looks at the attempted resolutions and asks the question: what is fair tax?

A tax on company profits has existed ever since 1937, and Tax since then things have changed fairly dramatically. The complexity of the system is now making for some fairly large complications within businesses across the country – and allowing for some pretty large loopholes at that, which multinationals seem to have taken advantage of.

Amazon had sales in the UK of £3.35bn in 2011, yet only reported a ‘tax expense’ of £1.8m. Google’s UK turnover was £395m in 2011; only paying £6m to the Treasury in the same year.

Understandably, these reported figures have caused outrage in the business community, with words like, ‘fair’, ‘just’ and ‘moral’ shooting through the air at speed.

We spoke to Simon Bulteel, Director at Cooden Tax Consulting for his thoughts on the issues that have arisen recently.

“The likes of Google, Amazon, Facebook and Starbucks, despite making profit in the millions, have been exposed as not paying their ‘fair share’ of corporation tax” The UK corporation tax system is based on profits from ‘economic activity’ rather than sales and currently the vast majority of UK businesses are paying 20%. However, this rate has recently been exposed as a far more voluntary or changeable rate than it was ever intended to be – but only for those who can afford it. The likes of Google, Amazon, Facebook and Starbucks, despite making profit in the millions, have been exposed as not paying their ‘fair share’ of corporation tax. Starbucks, for example, had sales of £400m in the UK last year, but paid no corporation tax.

16 www.sussexbusinessgroup.co.uk

He said: “When an argument descends into Ethics, which Tax Avoidance has, you probably find two entrenched views: the morally outraged and the morally indignant. And you end up where we are today with Tax Shaming.”

Accusations have come fast and hard, but what has actually been happening behind closed doors at these multinational companies? What are the underlying issues, and whom should we be pointing the finger at?

At the Federation of Small Businesses (FSB) policy conference in London last month, the Chancellor of the Exchequer,

George Osborne, was challenged after the news of Google’s tax avoidance had recently come to light. Mr Osborne didn’t help the case by seemingly agreeing with a deal that allowed the tech giant to pay around 3% tax on its billions of pounds worth of profits; a deal apparently agreed between HMRC and the heavyweight multinational itself.

At the conference, George Osborne came up against Antonio Falco, the regional FSB chairman for Surrey and West Sussex, who called for a ‘level playing field’, along with the voices of hundreds of other small and medium

Corporation Tax

www.SeniorLiving.Org ©

sized business owners, and tax payers.

Antonio explained: “What Mr Osborne is trying to do is extremely difficult. He’s trying to keep businesses and everyone happy at the same time. However, the playing field also needs to be kept level.”

He added: “It is frustrating when companies do everything in their power to be good corporate citizens, only to see others openly flaunt and find loopholes in the law. We have to exist together, so companies need to look at themselves too and think whether it is a clever PR move to carry on doing what they are doing. There should be an element

of self-policing and they need to be thinking about morality.”

A report from the House of Commons Committee of Public Accounts published in 2013 looked into Google Ltd and the way that it distributes its profits.

The report highlighted that, in order to avoid UK corporation tax, Google relied on the deeply unconvincing argument that its sales to UK clients took place in Ireland, despite clear evidence that the vast majority of sales activity takes place in the UK. Matt Brittin, Google’s Vice President for Sales and Operations in Northern and Central Europe, remained

static in this argument, but the evidence suggested otherwise.

So the question is, why didn’t HMRC do something about this? Could they even do anything?

Over the last decade, HMRC has been instrumental in introducing several specific anti-avoidance measures in the UK to try and combat the problems that arise from our overly complex and loophole-filled taxation system. Various measures have been introduced in order to make sure all parties are aware of new avoidance schemes that may occur, and HMRC has maintained over the years that

www.sussexbusinessgroup.co.uk 17

Let’s boldly go where the big boys go In the Deep Space of UK tax legislation and practice; if you’re the captain of a small to medium sized enterprise and you don’t fully understand exactly what’s out there, it can be difficult to know how to chart a course through all the rules and regulations.

Google, and other large corporations; often in the news over tax avoidance issues, possibly employ specialist tax advisors on a permanent basis and thus may have already seized on the opportunities available in the asteroid belt of Research and Development Tax Relief.

However, here’s the good news – you can go there too and sometimes get a lot more out of it.

Let’s seek out the opportunities for SMEs Uncertainty surrounding many of the finer points of UK tax legislation is commonplace, especially among SMEs. Alien-sounding, previously unheard descriptions of shadowy beings such as Technology Tax Reliefs, Video Games Tax Relief, and Patent Box; albeit they sound friendly and of one and the same species, but may well send shivers down the spine.

At Cooden Tax Consulting we’ve got to

18 www.sussexbusinessgroup.co.uk

know those species and have developed a wealth of knowledge and understanding that has helped us to become one of the UK’s more experienced specialist advisors in the field of R&D Tax Relief.

We can help you explore various options and seek out genuine opportunities to obtain a tax rebate.

What’s more, under R & D legislation an SME can sometimes get much higher tax relief than Google, even if they are applying for essentially the same thing.

Typically, where Google may be able to claim 8.8% of their spend on an R & D project, an SME could claim between 26% and 33% for similar work.

Will your exploration be rewarded?

Every potential valid application for Research and Development Tax Relief can’t be addressed here, but let’s take a brief look at the basic eligibility criteria and at some options that might surprise you.

It is a pre-requisite that you are a Limited Company liable to pay Corporation Tax and either conducting research and development in house or in partnership with an external provider.

This can be in a variety of areas, such as innovative Software or App creation, new and unique Products Development, or improvements in existing processes or product performance, whether completed or ongoing.

Whilst perhaps more obviously targeted at businesses in the Science and Technology Sector, Cooden Tax Consulting has identified opportunities

Images courtesy of Photonic Science Limited & Avant Commercial ©

Advertorial

Research and Development Tax Relief – it’s a tax incentive Captain, but not as Google knows it.

and previously assisted businesses to successfully obtain a tax rebate, under R&D criteria, in such diverse industries as Brewing, Engineering and Insurance Let us help to steer your ship in the right direction to discover sometimes substantial cash rebates that could be a huge boost to your business. It might also put a smile on your face to feel you’re competing with the Corporate Klingons on a slightly more level playing field.

Cooden Tax Consulting is a niche tax consultancy. After an initial, free, no obligation assessment of your business, we work on a ‘no win, no fee’ basis, reducing the risk. Contact us by the methods below and ask for Simon or e-mail simon@coodentaxconsulting.co.uk

Commercial ©

George Osborne

is something which needs to start these measures have had a significant working correctly, they can legislate for happening – and soon. impact on tax avoidance in the UK. But, change. However, it is not always easy to Simon Bulteel commented: “I am the public eye has clearly now seen a get the result one may want.” sure HMRC are looking at the cost different story. Are these measures in fact The report conducted in 2013 found benefit analysis of spending millions of simply not applied to companies with ‘big that HMRC had not been sufficiently pounds investigating and prosecuting bucks’? challenging of multinationals’ manifestly these companies for tax avoidance and Andrew Watters, Director at Thomas artificial tax structures. Given the using non-commercial arrangements Eggar explained: “A multinational overwhelming disparity between where to save tax, against negotiating with business can organise itself within the profit is generated and where tax is paid, these companies laws of relevant and coming up jurisdictions to with the so called minimize profits ‘sweetheart’ deal in high tax that has seen Google jurisdictions. In the pay a reported UK, it is the job of £130m for tax over HMRC to challenge the last 10 years.” the profits declared The issue seems by a UK entity - Antonio Falco, the regional FSB chairman for Surrey and West to be a lack of solid where they believe Sussex proof as to where UK rules may the profits do indeed not have been originate from. The digital economy correctly applied. Given the complexity of it’s pretty unbelievable that HMRC has has put a strain on the clarity of these the rules, there is sometimes scope for not been more challenging of Google’s situations and companies can now disagreement. In an enquiry, after both corporate arrangements. It’s even more argue that there is trading activity in sides have had the chance to consider unbelievable that HMRC would not the UK, but no proof of a permanent the arguments from each other, they may even be aware of such things, given establishment carrying out the trading agree as to what the ‘correct’ amount of that journalists and whistleblowers have activity – the internet has no bounds. tax is. If they cannot agree, the matter will picked up on the activity. HMRC has Mr Osborne himself recently be litigated before the courts.” never challenged an Internet-based suggested the same: “This is not an Andrew added: “If parliament believes company in the Courts on the question easy issue to deal with when it comes the laws are being abused or are not of its permanent establishment, and this

“It is frustrating when companies do everything in their power to be good corporate citizens, only to see others openly flaunt and find loopholes in the law”

www.sussexbusinessgroup.co.uk 19

Corporation Tax

Google - Our Mountain View, Calif. headquarters ©

to physical goods but clearly the Internet has made it much more challenging.”

So, this is not so much an issue with HMRC, or even with the multinationals themselves, but a more deep-seated issue within the taxation system when applied to the modern, technologically advanced world we live in, in all its complexity.

George Osborne added: “There is a challenge. The tax laws used to tax multinational corporations were devised in the 1920s and they didn’t keep pace with not just the growth of the global economy and all the trade that has happened since then, but also the growth of the Internet. We have been trying to get international agreement to change those laws and that international agreement is coming.”

20 www.sussexbusinessgroup.co.uk

Andrew put into perspective the complexity of the system and suggested a means of reducing the confusion: “A recent estimate suggests that the UK has 10,000,000 words on over 17,000 pages dedicated to tax legislation. This number does not include the words and pages of guidance. Based on those numbers, the simple answer is to make the code more simple – a task put to the Office of Tax Simplification in 2010. In spite of the creation of the OTS, Budget after Budget, Finance Bill to Finance Act all introduce more legislation and guidance, rather than reduce or simplify what exists.”

Mr Osborne recently proposed and introduced a new measure: diverted profits tax. This measure introduces a new tax on diverted profits, tackling the issue of non physical goods or profits. His aim? To simplify. In reality however, as Andrew points out, this simply adds to the complexity. Simon also suggests a simpler, ‘bigger picture’ approach to the issue: “The complexity comes when you stretch the example over multiple countries and why you might see companies headquartered in Ireland where there is a low tax rate on trading profits but have their interest bearing loans coming out of a company in Luxembourg or Lichtenstein and their

“It’s pretty unbelievable that HMRC has not been more challenging of Google’s corporate arrangements” trade marks and patents being held in a Dutch company or buying products from a company in Switzerland.”

He adds: “In order to solve the problem, it will take a concerted effort by all of the countries in the Western World to solve it, which is why the work being performed by the Organisation for Economic Co-operation and Development (OECD) is often referred to and is so important. The only real solution is for countries to come together like they have under the auspices of the OECD to act as one, to solve the problem of the taxation of multinational companies. It won’t be an easy problem to solve, as at the end of the day it all boils down to that rather nasty word: Capitalism.”

The European Commission recently announced that it would present

Corporation Tax

new measures against corporate tax avoidance for all 28 EU countries in their Anti-Tax Avoidance Package. The new proposals include legally binding measures to block the most common methods used by companies to avoid tax; a recommendation to Member States on how to prevent tax treaty abuse; a proposal for Member States to share tax-related information on multinationals operating in the EU; actions to promote tax good governance internationally; and a new EU process for listing third countries that refuse to play fair.

The aim of these measures is to collectively hamper aggressive tax planning, boost transparency between Member States and ensure fairer competition for all businesses in the Single Market. And this is what businesses in Britain are calling for.

Pierre Moscovici, Commissioner for Economic and Financial Affairs, Taxation and Customs for the EU, said: “Billions of tax euros are lost every year to tax avoidance – money that could be used for public services like schools and hospitals or to boost jobs and growth.

Europeans and businesses that play fair end up paying higher taxes as a result.

This is unacceptable and we are acting to tackle it. Today we are taking a major step towards creating a level-playing field for all our businesses, for fair and effective taxation for all Europeans.”

The House of Commons report also recommended that a series of antiavoidance measures for the shorter term should also be implemented to tackle the various companies that seem to be coming out of the woodwork as ‘morally scandalous’, including: regulating tax advisers; penalising users of failed tax avoidance schemes; enforcing a requirement on companies with large operations in the UK to publish a summary of their corporation tax returns, so as to bring about greater transparency. They also recommended that HMRC should be better resourced to deal effectively with the tax affairs of complex and well-resourced multinationals.

However, Simon, and many others with him, remains unconvinced on some of these ‘resolutions’, in particular the suggestion that tax advisors should be regulated: “I don’t think it would make a shred of difference to the large multinationals, who are working with

Images_of_Money ©

Qualified Accountants and Tax Advisers, who would be regulated. The work they are performing for the multinationals is not illegal, so any regulator wouldn’t be able to censure the advisors.”

We still have a long way to go. It’s clear that, due to the complexity of tax at this point in time, adding more legislation will only complicate it further. Plus, the way in which multinationals have spread their profits and intellectual property means the unraveling process may be just as complex, especially under new legislation.

Andrew explained: “Governments will need to co-operate on an international scale to change existing legislation. This process will not be straightforward as it will involve rules which are controlled outside national parliaments. The process will be further complicated by the varying terms of double tax treaties negotiated between various countries.”

An overriding question is whether this issue in fact is ‘morally outrageous’ or simply clever companies implementing clever strategy. How much does it really affect smaller businesses? Perhaps this is much less of a legal, logistical or even systematic debate, but one more of human nature and justice?

Simon concludes: “One thing to bear in mind is that, if you have a

pension scheme, it is likely that some of your assets will be benefitting directly from these multinational businesses minimising their tax liabilities, because lower tax means more money to invest and hopefully future higher profits or more money that can be distributed to shareholders. So most peoples’ personal wealth in later life is dependent on the profitability of these companies.

However, the counter to that is that everyone is also dependent upon the tax raised from these companies for future State Pensions, as well as investment in infrastructure, education, welfare and the NHS today and into the future.”

www.sussexbusinessgroup.co.uk 21

Entrepreneurial Spark

Brighton Entrepreneurial Spark Hatchery: Round Two

With Brighton’s Entrepreneurial Spark hatchery welcoming its second cohort of the region’s most promising entrepreneurs, Sussex Business Times took the opportunity to catch up with NatWest’s Head of Entrepreneurship, Gordon Merrylees to find out what’s happening in Brighton and across the country

Sussex Business Times: So Gordon, now that the Espark hatchery has welcomed its second round of entrepreneurs, what are your reflections on the first six months?

Gordon Merrylees: The biggest takeaway is that it’s been even more successful than we originally envisioned.

The entrepreneurs have really captured the imagination of the ecosystem and established themselves as part of the local business community. This is evident through the numerous enquiries we get from local entrepreneurs and business people wanting to know how they can get involved and pay it forward by offering to mentor and lend their expertise, knowledge and advice, and most importantly access to their networks to these fledgling start-ups. Watching the ‘chiclets’ develop as businessmen and women and as entrepreneurial leaders has been awe-inspiring.

Is the popularity of the hatchery surprising to you? What have you found most satisfying from the dayto-day activities?

For the first time ever, there’s more than 5 million businesses in the UK and 99% are SMEs. As the UK’s biggest bank for supporting SMEs and start-ups, we know that there’s a huge desire from people to run their own business and become selfemployed. The world needs the passion that people feel about their chosen field; it can make a difference to people’s lives and they get paid while doing it. Being your own boss is hugely attractive, so we knew that the demand would be there for the Entrepreneurial Spark programme.

22 www.sussexbusinessgroup.co.uk

This enthusiasm has proven infectious and the number of people at NatWest that want to get involved has been overwhelming. So we’re now putting thousands of our staff through an Entrepreneurial Development Academy run by Entrepreneurial Spark which will enable them to develop the mind set and behaviours of an entrepreneur and in doing so better understand the challenges they face, serve them better, and improving customer service as a result.

“The world needs the passion that people feel about their chosen field; it can make a difference to people’s lives and they get paid while doing it” But what’s been particularly exciting to watch is the collaboration that goes on amongst the chiclets. It can be daunting and lonely starting your own business, so providing the office space has eliminated some of that isolation while also providing a community, encouraging them to bounce ideas off each other and work together to overcome their challenges, many of which are common to any business regardless of the sector.

What’s happening elsewhere in the country?

In February, we launched another three Hatcheries in bank premises in Belfast, Manchester and in the Royal Bank of Scotland’s main headquarters in Edinburgh. These three brought the number of hatcheries across the UK to nine alongside those in Birmingham, Leeds, Bristol, Ayrshire, Glasgow and, of course, Brighton.

The opening of the Hatchery in Edinburgh was particularly momentous and indeed symbolic. Over the past year, we have been literally knocking down walls as part of the transformation of the bank’s former ‘executive wing’ into an ecosystem of entrepreneurship and innovation, where the new, state of the art Entrepreneurial Spark business accelerator hub sits alongside Open Experience; RBS’ new Technology Solutions Centre.

We look forward to the impact that all nine hatcheries will have alongside the four we will be opening in Milton Keynes, Cardiff, Newcastle and London over the next 12 months. Across these 13 hubs we will be supporting more than 7,000 entrepreneurs over the next five years.

Entrepreneurial Spark

Brighton Start-Ups Scoop Thousands at Entrepeneuring Awards

Entrepeneurial Spark has unleashed waves of successful entrepeneurs, many of whom were winners at the Entrepeneuring Awards In January 2016, startup businesses based at Entrepreneurial Espark Spark’s Brighton Hatchery shared around £35,000 in prizes after pitching their plans in the prestigious Entrepreneuring Awards.

Among the winners were Account Management Now, which claimed the #GoDo prize of £4,000, and 5 Squirrels, which won the Acceler8 Award and £6,000. Halal Celebrations won Entrepreneur of the Moment and £10,000 and taking the Chiclet Choice Award and £2,000 was Consortium Business Solutions.

Run by Entrepreneurial Spark and supported by partners, NatWest and KPMG, the awards offer cash prizes aimed at helping early-stage businesses to get off the ground and grow.

Fiona Anderson, NatWest’s Entrepreneurial Development Manager in Brighton, said: “It’s fantastic to be able to recognise and reward the hard work, perseverance and growth that these entrepreneurs have shown since joining the Entrepreneurial Spark programme six months ago. I’m fortunate in that I’ve been able to work with them dayin, day-out and witness the progress they’ve made as individuals and business owners.

“It can be daunting starting your own business but these entrepreneurs have had incredible support from all of the partners involved. It’s also been great to see how much they’ve benefitted from working together at the Hatchery where they have the opportunity to share ideas and look for ways to overcome challenges. They have already proven to be a positive reflection of Brighton’s vibrant start-up community and I have no doubt they will continue in their success.

I feel proud to have been a part of this programme and look forward to continuing the good work that we have started in Brighton.’’

Tim Rush, Managing Director for Enterprise at KPMG said: “A massive congratulations to all of our winners, who represent the best of what this region has on offer in innovative and exciting new businesses. I have had the privilege to spend time with some of the individual entrepreneurs and been very impressed. Having access to funding can often be the make or break of a start-up business and is vital in helping enterprises to get to that next level. The quality of the pitches that we saw today was so impressive and speak volumes about the pipeline of good quality startups that are coming through in this region.”

Entrepreneurial Spark Founder and Chief Executive, Jim Duffy said: “The Entrepreneuring Awards have grown

alongside our network of Hatcheries, and the latest round will be the biggest yet. The cash prizes are an excellent way of boosting some of our most promising businesses and accelerating their growth, and the events also provide valuable networking opportunities and pitching practice. Winners of the pitching competition, as well as the #GoDo Awards, Acceler8 Awards and others, shared thousands of pounds to help develop their business ideas and put their plans into action.

The awards ceremony in Brighton coincided with others at Entrepreneurial Spark’s Hatcheries across the UK. Entrepreneurial Spark is the world’s largest free accelerator for start-up and scale-up businesses, and competition for the latest intake to its accelerator programmes was intense. To find your nearest Hatchery and register interest for the August 2016 intake, visit www.entrepreneurial-spark.com

www.sussexbusinessgroup.co.uk 23

Roundtable

SBT & NatWest Roundtable:

Get Involved!

Our Roundtable events are officially underway and we want you to get involved in future discussions, getting your voice heard in the community

Our first roundtable session was a Round resounding success, with every member table of the panel sharing their opinions openly and coming to a wide variety of solutions for the revitalisation of coastal towns across Sussex, in particular for Hastings.

We want YOU to get involved Do any of these topics interest you?

Can your company or knowledge help?

Is your business associated with either entrepreneurship, education, technology and growth or infrastructure and commercial development? Perhaps you would just relish the opportunity to discuss issues surrounding these topics with a group of like-minded business people.

If any of this is the case, please do get in touch with us at SBT to express your interest in being part of the panel.

We can discuss what the best course of action is, and give you any more details you may need.

24 www.sussexbusinessgroup.co.uk

Get in touch on 01323 819007 or email mason@lifemediagroup.co.uk Coverage online and in print As well as transcribing the key points from the roundtable discussions within the pages of Sussex Business Times, we have also made a full length, and a number of bite-sized videos of the event.

Watch these videos as soon as they’re released by subscribing to our Youtube channel. Search for Life Media Group at www.youtube.com. Plus, catch up on our website at www.sussexbusinessgroup.co.uk Watch and share via Facebook, tagging @sussexbusinesstimes and via Twitter tagging @sussexbusiness

We have a wide range of interesting and prevalent topics coming up in our next roundtable installments in association with NatWest, including:

Topic

Date

Location

Growth and Innovation within the Technology Sector & Professionals Focus

Friday 11th March 2016

Crawley

Entrepreneurship and StartUp Business Ventures: Supporting Us, Supporting Them

Friday 13th May 2016

Brighton Entrepreneurial Spark Hatchery

Education: its Standing Within the Business Community and Local Economy

Friday 8th July 2016

TBA

Infrastructure, Housing and Commercial Development

Friday 9th September 2016

Horsham

Brewers

Sunshine and Daffodils:

Spring is Here!

In celebration of those long awaited blue skies and golden rays, why not freshen up your home with some crisp geometrics and bright accessories?

The Diamond wallpaper design by Layla Faye in the slate Advertorial yellow colourway will bring a contemporary zing of energy to any interior with its stunning diamond tile pattern. It makes a wonderful backdrop with pops of yellow at the centre of each diamond that pick up on highlights in the rest of your scheme, such as the much-loved Mini Moderns kettle.

London-based interiors brand, Mini Moderns, are known for their bright and vibrant products, such as the joyful enamel kettle. Its playfully retro style makes it a fantastic addition to a characterful kitchen and a welcome guest on your coffee table. It’s sure to give you a bright start to every morning, and can be used on both gas and electric hobs, so you could even bring it camping!

The kettle could, however, be a little lonely without a set of fun and fabulous ceramic mugs. These come in Mini Moderns’ signature colours: mustard, lido, tangerine dream and British lichen, which are strong enough to liven up even the darkest of cupboards.

In fact, if you like excellent quality and you’re looking to continue the geometric theme you’ll love the Hepburn Sofa and matching Hepburn Chair. Raised up on light, wooden feet, they will give your interior an airy, spacious feel. They’re both upholstered with gorgeous Scion Kateri fabric, which hypnotises with its subtle circles of dots. Why not mix things up a little by

having the sofa and chair in different but complementary colourways: one in Teal, the other in Lime?

Complete the look with a Jacquet Cushion in the tangerine dream colourway by Mini Moderns.

This bold cushion has a vibrancy that sings with the Hepburn Chair and Sofa. The zigzags in these cushions resonate with the Layla Faye Diamond wallpaper, and the colourful accents match other highlights in the room.

Add a final touch to the space by creating a soothing atmosphere with a beautiful scent. The Harlequin Zeal Scented Candle is perfect for infusing your living space with a deliciously fruity,

modern fougère, with aromatic hints of moss and fresh vetiver, mingled with musky amber and powdery vanilla.

The scent is divinely sensuous and comforting. And the lime green, handblown glass tumbler—made in the UK—is coloured in a hue that not only reflects the fragrance of the candle itself, but also complements the other items mentioned above.

Visit the Brewers Home showroom to pick out your favourite spring products.

Brewers Home is open seven days a week from 7.30am-5.00pm Monday to Friday, 8.00am-5.00pm Saturday, and 10am-4pm Sunday. The showroom is located on Birch Road, Eastbourne BN23 6PL, off Lottbridge Drove, opposite Tesco.

Brewers Home, Birch Road, Eastbourne, East Sussex BN23 6PL. www.brewershome.co.uk www.sussexbusinesstimes.co.uk 25 Contact Brewers Home on: Telephone +44 (0)1323 436180 or Email help@brewershome.co.uk

There’s Growth...

and Real Growth

A business must grow to survive; we all know the mantra. Hepworths Brewery has applied this mantra through and through, growing quite literally since its conception in 2000 But for Hepworths, Brewers of Horsham, growth has a much Advertorial wider implication.

“It all begins in the field,” explains Andy Hepworth: “Our relationship with our farmers is vital to us and we value it very highly. We rely on their skills to grow high quality barley, hops and wheat in order for us to produce high quality beers.”

Growth is not just about financial expansion; natural growth is essentially a living, vital and natural component of the Hepworths business. Expansion relies upon natural growth.

Local is a guiding principle for Hepworths. Local and growth go handin-hand. Sussex has excellent farmers, and sourcing in Sussex has always been Hepworths’ preferred route (and root for that matter). Hops come from Bodiam, East Sussex; Barley from the Goodwood Estate.

Hepworths forward-contract with their farmers, themselves multi-award winning, is an arrangement that suits both parties: “We can ensure a supply of barley and hops to suit our high demands, and the farmer is assured of a price for future years,” says Andy. He adds: “The relationship is built on trust and mutual recognition of each others’ skills. Last summer we released a fine brew named Daws Ale after Chris Daws of Bodiam in East Sussex, our much esteemed hopgrower. We really rely on the quality of the crops.”

Growth of barley is also within Sussex: the Goodwood Estate grows organic barley, which Hepworths use to brew their own products and also those of Goodwood. The relationship between skilled farmer and skilled brewer is mutually respected. Farm Manager, Tim Hassell and Andy meet regularly to review growth of the brewery’s selected variety.

Even the field to be harvested is decided by both brewer and farmer. For

Andy, harvest is an important time: “It is both re-assuring and slightly thrilling to select which precise zone of a field you wish to be harvested. This year’s crop is next year’s beer. Growth heralds growth.

We always celebrate with Harvest Ale!” Skills, too, are also sought locally: “We appreciate the diverse skills, loyalty and commitment of local firms; they are always our first port of call, and in our next stage of growth we intend to maintain those close ties,” says Andy.

The next stage of growth is more closely tied to the traditional business mantra. A business must grow financially to survive. It must expand. And for Hepworths, this requires considerably more space for production.

Hepworths became a company in 2000 - a significant year for many – and production began in February 2001.

From the start, the business plan was clear: two income streams, composed of own sales and contract sales. Andy said: “Our own beers are about tradition;

www.hepworthbrewery.co.uk

26 www.sussexbusinesstimes.co.uk

high quality ales and lagers, with no compromise.” For contract beers, the same standards are employed.

The plan has succeeded. Hepworths now have a range of eight beers and lagers, acclaimed and highly prized.

“Because of revenue regulations we can only compete at the higher end of the market. It suits us – we are a high end product!” As a result, Hepworths can be found at The Dome, and Bar du Vin in Brighton, The Swan at The Globe, London, The ICA, The Inn on the Park and the Hilton group. And in many other discerning outlets, including pubs, farm shops and supermarkets. Marks & Spencer and Waitrose are favoured outlets: “Their image mirrors ours: quality!”

Growth requires consistent response to demand and for the honest dealer this will not allow any drop in quality. Market demand has increased for Gluten Free products by those who are Coeliac, suffer from gluten intolerance, or who simply wish to avoid potential allergens. For Hepworths, this suited their production methods: “Good brewing practice produces good beer,” explains Andy.

All Hepworths’ beers are brewed entirely naturally and traditionally with no additives. The result is a range of beers with the gluten brewed out. Andy says: “Gluten free beers are an important part of our range – our bottled beers, clearly labelled as applicable, are gluten free as indicated.” You can also find gluten free beers on draught.

Hepworths have received many appreciative messages from beer lovers who had felt that they had to forego beer.

“An evening at the pub, or a bottle by the hearth is possible again for those who had abandoned the idea. We are very proud of the appreciative, and individual responses we have received.”

Hepworths have outgrown their premises. A growing demand determines growth: evident now in Hepworths’ brand new, custom built premises on the A29, near Pulborough. “We will soon

01403 269696

have three times the capacity here and are already looking at expanding the premises in three years’ time. We have been supported by the Regional Growth Fund who also have confidence in this growth and are already starting local recruitment.”

As always, Hepworths have relied on local skills: Landbuild as contractors, and Rathbone Miller as architects. The local Parish Councils have supported the new expansion too. Horsham District Council have retuned their loyalty.

For Hepworths, commitment to quality, craftsmanship, tradition and local sourcing are key elements for successful and sustainable growth. As Andy says: “Job satisfaction in every pint!”

Andy and Tim inspecting the new crop

www.sussexbusinesstimes.co.uk 27

Property

Prices Through The Roof

Housing in the South East region is notoriously expensive.

But do the costs weigh up to their worth? Where is the housing market headed and do government initiatives actually help, or just worsen the situation?

Predicting the housing market can be a tricky business. According Focus to a recent – and fairly depressing statement from the Liberal Democrats, the average property price in the UK will reach £650,000 within a decade. This is a dismal view for the future, especially with many first time buyers struggling to even make that first step onto the property ladder, let alone climb it.

The number of first time buyers has reduced substantially in the past decade, impacting largely on the age of current homeowners. In 1991, 67% of the 25 to 34 age group were homeowners. By 2011/12, this had declined to 43%. There were also reductions in home ownership over the same period for the 16 to 24 age group (from 36% to 10%) and for the 35 to 44 age group (from 78% to 64%). By contrast, home ownership has increased among older age groups. A likely contributing factor to the decline in numbers of first time buyers is the rise in the value of deposits paid to secure a mortgage. For first time buyers, the average deposit as a percentage of purchase price increased by almost 10 percentage points between 1988 and 2013, standing at 22% of the price of the house. Year on year, we see this trend

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develop. In November 2015, prices paid by first-time buyers were 7.4% higher on average than in November 2014 and the gap between wages and living costs seems to also be growing. Nationwide data shows that the earnings-house-price ratio in the final quarter of 1995 was 2.1 times earnings. In the final quarter of 2015, this ratio had reached 5.2 times. To make matters worse for London buyers, by the end of 2015 the ratio in the capital had become 10.1 times average wages, compared to 2.7 times earnings for firsttime buyers in 1995.

Clive Janes, Owner of CRJ Lettings in Chichester, has seen this trend within the area in particular: “The growing anomaly between house prices and salaries could be the reason why the number of people renting privately in Chichester increased a whopping 51% between 2001 and 2011.

Even with this increase, it seems there is room for further growth as the number of householders renting privately (12.8%) in Chichester is lower than the national average of 15%.”

“With Chichester’s average salary being £25,739 (less than the U.K’s £26,500 average salary) the ‘average’ worker will find it hard to afford the ‘average’ property in Chichester (currently valued at £390,411). Making this even more difficult is the fact that the average property in Chichester has risen 8.6% in the past 12

months, whilst salaries nationally have increased just 3.4% in the private sector.”

London and the South East see some of the highest property prices in the country, and the costs are ever-building.

According to the Office for National Statistics, in Brighton, the average asking price on detached houses has increased by 51% since September 2006, with semi-detached houses increasing by 52% and terraced housing by 78%.

Detached houses in Eastbourne are up +41%, with semi detached up 26% and terraced houses up 67% whilst average asking prices for terraced houses in Lewes since September 2006 are now up by a whopping 95% - nearly matching the average house prices in Brighton (a notoriously expensive area to buy and

rent). In close second is Chichester, with an average increase of 90% for terraced housing since 2006.

Clive has seen first hand the increase in house prices: “Recent research from the National Housing Federation named Chichester amongst the most expensive places to buy in the country,” commented Clive. “It cites that at £215,000, the average lower quartile property is some 20 times the local average lower quartile salary (£10,989).”

Clive added: “In August 2009 a similar report named Chichester as the second least affordable place in the country and yet since then, Chichester property prices have risen 40% compared to 21% nationally. Similarly, in August 2013, Chichester was labelled the ‘worst’ place

to buy because it had become the least affordable area of the country. Since then, Chichester property prices have defied the naysayers by rising 20% compared to 14% nationally.”

This seems to be a region-wide trend, with the overwhelming majority of house prices across East and West Sussex unrepresentatively high. The UK Residential Market survey 2015 found that 62% of respondents thought that homes in the South East were either expensive or very expensive given the relative benefits they offered, with 57% of contributors in London taking the same view. By way of contrast, 100% of Northern Irish respondents and 92% from the North of England believe that homes in their areas offer fair value for money,

showing an imbalance within southern regions that isn’t seen in the north of the country. The people of the South East clearly don’t see the cost of their homes as matching their worth – and it seems that the price increases aren’t about to slow either. According to the RICS housing forecast for 2016, house prices in the UK will see an average increase of 6% over the course of the next year, with a shortfall in supply continuing to push prices ever higher.

The UK Residential Market survey findings also warned that house prices in London, the South East and East Anglia look set to rise – their findings estimated a rise by a further 5% per annum in each of the next five years, compared to a UK average of 4.5% - not quite Nick Clegg’s

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overzealous estimate, but close by.

Is there usually a reason for such high prices, excluding value for money in terms of the actual bricks and mortar quality? Clive Janes commented on getting value for money in Chichester, and the South East in general: “Yes, it’s true that you can get more ‘bricks for your buck’ elsewhere but that’s not comparing apples with apples in regards to the lower than average crime rates, better than average schooling and superb local culture we enjoy in Chichester and West Sussex.”

Clive added: “One big contributing factor towards this continual rise in house prices in the city and the South East overall is the low level of local unemployment. As of December 2015, Chichester had 508 Jobseeker’s Allowance claimants; a drop of 29% compared to the year before and, at 0.8% of the local population, nearly half the average rate throughout the U.K.” Housing has clearly leapt up the Government’s agenda, but despite the raft of initiatives announced over the past year, the lags in development mean that we’re not confident that we will see much change. One issue is the sheer difference in government priorities to market trends and public demand. The government seems to be overly focused on promoting home ownership at the expense of other tenures, which we are now seeing as much more of a viable option. Clive commented: “At a time when more people are actively choosing to rent, rather than buy, the government seems intent on promoting home ownership and investment from large institutions at the expense of the smaller landlord (and ultimately tenants, as supply will decrease causing rents to increase). Did you know that 40% of ex-council flats sold through Right To Buy are now being rented out? Any government sponsored (i.e. taxpayer funded) scheme, which is used as political posturing, rather than dealing with the actual problems, should be abhorred.”

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In his Autumn Statement, Chancellor George Osborne announced that, from April, buy-to-let investors will be required to pay 3% more in stamp duty charges than residential buyers looking to purchase the same home, and a lower initial threshold of £40,000 will be introduced. This has certainly had a large impact on the UK housing market, and will continue to affect rental properties (not only landlords, but their tenants).

Clive says: “Private rental prices paid by tenants in Great Britain rose by 2.5% in the 12 months to December 2015.

Rental prices increased in all the English regions during this time, with rental prices increasing the most in London (3.9%).

Discouraging buy-to-let could see private rents take even more of the strain if institutional investment doesn’t increase significantly, particularly given the likely reduced flows of social rent property going forward.”

There has been a huge change in the way we view property, and a clear rise in renting over buying. Clive explains:

“It seems to me there is less of a stigma attached to renting than there used to be.

There’s also been a change in attitude from potential first-time buyers, who would rather rent a nicer home than they could otherwise afford to buy, whilst not having to sacrifice the latest gadgets or nice holidays to save for the (ever-growing) mortgage deposit.

“Bear in mind that until around fifty years ago, more people rented than owned their own home and I don’t think it is unrealistic to see us move towards a more ‘Continental’ housing market (around 55% of homes in Germany are rented).”

Perhaps instead of focusing so much on buying, seemingly against the current trend, the government should be trying to make the process of renting more affordable, more long-term and generally a more viable option. Unfortunately, as an economic think tank has claimed, the new rise in stamp duty from April this year will most likely only bring with it increased rental costs, and in turn slow the building of new homes.

The Top 7 Office Fit-Out Trends For 2016 Office Tech Solutions Integrated technology – IT solutions that fold flat into desks means the versatility of a desk and the modern tech solutions provide a ‘clear desk policy’ at the flick of a switch.

Natural Living walls provide a real ‘outdoors’ feeling and keeps us in touch with nature.

Garden storage toppers bring the outside in. It’s very trendy to make home comforts a thing of the office.

Google The new London HQ for Google includes: gyms, a spa, slides and a secret garden.

This idea has recently inspired other UK offices to do the same, creating an ‘at home’ feeling when you’re at work.

Clever really - as we are probably finding ourselves spending longer in the office with home comforts. By providing TV areas, bars and music in the office along with a fully loaded kitchen providing breakfast, lunch and tea – employers are becoming clever at keeping employees working!

Workspace Optimisation In short – this means space planning to perfection. Creating office environments that are flexible and that can be altered to accommodate for growth is an absolute MUST for clients. Space is costly and so the wise and creative use of the workplace must add value at every stage.

good

Colour Colour is motivational. Instead of the stale office colours, the modern office incorporates vivid bold colours with a variety of funky designs and shapes, even in the flooring finishes. Matching corporate branding into office furniture fabrics provides an endless choice of funky fabrics, coloured seating, mesh back operator chairs and even branded desks. Colour keeps us happy and interested.

DESIGN is BUSINESS

Comfortable and Healthy Working Wellbeing and ergonomics is one the most talked about subjects in society today. In the UK it has been recorded that 34 million work days have been lost just by work related injuries and long term sickness, the biggest problem being back pain.

Did you know we sit on average a total of 7.7 hours a day without interruption which, has been shown to cause postural backache. Getting the correct posture is one thing, but choosing the right chair is equally important and this is the easy part! A chair needs to support you where you need it. If you get these right you will notice an improvement in productivity and you will have a happy work force.

Focus on your company’s wellbeing, ergonomics and healthy working.

Home from Home Breakout seating has changed. Offices need to provide different areas for 1-2-1 discussions, informal meetings and relax areas. The options for furniture is now vast. Rocking chairs may not be a thing of the past. Creating seating booths with plug-in iPod, comfy fabrics and wooden effect are very “IN” for 2016.

Employees are treating their workplace more like a second home.

Looking for inspiration in your office – contact us for free advice and ideas for your workspace.

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DESIGN . REFURBISHMENT . FIT OUT . FURNITURE www.sussexbusinesstimes.co.uk 31

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0333 600 1234 20/01/2016 12:58:47

Happy Chinese New Year, Exporters!

What message has the UKTI got for Sussex businesses in light of recent shifts in the Chinese economy? A resounding, ‘do not write China off’. It is still the fastest growing economy in the world and you can be a part of it

The Chinese believe that the year of the Fire Monkey is ideal Export for starting new enterprises and rising to exciting new challenges.

So what better time to remind entrepreneurs and businesses in Sussex that China remains an exciting and growing market for those looking to expand their international sales. The recent headlines coming from China that its economy is slowing, and that it is heading towards recession - should be taken in context.

Let’s remember that China is still growing at a rate of 6.5% per annum currently the highest growth rate in the world. Even if that rate slows, it is still growing – not shrinking. Or, with £1.3 billion worth of goods exported just

32 www.sussexbusinessgroup.co.uk

from the South East to China for the year ending September 2015, it ranks as the 7th largest export destination for companies within the South East.

Businesses can, should and will continue to build on this excellent export performance of recent years because the potential rewards are significant.

Companies that export become 34% more productive in their first year, while those already selling overseas achieve 59% faster productivity growth than nonexporters.

Let’s look at which sectors in the South East are doing particularly well in China. In the year to September 2015, the main sector of goods exported to China was Machinery and Transport Equipment, worth £711 million. Other sectors which have seen huge success in China vary from miscellaneous products and equipment, ranging from

household fixtures, apparel and furniture, contributing a healthy £412 million, to chemicals and other related products which contributed £150 million to the £1.3 billion export total.

More generally, there is a healthy demand for products developed to western quality control standard, or those that are unique, prestigious or are used in specialist areas. Fashion, food & drink, baby and pet products are examples of consumer sectors that experience a steady demand from China.

That all sounds great but presumably those companies are huge, I hear you cry.

Not at all. You may be surprised to know that small to medium sized enterprises are at the forefront of a national exporting drive, called Exporting is GREAT, that is opening opportunities up in markets across the world to UK companies of all shapes and sizes.

Lewis Scott’s six pieces of advice to Sussex Business Times readers looking to export to China: 1. Do your homework Take time to do some market research to ensure a market exists for your particular product or service. Research who your potential customers and partners might be, as well as your competitors. UK Trade & Investment (UKTI) and our commercial partners China-Britain Business Council (CBBC) offer helpful support to UK firms to carry out such work.

2. Find in-market partners Take time to find the right partner, agent, distributor or customer. Make sure agents or representatives are the right people for you, and will positively reflect your business and its values and interests. Again, UKTI and CBBC can help you in this endeavour.

3. Relationships are key Try to visit and meet your partner regularly to cement a trusting relationship as this is a key to long term success in China. Nothing can replace face to face communication.

Attendance at many trade missions, exhibitions and trade shows in China are supported by UKTI. 4. E-Exporting is GREAT Exporting online offers fantastic opportunities and for retail consumer goods in particular, e-commerce platforms should be explored as growth in this area is spectacular in China. China is one of the largest and fastest growing e-commerce markets in the world. The country now has 649 million Internet users of which over 300 million are online shoppers.

5. Have patience Know your strengths and USPs, and be prepared for fierce competition – commitment is respected and rewarded.

6. Protect your IP For all companies, make sure your trademarks and trade names are registered before you enter this exciting market. The Intellectual Property Office (IPO) can offer advice and support with this.

Bonnie Mob for instance, who manufacture designer baby and kids clothes, is based in Brighton, is selling its babywear to China. Another Brighton-based company, manufacturers Elmeridge Cables, supply its industrial cables to China as well as working with a local agent. Educational publishers, Yellow House English, also saw huge growth when it secured a licensing agreement with China’s largest Internet service portal, showcasing its digital content aimed at children learning English as a second language within the market.

So it can and is being ‘done’ by business’ of all sizes; and UK Trade & Investment (UKTI) - a Government department that helps UK-based companies succeed in the global economy for free - is working tirelessly to make this happen. I’d urge anyone who is thinking about exporting, or who already exports but wants to break into the Chinese market, to get in touch with us. We have a track record of helping thousands of new and established exporters achieve international success.

As part of the Exporting is GREAT campaign we have created a new website www.exportingisgreat.gov.uk,

which enables ambitious UK businesses to register their interest in real-time global export opportunities, as well as access expert advice, trade services, training and events. The site already contains over 1,000 export opportunities worth around £300 million over time – with another 1,000 uploaded each month - organised by sector and market, which are easily accessible.

Hopefully by now you are encouraged to consider China as a target export market. Fantastic! One of the most important pieces of advice I give clients looking at, or working in, the Chinese market is simple: never forget that the personal relationship between both parties is crucial for doing business in China. To a business community that works to the mantra of ‘we do not do business with strangers. Friendship comes first; business comes second’, trust is often seen as more important than formal legal contracts.

By Lewis Scott, Regional Director for UK Trade & Investment South East

www.sussexbusinessgroup.co.uk 33

ov cus i a

Trust in Your Business: Check a Professional It is reported that around 25 million people use review sites to help make a decision on purchasing goods or engaging services in the UK alone. It is becoming expected for businesses to show that they value their clients’ custom, by providing the transparency that feedback provides!

The World Wide Web has over 2.4 billion users and has been Focus a great benefit to many: consumers and businesses alike. The world really is now at everyone’s fingertips, transforming the way we work and play, and how we interact with each other. However, with this, some concerns and unacceptable activity has been brought to light.

Consumers are increasingly aware of how dressing a shop window can be inviting to lure in prospective clients, but the question most are now demanding answers to is, ‘what will my experience be with this firm?’ and ‘how do they treat their customers?’ especially if they have had a bad experience, or concerned about the growing reports of fake businesses, wrong advice and poor customer service.

The need for reassurance and third party reviews has moved on; the demand is no longer just for hotels, holidays, restaurants and trades. There is a growing demand for those who offer professional services, regulated or not, big or small!

The public has, over the years found that some larger, well known firms, have placed profits in front of service, or been

34 www.sussexbusinessgroup.co.uk

reported to be taking advantage of the encourage their clients to use. The tax loopholes in the UK. There have also client was selling her property, and after sadly been reports of those we once the eleventh week, the client reported looked up to, being found involved in that she had spoken with over 30 expenses fraud, or other similar activities. different people, she was unable to The result is that it has left society with a speak to the same person twice and bitter taste in its mouth. We are becoming they seemed unable to return her calls. a society where trust is On complaining, not one questioned and the ‘my “It will become member of the company word is my bond’ kind of common practice appeared accountable for trust, for many professions the lack of service. The for prospective has well and truly general quality of service clients to be disappeared. With reports was abysmal. such as these, maybe looking for third providing transparency recent survey party, completely A is not a case of large or It was reported that, out of independent small business and should 4,500 home movers, just not be disregarded by 13% choose the cheapest reviews” anyone. conveyancer. Contrary to There is a growing demand for reviews belief, consumers are more focussed on professional services and over the on looking for quality now, and are more coming years, it will become common likely to instruct on recommendation. practice for prospective clients to Many participants nearly all agreed within be looking for third party, completely their comments that price was very much independent reviews, along with profiles a secondary consideration. It appeared which they can quickly review, to enable that the more the discussion continued, them to find the exact services they are that good old-fashioned customer service looking for. It is more than just a review was in fact far higher on the priority list, they are looking for, but a more easily and good communication appeared to be trusted, digestible information service. the number one priority.

We recently heard from a client of an It would seem that many consumers estate agent, who was recommended conduct searches for Legal Services a factory type of conveyancers, they and may then contact a Solicitor or

Education: Bexhill College

Conveyancer to ask a variety of questions. However, it is assumed that price is the key question when actually, asking the right questions and striking up a rapour with a prospective client could put the client more at ease and giving that tick on the communication sought.

Our sister site, Checkatrade.com was the first in the UK to vet and monitor the trades industry. Back then, reviews (especially third party reviews) had not even been thought of. But, as we stand today, we have over 20,000 members across the UK who have agreed to accept feedback from their clients. These members have found that providing transparency and valuing their clients has resulted in increased business!

We receive over 1.1 million visits to our joint websites per month from prospective clients searching for reviewed, profiled members to engage with and use their services.

It is often assumed that clients searching for trades, holidays, or similar services, may not be clients requiring professional services, such as an accountant, Financial Adviser, or Solicitor. On the other hand, there is a concern that this may not be the type of clients a law firm, or similar, may be looking to attract - how wrong this assumption is!

Those searching for a bargain and those who are not too concerned about the service, may just search for headline offers. However, many websites that provide profile details and previous client experiences are visited by clients who have good money that they wish to spend, and will spend with a company they’re impressed with. These potential clients wish to make sure that the person, or firm

www.sussexbusinessgroup.co.uk 35

Checkaprofessional

A Piccirillo - AVRillo Solicitors, London

whose services they are looking to engage, will provide them with the service they expect. By providing an independent and verified overview of your practice, along with testimonials from your previous clients, you are providing prospective clients with the opportunity to make a more informed choice. This transparency shows how you value their need to see this information. It is easy to forget that we are all consumers, and in business it is important to listen to your client’s needs!

We are proud to say that we have received over 2,198,600 recommendations for our members, making the ‘Checka’ brand the leaders in the review industry for you and your clients!

36 www.sussexbusinessgroup.co.uk

What our members have to say Thomas McManners BSc ACA ACMI, Director, Treetops Chartered Accountants

“We often have clients asking us if we could pass on the details of satisfied customers. I always felt that this may breach their confidentiality, and it was a strange question as you would always pass on the details of your happiest client. Checkaprofessional is a way that we can say to prospective clients: ‘see what our existing customers think – independently’.

We didn’t expect it to be a mechanism for gaining new business per se, however, I am always pleasantly surprised when a new client tells us they saw us on the website and that they relied on the site’s integrity as a recommendation. The new clients we have gained easily outweigh the cost, although this wasn’t our original aim.

We have our own internal quality control procedures, but these stop at the door. I often wondered, what do our clients really think of us? Now, I know. It does bring a smile to your face when you get another 10 out of 10. It helps us stay on our toes and consistently provide a good service.”

“Every year we plan what innovations we can come up with to better serve the client. What other differences, apart from the legal advice, can we provide? We learned many years ago that listening to our clients and understanding their perception of our service was more important than our perception. We regularly sent out surveys, both during and after the transaction, to find out what our clients really felt about our service. Good or bad. We still do this, but last year we went further.

We decided to give an open forum to reviews from the Internet. We consulted various other solicitors to ask for their view. Like us, they had their reservations.

What if the review they give is bad?

What then? We deliberated and finally took the plunge when we visited Checkaprofessional at an exhibition stand. We listened to their talk and tentatively approached the speaker.

For us the likes of Checkaprofessional is working and we have no intention of changing from this more open form of communication with our clients.”

Place your business with a household brand, which receives over 1.1 million visits per month and has received over 2,198,600 recommendations for our members, making our brand the leaders in the review industry for you and your clients!

For more information regarding Checkaprofessional.com visit www.checkaprofessional.com or call FREEPHONE: 0800 093 8414

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Education: Bexhill College

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Today, clients are looking for an informed choice when choosing a professional service and Checkaprofessional’s new online service is providing just that.

The Checkaprofessional website will give instant access to all professional service providers who have agreed to be vetted by us and continuously monitored by their clients, who can post verified feedback on the site. It will provide a FREE one-stop shop to finding the right professional service for a client’s particular needs.

Find out about the unique advantages Checkaprofessional membership could provide for your online marketing. www.checkaprofessional.com

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www.sussexbusinessgroup.co.uk 37

Cut Down on the Hassle of Recruiting a New Member of Staff

The Green Growth Platform is providing help with recruitment as part of their drive to grow green businesses in Sussex If you’re an environmentally Green conscious business in Business Sussex, chances are you’ll have heard of the Green Growth Platform by now.

Part of the University of Brighton, they’re delivering subsidised business growth support, research and development services, networking events and skills development across Sussex.

The programme is targeted at green businesses – which includes those who take a green approach to their business as well as those working specifically in an environmental sector.

One of their most popular services is the internship grant scheme. The scheme helps businesses recruit a recent graduate by part-funding the initial salary and helping with the development and advertising of the role.

If your business is in need of an extra pair of hands, or you’re planning to recruit soon, then it could help take some of the pain out of the process.

Recruiting a new team member can be a risk. The scheme is designed so that

38 www.sussexbusinesstimes.co.uk

The Green Growth Platform team: L-R Lorraine Bell, Robb Cunningham, Rachel Espinosa, Dan Baverstock, Zoe Osmond, Jo Carpenter

the ‘intern’ is employed for an initial six week period, acting like a trial for both employer and employee. If the six week period is successful then the expectation is that the role continues. £1,000 is paid to the business towards the initial salary costs, and careers experts at the University of Brighton can help businesses work up the job specification and advertise the role.

Lilybud Gardens by Design Owner, Lisa Attwell has taken full advantage of the scheme: “The internship has benefitted Lilybud greatly by making the process of hiring our first employee as painless as it could be. Having a trusted extra

pair of hands has enabled me to focus on working ‘on the business’ instead of always ‘in the business’. We’ve both really enjoyed being able to collaborate on our clients’ designs and I believe that our clients have benefitted greatly from having two designers working on their project instead of just one. I’d thoroughly recommend businesses consider taking on a Green Growth Platform intern.”

For more information on the internship grant scheme and other Green Growth Platform services, email greengrowthplatform@brighton.ac.uk or visit www.greengrowthplatform.co.uk

www.greengrowthplatform.co.uk

The Death of DIY

With news of an unprecedented skills shortage across the UK, manual trades seem to have been hit the worst. Checkatrade.com’s Founder and Chairman, Kevin Byrne discusses how we can plug this skills gap and encourage young people into the trade Britain is facing a well-documented Skills skills shortage, with numbers in many Gap manual trades well below required levels.

A survey of nearly 1,500 of Checkatrade.com’s nationwide trade members found that: • Over half of those surveyed are over 45; • A further 25% are aged between 35 and 44; • Just 14% are aged 25-34, with 18-24 year olds accounting for a miniscule 1%.

What’s more, five in ten members have worked in their particular trade for over eight years, with just 8% stating four years or less, indicating a worrying lack of youngsters beginning careers in manual work.

Indeed, a survey conducted by the Federation of Master Builders revealed that two thirds of its members have had to turn down new business because they do not have enough skilled workers, while almost half have been forced to outsource work, sometimes overseas.

Similarly, accountancy firm KPMG estimated in a recent report that there are 33,000 too few painters and decorators in the South East alone.

Almost two thirds of Checkatrade.com members surveyed feel that not enough

is being done to steer young people into manual trades.

impact on George Osborne’s plans to build five million new homes in the next five years, worsening the housing crisis and pushing up property prices.

Death of DIY: What is even more worrying is the apparent trend of people these days not Pros and cons of manual trades: versing themselves in the arts of DIY. One of the misguided notions young This is evidenced not just by the closure people have about manual trades is of smaller, independent DIY shops once that they are poorly paid. True, younger found on the high streets, people entering manual but also the ongoing woes “Workers learn trades as an apprentice of large chains such as B&Q won’t earn top dollar their skills on and Homebase. Both have away. However, the job and gain straight ditched a significant number after passing the trade specific of outlets in the last couple appropriate trade-specific qualifications, qualifications (where of years. saving thousands applicable) and gaining What these trends mean: skills and experience, of pounds in Consumers’ collective tuition fees and many start their own uselessness at DIY, and some student loans” businesses combined with a lack of end up on six figure younger people choosing salaries. manual careers, means that the demand Many younger people also favour for tradespeople far outstrips the careers in professional services, such supply. If these trends continue, existing as law and financial services, not just tradespeople will find themselves busier because of the high salaries but also and busier. Good for them perhaps, for the respectability and influence that but consequently, homeowners may accompanies these roles. experience higher prices and difficulties This is fine, however there can almost scheduling appointments within a be a social stigma associated with reasonable timeframe. This could cause entering manual trades. Indeed, two problems if something needs fixing thirds of Checkatrade.com members quickly (e.g. a broken boiler). surveyed do not think manual trades are In addition, the skills shortage could valued equally compared to professional

www.sussexbusinessgroup.co.uk 39

Skills Gap

services. This perception needs to change.

Let’s not forget that professional services can be stressful, hoursintensive, sometimes poorly paid and require people to sit behind a desk all day working for somebody else.

Interestingly, a small percentage of survey respondents previously worked in professional services before leaving and entering manual trades for precisely these reasons.

Young people are also increasingly drawn to the exciting technology industry where huge sums of money are being made and this naturally detracts from manual trades. Indeed, those savvy enough to innovate and then sell their idea to companies such as Facebook or Google can earn themselves millions, sometimes even billions of pounds, and usually from the comfort of a desk without getting their hands dirty.

Yes, manual trades have their challenges like any other job. They can be demanding physically and mentally, stressful and require long hours and extensive travelling, but there are huge benefits too. The Checkatrade.com members’ survey found that: • A whopping 82% of those surveyed said they enjoyed running their own businesses and being their own boss; • A further 39% enjoy the creativity that comes with working in manual trades; • One in five are earning more money than they could in professional services; • A third said they have the perfect work-life balance.

Running a business can be immensely satisfying. Business owners control their own destiny, find their own worklife balance, choose the people they want to work with, follow their passion, feel pride in building something that is theirs and, most importantly, challenge themselves.

What’s more, it isn’t usually necessary to go to university to enter manual trades. Workers learn their skills on the job and gain trade specific qualifications, saving thousands of pounds in tuition fees and student loans. It can take less time to train too.

Of our members who formerly worked in professional services before switching to manual trades, nearly 60% spent less than two years learning their new craft before earning the skills they need.

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Steering young people into manual trades: As pointed out by our members, not enough is being done to steer young people into manual trades and this needs to change. Of those Checkatrade. com members surveyed, 56% stated that more apprenticeships would help increase the number of young people entering manual trades and 53% said that additional Government funding was the answer. George Osborne has recognised this and is introducing a new apprenticeship levy in April 2017.

Businesses with payroll bills above 3m will contribute 0.5 per cent to the levy but will receive an allowance in return of £15,000.

The more apprentices they employ, the more government-funded training will be available.

While the apprenticeship levy could be viewed as set with the best of intentions, it has received mixed reactions in the business community. The new directorgeneral of the CBI, Carolyn Fairbairn, called it ‘a good spending review for longer-term investment in the economy’ but added that the size and scope of the apprenticeship levy had been ‘a sting in the tail’.

Ultimately, it is the trades that take on apprentices and apply for Government funding. They can make these apprenticeships more attractive to young recruits by offering incentives to train and better salary packages where

appropriate. With Osborne’s changes coming through, hopefully this will spur more trades on to do this. However, what is needed is to show young people that manual trades are positive, skilled roles with huge potential as career choices that can earn high salaries; that working in manual trades is just as important as other career sectors, such as financial services, as well as highlighting the enormous range of accompanying benefits.

The big question is how we do this?

Perhaps a Government-sponsored PR campaign, utilising print and online media, TV, radio and social media that actively encourages trades to participate and visit schools to lecture students would be a start.

Ultimately, more needs to be done to steer younger people into manual trades and quickly, otherwise in the future these types of career may become a lost art.

Kevin Byrne, Founder & Chairman, Checkatrade.com

A Head for Heights – and Leadership

The man who trains and leads people with disabilities to conquer mountains at the highest level of the sport is the guest speaker at Portsmouth Business School on 20 April

The evening of 20 April, in Richmond Building, is for Advertorial celebrating the launch of the newly redesigned Executive MBA course.

Mark McGowan is the man behind Team GB paraclimbing and he will tell the gripping story of how, over three days in 2015, he led a blind climber, another with multiple sclerosis and a third with autism to the top of the Eiger.

He will discuss what leadership looks like and what it demands at the edge of human endurance and in one of the world’s least hospitable places. The Eiger, standing nearly 4,000m high in the Swiss Alps, has earned a nickname of ‘murderous’ after more than 64 climbers have died attempting the north face.

The team’s successful ascent was a world-first. Never before has someone been sight-guided up the mountain.

Mark started climbing as a 12 year old and was soon shimmying up rock walls, then mountains. He climbed the Eiger’s notorious north

face in his early 20s and, in 2014, was appointed team coach for the GB paraclimbing team.

In parallel, he started a business and earned a Masters in Business Administration (MBA).

As well as hearing Mark’s stories, visitors will be able to talk to the MBA Course Director, David Hall, and many of the course team, experts in strategy,

coaching, finance and marketing, to name a few. Current and former students will also be on hand to answer questions.

The launch event starts at 5pm, with the speaker at 5.30pm, followed by networking, drinks and canapes.

To register and find out more visit www.showyoumeanbusiness.com

You’re a professional – so prove it Project Manager

HR Practitioner

Whether you are responsible for projects, HR, marketing, corporate governance or have ambitions for a top-level executive role, we offer flexible and professionally recognised postgraduate business courses for busy working people.

You’ve nothing to lose and everything to gain, so come along to our next open evening – for details please visit www.showyoumeanbusiness.com.

Sales Manager

Strategist

We’ve got our credentials – have you got yours?

www.sussexbusinesstimes.co.uk 41

T: +44 (0)23 9284 2991 E: pbs-studentrecruitment@port.ac.uk W: www.port.ac.uk/pbscourses

Education

Educating Your Workforce

With the shape of business rapidly changing from week to week, the need for skills is also ever-changing. CEOs all over the world implement a number of on-the-job training strategies, but is e-learning the better option?

The business world is ever changing, adapting and growing Educate – and so is the demand for skills.

Despite the clear need for upskilling workforces – especially in this everchanging and rapidly technologically developing world – many organisations still don’t implement any training at all.

This is despite 58% of CEOs being worried about the speed of technological development and 72% worried about geopolitical uncertainty. A recent Close Brothers Business Barometer revealed that just under half (47%) of SMEs in the South East do not provide management training for their employees, despite an overwhelming majority (82%) believing that having strong leadership capabilities contributes to success. The barometer also revealed that three quarters (75%) of firms situated across the South East believe that SMEs need to have leaders throughout the company, regardless of level.

Whether introducing a new technology, entering a merger or a new market, there are many things that can go wrong: at the top of this list is poor leadership and communication, leading to an estimated 70% of organisations failing to successfully implement their potentially integral projects. This doesn’t mean that they don’t see the need though: 94% of respondents within the Global CEO survey believed that upskilling their workforce is important to achieving their organisation’s business strategy.

However, employers, specifically owners and CEOs of small businesses with comparatively small turnovers, come up against barriers. The largest barriers

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employers face in these situations include: constraints due to cost, lack of interest from senior staff and employees’ reluctance to engage in learning. Many see inadequate current technology infrastructure and ensuring people have the time and space to participate in learning to be major barriers also.

It’s understandable that most consider one of the major issues to be cost, and especially for smaller companies, as average training spend per employee appears to decline with organisation size increase. For example, the survey found that organisations with 50–99 employees allocate around £700 per employee, which falls to around £500-£600 for organisations with 100–249 employees, £483.19 for those with 250–499 and £339.35 per employee for organisations with more than 500 employees. So what’s the answer?

Employee training practices have

always traditionally taken the form of on-the-job training, conferences and formal education courses. Although these types of training are viewed to be highly effective by employees and line managers, more and more CEOs are choosing a more up-to-date format of training: e-learning.

The latest Global CEO survey by pwc, an annual survey which aims to inform and stimulate the debate on how businesses are facing today’s challenges, suggested that for the first time ever, over half of respondents (54%) report using e-learning. Out of the 1,300 CEOs surveyed in over 77 countries, another 39% of those currently not using it plan to implement it in the next 12 months.

E-learning appears to be becoming a key component in organisations’ training and learning strategies, and that’s not surprising in this technologydriven, on-the-go society. But what are

Education

the specific benefits for organisations to use e-learning over other forms? Most respondents (almost three-quarters) of the Global CEO survey viewed its flexibility, constancy and immediacy as a large benefit of using e-learning over other methods.

The flexibility of e-learning and its ability to simultaneously reach an unlimited number of employees are also considered to be significant benefits. This form of learning and training means that employees don’t have to be in the same place at the same time for a set period of time to complete it – they can complete the training in their own time and at their own speed. E-learning is also believed to be more effective than face-to-face training, because the learning is put into an applicable and well-known context. The opportunity for transferrable knowledge

makes for more transferable skills training.

On the other hand, the results of the survey indicated that e-learning is mostly used for IT training (70%), technical training (45%), health and safety (34%) and induction training (33%). E-learning is much less likely to be used for training in ‘people skills’ like management training (23%) and interpersonal skills training (13%) and even less likely to be used in topics such as diversity (9%), foreign languages (7%) or teambuilding (3%) training. This may be something that will be developed in the near future, with more and more companies demanding – and needing – leadership and management development and training over other forms in order to succeed.

Business should note that skills must be developed in order to deal with a more demanding and competitive

“The flexibility of e-learning and its ability to simultaneously reach an unlimited number of employees are also considered to be significant benefits”

organisational environment. To remain competitive, organisations need employees with strong business acumen, as well as leaders/managers with the ability to lead the organisation through times of change, and this may often take training, whether on or offline. Employees themselves need to be able to respond to change by being more adaptable and employee training, including management, communication, or more specific skills training, is the key to ensuring this.

Approximately 90% of CEOs believe there is a direct link between investment in leadership development and business performance, but it often isn’t seen as an essential business activity. Make time for developing leadership skills, and invest now so that in the future the company can keep building its assets and reap the benefits.

Mike Randall, CEO of Close Brothers Asset Finance said: “An effective leadership training programme will most certainly help in creating a winning atmosphere within any business. Those who have responsibilities for managing others need to be properly trained in order for their business to run smoothly and increase the chances of success.”

www.sussexbusinessgroup.co.uk 43

Made In Sussex

Business Breakfast with Sussex Downs College

At their second Business Breakfast, Principal, Mike Hopkins revealed the economic potential of Sussex Downs College, highlighting the value and importance of a collaborative approach between education and business

With the aim of developing closer Business links between local Event businesses and Further Education in East Sussex, Mike Hopkins, Principal and CEO of Sussex Downs College, hosted a second Business Breakfast on the 22nd January at King’s Bistro and Restaurant at the Eastbourne Campus. In attendance were local dignitaries and business directors, senior members of College staff and A Level Business students, who chaired the discussions at the end of the breakfast.

Mike shared the findings of an Economic Evaluation of the College, which he commissioned at the start of his post, revealing the impressive wider economic value of Sussex Downs College. The total added income created by the College and its students valued at approximately 2.6% of the total economic output in Sussex in 2013/14, representing an approximate, very impressive 16,779 average wage jobs.

Mike commented on the findings: “At Sussex Downs College we understand that a skilled and educated workforce is key to productivity and sustainable economic growth of businesses in Sussex, whatever their size.”

He added: “Robust, long lasting partnerships with the business

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community are key to enriching our The Be Group has worked with full time provision, making sure we Sussex Downs College since 2005 in are offering a curriculum aligned to the delivery of short courses, but in 2014 the economic needs of the region and they started to consider apprenticeships: providing an accessible bridge between “Our criteria has changed significantly education and employment for our over the last couple of years and we students.” now require a different level of skillset The result of the discussions from our employees, to ensure they highlighted the need for are able to own and Sussex Downs College manage our customer’s “A skilled to extend the College claims, making a and educated Talent Bank to meet local number of decisions workforce is key both operationally apprenticeship recruitment to productivity needs, along with the and financially with potential to introduce an and sustainable confidence,” said Apprenticeship Framework Nicki. “Identifying and economic growth in Social Media and Digital retaining employees of of businesses in Marketing.

Sussex, whatever this calibre is paramount The Head of HR and to our business and their size” Operations at Be Valued, having employees with part of The Be Group, Nicki the willingness to learn Cannell, acted as a guest speaker at the and accept ongoing mentoring is key. breakfast and shared the organisations’ We provide an excellent opportunity for positive experience of apprenticeships all employees to progress and develop delivered through Sussex Downs College. within the business, a fact highlighted by Nicki explained: “As one of the larger the fact that 95% of our management employers in the area, Be Valued has a team have been promoted from within.” huge potential for recruitment, however, With three customer service being based in a coastal town with a Apprentices already based at Be Valued, higher than average age demographic, Nicki presented the many benefits we were faced with a number of to taking apprentices straight from challenges in terms of recruitment education - apprentices are not only when the business expanded so the offering alternative solutions for the Apprenticeship scheme came at a key business, but in return the company is time for us.” providing opportunities to young people

Sussex Downs College

as they step into the world of employment: “They are already in the mind set for learning and developing new skills and their ability to pick things up and adapt their thought process to what is being trained is evident.” She added: “We believe that with the opportunities within our business, this can be an ongoing option which provides the apprentice with the potential to learn different skills in different roles, and also work with different teams and under different managers.”

In conjunction with the findings from the Business Breakfast, which stated that more apprenticeships need to be made available in further creative areas, Be Valued is looking to extend apprenticeships into their engineering department and, potentially, their support services department. In addition, after their success with current apprentice, Alex Hume, Be Valued has already taken on two more Customer Service apprentices who started in February this year, and take on a third apprentice in March.

Attending the Business Breakfast also, Caroline Ansell, MP for Eastbourne and Willingdon, strongly praised Sussex Downs College’s aim of creating stronger links between the College through apprenticeship schemes and local businesses: “This was a superb meeting that very much focussed on the issue of apprenticeships and the need for the College to understand future businesses and skills so that it can direct its courses to specific requirements and continue to thrive as a vocational centre of excellence.”

As a direct result of the Business Breakfasts, Sussex Downs College are arranging quarterly business lunch events led by MP Caroline Ansell, and discussions between the College and the Federation of Small Businesses (FSB), which will look at how greater support can be offered to small and medium sized enterprises in recruiting apprentices.

With National Apprenticeship Week in March, Sussex Downs College would be delighted to hear from any businesses that would like to engage with the College and local business community through apprenticeships or by attending the Business Lunches led by MP Caroline Ansell.

Please contact Rose Miller on 030 300 39474 or email rosemary.miller@ sussexdowns.ac.uk if you would like to be involved in future events or if you would like to arrange a visit from an Account Manager to discuss your particular training needs. www.sussexdowns.ac.uk

www.sussexbusinessgroup.co.uk 45

Corporate Events

How Best to Impress

Ambrose Harcourt tells SBT why high quality corporate hospitality is a must in business, often providing long-term investment and growth and impressing both clients and employees

The discussion in our office started Events with what is currently happening in the marketplace and why companies need corporate entertainment. We argued that, a few years ago it was for entertainment only and nowadays it is for business development, networking, team building, strategy and is part of the marketing mix.

Most companies and organisations are interested in investing in a memorable experience therefore experiential marketing is playing a bigger role. It becomes about finding out what clients and employees want first and delivering on their interests.

Times have changed, the recession affected spending. Before, major clients were from finance, pharmaceutical industries, now more industries have a demand for corporate hospitality too, such as, sport, technology, IT and gaming and even the Third Sector. We also see more and more small and medium enterprises booking corporate hospitality.

Tastes are changing and customers will not always book the same event from the previous year.

We have also seen a rise among the young and affluent generation. These want a more relaxed atmosphere. Two of their characteristics of this new generation are: they are active and tech savvy. You can appeal to them by personalization on mobile and interaction on the big screen – so be aware of it and plan accordingly.

Experiential marketing will be an ever increasing feature of the industry in 2016 as big brands and smaller, disruptive companies pursue live experiences to complement their marketing activities.

The biggest trend and opportunity we see in the sector is around the creation and use of video as a creative form of communication. Video for business communication has been steadily growing.

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If you thought people were addicted to their phones, we think this year, new apps, new technology and new availability of information online will keep us glued to our screens. This trend is keeping people more connected than ever before.

For example, Periscope is a live video streaming app – a trend we are predicting will take over in a huge way for live events. It’s such a great social media tool that is still in its early stages but we can see this being the saviour of live events for those who are unable to attend…Far better than TV! We think these are exciting times in the corporate hospitality and events industry and so many different trends are remerging. Without a shadow of a doubt, the one thing that will have one of the largest impacts on events in 2016, is technology, in particular dedicated event apps.

Corporate hospitality is an integral part of business development. Choose the right event and you’ll build bridges that deliver returns on your initial investment long into the future.

Here are a few dates and local events that could deliver your business the corporate hospitality that will impress your clients and entertain your employees: • 18th to 25th June Tennis – Aegon Championships – Devonshire Park, Eastbourne • 19th of April – Horse Racing – Season Opening Evening Racing – Brighton Racecourse • 26th to 30th of July – Horse racing – GLORIOUS GOODWOOD – Goodwood • 3rd to 5th of August – Horseracing – FESTIVAL OF RACING – Brighton Racecourse If you want help to organise a corporate event, please contact AHPR on 01273 206111 or email info@ ambroseharcourtpr.co.uk and checkout www.ahprentertainment.co.uk

Advertorial

One Small Step To Brighton, One Giant Leap For Conferencing When the concept was born for the Corporate conference and Events event facilities at the University of Sussex, it was named ‘Space With Us’. This conjures up ideas of rockets, stars and a man on the moon, when in fact the only rocket in sight is something you will find in one of their freshly-prepared lunches and the only stars to be seen are the event organisers that provide a warm and friendly reception. When it comes to the man on the moon - that can be left to John Lewis.

Space With Us is the epitome of everything that they offer, on the edge of a cosmopolitan city in a campus surrounded by a National Park, with open spaces and buildings of architectural merit. Space for training, space for sleeping, space for dining, space for parking, space for sports and teambuilding and space to exhibit. Simply put – there is an abundance of space.

The purpose-designed conference centre is offered year-round, with naturally-lit rooms accommodating 10 to 250 guests.

Alongside the recently upgraded centre sits an enormous portfolio of seminar rooms and lecture theatres which can facilitate up to 500 in the academic vacation periods.

Wayne Spicer, Conference Manager at Space With Us says: “We have regenerated the centre and given it a modern twist. Our main conference room has been upgraded and is now equipped with the latest AV equipment, offering an integrated high-definition LCD projector with a touch-panel control giving you the capability to close the blinds, dim the lights, adjust the volume of the microphones and audio, all at your fingertips”. It’s clear that a lot of thought has gone into making the system userfriendly, making technical nightmares a thing of the past. The outdoor terraces offered with many rooms in the centre, are furnished with tables and chairs with views of the surrounding countryside.

“The client experience has vastly improved and our feedback has reflected this, we are providing free parking and WiFi as standard and our visitors are making good use of the new ‘delegate space’ and all it has to offer”. The informal

lounge area is welcoming and guests are invited to help themselves to unlimited refreshments throughout the day.

Key Facts • £29-million Jubilee Building with 500-seat lecture theatre and 14 seminar rooms • 44 acres of flexible event space • On-site en-suite accommodation • Award-winning chefs • Partnership with Visit Brighton tourist board • 4th in the UK for research and strong links with the medical and pharmaceutical industry • 1500 free parking spaces and own train station at Falmer – just 9 minutes to Brighton

University of Sussex Brighton East Sussex

space for training

space to talk...

space for conferences

+44 (0)1273 678678

space to eat

space to contact...

space to sleep

spacewithus@sussex.ac.uk

space to surf...

www.spacewithus.co.uk

space for events

space to park Brighton

www.sussexbusinesstimes.co.uk 47

Made In Sussex

The Perfect Country Retreat

Park House is a 21-bedroom, luxury country house, hotel & spa located in the West Sussex village of Bepton, a 5 minute drive from the historic market town of Midhurst

The hotel sits in ten glorious acres Park of gardens and grounds and offers House a superb choice of on-site sports and spa facilities.

Locally, there is wonderful countryside for walking, including the South Downs Way, fishing, shooting, clay pigeon shooting and riding. Top quality motor racing and horse racing are also held close by. Its rural location and the surrounding countryside provides breathtaking views and tranquility for business events and away-days all year round.

Adjacent to the main hotel building is The Barn, a beautifully renovated traditional Sussex barn which is a perfect countryside venue for business and board meetings, seminars and conferences, corporate entertaining, networking events and company parties. When combined with the hotel’s luxurious bedrooms, intimate PH2O Spa and warm, efficient service. The Barn makes a great location for hosts and their guests.

The Barn comprises two areas downstairs: the main barn area with its beautifully timbered roof and a smaller area to the side that can be closed if required. Downstairs is ideal for conferences of up 60 guests, receptions for a maximum of 80 guests or seated

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dinners for up to 70 guests. Upstairs there is a state-of-the art boardroom for 12 which is fully equipped with air conditioning, video conferencing facilities, WIFI and all the technology and services expected of a luxury business venue today. The Barn looks out over the beautifully kept hotel gardens and in the summer months these can be included as well.

All Park House business guests can enjoy the spa with its 15 metre indoor swimming pool, jacuzzi, saunas, steam rooms, a gym and fitness suite, four treatment rooms and areas to relax in.

In the summer months, there is also an outdoor heated swimming pool with surrounding sun terraces, bar and alfresco dining facilities, two superb quality grass tennis courts, a bowls lawn, a croquet lawn, a putting green and a 6 hole, Par 3 eighteen tee golf course.

The hotel can be hired on an exclusive-use basis and off-site activities can also be organised.

To visit, tour the hotel and discuss your requirements, please contact the Hotel Reservations Team on 01730-819020 or email: reservations@parkhousehotel.com

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Hotel Review:

The Ship Hotel: Chichester

SBT’s Editor, Simon Skinner visited The Ship Hotel in Chichester and he’s glad to report that the visit was every bit as good as the 5-star experience they had the last time he stayed there Harbour Hotels is a group of properties Hotel with an expanding portfolio of luxury Review hotels with great restaurants and spas, set in some of the UK’s finest locations. The list now includes the Ship Hotel in Chichester - a hotel that we’ve been to before and one that has scored highly in our pages. So, with the new takeover, we popped back to see if everything’s still ship-shape.

The hotel is the former home of Admiral Sir George Murray who fought alongside Nelson. The Grade 2 listed building dates from the 18th century and retains much of its Georgian interior, offering the visitor a real sense of class as you enter the building.

We know that Chichester is an up and coming business area. Growth in industries has accelerated Chichester’s position in the market. Big brands such as Rolls Royce and Goodwood exude luxury and affirm the city’s British heritage and high-end mix. The hotel boasts great relationships with a multitude of corporate clients. With a mixture of its central location, great transport links, opulent surroundings, free parking and wifi; the hotel is the perfect host for an array of occasions.

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Upon our visit, we enjoyed the kind of service and surroundings that you would expect to be offered to these kind of corporate clients; being quickly taken to our room and having been repeatedly reminded that, if there was anything we needed during our stay, the front desk is just a call away. We settled in before heading out for dinner.

The room itself housed possibly the largest bed I’ve had the pleasure of spreading out in and all made up with some of the finest fabrics and duck down cushioning around.

A small, yet perfectly clean and functional en-suite bathroom sat adjacent to the bedroom and luckily, had a sign on the wall, warning us that the water was extremely hot. It was. Close to boiling I reckon. So running a bath took no time at all, as it made it possible to run both hot & cold at full tilt.

After a great meal at the restaurant, No.1 Northwood, just a couple of doors down, we retired for a hugely comfortable sleep. Incredibly quiet, considering that the hotel is right in the very centre of Chichester.

Before heading out on the Friday morning, we sat in the opulent restaurant for breakfast; being served by a couple of very friendly and helpful girls, for which nothing seemed to be too much

bother. An impressive array of fresh juices, breads, preserves (amongst other items) greeted us as we were handed the breakfast menu. Choosing to order from the kitchen, I opted for the Ship breakfast and quickly realised that I had made a good move. My philosophy for a good full English, is that fewer but finer ingredients are the key and it seems that their chefs are in agreement. Seriously good.

The Ship Hotel is soon to become the ‘Chichester Harbour Hotel’ after a rebrand in 2016.

We’re glad to report that our visit was every bit as good as the 5 star experience we had the last time we stayed here. Top drawer and highly recommended.

Lunch Review:

No.1 Northgate: A Jewel

in West Sussex’s Crown

It’s a fair jaunt across the county from Sussex Business Times HQ to Chichester, so whilst in town, we popped in to No.1 Northgate for some much needed sustenance No.1 Northgate is a smart-looking Lunch restaurant at the very Review end of North Street in the centre of town and just a few doors along from our hotel for the evening; The Ship. An old bank, it’s a sturdy, grand building with all of the presence that you’d expect from a once-financial-cornerstone of the town.

The ladies toilet in the basement, still has the impressive vault door attached; giving some idea of the building’s history.

Greeted, as we were, by our waiter for the evening, Tom, we quickly took our early evening seats and perused the menus. (Yes, plural, because there’s a lot on offer). No.1 Northside is open from breakfast, through to evening cocktails and offers a host of special deals, including a very reasonably priced pretheatre set menu, half price cocktail menu between 4-7pm (with complimentary canapés throughout), breakfast/brunch menu between 9-11:30am and even Sunday roasts from 12-8pm. Plenty to choose from and lots of reasons to visit.

Not least, the fact that the restaurant is

independently run and offers some great food – as we found out during our visit.

We ordered a combination of dishes from both the regular evening menu and the specials board. After a quick introduction by the extremely friendly and often-present front of house, Head Chef Achim, we picked a standard pasta & tomato sauce standard, along with a lemon sole fillet stuffed with smoked salmon mousse, greens and new potatoes. To start though, the terrine of ham hock with pink lady apples, black pudding and pickled red cabbage.

I’m not sure if Achim works all of the hours that No.1 is open, but if he does, he must some kind of machine; his standards certainly don’t drop into the evening.

The food was exceptional. Really good.

This is why we try to review independent restaurants within our pages. There’s really no point reviewing the high street standards (Prezzo – Nandos – Byron etc etc), we all know what we’re going to get in these places and that’s the point.

It’s what they’re trying to achieve; a standard in every town. We are blessed with thousands of independent eateries

throughout Sussex and we implore you to get out there and support these (usually) small businesses.

No.1 Northside is a shining example of a restaurant that’s getting it right.

Exceptional service (thanks Tom), incredible food (thanks Achim), and an atmosphere that continued to grow with the crowd during our Thursday evening visit.

The table next to us was taken by a couple of well heeled ladies, who we quickly learned were regulars; had figured out that we were reviewing the place (likely down to the arranging-the-table-asa-mini-photo-studio), and offered us the opportunity to photograph their platter of fruits de la mer (£22 to share). You’ll see the picture here within the feature – menu envy ensued!

So thank you No.1. We will be back.

Chichester is such a lovely town with great shopping and a huge number of good restaurants. This is definitely one to try.

www.no1northgate.co.uk

www.sussexbusinessgroup.co.uk 51

Chamber News

The Alliance of Chambers in East Sussex

To join the 4,000 businesses who are members of ACES, simply join your local Chamber from the list on the right and get access to great networking, the Best4Biz Business Conference and B2B Exhibition, the East Sussex Business Awards, fully funded mentoring and business advice along with editorial and promotion in these pages of your Sussex Business Times - without charge! Can you afford not to join?

Who Would Have Thought It…?

In summer 2004, venture capitalist Peter Thiel invested $500,000 in a tech startup called Facebook. Eight years later, Thiel and his partners cashed out for more than $1billion.

Today, record amounts are being invested in tech companies; last year UK tech funding broke all records with $3.6billion raised and across the Atlantic, investment doubled in a year reaching $60bn.

Smart money is getting into tech because it doesn’t have the limitations of a traditional bricks and mortar business. Any online service - like the ability to send emails or handle your accounts - can be sold many times over so the gross margins are often as high as 90%.

The Growing East Sussex Tech Sector Tech hotspots are popping up all over the country in places like Brighton, Croydon and Bristol. You may be surprised to learn that East Sussex has its fair share of up and coming tech companies and talented young people coming through the ranks.

One startup in particular, Cyclr, is making waves. Over the last 12 months, Cyclr has been working hard on a platform that makes it easy for any business to connect and automate the cloud software they run their business on. With an easy drag and drop

52 www.sussexbusinessgroup.co.uk

interface, anyone can create whatever automated workflow they like - there’s no need to dig under the bonnet or hire a developer to write code.

Over 90% of businesses use some kind of cloud service such as Eventbrite for events, Mailchimp for email marketing, or Xero for accounting.

Cyclr’s target market is therefore huge and the company is taking a bullish approach - it has just launched a £300,000 crowdfunding campaign in order to scale up and take a substantial share of this growing market.

Cyclr’s campaign launched on 25th January and runs for 60 days, closing on 25th March.

The campaign is being run via Seedrs.com who have helped over 250 companies raise money to date. And its Cyclr campaign is doing well - investors include a group of ‘Eastbourne angels’ from the local business community, experienced tech entrepreneurs, and a public sector fund run by Creative England. Investments in the first week range from £20 to £60,000.

So how much could these investors

Chamber News

expect to receive? Obviously it depends on Cyclr’s growth, but here are a few pointers.

If the Seedrs round is successful, Cyclr expects to launch a larger ‘Series A’ fundraising round within 12-18 months to grow the team further and open a US office. This would be the first opportunity to cash out and returns of 2x to 5x could happen if the business gains enough traction to grow its share price between financing rounds. This means a £1,000 investment would turn into between £2,000 and £5,000 with a Series A round.

Investing in startups is more risky than property - you could lose the lot - but the returns are potentially far higher.

Recognising this, the UK government has launched a pair of tax efficient schemes to shoulder some of the risk - called the Enterprise Investment Scheme, EIS and the Seed Enterprise Investment Scheme or SEIS. Early money (in the first £150k of the Seedrs round) qualifies for the highest 50% relief via SEIS; later money (the second £150k) gets 30% via EIS. Tech investors are taking advantage of these schemes - since EIS was launched in 1993, for example, over 22,000 companies have raised £12bn and claimed significant tax relief.

Ian Pollard, Founder of Cyclr: “We’ve been hugely pleased by the local support we have received for Cyclr. We’re doing something different, and, even if a few don’t fully understand our technology, they can see we’re creating high skill jobs in the local economy, we’re a serious business, and we have a great team.”

“Our recent angel investors evening saw 40 local business people turn up and listen to our pitch and investment case. We were delighted that nearly half of them have already invested in amounts ranging from £20 to £1000.”

What the money will be spent on Cyclr is already in ‘beta’ mode, which means it’s fully functional and already being used by customers. A full public

launch was carried out in February.

The £300,000 will allow Cyclr to scale up - hiring additional skilled development talent and attracting the best sales and marketing people to get the word out to potential customers and partners.

One of Cyclr’s principal targets is the high growth marketing automation sector.

Its focus is to allow an organisation to create and automate marketing campaigns across multiple channels such as email, social media, mobile and web. This market is currently valued at $3.65BN and is seeing explosive 60% annual growth.

Ian forecasts break even at 1000 customers, and a larger funding round in late 2016 to further scale up and open a US office.

Ian Pollard, Founder of Cyclr: “Cyclr is a game-changer for small and mid-market companies. Now, for the first time, they can develop automated marketing processes without an enterprise budget. Our platform can be transformative, helping an organisation solve common pain points in its growth.”

Dr Aidan Delaney, University of Brighton (one of the researchers behind Cyclr): “Cyclr builds on 20 years of research at the University of

Brighton and shows how our work can be harnessed by local companies to grow market share and jobs.”

Liz Crew, TechResort (local not-for-profit championing the digital, tech and creative sector): “Cyclr is just the kind of company we need to see grow and thrive in East Sussex. As part of our growing creative and digital business sector, it will put our town on the map and create high value jobs, bringing huge benefits to the local economy.”

Development to date has been funded

by Cyclr’s Founders and a £100,000 Knowledge Transfer Partnership grant from the University of Brighton.

Cyclr’s engineering team has grown by 50% in the last year, with further growth of 200% planned over the next two years.

Your opportunity to join a crowd funding scheme Cyclr welcomes support from across the county, from seasoned investors to first timers who’d like to try investing and supporting local talent. To find out more about Cyclr and to invest visit https:// seedrs.com/cyclr before March 25th when the campaign closes.

www.sussexbusinessgroup.co.uk 53

Advert Nov_Layout 1 14/10/2014 12:38 Page 2

Chamber News

in East Sussex

Comic Al Boosts Hospice Pub Quiz Challenge

ACES

TR Fastenings - Best Profits for 10 Years

Battle Chamber of Commerce

(A Trifast Company)

www.battlechamber.org.uk

F

ounded in a small rented office at the top of Uckfield High Street in 1973, Mike Timms and Mike Roberts established their business after becoming disenchanted working for a large industrial group in Birmingham that restricted their creativity and individualism.

They focused on sourcing and selling industrial fastenings to light assembly industries in the South East at a time when ex stock deliveries could take as long as three weeks from the larger industry market leaders. Their core values were “look professional, be professional, provide outstanding service, sell on value rather than the cheapest price, maintain dynamic cash management and motivate and take care of your staff”.

However, the DotCom crash in 2001 devastated sales and profits in just a few short months, and the two Midlands factories had to be closed as the focus was intensified into Asia.

A change of senior management in 2007 and the 2008 recession resulted in the near collapse of the Company, with 2008 revenues down to £84m with substantial losses, and in March 2009 the two previous retired CEOs (Malcolm Diamond and Jim Barker) were invited back by the shareholders to rescue the business.

By 2010 profitability started to recover, as did the share price.

In 2011 a major automotive bolt manufacturer was acquired in Malaysia, and in May 2014 a leading domestic appliance

Bexhill Chamber of Commerce 01424 842892 www.bexhillchamber.co.uk Crowborough Chamber of Commerce www.crowboroughchamber.co.uk Eastbourne UnLtd Chamber of Commerce 01323 641144 www.eastbournechamber.co.uk East Sussex County Council 01273 481570 www.eastsussex.gov.uk Federation of Small Businesses 01424 754686 and Regional Office 01323 482018 www.fsb.org.uk/eastsussex Hailsham Chamber of Commerce 01323 310531 www.hailshamchamberofcommerce.co.uk

Hastings Chamber of Commerce 01424 205500 www.hastingschamber.co.uk Heathfield Chamber of Commerce 01435 865858 www.heathfieldchamber.co.uk

Sussex Hospices for distribution or Comedian Al Murray, The Pub Landlord, directly to any Sussex hospice. is again backing the Mad March Pub Last March, more than 100 pubs Quiz Challenge to support Sussex across East and West Sussex held providers of hospice care.

Malcolm Diamond MBE and Jim Barker a quiz or raffle, raising £19,000 – up He said: “I urge everyone to support on 2014. this top notch in whatever way fasteners £9,000 In 1978,idea, manufacturing of specialist screw business in Italy was brought into startedto in Uckfield, with subsequent the Group.of Sussex Hospices hope Friends they can,was in order raise money for factories established in Northampton and all TR’s Sussex landlords will answer Sussex hospices.” major customer sectors include Al’s Telford in the 80’s. callAutomotive, and holdDomestic a Mad Appliances, March Pub Quiz.

Al has a special reason to champion In the late 80’s, IBM selected TR as their most Electronics and Distributors – all of which are pubs are already the challenge this year. His friend, Matt eligible component supplier to be trained in Many enjoying organic growth. committed zero defect/on time deliveries to a new and will be taking part for a third year.

Bradstock-Smith, a GP from Bognor In June 2014, TR announced the best sales, assembly facility that relied on “Just In Time” It’s easy take part.

Regis, died from cancer aged 50 in profits and to share price for aFriends decade, now deliveries straight to their production line.

1,150 Hospices staff spread across 17 countries. of with Sussex can provide January and Al is compliance helping to led organize Successful to TR being a Trifast Plc is based in Uckfield and along with single source supplier IBM, which and quiz questions, and will a memorial comedy show with for him in then posters TR’s sales, distribution and manufacturing attracted other major telecoms befacilities using employs social media promote London. The memorial concert entitled, on site. As the over 150to staff manufacturers to TR. The massive 1990’s surge localParticipating employer, the Company events. pubs will be “For LittleinAlan” will takesector place at the carried it to a full LSE thelargest the electronics maintains close links with both the Uckfield listing as a PLC in 1994 Avenue named Trifast. issued with certificates.

Lyric Theatre, Shaftesbury on Chamber of Commerce a founder member So, whether yourin local is of thecheck Alliance of Chambers East Sussex 16 May. By 2000, sales turnover peaked at £120m sales, and by 2001 three component (ACES) a and the local Community College. running quiz.

If not, ask them to Proceeds from the show, which factories had been established in Singapore, The College is the main annual provider of ‘A’ take theBusiness will feature Harryand HillTaiwan, and other topand Malaysia with sales Level candidates for TR’spart 2 yearinNVQ distribution in Southern Ireland, Studies Apprenticeship scheme. What challenge. comedians, will gofacilities to St Wilfrid’s Norway, Sweden, USA, Holland, Hungary and could be better than Hospice, China, in Chichester, where Matt Despite global uncertainty there is clearly plus eight around the UK. management and a feeling amongstaTRfun evening in your was cared for. Matt and Al performed The Company had become global by staff that there are grounds for cautious local and raising together alongside Harry in his early following its former UK based multinational optimism for the future continuing growth for charity of their business asmoney sales for year ended at shows. key customers to lower cost economies March 2015 are forecast to reach overseas – mainly Asia12 andproviders Central/ the same time?

St Wilfrid’s is one of the £150 million.

Eastern Europe. of hospice care supported by Friends For more information go to www. of Sussex Hospices, which is running friendsofsussexhospices.org.uk/ the month-long pub quiz event. Funds mad-march-pub-quiz raised can go either to Friends of

www.acesalliance.org

54 www.sussexbusinessgroup.co.uk

The Institute of Directors 020 7766 8866 www.iod.com Lewes Chamber of Commerce 07917 382316 www.leweschamber.org.uk Locate East Sussex 0844 4159255 www.locateeastsussex.org.uk Newhaven Chamber of Commerce 0800 107 0709 www.newhavenchamber.co.uk Peacehaven Chamber of Commerce 01273 586222 www.peacehavenchamber.co.uk Seaford Chamber of Commerce 0800 881 5331 www.seafordchamber.co.uk South East Local Enterprise Partnership 01245 431469 www.southeastlep.com Uckfield Chamber of Commerce 01825 722607 www.uckfieldchamber.co.uk Wealden District Council 01323 443322 www.wealden.gov.uk

L

FIZZ ON FOOT

If you’re looking to do something new, combining outdoor activity with local food and drink, you will certainly want to know about “Fizz on Foot” Fizz on Foot is a new ‘Walking and Wine’ tour company based in East Sussex, offering some fantastic tours that take in the beauty of the South Downs, as well as introducing guests to the wonderful world of English Sparkling Wine in our regions’ fabulous vineyards.

Fizz on Foot puts together bespoke tours and packages for small groups, as well as corporate organisations – all catered for your needs and fitness level. This is a great way to reward staff or clients, and is lots of fun for everyone.

Here are just some of the Fizz on Foot Tours that guests have enjoyed:

Seven Sisters Hike with “Fizz on Foot” Picnic Hamper - This day begins with a stunning 9 mile cliff-top hike, starting and finishing at The Tiger Inn at East Dean. A Picnic Hamper greets you at the end.

Alfriston River and Cuckmere Haven Walk with Wine Tasting and Lunch – A 9 mile guided walk, followed by a trip to an award winning wine estate for a sparkling wine tasting and buffet lunch.

Tour of Alfriston with Wine Tasting and Lunch – A humorous tour of the pretty and

historic village of Alfriston, with transport to a local award winning wine estate for a sparkling wine tasting and buffet lunch.

A hill-top walk from Alfriston to Charleston Farmhouse – This is a stunning hill-top walk with spectacular views across the South Downs. At Charleston Farmhouse, guests enjoy a tour of the home of the famous ‘Bloomsbury Set’, followed with coffee and a glass of fizz, together with a slice of home-made cake.

Mount Caburn walk and Picnic lunch at Glynde – A stunning walk above Glynde to Mount Caburn, extending across Downland to Lewes and back to the village for some English Sparkling Wine and a Hamper to enjoy.

For further details or to discuss your tour plans please call 01323 737271 or visit www.fizzonfoot.com

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Fizz on Foot offers escorted walking tours in the beautiful Sussex Downs area, with a focus on visiting great award winning vineyards and enjoying tasting fine English wines. These one day bespoke tours can be made as much fun as you want and include transport, gourmet lunch and the wine tastings.

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Tel: 01323 737271 Mobile: 07971 851777 www.sussexbusinessgroup.co.uk www.facebook.com/pages/Fizz-on-Foot @fizzonfoot www.fizzonfoot.com

55

Motoring

Test Drive BMW M2 Coupe

The BMW M2 The new M2 Coupe makes no Coupe is the secret of its extraordinary performance direct heir to the potential. The car even looks like the Luxury successful BMW 1 personification of this promise for Series M Coupe: power, with a low front apron with a compact highlarge air intakes, muscular flanks performance with characteristic M gills, 19-inch sports car that aluminium wheels in familiar M doublemakes heads to turn spoke design and low, and hearts flutter just wide rear with M-specific “The car even as BMW did over 40 twin-tailpipe exhaust looks like the years ago. This car is system. The interior is personification of what makes this car a clear descendant of the original E30 BMW feel special though, this promise for M3 and the BMW 2002 power, with a low with sports seats, an M turbo, which indeed sports steering wheel front apron with and an M gearshift lever. perfectly encapsulated large air intakes” The Alcantara of the BMW’s resolution to deliver outstanding door cards and centre dynamics, exceptional agility and console together with porous carbon optimum car control. fibre creates an ambience of rare This car boasts a high-performance quality and heady sporting ambition six-cylinder in-line engine, rear-wheelfurther underlined by blue contrast drive agility, lightweight aluminium stitching and M embossing on selected M Sport suspension and extrovert details. styling – really instilling that pleasurable The more technical details are no experience of a sports car. less than impressive also, with a newly developed, three-litre six-cylinder inline engine, deploying cutting-edge M TwinPower Turbo technology at 6,500 rpm. It is enabled with optional sevenspeed M Double Clutch Transmission (M DCT) and Launch Control to accelerate from 0 to 62 mph in 4.3 seconds with extreme efficiency (fuel consumption of just 35.8 mpg). The top speed is electronically limited to 155 mph.

In keeping with its performancefocused setup, the M2 provides intelligent connectivity when you want it. The seven-speed M Double Clutch Transmission (M DCT) with Drivelogic, available as an option, changes gears with extraordinary speed but no interruption in the flow of power.

A wide selection of driver assistance

56 www.sussexbusinesstimes.co.uk

systems and mobility services from BMW ConnectedDrive is also available and this option also enables the use of apps, which are integrated seamlessly into the car using BMW ConnectedDrive technology. For example, although not particularly applicable to everyday life, the GoPro app allows the driver to record laps of the track with a dashboard-mounted action camera, using the iDrive Controller and Control Display. Meanwhile, the driver’s individual style and information on speeds and breaking points can be fed back and shared – if that was something us regular drivers could make use of, it would be an incredible advantage.

The BWM M2 Coupe is available from £44,035.

www.sussexbusinesstimes.co.uk 57

SBTMotoring News MASERATI: LEVANTE LANDS Maserati has revealed the exterior form of the Levante, the first SUV in the brand’s more than one hundred year history. The design of the Levante features clear associations with the Maserati brand and its distinctive Italian character: the aggressive front introduces new, tapered headlights separated into two elements, with the upper headlight unit connected to the radiator grille.

Maserati’s design signature is clearly visible on the sides: the three iconic air vents on the front wings, the trapezoidal C-pillar with the ‘Saetta’ logo and the large, frameless door windows.

At a technical level, the Levante’s chassis is designed to combine the outstanding on-road performance typical of every Maserati with unrivalled handling even on very lowgrip surfaces and an excellent offroad performance and ride. The new SUV boasts a high level of content

Volvo Cars announces integration of Spotify music streaming service in new models Volvo is the first car maker to integrate the popular Spotify music streaming service globally in its new cars, starting with the new Volvo XC90, S90 and V90 this spring, it was announced at the 2016 Mobile World Conference in Barcelona.

The Swedish manufacturer has worked closely with the music service to ensure a natural and familiar user interface in the car. The integration takes advantage of Spotify’s most appreciated features using the large real-estate of the tablet-like touch screen in the new XC90, S90 and V90, and does away with the need to use a smartphone for music streaming while on the road.

Accessing Spotify will require a Premium subscription. A 30-day free trial period will be available for those new to the service. The app will be available for Volvo owners in all countries where Spotify is available.

58 www.sussexbusinessgroup.co.uk

as standard, with all versions featuring: sophisticated electronic suspension with controlled damping and air springs, which can be set on several levels, “Q4” intelligent all-wheel drive and 8-speed automatic transmission specially calibrated for the brand’s new SUV. When it comes to power units, the Levante is equipped with both petrol and diesel engines that are all Euro6compliant.

The Levante is built at the Mirafiori plant in Turin; the first cars have already come off the assembly line with the launch planned for this spring in Europe, followed by the rest of the world later this year.

SBT are excited to learn more, especially after driving the Ghibli last year. An extended range of cars and an extended year of investment from a high-end car manufacturer is no bad thing.

DVLA PERSONALISED REGISTRATIONS SERVE UP ULTIMATE SUV REGISTRATION The long-standing debate on which car should wear the ultimate SUV moniker was decided during the first live DVLA Personalised Registrations auction of 2016. The Registration 1 SUV – arguably the perfect personalised registration to complete the ultimate Sports Utility Vehicle – went under the auctioneers hammer during the three-day event, which was held at Tankersley Manor Hotel in South Yorkshire at the tail end of Feb. The registration, which sported a £2,400 reserve, is one of two prime SUV-related registrations in the line-up of 1,500 lots offered during the auction.

Its phenomenal success was cemented after its final sale of the year held near Cheltenham became the Agency’s first auction since 2006 to break the £5 million mark while three of the five auctions staged in 2015 recorded 99 per cent sales conversions. And if the line-up of registrations for the first sale of the year is anything to go by, that success could well continue as the popularity

in personalised registrations grows.

Adam Griffiths, of DVLA Personalised Registrations, said: “Everyone in the industry knows there’s a huge debate on which car is the ultimate SUV. While we aren’t qualified to judge which vehicle is the best on the market, we are offering what we believe to be the ultimate in SUV-related personalised registrations in 1 SUV and SUV 70Y.” He added: “Last year was the Agency’s most successful since we started selling personalised registrations in 1989 and the crop of personalised registrations we’ve lined up for this sale combined with the continued interest from motorists could ensure that success continues.”

ADR-Alternative Dispute Resolution Richard Schaverien, consultant solicitor at QS Howlett Clarke talks mediation, a very successful form of ADR. 2015 saw a substantial increase in Court fees, impeding accessibility to justice. We saw them rise, in April, by almost 85% in Civil claims valued at above £200,000, and the typical Court issue fee can be from £1000 - £10,000!

Furthermore, in the autumn statement released by the Government it was proposed to increase the “small claims” limit for personal injury claims.

are in ultimate control of the decision to settle and the terms of resolution.

These changes are making it harder and less beneficial to take proceedings to Court. Mediation is an alternative, which is sometimes overlooked but well worth considering as a more effective and economic way to settle disputes.

There are important differences between the processes of resolving a dispute via Court proceedings and through mediation. Mediation is more economic than Court Proceedings, the fees of a mediator are substantially less than those of a lawyer. By resolving a dispute through the traditional Court system, you are merely obtaining a yes/no result, whereas in mediation, you achieve a “win-win” result, you are able to agree the terms on things that often mean quite a lot, which wouldn’t be considered in the judgment of

Mediation, in short, is a voluntary, flexible and without prejudice process conducted confidentially in which a neutral person actively assists parties in working towards a negotiated settlement of a dispute. The parties

Mediations are totally confidential and a successful mediation will result in an agreement being drawn up, as in Court proceedings, which will be legally binding- as both parties will agree written terms which they then become bound by upon signing.

MEDIATION Helping you work things out.

QualitySolicitors Howlett Clarke

your case normally. Mediation can therefore be seen as having a much wider scope, and is all-encompassing.

Richard Schaverien is a specialist mediator at QualitySolicitors Howlett Clarke, with over 15 years’ experience mediating.

8-9 Ship Street, Brighton, BN1 1AZ. He can be contacted on 01273 327 272.

Why Choose QS Howlett Clarke?

• Free car parking • Central City location accessible from all public transport • Cloakroom & refreshments • Accommodation for up to 6 people Richard Schaverien has 15 years’ experience as an accredited mediator, and is also an active member of CEDR Solve. Richard has used his skills and experience for over 30 years in a wide range of sectors to assist parties in the settlement of their disputes.

“His style of ease and confidence let the parties resolve the issues without the usual volatile situations that can arise” Client Feedback

Offering a wide range of legal services.

01273 327272 www.qualitysolicitors.com/howlettclarke www.sussexbusinessgroup.co.uk 8-9 Ship Street, Brighton, East Sussex, BN1 1AZ

59

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Email: sales@berfort.co.uk · www.berforts.co.uk

SBT

ASK THE

SBT Ask the Experts is sponsored by

EXPERTS

WE ASK THE EXPERTS TO GIVE YOU THE ANSWERS YOU NEED

EXPERT

How to make sales in a natural and enjoyable way Whether we like to admit it or not, most people love buying! I hear you now thinking ‘Not always, I don’t like to part with my money’, or ‘Only sometimes’, and that’s true. But that’s because at that point you didn’t want to spend your money! Probably because you weren’t in the right position to buy. And it’s a salesperson’s job to read that, not manipulate it.

EXPERT

You Talking To Me?!

If you’ve attended any of my training courses, you’ll know how frequently I stress the importance of talking to your target audiences (the different groups of people with whom you need to communicate) using language they understand. By this, I mean making it easy for your customers as well as any others important to your business, to ‘get’ what you’re all about; why you do it and how you can be of value to them.

info@checkaprofessional.com 62 www.sussexbusinesstimes.co.uk

Leigh Ashton, CEO and co-founder of Sasudi Quit the old school selling methods There are salespeople and methods out there that will teach you how to convert anyone. But that method is old school, outdated, and ethically wrong. The result of this would be a one-time sale with no long-term relationship, a resentful customer and most likely a bad feeling in the pit of your stomach.

Keep out of their space We don’t respond to being ‘sold to’ in the outdated sense of the word, firstly because it’s an intrusion into our space. Our barriers were up, but the salesperson just pushed right through them. It’s not nice in the physical sense (think about a tube during rush hour!), and it’s not enjoyable mentally either.

Let them choose Secondly, we don’t enjoy our choice

being taken away from us. The natural instinct of being pushed for a sale is to defend our territory. This leads to a disjointed and unenjoyable sales process, bad feelings between the two parties and even if the sale succeeds, the prospective client can end up feeling taken advantage of.

Get the timing right Lastly, we don’t want to choose before we are ready. Not having the time to digest information or arrive at our own conclusion is uncomfortable. The outcome of a decision made under pressure can be anxiety, a feeling of being ungrounded because you went against your gut reaction and a lack of trust. Neither of which are feelings we want to exude onto our customers or have them talking to other potential clients about.

Jill Woolf, Managing Director of Chimera Communications, PR and Marketing Consultancy I’ve come across several situations recently where organisations and businesses have made the mistake of assuming customers understand their language. With some sectors like finance, there’s no getting away from regulations requiring information to be delivered in certain ways. There are some companies incredibly effective in translating this to customers, but many are not. People get confused, and results can be misunderstandings, wasted energy and resource, and duplicated work as well as products.

Understanding your customers means knowing when you need to go the extra mile to explain things in the right way. It’ll save you more time and effort later on.

With online polls, surveys, questionnaires and emails, as well as the good oldfashioned method of actually talking to someone, there’s no excuse for not qualifying what your customers need.

So my top tips for this month are: • Ask your customers when, how and what information they’d like from you – in other words, what is of value to them.

• Know your customers so well that you understand the language, tone and messages they need to receive, rather than what you churn out to them.

• Ensure all your teams (if you have rotas or shifts) know what’s going on so customers don’t have to repeat themselves again and again, which is not only frustrating and irritating, but can lead to negative PR through word of mouth and bad online reviews.

• Make things simple and easy to understand – that way, you’re far more likely to engage and do more business with them.

If you don’t connect and build a relationship with your customers, the risk is they’ll go to someone who ‘talks their language’.

0808 901 9042

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EXPERT

Sue Foster at Knill James Chartered Accountants, UK200Group Member

Charities warned to get their accounts in order Charities in Sussex are being urged to get their accounts in order after the Charity Commission published a list of excuses received from charities which failed to file on time.

A recent survey suggested nearly one third of the accounts filed were of ‘unacceptable quality’.

EXPERT

Is this national trend also reflected in Sussex?

Some of the excuses published in the Charity Commission report are certainly humorous but there is a serious side to the report because it’s clear that not all charities understand their accounting responsibilities.

The bottom line is that all charities with income over £25,000 (and Charitable Incorporated Organisations regardless of income) are required to submit accounts and this is not just a national issue, it’s a local issue too. Charities in Sussex need to start thinking carefully about their accounts – not least because the Charity Commission is now beginning a drive in 2016 to target those who are in default.

The issue for charities in Sussex is not only about compliance, however.

There are also fears that failure to file

info@checkaprofessional.com

What can charities do?

Transparency is increasingly important for charities, and their accounts must be made available to the public on request, so failing to report can certainly be damaging.

Now is a good time for charities to get their house in order. For those with year ends of 31 December 2015 and beyond who are required to prepare accounts under the Statement of Recommended Practice (SORP) there are also changes ahead in what they need to file. They will need to decide whether to apply Charities SORP (FRS 102) or Charities SORP (FRSSE). It is worth talking to accountants as soon as possible to be sure of making the right decision.

Clive Rich, Founder and Chairman at LawBite shape, colour, texture or appearance.

Patents - A new invention involving an inventive step, which can be exploited on an industrial scale

What is Intellectual Property?

In the UK there are numerous types of IP which can be protected, as long as the asset concerned qualifies. These include; Copyrights – the physical expression of creativity, including films, documents, books, software programmes, recordings, photographs, songs, artwork and dramatic works.

Trademarks – distinctive trading names and/or logo’s, or possibly trading slogans that differentiate the products or services of one business from another.

Designs – a new design for a product which could involve protection for its

reports could lead to loss of reputation and ultimately affect income.

Why is it worth protecting?

In essence, intellectual property gives you the right to prevent copying or exploitation of your IP without your consent. In the first place, this protects your own market position - having these rights is a great source of bargaining power when you negotiate with infringers. Secondly, having these kinds of protection available makes it more attractive to investors, who like to see that you have a defensible position in the market. It follows that this also enhances the value of your company to investors and potential purchasers.

Is it expensive to protect?

Not necessarily. Copyright arises in

the UK as soon as you give physical expression to your qualifying creative idea. Trademarks cost £170 in trademark fees for registration in one business sector or ‘class’ and £50 for each additional class after that. Design Rights can be registered for as little as £60.

Patents are more expensive and more arduous to obtain and you would need to budget £2,500 to £7,500 or more for gaining a patent in the UK, depending on its complexity and who you use to help you. It’s a good idea to get an expert to help you if you decide to protect any IP, so that you can see whether the assets you have qualify for protection within the legal definitions of IP, and so that you can follow all the formalities correctly and obtain the widest possible protection, but don’t ignore this important source of value for your company. If an Englishman’s business is his castle, his IP represents its Crown Jewels.

0808 901 9042 www.sussexbusinesstimes.co.uk 63

Networking in Sussex

SBT

Society

Sussex Business Group Networking Event

We hosted our first Sussex Business Group networking event of the year at Ludo’s Bar & Bistro in Eastbourne (on 11th Feb).

With a guest list of over 30 people from a range of businesses across Sussex, the event was packed full of opportunities for new business potential and relationship building.

Our speaker for the evening was Rachel Stone, owner of Bespoke Training Eastbourne, who inspired everyone with her motivational words on ‘how to have your best year yet’ focusing on how to best ensure success for the year to come within your business, with core values and determination at the forefront.

Photography by Jenny Ardagh © 64 www.sussexbusinessgroup.co.uk

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BusinessExpo Expo 2016

Thursday 17 th March 2016 10am - 5pm

L A C LBO s usinesse

LIMITED STANDS REMAINING

BOOK NOW!

01424 447461

F R E AdmisE sion

Azur at The Marina Pavilion

Marina, St. Leonards-on-Sea, East Sussex TN38 0BU SPONSORED BY:

SUPPORTED BY:

www.sussexbusinessgroup.co.uk 65 Lord Brett McLean

Made In Sussex

Made In Sussex: The Chalvington Group Our home-grown hero this month is the Chalvington Group, who have been providing Telecommunications, Network Services and ICT Solutions in East Sussex since 1999

committed to providing unbiased, In 2000, independent advice and fast, efficient Chalvington resolution of queries and faults via their Communications Brand specialised support desk and on-site Ltd began providing Focus services.

Business Telephone The new format proved popular with Systems to existing and new customers alike, leading companies in East to impressive increases in turnover, and Sussex. Growing steadily over the recognition for the company in areas such following years, they launched their as Customer Service, Employment and own network for business calls and Contribution to the Community, along lines, adding broadband and mobile with accolades such as Best and Medium services to complement the product Business of the Year and Reseller of the range.

Year by partners, Zen and Pragma.

2012 saw a significant change The acquisition of MB Commerce in in the direction of the company.

2015 created an additional division – The appointment of new Managing Chalvington Online, providing ecommerce Director, Claire Baker and acquisition and web solutions and further of ApexIS ICT Ltd led to the creation expanding the availability of total of ‘The Chalvington Group’ - home solutions. Most recently they were to five dedicated divisions (Comms, awarded registration with the National ICT, Network Services, Mobiles and Inspection Council for Electrical Energy) and the platform for a brand Installation Contracting new vision.

(NICEIC) and now This vision was, and “We are a dynamic, provide contract and still is to constantly improve their forward-thinking domestic installations, as well as annual PAT customers’ experience, organisation and testing services. by understanding On her vision for their business and we work hard the future, Managing their requirements, to understand Director Claire Baker in order to provide the needs of our said: “It’s been an a comprehensive exciting few years for business solution and, customers” us and we’ve got no through their research intention of it ending and development, to any time soon. We are a dynamic, ensure their proposals are relevant and forward-thinking organisation and we current. work hard to understand the needs of our Under Claire’s leadership, a customers. Our teams full range of ICT services was are constantly looking to source launched, including hardware and products and services which do this, software consultancy and sales, both now and in the future. With the support, maintenance, business use of hosted Telecoms and IT solutions continuity planning and cloud/ growing so rapidly, we continue to only hosted environments. As with the install best of breed technology on other divisions, ICT is supported by assured services from reputable suppliers. a team of highly qualified engineers,

66 www.sussexbusinessgroup.co.uk

Claire Baker

The biggest requirement is for everything to be ‘under one roof’. Companies are busier than ever and the feedback we consistently receive from potential customers, is that they’ve had enough of multiple suppliers passing the blame for issues to one another. They end up being a very frustrated ‘piggy in the middle’, when all they want to do is run their own businesses and get on with their jobs. With complete solutions from Chalvington, the buck really does stop with us”.

To find out more about the group visit www.chalvingtongroup.com or call 01323 440555.

CALLING APPRENTICES!

CALLING EMPLOYERS!

Do you want to earn while you learn?

Do you want to attract new talent to your business?

There are more than 30 Apprenticeship frameworks on offer at Sussex Downs College in sectors including Business & Management, Sales, Retail, Construction, Hospitality & Catering, Hair & Beauty, Health & Social Care, Childcare, Education, IT, Accounting and Motor Vehicle and many of these are delivered in full in the workplace.

Sussex Downs College has supported over 600 businesses in East and West Sussex to take on apprentices in a range of sectors including Business & Management, Sales, Retail, Construction, Hospitality & Catering, Hairdressing, Health & Social Care, Childcare, Education, IT, Accounting and Motor Vehicle.

HERE’S HOW WE CAN HELP.....

Free Recruitment Service We’ll help you find the right vacancy and support you with your applications.

Training We’ll support you through the qualification related to your existing or new job role.

If you are eager to become an apprentice then please contact our recruitment team: Tel: 030 300 39474 Email: apprenticeshipenquiries@sussexdowns.ac.uk

HERE’S HOW WE CAN HELP.....

Free Recruitment Service We’ll help you advertise your vacancy and support you in finding the right applicant.

Training We’ll support you in up-skilling your existing and new staff to a nationally recognised level.

Funding We’ll advise on available funding and any grants that may be available (currently £1500 available for eligible employers recruiting their first apprentice within the past 12 months aged 16-24).

If you are an employer and would like to talk about apprenticeships, then please don’t hesitate to get in contact with our Business Development Team: Tel: 030 300 39474 Email: employertraining@sussexdowns.ac.uk

w w w . s u s s e x d o w n s . www.sussexbusinessgroup.co.uk a c . u k

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AN ICON JUST GOT LARGER

THE NAVITIMER 46 mm

68 www.sussexbusinessgroup.co.uk

11-13 Cornfield Road, Eastbourne, East Sussex BN21 3NA Telephone 01323 725452